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

Close the GCM or ALCA Sale to Assisted Living With Benefits not Features

February 11, 2022

Marketing Tactics – Use Benefits 

ALCA members need to sell the benefits of Geriatric Care Management to assisted living. Care managers are perfect professionals to help assisted living residents if they have just moved in, are unhappy with the move, not participating in activities isolating or general when they are not thriving in the resident community.

Marketing care management to ALF’s takes some particular marketing tactics 

 

 

Although it might seem counterintuitive, consumers rarely want to buy things for the sake of buying them – they want what they purchase to solve their problems.

To borrow from the example of an umbrella, features of this  umbrella might be its unbreakable spokes or wind-resistant construction – but  the benefit  is staying dry even in strong winds that might break lesser umbrellas. The benefit of staying dry in strong winds that break other umbrellas – this make the sale.

Clients who purchase home care or care management want to buy benefits – what your product or service can do for them.

GCM Benefits To Assisted Living 

Let’s take a third-party. Care Managers often market to Assisted Living. ALF Directors want to hear how your ALCA or GCM  agency is going to help the Assisted Living site. Of course, you can describe your agency features, price, training of staff, gold standard service. However, benefits are what make the sale and keep the Assisted Living dry not flooded by the rain.

But here are some benefits you can offer to Assisted Living when you are seeking referrals and you have a service  for residents that involves Quality Of Life   

YOUR GCM ALCA AGENCIES BENEFITS

The problem: Assisted Living does not want residents to move out. Most facilities are strictly non-medical and do not have one to one companion and geriatric care management services. Your  geriatric care management agency can solve that problem through the benefits of ALCA or geriatric care management.

 

The assisted living and retirement community population sometimes have clients with needs that cannot be met with their nonmedical, non-one-on-one support services, (usually just an activities director)

  • You will help facility with residents who are not adjusting to the facility or considering moving by engaging them in activities that will enhance the quality of their life, SO WHAT so they remain in the facility
  • You will help residents not engaging in activities to participate in the ALF’s activities program or outside activities and socialization program through a quality of life assessment & companion, SO WHAT so they do not want to move out of the facility
  • You will engage with new residents who are just adjusting both to the facility and their move, to engage in socialization and activity programs. You can help them make friends & engage in outside activities through a quality of life assessment and companion, SO WHAT so they do not consider moving out
  • You will make monthly monitoring visits to make sure Companion is meeting all the client’s needs, keep in touch with the family and facility with frequent e-mails, texts or telephone updates plus sending a monthly report SO WHAT so everyone is on the same page through your great communication skills.

So, selling the benefits to the third party, who will refer your agency to families of residents who are struggling, is a much more potent selling point that features your agency. 

SIGN UP FOR MY FREE WEBINAR   

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 you5 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 

 

 

 

Powered bySolar savings

Filed Under: Adult children, Aging Family, aging life business, Aging Life Care Assocaition, aging life care manager, Aging therapist, ALCA Beneifits, ALCA business, Assisted Living, Assisted Living & Geriatric Care Managers, Assisted Living Crisis, Assisted Living sales, Benefit of Assisted Living, Benefits, Benefits & Assisted Living, Benefits of ALCA to Hospice, Benefits of Care Management, Benefits of Geriatric Care Management, Benefits vs Features, Black RN, Black Travel RN, Blog, Care Management Inquiry Call, care management start-up, Concierge Care Manager, Concierge Geriatric Care Manager, Dementia Activities, entitled family, Features vs Benefits, FREE MARKETING WEBINAR, FREE WEBINAR, GCM Benefits, GCM Marketing skills, GCM Start-Up, GCM Webinar, Marketing aging life care, marketing ALCA /GCM, marketing care management, marketing geriatric care management, Marketing plan, Marketing to Assisted Living, marketing to concierge clients, marketing to upper 10%, Move Management, newsletters, nurse advocate, nurse care manager, Quality of Life for elders, Sales ALCA, Sales in geriatric care management, Sales to Assisted Living Tagged With: aging family, aging life care manager, aging parent crisis, benefits of ALCA, Benefits of care management, Benefits vs Features, care manager, case manager, features of ALCA, GCM & Assisted Living, GCM Products and Services, Geriatric Care Sales Assisted Living, geriatric social worker, Marketing to Assisted Living, Monitoring Assisted Living Care, nurse advocate, nurse care manager, Quality of Life in Assisted Living

Social Security Gives Benefits Boost 2022 But Free Dental, Vision, Hearing Frozen

October 18, 2021

Seniors will get More Social Security 2022 -Will They Get Heath Security from Care Infrastructure while President Biden’s mission is to create senior health equity . Medicare Covering dental, vision, and hearing is now frozen and is in real danger.

