March 2018 1

March 2018 1

The Office: How to get new patients into your clinic?

  • We used to “hard sell”, but don’t do it, because you get negative reviews. Do not course anybody into doing a treatment. Instead:
    • Be enthusiastic. Do not be down-toned.
    • Convince the patient, that you are an expert in the field.
    • Be sharp as a tack.
  • We let the patient fill out extensive paper-work, but then we do not look at it first, but instead go through the pulse.
  • We usually get all or most things they wrote down on their paperwork from reading the pulse and that usually impresses the patient a lot.
  • Then we asked, ok, what do you want treated?
  • The patient then usually says, I want all of this treated.
  • Then I say: I show you what a plan looks like and how much it costs.
  • Patients usually need a minimum of 12 acupuncture visits, 12 herbal consultation, five months worth of herbs and nutritional counselling over the course of a (standard) five month treatment plan.
  • The acupuncture is done 3x/week over the course of the 1st month. Herbal consultations are done weekly in the first month, and then bi-weekly over the next 4 months.
  • Acupuncture is for pain. The herbs are for everything else.
  • Then we turn the page – IMPORTANT: the front page shows the treatment plan only. Costs are then introduced on the 2nd page, so the patient can focus first on the benefits/service of the plan before looking at costs.
  • Acupuncture will cost $125, so 12 are $1500.
  • Herbal consults are cheaper, they are $65, that’s $780.
  • You need $2000 worth of herbs in total. They are expensive, because they are FDA regulated and tested. You need to take the herbs, they taste bad, but there is no way around that.
  • You need nutritional counseling, which is $90.
  • These are the costs if you pay as you go, so you pay after every single treatment. But almost nobody does that, because we offer payment options.
    • Option 1: Pay in advance, you save almost $1000 on a $4300 plan.
    • Option 2: Pay over 6 months, then you do not get the discount, but there is no interest.
    • Option 3: Pay over 12 months, but then there is 8% interest on top.
  • 81% of patients usually join our plan.
  • The most important thing is that show you confidence, otherwise patients don’t trust you. This is very important for the patient’s psychology.
  • If the patient clearly shows resistance and/or they are very nervous and/ore skeptical, we do not present plans right there and then.
  • We instead say, test us out a little bit, we do 3 visits and you can see if it works or not. Our method is it either works or it does not. The beautiful thing is that we don’t need more than 3 visits to determine wether the treatment works for you or not. And we give you a discount on the visits, so you can try us out with very little financial outlay. How does that sound?
    • We do 3 visits:
    • The 1st visit will be a medical history visit which is $150 and acupuncture which is $125.
    • The 2nd and 3rd visit is acupuncture only, which are again each $125.
    • We will give you a discount, if you pay the 1st visit today. It will cost you $60. The medical history exam costs will be waived then and the $60 also include the 1st acupuncture.
    • The 2nd and the 3rd acupuncture visit will also be $60 each.
    • So instead of $525 it will be $180.
    • That will give a chance to try us with little money involved.
    • All 3 visits must be done in the 1st week, because our method works on momentum.
  • Generally people get a good result from the acupuncture and they like our clinic, then we present a plan to them.
  • If it is obvious that they are not engaging in what we are doing or if the treatment does not produce any result, we will not present a plan to those people. We wish them well and tell them to come back if there is anything else we can do for them.
  • 10-20% of initial patients we do not present plans to.
  • So, everybody who comes in here is prepaid or pays monthly, so money is out of the treatment/ out of the mind of the patient. That makes treatment very joyful. That is the secret why the clinic is so successful.
  • We only talk about money once, so the pressure of the money is off the table at the beginning of the plan. We don’t have to talk about money again for the rest of the time and that really saves our psychology.

