The BIG BodyworkBiz Retirement Sale – Time Sensitive

BodyworkBiz will be closing its doors as of December 31, 2014. I want to give all my loyal subscribers and customers a chance to get anything they’ve always wanted to get before it all goes away.

Better yet, you can have pretty much everything that I’ve ever published for just $199. Yes, I mean everything: e-courses, videos, webinars, e-books, presentation kit, newsletters, etc. for just one payment of $199. You get everything you see on this page, which if bought individually would cost you over a couple thousand dollars.

You’ll have online access to all these resources for at least one full year (and I may extend that even further). Much of the material can be downloaded and you can get email delivery of many of the e-courses.

Just a caveat: I’m resurrecting a few courses that I’ve taken off the site previously and I haven’t updated them. So you’re getting them as is. You may come across some broken links, missing images, etc. that I won’t be fixing at this point. Also with a 90%+ discount, I won’t be offering my usual money back guarantees.

So scroll through the page and check out everything you’ll get for just $199. And take action quickly. This offer expires December 31, 2014. We’re all savvy enough to know that leaving it ’til later usually means never. And you don’t want to be kicking yourself for missing this opportunity. Enjoy!

Fill Your Massage Practice 101 (ecourse)

Filling a massage practice is the number one priority among new and veteran professionals alike. It doesn’t have to be difficult or stressful. We guarantee that you’ll fill your practice with these uncomplicated, simple to understand, easy to implement ideas that tell you exactly what you need to do to develop a flourishing practice.

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Registration Fee: Only $99.00

60 Clients in 60 Days (ECOURSE)

How long does it take to fill your massage practice? You’re about to find out in this groundbreaking program. This group consulting program is designed for massage therapists who want to see dramatic growth in their practice – we’re aiming for 60 new clients in 60 days! It’s specifically for therapists with time on their hands, but little money for marketing.

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Live Version: $299.00 (Not available)

Web Version: ONLY $99.50

Chair Massage Marketing 101 (ECOURSE)

A comprehensive step-by-step guide to building a successful chair massage business. Learn everything there is to know about chair massage, from choosing a chair and getting training, to getting into the boardrooms and moving clients into your clinic. When it comes to marketing chair massage, this is the most comprehensive course on the planet.

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Registration Fee: Only $99.00

5-Day Chair Massage Business (ECOURSE)

This is for you if you are interested in chair massage, but don’t want to take the time to do the 101 Day Chair Massage Marketing course. It will give you the mile high view of entering this market along with lots of great “just tell me what to do” information.

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Registration Fee: $49

Teach Massage Workshops (ECOURSE)

Follow the 25-steps and within a week, you’ll have a solid action plan in place to design, market, organize, teach and profit from your own massage workshops.

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Registration Fee: Only $49.00

Massage Class in a Box (Presentation Kit)

In this comprehensive presentation kit, you’ll find everything you need to market and teach a practical massage class that everybody can enjoy. You’ll get valuable marketing information and advertisements, class outlines, teaching strategies, teaching notes for techniques, illustrated class handouts that you can copy for the participants and more. The only thing we couldn’t fit in this package was the classroom.

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Registration Fee: Only $99.00

260 Extremely Practical Ways to Fill Your Massage Practice

Need more clients? How would you like to have the most practical and most effective techniques for filling your massage or bodywork practice instantly at your fingertips? You’ll find it here. 260 of the best marketing and practice-building ideas compiled from successful massage professionals across the world. Use just a couple of these proven “secrets” and watch your practice grow.

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Registration Fee: Only $99.00

Another 260 Practical Ways to Fill Your Massage Practice

Here’s the follow up to the “260 Tip” program: A massive encyclopedic reference of the most effective marketing and business building resources that has ever existed on planet earth. 260 lessons compiled from tips and suggestions from the over 10,000 BodyworkBiz Marketing Tips subscribers.

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Registration Fee: Only $99.00

Press Release Profits (ECOURSE)

Discover how to get powerful free publicity for your massage practice that’s more believable and profitable than any advertising you can buy at any price. Use the power of the press to increase your visibility, establish yourself as the expert in your community and get new customers knocking on your door.

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Registration fee: $49

Non-Stop Referral Marketing: Word Of Mouth Marketing On Steroids (ECOURSE)

How would you like to have 100 of the best business professionals in your community telling everyone and their uncle about your wonderful massage skills and suggesting that they book an appointment with you now? Then you must try Non-Stop Referral Marketing.

