Cathy Cress

Expert in Aging Life and Geriatric Care Management

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Why You Need a Marketing Data Base Especailly Now with COVID?

September 21, 2020

COVID Has Made Marketing To Lead Sources Critical

Geriatric Care Managers Need a Marketing Database

You need a marketing or Contact Management database( CRM) to market to lead sources. An aging life or geriatric care management agency’s marketing has three key target audiences or lead sources: individual clients who need care, referral sources, and children of aging parents.  Marketing databases are the key to reaching lead sources such as 3rd party referrals like elder law attorneys, upscale assisted living, trust officers, concierge physicians.

In the Deadly Fall Confluence of COVID and Seasonal Flu You Really Need the Right Marketing DataBase

The JAMA Journal tells us “The confluence of coronavirus disease 2019 (COVID-19) and seasonal influenza this fall and winter will result in considerable morbidity and mortality, stressing the health

system. With more than 200 000 COVID-19–related deaths already, the US could see a second wave of disease later this year. In 2018-2019 (a “moderate” year for influenza), the US experienced 35.5 million influenza cases, with 490 600 hospitalizations and 34 200 deaths related to influenza.1 An effective COVID-19 vaccine is unlikely until 2021. Even though seasonal influenza vaccines have variable year-to-year effectiveness, they can significantly reduce morbidity and mortality, especially with high coverage.”

Here are some of the many choices ALCA or Geriatric Care Managers can check out

  • SalesForce For Small Business 
  • GoldMine 
  • Act!
  • Highrise is a contact management database.  Easier to use than SalesForce,  Basic account for 6 users, with 5 GB of storage and 5,000 contacts is $24.00 monthly.
  •  Zoho lets you have 3 users and up to 5,000 contacts. An Excel spreadsheet of contacts can work in a start-up if the file is set up correctly to capture the necessary information.
  • Clear care can also be used as a contact database and a client database used by Aging Life GCM who have a home health component 
  • WHY DO YOU NEED Customer Relationship Database FOR MARKETING?

  • Rolodex on Speed                                               
  • Throw away all those business cards
  • ADD all 3rd party targets you need to market to for referrals
  • all contacts in the community that help you weave a care plan- can be the same as targets
  • all the contacts that you use as your individual prescription- which is your care plan
  • Will send a form elder law letter to all elder law  or third party contacts o ( Att) track all calls or marketing visits to a concierge physician or any contact group C(P)Track your marketing visits, data, send Follow up letters
  • Adding all of your continuum of care or all contacts in the community that help you weave a care plan- physicians, elder mediators, CCRC and all housing, MFT who specialize in aging-Use all the really good contacts that you use as your individual prescription- which is your care plan-  
  • SIGN UP For FREE WebinarMARKET LIKE YOUR BUSINESS DEPENDED ON IT DURING COVIDOctober 22 @ 2:00 pm – 3:00 pm PST
  • As you are approaching the busiest season for care manager’s  the holidays when families visit remotely or in-person for the holiday and see their elderly parents skating on very thin aging iceLearn 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 COVIDConvert 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

    Create a 5 Star Marketing Plan for the top 10% of seniors who can afford you. THIS FREE  WEBINAR  FROM 2 PM – 3 PM PST October 22, 2020

     

    You are invited to a Zoom webinar.
    When: Oct 22, 2020, 02:00 PM Pacific Time (the

    US and Canada)
    Topic: MARKET THIS Fall LIKE YOUR BUSINESS DEPENDED ON IT

    Register in advance for this webinar:

