Tag Archives: Lorne Brown

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Building Bridges Between Classical Chinese Medicine, Biofield Science and Consciousness



And we’re gonna be talking about building bridges between classical Chinese medicine. Biofield science and consciousness. And it just seems that’s where the paradigm shift is going. Impact-Site-Verification: 938298511

Click here to download the transcript.

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

So again, welcome back to another episode and happy to be here as one of your hosts. And today I have a guest with me and a colleague, Todd Luger. And we’re gonna be talking about building bridges between classical Chinese medicine. Biofield science and consciousness. And it just seems that’s where the paradigm shift is going.

And Todd has become the co-chair of a collection of presentations and lectures that’s available online that we call the Healthy Horizon Symposium. And I wanted him to come on to really talk about . This topic about this building the bridge. So rather than me ramble here, let’s bring Todd on and I’m gonna ask him some questions and we’re gonna geek out a bit ’cause that’s what Todd and I like to do when we meet in person, when we get on the phone.

Todd, nice to see you again. Nice to see you Lorne. . Our topic today is building bridges, classical Chinese medicine, biofield sciences, and Consciousness. And I’d love to hear your side of this story of what was the original inspiration for you? Wanting to organize this group of speakers and talks on building bridging or not building, but bridging classical Chinese medicine, biofield sciences, and consciousness.

I was working on a project a couple of years ago and I was doing some research on speakers that I was recruiting for that project. And I stumbled by chance onto just an explosion in research on biofield science that had taken place in the past 20 years and had really escaped my notice because I had been.

More focused on things like functional medicine and Chinese herbs from a pharmacological perspective. And I had missed out on this really amazing new area of study and. The thing that really excited me when I came across this research on biofield science was that I felt it had significant implications for understanding how Chinese medicine works from a modern scientific perspective.

When I think about this, Todd and this is what got me interested when we connected on this, is so much we seem to be wanting to fit Chinese medicine into the Western paradigm. And in that talk that you and I, I. On and with Dr. Ed Neal, and he’s one of the people that have put the presentation together for this.

He said it’s actually the other way around and he’s trained as Chinese medicine and he’s a medical doctor, a physician. It’s the other way around. Western medicine fits into classical Chinese medicine and so much of the research . Is on such a material level trying to understand the mechanism of acupuncture.

And part of this stuff that I think when we geeked out is there something else happening that we’re not looking at, we’re not measuring properly or looking to measure? And I think that was also part of this process, right? Because maybe something’s happening on a biofield level, and then what we’re seeing is the trickle down effect.

We’re measuring what’s happening in the body when we look at . Hormones and gene expression. And this was where I think also got we got intrigued, right? Is what are we working on? And if we stay on that Newtonian materialistic level, we may miss out on things. ’cause that’s what we seem to be. I don’t know if you’re still thinking this, but it seems like we’re trying so hard to justify our medicine, validate it through the Western model, but maybe the western model is incomplete and it seems the Western model going to quantum physics. The new science seems to be understanding the world from maybe a different perspective, not just the five senses. And to me it seems like classical Chinese medicine fits more into that model, and it can explain why people benefit from it, even though it’s been hard to research from the current Western model.

Do you have any thoughts on that? Yeah, I couldn’t agree more with what you’re saying, Lorne. I’ll give you an example of one of the lines of research that I thought was incredibly exciting when I became aware of it. There’s there’s a researcher at Tufts University named Michael Levin, who has doctoral degrees in biology and computer science.

And when he in his biological research that he’s been doing for the past 20 years, he was really inspired by a pioneer of. Bioelectrical research from decades ago named Dr. Robert Becker. And Robert Becker toward the end of his career, also did a lot of research in the area of acupuncture and bioelectricity.

But that research fizzled out. For a long time, I think it was in part because there was a lot of excitement about the Human Genome Project and that was finally going to reveal the underlying code of the way everything worked in the body. But a lot of people feel that. What happened at the end of the Human Genome project was they didn’t quite get to the finish line, and there was still a missing piece of the puzzle.

And Dr. Levin took his background in both biology and computer science and started thinking I. The genes seem to code for the, the bits and pieces of the body, the various proteins and enzymes, but the hu that the genome doesn’t seem to explain how all of these things function harmoniously to create.

That the body working in a very seamless way. Just because what enzymes and what proteins are there and you’ve mapped out what the biological pathways are, it’s really hard to understand how everything works together. I. In such an amazing and intricate fashion. Following on the work of Dr.

Becker and also early researchers from earlier in the 20th century Dr. Levin started doing research where he was, I. Manipulating bioelectrical patterns in the body. He refers to them as the bioelectric blueprints of the body. And in manipulating these bioelectrical blueprints, he was able to demonstrate some really amazing things.

For example, . He was doing stu studies on mice where you take these mice that have a gene where the mice will always get cancer because of this oncogene that they have, and he was able to show that by modulating bioelectric patterns in the cells, he was able to prevent the cancer from developing, even though this death sentence of an oncogene was there.

Ano another exciting area was he was very interested in limb regeneration. This was also an area of focus of Dr. Robert Becker back in the day. He’s famous for his experiments with salamander limb regeneration where he demonstrated that there was aspects of bioelectricity that were a major factor in the limb regeneration.

Dr. Levin hypothesized that maybe you could leverage . That thing that happens in salamanders you, salamanders regenerate. I think most people are aware of that. If you cut off a limb, it’ll grow back. But once you get up the chain of evolution, that functionality is lost. Dr.

Levin wondered if it would be possible to get what happens in the salamander, which is bio electrically mediated to happen in higher animals, and he’s shown that it actually can, in fact, recently, They’ve regenerated the leg, the amputated leg of a frog, which does not normally regenerate. So when I realized that Dr.

Levin was, and he specifically refers to these as , the bioelectric blueprints and that they are these global blueprints that guide the formation of the body from the fertilized egg and guide it to form all of the tissues that develop from that fertilized egg. I thought that’s really conceptually similar to the concept of qi in Chinese medicine because QI.

Is generally thought to be this very mysterious thing and often dismissed by . Western scientist is having no grounding in Western science. But chi in Chinese medicine is responsible for everything that goes on in the body. And for years, western scientists who would look at acupuncture, they would measure things like endorphins or neuropeptides see molecular changes that were taking place.

