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ISSUE 11 | SEPT 2018

The Embarrassing Topic: Constipation Carving Her Own Path Jeanna’s Quest to Success

Chiropractic Care and the Biomat® Client Personality Types Cultivating New Referrals

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Š2016-2018 Richway & Fuji Bio, Inc. Contents of Wavelength are protected by copyright and may not be reproduced without expressed written consent of the publisher. Independent Sales Associates may use the articles within Wavelength to promote our products for as long as they remain with the company.

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If you have any comments, suggestions, or would like to contribute, contact us at admin@richwayusa.com. Richway & Fuji Bio, Inc., 1314 S. King St. Suite 520, Hon, HI. 96814

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CONSTIPATION It’s the embarrassing topic that no one wants to talk about, but we might have the answer to combat the rising constipation problem.

PERSONALITY Learn to identify the key personality traits of your customer so you will be able to tailor your approach to their personality.

JUMPSTART Brian Tracy shares with us eight tips to jumpstart your sales inspired by psychology.

CHIROPRACTIC Chiropractic is a complementary medical practice which treats more than 35 million Americans annually. The practice and the Biomat® complement each other. Learn more about it in this issue.

CULTIVATE Carrie Luke, Managing Director and Royal Family ISA, shares her insights on cultivating new referrals.

CARVE Jeanna Kim, founder of Richway & Fuji Bio Inc, has had to face an arduous climb to success in her career. Today, we dive into and explore the mind of this accomplished business woman. SEPTEMBER 2018  RICHWAY WAVELENGTH  3


The Embarrassing Topic:

Constipation Constipation - it’s the embarrassing topic that no one wants to talk about. The elephant in the bathroom. Of course, the topic isn’t exactly easy to bring up by the office water cooler or at a family gathering after everyone has finished talking about their weekend.

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onstipation is embarrassing to talk about, and most people aren’t comfortable talking about it with their doctor either. Our unwillingness to talk about poo won’t sweep the problem under the rug, but we might have the answer to combat the rising constipation problem. How bad is constipation in America? About 55 million Americans, and about one-third of the elderly suffer from frequent constipation. There have been over 700,000 emergency department trips for constipation as the primary reason, and this has only been getting worse each year. So, why do so many of us have our bowels blocked now? If it was the 1700’s, the most common reason might have been attributed to some moral failing, but today, we can attribute it to the colossal changes in our lifestyle. Although there are various reasons that could cause constipation, the main culprit is that we are not giving our bodies enough fluids and fiber, which are both essential for bowel movements. Our increasingly sedentary lifestyles of being tied to office desks and lazing on couches exacerbates the problem.

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Causes of constipation? Constipation can mean many things to different people. For some, it can mean difficulty passing stool, not passing stool frequently enough, or the feeling of not completely emptying your bowels. The medical definition considers constipation as passing stool less than three times per week. Regardless, these different feelings of constipation are caused by various reasons, so it’s important to figure out why you might be constipated. Lack of fiber and fluids As mentioned above, the primary cause of constipation can be attributed to diet mainly lack of fiber and fluids. Adding fiber, drinking more fluids, and moving around more can do wonders for your colon. Stress Stress affects everybody in different ways and is also a common cause of constipation. Most people don’t realize how connected the brain and gut are. They are always communicating with each other, and your brain can impact what goes on in your intestines, and vice-versa. Stress can induce your sympathetic nervous system (your flight-or-fight response) which can cause your intestines to contract, either causing stress induced diarrhea or stress induced constipation. If you feel that you experience a lot of stress induced bowel problems, try practicing stress

reduction techniques or try to eat more vegetables. Medications Many kinds of medications, commonly opioid-based medication (pain killers), can cause constipation as a side effect. Make sure to always consult your doctor or physician for any changes to your medication. Mega Bio Cleanse 365™ Mega Bio Cleanse 365™ is your convenient daily source of your dietary fiber, combined with our proprietary blend of fibers and nutrients, which can help promote and maintain your digestive health.* Mega Bio Cleanse 365™ helps to normalize bowel movements, promotes bowel health, and helps to control cholesterol and blood sugar levels.† One of Mega Bio Cleanse 365™’s key ingredients is psyllium. Psyllium is the common name for the plant genus Plantago, an herbaceous plant that is commonly used to help relieve constipation and mild diarrhea. Fiber and psyllium Very simply, fiber is material from plant cells which does not break down in the digestive tract. Fiber’s main job is helping your digestive system move. Not all fiber is the same. It can ultimately be categorized between either soluble or insoluble.

Soluble fiber absorbs water during digestion, which helps to soften while adding bulk to your stool. You can find soluble fiber in fruits like apples and oranges, psyllium, nuts, and legumes (like dry beans and lentils). Insoluble fiber does not break down, adds bulk to your stool, and helps food pass quickly through your intestines. You can find insoluble fiber in foods like fruits with edible peels, seeds, vegetables, whole grain, or brown rice. Psyllium is a natural dietary soluble fiber that is found in fruits and vegetables. The mechanisms of psyllium help to absorb excess water as well as soften the stool. However, too much psyllium can lead to some gas. Add Mega Bio Cleanse 365™ to your diet to meet your fiber goals. Psyllium is a great source of dietary fiber and does not contain any additional sugars and fats. By taking Mega Bio Cleanse 365™ before meals, you can eat less by helping you feel less hungry and help control your appetite. Psyllium also has heart-related benefits such as helping to lower cholesterol as well as blood sugar levels.† How much fiber should I eat? The average American only consumes about half the dailyrecommended intake, and only about 5% of Americans meet their daily intake. Every person’s body is different, but the optimal SEPTEMBER 2018  RICHWAY WAVELENGTH  7


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amount depends on your gender and age.

Eating too much fiber can cause side effects, too.

Most health institutions like The American Heart Association recommend 25-30 grams of fiber per day. Adult men should aim for 30-38 grams of fiber, while women should aim for 25 grams per day. As you get older, you will need less fiber. Men and women over 50 should try to get 30 grams and 21 grams of fiber per day, respectively.

Eating more than 40-70 grams of fiber can cause nausea, gas, bloating, cramps, poor absorption of nutrients, and even constipation. You can combat this by simply reducing your fiber consumption and increasing your fluid consumption. Stay away from sugary drinks! Certainly, the best way to fix symptoms of constipation should be through eating

more fruits, vegetables and fluids, exercising, managing your stress and addressing any medical conditions that could be attributing to it. Since eating too much or too little fiber can both cause problems, it’s important to find a balance. A single packet of Mega Bio Cleanse 365™ has five grams of fiber, so by taking one before each meal, you can reach your daily fiber intake. Just make sure to get the rest of your fiber from a variety of different foods.

