Aging Archives ⋆ Page 3 of 232 ⋆ Cathy Cress

Why Do Care Manager’s in Business need a Rolladex on Speed ?

January 29, 2019

If you are an aging life or geriatric care manager- you need three databases. The second is a contact database or Customer Relationship Management database CRM . Think of them as your old Rolodex on speed.

Any aging life or geriatric care management business has to start out with a foundation of great customer relationships. Get the CRM database before you open your doors and fill it up with referral sources to your customers- mainly- elder law attorneys, trust officers, concierge physicians and all target professionals who refer families to you who need GCM.

You, the aging life or geriatric care management seller, must connect with aging families who need your product.T he best way is through your CRM database and these key referral contacts.

As your company expands these Aging Life or GCM business connections grow more sophisticated. You start to manage a myriad of connections, across time, within each referral contact you do business with. Instead of using Excel spreadsheets with marketing targets, with a CRM, you can send a form elder law letter to all elder law contacts individually addressed. You can use the CRM to track all calls, newsletters sent emails, or marketing visits to a concierge physician to track the ” touches” you made in marketing to that third party. It will do mass mailings even newsletters.

You can add all of your continuum of care or all contacts in the community that helps you weave a care plan- physicians, elder mediators, CCRC, and all housing, MFT who specialize in aging- all the contacts that you use as your individual prescription or care plan.

You use the CRM marketing database to track marketing appointments customers etc, but what do you do when you show up at the marketing appointment. Do you know how to market to third parties like attorneys, concierge physicians, wealth managers etc,

Join me in my new FREE Webinar
Learn to Sell Benefits not Features to Third Parties to Grow Your Care Management Bottom Line

When: March 6, 2019
2PM-3PM PST
Learn

What problems are you solving for 3rd parties so they will refer to you.

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

What specific problems to solve for upscale Assisted Living, accountants, financial planners, MD’s

Step by Step how to set up meetings with 3rd parties to make the

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Start-Up Geraitric Care Management Marketing and PR Checklist

January 28, 2019

If you are going to start an ALCA or Geriatric Care management business, you must do what most care manager ( usually social workers and nurses have never done – do marketing and public relations. Here is a helpful start – a beginning of PR Marketing Checklist.

This list was created by legendary former GCM Merrily Orsini, who created the model for Senior Bridge, now Humana, from her own ultra-successful Geriatric Care Management business in Louisville. She authored the chapter, Marketing Geriatric Care Management, inHandbook of Geriatric Care Management Fourth Edition. Orsini now owns Corecubed a Marketing Agency for Senior Marketing Merrily Orsini for more information.

Start-Up Geriatric Care Management PR/ Marketing Checklist

Rear view of a businesswoman looking at large business planning sketch on a chalkboard.

1. Brand Identity- including logo design and collateral material design

Services needed to complete

Research competition, develop key differentiating features, develop brand-positioning statement, and develop business names, graphic design for the logo. , colors for business communication Consider consulting a branding firm.

2. Business Identity –

Get coordinated business card envelopes, note cards, and folders

Services needed to complete

Graphic design, printing, and delivery

3. Products sheets or Sell sheets, Brochures

Services needed to complete- Copywriting, graphic design, printing, and delivery

4. Identified and Defined Prospects-Third Parties- including a prospect profile

Services needed to complete- Identify prospects-Third Parties. Research develop prospect profiles, mailing lists, key factors in specific communication messages per target audience. Add to marketing excel sheets.

Want to know more?

Join me in my new FREE Webinar
Learn to Sell Benefits not Features to Third Parties to Grow Your Care Management Bottom Line

When: MARCH 6, 2019
2PM-3PM PST
Learn

What problems are you solving for 3rd parties so they will refer to you.

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

What specific problems to solve for upscale Assisted Living, accountants, financial planners, MD’s

Step by Step how to set up meetings with 3rd parties to make the

•Sign -Up –

If you really want to run a GCM business that makes money by targeting concierge clients then you don’t want to miss this free training.

Stop -Before Starting Geriatric Care Management Business – Do a Competition Survey

January 25, 2019

If you are thinking of starting private geriatric care management, a competition survey is critical to decide if you can make a profit in this business.

You are surveying who your competition is in the geographic area you want to serve. You are discovering if you can achieve market share in the area you choose to serve.

You want to create a survey in excel that tracks the individual care manager’s in your services area, and find out what their hourly fee is, do they include homecare, what geriatric care management services does each GCM offer, do they answer in two rings, how is their customer service, are they on call 24 hrs a day, are their care managers certified.

Use a staff member or outside person to be a secret shopper and make the calls, as you are doing market research. You must find someone who feels comfortable impersonating someone else. You need to give that person a customer story- they are a daughter looking for services in your area and calling around and a description of the fake mother and her problems

The Trump administration has been criticized lately by suggesting to laid-off coastguards in his g0vernment shutdown, who should be patrolling our ports, as need extra income for food rent and mortgages, try being a secret or mystery shopper.

This will also tell you if the local market is too saturated for your new business to compete with the other care management agencies. It will test whether you can make a profit- can you make money, pay your bills, actually go to the next step while doing good?

