What People Are Saying
I just wanted to drop you a line to tell you how much I enjoyed your book.
It's funny, I picked up my dear friend from acupuncture school at the airport a couple weeks ago who was coming up my way for a seminar and we got to hang out for the first time in years. She was telling me how she was just hanging out with you a bunch at a conference and I was like, "oh cool - I ordered his book!"
I was about 2/3 through your book when I was informed last week by my star practitioner (a dual-licensed naturopath/acupuncturist) that she was putting in 3 weeks’ notice to go off and start her private practice. That was a gut punch and knocked me for a loop. So funny how it felt exactly like a breakup of a romantic relationship.
So I've been in this weird place for a week or so - our practice was growing tremendously and this provider was a big part of that. I've been kind of frantically cycling through a range of emotions and scheming for how to handle this to not detrimentally effect my practice, myself and my wife (also an acupuncturist), and my employees.
Long story short, I picked up your book again last night and finished the last part. It was exactly what I needed. A great pep talk and reinforcement of a lot of stuff I have known I should have been doing all along but maybe got a little too complacent to really get done.
So thanks! I couldn't agree more with your message and your action steps you lay out.
All the best to you and hopefully we'll meet in person some day!
Just wanted to tell you that I read the first 2 chapters when you sent out sample chapters and loved it — I immediately bought the book and I gave you a big plug on a webinar I did.I cannot say enough how glad I am that someone is as straight as I am about what doesn’t work about acupuncturists and their practices. That part about the needle pictures was PERFECT. OMG. You are THE BEST.Dr. Marlene Merritt, DOM, MS Nutrition
One hour webinar to Standard Process acupuncturist customers on March 2, 2017
Do you have any other feedback or comments about this session that you'd like to share?
Thanks for connecting us with Lorne! I enjoy hearing him speak.
I saw the time but didn't realize it was not my areas time zone. So I missed most of it except for the Q&A part
Thank you Standard Process and Dr. Brown. I am grateful and motivated! M Jennings
More than what I expected in an hour presentation.
great suggestions about happy hour
It's nice to hear what worked and what did not. It's also encouraging to keep going even if discouraged or in the process of learning after failed attempts. I would be curious as to mindset around money according to community clinic. I look forward to the read. Thanks for offering your time!
I enjoyed the encouragement and tips. Thank you for taking time to help us. Many Blessings to you!!
Excellent - I had an IT consulting business for 9 years; so no fears about marketing my passion of acupuncture but I always like to learn more and this webinar had some excellent points, (no pun here), (pictures on the website of happy clients/not needles), and made me feel good about looking behind and realizing I had done some of the suggestions, (took my professors to lunch and paid!) The sailing metaphor and looking at the horizon was excellent, I am in that boat, being grateful! Thanks!
Thank you on tips for website, publication design, and so much more. Look forward to participating in my webinar, etc. that you are offering.
It was excellent. Thank you. More classes and speakers on these kinds of topics would be great. Dr. Bruce Bond, DC, is on my wish list. Thank you!
Wow, what a treat. Great information, I will definitely be buying his book. Thank you Standard Process. Great presentation, what a quality speaker. I truly enjoyed this. Thank you
A treasure map for how to work your practice like a practice… a conscious, living, breathing, responsible, healing practice that sustains you and potentiates your patient’s health. Dr. Brown applies the principles on traditional East Asian medicine to business allowing for the way in which the business interaction is an essential aspect of the therapeutic interaction. This is healing.
What you will learn:
- Why acupuncturists fail
- How your attitudes and philosophies directly impact your activities that can lead to success or failure
- Free has no value
- How important creating value for others is and how your fees are connected to the value you create
- What activities successful practitioners consistently do to build their practices so that you can model too so you can enjoy the same success
As Business Stream leader at the
Northern College of Acupuncture
(UK) I have been looking forward
to reading Lorne Brown’s Missing the
Point, a very specific publication written
for acupuncturists and of particular
benefit to those starting out in business. I
initially drew comparisons to Acupuncture
for New Practitioners by John Hamwee
and Points for Profit by Honora Wolfe,
Eric Strand and Marilyn Allen. Whilst
these books overlap in covering some of
the same ground, in Acupuncture for New
Practitioners the emphasis is on becoming a
better practitioner through development of
clinical practice and patient relationships,
whilst Points for Profit is a compendium
of all the information necessary to run a
successful, profitable acupuncture and
Oriental medicine business. Missing the
Point is a short, snappy business self-help
book. Read this book if you want practical
advice with a formidable long term action
Lorne Brown’s credentials include
a background in accountancy, a busy
practice employing six associates and two
successful continuing education websites
for acupuncturists. He has amalgamated
this experience in this book to highlight the
common reasons acupuncture businesses
struggle or fail, and has found easy-toimplement
solutions to these problems.
