Great Ideas - Eshe glover and marcus kirkman

>> COMING UP ON "GREAT IDEAS," MEET A LOCAL ENTREPRENEUR, WHOSE COMMUNICATION SKILLS ARE HELPING HER WITH A THRIVING PR FIRM. AND AN ENTREPRENEURIAL PRIORITY. >> THE FOLLOWING EPISODE IS BROUGHT TO YOU BY CENTRAL PIEDMONT COMMUNITY COLLEGE AND VIEWERS LIKE YOU. THANK YOU. >> HELLO, THIS IS IS SHERESE DUNCAN, WE TALK TO ENTREPRENEURS. OWNS BREW PEPPER PUBLIC RELATIONS. >> WELCOME TO "GREAT IDEAS." >> THANK YOU FOR HAVING ME. >> I'M EXCITED TO TALK ABOUT PUBLIC RELATIONS. TELL US WHO YOU ARE AND WHAT YOU DO. >> OKAY. I'M ESHE GLOVER, I AM THE PRINCIPAL STRATEGIST FOR BLUE PEPPER PUBLIC RELATIONS. WE DO A LITTLE BIT OF EVERYTHING N. A NUT SHELL, WE HELP OUR CLIENTS WITH THE ESTABLISHMENT OF RELATIONSHIPS. WE HELP THEM SHARE ACTUAL INFORMATION AND WE HELP THEM GROW AND PROTECT BRAND AWARENESS. WE HAVE STRATEGIES TO ACCOMPLISH THAT, THAT IS PRIMARILY WHAT WE DO. >> I WENT TO THE WEBSITE AND SAW THE LAB. I SAW THE FORMULA. YES. WHERE DID THAT COME FROM? TELL US WHAT THAT IS AND TELL US HOW YOU CAME UP WITH THAT. >> WELL, THE WHOLE IDEA IS THAT BLUE PEPPER DON'T OCCUR NATURALLY, THEY REQUIRE CREATIVE GENIUS IN THE LAB. THAT IS THE CONCEPT OF OUR COMPANY. WE TAKE OUR CLIENTS INTO THE LAB AND WE CREATE UNIQUE FORMULAS TO HELP THEM ACCOMPLISH THEIR GOALS AND WE LET THEM MIX IT UP. WE USE A LOT OF STRATEGY AND THROW M COMPASSION AND A LOT OF CREATIVITY AND JUST TRY TO COME UP WITH UNIQUE FORMULAS FOR EACH OF THE CLIENTS TO HELP THEM ACHIEVE THEIR GOALS. >> WHAT MADE YOU DECIDE TO START A PR BUSINESS? >> I'VE ALWAYS WORKED IN PR, AND I LOVE THE WHOLE IDEA OF FORMING RELATIONSHIPS. I KNEW I WASN'T CUT OUT FOR 9 TO 5. ACTUALLY AFTER 9/11, I REALIZED, ALTHOUGH I LIKE MY JOB, I DIDN'T LOVE IT, I WANTED TO DO SOMETHING DIFFERENT. I COME FROM A FAMILY OF ENTREPRENEURS, WORKING FOR MYSELF SEEMED LIKE SECOND NATURE. AFTER 9/11, THE NEXT DAY, I HANDED IN MY RESIGNATION. I WAS YOUNG AND FEARLESS THEN. >> NO RESPONSIBILITIES. >> YES. I HANDED IN MY RESIGNATION AND THEN MY FORMER CEO HIRED ME TO STAY ON AND FINISH UP SOME PROJECTS AND I NEVER LOOKED BACK. >> THAT IS GREAT TO ALWAYS HAVE A GOOD RELATIONSHIP WITH THE COMPANY THAT YOU ARE LEAVING, IN YOUR PARTICULAR SITUATION, HOW MANY YEARS NOW? >> SINCE 2001. >> YOU STARTED THE BUSINESS RIGHT AWAY THEN? >> YES. NOT RIGHT AWAY, I FREE LANCED INITIALLY AND THEN STARTED THE COMPANY IN 2007 AND THEN IN 2013 WE BRANDED AS BLUE PEPPER. >> WONDERFUL. WONDERFUL. IT HAS BEEN A LONG JOURNEY. TALK ABOUT CLIENTS, WHO DO YOU TARGET? IS >> WE PRIMARILY WORK WITH SMALL BUSINESSES AND NONPROFIT ORGANIZATIONS. WE DON'T TARGET A PARTICULAR SEGMENT PER SE. WE DON'T FOCUS ON A NICHE, WE BELIEVE YOU CAN APPLY PRINCIPLES OF PUBLIC RELATIONS ACROSS ANY INDUSTRY. WE