Himalayan Salt Stone Workbook - …inspiredtherapistseminars.com/.../10/Himalayan-Salt... · About 11 years ago, I was introduced to Himalayan salt stones by a distributor. There

Himalayan Salt

Stone Massage Introduction to Salt Stones

Inspired Therapist Seminars

What is Himalayan Salt Stone Massage? Halotherapy: a form of alternative medicine using salt; derived from the Greek word halos, meaning salt

Similar to traditional basalt stones, Himalayan salt stones can be used over the entire body. As you have discovered from attending Inspired Therapist Seminars’ live class, Himalayan Salt Stone Therapy is the best of the best. Not only does it deliver superb thermotherapy, it contains 84 minerals that may be absorbed by the body and may lightly exfoliate skin.

*It’s important to note that because there’s no way to determine exactly how much of the mineral content may be absorbed, outside of a medical laboratory testing, that you must remain ethical in your marketing.

The benefits of adding warm stones to your massage sessions are plentiful. Heat can aid in softening muscles, easing circulation through vasodilation, allow you to work deeper layers of tissue in less time, enhance the body’s parasympathetic response, and more.

Exercise #1: What interests you most about Himalayan Salt Stone Massage?

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My practice with Himalayan salt stones Now that you’re familiar with halotherapy and a very quick overview of salt stones, I’ll share a little about my personal practice with Himalayan salt stones.


About 11 years ago, I was introduced to Himalayan salt stones by a distributor. There wasn’t much information available from the distributor, so I started reading everything I could find from every source I could dig up. I was intrigued by what I found, so I ordered my first set of Himalayan salt stones.

After about 100 hours of practice, my techniques were perfected and I began to offer Himalayan salt stones massage to all of my clients. Through my practice hours, I found that Himalayan salt stones were far superior to my old basalt stones, which I immediately gave away. There was no going back for me! Since 2011, I have been teaching Himalayan Salt Stone massage to therapists just like you.

Where does Himalayan salt come from?Himalayan salt comes from 6 mines in the foothills of the Salt Range in Pakistan, approximately 190 miles from the Himalayas. The salt is mined by hand, creating little to no pollution in the process.

Why are Himalayan salt stones pink? Minerals such as iron and copper contained in veins running through the stones can give a range of light to dark pink hues. Color does not indicate that one stone is better than the next. Unlike basalt stones, a darker color does not mean that the stone will retain heat longer than lighter colored stones. In my personal practice, I have found that once properly heated, all colors of Himalayan salt stones will hold heat as well as basalt stones.


Types of Stones


Himalayan Salt Stone TherapyVariety of shapes and sizes of stonesNo costly set-upQuick, easy heatingClean up in less than 1 minute84 minerals to benefit the skin

Traditional Basalt StonesVariety of shapes and sizes of stones

Extensive and costly set-up required

Heating time is longerClean up time is extensive

No mineral benefits

Electronic StonesOnly 2 sizes and varieties of stones High cost to purchaseVirtually no heating timeClean up in less than 1 minuteNo mineral benefits

Benefits of Himalayan Salt

Himalayan salt stones have gained in popularity in the past few years, yet Himalayan salt has been found in homes for decades. From lamps to table salt, you can find Himalayan salt in many forms.

Himalayan salt boasts many benefits, including:anti-bacterial propertiesanti-inflammatorywhen heated, negative ions are released into the air, aiding in purificationmuscle cramps may be alleviated due to the mineral content


skin-smoothing through light exfoliation

Variety of shapes/sizes: Himalayan salt stones come in many shapes and sizes. Large round stones, small round stones, large heart stones, teardrop stones, and thin oval stones allow you to have just the right stone for every technique. You can also find large rectangular stones (also called soap bars), tiny spherical stones, and other odd-shaped stones, though I personally do not recommend any of these options for massage.

Exercise #2: If you’ve taken my seminar, list each of your stones and what you love to use each one for.

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No costly set-up: When you attend Inspired Therapist Seminars’ Himalayan Salt Stone Therapy live seminar, a full set of stones is included in your tuition. WHAT? Yep, that’s right! You get nearly everything you need to start offering Himalayan Salt Stone sessions the very next day. With just a $10-20 additional investment, you’ll be fully ready!

Quick, easy heating: In just 30 minutes, your full set of stones will be at the perfect temperature. Simply turn them on the low setting when you arrive and by the time your client is on the table, they’ll be ready to go.

