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The Business of MassageSlides to Accompany Instructor Resources

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Lesson One: Welcome Aboard!Get to know classmates.Understand the participation guidelines

for this course.

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Final Projects

Individual Project◦Portfolio◦Presentation

Group Project◦Business Plan◦Presentation

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Overview of Modules#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

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Module #1: Taking Stock of Your Career Options

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Lesson Two: Overview of Profession & Career TrendsClarify 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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Why Massage Therapy?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%

22%13%

35%

Health conditionsRelaxationSpecial treatOther

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What Do We Look Like?83% are female; 17% maleMid-40s, on average33% work at home29% work at spa/salon28% have own place of business24% work in health care setting76% are self-employed57% earn $ from another profession

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Lesson Three: Career Settings & Professional CredentialsDescribe 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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Clarifying the TermsState (or province) regulationsCertificationLicensureMembershipAccreditation

What are the distinctions?

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Lesson Four: Self-EvaluationIdentify 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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Lesson Five: Summary & ApplicationSummaryReview questionsChapter quizApplication

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Module #2: Creating a Therapeutic Relationship

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Lesson One: The Therapeutic RelationshipDistinguish 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.

Let’s take a look…

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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 & BoundariesIdentify 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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Lesson Three: Client Communication; Client Records & ReferralsIdentify 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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Lesson Four: Client Self-Care; Massage Session Start to FinishDescribe the importance of instructing the

client in self-care.Describe techniques for ending a client

session.

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Lesson Five: Summary & ApplicationSummaryReview questionsChapter quizApplication

Module #3: Creating a Sense of Place

Lesson One: Space from the Clients’ Perspective & Your PerspectiveIdentify 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.

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 SpaceIdentify 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.

Lesson Three: Summary & ApplicationSummaryReview questionsChapter quizApplication

Module #4: Practicing Self-Care

Lesson One: Effects of Stress & Self-Care TechniquesIdentify 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.

Self-Care Leads to SustainabilityThe 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 StrategyIdentify 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.

Lesson Three: Summary & ApplicationSummaryReview questionsChapter quizApplication

Module #5: Launching a Successful Practice

Lesson One: Seeking EmploymentClarify 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.

Steps to Landing a JobLook inside

Look outside

Show your stuff

Lesson Two: Resume, Cover Letter & InterviewingIdentify key components to putting

together an effective resume and cover letter.

Review effective interviewing techniques.

Criteria for Demo MassagePressureTemperatureDrapingPractitioner talkingPractitioner listeningSmooth strokes between transitions

Lesson Three: Individual Career PlanningReceive input from classmates on resume

and cover letter.Set goals and objectives for starting your

massage therapy career.

Lesson Four: Self-EmploymentClarify pros and cons of self-employment.Describe different types of business

structures.

Types of BusinessesSole proprietorshipPartnership

◦General◦Limited

Corporation◦LLC◦C Corp◦S Corp

Lesson Five: Business PlanIdentify the components of a business

plan.Begin designing business plan.

Lesson Six: Laws, Regulations & Insurance RequirementsIdentify legal and regulatory issues that

you need to know when opening your practice.

Clarify insurance requirements to protect yourself against loss.

InsuranceProfessional liabilityGeneral liabilityPropertyBusiness interruptionDisabilityWorker’s compHealth/medical

Lesson Seven: Market Need, Services & Products, PricingEstimate the size of your market.Determine the services and products your

business will offer.

What to Offer and How Much to Charge?Services?

Products?

Pricing?

Lesson Eight: Business Policies & Procedures; Professional AssistanceDetermine the policies that will govern

your business.Evaluate whether or in what areas you will

hire professional assistance.

Policies and Procedures Client policies

Business policies

Employee policies

Lesson Nine: Financial PlanningConstruct a financial plan.Describe the basics of selling, buying, or

closing a business.

Lesson Ten: Summary & ApplicationSummaryReview questionsChapter quizApplication

Lesson Eleven: PresentationsDeliver presentations on Potential

Employers.

Module #6: Managing Your Practice

Lesson One: Financial ManagementDescribe 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.

Lesson Two: TaxesList 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.

Lesson Three: Client Records Management & Insurance BillingDescribe the types of client records you

must maintain.Describe the issues for and against

accepting client insurance payments.

Lesson Four: Time & Schedule ManagementIdentify effective time management tips.Identify strategies for effective

management of the work environment.

Lesson Five: HR Management; Being an EmployeeIdentify 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.

Lesson Six: Summary & ApplicationSummaryReview questionsChapter quizApplication

Module #7: Spreading the Word

Lesson One: MarketingName 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.

Lesson Two: Advertising & PromotingDescribe the difference between a feature

and a benefit.Identify primary aspects of advertising,

promotions, public relations and networking/referrals.

Lesson Three: Business StagesName two warning signals that your

practice is experiencing a downturn.Describe recovery strategies that could

help your business if you experience a downturn.

Lesson Four: Summary & ApplicationSummaryReview questionsChapter quizApplication

Module #8: Connecting with the Professional Community

Lesson One: Being a Professional & Allied ProfessionsIdentify 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.

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.

Lesson Two: ResearchDemonstrate the ability to read and

critically evaluate technical information found in health-related journals.

Describe the importance of evidence-based research to the massage profession.

Lesson Three: Professional Supervision & PD Business PlanExplain the need for using professional

supervision when appropriate.Incorporate professional development

goals into your business plan.

Lesson Four: Summary & ApplicationSummaryReview questionsChapter quizApplication

Lesson Five: Business Plan PresentationsEach group presents business plan.Each group turns in accompanying

“Business Start-Up Kit.”Each individual learner turns in portfolio.