Franchises have set low rates to try to get more clients over everyone else.  Many think that these low rates are hurting the massage profession.  Massage therapists who are located near these places feel that they can’t compete with such low prices or they lower their rate to match or undercut the franchises. On the other hand, many of these franchises actually have extensive advertising budgets and have commercials on TV and in major magazines such as Oprah.  Not everyone signs up for their memberships so in a way it is advertising for the massage profession.

On the other hand are the MT who charge way more than the going rate.  I have heard people who charge double and triple the going rate in an area.  It is illegal to do that when an insurance company is paying as far as I know. What are they doing for the profession? They of course also have to target people who have more money.  Why should people with more money have to pay more? Are they really worth that much more? When you charge more, you need to have more value or provide a specialized service.

Massage therapists who are just starting out will often feel like their work is not worth charging more.  They have less experience and are not as skilled as someone who may have been in the business for 5 or 10 years.  I have also seen many MT who have been in the business for 10 year or more who have never raised their rates and started out low to begin with.  How can someone charge so much for something so wonderful?

When I first started out in massage, I opened my practice in a health club renting a treatment room.  A friend of mine from massage school had just started there and had taken the practice over from a guy who was charging really low rates even for that time.  I can’t remember exactly what he was charging but I know we raised them a little to be more of the going rate for the area.  A year or so later, I was talking to a client who was also an accountant about raising rates and he said flat out not to raise my rates because I will lose too many clients.  I didn’t listen to him and went ahead and raised my rates.  I might have lost a few but I also gained many.  It was really scary to raise them thinking that I would lose too many clients.  What I found though that there were people willing to pay more for my massage services. My schedule was filled with people who were doing just that.  Yahoo!!!  Making more money!

Every few years I raise my rates.  I do give regular clients discounts when they buy packages of massage up front.  I have had all sorts of experiences when raising rates.  I had one client who was really wealthy and never minded me raising my rates every so often until one year he started complaining saying that he came so often that I should give him a discount.  He was also my most difficult and physically demanding client to work on.  I did raise his rates despite his complaints and he was unhappy and looking for another MT but was also moving out of town soon so didn’t bother to change.  I had another client once tell me – “You never have to explain why you are raising your rates and I would think less of you if you didn’t raise your rates each year.  It is just business.”

That brought me out of the fear of charging more and raising my rates each year. That’s what it is all really about I think – the fears.   If I don’t charge lower rates than everyone else I won’t get any clients.  If I charge too much, I won’t get any clients.  Either way it is just fear.  It takes time to work through those fears or you can take the leap and charge what you need to to make a decent living right from the beginning.  You have to be worth it -in skill and in self confidence.  The process can move faster when you have a mentor or group for support.

What is a massage worth?  What is your time worth?  That is what you are really being paid for – your time away from your family and friends.  How many people on their death beds have said “I wish I had worked more”?

My goal is to work less and make more.  Yes many will probably think that is being greedy.  I see it as one of the highest forms of self care.

A few years ago, I decided to stop taking clients who had a certain insurance plan that paid the lowest out of any insurance company.  At first, it hurt my business for a few months but I stuck to it and all of a sudden my schedule was filled with clients who had the insurance that paid the most.  I had never had many of those clients previously.  I just thought it was because no companies in my area carried that insurance or something. It wasn’t true.

Recently, I have had to make big changes in my massage business. One of the insurance companies who paid the most out of all of the insurance companies, cut their allowable fee almost in half.  Half of my massage business last year was working on those clients.  This year I have had to focus on getting more cash clients to make up the difference.

It takes time to adjust to price changes usually, but it is well worth it in the long run. Working for less than you need to make can be draining and make you feel resentful. (Yes, massage therapists may have bad feelings toward people who pay less. We are human!)

People are willing to pay more for a massage (or anything for that matter) when you offer something with more value.  Value determines price.  The thing though is in defining value.  It is basically what your client wants or needs.  If your massage business looks like and feels like everyone other massage business, then your potential clients can not easily decide on who to go to so they will choose the massage therapist with the lower price.  (As I just wrote that, it made me think of the many massage franchises out there.  Are they able to have lower rates and be successful because most massage therapists don’t know how to separate themselves from everyone else? Hmm..just a thought.)

