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Delivering on our promise0203100SP02B-12

Massage TherapyCareer Starter Kit

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Massage Therapy Career Starter Kit

No part of this document may be reproduced or transmitted in any form or by any means, electronic or mechanical, for any purpose, without the express written consent of U.S. Career Institute.

Copyright © 2002-2012, Weston Distance Learning, Inc. All Rights Reserved. 0203100SP02B-12

ACKNOWLEDGMENTS:

Authors Robert James

Deborah Helmers

Editorial Staff Trish Bowen

Victoria Hanley

Elizabeth Munson

Cathy Norman

Design/Layout Connie Hunsader

D. Brent Hauseman

Sandy Petersen

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ContentsPart 1: Getting Your First Position ..................................................................... 1

Our Responsibility to You .............................................................................. 1Your Responsibility to Yourself ..................................................................... 2

Keys to Your Success ........................................................................................... 3Your Employment Guide ............................................................................... 3Your Attitude.................................................................................................. 3Your Self-awareness ...................................................................................... 4The Successful Massage Therapist, Up Close and Personal ....................... 5

Identifying Employment Opportunities ............................................................. 6Employment Opportunities ........................................................................... 6Identifying Potential Employers and Clients ............................................... 6

Preparing Your Materials .................................................................................... 7Letter of Introduction .................................................................................... 7Business Cards ............................................................................................. 12Brochures and Flyers ................................................................................... 13Résumé ......................................................................................................... 14Tips on Preparing Résumés ......................................................................... 14Action Words for Résumés ........................................................................... 15Resources for Résumés ................................................................................ 15References ..................................................................................................... 15Letters of Recommendation ......................................................................... 15

Contacting Prospective Clients ......................................................................... 18Send Letters to Recreational Settings ........................................................ 18Send Letters to Doctors’ Offices .................................................................. 18Send Letters to Potential Corporate and Retail Clients ........................... 18Make Follow-up Calls .................................................................................. 19Canvass Offices and Other Businesses ....................................................... 20Track Contacts ............................................................................................. 20Advertise Your Business .............................................................................. 20Get Out at Public Events ............................................................................. 21Network ........................................................................................................ 21

Interviewing ....................................................................................................... 22Interview Preparation Checklist ................................................................. 22

How to Conduct a Successful Interview ........................................................... 24Your Personal Presentation......................................................................... 24Your Arrival at the Office ............................................................................ 25How to Answer Questions............................................................................ 26Ask Some Questions of Your Own .............................................................. 26If You are Successful, Finalize the Details ................................................ 27

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Following Up ...................................................................................................... 27Send a Thank-you Note ............................................................................... 27Conclusion .................................................................................................... 28

Part 2: Professional Development and Continuing Education ........................ 28Professional Development ........................................................................... 28Continuing Education ................................................................................. 30

Part 3: Networking ............................................................................................ 31Why Network? .............................................................................................. 31Referrals ....................................................................................................... 32Beyond Referrals: Other Reasons for Networking .................................... 32Suggested Steps and Guidelines for Networking ....................................... 33Possible Outcomes of Networking ............................................................... 37Ten Tips for Networking Success ................................................................ 38

Informational Interviewing ............................................................................... 38What is Informational Interviewing? .......................................................... 38What’s in it for Me? ...................................................................................... 39Suggested Steps for the Informational Interview ...................................... 39Suggested Guidelines for the Informational Interview ............................. 40

Mentoring and Apprenticeship ......................................................................... 41Mentoring ..................................................................................................... 41Apprenticeship ............................................................................................. 41Suggested Steps for Establishing a Mentor/Protégé

Relationship or Apprenticeship ............................................................. 42Answers to the Most Frequently Asked Questions by Graduates .................. 44

Charging for Your Services.......................................................................... 44What are Some of the Things I Need to Consider about

Massage Therapy as a Business? ......................................................... 44Do I Need Liability Insurance? ................................................................... 46Do I Have to be Certified to Work as a Massage Therapist? .................... 46What Kind of Equipment Will I Need to Work as a Massage Therapist? ... 46Will I be Billing My Own Insurance Claims if I am in Private Practice? .... 48

For Further Reading .......................................................................................... 48

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Part 1: Getting Your First PositionCongratulations on completing your course! It’s a sure bet that you’re thinking a lot about the future—your future as a massage therapist.

This employment guide will take you step by step through the process of finding your first massage therapy position. Our experience has shown us that the graduates who follow the procedures outlined here present a very professional image and locate clients quickly. We have also talked to graduates who have not followed the procedures in the employment guide. These individuals are almost always having difficulty finding a client or employer. Use this guide as your coach throughout the process.

Our Responsibility to You

1. To train you well.You are receiving the best quality training available to prepare you to be a massage therapist. Your professional skills are what health clubs, chiropractors and others are looking for.

2. To show you how to find potential employers and clients.In this guide you’ll find proven techniques for finding and communicating with potential employers and clients. From business cards to a professional appearance to interviewing skills, we will teach you how to put your best foot forward.

3. To advise you during the job search process.We’ll be there to advise you about equipment, client relations, pricing—whatever you have questions about.

4. To help you solve any problems you might have.If you should run into any problems during your job search, we’ll help you determine how to solve them.

5. To provide these services to you for your entire lifetime.You may speak with graduate counselors at any time after you graduate. We will continue to provide guidance and advice throughout your career.

Important Notice: If you wish to work in the field of massage therapy, you must investigate your state and local requirements for massage therapists. If you have not already done so, stop now and perform this important task.

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Your Responsibility to YourselfWhile we will be your coach behind the scenes, you will be the one out there contacting potential employers, writing letters and going to interviews. It will be a challenging and exciting experience and you’ll be ready for it. This guide explains exactly what steps you should take to find a massage therapy position.

Here’s a list of your responsibilities:

1. To complete your training.Congratulations! You’ve already completed the textbook portion of this course. Whether you decide to continue with your hands-on training through U.S. Career Institute or choose to apprentice yourself to a massage therapist, you are well on your way to your new career.

2. To read this employment guide.Read this employment guide carefully and keep it handy for reference later. You’ll find that it will be one of your most important keys to success.

3. To check your state and local regulations regarding massage therapy.Many state and local governments have licensing, testing, or certification requirements for massage therapists. It is crucial that you check into these before you advertise or accept paying clients.

4. To prepare promotional materials.In this guide, we will explain what kinds of printed materials you will need during your job search. These materials will help you introduce yourself to prospective clients and employers.

5. To contact prospective employers and clients.Through mailings, phone calls and canvassing, you will be contacting prospective employers and clients. Your efforts will help you find resorts, spas, salons, chiropractors and private clients who currently need your services and also those who may need you in the future.

6. To conduct interviews with prospective clients.When you have found employers needing your services, you will proceed with an interview. In that interview, you’ll learn more about the employer’s needs, and you’ll be able to show how you can meet those needs.

7. To follow up after your interview.When your interview leads to a job, you’ll begin a business relationship with your new employer. Even when an interview does not lead to an immediate job, prompt follow-up will ensure that you will be remembered favorably by the employer.

8. To provide top-quality services to your clients or employer.Once you begin giving massages to clients, your responsibility will be to provide excellent massage therapy services. As you do this, your clients will tell others about you and you’ll be well on your way to establishing your professional reputation.

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Keys to Your SuccessNow that you’ve seen a preview of what your job search will involve and of the many opportunities open to you, let’s take a minute to discuss some items that will be keys to your success as a massage therapist.

Your Employment GuideWe wish to emphasize the importance of reading and following this material. This guide outlines all the steps you will need to take to find a massage therapy position. As mentioned earlier, our experience has shown us that the graduates who follow the procedures outlined here present a very professional image and locate clients or an employer quickly. Those graduates who have not followed the procedures in the employment guide almost always have difficulty finding a client or employer.

Your AttitudeAnother key to your success is your attitude. Here is a simple formula that has broad application to virtually all aspects of our lives and to employment in particular:

PREPARATION + OPPORTUNITY = SUCCESS

Preparation: You are achieving the first part of this formula by studying and preparing yourself to be a massage therapist. You will be prepared with top-quality skills!

Opportunity: Opportunity generally comes in two ways: (1) It appears by chance (luck), or (2) It is created. We are going to focus on creating opportunities. Remember, just as you have trained and prepared and learned the special skills of massage therapy, you now need to train and prepare yourself to create opportunities to put those skills to work.

Success: In this career starter guide we will provide you with guidelines for creating opportunities to successfully put your skills as a massage therapist to work.

The key to success is in preparing yourself sufficiently to take advantage of the opportunities that “come your way” (luck) or that you create.

The following is an article that sums up the importance of attitude in our lives.

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Your Self-awarenessOnce you are sure you have a winning attitude, take stock of yourself. Think about the following things:

● Have you clearly identified what you want to do and what you are prepared to do?

● Have you anticipated what an employer or client will want to know about you before hiring you?

