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Getting Paid the Top Fees You Deserve – Lorne Brown



And I wanted to share with you today the idea around how to attract patients who are open and willing to pay your fees.

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 wanna thank the AAC for this opportunity to share with you my colleagues. My name’s Lorne Brown doctor of Traditional Chinese Medicine. I have a practice in Vancouver, BC Canada. I’m also a cpa. I’m the founder of Healthy Seminar. And the author of missing the point on why acupuncturists fail and what they need to know to succeed.

And I wanted to share with you today the idea around how to attract patients who are open and willing to pay your fees. And I. I’m preparing this for you guys, and it’s not like a full on lecture. I got notes in front of me. So to be fully transparent I have these ideas and I always come from the idea, or I’ve heard the idea that those that cannot do will teach right.

and I like to do I think of myself as somebody who does and once in a while teaches. And so I’m not a professional teacher, but I think I’m okay enough that I can convey some important pearls for you to help you in your clinical and business practice. So the topic today is how to track patients willing to pay your fees.

And I do know that there are patients out there. There are people out there who are willing to pay your. And the question is how do we track those? Because it’s a drain energetically. When somebody comes to your practice and they are complaining about your rates, or complaining about how often they’re told to come in, and I know for myself, and I can share that I know this for you, that when a patient comes in and they’re excited to see you, and when they leave with real gratitude that they really appreci.

The treatment that you just provided. And they don’t balk at your fees. They don’t complain about your fees. It feels good. And wouldn’t it be nice to fill your practice with those patients? And so this is what I wanna share with you the concepts around that. What does it mean when a patient tells you that?

They would like to comfort your treatments, but they can’t afford your fees. I’m sure you’ve heard this before. I’ll tell you how I interpret it. I interpreted that they are saying that first of all, they’re being nice. They’re nice. They don’t wanna hurt my feelings. So the first part is I really want to come for treatment.

That’s probably a bit of a lie. They’re just being kind. I’m in Canada, so we like to be kind , and so that’s just them being nice. what they’re saying between the lines when they say, I would like to come for your treatments, but they can’t afford your fees, is you have not communicated to me that your treatments are valuable enough for me to make that hour in my day and pay that fee.

That’s really what they’re saying because when people want something and in their heart believe that you are the solution that you can help. , they show up and they pay for it. And so I take it as it was my responsibility most of the time that I haven’t communicated it properly to them that The value of what I’m offering or how it can benefit, how they can benefit from it.

So the message here is we have to create value for our patients. And just so you know, the value. Is not how many years you went to school. That doesn’t create value for your patients. That’s not gonna make them want to come or pay your fees. How much school debt you have, that’s not gonna make them want to pay your fees either.

It is about perceived value and so they have to perceive that what you’re offering is the solution to the problem. And you have to be able to communicate that and that perceived values what’s gonna have them want to come and see you at their clinic. And I’m gonna share with you. A couple of stories here as well, but I wanted to let you know that if you’re selling acupuncture, then you are a commodity, meaning you’re, there’s nothing unique or special about you.

You’re a commodity and you are competing based on price, and so you need to be the same price or lower price than the other acupuncture commodities in your area in order to track patients. So I don’t see myself as an acupuncturist. I’m not dogmatic about it. It is a medicine that I practice that I’m trained in.

I’m trained in clinical hypnotherapy as well and other modalities. It’s about being patient center focused versus doctor center focus focused. So although I do really love acupuncture and I’m passionate about it, that doesn’t mean my patients are what they want. Is a solution. They want resolution to their problem.

They want to feel good mentally and physically, and if you tell them to drink orange juice and stand in one foot and go in circles three times a day for a week, and you have research or anecdotal evidence that works, they will do that. So they’re not coming for acupuncture. They’re coming for what the acupuncture provides.

but they don’t necessarily care or need it to be the acupuncture as long as they have that transformation. So your patients are looking for a transformation and there’s a great marketing book by , Donald Miller, I think it’s his name’s, Donald Miller. And he really puts it in a nice way. He puts it in a really clear way where the patient is the hero and you, the doctor or the guy and the patient is looking for a transformation.

And I’ve said this in my book and in my lectures in the past that. We wanna be patient centered versus doctor centric. And when you’re patient-centric, you’re focusing on them, their transformation, you’re gonna help them have the transformation, you’re the support, the guide to help ’em have that transformation.

When you’re customer, when you’re company centric or doctor centric, you’re focusing on you and you’re talking all about your acupuncture and bragging about how great you are, and that’s not gonna be as exciting for your patients. Yes, they do need to know you are the right and best guide. There is something about who you are, but it’s really about how can you make me the patient, have a transformation.

And so if you’re a commodity, if you’re selling acupuncture, then you will have to compete on price. And you do want to find a way to Show them the value. And I can think in our profession, three things that come to mind from you right away. The example is showing a shift on the table. If that patient can have a shift, an experience on the table, then you are going to earn their trust and confidence.

and they will probably want to follow your treatment planning, come see you that once or twice a week for a series of treatments to get that full resolution. And examples of that I can think of on my Healthy Seminars platform that I’ve learned from is practitioners like David Jeweler. He has that palpation based acupuncture courses.

The reason that one is powerful is he teaches you how to do palpation on the table. And find aches or problems that the patient is having, and then choose an acupuncture point based on that, and then go ahead and press that sore spot again, and the patient on the table notices that tenderness is gone.

And so that is quite the shift on the table. Pony Chung. Also unhealthy seminars. He has a style where he puts the needle in. He uses a pointer plus to activate the needle just for a few seconds to show muscle movement. To demonstrate that he has properly located the point. Now this is twofold. One, from the practitioner’s perspective, it lets you know that you actually hit the right point, cuz we always have the right intention when we put in spleen.

We think we got the right sling. Six for that patient. Pony has shown through his research and cadaver work and how acupuncture ties into the peripheral nervous system that you can actually check. To see if you actually got the right point. Get instant feedback and that is impressive for the patient in my practice cuz my fees are higher than anybody else in my practice.

And I have a wait list of two to three months for my practice and people who pay top fees and nobody actually. Complains about it. And after they have their session with me, the first session they book six to 10 follow-ups immediately is the trend. And that’s because they have a shift mentally on the table, mentally, physically.

What I mean by this is I do a lot of conscious work and help people work through fear, shame, guilt, they have physical symptoms, but the emotional symptoms around that as well. And I use my acupuncture laser and my mind body approach through my clinical hypnotherapy training and the training I’ve gotten through Amid OV cause he has a whole series of this unhealthy, using those styled acupuncture in his palpation.

It’s similar to ef FT on the table. Patients in that hour have their tears often come from feeling highly anxious, fearful anger. And on the table, having a full on shift where they feel peace, relief, and often even joy, they’re feeling it physically, viscerally felt sense. And so that shift is where they get that trust and confidence.

So rather than me selling acupuncture, I’m selling my treatment for a major shift and people, and I call that energy psychology with Accu Laser and people come for that. The key that I wanna share with you is I had to invest in myself and and build up my confidence and my experience, and now I’m at a place where patients are coming to my practice and the word of mouth is growing so fast because of what people experience on the table and going.

And so for us as acupuncturists, I think of David Jeweler’s style of acupuncture, that palpation base where on the table patients notice a difference. It’s, you still will need a series of treatments, but it’s nice that they get a shift on the table and pony Chong. And Hamid Monka. So those are three practitioners to start with.

There’s many more that I have trained with and I highly recommend if you’re looking to not be a commodity and give that transformation, and if you can do it on the table, then you can make a big difference. The message I’m sharing here is you want to create value for your patients and to create value means you have to a, believe that you have the value and you have to usually invest in your.

and be able to communicate the value, and they have to perceive that as good value. Just because you took a great course and it costs you a lot of money, that’s not enough. You have to be able to communicate why they’re gonna benefit and they actually have to experience that benefit pretty quickly, usually on that first treatment.

And I’m gonna just give you an example about perceived value, how this works, and tie this back to that early statement where I said, patients say, I wish I could come see you, but I can’t afford you. so many years ago, we introduced low level laser therapy for fertility in my practice at Accu Balance, and we invested in good quality lasers.

Now, there’s a lot of people, as of today’s recording using laser therapy for fertility in a practice, and they’re using laser systems that are a couple hundred to a thousand dollars. My systems were 20,000 to 40,000, so I really invested to get results. and we changed our fee structure for patients when we did this.

