Cathy Cress

Expert in Aging Life and Geriatric Care Management

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Last Day to Sign Up Webinar -Sell Benefits Not Features to Wealth Managers

September 26, 2022

 Sell Benefits, not Features to Wealth Managers to Grow Your$ Bottom Line

Sell benefits not features to wealth manager 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.

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Filed Under: 3rd party targets, Aging, Aging Family, aging family crisis, aging family system, aging life business, Aging Life Care, Aging Life Care Assocaition, aging life care manager, ALCA Marketing, Benefit of Assisted Living, Benefits, Benefits & Assisted Living, Benefits of Care Management, Benefits of Geriatric Care Management, Benefits to wealth managers, Benefits vs Features, Benifits & Assisted Living, black care manager, black concieirge nurse, black concierge care manager, black concierge RN, Black Entrepreneur, Black Entrepreneur RB, Black Entrepreneur RN, Black entrepreneurs, Black Geriatric Care Manager, black social worker, black travel nurse, Black Travel Nurses, Blog, case manager, Close The Sale, Closing a GCM Sale, Closing an ALCA sale, Concierge aging clients, Concierge Care Manager, Concierge caregivers, Concierge Client, concierge clients, Concierge Geriatric Care Manager, Concierge Marketing, Concierge Personal GCM, Concierge Physican, Concierge Senior, Concierge Wealth Managers, elder abuse, elder care manager, Entited Family, entrepreneur, entrepreneur business, entrepreneur care manager, entrepreneur RN, Features vs Benefits, Find VIP White Paper, Fiscal Elder Abuse, FREE MARKETING WEBINAR, FREE WEBINAR, GCM Benefits, GCM Perna Concierge, GCM Personal Concierge, GCM WORKING WITH VIP CLIENT, geriatric care manager, Geriatric Care Manager, geriatric social worker, Marketing aging life care, marketing care management, marketing to concierge clients, marketing to the top 10$, Narcissistic Personality, nurse advocate, nurse care manager, Trust Departments, Trust Officer, VIP Aging Client, VIP Benefits, VIP Client, VIP Clients, VIP Concierge Client, VIP CONCIERGE CLIENTS, VIP marketing, VIP Marketing Plan, VIP Products, VIP Public Relations, VIP Sales, VIP Syndrome, VIP Weallth Manager, VIP White paper, VIPS markeing, Wealth Management Departments, Wealth Managers, Webinar Tagged With: aging family, aging life care manager, aging parent care, aging parent crisis, Benefits, benefits of ALCA, Benefits Of Geriatric Care Managers, benefits to 3rd parties, black american geriatric care managers, black american social workers, Black Nurse Entrepreneurs, Black RN's, Black travel nurses, care manager, case manager, dysfunctional aging family, Entitled Family, geriatric care manager, marketing to wealth manager, Narcissism, Narcissistic Personality, nurse advocate, nurse care manager, reaching top 10% elder, Wealth Management Banks, wealthy clients

Last Day Sign up Free Webinar Sell Benefits not Features Care Management

March 14, 2022

SIGN UP FOR MY FREE WEBINAR

Last Day to Sign -up- Register Before Webinar Closes- Few Spots Left

Sign up for my free webinar

 

Features vs Benefits?

Sell Benefits not Features &Grow Your$ Bottom Line

 

Sign up for my free webinar Sell benefits not features

 

 

 

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

When: March 15 2022
2 PM-3:30 PM PST

A feature is a fact                                                     

A benefit tells customers advantages of those facts

 

 

 

 

Sign up for my free webinar You will to Sell Learn Features not Benefits

Sign up for my free webinar

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 for 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 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 for my free webinar

What Benefits make your sale

 

 

 

 

SIGN UP For My Free Webinar And Take of One-time Low price offers of Classes

 

 

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 than features of your agency.  