How do I heat Himalayan Salt Stones? A simple heating pad, with the fabric cover removed, is the most efficient heating method and is the method I’ve used exclusively for over 10 years. Heating pads can be found


easily at your local big box store or online retailer. You may even already have one lying around your house or in your massage room!

Which heating pad should I buy? Any heating pad will work just fine, but I personally prefer the Sunbeam brand. The size you choose is based on your preference. A regular-sized heating pad will work just fine for a full set of stones or you can choose a king-sized option if you prefer to use extra stones. Either option will allow you to heat the stones from both sides by simply folding the heating pad in half and placing the stones between it.

Quick, easy clean up: Gone are the days of spending 30+ minutes scrubbing, rinsing, and drying 50-100+ stones, plus a bulky roaster, tongs, and heavy insulated gloves. Who has time for that? Cleaning your Himalayan Salt Stones is fast and easy with a sanitizing wipe of your choice. Himalayan salt is naturally antibacterial, so a quick wipe to remove oil and dead skin cells is all you need. If you are more concerned about germs, there are a host of hospital-grade wipes available that will meet your needs. Cleaning your heating pad is just as easy: a quick wipe and you’re done. Cleaning a full set of stones and a king-sized heating pad should take you about 30 seconds, but definitely no longer than 1 minute.

Not only will you have less work to do, you’ll free up valuable massage time. This will allow you to see more clients each day, increasing your income potential. Combine that with added upgrade fees and you have a powerful revenue potential. It’s easy to earn thousands more dollars in revenue and profit each year.

Exercise #3: Answer the following questions:

How much do you charge for Swedish/relaxation massage (or your typical massage modality), broken down per minute? _____________________


How many minutes, on average, did it take you to clean traditional basalt stones? _________________ Multiply this number by your cost per minute for massage. __________________ is your “cost” to clean.

How many minutes does it take you to clean your Himalayan salt stones? _________________ Multiply this number by your cost per minute for massage. _________________ is your new “cost” to clean.

Exercise #4: Now, take each of your “costs” to clean and multiply that by the number of hot stone massages you perform.

Traditional Basalt Himalayan Salt StonesDaily:Weekly:Monthly:Yearly:

How do you feel about this significant difference? __________________________________________________________________________________________________________________________________________________________________________________________________________________

Instead of spending valuable massage time to clean up stones, you can use that time to increase your revenue. Himalayan salt stones for the WIN!

84 Minerals: While Himalayan Salt Stones do contain 84 minerals, you’ll likely want to focus on the big 3: magnesium, calcium, and potassium. Most clients will be familiar with these, so they will be easy talking points. If clients are interested in learning about all 84 minerals, it’s easy to provide them with a handout or making it available as a download on your website. A full list is included at the end of this workbook.


Magnesium • 4th most abundant mineral in the body• 60% of the body’s magnesium is found in bones• 40% is found in muscles and soft tissues and fluids• Involved in energy creation, protein formation, gene maintenance,

muscle movements, and nervous system regulation• Has been shown to fight depression as it plays an important role in brain

function and mood.• It helps lower elevated blood pressure• It helps fight inflammation by reducing the inflammatory marker CRP• It may help alleviate migraine pain in clients with low magnesium levels

Calcium• Helps build strong bones and teeth• Sends nerve signals• Contracts muscles

Potassium• Assists in regulating blood pressure• Assists in regulating normal water balance• Assists in muscle contraction• Assists in nerve impulses• Assists in heart rhythm• Assists in maintaining pH balance

Exercise #5: Write out your “elevator speech” explaining why Himalayan salt stones are the best choice for clients.______________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________


Traditional Basalt Stones

Basalt stones are the most frequently used stones for hot stone massage. They are the most abundant and easily found through most massage suppliers.

Variety of shapes/sizes: Basalt stones are available in many shapes and sizes ranging from tiny toe stones to large sacral stones.

