Have people made fun of you?

I don’t know about you, but when I decided to go to Chinese medical school, my family thought I was crazy. They didn’t think this was “real” medicine. They said I was wasting my time. That I just needed to finally get out of school and do something with my life and get a job.

But I used this as motivation. I wanted to show them and myself that I had made a good choice and that I could help people and make a difference, that I could use my education and that the years of school and training had all been worthwhile.

Today it struck me that I was not alone. I discovered that a world famous chef, Niki Nakayama, owner of the world famous “n/naka” restaurant in Los Angeles had faced the same disbelief.

She was originally told she couldn’t be a chef by a chef/restaurant owner that she worked for. He didn’t think she could do it … and even made fun of her. Not only did she become a chef, she went on to become a world-class chef with her own restaurant and was even featured in a Netflix documentary series entitled “Chef’s table”

Niki said there’s even a special word in Japanese that is for “when someone puts you down or says you can’t do something and you then have a burning desire to prove them wrong.”

Do you have the desire? Do you have a determination to “not be less than” who you are?

If so, then click here to discover more about reaching your full potential

People need Your Help.. Let’s Heal the World!
Caroline & Bryan

P.S. We’d really love to hear your thoughts on this… and we read every comment, so tell us what you think!

The #1 Easy, Free Way to Get New Patients

Wouldn’t you like to know how to get new patients in a way that is EASY … and FREE?? Many of us as acupuncturists pay someone to optimize our SEO and website. Or, we spend time to post on facebook or write a blog. It seems that EVERYTHING takes time or money!
fullsizeoutput_a3c

But what if there was a way that took virtually no time or money to get new patients?? Sounds crazy and impossible, right?

It’s not! And, the best part is that you just have to take advantage of the things you’re already doing that has potential patients calling you!

Many of us don’t realize that when a prospective patient calls in and asks, “what do you charge for acupuncture?,” they’re really saying, “anyone can do acupuncture and I’m looking for what’s cheapest.” They have no idea that you have spent 3-4 years full-time to learn an enire medical system that has a number of treatment options, of which acupuncture is only one! AND… it may or may not be appropriate for them at this time!

So, if instead of directly answering, consider saying, “I’d love to answer your question, but can you tell me a little bit about your symptoms at the moment so that I can see if acupuncture would be the best option for you right now? I have spent 4 years learning the Eastern medical system and in my XX years of clinical experience, working with YY patients and giving ZZ treatments, I have found that sometimes acupuncture is the best first choice, but sometimes not.”

Then allow them to speak and encourage them to provide you with the details of how bad the symptom is, what other treatments they’ve tried, etc.. This way, you’ve expressed concern and spent time with them (without even charging them, so they know it’s not about the money) so they have a chance to get to know you, see that you’re a good, compassionate listener and therefore build their trust in you.

AND… this is why they will virtually always take you up on your recommendation: “based on what you’ve told me so far, I think it’s WORTH while to come in for a consultation so we can identify the root cause, further explore your full symptom profile and create an Action Plan to start solving it.”

Then, follow up with “I have a Tuesday at 4 or Wednesday at 10am… which works best for you?” Only give 2 appointment options to make it easy for them to choose.

Voila! You’ve saved the day by first providing good value over the phone and helped them realize that you’re NOT like everyone else, simply answering a question without providing more care, but that they’re a real person to you that you want to get to know better to see if you think you can help them.

I’d love to hear your comments and feedback on this, so comment below and tell me what you think!

People need our help, Let’s Heal the WORLD!

Warmly,
Caroline & Bryan

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.

 

Ipad download 02 03 15 004

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!!!

Missoula Outdoors life 040

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!

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!

Drive NEW Patients Into Your PRACTICE!

The Dangerous Trend that Most Acupuncturists are Incorporating into Their Websites that is Dramatically Limiting Their Business Success and Keeping Them Frustrated and Exhausted from their Ineffective Efforts!

As I’ve talked with a number of Acupuncturists and reviewed their websites, I’ve noticed this startling trend and don’t think many have thought about the implications.

PERSONAL SERVICE
Chinese Medicine is absolutely, heart and soul, about people. You don’t use gadgets to measure and weigh. Instead you pay attention to how your patient looks, the quality, volume and texture of their voice, their coloration, movement, etc. You don’t simply collect a patient’s information for documentation purposes. Instead, you carefully read what is and isn’t said and then review all of the nuances with them.

C in Dispensary2

Caroline and staff in Dispensary customizing Chinese Medicine formulas

YOUR FIRST DATE
Do you remember the first date you had with someone? How did that happen? Did you ask them or did they ask you out by calling and leaving a message by voicemail where you then responded, also by leaving a voicemail? No. That would seem very alien and cold, not to mention weird! Because starting this new adventure was personal and you were possibly starting an entire relationship, the question was best asked in person. It’s always best asked in person! Don’t let a machine get in the way.

YOU’RE BEING ASSESSED
Yet this is exactly the scenario when you have online booking of appointments. A prospective person first has to decide whether or not to venture into your office and regardless of how good your website is and how fabulous you are with social media, YOU and THEY are still people! DON’T LET MACHINES GET IN THE WAY! It may be old-fashioned, but a new person wants to hear your voice, assess your professionalism (or your staff’s) and decide if they like your personality and communication skills. Of course, ultimately, they’re beginning the initial assessment of whether or not YOU CARE and can help them.

Since the new patient can’t obtain this experience by booking an appointment online… Guess what? THEY DON’T! They do not choose to book an appointment and move on to someone else’s website or just decide the whole thing was a bad idea and put off getting their first treatment indefinitely. Oooh, bad outcome for both of you. I can’t tell you how many patients came into my office

So, GET RID OF ONLINE BOOKING!

To Your SUCCESS!!

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

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