Should/does a higher skill level equate to higher fees?

[eternalabyss]

I'm involved on a number of body work related forums over on LinkedIn and this topic keeps coming up. A very vocal online massage instructor maintains that the pay for a massage therapist is static, and has been for the past 15 years or so. She also predicts that this will not change. "$1/minute" is what she claims is the upper end that any MT can expect.

First off, I'm a PT, so my perspective is different. I have said that with increased training/skill comes the ability to charge more for being able to successfully perform a service. I was speaking directly to myofascial release, but I believe that this would apply to many other modalities. I believe that a therapist can command and get a higher hourly fee if you are successfully able to deal with tough pain syndromes.

With advanced training and proven success, are you able to command a higher fee?

 

[graciela]

Should/does a higher skill level equate to higher fees?

I agree with you Walt. If you have more training and experience you should and can get more for your services

 

[WOOT65]

Should/does a higher skill level equate to higher fees?

If you feel you fit into this category, do you charge more than your peers?

 

[singinggram]

Should/does a higher skill level equate to higher fees?

advanced training and proven success

I think that both parts of this need to be in place. Earlier this year I had a massage from someone I knew years ago. The massage was no better and probably worse than the one I got years ago. But the rate was about the going rate. There are a lot of factors at play and just because you have more training does not mean you are a better practitioner.

Presumably, if you are good and get results, you can charge more and still be as busy as you want to be.

There are many locations and situations where $1 per minute does not apply, even today.

 

[Pompal 09.]

Should/does a higher skill level equate to higher fees?

The nature of one's practice and business model also impact what can be reasonably charged. A solo practitioner can charge whatever they want, but a multi-therapist practice needs to make a choice about whether to have tiered fees or not because those MTs may share clients. A large practice may have tiered fees, but then they have to really sell it and have well-trained receptionists who can clarify and handle the billing questions that inevitably arise.

For our practice (over a dozen MTs), a single rate system is far simpler to administer. The pay scale results in different compensation to the MTs, but the clients pay the same no matter who they see. We have a few specialty services that are provided at a higher price, but otherwise we have a flat rate. For our MTs, this enables them to provide whatever the client needs without worrying about informing clients of a $5 upcharge for therapeutic work, or $10 upcharge for pregnancy massage, or whatever. Our MTs also find it easy to refer clients to one another - no need to explain why the fees may be different. This client portability helps our retention and rebooking, so we have no plans to make any changes in the near future.

If we chose to start doing insurance billing, we'd have to revisit our business model and pricing structure to determine how best to proceed. Then we would have to determine which MTs would be involved in servicing those clients, what (if anything) they may need to do differently and how they would be compensated, then train them accordingly.

 

[sgt snak3]

Should/does a higher skill level equate to higher fees?

You will always be able to charge more if the perceived -- not actual -- value is greater for your services than for your competitors. Does not matter the # of CEUs, if the client does not value what the training/skill confers, they will never pay for it.

Too often people confuse experience or longevity with skill. We don't pay more experienced therapists more than new therapists for a number of reasons, but chief among them is clients are buying our spa/brand/reputation, not that of the individual therapists since they don;'t know who they will be seeing unless they request a specific therapist.

I do believe their is a plateau -- not an absolute number, but a range -- of MT potential earnings. Not based on an hourly rated, but on a total dollar value. You can work at Eliz. Arden and see 4 - 6 clients a day and get paid 1/2 of what you get as a sole practitioner, but better tips. But at the end of the day, you have earned approximately the same amount of $$.

 

[gina68]

Should/does a higher skill level equate to higher fees?

But, do you out there who have a higher skill or level of results, charge more than your peers? I'm not making what you make, that is your business, I am curious whether you can and do charge more than the norm in your area?

 

[Maegen]

Should/does a higher skill level equate to higher fees?

But, do you out there who have a higher skill or level of results, charge more than your peers? I'm not making what you make, that is your business, I am curious whether you can and do charge more than the norm in your area?

