WELCOME BACK EVERYONE! TODAY IS PART 2 OF THE “TREATMENT FREQUENCY FOR A SUCCESSFUL ACUPUNCTURE PRACTICE” SERIES.

If you missed the Part 1, the goal of this series of articles is to survey a group of successful acupuncturists and pick their brains. I’m asking them how often they treat their patients and whether they think treatment frequency has played a role in the success of their clinics.

These questions were inspired by my previous interview with Brad Whisnant, DAOM. Brad runs a practice in Oregon where he sees 100-120 patients a week, and I had so many questions about how he created such a busy practice.

One comment from Brad that got a ton of feedback was that:

TREATMENT FREQUENCY IS MORE IMPORTANT TO A PATIENT’S IMPROVEMENT THAN TCM DIAGNOSIS OR POINT SELECTION.

And so this two-part article was born! Again, if you missed Part 1, definitely go check it out. I interviewed Brad Whisnant, Katie Altneu of AcuProsper, AJ Adamcyzk of the Acupuncturist on Fire podcast, Michelle McGlade of the Making the Maven podcast, and Maring Higa of the Messy Middle podcast. (So many podcaster acupuncturists, by the way! Hope you’re giving them a listen.)

Today I have 5 more experts for you! Let’s get rolling.

FIRST I’LL INTRODUCE EACH ACUPUNCTURIST, AND THEN ASK THEM THE SAME FOUR QUESTIONS:

1. What is the ideal treatment frequency/course of treatment for your patients?
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?
3. Why do you feel that this pattern of treatment or treatment frequency is important or better than other options?
4. Do you think the frequency or pattern of patient treatments has played an important role in the overall success of your practice?

Want an easy, quick reference with the summarized answers of all 10 acupuncturists? Download the free quick reference guide:

LORNE BROWN, DR. TCM, FOUNDER OF PRODSEMINARS.NET (CONTINUING EDUCATION FOR ACUPUNCTURISTS ONLINE)

Dr. Lorne Brown, B.Sc., CA, Dr.TCM, FABORM, CHt, received his Doctor of Traditional Chinese Medicine from Vancouver’s International College of Traditional Chinese Medicine after a career as a Chartered Professional Accountant (CPA). He has leveraged his business expertise and passion for TCM in creating Acubalance, a highly-successful fertility practice, pioneering online continuing education through creating Pro D Seminars and Medigogy.com, as well as running the Integrative Fertility Symposium and writing his book, Missing the Point: Why Acupuncturists Fail and what they Need to Know to Succeed.

WHAT IS THE IDEAL TREATMENT FREQUENCY/COURSE OF TREATMENT FOR YOUR PATIENTS?

It depends on many factors including condition, patient expectation for results (how fast), and if they are incorporating herbs, lifestyle and diet as part for the treatment plan.

For me personally, for gynecological conditions I recommend 2x/week for 6 weeks then reassess to decide if we should stay at 2x/week or possibly to only 1x/week.

For pain, 2-3 times per week in the first 2 weeks and then reassess.

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?

Yes, most follow my recommended treatment plan. I do not convince them but I do I educate them on what has worked for my patients with similar health issues and research if it exists. I am of the thought process that they come for a solution and not acupuncture. So I suggest what I know has worked for me or my mentors which often includes herbal, lifestyle and dietary changes, stress reduction techniques and acupuncture 1-3 times per week.

WHY DO YOU FEEL THAT THIS PATTERN OF TREATMENT OR TREATMENT FREQUENCY IS IMPORTANT OR BETTER THAN OTHER OPTIONS?

Acupuncture is dosage dependent. It can have a compound effect, similar to studying for an exam or training for race. You will get better results if you study or train 2-3 times per week than if you only do so once or less per week.

DO YOU THINK THE FREQUENCY OR PATTERN OF PATIENT TREATMENTS HAS PLAYED AN IMPORTANT ROLE IN THE OVERALL SUCCESS OF YOUR PRACTICE?

I think the frequency of acupuncture treatments twice per week helps with the results I see in clinic and this in turn increases referrals to my practice.

ANYTHING ELSE YOU’D LIKE TO ADD?

I suggest to my patients what get them the quickest and best results and I choose not to manage their time and wallets. I leave that for them to decide once they receive my recommendations.

HEIDI BROCKMYRE, L.AC., ONLINE ENTREPRENEUR AND FOUNDER OF THE PROSPERITY AND FREEDOM SUMMIT FOR ACUPUNCTURISTS

Heidi has built a successful local and online business and helped hundreds of women around the world. Now Heidi wants to help other wellness practitioners create the business of their dreams, using their knowledge and expertise. Heidi will soon be launching her e-course to teach acupuncturists and holistic practitioners how to thrive in their local practices and online. To be among the first to hear about the launch, sign up here. Learn more about Heidi’s work at HeidiBrockmyre.com

WHAT’S THE IDEAL TREATMENT FREQUENCY/COURSE OF TREATMENT FOR PATIENTS?