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Registration Fee: Only $49.00

Article Marketing (ECOURSE)

Writing is one of the most effective marketing strategies for massage professionals, but is little understood and seldom used. Get a jump on the competition by writing articles to market and grow your practice. This package includes a comprehensive e-course on article marketing, “Article Marketing for Massage Professionals” e-book, online article submission software (which sells for as much as $99 on other websites), as well as a bonus Teleclass recording and transcript.

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Registration Fee: ONLY $99.00

Sell Massage Gift Certificates (ECOURSE)

This comprehensive course will teach you the secrets to selling hundreds of gift certificates each year. Learn how to get your clients and other business to give you money for the privilege of sending people to you and literally add thousands of dollars to your income each year.

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Registration Fee: Only $39.00

E-Marketing Made Easy 101 (ECOURSE)

Welcome to the new millennium – a decade late! Get on board the Internet and use one of the most potentially effective and most highly underutilized tools for building your massage business. It’s all made ridiculously simple in this plain English, “just tell me what to do” program.

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Special limited time sales price ONLY $99.00

Web Marketing MBA (ECOURSE)

Your potential customers are now online and about 80% of them are looking for local services like massage therapy online. It is absolutely vital that you learn to leverage the web to get new clients or you may find your practice struggling in the years ahead. The Web Marketing MBA program is presented in a super simple “view it and do it” format and is designed to get you into the 21st century. This course consists of ten live interactive sessions where you’ll literally look over my shoulder as I lead you through implementing the most effective strategies for getting new clients online.

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Registration Fee: $500

Complete Common Cents (ECOURSE)

Heading For Financial Disaster? Don’t Get Mad, Get Smart! If you are ready to take control of your finances, follow along through this comprehensive personal financial management program. Includes checklists and worksheets. This course has never been publicly released at BodyworkBiz.

Registration Fee: ONLY $99.00

Client Educational Newsletters for Your Massage Business

A client education newsletter is a powerful practice-building tool. Now you can have high quality newsletters customized with your personal information within seconds at just a small fraction of the cost of producing it yourself. You have “private label rights” to the content and the illustrations which means you can use the newsletter content for articles, blog posts, email newsletters, educational handouts and more.

More Information…

Priced at $228

Special limited time sales price ONLY $99.00

LinkedIn for Business (ECOURSE)

LinkedIn can be the perfect marketing tool for massage professionals – if you know what you’re doing. Most people just waste time on LinkedIn – browsing randomly and sending out odd connection requests. You can do so much more, and in this course by my friend Matt Bush you’ll get a solid grounding in how to make LinkedIn work for you. This course has never been publicly released at BodyworkBiz.

Registration Fee: ONLY $99.00

Relax To the Max Guide To Chair Massage Techniques DVD Set: Vol 1 And Vol 2

In these chair massage technique videos, you’ll discover that chair massage does not need to be hard on your body. You’ll find out how to use your body in an efficient way, maximizing leverage and your body weight, while minimizing stress to your back and your thumbs. Learn dozens of techniques in what is arguably, the most comprehensive instructional videos you’ll find anywhere.

You’ll lean:

  • The 8 essential principles of effective body use
  • A variety of effective, easy-to-perform techniques for the back, neck, shoulders and arms
  • A 15-minute market-tested routine for use in corporate environments
  • Detailed instructions on setting up your massage chair for maximum comfort
  • The “fainting phenomenon” that is unique to chair massage and how to prevent it from happening to your customers
  • How to use your body for maximum effectiveness without stress to your hands or back
  • Dozens of effective easy to perform techniques for the back, neck, shoulders and arms
  • A complete series of lower body techniques performed right in the chair
  • How to perform stretches for tight muscles with your customer seated in the chair
  • Guidelines for customizing your chair massage, whether you are doing a two-minute sample or a one-hour full body massage

 

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Two disc DVD set: ONLY $89.97 – Save $10 over buying the DVDs separately. Note: This Retirement Sale includes online streaming videos and not DVDs.

Massage Anytime Anywhere DVD

Learn 42 incredibly practical techniques that can literally be done anytime, anywhere. All techniques are done over the clothing and the only equipment required is a standard chair and your hands. They are easy to learn and very relaxing. After going through this DVD you’ll be able to do anything from a three-minute neck rub to a one-hour full body massage.

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Price: ONLY $29.97. Note: This Retirement Sale includes online streaming videos and not DVDs.

International Chair Massage Conference (Videos)

This four DVD set of the two-day International Chair Massge Conference 2005 gives you the feeling of being there. This visual reference will also give you a better sense of what the presenters are talking about in sessions on body mechanics, stone massage and handling fainting episodes.

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DVD Set of 4: ONLY $199.00. Note: This Retirement Sale includes online streaming videos and not DVDs.

