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Social Media Trends 2021 for Acupuncturists – Chen Yen

 

 

What do I need to do on social media to actually get new patients you been posting? And you’re wondering how come I’m not necessarily getting that many likes or interests and definitely not getting as many new patients from it as I would like.

Click here to download the transcript.

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

Do you have a key?

Do you ever wonder, well, do you ever hear, Oh, I need to be on social media, but I ever wonder, what do I need to do on social media to actually get new patients you been posting? And you’re wondering how come I’m not necessarily getting that many likes or interests and definitely not getting as many new patients from it as I would like. So welcome to my show today on the social media trends this year for acupuncturists that you can learn from so that you can, can see where to spend your time and energy and where not to focus your time and energy. So that way you can focus on, on actually helping patients instead of worrying about where to find them. And I am Chen Yen six and seven figure practice make-over mentor@introvertedvisionary.com. So let me share with you a few of the top trends to pay attention to right now.

So you can decide whether to take advantage of them and whether it makes sense for you. So, one thing is that the attention span of people are, is starting to get shorter and shorter, shorter. I remember seeing a statistic. I was like, how, how the attention span is shorter than a goldfish. Can you imagine that? So things like, um, stories that can interest people are more likely to get attention, for example, um, are you doing Facebook stories or Instagram stories or Snapchats and things like that? So that’s one thing too, to consider the, um, second thing in terms of trend wise is that it’s harder to actually get, um, interest and new patients through organic traffic. And why is this? Because a lot of the popular social media platforms like Facebook and Instagram, and even YouTube is starting to get more this way, but in terms of how do they actually generate revenue it’s through people paying for ads.

So for example, Facebook, back in the day, did you know that back in the day when Facebook was newer, you could pretty much have a business page on there. And pretty much everybody who would like your business page would see your posts, but guess what percentage nowadays actually might see your posts organically? I seen studies as low as it’s like 3.5% of people who actually like your page might actually see your posts. So what does that mean for you? You might spend time posting and then you’re wondering how come, uh, very few people seem to be liking or sharing. Right. Have you noticed that before? And then, um, Instagram is, is a better platform typically right now for organic traffic compared to however guess who bought Instagram, Facebook. So just like how they’ve done with Facebook, it’s typically going to be, I mean, it’s, it’s likely to be where once they get enough interest, then it’s going to turn into even more and more of a pay to play platform.

So, um, there’s also in terms of what can you do to actually get interest on, on social media, if you aren’t planning on paying for ads or even if you are paying for ads, how can you make it more effective? So, um, one thing is to actually incorporate this one hack, which is for example, on Facebook, did you know, like this one hack I’m about to share with you can actually get you 10 times up to 10 times more views from your organic posts than if you just posted a text post, what is it it’s to do a Facebook live? And why is this? Because? So Mark Zuckerberg had come out years ago saying that he wanted to see Facebook take over YouTube for video and video is one of the most, the fastest growing social media platform right now, in terms of sorry, the fastest growing platform among all kinds of platforms and overall online.

Did you know that Cisco said that by, uh, they did a study on this, you know, 82, they were expecting 80. Let’s see it was 80, 82% of all internet traffic by 2021 was expected to be video and a Facebook, uh, high-level executive came out. This, this is a few years back saying, saying that video would be like number one, you know, the main way people would consume content. And, and, um, and then also in, in 2022, um, let, let me just look at this. So 82% of the global and, Oh, sorry, uh, a growing popularity of video internet, did you know that internet users spend six hours and 48 minutes per week watching videos online? This was in 2019, according to limelight. And so what does this mean? See, because how can, uh, especially with what’s happened this past year, more people are interested in being online, but what does that also mean? It means that there’s more noise and more, more people trying to get your attention online if you were just posting.

So how long does it actually take for people to actually get to, to know and trust you? Well, it usually takes more than just posting a few text posts, because how much can you actually know of someone just by, by seeing a few texts posts? Right. So, so then just speed up that trust. And, and there, I remember seeing some studies out about this too. I think it was put out as actually brought up by Forbes that more people are, are feeling like they need to have more trust before they are interested in working with anyone. Right. And so, um, nowadays than, than ever before. So this is something that is super important. And if you want to build that connection, um, it faster then being able to educate, because one of the reasons why people are coming to you is because you are, um, they are not educated about how you can help.

They don’t understand acupuncture, they don’t understand Chinese medicine, you might get excited about it, but people don’t really understand. So if they don’t understand, they’re not going to come in and how can you educate them to understand and be able to speed up that process much faster than just, you know, posting on texts on social media. And so, so video is a great way of doing that, whether it is on Facebook lives, uh, whether it is on, for example, you too, or you could put a video on your website to help explain your services so that people, um, understand it faster as well, and, and see being an acupuncturist and seeing your patients and them and your patients, potential patients deciding whether or not to work with you is it’s such a personal relationship with, with you as the, the acupuncturist. And so not only do people feel like they need to understand that it can work, they also need to understand.

I mean, they also need to feel that sense of connection and resonance with you and your energy. So, so then in terms of, of video, let me just give you a couple of quick tips related to this and, um, let me share with you because what if you actually get nervous and, uh, you don’t really like the idea of, of being in front of people, you know, with a camera kind of staring at you. So I’m gonna share with you a couple strategies that can help you overall. Um, and then I’m also gonna share with you strategies that you could do, even if you don’t want to be on video. And even if you feel like I don’t, I don’t think that’s for me. Uh, Jen, I’ll share with you a different strategy where you could just create one thing and use it over and over and over again, to bring in new patients.

So a couple of quick tips, when, when you do things on video, is this, what if you get nervous? So I, um, I used to feel this super performance anxiety when I, when I would be on, on camera or just speak at all when I was little, my dad, um, I grew up in a family, very strict research scientists. My dad was PhD. Um, first-generation immigrants from Taiwan, super strict, you know, when other kids would be, uh, like, um, Sunday morning, this is when I was around eight years old. When we would get the Sunday paper, I used to always feel a little jealous of other kids. Why? Because I imagined that they would, they would open up the paper or they get to, got to check out the comic strips. And what, what happened to me? I had my, my dad had me do current event talks every Sunday and I dreaded it.

I was terrible at it. And I cried all the time because he was very strict. Like he was, he doesn’t speak like my stylist. He’s very analytical and he critiques and stuff to the point where, where I just felt really inadequate. And because of that, I felt so much performance anxiety whenever, whenever I would speak. And I vowed to myself, I will never speak when I, when I grow up in terms of being in front of a girl or even being on camera. Right. And so, so then, but why did I end up deciding to, to actually speak is because I, um, I love teaching when I was little, I would get these kids. My idea of fun was getting the kids in the neighborhood around and then sitting around me and then I would go get my, get these worksheets from my third grade teacher.

And then I would get, I would have these kids, um, you know, do worksheets and everything. That was my idea of fide back then. It still is for me right now. So in any case, um, it was that desire to educate and teach people that led me to learn how to do this, but I will say that, uh, and the reason I bring this up is that if I can do that go from, from being extremely, having this performance anxiety to where, because I literally, uh, I would get so nervous when I first started speaking, uh, what I grew up that I didn’t, I would say something and then I didn’t know what I was talking about. I felt so, like I was sweating inside and my face turn really red and that I literally didn’t make any sense. It was that embarrassed.

I felt like such a fool. Right? So, um, the reason I bring this up is that if I can do it from the place of feeling like a complete fool and I winded a height under a rug, but then now getting to a place where I’m getting invited to speak nationally and more comfortable with it. I can say that if I can do it, then you could totally do it. And one thing, what’s one hot tip that you could use anywhere you go. If you’re, whether you’re at, you’re being asked to share about your practice and you feel really anxious about, um, whether it’s on video and you’re all of a sudden doing a video, or you’re doing some kind of, uh, talking kind of experience is this, you can just stick your tongue out.

So stick your tongue out,

Like the lion’s breath, right. In, in yoga. And, and that could just totally, totally put you in the present moment. So the heart racing starts coming down and your, your, the thoughts in your head about how you don’t know what you’re talking about comes down, and then you end up being more in a complete present moment. So that’s one hot tip. And I second hot tips. So let’s talk a little bit about, uh, a couple of the, um, Oh, the second hot tip is called the action. So, um, this is something that will help you, regardless of what social media platform you use, regardless of whether you do a text post, or if you do a, um, actually do more of a video, right. And, and by the way, a side tip for you, if you’re just doing a text posts, is that doing stories?

Oh, actually. Okay. I, I lost my train of thought for a moment, but we it’s just a reminder for you that remember doing, if you do a text posts doing like Instagram stories or Facebook stories is, will work better because it shows up, for example, Facebook will show up more on the top and people are more interested in hearing about stories as well. So, um, now, as it comes to call the action, one of the biggest mistakes, a lot of practitioners make is not actually give any kind of call to action that, um, that really leads people to, to book with you, or really leads people to take that next step, whatever that next step might be. And so that’s where you might be posting all these pretty close and, and inspirational messages and, uh, and things, and you, and then you’re, you’re still posting you’re, you’re like, hi, I’m here.

And how come nobody’s nobody’s reaching out? Or, or you might just say, Oh, call, call my clinic. And that’s about it. Right. So is there anything that you could vary that with because sometimes people, um, might not feel quite like they’re ready quite yet that way, or maybe they just want a different way of, of actually connecting with you. So, um, one thing that, that, that, that makes it easy and feels like it’s more comfortable. So for example, one hot seat for you is that you can actually, um, for example, if it’s on, on Facebook or if it’s on Instagram, you’ll, you’ll tweak this just a little bit, but it might be PME to get this assessment done so we can find out dot, dot dot, or you could say PME, if you’re dealing with similar health issues, we could discuss your situation, whether it makes sense for you to get it checked out.

Right? So notice that actually helps people think, Oh, maybe I need you to do something about this health issue or, or, or maybe I need to get, get it checked out. So it’s, it’s more of a, kind of, of a call to action that will actually interest people in, in booking with you. And then, um, if you want, if you don’t want people to PMU, you could ask them to click on a link to schedule an appointment, but how can you actually say that, right? In terms of, of whether it’s in a text post, or whether you’re saying it, um, video wise or verbally. So click on this link and book an appointment where we will do a such and such, and I’ve set aside a few spots for you to be able to get in with me week if you’re watching right now. So why is this really effective?

Because notice it gives a little more of a sense of an urgency, because if people feel like they could just do it anytime they might not do it right now, but if you’re actually letting them know that, you know, you’ve set aside spots this week for them, then if they’re watching right now and then to actually take action on that link, then it there’ll be more likely to, to actually do it. And I actually decided to make it easier for you, because these are just, just a couple of sample scripts from our template. That is the number one thing to supercharge, getting new patients from any social media platform, whether it’s a text post or whether it is a, um, a video kind of a post. So you can click on the link below that will be popping in, in the chat for you to actually access it.

And I’ll just give it to you also right now. So it’s introverted visionary.com forward slash C T a Scripps. So introverted, visionary.com forward slash C T a scripts. And then you can click on the link below in the chat and then, um, go there and download. You’re going to get the template in your inbox right away. Um, so go there right now, also, you know, by the way, for those of you who might feel like you’re, you’re in a place where you’re at your, if you’re feeling like you’re being, you’re frustrated with not getting as many new patients as you would like, or, and you just know you’re capable of so much more because you’ve had a dip in your income and also in your practice in terms of patient flow and feel free to also at that link, you’ll have an opportunity to book in for a free double my practice strategy session as well, to see what actually might be the most effective way to grow your practice faster this year, and actually have some help with it to grow, grow faster.

So in terms of, um, another hot tip that I wanted to give you about, about how can you be B uh, reaching where people would actually getting new patients on social media more effectively, for example, through, through video. And then I’m going to wrap up by sharing one hot seat that you can use if you decide, Oh, I don’t know about, you know, having to show up for social media all the time and creating all this content, right? Like I’m gonna share, share with you a hack where you could just create one thing and have it, use it, use it over and over again, to bring in new patients into the practice that our clients are using to do, which, um, when, when you tackle it, it’s like, it’s like it can end up even being on autopilot, which is pretty cool. So in terms of, um, the second, I mean, the, the tip other tip I was going to share with you about, about being more successful on video is that, um, let’s talk about a couple of the pros and cons of some of the platforms.

For example, a Facebook live is nice because you could literally just go live when you, when you feel like it. And, um, and then in terms of, or if you feel like it, right. And the, the thing about, about live, like I mentioned earlier, is that it, it gets sent out to, to up to 10 times more people than if you were to do a text post. Right. But the, um, the disadvantage of it is that if there’s not as much interest in that Facebook live early on in terms of, of for example, right, when you go live and in that timeframe, or at least earlier on within a day or two, then you might not get as much traction with your video, right? So that is a drawback with, with Facebook lives. Um, now in terms of, uh, length of a video, if you do do Facebook lives, it’s great to do over 10 minutes.