†Diets low in saturated fats and cholesterol which include 7 grams of fiber per day from psyllium, as in Mega Bio Cleanse 365™ may reduce the risk of heart disease by lowering cholesterol. One serving of Mega Bio Cleanse 365 contains 5 grams of soluble fiber. *These statements have not been evaluated by the Food and Drug Administration. This product is not intended to diagnose, treat, cure, or prevent any disease.

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Constipation Facts and Figures

Common Symptoms of Constipation

Common Causes of Constipation

• Women are often more affected by colon problems. • Two-thirds of people suffering from constipation are women. • Constipation-related health problem costs more than six billion dollars annually. • Over a billion dollars is spent on over-the-counter laxatives. • 50-75% of elderly people living in care homes suffer from constipation. • The average American only consumes half their daily recommended fiber.

• Hard or small stools • Straining with bowel movements • Pain with bowel movements • Excessive time spent passing stool • Feeling of incomplete bowel evacuation • Abdominal pain or bloating

• Diet lacking in fiber • Not drinking enough fluids • Lack of physical activity • Mental stress • Withholding yourself from going to the bathroom • Certain medications • Medical conditions or diseases

STAY TUNED FOR PRICE AND RELEASE DATE!

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Client Personailty Types: The Expressive As an Independent Sales Associate, you have probably found that some customers are easy to deal with, while others are not. Different techniques work on different people. If you can learn to identify the key personality traits of your customer, you will be able to tailor your approach to their personality.

Expressive Personality

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uccessful Independent Sales Associates know to be flexible in their approach when engaging customers. Each one is different, and applying the same technique to one will not work with another. Customers differ in personality, behavior, and communication style. By recognizing the key traits, you can adapt and tailor your approach to respond most effectively to each. A sales tactic that works for one customer may turn off another. In this series, we will cover four customer personality types as identified by psychologists, Roger Reid and John Merrill, and teach you how to identify them. We’ll also provide some helpful tips for working with them. One type will be showcased in each issue. In this issue, we will cover the Expressive personality type.

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Characteristics of the Expressive Expressive personality types are optimistic, outgoing, and spontaneous. These people are friendly, have high energy and can be very talkative. Like Amiable personality types (issue 9, pg. 8 ), building and forming personal relationships are very important to them. Expressives are confident, and as customers they rely on their intuition to make decisions. Talking to Expressive personality types One of the most important criteria for doing business with an Expressive is likeability. If they don’t like you, they won’t do business with you. Start by socializing with them before getting down to business. Build rapport by engaging in small talk. Expressives are interested in the big picture and like to know how our products help people. Share a personal story or your best customer testimonials. Then, slowly steer the conversation to the benefits of daily usage. Try not to bombard them with too many details. Expressive types will tune out when they hear too many facts and figures. Summarize your key talking points and keep your presentation energetic. Appeal 12  RICHWAY WAVELENGTH SEPTEMBER 2018

to their emotions by asking them how they feel about what you said and continually get their buy-in by asking questions like, “Does this make sense?” and, “So we agree?”

What testimonials do you like to share?

Tips for working with Expressive personality types

“I can say that the Biomat® has generously aided in comforting my back health after every shift I work assisting people with disabilities. The warmth of the mat gives my muscles support … and relieves discomfort and pain within 20 minutes of warming up! Unbelievable!” – Livhealthy.tv website

When working with an Expressive, it is important to remember that it’s not all about our products; it is about the relationship. The first thing you should be selling is yourself. Be energetic and give them compliments liberally. You may have to be patient, as they can be quite chatty and go off-topic easily. Expressive customers need to know you are looking out for them. Take the time to explain our company’s history and the impact our products have had on peoples lives. Focus on the thousands of practitioners who use the Biomat® daily with their clients. Talk to them about Dr. George Grant’s independent pain study. Adaptive selling is a tailored, customer-centric approach which creates a positive experience for the customer by catering to their needs. An important factor in adaptive selling is knowing your customer’s personality type. In our final installment, we will cover the Analytical personality type.

Here are two testimonials Diamond Executive ISA, Jennifer Lyall likes to share.

“As a meditation coach, I have truly observed the Biomat® has a generous gift of giving my clients that extra state of relaxation and has helped to bring them to the space they need to be at to totally and completely let go of any tension or discomfort they may have. The Biomat® also helps person remain in that relaxed state of mind, body and soul as they continue on with the session. What a wonder tool/ assistant of support I have in the Biomat®!” - Julie Marie Gibson (Meditation Coach)


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8 Tips to:

Jumpstart Your Sales Inspired By Psychology By Brian Tracy

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ave you ever wished that you had a crystal ball that told you what your customers were thinking?

As salespeople, we can all benefit by understanding the customer’s exact needs in order to make more sales. If you’re an effective salesperson, there’s a good chance that it’s thanks to an aptitude for understanding a client’s frame of mind. The field of psychology offers several insights into why certain sales techniques are effective. If you can understand these insights, you’ll be able to develop an even more impressive edge in selling. So if you want to improve your sales technique, try these suggestions: 1) First Impressions: Focus on Emotions Our brains are wired to focus on emotions before logic, and first impressions have a big impact on what your client ultimately decides about your product or service. This is why it’s crucial to focus on making customers feel good on an emotional level first, before following up with facts. SEPTEMBER 2018  RICHWAY WAVELENGTH  15


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2) Cognitive Dissonance: Get Clients on Board Early Cognitive dissonance is the idea that people are committed to a certain perception of themselves, and that they will tend to avoid putting themselves in situations that negate this perception. In terms of sales, it’s effective to ask questions that will get customers “on board” in small ways early in the interaction. Having clients agree that a particular feature is useful, or that a service could save them time, makes them less likely to disagree later on. 3) Follow the Crowd: “Here’s What Our Other Clients Think…” Humans are social, and your clients like to know that other people are benefitting from your product or service. Being able to share positive feedback from prior clients, or even simply starting a sentence with the phrase, “Here’s what our other clients have done…” can go a long way toward reassuring clients. 4) Stories, Not Statistics: The Power of Anecdotes Similar to the idea that emotions are more powerful than logic, anecdotes work better than statistics in convincing clients to purchase your product or service. In other words, telling the story of a single satisfied client can have more influence than citing statistics from hundreds of clients. 5) Scarcity: For A Limited Time Only Scarcity makes people eager to buy. There are a few ways to establish scarcity in what you’re selling. You can offer an exclusive number of spots for a service, sell a limited number of items, or set a timeframe for your sale. 16  RICHWAY WAVELENGTH SEPTEMBER 2018


