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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.

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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.

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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All About Tears in TCM with Yair Maimon

 

Hello. I’m Dr. Yair Maimon. I would like to thank the American Acupuncture Council to put up this show and to share this knowledge with everybody today, lecture is about a bit unusual lecture. It’s all about tears on the verge of tears in Chinese medicine. My interest in Chinese medicine started from understanding better human life and to kind of get a better knowledge of who we are, what we are doing here as humans. And, uh, and this led me into investigating different aspects. It’s obviously a Chinese medicine and one special aspect to do with human life is humans are the only one that have hearing. And as we know, tears have a great value and an impact, uh, on, on our life as humans.

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.

So I set up this exploration of tears and why human tears looking into the classics. And I would like to share with you some of the findings and, and, and to go deeper in, into tiering from the physiological and pathological point of view and chapter 81, it was actually the first one that kind of caught my eyes about tears when it had a very interesting view on it, on sadness and in tears.

And it says the gene of water is easy and the jingle fire is Shen. So, first of all, it’s talks about this two hours aspect of gene. One relates to fire and one relates to water as well. We’ll see the more, we’ll try to understand tears. We’ll see the distance. So unique meeting in the eyes of the Shan from the heart and the gene and the water of the gene coming from the bladder and related to the, to the watery nature itself of the kidney, the interaction of water and fire. It causes sadness of both dizzy and the shame. And this is why the tears is running out through the eyes. So this is the explanation already. It’s so good. 81, about this interaction of what they’re in fire. And it shows us also the connection of the heart and Shen in the eyes. The more we’ll explore this connection, the moon, we’ll see this direct deep connection of the Shen and the eyes, and also the gene and the eyes.

And as we know, only human tears. And if we go deep into understand attending Chinese, uh, medicine, and I’m doing now a lot of work with my attitude into understanding the nature of it, acupuncture and acupuncture points and going into the inner alchemy. And whenever you exploring in their alchemy, you have to position this deep of this deep understanding of positioning men between heaven and earth is the key point. And men can communicate both with heaven and can communicate with earth. And this explain us very deeply peers, because when we look at it from the human perspective, you through this connection of the heart, and the shame is what makes us who we are human is our ability to sense and feel and see the purpose in life. And the deeper meaning is what makes us unique. And on this number one, understanding the tears relates to the heart and relates to the Shen.

And the heart is the one that houses the shed. And as we know, all the emotions are filtered through the heart. So when the heart is full with emotion, it overflows to the heart, to the eyes and to create tears. This is mentioned in link shoe 98 and 36. And actually even in this, in LinkShare 36, it’s X talks about this [inaudible] this deep, uh, pathway or Meridian, or my zone mites called, which talks about this, uh, pathway from the heart to the eyes to form tears. This whole ancestral mind is a very interesting to do as our relationship was the gene in our ancestral energy and our individuality. And, uh, when, when we look at the explanation, I bought this relationship of the heart and the eyes, the emperor says that it’s again. So in 81 that the heart is the specially concentrated essence of the five Zangs.

They all come to the eyes and the eyes is their orifice. And that’s when men has the virtue and the cheese hormone. When men, men has a vitro, the cheese harmonious in the eyes and that’s practitioners. When we look at the patient eyes, when the eyes, they have the good shine to them and the good structure and the good kind of expression, we know that all the five dogs are in order or can work in order for me, it’s the greatest prognosis in the clinic. And, and the, the, the greatest worries, if I see that something in the eyes are not going in the correct way, and this is also unique because you can see the visual of the person also through the eyes. This is why I call this lecture also in the virtue, but also we’ll see on the suffering. So both will manifest through the eyes, through this connection of the Shan and heart in the eyes.

Then the eyes are also called is, is, you know, Shen men. The same is hard. Seven, the gate of the channel, the gate of the spirit. And this is the place where the spirit enters and exits. And this is the place where we have an exchange. So interestingly enough, all the things are going are happening in the eyes and also the peers. So we are already building this deep understanding that the highs have a special, um, aspects in human life. They have a special importance and it’s to do with the shame, but it’s also to do with the Shen, like it’s a gate. So something is coming out and coming in from the eyes. And so the eyes is like a mirror of our spirit. And the eyes is also where the bladder channel starts. So the eyes is also where the gene is connected.

So this is the place. And if you think about tears, as you know, tears are fluid, they’re water, they’re actually manifestation of gene. So this is again, this place where gene and Shane are meeting. So this very unique meeting of something very essential of life is happening in the eyes. If you look at the eyes, all the different aspects of the spirit are presented men. There’s different way to understand and diagnose the eyes. But the inner counter is to do with the shame or also with the heart. The white of the heart is to do with DePaul or with the lung. The pupil itself is to do with the Z or the kidney. And we know when there is a lot of fear, the pupil grow. And when the pupil is over dilated all the time, it shows that something in Dezeen the DJing in the kidneys room, also, when you see that people had the drug abused or were traumatized, or even head trauma in the past, you will see the size of the pupil slightly enlarged.

And the colors of the eyes is to, with the home and the liver. And then the eyelids are to do more with the, and Blunden wine is really another place that we have to investigate and understand because bladder one is where the tree tears drain from. This is the area where there is this manifestation of the gene, the mistake manifestation of the brightness, and the, also the watering of the eyes come from that area. So interestingly enough, the kidney channel starts at kidney one at the bottom of the foot and the bladder channel, which is the young of the water. And the end of the water starts in the eyes. I’m doing another work to him in kind of feel looking with another two colleagues. Maybe if you heard my other lectures, we are talking about unfolding all the deeper dynamic of the Meridian system and understanding the inner alchemy, especially they in there are committed, always take alchemy, which is behind the channels and the points.

So this is one of the places you can see that there is a deep form of exchange to do with the water and fire and to do with the kidney and bladder. And that’s why blood there. One starts at the eye and keep the one starts at the bottom of our feet and in the earth. So you see that the yin and yang of water who have an interplay with Jean and with our inner, uh, essences are one of them is starting in the eye. And one is starting at the basic connection to earth. So understanding bladder one is also to do with understanding the mechanism of tears and the reason for human to tear, and it’s called bright eyes or DJing mean, and this is if we look also anatomically, this is where the tear ducts are, uh, excreting the tears, um, from their formation area.

So, and by the way, one of the great treatment for blocked tear ducts, especially in children can be bladder 67 or small intestine one, but not a 67 is the one we’ll use very often. And it’s very effective time blocking the, uh, ducting dye. And this is the reason why, because it’s the opposite to a bladder one. So this is the place where this power of the gene is manifesting and connecting with the power of the Shan. And this is as we started this place of human life of connecting heaven and earth and connecting this deep human potential and expressing it to the world, even if the swell words are sounding a bit big, but this is the true human design. And this is the design of the eyes. This is the design of the way we can express our deeper inner part. And this is also in the clinic, how we diagnose and see, and for the ancient Chinese, who looked at the nature of men and the universe, uh, and, and they were the one exploring the deep physiology of human life.

This is one of the way to understand why blood, the one is where it is, but the one, by the way, it’s the place where all the young channel are connected. It’s one of the most connecting place for being there, all the Ang channel express, except for the large intestine. And this is the place where they [inaudible] extra meridians, which are to do again with opening and closing your eyes with moving from awareness and being awake to withdrawing and going in for moving from the energy to moving up to the eyes, into the head. And then as you’re closing down it’s night. And so, so many things are to do with bladder one, and there’s many treatments relates to bladder one, uh, actually one day, maybe I’ll go every night just to blend the one I did on some points. Um, cause there’s really many extra, especially extreme cases of insomnia, of, um, a epilepsy and narrow collapsing and others that can be treated with bladder while it’s appointed.

I use in the clinic, I can’t say very often, but I use it quite often and many people are afraid to needles, but it’s a very transformative point, has all acupuncture is very transformative. So, um, it affects the pituitary gland by the way. So it has many, many functions and it explains also the location of the point of all the, uh, meridians that are meeting there. And that’s why it has such a large implication. So until now we kind of explore the eyes, bladder one and human on this. Very, I can say deep aspect of being a human of connecting heaven and earth and the deepest aspect of being able to connect and express heaven. And in the other part of the lecture, I want to live, move into the men level and into the earth level and on the main level. So we are moving into the number five men level is always expressed on the number five, and this is the five element, but all the other aspects of deeply understanding that and number five, and then we’ll move later to the earth level.

We’ll move to the Jean and water. And this is our deep essence and our individuality. So, and so when we’ll move to this gene level and our individuality, uh, we can, again, Komatsu in 81, and it says, tears is the Supreme yin, the very pure essence of the kidney, the water of the ancestral essence that come up. And that’s why a lot of time you can feel that your heart or your eyes are full of tears. When you have certain memories, sometimes it’s a clear memory, but sometimes it’s kind of, you can see a movie, you can see something and suddenly your eyes are full with tears and you didn’t even understand why, but something in you is recognizing something, recognizing the scene, recognizing that something which is going on because it’s to do with our gene, with our ancestral energy, that has also a feeling of our ancestral life. And because we do carry all our ancestors in our gene. So this is the pure, very pure aspect of the ene of the gene, which is manifesting on the level of the eyes. And, uh, and it manifests something which is to do with our own. Um, I can say story here on this earth or on the individual,

Uh, um,

Lineage and transformation. And so again, we talked about having now I talked in this last sentence a little bit about the gene and individuality, and now I want to move into this five aspects of how as men we experienced the tears and how tears are manifested manifesting on the men level. And the men level is to do with our emotions, with the way the emotions are moving through the heart. There are seven emotions, but really there, you can look at a five main physiological emotions, which has to do with the five elements. And this is the movement of this emotions are moving through the hearts and each one of them actually manifest in tears. So we have really five different types of tears. And it’s interesting because, uh, I read quite a lot about tears. And then there is a lot of research. You’ll be surprised how much research about the reason about tears and tears, countries, different tears contain different substances.

And there’s many substances in tears. There is hormones like Kralik teen. Um, there’s an Kathleen’s, there is corticosteroid hormones, uh, and Catholics for example, are natural painkillers and tears are actually seen as a powerful pain relief. And, you know, when people are in great pain in the childhoods, it’s very, and they suddenly bring peers in Sunday. There is a dramatic pain relief. So, um, and the crying also, this is, again, more from Western medicine, sends many signals to the brain and some of them are signals that are really relieving pain. And that’s why when there is extreme pain, people will hear, or even the heart pain, but also physical pain and people who can peer, they have this natural killing natural, uh, um, pain relief effect from the tears. So suddenly the tears themselves are enhancing this pain relief, but tears overall are relieving pain.