And some people say, well, why that long? Why? Because, because people are, um, sometimes they are, they’re coming onto Facebook at different times, but if you just do a video for like 30 seconds, then pretty much it didn’t give, give different people enough time to even hop on at all. And it’s already over. So for Facebook live to get more traction, ideally over 10 minutes is really good. Now another platform that you can use, and actually we’ve had, uh, we’ve had clients who just create one Facebook live, do it really well, and then run ads to it and bring new patients in the door. Right? So you just need to know what to say. That actually brings a new patients, and then you don’t only have to create what you don’t have to create a lot. Um, the other, um, ask the other possibility in terms of, of social media platform, um, for doing video to actually bring in new patients is YouTube.

So why is YouTube really great as a, to consider? So YouTube is people are actually going there to search for answers. They’re not just kind of surfing and then, Oh, they happen to see your Facebook live, right? They they’re actually looking for answers to their problems. So, and more people are actually starting to watch more and more YouTube videos. Um, just think about yourself. Do you ever watch YouTube videos too? Well, even if you don’t other people do as well. So, um, and the nice part about YouTube is that it’s like, it’s essentially a search engine. And, and then did you notice that if you, if you type things into Google, YouTube videos actually end up coming up, but not other kinds of videos come up as, as readily. I mean, Facebook lives do come up also. I’ve seen it, but it’s, but what do you, what do they tend to prefer as putting on top, like the first page?

Usually for people it’s usually YouTube videos. So what are some hot tips about YouTube videos? If you wonder, well, what am I going to actually say, say on YouTube questions and answers like frequently asked kinds of questions are good kinds of questions to, to put up on YouTube. And then, um, the big, and then another hot tip is you could do a video. That’s more about, you know, uh, how to, uh, how to find a good acupuncture, how to find a good acupuncturist, or you could, you could mention how to find a good, um, where to find a good acupuncturist and then put your city and state where you’re located in, because then, then that can also help with the search algorithms to actually help people find you locally. So those are a couple of, of hot tips in terms of length of a video for, for YouTube. Is that it also, it tends to build over time. Like if you, it tends to work better, if there’s a cumulative effect of your videos, if you do more videos versus just like a couple of them, right? Like if you, if you do videos at least once a week, um, over the course of a year, I promise you that you’re going to start getting more organic traffic. It’s definitely more of a long game than a short game. Right.

So Facebook live, it could be more of a short game if you do it well and do it early and do it, just do just one, like do one really well. And then do, you know, run, run ads to it. So now let’s wrap up with what, what is, what can you actually do if you’re feeling like, Oh my gosh, that’s just so not me where I feel like I have to create content all the time. It’s like, I don’t want to feel like I have to create, create new content all the time. I don’t have time for that. I just want to see patients. Um, so what can you do? This is what our clients actually doing. That’s, shortcutting all, this is actually creating just one webinar that converts and then doing it over and over and over again in front of different audiences.

So you could either do it in front of other audiences, or you could even get it automated and then have it bring patients in with just one webinar that, that works great, because then you don’t have to come up with new topic or content or anything like that. You literally just have to create one, that’s it, not 10, not 20, not spend time on social media all the time when you don’t have time, but literally just one webinar that converts. And what does that mean by one webinar that converts, it means that because there’s a difference between just educating people on, on what you have to offer, versus being able to also inspire new patients to come from it. It’s a very different skillset. How can you do both? How can you not only educate, but also inspire new patients come from it. So that’s something that I’m covering in an upcoming free training that I’m doing.

So, um, feel free to, if you have an interest in it, feel free to just type in the chat about it, and then that you’re interested and then I’ll, um, make sure to, to reply to you and send you the link to register for that. So, um, it’s really excited for you and about shortcutting things so that you aren’t feeling like you have to spend all the time on social media when you either don’t already have time for it. Or you’re like me more of introvert where, you know, it’s not like we always want to be displaying or our public lives. I mean, despite this way, everything about our private lives all the time, every single day, like 5 million posted a week or something, you know, in terms of like, Oh, I need to post like twice a day or three times a day, it just feels exhausting.

Right? So let’s simplify things have just few things like, or just even one, like I mentioned, right. Work well for you. So you can focus on seeing patients and doing what you enjoy the most. So with that, I look forward to, uh, Oh, and if you want the templates for the, um, free scripts that can help you with getting more new patients from social media, any social media platform. And the best part is that you can actually use these templates, like literally copy and paste. You can use this in all kinds of situations, even if you’re never on social media, whether it’s on your website, that you actually have an in a way to, to lead interested people into booking an appointment with you. Like what, what could you say that would get them more interested rather than, Oh yeah, just call it car office.

Right? Uh, or if you’re talking to people in, um, you can incorporate some of these things as well. So, so it’s, it’s going to be useful for you across the board and, and you don’t even have to be on social media, or if you want to be on social media, then it’s certainly going to help you instead of feeling like you’re just spending all this time posting. So, but nothing much else is happening for, from it. So go ahead and, and go, go to the link. And then I look forward to look forward to, to, um, you getting the downloads to help you right now, and then also getting you insight into, um, your practice and certainly happy to see if and how we can help you grow faster this year. So, um, yeah. Let’s have your practice take off this year.

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Mystery of Kidney 1

The Mystery of Kidney 1 Yair Maimon

We know in Chinese medicine, we are actually stepping in this footsteps of giants who had a deep understanding of how matter and energy changes into each other, how water and fire transform next. And so this is from matter and next to energy. So this is really the footsteps we are following. 

Click here to download the transcript.

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

I would like to thank the American Acupuncture Council, putting up this teaching. And, um, soon we will start with going deeper into understanding the mystery of, uh, one very interesting point kidney One. So let’s start the teaching.

So let’s start the teaching.

Well, as, you know, Kidney One is the only point that touches the ground. And next,

Next slide, please,

It is located on the very bottom of the foot. It has by the way, few locations, but this is the one that we use very often. Next slide.

We know in Chinese medicine, we are actually stepping in this footsteps of giants who had a deep understanding of how matter and energy changes into each other, how water and fire transform next. And so this is from matter and next to energy. So this is really the footsteps we are following. Next slide, please.

Can we look at men? Men stands between heaven and earth and then atomical position in Chinese medicine is with both hands out, you know, the anatomical position in West, in Western medicine, it’s with the heads down and that’s indicates the position of men pointing out to heaven and connecting heaven and earth. And in the slides, you can clearly see how the young, they have an energy goes down and how the energy goes up. And this goes through men, and this is also the movements of the meridians. The meridians starts from below and they go up and the young Marie didn’t start from above and go down the next slide. And with the same dynamic of, in any Ang interchanges, we can understand why all the in Meridian that starting with the work point, because that other dynamic from what to fire and why the young meridians are starting with metal, because they’re the dynamic of fire to water next slide.

And

This is a beautiful picture, uh, with my two colleagues about [inaudible]. We are working on this project of actually painting the acupuncture meridians. And this is the painting of the kidney, the whole kidney Meridian, which starts at the kidney one that you will see soon and ends up in the chest with the last kidney points. Next slide. This is the picture of a kidney one. And in kidney one, you see actually here, two birds, one bird is pointing downward, and one bird is pointing upward. And this is very much the dynamic in this kidney. One that brings the yang energy from a bow

Down,

But also brings the yin energy

Back up next.

Oh, you will be able to see the tree because there is this in the painting. We have a tree next. It’s the, well, it’s a DJing Wellpoint, and this is a very strong dynamic of a gene. Well point, the changing of the energy of in an yang next, you will see this,

Um,

Which is pointing down, bringing the energy down and next,

This is

There is the young energy going up at this point. So this is a very strong and, and amazing dynamic on this, uh, acupuncture point next.

Okay.

The name of the point is young Chang and young is bubbling or it’s kind of opening also for flowers. So it’s, so you have this very strong dynamic of energy entering the body. And when you stand with your soul, your feet on the ground, you can actually feel this energy coming up from the ground, but it’s a very special one. The Tron talks about like a spring and it’s to do with the water and with some special water gushing out at this place. Next, Every point has many names and this point also has many names. Um, one of them is in GU in GU called the invalid the deep Valley

Next.

And when we, and I choose this too, to talk a little bit about the name of this, uh, the secondary name of this pointing will because it’s very strongly indicates that this point is genius on the Meridian. It’s the most heated point. It’s a point when you look at somebody, you don’t see it by the way, there is two hidden points. One is on the kidney and the other one is the heart art one. This is the two points you can never see there, but it’s also to do with this hidden route of energy of the kidney. And this is the place where things are starting and initiating. And it’s almost, what’s one of the interesting point actually, to treat fear and deep seated treat, because fear is well, is hidden inside and gushes out and fills you when you are full with fear and will later I’ll give an example of how you use this point with people was fear and anxiety, even panic attack next.

Okay.

The nature of this point is it’s an entry point of the kidney Meridian. It’s a gene, well it’s wood point and it’s the lowest point of the body and it’s to do with the gene. So you see all this pointing to a very strong dynamic of the kidney. And the next time You mentioned before, and it’s very special about it’s one of the only points that has this Juul action. One that it takes a strong access from the head. I just treated somebody with very high blood pressure kidney one immediately reduced his blood pressure, especially if he’d because in his case it was for kidney deficiency and it helps on the other hand to revive consciousness, it brings the young app and revive consciousness, and it helps to calm this period and also rescue the young when needed next slide. This was a good example to show what happens when it’s like when the kid is tapping into the water. So one, we have the dynamic of going down and then the water are coming up. So this kind of a nice reminder of young energy going down while the ene energy responding and going up next slide,

One of the

Paul and one of the, to me, it’s, it’s more than, than the action of the point that this point touches the ground. And this touch this, uh, sole of the foot touching the ground represent on one hand the EAN, but also the beginning of transformation of the cause they, it starts from this point goes up to the Mo to the body, and this is the most place to root yourself. You know, when you walk in the ground, when, and sometimes people went down rooted and just say, take off your shoes. The best is if you’re a next to a beach, you know, you stand in the sand, but also if you are out there in the forest or in your garden, and you put your feet on the ground, you feel that you can root yourself endlessly into the ground through this point. So it has this very strong rooting ability, but also the connection to the ground is like in electricity, we have one place which is connecting to the ground. It allows this access from the head to be discharged naturally to the ground. Unfortunately, we work with shoes and we are full with our head with activity. So this, this charging a notion doesn’t happen. And it means our head stays full with the noise. And the ability of this points to calm is not utilized, unfortunately, because we don’t walk barefoot and we don’t spend time, you know, just being in touch with the ground next time, next slide.

So being

The lowest point in the body, but also being the would point, what point means there is a strong dynamic there, the word for spring, for the strong dynamic of this point for moving the water is very important. That’s why a lot of time we’ll see very strong effect of this point, almost immediate because of this word nature. So this powerful effect of this point is to do with the strong gang movement on the very, in a Meridian of the kidney. This is where the energy move from the bladder to the key liter is a strong change of energies. That’s why it can treat also extreme condition like epilepsy, Vertex, headaches, especially in off sometimes Vertex side effects can be hypertension next time. So one of the incidents is collaborative, young loss of consciousness, the best way to treat loss of consciousness. It’s treat kidney one on the feet and then heart nine. So you balance the fire and water. The two gene dwell points that are very strong in the dynamic of yang and bringing back consciousness next. And it helps to reduce the access of young suffer, red face waiting in the upper parts, strong feeling in the face next.

And one of its deep abilities is to balance the key and the heart. So it’s used very often for agitation, insomnia, but really hard difficulties in falling asleep, but also fears and anxiety, and very important point for menopause. Next line.

Uh, I want to spend a few minutes on this harmony of kidney and heart because they are very commonly seen in the clinic and sometimes they don’t respond. And until you create this strong dynamic of water and fire and for agitation for insomnia, but it’s also used even for memory problem, um, tendency to fear, a lot of time around menopause, women will complain and all this, uh, symptoms and because the water and fire are getting out of balance, especially if there is a preexisting condition of inefficiency. That’s why I put here the tongue of a patient, uh, with the treated with menopause, hot flashes, night sweats, insomnia, and very strong anxiety attacks all related in coming around the menopause time. And kidney one was the one that really resolved the case. Next slide.

