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. And thank you so much for joining me. The American Acupuncture Council, meet up here. Thanks for taking the time out of your busy day to join me, to learn more about business and marketing. So today is going to be a little bit off the cuff. And I’m going to be answering several questions that have come in over the years from practitioners who are trying to grow their practice.
And I’ve got a series of questions here that I’m going to go through and provide as detailed of answers that I can for those. And if there are any other questions that come up later on, feel free to reach out to me or post something below here. So my name is Jeffrey Grossman. I am the owner and founder.
Acupuncture MediaWorks, Accu Perfect Websites and Accu Downloads. And I’ve been helping acupuncturists since 2002 build their practice and educate their patients and market and do all the things that are necessary for us in order to bring in new patients and remain viable. Now, acupuncture school gave you all the amazing tools to be an excellent diagnostician pulse finder, tongue reader.
Point prescriber and guash Shaw Dewar, but it neglected to give you all the tools that you need to run a business and be the entrepreneur that you need to be as far as in order to, grow your practice because I’m sure some of you are out there looking to be successful and make money that is gives you, earns you a reasonable salary.
I’m here to provide some insight into some questions that maybe you have, or have had in the past. And also if you ever need any help at the end of this training, you can feel free to reach out to me. Send me an email at Jeffrey, J E F F R E Y. @ acupuncture. Media works.com. I’d love to chat with you and help figure out some of these concerns issues.
Questions that you yourself might have. So let me just jump right into this here. One of the questions that I get often from practitioners is why should I use social media in my practice? And how would I even get started if I choose to do that? Social media. These days is something that you really can’t avoid.
We’ve got Instagram, we’ve got Facebook, we’ve got Twitter. And I’m not saying that you need to be part of all of those. Social media portals, but you need to have an online presence. And these days when people are looking for you, they are going to the internet in order to check you out and read about you and learn about you.
So it’s important to have a social media presence. And my suggestion is that you have. A Facebook business page for your practice. It’s really important to do because most of your clients are probably on Facebook and it would be important for you to have different posts on there different just, different ways to interact different questions that you’re going to be answering for them.
Couple of things that you can be doing is creating a marketing calendar and a marketing calendar could be something really simple. Like every Monday you could do Meridian Monday, where you talk about a specific Meridian every Tuesday. Testimonial Tuesday, we use share an insight and some information for, on success of one of your patients.
Wednesdays could be wisdom, Wednesdays where you share some. Wisdom and some knowledge bombs that you’ve learned over the years that could be helpful for self care or home remedies or just some really great quotes that you’ve come across that add insight and inspiration to your patients.
Thursdays could be about technique Thursdays, where you offer a specific different technique wash up. Yeah, electric stem and then Fridays could be free for all where you would do whatever it is that you want. So that’s a really simple strategy to use and post on your Facebook pages. Now, one of the things that I’ve heard that.
Rough for a patient for practitioners is developing the content. There are several ways you can go about this one. There you can go to, you can hire that out and outsource that. You can hire writers. You could hire designers for you. And you can have people create, marketing social media graphics.
As for you. You could go to a online website called Canva and create your own portals. Or you can go to an online website called Acue downloads.com where they provide done for you content for practitioners specifically for the acupuncture industry social media graphics, research updates, clinic forums.
Everything that you need to establish an online presence. So that can really simplify what it is that you need to do and how to get it done for you when you use social media. But I really do think it is important to have that presence because. The more that you are in top of mind awareness with your patients.
The more familiar they will become a view. And therefore when something comes up with them an injury or a friend needs a referral, they will remember that you posted something on Facebook about migraines or infertility or sprained ankles or whatever it is. So curating that awareness will be helpful for you.
Develop that online following. Okay. Hopefully that helps. So another question that comes up from practitioners often is what’s the difference between a core message and an elevator pitch. Okay. So this is something that I’ve talked about on the AAC in the past is developing your core message. And it’s an incredible piece to.
Creating your practice and creating your message. So a core message is really important. The core message is it’s a positioning statement telling people why you do what you do and why they should choose you over the competition. Whereas an elevator pitch just tells people what you do. So let me talk with you a little bit about some of the core principles that create a corpsman.
Part of a core message is coming up with three aspects. What the person’s problem is in this case, your patients have a particular problem that they want solved what your particular solutions are to solve that problem and what their life will look like after you solve their problems. So for instance, acupuncture, media work.
Our court, what are the core messages that we use is that acupuncturists, the problem is an acupuncturist. I’m just speaking to you. Now, the problem is that acupuncturist don’t like marketing their practice, right? They don’t know what to do. They don’t know how to grow their business and so on. So the core, our core message reflects that and our core message would go something like this acupuncture.
Struggle with growing their practice and developing marketing tools to attract new patients here at acupuncture, MediaWorks, and Accu downloads. We provide high quality cost-effective and powerful marketing and patient education tools for the acupuncture profession so that acupuncturists can spend less.
Developing those tools and more time to helping their patients so they can ultimately reprieve the rewards and increase their profit. So that is a simple core message that we use for Acura doubt for acupuncture. Media works. Okay. Simple core message for you. As a practitioner could go something like this.
Let’s say for instance, you are working with patients who have sports injuries and they want to really do well on their next marathon. So the problem would be that many patients, many of my patients suffer from injuries and strains and sprains are due to overexertion here at Jeffrey’s acupuncture.
We provide state-of-the-art high and Telecare and telehealth and and acupuncture techniques to help alleviate pain, improve for four minutes so that our patients can go out and win their next race. And and and and be injury free, something as simple as that would be great for that particular type of conversation.
A core message is an important piece. And I feel like it’s one of those things that is often overlooked and squashed in with creating an elevator pitch, an elevator pitches. Hi, my name’s Jeffrey Grossman. I’m an acupuncturist. I help people get well and stay healthy. And my practice is over, down the street over here.
Whereas your core message really defines the problem, the solution and what their life will look like afterwards. Okay. Hopefully that’s helpful. Another question that I often get from PE from practitioners is I have people fall out of care all the time. What can I do to keep them scheduled? So my first comment on that, and my first question would be to you is what are you doing on a regular basis to stay in top of mind awareness?
So your patients won’t fall out of care. Do you have regular emails that go out? Do you have regular communications that you’re sending? Do you have. Texting policies. Do you have a social media presence is your website are updated and current and you’re are you often sending leads and patients to your website to find new information?
And when patients fall out of. What kind of particular protocols do you have in place to get them back on the books? All right. So oftentimes we spent a lot of energy getting patient, doing a marketing and doing a health fair or whatever it is that we’re doing to pull patients in. We get them in, we treat them, they stick around for three or four visits and then boom, they’re gone, they fall out of care. So the important thing first off is to do is to review. Series of a treatment plan with them. And I call that a report of findings. When a patient comes in, it’s important for you to review what you found, what’s wrong, what they can expect and how long it’s going to take with them.
And you do that when you deliver the report of findings and what this. It sets down this particular protocol and it sets down this timeline of treatments that you’ll be requesting or suggesting that they receive with you. Lot of practitioners go from treatment to treatment.
They don’t necessarily say. I want to see you once a week for the next 12 weeks, and then we’ll reevaluate, which is what you should be doing. Maybe you’re not saying 12 weeks, maybe eight weeks or six weeks or whatever it is, but it’s important for you as a practice to lay down the grounding and that foundation for them when they first, when the first visit or within the second visit of what they’re, what your expectations and what their expectations of care are, and then recommend that to them.
Okay. Patients have a clear understanding that’s going on. X amount of visits and then you’re going to come back and reevaluate then it’s, it like sets these precedent in their mind that this is what’s expected and this is what they will or won’t do. And therefore they will, most likely continue their treatment plan with you.
And then once that initial treatment, Continue to follow it up. They’ll have a regular tuneup visits, but that’s what you need to communicate to your patients in the best time to do that is between the first and the second visit using report of findings. So patients will fall out of care. It’s inevitable, but the way.
Communicate to them throughout the process from when they first become a new patient. You’ve got to always be in top of mind with them. You ought to always be sending them communications and always be sharing things with them. One of the things that I find that’s interesting with the Accu download software is that when a patient comes in off the treatment table, what do you send them home with?
Right there. So a patient comes in, they’ve got migraines. Do you send them home with something that you can literally print handout and send them for self care? When a patient comes in and they’ve got back pain, what do you send them home with to help them alleviate their back pain further? What kind of self-care tips do you provide them?
If they got suici deficiency, what are you sending them home with? Awesome that you’re doing moxa or cupping or even the, or the acupuncture, but what kind of self care, what kind of protocols are you sharing with them that they go home with and furthers their care? So when you send them home with something, it does a couple things.
One. Makes you look awesome because you’re sending them home with some really cool tools to further support their care. And they’re like, wow, this guy must really care about me. Every time I go in, I get a new piece of information that helps me get better. Helps me get well, he’s really committed to my care.
That’s one thing that it does. The other thing that it provides is it provides you with constant tools of communication that you’re already. Sending and sharing with your patients. Okay. So when you do that, it makes patients less likely to fall out of care. All right. All right. So let’s see another question that comes in that I asked for that I get frequently.
No, of course, right? How do I get new patients? Okay. Everyone wants to know that one. That’s the million dollar question. So when I work with my coaching clients, Then needing to get new patients. The first thing I asked him is what’s your core message. Okay. Then I’ll ask them what happens when I hit your website.
Is your core message on your website. When I go to your website, do I know exactly? What it is that you do within a few seconds. Do I know that you are a sports injury doctor? Do I know that you helped with infertility patients? Do I know that you help that you’re the migraine expert in the community? I need to know these things, the moment I hit your website.
Okay. And so when people hear about you, when they get a referral, For from you, the first place they go is your website. So that needs to be dialed in a way that expresses what your core message is. And that offers them strong calls to action, like schedule an appointment, download this form to come in for a a an free or low cost evaluation or whatever it is that.
Wanting to use to motivate those people to come in. It needs to be front and centered and present on your website. It shouldn’t be just schedule your appointment with me. There should be something. Prior to that gets them introduced to you. That gets them to test the waters, so to speak, to see if so they can be assured that you’re the right person for them.
And so you could rest assured that you want to actually work with them with care. All right. And so the first things to think about when you get new patients are what’s your messaging. What’s your website and then what is your followup, your nurturing that happens after patients get on board.
Okay. How do you stay in communications with them? All right. So let me just give you a couple of cool things about attracting new patients. First thing I tell all of my students, when I teach at the practice management class. Join Toastmasters. Okay. Toastmasters international, go to it, putting your zip code, Google it.
And you’ll see tons of Toastmaster organizations with where you are now. Toastmasters changed my life. It gave me the confidence to speak more efficiently. It gave me the stage at which I would present my topics about acupuncture. And it also gave me referrals. And from those referrals, I got other referrals.
All right. So Toastmasters is not only. Powerful to help me get new patients, but it’s also an incredible way for me to build my confidence as a practitioner. Step one way in getting new patients. Another way is reaching out to local MDs, NDS, chiropractors, LMPs, and, introducing yourself, getting connected with them, reaching out to them, asking them how you can refer to them.
