How to Sell Adult Children Care Management Products To Sooth Caregiver Pain

November 17, 2023

Caregiver Pain in Concierge Adult Children Make Them Call Care Managers

When Adult Children call you in caregiver pain before, during, or after the holiday celebration with aging parents, they are looking for a product to soothe that pain. They see you as a nurse practitioner or doctor who can prescribe the right painkiller to stop their anxiety at solving the decline in their parents’ Mom forgot the ritual dishes of Hannukka, to wrap Christmas gifts, Dad looks disheveled, and bills are not paid. They want a Geriatric Care Manager to give them something for this caregiver’s pain. You can offer the right service/ product for their pain from your menu of services.

Caregiver pain from a particular parental crisis

Caregiver pain comes from new parental issues -like their Mom cannot climb steps and needs to move to a one-story home, their Dad has dementia and is wandering. Their aunt is going to the hospital and needs care afterward- but the child lives long distance, their mother-in-law has fallen and needs a 24-hour care provider, and they do not know how to find one, their loved want cannot drive anymore, and need non-medical care to help her remain at home.

You need a menu of products that will offer multiple choices for each -each of the varied pain points for the caregiver pain the adult child caller suffers. Like when you shop in the detergent aisle of your grocery store with multiple choices of detergents. You do not need all detergents, but the ones you choose & need are environmentally friendly because you live in a drought and water your garden with grey water from your washer.

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Concierge Clients Who Can Afford You Need VIP Caregiver Pain Products

Concierge customers are sadly the only customers who can afford you because Medicare does not cover long-term care, and, in an age of income disparity, 75% of all wealth is held in the hands of the upper 10%. They will choose you -the geriatric care manager, over your competition if you offer caregiver pain relief

if you have a menu of pain-point products for caregiver pain, and Four Seasons services to deliver those products- that rivals do not have.

Products make sense to a high-end customer who is brand /product oriented and purchases anything that reflects who they are. Think Gucci purses, Rolex or Montblanc watches, and Dior dresses.

All care management customers in the upper 10% relate to products, not peace of mind.

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Why Sell VIP Pain-Point Products rather than Geriatric Care Management
Why VIP GCM Clients prefer GCM Products
How to Develop a 4-Season Menu of Products

VIP Products to Add to your Menu of Services

VIP services to Add to your Products

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Sell GCM or ALCA to wealth managers?

July 13, 2023

What makes 3rd Parties Like Wealth Managers Refer to Care Managers?

Do you want to sell to wealth managers? Why would third parties like wealth managers trust officers, sell to GCM or ALCA by referring 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.

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 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 feed income for your business. because these clients can pay privately for many years with their mammoth incomes and investment. You have to deliver what benefit you promises 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 final sale 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 or bank trust Departments, by understanding the benefits geriatric care management brings to them and the rest of your target audiences.

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Sell Benefits to Close the GCM or ALCA Sale to Assisted Living

June 20, 2023

Care managers must sell benefits of Geriatric Care Management to assisted living.

Sell Benefits of care managers because GCMs must sell benefits. Care managers are perfect professionals to help assisted living residents if they have just moved in, are unhappy with the move, not participating in activities, isolating depressed, or are lonely – just not thriving in the resident community.

Marketing care management to ALF’s takes some particular marketing tactics

GCMs must sell benefits. Although it might seem counterintuitive, consumers rarely want to buy things for the sake of buying them – they want what they purchase to solve their problems.

To borrow from the example of an umbrella, features of this umbrella might be its unbreakable spokes or wind-resistant construction – but the benefit is staying dry even in strong winds that might break lesser umbrellas. The benefit of staying dry in strong winds that break other umbrellas – this makes the sale.

Clients who purchase home care or care management want to buy benefits – They want to know” what’s in it for me” when they buy your service .

GCM Sell Benefits To Assisted Living

Let’s take a third party. Care Managers often market to Assisted Living. ALF Directors want to hear how your ALCA or GCM agency is going to help the Assisted Living site. Of course, you can describe your agency’s features, price, training of staff, gold standard service. However, benefits are what make the sale and keep the Assisted Living dry not flooded by the rain.

