Cathy Cress

Expert in Aging Life and Geriatric Care Management

  • Home
  • Products
    • GCM Manual New 5th edition
    • Books
    • Geriatric Care Management – 4th Edition
    • Mom Loves You Best
    • Care Managers
  • Online Classes
    • Recommendations
  • Webinars
    • Upcoming Webinars
    • Past Webinars
  • Speaking
  • About
    • Recommendations
    • Interviews
  • Blog
    • Aging
    • Geriatric Care Manager
    • Siblings
    • Webinar
  • Contact

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

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

-How Do the Benefits You Offer Get Third Parties To Refer to a Care Manager? ?

January 28, 2020

 

What Make’s 3rd Parties Refer to Geriatric Care Managers?

Why would third parties like trust officers, elder law attorneys, conservators or guardians refer a care manager to their aging client and family? If you have an Aging Life or GCM business you need to know. The Journal of Aging Life Care in its March 2017 issue gives care managers some critical clues to solve this question.   Why do you need to know this? First, you need to create a practice that meets the needs of your clients and major referral sources. Many clients- usually adult children, call you to start services on their own. But a good majority of clients will call you because their attorney, bank trust officers, CPA referred them. These third parties need to know what benefits you offer them and their clients if they are to make referrals to your agency. On the feeding chain of referrals, they are one of your most important sources to feed income into your business. You have to deliver what they need to make money.

Great Research Results on What 3rd Parties Want

The Florida Chapter of Aging Life invested in a 7-year research project to get some of these answers, published in the Aging Life Journal. in March 2017. This is the first research study on Aging Life Care that pinpoints what third parties who refer clients want and value in a care manager. It is groundbreaking.   Reading this tells the care manager, not only what benefits to include in their services but in their marketing material, and sales pitch or elevator pitch to the third party. The study tells you what 3rd parties are looking for in a senior advocate for their in a very clear table. They found the number one reason third-party clients use care managers is they assess and monitor their clients and update the third parties on a regular basis. This is a key benefit you can use when you market to third parties, like wealth managers, elder law attorneys, or guardians. Get a copy of this important Journal if you belong to ALCA or join, as this type of information is one of the many many benefits of the Aging Life Care Association by joining. 

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

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 Family, aging life business, Aging Life Care, billing, Blog, care management start-up, cash flow, elder care manager, Elderlaw Attorney, GCM Start -Up, Geriatric Care Manager, geriatric care manager, geriatric social worker, Guardian, inquiry call, Marketing aging life care, marketing care management, marketing to concierge clients, 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, care manager, 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

How Does a Care Manager Create a Results Driven Marketing Plan With 4 P’s and a few A’s?

January 19, 2020

iStock_000066966281_Medium-3.jpg

 

  • ·  The classic four Ps of marketing (product, price, place, and promotion) have been updated for the 21st century to include the four As as well as the four A’s and 4 C’s 

  • Marketing 4 A’s

  • ·  Accountability: Marketing must prove its contribution to the business and be accountable for measurable results; that is, new clients.

    · 

    ·  ·      Analysis: Marketing requires both art and science, and analysis must no longer be an afterthought. Instead, measurable results will drive strategy; that is, if it works, do more of it.

    · 

    ·  ·      Accuracy: Performance metrics must be consistently and accurately measured across all marketing initiatives; that is, tracking results.

    · 

    ·  ·      Action: Optimization is only successful when it’s an ongoing process of leveraging your analysis to take decisive actions toward improving results; that is, change tactics to do more of what is working.2

    · 

    ·  ·      Conversation: Social media channels have created the need for a two-way conversation that draws those seeking services to those discussing those services.

    · Marketing 3 C’s

    ·  ·      Collaboration: The world is not so connected that collaboration becomes a necessity as there are simply too many needs for one entity to meet.

    · 

    ·  ·      Culture: Plays an important role now that organizations are seeking partners to extend their capabilities.

    · 

    ·All this and more is in the chapter on marketing GCM in Handbook of Geriatric Care Management 4th edition by Marketing guru  Merrily Orsini. She created the original template for corporate geriatric care management for Senior Bridge which became Humana, with her own GCM business in Louisville, Kentucky.     

