Tag Archives: Practice Building

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Grow Your Practice Through Empowered Teams

 

 

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

Click here to download the transcript.

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

 

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The “Perfect Formula” to Attract Quality Prospects

 

 

Thank you for taking the time to stop by and say hello and spend a few minutes with me to learn about how to grow your practice. So today we’re going to talk about an acupuncturist formula to growing your practice online. And the main thing that we’re going to be talking about is how to get found.

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.

Hi folks, Jeffrey Grossman here from Acupuncture, MediaWorks, Accu Downloads, and Accu Perfect Websites. Thank you yet again for the American Acupuncture Council for inviting me here to share with you more information and insights on building your practice, bringing in new patients and all things relating to marketing and growing and building more sustainability.

For your acupuncture practice. Thank you for taking the time to stop by and say hello and spend a few minutes with me to learn about how to grow your practice. So today we’re going to talk about an acupuncturist formula to growing your practice online. And the main thing that we’re going to be talking about is how to get found.

How to be seen and how to promote your website. So for those of you that don’t know me again, my name is Jeffrey Grossman. I’ve been helping acupunctures market their practice for two decades now. And I’ve been helping thousands of practitioners over the years to tap into marketing and business skills.

I started multiple companies. I started multiple practices and I’m I’ve taught at a bunch of acupuncture schools. So I’ve got some information that I’ve learned over the years that I’m here to share with you today. First thing that’s really important when I teach my practice management class to the students is to really learn to identify who your ideal patient is.

And this is an important piece that is often overlooked in marketing, but most companies, especially larger companies really take a lot of time by identify who their ideal patient. Or customer is, and it’s important as an acupuncturist to really get clear with this. And I know your guys might be thinking, I should know why, I’m treating everybody and, I’m I’m a general practitioner and everybody is my ideal patient while that is true.

It’s also not so true because when you have a communication strategy, That is focused on a particular type of person. Then you can focus your messaging. You can focus your marketing, you can focus your, the way your website is built and all of your marketing collateral, like your brochures on what it is that you’re trying to communicate to that specific person.

So let’s say for instance, you are. You treat a lot of fertility or a lot of migraine, or even do some sports acupuncture. Now your ideal patient is going to be different across each of those different topics. You’re going to be communicating differently to somebody who is looking to start a family or become more fertile versus somebody who is looking to when their next.

So identifying your ideal patient is an important part of how you develop your communication and marketing strategies. So that allows you to identify what blog posts you put out there, or what videos you create or what kind of lead magnets that you’ll be putting out there to attract your ideal client.

And. The important things to know are who are they? What values do they have in common? What groups do they move in? Where, what clubs are they part of? What books do they read? What do they do in their spare time? Where do they go? Where do they hang out? And what, this all gives you insights into where you can reach that ideal patient of yours.

And one of the places to start. Identifying potentially what your specialty might be. And when you, once you do that, it’s identifying who those. Ideal patients that you’re currently working wish with in that specialty, like your AA patients is what I like to call them. And your eight patients are the patients that you love.

And when you see them on your schedule, your energy raises and you feel really good and really excited to, to see them and you have a good rapport and a good resonance with them. And that’s an important piece of that relationship as opposed to. See patients which when you see them on your schedule, your energy goes down a little bit and you feel a little challenged that you’re like, oh gosh, okay.

I can muster up the energy to go through this. So once you identify who your a patient is, and if you have a particular specialty, that is where you start wrapping your head around. Identifying those concepts for that and identifying your ideal patient flows into this next part of creating your core message.

Now, a couple of weeks ago, I held a an extensive weekend workshop on creating your core message, because I feel like this is a. Incredibly important piece for acupuncturists to properly communicate to their audience, to the community, to their prospects, to their patients. And also once you identify your core message, that becomes part of all of your website, all of your literature, all of your marketing tools and strategy.

When there’s three steps to identifying and getting clear on what your core message is. Okay. And your core message. The first thing is what problems do your patients experience? Okay. So what are they coming to see you for? And also what problems do they have that. Keeping them awake at night, maybe fit, physically and litter too, literally, but also emotionally.

Okay. What are what problems do your patients experience am? What can you. Offer them that is unique to you and your practice. And then the third part of this is what will their life look like afterwards? Okay. So I know this might sound a little a little simplistic, but once you identify who, what, what your core message is, it becomes part of all of your communication strategies.

So if I were to ask you right now, what problems do you solve and how do you solve them and what do your patients’ lives look like afterwards? What are they able to do that they weren’t able to do? What would you tell. What would you say? And, I’d love to know that if you’re watching this video, if you do have a core message as to what problems you help with and how your unique practice helps them overcome them and what their life looks like afterwards, please put it in the chat box.

I’d love to see that I’ll respond to some of those answers and give you some thoughts about that. So here’s a couple ideas that you might want to work. So the main problem is that too many people struggle with pain and injuries. And we provide effective treatment that always allows you to perform well in life sports and work with elbow pills, surgery, and high costs.

So the first part of that is identifying the problem, which is too many people struggle with. And injuries, right? What’s unique about your practice is that you offer effective treatment that allows people to perform well in life sports and work, and their life looks different afterwards because they can do it without pills, surgery, and high costs.

Now, this is a generic core message that any acupuncturist can use, but it’s succinct it’s to the point it is. Similar to what your elevator pitch should be and sound like. Here’s another example we offer unique and individualized evaluations and treat injuries. That’s the problem you treat injuries by with TuiNa cupping and acupuncture so that your practice members CA so that our practice members can go out when their next race and feel great.

Okay. So the problem is that people come in there with injuries and what is unique? Quote unquote, about this particular practice about this particular core message is that they offer unique and individualized evaluations using Trina cupping and acupuncture. The way that their life is going to look up afterwards is that they’re going to go out.

They’re going to feel better. They’re going to win their next race. And that is one other example of a core message. And here’s one more. So this is a core message that we help that, that we’ve developed here for acupuncture. Media works most acupuncturists don’t like marketing and have no idea how to bring in new patients.

That’s a huge problem. Don’t like marketing don’t know how to bring in new patients problem. So what we do, what is unique about our company is that we offer a wide range of business marketing and website solutions. Okay. That’s what we do. That’s what we offer. And the and the way your lives will look afterwards, meaning acupuncturist that you can connect with more.

Grow your practice and make the world better. Okay. That’s what your life will look like afterwards. So just to read it one way through most acupuncturists, don’t like marketing and have no idea how to bring in new patients. So we offer a wide range of business marketing and website solutions so they can connect with more customers, grow their practice and make the world better.

Okay. So identifying what your core message is really overcoming. What problems. As your patient experience, what are they coming to see you for? And what can you offer them that is unique to your practice? Even though there might be, you might just be an acupuncturist that does acupuncture between on cupping still.

How can you make that? See. Unique and different from the other practitioner down the street. And then what will their lives look like after they come see you? Okay. So there’s a great book out there by Donald Miller called story brand. And and it talks about identifying your core message. There’s also a really good video on YouTube.