In the introduction Lorne shows
his understanding of the typical
acupuncturist’s psyche and uses this to
demonstrate the negative impact this can
have on success. ‘Like It or Not, You’re
a Business Owner!’, he asserts. This is
something I can relate to as I see many new
acupuncture businesses struggling. Lorne
builds on this in part one, demonstrating
how cultivating confidence, optimism,
perseverance and attitude are paramount
to achieve one’s dreams. In part
2, entitled ‘Success is Surprisingly
Counterintuitive’, Lorne explains how
pioneering entrepreneurs tend to explore
new frontiers and are often thought to be
mad through doing the opposite of what
is normal. He demonstrates this with the
personal example of successfully opening
his acupuncture clinic on Sundays, which
his colleagues initially thought was crazy.
True entrepreneurialism involves ‘thinking
outside the box’. I particularly connected
with the short chapter on delegation
and the reference to entrepreneurs
having control issues, something I have
personally struggled with. Throughout
Lorne makes extensive use of aptly chosen
historical aphorisms with contemporary
application, such as Thomas Jefferson
on the importance of mindset and André
Gide on the importance of the USP (unique
In part three Lorne gives advice on
growing a business, creating an ideal client
base and whether to raise prices or hire
associates. He provides notable marketing
techniques and insightful knowledge on
goal setting. This all leads up to the finale,
chapter 17, ‘Achieving Success’, and the
invaluable action plan to achieve it.
There is much I enjoyed about this
book. The layout can be commended;
thought has gone into making it easy to
read, memorable and useful as a resource.
I particularly liked the sections at the
end of each chapter called ‘Putting it into
Practice’, which show the reader how
to harness the impetus of an idea and
process it into positive action. If I were to
offer any constructive criticism it would
be to include a section on supervision
and add more practical advice on the
importance of reception and patient
management. Regarding supervision, it is
easy when starting as an acupuncturist to
underestimate the drain on one’s energy
that can occur. Working as a sole trader
can be solitary, and dealing with emotional
patients can be tiring, especially when
trade gets busy. This can ultimately result
in practitioners’ qi becoming depleted and
can thus start to affect their health. I have
seen acupuncturists forced to take time out
from work or have to drastically scale down
to prohibit burnout. Regular supervision
can provide guidance and support and
thereby protect acupuncturists. In terms
of reception and patient management, the
first contact with the potential patient is
usually either over the phone, via email
or directly via a ‘walk in’, and correct
initial engagement is essential. I have seen
new acupuncturists or badly informed
receptionists fail to respond properly to
these enquiries, and watched in dismay
as potential patients and business are
lost. Protocols to ensure this does not
happen can easily be put in place. Patient
management is of equal importance.
Once the patient attends the clinic, correct
guidance from the practitioner is essential
to assist the patient with their treatment
plan and ongoing bookings. New
acupuncturists can easily bungle this with
comments at reception such as ‘See how it
goes and give me a ring’. A patient must be
managed or they are unlikely to know how
often they should attend and for how long.
They will appreciate this guidance.
In chapter 7 Lorne explains how
entrepreneurs innovate to provide value.
When value is seen in a product it is
sought out and customers are happy to
pay for it. If practitioners provide value
in their clinics, patients will choose them
for their care. Lorne has brought this
sensibility to writing this book, combining
his knowledge and experience to write a
book of value for those wishing success in
In summary, this is an innovative
book and a valuable resource for me as a
business tutor, for students preparing to
venture out into business and for those
already in business. Lorne’s writing is
easy to read and honest, and his passion
for acupuncture business is contagious.
He points out how limiting beliefs and
attitudes can prevent success in business
and gives the reader the knowledge to
develop the skills for success based on
tested business strategies. Lorne’s vision
of assisting acupuncturists to become prosperous,
successful business people
practising with integrity will be one step
closer if they purchase this book. I will
be putting it on the students reading list.
JCM Feb 2017 Issue
Video testimonial from Dr. Dan Kalish - https://kalishinstitute.wistia.com/medias/jbq0z4ooo3
I wanted to say that I loved your book 'Missing the Point'. I found it enjoyable to read and full of useful, practical information. So thank you for writing it!
I read the book last night and LOVED it! I plan on implementing it as soon as I get back to Newfoundland and of course read it a second and third time.
