Cathy Cress

Expert in Aging Life and Geriatric Care Management

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Are You Marketing to Your Target MARKET the Concierge Clients?

April 12, 2022

Who is Your Target Market in an Aging Life or geriatric care management business?

26patient_600-1.jpg

 

Your Target market is the rich and famous people who are your VIP clients plus three other wealthy groups. The lower 90%, cannot afford you. They only call when there is a crisis and because of the cost and that crisis usually leads to homecare. Homecare costs between 4000-and 6000 a month. This is why you need to serve the Concierge Clients in that top 10%. The upper 10% can afford that according to Pew research, in this nation of broad income disparity, and 90% below cannot.

Demand and not need determine the success of an eldercare business like aging life or geriatric care manager business. This fundamental fact of life must be taken into consideration when developing a business plan for a for-profit, fee-based, geriatric care management business.

Who Can Really Afford Geriatric Care Management

Your target market for a private geriatric care management business is not the 65 million families who need those concierge care management services, but the much smaller subset of those families who are the Concierge Clients -rich and famous people-VIP can afford to hire a GCM or aging life care manager and a private duty home care agency and are willing and able to pay for geriatric care management services and homecare at 4-6K a month.

The Rich Have Gotten Richer

 This subset really represents the top 10% of the economic spectrum and more precisely among the Concierge Clients, rich and famous, VIP elders – the top 1% who actually held onto their share of national wealth in the 2008 economic crisis, gained quite a bit with Trump’s 2019 tax cut

During COVID President Biden remarked in his late April address to Congress. “At the same time, roughly 650 billionaires in America saw their net worth increase by more than $1 trillion . . . and they’re now worth more than $4 trillion.”

Free Webinar

COVID HAS AFFECTED CARE MANAGERS’ CASELOADS AND BOTTOM LINES- So Sign Up to target the right clients who can afford private geriatric care management and home care

 

Sign Up For My new free webinar How to Find Concierge Clients Who Can Afford You

Cropped studio portrait of a grand old lady isolated on black

WHEN  Tuesday, May 17th, 2022

WHAT TIME_2 PM-3:30 PM Pacific Standard Time

What we will cover

  • Why only the top 10% can afford private pay care management.

  • Who Are the 5 types of VIP/Concierge Clients? 

  • Sales Using Benefits Not Features to ALCA -GCM 3rd PARTIES

  • Understand how to find VIP Concierge Clients Do hot mapping & Market Studies

  • How to Use Free Public Relations ( PR) to Find Adult Children of VIP Clients

  • How to create or revise a Concierge Geriatric Care Management Strategic Marketing Plan

SIGN UP

 

REGISTER NOW

Register Now message on white paper pinned on cork noticeboard

Do You Know The Best Phrases To Attract VIP Care Management Clients?

 

 

 

 

 

 

 

 

Filed Under: 3rd party targets, Aging, aging family crisis, Aging Life Care, Aging Life Care Assocaition, aging life care manager, ALCA Financial literacy, ALCA Public Relations, ALCA sales, care manager, case manager, Concierge aging clients, elder care manager, Families, FREE MARKETING WEBINAR, FREE WEBINAR, GCM bankruptcy, GCM Ethical Dilemma, GCM financial literacy, GCM Public Relations, GCM Sales, GCM Webinar, Geriatric Care Management Business, Geriatric Care Manager, geriatric care manager, LOSING CLients TO COVID, Marketing aging life care, marketing ALCA /GCM, marketing care management, marketing geriatric care management, marketing pitch, marketing to concierge clients, marketing to the top 10$, Marketing to top 10%, nurse advocate, nurse care manager, Private Duty Home Care, Public Relations, Sales, Sales ALCA, Sales in geriatric care management, VIP marketing, Wealth Managers, Webinar, Webinar ALCA GCM Tagged With: adult children of concierge parents, aging family, aging life care manager, aging life or geriatric care marketing plan, aging parent crisis, care manager, care manager marketing, case manager, Concierge Care management, Concierge Client, Covid Budget deficit, geriatric care manager, geriatric social worker, Losing clients to COVID, Marketing to Concierge Clients, nurse advocate, nurse case manager, nurse navigator, Rich and Famous, social work care manager, Traveling RN's, Upper 10%, VIP clients, webinar concierge care, Webinar VIP Clients

The Benefits of a Care Manager’s Role in Hospice

February 28, 2022

The Benefits of a Care Manager’s Role in Hospice?

The benefits of a care manager’s role in hospice are myriad.The geriatric care manager serves older adults before they find they are dying, so know them well. GCMs work with chronic care clients, sometimes for years, before eventually succumbing to their illness. They also work with clients who come to them facing the end of life issues.

