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

May 25, 2023

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?

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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

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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

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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

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Make Reminiscence a Valentines Gift for Aging Clients- 5 Ways

February 9, 2023

Make reminiscence Valentine’s gift for clients. A great Valentine’s for your client is you the care manager or a caregiver, using reminiscence to gather a client’s memories.

Reminiscence isn’t new. Before the printing press, storytellers and bards were how history was recorded-

You can watch The History Channel to get a history of the world. But History also exists in a family, and you can make your elder family members oral storytellers on Valentine’s Day.

Storytelling only works if the teller remembers the lines. Family history has to be captured when the older person still remembers. So holiday events are a perfect time to tap into that font before it flickers.

Here are some tips to use if you want to capture these family tales during Valentine’s visits with older clients—a perfect time to do this.

1. First, arrive with a real Valentine’s card Just a card that can evoke old memories

2. Reminiscence is Valentine’s gift when you use empathetic listening Make all the messages you give the older person— tone, how fast you speak, how they are sitting- say, “I want to listen to you.” This in itself is a gift to an older person as few people really listen to them as they age.

3. Reminiscence is Valentine’s gift when you ask questions that prompt the story but don’t make judgments. If there are going to record the family tale, on your I phone, record it in a way that doesn’t distract or stop the older person from talking.

4. Reminiscence is the perfect Valentine’s gift when viewing old family photos as memory prompts.

5. Start somewhere. If the elder isn’t going to tell stories on his or her own, start the story and see if they will follow along.” Did you go to Valentine’s parties as when you were a kid or celebrate the day in school by exchanging valentines?” Did you have a special valentine as a teenager or young adult?”

6. If the client has dementia you can still do this with reminiscence prompts like a valentine, chocolate, some flowers, old photos, or a simple valentine decoration you bring.

7. Or contact the family, if they will visit or call, and teach them how to do reminiscence and do this each holiday they may spend with the older loved one.

8. Use technology tools to help you with this legacy building for your older client like Life Bio- or

Quick Voice Recorder

to catch the memory on your phone.

Story Worth

Geriatric Care Management Business?Want to Start one?

February 7, 2023

Want to Start a New Geriatric Care Management Business?

A care management business can be started by an RN, a social worker, someone in the health field, or anyone with dreams to become an entrepreneur.

But what skills do you need? Your entrepreneurial care management dream must spring from the intersection of three streams: your passion, your competence, and market opportunity. To start a geriatric care management business, the adage to “know thyself” becomes critical. Are you passionate about geriatric care management? You will need passion to sustain you when the situation gets tough—which it does in all beginning businesses. You must have the core competence both to be a geriatric care manager (GCM) and to run a business. But good GCMs with no business acumen, which is often the case, frequently fail in business.

Is Starting a New geriatric Care Management Business a Good Choice for You?

To start of new care management business you need market opportunity, which is a business skill. In other words, are there enough people in the top 10% of the area plus third parties who will refer to you like elder law attorneys, concierge physicians, and unscale assisted living you serve to have a”market” to have sales and generate a profit? If very few older people in the upper 10% live in your services area, you may not be in the right place to start a new geriatric care management business. If 10 other GCMs are practicing in your town, the

An entrepreneur geriatric care management business?

competition may limit your own market opportunity. You find out by doing a competition survey Finally, you need to assess why you want to start this type of business in the first place. Are you motivated by financial gains? by community recognition? by a need to make a difference?

In a New Geriatric Care Management Business

You Have To Know Cash Flow

An entrepreneur care management business owner must understand billing and cash flow. This is another key business skill needed by a care manager. Without this knowledge, you will fail like 50% of new businesses do. Along with this, you have to understand how to bill 85% of your care manager’s time to stop cash flow from putting you out of the business. This leads to overall financial forecasting skills. When do you break even, when can you hire a new care manager and afford to stop being a solo practitioner who wears so many hats you are crushed by the weight?

A new geriatric care management business

Do You Know The Best Phrases To Attract VIP Care Management Clients?

