Category Archives: Blog

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Neurology in Acupuncture the European Perspective

 

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Disclaimer: The following is an actual transcript. We do our best to make sure the transcript is as accurate as possible, however, it may contain spelling or grammatical errors.  Due to the unique language of acupuncture, there will be errors, so we suggest you watch the video while reading the transcript.

Clarifying Diagnosis in Chinese Medicine

 

 

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Disclaimer: The following is an actual transcript. We do our best to make sure the transcript is as accurate as possible, however, it may contain spelling or grammatical errors.  Due to the unique language of acupuncture, there will be errors, so we suggest you watch the video while reading the transcript.

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Facial Gua Sha for Enhancing Cosmetic Acupuncture Results

 

 

One of the benefits of implementing or adding Gua Sha to your acupuncture practice is it really takes your business to the next level. It boosts your treatment results. It attracts new customers. And promotes your vis your professional visibility.

Click here to download the transcript.

Disclaimer: The following is an actual transcript. We do our best to make sure the transcript is as accurate as possible, however, it may contain spelling or grammatical errors.  Due to the unique language of acupuncture, there will be errors, so we suggest you watch the video while reading the transcript.

Hi, my name is Dr. Shelly Goldstein, and I am bringing this presentation to you from New York. I have been practicing cosmetic facial acupuncture for over 30 years, and I currently run the. Cosmetic Facial Acupuncture Program at the Pacific College of Health and Science. It’s a training program for those of you who are interested.

But before I begin today’s presentation, I’d like to thank the American Acupuncture Council for hosting me today. It’s always a pleasure to be here and let’s get started. This is one of my favorite topics. Always talking about beauty and health and different ways to enhance our acupuncture skills.

When we think about facial acupuncture, it’s not modern it’s dates back to the time thousands of years ago, and it was referred to as my. MYR means beautiful appearance. And it was a holistic regime practiced throughout Asia for centuries. And it was a combination of acupuncture herbs that are either topical or ingested and then various MYR treatments of which Gua Sha is one of ’em.

And that’s what we’ll be talking about today. With all of these, this, the intention was to promote systemic health and wellbeing and to delay the visible signs of aging. And initially it was used for the emperors to keep their concubines looking beautiful and healthy and for the EMS to maintain a youthful and radiant appearance.

But honestly, I’m pretty sure that there were variations of my wrong regimes utilized in most house. One of the benefits of implementing or adding Gua Sha to your acupuncture practice is it really takes your business to the next level. It boosts your treatment results. It attracts new customers. And promotes your vis your professional visibility.

And what does that mean? It adds monetary value to your service menu and at the bottom at the end of the line, it increases your business revenue, both in terms of your services that you provide. And then also these are wonderful tools to retail, and so you can make money selling them to your patients as well.

And the patients actually really love it. They enjoy the treatments. They like the results of the treatments and they really appreciate the home care engagement, which means when they take the tools home. They then begin to use them for themselves and it empowers them. It makes them feel like they’re participating in their treatment and they love the results and it feels good to it.

I don’t know how many of you actually use Quasha in your practice or on yourself. It really, it’s such a wonderful treatment and it really feels good on your skin. Not only that, but it gives you great results as well. So let’s look at Gua Sha, let’s look at the application of it and then how to use it.

And when we talk about Gua Sha, we’re specifically talking about it for the face today because we’re improving facial appearance. When you look at the different layers of the face, we look at it from bone, muscle, fat and skin, and to, and with Gua Sha, we’re primarily affecting those upper layers of tissue, which is the skin.

And for us, the skin is made up of multiple layers. The at the bottom is the muscle on top of the muscle is the subcutaneous or level of the hypodermis. And then the dermis and the epidermis is what you see when you look in yourself in the mirror, or you look at someone else it’s a top layer of skin.

And directly, it’s very thin as you can see in this diagram and then the dermis or the dermal layer as we refer to it is this much thicker area that sits directly below the epidermis below the dermis is the subcutaneous or the fat layer. And then below that lies muscle and surrounding all of those tissues either to attach them one layer to the.

or to separate the layers from the next or the individual components within those tissue layers is connective tissue. And here’s a diagram of connect tissue looks like this kind of sticky web of of tissue and it, so it’s sits in between the different layers of tissue. And it also is within the different layers that we just referred.

When you think about connective tissue, and this is gonna be very important for this conversation. We wanna look primarily at the primary components of connective tissue. So you see this red line running up and down, that’s called collagen and collagen is what provides the support for the tissue.

It’s like the mattress that you lie on and you get. and it pops back up and you lie on it and it pops back up and you lie on it pops back up and over time it starts to sink our breakdown. And so the collage and the structure of the collagen starts to break down over time. And then you have a last in fibers.

They’re the more angled little lines in this image. And there, the snap ability, what we call the ability for the tissue to. Back to its original shape after you stretch it. And you can see, I try on your hand, if you grab a piece of your skin and you lift it up, the ability for that skin to snap back into place, that’s due to this skin’s elasticity dedicated by the elastic fiber, and then you have another primary component.

Are these little blue. Circles that’s called. Those are called fibroblast cells and they make collagen. So something happens. It stimulates fibroblast cells to produce more collagen in the tissue. And all of these elements are bathed in hyaluronic acid. Hyaluronic acid is what’s responsible for that binding or the water that is within those tissues that provide primarily moisture within the tissues.

Now what’s important here is this. So if you look at this image, you can see what collagen depletion looks like with the loss of skin integrity. So on the face, and it first begins right at the angle of the corner of the mouth. And you can start to see a little pitting in the tissue as in, right in here.

So this is plumper tissue and then where it starts to pit or think of the. The collagen in that mattress that starts to break down well, that’s what happens in your skin. And so the tissue actually starts to break down the collagen structure starts to break down and it causes the tissue on the surface of the skin to have this collapsed appearance.

For us. What we need to know is remember the collagen that snap back collagen is actually the primary component in connective tissue. And what’s unique to collagen is collagen fibers have this mechanical or electric property, and that’s the basis of the ability to interact with other tissues.

So how is it that when we put an acupuncture needle, The skin, it radiates the Dutchy, it radiates through the tissue. From a Western perspective, it’s the collagen fibers that crab this mechanical and Al electrical property that actually caused that radiation throughout the tissue. And when there, when that collagen is activated or when this, we call it Paso electricity, it can be activated by a number of items or influences.

And when they are these external influences activate the collagen. What happens is it sends that electrical or that Paso effect through the tissue in this specific area, but into other neighboring structures as well. And when we talk about those external influences, we’re talking about pressure.

Vibration and friction. And what’s interesting about Gua Sha is it contains all of those. You can use your Gua Sha tool to apply pressure to the skin. And when I say pressure, what you’re doing is you’re taking the tool and you’re rubbing it across the surface outta either. Light with light pressure, medium pressure are maybe more firm pressure.

And when we do that, what you’re doing is you’re stretching the tissue to cause that small electrical current to slide across the skin. And we call that effective for a, what we call a mild FA release. And then there’s vibration is when we take the tool and we can jiggle it across the area.