Hi Lorne Brown just wanted to thank you for your book. First of all, i absolutely LOVE how the book cover feels so smooth and velvety. Secondly, the pages are so flexible and soft. Honestly these factors are just a bonus to make reading your book such a joy. I am halfway through now. So user friendly. Chapters are short which prevents boredom! I have a few questions though. But i will ask you once i have finished reading it.
Kind regards from London
— feeling thankful.
This book is meant to knock you on the shoulder, and wake you up to the abundance that you can create, not only in your practice, but in your life, and the lives of every person you touch. A must read for every newbie and seasoned practitioner. I strongly suggest that you get the book, devour it, and I can almost guarantee that you will glean many, many pearls of practice building wisdom. You won’t be sorry!
For most practitioners of Chinese medicine, the initial impulse to study and become practitioners came from a deep impulse to serve as well as a clear impulse toward a medical path that is both beautiful and that makes sense. However, it doesn’t take long once we are out in the field to realize that becoming highly effective and successful involves more than just studying points, herbs and formulas. How do we thrive as practitioners? This is more than simply being able to make money. It involves bringing awareness to deep seated attitudes within our conditioning that prevent us from even knowing what we want. Lorne’s long experience as both an entrepreneur and health practitioner has informed his book, Missing the Point. He helps the practitioner identify and work to expose and thereby evaporate limiting attitudes so that he or she can create the practice they want – whether that is volunteering for Moxafrica, doing Community Acupuncture or having a buzzing lucrative urban practice
Lorne has been contributing to the TCM profession for a long time, whether it be connecting us with each other at conferences, or educating us via webinars, or offering mentoring or information via his clinic and website. He is one of the best placed amongst all of us to have something expert to say about how to run a successful TCM business.
This engaging book distills Lorne’s broad personal experience into a number of simple strategies for business success – there is some pertinent advice here for everyone, whether you’re just starting out as a new TCM doctor or have spent years working at the clinical coalface. Lorne’s legendary drive and enthusiasm come bubbling off the page – he is himself proof of the pudding.
Lorne Brown’s book, Missing The Point, serves as a wealth-worthiness self-help guide, a best-practices protocol manual and an introduction to business skills for practicing acupuncturists. All three are desperately needed by those who admirably strive to build our profession while generating right livelihood for themselves. Lorne has the clinical experience and business success to back up what he says. I agree with his opening suggestion that you read this book several times. More important, do what he suggests. It will make a substantial difference in the value you and your patients gain by your practice.
This little book is a treasure map for how to work your practice like a practice… a conscious, living, breathing, responsible, healing practice that sustains you and potentiates your patient’s health. Dr. Brown applies the principles on traditional East Asian medicine to business allowing for the way in which the business interaction is an essential aspect of the therapeutic interaction. This is healing.
Absolutely recommended reading – Lorne shares practical advice on building a successful career from those starting out to experienced practitioners. This easy to read book summarises several concepts I personally have found invaluable and attribute not only to clinical practice but also to the completion of a Textbook. As Lorne discusses in his introduction it’s an incredible medicine we practice but unfortunately for many it becomes a financial struggle. I can only applaud Lorne’s efforts to assist practitioners through sharing his experience in building and maintaining a sustainable career in Chinese medicine.
Lorne’s book is an action-oriented and easy read that reminds us that a successful business begins in the mind. He clearly lays out how to develop the skills needed for success, all the while pointing out how limiting beliefs prevent us from having what we want and deserve. Well worth your time, as this book will impact not only your business but also any other aspect of your life that needs a change in mindset.
A clear eyed and concise guide to the practice of business. Lorne reminds us that money and clinical success flow naturally from providing value to our patients. This book is an invitation to look into our own shadowy attitudes we may have toward money and business, and lays out an actionable path on how to craft business processes that not only support us in practicing medicine, but connect us to our larger community and provides a deep of support and connection with our patients. Read it and start having fun with your practice again.
A real gift not just to our profession, but to any business owner/micro-preunour who wants to create value as they unfold their calling/passion.
I love this book! Dr. Lorne Brown brings his experience as an entrepreneur and CPA, clinical hypnotherapist and practitioner of acupuncture and Oriental medicine to bear upon the problem of success. At these crossroads, he plants the seeds of change within the heart of the practitioner. Good change.
This book has the power to redirect your conscious and subconscious mind towards success. It is a much needed solution to the Chinese medical practitioner’s heart and essence. This field needs a new view of economic possibilities, Lorne Brown delivers. He brings the best of business success thinking play in this book and I think that every person should read it whether they practice Chinese medicine or not.