How to Present for Profit as an Acupuncturist

How to Present for Profit as an Acupuncturist


I’m gonna start by saying welcome everybody! We are very excited about our first live webinar of 2017. –Right. This one – this is cool, we’ve been putting in a lot of work and by we, I mean
Kimberly has been putting in a lot of work to get ready for this. And I’m really excited about how well this turned out. So, by way of introduction, first, a couple of quick housekeeping things. Number one: if you need to contact
us, or you want to chat, or ask questions, there’s the little window over there – you
can chat, you can note things as either a comment or a question with a little
bubble next to it. So if you have a question go
ahead and put that in there, make sure that we get those because we want to answer your questions live
that’s why we do these things live. Second: if you’re having any problem
with the audio or the video, then, the best fix is usually to reload the window in your browser.
Whatever browser you’re watching this in, just hit the reload feature and
often, that’ll fix everything. Oh, ‘signing in 50 degrees in North Texas.’
‘Not frigid in Connecticut but not balmy either.’ I’m even jealous of Connecticut today. Somebody in Belgium I wonder how weather is there. Okay, so those are the housekeeping things. Now, to get started by way of introduction, here’s the story. So, Kimberly’s walking around
the office couple weeks back and she looked really stressed. And that’s not normal for her. She usually takes everything
and strive pretty well and so I said, “Hey, what’s going on Kimberly? Why all the stress?” And she says, “Oh I’ve got to give this presentation. I’m on this networking group – it’s all these professional women. These are
really sharp people and I’ve got to really knock it out of the park. I’ve got to give
a good one.” And you know, that can be stressful and I’m
going, “Kimberly, come on, you present all the time, you’re comfortable doing this.” But I guess it’s an entirely different animal when you’ve got a stopwatch ticking. You’ve got a limited amount of time. You’ve got to present your best self and your best… best information about your business. And then, ultimately, the deal is, there is a difference and Kimberly and I talked about this and she says, “So here’s the deal, when I give presentations you know, when it’s over with people they shake my hand and they say, ‘hey, that was great! I really enjoyed it.’ Well, you know, if you have a hundred people say ‘that was great, I really enjoyed it’, that plus five bucks will get you a latte. It doesn’t matter how many people like you or like your presentation. What matters is you actually get many patients out of it. Does it actually
promote your practice and get people to sign up?” And so, that was the stress
Kimberly was feeling. It’s a whole new thing. It’s not just, “I’m gonna talk about
what I do and everybody’s gonna say that was great.” She said, “I want to get new patients out of this. So, I’m gonna cut to the chase just
a little bit here. Kimberly, is it true you actually – you signed
up 14 patient visits out of a 20-minute presentation? Is that correct? – I did. I took your challenge seriously. You told me, “why don’t you hit this out of the park and
then share with all of our AcuGraph users what you learned from it?” So, double stress there. I had to present to that. I had to present to my group and then I
had to show my results the next day you know, in a live webinar. So… –And so, yeah. And so this presentation you actually presented this yesterday. -Mm-hmm. So, yesterday at 7:30 a.m. you were at your networking group, you’re presenting this live and I’m at home going, ‘I wonder how Kimberly’s presentation is going?’ Well, I didn’t have to wait long to find out because it was later that morning you stopped by here on the way to your practice and told us the good
news. And I got to tell you very excited and I can’t wait to see what you did. I can’t wait for you to show everyone so I’m gonna get out of the way and you go with it. –All righty. I just want to… I just want to say that I’m excited to be
here. Happy new year everyone! I love the new year. I love the opportunity
to set goals, decide what’s going to be important to me in the year.
And when I did this presentation, I knew that it would be the first of multiple
presentations that I would need to do through the year. And… with that, let me just quickly share my screen and bring up my presentation one moment. –By the way, while you’re doing that Kimberly, I’m just put up a poll to find out how many
of our users out there – how many people that are attending do live presentations? So, putting them… putting the poll up here and just jump in and vote. Let us know about your presenting habits. Back to you Kimberly. –Okay. So the big question of course, was ‘Why this webinar?’ And like… like Dr. Larsen was telling you,
I, who do presentations all the time, I do these webinars. I teach everywhere. I was nervous about giving my presentation. And what I recognized with acupuncturists is that no matter
what fields of work you’re in, everyone gets stressed when they have to give a presentation. And it doesn’t matter… it doesn’t matter how, who you are, and what you do, everyone gets stressed and I get phone calls. I get phone calls from
practitioners all the time who tell me, ‘Hey, Kimberly, I’m getting ready to do
this presentation and you’ve got a lot of experience, what would you suggest?
What should I not do? What should I do? I’m a little nervous.” And so, I decided
that since we get to these phone calls on a regular basis that I would share
with you some of the things that I have learned over the years. So what we’re
going to talk about in this presentation, in this webinar is: ‘Why doing a
presentation important.’ So even if it makes you stressful
and nervous, you really have to get over that hump and recognize that it is so powerful in your clinic. And we’ll talk about that. We’re gonna talk about ‘What not to do in a presentation.’ And then, ‘How to be effective in your presentation.’ And within all that, once we are done talking about all of those
things, I’m actually going to show you the presentation that I did in my networking group. I’ll show you that at the end. –So you gonna have to give us the presentation.
