There is a way of being in the world that comes more naturally to some than others. It involves being alert to signs and possibility, intuitively following your gut in the face of fear, working hard at something you love, recognizing that sometimes there is sacrifice required, staying true to vision over money where needed, and trusting that if you leap a net will appear.

Michele Merhib is one of those people who has this down cold. The founder of Elements Therapeutic Massage, Merhib has parlayed it into joyful success in the business of relaxation. She opened her first massage studio in Colorado in 2002, her second in 2004 and now owns a third. In the meantime, she teamed with Fitness Together Franchise Corporation in 2006 and by the time they hit the 20-month mark, they had sold 100 franchises.

“That’s when you hit the map in the franchise world,” Merhib said in our recent interview.

In fact, there are now 104 franchises sold, 54 open, locations in 24 states and Costa Rica, and rights sold in six more states as well as Ireland and England. For those reading this and craving Merhib’s strategic formula, well, I gave it to you in the first paragraph. Now I’ll lay it out in more detail.

The first step was to be alert to signs and possibility. For Merhib, who had a degree in business and was working in the banking industry, this meant saying yes when -- with savings and loans collapsing around her -- a friend suggested she work as an assistant in occupational and recreational therapy. Because she enjoyed it so, that escalated to getting a degree in occupational therapy and becoming a nationally registered O.T.

“I worked with everything from newborns to a 104-year-old,” Merhib said. “I often worked with the elderly population, helping them to be independent in their homes.”

The bodywork had started in 1993, but by January of 2000 it took another turn, again at the urging of a friend. This one encouraged Merhib to take a two-day weekend massage class.

“Halfway through, this thought popped into my head – I’m supposed to be a massage therapist now,” Merhib said, laughing at the recollection. So strong was the voice that she began massage school that very Monday. “That’s when I started stepping into my circle of awareness.”

The context around Merhib at this time involved exposure to new ways of thinking in massage school – i.e. books like You Can Heal Your Life by Louise Hay – and learning to grieve her marriage after divorcing in 1998. Having been married since age 20, with two children in her care and afraid of being alone, she admits to going through a phase where she wasn’t the best mom because “my well needed to be filled.” Soon she ended a relationship with a live-in boyfriend because it didn’t feel right.

“Learning alternative ways of thinking at massage school made me stronger,” Merhib said.

Strong enough, it turned out, to walk through a big open door. Her massage therapist wanted to retire and entrust her business to someone who would do quality work. It was one room in a country club with an established clientele. So right after graduation in July 2000, Merhib purchased the business for $4,000, complete with massage table and chair. Within a few months, she was booked three months in advance.

“I was good at what I did,” Merhib said. “And it was growing so fast.”

Even with help, the volume was too much for the small space and by September of 2002 she had left the country club and opened a new, 750-square foot location. By 2004 she was doing so many massages in that studio that she hired a business coach to guide her through her next move, which turned out to be another location just five minutes away.

But by 2005, Merhib had to test her gut in the face of fear when she had to choose between her house payment and making payroll.

“I have always made payroll,” she said. “I had to take the hit to my credit rating and not make the house payment.”

Panicked, she told her coach the second location had been a bad idea and that maybe it was best to just do massages in her basement.

“He said, ‘Is that your vision?’” Merhib recalled.

It wasn’t. She persevered and in 2005 was approached by a company interested in franchising her studio idea.

“Their main emphasis was money, money, money,” Merhib said. “I didn’t like that, so I sent them away.”

Shortly after that, Fitness Together came calling thanks to their proximity in the same strip mall. Merhib was savvier this time and knew what she wanted from the deal. Not only did her two studios at the time become franchises, part of the agreement was that she would be a consultant for the Elements business model and write training manuals.

“Massage therapists need a good, stable place to work where they can practice their craft,” Merhib said. “I’m sharing what I know and connecting great therapists with great clients.”

Part of the reality, Merhib has learned, is that very often great therapists are not great businesspeople. That’s why only three of the franchises are owned by massage therapists. It is part of her job to help a new franchise hire quality people and put her proven systems into place. Of course, with growth, it becomes more challenging to check in on each studio.

“I had to learn to let go,” Merhib said. “Not every studio is going to run to my standards. We do everything we can to help encourage them, but we can’t have control over everything.”

However, Merhib has found that when a studio isn’t doing well, they’re not using her systems and she has to talk them through why each step is significant. On the flip side, she is learning a lot from new owners as well.

“It’s like having 54 new brains involved,” she said. “I’ve implemented some of their ideas in my studios.”

When asked about overall lessons learned, Merhib cited the importance of being passionate about what she does and setting ego aside for the greater good. Then she consulted the manicurist who was working on her nails for input and added, “Just when you think you’re at the bottom of a spiral, ask why, why am I going through this?”

To become stronger.

Always, always that.

Nancy Colasurdo is a practicing life coach and freelance writer. Her Web site is www.nancola.com. Please direct all questions/comments to FOXGamePlan@gmail.com.