Cathy Cress

Expert in Aging Life and Geriatric Care Management

  • Home
  • Products
    • Speakers Bureau Package
    • GCM Manual New 5th Edition
    • VIP Care Management White Paper
    • Books
    • Geriatric Care Management – 4th Edition
    • Mom Loves You Best
    • Care Managers
  • Online Classes
    • GCM Operations Manual Online Course
    • Geriatric Care Management Business Online Course
    • CEUs for Individual Modules
  • Webinars
    • Upcoming Webinars
    • Past Webinars
  • Recommendations
  • About
  • Blog
    • Aging
    • Geriatric Care Manager
    • Siblings
    • Webinar
  • Contact

How Do the Benefits Not Features Get 3rd Parties To Refer To You ?

June 6, 2023

Benefits you bring to the 3rd party and their aging client.  

What makes 3rd Parties Refer to Geriatric Care Managers? The Benefits You Offer 3rd party and their aging client.  

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.It is the benefits you bring to the 3rd party and their aging client.

Benefits you bring to the 3rd party and their aging client.

The Journal of Aging Life Care its March 2017 issue gives care managers some critical clues to solve this question.  The first benefit you offer is a practice that meets your client’s needs and major referral sources. Many clients- usually adult children, call you to start services independently. But a good majority of clients will call you because their attorney, bank trust officers, or 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 for your business. You have to deliver what benefit you offer where they make money.

Great Research Results on What 3rd Parties Want in Benefit You Offer

The Florida Chapter of Aging Life invested in a 7-year research project to get some of these benefits you bring to the 3rd party, and their aging client answers about the best benefit you offer, 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 benefit you offer to include in your services but in your 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 them. They found the number one reason third-party clients use care managers is they keep the client’s health care stable by assessing and monitoring their clients. So the important benefit to selling is keeping the client’s health care stable so the client is not calling the 3rd party.

The second benefit updating the third parties regularly. The benefit you bring to the 3rd party and their aging client is communication so the 3rd party always knows the client’s status. This can be through texts, email, phone calls, or a regular monthly report, which would also be done for the family. So use the key benefits of “constant updates “when you market to third parties, like wealth managers, elder law attorneys, guardians, assisted living, and doctors. 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. 

SIGN UP FOR MY FREE WEBINAR  

Sell Benefits, not Features &Grow Your$ Bottom Line

 

 

Even if you cannot make the class, if you sign up, you will get a recording the next day

When: July 20 2023
2 PM-3:30 PM PST
                                                 Learn
 

A feature is a fact 

A benefit tells customers the advantages of those facts

 

 

 YOU WILL LEARN

How to create a winning sales pitch to a third party

The difference between selling features vs benefits

How to sell the benefits of your services for each 3rd party you  serve

What benefit you offer makes 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 on 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 And Take of One-time Low price offers of Classes

 

 

 

 

 

  •  

 

 

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, Benefits, benefits of ALCA, Benefits of Care Managers To Hospice, benefits to 3rd parties, Benefits to assisted Living, Benefits to Conservators, Benefits to elderlaw attornies, Benefits to Financial Planners, Benefits to Homecare, Benefits to Wealth Managers, Benefits vs Features, black american geriatric care managers, black american social workers, Black Entrepreneurs, Black geriatric care managers, Black Nurse Entrepreneurs, Black RN's, Black start-up geriatric care management, Black travel nurses, care manager, geriatric care management, marketing aging life or geriatric carre management, Marketing Benefits, Marketing Care Management, marketing tactics, marketing to 3rd parties, marketing to trust officers, nurse advocate, nurse care manager

Republicans Hate the Care Economy in New Debt Reconciliation Bill

May 31, 2023

 

PATRIOTIC BADGE

Republicans hate the care economy so Joe Manchin, blocked the care economy bill  last year

Republicans hate the care economy. Joe Manchin blocked the Care Infrastructure Bill last year without clearly saying what he wanted, butting heads through press releases and conferences last night. Calling the bill welfare society legislation, Manchin was saying actually, no new programs like Medicare covering dental, vision, and hearing for seniors, which has left seniors below the top 10%  deaf, blind with rotting teeth, and women without free childcare, leaving working women paying 1/3 of their income in childcare to go to maintain a job.

