♥ Gael Wood, LMT, Esthetician For starting a massage business, this guide will give you the information you need to get you going in the right direction

1 I decided to write this guide to help massage therapists who are working toward or dreaming of having their own businesses one day.

This starter guide includes

 Information on getting started with supplies  How to check your state and

2 local laws  Taxes  Insurance  Legal structures  What to look for in a location  Naming your business  Budgeting  Bookkeeping  Marketing  Independent contracting  Advice for offering outcalls  A simple business plan

You will find information that I

3 have learned through experience, research, resources, and more. Also included are links to videos I have made explaining things in more detail, checklists, and worksheets to help you start making your plan!

Whether you want to start a business next month or in five years, this guide will give you the information and advice to get you going in the right direction.

4 Getting Started

Let’s start with all of the STUFF you will need to open your business. This is a good place to start, because even if having your own business is a someday dream,

5 you can start purchasing some of the things you will need. Looking for great deals and just buying a little at a time can save you thousands of dollars and is a simple action step you can take. As you start taking action steps, amazing things will start to happen. You will be more aware of opportunities all around you, and your business might be opening sooner than you think!

It’s also a good idea to try

6 different products that you might want to use during your massage services, spa services, and for retail. Most manufacturers will send out free samples to professionals or sell low cost sample sets. Start searching online for different brands that have the qualities you are interested in. Or, if you plan to make your own products, order some ingredients and start working with different recipes, so you can get them

7 exactly right.

8 Supplies Checklist

1. Massage table 2. Table warmer 3. Sheets, blankets and towels (how many sets will you need to start with? I suggest 10-12) 4. Massage oil or cream

9 5. Essential oils 6. Music system 7. Computer 8. Bookkeeping/SOAP Notes/Scheduling System (most will offer a free trial, so start experimenting with different systems so you will know what you want) 9. Client chair, clothes hooks, mirror 10. Office supplies: intake forms, clipboard, pens, thank you

10 cards (for referrals) 11. Credit/debit card processing (start checking out all of your options) 12. Business cards, Gift Certificates, Rack Card or Flyers (start on your wording and design, look into printing options) 13. Water cooler or nice water setup—bottled water? glasses or paper cups? 14. Trash cans

11 15. Products for any spa services you will want to offer (eg., paraffin wax heater, body wrap supplies, mask products) 16. Large items such as a sauna or Steamy Wonder 17. Wall art 18. Curtains 19. Desk and chair for yourself 20. Waiting area table, chairs, shelves 21. Keurig or teapot for hot beverages

12 22.Rugs, welcome mats 23.Bathroom and cleaning supplies 24. Washer & dryer!

That seems like a lot of stuff! Some of it you won’t be able to pick out until you have an office and you can see what is included. But there is quite a bit you can start looking for and looking into right now. This will save you many hours of time and stress as you get closer to owning your own

13 business. You won’t want to buy some of these things way ahead of time (like massage oil), but knowing what brand you like is a time saver, and you can look for it on sale.

14 Money Saving Tips

1. EVERYTHING goes on sale! If you know what you need and keep an eye on local & internet sales you can save up to 50% off almost everything. Sales run

15 in cycles (for example Massage Warehouse has a huge sheet set sale twice a year). Also, if you just purchased something and see it on sale call and ask for the sale price; some businesses will give you a credit to your account or refund the price difference. 2. Apply for your EIN number (business tax ID). Then you can open wholesale accounts with companies like

16 Frontier. You do not have to resell to have an EIN number; you just need to use what you buy for business purposes. 3. Buy Used Stuff! I keep a close eye on the Craigslist Health and Beauty section and also use the search feature. Spas go out of business, and lots of people go to massage school but never end up practicing. Their massage equipment is often in great

17 shape at a great price on Craigslist.

I also hit the thrift stores to look for nice twin size sheets (in like-new condition). I know thrift shopping is not for everyone, but it’s a bit of a hobby for me. You just can’t go with the idea of finding any specific item; be open to what you might find.

