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Tw0 Kinds of Doctors and Two Kinds of Help
From:
Vicki Rackner MD ---  Selling to Doctors Vicki Rackner MD --- Selling to Doctors
For Immediate Release:
Dateline: Minneapolis , MN
Monday, March 23, 2020

 
Happy Monday!  I hope that you were able to do some recharging over this week end!

As you think about your doctor clients, know that they divide themselves into to two groups:
1. Doctors in the trenches treating COVID-19 patients
2. Doctors who are not seeing patients so that healthcare resources are available for COVID-19 patients.

These two groups have very different financial concerns. You need to have different kinds of conversations with members of the two groups. 

Your Plan for Helping Doctors in the Trenches Treating  COVID-19 Patients: The Health Crisis

Most doctors in the trenches treating COVID-19 see a HEALTH CRISIS.  That's where their focus is. 

Many of these doctors selectively ignore their WEALTH CRISIS. They.may have no clue about what's happening in the market.

Their plan is to pick up the financial pieces once the COVID-19 crisis resolves. Later I will make suggestions about how to engage doctors who want that kind of help.

RIGHT NOW these physicians and their families need to be adequately insured. Yes, employed physicians get life insurance and a disability policy as part of their benefits package; however it may not adequately replace their income and allow them to maintain their lifestyle.

It's unlikely you will inspire physicians to take time from patient care to to address their insurance needs; however, this is a great time to reach out to the husbands/wives of doctors and invite them to address the family's plan for "What if...."

Based on the experience in the 1990's in which disability insurance companies were overwhelmed with claims, we know that access to policies may radically change in the next few weeks and months.  Get your clients to the front of the line.  Start addressing this urgently.

Your Plan for Helping Doctors with Immediate Cash Flow Problems: The Wealth Crisis
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Many special physicians, including surgeons, cardiologists, gastroenterologists and oncologists are only seeing  patients experiencing emergencies. For most physicians providing emergency care represents a fraction of their revenue.

Today about 80% of physicians are employed; the numbers could be different in your community. So far physicians tell me that they will continue to get paychecks,  Their employers are asking them to assume tasks outside of their medical specialities.

The 20% of physicians in private practice are very concerned about how to meet their immediate financial needs. Last week I offered some options for them:

  • Do shift work. 
  • Deliver telemedicine services.
  • Collect what they're owed by following up on rejected insurance claims.
  • Explore entrepreneurial ventures that solve an immediate problem.
Here is one more option. Physicians can explore benefits under the Small Business Stimulus Package

Make sure you're meeting each client where they're at.  Customize your message for the individual and their TOP concerns in any given moment.  As we know, things are changing very rapidly.
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Thank you for your hard work!  

Stay safe and strong,
Dr. Vicki

 
Targeting Doctors
Mercer Island, WA
(425) 451-3777