Game Change Your Biz

Today we’re discussing Your Comeback Strategy. Have you ever thought about what would happen if you are laid off due to illness or injury? What if you choose to take an extended personal vacation? We all know our businesses are dependent on our clients’ needs and whether they rebook with us, but what is your strategy to get those next appointments scheduled?

Clients must see the value of your work for them. Here are five basic areas for you to consider:

1. Let your clients know the benefits of regular massage. “Feeling good” requires regular massage therapy.
2. Get personal. Talk about how they feel before and after a treatment. Check in with them a day later to follow up.
3. Take control and guide them toward rebooking. Talk about your future treatment plans to help with their specific needs and inform them of online scheduling options.
4. Ask for them to book the next appointment—and do it with confidence! Don’t be afraid to ASK!
5. Consider the client’s past records. See how they’re progressing, assess your treatment plans, and identify their chronic problems.

Remember, you are explaining to the client what is in their best interests for optimal health and wellness. Help them become aware of their bodies and how massage therapy can speed their progress toward “feeling good.” Going after those successive appointments and building your value with clients is another piece to game-changing your business!

Today’s guest is Sue Callison of the blog, My Lymphedema Life. Her lymphatic system was permanently damaged during treatments for breast cancer, causing her to develop an additional medical condition called lymphedema. As Sue found out, there are many ways besides cancer treatments that cause people to develop lymphedema, but the outcome for all is the same: the chronic backup and buildup of lymphatic fluid in the body, which can be visibly seen by the swelling it causes in the affected areas. A common way to manage this condition is through the use of compression garments, however, for Sue, the traditional garments made her condition worse. After trying almost everything possible and available in the US, she went on a global search for a better solution and discovered Solidea, an Italian compression garment manufacturer. Sue discovered that one of their patented fabric technologies, Active Massage, had incredible properties of keeping the backup of lymphatic fluid down. Sue started her company in January 2010, to bring this wearable solution to others who require compression garments to manage their condition.

What you’ll hear in this episode:

• How this all began for Sue with lymphedema in her arm
• The desire to help others not feel isolated and alone in this condition
• How Sue took back her life from this condition
• Becoming an entrepreneur
• How Active Massage works to remove fluid buildup
• Why Sue wanted to help others find success vs. lymphedema
• Getting the word out to other lymphedema sufferers via social media
• Components of lymphedema treatment
• Connecting with others through Facebook
• Sue’s advice to a lymphedema patient:
• • Find a good lymphedema therapist
  • Connect with Sue through Facebook
  • Learn all you can about the condition and what can help
  • Be your own self-advocate
• The best advice Sue ever received: “Take your time, do your research, write that business plan, and get connected.”

Resources:

www.solidamedical.com

Find Sue and Solidea on Facebook: Solidea and My Lymphedema Life

Today we’re continuing our conversation about Protecting Your Business and Your Future. Are you prepared for weather, illness, or injury that might close your business or limit your income? What about if a car plows through your place of business? What kinds of insurance should you have in place? Let’s talk about these scenarios and what you can do to prepare yourself and protect your business.

What you’ll hear in this episode:

• How to handle accidents and unforeseen incidents:
• • You need insurance in place BEFORE you need it
  • Beware of insurance waiting periods
  • Note that insurance will NOT fully replace your income
  • Have a savings account in place for emergencies
  • Have disability insurance in case of extended illness and injury to you
• Why you need life insurance in place 
• • To help your loved ones in the event of your death
  • It can help in a time of terminal illness
• What to do if a car plows through your business, especially if they are uninsured:
• • Get all information from the driver, including insurance info, driver’s license number, address, and phone number
  • Take pictures of all damage to your business and the vehicle
  • If they are uninsured, contact your insurance company for help
• Think about retirement: Are you planning now for financial independence?
• Why you and your employees need health insurance that includes vision and dental coverage
• It never hurts to have an insurance review with a licensed agent. Find out about the different types of insurance available, the deductible and waiting period options, and what will be covered in the event of an emergency. 

Today’s topic is Protecting Your Business and Your Future. This topic will extend over several weeks as we break it apart and address all sides of the issue. You know that the safety of you and your business affects your family and your livelihood. You never know what will come up, so it’s vitally important to prepare and plan ahead. Let’s talk about it!

