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.
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 benefit tells customers the advantages of those facts
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
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