3.28.15 Rarchibald PM LN

5 Proven Systems to Guarantee a
6-Figure Practice
By
Regan Archibald, L.Ac.
Leading Acupuncture CE Provider

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5 Proven Systems to Guarantee a

6-Figure Practice
Regan J. Archibald
L.Ac., CSSAc, Diplomate in Acupuncture
Practice Success
A.) New Patients
B.) Patient Retention
C.) Money Collected for each service
center
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SYSTEM #1
Fire: Emperor
New Patients: The Heart of Practice
Expansion
1. Community leadership
2. Passion to Help and Purpose
3. Marketing as a Service
4.
5.
6.
7.
New Patients by exposure in the media

Facebook/LinkedIn/Blogs/Podcasting
Website design
Corporate Events and wellness programs(double new patients)
8. Health Screenings/Fairs
9. Foundation for Wellness Professionals
10. Love what you do
Your Comfort Zone

11. Charity auctions
12. PR through fund raisers
13. Patient Referral Systems
14. Emperors Medicine
15. Self Sustained Clinic
16. Working Harder vs Working Smarter
Its not the correctness of the decision that

will determine your success but the speed at
which you make decisions. The universe
surrenders to a decisive person. Intend for
things to go right and they will.
Happiness is moving towards what you want.

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SYSTEM #2
Wood: General of the Army

Office Systems and Organization.
1. Office leadership/Executive Role

2. 100 year vision
3. Freedom in your Practice
4. Flexibility with Systems

5. Writing and Communicating Policy
6. Delivery of Services
7. Office Flow and Clinic Layout
8. Primary Script
9. Setting Goals
10. Team Training
11. Patient Policy
SYSTEM #3
12. Communication Log
13. Patient Forms
14. Office as Dojo
15. 5 No Fail Systems
Water: Practice Wisdom for Patient

Retention
1.
2.
3.
4.
Education
4 day ROF
Patient Communication
Build Relationships
5. Types of Visits and Care

6. Herbal/Nutritional Visits
7. Long-term wellness care
8. Extended Visits vs. Preferred
9. Treating Function or chasing Symptoms
10. Patient Classes
11. Scheduling for Success

12. Inner growth for outer manifestation.
13. Scripts to memorize
14. Bulletproof practice from Certainty in
Education Systems

SYSTEM #4
Earth: Practice focused on Helping as

many as Possible
1.
2.
3.
4.
5.
In-office workshop
Outside workshop
Steps to effective Lectures
Primary Product= Health and Happiness
Educating Health Awareness
6. Check referral program

7. Working with Medical Doctors, Medical
Clinics, and other providers.
8. New Service Centers
9. Wellness Approach: addressing physical
trauma, emotional trauma, chemical
trauma and lingering infections.
SYSTEM #5
10. Skill in Examinations
11. Self Improvement
12. Acupuncture mastery
13. Mastering the Medicine-10,000 kicks
Metal: Results based Practice that is

Financially Viable.
1.
2.
3.
4.
Relief Care vs Corrective

Treatment plans
Financial Policy
Communicating Financial arrangements
5. Billing and Insurance

6. Compliance in billing
7. Quality Control
8. Budgets and Expenses
9. Financial Reserves
10. Endless Income Source
11. Adapting Economy

12. Healthcare Payment Solutions
13. Mind Game of Money
14. How to succeed in any Economy
15. 80% Care Plan Close Rates

Realizations
realization
/r()lzSHn/
Noun
An act of becoming fully aware of
something as a fact.
The fulfillment or achievement of
something desired or anticipated: "the
realization of his dream".
My first realization:
Modern Medicine was not a
health system but rather a
disease treatment system.
225,000 deaths annually from medical

errors including 106,000 deaths due to nonerror adverse events of medications.
(Starfield, JAMA, nov.2010)
40,000 medical mistakes per
day.(Holland)
Healthcare in U.S.A.
50% of Americans suffer from chronic conditions; this is

projected to increase by 6% per year through 2030.
Nearly 85% of all healthcare spending is to treat the
symptoms of chronic disease.
American family of 4 will spend $20,728 per year on
healthcare. Milliman Medical Index
Health insurance premiums have increased nearly 200%
since 2000. Insurance profits 69% increase in past 5
years.
According to USA, Inc. annual healthcare costs average
$42,500 for people in 65-85.
Medical costs and quality
According to the World Health Organization (WHO), the

United States spends more on health care per capita
($7,146.00) or 15.2% of GDP, than any other nation.
United States is ranked last in quality of health care
amongst similar industrialized countries and spends
nearly twice as much. Commonwealth Fund
Of 17 high-income countries studied by the National
Institutes of health in 2013 found US was at the bottom in
infant mortality, heart and lung disease, STDs, and LIFE
EXPECTANCY.
US is 49th in the world for life expectancy, #1 in costs.

Irony of Medicine
The person who takes medicine must

recover twice, once from the disease
and once from the medicine.
-William Osler, M.D.
Hopefully you have also had this

realization.
My second realization:
Acupuncture + Chinese
Medicine=awesome
Realization #3 took place after I

graduated.
This was a scary realization.
I was seeing ten people a week.

I quickly became uncertain of my
ability to get people into my
office so I could help them.
Realization #3 was that I lacked

certainty in applying what I
learned in practice.

I know I would never succeed in

helping all the people who need
our help unless I had more
certainty.
My purpose and passion was to

be the very best at what I do. To
help sick people get well using
acupuncture and Chinese
Medicine.
I knew my destiny was to help

more than 1 new patient a week.
I knew that master acupuncturists

could treat not just 10 a week but
10 people an hour like my first
teacher, Tao Tan!
I thought that once I had mastered

all of the acupuncture points and
herbal prescriptions that I would
have as many patients as I could
ever see.
I dreamed of having a clinic that

helped hundreds of patients per
week.

I asked several people I consider

masters of acupuncture practice
how do I get to master the art of
helping people.
I fear not the man who has

practiced 10,000 kicks 1 time, I fear
the man who has practiced 1 kick,
10,000 times. Bruce Lee
The more people you help the

more certain you will become.
With certainty you master the
medicine.
The 4th realization:

The only way to master the
medicine was to treat thousands
of patients.
I realized that the more people I

treat the more certain I will
become. The more certain I
become the more people I help!
If you currently see 10 patients

per week and you go to 30
patients per week you will
become a master in 1/3 of the
time.

The more people you see the

greater will become your skill.
You can help change healthcare

in America.
If I was going to help more

people I would need to learn a
way to speak to people about
money.
Also the more people you see

the more people you help the
more you change the culture of
the society we are in.
5th Realization is that I wanted to

effectively talk to patients about
money.
I would need to find a way to

explain what I did so people
would want the care and want to
pay me fairly for my services.

6th Realization was if I fixed

these problems I would get so
busy that I would not have a life.
I was going to have to find a

method or a system that I could
follow that would allow my
practice to see a lot of people.
I needed to learn how to market

and manage a successful
practice.
I also realized my acupuncture

schooling did not teach me the
art of practice building.
I knew I needed a mentor and a

system that I could learn so I
could have more patients, help
more people and become a
master.
The more I asked around, I

always got the answer: Dr. David
Singer and his team at David
Singer Enterprises.

