About Eric

Eric Brown of BodyworkBiz (an online massage business resource) also owns Thermal Palms, Relax to the Max, World Massage Conference and Massage Therapy Radio. Sign up for the free BodyworkBiz massage marketing newsletter at http://bodyworkbiz.com/newsletter.php

Massage Domain Names for Sale

Grunge Stempel rot DOMAIN FOR SALEOver the years I’ve amassed a large number of domain names. Here are some of the massage-related domains I’ll be selling over the next year. If you are interested in purchasing any of the domains below, drop me a note at eric@bodyworkbiz.com. To facilitate our correspondence, please put the words “Massage domain name” in the subject line and let me know what you feel would be a fair purchase price for the domain.

ABCSOFMASSAGE.COM
ABCSOFMASSAGETHERAPY.COM
ABCSOFSTRESSRELIEF.COM
ABCSOFHEALTHANDWELLNESS.COM
ABCSOFHEALTHYEATING.COM
ABCSOFSTRESSANDANXIETY.COM
ABCSOFSTRESSMANAGEMENT.COM

BODYWORKWEB.COM

Chair Massage Related (will sell as a group or individually; other chair massage domains are available)
CHAIRMASSAGE.BIZ
CHAIRMASSAGE.INFO
CHAIRMASSAGETECHNIQUES.COM
CHAIRMASSAGETRAINING.COM
CHAIRMASSAGEVIDEOS.COM

FREEMASSAGEBOOK.COM
FREEMASSAGEBOOKS.COM
FREEMASSAGEREVIEWS.COM

HAIRSALONBIZ.COM

LEARNCHAIRMASSAGE.COM
LEARNDEEPTISSUEMASSAGE.COM
LEARNHOTSTONEMASSAGE.COM
LEARNSHIATSUMASSAGE.COM
LEARNSPORTSMASSAGE.COM
LEARNSWEDISHMASSAGE.COM

BUYMASSAGEGIFTCERTIFICATES.COM
BUYSPAGIFTS.COM
MASSAGE-GIFT-CERTIFICATES.COM
DAY-SPA-GIFT-CERTIFICATES.COM
MASSAGECOUPONS.COM
MASSAGEGC.COM
SELLMASSAGEGIFTCERTIFICATES.COM
SELLSPAGIFTS.COM

MASSAGEFORKIDS.COM

MASSAGESDELIVERED.COM
MASSAGESOAPBOX.COM
MASSAGESTATE.COM
MASSAGETHERAPYDELIVERED.COM
MASSAGETRADESHOW.COM

MYMASSAGEPORTFOLIO.COM

PHIZICAL.COM (good brand name)

PREGNANCYMASSAGEGUIDE.COM (will sell with non-exclusive resale rights to the actual massage guide)

Relax to the Max portfolio (as a package only)
RELAXTOTHEMAX.BIZ
RELAXTOTHEMAX.CA
RELAXTOTHEMAX.COM
RELAXTOTHEMAX.INFO
RELAXTOTHEMAX.NET
RELAXTOTHEMAX.ORG

STRONGLITEMASSAGECHAIRS.COM (for a stronglite distributor)

THEMASSAGELODGE.COM (possible brand name)

WELLNESSMOBILEMASSAGE.COM

MYHERBALREMEDYHANDBOOK.COM (will sell with non-exclusive resale rights to the guide)

NATIONALHUGDAY.COM
NATIONALHUGWEEK.COM
INTERNATIONALHUGDAY.COM

“Are you in or out?”

I’ve said I’m retiring from the massage profession, but I keep emailing you. So people are asking me, “Are you in or out? Are you really leaving the profession or is this some kind of ploy?”

The truth is that I am leaving. But it’s like trying to say goodbye at a busy party so you can get out the door.

I have an obligation to all my BodyworkBiz peeps until the end of the year. I also need to do project management at World Massage Conference for the time being. (By the way, this is the last day to get the prelaunch special, so check it out now.) That’s why I’m still very visible.