Presented by the Author of the Handbook of Geriatric Care Management

Handbook of Geriatric Care Management is called the bible of geriatric care management, The Fourth Edition is a comprehensive guide for geriatric care managers (GCMs) to help define duties and procedures for planning and care monitoring.It is available from Jones and Bartlett

 

 

Filed Under: 5th Edition GCM Operations Manual, Aging, aging life business, Aging Life Care, aging life care manager, Aging Life Products, ALCA Business Skills, ALCA Marketing, Benefit of Assisted Living, Benefits, Benefits & Assisted Living, Benefits of ALCA to Hospice, Benefits of Care Management, Benefits of Care Management to Hospice, Benefits of Geriatric Care Management, Benefits of Geriatric Care Management Software, Benefits to Conservators, Benefits to ElderLaw, Benefits to Guardians, Benefits to Third Parties, Benefits to Trusts, Benefits vs Features, Benifits & Assisted Living, Black Aging Family, Black Entrepreneur, Black Entrepreneur RB, Black Entrepreneur RN, Black entrepreneurs, Black Geriatric Care Manager, Black geriatric care managers, Black History Month, Black RN, Black Travel Nurses, Black Travel RN, Blog, care management start-up, CEU's NACCM, Close The Sale, Closing a GCM Sale, Closing a sale, Concierge Marketing, Concierge Physican, Conservator, entrepreneur, entrepreneur business, entrepreneur care manager, Families, FREE MARKETING WEBINAR, FREE WEBINAR, GCM working with a conservator, GCM Working With Aging Family, Geriatric Care Management Business, Geriatric Care Manager, geriatric care manager, geriatric care manager start up, geriatric social worker, Make the Sale, marketing, marketing ALCA /GCM, marketing care management, Marketing features and benefits, marketing geriatric care management, Marketing Strategy, marketing to concierge clients, marketing to conservators, marketing to edlerlaw attorneys, marketing to guardians, marketing to long distance adult children, marketing to trust officers, marketing to wealth managers, nurse advocate, nurse care manager, Starting care management business, VIP Benefits, Wealth Management Departments, Webinar, Webinar ALCA GCM, webinar Features vs Benefits Tagged With: aging family, aging life care manager, aging parent care, aging parent crisis, Benefits, Benefits Care Managers, Benefits of Care Managers To Hospice, Benefits Of Geriatric Care Managers, benefits to 3rd parties, Benefits vs Features, Black, black american geriatric care managers, black american social workers, Black Nurse Entrepreneurs, Black RN's, Black travel nurses, care manager, case manager, Features and Benefits of GCM, Features and Benefits of geriatric care management, free webinar, Free webinar marketing, geriatric care manager, Home care marketing, Marketing Benefits, Marketing Care Management, marketing skills, nurse advocate, nurse care manager

SIGN UP FOR MY New FREE WEBINAR- Sell Benefits of Care Management 

March 9, 2022

SIGN UP FOR MY FREE WEBINAR

7 Days left to Sign -up- register Before Webinar Closes- Few Spots Left

Sign up for my free webinar

 

Features vs Benefits?

Sell Benefits not Features &Grow Your$ Bottom Line

 

What Benefits Make your Sale

 

 

 

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

When: March 15 2022
2 PM-3:30 PM PST

A feature is a fact                                                     

A benefit tells customers advantages of those facts

 

 

 

 

Sign up for my free webinar You will Learn Features vs Benefits

woman-with-money-at-computer-shutterstock-510px.jpgHow 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 for 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 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 for my free webinar

What Benefits make your sale

 

 

 

 

SIGN UP For My Free Webinar And Take of One-time Low price offers of Classes

 

 

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 than features of your agency.  

Presented by the Author of the Handbook of Geriatric Care Management

Handbook of Geriatric Care Management is called the bible of geriatric care management, The Fourth Edition is a comprehensive guide for geriatric care managers (GCMs) to help define duties and procedures for planning and care monitoring.It is available from Jones and Bartlett

 

 

Find out more about the Aging Life Association Now 

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Selling a Product to Assisted Living Makes the Sale

March 3, 2022

Selling a Product Assisted Living Makes the Sale

Selling a product to assisted living makes the sale. But GCMs or ALCA members rarely see themselves as salespersons. This is a fatal error. You may have a product, for Assisted Living residents but to make money from that product, you have to sell it.

