Moon Magnetizing Talk to Bring in New Patients

Feel the blood moon last night?  Are you telling your patients about impending celestial events and how and why it may affect them?  Prepare them for full moon and other astrological events like eclipses.  It both affects your practice and their health.  There’s no better way to build authority which builds their confidence and trust in you which, in turn, naturally builds your practice.

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Full moon over the mountains in the Rattlesnake area of Missoula, Montana

You don’t have to “sell” what you do!!  But you do have to attract your patients.  There is a BIG difference!  Selling is a yang activity, but attracting is a yin endeavor.

The “sun” of your practice, i.e. the yang, the energy for growth, is driven by your authority, your presence with your patients and prospective patients you meet in the world at events,presentations or just at the dentist.  It is this yang energy that creates an energetic field around you that attracts patients.

You never have to sell.

You simply present yourself as a knowledgeable authority.

You attract your patients with your knowledge, skills and compassion… BUT, you have to attract by being active and vocal about your knowledge, skills and compassion.  In other words, you have to manifest and put into action each of these areas of your abilities that you possess.

You can’t practice and hone your acupuncture skills, until you have proven your Chinese Medical and scientific knowledge to your prospective patients.  That means speaking!  So, speak up!!

East Meets West

One of the best ways to prove your knowledge to your prospective patient is to make Eastern and Western connections understandable to them.  You have an entire medical system you have been highly trained in.  By simply talking about and explaining the information in simple terms a 6th grader could understand, you demystify and therefore remove the “fear” factor that many people have.  We’re all afraid of the unknown. So, make the unknown known.

Here is a profound way to engage them in their health and prove your profound knowledge base so they actually ask for your help with their health.

Is Your Practice Sleeping??…  the yin and yang of practice building

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Double yang… Big Horn Sheep on the mountain top

I’ll never forget when I first made the connection.  I had a patient I had been treating for severe insomnia that had been longstanding for over a decade.  Her sleep improved month after month to the point that she could finally reliably both go to sleep and stay asleep, but I was frustrated when, at that point, she would come in for a consult with me stating, “I just had one or two nights where I had trouble sleeping in the last month.”  I’m nothing if not highly “Type A”, so I was annoyed at this situation and replied, “I thought that happened last month as well.”  She looked at me and thought for a moment, “I think you’re right, I really can’t remember.”

So, I combed her chart for the next half hour and started noticing that over the last few months her sleep had indeed been interrupted for a couple of nights every month!  So frustrating!!  What was it?  So, I thought, the most likely explanation was something happening on monthly basis.  I took that idea one step further, thinking, well, even though she was no longer menstruating, we know from medical research that hormones still cycle every month and are driven by the moon.

It’s la luna, the moon…

The moon drives all the tides on the planet.  Any seaman “worth his salt” (pun intended!) will tell you they watch the skies for monthly cycles and astrological effects, because of the profound effect on wind and water, due to the effects of the moon’s gravitational pull on fluids.  The movement of wind and water are then responsible for all tides on the planet which drive the movement of fish.  A seaman must know where to find the fish they’re after, but also how his sea craft will be affected by the wind and tides to ensure a safe trip out and back from the sea.

We also know that the movement of water drives the wind across the planet, for as water moves, it displaces the air and so the air moves producing wind.

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The California Coast north of Santa Cruz

We know that hormones that produce the ability to menstruate are also fluids, although thicker, and are therefore affected by the moon as well.  This is why humans have noticed for thousands of years that women will generally menstruate together and on the new moon.  This is the most yin moon and menstruating is a yin event.  Similarly, a healthy woman should ovulate on the full moon since it is the most yang moon and ovulating is a yang event.  This matches what we know from science, i.e. that there is a distinct shift of hormones right at ovulation and at menstruation.

Therefore, it is the waxing and waning of the moon

that drives all the tides,

including the internal tides of fluids, in the form of thick, viscous hormones

that drive the menstrual cycle.

But, science also tells us we have not only monthly cycles of hormones, but daily cycles of hormones.  Every night there is a surge of hormones for sleep and quiet and stillness.  They are primarily estrogens.  Every day, there is a surge of hormones for energy, strength and warmth.  Examples of these are testosterone and cortisol.  They wake us up and prepare us for activity.

Yin and WHAT???  Yayyyyng??

