Transcript I love Patty Sue - American Massage Therapy Association

The Business of Massage
Slides to Accompany Instructor Resources
1
Lesson One: Welcome Aboard!
Get to know classmates.
 Understand the participation guidelines
for this course.
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2
Final Projects
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Individual Project
◦ Portfolio
◦ Presentation
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Group Project
◦ Business Plan
◦ Presentation
3
Overview of Modules
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#1: Taking Stock of Your Career Options
#2: Creating a Therapeutic Relationship
#3: Creating a Sense of Place
#4: Practicing Self-Care
#5: Launching a Successful Practice
#6: Managing Your Practice
#7: Spreading the Word
#8: Connecting with the Professional
Community
4
Module #1: Taking Stock of
Your Career Options
5
Lesson Two: Overview of
Profession & Career Trends
Clarify personal reasons for choosing the
field of massage therapy.
 Gain an appreciation for the history of
massage.
 Describe at least two trends in the
massage therapy business.
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6
Why Massage Therapy?
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Why have you decided to become a
massage therapist?
What are your expectations?
What do you think are some benefits?
What are some directions you might take?
What are some of your deepest, most
heartfelt dreams – and how do you think
a career in massage therapy will help you
to achieve these?
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Why are consumers seeking
massage therapy?
Percent of people who received massage in last 5 years
30%
35%
Health conditions
Relaxation
Special treat
Other
13%
22%
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What Do We Look Like?
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83% are female; 17% male
Mid-40s, on average
33% work at home
29% work at spa/salon
28% have own place of business
24% work in health care setting
76% are self-employed
57% earn $ from another profession
9
Lesson Three: Career Settings &
Professional Credentials
Describe the various settings in which
massage therapy is practiced.
 Identify the pros and cons of working in
specific career settings.
 Identify the credentials that are required
or available for the practice of massage
therapy.
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10
Clarifying the Terms
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State (or province) regulations
Certification
Licensure
Membership
Accreditation
What are the distinctions?
11
Lesson Four: Self-Evaluation
Identify self-assessment strategies for
examining how your needs, behaviors,
beliefs, and attitudes are relevant to the
practice of massage therapy.
 Identify career transitions.
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12
Lesson Five: Summary &
Application
Summary
 Review questions
 Chapter quiz
 Application
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13
Module #2: Creating a
Therapeutic Relationship
14
Lesson One: The Therapeutic
Relationship
Distinguish between the wellness model
and the allopathic medical model.
 Identify therapist behaviors that are
consistent with confidentiality of client
identification, personal disclosure, files,
and treatment information.
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Let’s take a look…
15
Your relationship with your client is
what will make or break your
practice, much more than your
knowledge of anatomy.
- Nina McIntosh
Source: The Educated Heart: Professional Guidelines for
Massage Therapists, Bodyworkers, and Movement Teachers;
Decatur Bainbridge Press, 1999.
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Lesson Two: Ethics & Boundaries
Identify commonalities among the ethical
codes of all health care professions.
 Describe the process for establishing and
maintaining professional boundaries and
relationships with clients and peers in the
workplace.
 Identify examples of boundary violations.
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17
Lesson Three: Client Communication;
Client Records & Referrals
Identify the effect of language usage,
vocabulary, style of speech, dress,
posture, hygiene, and conduct on
effective practitioner-client
communication.
 Describe techniques for eliciting client
feedback.
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18
Lesson Four: Client Self-Care;
Massage Session Start to Finish
Describe the importance of instructing the
client in self-care.
 Describe techniques for ending a client
session.
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Lesson Five: Summary &
Application
Summary
 Review questions
 Chapter quiz
 Application
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20
Module #3: Creating a Sense
of Place
Lesson One: Space from the Clients’
Perspective & Your Perspective
Identify the physical components of a
session space.
 Describe the factors that make a session
space appropriate to the client.
 Make decisions related to the therapeutic
environment, considering client
preferences.
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A medical doctor once told me, ‘I’m afraid that
when I send a patient to an unknown
massage therapist for a shoulder injury, they
will have incense burning, music of whale
sounds playing, and then stick a candle in the
patient’s ear and light it. I want to know that
the therapist’s office looks professional.’
- Bob Hasse, School Director, Bodymechanics
School of Myotherapy & Massage, Olympia,
WA
Lesson Two: The Physical Space
Identify rules and regulations that might
apply to your office space.
 Identify environmentally sustainable
practices.
 Identify ways to compensate for session
space that is not ideal.
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Lesson Three: Summary &
Application
Summary
 Review questions
 Chapter quiz
 Application
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Module #4: Practicing SelfCare
Lesson One: Effects of Stress &
Self-Care Techniques
Identify physiological and psychological
effects of stress.
 Identify various stress reduction
techniques and their benefits.
 Describe at least two ways to get physical
exercise.
 Describe at least two ways to get mental
exercise.
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Self-Care Leads to Sustainability
The correct use of body mechanics can help the
longevity and successfulness of their business or
career. It can make or break them. I’ve been
practicing massage for over 25 years, and with
the correct use of body mechanics, I am still
going strong.
- Sandy Fritz, Health Enrichment Center Inc.,
Lapeer, MI
Stress-Out Stan
Lesson Two: Personal Self-Care
Management Strategy
Identify strategies for stress
management.