FOCUS ON COMPANIES COMMITTED TO GIVING BACK AND HELPING TO IMPROVE COMMUNITIES IN WHICH THEY LIVE, WORK AND PLAY. A LOT OF OUR FOCUS IS ON GIVING BACK AND WORKING WITH COMPANIES WHO ARE COMMITTED TO THAT, AS WELL. >> WHETHER THEY ARE NONPROFIT OR FOR PROFIT. >> CORRECT. >> TALK ABOUT THE SMALL BUSINESS OWNERS YOU WORK WITH, ARE THEY START UPS? THERE IS NOT NECESSARILY A NICHE, DO YOU HAVE A CORE MARKET YOU WORK WITH? >> WE WORK WITH WE DON'T WORK WITH START UPS PER SE, THAT IS BY DESIGN. A LOT OF START UP COMPANIES DO NOT FULLY UNDERSTAND THE VALUE. >> UNFORTUNATELY. >> UNFORTUNATELY, A LOT AREN'T READY TO JUMP INTO THE PUBLIC RELATIONS REALM, WHICH I UNDERSTAND AND RESPECT. SO A LOT OF OUR COMPANIES, ALTHOUGH THEY ARE SMALLER, THEY ARE MORE ESTABLISHED AND HAVE BEEN IN BUSINESS FOR FIVE YEARS OR MORE. >> UH HUH. IN JUST TALKING ABOUT THAT SUBJECT, I KNOW NEW BUSINESS OWNERS, IT IS HARD FOR THEM, THEY HAVEN'T ESTABLISHED THEIR BUSINESS, THEY DON'T HAVE A LOT OF HISTORY. DO YOU THINK IT IS IMPORTANT AS A START UP COMPANY TO ENGAGE IN PR? >> I THANK YOU IS CRITICALLY IMPORTANT FOR A START UP COMPANY. YOU SHOULD ENGAGE IN PR BEFORE YOU EVEN OPEN YOUR DOORS. YOU HAVE TO BE STRATEGIC ABOUT WHERE YOU ARE GOING TO TARGET AND WHO YOU ARE GOING TO TARGET, BUT BE STRATEGIC ABOUT WHO YOU ARE NOT GOING TO PLAY AND WHO YOU DON'T WANT TO DO BUSINESS WITH. IT IS CRITICALLY IMPORTANT, BEFORE YOU OPEN YOUR DOORS, THAT PEOPLE ALREADY HAVE AN UNDERSTANDING OF WHO YOU ARE AND WHAT KIND OF SERVICES YOU PROVIDE. >> UH HUH. >> OTHERWISE, YOU WILL OPEN DOORS AND NO ONE WILL COME IN. >> THAT'S IT. ONLY YOUR FRIENDS AND FAMILY, RIGHT? >> TALK A LITTLE BIT ABOUT THE PR PROCESS, YOU KNOW, SO YOU MEET WITH A CLIENT, LET'S SAY THEY ARE IN BUSINESS AND ESTABLISHED AND LOOKING TO GET THEIR NAME OUT THERE TO ESTABLISH THEIR BRAND. DO YOU START WITH THE COMMUNICATION STRATEGY OR IT DEPENDS ON THE CLIENT? >> IT DOES DEPEND ON THE CLIENT. WE SIT DOWN AND WE HAVE WHAT WE CALL A HUDDLE, VERY INTENSE MEETING ABOUT WHAT THEY HAVE DONE, WHAT HAS BEEN SUCCESSFUL, WHAT HASN'T WORKED AND THEN LOOK AT WHAT ARE THEIR GOALS. >> YEAH. >> MOST TIMES, THE GOAL IS THEY WANT TO BE IN THE PAPER, THEY WANT TO SEE THEIR NAME, THAT IS FINE, BUT IT DOESN'T ALWAYS WORK THAT, IS NOT WHAT YOU NEED IN ORDER TO ACCOMPLISH YOUR GOAL. WE WANT TO UNDERSTAND WHAT THE GOALS ARE AND PUT TOGETHER A COMPREHENSIVE STRATEGY TO HELP THEM ACCOMPLISH GOALS. SOMETIMES IT DOES INCLUDE MEDIA, SOMETIMES IT DOESN'T, SOMETIME ITS INCLUDES SOCIAL MEDIA OR DIGITAL. WITH THE CURRENT TREND OF SOCIAL MEDIA AND THE FACT IT IS GROWING LEAPS AND BOUNDS, THAT IS IN THE BUSINESS OWNER'S HAND, THE ABILITY TO PUT THE MESSAGE OUT THERE AND THE ABILITY TO MANAGE IT A LITTLE BETTER, THEY DON'T HAVE TO