This week I made an appointment to see a dermatologist online for a specific concern. As this new physician took my history, she saw I was an MD and asked what I do. I told her that I help doctors improve their relationship with money to get more of what they want in life.
She said, “Oh, I need that! Tell me more!”
I told her about books I’ve written and the transformations I’ve facilitated through coaching. She said, “I’ve gotta get those books! It seems like all of my colleagues are doing so well. I must be the only one struggling with money.” Then she gave me several specific concerns.
I assured her that she was not alone. I told her I have spoken with hundreds of doctors, and heard concerns like hers many times.
I also told her that she could turn her money story around.
When was the last time you were at a doctor’s appointment, and your doctor started talking about himself or herself? This is not how medical encounters usually unfold.
The dermatologist apologized for spending my appointment talking about herself. She told me I was her last appointment and assured me we could go over time to address my concerns.
Why did she do it? It’s because money is an emotional topic, and she had no place to go to safely share her concerns.
Doctors Have Money Worries Too—And They Need a Safe Space
Here’s the million-dollar question for you. How do YOU create the trust that inspires doctors to open up to you and tell you their money stories?
Here’s a proven, simple intervention. Become a more skilled listener.
Here are two episodes from the Diaries of a CEO podcast that underscore this point. (As a tip you can listen at twice the speed.)
The first episode is with Evy Poumpouras, a former U.S. Secret Service Special Agent and author of the Becoming Bulletproof. She points out that the person in power is the person who is doing the listening. She advises that you can be more successful by understanding what motivates the person you’re trying to persuade.
The second episode is with Andrew Bustamante. He’s a former covert CIA intelligence officer who provides people with useful spy skills for everyday life. He, too, points out the importance of listening.
How well do you listen?
What are some great questions to ask that inspire prospects and clients to open up to you?
Here are a few questions you can keep in your back pocket:
- If you won the lottery and you never had to worry about money again, how would you spend your days?
- What’s more important to you than money?
- What do you value most in the world?
People might believe that they will be happier if they hit a number. A net worth. A weight on the scale. The number of accolades or followers or awards.
However, more money or power or fame are just tools to help physicians get more of what they really want: the ability to serve in a bigger way, take care of family members and achieve agency in their lives.
As you listen, you will hear your prospects and clients tell you what’s most important to them.
What do you think?