What you’ll hear in this episode:

• Are you prepared for a fire, storm, or theft?
• Do you have the right insurance coverage? Here are some things to think about:
• • Have a business policy in place
  • Make sure you have proper coverage for equipment, supplies, and furniture
  • Check your declaration page for deductible information
  • Have the right policy depending on whether you own or rent your office space
  • Inventory your insurable assets—Document everything with pictures, serial and model numbers, and receipts
• If you don’t have receipts for purchases, use bank statements for proof
• Update your inventory each year
• Store your inventory information at your business and at home. Consider a safety deposit box also
• In an emergency evacuation scenario, take methodical pictures of each wall and area of your business
• If you suffer a loss:
• • Take photos of the business premises and the damage
  • Report your claim to the insurance carrier
  • In case of theft, file a police report

Remember to be patient through the processes and have your documents in order beforehand. The goal is to get your business up and running again ASAP!

Today’s topic is How to Delight your Client. This should be the ultimate goal for massage therapists, and we must remember that it is just as important to please our existing clients as it is to acquire new clients. View each massage as an area of opportunity to give the client a wonderful experience. This will make the client much more likely to leave a Google or Yelp review for your business and become a regular client. Yes, some of my tips are “common sense,” but it never hurts to review the basics. Remember, it is usually the small things done on a consistent basis that make the biggest difference for your clients!

Basic Tips for Delighting your Client:

• Look at your practice through your first-time client’s eyes
• Ask the basic questions to engage the client immediately upon meeting them. Ask about their needs for water, restroom, their medical issues, their pressure preferences, their room temperature comfort, and what brought them in for a massage.
• Keep the conversation centered around the client’s needs
• Be responsive to the client’s requests
• Let them know what to expect during the massage and after the massage
• Set up a treatment plan for getting their body back on track
• Explain to them where to place personal belongings and remind them to turn off their cell phone!
• Ask about prior massages
• Get client feedback, follow up with a survey, and direct them toward leaving a review

Remember that you are trying to create a wonderful experience for your client so they will feel comfortable returning to you for future massages. Don’t be afraid to ask for that next appointment! Of course, these small practices can be another BIG step in game-changing your business!

Welcome to today’s show with Theresa Sonneville and The Compression Closet. Theresa is in the Chicago area, but offers her expertise in compression garments to therapists and their patients worldwide via her website. The compression garments are specifically for lymphedema patients and they solve the problem of finding good quality compression garments. Theresa is certified by the garment manufacturers in fitting both over-the-counter and custom garments. Her website is geared toward therapists who want to help their patients find the right garment and the right fit.

What you’ll hear in this episode:

• Why there needs to be much more education about lymphedema in the medical profession
• How Theresa “fell into” the field, working with the misdiagnosed and misunderstood
• The Compression Closet and what their simplified process offers:
• • Sizing tips
  • 5-digit SKU numbers
  • Convenient drop-shipping
  • 30-day return policy
• Theresa’s entrepreneurial journey and how fear held her back
• “Life begins at the end of your comfort zone.”
• The “Aha” moment: “When I realized I didn’t have to be an extrovert to be a successful entrepreneur”
• Advice about becoming a garment fitter:
• • Take advantage of manufacturer classes
  • Ask for help from the sales reps
• How Theresa promotes her business by meeting other therapists and fitters at manufacturer classes, shows, and events
• How social media, especially LinkedIn and Facebook, have helped Theresa’s business
• The best advice Theresa ever received? “Learn how to prioritize time and stick to a schedule
• The “Eat My Frog” mantra
• A favorite book? The 5 Second Rule by Mel Robbins
• How web designer Seth Barthen from Dandy Cat helped Theresa’s business

Resources:

www.thecompressioncloset.com 

Call or email Theresa: 815-342-0370 and [email protected]

Eat My Frog by Brian Tracy

The 5 Second Rule by Mel Robbins

http://dcdesigns.io

Today’s show is a visit with Cynthia Vance at Rejuvenation Body Spa in Virginia Beach, VA. She has been in business since 2015, offering a wide range of spa treatments at budget-friendly rates. Services include therapeutic and relaxing massage, including reflexology, along with beauty services like waxing, body scrubs, and weight loss. Her goal is to make you relaxed and gorgeous! Let’s chat with Cynthia!

