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The Most Important Vitamin You've Never Heard Of: K2
Imagine if one in every three patients who walked through your door was afflicted with a debilitating, yet completely preventable and treatable disease.
The Drug Epidemic: Are You Guilty, Too?
Attention-deficit / hyperactivity disorder (ADHD) has become epidemic among children in the United States. According to the Centers for Disease Control and Prevention (CDC), the percentage of school-aged children diagnosed with ADHD has grown from 7.8 percent in 2003 to 11.0 percent in 2011.
We Get Letters & Email
Our Medicare Challenges Aren't an Education Issue; Passion to Succeed: More Pivotal Than GPA?
Putting POLITE Into Practice
First came the acronym RICE (Rest, Ice, Compression, Elevation), which eventually became PRICE (Protect, Rest, Ice, Compression, Elevation). Then in 2015, we started hearing POLICE (Protect, Optimal Loading, Ice, Compression, Elevation).
Dealing with a Pain in the Butt
The patient came into my office with the classic antalgic stoop. She was bent over almost to ninety degrees, leaning on her husband for support and staggering to walk. She had been under supportive care for a long time, but this new pain scared her.
Physical Examination in an Evidence-Based World
I have always had a fascination with physical examination procedures, particularly orthopedic tests. The origin of my fascination began just after graduation when I began the chiropractic orthopedics program.
Case Study: 2-Year-Old Suffering From Urinary Reflux
A19-month-old female child presented to my office for treatment. Her mother reported the child had been diagnosed with urinary reflux and associated urinary tract infections, recurrent bouts of otitis media and inability to sleep.
HVLA Technique: Addressing Myths
In the annals of chiropractic history and literature, and in the imagination of the public, there is one manual adjusting technique that can produce a wide range of responses, both from patients and casual observers.
University of Bridgeport Acupuncture Students Make Rounds at Sisters of Notre Dame
Nuns are not stereotypical acupuncture patients, Dr. Jennifer Brett acknowledges with a laugh. But then again, acupuncture has gone mainstream, just like cappuccinos and recycling. "It's changed a lot from the '70s and '80s," said Brett.
NBCE Fumbles Computerized Testing Process
Imagine being a student again, about to take one of the four tests required to become a doctor of chiropractic. You've studied almost nonstop for the past few weeks. You can feel your anxiety level rise as you sit down in front of the computer screen.
Why We Need to Fix the Mechanoreceptors (Part 2)
The muscle spindle, a particular type of mechanoreceptor, is located deep within the muscle belly, encapsulated in fascia made up of intrafusal fibers, all within the extrafusal muscle fibers.
CE Regulations Are Hurting Chiropractic
During my 35 years in the chiropractic profession, I have been forced to attend available continuing-education programs that were occasionally incredibly beneficial, but frequently not worth my time.
Patience vs. Patients
How long have you been in practice? I began my journey more than 20 years ago and opened my first acupuncture clinic in 2008. Just like you, I've learned a lot over the years. Recently, I sat in an interview and was asked what made me successful.
The Lung Official
The Lung is known as the "Official Who Receives the Pure Chi From the Heavens." The act of breathing in, known as inspiration, brings oxygen into the body from the atmosphere. Each exhalation or expiration removes and releases carbon dioxide, a waste product of the body, into the atmosphere.
Comparing Costs of Care: DCs, MDs or PTs - Who Costs More?
In a health care era where evidence is increasingly the benchmark for insurance coverage, patient care and even cultural authority, we get plenty of it courtesy of a retrospective cost analysis spanning 10 years, more than 660,000 "covered lives" and nearly 7.5 million claims from Blue Cross Blue Shield of North Carolina.
News in Brief
F4CP MEmbership Milestone Reached; ICA Challenging New California Vaccine Law; TCC Names New President; New Provost at UWS.
Acupuncture Earns BLS Unique Code
The United States Bureau of Labor Statistics recently announced that acupuncturists will have their own unique occupational code in the 2018 BLS Handbook. The new Standard Occupational Code (SOC) is 29-1291, will be included in the next edition of the BLS Occupational Handbook, which will be published in 2018.
Concerns Regarding CDC Guidelines for Pain Management
In response to the epidemic rates of opioid and heroin addiction, the Centers for Disease Control and Prevention (CDC) set new guidelines for physicians regarding treatment for pain.
Forward Head Carriage and the Feet: What's the Connection? (Pt. 2)
Clinical evaluation of standing posture using relatively low-tech tools has been confirmed as valid and reliable by several studies. The original device used to evaluate posture was the plumb line, which served as a reference line for the effects of gravity on body alignment.
Sacroiliac Joint Fusion: Where's the Wisdom?
We should be very skeptical of the purportedly less invasive version of the already defrocked sacroiliac fusion surgery, "minimally invasive" sacroiliac joint fusion; and concerned this procedure simply represents the device manufacturer's attempt to find yet another new market.
Letter to the Editor
On December 7, 1999, the U.S. FDA reclassified the status of acupuncture needles from class III (investigative devices subject to investigative device exemptions...) to class II (special controls).