4. Get the coupon code. Before you checkout when

18 shopping online, search Google for a coupon code that you can use. For example, search the phrase “massage warehouse coupon code” before checkout. You can also check the Facebook page of that business for discount codes and promotions. 5. Price Shop on Amazon and Ebay. Buy directly from the manufacturer and save. This does take some extra time, and

19 you may or may not get a warranty. Be sure to check shipping prices and shipping lead times, as these items are sometimes shipped from overseas. 6. Buy Off-Season. When you buy off-season for the next year, you can save up to 90% on gift bags, decorations, cards, sheets. For example, winter flannel sets go on clearance in March. Even gift certificates can go on sale.

20 7. Take Advantage of Coupons and Rewards Points. This can take a little extra time and planning, but you can really save $$. Think Staples rebates and rewards, CVS Extra Care Bucks, and remembering to send in rebate forms. 8. Stock up and save! When something is a good deal, buy enough for several months or even a few years.

21 9. Barter and Share: Why buy something you might only use a few times a year, like a massage chair? Trade a session to borrow one, or offer to rent it for the day. Barter for services you need such as bookkeeping or advertising. Just be sure to make crystal clear arrangements about the barter terms to avoid misunderstandings. 10. Use stuff you already

22 have. Unfurnish your house to furnish your office and then rearrange it later! 11. Paint and up-cycle used furniture. Fresh paint gives an instant clean and coordinated look. This is really trendy right now and there are TONS of DIY tutorial videos and articles online. 12. Start with what you can afford. You can always upgrade later. The most

23 important thing is to have a clean, warm, inviting space and give a GREAT massage.

24 Resources

Massage Supplies & Products

Frontier Natural Products (get a wholesale account), Ancient

25 Wisdom Essential Oils, Mountain Rose Herbs, Massage Warehouse, Best Massage, Amazon, Ebay, Craigslist

Office Supplies

Staples, Office Depot, Quill, local office supply stores, Craigslist

Furniture & Office Decorations

Second-hand stores, Craigslist, TJ Maxx, Etsy, flea markets, furniture

26 consignment stores, your house, your mama’s house or attic.

Printed Materials

Zazzle, Vista Print

Office Software

Massage Book, Island Software, Massage-Suite, or BodyWork Buddy

Other

Dollar Store or Dollar Tree (for gift bags and cheap office supplies),

27 drugstore & grocery store for cleaning supplies and laundry supplies.

28 State and Local Rules, Laws, and Regulations

29 Most states now regulate massage therapy, and you probably already have your state license. It’s a good idea to log into your state board website and print out the board rules and laws. Go through these with a highlighter, and highlight anything you will need to keep in mind as you set up your business. Each state has its own set of rules, so it is best to make sure you are following the ones for your state. Your county or

30 town may also have local requirements (most just go with the state requirements, but some do have their own). You should be able to look these up on your town or county website. Another great resource would be a local therapist who has been practicing for a while; maybe you could trade a massage or pay a consulting fee in exchange for some good advice.

If you are practicing within town or city limits you will probably

31 need to obtain a business license. The application can usually be completed online or at the town hall. While you are at the town’s website or town hall, also find out if your town has any sign ordinances. It would not be good to pay for a sign and then have to take it down because it doesn’t meet town regulations.

One good resource to help you with figuring out all of these different rules, regulations, and

32 taxes is your local community college. Many have free or inexpensive classes for small businesses and even people that can meet with you and give you advice.

The Small Business Administration also has a website with a wealth of information for the small business owner. They have local offices in many areas with classes, free consulting, and information on grants and loans.

33 These are the people that helped me out when my office was flooded in a hurricane, and I had to replace all the flooring!

Check list

State Board rules Check for local massage and

34 small business rules and regulations Business License Town sign ordinances Community College Resources Small Business Administration

35 Taxes

Once your town knows you are in business, they can start taxing you! Imagine my surprise, going

36 through the mail one day, and getting a tax bill on my “personal business property” for $300! Yep, they were taxing me on my massage table, lamps, trash can, you name it... At least I was better prepared the next year.

