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Practice Makes Perfect – Learn Your Craft

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Practice Makes Perfect – Learn Your Craft

Sometimes we massage therapists have to step up, as in try to pick up some massage skill fast because we have a looming assignment ahead of us. Hopefully we are at least leaning on our basic skills and quick-mindedness in developing a demanded specialty quickly.

One hopes.

A friends got stuck in “I do that” hell recently. The interviewer asked if she did myofascial release, and before she knew it, yes had popped out of her mouth. Yes, she really needed the job.

She went home and looked on You-Tube for some examples. An hour later she called me in a panic. She had lots of competing ideas off of the tube, and wanted a practice dummy. The web is a wonderful tool, yes, for massage therapists looking for ideas and starting points. But if you watch someone play the piano, do you think that your attempts to copy those moves on your own will result in the same music?kitties

I tried to stay off the table: “Well, all massage is myofascial release when you look at it. If someone has taken a formal class and been deemed certified by the teacher because of their attendance, they have probably learned something about special techniques, but we massage folks are all about moving muscle and connective tissue from stuck to unstuck.”

My friend was desperate. “I at least have to look like I know what I’m doing by tomorrow. I have a practical. And I know you will tell me straight.”

The ability to say “that sucked” has never been in short supply in my family, but some myth out there says that some family, even friends, might be afraid of hurting your feelings and discouraging you, so they get off the massage table with great deliberation and croak: “That was great.”

That leaves you to find out the awful truth on your own, from some less-inclined-to-kindness stranger, or your first boss, or your interviewer, or the dust gathering on your sheets….

I’ve seen that effect enough to know it is not so kind. “I’ll come over,” I said, “But can we practice on your cat?”

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Massage Therapists Do the Math

Perhaps you have seen the ads in the massage therapist trade publications: What would happen if you could see four clients in an hour?

Folks in the massage biz are not often associated with great math skills. Four clients in a single hour? As a private practice therapist, heck, I figure could make a lot more money. The bottom line is a tough talk for most massage therapists. We work hard, yet few of us make the mythical “six figures.” It’s the same elusive goal of others in hard-working, hands-on, self-businesses such as hair stylists, estheticians and realtors.

Most of us make our bills OK, but few achieve the income that we feel we deserve based fist_full_of_money_clip_arton our combination of effort, hours worked, and costs of training and licensing. The three times the money carrot sure made me look further into the pitch. Aha, this ad is for acupuncture school.

That’s enticing. Learn a very similar technique that requires a lot less sweat. More clients, more income, and yes, in most states you get to call yourself a doctor. Hmmmm. Then there is the tuition, the time spent and the apprentice time and licensing tests and costs. Could it work? How many acupuncturists have to take three months off for carpal?

That’s way too much math for me. I cut to the chase. I asked the acupuncturist I share space with. He has been in practice for more than 30 years.

My officemate looked at me in horror. After graduation, he had no idea how to book a client, let alone manage a practice. For years he worked as a contractor for other acupuncturists – at about half of the $50 session fee. It didn’t seem very fair then, of course now that he knows about office rent, insurance, ads, etc. he has a different perspective.

So he saw about 30 patients a week for others, and tried to see at least 20 people a week in his own practice. That’s 50 plus treatments a week, about double what I can do. “I hit the wall,” he said. “I burned myself out. It took a long time to be able to come back and feel good about doing treatments again.”

Well, fudgesticks.

We talked a bit about burnout and why. I have to admit I really didn’t see it at first. He explained that it takes a lot out of an acupuncturist to perform treatments that address specific complaints. “It’s the energy,” he said. “It’s all about the energy.”

You know, I totally get that math.

Practice Punts

Massage therapists are not all alike when it comes to their understanding of how to build a practice. I have heard lots of explanations as to why bookings stay low, very few explanations of why they are full.

How to develop a practice is an art just as much as massage. It requires some close self-observation and sometimes an outside hand to help therapists along. Often when I catch an episode of some show like Salon Take-over or Bar Rescue or Hotel Impossible, I am reminded very quickly of what it takes to have a consistent practice.

If you catch one of these shows the clichés are numerous. The owner wants help to make their business pay, but they don’t want to hear anything critical of their skills. The help is interested in making money, but stymied and discouraged by unsolved problems. Often there is a sacred cow: a lazy staffer or manager whom the owner wants to avoid confronting – or an unworkable idea that the manager/owner won’t drop. The bottom line is that the bank wants its money, not excuses.punt

I enjoy these shows as a kind of self-therapy even though the environments are very different. Most massage therapists work alone. They are the owner, staff, manager and investor. The outlay to start a massage practice tends to be small, and there are very few therapists who make anywhere near “six-figures” when it comes to gross income.

In common, though, are some basic universal truths. The formula for success is not a secret requiring an expensive marketing class or a practice coach. It is, just like the roaches in the kitchen of a failing restaurant, right in front of a person with eyes to see.