RELY ON THE MEDIA, WHICH IS GREAT. >> BUT IT DOES HAVE DOWNFALLS. >> DO YOU FIND BUSINESS OWNERS ARE USING SOCIAL MEDIA EFFECTIVELY OR DON'T KNOW WHAT THEY ARE DOING? >> I FIND THEY ARE USING IT, THEY ARE NOT ALWAYS USING IT EFFECTIVELY. OFTENTIMES THEY HAVEN'T PUT TOGETHER A PLAN. >> WHO HAS A PLAN? I'M A SMART BUSINESS OWNER, I DON'T WANT TO PLAN ANYTHING. >> I AM A PLANNER. >> ISN'T THAT WHAT THEY SAY? >> YES. >> I HAVE A TWITTER HANDLE, I'M ON FACEBOOK. THEY HAVEN'T THOUGHT ABOUT WHO THEIR COMMUNITIES ARE, THE BEST WAY TO REACH THEM. THAT KIND OF INFORMATION THEY ARE LOOKING FOR, BEST WAY TO ENGAGE THEM. IT IS HAPHAZARD. >> RIGHT. >> SO IT COULD WORK, BUT IT IS NOT THE MOST EFFECTIVE WAY. >> YOU TALK ABOUT A LOT OF TERMS, MEDIA RELATIONS, GRASS ROOTS AND I THINK ONE OF THE FIRST THINGS THAT COMES TO MIND WITH A LOT OF CLIENTS I TALK ABOUT WITH PR, PRESS RELEASES. THEY WANT INK, I WANT TO BE A CELEBRITY LIKE THE REALITY SHOWS, I WANT TO DO THIS, THEY SAY THAT. CAN YOU KIND OF JUST TALK A LITTLE BIT ABOUT THE TERMS THAT YOU USE AND WHAT THOSE THINGS REALLY MEAN FROM A PR PERSPECTIVE? >> OKAY, MEDIA RELATIONS IS RELATIONSHIP WITH THE MEDIA AND THAT IS WHEN YOU DO PRESS RELEASES, SOMETIMES, BUT YOU ALSO UTILIZE MEDIA ALERTS AND MAY PUT TOGETHER A PRESS OR MEDIA EVENT OR DO PICTURES. THAT IS ALL WORKING WITH THE MEDIA. GRASS ROOTS COMMUNITY RELATIONS IS MORE FEET ON THE GROUND, THAT IS WHAT WE CALL IT, IT IS REALLY GOING INTO THE COMMUNITY AND HAVING EVENTS OR HOSTING INFORMATIONAL WORKSHOPS, STEERING INFORMATION, YOU ARE ON THE GROUND IN THE COMMUNITY, TOUCHING PEOPLE THAT NEED TO RECEIVE INFORMATION. PROFESSIONAL MEDIA, OF COURSE, IS DIGITALLY BASED AND THAT IS ALL ABOUT HAVING A CONVERSATION AND BEING SOCIAL, IT IS ON THE INTERNET. >> RIGHT. >> FACE TO FACE CONVERSATIONS. >> HOW MUCH DO YOU TAKE IN? THAT IS WHY WE NEED SOMEONE LIKE YOU, RIGHT? >> THAT WOULD BE IDEAL. A LOT OF THINGS PEOPLE CAN DO ON THEIR OWN AND A LOT OF THINGS PEOPLE CAN DO. THEY CAN BE EFFECTIVE AND VERY SUCCESSFUL. THEY HAVE TO BE COMMITTED TO IT. WHETHER THEY BRING IN PR PARTNER OR DO IT THEMSELVES, THEY HAVE TO BE COMMITMENT TO IT. IT IS NOT GOING TO HAPPEN OVER NIGHT. IT TAKES BUILDING RELATIONSHIPS. WE'VE PITCHED IN JANUARY AND THE STORY ACTUALLY HASN'T BEEN COVERED UNTIL OCTOBER OR SEPTEMBER. SO IT DOES TAKE TIME. AS LONG AS YOU HAVE A QUALITY PRODUCT, YOU WILL GET YOUR COVERAGE. >> I THINK A LOT OF PEOPLE DO HAVE THEY USED TO CALL IT MICROWAVE SOCIETY, MAYBE IT IS LASER BEAM SOCIETY NOW. YOU EXPECT RETURN IMMEDIATELY, PR TAKES TIME AND BUILDING RELATIONSHIP WITH YOUR COMMUNITY, WITH THE MEDIA, I MEAN THAT TAKES TIME, AS WELL. ALSO BUILDING RELATIONSHIPS WITH SOMEONE LIKE YOU SAID, PR PARTNER, DOES IT TAKE YOU TIME TO MAKE SURE YOU