Tag Archives: Lorne Brown

AACBrown03022022 Thumb

Being Laser Focused on Patient Results – Lorne Brown


Click here to download the transcript.

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

I want to, again, thank the American Acupuncture Council for inviting me to continue hosting my show on their series to the point my name’s Dr. Lorne Brown and I’m the founder of healthy seminars. And I have run my practice in Vancouver, BC, and I’m the author of. Missing The Point why acupuncturists fail and what they need to know to succeed.

Our topic today is being laser focused on patient results. And I’m very excited. I’m going to give a thorough introduction to our guest today, which is Dr. Steve Liu. And we’re going to talk about being laser focused on patient results. And you’ve probably heard me talk about this before, where I say to her.

Thriving fulfilling practice where you’re helping people and you have abundance in your life as well. Yin and yang have to be in right relationship. And that yin and yang is your clinical results or clinical skills. And then there’s the practice management, your business skills, and many, I’m a charter account and I’m a CPA and I’m a doctor of Chinese medicine.

And it’s important to have those in balance if they separate or they’re out of balance and you have no practice management skills, even though. Skilled practitioner in the world, you may have no patients, so you’re not really helping that many people. So my goal is for you to develop that practice skill.

So with integrity, you’re helping your patients. So you experience abundance and you help heal your community. When we talk about being laser focused for patient results, it’s a pun, but we’re actually going to talk about low level laser therapy and how this can not only. Help with your clinical results.

And that’s why I’ve asked Dr. Steve Liu to come on with us. But also I’m going to share a little bit about this, the practice management of, by adding that special added value in your clinic practice, that you’ll become more attractive to your patients. So let’s introduce Dr. Steve Liu. He’s become, he’s not only a colleague, but he’s.

A friend of mine over the short period of time that I’ve gotten to know him. He is a licensed acupuncturist from from Arizona. He used to be an electrical and laser engineer in the Silicon valley. So he’s been fantastic for me to talk to when I want to ask about the different lasers out there and how they work, because he’s got that background and he’s combined low-level laser therapy, which the scientific community calls photobiomodulation and what we call laser acupuncture.

In his acupuncture practice. So he’s integrating the two and it’s been doing that since 2000. So he’s had quite a few years since the year, 2000 of combining those. So he’s the perfect guest to have on our show. You should know that he is a member of the north American association for photobiomodulation therapy since 2001.

And he was it’s presidents from the years, 2008 to 2010. So that’s quite a feed as well for an acupuncture. To be ahead of that north American laser association. He also served as the president of the Arizona society of Oriental medicine and acupuncture as well. And he’s also served as a board member of the international society for medical laser application.

So you’re starting to see. Steve is very involved in the communities and sits on boards because of his skillset and his knowledge. And he founded in 2006, the American society for laser acupuncture as lat and in his practice. He treats many conditions. He’s going to talk about some of the neuropathy chronic.

Alzheimer’s disease and Parkinson’s disease as well. So let’s bring Steve on and I’ve got some questions for Steve. I want to let our audience know right away. Steve, these are the questions I’m going to ask you. So for all those of you, why do you want to pay attention? I’m going to ask Steve why laser acupuncture and regular acupuncture, why he sees it as a perfect.

I’m going to ask him what he’s using it for in his practice. Why are people attracted to his practice and what is giving him better clinical results since he’s doing the combination. And then we’ll talk a little bit about as lad as well. So Steve, welcome to the point. I’m so glad to see you again.

My good friend let’s dive into this why laser acupuncture and photobiomodulation also knows a lot of laser therapy. Why do you think this is a perfect marriage for us acupuncture?

Thank you Lauren. Thank you. Thank you again for the wonderful introduction. And my name is Steve Liu. I’m a laser acupuncturist.

That’s what I call myself now. I think there’s a three folds Y acupuncture and TCM will form a Perfect marriage. And number one we see a lot of older patients. And I always tell my older patients that we are not 20 years old anymore, including myself. So our healing ways slow. So we, as as an acupuncturist, we always try to convince patients that how to help heal faster, but then they are older and laser can leave.

Help speed up that healing along with acupuncture treatment and number two, or, some patients may be afraid of needles. So they are needle phobic and kids, especially, and younger people or even older people. So you can use a laser acupuncture in place of of the needles.

And number three, I think is the most important part is the. When you see chronic pain, which is what we see all the time, it’s very challenging as and because these are patients that came from, I call them medical rejects because they’re being rejected by the medical professionals, whether it’s medical doctors or chiropractors.

And because the techniques they tried and they don’t work for these patients, then they come to us as a last resort. And how are we going to heal these chronic. And laser is the one acupunctured get the healing started. We know that we can do that. And then once we got healing going, we need the laser to help speed up.

And I think that’s the best part of that in this matter.

Yeah, I think I’ve heard you call it. It’s the great normalizer. And so you’re finding that using the laser with your acupuncture, you’re helping these older chronic patients bodies behave more like they’re younger or an acute stage. So you’re getting those results.

Yes. I love that term normalize it. That’s why I use that too, because when you have a older patients and how do you get this healing going? Just like a young people and whether they are 60, 70, 80, 90 years. So I have a, my oldest patient now is 95 year old with chronic back pain. And she’s walking around with pain, without pain.

How I can do it because I normalize that. And with acupuncture using laser. So I love that word, Laurence, the normalizer the laser to normalize,

What are the conditions that you predominantly see in your practice? And I know there’s many out, like I predominately see gynecology, fertility, PCs, endometriosis, and I’m using my acupuncture laser.

You’re doing a lot of other conditions outside of the fertility. Can you share where your clinical experiences. The laser acupuncture along with acupuncture.

Yes. I love to talk about that because later I always tell patients that. Photobiomodulation works on cellular levels and what are not cells in our body is everything right?

So we, this laser work on muscles and tendons and soft tissue. That’s what I really like to work on because as I see a lot of these cases in my clinic, but they also work on the nerve tissues and which is very challenging for us like a neuropathy. And I wrote an article for the acupuncture today a few months ago that.

To me, it’s a, one of the best technique we can have is combined, combining acupuncture, like often and toes around the toes. But at the same time, use the light right around the toes and balls of feet, because that’s where the nerve has become dysfunctional. So this is why the nerves also offer quite very well.

Laser works on the Mito con. So for instance, Parkinson disease, sometime the scientists called the mitochondrial dysfunction in the brain, even though it could be the substantial Niagara without the they’re not producing enough dopamine, but what if you shine the light in the brain? And there’s a tons of study for that.

So why don’t you combine the. That body acupuncture, scalp acupuncture with light over the scope. And it’s wonderful combination that you can have. So this is why there’s an unlimited, sky’s the limit. Really? The sky’s the limit. When you combine in photobiomodulation laser therapy. With acupuncture.

So this is why anything you can think about you can use laser. So I don’t have any pain case that without laser, it’s always as a part of the electricity on the needles. And I always have laser around the needles and I always have a heat over the needles. So I called it the whole enchilada.

So this is why it’s a wonderful results. And that’s why we can get referrals from your clients. And from the top.

Sorry, I just want to summarize that you’ve been using it in your practice to help slow down the progression of Alzheimer’s and Parkinson’s disease. And you were sharing a little bit about the mechanism.

It, it’s outside the scope of our interview today to go into detail, but there’s photobiomodulation that you’re using in your practice. So you’re using it as laser therapy. Then you’re doing laser acupuncture, laser on the points, and then you’re doing needle acupuncture. So that’s what you’re doing.

And the mechanism of photobiomodulation the laser therapy. You talked to the mitochondria, the battery, the cells. And so if those batteries of the cells are repairing, they can divide better. So there’s that healing response and what we see with Alzheimer’s and Parkinson’s regulates inflammation. Chronic systemic inflammation is becoming the cause of so many diseases.

So if it can help with that, Reduction in pain and then all these other disease processes, scar tissue, and adhesions. So if we think of all of those injuries with scars, and then you talked about the nerves, even nerve regeneration, and then blood flow increases blood flow to the area. So that’s why, we’ve talked, you said is the perfect marriage, right?

And then the needle-phobic patients, this just opens up your practice to everybody now because there’s probably. Close to 50% of the people that would want to see you as an acupuncture, see, to get relief, but they can’t come through your doors because their fear of needles is so bad. And so by doing non needle acupuncture, you now open your door to other people.

I often hear from our colleagues, that are doing the needle, that all, how can laser acupuncture work or is there a research that it works? You and I both have access to the needle and the laser, and we love using both. And we. The laser. So that’s why I like hearing from you because you’re not biased because you have both, you’re trained in both and you can use both and you are choosing use both, but can you share, is there research, what’s your, what are you aware of about the research on laser acupuncture, having an effect on the body similar, or if there’s any difference from needle accurate?

When I thank you again, Lauren, you’re such a good summarize a thank you. And my, when I first heard about laser acupuncture with my from my mentor, Dr. Margaret Naser in Boston, and that she published first study on the. With the laser acupuncture, you can look it up. And and she was so excited when that first heard about her and got to know her, and then she got so excited.

And then call me up since this is the first time in may journal American medical association journal that actually published a study that contained word. Acupuncture and laser acupuncture. So that was the first thing. That first time I was just blown away with what laser and laser acupuncture can do for something like a carpal tunnel, as you can see, involve a median nerve.

So what happens in front of this? I began researching more and more. There’s a study that I run into a study. They use a regular laser acupuncture, shine, the laser lights on the acupuncture point in the year to help quit smoking. And I love to see more studies and I would love to do someday in the future that I can do on the quit smoking.

I do acupuncture, quit smoking myself. But when I come to like a pain, like a lower back pain and a soft tissue injury pain, and I really have to combine acupuncture in the. And the laser member lasers there to help lower the inflammation. We don’t stop inflammation. Inflammation is a part of a healing.

That’s how acupuncture help. Okay. So when we put needles into the tissues, guess what we produce some low level inflammation, and that’s why we need. But lasers is there to help speed up that, that mechanism Becca kickstarted by the acupuncture. But when patients really have a problem with needles, for instance, you can use laser acupuncture in place of the knee points.

So you can use a red lasers on the distal points like. All these points on the fingers and the palms and the risks. And then you can use an infrared lasers on the body, like a stomach 36 and spleen six. And so on screen 10. And deeper because you want to target the third nerves underneath that acupuncture point.

So this is why we can combine laser and acupuncture or laser acupuncture by itself. So this all can come to. In the therapy

and not all lasers are created equal. And so the wavelength matters. So the color of the light’s going to matter about how it’s going to affect the cell, the tissue, and how deep it’s going to go.

The power of the laser is going to affect. The dosage of photons at the target tissue. So that’s important because how much time you need to keep the laser on the body. And so some of the lasers are, can be a large investment for acupuncturists. And this is why I love talking to you because I know Steve that you’ve built lasers because you remember everybody Steve’s a doctor or Chinese medicine, and he’s also a electrical and laser engineers.

He can look at a system. He actually helps some of the manufacturers improve on their systems. Cause he’s got that skillset. I wanted to ask you a little bit that first of all, not all lasers are created equal. So some lasers, although there are a couple hundred dollars, they’re no different than using a PowerPoint light.

You’re not going to get any therapeutic value really on it. So still. You have to invest. It seems to get a good laser. Personally, I want to share this story and then just talk about how you have found that, how this is helped your practice grow by having the lasers. And th the story I want to share with you is my first laser I invested in.

Was about $6,500. And I used it for onsite for IVF clinics, laser acupuncture because the clinic had shown that it increased implantation rates by 15%. So that was a big investment and that’s what I use it for, but I wanted to get the results, help my patients. And it made our patients more attractive to our clinic as well, because we were offering this and then I wanted to help with egg quality, and that required a different laser system and help with endometriosis and polycystic ovarian syndrome and and engaging the relaxation.

There’s lots of things we can do with the. And so that system costs me $20,000. Now I got to share something with you that I was not expecting, but I understand why it ha it helped. Because when you create value, the marketplace, your patients will seek you out. They will. They will see you over other people.

They’ll actually people get on planes, pre COVID to are to go to our clinic, to be treated with our laser for fertility and PCRs. They’ll drive an hour in my city to come to our clinic, even though there’s many acupuncturists in their area, because they want somebody, a clinic that has the experience, the knowledge and the good quality lasers to get them results.

So here’s the quick story. And then I’m curious to hear what your experience has been I have when I introduce the laser for fertility in our clinic, several of the patients that I was treating, and let’s just say they were being charged $95 back then for acupuncture only. And I would recommend twice a week and many of them would say they couldn’t afford twice a week.

So they’d come once a week. Or some of them said I can’t afford. And they did not have. When I introduced the laser, we increased the price of having acupuncture with the laser. And so we increased the price to say one for $140. So actually it was 130 back then. So 95 for acupuncture only, or 1 35 for both.

And what we know, and it was three times a week because we were following a group that had done, had seen an improvement pregnancy rates when they did the laser fertility approach three times. In the follicular phase. And so we replicated that and that’s what we educated our patients, these patients that said they could not afford $95 once a.

Or even twice a week, it started coming in three times a week. So what I learned from that is it wasn’t that they couldn’t afford it was that they didn’t see the value in what I was doing in acupuncture, how I educated them to spend $95 a week or $95 twice a week. They just didn’t see the value there.

But when I shared how laser fertility has the potential to improve egg, quality and pregnancy rates, whether you’re trying to concede that. Or an IVF and share some of the research. They then were willing to pay 1 33 times. To get the results. So it was never always about the affordability. It was. Is there enough value to pay that much money?

So I wasn’t expecting that, but that’s what the laser has done in my practice. It has made me, it has separated me from other clinics that are just doing acupuncture because many of the patients are learning about this, get an educated, and they actually want the photo by modeling. With their acupuncture.

What was your experience? Have you found that by what you’re doing and you have a fast program, which you can introduce as well because you’re getting the results in using laser. Has that also a major practice, even that much more busier before you compare to before you added the laser?

Yes. I always say results resolved.

And as an acupuncturist and. Pretty much all the time is the last resort, a practitioner that patients see and see you, you want to produce results. And to me, laser is the is probably the only way that when it’s combined with acupuncture really get the result. And because you heal, you.

And I know sometimes it’s hard to say the word cure, but then it’s how it works. And so yes, this is a value added because you can do, you can charge you $150 for acupuncture, but if you does not if you do not produce the results, it’s still worthless. But if you add it in this so in my practice, I combined a laser and acupuncture was when fee I don’t have an additional fee for laser.

I consider as a value added so that when I produce results, They are, they’re going to see effect within a few treatments and guess what? And then when they were completely here, And they are going to refer all their friends and relatives and neighbors. And then the thought is, begin to hear about you name and they began to refer their clients to you.

So guess what? You can love busier practice. That’s how I see it. And that’s why it’s a laser is a result driven. And and I absolutely agree with you that Lauren is. I don’t think it’s really the money. It’s a, it’s the result when the patients see the result and they say they will pay for it.

Yeah. Definitely want to get, they want to get the results and adding the laser helps give you that result. And they also is the education like, so when the understand for whatever reason I just, it’s an observation. They understand photobiomodulation, it’s more modern, it’s more sciency. And when you can see the mechanisms, they understand that and they’re willing to give it a go or give it a try where acupuncture is old and they’re questioning it.

I’m not saying it doesn’t work. I use both. So it does work. And I have found that it’s. It’s something that has been attracted to patients. And I always say in my book, and when we talk at the beginning, we want to help them with integrity. So when you charge, because again, when you’re making investments in $20,000 lasers and you only have so many there’s value there.

So if you choose to charge more. You’re doing it with integrity because Ava invested in more equipment, but your patients don’t care about that. They don’t care about your debt or how much it costs you. They care about what kind of value they’re going to get when they pay you. And so I’ve made that investment and then patients are willing to endure.

In me because I have the tools to help them get the results. I know in your practice, you have a program called fast for chronic pain, and you go off and we’ll help people under 10 treatments get incredible relief, chronic pain, and so that makes you busy, but that fat program requires laser and it does.


Absolutely. It’s the key F a S T I came up with this idea is how to heal and again, a lot of the time you can cure these a chronic soft tissue problem, like tennis elbow, conference elbows, and people come in and say, I bought these for three months. I have these for three years.

Why? Because all the cortisones, no, the anti-inflammatories and all this, they literally stopped the healing. But the needle is there to help kickstart a healing. But how do you get this healing going in the better rate, quicker rate that could useful rate? When Joel, like when you were in 20 years old laser lasers there to help speed it up.

And so laser is really the key and to help. And so I can literally tell my patients that with intent treatments, you will be. Done. And then the pain’s all gone, all completed relief. So this is why, and I’m I’m very proud of this this program FST and you can look it up and I intend to bring it up in my conference with Aslan, which is American society for.

