Cathy Cress

Expert in Aging Life and Geriatric Care Management

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5 Things Geriatric Care Managers and Concierge Physicians have in Common & and How Do you Market to Them

May 18, 2020

 

What Do you Have in Common with a Concierge Physician

Concierge Physicians and geriatric care managers have much in common

They both serve must serve the top 10% in the US. because of Income equality

Geriatric care management and long term care are not covered by Medicare, so the top 10% can only afford private geriatric care management.

Medicare rates for the physician are so low, especially Geriatricians,(who are the lowest paid that they disappearing), is one of the reasons physicians have fled to a concierge practice. This allows them to actually see a client for more than 10 minutes and make housecalls where they can actually observe the most about the patient’s ability to care for themselves.

Both in Business, Serving the Elderly & Wealthy taking health care into the world of Profit.

The third commonality is Concierge Physicians and geriatric care managers both make house calls have small practices and spend time with a patient like an old fashioned doctor. More important they both know that you see the most about the functional ability of the client/patient in their home not a brief office visit

Small CASE Loads a big Similarity

The fourth similarity is the caseload. Concierge Physician has an average caseload of 50, while the average internist has 2500 patients. The average GCM carries a caseload of 25-35. But even that may be too high when serving highly entitled concierge clients. Wealthy clients can demand boatloads of attention, have more family friction between adult siblings and the older parent-based on too much money, not enough love, and no skills passed on to nurture when the parent needs care. This constant bickering or worse cut off and often elder physical and fiscal abuse siphons lots of hours of the GCM’ s time to get the care that the older client needs. So large GCM caseloads among the uber-wealthy are almost impossible.

NO WAIT TIME TO SEE GCM OR CONCIERGE PHYSICIANS

The fifth kindred feature between the GCM and concierge physicians is “wait time”. Wait time to see your doctor in the US can be a very long time. According to the New York Times”A survey released in March by Merritt Hawkins, a Dallas medical consulting and recruiting firm, found it takes 29 days on average to secure an appointment with a family care physician, up from 19.5 days in 2014. For some specialties, the delays are similarly long, with a 32-day wait to see a dermatologist and a 21-day delay at the typical cardiologist’s office. But Concierge Physicians get back to their patient’s right away because of the small caseloads and the personalized one to one care they represent. Care managers, who offer gold standard care, generally get out to see new clients within a day. Both professionals go by ” Ask and Ye Shall Receive”.

BOTH TREATING COVID-19’s Hand of Death Reaching for Seniors

During the coronavirus both doctors and care managers, see their clients/ patients the largest target of the deadly virus, dying in deadly droves, especially in

nursing homes and are themselves overwhelmed by the stress of not being able to save or even see their caseload.

So when you market the Concierge Physicians, what benefits to do you offer that will allow her or him to refer to you.

We will use the “So What” that show benefits to any profession

1) You serve the same upper 10% with the same 1-1 hands-on excellent care  “So What” you can support the physician’s patient without training

2) You do facilitation with dysfunctional families ( often in these patient caseloads) “So What”  You will  use your skills to get families to agree on care for the older person so concierge physicians  will not have to deal with these difficult barriers to care

3)You will manage adult siblings who often disrupt older parent care because of ” Mom Loved You Best” squabbles “So What” so the Concierge physician can give the medical care the parent needs without hiring a social worker or trying to be one.

4)You can counsel families through technology through the fears of COVID1- and strategies to help clients cope with the choices they may have in the epidemic so what so the mental health breakdown of the aging family can address.


Join Me in My Latest Webinar

Conquer Care Management Sales- 5 Steps Close the Sale on COVID-19Products

 

Sales have severely declined in COVID_19, geriatric care management is not deemed essential business. Learn how to increase your, clients, through all your products but

especially the new Covid-19 and telehealth. Sell Successfully this and any GCM product in a 2-part intake. Closing the sale means the client signing your contract and giving you a deposit. Most care managers are untrained and terrified of this process. They are more terrified of going out of business with COVID 19

Learn the 5 steps to make and close a care management sale to get that contract signed, get a deposit, grow your business, bolster cash flow, make payroll, and stop you from being one of the 50% of new US businesses that fail after five years.

When?

Date Tuesday, June 23

Time 2:00 PM -3:30 PM

You will Learn

What are Covid-19 GCM Services you can offer

How to make the sale in the inquiry call -with a complimentary consultation

How to ” Identify needs using client” challenge questions” to find the problem you need to solve to make the sale

How to present your offer by selling solutions to the problem with a mini care plan

How to manage objections if the caller has concerns about price or product

 How to close the sale with non-aggressive closing questions to have your contract signed, get a deposit, and grow your business with a new client

SIGN UP FOR FREE 

 

 

 

 

 

Filed Under: aging family crisis, aging life care manager, ALCA COVID-19 Crisis, Blog, Care Management Products, Concierge Physican, coronavirus, coronavirus shut down, Covid 19, COVID-19 & Care Management, Elderly Disaster Plan, Emergency Plan, End of Life Care manager, FREE WEBINAR, GCM Webinar, Geriatric Care Management Business, Geriatric Care Manager, Hurricane, inquiry call, Intake, marketing care management, marketing geriatric care management, marketing to upper 10%, nurse advocate, nurse care manager, Quality of Life in Dying, Webinar, Webinar ALCA GCM Tagged With: adult children of concierge parents, aging life care manager, aging life inquiry, aging life or GCM inquiry, aging parent crisis, care manager, case manager, concierge aging clients, concierge physician, COVID_19 inquiry, COVID-19 PRODUCTS, COVID-19 SERVICES, free webinar, geriatric care manager, geriatric social worker, marketing during COVID-19, nurse advocate, nurse care manager