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

Filed Under: Aging, Aging Community & Covid-19, Aging deaths, Aging Families and Disaster, aging life business, Aging Life Care Assocaition, aging life care manager, ALCA Disaster Plan, Benefits of Care Management, Benefits vs Features, Coronavirus Coaching, Coronavirus emergency plan, coronavirus marketing, coronavirus quality of life virtual program, Covid 19 Webinar, COVID-19 & Care Management, COVID-19 &Shelter in Place Plan, Covid-19 and GCM SERVICES, COVID-19 Recover at Home Plan, COVID19 Deaths Essential worker, database, e-newsletter, Features vs Benefits, FREE MARKETING WEBINAR, FREE WEBINAR, GCM Start -Up, GCM Start-Up, GCM technology, Geriatric Care Management Business, geriatric care manager, geriatric care manager start up, geriatric social worker, marketing ALCA /GCM, marketing care management, Marketing data base, marketing pitch, nurse advocate, nurse care manager Tagged With: aging life care manager, aging life or geriatric care manager, aging life target audience, benefits of ALCA, Benefits of care management, Benefits Of Geriatric Care Managers, Benefits vs Features, care manager, case manager, COVID & Christmas, COVID & Halloween, COVID & Holiday Season, COVID & Holidays, COVID & Seasonal Flu, COVID COACHING, COVID GCM Procedures, Covid-19 Telehealth, COVID& Thanksgiving, CRM care manager data base, CRM for Geriatric Care Manager, Fall Tempest of COVID&FLU, GCM contact data base, geriatric care manager, marketing data base, nurse advocate, nurse care manager, Qualifying for VA Benefits

What GCM Benefits to Offer Wealth Management- Trust Departments ?

March 17, 2020

Finding Wealthy Clients Through Trust Departments

How do you find long-term clients from the top 10% financially- who can afford geriatric care management and home care and then offer sustainable financial growth to your Aging Life or GCM company?

Some of the hardest clients to find are the probably upper 5%  who have their money managed by a Trust Department of a bank.

How Do You Locate Trust Departments to Market to?

Not all banks have Trust Departments and you want to find banks near you who do. Plus the trust department of a bank usually is not in every bank but in one central bank in a larger city, serving all the branches. For example, I live in small Santa Cruz, California and Northern Trust, and Wells Fargo Trust are all located in San Francisco or Palo Alto.

Once you locate the central trust department then you have to make an appointment and sell yourself to meet with the trust officers. Your sales pitch needs to be uber good enough to allow the trust officer to refer you on to the trust clients, who often have 5 million or more in assets.

 You offer to the trust officer must include superior professional  Gold Standard Concierge Service to Client and Family- Care that the wealth manager and entitled client demand.

But your most compelling sales message to a trust department or any 3rd party is not that you have something wonderful to sell –it is ” I understand what your clients  need  and what will benefit both your wealthy clients and what will benefit you.”

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

You offer high-end services from your resource databases like private drivers, private chefs, car services, exclusive golf clubs and recreation that cater to entitled older clients, and upscale trust clients –Benefit So– the wealth manager will be assured you know what his high-end clients prefer for services

You explain that you are skilled in working with difficult entitled clients who can be narcissistic, demanding and unreasonable- Benefit- So the wealth manager can do what they do best= manage money and you can solve the dysfunctional family issues that wealthy difficult families are plagued with when agreeing on the best care needs for their parents.

Regularly monitor the status of an older client and report back to the financial advisors when a change in care needs or level of care is needed  Benefit so the wealth manager can work with her clients financial needs and you, the professional care manager can assess and inform her about the health and psychosocial needs so  aging problems not become a crisis and are solved preventatively

Organize community resources for clients so have the highest quality VIP health care and quality of life  Benefit so the wealth  manager can suggest the most gold standard and highest quality services in the community to meet her clients needs as he ages

Make clients feel engaged with your health and social services concierge who works with them individually and understand their exclusive needs -Benefit So the entitled trust client feel that they have a 1-1 concierge who will serve them individually  in finding the best, VIP care, they feel they deserve

  Free Webinar-Sales and Marketing to Find the VIP Concierge Client

March 31, 2020 -2PM -3:30 PM PST

Concierge Clients are the only way a GCM or ALCA care manager can make a profit and have their business thrive. Find out who are they, how you find them, design GCM Products they will purchase, and create a marketing plan and gold standard services to have them sign your contract and use your services long term

Learn

Who They Are- 4 Types of Concierge Clients

How to Locate them in your service area

How to create a strategic marketing plan to sell to them

How to Develop Gold Standard GCM Products and Services

 

