Twenty one years ago I had my first massage therapy session and it was at that moment I realized I wanted to give that feeling of calm and peace to others. At the time, I was a flight attendant and was longing to have more of an impact in people’s lives—I wanted to do more than just help people travel.

I got my certification but soon realized that it was harder for males to build an ethical massage business—in general people were more comfortable receiving compassionate, therapeutic touch at the hands of a woman.

I decided to focus on the medical and athletic side of massage therapy. I help my clients achieve balance from muscular dysfunction, pain, injury, trauma and stress through the skilled application of Neuromuscular Therapy, Trigger Point Therapy, Deep Tissue, Sports Massage, Traditional Therapeutic Massage and Watsu® – Aquatic Bodywork.

Most people see massage therapy as personal care but I wanted my clients to see my work as part of their overall healthcare program—not just a special treat for their birthday or when they are stressed out. I wanted massage therapy to be something my clients needed to function and be successful in their world.

Other medical professionals that are part of your healthcare routine—your doctor, dentist, even your acupuncturist, they do not accept tips. So that’s what I did. I made it clear to my clients that I would not accept tips—it’s even on my website.

I have a core client base and as a way to give back to me, they refer me to friends and family.

Ever since I started doing this, my business began to thrive.

Another realization I had in my business is that I can’t be everyone’s massage therapist; I don’t have to be a “yes” man. If a client is unable to work with me the way my business is set up then I’m just not the right therapist for them.

Often, my new clients reach out to me via email or phone to book an appointment. My response is the send them the link to my Schedulicity page. If it’s a problem for the client, I say that I’ll schedule this one appointment by phone but moving forward they have to use my online scheduling system.

Fortunately for my clients, they love booking through Schedulicity; and fortunately for me, I’ve seen a 30% increase in clients since I started using Schedulicity. Occasional clients have become regular clients because it’s so easy for them to schedule. The game of phone tag does not exist in my business.

Not accepting tips and not being a “yes” man have had a huge impact on my massage therapy practice. This is the approach that has worked for me.

Have you made any changes in your business practice that has had a big impact? Share with us in the comments section below.

By: Randy Pacheco LMT, CWP is the Owner of Healthy Massage Denver