If Debt Ceiling Bill Passes Medicaid Cuts for no Employment -from Hating Care Economy

Republicans hate the care economy today. If the new Debt ceiling bill passes, Medicaid recipients will just have no vision and dental, but no Medicaid at all -if they do not work while sick or disabled.

Republicans hate the care economy. The House debt-ceiling bill cuts would put more than 10 million people at significant risk of losing health coverage by instituting a failed policy that takes federal Medicaid coverage away from people who cannot prove they meet a work-reporting requirement or qualify for an exemption. When implemented in Arkansas in 2018, 1 in 4 people subject to the policy lost coverage in just seven months, while there was no increase in employment.

When Medicaid is Cut, so is the In-Home Supportive Services Program Part of the Hated Care Economy

In-Home, Supportive Services are part of the Medicaid and care economy. So under Republican make cuts, with the new debt ceiling bill when recipients of Medicaid who are considered disabled- will be denied Medicaid if they cannot work, and they will lose their care providers – the real care economy The In-Home Supportive Services (IHSS) Program is a statewide program in California called the Medi-Cal program. It provides long-term services and supports for California residents who are aged, blind, or disabled and are at risk of nursing home placement. Available benefits include personal care assistance and homemaker services to assist these individuals in living safely and independently in their home or the home of a loved one. Program participants can self-direct their care, allowing them to choose and hire their own caregivers, including friends and relatives.

Within IHSS, there are 4 programs, the first two of which serve the majority of IHSS program beneficiaries.

If You are a Geriatric Care Manager

Many of you must deal with only the 10%, as Medicare does not cover care management. But you need to see the whole picture of the care economy. Low-income seniors on Medicaid are as important as concierge seniors and should not be dumped from Medicaid because they cannot work while experiencing all the disabilities of aging. Plus, you should not risk your own business income that will lose in spades when the new debt reconciliation bill, like your ceiling, crumbles, and cracks and cascades down through your life, severing seniors’ social security and threatening your own care management agency. So contact your congressman or woman and tell them to vote for the debt ceiling bill Common Cause has this easy way to find and contact your congressman 

If You Are a Woman Work In Aging or a Democrat, Call Your Congressman

Care Infrastructure and deb ceiling failure, and financial catastrophe may be upon us if folks in health care, older constituents, and democrats of all ages do need to contact their congressman immediately and tell them to support this bill. They control the votes for the bill, and you must let them know you will only vote for them if they do. Common Cause has this easy way to find and contact your congressman. Tell them to vote for the debt ceiling bill and why.If you believe in Medicare, Medicaid recipients have the right to keep benefits without working, and for us all to go off the cliff – with the Debt Ceiling breach- social security checks not paid, our credit rate to skyrocket, the bond market to fall- what you pay for everything to soar- catastrophe all around – call not write your Congressman. 

Interested in starting a care management business or adding one to your business  to help seniors? Contact  Cathy Cress MSW

 

Filed Under: Aging, Aging Life Care, Aging Life Care Assocaition, aging life care manager, Bernie Sanders, Bernie Sanfers, Biden Infrastructure Bill Passing, Biden's Caregiver Bill, Biden's Caregiver Bill Trouble, Biden's Caregiver Infastucure Paln, Biden's VA Infrastructure Bill, Black Entrepreneur, Black Entrepreneur RB, Black Entrepreneur RN, Black Geriatric Care Manager, Black RN, Black Travel RN, Blog, Care Infastructure, Care Infrastructure, Care Infrastructure cut out, caregiver, caregiver infrastructure, Caregiver Infrastructure bill, Caregiver living wage, Caregiver low salary, End of Life, Families, Geriatric Care Management Business, Geriatric Care Manager, geriatric social worker, hearing Medicare coverage, Infrastructure Bill, Joe Manchin, Medicaid caregiver, Medicaid Caregivers, Medicare, Medicare Expansion, Medicare For All, nurse advocate, nurse care manager Tagged With: aging life or geriatric care management, ALCA, Biden's Infrastructure Bill, Biden's infrastructure- Caregiver Bill, Blocked Care Infrastructure bill, Call Your Congressman, Care Economy, Care infrastructure, care management, care provider stress, Congress&Infrastructure Bill, geriatric care infrastructure, infrastructure Medicare jobs, Nancy Pelosi

Are You Marketing Private Care Management to The Concierge Family- Who Can Afford You?