So I’ll share with you back then. I’m gonna round up the numbers. Let’s say acupuncture was a was it was $95 a visit back then. It isn’t today. It’s more than that, but it was $95 a visit. And we had patients that joined our laser baby program. And the laser baby program fee was accu combined with laser for one 30, visit twice a week over three.

And many of the people we had seen, ha, who had initial consults with us who said, I can’t afford $95 a week for acupuncture, joined the laser baby program at two 60 a week. So they couldn’t afford 95 a week, but they could afford two 60 a week for three months. What’s going on here? The way we shared the laser fertility and the way we were able to communicate how it could be beneficial in sharing some of the research and some of the anecdotal stuff that’s out there from other people doing it in Japan and Denmark before we were doing it, reached them and they saw the value.

And this is my point where when they say they can’t afford your services, people will find a way to afford something if they see the value, if they can’t afford it. Usually what they’re saying is, I don’t see the. in it. And I knew this already before that because women who and men who said they couldn’t afford our fees would go and spend $20,000 on an IVs treatment much more than my treatment.

And so what is that telling me That they will be willing to spend that money cuz they have a perceived idea that IV. We’ll get them the baby quicker and better than say acupuncture. That’s their perceived perception. So this is why you have to be able to be of value and be able to communicate that value.

And I thought that was an interesting story, right about, just think about it, $95 a week couldn’t afford it, but one 30, twice a week they came and joined those programs. So I thought that was quite, quite interest.

I’m just pulling out my notes here guys, cause I wanna make sure I said everything for you guys and in my practice, just so you know, we have fees for acupuncture and laser and even how we communicate this in our clinic today. At the time of this recording it’s one 10 to have an acupuncture treatment and it’s one 20 to have just a laser acupuncture.

But if you want them together, it’s one 40. So rather than one 10 plus one 20 being two 30 in that same hour, we get acupuncture and laser and they pay one 40. You have to be able to communicate the value and the benefit. Everybody does like a deal. And so rather than coming just for acupuncture, just for laser, get the benefit of them together at a really good rate.

And Probably 60% of our practice is combined laser and acupuncture, and then the other 40% is pretty much just acupuncture. And this is that idea of that perceived value. But I’m sharing here that when they’re getting a deal, you have to do the math sometimes for them.

Acupuncture is one 10, laser is one 20, but rather than paying two, You can have both for one 40, and so you do have to do the math and communicate. If you don’t let them know they’re having a discount, for example, and it doesn’t show on their invoice, then they may not know that they actually got a deal.

So you do need to communicate. That’s the second point I’m really wanting to emphasize here is one is you have to have value and the patient has to perceive the value and they’re not gonna perceive it if you don’t believe it. . So we want integrity and genuinely you believe you have the value. And two is you have to be an excellent communicator to help them see the value and the benefit.

And going back to that book I mentioned by Donald Miller, I didn’t mention the title. He’s got three out there. They’re all similar, so check them out. But the, it’s being patient-centric care. They’re looking for the transformation. You are the guide. Now you need to be a good guide. , but it’s them. That’s the hero that is looking for the transformation.

And again, if you can do that shift on the table, pony Chong, David Jeweler, amid Monk, three excellent practitioners that that you can learn from, where you can learn to get a shift on the table. It will help you with patients finding that trust and confidence and having that transformation to want to continue.

I think that is what I wanted to share. I’m gonna just check my notes here. Going back to my treatment and the fees I pay, I wanna share with you that it’s taking me years and to get to this level of training where I’ve done clinical hypnotherapy, nlp, psych, k Maris, peer rapid transformational therapy.

I just joined Dawson Church’s program. Here’s a transparency idea. Just to let you know, he has this six or nine month online program. And I was looking for transformation. I’m always looking for spiritual evolution and like many of you, I want to heal my shame, my guilt, my imposter syndrome that I sometimes run that doesn’t feel good.

And I saw his program and how it could work, how you can work through shadow work. And that’s something I’m really interested these days. And his program was advertised for like 10,000 US dollars, early bird, 9,000, and. really wanted that transformation, so I wasn’t so stuck on the cost. And that amount of money would hurt.

By the way, that’s not an easy money to spend, but I joined that program. Now I’m getting twofold benefit. I’m getting my own spiritual evolution. I love to continue to do my personal growth, but I’m learning ways to communicate to patients, and I’m learning new tools that I can bring into the treatment room, and I’m pretty aware.

Within six to nine months, I’m gonna raise my fees again because I’ve gotten better at what I do. And as long as I can communicate that to my patients then I expect that they will fo will follow. Now, Dawson’s program isn’t cheap and there’s a lot of people that paid for that program like me, and so he’s got people that are really wanting that transformation and they’re willing to pay that price.

Although you may think your fees are. , the patient is focusing on the result. First, can you be the solution? Are you the person that’s going to help them have that transformation and have that solution? And if they believe that, then they will invest in you first. You need to invest in yourself. . And when you as a practitioner invest in yourself, then the public will be willing to invest in you for their healthcare needs, has been my experience.

So it’s not a, you’re gonna turn this around in 24 hours or in 48 hours? Every two years. I’d like to add a designation to. to me. So every two years I go into a intensive type of program that I like to learn. If you go to healthy seminars.com, you’ll see that we have these mentorship programs on pregnancy, on fertility, on consciousness.

And so these programs are what I partake in sometimes through healthy. I’m doing Dawson Churches programs not on my healthy seminar. So I do pay for these sometimes too, cuz I’m constantly investing in myself and when I see that it’s taking my game to another level and I. I can bring that to my treatment tables and I can communicate it, that’s key.

Where the benefit is, then I’m able to increase my fees as well. And it’s been my experience that when I increase my fees and I believe there’s value there and I know they’re gonna get results and they have that experience early in treatment. There’s not an issue when I raise my fees because I need more fees, but I don’t believe in the.

people fight me over it and it doesn’t work. So I have to take up a relationship and work on those issues around money and me feeling good enough first and really believe it because I believe in energy chi and if I don’t believe that I’m of value and I have and I’m uncomfortable charging the fees I’m charging, that does get put out to the ether.

And you’ll attract people to challenge you cuz you’ll track people to help you work your issues. Those limiting subconscious. . So first you invest in yourself and you take your game to another level. You have to be able to believe that you’re of value. What you do has to transfer to your patient on the table.

They have to have results, and you have to be able to communicate it. For example, when I treat patients, even though they’re coming regularly for certain conditions, I’m telling them why I’m using these points and lasers and herbs. I’m constantly remind. Engaging the placebo maybe? I don’t think of placebo as the negative that it’s inert.

I think of placebo as engaging the innate ability of the human being. The brain is the greatest pharmacy on the planet, and every time I’m explaining how acupuncture is helping them. Regulate inflammation in the immune system, regulate hormones, the hypothalamus, pituitary ovarian access all the things that we’re learning that acupuncture could do from the western medicine perspective.

And I explain the blood flow and what we’re doing, all that is engaging. The healing in the body as well, but it’s also reminding them why they’re coming and the value they’re getting versus just coming and getting needles put in that commodity. Why they don’t know what, why you’re putting a point in spleen six and large intestine four, that doesn’t make sense to them.

Why that may help a digestive issue, for example. They don’t know. And so explaining to them constantly be becoming a great educator, a communicator, a teacher in the treatment room is. . And so that’s of what I wanted to share with you guys. I’m just looking at my notes to see if I left anything out.

I think I have not . Just a few things I wanna mention. I have launched a Conscious Fertility podcast. If you’re looking about that mind body stuff and consciousness, you don’t have to be trying to conceive to enjoy it and to benefit from it. Check out the Conscious Fertility Podcast also on healthy seminars.

I do wanna remind you. That we have lots of on-demand courses where you continue education purposes and check out those mentorship programs that we have. They are super valuable in bringing more value to you that you can take to your practice. And again, contact me if you’re interested in a copy of my book.

Missing The Point. I do want to thank the American Acupuncture Council again for this opportunity to share with you some practice management tips to you, my friends and my colleagues. Thank you very much.


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Mastering Manifestation and Clearing Subconscious blocks


So I thought we would demystify the science behind mastery manifestation and clearing subconscious blocks. So let’s go into that process right now…

Click here to download the transcript.

