care manager intake Archives ⋆ Cathy Cress

Aging Life or Care Management Intakes- Do You Know How to Make the Sale?

May 15, 2020

Do you know how to increase your slower inquiry calls during COVID-19?

It all starts

with having Covid-19 products, alongside your existing products and services. But the sale is made at the inquiry when the client calls you.

Especially during the pandemic do you know how to sell over the phone when you cannot yet go to all people’s homes? Even so, do you make this fatal and costly mistake with a client inquiry? When you get a request for information, over the phone, do you drive to the client’s home to do the intake- without first getting a deposit and contract first? How does this break your bank balance?

Aging Life care manager Sally Sanitze received an inquiry call and drove an hour to see the client. After spending two hours explaining her services, doing a geriatric assessment then asking for a deposit and signed contract the older gentleman said he could not afford her services and would not sign the contract at that time. The Aging Life care manager came up empty-handed.

How do you avoid traveling for two hours, spending 3 or more hours with a client, and not getting the case or making the sale?

You do the inquiry over the phone with a complimentary consultation, and then make the sale and ask for the contract and the deposit. You do not drive to the client’s home without first getting a signed contract deposit – first.

Here’s how You Do Two Call Intake

You do a two-call intake. The first inquiry call to your agency taken by a highly experienced staff in your office. That person must clearly understand the client problem, prompting the call to your agency and crucially finding out how it impacts both the client and the care providers.

They then offer an appointment to do a complimentary consultation for 30 minutes scheduled within 24 hours, made for the agency director.

What To Do in the Complementary Consultation

Do briefly outline how you are an expert at solving the problems (moving,keeping at home, COVID-19 safety in an elder’s home or home from the hospital with Covid-19)
Do a mini care plan showing exactly how you would solve the client ‘sand care providers problem outlined in the first inquiry call
Do make the sale by asking the client if they are ready to move forward with a contract and deposit
If they say yes send out a contract through Adobe and get a deposit through Pay Pal.

Join Me in My New Free Webinar

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

Sales have severely declined in COVID_19. Learn how to increase your, clients,

through all your products but especially the 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.

When?

Date Tuesday, June 23

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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Do You Need Sales Experience to be a Geriatric Care Manager?

December 13, 2019

Do You Like Sales or Hate It?

Doing a successful client intake takes two Aging life /geriatric care management skills- knowledge and experience in geriatric care management and something that few aging life care managers have – a sales background.

Let’s touch on the first. All geriatric care managers must have a degree in the health care field such as nursing or social work. An advanced degree is optimum. Care managers also need a background in family therapy- specifically the aging family system. You rarely work with just the elderly or disabled clients. Most of your work is with the family system-adult children, the older person, and the extended family. That takes knowing family therapy.

But here is a deal-breaker , most geriatric care managers did not know they must have. You need a sales background to do an intake and get the client in your services.

You started a private aging life business to help older people but in order to successfully help them, yourself and your own family, ( kids need braces- you need to pay your mortgage) you have to know how to sell your product to make money. That takes knowing and feeling comfortable with sales.

Sales classes for social workers and nurses and few and far between. Do you need help to market master sales and run a profitable care management business.?

Build or Rebuild (remember those 3 Little Pigs) Your Aging Life or Care Management Business So the Wolf Can’t Blow It Down

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January 23 @ 2:00 pm – 3:00 pm PST

The busiest season for care managers is January & February after as adult children have just visited for the holiday and seeing their elderly parents skating on very thin aging ice

Learn care management marketing so you can:

Capture those desperate clients in January after the festive fright-

Develop strategic marketing that brings more customers,

Understand branding

Develop a positioning strategy so the caller chooses you

Understand lead generation in care management

Woman consultant explaining contract to her client

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THIS FREE WEBINAR FROM 2 PM – 3 PM PST January 23, 2020

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Do You Give Away the Store When You Do An Intake?

October 31, 2018

Do you make this mistake with a client inquiry? When you get a request for and intake, over the phone, do you then drive to the client’s home to do the intake- without a deposit and contract? What can happen when you do this.

