How Do the Benefits Not Features Get 3rd Parties To Refer To You ?
June 6, 2023 (Edit)
What makes 3rd Parties Like Weath Managers Refer to Care Managers?
Why would third parties like trust officers, refer clients to a care manager If you have an Aging Life or GCM business you need to know. It is the benefits you bring to the 3rd party and their aging client.
Clients in the upper 5% of income will call you because their wealth manager or bank trust officers, or CPA referred them. But the wealth manager needs to know what benefits you offer them and their clients if they are to make referrals to your agency. On the feeding chain of referrals, they are one of your most important sources to create income for your business. because these clients can pay privately for many years with their mamouth incomes and investment. You have to deliver what benefit you promised
Great Research Results on What 3rd Parties Want in Benefit You Offer
The Florida Chapter of Aging Life invested in a 7-year research project to find some of these benefits you bring to the 3rd parties and their aging client answers about the best benefit you offer, published in the Aging Life Journal
The study tells you what 3rd parties are looking for in a senior advocate for them. They found the number one reason third-party clients use care managers is they keep the client’s health care stable by assessing and monitoring their clients. So the important benefit to selling is keeping the client’s health care stable so the client is not calling the 3rd party.
Get a copy of this important Journal if you belong to ALCA or join, as this type of information is one of the many many benefits of the Aging Life Care Association by joining.
Sell Benefits, not Features to Wealth Managers to Grow Your$ Bottom Line
Sell benefits not features to wealth managers is a key to great marketing. Do you know how you do that? &When you market Geriatric care management, what makes the sales is ” What’s in it for me the 3rd party. “Benefits answer that question for your targets. Learn how to make a great marketing presentation and sale to 3rd parties, like wealth managers, elder law attorneys, Assisted Living Directors, Trust Departments, and Concierge Physicians by understanding the benefits geriatric care management brings to each and the rest of your target audiences.
SIGN UP ENTITLED CLIENTS
You sell GCM or ALCA to wealth managers through benefits, not features. Though wealth managers you sign -up long-term entitled clients from the top 10% financially-the demographic who can afford geriatric care management in cash plus more expensive home care. You then offer long-term sustainable financial growth to your Aging Life or GCM company.
Market Wealth Managers VIP Benefits
You market to a wealth manager by gaining trust by offering the benefit of superior professional Gold Standard Concierge Service to Client and Family- Care that the wealth manager and entitled client demand.
But your most compelling sales message to a wealth manager,trust department, or any 3rd party is not that you have something wonderful to sell1 It is ” I understand what you need and what will benefit you.”
Sell Wealth Managers VIP Benefits
You sell GCM or ALCA to wealth managers or trust departments of banks through the VIP benefits by using the benefits a GCM or ALCA member brings to these third parties.
You sell GCM or ALCA to wealth managers through the VIP benefits – High-End Services
You sign -up long-term entitled clients from the financial top 10% – by offering the Benefit of high-end services from your resource databases Examples of benefits are private drivers, private chefs, car services, exclusive golf clubs and recreation that cater to entitled older clients, and upscale trust clients expectations of their status –Benefit – the wealth manager will be assured that his high-end clients get the recreational and private services they prefer and many times demand.
Sell Benefits Not Features
You sell benefits not features to wealth managers through the VIP benefits that you bring, and your professional skill in working with their difficult entitled clients who can be narcissistic, demanding, and unreasonable. The Benefit to the wealth manager is they can do what they do in their own role (and not what they are not trained for health care)= manage money and you will solve the health dysfunctional family issues that wealthy difficult families are plagued with.
Sign -Up for Long-Term Entitled Clients in the 10% Financially
You sign -up long-term entitled clients from the top finanger10%, managed by trust offers, by regularly monitoring the status of an older client and reporting back to the financial advisors when a change in care needs or level of care is needed. The Benefit the wealth manager can work with her client’s financial needs and you, a professional care manager will inform the trust officer about any health and psychosocial needs so aging problems do not become a crisis and are solved preventatively
Wealth Managers VIP Benefits
You sell GCM or ALCA to wealth managers through the VIP benefits that you bring through your skill in organizing community resources for clients who demand they have the highest quality VIP health care and quality of life. The Benefit is the wealth manager can be assured that gold standard high-quality health care services in the community will be used to meet her client’s needs and reflect their preferences as she ages
Benefit You are a Personal Concierge
You sign -up long-term entitled clients from the top 10% financially by making clients feel engaged with you a ” personal ” concierge who works with them 1-1 individually and understand their exclusive needs -The Benefit to the entitled trust client is they feel that they have a private concierge who will serve them personally, finding the best, VIP care, they believe they deserve
