Cathy Cress

Expert in Aging Life and Geriatric Care Management

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Who Are the Entitled Concierge Clients Who Can Afford Long Term Care?

April 25, 2022

Are you aware of the entitlement of the family? Entitlement is present in five types of these rich and famous families aging families who can afford care management, home care, and long-term care because they have vast financial resources. Part of this is drawn from Claudia Fine and Nick Newcombe’s excellent chapter ” Entitlement in the Aging Family”, Care Managers Working With the Aging Family, Jones and Bartlett)

 

 Rich and Famous-Entitled Families:

These types of aging families, who can afford care management and home care, are identified by the aging parents’ socioeconomic, financial, and political prominence.  ( example President Reagan)They are families in which all basic needs, services, resources, and creature comforts are obtained via income, assets, and abundant discretionary cash flow. Or they spring from the political position, station, or power.  The entitlement of the family is passed from the parent to the child, like a virus, who in turn brings these behaviors and actions to the caregiving milieu and care management relationship. 

Entitlement of the Family That is Rich and Famous

In these rich and famous clans, the entitlement of the family arises from being accustomed to purchasing everything and anything.  They look to pay others to meet their needs (as opposed to families who must themselves find and orchestrate ways to meet basic and complex needs themselves or with the help of the extra-familial system).  Often these families have household staff, i.e., nannies, butlers, drivers, private pilots, cooks, and maids.  They may have available to the business and family lawyers and accountants, as well as, teams of medical professionals and concierge physicians.  Consequently, in almost all situations they are uninvolved in processes of serving their own needs, especially those that are difficult, stressful, and time-consuming.  ( Fine and Newcombe- Entitlement in the Aging Family, Care Managers Working With the Aging Family)

Join me in my newest FREE Webinar

 

How to Find These Rich and Famous Families Who Can Afford You

 

WHEN  Tuesday, May 17th, 2022

WHAT TIME_2 PM-3:30 PM Pacific Standard Time

What we will cover

  • Why only the top 10% can afford private pay care management.
  • Who Are the 5 types of VIP/Concierge Clients? 
  • VIP Sales Using Benefits Not Features to ALCA -GCM 3rd PARTIES
  • Understand how to find VIP Concierge Clients Do hot mapping & Market Studies
  • How to Use Free Public Relations ( PR) to Find Adult Children of VIP Clients
  • How to create or revise a Concierge Geriatric Care Management Strategic Marketing Plan

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Rich and Famous.

 

 

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families who can afford care management

 

entitlement of the family

After registering, you will receive a confirmation email containing information about joining the webinar.

 

 

 

 

 

 

 

 

 

 

 

Filed Under: Aging, Aging Life Care Assocaition, aging life care manager, Aging therapist, ALCA Concierge, Black Entrepreneur RN, Black RN, Black Travel RN, Concierge aging clients, Concierge Care Manager, Concierge Client, Concierge Geriatric Care Manager, Concierge Marketing, Concierge Senior, elder care manager, Entited Family, entrepreneur RN, Families, FREE MARKETING WEBINAR, FREE WEBINAR, Geriatric Assessment, Geriatric Care Management Business, geriatric care manager, geriatric social worker, home care, marketing care management, marketing to concierge clients, marketing to the top 10$, marketing to wealth managers, Narcissistic Personality, nurse advocate, nurse care manager, Rich and Famous Entitled Family, Symptoms Dysfunctional Family, VIP Aging Client, VIP Clients, VIP marketing, VIP Marketing Plan, VIP Products, Wealth Managers, Webinar, Webinar ALCA GCM Tagged With: adult children of concierge parents, adult children of VIP parents, Aging Concierge client, aging family, aging life care manager, aging parent care, aging parent crisis, ALCA Concierge Clients, Black Entrepreneurs, Black Nurse Entrepreneurs, care manager, Care Managers Working with the Aging Family, case manager, Certified Senior Advisors, Claudia Fine, Concierge Care management, Concierge Care Manager, Concierge Client Sales, Concierge Geriatric care manager, Dysfunctional Concierge Family, Dysfunctional VIP Family, dysfuntional family, entrepreneur RN, Free Webinar geriatric care management, Free webinar marketing, Free webinar sales, geriatric care manager, Nick Newcombe, nurse advocates, nurse care manager, nurse entrepreneur, Nurse Entrepreneur Network, Nurse Entrepreneurs, Travel Nurses, Traveling RN's, VIP clients, Webinar VIP Clients, well heeled seniors, Working With Dysfunctional family