So I hired them to teach me how

to master business success
based on a system of marketing
and patient management.
Also I now feel I am a master of

the art of Acupuncture as well as
a master of practice
management.
If what I show you makes sense

then if you wish to master your
practice come and study with us.
I learned to be more efficient and

learned how to see more than
100 patients a week.
Today I am going to show you

with Dr. Singers permission, a
small part of his systems that will
help you rapidly allow you to
build the practice of your
dreams.
You cannot master Acupuncture

in one weekend.
You cannot master practice
success in one weekend.

10
Hopefully, this weekend you will

have the realization that there is
a way to help many more
people, honestly, efficiently and
without stress.
Hopefully today you will decide

that there is more to learn to
master the art of acupuncture
and decide to change the way
healthcare is going in our
country.
Deliver the medicine
So lets begin.
A good healer cannot rely on skills alone. He must

also have the correct attitude, sincerity, compassion,
and a sense of responsibility. A good healer will
educate the patient to be aware of their body so that
they recognize signs and symptoms of imbalances
and seek remedies at the earliest possible moment.
When the doctor and patient are in a state of
harmony, the illness will no longer linger or become
terminal. Qi Bo in the Neijing Suwen
First, write down this word.
SYSTEM
Doctor Singer teaches that you

must master the system to get new
patients, to educate your patients
and retain them, to collect money
and to hire and train staff to master
practice success.

11
He Says the word SYSTEM stands for:

Save
Yourself
Stress
Time
Energy and,
Money
A system has many steps and

you can learn them. The first
step of building the practice of
your dreams is to learn the steps
in the singer systems.
Definition of Insanity?
Definition of Systems
Doing the same thing over

again the same way and
expecting a different result.
-Albert Einstein
A set of connected things or parts forming

a complex whole.
A set of things working together as parts of
a mechanism or an interconnecting
network:
A set of principles or procedures according
to which something is done.
The systems are the solution. AT&T
VISION AND STRATEGY
Acupuncture Reality
Capture what the ideal clinic looks like in your

mind, this is your vision.
How you create this vision and take action to
manifest it is the strategy.
Japans success after WWII was directly tied to
their ability to see the future of the company
100 yrs+.
A pivotal strategy allows you to adapt and evolve
as things change.
1.4% of the country are using acupuncture. Most

receive 2-4 treatments.
MDs are most likely to refer patients for
acupuncture than any other therapy. (25.3% were
referred by MD)
Visits rose 32% from 2007 to 2012.
WHO has chosen TCM to meet worldwide need for
healthcare.
Federal labor statistics indicate that we will need
100,000 acupuncturist to satisfy demands 10 years
from now.

12
Dream Practice Basics
Your Purpose
Purpose: a result or affect that is

intended or desired. Your purpose
is your result.
The reason why you do what you
do!
Definition of purpose
purpose: to help as
many people as possible.
purpose |prps|
-the reason for which something is done or created or
for which something exists.
-a person's sense of resolve or determination: there was a
new sense of purpose.
How many people per day do you want to help?

How many patients per day are treated in China
with acupuncture?
Would you keep your job working there seeing 10 15 per week?
How much do you want to help?
ORIGIN Middle English: from Old French porpos, from

the verb porposer, variant of proposer (see propose) .
s
PURPOSE, PASSION,CAUSE
Have a cause, if you dont give a

damn about what you are doing,
no one will give a damn about
you. Jessica Hagy
Dont Be Afraid to Fail

When you do fail, reconnect with your
purpose and find out why you failed then
learn from it.
Those who failed in history have made the
most remarkable discoveries.
You master the medicine by treating
hundreds of people, by practicing.

13
Mentors are vital FOR STAYING

ON PURPOSE
DIAGNOSTIC MENTOR: Spinal Patterns of
distortion, Dr. Berg body types, Trigger points,
Nutrition, Orthopedic testing, Tongue diagnosis.
ACUPUNCTURE MENTOR: Daiichi Sorimachi,
5 element, Meridian therapy, Richard Tan.
HERBS/NUTRITION MENTOR: Jimmy Chang,
Michael Dobbins, Mark Anderson,
PRACTICE MANAGEMENT MENTOR: Dr.
David Singer, Dr. Brent Detelich, Curry
Chaudior, Lac.
Here to help
One of the reasons I am here is so that
you DONT MAKE THE SAME MISTAKES
I DID. Dont treat the symptoms of your
practice, treat the cause.
Any questions, my email is
acuregan@gmail.com Im happy to hear
from you. www.acueastwest.com
Communication
communication |kmyoonkSHn|
What you say determines how well you do in

practice.
Say the right thing: do well, expand the
number of people you help.
Say the wrong thing: patient never
arrives/patient discharges him/herself from
your care prematurely.
Be yourself in your communication.
The imparting or exchanging of information

or news.
A letter or message containing such
information or news.
The successful conveying or sharing of
ideas and feelings.
BRIGHTEN YOUR SHEN
Heart of the Process

Communication is 20% what you know and
80% how you feel about what you know. Jim
Rohn
Words: 7%
Visual: 55% (body language, eye contact,
hand gestures, facial expression)
Vocal: 38% (pitch, speed, volume, tone of
voice)

14
Keys to Connecting with Patients

Know something about their life their kids, job,
pursuits, hobbies, and anything else
meaningful to them.
Be willing to learn from them. They can be a
very helpful guide to the source of their
problems and may know more about their
condition than you or anyone else.
Cultivate compassion and rapidly get rid of
their health complaints.
Gain their FULL trust and confidence.
Primary Script
Do you have any health problems that concern you?
A system has many steps and

you can learn them. Lets learn
the most basic and essential
system that Dr. Singer has
created called the Primary
Script
Steps:
Introduction: get their name and number. Ask
how they heard about the clinic.
Establish purpose (Why are they calling)
Complaint: 40% of the time they have a larger
complaint then what they are telling you.
Talk about your clinic success.
The Close-SCHEDULE THE PERSON
How your clinic Treats.
New Patients Everywhere
We take a wellness approach to health by

addressing three basic categories of traumas;
1. Physical Trauma; 2 types of nerves. Nerves of
pain and nerves of function.
2. Emotional Trauma; adrenals, liver, etc
3. Chemical Trauma; 82,500 chemicals we are
exposed to every week.
These traumas may all be addressed as part of
the primary script.