The Office: How To Start Your TCM Pharmacy

  1. Astrigents:
    1. He Zi
    2. Wu Bei Zi
    3. Tian Hua Fen
    4. Ce Bai Ye
    5. Bai Wei
    6. Wu Wei Zi
    7. Wu Mei
  2. Blood movers:
    1. Formulas:
      1. Xue Fu Zhu Yu Tang
      2. Ge Xia Zhu Yu Tang
      3. Shao Fu Zhu Yu Tang
      4. Zhe Chong Yin
      5. Tong Qiao Huo Xue Tang
      6. Fu Yuan Huo Xue Tang
    2. Individual herbs:
      1. San Leng
      2. Wang Bu Liu Xing
      3. Dan Shen
      4. Shui Zhi
      5. Tu (or Di) Bie Chong
      6. Dang Gui
      7. Yi Mu Cao
      8. Mao Dong Qing
      9. Yu Jin
      10. Jiang Huang
      11. Shan Zha
      12. Mu Dan Pi
      13. Hu Zhang
      14. Tao Ren
      15. Pu Huang
      16. Chi Shao
    3. Pain-relieving blood movers:
      1. Yan Hu Suo
      2. Ru Xiang
      3. Mo Yao
      4. Shen Tong Zhu Yu Tang
      5. Shu Jing Huo Xue Tang
    4. Bugs- strong blood movers:
      1. Shui Zhi
      2. Tu (or Di) Bie Chong
      3. Di Long
      4. Quan Xie
      5. Wu Gong
      6. Meng Chong
  3. Tonics:
    1. Ren Shen Yang Yin Tang
    2. Yang Xin Tang
    3. Sheng Mai San
    4. Shi Quan Da Bu Tang/Wan
    5. Tian Wang Bu Xin Dan
    6. Fang Ji Huang Qi Tang
    7. Ren Shen/ Dang Shen
    8. Huang Qi
    9. Mai Men Dong
    10. Tian Men Dong
    11. Shao Yao Gan Cao Tang
    12. Gan Mai Da Zao Tang
    13. An Zhong San
    14. Ping Wei San
    15. (Huo Xiang Zheng Qi Tang)
    16. (Gan Lu Xiao Du Yin)
    17. Zuo Gui Wan
    18. You Gui Wan
    19. Ba Wei Di Huang Wan
    20. Zhi Bai Di Huang Tang
  4. Diuretics:
    1. Ba Zheng San (with Da Huang)
  5. Laxativ:
    1. Da Huang
    2. Mang Xiao
    3. Ma Zi Ren Wan
    4. Run Chang Wan
  6. Dry up phlegm:
    1. Er Chen Wan/Tang
  7. Respiratory formulas:
    1. Qing Zao Jiu Fei Tang
    2. Cang Er Zi San
    3. Xin Yi San
    4. Qing Fei Tang
    5. Ning Sou San
    6. Dun Sou San
    7. Di Long
    8. Fang Feng
    9. Jing Jie
    10. Jie Geng
    11. E Bu Shi Cao
    12. Bai Zhi
    13. (Yin Qiao San)
    14. (Pu Ji Xiao Du Yin)
  8. Anti-inflammatories:
    1. Zhen Ren Huo Ming Yin/ Resolve EM
  9. Liver:
    1. Long Dan Xie Gan Tang
    2. Hu Zhang
    3. Yin Chen Hao Tang
    4. Cha Chi Huang
    5. Xia Ku Cao
    6. Huang Shui Qie
  10. Wind/ tremor herbs:
    1. Tian Ma
    2. Gou Teng
    3. Tian Ma Gou Teng Yin
    4. Gou Teng San
  • The herbs from US providers are FDA tested approved.
  • Most herbal granules are concentrated 5:1.
  • Some people have allergies to corn-starch filler. Dextrin or potato-starch fillers show little to no allergic reactions.

The Office: On The Safety Of Chinese Herbs

  • Over roughly 15 years there were about 5 cases of people dying in the US from the improper use of Chinese herbs (Ma Huang for weight loss, etc.).
  • In the same time 1.5-2 Mio. people were killed by the proper (correct) use of pharmaceutical drugs.
  • Hypertension drugs: Research shows that there appears to be no benefit from drugs lowering blood pressure for stage 1 hypertension, while 9% of hypertension stage 1 patients were harmed by the drugs.
  • Statins: Research shows that 1% of patients benefit from statins, whereas 10% are harmed (smooth muscle damage, pain, diabetic problems).
  • Pharmaceutical drugs are 100.000x more dangerous than Chinese herbs.
  • There is little to no research available that shows what happens pharmacologically (drug-drug interactions) when you mixed multiple pharmaceutical drugs. Yet there is thousands of years of anecdotal evidence of Chinese herbs.
  • We should never be nervous that we don’t fully understand the multiplicity of active ingredients in Chinese herbs, because for more than 90% of pharmaceutical drugs the cause of action is unknown.

The Office: MPD – Treating Hypertension

  • Research shows that medicating stage 1 hypertension (139/89) is not prolonging lifespan
  • Rxs:
    • Pounding pulses
      • Hu Zhang 20
      • Cha Chi Huang 20
      • Da Huang 20 (drop the Da Huang if it creates too much diarrhea)
      • Mu Dan Pi 20
      • Shan Zha 20
      • Chi Shao 20
    • Hardened pulses (arteriosclerosis) as well as renal hypertension (especially diastolic pressure will be high)
      • Di Long 50
      • Dan Shen 50 (Credits to Dr. Jimmy Chang)
    • Renal hypertension pxs will usually have weak radial pulses, but pounding brachial pulses
    • Unexplained (primary) hypertension in thin patients (usually cold hands) without pounding pulses (usually thight pulses)
      • Yu Jin 50
      • Du Zhong 50