Cathy Cress

Expert in Aging Life and Geriatric Care Management

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How Do the Benefits Not Features Get 3rd Parties To Refer To You ?

June 6, 2023

Benefits you bring to the 3rd party and their aging client.  

What makes 3rd Parties Refer to Geriatric Care Managers? The Benefits You Offer 3rd party and their aging client.  

Why would third parties like trust officers, elder law attorneys, conservators, or guardians refer a care manager to their aging client and family? If you have an Aging Life or GCM business you need to know.It is the benefits you bring to the 3rd party and their aging client.

Benefits you bring to the 3rd party and their aging client.

The Journal of Aging Life Care its March 2017 issue gives care managers some critical clues to solve this question.  The first benefit you offer is a practice that meets your client’s needs and major referral sources. Many clients- usually adult children, call you to start services independently. But a good majority of clients will call you because their attorney, bank trust officers, or CPA referred them. These third parties need to know what benefits you offer them and their clients if they are to make referrals to your agency. On the feeding chain of referrals, they are one of your most important sources to feed income for your business. You have to deliver what benefit you offer where they make money.

Great Research Results on What 3rd Parties Want in Benefit You Offer

The Florida Chapter of Aging Life invested in a 7-year research project to get some of these benefits you bring to the 3rd party, and their aging client answers about the best benefit you offer, published in the Aging Life Journal. in March 2017. This is the first research study on Aging Life Care that pinpoints what third parties who refer clients want and value in a care manager. It is groundbreaking.  

Reading this tells the care manager, not only what benefit you offer to include in your services but in your marketing material and sales pitch or elevator pitch to the third party. The study tells you what 3rd parties are looking for in a senior advocate for them. They found the number one reason third-party clients use care managers is they keep the client’s health care stable by assessing and monitoring their clients. So the important benefit to selling is keeping the client’s health care stable so the client is not calling the 3rd party.

The second benefit updating the third parties regularly. The benefit you bring to the 3rd party and their aging client is communication so the 3rd party always knows the client’s status. This can be through texts, email, phone calls, or a regular monthly report, which would also be done for the family. So use the key benefits of “constant updates “when you market to third parties, like wealth managers, elder law attorneys, guardians, assisted living, and doctors. Get a copy of this important Journal if you belong to ALCA or join, as this type of information is one of the many many benefits of the Aging Life Care Association by joining. 

SIGN UP FOR MY FREE WEBINAR  

Sell Benefits, not Features &Grow Your$ Bottom Line

 

 

Even if you cannot make the class, if you sign up, you will get a recording the next day

When: July 20 2023
2 PM-3:30 PM PST
                                                 Learn
 

A feature is a fact 

A benefit tells customers the advantages of those facts

 

 

 YOU WILL LEARN

How to create a winning sales pitch to a third party

The difference between selling features vs benefits

How to sell the benefits of your services for each 3rd party you  serve

What benefit you offer makes your sale to wealth managers, elder law attorneys, and concierge physicians to get referrals for new clients

The Benefits that make your sale to upscale Assisted Living, accountants, financial planners, Hospice

Step by Step on 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 And Take of One-time Low price offers of Classes

 

 

 

 

 

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Filed Under: Aging Family, aging life business, Aging Life Care, billing, Blog, care management start-up, cash flow, elder care manager, Elderlaw Attorney, GCM Start -Up, Geriatric Care Manager, geriatric care manager, geriatric social worker, Guardian, inquiry call, Marketing aging life care, marketing care management, marketing to concierge clients, marketing to the top 10$, nurse advocate, nurse care manager, Third Party Referral, Trust Officer, Wealth Management Departments Tagged With: aging family, Aging Life Care Association, aging life care manager, aging parent crisis, Benefits, benefits of ALCA, Benefits of Care Managers To Hospice, benefits to 3rd parties, Benefits to assisted Living, Benefits to Conservators, Benefits to elderlaw attornies, Benefits to Financial Planners, Benefits to Homecare, Benefits to Wealth Managers, Benefits vs Features, black american geriatric care managers, black american social workers, Black Entrepreneurs, Black geriatric care managers, Black Nurse Entrepreneurs, Black RN's, Black start-up geriatric care management, Black travel nurses, care manager, geriatric care management, marketing aging life or geriatric carre management, Marketing Benefits, Marketing Care Management, marketing tactics, marketing to 3rd parties, marketing to trust officers, nurse advocate, nurse care manager

Do You Have a Speakers Bureau To Attract Alult Children ?

