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How to Get Past the Gatekeepers for MD Referrals – Chen Yen

 

 

You like the idea of attracting more patients through medical doctor referrals, but you’re not really sure how to get past the gatekeepers,

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.

You like the idea of attracting more patients through medical doctor referrals, but you’re not really sure how to get past the gatekeepers. So this is Chen Yen your six and seven figure practice make-over mentor at introvertedvisionary.com and welcome to my show today on AAC live. So, uh, you might have been thinking about getting referrals from medical doctors, but, um, let’s talk about, well, how do you actually connect with them? Because some of the most common challenges that I hear are having trouble getting past the gatekeepers, or, you know, how do you approach them so that they actually do take you seriously? And then what if they’re saying things to you? Like the, you’re not a part of my insurance network and, or they might seem skeptical. And the truth is that as far as I’m days go, it is true. Not every medical doctor will refer, but did you know that medical doctors have thousands of patients in their practices and many would be actually happy to tell their patients about you, if they knew about you and how you can help their patients.

So, um, as we get into this, I w I want to share, uh, uh, let me just, let me just think about this, what I want to share. Okay. So, so then is it worth it to you to develop that relationship with, with a medical doctor? And it just, you just only need, like, you don’t need a ton of medical doctors referring. You just, you know, a handful of medical doctors who are your biggest champions. And remember, they don’t always have to be medical doctors either. They could also be other kinds of conventional medicine practitioners or holistic health practitioners too. So whether it be nurse practitioners or nurses or PAs, I have clients who are nurse practitioners also, and they say, Hey, don’t forget about us. It’s actually easier to get in with us then, then medical doctors as well. And then you could also look at like making connections with other holistic health practitioners, for example, chiropractors and naturopathic doctors, too, to mutually collaborate on helping you’re working as a team or to collaborate more on, on getting better outcomes for your patients.

So specifically, let me give you three hot tips related to connecting with MDs. And, uh, this comes from my experience of having worked in different settings in the hospital setting as a pharmacist, as in the outpatient setting. Also, I’ve been in the insides of the FDA and at Merck, and having seen what actually gets medical doctors to refer and what doesn’t and giving you the shortcut to that. So, and by the way, I, I have, um, okay. So as far as, uh, the, the, the, the, uh, the tips that I was going to share with you, so the number one tip of connecting and getting in with MDs is to actually go around the gatekeepers, because if you’re just facing the gatekeepers, what are they doing there? They’re there to screen you out. One of the most common mistakes is, is I actually also sending things like letters, but what happens to, to a letter, just think about the kinds of mail you get in your office.

And you, you look at one and you really don’t know, uh, you don’t really recognize it. What do you do? Right? It’s like, and this is what the gatekeeper might be doing like, right. So, so then, um, how, how do you actually, I approached them, get them going around the gatekeepers one hot tip is to, to actually, I message the doctor on a platform like LinkedIn. So this is a, an Avenue that our clients right now are getting really good results from. And we had a client of ours. Who’s been doing this, and then he’s been getting zoom meetings with the medical doctor. He also, um, offers up to, to meet in person too, but isn’t it nice to have that opportunity where you don’t have to leave your, your, um, house, you don’t have to leave your clinic. And then you could just do a zoom with a medical doctor and start to, to help them be more aware of how you can help their patients.

So that is one hot tip, and then you just need to know what exactly to be messaging them. And then I went to do, if they don’t, don’t actually, um, get back to you, right? So, but that’s, that’s one thing that’s working really well for, for, um, our clients. And then the, um, the second hot tip is, um, and these are tips that I’m teaching you from the doctor referral success roadmap in the, uh, in our consistent patients, make-over, uh, mentorship for introverts. And so it’s to actually go, go through your existing patients, see this is instead of sending letters instead of calling the office. And then they’re like, who are you? Um, some of the most low hanging fruit is, is think about the, the patients you’ve, you’ve had good results with and, or who have been very appreciative of your care. And how can you actually, um, ask, they’re even ask the patients more about the, their primary care doctor, if they have one or other kinds of practitioners they see, and then, then you can ask them, um, do you, do you like them?

Right? Cause it’s also important to, to get a sense of what that practitioner is like, you’re the people who, who will likely refer most to you. And also the people you’ll enjoy working with the most are ones who are most with you value wise. So you need, it’s not just about reaching out to any kind of provider. It’s also helpful to be discerning too, about who you develop these relationships with. And then, so then how do you go about this? So once you, after you have, have, uh, have a better sense of whether he wants to connect with that, that doctor or not, then you could always suggest that the patient bring it up to, to the medical doctor about how they’ve been coming to your practice and essentially putting a word in for you. Right. Just saying, tell your, your doctor, how, how it’s been for you coming here.