And also since it’s a wood point on the kidney and the water is the mother of wood, it’s very good in, um, balancing the liver and kidney. So for uprising of livery angle, liver fire. So especially when you see the strong vision is visual dizziness. My, my last patient in the clinic had the strong spell out of very strong dizziness and, um, and actually changes in vision in the light days. And also kidney one was just immediately after she said, Oh, what did you do? I feel grounded. My dizziness went. So just today, I have to thank this point and his strong ability to help this balance. Next There’s a nice story about Quato and who was treating the general weight. I too had a very strong headache and was, was mine was confused. And yet this very strong visual dizziness, probably some kind of a migraine and headache. And, uh, Watteau was puncturing kidney one and immediately got cured, but also maybe he had the high blood pressure. So again, this was a nice story from already the second century, you know, saying how this point was used dramatically in this case, by the famous WATO physician. Next

Another nice case from the clinic. It’s a patient that I’ve been treating for a while. Uh, he has a fear of water. He has a lot of memories from early childhood of being beaten by his father, but also with great anxiety and fear from, from this beating in, from the father, when he came, he has lower back pain feeling of cold. This general called this as some dizziness. Sometimes you wake up at night to urinate many times, sometimes twice, and he’s quite young. It shouldn’t be, it has a sexual problem is performance anxiety. So you see all many different aspects related to fear and to unstable water and kidney energy. Next, This is his picture and you can see the eyes, you know, you can really see the fear there. You can really assess it. Yeah, I do a lot of diagnosis from observation says you come to the room and go, what’s going on with his kidneys. What’s going on with this fear next. So on him, I treated kidney one and kidney 23. And the reason I use kidney 23, because all the upper Kimmy chest point are very good for deep seated fears from early childhood, from, uh, things that are happening already in the natal or even prenatal life. So, uh, I feel be interested. I’m teaching a lot about this point and especially about 10 points, next slide.

And now they’re good example is a female she’s 42, and I’m saying 42, just married with two. And she felt extremely exhausted when she came to me for the last three years. And this exhaustion is actually got deteriorated in the last year. So when she came, she was most of the time spending in bed. It wasn’t like a depression. It was a real physical exhaustion. She would hardly call go out in, in bed. I even to do simple things before this, she was very functional. She was executive in high-tech and she said she has difficulty concentration insomnia, lower back pain, strong, lower back pain, uh, periods were very delayed. And, um, last year she had infertility and, uh, now she has this all the time. Also dislike fears coming out, even from doing little tasks and difficult. And let’s say she’s 44 because she’s in this time of changes of the kidney Meridian every seven years,

Six

Feature from the clinic side, just from the, you know, I needed a kidney one and I’m bringing this patient because after this one treatment, she, she was like, totally better. You know, she came out of bed and she started to get better from, from this point on, would I obviously treated her more and, uh, in this case is, are so inspiring in South teaching for the effect of the point. So this is, to me, it was always a good example of the, the strength and the, um, ability of this true point to create a dynamic change in, in patients a case.

It looks like we use this

Point also in Chicago. You know, there’s two like main points. One is on the kidney. One again, when you in the simple exercise, simple Chicong exercise, which I recommend for everybody is sustained. Obviously, if you can stand without shoes on the ground, it’s even better. And you root yourself, you inhale and exhale through this point to root yourself, to root the lower that here, Dan can the lower abdomen, and it helps the body to absorb this yin energy. And after a while you feel stronger and firmer, so pericardium and kidney one, or the two, this access and entry points of energy, which are used a lot in Chicano.

Next slide.

This point with boxer, it’s actually one of this, uh, almost homeopathy likes cures likes. It says to subdue the liver young and reduce excess in the head to warm up this point.

Next one

Calming effect of this point is just touching it. It works amazingly in children really dramatically. So you can just touch this point. And then you’ve seen that children are kids that they cannot fall asleep. They’re overactive. So even just touching this point, you can even tell them to breathe to this point, but also in the clinic. If we can just touch for a minute, you see how people immediately relax and come down for insomnia, especially before bedtime. Uh, if you can do it to children, to others, it helps to kind of relax and bring down in the root Dene. So it helps to fall asleep. And now they’re good exercises just to put before sleep, to put the legs. And before this to massage a little bit, this point in hot water, you can even put salt in the water. Again, it helps to discharge the success of energy from the head down to the leg and into the water and helps to relax before sleep next line.

Uh, there is another interesting, uh, um, recorded, uh, teaching, which I did with my colleague, Ron Yale, that we are reading together, writing together this book about kidney one, where we are just discussing this point. So you can also enter and watch it for free if you’re interested, but everything in life is about the jink and Chen. And this exchange, when we see gene is water and Shen fire, and this changes of fire to water and water to fire. This is where we started of method, changing to energy and energy into matter. This is the essence of life on earth. So that’s why this point being on this very edge of this essence of yin is so dramatic and so important and can be used utilized in the clinic in so many ways. Next slide. Again, I would like to thank the American Acupuncture Council for allowing this teaching and thank you all for watching it. I wishing you the best of health. And especially in this time, the best of spirit and happiness, all the very best from me or my mom. Thank you very much.

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Year of the Ox Thumbnail

The Year of the OX 2021 – Tsao-Lin E. Moy

 

I want to thank the American Acupuncture Council for having me as their host. My name is Tsao-Lin Moy. I am a licensed acupuncturist and herbalist. I practice in New York city and I am the founder of integrative healing arts, uh, where I’m located in union square. Um, today I’m going to be talking about the Zodiac, uh, as we are going to be entering into the year of the ox and what we can do with that energy to help us be healthy and have an abundant practice. So, um, I’m going to go to a slide presentation, um, to give you some visuals. So this year is the year of the ox and the, it will be starting on February 12th and it will be through January 30th, 2022. And we have been in, uh, for 2020 has been very challenging for a lot of people, I think for the whole world.

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

And so it’s important to also look at that with Chinese medicine. The Zodiac is actually a part of, one of the branches of Chinese medicine. It’s the esoteric, um, aspect of Chinese medicine. Now, um, there are 12 Zodiacs, right? And so here we are, uh, the, the year of the arts. So if you’re born in this a year, it’s going to be the metal ox, right? Because there’s also the aspect of the five elements. And as practitioners, we also, we understand the five elements as a cycle, right? A generative cycle, or it could be a control.

So

With the 12 Zodiacs, we have the, the elements, earth, metal, water wood in fire. And these ODS, the Zodiacs are based on a lunar calendar. So each lunar year, we have also, uh, an elemental cycle. Uh, the 12 year cycle actually follows the Jupiter’s orbit around the sun. And that takes about 12 years for 2021. The Zodiac is the ox, and that is connected to the element of the earth. And as we know, earth, energy is very nurturing. It is yin and the time is more of a winter, but winter has potential, right? And the, uh, the element though for this year is going to be metal. So people born in 2021, the year of the ox are called a metal ox or a golden ox. And the earth element, you know, is part of the nature of the ox. So that aspect always be, will be present.

Um, but metal is going to be influencing it. Um, the animals Zodiac or the animal influence will also depend on the date that you were born. So if you were conceived in February, all the babies being conceived, uh, coming up soon, they will be, uh, conceived in the energy of the ox and when they will be born, they’ll be have more of those, uh, ox attributes. Um, what’s important to know is that we all hold these energies within us and, uh, relate and interact with these influences under the principles of yin and yang. And this is about dynamic balance. Uh, metal, uh, attributes are considered to be from there’s some rigidity, also persistence strength and determination. The metal person can be controlling, ambitious, and forceful and set in their ways as metal is strong. But also if you look at the idea they cut to the chase, they don’t, uh, play around. Right. Um, here we go. And as you can see, here are these two beautiful,

So

Is, uh, a earth element and is really the art, uh, is down to earth. Their nature is hard working. Um, they have integrity, they’re reliable. Uh, someone who was born under the ox is honest in nature. They’re dependable, they’re strong, very determined. Um, and you can say they’re incorruptible and sometimes they can be inflexible, right? They’re very strong minded, strong, um, oxen, constitutionally, if you are born in that year are physically strong and have robust health. Uh, the Zodiac is related to agriculture and cultivation. So this is going to be a very important theme. When we talk about business and health, uh, doing the hard work to plow the fields and sow the seeds for the future growth and abundance, um, ox have great patients and a much longer view of what’s going to be to come. So who do we know that is born in the year of the off

Broccoli

Mama? Uh, so if you wanna look at, uh, a person as we call a celebrity or someone who is a leader who carefully plans, et cetera, et cetera, uh, Barack Obama is, uh, is an example of that kind of energy, really steady, um, determined and, and not dissuaded from making things happen.

Um, as an aside, our, our new president and vice-president, uh, uh, Joe Biden is a water horse, and Kamala Harris is a wood dragon, right? So we have a great, we’ve got the wood energy, I’ve got the water energy water feeds the wood. So we’re going to look at how the president, the new president is also supporting of, uh, women and in particular, the vice-president really to be a mentor. And also the idea of, you know, how he is nourishing and, and you can see that in his, his energy, right? He’s very, he’s like the grandfather. Um, so I won’t get into politics. Uh, but, uh, what I want to say is like, with this energy coming up, how are we going to use this energy of the Zodiac to bring abundance and prosperity this year? So one of the things is having great patients and a desire to make progress.

So this is really OX energy. Um, ox will have a definite plan and with detail steps to which they apply their strong faith and physical strength. Um, so if you imagine the lines that they plow in the field, uh, is really like slow and steady, uh, and really looking to cultivate for the future. So your health is also important. So this is about being robust. If you want to cultivate robust health, I mean, you want to cultivate more robust health. Otherwise you can get burnt out with overwork, right? And we’ve seen this last year, a lot of scurrying around, you know, trying to be resourceful. That’s the energy of the rat resourceful. Um, but you know, now we’re in a, we’re going to be coming into a space where we really need to look at, we need to get to work. Uh, ox can achieve their goals by consistent persistence, right?

And this means don’t give up. Um, I know that 2020 has been very challenging. Many people have kind of, you know, some people have decided to not practice or their, uh, you know, their, their business has been in flux, a lot of people. So this is really where we need to get back to work. Um, ox are not much influenced by others or the environment, but persist in doing things according to their ideals and capability. Um, so you have to be mindful that you don’t get stuck or mired in your own ways. So this can also be an, if you become too stubborn or you think that this is the way it is, that is what we consider a kind of a mind set, um, versus what we need is a mind shift. So in this case for this year, no shortcuts or quick fixes or magic bullets, it’s really, you know, constant considering, uh, consistent work and planning.

So really looking at, um, looking ahead that there is going to be growth. Uh, we have to plant those seeds, right? We’re in this place now where we’re moving out of, uh, this pandemic energy. Um, the other topic is it’s time to get more visible with acupuncture and Chinese medicine. Now, this is kind of a pep talk, you know, for all of you practitioners out there. Um, we have thousands of years of evidential knowledge on how to help people. Right now, we are still in a pandemic. COVID has hit the globe, right? People in the media are looking for natural solutions to heal. A lot of people are suspicious of vaccines. A lot of people are suspicious of antibiotics and pharmaceuticals. It would just come off of a lot of that, uh, you know, funny stuff going on with pharmaceuticals, acupuncture, and Chinese medicine, offer benefits for people to heal and get healthy.

You need to cite research. Um, acupuncture can relieve inflammation, naturally boost the immune system. There are Harvard and NIH studies that actually prove this. And so this is where we’re at a point that there isn’t really anything out there that’s going to help the long haulers in terms of drugs and other therapies. What is really clear is that acupuncture and Chinese medicine, because of the model that it is to help people heal better, to take charge of their health, that we are actually holding this information. It’s really important to get out there. And so, um, what I’m gonna kind of challenge you all is to really look at how you can plant those seeds of information. You want to seed the information. Um, so the people will become aware that there are solutions. I mean, maybe they already are solution aware. They are aware that they have a problem.

That’s not getting fixed, um, by conventional methods, right? And so this is an area where you can shine and where you can offer real help. Uh, with thousands of years of evidence, right? Asia had over 240 some odd, uh, epidemics over the last couple thousand years. And so the, the information that we can provide for people to heal themselves is very important, right? And I hope you recognize that you have a lot of knowledge that can help a lot of people, right? What you do, you want to love what you do and do what you love. Um, I don’t know if anybody has went into, uh, acupuncture and Chinese medicine thinking that they were, you know, their, their first, uh, focus was going to be making millions of dollars, right? You have a servant’s heart. And what’s really important is you also have the knowledge that can really help people, right? And so I want to remind you all that, you have this, you went through the schooling, you went through the training, you are a, uh, you’re practitioners, you’re professionals. You’re not commodities, right. You’re healers.

So this year is also about rebuilding your practice, right? Again, this is this ox energy. We’ve all had to pivot in some form, you know, hands-on, uh, practices. There is no substitute. There really isn’t a substitute. You can’t do virtual acupuncture, right? Um, the, the, uh, relationship between the patient and the practitioner is what makes the difference. It’s the alchemy that pulls it together. We are the guides, they are the Explorer, right? We’re the facilitators. People need us. So this year is going to be about rebuilding, maybe shifting your focus of your practice. And in, in the previous slide, I kind of outlined a few areas to really focus on where people are struggling, loss of smell, and taste, sleep, anxiety, digestive disorders, all of those and pain, a lot of pain. And, uh, there’s a lot of research that shows that acupuncture and Chinese medicine is very effective.