Small businesses also have to pay: sales tax, business income tax, self employment tax and payroll tax (if you have employees).

Luckily, as a business owner there are many many deductions

37 that you can take to help reduce your tax bills.

Even if you usually do your own taxes, when you are starting a business it’s a good idea to at least meet with a Certified Public Accountant. She can help you get your systems in place and make sure you are doing everything you are required to do. Personally, I have always let a competent CPA handle my taxes. I would much rather be massaging people. Also,

38 her signature is on all of my tax papers and she is there to help if I ever get audited.

This is another area where the community college can help out. Check and see if they have classes on bookkeeping and taxes for the small business owner.

39 Some Tax- Deductible Business Items

 Accounting fees  Advertising  Auto expenses

40  Banking fees  Building repairs and maintenance  Business association membership dues  Business travel  Charitable deductions made for business purposes  Cleaning/janitorial services  Computers and tech supplies  Consulting fees  Continuing education for yourself to maintain licensing

41 and improve skills  Conventions and trade shows  Cost of goods sold  Credit card convenience fees  Depreciation  Dining during business travel  Discounts to customers  Education and training for employees  Employee wages  Equipment  Equipment repairs  Furniture and fixtures

42  Gifts for customers (check deduction limits in yearly tax code)  Health insurance  Home office (check limits outlined in yearly tax code)  Interest  Internet hosting and services  Legal fees  License fees  Losses due to theft  Materials  Newspapers and magazines

43  Office supplies and expenses  Outside services  Payroll taxes for employees  Postage  Prizes for contests  Rent  Retirement plans  Software and online services  Storage unit rental  Subcontractors  Taxes  Telephone  Utilities

44  Website design expenses

Tax Resources

Books

Lower Your Taxes Big Time! by Sandy Botkin

45 Small Business Taxes For

Dummies by Eric Tyson 475 Tax Deductions for Businesses and Self- Employed Individuals: An A- to-Z Guide to Hundreds of

Tax Write-Offs by Bernard B. Kamoroff C.P.A.

Online Resources

Entrepreneur Magazine Small Business Administration Tax Tips

46 The Internal Revenue Service

47 Insurance

What types of insurance will you need to be a massage business owner?

48 Liability Insurance

Professional Liability Insurance usually covers malpractice (should you injure or be accused of injuring a client), general liability (such as a client getting hurt if your massage table breaks), and product liability (for reactions to products used on clients). Some companies no longer cover hot stone massage or cupping; be sure your policy covers everything that you do! This insurance is normally $99-$300

49 per year, depending on which organization you choose and what additional benefits they provide. There are many choices for massage liability insurance; some even have a monthly premium instead of yearly if you need to watch your cash flow. Do your research in this area!

Renter’s Insurance

These policies cover natural disasters, such as a fire burning

50 down your unit, or water damage. The liability sections protect you if a customer trips and hurts himself on the premises. If theft or crime in the area is a concern, you can purchase a policy covering those aspects. Insurance agents can create a policy to meet your needs. This will usually be required by the bank if you have a business loan.

Disability insurance

This kind of insurance pays you

51 part of your income in the event that you become injured and are unable to work. As a business owner, you are responsible for all of your business overhead as well as your personal bills. Being properly insured can prevent you from losing everything you have worked so hard for until you can get back to work. On the other hand, disability insurance can be quite expensive, and you may be better off just having an

52 emergency fund. That way you are not spending money on premiums that you can never get back.

Car insurance

If you do outcalls or use your car for everyday business you may be able to cover it in your Business Owners Policy. This way you will pay your car insurance with pre tax money.

Business Owners Insurance

53 This is probably a good and affordable way to go for most small business owners, a business owners policy covers many of the same things as renters insurance, give you additional liability insurance (sometimes called “slip and fall” insurance), and you can often include your car here as well. Most insurance companies like Nationwide, Progressive, and State Farm write business policies. Personally, I prefer to go into an

54 office and talk to an insurance agent, read the paperwork, and go over everything. Ask around for recommendations from friends or family members in your town.

