Log in to:

Products by SMA

Business Mastery - Table of Contents

Part I: Set a Strong Foundation

1

Chapter 1: Getting Started

3

First Steps

3
Self-Awareness is Key 4
Why Clarify Your Values? 7

Exploring Career Paths

8
Why Clear Career Focus Is Essential10
Career Tracks 11

Your Ideal Future

16

Chapter 2: Life Planning

19

Goal Setting

19
Setting Realistic Goals20
Purpose, Priorities and Goals21
Goal Setting Techniques23
Clarifying Your Life Vision26
Ranking Goals28

Strategic Planning

28

Follow-Through

32

Chapter 3: Success Strategies

33

What Is Success?

33
Self-Management34

Barriers to Success

35
Attitudes, Beliefs and Perceptions35
How to Avoid Self-Sabotage36

Tools for Actualizing Goals

43
Creative Visualization43
Affirmations44
Breaking Old Habits47
Dissolving Problems48

Time Management Principles

49
The Pareto Principle 50
Types of Time Needed to Run a Business51
High Priority Activities54

Tracking

55
Tracking Key Business Indicators56
Sample Tracking Forms57

The Art of Risk-Taking

58

Motivation

60
Motivation Techniques61

Chapter 4: Boost Career Longevity

63

Career Longevity Components

63
Personality Characteristics64
Client Interactions64
Technical Capabilities65
Business Savvy65
Self-Care65
Grow a Strong Client Base66

Prevent Burnout

66
Scarcity Consciousness66
Sloppy Time Management67
Boundaries67
Stress67
Boredom Syndrome69

Professional Development

69
Continuing Education70
Research73

Cultivate Your Support System

75
Find the Right Mentor75
How to Choose Advisors76
Create a Safe Harbor with Supervision77
Mastermind Groups79

Part II: Intentional Excellence

81

Chapter 5: Conscious Practice

83

Ethics

83
Key Interpersonal Ethics Concerns84
Key Business Ethics Concerns86
Resolving Ethical Dilemmas87
Codes of Ethics90

Professionalism

90
Professional Affiliations91
Professional Credentials91
Image92

Goodwill

95

Social Responsibility

96
Profiles96
Steps You Can Take Now98

Chapter 6: Therapeutic Communications

101

Communication Fundamentals

101
First Impressions102
Building Rapport102

Communication Barriers

104
Upset Clients and Difficult Situations105
Emotional Triggers106

Listening Skills

107
Active Listening107
Reflective Feedback108

Communication & Learning Styles

109

Documenting Client Sessions

110
Client Forms111

Client Interviews

113
Timing113
Artful Phrasing114
Interview Stages115
Subsequent Sessions117
Client Compliance118
Client Education118
Hone Your Interviewing Skills118

Telephones: The Client Connection

120
Phone Etiquette120
Screening Clients122
Machines vs. Humans123
Improving Communication Effectiveness124

Part III: Navigate Your Way to the Perfect Job

125

Chapter 7: An Insider's Look at Work Settings

127

Working in Spa Settings

127
What to Expect in Spas128
Day Spas133
Cruise Ship Spas134
Destination, Resort and Luxury Hotel Spas136
Dental Spas138
Medical Spas139

Working in Medical Settings

140
Specialties140
Administration141
Measuring Therapeutic Outcomes141

Working in Wellness Centers

142

Working in Specialty Centers

144

Chapter 8: Employment Fundamentals

145

Research Potential Employers

145
Informational Interviews146

Contact Potential Employers

147

Polish Your Interviewing Skills

148
Tough Questions149

Resume Writing Made Easy

151
Resume Formats152
Cover Letters155
Targeted Inquiry Letters157

Employment Contracts

157

Negotiating a Raise

160
Rate Your Performance160
The Performance Review Meeting161

Career Success Secrets

163

Part IV: Business Beginnings

165

Chapter 9: An Insider's Look at Practice Settings

167

Your Ideal Practice

167

Private Practice

168
Independent Contractors168
Key Aspects of Private Practice168
Salon and Day Spa Environments171
Fitness Centers and Health Clubs172
Private Practitioner for a Celebrity or Athlete173
Corporate Wellness Programs174
Hospice175
On-Site and Outcall Settings176
Working in a Primary Care Provider's Office177

Group Practice

178
Key Aspects of Group Practice180

Chapter 10: Business Start-Up

185

Where to Start

185
Scope Out the Competition185
People with Insider Information186
Determine the Business Feasibility186
Self-Assessment188

Start-Up Financing

189

Buying a Practice

191
Evaluate Your Reasons For Buying191
Determine the Fit192
Conduct a Preliminary Evaluation193
Evaluate the Business Premises193
Clarify Legal Agreements194
Open Negotiations194
Final Stages194