● Can you communicate what you want with professional letters? ● Are you prepared to present yourself well in interviews?

Compare the traits of a successful job seeker with those of an unsuccessful applicant:

Unsuccessful Successful

Does the minimum Works as long as it takes

Surprised by interviewer’s Prepared to answer questions interviewer’s questions

Fearful of not getting a position Realizes that selling one’s self is required

Sure that he or she can Eager to improve interviewing skills impress interviewers

Attitude Is The AnswerThe longer I live, the more I realize the impact of attitude on life. Attitude, to me, is more important than facts. It is more important than the past, than education, than money, than circumstances, than failures, than successes, than what other people think or say or do. It is more important than appearance, giftedness or skill. It will make or break a company, a church or a home.

The remarkable thing is we have a choice every day regarding the attitude we will embrace for that day. We cannot change our past. We cannot change the fact that people will act in a certain way. We cannot change the inevitable. The only thing we can do is play on the strength we have, and that is our attitude.

I am convinced that life is 10 percent what happens to me and 90 percent of how I react to it. And so it is with you. We are in charge of our attitudes.

The greatest discovery of my life is that by changing my attitude, I can change my life.

Dr. Charles Swindoll

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Now take time to evaluate your talents and traits by completing the following activities:

● Think of two accomplishments of which you are especially proud. Write a paragraph about each one, discussing the skills and traits that contributed to your accomplishment.

● Next, list personal traits you possess which you feel would be beneficial to an employer or client. For example, are you tactful or well organized? Make a list of at least five traits that you think will help you sell yourself to a potential employer or client.

● Finally, take an inventory of the skills you possess. Think specifically of what you have learned while completing the textbook portion of the Massage Therapy course. Do you have a good grasp of the basics of anatomy and physiology? Are you familiar with the names and actions of individual muscles? Do you understand Swedish and sports massage fundamentals? Do you possess good listening skills? How are your other people skills—can you relate to a variety of personality types and make clients feel at ease? Do you have good stamina; are you healthy yourself? Add your unique talents to this list.

Completing these exercises serves a very useful purpose. It provides a well-planned response to use in interviews.

The Successful Massage Therapist, Up Close and PersonalWhen you began your studies, you read about the qualities important to the success of a massage therapist. It is fitting that you think about these again at the very end of your course.

In general, people do not visit massage therapists because they are feeling totally relaxed and wonderful; they come when there are problems. Your clients may be stressed, tense, have sore muscles, be recovering from injury, suffering from insomnia or experiencing chronic pain. Even a totally well person can get a little nervous or tense when visiting a new massage therapist, since the interactions can take place in such intimate ways.

Given all this, your people skills are crucial. No matter how skilled a massage you give, if you cannot put people at ease from the first moment of contact, you will not be successful. You must be able to really listen to your clients—not just hear their words, but the message they are trying to send through their words. You must be accepting and nonjudgmental, and send your own message that you care. Your positive attitude also is important.

Massage therapy is a complex blend of technical knowledge, physical ability and people skills. You may want to read the quote on attitude again. Your attitude, along with the skills you have mastered in this course, will make or break your practice. Remember mindfulness, the quality of focusing in on the moment? Your clients must feel certain that you are there for them physically, mentally and emotionally.

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Identifying Employment Opportunities

Employment OpportunitiesThere are many employment opportunities for massage therapists. These opportunities come from three primary categories:

● Recreational settings: spa, health club, hotel/resort, beauty salon, cruise ship

● Health settings: chiropractor’s office, medical clinic, hospital, physician’s office, nursing home, hospice

● Private practice settings: homes or offices, chair massage in This guide will aid you in getting a position in a facility such as a chiropractor’s office or health club, if that is the career path you have chosen. However, this guide will also help you develop a private practice, if that is your preference at this point or if you decide to do so sometime in the future.

Identifying Potential Employers and ClientsThe first step in your employment search is to identify potential clients and/or employers.

From the three employment opportunity categories above, you can assemble a long list of potential employers in both recreational and health settings simply by using your telephone yellow pages. You can also begin compiling a list of companies to contact for in-house chair massages. Write down all your ideas.

Take a walk around town and look for other opportunities to provide your services. What other places may be open to chair massages? Be creative. How about that trendy health food store or bath and body shop?

Talk to colleagues, friends and acquaintances about your search. The section on networking will provide additional information to help you. At this point, you should be having fun exploring the wide range of opportunities available. Brainstorm all possible sources—that means, don’t eliminate any individual, business or group of individuals that might be useful to you, either now or in the future. List that wacky option that pops into your head. Remember, the now fairly common corporate in-house chair massage was once a wild and crazy idea!

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Preparing Your MaterialsWhether you are starting your own massage therapy practice and operating out of your home or office or planning to work within the office of a chiropractor or at a health club, you’re going to need to market yourself and your new skills. Marketing means being pro-active about tooting your own horn—there’s no way around it. At first, many of us, no matter how excellent our skills, find this one of the most difficult parts of running a business. But however much we would like our clients or employers to magically appear with no effort on our parts, it ain’t gonna happen.

It is important to approach marketing in a positive way: You have important skills to offer others. You can choose who to target your services to. You can recognize the hidden opportunity unseen by others. You can see the need that your particular practice can answer.

When seen in this light, marketing is actually an extremely creative opportunity to present yourself and the services you offer to the public. So don’t let yourself be intimidated and jump right into the process with us!

The first step in your job search will be to prepare the marketing materials that you will mail and present to potential employers and clients. You should begin working on these items now.

Letter of IntroductionYour letter of introduction will be one of the most important tools you will use in your job search. Prepare a letter introducing yourself and your service to potential employers and clients. You will be mailing this letter along with your business flyer and card to the targeted businesses and offices in your area.

Make your letter brief, business-like and positive. Focus on what you can do for the client. Don’t express any hesitancy in your letter. Don’t announce that you are new to the field. This is very important. Most people scan their mail quickly and make rapid decisions about what they are reading. Contacts will form their first impressions of you from your letter. If you make a point of stating that you are new to the field, the client may form an immediate negative impression. The goal of your letter is to catch the client’s interest and leave a positive impression.

Following are four sample letters.

Follow these examples in developing your own letter. However, do not copy these letters word for word. Instead, write a letter that expresses your personality, following the guidelines above.

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MARY BROWN325 RODEO DRIVE

LOS ANGELES, CALIFORNIA 90010(555) 666-1234

September 5, 20XX

Dennis Jordan, D.C.Oceanview Chiropractic Care2151 Washington Boulevard, Suite 300Los Angeles, California 90026

Dear Dr. Jordan:

I respect the type of practice you have established in Los Angeles and the services you offer to your patients. You clearly are dedicated to the health of the whole person. I am sure that the variety of services that you offer has contributed to your success.I would like to offer my massage therapy services to your office. My background in Swedish and sports massage would complement the chiropractic care you supply. I would be happy to offer you or anyone on your staff a test massage so you can experience the techniques I would offer your clientele.I strongly feel that I could assist you in growing your business and help expand your market, as well as offer your patients the very highest level of therapeutic massage. I am open to discussing the ways in which we could collaborate. I am willing to start part-time or on a trial basis, so you can see how I work.I have enclosed several of my business cards along with a flyer highlighting the services I offer. I look forward to speaking with you.

Respectfully,

Mary Brown

Mary BrownMassage Therapist

Enclosures

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September 5, 20XX

Mr. Dennis JordanDepartment of Human ResourcesExcelerate, Inc.2687 Washington Boulevard, Suite 400Los Angeles, California 90026

Dear Mr. Jordan:

Did you know that by including a weekly 15-minute employee massage as one of its benefits, the Calvert Group (a Maryland investment firm) reduced its employee turnover rate from the industry norm of 20 percent to 5 percent? Or that other companies have reported improved employee health and morale as a result of on-site massage? These results are not atypical—more and more companies are realizing the advantages of providing this low-cost perk to their employees.Wouldn’t you like your company to share in benefits like these also? I own a massage therapy business in this area, and I am writing to offer my services to you.I have enclosed a flyer highlighting my services, along with some of my business cards. Please feel free to give my cards to any of your colleagues who might be interested in my services.Massage programs can be designed to fit any size or type of company. I would be happy to meet with you to discuss any questions you may have. I look forward to hearing from you.

Sincerely,

Mary Brown


Enclosures

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September 5, 20XX

Dennis JordanHi-Plains Fitness Center2881 Washington BoulevardLos Angeles, California 90026

Dear Mr. Jordan:

I recently visited your facility and was most impressed. You have a wonderful variety of high-quality equipment, supported by an extremely knowledgeable and personable staff.

Have you considered adding massage therapy to the excellent services you offer? I own a massage therapy service and am sure that my knowledge of Swedish and sports massage would be of great benefit to your clientele, especially after they have finished an intense workout.