Insurance Tips

Shop around for price Make sure you understand what your insurance covers Use a reputable licensed insurance agent Go over your policies each year.

55 Things change, and you don’t want to pay for more than you need.

Insurance Resources

Organizations

 Associated Massage and Bodywork Professionals

 American Massage Therapy Association

 Insure Bodywork

 Massage Magazine Insurance

56 Plus

Articles on Massage Liability Insurance

 Comparing ABMP and AMTA  Chart Comparing ALL of the Massage Liability Options

Articles on Business Owners Insurance

 What does a Business Owners Policy Cover?  Types of Business Insurance

57 (SBA)

Articles on Disability Insurance

 What Factors Should I Consider Before Buying Disability Insurance  Tips for Buying Disability Insurance

58 How Should Your Massage Business Be Legally Structured?

60 There are a couple of ways you can set up your business. If the business consists only of you, a sole proprietorship is probably the most common and simple way to go. Many therapists also form a limited liability corporation, as it has some tax advantages, and can limit your personal liability should you get sued. Other legal entities include Partnerships, Corporations, and S-Corporations.

This is an area where you will

61 really need to do some research and get some advice from a lawyer and a CPA. If you do decide to incorporate, you can usually file the papers yourself online and save several hundred dollars in lawyers’ fees.

If you can start this research, you will really be ahead of the game and prepared when you get ready to go ahead with your business!

62 Legal Structure Resources

Articles

 Choose Your Business Structure (SBA)  Choosing a Legal Structure (Findlaw)  How Business Legal Structures Work (How Stuff Works)  The Basics of Business Structure (Entrepreneur Magazine)

Online Resources

63  MyCorporation.com  LegalZoom.com

If you are a member of ABMP, one of your member benefits is a discount on legal services, so be sure to check into that if/when you need legal advice.

64 Location: Finding a Home for your Massage Practice

65 Your location is probably one of the most important decisions you can make when starting your new business. Ideally, you will want it to be convenient for your clients, affordable, quiet, safe, and easy to find with good parking. It can be a challenge to find all of those things, especially if you don’t want to do a renovation. Then you will also be looking for a space that is already set up to work for a massage space.

66 Sharing a space with another practitioner or business is an option. In that case you would probably only be responsible for your massage room, and share a reception area and bathrooms. In this situation, find out what is included in your rent and what responsibilities you will have for the common areas. This is a common rental situation, and you would work for yourself.

A good place to start looking

67 into options is your local Craigslist and classified ads. Also just drive around your area and look for “for rent” signs. Local real estate agents sometimes handle rental properties as well.

Go ahead and look at a few places to get an idea of what you can get for your money in your area. This will really help you with your business planning. Even if you aren’t ready to rent a space yet, it’s good to look and ask questions.

68 Commercial property rental is very different from renting a house or apartment where there are regulations about what has to be included (like heat and safe livable conditions). With commercial property, sometimes what you see is what you get, and any upgrades or changes are your responsibility. Imagine my surprise upon moving my things into a new office only to realize there was no hot water heater! If I had noticed that before

69 signing the lease, I might have been able to negotiate to have one included.

Don’t be too shy to ask for what you want and to have some upgrades included or money off your rent for fixing up a space. Commercial properties need to keep rent coming in and will often work with you.

70 Questions to ask about office rental

1. What is included in the rent: Any utilities? Any maintenance? Trash pickup? Snow removal? Landscaping? Outside maintenance? 2. Is the unit rented As-Is? 3. What changes are you allowed to make? 4. Who are the neighbors? 5. Are you allowed to sublease?

71 This might include having another therapist use the office if you can’t work or decide to share. 6. What kinds of signs can you put up? 7. What are the local utility companies? 8. Are you required to carry any insurance? 9. What deposits are required? 10. When is the rent due? Are there late fees?