Lola laser acupuncture therapy asset work. And we’ve intend to have a conference in this later this year and that bring this fancy program certification program out. And I’m working on that pretty much every day, try to figure out how to get this program together and in module of structure and Lauren and I are trying to figure out how to put this one together.

Yeah, looking forward to that. And so that’s, website’s important. So if you’re looking for more information about laser acupuncture and photobiomodulation, that’s the term that’s replacing low-level laser therapy is photobiomodulation and laser acupuncture, check out the athlet website. Cause you’ll see more information available there.

And this is something. Again, I’m going to put the practice management twist on it is when something is a value and people want it. Then other people start to offer it just like acupuncture. It’s not just train acupuncturist that offer the acupuncture nurses. Do it, doctors do it, physios, do it.

Chiropractors do it. I know in our profession. Acupuncture’s don’t like it, then other people are doing acupuncture, but when something is effective, other people get it into their scope with photobiomodulation laser acupuncture, massage therapy are doing it. Chiropractors are doing our physios. They’re doing it.

So it’s out there. It’s really big in Europe, but more so in Australia, less so in north America and in Canada, in the us. But it’s great. It’s gaining a momentum so quickly right now. And so this is. Learn about this because. It’s going to be something that if your colleague has it or the physio has it, and if the physio can do acupuncture and laser, and you only do acupuncture as a public member, you’re going to go to somebody that can do both.

Steve said, one fee for both. Somebody’s going to go see him versus somebody on the same street that can only do acupuncture. So this is my invitation that. If you don’t give this some attention, there’s a possibility that you’re going to miss out and other modalities, other professions are going to have incorporated this.

So I think it’s important that acupuncturists incorporate, especially the laser acupuncture part. And as Steve said, at the beginning, it is a credible marriage. Practitioners that I talked to that are using photobiomodulation with their acupuncture. Never turned back. They love it. And again, I, my whole focus is on gynecology, fertility using the laser acupuncture with my needles.

Steve, I want to thank you again for joining me today. Can you tell us a little bit about asthma? That’s what we’ll finish off here. But just tell us a little bit. The asthma organization that you’ve created and just what’s available for acupuncturist on that website. Yes.

Thank you. Lauren athlet against Stanford American society for laser acupuncture therapy.

I came up with this idea back in 2006 and I reserved the domain name as lab. Beautiful. And it’s nice and short, and I need to have this name reserved obviously long time ago, but I haven’t had a really chance to really get him going until last year. And then this is really the year 2022.

We’re going to learn. I help bring this to the community. This is a, you can look it up and there’s a mission statement. I really want to use this as a community for Acupac. We are the acupuncture. We cannot own laser acupuncture, not any other like chiropractors was physio in massage therapists.

We are going to have it. And in order to, for us to integrate this tool into our practice, you guys need to, of course be educated. And I love to be the educator and also teach you how to sell. Lasers devices and what is technology and what is led and what’s the different between laser and the LEDs and what are all these companies they’re making all these devices, then what’s the protocol for all of these providers and so on.

So this is a community I like to have, and that’s always all for us, the acupuncturist. And then, so we can. Successfully integrate that into our practice and make like a Lauren. I know Lori is a very passionate to make us a good businessman as well. And it’s important. It’s Ian in not only need to have a good skills, but we gotta be a good businessman.

You notice this. Thank you gotta

have. You gotta have those business skills. So it’s not so many people give it a negative connotation. And we’re talking about, you just got to know how to run a practice. You got to know how to charge for things so you can keep your doors open so you can keep treating your community.

It’s just really simple. It’s matte and you can do it with integrity. And so that’s where we talk about the laser therapy today and laser acupuncture. So as lab we’ll have a conference or as a conference, it was information. Unhealthy seminars.com. We have continuing education courses available for laser therapy.

On our community library, we have many interviews with experts and researchers on laser acupuncture, Dr. Steve Liu being one and is going to be offered many more. So do check out healthy seminars.com for the photobiomodulation laser acupuncture courses. All right. You’ve been listening to. To the point with AAC and tune in next week when Sam Collins comes in and joins us on the AAC to report to the point show.

I want to thank you, Dr. Steve Leo, and I want to thank you guys for tuning in today.


AACBrown01122022 Thumbnail

The Difference Between Successful Acupuncturists and “Poor” Acupuncturists



So I want to just introduce this topic of what you may be missing that can literally transform your practice in a relatively short period of time to be a busy practice.

Click here to download the transcript.

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

hello and welcome to AAC To The Point. My name is Lorne Brown. I’m a doctor of traditional Chinese medicine. I’m a CPA. So a certified or charter professional accountant as well. Fellow of the American board of Oriental reproductive medicine. And I’m also an author. I’ve written a book called the acupuncture fertility diet, and a practice management book for acupuncture is called missing the point why acupuncturists fail and what they need to know to succeed the topic today is about the difference between a busy practice and not a busy practice, a successful practitioner and not a successful practitioner.

And it’s quite interesting because I’m doing my research for my book. It was my experience in talking to other calls. That it wasn’t always the ones that did best in school or the ones that were incredibly gifted, quite skilled at their craft that had busy practices. And it became very apparent to me that to have a successful practice did not always mean that you were talented.

We obviously want that right. Integrity. We want you to be clinicians that are helping patients helping your community. But we also want to know about some of the practice management sides and I’m very aware of being part of our profession. That some of us have an aversion even to talk about money or business.

So I want to just introduce this topic of what you may be missing that can literally transform your practice in a relatively short period of time to be a busy practice. The part that I just want to share with you just to help remove any aversion. So you’re open to receiving what I have to say is.

We can look at our practices from a yin-yang perspective and we have our clinical knowledge and we have our practice management or business knowledge, and to be successful you, and to be healthy, you have to have yin and yang and relationship. And when union yang fall out of relationship, we have illness and we need y’all separate.

We have death. And so same thing with your clinical practice. If you only focus on the clinical side, And never focus on the practice management side. You could have your uni young out of relationship and be so talented, but yet not seeing very many patients. Or the worst case scenario is uni yang separate, and you actually have to close your practice and find a different career in order to eat, live in and pay your bills.

And so my goal is to have union young in relationship. So you are actually have the talent to help your community, and you have the practice management skills to attract them into your practice because it’s become very evident that. Patients can’t tell the difference between a good acupuncture prescription or a good herbal prescription, why they didn’t go to Chinese medicine school.

So how would they know that the points you’re using are correct or not? And to say that well, it’s all about results. I know for those of you that have been practicing for many years, know that some of your patients that are the best referrals are the ones that you weren’t able to do. Resolve their problem, but yet they refer a ton of people to you.

And then there’s some that you had miracle cures with. Even you are surprised that they got well so quickly based on their history and what they were presenting with. And yet within one or two, maybe three treatments, you resolved it and they don’t refer anybody to you. So there’s something also.

So when I do these lectures to the point with the AC, I want to get to the point and that’s what I’m going to do now. And I like to share what I hopeful hopefully are short and impactful ideas or concepts for you. And so the concept today is going to be around specialization or focusing and. What successful entrepreneurs do.

And an entrepreneur can be an acupuncturist because basically somebody who is accepting money for their service or product. So by definition, you are a business. So you could be an entrepreneur. If. You behave and know the principles of it being in business does not make you an entrepreneur. They’re all entrepreneurs are in business, but if you’re in business, that doesn’t mean you’re considered an entrepreneur, somebody successful like that. And so one of the key principles is to be able to fill a need, see a need, and then fill that need for the public. And that’s what becomes valuable, attractive to the.

What we call patients, what businesses would call customers, our patients, to be valuable to them. We have to fill their need. And I want to share with you a blog post. I did a couple of weeks ago, and I ensure I’m happy if you’re online to answer, or even after in the chat app, you can ask some questions.

But I want to talk about specialization focus in particular. I want to talk about. Two conditions that I think if you got competent and confident to treat it well and learn how to communicate to the public, that you are treating this, that you would be lined up in a heartbeat pretty quickly, where you would need associates or you need to find a new solution for yourself to handle the volume of patients.

One of the pushbacks around focusing in a certain era of specialization is they say, it’s, it’s we should be generalist. We should treat everybody. And I agree you should treat a lot of people, different types of people, but when you specialize, it makes you very quickly an expert in that area.

When you still see them in your clinic, you’re still treating them holistically. So for me, I. Famously known for treating for treating infertility. But my patients that come in have headaches, they get sore knees, they hurt their backs. They may have diarrhea. They may feel cold. They may have psoriasis.

So I’m not just focusing on their ovaries or for the men on their sperm. However when they look me up on the website, They are looking for somebody that can solve their problem. And so most people, when they’re looking for somebody, they don’t want somebody that lists a hundred things. They treat that’s a generalist, which makes you a master of nothing from the public’s perception.

And if they go to your site and they see that you’re treating one to three things that starts to give them confidence that you’re the right person, because you’re treating that. And it’s like in the old days, I’m old enough to have yellow, the phone book when there were yellow pages. And if you’re looking for something in the yellow pages and you’re looking for a therapist, cause you have a phobia and you had a phobia of lad.

And somebody had an ad. Same. I treat fear of snakes, fear of ladders, fear of flying fear pencils, and the list goes on and on. And somebody else had an ad on that yellow page book. And it says, I specialize in fear of ladder. Most people would choose the fear of ladders. They’re just wanting somebody to be an expert.

You don’t go in Western medicine because that’s the framework they’re coming from. If you have cancer, you don’t go to a GP. You go to the oncologist. If you have hurricane candy, heart disease, you go to the cardiologist or the dermatologist for. And so I know in the clinic, how we treat is very holistic, but we have to be patient centered to care and get into the shoes of the patients and how they think, because the key is, can you get them in the door so you can treat them because if you know how to treat many things very well, but you can’t get patients into your clinic, you’re not really helping your community very much.

You’re not seeing these patients. So we need to make sure they come in to see you. And this is the in young. You want to be competent and skilled at treating them? Obviously we don’t want to be charlatans. We really do want to be able to help our community. So I want to share with you a blog, I’m going to read it a bit and then I may pause and ponder elaborate a bit, but I just thought I’ll be to the point.

And so I don’t miss anything. I’m going to read this. So I’m talking about viruses in particular. You might’ve heard of the COVID variant the code, the COVID disease. And basically I say, you must be aware. We are currently in another surge in COVID as a result. We not only have both restrictions in place, but also more people are getting vaccinated or getting the virus or both.

This means that more people are going to experience post-inflammatory conditions. Triggered by the virus. And these are known as long haulers are triggered by the vaccines. Yes. There are some people who are experiencing long holler symptoms. Following the vaccine. Please note that this talk I’m doing is not about the marriage to vaccinate or not to vaccinate.

That is not what this talk is about. This is about being your time to shine and to be of service and great value to your community. The opportunity is presented as. And the question is, are you going to act on it? The definition of luck is when preparation meets opportunity.

And actually the opportunity now has presented itself, and I hope you are prepared or willing to become prepared now. So back in back a few months ago, I was out for dinner with some friends and I used to be a chartered accountant. And so a lot of my friends are professionals, lawyers, doctors. Scientists and I’ve kept these friendships and we like to get together and meet.

And it was quite interesting. We were up for dinner and one of them being a medical doctor said before Christ shut most of our social life down. So this was when I was out with my friends. So we were still able to go out for dinner right now. We’re locked down. And he said, you alternative doctors. Yes.

I know I should. I, when I, when they said that and I wrote it in my blog, I thought, should these be my friends anymore? The fact they refer to me that way, but they do care about me and they didn’t mean it as an insult. And I and I took it with a grain of salt. Anyways, you alternative doctors should be so busy now because there are so many long haulers that look like fibromyalgia.

And that is what you are really good at. And we don’t really have a solution for these people. And I know again based on their common columns, alternative doctors and how they, don’t understand these are my friends and they still don’t understand really what I do. I treat fibromyalgia in their mind, but let’s just talk about what is the reality is more and more people understanding what we do, but there’s so many more people that don’t.

And so education is really important and communication is really important. And if you can educate to the public that you can. Support or treat these long haulers because there’s nobody else is treating it. You will become the go-to person, but you have to become the early adopters. Somebody’s going to figure this out.

And if you haven’t figured this out yet, and you haven’t gotten the momentum, you’re going to be left behind us as acupunctures. So I want to focus on what good came out of that. It is a Jew. It is Chinese medicine docs that are trained and experienced to treat complex syndromes. We are now seeing and conventional medicine are still trying to figure this out.

Eventually they likely will, but now is your time to. Actually some hospitals have already set up long hollered clinics and have hired acupuncturist as part of the team. Another reason to buy you, to make this area of focusing your practice. And I’m going to share at the end of this, what I’ve been doing with my long haulers, some of the early stages of what I’ve been doing and some of the results I’m seeing, it’s quite promising and exciting.

I want to let you know that I recorded an interview with Christine Kaiser and she’s a licensed acupuncturist. She has her DOL. And she’s a fellow of the American board of Oriental reproductive medicine as well. And she serves as the clinical manager of acupuncture and quality at the university of hospital, hospitals corner, whole health in Cleveland, Ohio.

And she shared that her hospital has established an integrative team to treat long haulers, which includes seven acupuncturists. And they currently have a three month wait list. Let’s pause on that. So a hospital has set up an integrated. PR to treat long haulers. The sum of the team members are acupuncturist.

They have seven, acupunctures dedicated to treating long haulers and they already have a three month wait list. The concept is already proven. If you have a slow practice and you become a proficient at treating long haulers. And part of that means the confident to communicate clearly to your patients, how and why you can have.

Then you could become very busy and we’re going to talk about that communication in a minute. I’m often asked by colleagues, what areas should they focus or specialize? And I usually respond with first find what you were passionate. And then I list three to four areas that are attractive to patients.

That’s the key. You have to be passionate about it. So that’s your part. You got to love what you do otherwise. You’re not going to put the work in needed to become confident and competent, and it has to be attracted to the patients. So patients have to care about it, right? And so certain areas are more attractive to patients than other I’m in long haulers is my new number one condition right now.

Fertility is another one. And there’s some other areas I can tell you, but I’m actually wanting to, oh, so in my blog, I talk about, I’m looking to hire somebody in Vancouver to take over a long holler area in our practice. I currently know of six people who develop symptoms following either the vaccine or the virus.

So I’m motivated to make sure someone on my acupuncturist team is passionate about helping them as I’m aware that more people are going to be. Are going to develop these post-inflammatory conditions, the common symptoms that I’m seeing of the six people only at this stage that I know of. And I’ve seen my, my third and my practice.

We’ll talk about this. They have fatigue, not all, but this is the group of symptoms. I’m seeing fatigue, peripheral neuropathy body pain, severe brain fog, skin rashes, anxiety, headaches. And so I just want to talk about the focus of specialization in what’s important here. So I’ve been talking about a few of the patients.

I’ve seen the first one they came in. I wasn’t confident I wasn’t prepared yet, so I didn’t confident, confidently establish the treatment regimen, what to expect and she’s come in ad hoc. I haven’t seen. Very regularly may be three or four visits, but over quite a long period of time. And so the last time I saw it was a couple of months ago and she saw some improvements in some areas, but not in others.

And to be honest, I don’t know if it’s having any effect what I’ve done, because she could be having those kinds of improvements just based on the time right now. But I was more prepared when patient number two came in and she was interesting because her post-inflammatory condition, her long hauler symptoms came after her vaccine.

So she got the vaccine and it triggered a post-inflammatory condition. Now I know this is a heated debate, so I’m just going to pause a bit about vaccine to not vaccinate. Because this is not what it’s about, what I want to bring to you. I’m just going to bring a factual thing, talking to that, the group at the IO clinic and talking to other people, majority of the people that are long haulers are people that have had COVID.

There is a very small percentage of people who get vaccinated that also develop those simple. Compared to the long haul or the percentage is a big minority, but it still happens. And because so many people are going to get COVID, there’s a higher chance just by numbers. No matter what the percentage is that some will get post-inflammatory conditions because they got COVID.

And because so many people are getting vaccine. There are going to be some people that get post-inflammatory conditions. And this theory, how we treat Chinese medicine, who cares, whether you call it a vaccine or you call it COVID we already know this has been around for eons. We’ve seen this with other viruses Epstein-Barr virus and in Chinese medicine, we’ve seen these latent pathogens in the body wreak havoc.

So this is not new to us. It is a new virus in the west. But the thinking from Chinese medicine perspective, this is not new. This is very old. And we do have an approach for this, my second patient, a young woman, healthcare provider herself. So she got triggered from when she had her second vaccine and she had peripheral neuropathy down her legs, insomnia and anxiety, and extreme fatigue and extreme brain fog.