6) Build Confidence by Giving an Out When your clients feel comfortable about their relationship with you, they’ll be more confident about closing on a sale. Although it might sound counterintuitive, giving clients an “out,” or otherwise maintaining a low-pressure attitude, will build your clients’ trust. 7) Reverse Psychology: Let Them Sell to Themselves Although this point isn’t technically reverse psychology, it’s a similar idea. Give your client reasons to defend what you’re selling by mentioning that they seem to be more interested than you expected, or that you’re not sure whether a product or service is right for them. By giving a client a reason to defend what you’re selling, they’ll craft their own argument about why they should close the sale. 8) What’s In It For Them: Make Benefits Stand Out Your clients are naturally oriented toward paying attention to risk. That’s why you need to minimize risk and make it easy for them to see the rewards of buying your product or service. What can the product do for your client in terms of saving them time, money, or effort? If something appears to be a risk, can it be reframed as a benefit? For example, does a higher price translate to more savings in the long run? Ultimately, it’s essential to be sincere in your sales interactions. People don’t like to be manipulated and will feel embarrassed or angry if they feel as though they’re being deceived. The tools above are most effective if they’re genuine! Now that you know how to sell, let me show you how to close. Download my 23 closing techniques battlecard to learn some of the best techniques to close the sale correctly the first time.

About Brian Tracy Brian is recognized as the top sales training and personal success authority in the world today. He has authored more than 60 books and has produced more than 500 audio and video learning programs on sales, management, business success and personal development, including worldwide bestseller The Psychology of Achievement. Brian’s goal is to help you achieve your personal and business goals faster and easier than you ever imagined. www.BrianTracy.com

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Chiropractic Care ® and the Biomat Chiropractic is a complementary medical practice which treats more than 35 million Americans annually. Since its founding over one hundred years ago, the practice has evolved and now focuses on treating musculoskeletal pain and spine care.

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hiropractic care continues to gain in popularity and has a positive reputation among many U.S. adults for effective treatment of neck and back pain.1

Chiropractic is the largest, most regulated, and best recognized of the complementary alternative medicine professions.2 Chiropractic has been legally recognized and formal university degrees have been established in the United States, Canada and some European countries. The profession is regulated in these countries, and the educational qualifications are consistent, satisfying the requirements of the respective accrediting agencies.

1. Gallup-Palmer College of Chiropractic Annual Report: Americans’ Perceptions of Chiropractic. Gallup and Palmer College of Chiropractic

2. Chiropractic: A Profession at the Crossroads of Mainstream and Alternative Medicine. William C Meeker;and Scott Haldeman. Annals of Internal Medicine 136:216-227, 2002.

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Chiropractic doctors

What is the cracking sound? When you receive a chiropractic adjustment, you will probably hear a pop or cracking sound. It may sound alarming to you, but when performed by a professional there is nothing to worry about. Every joint in the body has fluid in it. When you put that joint at a certain angle and apply a certain amount of pressure you will hear a crack or pop; what chiropractors call a cavitation. The sound is simply gas being released from the fluid. Why does it feel good? When your muscles are tight and stiff, nothing feels better than having your back cracked. This temporarily relieves tension, loosening the ligaments and increasing range of motion. “Cracking” also releases endorphins, a chemical for reducing pain and increasing pleasure.

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A Doctor of Chiropractic (DC), often referred to as a chiropractor is a primary care doctor who specializes in spine health and general wellbeing. They are trained to detect and reduce misalignments of the spine which interfere with the function of the central nervous system. The doctor will perform manual adjustments to correct alignment problems and support the body’s natural ability to heal itself. Chiropractic focuses on maintaining optimal health naturally without the use of drugs or surgery. The doctors are also trained to recommend therapeutic and rehabilitative exercises, as well as to provide nutritional, dietary and lifestyle counseling. Chiropractic adjustments A chiropractic adjustment is a therapeutic procedure that uses controlled force, applied to specific joints and surrounding tissue to restore mobility and improve the body’s physical function. When performed by a trained professional it is completely safe. Using x-rays and other instruments, the chiropractor will locate misalignments in the spine. The patient will be positioned on a table and the doctor will adjust the patient using a device or their hands. The goal is to restore normal nerve transmission and assist the body in recuperating on its own. Chiropractors focus on the spine because of its role in the central nervous system (CNS). The CNS controls the body and sends signals from the brain down the spine affecting all organs, tissues and cells. The belief is that any misalignment of the spine can hinder the body’s function. Left unresolved, this can make you more susceptible to chronic problems. The benefits of Chiropractic care Chiropractic is known for its many benefits because of its ability to help reduce inflammation and balance the body’s sympathetic and parasympathetic response. The sympathetic nervous system triggers the “fight-or-flight” response and the parasympathetic nervous system can act like a brake and promote stress reduction. It’s been found that adjustments in the upper cervical region and sacral region can stimulate the parasympathetic response which reduces stress and even improves the function of certain organs. A study published in the Journal of Chiropractic Medicine found that after subjects received a cervical adjustment, pulse rates decreased, blood pressure balanced, and parasympathetic responses were significantly positive. This may shed some light cont’d pg. 22


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Tips from our doctors A healthy spine is often overlooked as part of a healthy lifestyle. Biomat® users can follow these tips to help them keep their spine in alignment. Dr. Rita Lathon of Restorative Touch Chiropractic recommends 30 minutes to an hour each day on the Biomat®. For those without an Amethyst & Tourmaline Pillow, she suggests using a rolled-up towel behind your neck and knees. “Your head should be resting comfortably on the Biomat®, so the neck roll should not be too big. The neck roll will encourage the proper C-shaped curve in your neck, and over time will restore the curve and reduce neck pain. The towel under the knees reduces tension on the low back,” says Dr. Lathon. Dr. Tracey Norman wants to remind users when they are using the Biomat® to put their phones away. “Don’t hold your phone above your head trying to read and be busy. Allow this to be a time for you to really let go, relax, restore and rejuvenate. We spend so many hours every day on phones and devices, often putting our heads and necks into a forward flexion position which is not beneficial to the spine or nervous system,” says Dr. Norman. SEPTEMBER 2018  RICHWAY WAVELENGTH  21