Legal Status

195
Sole Proprietorship195
Partnerships196
Corporations196

Business Name

199

Location, Location, Location

200
Zoning: Your Rights & Responsibilities201
Office Design205

Licenses and Permits

210

Insurance Coverage

210

Setting Your Fees

212
Sliding Fee Scales214
Prepaid Package Plans214
Raising Your Rates214

Chapter 11: Create a Dynamic Business Plan

215

Overview

215
Business Plan Fundamentals216

Business Plan Outline

217
The Basic Business Plan217
Business Plan Supplement221

Getting Started

222

Part V: Business Operations

223

Chapter 12: Practice Management

225

Policies and Procedures

225
Policy Manual225
Procedure Manual232

Make Smart Technology Choices

233
Business Software234
Telephones236
Pagers237
Message Systems237
Fax Machines238
Photocopiers238
Computers239
Personal Digital Assistants (PDAs)241
Printers241
The Internet241

Office Organization

242
The Paperless Office242
Get Organized Now!242
Protecting Your Records246

Health Insurance Portability and Accountability Act

246
The Four Facets of HIPAA247
Who Must Comply with
HIPAA Regulations?247
Myths248
Penalties for Noncompliance248
Steps to Implement Now248

The Anatomy of a Contract

250

Negotiations

252

Conflict Management

254
Mediation and Arbitration255

Insurance Reimbursement

256
Insurance Claim Processing Overview257
To Bill or Not to Bill258
Types of Insurance Providers259
Licensing Regulations260
Procedure and Modality Codes260
Basic Steps for Submitting Claims261
Electronic Billing262

Chapter 13: Take Your Practice to the Next Level

263

Recession-Proof Your Practice

263
Product Sales263
Value-Added Service266

Choose Your Direction

268
Decision-Making Pinnacles269
Exploration and Evaluation269
Options270

Hiring Help

270
Administrative Support Staff271
Sources for Finding Help272
Employment Regulations272
Independent Contractor Status273
Managing Your Staff278

Relocating Your Practice

280
Moving Within the Same City280
Moving to a New City283

Chapter 14: Financial Management

285

Money, Money, Money

285

Financial Recordkeeping

286
What Types of Records Should I Keep?287
Creating a Separate Identity288
Business Income290
Business Deductions292
Financial Statements296

Taxes

301
Common Tax-Cutting Strategies301
Preparing Tax Returns302
U.S. Federal Tax Reporting303
Tax Credits305
U.S. State Tax Reporting307
Canadian Tax Resources307

Work Smarter with Barter

309
Direct Barter309
Barter Exchanges310

Inventory Control

311

Selling a Practice

312
Four Ways to Leave Your Business313
The Eight Selling Stages314

Retirement Planning

321
Retirement Plan Options321

Part VI: Marketing Mastery

323

Chapter 15: Marketing Fundamentals

325

Primary Marketing Principles

325
The Essence of Marketing326
The Power of Public Opinion326
Establish Credibility327
Competition327
Cooperation329
The Lifetime Value of a Client332
Tracking Trends333

Develop a Marketing Plan

335
Positioning336
Targeting Markets339
Marketing Assessment349
Strategic Action Plans350

Chapter 16: Marketing in Action

351

Marketing Techniques Primer

351
Marketing Mix351

Getting Your First Clients

353
Almost No-Cost Start-up354
Moving Forward354

Promotion: Person-to-Person

354
Word-of-Mouth Referrals355
Networking357
Building Professional Alliances361
Show and Tell367
Develop a Dynamic Introduction372
Parties373
Open Houses377
Booths378

Promotion: The Written Word

379
Articles379
Reports380
Newsletters381

Promotion: Marketing Materials

386
Business Cards387
Brochures389
Fliers and Circulars392
Direct Mail392
Gift Certificates397
Coupons400
Personalized Gift Items400

Promotion: Internet

401
Website Savvy402
Website Design402
Website Hosting Services404
Search Engine Listings405
Blogging406
Online Discussion Groups407
e-Newsletters407

Advertising

408
Internet Advertising409
Print Advertising409
Broadcast Advertising415

Publicity

416
Developing Media Relationships417
Press Releases418
The Media Kit421
Getting Interviewed422

Community Relations

430
Fundraisers430

Choosing a Graphic Artist

431
Contracts431

Marketing Action Plan

433

Marketing Ideas from A to Z

434

Chapter 17: Client Retention

437

Beyond Customer Service

437
Customer Service Levels438
Customer Service Action Plans441

Prevent No-Shows

443

Incentive Programs

445

Rebook Clients

446
Session Completion Protocol446
Post Session Follow-Up447

Transition Practicum Clients

447

Recapture Lost Clientele

448
Why Practitioners Lose Clients448
Tools to Determine Why Clients Leave450
Reconnect451

Epilogue

453

Endnotes

457

Index

459

Other Offerings

463

Contact Us | Privacy Policy

Copyright © 2001-2017 Sohnen-Moe Associates, Inc.

Last updated: November 22, 2011
Processing time: 0.006 seconds