If you were to Google, Donald Miller StoryBrand there’s like a 30 minute video on there that talks about poor messages. And I would encourage you to do that once we’re done watching today. Okay. So the next part about growing your practice is to develop a functional website. Okay. These days, Your website is the place where people go to see you, right?

That’s what, any type of marketing that you do, any type of Facebook, YouTube, Instagram, video, blog, messages, communications, anytime someone gets a referral or hears about you. The first place they go to is your website. Your website is the. Of all of your marketing strategies and all of your marketing communications, because that’s where everybody goes once they hit you.

So it’s important to incorporate a few of these things that I’ll be talking about and including your core message into what what your into your website. So let me just show you these three websites here. So you’re looking at these websites here. You can notice that they are what they’re doing, right?

This website on the bottom, you can tell immediately when you hit this website, that this practitioner is helping for fertility, this website with the runners in their running shoes, you can tell. Maybe that’s about sports. Maybe that’s about getting better. Maybe that’s about, helping with sports injuries and this other website here you will, maybe that’s about helping improve your golf game, improving any type of pain or structural imbalances like that.

When we get off here, take a look at your own website and tell me when you hit your website, you within three to five seconds, can you identify, can somebody identify what it is that you do and how you help? If not, you need to absolutely get this fixed because when people hit your website, you want them to have a really clear understanding of how you can help almost immediately.

You don’t want a website like this because you hit these websites and you have no idea what’s going on. There. They look good, but there’s nothing particular about these websites that shows you that you can help with fertility or back pain or allergies or migraines or whatever that is.

Okay. So you need to have clarity. In your messaging on your website. And again, going back to creating your core message, going back to identifying your ideal patient will help you create who, the person that you’re going to be attracting because on this, over here, this website here, You can see your core message is going to be about sports and medicine and helping people who are athletes, same, different communications and who you’re going to hit over here with people who you’re trying to attract for fertility.

Okay. So it’s really important to get clear on that. And one thing too. And I’ve talked about this before. I maybe here, I’m not sure, but it’s important to make sure that you don’t use images like this. Even though we love these images as acupuncturists and, look at all that shot that’s happening with the cups.

Cool, great. Patients number one, objection is needles. And when they hit this, they see needles, they see fire, they see these really dark gross marks going on in the body. And they’re like, oh, I am not interested in that. These pictures and pictures on your website. Need to show what an outcome is, what their life can look like after they experienced your care.

Going back to these, you’ve got a baby in your arms. You’re running a race, you’re playing golf. Okay. You don’t want to have website, pictures like this. You want to have pictures of that. Happier. So that the depict, more people who are happier, more grounded so that they, when they hit their weird website, they’re not turned off or frightened about what it is that you’re offering them.

Another thing that whenever I do any website evaluations, I noticed. Is missing on most websites are calls to action. In fact, most practitioners don’t even incorporate calls to action in a lot of their marketing collateral, which is a big mistake. So on your website, you need to have something that is going to motivate people to take action.

So if they don’t schedule with you right away, if they don’t call you right away, what can you offer them? That will motivate them to click a button and schedule an evaluation with you or choose to take an, a special offer for you. Okay. So these are important pieces of helping to grow your practice online.

Other things that you should be using that are offline, that push people to online would be types of calls to action. Like we have here of offering stress reduction treatments, or evaluations and or certificates. And these are important parts of your marketing plan and your marketing strategy.

All right. The next thing to do is to make sure that you’re always staying on top of mind awareness and that you’re nurturing all of your relationships all the time with your patients. And this is important. Again, all of this stuff. Flows back to the functionality of your website. Okay. All of your marketing now goes back to this and Toma means top of mind awareness.

One of the things that I found when I was in practice was that my inactive patient file was much larger than my active patient file. And that might be the same for many of you. So by staying in Toma, you can maintain patients in care more than on your shelf in your in your inactive patients file.

So how do you do that? You can make personal calls. You can send emails, you can send personal messages, you can send out general communications online communications. You can offer some teaching opportunities. You can engage socially with clinic events and obviously to have compelling calls to action on your website to get people to take action.

Another thing that’s important is to sign up, to receive news. If people hit your website and they don’t take you up on an offer, you want to capture their email address and their name by offering them some type of booklet where they would then download, they would download the ebook lit and then they would be sent some emails on the backend that would communicate to them about what you do and give you free content and, talk about the videos about acupressure and things like that.

So you’re offering this value on the front end and of course, each of those has a call to action to get people to schedule with. Okay. So a couple of things we’re thinking about when you’re drafting emails is that you have your personal message to communicate through and to them that every email has an offer of something that you’re offering up.

Call to action. And that there’s an expiration date for your call to action. And if there, and then also that if somebody is interested, they have a way to request an appointment immediately. These are five aspects of creating, any on the anatomy of any email that goes out to your patients.

Shouldn’t have these things. Okay. Types of communications that you could be doing could be emails, newsletters, appointment confirmations. Absolutely. Discounts, promotions come in for a checkup or a tune-up or here’s a new blog that you put out and birthday emails came. So staying in communication with your patients, it’s really important.

And those are different ways of staying in Toma. Okay. Gathering your stories. That’s one other aspect. And P these are patients’ stories. This is a workshop that I did a while ago. Stories do all the hard marketing for you, and they make your prospects remember and care. And they because our brains are already wired.

Fo to remember stories because it goes back to our ancient DNA. That stories of keep, we remember stories more than we, that then if that, then we remember something that’s written. So a story when we, when people hear a story, they unconsciously. Put themselves in the place of that person. And they can imagine those benefits that were received and and and that they can incorporate that into their own lives.

That’s pretty much it for today. W just some insight and tidbits on the things that will help you be found online and it’s important. Again, core message getting that clear. Jennifer find your ideal patient and making sure that when somebody hits your website, they know exactly what it is that you do within three to five seconds when they hit your website.

One thing that you could do is ask your patients, ask your friends and your family members to look at your website and say, Hey, when you land on my website, do you know what I can do and how I can help you and why I’m even in this industry. And then also ask them, what would you be doing next? Motivate you to do next and move through this funnel, so to speak through the website.

And that would give you a lot of insight into that. So again, thank you guys so much for showing up today. I really appreciate that. Join us next. When Lorne Brown is going to be sharing some more insights from the American Acupuncture Council. Again, thank you so much. Stay beautiful. Change the world. One person, one needle at a time you guys are awesome.

Everybody needs acupuncture and go out there and make it happen. Be well, take care.

 

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9 Growth Strategies To Build A Referral Based 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.

Hi there, Jeffrey Grossman here. And I’m thrilled that you took the time to join me here today. Today, I’m going to talk about nine growth strategies to build a referral based practice. So thank you again, the American Acupuncture Council for inviting me back for yet another installment on business and marketing and how to grow your practice on a Facebook live.

I’ll be talking about the K L T factor and how it’s going to be key for the longevity of your practice. And I’m going to talk about the main hub for your practice and how to maximize its usefulness. . Excuse me to help land qualified new patients into your practice. And I’m going to share nine different strategies that can help you build a referral based practice.

