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I want to work with more physicians – where should I start?

Question:

Email from: Martin W. with Merrill Lynch
Dear Richard,
I hope all is well! I'm with Merrill Lynch in Las Vegas. I have been thinking about something that you had said when you spoke here. I have a couple physicians (gastroenterology) as clients, and frankly I want more of them. I was thinking there has to be some type of association that they all belong to or something like that. I have a great relationship with one of the clients in particular. So my thought is to approach him and attend one or all of these meetings or whatever they have. Can you offer any insight or experience to what I am trying to do? Thanks for your help.
Marty

Answer:

Dear Marty,

Good to hear from you.
Here are some suggestions that might be of assistance to you:

Ask your client to which organization he belongs that supports his specialty.
Find out all you can about this organization from the web and also call the public affairs office of the association or professional emphasis group and ask for an informational package.
To leverage your existing relationship, ask your client to setup and attend a breakfast or lunch with the president or executive director and yourself, so you can discover how you might be a financial resource to them. During this meeting, out how the members network and communicate with one another, and ask questions to determine how you can get involved in the organization.
Attend a meeting to begin the process of positioning yourself as a financial resource to them.
Make a list of 10 gastroenterolists who are members, and ask your client to introduce you to them at the next meeting.

This will open the door for you.
Richard