Cathy Cress

Expert in Aging Life and Geriatric Care Management

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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. 

Sign Up For My Free Webinar   

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

SIGN UP 

 

 

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Filed Under: Adult children, Aging Family, aging life business, Aging Life Care Assocaition, aging life care manager, Aging therapist, ALCA Beneifits, ALCA business, Assisted Living, Assisted Living & Geriatric Care Managers, Assisted Living Crisis, Assisted Living sales, Benefit of Assisted Living, Benefits, Benefits & Assisted Living, Benefits of ALCA to Hospice, Benefits of Care Management, Benefits of Geriatric Care Management, Benefits vs Features, Black RN, Black Travel RN, Blog, Care Management Inquiry Call, care management start-up, Concierge Care Manager, Concierge Geriatric Care Manager, Dementia Activities, entitled family, Features vs Benefits, FREE MARKETING WEBINAR, FREE WEBINAR, GCM Benefits, GCM Marketing skills, GCM Start-Up, GCM Webinar, Marketing aging life care, marketing ALCA /GCM, marketing care management, marketing geriatric care management, Marketing plan, Marketing to Assisted Living, marketing to concierge clients, marketing to upper 10%, Move Management, newsletters, nurse advocate, nurse care manager, Quality of Life for elders, Sales ALCA, Sales in geriatric care management, Sales to Assisted Living Tagged With: aging family, aging life care manager, aging parent crisis, benefits of ALCA, Benefits of care management, Benefits vs Features, care manager, case manager, features of ALCA, GCM & Assisted Living, GCM Products and Services, Geriatric Care Sales Assisted Living, geriatric social worker, Marketing to Assisted Living, Monitoring Assisted Living Care, nurse advocate, nurse care manager, Quality of Life in Assisted Living

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

Sign Up

 

 

 

 

 

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Filed Under: Adult children, Aging Family, aging life business, Aging Life Care Assocaition, aging life care manager, Aging therapist, ALCA Beneifits, ALCA business, Assisted Living, Assisted Living & Geriatric Care Managers, Assisted Living Crisis, Assisted Living sales, Benefit of Assisted Living, Benefits, Benefits & Assisted Living, Benefits of ALCA to Hospice, Benefits of Care Management, Benefits of Geriatric Care Management, Benefits vs Features, Black RN, Black Travel RN, Blog, Care Management Inquiry Call, care management start-up, Concierge Care Manager, Concierge Geriatric Care Manager, Dementia Activities, entitled family, Features vs Benefits, FREE MARKETING WEBINAR, FREE WEBINAR, GCM Benefits, GCM Marketing skills, GCM Start-Up, GCM Webinar, Marketing aging life care, marketing ALCA /GCM, marketing care management, marketing geriatric care management, Marketing plan, Marketing to Assisted Living, marketing to concierge clients, marketing to upper 10%, Move Management, newsletters, nurse advocate, nurse care manager, Quality of Life for elders, Sales ALCA, Sales in geriatric care management, Sales to Assisted Living Tagged With: aging family, aging life care manager, aging parent crisis, Benefits, Benefits Care Managers, benefits of ALCA, Benefits of care management, Benefits to assisted Living, Benefits vs Features, black american geriatric care managers, black american social workers, Black Nurse Entrepreneurs, Black RN's, Black start-up geriatric care management, Black travel nurses, care manager, case manager, Features and Benefits of GCM, features of ALCA, GCM & Assisted Living, GCM Products and Services, Geriatric Care Sales Assisted Living, geriatric social worker, Marketing to Assisted Living, Monitoring Assisted Living Care, nurse advocate, nurse care manager, Quality of Life in Assisted Living

How Do the Benefits Not Features Get 3rd Parties To Refer To You ?

June 6, 2023

Benefits you bring to the 3rd party and their aging client.  

What makes 3rd Parties Refer to Geriatric Care Managers? The Benefits You Offer 3rd party and their aging client.  

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.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.

