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Treatment Frequency for a Successful Practice

Brad Whisnant, DAOM, Teacher of Master Tung Courses and Practice Management Expert

Brad sees over 100 patients a week in his private practice in Oregon. He teaches Master Tung and Dr. Tan style acupuncture around the world and through his online courses. He’s trained in multiple countries and treated over 70,000 patients in his career. He also teaches a popular, no-nonsense Practice Management Course to help acupuncturists quickly get more patients. Visit his site at http://www.BradWhisnantSeminars.com to learn more.

1. What is the ideal treatment frequency/course of treatment for your patients?

First off there’s no “one size fits all” and each person needs a unique plan. But that being said, we need to get away from this magical, mystical “healing-in-one-visit” fable. It’s not true. Sure, it happens in one out of 60 or 70 patients. But even with seeing 25-35 people a day, it might happen one to two times  a week in my clinic.

So where does that leave us? In eye acupuncture we treat two times a day. I merely ask people, “How quickly do you want to get better?” It’s much like working out at gym. If you work out more you will lose weight quicker.

For me, I like “three by three by three,” then we have a sit-down meeting. What does that mean? I want to see the patients three times a week, for three weeks, and herbs for three weeks. And when people say, “That’s too much money or time or whatever”  then I’m very honest with them and say, “Then you are not a good candidate for acupuncture at my clinic.”

You have to be honest with your patients and then also be completely okay that your vision of health or acupuncture may not work for the patient. That’s okay; you can’t be all things to all people.

I do allow people to come one at a time, of course. I serve my patients; they don’t serve me. But I always tell them, acupuncture isn’t magic and one to four or fewer treatments? It’s probably a waste of time and money. I tell them I’d rather not see them until they are ready to commit to six to nine treatments.

2. Do most patients listen to you and come in as often as you tell them to? How do you convince them to return for an entire course of treatment?

I don’t convince them to come in. I merely state what it will take to help them based on my experience and they come in or they do the treatment. I would  say most people want a medical suggestion or a medical plan. They appreciate my honesty. I just had a woman today that has a crazy difficult medical history. I told her I had no idea what to do and not to come back until we could do a “test” of six treatments. If after six treatments there was NO change? Then I would not treat her anymore. But if things changed after 6 treatments it would be very easy for me to tell what would happen. It’s “okay” not to know the medical answer. Just tell them what your best guess is, be honest about your “guess” and go from there.

3. Why do you feel that this pattern of treatment or treatment frequency is important or better than other options?

I don’t know. I know what works for me. I can’t speak for others and what others say and do. I’m sure there are other people much better than I or different than I doing completely different things. That’s great. That’s the beauty of our medicine, that ability to be unique.

4. Do you think the frequency or pattern of patient treatments has played an important role in the overall success of your practice?

I think most patients know it won’t be a quick fix. They just need a plan, a direction, a straight-up answer. This is where you are, this is what we will do, this is what should happen, and this what it will look like. You ready to heal?  Let’s do this.

I make sure every patient leaves my clinic with a medical plan, regardless of short term, quick fix, one time, four month plan, three month plan, nine treatments, cash, insurance, herbs, acupuncture, etc. I don’t care, every single patient leaves my clinic with a medical plan.  I ask them, “What do you want to achieve?” and then I draw up a plan from one treatment to 100 treatments of what my best medical guess is.

And anybody that says they know what will happen is a 100% liar! You don’t know what will happen. You don’t. We have a feeling  based on experience or our medical past, but we don’t know the future.

5. Anything else you’d like to add?

It pains me to see most acupuncturists treat only one, two or three times and then say, or post on Facebook, “Nothing is working, what am I doing wrong, I need to refer out, I don’t know what to do.”

Stop it! It’s okay, this is medicine, not magic. It takes time. Most of these patients have been sick for years! Maybe even decades! It’s okay if you don’t fix everything in three visits.

Most acupuncturists are afraid to say, “Look, you have 20-30 issues going on, and you have had most of this stuff for five to 15 years, you have had three failed surgeries, you’re on 20 medications, and you are having a lot of issues. It will take acupuncture 40 visits to fix your issues, with diet and lifestyle changes and herbs, and this is what it looks like. I do medicine, not magic.”

Being that upfront can be challenging and scary because your patient might just say screw it and walk out. But they rarely do. They want to get better. They want a solution. They want to end their suffering. Most patients get more frustrated with lack of direction from their practitioner than anything else.

Be upfront, be honest, give it your best guess, and under-promise and over-deliver. You think you can fix an issue in 10 visits? Okay, tell them it will take 18 visits. Then when you fix it in five visits, you’re a hero, and the patient loves you. Versus, your treat one time, then one time, then one time, then one time and, “WOW? It took five times to fix  me? That was long.”

I don’t know why acupuncturists can’t tell people what it will take. But this, “Do you want to come back, maybe, possibly?” won’t accomplish anything. Just say, “This is what it will take,” and design a plan of treatment. Then allow the patient to accept it or reject it. Either way, you present your best idea and go from there.

You are amazing. You are the expert. People are begging you to be healed; they are asking you to help them. A patient doesn’t walk in off the street unless they want treatment. Come on, get serious, get medical, get real, get honest.

I just had a blind patient, she can see now in 20 treatments. You think one treatment would have fixed that? You think, “Oh sure, whatever, come back if you want,” would have fixed that? No. I told her, “Do not start treatment unless you will let me treat you two times a day over two weeks.”  She was able to see on the seventh visit.