You’re gonna present to us as if it would… as if we were your group? –Exactly, exactly. (All right.) So this is two presentations within a presentation. So, this was me yesterday at 7:30 a.m.,
I’m standing in front of my group. I… This was it. This is a tough presentation to do. They typically give you ten minutes. One person who was also going to present that day called in sick so I got twenty
minutes. And all of you who know me know that I tend to talk too long and too
much. So I sometimes have a hard time keeping my message short. So it was terrible. –AndI’d love to say ‘times up’. –Times up, exactly. And they literally had a timer
going, and they would push the timer and then they would put up a sign and say,
‘you have two minutes’ – you have you know, you have five minutes, you have two
minutes and you have to tie it all up. So this… this was… I wanted to make an impact,
and I had a short amount of time and I needed to do what I needed to do. So, in my 20-minute presentation, there were 18 people present. Out of those people that
were present, 14 of them signed up to come into my office and do a 30-minute office demo. And then, when you’re asking about what happened to those other four people? Well, two of them were already patient so they decided they already
knew what I did and didn’t need to come in for a special demo. And two just simply
weren’t interested, which is totally fine. You got a figure with 18 people in 20-minutes, 14 that came into my office for a demo, that’s better than a lot of people do on doing a present… an AcuGraph booth
where they’re introducing AcuGraph to the public. So I feel like we kind of
hit it out of the park and I’ll talk more about that in a moment. –Outstanding! By the way, the poll results are up there. It looks like it’s
divided – about thirds between people who never present, people who do a little bit
and people who do a little more frequently. And then, you know, there’s a few who actually do six or more times a year. So interesting! It runs the gamut but a good portion of folks out there looks like never actually do presentations. So back to you Kimberly. –Okay. So, those of you who don’t do presentations, I will get people on the phone and they’ll say, “Why should I do presentations?” And I just have to say, “Don’t worry, we get dumb questions all the time.” This is kind of a joke and… but
really, it is… after you’re done with hearing this webinar, I hope that that
question is solidly answered for you because doing presentations absolutely pays
off a hundredfold. And I… and I’ll explain that more as we go on. So, really, ‘Why should I do a presentation?’ is the question. There is only one good reason why
you should do any presentation and it is to attract new patients period. I… I’ve done a lot of presentations in
the last eight years since I have been in practice and within that time, I… I’ve done a lot of things. I’ve done…
oh you know, this… this is a new, social network group let me just get
them all to know who I am and what I’m about. And so, I’ll spend 10 to 20 minutes
talking about me, and my family and my kids – that doesn’t get me new patients. I’ve spent time talking about my education, and how much time went into my
schooling, and the difference between me and other acupuncturists and what a
licensed acupuncturist versus a certified acupuncturist versus an MD acupuncturist versus the chiropractic acupuncture. I have spent my whole twenty minutes doing that whole presentation. Okay. So I educated some people but it
did not get me new patients. I am telling you that the only reason to do a presentation is to attract new
patients. And if you do it well, that’s exactly what you’ll do. All of those
other things come into play at other times but I needed to make a mental
shift on my presentation. So, you need to recognize that if you give three presentations a year, then, that’s… that’s a good number. In the most networking
groups by the time you cycle through everyone in the group, it turns out being
about three times a year. So if you have three presentations up your sleeve and ready to go, you could use those three presentations. You’re three times in the year you can also be prepared for any group that invites you. Or if you need
to go and get more patients that you could just grab one of your
presentations and go. So I kind of made that my goal this year that I would have three new presentations that my audience hasn’t heard. And… I don’t… I just chose three random months, that is my goal. So the three that I think are important
especially those of us in this circle and the circle of people that we’re
talking to here, AcuGraph absolutely has to be one of your presentations. It
needs to be powerful. It needs to be good. It needs to be effective. I’m choosing two other presentations to have up my sleeve. One is regarding auriculotherapy and then the other is involving non-needle acupuncture techniques. So
that’s what I have up my sleeve for 2017. So, as I was thinking about pulling this
presentation together, I sat there in a light bulb moment, went on in my brain,
and I was thinking back, ‘If I do a presentation, and I do it well
and I talk to people about what I’m doing, I typically get… I typically get about eight new patients
out of doing a presentation.’ And my record in my clinic, if I have a new patient each new patient typically brings in one more new patient.
So if you take… let’s just do a little math on that. If you take eight people
that you get from a presentation who become your patients, and they all bring
a new patient into your clinic, and I’ve taught you how to do that over and over and… that’s just how things happen in my clinic. So that’s 16 new patients. Let’s go further, if you take that 16 number and you do three presentations a year,
that’s 48 new patients. And in my clinic, a new patient is worth about $600. And so
I was doing the math on this and realized, ‘Wow, if you did this, and you do this well,
and you did it effectively, that’s $28,000, almost $29,000 of new income per year just because you’re
doing presentations.’ And I was thinking to myself, ‘Would life be
easier if you had a raise of $28,000 a year?’ And I was looking at my life and my clinic and thinking, ‘Wow, that is a great place to put my efforts for this next year.’ And then, if you actually play with that and realize that you spent an hour at a networking group to make that $28,000, that’s 10… that was
dollar almost $10,000 an hour, right? I think that’s pretty good money. So, let’s go further. Because you own AcuGraph, I’m telling you… you
need to own this. You need to own this hugely. You have the advantage over other acupuncturists. You are different. Accept that and know that you are different
than all the other acupuncturists in your community, and you have to. If you monopolize on that, it pays off. So let’s go on to what you should not do in an acu… in an acupuncture presentation. And I’m gonna
tell you things that I have done over the last eight years and they haven’t
paid off. And we’ll talk about why they just don’t work. So first, I remember that when I first became an acupuncturist, I thought it was my job to explain TCM
patterns to my patients and to the world so that they knew that we were different
than other doctors. It just doesn’t work. They could care less about internal
invasions, dry heat, internal liver yang rising. They just don’t get it. They
scratch their head and you don’t get very far. So don’t explain TCM patterns in your presentation. Next, I would… I used to pass an orange around
and I had have needles stuck into an orange so I could show
them all the different styles and types of needles. I don’t care how cool you
think your needles are, you will have a group of people, and they’ll think it’s
