Make the Most of Massage

Author: Mark Liskey

  • How to Stand out From the Crowd

    How to Stand out From the Crowd

    There’s a way to stand out from the crowd without having to learn a specialty massage or spend any money. But you’ll need to do something that most MTs won’t do or don’t like doing. You’ll need to do precise massage.

    “Precise” massage?

    Dude, you mean “detail” massage.

    Nope, I mean precise massage.

    Detail/focus work is when you comprehensively address a client’s area(s) of concern.

    For example, Ashyra comes in with tight shoulders. If I’m doing detail work, I’m going to work her traps, levator scapulaes and cervical erectors at the origins, insertions, etc.

    With precise massage, I’m going to zero in on areas, but I’m not going to be as thorough as I would be with detail/focus massage. Also, many of the areas that I zero in on won’t be the client’s areas of concern.

    For example, Mohamed wants a relaxation massage. He mentions that he has a sore neck and achy feet.

    I massage his neck and find tightness around C2. I spend a little time addressing that area. Then I work down his back.

    At about L2 I find tightntess. Even though this is a non-issue area for Mohamed, I spend 15 to 30 seconds working that area.

    By the time I’m done the massage, I may have zeroed in on 50 spots.

    Value of Precise Massage

    Precise massage makes money.

    About 50% of the massages that I do in a week involve precise work exclusively. Another 25% is a mix between precise and detail massage. While the remaining 25% is pure detail work.

    Here’s why I think my clients love precise massage.

    1. It’s relaxing.
    2. As with the case of detail massage, precise massage can provide pain relief.
    3. Clients discover new things about their bodies.

    “Never knew my hammies hurt there.”

    1. You show that client you care when you highlight tight and/or pain areas.
    2. You demonstrate thoroughness.
    3. You gain competency points with your clients because you’re finding all the owies.

    Easy to Get Started

    The beauty of doing precise massage is that there’s virtually no barrier to entry.

    Here’s what I mean. For detail work you need to know anatomy.

    Not so with precise work. You just need to be able to find the tight spots.

    Since you already know how to look for tight spots, there’s really no learning curve. You just need to look for tight spots more often than you normally do.

    By the way, if finding tight spots is not a slam dunk for you, don’t sweat it. My hands were like stone when I first started massage. Can you say “worst palpator ever”? Here’s how I got better: How to Palpate Without Palpating.

    Will it Kill My Hands?

    Okay, are your hands curled in the fetal position at the thought of having to press on a lot of tight spots?

    Don’t worry. Your hands are going to be fine. Promise.

    Here’s why. You’re going to use massage tools and combine body parts.

    Quite frankly, this is the secret sauce. Once you get these two skills under your belt, you can rely on precise massage as your main money-maker from here on out.

    To learn about using massage tools, start with this: Why You’re Not Using Your Massage Tool.

    For combining body parts, check out this video: How to Combine Body Parts

    One More Thing: Angle of Pressure

    Once you get the searching and pressing down, you can add in pressing from different angles.

    When I first started massage, I’d “stand on” a tight spot. Well, not literally, but that’s what it felt like to clients—so I’ve been told. Oops.

    Later I learned that clients really liked it when I changed up the angle of my pressure.

    So, for example, instead of always coming straight down on a tight spot, I’d experiment with a 45 degree angle.

    Changing the angle of pressure helped me to NOT overwork a spot. It was also good when straight down pressure was too intense.

    In a Nutshell

    Here’s what the whole shebang looks like in 3 steps.

    1. Always search for tight spots and tender areas when doing a massage.
    2. Use massage tools and combination body parts for the tight/tender spots.
    3. Approach tight/tender areas from different angles.

    A Free Signature Massage

    If specializing in a massage modality is where your passion lies, by all means, go for it. But if you’re just looking to stand out from the competition, invest your time in precise massage.

    It won’t cost you a penny.

    And if you use massage tools and combine body parts, you won’t burn out your hands.