72 11. Are there telephone lines? 12. Is the electrical up to code? 13. Is there hot water? 14. How long of a lease will you need to sign?

Questions to ask about sharing space options

1. When can the room be used? 2. Will you have your own keys? 3. Can you decorate and arrange things however you would like?

73 4. Will noise be kept to a minimum? 5. When is the rent due? Weekly? Monthly? 6. How much notice should each person give to cancel the arrangement? 7. Will clients be referred to you? 8. What is included in the rent? Utilities? Internet? Reception? 9. Who is responsible for the common areas and supplies? 10. Who will draw up the paper

74 work? Do not rent anything without a written agreement! 11. Can you sell retail products? 12. Is there any limit on services that you can offer?

If you are renting a room, you should be able to come and go as you please. No one should tell you what to do or how to run your business, as long as you are paying the agreed-upon rent. In my opinion you will grow your business faster if you show up and

75 are available for clients as much as possible. However, a Chiropractor or Salon owner cannot tell you what to do in any kind of rental or independent contractor agreement.

76 Choosing a Name for Your Massage Business

This is a fun and exciting thing to

77 do! Some therapists just go with using their own name, and that is fine. If you think you might ever expand and add more therapists, it is a good idea to pick a professional-sounding business name. This gives you more options, especially if you might sell your business in the future.

My best advice on choosing a business name

Use the words “Massage,”

78 “Massage Therapy,” “Day Spa,” or “Therapeutic Massage” in your name. This way no one will wonder what it is that you do. It is a good idea to get your location or neighborhood in the name as well. Alternatively, you can use your location in your tag line. For example, a Littleton business might say: “Balance Massage Therapy, serving the Littleton Community since 2003” or simply use the name “Littleton

79 Therapeutic Massage Specialists.” This will really help your website in the search engines too. Know that if you choose a more alternative name like Peaceful Mountain Zen Massage or Balance Massage and Energy Works some people might be a little put off and not call you. That is totally ok. If your name will attract your ideal client, go for it. Just be aware how others might perceive your name choice.

80 Google it! Make sure no one else in your area is already using the name you want or one very similar.

See if you can get a domain name and go ahead and buy it! It is a good idea to add your location to your domain name as well. So if balancemassagetherapy.com is taken, try balancemassagetherapylittleton.co m or massagelittleton.com. Try some different options until you can get a good domain name that

81 is easy to remember.

While you are at it, create your Facebook page. I recommend including your name and location in that as well. You don’t have to do anything with it yet. You don’t even have to publish it until you are ready.

82 Independent Contracting

As you move into being self- employed, being an independent

83 contractor for other businesses can help you to bring in the income you need as you build up your clientele. You may even be able to “fill in” at your current job occasionally if they need extra help, so don’t burn any bridges on your way out!

Call local day spas, resorts, and bed and breakfasts and offer your services on an appointment-only basis. Decide what dollar amount feels fair for you to travel and give

84 a massage. For me, the amount worth my while is $40 plus tips. I always ask that they try to book an additional appointment for me if I’m driving more than 15 minutes. Sometimes it works out that I will have 2 or more extra appointments. Don’t worry about percentages; just make sure you are getting what you need/want.

Additionally, if you need extra help, keep a list of therapists you know, and call them for couples

85 massage, spa parties, and trade referrals. If you arrange the appointments, there is no reason why you shouldn’t pay them a fair percentage and make some money for your work. The percentage will depend on a number of factors, but the higher it is the more likely they are to help you again in the future.

86 Budget

There are different ways to create your monthly business budget. The basic idea, though, is

87 to know your monthly expenses and the amount you need to cover those. After the expenses are paid, you start making money that you can take home!

Knowing your set expenses will help you to set your goals for how many massages you need to do each week and each month. This will also help you to figure out what you need to charge for your services, so you can earn what you need for your take home pay.

88 Your prices should not just be the average price in your area. The first thing that I would do is figure up the minimum price you can charge to meet your expenses.