And I used herbal medicine for her. I use acupuncture for her and laser acupuncture for her and within seven to eight visits she’s 99% better where it was a little bit different is I was familiar because of some of the courses we offer our healthy seminars for treating long haul. I was just a little bit more familiar and I was more diligent at telling her, this is how I want to see you.

We’re going to do this and you need to do it this way. Like the herbs, et cetera. My first patient, I just treat her like any patient. But I didn’t give her direction on how often to come. I wasn’t, I didn’t strongly recommend the herbal stuff and I just didn’t do my job well enough to communicate. How to get the best results patient.

Number two, I did. And and she seen right benefit patient number three came in yesterday and he is 46. He is a highly functioning individual, used to be a credibly. Professional and which requires concentration and being sharp. And his he’s had it since 20, 20. He’s been a long holler after he got the virus.

And so it’s been a while and he has incredible or severe brain fog. He has shortness of breath and some malaise, mostly related to the brain fog. I only saw him yesterday by the way. And, but I was able to clearly see. How to come in. So I’m going to be seeing him two to three times a week in the early stages.

We planned out an eight week treatment plan and then recess he’s on verbal. And he’s going to be having laser acupuncture because there’s so much that we already learned how photo biomodulation. Late low-level laser therapy can help with the lymphatic system mitochondria inflammation. So it’s just a, it’s just a marriage when it’s treating long haulers or any type of inflammatory condition, having skills in needles that skills and low-level laser therapy.

It is a marriage made in heaven. And so I’m very excited to use both what I did though yesterday. And can we share do a share screen, please? I just trying to share with you what I did yesterday. So yes. I went through my healthy seminars courses and I went and searched our COVID long holler courses.

And I just went through cause we have a series of. And I went particularly to David jewelers acupuncture in treating post viral inflammatory conditions. We have a few on, here we go. One by CT, we got our herbal one from Heiner. We got a scalp acupuncture by Darrell Wallace and David jeweler. I went to this one and I had to review.

For the following. So I was the moderator for the lecture, but as a moderator, I hear, but I’m not as focused as you guys, as if you’re attending. I got other things going on in the back end. So I hear something things. So I was aware of what I could do, but I wasn’t aware enough. So in between patients.

Late until the evening. I reviewed a lot of the material and I have a good fortune because I know now David, I contacted him as well about my case. How can I do it a little bit better for the next gentleman? I’m happy with what happened with my first, but I think I can do it even better and quicker. And so I reviewed this.

I also. Purchased a functional medicine course, because I wanted to understand how it’s being treated and understood from the Western perspective, because that gives me the language to talk to my patients because they’re Googling and they’re part of these massive Facebook. There are massive groups now for these long haul.

That’s why I view become the known to treat it. If you treat one person really well, and they’re part of this group and they tell people in the group, you could have several hundred people contacting your clinic in a short period of time because they don’t know how to get well, they can’t find anything because for that tangent they’re Googling.

And the Googling is talking about Western medicine and they don’t have an answer. There’s not a lot about Chinese medicine or functional medicine. So I went to understand the functional medicine because they do a very good job explaining what’s happening from the west. So I can understand what they’re seeing from the west and why, and talk the terminology.

Cause they’re familiar with it. They’ve become experts in their condition. So to give them the. I do want to understand from the Western perspective of what’s happening. And it just makes me an informed practitioner to understand what else can help them. So I can be a resource and let them know what else besides what I’m doing can help them.

And I find for myself when I hear and understand things well from the Western, I’m able to reframe. Into Chinese medicine, for example, in the west, they’re talking a lot about the inflammation in the lymphatic system, and I’m able to understand how I can use my low level laser therapy on certain lymph nodes to improve lymphatic flow, to help detoxify.

And when you want to think about that from a Chinese medicine, for me, a lot of the reframe, how they’re presenting and how I had read some of these research papers. It sounds like a lot dampness Denton is leading to inflammation. And I’m understanding that more low-level laser therapy is increasing blood flow and lymphatic flow, and basically it’s helping resolve Daphnis and drain down.

This is what I’m seeing in my clinical practice. You can stop the sheriff. Thank you on that morning. And I went in started doing David’s course. I’m a busy guy. I have a busy practice. I read healthy seminars, but it’s one thing to say, oh, I want to treat something. I want to get good at it.

And I, and put on your website, I’m treating long haulers, but you do, this is the young interrelationship. So just like. People in our field get upset. If you talk about money or business, I also questioned people that put things on their website. I treat long haulers, but they don’t do anything to become competent or confident or become experts in that.

So you do want to get behind what you say. You don’t just want to put that on your website. And patients are too educated today, 20 years ago less access to the website over 20 years ago at the time of this. Not a lot of people had web pages 22 years ago. It was just come around. But now the patients are educated and so in a visit, they can talk about their condition and know if they understand it much better than you do.

And that’s not good for the patient’s perspective that hurts their confidence. And so the key here is to get really good at something. I was up for crazy hours yesterday. Cause I wanted to learn, I want to help these people. I have friends that are long haulers, so I want to be able to help them. And I now have I said my third patient, I’m going to call back the first one now.

Cause I feel like I can do differently and better for her. So I want her back and I’m excited to treat this gentlemen because I already saw what I did with patient number two and it worked really well. And then reviewing David’s mature. I know I can even do it better, I believe. And so therefore, hopefully quicker see them re see this person recover and I will update my website.

I’m going to start to blog about this. And I’ve already found out, I didn’t know that there’s a long hall or clinic in my city. I didn’t know this fan. There’s a Facebook group full of thousands of long haulers. And the patient I’ve seen is very educated and his wife is helping him because it’s hard for him to get.

On Facebook, he doesn’t have the brain fog. The focus is just too difficult for him. So she’s been his advocate. She found us through Googling that low-level laser therapy is helping people with COVID and long holler syndrome. And she found out that we’re very well versed and experienced in using low levels, laser therapy, and they contacted us.

And that’s how he came to my. Preparation plus opportunity. There’s your luck? I got lucky. And I am fully confident that if we help this gentlemen, more of the people from his group will come in to our clinic. I will reach out to the long haul or clinic and see what they’re doing. So I have resources for my patients, and I imagine if I have good results and I can communicate to them how I can help their patients, then I’ll become a resource for them to refer to because currently.

They don’t have an answer in the west and they will figure this out. We just do. We figure these things out and somebody is going to figure this out, whether it’s naturopathic physicians or Chinese medicine doctors. And the question is, do you get seen as the expert for this year? And we circle back to the beginning of this talk where I said, my colleagues, when I was out for dinner with them said, man, if you guys aren’t busy now, you’re never going to be busy.

Cause these long haulers look like fibromyalgia and isn’t that what you guys are experts at. And so they want to refer people, these patients because they got nothing for them. And so if you can stand up and become good at this, then you can become that expert in that go to person in personally. I’m focusing on fertility historically, I’m going to be, I’m very interested in long haulers.

So I’m going to learn how to treat this better. But I get asked all the time, Hey, I’m in the Vancouver area. Can you recommend somebody in San Diego, in Australia, in Toronto, in New York for fertility? And because I know people who take our courses on healthy seminars and I’m I’m a member of the, I’m a fellow of the, a BRM, the American board or into reproductive medicine.

I’m easy. I can refer him and I will soon be needing long holler referrals because I know quickly I will become known for it. Cause I’m going to communicate it well. And I’m getting myself up to speed pretty damn quick. That I’m going to want to be able to refer people. I do recommend we can go back to share screen.

I want to show something and then we’ll close off. So there’s some courses here. SU Suzy Hayes did a great course. I really like David jewelers cause he explains how you get this post-viral inflammatory conditions from the west. And then he goes into the classical Chinese medicine. He also explains how it can happen with the vaccine as well.

So it was. Enlightening. So I can use that language with my patients. This was great by sea, by Ross Rosen. I think I said CT earlier. It was Ross Rosen who did a talk on the orthostatic tachycardia. A lot of people get that. Rapid heartbeat. Heiner did one on herbs and then David and Darrell did one on Wyness EY on the post-inflammatory conditions.

And we’re about to add another one from Daryl on divergent and extraordinary meridians for post-inflammatory conditions. So multifaceted approach. On my website for specialization. You don’t recommend you list a thousand things. I recommend you list three things. Even on my website, there’s too many here.

We’ve got six things, right? It starts to dilute you being an expert. It’s okay to treat many things, but how you communicate on your website, you really want to let people know you’re an expert in a few areas because that will give them confidence. And then in your clinic, you can have information on other things and obviously treat other things.

It’s one way to, to do it. I will be moving this or playing around with this and we’ll be adding a COVID long holler section to year as well. So when patients come they’ll know that we can help them. Okay. You can stop the shares as well. So if you’re looking to balance your yin and yang, your clinical practice management skills, I recommend my book and there’s a couple other practice management books out there called missing the.

The website is missing the point book.com or you can email me and ask me for the link. I also suggest looking at other resources out there, there is lots of content out there on using acupuncture, herbal, and even laser therapy. For long haulers, I’m not talking about treating active COVID by the way, I want to make sure nobody’s making that assumption.

Not that Chinese medicine is not a great resource or could be great resource for people that active infection in my clinic. We are not. Based on our health health professionals act regulation, we’re not equipped to treat active COVID. So we do not treat active. COVID active COVID does not come into our clinic at this time because we don’t have the safety equipment.

We don’t have the procedures or regulated to treat active. COVID however we can treat long haulers and no matter what, whether it’s from mono Epstein-Barr virus COVID. Vaccines or line, whatever it is, this is something that our medicine can treat well. And I would invite you to look at a good course of star with is David Mueller’s, palpation based course, and then branch out from there.

And then there’s other courses available on the web, not just from healthy seminars, but get educated because your confidence is key. And if we want the union balance, it’s not just to say, I want to and put on your website, I’m treating long haulers. You want to be competent. And so you do want to do. Increase your knowledge.

You have the Chinese medicine skills. And if this is just to refine it, you’re not going back to school. It’s not a big step. I’ll tell you that right now. It wasn’t a big leap. If you are a a competent acupuncturist herbalists then it’s not a big. To fine tune it so you can help treat people that have been diagnosed as a long hauler.

And again, you want to be communicate that the other specialty is fertility. My goodness, the IVF. Are more busy now than they ever been ever since they got shut down back in 2020, if you guys remember that back then they got shut down for two to three months since then they’re having record number months of IVF cycles and women and men, but women in particular are looking for things to conceive naturally and to help decrease their IVF success.

And so that’s the secondary to still specialize in and unhealthy seminars. We have the largest life. Of courses for acupuncturists and functional medicine for re reproductive health for fertility. And we have many courses and we have to help you prepare for the American board oriented reproductive medicine exam.

We have many prep courses, so long haulers or fertility I’m known for fertility and you’re watching it in real time. My success is because I’ve been an early adopter. So in closing. Back in 2002, I started treating fertility by 2004. That was my focus. Sometimes you may not be able to say specialize where you live.

So you can say that your focus, your practice focus by 2004. That was my focus in my country in Canada. Nobody else was really doing it. I was told I was a fool. You’ll never be busy cause nobody was seeking us out then for fertility, they weren’t right. It’s the miscellaneous disease in Chinese medicine.

And you may see one. If you’re lucky now, patients look for acupuncture for fertility. Every acupuncturist says they do fertility, but were you an early adopter? That’s key. Then I did online learning for acupuncture. So I told them I was told that it was going to fail. That started in 2008. Now it’s everywhere.

But healthy seminars back then was called pro D seminars. We were the early adopter before people were. I’m one of the early adopters in my country for acupuncture is using low-level laser therapy, chiros and physios been doing it a lot longer, but as an acupuncturist, I’m one of the early adopters.

And I am the pioneer, I believe for laser, for fertility outside of Japan, we’re one of the and our clinics definitely early adopter there. And so we have people traveling to our clinic for that. And now I’m going to be an early adopter as for tree long haulers. And you can wait a year and then join the group.

Or you can become an early adopter. Take some courses, get knowledgeable, join some groups because your communities need you entrepreneurs find a need and fill it. That’s what makes them successful. They find out what people need and they feel it and that’s attractive to the public, your patients. All right.

Thank you for listening. I want to let you know that next week we’ll have up Chen Yen on the AAC to the points. So tune in next week to listen to Chen and thank you very much.


AACBrown11102021 Thumb

2 Keys to Attracting New Patients & MD Referrals



So I thought I would share, two principles, keys for attracting these patient referrals, and how to communicate with medical doctors for those referrals as well.

Click here to download the transcript.

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

I want to thank the AAC for inviting me back to host, um, to the point. And, uh, my name is Lorne Brown. I’m a doctor of traditional Chinese medicine. I have my practice in British Columbia, Canada. It’s called acrobatics wellness center. I’m also a CPA, a certified professional accountant in a past life. And I’ve written the book I’m missing the point, why acupuncturists fail, what they need to know to succeed. So I brought my clinical experience and my, um, my accounting business experience and share that with my colleagues. And I’m also the founder of healthy seminars and online platform for continued education and the chair of the integrated fertility symposium. So I love coming on here and sharing practice management tools. So you can be those prosperous healers where you’re supporting your patients. You’re experiencing abundance, you’re creating great health, and everybody’s happy for that. Um, my presentation today, and we’ll bring up that presentation now is called two keys to attracting new patients and MD referrals.

And so to build up a busy practice and to heal your communities, you need patients, they need to come and see you and want to see you. So I thought I would share, um, two principles, um, keys for attracting these patient referrals, um, and how to communicate with medical doctors for those referrals as well. So one of the keys here is being patient centric versus doctor centric in the business world. When I used to be an auditor and we’d do consulting, that would be customer centric versus company centric. And the key here is to be customer centric in our case, patient centric, creating that value for our patients being of service for our patients. And a lot of us have the right intention. We believe, we really believe that we care about our patients and we’re patient centric. Um, but I would suggest that on an unconscious level, often we are still being doctor centric.

It’s, we’re making a more about ourselves than we are about our patients. And an example of that would be our brochures and our websites. How many of us have beautiful pictures of people receiving acupuncture on our website, on our brochures make sense? We’re doing acupuncture, right? Or you think it would make sense. And it’s something that we love. Like we’re quite passionate. We love getting our acupuncture. Most of us who are practiced love, getting it and love, um, providing acupuncture. But do you ever think of what your patients see when they see your brochure? And what they see is this actually a large part of the population actually has a deep fear of needles. And so I would suggest unintentionally, a lot of us are being doctor or company centric and not customer patient centric. If we were them, we would think more about what our patient’s experiences are when they come to our website and see our brochures.

I will add that I’ve learned in my practice and I think we’re successful because we don’t really think or believe our patients are coming to us for acupuncture, what we realize. And it’s all based on your attitude and intention. We realize that our patients are coming to us for a solution. And if it happens to be requiring acupuncture needles, then, and they, and there’s research to support it, or we have case studies and competence to say that we can help them. Then they’re open to the acupuncture. If I say it’s taking Chinese herbs or receiving GWAS or cupping, um, or laser acupuncture or [inaudible] or cheek gong, they’re coming for a solution to a problem. And that’s what they’ve come to you. And it’s not necessarily that they want or need the acupuncture in their mind. They’re coming to you for a solution. And it just may happen.

That acupuncture is part of that solution. I just want to give you, so I said, I’m going to give you two key, key, um, steps for referrals. So the first one is being patient centered care and really putting yourself into your patient’s shoes, really trying to experience it from your patient’s perspective. An example in my practice at [inaudible] we’re famously known for fertility, we do a lot of reproductive health. And at the beginning, we used to have a baby pictures on our site and in our office. And we did a focus group and we learned that the patients hate seeing pictures of babies in the waiting room and on our website, we thought they would like it because it shows success and hope, right? Hey, look, look what we can do for you. But most of them say that they’re reminded of them not having a baby they’re failures.

Um, they are miscarriages that are unsuccessful ideas. And so coming into the waiting room, um, added stress and not, um, pleasure or peace to them. So again, getting into your patient’s mind and trying to understand what they want. So the focus here is B is to be patient care. And so we meant that patient centered care is about having that intention to care for your patients. However, the intention, the desire to care for your patients, or you even feeling a believe, you care for your patients is not enough. They actually need to know that you care. They have to experience it and believe it. And I’m going to suggest with you, um, I tip, can we go back to that earlier slide story? I, I that’s that too quickly. Um, I’m going to share with you, um, what I do, um, to show I care and I’m, I like to be known.

