A Conversation With Nan Borchardt, RD, LD
Jaclyn Chasse, ND, the Emerson Ecologics Vice President of Medical Education and Wellevate
shared the following conversation with Nan Borchardt, RD, LD, where they discuss the integration of Wellevate® into her practice and how her clients respond to it.
I recently had the pleasure of speaking with Nan Borchardt, RD, LD. Borchardt founded Kansas-based NutritionWerks in 1997. This unique business offers individuals and corporations intensive and continuing education about medical nutrition therapy and functional medicine protocols.
Borchardt’s story is one of inspiration, community, and collaboration—with other providers and with her patients. What stands out to me is that she lives from a place of abundance and giving, and trusts this will come back to her. And her experience reinforces her beliefs, as she runs an incredibly successful practice.
JACYLN CHASSE: As a registered dietitian, what led you to take more of an integrative approach to patient care?
NAN BORCHARDT: My chief competitor here in Kansas City was Bette Bischoff, MD, RD. Eventually, we decided that rather than be competitors, it would be better for us to be partners. Now, there are 28 RDs in Kansas City who hold a monthly journal club to push each other to learn more and get more experience in functional medicine.
CHASSE: Makes me wish I lived closer! Do you see any specific client base?
BORCHARDT: Forty percent of my clients are women with estrogen receptor-positive cancer. I see a lot of women with breast and ovarian cancer, and now brain, pancreatic, and liver cancer. This is not where I thought I was headed. It’s interesting to see that when patients run into someone who truly cares and wants them to be well, they share that with others, and those comments bring others in. I don’t spend a dime trying to fill my schedule.
CHASSE: Let’s talk a bit about online dispensaries. How do you introduce Wellevate to your clients?
BORCHARDT: I spend some time laying the foundation that just because someone has a pill to sell, it doesn’t mean that’s the right option for you. I share that the supplement brands I use are ones that only sell to licensed healthcare professionals, and they are the quality you and I need to fix the problem we’re currently dealing with. Also, to reduce the temptation that patients will want to go elsewhere and buy lower-quality supplements, I openly tell them what I make as a profit on supplements on Wellevate. I ask them, “Do you think it’s fair that I make 10 percent on your supplements, and I give you a 25 percent discount?” and they are very on board and appreciative.
CHASSE: Have you always passed on a discount to clients? What impact do you think it has on your business and your clients?
BORCHARDT: I’ve always given away the most significant percentage because that’s what keeps patients coming back to my clinic for visits. If I can keep patients on a quality stream of products for their treatment plan, that will keep them coming back to me. I give between a 25 percent discount to a full discount, and I charge them only for my time.
CHASSE: A lot of providers compare giving a discount to receiving a full margin/profit on in-office supplement sales. Have you been worried that when you discount products on Wellevate, you’re “leaving money on the table”?
BORCHARDT: Oh, I’m sure I’m leaving a ton of money on the table, but I don’t want to worry about that stuff. I have a faithful group of people who come through my doors, and that continues to grow every month. The minute I start operating with a closed hand, I end up compromising the number of people who come to my clinic and the quality of care I can provide for them. I think there is value in human kindness that people remember.
JACYLN CHASSE: How is your Wellevate account currently set up?
NAN BORCHARDT: I send patients a specific recommendation, and let them know that I spend hours studying this stuff. I tell them, “It’s a complicated world out there with your chemistry and dietary supplements. If you have questions and would like to take a look at other products, you’re more than welcome to. But please let me help you so you don’t compromise your health or the progress you and I are trying to make.” I rarely see patients go shopping without letting me be a part of that process.
CHASSE: When do you actually write the recommendation? Walk me through the process in your office.
BORCHARDT: At the end of my workday, I review each of my patients’ charts and any testing (I do a lot of genetic testing) we’ve run on them. I let my patients know they’ll receive an email in the evening with the specifics of my recommendation for them, including dosing details on the supplements, and how many bottles I recommend they order. Usually, within a few days of sending the email, patients place the order. I also take notes (called “Notes from Nan”) during the visit for patients to take home.
CHASSE: Do you use the reminder tool? Or how do you manage refills?
BORCHARDT: I tell patients that we want to give the supplement plan a 60-day trial before we make any changes. Then I try to make sure all products I recommend last at least 60 days. And I set reminders for patients so they can stay on the protocol and not run out.
CHASSE: I have so much respect for the way you operate—from a place of generosity, abundance, and collaboration. But I don’t want to overlook that you’re a clinical superstar too! Please, you’ve got to share your top dietary supplements that you couldn’t practice without.
BORCHARDT: OK, I’ve put some thought into this, and here are my top two:
» . This tab helps with energy support. It helps my clients get through their workday and even fit in a workout at night. Clients say they really feel a difference with this product.*
» . I’ve been learning about why we need to be careful about synthetic B vitamins, especially cyanocobalamin and folic acid. Also, having the right amount of cofactors like zinc, selenium, and molybdenum are so important. Pure has done such a nice job with this multi, and it’s also a single capsule per day.
*These statements have not been evaluated by the Food and Drug Administration. These products are not intended to diagnose, treat, cure, or prevent any disease.