What Do you Have in Common with a Concierge Physician
Concierge Physicians and geriatric care managers have much in common
They both serve must serve the top 10% in the US. because of Income equality
Geriatric care management and long term care are not covered by Medicare, so the top 10% can only afford private geriatric care management.
Medicare rates for the physician are so low, especially Geriatricians,(who are the lowest paid that they disappearing), is one of the reasons physicians have fled to a concierge practice. This allows them to actually see a client for more than 10 minutes and make housecalls where they can actually observe the most about the patient’s ability to care for themselves.
Both in Business, Serving the Elderly & Wealthy taking health care into the world of Profit.
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. More important they both know that you see the most about the functional ability of the client/patient in their home not a brief office visit
Small CASE Loads a big Similarity
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.
NO WAIT TIME TO SEE GCM OR CONCIERGE PHYSICIANS
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”.
BOTH TREATING COVID-19’s Hand of Death Reaching for Seniors
During the coronavirus both doctors and care managers, see their clients/ patients the largest target of the deadly virus, dying in deadly droves, especially in
nursing homes and are themselves overwhelmed by the stress of not being able to save or even see their caseload.
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 the same 1-1 hands-on excellent care “So What” you can support the physician’s patient 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 “So What” so the Concierge physician can give the medical care the parent needs without hiring a social worker or trying to be one.
4)You can counsel families through technology through the fears of COVID1- and strategies to help clients cope with the choices they may have in the epidemic so what so the mental health breakdown of the aging family can address.
Join Me in My Latest Webinar
Conquer Care Management Sales- 5 Steps Close the Sale on COVID-19Products
Sales have severely declined in COVID_19, geriatric care management is not deemed essential business. Learn how to increase your, clients, through all your products but
especially the new Covid-19 and telehealth. Sell Successfully this and any GCM product in a 2-part intake. Closing the sale means the client signing your contract and giving you a deposit. Most care managers are untrained and terrified of this process. They are more terrified of going out of business with COVID 19
Learn the 5 steps to make and close a care management sale to get that contract signed, get a deposit, grow your business, bolster cash flow, make payroll, and stop you from being one of the 50% of new US businesses that fail after five years.
When?
Date Tuesday, June 23
Time 2:00 PM -3:30 PM
You will Learn
What are Covid-19 GCM Services you can offer
How to make the sale in the inquiry call -with a complimentary consultation
How to ” Identify needs using client” challenge questions” to find the problem you need to solve to make the sale
How to present your offer by selling solutions to the problem with a mini care plan
How to manage objections if the caller has concerns about price or product
How to close the sale with non-aggressive closing questions to have your contract signed, get a deposit, and grow your business with a new client
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assessment then asking for a deposit and signed contract the older gentleman said he could not afford her services and would not sign the contract at that time. The Aging Life care manager came up empty-handed.
keeping at home, COVID-19 safety in an elder’s home or home from the hospital with Covid-19)
Fix it and fix it until it is “Flawless “Service in Assisted Living– just the way the top 10% expect it to be. They want a 5-star hotel service and will buy when you try to sell to them.