 Care managers work with the process of acceptance and adjustment to terminal illness has five phases:

                                                    before the diagnosis,

 the acute phase ­

the chronic phase

 the recovery phase

 the terminal phase 

Thus the benefits of a care manager’s role in hospice is the care manager is a GPS for both the client and family through all stages at end of life, bringing in critical services like palliative care and hospice caregiver respite and quality of life the whole continuum of care for supporting the end of life- at the right phase at the right time –

Benefits You (as a GCM) will Bring to Hospice

 

  • Feature – geriatric care manager will bring the client to Hospice much earlier in the 5 stages of death and dying than the one month before death when most patients enter Benefit- the client &  & especially the family have the support and guidance 24x7throughallstages of dying
  • Care managers do a Quality of Death assessment to find out the patient’s wishes for a good death Benefit- the dying patient has the death he or she wants
  • You will make sure all the critical paperwork is needed is gathered and organized, including:
  • Insurance
  • Legal
  • Financial
  • Healthcare
  • End of life

Interventions vary according to the phase. The GCM may already have served the client and they are now facing a terminal diagnosis. But a geriatric care manager may be brought in when the family is negotiating through any one of these phases, their work begins with making a determination of what phase the client is in and what services are appropriate for that client at that stage. They are also the best professionals to bring in the quality of life to every phase so that the client can have not only a good death but a good life to the very end.

Benefits You Bring To the Family Friends and Hospice

  • Care Manager will monitor the client/care receiver’s and family caregiver’s health and psychosocial status and the paid caregiver’s care plan, to improve the quality of care and life for the client and caregiver  benefit So That Hospice can direct all it’s attention to the client and assured family caregivers needs are being met
  • Care Manager will accompany the client to all medical appointments and make sure that the 10 minutes cover all questions, that the physician’s orders are recorded and followed, and that all meds are picked up and set up properly Benefit –Hospice does not provide this  and ensures the client gets to all appointment relieves the family of another task and everyone is getting all the correct information from the physician
  • Care Manager will make sure that the family has an online personal health record or a notebook if they wish Benefit -The family has a way to keep track of information from many professionals involved and passes on the correct information to everyone in the family and they can feel more in control in an emotionally chaotic time
  • Care Manager will do a caregiver assessment and suggest interventions from the local continuum of care, including support groups, counseling, respite care, and private duty home care Benefit–You are insuring a whole family approach and  the family caregivers are getting the support and respite they need in this frightening time for their loved one
  • You will coordinate family meetings to facilitate issues like shock, grief, and shutting down Benefit You are a container, allowing the family caregiver to deposit their tremulous at times desperate feelings in a safe place so they can get help from you and be calmer for the dying loved one
  • You will coordinate health literacy information and training of disease skills for the family So What- You will create a forum for the family caregivers to express their grief, fear, and even hopes and demystifying all the unknown medical terminology to make the family feel more literate and self-assured in approaching the medical staff to get the information they need
  • You will monitor anticipatory grief in family and friends and bring in resources

    Benefit- You will create a forum for the family caregivers to express their grief, fear ,even hope and find the help they need to so on with the journey to death

    The benefits of a care manager’s role in hospice
  • You will review all new medication with family caregivers and care staff- Benefit-you will unravel the confusing litany of pharmaceutical word salad  and make sure the family and friends both understand  what med does what, how to set up meds, and remind the meds when hospice is not present

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 15th 2022  

The benefits of a care manager’s role in hospice


2 PM-3:30 PM PST
Learn
 

What is a benefit vs features and how to find benefits for each 3rd party you market to?

What specific problems do you solve for hospice, 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


Find out more by watching my youtube playlist on Death and Dying on my channel Geriatric Care 1

Follow Cathy @ cathycress.com

Filed Under: 5 Stages of Dying, 5 stages of End of Life, Acute Stage of Dying, Adult Child Pain, Advanced Directives, Aging, Aging deaths, aging family crisis, Aging Life Care, aging life care manager, ALCA Role Death and Dying, Benefits, Benefits of ALCA to Hospice, Benefits of Care Management, Benefits of Care Management to Hospice, Benefits of Geriatric Care Management, Benefits vs Features, Benifits & Assisted Living, Blog, care manager, case manager, Death & Dying, Death and Dying Care Management, death and dying care manager, elder care manager, Families, Geriatric Care Manager, geriatric care manager, geriatric social worker, Goof Death, Hospice, Hospice Care, nurse advocate, nurse care manager, Palliative care manager Tagged With: aging family, aging life care manager, aging parent crisis, Benefits, benefits of ALCA, Benefits of Care Managers To Hospice, Benefits Of Geriatric Care Managers, Black, black american geriatric care managers, black american social workers, Black caregivers, Black Entrepreneurs, Black geriatric care managers, Black Nurse Entrepreneurs, Black RN's, care manager, case manager, end of life, end of life care manager, Features and Benefits, Features and Benefits of geriatric care management, five phases of death, free webinar, Free webinar marketing, geriatric care manager, Hospice, nurse advocate, nurse care manager, palliative care manager. Hospice

The Benefits of a Care Manager’s Role in Hospice

February 28, 2022

The Benefits of a Care Manager’s Role in Hospice?

