Cathy Cress

Expert in Aging Life and Geriatric Care Management

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3 Award Winning Ways to Get Your Care Management Contract Signed in Assisted Living.

February 3, 2020

Do You Want Offer Geriatric Care Management  Benefits to Assisted Living?

If you are a geriatric care manager, do you want to get your Assisted Living client contract signed? Harry Beckwith, who wrote one of the 100 best business books, “Selling the Invisible,  has some great ideas to get that signature.

Since ALCA members and geriatric care managers sell the invisible-

Listen up to Harry Beckwith

To make the sale on a care management Assisted Living service that folks cannot touch or see

  1. Fix your service- Do it before you even think of making a sale to Assisted Living Director. Make sure it is gold standard like the top 10% of adult children want for their parents and the Assisted Living Director needs. Fix it and fix it until it is “Flawless “Service in Assisted Living– just the way the top 10% expect it to be. They want a 5-star hotel service and will buy when you try to sell to them.
  2. Let your clients’ set the standards. Your clients in the upper 10% want the best of the best. They want you to fix their mother’s care and their pain as a caregiver. The Assisted Living Director wants you to supplement their care so they will not lose the resident. So, find out how you can help the assisted living Director in the marketing meeting by explaining how depressed lonely, isolated residents will be happier at the facility and have more joy when your Assisted Living services are added.
  3. Give the prospect one good reason to sign your contract. Tell the Assisted Living Director what you will do to relieve the pain they are having by losing unhappy residents. Give them that one good reason to sign up with you by explaining how you will remove their pain by offering activities for their aging depressed, lonely, isolated or just unsatisfied residents that the facility does not offer. 
  4. Use Benefits to Sell Your GCM Services to Assisted Living

     

    • The assisted living and retirement community sometimes has needs that cannot be met in these non-medical, non-one-on-one living arrangements

     

    • You (as a geriatric care manager) will help the facility with residents who are not adjusting to the facility or considering moving, by engaging them in activities that will enhance their quality of life

     

    • You will help residents not engaging in activities to participate in activities programs, outside activities, and socialization programs through the Quality of Life Assessment and through a Concierge Companion

    Find out more GCM ALCA Benefits Assisted Living, plus Benefits to Conservators, Elderlaw attornies and many more,

     

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

    When: February,20th 2020


    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 you solve for wealth managers, elderlaw 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

     

     

     

    New Free Webinar

     

     

     

     


      to

  5.  Benefits Use When Selling Geriatric Care Management to Assisted Living

 

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Filed Under: Adult children, aging family crisis, aging life business, Aging Life Care Assocaition, aging life care manager, ALCA Cobtract, Benefits, Benefits vs Features, Blog, care management start-up, care manager, case manager, Contract signed, elder care manager, Features vs Benefits, GCM Constract, Geriatric Care Management Business, Geriatric Care Manager, geriatric care manager, geriatric social worker, inquiry call, Marketing aging life care, marketing ALCA /GCM, Marketing copy, marketing pitch, marketing to concierge clients, marketing to the top 10$, marketing to upper 10%, nurse advocate, nurse care manager, Webinar Tagged With: aging life care manager, aging life care sales, ALCA contract, ALCA sales, Assisted Living, care manager, case manager, GCM contract signed, geriatric care manager, Geriatric Care Sales Assisted Living, Harry Beckwith, Marketing to Assisted Living, new client, nurse advocate, nurse care manager, Quality of Life in Assisted Living, Recreational Therapy in Assisted Living, sell the invisible

3 Great Tips for Marketing Care Management

December 4, 2019

How DO YOU SELL THE INVISIBLE _ GERIATRIC CARE MANAGEMENT?

What are the best tips to sell Care management? Harry Beckwith, wrote one of the best business books for people selling services like Geriatric Care Managers, “Selling the Invisible. Beckwith tells you how any service, from a home-based consultancy, like geriatric care management or Aging Life Care, can turn more prospects into clients and keep them.