Map brain imaging to show changes taking place in the brain. But in, in all of those cases, I. You have to set aside the classical Chinese understanding of how the body works and say the Chinese discovered something cool, but it doesn’t work for the reason that they thought it did. When I start seeing research like Dr.

Levins, all of a sudden it seems like I. Maybe there is something to the classical Chinese understanding, and I’m not saying that QI is bioelectricity, but I’m saying that there clearly is an energetic, a holistic, energetic layer to the body that is upstream from matter and. And that got me thinking wouldn’t it be really cool to bring together people from the biofield research community and also people from the classical Chinese medicine community so they could cross-fertilize each other with their ideas?

The biofield people could share the amazing research that they’re doing, and the people from the classical Chinese medicine community could share what they’ve discovered in the classical Chinese medicine texts that maybe could provide insight into. Some of this research that’s been done in recent years and ideally provide inspiration for future directions.

And I’m gonna repeat what you just said. ’cause that was the idea of creating, of putting together a collection of presenters from the biofield sciences, from consciousness and from classical Chinese medicine. Because when we started talking, I had this dream of putting together an event which focuses on the role of.

Which focuses on the role of consciousness, mind, and healing. And you had this idea about the biofield sciences and we thought the two part processes. The biofield science research actually will give validation to what we observe and witness in our clinics and also . It shares with us that the classical texts are not just stories, there’s actually science that is validating, confirming what they wrote in the classical text.

So that was part of the excitement of, let’s bring these two groups together, as you said, let’s cross pollinate. And then on the other side, they’re doing this research. The biofield experts are doing this research almost in the dark. And the classical text can give them so much direction to, to research as in.

Validate this. ’cause they’ve already said, this is what, how worth, this is how the world works, . Can you validate it? And so we thought, looking at the world, and most of you are aware that we see a lot of suffering, a lot of mob . Hate and fear and to heal the planet. We think classical Chinese medicine has a role in it.

And this new science of biofield science and consciousness letting each other know that we’re more together than separate may be the way to, to heal. And and so we can enjoy our peace and freedom. That’s my lofty spiritual side of it. And . I kind of love to have you tell us a little bit about this collection of speakers and talks that we have labeled The Healthy Horizon Symposium that’s available online at Healthy Seminars.

We’re putting together a collection of speakers with a goal that to weave together insights from clinical practice, research, scholarship, and personal experience. Before I go on, I should say that I wanna, I. Include a piece that we haven’t discussed quite yet. I’ve been talking about biofield science research and I’ve been talking about classical Chinese medical literature that seems to provide a lot of clues to what’s going on in the biofield research, but I don’t wanna leave out all of the practitioners

Who have been bringing these ideas from either one or the other into their clinics for decades now, because a big emphasis in our talks is going to be on the practical level. Even if some of us like to geek out, as you said on these subjects, which I clearly do, We also mo most importantly, we want to take this information and use it to really ramp up the ability to heal people, heal society heal the environment.

Because this concept of the biofield. It’s there a lot of the research has focused on what’s going on in the human body, but this concept of the biofield actually extends beyond the human body into the relationships that we have with other people, and also the environment. The, the natural world around us being an aspect of the biofield and all of it is Also connected to consciousness, because consciousness is also an aspect of the biofield.

So we’re weaving together people who come from clinical practice, research, scholarship and personal experience. And our goal is to begin to tell a new story. The old story is one of. Materialism and reductionism and scarcity and the new story we want to tell is one of holism complexity and abundance.

There’s a new paradigm coming and this new paradigm can help, as you alluded to, Lorne bring us all together and begin to heal the rifts within our own body and also . Within society and between humans and nature. There our speakers are gonna be coming from the biofield research world.

They we’re gonna hear about some really amazing research that I think is gonna be really inspiring to people. And we’re also going to hear from scholars who’ve spent years digging around in classical texts and seem to be reaching the, coming to the same place from a different angle.

But. Perhaps most importantly, we’re gonna be hearing from the clinicians who are gonna be showing the people who attend these presentations, how they can actually really amp up their work with their patients and create really exceptional healing experiences for them. And I guess before we close here of this collection of talks and speakers that we have now available, can you share some of the examples of these different types of presentations and how they fit into this vision?

Yeah. Speaker who’s gonna be upcoming in the near future, and somebody who’s been on your platform many times and will be on it many times again, is a woman named Yvonne Farrell. Yvonne has been focusing on the treatment of trauma using the eight extraordinary vessels for many years.

And the eight extraordinary channels have sometimes been referred to as the embryological blueprint of the body. And when I, when I first , Was learning about Michael Levin’s research and he was talking about the bioelectric blueprint of the body and specifically talking about embryology.

I thought to myself that sounds really familiar. And I cracked open a few books that I had on my shelves on the eight Extraordinary Vessels. One from Giovanni Maia, the late Late Great master of Chinese Medicine and another man named Hamid Monte Kab. And sure enough, they were also both referring to the eight extraordinary vessels as the embryological blueprint of the body.

And that was actually one of the things that got me thinking, that the Chinese Chinese medicine has actually been using similar terms, and I know Michael Levin. Wasn’t studying Chinese medicine or the eight extraordinary vessels. He came up with this term himself. And yet people in the Chinese medicine world have been using the same term.

And that’s what really got me thinking. There’s something in classical Chinese medicine that’s gonna really help understand all of these things. So they, the eight extraordinary vessels, as all the acupuncturists in the audience know are the carriers of essence or Jing in, in the body. And the.

Jing is in inherited from your parents, some from your mother and some from your father. In, in the past it’s often been said that the essence was very similar to the concept of. Genes in western medicine. But I think now as we’ve moved past a more simplistic understanding of genes into the world of epigenetics and now the biofield and because Chinese medicine comes from a less.

Material perspective. I’ve be beginning to think that it’s more appropriate to think of the essence as maybe the carrier of not just the genes, but also the epigenome and the bioelectric code. Bioelectric code is another term that’s been used by Michael Levin. According to Yvonne.

When you experience any type of trauma in the body, the eight extraordinary vessels are a primary part of the body that’s affected. And that’s whether that trauma happens, personally in this life or is societal trauma from, systemic racism. War which is something that is really on everybody’s minds recently and also intergenerational trauma.