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Yang cycling into yin as the sun sets… the energy breaking into its component parts

This is the perfect way to discuss yin and yang.  Everyone understands the sun and moon and that they cycle.  Just use this very basic understanding of the basis of our existence as humans to discuss the tenets of Chinese Medicine.  It was simply through recognizing and utilizing this concept of cycling that the very foundation of Chinese Medicine was formed.

Sun is yang and moon is yin , so what is a full moon?  It is a MORE yang moon than a new moon and what happens when there is more yang at night?  You don’t sleep as well.   Sleep requires yin.

Well, I reasoned, if menstruation is a yin activity driven by the monthly cycle of the moon and sleep is a yin activity, driven by the daily cycle of the moon, then it must be that sleep would be interrupted if the moon were less yin, i.e. during a full moon.

Voila!!

So, sure enough, as I went back through my patient’s chart and correlated her 1 or 2 days of poor sleep with the waxing and waning of the moon, guess what I found??  Yes.  The only days she was not sleeping well were exactly the day before and day of the full moon!!  I’ve since tested this over the years with hundreds of patients, and of course it mainly affects women, since we are more “yin,” and absolutely and reliably you can see that even women who normally sleep soundly will be or can be affected by  the full moon and will sleep less well.  What to do??  Increase the point selection to nourish yin and/or add or increase botanicals to nourish yin and decrease deficient heat.

Not only has this knowledge improved my skills as a clinician, but it has impressed those I speak to at booth events or presentations and in my office speaking to prospective patients.  This is a major reason for the success of my practice.

To build your practice and secure your financial stability and even financial growth,

You must practice your craft at the highest level…

And… share your knowledge with the world…

To Your Success!!

Caroline & Bryan

P.S.  We’d REALLY love to hear your thoughts on this… and we read every comment, so leave yours!

Are you too “woo woo?”

“What do you know anyway?” This is what a lot of your patients are thinking when they first meet you and considering you and acupuncture in general as a possible approach for them to take for their symptoms. They think you’re “woo woo” and that you don’t believe in science! Little do they know, the highest form of research is tried-and-true experience and, let’s see, I think 5000 years is substantial!!

Chinese Medical doctors have spent thousands of years analyzing how, when and why the multitude of pathologies arise. The information and theory has been painstakingly documented and then reanalyzed by thousands more practitioners.  It’s been discussed and debated and revised and refined.  Hundreds of our doctors gave their very lives to ensure this knowledge was maintained and passed down for posterity.

Chinese Medicine

has stood the TEST of time.

 

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Standing the test of time… the Rocky Mountains, Montana

Our medicine is actually science AT ITS BEST! But, your prospective patient doesn’t know that!  So, let them know that you actually embrace science and scientific thought by telling them pertinent Western Medical research related to our industry and your abilities with their symptoms. Here’s a goodie for you: Science has found a specific gut bacteria that is responsible for food allergies.

BUT!!!

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Bryan Watrous, LAc as a Chinese Medical professional teaching about the science of acupuncture to a prospective patient

Position yourself and abilities by telling them how scientific Chinese Medicine is since you successfully treat food allergies! Therefore, you are able to reestablish gut flora and balance!! WHERE’S YOUR PROOF, YOU SAY??? “Proof is in the pudding” I say, i.e. the very fact that symptoms improve and frequently completely resolve (if you’ve really honed your skills in this area) are ALL THE PROOF YOUR PATIENT NEEDS!
Just mention that you know about the study and that you have the skillset they Need! They’ll be impressed and you’re one step closer to a new patient!
http://www.sciencedaily.com/releases/2014/08/140825152016.htm

To Your Success!

Caroline & Bryan

P.S.  We’d love to know your thoughts…please let us know with a comment below!

You’re gonna do WHAT??

Is your explanation scaring your patients??

I’ve found a secret to the success of my practice is:

 

  1. ALWAYS explain in simple terms using language understandable to the patient and do NOT use only the Chinese Medical language, i.e “Gua Sha” or Western Medical terms like “soft tissue manipulation” the patient won’t know that sounds too technical.
  2. NEVER use a word like “scraping” or “breaking” the blood vessels (who wants anything BROKEN in their body??) which has negative and non-medical connotations (you are a Chinese Medical Practitioner who attended Chinese MEDICAL school).  How much energy will you have to expend to recover from the negative emotional and mental effects the patient experiences immediately upon hearing that something i
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    The “Tao” of your language should, like this Japanese Garden in Portland, Oregon, be a balance of Eastern Medical language with simple, understandable Western Medical terms a 6th grader could understand.

    s going to be “broken” as you try to explain how this benefits them!

