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80 m a s s a g e & b o d y wo r k j a n u a r y/ fe b r u a r y 2 0 2 2 Making Change Happen in Your Massage Business By Allissa Haines and Michael Reynolds goals" with a picture of your vacation destination is a more effective motivator than just "Email to clients." Whatever it looks like for you, knowing and reminding yourself of why you want to make change can be motivating. Start Small and Give Yourself Permission to Stop You do not need to clear a whole weekend to reboot your marketing with the goal of getting 25 new clients. That may work for some but feel utterly impossible and overwhelming to others. Instead, plan short bursts of effort to complete tasks. A too-big task that is tempting to ignore would be "Sort through 10 years of client files and identify inactive clients for postcard mailing." A more realistic task would sound like "Start at the As, pull 10 inactive client files for potential contact." COT TONBRO/PEXELS "We remain the same until the pain of remaining the same is worse than the pain of change." I heard someone say that in a massage class years ago, talking about chronic pain and clients' lack of desire to change behavior that was causing dysfunction and pain. But it applies everywhere, and I think of it all the time when I'm struggling to make change happen in my business. Even when it comes to making changes I want to make, like getting new clients or adjusting my schedule, I drag my feet. I'll spend all kinds of time thinking through positive changes I can make in my massage business (see "End Well and Begin Again," Massage & Bodywork, November/ December 2021, page 18), and I can set an intention, but when it comes to executing those plans, actually taking action . . . ugh. I'll procrastinate and delay until the issue reaches a boiling point and I am forced to take action in less than ideal circumstances. There is a certain maturity in seeing an issue and making change before the situation becomes completely untenable, before you hit a peak crisis and dysfunction. Before the pain of remaining the same becomes quite so painful. I want to be that mature, but most of us need techniques and support in place to make change happen. TECHNIQUES TO HELP YOU MOVE FORWARD Not every technique will suit you. But finding just one approach that works for you is a game changer. Visual Reminders of the Change You Wish to Make and Why Motivation is not superficial. It comes from a real desire for something. I can put sticky notes all over the house encouraging exercise and I'll ignore them entirely while I'm looking for the remote. But if I root down to why I want to exercise, those notes will change to "Exercise so you can keep up with your grandson at the playground!" and "Strength training for a long, healthy career!" In business, this may translate to writing income goals on your calendar on Monday of each week, or in the block of time you set aside for marketing tasks. "Email to clients = $ essential skills | BLUEPRINT FOR SUCCESS

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