UNDERSTAND THE CLIENT AND HOW TO MARKET THAT CLIENT OR PROMOTE THAT CLIENT? >> YES. IT REALLY DEPENDS ON EACH CLIENT. AND THE DEPTH OF THE INDUSTRY AND THE SERVICES OR PRODUCTS THEY ARE PROVIDING. IT TAKES TIME TO GET UP TO SPEED, TAKES TIME TO LEARN A STYLE. IT TAKES SOME TIME TO LEARN WHAT WORKS BEST FOR THEM. I'VE HAD CLIENTS WHO WANT MEDIA ATTENTION AND WE HAVE MEDIA ATTENTION AND REALIZE QUICKLY THEY ARE JUST NOT THE RIGHT PERSON IN THE MEDIA. THEY ARE UNCOMFORTABLE OR BECOME FLUSTERED OR DON'T COME ACROSS WELL ON CAMERA. THAT IS THE REALITY. >> YEAH. >> SO SOMETIMES, MOST OF THE TIME, IT IS NOT NECESSARILY WHAT THE CLIENT WANTS, IT IS WHAT WORKS BEST FOR THE CLIENT. >> TALK ABOUT HOW YOU ARE RUNNING YOUR BUSINESS, WHAT ABOUT COMPETITION, HOW DO YOU MATCH UP OR MAKE SURE THAT YOUR COMPANY IS ON THE CUTTING EDGE RELATED TO THE COMPETITION, ESPECIALLY WHERE THE ONLINE COMPETITION, YOU HAVE A LOT OF PR REPRESENTATIVES WHO ARE NOT LOCATED IN A SAME AREA YOU MAY BE AND YOU CAN STILL USE THE SERVICES. HOW DO YOU DEAL WITH THE COMPETITION? >> ACTUALLY DON'T REALLY DEAL WITH THE COMPETITION, A LOT OF OUR CLIENTS AREN'T BASED IN CHARLOTTE. WE DO HAVE SEVERAL IN CHARLOTTE, BUT WE HAVE CLIENTS IN ATLANTA, CHICAGO, D.C., LAS VEGAS, SO IT'S REALLY ABOUT PROVIDING QUALITY SERVICE AND WE GO ABOVE AND BEYOND FOR OUR CLIENTS. WE DON'T LEAVE ANY STONE UNTURNED. WE REALLY DO GIVE 150% ON BEHALF OF OUR CLIENTS. WE MAINTAIN OUR CLIENTS, OUR LONGEST CLIENT WE'VE HAD SINCE WE OPENED OUR DOORS. >> THAT IS GREAT. >> YES, THERE IS COMPETITION OUT THERE, A LOT OF COMPANIES COMPETING AND THAT'S NICE, BUT WE THINK WE DO IT BETTER THAN THEY DO IT. >> WHAT THE CLIENT IS LOOKING FOR IN A FIRM, THE STYLE, THE TYPE OF THEY ARE SEEKING AND HOW SERVICE IS DELIVERED. WE'RE NOT A GOOD FIT FOR EVERYONE. >> RIGHT. >> WE'VE HAD SOME RELATIONSHIPS BECAUSE OUR STYLE AND CULTURE WAS NOT A GOOD FIT. >> DO YOU FIND THE WAY YOU ARE MANAGING YOUR BUSINESS DAY TO DAY HAS CHANGED FROM THE FIRST YEAR, FIVE YEARS AND NOW MOVING INTO 10, MAYBE 15 YEARS? >> IT HAS EVOLVED. >> UH HUH. >> IN THE BEGINNING, EVEN THOUGH I DIDN'T FEEL LIKE I WAS CUT OUT FOR CORPORATE, I HAD CORPORATE MENTALITY. NOW I HAVE A MORE CREATIVE MENTALITY. WE HAVE AN EXTREMELY FLEXIBLE ENVIRONMENT. PEOPLE SHOULD WORK WHERE THEY ARE PRODUCTIVE AND THAT IS NOT ALWAYS BETWEEN THE HOURS OF 8 TO 5. THERE ARE THINGS THAT NEED TO BE DONE BETWEEN 8 AND 5. BUT WE HAVE A CREATIVE ENVIRONMENT, WE'LL DO MEETINGS IN THE OFFICE FROM MY HOME OR IN A COFFEE SHOP, IT IS ABOUT FEELING CREATIVITY. >> THIS HAS BEEN GREAT. VERY GOOD INSIGHT INTO THE WORLD OF PR. THANK YOU SO MUCH FOR BEING ON THE SHOW. >> THANK YOU FOR HAVING ME. >> FROM PUBLIC RELATIONS TO RELAXATION AND WELLNESS, MY NEXT GUEST, MARCUS