15
External marketing
Marketing Weight Loss
5 methods overall, 1000s of options

developed by David Singer Enterprises
Focus today: Workshops/Lectures/Weight
Loss Marketing to expand new patients
Charity Silent Auctions (page 16,17): pain
relief program, Stress Related Health
Problems, Turn Your Body Into a Fat Burning
Machine.
Lectures, Turn your body into a Fat

Burning Machine
Ads, stubborn belly fat? or Want to lose
9 lbs. in 9 days?
Gyms/Curves/Medical clinics
Health Fairs/Screenings
Increase income $10 to $20K a month
3 Fat Making Hormones
Fat Burning Hormones
In-Office Workshop
1.) Require new patients to bring a
guest to DOUBLE new patients.
2.) Great for retention.
3.) Gets your public speaking skills
honed.
Thyroid Hormones (T3, T4)

Growth Hormone (GH)
Insulin-like Growth Factor (IGF-1)
Testosterone
Glucagon
Adrenaline (my favorite)
Outside workshops
Do it Right, patient shows up for care, signs up as
a patient and refers. You also get invited to other
locations.
Keep it FUN!
You are the Expert, how? By knowing one thing
that the audience doesnt know about the topic
you are presenting on.
Example presentation: Infertility

16
Worlds best speakers

Steve Jobs: Simple and Focused presentations
that was about an experience not computers.
Abe Lincoln: Gettysburg address was less than 3
minutes.
Winston Churchill: Used a lot of body language.
Sheryl Sandberg, COO facebook: Tells stories to
deliver the message.
You!
Natural Solutions to
Improve Fertility
The Role of Acupuncture &

Herbs
2009 David Singer Enterprises
What is infertility?
Infertility is the impairment of the reproductive
system. Conception is a process that depends upon
many factors: on the production of healthy sperm by
the man and healthy eggs by the woman; unblocked
fallopian tubes that allow the sperm to reach the egg;
the sperms ability to fertilize the egg when they
meet; the ability of the fertilized egg (embryo) to
become implanted in the womans uterus; and
sufficient embryo quality.
Source: National Institute of Health, Speroff L, Fitz M. Clinical Gynecologic Endocrinology

and Infertility, 7th ed. Lippincott Williams & Wilkins; 2004.
Finally, for the

pregnancy to continue
to full term, the
embryo must be
healthy and the
womans hormonal
environment adequate
for its development.
When just one of
these factors is
impaired, infertility
can result.
Female causes of infertility:
Male causes of infertility:
Scarring from sexually transmitted

disease, endometriosis*, ovulation
dysfunction, poor nutrition, hormonal
imbalance, ovarian cysts, pelvic infection,
tumors, or a transport system abnormality
from the cervix through the fallopian
tubes are responsible for 40 - 50% of
infertility in couples.
Approximately 30 - 40% of all infertility

is due to a male factor such as
retrograde ejaculation*, impotence,
hormonal deficiency, environmental
pollutants, scarring from sexually
transmitted disease, or decreased
sperm count. Some factors affecting
sperm count are heavy marijuana use
or use of prescription drugs.

and Infertility, 7th ed. Lippincott Williams & Wilkins; 2004. *Endometriosis: Pelvic pain
caused by the tissue outside the uterus.

and Infertility, 7th ed. Lippincott Williams & Wilkins; 2004. *Retrograde ejaculation refers to
the entry of semen into the bladder instead of going out through the urethra during
ejaculation.

17
It is estimated that 10 20% of couples will be

unable to conceive after
1 year of trying to
become pregnant. The
chances for pregnancy
occurring in healthy
couples who are both
under the age of 30 and
having intercourse
regularly is only 25 30% per month.
According to the National Survey of Family

Growth conducted by the CDC in 2002:
7.3 million women had impaired fecundity, a
physical difficulty with getting pregnant or
carrying a baby to term.
2.1 million women were infertile.
In vitro fertilization (IVF)* and similar treatments
account for less than 3% of infertility services.
The average cost of an in vitro fertilization cycle
in the United States is $12,400.
* In vitro fertilization (IVF): fertilization of an egg in a laboratory dish or test tube;
specifically : fertilization by mixing sperm with eggs surgically removed from an ovary
followed by uterine implantation of one or more of the resulting fertilized eggs. Abbreviation
IVF.
Source: www.Merriam-Webster.com
Source: American Society for Reproductive Medicine ASRM: Frequently Asked Questions About
Infertility, National Survey of Family Growth, CDC 2002.
Now we will look at

more successful
solutions that are
less financially and
physically draining on
you and your family.
A womans peak fertility occurs in her

early 20s. As a woman ages beyond age
40, the likelihood of getting pregnant
drops to less than 10% per month.

The Center for Disease Control has found that

in vitro fertilization was achieved in only 30.7%
of all attempts.
About 69% of the IVF procedures carried out
did not produce a pregnancy.
Less than 1% of all IVF cycles resulted in an
ectopic* pregnancy.
About 11% of these IVF pregnancies involved
multiple fetuses.
About 83% of the IVF pregnancies resulted in a
live birth.
About 17% of the IVF pregnancies resulted in
miscarriage, induced abortion, or a stillbirth.
Source: The CDC maintains a database of all IVF clinics and their success rates. You can find it at
http://www.cdc.gov/art/art2003/index.htm * Ectopic: Tubal pregnancy; Cervical pregnancy;
Abdominal pregnancy.
In Chinese Medicine
an overall picture of
your health
problems is
necessary to
determine the
appropriate
treatment. Please
help me by filling
out this Health
Survey with me now.

18
Acupuncture is a system of healing

discovered over 3500 years ago in
mainland China. It works by restoring
the proper flow of blood to organs,
glands and tissue by finding where
circulation is blocked and using tiny
needles to remove those blocks.
As a result, the
injured or weak
organ, gland or
tissue can heal and
health is restored.
Today we will
investigate the
role of
Acupuncture
and Herbs in
treating these
and other
problems.
SOURCE: A History of Western Medicine and Surgery, Mayeaux Jr., E. J., 1989, www.lib-sh.lsumc.edu/fammed/grounds/history.html; et. al.
National Institutes of Health, NIH News Release, NIH Panel Issues Consensus Statement on Acupuncture;
www.acucouncil.org/aom_history_m.html; et. al.
Oriental Medicine
includes not only
Acupuncture but
the use of Chinese
Herbs.
An acupuncturist studies
in depth how to diagnose
and treat the human body.
There are 2000 specific
locations on the body
where blockages can
occur. An acupuncturist is
trained to find these
points.
Many people are unaware that an

acupuncturist is required to complete
a four-year postgraduate degree. An
acupuncturists education is devoted
to scientific subjects such as:
anatomy, biochemistry, microbiology,
pathology, public health diagnosis,
clinical disciplines and health
sciences, in addition to the study of
Acupuncture and herbalism.
According to the National Institutes of

Health, Oriental Medicine has provided
solutions for such diverse problems as:
Headaches and
Stress/Anxiety
migraines
Digestive
Sinus/breathing
problems
problems
Low back pain
Allergies
Fibromyalgia
Hormonal problems
Carpal tunnel
Paralysis
syndrome
Drug addiction
and many more.
Nicotine addiction
SOURCE: National Institutes of Health, NIH News Release, NIH Panel Issues Consensus Statement on Acupuncture;
Acupuncture: Ancient Cure for Modern Ills, Wolfe, H. L., Dipl.Ac., Acupuncture and Oriental Medicine Alliance, February 8,
2002, www.acupuncturealliance.com; Schizophrenia and Oriental Medicine, Carter, B. B., The Pulse of Oriental Medicine,
www.pulsemed.org.

