Money Question

[PB&J]

I'm a student and new to the board, but I noticed a lot of the posts I read mentioned therapists struggling financially. Now I know that MTs don't get into the profession for the money, but I'd love to hear from people who are doing "well" (whatever that means for you) and what the keys were to your success.  Thanks!  

 

[Milky-Joe]

Hi Leah, The keys to my success came out of running myself ragged trying to accomodate everyone.  When I decided to take control of my schedule it made all the difference for me.  I now have set hours during set days that I offer my work and clients call me directly to schedule appts.  This direct contact gives me the opportunity to do a brief interview with them, chat about prices and programs, set the appt, let them know about my cancellation/rescheduling policy and put them at ease if they are feeling nervous about getting a massage.  I also have programs available that give the clients who come the most regularly the absolute best deal I offer -- I look at it as a reward program.  They are my target market as well as my bread and butter.  IMO, one of the hardest obstacles in this profession is finding enough clients to work on to earn a decent income.  Many practitioners spend a lot of time trying to get new clients.  My approach is about turning the clients I have into long term weekly clients or long term monthly clients.  At any given time I have between six and ten clients who see me weekly and around ten clients who see me monthly.  I have found the people who come see me regularly truly understand the benefits of massage and generally speaking they are the ones who buy GC's and offer referrals of family and friends.  This has worked very well for me over the past four years.  I also designed a brochure that offers a lot of ideas for people on how to use massage, describing how they will feel after the session is done.  I did this because I found many people have no idea about how to assemble or use massage sessions to improve how they feel.  This brochure opens their minds to possibilities and helps attract new clients.  It is a very popular brochure that has really helped break the ice with potential clients.  It is easy to see the excitement in their expressions when they pick one up and read it.  I like to generate excitement about what I dne other key is I keep a very low overhead.  I don't buy all the latest toys and gadgets which can soak up a lot of capitol.  I learned that the hard way.  I noticed a few years ago that the ones I have bought end up sitting on the shelf more often than not.If I think of anything else I will come back and add it in.  Best of luck to you.  I look forward to reading other posts.

 

[<3 grace <3]

Thank you so much intuitouch. That was wonderful advice! Of course I have a ways to go before I can put it into practice, but I really value hearing from MTs who have experience under their belts and have done some trial and error to see what works. So again, thank you so much for sharing!!  

 

[crazy candy]

Money Question

I also have programs available that give the clients who come the most regularly the absolute best deal I offer -- I look at it as a reward program.  They are my target market as well as my bread and butter.  IMO, one of the hardest obstacles in this profession is finding enough clients to work on to earn a decent income.  Many practitioners spend a lot of time trying to get new clients.  My approach is about turning the clients I have into long term weekly clients or long term monthly clients.

I also do this.  Maintenance plans.  This helps keep you regularly booked and I do agree that these clients truly understand and agree with the benefits of regular massage.  I offer them for my "customized hour massages" and for hour prenatal massages.  

In Oct. I decided that I would start to really get out on my own.  Since then, I have quickly built up a decent clientel.  I credit the MP's and have control over the phone calls, marketing and appointments.  I can make sure that things are done in a professional and friendly manner.

I don't have to worry about having someone else messing up or not doing the work up to my standard.

I also have been using chair massage as a marketing tool.  I have gotten two regular jobs doing chair massage.  Being there and having the chance to talk and touch each person is a great marketing tool.  I have regular table massage work coming from my chair massage jobs.  I get the added income from the table work and regular income from the chair massage jobs.

I have spent the last 8 years working for others doing massage.  I am finally learning (took me a while I know ) that what I truly want is to work for myself.  I love having the freedom and control of being on my own.  

Best of luck to you!

 

[lebanese Spirit]

Money Question

On Today, at 9:04am, Intuitouch wrote: I did this because I found many people have no idea about how to assemble or use massage sessions to improve how they feel.Intuitouch, would you explain what you mean by assembling?

 

[Miss Revenge]

Money Question

On Today, at 9:04am, Intuitouch wrote:

I did this because I found many people have no idea about how to assemble or use massage sessions to improve how they feel.

Intuitouch, would you explain what you mean by assembling?

Sure, I'll give it a try.  What I have found is for many people the idea of getting a massage is a one time a year thing.  Usually a treat they give to themselves or maybe someone buys one for them as a gift.  When they walk in most times they don't know what outcome they are looking for other than to feel more relaxed.