KIRKMAN, IS HELPING HIS CLIENTS WITH THEIR MIND, BODY AND SOUL, WITH THIS COMPANY RESTORATION MASSAGE THERAPY. MAX ARE MARCUS, WELCOME TO "GREAT IDEAS." >> THANK YOU FOR HAVING ME. >> I'M RELAXED, CHILLED OUT AND READY TO GO. REFUGE RESTORATION MASSAGE THERAPY? >> IT IS. >> DID I GET THAT RIGHT? TALK ABOUT THE WORDS THAT YOU USE IN THE DESCRIPTION OF YOUR COMPANY. >> I'LL BE GLAD TO. REFUGE AND RESTORATION MASSAGE THERAPY. I WENT TO SCHOOL IN CHARLOTTE. WHILE I WAS IN SCHOOL, I WANTED TO SELECT A NAME THAT CAPTURED RELAXATION AND THE CLINICAL ASPECT OF MASSAGE. SO REFUGE IS THE PLACE YOU CAN GO TO RELAX AND GET AWAY FROM THE WORLD AND THE RESTORATION PIECE IS THE MORE CLINICAL ASPECT OF MASSAGE, MAYBE MEDICAL MASSAGE THAT, IS HOW THE NAME WAS CONSTRUCTED. >> AND I THINK A LOT OF PEOPLE ASSOCIATE A CLINICAL PIECE RELATED TO MASSAGE, THEY LOOK AT IT AS A FUN THING TO DO OR A BENEFIT, SOMETHING YOU GIVE YOURSELF THAT IS A GIFT, YOU KNOW, EVERY NOW AND THEN. BUT I THINK FOR ENTREPRENEURS, I THINK IT IS NEEDED. THE RESTORATION PIECE. TALK A LITTLE BIT ABOUT THE DIFFERENT MODALITIES AND SOME THINGS THAT CAN BENEFIT ENTREPRENEURS, ESPECIALLY FOR GOING TO A MASSAGE THERAPIST. >> WORK AND HUSTLE AND BUSTLE FOR ENTREPRENEUR, A LOT OF BOOK WORK, IT TAKES A TOLL ON THE BODY. HEALTH IS BASED ON MENTAL AND SPIRITUAL HEALTH. THE BODY BREAKS DOWN OVER TIME AND BECOMES BURDENED WITH THE ISSUES OF LIFE. ENTREPRENEURS WORK LONG HOURS. BUT RELAXATION PART IS THE SWEDISH MASSAGE. THAT IS FOCUSING ON RELAXATION. BUT SOMETIMES ACHES AND PAINS MANIFEST THEMSELVES WITHIN THE BODY AND THAT IS WHEN I GET INTO THE NEUROMUSCULAR MASSAGE, MORE DEEP MASSAGE, DEEP TISSUE MASSAGE. MASSAGE IS CONSIDERED CLINICAL MASSAGE THAT, IS MODALITY I USE IN MY PRACTICE. >> DOES MASSAGE HELP UPON WITH CIRCULATION, LIKE YOU SAID, MUSCLE TENSION, OF COURSE STRESS, BUT IT ALLEVIATES A LOT OF THINGS WE THINK WE HAVE TO GO DIRECTLY TO MEDICATION FOR. >> ABSOLUTELY. MASSAGE IS BENEFICIAL, ONE OF THE THINGS IT DOES IS IT DOES RELAX THE MIND, BODY AND SOUL AND INCREASES BREATHING, SLOWS BREATHING, SLOWS OUR HEART RATE, MAKES OUR BODY MORE EFFICIENT. MANY TIMES WE HAVE A LOT OF TOXINS THAT BUILD UP IN THE BODY. WHEN STRESS MANIFESTS ITSELF, IT KNOTS UP THE MUSCLE TISSUE, TISSUES GET KNOTTED AND BLOOD CIRCULATION STOPS, NUTRIENTS STOPS AND MASSAGE HELPS STRAIGHTEN THINGS OUT. THE BODY BACK INTO BALANCE BECAUSE THAT IS WHAT THE BODY WANTS, BALANCE. >> WE NEED IT EVERY DAY, THEN. >> WE NEED IT EVERY DAY AS MUCH AS WE CAN GET IT. YOU CAN'T GET IT ENOUGH, I ASSURE YOU. >> WHAT MADE YOU DECIDE TO GET INTO THIS INDUSTRY? >> PRETTY AMAZING JOURNEY. I SPENT 22 YEARS IN THE MILITARY, AS A MATTER OF FACT. >> REALLY? >> ABOUT EIGHT, NINE YEARS AGO, STARTED TO GET THE URGE I WANTED