And what happens when we create what we’re doing is we’re also increasing that neural signaling and we use it to relieve muscle tension, to stimulate lymphatic drainage and to. Circulation. And then there’s friction. We actually use across the gradient. So if the muscle fibers are running in a horizontal fashion, you may use the tool more perpendicular to actually run across.

The direction of the tissue to create a little bit tension. And when that happens, what we’re doing is we’re actually challenging, stimulating that fiberblast activity to create more collagen to help, to decrease pain, realign, collagen fibers. We can use it to break up adhesions in the skin tissue, which is great for diminishing scars.

And so we’re gonna talk about that a little bit. Now what’s important to note is when with classic Gua Sha treatment and for those of you who done it, what do you do? You take the tool you scrape across the skin, along the skin with the intention of creating T TKI are the little red dots that you see.

And then the redness, or it almost looks like bruising on the surface of the skin. What you’re doing is you’re almost breaking the capillaries and creating that blood, the red blood cells to excavate into the subcutaneous layers of skin. And then in, with the intention of, from a Chinese medicine perspective, moving blood and Chi harmonizing the tissue, and then we use it for multiple fascial and muscular imbalances, like muscle pain, tension tissue stagnation.

And from Chinese medicine perspective to relieve pain, wind cold and heat, and typically the discoloration resolves itself or begins to resolve itself within 20 to four to 48 hours. This is not the intention of facial acupuncture. Our patients generally do not like big bruises on their face. So when we apply facial Gua Sha on the face, we’re not promoting Pete.

That is not the intention of our treatment. What we’re trying to do is increase. We’re still increasing circulation and moving blend and chew. We’re still harmonizing the tissue fashion, the muscular imbalances, and we’re still relieving pain. Cold in heat, but we’re not doing it to the degree that we’re actually stimulating that the Ticia and there’s controversy about whether this is really a Gua Sha or not Ma naming that the intention or the purpose of Gua Sha is to excavate that blood, but it, but we do know that it works on the face and.

Because we’re not breaking those capillaries because we’re not promoting that TKI release or what we’re using it for more is to, from a cosmetic perspective, to soften wrinkles, to sculpt and contour the face to improve collagen, to create thicker skin, we can use it to break up scar tissue. And then very important is to resolve local blood coagulation or, and to break up lymph stagnation in the myofascial tissue.

One of the primary benefits of Gua Sha for facial acupuncture is in fact, this removal of stagnation of limp in the tissue.

To talk about the stones just for a moment. We’re using gemstones. So gemstones versus crystals versus jewels are basically the organic mineral that is caught and polished to create a specific shape. And we know that each of these different. Types of materials or minerals have different purposes and different properties.

But we’re also concerned right now about the shape and the shape for most of our treatments are gonna determine the function that we’re using the tool for. So you have an, these names are not. The technical names, but they’re common names. So you have the fin or that teardrop shape. You have the dolphin heart, you have waves, you have rectangular shapes, the spoon, the fish, the.

And ones so on each of these, the curved edge say the long edge and also the shorter edge of the fin and the tear drop in the hard shape. The longer edges of the wave, these are the, and the wand. These are used for that long sweeping movement that you’ll do. For sculpting different areas and moving li where is the combed edge?

Say this right in here. You can use it for wrinkles for the forehead area. So it’s really good for the top of the head. We have the pointed edges. Remember we’re talking about pressure specific pressure. So these little more pointed edges say the bottom of the wind or the bottom of the fish. Those are really good for acupressure for getting into the wrinkle areas and redo and minimizing lines.

And then you have the rounded paddle say this spoon. Or the top of the fish, or even the bottom of the second wave or the last wand. And those are really good for specific areas. Say under the eye for gentle lymph drainage dark circles and just general lymph drainage as well. So the really the type of tool that you use is gonna determine the.

Treatment that you’re gonna provide, which is always nice to have a multiple different or different types of tools in your toolbox. Also what’s very popular. These days are the Combs, the edges or the Chrome. And this is for cross fiber friction. Remember we talked about going against the direction of the tissue.

So the bottom right here these are what we call Combs or for, or edges for cross fiber fiction. And there are a number of those tools available in the market as well. I’ll give you a link at the end. And then also to be aware of the thickness of the tools. So the thicker tools are more for long strokes, treating long areas where the thinner ones might be used for more targeted areas or shorter strokes.

Yeah. Now don’t confuse Gua Sha tools with a roller, the Gua Sha tools we’re really using for specific treatment. Whereas the roller is more of a massage tool. You might use it after your treatment. As a nice little massage. Some people use it to improve blood circulation. I think the gosh eye tool works a little bit better for that.

As well as decreasing puffy Ma, but people generally use it. They’ll finish their treatment. They’ll apply a little bit of oil or cream or something to the surface of the skin. And then they do use the roller at the end just to either improve circulation, calm, calm the skin again, depending upon the gemstone that you’re.

Jade might be used for cooling. Whereas the rose quartz is more beneficial for improvement, circulation, that type of thing. We talked about lymphatic drainage. And again, I want to emphasize that one of the primary benefits of applying Gua Sha treatment to your treatment. And I personally use it in the beginning of the treatment at primarily to move the lymph.

It’s the Pillsbury tube. It’s nice and squishy and puffy. It’s hard to actually activate the points and to get your treatment results in. But if you get rid of some of that lymph, you reduce some of that swelling that’s in the tissue, then it’s a lot easier to be effective in your treatment. So when you look, when I say lymph, what we’re looking at, for those of you who aren’t familiar, we have lymphatic vessels that are located near the vessels of the circulatory.

They run through the body and through the face at certain points in the lymphatic system, there are lymph nodes. So the swelling or the fluid goes through the lymph vessels, they get cleaned or purified. Pied in the lymph nodes and then they keep moving down and on the face, they dump at the sub super clavicular node right here, it’s around kidney 27 with the intention of going back and taking that fluid back into the circulatory system to repeat the cycle.

What’s interesting is that these lymphatic vessels and nodes follow the trajectory of the meridians or familiar meridians and pathways of acupuncture points. So let’s look at this when we are applying. Facial gloss off or lymphatic drainage. What we wanna do is we want to follow the meridians and the specific pathways in the face around the ears, behind the ears, down the SCM, into the clavicular head, right at the kidney 27.

So it looks like this. You have your patient, you clean their face, you apply a little oil because you’re, you are moving the tool across and it can scratch or irritate their skin. If you’re not, if you don’t have a certain amount of slip or ability to slide, but don’t use too much because then you can’t, you don’t have as much control.

Then oftentimes for Gua Sha, for lymphatic drainage, what we’re gonna do is we’re gonna empty the portal, starting from the neck. So we’re gonna clean the we’re gonna slide the Gua Sha tool down the SCM. Across the clavicular area into kidney seven, and then we’re going. So we’ll do that several times. You can come up the back of the neck.

It feels wonderful. And then again, just empty this area, clear it out. And then we’ll move up to the face. So you will start across the jaw area. You’ll go along the cheek area. Again, the intention is just to move that li out back into the kidney 27 area. You will go either down the face, across the cheeks, around the eyes, but again, in the mid face and lower face, you really wanna move it into these little black areas where the nodes.

