Financial Advisors: Attracting and Working With Medical Professionals. As a financial advisor, working with medical professionals is both rewarding and lucrative. Doctors, nurses, radiologists, anesthesiologists, emergency medical technicians, physician assistants, optometrists, pharmacists, psychiatrists, psychologists, and other people working in the medical field have high incomes, complex financial needs, and long-term goals that need your expert guidance.
This is another chapter in my Ideal Client – Target Market – Niche Client Blog Post Series where I break down why you would want to target this market segment as a client base.
These professionals are also often busy, stressed, and difficult to reach. With that said, this blog post will give you tips to help you attract and work with medical professionals effectively. Continue reading below for more.
Why Should Financial Advisors Work With Medical Professionals?
If you can offer specialized solutions that address the unique challenges and opportunities that come with working with medical professionals, these clients become part of an attractive and profitable niche. Here are a few of the top benefits of working with medical pros as clients:
High Income Potential
Medical professionals are among the highest-paid individuals in the US. This means that medical professionals have high income potential and can comfortably afford to pay for your services.
Often Complex Financial Needs
Many medical professionals face complex financial needs that require expert guidance and planning. A few matters many of them have to deal with include student debt, malpractice insurance, tax planning, retirement planning, and estate planning.
As an experienced financial advisor, you may find fulfillment in helping medical professionals navigate their complex financial journey and providing them with sound solutions that cover all aspects of their financial lives.
Medical professionals tend to have long-term goals that need careful planning and execution. Like people in other fields, they wish to achieve financial security, independence, and freedom.
As a financial advisor, you can secure medical professionals as long-term clients and help them define their goals, create a roadmap, and work toward their objectives.
Medical professionals are often well-connected within and outside of the medical field. If you can provide your medical professional clients with excellent service and results, they’ll gladly refer you to their network of contacts.
Working with medical professionals isn’t only financially rewarding but also personally satisfying. People in the medical field are highly educated, motivated, and ambitious. What’s more, they’re often grateful for the help and support they receive from financial advisors.
As a financial advisor, you may enjoy working with medical professionals who share your values, vision, and mission.
We’ve covered just a few of the many benefits of working with medical professionals as clients. If you’re interested in pursuing this niche market, the first step is to find potential medical professional clients in your area. For tips on that, continue to the next section.
How Can Advisors Find Medical Industry Clients?
As a financial advisor, one of the challenges you’ll face when branching out to reach a new market is finding prospects in your area. Here are a few strategies you can put in place to find medical professional clients in your area:
Use Online Directories
There are many online directories you can use to help you find medical professionals in your area according to specialty, location, name, or other criteria. These specific directories will vary depending on where you live. For a more general solution, you may opt to use standard search engines like Google or Bing.
Use Social Media
Another way to find medical professionals in your area is to use social media platforms that medical professionals tend to use.
For example, you may choose to use Facebook or LinkedIn to connect with and interact with medical professionals.
Another effective way to find medical professionals in your area is to use referrals and word-of-mouth marketing.
You can ask your satisfied clients, strategic partners, and advocates to introduce you to people who may work in or may know someone who works in the medical field.
Use Offline Marketing
Finally, you may opt to use offline marketing and outreach methods to find doctors, nurses, and other medical professionals in your area.
For example, you may choose to attend events, seminars, conferences, or workshops that medical professionals often attend. You can also visit and contact medical facilities or organizations in your area and partner up to offer complimentary financial consultations or seminars.
The strategies listed above are some of the many ways you can find medical professional clients in your area. But finding them is only the first step. You’ll next need to convert prospects into clients and maintain a positive working relationship.
How Can You Attract & Work With the Medical Field?
Know that you know where to find medical professionals who may be interested in working with you, you’ll need to convert them into clients and work with them effectively. Here are a few tips that should help you out:
Understand Their Challenges & Opportunities
As mentioned earlier, medical professionals face many challenges in their financial lives. As a financial advisor, part of your job is to fully understand their pain points and offer solutions that address their specific needs and goals. In other words, you’ll need to show them the value of your services and how you can help them achieve financial peace of mind.
Build Trust & Credibility
Professionals who work in the medical field are highly educated and often skeptical. They’re used to making decisions based on facts and evidence rather than sales pitches and promises.