    1. Some have said, “If you explain SCRAPING, it doesn’t have to sound unpleasant.”  OF COURSE IT DOES…THAT’S WHY YOU HAD TO EXPLAIN IT!!!  No manner of explaining will undo the initial impression made when you first say the word, “scraping.”  First impressions are everything and very hard to recover from.
  3. Always relay how anything you do BENEFITS them, i.e make sure your explanation answers the question, “What’s in it for me?”
  4. Instead, tell them, “Gua Sha increases the flow of blood to a particular area to increase the circulation of oxygen and nutrients to the tissues to assist your body’s own natural healing response. I do this by using a round-edged instrument, a Chinese Medical device (show them) and apply a slight amount of pressure while moving in a particular direction I’ve chosen based on your symptom profile. The enhanced circulation is evident by the increased color you will notice in this area during this procedure. This is a positive sign.” 5. Show them a picture of what the area could look like and ask their permission to proceed with this treatment, letting them know how long the effects might last.

To your SUCCESS!

Caroline & Bryan

P.S. Please leave us your comment…we’d love to know what you think!

Are you a Medical DETECTIVE??

Many of you have asked me why my practice has been so successful.

Here’s reason #1:  I’M A MEDICAL DETECTIVE!

You can be too!  Relentlessly hunt down the root cause of your patient’s symptom and don’t just treat the symptom …

ROOT IT OUT!  

You can IMPLEMENT this TODAY for greater understanding of your patient’s health and therefore improved diagnosis and treatment… and BUILD YOUR BUSINESS!

Your patient comes to you concerned about a particular symptom, generally pain, and so you ask, “How badly does it hurt?”  They reply, “oh, it’s not too bad, but I’m tired of it since it’s been for several weeks now.”  And so you finish talking with them after discussing a few other questions you have on their health in general so you can give them a treatment. Right?

MAYBE

Did you ask them if they’ve ever had that symptom before?  And, if so, did you ask when it first started?  It’s easy to get involved in deciding the pathology involved and therefore come up with a diagnosis so that you can determine the point prescription to help them today.  But, are you really offering them your BEST?  Are you being fair to them or their budget?

WHY, WHY, WHY??

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“Looking into the past” of the United States in the Northern Rocky Mountain Range in Montana

What if you spent more time reaching back into their past with them to find out why this symptom first began?  If there was no acute trauma, then why??  Frequently I have found that current pain only exists against a backdrop of historical pain…the same pain that has come and gone for years, even a decade or more. The best course of action to take for your patient is to diagnose WHY it originally began.  It’s actually far less important why it has come and gone for years or even that they have it now, since it’s almost always because the original reason it began has never been corrected.

SO FIX IT!

And I don’t mean just their current symptom.  I’m referring to the root of the current “branch.”  Spend the time with your patient to critically analyze WHY it first started and talk your patient through the steps it took to arrive at their current pain. They need to understand and you’ll find they want to understand.

Let them know that it has been “coming and going” because the body has attempted to deal with the original problem, but either does not have the energy (which could be from Qi deficiency or yang deficiency) to sustain Qi flow and prevent pain or the original blood stagnation that occurred has never been fully resolved, and that, in order to avoid another decade like the last, they need to resolve the original problem or the Qi and Yang deficiency that does not allow for it to STAY healed.

SAVE YOUR PATIENT’S MONEY!

So, WRITE out a PLAN letting them know how many treatments it will take to resolve the symptom currently and for the long-term.  Let them know you don’t want them wasting more money for another ten years trying to solve the same problem over and over.  Tell them the best way to SAVE MONEY is to spend it now and over the next few months to follow your plan to actually SOLVE THE PROBLEM!

People often think about how much our care costs, but ask them to calculate what they’ve spent over the last decade to RE-solve the same problem over and over with just a bandaid, when the real problem continues to fester underneath?!  It will make them stop and think and it should make you stop and think.

I know you want to care for their budget as well as their pain, but are you really helping either if you don’t offer the real solution that stops the pain and the budget leak that continues to drip year after year??

FIX IT ALREADY!!