The benefits of a care manager’s role in hospice are myriad.The geriatric care manager serves older adults before they find they are dying, so know them well. GCMs work with chronic care clients, sometimes for years, before eventually succumbing to their illness. They also work with clients who come to them facing the end of life issues.

 Care managers work with the process of acceptance and adjustment to terminal illness has five phases:

                                                    before the diagnosis,

 the acute phase ­

the chronic phase

 the recovery phase

 the terminal phase 

Thus the benefits of a care manager’s role in hospice is the care manager is a GPS for both the client and family through all stages at end of life, bringing in critical services like palliative care and hospice caregiver respite and quality of life the whole continuum of care for supporting the end of life- at the right phase at the right time –

Benefits You (as a GCM) will Bring to Hospice

 

  • Feature – geriatric care manager will bring the client to Hospice much earlier in the 5 stages of death and dying than the one month before death when most patients enter Benefit- the client &  & especially the family have the support and guidance 24x7throughallstages of dying
  • Care managers do a Quality of Death assessment to find out the patient’s wishes for a good death Benefit- the dying patient has the death he or she wants
  • You will make sure all the critical paperwork is needed is gathered and organized, including:
  • Insurance
  • Legal
  • Financial
  • Healthcare
  • End of life

Interventions vary according to the phase. The GCM may already have served the client and they are now facing a terminal diagnosis. But a geriatric care manager may be brought in when the family is negotiating through any one of these phases, their work begins with making a determination of what phase the client is in and what services are appropriate for that client at that stage. They are also the best professionals to bring in the quality of life to every phase so that the client can have not only a good death but a good life to the very end.

Benefits You Bring To the Family Friends and Hospice

  • Care Manager will monitor the client/care receiver’s and family caregiver’s health and psychosocial status and the paid caregiver’s care plan, to improve the quality of care and life for the client and caregiver  benefit So That Hospice can direct all it’s attention to the client and assured family caregivers needs are being met
  • Care Manager will accompany the client to all medical appointments and make sure that the 10 minutes cover all questions, that the physician’s orders are recorded and followed, and that all meds are picked up and set up properly Benefit –Hospice does not provide this  and ensures the client gets to all appointment relieves the family of another task and everyone is getting all the correct information from the physician
  • Care Manager will make sure that the family has an online personal health record or a notebook if they wish Benefit -The family has a way to keep track of information from many professionals involved and passes on the correct information to everyone in the family and they can feel more in control in an emotionally chaotic time
  • Care Manager will do a caregiver assessment and suggest interventions from the local continuum of care, including support groups, counseling, respite care, and private duty home care Benefit–You are insuring a whole family approach and  the family caregivers are getting the support and respite they need in this frightening time for their loved one
  • You will coordinate family meetings to facilitate issues like shock, grief, and shutting down Benefit You are a container, allowing the family caregiver to deposit their tremulous at times desperate feelings in a safe place so they can get help from you and be calmer for the dying loved one
  • You will coordinate health literacy information and training of disease skills for the family So What- You will create a forum for the family caregivers to express their grief, fear, and even hopes and demystifying all the unknown medical terminology to make the family feel more literate and self-assured in approaching the medical staff to get the information they need
  • You will monitor anticipatory grief in family and friends and bring in resources

    Benefit- You will create a forum for the family caregivers to express their grief, fear ,even hope and find the help they need to so on with the journey to death

    The benefits of a care manager’s role in hospice
  • You will review all new medication with family caregivers and care staff- Benefit-you will unravel the confusing litany of pharmaceutical word salad  and make sure the family and friends both understand  what med does what, how to set up meds, and remind the meds when hospice is not present

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 15th 2022  

The benefits of a care manager’s role in hospice


2 PM-3:30 PM PST
Learn
 

What is a benefit vs features and how to find benefits for each 3rd party you market to?