So my intention is to lay the groundwork for long-term growth, and I want to help you plant the seeds, not just for now, but for the long haul, not something that’s a one hit wonder. I want to really stress to you. The fact that marketing takes time, all marketing is about building relationships and planting seeds.

It’s a myth to assume that a referral will occur right away. So keep that in mind things take time. You won’t see the results overnight and. If you’re just starting, or if you have a small practice, keep in mind too, that you may not get the same results as another practitioner who has a larger practice that also gives them a larger referral base.

Okay. So I just want to say that your referral volume is proportionate to your referral network and referral based marketing is just one piece of the marketing puzzle. Because there are many aspects that make up a solid and quality marketing plan for an acupuncture practice. So I hope this makes sense.

My hope is that you walk away from this talk with just one or two actionable items, something that resonated with you that you’ll actually do. Just one simple tweak to the way you do things can make all the difference in the world. For those of you that don’t know me. My name is Jeffrey Grossman. I started my acupuncture practice in 1998.

I’m the founder and owner of Acupuncture Media Works, Accu Perfect websites. And after you downloads and like many of them. I’ve struggled in my practice. I had no idea how to grow my practice, how to do marketing, how to talk to patients, how to give the report of findings. And none of that was part of my forte.

And I didn’t have the savvy or the mindset to do that. And I noticed that there was a huge. I didn’t know how to run a business. I knew all the techniques and all the tools to help me become a successful practitioner, but I didn’t have what it takes to run a business. And as an acupuncturist, you are an entrepreneur, you are a business owner, and you’ve got to wear both hats, the hat of the healer, which hopefully you do well.

And the hat of the entrepreneur business person, CEO. These are why the AAC is bringing these talks to you. This is why I’m here to spread this information to you as well. I want you to also realize that if you don’t know this by now, You, my friends are an incredible resource, your natural healers, you know how to help people become balanced and healthy.

You’re use safe, natural drug-free methods and you’re changing lives every single day on your treatment table. People need you, they need your services and they want your help. But the thing is they might actually not know that you are available. They might not even know that you can help them with condition X, Y, or Z.

And that’s what these talks are about. That’s what I’m here to do is to help you be seen, to be heard and to ultimately bring more people into your practice so you can ultimately make more money so you can live the life that you want. So I want to remind you that your. That I’m here for you. And if at the end of today’s talk, or whenever you’re seeing this presentation that you feel like you need help getting set up or becoming focused or some accountability, or need a little bit of motivation.

Please reach out to me. There’s more opportunities now than ever to help more people, but you have to understand what they’re looking for now. And you also have to learn to understand how this integrates into marketing into your practice. Because like I said today, w use, today’s talk as a resource to help reset your practice because one or two simple things.

That you tap into can make all the difference. Okay. So I’m going to go ahead and start sharing my slides and jump into the nine growth strategies to build a referral based practice. I have a gift for you guys at the end of today’s training, I have a ebook that you can download. That’s got outlined some sample scripts and some sample calls to action.

Examples that we’re going to be talking about today. Today’s presentation is going to be relatively on the shorter side, 20 minutes or so. Yeah. If you want to dive into the details, I will give you a link to download this after today’s presentation. The reason I do that is because if I give you the link, now you’re going to take off, download the ebook, and you’ll forget that I’m even here.

And I don’t want you to do that because I value your time. And I’ve got this gift for you, and I’m going to share it with you towards the end of today’s training. First thing about referral strategy that I really want to get across to you is the fact that you need to identify your perfect patient avatar.

What the heck is the perfect patient. Avatar. Glad you asked. So this is the idea of identifying who your perfect patient is. If you haven’t done this exercise before I encourage you to do this, I do this with all of my coaching clients. And it is important because. Understand who it is that you are perfect patient is, then you can talk directly to that person, you know exactly what their problem our problem is.

And you know exactly what solutions that you have to. That can help address their particular problems. And when you identify your perfect patient, then you start identifying the patients that you really resonate with, that I call your a patients. These are the people that you love. These are the people that when you see them on your schedule, your energy raises as opposed to what certain people on your schedule.

Maybe your energy pulls you down a little bit because it’s going to be a challenging. I get that all the time. So when you identify your perfect patient avatar and what they like and what their needs are, and then you can create an ambassadors, people who can actually go out there and communicate the messages of what you do and how you can help by identifying who your patients are, which are, is one of the first steps to building a referral.

Next thing to do is to really get clear on your core message. Now I’ve been teaching practice management class for the last four years, and I’ve been in this business of helping practitioners grow their practice since 2002. One thing that I’ve come across that is really true is the fact that not many of you have a core message and it’s really important to have this.

Kind of like your elevator pitch, but it’s a little different. Okay. And if you don’t have your core message, I did a workshop on this a couple of weeks ago and I encourage you to really dive into what it means to develop your core message. First thing about that core messages is I D it comes in three parts.

You have to identify what kinds of problems your patients have. What are they coming to see you for? What are their needs? What keeps them up at night? What hurts them? What do they, what are they struggling with in their life? The next part of that is what you need solutions.

Do you offer your clinic? And then the third part is what will their life look like after they come see you? Okay. Now your core message. Should be just three sentences. Here’s the core message for acupuncture, MediaWorks, acupuncturists don’t like marketing. They’ve never been taught how to grow their practice.

They never been taught this, the tools and the skills to to develop a business and entrepreneurial mindset here at acupuncture, MediaWorks, and I could perf websites and Accu downloads. We provide online digital print. And coaching solutions for acupuncturists. So they can go out there and grow their practice, educate their patients, make greater income and change the world.

One person, one needle at a time. That is the basis of what a core message is. Now. It’s not exactly word for word. I’m just going off of my mind here, but that is what you should come up with. Something like that core messaging is important because it allows you to. Brand your practice brand, your website, brand your business cards, brand all of your marketing collateral based upon what your core message is.

Okay. The next part of the creating a referral strategy is connecting with referral sources. Okay. What are your best sources? How are you going to reach out to them and what are you going to supply them? First thing. Who is already referring to you? Are there any doctors, natural paths, chiropractors, massage therapists, dentists, eye doctors.

I don’t know. Who are you getting referrals from now? Write a list of them. And then. Figure out a way and a strategy that you can start. We reaching out to them on a regular basis and also identify the tools like booklets and conditioned specific cards and brochures and gift certificates and other collateral.

That you can share with them that they can share with their clientele. Okay. Referral strategy, number three, referral strategy. Number four is make it easy to get those referrals. Okay. So what tools can you use to make it easy? One thing that’s really important are making sure that you have gift certificates or a call to action cards that have.

Something on there that is a loss leader that motivates people to be like, wow, that sounds interesting. I feel like I need that. I’m going to reach out to Jeffrey too, to get that appointment or whatever that is. Now, what I’ve done in the past was. Was mini stress reduction treatment. So at any event I did or any talk that I did, I would offer people to come in for a mini stress reduction treatments where I would just do 0.0 Shannon, middle ear.

