Cathy Cress

Expert in Aging Life and Geriatric Care Management

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Why Would 3rd Parties like Conservators or Guardians Use a Care Manager ?

March 7, 2022

 Why Would a Conservator Hire a Care Manager?

 Why would third parties like conservators or guardians use a care manager and why do you need to know this? First, you need to create a practice that meets the needs of major referral sources like conservators, the term we use in the west or in the east a guardian. Adult children, call you to start services on their own but a conservator calls you directly. 

Why would third parties like conservators or guardians use a care manager? A conservator or guardian has the legal choice in hiring a geriatric care manager or ALCA member. But conservators need to know what you will do to benefit them with their clients if they are to work with your agency. This means how will you benefit their practice. On the feeding chain of referrals, conservators or guardians can be one of your most important sources of income for your business. You have to deliver what they need in benefits to make money.

Benefits and Features

Conservators need to know what you will do to benefit them with their clients if they are to work with your agency.Features and benefits are very different. Features often directly address common problems experienced by users. Benefits are the outcomes or results that users will experience by using your product or service – the very reason why a prospective customer becomes an actual customer.

Why would third parties like conservators or guardians use a care manager?Conservators need to know what you will do to benefit them with their clients if they are to work with your agency

A  conservator is a legal entity that manages money and the legal guidelines of the conservatorship are often because of undue influence. A geriatric care manager is a health professional who specializes in the physical and mental issues of an older person. So care managers benefit a conservator or guardian by monitoring and arranging the care of psychosocial and health care issues of older conservatees.

Why would third parties like conservators or guardians use a care manager

 

 

 

 

 

 

 

Help with Dysfunctional Families

Why would third parties like conservators or guardians use a care manager? Conservators often work with the very dysfunctional families of the conservatee. However many guardians or conservators have financial rather than psychosocial backgrounds. Therefore the benefit of a care manager is they are skilled in interceding with dysfunctional families and can take the conservator off the hot seat. Care managers benefit the conservator by intervening with a difficult family and addressing the client’s needs, symptoms and defenses to protect the conservatee, for the guardian. This is a great benefit to the conservator, who often does not have these skills.

Why would third parties like conservators or guardians use a care manager

Some other examples of benefits you bring to a conservator

  • You can act as a ‘medical information hub,’ attending doctor appointments and providing the conservator with physician notes, current vital signs, medications information, and treatment directions.
  • You can assess whether care in a facility is delivered as contracted by the conservator.
  • You monitor the physical and mental health issues of an older person and report back to the conservator
  • You can staff a conservator’s case with excellent care providers if the conservatee needs caregivers  at home or in a  higher level of care
Free Webinar

How Do you Sell Your Services to a Guardian or Conservator – Benefits

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Sell Benefits, not Features &Grow Your$ Bottom Line

 Even if you cannot make the class if you sign up you will get a recording the next day

When: March 15, 2022
2 PM-3:30 PM PST
Learn

A feature is a fact 

A benefit tells customers advantages of those facts

Find out More 

YOU WILL LEARN

How to create a winning sales pitch to a third party

The difference between selling features vs benefits

How to sell  benefits of your services for each 3rd party 

What Benefits make your sale to conservators or guardians  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 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 And Take of One-time Low price offers of Classes 