The Journal of Aging Life Care its March 2017 issue gives care managers some critical clues to solve this question.  The first benefit you offer is a practice that meets your client’s needs and major referral sources. Many clients- usually adult children, call you to start services independently. But a good majority of clients will call you because their attorney, bank trust officers, or CPA referred them. These third parties need 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. You have to deliver what benefit you offer where they make money.

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 get some of these benefits you bring to the 3rd party, and their aging client answers about the best benefit you offer, published in the Aging Life Journal. in March 2017. This is the first research study on Aging Life Care that pinpoints what third parties who refer clients want and value in a care manager. It is groundbreaking.  

Reading this tells the care manager, not only what benefit you offer to include in your services but in your marketing material and sales pitch or elevator pitch to the third party. 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.

The second benefit updating the third parties regularly. The benefit you bring to the 3rd party and their aging client is communication so the 3rd party always knows the client’s status. This can be through texts, email, phone calls, or a regular monthly report, which would also be done for the family. So use the key benefits of “constant updates “when you market to third parties, like wealth managers, elder law attorneys, guardians, assisted living, and doctors. 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. 

SIGN UP FOR MY FREE WEBINAR  

Sell Benefits, not Features &Grow Your$ Bottom Line

 

 

Even if you cannot make the class, 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

 

 

 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 for each 3rd party you  serve

What benefit you offer makes 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 And Take of One-time Low price offers of Classes

 

 

 

 

 

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Filed Under: Aging Family, aging life business, Aging Life Care, billing, Blog, care management start-up, cash flow, elder care manager, Elderlaw Attorney, GCM Start -Up, Geriatric Care Manager, geriatric care manager, geriatric social worker, Guardian, inquiry call, Marketing aging life care, marketing care management, marketing to concierge clients, marketing to the top 10$, nurse advocate, nurse care manager, Third Party Referral, Trust Officer, Wealth Management Departments Tagged With: aging family, Aging Life Care Association, aging life care manager, aging parent crisis, Benefits, benefits of ALCA, Benefits of Care Managers To Hospice, benefits to 3rd parties, Benefits to assisted Living, Benefits to Conservators, Benefits to elderlaw attornies, Benefits to Financial Planners, Benefits to Homecare, Benefits to Wealth Managers, Benefits vs Features, black american geriatric care managers, black american social workers, Black Entrepreneurs, Black geriatric care managers, Black Nurse Entrepreneurs, Black RN's, Black start-up geriatric care management, Black travel nurses, care manager, geriatric care management, marketing aging life or geriatric carre management, Marketing Benefits, Marketing Care Management, marketing tactics, marketing to 3rd parties, marketing to trust officers, nurse advocate, nurse care manager

My New Speakers Bureau-How To Reach Adult Children &Get Free PR

February 22, 2023

Use Speakers Bureau to Find Adult Children of VIP Clients 

Find adult children in your area using Free PR Through a Speaker’s Bureau. Creating a Speakers Bureau is the best way to find worried, sometimes desperate adult children who are wondering how to approach their failing and frail adult parents who are both wealthy and ignore their children’s pleas to get care.

 

 

 

 

Speakers Bureau to Find Adult Children

We have done all these for you in our new Speakers Bureau Package.

To find these adult children you begin  to create a Speaker’s Bureau by creating 6 Hot Topics, like “Handling the Stress of Caregiving”, and “When Siblings are not doing their Share.” ” When a Parent Must Be in a Nursing Home” – “Warning SignsWhenYourParent Needs Care” “When You are Stuck in the Sandwich Generation” and ” Bringing Back Joy Improving Senior’s Quality of Life” We have done all these for you in our new Speakers Bureau Package.

Tasha Beauchamp, an Aging Life Care Webmaster, Research Scientist owner of Elder Pages Online, LLC  had this tip in an ALCA blog  about in-person presentations 

“You provide enough information to demonstrate your expertise, but as someone mentioned already, not enough detail that you are giving away the store.  One way to get an insight into what people are interested in and will attend a speakers Bureau presentation is to look at the top eldercare-related searches on Google compiled by the Pew Internet Project:” according to Tasha Beauchamp, Aging Life Webmaster, and Research Scientist. Beauchamp says  Handling the Stress is Caregiving is at the top of the list as is paying for caregiving, which is included in When Your Parent Needs to be in a Nursing Home.