Extensive and costly set-up: In order to offer hot stone massage with traditional basalt stones, you will need:

Set of stones - usually sold in sets of 100+Warmer - a professional warmer can be purchased alone or in a

complete set


Slotted spoon or tongs - necessary to remove hot stones from hot waterHeavy duty insulated gloves - necessary for handling hot

stonesTowels - used as bottom layer inside the warmer to prevent stones from clinking against the metal heater; also

needed to dry wet stones prior to applying them to the body; necessary for the cleaning-up process

Scrub brush, soap, water - used to clean the stones and warmer

A complete basalt stone set-up can cost approximately $200-500. Many therapists choose to go the “cheap” route by using a non-professional warmer. In the 20+ years I’ve been practicing, I’ve seen/heard of therapists using kitchen crock pots, electric skillets, hot towel cabbies, turkey roasters, even microwaves (YES, MICROWAVES!). Not only do these products look unprofessional, but they do not stay within acceptable temperature range. Even on a low setting, kitchen appliances get much too hot for stones to be applied safely. Microwaves can actually cause stones to explode. I’m not sure I’d want to see that for myself, though!

Exercise #6: If you previously used traditional basalt stones, how much did it cost to set-up? _____________________

What did you dislike most? ______________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________

How has your practice benefitted from your switch to Himalayan salt stones? ____________________________________________________________________________________________________________________________________________


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Heating time: Because traditional basalt stones require water to heat them, you must first heat the water before the stones will begin to heat. To fully heat a complete set of stones, this process can take an hour or longer. Be advised that cranking your heater up will result in improperly heated stones, which creates a surface that is too hot and a core that is too cold. This will cause your stones to initially burn the client (and you!), but lose heat quickly. The heating process is the main reason traditional basalt sets are sold with so many stones. In this case, more stones does not equal better - it simply means more work for you and more interruptions to your clients massage as you constantly need to change out the stones.

Clean up: You’ve already learned that traditional basalt stones are typically sold in sets that often include 100 or more stones. What does this mean for the clean up process? TIME. EFFORT. LOST REVENUE.

Scrubbing 100+ stones takes time. Many therapists who have taken Inspired Therapist Seminars’ Himalayan Salt Stone Therapy seminar have reported that their average clean up time for a traditional basalt stone massage is approximately 30 minutes. Between scrubbing and rinsing each stone, dumping used water, scrubbing and rinsing your heater, and refilling it with clean water and freshly scrubbed stones, you’ve got a lot of work to do.

Remember exercises 3 and 4? Take a look back at the numbers you wrote. How significant are these amounts? I bet you’ve never calculated these costs and you’re probably flabbergasted. This is billable massage time that you’re missing out on! If you could recapture that lost revenue and put it back into your business, or your pocket, how significant would that be? For many therapists who are operating at a loss, this extra revenue could put them in the black.


Minerals: Traditional basalt stones do not offer any mineral benefits.

Exercise 7: What benefits do traditional basalt stones offer that are appropriate for your practice? ________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________


Electronic Stones

Limited shapes/sizes: Electronic stones are the most limited in sizes and shapes offered. Currently, there are two professional electronic stone options on the market. These stones are available in regular and mini sizes (both are available in just one shape and have two textures to choose from) and one specialty shape. Due to such limited options, matching a stone to a specific technique is nearly impossible. However, these stones can be a decent option for general Swedish or relaxation sessions.Personally, I’ve owned two different electronic stones and was so displeased with their limited functionality that I returned them both.


Costly set-up: Electronic stones are purchased individually or as a set of 2. They range in cost from $125 for one to $399 for a set of two. Therapists usually do not have a need for more than two stones.

Quick heating: Electronic stones require no water and no special heater, so set-up is quick and easy. You simply turn the stones on and they’ll be fully heated in about a minute.

Quick, easy clean-up: Because no water is required for heating and there’s no heater, clean-up is very similar to Himalayan Salt Stones. You simply wipe your stones with an antibacterial wipe of your choice and you’re done.

Minerals: Electronic stones offer no mineral benefits.

Other considerations: Electronic stones offer one unique advantage that no other stone does. Only the bottom of the stone heats, leaving the top cool against your hand. If you’re sensitive to heat, this could be a good advantage for you.

I do want to give you one caution, though. Because you don’t feel the stone’s heat on your palm, it’s imperative that you test the temperature prior to applying the stone to your client’s body. You’ll also need to be cognizant of the stone’s heat when your strokes slow down. Client safety should be your number one concern.


