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Cash or Insurance Learn What Works

 

What do I do to get better? What do I do to get more people?

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 everyone. This is Sam Collins, your coding and billing expert for acupuncture, not only the acupuncture profession, but of course the American Acupuncture Council and the Network as well. Welcome you to another edition. And today we’re going to discuss. How do you grow a practice? What are we doing? And what’s going on out there.

And I get this question quite a bit from teaching so many seminars over the years in dealing with so many acupuncturists, one of the common questions are, how do I grow? What do I do to get better? What do I do to get more people? And so I want to address that really from both ends of the patients, you’ll get, whether it’s going to be a cash practice and insurance practice.

Com combination of both. It’s going to be a matter of how do you attract the patients that you’re looking for. And let’s give you some ideas and some things to chew on and think about to see how your practice is going to change. Because one thing I will say is you always have to be willing to admit.

And to make changes. If you think of it, when you first started practice, you probably don’t treat this the same way you did when you first left school or five years ago or 10 years ago, if it’s been a long time and that’s because you learn and grow, it’s one of the reasons we have continued education.

And in fact, I would say, it’s why we call it a practice. And not a perfect, so let’s go to the slides. Let’s talk about what we want to do to grow our practice if you will. So here you go. We just look at how we change from that little bud to something that moves a little bit more. Let’s talk first on what do we consider success?

And this is something I think sometimes is going to be defined differently by different people. And where I have a concern is often too many people try to define what someone else should do, as opposed to just define on your own. So I would say define your own practice success for some of you. It could be, I need to make a million dollars for others.

I just want to help patients. And obviously I think everyone wants to do a little bit of both. I’m not sure I want a million dollar practice. That’s probably a million headaches, but think of how are you going to define what you’re doing? What does a successful. I would say it’s a combination of certainly there has to be a monetary success.

You have to stay open, but at the same token, the satisfaction, this is the part that I’m not sure patients always know what we do or how we do it and the results of care. And I want you to think of it in these terms. How often has you have someone that’s coming to your office? Not feeling good and literally left feeling better.

When does that ever happen? Outside of an acupuncture practice, frankly. Has anyone ever went to a medical doctor with a headache and left with it better? And I’m not saying that as a negative towards the medicine, but that’s not how they treat. So I want to think of what we have to define it, but then if we’re defining it, what are the barriers?

What are the things preventing us from really moving forward and doing a little bit more? How are we getting more people are not getting more people, where’s it going to come from? What things are we looking for? Is it a matter of changing styles and techniques to get better results? So start thinking of what are some of the barriers I’ve set up internally, meaning among yourself, but also among the patients.

I think for patients, you always have to think of how they value our service. And I think this is going to be the number one way to think of it is that people value a service. And when they value. They’ll get it. They’ll pay for it. If they don’t value it, they won’t. So we’ve got to set up that value and think of what is that barrier will barrier as often.

So we have to think of if I’m going to grow a practice and money’s the barrier, how do I change that? How do I make it work? So think along the lines of what is the model I have, like currently, what is your model? Have you really set forward a business plan. It’s something that you set for and say, here’s what I want to do this year.

And literally write down some ideas because until you write it down and then really follow through, it’s going to be too esoteric. So I think it starts with people in. So you’ve got to think of first off the barrier is people just knowing what we do, why we do. So I want to ask you, what does acupuncture do once you think of what you think it does, but I also want to think along the lines of what does the average person understand about acupuncture?

What is defined what’s out in the field that lets them know what we do, what message have we gotten and what message has the profession or others set up for us? I know a lot of what we have to deal with this kind of. Healthcare in the U S is very medical oriented, obviously. And it seems that people like to line up for pills and surgery, but when it comes to making changes in their life, having a better lifestyle to stay healthy, they want to be lied to, it’s okay. In other words, it’s interesting when people think of insurance, we often use the term health insurance, but I would ask you, is it really, is it actually health insurance, or is it sick? In other words, we have a model that we say health care, but is it really, I get there’s some preventative things.

We do cancer screenings and so on, but really is there anything to set up a person to be healthy? So that’s one way to think of there’s a portion of people that are understanding that no, I need to stay healthy and not get sick. So what role are we there and how do people know that they can even access with access that with us?

But I want you to think along these lines here, there’s an interesting meme. Someone had sent to me and I think it fits. How do you think people view acupuncture? Here’s one where it shows what your friends think. Think of, particularly for many of you who went later in life to become an acupuncturist, some of your friends are like, what.

And then of course your mom thinks you’re driving a big needle into someone. Of course that’s not the case. And then let’s face it. This Western medicine have a downside to acupuncture, to an extent. Yes, I will certainly say that’s not as bad as it was, but I’m not going to say there are proponent per se there, we’re not throwing money down the toilet, but that’s often what they’ll say.

What we think we’re doing is so much bigger than that, but let’s take it. There were two realities. What people still do take medications. Don’t do well. Face it, the VA has a problem with suicides and deaths because of the way that. But what do we really do think of this? A patient often feels when they come for acupuncture, but do people know that?

So what is our message? What information is out there? We’re, here’s two examples. The Mayo clinic and Cleveland clinic, this is something they have on their website about what acupuncture does. And though there’s some similarities there’s differences between the two, which you can see here, chemotherapy induced, nausea, dental, pain, fibromyalgia headaches, labor pain, low back pain, neck pain, osteoarthritis.

And so on, on that side. But notice here it says differently. And stroke cramps, sports injuries, cancer, and cancer treatment for side effects, face pain. I think of Justin Bieber recently had that issue. I hope he’s going to an acupuncturist, immune problems, infertility irritable bowel. So this is a pretty broad scope of things that acupuncture does, but yet, how does the average person know this?

Now? I just searched this at their website. So if you think of it, when someone’s searching for what acupuncture. This is going to be the first things that popped up. And I did that because I wanted to see what does come up. So we want to start to think of, if people are seeing this, how are we communicating the message or do we want to communicate a different message?

Here’s something interesting from the company, Kaiser Permanente, a big health insurer and the doctor all in one, it’s an HMO and this is from their head acupuncturist at the Kaiser. And it says, what does acupuncture treatment says in China? Acupuncture is used to treat. It’s not thought of as alternative medicine, which is very true for most people.

It’s a common part of their medical care in China. Acupuncture is often used as complimentary treatment for all types of health conditions. And that’s one of the things that through my work with Maryland and Ellen and others at WHS. The world is beginning to recognize that acupuncture is way more than just pain relief.

We know that acupuncture speeds recovery. I would suggest every person w having any care post-surgery should have acupuncture. However, again, are people aware of it and have they had a chance to try it. And I think this is going to be our issue. So when we talk about growing your practice, we have to attract people that know that what we can do can help.

By example, we leave it up to the other companies. I just showed you what comes up on the Mayo clinic. So if you typed in, what does acupuncture do? The number one is going to come from those areas, but you’ll notice this here companies like United health care use acupuncture as a medic. To advertise people to buy their product.

So do you think that they’re using acupuncture as a tool for people they are, which means there’s access? What if someone says what do you mean? I get acupuncture visits with zero copay. I think I want to go in now realize that this is a plan that I’m not going to say it pays a lot of money, but it pays it above a hundred dollars a visit.

So certainly something that might be viable for some, for others, they may say, Nope, I want to do all cash. What my point is. If a patient comes in with this and you are not available to it, they going to go and, or can you sell them an alternative? Look at this particular company for a Medicare advantage plan, literally they’re talking about acupuncture, but showing it.

So I’m seeing a lot more people now becoming a little bit more attuned to say, Hey, maybe I want to try it because we’re seeing it out there more. I want to start to change the narrative and attract people to what I do by example, here’s the company Evercore. Now, sir. 20 years ago, would insurance coverage was different, but Evercore, which manages a lot of plans, you’ll notice here, the things that talks about adjunct cancer care and mental health.

Now mental health is more than PTSD and anxiety, but even anorexia bulemia. Let’s face it a little bit of everything, including menopause. So we’ve got to start to realize that there’s a message out there. Are we directing that message? What is our message? What is your message? If you’re growing your practice, if someone’s going to find you, how are they finding.

Why are they going to come to you? What is the messages like if someone were to look you up on your website or your blog page or anything like that, what would they know? What if they drove by your office? Would they know anything about what you do and the why I should come? And I will tell you, we’ve got to set up that people have to have not so much a need, and I’m not saying there isn’t a need, but a want, and this is something that my mom taught me early on.

She said, people will buy what they want. And big for what they need. And this is part of the reason I think acupuncturists can do very well with cash. Partly because insurance is traditionally not covered as well. So therefore we’ve not relied on it. In fact, the American physical therapy association noted that if patients have a $30 copay, they won’t go into Acupac or go to a PT, or at least a third of them, they don’t find that same thing for Acura.

And I think because we set that message of someone wants the care. It doesn’t just feel like I need it. And we’ve not realized. So in other words, we have to set up and create a value. So if you’re going to grow, you have to grow by expanding some way either you are going to see more people or less people, more visits one way or the other, which means there’s some out of value set up.

So you’re going to think of, as someone drove by your office, What would be the message. Here’s a couple of examples of offices that put up things like, what did they treat? Think of how often someone might have something like fibromyalgia and they’ve never heard that acupuncture can help it. So why would they think you can help it?

What about Bell’s palsy or weight control? We have to set the narrative because think of when someone passes by, they see acupuncture, I don’t even think about it. I’m going to suggest we want to start creating that. Outside your office. What do you do? Do you do fertility? If so, let people know because why would someone come to you if you don’t, they don’t know what you do because you don’t tell them.

In addition to that, I want to think of, what about does your website say about you? Here’s an interesting, I just did a quick search to. Acupuncture and insurance coverage and acupuncture treatment. And this is one of the things that popped up. And I thought this was interesting. What types of health insurance covered?

I, this is actually someone’s website. I didn’t put their information at the top, but notice they’re indicating if someone says, Hey, I have this particular plan. I know what it can do. Aetna banner blue, cross blue shield plans that they take, if you’re going to, except some, I would certainly let people know.

Cause if someone has, But you don’t list it. Why would they come in now? Good news. Do you have to accept insurance? No. In fact, even have to bill insurance. No, that’s a courtesy. My suggestion is always to have a diversified practice. And what I mean by that is diversified in this way. I’m going to take people who can pay for my service, what I prefer, all cash.

You bet I would. But what about the people who have insurance? Would I turn them away now? Certainly if I have a plan that doesn’t pay very well, not too many. But plans that do, I certainly would want to be part of that or at least accept them. Keep in mind if there’s an insurance, you don’t want to build don’t bill.

When you do want to build, you would, but if you’re accepting any, does anyone know? Think of it. What if someone says, Hey, I have Aetna and they were looking for a provider. Would your name pop up? Remember if you don’t have a search engine that does it, it’s going to be a problem. Here’s one that as another website that I did, and those are the things that.

Bell’s palsy, difficult diseases, natural pregnancies, skin conditions, pediatric and geriatric care, migraine headaches, severe and chronic pain. What are they sending that message towards? Who are they trying to attract? Why are people will come into that office? What about veterans? If any of your treating the VA I would ask you, does anyone know that you treat it and in other words, think about it.

When someone sees you, what do they know about. The message we get and sometimes that message we’re letting someone else determine it. So I want you to think of a model situation. You are a business. So think of the show shark tank a little bit. If you were to take your business model onto the show shark tank with someone invest.

Now, I’m not saying in reality, but the idea is that a solid business model. So you’ve got to think of businesses. How do businesses change and grow or close by example, the company series. Was the biggest retailer in fact, had a complete catalog and shipped everything. What did Sears not do? They didn’t adapt.

I think of it. Amazon took their idea. What if someone at serious said, Hey, wait a minute. This company is, we’re going to go back to that. We already have a catalog. Why didn’t they do that? Because I felt there were too big. And so they wouldn’t integrate, they wouldn’t adapt. So what happened to Sears? But it’s interesting when you take other stores, take the store target.

I find that interesting from a business standpoint, if you go into target, you’ll notice when you first walk in there’s a little 99 cents store items in that place. They, they got three, four hours, not a lot, but what is that doing? It’s attracting the nine instance. ’cause people like that stuff.

Why not offer a little bit of it? So think of in your practice, do you offer a diversified way for people to come in there? Is it one way or the highway? I’ll give an example. I have a very good health insurance. I literally have no deductible. I pretty much have no copays. That sounds crazy, but let me have you understand something for that plan.

