Cathy Cress

Expert in Aging Life and Geriatric Care Management

  • Home
  • Products »
    • GCM Manual
    • Books
    • > Geriatric Care Management – 4th Edition
    • > Mom Loves You Best
    • > Care Managers
  • Online Classes
    • Recommendations
  • Webinars
    • Upcoming Webinars
    • Interviews
  • Past Webinars
  • About »
    • Recommendations
  • Blog »
    • Aging
    • Geriatric Care Manager
    • Siblings
    • Webinar
  • Contact

What Is Your GCM/ALCA Assited Living Sales Plan?

June 22, 2019

If You Have Product For Assisted Living You Have to Sell it

GCMs  or ALCA members rarely see themselves as salespersons. However, this is a fatal error. You may have product, for Assisted Living residents but to make money from that product, you have to sell it.

Who Makes The Buying Decision?

Even if it is a service, people are buying your product.To begin to put together a sales plan you need to identify who makes the decision to buy your GCM/ALCA Assisted Living  products. With older adults over age 85, the buying decision is generally made by the adult children or the third party (trust officer, etc.). Many times young older adults (65–85 years of age) make their own buying decisions.

 

What is Your Assisted Living Sales Plan?

Does this buying decision require personal contact in an intake by a GCM, an Assisted Living sell sheet you dropped off at the Assisted Living Director’s office , sales meeting with the director, meeting with older resident, complementary consultation with the Assisted Living resident’s family ,word of mouth, paid advertising, through social media- if so what – blog, web site – what describe your sales plan to uncover customers needs. It will have to go in your business plan plus- be good enough to get you, customers.

What Criteria Does The  Assisted Living Customer Use to Make a Purchase 

You then need to identify what criteria the person making the buying decision uses to evaluate your Assisted Living product. First, you have to figure out whether the decision to purchase your Asssited Living  product is made by the Assisted Living Director , the older resident or the adult child . Next you must decide what criteria do the resident adult child or Assisted Living Director use to  buy your assisted living product: price, features like not losing the resident, the parent not being happy or having a poor quality of life in the facility.How will you give your customer, the adult child, enough information to say yes?

Find out More about Assisted Living Sales in my Newest Free Webinar

How to Close the Sale of Geriatric Care Management to 10 Steps to Success in Selling Care Management to Assisted Living

 FREE WEBINAR- 10 Steps to Success in Selling Care Management to Assisted Living

 

THIS WEBINAR BEGINS: Monday June 24, 2019 2 PM PST Ends 3:15PM PST

 

DURING THIS FREE WEBINAR YOU WILL LEARN

What Benefits to use When Selling Geriatric Care Management to Assisted Living

How Make a Winning First Impression at Assisted Living Sales Meeting- Preparing Presentation

 What Referral Triggers to Use When Selling Geriatric Care Management to Assisted Living

 What Feature to use When Selling Geriatric Care Management to Assisted Living

 Assisted Living

Sign UP  

 

 

 

 

 

Filed Under: aging life business, Aging Life Care, Aging Life Care Assocaition, aging life care manager, Assisted Living & Geriatric Care Managers, Assisted Living Crisis, Assisted Living sales, Benifits & Assisted Living, Blog, Care Management Products, Close The Sale, Geriatric Care Management Business, Geriatric Care Manager, geriatric care manager, geriatric social worker, Marketing aging life care, marketing ALCA /GCM, marketing geriatric care management, marketing pitch, Marketing to Assisted Living, nurse advocate, nurse care manager, Sales to Assisted Living, Senior Isolation, Senior Loneliness Tagged With: aging family, aging life care manager, aging parent crisis, ALCA marketing, ALCA sales, geriatric care manager, Geriatric Care Sales Assisted Living, geriatric social worker, Marketing to Assisted Living, nurse advocate, nurse care manager

What Kind of Care Staff Do You Need for an ALCA / GCM in Assisted Living Program?

May 30, 2019

What Type of Person To Recruit?

Are considering designing an ALCA or Geriatric Care Management program for Assisted Living? Here are some suggestions to consider when putting a job description for staff who will deliver the services.