And when we go deeper, this is another reason why we tear is because of some pain, either inner pain or external pain, the tears that we all are very, uh, always know it’s the grief, the tears of the lung. So this is the metal cures. And, uh, and this is to do, as we also seen in, in, um, the swing, uh, 81 at the beginning, this is like the, the lunchy, the deep grief is pushing this tear out through this mechanism of the heart. And then we have this tears and there are tears of sadness, tears of separation. But in, in a way, we can also say that there are tears of flooding, golf, something of, of a lounge ourself through connecting through our Shen of letting golfs something and, and, and taking the beauty out of it and letting go of the physical part of it.

Um, interestingly enough, again, also the pension tastes like something which is very, very pungent will make you tear. It was also to do with this mechanism of the lung that making this movement of fluids up to the eyes. And, you know, if it’s something very, very pungent, you will get tears. And this is to do with this mechanism. There is also, the tears are coming connected to the, uh, all the openings. And, and also when there is a tears and before the tears, there is also over watering of the nose and you know, that you get this Sabi nose. And so this liquids are pathing from the eyes also through the nozzle Coventry. And this has to do, uh, with the lung and to do with the metal. Um, so it’s very, as sometimes you can even access tiering, uh, treat through metal and through the lung.

Um, it’s an interesting passage. Uh, also it’s when a person is very sad, but doesn’t cry. So the fluid doesn’t come up to formal tears. This will injure the kidneys, and we know there is a whole process of over grief or grief for over too long, too long time. Well, we can the gene. So this is another connection of the lung to the kidney. Obviously it’s connected in breathing and the ability to breathe, breathe deep, but also from the eyes. So actually crying will enable to release and move the kidney gene in a positive way to connect to the land and, and this, um, in the sense, the tears from grief, our physiological and this, if they’re purifying and they’re allowing space, and this is the main thing, aspect of the log is to create space and to purify and to let go. And, and to when there is sadness, there is an appropriate sympathy and ability to then the difficulty to lap go.

But the tears are allowing this process to go naturally. And this is what helps us to grow. And if it did stop, then the person is stuck and there is lack of growth. And there is a lot of pathologies which are coming another interesting cures. The eyes are related to the liver, and there is many passengers, uh, that relates to deliver and tears. And, uh, and obviously wind when there is when the I will tear. And there is. And so in 23, this is mentioned and, uh, also in, so in 42, there’s a lot of passages. If you start to look at there, um, eh, the majoring does many, the passengers that slowly, slowly, slowly, you can to get a deeper, deeper understanding of tears. And the nature of tears Andrews makes the Chico app and the eyes relates to deliver into the home. So too much anger will also create tears.

And, um, and this tiers, by the way, they use also from ween and also cues from allergy, which will be related to liver and inward are to do with protection. I’m also protecting the eyes and cause interesting. There’s been a research, actually, an even published research from the Weitzman Institute in Israel. And they researchers found, it, found that in women’s studies here, there is a substances which reduces direct testosterones in aggression. And there were even trying to develop this kind of spray, was this substance against a rapist and it gets raped. You know, so men were aggressive or, or so you can actually spray and it reduces testosterone. And it does, you know, when a woman cry for a man, there is a reaction, but it’s okay, interesting that there is actually a substance that you can not isolate. And, uh, so, um, and, and the substance itself reduces to tester testosterone in men.

And, uh, it has been also found out that emotionally then tears, when women tear, it reduces the sexual arouses in men. There’s been, by the way, a lot of research about tears, social aspects, emotional aspects, communicational aspect. Here we are focusing only on the Chinese medicine part, but believe me, the deeper I went into tears, I was Shopkins even there’s a whole books about just research on that tears. Um, so, and I’m given in frustration, we’ll make the deliberate to tear, but also there is tears of hope of seeing the future of, of suddenly being hopeful fully about something. So they gain, there will be this tears, which relates to the wood on every aspect. I’m trying to show the negative tears, but also the positive tears. And there is the heart tears that reflecting. They’re also lonely. I mean, as a broken heart, tears is one of the tears that many people experience.

And this is the kind of classical way to see the relationship of the heart and the emotion of love and broken heart. Cause we say broken heart, but in Chinese medicine in actually has a meaning. It relates to the heart and this overflow for emotions are going up to the eyes and create tears. But there is also the other aspects of cues of joy and laughter and being inspired and being touched by something it’s the same. The tears are related to the heart and our ability to join and enjoy and, and, and laugh and share and, and being in a good spirit, uh, which is to do with our hearts. So only human cry and this response reflects the virtue, our ability to connect, to get excited and to get inspired, but also it reflects the deepest pain in men. And this is like a small thing that I want to finish this lecture with is explaining the different aspects of human pain that relates to tears because the emotions that are overflowing to the heart and, and, uh, uh, relating to on one hand TA pain and also neck on a very deep aspect, also healing, uh, are very specific.

So I would like to kind of focus on the three different aspects, the tears that relates to pain, but also the tears that relates to compassion and the tears that relates to healing. So here we are on a different level of explaining human tears. And as I said, even before, also in re in research, it has been found out that he is a pain reliever, but, uh, when the heart is overwhelmed with emotion, then the tears are coming and they’re purifying and they’re relieving the pain. And they’re an enabling healing. They’re also enabling us sometimes to suddenly understand and see something. And it’ll be many people will experience it. After they’ve been tearing underneath, they can get a deeper insight into their emotion. And there is tears of compassion. If we see another human in pain or in suffering, we are hearing in a way to ease their pain.

We are tearing because we are, we feel compassion close to their pain and as human, this is the way we should relate to each other. We should feel compassion to each other and we should try our best to alleviate somebody’s pain. And this has been the normal human behavior. If somebody doesn’t hear doesn’t have feeling when somebody else is suffering, then it shows that something very deep on the mind level and Mondays emotions is altered. This is not working well. Uh, there’s a few lectures just on this topics, uh, which are explaining why are behaving sometimes. So strangely and even the yellow emperor mentioned in sometimes 80, well, it says no theories because the spirit has no compassion. And if the spirits have no confess compassion, then the wheel has no sadness. So it is something very deep at this on the human level at this person, which is not working well.

He has no compassion and no sadness and no ability to reflect it. And that’s really explains a lot of psychiatric and psychotic situation. So we see that the tiers of the heart are very unique and the tears of the hearts are this deep longing for oneness. The tears of the heart is deep ability to the heart to connect to the shame. And this deep connection can bring healing and can bring, uh, our ability to, to not just to connect to something higher, but to connect to, to human experience overall. And, and this is to me, I think the place where I started to explore the whole aspect of tears, because I had a very deep feeling that this is to do with this uniqueness of men and this tears of the, how does the most touching this uniqueness of being, uh, this deep longing, or this deep feeling also of oneness, uh, not just with the world, but with something which is greater than us.

Um, I have, by the way, some other lectures here, I’m just really touching on this aspect of tears. Um, so if you’re interested, there’s a very interesting lecture about this different types of the depression, where I follow, um, different. I actually taking the DSM five, which is the way how you classify depression and bringing it into the Chinese medical understanding and my main interest in, in my own deepening, my, my knowledge and ability to treat him in Chinese medicine is focused either on gene, where I’m interested in cancer and do a lot of research in cancer, but also how to communicate well to cancer patients and on Shan, where I’m interested in, in how acupuncture can transform on the deepest level human life, both pathology on the physical level, but also on the mind and chin level. So if you’re interested, you can always visit the TCM Academy where I’ve quite plenty of lecture there. Um, so you’re welcome to watch them. So this is like a bit more on tears and to summarize, uh, with the tears of the heart and the joy, I would like to leave this lecture when they,

On the happy note, especially in this times, you know, when there is a lot of loneliness and isolation, we should connect more to joy and heart and communication. So from Shane to Shane, thank you very much and all the best and all the best of health for you all. Um, this is another opportunity to thank the American Acupuncture, Council to put up this show and to facilitate it for the benefit of our community. So thank you very much and all the best.

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Brian Lau and Matt Callison

Foot Over-Pronation and the Spleen and Kidney Channels – Brian Lau and Matt Callison

Click here to download the transcript.

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.

Welcome. Thanks for attending today. So we are recording, uh, prerecording, this video, uh, I’m visiting Matt in San Diego. We’re doing some, uh, dissection and we’re doing some, uh, techniques and putting them on video for some future classes that we’re working on. So this will be prerecorded and, uh, hopefully it’ll be an enjoyable experience for everybody. Good morning, everybody. So Brian and I presenting today, a brief clinical discussion on foot overpronation and the spleen and kidney channels. This topic is in depth in a 30 minute webinars highlighting only a portion of the content. However, we felt that the information in this presentation is providing the viewer some ideas that can be integrated into your own clinical practice. And we’re going to start this presentation with three primary, uh, with three primary biomechanical components of foot pronation that also leads to foot overpronation. So, Brian, do you want to talk about the video?

Yeah, sure. So, uh, put this video together and it uses a flexible foot model. You’ll see the video in just a moment, uh, just a little bit of, um, information on the video when I’m demonstrating and I’m pushing this foot down on a hard surface so that it takes the foot into pronation so that we can look at the components of pro nation, but I really flattened that foot down to the surface to, to highlight those particular movements in real life. And there’s a disclaimer that says this in real life, this would really be more like foot over pro nation, but it helps that helps visualize those particular movements. And that’s why it’s really flattened. And you’ll see what I’m talking about in just a second. Yeah. So just so you know that it’s not going to be on your end, this video, the first five seconds there pauses just a little bit after that, it Rose really quite smooth. So here we go, Normal footprint nation occurs.

And the longest pause that we’ve had in walking and running during the impact and weight bearing phase of gait, the foot falls into pro nation. This movement helps absorb shock and builds elastic, tension and structures such as the plantar fascia, which much like a trampoline will create an elastic recoil. During the next phase of gait, normal pro nation involves a combination of foot abduction emotion in the transverse plane. E-version at the subtalar joint emotion in the frontal plane, an ankle dorsiflexion, a movement in the sagittal plane during ankle dorsiflexion. There is also a medial rotation of the tibia during these movements, the spleen and kidney channel send use become lengthened. They also help control the motion and prevent the foot from over pronating. So proper tone in these channels send use necessary for support.