It costs me and again, you’re going to think. I’m kidding. Okay. About $3,000 a month just under that. So when I say I have no doubt. What does that really mean? Yeah, I don’t, but I’m paying $36,000 for no deductible. So the reality is it’s expensive. So does everyone have that type of policy? No. So if I walked in, I would certainly say, you’d go, yeah, I’m going to take your policy because it’s a really good one, but not everyone’s is, and that’s something you have to learn that there’s nothing wrong with cherry picking.

You can say, oh, I’ll accept this plan, but won’t accept that one. We do the same with any patient. So think about what is your diversification here? Have you seen modern acupuncture? That’s very. That’s an all cash. How do they make that work? Part of how they do it is they make their visits very inexpensive.

So you have to learn how to make volume work. Now, the difficulty is that we can’t have multiple fees for the same service. Now, if you were in a completely cash practice, you can set your fees anywhere you want. But as soon as you bill insurance, now we have to have a balance because you can’t appreciate the ability to insurance patient more than a cash patient, makes sense.

Same price. Now, keep in mind though, this model does work well. It’s a very popular one. Now, how does it work though? People don’t buy a single visit? You can, but it costs a hundred dollars. If you buy packages of visits, it changes to as little as 60 or maybe 40 or even $20 a visit. It’s just a matter of making sure we have done it right now.

I’m going to say to you, is there any reason you couldn’t offer that in your office? In other words, you’re like targeting you offer that cause are there going to be patients interested in it? I have a couple of practices that their whole practice is based on prepaid. Liberal. The in fact, they don’t do anything but prepays.

And she says that they sell about 25 to 30 every month. Her cheapest one is about 600, most expensive, about 5,000. No kidding. Now she will tell you she doesn’t sell that many of the 5,000, maybe one or two a month. Still not bad. The idea being though she set that up. Now the difficulty with that though, was this, when you have that type of practice, if the economy.

Is low. Does that start to dry up? So I’m going to suggest yes, but why do it? And I offer both, in other words, I will take some good insurance, but I’m not taking all of it. And I would prefer to do more cash, get people interested in health care. Remember insurance only covers so much. What about your true health care?

So you want to think along the lines of what about doing that, but here’s the part I want you to see? What does someone see? How is your office viewed? What do they know that you do? What do they know that your costs. How do you come across on a personal level? When people see you, do they see someone professional?

Do they see someone when they meet oh, this is the person I want to go to. This is a person that gave me some writing formation. What is the community around you think? How are you in the city or the community you’re in? How are you viewed? We set that narrative. What is your web presence? What if someone were to search acupuncture to treat whatever and your city, would your name pop up?

Here’s something I’ll guarantee you the American acupuncture council, the network, our education division. If you were to type in acupuncture seminars, guess who’s going to pop up first. We do. We do it by design. It’s not by happenstance. We make sure we put out a lot of information too, about how to run your practice.

And it’s not about all insurance. But that way, people know that you need continuing education in heck we teach a heck of a seminar that deals with just cash. But again, will you show up? What if someone says, man, I have migraines. Have you ever written anything up about it? Is there any information they might find?

Is there any blogs or any written video? Because you remember for a search engine is going to look for people who have put. If you’ve not put any information, you’re not going to come up. So start to think of where do we show up? Remember the old days of a yellow pages. No one does that anymore. So how did they find you?

What are we creating for referrals within our own patients? Is there any newsletters you send? Let’s go old school, send them out via email or even mailing. What do people know? I have an office that what they do is they work with. And every time they sold one of those welcome packets they’re included in there.

Cause I know I get some periodically in my neighborhood and it’s always a dentist or two chiropractor, a few medical doctors, but have you ever thought, Ooh, is that a way for you to go in? Hey, I’m looking for an acupuncturist and then think about what about groups that you might work with? Have you ever thought of any civic groups that might need someone to come do a lecture now?

I’m not saying that’s going to be as prominent now that’s probably coming back, but start to think of how am I adding. Have I worked with any sports teams and I’m talking not professional, but what about being the person for a high school team that helps deal with pain? I’ll give an example. The I coach high school kids.

And one of the things they know is if coach Collins is talking to him about treatment, I’m always wanting them to get acupuncture because I have found a person with acupuncture gets well faster, simple as that. And once they see it work, it becomes a thing. And quite frankly, I coach at the most prominent sports high school in the U S and everyone knows what’s going to happen when you’re one of my athletes.

My goal though is that, do people know that you do that? So where are your patients? There’s lots of patients. Everybody’s account. Technically even some insurance. So start to think of how am I getting my cash? Am I advertising? If you are all cash, how are you using that to your advantage? Is it on your site that your price is cheaper, it’s more affordable or is that the right?

We don’t want to go. We want to talk about the quality of care. Here’s one thing I’m always concerned with is cheaper. Always better. I don’t think so. I’ve never picked a doctor because it’s cheap. No. Now, I’m not saying there isn’t times that many of us do, but I want to think along those lines, but realize there are things you can do.

What about a prompt payment? What about a pre-pay and then of course all the different types of insurance. Now, what you’ll see here as well, there’s nine different ways of insurance. I will point out not all of these are good. And I think this is where people go wrong. You are going to have a practice that’s diverse and accept the things that are welcome to you.

And the ones that aren’t the medical doctor I go to, which is very rare. He doesn’t take PPO and HMO insurance. If you don’t have a plan like I do, he doesn’t accept you. You can pay. But if you’re going to use insurance, he doesn’t accept those lesser ones. Now his practice is busy cause he’s built that you’ve got to be able to stick with it.

Know what you’re looking for? What are the patients looking for? Cause here’s what it comes down to. If your practice is going to grow it’s about patients, it’s about how do we attract them? Start to think of what have I done to attract patients and then start tracking, do things and see, Hey, did that work?

Did it help? Did you create something where you tried to create a referral based within your own. Maybe something you let them know, Hey, have your patients come in or have your friend come in, we’ll give them a free consult. Things of that nature. Does it work? Does it not work? If you do a cash discount, you do a group on, does it work?

Here’s what I’ll say, deliver what you do best, which is to make people feel better and your good care. But we’ve got to make sure people will know that we do that. And are we setting that narrative? If you’re not looking to grow. And even grow a little, you’re going to shrink, which means you won’t be around.

Here’s one of my concerns and this sounds awful, but it’s true. Approximately half of the people who graduated from acupuncture school within five years, no longer practice. And I think that’s mostly from bad management of the business. And I think partly because this is something that’s the hard thing to deal with it and know it doesn’t work.

You can make anything work. If you stick with it, there are practices that do all cash and do very well. I’ll tell you what though, by a tee, they all have really good communication skills. They also generally are in higher than average areas of income and have built that in. But if your practice is about in that type of area, maybe a bit difficult, maybe you want to be a little bit diversified.

I said, deliver what you do best. This is what I want people to feel when they go to an acupuncturist, how do they feel after? And sometimes that’s going to be your best way. Do you have anything on your site that gives patient testimonials about, I can’t believe it. That’s usually going to be the best way to commute.

I help a lot of people, everyday acupuncture offices deal with problems from billing and coding, to collecting, dealing with cash and all those things. And some of the best ways I can communicate is just simply give examples of offices I’ve helped and how we’ve helped them. And that’s how you continue for the rest.

So I’m going to say, go out and start to think if you’re not thinking of growth, if you’re not implementing it. And there’s several ways to go. There’s not only one. We’re here to help you. The American acupuncture council is always going to be your resource. We have a network service where I become part of your office.

Call me, email me. We deal with everything on a day-to-day basis, no limits. And it’s not about insurance. It’s about everything can include insurance. We are a resource go to our. Take a look, we have a lot of free things out there along obviously with these types of programs. But what I will say to all of you is think in your own practice, what am I doing to make my practice better, to make my self better?

I think we’re always doing that, but how do we communicate it? So I’m going to say thanks for the time everyone in next week is going to be Chen Yen. So again, go out, be successful. Hope to see you at a future seminar. Take care, everybody.

 

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Sacroiliac Joint Pain: Considerations for Acupuncture Treatment

 

 

So let’s go ahead and get that. Pearls these nuggets these wonderful protocols to be able to use for sacred iliac, joint pain and dysfunction.

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.

Hello, everyone. Thank you very much for attending our lecture on the sacred iliac joint. My name is Matt Callison. I’m here with my colleague, Brian Lau. Hi, thank you very much to the American acupuncture council for having. Brian. And I were talking about the upcoming module two low back hip and groin for this sports medicine acupuncture certification program.

That’s in September. And we’re thinking about different ideas of what we could be able to present. Because sacred iliac joint pain that would be presented at September and November is so prevalent with many people with different lifestyles. And we thought it would be a good idea to share with you some of our experiences.

As experiences at different points and different things that we can be able to use for releasing sacroiliac joint pain and dysfunction. What we’re doing is actually just going to be providing you in this short period of time, just a slice of the pie of things that can be used to help to reduce pain and the sacred early, actually, there is quite a few more things that you have to take a look at, but that would end up taking quite a few days to be able to go through all of that.

So let’s go ahead and get that. Pearls these nuggets these wonderful protocols to be able to use for sacred iliac, joint pain and dysfunction. So the next slide there, if we could. Go to is it’s such a crazy common injury for people and it can be able to come and go can actually really be recalcitrant for a number of different people as well is sacred iliac, joint pain, and the sacroiliac joint and the tissue surrounding that is usually the innocent bystander.

If from the different postural and muscle imbalances that are causing a total. Our torsion, a strain within the post here, sacred iliac ligaments, and also the that are just over that sacred iliac joint. So the sacroiliac joint does have a very small amount of motion, but again, it’s the innocent bystander from different pelvic imbalances and muscle.

And with those muscle imbalances come channel imbalances. And with that then comes challenge bounces within the associated channels. So this is something for us to be able to take a look at as an acupuncturist. Let’s go ahead and present some real gems here that we can be able to instantly take pain away from the sacroiliac joint and not just needling local.

So the next slide, please.

This is a bit of an overview, so we could use the innovations of L four L five at the Wachovia, Josh G points as well as you be 31 and 32. You be 33 would also be a choice. That’s just easier to find. You’d be 31 at 32 Bali out points. So this would be where we could actually affect the. We’ll also talk about points along the internal pathway of the call bladder that can be used as its own separate treatment protocol as well.

And of course, local needling in the sacred iliac joint region. And the reason why I say not into the sacroiliac joint is because it’s very difficult to get an acupuncture needle into that small little crevice of the sacred iliac joint. It’s something that I think as professionals, we should never say.

To anyone that were actually neatly into that joint, we would actually need some kind of digital imaging in order to guide us to go in there. So it’s just important that we have our language straight, especially if we’re going to be discussing to medical doctors or chiropractors or physical therapists, we’re stimulating the tissue around the Secor iliac joint, helping to decrease pain.

Then after that, we’ll get into some important motor points and also some tissues like the sacred tuberous ligament that are associated with the urinary bladder and kidney. So let’s go ahead and start right off. I think the next slide, please. This is a repaid. This is some, these are some points that you can use consider when you are needling locally underneath that PSIS for the sacred iliac joint pain is the innervation site to that joint.

So walk to a jig points at L four L five needle, those bilaterally as usually for the past. For needling, those points also, you be 31 and 32. I don’t really need all those bilaterals, but you could normally I would be needling just the side of the effected SSI joint. So you’d be 31 and 32 good combinations with local needling that you can use that in addition to, let’s go to the next slide point combination here of gallbladder 29, which is. Motorpoint or the superior motor point for the tensor fascia Lata. You can also use gallbladder 30, or I prefer the piriformis motor entry point. And I’ll discuss why in just a second. That would be with your SIJ needle technique and then also do one.

So why are we using this point combination? Let’s take a look at the internal pathway. So that image on the right, this is from Royston Lowe’s book of secondary or ordinary. I think it’s called secondary to. Printed in the 1980s, you can see from gallbladder 29, Brian, I don’t know if you’re have a cursor, if you could be able to point that out.

So gallbladder 29 on the hip there, we can see from that primary branch 29 will then go to gallbladder 30. That’s as we know into the buttock region, there’s an internal pathway that goes from gallbladder 29 down deep across the PSIS and communicate. Seemingly with the steak really act joint and its tissues, because the next point is that it communicates with, as you be 31 30, 2 33 and 34, the Bali alpha points, then that internal pathway goes down to two one, which is really quite interesting when we look at the pelvic floor.