TO DO SOMETHING THAT HAD TO DO WITH PEOPLE. MY DAUGHTER WAS TURNING 14, WENT TO A LOCAL SPA, WALKED IN, NEVER HAD A MASSAGE IN MY LIFE, I FELT CONNECTED TO IT. I LOOKED INTO MASSAGE THERAPY, ONE OF THE BEST DECISIONS I'VE MADE, NEVER LOOKED BACK. WHAT HIT ME, I WAS TAKING CONTINUING ED CLASS YEARS AGO AND STARTED REMEMBERING DREAMS I HAD AS A LITTLE BOY, MASSAGING FEET OF FAMILY MEMBERS AND IT STARTED TO COME BACK TO ME AND I REALIZED I WAS WALKING. >> HOW LONG HAVE YOU BEEN IN BUSINESS? >> ABOUT EIGHT YEARS. >> REALLY? >> EIGHT YEARS. >> WHAT ARE SOME CHALLENGES YOU HAVE SEEN, ESPECIALLY WITH A MASSAGE THERAPY BUSINESS, WHAT ARE SOME CHALLENGES YOU HAVE SEEN AND HOW HAVE YOU OVERCOME THEM? >> ONE MAJOR CHALLENGE I SEE, WHEN YOU GO INTO PRACTICE FOR YOURSELF, YOU ARE COMPETING AGAINST A LOT OF LARGE NAMES, WELL ESTABLISHED NAMES AND YOU ARE YOUR OWN BRAND, SO TO HAVE SOMEONE COME IN FOR A MASSAGE AND THEY REALLY DON'T KNOW YOU OR HAVE A REFERENCE, EVERY REACTION YOU HAVE IS VERY IMPORTANT. VERY MUTUAL RESPECTED RELATIONSHIP. >> LIKE A PERSONAL SITUATION. >> VERY PERSONAL. IT IS LIKE GOING TO A DOCTOR. YOU KNOW, VERY TRUSTING SITUATION. THE ECONOMY AT THE TIME I CAME IN, THE ECONOMY WAS IN UNEXPECTED CHALLENGE BECAUSE THE BOTTOM PRETTY MUCH TANKED OUT AND FOR MANY AMERICAN CITIZENS, THE IDEA OF MASSAGE WAS IT WAS A LUXURY. >> YEAH. >> OPPOSED TO SOMETHING I REALLY NEEDED. ONE THING I WAS ABLE TO DO TO OVERCOME THAT, WHEN CLIENTS COME IN TO DO FULL DIAGNOSTIC ANALYSIS OF OVERALL HEALTH AND SHOW THEM AND EDUCATE THEM ON HOW MASSAGE REALLY CAN IMPROVE THEIR HEALTH SHORT TERM AND LONG TERM. IT IS REALLY DONE WONDERS TO RETAIN RETENTION AND HELP PEOPLE FEEL BETTER. >> THEY ARE COMING IN FOR A TREATMENT, TRYING TO HELP YOU AND MAKE YOU FEEL MORE RELAXED, MAKE YOU FEEL BETTER. >> ABSOLUTELY. ABSOLUTELY. >> NOW WHAT ABOUT THE INDUSTRY AS A WHOLE? HAS IT CHANGED OVER THE LAST EIGHT YEARS SINCE YOU STARTED UNTIL NOW? IS IT INCREASING? I SEE A LOT OF ADVERTISEMENTS FOR MASSAGE THERAPISTS, YOU KNOW. >> YES, IT REALLY HAS THERE IS OVERWHELMING RESPONSE THROUGHOUT THE COUNTRY. CITIZENS ARE TAKING HEALTH BACK INTO THEIR OWN HANDS. A LOT OF FOLKS TURN TO NATURAL MEDICINE AND HEALING AND REALIZE THE IMPORTANCE OF MAINTAINING THEIR BODIES AND MANAGING HEALTH. SO WHEN THEY GET TO THAT POINT OF THOSE STAGES IN LIFE, WE DON'T HAVE AS MANY COMPLICATIONS. IN THAT RESPECT, MASSAGE IS TAKING OFF, WE'RE STARTING TO REALIZE IMPORTANCE OF MANAGING OUR OWN HEALTH, EATING HEALTHY, DIETING, EXERCISING AND JUST MAINTAINING THE BODY. >> NOW WHAT ABOUT FOR THOSE OF US, LET'S SAY, YOU KNOW, NEVER HAD A MASSAGE BEFORE, THINKING ABOUT IT, I'M AN ENTREPRENEUR WORKING AT MY DESK 24/7, NOT EIGHT HOURS, 24/7, I NEED TO RELAX AND I THINK ONE OF THE FIRST