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Adventures with the San Jiao
Those of us who have been in practice for several decades relish the way meridians and points reveal new diagnostic clues and new insights. I love to encourage my students to see this as an adventure that goes way beyond the textbooks.
AOM Hospital-Based Practice: A Future Reality?
The natural evolution of health care on the planet is integrative health. We may have some challenges ahead, but based on my research, all indicators are pointing in a positive direction. There seems to be an evolving consciousness among our patient population that is "getting it."
Treating Hip & Groin Pain With Abdominal Release of Upper Lumbar Nerve Impingements
Have you encountered patients with groin and hip pain you can't seem to solve? You know it's not a worn-out hip; you suspect the pain is somehow connected to the spine. But somehow, you just can't help them break through.
Acupuncture's Impact on the World
For several years, I have been hearing about the town of Rothenburg, Germany. It seemed just a dot on a map until I arrived. It is the home of the TCM Kongress which began in 1968. It has been held annually for 47 years and it has only missed one year.
What You Say Isn't Always What Patients Hear
A few years ago, my aunt Edna (name changed for the purpose of this story) suffered a stroke. After a short hospital stay, she was transferred to a nursing home for rehabilitation. When she arrived at the nursing home, Edna requested a private room.
Insuring Quality Control in Herb Importation: An Interview with Wilson Lau
Wilson Lau is the vice president of Nuherbs, a Chinese herb importation company based in San Leandro, California. Before joining Nuherbs, he trained as a lawyer specializing in FDA law.
Kansas Achieves Licensing Law
Kansas Governor Sam Brownback signed House Bill 2615 into law on Friday, May 13, 2016. HB2615 includes provisions for the licensure of acupuncturists in the state of Kansas.
Increasing the Value of Spine Care: CMS Approves New Low Back Pain Registry
The Centers for Medicare and Medicaid Services has approved the Spine IQ Low Back Pain Registry as a qualified clinical data registry for the Physician Quality Reporting System (PQRS) in 2016.
Acupuncture Muscle Trigger Point and Oriental Medicine Sports Therapy
It is difficult to ascertain the internal condition of professional basketball player Lebron James during game one of the 2014 NBA finals, in which he developed debilitating muscle cramps that led to his premature removal from the game.
What's New in Phytonutrition: Mangifera Indica, "The King of Fruits"
One hundred percent pure Indian green mango fruit (mangifera indica), harvested at a special degree of ripeness for efficacy and taste, can now be concentrated as a phytonutrient nutraceutical powder.
Believe it or not, an estimated one-third of your patients have eaten some form of fast food within 24 hours of their appointment with you.
An Emerging Partnership Model
Maryland University of Integrative Health (MUIH) has educated integrative health and wellness practitioners for the last 40 years, originally as an acupuncture clinic and school. The institution's transformative, relationship-centered programs integrate traditional wisdom with contemporary science
A Long-Overdue Win for Oregon Medicaid Patients - and the Implications for Other States
Beginning July 1, 2016, Oregon Medicaid patients with spinal pain (cervical, thoracic, lumbar, pelvic) who are determined to be low risk based on a biopsychosocial assessment tool (STarT Back – Keele University) can receive four chiropractic visits per episode.
Introducing the Acupuncture Today Digital Edition
In response to the changing habits of our readers, Acupuncture Today will introduce a digital edition of the publication (in addition to our print edition) beginning with the August 2016 issue.
The Pertinent Negative
We all have to perform evaluations on patients. Most of us don't like doing it – exams take time, and worse it takes even more time after the evaluation to put together a narrative summary of the findings. Sometimes, this process becomes downright tedious.
An MD Who Understands the Opioid Epidemic
Doctors of chiropractic have an important role to play in ending the opioid epidemic and dealing with chronic pain by conservative means (see our top story in this issue) – but who's to blame for opioid dependence and abuse in the first place?
Three Tips to Help You Analyze the Acupuncture Case Studies of the NCCAOM Exam
Confirm the answer quickly by the elimination method. Case study:
After two treatments for back pain, a patient presents for a third
session complaining of rapid breathing and wheezing that is made worse
during cold weather.
Chronic Pain: Become Part of the Solution
I have lectured to more than 7,000 chiropractic physicians over the past five years regarding the chronic pain and opioid epidemic in this country.
How to Stay Sane During the Elections: Understanding Through the Lens of Chinese Medicine
In Chinese Medicine philosophy, everything consists of Yin and Yang. The law of polar opposites – one cannot exist without its opposite.
Tai Chi Documentary Premier
First Run Features recently announced the world theatrical premiere of Barry Strugatz's documentary The Professor: Tai Chi's Journey West, which premiered last month at the Laemmle Music Hall in Los Angeles.
Multivitamin Supplement May Reduce Breast Cancer Recurrence
There is a great deal of controversy regarding the value of multiple vitamin supplements in cancer prevention.
Beating the Odds: Interview With Para-Powerlifter Adeline Dumapong-Ancheta
Since October 2015, the FICS Foundation, the charitable organization affiliated with the International Federation of Sports Chiropractic (FICS), has been supporting disabled athletes internationally.