 The amazing thing about this type of investigation is that it yields results and is a “Win Win” for everybody.

  • You deliver the best care possible for your patient
  • They are eternally grateful that you took the time to solve the problem and help them understand why no one else could
  • They refer all their best friends and family members to show their appreciation for their results
  • YOUR BUSINESS GROWS THROUGH THE ROOF!!
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The “root and branch” in Portland Oregon’s Japanese Garden

 

 

REMEMBER, you don’t need to see a lot of patients, you just need to fully offer your best, most profound care by conducting a thorough investigation and writing a plan and explaining to them the VALUE of actually solving the problem!  I can’t tell you how many patients told me they didn’t have the money, only to find that when I took the time to fully discover and explain to them what had happened to their bodies to create the current symptoms and what needed to be done to actually solve the root and branch, they suddenly discovered they DID have the money.

The difference??

Value

 

Once they understood what was happening and why and that I KNEW why (because they had asked many care providers before to no avail), the funds were suddenly available, no questions asked.  No problem.  BUT, it had to be worth it.

To Your SUCCESS!

Caroline & Bryan

P.S. Please leave a comment below and let me know what you think!

Are Your Treatments only a NAP to Your Patients?

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Bryan takin’ a snooze at the National Bison Range in Montana!

Ever have a patient tell you that they think they’re improving with your acupuncture treatments, only to undermine your abilities by then stating that they think it’s due to their being able to take a 20-30 minute nap, after you insert the needles??  I hate this!!

 

You and I both know A LOT MORE is going on!!  It’s as if the patient is saying, “well, I would get the same effects from your treatments if I just allowed myself a nap at home every day and then I wouldn’t have to pay you and could save myself a lot of time, money and effort.”  ARGGHHH!!

Ok, here’s what you say, because I feel it’s important to immediately refute this or you may actually lose them as a patient.  Their statement is actually saying they don’t really respect you, your treatments or Chinese Medicine, basically, they don’t “get it”:

Did you know that Harvard University completed a study in 2011 PROVING that meditation actually makes functional changes to the brain?  They found that meditation reduced stress and improved memory, but more importantly they were able to PROVE that it wasn’t just from the study participants’ relaxing during meditation since the brain’s form actually changed as revealed by MRI scans. Harvard study PROVES meditation alters the brain’s shape to provide stress relief and improve memory.

This study shows how a seemingly simple intervention, meditation in this case, can make profound changes, not unlike the effects of acupuncture on the body.  Functional MRIs actually allow us to SEE  that acupuncture increases activity in various locations of the brain associated with the desired therapeutic affect.

Naps are good, but not that good!

To Your SUCCESS!

Caroline & Bryan

P.S. Please leave a comment below and let me know what you think!

How Do You KNOW What Your Patient Wants?

I frequently hear Acupuncturists object to longer term treatment, past the number of visits to solve the main symptom the patient came in for, insisting that “my patient just wants me to solve their low back pain, etc.”  Additionally, many Acupuncturists site their short treatment protocols as a point of pride, feeling that this demonstrates how much compassion they have for their patient’s budget, and how quickly they can resolve symptoms and how honorable they are not to “overtreat.”

But, what if they have other concerns?  What if you notice facial pallor indicating possible blood deficiency or lung qi deficiency?  What if you notice that there are deep, deficient pulses?  Is it in your patient’s best interest not to at least tell them of your findings and educate them on the ramifications if THEY ARE NOT TREATED?  How honourable is it to solve one symptom when these other signs you have observed will likely inevitably worsen with time, creating new symptoms that could have been avoided with your care?

After you solve their low back pain, did you offer to solve their other health complaints that you documented in your thorough health history?”  On average, patients have 50-65 symptoms!!  Yes, even patients in their 20’s.

Most patients are never given this “What’s next” option

or “How can we take my health to the next level?” 

How do you know what your patient wants if you don’t ask?

Additionally, it’s not up to the patient to know what they need medically!  They are coming to you for your professional advice.  They are not simply paying you to respond to their chief concern. In fact, this is one of THE MAIN complaints patients have about Western Medical practitioners and a major reason why they seek alternative medicine!  They want REAL SOLUTIONS and not just band-aid; they want to treat the root cause of their health.