Down the SCM and across the clavicle on the forehead, you’re gonna sweep across the forehead again with our behind the ear, with the intention of sliding of moving all of that fluid through the nodes to be cleaned. Down the SCM and again, into the kidney 27 area. So that’s your intention and you can pull out maps either the one, the previous picture from here, right?

This image and find the nose and then just keep sweeping along the meridians into the nose, back into the kidney 27 area. Once you open up that the lymphatic system, get that nice and drained. Then you’re gonna focus on the areas of concern. So what are your areas of concern puffiness under the eyes?

Are you gonna do use wrinkles, treat it to treat wrinkles. Do you want to go on the spot side, sun spots? Do you. Skull this along the zygomatic bone. That’s your cheekbone. Do you wanna clean the Mandal the jaw area? Do you wanna massage the scalp, the neck, if there’s neck tension in the neck and the upper back and the shoulders.

So depending upon the intention of your treatment, those are the different tools that you’re gonna use, and you’re gonna apply different strokes to, to create the changes that you’re looking for. In general, we say that one to two sessions a week will give you longer lasting results, especially if you use have six to 12 sessions, but remember what our life pattern also determines the problems that we’re causing.

So if they’re constantly lifting their shoulders or your patient is constantly tightening their neck or furrowing their brows or frown. It’s gonna come or drinking or eating foods that create lymph inflammation within the tissues that will come back. And this is where it’s helpful to sell the tools to your patient and have them teach them how to do it themselves.

They’ll really appreciate it. and then here’s just a list for you of different points. Remember, we talked about using the pointed end of the tissue of the tool to actually go into the the acupressure points. And so you remove lymph. You direct your treatment towards your area of concern, and then you can complete your treatment by taking the pointed end and applying it into specific pressure points that are, or acupuncture points again, relative to the treatment results that you wanna obtain.

So are you treating the neck? are you treating the lower face? Are you treating the cheek area? Are you treating the forehead in the eye? So again, you’re tailor constantly tailoring your treatment to the to the specifics of what your patient needs. Of course, there are always a few precautions or contraindications for eye use.

So if someone has facial cancer cells on their face, you wanna be careful if they have extreme edema, you may wanna look into that. Why is that happening before you start draining? If they’re bleeding or clotting disorders, if by any chance you are a little too heavy handed with your glass eye toll, you could cause clotting, you could cause bleeding.

You could cause that TKI on the face. And again, we never use squa eye directly over open wounds or sore. And we’re careful about acne and eczema, particularly if the acneic lesions are open and oozing. And then when you see Ray moles tags or lesions, you probably wanna refer them to your dermatologist or their dermatologists prior to treating them.

And then precautions. If they’re pregnant or lactating, we may or may not use Gua Sha again, if they’re very weak or I, you may wanna do some treatments first that are more building and then immunocompromised, you would certainly want to make sure that they have permission with, from their physicians in order to move forward.

It’s just safety for. Once you have performed your wash hour treatments, you will notice right away. That you can improve facial contour, you can improve wrinkles, reduce them. You can improve skin tone and color. You can remove tissue, puffiness and swelling that lymph drainage that we’re talking about.

It’s really good for under eye circles or puffiness. You can also in moving the lymph and doing some sculpting, you can actually plump and tighten flacid skin. It’s great for easing muscle tightness, tension and pain. You can smooth, fine lines and wrinkles. You can sculpt the cheekbone and the jaw lines tighten the neck area.

Even skin color by working on the points that where the there’s hyper mentation or sun spots, and it really gives your skin this really rosy glow doing look and appearance. So it’s a wonderful tool to have it. Doesn’t take a long time to use. And it’s great as a retail and for in improving your bottom line, your finances and your business and That’s about it.

So I know this is short. I know it’s a kind of the cliff note version of Gua Sha. If you have more information that you’d like, or if you have any questions, you can always contact me through my website. If you’re interested in more facial courses for facial cosmetic acupuncture and lectures. And then I highly recommend if you’re interested in purchasing Gua Sha shop products, this is a great website.

She has beautiful tools in their reasonably priced. So again, I just want to thank everybody and thank for being here. Thank the American Acupuncture Council and stay tuned next week, where Poney Chiang is coming. He’s wonderful speaker and I, and he is always a delight to listen.

So again, thank you. Thank you for being here. Thank you. For listening to this, I hope you’ve enjoyed today’s. Today’s good.

 

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5 Ways To Market Your Practice In An Uncertain Economy

 

Click here to download the transcript.

Disclaimer: The following is an actual transcript. We do our best to make sure the transcript is as accurate as possible, however, it may contain spelling or grammatical errors.  Due to the unique language of acupuncture, there will be errors, so we suggest you watch the video while reading the transcript.

Hi folks, Jeffrey Grossman here. And thank you so much for joining me and thank you AAC for inviting me back for yet another installment of how to grow your practice, marketing ideas, tips, and insights. So my name is Jeffrey Grossman. For those of you that don’t know me. I am I, the founder and creator of acupuncture, media works, ACU downloads and ACU perfect websites.

And I’ve been in this industry of helping practitioners since 2002. So we do everything from building websites to creating digital marketing assets for you to use. So today I wanted to do is I wanna talk with you about five ways to market your practice in an economy. As we all are aware, things are uncertain.

We’re not sure what’s gonna happen with different price hikes on mortgage rates and where we’re headed right now. So there’s a few ways that I want to share with you that can help embed your. Certainty in these uncertain times with the idea of what you can do to keep your practice growing, to keep patients on your schedule, to keep people, wanting to refer to you.

Okay. So what I’m gonna do is I’m gonna share my screen with you today. And then what I’d like to do is at the end, there’s some information that I’ll have available for you. But the first thing I wanna say is. In the month of October 24th is. Called acupuncture and herbal medicine day.

My friends that is our day as acupuncturists to out from the rooftops. That acupuncture is awesome. It’s a national event that’s been orchestrated and created by the NCC AOM many years ago. And it’s our time to share a concerted. A concerted message that acupuncture works and to get out there and let more people understand and educate them further about how awesome acupuncture is.

So at the end, I’ve got a special gift that I wanna share with you that is available for you. For you can get out there and market your practice for H American acupuncture and herbal medicine day. And these tips that I’m sharing with you can be used specifically to stimulate greater awareness during this particular event that’s coming up.

So I’m gonna do is I’m gonna go ahead and share my screen with you. Here we are five ways to market your practice in an uncertain economy. So the first thing is that tip number one is that there’s this thing called viral marketing. And the idea behind viral marketing is that you wanna get your message out to as many people as possible.

Using your patients as the carriers, right? So viruses the viruses, the people are the carriers of the virus getting that, that, that virus out there to many other people. So in a state, in a sense you want to create that kind of same viral awareness about your practice, and you’re spreading the message through your own word of mouth networks.

And. So one thing that’s important to do is try this. You’ll be able to get a good gauge on how good your patient education, your marketing tactics are. If you ask a patient, if they know anybody who can benefit from acupuncture, That’s too general of a question, right? So they may think of their uncle.

They may think of their friend. Who’s frequently sick with stomach trouble. And you’re only going to get a limited number of referrals when you narrow down the scope of what you’re focused on in, in your viral marketing request. So people have. Likeminded friends, like-minded communities, like-minded circles that they all connect with.