I don't think I charge more than the "norm" but when someone pointed out to me that there are several of the "$39" places around here, I answered that if they could should me a $39 place who had therapists with 19yrs experience who could do what I do then I'd reconsider my prices. They were quiet after that.

Angie

 

[Brittney]

Should/does a higher skill level equate to higher fees?

Yes, Walt, I do charge more than my peers and am appreciated for my training and skill set.

 

[man of iron]

Should/does a higher skill level equate to higher fees?

Thanks for the replies. Again, my purpose in asking these questions is that I wanted some feedback to see if this therapist/professor was correct? Her outlook is quite bleak in saying that an MT will get the going rate and that rate seldom changes.

Another question to throw in the mix: Does any MT out there feel that myofascial release is a physical therapy modality and not a massage therapy modality? (another one of her contentions)

 

[LYNBOP mmmmmmmmmmmmmmmmm]

Should/does a higher skill level equate to higher fees?

Thanks for the replies. Again, my purpose in asking these questions is that I wanted some feedback to see if this therapist/professor was correct? Her outlook is quite bleak in saying that an MT will get the going rate and that rate seldom changes.

Another question to throw in the mix: Does any MT out there feel that myofascial release is a physical therapy modality and not a massage therapy modality? (another one of her contentions)

I see no reason it cannot be a part of both. Sounds like she is one of those linear thinkers........everything in black and white, and her perspective is the only possibly correct perspective.

I think the "going rate" is somewhat determined by the economics of a particular area of the country, and then within each locale the rate will be determined by what R&R call perceived value. Someone with more to offer in terms of skills and results will be able to charge more. When I raised my rates, my clients were not the least bit concerned. Most said "it's about time!", and others said they knew MY costs had to be increasing because everything everywhere is going up in price. There wasn't much discussion other than them letting me know that was fine, and I didn't lose any clients. I offer something they wanted to continue to receive.

 

[Freda]

Should/does a higher skill level equate to higher fees?

I believe that a higher skill rate should equal a higher pay. However, I feel like there are a few things that can happen with our practices if there is a money issue or crisis surrounding the clients who use our services:

• Client will pay the rate happily, knowing they are getting a good value (emphasis on the therapist to increase the awareness of the client regarding his/her skill level).
• The client will pay the rate but be frustrated.
• The client will come less often to offset the higher rate.
• The client will go elsewhere.

I think part of the question may lean toward "How do we, as higher skilled therapist, garner a higher rate for our work, if we want to move in that direction?".

Personally, I have a hard time asking for much more than the going rate, and I feel it is a personal struggle. My family did not make much when I was growing up, and although I deal with plenty of people who are head an shoulders above what I will probably ever see in my lifetime, I still have the mentality that I need to be providing what I consider to be a "good rate". And, yes, we should be comfortable with what we charge. But, at the same time, if our personal value is skewed in the lower direction, how will we ever make a profitable business out of our practices? When our businesses do well, we are able to concentrate on our clients with less personal stress. I am sure this makes a difference in the care-giving, if only on the cellular level. It could be that the therapist you mention is also struggling with these issues.

I believe that an MT can learn MFR and there is no reason for it to be strictly used by PT's. We work with our hands and the client's body/fascia. Rather we choose to utilize those tools and deliver sessions in that fashion or not, is up to the bodyworker. For me, this is an aspect of the healing arts that certainly overlaps. There is no regulation that states an MT can't learn MFR and it doesn't seem to be a type of work which is against an MT's core system of massage therapy values.

Advanced training within the core values of the profession and within the boundaries of the law (ie: if a state said you couldn't perform MFR without a PT license or some such) should not be a problem, as far as I am concerned.

Most said "it's about time!", and others said they knew MY costs had to be increasing because everything everywhere is going up in price.

Blue, would you mind adding what your particular increase was and what you raised from, for value reference?

