Cathy Cress

Expert in Aging Life and Geriatric Care Management

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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

How to Sell Care Management Services to 3rd Parties Through Benefits

January 31, 2022

 

Social Man Drawing Social Security Benefits In Notepad

Why 3rd Parties Refer to You?

Selling benefits to third parties will get you referrals. Consider sales a relationship where you both give each other benefits. 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 what benefits you offer the third party if they are going to give you the benefit of a new client.

Most care managers think it is their expertise that will ensure the referral ¨But third parties cannot evaluate your expertise. Features like a great care plan do not work as most do not know what a really great care plan is ¨If you are selling a service like geriatric care management you are selling  benefits

Selling benefits to third parties will get you referrals 

Why do you need to know this? First, you need to create 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 officer, CPA, Financial Manager referred them. These third parties need to know the benefits you are going to give them and their clients.

Selling benefits to third parties will get you referrals

They want to be sure you answer ” What’s in it for me” 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 they need to make money and that is selling benefits.

Let’s start with a first impression.

Most people make snap judgments on a First Impression and it “ anchors” every impression afterward ¨Expertise, statistics most features are not as important to your sale as the benefits you offer  them and their clients¨Make a great first impression- with a third party- warm, helpful –and someone who will give them what makes their life better -just like care managers do in nursing or social work

Sales Meeting a Relationship Building Meeting

When you are finally in a marketing meeting with a third party who might refer a client to you-

Build a Relationship in a marketing meeting

Do not call this encounter a marketing meeting,   For the care manager with “intangible” services, this is a relationship-building meeting.

People work with individuals who they like. So your objective is to improve the life of a customer. The idea is to tell how important relationship building is and how you can adopt it in your day-to-day life.

Relationships are not built overnight, it takes time to nurture. Strong, enduring client relationships are the lifeblood of most organizations. Understanding what your customers like, dislike will help grow your business. So you are selling  benefits from your  care management build your relationship to reap ongoing to new referrals

3rd parties will refer clients if you offer what benefits them.

3rd Parties Refer Clients if You Offer What Benefits Them.

¨You are presenting yourself and your services to a potential customer or referral source. ¨If you were selling widgets, you would have various sizes of widgets to show. ¨Because you are selling care management services- Intangible products

Your most compelling sales message to a third party is not that you have something wonderful to sell, it is ” I understand what you need what will benefit you.” The only person in that marketing

meeting who really matters is the third party who will make the referral. They will refer clients if you offer what benefits them.

  • If they are a conservator or guardian one benefit is you can act as ‘medical information hub,’ attending doctor appointments and providing Conservator with physician notes, current vital signs, medications information, and treatment directions.
  • If the third party is an assisted living director you will engage with new residents who are not happy in the facility or want to move, by helping them find socialize with other residents through activity programs, make friends, and participate in outside activities, through your Quality of Life Assessment and through a Concierge Companion, so they will not move out

SIGN UP FOR MY FREE WEBINAR  

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 your customer the 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

How 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

Get the benefit of a one-time low price offer

 

 

 

 

Filed Under: aging life business, Aging Life Care, aging life care manager, Blog, Care Management Products, case manager, Close The Sale, elder care manager, Features vs Benefits, geriatric care manager, Geriatric Care Manager, geriatric social worker, marketing care management, nurse advocate, nurse care manager, Sales in geriatric care management, selling a relationship, Webinar Tagged With: aging life and geriatric care manager, Aging Life Care Association, aging life care manager, care manager, geriatric care manager, geriatric care marketing, geriatric care sales, geriatric social worker, nurse advocate, nurse care manager, sales in geriatric care management, sell a realtionship, Third Party Marketing

Biden’s Caregiver Infrastructure Plan Crumbling

June 16, 2021

Caregiver Infrastructure Bill in Shreds

President Biden’s caregiver infrastructure bill appears to be in deep trouble . In fact the entire bill in is jeopardy.

The president set his sights on a sweeping infrastructure bill that would both revamp the nation’s roads and bridges as well as boost spending on services including healthcare and child care — though Republicans reject the idea that those latter priorities even qualify for the label “infrastructure.   

Republicans Do Not see Care As Infrastructure

Many Republicans question government funding for care of the elderly and children, especially at the levels Biden wants. He initially proposed $400 billion for elderly and disabled care, and another $200 billion for childcare. Republicans want this entire Caregiver infrastructure section removed from the bill.

Congressional leaders have a math problem to pass the bill. To get through the evenly split Senate under the normal process, legislation would need support from all of the Democratic caucus and at least 10 Republicans — or more if any Democrats defect. If Democrats try to approve legislation on their own using budget reconciliation, they cannot lose a single vote.