And in turn. I was telling them how they can refer to you. And what I mean by that is when you develop this relationship, this rapport, and you reach out to them with the idea that, Hey, I’m looking to refer people to chiropractor. I want to know the best route at which how I can send people to you. I want to know what kind of chiropractic you do.
I want to know what kind of, what your success rate is with particular conditions. Do you focus on anything? Do you specialize in anything and so on? And you can do that in different different medical arenas. And then with that, you would ask them if they want to establish a referral relationship, you’d give them, tell them, what you specialize in, what your current message is and how.
Best for them to refer people to you. Do you have certificates that you can hand out? Do you have business cards with calls to action on them? Do you want them to go to a specific pages unique to that doctor in, on your website, in that respect? Okay. Also health fairs are an amazing way to get new patients on board.
I love health fairs. One of the books that I found most intriguing. And most effective for me to get a PA patients from the event into the clinic was Giovanni’s book on tongue diagnosis. I literally opened that book up to the ugliest tongue pictures, put it on this front and center on my table and people would walk over and they’d be like, Hey.
Gross look, what are those tongues doing over there? And then that would be my segue and opening into talking with them about, that tongues are a barometer of inner health. And as an acupuncturist, we take the tongues and all these other diagnostic procedures into consideration to come up with a an in-depth unique treatment plan for every individual that comes into the clinic.
No two people are treated the same and so on. That would bring the people from the health fair into my room. And then from there you need to have a strong call to action to get them from that event into the practice, what I’ve used in the past for two things, inviting them in for a stress reduction treatment where I just use 0.0 and Shen men of the ear.
And then also and then also inviting them in for a low cost evaluation. Okay. Great ways to get new patients on board. That’s about all I have for you today. So if you have any questions, any comments feel free to reach out to me again. jeffrey@acupuncturemediaworks.com or info@accudownloads.com.
Either those you can reach me at and. The world needs more healers. Like you guys are conscious, you’re aware you’ve got powerful healing abilities with this medicine changes lives. Be scared about getting out there and grow your practice. These lectures that the AAC brings you are powerful and deep.
And even if you walk away with just one little nugget from today’s lesson that potentially could change your practice. So I apologize for wearing my headphones and looking like a pilot here today, but that’s how we had to go with with the recording. So you guys stay beautiful. Stay. Awesome. And until next time remember change the world one needle, one person at a time.
Disclaimer: The following is an actual transcript. We do our best to make sure the transcript is as accurate as possible, however, it may contain spelling or grammatical errors.Due to the unique language of acupuncture, there will be errors, so we suggest you watch the video while reading the transcript.
So, What is the number one way? What’s the update on inspiring MD referrals into your practice? This is Chen Yen, six and seven figure practice make-over mentor at introverted visionary. Your host for the American Acupuncture Council live show today. Attracting new patients is a. It’s a so nice to be able to have referrals coming into the practice because it just feels good.
And you could focus on helping your patients instead of worrying about where to find them. And when it comes to medical doctor referrals, Ma many medical doctors have a lot of patients within their practices and we’d be willing to refer if they knew about you and also understood how you can help, but what would be the best way to develop those relationships and then be able to actually inspire those referrals.
So the first thing to think about is what is the trifecta. So when we look at the trifecta, I want you to think about. Either a particular provider you would like to be getting referrals from, and that way you don’t have to be doing as much marketing in your practice. So it could be a medical doctor.
It could be a nurse practitioner. It doesn’t have to be limited to medical. Doctors could be PA. PTs. We just had an acupuncturist. Client of ours get quite a few referrals from a PT office just the other week. And so think about what holistic practitioners also conventional practitioners could medical practitioners could be good sources of referrals for you then consider.
The trifecta. So what is the trifecta? So once you’ve decided on who you would like to be sending you referrals, then we need to think about how can we inspire them in these three Trifacta areas. Number one is what. How is their level of connection with you as a person, because have you ever thought about this?
The people you tend to refer to, they’re probably people you have some kind of a connection with, it’s probably not someone you don’t really like. So that level of connection with the person can also determine the frequency and whether they refer. Or not that’s one aspect of the Trek trifecta.
You can think about this by drawing a triangle by the way. Or just thinking about it in your head. So the second key area trifecta is what. Is there trust and understanding of your modality. Now you might think of this first as oh, okay. So they need to trust in acupuncture, working for their patients, but it’s not just limited to that.
It’s also about. Are they clear about what situations are good are most helpful to be sending their patients to you for it, because they’re not going to send all their patients to you, but in what particular situations would be good to send it to you for acupuncture. And do they feel comfortable with it?
Because a lot, the truth is a lot of medical doctors and conventional medical practitioners are concerned about loss exceeds. They don’t want to refer someone, a patient to someone and then really don’t know what they’re doing with them. And then there’s some issues with the patient and a lawsuit comes up, like they’re concerned about that.
So how can you help them be able to feel comfortable with safety and efficacy? If they don’t feel like it’s going to be safe and effective, they’re not going to refer. So that’s a second aspect.
So the third chat trifecta. Is the third trifecta is what is the how are you staying in top of mind awareness for them? Because just because they have, you have a good conversation with them and it feels good and you think, oh God, I’ve got a connection now and they’re going to refer. It doesn’t mean that they’ll even remember you.
A few weeks from now, because many times doctors are approached by different people, whether it’s nurses, different vendors drug reps, all kinds of things and new people coming at them. And so if you’re not top of mind awareness that even if you do develop a relationship with them and they do know about you and they trust in you, if you’re not top of mind awareness, then.
They’re not going to refer as much, for example, why do you think that drug companies hire drug reps to go and talk to the doctors? Why not just hire them to do it once because, and I’ve worked at HR company before I’ve seen the insides of a drug company, and I know there’s statistics about every single time when a drug rep goes and talks to a medical doctor, there’s a prescription.
For that particular medication. Why? Because that doctor was reminded of that. So when you are top of mind awareness for the doctor, then they’re going to be more likely to refer. So those are the three key aspects of the trifecta. So then if you have decided who you would like to be getting more referrals from, or getting new referrals from a medical doctor or a provider, then consider rate yourself on a scale.
One through 10 for each of the aspects of the trifecta and with 10 being the highest that you’re, really solid on that with one being, being the. Then we could see how we can move you up closer to 10 for each aspect of the trifecta. That’s going to help you with inspiring more medical doctor referrals.
Now, another common question I get is what is the the best way? So what is the best approach to getting their attention and in such a way that they would refer. Now I will say low-hanging fruit for many of you is not. Cause one thing I hear is oh, I don’t like to just reach out to random doctor’s offices and cold call them.
That just feels really intimidating. And I think so one thing that low-hanging fruits is you could reach out to people for whom you have. And then I, but just because they’re pressed with how well you treated their one patient, it doesn’t mean that they’re going to refer and constantly refer either.
So one very important thing is. Circling back to the trifecta about trust in your modality and really understanding how it can help their patients and what’s particular situation. So it’s about how to educate them in such a way that they will end up trusting you enough to refer. That is going to be so key, and this can happen one-on-one with a provider.
It can happen where you educate them in their office. So for example, the acupuncture session is telling you. Client of ours. She ended up educating a PT office and I helped her with what to say and also what to bring. And she started getting referrals from that PT office. So having a good way, an effective way of doing that.
And then what. Also needs to happen if you would like to continue to get referrals without having to always be marketing, is, do you have a system in place that supports inspiring those referrals on an ongoing basis? It’s interesting because I have heard of practice management companies talking about oh, this is how to get doctor referrals.
You’ve got to write out your list of 75 or a hundred doctors in the area. Oh my gosh. As an introvert, that just sounds so like tiring, doesn’t it. And when our approach of it, because a lot of our clients are introverted, visionary acupuncturist who don’t really want to be. So outwardly and spending their energy that way, they like to be just, they would like to have relationships with fewer people and more in-depth relationships.
You don’t have to, the good news is you don’t have to be extending your energy out in an exhausting way. And to a lot of people, you just need to be very Like effective with a handful of providers. So having a, an approach that works with that, and then having a a, also a way of inspiring referrals beyond that initial connection.
Have, do you have a system in place that supports that? Do you have. Because when you do, then you will find yourself starting to get referrals from medical doctors and other providers. You will notice yourself that while you, for one, you’ll notice that the patients who come in through those relationships, it’s like they have listened to they’ll listen to you more than just because their doctor told them to see you.
Their provider told them to see you. So it’s very different than someone calling up and then saying, oh how much do you charge? And that’s the, in the conversation. Great. So it’s often at least our clients have shared with us. It’s so much nicer of a relationship. When you are getting referrals from medical doctors.
So one way of doing this in terms of getting a medical doctor’s attention is that our clients have been doing lately is to reach out to them through LinkedIn. Is one avenue. And but what do you say w what would get their interests? So I’m going to pop this in the chat and that way, or in the comment section.
So then that way you could click on the link and get, download the script and also get additional step-by-step training on how to attract more medical doctors referrals into your practice. So you can go. I’ll just give this to you out loud too. Is that at www dot? Get more MD referrals.com www dot.
Get more MD referrals.com forward slash linked in script. So www.getmoremdreferrals.com. Forward slash linked in scripts. I’ll pop the link below and you can click on it and get that exact script you could copy and paste and use to, to start developing relationships with providers. And for those of you who are in a place where you feel like you’re at a plateau, or you would just like help with this, because a lot of our clients tell us, oh my gosh, I’m so glad I ended up getting help with this from you, because I wouldn’t have thought of half these things.
And now I can just literally swipe. Paste or or just having an approach that works and starting to get those referrals, because we imagine if you actually had two providers sending you two patients a week, what would that do for your practice? It totally adds up. Doesn’t it. If you would like help with, as you can go to introverted visionary.com and request a chat with us and happy to see how we can help you grow faster with less stress.
So next week stay tuned for Jeffrey Grossman host of your show. And till next time and click on the link and I get your free LinkedIn script, download and start getting more doctor referrals.
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 everyone. And welcome to another episode of, To The Point. I am Dr. Nell with the American Acupuncture Council. I want to thank AAC so much for having me here today to talk about something that was actually really critical for me. And the success of my practice. I’m currently getting notifications that AAC is live.
So if you all have not signed up for those notifications, please do we have too many great speakers to miss out. So at the end, we’ll go over what’s happening next week. But for today, Let’s jump right into the slides so we can get into your 32nd elevator pitch. So here’s a little bit of what we’re going to go over today.
There’s a lot of important aspects to this, but it’s really important for me. For the topic of this conversation to give you something really tangible that you can walk away with and scale for you, your practice using any given situation, we’re going to go over what some of those situations might be.
But we’re going to talk about how you’re currently introducing yourself. What does that current pitch look like? Is it even really a pitch? Do you stumble over that a little bit. We’re going to solve that problem today. Why we need this introduction how critical it is for our businesses, for our lives and what’s your, why?
Why do you need a good introduction? What are you looking to. Accomplish in your business and life. And how do we build that confidence when it comes to our communication. And then we’re going to get into crafting your new introduction, your 32nd elevator pitch, and then next steps. How do you use this throughout your life?
Let’s move on through. How are you currently introducing yourself? If we can talk about that for a second, this is the number one thing that practitioners and students tell me that they often struggle with because we are usually called licensed acupuncturist, but we do so much more than acupuncture.