  • You are the Practitioner.
  • You are the authority on health with knowledge of an entire medical system.
  • You have been given a license that you studied, trained and asked for, therefore you are obligated to uphold the tenets of your profession
  • You have a Professional Degree.

YOU HAVE A “PROFESSIONAL DEGREE”

You may not have thought about this, but your license means you are not only licensed to mJune 24 2014 download 102ake a Chinese Medical diagnosis and formulate a Chinese Medical treatment protocol, but you are OBLIGATED to do so, by virtue of being licensed and holding therefore a Professional Degree.   You are obligated to give them your professional assessment of their entire health profile per your Professional Degree.  Yes, your license is a Professional Degree.

professional degree prepares the conferee for a particular profession by emphasizing skills and practical analysis over theory and research. Most but not all of the professions associated with professional degrees are professions that require licensing in order to practice as a professional in the field. Professions include: audiologyarchitecturedentistrydietetics; many fields of engineering; public education; lawmedicine (MDDO or MBBS)chiropracticpodiatric medicinenursingmedical laboratory sciencemusic therapyspeech language pathologyoccupationalphysical therapyoptometrypsychologypharmacyradiographysocial workurban planning; and veterinary medicine all require a person to first obtain a professional degree in the relevant subject area(s) prior to professional licensure, certification or registration.” http://en.wikipedia.org/wiki/First_professional_degree

Given that you have a Professional Degree, just like an MD, and as such are licensed for “practical analysis” and to practice (which means taking action) as a “professional in the field,” you are obligated, just like an MD, to review all systems of the patient’s health and render your professional judgment based on your “practical analysis.”

How would you feel if you scheduled a paid appointment with your MD for your back pain, etc. and all he/she did was hand you pain pills without investigating why the pain occurred, only to discover later that you actually had a tumor creating the pain, or a kidney infection or some other, possibly life-threatening condition?  Yes, MDs practice this frequently and that is the very reason that patients complain about their doctors and WHY they instead come into our offices!!!  We are obligated to fully analyze their entire health status, and based on patient’s response and criticisms of Western Medicine, we know they WANT our full analysis.

The best way for a patient to continue care, giving you time to offer your best and deepest healing, is for them to recognize you as a Medical authority and trust your advice enough to follow it to the very end of the care they need.

To Your SUCCESS!

Caroline & Bryan

P.S. Please leave a comment below and let me know what you think!

Are You Being Divided??

AVOID These TOP 3 MISTAKES Most Acupuncturists Make

that Keeps Their PRACTICES EMPTY and Their

Business Teetering on the Brink

of FINANCIAL RUIN!

Ever hear of “Divide and Conquer?”

It’s the concept of separating or diffusing a group of people in war which weakens their greater collective strength, allowing the opposing group to exert their own collective strength and win the war. This is what happens when you divide your energy into little bits and pieces, constantly switching gears from one thing to another.

ENERGY SINK
It’s the ENERGY REQUIRED to start something new which is needed to focus your mind, body and emotions that becomes depleted when shifting from one area of endeavor or thought to another. This same energy is then depleted again as you RAMP DOWN from one area of focus. So, energy is lost in stopping one thing and lost again in starting the new thing.

…THE Best way to prevent this is to GROUP YOUR SIMILARLY-FOCUSED EFFORTS into one block of time!!!

For example:

BLOCK SCHEDULE YOUR TIME
Group all of your acupuncture treatments together each day. In other words, move from one treatment to the next, without dispersing your time and energy by inserting a Case Review or Consult or new Patient Screening, etc. into the middle of a group of acupuncture treatmentdownload Aug 31 015s.   Then schedule all your Case Reviews, new Patient Screenings back to back in their own group. You will increase your energy and focus and improve your results by maintaining your focus for a block of time.

BLOCK SCHEDULE YOUR LOCATION
Similarly, keep your Practice in ONE LOCATION!!! Pick one location and let patients COME TO YOU! They will if you specialize and market yourself as THE person. Think of how much time and energy is lost as you move from one location to another?? Closing down mentally, emotionally and physically from one location. Switching gears and ramping back up/opening up at another location. Don’t kid yourself…YOU ARE LOSING A LOT OF ENERGY AND FOCUS!

THIS TIME LOST WILL CONQUER BOTH YOU AND YOUR PRACTICE!!!