as to why so many people visit Chiropractors on a regular basis. People understand how stress reduction and maintenance of a healthy spine and nervous system can set the stage to recovery. Chiropractors focus on educating their patients on the body’s natural ability to heal itself by removing obstructions from the nervous system. Since the central nervous system facilitates healing, many symptoms have been proven to improve through chiropractic adjustments. How the Biomat® helps The Biomat® is the perfect complement for any chiropractor. The Biomat’s® far-infrared heat increases circulation, relaxes muscles and reduces stiffness. The Biomat® directly affects the body’s ability to unwind deep stress in the musculoskeletal system. Because of this, it integrates well with chiropractic treatment. Dr. Rita Lathon of Restorative Touch Chiropractic says the Biomat® benefits a chiropractic treatment in several ways. “First, it is much more comfortable to receive an adjustment when muscles are relaxed, so it’s easier on the patient. Secondly, when muscles are relaxed, it is much easier to restore proper range of motion to joints with a chiropractic adjustment than when muscles are spasmed, so it’s easier on the doctor” said Dr. Lathon. 22  RICHWAY WAVELENGTH SEPTEMBER 2018

Dr. Lathon explains chiropractic treatment and the Biomat® work together synergistically and patients will get better much more quickly. “The Biomat® induces deep relaxation and thus drives the parasympathetic nervous system to be dominant. The parasympathetic nervous system is our rest, digest and heal nervous system, so the Biomat® helps us get out of fight or flight and go into healing mode” says Dr. Lathon. Massachusetts based chiropractor, Dr. Tracey Norman says with regular use the Biomat® helps to “restore” a person. “With today’s pace of life, our nervous system is bombarded with lots of input which keeps us in sympathetic overdrive and, for some, in a state of adrenal burnout. Chiropractic adjustments address this and the Biomat® is very complementary to bringing the body into a greater state of peace and balance” says Dr. Norman. At the Austin Family Chiropractic, patients sit on a Biomat Mini® or use the Biomat Professional® prior to treatment. Dr. Austin says the mat helps patients’ muscles to relax making their vertebrae easier to move during adjustments. “One of my goals as a Doctor of Chiropractic is to reduce the stress load that my patients are experiencing in their hectic 21st century lives. The Biomat®


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assists me with that mission.” At the clinic he treats a lot of “stressed out” mothers. After the adjustment, he allows them to rest on the Biomat® with an Amethyst & Tourmaline Pillow. They report back that “[It was], by far the most relaxing half hour of their entire month,” said Dr. Austin.

How clients respond to treatments with the Biomat® Dr. Norman uses a Biomat Mini® on her chiropractic table. She finds her clients relax more and receive their treatments better. “I have seen a variety of responses to using the Biomat® over the years. They range from decreased pain, greater level of relaxation, better sleep, and improved mood,” said Dr. Norman.

“Following Biomat® treatments, patients report being calm and often deeply relaxed. They also report improved circulation in their extremities and a substantial reduction in pain. “Many have voiced that their Biomat® treatments have made their chiropractic and massage treatments more effective and lasting,” said Dr. Lathon.

Disclaimer – Opinions and health claims expressed in this article are those of licensed practitioners and do not reflect health care claims made by Richway & Fuji Bio, Inc. SEPTEMBER 2018  RICHWAY WAVELENGTH  23


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INSIGHTS

Cultivating New Referrals by Carrie Luke, Royal Family ISA, Managing Director This new column is a platform for our Managing Directors to share their insights and provide inspiration to all of our Independent Sales Associates.

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bet most of you, while explaining the opportunity, have heard the words, “But, I am not a sale’s person!”

I hear this a lot when sowing the “seeds” for future distributors. The neat thing is, our product does not require this - it sells itself. Too often, we let opportunities slip by, because we limit our idea of how a sale happens or where a sale comes from. Think of all the people you already know, meet in passing or have casual conversation with. There are loads of potential opportunities waiting to be tapped into that do not have to be stressful or awkward conversations. Make it short, simple and casual. SEPTEMBER 2018  RICHWAY WAVELENGTH  25


Here are some ideas!

referral fee as a thank you.”

Are you already working with medical professionals?

Do the same for family and friends.

Check in with them to see how they enjoy using the Biomat®. Offer to do an “Open House” demo for them the next time they have a customer appreciation day, or any day they would like to hold a “Demo Day” for their clients. This is an opportunity for you to show the staff how easy it is to work with, and how much customers like it and leave with a smile on their faces.

I do the same with consumers and friends. “If you are like me, you want your family and friends to be healthy and will probably, at some point, invite them to try it because it feels so good. Just call me if they want one, and I’ll be happy to answer any questions and give you a referral fee.”

Let them know you will write up orders on their behalf for client’s purchases or show them how if they are interested. That might spark the question of, “Is there a financial component to Biomats®?” Then, you can give a short overview.

Considering taking a Biomat Mini® along and having the service done on that. Plant the seed with them. You can say something like, “I have heard from my clients how wonderful it is to have their dental work done on the Biomat®. It takes all the stress away. Would you mind if I try it?”

You can offer a referral fee to any clients that express an interest in buying one. This takes the pressure off them and gives you the opportunity to cultivate a permanent referral stream from your practitioners that do not want to become distributors. Who knows, down the road they may change their mind!! Give a referral fee to a practitioner. When completing a sale with a practitioner, simply say, “You may find your clients asking about the Biomat® and want one for home. Just call me, and I will be happy to help you write up the sale or simply give you a 26  RICHWAY WAVELENGTH SEPTEMBER 2018

Are you utilizing services from local practitioners yourself?

You have probably told them you work with the Biomat® in passing conversation during previous visits. This may spark a practical conversation about how they can use it in practice. This is great with dentists for the “white knuckle people,” estheticians, massage therapists, physical therapists, chiropractors, acupuncturist, yoga instructors and physical trainers, before and after sessions, etc. Be an active listener. Many times, you have casual conversation with people you meet when you are out and

about. Listen for cues about health or physical pains they may mention in passing. (It’s amazing what people will tell you if you pay attention to them). You can simply say, “Hmmm, sorry to hear you are dealing with that right now. I know how you feel. I have a device called the Biomat® that helped me a lot. It’s very effective, safe, FDA cleared, and used by lots of practitioners. Maybe it will help you? It certainly will make you feel better. I am happy to loan it to you if you would like to try it?” Demo the Biomat® with community groups. Volunteer to speak at local support groups or a local veterans Lodge. Bring the Biomat® along to Demo. Help first repsonders. Donate Product Certificate mats to fire stations, police stations and veteran’s retreat centers. Be sure to leave behind your cards and brochures, so people can contact you to purchase. None of the above involved the word “sale” or “buy.” All these situations put you in the position to receive the request for more information or a referral. It takes the stress out of selling and the pressure off your potential/future customer. No one likes to be “sold” to. Being part of the answer makes for a more pleasurable and lasting relationship with your customer and may also lead to referrals from them down the road.