 

Social Security Benefits Increase in 2022    

Approximately 70 million Americans will see a 5.9% increase in their Social

Security benefits and Supplemental Security Income (SSI) payments in 2022. Federal benefit rates increase when the cost of living rises, as measured by the Department of Labor’s Consumer Price Index (CPI-W). The CPI-W rises when inflation increases, leading to a higher cost of living.

Almost Half of Seniors Live on Social SecurityAlone- Without a Saftey Net

 

Almost 50% of Seniors have just Social Security as a Safety net. They live on social

security alone with no fallback.

Only a small percentage of older Americans, 6.8 percent, receive combined income from Social Security, PLUS a defined benefit pension, and defined contribution plan. A plurality of older Americans only receives income from Social Security in retirement.

Biden’s Care Infrastruce Bill Would Help Seniors in Jeopardy Who ONLY  have Social Security Benefits

President Biden’s Care Infrastructure Bill would help seniors who only have Social Security by having Medicare cover  Dental, Vision, Hearing Free is in jeopardy.

This bill would give a giant boost to seniors with only social security and help mend their financial safety net by making, dental, vision, and hearing free under Medicare.

However, President Biden’s bill is frozen. Senators Sinema and Manchin are holding up the bill by demanding it come down from 3.5 billion to maybe 2 billion or less, which means these new Medicare benefits are on the chopping block.

So, Biden also warned liberal Democrats that a proposed $3.5 trillion price tag would probably need to drop in order to accommodate centrist holdouts, and he tossed out a range of figures around $2 trillion as a possible alternative. 

 

Income Boost to Vulnerable Seniors would be Vast if Care infrastructure Bill Passed

Hearing aid prices are unaffordably high for the elder with only social security as a money blanket. They can range from just shy of $1,000 on up to more than $6,000 for each device, depending on the level of technology. 

The average Medicare beneficiary spends an average of $922 on out-of-pocket dental costs, according to the Kaiser Family Foundation.As many as 37 million people on Medicare don’t have dental coverage at all. Cleanings, fillings, crowns, dentures and, bridges- needed for aging teeth-aren’t covered by the program. Vision care averages about $475 a year for seniors but no coverage by Medicare. If you are living on $1500-$2000 a month these health care costs do not turn out to be affordable when food and rent come first.

 

 

 20.2 million Medicare beneficiaries  reported difficult times said there was a time in last year When they could not Afford Glasses, Hearing Aides or Dental Care

 

The Kaiser Family Foundation reported they could not get vision care, and among the 25.9 million beneficiaries who reported difficulty hearing, 7% (1.8 million beneficiaries) said there was a time in the last year they could not get hearing care.

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

Care Infrastructure may be dead if folks in health care and older constituents do not contact their congressman and tell them to support this bill. They control the votes for the bill and you have to let them know you will only vote for them if they do. Common Cause has this easy way to find and contact your congressman  If you believe in Medicare and senior’s right  to not have their teeth rot, not hear their grandkids or be unable to read a book- please do it now

Sign up for my new free Webinar How to Sign Up Concierge Clients When Adult Child Calls in Pain

 

Filed Under: Aging, Aging Life Care, aging life care manager, ALCA Beneifits, ALCA business, ALCA start-up business, Biden's Care Infrastructure Bill, Black Entrepreneur RN, Black Geriatric Care Manager, Black RN, Black Travel RN, Blog, care economy, Care Infastructure, Care Infrastructure, Contact Your Congressman, Families, Geriatric Care Management Business, Geriatric Care Manager, geriatric social worker, hearing aides seniors, hearing Medicare coverage, Joe Manchin, Medicare Dental Coverage, Medicare Hearing Coverage, Medicare Vision Coverage, nurse advocate, nurse care manager, Social Security Benefits Tagged With: aging family, aging life care manager, aging parent care, aging parent crisis, Biden's infrastructure- Caregiver Bill, Biden’ social and environmental infrastructure package, black american geriatric care managers, black american social workers, Black Entrepreneurs, Black start-up geriatric care management, Black travel nurses, Care Infastructure Frozen, care manager, case manager, Dental Coverage Medicare, geriatric care manager, Hearing Coverage Medicare, Medicare expansion 2021, nurse advocate, nurse care manager, Senator Joe Manchin, Senator Kyrsten Sinema, Socia Security Increase 2022, Social Security Benefits, Vision Coverage Medicare

How to Sell Adult Children Care Management Products To Sooth Caregiver Pain

October 6, 2021

Concierge Adult Children Call you When They are in Caregiver Pain

When Adult Children call you they  are  looking for a product to sooth  their caregiver pain. They see you as as a nurse practitioner or doctor who can prescribe the right painkiller to stop their caregiver anxiety, burnout, strain. They do not see Geriatric Care Managr as a pain killer because it is not a profession known like nurse practioner or doctors. They think you will have a specific care management  product to sooth their caregiver  pain.

