resourcesABOUT MT AUTHOR GUIDELINES CLASSIFIEDS EDITORIAL CALENDAR MEDIA GUIDE MASSAGE MART SCHOOLS & EDUCATION FEEDBACK
Chinese Medicine: The Natural Way to Children's Wellness
As a child, I did not like going to the doctor. For the most part, when I had to go I wasn't feeling good to begin with, and I was heading into a sterile environment to be awkwardly probed by a man in a white coat for a very short, impersonal period of time.
Introduce Your Patients to Collagen Induction Therapy
Cutaneous (skin) aging generally occurs from either intrinsic or extrinsic processes. Intrinsic aging results from natural skin tissue damage and degeneration.
Treating Chronic Depression with Acupressure
In Traditional Chinese Medicine there already exists a comprehensive theory linking the body and mind.
Acupuncture Detox as Part of Drug Rehabilitation
In the U.S., more than 2,000 alcohol and drug rehabilitation programs have added ear acupuncture to their practice. The development of the protocol was determined by Lincoln Hospital as it delivered 100 acupuncture treatments daily.
Capturing the Essence of Tai Chi
Over the last 12 years, I have been working on one of the few documentaries about Tai Chi. It's called The Professor: Tai Chi's Journey West and it's about Cheng Man-Ching who moved to New York in the 1960s.
Treating Menopausal Women in Your Practice
I love what I do for a living. It's a great way to trade health for bread. And no topic of health, with the right bedside manner, is taboo.
Drug War Rages in Wisconsin
Based on its actions over the past 15 years (review the sidebar in the app version of this article), controversy and the Wisconsin Chiropractic Association seem to go hand in hand.
Chronic heightened emotional states create a perfect breeding ground for illness. Through my practice I noted the increasingly obvious relationship between one's mental focus on negative thinking, emotions, resistance to experiencing feelings and disease.
"Turn, Turn, Turn"
Many people are credited with saying, "If you remember the '60s, you really weren't there." Given the fact I didn't become a teenager until 1970, I actually do remember the '60s (or at least part of it). And as a child of the '60s, I was, of course, influenced by the music.
Inspire Your Patients to Make Healthy Choices
Have you tried to get your patients to change their eating habits or their diet and couldn't get them to succeed? Were they confused and unsure of what the right thing was to eat? You are not alone!
Finders Keepers: The Secret to Relationship-Based Marketing
Becoming a successful practitioner has less to do with what you learned in school, and more to do with your ability to find new patients and keep them!
Giving Chiropractic Some Much-Needed PR
Public relations has not always been the chiropractic profession's strong suit, a shortcoming that has subjected the profession to countless attacks on its legitimacy and seemingly perpetual confusion among the public and the health care world as to the skills and services doctors of chiropractic provide.
Following the Thinking of the Classics
I have heard about the "best time of day" to carry out certain examinations or therapies. For example, I remember making a note years ago that early morning is the best time to take someone's pulses.
Correcting Dysfunctional Movement Patterns – Is Local Treatment Enough?
It is widely believed that mechanical, non-traumatic back pain is largely related to dysfunctional or compensatory movement patterns the body has adopted over time.
It Pays to be a Foodie
If there is an inner foodie in you, just waiting to burst out—this article is for you! Do you want to know how I know? I'm that girl. My middle name might as well be "Foodie." I love food! And if my patients are any indication, many of them do as well.
Meat in the Middle
Have you ever wondered what's the truth about meat? Is it really as bad as many people think?
The Acupuncture Now Foundation: What Our Profession Needs
Although acupuncture is growing in popularity it continues to be underutilized due to misunderstandings about its true potential. Only a fraction of those who could be helped by acupuncture know enough to seek it out.
News in Brief
Foundation for Chiropractic Progress Enrolls Second Group Member; Focus on Chiropractic Education at WFC-ACC Conference in Miami; Are You Ready for Another "Have-a-Heart" Campaign?
