3. Medical professionals understand work.

Next time you meet a doctor, I want you to ask him/her to lunch and see what he/she has to say. I chuckle at the thought because I know what it would be. Being a medical professional requires your full attention at all times. When I sit with a potential client, always after hours, I relay to them that I won’t be taking them out to lunch -- heck, that I don’t take lunches. I won’t be sending them cards, and I don’t do seminars or hold fancy dinners. While clients may be nice, I don’t desire to be their friend, rather, their money manager. Most people find this rude. But medical professionals not only understand it, they respect it. They're able to finally grasp the concept of money management when the individual watching over the accounts takes every market minute to sit in front of his/her computer, making sure to always get the best opportunities available.

4. Medical professionals understand what's out there.

While there are many who fully grasp what could come down the pike, I always get the real sense that medical professionals don’t just acknowledge it, they truly accept it -- whatever it may be. Maybe this is because they deal in life-or-death possibilities every day, whereas we rarely think about such things. Whenever I'm speaking to medical professionals about the real consequences of inflation, or the parallels between what we’re seeing right now and 1930, I get the sense that they truly believe what could be on the other side. While medical professionals and I prepare for any outcome -- and they maintain total confidence that I’ll be scanning the world for opportunities, both up or down -- doctors are ready to embrace the strategies necessary to keep them where they want to be. And not just now, but over the next 20 years.

It’s been an interesting change in our business, and it's even more interesting to analyze. I suspect the trend will continue, and soon we’ll be servicing many more medical professionals all throughout the country.

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