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Unless you are asked about a business opportunity during your presentation, I would not mention it. I feel there is nothing worse than approaching a person and asking them if they are interested in being a distributor, if they have not asked you if there is an opportunity. Many times, this puts a bad taste in your customer’s mouth and feels pushy. Let them have time to fall in love with the Biomat®, and then plant the seed with them on a follow-up call in a month or two.

A good practice to implement is; 2 days Call the client within 2 days of receiving the Biomat® to see if they have questions about setting it up or how it works. 2 weeks Give them a follow up call to see how they are enjoying it and if they have questions. 2 months A courteous call is a great way to check in and see if they have shared it with family or friends and just to say “Hi.” They also may want a Quantum Energy Pad® to make it more comfortable, you never know.

This is great customer service and delights the customer. They will remember you. Your customers are a great source of future sales for an Alkal-Life™, Quantum Energy Pad®, Rejuvena™, Alpha Max Serum™, or Biomat Aroma Stand™. Do not overwhelm with information. Only offer one product at a time with a call or email that includes an attachment of the product flyer. All these ideas allow you to network throughout your day without making you feel like a salesperson. Much easier and nicer to be a helpful information resource, and let the Biomat® work its magic for you. SEPTEMBER 2018  RICHWAY WAVELENGTH  27


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Jeanna’s Quest to Success

Carving Her Own Path


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eanna Kim, founder of Richway & Fuji Bio Inc, has had to face an arduous climb to success in her career. Jeanna’s legacy started in 1997, and over the years, she has worked hard to develop and expand the influence of Richway. Today, we have the opportunity to dive into and explore the mind of this accomplished business woman.

What made you decide to start Richway? “I left Korea because there weren’t a lot of opportunities for women, so I came to America. I travelled around. I met so many different people, and I met Calvin in Hawai’I. He was always a very creative man. He used to make art on shirts in Waikiki. He was also a very creative business man. My first job in Hawai’i was a printing business. I made business cards and pens with names on them, but it was so stressful. One wrong spelling mistake, and you lost so much money on inventory. Calvin and I decided that we would start a jewelry store, but the jewelry industry is very unforgiving. We worked so hard and I was so stressed. I broke out into hives; my stomach was always hurting, but we had two kids, and they always kept us going. Calvin also got very

sick. I had a friend who introduced me to something he had trouble selling. I asked him what it was, and he was selling healing mats. I told him to get everyone he knew; I will sell it for him. We were in a small room with about 20 people. When I was in front of everybody, I was so scared. They were all looking at me, and my English wasn’t that good, but when I started talking, everything just came out. I had to fake my confidence because it was do-ordie. My friend told me the company that made these healing mats was in Korea, so Calvin and I went to Korea. The company that made them was called Richway Korea. When I started using the mats, Calvin and I started feeling so much better, and we wanted to share this with everyone. That’s when we decided we would use what we had from the jewelry business to invest into our next business venture, and Richway International was founded.”

SEPTEMBER 2018  RICHWAY WAVELENGTH  29


A traditional Ondol heating system with stones arranged to keep a room warm.

Where do the ideas of Richway come from?

to many neighboring countries.

“When I first came across the Biomat®, I wanted to know how it could be used to help heal the body and mind, and all I wanted to do was share this with everybody. I believe much of the influence of the original Biomat® was based on an old Korean technique. Many Koreans were peasants. They didn’t have a lot of resources, and the winter environments were harsh. Yet they never got sick, and I was interested to find out why. I believe it is because Koreans used an old technique called Ondol which is an under-floor heating system.”

One of the Ondol system’s many advantages was that it maintained its heat for extended periods of time, long after the fire was extinguished. Due to its popularity, the dol-bed (or stone bed) was born. Jeanna saw that the heated beds had brought many health benefits, which she believed inspired the Biomat®.

This long-established architectural system has been found in archaeological sites as far back as the bronze age, 1,000 B.C. With the Ondol system, living space made sitting, sleeping, and even eating always comfortable. Today, it is still used in many modern homes and hotels and has spread 30  RICHWAY WAVELENGTH SEPTEMBER 2018

“Calvin and I decided to name the mats Biomat® since it would easily get the point across that this product would be related to your health. The first Biomat® was very different from what it is today. It went through so many changes. We wanted to combine the Ondol system with other techniques. Calvin fought for the idea to use the jade from our inventory to create our first Biomat®. Our first commercially sold Biomats® were made with crushed jade powder and made its debut in 1997. Actually, many of our products are influenced by


Korean culture. We also have a focus on beauty or appearance, and we have a saying in Korea, ‘Good looking also tastes good.’” The saying usually meant that when effort is made into making food look good, effort is also used to make it taste good, so if it looked good, it tasted good. It also meant good-looking rice cake will taste better than a plain looking rice cake. The saying wasn’t limited to just food but related to many parts of life.”

believed in me. He was a very progressive man for his time, and he always saw me as a partner instead of a housewife. And before Richway, we started a jewelry store together. It was tough, and around this time, I had just had my second child. I consider my children as my good luck charms. With them around, things were always better. When I finally had the inspiration to share the Biomat® with Calvin backing me, Richway was founded.”

What is Richway’s mission?

What was your first job?

“When I started Richway, all I wanted to do was help people. I want to help people maintain their health, and I want to help others find financial success. Rich or poor, the most important thing is always health. Those who think about themselves, and those who think about others. In this society, no one can do anything by themselves. In everything, teamwork is most important. You must have others understand your vision. Richway is a teaching business, not a selling business. Everyone is smart; you just have to get them to understand.”

“I had all different kinds of jobs when I was young. I worked on a bus, and I worked near the pier, too. But my first real job was advertising when I was in my 20’s. It was for a snack company. I knew I wanted to be in the business sector since then, but it was very difficult to be taken seriously in Korea. So, I came to America in hopes of more opportunities. I went through so many states, just traveling. That’s how I learned English. I had all kinds of jobs. I was a waiter; I worked at bookstores; I even I got to work back stage on shows. I think if I didn’t get into business, I could’ve been an entertainer. However, around 1980, my travels eventually brought me to Hawai’i, where I wound up meeting Calvin.”