 

Find adult children who need care management

Get my new Speakers Bureau Package

Marketing care management to family caregivers? Wondering how to use free public relations to locate adult children in your community? Want marketing tools that will grow your business? The new Speakers Bureau Package has it all. Six pre-made presentations with handouts, a 20-minute presentation that covers major pain points and pain relief for adult children and family caregivers that will really engage your audience. The package contains complete directions & power points, and sell sheets to reach local service clubs like the rotary, women’s clubs, EAP, and musical societies drawing from the upper 10% of midlife members always looking for good speakers. Plus, a 30-minute free minute consultation with Cathy Cress MSW, to help set this up.

Find Out More 

Filed Under: Adult children, Aging Life Care, aging life care manager, ALCA PR, ALCA Public Relations, Black Entrepreneur RN, Black RN, Black Travel RN, Blog, care management start-up, care manager, Concierge Senior, elder care manager, FREE MARKETING WEBINAR, Free Public Relations, FREE WEBINAR, GCM & FREE PR RADIO, GCM & Radio Interviews, GCM Marketing skills, GCM PR, GCM Webinar, geriatric care management emergency proceduress, geriatric care manager, Geriatric Care Manager, geriatric social worker, Holiday Sibling Rivalry, Marketing aging life care, marketing ALCA /GCM, marketing care management, Marketing copy, marketing geriatric care management, marketing to the top 10$, Marketing to top 10%, marketing to upper 10%, Marketing Tools 2021, nurse advocate, nurse care manager, PR, Public Relations, Rich and Famous Entitled Family, Sales in geriatric care management, Social Media for eldercare, Speaker's Bureau, Webinar Tagged With: aging family, aging life care manager, aging parent care, ALCA marketing, ALCA PR, ALCA Public Relations, black aging family, black american geriatric care managers, black american social workers, Black Entrepreneurs, care manager, care manager marketing, case manager, CRM, GCM Pubic Relations, marketing data base, nurse advocate, nurse care manager, Radio Interview, Speakers, Speakers Bureau, Speakers's Bureau, Speaking to Clubs

Geriatric Care Management Business?Want to Start one?

February 7, 2023

Want to Start a New Geriatric Care Management Business?

 A care management business can be started by an RN, a social worker, someone in the health field, or anyone with dreams to become an entrepreneur.

But what skills do you need? Your entrepreneurial care management dream must spring from the intersection of three streams: your passion, your competence, and market opportunity. To start a geriatric care management business, the adage to “know thyself” becomes critical. Are you passionate about geriatric care management? You will need passion to sustain you when the situation gets tough—which it does in all beginning businesses. You must have the core competence both to be a geriatric care manager (GCM) and to run a business. But good GCMs with no business acumen, which is often the case, frequently fail in business. 

Is Starting a New geriatric Care Management Business a Good Choice for You?

To start of new care management business you need market opportunity, which is a business skill. In other words, are there enough people in the top 10% of the area plus third parties who will refer to you like elder law attorneys, concierge physicians, and unscale assisted living you serve to have a”market” to have sales and generate a profit? If very few older people in the upper 10% live in your services area, you may not be in the right place to start a new geriatric care management business. If 10 other GCMs are practicing in your town, the

An entrepreneur geriatric care management business?

competition may limit your own market opportunity.  You find out by doing a competition survey Finally, you need to assess why you want to start this type of business in the first place. Are you motivated by financial gains? by community recognition? by a need to make a difference? 

In a New Geriatric Care Management Business

You Have To Know Cash Flow

An entrepreneur care management business owner must understand billing and cash flow.  This is another key business skill needed by a care manager. Without this knowledge, you will fail like 50% of new businesses do. Along with this, you have to understand how to bill 85% of your care manager’s time to stop cash flow from putting you out of the business. This leads to overall financial forecasting skills. When do you break even, when can you hire a new care manager and afford to stop being a solo practitioner who wears so many hats you are crushed by the weight?

