Why would third parties like conservators or guardians use a care manager to assist with their aging client and family? If you have an Aging Life or GCM business you need to know.
Why do you need to know this? First, you need to create a practice that meets the needs of major referral sources like conservators the term we use in California or a guardian , Many clients- usually adult children, call you to start services on their own but a conservator calls you directly.
A conservator or guardian has the legal choice in hiring a geriatric care manager or ALCA members. These third parties need to know what you will do to help them with their clients if they are to work with your agency. On the feeding chain of referrals, conservators or guardians can be one of your most important sources to feed income into your business. You have to deliver what they need to make money.
Benefits and Features
Features often directly address common problems experienced by users. Benefits are the outcomes or results that users will (hopefully) experience by using your product or service – the very reason why a prospective customer becomes an actual customer.
For example, a conservator is usually a legal entity that manages money and legal guidelines. A geriatric care manager is usually a health professional who specializes in the physical and mental health of an older person. So you benefit a conservator or guardian by offering your in-depth knowledge of of the health care issues and solutions for an older conservatees
How Do you Sell Your Services to a Guardian or Conservator – Benefits
Some Examples of benefits you bring to a conservator guardian
- You can act as a ‘medical information hub,’ attending doctor appointments and providing Conservator with physician notes, current vital signs, medications information, and treatment directions.
- You can assess whether care in a facility is delivered as contracted by the Conservator.
- You allow the Conservator to get out of the ‘hot seat’ when working with families with extreme dysfunction.
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Learn to Sell Benefits not Features to Third Parties to Grow Your Care Management Bottom Line
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What is a benefit vs features and how to find benefits for each 3rd party you market to?
What specific problems you solve for wealth managers, elderlaw attorneys, and concierge physicians
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Reading this tells the care manager, not only what benefits to include in their services but in their 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 their in a very clear table. They found the number one reason third-party clients use care managers is they assess and monitor their clients and update the third parties on a regular basis. This is a key benefit you can use when you market to third parties, like wealth managers, elder law attorneys, or guardians. 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 
Geriatric Care Management 4th edition