All right, so the video, it can, it’s very biomechanical. It’s an important thing to understand when you’re a sports acupuncturist, then you’re working with athletes or you’re working really with anybody who has injuries that have a component of foot overpronation that’s influencing the condition. But, uh, so I would argue just understanding the biomechanics is important, but even from a channel perspective, understanding the different components of the biomechanics is important because it tells us a little something about the channel sinews, and it tells us a little something about the position of those channels and the influence and relationship of one channel to the next. So this slide is going over a little bit of that and talking about an over pronated foot, really what you saw in the video as much of a collapse as we saw on that foot arch. Um, and with that overpronation number of things happen that caused really a downward collapse in the yin channels.

We saw that on the video with the spleen and kidney channel in particular, um, where those channels are kind of collapsed and dropped down and an excess excessive upward polling from the young related channels, like the urinary bladder channel in particular. So we see this in the image that she collapses downward on the inside and the, she has pulled upwards on the young side. This can lead to a number of injuries of the foot in particular plantar fasciitis, or plant our past Geosys. It can influence things like shin splints because of the collapse and the excessive polling of the muscles that attach onto the tibia. It can be a component of medial knee pain because of the internal rotation that occurs in the tibia. And really that can transfer all the way up into the hip and back and neck and upwards. You know, I mean, it really has a global influence on the body when the foot over collapses like that.

So we have

Another image here. That’s showing this in a little bit more detail on the inside and yellow, we have the spleen and stomach cheek collapsing downward, both of those that the, um, yellow on the inside of the tibia re referencing the tip posterior is a really major influence of a particular muscle that holds up the arch. That if that muscle is weak at the spleen, she is weak in particular, there’s going to be a tendency for that muscle to be weak and not lift and hold up the arch in the proper way to, by anterior on the stomach side, it is also a big part of that, cause it crosses over and attaches to the medial arch. Both of those will really help lift the medial arch. And then you have the upward Pauline from the urinary bladder channel send you, especially through the protea, as long as the brevis, which we’ll look at

Brian, next slide. And

This is looking at it from the back. So if you look at the right side of the foot image, you can see that the calcaneum tilt. This is part of the aversion that we saw in the video, the calcaneus tilts medial, the top of it kind of falls medial, and you can see a bowing of the Achilles tendon. So we can see a dropping of the kidney sinew channel and a lifting of the urinary bladder in particular, the soleus part of the kidneys. So new channel has more fibers that attach to the medial part of the calcaneus. Whereas the gastrocnemius, the more superficial muscle, we can see that on the left, where it’s kind of splayed back, um, and kind of off to the side, the gastrocnemius attaches on the lateral side, they both form the Achilles tendon, but if you tease those fibers away, the gas track would attach to the lateral portion solely based on the medial portion, the medial portion is going to be dropped and pulled access to be long in relationship to the lateral portion.

So another influence of the channel send news, right? And this next slide, I’m sorry, go ahead, Matt. I think the next one’s going to be the navicular drop. Yes. So let’s go back. The image on the right, you can see as Brian was discussing the imbalances of the sinew channels, this particular view poster is called helping sign that we’re going to be discussing here in just a second. There’s another way of actually looking at this as well, because the tibialis posterior spleen sinew channel attaches to the navicular bone using the navicular drop test is really quite efficient and looking at the lengthening of that tendon and the spleen channel. So when the person is a non weight bearing position, which is the top image you can measure to see how high the navicular bone is that blue.is that kidney, to which we know, can you choose located just underneath inferior border of the navicular bone? The bottom image is going to be a full weight bearing position. So you can see that blue dot has dropped significantly indicating that the bones being dropped as well as the tibialis. Most tutor attended spleen sinew

Channel becoming lengthened. The medial arch is collapsing. So here we’ve got being signed. The calcaneum e-version. So the calcaneus is tilting into an every position. You’ve got a bowing of the Achilles tendon. As, as we discussed before, this can lead to a number of different injuries, tarsal tunnel syndrome, Achilles tendinopathy, et cetera. So looking at this helping sign is an indication for foot overpronation. Now there’s a lot of people in the population that are walking around like this, and they don’t have any pain whatsoever, but with overuse, eventually pain will come just because it’s such a mechanical problem. In addition to the spleen kitty channels, being lengthened. And as we’ll discuss in just a little while or momentarily, the effect that the actual organs have play into this as well.

So with this particular one, you can see this test foot abduction, or it’s also a foot flare sign. You can look at this from an anterior view, or you can look at it from a posterior view. In the anterior view, you can see how that kidney sinew channel is long. And it’s dropped going from kidney for kidney five, kidney six. You can see how kidney two has dropped is a foot flare sign, so that foot’s going into abduction, lengthening that kidney send you. So the, the tissues involved in the kidney sinew are, are lengthened, and they don’t have very much integrity here at all. They’re not supporting the arch. Whereas on the other side, the bow, the are they internal extra relationship to the kidney, urinary bladder sinew channel is in a shortened position. So we’re going to talk a bit more about how to be able to treat that.

Is there anything that you want to say that before we go to the next line? Yeah. You know, that the lines that are representing the medial and lateral side, of course, the kidney and UV, um, it’s the channel, but it’s also the channel send news, which, uh, the, on the inside of the foot as the abductor hallucis. So it really does, uh, um, kind of go along the medial side to the big toe like that. And, you know, for that matter, the primary channels also over length and like that, but, uh, but in particular, this is showing the channel send use, and then the abductor digit, I minimize for the urinary bladder channel, which attaches to the minimize the little toe. So it’s also, um, uh, you know, follows that UV channel. So in a moment, we’ll show you some needle techniques and myofascia work for these two muscles in particular.

All right. So then the intrinsic foot muscles are out of balance of the abductor. Hallucis is Brian just to discuss on the kidney channel is locked long and it fails to support the medial arch and the abductor digital Mattamy is going to be locked short. Uh, Brian, do you want to take it away? And we’ll comment on both of these, these slides. So this, uh, again, very, uh, that in and of itself is going to increase people’s ability to work with, uh, uh, with flat with flatfoot, with Pez playing this and put over pro nation and many injuries that might come from that. But, uh, bringing that back into a holistic view, that’s in Chinese medicine, we can start to look at some relationships of something called acquired. Flatfoot something that develops later in life, usually in the 40 plus age group, especially more common with women.

Um, and there’s usually relationships. This is a very Western discuss discussion, but we’re going to bring it back into the Chinese medicine discussion here in a second, but this, uh, usually is involved with a number of types of injury. I mean, uh, uh, illnesses such as hypertension, diabetes, obesity. Um, so there’s a correlation with those types of illnesses and acquired flatfoot where people start having a loss of integrity and the tip posterior muscle and a collapse of the foot. Yeah. So the unusual or prolonged stress that’s going to attack spleen cheat and kidney cheat, faulty, biomechanics, ligament laxity in particular, that’s going to be kidney churchy as well, and the normal aging process. And as we know, uh, kidney cheese on the decline, the older that we get. So let’s move on to the next slide. Go ahead and be, uh, well, uh, just, um, some, uh, information from research, actually, Matt one to take this one.

Yeah. So posterior tibial tendon dysfunction is the most common cause of adult acquired foot. So basically we’re just kind of backing this up with acquired flat foot deformity, Beals States that poster tibial tendon insufficiency. Remember that’s what attaches to the vicular bone. That drops is the most common cause of acquired adult flat foot deformity. The exact etiology of this disorder is still unknown, but for a TCM practitioner, I think it really gives a lot of credit to looking at kidney chia and spleen to you when you’re treating somebody with PEs planus, because they’re coming in with an injury.

So what we did is we looked at two different references, the clinical handbook of internal medicine by McLean, and also the treatment of modern Western medical diseases with Chinese medicine by flaws and Phillips who now, um, we just jotted these down here. You can see in the bulleted points, hypertension, yes. Liver, young rising you’ve got phlegm fire. Well, the spleen and the kidney is going to be associated with phlegm liver and kidney yin deficiency. Absolutely. You’ll see that also with hypertension. So when somebody has hypertension and flat feet, we’re looking at the kidney channel there, there’s also the pattern of Chong and Wren dysregulation, which is interesting because you see the master points of Chong being explained for, and then red being right being lung seven, kidney six, blood Stacey, this is something else with hypertension and then obesity. What these two authors with these are talking about stomach key with food stagnation will stomach, stomach being tibialis, anterior, which can be in a lengthened position in PEs, planus, phlegm, dampness.

You’ve got your spleen there. You’ve got spleen deficiency being cheat efficiency, as well as Yong deficiency. I’m allowing that collapse of the medial arts. So the strength of the organ itself being reflected within that channel primary channel and gene, Jen, I’m not giving enough cheesy to be able to support that medial arch at obesity. You’ve got liver and kidney inefficiency as well, as well as CHAM blood basis, then diabetes, there’s your stomach heat systemic channels and paying the fact that diabetes, spleen and stomach cheat efficiency. There’s your tibialis, posterior spleen tibialis, anterior not getting enough to within the channel because of the organs overall chain blood deficiency flam, again, being spleen. Liver is fleeing disharmony with heat. There’s your spleen channel again? Kidney, heart, and liver yin deficiency. There’s your kidney channel, kidney and heart yang deficiency, kidney channel again, and kidney in acuity. So there’s a lot of support with the spleen of the kidney channels here. Um, Brian brought up a really good point about this. If we were able to do some kind of, of, um, research with it. Brian, do you want me to describe your idea that you and I were talking about yesterday?

Yeah. So, you know, in the acquired flat foot discussion from Western circles, they just basically say that there’s correlation with hypertension, there’s correlation with obesity and diabetes. What would it be? Very curious and, and, uh, I think it’d be great to, to study it w it would take some time and resources. Of course, let’s say you took hypertension and you took all the people with hypertension who had acquired flatfoot, it’d be curious to see how many of those people had, if you differentiate them into patterns from a Chinese medicine standpoint, how many of those people had really more correlation with the spleen and kidney patterns? Um, based on the fact that those are going to have it,

I change in those related channels

And that my hypothesis, my guess would be that, that if you found the people with hypertension who have acquired, flatfoot, you’d have more phlegm fire more,

And kidney yin deficiency, maybe not so much liver young. Right.

Who knows, I’d be curious to find it, but that would be my guess. Yeah.