I think a lot of people are aware of research that’s been done showing some really unfortunate effects that happen when people go through the trauma of war and the marks that are put on your. Biofield or epigenome actually pass through and affect the future generations.

Yvonne has discovered that focusing on the eight extraordinary vessels is actually a way to alter Restore this blueprint of the body to where it would be prior to having experienced all of this trauma. And again, like I said, there’s so much synchronicity and conceptually, at least between the way I hear these classical practitioners speaking.

And what I’m also finding in the biofield research area, and I thought was particularly interesting when I had a recent conversation with Yvonne about this is, like I said, Dr. Levin is not familiar with what people are doing in Chinese medicine, and Yvonne wasn’t really familiar with. What was going on in the biofield research either.

And yet they had landed in a similar place using similar terminology which I thought was very striking. That’s that’s one example. From the from the biofield perspective, there’s what are called biofield therapies and biofield therapies. Fit into two general categories. They can be manual therapies where people are, using their hands either actually touching the body to modulate the energy of the body or even hands-off therapies.

And they can also be technology mediated therapies. We have one speaker at the conference prana, who’s an Ayurvedic practitioner, who’s also a licensed acupuncturist with a background in electronic engineering, and Prana has developed some exciting new technology, . That uses very precisely designed combinations of frequencies that are based upon his deep understanding of both Chinese medicine and ancient Ayurvedic texts to generate various types of.

Sound, various types of frequencies that can be output in various forms. If you connect his system to a set of headphones, you can take in the frequencies in the form of sound. But if you connect his device to a pulse electromagnetic field generator, you can take in the frequencies, in the form of pulse electromagnetic fields.

And and his whole model is based upon . An understanding of Chinese medical patterns and from his Ayurvedic background chakras and the various systems of channels in Ayurvedic medicine. So very fascinating stuff that’s going on right now. And what we’ve done to he Todd just gave two examples.

So to build the bridges between classical Chinese medicine, biofield science and consciousness, and to help with this paradigm shift healing on a individual level, on a global level, on an environmental planetary level. We’ve brought together 27 . Inspirational presenters at the top of their game to bring this information to us.

’cause that’s the idea we need to understand and how to bring this into our lives and into our practice. And so this information’s all available if you go to the healthy seminars. You should be able to find it there. Just ask us about this, what we’re calling the Health Horizon symposiums.

Symposium and we’ll be able to direct you where you can find a collection of these talks from these 27 presenters. Todd, I’m glad that we connected and that we had that opportunity to chat and geek out. You shared this idea about the biofield sciences. And others other materials. And I was sharing how I was in this frame of mind getting into personal development and spiritual evolution for our profession and our society.

And then we just kinda merged the ideas and it grew and expanded it and I. All I gotta share with everybody, everybody that we connected with the presenters are very well known and busy. And they all pretty much said that they were gonna say no, ’cause they’re too busy to prepare this material for us to make available to you.

And when we shared our vision But I think one, based on their schedule put other things aside and came together to create this content for our community, which we’re grateful for. And Todd, I’m grateful for you for really being the co-chair of this this material , I call it the event, the material.

’cause you really storyboarded and really worked with the presenters to tell this story. So it has meaning for the acupuncture community. So thank you for that as well. You’re welcome, Lorne. I’m excited to be part of this project. I just wanted to add one, one more thing before we go that I, I feel that I glossed over.

We have a lot of practical presentations that we have planned in the year ahead. But rather than focusing on protocols for disease treatment I mentioned one where we were talking about trauma. There’s really gonna be a strong psychospiritual emphasis in the presentations that we’re planning with the idea.

That the ultimate root of ill health according to Chinese medicine the internal cause of disease is the mind and the emotions. And so we’re really having a big focus on healing the mind, working with the emotions, and helping people in their psychological and spiritual development in the practical presentations.

Perfect. Again, thank you Todd, and again, thank you guys for tuning in to another episode here. We much appreciate it. .


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Is your Practice on Fire or Burning Down?



Holly Battrum is gonna be talking to us and our topic today is on, is your practice on fire or burning down, putting resilience and power back into your practice.

Click here to download the transcript.

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

Welcome to another episode of the American Acupuncture Council, to the Point, I’m your host, Lauren Brown. And I’m a C P A. I’m a doctor of traditional Chinese medicine founder of Healthy Seminars and author of Missing the Point Why Acupuncturists Fail and what they Need to Know to Succeed. And today I have a colleague and friend on our episode.

It’s gonna be Holly. Holly Battrum is gonna be talking to us and our topic today is on, is your practice on fire or burning down, putting resilience and power back into your practice. So let’s bring Holly in here and I’m gonna do a brief introduction here, but just let you know that she is also a doctor of traditional Chinese medicine.

She’s been doing great in her practice since she started it back in 2015. She’s also an. N l p coach and mentor and before she did Chinese medicine she was involved in business leadership. And Holly, it’s good to have you on and I’m looking for you to share some of those practice management pearls today.

Hi Lauren. Thank you so much for the invitation to chat with you and of course, the American Acupuncture Council for hosting these conversations. Yeah, we’re gonna have some fun. We’re gonna have some fun. So, you know, your title is Practice Is Your Practice on Fire or Burning Down and Putting Resilience and Power Back into your Practice?

And you and I I have had, you and I have had this conversation that. People want this work-life balance, and I don’t know if that’s a realistic expectation, but I’ve heard you talk about not so much work-life balance to have joy and succeed in your practice, but you talk about rhythm. Can you kind of tell me what that rhythm is about and how that is different from a work-life balance?

Yeah. I think that for me particularly, rhythm makes so much more sense, right? When you talk about balance. What are you walking on a tightrope or we’ve, you know, it’s a very fine line of things that you’re trying to achieve. Even when we’re talking about harmonizing in Chinese medicine, we don’t, we are not necessarily trying to balance the system.

We’re, we’re trying to harmonize it and move things around and so, If we get sort of trapped in this balanced concept, I think we put a lot of energy into staying in this very narrow window, right? We have our boundaries and we need to keep those boundaries and, and it’s almost like those latency patterns that we have in Chinese medicine start going into kind of holding everything in place, which becomes very taxing.

So, Right. If you look at rhythm, rhythm is ebb and flow. It’s the what we talk about all the time and. In our medicines, but we don’t necessarily apply it to ourselves. And maybe that means you don’t have a daily habit, you have a weekly habit. I know for one thing in my practice it’s, it’s really hard the way I have my clinic set up for me to get every single thing I wanna get done every single day.