And I would love to, um, connect with your doctor because, uh, I would love to too, I’m developing my network of referrals and in the area and wanted to connect with, you know, would like to talk to them and understand their, their practice philosophy better as there might be the ne uh, opportunity for mutual referrals or, uh, when, when the need arises. So, so that is something that you could bring up to your patient. And then what happens when I’m after that? How do you actually approach the, the doctor, uh, when you, you know, doctor’s office and Dr. So we actually have a template for this that I want to make sure you have, because that we could just, just, uh, use it right away already to help you with, with getting into the next step of this. And, um, you can go to, I’ll give you the website link.

So it’s at introverted visionary.com forward slash get M D referrals. So it’s introverted, visionary.com forward slash get M D referrals. And there you can download a template, um, that will be instantly, and you could use that to help you with what, what do you actually, uh, how do you go about, you know, what do you say to that doctor once you actually have that opportunity to connect with, with that doctor so that you start getting referrals, you’re more likely to start getting referrals sooner rather than later. So the third hot tip of what you can do to go around the gatekeepers instead of just, just, you know, talking to the gatekeepers and then them screening you out is, uh, to, uh, educate the doctors through, uh, and a talk or a webinar where you’re in front of the providers. So why is this it’s because many times when, when, um, you might not be getting referrals, it’s because of, of one, three reasons, and let’s have a look at the slides here.

So let’s hop into the second slide here. So, so, you know, and, and also in terms of the, Oh, and go ahead and go to the second slide. So this is, this first one is just that most people often quit, right? When they’re looking at getting referrals from doctors, they’re just like, well, they try a little bit, and then they quit. And they’re like, well, this thing doesn’t work. Whereas it might be that it’s just because you haven’t, uh, haven’t had a system in place that works to have it happen because we have clients. Imagine if you actually had three providers sending you one or two referrals a week, what would that do for your practice? It’ll get filled up pretty quickly. Right? So, so in order to increase the number of referrals, for example, if, uh, whether you’re not getting any or whether you’re already getting some, let’s look at the three reasons why you may not be getting referrals as much right now, one.

And then, and then we’ll talk about why, you know, the, the webinar also doing your talk and then how you know, that kind of thing, um, can help speed, speed up this referral referral thing happening. So one reason why they may not be referring or not referring as much yet is because there’s not trust in you as the practitioner. So this, this is also in you personally, you know, that, that personal connection with you just think about it, the people that you might connect with the most, or the people you might refer to the most, you like them, like chances are, there’s some, you know, they either like them for who they are personally, uh, or they, they, they’re just really great with their patients, right. But there’s still some kind of a personal connection. Otherwise you could, you could choose to refer to someone else also.

So, uh, so their connection with you as a person can also play, play a role. The second reason why you may not be getting as many referrals as you could be, or any at all yet is they might be, they might not trust in your modality. Now, when we talk about modality, I don’t just mean that they think acupuncture can help it. It’s also beyond that, it’s like, what do they actually understand the scope of what acupuncture can help with? Or do they just think that it’s just used for musculoskeletal pain and that’s about it, right? So to what extent do they actually under skid stand the scope of how you can really help their patients? Also, they need to know and understand if it’s safe and effective. If it’s not safe, they’re not going to refer. Even if they think it’s going to be effective, but if they’re kind of scared about safety or, or, um, or like, if you’re, you know, if you’re you offer Chinese herbs and then they’re all concerned about drug interaction, then they won’t be referring.

So how can you help, help them feel safer? And also there are many of them are concerned about lawsuits these days. And so that’s a, um, an of consideration whenever they, they, um, they refer, they don’t want to get in trouble for referring to someone who ends up screwing up on their patients because they can, that’s not a good thing, is it? So, so then how are you communicating your, um, the safety and efficacy of your approach? The third reason why you may not be getting as many referrals as you could be get is because they’re not necessarily, you’re not necessarily top of mind awareness for them. So they’re busy and they might be going about their day with so much happening. Seeing patients day in and day out, are they having nurses have get their attention vendors are trying to get their attention. Drug reps are stopping by people.

They’re getting calls and requests all the time throughout the day. They’re really busy. And so what we want, and if you’re not top of mind awareness for them, they’re not gonna refer. So because today they might have thought about you. And then two days later, they already forgot about you. This is why drug companies think about this. Why do drug companies spend so much money sending drug reps to eye, to doctor’s offices? They know they have statistics to back it up that every single time when a drug rep goes and educates the doctor more, there’s this spike in prescribing, I’ve seen this because I’ve been in the inside of a pharmaceutical industry company, right? So this is the sort of thing that, that I, if you are able to get to the point where, where when doctors are, are seeing patients during the day, and I think thinking anything, meaning I remember I should refer to this person, that’s when you will be getting more referrals from medical doctors.

And so, um, uh, and so thank you for showing the slides for my help with this. Like the, so then, um, the, as far as an Ellen, if you could switch back to me, that’d be great. So as far as the, the, um, in, in terms of what can you do is to actually educate, um, the doctors further, right? Remember we talked about the, the, even if they realize that, uh, or understanding, Oh, acupuncture can help with pain, but if, if there are certain scenarios where they’re not as, as, um, well, an understanding about related to whether it’s safe, or if it makes sense for this particular situation that can think, then they’re not going to refer for that situation. So one way, how are you going to actually, um, help the doctors understand better? So one great way is to educate them. And, and then, uh, but then how do you educate them when, when they’re really busy seeing patients all times.