It depends on what they come in for. An acute condition may require multiple treatments in a week, possibly back to back. In that case, a discussion should be had about what led to the acute condition so that a follow up program can be designed to prevent relapse.

As a fertility specialist, I tell patients I need to see them on a weekly basis, sometimes twice weekly if their condition is more severe or if they have a quickly approaching fertility procedure to prepare for. I tell them that we need to treat each phase of the cycle, and treat consistently and frequently to make progress. Less than that will slow down their progress and won’t make the most of the money they’re investing. Fertility patients are motivated so they are almost always compliant. Once pregnant, I see them twice weekly during the first trimester, especially if there’s a history of miscarriage and/or they conceived with IVF. I’ve found this protocol to be the most effective at sustaining healthy pregnancies. Again, these patients are happy to be compliant with my recommendations.

I set the expectation that on average it takes 3-6 months to see results given that it takes 3 months for woman’s egg to mature (and 70-90 days for sperm to mature if the male partner is being treated). I tell them not everyone falls in this window obviously, but this is most common. If they are preparing for fertility treatment and they have time, I encourage them to prepare for at least 3 months prior to beginning their treatment cycle.

DO 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?

As I mentioned above, my fertility patients are motivated and therefore very compliant, for the most part. They trust my experience and authority on the subject. Everything I recommend is based on my years of treating hundreds of fertility patients so I make my recommendations with the confidence that it’s truly in their best interest, given their goals.

WHY DO YOU FEEL THAT THIS PATTERN OF TREATMENT OR TREATMENT FREQUENCY IS IMPORTANT OR BETTER THAN OTHER OPTIONS?

If my patients didn’t come in consistently and on at least a weekly basis, along with incorporating the recommendations I send them home with, they wouldn’t get meet their health goals…restoring their reproductive health and getting pregnant. I would then be completely wasting their time and money by just treating them sporadically here and there. Otherwise they’d walk away thinking that acupuncture and Chinese medicine doesn’t work.

DO YOU THINK THE FREQUENCY OR PATTERN OF PATIENT TREATMENTS PLAYED AN IMPORTANT ROLE IN THE OVERALL SUCCESS OF YOUR PRACTICE?

Absolutely. My patients get results because of the frequency and pattern of treatments I recommend. So that’s good for the success of my business. And, of course, it keeps my schedule consistently booked. I make sure they’re booked for at least their next appointment before they walk out the door (if not several out – setting up recurring appointments in a slot that works for them helps them stay compliant) before they walk out the door.

ALYSSA DAZET, L.AC., FOUNDER OF 6-FIGURE ACUPUNCTURIST

After struggling through her first two years of practice, Alyssa finally figured out what makes a successful practice and has made six figures ever since. Now Alyssa educates fellow practitioners how to do the exact same thing via online classes, live presentations, and coaching, walking them through a step-by-step process on how to build a 6-figure acupuncture practice. She continues to help hundreds of acupuncturists all around the globe with the success of their practices as part of her mission to mainstream Eastern medicine and make the world a healthier place! Connect with her at ‪www.6figureacupuncturist.com.

WHAT IS THE IDEAL TREATMENT FREQUENCY/COURSE OF TREATMENT FOR YOUR PATIENTS?

I believe the best way to answer this is to give you a super important script (if not the most important thing you will ever say to your patient). This script is said to every single new patient that comes into your office, after you interview them but before you acupuncture them. This explains the treatment plan in a way that the patient understands. And when a patient understands what needs to happen and why, your patient compliance will go through the roof!

“Let me explain to you how acupuncture works. Acupuncture works in a series of treatments. You can never have acupuncture treatments too close together, but you can have them too far apart. Acupuncture works cumulatively and we want to continue building on your progress. If we treat you today, but then before your next appointment a week later your symptoms slowly start to creep back in so by the time we treat you again we’re at square one, then we went too far between the first appointments. We’ll be stuck in this see-saw of your symptoms improving, then getting worse, then improving, and getting worse. We don’t want this, we want your symptoms to slowly improve, and improve, and improve.

In order to accomplish this, I’ll need to see you twice a week for the first 1-2 weeks. After that as long as your symptoms are improving and staying at that level of improvement between appointments, then we’ll back off to once per week. As long as your symptoms continue to stay stable between appointments we’ll keep treating you once per week, but if they start to creep back in during that week then I want you to contact me and we’ll get you in the office asap for an appointment so we don’t lose ground on all of our progress.