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

I am so excited to be back. I’m hosting another talk for, To The Point. So thank you again to the AAC for inviting me to host these talks on practice management. My name is Lorne Brown. I’m a doctor of traditional Chinese medicine. I have my practice in Vancouver, BC, Canada. It’s called Acu Balance Wellness Center.

And I’m also an author. I wrote the book missing the point, Why Acupuncturists Fail and What They Need to Know to Succeed. I pulled from my background as a CPA, and that was a past life of mine before I became a Chinese medicine practitioner and shared my clinical experience and business background with my colleagues in that book.

And I’m also the founder of. Healthy seminars, which offers online, continue education for acupuncturists. And I’m here today because I like to share, and I’ve been really focusing on conscious work in my practice in my personal life and in manifestation. So I thought today, our talk which does apply to practice management would be about mastery manifestation and clearing subconscious blocks.

Cause I think our attitude and our mind. Really can affect the outcomes we get in life and there is a science to it. So I thought we would demystify the science behind mastery manifestation and clearing subconscious blocks. So let’s go into that process right now and just look at some of the basic steps that we have here for mastery manifestation.

And what I’ll use first is just a quote from Gandhi where. He says your beliefs become your thoughts. And I’m sharing this quote to let you know that there is a a logical reason why your thoughts create your reality and the manifestation movement and a law of attraction. There’s this idea that your thoughts create your reality.

And so I thought we’d demystify that and put some logic and even science behind that. So in his quote, your beliefs become your thoughts become your words. Your words become your actions. Then your actions become your habits. Your habits become your values and your values become your destiny.

So your destiny is what you manifest in your life. And if we work this backwards, your destiny comes from your habits. And your habits are what you do. The actions that you take on a daily basis, and your actions are always going to be congruent with your beliefs, which are your subconscious programs. And so rather than going to work on the outside world all the time and put that forward.

To try and change. Use matter to change a matter. That’s trying to work on the outside. If we want to change your reality, if you don’t like the way your reality is, then the key here based on this quote and in manifestation practice is to go work on your programs, go work on your beliefs because your beliefs in your programs are always going to be congruent with your actions and over time, your actions, if you do them over and over again, they become habits and these habits become your destiny and your.

So I want to share an example of one of my patients showing manifestation and action, and just to simplify this process, but to see how this can work and how simple this process is really is. So she came to me with her diagnosis of fibromyalgia. Her, she was experiencing her main symptoms that she was experiencing were fatigue, depression, and discomfort pain.

And so I used acupuncture to help induce that relaxation response and as well as some other inductions, I’m also trained as a clinical hypnotherapist. I really love acupuncture and how it helps induce the brain into alpha brainwaves, I believe, or that nervous system it’s that parasympathetic nervous system.

So I do see more of a relaxed state and we had. Remember what it was like when she was healthy before she had fibromyalgia, before she had the diagnosis and she was able to relive in her mind while she was on the table, really re experiencing it as it was happening. Now, what it was like when she was healthy, what it felt like in her body, what our energy was like, what her mood was like.

And then I future paced her five years from today. And so it was five years from today’s date when she was on the table. And I had her imagine as if it was happening now and what would be different, how would she know that she’s healthy and well, and what would be different? And while she’s on the table, she forgotten about her fibromyalgia and she started sharing and truly living that experience of having comfort in her body now, and flexibility and energy and good mood.

And she would walk by in her mind. In front of a reflection of herself. And she noticed her posture was different. She actually commented how she changed her hairstyle. She noticed how she breathed differently and the way she walked her gait was differently. She paid attention to her inner dialogue and how awesome she felt.

And some curse words. She used to exemplify how happy she was that she’s healthy now and how she’s loving her life. And in glad for the life she has. She was able to hear in her mind. What other people were saying, how good she looked and how amazing she was doing. And she was able to physically get into her body.

She was able to experience that really imprint on the subconscious, what health was now. She comes back to my practice about 10 days after that treatment. And she shares how she. Feeling really sore. So my program of I’m a fraud. I’m not good enough first triggers, but just so you know what had happened is she had joined a gym.

So wasn’t that my treatment wasn’t working or I made things worse is that she had joined a gym. And because she just recently joined the gym and started exercising. Her muscles felt a little bit sore as it is when you start up at a gym and you haven’t been, or hadn’t been frozen. What’s interesting in this case and why I’m bringing this up for manifestation is two.

The first part is I never said that I never recommended or suggested for her to do exercise. We’re aware that exercise can help with depression. Exercise can help with some cases of fatigue. Exercise can help with fibromyalgia discomfort moving, achieve right movement as good for you. Exercise can be good for you, but I never asked or suggested that she’d do exercise to help with her fibromyalgia.

All we did is let her know in our subconscious what it’s like to be held. She went ahead and chose to do exercise. So that’s the first part is when you really program the subconscious, you don’t have to tell it always what to do. It will find these opportunities. Here’s the real kicker though. It’s really cause people like, so that’s not, so that’s not such a big deal.

People. Aren’t so excited about that part. I still think that part’s pretty cool, but the part that I think is more impressive is she walks by this gym that she joins every year. See she works from where she lives to where she works. It’s a good walk, a good 15 to 20 minute walk and on her walk that Jim is there.

And for the last three to four years, twice a day, five days a week, Monday to Friday, she would walk by that gym on the way to work and walk by that gym again, on the way home from work. After our session, when she walked by that gym, she had this inkling that I was. Going to that gym. And when she came home from work, when she was walking, she stopped in and joined the gym.

This is how the subconscious program works when the program is right, then the actions will follow easily necessarily without using force to try and change with discipline. It just comes from the program. Why? Because your behaviors and actions are always going to be congruent with your programs. So when she came to me, her identity was.

Victim’s sick. And so the subconscious one’s congruency. So it’s going to keep you in that state, but when she worked and she changed her subconscious programming and today’s talk is about how do you do that? When she changed her subconscious programming, her identity became to health and wellness. And now the subconscious is looking for those opportunities out there to match the program.

The conscious mind can only hold so much information. It’s like a small little computer, but the subconscious mind is like this super computer. And so these opportunities like the gym for this woman’s case was always there, but she was not able to see that opportunity because of where her mindset was set at.

For example, I’m sure many of you have shopped for a car in your history and was only once you decided on what kind of car you want. And the color and the make and model, all of a sudden, you start to notice that make and model, and probably even that color on the road more there’s no more of that make or model, but you just become tuned into it.

So that’s a little bit of an example of when things start to get onto your mindset, how important that is. And now you can see, it gets to percolate up into your consciousness. So here are the steps. So we’re going to review all these today. So there’s six steps to mastering. My mastery manifestation.

The first one’s quite embody in mind. I’m not going to go into any detail about that today. However, as acupunctures, you’re probably pretty good at helping people relax on your table and there’s other breathing and meditation techniques and hypnosis techniques, but acupuncture can be an excellent tool to induce that quiet body and mind.

And the breath I think is an amazing tool as well for that. Then there’s setting your attentions, which I call the GPS, setting your GPS, adding an emotional chart. Believing as if you already have. A key thing that I do in my practice is clearing those trans clearing and transforming subconscious limiting belief programs.

Basically you’re removing resistance. We would call this chief stagnation and Chinese medicine. Some people call it friction resistance. Self-sabotage you’re clearing these subconscious limiting beliefs and programs. And when you do that, when you have chief low. Then you have allowing receptivity and that’s when things start to happen.

And then we’ll talk about choose again, how you perfectly can choose what you want to create in your life, how you want to think about. So let’s start off with the first one or, sorry, number one is quieting the body and mind. So number two, the F of the steps. Oh, I want to share one other thing here. There is this is my way of saying it.

So many people have their steps in same manifestation. I have to say how Helene had Helene had cell. I think I’m saying her name correctly. I love the way she put it. She’s somebody that’s well-known for. Winning so many contests and prizes through the manifestation process. And she had a four step process.

She says, select it. That would be set your attention to mine. She says projected. So that would be for me adding the emotional charge. To it, then she says, expect it. That would be number four. Believe if you already have it. And then four would be collected, basically. That’s part of the allowing receptivity, what she doesn’t share in most people in the manifestation process.

I don’t see a lot of is how to clear those subconscious blocks. Cause we’re going to find out how that’s, what stopping a lot of us from achieving what we want. So step one is setting your GPS. Or step two is taking your GPS and you want to clearly set your intentions and your desires because if you don’t know where you’re going, you’re never going to get there.

