The Biggest Mistake Massage Therapists Make When Starting Out
The Biggest Mistake Massage Therapists Make When Starting Out
So, you just finished massage school, got your pretty new certification, and you’re ready to change lives with your magical hands. You’re picturing a fully booked schedule, grateful clients, and enough income to finally stop stressing about paying your rent.
But… that’s not happening, is it?
Instead, you’re sitting there wondering:
Why aren’t clients lining up at my door?
Why does it feel like I still don’t know what I’m doing?
Should I just drop my prices to get more bookings?
Is it even possible to make good money as a massage therapist?
Before you spiral into a panic and start Googling “remote jobs that don’t involve anything to do with massage therapy,” let’s talk about the biggest mistakes massage therapists make when starting out-and how to avoid them.
1. Thinking Clients Will Just Magically Find You
I hate to break it to you, but just because you’re certified doesn’t mean people know you exist. One of the biggest mistakes new massage therapists make is assuming that clients will just show up at the door.
Maybe you’ve set up your massage table, created an Instagram account, and told a few friends about your business. But that’s not marketing. That’s just… existing. If you plan on working from home or working from a rental suite, you won’t have walkable traffic with eyes on your business, so you have to do more than most.
Here’s what you need to do instead:
Get visible. Show up on social media, collaborate with local businesses, and get your name out there. Attend trade shows - not to get clients (which you will), but to gain brand awareness on your business.
Have a specific focus. Be specific about what you do and who you help (we’ll talk about niching later).
Use actual marketing strategies. Posting randomly once a month with “Book a massage with me!” isn’t marketing. Share client wins, answer FAQs, educate, entertain and make people know that you exist. The biggest part is HAVE FUN! If you aren’t having fun with your marketing, clients can tell if you are giving off desperate energy, trust me.
Hard truth: Not everyone is sitting around thinking, “I really need to find a massage therapist today.” You need to be the reason they realize WHY they need you.
2. Leaving Massage School Feeling Like You’re Not Good Enough
Oh, this one’s a doozy. If you’ve ever thought:
“I need more certifications before I start charging higher prices.”
“What if I’m not as good as the therapists with 10+ years of experience?”
“I don’t think I’m ready yet…”
Congratulations, you’ve officially been diagnosed with Imposter Syndrome.
Here’s the truth: You ARE good enough right now. Yes, even with only a few months under your belt. You’ve already put in hundreds of hours of hands-on practice—way more than you’re giving yourself credit for. You don’t need to take 50 more courses before you start charging what you’re worth.
I remember the first time someone in the medical field booked with me—I nearly had a heart attack. My brain went into overdrive: “What if they judge me?” “What if they think I have no idea what I’m doing?”
But here’s what I learned: They’re not thinking about that. At all. These people work hard-they’re exhausted, stressed, and just want your magic hands to help them feel better. They’re not analyzing your technique or questioning your qualifications. They just want relief, just like you would after a long, exhausting day.
Here’s what actually makes you a great Massage Therapist:
You care about your clients.
You’re improving with every session you do
You’re already better than you were last month.
The only way to get more confident is to keep practicing. So stop waiting until you “feel ready” - because that day will never come and you will be letting doubt run the entire show.
3. Undercharging (and Feeling Guilty for Raising Prices)
Ah yes, the classic newbie mistake: looking at your local competition and pricing yourself lower because you think that’s the only way to get clients. Been there, done that!
Spoiler alert: That’s not how successful businesses work.If you price yourself too low:
Clients won’t value your work.
You’ll struggle to pay the rent and buy groceries
You’ll burn out from doing too many massages just to pay your bills. No bueno.
You need to charge what you’re worth (and yes, that might mean raising your prices sooner than you’re comfortable with).
How to confidently charge higher prices:
Do the math. If you want to make $100K a year but you’re charging $50 per session, you’ll need to do 2,000 massages a year. (No thanks.)
Price for sustainability. Factor in taxes, expenses, and your well-being.
Own your value. People will pay for transformation, not just time on the table.
Mindset shift: Clients aren’t booking you because you’re cheap-they’re booking you because they know, like and trust you.
4. Trying to Be Everything to Everyone (Instead of Picking a speciality)
I get it. You don’t want to exclude anyone. You got into this so you could be the go-to therapist for everyone.
But here’s the problem: When you try to appeal to everyone, you attract no one.
Clients don’t search for “general massage therapist.”
They search for:
“Prenatal massage in [your city]”
“Deep tissue therapist for runners”
“Massage therapist who fixes chronic pain”
Specializing makes YOUR marketing easier.
When you specialize in something, people start referring clients to you. You get known as the expert in your niche.
And guess what? Experts charge more.
Think about what you love doing the most and build your business around that. Oh and if you are still struggling with this, reach out to me in my Dms as I have something to help you with that! Free, no email or phone number required. I will send it over to you.
5. Ignoring the Business Side of Things
I know, I know-you got into massage therapy because you love helping people, not because you wanted to deal with accounting, marketing, and business strategy.
But here’s the deal: If you don’t treat your massage business like a business, you won’t make enough money. Period.
Things you need to get serious about:
Tracking income & expenses. Use accounting software (or at least a spreadsheet).
Marketing consistently. Don’t just post when you’re desperate for clients.
Having policies & boundaries. No more “just this once” discounts or squeezing people in on your days off.
Tough love: If you don’t take your business seriously, neither will your clients.
Final Thoughts: You’re Closer Than You Think
Listen, every massage therapist makes mistakes when they start. (I sure did.) But the difference between those who struggle and those who thrive is simple:
They learn from their mistakes and pivot fast.
They stop waiting until they “feel ready” and just go for it.
They charge what they’re worth and own their expertise.
And if you need any help with all this, that’s why Massage Entrepreneur Club was created! Want more information?