August, 2013, Vol. 13, Issue 08
The 7-Step Pricing Strategy for Holistic Programs
By Sharon Desjarlais, CC and Michele McGrew
In our last two columns, we walked you through the steps to create rich holistic programs and private retreats. Ready to take the leap? Fantastic! Now we can guess your next question ... "What in the world do I charge?!"
To set a fee for a single session, you probably checked out what other therapists were charging and then chose a similar rate. But when you offer high-end programs, you're no longer a follower. You're a leader. So those old price comparisons don't work. Instead, try our 7-step strategy for pricing your programs and retreats accurately and with ease.
Step #1: Discover Your Ripples of Impact
Ever wonder what your work is worth? Here's a hint: It doesn't matter which modalities you practice. Or how long it took you to master them. Or even how many certifications you have. The value isn't even what happens in session; it's what happens in your clients' lives as a result of your therapy.
To get a quick peek at your ripples of impact, imagine you're following your favorite client around for a day. Then ask yourself:
The more you trace the healing effects that are flowing through your client's life, the easier it is to uncover the true worth of your work. And to price your programs accordingly.
Step #2: Set a Powerful Positioning Price
Once you get a vivid picture of the impact your therapy has on your client's career, finances and relationships, it's time to set a "positioning price." That's the highest fee you could imagine charging for your particular program.
Notice we didn't say it's the highest fee you'd feel comfortable charging. Because this shouldn't feel comfortable yet. If it does, you're not stretching yourself enough. And you're not stretching your clients, either.
Money is a powerful tool for healing. Instead of holding your clients back so you can stay comfortable with your old fee structure, use your new fees to inspire clients to invest themselves more fully in their own healing process. Ultimately, this is about charging what your clients are worth. Here's an insider's tip: Full-day retreats can easily start at $1,000 to $2,000. And six-month healing programs often start at $4,000 to $6,000.
Step #3: Decide on a Fast-Action Savings
A fast-action savings is the reward you give clients when they make a quick, committed decision to work with you. The amount will vary depending on your positioning price. What won't vary is how long the fast-action savings is available: only 24 to 48 hours. Why so short? Because after 48 hours, old fears and habits kick in. So even if your client wants to invest in your program, their reptilian brain may cry "Run!"
But when you gift them with a juicy savings for taking fast action, you're also rewarding them for making a healthy change in their life. They will still have plenty of time to make a balanced decision. Yet not enough time to talk themselves out of investing in their health and well-being through your services.
Typically, in a program that's priced at about $1,000, a fast-action incentive should be at least $100. Any less and it doesn't feel rewarding enough to take immediate action. For a $4,000 program, a savings of $200 to $300 up to $1,000 could be right, depending on how motivated you are to enroll your first few clients.
And here's a bonus tip: Whatever you do, never call your fast-action savings a "discount." When you discount your services, you also discount yourself in the eyes of your clients.
Step #4: Determine the Deposit
For every program you offer, we recommend charging a non-refundable deposit that's 10% to 20% of the total investment. Why? Because of that old habit called fear we mentioned earlier. No matter how honorable your clients' intentions are, without a deposit they can back out of their commitment to themselves and to you at any time.
Charging a healthy deposit is a healing tool in more ways than one. We've seen it happen time and again. A client pays the deposit and suddenly all kinds of healing starts to happen. It's as if their commitment sends a message to their body that they are ready to make a change. And there's nothing more beautiful than a committed client taking responsibility for their own healing with you as the guide.
Step #5: Break Out the Payment Plan
To make it even easier for clients to say "yes" to your program, we recommend offering two payment options: full-pay and a flexible payment plan. The full-pay plan is actually completed in two steps: First, you get a non-refundable deposit to hold your client's space in the program. Then you set a date before the program begins when the balance is due.
For clients who prefer to pay over time, try our handy Payment-Plan Formula:
The payment plan service charge should be generous enough to cover the extra time it takes you to manage the continual billing. And healthy enough to get your clients to seriously consider your full-pay option. And finally, make sure all the payments are finished before your program ends. This allows you to wrap up the experience on a high note with everything complete.
Step #6: Decide on a Full-Pay Bonus
In addition to giving full-pay clients a financial incentive, reward them even more by offering other bonuses. This can be anything from an extra private session to a hand-selected floral essence, a custom-blended essential oil or a special meditation audio they can download or get on CD.
There's no limit to the variety of bonus incentives you can offer clients who pay in full. But, you will want to limit the number of bonuses. Offering too many can feel desperate and out of balance. Instead, choose a few that you know are beneficial and exciting for your clients to receive.
Step #7: Get Set to Accept Credit Cards
Whew, you're almost finished! This last step of our 7-step pricing strategy is all about making it easier for people to invest with you. Because once you're charging higher rates, your clients are going to want to pay by credit card. So, you need to be ready to accept them.
A PayPal business account is a fine first step, but it's not a smart choice in the long run. It's not considered as professional as processing a credit card through your own merchant account. So when you're ready to add more streams of income to your practice, you'll be set to accept even healthier fees.
Click here for more information about Sharon Desjarlais, CC.
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