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Filed Under: Aging Family, aging life business, Aging Life Care, aging life care manager, Aging Life Products, ALCA start-up business, Benefits of Geriatric Care Management, Benefits to Conservators, Benefits to Guardians, Benefits to Third Parties, Black Aging Family, Black Entrepreneur, Black Entrepreneur RB, Black Entrepreneur RN, Black entrepreneurs, Black Geriatric Care Manager, Black geriatric care managers, Blog, Care Management Products, care management start-up, cash flow, Conservator, Conservators, Dysfunctional aging family, elder care manager, elder fiscal abuse, Elderlaw Attorney, entrepreneur, entrepreneur business, entrepreneur care manager, entrepreneur RN, FREE MARKETING WEBINAR, FREE WEBINAR, GC< working with a conservator, GCM Benefits, GCM Start -Up, GCM Webinar, GCM working with a conservator, GCM Working With Aging Family, Geriatric Care Management Business, Geriatric Care Manager, geriatric care manager, geriatric social worker, Guardian, Guardians, Legal Guardian, Marketing aging life care, marketing care management, marketing to concierge clients, marketing to conservators, marketing to guardians, marketing to the top 10$, nurse advocate, nurse care manager, Start-up Marketing, Starting care management business, Third Party Referral, webinar Features vs Benefits Tagged With: aging family, Aging Life Care Association, aging life care manager, aging parent crisis, benefits of ALCA, Benefits of care management, Benefits Of Geriatric Care Managers, black american geriatric care managers, black american social workers, Black Entrepreneurs, Black geriatric care managers, Black Nurse Entrepreneurs, Black start-up geriatric care management, Black travel nurses, care manager, conservatorship, Features and Benefits, Features and Benefits of GCM, Features and Benefits of geriatric care management, geriatric care management, guardianship, markerting to conservators, marketing aging life or geriatric carre management, Marketing Care Management, marketing tactics, marketing to 3rd parties, marketing to guardians, marketing to trust officers, nurse advocate, nurse care manager

How Do the Benefits Not Features Get 3rd Parties To Refer To You ?

February 16, 2022

benefits you bring to the 3rd party and their aging client.  

What Make’s 3rd Parties Refer to Geriatric Care Managers? The Benefits You Offer 3rd party and their aging client.  

Why would third parties like trust officers, elder law attorneys, conservators, or guardians refer a care manager to their aging client and family? 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.

The Journal of Aging Life Care its March 2017 issue gives care managers some critical clues to solve this question.  The first benefit you  offer is a practice that meets the needs of your clients and major referral sources. Many clients- usually adult children, call you to start services on their own. But a good majority of clients will call you because their attorney, bank trust officers, CPA referred them. These third parties need to know what benefits you   offer both 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 into your business. You have to deliver what benefit you offer where they make money.

Great Research Results on What 3rd Parties Want in Benefit You Offer

The Florida Chapter of Aging Life invested in a 7-year research project to get some of these benefits you bring to the 3rd party and their aging client answers about the best benefit you offer, published in the Aging Life Journal. in March 2017. This is the first research study on Aging Life Care that pinpoints what third parties who refer clients want and value in a care manager. It is groundbreaking.  

Reading this tells the care manager, not only what benefit you offer to include in your services but in your marketing material, and sales pitch or elevator pitch to the third party. The study tells you what 3rd parties are looking for in a senior advocate for them. They found the number one reason third-party clients use care managers is they keep the client’s health care stable by assessing and monitoring their clients. So the important benefit to selling is how you keep the client’s health care stable so the client is not calling the 3rd party.

The second benefit updating the third parties on a regular basis. The benefits you bring to the 3rd party and their aging client is communication so the 3rd party always knows the status of the client. This can be through texts, email, phone calls, a regular monthly report, which would also be done for the family. So use the key benefits of “constant updates “when you market to third parties, like wealth managers, elder law attorneys, guardians, assisted living, and doctors. Get a copy of this important Journal if you belong to ALCA or join, as this type of information is one of the many many benefits of the Aging Life Care Association by joining. 

SIGN UP FOR MY FREE WEBINAR  

Sell Benefits, not Features &Grow Your$ Bottom Line

 

 

Even if you cannot make the class if you sign up you will get a recording the next day

When: March 15 2022
2 PM-3:30 PM PST
                                                 Learn
 

A feature is a fact 

A benefit tells customers advantages of those facts

 

 

 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 for 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 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 And Take of One-time Low price offers of Classes

 

 

 

 

  •  

 

 

Filed Under: Aging Family, aging life business, Aging Life Care, billing, Blog, care management start-up, cash flow, elder care manager, Elderlaw Attorney, GCM Start -Up, Geriatric Care Manager, geriatric care manager, geriatric social worker, Guardian, inquiry call, Marketing aging life care, marketing care management, marketing to concierge clients, marketing to the top 10$, nurse advocate, nurse care manager, Third Party Referral, Trust Officer, Wealth Management Departments Tagged With: aging family, Aging Life Care Association, aging life care manager, aging parent crisis, care manager, geriatric care management, marketing aging life or geriatric carre management, Marketing Care Management, marketing tactics, marketing to 3rd parties, marketing to trust officers, nurse advocate, nurse care manager