Infertility: Managing Irregular Menses
Infertility is an area where Chinese medicine is particularly helpful. In the main, in women below the age of 38 without organic disturbance, the success rate using TCM (Traditional Chinese Medicine) should exceed 85%.
Six Things Every Chiropractor Should Know About Opioids
An increase in addictions and deaths due to opioids has raised significant concern and media attention. We offer this brief overview on this important public health problem for the practicing chiropractor.
Turning One Session Into Many
Amy Lewis is a craniosacral therapist whose modality is deep and delicious, but difficult to describe. She was just putting the finishing touches on a new 6-month program that combined cranial work with holistic coaching when she got stuck and called me. "Why would anyone sign up for a program if they don't even get what I do?" she asked. Sound familiar? If you offer any type of transformational modality in programs or packages, you've probably wondered the same thing.
It's different if you do straight massage because most people understand what that is. But let's say you practice light-touch or subtle-energy work that's challenging to explain. Or maybe you blend several different modalities in the same treatment session. In those cases, it can help to let a potential client test drive your therapy. So it's easier for her to say "Yes" to a longer package or program.
That said, don't make the mistake of suggesting that your prospect "try a session and see what you think." That puts her in the uncomfortable position of trying to figure out how working with you over a longer timeframe will affect her health and well-being. And as wise as her inner wisdom might be, when your client is in pain, stress or dysfunction, she usually won't have access to that still, small voice within.
Instead, offer her a special kind of package that's designed to bridge the gap between an initial session and a longer program. I call it an Evaluation Package. It's a two-part experience that when used correctly, turns one session into many.
The Evaluation Package
Your Evaluation Package should include both of these components:
One of the many things that make this introductory package so effective is its use of preframing. A concept originally derived from the fields of psychology and Neurolinguistic Programming, preframing lets your client know in advance what's going to happen next — and what she should take it to mean.
By preframing the package as an opportunity for your client to check out your work, she won't expect all her issues to be resolved in a single session. And by automatically including that follow-up conversation in the package, she won't only be prepared for your recommendations; she will look forward to them. Which gives you the added benefit of sharing your expert opinion in a way that's comfortable for you, rather than feeling rushed to book the next session the moment your client climbs off your table.
Another important time to use the tool of preframing is right after the hands-on session. Reassure your client that even if she feels different than she thought she would after the treatment, that's her unique healing mechanism in action. This way if she feels worse for a time rather than better, which can happen with modalities like craniosacral therapy, she'll understand that simply means the process is working. And she won't assume the worst.
There are a few other key factors to consider when you offer an Evaluation Package. First, you need to get that follow-up phone consult on the calendar at the same time your client books the hands-on session. Why? Because the phone consult should take place no more than three days after the therapy session. That way your client's observations and enthusiasm are still fresh in her mind.
Then when you do get your client on the phone for the follow-up consult, be sure to give her plenty of space to talk about what she discovered. A lot of insights probably popped into her mind between the hands-on session and the phone consult. When you give her room to explore them all, she'll begin to see everything that occurred as part of her healing journey. And that alone is a generous holistic gift you're giving her.
At the end, unless you think your client would fare better with a different therapist (or you prefer not to work with her for any other reason), offer her the highest-level of commitment you honestly believe would benefit her. In your heart of hearts, if you believe she'd do best with your 3-month program, offer her that. Even if it feels like a stretch for you.
This is important. If you resist giving her the opportunity to invest deeply in herself because you're not comfortable offering a program that's priced higher than a session or a package, you're letting your insecurity about money stand in the way of your clients' transformation. And the fact that you're in natural healthcare to begin with tells me you've got way too much integrity for that.
If your client still can't make the leap into a program? You can always offer a series of three to six sessions that need to be used by a certain date. This gives her healing process a healthy jumpstart. And it gives you the peace of mind of earning more income up front.
Now even though an Evaluation Package is designed to give your client a taste of your work, it's not meant to be a tiny spoonful. In fact, you want it to be over the top. That way you can both sink into the experience. So don't be shy about offering a session that's 75- to 90-minutes long. And to make your Evaluation Package even more compelling, give it a special name. For the best response, choose one that represents the essence of what your clients want most from your work together.
Another one of my clients, Kerry, shifted her business from hands-on therapy to teaching people how to turn their natural intuitive gifts into a superpower. Her Evaluation Package is called the Psychic Illumination Package. How intriguing is that? Another client named her package Rewriting Your Destiny. Notice how both of those titles allude to a big benefit?
And finally, consider pricing your Evaluation Package between $125 and $175. You can always increase the investment as you enroll more people. Kerry charges $250 for her Psychic Illumination Package. And she gets it. Yet these packages are less about generating immediate income than they are about identifying clients who are perfect for your longer programs. That's why an Evaluation Package should eventually be the first step you offer every new client. Think of it as a lovely first date. And enjoy the spaciousness of it. It should feel as good to you as it does to your client.
Once Amy started offering her Evaluation Package, almost all of her clients stepped into either a 6-session series or a 6-month program. And the impact on her life was impressive. She said, "My first year, I not only doubled my income. I went from 50 clients to 20 clients!" As it turns out, making twice as much money with less than half the effort is a healthy outcome for everyone.