May 25, 2023

Michelle-Dockery-Laura-Carmichael-and-Jessica-Brown-Findlay-by-Jason-Bell-for-Vogue-UK-August-2011.jpg

 

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

How Do you find Concierge Clients? Your market as a care manager is the rich and famous people, your concierge clients, and three other wealthy groups. The lower 90% only call during a crisis, which usually leads to home care. Homecare costs between 4000-6000 a month. This is why you need to serve that top 10%. According to Pew research, the upper 10% can afford that in this nation of broad income disparity, and 90% below cannot.

Demand and not need determines the success of an eldercare business like aging life or geriatric care manager business. This fundamental fact of life must be considered when developing a business plan for a for-profit, fee-based, Geriatric care management business and so the question becomes how do you find concierge clients?.

Who Can Really Afford Geriatric Care Management

How Do you find Concierge Clients?The 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 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 the services that GCMs and can actually find their way to you.

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

Why Need vs. Demand is the Only Way to Fiscally Survive in GCM A   Hard As That May Be to GCM’s                         

Bob O’Toole MA, a long-time geriatric care manager, wrote a highly researched chapter in the  Handbook of Geriatric Care Management 4th edition,  Private Revenue Sources for the Fee-Based Care Manager- Need Vs. Demand in the Elder Care Market shows aging life and geriatric care manager why you need this 10% of elders and their families as customers.

How Do you find Concierge Clients – What Words do you use in your copy – what keywords do you use to attract them to you?

WHITE PAPER LANDING PAGE

Do You Know the Best Phrases To Attract VIP Care Management Clients? Click Here for FREE Download!

 

 

Sign-up for my Free White paper to learn to use the copy & keywords to sign-up for  home care or care management Concierge-VIP Clients who can afford  care management & home care as Medicare does not cover long-term care

 

SIGN UP FOR FREE WHITE PAPER

 

 

 

Filed Under: Aging, Aging Life Care, Aging Life Care Assocaition, aging life care manager, care manager, case manager, elder care manager, Families, FREE MARKETING WEBINAR, FREE WEBINAR, GCM bankruptcy, GCM Ethical Dilemma, GCM Webinar, Geriatric Care Management Business, geriatric care manager, Geriatric Care Manager, Marketing aging life care, marketing ALCA /GCM, marketing care management, marketing to concierge clients, marketing to the top 10$, marketing to upper 10%, nurse advocate, nurse care manager, Private Duty Home Care, Webinar, Webinar ALCA GCM Tagged With: aging family, aging life care manager, aging life or geriatric care marketing plan, aging parent crisis, care manager, care manager marketing, case manager, Concierge Client, geriatric care manager, geriatric social worker, nurse advocate, nurse case manager, nurse navigator, Rich and Famous, social work care manager, webinar concierge care

Want Narcissistic Entitled Families for Homecare&Care Management client?

April 18, 2023

 Types of aging families who can afford Homecare &care management

Narcissistic-Entitled Families

Narcissistic Entited Families can afford private care, usually developing from a specific kind of “not good enough parenting” where the parents themselves struggle with personality disorders, like
narcissistic borderline personality. Families who can afford geriatric care management and home care long-term can do so because they are VIP  clients. These narcissistic families, who can afford care-managed homecare are often headed by a scion with a narcissistic borderline personality. Watch Succession, Yellowstone award-winning shows you steam and you know who these Scions are. We love to hate them but binge on their evil ways. These VIP Clients have the financial resources,  to pay 4-6K for home care and long-term geriatric care management which is usually over a million dollars in assets.  Part of this is drawn from Claudia Fine and Nick Newcombe’s excellent chapter “Entitlement in the Aging Family”, Care Managers Working With the Aging Family, Jones and Bartlett)

Real & TV Narcissistic-Entitled Families:

Entitlement in these VIP families usually develops from a specific kind of “not good enough parenting” in which the parents themselves have struggled with personality disorders, most typically, in this type of family, narcissistic borderline personality  (for example Former President Trump)They struggled with a borderline personality that went undiagnosed or was formally diagnosed and untreated. We can also see this Narcissistic entitled family head in Brian Cox who plays the beloved Scion to Love and Hate Logan Roy based on real-life narcissist Rupert Murdock.