What you’ll hear in this episode:

• Cynthia’s inspiration to be a massage therapist and aesthetician: to help people
• Why she wanted to open her own spa
• Why Cynthia had to build up her courage to overcome fear and open the spa
• What it takes to run successful spa: patience, time, and dedication
• Cynthia’s “Aha” moment: when the business was set up, fully scheduled, and flourishing
• Her advice to others: “You have to have your whole heart into it.”
• How Cynthia promotes her business with social media, local events, and teaming up with a local chiropractor
• The best advice she ever received? “If you fail, pick yourself up and try again. Don’t stop.”
• Upcoming for Cynthia: Kids Bash on August 26
• Other services offered at Rejuvenation: hot stones, aromatherapy, body wraps, and infrared sauna bed treatments
• Contact Cynthia to learn more: www.rejuvenationbodyspa.com or call 757-560-4999

Today we’re talking about Fueling your Mind and Body through Eating Healthy. Keeping up with the demands of a busy practice will put you “on the run” each day. It’s important to not neglect your personal health and self-care. We often preach self-care to our clients, but aren’t always as diligent for ourselves. Therapists need self-care, too! Let’s chat about how simple strategic planning can help you fuel your mind AND body.

What you’ll hear in this episode:

• Tips for taking care of YOU:
• • Stay hydrated with water
  • Limit coffee, tea, and other drinks
  • Eat a good breakfast—it really is the MOST important meal of the day!
  • Take time for healthy morning and afternoon snacks, like veggies and hummus, fresh fruit, nuts, yogurt, etc.
  • Work in a lunch break to relax and refuel—Combine a basic protein with carbs, fresh fruits or veggies, nuts, and seeds)
• The bottom line is that you must take good care of yourself in order to take good care of your clients!

Today’s topic is about Learning to Stand Out from the Crowd. How you do this depends somewhat on your location, as to whether you are the only massage therapist in your community or whether you compete with hundreds of others for your clients. Remember that your future is in YOUR hands, and you can build a financially and emotionally rewarding practice, so don’t undervalue your abilities. Take charge!

What you’ll hear in this episode:

• Answer these questions:
• • What is your passion around your practice?
  • What roadblocks are hindering your dreams?
  • What steps are you taking to empower yourself?
• Key points to make your practice STAND OUT:
• • Have specific long-term goals
  • Keep everything in balance between your practice and your dream
  • Have online scheduling available
  • Post office hours and services offered on your website
  • Take stock of your strengths and weaknesses
  • Take the time to expand your skills
  • Build open communication skills with your clients
  • Have intake forms available online and in the office
  • Be excellent at your work and master your craft
  • Don’t limit yourself!

Keep an open and positive mindset and seize ALL opportunities. Take these tips into consideration to truly make your practice STAND OUT from the crowd and game change your business!

Today’s show features a conversation with Maureen Moore at Thrive Proactive Health, as we discuss How to have a Thriving Business. Maureen is a passionate holistic health advocate in Virginia Beach, VA, specializing in massage and various manual therapies. She has logged over 15 years’ experience in the health and wellness field. Join me for more with Maureen!

What you’ll hear in this episode:

• The inspiration to start Thrive: wanting to empower people to be proactive about their health instead of reactive
• How Maureen was inspired to become an entrepreneur by a family-owned coffee shop
• Why Maureen wants to leave a mark on the world through her work
• The biggest challenges in entrepreneurship: becoming business-savvy and explaining their unique niche to people
• The biggest support, from her husband, family, friends, and her business partner, Julie
• The “AHA” moment when she knew Thrive would be successful
• For massage therapists and physical therapists who want to own their own businesses, Julie says, “Know your WHY, your mission, and your purpose.”
• Julie’s time management tips and a typical business day at Thrive—which begins before 5 am!
• How Maureen uses social media to promote her business
• The best advice she ever received? “To be disciplined and consistent.”
• Books that Maureen recommends: Start with Why by Simon Sinek and The Morning Miracle by Hal Elrod
• Upcoming events for Thrive on August 5 and 12

Resources:

www.thrivevb.com

Find ThriveVB on Facebook to keep up with news and events!