19
According to the National

Institutes of Health, there are
few, if any, negative side effects
from Acupuncture treatments.
SOURCE: National Institutes of Health, NIH News Release, NIH Panel Issues Consensus Statement on
Acupuncture.
How Acupuncture can help the male

role in infertility:
A recent trial published in Fertility and
Sterility has shown just how effective
Acupuncture can be in the treatment of
this condition, leading to significant
increases in the number of normal
sperm and equally significant
reductions in structural defects.
Source: Acupuncture Improves Fertility in Men, Too. Acupuncture Today, October 2005
Compared to the control group, the

ability of semen to move increased
significantly in the samples of the men
receiving Acupuncture.
The number and percentage of healthy
sperm also increased dramatically in the
Acupuncture patients.
Source: Acupuncture Improves Fertility in Men, Too. Acupuncture Today, October 2005, Volume 06,
Issue 10
A poll taken by Acupuncture Today found that

nearly 80% of acupuncturists are treating their
female patients for infertility with a combination of
Herbs and Acupuncture.
Source: Acupuncture Today - August, 2005, Volume 06, Issue 08

In the study, 28 men who were diagnosed

with infertility received Acupuncture twice a
week over a period of 5 weeks. Semen
samples were collected from each of the men
after a 3-day period of sexual abstinence.
Two samples were collected from each
patient: one was obtained the day before
treatment began, and the other after the last
Acupuncture treatment. Samples from the
treatment group were then randomized with
semen samples from 12 untreated control
patients and analyzed.
Source: Acupuncture Improves Fertility in Men, Too. Acupuncture Today, October 2005
Fertility and Sterility conducted another

study of 160 women, all of whom had
undergone an average of two previous in
vitro fertilization cycles. Their average age
was 32. Half of the women received 25minute Acupuncture treatments before
and after the embryo transfer. The control
group did not receive any Acupuncture
treatment.
Source: Fertility and Sterility, April 2002; HealthScout News, www.healthscout.com.

20
According to the results, only 26.3% of

the women in the control group became
pregnant, while 42.5% of women who
received Acupuncture became
pregnant.
This is a 62%
increase in fertility
rate in just two
treatments.
Source: Fertility and Sterility, April 2002; HealthScout News, www.healthscout.com.
After completion of their Acupuncture

treatment for depression, 70% of the
women experienced at least a 50%
reduction of symptoms, results
comparable to the success rate of
psychotherapy and medication, without
the dangers or side effects of drugs.
The Emotional Factor:

A study was conducted by the University of
Arizona consisting of 38 adult women
diagnosed with mild to moderate depression.
They were treated with Acupuncture according
to the principles of Traditional Chinese
Medicine, each for her own specific pattern of
symptoms. They were treated twice per week for
one month and once per week for a second
month, for a total of 12 sessions.
Source: National Institutes of Health (NIH) Office of Alternative Medicine, published September
1998 issue of Psychological Science, American Psychological Society, The Efficacy of
Acupuncture in the Treatment of Major Depression in Women, John J.B. Allen, Rosa N.
Schnyer, and Sabrina K. Hitt.
The role of
Herbs in
improving
fertility:
Source: National Institutes of Health (NIH) Office of Alternative Medicine, published

September 1998 issue of Psychological Science, American Psychological Society, The
Efficacy of Acupuncture in the Treatment of Major Depression in Women, John J.B. Allen,
Rosa N. Schnyer, and Sabrina K. Hitt.
Over the course of thousands of

years the Chinese determined that
certain herbs can have a
beneficial effect in the treatment
of different ailments.
Acupuncture and herbs work
synergistically.
How to Lose
9 lbs in 9 Days
Five Secrets to
Permanent Weight Loss

21
Being overweight is one of the

single most common causes of
chronic disease.
The United States

now ranks 50th
in the world in
life expectancy.
The average American is

expected to live just 78 years.
Source: The World Factbook. Central Intelligence Agency.
Lets now look at the Five Secrets.
Today we will give you

the secrets to not only
losing weight, but also
becoming as healthy as
possible.
SECRET #1
Low Calorie
& Low Fat Diets
Dont Work
SECRET #3
SECRET #2
Hormones affect not only your weight,
but also your digestion, energy, sleep,
blood pressure, metabolism and mood.
To be healthy you
must eat and drink
only those things
that are healthy for
your body.
Stay away from any junk food.

22
SECRET #4
SECRET #5
You must
exercise to be
healthy and
lose weight
Get out
of pain!
133
134
Each person needs a program designed to their

specific needs. Therefore, each person should
be consulted and tested to determine the
program that would work the best for them.
A wellness-based practice considers every

aspect related to your health in general, in
order to design an individual program to
restore you to your ideal weight and vitality.
136
I would like to end this program by

offering you A GIFT.
Getting Results by using effective steps.

23
Marketing Lectures at your

Local Library
Your script is as follows to the person in charge:

Hi my name is Regan Archibald, I am a local
wellness consultant and I am a community
volunteer with The Foundation For Wellness
Professionals. We are a nation wide Non-Profit
501-3 Corporation similar to the Red Cross. The
difference is that our mission is to help prevent
disease through community workshops.
Once the lecture is schedules tell the

person in charge you will be announcing
it in the paper and wanted to know if
they would also announce it in any of
their mailings, website or emails.
Your local library ,

recreational center, assisted
living community, town hall,
police stations or hospitals
make great locations for
outside lectures.
I would like to know if I could get a meeting room for

around 20 people once per month to provide them
different educational seminars for free in the evening at
around 7:00pm
(Response: That would be fine , let me see what we
have available. How would Friday work?)
I would rather do it on a Tuesday and if not available a
Monday or Wednesday
Once the time is booked you then

contact as many media locations as
possible for a free public service
announcement or PSA.

24
This would be your local paper, the

main paper, the community once a
week paper, your town website to be
posted as an upcoming event, your local
TV and local radio stations such as NPR
(National Public Radio).
Here is a list of lectures that I recommend

you do.
-How to balance your hormones naturally
-The 5 secrets to Permanent Weight loss
-How functional medicine can eliminate your
health problems
Now you need to confirm these

people who are coming and invite
them to bring a friend.
You can also announce it on

Craigslist on their event
calendar.
Other great topics are:

- Natural solutions to digestive problems
- Natural solutions to Arthritis pain
- Natural solutions to learning problems and
ADHD
- Natural Solutions to Depression
Now here is my best tip on how to

sign up 100% of the people at the
talk.

25
Offer a Free Urine Test for toxic

chemicals
The next marketing method is on

how to create a working relationship
with your local health food stores,
Vitamin Shoppes and Natural foods
supermarket.
Natural food supermarket have

private rooms to teach classes on
cooking.
Your approach with the store

manager would be to teach classes
on different health problems and
natural solutions to those problems.
Give them your brochure and let

them know we are obligate to do
one program every week to prevent
disease and you feel their
customers would have the highest
interest.
The classes you would teach help

show their customers you care
about them.