Fewer business are failing in 2018 for many reasons. One is the tendency of would-be entrepreneurs to evaluate business opportunities more carefully before taking the plunge, by doing a competition survey. Potential company founders are more selective than they used to be. This means fewer marginal companies – businesses whose products are not needed or whose markets are already being served by other businesses – are being formed. As a result, the average American company is stronger and more likely to survive than it once was. This means doing a competition survey to find out if your product care management is really needed in your market and are too many geriatric care management competitors, in your area for you to successfully compete as a new business.

Learn how to do your market sizing and competition survey and discover whether you have enough customers in your area to start your care management business. Don’t Guess and fail.

Subscribe to my YouTube Channel Geriatric care 1 to get more care management information to help your business

Get a Big Bang For Your Fee PR Budget with a Care Management Speaker’s Bureau

January 20, 2019

To succeed on Geriatric Care Management or ALCA you need to do 4 things

Provide an excellent gold standard service
Understand the inquiry and sales process
Use Good PR
Use the web smartly

Public relations is a key marketing strategy for Geriatric care managers. What is it? Just what is says- building relationships between you and your GCM customers? It is also FREE stories about you and your agency for your agency, saving you lots of money.

Why PR? Because it is free, believable, gives you credibility and stature, helps build your business, gives you authority, read by a lot of people /customers and remembered.

There is paid marketing -the web, newspapers, sponsorships etc. But if you do free PR you should put a Speakers Bureau in your Marketing /PR Toolbox.

One of best PR tools you can use from your toolbox is a speaker’s bureau.

What is a Speakers Bureau in geriatric care management or Aging Life Business? Why have one? There are two marketing groups you have to attract- third parties like Elder law attorneys who can refer clients to you. The other is adult children and this group is hard to pinpoint. A speakers bureau gives the perfect PR tool to reach them.

The Speaker’s Bureau is a series of ” Hot Topics” present ted at women’s clubs, services clubs like the Rotary, family councils of facilities, etc. to draw potential clients like adult children or older clients

You create 4 Hot Topics, like “Mom Loved you Best-“ Working with Siblings over older Parent Care., “The Dutiful Daughter- How women can take care of themselves while being a caregiver.” ” Parent-Sweetheart Scams – How to understand undue influence and protect your aging parent from being scammed”

Everything is done ahead for the speaker- methods to make the calls, the speech, the handouts, the timeframe. This is a really effective marketing tool that your ALCA or GCM agency use to draw a future bank of customers.

Join me in my new FREE Webinar
Learn to Market Like Your Business Depended on it!
When: January 23, 2019
2PM-3PM PST
Learn

How to develop lead generation and tactics through third parties

How to position your agency so it stands out from your competitors
How to develop or rewrite a strategic marketing plan in 2019 that brings more customers
How to use branding to build positive gut feelings about your agency
How to set up leads generation with both a speakers bureau to do co-presentations & join the rubber chicken circuit to reach adult children and targeted audiences:
•
• Sign -Up –

10 Steps to Serve Demanding, Difficult ,Wealthy Long Term Aging Clients Like Donald Trump

January 19, 2019

How Do You Deliver and serve long-term clients from the top 10% financially- who can offer sustainable financial growth to your Aging Life or GCM company?

You offer superior professional Gold Standard Concierge Service to Client and Family- Care they demand.

You offer preventative care to avoid crisis and chaos that can be there MO -Helps Keep Clients Out of E room and nursing homes and keep them at home where they wish to be and you from losing the case.

You write or rewrite your business plan that has a value proposition in your marketing plan to reach your target markets to concierge clients in the upper 10% and the third parties who in many cases serve them as well, like elder law attorneys and upscale assisted living.

You Use the value proposition from your business plan – leading to one-time/long term client engagements – How

Deliver gold standard concierge service
Offer confidential services that clients and families can trust
Do not have the VIP syndrome with these sometimes famous clients
Serve whole aging family where adult children are entitled and difficult as well.
Provide a GPS through health care needs so that best care is delivered seamlessly
Have a full GCM toolbox and know all community resources –to change tools as client change and age safely in place
Refer or provide skilled background checked home care aides who meet the need of entitled clients
Be willing and skilled enough to accept difficult entitled clients who are narcissistic, demanding and unreasonable like Donald Trump , Sumner Redstone, Huguette Clark
Have someone on your staff who has a clinical background in dysfunctional aging families, and psychodynamic diagnosis, and understands undue influence
Have upscale resources in your resource database like private drivers, private chefs, car services, upscale golf clubs that cater to older clients, and upscale assisted living

Join me in my new FREE Webinar
Learn to Market Like Your Business Depended on it!
When: January 23, 2019
2PM-3PM PST
LearnHow to develop lead generation and tactics through third partiesHow to position your agency so it stands out from your competitors
How to develop or rewrite a strategic marketing plan in 2019 that brings more customers
How to use branding to build positive gut feelings about your agency
How to set up leads generation with both a speakers bureau to do co-presentations & join the rubber chicken circuit to reach adult children and targeted audiences:
•
• Sign -Up –

Find out more about a value proposition and subscribe to my Youtube channel Geriatric Care 1 to find out more about marketing Aging Life or Geriatric Care Management.

Get a Big Bang For Your Fee PR Budget with a Care Management Speaker’s Bureau

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