You’ve met with a doctor prospect five times, and he’s on board with your proposed plan. How do you inspire him to take action?
?Of the 10 Laws of Physician Engagement, please remember this one: the most influential person in a doctor’s life is another doctor.
Doctors influence each others’ behaviors.
You can try to persuade a doctor to embrace your wealth-building paradigm by making a strong financial case; however, telling the story of other doctors who made financial transformations is much more likely to help you persuade an individual doctor to take action.
Use this insight at all stages of physician engagement. Doctors who know, like and trust you can:
- Open doors closed to most financial advisors
- Get you in front of more doctor prospects and
- Get to a yes with a doctor prospect more quickly.
To get better results:
- Put a physician on your advisors board and have his/her picture and bio on your web site.
- If you’re speaking have a physician introduce you.
- Tell stories about physicians, and make them the heroes of your stories. You might tell the story of a physician who was embarrassed about investing his son’s college fund in a “sweet deal” he heard about in the surgeon’s lounge and lost all of it. He changed the way he manages his money, and now he has financial security.
- Invite physicians to share your blog post, video, book or webinar invitation.
?Let the actions of other physicians inspire your prospects to make good choices.
PS Would You Like to Work with More Doctors?
Check out the Cracking the Physician Code Course. You will learn to build a physician-friendly practice step-by-step. Our next session begins September 9th, 2019.
© 2019. Vicki Rackner MD. All rights reserved. You may reproduce this post with the following by-line:
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.