So we’ll have a quick discussion on that, which is a very quick from that do one. Then the internal pathway arises and goes back up to the surface at gallbladder 30. This is the reason why we could use gallbladder 29, where the internal pathway begins before it goes to the sacroiliac joint. We could also use do one would be a good choice because of the ligament that had a cost to Jill ligament is the seam of the left and right pelvic floor.

So it has a lot of communication within that region. We could also use gallbladder 30 there because that’s where the internal pathway comes up and arises at gallbladder 30 personally, I prefer to use the piriformis motor entry point in this case, the reason why is because of its influence within that region has a really strong stabilizing effect for the sacrum itself.

When I’m using gallbladder 38, I’m actually thinking about trying to stimulate that sciatic nerve when there is true. SIADH. So I’m using that for a little different purpose or also with ease and gallbladder 30, just on a side note, it’s an excellent point for tonifying chia. Something to be able to mock up, you can use that with 36.

So back to the sacroiliac joint pain, gobbler 29, where the internal pathway exits from gallbladder 30 is where it comes from the deep, after going to the Bali Al points and the secretary iliac joint region to do one resurfaces at gallbladder 30. So you could use that point or the piriformis motor entry point.

That’s a nice combination. And you would tie in those needs. Those local needles around that area with gallbladder 41 is sad. Job five being the master income fluent points for the diamond mine young way has a strong effect on the civic really act joint that we demonstrate quite a bit with Gillette’s test in the smack pro.

All right. So that’s a standalone. However, you could use that with the L four and L five watch OCI points, or you’d be one and you to help tie in that internal pathway and also the innovation. It’s a solid treatment. So let’s go into, I think the next one, Brian is going to take over and start talking about the urinary bladder and kidney.

Yeah. So this would just be a, something to consider an add into the treatment. If we just get an overview of the urinary bladder and kidneys and new channels, translation for the sinew channels. We have a partial list on the left for the urinary bladder. So a new channel and a partial list on the right for the kidney sinew channel.

I say partial, cause it’s only taking us up to the lumbar spine. These channels would continue. But I’m just glancing at that image. We can notice a couple things. First of all, the urinary bladder sinew channel is going to go posterior region through the glute max hamstring tendons. We’ll talk about a couple other structures, but they’re going to form and unite at the posterior.

Part of the sacrum with the posterior sacred iliac ligaments. So that’s something right there. So it’s going to have an influence on the sacred iliac joint. Through the posterior second is really act ligaments, the kidneys, send new channels, going to dive deeper, anterior to the sacrum, to form the ligaments on the anterior portion of the sacred.

So those channels run fairly close to each other, running up the leg and thigh, and then diverged at the pelvis. Kidney channel can be sending a channel going into the pelvic floor, anterior to the sacrum urinary bladder, posterior to the sacrum. And they’re going to have quite an influence on the balance of the sacrum.

So we’re not going to necessarily have to treat every structure listed in. But we’ll highlight a few specific ones and we can look right now and notice on the left, we have the sacred tuberous ligament as part of the urinary bladder sinew new channel. This is the ligament that goes from the issue of tuberosity to the sacrum, a major structure that supports the sacrum.

So if I’m bending forward, that’s going to prevent my sacrum from basically popping out of the joint. It’s a very supportive structure on the sacrum, the piriformis part of the urinary bladder send you to. Blue max, which would be important. We’re not going to talk about it as much today, but we’ll highlight that line from the hamstrings, especially the biceps for Morris into the sacred tuberous ligament, and influenced also by the piriformis.

And then one last structure on the urinary bladder is one that would not be super obvious for a lot of people is Fronius long in the prone in general, the peroneal group, it’s very lateral. It looks like it’s on the gallbladder channel. It’s a lateral branch of the urinary bladder sinew channel. I’m going to put my cursor on it and run up through here.

The gallbladder channel would run just anterior to this. So this is a lateral bland branch of the. Urinary bladder channel. It’s going to go up to the fibular head and then link very strongly with the biceps for Morris. And then up through there and to the sacred tuberous ligament and the posterior sake really act ligaments.

That’s a key structure that we’re going to be working on that whole line in this. And we’ll talk about that in this presentation. And then the kidney send new channel. Just isolate one structure and that’s part of the pelvic floor, which has a big influence on the sacred iliac joint. That’s the issue of Cox.

So let’s move forward and look at those. Brian, yeah. Can you go back to that slide? I just want to offer one thing. I remember something that you and I have taught in the past when we’re talking about acupuncture as an assessment. So when the patient is laying prone and you can palpate underneath that PSIS and they have a certain amount of pain when you’re palpating in that region.

It’s usually the peroneus long as sometimes it’s the biceps for Morris, but it’s also the protein as long as it’s a real go-to muscle to go ahead and treat that motor entry point and see if that’ll decrease. The SSI joint pain usually does by a good 50%. So remember that combination, the Proteus longest the biceps femoris, and of course, going into this particular tuberculous.

But the peroneus longus is one point that can really take a lot of pain away from the sacred iliac joint, which is wonderful to be able to do so you can see patients have a lot of confidence. You as a practitioner, when you use one needle and you decrease their pain substantially. Thanks, Brian.

Yeah, sure. Yeah. This would functionally would really help support the SSI joint during gait, cause as you’re walking in heel strike, those muscles would start firing and help help. Whole mechanism that supports and pulls down and blocks, maybe that’s the right term, but supports stabilizes.

That’s sort. I was looking for help stabilize the sacred iliac joint, especially in running and walking type activities. So it’s really tied into the balance of the sacroiliac joint closure of the joint. That’s awesome. That’s great. Performance and sacred tubers ligaments are are ones that we’ll look at a lot.

And this slide This is a complex topic. When we get into the movement of the sacroiliac joint, I’m not going to go into super detail with it. Cause you have to, if you’re interested, you can look up nutation and counter nutation. It’s a long process to describe it and it can get very bogged down in the mechanics.

But simply speaking as you’re walking and running, you have one leg going forward and one leg going back in the innominate bones follow that there’s going to be a rotary rotation type motion in the denominator. You can picture the leg that’s swinging back is going to influence one that side. Let’s say, it’s my right leg.

That’s swinging back. This is going to influence that right side into an anterior tilt the pelvis. Whereas the leg that moves forward the forward leg is going to influence the innominate bone on that side of a D my left side in this case is going to go into a posterior tilt. And then as the gait changes in the leg switch, that’s going to go back the other way.

There’s going to be this kind of rotational type aspect through the innominate bone. That’s going back and forth. And even just from the get-go, you’ll notice with people that there is going to be a cemeteries in that. And maybe one side, it goes really easily. And the other side, not so well. So that’s going to set up the potential for things like say curly act, joint pain.

The sacrum has a particular movement in that rotation that is helped and supported by the guy wires of the parapharmacy and sacred or tumors. That’s going to prevent the sacrum from just being locked to that innominate bone movement. And it’s going to create this nutation and counter nutation motion this swaying and nodding of the sacrum.

And that’s what kind of creates the sacred joint movement. It’s a very small movement, but it’s an important movement. So we’re there to help support and guide the sacrum and its movement within that rotary movement of walking and. So it’s very important in the balance and stability and movement of the sacroiliac joint.

Because these are such key structures that holding onto the sacrum and supporting the sacrum and guiding the sacrum, it makes sense to make those part of the treatment. Paraform MIS via treating via the pair of farmers, motor entry point and the sacred tuberous ligament are very key structures that you can just include in treatment for Sacre iliac joint pain, but.

Ways you can use assessment to help determine when they’re going to be most effective manual muscle test postural findings. There’s a test for the sacred tuberous ligament that we use that we help feel for when it’s over bound and preventing and locking the movement. So those can help guide it, but they’re really key structures for this whole dynamic.

So let’s talk about piriformis motor point. This is from from Matt’s book the motor point, you actually having both the sports medicine acupuncture book, but also the Motorpoint index for the location. That point is halfway between you’d be 53 and you’d be 54. That’s how it’s described in the motor point index.

But easier to teach when we’re teaching this motor point for location is to find the PSIS. Let me get the cursor there. Find the borders of the PSIS lower border, upper border medial lateral get right in the middle of the PSIS. That’s going to be one of your points. Next point is going to be where’d my cursor go.

There we go. It’s a little hard to move on this due to, we know we’re due to his and draw a line between middle Brian. Yeah. Do we have a video for this next? It might be easier just to watch that video because the cursor is having a harder. Okay. Yeah, we can do that. Yeah. It’s hard to control the cursor cause it’s a kind of a small window, so yeah.

And it just describes it in the video. So let’s just go for that. Okay. We’ll do so I think it’s the next slide. Yeah,

we’re looking at the lateral side of the hip and identify the piriformis and loader entry. So first let’s go ahead and feel for due to then also for PSI. So we’ll take three fingers. I feel for that PSIS superior Porter, inferior border medial Porter, lateral border. And I just arrived for the middle of that.

PSIS I feel duty. Yeah, from the middle of the PSIS to do too, we’re going to divide that in half. So there’s a line drawn from the middle of the PSIS to due to being the hiatus of the sacrum. Divide that in half on that line. Okay. So then now this point, the halfway point, you’re now going to go perpendicular to the line until you feel the edge of the sacrum from the edge of the sacrum.

We’re now going to follow that line, just continue. One more SU identifying the PSIS inferior border fingers, medial border superior border, and lateral border go right into the middle. Take the other hand to the sacral Cox show injunction, which would be due to the hiatus of the sacred and the PSIS the highest of sacrum.

Divide that in half. There’s going to be a line here. So divide that. From that line now drop perpendicular line paid out till you feel the edge of the sacrum from the edge of the sacrum. Just one more soon out and you’ll then locate the piriformis. Motorpoint approximately one sort away from the lateral border around the sacred.

This was soon.

Next slide. Alright, so you guys, the continuation of that video actually does show the needle going in, but it’s just it’s a perpendicular needle with a three-inch, going into the depth about two inches. For those people that have studied with us before, that this is also the piriformis motor point is an empirical motor point that softens the urinary bladder 10 region.

So it’s really quite useful with a cervicogenic headaches when needling for sacred iliac, joint pain, and dysfunction. So always a good idea to needle bilaterally the period before. When you’re using manual muscle testing, it’s very common to have one piriformis be weak, and then the other one would actually be strong or a locked short position.

So it’s always good idea to be able to needle both piriformis. Brian, you wanna just keep going on the secretary of this ligament or do you want to keep take over.

All right. So in combination, as Brian was talking about earlier is the guy wires for the sacrum would be your sacred tuberous ligament. And also by that a performance, we just covered now with the sacred tuberous ligaments, a very prominent, dense tissue, easy to find just off of do to. So if you divided due to, and the issue of tuberosity in half and did a cross fibers for your cross fibering, where that ligament is, it’s a very.

Ligaments about the size of your pinky. Very dense. However, it does have some flexibility. So when you find some Oscher points within that region, you can see it. The red arrow that’s on the left is going to perpendicular with the sacred tuberous ligament. That’s how you want to palpate it. That’s how you want to needle it.

Usually in the middle sections where you’re going to find some Osher points I’m using an inch and half. You might need three and she knows depending on the size of the person’s bum but it shouldn’t happen to two or two and she will usually go right in that area. Needling that bilateral late is usually a good idea with sacred iliac joint pain as well.

Now there’s going to be another muscle, the next slide part of the pelvic floor being the issue of Cox and GS muscle, the issue of Cox GS Brian, let’s see if we can get the cursor. I know it’s really channel. To do that, that right-hand side, that issue is going to be located under the sacred tuberous ligament.

So you can see the cutaway on the right hand side of the image. And the cutaways, you can see the sacred tuberous ligament and also the sacred spinus ligament and where the pointer is right now is the underlying issue of Cox a G as part of that pelvic floor. So the same way that you would needle the sacred tuberous ligament going right into that dense ligament, if you took a three inch needle and threaded that up underneath the sacred tuberous ligament scraping, basically the.

Of it. The needle would probably be brushing against the sacred spinus ligament as well. The next tissue is going to be an issue of Cox and GS. This is a game changer for sake, really act joint pain. And there’s a number of different reasons why we need them in this muscle as well for the lower ciao complaints.

But for right now, let’s just keep on the sacred iliac joint. You can consider the issue of Cox, of GS as part of the pelvic floor and also Guidewire to help to stabilize. So needling the district Cox, a gas is very safe. However you can see that caution is advised on the left-hand side there. This technique really should be needled by experienced practitioners with excellent knowledge of anatomy.