What am I up to?I’ve always done consulting for all types of businesses from the largest cat litter manufacturer in North America to local restaurants and everything in between including comedians, consultants, educators, software developers, associations, universities and more. So I’ll continue that work, but will be gearing towards larger organizations.

I’m always looking at trends and how to capitalize on those. One strategy that has been under-utilized by professionals and businesses of all sorts is publishing. So I plan to help people write and publish books using a system that speeds up the process to weeks instead of years.

I wrote, published and got my “60 Clients in 60 Days” book to the Amazon bestseller status in just two weeks – start to finish. I did this to prove that my publishing system would work the way I envisioned it.

(It’s still available for 99 cents on Amazon: http://www.amazon.com/dp/B00V585K7E. Best deal ever!)

I’m also exploring the possibility of creating an online English video immersion program to help non-native speakers learn the language quickly. If you took part in my Productivity Challenge last year, you know that efficiency is important to me. Traditional academic language training programs are more or less useless. I think someone should be able to be proficient in a new language in months not years and that’s my motivation for exploring this project.

So over the past few months I’ve been consulting with ESL educators, school owners, script writers, and language experts to determine the feasibility of my idea. If I think I can actually make it happen, I will. It’s exciting because it has the potential to help hundreds of thousands of people wanting to learn or become more proficient in English. As part of my research I’ve actually gone back to school to be certified as an ESL teacher to really wrap my head around traditional approaches to English instruction and to get some in the trenches experience.

So that’s the scoop! That’s why I’m still hanging around massage people and why you continue to hear from me.

If you want to follow my activities, feel free to connect with me on social media. Click the “Follow” button on any of these:

Google+ (my preferred social network)
Facebook
Twitter

Now that my English training is over and I have some time on my hands, I’ll be writing a little more often and providing you with some more resources.

Take care,

Eric Brown

Get Found on the Top of Google Search Results

You can do all the search engine optimization that you want, but the easiest way for any local business, including your massage practice, to show up at the top of Google when people search for massage is to make sure you have claimed and completed your business listing in Google Maps.devices

Here’s what shows up for “Toronto massage“. Just type massage + your city in Google search and you’ll see how businesses listings show up at the top in your area. If there are no listings in your city, congratulations! Getting listed there will be a piece of cake.

It’s free to create this listing and it’s super simple, yet only 37% of business bother to claim their listing. Are you one of those people that still haven’t done this?

Once you claim your listing (I’ll show you how in a moment) be sure to fill it out completely. Not only are you more likely to show up at the top of Google search results, but businesses with complete listings are twice as likely to be seen as reputable by visitors. It also gives visitors all the info they need about your business at a glance, including location, hours, parking, fees, etc.

How do you claim your listing?

I’ve discussed the process many times in the past in my online courses, but you can just download this document from Google that outlines the whole process for you step-by-step. The links in this document are for United States businesses, but the process is the same for all.

If you are a non-American business, go to https://www.google.com/business and follow the instructions in the document. Again, it’s super simple.

To improve your chances of having your listing show up, fill out all the information. Include images and even videos if you have some. Then send an email with the link to your Google+ Page to your clients and ask them to review your business.

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Reactivate Your Clients

Digital Image by Sean LockeDigital Planet Designwww.digitalplanetdesign.comIt doesn’t matter how much you use mail, email or the phone to stay in touch, eventually clients will fall out of the loop and you’ll lose touch. Are these clients a write-off? Far from it.

Right now, most of the therapists reading this lesson are sitting on a largely untapped asset – inactive clients. If you reconnect with them and ask them to come in for a massage, a significant percentage will take you up on the offer.

So I would suggest everyone conduct what I refer to as a “reactivation campaign” to get those inactive customers back in the loop. Furthermore, plan to do this on a regular yearly basis.