So if you ask your patients, if they know anybody who is like them who might be experiencing the same type of problem that they’re experiencing, it’s gonna be far easier for them to recall these other people who have similar issues, whether, whether they’re, someone who’s in a job with them on a sports team with them or whatever lifestyle that is related.

You know their condition or their lives. So the idea is with viral marketing is to find those like-minded people, and ask them if they know anybody who. Is experiencing something that they’re, that they came to see you for, that they might be interested in referring more to you. So for instance, let’s say you have a patient who came in and they want to quit smoking, and you’ve had success with that patient in helping them to kick the habit.

So in with viral marketing, what you’ll do is you’ll provide them with specific tools that are specific on what you helped, that person, that patient. Overcome or get better with, so you’ll equip them with tools on quitting smoking and different routines and things of that nature to further their own awareness around how well, they’ve pro they’ve moved through this process, but they will also be able to identify other people who.

Are smokers who want to quit as well. So the idea with viral marketing is to find those specific people, those specific vectors, if you will, who who have similar the same condition or the same issue or the same concern that they can refer someone to. Okay. So other types of marketing are a little more diffuse and spread out and we just market to everybody without anything to focus on.

So this is more. Of like a specialized approach to getting your message out. So when you identify that particular person, you might have a number of people that come in any given week that have gotten, quit smoking and they’re, you’ve helped them achieve over overcome their digestive pain or you’ve helped them with allergies or whatever it is narrow down into each of those individual.

People with their individual conditions and ask if they might know somebody else who might be suffering from or might be experiencing or who, or might wanna make a change similar to what they’ve experienced there. So that is the idea behind viral marketing and I, a few ideas are to ask your patients this question.

So this is where you get a really good clarity on whether or not you are marketing your patient education. Is doing justice, right? So many practitioners just go in, they treat, they, patients leave and that’s it. Whereas it’s important for you as a practitioner to use every moment of the time that they’re in the treatment room, in the waiting room, and even what they go home with something that can further their knowledge and education.

So you will have a really good understanding as to. You stand with your patient education. If you ask them this question, if you were at a party and someone asked you what your acupuncturists did. What would you say, or how would you explain Chi or your care or whatever? Okay. So this is a very important piece to this part of viral marketing.

Having your patients be able to clearly explain what may have happened to them on the treatment table or how you have helped them overcome quit smoking, or have you have helped them with their allergies and so on. Because the more information they can provide. It becomes more convincing to that other person that they’re referring.

All right. The other part, another idea with viral marketing is to make sure that you identify your, a patients. And I talk about this probably every time we get together here and meet on Facebook is your, a patients are the patients that you know, and you love. And they’re just amazing, right? So your, a patients, as you want to just.

Populate your entire practice with these people because you really resonate with them. And when you see them on your schedule, your energy level goes up as opposed to those patients that you see on your schedule. And you’re just like, oh man, how am I gonna, how am I gonna get through this now?

So when you identify your eight patients, start with them and start identifying what they. Condition was that brought them to you in the first place that you helped them overcome, asked them if they know other people who might be suffering from that same problem and then go through your asking of a referral.

Okay. And that’s a whole different conversation that we’ll talk about at another time. You don’t have time for that today. Another part of the viral marketing aspect ideas is to make sure you have a strong call to action. Gift certificates or little business cards with a call to action on the back of them.

Something that literally motivates a person from the outside world to literally step foot in your practice. My friends, every marketing, you do needs to have some type of a call to action that motivates them to just be like, this is really cool. I wanna try this out and I’m gonna take them up on whatever that offer is.

Okay. And the other thing is to host a referral drive and referral. Quite simply are within your clinic where you are motivating your, a patients to help you achieve a certain number of new referrals in a particular given period of time. Like a month, you have a thermostat and you’re like, Hey patients, I wanna get to.

30 new patients. This month are 25 new referrals this month. And then every time a new referral comes in, you just keep filling it up and filling it up and filling it up. And it creates this good energy around the clinic. When you have a referral drive that everyone can participate in and it, know, you have your gift certificates ready, you have a conversation that you can share with your patients and so on.

So that’s another way to do that. Okay. Tip number two is doing some lead generation and lead generation. Is doing something like a promotional event that you could do at your practice. Okay. You could do it anywhere really, but doing something at your practice. But lead generation also goes beyond doing something in the clinic itself.

And I’ll talk about that in a few minutes. So doing lead generation accomplishes a few things, it celebrates your. Hosting event inside your clinic does a few things. I’m sorry, just for clarity’s sake, it celebrates your practice. It celebrates your patients. It brings in new blood and introduces new people to your practice and what you have to offer.

It builds Goodwill because you’re hosting a particular event. Inside the clinic that your patients are excited about and it attracts family, friends, current patients, and it reactivates inactive patients cuz you have something to share with them, to bring people back into the fold. Okay. So lead generation in this respect relates to the idea that you are bringing in more leads by hosting an event.

In your practice. Also many of you might be familiar with the term lead generation for online marketing, which is using emails and using opt-in forms and using Facebook ads and things of that nature that is important. That is lead generation, and you should always be doing something that generates new leads, AKA new patients, new prospects into your practice.

But that’s not what I’m talking about here in this. We’re talking about creating an event that you could use in your practice to bring people in. Okay. Hopefully that makes sense. Few ideas. You could host an acupuncture happy hour event or AKA 2022 technique, which is something that I’ve taught about in the past.

And using two acupuncture points, getting 20 minute treatments for 20 bucks and putting people on cloud nine using. Points for that. And I have a whole specific protocol and technique for hosting the acupuncture happy hour event. And if anyone’s interested, you can feel free to reach out to me, put a comment below here and I’ll check it out and I’ll send you some information about, about those types of events.

But those have been very fruitful when I hosted them in my clinic. You can also for lead generation, you can have an open. You could have a dinner with doc with, where you invite patients in to, have food with you or where you invite patients in have food with you and you’d get takeout from a local restaurant.

You could have professional networking meetups. You could have in-house talks, movie nights, how to events, like how to boost your immune system, how to alleviate stress, how to you. Create cone GS and things of that nature, healthcare classes, online marketing and social media. Okay. So that is a whole category in and of itself.

And like I said, we’re not really gonna go into that very much, but but those are some ideas, some ways to, for you to generate leads into your practice. So in uncertain times, what do you wanna do? Best thing to do is to throw a party in your clinic, right? Host people coming in there, generate some energy.

Generate some leads by doing something like. Okay. Tip number three is to get local. So you could team up with like-minded establishments and be part of a health fair or some type of a screening event that happens. And let me tell you one of the, one of the ways that I really grew my practice was by participating in health fairs on a weekly basis.

When I was practicing downtown Seattle and health. And screenings are an amazing way to generate new leads. Okay. So what it does, it allows you to meet people in person. You get to interact with one another that they get to learn what you do. They get to ask ’em questions. They also get to learn what you can do for them.

And you can talk with them about insurance. Connecting up, there’s a lot of business. LAR you know, those of you that are in larger cities or even smaller towns have larger companies that host health fairs that you might not even know about, or maybe you do see them, and you don’t even think about being, participating in that.