Family caregivers have a pain -point from a particular parental crisis 

-like their Mom  cannot climb steps and needs to move , their Dad has dementia and is wandering. Their aunt is going in the hospital and need care afterwards- but the child lives long distance, their mother in law has fallen and need 24 hour care provider and they do not know how to find one, their loved want cannot drive anymore and need non medical care to help her remain at home. You need a menu of products that will offer  multiple choices for  each of the -each of the varied pain points the adult child  who calls suffers.Like when you shop in the detergent isle of your grocery store. You do not need all detergents but the one you choose & need , like enviormental friendly beacuse you are living in a drought and water your garden with grey water from your washer.

Concierge Client’s Who Can Afford You Need VIP Pain Products

Concierge customers are sadly the only customer who can afford you because Medicare does not cover long term care and, in an age of income disparity, 75% of all wealth is held in the hands of the upper 10%. They will choose you -the geriatric care manager over your competition

if you have a menu of  pain-point  products and Four Seasons services to deliver those products- rivals do not have.

Products make sense to a high-end customer who is brand /product oriented in purchasing anything that reflects who they are. Think Gucci purses, Rolex or Montblanc watches Dior dresses.

All  care management customers in upper 10% relate to products not peace of mind

SIGN UP FOR MY LATEST WEBINAR 

 

Learn in my newest free webinar:

Why Sell VIP Pain-Point Products rather than Geriatric Care Management
Why VIP GCM Clients prefer GCM Products
How to Develop a 4 Season Menu of Products

VIP Products to Add to your Menu of Services

VIP services to Add to your Products

 

Sign Up

 

 

 

 

 

Subscribe to My Geriatric Care 1 Youtube channel 

 

 

 

 

Filed Under: Aging, aging family crisis, aging life business, Aging Life Care, Aging Life Care Assocaition, aging life care manager, ALCA Beneifits, Benefits of Geriatric Care Management, Blog, Care Management Products, care management start-up, care manager, case manager, Covid 19, elder care manager, Families, FREE WEBINAR, GCM Start -Up, Geriatric Care Management Business, geriatric care manager, geriatric care manager start up, geriatric social worker, Income inequality, marketing care management, marketing to the top 10$, marketing to upper 10%, nurse advocate, nurse care manager, Selling GCM Business, Universal Precaution, VIP Products, Webinar, Webinar ALCA GCM Tagged With: adult child frustration, Adult Child Pain, adult child parent pain, adult children of concierge parents, aging life care start up, Aging Life Or GCM Products, care management products, caregiver burn out, case manager, Certified Senior Advisors, CMSA, concierge adult child burn out, concierge adult child pain, Covid-19, eldercare manager, family caregiver burnout, Family Caregiver Pain, family caregiver stress, geriatric social worker, Income Inequality, marketing geriatric care, marketing geriatric care management, Medicare & coronavirus, Medicare non coverage LTC, nurse care manager, Pain Point, pandemic, products vs services, VIP Client Products, Vip Client services

My Dad & Veterans Day , Prison Camp,PTSD, VA GRECC Program

November 11, 2020

Chris--pop-87-.JPG

 

I moved my own Dad so let me tell you our story on Veterans Day.

It is key to his move. He was a World War II navigator shot down in Poland and transferred to

.  He returned home a broken man with PTSD, never took a bus, drove, or flew on a plane again. His disability, like so many vets, was untreated for 50 years. He worked as an advertising agent ala Mad Men and drank like Don Draper. Our family crumbled into a dysfunctional maelstrom, as most families do.

VA GRECC SAVED THE DAY

Finally, after my mother died, I talked him into going to the VA where he did get treatment through the GRECC program. My brother who lived with him died, my Dad found his body and the house caught fire, I then moved my Dad out to a board and care and had the house rebuilt. However, it was Edgar Alan Poe’s House of Usher The perfect storm of 89 flooded the whole house again just like Hurricane Sandy. We lived on the bay off the Jersey Coast, since devastated by the rising ocean.