THINGS I THINK OF, I NEED TO TAKE PAIN KILLERS OR SOMETHING, IT WILL GO AWAY AND I'LL WORK THROUGH IT. SOMEONE LIKE THAT, HOW DO WE BEGIN THE PROCESS OF, YOU KNOW, COME IN, HOW DOES THE PROCESS WORK? WILL YOU MAKE ME FEEL COMFORTABLE WITH MOVING TO STARTING A MASSAGE THERAPY? >> VERY, VERY GOOD QUESTION. A LOT OF TIMES THOSE WHO HAVE NEVER HAD A MASSAGE ARE RELYING ON FAMILY OR FRIENDS TO TELL THEM ABOUT WHAT THE EXPERIENCE WAS. PAIN IS A VERY GOOD MOTIVATOR WHEN YOU START TO REALLY FEEL IT. I NEED TO DO SOMETHING ABOUT THIS. ONE THING I DO WHEN MY CLIENTS COME IN, REALLY THE FIRST TIME, WE DO A CONSULTATION ON YOUR OVERALL HEALTH. ANY SPECIFIC HEALTH GOALS YOU ARE LOOKING TO ACHIEVE, ANY CHRONIC PAIN ISSUES, SOMETHING YOU HAVE BEEN DEALING WITH, OR TREATED FOR BEFORE. WE SIT DOWN AND HAVE A CONVERSATION. CLIENTS REALIZE THAT JUST BY PLACING THE HANDS ON THEM IS DOING MORE THAN JUST PUTTING MY HANDS ON THEM, IT IS REALLY CHANGING OVERALL HEALTH OF THE BODY AND MAKING A DIFFERENCE AND THE BODY AND SHOWING THEM DIFFERENT THINGS THEY CAN DO IN BETWEEN SESSIONS TO REALLY MANAGE THE OVERALL HEALTH AND IT MAKES A BIG DIFFERENCE. >> TO UNDERSTAND HOW THE MUSCLES WORK AND HOW THEY ARE CONNECTED, I THINK THAT IS BENEFICIAL. >> IT REALLY, REALLY IS. ONE THING THAT WE WERE TAUGHT IN SCHOOL AND IT MAKES A DIFFERENCE AS A THERAPIST, WHEN YOU KNOW THE ANATOMY OF THE BODY, YOU ARE NOT CHASING THE PAIN. A LOT OF TIMES THE SITE OF THE PAIN IS NOT THAT PARTICULAR MUSCLE, IT'S REFERRED PAIN. WE HAVE ISSUES WITH MUSCLES, PAIN AT DIFFERENT PARTS OF THE BODY. REALLY LISTENING TO THE CLIENT, WHAT THEY ARE TELLING YOU AND LISTENING TO THEIR BODY ONCE WE GET ON THE TABLE. THE BODY WILL START TELLING YOU I HAVE SOME ISSUES HERE. >> UH HUH. >> YOU CAN FEEL IN THE DIFFERENT PLACES AND START TO ADDRESS THOSE THINGS. WHEN THEY GET UP, THEY FEEL SO MUCH BETTER. >> I TELL MY BUSINESS CLIENTS, STOP CHASING THE PROBLEM AND FIGURE OUT THE SOURCE OF THE PROBLEM, SO THAT IS SIMILAR TO SOME OF WHAT YOU DO. >> VERY SIMILAR. >> WHAT ABOUT, HOW DO YOU NOT GET YOUR BUSINESS AND PROMOTE A MASSAGE THERAPY BUSINESS? >> YOU KNOW, WORD OF MOUTH HAS PROVEN TO BE THE VERY BEST FOR ME. I WOULD SAY THAT IN ADDITION TO WORD OF MOUTH, SOCIAL MEDIA AND IN THE LAST 35 YEARS TO THE TIME I WAS IN SCHOOL, IT WASN'T AS BIG, NOW IT IS. SOMEONE COMES IN AND GETS A MASSAGE, THEY CAN IMMEDIATELY COMMUNICATE IT TO THE WORLD AND SAY, I JUST HAD GREATEST MASSAGE IN THE WORLD. >> UH HUH. >> THEY WILL SAY, WHERE, WHOM, WHERE DO I GO? >> THEY WILL CALL YOU OUT. >> THEY WILL CALL YOU OUT. >> YES. >> YOU HOPE IT IS GOOD. WORD OF MOUTH, I DO, I DO HAVE A WEBSITE. I DIRECT ALL MY APPOINTMENTS BY APPOINTMENT ONLY, MY CLIENTS CALL ME DIRECTLY AND IT IS PRIVATE PRACTICE, I PRIMARILY