People have been trained to believe that the disease-management model of health care is the only path to health. This single belief is the biggest roadblock to our progress toward successful client and practice outcomes.
The “pill for an ill” mindset is deeply entrenched, even in the holistic health community. Neurotransmitters are prescribed to heal the brain, herbs are given as a remedy for balancing hormones, dietary protocols are given to cure diseases. Natural remedies are being substituted for toxic pharmaceuticals to chase symptoms and conditions.
But that’s not how energy healing rolls.
The body has innate intelligence and has the power to heal itself if it has the tools it needs and if there are no blocks to the healing process. Whether it’s a broken toe, a blood sugar issue, or childhood trauma, the body can self-heal when all systems are in homeostatic balance. What is the culprit that knocks the body out of equilibrium?
In fact, stress is a factor in five out of the six leading causes of death — heart disease, cancer, stroke, lower respiratory disease, and accidents. An estimated 75 to 90 percent of all doctor visits are for stress-related issues. There are scores of studies demonstrating the relationship between stress and pain, fatigue, weight management, immune dysfunction and lots more. And there isn’t a pill or protocol in the world to eradicate it.
So long as allopathy dominates our national health care conversation, it’s up to you to teach your clients that there is another, more powerful, way toward wellness. After all, they come to you because they want an alternative to the conventional approach that hasn’t worked. Here’s your invitation to give it to them! Energy healing is about system-wide stress balancing, not treating silos of diseases and symptoms. Besides, not only is this a more fitting way to describe how you will help them, it’s one that you can legally defend if taken to task.
I’ve outlined 3 steps to help you explain this approach to your clients so they are excited to take this path and stay involved throughout their healing journey with you.
- Agree on the end-game.
By the time a client comes to you, she’s likely been through the ringer of doctors, drugs, and disappointment. She wants to “fix” one primary problem, yet might have many more programs running in the background that are chipping away at her health.
Recently, one of our New Human counselors shared that a client of hers felt she wasn’t getting any better from their work together. Yet, in fact, her client did make gains. Using New Human’s technology and botanical solutions, her kidney and liver labs improved significantly. But the client hadn’t lost any weight, so, in her mind, the therapy wasn’t working. She viewed success as weight loss, not confusing lab results.
You can avoid this type of disconnect early in your work with a client by explaining that their issue (in this case, weight management) has multiple possible factors at play: environmental toxins, emotional trauma, hormone imbalances, gut dysbiosis, and more. In your work to correct these imbalances, “invisible” signs of improvement might be the first ones observed, seen only in blood or functional labs. Clients need your help to connect the dots between seemingly unrelated results and their ultimate end-game to demonstrate how your work is right on track and progress is being made.
In your very first consultation, gain client agreement on steps you’ll be taking to achieve her goal. Explain that instead recommending conventional band-aid solutions (diet, drugs, herbs), you’ll work on the deeper issues, helping to clear the stressors one by one, so her body can finally “remember” how to heal itself and kick her metabolism back into gear for lasting success. If you currently utilize a client agreement, spell your approach out on her form and have her sign it as part of her agreement to work with you. That gives you something to review with her later on if she gets frustrated by lack of visible improvement or needs a reminder of the process.
- Determine and communicate the starting place.
SpectraVision owners can test client reactions to the 20,000 or so substances that it is programmed to assess and prioritize. The results from the scan make explaining your starting place with a client super easy. If you use a different approach to determine and prioritize stressors, explain the path you’ll take to identify and clear them. Here’s why it’s important.
A few years ago, my ND reviewed my blood labs with me and identified several items that we wanted to address. Being a Type A person, I wanted to work on everything all at once! She gently (but firmly) explained that until we take care of my adrenals, none of the other lab numbers matter. She brilliantly described the cascade of effects that fixing my adrenals would have on all the other downstream issues. I was relieved to know that there was a logical path to get me to my ultimate end game (see Step 1 above) and this understanding calmed me tremendously.
Shift your client’s focus from viewing your therapy – a botanical solution, laser therapy, or other protocol – as the “cure” for their condition. Explain that it’s about peeling back the layers, one by one, in priority order and clearing the blocks that prevent the body from performing its healing work. Share the steps you’ll be taking so they can align their emotional energies with your direction. It’s called mind-body medicine for a reason; the value of enlisting their internal support in this regard must also be explained.
- Dealing with impatience, costs, and fear
As you attract new clients, you may be faced with these 3 common client objections. I’ve outlined suggested responses below that might help.
Many of your clients have been struggling with their issues a long time, even if they don’t realize it. When you consider the impact of stressors and trauma from childhood on, and their impact on health, conditions that they present with may have been brewing for decades. They don’t always know this; you must tell them.
As a nutritionist, my clinical focus was weight management. Clients came to me wanting to lose weight fast. They were impatient because they’d been working on weight loss forever, and I simply was the latest link in the chain of possible solutions. I explained to them that weight gain didn’t happen overnight; it took years to get to where they are. They ultimately agreed it would probably take time to get back to where they felt good again.
Regardless of the health concern, repairing and restoring someone’s innate healing ability is detective work, and that takes time. Ask if they are willing to invest the time necessary to turn things around. If they aren’t, they lack the mindset necessary to do the “inside work” needed. These clients are typically the most difficult ones to work with and, from my experience, have limited results. I learned, over time, to refer these clients to my competitors.
People are addicted to insurance as much as they are addicted to allopathic health care. Here are my standard responses to, “Wow, this sounds expensive!”
- “Have you compared the range of my services to others in the market? Will others provide you with the same level of attention, services, and time?” Make sure they are comparing apples to apples.
- “What is it costing you to not fix your problems? How is this impacting your quality of life? Your relationships?”
- “What is your happiness worth? What is your health worth?”
- “What might this problem cost you down the road if you don’t take care of it now?”
- If you are a SpectraVision owner, explain that you will help them save money and time. Instead of running around to various specialists on their seemingly unrelated, disparate issues, you are the one-stop shop for them to kick start the healing process, system-wide, regardless of symptom or condition. What is that worth to them?
Other strategies to help them with costs might include bundling multiple visits into a package, (include the costs of their botanicals in the package, too), or offering payment plans. Consider giving them free email access to you between visits or conduct tele-coaching calls in 15-minute increments versus lengthy visits in between more comprehensive in-office sessions.
You are a partner, not a provider, in their healing journey. You’ll devote more personal attention to their issues than their family doctor ever would .
If you do a fantastic job in your initial consultation, earn their trust, gain agreement on the path, get them emotionally involved in the process, and communicate about each step, each therapy, every result along the way, then, trust me. Fear will fade.
About the author:
Miriam Zacharias has been involved in the holistic health industry since 2006, the first several as a Nutritional Therapy Consultant and the last 10 as a practice development consultant and instructor for natural health entities around the globe. She is currently Vice President of Strategy and Culture at New Human, President of the National Association of Nutrition Professionals, and Lead Instructor for the Career Development Course at the Nutritional Therapy Association.