There are a number of different ways we could collaborate in offering a service like this. I would enjoy the opportunity to explore these with you. Enclosed are several of my business cards along with a flyer highlighting the services I offer. I look forward to hearing from you.

Yours truly,

Mary Brown


Enclosures

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September 5, 20XX

Dennis JordanCassiopeia’s Chair2582 Washington BoulevardLos Angeles, California 90026

Dear Mr. Jordan:

I recently visited your salon and was very impressed. Your staff is friendly and knowledgeable and put me at ease immediately. I was especially interested in the three-hour makeover/get-away you offer.

I am a massage therapist, and I know how even a 15-minute massage can improve a person’s outlook. Have you considered adding massage therapy to this get-away? Your patrons will enjoy the extra pampering, I’m sure, and will return to the “real” world both relaxed and energized.

I have enclosed several of my business cards along with a flyer detailing the services I offer. There are a number of different ways to handle a business arrangement of this sort. I would enjoy the opportunity to meet with you to discuss the best options for your business.

Sincerely yours,

Mary Brown


Enclosures

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Business CardsA business card is an excellent tool for promoting your business. It enhances your professional image and is a convenient way to provide your clients with your name and telephone number. However, a business card is far more than a piece of paper with a name, address and phone number on it. When done well, your card makes an impression, establishes your credibility and lets you stand out to prospective clients. Business cards are not expensive, and you can start by ordering the minimum number.

Below are some sample business card styles. You can use a style similar to these or create your own business card. You’ll want your card to be simple and professional looking. Don’t design a card that appears cluttered or is hard to read because of fancy typestyle. If you decide to use a graphic, make sure it is one that sends the message you want. Remember that an effective business card should draw a second glance.

Several companies design business cards specifically for the massage therapist. For example, see www.watercolorscards.com.

THERAPEUTIC MASSAGE

Healing, Wellness, Revitalization

YOUR NAME PHONE#ADDRESS

YOUR NAME

Stress Reduction Revitalization Increased Wellness

PHONE #

Professional Massage Therapist

Your NamePhone #

In Good HandsMassage Therapy

Swedish Sports

sports Swedish

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Brochures and FlyersYour business card will serve as an excellent introduction to and reminder of the services you offer. However, you will also want to prepare a brochure or flyer that expands on the limited information given on the business card. The effective flyer or brochure allows clients to “meet” you and understand your services in more detail.

You might include business policies, rates, special skills, testimonials from previous clients and any special accomplishments. Be sure to list the complete services you offer and how these services will benefit clients. Although it need not be fancy, the physical appearance of the flyer or brochure should catch the eye, perhaps with a graphic, photo, interesting headline, or unusual color. Unlike advertising for some services (think of yard work or an errand service, for example), the marketing materials you put out for your massage practice must look more than professional, they must also look welcoming, attractive and reassuring.

Be sure to include a phrase that calls the potential client to action; for example: “Why wait? Call 555-3366 for an appointment today!” or “Questions? Call 555-3366 for further information.” If you wish to add a special on your flyer, you might include something like, “FREE 15-minute massage for all new clients!!” or “Complimentary 15-minute session for new clients.”

A good brochure or flyer will:

● Be attractive ● Include an exciting, attention-grabbing headline ● Identify target audience’s problem/need ● Give solutions for that problem/need ● List available modalities (Swedish, chair, length of massage, etc.) ● Establish credibility (both your own and also that of massage therapy as

a profession) ● Give your name, phone number and address (include location map,

if necessary) ● Include a call to action

You can order pre-printed massage brochures from several companies. See, for example, www.info4people.com.

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RésuméPrepare a résumé to take with you to your interviews, even though it may not be needed. Since you are new to the field, your résumé may not be your best selling tool. It is more important for you to focus on what you can do for the business considering hiring you. Remember, YOU DO have the skills to do this work. What is important is that you get to show these skills to your prospective employer. Nevertheless, an interviewer may want to review your previous work history, and a résumé is a professional-looking, concise way to summarize your training, credentials and past employment. Always be ready to provide a prospective employer or client with your résumé if requested.

Your résumé should present information that supports your career goal or professional objective. Remember, you want to show that you are the right person for the job. Your paid work experience will likely be less important in this regard than your unpaid, career-oriented experience. Experts recommend that you do not list unpaid experience under a title such as “Volunteer Work.” This is not deceptive—whether or not you were paid, you performed the work and were productive. For similar reasons, you should now get into the habit of referring to your practice clients as “personal clients.” Be prepared to use some of these personal clients as references.

Tips on Preparing Résumés1. Keep it short and simple.

2. Limit it to one page if possible.

3. Capitalize section headings.

4. Use bullets or asterisks to separate one item from another.

5. Avoid writing in paragraphs.

6. Keep sentences short, preferably under 12 words.

7. Stress accomplishments and achievements.

8. Always include a career or professional objective.

9. Do not list names of personal references on the résumé.

10. Use standard 8.5” by 11” paper.

11. Keep one-inch margins on all sides.

12. Single space within sections.

13. Double space between sections.

14. Proofread for errors.

15. Choose white, ivory or gray paper.

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Action Words for RésumésStart sentences on your résumé with words that show action and achievement. The following list of words should help you write a résumé that describes your talents well.

achieved administered analyzed arranged

controlled coordinated created designed

developed directed established executed

experienced formed increased managed

operated organized performed planned

prepared reorganized solved wrote

Resources for RésumésBooksGreene, Matthew. Winning Résumés. Plume, 1994Marino, Kim. Just Résumés. John Wiley & Sons, Inc. 1997Marino, Kim. Résumés for the Health Care Professional. John Wiley & Sons, Inc. 2000Yate, Martin. Résumés That Knock ‘Em Dead. Adams Media Corporation, 2000 Websiteswww.serviceleader.org/advice/resume.htmlhttp://resume.monster.com/dosanddonts/bestresumes

ReferencesList at least four professional references on a separate page. Include name, address, phone number and position (e.g., supervisor, business owner, banker). Some of these should be people who have actually received a massage from you. If these are people you worked on during your course of study, use the term “personal clients” instead of “practice clients.”

Always get permission from sources before listing them as references. It is also important to make certain that a person will give a positive report about you before using his or her name as a reference. Be prepared to leave a copy of your references at the time of the interview.

Letters of RecommendationIt is important whenever possible to assemble some letters of recommendation from clients or employers you have worked for or from others you know in the field. Again, it is a good idea to include your massage “personal clients” here.

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Mary Brown325 Rodeo Drive

Los Angeles, California 90010(555) 666-1234

OBJECTIVE: To use my skills and training as a massage therapist to aid individuals in pain management, stress relief, revitalization and general wellness.

WORK HISTORY

October 2001 to Present Massage Therapist

A&B Hair Dynamics, Santa Monica, California. Provided therapeutic massage to salon clientele.

June 2001 to Present Bookkeeper

John Doe Enterprises, Santa Monica, California. Prepared accounts receivable, accounts payable

and payroll.

August 1995 to October 2001 Sales Associate

J. C. Penney Company, Santa Monica, California. Assisted customers with purchases, maintained inventory and cash management.

EDUCATION

October 2002 Graduate Massage Therapy U.S. Career Institute Fort Collins, Colorado

Emphasis in Swedish and sports massage techniques, contraindications, fundamentals of Oriental bodywork philosophy and anatomy and physiology.

June 1994 Diploma West Valley High School, Los Angeles, California

REFERENCES AVAILABLE UPON REQUEST

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MARY BROWN325 Rodeo Drive

Los Angeles, California 90010(555) 666-1234

CAREER OBJECTIVE: To use my skills as a Massage Therapist to assist people to move towards better health and well-being.

SUMMARY OF QUALIFICATIONS

• ExpertiseinSwedishandsportsmassagetechniques • Excellentinterpersonalskills • Stronggraspofanatomy,physiologyandkinesiologyconcepts

WORK HISTORY

2001-present Massage Therapist A&B Hair Dynamics, Santa Monica2001-present Bookkeeper John Doe Enterprises, Santa Monica1995-2001 Sales Associate J. C. Penney Company, Santa Monica

EDUCATION & TRAINING

Graduate, Massage TherapyU.S. Career Institute—2002Fort Collins, Colorado

West Valley High School—1994Los Angeles, California

PROFESSIONAL ORGANIZATIONS

Member, American Massage Therapy Association

REFERENCES AVAILABLE UPON REQUEST

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Contacting Prospective ClientsEmployment counselors estimate that only 20% of all job vacancies are advertised. This means that if you respond only to advertisements, you will miss four out of five job opportunities that are available to you! So once you have prepared your materials and are ready to begin your job search, we suggest that you:

Send Letters to Recreational SettingsUsing the list you created under the section entitled Identifying Potential Employers and Clients, prepare your letters of introduction for spas, salons, hotels, resorts and the like, if you haven’t already. Consider visiting the premises, if possible, so that you can tailor your letters to the specific sites. Remember to include several of your business cards and a flyer with each letter.