You need to have really good command of your needle technique and know where the point of the needle is going at all times with this. Inadvertently go too far internal, you could affect internal organs. And that would not be a good idea whatsoever because of the risk of infection. This is a wonderful point to be able to use for just for experienced practitioners only.

All right. What do we have next? We’ve got now the local needling, right? The local needling for the sacroiliac joint pain in the secure sacroiliac joint region has been around for decades. There’s different ways of going about needling it, the way that we teach it in the smack program is to get the upper two thirds of that sacred iliac joint, where mostly where the pain is and divide that into four quarters.

From that PSIS the medial border. You move out just medial, just about once someone may be three quarters of a stone in order to take a finger to press underneath the PSIS, which is the roof of the sacroiliac joint. So that finger is going to go just underneath that. PSIS toward the secretary iliac joint, and you’ll divide that into four different vectors or four different angles.

So it always good to ask the patient does vector. How does that feel? That better be as you move down a little bit, how does that feel? Vector? See, it should move down just a little bit more. How does that feel? And of course, vector D and they’ll tell you let’s see, they’re going to be, what’s common.

It’s usually a and C could be B and D. So whatever those are you go ahead and take your inch and half needle and start threading that underneath the PSIS in the direction of the CIC. Really? Actually, there’s a great local. Technique to be able to use in combination with the other points that we have used, or at least some selection of different points that we’ve have talked about.

Great to be able to combine these needle techniques. After all the needles have been pulled out with the following myofascial release technique. This is something that we teach in our sinew channel myofascial techniques, class. This is also another game-changer to help, to reduce the tension within the tissues of the sacred early actuate and also the glute Maximus.

Brian, do you want to take it away? Now? We have a video for this one. It’s a pretty simple technique. I’ll let the video show it, but it’s, I’m working on the boundaries, the borders and attachment sites at the sacrum. It’s an easy technique just as loosen that a lateral border of the sacrum and help free the sacroiliac joint.

And you can modify it based on somebody in a posterior tilt or an anterior tilt. You can basically. Bring the leg up and you’ll see this in the video. It can like a crawl position to help bring that more anterior tilted pelvis into a posterior tilt and influence it out of that position pretty well.

Or you can move in the other direction for somebody in a posterior tilt to influence that and take it more into an anterior position. We’ll see that in the video.

so we’ll be working on the attachment. So the glute Maximus, especially the sacral attachments and just the spreading and moving softening the attachments along this. Very nice technique. We can adapt the technique to somebody who has a posterior and anterior tilt. This model. We have an anterior tilt, but I’m an exaggerate.

The anterior tilt. You can imagine with that, that it’s going to be much more effective if I move that tissue away from the sacrum. Yes. But also downward and help encourage more posterior. Or they took the pelvis. Conversely, if somebody has posterior tilt your pelvis under. And in that case, if you were working in that same direction, it’s going to encourage them more into a posterior tilt than the RDR.

So it would make more sense to come from a different angle and help lift the tissue to help encourage more anteriority to the pelvis. So we can adapt that general direction, but in both cases are moving the tissue away from the sacrum, either away and down lateral and down or lateral enough. So we’ll start with.

Lateral and downward, is that a little bit at the edge of the table? My side is towards her, so I can gently let my body sink in for them tissue using the elbow. Also a little bit of the proximal hole. Now I go right to the sacral attachments, think perpendicular and then spreads slightly lateral just to distract the tissue away from the sacrum and inferior.

I might have the. Gently and slowly tuck the pelvis under just the small movements, adequate

relax, slightly downward, another area of the tissue and under move, that movement that you’re doing, you can help them talk, but all of us under.

They generally talk under

pass.

I’m from instances you might, especially with an anterior tilt, you might add to the technique I put in the patient into sort of a crawl position. And you can see in this position, that’s going to encourage even more of a posterior tilt the pelvis so it can do similar technique. You’re comfortable.

Cellular technique with them in this position. And the position itself is going to encourage more of a posterior tilt

and I might hold a little longer in this particular position.

All right.

We have a QR code here for the new program that just started. We’ve the sports medicine acupuncture has been going on. This is jeez, what cycle is this mat now? 13, 14, but this is a updated version of it where we’ve added significantly to the. So for more information you can access the QR code.

That class has just started. I just actually returned from San Diego two days ago. So I’m still on California time. But that was for not for this, but the class just started this past month for module one module two will be in. You can start at any time, low back hip and pelvis. It’s a really pocket one.

It’s great. Yeah. It’s starting in September.

And Matt, why don’t you talk about this? Sure. Yes. So we are crazy enough to be able to put on a symposium because the field needs it. So ACA sport education we’ve gotten together, we’ve decided that the field really needs to be able to have a sports orthopedic acupuncture type of supposedly. So it’s something that should be happening hopefully every single year.

We’ve got a great speakers. This is going to be coming up in March 30th, April 1st in 2023. I’m here in San Diego. If you want any information there, just go to sew as education.com. So app as is the acronym for the title of the simple. The civic sports and orthopedic acupuncture symposium or so, so as education.com the next slide, I’m not going to get into all these introductions.

You guys can go ahead and check that out. Check that out. That’s also going to be on. So as education.com, theme is going to be mild fascial assessment and treatment. We’ve got some great people here. I can’t wait for this symposium. This is going to be a lot of fun. We also have recordings through loss of OMS.

That’s going to be available. Under the online CE use 75% of the smack program is going to be online, is online. And Brian and I are also working on an acupuncture anatomy series. You see there on the upper left. So as major and quadrant slump, And then if you want, if you like the way our education is, then you know, this get connected, we’ve got Facebook, we’ve got YouTube, our sports acupuncture Facebook page is really quite popular.

That’s a great one. To be able to ask some questions, you get a lot of knowledgeable people that are trying their best to be able to give their experiences with it. It’s a good Facebook feed as for sure. Brian, is there anything you want to add to that? Nope. I think. Okay, so next week, Sam Collins for me here.

Oh, that’s right next week. Sam’s going to be here. That’s awesome. Thank you so much to the American acupuncture council for having us, it’s really wonderful. Brian, it’s always a pleasure to be able to be hanging out with you and talking about medicine. It’s great. Thanks very much. So then we’ll see you next time.

Thanks everybody right. Bye. Bye.

 

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Explode Your Practice with Your 30 Second Elevator Speech

 

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.

Hello everyone. And welcome to another episode of, To The Point. I am Dr. Nell with the American Acupuncture Council. I want to thank AAC so much for having me here today to talk about something that was actually really critical for me. And the success of my practice. I’m currently getting notifications that AAC is live.

So if you all have not signed up for those notifications, please do we have too many great speakers to miss out. So at the end, we’ll go over what’s happening next week. But for today, Let’s jump right into the slides so we can get into your 32nd elevator pitch. So here’s a little bit of what we’re going to go over today.

There’s a lot of important aspects to this, but it’s really important for me. For the topic of this conversation to give you something really tangible that you can walk away with and scale for you, your practice using any given situation, we’re going to go over what some of those situations might be.

But we’re going to talk about how you’re currently introducing yourself. What does that current pitch look like? Is it even really a pitch? Do you stumble over that a little bit. We’re going to solve that problem today. Why we need this introduction how critical it is for our businesses, for our lives and what’s your, why?

Why do you need a good introduction? What are you looking to. Accomplish in your business and life. And how do we build that confidence when it comes to our communication. And then we’re going to get into crafting your new introduction, your 32nd elevator pitch, and then next steps. How do you use this throughout your life?

Let’s move on through. How are you currently introducing yourself? If we can talk about that for a second, this is the number one thing that practitioners and students tell me that they often struggle with because we are usually called licensed acupuncturist, but we do so much more than acupuncture.

Do you say that you’re an herbalist? Do you find yourself saying acupuncture best and people just assume certain things about you or about your. Do you say integrative medicine provider in order to try to be a little more inclusive with all of the things that you do, are you saying you’re a TCM practitioner?

The issue with all of these is, and we don’t want to forget this one. When we list all the modalities, because we don’t want to limit ourselves to acupuncture. So we say, but I also do cupping and moxa and Quasha and herbal medicine and nutrition. And you’ve totally lost the person in front of you because what do all of these things have in common?

These terms are really meaningful for us as practitioners who understand our medicine, who understand the value that we bring to the table. However, They don’t provide a lot of value for that person sitting across from us or standing next to us in line at the Starbucks or the person that we overhear on the street who has an injury that we could really help.

And they’ve never tried acupuncture before. So how are we going to go about articulating that value to someone who has no idea what we do? And more importantly, what are we actually missing out on by not honing in this clear communication? So if I say, oh, I’m an acupuncturist. And someone has these preconceived ideas about what that means, or very commonly they’re afraid of needles.

They might not even want to hear the rest of the conversation that we could engage in, where they could be held. Herbal medicine, cupping, nutrition, et cetera. So we don’t want to miss out on these key areas and having proper communication allows us to really hone in here. So provider collaboration, and I’m not just talking about providers who are well aware of what we think.

Providers in our industry or people we’ve already been engaged in a referral type of relationship with, but what about providers who need to understand our value, who would be great sources of referrals? However, we’re not in a place where we can communicate that effectively. And then they don’t know how to properly refer to us.

Referrals are consistently noted as the primary source of new patients. And when I coach practitioners, this is what they say to me all the time. My practice is so referral based. If we can hone in on our communication and have that perfect pitch, this will really help us get more referrals, a general public education.

So these are people who have maybe little to no knowledge about what we do. Maybe you have a speaking event where you’re actually going to be a public speaker you’ve been asked to speak or you’re at a health fair. Pre-qualified people who are already interested in their health. So they need you you can get really targeted with this general public education as well.

So again, this template we’re going to go over. You can tweak for any given situation. All of these areas are going to benefit from you being able to craft that perfect pitch, talking about patient retention. So let’s say you’re like, ah, doctor now, I don’t want to be a public speaker, so I don’t need to do general public education.

What about people who come into your practice that you’re trying to articulate? Why they need to come three times a week for three weeks, or you’re trying to explain to them how critical their treatment plan is to their success and the goals that they want to reach that effective communication with your patients is what’s going to help them continue to come back into your practice to build that trust, to manage expectations.

And all of that is important, even in that one-on-one relationship and then networking, of course, and this is something that we’ll go into more in a later episode of to the point. Sometimes you just meet people and you’re not really sure how they’re going to fit in with you, your practice, your network.

You want to be connected to this person. You want to stay in touch, that you want to be able to articulate value. How are you doing that in 30 seconds or less? Because the attention span is going down. Our timeframe that we have to make a meaningful impression is going down. And so I want you all to get really clear on that today.

And that’s what I’m here to give you. So we can’t talk about effective communication. We can’t talk about your perfect pitch if we don’t know why you’re doing what you’re doing, because what I might say and the value that I believe I can articulate to an audience could be very different than the value.

You want to relate to somebody the type of patient that I want to attract? My goals for my business for life to be very different than yours. For me, my why is bringing acupuncture into the standard of care. I am passionate about that. I think it’s really important. I think the more people who have exposure to this medicine, the better, but there aren’t a lot of people who can effectively communicate what we do to an audience who has no idea what we do.

It took us years in school to understand certain concepts and verbiage and jargon that the general public doesn’t know. So we always want to have our why in mind, because that’s going to help us craft our messaging. When I’m thinking about acupuncture into the standard of care, this helps guide my business decisions.

It helps guide my messaging. So I’m always focused on meeting people where they are, because. Goal is to bring more people who are not knowledgeable about this medicine into the fold. So you can have your overarching why, and then your smaller business-wise I’m not saying that, when you’re deciding where you’re going to go for lunch in the middle of your day of practice, that you have to be thinking about your overarching, why, but you might be thinking, oh, if I want to get acupuncture into the.

Care. I want my communication with the public to be extremely professional. I want them to see that my practices very clean that they can trust me thus, they can trust other practitioners in this medicine. And so our goals and our plans get derived from that overarching idea. So I love this quote by Stephen Covey to begin with the end in mind, because you are going to reverse engineer that.

And the last thing we want to talk about before getting into that actual template is confidence because this is the pushback that I get a lot of times from practitioners, we get educated very well. When it comes to clinical skills I. Doubt people’s clinical skills. When I went to school in California, it was a rigorous education.