For example if your total monthly overhead is $1,000 you would need to do 20 massages at $50 to break even. If you charge $75 you would need to do 14 massages to break even.

Then, add on your take home pay. To take home $700 a week

89 plus your overhead is a total of $3,800 so at $50 per massage that is 76 clients, or 19 per week. At $75, it is 51 clients, or an average of 12 clients per week. Keep in mind, this doesn’t include any vacation time or discounts. People love their discounts, so you might want to set your prices with that in mind. In my opinion $70-$85 per hour will earn you a decent living. It all depends on your overhead.

Keep in mind periodic costs. For

90 example, when you are getting started, you will need a bigger advertising and equipment budget. Run different numbers and scenarios. This will help you to figure out how much rent and everything else you can pay.

You shouldn’t be intimidated by making a budget; it is simply a plan for how you will spend your money. With a good plan you will be able to pay all of your expenses, and pay yourself too!

91 Business Budgeting Form

Here is a free downloadable business budgeting form for your practice budgets: http://www.vertex42.com/ExcelTe mplates/business-budget.html

Business Expenses Checklist

Use this list to help create your monthly budget so that you don’t forget anything.

92  Rent  Utilities, electric, water, heat fuel  Phone  Internet  Website fees  Bathroom supplies  Cleaning & laundry supplies  Massage supplies, cream, essential oils, sheets  Replacing equipment and/or buying new  Music subscription  Business license

93  Local taxes  Continuing education  Online scheduling program  Books  Liability insurance  Renters Insurance  Dues for networking groups  Window washing  Printed business materials  Advertising  Bookkeeper or Accounting fees  Supplies for any specials or spa services

94  Bottled water, if you provide those  Tea and other hot beverages, if you provide those  Credit card processing fees  License renewal  Retail products & bags  Gift certificates, supplies and processing (if you sell online)  Seasonal plants and decorations  Outside stuff – snow shoveling, salt, yard work, plants

95 Money Saving and Budgeting Tips

 Start out in a shared space or office that includes utilities.  Look for good deals on EVERYTHING! (See the section on Money Saving Tips for Supplies)  Price shop, and don’t be afraid to negotiate pricing.  Barter for professional services that you need.  Save a little each month toward

96 your yearly expenses, such as continuing education and insurance.  Keep track of all money coming in.  Pay your business bills and then yourself.

97 Bookkeeping and Massage Practice Software

98 Bookkeeping

Every business needs a bookkeeping system of some sort. Some massage office software has this included if you check your clients out through that system.

If your office software doesn’t include this, or you still use a paper appointment book, you will need a bookkeeping system. This will allow you to keep track of all income and expenses, print checks

99 for your expenses, run reports such as profit and loss, income by week or month, and expense reports. It’s a good idea just to keep up with this each day. It will only take a few minutes and then you will have the information you need when you need it.

I like Wave online, because it’s free, and you won’t have to worry about losing your information if your computer dies. You also have the option of letting your

100 accountant log in and take care of figuring up your sales tax, quarterly, and yearly taxes.

There is also a good program called BookKeeper for instant download—it has all the capabilities of the desktop Quickbooks for a fraction of the cost.

Whatever system you choose, just be sure to keep track of your money and save your receipts, and you will save many hours of

101 research and stress at the end of the year!

Massage Business Software

You will also probably want a computer program to schedule your massage appointments, keep SOAP notes or client notes, and keep up with your gift certificate sales & prepaid packages. There are many options available! You will probably want to shop around

102 and test out a few different systems. Most companies will offer a free 15 to 30 day trial. Trying out software is something you can do even if you aren’t starting your business right away, and it will save you time down the road.