I want to be known for simple and powerful and effective tips and tools in my clinical practice and business pearls for you guys as well. So what I’m sharing with you is simple. So simple that it’s easy to be dismissed or ignored. It’s not complicated, but simple doesn’t need mean easy. Simple means anybody could do it, but it does require some discipline. And so I say here, what is easy to do is also easy not to do. And I’d like to send, check in emails or call my patients to see how they’re doing. And you can do this after our initial or after a special milestone. Um, I make a habit and using that word unconsciously, a habit of following up with my patients, um, around their pregnancy test date, um, for an IVF cycle. So I support a lot of women through their IVF.

Our clinic does not just me and we show, we go on site to the IVF clinic, the largest one here in Vancouver, BC, and provide both acupuncture, laser acupuncture on site. And I make a point to check in with them between their transfer date and the pregnancy test day, just to see how they’re doing, see if they have any questions, um, and then asking them to let me know an update when they know whether they’re pregnant or not. And so I encourage you to do that and it could be as simple as the following. I want to sh I want to give you, uh, some of the copy that you can do. It doesn’t need to be a long email. It can be tight. It could be subject line checking in, and then your copy could be hi. So-and-so I wanted to check in to see how you are doing period.

Please send me an update at your convenience and then your name and that’s it. Now the intention behind this is you want to know how they’re doing this is important because if you’re doing it, I believe intention carries some chew with it, some energy. So if you’re doing it because you want them to be your patient, I think on a subtle level, they may pick up on that. The good news is that when you do this, you create mind share. They remember you and likely often they’ll get back to you. Many of them will, and they’ll book more with you if they haven’t already. So there’s good news to doing this wherever your intention is to find out how they’re doing, because if the patient hasn’t rebooked, it could be because you resolve their issue. And so wouldn’t, you want to know that in document that in the file, you can even save the reply and they say that everything’s great.

You could ask them, um, to write a testimonial or Hey, if you know anybody else that struggling with what you struggle with, please send them. Cause as you can see, I love to treat that so simple like that. So your email is, and I’m going to show you some responses from patients that I sent this email to. I just wanted to check in to see how you’re doing. Please send me an update at your convenience. Sometimes they’ll tell you something that didn’t work. So you got to learn from their experience. So, and you may be able to correct that in that email or call them to make it right, but it’s just important to follow up with your patients. So, um, here’s an example of just two examples of what I received back from when I sent an email to patients. Now, I would say over 50% respond to my emails.

And, uh, often they’re, they’re quite nice emails, surprisingly, but good to get that feedback. And then there are those that just never respond. Um, so I sent an email checking in on this patient wanting to know, um, she had any questions and, um, I, and I asked if she could send me the results of her IVF cycle when she knows, um, she said, thank you Lauren, for the email, this is very kind of you to reach out. Remember I sit in their previous slide, they need to know you care, um, saying it or thinking it is not enough. And one way to let them know you care is by checking in via email. My blood work results came in today and it’s positive rate CG is 5 96. The nurse advised that is very good number to have at this stage. Let’s hope everything continues to go well from here.

So, you know, we’re having that relationship that trust, and this is good that she’s actually sharing this March. I appreciate your and Ryan support, Ryan and I both saw her through our clinic. Your clinic has been a tremendous part of my journey. Everyone has been so wonderful kind and professional. Thank you for providing this kind of support to women. I could follow up and say, thank you and remind you that we like to support you throughout the pregnancy. So now I can have that conversation with her. Um, so continue the acupuncture and advice about what we do during pregnancy. I could ask her if we can use her this, um, email, um, for our testimony, if it’s allowed in your, in your state or province to put it on the website. Here’s another example. I willing to respond it from her. Check-in you’re Lauren, your ears have been burning.

Your ears must have been burning because I was just talking about you and how incredibly skilled, supportive and genuinely caring you are. My hubby really enjoyed meeting you as well. And I know you really impressed him as well. So it’s showing you that we care based on their emails back. They’re showing you that little touch point, so simple to do, but again, what’s easy to do is also easy not to do. And you want to create this a habit, a lot of clinics. Um, I would recommend you doing this after the initial, if they have not rebooked. And even if they have within that week, just send in a check in email or any special milestone. It’s good to check in. And if you haven’t seen your patients for so many weeks or after two months, and you think there should be more care based on what you’re treating them for, then send in a, an email. Hi, just want to check in to see how you’re doing. Please send me an update at your convenience. So the next thing for referrals and for good medical care is, um, communicating with other health professionals. And I’m going to give examples of what we send to medical doctors. And you get a busy practice by getting referrals for word of mouth, through patients and also referrals from healthcare providers.

So the key here in anything in life to be successful, any enterprise, whether you’re a clinic, whether you’re selling widgets, whatever you’re doing is creating value for the person that’s buying your services or your products. And, um, in this case, think of, remember, we talked about patient centered care, think of the doctor as a customer of yours as well. You’re wanting them to refer to you, right? Um, so, um, think of them that way and want to create value for them because when you create value for other people, they tend to like you and want to work with you. So it’s important to find out their needs and how your relationship can benefit them. I know most of us are going to them saying, I want you to refer to me and that’s needy and that’s not creating value for them. That’s creating value for you.

And I would imagine those relationships don’t flourish or go anywhere because you started off with what can you do for me versus what can I do for you? So find out what you can do for them. I know in the Canada social system, doctors are quite busy. Um, medical doctors, um, tend not to like to treat the patients that have pharma allergy or list of symptoms. And so, you know, you can ask the doctors, what are the patients that you don’t like to see or take up a lot of your time. And so just start developing a relationship with them and finding out what kind of patients, um, you can help them with. Right? And when I say help them with in this case, um, you know, patients that, um, again, in Canada being social medicine, they don’t want to spend an hour with a patient.

They want to spend 10 minutes, maximum 15 minutes. So if a patient has a laundry list of, of, um, issues, they don’t like those. And so they would love to refer those off to people like me, where we spend an hour with them so they can see more patients. Um, I remember one doctor said, um, he doesn’t like patients that have a whole list of symptoms. And I said, well, I’m a holistic doctor. So I likes it. Patients, the whole list of symptoms. Sometimes a little humor will help as well. You want to create trust, um, and allow time to build this long-term relationship. So it is a marathon. It’s not a sprint. You don’t meet the practitioner or the medical doctor that day and then expect them to be a great referral source. It’s a relationship and over years, um, I’ve been in practice since 2000 over years, you start to develop relationships where these physicians become your champion, where they send a lot of patients to you. Um, and that could take time. But if you’re in practice today, think of yourself three years from now, what do you want? What kind of referrals do you want? And think of in three years, I want that relationship with that MD. So today start that relationship knowing that you’re going to date, you’re going to develop a relationship and over time it’s going to become a healthy relationship.

So I’m sending him a letter to the doctor. I find very beneficial and it’s good medical, um, um, medical care on your part as well. So, um, when you see a patient, send them a thank you letter for that referral. Now here’s a trick for you. Um, send them the thank you letter, even if they didn’t refer the patient to you. So when you do your initial, um, if you don’t collect it on the document, ask the patient who their primary care physician is. And so when you send a letter, um, say thank you for referring such a patient, you’re almost programming them like, oh yeah, I refer them. You know, but even if they haven’t and just let them know, you have this patient and mutual care, and I’ll share a letter that we sent to a doctor here in a moment. So I will give you a little template here that we use that you can now use.

So send them a, you know, what, they’ve come in for what your plan is, and that you’ll send them some progress report. So it’s good to send them kind of your initial findings and your treatment plan, send a revaluation, let them know, definitely refer back to the MD as well for their followup and confidently communicate with them. When you have questions or suggestions, don’t put them on a pedestal, but don’t have counterwill or make them your enemy and fight with them. Either your colleagues working mutually for this patient’s benefit. So own what you know, um, but also read the room and know who you’re talking to as well. And it’s really good medicine to have this integration. So here’s an example of a letter. I apologize, the presentation, put the bullet points there. You don’t need the bullet points, but I took out some names and some information just to preserve confidentiality, but here’s a letter to whom it may concern.

Um, Mr. X presented to our clinic AquaBounty wellness center on Wednesday, August 23rd for pain in his left knee, which he shared with related to osteoarthritis. I’m using a technique. Our clinic calls, laser acupuncture, which utilizes a class three B medical grade, low-level laser therapy in combination with electrical acupuncture. And skeeted, don’t inundate them with too much information, keep her letter short. And also it’s a good thing to remind you, at least in Canada, that when a medical doctor receives a correspondence regarding a patient, um, they’re technically supposed to put it in the file as well. So again, reminds them when they look at their file, who you are in your involvement. I give a brief education of what laser is. So education here, low-level laser therapy has been shown to relieve pain associated with main diseases and syndromes and cleaning, osteoarthritis. It implements red and infrared light to decrease pro-inflammatory cytokines promotes blood circulation and promotes tissue regeneration by increasing mitochondria ATP production through fighter, by my white fire till biomodulation.

And then I give them a two links to go to my website. If they’re really want to learn more, some doctors are going to want to know about this, and they’re going to look it up. I’ve had doctors call me after to go for lunch. Cause he wanted to know more about what we were doing. Cause they had a lot of patients that they have been trying to help with drugs, drugs, or surgery, and they still have not found relief. So they they’re looking for anything to help these patients. Um, my Mr. Patient, uh, so put your patient’s name, your Mr. Patient’s name. So whoever their name is, has received a treatment. So in this letter, just so you know, I was slow. I didn’t send it when they first came in, patient came in and I did not send the letter, but I sent it, you know, I said to the progress reports.

So sometimes you get behind. So I sent them this letter anyhow, um, after they’d been seen with seen by me for a couple of weeks, they received eight treatments, um, since August 23rd and has experienced noticeable improvement in pain reduction by his third session. So I’m showing the progress and how good this was after three treatments, they already have no pain. His current pain level is not existent. Even with strenuous activity. We have not noticed any significant reduction in swelling. So he was quite swollen, but we hadn’t seen much change in that over the past three weeks. And then I let him know. My plan is to continue to offer one or two weekly treatments until he has results from his schedule. X-ray October 2nd. Do you have any questions about our mutual care of this patient? Or if you want to communicate with me about any aspect of his care, please feel free to contact me in health. And then you give your email and name. If you’re sending it by mail, which I recommend, um, I’d say both mail and email, but put your business card in if you send it by mail.

So just remembering being successful as not doing extraordinary things, the, um, thinking about the patient centered care, sending them a check in email, writing a letter to your doctor at best, not extraordinary, right? But being successful is simply doing ordinary things extraordinary. Well, and so you want to make it as a habit and just think for the next three years, if every patient you saw, you sent in a check, an email and you sent a letter to their primary care physician, I’m just curious how many extra referrals you’ll get because the patients now know you care. And the doctors now know you exist.

Do keep in mind. It takes 20 years to become an overnight success. Really the point here is to manage your expectations and that this is a marathon, not a sprint I’m when I’ve coached my colleagues often, they’ll say I did what you said and it didn’t work. And just so you know, this response, I did what you said, didn’t work is one week after I told them what they could do. So if you’re telling me did work after a week, you’ve missed the message on building a relationship and it takes 20 years to be an overnight success. It’s a marathon, not a sprint and just create this habit and do this over time. And then after six months rafter, you’re telling me how it’s going, but definitely not after a week.

So keep this in mind. There’s two types of human suffering. This is by Jim Rowan, a nice quote. Um, look at the image on the left. You can see the fit gentleman inside this obese body drinking soda, water, it’s the pain of regret or the pain of discipline. So either way, there’s going to be some type of pain or effort. So the pain of regret or the pain of discipline. So I’m inviting you to go for the pain of discipline and write these emails. Um, I talk about what we just shared in my book as many other and many other, um, what I consider a key points in mindset and activities to help you build a successful practice. Remember as a practitioner acupuncture, you’re a business, whether you like it or not. Um, small businesses, acupuncturist are always at risk of failing because we’re small.

Just the nature of us being small businesses, lacking resources and money or people to do everything that needs to be done, puts us at risk of not succeeding and then add to it that many of us are in denial that we’re in business or don’t want to learn about business puts us even at greater risk. And so to be an effective healer, you need to have the union balance. You need to know your medicine. So constantly work on your clinical. And we do this well. We’re always putting our continued education forward and a priority. I know this from healthy seminars, seeing how many people are constantly learning. And then you have to also the other side, the young, you have to also give attention to the business side of it. And if you didn’t young or out of balance, you have disease or they separate and there’s death.

You go out of business. And so you can’t ignore the business out of your practice. And if you’re not in practice because your business is failing, unfortunately, then you’re not able to heal your community. And it’s important more than now than ever to have practitioners like you available to heal your community. So continue your healthy seminar studying on the medicine side. And I want to remind you just also study the business side so you can stay in business, have a busy practice, feel fulfilled, um, healing your communities. And if you’re interested in my book, um, there’s free shipping this month go to missing the point. book.com, make sure books in the URL. Otherwise it will go to a different website missing the point book.com. You can order a copy and have free shipping this month. And if you want to contact me, um, you can either go to healthy seminars.com.

That’s where we offer online continuing education. And I get a copy of those emails on my own, a little website called Lorne brown.com, where I interview people on conscious talks and I share, but conferences I may be involved in. So you can check me out there. There’s the website for my book, missing the missing the point book.com. And my clinic is AQI balanced.ca um, stay tuned to future AAC webinars with me. I’ll be interviewing more, um, colleagues over the, over the months and years. And I want to let you know that next week our colleague and our friend Jeffrey Grossman is going to be on to the point for this AAC webinar series. Thank you very much.

AACTTPBrownHD10132021 Thumb

Growth, Hiring and Culture



Our topic today is growth hiring and culture setting your clinic apart. So everyone wants to work for you today. I’m very happy to announce that I got two other experts joining me in our expert panel today that we each will be sharing ideas on growth, hiring and culture fit.

Click here to download the transcript.

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

Hello. And I want to welcome you to the AAC To The Point my name’s Lorne Brown. I’m a doctor of traditional Chinese medicine. I’m a CPA, a chartered accountant, and I’m also the author of Missing the Point- Why Acupuncturists Fail and What They Need To Know To Succeed. Our topic today is growth hiring and culture setting your clinic apart. So everyone wants to work for you today. I’m very happy to announce that I got two other experts joining me in our expert panel today that we each will be sharing ideas on growth, hiring and culture fit. And we got Mark Sklar and Aimee Raupp. let me give a little bit of a brief introduction here. Each of ’em each of our presenters, our experts today. So mark, um, he’s known as a fertility expert, um, and he has over 18 years in clinical practice, helping couples get pregnant.

Um, he’s president of the American board orient to reproductive medicine and a founder clinical director of a very successful functional medicine, Chinese medicine practice in San Diego, where he sees several hundred patients a week. He’s developed a whole online platform where he does coaching and seeing patients also, um, around the world and his YouTube channel has well over a thousand subscribers already. So welcome our Sklar to our panel. We also have Aimee Raupp with us today. She’s known as a women’s health and wellness expert and just selling author. So published a couple of books, body belief, yes, you can get pregnant and chill out and get healthy. Um, she has been in private practice for over 16 years. She’s a licensed acupuncturist, herbalists in the New York area and she has two practices with several associates. I should mention. Mark also has several, several associates, which is why there are my expert panel today.

And Aimee has appeared on the view and has also been featured in goop glamour shape alert and the red book and has received endorsements from some people you may know, Deepak Chopra, Dr. Christine Northrup, um, Ariana Huffington and Gabby Bernstein, as well as she received endorsements from me and mark as well. I don’t know for there on this graph, so we can draw in a little bit of just an overview of growth hiring culture. So I’m going to bring up, uh, a presentation and then I’m going to have mark join us for a little bit on what he’s going to share on growth hiring culture. And then Aimee is going to take us home the anchor of our panel, and she’s going to talk a lot more about, um, cultural fit. Um, so let’s get this started and talk about growth, hiring and culture fit.

So really to have, um, a busy practice, it requires continuous referrals. And in this case, referrals come from having informed admin staff, um, from having, um, informed patients, which we create. And then, um, you being an, a formed TCM practitioner. If you stay to the end, um, we’ll share some key points and where we can go into more detail, cause I’m going to do a very superficial, but big overview for you guys today. Let’s focus on the really valuable front staff. So they’re your first, uh, contact for your patient. So they make your first impression. These are the people that are answering the phones and greeting your patients and exiting when, um, uh, saying goodbye when the exit and making sure if they need to be back in your clinic for that followup appointment. And so without this valuable front staff, um, this alone compare paralyze your practice, if they’re not the right person, because they are your first impression, your staff need to be able to instill the confidence in your patients, meaning they have to know, they have to be able to communicate to the patients that you, the practitioner are the right choice.