Good luck to you. You can and should be successful in any way you envision that.

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Michelle McGlade, L.Ac., Business Strategist and Founder of the Making the Maven Podcast:

Michelle helps wellness experts navigate the basics of online entrepreneurship and reconnect to their self-worth and confidence. Her unique skill set combines 15 years in sales and marketing, a Master’s Degree in Business Management, her entrepreneurial journey as a Licensed Acupuncturist, founding a holistic health clinic, and online business maven to produce quick and lasting results for her clients. She is the biz savvy healer for healers. Check out her weekly podcast for FREE strategies to grow your acupuncture practice.

1. What’s the ideal treatment frequency/course of treatment for patients?

The ideal treatment for any patient is the one that gets results. Meaning, there is not a one size fits all and it is up to the practitioner to provide a treatment plan that aligns to the condition and outcome desired.In my clinical experience, I did find {for most patients} that seeing them for three treatments in the first 10 days accelerated outcomes and improved compliance.

2. Did most patients listen to you and come in as often as you told them to? How did you convince them to return for an entire course of treatment? 

Not at first. This was a direct result of my lack of confidence as a practitioner when first starting out. As my confidence grew, so did my patient compliance.It didn’t take any convincing… it took confidence, presenting a clear course of treatment, checking in with the patient to restate where we were at in the treatment plan, what results to expect at each stage and holding them accountable to their role in their health and the outcome they desired.

3. Why do you feel that this pattern of treatment or treatment frequency is important or better than other options?

I believe you need to find what works for you as a practitioner. The three visits within 10 days fit my treatment style and in my clinical experience had shown results for 99% of my patients.Using this approach allowed the patient to begin to experience positive outcomes with acupuncture almost immediately and therefore improved their compliance. It also shortened the overall treatment time.

4. Do you think the frequency or pattern of patient treatments played an important role in the overall success of your practice?

Not directly. I believe producing results for my patients, creating open communication with my patients about their treatment plan and presenting with confidence were primary drivers.I found how to do this by structuring my treatment pattern to support me.

5. Anything else you’d like to add?

Patients come to see you for results. If they believe you can deliver the result they desire, compliance will increase. And price will be irrelevant.I see too many practitioners spreading out treatments week by week due to concern of asking the patient to come in too often – worried about the monetary investment.Instead, I encourage you to find a treatment pattern that will shorten the timeline towards results.

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AJ Adamczyk, L.Ac., Host and Founder of the Acupuncturist on Fire Podcast:

AJ Adamczyk is a licensed acupuncturist in New Jersey, specializing in sports neuro-functional acupuncture. AJ will be launching a book and teaching series in late 2017 featuring his modern neuro/e-stim approach. He’s the host of the Acupuncturist on Fire podcast which inspires acupuncturists to be the best acupuncturist you can be.

1. What is the ideal treatment frequency/course of treatment for your patients?

I only treat sports injuries and general pain cases everything is based off functional screening and basic assessments. typically I will recommend anywhere from 4-6 treatments for acute phase which will be 2 times a week for the first 2-3 weeks. Then assess and screen again at that point. If its a chronic pain management case Im honest right from the start would you rather take pills or mange you issue all natural with acupuncture. its that simple.

2. Do most patients listen to you and come in as often as you tell them to? How do you convince them to return for an entire course of treatment?

I am honest with a patient if I can’t get them out of pain within 4-6 sessions ill sit down and discuss options. If i feel this is a more chronic I’ll tell them this isn’t going to be quick or magical. Their body has been like this for a long time its going to take time to make change. Ill be honest I still get my one and done I make no change and people leave, its a shame but its what we have to deal with.

3. Why do you feel that this pattern of treatment or treatment frequency is important or better than other options?

Setting a treatment plan is very important, expectations are set form the start etc.

4. Do you think the frequency or pattern of patient treatments has played an important role in the overall success of your practice?

I think its more my understanding of what’s going on with the patient and needling skills, but I have studied with a few of the top sports medical acupuncturist in the world and along with the leading pain management guys in our field. I have taken a lot of advice and working knowledge (experience) from these guys and made my protocols and treatment plans. They work quick and simple.

5. Anything else you’d like to add?

I feel treatment plans and frequencies are most likely going be based on the complaint. So someone like myself who only does pain is more likely to have shorter treatment plans than someone who treats womens’ issues, IVF or internal issues treatment plans.

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Katie Altneu, L.Ac., Founder of AcuProsper:

Knowing how to adequately dose our medicine is an absolute necessity for success. You’ve probably heard someone say “I tried acupuncture once, it didn’t work.” Ack, it makes me want to holler, “Who was your acupuncturist that let you come in only once?!” That acupuncturist did a huge disservice to that patient who very likely could have been helped by our medicine, as well as did a disservice to our profession.

The other very important factor aside from adequate and effective dosage is knowing how to communicate about our medicine well and an ability to build trust, credibility, and connection with patients – I think these are the most important factors for the success of my practice. And part of this is because it results in people gladly coming in as frequently as I recommend based on their condition and pattern and progress.

Stay tuned to hear from five more successful acupuncturists in Part 2 later this week 🙂

How often do you treat your patients? What kinds of results do you see? Let us know in the comments. I’d love to hear from you!

Awesome cover photo from HauteChocolate.ca