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

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

Feed me Feed Me-How Do You Get Conservators to Make Referrals to Your Business ?

February 10, 2020

Why would third parties like conservators or guardians use a care manager to assist with their aging client and family? If you have an Aging Life or GCM business you need to know. 

 

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 California or a guardian ,  Many clients- usually adult children, call you to start services on their own but a conservator calls you directly. 

A conservator or guardian has the legal choice in hiring a geriatric care manager or ALCA members. These third parties need to know what you will do to help them with their clients if they are to work with your agency. On the feeding chain of referrals, conservators or guardians can be one of your most important sources to feed income into your business. You have to deliver what they need to make money.

Benefits and Features

Features often directly address common problems experienced by users. Benefits are the outcomes or results that users will (hopefully) experience by using your product or service – the very reason why a prospective customer becomes an actual customer.

For example, a conservator is usually a legal entity that manages money and legal guidelines. A geriatric care manager is usually a health professional who specializes in the physical and mental health of an older person. So you benefit a conservator or guardian by offering your in-depth knowledge of of the health care issues and solutions for an older conservatees

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

Some Examples of benefits you bring to a conservator guardian

  • You can act as a ‘medical information hub,’ attending doctor appointments and providing 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 allow the Conservator to get out of the ‘hot seat’ when working with families with extreme dysfunction.   

 

 

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 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, Blog, care management start-up, cash flow, Conservator, elder care manager, GCM Start -Up, Geriatric Care Manager, geriatric care manager, geriatric social worker, Guardian, 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, Third Party Referral, Trust Officer, Wealth Management Departments 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, care manager, Features and Benefits, Features and Benefits of GCM, Features and Benefits of geriatric care management, 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

Lead Sources- Why You Need a Marketing Data Base ?

February 8, 2020

Geriatric Care Managers Need a Marketing Database

You need 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.

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

  • SalesForce For Small Business 
  • GoldMine 
  • Act!
  • Outlook or Microsoft Access. 
  • 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 ONE ONE 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 dataSend 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-  

    Join me in my new FREE Webinar on Marketing
    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 life business, Aging Life Care Assocaition, aging life care manager, Benefits of Care Management, Benefits vs Features, database, 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, CRM care manager data base, CRM for Geriatric Care Manager, GCM contact data base, geriatric care manager, marketing data base, nurse advocate, nurse care manager, Qualifying for VA Benefits

What Marketing Tactics Work Best to Reach Aging Life or GCM customers?

February 1, 2020

What Are Your Marketing Tactics ?

Marketing your existing or new Aging Life or GCM business is vital to growth, but where you spend your marketing dollars or do you use free public relations like showing targets the benefits of ALCA or GCM? What marketing tactics make the most sense for you? Where will you reach your client base best? This is where your marketing strategy comes into play. Before the business can start generating revenue, a marketing strategy and sales techniques must be in place.

A marketing message, like benefits, must be communicated to the public about your business

 

To get new GCM, ALCA clients your marketing  message must say your business offers these benefits

  •  concierge solutions to the grueling aging care decisions families and clients must make.
  •  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.  
  •  support to the aging client and the whole aging family to transform the family to get care for the client 
  •  support and care  to the caregiver to keep them from burnout
  •  the exact product they will need to solve their problem like dementia care, moving an elder, quality of life, VIP care

Example -Benefits of Geriatric care manager to an Elder Law attorney

  • Assess capacity –you are are a health professional and they are not
  • Work with Dysfunctional families – often their clients
  • Do facilitation with dysfunctional families
  • Facilitate family meetings over non-titled assists, health care decisions( death and dying)
  • Expert in sibling wars facilitating  decisions to help parent care
  • Can advise on the current and future costs of care. 
  • Extra set of eyes for the attorney and can monitor the client’s     medical status, address safety issues keep them updated
  • Prepare written geriatric assessment as evidence in a guardianship or conservatorship if admissable in your state

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, assisted living  

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

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

SIGN UP

Filed Under: Aging, Aging Family, aging family crisis, aging life business, Aging Life Care, aging life care manager, ALCA Beneifits, Benefits, Benefits vs Features, care manager, case manager, Concierge aging clients, Concierge Client, Concierge Senior, elder care manager, FREE MARKETING WEBINAR, FREE WEBINAR, GCM Benefits, GCM Start-Up, GCM Webinar, Geriatric Care Management Business, 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$, nurse advocate, nurse care manager Tagged With: aging concierge Clients, aging life care manager, aging parent crisis, benefits of ALCA, Benefits of care management, Benefits Of Geriatric Care Managers, Benefits vs Features, care manager, case manager, concierge marketing, geriatric care manager, Marketing Care Management, marketing services, marketing tactics, nurse care manager, webinar concierge care

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