26
At the classes you will promote both

foods and supplements available in
their store to help their customers
get will.
You will invite your own patients to

come and in doing so you are bringing
new customers to the store.
If they are willing to let you speak ask

them to announce over the PA ten
minutes and 5 minutes before your
class for all customers to attend your
program.
Have them announce the class is free,

the topic of the lecture, the benefit of
attending and where to go.
Make sure they say seating is

limited to first come first serve.
You can also print a flyer to be

put on the cash register facing
the customer.

27
The main this is to meet with

their supplement department
and decide what products to
promote.
The script would be:

I would like end this workshop today by
giving you a gift. It is the opportunity to
come to my clinic for a comprehensive
consultation and wellness screening to find
the true cause of your health problems.
I will then test your stress levels and

their effect on your adrenal glands
I will use saliva tests for PH and a
Urine test for toxic chemicals to
determine what is happening with you
biochemically.
You could end your lecture by

selling a $20 coupon good to
purchase anything in the store if
they want to come to your office
for an evaluation.
If we found the true cause of your

problems we can figure out a way to get
rid of them. To do this I will personally
spend more time discussing your health
problems and history than you have
ever spent with any other doctor.
The time I will spend with you

is worth over $300+ and the
urine test alone would
normally cost you $75 if you
went to a lab.

28
The reason we make this

available for free is because
my purpose is to help as
many people as I can and I
want to help you.
The only thing I ask is if you

want to come in, is to make
your appointment before you
leave and purchase a $20 gift
card to be used in this store.
You can use it for products

we discussed at todays
program or anything you want
to buy at any time.
Now to conclude I would

like to give you a lecture
you could use with your
own talks
Functional
Medicine:
The Answer To Your
Health Problems
I want to begin by introducing

myself and what I do. I am
known as a Wellness
Consultant. The reason I am
considered a Wellness
Consultant is because
I help people like you get well.
I do that by consulting with you to find the true cause of
your health problems. If you find the true cause of a
persons problems you can put together a program,
which if followed, would correct it.

29
If you have been to other

doctors in the past or tried
solutions on your own and
your health problems still
persist, then you have not
found the true cause. My job
is to find what you and others
might have missed. Today we
will discuss just how we do
this.
There is a true
cause to
headaches,
pain, weight
issues and
every other
health
problem.
The methods we use

have been labeled as
Integrated medicine. We
have integrated
functional medicine with
Traditional Chinese
medicine.
Our board certified

Acupuncturist and
Nurse Practitioners
work as a team to
provide the best care
for our patients.
The techniques used at East West

Health are unique and that is the
reason we often get results that no
one has before.
What makes our

approach unique is we
believe there are two
categories of human
diseases.
The first category is
called Infectious Disease.
That includes Pneumonia, Bronchitis, The Flu,
AIDS and all forms of venereal disease.

30
These diseases are contagious and

infectious and people with them are
in hospitals or under medical care.
This is not our area of expertise.
The health problems that you have,

are they contagious? Can you give
them to other people?
Probably not. The reason is because
they are functional in nature.
Only by finding the true cause of

your bodys malfunction can you
correct a functional problem.
In the same way you can
only eliminate an infection
by finding what is causing
the infection.
What we focus on and specialize in

are all of the other health problems
people have.
Pain, fatigue, headaches, arthritis,
asthma, being overweight, sleep
problems, womens hormone
problems, etc. are problems that are
listed under a different category of
disease known as functional disorders.
By functional in nature, we
mean the reason the
problem exists is because
there is a malfunction in
your body that caused it.
In our clinic we have found there

are three major reasons your
body will malfunction, they are:
1. Biochemical
Imbalances
2. Hormonal Imbalances
3. Organ Malfunction
4. Circulatory Problems

31
The reason we are biochemically out

of balance is because of poor
nutrition, processed foods and the
enormous amount of chemicals
found in what we consume.
In America 70% of the food we consume is

processed. By processed we mean altered from how
it is found in nature. As a result they are often
missing the essential nutrients and/or are difficult to
digest.
Here are some

facts you might
not know
Processed foods,
nicknamed junk food,
such as donuts, pastries,
potato chips, french fries,
sodas etc. are a source of
empty calories. They have
no nutrition, only
calories. These products
not only make you gain
weight, but make you
unhealthy.
Then there is the fact we are the most

overweight country in the world.
No population on earth is as obese
or overweight as us.
Junk food requires enzymes to

digest. Enzymes require
vitamins and minerals. There
are no vitamins and minerals
in junk foods.
To digest them your body
depletes its own vitamins and
minerals. Processed and Junk
foods can cause your body to
malfunction biochemically.
Here are some facts you

may not know:
The French eat as
much or more
sugar and butter
than we do and
they are not
overweight at all.

32
The Italians eat more bread and are

not nearly as overweight as we are.
Europeans eat
what they purchase
the same day,
providing healthier
and better tasting
food.
The reason is
that
Europeans
shop daily for
fresh produce.
France is #2
in Life Expectancy.
We are #50.
They eat wholesome food.

We do not.
Another fact you may not know:

There are 82,000
chemicals we come
in contact with each
week in the USA.
These are in our
water, air and food.
If you saw the way we produce our food

and the chemicals that go in them you
would be shocked. If you have the courage,
watch the movie Food Incorporated.

33
We have in our food

and drinks taste
enhancers, food
coloring (even in
Sprite), food
preservatives,
pesticides,
herbicides,
antibiotics and
hormones.
These 82,000
chemicals cannot
be completely
eliminated by
your liver.
200
Some go back in the

body and become
free radicals. Free
radicals are atoms
that can and do kill
your cells and can
ultimately kill you.
Ask yourself what

would happen if we
helped you reach your
ideal weight, detoxified
your liver and
balanced you
biochemically.
Your body stores these

atoms in fat to protect you
from their damage.
In other words, your body
creates more fat or enlarges
the fat cells as more
chemicals enter your body.
This is one of the reasons
Americans are so
overweight. We have toxic
bodies.
Would you live

longer?
Would you feel
younger?
Would you look younger?
Would your health problems,
whatever they are, become less or
be eliminated?

34
What about genes?
epigenetic |epijnetik|
Biology resulting from external rather than genetic influences: epigenetic Biology of, relating to, or
of the nature of epigenesis.
Genetic mutations account for less than 5%

of chronic diseases like Alzheimers, heart
disease, MS, Colitis, and thyroid conditions.
Nature.com
The second reason your body may

not function properly is hormone
imbalance from stress.
There are two reasons to fill out

the survey:
1. First, in order for you to benefit
from the program we are
presenting, we need to know what
problems you have to determine
what might have caused them.
The Good News: Environmental and

internal conditions effect memory and
cognition more than genetics. Dr. Mark
Hyman
Before we look at
how stress can cause
hormone
imbalances, I would
like you to fill out a
stress survey with
me to see how stress
might be effecting
you.
2. Second, we will be having a

drawing tomorrow and 1/3 of
you will win prizes. We need
your survey for you to be in the
drawing.

