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The biggest reason advisors have trouble entering large-income professional markets is a poor understanding of the group’s mindset and attitudes. To target doctors, specifically, Kim recommends opening your mind first rather than focusing on changing doctors’ minds. An advisor should view doctors as someone to get to know and to respect before looking at them as business targets. Using this jumping-off point, join Kim as he outlines steps for breaking into this lucrative subset of high-income earners.