The takeaway from this, everybody is that, and this is something that we teach a lot in our education and our school is that when you’re looking at musculoskeletal, it’s never just musculoskeletal. There’s always some kind of zone food component, and we are TCM practitioners. So always look at that [inaudible] component, being able to supplement the musculoskeletal treatment, it should be held together. So this is something that a sheet for you guys to be able to take a look at. This is going to be just for the local muscles themselves, that you can be able to treat in addition to the person’s constitutional points and zone food. So, um, the peroneus longus and the peroneus brevis, these are going to be locked short. They’re going to be accessed. These muscles are going to be real, uh, primary in treating this. So you want to reduce the access so that the deficiency starts to come up. So we’ll address the deficiency as well. But since we don’t have a heck of a lot of time on this webinar, we are going to be showing you the peroneus longest and the prone peroneus brevis needle technique. We’ll also going to be showing you the abductor hallucis and flexor hallucis brevis needle technique as well. Um, there’s also an image I believe of the abductor digital me that you can be able to use. So, Brian, anything you want to say before?

Yeah. I’m sure there’s people watching this who are going Fronius longest and breakfast. That’s on the gallbladder channel. Uh, this is interpretation, but go back and open up Deadman or any book that has image of the channel send news. Of course, they just show topography. They’re not showing him in particular muscles, but you’ll see that the urinary bladder send you channel has a lateral branch that could be interpreted. We interpret it as pretty, as long as in brevis those muscles have a much stronger fascial connection to the hamstrings. I’m in link with the urinary bladder channel. Whereas we put the gallbladder, send new channel more with the extensor digitorum longest, which is just in front of the fibula. And really, if you look at it from primary channels, you’d see the gallbladder 34 and many of the gallbladder points along the lower part of the channel would actually go right into extensor digitorum longest. So yeah, go back and check out those images and you’ll see there’s a lateral branch. And that’s what we’re interpreting is plenty as long as some brevis

In addition, Brian and I actually, we proved this relationship on a cadaver specimen and it’s on our YouTube video channels, sports medicine, acupuncture, where we put a needle into the Proteus longest motor point. We put a needle into gallbladder 34, and then we put a needle into the biceps for more the hamstring motor point. We pulled on the biceps for Morris motor point. You could see where the force tension was going, and it was moving the Proteus longest needle substantially, but not gallbladder 34. So this is a really linking that urinary bladder sinew channel that’s on the YouTube channel sports medicine acupuncture. If you guys want to check that out, let’s go into the video showing the peroneus longest. And the peroneus brevis, I’m going to set this up a little bit. So you can see is that we have one needle in the peroneus longest motor point, which is located just two stone below the head of the fibula. And then we have a needle in the peroneus brevis that’s angled upward. So we’re wrapping the twist, the needle. We wrapped the fibers around the brevis and we’re pulling down so that you’ll see the needle moving on the Proteus longest because we want that. She took me moving downward in PEs planus with every step, as we talked about earlier in this, that she is moving upward on that lateral side, being the young side, we want to pull it down. So here we go.

Peroneus longest motor points too soon down from the head of the fibula peroneus brevis motor points. One soon above gallbladder, 35, this needle technique for the perennials that are in a shortened position from foot overpronation. We want to try to be able to pull the muscle fibers downward in order to be able to change the cheesy within the channel change, the appropriate perception. When I wrapped the fibers around the peroneus brevis and I start to pull down, you can see the movement in the peroneus longest motor point. So I’m going to maintain the traction. You can see how that needle is moving. So therefore the muscles, the fascia, all the proprioception here is starting to change and I’ll hold this. So the muscle can get used to being in its new position.

Alright, so that needle technique is in combination with something that we talked about earlier, lifting up the medial arch. So this is a needle technique that you can apply to everyone, but it is very useful to apply to those people that can handle the strong cheese sensation I’m using a thinner needle is also useful, but you, in my experience, you need to have this as a Chinese needle. Um, some of the needles that are coded, um, will not allow the fibers to wrap around that. So, um, it’s a good idea to be able to have our Chinese, you know, I’ll watch, those are my favorite to use in this particular case. But again, you can use a thinner gauge needle, but two muscles are the abductor hallucis in the flexor. Hallucis brevis that we’re needling here. The motor points of each muscle found on the kidney and the spleen sr channels are needle to lift the collapsed tissue at increased proprioception. So you’re needling there underneath kidney too. And then also you’re needling halfway between spleen three and spleen for going into the muscles themselves, twisting the needle to patient tolerance, and then gently just lifting that arch so that you are starting to change the proprioception with that. Then you would leave those needles in place. In addition to all the rest of the needles that we have in that formula, treating adjacent points, distal points, and also constitutional zone crew. Yeah. I might add something to that. As Matt mentioned, you’re leaving those needles in, uh, so usually

If they’re in for 10 minutes and you go to bring the needle out, no problem that comes out, the tissues relaxed, you know, it might be the case that the needle wouldn’t come out right away. That’s the point is you’re trying to lift that tissue, but it usually will come out, no problem, but do pay attention to which direction do you turn the needle on case? Uh, it really doesn’t happen with me this way, but in case of where to get stuck, you’d want to unwind it. And the other directions of your going clockwise, you know, make a note of that. And if you, if the person can’t tolerate this type of treatment, it’s not too bad that you’re, you know, you’re going slow and gentle and to patient tolerance, but needling, the motor points would still be useful on their own. But it’s going to give a little bit more bang for the buck by doing this lifting technique.

Yeah. Sure. All right. So here’s the needle technique. That’s kind of based on the same idea. Brian, do you want to go ahead and discuss that?

Yeah. The image I’m just kind of glancing at this now and noticing that the little black line for UV 63 and UV 64 is a, is a, um, just a pointer. The needles are a copper kind of colored. So, uh, take note where you can see my thumbs holding onto those needles. So same idea. Uh, the needles are put into UV 64 and UV 63 64 is the motor point for the abductor digit I minimize, which has a strong connection to the lateral band of the plantar fascia. So you’d be 62 would be into that lateral plantar fascial band. And then the needles are twisted gently. And until they catch the tissue until they catch the fascia and then pulled away from each other to help widen that, uh, lateral portion of the, uh, urinary bladder send you a channel, the part they get shortened as the foot goes into abduction. And that whole side of that lateral plantar fascia become shortened. You’re widening that lateral band of the plantar fascia. So it reduces, you know, reducing technique.

Yeah. So this technique followed by a really good, mild fascia technique. They were going to show you an image here in just a second is really quite good doing this technique and then the mild fascia. So Brian would take away some of the myofascial work.

Yeah. So myofascial work is really going to be, um, following the same principles. So a, this, you can see the two knuckles on the urinary, excuse me, on the peroneus longus. And brevis going down that, uh, lateral band of the urinary bladder send you a channel. It’s kind of widening that lateral band, but each time you’re, tractioning this issue down and then widening kind of like making little Chevron type, uh, positions and move down a little bit, bring the tissue down, widen, go down next step. So the whole time you’re, you are widening that, that portion of the lateral compartment, which is containing the, the peroneus longus and brevis, but you’re bringing that tissue down. That’s the key takeaway from this as you’re helping, uh, encourage the fascia and muscle and all the appropriate sectors downward in the same way you were with the needle technique.

Yeah. Starting top pending at the bottom. Yeah. Good. That lateral band would be pulling the foot into, um, into IE versions that you’re helping correct that by, by dropping it very useful after the needle technique and see what the next myofascial release, Oh, it’s an exercise. Right? So inchworm exercise, this is a very useful exercise for helping to restore some of the integrity in that medial arch. Um, it’s warm. You can actually Google that if you wanted to, and you can get this step by step, you can see with the foot on the left. Um, this is I think, prions foot. So he doesn’t have a Pez plaintiffs on there, but if it was a flat foot, um, you can see as what he’s doing in the middle of the images, he’s bringing the first metatarsal and the big toe up toward the calcaneum as the calc Aeneas stays in place.

So he’s increasing the integrity of that medial arch. Then he puts his way on the forefoot and he brings the cow Kanyes back, which will flatten the foot again. And then he repeats the exercise. This is an exercise that you could probably find step by step. I would think on Google, this is also something that we teach in its entirety. I think though, a usually in Google, it’s not going to be under insure. Um, it’s uh, and cause usually people don’t walk it back like this and it’d be called a, uh, short foot exercise, but we modified that. Okay. Yeah. So the short foot exercise is going to be a little simpler than this one. So, and that would be probably, you know, you can find videos of that, uh, curls probably to take it away on this one. Yeah. This one that is, if you look at the, the, the kind of ghost image on the top little corner portion, that is your, you are taking the foot and you’re dropping the medial arts, you’re taking the foot into abduction and just, you know, basically collapsing your weight into the medial arch.

And then you’re starting from a position, I guess, a dysfunction and then you’re curling the foot and lifting the medial arch. Um, so this one would also strengthen those, um, intrinsic muscles of the foot along the, the kidney and spleen channel. But it would also be calling on things like the tip posterior, because it starts to take the foot into a position that, that, uh, engages the tip posterior. So this is, uh, training, both the intrinsic and extrinsic flip muscles. Yeah. Good. Yeah. So the ghost image is the, before the, not the fall images the after, and it’s not a ghost image because it’s so white, it’s actually because the right funnel doesn’t move on. Okay. There’s a references, right? So you guys thank you very much for attending this. We want to thank the American acupuncture council for having us. This has been really a lot of fun. We hope that with this very complicated and in depth topic, we just took some portions of it actually. And hopefully we gave you some useful insights or clinical pearls that you can be able use to be able to help other

People to help your patients. Uh, Brian, thanks very much, Matt. I do want to highlight that there is also on the YouTube channels, sports, medicine, acupuncture, uh, full needle treatment, uh, that shows both before and after for changes in the foot that was done in one of our classes that covers this whole whole protocol, basically without the myofascial and corrective exercises, but just the needle abortion. Yeah. Good point. Okay. Well thanks very much. Appreciate it. Yeah. Thank you. Alright. Take care everybody.

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Poney Chiang Thumb

Acupoint Injection Therapy Poney Chiang and Scott Richardson

 

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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.

Good afternoon, everyone. Welcome to this Week’s American Acupuncture Council’s Live, Facebook podcast show. My name is Poney Chiang your host for today, I’m coming to you from Toronto Canada. I’m an engineer’s vacation pro provider from Newark radiant.net. Today. My special guest is Dr. Scott Richardson, who is joining us from Denver, Dr. Scott Richardson, and is a doctor of acupuncture and Oriental medicine who competed his master’s and doctorate degree from Pacific college, went into medicine in San Diego while attending Pittcon. He was able to study abroad. I changed to university in China, and later did some apprenticeships in connects in Taipei Taiwan. He’s an NCCR credentials, acupuncture, CU provider. He has lived in Colorado since 2012. We have served as the vice president, president and letters that have a chair of the agricultural association of Colorado. He worked on the legislation that put acupuncture, injection therapy written into the scope of practice for Colorado acupuncturist.