Why would you think that these people would come back to see you? Let’s look at thereasons why people leave. Here they are in the order of least likely to the most likely:

1. They die or move. Not much we can do there.

2. They no longer need or benefit from your services. In the case of massage, they may have gotten through a stressful period; or your work has been so effective that they no longer have physical discomfort; or maybe they are experimenting with more active forms of relaxation. Even in these cases, however, they could likely still benefit from some occasional massage as a wellness tool.

3. They were dissatisfied with your service. Maybe they didn’t feel quite the way they expected to feel; maybe you were offensive; who knows, maybe you have bad breath. This may happen, but hopefully you’ll have a plan to minimize the number of these occurrences. You’ll follow up the day after to nip those problems in the bud. And of course you will always guarantee your service so that the customer has immediate recourse and the problem can be resolved.

4. Most likely, however, is that their buying habit was interrupted and they just forgot to start again – they got sidetracked. They may have gotten sick or went on vacation. They may have gotten caught up in some project that has been particularly engaging. It could be that they’ve become temporarily over-saturated with massage – it is possible to have too much of a good thing Chocolate bars are good, but if you eat a dozen, you need a little break before you go back for more. Think of the services you have used or the products you have bought in the past. It’s most likely that you stopped using them for this reason. You wanted to buy them again, but you just never got around to it.

So most of those inactive clients, likely up to two thirds of them, who stop seeing you do so unintentionally. They’re not mad at you, you didn’t upset them and they weren’t dissatisfied. They just got caught up in doing other things and they either forgot to book another massage or just got out of the habit.

These past customers are highly predisposed to using massage again. Not only that, but they are highly predisposed to getting their next massage from you specifically because they know and trust you. However, they’ll only do so if you remind them of why they need massage and ask them to come in again to take care of themselves.

One effective way of doing this is by sending a letter – a reactivation letter. There are two approaches that work well.

1. The first is writing an “I’m concerned” letter.

Basically the main idea of this letter is to convey your concern that they have not returned to the clinic for a massage. Tell them that you are concerned that maybe you offended them or maybe they were dissatisfied. It’s very important that you find out so you can make sure this doesn’t happen again. If they have just forgotten to take care of themselves, you would love to see them again. Ask them to contact you to let you know if there was a problem or simply to book a massage appointment. You can tie this to a promotional offer such as a discount or upgrade on their next visit if they come in within the next month.

2. The other letter is a “Whatever happened to” letter.

Do you ever wonder what has happened to clients who just seem to disappear, never to be heard from again? I do. Let them know you were thinking about them: “I was thinking about some of the great people I have met as a massage therapist and I wondered whatever happened to you. (If you can merge your client’s name into the letter to personalize it, the letter will have more impact.) I haven’t seen you in ages. I’d love to see you again. I know massage would be great to help you manage your stress and tensionetc.” Again, ask them to book a massage and perhaps offer them an incentive to do so.

With either of these approaches, you can expect anywhere from 2% to 10% to come in for an appointment.

If you follow up the letter a week later with a personal phone call however, the response will increase dramatically. Expect the response to at least double.

In the phone call, simply reiterate the message in your letter: “I was concerned…” or “I was thinking to myself, Whatever happened to…” Don’t forget to ask them to book an appointment with you. Give them incentive to book now by offering them an upgrade or discount on their treatment so that they don’t put it off for another year. If they can’t book an appointment for whatever reason, offer to follow up with them later (and make sure you follow through on what you say).

Let’s go back to the woman with 1,000 client files. Let’s say that only 200 of those clients are active. That means she can contact about 800 inactive clients. If her response rate with a letter and phone call is 2% to 10%, then she will bring in 16 to 80 clients in a very short time frame. Furthermore, if each of those clients spend $500 over their buying lifetime, she will make anywhere from $8,000 to $40,000 over the coming years. Considering it might cost $400 in postage, this approach provides an incredible return on investment – a real windfall.