Once the symptoms are basically gone, then we’ll go into tune up mode where I have my patient come in every 2-3 weeks to check in. And I have all of my patients come in at least once per month for their tune up treatment. Basic cases take around 5-6 treatments, while more chronic or challenging cases can take 10 or more treatments.”

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?

My patients always listen to me. Okay, maybe about 95% of the time!  It’s not a matter of having to “convince” a patient to come to you for an entire course of treatment, it’s a matter of educating the patient how Eastern medicine works. You and your patient are on the same team. When you make a game plan together, you build trust, confidence, and understanding with them. They are truly excited to complete an entire treatment plan with you!

WHY DO YOU FEEL THAT THIS PATTERN OF TREATMENT OR TREATMENT FREQUENCY IS IMPORTANT OR BETTER THAN OTHER OPTIONS?

I think this pattern is MEGA important because when you don’t know how to explain treatment plans then your patients often wind up not coming back in for the correct number of follow up treatments within the correct time frame. Your patients won’t see any improvement in their symptoms but they don’t understand why this is happening and therefore think that acupuncture doesn’t work. Not only are you missing out on profitable treatments, your patients aren’t getting better which crushes your confidence. They then think acupuncture doesn’t work so they don’t refer anyone to you, your word of mouth marketing is shot, and to top it all off the advancement of Eastern medicine goes down the tubes! The treatment plan is MEGA important.

DO YOU THINK THE FREQUENCY OR PATTERN OF PATIENT TREATMENTS HAS PLAYED AN IMPORTANT ROLE IN THE OVERALL SUCCESS OF YOUR PRACTICE?

100%! I think it is one of the top two most important things of practice success for me or any acupuncturist – with the number one most important thing being mindset.

ANYTHING ELSE YOU’D LIKE TO ADD?

How to have a successful clinic and keeping your schedule full doesn’t have to be complicated. If you’re stressed about not having enough new patients or follow up appointments go to my website and sign up for my email list to get your “2-Step Patients For Life” strategy guide, a 4-part mini series about “The 5 Unspoken Areas Of Practice Success,” and weekly mindset Monday messages full of inspirational business tips to keep you head in the right spot to be the best acupuncturist you can be! All for free! I’m on a mission to mainstream Eastern medicine by helping you with the success of your clinic. I’m here to help so please do reach out to me! You are not alone.

ANDY ROSENFARB, L.AC., ND:

Dr. Andy Rosenfarb is a world-renowned expert in the field of Chinese Medical Ophthalmology since 1996. He earned his  Master’s in Traditional Chinese Medicine from Pacific College of Oriental Medicine and his Doctor of Naturopathy from Canyon College. He continued his post-graduate education at Zhejiang College of Chinese Medicine in Hangzhou, China.

Drawing from his extensive training and clinical experience, Dr. Rosenfarb has teamed with researchers at John Hopkins University and Nova Southeastern University to design the acupuncture protocol for research studies on the efficacy of acupuncture for degenerative retinal disease.

Follow Dr. Rosenfarb at http://www.acuvisiontherapy.com and http://www.acupuncturehealth.net

WHAT’S THE IDEAL TREATMENT FREQUENCY/COURSE OF TREATMENT FOR PATIENTS?

Depends on the case.  The minimum for most new patients is 2x per week and up to daily treatments.  In my experience, anything less then 2x week will usually not yield good results.

For neurological conditions, I usually recommend an initial series of daily treatment for their first course.  Then we measure improvement and determine their rate of response.

DO MOST PATIENTS LISTEN TO YOU AND COME IN AS OFTEN AS YOU TOLD THEM TO?

Yes, most do.  It took me some time to build up the level of confidence and certainty to be communicate a clear treatment plan.

When patients are unwilling to make the commitment and agree to my treatment plan, they are not a good fit for me.  I simply explain that if they are non-complaint they are simply wasting both of our time.

I choose not to work with people who are not highly committed and can usually screen those folks on the first visit.  Some folks you can get leverage on and help them to see the cost of non-compliance but those who are not all in, are not patients that I want to work with.  When I sense that a patient is not committed, I will usually refer them out.

HOW DID YOU CONVINCE THEM TO RETURN FOR AN ENTIRE COURSE OF TREATMENT?

The best way is to talk to patients about how their pain/disease is affecting their lives.  How is affecting their work and ability to produce?  How is it effecting their ability to exercise and enjoy physical activity?  How is impacting their relationships?  Most patients do not think of all those areas and when brought to their attention, they see what a string its putting on their lives.  If patients symptoms/condition not a big deal to them, then they most likely will not be committed to a treatment plan.  Good to find that out sooner then later.

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

You can’t get in shape going to the gym 1 time per week (or less).

I usually start off with a more intensive frequency and reduce as the patient moves from acute care to maintenance care.

