Cathy Cress

Expert in Aging Life and Geriatric Care Management

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

June 20, 2020

 

 

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

SIGN UP FOR FREE

 

 

 

 

 

Filed Under: aging family crisis, Aging Life Care Assocaition, aging life care manager, care manager, case manager, complementary consultatiom, Complimentary Consultation, complimentary consultation COVID-19, coronavirus, coronavirus marketing, Coronavirus safety elders, CORONAVIRUS Stay at Home Plan, COVID-19 & Care Management, elder care manager, Emergency Plan, FREE MARKETING WEBINAR, FREE WEBINAR, GCM COVID 19 Crisis, GCM products in COVID-19, GCM Webinar, Geriatric Care Management Business, geriatric care management emergency proceduress, Geriatric Care Manager, INFECTION CONTROL & COVID-19, inquiry, inquiry COVID-19, Intake, Intake COVID-19, Long distance caregiver Tagged With: aging family crisis, aging life inquiry, aging life or GCM inquiry, aging life or geriatric care manager, care management intake, care manager, care manager eldercare manager, case manager, Certified Senior Advisors, client inquiry, Coronavirus disaster plan, COVID_19 inquiry, COVID-19 -inquiry, COVID-19 intake, GCM inquiry, GCM intake, geriatric care manager, intake, intake Aging Life, long distance care provider, nurse advocate, nurse care manager, social distancing covid-19

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

May 26, 2020

red-phone.jpg

 

 

How Not to Lose a New Client at an Inquiry

An inquiry is the most critical point in opening or losing 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

SIGN UP FOR FREE

 

 

 

 

 

Filed Under: aging family crisis, Aging Life Care Assocaition, aging life care manager, care manager, case manager, complementary consultatiom, Complimentary Consultation, complimentary consultation COVID-19, coronavirus, coronavirus marketing, Coronavirus safety elders, CORONAVIRUS Stay at Home Plan, COVID-19 & Care Management, elder care manager, Emergency Plan, FREE MARKETING WEBINAR, FREE WEBINAR, GCM COVID 19 Crisis, GCM products in COVID-19, GCM Webinar, Geriatric Care Management Business, geriatric care management emergency proceduress, Geriatric Care Manager, INFECTION CONTROL & COVID-19, inquiry, inquiry COVID-19, Intake, Intake COVID-19, LGTBQ ELDERS, Long distance caregiver Tagged With: aging family crisis, aging life inquiry, aging life or GCM inquiry, aging life or geriatric care manager, care management intake, care manager, care manager eldercare manager, case manager, Certified Senior Advisors, client inquiry, Coronavirus disaster plan, COVID_19 inquiry, COVID-19 -inquiry, COVID-19 intake, GCM inquiry, GCM intake, geriatric care manager, intake, intake Aging Life, long distance care provider, nurse advocate, nurse care manager, social distancing covid-19, Stay at Home order COCID-19

What are 8 Steps to a Successful VIP Client Inquiry Call with CoronaVirus ?

March 4, 2020

red-phone.jpg

 

 

 

How Not to Lose a New Client at an Inquiry

An inquiry is the most critical point in opening or losing 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

You will get many desperate long -distance calls from adult children calling about care management to visit their family members with the coronavirus pandemics’main target being seniors with compromised health They may have just have learned about Mom or Dad’s illness or high risk which they may have understood faster if they did not live long-distance or saw Mom frequently. Now that the coronavirus is especially hitting older people with health issues here are steps to successful  inquiry for 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 health care, risk and situation at the intake, determine the level of care, services they need to arrange community care for any problem including coronavirus and level of GCM monitoring to sell your services.

2. You assure inquiries that Medicare now covers the coronavirus and you know how to access and work with all entitlements
3. You sell these services by convincing the caller that you offer a highly personalized and compassionate approach to the family and older clients. besides high clinical skills. 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.


4. 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.
5. 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.
6. You show them you can access all community services and resource options for senior health especially health care services for flu, and epidemics, like coronavirus they could not find alone at a distance but are now available to them rapidly through your services.


7. 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.
8. You persuade them that by scheduling the next step, a free complimentary consultation call, you will help them make sound decisions based on reality and assessment. 

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

Since geriatric care management and home care are expensive these callers are probably in the top 10% so learn to work with them from intake to the delivery of care

New free Webinar-Sales and Marketing to Find the VIP Concierge Client

March 31, 2020 -2PM -3:30 PM PST

Concierge Clients are the only way a GCM or ALCA care manager can make a profit and have their business thrive. Find out who are they, how you find them, design GCM Products they will purchase, and create a marketing plan and gold standard services to have them sign your contract and use your services long term

Learn                                                                   

Who They Are- 4 Types

How to Locate them in your service area                                 

How to create a strategic marketing plan to sell to them

How to Develop Gold Standard GCM Products and Services

Find Out More 

March 31, 2020 -2PM -3:30 PM PST

Concierge Clients are the only way a GCM or ALCA care manager can make a profit and have their business thrive. Find out who are they, how you find them, design GCM Products they will purchase, and create a marketing plan and gold standard services to have them sign your contract and use your services long term

Learn

Who They Are- 4 Types

How to Locate them in your service area

How to create a strategic marketing plan to sell to them

How to Develop Gold Standard GCM Products and Services

 

SIGN UP NOW 

•

 


 

 

