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!