Benefits Of Geriatric Care Managers Archives ⋆ Cathy Cress

What GCM Benefits to Offer Wealth Management – Trust Departments?

June 21, 2021

Signing Up ENTITLED CLIENTS

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

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

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

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

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

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

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

Join me in my newest FREE Webinar

Sales – PR & Marketing to Find the VIP Client

When: Thursday, July 15th

Time: 2:00 PM – 3:30 PM PST

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You Will Learn…

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

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What is the Care Manager’s Role with Hospice?

February 25, 2021

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

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.

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

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

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