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How Financial Advisors Build Trust with Physician Prospects and Clients

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A SPECIAL ME-P REPORT

Niche Career Development for Financial Advisors

VR MD

[By Vicki Rackner MD]

Attention Physician Focused Financial Advisors

If you are a financial advisor who would like to acquire more physician clients, consider these facts:

  • Fact: Half of physicians are behind where they would like to be in retirement planning.
  • Fact: About half of physicians work with professional financial advisors.
  • Fact: Physicians who work with financial advisors are better prepared for retirement.

The Survey

How can YOU build trust and be found by more physician prospects? Here are some steps. Trust is an abstract concept. It begs the question: Trust to do what? I asked my physician colleagues and friends, “When you say you trust your financial advisor, what do you mean?”

Here are some of the answers:

  • You may trust your hairdresser to give you a great look, but you would not trust her to take out your gallbladder.
  • Ask, “Trust to do what?”
  • A recent survey offers insights. Almost half of physicians said that they do not work with advisors because they cannot find someone they trust.
  • This leads to an obvious question: Why would physicians–smart professionals who spend their days identifying problems and fixing them–fail to take action and get on track for retirement?
  1. I trust that she cares about me.
  2. I trust he puts my best interests before his own.
  3. I trust he knows what he’s doing.
  4. I trust he understands the challenges I face.
  5. I trust that she’s honest and direct. A person of integrity.
  6. I trust that he’ll challenge me if I’m about to make a dumb financial move.
  7. I trust the person who gave me his name.
  8. I trust that I’ll keep more money than I spend in fees.

***

Product Details  Product DetailsProduct Details

***

Take steps to build rapport and trust – Be authentic

Tell the story of how and why you came to offer financial advice to physicians.

Here are a few examples from my own clients:

  • Show you care. A famous quote among physicians is, “For the secret in the care of the patient is caring for the patient.” Your first step in building trust with physician prospects and clients is demonstrating you care about them.
  • You can survey your clients and Identify how they how they see your trust-building strengths.
  • An advisor tells the story of his surgeon father who outlived his money. That inspired him to help other surgeons enjoy true financial security.
  • A cancer survivor tells physicians he’s giving back to the doctors who helped his kids grow up with a father.
  • An advisor tells the story of always wanting to be a cardiologist. Now he’s using his real gift–making money grow–to help cardiologists build wealth.

More Tips:

Keep your promises

As my grandmother said, “Keep every promise you make, and only make promises you can keep.”

Conduct yourself like a physician

What does your personal physician do to win your trust? Do the same!

Be consistent

Conservative physicians may need to be exposed to you and your message six to ten times before they take action. Do you have lists of prospects and clients? Have you built an automated way of delivering something of value to them on a regular basis?

Quote other physicians

The most influential person in a physician’s life is another physician. If a physician offers a great idea or a best practice, ask permission to share this pearl of wisdom with other physicians. You want to be known as the financial advisor who rubs shoulders with physician leaders.

Regularly ask

Ask MD prospects and clients, “How can I do better?”

Take steps to be found

Physicians find financial advisors in much the same way you find a personal physician. You begin with someone you trust. Like me, most physicians turn to their own colleagues for names of financial advisors.

Address painful problems that need to be fixed TODAY

Busy people tend to put off problems that are asymptomatic today, even when they know the neglected problems will lead to pain in the future. Retirement is years away for most physicians. However, they seek relief from the acute financial pain of ObamaCare today.

Partner with experts and offer solutions to the problems of falling reimbursements, rising practice costs and heavier tax burdens. When physicians have more money to invest, they build wealth more quickly.

Interview key physician opinion leaders

Ask top physicians how ObamaCare impacts their day-to-day practice and their plans for the future. Uncover specific active problems. These are all opportunities for you. A key physician could introduce you to many physicians.

Listen to physicians

Active listening builds trust. Further, when you express true curiosity in others, they will want to learn about you.

Go to places physicians gather

Offer to speak at medical meetings about topics that the key physician opinion leaders identify. Submit articles for association publications. Join conversations on social media if that’s where your physician prospects gather.

What this means for you

Here’s why you may want to build trust and be found among physicians: you can mine the treasures in the medical market.

  • Fact: Doctors make up 9 of the top 10 earners in the US.
  • Fact: 500,000 US practicing physicians and dentists are financial do-it-yourself’ers.
  • Fact: 40% of practicing physicians are age 55 or older.Physicians’ acute financial pain is your business opportunity. Someone will offer financial leadership to physicians. Why not you?
  • Assessment
  • Every physician is actively developing a personal ObamaCare plan; this is complex personal financial plan for which physicians solicit expert opinions.

Assessment

Enter the Certified Medical Planners

About the Author

Vicki Rackner MD, author, speaker and President of Targeting Doctors, helps financial advisors accelerate their practice growth by acquiring more physician clients. She calls on her experience as a practicing surgeon, clinical faculty at the University of Washington School of Medicine and nationally-noted expert in physician engagement to offer a bridge between the world of medicine and the world of business.