5 Things Geriatric Care Managers and Concierge Physicans have in Common & and How Do you Us That in Marketing to Them

February 18, 2020

iStock_000063346301_Medium-1.jpg

Concierge Physicians and geriatric care managers have much in common. The first parallel is they both serve the top 10% . The second correlative is both are a business,  mainly serve the elderly and wealthy and both take health care into the world of profit. Here is an NYT  article,

The third commonality is Concierge Physicians and geriatric care managers both make house calls have small practices and spend time with a patient like an old fashioned doctor.

The fourth similarity is the caseload. Concierge Physician has an average caseload of 50, while the average internist has 2500 patients. The average GCM carries a caseload of 25-35. But even that may be too high when serving highly entitled concierge clients. Wealthy clients can demand boatloads of attention, have more family friction between adult siblings and the older parent-based on too much money, not enough love and no skills passed on to nurture, when the parent needs care. This constant bickering or worse cut off and often elder physical and fiscal abuse siphons lots of hours of the GCM’ s time to get the care that the older client needs. So large GCM caseloads among the uber-wealthy are almost impossible.

The fifth kindred feature between the GCM and concierge physicians is “wait time”. Wait time to see your doctor in the US can be a very long time. According to the New York Times”A survey released in March by Merritt Hawkins, a Dallas medical consulting and recruiting firm, found it takes 29 days on average to secure an appointment with a family care physician, up from 19.5 days in 2014. For some specialties, the delays are similarly long, with a 32-day wait to see a dermatologist and a 21-day delay at the typical cardiologist’s office. But Concierge Physicians get back to their patient’s right away because of the small caseloads and the personalized one to one care they represent. Care managers, who offer gold standard care, generally get out to see new clients within a day. Both professionals go by ” Ask and Ye Shall Receive”.

So when you market the Concierge Physicians, what benefits to do you offer that will allow her or him to refer to you.

We will use the “So What” that show benefits to any profession

1) You serve the same upper 10% with same 1-1 hands-on excellent care  “So What” you can support the physician without training

2) You do facilitation with dysfunctional families ( often in these patient caseloads) “So What”  You will  use your skills to get families to agree on care for the older person so concierge physicians  will not have to deal with these difficult barriers to care

3)You will manage adult siblings who often disrupt older parent care because of ” Mom Loved You Best” squabbles cat-dog-fight.jpg“So What” so the Concierge physician can give the care the parent needs without hiring a social worker or trying to be one.


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 business, Aging Life Care, aging life care manager, Benefits of Geriatric Care Management, Benefits vs Features, Blog, care manager, case manager, concierge clients, Concierge Senior, elder care manager, Families, GCM Benefits, Geriatric Care Management Business, Geriatric Care Manager, geriatric care manager, geriatric social worker, high end clients, home care, Marketing aging life care, marketing to concierge clients, nurse care manager, Quality of Life for elders Tagged With: adult children of concierge parents, aging life care manager, care manager, case manager, Concierge Care Manager, concierge physician, geriatric care manager

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

February 6, 2019

affluentseniors.jpg

 

 

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

1284078981.jpgThey 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. 

Learn More

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


When: MARCH 6, 2019
2PM-3PM PST
Learn

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

  • •Sign -Up –

 

 

 

Filed Under: Aging, aging life care manager, Blog, case manager, elder care manager, Families, Geriatric Care Management Business, Webinar Tagged With: Aging Concierge client, aging life and geraitric care manager, aging life care ethics, case manager, Concierge Aging Client, Concierge Geriatric care manager, Concierge Home Care, concierge physician, geriatric care manager, nurse advocate, nurse care manager

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

July 24, 2017

GCM-pix-2.jpg

 

If you target 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 edition1284078981.jpg

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.

 

 You just market differently, target clients who can pay your hourly fees (like concierge physicians), 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

Learn more by signing up for my upcoming free webinar August 23, 11 PST.

5 Steps to Sign Up the Profitable GCM Concierge Client “

 

 

Filed Under: Aging, aging life care manager, Blog, case manager, elder care manager, Families, Geriatric Care Management Business, Webinar Tagged With: Aging Concierge client, aging life and geraitric care manager, aging life care ethics, case manager, Concierge Aging Client, Concierge Geriatric care manager, Concierge Home Care, concierge physician, geriatric care manager, nurse advocate, nurse care manager

If You are a Concierge GCM -Do You defer to Your Clients Demands?

October 15, 2015

GCM-pix-2.jpg

 

If you target 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 Joan Rivers death  at the Yorkville Endoscopy Center.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%

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.

 

 You just market differently, target clients who can pay your hourly fees (like concierge physicians), increase the personalized delivery of your GCM business making sure care is delivered seamlessly with care providers who can meet the high standards of a concierge client under the direction of your care plan

Learn more by signing up for new free webinar 

 

 

Filed Under: Aging Tagged With: Concierge Aging Client, Concierge Geriatric care manager, Concierge Home Care, concierge physician, geriatric care manager

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