I called them acupuncture, happy hour events. And that was my loss leader to get people into the clinic so they could experience acupuncture, experience me. So I could talk with them, get more information about them and then let them try the treatment. And then from this. Upsell them into the next level of care, which is coming in for the comprehensive evaluation.

And then from there, move them into treatment plans. So what do you have now to make it easy to have other people refer to you? Calls to action are important. I’m going to talk about that in a minute more. Also, it’s important to show Goodwill by referring out to others first. So maybe you need to create a list of other people that you can refer to other specialists that maybe you’re not getting the right the right care.

Sorry about that. The right the right results for your patients that you expect. And maybe you can then refer them out to somebody that you know, and trust. Okay. What resources do you have? Brochures and flyers and how can you make it easy for people to give you reviews and testimonials on your website, on social media and and in the clinic.

Okay. Referral strategy, number five. How do you reduce the risk of people falling out of. Now, if you’ve been in practice for any length of time, you probably have more inactive patient folders and you have active patient folders. So first thing to do is to plant the seeds from day one. Of the, what you what they can expect from you during their care.

And one thing that’s really important to discussed is your treatment protocol, your outlines, and how you have a unique strategy that, that how you can go, you will go about getting them from point a, which is I’m in pain, I’m uncomfortable, or I don’t sleep well to a point B. They they. At night they have unlimited energy.

They can now go out there and ride their bicycle. Cause they’re not in pain anymore. What is the process, the path that you have, or that you can think of, that you can map out for your patients, maybe it’s eight treatments. What are you going to do? Visit 1, 2, 3, 4, 5, 6, 7, 8, 12 treatments and so on. So there are unique and specific.

That you can do where you can set expectations from day one to plant the seeds towards health and longevity. One of those things is making sure that you answer the five questions when you deliver your porta findings again, on the ebook that I have for you, there’s more detail about the report of findings that you can access there.

And the report of findings, you asked the answer, the question is, what’s wrong with me? How long is it going to take? What can they expect? What’s it going to cost? And what kind of other, what things that they should be doing at home. Okay. So when you lay that out for a patient, then they have certain expectations.

Again, that’s important piece of the new patient process of getting another piece of that is what stage of healing do you discuss the different stages of healing with your patients? As in relief care, corrective care, maintenance care, wellness care. I imagine that you’re an acupuncturist. And you assume that you have the knowledge that there are different stages of care.

When someone comes in there and obvious pain, they want to get out of pain quickly, that’s relief care, your ultimate goal, where you plant the seeds during that visit is into. Wellness and long-term care if you’re not doing that, please reach out to me at the end of this training. And let’s get on the phone and kind of consult with how you can make that happen.

Okay. This is other sort of findings that you could should be delivering to your patients. And this is the. This is the the stages of care that you could be reviewing with your patients. The visits here are closer together because obviously in this stage of care, you want patients to get better, faster.

So you have more frequent visits as they get better, the time moves out. Okay. There’s a whole conversation around this. When I talk about the report of findings, better for another. Strategy numb referral strategy. Number six is practice and rehearse your referral dialogue. So again, this goes back to creating your core message.

And this also goes back to how. Educate your patients and patient education is what I found in acupuncture. Media works on because there were no tools that I felt comfortable using in my own practice. I created a whole line of marketing tools and educational tools that I wanted to share with my patients and hence share them with other acupuncturists.

So one thing that’s really important for you to determine where you might be lacking in your educational process, in how you educate patients is by asking them this one question. When you tell your family or friends about acupuncture care, what you tell. Or, if you were invited to a party and someone’s oh, what do you go to see your acupuncturist for?

What would you say, ask your patients that question you could do that today or tomorrow, and you’ll be surprised at what some of the answers will be. And sorry about that.

So nature of doing the live training with dogs in the house. So I apologize. Oh my goodness. Excuse me.

I always have to get one last Barkin. So try this, ask your patients what the issue is here and ask your patients to what would they say and you’ll will understand where you might be falling short with regards to your, for patient process and your education strategies?

Because every treatment, my friends. Is an opportunity for you to further educate your patients around what you do. What acupuncture is, what she is, what seasonal changes are happening. Every time a patient comes in every week, you should change your whiteboard to something that elicits a question to them that encourages them to ask you what’s going on.

Okay. So try that also, you might want to ask your patients, how would they explain what she is? When a friend asked him about care, this was really an interesting process that you would be working on in your practice to really find out where you need to fill the patient education gaps. Okay.

Referral strategy, number seven, tone of five, your practice hubs. What is it? What’s your practice hub, right? So anytime someone refers to you, or anytime you hand out a business card, anytime you do any type of marketing. Oh my goodness. Excuse me.

Anytime you do any type of marketing that. That people will be they’re going to the first place they go to is your acupuncture PR your website, right? So anytime you hand out a business card, anytime you hand out anytime someone refers to you, anytime you place them out on Facebook or.

Where are they going to go? They are going to go to your website. So that is the first impression that everybody will have of you. So every digital strategy, every marketing strategy leads back to your website and not. You need to have a website that works effectively, that communicates the bigger picture of what you have.

And when you identify what your core message is, then you, then when people hit your website, they should have an understanding of what you do immediately as they, when they hit your website. Okay. Referral strategy number eight is be consistent. Okay. So being consistent means that you’ve got your mobile ready.

You’ve got reviews. You’re answering those reviews. You’re keeping current with your website. You’re reaching out to referral networks and you also. Over-delivered you have a process in your clinic that when patient comes in from visit one all the way to visit 12, there are steps and strategies that you go through.

Okay. And then referral strategy. Number nine is make sure you have strong calls to action. Again, if you don’t know what a call to action is, or if you don’t have any of these, you need to get these going up. So on your web. What will motivate a person to raise their hand and be like, I want to come in to see you.

Do you have a download? Do you have a free report? Do you have a gift certificate that they can pull em, start, come into the clinic. Okay. When you do a talk, what will you give them that makes them raise their hand to come in, to see you at? Okay. So calls to action are really important to have in the ebook that I have for you.

You will have some examples that are. So these are some examples. There’s more of them. So types of calls to action or setting up a contact us schedule now downloaded a gift certificate. Sharon social media register for this event. Learn more call now. So these are a couple of examples. There’s more in the ebook that I have available for you.

The key is to have an organized, structured system that you consistently constantly use in order to consistently receive referrals. This is not something that you can just do one off and that, and just assume, but you’ve got to be consistent in asking you’ve got to be consistent in educating and walking people through the particular process on how they can learn more.

Through this educational process about what you do, how you can help in the different conditions you can treat. Okay. So thank you guys for joining me here is the link to the free download, where it has outlines and scripts and samples and examples of calls to action. So you can go to Accumedia.us/growth and download this ebook and it will be available for you, thank you so much for taking the time out to join me. I appreciate you being there. Join next week when the AAC will be hosting yet another live event for you, and it’s going to be great. They just do this and it’s an amazing service to the acupuncture community. Thanks again for joining me.

Talk to you guys soon.

 

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The State Of The Union Address For Marketing Your Practice In 2022

So today what I want to do is I’d like to talk about the state of the union of dress for marketing your practice in 2020. But before I move on, I want to remind you all of something very important.