February 17, 2023

Schedule Speaker’s Bureau Now for Post Holiday Barrage of Callsred-phone.jpg

Your greatest influx of clients calling you is right now over the winter season. This is when there is a heightened awareness of the need for care of elders by adult children, as so many elders become ill and are hospitalized during the height of the flu season and the remaining covid variants..

What is a Speakers Bureau ? Why have one?

What is a Speakers’ Bureau

A Speakers’ Bureau is a series of hot topics presented to clubs senior networking groups EAPs or made into webinars that draw potential clients. We have put together a series of hot topics in the form of customized speeches for you to draw in local and long-distance adult children without doing the preparation yourself, like delicious premade meals you pop in the microwave

 

What Clients Does it Attract

The hardest to market to is adult children and a speakers bureau is a perfect means to find adult children. They are ravenous for solutions to their eldercare problems and finding those answers in community forums from experts with actual answers ( not pills, medical equipment, or health plans but actual experts with answers to adult children’s problems – a speakers bureau is the perfect forum for your marketing.)

 

  • What do you to prepare for Speaker’s Bureau

    images_20141216-184443_1.jpg

  • A series of hot topics in parent care problems. For example “when Adult Siblings are not doing their share,” When Should an Elder Move from their Home” ” 10 warning signs your parent may need help”
  • Pre-prepared speeches on a hot topic fully outlined and vetted with user-friendly language
  • You must create an outline plus handouts with your company contacts plus email contact sheet, so the audience walk away with something you handed them and you can add them to your Constant Contact or Mail chimp database
  • Start Your Speech?– a pop quiz on aging for example.

  • Sample -Have you and your aging parents planned for their physical decline?
  • Do you have resistance when you talk to your aging parents about planning for the losses of aging?
  • Are you worried about paying for your parent’s care?
  • What does a speaker’s bureau do for you?

     Promote your agency as an expert in geriatric care management in your area.     
     Showcase your GCM aging knowledge of hot aging topics
     Establish your agency as an authority in our field
     Pinpoint your agency as the expert professionals, community potential clients will tum to when they need care
     Give you free publicity- you can advertise for free by sending out news releases ahead and after- through your social media platform

 most important establishes a future bank of clients among the community, the people you speak to by adding their emails to your social media platform

Get my new Speakers Bureau Package

Marketing care management to family caregivers? Wondering how to use free public relations to locate adult children in your community? Want marketing tools that will grow your business? The new Speakers Bureau Package has it all. Six pre-made presentations with handouts, a 20-minute presentation that covers major pain points and pain relief for adult children and family caregivers that will really engage your audience. The package contains complete directions & power points, and sell sheets to reach local service clubs like the rotary, women’s clubs, EAP, and musical societies drawing from the upper 10% of midlife members always looking for good speakers. Plus, a 30-minute free minute consultation with Cathy Cress MSW, to help set this up.

Join me in my new FREE Webinar

FREE Webinar

LEARN HOW TO MARKET LIKE YOUR BUSINESS DEPENDED ON IT 

January 23 @ 2:00 pm – 3:00 pm PST

The busiest season for care managers is January & February after as adult children have just visited for the holiday and seeing their elderly parents skating on very thin aging ice

Learn care management marketing so you can:

Capture those desperate clients in January after the festive fright-

Develop a strategic marketing that brings more customers,

Understand branding

Develop a positioning strategy so the caller chooses you

Understand lead generation in care management

Get the best marketing software  

Create a 5 Star Marketing Plan for the top 10% of seniors who can afford you.

Click Here To Register 

FIND OUT MORE 

 

 

THIS FREE  WEBINAR  FROM 2 PM – 3 PM PST January 23, 2020

 

SIGN UP NOW  

 

 

 

 

Find out more in the YouTube for My YouTube, Channel  Geriatric Care 1

 

 

Filed Under: Adult children, aging family crisis, aging life business, Aging Life Care, aging life care manager, Blog, brand, branding, care manager, cash flow, geriatric care manager, geriatric social worker, marketing care management, Marketing plan, marketing to concierge clients, marketing to long distance adult children, nurse advocate, nurse care manager, Speaker's Bureau, Webinar Tagged With: aging life care manager, aging life or geriatric care marketing plan, Care Management marketing plan, care manager, case manager, geriatric care marketing, marketing to adult children, nurse advocate, Speaking to Clubs

Why a Financial Planner Would Work With a Caremanager

September 20, 2022

 Why Would a Care Manager Work With a Financial Planner?

