Cathy Cress

Expert in Aging Life and Geriatric Care Management

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The 2 Deadliest US Sites of COVID-19 Nursing Homes & Prisons

May 2, 2020

PRISON INMATES AND NURSING HOME PATIENTS NOT  6FT APART – 6 FEET UNDER

70% of inmates in federal prisons have COVID-19.  In Kansas, the Lansing Correctional Facility had a riot of inmates over COVID-19 lack of care or protection  It took the rebellion to get the coronavirus testing PPE and care. The  Bureau of Prisons in Kansas confirmed finally that 79 staff have coronavirus and 88 prisons and prisoners dead.   

Older residents in nursing homes cannot rebel like prisoners. Many can’t even walk. The Atlantic Magazine just published an article, We are Killing Elders Now. The writer states “In at least six states, these fatalities account for half of all COVID-19 deaths, and according to the World Health Organization, half of all coronavirus fatalities in Europe have been traced to nursing homes too. Some of this mortality is linked to long-term-care facilities that are shoddily run or that violate health standards. But most of them are doing the best they can with what they have. And they don’t have much”.

KAISER FOUNDATION NURSING HOME STAFFING AND USE OF PPE NOT REQUIRED IN MOST STATES

Kaiser reports -Staff Screening. It is more common for states to recommend rather than require daily screening of staff for illness in NFs (24 states recommend, 16 states + DC require)

Use of PPE. More states recommend (23 states) than require (7 states + DC) staff to use PPE

 Two States that require testing for coronavirus of ALL  residents of nursing homes are  Maryland where 556 have died as of the Washington Post article. and Tennessee 

THE FEDS HAVE NO CMS FEDERAL GUIDELINES OR REPORTING

We have no federal guidelines for safety testing according to an article by the Kaiser Foundation

It is now estimated that 16,000 deaths have occurred in nursing homes and that is without the federal government revealing any numbers and not making available any testing. But the numbers are probably huge- if we could just do testing. 

CMS announced it would have a meeting of a “panel” of experts “ sometime at the end of May”. After probably 20,000 older people died and the feds did nothing this shows their sense of urgency about this pandemic’s national “elder cleansing”.

WHAT CONNECTS PRISONS AND NURSING HOMES – CONCENTRATION CAMPS

So, what is the connection between the viral spread of COVID-19 in nursing homes and prisons- 6 feet ? Prisoners and residents, in nursing homes, and prisons cannot social distance. Jails and prisons have human beings crammed together with no choice. Nursing homes have 2 beds or if you are on Medicaid three to a room. Neither group has a choice to social distance. They are ” concentrated” as in concentration camps or death camps.

Do SOMETHING – HELP NURSING HOMES PREVENT MORE CARNAGE

So, as someone who has spent her career in aging, I am calling out to everyone, especially professional in aging – do something. Since the feds appear to be doing little- call your congressman, write a letter to the editor.

BE KIND LIKE RACHEL MADDOW REPORTS LA JEWISH HOME LA WAS

Rachel Maddow suggests calling your local nursing homes and see what they need. Be kind like the LA Jewish Home was to a smaller nursing home LA Brier Oaks. They wanted to test their residents and had no tests and the larger LA Jewish Home had tests and shared them with the smaller as a good neighbor. What they found was ravaging but it also showed caring and generosity. Care and be generous and show the helpless elders in nursing homes in your town you are opposed to -nursing home being prisons or concentration camps.

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3 Award Winning Ways to Get Your Care Management Contract Signed in Assisted Living.

February 3, 2020

Do You Want Offer Geriatric Care Management  Benefits to Assisted Living?

If you are a geriatric care manager, do you want to get your Assisted Living client contract signed? Harry Beckwith, who wrote one of the 100 best business books, “Selling the Invisible,  has some great ideas to get that signature.

Since ALCA members and geriatric care managers sell the invisible-

Listen up to Harry Beckwith

To make the sale on a care management Assisted Living service that folks cannot touch or see

  1. Fix your service- Do it before you even think of making a sale to Assisted Living Director. Make sure it is gold standard like the top 10% of adult children want for their parents and the Assisted Living Director needs. Fix it and fix it until it is “Flawless “Service in Assisted Living– just the way the top 10% expect it to be. They want a 5-star hotel service and will buy when you try to sell to them.
  2. Let your clients’ set the standards. Your clients in the upper 10% want the best of the best. They want you to fix their mother’s care and their pain as a caregiver. The Assisted Living Director wants you to supplement their care so they will not lose the resident. So, find out how you can help the assisted living Director in the marketing meeting by explaining how depressed lonely, isolated residents will be happier at the facility and have more joy when your Assisted Living services are added.
  3. Give the prospect one good reason to sign your contract. Tell the Assisted Living Director what you will do to relieve the pain they are having by losing unhappy residents. Give them that one good reason to sign up with you by explaining how you will remove their pain by offering activities for their aging depressed, lonely, isolated or just unsatisfied residents that the facility does not offer. 
  4. Use Benefits to Sell Your GCM Services to Assisted Living

