Cathy Cress

Expert in Aging Life and Geriatric Care Management

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Do You Give Away the Store When you a Care Management an Intake?

May 29, 2020

red-phone.jpg

Do You Make This Mistake ?

 

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. 

Stop Traveling 3 hours & Get No Contract

How do you avoid traveling to an hour to do an intake- spending 2 hours doing an initial assessment and getting no contract or deposit as the client tells you he/she cannot afford you.

Get Contract Signed in Two Phone Calls

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 Free Webinar

 

Conquer Care Management Sales- 5 Steps Close the Sale

 

You will Learn

  • How to close the sale, get the contract signed with a 2 part intake over the phone Unknown-1.png
  • 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-

 

Filed Under: aging family crisis, Aging Life Care Assocaition, ALCA Products for COVID_19, Blog, Care Management Products, Close The Sale, Contract signed, coronavirus, Coronavirus emergency plan, coronavirus marketing, Covid 19, COVID-19 & Care Management, FREE MARKETING WEBINAR, FREE WEBINAR, GCM products in COVID-19, GCM Webinar, geriatric care manager, inquiry, inquiry call, inquiry COVID-19, Intake, Intake COVID-19, Long Distance Care, Webinar Tagged With: aging life care manager, aging parent crisis, care management intake, care manager, case manager, COVID_19 inquiry, COVID-19 intake, COVID-19 PRODUCTS, geriatric care manager, intake Aging Life, intake over the phone, marketing during COVID-19, nurse advocate, nurse care manager

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,

3

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
  • SIGN UP FOR FREE

 

Filed Under: Aging, Aging Family, aging life business, Aging Life Care, aging life care manager, care manager, case manager, coronavirus, coronavirus marketing, coronavirus shut down, Covid 19, COVID-19 & Care Management, Covis-19 Services, Geriatric Care Management Business, geriatric care manager, Geriatric Care Manager, geriatric social worker, inquiry call, Intake, nurse advocate, nurse care manager, Webinar Tagged With: adding geriatric care management, aging life inquiry, aging life or GCM inquiry, aging life or geriatric care manager, aging parent crisis, care management intake, care manager, care manager intake, case manager, COVID_19, COVID-19 PRODUCTS, geriatric care manager, geriatric care sales, inquiry, intake Aging Life, intake over the phone, making the sale, marketing during COVID-19, nurse advocate, nurse care manager

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

October 31, 2018

red-phone.jpg

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

Filed Under: Aging, aging family crisis, Aging Life Care, aging life care manager, Blog, case manager, Geriatric Care Management Business, Geriatric Care Manager, geriatric social worker, inquiry call, Intake, nurse advocate, nurse care manager, Thanksgiving, Thanksgiving Parent crisis, Webinar Tagged With: aging family crisis, aging life care manager, aging parent crisis, care management intake, care manager, care manager intake, case manager, geriatric care manager, intake Aging Life, intake over the phone, nurse care manager, nurse navigator

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