Thank you for your response to my inquiry. I just want to to let you know that I read and enjoyed your book very much. I was so afraid of starting my own practice after graduating 2 years ago. I opted instead to work in someone else’s practice just to avoid putting myself out into the world. After reading your book this past Spring something shifted in me and I began to see how I could indeed have my own practice in the future. Your book gave me confidence and guidance. While I am very happy in my current position for now, the seed has been planted for future growth and expansion, all thanks to your book. High five man!



First, I want to energetically thank you for sending me your book. I devoured it in one single stretch yesterday, taking notes here and there.

This morning, it’s « Gratitude exercice” and « Review goals « time.
Your book is simply THE book every acupuncturist should read and refer to, if they want to be successful in their practice, along with being ethical. I have been in practice for 26 years but acknowledged being in « business » for the last 3… changed mind set and attitude, attracted bundles of patients.
Sudden success got overwhelming, I didn’t know how to manage it on my own and got exhausted. Could not keep up with demands, did too much, caught every cold/flu virus that sick patients brought in,
got depressed. I sometimes ask myself « what is the purpose of all this if it’s going to make me sick? »
Should have hired assistant one year earlier but had confidence issues: will I be able to afford her? «Stop saying it’s too expensive, look at ROI » , I get it now!

As a fundamentally energetic Shao Yang/Jue Yin type, I simply can’t stop moving forward, performing, shining. I am passionate about what I do and I do it darn well!
Helping others heal and getting paid for it makes me happy, you know that feeling too.
I feel that your advice is what I need right now to help me focus, plan, organize my business, temperize impulsivity, stick to plan… ouh! the challenges!

Finding your book in my mailbox put a big smile on my face, I take it as a well timed help.
Last, I would like to make sure you took my payment for the book, I haven’t seen it so far in my account, and since I don’t have the entitlement syndrome (really!),
I fully appreciate significant help and find it of great value.

Best regards,
Caroline Mandeville

Hi Lorne,

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

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?

Thank you. Wonderful lecture!

As a newer acupuncturist starting my practice, I found this webinar to be so helpful. I now have a great outline and will begin TODAY implementing the pearls that Lorne has shared. Thank you!

Thanks for connecting us with Lorne! I enjoy hearing him speak.

loved it! Well presented and organized. Great information.

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

Lorne hit on the major topics and mindset of failure vs success and there were examples of “how to”.

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!

Very helpful because he confirmed that my continuing education is important. Sounds silly, but I was told I learn too much and now I know I should follow my intuition and continue learning and growing in my field so to offer my patients the best up-to-date knowledge and the best me.

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

Lhasa OMS

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 plan.

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 selling point).

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 business.

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. Highly recommended.

Phil Montgomery
JCM Feb 2017 Issue

Phil Montgomery
JCM Reader

Video testimonial from Dr. Dan Kalish –

Dan Kalish
Founder of The Kalish Institute

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!

Jessica B

Lorne Brown I made some notes for 2nd time reading.Thanks for this great book!

Yeny Guo
L.Ac Austin TX

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.

Tiffany Brien
Registered Acupuncturist, St. John’s, NL

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.

Sahar Hooti
London England

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!

Jeffrey Grossman, L.Ac., EAMP, Acupuncture, Coaching, President and Wearer of many more hats

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

Sharon Weizenbaum L.Ac
Whitepine Institute

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.

Jane Lyttleton
Author of Treating Infertility with Chinese Medicine

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.

Felice Dunas Ph.D
Author of Passion Play

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.

Arya Nielsen, PhD
Author of Gua Sha text book

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.

Dr Debra Betts (PhD)
Author of Acupuncture in Pregnancy and Birth

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.

Yvonne Farrell

Inspiring you to be successful in your acupuncture practice, this book also functions to advance the acupuncture profession as a whole – it is successful practitioners who make a profession successful. Lorne Brown’s voice is authentic, concise and speaks from experience. Read this at the start of your training and again when you set up in practice.

Charles Buck United Kingdom
Author of Acupuncture and Chinese Medicine: Roots of Modern Practice

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.

Michael Max
Translated 10 Key Formula Families By Huang Huang

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.

William R. Morris, PhD, DAOM
Author of Li Shi-zhen Pulse Studies an Illustrated Guide

Lorne Brown is a successful practitioner of Chinese medicine as well as a brilliant entrepreneur. In Missing the Point he shares with us his knowledge of how to build and run a thriving clinical practice. In so doing he asks us to examine our own attitudes toward success and offers many practical insights to help the aspiring practitioner build a practice based on meaning and value. Lorne has a passion for success that is contagious and he endeavors to spread this to individual practitioners and to the profession as a whole. An ideal book for undergraduate practice management classes, aspiring graduates, and anyone wanting to improve the business end of their clinical practice.

Lonny Jarrett M.Ac.
Author of Nourishing Destiny: The Inner Tradition of Chinese Medicine

While most acupuncture schools teach their students to practice Chinese medicine well and to be compassionate and dedicated healers, few offer any in-depth training in how to create and maintain a viable business. For most acupuncturists, myself included, it’s learn as you go with many challenges along the way. Lorne Brown’s book offers a treasure trove of invaluable clues, hints and shortcuts on how to handle the business side of our lives with spirit, integrity, joy and financial success. We are fortunate that Lorne is sharing his well-tested business strategies and wisdom so that we can learn to take care of ourselves as well as our patients!

Lorie Dechar M.Ac, L.Ac.
Author of Five Spirits: Alchemical Acupuncture for Psychological and Spiritual Healing

Lorne Brown has mastered the business of Chinese medicine. He practices what he preaches, and his passion for creating a thriving, rewarding medical practice is infectious. Insightful, entertaining and practical, Missing The Point shows you how to bring this ancient art into abundant success in the modern world.

Randine Lewis, L.Ac., Ph.D.
Author of The Infertility Cure

This is the best practice advice I’ve seen, I wish I could have read it years ago! Concise, clear thinking on how to cultivate and harmonize ‘green energy’ in your practice.

Claudia Citkovitz, PhD, LAc

Missing the Point Book

Why Acupuncturists Fail and What They Need to Know to Succeed
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