Send Letters to Doctors’ OfficesAgain using the list you created earlier, mail your letter of introduction, along with several of your business cards and a flyer, to doctors, chiropractors, hospices, clinics and other health care settings you identified.

Send Letters to Potential Corporate and Retail Clients Again, it might be helpful to visit the premises of some of the businesses you identified in this category. You can then tailor your approach to the specific setting. You also might be able to fit your services to a particular business event, such as “Employee Appreciation Week” or “Health and Safety Month.”

Please note that although we have included sample letters in this supplement, it is important that you send letters that reflect your own skills, interests and personality. You also should make every effort to send each letter to a person, not to a position and definitely not “To whom it may concern.” This likely will mean that you will need to get the names of human resource managers for larger companies, office managers for doctors’ offices and owners of smaller businesses like salons. You can usually achieve this with a simple phone call to the business.

Although it is important that you do these mailings, do not expect a big response to your letters. These are merely the first step in gaining name recognition, and the letters pave the way for your second contact, the follow-up phone call.

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Make Follow-up CallsYour letters should be followed up within a week or ten days with a phone call to the office or business. Ask to speak with the person to whom you directed the letter. Explain that you are calling to make sure your letter was received and to inquire about the business’s interest in massage therapy services.

It is very important that you exude confidence and professionalism when you make your follow-up calls. Don’t say that you are brand new to this field. Think of yourself and present yourself as a massage therapist.

It is only natural for prospective clients to feel less than confident about someone who is new to a field. This is true in all professions. So it’s up to you to leave the right impression. If you present yourself properly, no one will question you about your qualifications or experience. If they do, it is because you have somehow conveyed uncertainty or inexperience. Remember to focus on what you can do for the office or business; you are the one with the therapeutic massage skills, and you are the one who has seen the opportunity that office or business presents.

Here’s an example of what you might say to a potential corporate client:“Hello, my name is ____________, and I run a massage therapy service in this area. I’m calling to see if you received my recent letter.” (If the person did not receive it, offer to send another and then go on with this question.)

“Did you know that many companies, such as Boeing and Reebock, have found that offering their employees massages as a perk results in fewer headaches, backaches and fatigue? And that other companies see improved morale and retention rates as a result of weekly 15-minute massage sessions? Have you ever considered including a similar benefit for your employees?”

When your corporate contacts seem interested or have questions, you may want to offer them a short, complimentary session so that they will know what you offer. They may then be likely to refer patients or clients your way even if you do not succeed in establishing a practice in one of their facilities.

If the contact expresses interest in your services, set a convenient date and time for an interview. If your services are not currently needed, suggest the contact keep one of your business cards for future reference and pass the others along if he/she hears of someone needing massage therapy services.

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Canvass Offices and Other BusinessesAn alternative to letters and phone calls is to canvass the offices and other businesses that you have identified as potential clients. By making a personal appearance at the office of a chiropractor, for example, you are much more likely to be remembered. You should speak with the office manager or human resources person if possible and leave your card and flyer. Don’t ask to speak with the chiropractor since you don’t have an appointment. If the contact indicates an interest in your services, set up an appointment to speak with him or her further.

Track ContactsKeep complete records on all potential clients you contact. Track the date you mailed your letter and flyer, the date of your follow-up phone call and the dates of any other contacts. Keep a record of what was said or accomplished through each contact. A complete record of contacts with potential clients will enable you to organize your marketing efforts and track your progress.

Advertise Your BusinessUnfortunately, massage therapy carries sexual overtones for many people. Because of this, you must be careful where and how you advertise your services. Even ads taken out in a small, local newspaper can result in unwanted (and sometimes dangerous)calls.

Trade PublicationsChoose your targeted audience and aim your advertising to those people. You can advertise in trade publications for spas, health clubs, medical associations and chiropractic associations. Your library can help you find such publications. If you are interested in reaching corporate or retail clients, try an ad in your local Chamber of Commerce publications. See the following sample ad for a chiropractic trade journal.

Therapeutic Massage —Increase the comfort and speed the healing of your patients through therapeutic massage. Massage therapist willing to work on-site at your office or out of home. Call Nick Salzano— (555) 444-3333

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Posting FlyersFlyers can be posted and business cards left at most of the above organizations (with permission, of course) as well as at weight-loss centers, sports clubs, personal growth centers and the like.

There are also advertising opportunities available on the Internet, where you can list your name in massage therapist databases so that people who are looking for a massage therapist can find you there. You can visit the following sites for information:

www.amtamassage.org/jobnet/home.htmlwww.massagedirect.com/directory.htmwww.massageresource.com

In addition to listing your own information, the Internet can also help you find jobs posted by employers looking for massage therapists as well as already existing massage therapy businesses for sale. See, for example:

www.spajobs.comwww.healthcarejobstore.comwww.doi.gov/octc/generjob.html (this has links for searching the private sector)

Get Out at Public EventsOne excellent way to achieve name recognition is to get out into the public eye and actually demonstrate your skills. You can rent a massage chair and offer massages at festivals, street fairs, company events, health and wellness exhibitions, athletic events … don’t hold your imagination back here. These massages can be free or offered for a small fee. You may want to set up your booth on your own, or you may decide to connect with another business to share the cost (if any) of exhibiting. You should be able to find willing collaborators, since a free or low-cost massage is a great way to draw people to an area. However you arrange it, be prepared with a large numbers of flyers and business cards, and be prepared to talk to potential clients and employers of all types.

NetworkNever be caught without a business card! Tell everyone you meet that you are a massage therapist. Even if they do not need your services, they might know a professional or a business that does. Remember to network. You can read more about networking in Part 3 of this guide.

Plan to use all of the above job search techniques. Don’t just use one approach. Once you have located an employer or business that needs your services, your next step will be to meet for an interview.

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InterviewingThe interview is often the most critical step in the process of getting a job or signing up a client. Although every interview won’t result in a job, every interview will be of value to you, since there is value in the interview experience itself. It will help you prepare for subsequent interviews and provide possible leads. It also can help you identify the types of employers, clients and positions that are not a good fit for you.

Once you have set up an interview appointment, there are several final steps that you should take. Here’s a checklist of things to do to prepare for your interview.

Interview Preparation ChecklistPrepare and Reorganize Your Interview MaterialsYou should prepare and organize several sets of your promotional materials, including your business card, flyer, résumé and any letters of recommendation you may have.

1. Review your materials for accuracy.Remember to check the accuracy of your materials very carefully. These documents represent you. Check to see that your printed materials have no typos, are correct in format and have proper headings, capitalization and punctuation.

2. Prepare several sets of your materials.Organize each set of material into a packet or “press kit.” Stationery stores sell pocket jackets that work well for this. Make at least four sets of your materials for each interview. This will ensure that you have a copy for each person you meet with as well as a copy for yourself. In addition to your press kits, bring along an ample supply of business cards.

3. Get organized.When you go to an interview, have a place for everything and everything in its place. It is wise to carry a briefcase or portfolio (preferable with compartments) that will hold the material that you will take to the interview. Separate papers should not be showing or sticking out.

Organize your own copies and materials in your portfolio so that you can find what you need quickly without fumbling through or looking for certain papers.

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Prepare a List of AdvantagesWhether your meeting is with a chiropractor to discuss setting up your practice in his or her office, with a health club manager, or with a corporate executive, prepare a list of the benefits you can provide to the prospective employer or client. Your list should be prepared well in advance of your appointment, and you may need to research the issues relevant to each employer or client.

For example, if you were approaching a nursing home, you could come armed with research-proven facts like some of the following:

● Massage can enhance the immune system. ● Cancer patients report that massage reduced anxiety, tension, pain

and depression. ● Massage can lower blood pressure. ● Massage can stimulate the brain to produce endorphins, the brain’s

natural pain control. ● Back massage, as an alternative or adjunct to pharmacological treatment,

is a clinically effective nursing intervention for the promotion of sleep.

And then, of course, there are benefits for the nursing home workers themselves, should massage be offered to the staff. These benefits, which would apply to any corporate client, can include reduced stress and tension, improved circulation and enhanced immune systems. You can point out that workplace stress statistics indicate that 40 percent of employee turnover is due to job stress and that 60 to 80 percent of industrial accidents are due to stress.

Finding selling points like these is easily accomplished over the Internet, either from your own home or from your local library.

Prepare a List of Questions and Items for DiscussionPrepare some questions for the interview that will give you extra information about the office or business you might be working for. For example, if you are interviewing at a doctor’s office, you could ask if there is a subspecialty of medicine the doctor practices and how many patients are seen. If you are meeting with the owner of a hair salon, you could ask about the number of patrons seen in a day, as well as their average age and gender. If you are meeting with the head of a manufacturing company, you might want to know how long a typical shift lasts and what kind of actions the employees perform. (If you do contract with the company, you might ask to actually see the assembly line.)

