Cathy Cress

Expert in Aging Life and Geriatric Care Management

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Want new Concierge Clients? Treat Adult-Child Caregiver Pain

October 13, 2021

Join Me in My Latest Free Webinar

How to Sign Up New Client When VIP  Adult Child Caregiver  Calls In Pain   

November  2th 2021

Time 2:PM PST -3:30

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Learn in this webinar:
Why adult Children Purchase Products to Sooth Their Pain with Aging Parent

Why Adult Children Purchase Products that Answer Their Pain with Aging Parent

Why Sell VIP Products rather than Geriatric Care Management
Why VIP GCM Clients prefer GCM Products
How to Develop a 4 Season Menu of Products

VIP Products to Add to your Menu of Services

VIP services to Add to your Products

Sign Up 

Filed Under: aging family crisis, Aging family pain, aging life business, Aging Life Care, Aging Life Care Assocaition, Aging Life Products, Aging Mother, Aging therapist, ALCA Concierge, Black Entrepreneur, Black Entrepreneur RB, Black Entrepreneur RN, Black Geriatric Care Manager, Black RN, Black Travel RN, Blog, caregiver pain, caregiver pain point, Closing an ALCA sale, Concierge aging clients, Concierge Care Manager, Concierge caregivers, Concierge Client, Concierge Geriatric Care Manager, Concierge Marketing, Concierge Products, Dementia, Family Caregiver, family caregiver pain, GCM Webinar, geriatric care manager products, geriatric social worker, inquiry, Intake, Webinar, Webinar ALCA GCM Tagged With: Adult Child Pain, aging family, aging life care manager, aging life or geriatric care manager, aging parent care, aging parent crisis, ALCA CEU's, black american geriatric care managers, black american social workers, Black Entrepreneurs, Black Nurse Entrepreneurs, Black start-up geriatric care management, Black travel nurses, Care Management Business Course, Care Management Nurses, care manager, Care Manager as Pain reliever, case manager, concierge aging clients, Concierge Care management, Family Caregiver Pain, Finding Concierge Clients, geriatric care manager, nurse advocate, nurse care manager, Pain, Sign Up New Clients, Webinar Sign -Up Clients, Webinar Sign Up GCM Clients, Webinar VIP Clients

What are the 5 Steps to a Successful Covid-19 Concierge Client Inquiry ?

June 20, 2020

 

 

How Not to Lose a New Client at an Inquiry

Closing the sale means the client signing your contract and giving you a deposit. An inquiry is the most critical point in closing the sale or opening a case. A successful inquiry means taking successful steps to increase your aging life or geriatric care management business. 

The Desperate Calls You will Get

With many states lifting COVID-19 restrictions, in spite of COVID-19 still present, people will travel again. You will get desperate calls from adult children visiting older family members and seeing first-hand, how unprepared their vulnerable aging parents are if COVID-19 explodes in the fall or sooner. They probably will be reluctant to move their older parent to Assisted Living after the high incidence of coronavirus in these facilities no matter how many amenities they provide. Here are steps to success for an inquiry or any call about your services

Take These Steps to Convert Inquiry to New Client

1. You must assure the caller that your geriatric care management services can be counted on to thoroughly assess the elderly person’s and family caregiver’s situation at the intake, to provide a safe coronavirus plan for sheltering in place, if the pandemic, still here, roars back again, determine the level of care if that is needed and level of GCM monitoring to sell your services.
2. You sell these services by convincing the caller that you offer a highly personalized and compassionate approach to the family and older clients. This breaks down to gaining client and family trust that your GCM services are the very best path leading them the care they desperately need, led by a professional guide they can count on.


3. You persuade them that they will get unbeatable customer appreciation, you will exceed their customer expectations, ensure the quality of life for the older client, and offer a concierge driven service.
4. You explain how your hands on professional staff can make families relieved and happy because they understand they save precious time and overwhelming stress by using professional GCM’s.
5. You show them you can access all community services and resource options they could not find alone and are now available to them through your services.


6. In this one sometimes short call, you show potential new clients how your concierge care management service will solve their problems through -you the GCM being there for them every step of the way.
7. You persuade them that by scheduling the next step, a free 30-minute complimentary consultation call, you will help them make sound decisions based on reality and assessment. 

The GCM sells all of this through this free 30 -minute complimentary consultation done by a compassionate and highly skilled professional the director of your agency.