Sometimes my workshop participants come up with the greatest ideas. Here’s one that I thought was clever: It’s likely that a certain percentage of your inactive clients have moved. When you call, you may find that their number has often been reassigned to someone else. Instead of apologizing for the interruption and hanging up, why not make them the offer you were going to present to your inactive client…

“Well I was calling for Susan, but since I have you on the line, I’ll introduce myself. I’m Eric and I’m a massage therapist here in the neighborhood. Have you ever had massage before? Susan used to see me regularly and then she seemed to disappear. I was concerned and was wondering what had happened to her, but I guess she’s moved. I was going to offer her[state your offer]. Would that interest you? Since Susan can’t take advantage of it now, I might as well give you the opportunity.”

Will they accept your offer? Who knows? But it only took you a few seconds to introduce yourself to a new prospect, tell them a little about yourself and give them some incentive to book an appointment. It can’t hurt.

To sum up, if you’ve been in practice for a while and have inactive client files, then you must absolutely, positively try this strategy. You are potentially sitting on a very valuable goldmine.

The Book I Wrote, Published and Made a Bestseller in Under Two Weeks…

I just wrote, published and got a book on the number 1 bestseller list on Amazon in under two weeks! I did it both as a challenge and as proof of concept for publishing. I knew I could do it, but I didn’t expect the book to rocket to bestseller status so quickly. Go me!!

It reached position 808 in terms of sales out of 3.2 million Kindle books. I don’t mind being in 800th place given the competition. 🙂

For a short time you can get the newly released 60 Clients in 60 Days book on Amazon for only 99 cents!

Grab it now:

http://www.amazon.com/dp/B00V585K7E

The book has become an instant best seller and is currently ranked #1 in the Alternative Medicinecategory on Amazon.

Today in the Health, Fitness and Dieting category it’s beating out even Eckhart Tolle’s New Earth, The Four Agreements, Grain Brain and hundreds of other bestselling books. It’s in the top 20 in the huge Business category.

Pick it up for yourself from Amazon while it’s only 99 cents:

http://www.amazon.com/dp/B00V585K7E

It’s only available in Kindle format for the time being, but you can easily read it on your computer, tablet, phone, or ipad.

Thousands of massage therapists have taken the 60 Clients in 60 Days e-course with incredible results. Although BodyworkBiz has officially closed and the course is no longer available, I’d like to make a final push and see this information in the hands of as many therapists as possible. Please forward this email or share this Facebook post to let your friends and colleagues know. The price will go up following this short launch campaign.

If you purchased the e-course or the retirement package that includes the course, get the book as a quick reference to supplement your online learning.

If you purchased the book already, please take a few minutes to leave a review on Amazon. It would be greatly appreciated. Getting your feedback is the motivation I need to continue to provide free or low cost resources like this:

http://www.amazon.com/dp/B00V585K7E

Thanks so much for your support,

Eric Brown
BodyworkBiz

PS This has been a lot of fun. The royalties on a 99 cent book have made me enough to bring my girlfriend and couple friends out to Pizza Hut! Woo hoo!

Free Facebook Advertising Tutorials

“How do I get new clients?”

That’s the number one question on pretty much every massage therapist’s mind.

There are dozens and dozens of ways to get new clients. The problem is to choosing the most effective strategies, that is the strategies that get new clients in your door without costing you a ridiculous amount of money or time.

I’ve been a big proponent of the “Give to Get” strategy for ages because it’s super simple and has dramatically transformed the lives of so many BodyworkBiz subscribers over the years. If you want a refresher or aren’t familiar with the concept, attend my free World Massage Conference webinar “60 Clients in 60 Days” on Tuesday, March 24th at 9pm ET. On that broadcast I’ll also tell you how you can get the “60 Clients in 60 Days” book for only 99 cents. (Yes, it’s taken longer than I expected. Sorry about that.)

Is there anything else that works? Traditional advertising is pretty much dead, but some types on online advertising, like Facebook ads, can be extremely effective. You can take a look at this case study as an example.

