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Bodywork Buddy Blog

Bodywork Buddy: business management software for the solo therapist that keeps you organized and makes tax time a breeze.

Thursday, July 7, 2016

4 Steps Every Massage Therapist Should be Doing




I recently had a client from the past show back up on my table. It's been... years.... maybe 10? She used to be a regular and then fell off the schedule. I knew she was working in another town and thought maybe she had moved there, or maybe she found a new therapist, etc.

But when she came in recently, she told me how much she's missed me and that she hasn't been getting massage on a regular basis since she used to come to me. Um... wow!? She just got busy with life, and kind of forgot the value of consistent massage appointments. (Until her pain level got to the point that it couldn't be ignored anymore and she scheduled.)

How often do clients not make it back in regularly or disappear from the schedule and we assume we aren't the right therapist for them, or that they didn't like the session? It's more likely that they are busy with this crazy thing called life and might just need a simple reminder from us that we are here for them. We have to remember that while massage is a HUGE part of our lives, not all of our clients have self-care/massage prioritized the same way that we do.

While in this case, my client thought of me and finally called me - how much sooner might she have come in if she had been hearing from me regularly? I could have been educating her on the importance of massage, letting her know of openings in my schedule, keeping in touch with her so I stayed at the top of her mind.

I'm betting she would not have waited 
10 years to get back on my table!




So what are some ways that we can keep in touch with clients? Technology makes it pretty easy and inexpensive. Here's a few ideas that come to mind:

  • Collect email addresses from clients and send out regular massage newsletters with benefits of massage and last minute openings with a free account with MailChimp
    Pro-tip: always get client's permission to email them, and use an email system to ensure you're following anti-spamming laws like an unsubscribe option.
  • Quarterly, with the change of the seasons, send out a snail mail postcard to clients who have fallen off the schedule.
  • Offer online scheduling! You'd be amazed how many clients have thought about scheduling with you at early-morning or late-night times and plan to call later, but never get around to it. If you have 24/7 scheduling available online, clients will appreciate the convenience and you will most definitely see your bookings increase. Of course, I recommend Bodywork Buddy ;)
  • Have a Facebook business page. Post info about the benefits of massage, and regularly post reminders to schedule and include the link to your online scheduler in your post. Make it easy for your clients! If you don't include that link in your post, clients will see the post but then still have to find their way to your site to schedule. If you just have a link right in the post it's as easy as one click. Also include a scheduling button or your scheduler embedded right into your FB page so clients can schedule right from Facebook. Bodywork Buddy has a FB app that connects right to your business page with one click - super simple!

What other ways do you have to remind clients of your awesome massages?




Cindy Iwlew is co-founder of Bodywork Buddy Massage Software, a complete online management solution for independent massage therapists that includes online scheduling

She continues to operate her own private massage practice since 1999.  www.BodyworkBuddy.com

Thursday, June 30, 2016

Tracking Groupon and Other Deal Sites


Wondering how to track sales and redemption of services you've offered on a deal site? While not all deal sites are the same, with some basic information from your deal you can record it in Bodywork Buddy to add toward your income and also track redemptions.


I recommend creating a client file with the name of the deal site. So for example, create a client of "Groupon". (You could put the city for the last name, or create a different client file for each time you run a deal - having the date as the last name.)


Once you know how many deals have been sold, create a session record for the client Groupon, with X amount of services sold (using your regular services at full price). Enter a discount in the discount field equaling the discounts given for the deal, and then record the payment from the deal site.





Then in your business expenses, create an expense with the deal site as the vendor and record the amount that they took from the deal you ran. (I would classify this expense as advertising.)



Create a service (set to private) of "prepaid sessions" or "groupon deal", etc. with the price of $0. When a client redeems one of your deals, set the service to the private prepaid session service. The balance for the session will remain zero, but you'll still have a record of when the client had their session.




This will:
  1. Record the payment from the deal site
  2. Include the percentage you paid to the deal site for advertising expense
  3. Track the discount you offered for the deal
  4. Create session records for each client redeeming the deal
Use the deal site to track how many have been redeemed altogether.



Cindy Iwlew is co-founder of Bodywork Buddy Massage Software, a complete online management solution for independent massage therapists that includes online scheduling

She continues to operate her own private massage practice since 1999. www.BodyworkBuddy.com




Thursday, June 23, 2016

Manual Therapy for the Anterior Neck {Guest Post by Dawn Lewis}


Manual Therapy for the Anterior Neck
By Dawn Lewis


Recently I read an article about a woman suing a massage therapist and Massage Envy.  The woman believes that the massage therapist was aggressive enough on her anterior neck that it lead to a stroke.  I do not know if this is possible, but I do not know that it is impossible.  Since that article there have been multiple facebook postings about why bodyworkers should be afraid of the anterior neck.  This I completely disagree with.