    Massage Tools Online CEU Class

    If you want to get serious about using massage tools to deliver focused pressure and set yourself apart from the crowd, I have an online, home-study CEU course for you.

    It’s my bread-and-vegan butter live course that will get you comfortable with using massage tools, even in a relaxation massage.

    You can check it out here: How to Use Massage Tools (Fearlessly and Effectively).

  • A Business Lesson That Hurt: How NOT to Fool Yourself

    A Business Lesson That Hurt: How NOT to Fool Yourself

    I wanted to start an on-site, hotel massage business. I had a business mentor, Dave, and he gave me my first task to do.

    I did it, but then I made a critical mistake.

    I didn’t have him check my work—and it cost me big-time.

    Massage and Other On-Site Services

    Not knowing that I had made a critical mistake from the get-go, my wife, Lisa, and I took the initial idea of an on-site, hotel massage business and expanded it. We decided to offer a full range of on-site services.

    I have to admit that our bigger business idea was pretty, freakin’ cool.

    We hooked up with a local chef, and we offered a package where customers could get a couples massage and a gourmet meal at their house or in their hotel room.

     

    One downside to massaging when a gourmet meal is being prepared in the room next to you is the mouth-watering aromas wafting your way.

    It will take me 5 minutes to clean up. Save me a seat!

    And There’s More…

    We also connected with a salon so that we could offer on-site hair, manicures and pedicures.

    We even experimented with professional dinner guests. Okay, that needs some explaining.

    A professional guest needed to be an expert in an interesting topic and also needed to be entertaining.

    For instance, we recruited a local, retired, history teacher who was an expert in the U.S Civil War. He was really good at making history come alive.

    Putting on the Ritz

    So this is how an evening might look with our services:

    Bev, a bazillionaire, is having a small dinner party.

    She hires us to do chair massage for her guests before dinner. She uses our on-site chef for the meal. After dinner, our Civil War expert does an informal presentation about Civil War songs. (By the way, he was great at getting people to sing along.)

    Oh, and anyone could get a Brazilian wax in between the massage, food and singing. Joking about that one.

    Back to how I screwed up…

    So, as wonderful as our on-site massage business sounded, there was a giant problem. The market for our core, money-making service—on-site, hotel massage—wasn’t big enough.

    My Business Mentor Tried

    This was not my mentor’s fault. Dave first instructed me to do a survey to see if there was a market for on-site massage at local hotels.

    I did.

    I called all the hotels within a 15 mile radius of our offices and asked the front-desk staff how often guests inquired about massage.

    Once I finished surveying all the hotels, I did a happy dance.

    Here’s why: (One to two massages per week per hotel) X (2o to 30 hotels) = 80 to 240 massages per month.

    I gave Dave the good news.

    When he started to ask me questions about the survey itself, I assured him that the numbers were solid.

    Not a Good Idea

    But as you may have guessed by now, my survey was severely flawed.

    First, I had only asked front-desk people about the number of massage requests per week. In retrospect, I should’ve asked Sales Directors and GMs, too.

    Next, some front-desk people had initially reacted as if massage at a hotel was something new to them. That made me wonder if they might be pulling their “massage request” numbers from their butts.

    Also, later on I had learned that there’s a high turn-over with front-desk staff at hotels. And newbie, front-desk personnel wouldn’t have been around long enough to provide accurate information.

    And lastly, I realized that I had asked leading questions when the front-desk person didn’t have an exact number, like: “Would you say 1 or 2 a week…a month?”

    Damage That Was Done

    So, because of this flawed survey, I pushed forward believing that the number of on-site, hotel massages needed to grow our business was there.

    In essence, I spent money and lost time trying to build a full-time business with employees that was doomed to fail.

    If I had accurate data from the survey, I would’ve approached hotel massage as a part-time gig to pick up extra money for me and one or two part-time employees.