There are a lot of great things about advertising on Facebook. A couple in particular:

  1. It’s “Pay per Click” advertising. You only pay when someone clicks on your ad, so you are really only paying for results.
  2. You can target who the ad is seen by with incredible granularity. For example, I could run a ad that is only seen by married female runners between the ages of 25 and 50 who live within a 5 mile radius of my clinic.
  3. It’s easy to do. You basically fill in a four-step form to create your ad.

How do you do it? I’ve created videos about this that are available for the people that have purchased the Retirement Sale package, but these were just an overview.

For some easy to understand, but comprehensive tutorials, check out this course: 

https://lptraining.leadpages.net/facebookadvertising/

fbadsystemThis course is free. No catches. You don’t even have to sign up or give up your email address. It involves about four hours of video training, so I would suggest you set aside two full mornings and go through the entire course. As you watch the videos, open up your Facebook account and set up a couple test ads for yourself.

I would suggest you set up a page on your website with a special offer (this is called a landing page) that you send people to from your ad. Run an ad for a week. Keep your ad spend low: Maybe $20 to $50 total. Then track your results to determine your return on investment. For example, let’s assume that your average client purchases $500 of massage over their buying lifetime with you. If you spend $50 and get one new client then your return on investment is 10:1 ($500:$50). That 1000% return on investment.

So set aside some time to try some ads over the next month and come back to this blog post to tell us about your results or tell us what happened in the BodyworkBiz Facebook group.

A Little Post-Holiday Gift from Erik and Eric…

One of my favorite educators is Erik Dalton. He’s has a really big brain and every time I listen to his webinars or read something he’s written I always learn something new. His materials are always beautifully produced and his webinars always engaging. As a little holiday gift, I invite you to view this fascinating webinar, “The 42 Pound Head”. I’m making it available to you with Erik’s kind permission.

Click to download

Also be sure to download the accompanying 42-Pound Head poster.

Put this up in your treatment room as a talking point with your clients. Click this link or the image to download.

Erik is having a Christmas sale. Like me, he seldom if ever has offered discounts over the years, so this is a rare opportunity to get your hands on his exceptional training materials at a 20% discount. This applies to the Complete Dalton Library Bundle, as well as his Home-Study Bundle and the the DVD Bundle.

To get the discount on Erik Dalton’s site, use coupon code NL20 when checking out. 

More details on his site here: http://erikdalton.com/sale/

dalton

Eric Brown 2014: Year in Review

EricBrownEvery year I like to take a look back and reflect on everything that’s happened (2013 2012). I can’t say it was the most productive year I’ve ever had. In fact, I produced very little (relatively speaking).  I’ll call it a year of reflection and change; a year of endings and beginnings.

After ending a long-term and long distance relationship at the end of last year I felt that I needed to get rooted back in Toronto and focus on living fully in my community. Rather than adventure, I craved routine.

My house has always been a social house and being home I started taking couchsurfers again, from Germany, Portugal, Singapore, Canada and many from France. I had people living with me at various points during the year: My brother Glen, the lovely and talented Krittika Sharma who came from India to do her masters in business design, and a very delightful young Frenchman Jacques who is involved in nicotine research.

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I 10487192_10154828796020107_3402924123727355960_ngot a thorough introduction to the world of stand up comedy from Melissa Story who I absolutely fell in love with. I redesigned the Sex and the Single Parent website for her and her comedy partner Precious Chong (Tommy Chong’s daughter) and was featured in a Sex and the Single Massage Therapist podcast. Scandalous, I know. But not nearly as exciting as you might think. She has become known to my friends as “diarrhea girl” as they see her latest commercial broadcast every five minutes on national TV here in Canada. (Hey! It pays well and is better than being the face of yeast infection.)