And so I felt very competent when it came to needling thing. When it came to herbal medicine. However, I didn’t have a ton of business training. There are very minimal hours in the curriculum allowed for that. And so my confidence when it came to business was not there. So I’ve been where a lot of you are at this point.

And so we’re going to. Some of that today. Like I said, I like very tangible takeaways. So we do have this responsibility of being able to educate and communicate about how we provide value, because how do you get patients into your practice if you can’t do that? How do you help grow the medicine, the professional without being able to do that?

So we do need to be very focused on building our confidence so we can have these conversations. You hear a lot? Oh, confidence comes from operating outside of your comfort zone. True. But again, let me make this really tangible for you, keeping the commitments we make to ourselves. So if you tell yourself I am going to do these five things today and you check off that to do list, you do all five things at the end of the day, you have reinforced to yourself that you can trust yourself.

If you have a list of 15 things. That’s a lot more things than five, but you’ll only do 12 of them. Even though 12 is an accomplishment. You might be telling yourself, oh, I didn’t get to 15. That’s what I said I was going to do. I can’t trust myself. So when I coach students and practitioners on building confidence, I encourage you to come up with ways that you can check that box that you can trust yourself.

It might be a simple. I said, I’m going to work out this morning and then I did. And so today is a success I can trust myself, but that confidence in life translates into confidence in business and absolutely your confidence in communication. I don’t think it’s realistic to think that you’re going to be a hundred percent every day.

If you wake up and think I need to be at a hundred percent to go and treat patients or to practice, nobody’s perfect. So I actually love this 51% rule that my business coach told me to just believe it a little more than you don’t. And sometimes the act of going through the process, practicing things, you will get closer to that a hundred percent.

So when it comes to your confidence and you’re saying, okay, I’m going to, do X, Y, and Z. I’m going to put myself out there. I’m going to do this elevator pitch. I believe a little bit more than not believing that it’s going to work and you will eventually start to scale that confidence. So remember this, how you’re currently introducing yourself.

Let’s see if we can get a little bit more clear and concise with this. So this is the template that I will tell you for me. Changed my entire practice, this very simple elevator pitch. So your introduction, we often think it’s about us because it’s called our intro. Game changer is this is a three-part thing and only one part gets to be about you, which is.

Mind boggling for some people, it was mind boggling for me because the way I used to introduce myself as a young woman who wanted to prove that I, had experience and I was competent in my field. So I liked to list all of the certifications I was doing, where I went to school, my doctorate, all of these types of things.

That articulates no value to the person that you’re meeting, who knows nothing about this medicine. Now, if two out of the three parts are about the person sitting in front of you. That’s going to do a little bit of a better job articulating that value. So this first part of the introduction who you are, this is where we get to satisfy the burning desire to talk about ourselves.

And this could be that you are a licensed acupuncturist. If you feel very attached to that, you want to make sure acupuncture is in that title. This could be the integrative medicine provider. This could be for me, founder of peak health or director of development for American acupuncture council. This is where you get to say, this is who I am.

However. The other two parts get to be about the person you’re talking to. And this is the reason that this is a template. I’m going to show you some examples of this, of how people in every industry use this type of communication, this type of pitch and how I’ve used it. When you look at how you want to use it, you do not have to have the exact same introduction for any given situation.

How you introduce yourself is going to be different. If you are at a mommy and me group, and you’re talking about how you help postpartum moms and babies, that’s going to be a little bit different than if I’m speaking to a surgeon about how I am going to help benefit their practice and their. So when you’re looking at the who I help, that gets to be customized.

And what is the outcome of working with you? So I want to give some examples so we can go through each of these parts and it makes a little bit more sense. And I like to start with other industries because you will see everyone does. Yeah, you’ve heard it before many different industries, your 32nd elevator pitch.

This is how it breaks down. So these are two women who I was in a mastermind with, and this is toy. So toy penny, a holistic health strategist. She helps celebrity and CEO moms put their oxygen masks on and learn how to take care of themselves so they can be their most productive and their best selves for everyone around them.

Now, if I am. A man, maybe this wouldn’t resonate with me. If I am an athlete, maybe this wouldn’t resonate with me, but you bet if I am a celebrity or a CEO, mom, and I hear this, my ears immediately park up and I say, she’s talking to me. She still gets to say who she is. She’s toy penny. She’s a holistic health strategist, but I’m going to bet that the holistic health strategist means a lot more to her than it does to me as the person who she’s talking to.

She can have her own attachment to that, her own verbiage around that, just like we can to owner of your practice, licensed acupuncturist, herbalist, but the important piece. And you can see, even from the length of this, is that. The value proposition is longer. It’s more about the people that she’s helping.

So yeah, if I’m a CEO, mom, I’m listening. I want to be my most productive self. Maybe I should talk to her angelic. Cause I love cause hers is even shorter. And to the point, highly specific, a lot of times people think with these intros, with these pitches that they can’t be specific. You absolutely. Can you want to target the people that you’re trying to reach?

The person that’s in front of you articulate value for them individually? So angelic helps small businesses land corporate clients so they can increase their revenue and expand their influence. That’s pretty specific, if I’m a small business who wants to land corporate clients, I am ready to ask more questions of Angelique and that’s the.

Of this pitch of this 32nd elevator speech of this one, one sentence, two sentence, three sentence introduction. It’s to get people to ask more. It is not to articulate everything that we do. Every single modality into 30 seconds. It’s to provide enough value to the person sitting in front of you where they say I feel like they’re talking to me.

So two quick examples. And these are both me. And that’s why I wanted to show you guys. You can be the same individual with multiple intros, with multiple pitches. It does not have to be, oh, this is the only thing I can say. I gave you two examples at the beginning. I could either be Dr. Nell, the founder of peak health or the director of development for American acupuncture council.

And I love both of those roles. Both of those roles are such a part of who I am. Yes. What would follow that and who I’m talking to is going to be a little bit different. So if I’m speaking with a surgeon, I’m going to look at what value can I provide for the surgeon and in their practice. I will tell you with referrals, we all want to think that it’s enough to just say I’m able to get your patients better results.

It’s not. What else does that surge need? So that surgeon wants to know that their patient is taken care of because they don’t want to be dealing with the recovery aspect. They want to do a great job with the surgery and then have someone else holding them. Just hand. So that’s what you want to be able to articulate there.

Like how do you really provide that value? What is the outcome of working with you? And then that’s going to look different than if I’m doing a health talk specific to men’s health. I still get to be. I can be the founder of peak health still, but I’m going to talk about these needs, these middle-aged men who are experiencing these symptoms, weight, gain, muscle soreness, poor sleep.

I’m going to talk about how I address the root cause of that. So they can feel like themselves again, a really great tip with this is listen to what your patients say when you are going to. Provide value to people outside of your practice. You want to listen to the people that you’ve already helped.

What did they say when they came in and what are they saying now that they worked with you? When I work with middle-aged men, the number one thing that they say to me when they come in is I just don’t feel like myself anymore. And they list all of these symptoms. And so you want to work those things into your introduction, your pitch, because then you know what value you’re actually providing.

So this is your turn. You’re going to go through this process. You’re going to start with your why. So why are you doing what you’re doing? What do you love about it? And then who do you want to reach? Because this, who do you want to reach part is so critical with the who you want to read.

That’s how you’re going to decide, how do I present the value? What who are the people that I help and what is the outcome of working with me? So once you define who you want to read, This is the honest part. Are you confident? You can add value to this person or group of people. And if you’re not go back to those confidence exercises, I briefed with you guys.

But you’re going to go through that. I’m confident in you all I’m confident in this medicine. I know you can do it. People do not suffer from a lack of clinical skills. We’re just working on how to articulate that value to someone who knows nothing. What we do. And when you go through that process, then you’re going to craft your value proposition and that’s your one sentence in trial.

So again, what does that pitch look like? It’s going to be your, who you are, who you help, and what is the outcome of working with.

I’ve had so much fun being with you all today. I really appreciate you taking the time to tune in. I hope that this is a game changer for you just as it was a game changer. And thank you so much to the American Acupuncture Council for having me on the show to be able to provide this value and be sure to tune in next week, we are going to have Matt Callison and Brian Lau on Wednesday.

And you do not want to miss them..

 

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3 Tips to Bring More Patients in from Email

 

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.

It’s already a different time of the year, but you would just love to be, bring in more patients into the practice while you’re in the right place. And this is Chen Yen, six and seven figure practice make-over mentor@introvertedvisionary.com and your host for the American Acupuncture Council show today.

Let’s talk about this because there are three tips I’m going to give you today that can help you with bring in more patients when you with to have them. So one great way to do this, especially when you’re slow is to be connecting with your patient base by email and why email? Because it is. Low hanging fruit for you there it think about it.

Your patients trust you the most because they have that connection in relationship with you. The other possibility of bringing in patients is to get new people, to hear about you and trust in you, which is likely a bit of a longer process typically compared to your existing patient base. And you could be Connecting with your existing patient base to, to encourage them to come back for treatments, to refer other people to you.

And then also to perhaps you might have other kinds of services or offerings that they may not even know about or not be as familiar with, so they could be benefiting from those two. So let’s talk about. If you did have a desire to do this. And I be pulling in patients from this what are some hot tips related to this?

So number one tip is that

it’s, I would say a lot of acupuncturists don’t do this right now. Because they’re busy. Like they don’t have a wit a consistent way of staying in touch with their patient base. Nine times out of 10. When I ask acupuncturists, if they stay connected with their patient base, it’s many times it’s no or infrequent or not consistent.

So the first tip is that consistency. Brings awareness about you. Consistency brings trust. So do you have a set. I have a schedule of communication with your patients by email. I, whether it is once a month, whether it is twice a month or more frequently than that, or do you just never do it or do you do it only when you think about.

So consistency can do so much for your practice, because just think about it there. What are some of the reasons why people aren’t coming in, or maybe not coming in as or not using your services to its fullest extent or referring it’s because they may not put the two and two together even, have you ever had times when you’ve helped patients with one thing and then they didn’t even realize you could help them with something.

It’s so obvious to you, but it doesn’t cross their mind that you could help them with a different kind of a health issue. And that might be the case for it. They might already have people in their lives, friends, family, people, they know who they could be referring to you, but because they don’t even put the two and two together about how you can help them.

They know they don’t even think about it. And how can you make them continuously? How can you educate them, make them continuously more and more aware about the benefits of acupuncture or for some of you who are doing other things like functional medicine, nutrition, and other kinds of creative things to how can you educate them about that consistently so that they start understanding more and and seeing you more referrals.

That’s tip number one, the second tip to bring in more patients from email when you are slow, is that is to not only educate in your emails, but also be letting people know. What you have to offer. So making an offer, that’s one of the biggest mistakes I often see. So I know an acupuncturist who was telling me, she actually sends out emails pretty regularly too, to her patient base.

And I, and then she said I wish I would get more. Patients coming in from my emails. And then I had to look at her emails and I noticed that it was missing many times. She gave a lot of good information, but many times it was missing a cause of action of. What step you would like your readers to take, whether it’s booking an appointment with you or taking you up on some kind of an offer you’re providing.

So having a good call to action can make a big difference at one that doesn’t make you feel like you’re being pushy or awkward or sales or anything like that you could see on me actually. And I’m happy to give you. PME. And if you see this, if you’re on YouTube then you can reach out@introvertedvisionary.com.

So introverted, visionary.com and then fill out a contact form and then asked me for it. I’ll give it to you. But if you’re watching us on other platforms than just private message me or comment below in the chat, and I’ll make sure that you get. R what you could be saying that would book more patients and or have people take you up on, on what you have to offer.

Now, when we talk about offer some of you might think I don’t know, I don’t do discounts or anything like that. So what do you mean by offer? I don’t think I can give an offer. So first let’s talk a little bit about that for some of you some acupuncturists are good with this. Like they, they do things like a new patient treatment specials.

And if you want to do that, then that could be an example of an offer. So we’re going to first talk about. Specials and different type of offering kinds of things. And we’re gonna talk about what if you don’t want to do anything special like that because you eat really are against discounts, which is totally fine.

But if you look at a new treatment specials, so some of you might think I don’t want to discount my fees with that, which is totally. I agree. I, for the most part I don’t always advocate discounting and think about. What hap what is. The value to you in attracting one patient, it’s a P a new patient who comes back weekly, or even monthly that could end up being, let’s say you charge a hundred dollars a visit.

If they come back weekly for a month, that’s $400. And over the course of a year, let’s say if they came in monthly, that’s $1,200 over the course of a year or so, is it worth it to you to perhaps give some kind of a treatment special and for the initial visit and then they end up being patients of yours.

