Academy of Ancient Reflexology

Professional Therapeutic Reflexology

What Do You Do For A Living?

When people ask that, what do you say?

Do you say you’re a reflexologist or a massage therapist? Well, don’t.

That response will lead the conversation nowhere, other than on to another topic.

Instead, tell them what you DO for people. How you provide solutions to people’s problems.

There are two ways that you can do that:

Name the population that you work with.

This Hospice radio ad does a great job doing that with, “I help people feel comfortable for the rest of their life.” You know instantly with whom they work.

So, how about this one for you:

“I’m a reflexologist who works with casual and marathon runners who are suffering from chronic foot pain.”

Identify the problem/condition/complaint that your practice is focused on.

“I help people who suffer from headaches reduce the severity and frequency of their pain”

That explanation is bound to grab your listener’s attention.

“Wow, how do you do that?”

And there’s your opportunity to explain how you provide the RESULTS you do. Remember, people are looking for results/BENEFITS. They don’t much care what you do, whether reflexology, cranial sacral therapy or neuromuscular massage. They’re only interested in knowing if you can improve the quality of their lives.

So, tell them!

Specialization: The Key To Success

With the number of massage therapists in the US approaching 100,000, it is essential that you create a niche for yourself in order for your business to survive.

Responding to the question, “What do you do?” with, “I’m a massage therapist” seldom grabs anyone’s attention, except perhaps the individual who aims to get a free shoulder rub at that party you’re both attending.

I recognized early on as a Florida licensed massage therapist that I had a big advantage over other therapists. I was also a certified reflexologist, so I could not only help people with musculoskeletal (MS) pain but also those dealing with internal imbalances such as digestive issues, thyroid disorders, diabetes, headaches and cancer.

Looking back, the trajectory of my career has been interesting. I started out as a reflexologist in Canada; that was the only hands-on discipline I offered. I quickly built a practice in Toronto but longed to live in a climate that was warmer all year round. That landed me in Florida (rather circuitously, but that’s another story!).

Newly licensed as a Florida massage therapist, and eager to get my hands on as many people as possible, I included reflexology in all of my massage sessions. I quickly learned, from client testimonials, that they got far better results with their MS pain from my work than they had from former massage therapists, and in addition experienced improvement in other internal imbalances. I attributed that to the reflexology, not to any superhuman massage skills on my end.

That dual skillset helped me STAND OUT in the ever-growing crowd of massage therapists in Gainesville (home of the famed Florida School of Massage). Although my work, in the beginning, both in my private clinical practice and with the chiropractor I worked with for four years, initially was focused on MS pain, I found that more and more clients presented with health issues beyond MS ones. I was grateful for the training as a reflexologist that had prepared me to address those imbalances as well. Again, I stood out in the crowd.

When I moved to the coastal city of Saint Augustine in 2003, I took a big leap of faith and introduced myself professionally as a reflexologist, not a massage therapist. I did that for two reasons: First, so that I would STAND OUT from the other licensed massage therapists. I was trained and very experienced by this time in a modality that no one else could claim. Secondly, and maybe more importantly, I wanted to be able to help people with all their physical and emotional health issues, not just musculoskeletal, and to do that with the least wear and tear on my body. Reflexology was the obvious solution.

So, if you’re finding it difficult to make a name for yourself – and ultimately, make a decent living in the touch industry – and/or if you want to work smarter and not harder; STAND OUT, not just fit in; then you owe it to yourself to at least look into becoming a certified reflexologist.

2018 program starts April 12. Please call to discuss if the Therapeutic Hand & Foot Professional Reflexology Certification is a good fit. No obligation. No pressure.

 

Is Risk Reversal Worth the Risk?

Risk reversal has many definitions, depending on the arena in which it is being used. For example, in the investment industry, it is commonly used to describe a strategy that protects against unfavorable price movements.

Practitioners in the field of somatic practices seldom use risk reversal, yet it is one of the easiest and most cost-effective ways to build your practice.

Think of a risk reversal as simply a guarantee.

But, let’s back it up for a second and look at the motivation behind buying.

Why People Buy

People make the decision to purchase everything based on two factors:

  1. The perception that what they are about to purchase will solve their problem or, at least, enhance their life in some way.
  1. The level of risk associated with buying such product or service.