And so in my practice of Vancouver, acupoints wellness central, we have several associates been in practice role since two year, 2000. You can do the math there for awhile. We train our admin staff to be as knowledgeable as practitioners. So basically they become like practitioners. They can’t legally treat, and this allows them to become better advocates for the medicine and also, um, to be able to communicate well with the patients and ask for answer a lot of those questions. Um, it may be beneficial to treat your staff, your admin staff, and even their family members, because if they have a positive experience, um, then they’re going to become better advocates of your medicine as well. In the hiring process, often people say, do you have benefits? Do you offer medical benefits? And your answer actually can be, yes, I know the default always is no.

And I hear some of the reasoning, um, you know, we’re small practices. We don’t have that budget for, um, external or medical benefits, but you do actually offer medical benefits. It’s the medicine you practice. So if you’re doing, um, practicing as an acupuncturist or functional medicine practitioner, um, your staff actually be probably quite happy to receive a free acupuncture from you and a discount on, on supplements, um, and free or discounted testing services that you offer. And you may want to extend that to their family as well. So you do actually offer benefits and a lot of the people that take this admin position, the salary that it’s based on often, they can’t afford your services. So even more of a value added for them wanting to join your practice. My biggest mistake was, um, in this cultural fit ideas, I’ve heard some great admin staff, but I hired admin staff that had fear of needles.

It wasn’t a question I had asked. And so, um, it was only when a patient, um, would ask if you had, have you had acupuncture before, or they’re trying to communicate the acupuncture. You could see it in their face. That there’s fear. They didn’t want it. And so that is one of the, if you’re gonna take anything away today, when you’re hiring your front end staff, you should ask the following question. Have you ever had acupuncture before and watch their face? And they’d say yes. And it’s a very uncomfortable phase. They’re probably not going to be a good fit for you. And if they smile and tell you, they love it. That’s excellent. If they say they’ve never had acupuncture, the up question is, would you like to receive acupuncture? Do you have an interest and follow that instinctual facial response. I’m telling you that if they have a fear of needles, if they don’t want acupuncture, you don’t want them being your first impression, your front end staff take it from me. I learned this the hard way with integrity. They can’t tell patients that acupuncture is for them. So let’s talk about hiring for cultural fit. And first of all, let’s talk about the common pitfalls, um, for when you hire for cultural fit.

So some of the common pitfalls are hiring nice people. I’ve done this so often, right? Looking people. I think I get along with this person, this person seems nice, but they don’t have the skillset. So don’t do that. I’ve done that. Not very good for your front end. They do actually have to do the job besides you liking them, being a fit for your practice. They must have the skill. Um, you gotta be able to clearly set out the role and the requirements of the job. So this is your job as the leader, as the owner, the owner of the clinic, um, and another pitfall is, um, keeping them on board. Um, and they’re not the right fit. And so one of my colleagues used to say, you gotta be able to pull it off like a bandaid. If you have to let somebody go. So when you notice those red flags and those first few weeks of hiring somebody, don’t ignore them. And they think it’s better to pay attention to those red flags and let go of the people quickly. If they’re not the right fit, it’s much harder to do it later than it is at the beginning. Um, you know, not delegating properly, um, and, um, not giving them proper feedback. So that’s part of that training.

So we want to hire for the right cultural fit. Um, you know, we used to hire based on resume alone, um, and who we could afford, that was an epic fail. So you really want, um, the, uh, hire for the cultural fit and make sure you know, what your culture is. So I have on this slide, what my Acumatica’s culture culture is, and it’s clear to know what yours is, and then you’re looking for that fit that they share the vision, the values that you do, and having several touch points is key for this. And I have a link there to the community library@healthyseminars.com. Um, I have a much, uh, comprehensive talk on how to hire for culture fit and how to go through the process of hiring. So you can check more out there.

And then this just outlined some of the processes that I mentioned, that’s in that community library that I’m not going to go over here. And also myself, Marc and Aimee in our coaching and mentorship program that we offer for you guys, we go into crazy amount of detail and give you documents on how to do this as well in our rise, transform impact program. And again, these are some of the steps to pay attention to. Uh, and as I mentioned, this is the rise transform impact. So I’m just going to skip this because I want to just do a breath today. So that’s at healthy seminars.com for slash RTI, where myself, Marc and Aimee are going to be putting out some more of these free little clips for you to enjoy. And then there’s also much more that we do in our mentorship program. The real question you want to ask yourself then, because so many of my, um, the people that I’ve coached and talked to, um, they’re running their man, they’re doing their front staff job and really think of it this way.

This is really how you can clarify it. Did your school train you to treat patients or be a receptionist? What is your training and where does your passion lie? Is it in treating patients or doing admin tasks, even if you’re excellent at the men task, where’s your passion. And I think for the majority of you that invested time and money into Chinese medicine and functional medicine programs, I think your passion is in treating patients, not doing the men’s side. And I’ll share with you that if you have a good admin person, you can actually see more people help more people heal because less time answering phones, scheduling, collecting money means more time that you can be, um, taking care of your patients.

Let’s talk about our associates, be clear that this is not passive income. Um, you need to bring value to your associates, but it does add or increase your income generating potential. And it gives you some flexibility with time as well. Also know that you’re changing your job role, your, your leadership role, you’re going from being the practitioner to now managing people. And so if you don’t like managing people, um, then you want to hire and you want to have associates. You may need to hire an office manager to help manage your staff because there’s the entrepreneur, there’s the manager. And then there’s take technician. And we all love being the technician being that practitioner. But once you hire on staff and associates, you now have that managerial role and all that can take away from the entrepreneurial role, the vision of the growth of your clinic.

And so once you hire associates, you now have to manage people. So please know that your role is changing. Common question that Marc and Aimee and I get is, you know, I get staff. So how do I keep them from like leaving me and compete? Um, I will let you know that the non-compete agreement is hard to enforce. And there are other ways that we do in our mentorship program where you can set up systems. So they want to stay with you. And if they leave you, you won’t be resentful. Won’t be costly as well. So there are ways to do this that has integrity, that your associates feel great about. And you feel great about, um, there is, uh, a quote by Richard Branson that says the following train people well enough so they can leave, treat them well enough. So they don’t. And so a lot of this is about, um, how to train your staff.

So, um, they are great and they couldn’t leave you, but treat them really well. And this is what we go through more in our program. Um, so they don’t want to leave you. This is key, and we’ll also give you our non-compete, um, contracts. So all the things that we have put into our agreements and contracts. So the key here though, is to invest in your people. And there’s a meme going around saying, I’m the CEO and the CFO are having this conversation. What happens if we invest in our staff and our people, our associates, and they leave us. And the response from the CFO is, well, what happens if we don’t invest in our staff, we don’t train them and they stay in our company. And so you don’t want uneducated and untrained people in your company. Um, they will, they will bury you, um, in David Pink’s book dry, um, he talks about what motivates professionals and you are professionals, if you are practicing medicine, and this is that whole motto treat them well, may, will stay, but basically the factors that lead to a better performance and personal satisfaction out of the following, having autonomy.

So you want to have the sense that you, you are in control. You don’t want to feel controlled. So autonomy is important. So when you have associates, you don’t want to have your thumb on them, but it’s also not a free for all, but they got to have autonomy to be happy, to want to stay with you. Um, second one is mastery, um, to be able to reach for their potential to constantly have growth. Well, if you’re a practicing medicine, you never arrived that, you know, enough, as we know, there’s always opportunity to learn and grow in, uh, in your medicine. Um, so if you don’t have that mastery, like your drip looking envelopes, then that can become very boring. And it’s hard to stay in that job. But again, remembering that in Chinese medicine, that is not the case, having purpose, feeling like feeling what you do matters that has value.

Um, this is important. And then the last one is recognition. Um, your staff have to feel appreciated, have to feel valued. This is where I have failed early in my career. When I hired admin staff and I, our associates, I’m a self motivator. I’m doing all this great work for myself, investing myself, but I didn’t make time to talk or connect to my associates. And they felt not appreciated, not valued. So I did lose some associates in the early days and I adored them and I loved them and I did value them, but I didn’t communicate it to them. And so regular, um, connecting with your staff is key because if they don’t feel appreciated, this is another thing in the research that shows that people won’t leave. If they don’t feel valued or appreciated by you in his book, he shares that you can pay people fair market value, or even 10% below fair market value.

And if they have autonomy mastery, purpose, and recognition, they will stay the same thing as you pay them way over from market value. So the monies is better than they could ever imagine, but they don’t have autonomy mastery, purpose recognition. They’ll still leave you. So money’s the, uh, it’s not the driving force for people to stay. So, um, I do want to let you know that there’s a lot of talk about the renumeration. So what do I do? Is it a salary? Is that hourly? Um, do I pay, do they pay rent? How do we do this? Right. Um, how many rooms do we give them? So really these things come down to how you’re going to set up your clinic, because how you pay them, how many rooms they get is going to be based on a what’s your clinics, Val, um, um, goal and mission, meaning that acupoints minor all employees, because we’re a full on team.

Like we are a unit, that’s one of the things we have. So they’re all employees and how you do this really is what’s the value you’re creating. So there is no right way to do this, but there is a right way for your clinic and your vision, which myself and marketing, when you go into more detail in our programs. And so I will share with you that these are some of the ways that people do it. The key point here is what’s the value you’re bringing to your associates and what value they’re bringing to the clinic. And that’s how you determine the hourly, the salary, whether it’s commission rent, et cetera. So I’m going to bring on our experts. I just want to let you know that we do run a mentorship program, a coaching program, the three of us, um, is called rise, transform, and impact. And, um, if you want information on that or sign up for some more of our three little chats, um, then go to healthy seminars.com for slash RTI. I would like to bring on, um, mark now. And mark, I would like you to share a little bit about how we can do this, um, the growth and the hiring, the culture fit so we can grow our practices and people set ourselves apart. So people want to, um, want to work with us.

Absolutely. Well, first and foremost, thank you, Lorne, for, uh, inviting me to be part of this. And, um, you know, I think this is such an important topic for all of us as business owners, for the very fact that you mentioned in your slides, that, you know, we are not taught these things when we are in school, right. We’re taught to be clinicians and doctors. We’re not taught to be entrepreneurs or business owners. So if that’s the direction we want to go, then we need to take a step back and evaluate things a little bit differently. And in the first place that we need to start to evaluate and really consciously think about is growth. You know, where do we want our business to go? Where do you want to take your business? And, and when do you want it to get there? And so I think it’s easier to break this down into five-year chunks.

I mean, certainly if you want to look beyond that to have this really big, big goal, that’s fine. But I always like for all of you business owners to then say to yourself, where do I want my business to be in five years time? And this sets the stage for how those five years are going to go for you. So once you decide how you want the next five years to go, like what you’re trying to accomplish in those five years, maybe you want to have multiple clinics. Maybe you just want to grow your one clinic to have, uh, you know, 10 providers. Maybe you want to have an, uh, brick and mortar and you’ll have an online presence as well, whatever it is, that’s in your dreams, wherever you want to take your, your business, your little baby. I want you to set that intention consciously of where you want that to be in five years and growth doesn’t happen just by setting that intention.

Although that’s the first step it has to happen in baby steps, but we need to break down those baby steps based on that big goal. So we’re going to work backwards, right? So if, if in five years we want to, uh, have our brick and mortar and an online presence, then what do we need to accomplish in those five years to get there? And how does that need to be broken down? So then what you’re going to do is you’re going to set out for yourself to maximum of three goals annually that you’re trying to achieve. And the easiest way to do that is to say to yourself, okay, well, if I want to achieve that in five years, what do I need to do this year to take me closer to that five-year goal. Again, it, it, we all have our to-do lists and those to-do lists can be overwhelming and daunting.

But if we break down that to-do list into two or three annual goals, then that’s much more achievable. And then we’re going to take those two to three annual goals, and we’re going to break those down into quarterly. What do you need to do quarterly? And then what do you need to do monthly? And that’s how you’re going to make your weekly and daily to do list to accomplish all that. Now, if you can just accomplish one or two things on that checklist every day, if you can just check off one or two things every day on that checklist, you will be moving very quickly, although it might not feel that way, but you will be moving very quickly towards that bigger goal that you’re, that you had set for yourself. And that’s really how we’re going to achieve our overall growth for the business is setting that five-year goal, breaking that down into annual goals, and then breaking that down into bite sized chunks that you can accomplish on a daily and weekly basis.

And if you haven’t done this, I really want to encourage you all to go ahead and do this set aside with time, uh, this weekend to consciously make a choice for where you want to be in five years, and then start to break that down for yourselves. It feels really good to cross off those things on the list you feel accomplished, you feel like you’re moving closer to your goal and you get there much faster than you would think. But again, it happens with baby steps and those baby steps start to jump and start to look like big jumps and leaps, which is how I’ve been able to accomplish all the goals that I’ve had. And I know that Aimee and Lorne also do something similar, which is why I’m talking about that part of baby steps. And part of growth is also hiring. So, you know, when you’re, you’re in your clinics, you’re, you’re in your business, whether it’s virtual or brick and mortar, at some point, you’re going to come to a point where you need to hire staff.

And I know for many of us, our first goal is when do we get to hire that associate? That’s going to work under us. That’s going to, um, you know, start to work with, uh, patients who are coming to see you. Well, I would ask you all to, uh, to question that and maybe even put hiring associates on the back burner. I believe that we all do need to hire for growth and to achieve the goals that we have, but we need to start by hiring managers. And I think managers are going to allow you as an entrepreneur, as a business owner owner, and as a doctor to accomplish much more because as Lorne had mentioned, you know, we, we, weren’t trained to be receptionists and to run a practice. So shedding those things and giving yourself the ability to focus in on one treating and two, being an entrepreneur to have to think clearly to brainstorm and to create for your business are going to be the two most productive ways that you can take your business further and that you can grow.

So instead of hiring associates, first, I want you to hire two specific managers. One is an office manager who’s going to help you run the day to day running of the business, who can also serve as a front desk reception initially, who can also help you, uh, facilitate all the admin stuff while you are dealing with the clinical side of things. And then the other person that I want you to hire in terms of a manager is, uh, a social media manager or a marketing manager. Those are the two most important pieces and hires that you’re going to make because they’re going to free up your time. And it doesn’t mean that you lose control of these things, cause you’re still have your overall vision driving those. You’re still meeting with those managers to make sure that they’re on point and that they are facilitating your overall goal and vision, and that you’re still on the same page and that they’re running the business the way you want them to, but you are giving up the day-to-day management of the minutia and the detail of those tasks, which again, will free up a lot of your time and energy and resources, um, and get your mind thinking more about growth and clinic, which is where it should be versus running the day to day business.

If your mind stays on the day to day business, you’re going to have a really difficult time getting out of that and growing to where you want to be. And then part of any growth and hiring is culture. And I know that Aimee’s going to go into this a little bit more, but I have two points that I want to mention when it comes to culture. The first one is that anyone you hire to bring on has to believe in you. They have to believe in you as an individual. They have to believe in the medicine that you are providing. And they have to believe in the mission, the goal, the vision of where you want the business and the practice to go. So part of the questioning, um, that Lorne had discussed is going to be really valuable in hiring someone who believes in what you’re doing, where you want to go and how you’re trying to support, uh, patients.

And then the second part of hiring and growth is going to be trust that obviously you have to trust in them to facilitate what, what you’re trying to achieve, but they have to trust in you, right? They have to trust that you have their best intention at heart that, and they’ll have to, and they have to trust in you that you have your patient’s best intention at heart. And if those two things are, uh, are accomplished, then you can grow. You can achieve whatever it is that your heart desires, as long as you have the right path, the right support and the right culture in place to achieve that.

Thank you, mark. And, uh, two things I want to mention it, cause it comes up to me is that I can’t afford to hire an office manager. I will share with you that 13 years into practice. I burnt out and out of desperation. I decided to hire an office manager. And in my mind I was like, I’m going to make this much less this year because I’m paying an office manager. Now I didn’t choose to do it proactively, like is suggesting I was forced to do it because of my health. I burnt out guess what happened? So I hired this office manager, pay her salary, the clinic grew and paid her salary and was even more profitable because it freed up my energy to do what I do well, and she runs the clinic better than I could. So I did bring that in. If you’re saying, how am I going to do this?

I was prepared to make less. And sometimes it’s three steps backwards, 10 steps forward. I invite you not to have to burn out to find that out, to have to our office manager. I suggest you do it in advance, mark. Great points. Thank you very much. I’m looking for looking forward to continuing our work together and RTI you just a great communicator and you’ve shown it and I’m glad you’re teaching it. All right. Next up is I consider Aimee like a celebrity cause she’s been on all these cool TV shows and magazines. Um, um, and she’s our anchor today, Emmy. Um, Aimee, can you please talk a little bit about, um, cultural fit and, and fitting in? I know you have a lot to say on this.

