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Do You Want to Meet Physicians?
Recently several Elder Law Attorneys have asked us to connect them to physicians. This is one market segment that is extremely difficult to enter and requires special strategies. The kinds of medical professionals our attorneys want to meet include:
- Physicians who treat Alzheimer's and other forms of dementias
- Physicians who treat Parkinson's patients and other diseases associated with the elderly
- Geriatric psychologists and psychiatrists
- Mobile physicians and traveling nurses (nurse practitioners)
- Geriatric physician groups associated with hospitals
- Ophthalmologists
We have found that when an attorney is "unknown" in an area, the best way for him or her to meet the physician is:
- For VSA to talk to the office manager to set the appointment.
- For the attorney to have a flexible schedule, in order to meet the physician in between patients, similar to a drug representative; this does not diminish your stature, and will facilitate a meeting.
- Potentially to start your association with that doctor's office by meeting with the office manager. In medical practices, the office manager has significant authority.
- To be concise in what you can do to help the physician - always think "what's in it for them."
- To bring something for the staff - especially food (sandwiches, donuts, a special cake, etc.), since the referral desk and the office manager are influential in giving your name to patients.
- To stop by the physician's office unexpectedly on different occasions after the initial meeting, or if you can never get an appointment, even if you leave a note, a relevant article, or piece of informative literature.
Despite all this good advice, still the very best way for local physicians to become referral sources relies on old-fashion legwork. Attorneys who truly want to become physicians' "go to" lawyer need to lay the groundwork before hand.
VSA has had the greatest success setting appointments for attorneys who are actively involved in local Alzheimer's, Parkinson's, Heart Disease or similar associations. These attorneys participate in the races, meetings, subcommittees and board meetings. Another door opener is for the attorney to attend sessions where physicians will speak.
Of course, sharing common professional associates is a win-win, so anyone who might help introduce you is golden.
When the attorney is someone whose name is familiar within the senior community, doors open much more easily. VSA encourages attorneys to become active in the senior communities around them. Then, when you ask for an appointment with a physician, the doctor will know you have a genuine interest in helping the elderly.
VSA is proud to be a NEALA Discount Member Partner. |
VSA brings you Referral Connections, specifically designed for Elder Law Attorneys. We are tremendous believers in building strong referral partnerships because we know that the number one factor cited by clients when selecting an Elder Law Attorney is that the attorney was recommended by a trusted source.