Yes, darn it, arrive on time. Be clean. Do not wear jeans. Listen to the client. If it is a return client, go over your notes before they arrive. No notes? Where are they? Why be paid professionally if you don’t practice like a professional? Do you report your cash? And yes, a warm room and a clean heart.

No shortcuts.

Therapist Notes from a Low-Slung Sports Car

Sometimes when I am square in between someone’s shoulder blades, I find myself thinking about how some of these knots got there.

Most are whiplashes and hard work – a traffic encounter followed by running a lathe at the machine shop, or writing some intensely detailed thesis. No fun involved.

Once in a while somebody has a different combination.

This gentleman had back pain. He told me he had a brand new promotion and lots of extra stress with it. As I worked on massaging his muscles, he told me the one fun thing about the promotion. He celebrated by getting the dream car. Not that I know that much about cars, he was clearly having a ball driving his super-charged, T-topped Corvette.

“Have any trouble getting in and out of the car?“ I asked.

There followed a long pause. His back stiffened. “Some.”

sportycar

Never mess with a dream.

“Tell you what, I bet you will love that car even more when I show you a couple of tricks on getting in and out that will help your back.”

“Um. OK.” He started to relax. After his massage, we went out to the car and I demonstrated how to sit first and then swing both legs in at the same time, eliminating the sciatic effects of one-legged entry. Once in, I showed how to get the car seat to drop back and up before exiting. The slinky bucket seats? Umm. “Sometimes it helps to adjust the seat up a little,” I said, trying to be tactful.

Should this client be driving a roller skate with jet packs? Heck no.

But oh heck, when I stood looking at the Cherry-red (never maroon) super-finish of this slinky corvette I had to say: “Some people have all the toys!”

“Want a ride?” he asked.

“You bet!”

Hair flying in the wind, I had to wonder: How am I going to get out of this car?

Tremors

anxietyWe massage therapists sometimes see the un-doctored, the folks who are big believers in the preservation of health by staying far, far, away from anything medical.

I respect people’s beliefs, especially when they are dearly held, but I also know that I have a duty to at least bring up the subject of finding explanation of symptoms that may be significant. My personal and professional life intersected, once again, within the last week.

A good long-time friend who had become strangely distant in the past few months died unexpectedly. And I had two new clients – back to back – whose presentations suggested to me that something was afoot. All three situations were difficult. I hope I did the right things…

My friend had always had a bit of a nervous side. When excited his hands would tremble and he had trouble with seemingly simple things. I fixed his vacuum cleaner once simply be emptying it.

Looking back, those were early signs that he was having difficulties with simple tasks. When I asked about the tremor, he told me he had always had it and not to mind it. He pleaded lack of handy skills with the vacuum cleaner. Odd. I have lost my keys plenty of times; I can’t find a street now and then. I wonder if I am losing it, and then I find things and turn the right corner.

But this was different. My friend used to go with honey-buns and I to breakfast or lunch after church Sundays. Suddenly, he had too many places to go, too many things to do. I chalked it up to his schedule, with the odd feeling that was not quite the entire explanation.

When his family came into town and went to his home, they found piles of clutter, food dated 2005-2009 in the fridge, a mess of old bills and a hoard of dirty clothes, furniture with an inch of dust and grime. He had been a neat-freak. His home was not like him anymore.

As his survivors and I compared notes over lunch, it came together. He had mental changes, and fearing he was losing it, he was avoiding people including myself, who would know better. I feel so sad to know that he had lived in fear in his last days.

My clients came in just an hour apart. The first had a slight tremor to her hands, shaky writing on the intake. Lots of health problems she seemed unable to shake. Perhaps a massage would help. I asked her after the massage if she felt the slight shake and tension in her hands. No, what shaking? Everything is as it has always been.

Trouble was, this client had plenty of doctors and things going on, just no answers as to why she felt so tired and sore. I suggested a lot of massage and persistence with her doctors. Sometimes we don’t realize we are tense, I said, until we start to relax.

My next client couldn’t stop talking. He had injured his back more than 10 years ago, and it was getting worse. This fellow had been to about four chiropractors in the past week. Had trigger point injections, adjustments, machine stretching and strengthening and active release.

I listened to his story, which hopscotched around quite a bit, and wondered if massage could help him. We can help tension, but what if the tension is not from injury but from a condition of the mind? I didn’t think that was my place to broach that. Could I refer?

I asked more questions, he gave me a long list of injuries and re-injuries. It had gotten so bad the night before he had rolled his back on some metal air tanks to get relief. I suggested he stop doing that and proposed he seek the care of an osteopath with experience in cranio-sacral therapy. Osteopaths also do general medical practice, I thought, and perhaps would have some ideas on how to deal with reducing the cause of his his pain and anxiety.

I certainly don’t know if I did the right things with these folks, but I did try to help. With my hands and my heart. – By Sue Peterson