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.

Hi there folks. Jeffrey Grossman from Acupuncture Media Works, Acudownloads and Acuperfect websites. I am thrilled to be here in a new year and supporting. The knowledge, the education around growing your practice and marketing and busy building up your business savvy. Thank you AAC. For once again, inviting me back to provide some insights and inspiration for marketing your acupuncture practice.

So today what I want to do is I’d like to talk about the state of the union of dress for marketing your practice in 2020. But before I move on, I want to remind you all of something very important. The world needs you now more than ever. I’ve talked about this before I talk about this. Every time I come on and do a presentation for the AAC, because you are an incredible resource.

You’re professionally trained. You can heal a person’s body, their mind, and their spirit. You are literally. The epitome of what a natural healer is, all about immunity, about natural remedies, you know how to transform illness into vitality. You preach good health through good free flowing, balanced G.

And this. Medicine and you, the work that you do, the work that you provide is powerful, and you do all of this by activating the vital force of every patient. You come into contact with, that’s all natural drug-free solutions. People need you, they need what you’re offering. They’re looking for advice for your help and they need your services.

Many people don’t even know that you exist, let alone, that you can help with just about every element under the sun. But I want to help you change that. You can start to position yourself as the go-to acupuncturist in your community, but you need to understand four fundamental things about what you do.

Fundamental thing. Number one. You wear the hat of a healer. Awesome. You are great at that fundamental thing. Number two, you also wear the hat of an entrepreneur that my friends might not be the best hat that you wear because you weren’t really given the tools that you need to grow your practice when you’re an acupuncture school, but you were given all the tools to be the incredible healer that.

Fundamental thing. Number three, is that you also wear the hat of a superhero in your community and fundamental thing. Number four is that you are. The CEO of your business. And I’m gonna talk about that and prove that to you in a second, you take all the duties, all the responsibilities that any CEO does and you wear all the hats that any CEO does.

So I’m going to ask you a couple of questions. Let’s see how many of these questions actually pertain to you. Mark them on a piece of paper with each one of these. You resonate with, are you responsible for leading your practice and making major decisions for it? Are you the figurehead of your practice when communicating with any type of government entities or any insurance entities or even the general public, do you lead the development of your practices long and short-term strategies?

Do you manage overall operations and make major decisions affecting your practice? Do you manage your practices? Resources? Do you negotiate or approve agreements and contracts for your practice? If you’re like most acupuncturists that I’ve worked with over the years, you’ve probably checked off most, if not all of these traits and these traits, my friends are the traits that CEOs incorporate into their business.

So by that nature alone, I know that you signed up to become an acupuncturist, but you also now are the CEO of your own practice. So congratulations for your. Round of applause. But here’s where you are, right. You own a business, you make money and you have responsibilities. So that’s why it’s really important for you to think about these CEO questions and not to just think about them once a year.

It’s important to reflect on them, monthly, weekly, and even daily. So my hope for you is that you become prepared after today’s talk and you start thinking like a CEO, because you’re so good at thinking and behaving like a healer and that you embrace a new marketing mindset. And of course, That you continue to change this world.

One person, one needle at a time. Okay. So now let’s get into this state of the union address for marketing your practice in 2022. Like I said, a couple minutes. People need you. But the unfortunate part is that many people may not even know what you do, how you can help and even what you actually offer.

Okay. So here’s a little exercise that you can do today. When you get back into your clinic and ask your patients, this one question, patient, this is what you ask them. So if you were at a party and someone asked you what your acupuncturist does for you or what they could help. What would you say? And then sit back and wait for the answer.

You might be very surprised about what kind of answers you get it. If you get something like, I don’t know. I lay on the table, they rub some alcohol on my skin and Pokemon some needles and I leave there feeling. If that’s the answer that you get, you may not be doing enough to properly educate and prepare your patients to send referrals your way.

And the reason I’m illustrating this point is that you’ll know how good your patient education process is. Or are not. And the goal would be to have your patients answer a question like this in a convincing and compelling manner that can stimulate the wow factor with who they’re talking to and ultimately drive referrals into your practice.

Most likely more, your patients will miss this ability to really share what you do and what you offer and how you can help other people. So the thing I want to get across here is that patient education is key to creating a stable and long-term practice. And this is the exact reason why I founded acupuncture.

Media works in 2002. 20 years ago is because patient education is a key and it’s important for creating a foundations of your practice. But today patient education comes in many forms. It comes in email, it comes in tele-health, it comes in brochures. It comes in handouts. It comes in social media, it comes in text messaging and so on.

So every time. You are with your patient every time they step into your clinic, or when they see your profile on Facebook or Instagram, each of those times should be about furthering their knowledge about who you are, what you can treat and what’s in it for them. And this brings me into my first point of this state of the union for marketing, for acupuncturist, which is crafting a clear and concise message for what you do.

Is one of the foundations for your marketing moving forward. And what I mean by this is who are you? What do you offer your community through your work? What benefits will your patients receive? How will their lives be different after seeing you? What is your unique selling position that makes your stand, you stand out from your competition and why should a prospect choose your.

Over another. And these are all important questions to answer. Even though times have drastically changed over the last 24 months. These are still part of the core marketing and business concepts that any successful practice or business needs to connect with. So one of the first things I want to get across to you is that your core message.

It’s going to be the center of all of your marketing activities. And let me ask you this. Do you have answers to the questions that I just rattled off? If not, I suggest that you start thinking about them and filling in the blanks, or you can join me in my upcoming, create your core message workshop, and you can do that by reaching out to me after this at Jeffrey J E F R E Y at acupuncture, media works.com.

If you’re interested in learning more about. Create your core message workshop. And I’ll send you some information about that. So becoming on-point with your message will be the foundation, or rather should be the foundation of all of your marketing strategies moving forward. And if I were wager to bet, I’d have to say that most of you.

I don’t have answers to the questions that I just talked about. And that’s the first thing that needs to happen in this new year is to get clear and concise with crafting your message. And I don’t mean, hello, my name’s Jeffrey M and I’m an acupuncturist and I can help. What you need is something like one of these examples that when you’re talking with you about here’s example, number one, too many people struggle with pain and injuries.

We provide effective treatment that allows you to perform well in the. Sports and work without pills, surgery, and high costs, or this one we offer unique and individualized evaluations to treat injuries with cupping and acupuncture. So they, our that our practice members can go out when their next race and feel great.

Or this one, which is the acupuncture media works one-liner, which is most acupuncturists don’t like marketing and have no idea how to bring in new patients. We offer a riot, a wide range of business marketing and website solutions. Connect with more customers grow their practice and make the world better.

That is, these are clear and concise messaging of four different businesses. And I encourage you to get this done because you need this. You need a core message and the state of your practice depends on. The next thing that I want to get across to you, that’s important to do this year is finding clarity on who your target audience is and who your patient avatar is.

