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Forgotten Options for Musculoskeletal Health
Challenges with musculoskeletal health are of tremendous concern for many people today.
Billing and Coding for Moxibustion
Q: I am trying to locate a code for cupping and moxibustion, and have had various fellow acupuncturists indicate that they bill using the existing codes for heat, 97010 hot packs or 97026 infra-red for moxa and 97016 vasopneumatic device for cupping.
RAND Study Recruiting DCs
Dr. Ian Coulter, RAND / Samueli chair for integrative medicine and senior health policy researcher for the RAND Corporation, has issued a call for participation, recruiting doctors of chiropractic for a practice-based research study that will examine "the impact of evidence, outcomes, costs and patient preferences on the choice of treatment for chronic low back pain and neck pain."
How to Humanize Your Content to Create Stronger Relationships
Content marketing is about building relationships, whether that is through updates on social media, offers on your website, blog posts, email campaigns, or even printed material. Now days a business needs to make a human connection.
East Meets West
Gung Hay Fat Choi. Welcome to the year of the Monkey. There will be fireworks for both January and February this year. What great celebrations.
Taking Another Step Toward a Secure Future
In 2008, the Council on Chiropractic Guidelines and Practice Parameters (CCGPP) released a literature review on chiropractic care for low back disorders.
Enhancing Performance in Cross-Fit Athletes
Cross-fitness centers are expanding in number and increasing in popularity. To remain relevant to this growing portion of society, practitioners need to learn about the exercises and injuries common to this group.
Integrative Medicine Can Shape the Profession
As the AOM profession struggles to define the role of "integrative" medicine within their practices their schools and organizations, students, faculty, alumni and administrators at schools wrestle with discussions of how much, where, how, and what to "integrate."
Do Doctors Lie to Patients? (Do You Lie to Yours?)
In a previous column ["When Patients Lie (Bribe or Flatter)," Oct. 1, 2015], I discussed the issue of patients lying to doctors, and the many reasons why this can occur.
Diet, Nutrition and the Context of Risk (Part 1)
Food and supplement safety is a topic that often comes up when I speak to chiropractors for CE relicensing, even when it is not the advertised subject.
Is There a Neurological Basis and Correction for Macular Degeneration?
Macular degeneration, aka AMD (age-related macular degeneration), is a common eye disease and a leading cause of blindness in people age 50 years and older, according to the National Institutes of Health National Eye Institute.
Percussion Therapy: An Experiment
My study of qi began more than 20 years ago — long before my study of TCM, points or pathways. It all started with an awareness in my hands and physical manifestations in the way of blockages while working on clients.
From Antiquity to Modernity: Huang Qin Tang at Yale Medical School, Part 1
Traditional Chinese medicine is a coherent medical system with several unique characteristics: it originated almost 3,000 years ago; in its area of origin, it has been practiced without interruption since its inception.
Treating Pain: The Hypermobile Coccyx
When I write about the coccyx, I recognize that I am talking about a relatively small subset of patients. When I write for Dynamic Chiropractic, I am trying to reach 60,000 chiropractors.
The Roots of Insomnia
One of the most common clinical presentations is insomnia. Next to digestive disorders, sleep disorders are one of the most common complaints the clinician will encounter in daily practice.
Window of the Sky Points
The acupuncture points known as Window of the Sky are a modern creation. There is no reference in Chinese medical texts for an acupuncture point category called Window of the Sky.
Interprofessionalism: What it Means and Why You Should Care
Interprofessionalism in education and in practice is a growing trend across health care in the United States. The idea that team-based care and collaborative practice can improve health care has been around more than 50 years.
Chiropractic Around the World: WFC Country Reports December 2015
The following country updates are reprinted with permission from the December 2015 World Federation of Chiropractic (WFC) Quarterly World Report. Information is excepted for space and edited to DC-specific style guidelines.
Asking the Insurance Rep the Right Questions
One of the first or last questions a potential patient often asks is: "Do you take insurance?" An ill-informed or optimistic, "yes" can result in delayed or non-payment. Instead, just say: "Let me check if you are eligible first."
The MRI: What to Do With the Results
As I wrote in my previous article on this topic, it is my goal for you, the doctor, to be an expert in interpreting MRI images yourself; and to be able to independently make decisions based upon a combination of clinical presentations and findings, followed by the MRI images.
Lab Rats (Roaming the Streets)
The title of this article is an accurate description of American consumers (regardless of age) in the modern era.
Ethics: The Glue That Holds Us Together
Kudos to the National Certification Commission for Acupuncture and Oriental Medicine (NCCAOM) for creating a code of ethics for the nationwide profession and for deciding to make courses in ethics a requirement for certification renewal.
Changing the Cultural View of Medicine
Many hospitals in the U.S. are incorporating integrative clinics that include Traditional Chinese Medicine. Cleveland Clinic has led the charge for adding a traditional Chinese herbal medicine clinic to their existing acupuncture program.
The Clinical Versatility of Milk Thistle (Part 2)
Evidence is growing that the silymarin complex of flavonolignans from milk thistle can impact serum ferritin and iron overload in various clinical circumstances.