Aging Life care manager Sally Sunshine received an inquiry call and drove an hour to see the client. After spending two hours explaining her services, doing a geriatric assessment then asking for a deposit and signed contract the older gentleman said he could not afford her services and would not sign the contract at that time. The Aging Life care manager came up empty-handed after hours of driving, doing a 2 hours geriatric assessment with no new case, contract or deposit for all her time and expert effort.

How do you avoid traveling two hours, spending 3 or more hours with a client and not getting the case or making the sale?

You do the inquiry over two phone calls first one offering a free complimentary consultation, and then making the sale and asking for the contract and the deposit in the second call. You use Adobe and Pay Pal to get the deposit and contract within hours. You do not drive to the client’s home without getting a signed contract deposit – first.

Join me in my new Webinar

5 Ways to Tame the Turbulence of Holiday Meltdown in Aging Families

During the busiest season for care management referrals-

You Will Learn:

How to sell services during telephone intake, to desperate adult child callers
How to give hope to frantic children who call, after seeing their aging parent struggling with the rituals
How to use GCM tools to contain Holiday chaos
How to use financial forecasting to prepare for growth during the holidays
How to work with both dysfunctional and long-distance families who call during the holidays
- Sign Up

Aging Life or Care Management Intakes- Do You Know How to Make the Sale?

July 23, 2018

Do you make this fatal and costly mistake with a client inquiry? When you get a request for information, over the phone, do you drive to the client’s home to do the intake- without first getting a deposit and contract first ? How does this break your bank balance?

Aging Life care manager Sally Sunshine received an inquiry call and drove an hour to see the client. After spending two hours explaining her services, doing a geriatric assessment then asking for a deposit and signed contract the older gentleman said he could not afford her services and would not sign the contract at that time. The Aging Life care manager came up empty-handed.

How do you avoid traveling two hours, spending 3 or more hours with a client and not getting the case or making the sale?

Here’s how

They then offer an appointment to do a complimentary consultation for 30 minutes scheduled within 24 hours, made for the agency director.

What To Do in the Complementary Consultation

Do briefly outline how you are an expert at solving the problems (moving, keeping at home, Alzheimer’s wandering)
Do a mini care plan showing exactly how you would solve the client ‘sand care providers problem outlined in the first inquiry call
Do make the sale by asking the client if they are ready to move forward with a contract and deposit
If they say yes send out a contract through Adobe and get a deposit through Pay Pal.

Want to make serve the GCM market that will make you a profitable business? Join me for my free webinar, “Start and Run a Profitable Geriatric Care Business” on August 22. Learn how to transform your GCM entrepreneurial dream into a money-making business with 5 profit driven steps

Learn these 5 Critical Steps to Financial success from Cathy Cress, MSW, author of the book known as the bible of geriatric care management. Learn how to transform your GCM entrepreneurial idea into a profitable reality before you even open your doors.

Sign Up For My Free Webinar

Do You Need Sales Experience to be a Geriatric Care Manager?

February 27, 2017

Let’s touch on the first. All geriatric care managers must have a degree in the health care field such as nursing or social work. An advanced degree is optimum. Care managers also need a background in family therapy- specifically the aging family system. You rarely work with just the elderly or disabled client. Most of your work is with the family system-adult children, the older person and the extended family. That takes knowing family therapy.

But here is a deal breaker , most geriatric care managers did not know they must have. You need a sales background to do an intake and get the client in your services.

Sales classes for social workers and nurses and few and far between.If you want to start a aging life or care management business and learn sales, check out my geriatric care management start up suite to help you master sales and running a profitable care management business.
But here is a deal breaker , most care manager did not know they must have. You need a sales background to do an intake and get the client in your services.

Sign -up now for 2 hour webinar with me How to Do a Complementary Consultation on the PhoneStrategy for a Successful Intake to Make the Sale – Limited to 10 participants $89.00

Do You Need Sales Experience to be a Geriatric Care Manager?

Do You Like Sales or Hate It?

Do You Need Sales Experience to be a Geriatric Care Manager?

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