Exercise 8: What benefits do electronic stones offer that are appropriate for your practice? ________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________


Safety Considerations Contraindications Hot stone massage (performed with any stones listed above) can be a safe, effective, and enjoyable modality for most clients. In addition to contraindications for all massage modalities, hot stone massage includes the following contraindications:

Uncontrolled high blood pressure: For decades, therapists have been taught that any client with high blood pressure can not receive hot stone massage. This is a very common misunderstanding in the massage industry. I’ve personally sought out the opinions of Cardiologists and other medical doctors regarding this specific contraindication. Their response? Considering no other factors, hot stone massage is safe for clients whose blood pressure is within the normal range or is controlled with medication. My take-away: a contraindication only exists if the client’s high blood pressure is uncontrolled.

I always encourage you to seek out the expert advice of your trusted medical professionals when you are unsure if a contraindication exists.

Neuropathy: When a client has diminished or loss of feeling in any body part, that body part becomes a local contraindication for hot stone massage. To avoid the possibility of burns, the client must be able to tell you if the temperature of the stone is too hot. When the client has neuropathy, they no longer have that ability.

Diabetes: Poorly managed and/or advanced diabetes is a contraindication for hot stone massage due to the increased possibility of neuropathy. As a side note, it’s always an excellent idea to keep high-sugar candy readily accessible in your massage room in the event that your diabetic client’s


blood sugar drops to an unsafe level. Sweet Tarts are an excellent choice due to their high sugar content and their ability to be absorbed quickly into the bloodstream.

Recent car accident: If your client has very recently been in a car accident, hot stone massage may be a contraindication due to an inflammatory condition. I recommend that you err on the side of caution until the client has been assessed by a medical professional.

Broken and/or abrased skin: While this is a local contraindication for all massage, it’s even more important for Himalayan Salt Stone massage. Remember, Himalayan salt stones contain 84.62% sodium chloride, which

Remember: All contraindications that apply to other massage modalities also apply to hot stone massage. The above list is not all-inclusive.

Exercise 9: What steps are you currently taking to make your client’s safety your number one concern? ________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________

What steps can you add?________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________


Burns Happen Protect your clients and yourself

by following the proper procedures, state regulations, and insurance

guidelines!

Liability Concerns: Not following proper safety procedures, your state regulations, and the guidelines of your specific liability insurance policy can lead to significant injuries. 3rd degree burns, skin grafts, scarring, and permanent discoloration are serious injuries that can and DO happen. In fact, burns are the number one liability claim.

It cannot be reiterated enough: client safety should be your primary concern. No service is worth your client’s safety, your professional license, your business, or your assets.

ABMP Guidelines: ABMP offers hot stone coverage at no additional charge, provided that you read and agree to the the following statement (copied directly from ABMP’s website). You also agree to watch ABMP’s video, Hot Stone Massage Safety Guidelines.


Hot Stone Risk Management StatementAs an ABMP member I agree to adhere to the following guidelines regarding the use of hot stones during massage, in order to maintain liability insurance coverage for such use:

• I understand that the use of hot stones in massage requires taking certain precautions.

• In order to provide the best possible care to my clients, I will obtain a health history form from clients to ensure that they do not have conditions that would contraindicate stone massage. Contraindications may include any condition contraindicated for regular massage, poorly managed or advanced diabetes, conditions that impair circulation, neuropathy, rheumatoid arthritis, recent car accident, wide-spread skin condition, a condition in "flare up," or a client in a weakened condition.

• I will monitor the water in the heating unit regularly using a thermometer, and I will not use stones at temperatures above 140˚F. (For temperature monitoring, I will use an accurate temperature gauge, such as a digital thermometer with a probe.)

• If the stones are too hot to hold in my bare hands, I will not apply stones to a client's skin, even if I keep the stones moving.

• If the stones become too hot for use, I will inform the client that I will continue the massage with only my hands until able to use new set of stones that are less than 140˚F.

• I will not place hot stones directly on bare skin and leave them there. I will only place hot stones on clients who are draped with a sheet and a thick bath towel. I will not place stones underneath clients (clients will not lay on top of hot stones).

• If older adults, children under the age of 18, or pregnant women request stone massage, I will conduct a thorough assessment to determine if stone massage is appropriate and work with extreme caution if it's not contraindicated. Lower stone temperatures are more appropriate for sensitive and aging, thinning skin, and the length of the session may need to be reduced.

• I agree to watch the ABMP video, Hot Stone Massage Safety Guidelines, within 10 days of my insured date, stated on my certificate of insurance.