To make the sale on a care management service that folks cannot touch or see he gives these 3 suggestions:

Don’t use adjectives. Use stories.

When you are marketing to 3rd parties – for example -an elder law attorney – show -do not just tell. Hand the attorney a copy of a case study –involving a case you worked on with an elder law attorney. For example, a case where the family disagreed about the care for an elderly Mom and Dad. Then follow with the value you as an aging life or geriatric care manager brought to the case. Clever marketers use true stories to make their presentation more credible, personal and persuasive with stories.

If you are selling something complex, simplify it with a metaphor.

Beckwith says physicists knew that a” gravitationally completely collapsed object” had profound implications about astronomy. But who could understand what that meant? They invented a term for it- “Black Hole” and the world went wild, even making movies with Black Hole the title. Geriatric Care Management and Aging Lifecare are mouthful’s so a very hard sell.  So, reduce it to a metaphor that customers can easily understand- – “We are a GPS to find the right care for your loved one. “We are a dutiful daughter, taking care of your plate so you to be the real daughter.

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Above all, sell hope.

To make the sale your potential new client needs hope. You can give the caller (usually the frantic family member) that hope in a telephone inquiry and make the sale over the phone. Put together a mini care plan with an optimal solution. You do not give away the store but your mini care plan shows the distraught adult child that you can take away the pain of caring and give them a positive future with their loved one.

Join Me in My New Free Webinar

FREE Webinar

LEARN HOW TO MARKET LIKE YOUR BUSINESS DEPENDED ON IT 

January 23 @ 2:00 pm – 3:00 pm PST

The busiest season for care managers is January & February after as adult children have just visited for the holiday and seeing their elderly parents skating on very thin aging ice

Learn care management marketing so you can:

Capture those desperate clients in January after the festive fright-

Develop strategic marketing that brings more customers,

Understand branding

Develop a positioning strategy so the caller chooses you

Understand lead generation in care management

Get the best marketing software  

Create a 5 Star Marketing Plan for the top 10% of seniors who can afford you.

Click Here To Register 

FIND OUT MORE 

 

THIS FREE  WEBINAR  FROM 2 PM – 3 PM PST January 23, 2020

 

SIGN UP NOW  

 

 

 

 

 

Filed Under: Blog, Sales Tagged With: aging life care manager, aging life care sales, aging parent crisis, ALCA marketing, ALCA sales, care manager, care manager marketing, case manager, closing a sale, concierge marketing, geriatric care manager, geriatric care sales, geriatric social worker, Marketing Care Management, nurse advocate, nurse care manager, sales in geriatric care management, selling geraitric or aging life care

How to Put Together A Care Management Sales Plan That Makes the Sale

December 2, 2019

ARE CARE MANAGERS SALES PERSONS?iStock_000066966281_Medium-3.jpg

GCMs or Aging Life Care Managers rarely see themselves as salespersons or worse than that closing a sale. However, this is a fatal error. You may have a care management product, but to make money from that product, you have to sell it. In the beginning you yourself may have to sell your geriatric care management product. To begin to put together a sales plan you need to identify who makes the decision to buy your geriatric care management products. 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.

Find Out Who Makes The Buying Decision to Close the Sale

You then need to identify what criteria the person making the buying decision uses to evaluate your geriatric care management product. For example, you have to figure out whether the decision to purchase your product Move Management to help move and the elder is made by the adult child based on price, features, or availability.

Then-How do You Get the Buyer to Say Yes and Make the Sale

How will you give your customer, the adult child, enough information to say yes? Does this buying decision require personal contact in intake by a GCM, a Move Management sell sheet you dropped off at the parent’s physician’s office, word of mouth, paid advertising, through social media- if so what – blog, website – the what described your sales plan? It will have to go in your business plan plus- be good enough to get you, customers.