interesting and they’ll go, “Oh, okay, that’s good.” But never, ever will that
just have people go, “Oh, I think I’ll go see an acupuncturist. I want to have
these needles poked in me.” It’s just not effective when you’re giving a presentation. So don’t play show-and-tell with your needles. And then, don’t do a needle demonstration. I remember one of my very first demonstrations I had
somebody come up and I said, “I’m gonna show you how I put a needle in someone
and how simple it is.” And you know, I put the needle in and the patient, you know,
the person up front said, “Oh yeah, that didn’t really hurt.” But it didn’t bring me any new patients. It really really didn’t. Next, I’m gonna show you things
that have been effective and what will bring you good results. If you are doing a presentation to a
network group and there are different audiences, but let’s focus right
now on networking groups. I think networking groups are valuable
and you should… you should teach your group how to refer for you so you always get some patients. I’ve been in networking groups for many years and I
have many patients over the years where I picked up a patient here and picked up
a patient there. But the most valuable thing that you can do during that
presentation is to teach the group how to prefer to you, so that needs to be a main goal. The next thing that you need to do in your presentation, even if your presentation is about AcuGraph or you’re doing a dietary, whatever
presentation you’re going to do, you should always mention in the early part
that you have non-needle acupuncture techniques in your clinic. That takes away the fear of the average person. There will be the handful of people who
would never, ever come to your office just because needles scare them. If you have splashed out that fear, put out that fire by showing that you have non-needle
acupuncture techniques, that’s hugely valuable, and that… that will stay in someone’s memory. The next thing you need to do
is show that you are different. Many of you live in towns where there are lots of acupuncturists around and… or where they live someplace else, and, ‘Oh yeah, I heard of an acupuncturist and my
friend goes to an acupuncturist.’ You want to show that you are different and
obviously, this is the AcuGraph user forum that we are presenting this
webinar to. So AcuGraph in itself is your tool to show that you’re different. You want to leave your presentation, having contact information for the whole entire group. So, what I do is I have a handout that I give and this is just a snapshot of a portion of
the handout, I do two things. One, I bring a gift for a drawing. A couple of my favorites I do… my favorite gift for a drawing is a bottle of zheng gu shui
because it’s one of the most popular over-the-counter items that I sell in my
clinic. And so, I tell them everybody wants to have a bottle of zheng gu shui on
their shelf. I usually have a few extra to sell. And so, anyway, they fill out the piece of paper. They’re going to give you their name, their phone number, their
email address and they have three items that they can check ‘I’m interested.’ I
tell them that I’m going to be telling them more about a AcuGraph
analysis. And then I tell them that I have a drawing for a gift. And then I tell them that I do an email list. When they fill out this piece of paper, I
bring a basket with me and I have this piece of paper attached or sitting around for each person to fill out so while they’re doing the presentation as
they hear about AcuGraph, they can click the box that they want to do a
demonstration with me. And then, almost everyone is interested in being in the
drawing for a gift. So I walk away with contact information for every single
person in the group. The next thing is you want to be able to schedule a free
AcuGraph analysis. I teach the group that we are all a group of professional business… business owners and the reason that we are part of a networking group
is so that we can learn about each other’s business. And I tell them that in
this presentation I’m going to teach you what I do in my business. And if you come
to my office for a free AcuGraph analysis, I’ll be able to teach you what
I do, and learn a little bit more about you and we will all be more effective at
networking. So I schedule a free AcuGraph analysis for everyone in the group. And then, a couple other things to think about. When you’re
creating your keynote or your PowerPoint presentation, keep it simple. Keep it to a few key points. You want to involve emotions and the emotions, remember, I told you earlier it’s not
all about ‘Oh, the emotion of why I love what I do.’ It’s about ‘how you can’, something that they can relate to. Physical illness that they could relate
to, that strikes an emotion – a loved one that they might know, how they can help
someone, then the call to action is to come in for a graph analysis. And then, you also want to practice. Once you have your presentation done, you can hit the
slideshow and you can just watch that presentation over, and over, and become
really familiar with what you’re doing. Nothing worse than having technology, and
you go up in front of a whole group and it doesn’t work well. You want to practice
it so it just kind of becomes a part of you. So I highly recommend that. So I did all this yesterday, I presented at my
group. I did this huge presentation and I’m going to actually show you… we’re gonna come away from this presentation
that I’m doing right now, this webinar presentation, and I’m going to bring up
the presentation that I did yesterday. And I’m going to show it to you in hopes that it will strike some excitement in you about
how you might present if you were going to do a group. Adrian, do you have any questions at this point before
I move on to my next keynote? –No, I’m excited. What I am going to do is
I’m going to put up a poll because you’re about to show us the the prepared
keynote or PowerPoint that you… that you had prepared and that you are ready with.
And so, I’m curious, those that go and do presentations, I’m curious how many actually
have a prepared a presentation or something visual versus who
just stands up and talks. So I’m putting up that poll right now. Let’s get people’s
votes just because I’m wondering. And back to you Kimberley. Show us what you did. All right, I’m just reading your poll, ‘When you present,
what is your approach? Do you wing it? Do you have a prepared talk with no
visual presentation? And do you have a prepared talk with a visual presentation?
I have done all three of these. And I definitely… I mean, you need to be able to
wing it. There… there will come a time when if you get there and all of their
present… all their technical stuff isn’t working, you got to be able to wing it,
and be able to talk about yourself and that’s kind of your elevator conversation. And I used to do my talk, my visual presentation was the needles and the orange, that was how… that was how I was doing it. Okay, so I am about to go into
my AcuGraph presentation. I am Kimberly Thompson and I am a licensed
acupuncturist here in Meridian, Idaho. And I’m here today to share with you a
little information about myself. I am… I am a wife. I am a mother. I do acupuncture research. I have nine children. I have 17 grandchildren. And I… have a dog. When… during my free time, I like to… I like to cook and I like to travel. I would love to get to know all of you more on a personal level but right now
we’re going to move into my presentation. So a quick housekeeping note, all of you have… sitting in front of you, you have a piece of paper, and it asks for some key
information. I’m going to be doing a drawing at the end of the presentation.
