How to Sell Adult Children Care Management Products To Sooth Caregiver Pain

October 6, 2021

Concierge Adult Children Call you When They are in Caregiver Pain

When Adult Children call you they are looking for a product to sooth their caregiver pain. They see you as as a nurse practitioner or doctor who can prescribe the right painkiller to stop their caregiver anxiety, burnout, strain. They do not see Geriatric Care Managr as a pain killer because it is not a profession known like nurse practioner or doctors. They think you will have a specific care management product to sooth their caregiver pain.

Family caregivers have a pain -point from a particular parental crisis

-like their Mom cannot climb steps and needs to move , their Dad has dementia and is wandering. Their aunt is going in the hospital and need care afterwards- but the child lives long distance, their mother in law has fallen and need 24 hour care provider and they do not know how to find one, their loved want cannot drive anymore and need non medical care to help her remain at home. You need a menu of products that will offer multiple choices for each of the -each of the varied pain points the adult child who calls suffers.Like when you shop in the detergent isle of your grocery store. You do not need all detergents but the one you choose & need , like enviormental friendly beacuse you are living in a drought and water your garden with grey water from your washer.

Concierge Client’s Who Can Afford You Need VIP Pain Products

Concierge customers are sadly the only customer who can afford you because Medicare does not cover long term care and, in an age of income disparity, 75% of all wealth is held in the hands of the upper 10%. They will choose you -the geriatric care manager over your competition

if you have a menu of pain-point products and Four Seasons services to deliver those products- rivals do not have.

Products make sense to a high-end customer who is brand /product oriented in purchasing anything that reflects who they are. Think Gucci purses, Rolex or Montblanc watches Dior dresses.

All care management customers in upper 10% relate to products not peace of mind

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Offering a COVID care plan product for Long Distance Care Providers

July 27, 2020

Initial Intake

The first step for the Long-distance family members (LDF) worried about elder exposure and hospitalization is an initial consultation and intake with the client and LDF. This consult will identify the current status of the senior in the home environment. This care management consultation can be done with a HIPAA-compliant video conferencing service

Required Legal Documents Family Long Distance Family Needs
– The first thing that the geriatric care manager works on is to find out if the older person has the required legal documents – Advanced directives, POA/HCPOA & GCM HIPAA release because of the risk of both hospitalization and death due to age-related COVID-19. If these documents are not present, have a discussion with senior/LDF regarding their wishes, explaining that older adults over 65 are at higher risk for severe illness. The care manager will discuss who is to be the health care decision-maker and consult a family attorney or elder law attorney to complete. If they choose not to use an elder law attorney, as time is of the essence in the pandemic, they can suggest accessing AARP advanced directives documents for any state which can be executed quickly.
G0-Binder
If documents are completed, locate in-home and provide explanations to the family that they must give a copy to emergency contacts and physicians as required and place in planning binder. In the planning “Go binder” list all emergency contacts with phone numbers/e-mail addresses – family, friends, physicians, pharmacy, professionals providing in-home services. Also, list all medications and prescribing physicians in “Go Binder”. Upload documents into caregiving applications like caringvillage.com so the long-distance family always has the updated documents.

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Create 5 Telehealth Products for COVID 19

WHEN. THURSDAY AUGUST 6

TIME- 2 PM Pacific Standard Time

Care Management businesses are struggling with pandemic close-downs.

Support your business bottom line, clients, and their families.

Create 5 COVID products

Products from sheltering in place through the hospital, recovery at home, discharge from an SNF, or hospital for local and long-distance elders. Increase your bottom

line as COVID spreads throughout the US and more shutdowns loom

Learn Step by Step How to Consult with Aging Families and Seniors

Choose the best Hipaa Compliant Telehealth Products to Remotely Consult with Client

Help a Local Family Help a Loved One Safely Shelter in Place

Help a Long-Distance Family Help a Local Loved One Shelter in Place

Help an Aging Family Help a Loved on Hospitalized for Covid-19

Help an Aging Family Help a Loved one Recover when Discharged from a

Nursing Home

Help an Aging Family Help a loved one Recover when Discharged from a

Hospital

WHEN. THURSDAY AUGUST 6

TIME- 2 PM Pacific Standard Time

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How to Sell VIP Clients Products They Want To Buy & Universal Precautions They Need

June 10, 2020

Universal Health Precautions and Concierge Services During a Pandemic

In this pandemic, you will have to give your potential clients assurance that your care providers can render concierge caregiving, companionship and personal care services and quality of life have completed the Corona Virus universal precautions training and have all necessary masks and gloves for each case. You should assure that caregivers should are required to take their own temperature prior to each shift and all shifts are available. In addition, you should tell clients or potential clients caregivers are able to pick up and deliver groceries, medications as well as do light housekeeping and cooking or you will arrange for meals to be delivered from the restaurant they choose.

Concierge Client’s Can Afford You Due to Income Disparity in the US and NO LTC Under Medicare

Products make sense to a high-end customer who is brand /product oriented in purchasing anything that reflects who they are. Think Gucci purses, Rolex or Montblanc watches Dior dresses.

All care management customers in upper 10% relate to products not peace of mind

Rather than tell clients you do assessment– offer products they are seeking – like relocation (moving an older parent VIP Care Management, ( Discreet private care for a well known celebrity),Quality of Life (increasing the joy in an older person’s life who is dressed with Stay at Home Restrictions), Dementia Care, Home from the Hospital,( which many desperately need, especially during the COVID -19 epidemic), Medication Assessment,- End of Life Services,Products that pinpoint exactly what the older person needs are in a pandemic & on going and why the family is desperately calling for help. But these products need to be

Jaguar level, not a Hyundai buy. To do this, develop continuously integrated solutions through a product procedure placed in a company operation manual, along with all of your products so you ensure your staff can deliver, step by a step-that high-end product that the Concierge client just purchased and demands.

