Here’s a quick question.
What is the most effective way to persuade doctor prospects to work with you?
You may want to run the numbers and demonstrate mathematically that you offer a great wealth-building strategy. Math has its place in established relationships; however, doctors choose you based on their feelings about you. Numbers don't elicit feelings.
Doctors care about what other doctors think. One of the reasons doctors make great clients is that talk to each other. They share resources with each other and influence each others' decisions.
Harness that magical power to engage and serve more doctor clients.
What can doctors say when they talk about you? How do you describe the way you improve doctors’ lives?
You have your own ideas about the value you deliver.
But, what do your doctor clients think?
Ask them!
Here’s a question you can pose to your doctor clients. “If you had to describe in a few sentences how I make a difference in your life, what would you say?”
Then give the doctor a few minutes to think. You will be tempted to fill in the silence. Resist that urge.
Write down what your doctor client says, word for word. Now you have a description of your value in your clients’ eyes.
My private coaching clients are often surprised when carry out this exercise. Their clients value something completely different than the advisor imagined.
Let’s say the doctor says, “Before I met you I didn’t know if I could EVER retire. Now that we’re working together and I have a plan, I sleep like a baby.”
These words are golden.
Here are three ways you can use the doctors’ description of your value:
1. When you meet with prospects and feel tempted to talk about how special you are, pause. Instead, say, “Here’s what some of my doctor clients said.”
2. You can coach your doctor clients to spread the word about your value with other doctors. Once the doctor gives you their words, say, “Thank you so much. If you’re ever on on the golf course, in the doctor’s dining room or surgeon’s lounge and you hear a doctor expressing uncertainty about retirement, tell them you were there. Tell them that through our work, you have a plan.”
3. You can use these words in marketing materials. After you get the doctor's permission--and a yes from your compliance department-- include doctors’ quotes in your email signature file, on your web site and on promotions for your educational events. Maybe you just use the doctor's initials, Like Dr. K.
Remember, the most influential person is a doctor’s life is another doctor. Learn how your doctor clients see you and your value. The only way you know is to ask.
Would you like to learn more about a software tool that is proven to increase clients' rate to up to 36%--without feeling deprived? Compare this to the national average savings rate of 4%. Join us for a guest presentation by partners Vince D’Addona and David Mozeika describing the result clients get with his new tool Currence.
When? Tuesday October 31st at Noon Eastern/ 11:00 AM Central/ 9:00 AM Pacific.
Click here to register.
See you there!
My best,
Dr. Vicki
What is the most effective way to persuade doctor prospects to work with you?
- By telling prospects about your credentials.
- By sharing a carefully prepared financial summary document, filled with tables and numbers.
- By one doctor telling another, “You should see Craig. He did a great job for me?”
You may want to run the numbers and demonstrate mathematically that you offer a great wealth-building strategy. Math has its place in established relationships; however, doctors choose you based on their feelings about you. Numbers don't elicit feelings.
Doctors care about what other doctors think. One of the reasons doctors make great clients is that talk to each other. They share resources with each other and influence each others' decisions.
Harness that magical power to engage and serve more doctor clients.
What can doctors say when they talk about you? How do you describe the way you improve doctors’ lives?
You have your own ideas about the value you deliver.
But, what do your doctor clients think?
Ask them!
Here’s a question you can pose to your doctor clients. “If you had to describe in a few sentences how I make a difference in your life, what would you say?”
Then give the doctor a few minutes to think. You will be tempted to fill in the silence. Resist that urge.
Write down what your doctor client says, word for word. Now you have a description of your value in your clients’ eyes.
My private coaching clients are often surprised when carry out this exercise. Their clients value something completely different than the advisor imagined.
Let’s say the doctor says, “Before I met you I didn’t know if I could EVER retire. Now that we’re working together and I have a plan, I sleep like a baby.”
These words are golden.
Here are three ways you can use the doctors’ description of your value:
1. When you meet with prospects and feel tempted to talk about how special you are, pause. Instead, say, “Here’s what some of my doctor clients said.”
2. You can coach your doctor clients to spread the word about your value with other doctors. Once the doctor gives you their words, say, “Thank you so much. If you’re ever on on the golf course, in the doctor’s dining room or surgeon’s lounge and you hear a doctor expressing uncertainty about retirement, tell them you were there. Tell them that through our work, you have a plan.”
3. You can use these words in marketing materials. After you get the doctor's permission--and a yes from your compliance department-- include doctors’ quotes in your email signature file, on your web site and on promotions for your educational events. Maybe you just use the doctor's initials, Like Dr. K.
Remember, the most influential person is a doctor’s life is another doctor. Learn how your doctor clients see you and your value. The only way you know is to ask.
Would you like to learn more about a software tool that is proven to increase clients' rate to up to 36%--without feeling deprived? Compare this to the national average savings rate of 4%. Join us for a guest presentation by partners Vince D’Addona and David Mozeika describing the result clients get with his new tool Currence.
When? Tuesday October 31st at Noon Eastern/ 11:00 AM Central/ 9:00 AM Pacific.
Click here to register.
See you there!
My best,
Dr. Vicki