 

Learn the 5 Clinical Steps  to Signing Up These families

Sign UP For MY Free Webinar 

 

Conquer Care Management Sales- 5 Steps Close the Sale on COVID-19Products

 

Sales have severely declined during  COVID_19. Now that many states are lifting restrictions, learn how to increase your, clients, through all your products but especially 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 or one of

the 7.5 million businesses that will fail in the next 3 months from COVID-19 

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

SIGN UP FOR FREE

 

 

 

 

 

Filed Under: aging family crisis, Aging Life Care Assocaition, aging life care manager, care manager, case manager, complementary consultatiom, Complimentary Consultation, complimentary consultation COVID-19, coronavirus, coronavirus marketing, Coronavirus safety elders, CORONAVIRUS Stay at Home Plan, COVID-19 & Care Management, elder care manager, Emergency Plan, FREE MARKETING WEBINAR, FREE WEBINAR, GCM COVID 19 Crisis, GCM products in COVID-19, GCM Webinar, Geriatric Care Management Business, geriatric care management emergency proceduress, Geriatric Care Manager, INFECTION CONTROL & COVID-19, inquiry, inquiry COVID-19, Intake, Intake COVID-19, Long distance caregiver Tagged With: aging family crisis, aging life inquiry, aging life or GCM inquiry, aging life or geriatric care manager, care management intake, care manager, care manager eldercare manager, case manager, Certified Senior Advisors, client inquiry, Coronavirus disaster plan, COVID_19 inquiry, COVID-19 -inquiry, COVID-19 intake, GCM inquiry, GCM intake, geriatric care manager, intake, intake Aging Life, long distance care provider, nurse advocate, nurse care manager, social distancing covid-19

Do You Give Away the Store When you a Care Management an Intake?

May 29, 2020

red-phone.jpg

Do You Make This Mistake ?

 

Do you make this mistake with a client inquiry? When you get a request for and intake, over the phone, do you then drive to the client’s home to do the intake- without a deposit and contract? What can happen when you do this.

Aging Life care manager Sally Sunshine received an inquiry call and drove an hour to see the client. After spending two hours explaining her services, doing a geriatric 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 after hours of driving, doing a 2 hours geriatric assessment with no new case, contract or deposit for all her time and expert effort. 

Stop Traveling 3 hours & Get No Contract

How do you avoid traveling to an hour to do an intake- spending 2 hours doing an initial assessment and getting no contract or deposit as the client tells you he/she cannot afford you.

Get Contract Signed in Two Phone Calls

You do the inquiry over two phone calls first one offering a free complimentary consultation, and then making the sale and asking for the contract and the deposit in the second call. You use Adobe and Pay Pal to get the deposit and contract within hours. You do not drive to the client’s home without getting a signed contract deposit – first.

 

Join Me in my New Free Webinar

 

Conquer Care Management Sales- 5 Steps Close the Sale

 

You will Learn

  • How to close the sale, get the contract signed with a 2 part intake over the phone Unknown-1.png
  • 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

Sign Up-

 

Filed Under: aging family crisis, Aging Life Care Assocaition, ALCA Products for COVID_19, Blog, Care Management Products, Close The Sale, Contract signed, coronavirus, Coronavirus emergency plan, coronavirus marketing, Covid 19, COVID-19 & Care Management, FREE MARKETING WEBINAR, FREE WEBINAR, GCM products in COVID-19, GCM Webinar, geriatric care manager, inquiry, inquiry call, inquiry COVID-19, Intake, Intake COVID-19, Long Distance Care, Webinar Tagged With: aging life care manager, aging parent crisis, care management intake, care manager, case manager, COVID_19 inquiry, COVID-19 intake, COVID-19 PRODUCTS, geriatric care manager, intake Aging Life, intake over the phone, marketing during COVID-19, nurse advocate, nurse care manager

What are the 5 Steps to a Successful Covid-19 Concierge Client Inquiry ?

May 26, 2020

red-phone.jpg

 

 

How Not to Lose a New Client at an Inquiry

An inquiry is the most critical point in opening or losing a case. A successful inquiry means taking successful steps to increase your aging life or geriatric care management business. 

