When Your Client Is Responding to Yesterday’s Financial Reality
Have you ever been sitting across from a long-time client and thought: “This just isn’t like them.” Maybe your normally thoughtful physician client suddenly becomes rigid. She can’t seem to hear what you’re saying. He […] Read More
Are Your Physician Clients Rich–or Wealthy?
A physician can earn $500,000 a year and still feel broke. From the outside, that may appear irrational. How could someone with an income most Americans would envy possibly feel financially constrained? Look more closely, […] Read More
What’s Your Trojan Horse? A Better Way to Reach Doctors
Two common prospecting mistakes keep advisors outside the gates of the medical market—and the answer is not more force. Christopher Nolan’s epic movie The Odyssey opens with a familiar image: the Trojan horse sitting […] Read More
What a Newly Invented Color Can Teach Financial Advisors About Working with Doctors
Inspired by “How to Invent a Color” by Rivka Galchen in The New Yorker Scientists recently created a visual experience unlike any humans had ever seen. Reading about it made me think about how doctors […] Read More
What Today’s “Good Advice” May Look Like Tomorrow
A lesson for financial advisors who want to earn doctors’ trust While searching for a photograph of myself in a white coat, I found this family picture from the early 1960s. That is my mother […] Read More
When Your Doctor Client Brings You a “Can’t-Miss” Investment
The pitch is irresistible. Their physician partners are investing. A respected colleague introduced the opportunity. The founders seem brilliant. The market is enormous. And this company could be “the next Apple.” By the time the […] Read More
The Spreadsheet Isn’t the Whole Story
Why Understanding a Physician Client’s Money Story Is Part of Good Financial Advising A recent Gallup finding stopped me. Fifty-five percent of Americans say their financial situations are getting worse. That is the highest percentage […] Read More
Sir Isaac Newton's Million-Dollar Mistake: A Story Every Financial Advisor Should Tell Physician Clients
“I can calculate the motions of the heavenly bodies, but not the madness of people.”— Sir Isaac Newton If you’ve worked with physicians for any length of time, you’ve probably heard some version of this […] Read More
AI Is Your Thought Partner, Not Your Substitute CEO
Artificial intelligence is changing the way financial advisors work. Every week I hear another advisor say, “I used ChatGPT to write an email,” or “AI helped me brainstorm a webinar,” or “I asked AI to […] Read More
Heal Thyself: Why I Founded Engaging Doctors
“If my life had a bumper sticker, it would read: Heal Thyself.” Looking back over my life, I can see a pattern that only became obvious in hindsight. Every major chapter began with a challenge […] Read More