benefits of ALCA Archives ⋆ Cathy Cress

Sell GCM or ALCA to wealth managers?

July 13, 2023

What makes 3rd Parties Like Wealth Managers Refer to Care Managers?

Do you want to sell to wealth managers? Why would third parties like wealth managers trust officers, sell to GCM or ALCA by referring clients to a care manager 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.

Clients in the upper 5% of income will call you because their wealth manager or bank trust officers referred them. But the wealth manager needs 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. because these clients can pay privately for many years with their mammoth incomes and investment. You have to deliver what benefit you promises sell Benefits, not Features to Wealth Managers to Grow Your$ Bottom Line

Sell benefits not features to wealth managers is a key to great marketing. Do you know how you do that? When you market Geriatric care management, what makes the final sale 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 or bank trust Departments, by understanding the benefits geriatric care management brings to them and the rest of your target audiences.

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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

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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

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.

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

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…]

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