Do you say that you’re an herbalist? Do you find yourself saying acupuncture best and people just assume certain things about you or about your. Do you say integrative medicine provider in order to try to be a little more inclusive with all of the things that you do, are you saying you’re a TCM practitioner?
The issue with all of these is, and we don’t want to forget this one. When we list all the modalities, because we don’t want to limit ourselves to acupuncture. So we say, but I also do cupping and moxa and Quasha and herbal medicine and nutrition. And you’ve totally lost the person in front of you because what do all of these things have in common?
These terms are really meaningful for us as practitioners who understand our medicine, who understand the value that we bring to the table. However, They don’t provide a lot of value for that person sitting across from us or standing next to us in line at the Starbucks or the person that we overhear on the street who has an injury that we could really help.
And they’ve never tried acupuncture before. So how are we going to go about articulating that value to someone who has no idea what we do? And more importantly, what are we actually missing out on by not honing in this clear communication? So if I say, oh, I’m an acupuncturist. And someone has these preconceived ideas about what that means, or very commonly they’re afraid of needles.
They might not even want to hear the rest of the conversation that we could engage in, where they could be held. Herbal medicine, cupping, nutrition, et cetera. So we don’t want to miss out on these key areas and having proper communication allows us to really hone in here. So provider collaboration, and I’m not just talking about providers who are well aware of what we think.
Providers in our industry or people we’ve already been engaged in a referral type of relationship with, but what about providers who need to understand our value, who would be great sources of referrals? However, we’re not in a place where we can communicate that effectively. And then they don’t know how to properly refer to us.
Referrals are consistently noted as the primary source of new patients. And when I coach practitioners, this is what they say to me all the time. My practice is so referral based. If we can hone in on our communication and have that perfect pitch, this will really help us get more referrals, a general public education.
So these are people who have maybe little to no knowledge about what we do. Maybe you have a speaking event where you’re actually going to be a public speaker you’ve been asked to speak or you’re at a health fair. Pre-qualified people who are already interested in their health. So they need you you can get really targeted with this general public education as well.
So again, this template we’re going to go over. You can tweak for any given situation. All of these areas are going to benefit from you being able to craft that perfect pitch, talking about patient retention. So let’s say you’re like, ah, doctor now, I don’t want to be a public speaker, so I don’t need to do general public education.
What about people who come into your practice that you’re trying to articulate? Why they need to come three times a week for three weeks, or you’re trying to explain to them how critical their treatment plan is to their success and the goals that they want to reach that effective communication with your patients is what’s going to help them continue to come back into your practice to build that trust, to manage expectations.
And all of that is important, even in that one-on-one relationship and then networking, of course, and this is something that we’ll go into more in a later episode of to the point. Sometimes you just meet people and you’re not really sure how they’re going to fit in with you, your practice, your network.
You want to be connected to this person. You want to stay in touch, that you want to be able to articulate value. How are you doing that in 30 seconds or less? Because the attention span is going down. Our timeframe that we have to make a meaningful impression is going down. And so I want you all to get really clear on that today.
And that’s what I’m here to give you. So we can’t talk about effective communication. We can’t talk about your perfect pitch if we don’t know why you’re doing what you’re doing, because what I might say and the value that I believe I can articulate to an audience could be very different than the value.
You want to relate to somebody the type of patient that I want to attract? My goals for my business for life to be very different than yours. For me, my why is bringing acupuncture into the standard of care. I am passionate about that. I think it’s really important. I think the more people who have exposure to this medicine, the better, but there aren’t a lot of people who can effectively communicate what we do to an audience who has no idea what we do.
It took us years in school to understand certain concepts and verbiage and jargon that the general public doesn’t know. So we always want to have our why in mind, because that’s going to help us craft our messaging. When I’m thinking about acupuncture into the standard of care, this helps guide my business decisions.
It helps guide my messaging. So I’m always focused on meeting people where they are, because. Goal is to bring more people who are not knowledgeable about this medicine into the fold. So you can have your overarching why, and then your smaller business-wise I’m not saying that, when you’re deciding where you’re going to go for lunch in the middle of your day of practice, that you have to be thinking about your overarching, why, but you might be thinking, oh, if I want to get acupuncture into the.
Care. I want my communication with the public to be extremely professional. I want them to see that my practices very clean that they can trust me thus, they can trust other practitioners in this medicine. And so our goals and our plans get derived from that overarching idea. So I love this quote by Stephen Covey to begin with the end in mind, because you are going to reverse engineer that.
And the last thing we want to talk about before getting into that actual template is confidence because this is the pushback that I get a lot of times from practitioners, we get educated very well. When it comes to clinical skills I. Doubt people’s clinical skills. When I went to school in California, it was a rigorous education.
And so I felt very competent when it came to needling thing. When it came to herbal medicine. However, I didn’t have a ton of business training. There are very minimal hours in the curriculum allowed for that. And so my confidence when it came to business was not there. So I’ve been where a lot of you are at this point.
And so we’re going to. Some of that today. Like I said, I like very tangible takeaways. So we do have this responsibility of being able to educate and communicate about how we provide value, because how do you get patients into your practice if you can’t do that? How do you help grow the medicine, the professional without being able to do that?
So we do need to be very focused on building our confidence so we can have these conversations. You hear a lot? Oh, confidence comes from operating outside of your comfort zone. True. But again, let me make this really tangible for you, keeping the commitments we make to ourselves. So if you tell yourself I am going to do these five things today and you check off that to do list, you do all five things at the end of the day, you have reinforced to yourself that you can trust yourself.
If you have a list of 15 things. That’s a lot more things than five, but you’ll only do 12 of them. Even though 12 is an accomplishment. You might be telling yourself, oh, I didn’t get to 15. That’s what I said I was going to do. I can’t trust myself. So when I coach students and practitioners on building confidence, I encourage you to come up with ways that you can check that box that you can trust yourself.
It might be a simple. I said, I’m going to work out this morning and then I did. And so today is a success I can trust myself, but that confidence in life translates into confidence in business and absolutely your confidence in communication. I don’t think it’s realistic to think that you’re going to be a hundred percent every day.
If you wake up and think I need to be at a hundred percent to go and treat patients or to practice, nobody’s perfect. So I actually love this 51% rule that my business coach told me to just believe it a little more than you don’t. And sometimes the act of going through the process, practicing things, you will get closer to that a hundred percent.
So when it comes to your confidence and you’re saying, okay, I’m going to, do X, Y, and Z. I’m going to put myself out there. I’m going to do this elevator pitch. I believe a little bit more than not believing that it’s going to work and you will eventually start to scale that confidence. So remember this, how you’re currently introducing yourself.
Let’s see if we can get a little bit more clear and concise with this. So this is the template that I will tell you for me. Changed my entire practice, this very simple elevator pitch. So your introduction, we often think it’s about us because it’s called our intro. Game changer is this is a three-part thing and only one part gets to be about you, which is.
Mind boggling for some people, it was mind boggling for me because the way I used to introduce myself as a young woman who wanted to prove that I, had experience and I was competent in my field. So I liked to list all of the certifications I was doing, where I went to school, my doctorate, all of these types of things.
That articulates no value to the person that you’re meeting, who knows nothing about this medicine. Now, if two out of the three parts are about the person sitting in front of you. That’s going to do a little bit of a better job articulating that value. So this first part of the introduction who you are, this is where we get to satisfy the burning desire to talk about ourselves.
And this could be that you are a licensed acupuncturist. If you feel very attached to that, you want to make sure acupuncture is in that title. This could be the integrative medicine provider. This could be for me, founder of peak health or director of development for American acupuncture council. This is where you get to say, this is who I am.
However. The other two parts get to be about the person you’re talking to. And this is the reason that this is a template. I’m going to show you some examples of this, of how people in every industry use this type of communication, this type of pitch and how I’ve used it. When you look at how you want to use it, you do not have to have the exact same introduction for any given situation.
How you introduce yourself is going to be different. If you are at a mommy and me group, and you’re talking about how you help postpartum moms and babies, that’s going to be a little bit different than if I’m speaking to a surgeon about how I am going to help benefit their practice and their. So when you’re looking at the who I help, that gets to be customized.
And what is the outcome of working with you? So I want to give some examples so we can go through each of these parts and it makes a little bit more sense. And I like to start with other industries because you will see everyone does. Yeah, you’ve heard it before many different industries, your 32nd elevator pitch.
This is how it breaks down. So these are two women who I was in a mastermind with, and this is toy. So toy penny, a holistic health strategist. She helps celebrity and CEO moms put their oxygen masks on and learn how to take care of themselves so they can be their most productive and their best selves for everyone around them.
Now, if I am. A man, maybe this wouldn’t resonate with me. If I am an athlete, maybe this wouldn’t resonate with me, but you bet if I am a celebrity or a CEO, mom, and I hear this, my ears immediately park up and I say, she’s talking to me. She still gets to say who she is. She’s toy penny. She’s a holistic health strategist, but I’m going to bet that the holistic health strategist means a lot more to her than it does to me as the person who she’s talking to.
She can have her own attachment to that, her own verbiage around that, just like we can to owner of your practice, licensed acupuncturist, herbalist, but the important piece. And you can see, even from the length of this, is that. The value proposition is longer. It’s more about the people that she’s helping.
So yeah, if I’m a CEO, mom, I’m listening. I want to be my most productive self. Maybe I should talk to her angelic. Cause I love cause hers is even shorter. And to the point, highly specific, a lot of times people think with these intros, with these pitches that they can’t be specific. You absolutely. Can you want to target the people that you’re trying to reach?
The person that’s in front of you articulate value for them individually? So angelic helps small businesses land corporate clients so they can increase their revenue and expand their influence. That’s pretty specific, if I’m a small business who wants to land corporate clients, I am ready to ask more questions of Angelique and that’s the.
Of this pitch of this 32nd elevator speech of this one, one sentence, two sentence, three sentence introduction. It’s to get people to ask more. It is not to articulate everything that we do. Every single modality into 30 seconds. It’s to provide enough value to the person sitting in front of you where they say I feel like they’re talking to me.
So two quick examples. And these are both me. And that’s why I wanted to show you guys. You can be the same individual with multiple intros, with multiple pitches. It does not have to be, oh, this is the only thing I can say. I gave you two examples at the beginning. I could either be Dr. Nell, the founder of peak health or the director of development for American acupuncture council.
And I love both of those roles. Both of those roles are such a part of who I am. Yes. What would follow that and who I’m talking to is going to be a little bit different. So if I’m speaking with a surgeon, I’m going to look at what value can I provide for the surgeon and in their practice. I will tell you with referrals, we all want to think that it’s enough to just say I’m able to get your patients better results.
It’s not. What else does that surge need? So that surgeon wants to know that their patient is taken care of because they don’t want to be dealing with the recovery aspect. They want to do a great job with the surgery and then have someone else holding them. Just hand. So that’s what you want to be able to articulate there.
Like how do you really provide that value? What is the outcome of working with you? And then that’s going to look different than if I’m doing a health talk specific to men’s health. I still get to be. I can be the founder of peak health still, but I’m going to talk about these needs, these middle-aged men who are experiencing these symptoms, weight, gain, muscle soreness, poor sleep.