Questions like these do not simply give you needed information. They also send the strong message to the interviewer that you are interested in that particular, unique office or business and that you do not intend to apply a rote solution to its unique needs.

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Practice Answering QuestionsIt is a good idea before your interview to write out the most likely questions that you will be asked. Think of how you will respond to them in ways that will show off your unique training and experience. Include all potentially embarrassing, controversial or negative questions and have a good answer for even those things you hope no one will ever ask. It is important to be familiar with your answers, but please don’t memorize them, as they may sound scripted. It is a good idea to have someone practice asking you these questions so that you feel comfortable answering them based on the key points you want to make.

Plan What You Will WearGenerally, you will want to dress conservatively, neatly and in a business-like fashion for your interview. Women should wear nice slacks or skirts and blouses. Men should wear slacks, shirt and tie. Your clothes don’t have to be expensive, but they do need to be clean, pressed and in good repair. Your hairstyle, jewelry and other accessories should also be conservative and simple. Do not wear strong perfumes or shaving lotions. If you have offered a trial massage at the time of the interview, be sure to wear clothes you are able to work in.

Prepare to Arrive EarlyArrive ten to fifteen minutes before your scheduled appointment. To do this, know in advance where you are going, how to get there and where you are going to park. You may want to drive to the location in advance to see where the office is, where you can park and how long it takes to get into the office.

How to Conduct a Successful Interview

Your Personal PresentationIn Communicating for Results, Cheryl Hamilton and Cordell Parker describe three basic communication methods, which they call codes, and they give the impact of each in terms of percentages:

Language: The words used in speaking or writing comprise 7% of the impact that you make on others.

Paralanguage: The way in which words are spoken, i.e., the tone or pitch of the voice, rate of speed, accent, inflection, volume, represents 38% of the impact.

Nonverbal: The intentional and unintentional look and appearance conveyed, including dress and body language, comprise 55% of your impact. Nonverbal communication has the biggest impact.

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The authors further state that “To communicate effectively, the sender must communicate the same message through all three codes.” If messages are conflicting, the nonverbal message will be the one that is received, since it has the strongest impact.

Your Arrival at the OfficeYou have arrived early for your interview, are dressed professionally and have your materials prepared. You are ready for your interview! If you have prepared business cards, present one to the receptionist or whoever initially greets you.

While you are waiting in the office to be called for the interview, there are three things you can do to help your cause.

1. First, get into a relaxed and pleasant state of mind. Tell yourself that you are confident about your appearance, you are alert and able to answer any questions satisfactorily. Think positive thoughts.

2. Second, scan the materials you have brought to make sure that you have what you need and that everything is in order.

3. Finally, casually observe the goings-on in the office. Comments that you hear may give you clues as to how your services will be able to help the office. This type of information will help you during the interview.

Your big moment—when you are asked to enter an inner office for your interview. Have a pleasant look on your face, with a ready smile and greeting.

Have a clean note pad ready so that you can make notes on important points in the interview—record the names of the important office contacts. Don’t trust your memory! Make notes of any important details that you want to remember or will need to refer to later.

Begin by presenting your business card to each interviewer after you are seated. Have your flyer ready, but don’t present it until you are asked about your services.

Find out, as precisely as you can what the needs of the office are. That, after all, is why you have been granted an appointment—to see if you can help to fill their needs. Thus, statements you make or questions you ask should relate to the client’s needs, which you feel you can meet.

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How to Answer QuestionsAs you begin to answer questions, it is very important that you listen carefully to the questions asked and answer these questions precisely.

Sit in your chair relaxed, but with erect posture and your shoulders just slightly forward. This way you will appear alert and relaxed. Here are some tips for answering interview questions:

1. Always word your answers in a positive way. Avoid negative statements. Tell the interviewer what you can do, not what you

can’t do. Reword the question when necessary.2. Keep your answers short but complete—avoid lengthy explanations.3. Keep the discussion businesslike—don’t get into personal problems

or details.4. Elaborate beyond “yes” or “no.” 5. Be positive and speak with enthusiasm and conviction.

Ask Some Questions of Your OwnIn addition to being ready to answer questions, don’t forget to ask questions you have prepared.

Don’t be afraid to take the lead in the conversation if necessary.

Never forget that you are a highly trained professional with a valuable service to offer. You are not just “looking for a job.” The interview is a two-way interaction.

Items for DiscussionIn order to determine if your needs and those of the client match, be sure to discuss the following:

1. Amount of work Ask the interviewer about the potential clientele using your services. For

example, if you are speaking with a chiropractic office, ask about the number of patients likely to be referred to you; at a health club or resort, ask about its total number of customers. Be careful not to promise more than you can deliver—set your workload at a comfortable level for yourself. You can always take on more work later. Remember that 40-hour work weeks are not realistic for massage therapists. When the American Massage Therapy Association surveyed its members, it found that those who considered themselves full-time averaged 24 hours of massage weekly.

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2. Facility and Office Arrangements Will the office staff take care of scheduling, billing and account collection?

Will the facility supply the linens? If so, will they launder them also? Will your space be your own private space, or will others have access to it?

3. Financial Arrangements Will you be an employee of the business? If not, will you pay rent to the

facility for your space? Or perhaps split your fees or give a percentage of your earnings? Amounts shared with the facility will vary dramatically depending on the level of clerical and other support you receive.

4. Insurance If you will be an employee, will you receive health insurance for yourself and

liability insurance for your practice? If you are not an employee, will the office liability policy cover you?

If You Are Successful, Finalize the DetailsNo matter what your agreed-upon arrangements may be, it is important to orally repeat and verify them at the end of your meeting and then to get them in writing. People can remember the same event quite differently, and it will save many headaches down the line if all the provisions are in black and white.

Following Up

Send a Thank-you NoteAs soon as you get home from your interview, send out a thank-you note to the person with whom you interviewed. Thank the interviewer for his or her time and for the opportunity to discuss your services. This is a nice professional touch. Even if you don’t get the position or arrangement you desired, you will be remembered—maybe for the next one.

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ConclusionThe job search steps outlined in this employment guide have worked for many graduates before you—and they will work for you, but only if you take action!

Here’s a summary of action steps you should take:

1. Identify employment opportunities.

2. Prepare your promotional materials.

3. Send letters to potential clients/employers.

4. Make follow-up calls.

5. Canvass offices.

6. Advertise your business.

7. Network.

8. Go on interviews.

9. Follow up after your interviews.

10. Continue to follow these steps until you have all the business you want.

11. Enjoy your new career!

Part 2: Professional Developmentand Continuing Education

Professional DevelopmentSuccess as a massage therapist probably has different meanings to different people, but most therapists would probably agree that their success includes some or all of the following:

● Fair income and benefits appropriate to training and skill levels, based on job responsibilities and amount of massage therapy experience

● Appropriate equipment and supplies to enable them to do their work accurately, efficiently, safely and comfortably

● Access to people and materials that provide opportunities for: � Professional development (access to new developments and

trends in the field) � Involvement in the development of professional massage

therapy guidelines and standards � Continuing education � Association with other massage therapists

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● Respect and recognition as a professional ● Availability of other resources that generally support and promote the

ability to be effective in the massage therapy fieldNo matter what your profession, staying current with the most recent information, having somewhere you can go for support for work-related questions, and simply finding other people with common experiences and concerns is extremely valuable. If you are self-employed and working from home, association with other professional massage therapists is particularly important. In the health care world, where everything changes so quickly, developing and maintaining professional relationships with others in your field is essential.

Professional OrganizationsOne of the best ways to develop and maintain relationships is by joining or having access to information from at least one of the major massage therapy organizations. The ideal approach would be to join a professional organization whose primary focus is massage therapy and to regularly stay in touch with what other professional organizations devoted to health care or massage specialties are doing.

Following are a few of the professional organizations you might find valuable as you begin your massage therapy work.

American Massage Therapy Association (AMTA) 820 Davis Street, Suite 100 Evanston, IL 60201 (847) 864-0123 www.amtamassage.org Offers a locator source and publishes Massage Therapy Journal.

Associated Bodywork and Massage Professionals 1271 Sugarbush Drive Evergreen, CO 80439 (800) 458-2267 www.abmp.com Publishes Massage and Bodywork magazine.

Hospital-Based Massage Network c/o Rocky Mountain Massage Network 5 Old Town Square, Suite 205 Fort Collins, CO 80524 (970) 407-9232 www.HBMN.com

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Magazines and Newsletters Massage Therapy Journal Published by AMTA

Massage and Bodywork magazine Published by ABMP

Massage Magazine 1636 West 1st Ave., Suite 100 Spokane, WA 99204 (800) 533-4263 www.massagemag.com

Pulse Published by International Spa Association 2365 Harrodsburg Road, Suite A325 Lexington, KY 40504 (888) 651-4772

As a member of a professional massage therapy organization, and by regularly reading professional journals and articles in your field, you can find out:

● What kinds of changes are occurring in the health care field in general and massage therapy in particular

● How other massage therapists are adapting their practices to accommodate these changes

● If and how policies, procedures and laws are changing in light of new technologies

You can contact one or more of these organizations directly for information about specific questions you have or support you might need in your own massage therapy practice. You can also provide input and become a part of the efforts to develop and revise policies, procedures and laws that affect the massage therapy profession.