Some features you might want to look for in your massage business software are:

Online Scheduling

103 Multiple therapist scheduling SOAP Notes Client information tracking, such as number of visits and birthday Client notes Online Gift Certificate sales Credit card processing Client newsletter service Financial Reports Appointment reminders Device compatibility Referral tracking

104 Business reports (for example: best selling products and services) Prepaid package tracking Insurance billing (if you plan to file insurance)

There are many good choices for your massage office software. See the Office Software section under Getting Started - Resources. Just keep in mind that whatever isn’t included in your program you may

105 end up paying extra for. You will want to do some comparison shopping, not only with your massage software, but with credit card processing, email newsletter services, and whatever other software you want. When you add it all up, you might be better off picking a higher priced system. Plus, having everything in one place might save you many hours of trying to transfer information between systems.

106 Marketing Plan

Every business needs a marketing plan! People can’t come

107 see you if they don’t know about you and your wonderful services. A good marketing plan covers a few different types of marketing. This way all of your eggs aren’t in one basket, in case a particular type of marketing doesn’t work well in your area.

I recommend starting with at least these in place:

 Printed marketing materials, business cards, flyers, price sheet, service menu and

108 brochure.  A website and social media presence including at least Facebook and a Google Business listing.  A membership in at least one networking group, plus take advantage of their resources and meetings  A couple of ads in local print publications

Marketing is my specialty, and you can find all of my marketing

109 resources at my website: gaelwood.com.

Check out my Massage Marketing and Spa & Skincare Content Clubs for done-for-you quote images for social media, blog articles, recipes, tips, links to share, bonus tutorials and more.

110 Outcalls

Starting an outcall or house call business can be a good way to go, especially if you are on a tight budget. This business model cuts

111 down on most of the overhead of a traditional store-front or therapy office business. As with anything, there are pros and cons to this business model, and some therapists just don’t have any interest in carrying their whole business around in their car!

Let’s start with the Pros

 Low overhead: no rent, utilities, or maintaining a location at all.

112  You get to work all different kinds of places. This is great if you are easily bored.  The money is good, and with low overhead you can keep most of it.  Clients really appreciate the convenience and personal touch of a house call, and it saves them a lot of travel time.  You will get to meet really nice people who appreciate you and buy massages for all their guests.

113 Some Cons

 The first and most important one is—potentially—your safety! You will need to screen your calls and take practical safety measures. Also, be very selective in your advertising.  You have to carry all your stuff around! This can get old fast. Having a good setup with your supplies and a lightweight table are musts.  You will probably get rained on,

114 lost, drag your stuff up multiple flights of stairs, and be asked to do massage in crazy tight spaces.  I personally love house-calls. Some of my dearest clients have me come to their homes. However, there are days when I’m lost in the pouring rain that I do question my sanity. It’s a trade off. I can work less because I have lower overhead costs.

115 Outcalls at Hotels, Bed and Breakfasts, and Vacation Rentals

I have also had success marketing house-calls to nice hotels, vacation rental agencies and bed & breakfasts. Here is an

116 excerpted article I wrote on that subject:

Marketing your practice through Hotels, Bed and Breakfasts, and short term rental agencies can be a great way to build your outcall massage business.

This, of course, depends on where you live and what your business goals are. If you live in a place with a lot of tourism or

117 business travel, this may be a great option for you! How to get started

1. Do your research, and figure out what businesses would be a good fit for you to work with. Look for size, proximity to your office, rates (we want people who can easily afford a massage), and, of course, you need to know if they are already offering spa/massage

118 services. 2. Call and find out to whom you should address your correspondence. The owner or manager is usually best. 3. Send a well-written letter and samples of your marketing materials. Introduce yourself and your services. Explain how your services will enhance their business (in-room service, your great location, people love massage while on vacation, etc).

119 Let them know what you would like to do in terms of marketing, such as have information in the rooms, refrigerator magnets, and website links. If you would like, offer a sample of your services and an employee discount for their employees. This makes it a win win. 4. Follow up with a call or a visit. Make sure they understand what you are offering. Hopefully, they will want to

120 form a partnership with you! 5. Be sure to promptly provide them with any marketing materials you have promised.

Don’t worry if some of your efforts are ignored, just contact another place. It is better to have a couple of GOOD hotel referrals than a lot that don’t really promote massage. It can take time to build those relationships.

