Cathy Cress

Expert in Aging Life and Geriatric Care Management

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Are You Marketing Private Care Management to The Concierge Family- Who Can Afford You?

October 7, 2020

 

Who is Your Market in an Aging Life or geriatric care management business?

That market is the rich and famous people who are your concierge clients and three other wealthy groups. The lower 90%, only call when there is a crisis and that crisis usually leads to homecare. Homecare costs between 4000-6000 a month. This is why you need to serve that top 10%. The upper 10% can afford that according to Pew research, 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 taken into consideration when developing a business plan for a for-profit, fee-based, Geriatric care management business.

Who Can Really Afford Geriatric Care Management

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.GCM-pix-2.jpg

 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 

Even Fewer People Can Afford Care Management Since 2008 Collapse

Meanwhile, the share of national wealth held by the bottom 90% fell to 25% after the Wall St and housing collapse, and these elders are tragically not the market for geriatric care managers because they cannot afford the service.

Whether you are a nurse care manager, geriatric social worker, nurse advocate, geriatric care manager, aging life care manager, any of the alphabet soup of care management names, if you have a private geriatric care management business, you can only make money and thrive as a business by marketing selling and be signing up the top 10% elder client.

Why Need vs Demand is the only Way to fiscally Survive in GCM As Hard As That May Be to GCM’s

Bob O’Toole MA, long time geriatric care manager, wrote a highly researched chapter in the latest edition of Handbook of Geriatric Care Management 4th edition  Private Revenue Sources for the Fee-Based Care Manager- Need Vs Demand in the Elder Care Market which shows aging life and geriatric care manager why you need these 10% elders and their families as customers.

COVID HAS AFFECTED CARE MANAGERS CASELOADS AN BOTTOM LINES

Like so many small businesses geriatric care managers have been fiscally affected by

coronavirus  If you have strong safety and infection control policies and feature them prominently on your web site, you should be able to make up for this budget hole created by the virus, by targeting the right clients demographically.

 

Join me in my newest FREE Webinar

MARKET LIKE YOUR BUSINESS DEPENDED ON IT DURING COVID

October 22 @ 2:00 pm – 3:00 pm PST

As you are approaching the busiest season for care manager’s  the holidays when facebook-holiday-post-4.pngfamilies visit for the holiday and seeing their elderly parents skating on very thin aging ice

Learn care management marketing that works at all time but especially during COVID so you can:

Consult with and help client’s during COVID and post COVID

Convert Consultation into  regular clients

Understand branding 

     

Develop a positioning strategy so the caller chooses you

Understand lead generation in care management

Understand how to do an e-newsletter

Get the best

marketing software  

Understand Public Relations Press, TV-Radio, Social Media Coverage

Understand Zoom Webinars

SIGN UP NOW  

 

 

 

 

 

Filed Under: Aging, aging family crisis, Aging Life Care, Aging Life Care Assocaition, aging life care manager, ALCA sales, care manager, case manager, Concierge aging clients, coronavirus marketing, Coronavirus safety elders, elder care manager, Families, FREE MARKETING WEBINAR, FREE WEBINAR, GCM bankruptcy, GCM Ethical Dilemma, GCM financial literacy, GCM Webinar, Geriatric Care Management Business, Geriatric Care Manager, geriatric care manager, INFECTION CONTROL & COVID-19, LOSING CLients TO COVID, Marketing aging life care, marketing ALCA /GCM, marketing care management, marketing geriatric care management, marketing pitch, marketing to concierge clients, marketing to the top 10$, Marketing to top 10%, marketing to upper 10%, nurse advocate, nurse care manager, Private Duty Home Care, Webinar, Webinar ALCA GCM Tagged With: aging family, aging life care manager, aging life or geriatric care marketing plan, aging parent crisis, care manager, care manager marketing, case manager, Concierge Client, Covid Budget deficit, geriatric care manager, geriatric social worker, Losing clients to COVID, nurse advocate, nurse case manager, nurse navigator, Rich and Famous, social work care manager, Upper 10%, webinar concierge care

Are You Marketing Private Care Management to The Concierge Family- Who Can Afford You?

October 7, 2020

 

Who is Your Market in an Aging Life or geriatric care management business?

That market is the rich and famous people who are your concierge clients and three other wealthy groups. The lower 90%, only call when there is a crisis and that crisis usually leads to homecare. Homecare costs between 4000-6000 a month. This is why you need to serve that top 10%. The upper 10% can afford that according to Pew research, 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 taken into consideration when developing a business plan for a for-profit, fee-based, Geriatric care management business.

Who Can Really Afford Geriatric Care Management

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.GCM-pix-2.jpg

 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 

Even Fewer People Can Afford Care Management Since 2008 Collapse

Meanwhile, the share of national wealth held by the bottom 90% fell to 25% after the Wall St and housing collapse, and these elders are tragically not the market for geriatric care managers because they cannot afford the service.

Whether you are a nurse care manager, geriatric social worker, nurse advocate, geriatric care manager, aging life care manager, any of the alphabet soup of care management names, if you have a private geriatric care management business, you can only make money and thrive as a business by marketing selling and be signing up the top 10% elder client.

Why Need vs Demand is the only Way to fiscally Survive in GCM As Hard As That May Be to GCM’s

Bob O’Toole MA, long time geriatric care manager, wrote a highly researched chapter in the latest edition of Handbook of Geriatric Care Management 4th edition  Private Revenue Sources for the Fee-Based Care Manager- Need Vs Demand in the Elder Care Market which shows aging life and geriatric care manager why you need these 10% elders and their families as customers.