And I have… I have a couple of things here on the table today. One
is a bottle of Zheng Gu Shui, and then I also have some ear bling
for a stress-related auriculotherapy treatment that we’ll be doing for today’s
drawing. If you’ll fill out your name, your phone number, and your email
address in order to be in the drawing, if you’ll fill that out, and at the end of
the presentation, I’m going to pass a basket around. During the presentation, I’m going
to talk about something that makes me different in my clinic and it
has to do with a diagnostic evaluation that we do. If you’re interested in
coming in for a free diagnostic evaluation, please check the box that
said… that… that says you’re interested in coming into my clinic. And at the end
afterwards, I will get back in touch with you for setting up that presentation. So, let’s move on. So I am an acupuncturist and my job is cool. It is really fun being an acupuncturist. No matter who you tell, no matter what party you go to,
wherever you go, there are always people who have questions. And… I get to do a lot of neat things but most importantly, I help people to be happy. And that is the
coolest part of my job. So when I first tell people about me, and
what I do, and I first tell them that I’m an acupuncturist, the room is split on a
couple of different directions. You have those who just have a hundred questions
for you and they’re excited. And then you have those who kind of back away, and
they put a big scary face on and they’re like, “Ooh, you do acupuncture? Isn’t that scary?” “Oh, you put needles in people.” So I thought that I would talk to you about
maybe what you might have thought acupuncture is. And I’ve got a little
video here that I want to show. (Video Inaudible) “Oh my god! I don’t know.” “Relaxation
lesson number one, acupuncture. It’s great for your back, and your ear. Needles in
your face, pleasure in your base.” Okay, so what you need to know about this
video is that it’s a myth that we don’t do anything like that in our clinic. You can
find lots of fun YouTube videos about what people would like to describe acupuncturist, the life of an acupuncturist but this is not
true. And I have another one to show. “Just relax.” “Okay.” “This is the most stressed camp I’ve ever had in my life.” “Yep. Listen, I wanna talk to you about things you like (inaudible), okay?” “Accounting, Trigonometry, (inaudible).” “(Inaudible), help me! Help me!” (Kimberly laughs) Okay. So obviously, that is another myth.
That just cracks me up. He’s more stressed out that he’s ever been in his
life getting acupuncture needles. And he would need to relax by talking about accounting and trigonometry. Absolutely, this is not what happens
in our clinic. Another myth, this is the next thing that people begin to think when they think acupuncture. You take a look at that great big huge needle. You need to know that we do not use needles like this in our clinic. In fact, if you go to a doctor’s office you might get a needle like this in your arm, or in your glutes
but that is this is not the type of needle you will get in our clinic. And then, let’s see. Is it showing? Are you seeing my screen
now? Adrian, can you chime in real quick? –Well, I still see the end of the video.
Okay, now it’s switched over to the needle with the word myth across it. So I
think it was frozen for a minute there. –Okay. So, let’s see. If… let me get back on my Kimberly Meridian family acupuncture thoughts here. So, the good news is in our clinic,
we… there are many ways that you can treat acupuncture points and
bring balance in the body that have nothing to do with needles. And if you
since you are my group that I’m teaching about who I am and what I do, and you’ll
be telling other people, you’ll really want to pay attention to this next slide. There are many many non-needle techniques and I happen to be a specialist in… in non-needle acupuncture in our clinic. We use micro-current. We use vibrational therapy. We use laser. We use acupressure. There are a ton of resources that we have, that do not involve needles. So I want you to feel very comfortable.
If you are referring people into my clinic, and you use the word acupuncture
and people go, “Oh, acupuncture needles,” I want you to be able to quickly speak up
and tell them, “Oh, you’re good. She has all kinds of
extra techniques. In fact, we… we treat children and babies in our clinic, and teenagers with anxiety. And so, we have so many resources that are non-needle.” So, another thing that you need to
recognize about acupuncture is that acupuncture is safe. You’ll get people who say, “Oh, is that safe?” And that’s a real question. And you need to recognize that acupuncture has been around for 4,000 years. It’s way safer
than drugs and surgery. And I remember… I remember when I was a teenager, and I was
going to have my wisdom teeth pulled, and I was sitting with my mother, and I… I look over at her and she’s just crying as she is filling out the paperwork. And I said, “What is wrong?” And she says, “It says on this paper that you might die in
your procedure.” Well, I just need you to know acupuncture is safe and we do not
have signed consent forms that say you might die. It is… there are only good side
effects with acupuncture. So the next thing to recognize is that acupuncture is effective. And… it’s funny… that’s another question, “Does acupuncture really work?” “Do you really get results?” Yes, that is why there are acupuncturist all
around the world. That is why it’s been around for 4,000 years. That’s why
there’s a waiting list at my clinic for new patients to get in. It is effective. It works and that’s why people keep coming back. So the next thing… next thing that you need to recognize about
acupuncture is that it’s relaxing. I can’t even tell you how many patients when they come in and they’ve had their
first acupuncture experience, that is the thing that they are surprised about in
the end is that acupuncture is relaxing. Most people, when they have needles in
them or when they’re having any of the other techniques, when their bodies in
balance, they just lay back under a warm heat lamp and… they are falling asleep… Looks like maybe my presentation is slower than my voice here, do we now have the acupuncture is relaxing slide? –I’m… there it goes. Yeah, just… it just switched. –I’m not sure how to fix this because we’re doing a presentation within a presentation. –Well, I’ll keep you posted if it’s not showing what you’re talking about. Go ahead. –All right. So the next truth that you should recognize about acupuncture is that
acupuncture is modern and this is what makes me different than a lot of other acupuncturists. We’ll be talking about ‘I use AcuGraph in my clinic’. And we
do a diagnostic exam that takes just a couple of minutes. And with a computerized diagnostic, we can see exactly what is wrong with the
patient so that we can fix it and make our treatment more effective. So, before… and we’re gonna talk about AcuGraph in a moment but before we do that, I’m
gonna tell you about a patient of mine. We’re gonna call her Mary. Mary is very typical of many of the patients… most of the patients who come through my door. The time…. the day that they walk in, they are tired, they are frustrated, they
are tired of not feeling well. Mary is typical when I do a first intake on someone they’re sad, they’re angry, they’re frustrated, they… they are not… they’ve tried many other things. Let’s move on. They aren’t enjoying the simple
