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Parker University Embraces New Era
Change is in the air at Parker University, which recently announced the selection of both a new president and a new consultant for its seminar program.
Transforming Las Vegas
On a warm spring day in Las Vegas, Sonia Kim, clinic front desk staff, is busy preparing for a full day of intern shifts at Wongu Health Center. She greets patients, makes sure documents are properly signed, and lets the interns know that their patients have arrived.
News in Brief
NYCC Aggregates Degree Programs in New School; Palmer Chancellor Receives Education Award From ICA; Oklahaven Announces "Have a Heart" Winners.
With Low-Back Pain, Sometimes Little Things Matter
Typical treatments for low back pain involve large muscles like the quadratus lumborum, iliopsoas, and piriformis. However, there are situations when a very small muscle, the multifidus, can play a significant role in the diagnosis and treatment of low back muscular or spinal injury.
The Need for Standards
ISO-TC-249: You may look at these letters and numbers and wonder what they are and what they might mean. They turn into: International Standards Organization- Technical Committee – 249. There is a global organization called The International Organization for Standardization.
Understanding Levels of Evidence
The concept of levels of evidence is a cornerstone of research literacy and a great starting point for understanding basic principles of how research works.
Building Bridges with Discipline
As practitioners of traditional Chinese herbal medicine, our role is to educate patients and medical practitioners about the various safety aspects of our medicine. Medical doctors that embrace Chinese medicine want to collaborate and include Chinese herbal medicine in more aspects of clinical care to support their patients.
Finger (Pad) Pointing: Repetitive-Use Injury Waiting to Happen
"My wrist and hand hurt. I spend all day working on computers and then I come home and spend more time on a computer, usually playing video games."
In This Current Age of Anxiety
Anxiety, also referred to angst or hysteria, goes by many names. One, popularized by the sagacious Zhang Zhong Jing, who many practitioners of Chinese Medicine may be familiar with, is known as Restless Zang/Fu disorder.
Keeping Malpractice Allegations at Bay
It has been suggested that in the litigious environment in which we live, the practice of chiropractic should be defensive and practitioners should constantly be watching their backs. An element of defensive practice is a good idea.
Distal Style Treatment of Neurogenic Pain
Treat locally or distally? This question has frequented my thoughts for the treatment of pain throughout my acupuncture career. Each style has strengths and weaknesses, thus the versatile practitioner would do well to forgo dogmatic adherence to any one style in deference to the needs of the individual patient.
Constructing Our Reality, Part 2
My last article discussed perception and its relationship to the primary channels. Before we get to the channels most commonly used to treat sensory disturbances, the small intestine and triple heater, we should first talk about the bladder channel.
A Different Way of Looking at It
The way you and your chiropractic colleagues access information has changed over the past decade. According to a recent survey conducted by Dynamic Chiropractic, almost half (48 percent) of DCs read online articles on their personal computer or laptop daily.
Billing One-on-One, Direct Patient Contact
This is often misunderstood and leads to trepidation when documenting and subsequently billing timed services.
Prostate Cancer Risk
A large study published in January 2016 in the American Journal of Clinical Nutrition showed that men who are vegans had a 35% lower risk of developing prostate cancer compared to non-vegan men. The study followed more than 26,346 men who are part of the Adventists Health Study-2.
Discovery: Finding Insights and Each Other in Different Disciplines
Recently I've been thinking about all sorts of things which are hidden from our daily direct experience. That general category is what links nearly everything that catches my attention and then demands some kind of investigation.
Sleepless nights, anxiety, mood swings, euphoric energy bursts, obsessive thinking, and a strange feeling in his chest. That is what Matt was experiencing when he first entered my practice. Rather than being concerned, he was loving every minute of it.
Streamline Your Front Desk
Your front office can be your greatest source of efficiency or it can be a constant bottleneck. Increasing the productivity of this area, while not sacrificing the quality of patient interaction, can be a little tricky. However, with some focused effort and intention, your front desk can keep your practice running smoothly.
A Whole-Body Approach to Chronic Tension Headaches
Nearly every day in our practices, we see patients with chronic headaches that have not responded to traditional treatment. They present in our offices with a feeble hope that "maybe" a chiropractor can help.
Living Well: Lessons From Our Oldest Old
Aging is a significant public health problem, important to chiropractors in practice and important to DCs who teach students training to become chiropractors.
Low Fat vs. Low Carb & the Power of Protein
A science-based website recently posted a nice summary of 23 randomized, controlled trials from peer-reviewed journals pitting low-carb diets against low-fat diets.
How to Reach Your World With the Chiropractic Message
My latest effort to share chiropractic occurred in mid-May while I was sitting at an introductory parent information night for high schoolers. The IT instructor informed us that each student would be receiving a computer for all their studies.
Holistic Skin Care and Modern Technology
Anti-aging is a concept that we hear in reference to skin rejuvenation and growing older on a daily basis. Aging begins as soon as we are born; therefore "pro-aging" is embracing all stages of life gracefully, with vitality, wisdom, joy, and gratitude as the goal.
Billing Timed Services
Q: I do not always use physical medicine services but in my state I do have a scope of practice that allows me to provide many of these services. I am trying to understand what "direct one-on-one patient contact" means in relation to physical medicine services.
Hip Flexor Contractures & LBP in Above-the-Knee Amputations
Patients with above-the-knee amputations (AK or AKA) are particularly prone to developing hip flexor contractures. Not to be confused with muscle tightness, contractures are a permanent shortening of tissues which cause deformity or distortion.
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.