But here are some benefits you can offer to Assisted Living when you are seeking referrals and you have a service for residents that involves Quality Of Life

YOUR GCM ALCA AGENCIES MUST SELL BENEFITS

Sell Benefits-: Assisted Living does not want residents to move out. Most facilities are strictly non-medical and do not have a one-to-one companion and geriatric care management services. Your geriatric care management agency can solve that problem by selling benefits of 1-1 Companion

The assisted living and retirement community population sometimes have clients with needs that cannot be met with their nonmedical, non-one-on-one support services, (usually just an activities director)

You will help the facility with residents who are not adjusting to the facility or considering moving by engaging them in activities that will enhance the quality of their life, SO WHAT so they remain in the facility
You will help residents not engaging in activities to participate in the ALF’s activities program or outside activities and socialization program through a quality of life assessment & companion, SO WHAT so they do not want to move out of the facility
You will engage with new residents who are just adjusting both to the facility and their move, to engage in socialization and activity programs. You can help them make friends & engage in outside activities through a quality of life assessment and companion, SO WHAT so they do not consider moving out
You will make monthly monitoring visits to make sure the Companion is meeting all the client’s needs, keep in touch with the family and facility with frequent e-mails, texts or telephone updates plus send a monthly report SO WHAT so everyone is on the same page through your great communication skills.

So, selling the benefits to the third party, who will refer your agency to families of residents who are struggling, is a much more potent selling point that features your agency.

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When: July 20 2023
2 PM-3:30 PM PST
Learn

A feature is a fact A benefit tells your customer the advantages of those facts

Take Advantage of Low Offers on Products

You will learn

The difference between selling features vs benefits

You will learn how to sell the benefits of your services to each 3rd party you serve

How Benefits make your sale to wealth managers, elder law attorneys, and concierge physicians to get referrals for new clients

The Benefits that make you sell to upscale Assisted Living, accountants, financial planners, Hospice

Step by Step on how to set up meetings with 3rd parties to make the sale

Even if you cannot attend you will get the recording of the webinar the next day if you sign up

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GCM Benefits Close the Sale to Assisted Living

June 14, 2023

Marketing Tactics – Use Benefits

GCM Benefits led to a sale.ALCA members need to sell the benefits of Geriatric Care Management to assisted living. Care managers are perfect professionals to help assisted living residents if they have just moved in, are unhappy with the move, are not participating in activities isolating, or are general when they are not thriving in the resident community.

Marketing care management to ALFs takes some particular marketing tactics

Although it might seem counterintuitive, consumers rarely want to buy things for the sake of buying them – they want what they purchase to solve their problems.

To borrow from the example of an umbrella, features of this umbrella might be its unbreakable spokes or wind-resistant construction – but the benefit is staying dry even in strong winds that might break lesser umbrellas. The benefit of staying dry in strong winds that break other umbrellas – this makes the sale.

Clients who purchase home care or care management want to buy benefits – what your product or service can do for them.

GCM Benefits To Assisted Living

Let’s take a third party. Care Managers often market to Assisted Living. ALF Directors want to hear how your ALCA or GCM agency will help the Assisted Living site. Of course, you can describe your agency’s features, price, staff training, and gold-standard service. However, benefits are what make the sale and keep the Assisted Living dry, not flooded by the rain.

But here are some benefits you can offer to Assisted Living when you are seeking referrals and you have a service for residents that involves Quality Of Life

YOUR GCM BENEFITS

The problem: Assisted Living does not want residents to move out. Most facilities are strictly non-medical and do not have a one-to-one companion and geriatric care management services. Your geriatric care management agency can solve that problem through the benefits of ALCA or geriatric care management.

The assisted living and retirement community population sometimes have clients with needs that cannot be met with their nonmedical, non-one-on-one support services (usually just an activities director)

You will help the facility with residents who are not adjusting to the facility or considering moving by engaging them in activities that will enhance the quality of their life, SO WHAT so they remain in the facility
You will help residents not engaging in activities to participate in the ALF’s activities program or outside activities and socialization program through a quality of life assessment & companion, SO WHAT so they do not want to move out of the facility
You will engage with new residents adjusting to the facility and their move to engage in socialization and activity programs. You can help them make friends & engage in outside activities through a quality of life assessment and companion, SO WHAT so they do not consider moving out
You will make monthly monitoring visits to make sure the Companion is meeting all the client’s needs, keep in touch with the family and facility with frequent e-mails, texts or telephone updates, plus send a monthly report SO WHAT so everyone is on the same page through your great communication skills.

