Tino: Welcome to Business First TV, my name is Tino. We have the lovely Mary Timms on the show today. Stay with us, don't go away, a lot more right after this.

Tino: Welcome back. Holistic therapies is something that is a growing market. And on the show today we have Marian Timms who is a holistic therapist, and is going to tell us all about her business. Welcome to the show.
Marian: Thank you very much Tino, lovely to be here.
Tino: Did you come far today?
Marian: 36 miles, cross country. But it's a beautiful day so-
Tino: Where are you located?
Marian: Near Waterlooville, In Hampshire. It's up the hill from Portsmouth, about five miles up the hill from Portsmouth.
Tino: Okay. Tell us about your business then.
Marian: I'm a mobile reflexologist.
Tino: Wow, okay. And what does that mean exactly?
Marian: It means I offer mobile service to people's door, doing the art of reflexology.
Tino: Okay. And what's involved in that?
Marian: They take their socks and shoes off for me, and I in some people's terminology, twiddle with their feet. There's a lot more to it than that and that's denigrating it, because it is an art.
Marian: There's an element of massage to relax the feet, and then what we do is we work the zones with thumb walking, knuckling, all sorts of manoeuvres on the feet.
Tino: Just do it to the camera would you? Oh, so thumb walking.
Marian: Thumb walking. Knuckling, certain massage techniques. So, what you're doing is you're stimulating the comparative reflex in the foot or the hands or the face, that corresponds to the organ or system in the body, because your feet and your hands and your face, are mapped to the body.
Marian: So this for example is the spine, this is the spine on the hand.
Tino: Wow.
Marian: And I'm not getting my feet out to show you where the spine is on the feet today, but by stimulating that with finger walking, thumb walking or knuckling various techniques, you are bringing about balance in the body.
Tino: Wow. And have you been doing this long?
Marian: Four and a half years.
Tino: Okay, what happened?
Marian: I trained-
Tino: Tell us about that.
Marian: When I was working in my old job in my old life, I went part time and started studying reflexology. It was an intensive course and I take diploma level three which is a recognised qualification, although there is a higher one now. But that involved studying anatomy and physiology which I love anyway. I've always loved biology of the body. And practising on 150 pairs of feet before you can even take the exam. Because by doing that you get to know what you're doing and you get to ... Because what we're doing is we're feeling for differences in texture, temperature. We're looking at difference in colour perhaps on the feet, and when I say colour, somebody who's really stressed, their feet can be bright yellow.
Tino: Wow, okay.
Marian: And it's not that they're jaundiced, it's just they're very toxic and they need to detox. And I've had a couple of cases of that where the feet have just been presented in front of me on my couch and I've gone, okay, what.
Tino: Wow.
Marian: And it's sort of ... It's the feet talking to you in a way, going this person needs to detox and it could be through substances they've taken, through alcohol, through just a toxic lifestyle, too much of the wrong thing, and by stimulating the liver, the spleen, the circulation system through the feet, or the hands, or the face whatever you're working on, then you allow them to detox. And that can be through more frequent visits to the toilet, by sweating and that would do as we're on business t.v.
Tino: I know you're a scientist. I know a lot of people who are therapists in one form or another. Some of them have done the Groupon course and gone out to the world and stuff but this isn't with you. You are a scientist, aren't you?
Marian: I was a scientist, yes. I was a scientist for 27 years.
Tino: Okay. It wasn't like you were a scientist because you created something in the kitchen. You were a scientist. That's amazing.
Marian: I was a biomedical scientist in a pathology laboratory.
Tino: How did that go about?
Marian: How did that come about? At the age of 16 I was told by my mother that she couldn't afford to just allow me to stay at home. I either had to go to Uni or basically go and get a job.
Tino: How fantastic.