Filed Under: Aging, aging family crisis, aging life business, Aging Life Care, Aging Life Care Assocaition, aging life care manager, Blog, care manager, case manager, Concierge aging clients, Concierge Senior, Dysfunctional aging family, elder care manager, Families, FREE MARKETING WEBINAR, FREE WEBINAR, Geriatric Care Management Business, Geriatric Care Manager, geriatric care manager, geriatric social worker, inquiry call, Long Distance Care, marketing to long distance adult children, new customers, nurse advocate, nurse care manager, Webinar Tagged With: aging family crisis, aging life or GCM inquiry, aging life or geriatric care manager, care manager, care manager eldercare manager, case manager, Certified Senior Advisors, Changes in Medicare, client inquiry, coronavirus, coronavirus and seniors, drunken holiday, dysfunctional family on the holiday, GCM inquiry, GCM intake, geriatric care manager, intake, intake Aging Life, long distance care provider, Medicare & coronavirus, nurse advocate, nurse care manager, pandemic

15 Alarm Bell for Holiday Visit With Aging Parents

December 6, 2019

ALARM BELLS FOR AGING FAMILY  HOLIDAY VISITS

It’s almost Christmas and Hanukka and time for the family visit with older relatives. If you suspect festive cheer with an aging family could devolve into some scary scenes, here are some red flags to put in a checklist and share with your midlife siblings before the holiday celebration.

Perhaps your older parents have piles of junk mail, dirty clothes, unwrapped gifts when Mom used to shine through her color-coordinated presents. All are cause for the sibling 911 alarm- then action.

You can use this list to assess your parents or older family members during the holidays and compare notes on a post-holiday conference call. If all midlife siblings have the same criteria, it makes easier to agree on what to do and what to flag as family New Year’s resolutions. 

Below is a list of red flags. If you saw any of these problems on Thanksgiving or Hanukkah or face them on Christmas- now is the time to do something about it. Use this is a checklist.

Alarm Bells List for Visiting  Aging  Long Distance Relatives During the Holidays

  1. Unpaid bills
  2. Missed appointments
  3. Clutter in a home that was once always neat .
  4. Refusing to go to medical providers
  5. Not taking care of activities of daily living: cooking, bathing, dressing, housekeeping, etc.
  6. Entering contests, credit card maxed out on shopping channels
  7. Recent fall

POST-HOLIDAY EMERGENCY PLAN

When midlife adult children return from the holidays, the family can have a family meeting alone or with an aging professional and look at the problems on everyone’s list, agree on the top red flags and start helping the long-distance family.

Don’t wait till you and your midlife siblings are shocked out of sleep by late-night calls from brothers and sisters, frantically telling them of a crisis with aging Mom or Dad. Don’t force yourself and the other adult children to book last minute, high-cost flights, and gather in scary, sterile hospital rooms with brothers and sisters they have not really communicated in years.

Call an aging life or geriatric care manager for help 

Filed Under: Aging, Aging Family, Aging Life Care, aging life care manager, care manager, case manager, elder care manager, Families, Geriatric Care Management Business, geriatric care manager, Geriatric Care Manager, geriatric social worker, Holiday Rituals in Aging Family, Long Distance Care, nurse care manager Tagged With: aging life and geriatric care management, aging life care managers, care manager eldercare manager, check list for holiday visit, danger signs for holiday visit, geriatric care manager, holidays with aging parents, nurse case manager, visiting aging parents during holidays

What are the 7 Steps to a Successful Concierge Client Inquiry Call on Coming Holidays ?

October 28, 2019

red-phone.jpg

 

 

 

How Not to Lose a New Client at an Inquiry

An inquiry is the most critical point in opening or losing 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

Over the Holidays you will get many desperate calls from adult children visiting their family and discovering- unwrapped gifts, a disheveled Mom – trouble they may not have known about if they lived long-distance or just saw Mom infrequently. Here are steps to success over the holiday 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, determine the level of care 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 complimentary consultation call, you will help them make sound decisions based on reality and assessment. 

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

 

Learn the 5 Clinical Steps  to Signing Up These families

Sign Up for my Free Webinar 

 

Five Clinical Steps to Tame the Turbulence of the Holiday Season in The Entitled Concierge Family

Wednesday, November 21  @2pm – 3 pm Pacific Standard  Time   (Find your local time)   

LIVE Geriatric Care Clinical Training

By Cathy Cress MSW

Find Out More 

 

Filed Under: Aging, aging family crisis, aging life business, Aging Life Care, Aging Life Care Assocaition, aging life care manager, Blog, care manager, case manager, Concierge aging clients, Concierge Senior, Dysfunctional aging family, elder care manager, Families, Geriatric Care Management Business, Geriatric Care Manager, geriatric care manager, geriatric social worker, Holiday Meltdown in Aging Family, Holiday Rituals in Aging Family, inquiry call, Long Distance Care, new customers, nurse advocate, nurse care manager, Thanksgiving, Thanksgiving Parent crisis, Webinar Tagged With: aging family crisis, aging life or GCM inquiry, aging life or geriatric care manager, care manager, care manager eldercare manager, case manager, Certified Senior Advisors, client inquiry, drunken holiday, dysfunctional family on the holiday, GCM inquiry, GCM intake, geriatric care manager, intake, intake Aging Life, long distance care provider, nurse advocate, nurse care manager

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