geriatric care manager Archives ⋆ Page 3 of 121 ⋆ Cathy Cress

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.

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

Aging Life or Care Management Intakes- Do You Know How to Make the Sale?

July 23, 2018

Do you make this fatal and costly mistake with a client inquiry? When you get a request for information, over the phone, do you drive to the client’s home to do the intake- without first getting a deposit and contract first ? How does this break your bank balance?

Aging Life care manager Sally Sunshine received an inquiry call and drove an hour to see the client. After spending two hours explaining her services, doing a geriatric assessment then asking for a deposit and signed contract the older gentleman said he could not afford her services and would not sign the contract at that time. The Aging Life care manager came up empty-handed.

How do you avoid traveling two hours, spending 3 or more hours with a client and not getting the case or making the sale?

You do the inquiry over the phone with a complimentary consultation, and then make the sale and ask for the contract and the deposit. You do not drive to the client’s home without first getting a signed contract deposit – first.

Here’s how

You do a two-call intake. The first inquiry call to your agency taken by a highly experienced staff in your office. That person must clearly understand the client problem, prompting the call to your agency and crucially finding out how it impacts both the client and the care providers.

They then offer an appointment to do a complimentary consultation for 30 minutes scheduled within 24 hours, made for the agency director.

What To Do in the Complementary Consultation

Do briefly outline how you are an expert at solving the problems (moving, keeping at home, Alzheimer’s wandering)
Do a mini care plan showing exactly how you would solve the client ‘sand care providers problem outlined in the first inquiry call
Do make the sale by asking the client if they are ready to move forward with a contract and deposit
If they say yes send out a contract through Adobe and get a deposit through Pay Pal.

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 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

What are the 7 Steps to a Successful Concierge Client Inquiry Call ?

July 21, 2018

Intake is the most critical point in opening or losing a case. A successful intake means increasing your aging life or geriatric care management business. Over the Holidays you will get many desperate calls from adult children visiting their family and discovering- unwrapped gifts, a disheveled Mom – trouble they may not have known about if they lived long distance or just saw Mom infrequently.Here are steps to success over the holiday intake or any inquiry
1. You must assure the caller that your geriatric care management services can be counted on to thoroughly assess the elderly person’s and family caregiver’s situation at the intake, determine the level of care and level of GCM monitoring to sell your services.
2. You sell these services through convincing the caller that you offer highly personalized and compassionate approach to the family and older client. This breaks down to gaining client and family trust that your GCM services are the very best path leading them the care they desperately need- led by a professional guide they can count on.
3. You persuade them that they will get unbeatable customer appreciation, you will exceed their customer expectations, ensure the quality of life for the older client and offer a concierge driven service.
4. You explain how your hands on professional staff can make families relieved and happy because they understand they save precious time and overwhelming stress by using professional GCM’s.
5. You show them you can access all community services and resource options they could not find alone and are now available to them through your services.
6. In this one sometimes short call, you show potential new clients how your concierge care management service will solve their problems through -you the GCM being there for them every step of the way.
7. You persuade them that by scheduling the next step, a free complimentary consultation call, you will help them make sound decisions based on reality and assessment.

The GCM sells all of this through a free complimentary consultation done by a compassionate and highly skilled professional the director of the agency.

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 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

What are 7 Spiritual Quality Of Life Activities for Elders?

July 20, 2018

Leonie Nowitz, a geriatric care manager who has a deep interest in spirituality and writes about it often, once told me to look at spirituality as a question ” What is this all about”. As we age this question becomes primal, as we face death coming at a rapid pace. We wonder- do I go to heaven, to hell, or just energy or dust. Will I meet angels- my wife in heaven.?

Ms. Nowitz said that when you define religion, look at it as a filing cabinet with each drawer is a religion with it’s answer to spirituality ” “What Is this all About”. There is one for Jews, Protestants, Hindu’s Muslims, Quakers, The Environment- all religions and belief systems.

One assessment care managers can do is a Quality of Life assessment to find out where joy can be found again. If spirituality is something that would increase an elders quality of life, here are some activities that you may suggest to an older client or their family.

Spiritual Quality of Life Activities

If an older person appears isolated and is unable to attend their place a worship because of not driving or disability, and they wish to still join a congregation, contact the head of the religious group and ask if members could transport him or if they have a van service or arrange for members to transport them to services. If they cannot get out ask if the spiritual leader or congregation members would make home visits.
If an older person is not now a part of a religious group but what once was and has some interest in returning, contact the head of the religious group and ask him/her to make a home visit and the care manager follow-up with transportation arrangements if yes.
If an older client has had a recent close relative or friend die and wishes to return to a spiritual group she knew before, connect them, with the congregation they are familiar with for solace or grieving.
If an older person moves to a new area and is part of a religious group connect them to the same religion and place of worship in the new town and arrange transportation and a new member to greet them
If an older person has dementia if possible reconnect him her with his spiritual background through familiar prayer, music etc.
If an elder has dementia and can attend services without being disruptive, arrange for a caregiver to take them as they can still be drawn in by the ” Smells and Bells’
If you have a homebound client who wishes to return to a religious group, reconnect them by arranging, in their, spiritual music, religious icons (a rosary or image, for example), readings from a sacred text, watching a service on television, listening to one on the radio or via computer.

How to Be Financially Literate to Grow a Geriatric Care Management Business and Avoid Failure

July 18, 2018

A financial projection may be mind-numbing to care managers who started this business with a great idea and a toolbox of care management skills. Beware– without tools to make money- your great idea of a private geriatric care management business may end up bankrupt.

Geriatric care managers need to understand revenue- how they make money to be financially to make a profit. Revenue does come from billing – but poor billing is very unprofitable billing. Money-losing billing is anything less than 85% of your client’s time. When you bill less than 85% you actually start losing money. Revenue is the high tide of money and is calculated by the number of client’s you serve, new client’s per month, number of clients canceling service. % of time billed (the goal is 85%) and what you charge for travel time.

Care managers can become more financially literate about making money by doing a financial projection over a three-year period. You can calculate the number of clients you need to make a profit when you will break even when you can hire new staff.

You can find out awesome facts before you open a care management business by doing this mind-numbing financial projection. Facts you can forecast are how much investment you will need for your business, what the cash flow consumed in the business will be, the number of client’s you need to make a profit and most of all when you will break even and rise above low tide– moving to the all-important high tide, through your excellent financial management and care management skills.

So use this financial decision tool of financial projection. Find it chapter 13 of the Handbook of Geriatric Care management 4th edition and watch youtube 5 Financial Projection below. Become a geriatric care manager with financial skills to make a Profit

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