But for example, when Mondays are my really long day and I may not get my workout in, I may not get all of my. How stuff done that I wanna get done because I’m spending 12 hours in practice, whereas I’m not in the clinic on Thursdays. And so I’m able to allot more time on Thursdays for some of those other things.

So I, when I started to look at it from this rhythm concept, it just took a lot of pressure off and made the burnout less and made sort of this challenge of keeping all this structure together a little bit easier. So what do you see as the some of the factors or why people are burning out?

Because we do hear practitioners, colleagues say that, you know, they went into this, they went into this to help people but they find they’re struggling. They’re becoming a. Exhausted, disenfranchised. And I’m curious kind of what do you think some of the reasons are behind that? Maybe it’s that whole rhythm, work-life balance you just discussed, and then how can somebody assess where they are in their practice to know whether they’re going in that right direction?

Yeah. So I think in medicine in general, but particularly in our, our profession, one of the things that happens is we’re taught from sort of this authoritarian concept, right? We have, which is it’s all good information, but we’re taught from a lineage standpoint. And so everything that we do then becomes, this is the way somebody else did it, our masters did it, and you.

And you’re trying to almost replicate that. And so when that happens, we know you can’t think as well in your own sense. So you can’t think as deeply of bringing your own purpose and root into what we do. So though a lot of us do go into these fields trying to help people, we’ve kind of lost ourself in the process.

And so if we try to change our mindset a little bit, and I don’t even wanna say necessarily mindset, but if we start thinking outside of that box, then we can start thinking with more of an abstract concept, and that’ll leave some of that burnout. And do you have any like specific examples, like from, did you come right outta the gates and it’s, and it was all perfect?

Or did you learn through some of your own mistakes that I know that’s, that’s where I got a lot of my lessons and that’s how I share with my colleagues. So what about yourself? Do you have any personal stories that you don’t want people to repeat and then kind of what you’re doing to have this.

Rhythm. And, and I’ll just add, cuz you were sharing, we’re talking about the work life balance and then you’re talking about rhythm. You know, everybody. If you think you’re having work-life balance on a daily basis, those are probably difficult expectations. And I liked how you said you, you know, Monday’s your busy day, so you’re not getting your workout in that day.

But if you look at it over a week or a monthly period, it looks more like balance. And so going back to my, my question, I’m just curious, like what was kind of your experience and what are some of the things that you’ve learned that you’d wanna share with our listeners? Yeah. So no, mine was perfect day one.

I’m just kidding. . I’m totally kidding. I think you go into practice and you go into this sort of, I have to make this work. And that’s great. And that’s where that motivation comes from. And you use those resources where you push yourself forward and you continue to try and try and try, but then you start to reach a point, or at least I did where.

Everything looks great on paper, right? You have this successful practice. You’ve got all these things going on, and, and everyone’s getting better. Not everyone necessarily, but PE people are getting better. People are coming in and, but you maybe don’t really feel like you can take a breath. And that’s where I started to notice this concept of, of what is this rhythm looking like and how, what is my definition of success and how does that look?

Throughout so that I could then kind of almost take back and start that concept of running my practice versus allowing it to run me. Oh, I like that. Can you Talk a little bit more about that and emphasize that, that, and to me that’s a really interesting mindset going from or going to running my practice versus my practice running me.

Can you give examples of what it looks like if your practice is running you and, and what it looks like if you’re running your practice? I, I, I’ll throw it. One, tell me if you agree with this, but in the beginning, my schedule I would, whenever patients wanted to come in, I would see them. So at seven in the morning, seven at night.

And then eventually I created hours. Even though, you know, you wanted patients, you wanted to be available cause you wanted to help everybody. And also you wanted to have a busy schedule. So let’s say you wanted to see eight people in a day. You would maybe work 12 hours to get those eight people in. And then I realize if you’re using one room, this should be done in eight hours.

And if you’re using two rooms, this should be done in four or five hours. That was a good example for me. My practice was running me and then I started running my practice that way. Is that an example? And do you have any others you can share? I, I think that’s absolutely a great example. I know when we first start, we do need to kind of bend over a little bit and, and say, oh, maybe our schedule does need to be more broad.

I know when I started, I, I worked two evenings a week and I worked Friday mornings and you know, a whole four and a half days kind of thing and a couple long days and, and, and now I’ve kind of isolated that to three days a week and I only work one evening. And, and that’s a great example and you sort of.

Kind of work outside of your boundaries. And now I’ll still, I don’t put those so concrete that I have to control them. So I think that’s where this, this little bit of a shift concept works with the resiliency. I mean, resiliency is sort of an elasticity and sometimes I do need to see somebody when I wouldn’t normally see them.

But I’m a hundred percent okay with that before I might be putting all these people on my schedule and really just being frustrated by it. And so if I keep myself within my parameters of my rhythm most of the time, then I’m able to offer more compassion and understanding to my patients when I step outside of that.

So that is a one great example. And then I’m so sorry. If you can kind of repeat the question a little bit, Lauren, then I can Yeah. Add to that and I, well, I was talking about examples of you running your practice versus the practice running you, but you just said something about cuz that flexibility and elasticity a sense that I’m getting is that you really gotta get clear on who you are, what success looks.

Looks like for you. And so it’s more about this inner work as well. Cuz when you choose to work outside your schedule, where’s your mindset at? Like, are you doing it out of fear? You’ll disappoint other and they won’t like you. Are you doing it that then they won’t come back? That to me is the practice running you.

But if your mindset was, I’m feeling. I’m feeling resourced. I really want to help this person. It would bring you joy. You’re not doing it out of guilt, out of, out of neediness, out of fear. You’re doing it out of compassion, and as you shared compassion and you really want to do this and it’s an exception more than the norm, then it sounds like that keeps you in your rhythm.

And so I, I like how you shared that. And to me that’s, that’s about getting clear on who you are. What do you want? Having healthy boundaries. Healthy, well, weighty, right? Mm-hmm. . We talked about an example of, of your practice running you versus you running your practice. Cause I think that’s what a big, when you said that, that was like, that is a good reason why we have burnout.