Marian: Careers education was rather ... I was gonna say something really rude. Careers education wasn't very good in those days and I was good at French. I was good at scriptures and I was good at science. So the options were, as a joke, a French speaking nun or a bilingual secretary or go and be a scientist. So I went to be a scientist because then I could do block release and get paid for learning. So I did 6 months at college, 6 months in the lab, 6 months in college, 6 months in the labs until I specialised. And that took me from 16 up to 23 to become what they call a fellow at the Institute of Biomedical Sciences.
Tino: Wow. Okay. And then what happened?
Marian: Then I was a biomedical scientist. So I would test samples of blood. That was superseded by automation. That very much took over. When I first started years ago, then we used to manually do what they call a differential on a blood smear. So you would put a drop of blood onto a slide, spread it, stain it on a staining machine and then you would sit and literally do what they call a differential. So you would count the number of one particular type of white cells, another type, and you'd get an average which would indicate whether or not there was inflammation or infection or whether indeed somebody got leukaemia or something else.
Marian: So it was fascinating. It lost it's appeal in later years because there was so much automation. And then there was privatisation as well in the latter years of my career. And that's when I started retraining in complimentary therapies.
Tino: Okay. So your business has been going for 4 and a half years now.
Marian: Yes.
Tino: You do reflexology.
Marian: I do.
Tino: Can you tell us a bit about your successes?
Marian: Yeah. Like the man who had gout. Gout's uric acid deposits.
Tino: Oh, what, sorry?
Marian: Uric acid deposits. It's usually to do with ... Well it's not usually. It can be due to too much alcohol. It can be due to the wrong foods. It's very, very, painful and typically it can occur in the foot.
Tino: Okay.
Marian: This gentleman had it in his knee, I seem to remember. It was a few years ago now. And he was literally crippled with it. He had been off work for a week, was in extreme discomfort. Terrible pain. I went around to see him and I did my reflexology. I hadn't long been qualified, I don't think. I did this hour session with him. He messaged me the next morning and said I'm back at work driving the van. I went, really? You just never know what the body's gonna do with the reflexology because as therapists we give treatment to the client, their body will then do what it needs to do.
Marian: So if they're very, very tired, it will knock them out and make them sleep. If they're particularly dehydrated they should get the thirst mechanism to think, gosh, I'm thirsty. And that's what happened to me. When I was training, the very first time I had a treatment cause we used to swap, I went home and I could not stop drinking water. And of course, that has a consequence, don't it. So it was water, toilet, water, toilet. But I clearly was dehydrated. Oh, how things have changed over the years.
Marian: However, it can make you very emotional because we work the diaphragm. Which on the hand, is here. If you imagine that's a foot as well, it's in the corresponding place as well. But with the diaphragm people hold emotion in their diaphragm. You got a sort of gut feeling. So by working that diaphragm you can release emotion. I have had people sit in my chair and burst out crying.
Tino: Wow.
Marian: And go to me, what on earth are you doing to me? And I go, I'm not doing anything. Your body needs to release whatever it is that you're holding in there and equally I've had somebody start hysterically laughing. So we both ended up giggling our heads off for a few minutes while this treatment ceases. And then saying, well, should we continue? And they continue. Because laughter and crying are quite close together. You can laugh till you cry. I don't know if I've ever cried till I laughed.
Tino: We could try.
Marian: Yeah, we could try. But the two are very closely linked. So that was one case.
Marian: When I was training I had to have case studies and there was this one young girl who had had horrendous periods. And this is quite common place these days. The medical profession hadn't been able to help her particularly. And her mum had said to me, 'Would you use her as a case study?' So I did. 4 and a half years later she's still a client for me. Not on a regular basis now because she's where she needs to be.
Marian: But she herself recognises that she's been on an amazing journey, if we can use the j word. She has changed. She's given up smoking. She's come off antidepressants. She's changed her job because she realised that the job wasn't suiting her lifestyle or her health. It was shift work and that really wasn't ... Shift work isn't good for anybody really. It just messes up the sleep rhythm. And her periods are now regulated. It used to be that she couldn't go to school or work on the first day of her cycle because she would be in so much pain. Now, she may have a few tweaks but it certainly doesn't debilitate her like it used. So that is a tremendous success story and testament to what ... I've given her the treatment, her body's done what it needs to do. And she loves reflexology.