So if you’re able to have the, have the doctor hop on a zoom, or if you’re, if you want to stop by, and then, then also be sharing a couple of key things, you know, then, uh, or if you’re speaking in front of a more for like at a conference or something, um, where there are providers there, for example, we had a client of ours who spoke to a room full of 50, um, medical doctors and other kinds of conventional medicine practitioners. So she got 10 patients herself, as far as those doctors coming in to see her. And then she got referrals. In addition to that, now some of you might be thinking well, but I don’t know about speaking in front of such a large audience. I feel a little intimidated for one and another. I just don’t want to be speaking at a large audience.

Don’t worry. You don’t actually have to, you could literally just be talking to one, one, a medical doctor, one person’s not feeling more comfortable. So, um, yeah, but for those of you who want leverage, cause imagine if you, you actually just, I, again, you know, you do one, one webinar or one talk and then you’re, you’re done for a long time. The doctors are referring, you’re getting three patients a week. You’re getting five patients a week consistently for a while. Then you don’t actually have to be doing marketing for a long time. This is one of the few approaches where, where, um, you can literally be putting it in place once and you could be getting referrals three months from now, six months from now, even a year longer from now, and not have to be constantly marketing other approaches. Typically you need to be constantly marketing.

Would you agree? And that can get exhausting. You would just like to be focusing on helping your patients and treating patients. So, so then you just need to have a system that brings in doctor referrals quickly and consistently as well. That works. And so, as far as I promise to also share with you the what to do, uh, when the doctor is not in your insurance network too, so, um, or the ones that you seem to my top, it might seem skeptical. So, so as far as the, the, the w if there, you’re not a part of their insurance network, it’s just a matter of two things. One is what if instead you reached out more to medical doctors who had cash based practices, or who had concierge based medical practices, because there are medical doctors like that out there, and they would be there.

Patients already used to that kind of a culture of pink cash. And so that’s one possibility. Second possibility is, um, just because a patient has insurance doesn’t always mean that they won’t pay cash for it, for example, um, there, I mean, I can think of two instances, have you ever, uh, perhaps maybe you have insurance, right. But have you ever paid out of pocket ever happily? So if you have, then, then that’s an example of, of someone, even though they would much, but would you also rather prefer to, to, um, have your insurance? We accept that. Of course, most people, if they are paying for insurance, they want insurance to be accepted, but you still in the end still also paid out of pocket. Right? Why that it’s because you really saw the value. And, and so the second possibility is that, you know, again, we can’t really judge people for, um, whether they will pay or not.

For example, I actually had a client who, who, um, who told, who suggested her patient, this patient actually got on a train one hour each way to go see her. And she said to her one day, she’s like, well, why don’t you see someone closer to you? You know? Um, and she’s like, and this person was on Medicaid. Right. And I, because also my client was going to be moving to another location. And it might’ve been a little bit further away from this person. So, but she said, well, why don’t, why don’t you just, just let me, let me refer you to a different provider who be closer to you. And she said, no, I save up my money every month to come and see you. And it just really hit her. And it really hit me too. Right. And as it should hit all of you that it’s, who are we to judge, whether someone can afford it or not, or choose to save up their money to come and see you, even if indication is, are maybe they, they quote unquote can afford it.

Right. Um, and so, so it’s not fair for us as practitioners who judged that it’s fair for us as practitioners to, to let people know about their options. So if, if a medical doctor actually says that to you while you’re not in our insurance network, and you’re say that’s true. And, um, I believe, you know, one of the most powerful, one of the most helpful things for patient is for them to know their options. And then you could tell that story that I just shared with you, you could say, you know, for example, there a practitioner who, who actually had a patient who, who had Medicaid and, uh, and she said, you know, so you could just tell that exact same story to this metal, whoever medical doctor you’re talking to, who might be concerned, you’re not in their insurance network. So if you’re finding this helpful, go ahead and, and like this, or typing the chat, uh, what’s been one valuable tip so far.

And if you want the script that I promised you in terms of a, an exact, um, script that you can use to help you approach, uh, medical doctors for whom you have mutual patients with so that you can get the ball rolling more, to be getting more referrals from medical doctors, then you can go to introverted visionary.com forward slash get M D referrals. And then you just need to know, see one of the most common mistakes. A lot of acupuncturists end up making with this when wanting referrals from medical doctors is, um, not really having a strategy. It’s just like, Oh, let me, let me go ahead and reach out to these doctors. And, Oh, I had a good conversation. Oh, they should start referring now because they said they would let me know if they had any, anyone who could refer you, but, but, um, how’s that worked for you before it, and if you haven’t tried it before, let me just share with you this, that typically, that doesn’t work very well.