SIGN UP 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$, Narcissistic Personality, nurse advocate, nurse care manager, 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, dysfunctional aging family, Entitled Family, marketing to wealth manager, Narcissism, Narcissistic Personality, nurse advocate, nurse care manager, reaching top 10% elder, Wealth Management Banks, wealthy clients

Close the GCM or ALCA Sale to Assisted Living With Benefits

February 19, 2020

Marketing Tactics -Use Benefits 

ALCA members need to sell the benefits of Geriatric Care Management to assisted living. Care managers are perfect professionals to help assisted living residents if they have just moved in and are unhappy with the move if they are not participating in activities and withdrawing from friends and in general when they are nor thriving in the resident community.

But marketing care management to ALF’s takes some particular marketing tactics 

 

 

Although it might seem counterintuitive, consumers rarely want to buy things for the sake of buying them – they want what they purchase to solve their problems.

To borrow from the example of an umbrella, a feature of this particular umbrella might be its unbreakable spokes or wind-resistant construction – the benefit of which is staying dry even in strong winds that might break lesser umbrellas. The benefit of staying dry in strong winds that break other umbrellas – make the sale.

Clients who purchase home care or care management want to buy benefits – what your product or service can do for them.

GCM Benefits To Assisted Living 

Let’s take a third-party. Care Managers often market to Assisted Living. ALF Directors want to hear how your ALCA or GCM  agency is going to help the Assisted Living site. Of course, you can describe your agency features, price, training of staff, gold standard service. However, benefits are what make the sale and keep the Assisted Living dry not flooded by the rain.

So here are some benefits you can offer to Assisted Living when you are seeking referrals and you have a service  for residents that involves Quality Of Life   

YOUR GCM ALCA AGENCIES BENEFITS

The problem: Assisted Living does not want residents to move out most facilities are strictly non-medical and do not have one to one companion and geriatric care management services. Your agency can solve that problem.

 

The assisted living and retirement community population sometimes have clients with needs that cannot be met with their nonmedical, non-one-on-one support services, (usually just an activities director)

  • You will help facility with residents who are not adjusting to the facility or considering moving by engaging them in activities that will enhance the quality of their life, SO WHAT so they remain in the facility
  • You will help residents not engaging in activities to participate in the ALF’s activities program or outside activities and socialization program through a quality of life assessment & companion, SO WHAT so they do not want to move out of the facility
  • You will engage with new residents who are just adjusting both to the facility and their move, to engage in socialization and activity programs. You can help them make friends & engage in outside activities through a quality of life assessment and companion, SO WHAT so they do not consider moving out
  • You will make monthly monitoring visits to make sure Companion is meeting all the client’s needs, keep in touch with the family and facility with frequent e-mails, texts or telephone updates plus sending a monthly report SO WHAT so everyone is on the same page through your great communication skills.

So, selling the benefits to the third party, who will refer your agency to families of residents who are struggling, is a much more potent selling point that features of your agency. 

 

Free Webinar –

Join me in my new FREE Webinar
Learn to Sell Benefits not Features to Third Parties to Grow Your Care Management Bottom Line

When: February,20th 2020
2 PM-3:30 PM PST
Learn
 

What is a benefit vs features and how to find benefits for each 3rd party you market to?

What specific problems you solve for wealth managers, elderlaw attorneys and concierge physicians  

What specific problems to solve for upscale Assisted Living, accountants, financial planners, MD’s  

Step by Step how to set up meetings with 3rd parties to make the sale

SIGN UP

Filed Under: Aging Family, aging life business, Aging Life Care Assocaition, aging life care manager, ALCA Beneifits, Assisted Living, Assisted Living & Geriatric Care Managers, Assisted Living Crisis, Assisted Living sales, Benefits of ALCA to Hospice, Benefits of Care Management, Benefits of Geriatric Care Management, Blog, Dementia Activities, Features vs Benefits, FREE MARKETING WEBINAR, FREE WEBINAR, GCM Start-Up, Marketing aging life care, marketing ALCA /GCM, marketing care management, Marketing to Assisted Living, marketing to concierge clients, marketing to upper 10%, Move Management, newsletters, nurse advocate, nurse care manager, Quality of Life for elders, Sales in geriatric care management, Sales to Assisted Living Tagged With: aging life care manager, aging parent crisis, benefits of ALCA, Benefits of care management, Benefits vs Features, care manager, case manager, GCM & Assisted Living, GCM Products and Services, Geriatric Care Sales Assisted Living, geriatric social worker, Marketing to Assisted Living, Monitoring Assisted Living Care, nurse advocate, nurse care manager, Quality of Life in Assisted Living

What is the Care Manager’s Role with Hospice?