Why Do Care Managers Need Social Media Holidays Through 4 Simple Steps

November 11, 2021

facebook-holiday-post-4.png

 

Holidays Season Busiest Season 4 Care Managers

The holiday season is here when you will get the most referrals from adult children seeing their aging parents or relatives and alarms bells blaring that they need help. But how do they know your agency is 911- through marketing campaigns, especially now through holiday social media.

 

Why do you need social media?

Not having it is like being at a business meeting with an elder law attorney and pulling out your flip phone and wondering why your competition got her client instead of you.

But some geriatric care managers own flip phones and dig in their heels and say what is social media marketing going to do for my kind of business and do I really need Pre-Holiday Social Media?

 

Social Media Main Plank of  Care Manager Marketing Strategy

It doesn’t matter if you run a solo practice or a big national company. Social media is an essential piece of your business marketing strategy, especially Holiday Social Media now.

Social platforms help you connect with your customers, increase awareness about your brand, and boost your leads and sales. With more than 4.1 billion people around the world using social media, it’s no passing trend.

4 Ways to Get More Clients With Social Media

So, if you are just starting your aging life or geriatric care management business or one of those folks who has dug in your heels against Pre-Holiday Social Media this is what you can do to get more customers using social media, especially  now holiday Social Media now in care managers biggest season

1. Write a blog

How

Choose Word Press or another blog software set up an account to start position information to potential clients.

 

 

 

          

How

Design the format (they have templates), write content, publish on a least a monthly basis, consider services like Constant Content  

 

3. Open twitter Facebook, Linked in Pinterest Accounts

How

Sign up and learn how to use social media. Best if on your website and automatically posts

 Services needed to complete

4. Join Linked in for professional referrals: Develop a Profile, get testimonials, join Linked in groups like Aging Life Care Asso  group 

Create a Facebook fan page for your GCM business 

Learn to use Pinterest for your business 

Create a Twitter account for your business  

Lack Social Media Skills or Time to do? Hire Someone

If you feel you do not have the time or the skills to do this- very likely for folks over a certain age- we did not grow up with this language- hire someone to do this or best bet a grandchild. I have two grandchildren who have helped me over the years, although I now have a webmaster.

You can also have a professional create marketing content, newsletters, blogs for you using businesses like Elderpages

SIGN UP FOR MY HOLIDAY WEBINAR –

 

Get Ready for the Holiday Rush 

Tuesday, November 16th, 2021, FROM 2 PM – 3:30 PM PST       

 Learn how!

  • Pre-Holiday Social media campaigns to reach worried caregivers
  • Pre- Holiday-Materials about the warning signs that a parent needs help
  • Pre-Holiday Technology to help you move people from discovery to signing on the dotted line
  • How to sell services to desperate post-holiday callers from Normal dysfunctional &long-distance family
  • How to use tools to contain Holiday chaos & arrange care in festive family fright
  • How to move the family to New Year’s stability
  • Position Your Agency ahead of Care Managers who do not have great preholiday marketing campaigns and lack the clinical skills how to work with Adult Children and families during the chaotic aging family holiday visit when adult kids find their aging parents need care
  • Featuring Speakers

 Cathy Cress MSW author of the Handbook of Geriatric Care

Management        

 

 

 

 

 

Natasha Beauchamp- MSc, Webmaster and Research    Scientist at Elder Pages Online, LLC

 

 

THIS FREE WEBINAR IS Tuesday, November 16th, 2021, FROM 2 PM – 3:30 PM PST

Sign Up Now

 

 

 

 

 

 