Older generations, especially entitled clients, can be likely to be less trustful of an individual with numerous visible tattoos and a Mohawk. Most would rather have a clean-cut employee. This depends on the culture of your area of service. You want background checked employee with 

  • Recreational Therapy background ideal preferred
  • College background or college student in, psychology, social sciences, pre-med, recreational therapy, Nursing, Social work, arts
  • A retiree with interest to be trained or some prior recreational background or aging background
  • Background in music, dance, recreational therapy, reminiscence and storytelling, rehab, sports, arts crafts gardening, board games, recreational activities, writing or ability to help senior use their former interests and their present level of functioning

What will Assisted Living Companion Do?

For COMPANION CARE hire             

  • Plan and implement individualized activity sessions for a diverse range of clients, conducting sessions one-on-one with clients in their places of residence or in community
  • Accompany to  events like theater, musical event, recital, baseball game or venue of  clients choice
  • Follow care plan designed by GCM
  • Excellent communication and people skills
  • Ability to connect and engage with a wide range of individuals.
  • Understanding and compassion for the care needs of aging clients including those with cognitive impairment or mild
  • mental illness
  • Ability to work independently as well as under supervision.
  • drivers license with agency automobile insurance as required by the State
  • A car available for daily work and client transportation and automobile insurance as required by the State
  • Ability to learn and use designated software programs for the workflow process
  •  
  • Would you like to start a program like this and do not know how to market it to your local Assisted Living Facilities?

  • New Free Webinar To Market ALCA/GCM To Assisted Living

10 Steps to Success in Selling Care Management to Assisted Living

Find Out More

FREE WEBINAR- 10 Steps to Success in Selling Care Management to Assisted Living

THIS WEBINAR BEGINS: Monday, June 24, 2019, 2 PM PST Ends 3:15 PM PST

 

  • DURING THIS FREE WEBINAR YOU WILL LEARN
    How to Make a Winning First Impression at Assisted Living Sales Meeting- Preparing Presentation
  • What Referral Triggers to Use When Selling Geriatric Care Management to Assisted Living
  • What Feature to use When Selling Geriatric Care Management to Assisted Living
  • What Benefits to use When Selling Geriatric Care Management to Assisted Living
  • How to Close the Sale of Geriatric Care Management to Assisted Living

Sign UP  

 

 

 

Filed Under: Aging Life Care Assocaition, ALCA sales, Assisted Living, Assisted Living & Geriatric Care Managers, Assisted Living Crisis, Benifits & Assisted Living, Blog, caregiver, Close The Sale, Geriatric Care Manager, geriatric care manager, geriatric social worker, marketing ALCA /GCM, marketing geriatric care management, Marketing to Assisted Living, nurse advocate, nurse care manager, Webinar Tagged With: aging life care manager, Assisted Living, care manager, geriatric care manager, Geriatric Care Sales Assisted Living, Marketing to Assisted Living

Do You Give Away the Store When you a Care Management an Intake?

May 3, 2019

red-phone.jpg

Do You Make This Mistake ?

Do you make this mistake with a client inquiry? When you get a request for and intake, over the phone, do you then drive to the client’s home to do the intake- without a deposit and contract? What can happen when you do this.

Aging Life care manager Sally Sunshine received an inquiry call and drove an hour to see the client. After spending two hours explaining her services, doing a geriatric assessment then asking for a deposit and signed contract the older gentleman said he could not afford her services and would not sign the contract at that time. The Aging Life care manager came up empty-handed after hours of driving, doing a 2 hours geriatric assessment with no new case, contract or deposit for all her time and expert effort. 

Stop Traveling 3 hours & Get No Contract

How do you avoid traveling for two hours, spending 3 or more hours with a client and not getting the case or making the sale?

Get Contract Signed in Two Phone Calls

You do the inquiry over two phone calls first one offering a free complimentary consultation, and then making the sale and asking for the contract and the deposit in the second call. You use Adobe and Pay Pal to get the deposit and contract within hours. You do not drive to the client’s home without getting a signed contract deposit – first.