He teaches acupoint injection therapy at Colorado school of TCM and in various institutions around the world. He’s the owner of Denver acupuncture and sports medicine, and prolotherapy of Denver, where you continue to see patients with a wide variety of concerns. Thank you for joining us, Scott. Absolutely. So the reason why I wanted to, uh, interview an expert in acupuncture point ingestion is because this is something that more and more patients asking about and more and more jurisdictions in the, in the West and in Europe and in North America are starting to explore. For example, the Ontario in Canada, where I’m located, we are currently unable to do daily injections. However, we are working on a doctoral class of a, of a, of licensure and we’re exploring things like injection therapy as a potential scope of practice. I personally think that is going to be super powerful and super beneficial for our patients. So I can’t wait to have this conversation with you Scott today. Can you tell us, how did you get interested in point injection?

Sure. And like you said, it’s really important to make sure that you are aware of what you’re able to do within your own state or jurisdiction. if you are unclear then, you know, contacting your local governance board would be a good way to make sure. but, uh, this is really an amazing tool that we have within a TCM. again, like you said, I started my program, I learning out in, uh, San Diego that Pacific college of Oriental medicine. I moved to Colorado in 2012 and that’s where I first got exposed to acupoint injection therapy. I studied from Michael Young, pretty much that first year, uh, within a few months of moving there. and then just took off from there. I’ve also studied with, Jeff Harris out of Bastyr university. Andrew Taylor who’s also up in Canada is an amazing teacher. I’ve studied with him and, and even had him come out to Colorado to teach some advanced classes. but, uh, it’s been an amazing tool to add to my practice and to help my patients.

Wonderful. And, can you tell us for those of you are, those of us are not familiar with it a little bit about the history of acupuncture point injection and what is it exactly

Sure. And this is something that I’ve been kind of been a hobby of it I’ve been trying to find more literature, more research about how this all started and what has been injected traditionally. from what I’ve been able to understand, this really started, around the 1940s or even pre 1940s, when China started experimenting with doing and they were actually herbal formula injections, they would do single herb extracts or herbal formula injections. And a lot of times they would use it for things like flu influenza. and then it kind of expanded from there and has continued to be used in China quite a bit, including with, uh, some of the SARS outbreaks. it is something that has been around, for quite a long time and within the, and I’m going to mess up the name, it’s the Shanghai acupuncture compendium.

I believe the Shanghai acupuncture texts, uh, within that textbook, they actually talk about, acupoint injection therapy, substances that can be used where it can be used and how to use it. And so, uh, that was a required reading for our text. And, uh, I think a lot of people, or a lot of schools use that text and it’s something that is part of that tradition, substances that can be used again in China. A lot of times they’ll be using herbal extracts and even herbal formulas. in the United States, I am not aware of any FDA regulated facilities that are doing single herb extracts or herbal formula extracts. A lot of what we’re using are homeopathic formulations. Hiebert is one of the companies, that is local here in Colorado. they have, uh, a very, they have five main formulas that they sell, here in the United States. But again, uh, internationally, they have a wide range of homeopathic formulas. heal is another very popular one. If you’re familiar with Traumeel for acute injuries, they actually make an injectable form of true meal. So when you have bruising swelling, when you have a localized heat, you can use that formulation to help to speed the recovery and it works amazingly well.

can you give us a sense of what type of situations would you, uh, would you think about acupuncture in, in point injection therapy compared to quote unquote standard acupuncture? And a lot of it is a case by case

Spaces, and I am really hoping that as this starts becoming more mainstream, especially here in North America, we can start doing more research to figure out, you know, when is this better than doing acupuncture by itself? and when is acupuncture, going to be just as effective? one of the, research studies that was recently done, this came out of, uh, North Carolina university. There’s a medical doctor that was doing, procedures to try to do injections for back pain. And he was doing it on mice. And one of the things he was finding is by doing it on mice, he had a high rate of injuring the nerves or the spine. And so he wasn’t getting good results. He is not a TCM practitioner. He didn’t practice acupuncture before this study, but he found out about you before he doesn’t call it that.

But he found out about an acupuncture point behind the knee, and he started doing his injections there and he got amazing results with his, uh, research trial. he went on to later state that, uh, doing an injection at an acupuncture point can last 100 times longer than doing traditional acupuncture alone. So it’s a situation where we can have longer lasting results, and do it in a shorter amount of time. now when to do it versus when not, it can be a little bit more tricky. And again, a lot of that comes with personal experience. I do a lot of sports medicine. so when I have an athlete that comes in with a chronic muscle, not a, an area of tissue, that’s just not recovering. I go in, I needle it and it’s not releasing. one of the benefits I see with acupoint injection therapy is that I can go in and hydrate locally at that muscle tissue.

what does that mean in terms of TCM? I am literally adding in fluids or in fluids to that local area to help it to and recover, common solutions, uh, a 5% dextrose. It’s a sugar water, very easy to use, as something that is a sugar that’s sweet. I see that as, as a spleen tonic, another very easy, uh, thing to, to get ahold of is normal saline saline as assault. it’s a kidney tonic, as a mineral, it clears heat as something just as simple as normal saline into a hot localized area. It can help to clear heat out of that area. And again, can be very effective. you know, we don’t have to get overly complicated again with yin deficient patients or in deficient patients. It works extremely well on adding those that nourishment adding, helping to tonify the spleen to nourish the muscles and sinews. and it’s something that, uh, is a great way to either use standalone or in conjunction with an acupuncture treatment.

Oh, okay. So it sounds like not only is it using for that a chronic problem that you’re nourishing like a year influenza, like blood, the red blood for the seniors, when there’s actually something acute you can use, like something like sailing to actually combine with the injection to get an immediate results. I didn’t know that that’s really powerful.

Absolutely. And, and I I’ve, I’ve done it a couple of times. I, I I’ve had patients come in where they’ve gone to their doctor, they had a cortisone shot. and one patient, she spent over $1,800 on this cortisone shot because she didn’t have insurance to cover it. So she had to pay $1,800 out of pocket. She came into my clinic, we did one shot, uh, and she immediately felt relief. it wasn’t a cure, but immediately felt relief and felt benefit at less than one 10th. The cost of seeing her, her dog. Right.

That’s fantastic. Not to mention, you know, there’s some recent research showing that there’s actually a long term, uh, wear and tear associated with the stair usage injection of cortisone injections, the knee. Right. Yeah. so can you give us an example of a particular case in your own practice, private practice that was particularly memorable that you felt, you know, I probably wouldn’t have gotten this resolved if I didn’t practice acupuncture, injection therapy, something to just kind of wet our appetite a little bit.

Sure. And again, I do a lot of sports medicine, and so a lot of what I’m seeing are muscular skeletal conditions, had a patient come in with frozen shoulder. and so, uh, had very limited range of motion, had trouble even just going into the rotator cuff and needling some of those muscles. our first treatment we, we did, Eastern, and we were going into subscap. and then kind of like an [inaudible] 10. Sometimes I call it OSI nine and a half house. as I 11 area, and we were doing some East them to try get to those muscles to release and help. We saw some improvement. There are some reduction in pain. The second time she came in, I actually did an injection and it was, again, very simple. It was normal saline, 5% dextrose and B12 combined. and we injected into the subscap and there were multiple trigger points all throughout that area.

So, I wouldn’t necessarily say it was a heart one because we were aiming specifically for that muscle, but going in hydrating the muscle. And then we did a couple more again [inaudible] when she got off the table, after that second treatment, she had noticeable improvement about 20 degrees range of motion improvement. just following that injection, the next 24 hours, she got another about 5% range of motion, uh, after the treatment, but it was something where again, it was kind of a, she was definitely a yin deficient patient. but going in and hydrating, nourishing those muscles, we were able to get significantly better improvement than just doing our first acupuncture and Eastern treatment.

Yeah. And was the patient impressed?

Oh yeah. And she loved it. Cause sometimes especially when the muscles are chronically tied and they can’t get that relief, getting that nourishment in there, you get that, uh, that satisfaction. I mean, not so many times that like, yes, that’s what I needed. And, and, uh, a lot of times I’m seeing that I can use less number of treatments and get faster recovery with them.

I know that, there are some people that are a little bit more, conservative when it comes to, uh, uh, embracing new new techniques or perceived new techniques on that I’m hearing is may not actually be dine you. uh, but for those people that, that, uh, do you have a, an encouragement for them, they will have, why would I, why should I acupuncturist and learn this? How would this be able to allow them to do things or take care of their patients better than they were otherwise?

Well, and I think that this is one of the areas where us as acupunctures can really help to, benefit the medical community. Uh, when we go through our training, uh, four years master’s program, we’re required to have a minimum of 660 supervise clinical hours and 700 didactic hours learning how to puncture the skin in a safe and effective manner. Other medical professions don’t have this type of training. I worked inside of a family practice for about eight years and the PAs were constantly coming to me, asking me how to do an injection on a different area of the body because they couldn’t get the needle in and knees. I can’t tell you how many times I’ve seen a provider, tried to inject a knee with the leg straight out. and so I think that, as a profession where we, have much training on how to do this safely and effectively, uh, the patients appreciate it because it’s much safer.

but then as far as being TCM, again, we’re still applying those same principles that we learn, you know, fluid deficiency, yin deficiency, heat, excess deficiency, all or these things are, are what we apply to our treatment protocols. And then again, learning where we inject, you know, can we combine the properties of what we’re injecting to the therapeutic properties of the point that we’re injecting? So a common example I bring up is, you know, if we use the Harare point on the kidney channel and inject water there, you know, can we have a stronger effect than if we’re just needling there? B12, I consider B12 a blood tonic. you know, it actually helps in the production of red blood cells. So if we use a B12 injection at the influential point of blood, you know, can we have a stronger therapeutic effect then, you know, if they’re just popping B12 pills and, and, and trying to, you know, eliminate symptoms that way.

so I think with our training, we really have a strong foundation that we can provide these types of techniques. like you mentioned, with cortisone, we can provide safer solutions to people where they are lasting more longterm, uh, without a lot of the side effects. A lot of what we do in our profession is to help to facilitate that healing in the body, make the person stronger after our treatments with minimal side effects. and so, yeah, I think that this is a perfect addition, for people to learn about and train with. And, you know, again, if this is something that’s not currently in your area or your jurisdiction, uh, reach out to your local, association and, and see what steps need to be taken to, to help get this in there.