It is also a good idea to join one or more of your local business organizations, such as your Chamber of Commerce, to enhance your visibility in the community.

Continuing Education The commitment to continuing your massage therapy education should be one you make for as long as you plan to work in the field. That education can be both formal and informal. Here’s where professional organizations and publications play a role again. Most professional organizations offer a variety of training and educational opportunities through seminars, workshops and more extensive courses for which you can receive continuing education credit.

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This course has provided basic massage skills, enabling you to begin your career in many different settings. Someday you may decide to further your training by learning a specialty, such as neuromuscular therapy or deep tissue therapy. Or you may decide to specialize in a particular population, like athletes, the elderly, or pregnant women.

The resources for your continuing education are many and varied. You might decide to become an apprentice to someone already working in the technique or with the population you are interested in. For further information on becoming an apprentice, see that section in Part 3 of this supplement. You also have the option of attending a school that concentrates on a particular specialty. You can access lists of massage schools at several Internet sites, including:

www.worldwidehealthcenter.net/masassocamern.htm

www.aboutmassage.com/massage-schools.htm

Part 3: NetworkingWhy Network?

You and your best friend decide to take up tennis. Neither of you has ever even held a tennis racquet before, but your friend watched part of the Wimbledon championships once, way back when Bjorn Borg beat John McEnroe.

So how are you going to learn to play tennis? Sure, you and your friend can go hit balls on a tennis court—assuming you can find racquets and balls. Your friend’s TV “experience” may even help somewhat. But if you are really interested in learning the correct way to play, you’ll seek expert help. And once you’ve learned the basics, you will find that playing against people who have more skill and experience than you do is an excellent way to continue to learn—even if you’re not the next Serena Williams.

You have learned a lot about massage. But no course can anticipate and address every single situation you will find yourself in as a working massage therapist. You need professional resources, both from within and from outside the massage community, to help you develop your confidence and your practice.

These resources can be developed by networking. Although the word may sound a little intimidating, the concept is actually very simple. All of us network to some extent in our daily lives. When the pipes in your house burst last winter and you called up your sister to get the name of a good plumber, you were networking. When your neighbor called you to see if you knew the names of people who would be good on the neighborhood watch committee, she was networking.

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ReferralsYou can get referrals—new clients—by networking. Yes, it’s nerve-wracking to ask people to help you build your business. But it’s better to gather your courage and ask than to go out of business.

There are three primary parts to a referral:

● Asking—You have to ask people to give you referrals. Your existing clients know many people and are an excellent source of referrals. But don’t be afraid to call other professionals, such as therapists, chiropractors, dentists, physicians—even hairdressers hear a lot of people complain about stress! You will need to demonstrate your skill—perhaps with a treatment—and present yourself in a professional manner.

● Acknowledging—When you get a referral, be sure to thank the person it came from. Treat that referral carefully; for example, if a doctor refers a patient, be sure to consult with the doctor about the goals for the client and why the doctor recommended you.

● Paying back—Reward people who refer clients to you. A client who refers someone might receive a discount on one massage that year. In the case of another professional’s referral, you can use that person’s services yourself and refer your clients back to that person, when appropriate.

Beyond Referrals: Other Reasons for Networking Referrals are just one reason for networking. Think of it this way: Networking gives you a community to belong to. Members of a community help each other and watch out for each other.

Networking with other massage therapists and people in related professions can give you an important source of clients and help you review ways to keep your clients and yourself safe and healthy. You can also pick up crucial tips about running a small business, which is a skill in itself.

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Suggested Steps and Guidelines for Networking1. Who Do You Know?

Think about all the people you know who may be able to help you find employment opportunities or contacts in the massage therapy field. This network group may include family and friends. Consider people who are doing what you would like to be doing as well as people who have encouraged you in your career or business. Don’t underestimate the possibilities—one of these contacts may know someone who can inform you of job leads or introduce you to a potential employer!

Here is a list of potential contacts:

Family Friends

Neighbors Acquaintances

Co-workers Insurance agents

Bankers Business owners

Former employers Doctors/Dentists

Other massage therapists

List 10 people you know who may have information about the massage therapy field or who may be able to help you find someone with that information:

1. Name: ___________________________________________________________________ Phone Number: _________________________________________________________________ Address: __________________________________________________________________ ___________________________________________________________________________

2. Name: ___________________________________________________________________ Phone Number: _________________________________________________________________ Address: __________________________________________________________________ ___________________________________________________________________________ 3. Name: ___________________________________________________________________

Phone Number: _________________________________________________________________ Address: __________________________________________________________________ ___________________________________________________________________________

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2. Start Building Your NetworkNow you are ready to start building your contact network. Inform everyone on your network list that you are a massage therapist and are looking for a position or information that will help you find a position. Tell them about your career goals, background, skills and desired work environment (home, spa, etc.).

Most people will be willing to give you any information or contacts they have. If one of your network contacts gives you the name of another contact, follow up by calling the new contact. If the new contact is not currently aware of any jobs, ask him or her to keep you in mind for any openings he or she hears about. Also ask the new contact if he or she knows anyone who might have further information and/or acquaintances who may be able to help you. Each time you make a new contact, you are building your network.

Always exchange business cards when you meet someone new in the networking process. You never know when that person may be able to pass along your card to someone in the massage therapy field or to a physician’s office that is looking for a massage therapist.

Start keeping a network contact file. U.S. Career Institute recommends that you use 3” x 5” index cards to keep track of all the contacts you make. A sample network index card follows.

Name: ___________________________________________________________________

Type of Business: __________________________________________________________

Address: __________________________________________________________________

__________________________________________________________________________

Phone Number: __________________________________________________________

Referring Party: ___________________________________________________________

__________________________________________________________________________

Date of Contact: _________________________________________________________

Outcome: ________________________________________________________________

__________________________________________________________________________

__________________________________________________________________________

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3. Develop a Script for Networking by TelephoneThe telephone is a useful tool in the networking process. When you call a new network contact, be aware that he or she is busy. The new contact will most likely be willing to speak to you, but it is still important to be brief and to the point. Write a brief introduction script for your telephone call. Following is a sample script.

“My name is ______, and _______ gave me your name and suggested that I talk to you. I am a massage therapist. I am contacting you to see if you have any information on positions in the local area, or if you know of anyone who might be able to provide advice or information to help me.”

Practice saying your script to a friend, so you can avoid sounding as though you are reading it when you make your actual calls. Ask your friend to give you feedback on how you sound. Being prepared will help you feel more confident and make your actual network calls much smoother.

Make your calls! Remember that you have lost nothing by calling a new contact. At the very least, you have gotten practice at making a network call.

4. Networking by MailIf you have a long network list or are seeking a position in another city, you may choose to make contact through the mail. Just like networking by the phone, you will want to use a letter to introduce yourself to a potential contact who might have information about job openings or who could refer you to someone else who has the information.

Your letter should be neatly typed on letterhead. Make sure you list your telephone number on the letter, so the contact can call you if desired. If you have an e-mail address, you may want to include that. As with networking by the telephone, your letter should briefly state your purpose for writing.

Note: U.S. Career Institute advises that you do not include your résumé with the letter because you are networking, not applying for a job.

Remember to customize your letter to your situation. If you are looking for a job in another city, it may be more practical to “meet over the phone” instead of trying to make an appointment to meet a contact in person. In any case, always make a follow-up call on the day stated in your letter. Another option to setting up a phone call is to ask the contact to write you back with any information he or she feels may help you.

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YOUR NAME Your Address City, State, Zip

Date

Ms. Jane Smith J. S. Massage 2001 College Drive New York, NY 14322

Dear Ms. Smith:

Kelly Jones gave me your name and address and recommended that I contact you for information and advice about my career plans.

I have recently completed a training program in massage therapy and am seeking a position in the massage therapy field. I would appreciate any information you could provide regarding the employment outlook for massage therapists.

Could we arrange a time to meet and discuss this further? I will call you on Tuesday, May 15, to arrange an appointment with you.

Sincerely,

Your Name Massage Therapist Your Phone Number

Possible Outcomes of NetworkingA. The contact says he or she cannot help you. While this is disappointing, it is

not a personal attack. Keep in mind that salespeople encounter an average of nine “no’s” for every one “yes.” Your networking efforts will have much better results than a salesperson’s efforts. End the conversation by thanking the contact for his or her time and by asking the contact to keep you in mind if he or she does think of someone or something that might help you.

B. The contact says he or she can tell you the names of other people who may be able to help you. In this case, make a note of the individuals, including names and phone numbers to add to your network list. Send a thank-you note to the contact in appreciation for the valuable assistance.