AMTA: If you are an AMTA member, your policy also includes coverage for hot stone massage at no additional charge. AMTA currently does not require adherence to any additional guidelines, but I strongly recommend that you adhere to ABMP’s hot stone guidelines no matter what company your liability insurance policy is through.

Exercise 10: If you accidentally burn a client, how do you think that could impact your practice? Your reputation? Your insurability? ______________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________


Temperature Guidelines Safe Temperatures As you’ve already learned, burns are the number one liability claim for massage therapists. By following these temperature guidelines, you can reduce or eliminate the risk of injury to your clients.

130-140 degrees Fahrenheit 130 degrees (warm): recommended temperature for heat-sensitive clients135 degrees (hot): safe for the majority of clients140 degrees (very hot): safe limit for clients who prefer more intense heat

While these temperature ranges are considered safe, you will always want to check in with each client to ensure a safe experience. Stones can always be heated to a lesser temperature if your client prefers.

Static/Placement Stones Stones that are left on the body and not moved are referred to as either static stones or placement stones, interchangeably. Because heat from the stones will travel deep into the tissue when left in one place for an extended period, it is imperative that you place a barrier between the skin and the stone. A bath towel or blanket are excellent barrier choices as they are thick enough to dissipate the heat, yet thin enough for the heat to penetrate. Never place any stones directly on the skin and leave them there. Using a barrier for static/placement stones is required if you are an ABMP member, and strongly suggested if you choose another liability insurance company.


Personally, I choose to not use static/placement stones in my practice, which reduces the potential for burns.

Measuring the Temperature of Your Stones If your stone is too hot to hold, it’s too hot to use. (Bolded, italicized, AND underlined? Yes, it’s THAT important!)

Let’s go back to the Basalt Stone section (pages 10 and 11). You’ll recall that we listed a slotted spoon or tongs, as well as heavy duty insulated gloves. Why are these included? Because traditional basalt stones and the water they are heated in are HOT. Not only do burns happen to clients due to unsafe practices, burns happen to massage therapists, too.

Exercise 11: If you were to suffer a burn, how would that impact your ability to work? How much revenue would you lose out on during your healing process? ______________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________

Because Himalayan Salt Stone Massage does not require water to heat the stones, there is no need for spoons, tongs, or insulated gloves. Your stones will heat to a safe temperature when you choose the lowest setting on your preferred heating pad. Checking the temperature to ensure it is within the 130-140 degree safe zone is done by the hold test: hold the stone in your closed hand for 5 seconds. If you can comfortably hold it for the full 5 seconds, it’s safe to use. If the stone is too hot, simply let it rest for several minutes and repeat the hold test. Remember to always ask your client for feedback when you apply the stone to the body.


You can also measure the temperature of electronic stones by resting the stone on your palm and performing the hold test.

If you prefer a more scientific method of measuring the temperature of your stones, you can purchase a temperature meter from any hardware store for approximately $30. Just point the gun-like meter at your stone and it will display the temperature.

Exercise 12: List the pros and cons of using static/placement stones, as they apply to your specific practice. ______________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________


My Notes


Himalayan Salt Stone Applications


Large round stones are excellent for full-body effleurage. They cover a larger area, providing broad, even heat. For long strokes or large areas, I recommend using one stone in each hand.

Small round stones are perfect for smaller

body areas, such as arms, neck, and

chest. The smaller size fits conveniently in

your fingertips, allowing more detailed use.

Large heart stones are a favorite among therapists due to their versatility. Large enough to offer broad, even heat to larger body areas, yet able to provide very detailed point work. Heart stones fit nicely in your hand, whether you choose to use them flat against the body or on their apex for point work. Heart stones can also be modified to work both erectors without bumping along the spinous processes.

Applications, continued


Thin, oval stones are my personal favorite. They fit perfectly in smaller areas and are easy to manipulate for more detailed techniques. I love using them on the face and anterior neck where I prefer a lighter weight stone and more control. Because they are so thin, they heat the fastest.

Teardrop stones are a great option when you

prefer a smaller stone, yet need versatility.

Teardrop stones are great for the entire body, with

the exception of the face. They can be used for

full-body warming strokes or used to treat

adhesions and trigger points by applying pressure

with the narrow end.

Himalayan salt stones can be used as described above, but don’t forget the edges! Turn each stone on it’s edge and it becomes a brand new stone with even more uses. Use the edges to scrape, strip, or for added traction when you need to slow your stokes.