 

A new geriatric care management business

Do You Know The Best Phrases To Attract VIP Care Management Clients?

Learn Billing and Financial Forecasting and More in my new online Start-Up GCM Business Class 

 

Billing for new geriatric care management business

Most care managers have no business background because they are nurses, social workers, and health professionals without an MBA. Yet their business depends on cash flow, marketing opportunities, and financial skills to pay the bills

 

 

Get Critical New Geriatric Care Management Business Skills in My GCM Business Class

Check out my  Online GCM Business Class which includes 10 modules on starting your GCM Business including two modules on financial management so you do not go under and lose your dream start

  • GET 100$ DISCOUNT ON CLASS IF YOU BELONG TO ALCA

Skills you will learn in My GCM Business Class 

  • GCM ALCA billing skills to develop a billing system that allows you to bill 85% of your time, control your cash flow, invoice promptly to make a profit
  • GCM financial forecasting skills to develop a 3-year financial forecast Excel spreadsheet to track your basic cash flow -profit and expenses and to track the number of clients and billable hours needed to break even make a profit, pay back loans, hire new staff, and take a salary yourself
  • GCM organizational design skills to create your business flow chart and job descriptions, and outline how power flows down your staff to deliver gold-standard care  to clients
  • GCM marketing survey skills to pinpoint  market opportunity, your area’s upper 10% clients, and 3rd-party referrals to market, to make your business profitable
  • GCM competitive analysis skills  to do a competition survey set the fee per hour your market will bear for your services and gage your market opportunity and  gather information from each, to position your services vs your competition’s so clients will choose you
  • GCM timeline skills to identify and list (in a manageable, doable order), major tasks to complete before you open your business
  • GCM business planning skills to write a 13-part business plan to create a blueprint of measurable goals for your business’s financial success
  • GCM marketing skills to create a marketing plan to develop lead sources, conduct lead
  • An entrepreneur geriatric care management business
  • generation, launch social media and conduct content marketing to gain new customers
  • GCM sales skills to position your agency to sell your menu of services
    through benefits to 3rd parties and clients through cold calling, 1-1 sales meetings, and inquiries, by knowing how to close the sale and sign the contract
  • LEARN MORE ABOUT LEARNING GCM BUSINESS SKILLS WITHOUT GETTING AN MBA 

  • GET 100$ DISCOUNT ON CLASS IF YOU BELONG TO ALCA

  • Check out our affordable price or choose a monthly payment plan 

 

 

Filed Under: Aging, aging life business, Aging Life Care, Aging Life Care Assocaition, aging life care manager, ALCA Business Skills, ALCA Ethical Dilemma, ALCA Financial literacy, billing, billing 85% of GCM hours, Black Entrepreneur, Black Entrepreneur RB, Black Entrepreneur RN, Black entrepreneurs, Black Geriatric Care Manager, Black geriatric care managers, Black RN, Black Travel Nurses, Black Travel RN, Blog, care management start-up, care manager, case manager, elder care manager, entrepreneur, entrepreneur business, entrepreneur care manager, entrepreneur RN, Families, Geriatric Care Management Business, Geriatric Care Manager, geriatric care manager, geriatric social worker, marketing ALCA /GCM, Marketing Strategy, marketing to upper 10%, MONEY FOR GCM BUSINESS, nurse advocate, nurse care manager, Sales in geriatric care management, social media marketing campaign, START UP, start up geriatric care management business, start-up, Start-up Marketing, Starting care management business, Webinar Tagged With: affordable payment plan, aging business, aging life and geriatric care management, aging life care managers, Aging Life Or GCM Products, black american geriatric care managers, black american social workers, Black Entrepreneurs, Black geriatric care managers, Black RN's, Black start-up geriatric care management, Black travel nurses, business start up, care management, critical success factor For GCM or Aging Life business, elder business opportunity, entrepreneur, GCM Business Class, GCM Subscription Plan, geriatric care management business, geriatric care manager, profitable ALCA business, Profitable GCM business, Society of Senior Advisors, start -up elder business, start-up geriatric care management aging life care manager, starting a GCM business, Subscription Model

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