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C. The contact says he or she can help you with the information you are looking for. In this case, suggest a date, time and place to meet with the contact to discuss the information and advice he or she has to offer. Although the discussion normally will not take more than thirty minutes, feel free to offer to take the person to lunch if you would like more time to talk with him or her. During the meeting, be sure to use some of the informational interviewing techniques, which are discussed in this guide.

Ten Tips for Networking SuccessSource: Dee Helfgott, MPA

1. Know exactly what you want from others.

2. Be positive!

3. Talk to strangers.

4. Share information.

5. Don’t ask too much at one time.

6. Follow-up on the leads you have been given.

7. Respect confidentiality when requeste d.

8. Value your network contact’s time—be brief.

9. Continue networking even after you have found employment.

10. Build networking into your everyday life.

Informational Interviewing

What Is Informational Interviewing?Informational interviewing is an excellent tool for gathering information that can help you achieve your goals. The process involves writing questions you have about employment in the massage therapy field, finding a massage therapist who is willing to be interviewed and using the information given by the massage therapist to prepare yourself for employment interviews.

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What’s in it for Me?Informational interviewing allows you to better understand the hiring demands and various work settings in the massage therapy field. You have already trained for your goal; now you want to prepare for a successful position. If you are to be competitive, you must be confident and knowledgeable about what is currently happening in massage therapy in your community.

Remember you want to obtain information that will better equip you for employment interviews in the near future. Do not anticipate the possibility of a job using informational interviews.

Suggested Steps for the Informational Interview1. Define the desired information: Write open-ended questions that address

your concerns and needs. An open-ended question requires an explanation, not just a quick yes or no answer. Sample questions, which might assist you, are included at the end of this section, but you should also write questions that you personally want answered.

2. Select an appropriate resource: Find a massage therapist who has experience working in the type of environment you wish to work in (home, health club, chiropractor’s office, etc.). If you plan to specialize in a certain field, try to find a massage therapist in the same field.

3. Initiate the contact: After choosing the massage therapist you wish to interview, initiate contact by written request or phone. Tell him or her your name and purpose for writing or calling. If applicable, be sure to mention the referring party in your introduction. Ask the therapist for a brief meeting at his or her convenience and specify the amount of time you are requesting (usually 15-20 minutes, depending on your questions). Be flexible and polite.

4. Review your questions: Review your questions from Step 1 above before conducting the interview.

5. Conduct the interview: Follow these guidelines for how to conduct your interview.

6. Send a thank-you note: Send a thank-you note to the massage therapist for providing his or her valuable information and time. Be sure to mention something of value you learned from the interview.

7. Review the information: Use the information from the informational interview as you prepare for employment interviews. You may wish to adjust information on your flyer such as your introductory rate.

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Suggested Guidelines for the Informational Interview

� Be on time and don’t overstay your welcome. � Dress professionally. � Give the person a firm handshake before and after

the interview. � Be pleasant, prepared and professional! � Ask your questions and take notes on the answers. � Ask the massage therapist if there is any additional information he

or she can offer you that was not covered in your questions. � At the end of the interview, thank the massage therapist for his or

her valuable information and time.

Sample QuestionsFollowing is a list of some general questions you may wish to ask during the informational interview:

? How did you get started in massage therapy? ? Where did you begin your massage therapy career? ? What do you think was the key factor for you in obtaining that

first position or client? ? What sort of certification do you have? What sort of continuing

education has been most valuable to you? ? Do you belong to any professional organizations such as the AMTA? ? If you were just starting out now, what would you do differently?

Following is a list of categories you may wish to consider when you are writing your own questions:

� Hiring Requirements and Skills � Salaries and Rates � Tips on Approaching Employers/Clients � Advantages/Disadvantages to the Field � Job-seeking Tips � Future Outlook/Employment Trends

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Mentoring and Apprenticeship

MentoringConsider using the mentor/protégé model as you begin your massage practice. If you’re joining an existing practice, you might ask a more experienced massage therapist to mentor you. The practice might even assign you a mentor—someone to answer all your questions, from the little ones, like where the extra rolls of toilet paper are for the bathroom, to the bigger ones, like how to politely ask a client to take a shower before coming to his or her next session.

Even if you’re flying solo, you can look for a mentor within the massage community. Some massage therapists are very busy and can’t take new clients; they may be looking for people whom they can trust with referrals.

The massage therapists in your town or geographic area might already have a formal or informal group in place. How do you find out? Call a massage therapist and ask! Besides finding a mentor, you can also find out about professional development opportunities from a group. Several of you may choose to go to a national conference together. By attending different sessions and pooling your knowledge when you get home, you get more for the money you invest.

If there are few massage therapists in your region, you can network over the Internet, through professional organizations, email lists and chat rooms.

ApprenticeshipA more intensive relationship is created when you apprentice yourself to a working massage therapist. As an apprentice, you are directly supervised by the sponsoring massage therapist. Although there generally is a fee involved for having a massage therapist take you as an apprentice, the experience, information and benefits gained are valuable and well worth the cost.

Please note that, since some states require apprentices to be licensed, it is important that you investigate your particular state’s regulations regarding apprenticeships.

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Suggested Steps for Establishing a Mentor/Protégé Relationship or Apprenticeship

1. Set up informational interviews with potential mentors or sponsors for apprenticeship. A prospective mentor/sponsor is someone who is doing exactly what you want to do —someone who is a successful massage therapist. Informational interviews provide an ideal opportunity to find out what a person does and how he or she does it. Refer to the previous section on informational interviewing to refresh your memory on how to conduct an informational interview.

2. Look for qualities that will allow the relationship to succeed. Since the sponsor or mentor is someone who is doing what you would like to be doing in the future, you need to have a clear picture of your career goals. If you want to have a successful on-site massage therapy business, then look for a mentor who has already established a successful on-site massage therapy business. Consider how many years of experience you would like the person to have. The more experience the mentor has, the more input he or she will have to offer you.

Questions to Consider When Choosing a Mentor or Sponsor ? Do I respect this person? ? Is this person respected in the massage therapy field? ? Are our personalities compatible, and do I feel comfortable

with him or her? ? How long has this person been a massage therapist? ? How long has this person had his or her own massage

therapy business? ? How long has this person been working in the kind of environment I wish

to work in? ? Is this person doing what I would like to be doing in the future? ? Is this person organized? ? Does this person communicate effectively? ? Is this person open to being a mentor or sponsor?

After answering these questions, determine if you would like this person to be your mentor or sponsor. If so proceed on.

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3. Talk to the prospective mentor or sponsor. Tell him or her your short- and long-term career goals. Where do you see yourself in six months? One year? Five years? Inform the prospective mentor or sponsor how his or her expertise in the massage therapy field could help you reach your career goals. If this person seems interested in helping you, ask him or her to serve as your mentor or sponsor, which includes periodically reviewing your progress as a massage therapist and providing input on how you are doing.

Decide what you can provide the mentor/sponsor in return for his or her help. Consider offering to work for the mentor/sponsor at less than the going rate while you are gaining experience. Some mentors need no external reward—they simply want to help someone else be successful in the massage therapy field.

4. Set up the guidelines of the mentor/protégé relationship or apprenticeship. These relationships are more successful if the goals and expectations of both parties are discussed and agreed upon ahead of time. You are the only person who knows what will be most helpful to you, so don’t be afraid to ask for what you need. The mentor or sponsor has been in your situation and can most likely relate to how and what you are feeling.

Role Models—A Mentoring Alternative

Similar to mentors, role models can provide you with a successful idea of what you would like to achieve. A role model can be anyone you know or work with, just as long as you feel he or she exemplifies what you would like to accomplish with your career. You can gain invaluable knowledge and skills from watching the role model do his or her job.

You do not need to set up a mentoring agreement with a role model. In fact, this person does not even have to know you view him or her as a role model.

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Answers to the Most Frequently Asked Questions by GraduatesThe Graduate Services Department receives many calls from graduates asking specific questions related to the job search and the massage therapy field. We have answered the most commonly asked questions in the sections below to assist you in the job search process. Our goal is to help you feel as comfortable as possible about finding your first massage therapy position. The more information you have about rates, licensing, liability, certification and the like, the more confident you will feel about beginning the job search.

Charging for Your ServicesAs a massage therapist, you can work as a salaried or commissioned employee, an independent contractor, or a self-employed practitioner, and your earnings will vary depending on which you choose. The income within each of these employment options also will vary, based on a number of factors such as your skills, experience, type of practice and geographical area.

Generally, you will earn the least as an hourly-wage employee. If you are an independent contractor who splits fees on a percentage basis, the percentage will depend on factors you have negotiated with the facility or business, such as clerical support services, laundry and equipment provided. Self-employed massage therapists will earn more, but they also usually have greater overhead expenses and responsibilities.