Okay. And in marketing, focusing on defining your target audience and your patient avatar is essential for practice growth yet it’s often a fundamental step in branding that practitioners missed. Although many practitioners wish that they could just help everyone that walks in. And I totally understand that it’s essential to accept that you can’t help everyone.

There’s only so many hours in the day and you may already be on tight, a tie on tied up tight on time. And that’s why identifying your target audience as a practitioner is an incentive step in the development of a successful marketing strategy. Not knowing your target audience can end up costing you a lot of money and time and make, all of your marketing efforts seem really frustrating.

So here are three frequent marketing errors that are made as a result of. Just not having a clear idea on who your target audience is. So when you don’t have your target audience clearly defined, it can result in one of these following problems that you have a marketing plan that speaks to everyone’s linked.

But it really connects with nobody. You could be a practitioner who tries to appeal to everyone, but you end up appealing to nobody. Or you can be a practitioner who spends way over their budget in an attempt to reach everyone, but that you really reach your ideal customer. So getting clear on your target audience refers to a group of potential prospects that you want to provide products and services for.

And in healthcare industry practitioners aim is to bring in more patients and grow their practice. So marketing efforts that simply. To reach anyone anywhere are pretty unlikely to produce repeatable success so carefully and precisely identifying your target audience is essential so quickly. How do you define your target audience?

There’s a couple of different ways to describe and hone in on the target audience. When it comes to defining this audience specifically for health and wellness marketing, there’s four primary categories that you should focus. Geography demographics, psychographics, and behavior, but to be successful and to stand out in an extremely competitive field, it’s essential that you take your marketing a step further than just defining your target audience.

From the areas that we mentioned, that you will also need to define who your patient avatar is. Okay. When it comes to your target audience for your practice, it’s time to come up with also your avatar. In other words, it’s time to imagine who your dream patient is. As I call it who’s your a patient, right?

And this patient avatar is a detailed profile of your dream patient. It focuses on one person and outlines everything about them and goes into great detail in depth. So think of your avatar as. A patient and not just your average patient, for example, your advertiser or someone that you want to be involved in their healing journey.

They’re high spending, they’re loyal, and they often give you great referrals to their friends and family members. Hopefully, some of you can imagine who your eight patients are and begin there with identifying your ideal patient because identifying your ideal patient and your target audience go hand in hand together.

So let me take this one step further and asked you, who do you work? If you specialize, maybe you offer fertility or sports medicine, for instance. Now these are two very different and distinct individuals in these groups. So if you’re dealing with somebody in fertility and dealing with somebody in sports medicine, you’re going to be communicating to them very differently.

Okay. These people are gonna be seeking different outcomes, and they’re going to need to be communicating about their care plan or what to expect or not to expect. And they’re gonna, you’re going to need to talk to them in a different way. So when you get. On how you want your community to perceive your clinic and your brand through your messaging.

You need to get clear on who your ideal patient is and who your ideal customer profile is. When I go through this exercise with my students and my coaching clients, we dig deep into this deep enough for them to actually visualize who their ideal patient is, and even come up with a name for them. But there’s no time for that.

Now I’ve got a bunch more that I want to share with you. So far you have to get your messaging right in this new. So you can attract the right patients and then you also need to come up with who your ideal customer profile is and who your ideal patient is. Okay. So moving on, the next thing is that you need to have an actual plan.

Yes. An actual mapped out real marketing plan and strategy, which is a roadmap to how you’re going to get from point a. To point B, how are you going to go about bringing in new patients? How will you be posting? Where will you be posting? What will you be posting? What will you be networking with? And at the end of today’s training, I’ve got a little special free gift for you that you’ll be able to download and use as part of your posting strategies.

So hang on a minute there. What is the patient process? When a patient comes in from visit one through visit 12 or through visit 20, what is your communication strategies? What do you messaging? Do you want to get across to your patients as they come through your treatment? How will you motivate and encourage your patients to continue care or even refer others?

So you can’t just assume that all of this is going to happen by itself because that’s called hope marketing, right? You’re going to hope that you’re going to get a referral. You’re going to hope that you’re going to get a new patient this week. You’re gonna hope that you’re going to make a bigger profit this year and you can’t spend four or six years learning about this amazing medicine and then opening up your clinic doors.

I hope that your schedule will fill up and that you hope that you’ll have enough money to retire on. So for this year, you need to map out your plan, come up with a strategy and actually implement it. Okay. So I want to get across to the fact that. Last thing once I get across to you is that your online presence is imperative for success.

And this should not be taken lightly as in yeah, I got a website. It’s great. I’m good. So let me ask you this. When someone gives you a referral to go see a doctor or a therapist, what’s the first thing you most likely do when someone refers a good restaurant to you? What’s the first thing you’re most likely to do?

You’re going to go online and Google it and check it out. You’re going to check out their website. You’re going to see how many reviews they got, how many testimonials they have in. Then from that, you’re going to make a judgment call as to whether or not you want to work with them or eat at one restaurant over another.

So having a compelling website that immediately lets that person know exactly what you can do, how you get help them and what their next steps should be. This is important to set up. Don’t do this now, but later on, look at your website and when you land on your website, can people immediately understand.

What you can help with what conditions you can treat. Do they understand how they can get in touch with you? Or is your website compelling enough to make people take action? Is there a clear path that they take when they get on your website? Is there a link to a free download to a report? Can they schedule a with you immediately or can they request a complimentary exam or do you want them to watch this video?

Not this video, but the video on your website, but when someone hits your site, you’ve got just a few questions for them to say, yeah, I don’t want to see Jeffrey. I understand that he could help me. So part of this is that your website needs to be mobile ready and filled with eat content, right?

So eat content stands for expertise or third nativeness and trustworthiness. And this is vital to establish yourself and your brand as a trustworthy, reliable authority in your field. So you’ve gone to create content that positions you in that way, because. Like this eat content provides you with the authority that Google loves, and it helps you with your rankings.

So you can just set up your Google, my business. You need to have testimonials on your site. You need to have several calls to action. You need to have a clear, unique selling proposition that quickly and clearly sets you apart from the competition. Okay? So you are in the perfect position to change lives and this world in order to do that, People need to know that you exist and what you can offer them.

So today I hope that I helped elevate your business savvy and your CEO mindset and help position you for the state of what you need to do this year in order to achieve some of the practice accesses that you want. Make a real. Come up with a strategy that taps into your superpowers, create your message.

And you’ll be able to change the world. One person, one needle at a time. People need you. So I hope that you received Andrews and inspiration that you needed today. And I want to encourage you to reevaluate your plans. And if you need a fresh perspective, let’s start with a free 15 minute mentoring and discovery call.

You can if you’re interested in one of these mentoring calls, just shoot me an email that says, yes, I’m interested in a mentoring and discovery call. 15 minutes. Absolutely no charge. I’m not going to sell you anything. Send me an email, a Jeffrey, J E F R E Y at acupuncturemediaworks.

Also. I’ve got this free gift that I want to share with you. I want to put it up on the screen. It’s in time for the Chinese new year. We’ve put together a token of our appreciation for all. Congratulations. Yes, it’s the crowds that’s cheering for everyone. So we’ve created a social media bundle that you can use to post on Facebook, Instagram, or email, or even uses text messages.