So you need to have, do you actually have a strategy that works? Do you actually have systems in place or even certain things that are automated that support getting doctor frills? And these are the things that our clients come to us for in our consistent patients make over mentorship for, for introverts, um, as well. So you’re welcome to go to our website at introvertedvisionary.com. And if you’re, if you’re tired of being at a plateau and, uh, would like to be busier consistently with patients, or if you’re already busy and would like to be able to free up your time and, um, be able to still help more people without having to, to feel so burnt out, then, uh, feel free to reach out to us as we help our clients. We’ve helped our clients. We’ve ushered our clients into six figures and seven figures the introverted way. So stay tuned next week for a year. Yair Maimon, uh, who will be your host for AAC show next week, till next time

 

 

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#1 Practical Tip to Increase Retention – Chen Yen

 

 

Do you feel like you give great clinical care, but then sometimes patients don’t end up sticking with care and it feels really frustrating because you feel like, Oh, I could so help them if they only stuck with care. So welcome.

Click here to download the transcript.

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

Do you feel like you give great clinical care, but then sometimes patients don’t end up sticking with care and it feels really frustrating because you feel like, Oh, I could so help them if they only stuck with care. So welcome. This is Chen Yen, six and seven figure practice make-over mentor at introvertedvisionary.com. Your host for our AAC live show here today. And so let me give you the number one most practical tip that you can use to help with retention, whether with your own patients or your associates practices, because maybe you’re, you’re actually pretty busy, but then you have an associate and you would like them to stay busy. Have you ever thought about this with, with retention? That if you are actually, um, if your patients don’t really understand why they should stick with it and they drop off care, it’s almost like, like, uh, not helping them fully.

It’s also, uh, something where if you’re feeling like I’m not consistent enough with patients, then it’s a leak. It’s like you bring in patients on Linden and then on the other end, they end up not coming back to the extent that you could really help them. So this is a number one practical tip that you can use right away is to think about these three key things. Number one is that patients need, and then I’m going to give you a specific strategy you could use in, in specific, um, thing that even a template that you could, you could use right away in your practice to increase retention. So then, um, three things. Number one is that patients need to understand if they’re not actually understanding why the care is helpful for them and why to stick with it, especially with the number of treatments many times with, with acupuncture could take, then they’re not going to actually stick with it as well. The second thing is to remind them, because even if they do understand, and they’re not reminded of it, they might not actually understand it fully because for you, it’s, it’s something that

Jen we’ll be right back. She has a little internet issue going on. We’ll fix that in a second. So hang in there, she’ll usually come back very quickly here. She comes

For you. It’s something that is, uh, you know, you get, get it clinically. But then for someone who, who is brand new to what you’re doing for them, they don’t really, uh, always understand things clinically. So it’s up to you to remind them and educate, continue to educate in each visit so that they will actually, uh, understand what you’re, how you’re helping them and why it’s important to come back. The number three to think about is to make it really easy to book an appointment. Again, I can’t tell you how many times I’ve heard from acupuncturist where it’s like, Oh, would you like to book it your next appointment? And then if someone says, no, I’ll just wait until next time. Well then they don’t end up booking, right? I mean, I’ll just wait until I, I fig figure out my schedule and then I’ll call you and then do they have ended up calling?

Sometimes they do. Sometimes they don’t. So how can you make it easy for them to book, for example, what are you saying right then? And there at the end of the appointment, are you actually saying, let’s get you scheduled notice. Even the tone of that is different than would you like to get book your next appointment? When would, when would you like to book your next appointment? Like that is not taking leadership of, of recommending what, what would be best for them? Because people are looking up to you for guidance. People are looking up to you as their acupuncturist to, to tell them what would be best for them. So those are three quick things to think about. Now, let me share with you specific strategy that my clients have used that have helped them double the retention rate in this Cub. So this, this retention piece comes from the fifth step of the consistent patients formula for introverts.

So as far as the, uh, practical tip related to this is one at the beginning of the visit, what do you do? Uh, do you always have an, a short, a very short intake form that they fill out very brief, just literally three questions and that, and what are they? So the first question is something more about, um, what what’s been happening since the last visit and the reason why you would want them to, to actually take a moment and write this down. Cause I, I hear from some acupuncture loads, do I really need to do this? I ask these things during the visit, or I, I actually diagnosed them during the visit and, and they it’s pretty obvious. And then I’d talked to them about it. There’s something about, um, patients taking that moment and writing down, reflecting on the progress that they’ve made.

Have you ever had people who, who have actually made great progress and they don’t seem to remember it? So this is why it’s important to do this. So the first question is the first thing is describe what’s been happening since your last visit. Um, and then with, with what you originally came in for, by the way, I’ll make sure that you get this template. If you want to just PM me and I’ll make sure you get this progress assessment form template. So the second, um, thing to have on there, actually. So I mentioned having three things, I’m gonna give you four things, but, um, the, the second one kind of ties into the first one. So the, the second one is to share any improvements you’ve noticed. So first they describe what’s been happening since the last visit. And then the second thing they share is, is the improvements that you’ve noticed.