I see some practitioners even divide themselves between 3 practices! Whew!!
Far better is it to spend all that time running around in growing your practice in one location by improving your marketing skills, making sure to send a SINGLE, CLEAR MESSAGE to the world through your facebook page, ads and presentations that you set up in your local and surrounding areas.

BLOCK YOUR MESSAGE

They say “KISS” is the answer to so many dilemmas. In other words, Keep It Simple Stupid. Now, I know you’re not Stupid!!! But the point is to FOCUS YOUR MESSAGE. If you have listed on your website and facebook page, etc. that you treat 50 things, how many people will come in? You think that you are broadening your message to bring in a greater audience, but you are…

ACTUALLY DILUTING YOUR MESSAGE SO THAT FEWER PEOPLE ULTIMATELY COME IN!!

It’s imperative that you focus on one area, sending one clear signal so that signal can be understood. The best part of this is that by positioning yourself as a Specialist, the public understands that that means by default you’re good at all the basic stuff, so they come in FOR ALL THE OTHER CONCERNS BECAUSE YOU ARE THE EXPERT IN ONE!!!June 24 2014 download 057

I want to see those chart holders FILLED TO CAPACITY AND THEN SPILLING OVER ON THE FLOORS!! (because you have sooooo many patients!)

To Your SUCCESS!

Caroline & Bryan

P.S. Please leave a comment below and let us know what you think!

Where’s Your PROOF??

START your SUCCESS ENGINES!! This SIMPLE alteration can be made TODAY!!
Ever wonder what a prospective patient thinks when they first sit down to discuss their concerns with you in your office?? Take a good look around. What does it say about your abilities?

Most likely it’s calming and relaxing, but does it convey the message that YOU CAN HELP THEM? What items WOULD convey your experience and expertise that would have meaning FOR THEM?

ACADEMIC PROOF

Our culture is designed around proof. We ask for a receipt showing proof that we paid for an item. We ask for proof of identity when going through security at the airport.  One of the most profound “proofs” we can show to our prospective patients of our abilities and knowledge is the full collection of our licenses and certificates!!

So, one of the most important and inexpensive measures you can take today is to prB passport photo 2014ominently display on the wall behind where you sit, so that the patient facing you can see them, ALL of your diplomas from college, Chinese Medical School, NCCAOM, State board licenses, etc.

ESTABLISH AUTHORITY
MAKE sure to put them in large, beautiful frames!! You are showcasing and honoring your achievements!! Watch your patient’s eyes as they glance repeatedly at the wall reviewing the amassed knowledge depicted in those frames! This engages them in your care, establishes your authority granted by the various licensing bodies and prepares them mentally to choose YOU as their provider!

Today is the PERFECT day to REV UP YOUR Acupuncture BUSINESS! DO IT!!!

To Your Success!!

Caroline & Bryan

OFFER YOUR BEST!!

FastTrack Your Acupuncture Business TODAY To SHOCK Yourself with Practice SUCCESS!!

Oh, oh, oh, but how to do it? Can it be DONE?? A resounding YES!!!

Do you remember hearing of the protocols in China when you were in school? How acute patients came in every day or several timedownload Aug 31 030s per week to get results? Have you read research reports on these same protocols being used throughout Asia? Yes? I thought so. So, why do you tell your patients to come back in a week for another treatment? And only one week at a time?

I heard long ago that as Chinese Medicine gained popularity in the 70’s, people were also seeing their therapist once per week and Chinese Medicine decided to ” go with the flow” and so implemented the once-per-week model, but that has never been a part of our medicine!

When a patient comes to you in pain and is suffering, should we offer them less than our best?? OF COURSE NOT!! So, tell them … what… they…need!

I always recommend a series of 3-6 treatments IN A ROW, or every other day at most, so WE can both see how your symptom responds.

THIS IS CRITICAL!!

I can not overstate the importance of this simple statement. Here’s what is packed into it:

1. Expectations: You do not, and therefore they should not, expect that only one treatment is going to solve their symptom!

2. Instant Authority Creation:  The fact is…YOU KNOW WHAT YOU’RE DOING, but how does the patient know this? When you tell a patient that you have an established procedure for new patients to assess their Rate of Response, you will command instant respect!  YOU become the authority because you have established parameters and are showing that you know what you’re doing! This makes them pay attention and accept you as the authority. This is one of the premier moments in which they decide that YOU are the person they need in order to heal themselves.

