Finding Wealthy Clients Through Trust Departments
How do you find long-term clients from the top 10% financially- who can afford geriatric care management and home care and then offer sustainable financial growth to your Aging Life or GCM company?
Some of the hardest clients to find are the probably upper 5% who have their money managed by a Trust Department of a bank.
How Do You Locate Trust Departments to Market to?
Not all banks have Trust Departments and you want to find banks near you who do. Plus the trust department of a bank usually is not in every bank but in one central bank in a larger city, serving all the branches. For example, I live in small Santa Cruz, California and Northern Trust, and Wells Fargo Trust are all located in San Francisco or Palo Alto.
Once you locate the central trust department then you have to make an appointment and sell yourself to meet with the trust officers. Your sales pitch needs to be uber good enough to allow the trust officer to refer you on to the trust clients, who often have 5 million or more in assets.
You offer to the trust officer must include superior professional Gold Standard Concierge Service to Client and Family- Care that the wealth manager and entitled client demand.
But your most compelling sales message to a trust department or any 3rd party is not that you have something wonderful to sell –it is ” I understand what your clients need and what will benefit both your wealthy clients and what will benefit you.”
You sell GCM or ALCA to wealth managers through the VIP benefits you bring them through the Benefit”SO” method
You offer high-end services from your resource databases like private drivers, private chefs, car services, exclusive golf clubs and recreation that cater to entitled older clients, and upscale trust clients –Benefit So– the wealth manager will be assured you know what his high-end clients prefer for services
You explain that you are skilled in working with difficult entitled clients who can be narcissistic, demanding and unreasonable- Benefit- So the wealth manager can do what they do best= manage money and you can solve the dysfunctional family issues that wealthy difficult families are plagued with when agreeing on the best care needs for their parents.
Regularly monitor the status of an older client and report back to the financial advisors when a change in care needs or level of care is needed Benefit so the wealth manager can work with her clients financial needs and you, the professional care manager can assess and inform her about the health and psychosocial needs so aging problems not become a crisis and are solved preventatively
Organize community resources for clients so have the highest quality VIP health care and quality of life Benefit so the wealth manager can suggest the most gold standard and highest quality services in the community to meet her clients needs as he ages
Make clients feel engaged with your health and social services concierge who works with them individually and understand their exclusive needs -Benefit So the entitled trust client feel that they have a 1-1 concierge who will serve them individually in finding the best, VIP care, they feel they deserve
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 of Concierge Clients
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
paid others to meet their needs (as opposed to families who must themselves find and orchestrate ways to meet basic and complex needs themselves or with the help of the extra-familial system). Often these families have household staff, i.e., nannies, butlers, drivers, private pilots, cooks, and maids. They may have available to the business and family lawyers and accountants, as well as, teams of medical professionals and concierge physicians. Consequently, in almost all situations they are uninvolved in processes, especially those that are difficult, stressful and time-consuming. ( Fine and Newcombe- Entitlement in the Aging Family, Care Managers Working With the Aging Family)
normal families and have been well parented although you will find a mixture of dysfunctional aging families. Their adult children tend to be supportive of their parents, although again you will find a mixture of dysfunctional families in this category.