What specific problems do you solve for hospice, 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


Find out more by watching my youtube playlist on Death and Dying on my channel Geriatric Care 1

Follow Cathy @ cathycress.com

Filed Under: 5 Stages of Dying, 5 stages of End of Life, Acute Stage of Dying, Adult Child Pain, Advanced Directives, Aging, Aging deaths, aging family crisis, Aging Life Care, aging life care manager, ALCA Role Death and Dying, Benefits, Benefits of ALCA to Hospice, Benefits of Care Management, Benefits of Care Management to Hospice, Benefits of Geriatric Care Management, Benefits vs Features, Benifits & Assisted Living, Blog, care manager, case manager, Death & Dying, Death and Dying Care Management, death and dying care manager, elder care manager, Families, Geriatric Care Manager, geriatric care manager, geriatric social worker, Goof Death, Hospice, Hospice Care, nurse advocate, nurse care manager, Palliative care manager Tagged With: aging family, aging life care manager, aging parent crisis, Benefits, benefits of ALCA, Benefits of Care Managers To Hospice, Benefits Of Geriatric Care Managers, Black, black american geriatric care managers, black american social workers, Black caregivers, Black Entrepreneurs, Black geriatric care managers, Black Nurse Entrepreneurs, Black RN's, care manager, case manager, end of life, end of life care manager, Features and Benefits, Features and Benefits of geriatric care management, five phases of death, free webinar, Free webinar marketing, geriatric care manager, Hospice, nurse advocate, nurse care manager, palliative care manager. Hospice

Should You Use Features vs Benefits of Care Management?

February 10, 2022

HOW DO YOU EXPLAIN WHAT GERIATRIC CARE MANAGEMENT DOES?

What are the features vs benefits of care management? Actually, what are features vs benefits? Think about your last few marketing campaigns. Look over some of the emails you sent to prospective customers or the social media updates you made promoting your brand-new product or service. Read over some of the blog posts you published.

How much of your promotional content is focused on how your product benefits the caller? How much of your sales pitch described what your products do???

TWO MARKETING APPROACHES

FEATURES

When it comes to marketing, there are two primary approaches you can take with features vs benefits. The first focuses on what your product or service is or does – including all the shiny bells and whistles you’ve worked so hard to develop. The other focuses on how your product or service will improve users’ lives. Features tell the customer “what” and benefits tell the customer “why”

Care Manager selling benefits vs features to elder

Which of these approaches do you think is more effective for the adult children or seniors you market to?

Take a look at the list of features below, taken directly from current advertising and marketing materials.

 

 

 

 

 

 

 

American Lifetime Self-setting clock for seniors with dementia It is the only one of its kind to include 5 multi-function alarms, with the option to set reminders to take medications throughout the day.

Jitterbug Senior Smart Phone 2  with Large 5.5″ screen, easy to see and  5 Urgent Response button

 umbrella that opens and closes with a button 

Each is a feature-a factual statement about the product or service being promoted. But features aren’t what entice customers, ( adult children you market to), to buy your product. That’s where benefits come in. A benefit answers the question “What’s in it for me? or what will help my parent or me the caregiver”. This means the feature provides the customer/client with something of value to them. As a result, this is where most businesses go wrong.

Benefits

The feature of a self-setting clock is that it automatically resets itself & reminds the person with dementia to take their meds. The clock’s self-setting feature stops the dementia client from resetting it then forgetting needed medications & times. The benefit is the dementia patient will take meds on time, will be healthier and the caregiver less stressed.

The feature is the Jitterbug phone is that seniors with diminishing eyesight and memory have a hard time reading text on phones or recalling phone numbers. As a result, medical emergencies, are very dangerous. The important feature of jitterbugs is a large easy to see response button that gets them one person who will help the senior even if they forgot the number. This is just like the operator they used to get on the phone. The benefit of Jitterbug  is it makes the older person much safer and the family members confident they can reach help if they need it

The benefit of an umbrella that opens with one button is -you stay dryer in the rain as seniors often have arthritis that can make it difficult to push open an umbrella quickly, to keep dry in the rain.

The best way to understand the true benefit of your product or service or to answer the “What’s in it for me?”  A customer’s perception of each feature’s results is what attracts him or her to a particular product or service.

WHAT ARE THE BENEFITS OF GERIATRIC CARE MANAGEMENT?

What are the features vs benefits of care management? What if you are selling geriatric care

Female Support Worker Visits Senior Man At Home

management to a long-distance son and explain the feature of care management is an assessment. As a result, he has no idea what that is, not being a social worker or an RN. He is just a desperate long-distance son. He wants to know, what’s in it for him. What’s his benefit.

