Cathy Cress

Expert in Aging Life and Geriatric Care Management

When Aging Dysfunctional Family Calls Spot Them

More than half of the aging families who call you inquiring about services will be aging dysfunctional families. The great majority of calls will come from adult children. When the aging dysfunctional family call -to make the sale during the inquiry you have to know how to handle these dysfunctional family members on the phone and give them enough trust to sign your contract and give you a deposit for your services.

When Aging Dysfunctional family calls Make the Sale

More than half of the aging families who call you inquiring about services will be aging dysfunctional families. The great majority of calls will come from adult children. When the aging dysfunctional family call -to make the sale during the inquiry you have to know how to handle these dysfunctional family members on the phone and give them enough trust to sign your contract and give you a deposit for your services.

So when aging dysfunctional families call inquiring about your services you must identify them at the beginning of the inquiry call.

Some Signs to look for When They describe the problem

aging dysfunctional family calls
  • History of Divorce or cut off
  • Stepsiblings
  • Blaming the aging parent or siblings
  • Old conflicts with the parent or siblings
  • Unable to agree or work with other family members

 

aging dysfunctional family

If an aging dysfunctional family calls inquiring about your geriatric care management services, do not disagree with them or say anything that they may read as critical. They are ultra-sensitive to criticism, may become defensive, and are easily disappointed. Be objective and calm if they have intense emotional reactions.

 

 

 

aging dysfunctional family calls   

When aging dysfunctional family calls, give them hope that you can solve the problems with their parent but do not promise anything you cannot deliver. You risk never getting the case.

So listen carefully when an aging dysfunctional family call you for help and really understand the guidelines for these families before you ask for the sale over the phone.

Sign Up for My September 2023 Webinar

 Taming Succession -10 Vital Tools for Dysfunctional Families

Tuesday, September 19 2023,2:00-3:30

Sign Up 

  • Join my webinar to learn how to come to the clinical rescue of desperate concierge dysfunctional adult children and family caregivers

 

  • Give frantic adult children hope when they desperately Call
  • aging dysfunctional family calls

 

  • Understand the Dysfunctional Aging Family System you must enter to get care for elders!
  • Understand 11 Warning Signs You Are Working with Dysfunctional Family
  • Master 10 Clinical Tools Professionals must learn before they work with these difficult Families
  • Learn how to solve dysfunctional family problems after you master these tools
  • Get care for aging family members when the dysfunctional family members resist.
  • Learn how to work with aging parents like Rupert Murdock & Logan Roy

 

 

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What are the 5 Steps to a Successful Covid-19 Concierge Client Inquiry ?

 

 

How Not to Lose a New Client at an Inquiry

Closing the sale means the client signing your contract and giving you a deposit. An inquiry is the most critical point in closing the sale or opening a case. A successful inquiry means taking successful steps to increase your aging life or geriatric care management business. 

The Desperate Calls You will Get

With many states lifting COVID-19 restrictions, in spite of COVID-19 still present, people will travel again. You will get desperate calls from adult children visiting older family members and seeing first-hand, how unprepared their vulnerable aging parents are if COVID-19 explodes in the fall or sooner. They probably will be reluctant to move their older parent to Assisted Living after the high incidence of coronavirus in these facilities no matter how many amenities they provide. Here are steps to success for an inquiry or any call about your services

Take These Steps to Convert Inquiry to New Client

1. You must assure the caller that your geriatric care management services can be counted on to thoroughly assess the elderly person’s and family caregiver’s situation at the intake, to provide a safe coronavirus plan for sheltering in place, if the pandemic, still here, roars back again, determine the level of care if that is needed and level of GCM monitoring to sell your services.
2. You sell these services by convincing the caller that you offer a highly personalized and compassionate approach to the family and older clients. This breaks down to gaining client and family trust that your GCM services are the very best path leading them the care they desperately need, led by a professional guide they can count on.


3. You persuade them that they will get unbeatable customer appreciation, you will exceed their customer expectations, ensure the quality of life for the older client, and offer a concierge driven service.
4. You explain how your hands on professional staff can make families relieved and happy because they understand they save precious time and overwhelming stress by using professional GCM’s.
5. You show them you can access all community services and resource options they could not find alone and are now available to them through your services.


6. In this one sometimes short call, you show potential new clients how your concierge care management service will solve their problems through -you the GCM being there for them every step of the way.
7. You persuade them that by scheduling the next step, a free 30-minute complimentary consultation call, you will help them make sound decisions based on reality and assessment. 

The GCM sells all of this through this free 30 -minute complimentary consultation done by a compassionate and highly skilled professional the director of your agency.

 

Learn the 5 Clinical Steps  to Signing Up These families

Sign UP For MY Free Webinar 

 

Conquer Care Management Sales- 5 Steps Close the Sale on COVID-19Products

 

Sales have severely declined during  COVID_19. Now that many states are lifting restrictions, learn how to increase your, clients, through all your products but especially new Covid-19 and telehealth. Sell successfully this and any GCM product in a 2-part intake. Closing the sale means the client signing your contract and giving you a deposit. Most care managers are untrained and terrified of this process. They are more terrified of going out of business with COVID 19

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 or one of

the 7.5 million businesses that will fail in the next 3 months from COVID-19 

When?

Date Tuesday, June 23

Time 2:00 PM -3:30 PM

You will Learn

What are Covid-19 GCM Services you can offer

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

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