Marian: I just success by when a client leaves me. I don't see that as a bad thing because I've done what I can for them. They got to where they need to be. Success.
Tino: Tell me about water. Cause water plays a big part in your life, doesn't it?
Marian: Oh yes. Yeah.
Tino: Let's talk about that for a second. Tell us about water then.
Marian: Water. As a therapist, like many, well, all therapists, we ask a question about how much water do you drink. And you would be amazed at how many people either don't drink water or if they do drink water they drink a couple of glasses a day and seem to think that tea and coffee are a substitute. But they're not because the body does not simulate water-
Tino: I thought coffee dehydrates you anyway, so-
Marian: It does. It does. I think there is a lack of education out there as to how tea and coffee are diuretics. I find that in particular. If I go to Costa's for a coffee I have to find a toilet before I go anywhere else because it literally goes through me. So I would advise that if people do drink tea and coffee that they have a corresponding glass of water as well.
Marian: Yes, water, oh my goodness. It's been such a revelation lately. People do not realise the health benefits of a God-given substance. Next to air, water is such an important nutrient almost, because without it we don't function properly. And there's a very good book by ... I hope I pronounce his name right, Dr. Batmanghelidj. He's a medical G.P. I don't know if he's a G.P. or a doctor but he's a medical doctor. And it's called, 'Your Body's Man Cries for Water.' And in this book he advocates that if you are properly hydrated then conditions like diabetes mellitus, not type one, type two, high cholesterol, raised blood pressure, asthma, allergies, weight gain, poor sleep, they can all be corrected by being adequately hydrated. And I've seen this in practise so much lately.
Marian: I've had clients who aren't sleeping. And when we've discussed how much water they're drinking they've recognised that it's a problem. They've subsequently increased their water intake and low and behold within a week their sleep pattern is starting to change. Because sleep, again ... I could talk about sleep for hours.
Tino: I could sleep for hours.
Marian: I could sleep for hours, too. I have a lovely sleep. But, yes, it's sleep and water are so important. I would love it if G.P.'s instead of prescribing medication would think about prescribing fresh air, exercise, and adequate hydration. And that indeed is where ... Have you heard of a doctor called Rangan Chatterjee?
Tino: No.
Marian: He's a G.P. who apparently, I didn't see it, but he was on a programme called, 'Trust Me, I'm a Doctor.' He's trying to re-educate G.P.'s to think that in their 10 minute consultation they might ask those questions first as a starting block, rather than the way they've been trained. Which is fast prescribing, and diagnosis. That's a whole different subject.
Tino: Okay, alright. Tell me about your mobile business, then. How does that work? Do you just turn up at people's houses and knock on their door, or what happens?
Marian: Hello, would you like some reflexology today? No, I get work through referrals. Word of mouth is always a good referral. I also have a website. WWW.MariansHoliticTherapies.com which is very high ranked upon Google. I've worked hard on that together with my SEO team.
Marian: But, yeah, sort of. I mean, not just random people but people will find me on Google. They'll have a look at the website and they'll think, well I might like a bit of that. And then they email me and I go and ... Well I give them a telephone call or an email and we range an appointment.
Marian: And I have found that quite a lot of people prefer to be treated in their own homes. Obviously it's not always ideal because there's kids or dogs or noise or their situation that they want to get out of to relax. But generally, because it's such a relaxing treatment, and you tend to be completely spaced out afterwards, it's nice to just be in your home so you haven't got in a car and drive home. And I think that's partly my experience was when I've had a really good treatment and I've been totally zonked for want of a better word, I don't really want to get in a car and have to focus and drive back to home. I just want to be able to think, oh that's very nice, I'll just go to sleep.