April, 2014, Vol. 14, Issue 04
Understanding How to Turn Consults Into Clients
By Sharon Desjarlais, CC and Michele McGrew
Have you ever met someone you knew you could help, but you held back from offering your therapy because it felt awkward or "salesy"? We get it. As a big-hearted healer, you probably cringe at the idea of selling your services.And that can make conversations with potential clients uncomfortable. Or worse, you might not have them at all.
The problem is, when you hold back, you also miss out on the positive impact — and the generous income — that are natural byproducts of your healing gifts. And the person you could have helped stays stuck in pain and frustration. Now, imagine you had an easy way to invite potential clients to work with you that allowed you to stay focused on service rather than sales. Here's one that's generous, authentic and actually feels good to offer: It's called a Breakthrough Session and is a complimentary phone consult you give as a healing gift to potential clients.
Don't be fooled here. We're not talking about your garden-variety phone consult, where someone calls and asks questions like, "What do you charge?" And you stammer out an answer. A Breakthrough Session is a 6-step business strategy you can use again and again to convert potential clients into paying clients. It's the key to filling your practice with clients you LOVE, without feeling like a used car salesman.
When you begin these conversations by allowing your potential client — we'll call her a guest — to give voice to her most pressing problems or pain, you act as a witness to her journey. And, according to author and intuitive Carolyn Myss, that's the most profound gift you can give another human being.
So, give your guest space to explore her pain and how it's impacting other areas of her life, like her children, her marriage or her career. Be willing to go deep, asking with light-hearted curiosity and compassion, "What is this really costing you?" Then hold a therapeutic presence as she follows the ripple effects of what her pain is costing her into every area of her life. This may even be the first time she's ever made this connection, so it can be an eye-opener.
Once your guest shares her feelings about the pain or the problem she's facing, take a moment to reflect that back to her in her own words. Resist the urge to put your own spin on things. This allows her to feel fully seen by you and it helps you feel certain that you understand where she's coming from. What's more, when people believe you understand their pain, they subconsciously credit you with the solution. And that alone puts you in a powerful position to be the healer she hires to help.
Create a Clear Picture
Of course, as a compassionate healer, the last thing you want to do is leave your guest in a state of pain and hopelessness. Now, you want to ignite her imagination by helping her paint a picture of what she wants her life to look like and feel like on the other side of her pain.
Try one of our favorite questions: "If I could wave a magic wand and your [pain, problem, challenge] was gone in an instant, what would your life look like then?" Then give your guest time to talk about all those activities she'd love to do that she can't do now. Does she miss gardening? Morning yoga classes? Lifting her grandkids onto her lap? Remember, your help represents more than pain relief. It improves her whole life.
As always, invite her to connect her vision to how she'll feel when she's there. Then, just as you did with her pain, reflect that back to her in her own words, staying focused on the big payoff that's possible when she's feeling vibrant and well.
Ask The Magic Questions
Once you've witnessed your guest's pain and held the space for her desire to unfold, ask her these two magic questions: "How were you hoping I could help you with this?" And, "On a scale from 1 to 10, how important is it for you to solve this?" They instantly create a bridge between your guest's problems and your expert help.
By asking her how she's hoping you can help, you're able to relate your services directly to her needs, so she instantly understands the value of what you offer. And the second question allows her to see how important her health and well-being really are, so she can finally make a decision to change.
Give Your Guest Hope
Of course, it's impossible to guarantee that anyone's life will change with your help, because every client responds in a unique way. What you can do is share stories about other clients with similar issues who have had successful therapeutic outcomes. When you do that, you bring to life what your guest believes is possible when she says yes to your services. And by engaging her mind in reaching a solution, the healing has already begun.
So feel free to demonstrate your expertise by sharing one or two of your favorite client-success stories. Be sure to include the results your clients experienced and how those results impacted other areas of their lives as well.
The "Aha" Moment
At this point in the Breakthrough Session, you've witnessed your guest's pain, you've elevated her into a higher vision of what's possible on the other side of that pain, you've helped her make her health a priority and you've given her hope that something better is possible. Now, to help her embody the value you offer, this is the perfect time to ask her what breakthroughs or "aha's" she experienced in the course of your conversation. You may hear things like, "I had no idea this was affecting my job so much." Or, "I just thought I had to live with this pain. I didn't think it was possible to move past it."
Whatever your guest comes back with, simply receive it. Then lead her to the next step with this simple transition question: "If I could help you go even further with this to powerfully move from where you are now to where you want to be, is that something you'd like to hear about?"
Offer a Solution
If your guest is someone you know you can help and you truly want to work with, it's time to offer her your therapy. But here's the key: People don't care about what you do, they care about how you can help them. So, when you're talking about your work, stay focused on the benefits, not on your process or modality.
Once you've shared a few possible outcomes your guest might enjoy when she makes the decision to work with you, ask her if she'd like to hear the investment. (Notice we didn't say price, fee or cost. That's because people naturally expect an investment to have a healthy payoff.)
Finally, share your investment with confidence. Then STOP TALKING. Let the value of your therapy resonate with your guest. Give her time to stretch into the improvements you're offering. Then get ready to schedule her first hands-on session. This is the moment your potential client becomes a paying client. And you become richly rewarded for doing the healing work you love.
Click here for more information about Sharon Desjarlais, CC.
Click here for more information about Michele McGrew.
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