Cathy Cress

Expert in Aging Life and Geriatric Care Management

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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.

 

[Read more…]

Filed Under: 3rd party targets, ALCA Beneifits, ALCA Marketing, Benefits, Benefits of Care Management, Benefits of Care Management to Hospice, Benefits of Geriatric Care Management, Benefits to Conservators, Benefits to ElderLaw, Benefits to Guardians, Benefits to Third Parties, Benefits to Trusts, Benefits to wealth managers, Benefits vs Features, 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 RN, black RN care manager, black social worker, black travel nurse, Blog, Cathy Cress MSW, Close The Sale, Concierge Care Manager, concierge top 10%, Conservator, Features vs Benefits, FREE MARKETING WEBINAR, FREE WEBINAR, GCM Sales, GCM Webinar, geriatric care manager, geriatric care manager start up, Make the Sale, marketing, Marketing aging life care, Marketing features and benefits, marketing geriatric care management, marketing pitch, Marketing Plan for Concierge Clients, Marketing Strategy, marketing to conservators, marketing to edlerlaw attorneys, marketing to guardians, marketing to the top 10$, Marketing to top 5% Tagged With: aging family, aging life care manager, aging parent care, aging parent crisis, benefits of ALCA, Benefits Of Geriatric Care Managers, benefits to 3rd parties, Benefits to Wealth Managers, Benefits VIP Clinets, care manager, Features and Benefits, Features and Benefits of GCM, geriatric care manager, marketing to wealth manager, nurse advocate, nurse care manager, Sell Benefits, wealth managers, webinar Benefit or Features, Webinar Features and Benefits

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

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

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