So health fairs are a great way for you to generate new leads. And it also lets you get local and start meeting more people around and. The more you put yourself out there, the more you’ll bring back to you. I’m not trying to be philosophical or anything like that, but that is the truth.

The more energy you’re putting out there, the more you’re gonna be pulling back. So the more you’re doing any type of Legion or any type of event or things of that nature, that’s all gonna come back to you. One thing that I wanna share with you, that is a massive tip. If you’re doing any type of health fair event or any type of screening, or even anything that you’re doing in the world, Put out Giovanni’s book on the ugliest tongues ever.

Take his book, open it up to that, that, that color palette of this page and put the tongues out there and people will walk by and they’ll be like, Ew, gross. Why do you have a bunch of tongues there? And that my friends. Opens up the door to conversa con conversation with this new prospect and allows you to begin educating them, informing them, inspiring them and encouraging them to come in to see you great tool.

I tried so many different ways to bring people and attract attention to my booths or my tables when I was at these health fairs. And this by far was the best thing that really pulled people in. So massive tip there. If you haven’t heard me talk about that. Tip number four is to reactivate inactive patients.

So for those of you that have been in practice for anywhere over a year or two, whatever it is, you probably have more inactive patient finals than you have active patients. I remember. Back in the day. My inactive patient file was many boxes, more than my file box of active patients. And it just happens, right?

People, they come see you, they fall out of care for a number of reasons, but this is something that you should be doing on a regular basis. You should be having a regular. Patient reactivation process and protocol that’s in place systematically every quarter in your practice where you’re going through your files, you’re reaching out to the patients that are falling out of care.

Start with your a patients, when you’re doing that and then rinse and repeat, keep it going, keep it cycling. And the reason is because inactive patient are a gold mine, right? Because you’ve spent time and energy. Bringing that person in the first place, getting them to see you, getting them on the table, getting them to accept care and getting them to pay you, or, getting their insurance on board and you spend all that time and energy making that happen and building that, knowing that like that trust factor.

It’s a lot easier to work with and market to those people who already know you. They like you, they already trust you than it is to bring somebody in. Who’s never seen you before. You gotta, then you gotta start just developing that relationship. So your inactive patients are goldmine for you to tap into.

So if you’re feeling slow in your practice, I would suggest you start a patient reactivation campaign, my friends. Okay. And a couple ways to do that. You can call people. Make a list of your, a patients you haven’t seen in a while that you love and you miss right. Call ’em up. Check in with them.

You can send snail mail, you can send emails, you can do newsletters that are printed in digital, and don’t lose them in the first place. Make sure you stay on top of mind awareness. That’s Toma to. Top of mind awareness, because what you want is what you want to keep having your patients see your logo, your brand, your comments on Facebook on a regular basis.

So when they think of, when something comes up for them, they think of you. Because you’re on their top of mind. Okay. And stay on top of it. Be consistent again, like I said, keep it in a cycle on a regular basis every three months or so. Okay. And then the fifth tip is to give talks, right? People are thirsty for information, that information that can help them be happier and live a healthier life.

Especially now people want that there’s stress. There’s immune problems. There’s there’s skin conditions. There’s breathing problems that are happening. How can you get out there and share the information that can help them be happier that can help them be healthier. You can provide.

Lectures, whether they’re free or they’re paid to organizations, to schools, to colleges, to libraries, to businesses, to support groups, to healthcare facilities. There’s so many opportunities here. There’s yoga studios. There’s other clinics that are out there. There’s chiropractors, massage therapists, there’s other professionals.

There’s doctors. That you could get out there and share this information about acupuncture. So again, if you’re not as busy as you want, you wanna get busier one way to do that, if you feel comfortable, giving talks is to get out there and give talks. And for those of you that are curious about giving talks, yet you.

Don’t feel super comfortable. I would encourage you to join Toastmasters. I encourage all of my students when I was teaching the practice management class to join Toastmasters, because it gives you the confidence to succeed as a talk giver, giving presentations, and also gives you access to potential referrals.

Okay. And the other thing is to just do it. My friends, you’ve heard this quote before and just get out there and do it. You don’t want to be like, SSUS here pushing a rock up the hill, you do some marketing and then it falls back down and you gotta get out there and mark it again. You don’t want take, if you’re struggling in your.

And you just shift one thing, just do one thing that could make all the change from you pushing this, struggling, Boulder up the hill to pushing something a little lighter. Okay. So just do it. I’m referring to the fact of just getting out there and just taking one little marketing nugget, whether it’s something you got from here today, whether it’s something I talked about in the past or what, something, somebody else didn’t just do it.

just get out there and switch it up. Just one little thing can make a massive change in your practice. Okay. And then, like I said, if you wanna learn more, we put together this free marketing bundle for you for a acupuncture and herbal medicine day. It’s got a bunch of cool things in there. There’s this website right here.

ACU websites.com/. Hyphen day, and you can download this really cool bundle that has all the tools that you could use in your practice to create and stimulate a greater awareness for for upcoming October 24th. Which is acupuncture and herbal medicine day. So folks again, thank you so much for taking the time and joining me here today.

Take one little piece of nugget and inspiration and insight and put it into use today. If you need any help, if you feel like you need some accountability or some questions or concerns, reach out to me. You could reach out below here, or you could send an email to Jeffrey acupuncture, mediaworks.com.

It’s J E F R E Y. Other than that next Fri or this coming Friday is gonna be Shelly Goldstein. Who’s gonna be joining us. So keep your eye out for another great event that the AAC will be putting on. So in the meantime, stay strong, be well, take a nugget, put into the use, just do it and we’ll see you soon.

Take care. Bye bye.

 

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Cosmetic Acupuncture a Source of Profit

 

 

Today I will be speaking about cosmetic acupuncture as a major source of profit for your practice.

Click here to download the transcript.

Disclaimer: The following is an actual transcript. We do our best to make sure the transcript is as accurate as possible, however, it may contain spelling or grammatical errors.  Due to the unique language of acupuncture, there will be errors, so we suggest you watch the video while reading the transcript.

Hi, my name’s Michelle Gellis. I am an acupuncture physician, and I would like to thank you for coming today to my presentation. And also thank you to the American Acupuncture Council for hosting today’s talk. Today I will be speaking about cosmetic acupuncture as a major source of profit for your practice.

I teach facial and cosmetic acupuncture classes internationally, and some of the questions that I get have nothing to do. The actual act of performing the the techniques, the protocols, the theory of cosmetic or facial acupuncture frequently. A lot of the questions that I get, have to do with setting up your practice marketing.

Timing of treatments and other services in addition to facial and cosmetic acupuncture. So I would like to cover those topics today so I can bring to light some of the lesser talked about topics when it comes to facial and cosmetic acupuncture. So first, I would like to talk about how to set up your cosmetic acupuncture practice.

First and foremost, before you begin practicing cosmetic acupuncture, it is imperative that you get trained now. Many of us feel that because we went to acupuncture school and maybe we had one class on cosmetic acupuncture or we feel comfortable and familiar with treating points on the face. I know I did because I am.