Exercise 13: If you have attended Inspired Therapist Seminars‘ Himalayan Salt Stone Therapy seminar, which stone have you found to be your favorite? What is your favorite way to use it? ______________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________


Specific UsesLarge round stone: •Full body effleurage with the stones placed flat on the body and your

hands resting on top.•Broad scraping or “snow plowing” along the erectors with the stone at a

45 degree angle. For this stroke, you’ll want to place the bottom edge of the stone against the client’s skin and the top edge against your palm. Rest your four fingers on the side of the stone that faces away from you and your thumb on either lateral or medial edge or on the side of the stone closest to your body. Play around with this positioning to find which feels best for you. Remember to keep your digits relaxed and just slightly curved around the stone. Pressure will translate from your body’s weight through your arm and palm. Avoid using your arm strength (I refer to this in my seminars as “Popeye Arms”) to achieve pressure.

•Broad stripping or lengthening strokes from ear to shoulder can be achieved by holding the stone as indicated in the previous bullet. In this stroke, pressure will come from flexing and extending your wrist rather than pressure from your palm.

Small round stone: These are an excellent option for smaller bodies, when you have less room to maneuver between bony prominences, or when you prefer more contact with your fingers and the heel of your hand. You can easily fit these stones right in the tips of your fingers, allowing smaller and more detailed movements.

Large heart stones: This is the most versatile of all the stone shapes. It’s broad, flat surface, the pointy apex, and the curves its top give you excellent coverage while providing for very detailed strokes.


• Full body effleurage with the stones placed flat on the body and your hands resting on top.

• Turn the heart stone on its side and you have an excellent tool for scraping or “snow plowing”.

• Turning it upside down with its curved top against the client’s skin will allow you to work along the erectors (turn the stone length-wise for left or right application). If you prefer to work both left and right erectors simultaneously, your heart stone can be easily modified. Simply sand and/or wet the area where the curves meet to create a larger space that will fit nicely over the spinous processes without bumping over them.

• Detailed stripping or trigger point work is easily accomplished with the apex of the heart stone. For this work, you’ll want to fit the top of the stone right between your thumb and index finger, firmly resting your weight. Because the apex comes to a point with edges on each side, it’s easy to apply too much pressure. Check in with your client to make sure they’re comfortable.

Thin oval stone: • Small enough to fit nicely in your hand, yet broad enough to warm the

body, this stone is my absolute favorite. • Rounded ends allow you to apply pressure to trigger points, friction

adhesions, and strip delicate anterior neck muscles without the client feeling like they’re being poked.

• Turn the oval stone on it’s side and it becomes an excellent stripping tool. The thinness of this stone allows you to have full control in tight areas.

• When the client is supine, you can easily pass this stone under the neck, adding more of that “feels so good” flow that can sometimes be missing in hot stone massage.

• Occipital work and face work are a breeze with this little gem. See why it’s my ultimate favorite?


Teardrop stone: This stone is unique in its shape with its heavy weight, large rounded end, small rounded end, and edges. You can easily use the teardrop stone for full body effleurage, neck work, trigger point work, or scraping.

Exercise 14: Think about the specific work you do in your sessions. Match a stone for each of those uses.______________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________


Tips and Tricks Less Stones, More Use Unlike traditional basalt stone massage, which requires several dozen to 100+ stones, Himalayan Salt Stone Massage can be done effectively and efficiently with just 6 stones. Yes, you read that right! Himalayan salt stones heat quickly, allowing you to use 2 working stones while the remaining 4 stones continue to heat. Once you’re ready to switch out your stones, simply place them back into your heating pad to reheat.

Prefer to use static/placement stones? Just add a few stones to your collection and you’re set.

How do I care for my Himalayan salt stones? Caring for your stones is easy-peasy. You’ll first want to inspect each stone for smoothness. Because Himalayan salt stones are a natural product, variations in color, veining, and texture are normal. If your stones have any rough edges, a quick sanding with any fine grit sandpaper will smooth them out. Personally, I prefer to use a 240 or higher grit sanding block. It’s more comfortable to hold than regular flat sandpaper and can be found easily at any hardware store or Wally World-type store.