What is your favorite product? “Any Biomat®! I still use the Rejuvena™ every morning. Water (Alkal-Life™) is always important, but I am always using the Biomat®. I use it for everything. I use it in my meditations and exercises, it really helps me warm up for stretches. I even eat on the Biomat®. I have one Biomat King® in my room. My son has a Biomat®, and we even keep two Biomats® in the living room - one for the floor, and one for the couch.” Who inspires you? “Myself of course! You must always find motivation from yourself! But one of my biggest role models is my mom. She is the toughest woman I know. Before, in Korea, women had very little rights. The social climate for women in Korea has only significantly improved in recent years. Even if you were educated, you had to be confined to the house as a wife or a mother, but my mom, she was an exceptional business woman. She was aggressive. Calvin always

What did you wish you knew about leadership in your 20’s? “Things will never be exactly how you want it to be. Actually, it will be very different from what you thought it would be. Plans are good to have, but it is more important to be adaptable. People think sharks are the strongest animals in the ocean, but when they all get caught in the low tide, it is the small fishes that survives. When it comes to surviving in this ever-changing economic and business climate, adaptability is the key to survival. Also, as a leader, there is a lot of decision-making, and everyone is looking to you for the answer. Proper communication is so important. If you don’t communicate why you are making that decision, if you don’t let people know how you came to that decision, your team won’t know what they want from you. You always want to make sure everyone is on the same page.” SEPTEMBER 2018  RICHWAY WAVELENGTH  31


32  RICHWAY WAVELENGTH SEPTEMBER 2018


How do you define success? “We all have different ideas for success, either goals, material or immaterial, but the most important thing is your health. Without a good quality of life, it is hard to be happy about the other things in your life that matter. In the end, our relationships are all we have. Once you die, you don’t take a penny to the grave. Imagine what your funeral looks like. Imagine the people you want there and all the nice things they are saying and how much they loved you. Now, live your life in a way to make that a reality.” What have you learned from past failures? “I have experienced many failures, but you need the courage to start all over again, and don’t let anyone stop you. When it comes to keeping myself motivated, it comes down to believing you are making a positive contribution to the world. If you don’t have a goal, it is very easy to forget why you started what you are doing, and I believe Calvin and I are helping to make the world better.” If you were hiring and had two equally qualified candidates, how do you decide who gets hired? “Vision, whoever has a vision for the future. If you don’t have a vision for the future, you have nothing guiding you. Vision is one of the most important traits, and your vision will help you get pass obstacles and speed bumps. It will help you persevere when the going gets tough.”

What are you excited for in the future of Richway? “Trying to create new products that will help with people’s well-being, and of course always meeting new distributors. Everyone you meet will always have exciting stories. In our upcoming products, I want to focus more on people’s mental health. I strongly believe that stress and emotional health are very closely tied to the immune system. Depression is normal in life, but if you are always depressed, then that will lead to more serious health problems. I am very excited to introduce our next new product, but we are still figuring out the plan on how we are going to market the product. We still need to figure out the price point, the packaging, the supply and demand, but until we figure everything out, I am going to have to keep my lips sealed. I don’t want to spoil anything, but I’ll give you a hint, it has to do with sound and vibrations. We are always trying to look for new opportunities. Richway has been forming strategic partnerships with corporations in Korea to try and bring new and exciting products. We want to try diversify our product line. We will also soon release a product called Mega Bio Cleanse™ and it’s aimed towards digestive health. Your stomach is so important, like roots for plant. Your stomach cannot be neglected, it needs to be taken care of. It will have many natural ingredients and probiotics . Honestly, we have been so fortunate. This year (2018) has been such a great year for us. The economy has been slowly turning around, the company has grown so much and we are so excited to introduce all our new ideas. Make sure to interview me again next year!” SEPTEMBER 2018  RICHWAY WAVELENGTH  33


34  RICHWAY WAVELENGTH SEPTEMBER 2018


SEPTEMBER 2018  RICHWAY WAVELENGTH  35


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SEPTEMBER 2018  RICHWAY WAVELENGTH  37


Biomat Practit ®

With 20 years of product development and innovation, health and wellness professionals kno tice. Below you will find a list of practitioner’s who are currently utilizing the Biomat® to enhan professionals below. ACUPUNCTURE Dahvid Weiss, L.Ac.,DOM,PhD Divine Resonance Health Center 17 Brandywine Ln. Asheville, NC 28805

Jessie Ba Denver M 10526 W Lakewoo

www.DahVid.com Specialty: Acupuncture, Vibrational Medicine

Tel: 720-5 www.den Specialty

Noneen O`Rafferty, L.Ac., DOM The Center For Natural Healing 4632 Vincennes Blvd. Cape Coral, FL 33904

Kate Car Acupunc Center fo 5 N. Bent Frederick Tel: 978-3 www.acu Specialty

Tel: 239-542-5600 www.thecenterfornaturalhealing.biz Specialty: Acupuncture Jonathan Glass, M.Ac. Ayurvedic Prac. Healing Essence Center 96 Commonwealth Ave Concord, MA 01742 Tel: 978-369-9228 www.healingessencecenter.com Specialty: Acupuncture, Energy Healing

Michael V Vahila Ac Total Hea 2403 Wh Canton O Tel: 330-4 www.can Specialty

Claudette Baker. L. Ac., Dipl Ac. Director, Glenview Healing Arts Center 1757 Glenview Road Glenview, IL 60025 USA

Pekoe Ac PLLC 1410 9th Washing Tel: 202-4

Tel: 847-998-8860 www.claudettebaker.com Specialty: Acupuncture, Oriental Medicine

http://ww Specialty

Disclaimer: This list is solely intended as a directory of professionals using the Biomat® in their practice. Richway & Fuji Bio does not endorse the businesses or therap for accuracy, it is the responsibility of the reader to ensure each business is accredited or licensed in its practice. Updates to the information provided are the respon

38  RICHWAY WAVELENGTH SEPTEMBER 2018


tioner Directory

ow about the proven benefits of the Biomat® and have been incorporating it into their pracnce their practices. If you are interested in trying a Biomat®, you may contact any of the

