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“What I appreciate the most is the breadth of experience Dr. Chen shared in reference to each of the formula - some of the uses and combinations are new to me and will be helpful in my clinical practice.” L.C.

“I learned many new connections between TCM & Western medication which will help me to mesh both together. Excellent seminars.” M.B.

THE FUNDAMENTALS OF BUILDING A BUSY PRACTICE

By Robert Doane, L.Ac.

There are four very important desires to have if one wants to build a busy practice. These desires cannot be mild but have to be charged with intensity and energy. As with most things in life, events happen in direct proportion to how much attention we place on them. Strong desires are the basis for successful action. Success in business is based on this same principle. And make no mistake about it, practicing Chinese medicine in the United States is definitely a business. To build a large, successful Chinese Medical Practice, there are 4 essential desires which one must have to move beyond the commonplace in this medicine.

The desire to have a large successful practice
The desire to master the art of Chinese Medicine
The desire to help as many people as possible
The desire to make money fulfilling the first three desires

Most people who are attracted to this profession are quite liberal-minded, both morally and politically. This is good because it shows a good heart and a natural concern for other people and their welfare. However, this philosophy often brings with it the unwanted baggage of a prior dislike for powerful, successful people, and a uneasiness with making a great deal of money, and achieving financial success. This is unfortunate because it is this type of thinking, which will sabotage even great efforts in building a busy practice. One has to take a good honest look at themselves to see if this theme is operating in their life even subliminally. If it is, then it will probably be difficult to truly build a large practice. The one beautiful characteristic of this profession, however, is the fact that if one aggressively pursues the first 3 of the above desires they will automatically make money whether they like it or not. Consequently, this is the perfect business to make money even though you feel uncomfortable about it. Just by striving to be an excellent practitioner and striving to help as many people as possible the money will automatically come in. However, do not let your distrust of wealth be a hindrance to your pursuit of excellence in this field. Remember there is nothing wrong with working hard and making money doing it. If you choose, you can always treat patients for free.

Following are some common sense points, which will help you in increasing your number of patients:

First of all, start your business in an area where there are no or almost no other acupuncturists. In Seattle, it is amazing that most people choose to practice in a small area in North Seattle in close proximity to where they went to TCM College. This makes no sense. If you insist in living where all the other practitioners are then at least choose a population base of at least 1 million people.

Specialize, or more accurately, become very good at treating pain. Pain patients, to get better, really have to be seen 3 times a week no matter what technique you practice. To have 150 patient visits a week you only need 50 pain patients. If you specialize in something besides pain it will take you a LONG time to ever have a large practice. Treating pain is an Acupuncturist’s bread and butter. In my mind, the best method available is undoubtedly Dr. Richard Tan’s approach. I have been using his methods exclusively for 6 years and am utterly astonished at the results I achieve on a daily basis. His Balance Method is perfect not only for its effectiveness but also for its quickness and efficiency. No more spending 45 minutes with each patient doing cupping, gua sha, etc. With Dr. Tan’s methods the needles go in and almost in all cases the pain is significantly reduced in seconds! The patient is asked to take a nap and you are in the next room treating the next patient. With Dr. Tan’s methods it’s easy to treat 4 people and more per hour. But perhaps more important is the confidence you gain using this beautiful method. Your confidence becomes so great it fills your whole clinic. Patients feel it and so does your staff. The feeling alone will grow your practice. Having this kind of confidence makes it a joy to come to work each morning knowing how many people you will help today. You can always develop other specialties but do not underestimate the importance of treating pain.

Focus on the patient’s main complaint and eliminate it. If they come in with shoulder pain, make sure you get rid of their shoulder pain. Don’t tell them they have Spleen Qi Deficiency. Just get rid of the pain. If you do not get rid of the pain, they will not come back no matter how brilliant you are in analyzing their zang fu problems.

Learn a neurological explanation for Acupuncture. This is the best way by far to get MDs to send you patients. It is very difficult, if not impossible, for someone with a great deal of scientific or medical training to buy into the idea that you are manipulating magic energy in the body. Make it easy on them. Learn another more plausible explanation. You can always keep your own beliefs. Why antagonize very often your largest referral source.

ABOUT THE AUTHOR

Robert Doane, M.S., L.Ac.

Robert Doane holds a Master of Oriental Medicine, is NCCAOM certified in both Acupuncture and Chinese Herbal Medicine, and is licensed to practice Acupuncture in the State of Washington. He has lectured extensively on health throughout India, Europe, and the United States. He and his wife, Anne, started the Acupuncture & Wellness Center, P.S. in Poulsbo, WA, in 1998. The clinic rapidly became the largest private Chinese medical clinic in the State of Washington.

To learn more about practice management and practical treating techniques, Robert Doane is speaking on the following topic for Lotus Institute. This class is approved for 8 CEUs/PDAs by the California Acupuncture Board and NCCAOM.

CLASS BY THE AUTHOR

How to See 60 Patients A Day: Integrative Approach, Great Results

2/23/08 Anaheim, CA
3/15/08 San Francisco, CA
5/31/08 Denver, CO

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