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COVID-19 Assurances You Must add to Your Products &Staff

Income Inequality and No Coverage For Long Term Care Controls On Your GCM Market

Why Sell VIP Products rather than Geriatric Care Management
Why VIP GCM Clients prefer GCM Products
How to Develop a 4 Season Menu of Products
How to deliver 4 Seasons Service With VIP Products

VIP Products to Add to your Menu of Services

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You Need a Virtual Rolladex on Speed Now to Market in Covid-19

May 20, 2020

What is a Rolladex on Speed?

During the Covid-19 pandemic, when many geriatric care managers are shut down, they need a virtual rolladex on speed- or an email marketing and marketing automation platform. An email marketing database is essential for keeping your prospective, existing customers warmed up and ready to buy your services or products. You store your contacts or customers and send information that will entice them to use your agency. Constant Contact is the most common. I use it because it has great customer services for non-natives in technology like me plus excellent templates. But other alternatives like Survey Monkey and Moosend and many others can be considered. Think of this as your old Rolodex on speed.

During this pandemic, this gives you the ability to let your third parties like elderlaw attorneys and existing an potential new clients know you are still here, still care about their needs and show them what preventative steps you have taken in

Advertise Your Agencies Coronavirus Universal Saftey Precautions

Use the e-mail newsletter to update contacts on your staff’s training in universal precautions and use of all the necessary masks, gloves, and PPE . You should assure that caregivers are required to take their own temperature prior to each shift and all shifts are available.

Share Community Resources During Pandemic

You can let clients and 3rd parties, know helpful information about coping with “shelter in place”, in your town. For example, a list of all the grocery stores that deliver, as older people are not supposed to go shopping or if they do -the times when only they are allowed in the store. If your care providers can do that shopping you could add this to the newsletter.

If you do a Virtual Quality of Life Program for lonely and isolated seniors unable to get out during Covid-19, share your service in the newsletter. If you do not offer a Quality of Life program, point them toward geriatric care manager Nina Herndon’s excellent virtual quality of life program.

If you have a partnership with your county health department, which is a very good idea, you can add that in your newsletter. You can keep customers up to date on Covid-19 information in your area. You can both use it in your agency and share it through your newsletter. Other ideas are adding photos of your staff in PPE or even staff making masks if you have sewing talents. Or there is a volunteer group in your county making PPE for hospitals, share that and with photos in your newsletter

Care Management Start-Ups -Start an E-newsletter Now

Any aging life or geriatric care management business has to start out with a foundation of great customer relationships. Get an email marketing database now or before you open your doors and fill it up with contacts including old, new and potential clients,3rd party referral sources like- elder law attorneys, trust officers, concierge physicians, and all target professionals who refer families to you who need GCM.

You, the aging life or GCM marketer, must connect with aging families who need your product at this time of the pandemic and at all times in the future. The best way is through your social media database.

As your company expands these Aging Life or GCM business connections grow more sophisticated. You start to manage a myriad of connections, across time, within each referral contact you do business with.

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

Boost Your Sales in COVID-19 Slow Down

Sales have severely declined in COVID-19. Learn how to increase your, clients, through all your

products but especially 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

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Why is CMS Loosening Nursing Homes Infection Control in Pandemic ?

May 9, 2020

When 20% of COVID-19 cases are in Nursing Homes -CMS Rolling Back Infection Control

Insanely CMS and the FEDS are considering rolling back infection control in a nursing home in the middle of a coronavirus pandemic -when more than 20 % of the cases in the US are in Nursing Homes.

The mind-boggling idea was reported in USA Today. A rule proposed last year by the Centers for Medicare and Medicaid Services (CMS) would modify the amount of time infection prevention must devote to a facility from at least part-time to “sufficient time,” an undefined term that lets the facility decide how much time should be spent.

Why do you need infection control in a nursing home- even before COVID -19?

Over 4 million Americans are admitted to or reside in nursing homes and skilled nursing facilities each year and nearly one million persons reside in assisted living facilities. Data about infections that occur in these skilled nursing home include on a normal day before coronavirus

1 to 3 million serious infections occur every year in these facilities.
Infections include urinary tract infection, diarrheal diseases, antibiotic-resistant staph infections, and many others.
Infections are a major cause of hospitalization and death; as many as 380,000 people die of the infections in LTCFs every year.

Nursing Homes deaths May Be 50% of All Deaths in Pandemic

These infection control rationals were before COVID-19. Now, in the midst of this black plague of the 21st Century, it is thought, according to the Washington Post that nursing homes may account for 50% of death BEFORE infection control is further diluted by CMS.

Cities& States Reduce COVID-19 Risk in Nursing Homes -Feds Increase Them

In contrast to the blighted policy idea of the Federal government, Detroit, as a city, has tested every nursing home and in addition, is testing all staff and providing them with PPE.San Francisco is also now testing every resident of a nursing home. States like Maryland and Wisconsin and testing all nursing homes.

The Kaiser Family Foundation reports that at the end of the pandemic we may find out half of the deaths in the pandemic were from residents of nursing homes. In light of all of this carnage and potential destruction of the elder population in the US- why then are CMS and Trump loosening infection control? Is this throwing salt into the would of frail elders, madness, an attempt to delete people on social security, incompetence at CMS or CMS following the bedeviled destructive policy of the Trump administration? We need answers but will we as a country get them in time?

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