The Hope for Docs 5-Day COVID Challenge€¦ · e f ! e MYTH RICH DOCTOR RACKNER O ANT TO DO IT?...

The Hope for Docs 5-Day

COVID Challenge

[email protected] www.TargetingDoctors.com/challenge.html

The 5-Day Challenge Goals

• Offer a helping hand to doctors today• Set the stage to help docs tomorrow• Strategically position yourself for success

A win-win-win solution

What We’ll Cover Today

• What doctors’ lives were like • What doctors’ lives are like • Options about whom to serve

What We’ll Cover This WeekMonday: Find your focusTuesday: Where to find doctorsWednesday: How to begin a conversation Thursday: How to nurture relationshipsFriday: How to build digital sales funnels

• You’ll get insider secrets about the world of medicine from a physician

Why This is Different

• You’ll get insider secrets about the world of medicine

• You’ll get an outsider’s perspective (your prospect!)


• You’ll get insider secrets about the world of medicine

• You’ll get an outsider’s perspective

• Our intentions align


• Most marketing advice is dead wrong

Why This is Important to You Right Now


• Physicians are immune to conventional marketing messages




• We live in a new world





• Physicians have acute financial pain





• Physicians have acute financial pain

• You can stand out by offering true financial leadership


Vicki Rackner MD

Welcome!

13

Vicki Rackner MD

Welcome!

14

HelpingFinancial Advisors

Acquire More Physician Clients and Keep Them

for Life.

Dr. Vicki RacknerPresident, Targeting Doctors

How to Enhance Your Marketing Magnetism And Attract--Not Repel--

Physician Prospects

Welcome!

Help physicians achieve their personal, professional and financial

goals

My Mission

Characterizing the differences between the world of medicine and the world of business

The Secret Sauce

2008This is about YOU

How Will YOU Position Yourself

for Success

Pivot

PIVOTA change in strategy without a change of vision~Eric Ries

Sutton’s Law

800,000 9 out of 10

40%

The Numbers

50%

Copyright Ⓒ 2015. All rights reserved. Vicki Rackner MD Proprietary Content. www.AcademyofPhysicianEngagement.com

Goals

1. Why physicians? 2. Why now?

3. How do you do it?

Copyright Ⓒ 2015. All rights reserved. Vicki Rackner MD Proprietary Content. www.AcademyofPhysicianEngagement.com

Goals

1. Why physicians? 2. Why now?

3. How do you do it?

Escape Velocity

Copyright ⓒ 2014. Vicki Rackner MD All Rights Reserved www.MedicalBridges.com (425) 451-3777

Physicians and Money

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DOCTOR, WHAT IS THE STATE

OF YOUR FINANCIAL HEALTH?

V I C K I R A C K N E R , M D

A CANDID CONVERSATION ABOUT

A TABOO TOPIC FROM ONE DOCTOR TO ANOTHER

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ICH

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DOCTOR, ARE YOU IN A FINANCIAL POSITION TO DO

WHAT YOU WANT TO DO WHEN YOU WANT TO DO IT?

Author Vicki Rackner MD invites you into a frank peer-to-peer conversation about physicians’

ultimate taboo topic—money.

For physicians, wealth-building if fraught with complexity. Read this book to gain insights about:

�The forces that shape physicians’ relationship with money,

�Common financial mistakes physicians make,

�Habits that separate wealthy physicians from struggling physicians,

�A process to assess your financial health, and

�Elements of a physician’s wealth-building plan.

CNN SENIOR MEDICAL CORRESPONDENT ELIZABETH COHEN

SAYS, “DON’T MISS DR. VICKI RACKNER.”

Vicki Rackner, MD, calls on her experience as a practicing surgeon, clinical faculty

at the University of Washington School of Medicine, and entrepreneur to help

physicians achieve the personal, professional, and financial rewards that attracted

them to a career in medicine. She is the author of several books, including The

New Thriving Medical Practice, is a nationally recognized keynote speaker on

doctors and their money, and is a coach for physicians who want to thrive.

www.Mythofth

eRichDoctor.co

m

Thriving Doctors Press

Doctors are high earners

50%

TRUST

MDs’ and Money

The culture of medicine

MDs’ and Money

The culture of medicine Low financial literacy

MDs’ and Money The culture of medicine Low financial literacyVulnerability

MDs’ and Money

Benign neglect DIY Delegate

MDs’ and Money EmbarrassmentGuiltShame

FAILURE TO PLAN

THE BIOLOGY OF BEHAVIOR

FAILURE TO MANAGE TAXES STRATEGICALLY

FAILURE TO HARNESS THE POWER OF LEVERAGE

FAILURE TO EXECUTE

HABITS OF WEALTH

FAILURE TO NEGOTIATE

FAILURE TO EMBRACE SOUND BUSINESS PRACTICES

FAILURE TO PLAN FOR COSTLY AND IMPROBABLE DISASTERS

Doctors need financial expertise

I thought I was set for an early retirement. I even had passive revenue from investment properties. Now my tenants are telling me they can’t pay rent.