I’m going to talk about how I address the root cause of that. So they can feel like themselves again, a really great tip with this is listen to what your patients say when you are going to. Provide value to people outside of your practice. You want to listen to the people that you’ve already helped.
What did they say when they came in and what are they saying now that they worked with you? When I work with middle-aged men, the number one thing that they say to me when they come in is I just don’t feel like myself anymore. And they list all of these symptoms. And so you want to work those things into your introduction, your pitch, because then you know what value you’re actually providing.
So this is your turn. You’re going to go through this process. You’re going to start with your why. So why are you doing what you’re doing? What do you love about it? And then who do you want to reach? Because this, who do you want to reach part is so critical with the who you want to read.
That’s how you’re going to decide, how do I present the value? What who are the people that I help and what is the outcome of working with me? So once you define who you want to read, This is the honest part. Are you confident? You can add value to this person or group of people. And if you’re not go back to those confidence exercises, I briefed with you guys.
But you’re going to go through that. I’m confident in you all I’m confident in this medicine. I know you can do it. People do not suffer from a lack of clinical skills. We’re just working on how to articulate that value to someone who knows nothing. What we do. And when you go through that process, then you’re going to craft your value proposition and that’s your one sentence in trial.
So again, what does that pitch look like? It’s going to be your, who you are, who you help, and what is the outcome of working with.
I’ve had so much fun being with you all today. I really appreciate you taking the time to tune in. I hope that this is a game changer for you just as it was a game changer. And thank you so much to the American Acupuncture Council for having me on the show to be able to provide this value and be sure to tune in next week, we are going to have Matt Callison and Brian Lau on Wednesday.
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.
It’s already a different time of the year, but you would just love to be, bring in more patients into the practice while you’re in the right place. And this is Chen Yen, six and seven figure practice make-over mentor@introvertedvisionary.com and your host for the American Acupuncture Council show today.
Let’s talk about this because there are three tips I’m going to give you today that can help you with bring in more patients when you with to have them. So one great way to do this, especially when you’re slow is to be connecting with your patient base by email and why email? Because it is. Low hanging fruit for you there it think about it.
Your patients trust you the most because they have that connection in relationship with you. The other possibility of bringing in patients is to get new people, to hear about you and trust in you, which is likely a bit of a longer process typically compared to your existing patient base. And you could be Connecting with your existing patient base to, to encourage them to come back for treatments, to refer other people to you.
And then also to perhaps you might have other kinds of services or offerings that they may not even know about or not be as familiar with, so they could be benefiting from those two. So let’s talk about. If you did have a desire to do this. And I be pulling in patients from this what are some hot tips related to this?
So number one tip is that
it’s, I would say a lot of acupuncturists don’t do this right now. Because they’re busy. Like they don’t have a wit a consistent way of staying in touch with their patient base. Nine times out of 10. When I ask acupuncturists, if they stay connected with their patient base, it’s many times it’s no or infrequent or not consistent.
So the first tip is that consistency. Brings awareness about you. Consistency brings trust. So do you have a set. I have a schedule of communication with your patients by email. I, whether it is once a month, whether it is twice a month or more frequently than that, or do you just never do it or do you do it only when you think about.
So consistency can do so much for your practice, because just think about it there. What are some of the reasons why people aren’t coming in, or maybe not coming in as or not using your services to its fullest extent or referring it’s because they may not put the two and two together even, have you ever had times when you’ve helped patients with one thing and then they didn’t even realize you could help them with something.
It’s so obvious to you, but it doesn’t cross their mind that you could help them with a different kind of a health issue. And that might be the case for it. They might already have people in their lives, friends, family, people, they know who they could be referring to you, but because they don’t even put the two and two together about how you can help them.
They know they don’t even think about it. And how can you make them continuously? How can you educate them, make them continuously more and more aware about the benefits of acupuncture or for some of you who are doing other things like functional medicine, nutrition, and other kinds of creative things to how can you educate them about that consistently so that they start understanding more and and seeing you more referrals.
That’s tip number one, the second tip to bring in more patients from email when you are slow, is that is to not only educate in your emails, but also be letting people know. What you have to offer. So making an offer, that’s one of the biggest mistakes I often see. So I know an acupuncturist who was telling me, she actually sends out emails pretty regularly too, to her patient base.
And I, and then she said I wish I would get more. Patients coming in from my emails. And then I had to look at her emails and I noticed that it was missing many times. She gave a lot of good information, but many times it was missing a cause of action of. What step you would like your readers to take, whether it’s booking an appointment with you or taking you up on some kind of an offer you’re providing.
So having a good call to action can make a big difference at one that doesn’t make you feel like you’re being pushy or awkward or sales or anything like that you could see on me actually. And I’m happy to give you. PME. And if you see this, if you’re on YouTube then you can reach out@introvertedvisionary.com.
So introverted, visionary.com and then fill out a contact form and then asked me for it. I’ll give it to you. But if you’re watching us on other platforms than just private message me or comment below in the chat, and I’ll make sure that you get. R what you could be saying that would book more patients and or have people take you up on, on what you have to offer.
Now, when we talk about offer some of you might think I don’t know, I don’t do discounts or anything like that. So what do you mean by offer? I don’t think I can give an offer. So first let’s talk a little bit about that for some of you some acupuncturists are good with this. Like they, they do things like a new patient treatment specials.
And if you want to do that, then that could be an example of an offer. So we’re going to first talk about. Specials and different type of offering kinds of things. And we’re gonna talk about what if you don’t want to do anything special like that because you eat really are against discounts, which is totally fine.
But if you look at a new treatment specials, so some of you might think I don’t want to discount my fees with that, which is totally. I agree. I, for the most part I don’t always advocate discounting and think about. What hap what is. The value to you in attracting one patient, it’s a P a new patient who comes back weekly, or even monthly that could end up being, let’s say you charge a hundred dollars a visit.
If they come back weekly for a month, that’s $400. And over the course of a year, let’s say if they came in monthly, that’s $1,200 over the course of a year or so, is it worth it to you to perhaps give some kind of a treatment special and for the initial visit and then they end up being patients of yours.
And so it ends up bouncing out in the end. Now, as far as the other kinds of things, if you choose to give special offers at different times can be. You bring up perhaps about your herbs and maybe some of your herbs or supplements, maybe you are going to do some kind of a special about it. So could you explain more about how certain herbs can be good to keeping their cabinet If for, if they get sick or, being able to educate them on different herbs or supplements or products that you may have.
We have clients right now who are bringing in another stream of income from that, whether it’s herbs or supplements or products and you are between a thousand dollars a month to $10,000 a month and even more. And one of the strategies that one of our clients uses is. Be doing periodic sales of this very like at least quarterly sales with this.
And so he shares this with his email list with about it and brings in extra income from it. So that’s one, one other thing. No. As far as what, if you don’t want to give a savings and you don’t have to write and you no problem. And so what could it offer me an offer? It really doesn’t have to be anything crazy with discounts and that kind of thing.
It could just be you mentioning an aspect of how you could help people because. They might have come see for one health issue. It doesn’t cross their mind at all, that you could help them with different kind of health issues. So just simply by you educating people on a particular health issue and how acupuncture or functional medicine or nutrition or whatever you can help people with can help.
That brings that to the forefront of their mind. And I, you may mean more likely to attract patients because of that. The guy made a compelling call to action where it’s very clear, how are they going to take that next step with you? Are they going to book an appointment? And what to say there, so that it’s most effective.
And in having. Previous patients come in and also new patients get referred in. So again, if you want that, that the languaging, that’s helping our clients with booking more appointments through the email with that, then just private message me. Now let’s talk about. Tip about the third tip to bring in more patients by email.
So it is two in your emails. Have you ever felt okay, that sounds good, Chad but I don’t know what to say in my emails and I’m not a good writer or even if I am. Draw a blank about what to say, and then it might feel so time consuming to come up with something. So I just don’t do it, but would it be worth it to you if you were to share and educate and then be getting like, even if you got an extra couple of patients a week, Would it be worth it to you to be a bit busier.
And that’s just being conservative error. If you do it. If you have a system in place that works, which many of our clients do because we give it to them. And so as far as the a a hot tip is what do you send by email? And then, so one thing that I would say is I recommend varying up the emails a bit.
So I’ve seen some acupuncture send out things like newsletters, and sometimes there are so many different things within that newsletter. And how many of you are really. Raise your hand or type in the chat in the comments section. Yes. Busy. Yeah. So then it’s, how many of you don’t open up every email, right?
Is that true? And so the, if you end up getting, imagine if you got a newsletter from someone all the time, and it was really long with different sections do you read. Probably not. So it’s helpful to vary the length of your emails. Sometimes it’s really short, super sweet and short. And then I with a way to, to book with you or pay you for whatever service that you’re offering or products or supplements.
So very up that the length of the emails, and then the other thing is. To be aware that there are different types of Buyers. So this is something that’s really interesting. And I, when I first heard about it, I thought, wow, I never really thought about it this way. So we all have different way we go about making decisions with what we.
Once you purchase. And this goes for, even if you don’t look at your patients as buyers, you just look at them as patients. They still, each one of them has their own viewpoint of how they go about making decisions. So I’m going to share this with you here in a moment so that you could apply it to your practice.
Even if you never send out a single email, this is going to help you within your practice. I’m going to show this to you. But those of you who do have interest in getting free email templates from us, as far as what, what has worked for our clients to get them busier. When they’re slow, you can go to www.new patients, introverted way.com forward slash templates.
So again, it’s www.newpatientsintrovertedway.com. Forward slash templates. And I’ll see about popping the link in the comment section as well. So let’s talk about the four types of buyers. So it will be showing up on the screen here in a moment. So this is really interesting. There are four types of buyers.
And as I share this with you, I want you to think about what you mean. So one type of buyer is the competitive type of buyer. These are the kind of buyers who they are pretty fast with their decision-making. They are logical. Also they tend to be deadline dancers, so they will they’re the kind of people who, if you ever.
Give people offers, like if you didn’t have certain specials going on, they’ll try to ask you if they can still get the deal, like after the sale is over kind of thing. And then the, they also are one of those people who try to test how late they can get to the airport and still make it on time. So if you’re you think you’re more of a competitive kind of a buyer go ahead and type in the chat competitive.
And then some of you might be in, in some of our patients would be spontaneous buyers. So spontaneous buyers are, they tend to buy from emotion and but they’re like spontaneous about their decisions. And then there are methodical buyers. So methodical buyers are buyers who. Tend to ask a question with another question, I, and need to know all the details I’d like to know all the facts and everything like that.
And sometimes they could be a bit slower in their decision-making. How many of you think you’re more of a methodical buyer? Go ahead and type into the chat methodical, or if you think you’re more of a spontaneous buyer, that type of chat spontaneous, and then the fourth type of buyer is the humanistic kind of a buyer.
So this is a kind of buyer who is more moved by. Bye stories and feeling go by feeling a lot and emotions. And so they might not make a decision as quickly as a spontaneous buyer would, but they still, they will feel it and then they will. And so how many of you think you’re more of a humanistic buyer?