World Massage Conference entered it’s 7th year of production. And what would World Massage Conference be without a hiccup? At the very beginning of the first day of our June conference my super reliable and super fast Internet went down. Unfazed, we hopped in a cab and did the broadcast from Goddess Marla’s apartment.

injured legI got sidelined from a kickboxing injury. I wish I could say I injured myself in dramatic fashion, but I pulled my calf muscle in the most uncool way possible. It was fascinating to see the blood slowly leak down into my foot from the strain at the top of my calf.

Family was a focus this year and I have an enormous extended family. I don’t even know all my cousins. I had a great time reconnecting at a mini family reunion.

My son Seth has clearly moved from his physical side (rock climbing champion) to explore his musical self and entered an arts school this fall. He was featured in a Walmart ad with his boy band, Sugar Rush.

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I got into the idea of challenges and spent the month of August going alcohol free. The next month I gave up cookies, ice cream and chocolate. I have to say that giving up chocolate was way harder than giving up alcohol. Then I lead a big group of almost 2,000 people in a 30 Day Productivity Challenge.

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It was a good thing I rested up in the summer because the fall was a crazy time. I started off the fall by actually taking a live workshop myself. I do online learning almost every day, but it’s been a while since I went to a live event as a participant where I could just sit back and enjoy the sessions. I ended up on stage doing ballet moves in front of a group of about 250 marketers from around the world. (I used to be a professional ballet dancer if you didn’t know already.)

eric ballet

massage superhero - 250 wide - ONEThen came the Massage Business Superhero Summit,. This was a special World Massage Conference event dedicated to the business side of massage. It was offered free thanks to the generous sponsorship of ABMP and we had about 7,000 therapists register. We did not expect the turnout we got and our servers were pushed to the max. At least nothing exploded.

The WMC crew went to the American Massage Conference in San Deigo and the Canadian Massage Conference in Niagara Falls, both stellar events. Then we immediately launched the fall World Massage Conference program. It just keeps getting bigger and better.

1467279_10152756171256140_3297068614513205340_nIn the middle of it all, Liddle Kidz Foundation founder and massage star Tina Allen came to Toronto and hung out with me for a week or more before heading for Japan. Except for the fact that her voice is higher pitched that mine, we discovered just how much alike we are. She could be my twin. We went trampolining and I even got to hold her hand roller skating at the roller rink. (Sorry Shad!)

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The most significant moment of the year, however was deciding to exit the massage profession. I’ve been a massage therapist for over 26 years and it has become a big part of my identity… I am the Grand Massage Poobah after all (and have the hat to prove it!) So with a tear in my eye I put my notice of resignation into my regulatory body.

Along with resigning my massage license, I close the doors on BodyworkBiz on December 31st. This has been a hugely successful site offering online business courses and resources for massage therapists since 2000 (the dinosaur age in internet years). To the best of my knowledge, I was the first doing online education in any significant way in the massage profession. In the early years the site got more traffic than even the AMTA website. I love that I’ve been able to help so many therapists with building their practices and helping them touch the lives of more people in their communities in the 15 years of operation of that site.

If you’re reading this before December 31st, you can get pretty much everything I’ve produced at BodyworkBiz as part of my Retirement Sale and at just pennies on the dollar. Get it before it’s gone:

http://bodyworkbiz.com/closingsale

The reasons for leaving the profession are outlined on my blog. I’m healthy, I’m not financially destitute and I haven’t lost my mind. Just looking for new adventures and new ways to impact the world around me.

What’s next? I’m not exactly sure. Although I can say for sure that I’m NOT interested in MLM business opportunities (but thanks to the dozens of therapists who have invited me into their programs over the past month).

I have a unique set of skills and may move into publishing, video production or consulting for growing businesses. I’ve also been working on the outline for a unique immersion ESL video program which I think would be an invaluable resource for English language learners. Who knows?

I’ll continue to be a presence in the massage field over the next year as I continue to transition out. So expect to hear from me for a while longer and look for the release of several massage books in the coming months.

This will be my last year in review for the BodyworkBiz blog and before I go I want to thank you so much for your generous support throughout my 26 years in the profession and I wish you the very best for 2015!