The most important care tip is to keep your stones as dry as possible. Thoroughly clean your stones and your heating pad with a disinfectant wipe of your choice and immediately return them to the warm heating pad. If your wipes leave your stones very wet, you can quickly dry them with a wash cloth or hand towel before returning them to the heating pad. Remember, Himalayan salt stones really are made of salt, which means water and other liquids can dissolve or pit them. Always keep your stones as dry as possible.


What lubricant is safe to use with my Himalayan salt stones? Any massage oil of your choice is safe to use with Himalayan salt stones. Because lotions and creams contain water, they are not a good option as they can cause pitting. I do not recommend using essential oils as they can also cause your stones to pit.

How long will my Himalayan salt stones last? With proper care, your Himalayan salt stones will last your entire career. I’ve been using the same set of stones for over a decade and see only minimal wear. Frequent use will refine the surface of your stones making them even smoother the longer you use them.

BONUS! You’ve already learned that Himalayan salt stones are the best choice for all of your hot stone massage needs, but did you know that you can use your stones COLD, too? That’s right! No more messy, dripping ice cups! Just pop your stones in the refrigerator and they’ll be ready to use for cold applications.

Although you can, I don’t recommend freezing your stones. Freezing them can cause the stones to break more easily if dropped and can produce sweating as they warm on the skin. Sweat = water = dissolving stones.


Marketing What good is any specialty massage modality if you can’t get clients to buy it? In this section, we’ll cover marketing tips that are specific to Himalayan Salt Stone Therapy, but can also be used to help you market your entire practice. Before we begin, there are a few deep-thinking exercises for you to complete. When you have a firm grasp on where your practice is right now, you’ll be able to more easily see what’s working and what’s not. As you read through this learning section, you’ll likely identify a few big changes that you can immediately apply to your practice, as well as identify small tweaks that can add up to big results.

Completing these exercises and reading the text may bring on a host of feelings; anywhere from “My business ROCKS and I’m doing everything right!” to “Thanks for making me acknowledge my failure as a business owner.”. Don’t you worry one bit! Whatever feelings you’re having are absolutely, perfectly normal. The biggest tip I can give you before you begin this journey of discovery and acknowledgement is to keep an open mind. Not every suggestion will fit perfectly with your business or your goals. That’s ok, too. I encourage you to use as many of the suggestions that do fit with your business and goals and to modify the rest. Every business is unique, so these aren’t intended to be a one-size-fits-all. If you would like one-on-one help that is specific to your business, you can go to inspiredtherapistseminars.com and request a private mentoring session with me. Are you ready for this journey?


Exercise 15: What marketing tactics are you currently using in your practice? Include the cost and success rate (sales rate) for each tactic. If you don’t know your numbers, take your best guess for now.

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Exercise 16: What is your most popular service? How do you let potential clients know about it?______________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________

Exercise 17: Why is what you do the best? Better than everyone else and better for your clients.______________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________


Exercise 18: What script are you currently using to gain bookings? What’s your booking success rate using this strategy?______________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________

Exercise 19: What script are you currently using to upsell? What’s your upsell success rate using this strategy?______________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________

Marketing tactics: Marketing your business and your services doesn’t have to cost a fortune. Many new and/or struggling therapists believe that they have to throw tons of money out into the universe, offer crazy discounts, or even enlist the “help” of one of those I-Can’t-Even-Say-Their-Name companies that offer discounted products and services to the masses. S T O P right now. Put your money back in your pocket and drop the discount mentality. I promise there’s a better way! There’s no time to waste, so let’s get to it!

1. Do you believe in the benefits of Himalayan Salt Stone Therapy? Of course you do. In your own words, I want you to say WHY Himalayan Salt Stone Therapy is the best choice for your client. If you’re stuck, jump back up to the section on benefits. (Hint: Talk about the benefits of hot stone massage and then explain the differences between boring ‘ol basalt stones that everyone offers and Himalayan salt stones.)


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2. Think about your favorite client. Specifically, how can Himalayan Salt Stone Therapy assist with their treatment?

When you are able to match specific benefits of your new modality with a specific client (or a specific problem that you frequently treat), it becomes easier to “sell” it. Himalayan Salt Stone Therapy may not be right for every single client, but for those it is, this is an important step. Remember, people will only buy something if they think it can help or benefit them. The benefits must fill a need. ____________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________

3. SamplingYou’ve talked about why Himalayan Salt Stone Therapy is the best for your client and given specific examples of how it can assist you in treating their specific needs. If the client isn’t quite ready to commit to a full session, don’t be pushy. Simply ask their permission to include a couple of stones on their back (or whatever area you’re focusing on) at no charge.