    By the way, if you’re looking to do on-site, hotel massage for extra money, this should help you out: Hotel Massage: How to Make Extra Money.

    Going Forward

    The physicist Richard Feynman once said: “The first principle is that you must not fool yourself and you are the easiest person to fool.”

    This is how I fooled myself then: I saw disaffirming information while conducting the survey, like the front-desk people who really were out of touch with the request for massage at their hotels.

    But my desire to make on-site, hotel massage a full-time business got in my way, which resulted in me “hiding” my work from my business mentor.

    This is how I prevent “fooling myself” now–I have someone I trust review my work.

    [bctt tweet=”When you’re too attached: It was the best biz idea ever even though it bankrupted me. ” username=”Mark LiskeyMarkLiskey”]

    Get an Extra Set of Eyeballs (Friend, Business Mentor, Coach)

    If you have a big, business decision coming up or are finishing a crucial step in a business plan, here’s how you can get another set of eyeballs on your work:

    1. SCORE is nonprofit organization that offers free, business mentoring.
    2. Find a business mentor within your network of contacts, like a client with a strong business background.
    3. Hire a coach.

    The potential advantage of a coach is that she’s got skin in the game (her rep and livelihood). So, she’s motivated to go the extra mile to make sure that you reach your goals.

    Just downright confused? Let me know what’s going on. Email me anytime.

    P.S. Hey, in case you didn’t know, I also have a free email group. Once you sign-up, I’ll notify you when my latest information is out, and you can opt out anytime:-)

  • Advanced Deep Pressure Transitions: Forearms to Fists

    Advanced Deep Pressure Transitions: Forearms to Fists

    If you use your forearms constantly for deep pressure you may develop shoulder or elbow problems (or start looking Quasimodo). One way to offset the workload is to mix in fists. Yep, it’s going to feel awkward at first, but once you see how deep pressure transitions between fists and forearms can be seamless, you’re gonna want to hug me.

    [bctt tweet=”If you can’t do deep pressure transitions, you’re headed for a broken something.” username=”Mark LiskeyMarkLiskey”]

    Mixing it Up

    But you’re thinking: Mark, I’m doing just fine with my forearms for deep pressure work. I don’t have any pain. Why add in another deep pressure tool, like fists?

    If you’re asking that question, I’m gonna guess you’ve been doing massage for less than 5 years.

    Trust me on this, spreading the workload out among many joints and muscles, will help keep your body happy.

    Deep Pressure Strategies

    Here are 3 ways you can spread the deep pressure workload out:

    1. Become ambidextrous.

    AKA don’t always press with your dominant thumb. Some people are severely one-sided (like my wife, Lisa). If that’s the case, there are other things you can do to spread the workload out, like

    1. Use massage tools.

    I’m seriously addicted to massage tools. Not only can they save your hands, but they can substitute for forearms and fists when doing static, deep pressure.

    This will get you started with massage tools: How to Do Very Precise Pressure

    A third strategy to spread the workload out is to

    1. Use as many body parts as possible to deliver deep pressure.

    For precise, deep pressure, here’s my favorite combo body-part:

    For a deeper dive into combining body parts, check out this video .

    Fists for General Deep Pressure

    For general, deep pressure, fists are an excellent alternative to forearms. And, yes, you can ramp up the pressure with fists no problem. You just have to lean.

    Deep Pressure Transitions: Forearms to Fists

    Deep pressure with fists does require some planning in advance. If you always use your forearm and then suddenly decide to use your fists in the middle of the massage, you’re going to struggle because your table height is going to be too high.

    Which brings us to step one for transitioning back-and-forth between fists and forearms. You need to

    1. Set your table height for your fists.

    This means your table should be set lower than it would be when using forearms. Why? Because you need enough distance between you and the table to lean all your body weight into the client through your fists.

