"Healthcare executives can open many door for financial advisors," says Dr. Vicki Rackner, President of Targeting Doctors. "Make sure you leverage these important relationships."

Rackner, who helps financial advisors increase their assets under management by acquiring physician clients, offers these tips:

1. Healthcare executives interact with several sets of stakeholders in the healthcare system: executives themselves, physicians, nurses and hospital donors all make excellent groups of clients.

2. Healthcare executives are business-minded thinkers with a healthy relationship with money.  You command their attention with different value offerings than engage physicians.

3. Healthcare executives and physicians see the world through a different set of eyes, and they're often perplexed by the behavior of the other. Their interactions often have a mildly adversarial tone.  it's highly unlikely that a physician would approach a healthcare executive for the name of his/her financial advisor. 

"As you build relationships with healthcare executives, learn about their initiatives. If you can help them get what they want, you earn the privilege of delivering what they need," advises Rackner.