Business Mastery A Guide for Creating a Fulfilling, Thriving Business and Keeping It Successful

by Sohnen-Moe, Cherie M.

• ISBN13: 9780962126543
• ISBN10: 0962126543
• Edition: 3rd
• Format: Paperback
• Copyright: 1997-12-28
• Publisher: Sohnen-Moe Associates

Summary

This best-selling business manual for massage therapists and body workers is now in its Third Edition. Fully updated and revised, the manual covers the major aspects of building and maintaining a successful practice. It introduces practical yet innovative methods to increase profits, develop a strong customer base, and enhance communications with clients. Topics include marketing, client retention, professionalism, referrals, business planning, insurance billing, ethics, and time-management, designing promotional material, networking and more. The book includes numerous charts and checklists, as well as reproducible business forms. Information on other helpful resources is provided along with contact information for major health care professional associations, business organizations and independent living resources.

Table of Contents

Preface
1 Initial Considerations	1	(12)
Exploration	1	(4)
Self-Employment	5	(3)
Clearing	8	(2)
Scope	10	(3)
2 Life Planning	13	(16)
Goal Setting	13	(8)
Strategic Planning	21	(3)
Follow-Through	24	(5)
3 Success Strategies	29	(20)
Self-Management	29	(1)
Barriers to Success	30	(3)
Time Management Principles	33	(5)
Tracking	38	(3)
The Art of Risk Taking	41	(2)
Motivation	43	(2)
Balance	45	(4)
4 Conscious Business	49	(18)
Are You Open For Business?	49	(2)
Social Responsibility	51	(5)
Goodwill	56	(1)
Professionalism	57	(2)
Image	59	(3)
Ethics	62	(5)
5 Business Start-Up	67	(36)
Overview	67	(1)
Initial Research	68	(1)
Financing	69	(1)
Buying a Practice	70	(4)
Legal Structure	74	(4)
Business Name	78	(1)
Location	79	(16)
Licenses and Permits	95	(1)
Insurance Coverage	96	(1)
Setting Your Fees	97	(6)
6 Business Management	103	(74)
Overview	103	(1)
Choosing Advisors	104	(1)
Policies and Procedures	105	(2)
Embracing Technology	107	(12)
Insurance Reimbursement	119	(17)
Hiring Help	136	(18)
Private Practice Issues	154	(3)
Group Practice Issues	157	(6)
Clinic Issues	163	(4)
Spa and Salon Issues	167	(6)
Job Interviews	173	(4)
7 Financial Management	177	(40)
Bookkeeping	177	(11)
Federal Taxes	188	(2)
Work Smarter with Barter	190	(5)
Recession-Proof Your Practice	195	(5)
Inventory Control	200	(1)
Selling a Practice	201	(9)
Retirement Planning	210	(2)
The Canadian Supplement	212	(5)
8 Therapeutic Communications	217	(46)
Communication Fundamentals	217	(4)
Client Interaction Policies	221	(6)
Telephones: The Client Connection	227	(4)
Client Files	231	(2)
The Ultimate Interview	233	(6)
Beyond Customer Service	239	(5)
Client Retention	244	(8)
Referrals	252	(3)
Building Professional Alliances	255	(8)
9 Marketing	263	(106)
Marketing Principles	263	(3)
Marketing Plan Outline	266	(1)
Marketing Plan Overview	267	(1)
Positioning	267	(4)
Targeting Markets	271	(10)
Assessment	281	(1)
Strategic Action Plans	282	(1)
Marketing Techniques Primer	283	(3)
Promotion	286	(34)
Advertising	320	(13)
Publicity	333	(15)
Community Relations	348	(1)
Cooperative Marketing	349	(3)
Companies That Market for You	352	(2)
Choosing a Graphic Artist	354	(3)
Marketing Ideas from A to Z	357	(10)
Marketing Schedule	367	(2)
10 The Business Plan	369	(9)
Introduction	369	(1)
Business Plan Outline	370	(5)
Supplement	375	(3)
Appendix A	378	(33)
Wheel of Life	378	(1)
High Priority Activities	379	(1)
Daily Plan	380	(1)
Time Tracking Sheet	381	(1)
Strategic Planning	382	(3)
Contact/Referral Records	385	(1)
Business Mileage Sheet	386	(1)
Bank Reconciliation Form	387	(1)
Opening Balance Sheet	388	(1)
Start-Up Costs Worksheet	389	(1)
Business Income & Expense Forecast	390	(1)
Monthly Business Expense Worksheet	391	(1)
Monthly Personal Budget Worksheet	392	(1)
Cash Flow Forecast	393	(1)
Weekly Income Ledger Sheet	394	(1)
Monthly Disbursement Ledger Sheet	395	(1)
Business Expenses Summary Sheet	396	(1)
Client Status Report	397	(1)
Client Health Information Sheet	398	(2)
Client Intake Form	400	(2)
Health History	402	(1)
Client Treatment Plan	403	(1)
Client Session Notes	404	(2)
Sign-In Sheet	406	(1)
New Client Checklist	407	(1)
Insurance Pre-Approval Form	408	(1)
Financial Agreement	409	(1)
Massage Therapy Informed Consent	410	(1)
Appendix B	411
A Barrier-Free Practice	411	(5)
Business Organizations	416	(1)
Independent Living Resources	417	(1)
Professional Associations	418	(5)
IRS and SBA Publications	423
Index
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