Like you get motivated by hearing other people’s success stories and that. So this is something to keep in mind because why is this important for you and your practice and why is important, where as it relates to email, if you are, for example, let’s say you’re looking at emailing someone about who is a methodical buyer.
If those people want a lot of details about things. So if you don’t share a lot of details, then they might feel like they need to know more details. Great. And and then the humanistic kind of buyers is if you share certain things and it’s a lot of details, it might overwhelm them.
They might gloss eyes might glaze over and then they won’t, they will move forward or anything like that. What they need is to feel like, feel into it that they need it, or that feel that they They’re emotionally connected to perhaps, working for someone else or that, that kind of a feeling.
So what that means is that in what you send out, it’s helpful to vary up your emails so that you are meeting the different types of buyers and what they tend to want to know about before they actually make big. And so this is theirs. I also promise that. What could you do to share with you?
What could you do to be. How this could help you as far as the bringing in more patients by email, if you don’t have a list or if you don’t have any kind of email software. So here’s the thing. You, even, if you don’t have a list, you can, if you do have patients, even if you have 500. You could still do this in terms of some of the strategies that I’m sharing with you.
For example, let your patient base know about a particular kind of health issue and how acupuncture could be really beneficial for that. I also, you could be inspiring referrals within the practice. So these kinds of principles can still apply to your practice and you could either share them verbally, or you could be having what we talked about here in the email.
W what you send out. Okay. It could be in marketing materials. Instead that you provide within the office so physically you could give it to them. And I and at the same time, see if you can start connecting with your patients outside of just within the practice, because what about patients who haven’t been in, in awhile?
We had a client of ours, an acupuncturist who gave her an exact template of what to send. And she actually offered something that was a detox program and she made, it was like 3000 or $4,000 from one. Email. And she had someone who emailed her, who hadn’t been in her practice for over 10 years and she bought it and she’s, she was really surprised.
She was like, oh, I didn’t even know she would read my emails. So this is the power of having a way to stay connected. Even when your patients aren’t actively seeing. So if you have that writer’s block, or if you feel like it is just not enough time in the day to, to do something like this, even though you can see how this could be an avenue that can bring patients in for you, then grab the free templates that are promising you.
This is from our new patients from email system and you can go to www.new patients. Introverted way.com forward slash tablets. And then I download the templates and you start easing it in your practice. Whether you, you plan on sending emails or not, you could use elements of it within your practice to bring in more new patients into your practice.
So that way you could focus more on just helping people. Instead of worrying about where to find more patients. And if you’re in a place where you’re at a plateau in your practice, and you just know that you’re capable of so much more and you would love to have a practice. You’re proud of that. It’s fulfilling for you and making six and seven figures the introverted way.
Feel free to reach out to us at introvertedvisionary.com and happy to help you grow your practice faster with less stress. So till next time,
Disclaimer: The following is an actual transcript. We do our best to make sure the transcript is as accurate as possible, however, it may contain spelling or grammatical errors.Due to the unique language of acupuncture, there will be errors, so we suggest you watch the video while reading the transcript.
I am so excited to be back. I’m hosting another talk for, To The Point. So thank you again to the AAC for inviting me to host these talks on practice management. My name is Lorne Brown. I’m a doctor of traditional Chinese medicine. I have my practice in Vancouver, BC, Canada. It’s called Acu Balance Wellness Center.
And I’m also an author. I wrote the book missing the point, Why Acupuncturists Fail and What They Need to Know to Succeed. I pulled from my background as a CPA, and that was a past life of mine before I became a Chinese medicine practitioner and shared my clinical experience and business background with my colleagues in that book.
And I’m also the founder of. Healthy seminars, which offers online, continue education for acupuncturists. And I’m here today because I like to share, and I’ve been really focusing on conscious work in my practice in my personal life and in manifestation. So I thought today, our talk which does apply to practice management would be about mastery manifestation and clearing subconscious blocks.
Cause I think our attitude and our mind. Really can affect the outcomes we get in life and there is a science to it. So I thought we would demystify the science behind mastery manifestation and clearing subconscious blocks. So let’s go into that process right now and just look at some of the basic steps that we have here for mastery manifestation.
And what I’ll use first is just a quote from Gandhi where. He says your beliefs become your thoughts. And I’m sharing this quote to let you know that there is a a logical reason why your thoughts create your reality and the manifestation movement and a law of attraction. There’s this idea that your thoughts create your reality.
And so I thought we’d demystify that and put some logic and even science behind that. So in his quote, your beliefs become your thoughts become your words. Your words become your actions. Then your actions become your habits. Your habits become your values and your values become your destiny.
So your destiny is what you manifest in your life. And if we work this backwards, your destiny comes from your habits. And your habits are what you do. The actions that you take on a daily basis, and your actions are always going to be congruent with your beliefs, which are your subconscious programs. And so rather than going to work on the outside world all the time and put that forward.
To try and change. Use matter to change a matter. That’s trying to work on the outside. If we want to change your reality, if you don’t like the way your reality is, then the key here based on this quote and in manifestation practice is to go work on your programs, go work on your beliefs because your beliefs in your programs are always going to be congruent with your actions and over time, your actions, if you do them over and over again, they become habits and these habits become your destiny and your.
So I want to share an example of one of my patients showing manifestation and action, and just to simplify this process, but to see how this can work and how simple this process is really is. So she came to me with her diagnosis of fibromyalgia. Her, she was experiencing her main symptoms that she was experiencing were fatigue, depression, and discomfort pain.
And so I used acupuncture to help induce that relaxation response and as well as some other inductions, I’m also trained as a clinical hypnotherapist. I really love acupuncture and how it helps induce the brain into alpha brainwaves, I believe, or that nervous system it’s that parasympathetic nervous system.
So I do see more of a relaxed state and we had. Remember what it was like when she was healthy before she had fibromyalgia, before she had the diagnosis and she was able to relive in her mind while she was on the table, really re experiencing it as it was happening. Now, what it was like when she was healthy, what it felt like in her body, what our energy was like, what her mood was like.
And then I future paced her five years from today. And so it was five years from today’s date when she was on the table. And I had her imagine as if it was happening now and what would be different, how would she know that she’s healthy and well, and what would be different? And while she’s on the table, she forgotten about her fibromyalgia and she started sharing and truly living that experience of having comfort in her body now, and flexibility and energy and good mood.
And she would walk by in her mind. In front of a reflection of herself. And she noticed her posture was different. She actually commented how she changed her hairstyle. She noticed how she breathed differently and the way she walked her gait was differently. She paid attention to her inner dialogue and how awesome she felt.
And some curse words. She used to exemplify how happy she was that she’s healthy now and how she’s loving her life. And in glad for the life she has. She was able to hear in her mind. What other people were saying, how good she looked and how amazing she was doing. And she was able to physically get into her body.
She was able to experience that really imprint on the subconscious, what health was now. She comes back to my practice about 10 days after that treatment. And she shares how she. Feeling really sore. So my program of I’m a fraud. I’m not good enough first triggers, but just so you know what had happened is she had joined a gym.
So wasn’t that my treatment wasn’t working or I made things worse is that she had joined a gym. And because she just recently joined the gym and started exercising. Her muscles felt a little bit sore as it is when you start up at a gym and you haven’t been, or hadn’t been frozen. What’s interesting in this case and why I’m bringing this up for manifestation is two.
The first part is I never said that I never recommended or suggested for her to do exercise. We’re aware that exercise can help with depression. Exercise can help with some cases of fatigue. Exercise can help with fibromyalgia discomfort moving, achieve right movement as good for you. Exercise can be good for you, but I never asked or suggested that she’d do exercise to help with her fibromyalgia.
All we did is let her know in our subconscious what it’s like to be held. She went ahead and chose to do exercise. So that’s the first part is when you really program the subconscious, you don’t have to tell it always what to do. It will find these opportunities. Here’s the real kicker though. It’s really cause people like, so that’s not, so that’s not such a big deal.
People. Aren’t so excited about that part. I still think that part’s pretty cool, but the part that I think is more impressive is she walks by this gym that she joins every year. See she works from where she lives to where she works. It’s a good walk, a good 15 to 20 minute walk and on her walk that Jim is there.
And for the last three to four years, twice a day, five days a week, Monday to Friday, she would walk by that gym on the way to work and walk by that gym again, on the way home from work. After our session, when she walked by that gym, she had this inkling that I was. Going to that gym. And when she came home from work, when she was walking, she stopped in and joined the gym.
This is how the subconscious program works when the program is right, then the actions will follow easily necessarily without using force to try and change with discipline. It just comes from the program. Why? Because your behaviors and actions are always going to be congruent with your programs. So when she came to me, her identity was.
Victim’s sick. And so the subconscious one’s congruency. So it’s going to keep you in that state, but when she worked and she changed her subconscious programming and today’s talk is about how do you do that? When she changed her subconscious programming, her identity became to health and wellness. And now the subconscious is looking for those opportunities out there to match the program.
The conscious mind can only hold so much information. It’s like a small little computer, but the subconscious mind is like this super computer. And so these opportunities like the gym for this woman’s case was always there, but she was not able to see that opportunity because of where her mindset was set at.
For example, I’m sure many of you have shopped for a car in your history and was only once you decided on what kind of car you want. And the color and the make and model, all of a sudden, you start to notice that make and model, and probably even that color on the road more there’s no more of that make or model, but you just become tuned into it.
So that’s a little bit of an example of when things start to get onto your mindset, how important that is. And now you can see, it gets to percolate up into your consciousness. So here are the steps. So we’re going to review all these today. So there’s six steps to mastering. My mastery manifestation.
The first one’s quite embody in mind. I’m not going to go into any detail about that today. However, as acupunctures, you’re probably pretty good at helping people relax on your table and there’s other breathing and meditation techniques and hypnosis techniques, but acupuncture can be an excellent tool to induce that quiet body and mind.
And the breath I think is an amazing tool as well for that. Then there’s setting your attentions, which I call the GPS, setting your GPS, adding an emotional chart. Believing as if you already have. A key thing that I do in my practice is clearing those trans clearing and transforming subconscious limiting belief programs.
Basically you’re removing resistance. We would call this chief stagnation and Chinese medicine. Some people call it friction resistance. Self-sabotage you’re clearing these subconscious limiting beliefs and programs. And when you do that, when you have chief low. Then you have allowing receptivity and that’s when things start to happen.
And then we’ll talk about choose again, how you perfectly can choose what you want to create in your life, how you want to think about. So let’s start off with the first one or, sorry, number one is quieting the body and mind. So number two, the F of the steps. Oh, I want to share one other thing here. There is this is my way of saying it.
So many people have their steps in same manifestation. I have to say how Helene had Helene had cell. I think I’m saying her name correctly. I love the way she put it. She’s somebody that’s well-known for. Winning so many contests and prizes through the manifestation process. And she had a four step process.
She says, select it. That would be set your attention to mine. She says projected. So that would be for me adding the emotional charge. To it, then she says, expect it. That would be number four. Believe if you already have it. And then four would be collected, basically. That’s part of the allowing receptivity, what she doesn’t share in most people in the manifestation process.