Separating your massage business from everyone else can be a challenge for many MT. I separate myself from others simply by writing about massage and what it does extensively on my office website.  I don’t do any other marketing or advertising.  I provide the information that shows that I am different than a franchise or local chain that has lower prices. My massage is unique.  I do deep tissue work but use a lot of triggerpoint work combining the two.  It just works for me.

When it comes down to competing on price alone, no one wins.  Someone will always be out there offering a lower rate.  Someone is always going to charge more.

What is right for you depends on how much you need to make, how many hours a week you are able to work and the rate that you charge.  You need to be able to stay in business.  You will need to take a salary and pay your bills, stay or get out of debt, take nice vacations, get a massage once a week and save for retirement.  Just set your fees according to what you need to make!  It is also about what you feel comfortable charging and working towards developing your skills and confidence to be able to charge more.  What is your time worth?  What is it worth to be able to give someone their life back who has been living in pain for the past few years?  What is it worth to provide regular massage to a world class athlete to allow them to be the best in their field?  What is is worth to give a massage to someone who just lost their spouse or are in the end stages of life? What is it worth to give a massage to a homeless person who is in pain from living on the streets?  What is it worth to give a celebrity a massage or CEO of Microsoft?  What is it worth to give a massage to the local grocery clerk or factory worker?

Related posts:

1. Raising your rates
2. Being able to Bill Insurance Companies – is it worth it?
3. How to set your massage rates.

The basis of the program will start with a Summer Boot Camp of sorts that will give people a really inexpensive opportunity to join the community and learn how to build your business just using online resources like webstites and social networking along with how to create and implement a plan to build a referral network for your massage business.

These two things really can be all a massage therapist needs to be successful in starting and running a massage business.  But even with that people still run into challenges which is why the two other steps – creating a strong ethical business framework and getting regular support in the form of supervision or participating in a peer supervision group are essential.

So join me for the next 4 months of summer and get your plan in action!  You can learn more at www.massagepracticebuilder.com !

Related posts:

1. 4 Steps to a Successful Massage Practice
2. Marketing you massage practice
3. Marketing your practice – today is the day.

I was reading some general steps to making a sale that are outlined in various ways by various people.  The general process goes something like this:

1. Greet and introduce yourself
2. Create Trust with the other person
3. Establish a need or get info from the other person to establish what it is that they do need so you can address them.  Find out what they value.
4. Offer a solution based on your own values that will fulfill their need or solve their problem.
5. Ask for the sale (or appointment in a massage therapists case)

For some reason massage therapists don’t like the idea that they are selling or need to sell themselves.  Because they are caring people, selling is usually equated with greed, deception and not caring.

The process of caring and building relationships with someone is quite similar to selling.

If you are at a party and are meeting new people who are potential friends or even a date what do you do?  Pretty much the same!

Since caring is at the heart of a massage business -how can you care and promote yourself too!   I do it by sharing as much as I can about what I know about massage right on my office website.  I get so many people calling and becoming clients and saying “I want you for my massage therapist” even though I am farther away in downtown Seattle and cost more than most massage therapists in other areas.  By writing down all of the things that you are talking about with clients anyways it will show you know what you are doing and that you care!  When you get a client who is already valuing your service when they call, you don’t have to do any hard selling.  People will be attracted to you when they know what you are about and can see what you value!  You then find out what they value in the intake and session so that you can relate to their values – which is usually something around their health and wellbeing since they are coming in for a massage.  When you can understand what they value and link it to your values selling isn’t that bad selling anymore.  It is just telling people what you do so they can make an informed decision.

Go out and look for a massage therapist yourself and look online or get referrals and take a look at the process that someone goes through to find a massage therapist.  I do this all the time and it is scary out there what people are doing to ‘not sell themselves’.  I find websites with no information what so ever about themselves.   The basic things that you want are:

• An about me page -full biography including your philosophy on healing, why you went to massage school, what you love about doing massage
• A full page description of every type of massage that you do – deep tissue, swedish massage – you name it.   People really don’t have a clue about many of the different therapies.  They just want to know if it will work for their pain or stress.
• Show them how it will work for their pain, stress or condition!

Getting new clients is all about creating relationships and yes -selling yourself but doing so with heart – by connecting your values to what you do and telling people about them.

