Vicki Rackner, MD

Welcome!Accelerate Your Growth through

Expert Positioning

by Positioning Yourself As an

Expert

Accelerate Your

Growth

We Will Explore These Questions

• What is an expert?• How do you become an expert?• How do physicians know you are an expert?• Why is this important for you? 

Physicians want to work with experts.

You Will Take Away

• A working definition of an expert• Insight into the expert-client relationship• 5 kinds of experts• 15 ways to built and enhance your expert positioning• Specific action steps to implement today

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

• You’ll learn about what influences doctors’ behaviors

• You’ll get an outsider’s perspective

• Our intentions are aligned…helping more physicians build wealth

Why This is Different

• The ACA offer a unique opportunity

• Most marketing advice is dead wrong

• Physicians are immune to conventional marketing messages

• Expert positioning is key to your success

Why This is Important to You Right Now

Knowledge is ubiquitous;judgement is rare

• You’re a veteran in the medical market

• You want to jump into the medical market and avoid the steep learning curve

• You want to leverage the opportunities of the ACA

• You want to take the most direct path to success

• You want to position yourself as the go-to guy or gal

Are You in the Right Place?This is for you if…

• You’re looking for a get-rich-quick scheme

This Tutorial is NOT for You if…

800,000 9 out of 10

40%

The Numbers

50%• You’re looking for a get-rich-quick scheme

• You want a “do-nothing” campaign

• Your heart is not in the medical market

This Tutorial is NOT for You if…

• I’ve learned most of my lessons the hard way

Full Disclosure

• I’ve learned most of my lessons the hard way

• I’ve faced struggles engaging my ideal client

• I’ve hired mentors and coaches who did not work

• I cannot predict your results

Full Disclosure

Why invest in expert positioning?

Physicians want to work

with the experts.

Physicians manage their wealth as

patients manage their health.

Experts get better

outcomes.

2014 Vicki Rackner MD (425) 451-3777 www.AcademyofPhysicianEngagement.com

If you want to conduct business with physicians, conduct yourself as one.

You accelerate your growth when you are

perceived as the physician’s expert.

What is an expert?

An expert facilitates a client’s desired transformation.

An expert delivers value toand improves the condition of

the client.

Times of transition trigger the need for

experts.

The Affordable Care Act

People turn to experts in times of transition.

How do you choose and evaluate

your experts?

Can I trust this expert to help me

get the job done?

How do I know?

Trust

“Haven’t found someone I

trust.”

“Why have you decided not to work with a financial advisor?”

How do you become an expert?

Recognize a giftMaster a body of knowledgeSolve problems and make mistakesStay curious and listen activelyGet mentored and coachedMake ongoing investments in learningConnect with thought leadersPractice deliberately

1. Another physician says so

How do physicians know you are an expert with

whom they want to work?

The most influential person in a doctor’s life

is another doctor.

How do physicians know you are an expert?

1. Another physician says so2. Your actions reflect a deep understanding

Physicians answer a call

to service.

How do physicians know you are an expert?

1. Another physician says so2. You consistently deliver value3. Your online presence reflects a physician focus4. You tell stories about other doctors5. “I never thought of that before.”

How do physicians know you are an expert?

6. You speak with key physician opinion leaders7. You have physicians on your advisory board8. You host round table events for physicians 9. You have assembled a dream team10. You understand medical etiquette

How do physicians know you are an expert?

11. You contribute to social media conversations12. You speak13. You write articles14. You write books15. You have a radio show/podcast/youtube channel

You deliver value and improve their condition

at each interaction.

Action Steps to Elevate Your Expert Positioning

Get subscriptions to publications physicians read

Administrative Burdens EMR ICD-10 Reimbursement and cash flow Consolidation Theft, fraud and liability Burnout

Action StepsGet subscriptions to publications physicians readPolish your online presence (Web site, bios)Enhance your active listening skillsBuild a dream teamInterview successful physiciansHave physicians on your teamQuote physiciansUse medical metaphorsInterview successful advisorsJoin/form a mastermind group

Action Steps

Improve the clients’ condition

at every encounter.

Action Steps

Send out something of value

every month.

Advanced Action Steps

Get quoted in the media

Action Steps

Get quoted in the mediaContribute content you create or curateCreate a video seriesHost a podcast seriesWrite a bookHire a coach

To Optimize Success

TAKE ACTION

by Positioning Yourself

as an Expert

Accelerate Your

Growth

2014 Vicki Rackner MD (425) 451-3777 www.AcademyofPhysicianEngagement.com

"All I want in life is an unfair advantage."

Hank Greenberg

The Expert Positioning

Package

1. Another physician says so

How do physicians know you are an expert with

whom they want to work?

I become a member

of your team.

I help you move the needle on your expert

positioning.

• Brand emissary • Coach • Mentor • Member of your advisory board • Tour guide • A digital sales funnel • Mastermind

You Get

Here’s how it works.

Your 28-Day Step-by-Step Blueprint Week 1: Choose Your Tribes

• You watch an on-demand tutorial • 1:1 consultation • “Match-making”

Your 28-Day Step-by-Step Blueprint Week 2: Gather Intelligence

• On-demand tutorial • Goal: be at the right place and the right

time with the right marketing message • Scripts, templates and tactics to conduct

informational interviews

Your 28-Day Step-by-Step Blueprint Week 2: Gather Intelligence

• TD identifies key physician opinion leaders • TD identifies key medical associations • TD identifies power partners

Targeting Doctors (TD) Gets to Work

Your 28-Day Step-by-Step Blueprint Week 3: Lights, Camera, Action

• You and I plan a presentation and cta • I create a script • We record and TD edits • TD creates your branded landing page

and presentation page

During my presentation I will emphasize the

importance of working with a professional

financial advisor

Your 28-Day Step-by-Step Blueprint Week 4: Market Your Presentation

• Family, friends and fans • Power partners • LinkedIn

You’ll get done-for-you scripts, templates and instructions to market this to:

We can brainstorm about sponsors

You move quickly.

You position yourself as an expert.

What is the investment?

What is the value of a single physician-client?

What is the value of being perceived as a physician’s partner?

What is the value of getting your phone calls returned?

What is the value of marketing materials

that physicians want?

What is the value of getting the attention of an executive director?

What is the investment?

3 Payments of $1997 Single payment of $4997

The Expert Positioning Package Includes

Six months of unlimited access to me by e-mail, phone, text Deliverables to doctors Strategic directionTactical implementationPhysician brand emissary

You Get a Physician Partner • You can say, “I work with Dr. Vicki Rackner.” • You can include me on your web site • You get a welcome video for your web site • You have a hotline • You get a co-branded webinar, landing page

and a list • You get specific marketing campaigns • You get access to the mastermind

Recorded webinar Branded landing page/ list management Research Co-branded Get More Patients ebook Cracking the Physician Code course 6 months of mentorship 3 Done-for-you marketing campaigns 12 Months membership in the Academy

$1500 $899 $499 $599 $897 $3000 $591 $591 ————— $8576 $4997

You Get

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

Pre-Penicillin Era

You have zero risk.

You are protected by a money-back guarantee

Bonus #1

Bonus #2

Cracking the Physician Code

Accelerate your practice growth by acquiring more physician clients

© 2016. Vicki Rackner MD All rights reserved. www.TargetingDoctors.com

The B2D Blueprint

2015 Vicki Rackner MD

Bonus #3

Get Know

Training

Warning: I can only accept a limited

number of participants

Warning: I will only work with one advisor in each territory

Contact me:

DrVicki@TargetingDoctors.com(425) 451-3777