The Desperate Calls You will Get

With many states lifting COVID-19 restrictions, in spite of COVID-19 still present, people will travel again. You will get desperate calls from adult children visiting older family members and seeing first-hand, how unprepared their vulnerable aging parents are if COVID-19 explodes in the fall or sooner. They probably will be reluctant to move their older parent to Assisted Living after the high incidence of coronavirus in these facilities no matter how many amenities they provide. Here are steps to success for an inquiry or any call about your services

Take These Steps to Convert Inquiry to New Client

1. You must assure the caller that your geriatric care management services can be counted on to thoroughly assess the elderly person’s and family caregiver’s situation at the intake, to provide a safe coronavirus plan for sheltering in place, if the pandemic, still here, roars back again, determine the level of care if that is needed and level of GCM monitoring to sell your services.
2. You sell these services by convincing the caller that you offer a highly personalized and compassionate approach to the family and older clients. This breaks down to gaining client and family trust that your GCM services are the very best path leading them the care they desperately need, led by a professional guide they can count on.


3. You persuade them that they will get unbeatable customer appreciation, you will exceed their customer expectations, ensure the quality of life for the older client, and offer a concierge driven service.
4. You explain how your hands on professional staff can make families relieved and happy because they understand they save precious time and overwhelming stress by using professional GCM’s.
5. You show them you can access all community services and resource options they could not find alone and are now available to them through your services.


6. In this one sometimes short call, you show potential new clients how your concierge care management service will solve their problems through -you the GCM being there for them every step of the way.
7. You persuade them that by scheduling the next step, a free 30-minute complimentary consultation call, you will help them make sound decisions based on reality and assessment. 

The GCM sells all of this through this free 30 -minute complimentary consultation done by a compassionate and highly skilled professional the director of your agency.

 

Learn the 5 Clinical Steps  to Signing Up These families

Sign UP For MY Free Webinar 

 

Conquer Care Management Sales- 5 Steps Close the Sale on COVID-19Products

 

Sales have severely declined during  COVID_19. Now that many states are lifting restrictions, learn how to increase your, clients, through all your products but especially 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 or one of

the 7.5 million businesses that will fail in the next 3 months from COVID-19 

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

SIGN UP FOR FREE

 

 

 

 

 

Filed Under: aging family crisis, Aging Life Care Assocaition, aging life care manager, care manager, case manager, complementary consultatiom, Complimentary Consultation, complimentary consultation COVID-19, coronavirus, coronavirus marketing, Coronavirus safety elders, CORONAVIRUS Stay at Home Plan, COVID-19 & Care Management, elder care manager, Emergency Plan, FREE MARKETING WEBINAR, FREE WEBINAR, GCM COVID 19 Crisis, GCM products in COVID-19, GCM Webinar, Geriatric Care Management Business, geriatric care management emergency proceduress, Geriatric Care Manager, INFECTION CONTROL & COVID-19, inquiry, inquiry COVID-19, Intake, Intake COVID-19, LGTBQ ELDERS, Long distance caregiver Tagged With: aging family crisis, aging life inquiry, aging life or GCM inquiry, aging life or geriatric care manager, care management intake, care manager, care manager eldercare manager, case manager, Certified Senior Advisors, client inquiry, Coronavirus disaster plan, COVID_19 inquiry, COVID-19 -inquiry, COVID-19 intake, GCM inquiry, GCM intake, geriatric care manager, intake, intake Aging Life, long distance care provider, nurse advocate, nurse care manager, social distancing covid-19, Stay at Home order COCID-19

5 Things Geriatric Care Managers and Concierge Physicians have in Common & and How Do you Market to Them

May 18, 2020

 

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

SIGN UP FOR FREE 

 

 

 

 

 

Filed Under: aging family crisis, aging life care manager, ALCA COVID-19 Crisis, Blog, Care Management Products, Concierge Physican, coronavirus, coronavirus shut down, Covid 19, COVID-19 & Care Management, Elderly Disaster Plan, Emergency Plan, End of Life Care manager, FREE WEBINAR, GCM Webinar, Geriatric Care Management Business, Geriatric Care Manager, Hurricane, inquiry call, Intake, marketing care management, marketing geriatric care management, marketing to upper 10%, nurse advocate, nurse care manager, Quality of Life in Dying, Webinar, Webinar ALCA GCM Tagged With: adult children of concierge parents, aging life care manager, aging life inquiry, aging life or GCM inquiry, aging parent crisis, care manager, case manager, concierge aging clients, concierge physician, COVID_19 inquiry, COVID-19 PRODUCTS, COVID-19 SERVICES, free webinar, geriatric care manager, geriatric social worker, marketing during COVID-19, nurse advocate, nurse care manager

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