Related posts:

1. Sales – that dreaded word for massage therapists
2. Writing Sales Copy for your Massage Business
3. The process of building a website

The first step in marketing your massage business is finding out just who your ideal massage client is.  Most massage therapist start out just thinking that they will work on everyone and anyone who calls or shows up on their table.  In some ways you might actually have to work that way to begin really knowing what you like and don’t like as far as working on people.

After awhile when you work on everyone including people who you find to be draining, it will take it’s toll on you for sure.  I truly believe that this is one of the biggest causes of burnout in the massage profession as well as the cause of most massage therapists struggles.  When you are constantly running around trying to get everyone to be your client your marketing efforts are often scattered and uneffective.  Knowing who your ideal client is can help you in creating a very targeted marketing plan and get the people you want on your table.

You start first with general demographics – location and consider things like age and sex but it is taking it even farther and finding clients who will appreciate you and who value their health enough to be willing to pay for regular weekly massage (or even once a month).

You can also choose a specialty like pregnancy massage, injury work or working with a more specific disease and condition such as fibromyalgia, herniated discs or carpal tunnel.

When you have a clear image of your ideal client you can use it in your marketing campaigns but also in your policies and procedures.  You can also apply it to your everyday interactions with people and clients.  When you are clear about what you want, it makes room for you to have it.

When you work on people who are less than your ideal client, you are giving away your energy.  You are giving up on your values.  You will lose a little part of yourself each time.  After a few years it will take its’ tool on you, I guarantee it.  When you work on people who are less than your ideal client you will end up feeling resentful which could lead to you even doing less than your best work with people.  Yes it is true.  I talked to a massage therapist once who said she actually felt like hurting someone on the table because they were receiving a significant discount from her.  Even though she was the one giving the discount she felt like she had to to keep that client.  She gave up a piece of herself and ended up with really intense feelings.

To me clients who are less than ideal are people who always cancel at the last minute or always forget their check books.  They are people who complain when I raise my rates $5.  They are people who are not injured who try to use their insurance.  (Insurance here covers massage for acute conditions and not maintenance massage.)

Michael Port in his book Book Yourself Solid: The Fastest, Easiest, and Most Reliable System for Getting More Clients Than You Can Handle Even if You Hate Marketing and Selling
says this:

The first step in building your foundation is to choose your ideal clients, the individuals and businesses with whom you do your best work, the people or environments that energize and inspire you.

In the book Attracting Perfect Customers: The Power of Strategic Synchronicity
by Stacey Hall and Jan Brogniez uses these questions to hone in on the ideal customer or as they call it the Perfect customer:

• Is this person the perfect customer because he or she shows you respect and values your time?
• Does this person come to you with realistic expectations?
• Do they appreciate your efforts happily paying for your services and referring others to your company?
• Does working with this person make you feel needed, appreciated, respected and understood?
• Do they reconnect you with the passion and purpose that puts joy in your work-the very reason why you began doing massage in the first place?

In the Book The Answer: Grow Any Business, Achieve Financial Freedom, and Live an Extraordinary Life

.. if you try to be everything to everybody, you end up being nothing to anybody.”

These are just a few resources to help you in learning more about the concept of the “Ideal Massage Client” and helping you on your way to finding yours.

The other thing though is that this is a process.  If you have clients that you find draining it will take time and some marketing to let go of them (and also some self confidence boosting.)  If you don’t have any clients you may not know who your ideal client is.  It will come by taking action and seeing clients and seeing the contrast of how it feels to work with different people.  Having a good business coach or supervisor can also help.

Related posts:

1. Your Ideal Massage Client
2. Who is your Ideal Client???
3. Massage Websites to Get Your Ideal Massage Client

Take a look at your monthly and weekly income and look for trends – the highs and lows.  I was slow in the beginning of the year and also in July.  November was my busiest month yet and Dec. looks like it will surpass Nov.

Start thinking about what it is that you want.  Go back and look at your mission statement.  Does it need revising?

Take a look at your marketing plan.  What worked and what didn’t?  Start planning for next year.

I don’t do a budget but I do a spending plan.  I outline all of the things I want to do- vacations, CE, new major purchases (if any) and of course regular business and personal expenses.  Putting it all together will tell me what I need to make next year to make it happen.  Making it happen is the other part.  It can get discouraging when you are slow which makes it hard to see the big picture.  The thing with this type of business is that you have to be constantly doing something to make it happen.

