Saturday, June 29, 2013
"The biggest mistake financial advisors in the medical market make is trying to be all things to all doctors," says Dr. Vicki Rackner, founder of Targeting Doctors. "If you want to join the high performers, focus on strategically chosen groups of best-fit clients."
Rackner suggest three criteria to narrow the focus.
1. Like-minded doctors with a shared source of pain. When you develop solutions for one doctor, that same solution can be used for others in the group. This leverages your time and effort.
2. Members who gather regularly. Doctors have a propensity to share resources; if you give them something to talk about, they'll talk about you. That's how you generate referrals.
3. Chemistry. Different group of doctors have different temperaments. Make sure the chemistry is right. ??
"Physicians refer their patients to medical specialists because they know that doctors who deal with a certain disease process all day get better outcomes. They would prefer to work with advisors who work with clients just like themselves all day, too."
About Vicki Rackner MD Vicki Rackner MD, President of Targeting Doctors, helps financial advisors acquire physician clients--and keep them for life. Go to www.TargetingDoctors.com to sign up for free marketing tips, learn more about courses and view instructional videos. Reach Dr. Rackner at (425) 451-3777 or email her at
DrVicki@TargetingDoctors.com .
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