35
Did you have more than one symptom?

If you did, let me tell you what it means. If you have
more than one symptom, or the one symptom you
have occurs more than once per week, you have an
abnormal situation that you should be concerned
about.
Its never normal to have a symptom. A symptom is
your bodys way of communicating to you that
something is not right. The question is what is causing
the symptom. To find out you need to be checked.
211
Would you check your car

if the engine light went on?
Symptoms are a warning
that something is wrong.
There is no such thing as a
normal symptom. You would
check your car to make sure
it did not get worse. Your
body deserves the same
attention.
If I could show you today how to get

rid of your problems by doing
something natural and affordable,
would you do it?
Raise your hand
if you would.
Today you have two choices

regarding your health.
You can take care of your body the
same way you always have and get the
same results. Or, you can do
something new and get a different
result.
The choice is yours.
Now lets take a closer

look at Stress and
Hormones.

36
There are 50
different hormones
released by your
stress glands (the
adrenal glands)
whenever you are
under stress.
80% of doctor visits are for stress-related

health problems.
The adrenal hormones
control your heart, digestive
system, sleep, energy, your
ability to loose weight and the
availability of estrogen, etc.
The adrenal glands can become

exhausted and malfunction.
80% to 90% of both the men and
women who come to my office
exhibit adrenal gland exhaustion.
When you repair the adrenal glands, you can

contribute to the elimination of fatigue, sleep
problems, many digestive problems, problems
losing weight, inflammatory health problems
(Asthma and Arthritis) and many common
womens hormone issues related to PMS or
Menopause.
220
The third reason

your body may
malfunction is due
to trauma causing
neurologic
damage.
The average American has

1,000 traumas by the age of 13.
Running and falling is a
trauma. Gymnastics, pillow
fights, falling while roller
blading, ice skating or riding a
bike, football, soccer, etc. all
produce traumas. These can
cause damage to your nerves.

37
Here is a fact you may not know:
Only 20% of the nerves

in your body deal with
pain.
80% of the nerves in
your body control your
functions.
Put pressure on a nerve

of pain in your tooth,
you get tooth pain.
Pressure on a nerve in
your back will give you
back pain.
As an acupuncturist who specializes in

functional health care, I must check every
patients organs, hormonal systems and
neurological function to find what is truly
giving them their problems.
You injure a nerve of

pain, you will feel pain.
You injure a nerve of
function, you will not
function properly.
Put pressure on a nerve

related to digestion you
can get digestive
problems but have no
pain.
I want to conclude this

introduction to what is
called Functional
Medicine by telling you
my purpose.
227

38
My purpose is to help as many

people as possible to become healthy
and stay healthy, and of course, I
want to try to help those of you who
are here today.
I will conduct an
extremely thorough
consultation with
you and then
perform several tests
to determine why
you are
malfunctioning.
I cannot help you if

I never see you
again. So, I want to
invite you to my
clinic at no charge
to determine if we
can find the true
cause of your health
problems.
Some doctors would charge up to

$300 for the time I am going to
spend with you but I am not going
to charge you anything.
The reason I am not going to

charge you is because I do not
want you to have any barrier in the
way of us helping you.
The only thing that I ask if you

want to come and see me is that
you make your appointment
before you leave.

39
I know some of you have family or friends

who are not well and who are not here
tonight, so I want you to feel free if you like
to make an appointment for one other
person besides yourself as well.
As I said, my purpose is
to help you and I will
not waste your time or
money.
235
If I cannot help you, I

will refer you to
someone who can.
Check Writing Script

First Help: Do you remember how you
used to feel when you came to see me?
Second Help: Are there people you know
of that could use our help?
Third Help: Can I ask you a favor?
So lets find a time that

would be convenient for you.
Check Writing Referral System

Method One
This method can be done with 2, 4 or 6 patients per week depending
on the size of your practice. It can also be done at re-evaluations
every 12 visits.
Lac../Staff: I wanted to ask you how you are feeling today?
Patient: Much better.
Lac./Staff: Thats great. I want to let you know my purpose is to help
as many people as possible and I am happy you are doing better.
Several patients have told me they know people who need our care
but that those people were concerned about money. Since my
purpose is to help as many people as I can I wanted to know if I
gave you a check from my own checkbook for $200 (cost of your first
visit but not less than $150) made out to our clinic is there anyone
you could give it to to make it easier for them to find out if we could
help them?

40
Patient: No, I really cant think of anyone like that.

Lac./Staff: Do you know anyone with headaches or is in pain?
Patient: Yes/No.
Lac./Staff: Okay. Can you think of anyone in our community with
arthritis or a womens hormone problem?
Patient: Yes, in fact my sister was telling me yesterday how badly
she suffered with arthritis.
Lac./Staff: Im sorry to hear that. We help many people with her
problem and I would love to see if we could help her. If I wrote you
this check would you make sure she gets it?
Patient: Definitely.
Lac./Staff: Great! (Pull out a checkbook.) I am going to put in your

records you re giving this check to your sister who has arthritis. What
is her name?
Patient: Mary.
Lac./Staff: Okay. I am writing you this check to give to Mary.
(Doctor/Staff write the check.) It is made out to our office. I am
putting my phone number on the top. In the memo section I am
writing expires in 10 days and that it is good towards an initial
evaluation and examination.
Patient: Thanks.
Lac./Staff: Great. One more thing. If she doesnt want to use the
check, thats okay, but would you try to give it to someone else
instead?
Patient: Sure.
Lac./Staff: Thanks.
When referral methods are not

effective it is usually because you
omitted getting the patient to
actually name the person they are
going to send to you.
The technique to get the person to think of

a specific person to refer we call the Three
Helps.
It answers for the patient why you are
asking for a referral and gets their name.
The target would be to do this technique

with 2, 4 or 6 patients per week, depending
on the size of your practice.
You dont have to do this on everyone, just a

few patients a week who are improving.

41
Lac.:How are you feeling today?

Patient: Much better
This is the patient you want to ask for a
referral.
The First Help

1.Do you remember how you used to feel
when you first came to see me?
The person responds usually by saying,
Yes, I really was hurting.
Based on the correct answer you then ask
this question: Would you agree we have
helped you?
They always say, Yes
The Second Help
The Third Help
2.Do you think there are people in our area

who right now are suffering needlessly
because they dont know we can help
them?
The patient always says, Yes.
Lac. responds: I agree.
3.Could I ask you a favor? I need your help!

The patient says, Yes, what is it?
Our Purpose is to help as many people as
possible.
If I wrote you a check for $200, made out
to our clinic, to cover the cost of a first visit
to our office, is there someone you could
give it to to make it easier for them to find
out if we could help?
Patient response: Sure.