The first factor is covered by your ability to educate the public as to the benefits of reflexology. You must passionately believe in the power of reflexology, know your stuff and be able to deliver.

The second correlates to your willingness to REVERSE – or as I like to think of it, ELIMINATE – your customer’s risk.

(How many times have you shelled out hard-earned cash for services and/or products that claimed to be able to “fix” your problem, only to be left unchanged and less flush? I have, more times than I wish to admit, and believe me it doesn’t feel good and leaves me distrustful of many products and services out there.)

When I suggest to reflexology students that they guarantee their services, I am usually met with wide-eyed alarm. Alarm that usually comes down to FEAR. Fear of not being able to deliver.

And frankly, I don’t understand that.

If you understand how reflexology works and how it affects the body, why can’t you guarantee that an individual will feel better after the session than how they felt upon arrival?

People Want To Feel Better!

It’s that simple. Whether it’s to eliminate anxiety, or get a good night’s sleep or improve digestion or eliminate pain, they want to feel better!

So guarantee it!

Guarantee your service. Clearly state what you promise to deliver: ie. that they will feel better or feel more relaxed after their reflexology session.

You are not – and cannot – guarantee that you will end their anxiety, or promise a perfect night of rest or improved digestion or reduced pain. You are guaranteeing that they will feel better for having received a reflexology session from you. And that, I assure you, is worth a lot!

Tell the client that you will not accept payment unless they are satisfied.

Understate And Over-Deliver

★ Guarantee a little less.

★ Deliver more.

Risk Reversal and Referrals

I always guarantee my services, and I’ve never had anyone tell me they wouldn’t pay. I don’t think that most people are looking to cheat me out of a free session. And if someone was not satisfied with my service, well, that would be okay too. If what I have to offer doesn’t make someone feel better than I’m not the person for him or her.

What I have experienced from verbally offering a guarantee is:

  • relief that there was no financial risk
  • increased confidence in reflexology, and
  • complete trust in me.

Add to that, the free promotion that comes from this satisfied client telling everyone about reflexology and the guarantee that I gave them. Can’t beat it!

So, if risk reversal sounds scary to you, I invite you to challenge yourself and move beyond your comfort zone. Try it with your next new client. And after they happily pay you for the session, ask that new client if they have any friends, family or colleagues that also deserve to feel better (or whatever you guaranteed). If they say yes, ask them to pass along your card. And here’s another guarantee:

Promise them that you will provide their friends with the same quality service you extended to them.

Best Advice Ever

 I got good advice early in my career:

NEVER DEVALUE YOUR WORK.

“Always attach a level of compensation to it, other than times when you might want to donate your services.”

I clearly recall starting out as a reflexologist in Toronto in 1983 and being approached by an old family friend wanting work and not having the money to pay for it. My bleeding heart naturally wanted to just give her the sessions, but I heard my reflexology teacher’s voice in my head, reminding me that if I didn’t place a value on my work, neither would the public.

So, I bit the bullet and suggested that we do a trade. She was a fabulous gourmet cook (raised in restaurants), and I loved good food and people willing to cook for me – so it seemed like the perfect exchange to me.

We worked together weekly for a number of months. I would go to her home for a delicious three-course luncheon and then give her a foot reflexology session.

Setting my fee back then in Toronto, when all I did was reflexology, was pretty easy. I remember it was $25 for a session. (Remember, this was 1983!) Years later when I began to practice massage therapy, setting fees wasn’t so easy.

My massages were 60 minutes; my reflexology sessions 45. Should I charge less for reflexology since I was spending less time doing hands-on? And because it’s so much easier on my body? Or should I charge more because reflexology is a specialization and I had certification credentials to back me up?

Here are some of the considerations that played into my ultimate decision:

Charge More For Reflexology

– Additional time, money and commitment to earning specialization warrants a higher price tag.

– Reflexology can address more than massage can; internal health issues (digestive, endocrine, respiratory, etc.), as well as musculoskeletal pain tackled by massage.

– Fewer qualified therapists offering reflexology so my time would be at a premium.

– Better results with reflexology.

– Services are perceived as more valuable if the fee is higher.

 Charge Less For Reflexology

– Less hands-on time.

– Reflexology is not as hard on my body.