Sumner Redstone’s VIP Family Struggles

Sumner Redstone is another example of this type of narcissistic borderline personality in heading a VIP family. He was a Media Magnate who founded CBS Viacom with a net worth of 500 billion. His narcissistic borderline personality created a long-term struggle with his family over inheritance and control after he developed dementia. My Redstone was conserved by his daughter

BUT YOU STILL HAVE to Find  THEM!

Join me in my newest FREE Webinar

Learn How to Work With VIP Narcissistic Borderline Personality Clients

 FIND OUT  MORE 

My New Free Webinar-Why Merge Home Care and Care Management

 

Webinar-Why Merge Home Care and Care Management

When-May 18, 2023 -2 PM -3:30 PM PST

 

Learn

 

How this merger creates more Profit for both Care Management and Home Care

The Advantages of Merging Home Care and Care Management

Competition Survey to make concierge third parties and Adult Children Choose you

Co-Branding the merged agencies.

Technology for both home care and care management

Co-Locating both staff.

Marketing Merged care manager home care to Concierge Client

Critical Success Factors for the Success of the Merger

 

–SIGN UP NOW 

 

 

Learn How to Work With VIP Narcissistic Borderline Personality Clients

 

REGISTER NOW

 After registering, you will receive a confirmation email containing information about joining the webinar.

Follow Cathy Cress MSW 

YouTube channel:  Website: https://cathycress.com/https://www.youtube.com/channel/UCaoHdozwS0RvKD23YPpuHIw

Blog: https://www.cathycress.com/blog/

Facebook page: https://www.facebook.com/pages/category/Gerontologist/Cathy-Cress-MSW-633836950007072/

Twitter: https://twitter.com/cathyjocress

Email: cressgcm@got.net

 

  

 

 

 

 

 

Filed Under: Aging, Aging Life Care, Aging Life Care Assocaition, aging life care manager, Aging therapist, Black Entrepreneur RB, Black Entrepreneur RN, Black RN, Black Travel RN, Blog, Borderline narcissistic family, borderline-narcissistic families, Concierge aging clients, Concierge Care Manager, Concierge caregivers, Concierge Client, concierge clients, Concierge Marketing, Concierge Senior, Dysfunctional aging family, elder care manager, Families, FREE MARKETING WEBINAR, FREE WEBINAR, Geriatric Assessment, Geriatric Care Management Business, geriatric care manager, geriatric social worker, home care, marketing, Marketing 4P's, marketing geriatric care management, marketing to the top 10$, marketing to wealth managers, Narcissistic Personality, nurse advocate, nurse care manager, Wealth Management Departments, Webinar Tagged With: Aging Concierge client, aging family, aging life care manager, aging parent care, aging parent crisis, black american geriatric care managers, black american social workers, black americans, Black Entrepreneurs, care manager, case manager, Certified Senior Advisors, Concierge Care Manager, Entitled, Entitled Family, geriatric care manager, Narcissistic Personality, nurse advocates, nurse care manager, Rich and Famous, well heeled seniors

Well Heeled Seniors Who Bought Payless Shoes Are Concierge Clients Too

April 12, 2023

Do You Need Concierge Clients?

 

Well, Heeled Seniors are a group you should know about Geriatric care managers and home care agencies need inquiries about services from adult children of concierge seniors. But some Concierge seniors will surprise you.  Older adults who can afford long-term geriatric care management and home care include seniors who shop at Grocery Outlet and lived very frugal lives.

