Cathy Cress

Expert in Aging Life and Geriatric Care Management

  • Home
  • Products
    • Speakers Bureau Package
    • GCM Manual New 5th Edition
    • VIP Care Management White Paper
    • Books
    • Geriatric Care Management – 4th Edition
    • Mom Loves You Best
    • Care Managers
  • Online Classes
    • GCM Operations Manual Online Course
    • Geriatric Care Management Business Online Course
    • CEUs for Individual Modules
  • Webinars
    • Upcoming Webinars
    • Past Webinars
  • Recommendations
  • About
  • Blog
    • Aging
    • Geriatric Care Manager
    • Siblings
    • Webinar
  • Contact

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.

[Read more…]

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 

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

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

How to Sell Care Management Services to 3rd Parties Through Benefits

January 31, 2022

 

Social Man Drawing Social Security Benefits In Notepad

Why 3rd Parties Refer to You?

Selling benefits to third parties will get you referrals. Consider sales a relationship where you both give each other benefits. 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 what benefits you offer the third party if they are going to give you the benefit of a new client.

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

Selling benefits to third parties will get you referrals 

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 know the benefits you are going to give them and their clients.

Selling benefits to third parties will get you referrals

They want to be sure you answer ” What’s in it for me” 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 selling benefits.

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 the benefits you offer  them and their clients¨Make a great first impression- with a third party- warm, helpful –and someone who will give them what makes their life better -just like care managers do in nursing or social work

Sales Meeting a Relationship Building Meeting

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

Build a Relationship in a marketing meeting

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

People work with individuals who they like. So your objective is to improve the life of a customer. The idea is to tell how important relationship building is and how you can adopt it in your day-to-day life.

Relationships are not built overnight, it takes time to nurture. Strong, enduring client relationships are the lifeblood of most organizations. Understanding what your customers like, dislike will help grow your business. So you are selling  benefits from your  care management build your relationship to reap ongoing to new referrals

3rd parties will refer clients if you offer what benefits them.

3rd Parties Refer Clients if You Offer What Benefits Them.

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

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 what will benefit you.” The only person in that marketing

meeting who really matters is the third party who will make the referral. They will refer clients if you offer what benefits them.

  • If they are a conservator or guardian one benefit is you can act as ‘medical information hub,’ attending doctor appointments and providing Conservator with physician notes, current vital signs, medications information, and treatment directions.
  • If the third party is an assisted living director you will engage with new residents who are not happy in the facility or want to move, by helping them find socialize with other residents through activity programs, make friends, and participate in outside activities, through your Quality of Life Assessment and through a Concierge Companion, so they will not move out

SIGN UP FOR MY FREE WEBINAR  

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
Learn
 

A feature is a fact    A benefit tells your customer 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

How 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

 

SIGN UP And Take of One-time Low price offers of Classes

Get the benefit of a one-time low price offer

 

 

 

 

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

  • 1
  • 2
  • Next Page »

Contact

Use the form on the
Contact page to email Cathy.

Email

Latest trending news

Connect with Cathy

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

  • Home
  • GCM Manual New 5th Edition
  • Books »
  • Services »
  • About
  • Recommendations
  • Blog »
  • Contact

Copyright © 2012–2023 CressGCMConsult & Cathy Cress - Expert in Aging Life and Geriatric Care Management | Developed by wpcustomify