Facebook: Friends with Benefits (webinar)

It seems like almost everyone is on Facebook. The media is touting it as the greatest way to promote your business ever. But how do you do that, especially as a massage professional? Eric Brown will cut through the hype and give you simple truth behind using Facebook to grow your practice: From managing your privacy to turning your Facebook Friends into paying clients. Whether you are just thinking of setting up your account or are an experienced Facebook junkie, youll come away with valuable tips you can put into action today.

Price: ONLY $20

60 Clients In 60 Days (webinar)

How long does it take to build a successful practice? One year? Three years? Forget the myth that it takes a long time to build a practice and follow this proven step-by-step strategy to get 60 Clients in 60 Days. If you find yourself struggling in your practice, with little money to invest, and with more time on your hands than clients under your hands, then you must take the time to attend this eye opening presentation. It’s a perfect practice-building solution for practitioners who hate marketing and maybe even lack confidence in their skills, but who aren’t afraid to work hard.

Price: ONLY $20

Three Rs for Increasing Your Practice Income (webinar)

Discover specific and actionable strategies to ensure that your practice stays busy and prosperous in this engaging round table discussion. Just like the three Rs you learned in school, there are three Rs for successfully increasing your practice income: Maximizing recruitment, maximizing return visits, and maximizing revenue from each treatment. These are applicable whether you have your own practice or are working for someone else. Find out how you can master these skills and dramatically improve your income. This round table discussion will feature, oddly enough, four Bs; Four renowned massage marketing experts, all unrelated, who just coincidentally all have Brown as a last name: Eric Brown, Todd Brown, Felicia Brown and Elizabeth Fletcher-Brown. [Eric's note: This one of my favorite panel discussions ever.]

Price: ONLY $20

Good Ethics Is Good Business (webinar)

Of course you’re a model of ethical behavior! Or are you? Because we generally view ourselves as good people, we don’t always take the time to view our behaviors through the critical lens of ethical behavior. As a result we may not recognize the small things we do that cause our clients to feel discomfort or mistrust. And these little things affect not only our own business, but also those of other therapists. Engage in a little personal exploration in this interactive presentation which focuses on creating positive therapeutic relationships so that you can create higher levels of client trust and loyalty, better treatment outcomes, and more referrals.

Price: ONLY $20

EBOOKS

Magnetic Marketing (ebook)

Discover the how a humble little magnet can be a marketing powerhouse.

Using Client Education Newsletters to Grow Your Practice (ebook)

Everyone says that education is vitally important in growing a practice, but how do you do it. Find out in this information packed ebook.

Pregnancy Massage (illustrated ebook)

The BodyworkBiz Guide to Pregnancy Massage is a concise, but comprehensive reference guide for any massage professional who plans to work with pregnant clients whether it’s during pregnancy, labor or in the immediate postpartum period.

More info…

Endless Referrals (ebook)

I’ve contributed to this book by Mickey Wong and got distribution rights to share. Mickey’s an entertaining writer and offers a great guide to getting referrals through joint ventures. Sold on Mickey’s site for about US$29.

More info…

Press Release Power Guide (ebook)

It’s a solid little guidebook that covers all the basics around press releases and is written by someone that actually knows what they are talking about. Sold on Amazon for $18.99

More info…

What Type of Facebook Post Is Best?

When it comes to getting the truth about what works and what doesn’t in social media, I turn to Dan Zarella (http://danzarrella.com). He analyzes huge data sets to get an accurate picture of what’s happening in social marketing.

His latest project involves the geeky analysis of 11.4 million Facebook posts published by over 24,000 of the most liked Facebook pages, dating back to 2010. The aim was to take a historical look at what type of Facebook post gets the most engagement.

The findings are interesting, but not incredibly surprising…

fb_type_likes_months

In short:

  • Image posts have always been the most engaging type of post and so pictures should be considered your “go to” post type.
  • Text posts have been showing a downward trend over time, but are still as popular as posts with video and links.
  • Both video and link posts have been showing an upward trend in engagement over the past year and a half, so be sure to use these occasionally.

When should you post to Facebook for most engagement. Check out this blog post: Best Time for a Facebook Post?

 

 

 

 

The Secret to Getting Referrals

massage-referrals-stats

The number one secret to getting referrals from your massage clients is not a secret. How do you do it?

You ask for them.

Over the past 25 years in business I’ve seen a number of studies looking at the willingness of customers to give referrals and the results are always similar.

A Dale Carnegie study several years ago found that 91% of customers would be happy to give referrals, but only 11% of sales reps ask. 

A more recent study by Bain & Co. found that that while 87% of satisfied customers are happy to pass leads to sales reps, only 7% of sales reps actually ask.