Lac. response: Great.
Then ask them: Who would you like to give it
to?
The patient will pause to think. Give them a few
moments to think about your question.
Sometimes they will say, I will give it to my
uncle.
Your response: Can I ask you what is his name
and his health problem?
A common phenomena that is run into

when trying to implement the referral
system is the response from the patient,
Well, I cant think of anyone right now, but
if I do, Ill be sure to let you know.
If you leave it at that, you will wind up with
no referrals and you will have concluded
that the referral system does not work.

42
Theres a simple solution to this: All you have

to do is persist with the patient. Just gently
but persuasively push them a little further.
They will come up with someone.
Here are the steps to actually taking the 3

Helps Procedure and using a check for the
patient to take home and give to the
referred person.
The reason for the check is it puts

something in the hand of the patient to
remind them to give it to someone.
Also patient perceive checks as something
extremely valuable.
You could also ask them How about family

members? (Pause, wait for an answer.)
Friends? (Pause, wait for an answer.)
Co-workers? (Pause, wait for an answer.)
Neighbors? (Pause, wait for an answer.)
If they can not think of a name tell them:
Thats fine. Thanks for trying. If you think
of someone let me know. Ok?
1. Ask the patient how they were doing when they first came to you.
(First Help)
2. Ask the patient if they think there are people in our area who right
now are suffering needlessly because they dont know we can help
them. (Second Help)
3. Tell them your purpose. (Third Help)
4. Comment on the economy.
5. Ask them if you gave them a check could they give it to someone.
6. Who?
7. Their name?
8. Their problem?
9. Write it in the records.
10. Is there anyone else they would like to offer a check to?
The Lac./staff must write in the patients folder,

notes or on their travel card: Check given for
Sarah, the sister who has arthritis. The Lac. or
staff on the next visit would ask the patient if the
check was given and what was the sisters
response. No follow up cuts your success in half.
Rules:
Have your phone number on top of the check.
Write on the check: Expires in 10 days.
Write on the check: Good towards a first visit only.

43
4 day report of findings:

Always write in the patient records or in a
referral log, when doing a referral program,
the name of the person they plan to give
the check to. On the patients next visit ask
them if they gave them the check and what
happened.
The heart of communication is the

4 day report (this done properly
will double your practice in 30
days.)
Day 1 Wellness Evaluation & Consultation:

Get all their issues out, yes life story time.
This is great to have someone in your office
trained to do.
The end result of Day 1 is a person who
chooses you as their doctor and they
commit to completing a series of 3
treatments.
To evaluate means to research and gather

data in order to judge or determine the
worth or quality; appraise.
Your new patient is trying to decide if you

are both the person who can help them and
if they can trust you based on you
demonstrating certainty, confidence and
caring.
The person who knows you care about

them and becomes certain that you can
help them will with proper financial handling
follow your programs.
This is the result of a proper first visit.

44
There are certain steps you take to create

the experience you care and are the best
person to handle their problem. We call this
the lasting first impression.
1. On the phone, ask, Are you in pain, suffering in any way or have a
problem you would like to get rid of as soon as possible?
2. If they answer yes: In that case, the Lac. would want to see you as
soon as possible.
3. When a new patient enters, shake their hand, bring the forms to them
and sit down with them.
4. Ask new patients how they heard about your office and if they have
ever been to a natural healthcare practitioner/wellness center before.
5. AA/Assistant tells patient about the Lac., covering why the he is the
best and most caring. Example: I want to tell you I have worked with
Regan for three years. He is one of the most caring people I have
ever met. He constantly attends seminars to learn the latest
procedures and I have seen miracles happen with patients he treats.
6. Offer and get the patient something to

drink (coffee, tea, juice, Perrier, etc.) while
they are filling out the new patient forms.
7. Keep the patient in the waiting room until
the Lac. is ready to see them. Never
leave them alone in the exam room.
To make a big impression, and show you

care, have the Acupuncturist go out to the
reception area to greet the patient.
Acupuncturist Procedures: Day One

Have them fill out their forms in a leather
portfolio. This makes a better impression
than a clip board.
1. ACUPUNCTURIST GREETS THE PATIENT:

I. Greet the patient by name.
II. Shake their hand and make eye contact.
III. Who referred them or how they found out
about your office.
IV. Patients primary complaint. (I understand
youre having severe headaches.
2. MAJOR CONCERN:
Briefly discuss their major complaint as part of
doing their Consultation History.

45
Tongue diagnosis: evaluate
Pulse Diagnosis
overall function of the body.
When taking the

pulse explain the
different systems
you are checking
and the 27 pulse
qualities you are
looking for.
Structural
analysis:
Explain where
there are
structural
distortions and
trigger points.
Look for ashi and
alarm points.
Day One - Concluding Actions

1. COLLECT TODAYS FEE: Use countercheck if necessary.
2. EXPLAIN INSURANCE VERIFICATION: Give the patient the Insurance
Verification Form. Have them verify insurance on the spot or take home form
if after hours.
3. GIVE OUT 2 CHECKS: When appropriate offer the new patient 2 checks
(real checks) made out to your office equal to your initial visit to give to
others.
4. Mary, I wanted to let you know we have a family oriented practice. So I
wanted to give you 2 checks made out to our office equal in value to todays
normal fees that you can if you like give to family or friends. The checks
expire in 10 days and we ask you to give them to family members or friends
you feel we might help.
5. SCHEDULE PATIENT FOR DAY TWO.
6. (IF FIRST TREATMENT) CALL PATIENT: Write down patients name and
phone number on yellow sticky note as reminder to call patient or as reminder
for doctor to call patient. (Put note on doctors dashboard.)
Agenda Notes pg 50
Lac.: That is not a problem. Can I ask what you could afford to
pay for todays visit?
Patient: $50, half, $100, etc.
Lac.: I understand. That is okay. Can I ask you how much you
could afford to pay per week toward eliminating the balance?
Patient: I do not think more than $40 dollars. Maybe I should
wait?
Lac.: There is no need to wait. Our policy is to provide care
within your budget if we can help you. So, it is okay to pay only
what you can afford today and $40 a week. The most important
thing is to help you become free from pain and regain your
health. Again, we will work with you to make sure you can
afford our care but first we need to find out what exactly is
causing your problems and what it would take to get you well.
So, would you like us to try and help you?
Patient: Okay.
ACUPUNCTURIST: Day Two

1.
2.
3.
4.
5.
6.
7.
Greet patient
Good news
How long and how much?
Explanation of fees
No insurance (Optional)
Major Medical Insurance
Circulation Diagram

46
8. Review Function pamphlet with patient and clear up

these important questions:
a) No symptoms = healthy?
b) Healthy with stagnation?
c) Get rid of symptoms or the cause?
d) Could you have diabetes and no symptoms?
e) Could you have diabetes if your pancreas was
functioning 100%?
Our goal is to have you function 100% not to just get
rid of your symptoms.
9.
10.
10a.
11.
Function Brochure Questions
References:
When the body has 100% function, it has 100% health.

