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.
So, What is the number one way? What’s the update on inspiring MD referrals into your practice? This is Chen Yen, six and seven figure practice make-over mentor at introverted visionary. Your host for the American Acupuncture Council live show today. Attracting new patients is a. It’s a so nice to be able to have referrals coming into the practice because it just feels good.
And you could focus on helping your patients instead of worrying about where to find them. And when it comes to medical doctor referrals, Ma many medical doctors have a lot of patients within their practices and we’d be willing to refer if they knew about you and also understood how you can help, but what would be the best way to develop those relationships and then be able to actually inspire those referrals.
So the first thing to think about is what is the trifecta. So when we look at the trifecta, I want you to think about. Either a particular provider you would like to be getting referrals from, and that way you don’t have to be doing as much marketing in your practice. So it could be a medical doctor.
It could be a nurse practitioner. It doesn’t have to be limited to medical. Doctors could be PA. PTs. We just had an acupuncturist. Client of ours get quite a few referrals from a PT office just the other week. And so think about what holistic practitioners also conventional practitioners could medical practitioners could be good sources of referrals for you then consider.
The trifecta. So what is the trifecta? So once you’ve decided on who you would like to be sending you referrals, then we need to think about how can we inspire them in these three Trifacta areas. Number one is what. How is their level of connection with you as a person, because have you ever thought about this?
The people you tend to refer to, they’re probably people you have some kind of a connection with, it’s probably not someone you don’t really like. So that level of connection with the person can also determine the frequency and whether they refer. Or not that’s one aspect of the Trek trifecta.
You can think about this by drawing a triangle by the way. Or just thinking about it in your head. So the second key area trifecta is what. Is there trust and understanding of your modality. Now you might think of this first as oh, okay. So they need to trust in acupuncture, working for their patients, but it’s not just limited to that.
It’s also about. Are they clear about what situations are good are most helpful to be sending their patients to you for it, because they’re not going to send all their patients to you, but in what particular situations would be good to send it to you for acupuncture. And do they feel comfortable with it?
Because a lot, the truth is a lot of medical doctors and conventional medical practitioners are concerned about loss exceeds. They don’t want to refer someone, a patient to someone and then really don’t know what they’re doing with them. And then there’s some issues with the patient and a lawsuit comes up, like they’re concerned about that.
So how can you help them be able to feel comfortable with safety and efficacy? If they don’t feel like it’s going to be safe and effective, they’re not going to refer. So that’s a second aspect.
So the third chat trifecta. Is the third trifecta is what is the how are you staying in top of mind awareness for them? Because just because they have, you have a good conversation with them and it feels good and you think, oh God, I’ve got a connection now and they’re going to refer. It doesn’t mean that they’ll even remember you.
A few weeks from now, because many times doctors are approached by different people, whether it’s nurses, different vendors drug reps, all kinds of things and new people coming at them. And so if you’re not top of mind awareness that even if you do develop a relationship with them and they do know about you and they trust in you, if you’re not top of mind awareness, then.
They’re not going to refer as much, for example, why do you think that drug companies hire drug reps to go and talk to the doctors? Why not just hire them to do it once because, and I’ve worked at HR company before I’ve seen the insides of a drug company, and I know there’s statistics about every single time when a drug rep goes and talks to a medical doctor, there’s a prescription.
For that particular medication. Why? Because that doctor was reminded of that. So when you are top of mind awareness for the doctor, then they’re going to be more likely to refer. So those are the three key aspects of the trifecta. So then if you have decided who you would like to be getting more referrals from, or getting new referrals from a medical doctor or a provider, then consider rate yourself on a scale.
One through 10 for each of the aspects of the trifecta and with 10 being the highest that you’re, really solid on that with one being, being the. Then we could see how we can move you up closer to 10 for each aspect of the trifecta. That’s going to help you with inspiring more medical doctor referrals.
Now, another common question I get is what is the the best way? So what is the best approach to getting their attention and in such a way that they would refer. Now I will say low-hanging fruit for many of you is not. Cause one thing I hear is oh, I don’t like to just reach out to random doctor’s offices and cold call them.
That just feels really intimidating. And I think so one thing that low-hanging fruits is you could reach out to people for whom you have. And then I, but just because they’re pressed with how well you treated their one patient, it doesn’t mean that they’re going to refer and constantly refer either.
So one very important thing is. Circling back to the trifecta about trust in your modality and really understanding how it can help their patients and what’s particular situation. So it’s about how to educate them in such a way that they will end up trusting you enough to refer. That is going to be so key, and this can happen one-on-one with a provider.
It can happen where you educate them in their office. So for example, the acupuncture session is telling you. Client of ours. She ended up educating a PT office and I helped her with what to say and also what to bring. And she started getting referrals from that PT office. So having a good way, an effective way of doing that.
And then what. Also needs to happen if you would like to continue to get referrals without having to always be marketing, is, do you have a system in place that supports inspiring those referrals on an ongoing basis? It’s interesting because I have heard of practice management companies talking about oh, this is how to get doctor referrals.
You’ve got to write out your list of 75 or a hundred doctors in the area. Oh my gosh. As an introvert, that just sounds so like tiring, doesn’t it. And when our approach of it, because a lot of our clients are introverted, visionary acupuncturist who don’t really want to be. So outwardly and spending their energy that way, they like to be just, they would like to have relationships with fewer people and more in-depth relationships.
You don’t have to, the good news is you don’t have to be extending your energy out in an exhausting way. And to a lot of people, you just need to be very Like effective with a handful of providers. So having a, an approach that works with that, and then having a a, also a way of inspiring referrals beyond that initial connection.
Have, do you have a system in place that supports that? Do you have. Because when you do, then you will find yourself starting to get referrals from medical doctors and other providers. You will notice yourself that while you, for one, you’ll notice that the patients who come in through those relationships, it’s like they have listened to they’ll listen to you more than just because their doctor told them to see you.
Their provider told them to see you. So it’s very different than someone calling up and then saying, oh how much do you charge? And that’s the, in the conversation. Great. So it’s often at least our clients have shared with us. It’s so much nicer of a relationship. When you are getting referrals from medical doctors.
So one way of doing this in terms of getting a medical doctor’s attention is that our clients have been doing lately is to reach out to them through LinkedIn. Is one avenue. And but what do you say w what would get their interests? So I’m going to pop this in the chat and that way, or in the comment section.
So then that way you could click on the link and get, download the script and also get additional step-by-step training on how to attract more medical doctors referrals into your practice. So you can go. I’ll just give this to you out loud too. Is that at www dot? Get more MD referrals.com www dot.
Get more MD referrals.com forward slash linked in script. So www.getmoremdreferrals.com. Forward slash linked in scripts. I’ll pop the link below and you can click on it and get that exact script you could copy and paste and use to, to start developing relationships with providers. And for those of you who are in a place where you feel like you’re at a plateau, or you would just like help with this, because a lot of our clients tell us, oh my gosh, I’m so glad I ended up getting help with this from you, because I wouldn’t have thought of half these things.
And now I can just literally swipe. Paste or or just having an approach that works and starting to get those referrals, because we imagine if you actually had two providers sending you two patients a week, what would that do for your practice? It totally adds up. Doesn’t it. If you would like help with, as you can go to introverted visionary.com and request a chat with us and happy to see how we can help you grow faster with less stress.
So next week stay tuned for Jeffrey Grossman host of your show. And till next time and click on the link and I get your free LinkedIn script, download and start getting more doctor referrals.
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.
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.
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.
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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