Why a financial planner would work with a caremanager and why do you need to know this? First, you need to create a practice that meets the needs of third-party referral sources like financial planners, and wealth managers. They both work with older adults to plan and then manage their retirement assets, which often involves future or present care management.

What is the difference between a wealth manager?  Forbes magazine suggests that wealth managers, who are actually a subset of financial planners, deal with high net wealth – perhaps the upper 2 %. Financial Managers deal with retirees who have large assets, not stratospheric wealth. However, they both help retirees plan their retirement, and part of that retirement becomes the cost of care as they age after retirement. Generally, clients who use a financial advisor are pre-planners so the care manager can help the financial planner and the client think through future care  situations in advance which helps the financial planner provide the advisor with a roadmap for potential expenses

But financial planners need to know what you will do to benefit their clients. This means how will you benefit their practice? On the feeding chain of referrals, financial planners can be an important source of income for your business. But you have to deliver what they need in benefits to make money.

Benefits and Features

.

Features and benefits are very different. Features often directly address common problems experienced by users. Benefits are the outcomes or results that users will experience by using your product or service – the very reason why a prospective customer becomes an actual customer.

Features Care Managers Bring to Financial Planners

Why a financial planner would work with a care manager is Financial Planners are not often experienced with the full cost of future health care expenses. A feature of a care manager practice is understanding Medicare and its severe limits on paying for long-term care. Care Managers understand approximately when ADLs and IADLs will get more difficult for seniors, leading them to need some level of private pay home care. They also know Medicare does not cover long-term care like Private Duty Home care.

A big feature is care managers can also assess the client’s level of competency to make financial decisions so the financial planner can gauge whether the client can make decisions about their own money.

Why would financial planners work with a care manager?

 

Biggest Feature Care Managers Bring to Financial

Planners

The biggest feature of a care manager working with a financial planner is they can offer their clients a one-to-one concierge future health care expense plan, estimating how much long-term care will cost over time for each individual financial planning client.

So the care manager benefits the financial Planner by personally, one-to-one- working with the financial advisor’s clients helping them make both a retirement plan that includes health care realities and listening to and including their own individual health care choices.

Care Management Benefits to Financial Planners

Financial Planners are pre-planners and the care managers can help the financial health care costs and tailor that future health care to the client’s choices to help them think through situations in advance helping provide the advisor a roadmap for potential expenses. Care Managers can collaborate to create a long-term care plan for clients who wish to move or need to move to a higher level of care. They can personally collaborate with the client to create a long-term care plan for clients who wish to stay at home as financial planner plans accordingly for the cost of care. The outcome or the benefit of the collaboration of the financial planner and care managers is a fulsome more accurate financial plan for the aging client combining health and wealth planning skills.

 

Why would financial planners work with a care manager?

This is like a care management benefit to a conservator. A geriatric care manager is a health professional who specializes in the physical and mental issues of an older person. So care managers benefit from a conservator or helping to map out the care of psychosocial and health care issues of older conservatees and what will be the cost of future care.

Sign Up for My Latest Free Webinar

Care Managers Marketing to Wealth Managers”

When September 27th, 2-3:30 PM Pacific

Sign-up Understand how to market to the target and you open the door to the top 5% of

Why would financial planners work with a care manager?

 Learn how to sell your services to the gatekeepers to the clients who can pay privately for long periods of time, when you deliver your gold standard care management services.

Wealth managers and trust officers will refer their VIP clients to you if you can sell care management benefits and features to their entitled clients,

 bring the right handouts and, do the perfect presentation with the winning pitch

When September 27th 2-3:30 PM Pacific

What you will learn


  • Why market to wealth managers, financial planners, and trust departments
  • The benefits and features GCM offers to wealth managers financial planners and trust departments
  • Who are top wealth managers
  • How do you find them, set up a meeting, what to bring, what to present with the perfect pitch

Interview with GCM Patrice Harrison who works with trusts – what they want in a GCM

 

Sign-Up for this free webinar

 