Learn Billing and Financial Forecasting and More in my new online Start-Up GCM Business Class

Billing for new geriatric care management business

Most care managers have no business background because they are nurses, social workers, and health professionals without an MBA. Yet their business depends on cash flow, marketing opportunities, and financial skills to pay the bills

Get Critical New Geriatric Care Management Business Skills in My GCM Business Class

Check out my Online GCM Business Class which includes 10 modules on starting your GCM Business including two modules on financial management so you do not go under and lose your dream start

GET 100$ DISCOUNT ON CLASS IF YOU BELONG TO ALCA

Skills you will learn in My GCM Business Class

GCM ALCA billing skills to develop a billing system that allows you to bill 85% of your time, control your cash flow, invoice promptly to make a profit
GCM financial forecasting skills to develop a 3-year financial forecast Excel spreadsheet to track your basic cash flow -profit and expenses and to track the number of clients and billable hours needed to break even make a profit, pay back loans, hire new staff, and take a salary yourself
GCM organizational design skills to create your business flow chart and job descriptions, and outline how power flows down your staff to deliver gold-standard care to clients
GCM marketing survey skills to pinpoint market opportunity, your area’s upper 10% clients, and 3rd-party referrals to market, to make your business profitable
GCM competitive analysis skills to do a competition survey set the fee per hour your market will bear for your services and gage your market opportunity and gather information from each, to position your services vs your competition’s so clients will choose you
GCM timeline skills to identify and list (in a manageable, doable order), major tasks to complete before you open your business
GCM business planning skills to write a 13-part business plan to create a blueprint of measurable goals for your business’s financial success
GCM marketing skills to create a marketing plan to develop lead sources, conduct lead
An entrepreneur geriatric care management business
generation, launch social media and conduct content marketing to gain new customers
GCM sales skills to position your agency to sell your menu of services
through benefits to 3rd parties and clients through cold calling, 1-1 sales meetings, and inquiries, by knowing how to close the sale and sign the contract
LEARN MORE ABOUT LEARNING GCM BUSINESS SKILLS WITHOUT GETTING AN MBA
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Care Managers in End-of-Lift- What is their Role?

January 19, 2023

Care managers at end-of-life don’t just meet dying patients and their bereft children in the emergency room.

Care Managers at end-of-life can bring in Death Doulas to help the family caregivers follow through with what hospice has taught them as caregivers of their loved ones. Or they themselves can be certified as Death Doulas to help the families through the caregiver journey for a job they never were trained for whole they grieve at the same time

Care Managers play a big role in end-of-life issues. They are their navigators through all five stages of dying, many times long before palliative care or hospice is called. Often GCM’s can help the family and client to bring in hospice or palliative care.

The final passage through life can be emotionally charged. If the family is following a long labyrinth to the end, the blind alleys may be blocked by cultural, religious, and moral beliefs. Care managers can find an opening through this maze. Money, family dynamics, and fear of dying can all explode a fraught crisis of care in dying. When important end-of-life decisions need to be made, the stress of the responsibility and the seriousness of the situation can break a wave of distress fear, and anxiety over the “whole family system” of the dying elder. The geriatric care manager specializes in this whole family syst

Care Managers in end-of-life often help facilitate throbbing discussions and facilitate family members coming together t

Sign Up for our new Webinar Deliver a Good End of Life 9 Steps to Death &Dying

Hospice trains the family of the dying person to be the caregivers only once, but their primary focus is the dying person. Death doulas are an adjunct to the medically trained professionals in hospices. They reinforce hospice training. ( For example fear family has of giving morphine in a needle in spite of training )Death Doulas give emotional support to the patient and family of the dying person and sources respite, support groups, and help with caregiver burnout for the family, among other caregiver issues at death, They are an alternative to the medicalization of death in the US, described by Atul Gawande. Care Managers at end of life can work well with Death Doulas. We will feature an interview with Patty urban a Death Doulas and a geriatric care manager and member of ALCA

Join Us

Learn About Death Doulas

Upcoming Free Webinar

Deliver a Good End of Life 9 Steps to Death &Dying

Jan 24, 2023, 02:00 PM Pacific Time (US and Canada)

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We will feature an interview with Patty Urban a Death Doulas and a geriatric care manager and member of ALCA

FIND OUT MORE

Death Doula

Learn

What is a death doula?

what exactly does a death doula do?