Tino: Let me ask something practical. Does it worry going into these people's homes?
Marian: I have safeguards in place.
Tino: Okay, alright. Because a woman going into somebody's, you don't know what's going on.
Marian: Most of my appointments are during the day. If I am going anywhere in the evening I always tell somebody where I'm going and if I'm not out by a certain time and I haven't texted then ... I mean it's never happened. And I'm very ... I'm not silly but I'm very much of the opinion that the right client will come to me. And I do have this innate trust that so far I've been very lucky. [crosstalk 00:14:31]
Tino: Do you do karate or anything?
Marian: No, a knee in the relevant part would be quite good.
Tino: Tell me about your business grave, how is that coming along?
Marian: It's suddenly taking off. And I think that's partly in fact, in part, due to a change in attitude with me. I network. That's another topic. I have one to one's with a lot of the people that I come into contact with and I was having a one to one with a certain guy and he was asking me how much I used to charge and he went, no, that's far too little, you're worth more than that. I've done a lot of post-graduate ... Post-graduate, I'm not a graduate but post qualification training courses to keep up with my development. So I bring all sorts of elements into one treatment so it's quite comprehensive in treating all sorts of things.
Marian: I've done courses for babies because you can do reflexology on a baby from 6 weeks of age.
Tino: Okay. Now, I don't know if you cure people-
Marian: No.
Tino: You change people's lives?
Marian: Yes, I don't cure.
Tino: Okay. But you change people's lives.
Marian: Yes.
Tino: What sort of value do you put on that? You know, exactly. It's ... How can anybody say you're expensive if you're changing someone's life?
Marian: I think that in part is how much people are prepared to invest in their health, isn't it?
Tino: Yeah. The point I was trying to make is, if it is life changing then you can't put value on that. It's life changing
Marian: No, indeed. And perhaps I don't charge enough. I don't know. Anyway, he had suggested that I should think about my pricing. And I did. I put more value on my worth and went through a quiet period of adjustment, but that's fine. And now people are recognising the quality of what they get and I am getting the inquiries and I am getting the clients.
Tino: I think a lot of other mistakes are, a mistake a business makes when first starting out is getting the pricing just right.
Marian: Yes.
Tino: I have a good friend of mine called Mark, and he's a pricing coach and he specialises just in pricing, nothing else. You know, so I may put you in touch with Mark at some point.
Tino: So what's the future hold for your business then? How do you see it moving forward?
Marian: Well, there's another leg to my business as it were and I literally came across that when I was networking. I sat next to this woman waving a pair of something in my face. It was a pair of my messy insoles. She's sort of waving them around doing a pitch and I'm thinking, what on earth is all this?
Marian: Anyway, there was just something. You know when you meet people and you just click and you think, I need to talk to them more?
Tino: Yes.
Marian: So we arranged to meet for lunch, actually and I thought I was going to talk about insoles and when I got there she'd got this bottle of water as well. And she said put your feet on the insoles and try this water. And I tried the water and it was amazing cause I don't like tap water. And I tried this water and we got to chatting and she's part of a network marketing company called Nikken, N-I-double-K-N which comes from two words, two Japanese words meaning Japanese health.
Marian: And the next thing I know three weeks later after thinking about it, I'm part of her team. I joined up because it's a holistic health company. There's nothing else like it in the world. And I thought, that sits so well with what I'm doing because it's not that I go to a client and say, you need a pair of insoles? It's not like that at all. I don't do the hard sell like that. And sometimes I don't even mention the company to them.
Marian: But if I can see that they've got a long term illness where I think that a certain product might help them, then I loan it to them and just see what happens. And sometimes they buy it and sometimes they don't. Sometimes it will help, sometimes it won't.
Tino: So is Nikken part of your business?
Marian: It is part of my business, yeah. I'm now at a level where I'm an independent distributor and I want to get to the top of that business and it's growing. I'm recruiting people to my team. I get in lots of inquiries about the products.
