Archive for massage therapists

No-Cost Strategies to Give Your Massage Business a Boost! Part 1

Many massage practitioners are concerned about their client base dwindling as a result of the current economic situation. Are you one of them?

Other therapists are as busy, or busier, than they’ve ever been. And it’s not that they are necessarily better therapists. But they have learned a secret or two that I’d like to share with you today.

It all begins with attitude. As the saying goes, “Whether you think you can build and maintain a thriving business in the current economy or whether you think you can’t – you are right!”

The renowned psychologist Martin Seligman, Ph.D discovered that agents at a major life insurance company who expected a positive outcome outsold agents who had a negative perspective by a whopping 37%. And even agents who failed the industry entrance exam but were optimistic about selling insurance policies outsold the average agent by 10-15%!

What can we learn from this?  What I’ve found is that the massage therapists that are client magnets aren’t spending a lot of time worrying about the economy. In fact, they understand that their services are needed now more than ever before.

Instead of agreeing with their clients about how bad things are, they have an infectious sense of optimism – a deep well that their clients can drink from so that they leave refreshed and ready to face the world anew.
And right now people find that very attractive.

Get It In Writting!

book_pen_150by150B.jpgThe second key element to creating successful referral partnerships with other professionals and businesses in your community is to have a written agreement between you and your new referral partner.

Now this does not have to be elaborate or complex. In fact a simple paragraph or two outlining what you are both agreeing to can be sufficient.

But having it creates a high level of professionalism and really makes you stand out from other massage therapists who may be approaching the same potential partner.

It will also clarity things and help eliminate any misunderstandings.

Don’t let this happen to you….

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I’ve learned a lot about health insurance these last few months as I battle it out with my health insurance company.

As many massage therapists also have to take care of their own health insurance and that of their families, I feel compelled to pass on what I have learned, so that what happened to me does not happen to you too.

Prior to my husband Francis’s surgeries to fix a torn meniscus and repair a bilateral hernia that happened as a result of an accident, I called my insurance company to find out what they would cover. I was told they would cover 100% of what was usual and customary (U&C).

I questioned them pretty extensively about how they came up with these U&C amounts, but they assured me that we had nothing to worry about. They also told me that we had a great policy because we were not limited to any network and Francis could go to any doctors he wanted.

So I felt pretty confident that after our $2500 deductible our bills would be paid and so Francis went ahead with the surgeries.

A few weeks later the bills stared pouring in. Here is what happened.

1. Even although the surgeries were the result of one accident we were charged three deductibles totaling $7500 (one for his knee and one for his hip and one for the hernia (even although the hip pain was the result of the inguinal hernia). Our deductible is per occurrence and not annually and it is up to us to prove to them that the injuries are related to the same accident (even although all the doctor’s notes support this!)

2. The U&C rates that they actually paid out were in most cases 1/3 or less of each bill (after our deductible of course).

3. Even although they told us before hand that he could have all the surgeries done at the same time (which cost them only one hospital bill and not three) after the fact they said it was not usual and customary to have them done on the same day and disallowed most of the charges.

4. Because our policy is not part of any network we have ZERO protection and the doctors and hospital offer ZERO discount on the bills so we are responsible for 100% of what the insurance doesn’t pay. Which is about $20,000.

So here is what I have learned:

1. When you are part of a network, even although you are limited to which doctors you can see (often ones employed by the health insurance company) at least you have some protection from escalating bills.

2. Watch these U&C rates! Unfortunately the amounts that your insurance company actually pays out for each service is developed by a proprietary formula unique to each company and they are NOT required to disclose how they come up with the formula.

So you may think you have a great policy because it pays out at 100%. But in fact a policy that pays out at 80% may actually have more realistic U&C rates and therefore be a better policy.

3. Watch these “per occurrence” deductibles. You are better of with a clear cut annual deductible.

4. Keep great notes of every conversation you have with your insurance company. (In fact I started recording mine – with permission of course) including who you spoke to, when, and what they said. This will become invaluable if you run into problems.

I do intent on fighting this and will keep you posted. Meanwhile does anyone have a great health insurance policy out there? I’m looking for a new one!

Sicko for Sure

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I know that a lot of massage therapists, myself included have had our share of challenges (and some pleasant surprises) in dealing with our client’s health insurance companies.

I have also been dealing with my own personal insurance nightmare the past few months.

Like many of you my husband Francis and I are self-employed therapists and have private health insurance which we pay for dearly ($914 a month for the two of us for a policy with a $2500 deductible). In over 10 years we have never needed to use our major medical (thank goodness!) until Francis had an accident and needed surgery last December.

Despite having a policy that is supposed to pay 100% after the deductible has been met we are now stuck with about $20,000 in medical bills (which is growing each month because of interest fees). Now that is Sicko!

So I am particularly interested in Michael Moore’s new movie dealing with the subject.

As I am currently traveling across the country from Bellingham, Washington to Annapolis, Maryland I have not had a chance to see it yet.

Have you?