Join Me in my New Free Webinar

Conquer Care Management Sales- 5 Steps Close the Sale

You will Learn

signed paper deal contract icon agreement pen on desk flat business illustration vector drawing
  • How to close the sale, get the contract signed with a 2 part intake over the phone
  • How to ” Identify needs using client” challenge questions” to find the problem you need to solve to make the sale
  • How to present your offer by selling solutions to the problem with a mini care plan
  • How to manage objections if the caller has concerns about price or product
  •  How to close the sale with non-aggressive closing questions to have your contract signed, get a deposit, and grow your business with a new client

Sign Up-

 

Filed Under: Blog, Close The Sale

How to Sell Care Management Services to 3rd Parties Through a Relationship

April 7, 2019

Why Refer to You?

Consider sales a relationship. Why would third parties like trust officers, elder law attorneys, conservators or guardians refer a care manager to their aging client and family? If you have an Aging Life or GCM business you need to know.

Most care managers think it is their expertise that will ensure the referral ¨But third parties cannot evaluate your expertise. Most do not know what a really great care plan is ¨If you are selling a service like geriatric care management you are selling a relationship

You are Selling a Relationship

Why do you need to know this? First, you need to create a practice that meets the needs of your clients and major referral sources. Many clients- usually adult children, call you to start services on their own. But a good majority of clients will call you because their attorney, bank trust officer, CPA, Financial Manager referred them. These third parties need to have a relational ship with you and know you are going to meet their needs if they are to make referrals to your agency. On the feeding chain of referrals, they are one of your most important sources to feed income into your business. You have to deliver what they need to make money and that is first creating a relationship by knowing what their needs are.

Let’s start with a first impression.

Most people make snap judgments on a first Impression and it “ anchors” every impression afterward ¨Expertise, statistics most features are not as important to your sale as first impression ¨Make a great first impression- with a third party- warm, helpful –someone  they want to have a relationship with -just like care managers do in nursing or social work

Sales Meeting a Relationship Building Meeting

When you are finally in a sales meeting with a third party who might refer a client to you-

Do not to call this encounter a sales meeting,   For the care manager with “intangible” services this as a relationship-building meeting.

Most Important Message to Third Party

¨You are presenting yourself and your services to a potential customer or referral source. ¨If you were selling widgets, you would have some various sizes of widgets to show. ¨Because you are selling care management services- Intangible products

woman holding brown cardboard with people buy from people the trust message

Your most compelling sales message to a third party is not that you have something wonderful to sell, it is ” I understand what you need.” The only person in that sales meeting who really matters is the third party who will make the referral and what the third party needs. Find out what they want, what they need, who they are. In the words of Harry Beckwith in his classic book, Selling The Invisible- Don’t sell your service – sell your prospect

Sales classes for social workers and nurses and few and far between.  Do you need help to market master sales and run a profitable care management business.?

Do You need a class in closing the sale?

Join me in my new FREE Webinar
Learn to Market Like Your Business Depended on it!
When: May 15, 2019       
2PM-3:30PM PST
Learn

  1. How to make the sale of your ” Intangible GCM Service” that the potential buyer cannot touch or feel
  2. How to make the sale in the inquiry call -with a complimentary consultation
    How to ” Identify needs using client” challenge questions” to find the problem you need to solve to make the sale
  3. How to present your offer by selling solutions to the problem with a mini care plan
  4. How to manage objections if the caller has concerns about price or product
  5. Understand how to close the sale with non-aggressive closing questions to have your contract signed, get a deposit, and grow your business with a new client

Sign Up Now  

Filed Under: aging life business, Aging Life Care, aging life care manager, Blog, Care Management Products, case manager, Close The Sale, elder care manager, Features vs Benefits, Geriatric Care Manager, geriatric care manager, geriatric social worker, marketing care management, nurse advocate, nurse care manager, Sales in geriatric care management, selling a relationship, Webinar Tagged With: aging life and geriatric care manager, Aging Life Care Association, aging life care manager, care manager, geriatric care manager, geriatric care marketing, geriatric care sales, geriatric social worker, nurse advocate, nurse care manager, sales in geriatric care management, sell a realtionship, Third Party Marketing

Can You Close a Sale and Get a New Care Management Client ?