121 I offer an online course that goes into a lot more detail:

This class includes video/audio

122 classes covering outcall business start-up, from supplies, to prices, from safety to marketing. At the end of the course, you will be ready to ROLL.

Sign up in the Online Store.

123 Other things to consider as you are thinking about starting your business

 What hours and days would you like to work? This will help you with your marketing. For example: if you would like to work during school hours, you

124 would be smarter to market your business to retired people rather than teachers or 9-5 workers.  What hours will you answer the phone, emails and texts? It is a good idea to set your limits with this from the start. If you text a client back at 11pm once, that sends the message that it is ok to text you at 11pm and expect a response. This is why I suggest a separate business phone if possible. You can turn it off when

125 you are unavailable and return messages at an appropriate time.  Will you offer outcalls in your business as an option?  What services would you like to offer? If you would like to have spa services or a sauna it’s important to have that in mind as you look for rental space, because you would probably want a shower available for clients.  Will you need to borrow any

126 money to get started?  Do you have any other sources of income or savings, in case you have a slow week or a slow start?

127 Putting it all together in a Business Plan

A business plan can be as simple or detailed as you would like. I

128 would suggest running some different scenarios based on overhead considerations, prices you might charge, and number of clients coming in. It is unlikely that you will be completely booked during your first year of business. You might also want to base your estimated income on 49 or so weeks of the year. That will give you some vacation time and sick days.

Your plan can change! Just

129 because you write something down doesn’t mean you have to do things exactly as you planned it. Your plan can and probably will change, however it is still better to start with a plan, than without one.

130 Simple Business Plan

131 What products and services will you sell?

127 Who will buy it?

128 How will your business help people?

129 What will you charge for your services and products?

130 How and when will you get paid?

131 Will you have any other sources of income?

132 How will your clients find out about your business?

133 When will you consider your business to be a success?

134 What challenges do you have?

135 What possible answers can you come up with?

136 What questions do you still have about starting this business?

137 Where can you look for answers?

138 A few final pieces of advice

I would like to encourage you to develop a mission statement for your business. A mission statement is like a lighthouse that you can use to guide you as you make the many decisions that you will need to make as a business owner.

I also want to encourage you to

144 keep on learning business! Keep reading, take online classes, learn marketing, and just keep growing and expanding. There are lots of expensive business classes and programs out there, and some of them are very good, but there are also books, free classes, and inexpensive classes as well. Start where you can and just keep learning.

Keep learning and improving your massage skills as well. Take

145 classes when you can, watch YouTube videos, practice, and keep improving your skills.

Keep the reason you chose to be a massage therapist incorporated into everything that you do and you will be very successful.

I wish you the best of luck in your business ventures!!

146 Hi! I’m Gael Wood

North Carolina LMT #1564, North Carolina Esthetician, and NCBTMB Approved Continuing Education Provider #629

When I started out as a massage therapist 20 years ago I didn’t know anything about marketing, or what to

147 say to get my clients re-booking and referring. I had to figure it out, or get a new job! I’ve spent many years and thousands of dollars learning business building strategies and I would love to help YOU build your dream business.

Connect with me on Facebook.

Best of luck, success, and prosperity to you! Gael

148 Free Massage & Spa Marketing Content

GET YOUR FREE SAMPLES TODAY!

Beautiful & Fun Quote Images for your email marketing, website and social media, massage or

149 skincare blog & newsletter articles, Ad copy, social media posts, finding great shareable articles….. Who has time to do all that every week?

When you own a business, you wear a lot of hats: therapist, receptionist, bookkeeper, housekeeper, and marketing department. It’s hard to keep up… but I have great news!

You can have marketing content done for you and ready to go each

150 month and you’ll be able to concentrate on what you do best, GREAT SERVICES!

Take the Content Club resources, add your personal touches and post! Marketing doesn’t get much easier.

Try out the Free Marketing Content Samples for both Massage and Spa, and see what else is available in Free Resources from Gael Wood Massage and Spa Success.

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