pleasures of life. They’re… they’re not functional. They aren’t sleeping well. They’re grumpy. They’re irritable. They have symptoms that are turning them… their life just isn’t happy. So this is Mary. Mary tells me things like you know, I had symptoms. I went and saw my doctor. They gave me drugs and because of the
drugs I have even more symptoms than what I had before. Now I have insomnia. Now I have a dry mouth. Now I have aches and pains. Common response to doctors when you come in with a big list of problems is here, “I don’t know what’s wrong
with you. Let’s give you a prozac.” I’m being a little facetious here but that’s… that’s what’s happened with a lot of my
patients. They’re coming in and they are living on Prozac. So my question to you
is, do you know anyone who lives these types of symptoms in their life and they’ve progressed to a point
where they are frustrated, and they are not feeling well and they just don’t
know which way to turn? You know, I love watching… I crack up when
I’m watching the commercials on TV, when they’re presenting drugs and all
of the symptoms that can go with it. You might as well say, “see your doctor
immediately if your arm falls off, you lose your vision, or your face becomes
deformed.” I mean, it’s… we just live in a world full of drugs and this… this is the point that most of my patients come into the office. This Mary didn’t know where to turn and
she is frustrated. So the good thing that Mary did was she confided in a friend. And… lucky enough, Mary, most of my patients who are like Mary when they come through my door the reason that they come through the door is because
they met someone who has been to me. They… when Mary confided in her friend, her
friend said, “Oh, honey, I know where you were. I know where you are because I was there a year ago.” And… and that friend can share that
acupuncture changed their life. You, as part of my team of networkers, as… because that’s what we do here in a
social… in our social networking group. It’s our job to know each other’s business. It’s our job to understand the type of work that… that we do in our practices so that we can refer patients. When you do, you know someone who has the type of symptoms like Mary, somebody who’s frustrated, somebody who
isn’t able to do the work that they really want to do in their life and
isn’t enjoying life they way… the way they want to, you can refer them. One referral changed Mary’s life. And now, when she comes, her symptoms were resolved. I want you to recognize that on your… on your table, on your piece of paper that we gave, that has your name, your phone number,
and your email address. You have three business cards attached to that. And I hope that you’ll take those business cards. And when you meet someone who is complaining
about life the way Mary has, that you’ll hand them my card and tell them that
they should come and visit with me. Let me show you what happens when someone
like Mary comes into the office. They sit down with me and they tell me all of
their symptoms. And oftentimes, I… that patient will sit there with tears in their eyes,
when I show them an AcuGraph analysis, and I show them how I understand, how all of their symptoms come together, you know, within a first few visits
of a patient who comes in, with this huge array of symptoms, the
patients disappear. It is very common for patients to come in after their first
visit and say, “Wow, not only did my main complaints change, my moods
changed, my energy level change, other aches and pains that I didn’t even
realize that I was experiencing all the time those changed as well.” That is very
very common in the world of acupuncture. So, again, what makes me different than other
acupuncturist is AcuGraph. We are able to measure acupuncture points
on the patient, show them on a computer screen where their imbalances are and watch their progress. So here’s an example of three graphs for a patient
like Mary. Notice, the first graph, she’s green as is the goal here. Green means
that the patient is in balance. And when there’s too much energy in a channel or
too little of energy in the channel, the acupuncture channels come up as red or blue. As we treat, notice treatment number two, Mary’s life
is changing. You can tell by looking at the graph. And then by the time we got to treatment three, a lot of her problems had resolved. And that is very typical of what we see in our office. At this point in time, if you have time in your presentation and I highly recommend doing this, this is where you want to do a demo,
‘Who wants to try?’. So if you can bring someone up, and do a quick graph
analysis, and then you can click on channels and you can show them where shoulder pain and the things that are going on. But if you can’t, do this in your demonstration. This is what you want to do next: ‘Who wants a free graph analysis?’ This is the time when you take that piece of
paper and you check the box that says, “I am interested in having a free 30-minute
graph analysis.” The reason everyone in this networking
group will want to come in if you have symptoms, we will look at the graph, and we’ll talk about what I
see in your body and how I look at your body from a different perspective. If you don’t have symptoms, that’s awesome too because then you can know that you are
on track and you are living your life well. And… but you’ll still have a general
idea of what I do in my clinic and how I do it. And when you come into the office,
we’ll get to know each other better. You’ll understand how to refer to me and
I’ll understand how to refer to you. So again, it’s free and check the box if
you’re interested. And I’m gonna pass a basket around
so that you can turn those in and we’ll… we’ll pass that around. And then, I’ll get
back with you in the next day if you have said that you are interested. And so now, at this point in time, if you have any questions for me, now is the time. So I’m gonna stop sharing here. That
is the end of my presentation. I obviously do better on a presentation when I have the… the crowd right in front of me and
if I don’t have the hesitation of slides moving back and forth. –It’s a nerve cracking to sit and present to a
computer with no humans in front of you, isn’t it? –Exactly, but the presentation itself was… it was really, really effective. And… like we were talking earlier, I actually out of 18 people in the room, 14 people checked the box and said, “Oh, absolutely! I want to come into your clinic and I want to do the 30-minute.” So I… my… my schedule is packed. I went home that day and… I made phone calls and they were already expecting the phone call. I wasn’t trying to cold
contact or anything and they already told me, “Yes.” I also… on that presentation paper,
it also told me if they were interested in being on my mailing list
so that they could know about specials or things that I do, and the majority of
them are all on the mailing list now as well. So I added all of those in. — Cool. So I only have one to report: out of all of that one… I was able to do one of those
30-minute presentations yesterday. So I did the morning presentation. We came
over here, I did some… shot some video here that we’re going to show you in a moment. And then I treated patients and I had one slot at the end
of the day open where I could do a 30-minute graph analysis for one of the
people in the group. So I… my report on that is she came she said, “I just loved your presentation. I can’t wait to learn more.” She did her 30-minute graph analysis. I printed it for her. I gave it to her. I found out a little bit more about what she does and the results of the one 30-minute
time slot in my clinic is that she booked her first initial evaluation.