Find the VIP Concierge Client-Sign Up New Webinar-Sales and Marketing

April 18, 2022

Sign up for my New Webinar Sales and Marketing to Find the Concierge Client

Find the VIP Concierge Client. The target market for a private geriatric care management business is not the 65 million families who need care management services. Find the VIP Concierge Client in the much smaller subset of those families who can afford to hire a GCM or aging life care manager who can pay the $4000-6000 a month for home care and are willing to pay for the services that GCMs and can actually find their way to you.

How Do you Find the Concierge Client to sign up new VIP Clients Who Can Afford You?

Your marketing message must say your business:

  • offers concierge solutions to the grueling aging care decisions families and clients must make.
  •  offers expert professional assistance with the tough choices aging family members must make about elder housing, medical care, personal care, finances, end of life, and the myriad mind-boggling decisions they face.
  •  offers support to the aging client and the whole aging family and can transform the family to get care for the client 
  • offers support and care  to the caregiver to keep them from burnout
  • offers the exact product they will need to solve their problem like dementia care, moving an elder, quality of life, VIP care 
Find the VIP Concierge Client

But is this really the message to which VIPs or the upper 10% respond- add this?

  • you respond immediately to their needs as they expect
  • you offer community resources like private drivers, personal chefs 
  • you can make sure that they will be in a top-rated hospital with a VIP program that offers all the amenities they expect
  • You will arrange concierge services like massages and spa visits for family caregivers who are stressed by caregiving for their elder parents

Join me in my newest FREE Webinar

Find the VIP Concierge Client

How to Find Concierge Clients Who Can Afford You & Create VIP Copy?

 WHEN  Tuesday, May 17th, 2022

WHAT TIME_2 PM-3:30 PM Pacific Standard Time

What we will cover

  • Why only top 10% can afford private pay care management.
  • Who Are the 5 types of VIP/Concierge Clients? 
  • Sales Using Benefits Not Features to ALCA -GCM 3rd PARTIES
  • Understand how to find VIP Concierge Clients Do hot mapping & Market Studies
  • How to Use Free Public Relations ( PR) to Find Adult Children of VIP Clients
  • How to create VIP copy and revise a Concierge Geriatric Care Management Strategic Marketing Plan

SIGN UP

Create VIP Copy

Get my Free White paper To Create VIP Copy

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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Filed Under: Aging Life Care, Aging Life Care Assocaition, aging life care manager, ALCA sales, Benefits of Geriatric Care Management, Black Entrepreneur, Black Entrepreneur RB, Black Entrepreneur RN, Black entrepreneurs, Black Geriatric Care Manager, Black geriatric care managers, Black RN, Black Travel Nurses, Black Travel RN, Blog, case manager, Concierge aging clients, Concierge Care Manager, Concierge caregivers, concierge clients, Concierge Geriatric Care Manager, Concierge Marketing, Concierge Senior, Find Concierge Clients, Find VIP White Paper, GCM Webinar, Geriatric Care Management Business, Geriatric Care Manager, geriatric care manager, geriatric care manager start up, geriatric social worker, marketing care management, Marketing copy, marketing geriatric care management, marketing to the top 10$, marketing to wealth managers, Narcissistic Personality, VIP Aging Client, VIP Benefits, VIP Client, VIP Clients, VIP Concierge Client, VIP marketing, VIP Marketing Plan, VIP Public Relations, VIP Sales, VIP White paper, Webinar, Webinar ALCA GCM, Webinar Concierge Clients Tagged With: adult children of concierge parents, Aging Concierge client, aging life and geraitric care manager, aging life and geriatric care manager, Concierge, Concierge Care management, Concierge Client Sales, Concierge Geriatric care manager, concierge marketing, free webinar, nurse care manager, VIP, VIP clients

GET READY FOR THE HOLIDAY RUSH – Learn Technology to get new clients

October 21, 2021

Family participates in a traditional Passover seder

SIGN UP FOR MY HOLIDAY WEBINAR –

 

Get Ready for the Holiday Rush

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

 

SIGN UP FOR MY FREE HOLIDAY WEBINAR

GET READY FOR THE HOLIDAY RUSH

Sign Up 

November 16th @2PM-3:30 Pacific Time

Learn How

  • 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
  • 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
  • CLICK HERE TO REGISTER 
  • 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

 

 

 

Free Webinar Button, Badge, icon, logo. Vector stock illustration.