Hmm. Yeah. I like, I like what you have to say about that because, obviously, uh, as decent practitioners, we have a competitive advantage. We can apply what we injecting to the point specific functions that you inject into. So that’s, that’s a scope of practice that, that, uh, the other professionals can do. But what I hadn’t realized was that we’re actually better at putting needles into their joint and a new joint because I do it all the time, large intestines and the theme that she end or something 35, we’re really good at that. Hopefully we can, we can, you know, deliver the substance more effectively. And so, and this way it’s kind of building on the skills that we’ve already had. It’s not really relearning anything. We actually going to be able to pick this up faster than, a comparable, uh, biomedical, uh, practitioners to injections. the, can you, you know, give it down, you got to excite as though.

And do you mind if I share another story real quick? Oh, of course. Yeah.

So I was, uh, I was teaching at CSTC and this was our first time that we were doing live classes after we were shut down for Corona and, you know, same type of thing, that one, I had three hours to go over clean needle technique. And by the way, injections are a part of clean needle technique. Again, we have all these, competencies that we already go through to show that we’re safe and effective, but had a three hour class and the last 45 minutes or so is when the students really get to start trying this out and injecting. And again, this is a, an acupuncture student, and they’re testing this out. He did an injection at bilateral, bladder 23, and then y’all tongue sway on, on the opposite of the effected side and started moving it around and immediately had relieved. And so this is, you know, again, uh, an acupuncture student, that’s starting to play around with this and can already see how there’s benefit to this just from doing, you know, his traditional acupuncture classes and how, you know, again, with our training, we just build on that to get better results. And I, I just love it. I get excited as well. I think it’s fantastic.

Can you, I know, you know, obviously we haven’t learned how to do injections and, and a, I hope to do that in the very near future. but are there any lessons you learned little curls or advising you give us, like using the approach of acupuncture, injector, maybe, or assessment, whatever that you think would be able to be, that we would benefit from looking at the body or approaching the patient the way you do

Well. And, and again, I always try to get people to build on the, on the tools that they already have, you know, feeling the pulse and seeing if this is someone who feels like their fluid division or the tongue usually is my biggest assessment tool. And right now it’s difficult because, uh, you know, we’re not looking at patients tongues, but if you see a yin deficient tongue, that’s one of the big, indications for me of saying, okay, this is something that could benefit from using an acupoint injection therapy. if you feel a really thin pulse, then, you know, B 12 is something that’s readily assessable to help to build the blood. And again, use those on, yin channels or blood building points to help to amplify that effect. I am not a huge fertility. Specialtist a specialty person. I generally will refer out to them, but, again, it’s a going stray, I’m doing acupoint injection therapy over to going Shea and, and, uh, spleen six.

there’s lots of ways where we, again, take what we learn from our schools, what we practice, what we see, and then this can help to accentuate that. And, you know, again, assuming that the MD, the scientists that I mentioned at the beginning of it, he was able to validate that, you know, we can have a stronger stimulation lasts 100 times longer without having to need leave needles in for a long period of time or doing intro normal intradermals and having the patients take that home. but, uh, yeah, I, I get excited about it and I, I do, I see people just pick it up. I, I do the same time. I use guide tubes and I know studying in China guide tubes, you’re not supposed to use them, uh, freehand dealers pick this up very quickly, but, I do the same, uh, muscle memory doing injections as I do with guide tubes and, and, yeah, it, it works well.

I, something pop into my mind, about, uh, people that have some concerns about practicing injection, you know, is it TCM or NY? I wanna, I want to just mention that when, uh, back when I was a student, had a teacher that told me that, uh, told me, told me these fantastic stories, but as soon as to me out there, the doctor who made it easy and physician code of conduct, and that the person that document that 13 goes points just in case, uh, you know, the name of the case, our listeners and [inaudible] was really a role model about sincerely. I would say he was very embracing of different styles approaches. He was the one that brought peer visitor Kerbal materia Medica into TC. So he didn’t care. It was Chinese medicine, or not as long as somebody help people. I mean, he also dabbled in a lot of our chemical and spiritual practices, as long as you can help people.

So I had teachers that would tell me, you know, I bet you if, since I was alive today and he had access to point injection therapy, he probably would have used it as well. Okay. So, uh, that, that was always a story that I thought was, you know, helps me feel comfortable. I don’t know about other people, but it helps me feel that it’s okay to, to use new new techniques because, just because Chinese medicine is not, uh, no longer merely a classical textual medicine, it doesn’t mean that it hasn’t had a history of always evolving. I want to finish with, a question. That’s a really big question. I know it’s probably not going to be something we can cover in the span of today’s little interview, but a lot of us are, living in a jurisdiction where we are not able to, we are not yet able to practice injection on our patients. And I know you have a lot of experience with that. So is there some general, I know this is a lot of work. It probably takes a lot of time, but, you know, we have to start somewhere, right. So if you don’t start in, it’s never going to happen. So give us some advice on how, how you help transition your state from a state that that was not part I could punch his scope of practice into the wine that is now almost well known for being able to do that

Well. And a lot of it is building bridges. And, and again, the best thing that you can do is work with your state association, then build that, uh, that network within other associations. And that’s going to take a lot of education. That’s going to take a lot of reaching out. so we ran our bill in 2015, and we were lucky because we had a letter from our regulatory agency saying that it was their opinion that we could do, injections within our state. And that had been there, I believe since 1999. and so when we went to the, our state medical society, we were able to say, we’ve been doing this for a while. There haven’t been complaints. There haven’t been adverse events. but one of the big things is being able to communicate to medical providers, what it is that we want to do and why this is something that’s in our scope of practice.

You know, again, emphasizing how much training we have on being able to puncture the skin safely and effectively, uh, being able to educate them in a way that they understand that this is part of traditional Chinese medicine that, you know, we’re not trying to do injections so we can do, you know, Kenalog or pharmaceutical, injections, where we’re trying to use this from a healthy, safe aspect so that we can continue that tradition of TCM as it relates to our patient. And then using this tool to continue with those diagnosis and protocols. When generally you educate the different communities on what you’re trying to do, that you’re trying to use substances that are safe, that you’re not trying to do again, pharmaceutical or, or, you know, cortisone, Kenalog, uh, these types of injections. They’re generally very supportive because again, your MD, they’re not going to be doing, you know, a B12 shot.

You know, they’re not going to be doing these types of things. And so if we can take that population and we can help, or if we can help with these chronic pain patients in a way that we’re not using opioids or addictive substances, then they see this as a benefit. again, in Colorado, when we ran this bill, we sat down our state association, which, uh, at that time I was president of, we sat down with our medical society. I had a binder of over 300 pages of research and trials and everything that I handed to them. And we sat there and we answered all their questions. And the end result was that our state medical society officially supported this bill to help us put this in writing in our scope of practice. so talking with other States, the biggest thing you can do is to educate the other associations on what it is you’re trying to do, what substances you’re trying to use, and inform them on the training and the expertise we have in this field. And again, generally when that’s done in a collaborative and informative manner, then they see this as a positive thing and are willing to help with it.

Thank you for that. What encouragement and guidance, you know, uh, I’m inspired. I, I want, I want my jurisdiction to be able to do this kind of a procedure so that we can help our patients to the most of our ability. So to finish up, would you be able to tell us where we can get more information about nutrition P O L and how we can stay updated on your teaching schedule? Sure. And so I have a website where I have a few different types of classes that I teach. I have an introduction class. I have a class that’s specific to muscular skeletal conditions and, uh, trigger point injections. and then I briefly go into some of the cosmetics I’m using natural substances to fill in fine lines and wrinkles, and to give the population a, an alternative to Botox and, and some of those other kind of toxic chemicals.

my website that has my education classes is prolotherapy of Denver. so that’s www.proloden.com. and then on the upper right hand side, I have a tab for education and that’s where I keep my classes up to date. Great. Thank you very much. And even if you’re not somebody that sees a lot of athletes, I mean, but wheel, which I keep punches, doesn’t see a lot of pain, right. So if you, maybe if you’re more inclined to do stuff for aesthetic cosmetic stuff, you just heard everyone from Skype, you can also apply this to great results for, for rejuvenation, okay. For longevity anti-aging practices. So I like to thank you once again, Scott your time with us and share your knowledge and experience with us and to our listeners. I hope you enjoyed that. And that was very informative for you. Please. Don’t forget to join us next week. Our host for next week is Matt Callison and Brian Lau. And, and I thank you everybody for your attention. And, uh, if you have any questions, don’t feel free to post them. And if you found this, little interview useful, maybe let your colleagues know about it may be, uh, show some love. And, and, uh, and I look forward to speaking to everybody very soon. Thank you. Stay safe and stay strong. Thank you.

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Chen Yen Thumbnail

Winning the Referral Game

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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.

Welcome to the American Acupuncture Council show w so good to see you here. This is Chen Yen, nine, six, and seven figure, practice makeover, mentor@introvertedvisionary.com and also a host of this show. So today, and also in our shows, we’re going to be talking. My show is, and we’ll be talking about how to grow your acupuncture, practice more effectively and adapting with the times. So, uh, have you been in a place where you are slow right now? And there’s been a dip also, especially right now summer time and summertime had traditionally been slow before. And then now along with this climate, you, you would like to be in a place in your practice where you’re busier and helping more people and, and wanting more money to come in because to make up for that, that lost time during the last few months as well. So, so today we’re going to be talking about, I’m going to give you some, some sense of my overall predictions for what I speak coming up here.

I’m also going to be sharing with you one strategy. That’s often overlooked and it’s working right now in this climate to be bringing in patients without you having to always do run around and marketing. So as we get started here, I’d love for you to go ahead and type comment below right now. Um, let us, let us know where, where you are watching this right now and, um, love to love to see. So let’s type in the chat. What, what, uh, what city state your you’re watching this from and, and then what kind of a practice do you have in terms of, do you have a private practice? You have a community acupuncture practice. Do you do telehealth? I I’d love to say so a little bit about myself for those of you who might be new to me. So I, um, I started out as a pharmacist on native American reservations and really loved the adventure of traveling to different tribes and reservations, trying to get, get to know, I mean, getting, it was very adventurous for me and I love the culture of the different tribes.

After awhile though, I started feeling really dissatisfied. I would go in the pharmacy. I would hand people, their medications and feel so jaded about the whole thing I remember. So I remember once when I was handing this woman, her Prozac medication, and I just felt so upset, not at her, but at when our healthcare system was putting in front of her as if that were the option. And I was endorsing it. The truth was I grew up in a family that was very holistic. We, you know, like if my sister and I were ever sick, when you’re younger, my mom might open up the Chinese. I mean the medicine cabinet and pull out some Chinese herbal syrup. And that was about the extent of what we’d get. Whereas I would see these people come into the pharmacy and little kids. They would have just gotten their immunization shots and they would leave with a cocktail of medications even when they weren’t hurting anymore.