Integrative Healing and Wellness 23 Main Ave. Bay Head, NJ, 08742 Tel: 732-202-6797

arrett, L.Ac., Dipl.Ac. Mind Body Essence W Alameda Avenue od, CO 80226

593-8218 nvermindbodyessence.com y: Acupuncture, Reiki

www.integrativehealingandwellness.com

rter, M.Ac., L.Ac., Dipl.Ac. cture with Kate or Mind-Body Therapies tz St. k, MD 21701 369-9228 upuncturewithkate.com/ y: Acupuncture

Mu Element Acupuncture Clinic 827 Altos Oaks Dr., Suite 4 Los Altos, CA 94024 Tel:650-690-8007 www.muelementgroup.com Specialty: Acupuncture, cupping, essential oil therapy mix with Chinese traditional Tuina, Biomat treatment, Chinese Herbal Medicine

Vahila, L.Ac., LMT cupuncture and Massage Therapy alth and Wellness Center hipple Ave. NW OH 44708 477-0777 ntonacupuncture.com y: Acupuncture, Massage

Specialty: Acupuncture, Massage, Reiki, Yoga, Naturopathic Consulting

CHIROPRACTOR Dr. Jenna J. Anthofer, DC The Healing Arts Center 9715 N. Clark St. Carroll, IA 51401 Tel: 712-792-4600 www.carrollhealingarts.com Specialty: Chiropractor, Acupuncturist

cupuncture & Wellness Center,

h Street NW #1 gton DC 20001 408-4858

ww.pekoedc.net y: Acupuncture

Todd W. Austin, D.C. Austin Family Chiropractic 157 N Springfield St Virden, IL 62690 (217) 965-3100 www.AustinFamilyChiropractor.com Specialty: Chiropractor, Acupuncturist

pies enclosed within this list. The business information registered on this list has been provided by the listed. While Richway & Fuji Bio checks registrant information nsibility of the registrant and should be submitted to Richway & Fuji Bio to be updated. kraphix©123rf.com

SEPTEMBER 2018  RICHWAY WAVELENGTH  39


Biomat Practit ®

ENERGY WORK

CHIROPRACTOR

Mona Sc Magnific Las vega Tel: 702www.ma

Dr. Rita Lathon, DC Restorative Touch Chiropractic 12741 Research Blvd, Suite 505 Austin, TX 78759 Tel: 512-762-2156 www.RestorativeTouchChiropractic.com Specialty: Chiropractor, Massage, Quantum Neurology

Specialty sage, Int

Stephani Transens 344 Bloor Toronto, C Tel: 416-9 www.tran

Dr. Tracey Wright, DC Tel: 808-283-2281 (Massachusetts) 876-589-0020 (Jamaica) Montego Bay www.ilovemybiomat.com

Specialty Holistic P

Specialty: Chiropractor

Dr. Allan Tomson, DC Neck,Back & Beyond Healing Arts 2 locations: Manassas, Va and Fairfax, VA www.neckbackandbeyond.com Specialty: Chiropractor, Holistic Health Coach

ENERGY WORK

MASSAGE

Sue Pfen #MA000 Balance 205 E 16 Vancouv Tel: 360www.My

Specialty Marla Koupal Vibrancy! LLC 2110 Hollow Brook Dr. Colorado Springs, CO 80918 Tel: 719-573-5972

Joy Hillu Krystal L 211 Dem East Gra Tel: 701-

Specialty: Healing Touch®, Reiki

Specialt

Disclaimer: This list is solely intended as a directory of professionals using the Biomat® in their practice. Richway & Fuji Bio does not endorse the businesses or therap for accuracy, it is the responsibility of the reader to ensure each business is accredited or licensed in its practice. Updates to the information provided are the respon

40  RICHWAY WAVELENGTH SEPTEMBER 2018


tioner Directory

chaefer, NVMT 5298 cent Hands Center for Healing as, NV 89123 -524-8876 agnificenthands.com

y: Reiki, Craniosacral Therapy, Mastuitive Healing

ie Cookson, RN (MH-UK), MBA se Healing Arts Holistic Centre r Street West, suite 610 Canada 916-2980 nsense.ca

y: Mental Health Nurse, Reiki Master, Practitioner, Personal Developement

ndler LMT, SEP, BCPP 020087 ed Bodyworks 6th Street ver, WA 98663 -566-0388 yBalancedBodyworks.com

y: Massage

ukka Lotus mers Ave. and Forks, MN 56721 -520-0246

ty: Massage, Meditation

MASSAGE Caryn Diel Amethyst Healing Space 839 Paseo de Peralta Santa Fe, NM 87501 Tel: 505-670-3538 www.AmethystSantaFe.com Specialty: Asian Body Work and Energy Medicine, Massage Gretchen Carrubba BodyWork by Gretchen 217 E. Unaka Ave Johnson City, TN 37601 www.BodyWorkByGretchen.com Specialty: Massage

Jessica Proia Urban Escape Heinz Lofts, 300 Heinz Street Suite # C-115, Pittsburgh, PA 15212 Tel: 412-527-2909 www.urbanescapepgh.com Specialty: Massage, Aromatherapy, Craniosacral Therapy Niseema Dyan Diemer LMT, SEP, BCPP The Positive Mind Center 119 West 57th Street suite 1100 New York, New York 10019 www.thepositivemindcenter.com Specialty: Massage, Body Centered Therapy

pies enclosed within this list. The business information registered on this list has been provided by the listed. While Richway & Fuji Bio checks registrant information nsibility of the registrant and should be submitted to Richway & Fuji Bio to be updated. kraphix©123rf.com SEPTEMBER 2018  RICHWAY WAVELENGTH  41


Biomat Practit ®

MASSAGE Mindy Meyer Ayaa Massage 2319 N 45th St., Ste 304 Seattle, WA. 98103 Tel: 206-331-5461

Gay Lacy Massage 702 Gran Altamon Tel: 407-7 www.gay Specialty Therapy, lease, Re

www.mindymeyerwork.wordpress.com Specialty: Massage Edan Harari, LMT, OMT Kinetic Body Therapy 113 Broadway, suite 707 New York, NY. 10010 Tel: 917-533-1727

Jan Andre Movemen Unit 2/27 Byron Ba 2481 AUS www.mov

www.KineticBodyTherapy.com

Specialty Massage

Specialty: Massage, Kinetic Flow Facilitator Jim Gabriel Gabriel Center for Wellness 2886 Ringling Blvd. Sarasota, FL. 34237 Tel: 941-954-0300 www.jimgabriel.net Specialty: Massage, Acupuncture, Energy Work Jeanne Thune Wellness Works Massage Tel: 712-635-4301 www.jeannewellness.com Specialty: Massage