I don’t see a lot of is how to clear those subconscious blocks. Cause we’re going to find out how that’s, what stopping a lot of us from achieving what we want. So step one is setting your GPS. Or step two is taking your GPS and you want to clearly set your intentions and your desires because if you don’t know where you’re going, you’re never going to get there.
And it’s pretty obvious if you think of it this way, if you wanted to go to a really good sushi restaurant and you wanted to have this specific type of role and you get into a cab and you tell the driver to take you to a good restaurant, That’s a pretty general, but fair request. But what’s the chances that the cab is going to take you to a sushi restaurant that has the type of role that you want because you were general.
So you want to set your GPS clearly, specifically, another example would be if I live in Vancouver, BC, if I told you that. I buried $10 million in Vancouver. I’m not sure how many of you would get in cars or planes to go to Vancouver to start looking for it. It’s quite large. You’d spend your lifetime and still, maybe never find it.
But if I start to narrow it down and say, it’s in this radius. Some of you may have an interest falls Creek can Vancouver, if I tell you that it’s on the street at 8, 8, 8 west eighth avenue, more of you would get in your car. And if I actually said it’s in front of my clinic, I’m at 8, 8, 8 west eights.
We’re in two eight. In front of the tree, then a lot of you would race there. So the key here is you need to be very specific in what you want, clearly set your intentions. And when you set your intentions for the subconscious understand, they suggest that it understands and positive language. So don’t state the name.
I don’t want to be tired is not staying positive. I have energy would be positive. You want to be specific and detailed first person. I present tense. If you stated in the future, then it’s, if it’s like the carrot dangling in front of the donkey or the horse, you never get it. And so that’s what the subconscious knows.
Just teasing you a little bit. So the key is the GPS here is set your destination. Now, remember, and notice when you set your GPS in your vehicle or on your phone, you don’t sit there and program, I’m going to turn left. I’m going to turn right. You don’t tell the vehicle or the GPS, how you’re going to get there.
Do you know you tell the GPS, the destiny, the end result, what you want as if you have it, and then you leave. To it, to help you with the how to going back to our fibromyalgia case, we didn’t tell her to exercise. That would be a, how to we set her destiny of what it was like to be healthy. And then surprisingly, that gym became obvious to her and she had the inspiration and desire to join that gym.
So the key here is set your GPS. You do not have to worry about the, how to the key here is just to dream in this state of what you would want as if you already have it. Step number three, that I. Amplified with emotions. This is part of what Helene said projected, right? And so you got to visualize it.
You got to see it, you got to feel it. Now motions are key. The emotions put the energy behind the intention. And so if you can’t bring up the strong emotions, then that’s a setting out of a, that’s like sending out a weak beacon into the ether. And so if you want that beacon to be loud and clear to draw back the manifesto, Now you’re looking for, you really want to practice that emotion of what it would feel like if you already have.
And the subconscious really understands more feelings and images. It doesn’t understand words so much. And so the emotions are the charge behind your attention. And this is key. What’s interesting is you will recognize. Feeling when the manifestation appears, because there’s really, yin-yang two things that are happening.
There are things in the pre manifestation world, things that are not existing yet, and things that are in the manifested world, right? Pre manifestation. So in the pre manifestation, while you’re setting your GPS and bringing your feelings, although it may not have happened. Hasn’t manifested.
You were able to bring up those feelings now as if it already has. So when it does appear in whatever shape or form it does, you will recognize it because you will already know what that feels like. So will be very obvious when that manifestation happens. Sometimes things don’t manifest in reality, the way you have imagined it, but the feeling does how it makes you feel.
Definitely gets activated. And that’s how you know that this is part of that manifestation process. Do you remember that your subconscious gives your form feeling? So you really want to pay attention to how you feel because feelings are key and consciousness really requires you to be aware, mindful of how you feel.
And when I think of self-love cause there’s a lot of in this consciousness movement about unconditional love and self-love, to me, self-love means you care about how you feel. And I think most of us are similar in the way that we want to feel happy. Most of us were looking for happiness. So do note that to feel a situation as hopeless and impossible.
Is to impress on the subconscious the idea of failure. So you really do want to clean up your thoughts and feelings. This is where the thoughts create your reality because you’re impressing upon your subconscious on a regular basis. And so be careful what you’re putting into your thought process and your feeling process.
Just like many of you are very careful on the foods you eat or the chemicals in your environment. So you don’t want your physically to be contaminated. You also want to be very. Aware of your thoughts and feelings and so pay attention to those and shift those thoughts and feelings. If they are negative.
Another step in the manifestation process is believe as if you already have it. Helene uses the word expected. See, she’s got simple words like her style. So really what we’re doing in this is you’re going to change from, I need to see it to believe that. Too. I will see it when I believe it.
This is the difference in perception and difference in consciousness rather than I need to see it in order to believe it. I will see it when I believe it. And this requires you to deny the evidence of the senses and appropriately appropriating the feeling of the wish fulfilled is the way to the realization of your desires.
So the step, the key here is to feel as if it’s already been fulfilled, actually allowing yourself to feel grateful that. When you’re doing this process and you’re in this trance state, you’re relaxed and you’re imagining you have it. Think of the woman that was diagnosed with fibromyalgia. When she was on the table, she was able to deny the existence of what reality was for that short time on our table.
And for a period of time, she was able to remember what it felt like when she was healthy or what it will be like in five. As if it was happening now, she was able to deny or dismiss her five senses and current reality and dream into another reality. And the subconscious cannot tell the difference between an inner and outer experience.
It can’t tell the difference between inner and outer reality. That’s why when you go to the movies, you can laugh and cry, even though you’re very aware, those are actors and actresses on the screen. You’re you go with it and you will laugh and cry because the subconscious. Can’t tell the difference. This is great because you can use this to your advantage to start to dream of the reality by setting your GPS and bringing in the feelings and believe in it, get it into a cellular level that this is really how.
Sometimes we get split energy and this can interfere with our programming or imprinting on our subconscious. And a lot of people think they’re doing manifestation work because they have their desire clear and they’re wining it. But they’re doubting. And so that doubt is interfering with your manifestation or they’re wanting it, but they’re not believing they can have it, or they don’t believe they deserve to have it from programming.
They’ve inherited when they were younger, they’re wanting it and resenting other people for having it. How many of you want to be wealthy and have abundance, but hate the 1%? How many of you want to be wealthy and abundant, but eight people with nice cars or nice suits or big jewelry on their head. So you’re wining it, but you’re resenting other people for it. That’s mixed messages to the subconscious. You’re wanting it, but you’re feeling without it. That’s a common thing coming from lack. So believing it is a practice. This is where it takes practice. You can set your GPS. Some people are pretty good at feeling it, but it’s the constant, it’s the regular practice of it.
Getting imprinted on your DNA, into your cellular level. And that’s when you know, you believe it because when you believe. You start to expect that you’re just can’t you don’t know where it’s going to come from or when, but you actually know this is happening. No. So going back to our steps to manifestation I’m calling it five earlier.
You’re not imagining I did say six. I just took it out for this slide, the quiet body and mind. Now I’m just realizing this now, as we, as I’m sharing this with you quieting body and mind is key to start this process. So this next step is what I call clear, transform subconscious limiting beliefs in practice.
Basically removing the resistance. So you can bring in the allowing and receptivity, and this is really key. And this is the, where I have my passion and my practice at . When I treat patients, I use a lot of I’m using acupuncture. Like all of you, a lot of you and herbal practices and laser therapy, low level laser therapy.
But I have a part of my practice where I do a lot of mind body work or what some people call it, energy psychology. I call it’s basically conscious work. And the biggest thing that I found for people wanting to achieve their desires, whether it’s relationships like love or abundance, money jobs health The thing that happens is these programs, subconscious programs get in the way they interfere with it.
And so my passion is using tools that I work with to help people remove or right over these programs to allow for more allowing and receptivity. So let’s talk about this, cause this is really important. And the reason this is important is you basically see the world through the lens of your subconscious programs and you did not choose your subconscious programming.
You inherited these, and it was impressed upon you by your caregivers. So you’ve come into this world already. With some programming that you inherited from your parents and they continue to impress on you unintentionally or intentionally these programs. And because of these programs that you have, and that you’ve been running since your child, you’re very impressionable as a child, your brainwaves, is there in that feta zone a lot, when you’re really young, that zero to eight years of age, you don’t have that strong prefrontal cortex formed.
So you’re a sponge. You’re taking things on. Dr. Daniel Siegel says at the beginning, the environment creates your mind. And then your mind creates your environment. Basically saying that your subconscious being imprinted by your environment, who your parents are. Who’s teaching you at school, where country you’re born.
In what culture, race, sex, you are, all that is imprinting upon you from zero to eight ish, maybe zero to 11 ish. And then after that, your mind creates your environment. Meaning you now have the see. Tinted through the lens of your subconscious programs. And so that’s how you perceive and see the world.
There’s even evidence. Now that 50% of your memory is made up because your conscious mind can only take up so many bits of information. And so your subconscious mind fills in the other 50%. And remember, it’s going to fill in that 50%, the memory based on your program. So sometimes. Filling in is in a very good feeling in of your memory.
Now you have these terrible memories or you have worse experiences of these memories because of the programs, how they’re filled in by the subconscious mind. So we’re very good at self-sabotage unintentionally self-sabotage in ourselves through the subconscious programs and beliefs and. Programs great resistance.
And they slowed down manifestation. And if you think about electricity on a wire, when you add resistance to the wire, the energy is diminished. There’s less energy flow. And this is a concept that’s obvious to us in Chinese medicine, that when we have chief stagnation, when there’s not free flow, Then we have pain and disease manifests, right?
So it’s that same idea when you have resistance or what we would call cheese stagnation. It slows down the flow of receptivity and allowing when it comes to manifestation. So we want to remove this resistance and acupuncture is one of the ways that we use it on the body, and energetically, and then there’s conscious work as well to get the mind and body really working together to remove.
Resistance. Let me give you an example of how we can unintentionally self-sabotage or styles. She’s a lawyer age 45 and she’s, this is from one of my colleagues case studies, by the way, it’s not mine, but I loved it. It was such a great story that I will want to share it with you guys. She’s 45.
She’s around she’s four. She’s had. Pause. Let me say that again. She’s 45. She’s a lawyer and she’s come because she wants to find love and have a healthy relationship with a man. She said that she’s aware that she intentionally and sometimes unintentionally sabotage our relationships, meaning that she finds guides and they always don’t end up well.
But sometimes she says, these are really good guys. And even though she knows, she shouldn’t say or do something like she shouldn’t push that button. She says she can’t even help herself. She does it anyway. And then there goes a relationship and she regrets later and she’s what’s wrong with me?
Why do I do this? And so in her session she comes to, she gets regressed to a memory when she’s four years old and she’s with her sister who was around seven and she has a single mom, I believe. And her mom says, girls. If you eat all your dinner, you can have these popsicles, which they were quite excited about.
And her sister who’s seven eats her food. Diligently, eats them quickly eats her meal quickly. And her mum rewards or with a Popsicle. She being four years old, daydreams a bit and eats not as fast as her sister. So she’s not done yet when her sister gets the Popsicle, but she being four years old being in that theta, brainwaves being really more in the moment, once the Popsicle now.