And so it ends up bouncing out in the end. Now, as far as the other kinds of things, if you choose to give special offers at different times can be. You bring up perhaps about your herbs and maybe some of your herbs or supplements, maybe you are going to do some kind of a special about it. So could you explain more about how certain herbs can be good to keeping their cabinet If for, if they get sick or, being able to educate them on different herbs or supplements or products that you may have.

We have clients right now who are bringing in another stream of income from that, whether it’s herbs or supplements or products and you are between a thousand dollars a month to $10,000 a month and even more. And one of the strategies that one of our clients uses is. Be doing periodic sales of this very like at least quarterly sales with this.

And so he shares this with his email list with about it and brings in extra income from it. So that’s one, one other thing. No. As far as what, if you don’t want to give a savings and you don’t have to write and you no problem. And so what could it offer me an offer? It really doesn’t have to be anything crazy with discounts and that kind of thing.

It could just be you mentioning an aspect of how you could help people because. They might have come see for one health issue. It doesn’t cross their mind at all, that you could help them with different kind of health issues. So just simply by you educating people on a particular health issue and how acupuncture or functional medicine or nutrition or whatever you can help people with can help.

That brings that to the forefront of their mind. And I, you may mean more likely to attract patients because of that. The guy made a compelling call to action where it’s very clear, how are they going to take that next step with you? Are they going to book an appointment? And what to say there, so that it’s most effective.

And in having. Previous patients come in and also new patients get referred in. So again, if you want that, that the languaging, that’s helping our clients with booking more appointments through the email with that, then just private message me. Now let’s talk about. Tip about the third tip to bring in more patients by email.

So it is two in your emails. Have you ever felt okay, that sounds good, Chad but I don’t know what to say in my emails and I’m not a good writer or even if I am. Draw a blank about what to say, and then it might feel so time consuming to come up with something. So I just don’t do it, but would it be worth it to you if you were to share and educate and then be getting like, even if you got an extra couple of patients a week, Would it be worth it to you to be a bit busier.

And that’s just being conservative error. If you do it. If you have a system in place that works, which many of our clients do because we give it to them. And so as far as the a a hot tip is what do you send by email? And then, so one thing that I would say is I recommend varying up the emails a bit.

So I’ve seen some acupuncture send out things like newsletters, and sometimes there are so many different things within that newsletter. And how many of you are really. Raise your hand or type in the chat in the comments section. Yes. Busy. Yeah. So then it’s, how many of you don’t open up every email, right?

Is that true? And so the, if you end up getting, imagine if you got a newsletter from someone all the time, and it was really long with different sections do you read. Probably not. So it’s helpful to vary the length of your emails. Sometimes it’s really short, super sweet and short. And then I with a way to, to book with you or pay you for whatever service that you’re offering or products or supplements.

So very up that the length of the emails, and then the other thing is. To be aware that there are different types of Buyers. So this is something that’s really interesting. And I, when I first heard about it, I thought, wow, I never really thought about it this way. So we all have different way we go about making decisions with what we.

Once you purchase. And this goes for, even if you don’t look at your patients as buyers, you just look at them as patients. They still, each one of them has their own viewpoint of how they go about making decisions. So I’m going to share this with you here in a moment so that you could apply it to your practice.

Even if you never send out a single email, this is going to help you within your practice. I’m going to show this to you. But those of you who do have interest in getting free email templates from us, as far as what, what has worked for our clients to get them busier. When they’re slow, you can go to www.new patients, introverted way.com forward slash templates.

So again, it’s www.newpatientsintrovertedway.com. Forward slash templates. And I’ll see about popping the link in the comment section as well. So let’s talk about the four types of buyers. So it will be showing up on the screen here in a moment. So this is really interesting. There are four types of buyers.

And as I share this with you, I want you to think about what you mean. So one type of buyer is the competitive type of buyer. These are the kind of buyers who they are pretty fast with their decision-making. They are logical. Also they tend to be deadline dancers, so they will they’re the kind of people who, if you ever.

Give people offers, like if you didn’t have certain specials going on, they’ll try to ask you if they can still get the deal, like after the sale is over kind of thing. And then the, they also are one of those people who try to test how late they can get to the airport and still make it on time. So if you’re you think you’re more of a competitive kind of a buyer go ahead and type in the chat competitive.

And then some of you might be in, in some of our patients would be spontaneous buyers. So spontaneous buyers are, they tend to buy from emotion and but they’re like spontaneous about their decisions. And then there are methodical buyers. So methodical buyers are buyers who. Tend to ask a question with another question, I, and need to know all the details I’d like to know all the facts and everything like that.

And sometimes they could be a bit slower in their decision-making. How many of you think you’re more of a methodical buyer? Go ahead and type into the chat methodical, or if you think you’re more of a spontaneous buyer, that type of chat spontaneous, and then the fourth type of buyer is the humanistic kind of a buyer.

So this is a kind of buyer who is more moved by. Bye stories and feeling go by feeling a lot and emotions. And so they might not make a decision as quickly as a spontaneous buyer would, but they still, they will feel it and then they will. And so how many of you think you’re more of a humanistic buyer?

Like you get motivated by hearing other people’s success stories and that. So this is something to keep in mind because why is this important for you and your practice and why is important, where as it relates to email, if you are, for example, let’s say you’re looking at emailing someone about who is a methodical buyer.

If those people want a lot of details about things. So if you don’t share a lot of details, then they might feel like they need to know more details. Great. And and then the humanistic kind of buyers is if you share certain things and it’s a lot of details, it might overwhelm them.

They might gloss eyes might glaze over and then they won’t, they will move forward or anything like that. What they need is to feel like, feel into it that they need it, or that feel that they They’re emotionally connected to perhaps, working for someone else or that, that kind of a feeling.

So what that means is that in what you send out, it’s helpful to vary up your emails so that you are meeting the different types of buyers and what they tend to want to know about before they actually make big. And so this is theirs. I also promise that. What could you do to share with you?

What could you do to be. How this could help you as far as the bringing in more patients by email, if you don’t have a list or if you don’t have any kind of email software. So here’s the thing. You, even, if you don’t have a list, you can, if you do have patients, even if you have 500. You could still do this in terms of some of the strategies that I’m sharing with you.

For example, let your patient base know about a particular kind of health issue and how acupuncture could be really beneficial for that. I also, you could be inspiring referrals within the practice. So these kinds of principles can still apply to your practice and you could either share them verbally, or you could be having what we talked about here in the email.

W what you send out. Okay. It could be in marketing materials. Instead that you provide within the office so physically you could give it to them. And I and at the same time, see if you can start connecting with your patients outside of just within the practice, because what about patients who haven’t been in, in awhile?

We had a client of ours, an acupuncturist who gave her an exact template of what to send. And she actually offered something that was a detox program and she made, it was like 3000 or $4,000 from one. Email. And she had someone who emailed her, who hadn’t been in her practice for over 10 years and she bought it and she’s, she was really surprised.

She was like, oh, I didn’t even know she would read my emails. So this is the power of having a way to stay connected. Even when your patients aren’t actively seeing. So if you have that writer’s block, or if you feel like it is just not enough time in the day to, to do something like this, even though you can see how this could be an avenue that can bring patients in for you, then grab the free templates that are promising you.

This is from our new patients from email system and you can go to www.new patients. Introverted way.com forward slash tablets. And then I download the templates and you start easing it in your practice. Whether you, you plan on sending emails or not, you could use elements of it within your practice to bring in more new patients into your practice.

So that way you could focus more on just helping people. Instead of worrying about where to find more patients. And if you’re in a place where you’re at a plateau in your practice, and you just know that you’re capable of so much more and you would love to have a practice. You’re proud of that. It’s fulfilling for you and making six and seven figures the introverted way.

Feel free to reach out to us at introvertedvisionary.com and happy to help you grow your practice faster with less stress. So till next time,

 

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Mastering Manifestation and Clearing Subconscious blocks

 

So I thought we would demystify the science behind mastery manifestation and clearing subconscious blocks. So let’s go into that process right now…

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.

I am so excited to be back. I’m hosting another talk for, To The Point. So thank you again to the AAC for inviting me to host these talks on practice management. My name is Lorne Brown. I’m a doctor of traditional Chinese medicine. I have my practice in Vancouver, BC, Canada. It’s called Acu Balance Wellness Center.

And I’m also an author. I wrote the book missing the point, Why Acupuncturists Fail and What They Need to Know to Succeed. I pulled from my background as a CPA, and that was a past life of mine before I became a Chinese medicine practitioner and shared my clinical experience and business background with my colleagues in that book.

And I’m also the founder of. Healthy seminars, which offers online, continue education for acupuncturists. And I’m here today because I like to share, and I’ve been really focusing on conscious work in my practice in my personal life and in manifestation. So I thought today, our talk which does apply to practice management would be about mastery manifestation and clearing subconscious blocks.

Cause I think our attitude and our mind. Really can affect the outcomes we get in life and there is a science to it. So I thought we would demystify the science behind mastery manifestation and clearing subconscious blocks. So let’s go into that process right now and just look at some of the basic steps that we have here for mastery manifestation.

And what I’ll use first is just a quote from Gandhi where. He says your beliefs become your thoughts. And I’m sharing this quote to let you know that there is a a logical reason why your thoughts create your reality and the manifestation movement and a law of attraction. There’s this idea that your thoughts create your reality.

And so I thought we’d demystify that and put some logic and even science behind that. So in his quote, your beliefs become your thoughts become your words. Your words become your actions. Then your actions become your habits. Your habits become your values and your values become your destiny.

So your destiny is what you manifest in your life. And if we work this backwards, your destiny comes from your habits. And your habits are what you do. The actions that you take on a daily basis, and your actions are always going to be congruent with your beliefs, which are your subconscious programs. And so rather than going to work on the outside world all the time and put that forward.

To try and change. Use matter to change a matter. That’s trying to work on the outside. If we want to change your reality, if you don’t like the way your reality is, then the key here based on this quote and in manifestation practice is to go work on your programs, go work on your beliefs because your beliefs in your programs are always going to be congruent with your actions and over time, your actions, if you do them over and over again, they become habits and these habits become your destiny and your.

So I want to share an example of one of my patients showing manifestation and action, and just to simplify this process, but to see how this can work and how simple this process is really is. So she came to me with her diagnosis of fibromyalgia. Her, she was experiencing her main symptoms that she was experiencing were fatigue, depression, and discomfort pain.

And so I used acupuncture to help induce that relaxation response and as well as some other inductions, I’m also trained as a clinical hypnotherapist. I really love acupuncture and how it helps induce the brain into alpha brainwaves, I believe, or that nervous system it’s that parasympathetic nervous system.

So I do see more of a relaxed state and we had. Remember what it was like when she was healthy before she had fibromyalgia, before she had the diagnosis and she was able to relive in her mind while she was on the table, really re experiencing it as it was happening. Now, what it was like when she was healthy, what it felt like in her body, what our energy was like, what her mood was like.

And then I future paced her five years from today. And so it was five years from today’s date when she was on the table. And I had her imagine as if it was happening now and what would be different, how would she know that she’s healthy and well, and what would be different? And while she’s on the table, she forgotten about her fibromyalgia and she started sharing and truly living that experience of having comfort in her body now, and flexibility and energy and good mood.

And she would walk by in her mind. In front of a reflection of herself. And she noticed her posture was different. She actually commented how she changed her hairstyle. She noticed how she breathed differently and the way she walked her gait was differently. She paid attention to her inner dialogue and how awesome she felt.

And some curse words. She used to exemplify how happy she was that she’s healthy now and how she’s loving her life. And in glad for the life she has. She was able to hear in her mind. What other people were saying, how good she looked and how amazing she was doing. And she was able to physically get into her body.

She was able to experience that really imprint on the subconscious, what health was now. She comes back to my practice about 10 days after that treatment. And she shares how she. Feeling really sore. So my program of I’m a fraud. I’m not good enough first triggers, but just so you know what had happened is she had joined a gym.

So wasn’t that my treatment wasn’t working or I made things worse is that she had joined a gym. And because she just recently joined the gym and started exercising. Her muscles felt a little bit sore as it is when you start up at a gym and you haven’t been, or hadn’t been frozen. What’s interesting in this case and why I’m bringing this up for manifestation is two.

