GCM Start -Up Archives ⋆ Cathy Cress

Feed me Feed Me-How Do You Get Professionals to Make Referrals to Your Business ?

August 18, 2018

Why would third parties like trust officers, elderlaw attorneys, conservators or guardians refer a care manager to their aging client and family? If you have an Aging Life or GCM business you need to know. The Journal of Aging Life Care in its latest issue gives care managers some critical clues to solve this question.

Why do you need to know this? First, you need to create a practice that meets the needs of your clients and major referral sources. Many clients- usually adult children, call you to start services on their own. But a good majority of clients will call you because their attorney, bank trust officers, CPA referred them. These third parties need to know what you will do for their clients if they are to make referrals to your agency. On the feeding chain of referrals, they are one of your most important sources to feed income into your business. You have to deliver what they need to make money.

The Florida Chapter of Aging Life has invested in a 7 years research project to get some of these answers, just published in the Aging Life Journal. This is the first research study on Aging Life Care,

geriatric care management of care management that pinpoints what third parties who refer clients want and value in a care manager. It is groundbreaking.

Reading this tells the care manager, not only what to include in their services but in their marketing material, and sales pitch or elevator pitch to the third party when you go to market your care management services. It tells you what they are looking for in a senior advocate for their aging client and their family in a very clear table. Get a copy of this important Journal and receive all the great benefits of the Aging Life Care Association by joining.

Want to make serve the GCM market that will make you a profitable business? Join me for my free webinar, “Start and Run a Profitable Geriatric Care Business” on August 22. Learn how to transform your GCM entrepreneurial dream into a money-making business with 5 profit driven steps Learn more.

How to Hire Geriatric Care Manager Who Can to Bill their Client Time

August 16, 2018

Learn how to increase your care management billing by hiring care managers who feel comfortable when billing clients. The door to profit is opened by hiring care managers who have no ethical dilemma about billing. You go through that door by employing care managers who are happy to bill clients and do not have to be trained, coaxed or even counseled to bill clients for their billable time.

money even though they started a business and their agency lifeblood in billing customers so they can make payroll and grow their business. More than that, 75% of these health professionals are women and it is their DNA to give things away or the human race would not survive. But a care management agency is not a baby it is a business and you feed it and nurture it with money.

Watch this video to understand what you must do to screen candidates who can bill, train new hire care managers so they understand your billing expectations of 85%, coach them to bill 85% of their time through weekly billing reports and understanding what is client time that is billable and what is non-billable. Understand what else you can do to increase your profit through billing reports, incentives to case managers and an easy to use billing software

Should You Change Your Care Management Mission to Say You Want To Make Money?

July 24, 2018

Geriatric care managers must change their mindset and mission to bill 85% of their client time. Your mission must suggest that you are 100% clear you want to make money. It must appeal to the top 10% of the eldercare population seeking help for a senior. You use marketing and copywriting skills. A mission can be your tagline” Understanding Concierge Care Needs: Delivering Gold Standard Solutions”.

Your geriatric care management business plan starts with your mission statement, which should state the core of your business in a few sentences. The mission statement should reflect the goals and values of your organization including making money. It should be short, focused, perhaps only 20 words, written in the present tense, in positive terms, and without qualifiers.

As the beginning of your business plan, your mission adds a key part to a document that will allow you to plan your business and get investors or business start-up loans funded by banks.

These entities will know you plan to make enough profit to pay them back through your mission and financial projections. Your mission tells the upscale protentional clients you market to that they can expect the exclusive service they seek that is by nature expensive.

Want to make serve the GCM market that will make you a profitable business? Join me for my free webinar, “Start and Run a Profitable Geriatric Care Business” on August 22. Learn how to transform your GCM entrepreneurial dream into a money-making business with 5

profit driven steps

Learn these 5 Critical Steps to Financial success, including crafting your mission, from Cathy Cress, MSW, author of the book known as the bible of geriatric care management. Learn how to transform your GCM entrepreneurial idea into a profitable reality before you even open your doors.

Sign Up For My Free Webinar

Watch my YouTube below to learn how to craft a winning mission or tagline.

How to Hire Geriatric Care Manager Who Can to Bill their Client Time

July 19, 2018

Nurses, social workers, and health professional who are employed in a for-profit aging life or geriatric care management agencies rarely feel good about billing clients. They were educated to serve people not bill them. They entered health professions where you gave things away did not charge them money. They often feel slimy asking for money even though they started a business and their agency lifeblood in billing customers so they can make payroll and grow their business. More than that, 75% of these health professionals are women and it is their DNA to give things away or the human race would not survive. But a care management agency is not a baby it is a business and you feed it and nurture it with money.

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

July 12, 2018

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 that tracks the individual care manager’s in your services area, and find out what their hourly fee is, do they now include homecare, what geriatric care management services does each GCM offer.

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 businesses 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 assessment and competition survey ( or secret shopper) in the Handbook of Geriatric Care Management 4th edition and discover whether you have enough customers in your area to start your care management business. Don’t Guess and fail.

Contact

Connect with Cathy

Get Cathy’s “10 Critical Success Steps to a Profitable Aging Life or GCM Business”