Just go to www.accumedia.us tiger 2022. Then you can grab the free graphics bundle right there. All right. You are awesome. Stay strong, change the world. One person, one needle at a time. We need you. All right. Stay beautiful. Next week, Virginia Doran is going to be here sharing some of her insights and wisdom through the AAC.

And thank you for showing up and being here. Talk to you soon.

 

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2022 Marketing Trends for Acupuncturists

 

And today we’re going to talk about the top marketing trends of this year and the, I think you’re going to be quite fascinated by some of the things I’m going to be sharing with you.

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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 think the acupuncture profession that you need to know about and pay attention to so that you can apply it to your practice, to have things be most effective for you and not waste time on things that are already going in the other direction of. Likely you’re going to be working as well. So this is Chen Yen, 6 ADN 7 figure, practice, makeover mentor at introvertdivisionary.com your show host.

And today we’re going to talk about the top marketing trends of this year and the, I think you’re going to be quite fascinated by some of the things I’m in. I’m going to be sharing with you. And I would love for you to type in the chat. Where are you watching this from? What are you curious about with trends and that week I can look at this and help you the most.

So the number one trend that you’re going to see an upcoming years and including this year is AI and its effect on how Things will be easier to write things like content, blog articles and things like that. Where, for example, did you know that with AI? They have even the ability to pull the, a blog article topic on something that you may want to write about that they can pull from online, different articles and everything, and then reorganize it into a blog article and then pop it out on the other.

So things like that are going to become more prevalent and available, making it easier for you to share things that are educational and helpful for your potential patients and existing patients. Another thing is that there you’ll probably notice that the. Voice search will become more important as well.

So there are some statistics on this and in that voice search continues to grow and will be. And I, and what guests, what platform is and a platform for you to pay attention to? Because one place that if you are, or one thing that if you would like to be getting more patients in the door and getting the phone ring more one avenue to help support that online is by getting on the top of search engines through.

Google reviews and Yelp reviews and then sites like Healthgrades, for example, why is this it’s because then if you have a bunch of five-star reviews and more of them than your competitors in the area, then you start to pop up on top of the search engine. And there. Now I hear a lot of things from acupuncturist about how, oh, I don’t like Yelp and I, and stories about how, oh people take reviews.

Y’all takes reviews down if you don’t pay for the service. So this is the thing you don’t have to pay for. Yeah, hope to be getting lots of reviews. You just need to have a systematic way of attracting those reviews. In fact, there’s actually an automated software that helps support getting those reviews.

And if you would like that, you can message private message me or send me an email, go to our website@introvertedvisionary.com and then just contact us. And then I’ll, I’m happy to share that resource with you. And the, that our clients have been using, actually it’s introduced to it by a client of ours who, in terms of what software we’re recommending now.

And we checked it out. Cause she, she said, oh, this is really good. And then we checked it out and it’s very reasonable and it can help you with getting found more online. So it’s the key is being consistent with getting those reviews. But how does this tie into to voice search? So for example, There will be progressively more opportunities for voice search dish to be effecting things.

For example Yelp has voice search and then including Amazon Alexa, Google home, you can end up basically it has a major influence on voice search Yelp and You know what users can just ask Alexa for the kind of business in the local area or the best kind of acupuncture practice in the local area through voice search.

So if you don’t currently have that optimized, then consider having that optimized so that you are able to get potential patients that way without having to spend a dime. And the, as we look at the growth with. Things like AI and automation, one of the things that will become more and more important is your uniqueness factor, because when things are easier to share and get the word out, that means you have more competition.

In a way. And so then if the market’s more saturated, then it is even more important for you to, the good side of it is that it’ll save time and, but in the but the downside of it is that. There’s just more saturation of people doing it. And so then how do you stand out from other acupuncturists in your area?

What really differentiates you? How are you communicating that effective? A lot of acupuncturists who reached out to us for help often struggle with that. And it is directly reflected in their patient numbers and income, even though they might not think it’s really that big of a deal. They’re like, oh, I know.

So the, that is really important as you look at the coming years and this year you’ve been to as far as how do you step more into your uniqueness factor and really own it and be able to share it in such a compelling way that, that people get it and appreciate your unique, what you uniquely bring to people aside from just, oh yeah.

I can help you through acupuncture or Chinese. So the other thing is that also online courses because of the whole I know how many of you would love to have a way of bringing in another stream of income and be able to reach more people at once through something like an automated online course go and have them try it.

Yes or no, if that’s, you let’s see. So yeah, so the Online courses and consuming things online have become more and more popular, especially because of what happened with COVID and people being more used to things virtually. And so people are more comfortable with it virtually, but But then it’s going to be even more important now than then prior to COVID because again, we talk about more people doing it, right?

Because back in the day, for example, we had clients back in the day where there was much a lot less competition because they got started on an early even before COVID and but now things are becoming more saturated. And so if that’s the case then you, if you want to be successful with offering an online course and bring in another stream of income through that, cause imagine, having something automated that could be, bring you an extra few hundred dollars a month or an extra few thousand dollars a month or an extra $10,000 a month.

Would you like that? How many of you liked that? It’s totally doable still, but it’s going to become more important at it being good quality and it’s solving a practical issue, that doubt a practical issue. So what’s less helpful is just overall about Like how Chinese herbs are great. And, or even the idea of someone was approaching me and saying that they wanted to do something around longevity and they tried to put it up an online course and it wasn’t really selling.

And so how, what have a practical issue right now does that, what he teaches about longevity help with the. The person’s whoever’s interested in it. They’re practical issue right now. How does what you teach really into longevity, help with someone’s likely practical issue right now.

Okay. So now let’s talk about what else to pay attention to so that you can apply this to your practice and be ahead of other acupuncturists who aren’t listening to this. One other thing, trend that you will start to see more and more is that people will Open their emails less than in the past.

So if you’re using email as an avenue to stay connected with your patients, then you might notice that habit, but does that mean, oh, you should go and start. Emailing people. No, because email is still one way that it’s like where you truly have that connection with that patient through one, one way. And you have their email.

Whereas if you were only communicating with potential patients or educating them through things like social media, like Instagram or Facebook or YouTube, you don’t have. There or even a Facebook group you might think, oh yeah, they’re in my Facebook group, but what happens if Facebook or Facebook decides to change what they allow you to.

Tomorrow or what happens for example, and this did happen where things were screwed up earlier this year in terms of Facebook for a day or something, it’s then you panic, you don’t have a way of being able to stay connected with your potential patient base or patients.

So it’s still really important for you to stay connected with your potential patients and patients through email for that reason. However, because you’ll also likely see that less people will be opening up their email and then consider going on to other platforms too, like other avenues of building community, whether it be reaching people, whether it’s, it is things like Instagram or other kinds of avenues as well.

And then there’s also, I’m going to talk a little bit about the writing on the wall for certain platforms and things. In every stage of, and by the way, if you like what I’m talking about right now, you can go to. Introverted visionary.com and get access to six and seven figure practice make-over tips.

