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🔗 Links mentioned in this episode: 

🎓 Join Clara’s Masterclasses on Growing Your Practice here! 

📄 Get Joanna’s FREE PDF all on 3 Powerful Systems to help YOU transform your practice!

🎧🌐 Check out Joanna’s Podcast | Website

🩵 Curious if Jane is right for your practice? Book a free demo and get a one-month grace period with code ACUPRO1MO!

☯️ More AcuPro Episodes you’ll love:

The BEST ways to grow as a practitioner is NOT what you think! with Dr. Drew Jamieson

Cultivating Healthy Patient Boundaries and Clinic Expectations with Kenton Sefcik

Using The 5 Elements to Grow a Successful Practice

Show Notes

I recently had the pleasure of chatting with Joanna Sapir about building a sustainable acupuncture practice. It was one of those conversations that makes you pause and rethink how you run your practice. Joanna brings a refreshing, grounded perspective on what it really takes to build a successful, sustainable wellness business, especially for practitioners like acupuncturists who were never taught the business side of healing.

If you’ve ever felt incredible in the treatment room but overwhelmed outside of it, this conversation will deeply resonate.

The Reality of Starting Out as a Practitioner

We began by talking about something many of us quietly struggle with:
👉 the complete lack of business education in Chinese medicine programs.

I know I didn’t receive any training on how to attract patients, communicate value, or build sustainable systems—and Joanna’s experience mirrored mine. She started her first business, a specialized strength and conditioning gym, without any formal business background at all. Before that, she was a high school history teacher. No MBA. No marketing roadmap. Just passion, curiosity, and a deep desire to help people.

Like many acupuncturists opening their first clinic, Joanna jumped in with heart—but quickly realized that good intentions don’t automatically create a thriving business.

The turning point? Recognizing that learning business skills wasn’t a betrayal of her values as a healer—it was essential to supporting them.

Why a Business Mindset Matters in Healing Professions

One of the most powerful themes we explored is this:

You can be an incredible practitioner and still struggle if the business side isn’t aligned.

As acupuncturists and wellness practitioners, we’re often taught (explicitly or implicitly) that focusing on money or systems somehow cheapens the medicine. Joanna challenges that belief beautifully.

She explains that a strong business mindset allows you to:

• Serve more people

• Avoid burnout

• Create predictable income

• Show up fully present for your patients

Understanding who your ideal patients are, what they’re struggling with, and how to speak to them clearly is just as important as knowing your point combinations or treatment strategies.

Connecting with Patients: Communication Is Everything

One of my favorite parts of our conversation was around communication.

We both see it all the time: practitioners explaining diagnoses using terms like Liver Qi Stagnation and wondering why patients feel confused, disconnected, or unmotivated.

Joanna emphasizes that patients don’t need textbook language. They need clarity and relevance.

They want to understand:

• What’s happening in their body

• Why it matters

• What the plan is

• What their role is in the process

Clear, human communication builds trust—and trust is what turns curiosity into commitment.

The Free Consultation: A Strategic, Not Generous, Move

We also talked about something that can feel uncomfortable for many practitioners: offering a free consultation.

Joanna uses a 15-minute phone consultation as a first filter. This is a way to ensure alignment before investing more time. From there, she highly recommended offers an in-depth, free in-person consultation that becomes the foundation of the practitioner–client relationship.

At first glance, this can feel risky:

• “What about my time?”

• “What if they don’t book?”

• “Shouldn’t I be paid for that hour?”

But Joanna reframes this beautifully. This isn’t about giving away time. It’s about pre-qualifying commitment.

When done well, this approach:

• Increases conversion rates

• Improves long-term compliance

• Creates clearer boundaries

• Leads to more enjoyable, aligned patient relationships

It’s a win–win—for both practitioner and patient.

Systems: The Backbone of a Sustainable Practice

If there’s one thing Joanna is passionate about, it’s systems.

Not rigid, corporate systems—but supportive frameworks that:

• Reduce decision fatigue

• Prevent burnout

• Create consistency in income and care

• Free up mental space

Whether it’s:

• Intake processes

• Sales conversations

• Follow-ups

• Marketing rhythms

Systems allow you to step into leadership rather than constantly reacting.

And that leadership, as Joanna wisely pointed out, doesn’t just benefit you—it ensures your patients receive the best version of you.

Stepping Into Leadership as a Healer

We wrapped up our conversation on a powerful note:
👉 Running a successful business doesn’t take you away from healing. It amplifies it.

When you lead your practice intentionally, you don’t just survive financially. You create space to grow, learn, rest, and ultimately make a deeper impact.

This conversation with Joanna was a reminder that being a healer and being a business owner are not opposites—they are partners.

Disclaimer

The AcuPro Show podcast and material shared through AcuPro Academy is a subdivision of Natural Health Sense Incorporated. Designed solely for educational and entertainment purposes. The utilization of information from this podcast or any associated material is at the user’s discretion and risk. This content is not meant to replace the guidance of an acupuncturist. Nor Chinese medicine doctor, medical doctor, physician, or any qualified professional. It is not a substitute for proper diagnosis or treatment. As well as users are strongly advised not to ignore or postpone seeking medical advice. For any existing medical condition with their healthcare professional. Regarding any health concerns.

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