 Identify strategies to prevent self-injury
through the use of proper body mechanics
and holistic methods.
 Set self-care goals to better manage
stress.
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Lesson Three: Summary &
Application
Summary
 Review questions
 Chapter quiz
 Application
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Module #5: Launching a
Successful Practice
Lesson One: Seeking Employment
Clarify pros and cons of seeking outside
employment.
 Identify an appropriate sequence of steps
for launching your massage career.
 Create an effective strategy and identify
tools for job hunting.
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Steps to Landing a Job
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Look inside
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Look outside
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Show your stuff
Lesson Two: Resume, Cover Letter
& Interviewing
Identify key components to putting
together an effective resume and cover
letter.
 Review effective interviewing techniques.
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Criteria for Demo Massage
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Pressure
Temperature
Draping
Practitioner talking
Practitioner listening
Smooth strokes between transitions
Lesson Three: Individual Career
Planning
Receive input from classmates on resume
and cover letter.
 Set goals and objectives for starting your
massage therapy career.
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Lesson Four: Self-Employment
Clarify pros and cons of self-employment.
 Describe different types of business
structures.
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Types of Businesses
Sole proprietorship
 Partnership
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◦ General
◦ Limited
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Corporation
◦ LLC
◦ C Corp
◦ S Corp
Lesson Five: Business Plan
Identify the components of a business
plan.
 Begin designing business plan.
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Lesson Six: Laws, Regulations &
Insurance Requirements
Identify legal and regulatory issues that
you need to know when opening your
practice.
 Clarify insurance requirements to protect
yourself against loss.
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Insurance
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Professional liability
General liability
Property
Business interruption
Disability
Worker’s comp
Health/medical
Lesson Seven: Market Need,
Services & Products, Pricing
Estimate the size of your market.
 Determine the services and products your
business will offer.
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What to Offer and How Much to
Charge?
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Services?
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Products?
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Pricing?
Lesson Eight: Business Policies &
Procedures; Professional Assistance
Determine the policies that will govern
your business.
 Evaluate whether or in what areas you will
hire professional assistance.
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Policies and Procedures
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Client policies
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Business policies
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Employee policies
Lesson Nine: Financial Planning
Construct a financial plan.
 Describe the basics of selling, buying, or
closing a business.
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Lesson Ten: Summary &
Application
Summary
 Review questions
 Chapter quiz
 Application
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Lesson Eleven: Presentations
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Deliver presentations on Potential
Employers.
Module #6: Managing Your
Practice
Lesson One: Financial
Management
Describe the pros and cons of hiring
professional bookkeeping or accounting
services for your business.
 Identify four types of financial reports and
their purpose.
 Describe how to collect on an invoice if
your client is slow to pay.
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Lesson Two: Taxes
List the types of taxes for which your
business is liable.
 Identify at least five deductions that you
might be able to claim on your income
tax.
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Lesson Three: Client Records
Management & Insurance Billing
Describe the types of client records you
must maintain.
 Describe the issues for and against
accepting client insurance payments.
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Lesson Four: Time & Schedule
Management
Identify effective time management tips.
 Identify strategies for effective
management of the work environment.
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Lesson Five: HR Management;
Being an Employee
Identify legal considerations that affect
you if you have employees.
 Describe how your massage practice is
like your own business even if you are not
self-employed.
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Lesson Six: Summary &
Application
Summary
 Review questions
 Chapter quiz
 Application
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Module #7: Spreading the
Word
Lesson One: Marketing
Name the four primary parts of a
marketing plan and the purpose of each.
 Name at least three marketing strategies
you can use to build a client base.
 Describe the pros and cons of different
marketing strategies.
 Describe at least one tactic appropriate
for each type of marketing strategy.
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Lesson Two: Advertising &
Promoting
Describe the difference between a feature
and a benefit.
 Identify primary aspects of advertising,
promotions, public relations and
networking/referrals.
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Lesson Three: Business Stages
Name two warning signals that your
practice is experiencing a downturn.
 Describe recovery strategies that could
help your business if you experience a
downturn.
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Lesson Four: Summary &
Application
Summary
 Review questions
 Chapter quiz
 Application
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Module #8: Connecting with
the Professional Community
Lesson One: Being a Professional
& Allied Professions
Identify agencies, professional
associations, and other allied professions
that massage practitioners commonly do
business with.
 Identify the role of professional
associations for massage practitioners.
 Identify strategies for effective
communication with other professionals
regarding client care and networking.
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Lesson One: Being a Professional
& Allied Professions (cont.)
Identify strategies for conflict resolution in
relationships with other professionals.
 Identify characteristics of effective
interaction in groups and organizations.
 Identify strategies to attain new
knowledge.
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Lesson Two: Research
Demonstrate the ability to read and
critically evaluate technical information
found in health-related journals.
 Describe the importance of evidencebased research to the massage
profession.
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Lesson Three: Professional
Supervision & PD Business Plan
Explain the need for using professional
supervision when appropriate.
 Incorporate professional development
goals into your business plan.
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Lesson Four: Summary &
Application
Summary
 Review questions
 Chapter quiz
 Application
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Lesson Five: Business Plan
Presentations
Each group presents business plan.
 Each group turns in accompanying
“Business Start-Up Kit.”
 Each individual learner turns in portfolio.
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