Free Webinar

Filed Under: Aging Family, aging life business, Aging Life Care, aging life care manager, Aging Life Products, ALCA start-up business, Benefits of Geriatric Care Management, Benefits to Conservators, Benefits to Guardians, Black Aging Family, Black Entrepreneur, Black Entrepreneur RB, Black Entrepreneur RN, Black entrepreneurs, Black Geriatric Care Manager, Black geriatric care managers, Blog, Care Management Products, care management start-up, cash flow, Conservator, Conservators, Dysfunctional aging family, elder care manager, elder fiscal abuse, Elderlaw Attorney, entrepreneur, entrepreneur business, entrepreneur care manager, entrepreneur RN, FREE MARKETING WEBINAR, FREE WEBINAR, GC< working with a conservator, GCM Benefits, GCM Start -Up, GCM Webinar, GCM working with a conservator, GCM Working With Aging Family, Geriatric Care Management Business, geriatric care manager, Geriatric Care Manager, geriatric social worker, Guardian, Guardians, Legal Guardian, Marketing aging life care, marketing care management, marketing to concierge clients, marketing to conservators, marketing to guardians, marketing to the top 10$, nurse advocate, Start-up Marketing, Starting care management business, Third Party Referral, webinar Features vs Benefits Tagged With: aging family, Aging Life Care Association, aging life care manager, aging parent crisis, benefits of ALCA, Benefits of care management, Benefits Of Geriatric Care Managers, black american geriatric care managers, black american social workers, Black Entrepreneurs, Black geriatric care managers, Black Nurse Entrepreneurs, Black start-up geriatric care management, Black travel nurses, care manager, conservatorship, Features and Benefits, Features and Benefits of GCM, Features and Benefits of geriatric care management, geriatric care management, guardianship, markerting to conservators, marketing aging life or geriatric carre management, Marketing Care Management, marketing tactics, marketing to 3rd parties, marketing to guardians, marketing to trust officers, nurse advocate, nurse care manager

Video -Learn Business Skills to Start a Geriatric Care Management Business!

May 6, 2022

What  Business Skills Do You Have in Starting A Geriatric Care Management Agency?

Starting a Geriatric Care Management  Agency does not take simply clinical skills but also business skills. Only 3% of geriatric care managers now have business skills because most are in the health field, nurses, and social workers. So it takes business skills you would get in an MBA to start of GCM business. What are those skills and how do you get them without an MBA?

  • GCM ALCA billing skills to develop a billing system that allows you to bill 85% of your time, control your cash flow, and invoice promptly to make a profit
  • GCM financial forecasting skills to develop a 3-year financial forecast using an excel spreadsheet to track your basic 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 your area’s upper 10% clients and 3rd-party referrals to market, to make your business profitable
  • GCM competitive analysis skills to set the fee per hour your market will bear for your services and to 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), majortasks 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 generation, launch social media, and conduct content marketing to gain new customers
  • GCM sales skills
  •  position your agency to sell your menu of services 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

If you do not have all or some of these skills, check out my  Online GCM Business Class which includes 10 modules  teaching you all these business skills to start your GCM Business including two modules on critical  financial management so you do not go under and lose your dream start-up

Includes MY Geriatric Care Management  Operations Manual and Forms Manual at no cost

  • LEARN MORE ABOUT LEARNING GCM BUSINESS SKILLS WITHOUT GETTING AN MBA 

  • Check out our affordable price or choose our new  monthly payment plan for a start-up 

 

Find Out More 

 

CHECK OUT OUR GCM BUSINESS CLASS 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

Filed Under: Aging, aging life business, Aging Life Care, aging life care manager, ALCA business, ALCA Business Skills, ALCA start-up business, Black Entrepreneur, Black Entrepreneur RB, Black Entrepreneur RN, Black Geriatric Care Manager, Black RN, Black Travel RN, Blog, care management start-up, care manager, cash flow, competition survey, Concierge aging clients, Concierge Care Manager, concierge clients, Concierge Geriatric Care Manager, entrepreneur RN, Families, GCM Billing skills, GCM Business Flow Chart, GCM Business Skills, GCM Marketing skills, GCM Start -Up, GCM Timeline skills, Geriatric Care Management Business, geriatric care manager, Geriatric Care Manager, geriatric social worker, high end clients, Marketing Home Care, marketing to the top 10$, Marketing Tools 2021, nurse advocate, nurse care manager, start up geriatric care management business, start-up, value proposition Tagged With: aging business, aging family, aging life and geraitric care manager, aging life care manager, aging life geriatric care billing data base, barrier to billing, Billing 85%, billing for geriatric care management, Black Entrepreneurs, Black geriatric care managers, Black start-up geriatric care management, business start up, care manager, case manager, critical success factor For GCM or Aging Life business, Ethical Dilemma with Billing, GCM billing, GCM customers, GCM making a profit, GCM start-up, GCM Subscription Plan, geriatric care manager, geriatric social worker, minority start -up help, My Geriatric Care Management Operations Manual, nurse advocate, nurse care manager, nurse care manager eldercare manager start-up, Profitable aging life business, profitable ALCA business, reaching top 10% elder, target market for GCM customers, webinar billing care management hours

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

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