And it’s pretty obvious if you think of it this way, if you wanted to go to a really good sushi restaurant and you wanted to have this specific type of role and you get into a cab and you tell the driver to take you to a good restaurant, That’s a pretty general, but fair request. But what’s the chances that the cab is going to take you to a sushi restaurant that has the type of role that you want because you were general.

So you want to set your GPS clearly, specifically, another example would be if I live in Vancouver, BC, if I told you that. I buried $10 million in Vancouver. I’m not sure how many of you would get in cars or planes to go to Vancouver to start looking for it. It’s quite large. You’d spend your lifetime and still, maybe never find it.

But if I start to narrow it down and say, it’s in this radius. Some of you may have an interest falls Creek can Vancouver, if I tell you that it’s on the street at 8, 8, 8 west eighth avenue, more of you would get in your car. And if I actually said it’s in front of my clinic, I’m at 8, 8, 8 west eights.

We’re in two eight. In front of the tree, then a lot of you would race there. So the key here is you need to be very specific in what you want, clearly set your intentions. And when you set your intentions for the subconscious understand, they suggest that it understands and positive language. So don’t state the name.

I don’t want to be tired is not staying positive. I have energy would be positive. You want to be specific and detailed first person. I present tense. If you stated in the future, then it’s, if it’s like the carrot dangling in front of the donkey or the horse, you never get it. And so that’s what the subconscious knows.

Just teasing you a little bit. So the key is the GPS here is set your destination. Now, remember, and notice when you set your GPS in your vehicle or on your phone, you don’t sit there and program, I’m going to turn left. I’m going to turn right. You don’t tell the vehicle or the GPS, how you’re going to get there.

Do you know you tell the GPS, the destiny, the end result, what you want as if you have it, and then you leave. To it, to help you with the how to going back to our fibromyalgia case, we didn’t tell her to exercise. That would be a, how to we set her destiny of what it was like to be healthy. And then surprisingly, that gym became obvious to her and she had the inspiration and desire to join that gym.

So the key here is set your GPS. You do not have to worry about the, how to the key here is just to dream in this state of what you would want as if you already have it. Step number three, that I. Amplified with emotions. This is part of what Helene said projected, right? And so you got to visualize it.

You got to see it, you got to feel it. Now motions are key. The emotions put the energy behind the intention. And so if you can’t bring up the strong emotions, then that’s a setting out of a, that’s like sending out a weak beacon into the ether. And so if you want that beacon to be loud and clear to draw back the manifesto, Now you’re looking for, you really want to practice that emotion of what it would feel like if you already have.

And the subconscious really understands more feelings and images. It doesn’t understand words so much. And so the emotions are the charge behind your attention. And this is key. What’s interesting is you will recognize. Feeling when the manifestation appears, because there’s really, yin-yang two things that are happening.

There are things in the pre manifestation world, things that are not existing yet, and things that are in the manifested world, right? Pre manifestation. So in the pre manifestation, while you’re setting your GPS and bringing your feelings, although it may not have happened. Hasn’t manifested.

You were able to bring up those feelings now as if it already has. So when it does appear in whatever shape or form it does, you will recognize it because you will already know what that feels like. So will be very obvious when that manifestation happens. Sometimes things don’t manifest in reality, the way you have imagined it, but the feeling does how it makes you feel.

Definitely gets activated. And that’s how you know that this is part of that manifestation process. Do you remember that your subconscious gives your form feeling? So you really want to pay attention to how you feel because feelings are key and consciousness really requires you to be aware, mindful of how you feel.

And when I think of self-love cause there’s a lot of in this consciousness movement about unconditional love and self-love, to me, self-love means you care about how you feel. And I think most of us are similar in the way that we want to feel happy. Most of us were looking for happiness. So do note that to feel a situation as hopeless and impossible.

Is to impress on the subconscious the idea of failure. So you really do want to clean up your thoughts and feelings. This is where the thoughts create your reality because you’re impressing upon your subconscious on a regular basis. And so be careful what you’re putting into your thought process and your feeling process.

Just like many of you are very careful on the foods you eat or the chemicals in your environment. So you don’t want your physically to be contaminated. You also want to be very. Aware of your thoughts and feelings and so pay attention to those and shift those thoughts and feelings. If they are negative.

Another step in the manifestation process is believe as if you already have it. Helene uses the word expected. See, she’s got simple words like her style. So really what we’re doing in this is you’re going to change from, I need to see it to believe that. Too. I will see it when I believe it.

This is the difference in perception and difference in consciousness rather than I need to see it in order to believe it. I will see it when I believe it. And this requires you to deny the evidence of the senses and appropriately appropriating the feeling of the wish fulfilled is the way to the realization of your desires.

So the step, the key here is to feel as if it’s already been fulfilled, actually allowing yourself to feel grateful that. When you’re doing this process and you’re in this trance state, you’re relaxed and you’re imagining you have it. Think of the woman that was diagnosed with fibromyalgia. When she was on the table, she was able to deny the existence of what reality was for that short time on our table.

And for a period of time, she was able to remember what it felt like when she was healthy or what it will be like in five. As if it was happening now, she was able to deny or dismiss her five senses and current reality and dream into another reality. And the subconscious cannot tell the difference between an inner and outer experience.

It can’t tell the difference between inner and outer reality. That’s why when you go to the movies, you can laugh and cry, even though you’re very aware, those are actors and actresses on the screen. You’re you go with it and you will laugh and cry because the subconscious. Can’t tell the difference. This is great because you can use this to your advantage to start to dream of the reality by setting your GPS and bringing in the feelings and believe in it, get it into a cellular level that this is really how.

Sometimes we get split energy and this can interfere with our programming or imprinting on our subconscious. And a lot of people think they’re doing manifestation work because they have their desire clear and they’re wining it. But they’re doubting. And so that doubt is interfering with your manifestation or they’re wanting it, but they’re not believing they can have it, or they don’t believe they deserve to have it from programming.

They’ve inherited when they were younger, they’re wanting it and resenting other people for having it. How many of you want to be wealthy and have abundance, but hate the 1%? How many of you want to be wealthy and abundant, but eight people with nice cars or nice suits or big jewelry on their head. So you’re wining it, but you’re resenting other people for it. That’s mixed messages to the subconscious. You’re wanting it, but you’re feeling without it. That’s a common thing coming from lack. So believing it is a practice. This is where it takes practice. You can set your GPS. Some people are pretty good at feeling it, but it’s the constant, it’s the regular practice of it.

Getting imprinted on your DNA, into your cellular level. And that’s when you know, you believe it because when you believe. You start to expect that you’re just can’t you don’t know where it’s going to come from or when, but you actually know this is happening. No. So going back to our steps to manifestation I’m calling it five earlier.

You’re not imagining I did say six. I just took it out for this slide, the quiet body and mind. Now I’m just realizing this now, as we, as I’m sharing this with you quieting body and mind is key to start this process. So this next step is what I call clear, transform subconscious limiting beliefs in practice.

Basically removing the resistance. So you can bring in the allowing and receptivity, and this is really key. And this is the, where I have my passion and my practice at . When I treat patients, I use a lot of I’m using acupuncture. Like all of you, a lot of you and herbal practices and laser therapy, low level laser therapy.

But I have a part of my practice where I do a lot of mind body work or what some people call it, energy psychology. I call it’s basically conscious work. And the biggest thing that I found for people wanting to achieve their desires, whether it’s relationships like love or abundance, money jobs health The thing that happens is these programs, subconscious programs get in the way they interfere with it.

And so my passion is using tools that I work with to help people remove or right over these programs to allow for more allowing and receptivity. So let’s talk about this, cause this is really important. And the reason this is important is you basically see the world through the lens of your subconscious programs and you did not choose your subconscious programming.

You inherited these, and it was impressed upon you by your caregivers. So you’ve come into this world already. With some programming that you inherited from your parents and they continue to impress on you unintentionally or intentionally these programs. And because of these programs that you have, and that you’ve been running since your child, you’re very impressionable as a child, your brainwaves, is there in that feta zone a lot, when you’re really young, that zero to eight years of age, you don’t have that strong prefrontal cortex formed.

So you’re a sponge. You’re taking things on. Dr. Daniel Siegel says at the beginning, the environment creates your mind. And then your mind creates your environment. Basically saying that your subconscious being imprinted by your environment, who your parents are. Who’s teaching you at school, where country you’re born.