Demands it asked for it, wants it badly. And her mom’s sternly tired. A lot of us are tired and we don’t have the patience maybe that we would like to have and says no sternly uni eat your dinner before you get your Popsicle. And the four-year-old with her will pushes back. Mother gets upset. Four year old lawyer now, lawyer.
But back then for your hold has a little bit of a temper tantrum. Mum sends her to her bedroom without finishing your dinner and no Popsicle. What she realizes is she gives the meaning that her mum didn’t give her Popsicle, meaning that she loves her older sister more. Her mother does meaning that she, her mother doesn’t love her, meaning that she’s not loving.
Now what’s cool in this kind of work is she brought her 45 year old stuff to her four year old self. So she was able to see that all that happened is that she didn’t get a Popsicle. That’s all that happened. Everything that happens is neutral, and then we give it meaning. And so in this case, her mother to give her a Popsicle end of story.
And as if there was more work done in that session that you do with inner child work, but she was able to relive that experience and reeducate that inner child, that, yes, she’s still lovable. This all happened and she didn’t get a Popsicle and change the meaning she had behind the. So it’s interesting though.
Sometimes people think it has to be big trauma when you’re a kid, right? And this is why we say that your parents did the best they could with what they got and that they give you, they impress upon you, your programs, your beliefs, unintentionally and intentionally. And here’s a case. All the mother said is you need to eat your Tinder to get your bicycle.
And from getting her Popsicle, this little girl developed a program that she’s not loving. And please be aware that we’re more the same indifferent, a lot of us I see my practice. People think if I just had enough money to be happy I treat people that are worth. Some of the people I treat are worth a couple hundred million dollars and they have the same unhappy thoughts that you have.
They’re actually in worse shape than you and I, because we still have this hope that if I just have the right relationship, the right job, the right. So much money, then I’ll be happy. They got the job and they got the money and the house and the cars, guess what? They’re still not happy and what else can they do?
But do their own work now. So just to let you know, we’re more the same than different. We are more the same than different, but what it is we have different stories, but when you still down on those stories, the programs that we’re running are I I’m not safe. I’m not enough. I’m not lovable.
I’m not pretty enough. I’m not thin enough. I don’t have enough money. Really it comes down to, I’m not enough. This is the kind of the program. If you wanted to distill it down, this is the program that we’re all running. We all have different stories, but we’re all running the same inner program.
Removing the subconscious blocks is something that I love to do. And we want to interrupt the story because when you believe in this story, you make a real, so what’s happening here is you have a thought creates an emotion that creates a behavior and you have this negative vicious cycle. And when you have a situation that happens and you believe in the story, you’re at the effect of it, your ego eats it and you’re in it.
And you’re reacting. Viktor Frankl has a beautiful quote that says I’m going to paraphrase it. Something happened. There’s a moment where you can either unconsciously react. So you’re in your habitual program, you’re unconsciously reacting or in that moment, you can consciously choose to respond. And this is what I call my notice, except choose again, approach.
So you have this thought emotion behavior. You finally notice it. It could be right now, or it could be from a month ago and you notice it. We breathe a bit to get present. And then we use some tools. What I call accepting? What is we surrender into? We surrender to what is, so we stop fighting with reality.
When we fight with reality, that’s what causes the resistance. So we surrender to what is happening. We surrender to what is, this does not mean we’re resigned to it. This is not mean that we like it. It just means that this is what it is. And we surrender to. And this brings you into the present moment. It takes you out of the sympathetic overdrive.
It takes you out of the high beta brainwaves and puts you into that. Parasympathetic puts you into that alpha brainwaves, and you go from being in that reptilian brain, the amygdala being over activity. Into being whole-brain you become resourced and when you are resourced and whole-brain, you have access to your whole brain, so you have access to parts of creative parts of your brain that you normally do not.
And then you can have inspired action. That’s the choose again, part. So the Victor Franco quote, when he says you either unconscious or react, which is what we normally do. We see the world through the lenses of our subconscious. We get triggered. In it, if we use this tool and we get practiced at it, notice except choose again.
And I have many energy psychology tools that I use in the accepting what is part, and we can get into the present moment. So we’re conscious, we’re awake, we’re aware we’re whole brain it’s in that present moment where some say, we act at can access the quantum field. Is that how we can access super consciousness?
That present moment is where the power is. And, because you start to feel the relief and peace in your body. It’s paradoxical, but that’s when you can choose differently, that’s when you can choose again. So we interrupt the story because when you believe in the story, you make a real, I have these tools that I like to use that and actually I’ve just organized them.
There’s a, the tools I’m using are either combination of. Emotional freedom technique. The Byron Katie inquiry process, psych Kay Bankston, healing hypnosis. There are so many tools out there on rapid transformational therapy where Marissa Piera. These are the things that I’ve trained in that I bring into my sessions to interrupt the story and we changed the story and then we start to feel differently.
And then we start to change our behaviors and guess what? We get a different depth. So the last part is choosing again. And so when you’re in that present state, now you can choose differently. And that’s the paradoxical part that when you fully surrender to the present moment, that’s when you can change it in that, choose again.
Now you’re in that part of dreaming of how do I want to feel? How do I want to be. Because you’re doing this comes out of your beingness. And so you do have a shift in how you be in the world. Dr. Joe Dispenza says your personality creates your personal reality. And so your being as your personality changes from this work, because your personality that you have now, if you take it with you into the future, you’re going to get the same.
So you will have a. Some parts of you may not come forward with you. You’re going to have a shift as you become conscious because you’re no longer gonna be unconscious running these old programs, these old personality programs. And so your personality creates your personal reality. When you change your beingness, you can have now inspired action.
And that’s the part in Victor Frankl’s quote, where he says you either unconscious or react or you can consciously, you can choose to conscious response. This is the inspired doing part out of your new beingness that comes from the present moment. And so in the choosing again, in this practice, we have to reverse the evidence from our senses.
So it’s an inner work. We’re not going out. We’re not working on the outside world. We’re not changing people. We’re not changing situations. We’re not going into the doing. At this point, we’re going inside and we’re changing. Cause when we change the world changes and so to be healthy, you want to be able to feel whole, to be wealthy.
You need to feel abundant, to be happy. You will have to practice gratitude. That’s an important one. You can’t feel joy or happiness unless you can feel grateful. And so we got to practice that to attract loving relationships. You must love yourself. So that’s healing those old words. What I have seen for myself personally, as we wrap up and what I’ve seen for my clients that I work with is that when you transform these old programs, when you do this notice, except choose again.
So your practice, the manifestation part, quieting the mind. Really getting clear on what you want, really bringing up the emotions. If you notice a block, you know what resistance feels like? We know what stress feels like. If a subconscious program gets activated, I don’t deserve to have it. Then we go into the notice except choose again, the present moment.
And then when we go back into choose again, when you have this shift and you transform and heal these old programs, these old unconscious programs in you. One of two things happen or both first one is the first one that you will notice is your perception of the situation changes. So you’re no longer at the effect of it.
Remember everything that happens is neutral and we give it meaning. And so you’re not triggered by this and myself and many others have noticed that I still don’t like it. Behavior by somebody, but it doesn’t trigger you. There’s no visceral emotional response. It’s so freeing. And that allows you to be conscious and choose how you want to act.
And then the second thing that happens is miracles happened that the actual environment physically changes. So the external world changes. So when you do conscious work like this manifestation work, one of two things can happen are both inner work. You change. So that’s the key that has to happen when you change your perception of external world changes.
So you experience it differently. You’re loving life too, is the external environment does change. So you’re creating more of a manifestation or a personal reality. And what people have experienced is that when you’re in the present moment and you do this manifestation process, it, see, it appears as if the universe seems to support you.
And they do this by these invisible hands reaching down and opening doors that you did not know even exist. And this is that whole process of manifestation. So when we look at the steps, let’s add quite the body of mine is a top one. You set your attentions. So getting clear as if it’s already happening, thinking from the end, don’t think of it.
Think from the end, don’t think about, I want to go to Hawaii. I’m going to buy an airplane, looking at the brochure, be on the beach, smell the coconut oil, feel the heat of the sand here or the way. Be there as if it’s happening now, add the emotional charge projected. So bring in the auditory, your senses.
What is it like break very four D for you, and then believe as if you already have some practices. So you start to feel excited. You know what? I believe this was going to happen. I don’t know how or when, but it’s going to happen. If any blockages come up, then I have my approach notice, except choose again.
You want to get basically into the present moment. At totally the power of now says when you’re in the present moment, you can either remove yourself from the situation, change or improve the situation. And if you can’t remove yourself or change, improve the situation, but you continue to accept what is that’s in the NAC part, right?
Accepting what is to, to what is you can be at peace in an unhappy situation. So your perception, the situation changes. You can be at peace in an unhappy situation, and you still have the ability to choose how you want to respond, but it will be inspired action instead of action, out of fear, out of lack of desperation.
And then the last part is to constantly choose again, choose in every moment how you want to feel and be in this. I want to thank you for listening to this. Love your questions. So post them in the chat here. And I want to let you know that if you like this kind of conscious work there’s my clinic.
where I do this with patients via telehealth or in person. But I want to let you know that unhealthy seminars.com, where I’m the founder. We have three speakers that I think do this wonderfully. It’s Yvonne Farrell, amid Monte carb, and Lori Tishara. They have. Online courses where they’re specifically talking about conscious work, but they’re bringing it in classical Chinese medicine on how they looked at, think about the fi the PO the hoods.
They look at this and they’re bringing in this whole new age thought movement of manifestation and conscious work. And they’re really tying it into the philosophies and concepts of Chinese medicine, which is wonderful. And they’re sharing acupuncture point approaches. To help with the shift, the change of these programs in your brain.
So if you like this kind of conscious work, check out on healthy seminars.com Eve on Farrell and Lori discharge. Now I want to let you know who’s up next on to the point with the AAC. Our next speaker that you should tune into is going to be Chen Yen. So make sure you listen in on her live webinar.
Are you happy with the amount of new patients you have coming in? And the other question is where are you going? Do you have a plan? Do you have a strategy? Do you have a way of knowing that if you do X, you will receive X number of new patients coming in and what are your roadblocks?
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. And thank you AAC for writing you back for another installment of sharing insights and knowledge and wisdom about growing your practice and marketing. So before I go further, I want to ask you three questions and these are important questions that I asked all of my coaching clients and the questions.
Where are you currently in your practice? Are you happy with. Development. Are you happy with its growth? Are you happy with the amount of new patients you have coming in? And the other question is where are you going? Do you have a plan? Do you have a strategy? Do you have a way of knowing that if you do X, you will receive X number of new patients coming in and what are your roadblocks?
What is. Keeping you from going out there and growing your practice and marketing, or doing social media or doing health fairs and things of that nature. So those are just three questions that I would love to just put out there and have you comment below if you’d like, and just to keep in the back of your mind as we go through today’s presentation.
Right now you have expertise that the world needs right now, probably more than ever. People are suffering. They’re looking for what you have to offer, but most likely they don’t really know what you have to offer. And I’m sure you would agree that most patients understand that acupuncture is really great with pain because that’s what it’s most widely known for.
