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)

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

WHEN Tuesday, May 17^th, 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 3^rd 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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Want to Make a Profit in an Care Management Business Home Care Business ?

April 20, 2022

Do You Want to Make a Profit As a Private Care Manager?

Do you want to make a profit in care management or home care you have to learn how you will make money? It must be serving VIP clients. You may start it to reach seniors in need. But, the reality is making a profit comes from serving the upper 10% or Concierge and VIP clients who can afford private pay. If you have a business and you are an entrepreneur, you need to understand” profit” and how to handle money and “like it”. Many GCMs do not understand this. They end up going out of bankrupt

Do You Know the Customers You Want to Serve?

To make money you must choose to go after the right customers. To start a Geriatric Care Management business PLUS to write a major section of your GCM business plan,

you must describe ” that customer” you intend to serve -your market assessment or opportunity. It tells you and investors whether you will have enough customers to make money.

The VIP or Concierge client in the upper 10% is the customer you want. Why – Medicare does not pay for Geriatric Care management or ALCA services or Home Care . Only the top 10% can afford to pay you privately at 4-6 K a month for home care

Do a GUT CHECK

To make money you must choose to go after the right customers. To start a Geriatric Care Management business PLUS to write a major section of your GCM business plan,

you must describe ” that customer” you intend to serve -your market assessment or opportunity. It tells you and investors whether you will have enough customers to make money.

Start with a definition of your ideal client. Example: A woman, 85 years old with chronic care needs who has an income or liquid assets of $500,000 or more. In other words, you must serve the top 10% to make money and thrive. Are you comfortable with this as an entitled demographic as a social worker or RN? Do a gut check now

You want to list the customers who will reward you the most financially.

How many of these ideal clients are in the area you wish to serve to make a profit? You

need to do an analysis of the age and income levels. Generally, geriatric care management customers are over age 85 or are disabled younger people with incomes in the range of the top 10% in your community. Your customers are also the local overstressed adult children of clients, long-distance caregivers with family members who need help and live in your community, and third parties like Trust Officers who may hire you as a GCM such as trust officers, attorneys, conservators, or guardians.

Know how you can make money by doing market research hot mapping & the census

You need to do market research to define the size of the market in the area where your business will be located (e.g., how many people over age 85 live in, Modesto, California, how many third-party target markets such as trust departments are in the town)?

This type of demographic information may be available from U.S. Census Bureau reports local Area Agencies on Aging, local chambers of commerce, local hospitals, and even members of the local media who have done their own surveys. You can use the Internet to retrieve U.S. Census data in your area, and in addition you can Google your State Department of Aging or Department of Finance and then find all senior services that may have data on older people in your area.

What is hot mapping?

You can also do hot mapping. A zipcode heat map outlines the boundaries of each zip code in your data set and helps you see the insights buried deep inside your numbers like where people with the highest income live in an area

Join me in my newest FREE Webinar

How to Find Concierge Clients Who Can Afford You

WHEN Tuesday, May 17^th, 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 3^rd 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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REGISTER NOW TO FIND VIP & Concierge Clients

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Subscribe to my Care Management YouTube Channel to find out about finding & working with VIP private care management Clients

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

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

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

WHEN Tuesday, May 17^th, 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 3^rd 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

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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

Well Heeled Seniors Who Bought Payless Shoes Are Concierge Clients Too

March 9, 2020

You Need Concierge Clients

Geriatric care manager need inquiries about services from adult children of concierge seniors. These are the older adults who can afford long-term geriatric care management and home care

Well Heeled Seniors Who Used to Buy Payless Shoes

You may be surprised that this upper 10% of the populations include teachers and subway workers.

Well-heeled seniors, according to the New York Times, include middle-class retirees who buy shoes from Payless but have a defined pension that can afford care at home when they need it and private care management.

Defined Pensions Directly Affect the Quality of Aging Care

They rode the post-war economy, held jobs long term and through that defined pension (no 401K) face a very healthy financial picture in aging. They worked for city, county, state government are teachers, truck drivers, social workers or were union members in all trades. They had a career at Xerox, IBM, Campbell Soup and big Fortune 500 companies.

These middle-class concierge clients and their adult children call a geriatric care manager when they visit Mom and Dad and find care problems – or their aging parents have a health crisis. But they will really shop around as they have been raised by frugal parents on limited budgets during their childhood even if their parents now have excellent retirement through defined pensions.

They want the best service and seamless points of the compass that an aging life or geriatric care manager can give each client. These retirees lived on small salaries. Teachers who graduated in 1967 made $5000 a year. So they lived a working life of cautious shopping and tight family budgets. Now in retirement, they can sail down the Danube with their generous defined pensions and afford private duty home care and long-term geriatric care management when they need it or their adult kids who visit home or the emergency room and know Mom and Dad need help.

Learn More about Marketing to Concierge Clients

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

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Who They Are- 4 Types including defined pensioners like teachers and subway workers.

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Cathy Cress MSW

If You are a Concierge GCM -Do You Defer to ALL Your Wealthy Clients Demands?

February 6, 2019

If you are a geriatric care manager serving concierge clients ,do you have to defer to all their needs and be subservient? Let’s look at the Concierge Physician.
If you are a concierge physician, do you change their practice of medicine? Quite simply no.

They do not tell the concierge client- what they want to hear. They do not prescribe drugs that the concierge patient wants instead of needs. They do not submit to the VIP syndrome shown by physicians in Joan Rivers, Prince or Michael Jackson’s deaths.They continue to practice as doctors with the same skills, ethics, and tools they have with any patient.

What do they change? The change the way they deliver their medical practice. They offer personalized care and enhanced service. They take calls swiftly and they make house calls. They resuscitate the patient doctor relationship.

They change their billing model. They do not bill Medicare or insurance and they do bill the client personally.

They change their client target market. They do not target everyone that needs their skills. They target a demographic they can pay them privately, the upper 10%, Bob O’Toole Points out in his excellent chapter- Private Revenue Sources for the Fee-Based Care Manager- Need Vs Demand in the Elder Care Market- in The Handbook of Geriatric Care Management- 4th edition

They still practice with the same boundaries, tools, and ethics. They do not let patients set the rules, defer to their defer to their demands.

They practice medicine as they were trained.

As a GCM with a concierge practice, you practice with the same skills, knowledge base and ethics you were trained to deliver.

What you must do though is target clients in the upper 10% who can pay your hourly fees and home care (As concierge physicians do ), increase the personalized delivery of your GCM business, insuring care is delivered seamlessly by care providers who can meet the high standards of a concierge client under the direction of your care plan.

But you must market differently. You present a marketing pitch to third parties who can refer their clients to you. Part of that pitch is you serve the same demographic and will deliver gold standard service with boundaries to their clients. The other part of your marketing presentation to those third parties is telling them what benefits you will bring to the third party themselves. For example for concierge physicians or elderlaw attorneys who want to refer clients to you- you will send them regular updates, work as a team with them, deal with dysfunctional difficult families issues , to help them deliver better services.

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Learn to Sell Benefits not Features to Third Parties to Grow Your Care Management Bottom Line

When: MARCH 6, 2019
2PM-3PM PST
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The problems you solve for 3rd parties so they will refer to to you.

What is a benefit vs a 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

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If You are a Concierge GCM -Do You Defer to ALL Your Wealthy Clients Demands?

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