FREE Webinar

LEARN HOW TO MARKET LIKE YOUR BUSINESS DEPENDED ON IT 

January 23 @ 2:00 pm – 3:00 pm PST

The busiest season for care managers is January & February after as adult children have just visited for the holiday and seeing their elderly parents skating on very thin aging ice

Learn care management marketing so you can:

Capture those desperate clients in January after the festive fright-

Develop a strategic marketing that brings more customers,

Understand branding

Develop a positioning strategy so the caller chooses you

Understand lead generation in care management

Get the best marketing software  

Create a 5 Star Marketing Plan for the top 10% of seniors who can afford you.

Click Here To Register 

FIND OUT MORE 

 

 

THIS FREE  WEBINAR  FROM 2 PM – 3 PM PST January 23, 2020

 

SIGN UP NOW  

 

Filed Under: Aging, Aging Life Care Assocaition, aging life care manager, ALCA sales, Blog, care management start-up, Geriatric Care Management Business, Geriatric Care Manager, geriatric social worker, Marketing aging life care, Sales, Sales in geriatric care management Tagged With: aging life care sales, Close the sale, geriatric care manager sales plan, geriatric care sales, sales in geriatric care management

6 Emotional Quality of Life Activities to Sell Care Management to Assisted Living

June 3, 2019

What is emotional Quality of Life

What is emotional quality of Life? It is a connection with others. We all, including older people, crave human contact. The professional relationship a care manager has with an elder is emotionally caring, just like a concierge physician. It trumps personal chefs and shoppers because you assess their problems and actually have a deep relationship.

In a world where the family no longer lives next door and supports each other, geriatric care managers can give elders that human contact and support that is gone in most sandwich generation families.

Emotional connection to pets ¨

Emotional connection to grandchildren ¨

Peace with oneself

When older people move into Assisted Living they frequently do not feel that emotional connection. They may have to leave their pets behind, the family does not live nearby or is overwhelmed with work and younger family members. If the older person just moved to Assisted Living they often feel like they landed on Mars and are not sure how to make friends or socialize with the Martians. They are not at peace with themselves

How Do You Find It

This is where a geriatric care manager or ALCA member can come in. By working with the Assisted Living facility and the family, the care manager can bolster the sagging quality of life of an elder who is unhappy with Assisted Living. They can do an Assessment for Emotional  Quality of Life and create emotional connections –

  1. For someone who just moved in assisted living, plan a tea party or cocktail party and invite new neighbors
  2. Assess what activities the new resident likes, escort them to the activity and ask the instructor to pair them with a buddy.
  3. Enroll the resident in the local Osher program and let them pick out a group to join.  Example lunch group, dinner group, play reading, Dickens, New Yorker, Arrange transportation if necessary
  4. Enroll the client in a group at a local senior center that reflects what they like to do, like knitting, needlepoint, poetry, and memoir writing gentle yoga, if that is not offered at the facility. Arrange senior transportation
  5. Enroll a homebound client in Senior Center Without Walls .
  6. Arrange a visit by Pet Therapy Dog to visit the older person, who left a pet behind or arrange for the elder to visit the local SPCA with an escort and transportation where the escort can interact with the animal.

     

     

    Find out how to market GCM /ALCA Services to Assisted Living

    10 Steps to Success in Selling Care Management to Assisted Living

     FREE WEBINAR- 10 Steps to Success in Selling Care Management to Assisted Living

     

    THIS WEBINAR BEGINS: Monday, June 24, 2019, 2 PM PST Ends 3:15 PM PST

     Find Out More 

    DURING THIS FREE WEBINAR YOU WILL LEARN

    How to Make a Winning First Impression at Assisted Living Sales Meeting- Preparing Presentation

     What Referral Triggers to Use When Selling Geriatric Care Management to Assisted Living