In what culture, race, sex, you are, all that is imprinting upon you from zero to eight ish, maybe zero to 11 ish. And then after that, your mind creates your environment. Meaning you now have the see. Tinted through the lens of your subconscious programs. And so that’s how you perceive and see the world.

There’s even evidence. Now that 50% of your memory is made up because your conscious mind can only take up so many bits of information. And so your subconscious mind fills in the other 50%. And remember, it’s going to fill in that 50%, the memory based on your program. So sometimes. Filling in is in a very good feeling in of your memory.

Now you have these terrible memories or you have worse experiences of these memories because of the programs, how they’re filled in by the subconscious mind. So we’re very good at self-sabotage unintentionally self-sabotage in ourselves through the subconscious programs and beliefs and. Programs great resistance.

And they slowed down manifestation. And if you think about electricity on a wire, when you add resistance to the wire, the energy is diminished. There’s less energy flow. And this is a concept that’s obvious to us in Chinese medicine, that when we have chief stagnation, when there’s not free flow, Then we have pain and disease manifests, right?

So it’s that same idea when you have resistance or what we would call cheese stagnation. It slows down the flow of receptivity and allowing when it comes to manifestation. So we want to remove this resistance and acupuncture is one of the ways that we use it on the body, and energetically, and then there’s conscious work as well to get the mind and body really working together to remove.

Resistance. Let me give you an example of how we can unintentionally self-sabotage or styles. She’s a lawyer age 45 and she’s, this is from one of my colleagues case studies, by the way, it’s not mine, but I loved it. It was such a great story that I will want to share it with you guys. She’s 45.

She’s around she’s four. She’s had. Pause. Let me say that again. She’s 45. She’s a lawyer and she’s come because she wants to find love and have a healthy relationship with a man. She said that she’s aware that she intentionally and sometimes unintentionally sabotage our relationships, meaning that she finds guides and they always don’t end up well.

But sometimes she says, these are really good guys. And even though she knows, she shouldn’t say or do something like she shouldn’t push that button. She says she can’t even help herself. She does it anyway. And then there goes a relationship and she regrets later and she’s what’s wrong with me?

Why do I do this? And so in her session she comes to, she gets regressed to a memory when she’s four years old and she’s with her sister who was around seven and she has a single mom, I believe. And her mom says, girls. If you eat all your dinner, you can have these popsicles, which they were quite excited about.

And her sister who’s seven eats her food. Diligently, eats them quickly eats her meal quickly. And her mum rewards or with a Popsicle. She being four years old, daydreams a bit and eats not as fast as her sister. So she’s not done yet when her sister gets the Popsicle, but she being four years old being in that theta, brainwaves being really more in the moment, once the Popsicle now.

Demands it asked for it, wants it badly. And her mom’s sternly tired. A lot of us are tired and we don’t have the patience maybe that we would like to have and says no sternly uni eat your dinner before you get your Popsicle. And the four-year-old with her will pushes back. Mother gets upset. Four year old lawyer now, lawyer.

But back then for your hold has a little bit of a temper tantrum. Mum sends her to her bedroom without finishing your dinner and no Popsicle. What she realizes is she gives the meaning that her mum didn’t give her Popsicle, meaning that she loves her older sister more. Her mother does meaning that she, her mother doesn’t love her, meaning that she’s not loving.

Now what’s cool in this kind of work is she brought her 45 year old stuff to her four year old self. So she was able to see that all that happened is that she didn’t get a Popsicle. That’s all that happened. Everything that happens is neutral, and then we give it meaning. And so in this case, her mother to give her a Popsicle end of story.

And as if there was more work done in that session that you do with inner child work, but she was able to relive that experience and reeducate that inner child, that, yes, she’s still lovable. This all happened and she didn’t get a Popsicle and change the meaning she had behind the. So it’s interesting though.

Sometimes people think it has to be big trauma when you’re a kid, right? And this is why we say that your parents did the best they could with what they got and that they give you, they impress upon you, your programs, your beliefs, unintentionally and intentionally. And here’s a case. All the mother said is you need to eat your Tinder to get your bicycle.

And from getting her Popsicle, this little girl developed a program that she’s not loving. And please be aware that we’re more the same indifferent, a lot of us I see my practice. People think if I just had enough money to be happy I treat people that are worth. Some of the people I treat are worth a couple hundred million dollars and they have the same unhappy thoughts that you have.

They’re actually in worse shape than you and I, because we still have this hope that if I just have the right relationship, the right job, the right. So much money, then I’ll be happy. They got the job and they got the money and the house and the cars, guess what? They’re still not happy and what else can they do?

But do their own work now. So just to let you know, we’re more the same than different. We are more the same than different, but what it is we have different stories, but when you still down on those stories, the programs that we’re running are I I’m not safe. I’m not enough. I’m not lovable.

I’m not pretty enough. I’m not thin enough. I don’t have enough money. Really it comes down to, I’m not enough. This is the kind of the program. If you wanted to distill it down, this is the program that we’re all running. We all have different stories, but we’re all running the same inner program.

Removing the subconscious blocks is something that I love to do. And we want to interrupt the story because when you believe in this story, you make a real, so what’s happening here is you have a thought creates an emotion that creates a behavior and you have this negative vicious cycle. And when you have a situation that happens and you believe in the story, you’re at the effect of it, your ego eats it and you’re in it.

And you’re reacting. Viktor Frankl has a beautiful quote that says I’m going to paraphrase it. Something happened. There’s a moment where you can either unconsciously react. So you’re in your habitual program, you’re unconsciously reacting or in that moment, you can consciously choose to respond. And this is what I call my notice, except choose again, approach.

So you have this thought emotion behavior. You finally notice it. It could be right now, or it could be from a month ago and you notice it. We breathe a bit to get present. And then we use some tools. What I call accepting? What is we surrender into? We surrender to what is, so we stop fighting with reality.

When we fight with reality, that’s what causes the resistance. So we surrender to what is happening. We surrender to what is, this does not mean we’re resigned to it. This is not mean that we like it. It just means that this is what it is. And we surrender to. And this brings you into the present moment. It takes you out of the sympathetic overdrive.

It takes you out of the high beta brainwaves and puts you into that. Parasympathetic puts you into that alpha brainwaves, and you go from being in that reptilian brain, the amygdala being over activity. Into being whole-brain you become resourced and when you are resourced and whole-brain, you have access to your whole brain, so you have access to parts of creative parts of your brain that you normally do not.

And then you can have inspired action. That’s the choose again, part. So the Victor Franco quote, when he says you either unconscious or react, which is what we normally do. We see the world through the lenses of our subconscious. We get triggered. In it, if we use this tool and we get practiced at it, notice except choose again.

And I have many energy psychology tools that I use in the accepting what is part, and we can get into the present moment. So we’re conscious, we’re awake, we’re aware we’re whole brain it’s in that present moment where some say, we act at can access the quantum field. Is that how we can access super consciousness?

That present moment is where the power is. And, because you start to feel the relief and peace in your body. It’s paradoxical, but that’s when you can choose differently, that’s when you can choose again. So we interrupt the story because when you believe in the story, you make a real, I have these tools that I like to use that and actually I’ve just organized them.

There’s a, the tools I’m using are either combination of. Emotional freedom technique. The Byron Katie inquiry process, psych Kay Bankston, healing hypnosis. There are so many tools out there on rapid transformational therapy where Marissa Piera. These are the things that I’ve trained in that I bring into my sessions to interrupt the story and we changed the story and then we start to feel differently.

And then we start to change our behaviors and guess what? We get a different depth. So the last part is choosing again. And so when you’re in that present state, now you can choose differently. And that’s the paradoxical part that when you fully surrender to the present moment, that’s when you can change it in that, choose again.

Now you’re in that part of dreaming of how do I want to feel? How do I want to be. Because you’re doing this comes out of your beingness. And so you do have a shift in how you be in the world. Dr. Joe Dispenza says your personality creates your personal reality. And so your being as your personality changes from this work, because your personality that you have now, if you take it with you into the future, you’re going to get the same.

So you will have a. Some parts of you may not come forward with you. You’re going to have a shift as you become conscious because you’re no longer gonna be unconscious running these old programs, these old personality programs. And so your personality creates your personal reality. When you change your beingness, you can have now inspired action.