– I could be over-booked and not meeting my expenses by charging less than I need.

– Lower-priced service could be viewed as inferior.

– A lower price might entice people to try reflexology.

So, what did I decide?

Ultimately, I decided to price my massage sessions with the industry standards in my city and charge a higher rate for reflexology. I also decided to begin all reflexology sessions with a short hydrotherapy feature, which added in a few more minutes to the hands-on time. And that felt good to me.

How about you? How do you determine what to charge for your services?

Shifting The Focus To The Client

“Stop thinking about how you can make the product or organization better and start thinking about how you can make your customers more successful.”

 That’s great advice from Henry Ford, the man who built the automobile industry in the US.

When I apply that advice to my reflexology practice, I think the most important thing I can offer is my ears, not my hands. The most critical thing is to listen to my clients. I think that counts more than state-of-the-art lighting, the latest, continuously-revolving music, essential oil-scented silk eye pillows, organic foot scrubs – all the accouterments that provide a Wow! experience, but rarely address the prime complaint.

Can I – will I – just listen to what gets in people’s way of living the life they desire? What prevents them from being successful with their goals?

Am I willing to hear the frustration of not being able to get rid of chronic headaches; the depression, apprehension and health issues that ensue from years of sleep deprivation; the unpredictability, embarrassment, annoyance and pain of irritable bowel syndrome or Crohn’s disease; the inability to fully engage with family and friends when fighting chronic sinus infections. The list is endless.

Let’s start a dialogue here. Please share what you do to support your clients’ goals of improved health and happiness. We’ll assume you’re giving reflexology or massage sessions!

Professional Ethics in Reflexology

I’ve taught professional boundaries and ethics for at least 20 years and can tell you that I have witnessed a great deal. Depending on upbringing, culture, country-of-birth and/or context, people’s personal and professional ethics are broad and varied.

One thing is clear to me from my own clinical experience, my teaching, and my own studies: Ethics are based on logical conclusions based on thoughtful examination of values and morals. They are not based on emotions. Feelings towards people and situations change, sometimes daily. Ethics must stand firm and guide our behavior. When people set professional ethics based on emotions, they almost always find themselves in trouble.

Reflexology Association of America Code of Ethics

I have been serving on the Board of the Reflexology Association of America for the last five years, and one of the last things that I wanted to do before leaving my position next month was to embellish the RAA Code of Ethics so as to create a document that members would be proud to display in their offices.

I want clients to know what standards the RAA reflexologists adhere to, so I updated it – without changing the actual code – to read in such a way that clients would feel safe and secure about who was touching their body and soul.

The RAA Code of Ethics is a public statement of the common set of values and principles used to promote and maintain high standards of conduct within the practice of reflexology. The RAA Code of Ethics speaks directly to the relationship between reflexologists and their clients.

RAA is in its annual membership campaign right now and we invite all practicing reflexologists who feel they can operate their business by this Code of Ethics to join us. Membership information can be found here.

And you can read the RAA Code of Ethics here. All members receive an attractive version ready for framing.

Sharing Reflexology

At the end of 2016, I posted some events for the first half of this year that offered various promotional opportunities. As I promised, here are some ideas for the last half of the year. With enough notice, you could offer some sort of special offer to these particular groups, beginning with an explanation of how reflexology might support these people’s health goals.

August
This month has a couple of days that I think would be fun to tag onto.

The first is Friendship Day on August 6. How about, ‘Get Your Best Friend a Reflexology Gift Certificate – Just Because.’

The second is National Happiness Happens Day on August 8. I have to admit that this one strikes me kind of funny – one day that happiness happens? As if happiness even ‘happens’. Happiness is something we choose, but never mind; you could have fun and some success with this one also. How about ‘Make Someone Happy – Give Them the Gift of Reflexology’. Or, maybe even better, ‘Give Yourself a Little Happiness Today – Book a Reflexology Session.’

September
There are a couple of great options this month, beginning, of course with World Reflexology Week. WRW is celebrated annually the third week of September. Reflexologists all over the world step up and educate their communities on the wonderful benefits that can be experienced with reflexology. Check the International Council of Reflexologists website for free support materials and ideas. Start planning now.