What Will Biden’s Investment  Create- in Jobs and the Economy

What are these lawmakers questioning? Basically the women who hold up half the sky of care in the United States by doing it through their low paid or no paid jobs. Like American bridges these

caregivers are collapsing.

Sixty-five percent of the jobs — approximately 1.5 million jobs —resulting from Biden’s investment would be in child care, residential care, and home health care. An additional 225,000 jobs can be created or supported in sectors that support care work, and over 500,000 jobs would be supported in other sectors as direct care workers spend their wages on goods and services.

Biden’s Plan of investing $77.5 billion per year would support over two million new jobs, at an average cost of $34,496 per supported job. Over 10 years, this translates to 22.5 million new jobs. Annually, a $77.5 billion investment in new jobs translates into $220 billion in new economic activity. 

If Aging is Your Field Call You Representative Now

So find your local representative  and tell them to support Biden’s bill if you care about aging or caregivers or women or  shoring up the frayed- fraught care infrastructure.I have done a series of blogs on the bill . Check them out now 

 

Filed Under: Aging, Aging Life Care, aging life care manager, Biden Infrastructure Bill Passing, Biden's Caregiver Bill, Biden's Caregiver Bill Trouble, Biden's Caregiver Infastucure Paln, Black Entrepreneur RB, Black Entrepreneur RN, Black RN, Black Travel RN, Blog, care economy, caregiver, caregiver infrastructure, Caregiver Infrastructure bill, Caregiver living wage, Caregiver low salary, caregiver mental health, Caregivers collapsing, Families, Geriatric Care Management Business, Geriatric Care Manager, geriatric social worker, Infrastructure Bill, intergenerational conflict, nurse advocate, nurse care manager Tagged With: aging life and geriatric care manager, Biden's infrastructure- Caregiver Bill, Care infrastructure, infrastructure Medicare jobs

What is President Biden’s New Infrastructre Caregiver Plan?

April 14, 2021

President Biden announced the American Jobs Plan, a $2 trillion investment in infrastructure, jobs, and home care. It includes a $400 billion investment to expand access to Medicaid home and community-based services (HCBS)

Why This Plan for Home-Based Care?

Only 15% of U.S. seniors 80 or older receive care at home. In Switzerland, Denmark, Mexico, and Sweden, that figure is above 30%, with numbers even higher in Israel and Lithuania.

Medicaid has slowly evolved over the years, placing a greater emphasis on home- and community-based services. But the ground gained has been relatively minor compared to investments in other settings like nursing homes.

In 1995, Medicaid spent about 18 cents out of every long-term care dollar on HCBS services. Today, that number has reached 57 cents per dollar.

The Scale of the Problem is Mamouth

The number of seniors is projected to grow by more than 40 million, approximately

doubling, by 2050, while the population older than 85 will nearly triple. Unlike most other industrialized nations, the United States does not provide a public long-term-care benefit for all older adults.

Only10-15% of Americans can Afford Private Duty Homecare

Because Medicare does not pay for home care, only the top 10-15 % can afford private duty home care, while in many other nations it is a right and free to all through the government. What Biden’s new plan does is take a giant step in making home care possible a greater number of Americans.

The plan calls for expanding access to and quality of HCBS to help more older adults and people with disabilities live in the community and extending the Money Follows the Person program to help individuals who are in nursing facilities and other institutions return to the community. 

What The Pandemic Has taught us about Aging and Dying

at Home

What the continuing pandemic has painfully taught us is when we are ill- we want to be home in the arms of our family. When we are threatened with or facing death, we do not want want to be in a sterile hospital with only anonymous caring nurses and zoom to comfort us in our last minutes in this world. We want to be at home- in the arms of our family and loving caregivers.

Long before the COVID-19 emergency, health care policy experts have increasingly recognized the value of home-based health care. A recent AARP survey found that three in four adults 50 years and older would prefer to age in their homes and communities. And a growing body of evidence suggests it is less expensive to deliver care in the home.

Indeed, for years we’ve seen hospitalized patients more quickly returning to their homes and communities to heal and recover safely, reducing costs for themselves and the health care system.

The Plague of Isolation on top of the Plague of COVID -in Locked Down Nursing Homes

Home-based care addresses negative health effects of social isolation and loneliness, which drive poorer health outcomes that annually cost billions of excess health care dollars. 

Isolation is also equal to 15 cigarettes each day. Elders in a nursing home during the pandemic were isolated from the families and their fellow residents so much so that despair may have led to the 174000 deaths as of March 2021. 

So Biden has launched a bill the builds the infrastructure of home care for the lower 30% on Medicaid until in America’s future, Medicare and home care for all is reached.

