Cathy Cress

Expert in Aging Life and Geriatric Care Management

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

May 2, 2020

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

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

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

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

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

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

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

THE FEDS HAVE NO CMS FEDERAL GUIDELINES OR REPORTING

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

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

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

WHAT CONNECTS PRISONS AND NURSING HOMES – CONCENTRATION CAMPS

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

Do SOMETHING – HELP NURSING HOMES PREVENT MORE CARNAGE

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

BE KIND LIKE RACHEL MADDOW REPORTS LA JEWISH HOME LA WAS

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

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5 Things Geriatric Care Managers and Concierge Physicans have in Common & and How Do you Us That in Marketing to Them

February 18, 2020

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Concierge Physicians and geriatric care managers have much in common. The first parallel is they both serve the top 10% . The second correlative is both are a business,  mainly serve the elderly and wealthy and both take health care into the world of profit. Here is an NYT  article,

The third commonality is Concierge Physicians and geriatric care managers both make house calls have small practices and spend time with a patient like an old fashioned doctor.

The fourth similarity is the caseload. Concierge Physician has an average caseload of 50, while the average internist has 2500 patients. The average GCM carries a caseload of 25-35. But even that may be too high when serving highly entitled concierge clients. Wealthy clients can demand boatloads of attention, have more family friction between adult siblings and the older parent-based on too much money, not enough love and no skills passed on to nurture, when the parent needs care. This constant bickering or worse cut off and often elder physical and fiscal abuse siphons lots of hours of the GCM’ s time to get the care that the older client needs. So large GCM caseloads among the uber-wealthy are almost impossible.

The fifth kindred feature between the GCM and concierge physicians is “wait time”. Wait time to see your doctor in the US can be a very long time. According to the New York Times”A survey released in March by Merritt Hawkins, a Dallas medical consulting and recruiting firm, found it takes 29 days on average to secure an appointment with a family care physician, up from 19.5 days in 2014. For some specialties, the delays are similarly long, with a 32-day wait to see a dermatologist and a 21-day delay at the typical cardiologist’s office. But Concierge Physicians get back to their patient’s right away because of the small caseloads and the personalized one to one care they represent. Care managers, who offer gold standard care, generally get out to see new clients within a day. Both professionals go by ” Ask and Ye Shall Receive”.

So when you market the Concierge Physicians, what benefits to do you offer that will allow her or him to refer to you.

We will use the “So What” that show benefits to any profession

1) You serve the same upper 10% with same 1-1 hands-on excellent care  “So What” you can support the physician without training

2) You do facilitation with dysfunctional families ( often in these patient caseloads) “So What”  You will  use your skills to get families to agree on care for the older person so concierge physicians  will not have to deal with these difficult barriers to care

3)You will manage adult siblings who often disrupt older parent care because of ” Mom Loved You Best” squabbles cat-dog-fight.jpg“So What” so the Concierge physician can give the care the parent needs without hiring a social worker or trying to be one.


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

When: February,20th 2020
2 PM-3:30 PM PST
Learn
 

What is a benefit vs features and how to find benefits for each 3rd party you market to?

What specific problems you solve for wealth managers, 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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Filed Under: Aging, aging family crisis, aging life business, Aging Life Care, aging life care manager, Benefits of Geriatric Care Management, Benefits vs Features, Blog, care manager, case manager, concierge clients, Concierge Senior, elder care manager, Families, GCM Benefits, Geriatric Care Management Business, Geriatric Care Manager, geriatric care manager, geriatric social worker, high end clients, home care, Marketing aging life care, marketing to concierge clients, nurse care manager, Quality of Life for elders Tagged With: adult children of concierge parents, aging life care manager, care manager, case manager, Concierge Care Manager, concierge physician, geriatric care manager

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.

Sign up for my free webinar coming up very soon and already nearing the 100 person limit

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 – 

 

 

Filed Under: Adult children, Aging Family, Benefits, Benefits of Care Management, Benefits of Geriatric Care Management, Benefits vs Features, Blog, GCM Benefits, Marketing aging life care, marketing ALCA /GCM, marketing care management Tagged With: aging family, aging life care manager, aging parent crisis, ALCA marketing, Benefits vs Features, Care Management marketing plan, case manager, geriatric care manager, home care business, Home care marketing, marketing geriatric care, marketing target, marketing to 3rd parties, MARKETING TO ELDERLAW ATTORNEYS, nurse advocate, nurse care manager

What Marketing Tactics Work Best to Reach Aging Life or GCM customers?

February 1, 2020

What Are Your Marketing Tactics ?

Marketing your existing or new Aging Life or GCM business is vital to growth, but where you spend your marketing dollars or do you use free public relations like showing targets the benefits of ALCA or GCM? What marketing tactics make the most sense for you? Where will you reach your client base best? This is where your marketing strategy comes into play. Before the business can start generating revenue, a marketing strategy and sales techniques must be in place.

A marketing message, like benefits, must be communicated to the public about your business

 

To get new GCM, ALCA clients your marketing  message must say your business offers these benefits

  •  concierge solutions to the grueling aging care decisions families and clients must make.
  •  expert professional assistance with the tough choices aging family members must make about elder housing, medical care, personal care, finances, end of life and the myriad mind-boggling decisions they face.  
  •  support to the aging client and the whole aging family to transform the family to get care for the client 
  •  support and care  to the caregiver to keep them from burnout
  •  the exact product they will need to solve their problem like dementia care, moving an elder, quality of life, VIP care

Example -Benefits of Geriatric care manager to an Elder Law attorney

  • Assess capacity –you are are a health professional and they are not
  • Work with Dysfunctional families – often their clients
  • Do facilitation with dysfunctional families
  • Facilitate family meetings over non-titled assists, health care decisions( death and dying)
  • Expert in sibling wars facilitating  decisions to help parent care
  • Can advise on the current and future costs of care. 
  • Extra set of eyes for the attorney and can monitor the client’s     medical status, address safety issues keep them updated
  • Prepare written geriatric assessment as evidence in a guardianship or conservatorship if admissable in your state

Join me in my new FREE Webinar


Learn to Sell Benefits not Features to Third Parties to Grow Your Care Management Bottom Line

When: February,20th 2020
2 PM-3:30 PM PST
Learn
 

What is a benefit vs features and how to find benefits for each 3rd party you market to?

What specific problems you solve for wealth managers, elder law attorneys, and concierge physicians, assisted living  

What specific problems to solve for upscale Assisted Living, accountants, financial planners, MD’s   and many more

Step by Step how to set up meetings with 3rd parties to make the sale

SIGN UP

Filed Under: Aging, Aging Family, aging family crisis, aging life business, Aging Life Care, aging life care manager, ALCA Beneifits, Benefits, Benefits vs Features, care manager, case manager, Concierge aging clients, Concierge Client, Concierge Senior, elder care manager, FREE MARKETING WEBINAR, FREE WEBINAR, GCM Benefits, GCM Start-Up, GCM Webinar, Geriatric Care Management Business, Geriatric Care Manager, geriatric care manager, geriatric social worker, Marketing aging life care, marketing care management, marketing to concierge clients, marketing to the top 10$, nurse advocate, nurse care manager Tagged With: aging concierge Clients, aging life care manager, aging parent crisis, benefits of ALCA, Benefits of care management, Benefits Of Geriatric Care Managers, Benefits vs Features, care manager, case manager, concierge marketing, geriatric care manager, Marketing Care Management, marketing services, marketing tactics, nurse care manager, webinar concierge care

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