But what about everything else? Like immune support and allergies and improving sleep and increasing chances of making babies and families. Many people are looking for these solutions, but they don’t even know that you can be that go to practitioner for them to help them get what they’re looking for.
So how do you make more people aware of you and all the things that you can help with? Part of this challenge is that you need to put on your business hat and get out there and do the work of marketing your practice. And that’s what I’ve been sharing all these weeks on AAC, these tools, these tips, these different ways to grow and build your practice.
My name is Jeffrey Grossman, and I am the founder and owner of acupuncture, media works and Accu perfect websites and Accu downloads. So I’ve been in this world of marketing and business development since 2002. So quite some time. So before we get into this marketing aspect, you need to know that your practice.
That your business needs to be rooted in a solid foundation of proper messages. Business modeling service offerings, pricing fees, and systems. And when you have all of these things in place, you’ll stand out from the friendly neighborhood competition and position yourself as the go-to acupuncturist in your community.
So today we are going to talk about three critical success factors that are really important for every acupuncture clinic that creates a solid foundation to grow your. So the three critical success factors are clarity, which is who you are, what you offer and why you’re different focus, which is who you serve.
What problems do you solve and decisions, which is marketing tools and how you find prospects and how you set up systems in your practice. Okay. So the first one is clarity and clarity is all about getting really clear on you and your practice and how you stand out. And this is the biggest thing that I find when I work with my coaching clients is they’re not really clear on who they are and what makes them different, because most of acupuncture’s I’m an acupuncturist because I can treat all these different conditions under the sun and help out all these different people with all these different problems.
That’s great, but there’s, there, there needs to be more defining of the clarity of your messaging in that way. So you’ve got to ask yourself two questions in order to help clarify this message. Who are you like? So who are you as an acupuncturist? What do you do? What makes you different? Why should people choose you over the practitioner down the street?
What do you offer? What is the transformation that you can affect to happen with people that seek you out for their care by what? How would their life look differently after they see you? Then before they saw you. So what can they do now after the treatment plan and after their protocols with you, they weren’t able to do in the past and why you’re different?
What makes you different from the next practitioner down the street? Good. Cause last time I looked at there’s a lot of acupuncturists all over the country, especially in concentrated in places like New York and LA and Florida and see. And most acupuncturists are just out there saying, Hey, I’m an acupuncturist.
And I serve all these different people and all these different conditions and that’s fine. But when you get clear on who you are, right? And I’m not saying who you are with regards to my name’s Jeffrey and I’m owning these businesses, but who are you in regards to a practitioner? Meaning what is unique about.
And your offer and the transformation that only you can offer the people that seek you out. Okay. If you have any concerns on not really sure what, you feel free to reach out to me, feel free to comment on this video. And I would be more than happy to help clarify this aspect for you. Okay.
The next aspect on the three different success factors is for. Getting laser-focused on exactly who you serve and exactly the problems that only view solve. Okay. So what’s unique about you. What’s different about you that can resonate with your clients. Do you perform gentle needling techniques that, that, that are pain-free?
Do you just offer techniques that are that are, that, that are Japanese type of needles that don’t even penetrate the skin? Do you offer a special type of cupping or guash Shaw or TuiNa? That is really. Unique about you. So one of the things that I have my clients do is to make a list of all of the things that you do that.
And then we pick out the things that are really incredibly unique about you, and that helps position. You helps you stand out differently from the next practitioner down the street. Okay. And part of really understanding what this is. Finding out what resonates with your clients. Okay. And the only way to really understand what resonates with your clients is to really dive deep into exactly who you serve and exactly the type of problems that you solve.
So for instance, if somebody is coming in for infertility issues, what’s their problem, what do they want to have resolved or affected in their life that will make their life transfer? They want to be more fertile. They want to be able to hold a pregnancy to term. They want to have a family and a child.
That is going to be a different conversation than let’s say somebody who comes in big, because they’re training for the next triathlon. And they they have, they want to either just get stronger. They want to prevent injuries. That is going to be a different set of conversations and communications that you have with that.
Sports minded person versus that family, fertility minded person. So really getting clear around who exactly you’re serving in your practice. And I know a lot of practitioners are like I treat everybody. I am just a general practitioner, which is true and which is fine, but there needs to be something that makes you stand out differently than the next practitioner down the street.
Something that’s unique about you. And in order to do that, you’ve got to figure out what problems do you solve. So that goes into the what’s in it for me. So what’s in it for your patients in that respect. So your patients are coming to you because they want to have a family, right? They want to have babies.
So they want to know what’s in it for them. You’re going to provide fertility treatments to support them so they can come to term with their babies. Okay. They somebody who’s coming into you for sports support or sports medicine, they want to do have their ankles and their legs stronger. So they can perform better at their next race where they can win medals or whatever it is that they want.
So when you get clear and you get focused on who you serve and the problems that you self. You are moving closer to tapping into these critical success factors that only you offer that’s different than your competition. And then the next part of this is making decisions. And that means what types of marketing tools will you be using?
Where will you be searching to find your best prospects and your new patients, and how will you build up a following? With your offerings. Okay. So you need a deep understanding first of what your patients want, what they need, what they value. And from that, you can develop content that addresses those problems or those challenges that, keep them up at night, so to speak.
So for instance, if you are embarking upon doing social media marketing, or even email marketing for your clientele and they are looking for. Create a family, your social media strategy. We’ll be doing. It will look different. The branding will be different than somebody who is trying to win their next race.
You’re going to have different strategies, different images, different things that will, that you’ll be using for your. For your marketing plan in order to keep it moving forward. So you’ll have images of babies and families and maybe soft colors. If you’re looking for fertility patients, whereas if you’re looking for sports medicine, you’ll have people running or.
Track or I don’t know what, but there’s but there are different strategies that you need to make decisions on with your marketing tools on which, and what you should use. Okay. So you’ve got to ask yourself, when you start with your marketing, you have to make sure that it’s valuable, right?
And that your marketing ads of value. Before you money exchanges hands before people schedule their first treatment with you. It’s got to be valuable for them where they look at this and they’re like, oh, that looks interesting. I need to seek that out and check that out. Couple of things to think about is your marketing and the information that you’re providing them.
Is it leaving them better off than they were when they first saw, are you offering something that they actually want or need, are you offering and teaching and giving them actionable things to make their life better? So let’s say you are talking about fertility. We’re just going to go with the fertility in sports, because that’s where we started with.
And maybe you can talk about. Recipes and social media that enhanced fertility, maybe if you’re talking about sports, you can talk about different ways to stretch or different types of techniques to support shin splints or something like that. So different conversation, different prospect, different people that you’re working with.
Because your marketing needs to be hyper relevant to what their problem is or their pain or their concern is. And it needs to motivate your audience to take action. All right. And one of the biggest things that I noticed when I worked with my clients is that when they do any type of marketing, they miss one very important piece of that marketing, which is calls to action.
So when you do any type of marketing or when you do any talk or when you do any health fair or at any networking event, it’s really. For you to have calls to action. Now what those are different ways to motivate a prospect to literally step foot into your practice. So for instance, if you have, if you’re in the sports medicine field and you are at a a running event, Do you think would be a motivational tool or a motivational something that will motivate that person to take their first step to literally come into your practice?
Maybe you would offer them a sports acceleration assessment where you go through, certain points. So maybe Osher points and find out maybe where there are underlying balances that may be leading to potential future. Same thing with infertility. What type of call to action can you use to get families in, to.
To, to state, to step foot in your practice. So maybe you can offer like a seven point assessment on, to see how fertile people are or aren’t, maybe it’s a questionnaire that you offer them. And then at the bottom of that, you invite them into get an evaluation. Okay. So that’s the ultimate goal of any marketing that you do is to get people to take action.
Okay. So once. Got your success factors in place of clarity, focused and decisions. Where, how do you find new patients? Okay. So there’s different ways. There’s internal marketing, external marketing, online marketing. Okay. Those are the three different avenues that you should be participating in right now.
Internal marketing are using is patient education. It’s in-house of events. It’s having a reactivation, how to react to. Patient’s plan. It’s getting testimonials, it’s offering a referral jive it’s things that you do inside the clinic to motivate referrals and to motivate a deeper awareness around what you do and how you offer this medicine.
External marketing relates to content like social media videos, newsletters, blog posts, webinars, and tele-health. These are all aspects that will help you. Maintain and obtain focus on growing your practice. And then you’ve got online marketing, which is making sure that you’ve got your website dialed in correctly because all leads all in.
Goes to your website first. So if your website isn’t focused on what we talked about earlier clarity so if I go to your website and I’m not clear on what you offer. If I can not get your website, it’s not like clear that oh, Jeffrey offers sports medicine or Jeffrey offers fertility treatments that needs to change because you only have a few seconds to capture people’s attention before they before you lose them.
So you all leave. Point to your website and it’s really important. So another thing to have is, Google plus and Google, my business is to be set up, need to have emails on your website to capture leads and paid ads are really helps. Helpful. Okay. In conclusion without clarity and focus and decisions, your strategy is always changing your tactics.
Your tactics will become scattered. There’ll become exhausting for you and your results will become inconsistent and you’ll lose motivation and interest in the idea of marketing and growing your practices. I was there. I hosted yoga, Merde and yoga classes back in the early days of my practice. And that was the way that I would attract people to come into, to visit me.
I would offer free community Meridian, yoga classes. And the first few times I did it, there was. The first three times I did it, there was zero people in the class, but I get it. Anyway. Fourth time I had two people in the class. Third, the fifth time I had five people in the class and then the six time and moving forward, I had upwards of eight to 10 people in the class.
And from that class alone, it really helped me to grow my practice directly and through referrals. Even though it was my, it was sub par with regards to my initial thoughts on marketing. I stuck with it. I became consistent and hammered it in and did it and stop and made it happen and it became successful.
So when you get clear about these three important success factors, the marketing that you do will be 100 times better, it’d be more focused and more productive. So who are you? What are you passionate about? What are your patients passionate about? What do they want to learn? What do they want to do? How do they want their life to look differently after they come see you?
These are questions to ask yourself. Okay. So finally, as you work through your business here’s some thoughts that I want to leave you with. Then these are three very important questions to be asking yourself, how do you stand out from the noise and get attention by what makes you different?
Okay. And who are your ideal prospects at patient? And who do you want to fill your clinic with? Who are your ideal patients that you just love? You see them on your schedule. You’re like you lighten up, you brighten up and it’s beautiful as opposed to the ones that you see in your schedule. And it’s oh, I can work through this.
It was, you don’t want. Clinic with those people. You want to fill your clinic with the people that raise your energy. So who are those ideal patients and how will you get in front of your ideal patients? Like where are they? Where’s their head at? What are they looking at every day in order to in order, social media, or are they reading books or are they on Instagram or Facebook?
So I want to remind you that you are never alone, that I am here for you. If you’ve got any questions and concerns, please feel free to reach out to me. You can reach me on Facebook or you reach me at acupuncturemediaworks.com. You can reach me at acudownloads.com and I. Your time. I appreciate you spending a few moments with me here today.
And again, thank you AAC for inviting me back yet to do another installment and share some insights and information. So join us this Friday, where Lorne Brown will come on and share some more insights and business tips with you. Thank you very much. Take care.
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