    Once you have your massage table height set for fists, you only have to remember two more things:

    1. Take a wide stance when using a forearm.

    2. Take a narrow stance when using fists.

    How you move from wide to narrow stance and vice versa will be unique to you. Here’s what my footwork looks like:

    Deep Pressure Transitions Recap

    Doesn’t look hard, right?

    But if you’re still completely hooked on only using your forearms (not going to mention any names, Heidi), please let me know, and I’ll let you talk to my left shoulder.

    Seriously, fists are not hard to do.

    You just need to get deep pressure transitions down.

    Here are the steps:

    Deep Pressure Transitions Steps

    1. First, make sure to set your table height so that you can lean into your fists with all your body weight (which means your table is lower than a table set for forearms).
    2. Then transition between forearms and fists by moving into a wide stance when using a forearm.
    3. Move into a narrow stance when using your fists.

    Figure out your footwork as you go along.

    Massage Pain-Free Deep Pressure Online CEU Course

    If you struggle with deep pressure and/or do a lot of it and your body is rebelling, you can do something about it. No, not quit massage. Haha. You can figure out how to do deep-pressure massage pain-free–and I can help you with that.

    Deep pressure killed my body for a lot of my career until I figured out strategies and techniques that allowed me to leverage my body weight onto the client rather than rely on my upper-body to do all the work.

    Once I understood how to deliver deep pressure without hurting myself, I just needed to make it fit smoothly into a massage. This post (Advanced Deep Pressure Transitions: Forearms to Fists) is an example of that.

    So, if you want to do deep pressure pain-free and make it a smooth, signature massage at the same time check out this online, home-study course: How to Deliver Deep Pressure Without Hurting Yourself.

     

  • How to Eliminate Pain When Massaging: Adaptation

    How to Eliminate Pain When Massaging: Adaptation

    Pause that hand stretch video! There are reasons why your body hurts when doing massage. One might be because you’re not adapting in an effective way.

    I know this sounds a little theoretical, but it’s not.

    I’m talking about making adjustments when working through a massage challenge.

    #1 Trying to Use all Your Body Weight to Lean When Your Table is too High

    You need to increase the pressure and your table is high. How do you adjust?

    You push using your upper body, right? (Been there, done that.)

    Besides being an inefficient way to get the job done, pushing with your upper-body stresses arms, shoulders and neck.

    Low Table Adaptation Response

    If you want to maximize using your body weight to generate force, lower your table.

    The challenge with a low table is with light pressure, primarily because you can’t lean your body weight into the client. This means you’ll have to be more upright, and to get your hands on your client you’ll need to bend.

    Can I get an order of back pain to go, please?

    However, there’s another way to adapt instead of bending from your back. It’s “bend your legs”.

    My back is pretty much neutral in the pic, right? You can also sit and lean. That’s easy on the back, too.

    Don’t Need Fancy

    By the way, you don’t need an expensive table to maximize adaptation. I can do 1000 massages on an expensive table, then 1000 on an inexpensive one and I’m not going to lose a client as long as my massage is consistent.

    #2: Adapting to the T-bar

    Massage tools also require adaptation responses if you’re going to stay pain-free and improve massage efficiency.

    In the video below, I’m purposely using a long T-bar in areas of the body I’d normally use a shorter T-bar.

    The simplicity of the T-bar allows me to adapt to different situations in limitless ways. Specifically, I’m talking about the many ways I can hold the T-bar. Have a look:

    How to Experiment with Adaptation

    In massage, successful adaptation boils down to this:

    1. Use the strategy that allows for the best adaptation response.

    Here’s how I determine if the adaption was a success. As I’m adapting, I ask myself:

    1. Am I pain-free?
    2. Is it now easier to get the job done?

    Two yeses equals success.

    If your body hurts when doing massage and you want to dig deeper into the table height strategy, start here: Table Height Is Everything.

    Massage Pain-Free Online CEU Class

    And if you want to cut to the chase and learn how to massage pain-free while getting CEU credits, go here: How to Deliver Deep Pressure Without Hurting Yourself.