Generally these people have a fairly limited picture in their heads about what they think massage is or can do for them.  They don't know that they can come in have just their feet worked on or just their neck and shoulders worked on or that a practitioner can do a massage and integrate cranial sacral therapy into it.  

In order to create more awareness for my potential clients I created a brochure that lists 12 different packages or ways to use massage.  I did this as a way to introduce the concept to the client that there are different ways to assemble sessions to acheive a specific outcome.  They might have heard of hot stone massage or lomi lomi or swedish but so what, they don't know if it's gonna hurt or burn or leave them feeling sublime.  I try to explain the sublime part in fun and interesting ways that captivate their attention.

------------------------------

Some examples of packages listed in my brochure:

Simply Amazing Scalp Massage!
"Incredibly Divine"
Once a Month ~ $440.00/year

Once Every Other Month ~ $220.00/year
A skillful and practiced touch focused for 30 Minutes entirely on your Head and Shoulders!

Complete, Undivided Attention.
Once a Month...
"Rest 'N Relax"
One Hour a Month! ~ $780.00

Enjoy an extraordinary massage once a month throughout the year with an extra hour thrown in on your birthday!!!

...Just for You!
"Simply Sublime"
Unlimited Massage!!
1 Year ~ $4,500.00 per person

Unlimited Massage!!
Transcend the Ordinary!
"Ridiculously Relaxed"
A Two Hour Session ~ $140.00
Completely bliss out while experiencing the glorius feeling of unparalleled peace through a combination of Intuitive Touch and CranioSacral Therapy.

You won't want to drive home afterwards!

The Ultimate Answer for Tired Tootsies!
"Just for Feet"
4 Thirty Minute Sessions ~ $160.00
Luxuriously rich peppermint cream thoroughly rubbed into tired overworked piggies!! Oh My!!
What's not to love about this one?

"The New Sheet" Package
As a massage therapist I'm always in need of good sheets.  Bring in a set of 100% cotton sheets and I will take $5 (twin) or $10 (full) off your massage session.

Restrictions: One set per session.  Sheets must be in excellent condition.  I reserve the right to refuse sheets.  No King or Queen sized sets accepted.  You must mention this package when scheduling your appt.

--------------------------------------------------

I'm sure many people are thinking, oh sure, unlimited massage.  Whose gonna pay $4,500 for that? or $780 for once a month massage?  Well, surprisingly enough I sold the $780 package at Christmas.  IMO, it is only a matter of time that someone will show interest in the unlimited package.  My feeling is that until someone knew that was available they didn't know they could buy it.

FWIW, I don't try to sell the majority of these packages.  I use them as a marketing tool to sell either my prepaid package of six 1 hour sessions that I call the "Great Escape" or "The Massage Club" which is 4 consecutive weeks of 1 hour sessions per week.  These two programs are my best deals and are the best sellers.  Generally, once I get someone to come in on a regular basis they "re-up" themselves when that package comes to an end.

Let me know if that answered your question.

((D Have I mentioned that I have a Business Degree with a specialty in marketing?  I love marketing!!!  ;D  I like to create excitement and have fun. ;D  The "New Sheet" Package was just a fun thing to put on the brochure and see if anyone would do it.   )))

 

[kimmie2005hhs]

Intuitouch! Boy did you answer my question  Thank you so much for taking the time to write all that out. Uh, I need to go rework my brochures now . Of course, I won't copy yours. My brochure only has three specials. It's lookin' pretty lame, now! My 6-pack is the best deal I offer also.Leah, I'm still working towards success. I'm a sole proprietor. I'm currently doing "okay." I thought your question was excellent. So far, I've mostly learned from others what not to do. I look forward to reading more posts on this thread to learn more of what TO do. I keep my overhead low and I'm thrifty. My main indulgence is more educational books and videos. Leah, it looks from your writing you already have an advaneforum.xxxe in that you're researching ways to be successful (not just expecting it to happen). I'm sure you'll do well.

 

[MrsB]

Money Question

Jdcan, thank you for the encouragement! Let us know how the new brochures work out!Masthera and Intuitouch, thank you for sharing info about your maintenance plans!Intuitouch, that was a fantastic description of your different packages! What great ideas! My s.o. is very savy with marketing plans, so I hope we can work together on this someday. But it's great to hear about what you're doing! It sounds fantastic! Do people often come in for just hands or just shoulders? How much do you charge for that?

 

[stogburn]

Money Question

Do people often come in for just hands or just shoulders? How much do you charge for that?

