Lost A Sale, But Initial Phone Consultations — A Big Part Of Brilliant Customer Service
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An International Life: An Interview with Mary Elizabeth Wakefield
I met Mary Elizabeth Wakefield during her class last summer in Seneca Falls, New York at the Finger Lakes School of Chinese Medicine.
Desert: A Metaphor from the Study of Genetics
In most of the human lives I know about, there are stretches of time which feel stagnant, or worse. We can feel adrift, or wounded and sidelined, and these times don't seem to carry much usefulness while they are unfolding.
Q&A With the First VA Chiropractic Residents
As you may have read previously, a major step forward for the profession occurred in July 2014 when the Department of Veterans Affairs began piloting a chiropractic residency program at five locations.
News in Brief
Investigating the Cellular Impact of Mechanical Force; National Board Seats (Not-So) New Officers at Annual Meeting.
Marketing with a Microphone
When given an option, it stands to reason that people prefer to do business with those they know, like, and trust.
The Risks I Took
We all take risks when we choose this profession. For some, it is not knowing if you can make a living practicing TCM. For others, it is parental or cultural disapproval.
NCCAOM Video Contest
The NCCAOM is excited to announce the launch of the second annual video contest "Because it Works!" 2015.
Free Yourself From the Pocketbook Practice
Let's take a journey together; there's an important lesson to be learned. Imagine a town or city just like yours.
Treatment of PTSD: An Opportunity for the Practice of Integrated Medicine
PTSD is widespread across America today. Not only do many of our honored men and women in uniform bring it home with them from the war zones they have been active in, but it often follows any life-threatening event people go through when their lives have been in danger.
The Source-Luo Point Combination, Part 2
The Da Cheng includes symptoms for the source-luo points that indicate when to use them for treatment. Yang defines the method as the guest-host (it is one of a variety of acupuncture point combinations called guest-host).
Sports Medicine 101: Surgery or No Surgery?
In the world of sports medicine, many careers are saved by surgeries that correct traumatic damage to the body. Muscle tears, ligament damage, fractures, spinal disc herniations, and joint instabilities are a few of the issues frequently addressed with surgical intervention.
Key Changes and Updates to the 7th Edition CNT Manual
Acupuncture Today recently interviewed Jennifer Brett, ND, L.Ac. regarding the updates to the CNT manaul.
Leg-Length Inequality and Pelvic Fixation: A New Approach to the Negative Derifield (Part 3)
A patient with sacroiliac fixation and dysfunction ordinarily demonstrates a noticeable leg-length inequality when placed in the prone position on the adjusting table.
Integrative Medicine for the Underserved: A Seat at the Table
Numerous organizations have risen to the challenge of providing care to medically-underserved populations and here we feature one such group.
Chinese Doctors Poke Holes in Australian Study
A recent Australian clinical trial, published in the Journal of the American Medical Association (JAMA) in 2014 by Rana Hinman, et el., evaluating the effectiveness of both needle and laser acupuncture for chronic knee pain.
I was sitting in a Pizza Hut in Peoria, Ill., with my friend Reggie, sometime in the spring of my senior year in college, when he started doodling on his paper placemat. In those days, the company had a picture of U.S. on the mats, showing all the locations of the "Huts" in the country.
Creating Relationships at Southwest Symposium
The month of May brought many interesting activities. As I have said in many previous columns this year, this profession is moving in a very exciting direction. Make sure you are getting involved. If you're not, you just might get left behind.
Nomenclature and Classification of Lumbar Disc Pathology: Version 2.0
The Nomenclature and Classification of Lumbar Disc Pathology consensus, published in 2001 by the collaborative efforts of the North American Spine Society, the American Society of Spine Radiology and the American Society of Neuroradiology, has guided radiologists, clinicians and the public for more than a decade.
Should You Change an Athlete's Natural Running Form?
Once past the ankle, impact forces travel at about 200 mph into the knee. In addition to allowing the quad to absorb force, bending the knee (E) prevents the hip and pelvis from moving up and down too much (F), which is important for injury prevention and efficiency.
Going On-Site With Chiropractic Care
The Foundation for Chiropractic Progress has released a position paper highlighting the financial, clinical and patient-satisfaction benefits of providing chiropractic care at on-site corporate health clinics.
Meet Cheyenne: Your Future Colleague
Allow me to introduce you to Cheyenne (Chey), the daughter of some of our family's closest friends. We attend and serve at the same church together, and have known each other for many years.
April, 2013, Vol. 13, Issue 04
Six Steps to Help You Establish a Six Figure Practice
By Sharon Desjarlais, CC and Michele McGrew
Does the idea of making $100,000 a year or better feel like a pipe dream? Or does the thought of it leave you feeling exhausted? Then you're probably making the mistake of thinking your individual healing sessions should be your highest-priced offer.Even if you charge a healthy fee, tying yourself to individual sessions limits your income to the number of clients you can see in any given week. When your client load is low, your income suffers. And when it's high, you're making more money, but you're also working too hard. And you're not modeling the kind of self-care you want your clients to commit to.