COVID HAS AFFECTED CARE MANAGERS CASELOADS AN BOTTOM LINES

Like so many small businesses geriatric care managers have been fiscally affected by

coronavirus  If you have strong safety and infection control policies and feature them prominently on your web site, you should be able to make up for this budget hole created by the virus, by targeting the right clients demographically.

 

Join me in my newest FREE Webinar

MARKET LIKE YOUR BUSINESS DEPENDED ON IT DURING COVID

October 22 @ 2:00 pm – 3:00 pm PST

As you are approaching the busiest season for care manager’s  the holidays when facebook-holiday-post-4.pngfamilies visit for the holiday and seeing their elderly parents skating on very thin aging ice

Learn care management marketing that works at all time but especially during COVID so you can:

Consult with and help client’s during COVID and post COVID

Convert Consultation into  regular clients

Understand branding 

     

Develop a positioning strategy so the caller chooses you

Understand lead generation in care management

Understand how to do an e-newsletter

Get the best

marketing software  

Understand Public Relations Press, TV-Radio, Social Media Coverage

Understand Zoom Webinars

SIGN UP NOW  

 

 

 

 

 

Filed Under: Aging, aging family crisis, Aging Life Care, Aging Life Care Assocaition, aging life care manager, ALCA sales, care manager, case manager, Concierge aging clients, coronavirus marketing, Coronavirus safety elders, elder care manager, Families, FREE MARKETING WEBINAR, FREE WEBINAR, GCM bankruptcy, GCM Ethical Dilemma, GCM financial literacy, GCM Webinar, Geriatric Care Management Business, Geriatric Care Manager, geriatric care manager, INFECTION CONTROL & COVID-19, LOSING CLients TO COVID, Marketing aging life care, marketing ALCA /GCM, marketing care management, marketing geriatric care management, marketing pitch, marketing to concierge clients, marketing to the top 10$, Marketing to top 10%, marketing to upper 10%, nurse advocate, nurse care manager, Private Duty Home Care, Webinar, Webinar ALCA GCM Tagged With: aging family, aging life care manager, aging life or geriatric care marketing plan, aging parent crisis, care manager, care manager marketing, case manager, Concierge Client, Covid Budget deficit, geriatric care manager, geriatric social worker, Losing clients to COVID, nurse advocate, nurse case manager, nurse navigator, Rich and Famous, social work care manager, Upper 10%, webinar concierge care

How to Sell VIP Clients Products They Want To Buy & Universal Precautions They Need

June 10, 2020

Universal Health Precautions and Concierge Services During a Pandemic

In this pandemic, you will have to give your potential clients assurance that your care providers can render concierge caregiving, companionship and personal care services and quality of life have completed the Corona Virus universal precautions training and have all necessary masks and gloves for each case. You should assure that caregivers should are required to take their own temperature prior to each shift and all shifts are available. In addition, you should tell clients or potential clients caregivers are able to pick up and deliver groceries, medications as well as do light housekeeping and cooking or you will arrange for meals to be delivered from the restaurant they choose. 

Concierge Client’s Can Afford You Due to Income Disparity in the US and NO LTC Under Medicare

Concierge customers are sadly the only customer who can afford you because Medicare does not cover long term care and, in an age of income disparity, 75% of all wealth is held in the hands of the upper 10%. They will choose you -the geriatric care manager over your competition if you have products and Four Seasons services to deliver those products- rivals do not have.

Products make sense to a high-end customer who is brand /product oriented in purchasing anything that reflects who they are. Think Gucci purses, Rolex or Montblanc watches Dior dresses.

All  care management customers in upper 10% relate to products not peace of mind

Rather than tell clients you do assessment– offer products they are seeking  – like relocation (moving an older parent VIP  Care Management, ( Discreet private care for a well known celebrity),Quality of Life (increasing the joy in an older person’s life who is dressed with Stay at Home Restrictions), Dementia Care, Home from the Hospital,( which many desperately need, especially during the COVID -19 epidemic), Medication Assessment,- End of Life Services,Products that pinpoint exactly what the older person needs are in a pandemic & on going and why the family is desperately calling for help. But these products need to be

Jaguar level, not a Hyundai buy. To do this, develop continuously integrated solutions through a product procedure placed in a company operation manual, along with all of your products so you ensure your staff can deliver, step by a step-that high-end product that the Concierge client just purchased and demands.

 

 

Free Webinar-

How to Sell VIP Clients a Menu of Products They Want To Buy During the Pandemic

Learn in this webinar:

COVID-19 Assurances You Must add to Your Products &Staff 

Income Inequality and No Coverage For Long Term Care Controls On Your GCM Market

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
How to deliver 4 Seasons Service With VIP Products

VIP Products to Add to your Menu of Services

 

 

 

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Subscribe to My Geriatric Care 1 Youtube channel 

 

 

 

 

Filed Under: Aging, aging family crisis, aging life business, Aging Life Care, Aging Life Care Assocaition, aging life care manager, ALCA Beneifits, Benefits of Geriatric Care Management, Blog, Care Management Products, care management start-up, care manager, case manager, Covid 19, elder care manager, Families, FREE WEBINAR, GCM Start -Up, Geriatric Care Management Business, geriatric care manager, geriatric care manager start up, geriatric social worker, Income inequality, marketing care management, marketing to the top 10$, marketing to upper 10%, nurse advocate, nurse care manager, Selling GCM Business, Universal Precaution, VIP Products, Webinar, Webinar ALCA GCM Tagged With: aging life care start up, Aging Life Or GCM Products, care management products, case manager, Certified Senior Advisors, CMSA, Covid-19, eldercare manager, geriatric social worker, Income Inequality, marketing geriatric care, marketing geriatric care management, Medicare & coronavirus, Medicare non coverage LTC, nurse care manager, pandemic, products vs services

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

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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