Well-Heeled Seniors Who Used to Buy Payless Shoes

You may be surprised that this upper 10% of the population includes teachers and subway workers.

 

Well-heeled seniors, according to the New York Times, include middle-class retirees who buy shoes from Payless but have a defined pension so they can travel in Europe as retirees and afford care at home care and private care management when they decline

Defined Pensions Directly Affect the Quality of Aging Care

They rode the post-war economy, held jobs long term, and through that defined pension (no 401K) face a very healthy financial picture in aging.  They worked for city, county, and state governments are teachers, truck drivers, social workers, or union members in all trades. They had a career at Xerox, IBM, Campbell Soup, and big Fortune 500 companies.

Well-heeled seniors, these middle-class concierge clients, have adult children who call a geriatric care manager when they visit Mom and Dad and find care problems – or their aging parents have a health crisis. But they will really shop around as they have been raised by frugal parents on limited budgets during their childhood even if their parents now have excellent retirement through defined pensions.

They want the best service and seamless points of the compass that an aging life or geriatric care manager can give each client. These retirees lived on small salaries. Teachers who graduated in 1967 made $5000 a year. So they lived a working life of cautious shopping and tight family budgets. Now in retirement, they can sail down the Danube with their generous defined pensions and afford private duty home care and long-term geriatric care management when they need it or their adult kids who visit home or the emergency room and know Mom and Dad need help.

New Webinar-Why Merge Home Care and Care Management

FIND OUT MORE 

Webinar-Why Merge Home Care and Care Management

When-May 18, 2023 -2 PM -3:30 PM PST

If you are a home care agency consider merging with a  care management agency. A care manager is a perfect person to introduce home care to family caregivers. Care Managers sit down with the family and go over the geriatric assessment and care plan they created for the client. Last, this 1-1 care manager meeting introduces a concierge guide through the labyrinth of caregiving, showing exactly what homecare plus care management will do to solve the client’s problems, increase their quality of life and offer relief to the sometimes-desperate family members. Find out more by signing up for this free webinar

Learn

 

How this merger creates more Profit for both Care Management and Home Care

The Advantages of Merging Home Care and Care Management

Competition Survey to make third parties and Adult Children Choose you

Co-Branding the merged agencies.

Technology for both home care and care management

Co-Locating both staff.

Marketing Merged care manager home care.

Critical Success Factors for the Success of the Merger

-SIGN UP NOW 

 

 

 

 

 

Filed Under: Aging, Aging Family, aging family crisis, aging life business, Aging Life Care, Aging Life Care Assocaition, aging life care manager, ALCA Beneifits, Blog, care manager, case manager, Concierge Senior, elder care manager, ETHICAL DILEMMA, Families, FREE MARKETING WEBINAR, FREE WEBINAR, Geriatric Care Management Business, geriatric care manager, Geriatric Care Manager, geriatric social worker, Long Distance Care, Long distance caregiver, marketing care management, marketing pitch, marketing to concierge clients, marketing to long distance adult children, nurse advocate, nurse care manager, Webinar Tagged With: affording care management, Aging Concierge client, aging life and geraitric care manager, aging life care manager, aging life or geraitric care manager, black american social workers, black americans, Black Nurse Entrepreneurs, Black RN's, Black start-up geriatric care management, Black travel nurses, care manager, case manager, Concierge Care management, Concierge Care Manager, Concierge Client Sales, Concierge Geriatric care manager, Concierge Home Care, Concierge Senior, Defined pensions, geriatric care manager, geriatric social worker, LCSW aging, nurse advocate, nurse care manager, retire with defined pension, retiree defined pension, well heeled seniors

  • 1
  • 2
  • 3
  • …
  • 72
  • Next Page »

Contact

Use the form on the
Contact page to email Cathy.

Email

Latest trending news

Connect with Cathy

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

  • Home
  • GCM Manual New 5th Edition
  • Books »
  • Services »
  • About
  • Recommendations
  • Blog »
  • Contact

Copyright © 2012–2023 CressGCMConsult & Cathy Cress - Expert in Aging Life and Geriatric Care Management | Developed by wpcustomify