Mm-hmm. , most people practice. Are running them and they’re not running their practices. What do you think? So I was looking for another example besides your scheduling, but if, but another question, if you don’t have another example right off the bat is just as we get closer to wrap up, what do you think practitioners can be doing to have more of that resilience and joy back into the practice and, and what they may not want to be doing so they don’t run into burnout?

Oh one thing that I would say that we wouldn’t want to be doing is sort of the constant mind chatter. So you’re talking about that inner work. If what we choose to do is you nailed it, you know, put a nail on the head of, of if our stuff comes from a place of lack or comes from a place of should.

Then that is when we start to realize that our practice is running us. If our joy comes from a place of groundedness and oh, this helps my purpose go forward, then we’re gonna be much more in charge. Of our decisions. So that’s the big thing of like, I think what we should and shouldn’t do one thing that I think we miss out a lot of is that creativity.

And so if you’re struggling, you’re listening to this conversation and you’re saying, oh yeah, duh, I know that, but what do I do about that? It, it starts to do the self-work, but come from it as a place of creativity. If we are more creative, which might be just giving ourselves time to let our mind wander.

We forget, we take all this information in, especially this day and age, we’re trying to download more and more information in our brains, and we don’t necessarily give our brains time to process that information or daydream. For one thing, and that can be a part of creativity. If we have a creative mind, then we’re more innovative.

So if you’re struggling with what does this look like for my practice and I wanna keep, you know, a lot of people wanna keep their lineages and I think that’s absolutely amazing. But what can creativity, can you bring into that where you’re bringing your purpose and a little bit of yourself into that as well.

So a couple quick things that you can do is, you know, even just simply as picking up a new hobby, it doesn’t have to be one that you go back to. A lot of times we talk about that and we’re like, well, I used to knit, or I used to play the drums. You know, maybe that was 10 years ago, Lauren, and maybe now you wanna actually pick up a new hobby.

And while you’re working on that, you’re gonna start thinking about your purpose and your life and things like that and your practice. So that’s, that’s absolutely one thing that we can do. The other things is a couple great assessments. So you can either take a top down approach and say, Hey, what is my purpose?

What is my vision? And does everything that I do come from that standpoint? Are my yeses because I’m furthering my vision and my purpose? Or am I yeses once again from that should so you can come at it from that way and just take some time and look at that. The other way that you can do, if that feels like.

Too much is a, is a more of a, you know, bottom up approach. And so you can literally work through almost every task that you do on a daily basis and write it down and say, Hey, I have to do this. Does that feel good to me? Do I wanna do that? Do I not wanna do that? And then once you take that assessment, you can start breaking down and, and using that as, as more of like a how do you wanna feel versus what do you wanna do?

And that’ll help you align as well. And I’ll, I’ll add to what you’ve shared, cuz I like that, that I find the top down that purpose vision, basically, if you really get clear on who you are and how you’re showing up in the world, and then your practice is an extension of that for whatever reason, it just seems like the universe kind of collaborates with you and.

And you find your tribe. So if you’re authentic and you’re, like you said, trying rather than trying to be your lineage or trying to be, you know, if I try to be Holly I may not get those patients cuz it’s not authentic. But if I’m me I’ll find my tribe. Mm-hmm. And so, mm-hmm. To me that’s that. I think of on a spiritual level, conscious, more of a conscious work, really getting clear on who I am and and bringing that into my practice and getting aligned and being authentic.

And then the, the bottom up part I like that I was just actually listening to re-listening to. The book by Eckhart Toley called The New Earth. And he actually said that in it that he’s talking about there’s certain things in during the day that you may not want to do, which is normal, right? He’s talking about feeling good.

And he says, but if you can look at all your tasks and some of your tasks, like you said, are just things you’re not gonna like, but check in on how you feel and if you can just become truly present. So now we’re getting a little, again, back onto consciousness on presence. Mm-hmm. . If you can just be honest with yourself.

You don’t like to do it, but it needs to get done and just focus and be present with it versus thinking, I shouldn’t do this. I don’t want to do this. Just do it with mindfulness. Then it, and, and accept and full acceptance that this is what I need to do right now, just now. Then it has less of a drain on you.

And then I’m sure we’ve talked about this off camera. If it’s something you don’t like to do, You can always find somebody who likes to do that and do that well, and that’s somebody you can hire and delegate that too. So you don’t have to do everything. But at some, some at the beginning you do, right?

Mm-hmm. , you can start to delegate that, those things off. So you’re doing more and more of the things that you, that bring you joy that you’re really good at. Mm-hmm. . Yeah. Let me just I know we need to wrap up, but couple little things along those lines. One of my friends. Said this to me a long time ago.

We were talking about paying bills. She’s like, oh, you know, my husband always tells me that I should just be super grateful that I have the money to pay the bills. And I think that is such a different frame of reference. It’s like, oh, maybe you don’t want to pay the bills, but, you know, changing it and like, oh, I’m grateful that I can do this.

And then my other friend runs sort of a, a cleaning, like a house wife blog kind of thing. And she always calls her house cleaning instead of cleaning. And I just sat. It was a huge shift for me. Cause I’m like, oh my God, I hate cleaning. And I’m like, oh wait, no, I’m cleaning. mindset’s so important in life.

Right? And, and it comes to our practice too. I, I, I agree. So Holly, if people are looking for some coaching and a mentorship how do they find you if they wanna follow up more with you? Yeah. You can absolutely just go to hollyBattrum.com and current offerings will be up there. Shoot me an email at holly@hollybattrum.com and I’d love to chat.

Perfect. Thank you very much Holly. And I wanna remind the listeners as well that we have lots of practice management courses and some with that spiritual twist on healthy seminars.com. And also, if you like the consciousness discussions we have on my website on lauren brown.com. I have lots of conscious talks on there as well.

So healthy seminars.com for those practice management talks. And you can email me if you’re looking for that link, but, The other website is lauren brown.com and you can check out my book as well called Missing the Point, why Acupunctures Fail and What They Need To Know to Succeed. And again, thank you to the AAC for this opportunity to be your host and to our guest today, Holly.


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The Acupuncture Wow Factor – Lorne Brown



And so the Wow factor that I’m talking about is for your patients to have a shift on your table and experience a shift so that they are able to relax and therefore have the trust and confidence to follow your treatment plan.

Click here to download the transcript.