March 30, 2019

Doing a successful client intake takes two Aging life /geriatric care management skills- knowledge and experience in geriatric care management and something that few aging life care managers have – a sales background and knowing how to close the sale .

Let’s touch on the first. All geriatric care managers must have a degree in the health care field such as nursing or social work. An advanced degree is optimum. Care managers also need a background in family therapy- specifically the aging family system. You rarely work with just the elderly or disabled client. Most of your work is with the family system-adult children, the older person, and the extended family. That takes knowing family therapy.

But you need to know business practices. You own a business. Doing a successful client intake takes two Aging life /geriatric care management skills- knowledge and experience in geriatric care management and something that few aging life care managers have – a sales background.

You started a private aging life business to help older people but in order to successfully help them, yourself and your own family, ( kids need braces- you need to pay your mortgage) you have to know how to sell your product to make money. 

But here is a deal breaker, most care managers did not know they must have.  You the care managers salesperson- most know the important part of marketing and sales- Close The Sale. You need to do an intake and close the sale by asking them are they ready to sign a contract and give you a deposit for your services. That is what makes you money.

Sales classes for social workers and nurses and few and far between.  Do you need help to market master sales and run a profitable care management business.?

Do You need a class in closing the sale?

Join me in my new FREE Webinar
Learn to Market Like Your Business Depended on it!
When: May 15, 2019       
2PM-3:30PM PST
Learn

  1. How to make the sale of your ” Intangible GCM Service” that the potential buyer cannot touch or feel
  2. How to make the sale in the inquiry call -with a complimentary consultation
    How to ” Identify needs using client” challenge questions” to find the problem you need to solve to make the sale
  3. How to present your offer by selling solutions to the problem with a mini care plan
  4. How to manage objections if the caller has concerns about price or product
  5. Understand how to close the sale with non-aggressive closing questions to have your contract signed, get a deposit, and grow your business with a new client

Sign Up Now  

Filed Under: Adult children, Aging, aging family crisis, aging life business, Aging Life Care, aging life care manager, Blog, care manager, Close The Sale, Geriatric Care Management Business, geriatric care manager, geriatric social worker, inquiry call, Marketing aging life care, marketing ALCA /GCM, nurse advocate, nurse care manager, Sales in geriatric care management, Webinar Tagged With: aging life care manager, aging parent crisis, care manager, case manager, Close the sale, geriatric care manager, geriatric care manager sales plan, nurse advocate, nurse care manager, Sales, sales in geriatric care management

Get Cathy’s “10 Critical Success Steps to a Profitable Aging Life or GCM Business”

Plus be notified when Cathy has an upcoming presentation, webinar or other news and updates.


Cathy Cress is the leading national expert in Aging Life and Geriatric Care Management. She is author of Handbook of Geriatric Care Management 4th edition, Jones and Bartlett, published 2015 and known as the bible of geriatric care management. Continue Reading >

Recent Posts

Free Webinar- LEARN HOW TO MARKET LIKE YOUR BUSINESS DEPENDED ON IT

December 12, 2019

10 Steps to Serve Demanding Wealthy Long Term Aging Clients Like Donald Trump

December 11, 2019

4 Reminicence Holiday Activities for Dementia Using the Four Senses

December 10, 2019

Best Tool for Dysfunctional Family on Holidays- Hope

December 8, 2019

Understand Branding Like Your Business Depended on it!

December 7, 2019

What is Best PR To Reach Adult Children of Aging Parents ?

November 12, 2019

How to Help Avoid a Cat and Dog fight at a Dysfunctional Family Thanksgiving

November 7, 2019

5 Signs That You Are Working With A Dysfunctional Family Over The Holiday

November 3, 2019

Take This Test -Can You Take A Dysfunctional Family Case Over the Holidays ?

