Cracking the Physician Code: Course for Fianancial Advisors

Cracking the Physician Code:

How Financial Advisors Build Physician-Friendly Practices and Conduct Business with Doctors (B2D)

Would you like to acquire more physician clients?

This 6 week accelerated course offers financial advisors the strategic foundation and core competencies to support a physician-friendly practice.

The Affordable Care Act–also known as ObamaCare, the looming 26% Medicare fee reduction, rising business costs, higher taxes and economic uncertainties increase the complexities of physicians’ financial lives.

It also offers opportunities for financial advisors.


You will leave this course with a strategic approach and step-by-step tactics that will help you:

  • Dramatically improve your ability to reach physicians
  • Create marketing campaigns that capture physicians’ interest
  • Rapidly build rapport with physicians
  • Build relationships with centers of influence
  • Convert clients to “SENDERS”–people who send prospects your way
  • Add more physicians to your book of business.


Date: April 30, 2013 to June 4, 2013

Time: Live web-based sessions every Tuesday from Noon to 1 PM Eastern with access to replays.

Cost: $597

Class Itinerary

Module 1. Introduction: How and Why to Establish Yourself in the Physician Niche

The Objective is to lay out the opportunities and challenges of adding physicians to your portfolio of clients. You’ll get an overview of the experience you can expect if you establish working relationships with doctor clients.

In this Learning Segment you will:

  • Gain insight about the financial lives of doctors
  • Understand how The Affordable Care Act–also known as ObamaCare–higher taxes, the looming 26% Medicare fee reduction and an uncertain economic recovery shapes medical practices.
  • Debunk myths and affirm realities about working with physicians
  • Anticipate and overcome 5 challenges in working with physicians
  • Discover the biggest secret to success in this niche
  • Get a road-map for constructing a physician-centered practice.


Module 2. Choose Your Best-Fit Physician Clients

The Objective is to give you a “field guide to doctors” so that you can identify candidates for a best-fit group of doctor (physicians, dentists, orthodontists, podiatrists, etc) clients.

In this Learning Segment you will:

  • Examine why high performers focus on a specific group of physicians
  • Explore 3 questions to identify your best-fit target vertical market.
  • Understand the pecking order of doctors
  • Identify 8 ways to “slice the doctor pie.”
  • List 5 ways to learn more about target vertical markets
  • Discern if a target vertical market is right for you.


Module 3. Learn More About Your Clients

The Objective is to join high-performers by embracing the number one predictor of success–understanding your clients.

In this Learning Segment you will:

  • Discover what you need to know about your target vertical and how you learn it
  • Identify 3 groups of people to approach during your research phase
  • Define the questions to ask
  • Developing strategies for gathering intelligence.


Module 4: Create and Collect Marketing Materials that Capture Physicians’ Attention ( AKA “Value Delivery Vehicles”)

The Objective is to help you create –and collect–effective marketing materials that offer the greatest return on your investment of time, money and attention.

In this Learning Segment you will:

  • Craft an engaging response to the question, “What do you do?”
  • Explore how to build trust and earn credibility through the deliver of high value content, engaging events and attractive experiences
  • Discover the litmus test for value delivery vehicles
  • Apply neuroscience to marketing campaigns
  • Distinguish marketing from advertising
  • Decide whether social media is a prudent investment for you.


Module 5. Generate Physician Leads and Build Rapid Rapport

The Objective is to help you “add links in the chain of trust” as you acquire leads and convert prospects to clients.

In this Learning Segment you will:

  • Mobilize people who already know, like and trust you
  • Build relationships with centers of influence
  • Craft win-win programs with vendors who already market to your target vertical market
  • Leverage medical meetings and association publications
  • Master the 7 steps of The Connection Prescriptionⓒ
  • Identify the 5 Pain Personalitiesⓒ and how it applies to finances
  • Think and ask questions like a physician: the SOAP approach
  • Harness the power of asking the right questions and improving listening skills


Module 6. Convert Clients to SENDERS–People Who Send Physicians Your Way

The Objective is to help you graciously generate referrals.

In this Learning Segment you will:

  • Understand why clients make referrals
  • Overcome four barriers to referrals
  • Assume the referral mindset
  • Creating a culture of referrals
  • Master the language of referrals
  • Recognize and thank SENDERS.


All sessions are conducted by nationally noted physician, speaker and author Dr. Vicki Rackner. Let a board-certified surgeon serve as your tour guide, showing you insider secrets to help you navigate the world of medicine. You’ll learn to effectively capture physicians’ attention, build relationships and get the most impact for your efforts.

Throughout the course you will learn strategies and tactics to help you:
    • Set realistic business goals and benchmarks for success.
    • Test the effectiveness of your marketing campaigns.,
    • Instill a physician-friendly mindset with your team members. and your business outcomes.
    • Discern when to make a change–either adding another vertical market or withdrawing from another.
    • Manage problematic client interactions..

Special Bonus Gift

As a special bonus gift, participants will also get unrestricted use of a high-value gift you can deliver to your physician prospects. It’s Dr. Rackner’s ebook “How to Get More Patients.”

Just as every business wants more customers, every physician wants more patients–even the Mayo Clinic makes significant investments to attract more patients!

Click here to read the ebook.

We will co-brand this ebook with your picture, bio and contact information on the back cover and include a page header that says “A gift from” physician prospects.

Individual downloads are sold to physicians for $47. The chance to deliver this co-branded book is worth the price of admission!

Want to learn more? Call Dr. Vicki Rackner (425) 451-3777 to discuss whether this program is a good fit for you and your team.


Here’s a sample module:


Participants will:

  • Receive six modules of content
  • Join your peers for weekly coaching sessions.
  • Receive a workbook complete with clarifying exercises.
  • Access recorded sessions.
  • Plus get bonus private coaching sessions with the nationally noted physician speaker and author Dr. Vicki Rackner.

Think about what you pay to acquire a new client.

Think about how much you would be willing to pay to acquire your first few doctor clients who will tell their friends and colleagues about you.

Think about what you would pay to spend an hour or two picking the brain of a nationally-noted doctor who can explain to you the differences between the way that doctors think and that business people think.

Comments are closed.