How to Make a Profit Starting an Aging Life /Geriatric Care Management Business?

July 9, 2021

Do You Want to Make Money As a Private Care Manager ?

If you want to start a Geriatric care management or ALCA business you have to learn how you will make money. How??? It must be VIP clients.You may start it to reach seniors in need. However if it is a business and you are an entrepreneur , you need to understand” profit” and how to handle money and “like it”. Many GCM’s do not understand this. They end up going out of business

Do You Know the Customers You Want to Serve?

To make money you must choose to go after the right customers. To start a Geriatric Care Management business PLUS to write a major section of your GCM business plan,

you must describe ” that customer” you intend to serve -your market assessment or opportunity. It tells you and investors whether you will have enough customers to make money.

The customer you want is a VIP or Concierge client in the upper 10% financially. Why – Medicare does not pay for Geriatric Care management or ALCA services or Home Care it’s natural companion as people age. Only the top 10% can afford to pay you privately at 4-6 K a month for home care

Do a GUT CHECK

To make money you must choose to go after the right customers. To start a Geriatric Care Management business PLUS to write a major section of your GCM business plan,

you must describe ” that customer” you intend to serve -your market assessment or opportunity. It tells you and investors whether you will have enough customers to make money.

Start with a definition of your ideal client. Example: Woman, 85 years old with chronic care needs who has an income or liquid assets of $500,000 or more. In other words, you must serve the top 10% to make money and thrive. Are you comfortable with this as entitled demographic as social worker or RN? Do a gut check now

You want to list the customers who will reward you the most financially.

How many of these ideal clients are in the area you wish to serve to make a profit? You

need do an analysis of the age and income levels. Generally, geriatric care management customers are over age 85 or are disabled younger people with incomes in the range of the top 10% in your community. Your customers are also the local overstressed adult children of clients, long-distance caregivers with family members who need help and live in your community, and third parties like Trust Officers who may hire you as a GCM such as trust officers, attorneys, conservators, or guardians.

Know how you can make money by doing market research hot mapping & the census

You need to do market research to define the size of the market in the area where your business will be located (e.g., how many people over age 85 live in, Modesto, California, how many third-party target markets such as trust departments are in the town)?

This type of demographic information may be available from U.S. Census Bureau reports, local Area Agencies on Aging, local chambers of commerce, local hospitals, and even members of the local media who have done their own surveys. You can use the Internet to retrieve U.S. Census data in your area, and in addition you can Google your State Department of Aging or Department of Finance and then find all senior services that may have data on older people in your area.

What is hot mapping?

You can also do hot-mapping .A zip code heat map outlines the boundaries of each zip code in your data set and helps you see the insights buried deep inside your numbers like where people with the highest income live in an area

Join me in my newest FREE Webinar

Sales- PR & Marketing to Find the VIP Client

WHEN Thursday,July 15th

WHAT TIME_2 PM-3:30 PM Pacific Standard Time

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YOU Will Learn

Who Are the 4 types of VIP Clients.

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

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

How to Sell Benefits Not Features to 5 Professional ALCA -GCM 3rd parties

How to Use Free PR to Use to Find Adult Children of VIP Clients

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

Find out More About What You Need to Know about money as a GCM start up.

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

June 23, 2021

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 of your agency.

Join me in my newest FREE Webinar

Sales – PR & Marketing to Find the VIP Client

When: Thursday, July 15th

Time: 2:00 PM – 3:30 PM PST

SIGN UP

YOU Will Learn

Who Are the 4 types of VIP Clients.
Understand how to find VIP Concierge Clients- hot mapping & Market Studies
Learn to create or revise a Concierge Geriatric Care Management Strategic
How to Sell Benefits Not Features to 5 Professional ALCA – GCM 3rd parties
How to Use Free PR to Use to Find Adult Children of VIP Clients

SIGN UP HERE

REGISTER NOW

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

What is the Care Manager’s Role with Hospice?

February 25, 2021

What is a Geriatric Care Manager’s Role in Hospice?

The geriatric care manager serves older adults before they find they are dying. GCM’s work with chronic care clients, some times for years, who eventually succumb to their illness. They also work with clients who come to them facing the end of life issues.

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

A care manager is a GPS for both the client and family through the

5 stages, 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

You (as a geriatric care manager) will bring the client to Hospice much earlier in the 5 stages of death and dying than one month before death

You will do a Quality of Death assessment to find out the patient’s wishes for a good death

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

You 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 So That Hospice can direct all it’s attention to the client and assured family
caregivers needs are being met

Shot of a wife consoling her husband during a counseling session with a therapist

You 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 So What –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

You will make sure that the family has an online personal health record or a notebook if they wish So What -The family has a way to keep track of information from many professional involved and passes on the correct information to everyone in the family and they can feel more in control in an emotionally chaotic time

You 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 So What –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 So What- You are a container, allowing the family caregiver to deposit their tremulous at timesdesperate 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 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

So What- 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

You will review all new medication with family caregivers and care staff- So What-you will unravel the confusing litany of pharmaceutical terminology 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: February,20th 2020
2PM-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 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

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

Follow Cathy @ cathycress.com

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.