In a large city, a massage therapist may earn $35 to $60 an hour; elsewhere, the going rate may be $25 to $50 an hour. The hourly-wage employee will earn less but will not be responsible for overhead. Remember that massage therapists rarely work 40-hour weeks; the demands of the job are simply too great, both physically and mentally.

What Are Some of the Things I Need to Considerabout Massage Therapy as a Business?

Business LicenseLaws regarding business licensing vary from state to state. To learn more about requirements in your area, you can contact the Better Business Bureau or your city tax office.

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Business NameWhen you are deciding on a name for your business, keep in mind that if you use your last name, you usually don’t have to register the business with the Secretary of State or Department of Revenue. For example, you may call your business Selena Ortiz Massage Therapy or Ortiz Massage Therapy if your name is Selena Ortiz. However, if you choose to call the business Healing Touch Therapeutic Massage, you may want to register the name and pay a registration fee so no one else is able to use this name. To determine any other licensing requirements in your state, you may wish to contact the State Insurance Commissioner for licensing. This telephone number can be found in your local telephone directory.

Many areas have local Small Business and International Development Centers (SBIDC) that can offer you free advice if you decide to expand your business. The local number for the SBDIC can be found by contacting the Department of Revenue office in your area or by contacting directory assistance and asking for the SBDIC.

Taxes and RecordkeepingYou’ll want to keep track of both your income and your expenses. Income records are important when you are applying for a loan or filing your tax return. Make a copy of all checks you receive from clients before depositing them. These copies will provide you with a way to prove your income.

To keep track of your finances, establish your own set of financial records. Carefully record all business expenses—including mileage on your car, telephone, utilities (for your office), equipment and supplies—and keep these records in a safe place.

When items are for both business and personal use, like your car or perhaps your computer, you must keep a record of how much time is spent for each use. For example, if you purchase a computer for your business but also want to use it for your personal finances, you will need to keep track of how many hours the computer is used for business and how many hours are for personal use. At the end of the year, you can report the percentage of business usage. A similar procedure is used to keep track of your car usage, usually measured in mileage. Alternatively, you can record all the exact expenses incurred in using the vehicle and then multiply the total by the percentage the car is used for business. For all tax questions, you should consult an accountant, even if it is just to set up your tax records.

If your office is in your home, a portion of your personal home expenses (rent, mortgage payments, utilities) may be deductible. The percentage is based on the square footage of your home allotted to your business, as long as you have an area used exclusively as your home office.

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It’s essential that you consult with a tax preparer before you begin your business to be sure you are keeping proper records for tax purposes. Keeping track of expenses and income is often easier if you keep your business records and your personal records separate. A good way to do this is to open a separate checking account for your business. This does not need to be a special business account. You can simply open a separate personal account and attach a short identifying phrase such as “Massage Therapy Services” below your name.

In addition to these tips, your local Chamber of Commerce can provide you with general business information and advice. Information and forms for state withholding taxes and state sales tax (needed if you decide to sell products) can be obtained from your local Department of Revenue. The Internal Revenue Service can provide information about and forms for Social Security and federal income taxes.

Do I Need Liability Insurance?Most states require that massage therapists purchase liability insurance that protects both themselves and their clients. This insurance is offered nationally by the major massage therapy professional associations. The price of the insurance includes membership in the association and ranges from about $130 to $250. Regional insurance may also be available.

It is important that you first find out the amount of liability insurance that is required by your state or other organization you work with. Then you can consider other factors, like the scope of the policy and the carrier, before making a decision to purchase.

Do I Have to Be Certified to Work as a Massage Therapist?There is no one, national standard for massage therapists. Approximately 30 states currently have state-wide licensing and/or certification requirements for the field, and there may be local regulations also. It is crucial that before you begin offering your massage services, you thoroughly research your local and state requirements for the field.

What Kind of Equipment Will I Need to Work as a Massage Therapist?

To a certain extent, your equipment needs will be dependent on the massage techniques you offer and how you have shaped your business. If you do on-site business and corporate massage, you will need to have a massage chair and, perhaps, a portable massage table, along with appropriate linens, towels and pillows. If you work as an employee, your table and other basic equipment will likely be supplied by your employer. Of course, as a self-employed practitioner, you will need to supply all your own materials. Other items you will want to consider include oils and creams, music and bodywork tools.

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Professional massage association publications contain advertisements from suppliers as well as classified ads where you often can find good deals on used larger equipment like tables. Below is information on several companies specializing in massage therapy and health care products.

Here’s the Rub 66 Evergreen Avenue Warminster, PA 18974 Phone: (877) 484-3782 Fax: (215) 957-5157 E-Mail: [email protected] Web Page: http://www.herestherub.net

The Physical Therapy Equipment Co. P.O. Box 271469 Tampa, FL 33688 USA Phone: (813) 961-9582 Fax: (813) 264-5322 E-Mail: [email protected] Web Page: http://www.thepteco.com

United Pacific Company 219 South Raymond Avenue, Alhambra, CA 91801 USA Phone: 800 790-4888 Fax: 888 460-7269 E-Mail: [email protected] Web Page: http://www.GoAcupuncture.com

Your Health Depot 1337 South Gaffey St., Suite 4 San Pedro, CA 90731 Tel./Fax: (310) 831-8197 Toll Free: (877) 638-2031 E-Mail: [email protected] Web Page: http://www.your-health-depot.com

BWM Enterprises 4960 SW 52nd Street #409 Davie, FL 33314 Toll Free: 1-800-700-9194 Phone: (954) 587-2934 Fax: (954) 587-2936 E-Mail: [email protected] Web Page: www.bwmenterprises.com

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Will I be Billing My Own Insurance Claims if I Am in Private Practice?

If you are in private practice and are providing treatment that a physician has determined to be medically necessary, at some point the chances are good that you will find yourself dealing with insurance companies. Your licensure or certification, your state and local laws and the requirements of the insurance company all will be factors in your ability to bill insurance.

You have the option of contracting out your billing to an independent billing and claims specialist. You also might decide to join with other small health businesses and hire a biller that you can share in common. Or you might choose to handle your own billing. Here again, the professional massage associations can be of great help to you. Their publications often contain advice on dealing with insurance companies and other billing tips.

Some helpful books on this topic include:

� Comprehensive Guide to Insurance Billing for Massage Professionals, Vivian Madison-Mahoney (available through Massage Today magazine).

� Hands Heal: Communication, Documentation and Insurance Billing for Manual Therapists, Diana L. Thompson (Lippincott Williams & Wilkins, 2002).

For Further ReadingIf you’d like to read more about the topics we have covered in this guide, here’s a list of excellent book and resources:

Mentoring, Networking and Informational Interviewing References

● Krannich, PhD, Ronald L. and Caryl R. Networking Your Way to Job and Career Success. Impact Publications, 1993.

● Petras, Kathryn and Ross. The Only Job Hunting Guide You’ll Ever Need. Simon & Schuster Trade, 1995.

● Stoodley, Martha. Information Interviewing: What It Is and How to Use It In Your Career. Ferguson Publishing Company, 1996.

● Wellington, Sheila and Spence, Betty. Be Your Own Mentor: Strategies from Top Women on the Secrets of Success. Random House, 2001.

● Zey, Michael G. The Mentor Connection. Transaction Publishers, 1990.

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Marketing and Home Business References ● Allen, Jeffrey G. Jeff Allen’s Best: Win the Job. John Wiley & Sons, 1990. ● Berle, Gustav. The Small Business Information Handbook. John Wiley

& Sons, 1990. ● Edwards, Paul and Sarah. Getting Business To Come To You. Putnam

Publishing Group, 1998. ● Edwards, Paul and Sarah. Working From Home: Everything You Need to

Know About Living and Working Under the Same Roof. Putnam Publishing Group, 1999.

● Kamoroff, Bernard. Small Time Operator: How To Start Your Own Business, Keep Your Books, Pay Your Taxes and Stay Out of Trouble. Bell Springs Publishing Company, 2000.

● Leeds, Dorothy. Marketing Yourself: The Ultimate Job Seeker’s Guide. Harper Collins, 1992.

● Levinson, Jay and Godin, Seth. Guerrilla Marketing for the Home-Based Business. Houghton Mifflin Company, 1995.

● Levinson, Jay. Guerrilla Saving: Secrets for Keeping Profits in Your Home-Based Business. John Wiley & Sons, 2000.

● Sohnen-Moe, Cherie M. Business Mastery3. Sohnen Moe Associates, 1997.

Resource Books for Massage Therapists ● Ashley, Martin. Massage: A Career at Your Fingertips. Enterprise

Publishing, 2002. ● Capellini, Steve. Massage Therapy Career Guide: For Hands-on Success.

Milady Publishing, 1998 ● Capellini, Steve and Van Welden, Michel. Massage for Dummies. Running

Press Book Publishers, 2000. ● Greene, Lauriann and Greene, Robert A. Save Your Hands! Injury Prevention

for Massage Therapists. Gilded Age Press, 2000.

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