Do you need more clients? Do you ask every client to refer their friends and family? Are you ready to start?

I Can’t Put an Expiry Date on My Gift Certificates

Massage Gift Certificates and Gift CardsOne of my favorite ways to build a practice is through gift certificates. Gift certificates are referrals… that are paid! It was the number one way I’ve used to bring new clients through the door.

If you want some fantastic ideas for selling gift certificates through the holiday season (or anytime really), you can read a recent article I wrote for Massage & Bodywork Magazine here:

My $18,000 Mistake: How I Learned to Love Gift Certificates

Every time I write about gift certificates I invariably get a number of emails from therapists who inform me that I should have told my readers that you can’t put an expiry date on them. What I normally say is be aware of regulations around the sale of gift certificates because regulations are not consistent from country to country or State to State.

In some places an expiry date is okay and some places not. And then there are all sort of other rules that exist in various places around the sale of gift certificates.

I don’t have the time to outline the current laws for all 50 states in the USA or the 13 provinces and territories in Canada, but my friend Laura Allen has written an excellent article on the topic a couple of years ago and I’ll defer to her expertise:

Gift Certificates and Gift Cards By Laura Allen

For more specific details, here is a table showing regulations by state for the USA for gift certificates and gift cards. Use as a reference to determine the statutes around gift certificate expiration in your jurisdiction:

Massage Gift Certificate Laws by State

And if this information is helpful to you, please share this post on one of your social media sites. I’m sure others will find it helpful too. Just use one of the buttons on the right hand side of this page.

As well, if you are looking for some great looking gift certificates to have on hand for customers this Christmas, check out what’s available at BodyworkBiz:

http://bodyworkbiz.com/giftcerts.php

massage-gift-certificates

Click here for details or to order now

Note: Because we’re getting very close to the holiday season, for fastest delivery I’d suggest that you go with the default template instead of using custom printing. We will likely be able to get them to your doorstep in a week, but at this busy holiday time we can’t guarantee delivery times.

Will Facebook Hashtags Help Your Massage Business?

This might be a little obscure information for most massage therapists, but some of the big news on Facebook earlier this summer was the introduction of hashtags for Facebook  posts.

If you are a big Twitter user you know what hashtags are. The are a keyword that is proceeded by a number or pound sign, ex. #spa, #massagetherapy, #whatever. On Twitter they look like this…

hashtags

Using a hashtag is kind of like using the index in a book. You look up the word in the index and it gives you references to all the places its used in the book.

When you click on a hashtag or use it in the search box in Twitter and now Facebook, you get a list of posts that have used that tag.

hashtag results

Companies were very excited about Facebook introducing the feature because it would allow users to find their posts in a completely new way.

How much of an impact have the tags had in Facebook and should you start using them consistently?

The short answer: No.

Rather than helping engagement with Facebook users, a recent study strongly indicates that it does exactly the opposite. Using hashtags on Facebook actually harms your business more than it helps.

Hashtags-not-working-on-Facebook

Using hashtags in Twitter is another story. It does significantly increase the number of retweets. However the bigger question when it comes to Twitter is does Twitter help you get more massage clients. I haven’t had anyone give me any proof of this, so until I see even a handful of therapists showing me some evidence to the contrary I’d have to say that Twitter is not a useful client generation tool.

The hashtag findings are just another example of something I point out all the time. Oftentimes what the things we think work, really don’t. Many massage business experts are well meaning, but they often teach what they think works and not what actually works in the real world.

I am a big proponent of testing and tracking. You’ll see this reflected in the courses I offer all the time. I don’t like testing and analytics, but the numbers don’t lie. So I share the results of my tests as well as those of other therapists who are kind enough to share with me, so you can spend your time doing more fun things, like massage. I’ll take some time to share some examples of counter intuitive marketing advice throughout this month. If you are not subscribed to this blog or the massage marketing tips newsletter, sign up now for notifications.

Are You Violating a “Massage Therapy” Trademark?

Shiny Trademark SymbolDo you use the words “massage therapy” in any of your advertising? If so, you may possibly be violating trademark law. Read on to find out more…

This is the second in a series of posts looking at some broader issues in the massage profession, perhaps even bringing to light some little known facts about massage in the process. In the first post, I looked at the question of who owns massage by looking at two types of regulation that are commonly used to govern massage and bodywork. Now let’s look at who owns the words “massage therapy”.

Side note: I’m not a lawyer, so I’m just communicating my understanding of the matter. Feel free to correct me in the comments section if there are any inaccuracies in my reporting.

Ownership of a word or phrase is usually obtained by registering it as a trademark.