3. Measurable Results: You establish that you EXPECT results and that those results are measurable!! (So, make sure you have a method of measuring before and after!)

4. Patient Partnership: You create a partnership with the patient. Because you said, “We can both see how your body responds”, you have included them and engaged them in looking at their symptom WITH you. This creates the atmosphere of trust, partnership, working together side-by-side. You have implied that you have knowledge but are not placing yourself above them, but by their side.

5. Cumulative Results: The effects of Acupuncture are cumulative! Don’t chiropractors and physical therapists ALL find the same thing? When’s the last time you went to the gym ONE TIME and had the body strength, flexibility and weight you wanted after that one visit?? NEVERRRRRR!

You first need repeated signals to stop the bad pathway/function, e.g. if liver yang is rising,you must descend it. But is that enough? NO!! Won’t it just rise again unless you solve why it rose in the first place??  YES!! So, now you have to solve the reason WHY it rose:

Did the yang rise because liver yin was deficient? Then, you must now nourish liver yin! What does that require??2014 (36)

  • Dietary modifications
  • Lifestyle modifications
  • More acupuncture
  • Chinese Medicine Botanicals (I prefer this term since we are licensed professionals and highly trained to prescribe these as an elevated art form and have, at a minimum, our Masters Degree; we’re not simply bringing in some “herbs” from the garden to put in a salad! …And, most importantly, our patients need to realize all of this via our language.)

WOW! That’s a lot of stuff that needs to happen! So, how many visits does this patient really need?? How many consults? How many acupuncture treatments? How much info for you to provide on diet and lifestyle?

Write down everything they need and present them with your recommendations.

Remember, your job is to give them your best! They may say they do or do not want this amount of care or can or can not afford it, but it is your duty to tell them what they need and then create a plan around what is doable for their desires, time and budget.

You will be surprised at how many patients will make a concerted effort for months and years to not only resolve their symptoms, but solve the reason why they happened, but this can only happen if you present them with the plan of the care that they need..

TO YOUR SUCCESS!!
Caroline & Bryan

To Discount or Not to Discount: THAT is the Question

This is a tough one!

As practitioners, we are hard-wired to help people and generally have some of the biggest hearts on the PLANET! The last thing we think about is getting paid! Frequently, patients ask for a discount to our services or sliding scale or tell us they are stopping care or can’t start care due to lack of money and we therefore, take them at their word and want to offer a discount. Here’s a few things to consider:

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Bryan Watrous, LAc specializing in Pain Relief instructs a patient in the deeper understanding of the channel connections

VALUE
What does discounting your price say about how you VALUE your services and will this affect your patient’s view of your value?? Unfortunately, our culture decides if something is good, bad or better BASED ON PRICE! For example, when was the last time you chose to see a gynecologist based on price? Did you decide on Chinese Medical School based on price or where you thought you would receive the best education? The vast majority of people, especially when it comes down to their health, will only VALUE your services based on what you charge.

Value is about perception and the more something costs, the more we perceive it as having value. It’s not about the money, but how it’s PERCEIVED as representing something WORTHwhile. Even this word, “Worthwhile” is a fabulous example of how the cost of a thing is worth doing it!! On the other hand, Low price… low value. In our culture, we often ask “is it WORTH it? This is the perfect phrase that illustrates my point. Frequently, we make decisions that are not comfortable economic choices BECAUSE IT’S WORTH IT!! I didn’t make the rules, I just know ’em.

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It’s easiest to consider the value of your services in a quiet place of solitude

EXAMPLES FROM MY PRACTICE
Years ago, I had a gentleman tell me he had very little money and needed a discount. So, being a compassionate practitioner, I reduced my price by half for several months, at which time he ended care, only to have him return to care in 6 months telling me about how many symptoms he was having again “since he and his wife and 3 children had returned from their 3 week family in the Bahamas scuba diving every day!” By the way, I never would have guessed this gentleman had those resources given his demeanor and clothing.

Another example was a woman crying in my office about her pain, but not enough money and could I please reduce my fees, and then later had her come in paying in all cash “from the vault of money her husband keeps as a partner in a law firm!” Additionally, the husband had come in to her Report Of Findings dressed in old, torn shabby clothes, which was fine, but the point being that visually there was no way of knowing he was a partner in a law firm.

TO YOUR SUCCESS!!

Caroline & Bryan