That, and seeing people taking 15, 20 medications home as if they’re a candy that drove me nuts. Have you ever been in a place in your life where you didn’t really like what was going on, but didn’t know what to do next? So that was what was happening to me. And that’s, you know, one thing that I did know was that I had to get out. So then, um, fast forward five years I had started and grown a successful recruiting business, sending pharmacists to different, um, travel assignments and, uh, hospitals in different settings, um, so that they could actually be in jobs. They enjoyed more. And I used to always think that if I made more money than I’d be happy doing what I really cared about outside of work, but didn’t didn’t happen that way for me. I ended up going through a timeframe of soul searching when I came out on the other end and realizing, wow, I need to stop pretending here, stop pretending that it was okay.

I was primarily selling my soul for people to be on drugs. When, when your had had this secret life in a way, like I shared with you before super holistic and extreme, to some extent, little things like I don’t own a cell phone. I still can’t see myself owning a cell phone. So in any case, that’s what led me to have this inspiration of what can we do to really change our healthcare system. And so much our people are more open to holistic options, acupuncture, other holistic options, but in functional medicine, you know, but it’s not happening quickly enough and it’s not going to be the government changing things. It’s not going to the drug company is not meaning insurance company changing things. It’s really start with you as acupuncture, holistic practitioners, really getting the word out about what you do. So then that’s when things will really change.

And so that since then, we’ve helped many acupuncturists with, with growing their practices. Um, anywhere from starting out to growing, they’re getting their first patients to, um, taking acupuncturists from 5,000 a month to 10,000 a month and a few minutes timeframe, or even even 10 to 20,000 a month in a few minutes timeframe, and then ushering our claims to seven figures. Even though we have clients who are, you know, for example, the American society of American society of acupuncture, board members of client, of ours and the American association of naturopathic physicians and client of ours as well. So just giving you a little window for the Disney brand, new to me about who is this, this person, just all of a sudden having this credibility. So, so let’s talk a little bit about like dive straight into predictions that I see, um, about what can be that I foresee coming up based on my experience of constantly working with acupuncturists during these times in the last few months continuously working, you know, over the last quite a few years anyways, but, you know, especially during, during this time and even now as well.

So there are a couple of key predictions that I will say that I see affecting acupuncturists and other hosted practitioners coming up, number one has to do with economy. So what do you think, what do you think is going to happen with our economy? Is there, is there going to be a V shape? Recovery is gonna be a w shape. Recovery is gonna be an L shape recovery. So Paul Krugman, who is the Nobel peace prize winner earlier on during these times, like when the whole career thing started, he was talking about that there will likely be more of a, um, he was expecting a Nike swoosh kind of recovery, right? So by the way, type type the chat, what do you think I may not chop it in the comments, write out what do you think or type of, um, what do you think it will be?

And so, but recently I’ve been seeing more about how it’ll be more like a w shape recovery. Great. And I economists talk about this and I, and I would say that I feel like it’ll probably be something like that as well, which means, you know, dipping once and then another dip again. And, but what is, how does this have to do with your practices regardless of what shaped, you know, recovery we have? Well, what is what I think we can all agree on is that things have changed where people are looking at things differently. Like people are being tighter with their money right now, they’re looking at things twice more. Um, but at the same time, keep in mind, just cause how many of you have noticed that, that you’re finding patients or potential patients saying, Oh, I can’t afford it. Or, you know, I have been out of work store.

I don’t think I can come in as frequently. It’s something related to money. How many of you are noticing that? Go ahead and type in the right now and so, uh, type below. So, um, yes. And then what do we do about that? So, one thing to keep in mind about it is that, um, even in times of, of economic challenges, whether it’s the great depression, whether it’s recent recession, guess what, there are always people who do have the money. So there will always be people who do have the money and were willing to pay. And especially, you’re so lucky because you’re in a healthcare industry and people will, even if they decide they’re not going to buy that latest car, even if they decide they’re not gonna buy clothes as much anymore, they still need their health. Would you agree? Like how many of you find that if you’re not healthy, if you’re feeling grumpy and if you’re sick, you can’t really do anything.

You can’t really, um, be what you’re meant to really be right. And it’s not, not a good feeling. So, um, what’s uh, so what I’m trying to say with this impacts your practice is that I believe that it will be even more important for you to set yourself apart. Why? Because when people are, are, whether it’s comparing prices or being concerned about prices, then they are, um, it’s like, they’re almost treating you as a commodity. Oh, how much is it right? Oh, I can’t afford it. Um, whereas instead, if you set yourself apart and people see you as being the person to go to, it won’t matter as much for those who do have the money to pay for it, to actually come in and see you. So it’s more important now than ever to be able to communicate effectively what you do in a way that people get it.

They put the two together. I feel like I have to see you, right? So this comes from the first two steps of the consistent patients formula for introverts. So, one thing I hadn’t mentioned here earlier is that a lot of our clients come to us because there are so many approaches out there that are very extroverted approaches and give you a really exhausting, you know, those things like, Oh, you have to go out there and network and you’ve got to go talk to people. You’ve got to go in and do this thing and that thing, Oh my gosh, it just feels so exhausting. Right. Did you know that actually 30 to 50% of our people are introverts, but most of what’s taught about how to grow an acupuncture practice assumes that you’re an extrovert. So no wonder it doesn’t really work for you. Right. Um, we introverts need a different approach.

So what I’m trying to say is, especially as an introvert, you need a different approach during these times. Um, and you know, we, and we’re also more limited in terms of, of, um, ways that you can actually get the word out. So what can you actually do to get the word out? So we’ll talk about that a little moment here. And one thing I want to bring up in terms of predictions, what I see coming up, I believe that it’s also going to be the house calls are going to be more pop popular in more demand than in the past. So if you, why, because, you know, people might be concerned about, about, um, safety and being out and, and, um, they are likely to consider it or be more open to considering house call where you don’t have to go anywhere. And then especially if you’re also protecting yourself and going there and then, um, that can help peace of mind for some people.

Right? So, so that could be another option for you to look at if that’s something of interest to you and you could charge a premium for house calls too, um, because of the travel, that kind of thing. So, so I foresee that being an area in demand, at least for the near future coming up here. So because what can happen, right? This can happen in the fall again. So, um, so the other thing, so if you have an interest in it, then yeah, that could be an area to look into. Another thing is that I think is gonna be really important is looking at, um, I think there’ll be even more important. It’s almost like looking at, remember how we talked about setting yourself apart. So setting yourself apart, as we look at it in the consistent patients formula for introverts, it doesn’t have to do so much with like, uh, just this one, if we’re going to talk about, but it’s still, it can help be helpful, which is niching, right?

So I think niching down and being, being more like, and also reaching out to people who really need your services, because there are people who need it. And then there are people who don’t need it as much. So for example, who are the people who need it, for example, health care workers or frontline workers, um, also being able to take care of their health quite well right now. And then people who are just think about this people who are in the it industry, they weren’t there, they were more immune to this whole thing. They could still work from home as a whole whole industry. Right. So how could you reach people in those kinds of industries where people who are dealing with, um, having co-morbidity kinds of factors like diabetes or, or respiratory issues, they need to really pay attention to this even more. So are you actually communicating and talking about this, or so, um, by the way, I’m going to give you a link so that you can, cause I know some of you are, um, cause how many of you would actually like to book more patients, whether it’s to bring your existing patients back in the door because they’re scared or afraid of coming in right now, um, or to attract new patients.

Right. So how can you do that? Um, without having to feel like, Oh my gosh, I have to do a ton of money marketing. So I’m gonna give you, I’m going to give you a link to where you’re going to be able to get, um, the free templates that like literally copy and paste that you could either email, text, or, um, there are a couple of social media templates there too, that you could, um, model as well. So, um, I will, uh, let, let me give it to you right now. So it’s get it’s www dot, get more M D referrals.com and then for slash AAC, right? So it’s www.getmoremdreferrals.com/aac. So I just wanna make sure you get that. Um, so in terms of, so you can just click on that and then, then end up downloading it on the other end. Like it’ll be in your inbox once you, once you go there. Um, so what I wanted to bring up is we need to look at changing our strategy in terms of, well, another prediction that I foresee is that there will be more of a, um,

More of an interest in, in businesses advertising in front of people more online. And what does this mean for you? It’s acupuncture. So this, and why is this? Because, you know, while, um, places were closed, more people were online. Still a lot of businesses are flooding it, not just your practice, but your kinds of practices in your active contributors, but, um, other businesses are flooding in trying to get people’s interests online. So I think there’s gonna be a rush towards that, but what does that mean for you? It’s actually gonna mean that ad costs will be driven up, right? Because there’s more people advertising, there’s more people, more businesses and there are businesses out there with bigger, um, like backing financially, right? Like big companies they’re coming in and wanting to advertise on Facebook, um, or wanting to advertise on other kinds of channels, online, YouTube or other kind of channels along the lines.

So what does that mean? It’s going to make the ad costs go up. So for those of you who, who, um, do advertising of any kind, especially online, then you may want to have a look at that. You might need other strategies that, that are, um, so actually get in front of people who, who need your services without you having to be spending a lot of money. Right. Um, and in terms of, for example, if those of you who are doing more organic social media posts, some of you know, that like a lot of times there’s because of the algorithms changing and things like that in Facebook and all that. Um, you know, there, a lot of people, aren’t actually seeing some of the posts that you’ve put so much hard work into putting up. So how can you navigate that? And also ideally be able to attract patients without having to always be doing something, right.

So one great Avenue that’s really overlooked and is working really well for our clients right now. So there’s three that are working really well. I’m going to talk about one of them today. Um, and then you can always come to our blog also to, to check out, um, in terms of, of, um, more that I talk about with this and, and other strategies as well. So you always go to introverted visionary.com to read more about this, but, um, and other strategies, but one is, uh, attracting more doctor referrals. So have you ever thought about that before and sorry, as, as getting more patients through, through medical doctor referrals and why is this a great thing to consider even in this climate, especially in this climate, actually it is because many medical doctors have patients you can help. And in fact, they have thousands of patients in their practices is pretty common and a lot of their patients are this limited in terms of what, what medical doctors can offer with drugs and surgery, because that’s what they’ve been trained to do.