Here's a possible useful cross-thread: race to increase rates




12/19/10: edited for typos -

 

[Jonny Mick]

Should/does a higher skill level equate to higher fees?

At this point in time, our (hubby's) services are about average for our area. We did recently "balance" our rates, as 1/2 hour and 1 1/2 hour sessions were not in balance with the hour rates.

Whenever folks ask about our rates, we let them know that we charge per time, not modality/technique. I realized a long time ago that it was futile to expect him to remember whether he'd used something "worth charging more" in any given session. Hot stones, cupping, deeper/therapeutic work as opposed to more relaxing work-- it's all priced the same here, unless we're running some sort of special (which we're also realizing doesn't seem to make any difference). This is more due to our desire to keep things as streamlined as possible, honestly. We've been told that we should charge more (some say WAY more) for his work, but then too, we want to keep rates affordable for those who couldn't afford more than "the going rate". Those who can afford more, often leave generous tips.

As far as "the $39 places": when we're confronted with those comments, our standard reply, with a huge smile, is thus: "You may not be paying $39 here, but you're also not getting a $39 massage!". I know for a fact that there are several people who have decided to continue with those "$39 places" instead of coming here; on the other hand, those who DO come see him who are used to those other places, tend to not go back, and they readily admit that even if the price is nearly double, the work is WAY more than double-effective.

And as far as MFR being more for PT''s than MT's... I heard of MFR for the first time in massage school. It sorta surprised me to learn that it is commonly used by practitioners *other* than MT's. I definitely think that, as long as it remains within our state's determined "scope of practice", it shall remain an extremely useful tool for MT's.

 

[ko628]

Should/does a higher skill level equate to higher fees?

peuppi,

Might I add one more item to your list?

-Client will pay happily if they get better (whatever that might mean to them)

Valuing your service what is worth taps into many deeper issues of self worth; issues that we could all stand to look at. Undervaluing yourself, whether due to low self worth, in a desire to stay within the norms of your peers, or to keep yourself priced at what you think your market will bear are all common reasons stated. None should be a barrier if you are providing a service that is not available from your peers.

On the occasions that I make a rate increase, I'm always faced with the fear of presenting it to existing clients, as well as when first speaking with new ones. But I've gotten better at this. No rate increase for 2011, but I think it will go up come 2012. As a PT, I don't feel the need to stay within the norms of MT's in my area. I've never polled PT practices to keep my rates comparable, as my 50 minute hands on session is one that few, if any, local PT's provide.

But, if your phone calls are anything like mine, you should consider pricing yourself above others. "A number of my friends told me that you are the person to call for...." Sound familiar?

 

[LiL iNNOCENT]

Should/does a higher skill level equate to higher fees?

If you feel you fit into this category, do you charge more than your peers?

I am working towards this. I personally don't feel I have the education to back me up at this point. I am a work in progress.

I don't see why the PT's and MT's can't share MFR. I go and see an PT for my MFR work and her experiance that she gives is very different from mine. It has allowed me to look at my own MFR work with a fresh pair of eyes. And her and I are even sharing a client or 2 now :grin:

 

[Jaimy]

Should/does a higher skill level equate to higher fees?

Here's the deal...I used to go to Supercuts to get my hair cut for $12...every four weeks. Now I go to a great stylist for $40 a cut...every 8 weeks. What's the difference?...The latter gives me a better cut, so as it grows out it doesn't need the maintenance. In other words...the first hair cut was cheaper, but not as good,so I needed more.

I charge more for my massage than most of my competitors. I have more training, more experience and I have a track record for being professional. I don't apologize for charging more. Also, if I do (rarely) offer a discount on my services, my clients feel like they are getting something special...

I have found, when someone is as vocal as the person you mentioned...they are convinced their way is the only way and if you aren't doing it that way...you are wrong or a threat.

Business is business. Massage therapists take it waaay to personal.