And she said that she is willing to commit to a series of six visits. So there you go. That’s where the $600 comes in. A full evaluation and six visits. And… and
that’s what’s typical for a new patient. –So if this was the… if this was the only
thing that happened from you going, and standing up and giving this presentation, the only thing you got was the one new patient, then, you’ve already been made… –I guess I made $600. –Yeah. It’s just… and so and that’s only you know out of 14 people
who agreed they want to come in, that’s really mind-boggling Kimberly and how
effective this can be in practice building. –Okay so I just have a little bit more
to present back to my original presentation. So let me jump back to that real quick, my application window. And we just talked about the results you know, how I felt and what I learned on this. I absolutely learned that how I did my
presentations in the past was not successful because I didn’t have a measuring. I didn’t have a measuring device. If you can get the people in that
group to come in for the 30-minutes, then, you get the one-on-one, then, you get the
touchy-feely, then, you build a relationship, then you build a networker who
really becomes a networker for life and that should be the goal of a presentation. So, you like this slide. This is fun. “It’s your turn!” I went to our
AcuGraph user group and I just picked some random pictures of
practitioners who are part of our AcuGraph user group. You all need to
be going out and doing presentations. You need to… I want to hear about your presentations.
I want to hear what you learned from this webinar and how your
presentations can be more effective. And what I learned is that creating a… a lot of hard work. –Kimberly, sorry, you cut out as you were switching. You said, “creating a presentation can be a lot of hard work.” –Can be a lot of hard work. I am lucky enough that I had a team to help me and we have… we have a new employee here. And she is a specialist in marketing and graphic design. Notice my
presentation that I did today for the webinar versus the one that I did for my
clinic? She helped put that together and together, her and I, spent about 30 hours
trying to come up with the webinar that I would… or the presentation that I would
share with you. And… let’s see. We have two more things we’re supposed to do, right Adrian? –Yeah, so well… here’s the deal, just briefly: so to build on what you just said Kimberly, the point is you started from cold and said, “Okay, I’ve got to give a 10-minute presentation, what am I going to say, how am I gonna do it?”
You got your ideas together. You got your outline. You started building a presentation, then, we had a professional designer who does a great job. And I can say that I’m very proud, she’s actually my oldest daughter who graduated in
December from college with her degree in advertising. And she started working here.
And this is the first major project she did is she took your presentation which,
“I love it Kimberly, but it looked like crap.” Okay, and she took she took your
presentation and she made it into that beautiful presentation you just gave
with all the pictures, and the people, and and it looked very professional and nice.
Anyway, once we got that done, we said, “Golly, how many of our users would love
to have that pre-made as a template where all they have to do is put in
their picture, and their practice name and they’re ready to go present?” You know, 30-hours of work to build something that looks that good and is that effective versus being able to just grab it, spend a half-hour customizing it and you’re
golden. So, what we decided to do, we put that together and we’re making it available to all of you as AcuGraph users at an insanely affordable price. We’ve
got it set up as in keynote format and in PowerPoint format, both widescreen
and letterbox. And we have the handout and the directions for how to do it. We
got the whole package put together and you can have it for $29. For those that are interested and think they might want that presentation ready-made,
I’ve just put that up on your screens, you can actually grab that right now. This is kind of an introductory price
and we’re doing it really cheap. I figure, if you guys spent 30-hours between the
two of you building it or someone could buy this for $30 that’s… that’s a
dollar an hour what’s your time worth. So, –Well, isn’t it about 30 slides long
too? So a dollar a slide, right? –Yeah, yeah, well it’s 29 slides in there, so yeah. It’s
like a buck a slide pre-made, ready to go. This is an introductory special at the
webinar. This won’t be the price that you… that you see when this thing goes live
on our website. We’re planning, actually, it’ll be worth quite a bit more. But, as people who attend the webinar, we wanted you guys to have first crack at this
stuff. So if you think you’re interested, you can hit the button. You can pick this
up, download it right now, and own it. And Kimberly, it is back to you. –Okay. So the only thing we have left and I’m not sure our timing works, maybe we should… we’ve got the video of how… when I am doing the presentation, how I talked to the person.
Do we want to do that now? Do we want to have that as a link that they could
watch later? –Well, so yeah, let’s throw that out.
First of all, these questions, Dana says, “Is this the same slides or different ones?” – These are the slides that Kimberly just used with all of the… Well, in fact, why don’t you just
really quick screen-share a couple of slides out of that just so people get an
idea what they’re they’re talking about? –I now give you an idea. –While she’s doing that folks,
if you… we have a 10-minute video we’ve prepared of Kimberly doing a
graphing demo. So actually, graphing somebody and talking about it the way
she does with a patient. It’s 10 minutes long and we can play that right now if
you’d like to stick around for it, just give us a comment really quick. Let us
know if you… if you have time and want to see that, we’ll put that up next. Kimberly
this is the presentation then that you’re talking about, right? –Yeah, so this is the presentation you
would be able… you would change out the picture. You would change out the
name. You would change out the clinic name. And she’s made it without my
picture in it. She’s told you exactly where to drop in pictures. –It’s really a template. –It is. And for some reason my screen is going black. –Oh that’s weird, it is. It’s not that one, huh. Nope. –All right, I’m gonna stop sharing for now. –Okay. Something happened there with… with showing the screen but (inaudible) and they
just drop their pictures. And… and none of the images are copyrighted. It’s all copyright-free, so you can take this on it, use it, it’s yours to do with as you please.