Well, and I think what the point you just made about, um, you hired the office manager when you burnt out is, was my experience with hiring an associate? Um, I was, my practice was so busy and I was doing everything myself as we all do. And it was probably seen about 60 patients a week. I did have an assistant who was an acupuncture student. Um, but my, the same time my father had gotten diagnosed with a pretty aggressive cancer and was not doing well. And they were in California. I was in New York and I wanted to start getting there and spending more time, but I didn’t really have any backup. I didn’t have any help. And then, you know, a crisis happened, I actually had to get there and I was cornered into hiring an associate and it worked out she’s still with me, uh, 12 years later.

Uh, but it was, it’s an experience that I don’t think you want to put yourself in. You want to be set up to, um, hire and have your people aligned up. Who’s going to be there to support you. Who knows the team of the team, they, the brand’s mission and who can represent you. Right. I was really fortunate that who came in and literally saved me and saw my patients and basically helped me generate continuing to generate money so I could pay my rent and be with my family, um, worked out and she’s not just an acupuncture associated of mine for the last 12 years, but she’s also one of my lead fertility coaches at this point in my online business. And I think for all of us, it’s it is that I was never in that position where I felt like I could give things up.

I needed everything I was taking in. I thought bringing on an associate like similar to Lorne’s perspective with hiring, um, admin was gonna cut my income. And the interesting thing was, I think I missed 30% of my work days that year that I brought on my first associate and my income went up by 30%. And, and she also, I also provided enough income for her that she could quit her second job. And it was, it was a tremendous learning experience for me. And I was really, you know, tends to be how I do things is I can get thrown in. And then I kind of learn after the fact, but, um, from that experience and really every big growth point I’ve had moving forward from that point on was an understanding in what I like to call synergy, right? So my, my team synergy, my personal synergy, my business synergy.

And I think that is, you know, mark made some really good points about growth and the brand and the mission and trust, and that all has to be there in order for us to experience the kind of growth that we want and deserve. But it must also start with our own synergy with ourselves. So, and by that, I mean like, what is our alignment with ourselves? What is our alignment with our goals and our mission? And if you hate doing all the admin stuff or writing the blog posts or doing the social media, and then you’re also in the clinic, and then you also have to do the superbills and you, you know, you start to get very spread thin and you’re not aligned with the true purpose. And that alignment is what is key for the growth to happen the way you want it to.

And I think we can often get bogged down in kind of what mark was talking about as well of the day to day to do is, and we’re missing the bigger picture. So for me, as I’ve grown and you know, now I have the luxury of looking back and I didn’t always do everything in the correct order following the right steps. But what I tend to say, what was always true for me was, was the synergy in my alignment with my passion to help and to serve. And so for you to understand that if like coming home to that first, that, okay, is my alignment in check, is my synergy in check and similar to what Lorne learned and what I learned, how am I showing up for me? How am I showing up for my business? How am I protecting my business? How am I protecting my health?

And that is what constitutes, I mean, now I feel like I can step back and say that and see that from my own experience. Um, what constitutes a good leader too, is, is the leading by example piece. But you, you can’t do that if you’re not clear on what the vision is, what the values are, what the goals are, and you need your own checks and balances to come home to on, I think a weekly, even a daily basis, what is, what is my mission for today? What is my purpose for today? And what are the things that I need to do to grow my business? I know in the beginning for me, uh, you know, I had an assistant who was an acupuncture student, who is now my other associate. She’s been with me as well for over a decade. And, um, and then I was cornered into hiring an associate.

And then I had assistants over the years. And then as my other parts of my business grows, I started to write books. I started to have there wasn’t so much of an online presence, um, with my first book coming out. But as the years went on, then there was Facebook and there was social media and everybody was writing blogs. And I did not like all of that organization. And so I had to, again, I actually hired someone more of like a coach type situation, a business coach who helped me align and get clear what, you know, similar to what mark is saying, what, what is, what is the vision, um, where do I want to see my business in five years? What are the things I love to do? What are the things I hate to do? What are the things I need to take off my plate so that I can achieve these goals and these desires.

And it wasn’t until I was able to do that and prioritize that. And it was an expense, but it really helped streamline my business, move things forward. And I could start to put things into their containers. And that’s what really started to allow more growth for me. But it was, it was rooted in the synergy that I had with myself first, the alignment with my goals, my visions, and then now, as my team has grown, you know, I now have a chief of operations and she basically, as a Jack of all trades, she does social media. She helps with my newsletters. She does all the things that I don’t really love to do. I like to go on video and talk and be live. So I’ve gotten very clear about what I like and I like to be in the clinic. And I like to coach, I like to work with clients.

I like that one-on-one time. Right. Everybody is going to figure out what, what they like and what’s their special split space to be in, in their business. And then I think you, you think about hiring on support and another thing that is, uh, you know, mark and Lorne both touched upon is everyone who’s ever worked for me actually started as a patient HIPAA compliant or not. I don’t really know don’t really care cause it’s worked out for me. Um, and they believe in the medicine. They believe in me. They trust me, they get me, they understand my message. Whenever I’ve written a book and had a big book launch. If I had a PR campaign, a public relations campaign, I always made the head of a campaign, become a patient because no one could understand me unless they were a patient of mine. That’s really what I started to see.

And again, that comes back to the synergy cause they saw me in my element. And so, um, for you to think about that too, of like what lights me up, what is my alignment? And then how can I convey that? And that’s so much a part of what you’re conveying as you’re growing your business as you’re growing your brand. Um, and also as you’re hiring, because then once you start to have this team, um, and, and Lorne touched upon it too, is a, without your synergy and alignment, the business doesn’t have that strong center, right? And it’s, it’s impossible to grow if you are wishy-washy anywhere in that sense of alignment and synergy, it can always change and adjust. But what are the, what are the core principles of, of your business? And then also you need from there, these clearly defined goals and expectations of your team, whether they’re associates, whether it’s your front, front desk person, your acupuncture, assistant your head of social media, what, what are the pillars of the business?

What are the core mission statements? What is the synergy and the alignment, and are we all on the same page? Are we speaking the same voice? And I find that the, you know, critical number one way to get there is you have to own it yourself. You have to lead by example, you have to believe in the practice that you are doing. You need a team that also believes in that practice and believes in you and you need regular meetings with your team. This was something I greatly resisted. I never was in the corporate setting. I always, um, laughed at the idea of having a meeting about a meeting. It would just drive me insane. Like I was like, this is just the most inefficient use of time ever. And I don’t want to have meetings about meetings. Like I will never be that person.

And I’ve realized I need meetings about meetings because it’s actually what keeps my team together. And I had a recent situation where my virtual assistant she’s my admin. She basically runs everything from a virtual perspective with clinic and online. She couldn’t make our regular team calls because of a, pre-pub another commitment and her internship. And I started to see the team fall apart. There started to be miscommunications. There started to be just, there was the synergy was disappearing. And so I had to get her on the phone and we talked it through and I was like, well, we have to find a time because this there’s going to be a breakdown in the system. We’re a small team. We have to find time every single week that everybody is on a video call and we’re hearing each other’s voices. We’re making sure that we’re, we’re on the same page, that synergy, we have to come back home and remember, what is our mission?

What is, what is our purpose here? What are our goals? Right. We have our monthly goals. We have our quarterly goals from a financial perspective, from a business growth perspective and also from a service perspective. And so without that convening on a regular basis weekly, you’ll start to see things get broken up and your team will lose its it’s synergy. And without that synergy, it’s, it’s very challenging for the growth to reach the next level. So to me, it’s about, you have to come back home to you and your own personal synergy, getting very clear, similar to what mark said about your goals, your plan coming back home to that as often as you can. And then when you have your team, it’s the same thing. I have weekly meetings with each of my associates where we go over cases, we’re talking Chinese medicine constantly, even though we’re both, you know, we’re all seasoned practitioners at this point.

We’re just, what’s our goal. What’s our mission talking the same talk, feeling, you know, understanding the case in the same ways. Super important. I do that with my team as well with my chief of operations and my assistant. And so, and then we also have a broader group call once a month with everybody and again for synergy. And so we can all see and hear and understand each other, have compassion for each other, know that our goals are aligned and that’s what really helps support that growth in that culture. And, um, you know, I don’t, I, at this point haven’t had, um, people leave the team because they feel very heard. They feel very purposeful. They feel a part of something and they’re, they’re seeing the results. So to really think about that when, um, in your growth vision of how aligned are you and, um, what is, what is your synergy that you’re bringing to your mission to your business? And then as your team grows to that, you have constant check-ins around that synergy.

Thank you, Aimee. And I’ll share with you guys that on the RTI page, healthy seminars.com/rti, um, sign up because we’re going to be offering some three little short webinars like this, where we’re going to go into more detail about hiring associates and staff and other things about growing your practice, because we’re in this, uh, when we talk about our practices and growth, we’re in this because we want to help you, our communities, we do this because we love it. And, um, and that’s, that’s the focus and that’s why we want to grow because, uh, in life we can’t just stay still that stagnant. You’re either shrinking or expanding. And so let’s expand and help heal our communities again, Marc and Aimee, thank you very much, uh, for participating in having you as my experts and enjoy doing the coaching and mentorship with you guys. And again, I want to thank the AAC to the point, um, for inviting me to offer these, uh, practice management, uh, seminars and webinars, and, uh, check in for next week. Um, cause we have another special guest on the AAC To The Point. So tune in and listen to that webinar as well.



AACBrown09082021 Thumb

Staying Out of the Negative Gap Trap



So where the mind goes, the Qi or chi follows what you focus on, becomes a reality. So this is really about where you choose to put your intention.

Click here to download the transcript.

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

I want to thank the AAC for inviting me back, um, to their live stream, to the point my name’s Lorne Brown, um, a little background, I’m a CPA, a certified professional accountant. I’m a doctor of traditional Chinese medicine. I’m also a clinical hypnotherapists. I’m trained in psych K um, rapid tribes, transformational therapy, the Mercer of pure technique. And I’m the founder of healthy seminars.com offers continuing education, um, for acupuncturists as well as the founder of acrobatics wellness center. The first and I guess longest serving integrated fertility clinic in British Columbia, Canada. And I’m the author of this book missing the point. Why acupuncturists fail? Um, I want to, um, have a discussion with you about, um, ignoring or getting stain out of the negative gap trap. This trap is where, um, you lose your confidence. You feel frustrated, you feel depressed. And so, um, I promise you that for this lecture, um, I always like to set the intention. I hope to one day be remembered as the guy that keeps everything really simple, powerful, and effective. And I started his quote here is make everything as simple as possible, just not simpler. Um, and that idea, the risk of being too simple is that you may ignore it or dismiss it all together, but I will do my best to keep this simple, because I don’t like to do complicated, but yet powerful and effective.

So where the mind goes, the Qi or chi follows what you focus on, becomes a reality. So this is really about where you choose to put your intention. That is the key. And I like to use the idea of, um, the missing the tile syndrome, um, concept here. And so in missing the tile syndrome, the idea here is you have this beautiful, um, tapestry, this beautiful let’s think of our, our ceiling has been hand painted. There’s a million tiles and every tile has been beautifully hand painted. However, unfortunately in the corner of the ceiling, one tile has cracked and half of it has fallen. And because of that, the museum has closed the exhibit and notice it as worthless. And this is this idea that you have 999,000 beautiful tiles. But if you focus on that one damaged tile, then it becomes worthless to close the exhibit.

Um, I like to say when again, where the mind goes, achieve follows, what you focus on becomes your reality. So if you have nine good things happening and one bad and you focus on bad, then you suffer. Life is not great. Vice versa that if you have nine, not nine bad things happening and good, and you focus on that one, good, then life becomes great. And so it’s really about which Wolf you’re going to feed a, where are you going to put your attention? Where the mind goes? The chief follows what you focus on becomes reality. And I’m sure many of you who, who drive or purchased a vehicle in your life have probably had this experience that once you’ve decided on a vehicle that you like, all of a sudden, you see more of that make and model, and maybe even color of that vehicle, that car on the road.

It’s not that there’s any more of that car on the road. It’s just that that’s become your focus. And that’s what gets percolated up from your subconscious to your conscious mind. And you start to notice that you start to notice it more. These opportunities were always there. These vehicles were always there, but now that you’ve put a bit of focus there, you start to notice it more. And so this is how life happens. You start to experience, notice that, notice things more, this becomes the life you live, and this is why you could live in suffering and stress, or you can live in joy and gratitude keyword. There is, it’s a choice. Um, I really enjoyed a book called minding the gap and it was by, um, Dan Sullivan. He’s a coach and I really liked his metaphor. So I want to share my version of it, um, in this idea and how to stay out of this gap.

The gap is where you do not want to be. Um, he, he gives us idea that you set sail basically, and you untie your, your boat from land. And as you said, sail, you look out to the horizon. Now you gotta remember the horizon is a mental construct. There is no place where the sky and the ocean meet or in sky and land meat. It’s just a mental construct, but that’s where you set your target out. Um, those are those big audacious goals. That’s what you say, your target. When you leave the land on your sailboat and after 24 hours of sailing, you, you go down and retire at night. You have a nice sleeper below. When you wake up to your dismay, you notice that the horizon is just as far today as it was yesterday. And if you keep just focusing on horizon, then over a period of time, this can lead you to a lack of confidence, frustration, and depression.

So the antidote for this, the solution is to look backwards, to look behind you and notice how far you have come each day. And that’s the issue for a lot of driven people is they’re constantly focused on their long-term goals are focusing on that horizon, but they’re not stopping each day to do gratitude, to be grateful for what they have, where they have come. And so the gap is from the gap is the area from where you are today to where you want to be. That’s the gap. But what we have to remember is there’s also a position from where you are today and where you’ve come from, and this idea of, of practicing daily gratitude, where you look for things that you can be grateful for. It basically forces your mind, your brain to search for the last 24 hours of what has been going well for you.

And this is the antidote to staying out of the gap and enjoying life more. Uh, there’s this quote that if you cannot feel gratitude, then you cannot be happy. And so, so many of us still suffer, even though you have material possessions, I’m talking about the people that have, you know, if I, if I just have this, then I’ll be happy. Well, they have this, but yet they still don’t find the joy in their life. And the key quote here is if you cannot feel gratitude, then you cannot be happy. And I will say I was one of those people, very driven, um, that kept on achieving, but never finding that fulfillment. It was always short-lived. And I’ll talk more about that. And again, the key here is to state of gratitude and the solution is daily practice of gratitude. And let’s talk a little bit about how gratitude works as well from a scientific perspective.

Um, remember that this is your free will, gratitude is a choice. And it’s one of those things that I like as a mind hack. I like to do mine tax. And again, I’m always looking for these simple things. So what I’ll do is I’m just going to read a little bit, um, from some research here. Um, so again, on gratitude, um, many of us are always looking toward external factors. We’re always looking outside of ourselves to experience joy and happiness. When really it’s all related to internal work. This is a lot of the stuff around conscious work that many of you may have been exposed to. This is something science is just starting to grasp as well as shown by research out of UCLA mindfulness awareness research center. According to them, having an attitude of gratitude changes, the molecular structure of the brain keeps gray matter functioning.

It makes us healthier and happier when you feel happiness, the central nervous system is affected. So your whole autonomic nervous system changes, which many people say is the subconscious mind, the autonomic nervous system, you are more peaceful, less reactive and less resistant. Now that’s really a cool way I’ve taken care of your well-being. Now I suspect when you’re practicing gratitude, I suspect that you’re going into, um, alpha brainwaves. So when you’re in high tech high beta brainwaves, that’s that state of stress overwhelm anxiety you’re suffering at that time is that nice, um, state of detach relaxation. And when you’re an alpha brainwaves, basically you become resourced. And again, through research, what they’re noticing is that when we’re in this state of gratitude and in the state of alpha brainwaves, we now are able to access more of our mind that is normally not normally available to us in particular.

They say the research that we’re able to access more of that creative mind. And so when you’re in that stress response in high beta, you’re likely focusing on the problem. And when you go into gratitude, it has a shift in perception, and it takes you from focusing on the problem to now focusing on the solution. And that’s when, when you get into gratitude and alpha brainwaves, you now are in inspired thought, and that’s when one of these solutions inspired thoughts pops into your mind for what you can do. And you get really excited about I’m just going to read another little line here from some of the research. Um, scientists have discovered that feelings of gratitude can actually change your brain. So they’re measuring things and seeing the brain structure changes, synopsis that fire together wire together, and feeling gratitude can also be a great tool for overcoming depression and anxiety, more important now than ever.