What Product or Service Should You Sell 

Care Managers often market to Assisted Living. What ALF Directors want to hear is how your ALCA or GCM  agency is going to benefit the Assisted Living site. Of course, you can describe your agency features, price, training of staff, gold standard service. However, benefits make the sale.

As benefits  make the sale here are some benefits you can offer to Assisted Living when you are seeking referrals and you have a service  for residents that involves a Concierge Companion 

What Benefits Make the Sale is Assisted Living?

The problem: Assisted Living does not want residents to move out. Most facilities are strictly non-medical and do not have one-to-one companion and geriatric care management services. They do offer activities but only one activity director for all the residents. Your geriatric care management agency can solve that problem through the benefits of ALCA or geriatric care management by the geriatric care manager offering a quality of life program, like Concierge Companion, product in my GCM Operations Manual, to help residents who move in getting involved in activities at the facility and outside the facility, so they feel part of the  ALF community and do not want to move out.

ALF products help residents who move in getting involved in activities

 

 

 

 

 

 

 

The assisted living and retirement community population sometimes have new residents with needs that cannot be met with their nonmedical, non-one-on-one support services, like loneliness and isolation

  • 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, THE BENEFIT  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, THE BENEFIT  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, THE BENEFIT so they do not consider moving out
  • You will make monthly monitoring visits to make sure your Concierge 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 THE BENEFIT so everyone is on the same page through your great communication skills.

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 or services. 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 for a Concierge Companion service you dropped off at the Assisted Living Director’s office, sales meeting with the director, meeting with the older resident, complimentary 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 Assisted 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 uses 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 webinar

Free Webinar on Benefits to 3rd parties like ALFS

SIGN UP FOR MY FREE WEBINAR  

When: March 15 2022
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 One Time 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 for each 3rd party you  serve like Assisted Living

How Benefits make your sale to ALFs, 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 how to set up meetings with 3rd parties like Assisted Living 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 

Sign Up in white background. 3D Illustration.

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 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, ALF, Assisted Living, black american geriatric care managers, black american social workers, Black Entrepreneurs, Black Nurse Entrepreneurs, Black RN's, Black start-up geriatric care management, Black travel nurses, geriatric care manager, Geriatric Care Sales Assisted Living, geriatric social worker, Marketing to Assisted Living, nurse advocate, nurse care manager, partnering with Assisted Living, Quality of Life in Assisted Living, Recreational Therapy in Assisted Living

The Benefits of a Care Manager’s Role in Hospice

February 28, 2022

The Benefits of a Care Manager’s Role in Hospice?

The benefits of a care manager’s role in hospice are myriad.The geriatric care manager serves older adults before they find they are dying, so know them well. GCMs work with chronic care clients, sometimes for years, before eventually succumbing to their illness. They also work with clients who come to them facing the end of life issues.

 Care managers work with the process of acceptance and adjustment to terminal illness has five phases:

                                                    before the diagnosis,

 the acute phase ­

the chronic phase

 the recovery phase

 the terminal phase 

Thus the benefits of a care manager’s role in hospice is the care manager is a GPS for both the client and family through all stages at end of life, bringing in critical services like palliative care and hospice caregiver respite and quality of life the whole continuum of care for supporting the end of life- at the right phase at the right time –

Benefits You (as a GCM) will Bring to Hospice

 

  • Feature – geriatric care manager will bring the client to Hospice much earlier in the 5 stages of death and dying than the one month before death when most patients enter Benefit- the client &  & especially the family have the support and guidance 24x7throughallstages of dying
  • Care managers do a Quality of Death assessment to find out the patient’s wishes for a good death Benefit- the dying patient has the death he or she wants
  • You will make sure all the critical paperwork is needed is gathered and organized, including:
  • Insurance
  • Legal
  • Financial
  • Healthcare
  • End of life

Interventions vary according to the phase. The GCM may already have served the client and they are now facing a terminal diagnosis. But a geriatric care manager may be brought in when the family is negotiating through any one of these phases, their work begins with making a determination of what phase the client is in and what services are appropriate for that client at that stage. They are also the best professionals to bring in the quality of life to every phase so that the client can have not only a good death but a good life to the very end.