“A trademark is a word (or words), a design, or a combination of these, used to identify the goods or services of one person or organization and to distinguish these goods or services from those of others in the marketplace.”

Trademarks are usually specific to each country, except for countries that have set up arrangements otherwise, as exists in some European countries. So a registered trademark in the USA is not applicable in Mexico, for example.

A search through the United States Patent and Trademark Office database shows no trademark for the term “massage therapy”. The term is used as part of the trademark of longer company names however. For example, “massage therapy journal” is a registered trademark of the American Massage Therapy Association (which is also a trademarked name).

However, a search through the Canadian Intellectual Property Office database shows that “massage therapy” is in fact a registered trademark. Most people don’t know that the term “massage therapy” has been trademarked in Canada by the College of Massage Therapists of Ontario (CMTO), the regulatory body for massage therapy in Ontario, Canada and has been an actively protected trademark since 1999.

Personally, it seems shocking that any organization would try to maintain control over a term like “massage therapy”. One of the key characteristics of a trademark is its distinctiveness and the term massage therapy would be considered a generic phrase that is commonly used by both professionals and the public, both in Canada and internationally, to describe professional massage services.

I haven’t seen an reported instance of the CMTO launching a court case to defend it’s trademark and it seems difficult to imagine that a court of law would enforce the rights to such a generic term. Why would the CMTO trademark the phrase? Surely they would never enforce their ownership of the trademark. Or would they?

I was contacted by a holistic practitioner a number of years ago and she was issued what amounted to a cease and desist order from the CMTO for using the term massage therapy on her brochure. She never claimed to offer massage therapy, but was contrasting her services from massage therapy, basically saying that what she offered was different from massage therapy.

This was the first time I had ever heard of the CMTO actively enforcing their trademark. It appeared that some massage therapist didn’t like this bodyworker and had lodged a complaint to the College. The practitioner was in a bit of a panic, as anyone who receives these kinds of letters would be, and didn’t know what to do. I wrote to her massage association on her behalf, the largest Canadian massage association at the time, and the association responded to say that they would put their full weight behind the effort to defend her right to use the term. I don’t know how it all ended, but I never heard of the issue escalating, so my assumption is that the CMTO backed off on its position.

The bottom line: If you are in Canada you need to be aware that the CMTO owns the trademark for “massage therapy”. Although their exclusive rights to the phrase has never been challenged in a court of law, if you use those words in your advertising it is possible that you could find yourself in a legal battle to test their claim.

The Incredible Shrinking Profession: What’s Going On?

Here are the number of graduates from massage schools in the United States from 1998 to 2012 courtesy of ABMP, which surveys every State approved school every two years. It’s easy to see that this profession is crashing: From a high of over 70,000 new therapists entering the profession in 2004 to less than 40,000 just eight years later.

Massage schools are definitely hurting. They are graduating the same number of students as they did in 1998, but at that point in time there were 700 fewer schools! So classroom sizes have shrunk dramatically and schools everywhere are being forced to close their doors.

Vendors, both product suppliers and CE providers, are finding themselves with a lot fewer therapists to sell to. No doubt associations are suffering too as their growth slows or even backslides.

What the heck is going on? Why have the number of therapists entering the profession dropped by almost half in eight years? Enrollment in all colleges and universities for all other programs continues to climb upwards. Why aren’t people choosing massage career option?

Please provide your thoughts in the comment section below…

How much should you pay to have a ____ designed?

Here’s a question that I often get asked and that I often ask myself: How much should I pay to have a ________ designed? You fill in the blank: business card, logo, website, graphic, etc.

I have someone that does design for me on staff full time now, but in the past I would go online when I need something done like a logo and look around for prices and would find just a crazy range to choose from. I would be paralyzed wondering what options to choose and wondering what I would get for my money… because it’s like a haircut: you don’t really know until the damage is done.

Just recently however I came across a great blog post on Graphic Design: What’s a Good Designer Worth These Days?.

There are no definitive answers, but the author, a designer, gives some good practical advice and some general price ranges so at least you know you are in the ballpark.

The average hourly fee for a graphic designer according to a national Canadian survey is $73/hr for general graphic design  $83/hr for brand strategy (logos, identity pieces), and  $76/hr for web design.

What’s that translate to in terms of various types of design jobs? Here’s a summary from the author:

Logo design
Good range:$900 to $3,000
Bare minimum: $300 to $800

Business card design
Good range: $350 to $1500
Bare Minimum: $100

Brochure design
Good range: $400 to $1800
Bare Minimum: $200

Book cover design
Good range: $500 to $2500
Bare Minimum: $200

Website design
Good range: $1000 to $10,000+
Bare Minimum: $400