Right? Furthermore scientists have discovered that the heart sends signals to the brain, your thoughts and feelings of gratitude create a physiological response in your body. So if you want to feel happy, practice joy and gratitude. If you want to feel happy, practice joining gratitude, it’s not going to be this relationship. Or when you make this so much money or you have this health, that’s going to make you happy. It is an internal experience. And remember, it’s not happiness. That brings us gratitude is gratitude. That brings us happiness. And so if you practice a daily, um, basically if you cannot feel gratitude, you cannot be happy. You can not feel happy. And so the idea of practicing gratitude daily is, um, you revisiting the past 24 hours and some people will find this a challenge by the way, but that’s okay. That’s just showing you that you’re not practiced at gratitude. And it’s taken a little bit of effort to get those wires to fire, right? Those synapses to fire. Last little piece from this research in short practicing gratitude seems to kick off a helpful self perpetuating cycle in your brain, perfect momentum, right? Counting your blessings now makes it easier to notice and count them later. And the more good you senior life, the happier, more successful your life becomes.

So in Shawn anchor’s book, he’s an author on the happiness advantage. He talks about a study where they take people that are basically, um, uh, you know, think of negative and positive. Um, people I’m losing the thought of the word. That’s not the word that he used in the book. Um, but it just, I just lost my head and normally it does it, but it, it, it will be okay still with the exercise that we’re going to do. So he has two groups of people, um, and one group, um, they’re, uh, both groups actually are asked to count how many images they see in the magazine and it’s timed. And this was a magazine made for the study. And what they notice is the, um, people that, um, I’m going to call it negative again, negative thinking, right? Things don’t go well for the victim thinking versus the people that are lucky enough, good things happen to them.

Um, the ones that were in the negative thinking group, they took longer to complete the exercise, then the positive mindset group. And that’s not the terms of use by the way, but it will work for what we’re doing. Now. What was interesting is they all had identical. So what’s the time difference. And in each magazine, there was an image and right under the first image, it said, um, if you’re reading this to finish this exercise, now go to the second to last page. And so on the second to last page, it said, show this line to the supervisor and collect $250. So these people would look at the picture, read this, flip it and hand it in. But there was a whole group of people that went picture, missed it, picture, picture, picture, and it took longer. This is that idea that I mentioned about seeing your make and model of the car on the road, where the mind goes, the chief follows what you focus on, becomes a reality.

There’s only so much information. The conscious mind can take five to seven bits of information. Your subconscious is a supercomputer. And so if you’re in that negative mindset, it’s only going to percolate up to you. That’s matching what you want. Like when you’re looking for that car, all of a sudden, you’re now noticing that car. So if you are of a positive mindset, that gratitude, you start to see more opportunities. They saw that line right away and were able to collect $250 by completing the exercise quickly where the other group were not able to read that line. They opportunities are always there. It’s there for everybody. So what’s the difference. The difference is what have you put your focus on? And gratitude is a way to start focusing on opportunity and what’s going well in your life. And when you do that, you start to notice more. And because you were experiencing that, it’s an inner experience. You’re enjoying life. And they’ve shown that it’s happy people that become successful. It’s not successful. People become happy, happy people become successful.

And there’s that quote, successful. People are happy, happy people are successful. We often think if I get this, then I’ll be happy. And that is not how it works. Pleasure is temporary success. That kind of success, material successes, pleasure is, is only temporary. And it puts you in a vulnerable state as well, because you’re always needing an external environment to be a certain way for you to feel a certain way. And in conscious work, this is about inner work and that you’re feeling good despite the external environment. So that’s a skill. Can you deny the five senses and what’s happening now, um, and bring up that feelings of joy and like attracts like, and this is how happy people do become successful. So happiness is more about the joy and striving for your potential than the actual end result. So enjoy the journey versus focusing on the destination idea.

So it really is less about the external world. I’m John anchor, again, the happiness advantage and before happiness, it was two books. Uh, one of the studies that he looked at is they looked at wanting to raise success rates and happy, uh, when you try to raise success rates. So in corporations that try to raise success rates. So profit margins, um, revenue, you know, on the material side, they saw happiness would flat line, but yet when they raised happiness inside these organizations, success would rise dramatically, educational and financial. And so again, happy people become successful in same thing for your organizations, happy organizations become successful.

So it’s a cause and effect. And we can take this from a Newtonian level to a quantum level. So on the Newtonian level cause and effect, we are using the external environment to make ourselves feel gratitude. So we’re looking at what has happened. So in that gap, minding the gap exercise, we’re looking behind us and in the last 24 hours, what can I be grateful for? Um, that’s cause and effect, and that’s on a Newtonian level and it’s very beneficial. And that’s where the research is has been done on the causing effect is kind of a quantum idea where you’re starting to feel gratitude in advance of what you desire and want before it’s actually manifested. And this is more beyond the scope of our discussion today. Um, but in that quantum level, you are now, um, using your imagination to create what you want in your life and you’re causing the effect.

And so, you know, um, to, you know, to, if you want to be healthy, then start to feel whole and complete, right? If you want to be happy, then start to feel joy and gratitude in advance of what you see physically, right? And so that’s causing the effect and that’s a quantum level idea that people talk of and that I love. And that’s more on a manifestation level. And today we’re really focusing on cause and effect where you’re looking at, what you can be grateful for, what I invite you to do now, while you’re listening to this, this is really simple. Um, but I would invite you to take a moment and write down three things that you’re grateful for. Oh, this was the part I, you know, it’s, I’m going to share this now. Cause I didn’t add this to the slide with the Shawn Achor lecture, um, research that he talks about, where they looked at those two groups of people where they looked at the magazine, this is very key.

So I’m glad I remembering this. Now it kinda ties it in together. So a quick, quick summary in that study, one group took much longer than the other because they missed it where it said, go to the supervisor and collect two 50. They miss that opportunity and just focused on the pictures. What they did is they took the pessimist. That was what it was pessimists and optimists. That’s how they kind of define the groups. So they took the pessimist group and they got them to write down for 21 days, three things that they can be grateful for three original things. And so every day they would write, not think, but write down three things that they be grateful for. And what they notice is not only did they see changes in the brain structure, so the brain wired differently, but these people started to feel more optimistic and start to notice more good things happening in their life that like attracts like, and so this is something that can be learned.

So wherever you’re at now, I would suggest, and I do this for my patients all the time. I suggest a gratitude practice. I’m going to actually tell you what I do is I recommend and a really nice book. So I buy more of the expensive books, too, a nice leather bound book. This one has like a strap to it. So if you can see that, so some people do a little hill Roy, but I do it on a nice binder because these are your gratitude, your, your joy, uh, books. So it’s, it’s precious. I’m giving it the respect, right? It’s precious. So it’s in a nice expensive book. And each day I write three original. Now the key to this is to take your time, write something you’re grateful for. What’s gone well in the last 24 hours or more. And write that down and allow yourself to feel the gratitude.

It’s the feeling that’s key. If you just write three things down, but you don’t bring up the feelings of gratitude. It won’t be very beneficial. That feeling is chemistry and the body feelings are chemistry, right? And so, and this has an effect on your electrical and hormonal nervous system, right? And so you want to bring up the feelings of gratitude. This is key. And if you have something that every time you think about it, it brings gratitude. You’re a welcome to write that down each day, but now you need four things because it has to be three original each day. So if you want to carry something forward or more than one thing forward, that is fine, but you need three original things. Now what happens if it’s difficult, then be grateful that it’s difficult because if it, if you were super great at it and you’re still suffering, um, that’s unfortunate, right?

Because what else can we do? And there’s lots of we can do if you’re finding it difficult, that is feedback that you don’t have that wiring for gratitude, because if it’s wired, it’s instant, it’s easy. Like you can just bang, bang, bang, and really feel it. Then, you know, it’s worried. Cause that subconscious is like a super fast super computer. So it would be easy and fast. If it’s not easy, then you are now building those synapses. Right? So time you think about it, you’re wiring your brain differently. Like we saw in that study that Shawn anchor quotes in his book, they noticed after 21 days that the brain changed and they felt more optimistic. They noticed more gratitude. They were experiencing more joy in their life. And so write three things down. I recommend an a, an, a book, the research didn’t do it based.

You do it in your head. They didn’t do it on your iPhone notepad, um, or on a sticky note. Um, I recommend a nice book and sometimes I sit back and I reread these things. I go back and I reread, um, what I put for gratitude. And I kind of have two practices, the Newtonian one where I look at what I’m grateful for in my life. And then the quantum level of cause and effect. I share to be grateful for things that have not manifested yet, but I believe we’re going to her. I’m convincing myself. They’re going to start to really imagine and dream that. And gratitude is powerful because gratitude is a form of receivership. When you are thankful when you were receiving something, um, or have received something you’re grateful, you’re thankful. So gratitude puts you in that, to that receiver, um, state.

Um, and that’s kind of basically what I want to share about how to stay out of the gap in today’s world, um, with the media and social media usually bombarding you with unfortunately negative thought patterns. Um, it’s really important for your mental health to develop practices like meditation and daily gratitude to really calm that nervous system, to take you from that high beta stress and anxiety and overwhelm into that alpha detach relaxation, right? To take you from that sympathetic fight or flight survival mode into parasympathetic, the rest and digest, um, system and your body will thank you for it. And these are just really simple mind hacks. So gratitude helps you stand in the gap by thinking about what has gone well in the last 24 hours is still healthy and okay to have to be looking into the horizon. It’s great to dream big.

Um, two things I would add to that, remember to keep looking where you’ve come from. That’s key. Otherwise it’s easy to fall into this gap of frustration and lack of confidence and depression and, um, causing effect, not only having the horizon, these big goals, but taking time to imagine, to meditate, to dream what it would be like if it was fulfilled now not thinking how you’re going to do that. I didn’t say that. Just thinking if it was happening now, what your dream is, if it actually has occurred, what would be different? How would you feel? How would you behave? How would you act? And you’re training your body, your autonomic nervous system, which I understand to believe is your subconscious system. Um, you’re training it and it now has that expectation. And then these opportunities start to show up in your life to help you materialize that in the physical plane here.

So thank you again for tuning in. Um, if you like these kind of topics and talks, I suggest you check out my book missing the point and, um, you can check out my website, um, Lorne brown.com. It has links to, um, where to get my book. It has links to my website that I found in healthy seminars where you can great, great con continued education for PDA and use. It also has, um, uh, a library there of our past 10 years of lectures and links to my clinic. So you can check all that out. And I want you to know the next week you want to tune into, to the point with AAC. Cause we got Jeffrey Grossman from acupuncture, media works, and he always has great business pearls to help you grow your practice. Thank you for listening. And I’d love to hear your feedback in the chat.


Chiang-AACBrown07212021 Thumb

TCM Infertility, Pain and Overall Wellness Geek-Out Session



However, the focus really is going to be on clinical and why it’s important to just keep learning and how neuroanatomy can advance your practice.

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.

Again, thanks to the AAC, um, for inviting me to be part of their, uh, To The Point show. And my name is Lorne Brown. I’m a CPA, a charter accountant. I’m also a doctor of traditional Chinese medicine in Vancouver, BC, Canada, and I’m also trained in laser therapy and, uh, I run healthy seminars and today we’re going to have a special guest. Um, my colleague and friend Poney Chiang, um, Poney is an acupuncturist as well. Um, he’s a neuro Meridian and neuro anatomy expert. And so he’s been teaching on healthy seminars so we can understand the neuroanatomy and neuroscience of acupuncture, both the classical and mainstream. And we had a geek-out session. So Poney and I had a Geekout session a couple of weeks ago, and we decided to share this with you, and I’m going to tie this into practice management. However, the focus really is going to be on clinical and why it’s important to just keep learning and how neuroanatomy can advance your practice.

And so again, I want to thank Poney for joining me today. Um, and there he is great to have you here and we’re going to, we’re going to geek out again. What I want to share with you is low-level laser therapy for fertility, and I’m going to give you a very short version story, but this has been my focus. I think I’m one of their early adopters outside of Japan using laser for fertility. And I do combine it with acupuncture. Um, and the reason, um, I started doing this was I came across a paper, um, where a medical doctor, Dr sure. Out of Japan, um, he, he he’s a pain specialist and he would treat people for pain. And he had this technique, which is later, um, been dubbed the Oshiro technique or the proximal priority technique. And he did a lot of work around the neck area.

And, um, he would always treat this first, before he treated the local area where there was pain. And in the story, the true story that happened here is he was treating a woman who was 55 years of age with menopause for back pain. And so he would do this proximal treatment. Um, the purpose is to create blood flow everywhere because if you increase blood flow everywhere, it would go to the toe and you’d go to the back and this would help with the healing. And so he did this technique with her and lo and behold, not only did he resolve her vaccine, but her cycle returned, uh, she wasn’t happy about that. And he thought it was a, one-off go see your OB GYN, cause it could be something serious. Well, within the calendar year, he was treated another woman in menopause for back pain.

Her period came back. So what they decided to do in his, at the hospital is they did a very small pilot of about 74 women that were translating to English as severe infertility average age, 39, several years of infertility, um, many cycles of art assisted reproductive techniques. And about 23% of them became pregnant. And over 60% had a live birth rate. And this is from a very poor prognosis group. And then they expanded that study to 701 women and 23% got pregnant, 50% got it, had a live birth. And his thinking was the reason these women had an improvement in their fertility is when doing this technique around the neck. Um, it created a parasympathetic response, which they were able to measure using thermal photography and other lab tests. Um, it would increase blood flow everywhere, including blood flow to the ovaries and more blood and circulation to the ovaries, better follicular Genesis, and lo and behold.

This was the reasoning why they thought the improve the fertility in these women. So I had been working on my protocol and I’ve spoken to practitioners around the world that are experts in laser therapy and treating fertility. Some that are treating the endometriosis and they’re doing stuff around the neck. They’re doing stuff locally on the abdomen. There’s doing stuff on the sacrum as do I. And I wanted to know why for a couple of reasons, one is it’s important to communicate to the patients how this will benefit them. And also the, the, uh, IVF doctors I work with. They want to understand this from a Western perspective, it’s, they’re not going to learn Chinese medicine. And so it’s important for them to understand that from a Western perspective, here’s the small little practice management tip and then pointing is going to come in and I got some questions for him and we’re going to geek out.

The practice management to appear is because I became well known as an early adopter for laser, for fertility. And because I invested in these machines, just so you know, um, I have several machines machines, each one’s, um, about $25,000 or more. Um, and I invested in these and women before COVID, uh, were flying to my clinic to be treated by this. So it wasn’t something I was expecting, or it would happen, but because I separated or separate myself from the pack, in a sense, I was doing something different. I was doing acupuncture for fertility, but I was bringing in laser for fertility. And I was able to explain from a Western perspective, how this can benefit and become familiar with the papers and share this, this attracted both, um, Western doctors and the public to seek my clinic for these treatments. So here’s the Geeko part because it’s important to know you can’t just buy laser, start doing this.

You want to understand how to use it so you can keep using it better and patients have questions. And so we have doctors, you got to explain it. So if pony can come back on here, pony, I got some questions for you. They talk about this parasympathetic response and, um, for acupuncture. So I’m going share with you. They talk about the anatomical features, but what they did is they did points in the nuclear, the also pity area. So do 15 bladder, 10 gallbladder, 20 area. They did stuff to, to reach the vertebral artery. So gel 17, um, they did the carotid stomach nine, 10, and they wanted to hit a feature called this Dalai ganglia, stomach 11. And can you explain to us in pony, how is this? Cause this is something we could use on all of our patients. If it’s going to bring chief flow everywhere, um, specifically also for fertility, can you explain then why these points stomach 11, 9, 10 do 15. How is this going to engage a parasympathetic response and increased blood flow everywhere, including the reproductive system?

Sure. Uh, if we can have the slides, please would make it easier for us to explain. So when you’re doing points, um, on the occipital area, um, or looking at points at gallbladder 20 blurred, 10 points in this area are actually where, as you know, the cervical portion of the trapezius muscle goes there, you might not know about cervicogenic headache. Ty traps can give you headaches, right? But the attribute this muscle is interesting is that as the muscle innovated by a cranial nerve 11 spinal accessory nerve. And so when you put a needle in trapezius muscle, including points that Goldberg 20 bladder, 10, even Goldberg 21, um, you are stimulating the spinal accessory nerve. We used to think that spinal accessory nerve is truly a motor nerve, but now we know that it’s actually sensory and motor. So what that means is that as an African bring information back to the brainstem, back to the nucleus of this cranial nerve 11, and what’s interesting is that quite another 11th nucleus is right adjacent to the cranial nerve 10 nucleus, which is a Vegas nerve.

