Hello!
Today the financial advisors enrolled in the 1% Club gathered for a live coaching call. Today’s agenda: getting past the doctor’s gatekeeper.
I am frequently asked, “How do I get past the gatekeeper?” My answer is usually, “If your strategy for reaching doctors involves getting past their gatekeepers, you’re already on the wrong path. This is a losing game."
In an ironic twist, an hour before the coaching call, my door-dashing kitten escaped as I was bringing in the kitty litter the Amazon driver left on the front porch. Of course I tried catching my kitten. He would let me get almost within reaching distance and then he ran away. I must be a slow learner, because I persisted for about 15 minutes and kept on getting the same results.
Chasing my kitten is like trying to get past the doctor’s gatekeeper. It’s usually an investment of lots of time and lots of effort for rare results.
Instead of chasing my kitten, I went inside and got his favorite treat. I sat down, called him over and showed him the treat tube. Then he approached me.
Even if you get past the gatekeeper, doctors don't respond well when you chase them
However, I remind you that every doctor has a back door entrance. Instead of trying to barge through the doctor's front door, get invited through doctor’s back door.
Jim Fratello described exactly how he does this, and granted permission to share it with you.
Jim first identifies a doctor he wants to meet. He asks his existing network if anyone knows the new doctor. When he runs into someone who has a connection, Jim asks what’s happening in the new doctor’s life.
Then Jim wraps a copy of the 9 Money Mistakes Doctors Make book so it looks very pretty. He includes a hand-written note mentioning the doctor they mutually know.
Then Jim hires an uber driver to deliver the wrapped gift to the receptionist with the request to put the gift on the doctor's desk. Jim asks the driver to take down the name of receptionist.
Jim waits a few days, then calls the office. He says, “I sent the doctor a gift a few days ago. May I please speak with the doctor.”
I asked Jim, “How well does this work?” He said, “Very well.” But I wanted the numbers.
I asked, “How many books have you sent?” He told me 23. Then I asked, “How many meetings did you schedule?” He said 19. I grabbed by calculator, and said, “Jim, that’s an 82% conversion rate. Well done!”
Many congratulations to Jim for his success. And many thanks for his permission to share this with you!
Do you have a campaign that works very well for you? I would love to hear about it!
To your success,
Dr. Vicki
PS Click here to learn more about The 1% Club. You already know about the magic of compounding. In a similar way, small regular improvements translate to big results over time! In the 1% Club, you will get something every Thursday to achieve higher levels of performance in the medical market.
Today the financial advisors enrolled in the 1% Club gathered for a live coaching call. Today’s agenda: getting past the doctor’s gatekeeper.
I am frequently asked, “How do I get past the gatekeeper?” My answer is usually, “If your strategy for reaching doctors involves getting past their gatekeepers, you’re already on the wrong path. This is a losing game."
In an ironic twist, an hour before the coaching call, my door-dashing kitten escaped as I was bringing in the kitty litter the Amazon driver left on the front porch. Of course I tried catching my kitten. He would let me get almost within reaching distance and then he ran away. I must be a slow learner, because I persisted for about 15 minutes and kept on getting the same results.
Chasing my kitten is like trying to get past the doctor’s gatekeeper. It’s usually an investment of lots of time and lots of effort for rare results.
Instead of chasing my kitten, I went inside and got his favorite treat. I sat down, called him over and showed him the treat tube. Then he approached me.
Even if you get past the gatekeeper, doctors don't respond well when you chase them
However, I remind you that every doctor has a back door entrance. Instead of trying to barge through the doctor's front door, get invited through doctor’s back door.
Jim Fratello described exactly how he does this, and granted permission to share it with you.
Jim first identifies a doctor he wants to meet. He asks his existing network if anyone knows the new doctor. When he runs into someone who has a connection, Jim asks what’s happening in the new doctor’s life.
Then Jim wraps a copy of the 9 Money Mistakes Doctors Make book so it looks very pretty. He includes a hand-written note mentioning the doctor they mutually know.
Then Jim hires an uber driver to deliver the wrapped gift to the receptionist with the request to put the gift on the doctor's desk. Jim asks the driver to take down the name of receptionist.
Jim waits a few days, then calls the office. He says, “I sent the doctor a gift a few days ago. May I please speak with the doctor.”
I asked Jim, “How well does this work?” He said, “Very well.” But I wanted the numbers.
I asked, “How many books have you sent?” He told me 23. Then I asked, “How many meetings did you schedule?” He said 19. I grabbed by calculator, and said, “Jim, that’s an 82% conversion rate. Well done!”
Many congratulations to Jim for his success. And many thanks for his permission to share this with you!
Do you have a campaign that works very well for you? I would love to hear about it!
To your success,
Dr. Vicki
PS Click here to learn more about The 1% Club. You already know about the magic of compounding. In a similar way, small regular improvements translate to big results over time! In the 1% Club, you will get something every Thursday to achieve higher levels of performance in the medical market.