Classically trained five element acupuncturists. We use a lot of face points, but the American acupuncture council and some of the other insurance companies do require specialized training in. Cosmetic acupuncture. And the reason is because of the nature of the structure of the face, the nature of treating the face is heavily vascularized.

And you want to make certain to really understand if you’re going to be doing cosmetic acupuncture, how to be doing it, not just effectively, but safe. many of the things that we see on, especially on social media. Now people have hundreds of needles in the face and not only can that be painful, but it can cause bleeding, bruising, neuropathy.

So it, and it doesn’t have to be that way. You can. Get a wonderful effect from facial and cosmetic acupuncture by using very few needles, if you’re properly trained. So one of the most important things for an effective cosmetic acupuncture practice is to. Trained. And this goes for facial acupuncture as well.

So what’s the difference between facial acupuncture and cosmetic acupuncture? The way I use the terms, when I am talking about facial acupuncture, I am speaking about acupuncture for neuro or neuromuscular or muscular. Facial conditions, things like bells, palsy, TMJ, trigeminal, neuralgia, OSIS. There are a lot of diseases that can affect the face.

And there are treatment protocols which are highly specialized, which involve. Specialized techniques for treating the face. So that is what I consider to be facial acupuncture and cosmetic acupuncture is primarily designed to work with the muscles and the fascia and the skin and the blood supply. and even with cupping in Guha with the fat on the face to help, to reduce sagging wrinkles, skin dyschromia and other things which are more cosmetic, not always due to aging, some of them can be acne or rosacea.

Primarily when we talk about cosmetic acupuncture, what comes to mind is wrinkles, sagging, things of that nature. So getting properly trained is the first thing, if you are setting up your cosmetic acupuncture practice, a good training will include. Paperwork, such as intake forms your specialized contracts.

You will need specialized contracts before you start doing cosmetic acupuncture because you have to set up realistic expectations. You want to outline all the contraindications and precautions upfront. So there’s no surprises on the back end. So good training should involve a set of paperwork. If you’re lucky, you’ll get some marketing tools.

We’ll talk about those in a minute and also an overview of what tools you’ll need and how to use them. And maybe even where to get them. Some classes will. Provide tools for you to use some will sell tools there. Some will include the cost of the tools in your training. When I teach classes, I give my students everything they need to practice.

And then I tell them where they can get any of the tools that they will need moving forward. So what are some of these tools? You will need a good set of tweezers to insert intradermal needles because intradermal needles are an important part of helping to stimulate collagen. ANCA gel can be very beneficial for bruising, bleeding inflammation and knowing how and where and when to apply.

It is very. Q-tips are great for applying pressure. If there is some bleeding, I like it better than a cotton ball. You can apply direct pressure onto the point. And if there is some sort of a swelling occurring than, or little hematoma you can apply direct pressure. And then of course intradermals what type of intradermals to use?

How many, what size, what brand, these are all things that will be important pieces of information. When you set up your cosmetic acupuncture practice, I like using a floor lamp in my treatment room. It will provide adequate lighting so that you can see what you’re doing. The floor lamps that I like are these goose neck lamps, where it’s on the floor, but you can move it this way with a fluorescent bulb.

They are available usually at craft stores and possibly on the internet as well. I like having a. Like a foam, like a Tempur-Pedic type foam cushion on the table because sometimes our tables, although they are comfortable for the short term, our cosmetic patients tend to be on the table for quite a while.

So having that extra layer is really nice, gives it that spa feel without a huge investment. And depending on where you live a table warmer is really nice too, because you will have arm and leg points exposed. In some instances, your patient’s neck and chest might be exposed because they have needles in them.

And of course their head and face will be exposed. And this will. Warm up the body and help the blood flow up to the face. Depending on what style and brand needles you have having an extra garbage PA in your treatment room comes in handy because you’ll be working at their feet at their arms doing your body points.

And then you’ll be sitting at the head of the table working on their face. Having a couple of small trash panels, I found to be very beneficial. A hand mirror so that your patient can look at themselves. They can point out things to you that are areas of concern, or they could look at themselves after the treatment and then a small magnet.

They make these They’re it looks like a pen, but it’s an extendable magnet. If one of the intradermal needles were to fall someplace, instead of using your fingers to pick it up, you could use these small magnets to pick them up.

What about marketing tools? What are some of the things that can really get you noticed? I have had a cosmetic acupuncture practice for almost 20 years. And. I still to this day, have paper brochures explaining cosmetic acupuncture. When I teach classes, I have a marketing kit available and I have pre-made brochures that my students can download.

So they don’t have to design them. They can customize them, however they would like, but having brochures in your waiting area. so that when your, maybe your non-cosmetic patients are waiting for a treatment, they can pick them up. Maybe they won’t read them right in the moment. They’ll take them home.

They’ll look at them and they know what questions to ask. I also have a book in my waiting room and I. Testimonials from my cosmetic acupuncture patients plus before and after photos. And if you’re just starting out, you might say I don’t have any before and after photos again. When you get trained, ask the person who’s training you.

If they have photos to share, this is something I also provide in my classes, so that students. Before they even have foreign afters, at least they have something verifiable that they can show to patients. And also on your website, you should have a separate section just for cosmetic acupuncture and have your S E O your search engine optimization.

Pointing towards this as far as log posts your social media can PO can point to this page directly on your website. The more activity the page has, the more is going to be shown when someone is in your area and they Google. Cosmetic acupuncture or facial acupuncture and whatever city you are in, but the testimonials having them both on your website and in your waiting room can be very powerful.

As far as your social media, you have to know your audience. There are certain. Types of social media that lend themselves more to the videos, certain lend themselves more to stories and sharing, but definitely if you want to focus on facial and cosmetic acupuncture, getting your perform afters, having your videos, having your hashtags, everything set up.

To drive traffic to your TikTok or your Instagram or your Facebook pages is very important. And I know a lot of my younger students left Facebook or were never on Facebook. They say it’s for old people. Many of your clients will be old. So keep that in mind. If you’re not on Facebook, if you’ve never been on Facebook, if you got off of Facebook, you might wanna reconsider having a Facebook page, maybe just for your cosmetic acupuncture piece of your practice and for nothing.

I do have a Facebook group that I run, which has over 8,000 people in it. It’s called facial acupuncture and being connected with other people that are doing what you’re doing helps to it, it raises you up because you learn from each other and it keeps it front and center in your mind. I, when I was first starting out, I used to have spa nights where I would invite my patients who might be interested in cosmetic acupuncture.

I would have some products out. I would talk to them. I would maybe do a little demo or just do a couple of intradermal needles so they could see what it felt like. during that time, you could do giveaways. You could even do an instructional class, let’s say on self care, cupping and Guha. So if you sell cupping and Guha kits your patients can, this is something they can do at home.

In between treatments. You could teach a little class on the Accu lift facial cupping set. It comes with a video for you to learn the self care piece, plus it has directions on the box and this can be a wonderful activity. A lot of my students have either done this for free or charge their patients.

So they might get a free class if they buy a cupping. or they just charge a couple of dollars and they buy a cupping set and they take a class that way packages providing if it’s legal in the state where you practice providing a package. Of let’s say you buy 12 facial acupuncture treatments, and maybe they get a free Derma roller or a free cupping session.