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

Again, thanking the American Acupuncture Council for this opportunity to share with you my colleagues. My name’s Lorne Brown. I’m a doctor of traditional Chinese medicine. I’m a clinical hypnotherapist. I’m also a C P A. I’m a certified professional accountant, and I wanted to talk about the acupuncture Wow factor.

And I’m gonna set my intention that this will be simple and yet powerful and effective. That comes from the Einstein quote that make things as simple as possible but not simpler. Meaning let’s make it simple so we, it’s easier to implement, but we don’t make it so simple that it loses its effectiveness.

And also my intention is to do a small sound bite here. So you can just take one concept or one idea and run with this in your practice. I have found that sometimes the things that. Help practitioners be the most successful, are the most obvious, but yet they’re not obvious until somebody brings it to your attention, to your awareness that you’re like, oh yes, I want to intentionally do this.

And so the wow factor that I’m talking about is for your patients to have a shift on your table and experience a shift so that they are able to relax. and therefore have the trust and confidence to follow your treatment plan. Now I’m gonna unpack this for us, and I’m gonna talk about this from, I guess materialistic and quantum level here.

So when we have resistance, then we block flow and receptivity things that happen for us in life. And you’ve probably experienced this, where sometimes you just have flown receptivity, synchronicities are happening and things just seem. Easier. They just happen and flow for you as if there’s these invisible hands coming down from the heavens and opening up doors you did not know existed.

You’re probably also aware where you’re putting effort and more effort and the more effort you do, it just seems the higher things get and things just aren’t easy and there is no flow. And on a quantum or spiritual level, when we have resistance, we are blocking. This receptivity and flow, we have a beautiful term for this in Chinese medicine is called cheese stagnation.

In conscious work, I often hear it call as resistance or friction. And this ties into our patient’s ability to heal because the body has this beautiful, innate ability to heal. And I see my role as a practitioner, as a facilitator, I’m not healing, I. The person in front of me. We are learning more and more through really cool research.

Again, quantum physics level research, that it seems to be that it’s the patient’s need that determines the healing. And we as practitioners have to be that clean vessel. But we are the facilitator and even our nervous systems, our parasympathetic nervous systems, our subconsciouses. They’re syncing up.

They’re doing this through FMR, F M R studies where they can see that the nervous systems are syncing up beyond our conscious awareness, and there’s a healing, an exchange of information that happens. And we use our needles sometimes to do that exchange for information. So the wow factor for us now, I want to unpack this and go back into this patient’s innate ability to heal.

That if they have resistance, they’re not sure if you can help them. They’re not sure if it’s worth their money. There’s that trust issue. Do I really believe this? Does acupuncture work? Work? You know what the skeptics are saying, what conventional medicine’s saying? , all this can get into their psyche and disrupt their ability to receive and have flow.

So disrupt that innate ability to heal because that placebo impact, which has such a bad rap placebo, is not inert. We know this in 30% of Western trials, sorry, in Western. Random controlled trials. Sometimes it’s common that 30% and up to 90%, but it’s common 30% they attribute to placebo. From a Chinese medicine perspective, or at least from my perspective, what we are doing is engaging the individual’s capacity to heal.

They have this innate ability to heal. It’s amazing how we try to dismiss this, but I guess from our materialistic perspective, from conventional medicine, we have that ego that we’re doing the healing , but really it’s the individual. They take the medicine and through that medicine, they incorporate it in heal or through our needle or through our communication.

The healing process starts the acupuncture wow factor to allow the resistance to be lowered. So the patient is in that state of receptivity and flow to really accelerate and accentuate the innate ability, heal. That healing process comes from them feeling an a, an experience, a shift on the table. And so I’m gonna give you at least two examples here, and I’m thinking of recent lectures on healthy seminars.com, where I hosted in one week, both Pony Chung and David Uler.

It’s actually pronounced Oiler, but spelled Uler . David Uler, you probably know him if you read his name, but David Oiler and Pony Chung and their style of acupuncture gives the patient this incredible shift. On the table that even if they don’t have resolution on the table in that one treatment, which is, let’s be honest, it’s we don’t get that resolution for chronic conditions in one treatment.

But because they experience that shift, they now have that ability to have trust and confidence to follow your treatment plan. And it’s been my experience in my own clinical practice using their style of treatment and also call my colleagues that. Patients then leave the treatment room and book their 12 to 15 treatments in that two to three month period because of the experience they had on the table.

So when I talk about shift, let’s bring up David Jeweler first as a concept, and then I actually have a video demonstration that I have with Pony Chong that I’ll share with you with David Yuler. He does palpation based acupuncture. He study with Kiko, Matsumoto and her teacher, and it’s a really cool style of somatic acupuncture where you’re palpating tender spots on the body and based on those tender spots, those are called reflex zones, you needle other areas to release the tender spot.

And by doing so, that experience for the patient is an aha moment. So I’m gonna share a story with you, for example, and I’m gonna do the David Oiler idea of palpation, how this works in the treatment room. But here’s one of my. Own clinical stories and I’m gonna share one about Shen disturbance that David shared recently in his lecture.

This woman came to me after two, two months post C-section delivery of her baby, and she had poor quality of life because of the incredible lower abdominal pain that she had since the birth of her child. And she went to back to the surgeon, the gynecologist. They ruled out any infection they ruled out.

anything left inside and they just said, there’s nothing going on there. There’s nothing they can do. Obviously, she didn’t want to take high dose or pain meds because she’s breastfeeding. She had saw massage. They had referred her for some physio for post-surgical to help. Nothing had helped over those.

Two, two months. She came to my practice. She knew of me because I actually was the practitioner that helped her with her infertility, and I guess we have branded ourselves so well at fertility that because she wasn’t trying to get pregnant, she didn’t think to come back to my clinic until later say, do you think you can help me with this?

It didn’t even dawn on her that maybe this is something we can help. . And so she came into my practice with her lower abdominal pain and right away I thought about the tsu. And for those that are not familiar with that term, it’s basically a reflex zone for blood stasis. And when you have this, it can wreak havoc in the body.

Cause remember, it’s a system and we have a serious stagnation. It inf it interferes with the flow and receptivity. And I press down on her tsu and she’s oh. Like incredible pain. And so after pressing in on the tsu, I go to the distal points that are used to relieve that. It’s just two acupuncture points.