And they, I, and so whether it’s just something as simple as pain, or I know you help people with much more than just that, but I’m just talking about a little sliver, right? You have the ability to help those people in a much more effective way in a lot of cases. And the truth is MDs will refer if they knew about you and they trusted in you. Um, and you know, also right now, people don’t really want to go to, for example, the hospital, the ER, as much. Right. So, so, um, it really puts you in a climate of being able to be someone who could be of service to help a lot of patients out there. And when MDs have thousands of, of patients in their practices getting three to five, like even having, imagine if you had three providers sending you one or two referrals a week, what would that do for your practice?

That’s like at least three new patients a week or six new patients a week, what would that do for your practice? Great. And so that’s totally doable. And, um, but I often hear cause how many of you have tried actually we thought about it before, but then you think, well, how, uh, I don’t, I feel intimidated. I’m not really sure where to start, go and type in the comment below. I’d love to see what are some of your most, uh, like have you tried it before? And if you have, you know, what’s been the most challenging thing or most frustrating thing. So, um, you know, some of the things I hear also are, I’m not sure should I really, you know, they’re so busy right now, especially during these times when they really listened to me or anything like that, as I have a lot of other things that I’m, I’m, I’m dealing with right now, like this is really the best use of my time even.

Right. So have you, have you thought that before, but just think back to this, like how can you actually have your MD referrals that many times they are, when they’re referred a patient’s referred by an MD, they will listen to that referral because they trust that, that doctor’s referrals there they’ll be more likely to come in and we’ll be more likely to stick with Cara as well. And then, um, the other thing is there’s something else I was gonna run. So, so then, um, yeah, it’s just a matter of, but also, Oh, that’s right. So this is one of the few strategies that if you put in place, you can be getting referrals three months from now, six months from now a year from now. And that is not something you can say about other strategies, whether you’re networking with other people, one on one, or doing ads or trying to do, you know, send emails out and social media, right?

Like you still have to keep doing those things. Wouldn’t you rather be seeing patients wins. You rather just be the acupuncture, seeing patients and not have to deal with any of this. So you could deal with less of it. Right? Because even more effective, I have clients who have full practices primarily from doctor referrals. So let’s talk a few about a few key tips. I’m going to leave you with that, that you can get started with right away to be, I’m starting to get more, more doctor referrals into your practice. So in terms of, of one of the biggest challenges I see is I’m wondering, well, how do I actually get my foot in the door? Right. So actually the first step is because a lot of mistakes, one common mistake is to go straight into, Oh, let me go. And yeah. And connect with someone and, and then see, you know, have a, and then I’ll talk to them.

And then I’m, you know, have you talked to him about referring and that’s usually, that’s usually what most, most acupuncturists do. And that’s a mistake. Why? Because it’s like, without thinking about, well, how could it be more strategic with this? Cause have you ever had a good conversation with maybe a medical doctor and then you, it didn’t go anywhere and you thought, Oh, this is kind of like, it feels like it was like, I wish I had something came of it. I’ve never felt that way before. So instead the tip number one is to actually be strategic about, well, who, who are the doctors to reach out to? And they’re not all created equal in terms of doctor relationships. Right. And so, cause sometimes I get the feeling that, that sense of, Oh well, but they see me as competition. They don’t, they won’t even want to refer.

And you know, that those kinds of things, the truth is, yes, you’re right. There are doctors who won’t ever refer. And then they’re also a medical doctors who absolutely will refer. And so it’s about getting through to those physicians. So one hot tip for you. Cause for example, someone wrote me in beforehand and said, Oh, I, um, I’m not in their insurance, you know, plan kind of thing. So, so then they’re not going to refer and all this kind of thing. So if you don’t accept insurance, for example, then look for medical doctors or physicians who do, I mean, who are primarily cash based practices or have concierge based practices, then you’re going to be more likely to attract cash patients who have the ability to pay because their patients are used to that. That’s hot tip number one. And then number, then the other thing, next thing we need to do is look at, okay, how can we get your foot in the door?

Right. So how can get your foot in the door without feeling like you need to be bugging people without feeling like you’re, you’re, um, you’re like a newest sensor or something, but you’re not, you’re not anyway. Cause you’re, you’re a provider. Y you know, you aren’t one. And so, but you’re afraid of being that way and you’re afraid of breaking people somewhere. So, um, or feel like you’re, you’re good at before reaching out or, you know, something, whatever that might be, how many of you have had had that fairness before go ahead and type in the comment. So, um, so then the, you know, what you can do two is looking at well, how can you, I’m going to share one, one very simple thing. Each one of you can do right now, if you already have an existing existing patients, but then I’m going to share with you go around strategy, right?

Because we can look at getting past gatekeepers, how can we go to go around and go around strategy and said, so in terms of, of, um, getting past gatekeepers, one thing you could do right is to go through your existing patients. So do you have a mutual patient who, um, you had good results with and, uh, and that the doctor will actually, um, like it’ll be easier, right? It’s more of a warm introduction. And I’m going to give you a, um, what to say here in a moment here. And I’ll also give you a script that you can also access some of them just looking at it here. But the second thing is, so you can go, so that’s one, one thing, and then you just need to be introduced in a warm, warm introduction way. And then what do you say, right. So I’m going to give you a script, a moment, which is to say that that’s actually working for clients right now.

The second strategy is to, um, a goal around strategy, which is I, you know, connecting with the doctors more or more directly in how, in terms of who, um, for example, many, some patients will actually need COVID-19 testing. So, but how do you, you know, cause how do you get get a hold of a doctor if they don’t want to talk to you, they’re too busy. Like, who are you? Right. You could look at reaching out to a doctor who is doing COVID-19 testing and then collaborate that with them and say, Hey, I would like to, um, let my patients know about you so that, you know, if, or I’d like to just know more about what you’re doing and I hear that you offer Coca testing. And, um, I’d like to just know a little bit more about your practice. Cause then if the need arises, then that’d be happy to send patients to you.

So then that way, you know, you have a reason to reach out to these doctors because of these times a third strategy that’s working really well for clients right now is to actually, um, do a what? So you know, how you feel like, well, I don’t really want to go out right now, or doctors are busy. They don’t want us ever want to see me right now. Right. We can’t do. Um, and so what you can do, there’s something that’s working really well for clients right now is actually do a video. So for example, I helped a client of ours recently do this, a short two to three minute video and making some really key points and sending it off to the doctor and then getting interesting referrals that way. So that’s something you could do right now, but then you need to know what to say, um, to actually not get their attention to actually want to refer.

Right. So that that’s really important. The other thing is that you can also interview, so this is one thing that, that one of my clients, she’s an acupuncturist. She was getting, um, she, she had this doctor in her area who she felt like, Oh, that doctor’s referring to another acupuncturist in my area. I wish he would refer more to me. So what do we do? So we, I suggested why don’t you do more of a, um, a, an interview of this doctor. So she did exactly that. She interviewed this doctor and guess what? She got seven referrals from that doctor that week she had, the doctor was super excited. He was, he was actually showing, so they also aired on Facebook live. So she, he was actually showing his patients on the Honda store and like, Hey, look, see I was on Facebook glide, I’m here.

And he’s really proud of it. And so he shared it with his patients. She shared it with her patients, she put on her website. So, you know, these are some simple things that you could be doing, but then you need to know what what’s, what do you say? Right. Cause it’s not just any asking that medical doctor, uh, questions that, that, um, in an interview that just all of a sudden magically just has him referring to. Like, you need to be strategic about also what you bring up in the interview and that kind of thing. And, you know, we have scripts and templates for things like this. So I’m going to give you, I’m going to make sure to give you, um, the, um, in terms of approaching doctor referrals, if, if it were, if you did have a mutual patient. So let me just show this to you.

Let’s see here. Um, let me pull this up for you and you’ll be able to see it here in a moment as we wrap up here shortly. So also you can go to the, you can go to this website, um, to get the download of this exact template as well. So, um, you can go to www dot, get, um, get more MD referrals.com forward slash um, whoops, let’s see here. That’s on the page. I was gonna show you, but, um, from cars, I’d say, um, Ford slash AAC, right? So www dot, um, get more MD referrals for slash uh, AAC. So here’s the script I’m going to make sure to give you when you go to that link, um, as a free template I think, or use right away. Great. So, um, and this is from, this is from the third step of the consistent patients formula for insurance.

So, um, you can say something like that. So I’d love to hear more about your practice. I’m looking for a good.dot dot. So whatever doctor you would like to get the attention of, put in, put that in there, looking for good primary care doctor to send my patients to when the need arises. What kind of patients do you enjoy seeding? What’s your philosophy seeing what’s your philosophy or approach, or you can say something like, uh, many of my patients or clients will need such and such physician. Some people ask me for recommendations. I would like to know what your philosophy is and what kinds of clients or patients you most like working with. So I can refer the right people to you when, when the need arises. So notice that when you actually have more of a, more of a, um, a structure, right? Like, you know what to say, it can, it can be easy, right?

It doesn’t have to be difficult and you can be getting, getting more paid for. Um, you just need to have a system, right? So we just talked about some of these key things, the doctor referrals, success roadmap. And so the things about this is that you just need to know what to do and the plugin play and start seeing more referrals coming in and not have to be feeling like, Oh my gosh, you want me to do, to, to market, to get patients right now? Cause it’s been really slow, but this can be such an, uh, helpful and effective strategy for you right now. So with that, I’m just going to make sure you have the link there. And, uh, so, so awesome to see you here and joining us. And, um, and then thanks to American Acupuncture Council, also putting out, you know, such helpful things.

Cause there are all the other hosts that you can check out too, and, and upcoming, um, Facebook lives on this to really help you in your profession. And, um, in terms of, of, uh, not just with, with growing the practice kinds of things, but other kinds of, of aspects that affect your practice as well. So definitely stay tuned and, and uh, and then here’s the link also, I’ll make sure it gets popped in on the, in the, uh, in what you’re checking out right now, watching me on, I’ll make sure it gets popped into the comment section. So you can just click on a link and, and, uh, download those free templates. And, uh, you know, if you’re in a place where you’re, you’re feeling like you’re, you’re, um, you’re, it’s just like a dip in income and that kind of thing. And, and you just know you’re, you even love to see more patients you’re capable of so much more and you just enjoy it when you are rave and, uh, feel free to, to reach out and happy to have, uh, um, a chat and see, yep. See how and give you insight into your situation. So feel free to get the templates then, and so good to see you type in the, in the, in the comment. And, um, let me know how, how, uh, what’s one tip that you can, that you liked. Right? And, and, uh, they can start incorporating. So.

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