Here are some of the things I do regularly:

• do follow up letters to doctors who have referred people to me
• write a email newsletter once a month or more if needed
• add articles to my website for my clinic a few times a month
• constantly talk to clients about getting regular massage and how it can help them reduce their pain and increase their mental/emotional awareness.
• Get regular supervision sessions myself to get the support that I need
• Get regular massage (2x a month) and go the the womens Korean Spa a few times a month (or more for both of these)
• Stretch a few times a day especially working on the computer
• Walk regularly

I always feel excited at this time of year.  A new appointment calendar with clean pages that aren’t all tattered and falling apart.  A new excel spreadsheet that is a blank slate for me to plan and keep focused.

If you would like help in revitalizing your business plan and starting out the new year, I offer email consultations or skype consultations.  You can find out more on my page on consultations. Be sure to email me too when you purchase just in case it gets lost in cyberland.

For more information on massage business plans see my other website www.massage-career-guides.com.  You can also add your comments there about what you do to plan for the new year or anytime of year.  Sharing your ideas with others is part of mentoring others and helping the profession.

Related posts:

1. Planning your massage business
2. Who is your Ideal Client???
3. Business Plans – Writing Your Mission/Purpose Statement

I can’t tell you the number of really bad massages I have had during my career- massage therapist telling me their problems,  me telling them to work on my old quad injury and them totally ignoring it, people telling me what they think I should do… all of these things are the things that will help you in creating a base of regular weekly (every other week) massage clients.

When people really feel like their needs are being addressed and attended to they feel cared for.   When their massage session gives them the results that they were looking for they feel relief and grateful.

The key to retaining massage clients is less about the massage or technique than it is about your presence or focus on a person during a session.  So many massage therapists don’t understand that doing things like talking during a session, giving advice, sharing personal information and not focusing totally on the client can influence whether a client comes back or not. These things are really making the massage session more about you.  It is a common misconception in the massage profession.  Since our work is so personal we often find ourselves being personal with people on our tables – becoming friends with them and sometimes even more.  (It is now illegal to date clients in some states.)  Because our work is personal it is even more important to be aware of who’s needs you are serving – yours or the clients.   Talking, giving advice and being bored in a massage session is more about your needs for attention and connection.  Getting those needs met outside of your practice within the constructs of peer supervision or individual supervision can be very helpful in creating more in depth client relationships as well as retaining massage clients.

Now people come and go – they have busy schedules, go on vacation and at times want to experience other types of massage and touch.  You can’t help everyone nor should you try.  Everyone does not have to become a client although it is a nice thought.  Learning who your ideal massage client is can also be a big part of this scenario.   You want to be working on people who value their health and your time.  Working on draining clients is one of the best ways to scare people away.  Draining clients are those people who make you feel less than inspired in your work.  They are the ones who show up late or cancel at the last minute or have so many complaints and they already tried 5 different massage therapists and not one person could help them.   After awhile you will be able to tell who these draining clients are right from the first phone call.   Your ideal client is unique to you though so you have to take time to discover who that ideal massage client is.  Your chances of getting them and keeping them as massage clients dramatically increases.

I personally like a good challenge to work on- difficult situations that doctors gave up on or were about to do surgery on and the client wanted to just try something else.   I also like working on people who are working through some deep emotional issues like grief, job changes, divorce and other things like that.  I find that type of work to be rewarding.   I won’t stand for anyone who cancels at the last minute and doesn’t want to pay me for my time.   I don’t like to work on people who just want maintenance massage but want me to bill their insurance (it is not within the medically necessity clauses).  The clearer the boundaries I create around these things the more clients I get when you would really think that it would be limiting my clients.   It works the opposite for the most part.

Other simple things that you can to to encourage repeat business is to offer special discounts or even monthly memberships for massage.  I also try to set people up on a regular day and time and keep that as often as we can.  When people know they have a regular spot it makes it easier for their schedule too.  Educating clients as to the benefits of getting regular massage can also help.  I usually try to explain how muscles work and how massage works.  I also ask people in the intake interview to explain in detail to me how they feel and check in with them each time so that they can see the improvement.

Even if you are an employee it is up to you really to build a framework of regular repeat business.

What do you do to retain massage clients and take care of yourself?

Related posts:

1. Keeping your clients coming back
2. The Art of Getting New Massage Clients
3. Using magic to get massage clients – The power of boundaries

What qualities make for a successful massage therapist?