The other event is a shoe-in with reflexology: Healthy Aging Month. We’re all aging, and those who receive reflexology regularly will tell you that it helps support the introduction of new healthy strategies into their lives. Team up with a nutritionist or life coach to offer a special educational event.

October
This is Healthy Lungs Month with the 27th earmarked specifically as Lung Health Day. Offer sessions that include some easy intentional breathing instructions (with an illustrated handout to take home).

October is also Down Syndrome Awareness Month. Do you know any parents raising a child with DS? Or is there a support group in your town for families of DS children? I’m sure those folks would enjoy some alone time receiving reflexology.

November
Lots of going on this month: National Alzheimer’s Awareness Month, National Family Caregivers Month, National Hospice Month – and World Kindness Week from the 14th to the 20th. So many here where reflexologists could do service. Reach out to caregivers and offer free or discounted sessions; volunteer at a hospice center, and of course, find some way every day of World Kindness Week where you can share your kindness with others.

December
December 1 is World AIDS Day. People living with AIDS can benefit tremendously from the immune boost and relaxation benefits of reflexology.

December 1 to 7 is Crohn’s and Colitis Week. Reach out to this community with an offer to give a talk on how reflexology might help them in their recovery or management of these conditions.

One thing for sure, there is never a shortage of opportunities to share the gift of reflexology!

What Ridiculously Successful People Do Every Day

I’m a sucker for articles on productivity. That’s probably why a lot of them end up in my Inbox!

One such article that I read recently came from LinkedIn and was written by a man named Kevin Kruse. He interviewed over 200 ultra-successful people, beginning with the question: “What is your number one secret to productivity?” And then he compiled their answers.

I couldn’t relate all of his advice to my life and business, but a lot I could. Some of these already come easy for me, some not so much. So, here are the ones that grabbed my attention. Let me know below what resonates with you.

Ridiculously Successful People Do The Following Every Day:

They practice a consistent morning routine. Successful people start the day with “me”. They start the day with activities that nurture and nourish them first. Morning routines included all or some of water first, meditation or prayer, exercise, healthy breakfast, inspirational reading or journaling. And then, and only then, does their workday begin. I’ve got this one down for sure!

They start the day with the most important task. Ultra-productive people identify the one task that will take them closer to their goal than anything else – and then they spend a couple of uninterrupted morning hours focused solely on that activity. This habit is something I really need to work on.

They don’t use to-do lists. Highly productive people work from their calendars, not a to-do list. I’m going to try this one. I have a good system right now, but this is worth a try.

They value more than just their work. Successful people give equal time to all things they value, not just their careers. That could be family, exercise, meditation, etc. Different for all of us, but equally important as work, for sure. They carve out time for what counts and schedule it – where else, but in their calendar!

They process emails only a few times a day. Ultra-productive people don’t check emails all day, or respond to social media alerts, texts and whatever other annoying sounds are competing for their attention. Instead, like everything else, they schedule time to process their emails quickly and efficiently. For some, that’s once a day; for others, it’s morning, noon, and night.

I found the only way for me to do this is to turn email function to manual and turn off all sound notifications. Otherwise, I can’t say no.

They delegate almost everything. Ultra-productive people don’t ask how they can complete a task. Instead, they ask, “How can this task get done?”

I am blessed with a great team to work with and try to hand off as much as I can to these masters of what they do. I also have a sign displayed prominently over my desk that says: Do (Important!) – Delegate – Decide (Plan When To Do) – Dump (Not Important). Those are the four choices.

They touch things only once. I’m not good with this one – and I’ve heard this one many times. Productive people try to “touch it once.” If it takes less than five or ten minutes, they deal with it right then and there. Comes back to “Do – Delegate – Decide – Dump”.

They say “no” to almost everything. Billionaire Warren Buffet reportedly said, “The difference between successful people and very successful people is that very successful people say ‘no’ to almost everything.”

I’ve gotten pretty good with this one. Just this week, I said no to an offer to write a monthly article for a year for a magazine with a circulation of 35,000 readers, and said no to presenting at a reflexology conference on the other side of the world. Why? Because neither got me closer to my goals. Neither brought forth an unrestrained yes; both caused a lot of hemming and hawing.