There’s no limit to the number of times you can use this. You can go
present it a dozen times out there. Hopefully, that answers some of the
questions. We have some folks saying, “Yeah, I would love to see the AcuGraph demo.” So at the risk of going a few minutes over are allotted time, I’m gonna go
ahead and put that… put that video up. Is that all right, Kimberly with you? (Yep). –Okay. So we’re gonna run that and then as soon as this video is over in 10
minutes, we will close things up. Meanwhile, we’ll leave that offer up. You
can pick up that presentation if you want to have that. So here comes the video now. Hi, how are you? — Good.
How are you I’m you? — I’m great. Okay, welcome, I’m gonna do a quick graph analysis like we talked about earlier.
And I’m gonna measure some acupuncture points on your body, on your hands, and on
your feet. And when I am done, then, I’m gonna be able to show you on a computer screen different things that are going on in your body.
It’ll be actually kind of fun. — Perfect! All right, so I’m gonna have you hold
this in your right hand just like this so… (Left, Pericardium 7) (Left, Heart 7) 12 main acupuncture
channels that run through the body. (Left Small Intestine 4) And through modern
science, we’re actually able to measure the… (Left, Triple Energizer 4)… we’re able to
measure these acupuncture points and show on computer screen. (Left, Large
Intestine 4) …enough energy flowing through your body which (Right, Lung 9) …show symptoms. –And so, does it compare the left and the right sides of the body? –It does. (Right, Pericardium 7) (Right, Heart 7) (Right, Small Intestine 4) (Right, Triple Energizer 4) (Right, Large Intestine 4) (Inaudible) (Left, Spleen 3) Can we have this foot right up here in my lap? (Left, Liver 3) –Is it hard for you to find the points? — My goodness, there are hundreds and hundreds of points all over the body. I do this exam on many people day by day… (Left, Bladder 64)
and these are typical points and… you just get pretty good at it — Yeah.
Fingers that know. (Left, Gallbladder 40). (Left, Stomach 42) And acupuncture points typically are a little bit (inaudible) (Right, Spleen 3) (Right, Liver 3) Each of the organs are named after… (Right, Kidney 3) named after organ systems in the body. So that’s… we’re measuring the Kidney from your foot. (Right, Bladder 64) –So the Kidney channel runs all throughout the body? It does it runs… each one has a specific pathway (Right, Gallbladder 40) which I’ll be showing you in a moment. But who would have a Gallbladder on the ankle?
— Yeah, exactly. (Right, Stomach 42). All right. (Exam complete). Okay, once we measure all of the
acupuncture channels, then, we can look at a computer screen. So
we measured every channel in your body and we came up with an average. so
many points above average shows that there’s too much energy in the channel.
So many points below shows that there’s a deficiency, too much energy
just means that things aren’t quite flowing the way they need to so energy is stuck in one channel division, in another. So the red ones are high and blue
means low. Couple of these are borderline high. And I’m gonna actually
make a change right here and change this to high because it’ll give me a better
analysis of what’s going on. Notice, how it’s right up by the red line. And so
it’s… it’s quite up there. And even this channel here is pretty high. (Inaudible) Exactly. And
it helps give us a better picture of what’s going on. So as we look at these
channels, we’ve got some that are low and some that are high. This is the large Intestine channel.
And I’m… actually, this will be a great analysis for you to see
how I’m thinking about your body in Chinese medicine. So the Large Intestine
channel pathway, notice it comes right up your arm and comes across your face, all
along that pathway it affects the tendons, the muscles, the ligaments, the
blood flow, the nervous system, everything that follows that pathway. Now, watch. Now
we can look at muscularly so that acupuncture channel affects this area of
the bottom muscularly and across the head. So there’s a deficiency in this channel. Then, beyond the muscles, we’re also looking at the internal pathways. So
this has like secret internal pathways that go inside your body. And internally, this acupuncture channel affects the lungs,
the large intestines, and part of it a lot of the digestive system. So you can see
if this channel is low it could be muscles along that pathway that aren’t
quite working the way they need to. It could be but it also could be internal — Mm-hmm. I’m going to show you this channel here. This is called the bladder
channel and we’ll go back to the pathway. So the bladder channel runs along the back and in this picture, you’re just seeing one side but it runs along the
back, on both sides. And so we’re showing excess in your bladder channel and it’s
more excess on the right than the left. So then I could ask you questions, are
you having… have you been having some back pain, so, muscle tension? And so you
can see how it affects right here at the eye, it comes across the head, it comes
all the way down, and down the leg. And then, muscularly, it affects all of these
areas on your body and even on your face. Then, internally, this is where it gets
interesting, internally it comes inside and it affects the kidney, the bladder,
the brain, the eye. So as I’m looking at your body, I’m looking at it on a
multi-dimensional faceted way, and it’s kind of my job to be the engineer and
understand if there’s a problem in this channel. “Why is she having symptoms in
these other channels?” — Exactly. I’m gonna click here for a second, and I’m going to show
you the energy cycle. And so this is interesting, this shows… this shows the… energy has a natural flow in which it travels through the body. So if you were
gonna start with that first channel, and let’s just say we’re gonna start with the
lung channel, the lung channel has to come up, that has to come through this
middle part of your body, and then it comes all the way down, it connects with
another channel which then has to come up, and then go through the middle, and
then come down the arms. And so, there’s this back and forth flow. This… this particular way that I’m showing you the graph shows that if we started at the
beginning, this would be the first channel and it would go all the way
through to the last channel. And then, this channel would back into here again. So as you’re looking, notice that this one is a little higher and then this one is low. And it more, specifically, this one is high. This
is the spleen channel which has a lot to do with digestion, how we take in our
food. Oftentimes, when people have excess in the spleen channel, they have symptoms
such as bloating, gas indigestion. They’re just not feeling well digestive-wise.