Is it having a certain technique?

No, people can be successful using any technique or massage method.  There are probably over 300 different types of massage and new methods being created everyday.

Is it having a certain amount of money to start your career with?

No people have started with nothing and people have started with bank loans or savings to start their business.  Having money doesn’t make any difference.

Is it being an expert at marketing?

No – most massage therapists know nothing about marketing and they learn as they go.

Is it having a good location?

No.  You can make it work in any location really.  I used to do massage in a health club and the room I used was right next to the aerobics room and there wasn’t any soundproofing – I kid you not.  I was so busy at that location and always had clients.  Sometimes better locations can make it easier but it isn’t guaranteed that you will succeed if you have the best or right location.

Is it knowing more than other massage therapists about business?

No.  You can learn about business.

Is it about getting the right people to refer to you like doctors or clients?

No.  Anyone can find people to refer to them if they do their networking.

Is it the economy or the trouble in the economy.

No.  The economy is about other people’s money.  Many are very successful in this economy.  With so many people stressed out and getting sick or injured the opportunities are unlimited.  Is it more challenging to build a practice or find a job in this economy?  Yes it might be but that doesn’t mean it can’t work.   Walmart was started during the great depression to fill a need.

What is it that makes the difference of whether or not you will be successful or not in the massage profession?

YOU!   You are the difference!

What makes the difference is your commitment to making things happen for yourself.   Yes it isn’t always easy.  It takes time and effort.  It takes a constant vigilance in remembering just why you are doing this to keep you motivated.  It might mean you have to work a part time job or find a massage job at times or doing whatever it will take to make ends meet.

Monica Roseberry in her first edition of “Massage Marketing” came up with 4 components that create success.  These were put together after she actually toured the country and went to many massage schools and interviewed students and massage school teachers.  What made the difference had nothing to do with the degree of marketing knowledge or business skills.  What made the difference was:

1. The Desire to Serve
2. The Commitment to Succeed
3. A Strong emphasis on professionalism
4. A Commitment to Excel at customer service

It may also mean hiring a webdesigner or investing in learning about websites and how to get them to work for you.  It may mean investing in a business and marketing coach.

Massage therapists have a strong desire to serve.  This in itself is often the motivating force for succeeding.  (It can also be the road to failure when it is not combined with self care and creating boundaries.)  The desire to serve is often confused with having to sacrifice money and self to serve.

Monica Roseberry in her first edition of “Marketing Massage: How to build your dream practice” says this about serving.

Like it or not, your desire to serve or not serve can be felt directly by your clients.

It is the desire that will take you through the ups and downs of being a massage therapist.  (It is like that way in any field that you choose too.)  Having a strong desire to serve combined with a strong commitment to succeed and to preserve in any economy or through any challenges will lead to success.   This means that just because you try one thing and fail doesn’t mean that it is over.  Learning from your failure is the most important part of failing at something.  If you send out a postcard to 100 people and no one responds it doesn’t really mean anything.  You just have to do it again and again until it works.  Because massage therapists have a way of putting their hearts and souls into a massage business, it often gets equated with thinking and believing that they are not good enough or something must be wrong with them if no one called from one mailing or even 100 mailings.

It doesn’t mean anything.

Being Professional is also a component of success.  Professionalism means different things to different people.  Part of the problem for some massage therapists is that they think that being a massage therapist is about their freedom to do as they please and would rather stick to their own ideas of working with clients.   The most important thing a massage therapist can do for their professionalism is to understand the client/therapist dynamics and keep the work focused on the client.  Since working with people in a state of undress and touching people is such an intimate act, the rules change.  There are so many potential issues that are not really obvious like how selling products can influence the client/therapist relationship.   This isn’t covered much in massage school and it is helpful to get ongoing supervision (not in the work sense of the word) but clinical supervision which is about working with a more experienced massage therapist to be aware of boundary issues and being a professional.

Having Excellent customer services skills is also one of those topics that seems like common sense but it isn’t if you have not worked with people much in a business situation.   Most clients don’t really have a clue about massage, what the different styles are or really care what technique you are doing.  They only care how it all feels. Going above and beyond in every session is what customer service is all about.  It is simple things like returning phone calls within an hour of getting them or returning them when you say you will.  It is being on time for sessions.  It is being present with the client and not bringing your personal issues or even advice to the table.