So what we’re looking at is, you know, we want to have our feet on the ground with the earth energy, right? This is nurturing. It’s the time to practice what we preach, right? With yin and yang balance and resilience. We have to model, right? Remember that you have thousands of years of evidential knowledge to help people heal. There’s no substitute for hands-on treatments, right? Everyone might say they do Wausau or cupping or dry needling. But the reality is, is that the knowledge that we hold is what really makes it effective and helps people to heal. So the situation has been, the people are scared and you have those solutions that can help them. What is nearest and dearest, and that is their health. So I want to thank everyone who showed up to listen to this lie. Um, I want to thank the American acupuncture council for having me. And I also

Want to let you know to please join us next week when our host will be, yeah. Mammo, thank you for listening and, uh, have a great new year.

Please subscribe to our YouTube Channel (http://www.youtube.com/c/Acupuncturecouncil ) Follow us on Instagram (https://www.instagram.com/acupuncturecouncil/), LinkedIn (https://www.linkedin.com/company/american-acupuncture-council-information-network/) Periscope (https://www.pscp.tv/TopAcupuncture). Twitter (https://twitter.com/TopAcupuncture) If you have any questions about today’s show or want to know why the American Acupuncture Council is your best choice for malpractice insurance, call us at (800) 838-0383. or find out just how much you can save with AAC by visiting: https://acupuncturecouncil.com/acupuncture-malpractice-quick-quote/.

 

E & M Code Evaluation 2021

2021 Evaluation and Management Coding Update


“So I want to give a little bit of an introduction today as to what’s occurring to at least give you a feeling for it. Certainly this is not going to be what I can fully give you at a full seminar and a, through a consultation, but at least to give you some updates enough to be able to get in, to handle what has changed. So E&M codes, evaluation, and management, or if you will, exam codes are being updated for 2021. So I’m sure you’re all familiar with what a hat we have had of course, in the past, which of course were the standard E&M codes.”

Click here for a copy of the transcript.

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

Hey, welcome everyone. Happy new year.

Glad to have you with me. Thank you to the American Acupuncture Council for giving an opportunity for us to share with you information, putting in billing and really making your practice for the new year. So happy new year to everyone. And of course, year of the ox. And I also will tell you, it’s going to be the year of time. I’m Sam Collins, the coding and billing expert for acupuncture. In fact, you probably see multiple articles from you and acupuncture today and other publications, as well as I’m on the United healthcare committee for coding and reimbursement sitting for acupuncture’s behalf, as well as who for ICD 11. So I have a very vested interest, of course, in your practice, in the thriving of what you do. Well, of course, this year, like all years, there’s always something new and updating, and I’m sure some of you have already noticed there’s been some changes that have happened with E&M (evaluation and management) codes.

Make sure you check out our 30 day trial s we can prove to you how simple it is to get you paid.  Click here!

So I want to give a little bit of an introduction today as to what’s occurring to at least give you a feeling for it. Certainly this is not going to be what I can fully give you at a full seminar and a, through a consultation, but at least to give you some updates enough to be able to get in, to handle what has changed. So E&M (evaluation and management) codes, evaluation, and management, or if you will, exam codes are being updated for 2021. So I’m sure you’re all familiar with what a hat we have had of course, in the past, which of course were the standard E&M (evaluation and management) codes. Now, when I say E&M (evaluation and management) always remember that means evaluation and management. So that means evaluation the exam management, the, you know, dealing with the patient, discussing with them. And I’m sure you’re all pretty familiar with these codes in the sense of we have new patient codes. And of course we have established patient codes. What, what these codes are, for course are simply for exams. These codes are no longer going to be there. At least described this way. What they’re doing is trying to make this a lot easier to deal with. So obviously you’ll see these codes. And I think the one thing we all picked up on that was always, there was things like this. You’ll notice here. It says physicians typically spend 10 minutes. Well,

I’m sure you’re all aware that never was the reason

For the code. It was not something based on what’s typical, but what was considered an average and more about what you did on the exam. Now, a quick note, what is not changing is the definition of a new patient or established patient. A new patient of course, is going to remain the same. That’s someone brand new or office or someone you’ve never seen before. Okay. Meaning I’ve never seen them, but it could also be a patient you haven’t seen for three years. So do recall the three year rule when it comes to a new patient, even if it’s a past patient, but they’ve not been to you within three years or more, you may build a new patient again. So that’s the new patient code that’s not changed and established patients not changing either. That’s any exam of a patient that’s existing. Existing means anyone you’ve seen within three years.

So it could even be a new injury, but it also obviously would be a re-exams. So what’s changing. So I kind of chose this Bob Dylan kind of theme times, they are a changing and this is really a dramatic shift and what’s changing. So the bottom line is the codes are changing, but I want everyone to be aware if you attended a seminar with us, the American acupuncture council that I’ve taught, I’ve actually been teaching these changes since 2019. So hope you have a little bit of information if you’ve been there, but let’s keep this in mind. I’m sure most of you are aware. The old way of coding was pretty complicated. There were a lot of guidelines that you can see here. The 1997 documentation guidelines was 50 pages long. And in this guideline, you’ll see all of these things where you had. If you see on the left side here, all these organ systems that you had to have, and then of course it was the number of bullets of what things did you do?

Did you do a range of motion? Did you do palpation? Did you do tongue? And these bullets added up, so you had to have kind of a scoring. So familiarly, if you were billing a nine, nine, two Oh three, you had to do at least two or more organ systems in 12 bullets, which for most people was like, I don’t understand what you’re talking about, or it becomes complicated on the way that acupuncture is, do it. And I’m sure if you’ve been to our seminars again, you’ve seen this guideline as well. That talks about for each code. So notice each code nine, nine two Oh one to two, one two says problem-focused expanded, but you’ll notice it talks about the number of bullets. This is what was complicated. And frankly, this is the reason they’re making a fairly big change with this. The reason why is finally CPT, I think did something to less complicate.

And I won’t say CPT is necessarily trying to complicate, but they’re trying to make it accurate. Well, what they realize they needed to do something with these codes because they really weren’t working for the way doctors examined patients and particularly acupuncturists. And the whole point of this change is to increase time with your patient. Not doing a lot of other works, like doing certain bullets, just to meet the guidelines. It should improve the payment accuracy as well, because it allows you to truly pill a code that’s accurate for what you do, because I’m sure some of you as an acupuncturist are pretty frustrated that often you might spend 30 to 45 minutes with the patient, but yet the exam based on the old guidelines, it might only come out to a two Oh two and you’re thinking, Oh my goodness, I spent 45 minutes. So this update is really reflecting that.

And so what’s happened is these new codes now indicate a focus on time. Oh, let me go back here. And so you’ll notice here. The first thing you’ll notice is nine, nine two Oh one has been eliminated. So you’re never going to use nine, nine two zero one. Again, what we have now for new patients is nine nine two zero two through nine nine two zero nine, excuse me, nine nine two one five. So two zero one has been eliminated. So some people are like, Oh, this is going to be a problem. So take a look here. You’ll notice. Now this code says it’s an office or other outpatient visits. So notice it doesn’t necessarily say exam though. That’s part of it. And it says for the evaluation and management of a new patient, which requires medically appropriate history and examination and a straightforward medical decision-making.

Now you may look at that go, well, what does straight mean? Well, it means it’s fairly minimal, but here’s the best part. Take a look at this. And this is really something excellent for acupuncturists. It says here, when using time for code selection, 15, 29 minutes of total time spent on the date of the encounter. So in other words, the big change for this year is time now becomes a focus that you can use should choose the appropriate code. So if you Ben 15 to 29 minutes, the code would be nine 92. Well, too, if you spend you’ll notice here 30 to 44 minutes, it will be a two Oh three. If you spend 45 to 59 minutes, a 200, and then if you’re going, obviously plus an hour to up to an hour and 14 minutes, it would be a two Oh five. So now what you can do as a provider, start to log the amount of time you’ve taken with the patient.

Cause understand that the time you spend with a patient, not always as doing exam things or palpation, right? If you will, but taking the history gathering. In fact, here’s the really cool part about this. Notice this statement here, it says of total time spent on the date of the encounter. So no longer is it just face to face time. It’s now going to be the entire time. So by example, I bet many of you have a patient fill out a relatively detailed history form. And of course, once they fill that out, you’re going to spend maybe five or 10 minutes reviewing it before you even go in the room with the patient, because you want to see what they said that week and ask more points, questions. Here’s the important part of that. You now you can take the time you did reviewing that before seeing the patient, this is before or after seeing the patient so long as it’s in the same day, it doesn’t have to be face-to-face.

So now I want you to start thinking not only is time important when you document acupuncture, as we’re all aware, but it now also becomes important when doing evaluation. So it’s going to be important if you will to think of it. This is the year of time. I know it’s the year of the ox, but it’s the year of time you’re going to time acupuncture. But now I want you to start to tell me how much time you spent doing any of the activities that are running [inaudible] to your acupuncture visit or exam it could be, or the patient or after if you’re having to review or, you know, probably, uh, consult with another doctor potentially. So you’ll notice all of them have a time value. Now that’s different. So this is a completely new description. That old description is now gone. Now, the other thing that did update a little bit, they did obviously indicate time.

But one thing to note nine, nine two, one, one you’ll notice here does not have a time value. And that’s because that’s considered a value for a non doctor seeing the patient like a staff person, which wouldn’t happen in a Kairos or excuse me, an Accu setting, but maybe in a medical setting, they might have a staff taken a blood pressure. So think of it this way. You’re going to code a nine nine two one one. You’re always going to code. According to time, notice on a re exam of a patient 10 to 19 minutes. Now as a two, one to 20 to 29 minutes is a two, one three. So where I think things are going to be a lot easier for acupuncture. Now, just going to document the time now I will say, let’s be a little careful. If you tell me you spend an hour with every patient, no matter what they have, that’s going to be problematic because now it’s not an issue of what you’re seeing.

It’s a style, but assuming you do more or less, depending on severity, this all makes a lot of sense. And so now you’re simply going to pick the code that’s appropriate. I do believe you’re going to see a lot more potentially two Oh threes and twos, zero fours, based on that timing of that first visit. However, I do think on the re-exams we might be more in the 200 threes and two, one twos, not the two, one fours. It goes on re-exams will you spend more than 30 minutes on the re-exams? I won’t say that is this typical, but not saying not here’s the important part document the time. So here’s, what’s changed the old really based everything on the complexity. And you had to have history of physical exam, medical decision making, and it had to all fit within these guidelines. Well, the new one no longer requires a specific history or exam.

Now that doesn’t mean there isn’t an importance to a history and exam. It just means that’s not going to be the absolute basis for the codes. They’re going to allow you to use the time that you spend with the patient. If you will counseling them to an extent, in addition, they will still allow medical decision making. That’s what MDM stands for here, medical decision-making. So this is where I’m sure some of you have seen this. You can go to a medical doctor and maybe you’re with him or her all of 10 minutes, but they Ville bill a very high value code and you think, Oh my God, how could they build such a code for 10 minutes? Because the medical decision-making being life or death or something that with a great risk of morbidity, mortality may be higher. So there’s still going to be a component of that.

But I think this really helps complementary providers like acupuncturist, better code according to the amount of time and things you need to do with the patient. So to kind of give a synopsis, you’ll notice nine, nine, two Oh two to two Oh five. You’ll notice the total minutes here, but then notice it says medically appropriate. So do keep in mind. If someone comes in with a simple shoulder pain, I doubt that’s ever going to reach a high level, even if you spent an hour. Cause what about that would be high in the sense of risk of morbidity mortality, but what if they have multiple areas? What if there’s low back pain and it’s rated into the stomach? Those all certainly could make a difference. In addition, notice now on the right side as well, it says medically appropriate for the established patients. But notice again, just the time and what it says a straight forward, think of straightforward is something you can almost see it without really even evaluating just based on the patient telling you, but the more complex, the more things we have to do deal with.

So I do want to make an emphasis here. History for an exam is no longer the reason for the code. It could be medical decision-making or time you should do an appropriate history and exam for the patient’s condition. Obviously, would you want to do a full history of a patient with a simple shoulder problem? Probably not. I mean, we don’t need as many of those factors as we did in the past just to qualify, but it would be appropriate necessarily based on the history of the patient. Tell you, so it says here healthcare providers should not interpret this change to mean that the documentation efficient exam is not necessary. A complete medical record of services is rent. Rendered is important for many reasons, such as providing information for quality initiatives, but also making sure that there’s an appropriate amount of information to make the diagnosis that we’re getting.