And that’s the part in Victor Frankl’s quote, where he says you either unconscious or react or you can consciously, you can choose to conscious response. This is the inspired doing part out of your new beingness that comes from the present moment. And so in the choosing again, in this practice, we have to reverse the evidence from our senses.

So it’s an inner work. We’re not going out. We’re not working on the outside world. We’re not changing people. We’re not changing situations. We’re not going into the doing. At this point, we’re going inside and we’re changing. Cause when we change the world changes and so to be healthy, you want to be able to feel whole, to be wealthy.

You need to feel abundant, to be happy. You will have to practice gratitude. That’s an important one. You can’t feel joy or happiness unless you can feel grateful. And so we got to practice that to attract loving relationships. You must love yourself. So that’s healing those old words. What I have seen for myself personally, as we wrap up and what I’ve seen for my clients that I work with is that when you transform these old programs, when you do this notice, except choose again.

So your practice, the manifestation part, quieting the mind. Really getting clear on what you want, really bringing up the emotions. If you notice a block, you know what resistance feels like? We know what stress feels like. If a subconscious program gets activated, I don’t deserve to have it. Then we go into the notice except choose again, the present moment.

And then when we go back into choose again, when you have this shift and you transform and heal these old programs, these old unconscious programs in you. One of two things happen or both first one is the first one that you will notice is your perception of the situation changes. So you’re no longer at the effect of it.

Remember everything that happens is neutral and we give it meaning. And so you’re not triggered by this and myself and many others have noticed that I still don’t like it. Behavior by somebody, but it doesn’t trigger you. There’s no visceral emotional response. It’s so freeing. And that allows you to be conscious and choose how you want to act.

And then the second thing that happens is miracles happened that the actual environment physically changes. So the external world changes. So when you do conscious work like this manifestation work, one of two things can happen are both inner work. You change. So that’s the key that has to happen when you change your perception of external world changes.

So you experience it differently. You’re loving life too, is the external environment does change. So you’re creating more of a manifestation or a personal reality. And what people have experienced is that when you’re in the present moment and you do this manifestation process, it, see, it appears as if the universe seems to support you.

And they do this by these invisible hands reaching down and opening doors that you did not know even exist. And this is that whole process of manifestation. So when we look at the steps, let’s add quite the body of mine is a top one. You set your attentions. So getting clear as if it’s already happening, thinking from the end, don’t think of it.

Think from the end, don’t think about, I want to go to Hawaii. I’m going to buy an airplane, looking at the brochure, be on the beach, smell the coconut oil, feel the heat of the sand here or the way. Be there as if it’s happening now, add the emotional charge projected. So bring in the auditory, your senses.

What is it like break very four D for you, and then believe as if you already have some practices. So you start to feel excited. You know what? I believe this was going to happen. I don’t know how or when, but it’s going to happen. If any blockages come up, then I have my approach notice, except choose again.

You want to get basically into the present moment. At totally the power of now says when you’re in the present moment, you can either remove yourself from the situation, change or improve the situation. And if you can’t remove yourself or change, improve the situation, but you continue to accept what is that’s in the NAC part, right?

Accepting what is to, to what is you can be at peace in an unhappy situation. So your perception, the situation changes. You can be at peace in an unhappy situation, and you still have the ability to choose how you want to respond, but it will be inspired action instead of action, out of fear, out of lack of desperation.

And then the last part is to constantly choose again, choose in every moment how you want to feel and be in this. I want to thank you for listening to this. Love your questions. So post them in the chat here. And I want to let you know that if you like this kind of conscious work there’s my clinic.

where I do this with patients via telehealth or in person. But I want to let you know that unhealthy seminars.com, where I’m the founder. We have three speakers that I think do this wonderfully. It’s Yvonne Farrell, amid Monte carb, and Lori Tishara. They have. Online courses where they’re specifically talking about conscious work, but they’re bringing it in classical Chinese medicine on how they looked at, think about the fi the PO the hoods.

They look at this and they’re bringing in this whole new age thought movement of manifestation and conscious work. And they’re really tying it into the philosophies and concepts of Chinese medicine, which is wonderful. And they’re sharing acupuncture point approaches. To help with the shift, the change of these programs in your brain.

So if you like this kind of conscious work, check out on healthy seminars.com Eve on Farrell and Lori discharge. Now I want to let you know who’s up next on to the point with the AAC. Our next speaker that you should tune into is going to be Chen Yen. So make sure you listen in on her live webinar.


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Grow Your Practice Through Empowered Teams



Some people are feeling burnout and but yet the desire to create impact in the world and to grow your practices. And this is where somebody like Simone has some great advice in some answers for us.

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 the point. I’m your host Lorne Brown. I’m a CPA certified professional accountant. I’m a doctor of traditional Chinese medicine and an author as well as the founder of Healthy Seminars.com. And today we have a special guest. We have my coach, Simone Janssen on to the point. And we’re going to talk about grow your practice through empower teams.

And I know having, taking the pulse, no pun intended of my colleagues and knowing myself. That some people are feeling fatigued. Some people are feeling burnout and but yet the desire to create impact in the world and to grow your practices. And this is where somebody like Simone has some great advice in some answers for us.

Cause when it’s time to grow and serve at that highest level that, that you all want and know that you can do. You’re probably becoming aware. And if not, I’ll let you know, you can’t do this alone. The greatest athletes, the greatest people that have made impacts in this world.

Although you think they’ve done it alone, they’ve had some. They have stood on other people’s shoulders. And so yes, you may see them in the news as somebody’s done something incredible. But please know that all of them have incredible teams. But the key is how you build a trusted team of a players.

Basic that’s an extension of you, or at least extension of your vision that have your back and can rock all the outcomes that you’re looking for. Focus on the expansion that you want. And this is why I personally joined Simone’s coaching program is because I’m very aware that I have a team. And if it’s, if the clinic.

Optimal or it’s not going if it’s not growing the way I want to, or I’m fatigued. I know the first responsibility starts with me, not them with me. And I’m always a big fan of investing in yourself. And so that’s what we’re going to talk about today. We’re going to bring own in, but I brought her her coaching into my.

Because I knew I needed to up my capacity, my skill level, so I can lead this team. Let’s bring on Simone Janssen. So let’s see. There she is. Hey, Simona. Good to see you again. Hey Lorne. Good to see you. And wow. What an awesome podcast you have here. I’m excited to. I’m glad to have you on here with us.

So I want to let them know that so Simone here, she’s worked with hundreds of growth minded leaders help build the right systems and teams helping them scale quickly. Cause you want to expand and grow. It feels good when you go to flow, it does not feel good when you’re stuck and she helps you get out of their own way while avoiding burnout.

And I know from my own experience, feeling tired and burnt out, I was getting in my own way, which is why I had the. Insight to know that, Hey, I need some help. I do mentoring for people. I’ve run some great practices and businesses. It’s always good to get help. And we all can benefit from interest and coaches, and this is what Simone does.

So she’s going to talk to us a little bit about what she does and and give us a presentation. So you’ve set up a little presentation for us called grow your practice through empower teams. If we can bring up your slide deck, I’m looking forward to hearing what you have to say, and please we’re looking forward to your questions.

Yeah. Sounds great. So hello everybody. How’s it going? I hope you’re having a fabulous day. So it’s Simone here with Bulletproof startups and we do have an incredible training for you. So hopefully you have something to take notes with because we’re going to dive right in. We’re going to move pretty fast because we have a lot of content to share with you.

Let’s get to it. So as you see, the title of today’s presentation is grow your practice through empower teams. So you, as the practice owner can really get out of the driver’s seat and change. The world one patient at a time. So who this is for is really, if you are a CEO or a practice owner, and basically if you’re ready to scale your practice and you can’t do this on your own and you are ready to take your existing team and really optimize them so they can deliver amazing results for you and for your patients.

Then this is. Or if you’re just hiring your first two to three key people to start expanding, then you’re also in the right place. So you might fall into

not able to appear. We go. You might fall into one of these two categories. So if you are like Christine, Christine had a very successful acupuncture clinic was already handling more patients than she could with the addition of one grade assistant. But if she knew if she didn’t hire more practitioners, she wouldn’t be able to help more people as her client load was already completely maxed out, but she had never.

Hired anybody never really led a team before. So this was all completely new to her. So she used the same principles and practices that I’m about to share with you. And she’s currently about 300 K a month. Now, more importantly, she and her team really have the privilege to help three times the people now than they could before.