DO YOU THINK THE FREQUENCY OR PATTERN OF PATIENT TREATMENTS PLAYED AN IMPORTANT ROLE IN THE OVERALL SUCCESS OF YOUR PRACTICE?

Absolutely, especially for neurological diseases and acute pain where increased (daily) treatment seems to get better results.

NICOLE LANGE, L.AC., PRACTICE MANAGEMENT EXPERT ON PRODSEMINARS.NET

Nicole’s mission is to employ age-old ideas to create radical modern change; both in healthcare and in the lives of those she works with. Inspired by the words of one of the founding fathers of Chinese Medicine, “A superior physician does not just treat disease, but rather teaches society and informs the intentions of humanity,” Nicole has measured each step of her career by this standard. From this benchmark arises her passion for patient-centered care, education and empowering others and her belief in the possibility of changing the future of medicine. From her unique private practice to extensive public speaking, writing and other outreach, Nicole is honored to be an advocate for ancient medical ideals in the era of moderns healthcare reform.

Nicole has spoken to over 150 audiences on various TCM topics – always with the belief and desire to convey the message that her audience can do far more for their own health than she ever could – with the RIGHT information.

WHAT’S THE IDEAL TREATMENT FREQUENCY/COURSE OF TREATMENT FOR PATIENTS?

I’ve always been inspired by the idea of serving patients, versus “fixing” them.  I feel like in fixing mode, it’s easy to focus on what the patient “should do” and get attached to what I want to do to them as a practitioner. When I drop that mentality and shift into serving each patient those preferences and ideas fall away and the dynamic becomes truly holistic.

If I look more at my patient’s whole situation, if I look at ALL their needs, resources and desires (yes, I look at their TCM imbalances, but also their schedule, budget, values, wishes and life balance) we can discuss how various versions of TCM treatments might serve them in different ways. Each patient then decides which course of treatment works for them on all levels and feels good about making an informed and empowered choice!

If pushed into a frequency or intensity that doesn’t honor their whole life, there is taxation and stagnation. If encouraged to choose a course that is a natural fit, there is a sense of being heard and truly served and my job is easier!

DO 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?

Yes, because I tell them the right course of action is always the course of action that is appealing and doable for them! I never have to convince patients to do the version I would do or I think they should do because that is decidedly doctor-centric and ends up being one step forward and two steps back. I know there are studies saying X number of treatments or Y frequency is “ideal.” But my success rates (I do fertility work 85-90% of the time) prove that true holism trumps any study out there. It’s a joy to practice in this way!

WHY DO YOU FEEL THAT THIS PATTERN OF TREATMENT OR TREATMENT FREQUENCY IS IMPORTANT OR BETTER THAN OTHER OPTIONS?

I feel like a patient-centered care model is important and better than other models of care on so many levels!  I am a passionate advocate! Serving patients truly honors the spirit of TCM (something, I feel, is easy to lose track of in this modern medical world where protocols and the doctor’s authority have become the norm even in “holistic” practices). This model respects and honors the patient’s whole life. It creates a sense of trust and feeling respected, heard and cared for. It lifts the burden of ego off me as a practitioner and reframes my mindset. And, it allows for faster progress with fewer visits and saves the patient money, which actually is better for my bottom line because the word of mouth referrals when a patient feels truly cared for are like no other.

DO YOU THINK THE FREQUENCY OR PATTERN OF PATIENT TREATMENTS PLAYED AN IMPORTANT ROLE IN THE OVERALL SUCCESS OF YOUR PRACTICE?

Absolutely, see above! I am honored to serve in this way and it shows up in my practice. I’ve had a wait list since 2007 with a standby list to fill last-minute cancellations and I know whoever walks through my clinic door is committed and connected with what we are doing together.

Anything else you’d like to add?

I’ll leave you with one of my favorite quotes on this subject. It’s by a phenomenal patient-centered advocate, physician and someone who has helped shape my view on medicine, Rachel Naomi Remen: “Helping, fixing and serving represent three different ways of seeing life. When you help, you see life as weak. When you fix, you see life as broken. When you serve, you see life as whole. Fixing and helping may be the work of the ego, and service the work of the soul.”

I can’t imagine loving my practice more, a healthy practice that serves patients, truly is the work of my soul. I am constantly humbled by how whole, human and amazing each and every one of my patients is. Whether I see a person just once for an IVF procedure or every single week for years, I am honored to serve them!

Thank you Lorne, Heidi, Alyssa, Andy and Nicole for your expertise!

Grab the easy, quick reference (PDF printable) with the summarized answers of all 10 acupuncturists here:

How often do you treat your patients?

What kinds of results do you see?

Let us know in the comments. We’d love to hear from you!