And I hold my little device, just the tube of the needle actually. And I try different angles on liver four and asking her as I palpate, does this reduce this pressure? Pain? And she goes, oh, you’re not pressing as hard. So she thought I was trying to fake her out because. She went from like a 10, outta 10 to two outta 10, and I said, I’m pressing the same.

How about you press so you take my hand and you push down? So she took my hand and pushed down while I used the handle of the tube. No pain. So I go ahead and I needle those points. I also noticed that her immune reflex was really sensitive, so I did the immune points and a week later I did follow up with her and she was immediately at that treatment.

90% relief. So she had 90% relief immediately after that treatment, and one week following, she still had 90% relief from that treatment. That’s where somebody like that now refers anybody and everybody to the practice and any plan that I would have for her. She is more relaxed, as in con, has the confidence trust in me.

One is she had relief in her symptoms, but I’ll share with you that even if the symptoms aren’t relieved, when they experience the fact that I can palpate an area, a reflex zone and then needles somewhere else, and then that zone is gone, they see that it’s doing something and it gives, it inspires them to now follow your plan.

In his course also, he talked about the reflex zone and the sternum for anxiety and shen disturbance. And there’s points that we do on the back for this. And there’s points that we do distally for firepoint on the pericardium and heart channel. We test the fire points to see if they’re tender as well.

And then we use metal and water points. To relieve that. And again, when patients come in and they’re really anxious, so the difficult trusting cuz they’re sympathetic. They’re sympathetic, is on high alert, that means can’t trust, right? They’re rarely cautious, paranoid, almost really feeling worried and anxious, palpating the sternum and it’s tender for them.

And then going and touching reflex zones on the back. And then if that relieves it, great. If not, then I go to the fire points on the palm and then I check the acupuncture points. And if that relieves it, you can just see the melt on the table. So that’s my example as a shift on the table. And so learning styles by like David Yuler is a way to really grow your practice.

Now, I was trained as what I call a barefoot doctor or Zg Fu acupuncturist, which I think many of you have been trained as well, meaning like if you have blood deficiency, it’s stomach 36, it’s red 12, it’s spleen six, bladder 17. Really? These are my herbalist, acupuncture herbalist from China teaching me acupuncture and.

Because I host healthy seminars. I’ve had the privilege and the opportunity to witness different styles of acupuncture and realizing that there is a really deep history and style of acupuncture more than how we were trained in TCM schools, where you can get really good results. and also there’s that impact on the table.

And so David Oiler is one of those examples of studying with him and being able to just palpate some points, relieve them right there, that first treatment in 20 to 30 minutes with that treatment, and then they continue on for their condition because they’ve seen such an experience of that. Plus, they also are getting resolution for what they’ve come in for.

Let’s talk about Pony Chong. Another style of acupuncture and where they’re in common is he shows a shift on the table. And in the video that we’re gonna bring up is from a lecture he did recently in our community library. And what he’s demonstrating is he’s doing a, an acupuncture point, spleen 12, and he talks about.

In the Canon and the classics, just where it travels on the Sinu channel and how it impacts what muscles, what ligaments went tendons basically in modern day. So he can treat certain conditions in the lower extremities and he’s going to needle the point. And then he tests the point with a pointer plus, and he does this because of two reasons.

One is when you. Test it. It lets you know you’re in the right place, cuz I’ll share that sometimes we always have the right intention. This is where I think SPLEEN 12 is on this individual based on landmarks. But Pony has shown through his style of acupuncture that it’s reproducible, that you can be really precise based on reading the description of what this acupuncture point does on a muscle skeletal level.

And seeing that muscle shift or move or fsic. When you touch it with a pointer Plus from the patient’s perspective, it is a wow factor because they know where their pain is in whatever their leg, and when you put a needle in and it co and they feel that sensation going down, that whole muscle, they now have the confidence that you are in the right spot.

The second reason it’s so important that I went on a quick tangent there about the patient’s experience is sometimes we have the right intention of where we think the point is, but points actually drift. They’re not. The same based on the book location on every individual, there’s a little bit of drifting and pony style of acupuncture.

Teaching shows you that you can actually get exact and know that you’re in the right spot by testing the needle. And I have to share when I use this in my practice, sometimes I have to reinsert the needle two or five times to get it. But now you get better results because originally my intention was this is the right spot for this point, but I can test and show whether I’m really in that spot or not.

This is also gonna be important for research to make research reproducible. Now we know we’ve given them the right acupuncture point for where it is in their body, and so this wow pa factor is crucial in having patients relax. So lowering the resistance, having confidence and trust to follow your treatment plan because they experience a shift, that first treatment, not let’s treat you for the next.

10 or 12 treatments and see if there’s a shift, and then we’ll reassess they believe after that first treatment. So let’s bring up the video. I’ll share with you the first five seconds, the volume’s low or 10 seconds, and then it kicks in. And this is just a discussion that I was having with Pony in one of his community lectures while he was demonstrating this idea of testing a point and how the patient experiences this.

So please bring up that video now.

And pony, this is what I mentioned in our introduction. If you could just go back to that video for a moment. Okay. That when patient experience a shift on the table and in this case when needle, when pony needles, the point and then he stimulates it with his pointer plus the structure of the leg. The muscles watch the leg move in the bottom left eyes, watch the leg move.

Confirming he’s in the right location cuz it wouldn’t move he was in, if he was in the correct. Two things happen. One is he has now accurate needle location because we have good intention and we say we’re putting it in SEN 12. We put the intention, but PONY is showing that there’s an actual real spleen 12 for each individual, and it can drift a bit from how it’s described in the book and based on the person.

And he’s confirming that he has reached spleen 12 based on what he’s seen in the leg. So a for effectiveness preciseness. Two is the patient is seeing what’s happening, she’s late leg and it just her leg gives them the confidence and trust to then pretends machine on the needle lake move. And that’s why I invite you to check out PONIES courses in the library and then really do a deep dive and he has those courses on demand so you can learn how to do this in your practice.

Thanks. No problem. Yeah. Thank you for Lorne. Thank you for mentioning the way intentioned to, that’s something I emphasize a lot when I teach the course is that we taught that, okay, you have to have good intention, right? And then, and your intent drives the cheat. Okay? And so drives the, your cheap, but also to the needle.

