"I Have No Competition"

by Bob Jensen
(Greenwich, CT USA)

That was my thought process when I left 2 yrs of massage school, trained as a Clinical Massage Therapist. Sure, there are plenty of massage therapists in my town. We've got Day Spas, Hotels with spas, Gyms & Health Clubs, Wellness Centers & Yoga Studios, Hair and Nail Salons, Chiropractors & Acupuncturists all offering massage. We've also got independent therapists with private studios and others offering house calls at discount rates. But I honestly felt that I was different from all the others and quite simply, I couldn't possibly help everyone in my town (population 62,000).

I began building my practice while I was still in school. I knew I needed to make my friends and family aware that I was becoming a massage therapist and leaving the world of real estate behind me. I began a simple weekly email newsletter that told them about what I was learning in my classes and offering times that I?d be available for free practice sessions. They learned that massage was much more than just a nice rub. I also looked for practice partners that actually had physical problems I was studying, like neck, shoulder, hip, or knee injuries. By practicing on truly injured people, my hands developed their sensitive palpation skills. My email newsletter was forwarded around the world, mostly because I always added a photo of my dog. I switched to a monthly format once I graduated and it now includes a photo of my dogs. I still write it myself and my clients appreciate that fact. I graduated and got licensed in both CT & NY in 2004.

I also had the benefit of finding a wonderful mentor. Sandra was my own massage therapist long before I ever considered a career change. She told me about the pros & cons of being a therapist. She also taught me two things that were paramount to my success. Both things are simple, yet profound:
1. Always return phone calls. Massage therapists are notorious slow when it comes to returning calls. If you just return calls the day you receive them, you?ll be successful.
2. Always massage from your heart. It means be present for your client. Listen to them and give them what they want. If you mind is filled with your personal problems, don't put your hands on someone else. They'll know you're distracted and they'll have a poor session.
I now mentor students and graduates from my massage school.

I started by sharing an office with another massage therapist and splitting the rent. This kept my overhead expenses manageable. I also worked part-time at a local health club offering massage and trying to build my practice. I left the gym after 6 months because my private practice was becoming very busy and I wasn't getting much business at the health club. People go there to work out, not get a massage.

I networked by getting involved in my town. I've donated my time offering chair massage at charity events and gift certificates for a massage to non-profit groups for their annual fundraisers. I'm involved with my local Chamber of Commerce and my state AMTA chapter on the Community Service and Emergency Response Teams. I wrote my first business plan while in school and have reviewed and revised it on a regular basis. If you write down your goals, you're more likely to achieve them.

I looked into insurance reimbursements a few times, but it doesn't make sense for me in my area. I'd have to work on too many clients for too little money to make my rent payments. That sets me up for overuse injuries. If clients ask for a receipt to send to their insurance company, I'm happy to oblige.

I asked a number of small business owners in my town about websites. All of them felt it was a waste of money for a local business. But I thought going without a website might be a mistake. I listed my company information on a few massage therapy websites for free and I set up my first site on freewebs.com (now called webs.com). I started getting more and more phone calls because people now use the internet the way they used to explore the Yellow Pages. I found that Costco offered a great do-it-yourself web hosting and software package so I got my domain name www.GreenwichHealingHands.com I asked myself and my clients what they'd expect on a massage therapy website and went to work building my new site. Within 6 months of going live I was averaging 5 new clients every week from the website. Some of those business owners I first spoke with have gone out of business in the last 5 years...

As a male massage therapist, I experienced discrimination from both males and females who are afraid of coming to a male therapist. I've broken down much of this barrier through education for me and my clients. I studied CranioSacral Therapy during my first year and I'm one of the few therapists who offer it in my town. I've continued my education in CranioSacral and SomatoEmotional Release so I can work on infants to geriatrics. I also got Certified in Pregnancy Massage so I could help the higher risk pregnancies. Many aches and pains come from unconscious habits, like poor posture. By educating my clients about those habits, they can initiate the changes that will reduce their own pains.

My philosophy on health, healing and massage is one word balance. Keep things in balance and you'll be healthy and happy. Being balanced in your personal and professional life allows you to heal naturally. My style of massage is to bring balance to the body I'm helping. I don't offer a cookie-cutter massage, doing the same thing over and over. I listen to my client's bodies as well as their voices. If the right shoulder is screaming for more attention than the feet, I give the right shoulder the attention it requires. When the session is complete, my clients feel more balanced.

As for my opening statement, I really have no competition. I've gotten to know many of the massage therapists in my area by trying them and having them try a session with me. We all have different things to offer our clients and if I feel a client will be better served by another massage therapist (or other healthcare professional) I will refer my client to the person I feel can fill their needs.

If you have any specific questions on what I've written please feel free to contact me via email at: healinghands@snet.net You may also visit my website: www.GreenwichHealingHands.com