USE MARKETING. >> DO YOU HAVE EMPLOYEES OR PEOPLE YOU WORK WITH OR PRIMARILY YOURSELF? >> IT IS MYSELF, IT IS PRIVATE PRACTICE. I ENJOY THAT. I HAVE FULL CONTROL OF MY SCHEDULE, BUT IT ALSO CREATES FLEXIBILITY FOR MY CLIENTS WITH THEIR SCHEDULES. I CAN MANAGE THE APPOINTMENTS. >> IF SOMEBODY IS THINK BURGLAR THIS, IS IT AFFORDABLE? THAT IS THE FIRST THING THEY THINK, IS IT SOMETHING YOU CAN AFFORD AND BE ABLE TO DO SOMETHING ON A CONSISTENT BASIS. >> IT IS AFFORDABLE. THE THING ABOUT MASSAGE IS, MASSAGE WILL ALWAYS BE BASED ON WHAT THE DESIRED OUTCOME IS. SAY YOU COME IN AND NEED RELAXATION AND DON'T HAVE ANY PARTICULAR MEDICAL ISSUES N. THAT CASE, GOOD MASSAGE, EVERY FOUR TO SIX WEEKS WILL KEEP YOU WHERE YOU NEED TO GO. IF THERE ARE MORE, GREATER NEED, MEDICAL ISSUE, THEN THAT IS MORE FREQUENT MASSAGE. IN THAT CASE, ADJUST THE PRICES AND MAKE IT AFFORDABLE FOR EVERYONE. THE IDEA IS TO ADDRESS THE ISSUE, GET THE BODY BACK INTO BALANCE. IT IS VERY AFFORDABLE. >> WHAT DOES THE FUTURE LOOK LIKE FOR YOUR COMPANY? WHERE ARE YOU TRYING TO GO? >> THE FUTURE LOOKS VERY, VERY BRIGHT. I'M VERY EXCITED ABOUT IT. THE PIECE THAT I FOCUS ON RIGHT NOW WAS RELAXATION, BUT I'M ALSO IN SCHOOL RIGHT NOW FULL TIME MEDICAL STUDENT STUDY NATURAL MEDICINE. >> REALLY? >> NATURAL MEDICINE AND I'M LOOKING AT TREATING CLIENTS IN ADDITION TO MASSAGE THERAPY ON THE WHOLE HOLISTIC APPROACH. EVERYTHING FROM HERBAL CONSULTATION TO DIET AND EXERTION, THE COMPLETE PACKAGE. >> WONDERFUL. SOUNDS LIKE YOU REALLY KNOW EXACTLY WHERE YOU ARE TRYING TO GO. >> ABSOLUTELY. SO GIVE OUR AUDIENCE TIPS AS FAR AS FROM AN ENTREPRENEURIAL STANDPOINT AND TALK ABOUT THE CHALLENGES AND ALSO LOTS OF SUCCESSES, ANY TIPS FROM AN ENTREPRENEURIAL STANDPOINT RELATED TO MAKING SURE YOU CONTINUE TO LEARN? >> ABSOLUTELY. ONE THING I WOULD SAY IS FIND SOMETHING THAT YOU REALLY ENJOY DOING, SOMETHING THAT YOU ARE PASSIONATE ABOUT BECAUSE LONG AFTER THE MONEY, LONG HOURS AND THE MONEY MAY NOT BE COMING IN INITIALLY AS YOU THINK IT WOULD, YOU WANT THAT DRIVE. IT HAS TO BE BIGGER THAN WHAT YOU CAN SEE. SO FIND A PASSION. BE WILLING TO STAY COMMITTED AND DO THE WORK IT TAKES TO BE SUCCESSFUL BECAUSE IT IS NOT OVERNIGHT SUCCESS, IT IS A JOURNEY AND YOU ARE GOING TO LEARN LESSONS ALONG THE WAY AND TAKE THE GOOD WITH THE BAD. CONTINUE TO BE A STUDENT OF WHATEVER YOUR CRAFT IS. CONTINUE TO RETOOL YOURSELF, YOU WANT TO BE THE BEST AT WHATEVER YOU DO. WHETHER SAME CLIENTS OR PROVIDING A SERVICE OR SELLING A PRODUCT, YOU WANT TO BE A SUBJECT MATTER EXPERT. >> WONDERFUL. MARCUS, THANK YOU FOR BEING ON THE SHOW. >> THANK YOU VERY MUCH. >> THANKS FOR JOINING US WITH "GREAT IDEAS." IF ENTREPRENEURSHIP IS ON YOUR AGENDA, GO TO OUR WEBSITE AND DO A SEARCH. THIS IS SHERRY WITH "GREAT IDEAS."