Changing expectations
Eugenia Rinaldi, owner of Bodyworks Day Spa and Wellness Center in Temple, Texas, always wanted to own her
own business. She loved the holistic approach to health, and so when a healing center came up for sale, she
jumped at the chance. At the time of purchase, the massage therapists working at the business were independent
contractors. In order to grow and make changes, however, Rinaldi
changed the pay structure from independent contractor to employee.
“At first, the therapists wanted the change because they were tired of the responsibilities,” she explains.
“But when I raised the rates and they didn’t get a pay raise, they were upset.” She tries to educate
them about the inner workings and expense of owning a business, but
Although she hasn’t lost an employee, she is honest in her assessment
of how the business is doing. “We are just barely making it because of the cost of growth and
change,” she says. “People are coming, but we have a long way to go.”
Rinaldi’s struggles highlight a common thread that runs through the stories of many business owners:
employees’ misunderstanding of exactly how much a business owner contributes to the practice.
Many employees have an attitude that they are doing the bulk of the work and so deserve the bulk of the
pay. What this perspective doesn’t consider, however, is all the behind-the-scenes work the
employer does to keep the business thriving. “Employers are the ones with all the risk, and yet they are who
make the least,” explains Brown. “Meanwhile, the massage therapists and service providers who work for them
are making a great living—or, at the least, a high out-ofbalance per session commission or fee.”
Keep in mind
When considering a fair hourly wage, massage therapists need to remember they can practice in a variety of settings,
all of which will pay differently. You may work in a private office, in your own home or in a hospital. Or,
you may choose to practice in a spa or rehabilitation clinic. All of these options have different overhead requirements
and fee structures that will help determine the hourly wages the business can sustain.
Siouxie Jeter-Koch, director of career services for the Cortiva Institute in Seattle, Washington, helps prepare
students for the work force. She works with graduating massage therapists on contract negotiations, developing
a business plan, as well as what they might expect from jobs in the industry. “We tell graduates they have the
skills they need, but they should not expect top wage,” she explains. “They might expect $12 to $15 per massage
at a membership-based business, while a gifted practitioner at a top spa might earn $35.”
There are pros and cons to both sides of the employee-employer coin. Deciding what path you would like to
travel down depends heavily on how much responsibility you want to take on, as well as how much risk you can
withstand. Whether thinking of starting a business or being employed by one, however, being realistic about
what to expect is critical.
Put It In Perspective
Massage therapists just coming out of school may have some unrealistic expectations when it comes to what they
can expect in an hourly wage. Knowing what some of the top spas pay can help maintain the myth that all massage
therapists earn top dollar.
But those with their sights on a starting wage of $70 to $80 per massage may be in for a big surprise—
and in need of a slight adjustment in perspective. According to the U.S. Bureau of Labor Statistics
Occupational Outlook Handbook, the median wage, including gratuities, for massage therapists in
May 2006 was $16.06. The middle 50 percent earned between $10.98 and $24.22, with the
lowest 10 percent earning $7.48 and the highest 10 percent earning $33.83.
The latest data from May 2007 show a slight increase in these numbers, with the middle 50 percent earning between
$11.18 and $24.74. The lowest 10 percent earned $7.69 and the highest 10 percent earned $34.06.
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American Massage Therapy Association®