November 2, 2019

What are the 7 Steps to a Successful Concierge Client Inquiry Call on Coming Holidays ?

October 28, 2019

When Cut Off in The Family is a ” Phantom Limb” at Thanksgiving

October 24, 2019

What are the 3 Steps to Do a Caregiver Assessment?

October 12, 2019

If You Are Starting an Aging Life Business- What Legal Entity Should You Choose That Isn’t like a Marriage Without Sex

October 5, 2019

With Dorian’s Carnage- Do You Need a Midlife Family Meeting for Aging Parent Disaster Plan ?

September 3, 2019

LEARN HOW TO MARKET LIKE YOUR BUSINESS DEPENDED ON IT

December 10, 2019

Categories

  • 4th of july
  • adult child physical abuse
  • Adult children
  • adult emotional abuse
  • ADULT SIBling
  • Aging
  • Aging Alcohol Abuse
  • Aging Family
  • aging family crisis
  • aging life business
  • Aging Life Care
  • Aging Life Care Assocaition
  • aging life care manager
  • Aging therapist
  • ALCA business Loans
  • ALCA Cobtract
  • ALCA Financial literacy
  • ALCA sales
  • Alcohol Abuse and Aging
  • Angela Jolie
  • Aretha Franklin
  • Assisted Living
  • Assisted Living & Geriatric Care Managers
  • Assisted Living Crisis
  • Assisted Living sales
  • bankruptcy
  • Barack Obama
  • Benefits
  • Benefits vs Features
  • Benifits & Assisted Living
  • Bill Clinton
  • billing
  • Billing 85%
  • billing 85% of GCM hours
  • Blog
  • brand
  • branding
  • branding ALCA business
  • Branding GCM Business
  • care management market sizing
  • Care Management Products
  • care management start-up
  • care manager
  • Care Plan
  • caregiver
  • caregiver assessment
  • Caregiver Burn Out
  • caregiver burnout
  • caregiver mental health
  • CAREGIVER RESOUCES
  • case manager
  • cash flow
  • CIRCLE OF CARE
  • client database
  • Close The Sale
  • competition survey
  • Concierge aging clients
  • Concierge Client
  • Concierge Senior
  • Contract signed
  • Cut Off
  • Cut-Off
  • database
  • Death and Dying Care Management
  • death and dying care manager
  • Dementia Activities
  • Dementia and Spirituality
  • Dr. Bill Thomas
  • Dysfunctional Aging Familu
  • Dysfunctional aging family
  • Dysfunctional Family & Holidays
  • Easter
  • Easter gifts Mom
  • elder abuse
  • elder care manager
  • elder fiscal abuse
  • Elderlaw Attorney
  • Elderly Disaster Plan
  • Emergency Plan
  • Emotional Quality of Life
  • End of Life Care manager
  • estranged siblings
  • ETHICAL DILEMMA
  • Ethical Will
  • Euology
  • failing business
  • Families
  • Features vs Benefits
  • Filial Crisis
  • fiscal abuse
  • Fiscal Elder Abuse
  • GCM bankruptcy
  • GCM COACHING SKILLS
  • GCM Constract
  • GCM financial literacy
  • GCM Operations Manual
  • GCM Speaker's Bureau
  • GCM Start -Up
  • GCM Start-Up
  • GCM technology
  • George Bush
  • Geriatric Assessment
  • Geriatric Care Management Business
  • Geriatric Care Manager
  • geriatric care manager
  • geriatric care manager start up
  • Geriatric Care Managers & Assited Living
  • geriatric social worker
  • Grandchild gifts for grandma
  • Guardian
  • Helping LBGTQ Elders
  • Holiday Meltdown in Aging Family
  • Holiday on call
  • Holiday Rituals in Aging Family
  • Holiday season
  • Holiday Sibling Rivalry
  • Holidays
  • home care
  • Hurricane Irma
  • Hurricane Maris
  • ife care manager
  • innovative new senior centers
  • inquiry call
  • Intake
  • Intellectual Quality of Life
  • John Mc Cain
  • Jose
  • Late Life remarriage
  • LGTB elders
  • LGTBQ ELDERS
  • LGTBQ Loneliness& Isolation
  • Loneliness
  • Long Distance Care
  • Long distance caregiver
  • marketing
  • Marketing 4P's
  • Marketing aging life care
  • marketing ALCA /GCM
  • marketing care management
  • Marketing copy
  • marketing geriatric care management
  • Marketing Home Care
  • marketing pitch
  • Marketing plan
  • Marketing to Assisted Living
  • marketing to concierge clients
  • marketing to long distance adult children
  • marketing to the top 10$
  • marketing to upper 10%
  • midlife siblings
  • Mission
  • MONEY FOR GCM BUSINESS
  • Mother's Day
  • moving parent in your home
  • Narcissistic Personality
  • Natasha Beauchamp
  • Nearly Normal Aging Family
  • new customers
  • News
  • newsletters
  • nurse advocate
  • nurse care manager
  • Nursing home abuse
  • Nursing Home disaster plan
  • on-call staff
  • Oral History
  • Palliative care manager
  • parent care
  • Partnership
  • Passover
  • patient advocate
  • Poor Nursing home staffing
  • positioning
  • postioning
  • PR
  • Presentations
  • Private Duty Home Care
  • Profit
  • Public Relations
  • Public Reltions
  • Quality of Life
  • Quality of Life for elders
  • Quality of Life in Dying
  • quality of life in senior centers
  • Quality of Life with Dementia
  • Reminiscence Therapy
  • Respect
  • Sales
  • Sales in geriatric care management
  • Sales to Assisted Living
  • SBA business loan
  • Sell Sheet
  • selling a relationship
  • Selling ALCA Business
  • Selling GCM Business
  • Selling Your Business
  • Senior centers
  • Senior Drinking
  • Senior Isolation
  • Senior Loneliness
  • SIBLING
  • sibling rivalry
  • sibling sharing care
  • Siblings
  • Social Media
  • Social Media for Care managers
  • Social Media for eldercare
  • Speaker's Bureau
  • speaker's buyreau
  • Speakers Bureau
  • Speaking to Adult Children
  • Spiritual Quality of Life
  • START UP
  • Stepmonster
  • Sweetheart scam
  • Thanking staff
  • Thanksgiving
  • THANKSGIVING BLOG
  • Thanksgiving Parent crisis
  • Therapist Specializing in Aging
  • Third Party Referral
  • Timeline
  • Town Hall
  • Transgender Elders
  • Trust Officer
  • Valentines gifts for family caregivers
  • Wealth Management Departments
  • Webinar
  • Written Geriatric Assessment