You could say you have a  product called  “Safe at Home” that will make sure his Mom is getting all the support and care she needs and  ( 1st benefit) he will not get midnight panic calls or have to scramble to make emergency flights to solve a crisis, like a hospitalization. Plus you will make sure any problems are solved (2nd  benefit) before they turn into a crisis that he has to solve from far away, always keeping him informed  (3rd benefit)so he can go back to just being a son. This feature vs benefit sales pitch take a huge weight off his shoulder- answering his ” what’s in it for me”

LEARN MORE ABOUT MARKETING GCM FEATURES AND BENEFITS

SIGN UP FOR MY FREE WEBINAR  

SELL BENEFITS NOT FEATURES & GROW YOUR$ BOTTOM LINE

When: March 15 2022
2 PM-3:30 PM PST
Learn
 

A feature is a fact    A benefit tells your customer the advantages of those facts   

Take Advantage of One Time Low Offers on Products

You will learn

The difference between selling features vs benefits

You will learn how to sell the benefits of your services for each 3rd party you  serve

How Benefits make your sale to wealth managers, elder law attorneys, and concierge physicians to get referrals for new clients

The Benefits that make your sale to upscale Assisted Living, accountants, financial planners, Hospice

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

Even if you cannot attend you will get the recording of the webinar the next day if you sign up 

SIGN UP 

features vs benefits of care management?

Filed Under: Adult Child Caregiver Pain, Adult Child Pain, Adult children, Aging Family, aging family crisis, aging life business, Aging Life Care, aging life care manager, Benefits of Geriatric Care Management, Benefits of Geriatric Care Management Software, Benefits vs Features, Black Entrepreneur, Black Entrepreneur RB, Black Entrepreneur RN, Black entrepreneurs, Black Geriatric Care Manager, Black geriatric care managers, Black RN, Blog, elder care manager, entrepreneur, entrepreneur business, entrepreneur care manager, entrepreneur RN, Features vs Benefits, FREE WEBINAR, GCM Benefits, geriatric care manager, geriatric social worker, home care, Marketing aging life care, marketing ALCA /GCM, marketing care management, Marketing features and benefits, Marketing Home Care, marketing pitch, marketing to long distance adult children, nurse advocate, nurse care manager, patient advocate, Sales in geriatric care management, Webinar Tagged With: aging family, aging life care manager, aging parent care, aging parent crisis, Benefits Of Geriatric Care Managers, Benefits vs Features, black american geriatric care managers, black american social workers, Black caregivers, Black Entrepreneurs, Black Nurse Entrepreneurs, Black RN's, Black start-up geriatric care management, Black travel nurses, care manager, case manager, features of ALCA, geraitric care manager, geriatric care manager, geriatric social worker, Home care marketing, nurse advocate, nurse care manager

What GCM Benefits to Offer Wealth Management- Trust Departments ?

January 27, 2022

SIGN UP FOR MY NEWEST FREE WEBINAR!

Sell Benefits, not Features and Grow Your$ Bottom Line

When you market Geriatric care management, what makes the sales is ” What’s in it for me the 3rd 

party. “Benefits answer that question. Learn how to make a great marketing presentation and sale to 3rd parties, like elder law attorneys, Assisted Living Directors, Trust Departments, Concierge Physicians by understanding the benefits geriatric care management brings to each and the rest of your target audiences.

Sign Up

March 15 @2-3:30PM PST

https://us02web.zoom.us/webinar/register/WN_aEOfF4amQHmCc3_SUMhopA

[Read more…]

Filed Under: 3rd party targets, Aging, Aging Family, aging family crisis, aging family system, Aging Life Care, aging life care manager, Benefit of Assisted Living, Benefits, Benefits & Assisted Living, Benefits of Care Management, Benefits of Geriatric Care Management, Benefits vs Features, Benifits & Assisted Living, Blog, case manager, Concierge Senior, elder abuse, elder care manager, Fiscal Elder Abuse, Geriatric Care Manager, geriatric care manager, geriatric social worker, Marketing aging life care, marketing care management, marketing to concierge clients, marketing to the top 10$, Narcissistic Personality, nurse advocate, nurse care manager, Trust Departments, Trust Officer, VIP Aging Client, VIP Benefits, VIP Clients, VIP marketing, VIP Marketing Plan, VIP Products, VIP Sales, Wealth Management Departments, Wealth Managers, Webinar Tagged With: aging family, aging life care manager, aging parent care, aging parent crisis, Benefits, benefits of ALCA, Benefits Of Geriatric Care Managers, benefits to 3rd parties, care manager, dysfunctional aging family, Entitled Family, marketing to wealth manager, Narcissism, Narcissistic Personality, nurse advocate, nurse care manager, reaching top 10% elder, Wealth Management Banks, wealthy clients

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