Cathy Cress

Expert in Aging Life and Geriatric Care Management

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Want to Make a Profit in an Care Management Business Home Care Business ?

April 20, 2022

 

want to make a profit

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

 

Do you want to make a profit in care management or home care you have to learn how you will make money? It must be serving VIP clients. You may start it to reach seniors in need. But, the reality is making a profit comes from serving the upper 10% or Concierge and VIP clients who can afford private pay. If you have a business and you are an entrepreneur, you need to understand” profit” and how to handle money and “like it”. Many GCMs do not understand this.  They end up going out of bankrupt

Do You Know the Customers You Want to Serve?

 

a VIP or Concierge client

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 VIP or Concierge client in the upper 10% is the customer you want. Why – Medicare does not pay for Geriatric Care management or ALCA services or Home Care . 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: A 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 an entitled demographic as a 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 to 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 zipcode 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

How to Find Concierge Clients Who Can Afford You

want to make a profit

 WHEN  Tuesday, May 17th, 2022

WHAT TIME_2 PM-3:30 PM Pacific Standard Time

What we will cover

  • Why only 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 TO FIND VIP & Concierge Clients

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

 

Subscribe to my Care Management YouTube Channel to find out about finding & working with VIP  private care management Clients

 

 

 

 

 

 

 

 

 

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Filed Under: Aging, aging life business, Aging Life Care, Aging Life Care Assocaition, aging life care manager, Aging therapist, ALCA Financial literacy, ALCA sales, ALCA start-up business, Benefits, Benefits of Care Management, Benefits of Geriatric Care Management, Benefits vs Features, billing, Billing 85%, Blog, care management start-up, case manager, cash flow, concierge clients, Concierge Geriatric Care Manager, Concierge Senior, entrepreneur RN, Features vs Benefits, GCM Webinar, Geriatric Care Management Business, geriatric social worker, marketing ALCA /GCM, marketing to concierge clients, nurse advocate, nurse care manager, Profit, profit in ALCA, Sales in geriatric care management, START UP, start up geriatric care management business, VIP Clients, VIP marketing, VIP Marketing Plan, VIP Sales, Webinar, Webinar ALCA GCM Tagged With: adult children of VIP parents, Aging Concierge client, aging life care manager, aging parent crisis, ALCA care Manager, black aging family, black american geriatric care managers, Black Entrepreneurs, Black Nurse Entrepreneurs, Black RN's, Black travel nurses, Business Profit, care manager, case manager, Census, Concierge Aging Client, Concierge Geriatric care manager, Concierge Home Care, Concierge homecare, Concirege, Expanding Home Care, Find VIP CLients, GCM cash flow, geriatric care manager, homecareagency, Hot- Mapping, money, nurse advocate, private diuty home care, profit, start a care management business, VIP, VIP Client Products, VIP homecare, VIP Marketing, webinar concierge care, Webinar VIP Clients

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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Do You Have An Ethical Dilemma About The Cost Of Private Care Management? $?

March 19, 2020

GCM ETHICAL DILEMMA

Limiting access to geriatric care management to the upper 10% leads most Aging Life or geriatric care managers to an ethical dilemma.  Should we limit resources-?

PHYSICIAN’S ETHICAL DILEMMA LIKE GCM

The physician of the 20th century treated all patients rich or poor and did not have a business model. Today managed care physicians see everyone on Medicare, although many do not take Medicare iStock_000063346301_Medium-1.jpgbecause of the low payments. Access to the physician diminishes even more with the advent of the concierge physician, who uses a business model to only treat those elders who can pay privately, which ends up being the upper 10%

Most aging life or geriatric care managers came to the field with inner core beliefs that health care should be available to all elders, yet they chose to start a business. So here ‘s the rub.

HERE IS THE RUB FOR ALCA OR AGING LIFE

That business cannot prosper if the aging life or GCM does not have long term clients who can pay for it. The federal government does not fund the profession, so elders have limited access.

Should you be part of this?

 Here is an ethical dilemma. It turns out that you must serve clients long term to make your aging life or geriatric care management thrive. You also must serve clients in the upper 10%  because we have no national insurance that covers geriatric care management or any long term care.

Statistics support this financial inequity. Only 8% of Americans have long term insurance Medicare does not cover Long term care. The top 20% of Americans own 86% of the country’s wealth and the bottom 80% of the population owned 14%. In 2011, financial inequality was greater than inequality in total wealth, with the top 1% of the population owning 43%, the next 19% of Americans owning 50%, and the bottom 80% owning 7%.

According to Christopher Ingraham/The Washington Post, in 2019 the 400 richest Americans now own more than the bottom 150 million causing huge financial inequity. (Christopher Ingraham/The Washington Post)The top 0.1% in 2019 own more than than the bottom 80% 

GCM OR ALCA CAN ONLY BILL THE WEALTHY

So only the upper 10% can afford those fees long term. ALCA experts Bob OT’oole explains this quite clearly. Bob Toole a long term member of ALCA, documents this quite clearly in Private Revenue Sources for Fee-Based Care Managers Need vs. Demand in Eldercare in the 4th edition of Handbook of Geriatric Care Management.