I would not do buy 12, get one free because that is really giving away a lot of your time. But something minimal doesn’t cost you a lot of money, but they feel like they’re getting something you wanna check with your local acupuncture board and make certain you’re allowed to do that. But those are great ideas for cosmetic acupuncture, because the important thing to think about is cosmetic acupuncture is a cash based business.

Insurance will not pay for cosmetic acupuncture. So your patients are paying you cash. You’re not having to go through the time and the trouble of filing for insurance. You get paid right away, right there. And there’s no having to deal with all of that paperwork and paying someone else to file it or.

You could also do patient classes on Derma rolling. Same thing with the facial cupping in Guha, you get some Derma rollers and the OCUL lift Derma rollers are the only Derma rollers. Which are approved by the American acupuncture council for use in the treatment room. You might wanna check those out as well, also converting your current customers.

So you have your clients, they’re coming to see you maybe. Complaining about getting older and they feel like they look tired all the time. Here is a whole audience that you already have people that are already coming to see you, and you can share stories about other. Patients who have the same concern and you help them.

And sometimes I’ll just throw in a couple of extra points to lift a brow or thread or wrinkle so they can get an idea of what it’s like. And typically they love it. Another question I get asked a lot is about the timing of the treatments. People are worried, I’m gonna be spending all this time in my treatment room.

Isn’t it more cost effective for me to just have three or four rooms going at once. And how am I ever gonna make any money doing this? The answer is you have to Once you get your flow going, you can have two rooms going at once 15 minutes to get the needles in. While that patient’s lying on the table for a half an hour, you can go, you can treat another patient.

Then you come back in, you take the needles out, do your cupping in Guha, and then you. Back to the other patient. So you can easily get two rooms going at once and whatever you typically charge for an hour treatment, I would charge that. And then half that again. So one and a half times what you would normally charge for a one hour acupuncture treatment.

You’re going to charge one and a half times. Because your patient will be in the room for about an hour and a half, maybe a little less. So it is entirely possible to have two rooms going at once. Maybe not. When you first start out, when you first start out, it might take you a little longer to get the needles in, but once you’ve done it a few times, couple a dozen times, you should be able to get the needles in, in about 15 minutes.

And be on to the next room. What about ancillary services and by ancillary services? Cupping in Washa Derma rolling microneedling. How do you work this in? As I just mentioned I never do. Cosmetic acupuncture without doing facial cupping and GU jaw. So it’s how I end my treatments. It helps with bruising, it relaxes the patient.

It’s something that I look forward to and it helps to bring the blood and the cheat out to the skin level. And it’s a really nice way and a treat. You can be trained specifically in facial cupping in Guha, or you can take a comprehensive course in facial acupuncture, cupping and Guha, which is what I would recommend.

Also, you will have patients who don’t want needles. And with them I can do in a half an hour. I do just facial cupping in Washa and I would charge accordingly for an abbreviated, half an hour cupping in Washa treatment. Derma rolling is something that you can offer as an add-on and. What I like to do would be more like Derma rolling and facial cupping in Guha, or I might do derro on a neck and chest and just do the facial acupuncture on the face.

I don’t like to end a facial acupuncture treatment with Derma rolling, because it can be a. For the skin. You can sell your patients of Derma welder and teach them how to use it, and then they can use it at home in between treatments, or you can offer it as a separate service. And then depending on how much time you wanna spend with the Derma, rolling will determine.

What you would charge and charge accordingly. Now dermas are single person use, you don’t wanna be sharing them between patients. There’s no way to Barb aside or autoclave these safely, because little pieces of hair and skin fragments, microscopic can. Stuck in between the needles and you could cross-contaminate.

So if you were going to offer it as a service, you either keep the Dermer roller for your patients for when they come and you would clean it and use it just on them, or you reduce it on them and send them home with it. And then if they wanted you to do a treatment on them, when they come back, they would have to bring it.

As far as microneedling, I do microneedling as a standalone service. So I will do facial acupuncture, and then microneedling. And the only caveat to this is. If someone only wants or needs microneedling, let’s say on their neck, on their chest, on their hands, I can do cosmetic acupuncture.

So I would put in the body points and the face points, and then I could put numbing cream on them. And then once I take the needles out of their face, I could do the microneedling, or even when the needles are in, I could potentially do the microneedling once the numbing cream comes off. And this way the person is getting the best of both worlds, especially if they have problem areas around the lips, on the chin.

But you don’t wanna be doing cosmetic acupuncture and microneedling on the same area in the same treatment. And microneedling is extremely profitable. It’s very easy to add into your practice. And people are charging anywhere from 350 to $700 for a half an hour. Microneedling treat. Yes. So you have your initial investment of your microneedling tool, like the ACU lift MicroPen or and then the only thing you have to replace are your serums, which are not a tremendous investment up front.

And then you can add this on as a treatment. I think that is all I have for you today. You can find me on social media at facialacupuncture,classes.com or on Facebook or Instagram or TikTok Michelle Galles. And again, thank you to the American Acupuncture Council for hosting this. And I look forward to seeing your next.

 

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Handling the Money and Time Objection

 

 

And so how can you navigate this so that whoever you’re talking to will actually end up deciding to come in for treatments, if it’s really the best fit for them and it, if it could really help them?

Click here to download the transcript.

Disclaimer: The following is an actual transcript. We do our best to make sure the transcript is as accurate as possible, however, it may contain spelling or grammatical errors.  Due to the unique language of acupuncture, there will be errors, so we suggest you watch the video while reading the transcript.

Do you get discouraged when you hear money is tight? I can’t afford it or things like I don’t have the time for, and this is Chen Yen. You’re six and seven figure, practice makeover, mentor at introvertedvisionary.com and your host for the acupuncture American Acupuncture Council show today. So this can be something that when you hear you, you think, oh, I could so help this person.

And so how can you navigate this so that whoever you’re talking to will actually end up deciding to come in for treatments, if it’s really the best fit for them and it, if it could really help them? So let’s talk about this, that there are couple of key things that can help with this. The first thing is that it’s really important, cuz how many of you feel like you don’t wanna be pushy?

Go ahead and tie like this. If you feel like you don’t wanna be pushing, cuz you’re not alone with that. And one thing about this is that I was actually thinking about this one day. I. I just had this click that. You know what there’s actually no pushy a leader out there. There’s no one that says, oh, you’re pushy.

Oh, wait, you’re not pushy. Oh, wait. You’re pushy. So it’s really about how can we come from the person’s highest good in how we help our, or talk to our potential patients or clients. And if we can be in alignment with that, then we can’t control whether someone might feel like we we are being pushy or not.

How do, can you navigate when someone says to you, money is tight or I can’t afford it. So how many of you tend are feeling like you’re hearing this more or maybe just about the same or less than before. Go ahead and type in the comment and below, and I’m curious, I’d love to see, as far as the money is tightening the first thing too that’s important is to really help whoever you’re talking to, to feel heard.

So for example, what acknowledging that they said that whether it’s, I understand or empathize with their, what they’re saying, and then the next step is something that a lot of. Acupuncturists and other holistic practitioners end up skipping over bring up and which is. Finding out more about what they’re really thinking and why is this?