Well, when this channel is excess, then the next… this next channel on your graph
isn’t quite getting what it needs. So the heart channel is deficient. If you were, you know, we’re just doing a consultation right now, showing the graph but questions that I would ask you like, do you have a
tendency towards anxiety? How’s sleep been? Do you have insomnia – trouble sleeping?
Each of these pathways have to do with different symptoms. — So even more mental symptoms besides physical things that you might be experiencing? –Exactly. And today, when you leave here, I’m actually gonna print your report. And in that report, we give an analysis. So, we show that your heart channel is deficient.
Oftentimes, patients will ask, “Well, does that mean my heart, you know, when I have
heart issues, I’m young, what do you mean my heart is deficient?” It has nothing to
do with that. It has to do with the pathway and it has to do with the
function of the heart in terms of Chinese medicine. And… and of course, it
can have actual issues with the heart itself but it doesn’t mean you have
those symptoms. So based on your graph, in your report it’s going to show the types
of symptoms that you could have in relation to your imbalances. So you know,
palpitations, sleep issues, insomnia, things like that. It’ll be interesting for you to look at this report and look at the channels
that you have imbalanced. And it’ll help you to recognize how I am looking at
your body from a different perspective than other practitioners. –Yeah, definitely. I can see that. So this is… the other thing that’s interesting to me is these channels here are your upper body and these channels here are your lower
body. When I am looking at your graph, I’m actually… I can look at it from a
ratio perspective, see this red X right here? It should be more centered on this
picture. So there’s a lot more going on in your lower body channels than your
upper body channels. And you know, on… spleen is high,
liver is high, bladder is high. Oftentimes, when it’s a female patient, and I’m looking at this it can
be menstrual, menstrual cramps, menstrual issues, so things like that. My job is to find where those imbalances are, fix the imbalances, and then your body is
beautiful. Your body knows what to do when it’s in balance, then it knows how
to heal itself, that’s why we can stop menstrual pain, and headaches, and
digestive issues, and anxiety, and PMS, and sadness whatever the issue that’s… that’s
how acupuncture becomes holistic all in itself. –That’s so interesting. –Okay, I’ll print you the report
and we’ll take it from there. –Thank you so much.
–You’re welcome. –Okay, well, I hope everybody found that that demo useful.
And while that video was up, Kimberly got her screen fixed. So there were some
questions about what the slides are that… are included in the presentation that
she’s making available? So, Kimberly you want to pop those up really quick, just
flip through a couple of them for us? So it’s… there we go. I’m an acupuncturist
and my job is cool. It’s this presentation. It’s the one that she gave
at the networking meeting that’s got the beautiful design to it all of the graphics,
everything pre-made, and ready for you. So, this is what she’s talking about. And as Charlene posted in the comments over there, it comes with the instructions for how to use it, how to modify it, how to customize it for your
own. So… –You can… you can change your picture, your… the… the name on it, the
business name. And I, you know, I treat a lot of chronic
and conditions. And I treat a lot of women but you could change that up. If I
mean, you could just change the picture out if it’s… if it’s more sports injuries
or pediatrics, you… it’s all changeable. Yeah, and it’s a great place to start. So
even if you need to modify it you might modify the whole thing in… in a half hour
instead of spending hours building the thing. So, we need to close. Thank you everybody! Does anyone else have questions? I see
that Levine asked a question about the lung channel during the demo –This is a matter of preference on when… if it wasn’t important to make a change
regarding the discussion I was having with her. –Cristina asked a question, this is good, she says, “Where do you get your contacts
to find out where to present?” And now this was a networking group that you’re
part of Kimberley, right? And there’s always networking groups in every city.
There’s bunches of them but then there’s other opportunities too. –So this presentation was definitely geared towards a networking presentation because I wanted to teach them how to be my… my sales team, my advertisers. You could… we actually have in the AcuGraph we have lots of webinar, lots of blogs
regarding on how to find places to present. I mean health fairs but that’s… that’s them using your AcuGraph to do, and just do a whole event, and graph people
all day long, and do the mini graph. –It’s easy to present also when you
find conditions that you want to treat or conditions that you like in your
practice. There are often support groups for people that have various conditions
and there’s… there’s webinars we’ve taught on that how you can look up these
various support groups, explain that you treat this condition, you’d like to come
give a presentation they will welcome you with open arms. There’s also communities built around certain patient populations
like over 55 active lifestyle communities, excellent places. They’ll
have a community center. They will sponsor your presentation so there’s a
lot of… a lot of ways to do this. And we’ve got like you said, some other
webinars some blog posts on ways to get places to present. So… –Yeah, and you could take this
webinar and you can fine-tune it to whatever your audience is, so it’s
very easily done. Sharene did an amazing job. I learned so
much from her and she made me look like I was awesome. So, that’s our goal is to help you to take half of, this I mean, three-quarters of your stress away. If
you’ve already got a presentation, and you just have to put it together, let
those presentations bring you new patients and that’s really the goal
right there. –Absolutely! And don’t forget to tell us about your… your success. We… we get people in the AcuGraph user group on
Facebook that pop in and say, “Hey, I just you know, I did a health fair over the
weekend. I got 12 new patients!” We love hearing that and the other
practitioners loved it. So, thank you so much everybody for attending today. –Quick question: now, (yeah) you offered a special through the webinar but that is
not going to be the normal price on the website, correct? –Introductory special, yeah. We’ll be going up soon. So, we’ll you know, I would advise getting it earlier
if you’re… if you think you’re interested. Or if you just want to use the example,
go build your own then, have at it as well, either way we just want to be a
resource for you and help. Anything else? –That’s it. –All right. Thanks everybody. We
will see you next month!

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