So, selling the benefits to the third party, who will refer your agency to families of struggling residents, is a much more potent selling point that features your agency.

SIGN UP FOR MY FREE WEBINAR

Sell Benefits, not Features &Grow Your$ Bottom Line

Even if you cannot make the webinar, if you sign up, you will get a recording the next day

When: July 20, 2023
2 PM-3:30 PM PST
Learn

A feature is a fact

A benefit tells customers the advantages of those facts

Find out more

WHEN YOU SIGN UP ,

YOU WILL LEARN

How to create a winning sales pitch to a third party

The difference between selling features vs. benefits

How to sell the benefits of your services to each 3rd party you serve

What Benefits make your sale to wealth managers, elder law attorneys, and concierge physicians to get referrals for new clients

The Benefits that make your sale to upscale Assisted Living, accountants, financial planners, Hospice

Step by Step on how to set up meetings with 3rd parties to make the sale

Even if you cannot attend, you will get the recording of the webinar the next day if you sign up

SIGN UP

Well Heeled Seniors Who Bought Payless Shoes Are Concierge Clients Too

April 12, 2023

Do You Need Concierge Clients?

Well, Heeled Seniors are a group you should know about Geriatric care managers and home care agencies need inquiries about services from adult children of concierge seniors. But some Concierge seniors will surprise you. Older adults who can afford long-term geriatric care management and home care include seniors who shop at Grocery Outlet and lived very frugal lives.

Well-Heeled Seniors Who Used to Buy Payless Shoes

You may be surprised that this upper 10% of the population includes teachers and subway workers.

Well-heeled seniors, according to the New York Times, include middle-class retirees who buy shoes from Payless but have a defined pension so they can travel in Europe as retirees and afford care at home care and private care management when they decline

Defined Pensions Directly Affect the Quality of Aging Care

They rode the post-war economy, held jobs long term, and through that defined pension (no 401K) face a very healthy financial picture in aging. They worked for city, county, and state governments are teachers, truck drivers, social workers, or union members in all trades. They had a career at Xerox, IBM, Campbell Soup, and big Fortune 500 companies.

Well-heeled seniors, these middle-class concierge clients, have adult children who call a geriatric care manager when they visit Mom and Dad and find care problems – or their aging parents have a health crisis. But they will really shop around as they have been raised by frugal parents on limited budgets during their childhood even if their parents now have excellent retirement through defined pensions.

They want the best service and seamless points of the compass that an aging life or geriatric care manager can give each client. These retirees lived on small salaries. Teachers who graduated in 1967 made $5000 a year. So they lived a working life of cautious shopping and tight family budgets. Now in retirement, they can sail down the Danube with their generous defined pensions and afford private duty home care and long-term geriatric care management when they need it or their adult kids who visit home or the emergency room and know Mom and Dad need help.

New Webinar-Why Merge Home Care and Care Management

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Webinar-Why Merge Home Care and Care Management

When-May 18, 2023 -2 PM -3:30 PM PST

If you are a home care agency consider merging with a care management agency. A care manager is a perfect person to introduce home care to family caregivers. Care Managers sit down with the family and go over the geriatric assessment and care plan they created for the client. Last, this 1-1 care manager meeting introduces a concierge guide through the labyrinth of caregiving, showing exactly what homecare plus care management will do to solve the client’s problems, increase their quality of life and offer relief to the sometimes-desperate family members. Find out more by signing up for this free webinar

Learn

How this merger creates more Profit for both Care Management and Home Care

The Advantages of Merging Home Care and Care Management

Competition Survey to make third parties and Adult Children Choose you

Co-Branding the merged agencies.

Technology for both home care and care management

Co-Locating both staff.

Marketing Merged care manager home care.

Critical Success Factors for the Success of the Merger

Contact

Connect with Cathy

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