Then the third thing is something that measures their, um, feeling of progress, right? So for example, if it is pain level, then, then you could say, what is your X level on a scale of one through 10? So what’s your, what’s your pain level on a scale of one through 10, and then they actually read it. Then the fourth question is, and this is the most powerful question. What it, what, what are your top three most frustrating health issues right now? What are your top three most frustrating health issues right now? And why is this so powerful? Because have you ever had people who came to you for one thing, but they didn’t even realize you could help them with other things? Well, this helps them have a moment to write down those things that are actually bothering them right now in this moment. And some of those things, they might not even have thought that you could even help them with.

So then during the visit, you can bring this up, you can say, okay, I noticed that this has been happening for you. And then you’ve mentioned that you’ve been having these issues. Tell me more about that. So that helps you to be able to have, um, a conversation with them about what’s most pressing for them right now. And again, you know, I get the question well, uh, from acupuncture sometimes like, well, do I really need to have them fill this out ahead of time? And the answer is yes, because, um, they w that’s where you end up having that opportunity to,

Oh, she’s coming back, ladies and gentlemen, hang on, Chad. I believe you’re muted. I don’t know if you could hear me, but you’re muted. Nope. You hold on. Okay. Wait, try it again. Let me hear you talk, talk, talk. Okay, there we go. There we go. Good. Keep speaking. Nope. Oh, wait a second. I hold on a second here. We’re sorry for these technical difficulties. Let me see if I can bring chin. Can you hear me? I can’t hear you. You must have muted yourself up and she’s gone again, ladies and gentlemen, um, we’ll make sure that you get a copy of this. Um, uh, here she comes.

So they need to be able to have that moment to actually reflect on their progress. And literally, how can these this be done logistically? Is that before they actually have their visit with you, they would actually fill this out, just this, you know, three or four quick questions out in the waiting area, like on a half sheet of paper, or if you are doing this in EHR, you could end up having, um, like a, a kind of like an iPod thing and iPod iPad, and then have them fill out the answers to this. And, uh, the finally the final tip I wanted to give you is that at the end of the visit, are you also giving context and also same thing at the beginning of the visit? So perhaps you could say, okay, last time we worked on this, this time we’re going to work on this or this I’m going to focus more on this.

And then at the end of the visit, acknowledge the progress they’ve made. For example, I have, um, a craniosacral therapist I’ve seen and, uh, she’s so good at this. You know, after every visit, she says, what got you? Or what some version of this, right? Like, Oh, you look like you’re glowing. You look so vibrant. You know? So then I feel really good at the end of the visit. Right? And she reinforces that for me. So if you see visibly that your patients look more relaxed or they just seem more, more like they’re in the flow or in a goal, it glowing, then, then recognize them for that. And then say, this time we focused on this and next time we’re going to work on this, you know, something like that. Right. So, uh, and I know that as, as a clinician, as an acupuncturist, you are already good with diagnosing things and you feel like, Oh, I don’t, you know, I probably don’t need this thing.

It’s not like I need them to tell me that this such and such is wrong. Sometimes, you know, you do a pulse, I’ll tell him and you, you know, exactly what’s going on. But when patients are bought into the idea of what you’re doing for them, when they understand, when they can actually see that they’re making progress, when they are actually feeling better and you are acknowledging that they are feeling better, they feel more excited about their care and they’re going to actually stick with it. And they see a context to, okay, this is what I need to do. Um, like continue on. And this is, this is what you’re going to do for me next time. And then as a quick reminder at the end of the appointment then mentioned, okay, let’s get you in the calendar for the next appointment. Let me see here.

I have such and such a for such and such date. Right? So, so there’s none of this, this kind of thing like, Oh, would you like to book an appointment, the right kind of tone, but rather an assertive, a tone of you knowing what’s best for the patient and you’re in terms of your recommendation and then giving it confidently and getting it on the calendar. So with that, I love to see you comment below. What did you find helpful most helpful about this? What’s one practical tip that you can use. And then go ahead and PME, go ahead and click on my name there and then private message me. And I’m more than happy to give you that template that, um, that I gave you in terms of the progress assessment form. There’s also a script that goes along with it in terms of what to say to, so that way you can actually benefit and help your patients get to the best outcomes as possible when they stick with care.

And they’ll appreciate you for it also when, when they get better care. And then when they’re also actually getting better results as a result of that, then they’re going to refer more to, and your practice will be full, or your practice we’ll get into more of the snowball effect and you’re going to help more and more people. So with that for more six and seven figure, practice, makeover tips, go to introverted, visionary.com. And if you’re struggling right now and feeling like you’re at a plateau, um, you, and you just know you’re capable of so much more, you’re meant to help people who, who really need you then feel free to reach out on our website and happy to give you insight into your situation, how it can help you. So that till next time.