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

Filed Under: 3rd party targets, adult child pain-point, Aging, aging family crisis, Aging Life Care, Aging Life Care Assocaition, aging life care manager, ALCA Financial literacy, ALCA Public Relations, ALCA sales, Black Entrepreneur, Black Entrepreneur RB, Black Entrepreneur RN, Black Geriatric Care Manager, Black RN, Black Travel RN, care manager, caregiver pain- point, case manager, Concierge aging clients, elder care manager, Families, FREE MARKETING WEBINAR, FREE WEBINAR, GCM bankruptcy, GCM Ethical Dilemma, GCM financial literacy, GCM Public Relations, GCM Sales, GCM Webinar, Geriatric Care Management Business, geriatric care manager, Geriatric Care Manager, 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%, nurse advocate, nurse care manager, Private Duty Home Care, Public Relations, Sales, Sales ALCA, Sales in geriatric care management, VIP marketing, Wealth Managers, Webinar, Webinar ALCA GCM Tagged With: 4 Seasons products for pain, Adult Child Pain, adult child parent pain, adult children of concierge parents, aging family, aging family pain, aging life care manager, aging life or geriatric care marketing plan, aging parent crisis, care management intake, care manager, Care Manager as Pain reliever, care manager marketing, caregiver pain, case manager, Concierge Care management, Concierge Client, Covid Budget deficit, geriatric care manager, geriatric social worker, intake pain point, Marketing to Concierge Clients, nurse advocate, nurse case manager, nurse navigator, Rich and Famous, social work care manager, Traveling RN's, Upper 10%, VIP clients, webinar concierge care, Webinar VIP Clients

How to Sell Adult Children Care Management Products To Sooth Caregiver Pain

October 6, 2021

Concierge Adult Children Call you When They are in Caregiver Pain

When Adult Children call you they  are  looking for a product to sooth  their caregiver pain. They see you as as a nurse practitioner or doctor who can prescribe the right painkiller to stop their caregiver anxiety, burnout, strain. They do not see Geriatric Care Managr as a pain killer because it is not a profession known like nurse practioner or doctors. They think you will have a specific care management  product to sooth their caregiver  pain.

Family caregivers have a pain -point from a particular parental crisis 

-like their Mom  cannot climb steps and needs to move , their Dad has dementia and is wandering. Their aunt is going in the hospital and need care afterwards- but the child lives long distance, their mother in law has fallen and need 24 hour care provider and they do not know how to find one, their loved want cannot drive anymore and need non medical care to help her remain at home. You need a menu of products that will offer  multiple choices for  each of the -each of the varied pain points the adult child  who calls suffers.Like when you shop in the detergent isle of your grocery store. You do not need all detergents but the one you choose & need , like enviormental friendly beacuse you are living in a drought and water your garden with grey water from your washer.

Concierge Client’s Who Can Afford You Need VIP Pain Products

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 a menu of  pain-point  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

SIGN UP FOR MY LATEST WEBINAR 

 

Learn in my newest free webinar:

Why Sell VIP Pain-Point 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

 

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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: adult child frustration, Adult Child Pain, adult child parent pain, adult children of concierge parents, aging life care start up, Aging Life Or GCM Products, care management products, caregiver burn out, case manager, Certified Senior Advisors, CMSA, concierge adult child burn out, concierge adult child pain, Covid-19, eldercare manager, family caregiver burnout, Family Caregiver Pain, family caregiver stress, geriatric social worker, Income Inequality, marketing geriatric care, marketing geriatric care management, Medicare & coronavirus, Medicare non coverage LTC, nurse care manager, Pain Point, pandemic, products vs services, VIP Client Products, Vip Client 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

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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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