     

    • The assisted living and retirement community sometimes has needs that cannot be met in these non-medical, non-one-on-one living arrangements

     

    • You (as a geriatric care manager) will help the facility with residents who are not adjusting to the facility or considering moving, by engaging them in activities that will enhance their quality of life

     

    • You will help residents not engaging in activities to participate in activities programs, outside activities, and socialization programs through the Quality of Life Assessment and through a Concierge Companion

    Find out more GCM ALCA Benefits Assisted Living, plus Benefits to Conservators, Elderlaw attornies and many more,

     

    Join me in my new FREE Webinar
    Learn to Sell Benefits not Features to Third Parties to Grow Your Care Management Bottom Line

    When: February,20th 2020


    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 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 sale

    SIGN UP

     

     

     

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      to

  5.  Benefits Use When Selling Geriatric Care Management to Assisted Living

 

  •  

Filed Under: Adult children, aging family crisis, aging life business, Aging Life Care Assocaition, aging life care manager, ALCA Cobtract, Benefits, Benefits vs Features, Blog, care management start-up, care manager, case manager, Contract signed, elder care manager, Features vs Benefits, GCM Constract, Geriatric Care Management Business, geriatric care manager, Geriatric Care Manager, geriatric social worker, inquiry call, Marketing aging life care, marketing ALCA /GCM, Marketing copy, marketing pitch, marketing to concierge clients, marketing to the top 10$, marketing to upper 10%, nurse advocate, nurse care manager, Webinar Tagged With: aging life care manager, aging life care sales, ALCA contract, ALCA sales, Assisted Living, care manager, case manager, GCM contract signed, geriatric care manager, Geriatric Care Sales Assisted Living, Harry Beckwith, Marketing to Assisted Living, new client, nurse advocate, nurse care manager, Quality of Life in Assisted Living, Recreational Therapy in Assisted Living, sell the invisible

3 Award Winning Ways to Get Your Care Management Contract Signed

May 8, 2019

If you are a geriatric care manager, do you want to get your client contract signed? Harry Beckwith, who wrote one of the 100 best business books, “Selling the Invisible,  has some great ideas to get that signature.

Since ALCA members and geriatric care managers sell the invisible-

Listen up to Harry Beckwith

To make the sale on a care  management service that folks cannot touch or see

  1. Fix your service- Do it before you even think of making a sale. Make sure it is gold standard like the top 10% of adult children want for their parents. Fix it and fix it until it is “Flawless “Service – just the way the top 10% expect it to be -like that 5-star hotel they are accustomed to and will buy when you try to sell to them.
  2. Let your clients’ set the standards. Your clients in the upper 10% want the best of the best. They want you to fix their mother’s care but equally fix their life as a caregiver. So, find out how you can help them as a caregiver in the inquiry call and explain how you will make their life better as a caregiver to make the sale.
  3. Give the prospect one good reason to sign your contract. Tell them the first thing you will do to relieve the pain they feel in caregiving. Give them that one good reason to sign up with you by explaining how you will remove their pain in caring for their aging parent. t

 

Join Me in My New Free Webinar

Conquer Care Management Sales- 5 Steps Close the Sale

Find out More

Sales is a client ‘s journey from realizing the need for your product /service (care management) to making an actual purchase (closing the sale.) Closing the sale means the client signing your contract and giving you a deposit. Most care managers are untrained and terrified of this process. Learn the 5 steps to make and close a care management sale to get that contract signed, get a deposit, grow your business, bolster cash flow, make payroll and stop you from being one of the 50% of new US businesses that fail after five years.

You will Learn

 

  • How to get your contract signed by giving the client one good reason to sign it
  • How to make the sale in the inquiry call -with a complimentary consultation
  • How to ” Identify needs using client” challenge questions” to find the problem you need to solve to make the sale
  • How to present your offer by selling solutions to the problem with a mini care plan
  • How to manage objections if the caller has concerns about price or product
  • How to close the sale with non-aggressive closing questions to have your contract signed, get a deposit, and grow your business with a new client
  • 7 more days left to
    Keyboards with key for closing sale
  • Sign Up 

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