 

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Social Media Trends 2021 for Acupuncturists – Chen Yen

 

 

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

Click here to download the transcript.

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

Do you have a key?

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

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

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

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

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

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

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

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

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

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

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

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

So stick your tongue out,

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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New Virtual Speaking Strategies to Get You Through the Holiday Dip

 

Are you experiencing a dip in your practice right now? And even in the best of times, you have a dip around the holidays while you’re definitely not alone. And this is Chen Yen, 6 and 7 figure practice make-over mentor@interpretedvisionary.com and your host for our AAC show today.

So, um, I want to just acknowledge you for taking the time to be here, because as an acupuncturist, you have the opportunity to help a lot of people, even during these times that people may not be making, seeing you a priority right now.

Click here to download the transcript. 

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

And so how can you get the word out about your practice during these times that are working, especially when, when you might be more limited by in-person marketing? So one reason why many people aren’t coming in yet is because that they don’t know about you yet, and they don’t understand how you can help.

So if you have a way to educate them about what you have to offer, then you’re more likely to, to help them. And one great way to do that is by, is especially during these times, reaching people at once, reaching more than just one person at a time at once, and you could be doing that virtually, for example, you could be actually speaking and you might think well, but I can’t really go out and speak as, as conveniently these days. What can I do? So we’re going to be talking about some new strategies that you can be using virtually right now to be, bring more patients in the door. So we’re going to look at what are some new strategies virtually that you could be using to educate and reach more people at once, for example, what are overlooked avenues of speaking online and where to find these opportunities?

What to think about in choosing a topic you might’ve thought about that, how you like educating and teaching people, but you can’t think of what to say. So we’re getting into that. And then finally, what are also some ways to make another stream of income they’re speaking, even in an automated way. So as far as the, just to let you know a little bit about we are learning from, so I, uh, start out as a pharmacist on native American reservations and went, ended up going to different tribes and, and love the culture and getting to know the different reservations. But after a while, I started feeling really jaded and going in the pharmacy, giving people medications, when I didn’t feel like they should be taking them, because I felt like there were better options. And so at the time I didn’t know really what to do, except I felt like I had to get out of there.

So, uh, after a while I decided, okay, why don’t I help other pharmacists get jobs that they enjoy more because many of them were counting down towards retirement. And so fast forward five years I had started and grown a successful recruiting business to seven figures and in less than five years. But I used to think that if I made more money than I would just be really, you know, I can do it when I cared about outside of work, but it didn’t happen that way for me. So, um, after doing a lot of soul searching, I realized that there’s a part of me that still felt like I wanted to see our healthcare system change and, um, and really be more integrated, but it’s not going to be the drug companies, insurance companies, the government changing things is really starts with you as acupuncturists and being able to get the word out about what you do and when people are asking for it, that’s when things will change.

So that’s, since then we’ve helped many acupuncturists, where were their practices? And in a short timeframe, you know, growing up to six figures, multi six and seven speakers, and a third of the time it typically takes. So as it comes to, to speaking, you might wonder, well, what, what does that have to do with you being, you know, me being able to, to help you with some strategies that are actually working right now for this. So, um, this is an area that, you know, many acupuncturists come to us for. And if you’re feeling also, if you’re feeling like you have, because how many do you ever feel like you get nervous when you, when you speak. So even though you liked the idea of it, but you just feel like, Oh, I don’t know if I want to do that because I just freeze up.

And so if, if that’s ever happened to you before, um, you’re not alone. And I, for example, when I was little, my dad would, um, I was around eight years old and I would often think on Sunday mornings, I would think, gosh, I’m, I wish life were like, uh, how it was for other kids. So I felt so, um, I had so much performance anxiety. I dreaded it and I cried a lot because my dad would always could take me. And I vowed to myself. I would never speak in front of any audience ever I could. So, but then why did I end up seeking? And because I love teaching. Um, and so that’s what led me and, you know, the reason I bring that led me to do that. And so the reason I bring this up is that even if you feel dreadful, you know, the idea of, of speaking, even if you feel nervous, you could totally do it because when you have more of a structure of what to say, and also be able to inspire, people know, learn how to inspire people beyond just, just, uh, educating with facts and then you’re going to enjoy it.

And people are going to enjoy what you have to say as well and find it helpful. So as far as, as different possibilities of speaking wise, very available for you right now, virtually. So you could either look at speaking to bring in patients into your practice, or it could actually bring in another stream of income. So as far as, as, um, speaking opportunities, they range from, in terms of getting to potential new patients, what are some possibilities of, of those? So you could either be speaking in front of different organizations and groups. Now you might be thinking, but most people aren’t doing things in person right now. And you’re absolutely right. But the cool thing is that because these organizations, they have, whether they’re business organizations or women’s organizations, entrepreneur, moms, associations, or holistic moms, associates groups, they are still looking for how can they provide value to their members?