Tags

aging family aging life and geraitric care manager aging life care manager aging life or geriatric care manager aging parent aging parent care aging parent crisis caregiver assessment caregiver burden caregiver burnout caregiver overload caregiver overwhelm caregiver stress care manager Care Managers Working with the Aging Family care plan care planning case manager checklist for aging parent problems crisis with aging parents dysfunctional aging family elder care crisis family meeting Functional Assessment geraitric assessment geraitric care manager Geriatric Assessment geriatric care management Geriatric care management operations manual geriatric care manager geriatric care managers geriatric social worker Handbook of Geriatric Care Management third edition long distance care provider Marriage and Family Therapist My Geraitric Care Management Operations Manual My Geriatric Care Management Operations Manual National Assocaition of Geraitric Care Managers National Association of Geriatric Care Managers nurse advocate nurse care manager parent care parent care crisis Psychosocial assessment sibling

Contact

Use the form on the
Contact page to email Cathy.

Email

Connect with Cathy

Get Cathy’s “10 Critical Success Steps to a Profitable Aging Life or GCM Business”

  • Home
  • GCM Manual
  • Books »
  • Services »
  • About
  • Recommendations
  • Blog »
  • Contact

Copyright © 2012–2019 CressGCMConsult & Cathy Cress - Expert in Aging Life and Geriatric Care Management | Site Designed by Kissa's Kreations