Do Death Doula work with Hospice, Care Managers, or just families

Is there a Charge

How can I contact a Death Doula

How can a care manager be trained as a Death Doula

Patti Urban, a Certified Dementia Practitioner, Senior Advisor, and End of Life Doula, is the owner of Aging Care Planning Solutions, a geriatric care management and end-of-life planning practice.

Description

Deliver a Good End of Life- Atul Gawande

9 Steps to Add Death and Dying to Your Care Management Agency

Serve Your Client until Death Do You Part
Join me on January 24 2023 and learn why End of Life Services re a perfect new service for care managers

Learn to guide the patient/family through the five stages of death. Understand how to help clients be active participants in their care. Give the family caregivers tools to manage care. Find out how to provide family-centered care to caregivers and families. Learn to choose the right support services for the client through all stages of death.
Introduce Hospice and Palliative care to the client earlier and work with their team and a Death Doula for non-medical support
Discover the role of Death Doula at end of life.

Serve Your Client Until Death Do You Part

In this 1 ½ -hour webinar you will learn how to

1. Transition the patient/family through the five stages of death
2. Help clients be active participants in their care 3. Give the family/caregiver tools to manage care4. Provide family center care to caregivers and family5. Choose the right support services through all stages of death6. Introduce Hospice and Palliative care and work with their team
7. Understand the Role of the Death Doula

Time

Jan 24, 2023, 02:00 PM Pacific Time (US and Canada)

SIGN-UP

Gwendolyn LAZO Harris MA, CT, Seniors at Home, San Francisco and Diane LeVan MA both highly expert care managers, created a seminal chapter on End of Life Care Manager in my book Care Manager’s Working With the Aging Family

Contact

Connect with Cathy

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

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

Who Can Really Afford Geriatric Care Management

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

Do You Need Concierge Clients?

Well-Heeled Seniors Who Used to Buy Payless Shoes

Defined Pensions Directly Affect the Quality of Aging Care

Webinar-Why Merge Home Care and Care Management

Want to Start a New Geriatric Care Management Business?

Is Starting a New geriatric Care Management Business a Good Choice for You?

In a New Geriatric Care Management Business

You Have To Know Cash Flow

Learn Billing and Financial Forecasting and More in my new online Start-Up GCM Business Class

Get Critical New Geriatric Care Management Business Skills in My GCM Business Class

GET 100$ DISCOUNT ON CLASS IF YOU BELONG TO ALCA

GET 100$ DISCOUNT ON CLASS IF YOU BELONG TO ALCA

Sign Up for our new Webinar Deliver a Good End of Life 9 Steps to Death &Dying

Join Us

Learn About Death Doulas

Upcoming Free Webinar

Deliver a Good End of Life 9 Steps to Death &Dying

Jan 24, 2023, 02:00 PM Pacific Time (US and Canada)

We will feature an interview with Patty Urban a Death Doulas and a geriatric care manager and member of ALCA

Learn

What is a death doula?

what exactly does a death doula do?

Do Death Doula work with Hospice, Care Managers, or just families

Is there a Charge

How can I contact a Death Doula

How can a care manager be trained as a Death Doula

Patti Urban, a Certified Dementia Practitioner, Senior Advisor, and End of Life Doula, is the owner of Aging Care Planning Solutions, a geriatric care management and end-of-life planning practice.

Description

Deliver a Good End of Life- Atul Gawande

9 Steps to Add Death and Dying to Your Care Management Agency

Serve Your Client until Death Do You Part Join me on January 24 2023 and learn why End of Life Services re a perfect new service for care managers

Serve Your Client Until Death Do You Part

Time

Jan 24, 2023, 02:00 PM Pacific Time (US and Canada)

Contact

Connect with Cathy

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

Serve Your Client until Death Do You Part
Join me on January 24 2023 and learn why End of Life Services re a perfect new service for care managers