So, how do you grow a healthy six-figure practice? By changing your business model. Instead of offering individual sessions, offer high-end private programs that attract clients who are willing to make a generous investment in their health. After teaching practitioners how to design and sell private programs for years, we promise you this: right now you have clients who would gladly step into a high-end program ... if only you offered one.
A high-end program is designed around four specific features:
Ready to design your first high-end program? Follow these six simple steps and you'll be well on your way.
Step 1: Your Signature System
The key to crafting your first high-end program is to start with the topic we shared in our last Massage Today column called, "How to Clear the Path to a Wealth of Loyal Clients" A comprehensive high-end program is designed to walk a client through each step of your system to achieve the outcome they want.
Step 2: The Program Structure
Once you've got your signature system, how long do you think it would take to walk a client through every step? Answer that question and you'll know how long your high-end program should last. Of course, radiant health is a lifelong process. But that doesn't mean your high-end program has to last a lifetime. Most practitioners get excellent results delivering their programs over a period of six months. Some programs are longer and others are shorter, but six months is a great place to start.
Once you have your program time frame, you're ready to create your monthly structure. Here's one format that works very well for many practitioners.
Start with a 1-day private retreat that covers the first couple steps in your program and includes one or two hands-on sessions. This kind of immersion experience gives your clients the big breakthrough they'll build on through the rest of the program. And it jump starts their transformation, giving them the speed they're looking for. Follow up the retreat with a telephone check-in and healing session within two weeks.
Months 2 through 6
Do a hands-on or distance healing session two times each month. Conduct a simple telephone check-in once a month between healing sessions. Give your clients exercises, tips and assignments between sessions to continue their progress through each step of your signature system. Add in priority e-mail access to you with a reasonable 48-hour turnaround during weekdays.
Final Healing Session
Celebrate with a half-day wrap-up retreat. This gives your clients room to reflect on all their improvements. And fully embody their accomplishments.
Step 3: Your Core Components
Once you've got your signature system and basic program structure laid out, the next step is to choose your core program components. What services do you already offer that you'd incorporate into the program? And what other tools and modalities would you love to bring in to facilitate each step of your system? A private program gives you plenty of time to blend in even self-healing techniques that complement your bodywork. Consider adding components like guided meditations, creative journaling and nutritional tips.
As you see in the program format above, you always want to give your clients exercises, tips and assignments between sessions to maintain their healing momentum and prevent backsliding. But whatever you do, don't call it homework. Work sounds like pain and no one wants more of that. Clients who don't feel well also don't want to be overwhelmed with information. They want a connection. They want to feel witnessed. And they want a transformation. So resist the urge to throw every one of your therapeutic tools into your program. Instead, carve a few of them away and offer them as bonuses.
Step 4: Attractive Bonuses
One of the most delicious aspects of a high-end program is having the opportunity to give your clients a rich and indulgent experience that makes them feel as treasured as they are. That's where the benefit of extra bonuses comes in. It's like adding a great big gift on top of all your other core components. To make this easy, include some of the self-healing tools you carved away from your core components. Especially tools that don't take any more of your time or energy, like home-study systems, home-healing products, even products that other healers offer. As long as they complement your system, your program and your clients, it's a win-win.
Step 5: A Compelling Title
The title of your program is often the first detail people see when they're deciding whether to sign up. And like anywhere else in life, first impressions count. That's why you want to give your program a name that makes an instant connection. What's the biggest outcome or result clients want from your therapy? Name your program after that and you'll have a magnetic title.
Step 6: A Healthy Price Point
Here's where you might be inclined to backslide and devalue the rich program you've created. We understand; you're probably stepping into a level of investment you've never offered before. So before you decide on a final price, take some time to track the ripple effects of your therapy in your client's life.
When your favorite client is feeling fit and fabulous, how does that impact her job performance and income? When she's feeling well-rested and patient, how is she responding to her kids, her friends or her spouse? When she's finally feeling free of the pain and stress that have been her constant companion for too many years, what is she able to see in her future that wasn't even possible before? That's where you'll find the value of your program. And only then will you be able to price it for what it's truly worth.
For a typical 6-month program, our clients find $4,000 to $6,000 a great place to start. That means, instead of having to work with 17 to 25 clients a week, you only need 17 to 25 clients a year to break the six-figure barrier. And when you have that kind of breathing room, you're being as generous to yourself as you are to your clients. And you're offering a healing gift that takes your clients – and your practice – to the next level.
Click here for more information about Sharon Desjarlais, CC.
Click here for more information about Michele McGrew.
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