     What Feature to use When Selling Geriatric Care Management to Assisted Living

     What Benefits to use When Selling Geriatric Care Management to Assisted Living

     How to Close the Sale of Geriatric Care Management to Assisted Living

    Sign UP  

Filed Under: Aging, Aging Family, aging family crisis, Aging Life Care Assocaition, aging life care manager, Assisted Living & Geriatric Care Managers, Assisted Living Crisis, Benefits vs Features, Benifits & Assisted Living, Blog, Emotional Quality of Life, Families, Geriatric Care Management Business, marketing ALCA /GCM, marketing care management, nurse advocate, nurse care manager, Quality of Life for elders, Webinar Tagged With: aging family, aging life care manager, aging life care sales, aging parent crisis, care manager, case manager, elders emotional quality of life, geriatric care manager, Geriatric Care Sales Assised Living, Geriatric Care Sales Assisted Living, geriatric social worker, Marketing to Assisted Living, nurse advocate, nurse care manager, Quality of Life and Asssited Living

3 Award Winning Ways to Get Your Care Management Contract Signed

May 8, 2019

If you are a geriatric care manager, do you want to get your client contract signed? Harry Beckwith, who wrote one of the 100 best business books, “Selling the Invisible,  has some great ideas to get that signature.

Since ALCA members and geriatric care managers sell the invisible-

Listen up to Harry Beckwith

To make the sale on a care  management service that folks cannot touch or see

  1. Fix your service- Do it before you even think of making a sale. Make sure it is gold standard like the top 10% of adult children want for their parents. Fix it and fix it until it is “Flawless “Service – just the way the top 10% expect it to be -like that 5-star hotel they are accustomed to and will buy when you try to sell to them.
  2. Let your clients’ set the standards. Your clients in the upper 10% want the best of the best. They want you to fix their mother’s care but equally fix their life as a caregiver. So, find out how you can help them as a caregiver in the inquiry call and explain how you will make their life better as a caregiver to make the sale.
  3. Give the prospect one good reason to sign your contract. Tell them the first thing you will do to relieve the pain they feel in caregiving. Give them that one good reason to sign up with you by explaining how you will remove their pain in caring for their aging parent. t

 

Join Me in My New Free Webinar

Conquer Care Management Sales- 5 Steps Close the Sale

Find out More

Sales is a client ‘s journey from realizing the need for your product /service (care management) to making an actual purchase (closing the sale.) Closing the sale means the client signing your contract and giving you a deposit. Most care managers are untrained and terrified of this process. Learn the 5 steps to make and close a care management sale to get that contract signed, get a deposit, grow your business, bolster cash flow, make payroll and stop you from being one of the 50% of new US businesses that fail after five years.

You will Learn

 

  • How to get your contract signed by giving the client one good reason to sign it
  • How to make the sale in the inquiry call -with a complimentary consultation
  • How to ” Identify needs using client” challenge questions” to find the problem you need to solve to make the sale
  • How to present your offer by selling solutions to the problem with a mini care plan
  • How to manage objections if the caller has concerns about price or product
  • How to close the sale with non-aggressive closing questions to have your contract signed, get a deposit, and grow your business with a new client
  • 7 more days left to
    Keyboards with key for closing sale
  • Sign Up 

Filed Under: Adult children, aging family crisis, aging life business, Aging Life Care Assocaition, aging life care manager, ALCA Cobtract, Benefits, Benefits vs Features, Blog, care management start-up, care manager, case manager, Contract signed, elder care manager, Features vs Benefits, GCM Constract, Geriatric Care Management Business, Geriatric Care Manager, geriatric care manager, geriatric social worker, inquiry call, Marketing aging life care, marketing ALCA /GCM, Marketing copy, marketing pitch, marketing to concierge clients, marketing to the top 10$, marketing to upper 10%, nurse advocate, nurse care manager, Webinar Tagged With: aging life care manager, aging life care sales, ALCA contract, ALCA sales, care manager, case manager, GCM contract signed, geriatric care manager, Harry Beckwith, new client, nurse advocate, nurse care manager, sell the invisible

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