 

Filed Under: Age at home, AGING IN PLACE, American Jobs Plan, Blog, COVID-19 Recover at Home Plan, COVID-19 Safety, Expanding Medicare to Home Care, FOLLOW THE MONEY, geriatric care management emergency proceduress, geriatric care manager, Geriatric Care Managers value, geriatric social worker, Good Death, Home Based Care, home care, Home Care for All, Home From the Hospital, LOSING CLients TO COVID, Monet Follows the Person Program, Quality of Life, quality of life -COVID-19, Quality of Life for elders Tagged With: aging life and geriatric care manager, aging life care management, aging life care start up, aging life geriatric care manager, aging life or geriatric care manager, American Jobs Plan, Biden's Home Care Plan, Biden's Infastructure Bill, Deaths in Nursing Homes, Expanding Home Care, Home and Community Based Care, Home Based Care, home care, Isolation in Nursing Homes, Medicaid & Community Based Care, Medicaid funded Home Care, Medicare for All, Money Flows to the Person, nurse advocates, nurse entrepreneur

4 Ways to Keep Family COVID-safe if you go Home for Christmas

December 14, 2020

 

 

4 Ways to Keep Family Safe if you Travel to Grandma for Christmas

 

Are you planning to travel over the COVID river and through the mask-free woods to Grandma’s this holiday season?

How can you possibly stay safe? Do you trust your friends and family members to follow the standard safety protocols? Will they wear face coverings, maintain physical distance, and keep surfaces sanitized? Has anyone experienced symptoms recently or had contact with a person who is infected?

Answering these questions before you go may make those already awkward dinner conversations a lot less uncomfortable and may prevent you or aging parents from dying this holiday just as the vaccine is here.

CHECK THE COVID RATE WHERE ARE GOING

NPR has suggestions about traveling on the holiday  for adult children who must travel to Grandma’s on the holidays. This includes first checking out the COVID rate in the area where Grandma lives by using NPR’s coronavirus tracker to check this.

CHECK THE NUMBER OF PEOPLE INVITED 

Thanksgiving--2003png.png

The CDC says check out where others are traveling from and the number of people at the gathering among other guidelines from out very maligned by the Trump administration but storied science-based lead healthcare agency.

Travel Off-Peak Time

The Atlantic Magazine, a highly respected and historic magazine recommends, traveling off-peak or traveling a few days earlier, safer for you to drive, stay with Grandma or family, not friends and follow those basic guidelines, masking, distance, etc. Thanksgiving-Travel-2_20151119-171457_1.jpg

Read ALL & Find Common Thread of Safety

 

Check them all out and see what is repeated over and over and also what is feasible for you to travel to Grandpa and Grandma, stay safe yourself, keep elders safe and alive next holiday season after the vaccine.

Sign Up for My January Webinar  

 Working with Aging Dysfunctional Families- January and February-Long Day’s Journey into Night- 

             Thursday, January 21, 2021

 

Give frantic adult children hope when they desperately call after the holiday

 

Join me and learn how to come to the rescue of concierge dysfunctional  families who found coal in their st

 

 

 Learn how to:family-charis1-226x300.jpg

Understand the Dysfunctional Aging Family System you must enter to get care for elders

 

Understand 11 Warning Signs You Are Working with Dysfunctional Family 

 

Master the 5 Clinical Tools – you need – to solve these problems with your clients

 

Learn Six Steps Professional Must Take to Work with These Difficult Families

 

 

 

Find out more in the YouTube for My YouTube, Channel  Geriatric Care 1

Filed Under: Aging, aging family crisis, Aging Life Care, aging life care manager, Aging therapist, Blog, Christmas Travel Safety COVID, Coronavirus safety elders, CORONAVIRUS Stay at Home Plan, COVID, COVID & HOLIDAY SEASON, Covid Holiday Remote Visit, COVID Webinar, COVID-19 Webinar, Cut Off, Geriatric Care Management Business, Geriatric Care Manager, geriatric social worker, Holiday Meltdown in Aging Family, Holiday Rituals in Aging Family, HolidaySeason and COVID, nurse advocate, nurse care manager, Pandemic, POST HOLIDAY CALLS, POST HOLIDAY SEASON, Safe Holiday Visits to Grandma, Telehealth COVID-19products, TELEHEALTH HOLIDAY PLAN, Travel Safely COVID Christmas, Virtual Christmas Virtual Visit, Webinar, Webinar ALCA GCM Tagged With: aging family, aging life and geriatric care manager, aging life care manager, aging parent care, aging parent crisis, care manager, case manager, coronavirus and seniors, CORONAVIRUS WEBINAR, COVID & Holiday Season, COVID Driving to Thanksgiving, COVID THANKSGIVING VISIT, COVID VIRTUAL THANKSGIVING VISIT, COVID-19 prevention, GRANDMA VISIT THANKSGIVING, nurse advocate, nurse care manager, Thanksgiving COVID Travel, Thanksgiving Webinar, Thanksgiving with aging parents, Thanksgiving with dysfunctional family

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