Cathy Cress

Expert in Aging Life and Geriatric Care Management

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How Catchy Copy Can Sign Up New Long Distance GCM Clients

January 30, 2019

wonder.woman.05.jpg

Care managers need to create gold standard written copy to advertise their services to concierge customers , but need a Wonder Woman  spin that will make copy stand out from your competition. Here is a sample you may use for long distance care providers

“If you are a long distance family care provider for an elder, give yourself Wonder Woman as a  powerful sister to help with the care your aging family member.

Using a preeminent gold standard care manager is a preventative, prudent excellent choice for 3 reasons.

1. If there is a crisis, it is the safest choice to have the GCM solve it if you live long distance. In an urgent situation, the care manager can go to the hospital or emergency room.

2. This is more cost-effective than you getting on last-minute, expensive flights. You can still go but, like Wonder Woman, they can immediately be there to deal with the crisis and solve it. She is good insurance.

3. Before any crisis, you can have the GCM aka Wonder Woman will do an initial assessment and visit your older relative periodically.This is preventative because Wonder Woman can see and solve the problem before it becomes a health crisis that might put your loved one in the hospital.

Think of a care manager the way you do one of those blow-up beds. You can pump them up when you need in a crisis—perhaps avoid that crisis, and you yourself can sleep more soundly and with more peace of mind in your own bed.

Oh and she sometimes morphs into her alter ego- Superman who can who, as you know  ” stands for truth justice and the American way ( and gold standard care  ” and is ” faster than a speeding bullet”
Some of the things a geriatric care manager aka Wonder Woman and Superman can do for you are:

1. Save you money by helping keep your parent out of the hospital and you off emergency long-distance flights.

2.Facilitate a family discussion of needs, resources, and division of labor among friends family

3. Recommend ways to proactively prepare and plan for a parent’s possible health care crisis.

4. Work on family cooperation to formulate a realistic parent-care plan.

5.Assess the strengths and weaknesses of all of the potential caregivers

6. Help adult siblings resolve conflicts about care decisions.

7. Help siblings act together in the best interest of the parent

8.Decrease the tension between hometown and long distance siblings

9. Help the long-distance care provider deal with guilt and frustration that may result from their inability to provide more of the day-to-day care.

10.Locate  the highest quality aging resources in your aging parents’ area quickly and without you having to do it

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

The problems you solve 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, elder law 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  sale

  • •Sign -Up –

Filed Under: Aging, Blog, Care Plan, Families, Geriatric Care Management Business, Geriatric Care Manager, geriatric care manager, geriatric social worker, Holiday Rituals in Aging Family, Long Distance Care, Marketing aging life care, marketing ALCA /GCM, marketing care management, Marketing copy, marketing geriatric care management, marketing to concierge clients, marketing to long distance adult children, marketing to the top 10$, Siblings Tagged With: aging family, aging life care manager, aging parent, aging parent crisis, care manager, case manager, elder care manager, family caregiver caregiver burnout, geriatric care manager, nurse advocate, nurse care manager

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

  • •Sign -Up –

Filed Under: Aging, Aging Family, aging life business, Aging Life Care, aging life care manager, care management start-up, care manager, case manager, Concierge aging clients, Concierge Senior, Geriatric Care Management Business, Geriatric Care Manager, geriatric care manager, geriatric social worker, marketing care management, marketing to the top 10$, nurse advocate, nurse care manager, Poor Nursing home staffing, Webinar Tagged With: aging life care manager, aging life or geriatric care manager, aging life or geriatric care marketing plan, care manager marketing, Care manager marketing data base, case manager, contact data bade, critical success factor For GCM or Aging Life business, CRM for Geriatric Care Manager, geriatric care manager, Marketing, marketing aging life or geriatric carre management, marketing data base, nurse advocate, nurse care manager

-How Do the Benefits You Offer Get Third Parties To Refer to a Care Manager? ?

January 26, 2019

Why would third parties like trust officers, elder law 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 March 2017 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 benefits you offer them and 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 invested in a 7-year research project to get some of these answers, published in the Aging Life Journal. in March 2017. This is the first research study on Aging Life Care 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 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 benefits of the Aging Life Care Association by joining. 