And also we give out free templates and at training as well to, to those of us who are connected with. And you can also check it out, but just directly on, on the website with what applies to you, if you’re finding what I’m talking about today, helpful and wanting to stay in the loop with updates as well, with marketing trends and different things.

Cause you know, you possibly, you can’t possibly keep up with these things. You’re busy seeing patients. So let’s talk a little bit about the writing on the wall. So the. What is writing on the wall right now, as far as the platform, let’s talk about first about what are the three there, actually, I would say three and then four, four phases of any platform.

What are the three or four phases of any platform? And when I say platform, I need a way to get the word out. For example, whether it’s Twitter, whether it’s Instagram, whether it’s Facebook, whether it’s YouTube, it goes through a few key phases. Typically, number one is the new phase. That’s when it starts getting out there.

An example of that was tick-tock where that got started, and then people were hopping on it, trying to check it out. And that was like a big hype and everything. Then number two comes the adaptation phase and in adaptation phase, what happens there is then people start to that, the adopt to it more.

And then third phase. Is saturation. So that’s when there’s more saturation of people on that platform. And then number five, I’m not sorry. Number four, the fourth phase is dying down, or they might still be around. So if you look at platforms like Twitter, if you look at platforms like MySpace, I was just thinking about that, the other right.

That’s what exactly what happened. And so there’s writing on the wall with one platform that many of you are using and perhaps even using to watch this right now. And I’ve been calling this for years, even before, before this year I was bringing it up. I was bringing it up like a few years ago. I was saying, writing’s on the wall right now.

And it continues to be down that trajectory. My, I believe that the writing is on the wall in terms of the amount of Rachel get for the efforts you’re putting in. And, or even if you’re spending money on the platform, same thing, right on Facebook and the, where, first it was where it was newer.

And then everybody got on it. And then, Then the groups you used to be able to not groups, but the Facebook business pages, you were able to post on there and most people would see it. But then they started, it started becoming more of an ad platform. And so you would have need to pay for ads or a post on your personal page for it to be seen more.

But now even as are costs are skyrocketing because of things with IRS. And there’s also if you’d notice, even as you go through your Facebook feed, notice that how many different ads are through your feed compared to in the past, when you first started, like you can’t even sometimes see your own friend’s feed feeds as much as you.

So it’s it’s in the direction of, will this die down or will, will it stay around? And so what to do about something like this is that this is where it’s helpful to know the trends that I’m sharing with you right now. And then be on other big, be diversified on other platforms.

For example, Instagram is a better platform at the moment. If you want more organic reach ads platform, it can still be better on Facebook at the moment. But again, I say, I feel like the writing’s on the wall and continuing to be. But the important thing about this is not about just, I need to and by the way, like this, if you’re liking the things I’ve brought up so far today about the AI thing about the even marketing trends about the.

The platform thing and trends, right? So the idea is not to just jump onto a different platform and then start feeling really lost and feeling oh my gosh, do I always have to be getting to know another platform or to hire someone and have to pay more money on this thing? And the key.

Is to an any platform. How are you being clear about what is unique about you and your practice and Being able to convey that in a compelling way. And one of the things about so that it doesn’t matter which platform you end up being on. Cause that’s why people who are actually good at this.

It doesn’t matter what platform, it, they will still always be good at it. And then people who struggle with it, it’s like maybe they just think it’s a platform thing. And one thing that is, it has been a trend and is continued to be a trend is, and even Facebook some of their highest like in, in high positions and Facebook owns Instagram, right?

So they were talking about how video is going to be one of the most. Like it’s mainly going to be video platform and even Instagram, they, the, they had made an announcement about how they’re moving more towards having more video on the platform. And so what that means is that it’s you being able to get the word out in a way that allows people to resonate with you more than just a fleeting social media posts, if you’re going to do things on social media will become more important too.

And I know how it is because I used to be very self-conscious about being like doing a video or being on camera, things like that, but it’s, I could totally relate to that. And it doesn’t mean that you have to be super polished or anything because you could still be just being yourself and sharing what you know, and be endearing that way.

Even if you don’t feel like you have it all together, or even if you feel like you’re. The other thing that in terms of with trends is that another aspect of marketing trends to pay attention to is even just who you might want to focus on helping more or to talk about to help more.

And perhaps you have a general practice, but are there certain kinds of health issues that you could talk about more? In terms of wanting to help more people relate it to that. And so it’s helpful to follow trends of what is happening out there in the world related to that. One of the most impactful things that has happened?

I don’t know about it’s not, I don’t feel like it’s, I wouldn’t say it’s in a good way, necessarily impactful, but did you know that more than. A hundred thousand people died of drug overdoses in a 12 month period. This is ending in April, 2021, and it shattered a previous record for the most ever recorded one year period.

And if to put it in perspective, I, the number of COVID deaths, for example, in 2020, with 350, 2000, right? So that’s still like the drug overdose kill be killed being a doc, having died from that. Very high isn’t it. So this is in the U S the stats that I’m showing you, that I’m sharing with you from the U S so the question is, and, I follow Vedic astrology is sacred sciences of astrology, and they’re actually paid people like when president Reagan followed astrologers and a JP Morgan he often said that millionaires.

Don’t you need astrologers billionaires do. So in any case follow Vedic, astrology, and it’s talked about how, that drug issues in, in this country will likely. Be growing in upcoming years. And and so how can you play a role in really helping with that issue that is, is going to likely continue to grow.

And unfortunately, And the other thing is that mental health issues, and many of you may have seen this within your practice as far as the an increase in mental health issues. So think about how could you play a role in that, or maybe even differentiate your practice with bring up to people that’s an area of focus for you, because there are a lot of people who need that help right now and also coming up as well.

So one final thing that I would like to share in terms of. Trend wise, this is not so much a per se, a marketing trend, but I it’s there’ll be a global shift trend that will likely affect. Each one of us and which is this talk of there’s going to be, there’s like very likely going to be some shifts coming economically and even in financial currencies and things like that.

So just stay tuned for what might happen with that and be on top of things like that, because it can affect you. And it’s good to. Be updated and your patients too. So now everyone and including me. These are just things to pay attention to as you practice this year and continue to.

If you would like six and seven figure, practice and make over tips and free templates that can help support growth in your practice, then you can go to introvertedvisionary.com or if you feel like you’re at a plateau in your practice and are wanting help with growing. Because you can go there to, and request to chat with us.

One of the benefits that we have is being able to see the insights of practices that are working and in terms of what’s working for them and what’s not working for them. And then bring that to you in your practice. So to shortcut things so that you’re not having to. Try to figure this out and what will work best and and then feel bogged down by having to do all this stuff and not having enough time to do it.

And still just really would like to be focused on seeing patients. And go to introvertedvisionary.com and get the free templates or training on our page or reach out to us and having it help now next week, stay tuned for Jeffrey Grossman and for next week show. And until next time.

 

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The Difference Between Successful Acupuncturists and “Poor” Acupuncturists

 

 

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

Click here to download the transcript.

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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