So although a specific level of history exam will not be a factor for 2021. You still need it for accuracy. Just be careful. Let’s not conflate everything to an hour. So my only concern would be, let’s not put ourselves in a position that if your style indicates an hour, I’m not against that, but that’s not an issue where the necessity based on severity is there. So I know this was a quick and easy to show you the new codes that they’re time-based. But I want to say to all of you, the American acupuncture council is here to help you. And I will say, give us a chance to help you. We have seminars, we have a program called the network where I can become part of your office, what I’d like all of you to do. If you have a moment, take your phone, open up your camera and that little QR code in the left side.

If you click on that, you’re going to get a free 30 days to make me part of your office. Give me a chance to make sure your claims can get paid and help you with these codes. Even better realize we do seminars, but network members get a chance to deal with me one-on-one so that we can go through, well, how do I do this, Sam? What do I need to document? What level to make sure that you’re fully compliant. So if you click there, it gives you a three free 30 days to our service. I would say, give me a chance to send me a couple of bad claims. Send me a couple of claims you weren’t paid on. I will guarantee will always make you more money. And after 30 days, you’re going to happily say, I want to stay part of your program.

As I said, this was going to be quick and easy. And it just to give you an idea, but please take a look for those of you that have our Accu code. Remember, these are all published there as well. So the new codes now are going to be more time to base with an elimination of nine nine two zero one. And of course, no time with nine nine two one one. So document your time. I’m going to say thank you to all of you. And I hope that you get a chance to try the 30 day trial, get ahold of me. Let’s get moving forward. Let’s make 20, 21 the best year ever. Your patients need you. I want to be part of that service with you. So I’m going to say thank you to all of you and I’ll see you next time. This is Sam Collins, the coding and billing expert for the American Acupuncture Council wishing you all the best .

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So as Matt said this time, we’re just doing the same thing, elevated ileum, but it’s its relationship to the shoulder girdle and then shoulder dysfunction and other upper extremity type problems. But we’ll give some more specific examples, but just keep in mind that there could be a whole ton of different, dysfunctions that could come from just one simple thing, like an elevated ilium.”

Click here to download the transcript.

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

Hello, everyone and happy new year. Thank you very much for attending. My name is Matt Callison.  Hi, thanks for attending. I’m Brian Lau.  We’re from ACU sport education and the sports medicine acupuncture certification program. Thank you to the American Acupuncture Council for having us. We have a sports acupuncture webinar. It’s always really fun to be able to do this once a month or every other month. This particular one, we’ve got more information for you. We have such a good time last month with Ian Armstrong, who’s the teacher of the postural assessment and corrective exercise class in the smack program. Brian and myself had a great time discussing elevated ilium and his contribution to medial knee pain had explored the different sinew channels and different acupuncture points and exercises that can be used to help to correct this. Then Brian, I was thinking that’d be great to be able to actually do something similar, looking at an elevated ilium and its contribution to a superior shift of the scapula or an elevated ilium and the injuries that that can cause. And some exercises that would be useful to apply after the acupuncturist acupuncture treatment. So, unfortunately though, Ian had some cut amendments, he wouldn’t be able to join us. So Brian and I are going to go ahead and take this over. Um, Brian, what do you think about us going to the intro slide? And if you have any words or so you want to share,

Uh, no, no, basically I guess just the small thing is that, um, elevated ilium could cause a whole ton of kind of, uh, potential pain patterns of low back pain, hip pain, a whole bunch of them. Last time we chose to see how it can relate to the lower extremities, especially the knee for medial knee pain. So it’s just an example, example to see how to start prescribing exercises, how to add them into the full, comprehensive treatment. So as Matt said this time, we’re just doing the same thing, elevated ileum, but it’s its relationship to the shoulder girdle and then shoulder dysfunction and other upper extremity type problems. But we’ll give some more specific examples, but just keep in mind that there could be a whole ton of different, uh, dysfunctions that could come from just one simple thing, like an elevated ilium. Hmm.

All right. Well, let’s go to the next slide. I think that’s a good segue for you. Want to go ahead and start with this one?

Yeah. So, uh, with this image, uh, again, we’re, we’re focusing in on a postural disparity, uh, we picked an elevated ilium cause it’s clinically relevant. It’s very common. You see it a lot in, uh, in clinic and you see both how it can relate. Like I said to, to local pain patterns, like low back pain, et cetera, but, but how it really becomes, you know, since so much weight transfers through the hip, it’s really one of the key structures, uh, that determined cemetery for a lot of the rest of the body. So if you can balance the pelvis that goes a long way in and of itself to balance the shoulder girdle, to balance the lower extremity knee position, foot position, et cetera. Uh, so it’s not the only thing. Um, but it’s a really a big thing. So we’ll look at its relationship to the shoulder girdle today and give some exercises review, uh, refer back to last times podcast where we looked at some exercises for the ilium itself.

Um, and then we’ll look at some exercises for shoulder girdle, but then how to combine those with acupuncture treatments. So in this image, you see this gentleman on the right there’s a elevated and you can kind of see the schematic, um, image. You can see that he has an elevated ilium on the left. So he follow, uh, you know, the line from the top of each, uh, iliac crest. You can see an elevated ilium on the left. We’ll look at some other ways you can measure it in the second, uh, then look at just for now the relationship that calm. And this is the most common way that it would present is that you’d have a balancing, you know, in the girdle of the shoulders, the shoulder girdle balance, where it’s going to start to compensate to that elevated ilium. And in this case, you see that elevated scapula on the right. And that’s probably the most common way that this would present. It could do it differently, but this is definitely the most common opposite elevated scapula or a superior shift. You might call that

Just want to emphasize as well that Brian was talking about balancing the elevated ilium or any kind of, uh, ileum type of partial disparities. I mean, the reason why it’s, you can see that it’s going to be the middle section of the skeleton. That’s going to affect what’s happening above and below in addition to housing, the dantien and the kidneys just above. So by balancing that aspect that helps, helps all kinds of different things they acupuncturist can be treating from pelvic floor dysfunction, lower jaw disharmony, OB GYN, middle job disharmony. So looking at balancing at the muscle skeletal systems, not just for orthopedic, it’s also for helping those on food. So that’s, that’s great. And this is what we emphasize in, in the smack program is trying to be able to get that elevated ilium or any kind of partial disparities and pelvis to go ahead and treat that first, which I’m sure a lot of practitioners will actually go for that as well. Yeah. Brian, before we go to the next slide. Okay.

Yeah, the we’re going to be zeroing in, in a second more on the shoulder and scapular position, but in this particular model, you can also really see the change in the position of the neck. And I’ll just give you a very simple way to see it. If you could picture that ilium elevated. I think I mirror image near my right hands up, but I’m trying to make it look like my left hand to kind of match this, this model, if, uh, the aliens elevated on the left, the person’s not going to stand in such a way that they’re, they’re leaning, you know, the leaning tower of PISA over on that side. And everything’s pointing, you know, uh, to the left, they’re going to find some place to compensate that someplace could be multiple places. It could be in the spine, which you see a little bit of in this model.

It can be in the shoulder girdle, it can be in the neck, they’re going to find some way to get their eye and their head and, um, ear position, you know, the equilibrium of the body a little bit more balanced. So if the shoulder girls are really fixed, maybe they’re going to find a way to do that all in the neck. Um, but the common one, the, the very frequent thing you see at least, um, that’s going to be part of this dynamic is the, uh, contralateral shoulder being higher and the, you know, compared to the hip, so left hip right shoulder, right hip left.

Great. As you can see the image on the right, the patient has an elevated ilium on the left and looks like there is elevation on the right as well. He does have a little lateral tilt to the right with the scapula quite. I mean, with the head that Brian was just talking about. So one of the muscles that we’re going to actually the only muscle that we’re talking about, primary muscle that we’re going to be talking about as well, the levator scapula. So can you see where the levator scapula attaches on the image on the left, the superior medial border of the scapula close to small tests in 13, and then it’s other attachment is going to be the transfers process of C1, C2, C3, C4. So the superior shift of the scapula, and you’ve got a shortening of that. Levator scapula, small tests and CGU channel that we’re going to get into a little bit more in this webinar, in a lock short position, it’s pulling the neck to the lateral side. So multitude of injuries can be occurring from this that we’re going to be getting into. All right. All right. Well then let’s go to the next slide. The quick review. This is what we talked about last month about measuring the ileum. Um, so you can see the middle image. There’s the hands are coming in on the side, on the lateral side, and the fingers are placed at a level line, right on top of that alien, it gives you an idea of where side is going to be elevated.

Well, I’m a person that, that doesn’t work for the camera position. So, well,

Go ahead, Brian. You can finish.

No, I just wanted to say that just for people to know that the, if you’re measuring that you’d be right behind the person that mats moved to the side to be able to see whatever his hands are. So just that heads up.

Yeah. True. And then functional anatomy from, um, OHS, overhead squat from the national Academy of sports medicine. Looking also at what happens with an elevated Dalian was usually an asymmetrical hip shift. And there’s a whole slew of sinew channel imbalances that occurs with this. And once we see this kind of posture where we’re automatically thinking of different acupuncture points that we can treat for locally adjacent and distant of the primary channels and the Sr channels, in addition to what this kind of Bosch is going to be doing to the organ.

All right, well, let’s go to the next slide please.

All right. So here, you’ve got elevated scapula or also called a superior shift of the scapula, and it’s going to be associated with a lock short levator scapula that we discussed earlier, which you see here on this individual’s left side. This individual has an elevated ilium on the right often like Brian was saying it’s probably most of the times, but not all the time. There’s never an always is that the opposing side will have a superior shift of the scapula. Sometimes you’ll see a superior shift of the scapula on the same side of an elevated ilium, but what we’re going to be discussing here will still apply. All right? So this posture can lead to many different muscle and channel imbalances that we’re going to be discussing just a few of them. Um, some of the injuries that can happen with this will be rotator cuff tendinopathy, but Ron boy, minor constrain thoracic outlet syndrome. And there’s more Brian, do you want to say anything before we go to the next line?

Uh, well, I think we also have, uh, in the slide or is this the next one? Yeah, the downward downwardly rotated, uh, scapular position. And I think we have a little bit more on the next slide, so we can go over it a bit more there. Um, but uh, if you look at the scapula in this position, the left side, that I’ve looked at the glenoid cavity. So the, um, I have a little scapula here, so, uh, I think this look more like my, uh, left side of your looking through the rib cage at the front surface of the scapula, the glenoid fossa would go up. That would be upward rotation. This patient has more of a downward rotation of the scapula. And that’s pretty typical when the levator scapula shorten. We’ll talk about this again in the next slide, but, um, but that’ll play into some of the, um, discussions we have coming up in a few, few slides also. Okay. So next please.

All right, so this video’s not playing, maybe if you click on it, it’ll play.

I see. Okay.

So it’s not playing unfortunately. Well, that’s what happens with technology sometimes. So let’s just walk there.

I think it’s coming, isn’t it? Oh yeah. I can see them working on it. It looks good. There it goes.

Thank you. Okay. So one of the actions of the levator scapula as the name suggests it’s going to elevate the scapula. Now, what this is not showing is that you do have elevation in the scapular, but if you look at the origin, the assertion or the distal proximal attachments, it will also downwardly rotate that scaffold. If you will, Brian, can, you should have downward rotation again in your scapula.

Yeah. So tell me, Matt. And you can tell me if this is a case, this is the right scapula, but I think since we’re on, I think everything’s mirrored image. I’m trying to look at, make it look like the same. So does that look like the right side?

Yes. But can you do us a favor? Can you go ahead and keep it in front of you? Because it blends very well with the white background. Yeah. Okay. That looks really great, but you don’t have to raise it up a little bit, at least on mine now. Okay, good.

Yeah. So you’re seeing through my rib cage to the front surface of the scapula levator scapula would be attaching here to see one, two, three, and four transverse processes, a muscle of the small intestines in your channel, and it would lift or elevate the scapula. And at the same time it would soaps and please me or imaging, it’s hard. It would bring the side of the neck down to that side to its side, bend the head, but we’re talking mainly about the scapular position. So elevating the scapula. Okay.

That’s great. So let’s go to the next slide, please. I don’t think we’re going to talk a little bit more about the rotation. Okay.

[inaudible]

Yeah. And this one we’ll look at the downward rotation of the scapula

That’s there’s upward rotation downward. So when you see green about levator scapula, that’s when it’s shortening concentric contraction, it’s active and the Red’s going to be a lengthening contraction. So green is going to be upward, rotate downward rotation, and then you’ve got your upward rotation. So in a locked short levator scapula, you can see how it have a propensity to be stuck in a downward rotation, which will then when you’re raising the arm to shoulder abduction, like the scapula humeral rhythm, that images that’s on the right there, the greater tubercle, a big prominence on the humerus or the super spine EDIS and infraspinatus. And on the opposite side, the bicipital long head tendon can come up and hit that at chromium and cause a tendinopathy and impingement. There’s one more image. I think that will also be able to help with this. Um, can we go to the next slide?