And so when, if you can approach them and suggest that that, that, um, you can speak in front of them, then that can be a great opportunity for you to, to do something from the comfort of your own home. You could be getting hopping on and doing a zoom video, or not even be on video at all, if you don’t want to be on video. So that’s, for example, as one opportunity. And, um, Oh, and by the way, I didn’t mention this, but because some of you might think, okay, so, but, um, I liked the idea of seeing, but what’s the possibility of getting new patients from this, right? So, you know, in terms of, we have clients who, who do talks or webinars in front of even small audiences and end up getting a handful of patients from it, whether it’s 20 people, person, audience, and then walking away with like five new patients from our webinars and that pretty cool.

And, um, or if you have larger audiences, if you have a hundred people in your audience, and even if you had, even if you had even 20 or 10 people, let’s just say you had 10 patients come from it. That’s pretty awesome. So, um, so organizations are one possibility. Corporations are another possibility too. And especially because it, especially there are corporations and different health initiatives that have happened in corporations over the years, so recent years. So you can approach them and ask them who is in charge of corporate wellness and, and then get in touch that way to speak for a company. What are some other opportunities you could look at? How can you cause how many of you would love to have more referrals? You’ve noticed that the referrals who come to you, they tend to stay more, or they just tend to actually come in and they tend to actually follow through with care.

How do you get more of those? One way to do that is by speaking in front of other practitioners, uh, patients and, or just even here’s one, one hot tip I will, I will share with you about that is this is something that, that an acupuncturist client of ours did. And when she did this, she ended up, she had this one medical doctor she knew, and she’s thought he was referring people to this other acupuncturist more. And, and so we, we talked about, okay, how can, how can we, um, have you developed that relationship further? So you start getting more referrals and guess what happens? So she ended up interviewing this medical doctor. So she ended up doing this interview and friend, uh, that, I mean, to, with an MD interviewing this MD, I guess what happened? She got seven new referrals from a new patients, referrals from this medical doctor, because she had the ability to, um, help that medical doctor gets to see how she actually knew something.

And then they got a chance to chat before and after they interview too. So that’s another strategy, a virtual strategy that each one of you can, can actually do to, um, pretty quickly to be bringing in new patients in this climate. As a matter of fact, can we make sure to include a resource for you with the exact script that, um, you can use to interview and a medical doctor or other practitioner to be able to do that? So it’ll be in, in the comments below, or just look below for it. So, um, as far as the other possibilities of where you can be speaking. So aside from organizations, aside from corporations, aside from, you know, different interest group organizations, as an aside from other practitioners in front of other practitioners who could be referring you patients, you could also be speaking on different platforms like podcast.

So podcasts or telesummits are great ways to get the word out and educate people about what you have to offer and about acupuncture and Chinese medicine. So you might be thinking, but aren’t the podcasts or these telesummit kinds of things, aren’t they more like not local, they’re more national. So what I would highly encourage you to do is to, to go national, why not go national? You know, there are people who still can, um, either for one, it helps you get seen more as a go-to acupuncturists. So then even people locally will see you see you in the limelight of an expert when you are more on the national scene or even international scene. And then I, the other possibility too, which we’ll talk about a little bit here too, is that there are other opportunities for you to be, um, you know, helping people, not just by getting new patients from opportunities of speaking.

So for example, have you ever thought about how could I bring in another stream of income in this climate so that it’s not, that’s not so dependent on seeing more patients one-on-one in person because it, I just never know what can happen. And besides you have so much knowledge and expertise to share, what if you could, because those things that you say over and over down to your, your patients, have you ever thought of putting that together in such a way where you can educate people and even make money from it and even passive or automated income from it? So what does that look like? It could look like educating a group of people online in a more of like an online workshop. For example, we have an acupuncturist client of ours who is very good with helping people during, um, post in terms of postpartum.

And so then, and also also leading up to pregnancy to help them have a natural birth without it being so like this dread of, of it being painful. And so there are different kinds of things, including breath work, and other kinds of things. She could be teaching her, um, her just, not even patients, but even beyond her patients as well. So she could charge for a workshop like that. And each one of you can charge for something like that too. And then, um, other possibilities are putting all the knowledge you have in your head into something like an automated course. So this could be either to educate the public about a particular health issue or about a particular health challenge, because have you figured out something clinically that could be beneficial for other practitioners that you get really good results for your patients? And it could be great instead of it just being something limited to way how you know how to treat, but you’re able to educate other practitioners on that.

Or maybe it’s the workflow in your practice you’ve figured out, or maybe some of you are doing tele-health and you have even things like intake forms or, or how you’re doing the intake process. Those things could be taught to other practitioners, maybe some part of aspect that you worked at figured out in your practice or business that’s working well. So those are things that you could start educating other practitioners on through either a live setting by doing it through zoom or, um, online and group way or in automated way. So those are some in terms of an automated course, and you could charge for something like that. So for example, in front of, um, people who are the late public, you could charge anywhere. It just really ranges. It could be anywhere between $97 to four 97 to nine 97 for something that’s like that, or an automated or in group setting.