The first part is I never said that I never recommended or suggested for her to do exercise. We’re aware that exercise can help with depression. Exercise can help with some cases of fatigue. Exercise can help with fibromyalgia discomfort moving, achieve right movement as good for you. Exercise can be good for you, but I never asked or suggested that she’d do exercise to help with her fibromyalgia.

All we did is let her know in our subconscious what it’s like to be held. She went ahead and chose to do exercise. So that’s the first part is when you really program the subconscious, you don’t have to tell it always what to do. It will find these opportunities. Here’s the real kicker though. It’s really cause people like, so that’s not, so that’s not such a big deal.

People. Aren’t so excited about that part. I still think that part’s pretty cool, but the part that I think is more impressive is she walks by this gym that she joins every year. See she works from where she lives to where she works. It’s a good walk, a good 15 to 20 minute walk and on her walk that Jim is there.

And for the last three to four years, twice a day, five days a week, Monday to Friday, she would walk by that gym on the way to work and walk by that gym again, on the way home from work. After our session, when she walked by that gym, she had this inkling that I was. Going to that gym. And when she came home from work, when she was walking, she stopped in and joined the gym.

This is how the subconscious program works when the program is right, then the actions will follow easily necessarily without using force to try and change with discipline. It just comes from the program. Why? Because your behaviors and actions are always going to be congruent with your programs. So when she came to me, her identity was.

Victim’s sick. And so the subconscious one’s congruency. So it’s going to keep you in that state, but when she worked and she changed her subconscious programming and today’s talk is about how do you do that? When she changed her subconscious programming, her identity became to health and wellness. And now the subconscious is looking for those opportunities out there to match the program.

The conscious mind can only hold so much information. It’s like a small little computer, but the subconscious mind is like this super computer. And so these opportunities like the gym for this woman’s case was always there, but she was not able to see that opportunity because of where her mindset was set at.

For example, I’m sure many of you have shopped for a car in your history and was only once you decided on what kind of car you want. And the color and the make and model, all of a sudden, you start to notice that make and model, and probably even that color on the road more there’s no more of that make or model, but you just become tuned into it.

So that’s a little bit of an example of when things start to get onto your mindset, how important that is. And now you can see, it gets to percolate up into your consciousness. So here are the steps. So we’re going to review all these today. So there’s six steps to mastering. My mastery manifestation.

The first one’s quite embody in mind. I’m not going to go into any detail about that today. However, as acupunctures, you’re probably pretty good at helping people relax on your table and there’s other breathing and meditation techniques and hypnosis techniques, but acupuncture can be an excellent tool to induce that quiet body and mind.

And the breath I think is an amazing tool as well for that. Then there’s setting your attentions, which I call the GPS, setting your GPS, adding an emotional chart. Believing as if you already have. A key thing that I do in my practice is clearing those trans clearing and transforming subconscious limiting belief programs.

Basically you’re removing resistance. We would call this chief stagnation and Chinese medicine. Some people call it friction resistance. Self-sabotage you’re clearing these subconscious limiting beliefs and programs. And when you do that, when you have chief low. Then you have allowing receptivity and that’s when things start to happen.

And then we’ll talk about choose again, how you perfectly can choose what you want to create in your life, how you want to think about. So let’s start off with the first one or, sorry, number one is quieting the body and mind. So number two, the F of the steps. Oh, I want to share one other thing here. There is this is my way of saying it.

So many people have their steps in same manifestation. I have to say how Helene had Helene had cell. I think I’m saying her name correctly. I love the way she put it. She’s somebody that’s well-known for. Winning so many contests and prizes through the manifestation process. And she had a four step process.

She says, select it. That would be set your attention to mine. She says projected. So that would be for me adding the emotional charge. To it, then she says, expect it. That would be number four. Believe if you already have it. And then four would be collected, basically. That’s part of the allowing receptivity, what she doesn’t share in most people in the manifestation process.

I don’t see a lot of is how to clear those subconscious blocks. Cause we’re going to find out how that’s, what stopping a lot of us from achieving what we want. So step one is setting your GPS. Or step two is taking your GPS and you want to clearly set your intentions and your desires because if you don’t know where you’re going, you’re never going to get there.

And it’s pretty obvious if you think of it this way, if you wanted to go to a really good sushi restaurant and you wanted to have this specific type of role and you get into a cab and you tell the driver to take you to a good restaurant, That’s a pretty general, but fair request. But what’s the chances that the cab is going to take you to a sushi restaurant that has the type of role that you want because you were general.

So you want to set your GPS clearly, specifically, another example would be if I live in Vancouver, BC, if I told you that. I buried $10 million in Vancouver. I’m not sure how many of you would get in cars or planes to go to Vancouver to start looking for it. It’s quite large. You’d spend your lifetime and still, maybe never find it.

But if I start to narrow it down and say, it’s in this radius. Some of you may have an interest falls Creek can Vancouver, if I tell you that it’s on the street at 8, 8, 8 west eighth avenue, more of you would get in your car. And if I actually said it’s in front of my clinic, I’m at 8, 8, 8 west eights.

We’re in two eight. In front of the tree, then a lot of you would race there. So the key here is you need to be very specific in what you want, clearly set your intentions. And when you set your intentions for the subconscious understand, they suggest that it understands and positive language. So don’t state the name.

I don’t want to be tired is not staying positive. I have energy would be positive. You want to be specific and detailed first person. I present tense. If you stated in the future, then it’s, if it’s like the carrot dangling in front of the donkey or the horse, you never get it. And so that’s what the subconscious knows.

Just teasing you a little bit. So the key is the GPS here is set your destination. Now, remember, and notice when you set your GPS in your vehicle or on your phone, you don’t sit there and program, I’m going to turn left. I’m going to turn right. You don’t tell the vehicle or the GPS, how you’re going to get there.

Do you know you tell the GPS, the destiny, the end result, what you want as if you have it, and then you leave. To it, to help you with the how to going back to our fibromyalgia case, we didn’t tell her to exercise. That would be a, how to we set her destiny of what it was like to be healthy. And then surprisingly, that gym became obvious to her and she had the inspiration and desire to join that gym.

So the key here is set your GPS. You do not have to worry about the, how to the key here is just to dream in this state of what you would want as if you already have it. Step number three, that I. Amplified with emotions. This is part of what Helene said projected, right? And so you got to visualize it.

You got to see it, you got to feel it. Now motions are key. The emotions put the energy behind the intention. And so if you can’t bring up the strong emotions, then that’s a setting out of a, that’s like sending out a weak beacon into the ether. And so if you want that beacon to be loud and clear to draw back the manifesto, Now you’re looking for, you really want to practice that emotion of what it would feel like if you already have.

And the subconscious really understands more feelings and images. It doesn’t understand words so much. And so the emotions are the charge behind your attention. And this is key. What’s interesting is you will recognize. Feeling when the manifestation appears, because there’s really, yin-yang two things that are happening.

There are things in the pre manifestation world, things that are not existing yet, and things that are in the manifested world, right? Pre manifestation. So in the pre manifestation, while you’re setting your GPS and bringing your feelings, although it may not have happened. Hasn’t manifested.

You were able to bring up those feelings now as if it already has. So when it does appear in whatever shape or form it does, you will recognize it because you will already know what that feels like. So will be very obvious when that manifestation happens. Sometimes things don’t manifest in reality, the way you have imagined it, but the feeling does how it makes you feel.

Definitely gets activated. And that’s how you know that this is part of that manifestation process. Do you remember that your subconscious gives your form feeling? So you really want to pay attention to how you feel because feelings are key and consciousness really requires you to be aware, mindful of how you feel.

And when I think of self-love cause there’s a lot of in this consciousness movement about unconditional love and self-love, to me, self-love means you care about how you feel. And I think most of us are similar in the way that we want to feel happy. Most of us were looking for happiness. So do note that to feel a situation as hopeless and impossible.

Is to impress on the subconscious the idea of failure. So you really do want to clean up your thoughts and feelings. This is where the thoughts create your reality because you’re impressing upon your subconscious on a regular basis. And so be careful what you’re putting into your thought process and your feeling process.

Just like many of you are very careful on the foods you eat or the chemicals in your environment. So you don’t want your physically to be contaminated. You also want to be very. Aware of your thoughts and feelings and so pay attention to those and shift those thoughts and feelings. If they are negative.

Another step in the manifestation process is believe as if you already have it. Helene uses the word expected. See, she’s got simple words like her style. So really what we’re doing in this is you’re going to change from, I need to see it to believe that. Too. I will see it when I believe it.

This is the difference in perception and difference in consciousness rather than I need to see it in order to believe it. I will see it when I believe it. And this requires you to deny the evidence of the senses and appropriately appropriating the feeling of the wish fulfilled is the way to the realization of your desires.

So the step, the key here is to feel as if it’s already been fulfilled, actually allowing yourself to feel grateful that. When you’re doing this process and you’re in this trance state, you’re relaxed and you’re imagining you have it. Think of the woman that was diagnosed with fibromyalgia. When she was on the table, she was able to deny the existence of what reality was for that short time on our table.

And for a period of time, she was able to remember what it felt like when she was healthy or what it will be like in five. As if it was happening now, she was able to deny or dismiss her five senses and current reality and dream into another reality. And the subconscious cannot tell the difference between an inner and outer experience.

It can’t tell the difference between inner and outer reality. That’s why when you go to the movies, you can laugh and cry, even though you’re very aware, those are actors and actresses on the screen. You’re you go with it and you will laugh and cry because the subconscious. Can’t tell the difference. This is great because you can use this to your advantage to start to dream of the reality by setting your GPS and bringing in the feelings and believe in it, get it into a cellular level that this is really how.

Sometimes we get split energy and this can interfere with our programming or imprinting on our subconscious. And a lot of people think they’re doing manifestation work because they have their desire clear and they’re wining it. But they’re doubting. And so that doubt is interfering with your manifestation or they’re wanting it, but they’re not believing they can have it, or they don’t believe they deserve to have it from programming.

They’ve inherited when they were younger, they’re wanting it and resenting other people for having it. How many of you want to be wealthy and have abundance, but hate the 1%? How many of you want to be wealthy and abundant, but eight people with nice cars or nice suits or big jewelry on their head. So you’re wining it, but you’re resenting other people for it. That’s mixed messages to the subconscious. You’re wanting it, but you’re feeling without it. That’s a common thing coming from lack. So believing it is a practice. This is where it takes practice. You can set your GPS. Some people are pretty good at feeling it, but it’s the constant, it’s the regular practice of it.

Getting imprinted on your DNA, into your cellular level. And that’s when you know, you believe it because when you believe. You start to expect that you’re just can’t you don’t know where it’s going to come from or when, but you actually know this is happening. No. So going back to our steps to manifestation I’m calling it five earlier.

You’re not imagining I did say six. I just took it out for this slide, the quiet body and mind. Now I’m just realizing this now, as we, as I’m sharing this with you quieting body and mind is key to start this process. So this next step is what I call clear, transform subconscious limiting beliefs in practice.

Basically removing the resistance. So you can bring in the allowing and receptivity, and this is really key. And this is the, where I have my passion and my practice at . When I treat patients, I use a lot of I’m using acupuncture. Like all of you, a lot of you and herbal practices and laser therapy, low level laser therapy.

But I have a part of my practice where I do a lot of mind body work or what some people call it, energy psychology. I call it’s basically conscious work. And the biggest thing that I found for people wanting to achieve their desires, whether it’s relationships like love or abundance, money jobs health The thing that happens is these programs, subconscious programs get in the way they interfere with it.

And so my passion is using tools that I work with to help people remove or right over these programs to allow for more allowing and receptivity. So let’s talk about this, cause this is really important. And the reason this is important is you basically see the world through the lens of your subconscious programs and you did not choose your subconscious programming.

You inherited these, and it was impressed upon you by your caregivers. So you’ve come into this world already. With some programming that you inherited from your parents and they continue to impress on you unintentionally or intentionally these programs. And because of these programs that you have, and that you’ve been running since your child, you’re very impressionable as a child, your brainwaves, is there in that feta zone a lot, when you’re really young, that zero to eight years of age, you don’t have that strong prefrontal cortex formed.

So you’re a sponge. You’re taking things on. Dr. Daniel Siegel says at the beginning, the environment creates your mind. And then your mind creates your environment. Basically saying that your subconscious being imprinted by your environment, who your parents are. Who’s teaching you at school, where country you’re born.