We do not make bodywork safer for our clients by being afraid of their bodies or what is happening to them.  We make bodywork safer for our clients by being as educated as we can be.  There are times when we need to send our clients to medical professionals such as doctors, physical therapists, or chiropractors.  But when we see an apparently healthy individual and we are afraid to touch certain areas of their bodies, we do ourselves and our clients a disservice.



We do not make bodywork safer for our clients by being afraid of their bodies



The anterior neck, in particular, is an area we should all know how to work.  Why?  Because humans spend a good deal of their time right now with their necks in flexion and their heads down looking at their devices.  This leads to shortened, tight musculature in the anterior neck.  Shortened, tight musculature in the anterior neck can cause a multitude of issues.

First, a muscle named longus colli runs the length of the anterior cervical vertebrae.  When that muscle is tight, the cervical spine is in flexion.  This pulls the lordotic curve out of the cervical vertebrae, moving the vertebrae toward the posterior plane of the body.  As the neck straightens and moves posterior, the clavicles and sternal manubrium move posterior as well.  This position of the clavicles and manubrium moves the upper rib cage posterior and the scapulas into abduction.  As the scapulas move into abduction, the shoulders round forward.  This all started with a shortened longus colli.




Next, we could look at longus capitis.  Longus capitis originates on the transverse processes of C3 through C6 and inserts on anterior aspect of the bottom of the occiput.  Again, this muscle tightens when we have our head in flexion looking at our devices, reading a book or magazine, doing bodywork, etc..  But this muscle is attached to the head.  When it tightens, it pulls the anterior aspect of the head toward the chest (think chin toward chest).  The natural antagonist muscles to longus capitis are the suboccipital muscles.  In this position, the suboccipital muscles are in stretched position, leading to weakness, and the possibility for suboccipital headaches.

Finally, a head down position leads to tension in the muscles attaching to the hyoid bone in the anterior neck.  These muscles attach the sternum, thyroid cartilage, head, and scapula to the hyoid.  As the chin moves toward the chest, the hyoid is moved inferior and posterior, causing tension in all the hyoid muscles.  This can lead to pain and tension in the mandible, the temporomandibular joints, or the shoulders.

It is imperative that we learn to treat the anterior neck in an effective way.  I have been teaching anterior neck work for decades.  I teach Spontaneous Muscle Release Technique (SMRT), a positional release modality I made up a couple of decades ago.  I was always fascinated by the anterior neck, but while in basic training for massage therapy 23 years ago, I had a learning experience.

I was in my third level massage course, which happened to be neuromuscular.  Please understand that I am in no way being negative about neuromuscular therapy, I am simply telling you about an experience I had.  One day, another student and I decided that we really needed to practice.  We had been avoiding the neck work because we were not very comfortable receiving it in class.  But we had to know it to pass, so we needed to practice it.  I went first.

I did the full neuromuscular neck protocol on her.  It took about an hour.  That night we had class.  When I saw her in class, her neck was red and looked marbled.  It looked like hamburger, I thought.  She was in pain.  I felt terrible.  The red, marbled look and the pain lasted for almost three days.  This turned me off to doing deeper work on the neck.  When I began to develop SMRT, I spent many hours studying the neck and figuring out how I could affect the neck without causing pain.

If we look at our examples above, it is extremely easy to relieve tension in longus colli.  At one point in my career, I was taught to go into the anterior neck, move the esophagus to the side and cross fiber this muscle.  I have it more effective to place my hand on the top of head and manipulate the head position until I get a release in longus colli.  The pressure of my hand on the top of the head is minimal, as are the movements I make to find the correct position.  When longus colli regains length, the curve in the cervical spine begins to reappear.


When the flexion of the cervical vertebrae eases and the natural lordotic curve begins to re-establish itself, the cervical spine moves away from the posterior plane and into a more neutral position.  This allows the clavicles and manubrium to move into an anterior plane, and the scapulas to move to a more neutral position on the back. As a side note, when the clavicles and manubrium move to the posterior plane, as they do when the neck is too straight, a significant amount of tension is created in lower fibers of sternocleidomastoid.  Allowing the position of these bones to move toward a more natural anterior position, instantly eases the pressure on sternocleidomastoid.