Yeah, there we go.

Yeah. So then this would be when the levator scapula has been placing that scaffold into a downward rotation, as the arm goes into abduction, then the propensity for that greater tubercle to hit that a chromium is much, much higher leading to injuries that we were talking about. So all of this gives us actually protocols to be able to treat this, but for right now levator scapula is going to be a big one to do. Um, and we will talk about exercises here in a second. Brian, do you want to add anything to this?

Yeah. So, uh, the main thing we’re looking at those is very, I guess, biomechanical, we’re looking at particular muscles in this case, the levator scapula and how it’s going to elevate the scapula and how it’s going to tend to hold the scapula into that downer rotation of it’s shortened. It’s going to prevent the scapula from being able to follow the arm position, right. That would be normal movement to help keep that space between the acromion and the head of the humerus, uh, open. So it doesn’t pinch structures like the supraspinatus tendon, the bicep, uh, biceps tendon. So you’d want the scapula to be able to come upward and upward rotation as you’re going into AB duction. But if it’s kind of held too firmly in place by an overtight levator scapula and maybe some other structures, then it’s going to prevent that scapula from moving and then the arms going to bump into the chromium and, uh, that can lead to a lot of different pain patterns of the shoulder.

So that’s a very biomechanical view. That’s great, that’s great information and of itself, but then we have to remember that we have this whole, you know, really beautiful, intricate channel system. And, uh, the levator scapula, the muscle we’re kind of looking at in this case is a muscle of the small intestines and new channel. So we can needle it at the motor point, but we might include small intestine channel points to help contribute to a more thorough therapeutic outcome. We started with the elevated ilium, uh, and the quadratus lumborum is a big muscle that’s involved with the elevated ilium as are the AAD doctors, the thigh and hip add doctors. Those are muscles of the liver sinew channel. So we have this midday, midnight channel relationship that’s involved with, uh, maybe this local problem. We have a very, um, more comprehensive channel perspective that we can look at and start including points to directly affect the elevated Lam like the quadratus lumborum like add Dr. Longest liver channel points, maybe something like liver five, um, in combination with small intestine channel points and more local needling at the small intestine channel sinews. And then we can add other points in our acupuncture treatment based on the specific injury and other things we’re finding and you know, this person, blood deficient or inefficient or something like that. So this is starting to paint a more of a comprehensive picture that we’re looking at.

That’s something we find a lot in our own clinical practices, looking at the midday and midnight relationship between the liver on the small tests and channel, especially when there’s a shoulder abduction problems, such as what we’re seeing this slide, um, elevated ilium and shoulder abduction problems, pretty darn common. You’ll see that a lot in the clinic. Um, if you would, when you’re looking at the scapula, you guys, I take a look at that superior medial border of the scapula. That’s where the levator scap is going to be attaching where many people have that five Brodick tension in there that many of us will go ahead and needle right through that, um, that levator scapula, as we talked about before, it’s going to be attaching to the C1 through C4, transverse processes, attached to that. Then it goes down and it travels to the superior medial border.

Like I said, it blends in seamlessly with the super spy Natus muscle that’s located in the supraspinous fossa in this particular image. If you go disorder, large tests and 16 would be, then you’ve got large and tests and 15, just on the other side of the chromium, hopefully you guys are following along with this large test at 15 is where the super spine Natus tendon is going to be attaching. It’s usually about a quarter of an inch to an AF, probably five, eight, five eights of an inch wide blending into the capsule and attaching right onto the, um, a greater tubercle. Then from there, you’ve got your triceps part of the small test of senior channel, and then also going all the way down to flexor carpi on narrow switch. We talk a lot about the flexor carpi on there. Motor point is a magical, yeah, I’m going to use the word magical because it is empirical point that will soften the, um, a distal attachment, uh, levator scapula 99% of the time when you do actually get that flexor carpi on there’s motor point, right? It will soften that attachment side pretty dramatically. And this is something that we’ve been teaching in the program for probably about 10 years or so. It’s a really nice disappoint to use with levator scapula, shortening and pain at that proximal attachment. Brian, you wanna say anything else before we go on?

Oh, no, that’s good.

They were actually kind of moving right into, uh, exercises now. So the next slide, please.

So

Last month, these were some exercises or exercise, different levels of the, um, figure four crossover. That’s working quite a bit on the piriformis, this exercise. And a lot of the exercises that we use are based on [inaudible] work. Um, what we’ve done is we’ve actually looked at the different angles as far as the functional anatomy, the sinew channels, and we’ve modified his work, which actually happens quite a bit with people’s methods and techniques is that other people have good ideas about it. And then just kind of form it in a slightly different way. But we did want to give a shout out to Peter Garcia for his miraculous work and an exercise prescription, what he’s done over the years. Um, so again with this, this is what we’ve done for the elevated ilium one exercise, and that’s going to be discussed a lot further in last month’s podcast. And also we have a blog about it as well in the sports medicine, acupuncture.com website. Let’s go to the next side. We’ll talk about exercises where we can use for a levator scapula or a superior shifted the, um, this exercise for, um, elbow press is an exceptional exercise. Brian, do you want to start with that or do you want me to go?

Um, I can start and there’s a little bit of a, um, dialogues of you need to go back and look at it after the recording it’ll give a step-by-step, but the idea is you’re giving a little bit of a press of the elbows into the floor, but more importantly is you’re bringing this, the shoulder blades, the scapula together. So towards the midline in down. So, you know, in this case, levator scapula is going to tend to pull. It might be on one side, but pull that scapula up. So you’re D pressing using lower traps and using, uh, the, the rhomboids and middle traps to bring the shoulder blades together and down. So it’s the same time opening the chest and dropping the shoulder blades.

Hmm.

I don’t know if you got one dad, anything else about it, Matt?

Yeah, I was just looking at the image and how hands and Ian is enjoying it, and it’d be what the scapula is doing. And then 10% of it is going to actually be pressing into the floor. So this is a strong scapular stabilization exercise that works great after needling, um, or doing acupuncture to the levator scapula, pectoralis, minor, small tests and senior channel, um, a number of different points that we could use with this one. This is a simple exercise and kind of a triple star exercise that you can use even to advanced people, um, because it does require quite a bit of concentration to really get those scapulas to really form down and lock in. Then the next exercise is actually called just a second. Uh,

This is a short format, so we can’t go into too much, but, uh, if you go back at some point, if you want to look at the recording and look at the movements of the scapula, we were talking about levator scapula, but pec minor muscle of the lung sinew channel would be involved in a lot of these too, because it’s the antagonist agonist, antagonist relationship with levator scapula because it’s going to depress the scapula. So if it’s really short, maybe the levator scapula has to fight against it, but it also works with the levator scapula and downward rotation of the, of the scap. So I like this exercise in this case also because of that, um, opening and lengthening of the pec minor and kind of normalizing the tension of that, which is kind of a, not the direct channel we’re looking at, we’re looking at the small intestines in your channel, but how maybe the lungs and new channels coming in and relating to this picture, this exercise would be given after the acupuncture treatment. So maybe we’ve needled the pec minor on that side to make it more, um, accessible for the patient right away, you know, their body’s ready for the exercise kind of prime because we’ve reduced, um, tension in the pec minor and allow, or allowing them to more effortlessly do this exercise. Yeah. Cool.

And Brian, I’m sure we kind of rushed with this. There’s a lot of things that we really didn’t talk about. Like the lower trapezius being an antagonist to the levator scap elevation and depression and the literature, easiest being large attachments in your channel. So a size to be able to see that internal and externally related channels of the lung pectoralis, minor, lower trapezius, large intestine being called into Plex. What does that mean? Well, in our mind, if you would needle the motor points of each one of those, you’re already signaling those two mild fascial Sr channels. So therefore if you compliment that signal with more acupuncture points, adjacent and distal, it has to have an effect on those particular muscles. Cause it’s the signaling system that we use in acupuncture. Brian, you must anything about that? That’s good. All right. Cool. All right. So again, um, this elbow press is a great exercise to use as a preliminary exercise. So what about the next exercise please?

Yeah. Okay. This is one of our favorites. I would say triple star, maybe even quadruple started this. Um, this is an exercise that takes a lot of concentration and how we modified it a bit from how it was originally taught is we are increasing the, uh, or decreasing the thoracic flection. So we’re increasing thoracic extension. Let’s walk through that. So the first position the person’s going to have their knuckles on tide young, usually the middle finger there. They’re going to keep the wrist straight. The elbows are going to be out. As you can see, the knees are going to be at 90 degrees and hips are going to be at 90 degrees. We asked the person to go ahead and bring their elbows together toward the ceiling, keeping their fingers right at Thai Ong. All right. So by them doing that, you’ve got scapular protraction.

Then we ask the patient to begin the movement back down, bringing their elbows back down, leading with the rhomboids, leading with that medial border of the scapula and start to bring them together. All right. So you’ve got protraction and retraction. This exercise is really getting the agonist and the antagonist of those muscle groups working together. Now the emphasis, once the patient is able to do this success, now we actually increase it a little bit. We ask the patient to bring their elbows together when they’re going up to the ceiling, but above their nose. So what I’ll do is I’ll actually put my finger right above their nose and try to have the patient, bring their elbows up toward the nose, which is very, very difficult in order to do that. You really need quite a bit of thoracic extension, which is a wonderful thing to do when somebody has thoracic flection in those upper vertebrae, right?

For example, in upper cross syndrome and that head is forward. So this is a great exercise for that. It’s gonna, it’s gonna work the levator scapula quite a bit, a lot of the scapular stabilizers. And it’s, it’s definitely one of our favorites to use. This is also something that you may want to use with somebody who has upper jaw problems, for example, asthma or any kind of, of, uh, lung problems after COVID maybe C O P D, because how it’s working the front, move in the back shoe points and getting those muscles to be able to work in coordination. It’s going to work the channels as well and coordinate the channels.

Yeah. We had a question, uh, regarding this one, if somebody had a difficult timeline on the floor, so we cover stuff like this, a lot in the program where we have a multiple amounts of different exercises that can be done. That would be maybe a simpler exercise. If it’s somebody who has a difficult time of getting on the floor, cause maybe they’re not very conditioned. So I might go with a more simplistic exercise, but there is an actual variation of this, this, this exercise that that’s a little different, but it’s the same concept that can be done seated with a strap. It’s a little bit more isometric where you’re pushing out against the strap and lifting and doing some similar, similar, uh, focus. Um, but that would be, uh, adequate for somebody also, if, if that was, uh, you know, they were ready for that exercise, they could do the seated. Maybe they can’t get on the floor cause they have a shoulder injury and they, they can’t support himself. So you can definitely adapt this one to a seated position or you could just give them a more simple exercise.

Yeah. Cool. Good one. All right. So then what we talked about last time was using acupuncture as assessment, but also, um, using intradermal needles for increasing range of motion or decreasing the amount of pain during an exercise. For example, if somebody is having a hard time appropriate deceptively, trying to figure out how to do this exercise, or they may be limited in their range of motion, kind of stuck, or perhaps they’re feeling a little bit, um, slight pain or minimal pain with it, but it’s inhibiting them from doing the exercise. This is where intradermal needles on actual ordinary vessel points, but also you can use channel points to actual ordinary vessel points works pretty, pretty darn amazing. This is something that we teach in this program. And for those of you that have the sports medicine acupuncture textbook, let me think it’s in chapter four toward the end with, uh, exercise before treatment and exercise after treatment using intradermal needles. So it’s in that section chapter four. So what you’re about to see is a video of the smack program and the postural assessment and practice exercise. And there is a student there that’s having difficulty with actually doing this exercise. And so we’re applying intradermal needles based on what motion was the most painful or difficult. Okay. So let’s look at the next slide, the movie.

Now we know

That you can’t hear, let’s just read

[inaudible]. That is so awesome.

Yeah.

I still love her expressions so far. Um, yeah, so we can probably advance it to the next slide. We use a pine X needles from Sarah and, and you can get those from Lhasa OMS. Um, the point to a millimeters by 1.2 millimeter, um, that’s some of the best ones because it’s large enough to be able to create a sensation, but not large enough to be uncomfortable during movement. So those seem to be worked out pretty well with us. Yeah.

Uh, you can send them home with, uh, I mean, to keep them in for the patient for a few days to, while they’re performing the exercises to assist, you know, to keep that stimulation going. Yeah. Cool. Well, great. I think that’s,

Well, I mean, we could talk about this for hours, but no, I have, it’s regarded gone six minutes over that. So, um, thanks very much you guys, and I think we’re going to be scheduled again in February or March. Hopefully we’ll see you again then. Yeah.