Conclusion

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Speaker: If you need a moderator or speaker for an upcoming event, Dr. David E. Marcinko; MBA – Publisher-in-Chief of the Medical Executive-Post – is available for seminar or speaking engagements. Contact: MarcinkoAdvisors@msn.com

OUR OTHER PRINT BOOKS AND RELATED INFORMATION SOURCES:

Comprehensive Financial Planning Strategies for Doctors and Advisors: Best Practices from Leading Consultants and Certified Medical Planners™

3 Responses

  1. ABOUT THE BOOK COVER

    A colorful vector-graphic silhouette depicting doctors, nurses and allied healthcare professionals seeking deep client-centered and collaborative financial advice from a fiduciary focused consultant or Certified Medical Planner™

    http://www.crcpress.com/product/isbn/9781482240283

    FOREWORD

    The healthcare professional who wrongly believes that a generalist financial advisor or a one-size fits all approach to personal financial planning is adequate for their needs, must change this mindset immediately and read this comprehensive textbook.

    Why? An industry sea-change of technology, transparency and specialization is upon us and COMPREHENSIVE FINANCIAL PLANNING STRATEGIES FOR DOCTORS AND ADVISORS [Best Practices from Leading Consultants and Certified Medical Planners™] is important enough to lead the way! There is no other comprehensive book like it to help doctors, nurses and other medical providers accumulate and preserve the wealth their years of education and hard work have earned them.

    For example, the increasing complexities of the Patient Protection and Affordable Care Act’s delivery system with its’ emerging and global Accountable Care Organization [ACO] reimbursement models; along with new tax laws and investing vehicles; risk management, compliance legalities and cyber-technology; and revised retirement, asset protection and estate planning issues of the “new economic normal” all mandate that standard advice for the masses – promoted by the sales orientated financial services industry purveyors of the past – be severely challenged by modern physicians and financial advisors.

    In fact, all healthcare professionals and their financial advisors need to focus on our specific industry, and use this resource to understand the integrated principles of contemporary financial planning. And, they should be merged with the specific economic life cycle needs of medical providers. Indeed, this unique book created – by doctors and for doctors – helps colleagues and their advisors understand why they are so different, and why they require a new array of thought-leading techniques and strategies to achieve personal goals and objectives.

    The text is a masterful collection of academic and peer-reviewed research and writing, with real-world experiences, case studies and models with references; all blended with traditional and innovative information specific to the business of healthcare. It serves as a fiduciary’s guide to help doctors develop a comprehensive financial plan that focuses on their unique needs. It is indeed transformative. Some even call it the next-generation of financial planning for health professionals – version 2.0 – because it assists them create a legacy, after a life of service, in order to pay-it-forward.

    As an internist, and now a wealth management specialist for more than a decade – who is also married to an orthodontist – my informed opinion is to read COMPREHENSIVE FINANCIAL PLANNING STRATEGIES FOR DOCTORS AND ADVISORS [Best Practices from Leading Consultants and Certified Medical Planners™] to become educated, then enlightened, and finally fiscally stable over time.

    In summary, congratulations to the editor and team who produced this revolutionary textbook. I highly recommend it. “Read it and financially Reap”

    Jason Dyken; MD MBA CWS®
    Certified Wealth Strategist®
    [Dyken Wealth Strategies]
    Gulf Shores, Alabama

    Like

  2. White House Crack Down on Brokers

    “An investor receiving conflicted advice who expects to retire in 30 years loses at least 10 to 15 percent of his potential retirement savings due to conflicts, or approximately 1 to 3 years’ worth of withdrawals during retirement”

    http://thehill.com/policy/finance/230457-white-house-readies-crackdown-on-financial-advisers

    According to a memo on the Department of Labor’s proposed draft “Conflicts of Interest for Retirement Savings” rule.

    Cuthbert

    http://www.amazon.com/Dictionary-Health-Economics-Finance-Marcinko/dp/0826102549/ref=sr_1_6?ie=UTF8&s=books&qid=1254413315&sr=1-6

    Like

  3. If you like taking doctor prospects out to breakfast, July is your month!

    July as the start of the medical new year
    Here’s how and why.

    Think of July 1st as the start of the medical new year. Medical schools and residency programs all begin July 1st. Residents and fellows complete their training in June, and sign annual employment contracts that begin around July 1st.

    If doctors change positions, they generally do so as their contracts expire.
    July is a time of transition in the medical world. (As an aside try not to get sick in July,
    New doctors have just arrived in your town. They will spend the next several months building the relationships that support their practice growth and professional success.

    When a doctor is new in town, they actually have time to go out to breakfast with you.

    Here’s how to make it happen.

    Identify the new doctors in town In your community, there may be announcements in the local papers or on clinic web sites.

    Send these doctors hand-written notes You can say, “Welcome to the community! May I take you out to breakfast and learn more about your clinical interests and the kinds of patients who are good referrals for you?”

    Focus on them at breakfast Ask questions like:

    •What attracted you to a career in medicine?
    •What medical conditions interest you the most?
    •How would I identify a patient who is a good fit for you?
    •What’s the best way to get in touch with you if I find a patient who is right for you?

    Do not sell at this breakfast meeting Instead, express a genuine interest in the doctor. If you do a good job, the doctor will turn to you and ask, “Now, tell me, what do you do?” If you can, tie your answer to an issue that has come up in the conversation. “Doctor, you mentioned that you accepted this position because one of the partners took an early retirement. I help doctors have the freedom to retire early.”

    If the doctor wants to learn more about your products or services, suggest that you set up a separate meeting. Follow up with a note Say, “It was nice meeting with you. Please let me know if I may be of assistance getting settled or growing your practice.” Consider including a helpful resource like:

    Take advantage of this narrow window of opportunity in July!

    © 2019. Vicki Rackner MD.
    All rights reserved. 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. Click here to get a complimentary copy of her latest book The Myth of the Rich Doctor .

    Like

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