In our next example, we had tension in longus capitis that was causing suboccipital muscle weakness and possibly headaches.  Many times this pattern leads to a report from the client that the "problem" is at the base of their head.  When we palpate the suboccipital area, it feels tight, so we work that area.  But, I find that by again placing my hand on the top of the head and moving the head into the needed position, longus capitis is able to release and allow the chin to come away from the chest, which lessens the stretch on and alleviates the pain in the suboccipital muscles.

In both of these examples, I do not have to work directly on the anterior neck.  In our third example, however, direct anterior neck work is beneficial.  SMRT allows us to do this work in a non-intrusive, gentle fashion, while still getting the desired results.  All of the hyoid muscles can be released and returned to normal tone by working with the position of the hyoid, the thyroid cartilage, and the sternum.

Some therapists believe that it is impossible to get the results a client needs by working with a light touch or by working remotely (i.e. using the head to release the neck muscles).  But I believe it is impossible to get the desired results without knowing the possible reasons for the tension in the muscles being addressed and while working in a way that causes pain and tension.  I have taught anterior neck work to almost 2000 therapists (and that number will continue to grow).  Anterior neck work is not something to be frightened of, it is something to be learned and understood.

In my last SMRT: head & neck class, there was a older woman who had been doing massage for over 30 years.  When we got to the anterior neck, she said to me, "I don't really want to practice this because I will never use it.  It scares me and I will never do it to my clients.  But I don't want to disappoint my partner either."  I encouraged her to try it in class, with the understanding that her partner would be very vocal about whether she was hurting her or not.

45 minutes later, by releasing the anterior neck muscles, she felt a significant change in the position of the hyoid and her partners chin had come into an anterior plane.  Her partner sat up, rotated her head around, sighed, and said, "that was awesome!  Thank you so much!  I slept funny last night.  I had a headache and that catch in my throat that makes you want to cough all the time, feels like a knife stuck in your throat.  It's all gone now.  That was great!"


When I see training experiences like this, I get rather irritated at the facebook posts that insight fear and tell us to stop treating this area immediately.  It is essential that we work on the anterior neck, yet most of the students in my SMRT courses do not work this area when they come to class.  Within the few hours that we concentrate on the anterior neck, they become confident in their ability to effect change without causing pain.  If you feel you do not know enough to work this area, by all means, don't - until you have taken a class, and then by all means, do work the anterior neck.




Dawn Lewis owns Full Circle School and teaches Spontaneous Muscle Release Technique or SMRT. Please check out the Full Circle website for live seminar dates, course videos, free sample videos, and other articles.  http://efullcircle.com/ 

Thursday, June 16, 2016

Steamy Wonder Update


BlushingWow, it's been a few years since I added the Steamy Wonder to my services and I still haven't posted my promised update of how it's worked out in my practice...oops!




I started out with adding a complimentary 20 minute steam with each session for them to experience it for the first time. After that, it was a $30 add-on. (Without really adding on any time to the session.) About 2 out of every 3 clients seems to love it, and many have added it to their regular routine. After having worked with the steam for a while, there's a few things I have changed:

  • I only steam for about 15 minutes now instead of 20. This includes the cool-down time at the end of the steam, so really more like 10 minutes of solid heat.
  • I've moved into a new space and don't have a good area to hang the tent with the pulley system. I realized my previous post didn't make it clear that the pulley system is optional, totally not required. I liked the pulley system, but some clients did mention that it looked like a huge casket hanging from the ceiling... (yikes?!). Now I stand it on it's end and partially tuck it behind my armoire. It doesn't take up much space and is still easily accessible.
  • I used to use a sheet as a drape, and would slide it out after putting the tent over the table - leaving the client uncovered under the tent. I have recently switched to a bath towel for a drape, and leave it on the client during the steam. They can choose to slide the towel off to the side if they want, but most leave it on during the steam. It's comfortable and leaves the client feeling less exposed. It also helps to soak up some of the sweat, and then after wiping the client off with hot towels, I switch out the drape to a clean sheet and remove the bath towel.


About 2 out of every 3 clients seems to love it




Bodywork Buddy online scheduler


I offer it as a combined service in my Bodywork Buddy online scheduler. So, for example, under my "deep tissue massage" service group, I have these choices:
  • 90 minute deep tissue massage plus steam
  • 90 minute deep tissue massage
  • 60 minute deep tissue massage plus steam
  • 60 minute deep tissue massage
  • 30 minute deep tissue massage plus steam
  • 30 minute deep tissue massage








massage business management software

I can run a report on specific services within Bodywork Buddy to show how much of my income each year has been from what service. Handy, right?