And the next week, uh, Sam Collins is on, I’ll say I was going to be there. Awesome. Yeah,

I talk he’s, he’s hilarious. He’s really quite a sharp as a tack and he’s, he’s fun to listen to. So thank you very much. The American acupuncture council, Brian. You’re awesome as always. And thanks you guys. And hopefully we’ll be connecting again soon.

All right. Great. Thanks everyone. Goodbye.

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3 Key Ways to Drive Patients to your Practice in the New Normal

 

Thank you once again, to the American Acupuncture Council for having me host, the Look to the Point series.

Now my name’s Lorne Brown and I’m a doctor of traditional Chinese medicine in Vancouver, British Columbia, Canada. And I’m also a CPA and that’s how come, I guess I get to wear two hats and, um, be your practice management, uh, support.

Click here to download the transcript.

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

I’ve written a book missing the point why acupuncturists fail and what they need to know to succeed. And, um, today I have, I’m very fortunate today because rather than you get to listen to me, you get to listen to somebody who’s really a force in the field of success. Her name is Tanya Chernova. She is an international speaker. Um, she is the author of undermine an excellent book. I’m removing those subconscious limiting beliefs to your success. The world wellness weekend, Canadian ambassador of the UN to their initiative of creating sustainability. And she is a visionary.

She offers coaching workshops, lectures like today, and she helps companies, practitioners, teams break through their limiting beliefs so they can reach their peak, potential great success, not only help healing their own minds and the minds of their teams, but the minds of the planet. And today I have Tanya in very short notice, would you be willing to come on and share this with my colleagues, my group, and she’s put together a presentation today called three ways to grow your practice in the new normal Tanya, welcome to the, to the point series. And I’m really looking forward to hearing what you have to share with my group.

Thanks so much, Lorne. It’s a pleasure to be here and thanks so much for everyone for tuning in this is such an important time in our lives, not just personally, but of course, professionally, and especially the people that are in the wellness industry. All of us in the wellness industry right now have an opportunity to really redefine who we are for others. So this is the time to really grow your business more than ever. Your business is the one that has to thrive. So if you want, I can just get to the point, right, and start the presentation. So I’ve put together a little bit of information for you. Now, normally we could talk about overcoming your limiting beliefs and things like that, but I do believe in being really practical. So my goal is for everyone to take away at least one significant action item that they’re going to put into practice as soon as they get off this call and see the results rather dramatically.

Okay, it’s really important. Kind of like an acupuncture session. I intend that off the tee, once you get off the table or off the zoom call, you’ll get something that’s really practical and important to the lifeblood of your business. Okay. So three ways to grow revenue in the new normal. The first thing I want to do of course is take a deep breath together so that we can harmonize and get into a place where you’re really receptive and not that subconscious place of resisting because you think, Oh, I just want to do the treatment and not worry about the business, but the business allows you to, it’s really the stage that you perform on. So let’s take a nice deep breath in through your nose and like hello to vibrate your Vegas nerve and release some of that oxytocin. Let’s take another deep breath in through your nose was like, we’re starting summer and there’s no allergies and you’re moving into a fresh field of breath, a great breath of fresh air.

Okay. So now that you’re going to take a deep breath. What I’m going to do is have you continue to do the deep breathing as you cross through the threshold of your comfort zone. Now I, what I love about this time that we’re in and I mean, I don’t have to tell you that with crisis brings opportunity. That’s such a big Maxim that people are talking about right now, but I’ve had the luxury quite frankly, to be in positions of, you know, crisis management consulting. So in 2008, it was my first crisis management, you know, mission that I went to Romania to Russia, to the Ukraine. And L’Oreal actually sent me on that big expedition for their, you know, hair and skin salons out, you know, in the area of beauty and wellness. And what was so dramatic at the time is that we were going through the oil and gas crisis and we saw the wave coming to Eastern Europe.

Who’d already been really thriving in the area of beauty and wellness because that’s such a European based core value. Is that above all else? Health is wealth out there. And what was really important to understand is that that’s when people’s spending and their income just plummeted. And yet still the people that went through my crisis management training out there didn’t only come out, but they came out as market leaders in their industry. And then in 2011, when we had that big real estate crisis in the U S that was so huge. Again, I went out as crisis management consulting all the way through the United States for four straight years, helping them rebuild and reinvent in preparation, not just for what the crisis brought, but for the wave of growth that comes thereafter. And that’s the thing I really want everyone to take away from today.

It’s like, yeah, we are really seeing a change in the way that people are spending. And we’re going to look at that a little bit more, but we have to understand that for every wave that goes through us, there is another aspect of the undertow that can actually take you higher if you can ride it. Okay. So I’m going to show you some ways to do that. Now. I just want to let you know that I’ve been on both ends of the spectrum as a practitioner in the area of wellness, and also having created my own brand of products. There was 11 different products that I created with my mother actually, who is a dermatologist from Russia. She used to create, um, creams that healed gangrene without amputation back then, I mean, she’s just an amazing human being. And, you know, she was the one that really taught me when we were working in the clinic, that it is your absolute obligation and solemn duty to give people what she called home Borg, you know, the things that you’re supposed to do at home once you leave the treatment and the treatment for her was really just the beginning of what was ultimately going to become their better self.

So you’ll look at this thing she’s wrapped in this big face bra and believe it or not, I actually went on the shopping channels around the world. And I grew my business to a million dollars in revenue my very first year. So it’s, it’s important for you to know that I’m, I’m not just speaking literally because I’m passionate about this subject and because I’m so excited for you to grow and succeed and that, because I believe that wellness is the most important thing that we can invest in, but I too have been where you are, and it’s not an easy place when you’re on the inside. And as Lorne mentioned, you know, I’m really passionate about neuroscience and specifically about overcoming self sabotage, having battled it in myself every single day as an entrepreneur. I know exactly what it feels like when you’re just, you know, ladened with procrastination, for the things that you don’t want to do.

And that’s usually because there’s some mindset behind it or a belief that’s driving it. You know, when we look at our business today and what COVID has given us, I mean, I don’t know about you Lorne, but for us, it’s, it’s really a gift. I think for everyone, if you can be in a place where you can receive everything that happens in life as sort of this gift that you unwrap and discover, you know, crisis doesn’t have to break a business, but it does reveal the cracks. That’s really what I’ve learned over all of this crisis management. And, you know, to understand like what those cracks are. It ultimately is in three specific categories that we need to innovate. Okay. And you know, even before I just explained this, I will say one thing. When, when we look back at this whole crisis, doesn’t have to break a business.

And I wanted to show you this, you know, my tank of guppies, I have this tank of guppies that’s here. My son is six years old and we bought this tank of guppies and I had to change the water. And as I started fishing out, all of these guppies, I know this is ridiculous, but, you know, I had to like go from one thing to the other from one tank to the other, cause we were transferring them. And by the morning, two guppies had died. Now, I don’t know if you have children, but that is not a good thing for me. I’m not like mom of the year for killing guppies. And when I looked at this Guppy in small detail, I’m going to tell you honestly, that the most profound quote that I truly live my life on, whether it’s business or personal came straight to the forefront, and I want to share it with you out of all the places I’ve traveled around the world.

And there’s been, you know, humbly over 60 countries where I’ve worked with businesses to help them grow and succeed, as well as these guppies. It’s taught me this, that when Darwin published his work in the origin of species, that it’s his bottom line was this is that in the survival, right? In the survival. It is not the strongest nor the most intelligent that survive, but the ones most adaptive to change. Now, I really want you to take that home because to be honest with you, I’m going to share some things with you. And you’re probably going to be like, Oh yeah, these are great ideas, but you really need to try to embody at least one of them, because I don’t want to see you floating to the top of the tank, like the guppies, right? You people that are on this call right now want to succeed, you’re investing in yourself.

So the least you can do is do the thing that, you know, you need to do, and it will call you forward as I present this information. Okay. So B happy, just keep swimming as Dory says it, right? So the three aspects of business success are mindset. First of all, how do we adapt? So what do we have to adapt inside of the mindset in order for us to grow and succeed? What new skills do we have to embody and what new systems do we need to bring in in order to automate a lot of what is necessary and what’s going to be necessary from us moving forward. Now, one thing I want to share with you is that, you know, we are a human touch business and I’m writing a new book actually now called, um, high touch in a touchless world. So it really examines all of the different businesses that are, that require a high trust, physical touch in a touchless world, because what happens again, if we have this whole people have to, you know, quarantine, et cetera, but not only that people are used to now staying home.

So we have to figure out how to inspire them out of their homes and get back on the table, get back into treatment and get back into life, full living. So it’s really important for us to understand that we can’t just go back to business as usual because the client consumption journey has changed now, just so that I, for sure, don’t forget to give this to you and I’m sure I’ll email it out or post it somewhere. But if you go to Tanya genova.com forward slash COVID-19, I’ve got like a rise and reinvent kit. So it’s for beauty and wellness businesses. And it’s a resource guide that talks about a lot of the tools that you’re going to need, like digital tools and other types of tools in order to make this sort of leap forward. Okay. So this makes things a little bit easier for you.

And I’ll bring this up again at the end. So as we jump into the actual specific points, I want to cover, I’d like you to take a minute and write down and Lorne you to write down a revenue number that you wish to achieve. However, you measure revenue for you and your business, whether it’s per day, per week, per month, per hour, whatever that is. I mean, per month is easier. So I’d like to, I’d like you to write down a, whether it’s top line or bottom line, that’s completely up to you. And even if you could divide it up into new business or new patients and existing patients, okay. New patients and existing patients. Now, if for any reason you ever get to a point where you say, I can’t take on any more patients, because I’m, I’m up to here. That’s when you know, you’re absolutely in a state of flood where you’re like spilling over. And if you don’t actually force the doors to grow, that’s when your business starts to recede and you’re gonna, you know, move into that place. Like they say, you’re not, you’re either growing or kind of shrinking. So we definitely want to continue growing. If you feel like you have no more room for your practice, you can email me and I’ll give you a different set of information, but write down a revenue number that you wish to achieve.

Okay, good circle that number three times. Okay. And then just add a zero to that number. And now you’ll know what I, you know, at least minimum what I want for you. Okay. That’s just like the minimum that I’m challenging you to grow, you know, this year, because you can take advantage of this opportunity now in order to understand where you are coming from. Okay. Where are we coming from when I’m, when I’m looking at someone as a wellness practitioner, as an acupuncturist like you are, first of all, we have to understand that today client spend is, I mean, it has been all of our lives. It’s driven by social values. What do we deem important? And up until now, we deemed important our kids’ education, which we still do. But look at how things have changed. We deemed a lot of, most people will tell you that they will put premium gas in their car, but for some reason, they won’t put premium food on their table.

Right? Most people will tell you that they’re willing to renovate their home, but they’re certainly not willing to renovate their body. Right. It’s up until now. We’ve really taken our health for granted in the North American landscape. Wellness has definitely been on the rise, but where, you know, status at one point was coveted as the most important thing that, you know, status. It’s like, Oh, what’s your job or the car you drive now nobody’s driving. It doesn’t matter. Take Uber. You know what I mean? So now everything’s really changed, but we used to believe that status and status symbols defined our success. Then eventually we moved into a new frame of reference, which was happiness. Like how happy are you? You know, five, seven years ago, an explosion of happiness books went on the market. And even the book that I wrote now, measures success in your JPM or your joy per minute.

But now we’re moving into a new quadrant of status, which is like, what is the definition of what do people envy? What do people look for? What do people say, wow, good for you. I wish I had that. And the number one answer to that is vitality. They are looking at people who are vital. They are vibrant, they are living life. They have the energy to get up, to get out, to cycle, to golf, to whatever it is that they’re doing. And they’re not just having that vitality today. They’re literally banking that vitality into the future and the younger generations, like the, you know, the younger generations now, whether it’s millennials or gen Zed, gen Zed, is even pushing their parents to make better decisions, to take better care of themselves. So now that we even see that vitality is what’s envied, when somebody looks good, like, wow, you are like radiant that I’m telling you, you cannot buy that.

You need to earn that. And that is where we come in. We are the people that are here to help people understand what the journey is for their personal wellness. And one of the things I’ll show you in a minute is something that I talk about called patient leadership or client leadership, depending on what quadrant you’re in. So I just want to talk to you a little bit about what prevents us from moving forward. This is before COVID. Now this isn’t every wellness industry. It doesn’t matter. It’s like, it’s like, we’re born with healer DNA. If you’re a person that wants to go out and help people, sometimes you might fall into this trap or your professionals that work with you. So one of the problems that we have when it comes to helping people make better choices, which means not just seeing them on the table, when they’re reactive to reacting to a pain like, Oh my gosh, my neck hurts.