February 15, 2020

iStock_000003595079_Medium.jpg

What is a Geriatric Care Manager’s Role in Hospice?

The geriatric care manager serves older adults before they find they are dying. GCM’s work with chronic care clients, some times for years, who eventually succumb to their illness. They also work with clients who come to them facing the end of life issues.

 The process of acceptance and adjustment to terminal illness has five phases:

 

·      before the diagnosis,

 

·      the acute phase ­

 

·      the chronic phase

 

·      the recovery phase

 

·       the terminal phase 

 A care manager is a GPS for both the client and family through the

5 stages, bringing in critical services like palliative care and hospice

caregiver respite and quality of life the whole continuum of care for supporting the end of life- at the right phase at the right time –

Benefits You (as a GCM) will Bring to Hospice

  • You (as a geriatric care manager) will bring the client to Hospice much earlier in the 5 stages of death and dying than one month before death

 

  • You will do a Quality of Death assessment to find out the patient’s wishes for a good death

 

  • You will make sure all the critical paperwork is needed is gathered and organized, including:
  • Insurance
  • Legal
  • Financial
  • Healthcare
  • End of life

Interventions vary according to the phase. The GCM may already have served the client and they are now facing a terminal diagnosis. But a geriatric care manager may be brought in when the family is negotiating through any one of these phases, their work begins with making a determination of what phase the client is in and what services are appropriate for that client at that stage. They are also the best professionals to bring in the quality of life to every phase so that the client can have not only a good death but a good life to the very end.

Benefits You Bring To the Family Friends and Hospice

  • You will monitor the client/care receiver’s and family caregiver’s health and psychosocial status and the paid caregiver’s care plan, to improve the quality of care and life for the client and caregiver So That Hospice can direct all it’s attention to the client and assured family
  • caregivers needs are being met

Shot of a wife consoling her husband during a counseling session with a therapist

  • You will accompany the client to all medical appointments and make sure that the 10 minutes cover all questions, that the physician’s orders are recorded and followed, and that all meds are picked up and set up properly So What –Hospice does not provide this  and ensures the client gets to all appointment relieves the family of another task and everyone is getting all the correct information from the physician

 

  • You will make sure that the family has an online personal health record or a notebook if they wish So What -The family has a way to keep track of information from many professional involved and passes on the correct information to everyone in the family and they can feel more in control in an emotionally chaotic time

 

  • You will do a caregiver assessment and suggest interventions from the local continuum of care, including support groups, counseling, respite care, and private duty home care So What –You are insuring a whole family approach and  the family caregivers are getting the support and respite they need in this frightening time for their loved one

 

  • You will coordinate family meetings to facilitate issues like shock, grief, and shutting down So What- You are a container, allowing the family caregiver to deposit their tremulous at timesdesperate feelings in a safe place so they can get help from you and be calmer for the dying loved one
  • You will coordinate health literacy information and training of disease skills for family So What- You will create a forum for the family caregivers to express their grief, fear  and even hopes and demystifying all the unknown medical terminology to make the family feel more literate and self-assured in approaching the medical staff to get the information they need

 

  • You will monitor anticipatory grief in family and friends and bring in resources

    So What- You will create a forum for the family caregivers to express their grief fear even hope and find the help they need to so on with the journey to death

 

  • You will review all new medication with family caregivers and care staff- So What-you will unravel the confusing litany of pharmaceutical terminology  and make sure the family and friends both understand  what med does what, how to set up meds  and remind the meds when hospice is not present

Join me in my new FREE Webinar
Learn to Sell Benefits not Features to Third Parties  to Grow Your Care Management Bottom Line

When: February,20th 2020
2PM-3:30 PM PST
Learn
 

What is a benefit vs features and how to find benefits for each 3rd party you market to?