So while there isn’t just one thing that makes for a successful massage therapist but a combination of qualities that create the right mix.

What do you think makes for a successful massage therapist?

Related posts:

1. 4 Steps to a Successful Massage Practice
2. The truth about becoming a massage therapist?
3. Secret to a successful Massage Website

I thought it was quite an interesting question since it really couldn’t be answered.

What makes a perfect massage is what is right for each individual.  It is a massage that serves their needs at that present moment in time.  Each massage is so different and will feel different at different times on different days.

A perfect massage is one where the client gets up off of the table and says “WOW!  What did you do to me!”   In my 20 some years of getting a massage I have to say I have only had that experience about a handful of times.   I get massage almost every week now and have on and off through my years of being a massage therapist.  The other times massage has been great, good, fair, poor  and really just awful.

A great/good massage will address the areas of pain or discomfort that the client has at that particular day/time.

A fair/poor massage will just sort of smooth over those areas and be relaxing but not really be what you want.

A bad massage is one where the massage therapist is totally out of tune and doing only what they want to be doing.  I have had plenty of those too.  I go in and say my leg is hurting and they only work on my back and then the last 5 minutes they work on my leg.   (That was my first and last Massage Envy experience.)   I am sure I have given them too.

What makes for the perfect massage is what each person needs at that exact time.  Being able to communicate their needs is often very difficult.  Doing a thorough intake and asking them questions in detail can help you start your detective process of trying to figure out what you are going to do.  Then as you work being present to your self and what you are feeling you can also learn to assess the situation and work more efficiently engaging the client in their massage process.

The challenge of how to give  a perfect massage or what makes for a perfect massage is left to you!

Related posts:

1. Attracting Perfect Customers
2. The Perfect Massage Job
3. Pathology for Massage Therapists

What do you want for your business?  How many clients do you want to have each week/month?  How much money do you want to make each month?

What do you desire?  You  want to have your needs taken care of but needs aren’t inspiring.  We all need the basics but what do you really even need?  Do you know how much you need to pay the bills, pay for the vacations you want, and pay the rent each month?  Without having a concrete number it is like telling a friend you will meet for coffee but you don’t tell them the time.   How will you know when to show up?  How will you know when you reach your goal?

Just hoping for the clients may get a few people in the door.

Related posts:

1. Revitalize Your Massage Business Plan
2. Planning your massage business
3. Writing Sales Copy for your Massage Business

I did it when I first started 20 years ago but quickly found out that people who want free sample massages are very unlikely to want to pay for massage.  Some people just don’t value massage yet and want to put their money down to receive it.

What other health care professional will give away their services for free?  Do you see your Dentist out there or your foot doctor giving free exams in order to get new clients?  There is also a difference in that those two professions are also more involved in insurance reimbursement plans and get most of their clients from their contracted provider status.

If you are going to work for free do it with the intention of getting every single person to sign up for a paid massage session.  If you are working at a free event, take your appointment book and ask them right then and there if they want and appointment.  Start with saying that you could work more on a specific area and give them more relief or help.  Do an intake form and get their address, email address and phone number.  Do follow up mailings after the event.

Be sure you have business cards with your website on it where they can get more information.  Be sure you have flyers, brochures, handouts with stretches or other health tips with your name and contact information.

Basically you have to engage people in a conversation and find out what their needs are so that you can address their needs and educate them more about what massage can do for them.   Assume that they don’t know anything about massage at all.

If someone asks right out what do you charge first ask them what kind of massage are they looking for – do they have pain or stress that they would like help with.  Explain how massage can help and then tell them your fees.

Many massage therapists when they are working at free events  can have all sorts of feelings come up that can get in your way of connecting with people.  Let’s face it – it feels uncomfortable to put yourself out there so much and it can bring up feelings of embarrassment, feelings of worthlessness and even bring up feeling jealous if other tables are getting visitors and yours is not.  These feelings are a great way to really look at the underlying issues because it really isn’t about the event or what is happening there.   Clearing up these old feelings is usually a process of working through and feeling your feelings enough so that you can find the source of the belief and finally see that things are working for you and that they just aren’t true.  You can do that by participating in ongoing supervision and peer supervision groups.

Related posts:

1. Free Webinar
2. Free Online CE Class
3. working for free