Massaging the World on Earth Day

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It’s Earth Day…..

Did you know that Earth Day is the only event celebrated simultaneously around the globe by people of all backgrounds, faiths and nationalities. More than a half billion people participate in Earth Day Celebrations every year.

It’s great to see how many massage therapists have booths or volunteer their time and skills at various Earth Day celebrations around the world. What a wonderful way to give back while helping the massage profession by being so visible. It’s also a great way to get more massage clients!

And at least one therapist I read about gave a small potted plant to each client who had an appointment on Earth Day.

Did you do anything fun or unusual? If so, hit the comments link and let us know.

For All Of The Massage Therapist Moms

I know that many of the massage therapists that read this blog are moms, and many are moms that work from their own homes.

If that is you, I want to share this inspiring video that my colleague Debbie LaChusa just created in honor of moms who work from home. And even if you are not a work at home mom, I think you may enjoy it anyway.

Let me know what you think.

Massage Success Radio Officially Launches Today

Today on Massage Success Radio I interview Lissy Dickens of Essential 3, a company that makes wonderful essential oils.

I met Lissy at an AMTA regional conference, and I was attracted to her oils right away. But it was not until I heard about a day spa whose sale of essential oils exploded after Lissy’s educational session with the therapists, that I just knew I had to have her on Massage Success Radio.

Lissy has some great resources for massage therapists on her site at Essential 3 should you want to know more.

Here’s some of what we talked about on today’s show:

How to promote products with integrity and increase additional income streams in your massage practice.

The controversy surrounding the ethics of selling products in your massage business.

Some effective ways to introduce aromatherapy and other natural remedies to your clients.

What the very successful therapists, clinic and day spa owners are doing to build their businesses using essential oils.

How to profit from using essential oils in your practice.

Specific things you can do to add value to your clients, and make them feel extra cared for using aromatherapy.

How to use aromatherapy to “set the stage” for your massage treatment.

The most authentic way to make sales without feeling like you are selling.

How to get over any fear or resistance you may have about promoting products in your practice.

To listen to the show, pop on over to Massage Success Radio.

Enjoy!

Why Are So Many Talented Massage Therapists Struggling?

What first got me interested in creating The Massage Business Center and then this blog was that I noticed that when massage therapists came to me for coaching help with their businesses, the ones having the hardest time were often the MOST skilled at massage.

And yet therapists less than a year out of school were coming to me for advice on expanding their business and bringing in other therapists to deal with their overflow of clients! What was happening here? How could so many talented therapists be struggling financially while “newbies” had more clients than they could handle?

According to Wallace D. Wattles in The Science of Getting Rich, to create wealth it’s not so much what we do, but that we do things in a certain way…. “And furthermore, the ability to do things in this certain way is not due solely to the possession of talent, because many people who have great talent remain poor, while others who have very little talent get rich”.

Isn’t that crazy, but so true?

And another thing I noticed in my own business is that one week I’d do some promotional activities in the hope of getting new clients and nothing would happen. The next week I’d do the exact same things and have my phone ringing off the hook. Has that ever happened to you?

Should Massage Therapists Be Rich?

The popularity of the movie The Secret has brought a renewed interest in the classic, The Science of Getting Rich by Wallace D. Wattles. I’ve written about that book before and will continue to do so because I think it has a very powerful message for massage therapists.

Wattles says, right in the first chapter of the book, that it is our BIRTHRIGHT to live full, abundant lives. The universe is an abundant universe, and wants us to have it all. He goes on to explain that being rich in all areas of life, including financially is our Divine Right.

He says that many people believe it is all right to be content with poverty? Do you? A lot of massage therapists seem to think it is. I too used to have a difficult time charging what I was really worth. I felt that because I was helping folks I should give my services away (or almost).

I felt guilty even thinking about or imagining getting wealthy from serving others in need. And let’s face it; doesn’t everyone need healing touch these days? So how was I ever going to have that lifestyle I dreamed about? And my husband Francis was (still is) also a massage therapist! So did that mean we were doomed to a life of “just getting by”?

No it did not! But it did mean I had to make some changes in my business and in my life….. and most especially in my thinking.

And I’m going to share with you in upcoming posts some of the things that helped me along the way. Maybe they’ll help you too, or other massage therapists you know who may be struggling with making money and creating abundance in their lives. My passion is to help bring more prosperity to the massage profession as a whole. Will you join me?

The Truth About December

Did you know that most massage therapists (in fact most professionals) slack off building their business during the holiday season? They recon it is a bad time to focus on business growth and decide to kick back and wait until after the holidays are over to do any marketing.

But I was recently on a phone call with Michael Port (who wrote the fabulous book, Book Yourself Solid) and he pointed out the truth about December… people are in a buying mode.

And they are looking for things to buy. So don’t be shy about letting your clients, colleagues, friends and family know about your massage products and gift certificates. And if you don’t have any massage gift certificates handy, download some for free here.

So don’t give up on December. It’s not too late to make it your best month yet of 2006!