In what culture, race, sex, you are, all that is imprinting upon you from zero to eight ish, maybe zero to 11 ish. And then after that, your mind creates your environment. Meaning you now have the see. Tinted through the lens of your subconscious programs. And so that’s how you perceive and see the world.

There’s even evidence. Now that 50% of your memory is made up because your conscious mind can only take up so many bits of information. And so your subconscious mind fills in the other 50%. And remember, it’s going to fill in that 50%, the memory based on your program. So sometimes. Filling in is in a very good feeling in of your memory.

Now you have these terrible memories or you have worse experiences of these memories because of the programs, how they’re filled in by the subconscious mind. So we’re very good at self-sabotage unintentionally self-sabotage in ourselves through the subconscious programs and beliefs and. Programs great resistance.

And they slowed down manifestation. And if you think about electricity on a wire, when you add resistance to the wire, the energy is diminished. There’s less energy flow. And this is a concept that’s obvious to us in Chinese medicine, that when we have chief stagnation, when there’s not free flow, Then we have pain and disease manifests, right?

So it’s that same idea when you have resistance or what we would call cheese stagnation. It slows down the flow of receptivity and allowing when it comes to manifestation. So we want to remove this resistance and acupuncture is one of the ways that we use it on the body, and energetically, and then there’s conscious work as well to get the mind and body really working together to remove.

Resistance. Let me give you an example of how we can unintentionally self-sabotage or styles. She’s a lawyer age 45 and she’s, this is from one of my colleagues case studies, by the way, it’s not mine, but I loved it. It was such a great story that I will want to share it with you guys. She’s 45.

She’s around she’s four. She’s had. Pause. Let me say that again. She’s 45. She’s a lawyer and she’s come because she wants to find love and have a healthy relationship with a man. She said that she’s aware that she intentionally and sometimes unintentionally sabotage our relationships, meaning that she finds guides and they always don’t end up well.

But sometimes she says, these are really good guys. And even though she knows, she shouldn’t say or do something like she shouldn’t push that button. She says she can’t even help herself. She does it anyway. And then there goes a relationship and she regrets later and she’s what’s wrong with me?

Why do I do this? And so in her session she comes to, she gets regressed to a memory when she’s four years old and she’s with her sister who was around seven and she has a single mom, I believe. And her mom says, girls. If you eat all your dinner, you can have these popsicles, which they were quite excited about.

And her sister who’s seven eats her food. Diligently, eats them quickly eats her meal quickly. And her mum rewards or with a Popsicle. She being four years old, daydreams a bit and eats not as fast as her sister. So she’s not done yet when her sister gets the Popsicle, but she being four years old being in that theta, brainwaves being really more in the moment, once the Popsicle now.

Demands it asked for it, wants it badly. And her mom’s sternly tired. A lot of us are tired and we don’t have the patience maybe that we would like to have and says no sternly uni eat your dinner before you get your Popsicle. And the four-year-old with her will pushes back. Mother gets upset. Four year old lawyer now, lawyer.

But back then for your hold has a little bit of a temper tantrum. Mum sends her to her bedroom without finishing your dinner and no Popsicle. What she realizes is she gives the meaning that her mum didn’t give her Popsicle, meaning that she loves her older sister more. Her mother does meaning that she, her mother doesn’t love her, meaning that she’s not loving.

Now what’s cool in this kind of work is she brought her 45 year old stuff to her four year old self. So she was able to see that all that happened is that she didn’t get a Popsicle. That’s all that happened. Everything that happens is neutral, and then we give it meaning. And so in this case, her mother to give her a Popsicle end of story.

And as if there was more work done in that session that you do with inner child work, but she was able to relive that experience and reeducate that inner child, that, yes, she’s still lovable. This all happened and she didn’t get a Popsicle and change the meaning she had behind the. So it’s interesting though.

Sometimes people think it has to be big trauma when you’re a kid, right? And this is why we say that your parents did the best they could with what they got and that they give you, they impress upon you, your programs, your beliefs, unintentionally and intentionally. And here’s a case. All the mother said is you need to eat your Tinder to get your bicycle.

And from getting her Popsicle, this little girl developed a program that she’s not loving. And please be aware that we’re more the same indifferent, a lot of us I see my practice. People think if I just had enough money to be happy I treat people that are worth. Some of the people I treat are worth a couple hundred million dollars and they have the same unhappy thoughts that you have.

They’re actually in worse shape than you and I, because we still have this hope that if I just have the right relationship, the right job, the right. So much money, then I’ll be happy. They got the job and they got the money and the house and the cars, guess what? They’re still not happy and what else can they do?

But do their own work now. So just to let you know, we’re more the same than different. We are more the same than different, but what it is we have different stories, but when you still down on those stories, the programs that we’re running are I I’m not safe. I’m not enough. I’m not lovable.

I’m not pretty enough. I’m not thin enough. I don’t have enough money. Really it comes down to, I’m not enough. This is the kind of the program. If you wanted to distill it down, this is the program that we’re all running. We all have different stories, but we’re all running the same inner program.

Removing the subconscious blocks is something that I love to do. And we want to interrupt the story because when you believe in this story, you make a real, so what’s happening here is you have a thought creates an emotion that creates a behavior and you have this negative vicious cycle. And when you have a situation that happens and you believe in the story, you’re at the effect of it, your ego eats it and you’re in it.

And you’re reacting. Viktor Frankl has a beautiful quote that says I’m going to paraphrase it. Something happened. There’s a moment where you can either unconsciously react. So you’re in your habitual program, you’re unconsciously reacting or in that moment, you can consciously choose to respond. And this is what I call my notice, except choose again, approach.

So you have this thought emotion behavior. You finally notice it. It could be right now, or it could be from a month ago and you notice it. We breathe a bit to get present. And then we use some tools. What I call accepting? What is we surrender into? We surrender to what is, so we stop fighting with reality.

When we fight with reality, that’s what causes the resistance. So we surrender to what is happening. We surrender to what is, this does not mean we’re resigned to it. This is not mean that we like it. It just means that this is what it is. And we surrender to. And this brings you into the present moment. It takes you out of the sympathetic overdrive.

It takes you out of the high beta brainwaves and puts you into that. Parasympathetic puts you into that alpha brainwaves, and you go from being in that reptilian brain, the amygdala being over activity. Into being whole-brain you become resourced and when you are resourced and whole-brain, you have access to your whole brain, so you have access to parts of creative parts of your brain that you normally do not.

And then you can have inspired action. That’s the choose again, part. So the Victor Franco quote, when he says you either unconscious or react, which is what we normally do. We see the world through the lenses of our subconscious. We get triggered. In it, if we use this tool and we get practiced at it, notice except choose again.

And I have many energy psychology tools that I use in the accepting what is part, and we can get into the present moment. So we’re conscious, we’re awake, we’re aware we’re whole brain it’s in that present moment where some say, we act at can access the quantum field. Is that how we can access super consciousness?

That present moment is where the power is. And, because you start to feel the relief and peace in your body. It’s paradoxical, but that’s when you can choose differently, that’s when you can choose again. So we interrupt the story because when you believe in the story, you make a real, I have these tools that I like to use that and actually I’ve just organized them.

There’s a, the tools I’m using are either combination of. Emotional freedom technique. The Byron Katie inquiry process, psych Kay Bankston, healing hypnosis. There are so many tools out there on rapid transformational therapy where Marissa Piera. These are the things that I’ve trained in that I bring into my sessions to interrupt the story and we changed the story and then we start to feel differently.

And then we start to change our behaviors and guess what? We get a different depth. So the last part is choosing again. And so when you’re in that present state, now you can choose differently. And that’s the paradoxical part that when you fully surrender to the present moment, that’s when you can change it in that, choose again.

Now you’re in that part of dreaming of how do I want to feel? How do I want to be. Because you’re doing this comes out of your beingness. And so you do have a shift in how you be in the world. Dr. Joe Dispenza says your personality creates your personal reality. And so your being as your personality changes from this work, because your personality that you have now, if you take it with you into the future, you’re going to get the same.

So you will have a. Some parts of you may not come forward with you. You’re going to have a shift as you become conscious because you’re no longer gonna be unconscious running these old programs, these old personality programs. And so your personality creates your personal reality. When you change your beingness, you can have now inspired action.

And that’s the part in Victor Frankl’s quote, where he says you either unconscious or react or you can consciously, you can choose to conscious response. This is the inspired doing part out of your new beingness that comes from the present moment. And so in the choosing again, in this practice, we have to reverse the evidence from our senses.

So it’s an inner work. We’re not going out. We’re not working on the outside world. We’re not changing people. We’re not changing situations. We’re not going into the doing. At this point, we’re going inside and we’re changing. Cause when we change the world changes and so to be healthy, you want to be able to feel whole, to be wealthy.

You need to feel abundant, to be happy. You will have to practice gratitude. That’s an important one. You can’t feel joy or happiness unless you can feel grateful. And so we got to practice that to attract loving relationships. You must love yourself. So that’s healing those old words. What I have seen for myself personally, as we wrap up and what I’ve seen for my clients that I work with is that when you transform these old programs, when you do this notice, except choose again.

So your practice, the manifestation part, quieting the mind. Really getting clear on what you want, really bringing up the emotions. If you notice a block, you know what resistance feels like? We know what stress feels like. If a subconscious program gets activated, I don’t deserve to have it. Then we go into the notice except choose again, the present moment.

And then when we go back into choose again, when you have this shift and you transform and heal these old programs, these old unconscious programs in you. One of two things happen or both first one is the first one that you will notice is your perception of the situation changes. So you’re no longer at the effect of it.

Remember everything that happens is neutral and we give it meaning. And so you’re not triggered by this and myself and many others have noticed that I still don’t like it. Behavior by somebody, but it doesn’t trigger you. There’s no visceral emotional response. It’s so freeing. And that allows you to be conscious and choose how you want to act.

And then the second thing that happens is miracles happened that the actual environment physically changes. So the external world changes. So when you do conscious work like this manifestation work, one of two things can happen are both inner work. You change. So that’s the key that has to happen when you change your perception of external world changes.

So you experience it differently. You’re loving life too, is the external environment does change. So you’re creating more of a manifestation or a personal reality. And what people have experienced is that when you’re in the present moment and you do this manifestation process, it, see, it appears as if the universe seems to support you.

And they do this by these invisible hands reaching down and opening doors that you did not know even exist. And this is that whole process of manifestation. So when we look at the steps, let’s add quite the body of mine is a top one. You set your attentions. So getting clear as if it’s already happening, thinking from the end, don’t think of it.

Think from the end, don’t think about, I want to go to Hawaii. I’m going to buy an airplane, looking at the brochure, be on the beach, smell the coconut oil, feel the heat of the sand here or the way. Be there as if it’s happening now, add the emotional charge projected. So bring in the auditory, your senses.

What is it like break very four D for you, and then believe as if you already have some practices. So you start to feel excited. You know what? I believe this was going to happen. I don’t know how or when, but it’s going to happen. If any blockages come up, then I have my approach notice, except choose again.

You want to get basically into the present moment. At totally the power of now says when you’re in the present moment, you can either remove yourself from the situation, change or improve the situation. And if you can’t remove yourself or change, improve the situation, but you continue to accept what is that’s in the NAC part, right?

Accepting what is to, to what is you can be at peace in an unhappy situation. So your perception, the situation changes. You can be at peace in an unhappy situation, and you still have the ability to choose how you want to respond, but it will be inspired action instead of action, out of fear, out of lack of desperation.

And then the last part is to constantly choose again, choose in every moment how you want to feel and be in this. I want to thank you for listening to this. Love your questions. So post them in the chat here. And I want to let you know that if you like this kind of conscious work there’s my clinic.

where I do this with patients via telehealth or in person. But I want to let you know that unhealthy seminars.com, where I’m the founder. We have three speakers that I think do this wonderfully. It’s Yvonne Farrell, amid Monte carb, and Lori Tishara. They have. Online courses where they’re specifically talking about conscious work, but they’re bringing it in classical Chinese medicine on how they looked at, think about the fi the PO the hoods.

They look at this and they’re bringing in this whole new age thought movement of manifestation and conscious work. And they’re really tying it into the philosophies and concepts of Chinese medicine, which is wonderful. And they’re sharing acupuncture point approaches. To help with the shift, the change of these programs in your brain.

So if you like this kind of conscious work, check out on healthy seminars.com Eve on Farrell and Lori discharge. Now I want to let you know who’s up next on to the point with the AAC. Our next speaker that you should tune into is going to be Chen Yen. So make sure you listen in on her live webinar.