GCM Webinar Archives ⋆ Cathy Cress

How To Find Adult Children in the Holiday Rush

November 9, 2023

Find Adult Children of VIP Clients During Holiday Rush, *Use a Speakers Bureau***

The Holiday season is the busiest time for care managers. Adult children see their aging parents at ritual holiday gatherings, Thanksgiving, Hannakka, Christmas, New Year’s, and Kawanza, and are shocked by the deterioration of their loved ones. Most do not know what a care manager is or how to find you, so you must find adult children now.

Find adult children in your area using Free PR Through a Speaker’s Bureau. Creating a Speakers Bureau is the best way to find worried, sometimes desperate adult children who are wondering how to approach their failing and frail adult parents who many times ignore their children’s pleas to get care.

Speakers Bureau to Find Adult Children

You create a Speaker’s Bureau by putting together Hot Topics, like “Handling the Stress of Caregiving, “Warning Signs When YourParent Needs Care,” which is especially relevant to those adult children during the holidays who find coal in their stockings on the holidays.

Tasha Beauchamp, an Aging Life Care Webmaster Research Scientist and co-owner of Elder Pages Online, LLC had this tip in an ALCA blog about in-person presentations.

“You provide enough information to demonstrate your expertise, but as someone mentioned already, not enough detail that you are giving away the store. One way to get an insight into what people are interested in and will attend a Speakers Bureau presentation is to look at the top eldercare-related searches on Google compiled by the Pew Internet Project:” according to Tasha Beauchamp, Aging Life Webmaster, and Research Scientist. Beauchamp says Handling the Stress of Caregiving is at the top of the list.

Get my new Speakers Bureau Package

Have we done all this for you with our Speaker’s Bureau Package? Want marketing tools that will grow your business? The new Speakers Bureau Package with a reduced price for the Holidays. Use pre and post-holidays and all year to find adult children.

We have seven pre-made PowerPoints, each a 20-minute presentation that covers significant pain points and pain relief for adult children and family caregivers created to engage your audience. The package contains complete directions & power points, one pager sell sheets, and sign-up sheets to collect emails after the presentation, plus a free consultation with Cathy Cress, MSW, to help set this up.

You can find adult children by reaching out to local service clubs like the Rotary, women’s clubs, Employee Assistance Programs, and musical societies seniors often join, drawing from the upper 10% of midlife members associations who are always looking for good speakers, especially presenting topics about facing the caregiving of a loved one.

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Sell GCM or ALCA to wealth managers?

July 13, 2023

What makes 3rd Parties Like Wealth Managers Refer to Care Managers?

Do you want to sell to wealth managers? Why would third parties like wealth managers trust officers, sell to GCM or ALCA by referring clients to a care manager 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.

Clients in the upper 5% of income will call you because their wealth manager or bank trust officers referred them. But the wealth manager needs 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. because these clients can pay privately for many years with their mammoth incomes and investment. You have to deliver what benefit you promises sell Benefits, not Features to Wealth Managers to Grow Your$ Bottom Line

Sell benefits not features to wealth managers is a key to great marketing. Do you know how you do that? When you market Geriatric care management, what makes the final sale is ” What’s in it for me the 3rd party. “Benefits answer that question for your targets. Learn how to make a great marketing presentation and sale to 3rd parties, like wealth managers or bank trust Departments, by understanding the benefits geriatric care management brings to them and the rest of your target audiences.

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Sell Benefits to Close the GCM or ALCA Sale to Assisted Living

June 20, 2023

Care managers must sell benefits of Geriatric Care Management to assisted living.

Sell Benefits of care managers because GCMs must sell benefits. 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 depressed, or are lonely – just not thriving in the resident community.

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

GCMs must sell benefits. 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 makes the sale.

Clients who purchase home care or care management want to buy benefits – They want to know” what’s in it for me” when they buy your service .

GCM Sell 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’s 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 MUST SELL BENEFITS

Sell Benefits-: Assisted Living does not want residents to move out. Most facilities are strictly non-medical and do not have a one-to-one companion and geriatric care management services. Your geriatric care management agency can solve that problem by selling benefits of 1-1 Companion

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 the 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 the 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 send 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 your agency.

Sign Up For My Free Webinar

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

A feature is a fact A benefit tells your customer the advantages of those facts

Take Advantage of Low Offers on Products

You will learn

The difference between selling features vs benefits

You will learn how to sell the benefits of your services to each 3rd party you serve

How Benefits make your sale to wealth managers, elder law attorneys, and concierge physicians to get referrals for new clients

The Benefits that make you sell 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

GCM Benefits Close the Sale to Assisted Living

June 14, 2023

Marketing Tactics – Use Benefits

GCM Benefits led to a sale.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, are not participating in activities isolating, or are general when they are not thriving in the resident community.

Marketing care management to ALFs 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 makes 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 will help the Assisted Living site. Of course, you can describe your agency’s features, price, staff training, and 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 BENEFITS

The problem: Assisted Living does not want residents to move out. Most facilities are strictly non-medical and do not have a 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 the 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 adjusting 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 the 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 send 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 struggling residents, is a much more potent selling point that features your agency.

SIGN UP FOR MY FREE WEBINAR

Sell Benefits, not Features &Grow Your$ Bottom Line

Even if you cannot make the webinar, 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

Find out more

WHEN YOU SIGN UP ,

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 to each 3rd party you serve

What Benefits make 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

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?

WHITE PAPER LANDING PAGE

Do You Know the Best Phrases To Attract VIP Care Management Clients? Click Here for FREE Download!

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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Find Adult Children of VIP Clients During Holiday Rush, Use a Speakers Bureau