On Christmas Eve I got him an emergency flight to California with only his clothes and he moved in with us for 20 years, until his death. Was it a good move-?

Yes, it was a great move.

My Dad had privacy, although he was on the floor with his 8th-grade granddaughter who dearly loved him- now 40. They both had their own bathrooms. He became the center of the family when he had been a distant removed father. The great-grandchildren Julia & Joseph, my brother’s son Chris and my children Jill and Kali adored him and he loved them. He was “ Pop”.

Dec-Xmas-all-of-us-.jpg

So on Veterans Day, I would like to give you my own fraught story and remind you of the horrible struggle veterans go through salted by the anguish visited on their families. But there is a great part of the VA and its GRECC. So happy Veterans Day Dad and so glad you moved in with us and had the GRECC program to support us all.

Filed Under: Aging, aging family crisis, aging life care manager, ALCA Beneifits, Dysfunctional aging family, Emergency Plan, Euology, Long Distance Care, moving parent in your home, PTSD Vets, VA benefits, VA Benefits & geriatric care managementt, VA benefits and geriatric care management, VA GRECC Program, Veteran's Day, Veterans Administration Tagged With: elder relocation, moving parent, PTSD in family caregivers, PTSD in Vets World War II, Stalag 17, Stalag-VII-A Moosburg Bavaria, VA GRECC Program, VA PTSD, Veterans Day

How Do You Brand Geriatric Care Management?

October 10, 2020

Branding is one of the most important parts of your marketing plan.

Do You understand how to create one for your company? Successful companies like Coca-Cola, Kleenex, and Band-Aid have one important thing in common: a strong brand. In fact, their brand names have become generic terms for all similar products in their niche. If you cut yourself, do you ask for a bandage or a Band-Aid? They are the ultimate brands. They have gone into the lexicon.

Geriatric Care Management and Aging Life are not so lucky.

What is a brand? – A brand is made in the mind, not manufactured in a plant” Understanding branding and how it significant it is to your GCM- start-up can mean success for your for profit’s geriatric care management business. Geriatric care management is not a well know brand nor is the new brand ALCA after 35 years.So your company has to do everything it can to get your own brand known in the area you serve. How? Although often associated with just advertising, your own branding is essential to everything your company puts in front of current and potential clients: business cards, brochures, web site, trade show booths, letterheads, e-newsletter, and so forth.

Branding Is About Managing People’s Image of Your Agency

You need to make sure that the image is one that is in line with your company values and the benefits your company provides. With geriatric care management that is about concierge care as you can only deliver services to the upper 10%.By taking the time to manage expectations and build positive gut feelings about your company, you establish yourself as a trusted leader in your market.

Your brand identity is built upon your key messages

Your messages are about the unique customer benefits that you provide, and the expectations you set for your target audience.

By consistently delivering the same symbols, messages, and design, you are reinforcing those messages, creating a link to your brand, and building an identity for your business that people will remember.

 

 FREE Webinar

MARKET LIKE YOUR BUSINESS DEPENDED ON IT DURING COVID

October 22 @ 2:00 pm – 3:00 pm PST

As you are approaching the busiest season for care manager’s  the holidays when families visit for the holiday and seeing their elderly parents skating on very thin aging ice

Learn care management marketing that works at all time but especially during COVID so you can:

Consult with and help client’s during COVID and post COVID

Convert Consultation into  regular clients

Understand branding       

Develop a positioning strategy so the caller chooses you

Understand lead generation in care management

Understand how to do an e-newsletter

Get the best marketing software  

Understand Public Relations Press, TV-Radio, Social Media Coverage

Understand Zoom Webinars

SIGN UP NOW  

 

 

Filed Under: Aging, Aging Life Care, aging life care manager, Aging therapist, ALCA Beneifits, brand, branding, branding ALCA business, Branding GCM Business, care manager, case manager, Concierge aging clients, Concierge caregivers, Concierge Client, COVID, elder care manager, FREE MARKETING WEBINAR, FREE WEBINAR, Geriatric Care Management Business, Geriatric Care Manager, geriatric care manager, geriatric social worker, Marketing aging life care, marketing ALCA /GCM, marketing care management, marketing geriatric care management, Marketing plan, marketing to concierge clients, marketing to the top 10$, nurse advocate, nurse care manager, Public Relations, Social Media for Care managers, social media marketing, social media marketing campaign, Webinar Tagged With: adding GCM to non-profit, branding, branding new non-profit GCM agency, geriatric care management, non-profit culture

  • 1
  • 2
  • 3
  • 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