Or you might be like Frank, Frank has a very successful. Physical therapy clinic and he had already hired and trained five providers in his method, but really they weren’t proactive. They weren’t strategic. So everything kept falling back on his plate and he could never really get into growth mode, no matter how hard he tried.

So Frank came to us because he wanted some, he wanted to create some freedom and some leverage to grow his initial. And his impact using this the same kind of strategies that I’m about to share with you. He retrained his team and he hired five more providers. So he was able to serve twice the amount of patients in just the first three months that we worked here.

And he opened his second location soon thereafter. So whether this is your first attempt at hiring a team, or you’re a seasoned veteran, it could be working better pay very close attention because of this training really does have the duty to change your life and your business. So let’s look at this, what this is really.

So we’re going to talk about how to grow your practice through empower teams. Get out of that driver’s seat and change the world one patient at a time. Now we need that clear vision that brings more value and teamwork to the table. Step-by-step action plan to create highly accountable team. We’ll talk about the right communication strategies to get and keep your team focused.

Getting leadership practices in place to foster great accountability. And so that you can really be that thought leader in your space. Now this will work. Even if currently everything is always all on you. You don’t have everything, you do everything. Even though you have a team you are far from where you want to be.

Maybe your culture needs some cleanup. Maybe it needs some defining, or you haven’t been successful at hiring before.

Just a little bit about me very quickly. Lorne said something already, but why you should listen to me, I’ve been doing this for more than 15 years and through our Bulletproof start-ups system, we’ve helped hundreds of companies of all different industries, sizes kinds of mission by really by putting the right systems and structures in place that help their teams show up with their a game.

Get strategic. And take care of serving the patients and really rock all that everyday operational stuff. So that it’s not on my client’s plates anymore. Many of my clients, CRA clients, we’re getting, we’re trying to all sorts of stuff. They had heard about a million different things, but for most of them, nothing really ever quite work or really.

So because what’s, most of what’s out there, they’re actually not systems. So the different pieces don’t necessarily play together. And oftentimes that you can contradict each other. So over time I found what works best and I could create a system where all the pieces fit together without big gaps and everything builds on each other.

So you constantly don’t have to reinvent the wheel. So 3d systems might clients have. Over a billion dollars to their bottom lines over time. And just imagine how that translates into lives changed. Patients helped. So what do our customers all have in common? Pretty simple. They want the income, they want the freedom and they want the impact.

So let’s unpack this for a moment because while that sounds simple, this may not be. All that easy. When we look at revenue, a lot of our clients money is not their first motivator, but let’s be real here. If you’re not making money, this is not sustainable. It’s also the easiest way to measure business success, which is in direct correlation to our first, our third may.

Impact. So for now, just let’s agree that revenue is a powerful measure, but in the long run and even more powerful measure that we really need to pay attention to is profitability. Of course. And the other thing about revenues, it means proof of concept. It means what you do is working, which is really important.

So that’s revenue, but then freedom for most of our clients. Freedom is one of the biggest motivators when they started their business. Only, think about this only doing what you love and the rest of it, your team takes care of. And that’s often the thinking that beginning entrepreneurs have, except for most of them pretty quickly that being in business for yourself as anything, but.

Unless you figure out how to create a great leverage team and you become a respected leader for this team. So many of our clients are really brilliant at what they do, but they know they need more people on their team. And if they want to expand, treat and have more impact, they really have to get into this piece.

But whenever there’s a challenge, they keep stepping into. Working in their business versus just staying, working on their business. And you might wonder why. It’s, because most of them have not created a team that they can really trust. So how do we do that? It’s this thing that I call the holy business, Trinity, that we have to pay attention to because when your team is not performing the way that you need them to, we have to look at three really important variables.

One is the people. Do you have the right people on the bus? Two is the systems. Are you giving them the systems and the structures that they need to be successful? This means giving them the tools that help them implement your strategy and utilize their talents to help you level this thing up. And then three, of course, as leaders.

Are you the leader that will be able to challenge and support them so that they can bring their, a game to the table, help you build your vision, but you in turn have to be that leader that can really help them grow. And for any of you who are out. And you were having a hard time hiring onboarding, and really cutting down on your churn.

This part is huge. What is your RQ, which is your readiness quotient for helping your team members grow and keep raising the bar with you. Let’s unpack this a little bit more because people, and there’s a lot to be said about that, and you might think you only have control over two out of these three variables, but there’s a significant caveat.

If you don’t have the right people on your bus, all the systems and leadership in the world, aren’t going to change your outcome. So how do you know if your people are the right people? Now here’s an obvious one. If. Your culture is toxic. You have a lot of drama, backbiting, your team. Isn’t delivering, people are being resistant and sometimes outright contentious.

That’s no fun for everybody. And you and your team included, and it certainly doesn’t help you deliver stellar results. So this one is easy because everybody is in so much pain that you have to change it if you want to be successful. And if you don’t want to lose your good people on your.

If you have any left, that is so that’s, that one is pretty obvious, but then we get to the second one where things are pretty pleasant, but actually it’s lazy. So this is a sneaky one because everything seems fine on the outside. There’s no drama, generally. Everybody’s nice with each other, but for lack of better term, they are lazy.

And what that means is they’re set in their ways. They are too comfortable. They haven’t challenged themselves in a long time. And if you’re honest with yourself, their performance is lackluster and often has been declining steadily for some time. So this is sneaky because it often feels comfortable because you all have become like a big dysfunctional family and it’s not all bad, but certainly it’s not enabling you to when you are part of the problem, because.

You too have probably become too comfortable and maybe set in your ways. And if you’re being truthful here, this hasn’t really worked for some time now. So being too comfortable, here’s the issue when people are putting in the minimum effort required. It looks like they’re doing their job, but it certainly won’t put you or the rest of your team to to growth and this really the mindset that everybody needs to bring to the table.

So unless your team has a growth mindset and every person on your team has a plan for what that means for their specific role. When you’re getting ready to grow. At some point, the business will outgrow. And slow growth is often a painful indicator of that situation. So how do you figure this out as always, it starts with you, and this is really where the other two factors come into play that your systems and your leadership.

So you may have the right people, or you may not, we don’t even know that yet. And we won’t really know until we give them. We’ll give them. And you clarity because clarity is here is the key word, because without clear goals and expectations, they don’t have any clear targets. And if they don’t have any clear targets, you and they have really no idea what to measure performance thigh, you’re right.

People. Craving this clarity, they’ve been waiting for it since the day they joined your team and they will be super excited when you start sharing their brain with them because they will get the context that they need to understand the big picture and how they contribute to the overall company outcome.

And of course, that’s only the beginning, but this is really the foundation for everything. So we can’t make wine out of. And you ought to you yourself, your business, the rest of the team to make sure, first of all, that your team has the right DNA. And then you said that the right culture so that everybody has the right mindset, the right values standards, and the behaviors that will support the growth strategies that you’re going to bring to the table.

So you see, when we come back to. The main outcomes that you want for this business, which was revenue, freedom, and impact having the right people on your bus. Is non-negotiable sometimes it’s hard to make the decision around this, but without the right people, this is all a nonstarter. You will never get to the next level of revenue goals.

You will never have the freedom that you want, and you certainly won’t have the, you won’t be able to create the impact that you craving because you don’t have the support you need to make all this happen. So let’s look at systems a little bit. Yeah. Upfront, there are operational there’s. This is an important distinction there, operational systems, which is what’s working in your business or your leadership systems, which is working on the business.

And as your business evolves, both of these have to evolve with. So for operational systems, the most important ones are your KPIs, your key performance indicators and your SOP, your standard operating procedures. So hopefully you are super clear on your KPIs because that means what numbers define your performance.

And everybody, every business has a unique answer. But if you’re not clear about that, talk to your CFO, your CPA, your bookkeeper, whoever you have, who can help you manage your financial performance, talk to them and get really clear on this. You have to know your numbers. If you want to grow your business otherwise, what will you feel?

So your SLPs are your shared agreements and principles for how you do stuff in your company. We need a clear structure and we need to make sure that everybody uses the same structures and documents. Anything that hasn’t been documented before. Of course, this requires discipline and it’s a big step towards being a cohesive force as a team.