Although you began an ALCA or GCM business this is the reality you must practice in. You must reach out to wealthy elders who can afford and sustain you. Find out How

Join me in my newest Free Webinar 

Webinar-Sales and Marketing to Find the VIP Concierge Client

March 31, 2020 -2PM -3:30 PM PST

Concierge Clients are the only way a GCM or ALCA care manager can make a profit and have their business thrive. Find out who are they, how you find them, design GCM Products they will purchase, and create a marketing plan and gold standard services to have them sign your contract and use your services long term

Learn

Who They Are- 4 Types

How to Locate them in your service area

How to create a strategic marketing plan to sell to them

How to Develop Gold Standard GCM Products and Services

Sign Up Now

 

 

Filed Under: Aging, aging life business, Aging Life Care, Aging Life Care Assocaition, aging life care manager, billing, Billing 85%, cash flow, Concierge Senior, elder care manager, ETHICAL DILEMMA, Geriatric Care Management Business, Geriatric Care Manager, geriatric social worker, marketing to the top 10$, marketing to upper 10%, MONEY FOR GCM BUSINESS, nurse advocate, nurse care manager, Webinar Tagged With: Aging Life Ethical Dilemma, care manager, geriatric care manager, My Geriatric Care Management Operations Manual, starting a GCM business

Webinar: Break Through Barriers to Billing & Profit: Financial Management for Aging Life Care Managers

August 20, 2019

Avoid A Bleeding Balance Sheet & Bill 85% of Your Time To Make a Profit

Care managers often have difficulty billing or hiring care managers who can bill. As social workers and nurses they were trained to give services away. This webinar will show you barriers to billing. It will teach you financial reality that aging care managers need to bill 85% of their time or go out of business. The webinar will identify behaviors to help you bill and implement s fiscal system to assure your agency will make a profit. This class will teach how to identify the ethical dilemma they may have in billing, establish a fee for services mindset, choose right billing software, and design subsystems and software to bill 85% of their time.

I cover how to convert you and your staff to a profitable fee for service mindset.

In this one-hour webinar you will learn how to:

  • Identify the ethical dilemma you may have with billing as RN SW

  • Choose the right billing software to bill 85% of your time
  • Design Systems to allow your staff to bill 85% of their time
  • Identify ways to determine if your business is making a profit
  • Identify a system to ensure customers will pay you

 

What Should I Do? sign

ONE DAY LEFT TO SIGN UP

 

FREE WEBINAR-

Break Through Barriers to Billing & Profit: Financial Management for GCM &Aging Life Care Managers

 

shutterstock_177982370.jpg

 

THIS WEBINAR BEGINS: Wednesday August 21 2 PM PST Ends 3:15PM PST

 

DURING THIS FREE WEBINAR YOU WILL LEARN

How to Give Your Customers Have a Commitment to Pay You                     

 

 

 

 

 

 

 

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Filed Under: bankruptcy, billing, Billing 85%, care manager, case manager, cash flow, elder care manager, ETHICAL DILEMMA, Geriatric Care Management Business, geriatric care manager, Geriatric Care Manager, geriatric social worker, Hurricane Maris, marketing geriatric care management, marketing to the top 10$, MONEY FOR GCM BUSINESS, nurse advocate, nurse care manager, patient advocate, Profit, Sales in geriatric care management, Webinar Tagged With: aging life care manager, aging life geriatric care billing data base, barrier to billing, Billi\, Billing 85%, billing for geriatric care management, billing in the field, care manager, case manager, GCM billing, geriatric care manager, Handbook of Geriatric Care Management third edition, nurse advocate, nurse care manager

Will You Make a Profit If you Start an Aging Life or Geriatric Care Management Business?

August 17, 2019

 

Do You Have An Ethical Dilemma about Billing Clients?

Blackboard Business Strategy Concept

If you want to start a Geriatric  care management or ALCA business you have to learn how you will make money. 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 have an ethical dilemma and feel guilty billing older clients and do not bill often as they feel that guilt. 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. 

Do a GUT CHECK

commercial illustrator

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 before you start being a care manager

iStock_000020888499_Medium.jpgYou 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.

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

Sign up for my latest free webinar 

Join Me in my new

 

 

FREE WEBINAR- ONLY FOUR DAYS LEFT TO SIGN UP 

Break Through Barriers to Billing & Profit: Financial Management for GCM &Aging Life Care Managers

 

 

 

THIS WEBINAR BEGINS: Wednesday August 21 2 PM PST Ends 3:15PM PST

 

DURING THIS FREE WEBINAR YOU WILL LEARN

How to Give Your Customers Have a Commitment to Pay You

To maintain Cash Flow 

To choose the Right Billing Software  

To develop Financial Literacy  

Why You Must Bill 85%  

Understand How To Hire Care Managers Who Can Bill 85% 

Understand How to train your Staff 85%

How to Thrive financially at ALCA or GCM

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Sign Up Here    

 

 

 

 

 

 

 

 

 

 

Filed Under: Aging, Aging Life Care, aging life care manager, ALCA sales, billing, Billing 85%, Blog, care management start-up, case manager, cash flow, Concierge Senior, Geriatric Care Management Business, geriatric social worker, marketing to concierge clients, nurse advocate, nurse care manager, Sales in geriatric care management Tagged With: Aging Life Ethical Dilemma, ALCA care Manager, Business Profit, care manager, case manager, GCM cash flow, geriatric care manager, money, profit, start a care management business

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