I need to go see my acupuncturist. I go to see an acupuncturist for my pain too. Right. But it’s like, I wait till I don’t feel well. And then I go to fix it. But in the world of wellness, one of the mind shifts I want you to consider is that we are now moving into a much more proactive society society. And I’m letting you know this. Now. I want you to go out there and look for proof that’s. So I want you to start telling people, people are going to say, so what have you noticed? What have you noticed in your business? I want you to say to them, you know what? I’m noticing that people are taking a much more proactive approach to their health and wellness and they’re coming in well before anything bad happens so that they can align their body and be ready for their best life.

Now, like you need to be the person out there sharing that good news. Okay. So what prevents us from doing that is number one, often professionals in the healing industry, fear being seen as salespeople. It’s like, but I don’t want to sell you anything. You know, come in, you know, what’s good for you. I’ve got all these wonderful things and all these extra things. And if you don’t have extra things to sell them, this is a really important time for you to start thinking about what are the things that you personally rely on to make yourself well every day and what new revenue mix do you need to have on your shelves. But if you fear being seen as a sales person, that is a natural obstacle because you, what sales really is. And Lorne and I talked about this before, is that sales, what’s the active with the act of a purchase, the activist sale and a purchase together is the transfer of trust and enthusiasm.

Yeah. Like the act of I’m buying it, it’s trust and enthusiasm. And you need to know that if they’re already naked on your table, letting needles go into their neck, they trust you. And all you need to do though, is you need to be enthusiastic. But the problem is that whenever you have fear, you just choke right up because it literally just closes your throat. So we were doing that Oxy breathing before, ah, like really relaxing your vocal chords so that you get that oxytocin so that you, it doesn’t even really matter what you’re producing in there. You just have to realize something unless you’re enthusiastic and passionate, don’t wait for them to catch it. It’s gotta be contagious. Right? So spread that. But professionals in our industry often fierce, you know, being seen as salespeople because they don’t want to be untrustworthy, know that everything you’re recommending is for their best interest, not just today, not just to solve a current problem, but so that they can build their body of tomorrow.

And it can house the spirit that will last forever. Okay. So leading the sale is what’s necessary. That’s the next sort of thing. But that’s one of the obstacles we face. Another one is many clinics, especially now offering the same services and brands that are now also sold online, right? With all of these different services available. And it sounds the same, even though you’re very unique and I know you’re unique, the problem is that it, you know, it doesn’t really, people don’t really understand what the actual languages or how to differentiate you. So how to differentiate yourself. That’s a really big obstacle I feel, and that’s easier for you to do because if the first antidote, if the antidote to the first thing was understanding that all sales is, is a transfer of trust and enthusiasm. Once you’ve gained trust, you simply transfer enthusiasm and give them a new value to embody.

Number two is that it’s harder to differentiate your brand and your clinic as a destination. So you need to really dig into what is my wellness philosophy. You know, what is it that I believe in that’s so unique to us as a holistic way of living and offer holistic way of living and a path to vitality and not just services. Okay. And number three, with clinics, offering discounts, that’s, you know, you can’t control it. It becomes harder to attract and retain new patients without falling into that same discount trap. And let’s face it when somebody is in pain in front of you, they’re usually off of work. They’re usually a whole bunch of other stuff is happening at the same time. So it’s definitely very easy to say, look, why don’t you just take everything for free and I’ll help you. And then karma will bless me.

I wish I wish that was abs I’m listen. I’m sure you have a really full karma bank, but really it’s really important that you know, that when a person is struggling, that’s when they need to make that commitment to themselves, quite frankly, and invest the time and the money necessary to make themselves a priority. And if they don’t, their life will continue to speak louder into their life because we know more than anyone, that pain is a messenger. It’s not just a happening. It’s not just an accident. If you’re already connected to the higher source of everything, that’s guiding you in the world. If that’s you then you’ll know that these are, you know, we listen with love to our body’s messages. So it’s really important that we become people who are willing to share that passion and help other people understand and help our patients understand what it really means to listen with love to their body’s messages and prioritize their health now. So what do you think so far, Lorne, do you want to give me a thumbs up? If we’re in a good place,

We’re, we’re in a good place we have about, I think, five minutes, um, before we, we can wrap up and I can chat with you, but I want to reiterate again for everybody listening here is this idea of sales that, you know, you’re not really selling. You’re, you’re transferring trust and enthusiasm. It’s a form of education. And just to remind my colleagues, cause that slide about the fear around looking salesy. Um, this is, you know, you’re not selling them on toxic chemicals, um, things that you don’t have swamp land, you’re selling them, you’re providing them something that’s going to benefit them. There is value there. And now your job is to educate them about the value rather than like you said, premium gas versus premium food is changing the priority. Um, they can have that vitality now. So, uh, I really appreciate what you’re sharing here and please continue on.

Awesome. Thank you so much for sharing that. Okay. So the mindset shift is thinking, okay, I’m not just a service provider, but I’m also a wellness advisor and that’s really necessary because you’re going to start doing more things online as well as on site. And one of the things that, you know, I talk about a lot is embracing client or patient leadership, where you take them by the hand and guide them through, guide them through their path to vitality, to health, wellness, and vitality. So since we’ve got a few minutes left, I’m really excited to say that now that you’re not so worried about sales, I want to give you some psychology behind how sales happens for your consumer, your future patients and your current means. Okay. So there’s three different types of sales that I want you to consider. And then take one thing that you’re going to do away from just this next section.

Okay. So the simplest form of sales is transactional sales. Okay. That’s when your patient or your future, like your basically your future patient knows their need, right? They have a problem. They have a pain, they have poor circulation. They want to get pregnant. They know, they know that they have a need and they’re like, you know what? Acupuncture is where I want to go. The question you have to answer now in terms of your actions is how do you make yourself visible? How do you make yourself accessible? And top of mind, so is your, like how can you make your social media super targeted to the, whatever it is that you are very, very, very good at offering, especially when they know their need. How can you be top of mind? What can you do to be like absolutely there when they need you so that they think of you right away as if it’s like a law of attraction.

And then even if it’s on Instagram or Facebook, the ability to book an appointment, like honestly, the companies right now that have a human being, picking up the phone to say hello, instead of a giant recording, because we’re unlimited staffer COVID um, you will pick up 100% of the patients that hang up the phone on other people. Like you have got to make sure that you are 100% right there when they’re willing to spend the money. The second sale is a little bit longer process. It’s called solution sale. That’s when your patient knows their problem, but they don’t know what they need. Right. They can’t say, Oh, you know what? I love, I need acupuncture. I’ve said that before, because I know what I need. But now somebody might say, Oh, my hips are really sore. My back is really hurting me. My liver I’ve had way too much, you know, wine over the summer break.

I don’t know how to detox. Like they have a problem. Something hurts. Something’s bothering them, but they don’t know that you’re the solution. So now this is all about how well can you articulate the problem that they’re facing? Like, how good are you at saying, you know, are you feeling these pains and aches? You know, and that type of thing, or like that are related to detox. Are you finding yourself with headaches, et cetera. So the more they can go, wow, this person, this professional, this business understands me. And you can share the solution in a very concise way with a clear offer. Then they’ll want to buy it from you. Don’t be mistaking yourself by actually considering helping them consider an offer. But not saying, and from me, it’s like, yeah, you guys, can you take this vitamin? Or you guys can go and do this, or you guys can do it.

No, like from me, you need to take responsibility and get them on the journey and embrace those people yours. Okay. And then consultation of sales. Now that’s the third one. That’s a little bit longer, but this is when your patient doesn’t know their need. They don’t know their problem, but they know their goal. I love these kinds of people there say, you know what? I don’t really know what’s going on with me right now. But what I know is I want to be 65 and you know, touch my toes, climb, Mount Kilimanjaro, whatever the goal is. And that’s why I really always encourage your social media and your marketing and your website to have aspirational photos of people doing great things, because it’s not about just solving a problem. It’s about the aspirational goal of what health gives you. So your ability to uncover this is the key now with your questioning, their most pressing goals.

So it’s not about, where’s your problem. Where’s your pain. It’s about, where’s your goal. At what age do you want to look like, feel like X and let’s put together a treatment plan, a strategy to achieve it, which is why I’m going to recommend that you take at least one half day of your week and start booking consultations or product routine reviews with your patients over Skype or zoom and be goal oriented. Start to transition some of your reactive patients. The ones that have been loyal from reactive. Only when I need to basis into a proactive, I’m going to make a treatment plan. I’m going to prioritize myself because everybody I talked to this year and into the future will say, I want to take better care of myself, but they don’t know where to start. Even that offer to say, let’s get on a zoom call, get your consultation process nailed and have it done.

And the final thing, which you don’t have to necessarily remember, but this is when you’re able to inspire your clients with all of it. Like it’s insight selling. And you have, what’s called an ecosystem, which is what I envisioned for. You. Don’t go, don’t freak out. But normally we have like an onsite visit where they come in and they check in and they go to the treatment. They go to the amenity, they go to the washroom. But I want you to think about the fact that there’s an online journey. So when you think about having a clue, like that’s why it’s, like I said to Lorne, what are they called? They’re called patients, but they’re not going to be patients forever because you’re going to also see them when they’re healthy. So why don’t we give them something else? Why don’t we reinvent the name just a little bit so that we can see that we have a, basically a person that we’re going to take care of from, you know, in a, in an infinite loyalty loop. So from cradle to grave, as we say, right from fertility all the way through, and we really, you know, we really hope that you understand that who you are is so deeply important and that all the work that you do just fuels humanity to be its best because a person who’s in alignment and who’s feeling in harmony with themselves is a person who adds just the most beautiful music to the world. So I want to thank you so much

And yeah, thank you very much. And for those that want to go deeper, um, I have been chatting with Tanya and we’ve had her create a course. So if you want to go and do deeper, um, checkout for her course to release on healthy seminars.com, check out, um, Tonya terranova.com, her website as well for her coaching and speaking, um, her book. And, um, you can also check out, I offer workshops on a regular basis, Lorne brown.com. So lots of resources for you guys. Um, and the take home message here. There’s so many that you shared with us, Tanya, and, and just to remind everybody is there’s a change happening and there’s always change. We can always give it a name, but there’s always something going on in the world that seems, and at a more rapid pace that we’re having these times of uncertainty and the key here is to pivot.

If you want everything to stay the same, then I don’t know. I don’t have great advice for you. It’s kind of like, if you remember blockbusters, we don’t exist anymore. So if you see the environment changing, it does require you to pivot. So there is an opportunity keyword here’s opportunity when things are changing, they may look difficult. We do that deep breath, and then she talked about getting some skills. So there may be things you’re going to add to your repertoire as an acupuncturist that you can do. And there are so many things outside the box that you can do that you can continue to be of service and a value to your community, and therefore you can get paid well to make other people’s lives better for it. And so it can become an enjoyable process. And that was the idea of introducing, introducing new Tanja to the group is to let them know there’s ways to do this.

Um, yes, we’re in change, but guess what? We’re now always in change teams. And it’s our opportunity to pivot, take that deep breath, and this can be a playful, enjoyable process. And it’s really, that’s why I love your book. I’m about changing how you’re going to perceive, interpret what’s happening. And it’s an opportunity. And I see it, many people in our profession are stepping up and doing things for their community and for their colleagues, um, to improve their lives. And so we’re hoping you will step up and do this as well. You the listeners. So I wanted to thank you Tanya again for, for putting this together. And I look forward to your comprehensive course again on healthy seminars.com. If you’re looking for my manifestation workshop, that’s on Lorne brown.com. That’s also where you can access my book, missing the point. Here’s a great book to read. And, um, if you have any last words, I will wrap it up. But do you have any, anything, any last words you want to share with the group?

I mean, I do, first of all, thank you so much for everything that you do and what you’ve contributed to the entire industry. You’re exceptional

And I’m always in awe, the next steps that you’re taking in your life. But I want to share also with everyone, you know what we can call it, change. We can call it disruption. We can call it a lot of things. What it really is, is evolution. This is what the world looks like when it’s working. We are moving forward folks. And the most important thing is to get out of isolation, to get into conversation, to, you know, understand that this is the time where you poke your head out and start listening to all the different tools that are around you, you know, and really think to yourself. What’s the one thing I can do and start with the first small step and then the next small step. And it is like, you mentioned the evolution. It can be uncomfortable. It can be scary. It can be anxiety driven and yet the tools, and then you get to breathe and do these things to make the shifts. All right. I want to thank again, the American Acupuncture Council on for having me host to the point. And I want to remind you to tune in next week because we got your host Virginia drawn back on the AAC to the point. Thank you very much. [].

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