Topic: What got you here, Won’t get you there!

Day: Friday 16 October 2020

Time: 1:30pm – 1:50pm AEDT

Abstract:

Waiting lists are shorter, competition is fiercer, residents have higher care needs and stays are not as long. The industry is building bigger, better and classier facilities. Admission staff are required to become salespeople to fill the accommodation gap. Methods that worked in the past no longer work to fill your rooms. Your people need to be able to demonstrate compelling reasons why residents should reside in your facility. It’s about setting realistic expectations, developing listening skills, being able to interpret body language then asking the right questions to uncover needs and fulfilling them to the satisfaction of the resident and their family. The bottom line is to skill staff to feel confident and comfortable engaging potential residents and their families. Confidence can be built by having expert knowledge on financial and care options including understanding various accommodation strategies. It’s all about being effective so you can fully engage potential residents to be “sold” on your facility. Alteris Lifestyle & Care advisers gives aged care financial advice to over a 1000 families every year moving into residential aged care. We work with aged care homes and interact with admissions staff. We get to see what people do well and want doesn’t work when trying to onboard a resident. Let us share this collective knowledge & demonstrate workable techniques with you. This will keep you ahead the game so you can put out the “no vacancy” sign.

 

Biography:

Donald Swanborough

AFP®, Dip FP (Deakin), Dip FS (Financial Planning), Dip AII

Training & Development Manager – Affinity Aged Care Financial Services 

As a specialist retirement & aged care adviser with more than 30 years in the industry, Don has extensive experience in guiding clients through the complexities of the aged care and retirement living systems. He now mentors and coaches the Affinity financial advice team of specialist aged care advisers. Don’s role is to also build referral partnerships with aged care and retirement living communities through training, presenting at industry events and attending client events. He has delivered talks on aged care and retirement living at LASA conferences and for Anglicare, Moran Group, IRT, Opal, Scalabrini and Rotary to name a few. He is an Associate of Financial Planning Australia and a member of the Association of Financial Advisers.