True or False?
A loss of function will ultimately result in a loss of health.
True or False?
If you restore normal function, the body will be able to
regain its health.
True or False?
You should go to the doctor only when you have
symptoms.
True or False?
The blood albumin (protein) concentration is usually normal in chronic liver

diseases until cirrhosis and significant liver damage is present.
Reference: Common Laboratory Tests in Liver Disease/Howard J. Worman M.D.
Function vs. Symptoms
CHINESE MEDICINE
Patient receives acupuncture

Health Workshop or Extended Consultation
Stress survey form for spouse
Route patient to Front Desk AA
The liver's ability to perform its usual functions becomes seriously

compromised when scarring from cirrhosis has replaced over
80 percent of the liver tissue.
www.livestrong.com
Adrenal deficiency does not become clinically manifest until 9/10ths
of the adrenal tissue has been rendered unresponsive.
Reference: The CIBA COLLECTIONS of MEDICAL ILLUSTRATIONS
Vol. 4: Endocrine System by Frank Netter M.D. pg. 101
If you use herbs and supplements in your

practice and you feel that the patient will
benefit from them then let them know
they will have a 15 to 20% quicker
recovery using them. Educate!

47
Day 3: Find out how they did

with their treatment. Explain
possibility of healing reaction. If relief
of symptoms great! Explain the
difference between corrective care
and relief care.
Draw diagram with patient. Ask
what kind of care they are interested
in from you. 2 questions, how long
will it take and how much will it cost.
Show progress graph.
Confront Issues Now!
284
Day 4:
Step 1: Write up care plan based on the
care they want. (relief, corrective or
maintenance).
Step 2: They must first commit to the
course of treatment before moving on to
finances.
Step 3: Show options of finances and
prepayment. Get a financial arrangement
in place ask how they would like to pay.
Types of potential office visits to offer
Initial orientation visits

Initial examination
Acupuncture
Re-examinations
Herbal Consults
Nutrition Visits
Body work, etc.
Office Organization
organization |rgnizSHn
An organized body of people with a particular
purpose, esp. a business, society, association,
etc.: a research organization.
The action of organizing something: the
organization of conferences and seminars.
The structure or arrangement of related or
connected items: the spatial organization of the
cells.
An efficient and orderly approach to tasks:
apparent disorder and lack of organization
Basics of clinic layouts

Establish YOUR model (length of visit, time
with patient, how many people you can see
per hourdont limit yourself).
Based on visit types, establish rooms
needed.
Create an office that you can grow into.
Find a commercial real estate agent and
designer that you trust.

48
2011 Acupuncture and Holistic Health Associates
2011 Acupuncture and Holistic Health Associates
Clinic scheduling
The variables:
Types of visits
Number of providers
Modalities offered
How many minutes to deliver treatment
Use preferred hours concept
Putting the puzzle together
Continually developing to accommodate
growth
Clinic positions to fill
Front Desk Acupuncture Assistant

MD/NP/PA/DC
Case Manager
Office Manager
Marketing Director
Acupuncturist
Massage Therapist

49
KEEP DOING SAME THING, SAME RESULTS
Hiring
1.
2.
3.
4.
5.
Before starting your search for a candidate, write a proper

Job Description so that you know what you are looking for.
The qualities you are looking for are:
Motivation: Does the applicant really want to work here
and is this person committed to the purpose of the
Company?
Competence: ability to do the job. Competencies
encompass job candidates skills, abilities, traits and
knowledge. A list of those competencies can help determine
what questions to ask during the interview. Can this person
produce?
Personality: social skills. Will the person fit in with our
company culture?
Change the way you look at your clinic, dig

deep into your purpose.
Your clinic is an extension of yourself.
Economy down? Do something different so
you are UP.
Get out of the way.
Large Purpose makes small problems.
continued
Statistics
Health of your practice?

How many patients per week average?
The first step in moving

forward is finding out where
you are at
What are your weekly/monthly collections?

How many new patients do you see a week/month?
What is your percentage of appointments kept?
What area of your practice is the weakest/strongest?
What Will you implement?

The result:
Dont treat the symptoms of

your practice, treat the CAUSE.
-Curry ChAUdoir, Lac.
Help more patients get well

Master the medicine and communication
Hire the right people
Less stress and more freedom
Organized office as your own dojo
Pursue your optimal lifestyle

50
To read articles by todays speaker, watch

online videos, or to see his/her complete
seminar/webinar schedule for this year,
please visit www.elotus.org
More information on the classic single herbs mentioned

in this seminar/webinar can be found in the Chinese
Medical Herbology and Pharmacology
More information on the classic formulas can be found
in the Chinese Herbal Formulas and Applications
Collection formulas can be found in the Lotus Clinical
Manual of Oriental Medicine
All the above texts are available through www.elotus.org
Herbs mentioned in this seminar/webinar,

are available through our sponsor
Evergreen Herbs & Medical Supplies.
Please contact them for a catalog and
pricing information.

51
Evergreen Herbs is not just an Herbal company, we are an

environmentally friendly, health conscious contributor to the healthcare community at large. Evergreen was founded by Dr. John Chen
and Tina Chen, siblings and coauthors of the Chinese Medical
Herbology and Pharmacology, and the Chinese Herbal Formulas
and Applications books.
Evergreen is a family business that is run by professionals like you
who care about Chinese medicine. And as a family business, we
have the well-being and satisfaction of our customers at the top
of our list. We care about the quality of our herbs, because we
care about our consumers, and have your best interest at heart.
Our goal is to support you in improving your clinical skills, and
enhancing the well-being of your patients.
To learn more about Evergreen Herbs and our products, please

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Leading Acupuncture CE Provider

Lotus Institute of Integrative Medicine

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Lotus Institute of Integrative Medicine, PO Box 92493, City of Industry, CA 91715

New Patients by exposure in the media

Your Comfort Zone

Its not the correctness of the decision that

Lotus Institute of Integrative Medicine, PO Box 92493, City of Industry, CA 91715

Wood: General of the Army

1. Office leadership/Executive Role

4. Flexibility with Systems

Water: Practice Wisdom for Patient

5. Types of Visits and Care

11. Scheduling for Success

Lotus Institute of Integrative Medicine, PO Box 92493, City of Industry, CA 91715

Earth: Practice focused on Helping as

6. Check referral program

Metal: Results based Practice that is

Relief Care vs Corrective

5. Billing and Insurance

11. Adapting Economy

Lotus Institute of Integrative Medicine, PO Box 92493, City of Industry, CA 91715

225,000 deaths annually from medical

50% of Americans suffer from chronic conditions; this is

Medical costs and quality

According to the World Health Organization (WHO), the

Lotus Institute of Integrative Medicine, PO Box 92493, City of Industry, CA 91715

The person who takes medicine must

Hopefully you have also had this

Realization #3 took place after I

I was seeing ten people a week.

Realization #3 was that I lacked

Lotus Institute of Integrative Medicine, PO Box 92493, City of Industry, CA 91715

I know I would never succeed in

My purpose and passion was to

I knew my destiny was to help

I knew that master acupuncturists

I thought that once I had mastered

I dreamed of having a clinic that

Lotus Institute of Integrative Medicine, PO Box 92493, City of Industry, CA 91715

I asked several people I consider

I fear not the man who has