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 a 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  –

 

 

Filed Under: Aging Family, aging life business, Aging Life Care, billing, Blog, care management start-up, cash flow, elder care manager, Elderlaw Attorney, GCM Start -Up, Geriatric Care Manager, geriatric care manager, geriatric social worker, Guardian, inquiry call, Marketing aging life care, marketing care management, marketing to concierge clients, marketing to the top 10$, nurse advocate, nurse care manager, Third Party Referral, Trust Officer, Wealth Management Departments Tagged With: aging family, Aging Life Care Association, aging life care manager, aging parent crisis, care manager, geriatric care management, marketing aging life or geriatric carre management, Marketing Care Management, marketing tactics, marketing to 3rd parties, marketing to trust officers, nurse advocate, nurse care manager

How Do Concierge Aging Clients Transform a Geriatric Care Manager’s Bottom Line?

January 18, 2019

Adding concierge customer’s services to your geriatric care management

agency transforms your agency into a profitable service. 

Why- a geriatric care manager is a powerful health care concierge, just like the

new concierge medical services.

This is a powerful new selling point to potential GCM  clients who are in the

top 10% income brackets.

These clients who can afford long-term care geriatric care management and

private duty home care.

Why offering concierge services a great idea? A geriatric care manager is a

highly skilled professional who acts as a personal assistant to the aging

family.

You offer highly personalized aging parent care.

Concierge clients can reach you at almost any time

You build a deep relationship with the client and family.stock-photo-16832488-tense-couple-in-therapy-session.jpg

As a GPS through elder care, the GCM helps them step by step through one of

the hardest journeys of their life.

A geriatric care manager’s highly personalized service meets all the needs of

the aging family and the client.

GCM’s are like a concierge at a 5-star hotel there to serve the family by

solving their caregiving problems and making elder care more seamless.

But here is a deal breaker, most care managers did not know they must have. You need a  marketing and sales background to do an intake and get the client in your services.           

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 –

Filed Under: Aging, Aging Life Care, aging life care manager, billing, Blog, care manager, case manager, Concierge Client, Concierge Senior, elder care manager, Families, GCM Start -Up, Geriatric Care Management Business, Geriatric Care Manager, geriatric care manager, geriatric social worker, marketing, Marketing aging life care, marketing ALCA /GCM, marketing care management, marketing geriatric care management, marketing to concierge clients, marketing to the top 10$, nurse advocate, nurse care manager, patient advocate, Wealth Management Departments, Webinar Tagged With: aging life or geriatric care manager, Certified Senior Advisors, concierge clinet, eldercare, Entitled Clients, GCM bottom line aging life care, geriatric care mnager, nurse advocate, nurse care manager, wealth management, wealthy clients

What Marketing Tactics Work Best to Reach Aging Life or GCM customers?

January 17, 2019

Marketing your existing or new Aging Life or GCM business is vital to growth, but where you spend your marketing dollars? What marketing tactics .make the most sense for you? Where will you reach your client base best? This is where your marketing strategy comes into play. Before the business can start generating revenue, a marketing strategy and sales techniques must be in place.

A marketing message must be communicated to the public about your new business

 

Marketing Strategy Business concept. The meeting at the white office table

The message is aging life or geriatric care management sells concierge solutions to the grueling aging care decisions families and clients must make.

 

This new service offers expert professional assistance with the tough choices aging family members must make about elder housing, medical care, personal care, finances, end of life and the myriad mind-boggling decisions they face.

 

Your marketing message gives this information to the client and the whole aging family in the support system and can transform the family and ensure you gain clients.

If you really want to wire your business to swiftly bring clients to your caseload and a bigger balance to your bank, then you won’t want to miss this webinar 

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 –

Filed Under: Aging, aging family crisis, aging life business, Aging Life Care, aging life care manager, elder care manager, Geriatric Care Management Business, Geriatric Care Manager, geriatric care manager, geriatric social worker, marketing, marketing ALCA /GCM, marketing care management, marketing geriatric care management, marketing to the top 10$, nurse advocate, nurse care manager, patient advocate, Webinar Tagged With: adding geriatric care management, aging life or geriatric care marketing plan, geriatric care marketing, marketing tactics

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Cathy Cress is the leading national expert in Aging Life and Geriatric Care Management. She is author of Handbook of Geriatric Care Management 4th edition, Jones and Bartlett, published 2015 and known as the bible of geriatric care management. Continue Reading >

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