What specific problems you solve for hospice, wealth managers, elder law attorneys, and concierge physicians  

What specific problems to solve for upscale Assisted Living, accountants, financial planners, MD’s  

Step by Step how to set up meetings with 3rd parties to make the sale

SIGN UP


Find out more by watching my youtube playlist on Death and Dying on my channel Geriatric Care 1

Follow Cathy @ cathycress.com

Filed Under: Aging, Aging Life Care, aging life care manager, Benefits, Benefits of ALCA to Hospice, Benefits of Care Management, Benefits of Care Management to Hospice, Benefits of Geriatric Care Management, Benefits vs Features, Benifits & Assisted Living, Blog, care manager, case manager, Death and Dying Care Management, death and dying care manager, elder care manager, Families, Geriatric Care Manager, geriatric care manager, geriatric social worker, nurse advocate, nurse care manager, Palliative care manager Tagged With: aging family, aging life care manager, aging parent crisis, Benefits, benefits of ALCA, Benefits of Care Managers To Hospice, Benefits Of Geriatric Care Managers, care manager, case manager, end of life, end of life care manager, Features and Benefits, Features and Benefits of geriatric care management, five phases of death, free webinar, Free webinar marketing, geriatric care manager, Hospice, nurse advocate, nurse care manager, palliative care manager. Hospice

What GCM Benefits to Offer Wealth Management- Trust Departments ?

February 11, 2020

Signing Up ENTITLED CLIENTS

How do you find long-term clients from the top 10% financially- who can afford geriatric care management and home care and then offer sustainable financial growth to your Aging Life or GCM company?

 You offer superior professional  Gold Standard Concierge Service to Client and Family- Care that the wealth manager and entitled client demand.

But your most compelling sales message to a trust department or any 3rd party is not that you have something wonderful to sell it is ” I understand what you need what will benefit you.”

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

You offer high-end services from your resource databases like private drivers, private chefs, car services, exclusive golf clubs and recreation that cater to entitled older clients, and upscale trust clients –Benefit So– the wealth manager will be assured you know what his high-end clients prefer for services

Are skilled in working with difficult entitled clients who can be narcissistic, demanding and unreasonable- Benefit- So the wealth manager can do what they do best= manage money and you can solve the dysfunctional family issues that wealthy difficult families are plagued with when agreeing on the best care needs for their parents.

Regularly monitor the status of an older client and report back to the financial advisors when a change in care needs or level of care is needed  Benefit so the wealth manager can work with her clients financial needs and you, professional care manager can assess and inform her about the health and psychosocial needs so  aging problems not become a crisis and are solved preventatively

Organize community resources for clients so have the highest quality VIP health care and quality of life  Benefit so the wealth  manager can suggest the most gold standard and highest quality services in the community to meet her clients needs as he ages

Make clients feel engaged with your health and social services concierge who works with them individually and understand their exclusive needs -Benefit So the entitled trust client feel that they have a 1-1 concierge who will serve them individually  in finding the best, VIP care, they feel they deserve

Join me in my new FREE Webinar
Learn to Sell Benefits not Features to Third Parties to Grow Your Care Management Bottom Line

When: February,20th 2020
2 PM-3:30 PM PST
Learn
 

What is a benefit vs features and how to find benefits for each 3rd party you market to?

What specific problems you solve for wealth managers, elder law attorneys, and concierge physicians  

What specific problems to solve for upscale Assisted Living, accountants, financial planners, MD’s  

Step by Step how to set up meetings with 3rd parties to make the sale

SIGN UP

 

 

 

 

 

 

 

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$, Narcissistic Personality, nurse advocate, nurse care manager, 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, dysfunctional aging family, Entitled Family, marketing to wealth manager, Narcissism, Narcissistic Personality, nurse advocate, nurse care manager, reaching top 10% elder, Wealth Management Banks, wealthy clients

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