Benefits You Bring To the Family Friends and Hospice

  • Care Manager will monitor the client/care receiver’s and family caregiver’s health and psychosocial status and the paid caregiver’s care plan, to improve the quality of care and life for the client and caregiver  benefit So That Hospice can direct all it’s attention to the client and assured family caregivers needs are being met
  • Care Manager will accompany the client to all medical appointments and make sure that the 10 minutes cover all questions, that the physician’s orders are recorded and followed, and that all meds are picked up and set up properly Benefit –Hospice does not provide this  and ensures the client gets to all appointment relieves the family of another task and everyone is getting all the correct information from the physician
  • Care Manager will make sure that the family has an online personal health record or a notebook if they wish Benefit -The family has a way to keep track of information from many professionals involved and passes on the correct information to everyone in the family and they can feel more in control in an emotionally chaotic time
  • Care Manager will do a caregiver assessment and suggest interventions from the local continuum of care, including support groups, counseling, respite care, and private duty home care Benefit–You are insuring a whole family approach and  the family caregivers are getting the support and respite they need in this frightening time for their loved one
  • You will coordinate family meetings to facilitate issues like shock, grief, and shutting down Benefit You are a container, allowing the family caregiver to deposit their tremulous at times desperate feelings in a safe place so they can get help from you and be calmer for the dying loved one
  • You will coordinate health literacy information and training of disease skills for the family So What- You will create a forum for the family caregivers to express their grief, fear, and even hopes and demystifying all the unknown medical terminology to make the family feel more literate and self-assured in approaching the medical staff to get the information they need
  • You will monitor anticipatory grief in family and friends and bring in resources

    Benefit- You will create a forum for the family caregivers to express their grief, fear ,even hope and find the help they need to so on with the journey to death

    The benefits of a care manager’s role in hospice
  • You will review all new medication with family caregivers and care staff- Benefit-you will unravel the confusing litany of pharmaceutical word salad  and make sure the family and friends both understand  what med does what, how to set up meds, and remind the meds when hospice is not present

Join me in my new FREE Webinar
Learn to Sell Benefits not Features to Third Parties  to Grow Your Care Management Bottom Line

When: March 15th 2022  

The benefits of a care manager’s role in hospice


2 PM-3:30 PM PST
Learn
 

What is a benefit vs features and how to find benefits for each 3rd party you market to?

What specific problems do you solve for hospice, wealth managers, elder law attorneys, and concierge physicians  

What specific problems to solve for upscale Assisted Living, accountants, financial planners, MD’s  

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

SIGN UP


Find out more by watching my youtube playlist on Death and Dying on my channel Geriatric Care 1

Follow Cathy @ cathycress.com

Filed Under: 5 Stages of Dying, 5 stages of End of Life, Acute Stage of Dying, Adult Child Pain, Advanced Directives, Aging, Aging deaths, aging family crisis, Aging Life Care, aging life care manager, ALCA Role Death and Dying, Benefits, Benefits of ALCA to Hospice, Benefits of Care Management, Benefits of Care Management to Hospice, Benefits of Geriatric Care Management, Benefits vs Features, Benifits & Assisted Living, Blog, care manager, case manager, Death & Dying, Death and Dying Care Management, death and dying care manager, elder care manager, Families, Geriatric Care Manager, geriatric care manager, geriatric social worker, Goof Death, Hospice, Hospice Care, nurse advocate, nurse care manager, Palliative care manager Tagged With: aging family, aging life care manager, aging parent crisis, Benefits, benefits of ALCA, Benefits of Care Managers To Hospice, Benefits Of Geriatric Care Managers, Black, black american geriatric care managers, black american social workers, Black caregivers, Black Entrepreneurs, Black geriatric care managers, Black Nurse Entrepreneurs, Black RN's, care manager, case manager, end of life, end of life care manager, Features and Benefits, Features and Benefits of geriatric care management, five phases of death, free webinar, Free webinar marketing, geriatric care manager, Hospice, nurse advocate, nurse care manager, palliative care manager. Hospice

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