As a financial advisor hoping to win the trust of medical professionals, you’ll need to demonstrate your expertise, professionalism, and ethics. To do this, you may provide them with relevant information, references, credentials, and case studies that showcase your experience and results.
Be Flexible & Creative
Medical professionals have busy calendars and limited availability. So, they might not be able to meet with you during regular business hours or at your office. To accommodate their needs, you need to be flexible and creative.
One step you may take is to visit them at different times of the day. You may couple this with leaving packets or gifts for them at their workplace.
Focus on Long-Term Relationships
Medical professionals aren’t looking for quick fixes or one-time partnerships. They understand the benefits of working with a professional in the long term.
To build long-term working relationships with medical professionals, it would be best for you to provide them with ongoing support, education, feedback, and follow-up. You’ll also need to show genuine interest in them as people and not just as clients.
Be Patient & Persistent
Medical professionals aren’t easy prospects to convert into clients. They might take longer to make decisions, ask more questions, compare more options, or postpone meetings due to emergencies.
As a financial advisor, it’s your responsibility to be patient and persistent in your efforts to attract and work with medical professionals as clients.
Of course, you should respect everyone’s time and priorities. But that doesn’t mean you shouldn’t follow up regularly and consistently.
You’ll also need to overcome any objections or barriers medical professional prospects may raise by providing them with clear explanations, benefits, and the like.
Take time to learn about the medical industry. You don’t need to have a deep understanding of medicine itself. Still, medical professionals are more likely to trust financial advisors who are familiar with the trends, challenges, opportunities, and regulations that surround the medical industry.
You can educate yourself on the medical industry by reading relevant publications, attending seminars, and networking with other professionals. As an added bonus, you’ll be able to create marketing content that more closely addresses the specific financial issues medical professionals face.
Segment Your Market & Specialize on Doctors, Nurses, and others
Medical professionals aren’t a homogeneous group. They have different specialties, backgrounds, preferences, needs, and financial goals. As a financial advisor hoping to attract and work with medical professionals, you’ll need to segment your market and specialize in a niche.
You can segment your market by factors such as medical specialty, age, gender, etc. Then, specialize in working with the segment that best fits your expertise and preferences.
Develop a Referral Network
I touched on referrals briefly earlier. However, referrals are so important that they’re worth talking about in depth.
Referrals are one of the most powerful ways to attract and convince medical professionals to work with you as their financial advisor.
To generate more referrals, you’ll need to develop a referral network. You may even already have a stronger referral network than you think. For example, if you have a business owner as a client, don’t think of only asking that person to connect you with other people in their industry. Instead, you can ask them if their doctor or any other medical professional they know might be interested in working with you.
When asking for referrals, it’s important that you remember to follow up promptly and reward your referrers generously.
Offer Complimentary Consultations or Seminars
Medical professionals may be reluctant to commit to working with a financial advisor without first getting a taste of their services and the value they bring.
To overcome this barrier, you can offer complimentary consultations or seminars that allow you to showcase your expertise, knowledge, and personality. Moreover, these will serve as opportunities for you to prove that you understand the financial needs of medical professionals.
At the end of the event, be sure to provide your contact information and invite attendees and participants to take the next step in working with you as a client.
Nurture Your Prospects With Regular Communication
Medical professionals are busy. You may think that you’ve lost a prospect because you haven’t heard back from them. The reality is that these professionals may still be interested in working with you but have been so busy that they’ve simply forgotten to get back to you.
It’s important to nurture your prospects with regular communication by creating a communication plan that outlines the frequency, mode, content, and purpose of your communication.
When communicating with your prospects, be sure not to only reach out with sales messaging. Rather, sprinkle in some information that prospects will find useful and relevant.
Medical professionals are great clients to work with. To attract and work with them, however, you’ll need to be able to overcome obstacles like their busy schedules, limited availability, high expectations, and skepticism.
To succeed in this niche, it’s important to understand the needs and goals of medical professionals; build trust and credibility; and be flexible and creative.
By following the tips we’ve touched on in this article, you’ll increase your chances of working with medical professional clients who can provide you with lucrative and fulfilling work. For more tips on how to work with other types of clients, check out the blog posts on my website.