Because when someone says money is tight or I can’t afford it, why does someone say that? Sometimes they truly can’t afford it. But sometimes it’s because they don’t really know how you could they haven’t really Brought into the idea of coming to you for treatments or that this is the best approach for them yet.

So they might say that because they’re not really sure yet. And. And then cuz have you ever paid for something that, that it, maybe you even were looking for this one particular thing, but then I, you didn’t think it was the right fit. So thought, oh, you even mentioned to someone that you couldn’t afford it, but then you might have turned around and bought something that was even more expensive.

So you the truth was you had the money but that whatever you were looking for, you didn’t feel like it was the right fit. So you just said you couldn’t afford it, but you really could afford it. How many of you has that ever happened to you before? The first step is to find out what more about their situation and in terms of whether they’re interested or, they’re ready to move forward.

It’s just that money is a consideration or so what you can say is this something you wanna do and money is a consideration, or you’re not really sure yet. So that way they can tell you more about how they’re really feeling about the treatment that you’re recommend. Then what you can say next is you can say, let’s talk it through happy to answer any questions for you.

So what kind of, what questions or con considerations or cons you could either say considerations, or you could say concerns, what questions or concerns are you are you having, so then you could understand more about where they’re coming from, and then if there’s something that they aren’t as educated about yet, or then you can educate them about that.

But if you never ask that question then and you jump to the conclusions that they can’t afford it, then you would never know that. So that’s really important and can help you. The other thing is that depending on what the where you are at in the conversation and how the conversations is going, sometimes it’s about being very direct with people.

For example, it could be mentioning that mentioning this so you can write this down. We will pay for what we prioritize to be important. The truth is when you don’t have your health, you don’t have anything. When you don’t have your health, you don’t have anything. And then just leave it at that. And then you could say it’s up, but it’s up to you.

and again, if you are truly coming from that, person’s highest good. Then what you say will land for people and really help them think. And I can’t tell you how many times I’ve heard from. Acupuncturist and other practitioners, for example, this one acupuncturist was telling me that she had a patient of hers tell her that I can’t afford it.

And then she drives off in this really nice car. And sometimes people need to be reminded about the importance of their health and that’s what you’re there for. So if you truly have Their best in terms of you feeling like you’re recommending what’s truly best for them in your heart, then you saying being direct will actually help them think so.

Now let’s talk a little bit about the consideration of, I don’t have time. So this is something where how many of you sometimes hear this? I, the, I don’t have time to come back once a week or twice a week, or, once a month, I’m so busy. The times that you have just don’t work for me and then you start thinking, oh wait, maybe I need to go change it around my calendar, make myself more available at this time so I can fit them in or right.

And the again, this is a similar similarly you can bring up. So there, there are two, two reasons why someone might say that they don’t have time. One is that they are really busy and then they’re not really seeing the value of what you’re recommending in terms of them coming in for treatments as a higher value to what they’re doing with their.

And so this is another scenario where either it might require them understanding the importance of getting the treatments and how it’s going to help with their health and how important that is. And if it makes sense, too, you could also bring in the truth is that when, if you don’t have your health, you don’t have anything.

Sometimes even, people like us, right? Clinicians who really care about our health, even ourselves, we need to be reminded of that sometimes when we get busy as well and let alone our patients or potential patients. So now the very important thing here is, remember how I mentioned to you about how how many of you are concerned about being too pushy.

Here’s one hot tip. So that is in, in terms of, if you are already thinking about how can you help them understand or educate them more about this. So they get it more before you say things like are, is this something that you wanna do? But money is a consideration or saying things like the truth is if you don’t have your health, you don’t have anything before saying that.

It’s really important for your potential patient or patient to feel heard. So the first step is to acknowledge them, whether it’s whatever they said to you, like I understand, or whatever they say and really, feel into understanding them from where they’re at.

The only thing that I would, wouldn’t say that I understand or Frame that I get that is I don’t have the money or I can’t afford it. So instead of saying, I understand you don’t have the money. Or I understand you can’t afford it. Why would I not reinforce that? It’s just because people say that for different reasons.

Some people say it because they can’t afford it. They truly can’t afford it. Some people say it because they can’t afford it, but they don’t really. See that this is something they wanna do yet. Like they’re not sure yet. And or they don’t see the value in it or they don’t trust in you enough.

And that’s why they’re just saying I can’t afford it. And that’s why it, if someone says that you don’t need to reinforce that for them, because it may or may not be true. So what you can say in that situation and what I like to say or recommend our clients say is if it resonates with you, is that I understand money is a, it sounds like money is a consideration for you, right?

And then you can talk things through. Okay. So as far as here’s another hot tip, as far as the here’s one of our clients, she’s actually an, so she’s an acupuncturist. And then she says that she likes to, to work this into the conversation. And so you could listen in on this and then see if it resonates with you.

And if it also matches up with what’s happening, then you could also incorporate it in your visits or conversations by phone. So she says that she likes to break up to people that at the end of the day, It. She only wants people who are happy to be here. So if it doesn’t feel good to you, then it’s and then this isn’t the time for you to do this.

However, if it feels good and it’s something that you wanna do, let’s talk it through. So it’s let’s talk through your XYZ. Let’s talk it through to see if we could work it out together, because once you leave, then I can’t give you any other information. So if there’s something that I can talk through, then let’s talk through it.

So once you leave, so it could be once you leave or once you get off the phone, once you get off the phone, then I can’t give you any other information. So if there’s something we could talk through, let’s talk through it. So really energetically with this, it’s about being committed, but not attached, being committed to help them.

But not be attached to them. Seeing. So energetically holding that space for your potential patient or or client. So do you ever have other kinds of concerns that people bring up like, but you don’t accept insurance and then that’s the end of the conversation or I need to for some of you who may be Offering things like packages or things that could involve spouse, like fertility kinds of things.

Do you ever get people saying, oh, I need to talk to my spouse. So do you end up feeling like, Ugh what do I say to this? And what and so if these are, and other kinds of considerations or concerns sometimes trip you up as far as how best to hold the energy, how best to hold the space for whoever it is that you’re talking to.

And what to say, right? And so if that’s something. Has been a challenge or you would just like to. Having more mastery with withholding the space, then feel free to, to check out our website@introvertedvisionary.com and you can go to the about button and then the contact button and just message me there.

And I’m happy to give you a template that a script, as far as what you can a framework of what you can see if it resonates as far as how to navigate. For example, the insurance kind. Situation which can come up in a practice often. That way you’re not in a place where it’s do you accept insurance?

And if you don’t accept their insurance, or if you don’t accept insurance at all, then that’s the end of the conversation. So how can you navigate that in, in an authentic way? And that feels good to you. So yeah, so feel free to, to just message me there@introvertedvisionary.com. And and click up out and then contact us and happy to send that to you.

To you educating people and really holding the space for their highest, and if it’s not the highest good for them in terms of what you feel like would be good for them, then refer them somewhere else or suggest some something else. And that will allow you to To have the space to continue to attract people who are really the best fit to, to work with you.

So look forward to hearing how this goes, and till next time.