Implications of Section 2706: The Non-Discrimination Provision Survey
In late April 2014, NCCAOM diplomates received an email survey with the subject line: "End discrimination against acupuncturists" polling CAM practitioners for a Request for Information from the Department of Health and Human Services, released in mid-March.
Alcohol Consumption Strongly Linked to Risk of Colorectal Cancer
Alcohol intake is one of the primary risk factors for many human cancers, and is strongly associated with cancers of the oral cavity, pharynx, larynx, esophagus, liver, breast, and notably, the colon and rectum.
Micro-Needle Dermal Roller Use in the Treatment Room
Recently micro-needle dermal rollers have been getting a lot of media attention. As a practitioner who specializes in acupuncture facial rejuvenation, I know that skin needling with a dermal roller (also known as collagen induction therapy), promotes the natural reproduction of collagen and elastin, making the skin feel smoother and tighter.
Peer Points: Promoting TCM Knowledge
When Elaine Wolf Komarow, LAc, received her first acupuncture treatment in 1989, she said it changed her life. "I felt more aware, calmer, and happier. I was so fascinated by the changes that I began to learn everything I could about the underlying philosophy of Chinese medicine," said Komarow.
The Power of Mu Xiang to Treat Irritable Bowel Disease
Bloating and gas pain is something that everyone has had to deal with at one point or another; however, that's usually reserved for holiday dinners and other large gatherings.
The McGill Approach to the Lower Back (Part 1)
Stuart McGill, PhD, brings a unique combination of tools to the table. He is a scientist who also functions as a clinician. He describes himself as a medical consultant who is referred challenging patients. He is both evidence based and practical.
Five Element Acupuncture Can Enhance Your Practice
For eight years I have been teaching and supervising TCM students at an acupuncture college in Colorado, in Five Element acupuncture.
The Art of Coaching Your Clients to Say "Yes!" to Your Services
Have you ever had a great conversation with a potential client you knew you could help, until you heard those painful words: "Your services sound great, BUT..."
We know how deflating that can feel, especially for a compassionate practitioner like you. Because your lifework is more than a job. You're here to be of service and to help people heal. And ultimately, that's the transformation they sacrifice when they give themselves an excuse not to change.
And that's an even bigger problem than your potential client realizes, because how we do anything is how we do everything. If she's pushing your help away in this area of her life, how many other opportunities is she blocking with the same excuse? And what could her life look like and feel like if she made her health a priority?
That's why we believe you're being of service when you gently and gracefully coach potential clients through their healing objections. Here are a few proven tips and scripts you can use to help them overcome the four big objections we hear most in complementary care.
"I can't afford it." Hands-down, this is the most common excuse you'll hear. And occasionally, it will be true. But more often than not, it's a smokescreen for something else that's standing in the way. So, if your potential clients tells you they can't afford your services, don't take that at face value. Instead, give yourself permission to be curious. See if money really is the issue, or if it's a symptom of something else.
Sometimes it means she isn't convinced of the value of your services yet, or even whether the issue she's struggling with can be solved at all. Bottom line? She's afraid she'll invest the money but she won't get the results she wants.
Here's what you can say: "[Name], can I ask you a question about that? Earlier in our conversation, you said solving this problem and getting to [the results she wants] was really important to you. Assuming money wasn't an issue, is this something you'd like to move forward with?"
If the answer is "yes," and it almost always is, follow up with: "What I know to be true is that you are a powerful, resourceful person. If you make the decision to move forward today, I wholeheartedly believe you can find the money to invest in your health. So let me ask you [Name], what would [the results she wants] be worth to you?" [Reflect her response back to her in her own words.] "If that's true, then you have to be willing to step out of your old story and make the commitment to move forward. Are you ready to do that today?"
If you're not used to coaching potential clients to a breakthrough like this, this might feel awkward at first. But here's the thing: As a holistic practitioner who sees who someone truly is — body, mind and soul — it's your responsibility to hold her as powerful even when she can't do that for herself. When you reflect her ability to manifest the results she wants, you're seeing her from a higher perspective. And that's always empowering.