The small investment of adding the steam service has definitely been worth it. *Pro-tip: Be on the lookout for a used Steamy Wonder in good condition to save money.



So, there's the scoop! Do you have any specific questions on how I use the steam in my practice? Let me know and I can answer them in another post.

BTW, if you're interested in checking out Bodywork Buddy for your business needs, there is a 
free trial to see if it's a good fit for you. *Special discounts for Board Certified therapists and members of ABMP!*





Cindy Iwlew is co-founder of Bodywork Buddy Massage Software, a complete online management solution for independent massage therapists that includes online scheduling

She continues to operate her own private massage practice since 1999.  www.BodyworkBuddy.com







Thursday, June 9, 2016

Bodywork Buddy Member Spotlight: Angela Schiavi




Today's member spotlight is Angela Schiavi. Angela owns Nurtured Soul Ashiatsu and Massage in Kalamazoo, Michigan.



  • Q: What inspired you to become a massage therapist? A: I have wanted to become a massage therapist since I was 7. My aunt always wanted me to rub her feet and I enjoyed how much it helped her and how much she enjoyed it. 


  • Q: How long have you been doing massage? A: I have been doing massage since 2003, but only practicing in my own business since 2014.



  • Q: What is your favorite thing about being a massage therapist?
  • A: My favorite thing about being a massage therapist is helping people feel better, and having found Ashiatsu, I am able to assist my clients better.



  • Q: What is the most challenging issue for massage therapists? 
  • A: For me, I feel the most challenging part as a massage therapist is breaking the stigma that massage is "just a luxury " instead of "preventative wellness. I love to educate my clients on how massage is so important for them.


Hold on to your worth and your clients will see that you're worth it.


  • Q: What advice would you give to other MT’s to help build their business?
  • A: I am still working on building my business. I would say it's really important to hold integrity for yourself and your business, don't give away so much just trying to get clients. Hold on to your worth and your clients will see that you're worth it.
















Sunday, May 8, 2016

*New Feature* Client Message


Last week we added a new feature that allows clients to leave a quick note for you when they schedule online. This is great if a client has a gift certificate they are redeeming, they need to tell you something that pertains to their appointment, etc.

It's completely optional, so clients don't need to leave a message in order to schedule.



When a client does leave a message, a speech bubble icon will show up next to their name for today's schedule on the dashboard as well as in the calendar. You can click on the bubble or hover over it to read the message.







Cindy Iwlew is co-founder of Bodywork Buddy Massage Software, a complete online management solution for independent massage therapists that includes online scheduling

She continues to operate her own private massage practice since 1999.  www.BodyworkBuddy.com



Thursday, May 5, 2016

Pillossage Class



I took Pillossage with Karen Kowal a few weeks ago in Grand Rapids, Michigan.

It's no secret I love Mother Earth Pillows (they're like heaven!), and I've been wanting to learn the thermal connective tissue release technique that Karen created using them ever since I first saw it at NERC (AMTA New England Regional Conference) in 2008. I was working in the Ashiatsu Deepfeet Bar Therapy booth, but got a chance to check out the other booths and fell in love with the aromatic Mother Earth Pillows. I hadn't gotten a chance to receive the work at that time. (Bummer!)

I found in class that it's nearly impossible to stay awake while receiving this work!  It completely zones clients out while receiving it. It's a great addition to any session, especially for those chatty clients that can't seem to relax.

From that first feather stroke down the body wrap pillow over the spine, clients seem to just sink into the table a bit more and really open up to receive. It's a gentle technique making it work well for most clients.

My clients comment all the time on the great aroma of the pillows. I've been incorporating them into my work for a while (mostly just to help keep clients warm) but after Karen's class, I have all sorts of awesome tricks to add in to my sessions with the warm pillows.

I found this arm and shoulder work in class especially yummy:



Went to write this blog post and realized I didn't get any pics with Karen while in class! Looks like I might have to make a road trip to her next class sometime soon for the self-care workshop she teaches. ;)




Cindy Iwlew is co-founder of Bodywork Buddy Massage Software, a complete online management solution for independent massage therapists that includes online scheduling

She continues to operate her own private massage practice since 1999. www.BodyworkBuddy.com