For what I do I would have to say no, not to often.  I charge by time allotment so I would charge for a half hour session, which for me is $40.  Anything less than a half hour is figured on a $1.33 per minute cost.

 

[Dennis A]

I love that idea of unlimited massage for an upfront fee.  I noticed you said no one has taken you up on it yet. I wonder if making a monthly unlimited massage package would be more sellable. Lower upfront cost, and if it doesn't work to your benefit, you are only committed for a month.  I find that most people are busy enough that coming in more than 1x or 2x a week doesn't work for them anyway.  So maybe using that as a standard would help set a price??  $4,500 =  $375 per month or $56.50 per week. Hmm....

 

[teecrush]

Unlimited massage, what kind of terms? What if the client wants to come in either "today at 4:00 or two days from now at 4:00 or 5:30" and those appointment slots are already filled?  What kind of leeway would there be? advanced notice?

 

[adiavoy]

On your unlimited package, what would you do if for some reason you couldn't work anymore?  (illness or injury)  How would you handle this?

 

[max p]

Leah, I am confused.  Are you asking us how much money we make? I think it's ok if you are.  You should know how much money you can make in this field.  If you need more info you can pm me.  Or,  I was told that  massage therapists make on the average of $20,000 a year full-time.  Now, I do not know how many hours constitutes full time for therapists.  I know it's not the normal 40 hours.  Do you know?

 

[Lie Ryan]

Money Question

Hi Sandy,No, I wasn't asking how much money MT's make. I wanted to hear from some therapists who are doing well and what they think made them successful. I think that what people are making is interesting and good info, but I don't think it's something people would post on a board. Thanks for saying I can pm you tho! I just might do that. I'm not sure what constitutes full time. I think it varies. Some MT's may work 40 hours. At the school I'm going to I was told 20-30 hours was a full week for many MT's, so that they don't experience burnout or injury.-Leah

 

[Muffins]

Money Question

therapists.  I know it's not the normal 40 hours.  Do you know?

Roughly one hour administrative for every hour hands on.  Avg.  20 hours of massage is fulltime.  then another 15-20 for paperwork, marketing, etc. = 40 hours.

Robyn

 

[Yuri <3]

Money Question

I love that idea of unlimited massage for an upfront fee.  I noticed you said no one has taken you up on it yet. I wonder if making a monthly unlimited massage package would be more sellable. Lower upfront cost, and if it doesn't work to your benefit, you are only committed for a month.

Sharp, I have indeed had a 3 month (and 1 month) unlimited program at one time.  In fact, it is what my massage club started out as.  Essentially people pre-paid a portion of the total cost to "join" the club with the balance paid as a co-pay per session making it easier to afford to do it (I'm all about making things easy to afford).  The cost was averaged out over the time period with the idea that most people will come at least 1x a week.  The easy sell line was: "The more often you come in the less expensive it becomes".  It was a great program to use to create interest when I moved into my first fitness club and was working on creating a clientele.  After my business picked up I changed my program to a 1 month club -- limited to 1 visit per week -- because it was easier for me to keep up with.

FWIW, I have found very few people who are actually able to come in more than 2x's a week.

Sandylmt:

On your unlimited package, what would you do if for some reason you couldn't work anymore?  (illness or injury)  How would you handle this?

On all my marketing/promo info for the club it says very specifically that it is non-transferable and non-refundable and they forfeit the session if they no show or late cancel.  I am very up front with the person about the restrictions that are in place.  This is another reason I paired my massage club down to just one month because it was easier for a person to commit to one month rather than three.

As to the unlimited package I have the same criteria.  Though if something happened to me I would probably refund the balance of the fee if I were unable to work.

jdcan:

Unlimited massage, what kind of terms? What if the client wants to come in either "today at 4:00 or two days from now at 4:00 or 5:30" and those appointment slots are already filled?  What kind of leeway would there be? advanced notice?

jd, Good questions.  My terms are:  as long as I'm in the office and I have available appts they are welcome to schedule an appt.  I always book my regulars in advance.  They know that I'm busy and if they want a specific appt, they know they need to book at least two - three weeks in advance.  Initially, those who say, "well, I'll just call and see if your available." realize pretty quickly that doesn't work very well.  Again, I'm very upfront with my clients.  I explain that I have "x" amount of time each week with very specific appt slots.  I give all of my regulars the premium opportunity to book their appts at their favorite times for the length of their club time period.  Everyone else who calls I work around these appts.