So it is known that there’s new Peters have interactions with each other. So this is why simply needing points that GABA are $20 21. Anything that is supplied by the spinal accessory nerve will have effect from the cranial 11 nerve nucleus to the or 10 biggest nucleus. And as you know, Vegas, 90% of the body’s parasympathetic response. So we can easily explain how points in the back of the neck can achieve this increase in parasympathetic state and therefore more profusion to all the glands and organs of the body. Now ask for points in the front. Um, uh, while you’re looking at here in the dissection picture, uh, it’s got the throw in the south big is all removed and D these long, um, cell tissues that the, um, the probes are supporting or raising, it’s called a, it’s called a cervical sympathetic ganglion. So, um, uh, if you look at the diagram on the, on the bottom, you’ll see there’s actually three cervical sympathetic ganglia superior, cervical, middle cervical, and thoracic also know as the Stella, as an a star.

So, interesting thing is that every single one is Ganga are actually an acupuncture point. That’s already been passed down to it by ancient acupuncture or ancient acupuncture anonymous. And when we stimulate these points, if we can look at the Sutton, the next slide, please, there are correspondence like given to us in terms of the point. And the exact ganglion does involve without going into way too much detail. Okay. But you should want to gangs are actually supplied nerves to the heart, the cardiac. So they each one of these gangs individually and collectively supply the cardiac nerve that controls the contraction. So if you are modulating this, you are improving cardiac output. Therefore it’s an increased blood flow to everywhere in the body. So this is likely how the Ashira protocol was able to, to, you know, inadvertently increased fertility, you know, even though the focus in our neck, but because it’s affecting the civic center Ganga, which is known to control the, the, um, the heart rate, it’s increasing cardiac output, which gives you blood everywhere, including reproductive organs.

Brilliant. And thank you for that. And this is, so this is why I think, because it’s on the parasympathetic, I think of cheapo like liver cheese stagnation would become tight and constricted and that’s authentic. And when you’re in parasympathetic that she’s flowing freely, which is probably why most of the research, the women 38 and under seem to be benefiting most from laser fertility, because they’re the cheese stagnation type. And once you get into the 38, plus we’re probably getting more into the kidney in, in young deficiency. And, um, maybe we’re not able to, um, with the laser therapy do enough for them. And so this is my working theory. I think a lot of the women we’re seeing that we’re helping have a form of stagnation in Stacy’s. The laser therapy has other benefits, too. It helps regulate inflammation. Doesn’t Al not only just increased blood flow and it does help improve the mitochondria functions.

So there’s all these benefits back to our neuroanatomy. So myself included, a lot of people started wanting to put the lasers closer to the ovaries, but in the laser world, um, red and infrared light, it’s really difficult to get that kind of light to the ovaries in the Oshiro group. They did the neck and they also did a point near when 12, they didn’t say why I was thinking, they’re trying to hit the ovarian artery because it kind of comes off the aortic arch near there. But you’re telling me from a neuro anatomy perspective, there’s a different level. And, um, can you tell me why there might’ve been benefit from then doing the, the red 12? Is there any reflex points or anything happening in the abdomen that we’d want to target and before you go, they’re pointing. I just want to share that where we’re at today is we want to do the approximal points.

We want to get the blood flow. We want to hit some lymph nodes that are feeding the abdominal area. And I want to talk about the lotto gene, a lot of non Chinese medicine, trained, um, laser therapists, um, always treat the nerve roots coming out that are innovating the area they want to effect. So this is kind of what I want to cover with you today from a neuro anatomy, neuro Murray and acupuncture specialty, what are we doing from a Chinese medicine and Western perspective? So is there any benefit doing something locally that’s going to help, um, with the ovarian function and uterine receptivity, keeping in mind when we talk about the needle or the laser, the laser is not going to reach therapeutic level. It’s unlikely. It’s going to reach the ovaries and you’re not going to put a needle in the ovaries, right? You don’t want to do that. So, so what is happening here? What are we doing when we do these lower abdominal points that can be impacting the reproductive system, or were they just having happy thoughts? And there is no real benefit from the run 12

Area. Uh, if we can have this slide with the sympathetic and parasympathetic, uh, innovations of the spine. Um, so while we get that ready, let me just explain that. Um, in Chinese medicine, we’re talking about ying and yang, visual, Oregon in Western medicine to have a similar and how we try to achieve healthy balance in Western medicine has similar notion of homeostasis where you’re trying to balance the parasympathetic and sympathetic nervous system. Yes, that’s the mind. And so it’s, to me, they’re very analogous concepts in Eastern medicine, and we’re trying to balance any, obviously Oregon in Western medicine, we’re trying to achieve sympathetic comparison, like balancing short and, and, and the other student is that each organ has both sympathetic and Paris, the next innovation. And they both do their job to encourage ensure optimal function of each Oregon. So if I can draw your attention to the left side of this diagram, what you’re seeing here is the spinal cord. And those little dots are horizontal lines that are coming out from the blue dots. And the blue lines represent parts of the sympathetic chain, which is, as you may recall from square thoracic or lumbar. So it’s [inaudible].

And so when you look at where those nerves go to, they go to various types of, of, uh, uh, plexus in gangland then, which then subsequently control the blood flow to various organs. So, um, as you know, a lot of the, the, um, uh, fertility related points, um, um, uh, they took on shirt for on the actual point, um, stomach 29, which was supposed to mean gray line is returning the period, right? So these points are located in the lower pelvic area. So where, um, so how can we account for this based on this, um, understanding of the sympathetic person and never system, if I can draw your attention. And if we really hone in to the very, very bottom blue nerve on the left side, it’s called a lumbar spine secondary. And, and, uh, so if you have a laser there, right there, perfect.

And you can see that, uh, from there there’s one more pink, red color that comes out, it’s called a hypogastric plexus, right? And then if you look at the very, very bottom word in the gray box, it says reproductive organs. So that means that if we can trace the report organs, blood flow to the hypogastric plexus, which by tracing one level up to the lumbar spine CIC nerve, and then back to level L one L two. So if we look at the points that are in that area, it’s going to share in stomach 29th. And, and it’s only Tanya that if you look at the indication though, I have to do with, with fertility, with men seas, with reproduction. So we can explain that because those points in that area are exactly Lyn 12 region of the, of the, of the dermatome. So by, by putting nerves there, we are having what’s called reflexive effect.

The needle stimulate T 12 L one nerves, which travels back to the spine. Does these nerves wrap around from the spine around to the interior as aspect of the body, does the Afrin sensation and back to the spine and reaches is corresponding T 12 L one segment. Now each second, each second response has sensory motor, as well as sympathetic, um, uh, types of innovation. So we call this reflex effect. Once the Afrin reaches a segment, it was sent information to the corresponding autonomic levels, which in this case are digs, precise, autonomic levels of the, of the body that controls the, uh, cemetery output or the blood flow to these reproductive organs. So it is by, it seems that we’re affecting and locally, we are, we are in tenders that were needing over the ovaries for example, but the information is going back to the spine and then the spine, um, passes it through the sympathy, Oregon, which then sends it back into the Oregon. It’s effecting it’s instantaneous, but it has undergone a complete full stroke. It, but it happens so fast that it’s, it seems as if there’s an immediate effect. And

So, um, when you’re the, whether this spinal segment segments that are innervating the ovaries and cause, um, I’ve heard also in some of the literature I looked at, they were talking about like T nine T 10 and T 11 innovate, the old reason, S one S two more for the uterus. When you mentioned stomach 29 and Z gong, you’re saying that’s more like T 12 L one. And we, when we did get go, you did say there’s like a Christmas tree effect. So when you’re needing below, you’re still getting a lot of these or lasering. You’re getting those above, but can you just clarify what you’re seeing there? What’s from this diagram, what’s innovating the old reason what’s innovating the uterus from the spinal second.

Okay. So if you were to, to, uh, look at the Y to Jaggi points or the, uh, the back shoe points along the spine, um, re recall what we were about the sympathetic chain is [inaudible] right. So all two of bring us to 2023 level and our be 20, 22 levels. I say bladder 2023 level is two. And then bladder 22 is our one. So, um, now we’re talking about what’s called the dorsal Ramiah of the spinal nerve, as opposed to the veterinary. And I, when we were talking about needing the pelvic area, those are the parts of the spine of that came forward. They call the interior Mr. Ventura, but there are ones that go back to integrate the muscles around the spine. And those fellow doors are in mind. So if you needle L one L two, which happens to be bladder bladder 22, 20 23, and these are the points that we would use anyway, because there can use reproduction in Chinese medicine, right? Actually, probably that you need to read it by KMS, but if you need, at that level, you are still at L one and L two. So the same simplest reflux applies. It’s just that now it’s happening through the posterior branch as opposed to the ventral branch, but at the same permission will ultimately go back to the same segment, L one L two and then cross into the sympathetic, uh, aspect of the, of our body. So

Again, beautiful Chinese medicine that we have, the front middle and the back shoes. If somebody is facing, we can treat anterior, we can do the Z gong and stomach 28 are still make 29 points and have that reproductive effect at the point say, or if we’re treating them face down, we can do the back Shu point, like we know for a kidney for reproduction. Um, and again, same segments so we can dress it, both sides. So the Chinese medicine approach understood this 2000 years ago. And now with neuroanatomy, we can explain why you can do it face up or face down, and you’re still having that effect. Am I, if I’m understanding

You correctly? Absolutely. And there’s this one tiny, tiny bit I can add to that is that we’ve been talking a lot about what’s going on to lifestyle as a slide today. Let’s take a look at the right side of the slide, which is a parasympathetic. So it, um, ultimately when we need all yes. If, if we can just focus on the sacrum area on the, on the bottom where the black two black lines coming out. Yeah. Or that area right there. So oftentimes I get asked, um, you know, if you’re stimulating a SIM and say, isn’t it that gonna reduce blood flow and, um, and, uh, uh, we only want to stimulate the parasympathetic that that is correct. But what we do know from a lot of studies in acupuncture is that, um, uh, the ultimate net gain effect that acupuncture is parasympathetic. It, even though it’s limit points are supposed to more sympathetic is a very short transient effect.

It’s almost like the body knows that, oh, I’m feeling more sympathetic. Now I can activate my own homeostatic mechanism to go towards parasympathetic. So the end result will always be parasympathetic. So you can think of it as using the young, to treat a year in Chinese medicine kind of concept. Okay. Obviously they are obviously see within each other. So inseparable concepts. Now let’s take a look about a, the Paris Stemmet idea. We would need a formula that directly. So those are your, your, your, um, your secret for MRR points, but our 31 32 33. So if you look at the bottom, uh, of the right side of the, this fixture, um, you’ll, you’ll see that these, um, these nerves also supply the reproductive organs, right? You see that there’s college coming up from there, from the black lines on there, right? It’s not just a red lines on the left.

That would mean that we put our origin as well. So just, if you want to be super finicky, theoretically speaking, or anatomically speaking, it’s only as two and three and onwards would have the effect. So that means [inaudible] or bladder 31 is not as important here. So if you have the ability to palpate the real for a minute and try to put the needle into that for, to affect those points, you want to target as to it onwards. So if we can have the very first slide, we can jump to the very beginning, we get it, we get a sort of inside out view. There it is. The inside our view of what happens in the sacred and the inside. And you see all those nerves and all the blood vessels over there, they actually communicate with each other. So when you put a needle into [inaudible], we are increasing the parasympathetic control of the pelvic organs and blood flow directly.

Now you may look at this and realize that, oh, this is kind of like the Sonic nerve, right? These nerves become the side nerve NSI. And it goes all the way down to the back of the thigh, into the lower leg, even down to the foot area. And what’s the point that’s most commonly associated gynecology in all the Chinese medicine, spleen six, right? As many as six lies exactly on the site, Agner trajectory. So even though you may not be needing the second directly by noodling spinning six, you are liking kneeling in the sacrum indirectly. What’s the message comes back to you because the sciatic nerve is, um, as, um, uh, alpha syn two segments. So crosses these these segments so that you will have a direct impact on the blood flow to of the, of the pelvic organs, reproductive organs, your genital organs, and so on and so forth.

So these things that we learned from, from traditional indications that passed down, there’s absolutely no reason to doubt they do what they say they do. It’s just that we don’t have the understanding to catch up with these information. But, but, uh, another thing is that if you understand this new anatomy, then you can actually create more points. So points like, can you four, can you, five are all derivatives the Stagner and, and, and you can see why they will also potentially be very effective for treating fertility issues and you can create your own protocol. So once you understand the new UNM, I remember

When we had our offline geek-out session, you’re sharing how spleen six, the nerves, a little bit deeper, but easier to reach it, like kidney three or kidney six, because of this reflex point. That’s what you’re talking about now.

Yes. So the, the, the, the part that say that reaches that immediate aspect, the ankle is called the posterior tibial nerve. So if you go through Spain stage, they actually got to pass through a muscle called the Fetzer digitorum muscle, you know, to get to the dinner. But if you go a little more distant with when the nerve becomes more superficial about, at the level of CUNY 3, 4, 5, 6, those points you can think of it as, like, can you say X four or more for year and aspect, right. Can you three for CI aspect, those points are still derivatives of the sagging there. So the message was still go back to the, to the S two S level two to improve circulation of that pelvic pelvic organs. So there’s no re ne no reason why you can, it cannot add another level of TCM on top of that heel. How do you decide within Spain six or seven spins three? You know, they are all Threadless. I never anatomic issue at work, but, you know, six might have more yin indications or is three might have other indications, you know, or you want to use a more of a, a low point. Like, can you afford, for example, so you can, how they’re actually not mutually exclusive. You can actually refine it further with, with a TCM lens on top of it.

And this is why, um, I like studying with pony and why I recommend pony. Um, I remember one of your course on healthy seminars, you’re talking about these nerve roots and having this discussion about the sympathetic and parasympathetic and how you mentioned you’re reaching the sympathetic, but it has this parasympathetic effect, because I think you were mentioning, there’s like three that were coming out from the dorsal root. Um, you reached the more superficial one, but when you reach that superficial one, they’re like their siblings, they’re all affected. And therefore you’re getting that parasympathetic as well. That’s right. And so, um, tying this together then, um, I just want to share with you that, uh, the Chinese medicine aspect of it, it just blows my mind still how brilliant it is because we’re choosing points based on a different paradigm. However, in modern times with this incredible technology, it is explaining it is validating these points.

And I know some of my colleagues are purists and they don’t want to know anything about the west. And I like to know as much as I can about both. Um, because as you’ve shared, it can help direct your treatment in choosing your points. And what’s really valuable in clinical practice is my patients and the doctors. I work with the medical doctors. Um, they’re not going to understand the back Shu point for the kidney, but they want to understand how this nerve root is going to innovate the old reason. If I do this, we know there’s a parasympathetic response, which brings more blood flow there or activates this organ. That’s important to them. And so this is why I highly recommend the integrative approach. It does not mean forget about what you’ve learned and forget it, what acupuncture. It really is going deep into the classical and going deep into neuroanatomy, but with a trained acupuncturist, like pony Chung, because you pay tribute to both medicines, you don’t dismiss one or the other, and you’re constantly the two which helps with clinic, you know, myself.

Um, I’ve invested, it’s almost embarrassing. I was looking, I have over $260,000 in lasers in my clinic now we’re, we have many practitioners, so patients want it. So we need to have these lasers. And I don’t know how many thousands of hours I’ve invested so I can keep, um, modifying how I do it. So I can be individualized and improve our, our approach. And as you can see, I’m talking to people like pony. We did this conversation, a version of this offline. And then I just said, you know what? This was so fantastic for me. I want to share this with everybody. And so this is why we came on and did a mini version of what we did already, because I think this is really beneficial. And so my message here is not to be scared of other things like laser therapy. It’s incredible how it’s transforming my practice.

I use both the acupuncture and the laser in my practice for fertility. Um, and so that’s been valuable. It’s made patients, um, want to, um, come to my practice for these treatments. And I keep learning and talking to people like pony, um, cause it gives you the confidence and the key is to be able to communicate why you’re doing what you’re doing. And so I’m not suggesting that you just violate her and start to do it. Um, just like you wouldn’t want somebody just to do a weekend acupuncture course and start doing acupuncture on people. You do want to under, you want to get good quality lasers and you really want to understand what you’re doing so you can play with your protocol. I have to give another big, thank you to pony again, for the cadaver work you’ve been doing. And just the deep dive you’re doing in neuro Meridian acupuncture. Um, and, and bringing this to the masses again, you can study with pony on healthy seminars.com, um, and a big thank you to the American acupuncture council for inviting me to host this show. I want to let you know that your speaker next week will be Poney, Poney Chiang also hosts a show on the AAC. So tune into the ACC and you can listen to Poney Chiang and hear what he’s going to talk about on his show. Uh, thank you all very much and Poney, Thank You. Have PTT anytime. All right, till next time