How to Find Your Focus

75

The B2D Blueprint

The B2D Blueprint

StrategyThe B2D Blueprint

1. Like-minded2. Gather regularly

3. Affinity

The B2D Blueprint

How-to Tactics

The B2D Blueprint

•MD •DDS •Pharmacist/PA/ARNP •Executives

• Physicians (MD or DO)• Dentists and Orthodontists (DDS or DMD)• Podiatrists (DPM)• Veterinarian (DVM)• Optometrist (OD)• Chiropractor (DC)• Psychologists (PhD)

Please note: chiropractors hold marginal standing in the

All physicians are doctors, but not all doctors are

physicians

ExecutivesEntrepreneurs (SOPE)Real Estate InvestorsOwners of Surgi-Centers

Physicians (MD, DO)Dentists (DDM, DMD)PharmacistsNurse AnesthetistsPhysician Assistants

The B2D Blueprint

•Medical Specialty •Owner or Employee •Career Stage •Ethnicity/ FMG •Religion •Gender •Non-clinical

The B2D Blueprint

Target by Medical Specialty

The B2D Blueprint

Vicki Rackner MD (425) 451-3777 www.TargetingDoctors.com

1. Category of Doctor

•Physicians ( MD or DO)•Dentists and Orthodontists (DDS)•Podiatrists (DPM)•Vet (DVM)•Optometrist (OD)•Psychologists (PhD) •Chiropractor (DC)

IncomePower

Social Standing

Net Worth over $5M by Age

• 17% 70+• 14% 65 - 69• 11% 60 - 64• 8% 55 - 59

Nurses

The B2D Blueprint

Target by Owner vs Employee

The B2D Blueprint

Target by Career Stage

The B2D Blueprint5 Financial Stages

(Medical School)Residency/ Fellowship

Career LaunchMid-career

Professional MenopauseRetirement

The B2D Blueprint

Target by Gender or Skin Color

The B2D Blueprint

Target Women

The B2D Blueprint

Target Women

The B2D Blueprint

Target by Religion, Mission or Ethnic

Affiliation

The B2D Blueprint


The B2D Blueprint


The B2D Blueprint


Treating COVID-19 Patients

Flatteningthe

Curve

Employed Self-Employed

The B2D BlueprintAction Steps:

Read Seth Godin’s book about tribes or watch his TED talk. http://www.ted.com/talks/seth_godin_on_the_tribes_we_lead.html

Gain clarity about your revenue model (Income vs assets)Make 5 copies of the “Find Your Focus” worksheet. Identify 3 to 5 tribes you think would be good fits for you.

How to Learn More

•Visit the association web site •Read a publication •Look at a medical meeting agenda •Visit a meeting •Speak with members of the group

High performers focus on select groups of like-minded doctors. To begin, choose 3 to 5 “tribes.” Imagine that each worksheet describes one person in this group. If you have 3 tribes, you will complete 3 worksheets.

Step #1: Choose a category of doctor. Select only one.

PhysicianMD or DO

Dentist or Orthodontist

DDS

Podiatrist, Optometrist

Vet

PharmacistPA

ANRPPT

Step #2: Narrow the focus. Select one to two.

Medical Specialty

Practice Setting Owner

Employee

Career StageResident

Retirement

Medical Executive

Gender Religion Country of Origin Special Interests*

* Find Association

Step #3: Describe your tribe.

I work with _____(Your Group)________ who want ____(An Outcome)____

so that __________________ (Benefit)____________________________

Find My Focus Worksheet

ⓒ 2014. Dr. Vicki Rackner ALL RIGHTS RESERVED www.TargetingDoctors.com (425) 451-3777

[email protected] www.TargetingDoctors.com/challenge.html

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The Hope for Docs 5-Day COVID Challenge€¦ · e f ! e MYTH RICH DOCTOR RACKNER O ANT TO DO IT?...

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