And then for something that you offer in front of practitioners, it could typically at least be $297 and more, you know, nine 97 or more just think about what, what you pay to go and, and learn different clinical trainings from people. So those are some different possibilities of, of opportunities for you. One of the thoughts that I just had to share with you about, um, developing relationships with, with, for example, medical doctors, cause imagine if you had even three medical doctors sending you one or two referrals a week, what would that do for your practice? So one way of developing those relationships right now further is see, cause the thing is, if they just knew about you, they may not truly understand the scope of how acupuncture Chinese medicine can help their patients. So they either don’t really refer or they might refer a little bit, but it’s not quite to the extent that you would really like it to be.

And part of the issue is because they, they might be concerned about safety or efficacy and or how it could truly benefit their patients. So if you’ve educated them on it, then they’re more likely to refer, but how do you do that right now, if the medical doctors are busy and you don’t really want to want to go and, and, um, to their practice and see them there or anything like that, you could do a short video and educate the medical doctors. I have clients who are doing that right now or reaching out to them by LinkedIn and the meeting on zoom. So there’s just some, some virtual strategies that I just shared with you. So let’s also talk about, cause I promise you as far as what, um, Oh, by the way, let me just make sure that to let you know the, um, I decided to give you a template of, uh, you know, what to say, if you did want to interview other practitioners, as well as the top 10 best places to speak and get patients quick-start guide and especially helpful in this climate.

So you can get it at the Lincoln in, um, down below. So make sure you click on it and download it so you can use it right away to help you with, with getting more and more patients referrals in the door. So I promised to talk about the, um, what is a right? Like what are, how do you decide what to talk about? Do you ever feel like I know so much I don’t, or maybe sometimes I feel like I don’t, I feel like a fraud. I don’t really not too much. So either way, what do you say that would actually help and help? And that would actually engage your audience because you don’t want your audience to get bored. Cause then they’ll click off right. In terms of, so if it, especially if it’s something virtual, so, uh, one common mistake, a lot of acupuncturists make when deciding what to speak about is really getting caught up in, in the modality itself, as far as acupuncture and how it can help an acupuncture.

One-on-one, you know, that kind of a mindset when, when thinking about what to talk about, but the challenge is that most people are not going about their day thinking, Oh, I want, I’m curious how acupuncture could be amazing for me, especially those people who have never really tried it or hurt her even cross their mind. So it’s more helpful though, because most people are going about their day thinking, Oh, I want this issue to go away. So if you can center your topic around a particular health issue or challenge people are having, then it’ll be more likely to be attended and oppressing kind of a challenge, not just a general pain kind of challenge that, but be able to describe it in such a way that, that, um, how it’s a, an urgent pressing kind of, uh, of a health issue to, to look into the other hot tip related to that is, um, also be thinking about how can you tie that topic into why now is a, an important time to be thinking about that particular topic, for example, based on different seasons, there could be a need to pay attention to certain aspects of, of, um, you know, balancing your health, especially as you look at the Chinese medicine perspective.

And so, or, but then, you know, practicality speaking. So how can you bring up the different seasons and why now, because of this season, it’s important to pay attention to this particular thing, or if it’s the holidays, why is it important to pay attention to this, this particular thing? When you can think in that way, then, then, uh, angle your topic that way it’ll be more relevant to people in that moment in time. So they’re more likely to actually listen to what you have to say. So remember, you could do either webinars, you could do interviews, you could do, um, podcasts as some of those ways. And, and then all different kinds of venues as I had had shared with you earlier. And, and then, um, feel free to download that top 10 best places to speak and get patients Quickstart guide, as well as the exact script you can use to interview other practitioners, such as MDs, who could be giving you referrals and, um, when you’re featuring them and they could, you know, they could feature your, you could be in, or you might actually, some of you might think, well, I don’t really have much of a, of a patient base.

I don’t really have much of a community or an email list. How’s that going to work? So don’t worry. You could feature that medical doctor or, or, um, practitioner on something like a Facebook live or YouTube video. And, and then you could also suggest that that provider share that video with, with their patient base too, which is why, what we’ve had, we’ve seen our claims have experienced when they’ve done that. Also sometimes they’ve gotten referrals from, I mean, they’ve gotten actual patients, who’ve, who’ve contacted them directly because, um, whoever was seeing that video decide to reach out directly to them. So download the, the, uh, template there, um, below. And I look forward to in the website, it’s www dot get booked, speaking.com forward slash AAC. And then I look forward to hearing how this goes for you. And if you would like to, uh, if you’re at a, at a dip in your practice and you would like to, um, it to be busier, and you see this as an Avenue of getting the word out, but you’re not really sure how to get started with it. Or you would just like another Avenue to grow your practice in a way that feels comfortable for you. Then feel free to book a free six figure speaking breakthrough strategy session with us, which is also in that link too. So look forward to hearing how it goes, then download the, your free templates. And I get started with this right away. So you can be out there and waking up the planet because people need you and go out there and wake up the planet.

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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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