Sampling a Himalayan Salt Stone Therapy service is easy, convenient, and effective. First, it takes no extra time to grab two stones from your heating pad, use them in the session, and wipe them down after. Second, it allows the client to experience a “real feel”. Often, clients will decide right then


that they love it and want to upgrade. BOOM. You’ve just effectively sampled! You can’t do that with traditional basalt stones, can you?

Quick fact: Did you know that when warehouse clubs like Sam’s and Costco offer product samples, they experience a 2000% (YES! 2 THOUSAND) increase in sales for that product? If sampling is this effective for them, you can surely sell a few upgrades. Commit to sampling every client in the next 30 days.

4. Photos, photos, photos! Every massage therapist and massage therapy student is familiar with stock photos used all over the internet and on marketing materials in massage and spa businesses across the world. You know exactly which photos I’m talking about: the ones that show shiny black basalt stones lined up in a perfectly straight line on the model’s spine, with their head turned to the side and propped up on folded arms or a stack of towels, flower in the hair... Yeah, THOSE photos.

Let’s talk about why those photos are bad. First, when in real life do we line stones up on top of a client’s spine? We don’t - well, I really, really hope you aren’t. We are massage therapists. That means we work with muscles, correct? If the goal of hot stone massage is to help warm and soften muscles, why is it a good idea to line them up on the spine? Are you starting to think a little more critically?

Second, jump back up to pages 20 and 22. You’ve already learned that static/placement stones should never be used on bare skin, but should be used on top of a barrier. If you’re an ABMP member, you’ve agreed to this. While I understand (and I’m sure many of you do, too) that these photos are staged, they are misleading to untrained clients. They see these photos and expect their service to be exactly like them.


Real photos, taken in your real space with your real stones, are much more powerful and personal to potential clients. When they have access to appropriate photos of your services, they trust you more. I encourage you to get rid of any stock photos you may be using and replace them with real photos in your real space. This is also an excellent opportunity to write a blog post discussing why those stock photos are poor, unsafe examples of hot stone massage and how you make their safety your primary concern.

5. Talk, Write, DO Talk about your new modality with all of your clients. Write a blog post, a Facebook post, an email (do it all!). Sample. When you’re excited, your clients will be excited. When you’re confident in the benefits, your clients will trust you.

Exercise 20: Write out your new scripts for bookings and upsells. Practice with a friend, your significant other, your momma, anyone who is willing. You’ll become a pro in no time.______________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________


A Unique Approach Whether you’ve taken one of my seminars or just know me from social media, you probably know that my business model is unique. I’ve used Himalayan Salt Stone Therapy to help leverage my business, allowing me to charge nearly double what other massage therapists in my area charge. If you’re interested in learning How To Charge Premium Prices, you can find that seminar at www.inspiredtherapistseminars.com.

Whether you want to use Himalayan salt stones to leverage you into premium prices or you simply want to increase your revenue and profits one session at a time, you can do it. In fact, I’ve helped many therapists increase their revenue by thousands of dollars per year simply by adding Himalayan salt stones to their menu.


http://www.inspiredtherapistseminars.com

About Melinda

Melinda Hastings is a Board Certified Massage Therapist and NCBTMB Approved Continuing Education Provider (#1180). She is currently licensed in both WA (MA60525574) and TX (MT113129, MI12487, CE1496) and has been in practice since 1996. Melinda has had the unique opportunity to practice and teach in multiple states as she follows her Active Duty Army husband from installation to installation.

Melinda’s background as a massage therapist began in a tiny town with a population of just 18,000. When she speaks of breaking out of small town mentality, she speaks from experience. She currently own a private practice in DuPont, WA with a population of just 9500. Despite living and working in a small town, she has leveraged her business to allow her to charge nearly double what other therapists in her area charge.

Melinda has been working with Himalayan salt stones for over a decade and has been sharing her knowledge with therapists across the country since 2011. If you haven’t already, join her for one of her live seminars. You won’t be disappointed!


Documents

Himalayan Salt Stone Workbook - …inspiredtherapistseminars.com/.../10/Himalayan-Salt... · About 11 years ago, I was introduced to Himalayan salt stones by a distributor. There