How Do You Sell Care Management to Elderlaw Attorneys?

February 12, 2020

WHO IS YOUR TARGET MARKET

As a geriatric care manager, do you want to have success in marketing to elderlaw attornies? Starting or sustaining an aging life or care management business depends on selling care management to customers who will buy will your product /service. Many are customers like adult children of aging parents who will purchase your care management services/products directly because their hair is on fire. But your business ‘s financial success also depends on third parties like elderlaw attorneys, who will refer these sometimes-desperate adult children and their aging parents.

They include good targets who will refer elders and their families to you in you have a really good marketing campaign to reach them. This ” golden” group includes elder-law attorneys, trust officers, upscale assisted living and concierge physicians. More third parties for you to contact to grow your business include county and state senior services, information and referral agencies in each county, funded by the Older Americans Act, hospital-based care managers, and physicians, including geriatricians and internists.

All of these marketing targets serve the same demographic as you do. However, the first group serves the same financial demographic as you do elders in the top 10%

.The more elder law attorneys who will refer adult children to you, the better the chances of your financial success at your GCM or aging life business. But how do you design your marketing campaign?

HOW DO YOU SELL GCM OR ALCA TO AN ELDERLAW ATTORNEY?

Once you make an appointment with an elder law attorney, how do you sell your services or products to her? First, you describe the facts about services and position your business so show them you are the best care management agency in your area to serve her or him.

But what is most important is you show the elderlaw attorney how using your agency will benefit him or her in his and her practice. What is your value to this key 3rd party? For example, elder law attorneys are skilled in their field of law but not skilled in working with dysfunctional families, rife with divorce, sibling rivalry, and bad parents. Many entitled parents did not care for them as children and now they are expected to care for that parent. Care Managers are skilled in dealing with these angry adult kids from a broken nest.

WHAT BENEFITS SELL GERIATRIC CARE MANAGEMENT TO ELDERLAW ATTORNEYS?

Here are some benefits you can show an elderlaw attorney you can offer her or him by referring to you.

You are a health care professional who can assess capacity BENEFIT you will always advise whether the older client has the ability to make legal decisions

You are expert with dysfunctional families BENEFIT–You can take therapy off att plate and help family members support the client’s legal care decisions

You Can Facilitate family meetings over non-titled assets like the salt and paper collection BENEFIT so the attorney can work on more important legal titled assets like property

LEARN TO SELL THE BENEFITS NOT THE FEATURES OF CARE MANAGEMENT

Find out many more benefits your care management skills care managers bring to an elder law attorney and other key third-party targets you meet with to garner their business and referrals.

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 6, 2019
2 PM-3 PM PST
Learn

The problems you solve for 3rd parties so they will refer to you.

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 –

How Do You Sell Care Management to Elderlaw Attorneys?

WHO IS YOUR TARGET MARKET

HOW DO YOU SELL GCM OR ALCA TO AN ELDERLAW ATTORNEY?

WHAT BENEFITS SELL GERIATRIC CARE MANAGEMENT TO ELDERLAW ATTORNEYS?

LEARN TO SELL THE BENEFITS NOT THE FEATURES OF CARE MANAGEMENT

Contact

Connect with Cathy

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

Do You Want to Make Money As a Private Care Manager ?

Do You Know the Customers You Want to Serve?

Do a GUT CHECK

You want to list the customers who will reward you the most financially.

Know how you can make money by doing market research hot mapping & the census

What is hot mapping?

Find out More About What You Need to Know about money as a GCM start up.

Marketing Tactics – Use Benefits

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

GCM Benefits To Assisted Living

YOUR GCM ALCA AGENCIES BENEFITS

Sales – PR & Marketing to Find the VIP Client

What is a Geriatric Care Manager’s Role in Hospice?

Benefits You (as a GCM) will Bring to Hospice

Benefits You Bring To the Family Friends and Hospice

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

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

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

THE FEDS HAVE NO CMS FEDERAL GUIDELINES OR REPORTING

WHAT CONNECTS PRISONS AND NURSING HOMES – CONCENTRATION CAMPS

Do SOMETHING – HELP NURSING HOMES PREVENT MORE CARNAGE

BE KIND LIKE RACHEL MADDOW REPORTS LA JEWISH HOME LA WAS

WHO IS YOUR TARGET MARKET

HOW DO YOU SELL GCM OR ALCA TO AN ELDERLAW ATTORNEY?

WHAT BENEFITS SELL GERIATRIC CARE MANAGEMENT TO ELDERLAW ATTORNEYS?

LEARN TO SELL THE BENEFITS NOT THE FEATURES OF CARE MANAGEMENT

Contact

Connect with Cathy

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

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