"I don't have time." The second most common objection you'll hear is all about time — the lack of it. But when someone says, "I don't have time," what they really means is, "I'm not ready to make my healing a priority yet." So next time a potential client uses time as an excuse to put herself on the back burner, don't be fooled. The truth is, people make time for what's important to them. If she isn't creating time for healing, that's an opportunity for a breakthrough. So give yourself permission to challenge that belief.
Here's what you can say: "Can I ask you a question about that, [Name]? If I could wave a magic wand and create all kinds of time in your schedule, is this something you'd like to move forward with?" [Reflect her response back to her in her own words.] "So in order to say "Yes" to [the results she wants], what would you have to say "No" to?"
Even when your potential client sees the benefit of working with you, she may have created so much busyness in her life, she can't see how to make time for herself. If that's the case, offer to spend a few minutes helping her brainstorm ways she can clear her schedule so she can say yes to her health and well-being. Once she's done that, follow up with this question: "If you made this commitment now, what would open up for you then? How would your life improve?"
Let her explore what would get to happen in all areas of her life if she embraced her healing. Help her connect the dots to see how taking this step could improve so much more than her health. More strength, flexibility and vitality can lead to better relationships, an easier family life, a more creative work environment, a better income and generally, a lot more joy. And when you open up this world of possibility for her, that alone is a healing gift.
"I have to think about it." If your potential client says she has to think about it even after she's agreed that your service is a good fit for her, something else is clearly holding her back. In our experience, it's almost always a hidden fear of change.
That's why we recommend, if you're offering a higher-end healing experience — like a day-long retreat or multi-month healing program — you reward clients with a "quick-decision savings" if they make a decision within 24 to 48 hours. Any longer than that and their old fears and habits start to creep in and keep them stuck.
If you're worried about pressuring your potential client, consider this: making a decision is an act of manifestation. Too often, people give away their power by avoiding decisions that would move them closer to their goals. By giving her the the opportunity to say yes — or no — before her limiting beliefs kick in, you're reminding her that she has a voice in her own healing process. And you're giving her everything she needs to take a step toward the life she wants.
Here's what you can say: "Can I ask you a question, [Name]? What else do you need to know in order to make your decision?" [After you answer her questions, continue with the script if she says she still has to think about it.] "I would love for you to make a powerful decision so you can move past [the pain she's in] and experience [the results she wants]. In my experience, the longer you take to make this kind of decision, the more your fear and resistance will come up to try to keep you stuck. Because, although your situation is painful, it's familiar and sometimes easier than changing. So, I believe it's my obligation, as your healthcare advocate, to hold you to a powerful decision within the next 48 hours. I encourage you to check in with your intuition and notice when your fear starts to creep in. Then make your decision from a place of possibility, and not from fear and resistance. Does that make sense? Great. I'd love to follow up with you by phone tomorrow. What time works best?"
"I have to talk to my husband." Sometimes you'll come across a man who says he has to talk to his wife before he commits to working with you. Yet, for better or worse, we usually hear this objection from women. And why wouldn't anyone want to check with their spouse, especially if you're offering high-end retreats and programs? If for nothing more than out of respect for their shared finances.
That said, you still want to check in to see if this is the real issue, or if it's another smokescreen for some deeper fear or resistance.
Here's what you can say: "I completely understand that, [Name], and I'm absolutely willing to honor that. May I ask you a question? Do you believe your husband will be supportive of your getting the help you need to move from [the pain she's in] to [the results she wants]? What do you think he'll say?"
If your potential client isn't sure her husband will support her decision, offer to role-play the conversation with her if that makes her feel more comfortable. You can also coach her on how to explain the benefits of working with you, and how they'll positively impact every other area of their life together.
So, are you ready to try your hand at coaching your clients to a "Yes"? Keep in mind, these conversations won't feel natural at first. Don't be discouraged. With a little practice, you'll become a pro at helping your clients overcome their objections. And when you start your healing relationship as this kind of powerful advocate, more meaningful breakthroughs are likely to follow.