Energy is everything. Productive people don’t skip meals, sleep, or breaks in the pursuit of getting more accomplished. They have realized that food fuels, sleep recovers and breaks re-charge. With increased energy ultimately comes greater focus and productivity. To that, and to end, I would add receiving regular reflexology and massage!

Stinkin’ Thinkin’

You know what I’m talking about. That negative self-talk that stops you from even considering what you really want out of life. The mental tapes that keep you prisoner in a life you hate; stop you from asking the really important questions, like:

            How do I manifest a prosperous, satisfying life for myself? 

            What can I do to help improve the quality of life of the people I care about? 

            What meaningful action is going to align with my core values and life purpose?

It took many years for me to get around to examining those questions.

You see, I was raised for one purpose: to get married and have children. And by age 16, I can tell you that that did not appear at all appealing to me. After years of helping to take care of three younger siblings (whom I love, don’t get me wrong), and watching my mother service every family member’s needs but her own, I knew I wanted something else.

But what?

In the era I was raised, I saw only four options for girls, other than marriage. Become a:

~ Nurse. Health was my worst subject in high school; I fainted whenever a needle pricked my skin. (No lie. My mom took me to the doctor to receive the regular kid vaccinations, rather than get them at school with everyone else. Doc would have me lay down before he even pulled out the equipment.)

~ Teacher. The only attractive thing about this job was the two months off during the summer. School was fun for social reasons. As far as sitting in a classroom all day and listening to content that did not interest me…oh no. Couldn’t imagine ever wanting to stand in the front of a class all day either.

~ Bank teller. Hated math. Still do.

~ Secretary. I had no interest in sitting on my “toosh” all day pounding away at a keyboard for someone.

The future looked kind of dismal. And yet, when I look back now on the choices I turned my back on, what is it I actually do and LOVE?

~ I operate a healthcare practice. (No needles though!)

~ I teach – with passion and engagement.

~ I pound away on a computer for hours at a time – but, at least for myself.

~ Math – well, I still don’t like it. I rely on Quickbooks to do the calculations and a fantastic accountant to keep me out of trouble.

How I made it from dismal options to the fabulous life I lead now is a whole other story you can read here, if you like. ‘Cuz, today I’m here to talk about stinkin’ thinkin’, and specifically how to convert stinkin’ thinkin’ into I CAN thinking.

So, when you think about what it is you really want to do, do these stinkin’ thoughts arise?

I CAN’T…. it’ll be too hard.

I CAN’T…. I’m not smart enough.

I CAN’T…. I don’t have the time.

I CAN’T…. I don’t have the money.

The secret is, we all experience those thoughts at some time. The trick is to train yourself to become aware of your thoughts and notice those ugly, unproductive, sabotaging ones and turn them around – fast. Substitute self-defeating thoughts with this question instead:

HOW CAN I……..?

Live with that question for awhile. Ask yourself every night just as you’re about to fall asleep. One day, sit down and write the question down – using your dominant hand. Then pass the pen to your other hand and wait for the answers to arise. Write them down. You will be surprised.

As the late Wayne Dyer said,

“When you change the way you look at things, the things you look at change.”

10 Benefits of Being a Certified Reflexologist

Massage therapists who are certified reflexologists STAND OUT!

Don’t believe me? Read Massage Magazine’s article Reflexology Combined with Massage to Improve Treatments – and Business.

I also recommend you read the article I was asked to write for Massage Magazine (Reflexology is NOT Massage) to learn how both the public and massage leaders in the US are fed up with unqualified people claiming to practice reflexology.

Reflexology is effective – on its own, and in combination with massage.

Below are 10 ways reflexology will help you STAND OUT IN THE CROWD:

  1. Extremely effective as a relaxation modality (for many people, more than massage).
  1. Can be used therapeutically to address many physiological imbalances not accessible through other hands-on modalities, especially conditions affecting the endocrine system.
  1. Beginning a massage session with targeted reflexology makes the massage easier on the hands and way more effective.
  1. One of the few modalities that can be used directly following surgery to help speed healing.
  1. Very popular. High level of interest from the public.
  1. Very portable, flexible and cost-effective way to help people.
  1. Can be used as an introduction to full body massage.
  1. Appealing to folks who are uncomfortable with disrobing and being touched.
  1. Easy on the therapist’s body.
  1. Certification indicates your seriousness and commitment to helping people return to health.