We all need to do things the same way. For anything, that’s a shared outcome. So we have to get really clear about what that is and we have to share it. And this may sound restrictive, but making things repeatable is part of what makes them scalable. We need to agree on what processes we use to get to our outcomes.

Sometimes it’s hard to get people to follow. And it’s yours and your leader’s job to let your team know why following protocol is so important. And look, you’ll have to say it over and over again because. If you don’t, people will just go with the path of least resistance, which is generally their own, which creates a lot of disparity over time.

So you have to tell them, you have to show them, you have to tell them again, and then probably do that another 25 times before it sinks in. But the more people get the why, like the context behind everything, the more willing they tend to be to follow along. Now the other systems, the leadership systems are how you get people to show up at their highest level, how they become high performers, how they own their outcomes, how they take on responsibility and show up at the highest level for you now to get all this stuff, to tie it together.

We want to look at this from this perspective, we want the four cornerstones to create a Bulletproof business. So the first part of it. Is crystal clear, detailed three-year strategic plan that serve as serves as your. And it gives your team not only the big picture for the company, but also a clear understanding of what that means to them, like how they fit into with what, why they’re there and how they contribute to the overall company direction.

And it what’s in it for them. So it’s the benefit of. Of doing this. The second thing is having a tight, specific, measurable operational plan that really helps everybody understand how they get from that highly conceptual 30,000 foot view of your vision down to the nitty gritty of that mean what that means for this year, what that means for this quarter, this week of this month, this week, this like today, so that the team works together as a cohesive force and.

Do it, they’re doing the right things at the right time so that they can deliver the best results. And there are many ways of creating an operational plan, but the big game changer happens when this operational plan is in full alignment with your vision when it’s based on a very clear company plan.

And when it becomes a collaborative project throughout all the layers of your team, because you need everybody to know what everybody else is. And there’s a couple of there’s the old way. And the new way of doing this the old way is delegating and people telling people what to do. And the newer way is.

Bringing in their full talent, their ideas and their inspiration to the table, because now this staff, when it’s their idea, they’re a whole lot more engaged and they’re going to do be a whole lot more likely to take ownership over the execution and delivery, which means accountability. And that’s what you really want.

So when you think about what builds that, that culture of accountability for you that you need so badly. Which one do you think works better? So this is the two principal guidelines here. And then the third one is your most important one for communication, but this is your meetings. Everybody loves to hate meetings.

But let’s be honest. It’s not really that meeting stuff is that we suck at running them. So your meetings really are the opportunity for you to focus and refocus your team. This should not be a boring redundant status update, but it should create focus, alignment, positive conflict collaboration. And really that cross departmental visibility and partnership.

So they need to be prepared. These meetings need to be prepared and really clearly structured and provide really stellar outcomes to be worth the tremendous investment and time of resources that they require. And many companies royally fail at doing this. And then the fourth thing is you are leadership practices, and this is really where the pedal hits the metal.

This is not only where you help your leaders hit their top performance, but you modeling it for them, helps them understand how they need to support their own teams. So that. This practice really cascades down through all the different layers of the company. Oftentimes the breakdown in overall team and company performance happens because between your mid-level managers and the rest of the team.

So this piece is really. Many people don’t like conflict and avoid conflict at all costs. So by the time they finally give their direct feedback, it’s often it’s too late and many issues that could have been avoided have taken their toll. So your ability to handle challenging conversation is in direct correlation to the size and quality of business that you can.

This is also your opportunity to build strong and loyal relationships with your team so that they’re emotionally connected and invested in the larger outcome. If you do this right, these practices will make the difference between having constant churn and your good team members being poached by other businesses and having a loyal, committed team who goes to the extra mile.

Whereas your. And who shows up for you if you do this wrong, or if you don’t do this at all, this can be the reason for why you will never be able to rely on your team and create the business of your dreams. Really. So we talked about revenue and freedom. What about that impact piece? Everything we’ve already talked about.

This is what supports impact. When you serve more patients, you exponentially scale your impact. When you add more people to the team you add more impact. But it’s not just about more. It’s also about the level of quality and the care that you deliver to whoever your customer is your patient, your team, your partner, your investor, like anybody who is touched by your business.

So you see part, if part of your purpose on this planet is serving your mission and creating positive impact. You owe it to yourself, you or to your family, your team, your community, and it really everybody else connected to. That you get the mentoring that you need just like Lorne was talking about so that you can be the very best leader for all these people who are, depending on you.

Everything that, got you here. And to get to that next level of business, it’s really time to kick it up a notch. There is no time like the present and we know not being decisive costs our clients a lot of time, money and impact. So what’s the fastest way and most effective way to get to your new level of.

It is invest in mentoring. So what we’ve done is my team. And I have set aside some time for you in the next few days to speak with you personally. There’s no cost for this on the call. What we’ll do is we’ll go over, what’s working, what’s not working and what may be standing in your way to really optimize your team and to get into growth mode.

So of course the slots are limited. So I would go to Bulletproof startups.com/apply right now and grab. And I will speak to you very soon. Very excited. Maybe it’s a month. Thank you very much. Thank you very much for that presentation. And just a quick question for you in your experience, what’s been the biggest issues that you have found that’s keeping practitioners from growing and how have you seen that?

They get in their own way the most Lorne. Okay, this is a, this is an easy one to answer because when I think about most of our clients, whether they’re practitioners or whether they’re in another business, but most pump people become entrepreneurs because they love what they do. And they’re really good at it.

And at some point they decide, Hey, I have to take this to another level. I want to have more impact. I want to impact more people, but that means they have to hire it. And that also means they have to start allowing that team to start actually taking things off their plate. And then, so they’re switching their role, right?

Because they come in as the practitioners, as the technicians, the people doing the work and the big shift happens when that’s not the important part anymore. It’s that mindset shift of now I’m instead of I’m contributing through. Or actually, if you’re contributing myself to, I am contributing through another group of people.

So that is letting go of control. That is really being able to share your head with people is influencing people in the positive way. It’s helping them create those major outcomes. So you go from being the doer to being the leader. And that’s a tough shift because this is your baby. You’ve been working on this for a long time for most of our clients, their results and the client experience is extremely important to them.

So they want to make sure it goes right. So that’s why, everything you talked about and I talked about is all about how did you create that team that really, that you can trust that has your back that’s forward-thinking that strategic that you don’t need to micromanage every. Because only when you feel like that, can you actually get out of the way, stop being the bottleneck and let your team do the stuff.

And look, as you get bigger, you want to make sure that you only hire people who are better than you, at least in their respective areas so that they can actually help you up level the company. Instead of having you be you who’s limiting the talent and ability. Thank you for that. Thank you very much for that.

Yeah. And Lorne, I’m curious since I was going to ask you, since, you have firsthand experience in what it’s like to go through Bulletproof startups and working with me, what’s been your favorite results so far I don’t know if you want to tell people where you came from and where you’re going with.

Yeah, I can totally address that in that, we get stuck. And so the biggest bottleneck is me. So I’m the bottleneck and that’s how I think successful people stay and become more successful is they don’t blame. They take responsibility. And so I was feeling tired, burnt out. And what I like.

Coaching and the program is now I have clarity, I’ve tapped into my vision and I’m not feeling stuck, so I’m excited to get, so I have the energy and what I find with coaching in your program and in general having mentors and coaches is the accountability responsibility, but if I could put it just as a, an easy way to understand it is we’re all living in these glass jars with labels on the outside facing.

So I’m stuck, but I don’t know why I’m stuck. If I did, I wouldn’t be stuck anymore. And having somebody who can look at my chart and read my label and give me direction. And so we started off our conversation that nobody reaches the top of the map. All by themselves, and everybody who’s successful.

There’s a team. And the idea here, and what I’m liking is that I’m investing in myself so I can be more supportive to my team. So we, as a collective, the whole is greater than the sum of its parts. So I’m looking for the collective for us to make an impact in the world. So we’re all making an impact and we’re using the entity, my clinic, as a view of.

To serve our purpose, our mission. And so it, it fulfills us and it financially it fulfills us and we come together for that. And it starts with me, the bottleneck, the leadership. And so I need more leadership skills. Hey Simone, thank you again so much for being on our show. We’re at our time.

So I want to thank you guys for joining to the point, and I want to remind you that next. Not next up. Yes. Next up on Friday, we have Shellie Goldstein. So make sure you tune into that.


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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.


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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.


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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.