Get More DOctor Clients: 2019 Trends

Would you like to work with more physicians and dentists in 2019?

Here are five trends you can leverage as you consider how to deliver more value to your doctor prospects and clients.

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1. More Tax Pain

We are seeing the most sweeping tax reform in decades.

Some Americans will enjoy significant tax savings in 2018. Most high-earning physicians and dentists will not--unless they work with a tax strategist who can help them make the tax laws work for them.

Taxes are often the doctors' highest lifetime expense. Reducing taxes frees up additional funds that can be invested.
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If you are a financial advisor who helps doctors build wealth, engage more prospects by:

• Recruiting a tax strategist to your team.
• Exploring ways to legally and ethically lower doctors' tax bills.
• Delivering a talk "How to Make the New Tax Law Work for You."

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2. Rising Costs and Falling Revenue

Physicians, dentists and health care organizations continue to face rising costs and falling reimbursements. Engage more doctor prospects by:

• Sharing ideas about how doctors can collect what they're owed.
• Suggesting additional sources of revenue.
• Educating doctors about ways to avoid theft, fraud and losses.

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3. More Unhappiness

To paraphrase Tolstoy, all happy doctors are alike; each unhappy doctor is unhappy in his own way.

• If you work with young physicians, help them create a plan to manage medical school debt.
• You can help burned out physicians see more career options, including strategies to help them retire 5 to 10 years earlier.
• You can help retired physicians find meaning through philanthropic efforts.

4. Higher Barrier to Entry

It's getting more and more difficult to get knee-to-knee with doctors. Make it easier to meet new doctors by:

• Getting a doctor to open the red velvet curtain for you. If you're speaking, have a doctor introduce you. Invite a doctor to be part of your advisory board. Get a letter of introduction from a doctor, and send an invitation to your event under a doctor's name.
• Cultivating relationships with "power partners" whom doctors already trust. Help your power partners to be more successful. Invite them to give away your "yummy treats" like books, special reports and educational videos you make.
• Going to where doctors gather. This year I signed books in vendor booths at medical meetings.

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​5. Doctors are Getting More Social

More and more physicians and dentists are participating in social media to get their messages out, attract more patients and build their platforms.
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Many financial advisors are engaging doctor prospects on social media. Make the most of your social media outreach by:

• Asking your existing doctor clients about their social media habits. You want to be on the same platforms.
• Adopting a spirit of service. Don't sell. See how you can contribute and improve the condition of the members of the community.
• Being generous. Have digital content you can give away.

Consider these trends as you create your 2019 marketing campaigns to acquire more doctor clients.
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© 2019. Vicki Rackner MD. All rights reserved.  You may reproduce this post with this byline:
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 thrive. Contact her at (425) 451-3777.

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