You drive the patients cheat. But that’s pretty much the end of the education. I got an intention, it just. But extreme attention’s the same. But the way I see it now, based on my experience in all my research, is that there’s a different intent for each specific point, and now you can predict and agree on that intention if you understand anatomy.

So for example, here, screen 12, the anatomy is the femoral neurovascular bundle. So the intention that we, when I have, when I come to Neil’s point, is that I want. This to activate the quadricep muscle, and if I apply electricity to that, it’ll activate all the quadrant muscle in the new extent. Okay? So it could be a sensory nerve in, in which case we know what that nerve travels, the duchess sensor should be felt to that area.

It’s not a guess word. You should know exactly what that intent for that specific point should be. and know if you got it or not, based on whether it moves what it should, ghost by sensation where it is. So then your intent is actually very clear and precise and it’s not just assuming that intents the same, it’s not just all heavy achy sensation e everywhere, anywhere.

Okay. But also coming back to, to like the buy-in the wow factor, patients are gonna remember. The times that you don’t succeed. But when you, if you tell them, okay, I’m needling this, I’m checking this. I’m, they don’t know what’s what they’re supposed to see, right? Only you know that. But you tell them that I’m, the reason I’m doing this, I’m checking to make sure I’m precise, but you stimulate it.

You tell them, you may feel a sensation going down the top of your quadricep. You might feel a little contraction in your muscles and quadricep. And if you say that and you try it, and if it’s one of those, one of those times that you succeed, they feel that’s instant. Because that’s pro, that’s in a way prophecy, prophesize what’s gonna happen.

And then it actually happened. More average mortal human beings don’t have the ability to prophesize. So that makes you different, that you can do something and make it happen. Exactly what you said, it’s gonna happen. They’re not gonna remember if it doesn’t happen, but they damn remember it when it does.

And that is the wow factor that Lorne is talking about before their. You’re even done treating them. It’s the first treatment. They haven’t solved the result yet. They’re already asking, do you treat this for my brother? Do you treat this with that? Okay, this is from my personal experience.

So I like his term, the prophecy. So you’re prophesizing for the patient and then they experience it. And that is a wow factor. And like he said, can you treat this? Can you treat this for my family members? Because you’re able to predict what they’re going to experience. And so from a practitioner with integrity intention, you’ve got the accurate point.

So you, you want the results, so you know you have the accurate location and then. From the patient’s perspective, they’ve experienced this prophecy on the table, which gives you that guru status and why some practitioners are constantly looking to fill their practice. And like others, like my practice, I usually have a two to three month wait list because of that Wow.

Factor on the table. And then when you learn from like a David Oiler, Or Red Yuler, but pronounce Oiler or Pony Chung. They give you language too to help with the prophecy. So going back to David’s talk where I mentioned he, for anxiety, he’ll palpate the typical area on the sternum. And when I go and palpate these reflex zones and they’re tender, and then I needle elsewhere, and then those reflex zones go away.

That’s the prophecy, cuz I’m telling them that if we can remove the blockages in the body that are preventing the innate ability to heal, if we can lower the resistance and bring back chief flowing, your body will start to heal regardless of the Western diagnosis. I just gotta remove some of these disturbances in your biofield and that is why I think.

To my colleagues that studying with Pony and David or having that wow factor where a patient experiences your prophecy in the treatment room cuz they experience the shift is important. And the last thing I wanna share for a wow factor, or just what I have found in my 20 plus years, sometimes complicated cases come in.

And I have to remind myself that it’s not my job to fix the patient, and if all I do is listen, really listen and let them know I hear them, then the healing process starts as well. Remember that there is something, and we’re this is being studied, that we know that there’s communication through our facial expression, our eyes, pheromones, and even biophotons light and packets of energy that are.

Transmitting between us that we now know that there’s information being exchanged. And what we’re noticing is that when somebody feels really seen and heard, that lowers their resistance as well. They start to relax, the flow starts to come back, and the healing response is engaged. And so really taking time to listen to your patients.

Let it Showing compassion that you understand and get what they’re going through with is really important as part of the healing process. So really making that time to hear them feel, understand, they feel understood. That lowers the resistance, and again, on a unconscious level, not something that you’re doing or they’re aware of, something is happening between the two of you.

Something has been triggered and there is an exchange of information. Add onto it when you do your treatment and you can prophesize that. When I palpate here. Anywhere there’s certain, there’s points all over the body and they’re tender. And I needle elsewhere, and that tenderness goes away. Then we have lowered the disturbance, the resistance in the body, which will support its healing.

I will share that when I was at the Society of Acupuncture Research Conference, one of the presenters there shared her research where they have. Shown a, what’s the word? They have shown that when there’s organ issues that down distally in the fascia that there’s disturbances. So tender points or even nodules or gunness happens.

So they’re sharing that this is happening. And when I heard this research, it made me think of David Oilers palpation based acupuncture style, because that’s their style is going along the channel and palpating these points. And if they’re. Tender. Then there’s other points to needle, to reli to relieve that tenderness.

And what I suspect is happening is we’re lowering the disturbance in the body, the resistance, and therefore the channel flow becomes free. And then the organs become healthy and the organism us become healthier, and so I just wanted to share that with you. Lectures by both Pony and David are available on healthy seminars in the community library.

They also have C E U proof courses on healthy seminars.com in that area as well. and a good way to just find out what I’m up to. If you like this Quantum idea and biophysics, do check out just my website, Lorne brown.com. Then you can see information about my practice management book. You can hear about my Conscious Fertility podcast, things that are doing at Healthy Seminars.

I created that website cuz I like to do a lot of things. And I decided to create that website so you can find everything in one place. So Lorne brown.com is to just go where everything is, aggravate is collected, and then healthy seminars.com is where the continued education, the community library, the mentorship, and the online learning is for healthy seminars.

So I hope what I shared with you is simple. For you and you’ll find it powerful and effective. It’s been my experience, my colleagues, and for the patients. They have found it powerful and effective. And I wish you the best of luck in your practice. I do believe we need more prosperous acupuncturists because we need more of people like you working in the C communities to help heal our community.

Cuz the world needs lots of healing and this starts with healing ourselves. Obviously. I want to thank the American Acupuncture Council again for this opportunity. To share some of my clinical and business pearls with you.


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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…

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

I 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.