What distinguishes Mark Otjens from other bodyworkers - is his Asian bodywork skills and the variety of ways he built his practice. Mark graduated from the Acupressure Institute in 1994 and completed the 850-hour program in one year. He started his practice by renting a room at a nail salon, then added working for a day spa, and within 2 ½ years he moved into his own professional office. During the last 10 years of practice, Mark has experienced having up to 100 clients a month. He has worked at conventions, high school graduation nights, fund-raisers, health fairs, in business offices, and taught stress relief classes.

     Presently, Mark works part-time seeing about 50 to 60 clients a month. He charges $55 for ongoing clients, sees up to five clients a day, and earns about $40,000 a year. Because his wife Carol has a full-time career in the animal field, Mark's schedule gives him time to take care of household chores, projects, and to assist family members.

     Mark believes that during the clients first session, it is critical to build credibility and integrity with that person. He first shares his background, and then gets the client's health information and needs. During the first 5 minutes of the session, he continues to gather health information by testing the tenderness of acupressure points. In the next 15 minutes, Mark explains his model of Asian health theory including what acupressure is, how acupressure works, and how the client can benefit. While working on a client's "tender points", he explains why an area might be sore, how point combinations release pain, and increase healing in the area.

     By the end of the session, the client is relaxed from experiencing the benefits of acupressure and massage. For Mark, this is the selling point of the session. He explains that, "Acupressure is a health maintenance system, like going to the gym. You don't go in when you are hurting. You go to the gym on a regular basis so you can stay healthy and strong." He uses a circuitry and power supply metaphor, "I see myself as a body electrician. With the knowledge of acupressure, I assist my clients in opening their body's energy pathways."

     Mark offers his clients an incentive health program called the "Monthly Maintenance Plan." After a simple sign-up, the client is guaranteed a discounted price of $55 a session instead of paying the full price of $70. The client agrees to have a session at least once a month, and before leaving will schedule their next session. If they miss a month they pay at the full price for their next session. If they miss 2 months, they are asked if they want to discontinue the plan. First time clients are also offered the discounted price as an incentive. Monthly Plan clients can also purchase gifts certificates at this reduced price. Mark says about 40% of the new clients try out the plan even if its just for a few sessions. The Monthly Plan is a cornerstone in his practice.

     At the beginning of his career, Mark used to go to at least three fund raising events a year, for organizations such as blood banks, project Wildlife, and Multiple Sclerosis. His goal was to get comfortable touching people and build his confidence level. Mark gave ten people mini-sessions of 10-15 minutes each at business offices and company health fairs. "It's part of promoting", he said. "I may get only one or two people from a group of ten to become a regular client, however, the more people I touch and tell them who I am and what I do - the more people I get referrals from. My reputation is based on how many people go back to the company and say how good they felt after my acupressure session."

     Mark continues to learn and try new strategies in promoting his practice. He listens to other health field providers and how they promote themselves. He discovered that the best way to promote his practice was to have people personally experience the benefits of acupressure and massage. The change in how they felt was enough to tell a friend or try further sessions. Mark found that his clients are the best marketers for his business. To reinforce this, Mark gives his monthly plan clients a free gift certificate once a year to give to family or a friend interested in trying a session. He also learned that having a good brochure and giving them to perspective clients helps to promote his business.

     "Over the past 10 years, I have witnessed great healing benefits from my training at the Acupressure Institute. While the techniques of: acupressure, shiatsu, guided imagery, and a variety of massage styles are simple, they are also very powerful."

     "From my training at the Acupressure Institute, I know everyone can benefit from acupressure and Shiatsu, but not everyone realizes it. I have to fully explain the benefits and therapeutics of what I do and how I can help relieve a headache or painful shoulder."

     Mark shared a situation where a client of his had stabbing pains in the lower back at Christmastime when her doctor was out of town. Her pain was so acute; she stayed on a cushion on the living room floor. Mark noticed the points of her gall bladder and liver meridians were sharp, and had no pulses. He gave her a session of a lower back release, using Jin Shin acupressure style along with a combination of gall bladder and liver points. After the session, even though the client felt no physical difference, her pulses to very strong pulses. Around 10 o'clock the next morning, the client called Mark and said she had already gone shopping and was inquiring when she could go back to the gym. One session later, she told him she was so impressed with his work; she decided to study Traditional Chinese Medicine. She eventually became a Holistic Practitioner.

     When asked if he had any problems discussing his "successful business" ideas with other bodyworkers; his competitors, Mark replied, "Certainly not, I figure it takes less than 100 people a month to have a full time practice, and there are thousands of people all around us each day that haven't experienced the benefits of our work. Besides, as practitioners, we are all unique individuals that will tend to attract different types of people."

     Mark also has his own health maintenance plan. He does Qi Gung and Tai Chi between clients, meditates, has regular gym workouts, and monthly sessions of bodywork. "I use to think that having any type of bodywork was just a luxury, but since I started my practice, I learned that feeling good every day should not be considered a luxury."