Tino: Is their a conflict between your holistic company and growing your Nikken business?
Marian: No. No. Because I still want ... The reflexology is, well they're both my love in a way. They're both my love in a way. The reflexology I have a vision of doing so many clients a week to literally keep my hand. Well, because it's a foot in the door, if you pardon the pun literally, reflexology is a foot in the door. Because how else would I ... I can't walk up to Joe Blogs in the street and say, hey, tell me about your sleep. Tell me about your water. Well I could do it if I was a market research company but I don't do it like that. It's a way of meeting people and getting referrals. So I see it as the reflexology moving forward.
Marian: There's only so many people I can help with one pair of hands. There's only so many treatments I can do without getting stiff hands and sore hands. So I see the Nikken as a means of helping more people and it's huge in America. And I think the reason probably is because they don't have an NHS.
Tino: Okay. And Nikken is small over in the U.K. but it's a growing market in the U.K.
Marian: It's very small in the U.K.
Tino: So ideal time for people to start in it, considering a new business?
Marian: Absolutely. Anybody who has the vision that I have to educate people about their health, who want to help people lead healthier lives and keep them out of hospital because let's face it, it's not a national health service, it's a sick care industry really. It's under a lot of pressure so people need to take responsibility at grass roots level for their health instead of relying on the medical system to keep prescribing drugs. They need to ... Need, I don't know if that's quite the right word to use. It would be a good idea to suggest to them that they go for walks, get exercise in, drink water, which will help their sleep in turn. And then when you've had a good night's sleep, you can take on the world, really.
Tino: Yeah. I think we've become very much a fast-paced, lazy society, haven't we? Eat fast food meals and watch a lot of t.v. and not do too much exercise cause that always seems like too much hard work. I think if I could pay someone to do my exercise for me, I'd probably do that.
Tino: Give me your idea of success? Where are you five years time?
Marian: I'm what they call a royal diamond in Nikken, which is the top of the tree. So that's having a large team of people working with me.
Tino: Oh, I see that. Yeah.
Marian: People, I think they back off when they hear network marketing cause they think, oh, pyramid selling. But it's not because that's obviously been outlawed. But there's plenty of room for everybody because the idea is that I find another three me's who have that vision insight and I just want to go out there and talk to people and inspire them and show them that there is an alternative way to drugs and, yes, don't get me wrong. Drugs have a place and meds and operations have a place but there's also an alternative. I'm not saying, instead of, I'm saying alongside of, a complimentary, you know, solution.
Marian: So, yeah, the idea is I find three people like me, they then find three people, and three people. And then we can reach more people because there are scattered consultants about. There's a lot in Brighton area. But Hampshire needs to wake up and just recently I've recruited three people that way, which is good. So yeah I'm looking to build my team and bring about a revolution to health, really.
Marian: I mean there's a global wave happening now with plastics.
Tino: Yes there are, yes. There is.
Marian: Again, that could be another discussion that we have about water and how to find a good quality water to drink cause not all water is good quality.
Tino: Okay. And that can be a discussion, the same.
Marian: It is, yeah. Could be.
Tino: How do people find out more?
Marian: How do people find out more? They can visit my website www.mariansholistictherapies.com. If they want to find out more about Nikken then there's a tab on my top bar that says Nikken. They can click on that and that will take them through to the Nikken website which is a bit of a mouthful to say. Or they can give me a call on 0-7-8-7-2-6-2-6-4-5-7 or drop me an email at marian, that's m-a-r-i-a-n dot timms, t-i-double m-s at Gmail dot com.
Tino: How fantastic.
Marian: Yeah. Thank you.
Tino: And you'll be back to tell us more about Nikken one day, as well.
Marian: I will, yes. Absolutely. Look forward to it.
Tino: Guys I hope you enjoyed this show. This is Marian and she'll be back to us as soon as she possibly can. Thanks for watching.
Marian: Thank you very much. Lovely.

 

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