Brenda was a highly successful financial advisor when she decided to avail herself of obvious new business opportunities. A new hospital was being built about 10 miles away. She observed there were many medical and dental offices within walking distance of her own office. She wondered, "Why not work with doctors?"
She put together baskets of baked goods and distributed them to to the physicians and dentists in her neighborhood with a note inviting doctors to meet with her. No responses. Then she delivered more goodies, asking the gatekeeper for two minutes of the doctors' time. Still no luck. She was about to give up when a colleague suggested she call me.
Brenda said, "I don't understand. I'm doing exactly what I did when I first got started. Why isn't this working with doctors?"
Brenda was making a classic rookie mistake. She was trying to be all things to all doctors. The doctors she approached--the orthodontist, the Lasix ophthalmologists running a cash practice and the orthopedic surgeons--each have very different financial concerns. COVID has impacted them in different ways. Further, delivering brownies is not a great way of saying, "I really understand the financial needs of doctors just like you."
Through my decade of experience helping financial advisors accelerate their growth in the medical market, I can tell you that you set yourself up for success --or challenges--at the starting line. The most successful advisors do not try to be all things to all doctors; they become the go-to guy or gal among targeted groups of doctors who network with each other.
Here's the single most important question you should be asking if you want to join the high performers in the medical market: "How do I strategically decide which doctors to target?"
Join us Friday, October 30th, 2020 at Noon Eastern/ 11 AM Central/ 9 AM Pacific to explore the question, "With what doctors should I work?" You will take away:
This webinar is intended to help both advisors who are new to working with doctors as well as experienced advisors who want to enjoy the next level of success in the medical market.
Click here to register. Everyone who registers will get access to the replays.
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© 2020. Vicki Rackner MD is an author, speaker and consultant who offers a bridge between the world of medicine and the world of business. She helps businesses acquire physician clients, and she helps physicians run more successful practices. Contact her at (425) 451-3777.