Filed Under: Aging Family, aging family crisis, aging life business, Aging Life Care, aging life care manager, Blog, care management start-up, care manager, case manager, elder care manager, GCM Start -Up, Holiday Meltdown in Aging Family, Holiday Rituals in Aging Family, Marketing aging life care, nurse advocate, nurse care manager, Social Media, Social Media for Care managers, Social Media for eldercare, Thanksgiving, Thanksgiving Parent crisis, Third Party Referral, Webinar Tagged With: aging family, aging life care manager, aging life care on holidays, aging life or geriatric care manager, aging life or geriatric care marketing plan, aging parent crisis, black aging family, black american geriatric care managers, black american social workers, Black Entrepreneurs, Black Nurse Entrepreneurs, Black RN's, Black start-up geriatric care management, Black travel nurses, care management holiday, care manager, care manager social media, case manager, Clinical Tools Dysfunctional Holiday, dysfunctional family holidays, Dysfuntional family on holidays, geriatric care manager, geriatric social worker, Holiday Social media, holidays, Holidays with midlife siblings, Marketing, new clients holiday, nurse advocate, pre-holiday socoal media, social media for elder care, social media marketing

What GCM Benefits to Offer Wealth Management – Trust Departments?

June 21, 2021

Signing Up ENTITLED CLIENTS

Selling your care management services to wealthy clients who can afford you means marketing your  benefits and features to third parties like

Trust officers or wealth managers, who will make referrals of these key client.

But your most compelling sales message to a trust department or any 3rd party is not that you have something wonderful to sell, but rather “I understand what you need and what will benefit you as a wealth manager or trust officer.”

You sell GCM or ALCA to wealth managers through the VIP benefits you bring them with the Benefit method…

You offer the trust officer the benefits of  high-end services from your resource databases like private drivers, private chefs, car services, exclusive golf clubs and recreation that  his or her private trust clients want. You explain to the wealth manager this Benefit so the wealth manager will be assured you know what his high-end clients prefer for services (and will take this off their plate)!

The Trust officer or wealth manager benefits from your skills in working with difficult entitled clients who can be narcissistic, demanding and unreasonable. The Benefit to the wealth manager is that is taken off their plate so he or she can do what she does  best…manage money. 

 

  • The Trust officer or wealth manager benefits from your skill of regularly monitoring  the health and psychosocial status of the older client, and report back to the financial advisors when a change in care needs or level of care is needed. The Trust officer or wealth manager benefits from your skills in referring to the very top  medical and psychological 3rd parties for clients so have the highest quality VIP health care and quality of life. The Benefit is a wealth manager can tap your list of gold standard services in the community, and not have to find them or his own.
  • The Trust officer or wealth manager benefits from your skills in  working with her concierge clients individually –The Benefit is the entitled trust client feel that they have a 1-1 personal concierge who will serve them individually in finding the best, VIP care, they feel they deserve

Join me in my newest FREE Webinar

Sales – PR & Marketing to Find the VIP Client

When: Thursday, July 15th

Time: 2:00 PM – 3:30 PM PST

SIGN UP

You Will Learn…

  • How to Sell Benefits (Not Features) to 5 Professional ALCA – GCM 3rd Parties
  • Who Are the 4 types of VIP Client?
  • How to find VIP Concierge Clients Do hot mapping & Market Studies
  • How to create or revise a Concierge Geriatric Care Management Strategic Marketing Plan
  • How to Use Free PR to Use to Find Adult Children of VIP Clients

REGISTER NOW

 

 

 

 

 

 

 

 

Filed Under: Aging, aging family crisis, Aging Life Care, aging life care manager, Blog, case manager, Concierge Senior, elder abuse, elder care manager, Fiscal Elder Abuse, 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$, Marketing to top 10%, marketing to trust officers, marketing to wealth managers, Narcissistic Personality, nurse advocate, nurse care manager, Third Party Referral, Trust Departments, Trust Officer, Wealth Management Departments, Wealth Managers, Webinar Tagged With: aging family, aging life care manager, aging parent care, aging parent crisis, Benefits, benefits of ALCA, Benefits Of Geriatric Care Managers, benefits to 3rd parties, care manager, Conceirge, Concierge Client Sales, dysfunctional aging family, Entitled Family, marketing to trust officers, marketing to wealth manager, Narcissism, Narcissistic Personality, nurse advocate, nurse care manager, reaching top 10% elder, trust officer, Wealth Management Banks, wealthy clients

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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