EPC Module 4 - Communication & Other Timely Issues


Chapter 1: The Social Aspects of Aging

The EPC will learn and describe how the various age cohorts will play a major part in the future shaping of America’s aging population, by affecting the social and economic experiences of the elder that will shape how America ages.

The EPC will work more effectively with their elder clients and prospects by using the knowledge that they have acquired in their study of Gerontology, Aging Theories, Family Structures, Changes and Losses in Later Life, and Future Challenges.

Chapter 2: Communicating with Elders

The principles of effective communication apply to all ages. However, the way that we think and process information changes as we mature. To reach the elder listener with a message that will resonate, it is important to understand four key elements that the communicator must possess in order to ensure that the listener understands the message:

• Recognizing the role that emotion plays in how the elder processes information and makes decisions.
• Learning how to effectively reach the listener’s ‘hot buttons’ by understanding their issues.
• Being able to effectively ‘tell your story’ in a way that will not only get your point across but be positioned to move your listener to action.

This chapter will provide you with an outline of the skills to allow you to become an effective communicator with elders.

A common trait among successful people is their ability to be an effective communicator. This is no different when dealing with the elder population.

The EPC will cover topics such as stressing communication skills and how to listen and respond to the needs of elders with verbal, technological, and print mediums.

Chapter 3: Marketing to Our Aging Society

The EPC will learn why the elder market will be ‘the market’ of the future to work in, regardless of what services or products they offer. When they begin to work in this market, only then will they experience growth in this segment of their client base.

Factors such as demographics and future trends will be looked at in detail, in terms that the EPC can understand and appreciate. This chapter will challenge the EPC to look at their own business structure and see if it will meet the future needs of the elder generations. Various methods of distribution such as direct mail, referrals and the Internet will be studied with the intent of future utilization in dealing with this increasing segment of the population.

The participant will also be introduced to the art of seminar selling in order to generate many results and cut back on the number of one-on-one interviews that otherwise would be required to close the same amount of sales.

Chapter 4: Elder Fraud, Abuse and Ethics

The goal is to provide the EPC with some basic information on how some individuals and companies take advantage of the elderly. Some alternatives on how to avoid fraud are suggested, although the best form of defence is – “If it sounds too good to be true, then it probably is!”

The EPC will look at some common frauds that are committed against the elderly. As an EPC, it is not your duty to protect or save all the elders in the world from fraud. However, it should be considered part of the service that an EPC offers, to provide the awareness that fraud exists and some ways of avoiding it.

In order for the EPC to be ethical when interacting with elders, they first need an understanding of what ethics are, and what they stand for. A working knowledge of how to create successful business practices that utilize ethics along with the EPC Code of Conduct will help the participant to properly look after and serve the elder’s needs.

The EPC will study ethical issues that affect elders. Topics such as ethics, ethical theories, principles, concepts, and business ethics will be looked at in detail. The EPC will also become familiar with the EPC Code of Conduct and that for which it stands.

Chapter 5: Putting It All Into Perspective

The American Initiative for Elder Planning Studies (AIEPS) has endeavored to provide you, the student with some knowledge that will not only provide some invaluable insight into the elder population, but also enhance your relationship within your community and the people with whom you do business.

The time that you have spent to achieve your Elder Planning Counselor designation will ultimately be part of your value-added proposition that you can pass on to the elders that you interact with.
This designation is about people helping people. It is about helping you to proactively position your practices or businesses to make them even more ‘elder friendly.’ The EPC designation program that you have just completed has used some traditional approaches and strategies as we studied in our aging society, and the impact that it will have on our futures.

Even with this said you have just begun an ongoing process—one that will require you to keep on top of changing times and future visions.

Elders have a completely different set of issues, concerns, and values that need to be understood and appreciated as a total package. Any concerns can be solved appropriately if they are effectively addressed. Our elder citizens or elders are an invaluable source of experience and knowledge for younger generations. They are the heart of the family and the foundation of your communities.