MEDICAL DOCTOR

Shantel Ki Function & 685 Arlingt Macon GA Tel: 478-29

www.funct

Specialty: Rehabilita

Shiroko S Heart to H 2200 Ran Santa Ro Tel: 707-5

www.hea

Specialty Acupunct

Disclaimer: This list is solely intended as a directory of professionals using the Biomat® in their practice. Richway & Fuji Bio does not endorse the businesses or therap for accuracy, it is the responsibility of the reader to ensure each business is accredited or licensed in its practice. Updates to the information provided are the respon

42  RICHWAY WAVELENGTH SEPTEMBER 2018


tioner Directory NATUROPATH

y e Therapist Extraordinaire ndview Ave. nte Springs, FL. 32701 718-5326 ylacy.com y: Lymph Drainage + Craniosacral , Visceral Manipulation, Muscle Reeflexology, Raindrop, Reiki

Anna Parker Sophia Wisdom Centre 61 Armstrong St. Suffolk Park, NSW, Australia

ews nt Zone Brigantine St. ay NSW STRALIA vementzone.com.au

Dr. C. Barksdale Centre for Natural Medicine 900 Commonwealth Place #200 Virginia Beach, VA. 23464

www.sophiawisdom.com.au Specialty: Naturopath, Homeopath

Specialty: Holistic Therapy

y: Yoga Teacher, Personal Trainer, e

ing-Whitby, MD & Health Professionals LLC, ton Place A 31201. 92-2060

tionandhealth.com

Board Certified Physical Medicine & ation Physician and Acupuncturist

Sokitch, MD Heart Medical Center nge Ave Suite 109 osa, CA. 95403 524-9640

arttoheartmedicalcenter.com

y: Integrative and Functional Medicine, ture, and Natural Remedies

NUTRITIONAL THERAPY Roxanne Delillo 401-B Vernon Street Roseville, CA. 95678 Tel: 530-320-1712 www.rdelillo.com, www.barefoot-again.com Specialty: Nutritional Therapist, Master Herbologist, Massage Therapist Bryn Perkins, PA, CBS Eastern View Integrative Medicine 185 Tilley Drive #55 South Burlington, VT 05403 Tel: 802-735-1766 www.eatingforahealthieryou.com, www.innerhealthresources.com Specialty: Nutrition and Brain Balancing

pies enclosed within this list. The business information registered on this list has been provided by the listed. While Richway & Fuji Bio checks registrant information nsibility of the registrant and should be submitted to Richway & Fuji Bio to be updated. kraphix©123rf.com SEPTEMBER 2018  RICHWAY WAVELENGTH  43


Biomat Practit ®

PHYSICAL THERAPY Brenda Bryson, PT, LMT Monarch Physical Therapy 28604 IH 10 W suite 4 Boerne, Texas 78006 Tel: 830-431-0773 www.monarchpt.com Specialty: Physical Therapy Heather Arlinghaus, PT, LMT Integrated Therapy Services, LLC 13295 N Illinois St, Ste 135 Carmel, IN 46032 Tel: 317-690-7646 www.heatherarlinghausptmt.com Specialty: Physical Therapist, Massage Therapist, Certified Cupping Therapist Edie Bernhardt, PT PT 360° 426 Industrial Ave, Suite 190 Williston, VT 05495 Tel: 802-860-4360 www.pt360coop.com 3 Locaions in Vermont Specialty: Physical Therapist

PILATES Wallis Mason Studio 1 Pilates N Movement, LLC 8415 Bellona Lane Suite 110 Ruxon Towers Baltimore, MD. 21204 Tel: 410-321-4912 www.studio1pilates.com Specialty: Therapeutic work, Certified Pilates Instructor,and Energy Work

Ebba N. ENL Stud MIlton, M Tel: 617-3

www.enl Specialty sage

WELLNESS AND PERSON

Jennifer

Burlingto Canada

www.jlya Specialt energy, d soul’s pu

Cher Ely Vibrant S 224 Wes NY, New Tel: 212www.vib Specialt Persona

Ulymar R The Roc 396-B Vi ON N2H Tel: 226-4 www.the

Specialty tion

Disclaimer: This list is solely intended as a directory of professionals using the Biomat® in their practice. Richway & Fuji Bio does not endorse the businesses or therap for accuracy, it is the responsibility of the reader to ensure each business is accredited or licensed in its practice. Updates to the information provided are the respon

44  RICHWAY WAVELENGTH SEPTEMBER 2018


tioner Directory

Legaspi dio Massachusetts 372-5899

Faye Nulman A Kneaded Escape PO Box 292 Roosevelt,NJ 08555 Tel: 732-895-5926

lstudio.com y: Pilates, Gyrotonic, Yoga, Mas-

www.akneadedescape.com Specialty: Life Guide

NAL DEVELOPMENT

Emma Hall Life Flower Ringstead, Kettering, Northamptonshire, UK Tel: 01933-622193

r Lyall

on, Ontario a

all.com, www.livhealthy.tv ty: Helping people to maximize their develop their intuition and fufill their urpose.

yse Carden Spirit Quest st 21St. Apt 13 w York 10011 -242-5127 brantspiritquest.com ty: Colon Therapist, Wellness and al Development Coach

www.lifeflower.co.uk Specialty: Holistic Therapy and Reflexology

YOGA Angela Pantaleon Wisdom Yoga Wellness 11911 US HWY 1 Suite 108 Juno Beach, FL. 33408 Tel: 561-386-7086 www.wisdomyogawellness.com, www.wisdomyogaretreat.com Specialty: Yoga Teacher, Esthetician

Rocha ck Spa ictoria St. N. Kitchener H 5E6, Canada 444-0176 erockspa.com

y: Relaxtion, Salt Therapy, Floata-

pies enclosed within this list. The business information registered on this list has been provided by the listed. While Richway & Fuji Bio checks registrant information nsibility of the registrant and should be submitted to Richway & Fuji Bio to be updated. kraphix©123rf.com

SEPTEMBER 2018  RICHWAY WAVELENGTH  45


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RICHWAY ISA RECOGNITION JUNE 2018 - AUGUST 2018 DOC#WL11 REV1 SEPTEMBER 2018  RICHWAY WAVELENGTH  47

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Richway Wavelength Issue 11 - September 2018  

Richway Wavelength Issue 11 - September 2018  

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