  • Sign Up for my newest FREE Webinar

    LEARN HOW TO MARKET LIKE YOUR BUSINESS DEPENDED ON IT 

    January 23 @ 2:00 pm – 3:00 pm PST

    The busiest season for care managers is January & February after as adult children have just visited for the holiday and seeing their elderly parents skating on very thin aging ice

    Learn care management marketing so you can:

    Capture those desperate clients in January after the festive fright-

    Develop strategic marketing that brings more customers,

    Understand branding         

    Develop a positioning strategy so the caller chooses you

    Understand lead generation in care management

    Get the best marketing software  

    Create a 5 Star Marketing Plan for the top 10% of seniors who can afford you.

    Click Here To Register 

    FIND OUT MORE 

    THIS FREE  WEBINAR  FROM 2 PM – 3 PM PST Thursday January 23, 2020

    SIGN UP NOW  

     

          

  •  

Filed Under: Aging, aging life business, Aging Life Care, aging life care manager, Blog, care management start-up, care manager, case manager, Geriatric Care Management Business, Geriatric Care Manager, Marketing 4P's, marketing care management, marketing to concierge clients, marketing to the top 10$, nurse advocate, nurse care manager Tagged With: 4 Ps in marketing, aging life care manager, aging life or geriatric care manager, aging life or geriatric care marketing plan, aging parent crisis, care manager, geriatric care manager, Marketing Care Management, marketing plan, nurse care manager

How Does a Care Manager Create a Results Driven Marketing Plan With 4 P’s and a few A’s?

December 14, 2019

What is your Box of Marketing Tools? Do you know how to market GCM?

                 Few care managers take a GCM Business Class which is a necessary step. One thing you learn is marketing.

  • ·  The classic four Ps of marketing (product, price, place, and promotion) have been updated for the 21st century to include the four As as well as the four A’s and 4 C’s 

    ·  Accountability: Marketing must prove its contribution to the business and be accountable for measurable results; that is, new clients.

    · 

    ·  ·      Analysis: Marketing requires both art and science, and analysis must no longer be

    an afterthought. Instead, measurable results will drive strategy; that is, if it works, do more of it.

    · 

    ·  ·      Accuracy: Performance metrics must be consistently and accurately measured across all marketing initiatives; that is, tracking results.

    · 

    ·  ·      Action: Optimization is only successful when it’s an ongoing process of leveraging your analysis to take decisive actions toward improving results; that is, change tactics to do more of what is working.2

    ·

    ·  ·      Conversation: Social media channels have created the need for a two-way conversation that draws those seeking services to those discussing those services.

    · 

    ·  ·      Collaboration: The world is not so connected that collaboration becomes a necessity as there are simply too many needs for one entity to meet.

    · 

    ·  ·      Culture: Plays an important role now that organizations are seeking partners to extend their capabilities.

    ·Merrily Orsini

    ·All this and more is in the chapter on marketing GCM in Handbook of Geriatric Care Management 4th edition by Marketing guru  Merrily Orsini. She created the original template for corporate geriatric care management with her own GCM business in Louisville, Kentucky.         

    FREE Webinar

    LEARN HOW TO MARKET LIKE YOUR BUSINESS DEPENDED ON IT 

    January 23 @ 2:00 pm – 3:00 pm PST

    The busiest season for care managers is January & February after as adult children have just visited for the holiday and seeing their elderly parents skating on very thin aging ice

    Learn care management marketing so you can:

    Capture those desperate clients in January after the festive fright-

    Develop strategic marketing that brings more customers,

    Understand branding         

    Develop a positioning strategy so the caller chooses you

    Understand lead generation in care management

    Get the best marketing software  

    Create a 5 Star Marketing Plan for the top 10% of seniors who can afford you.

    Click Here To Register 

    FIND OUT MORE 

    THIS FREE  WEBINAR  FROM 2 PM – 3 PM PST January 23, 2020

    SIGN UP NOW  

Filed Under: Aging, aging life business, Aging Life Care, aging life care manager, Blog, care management start-up, care manager, case manager, Geriatric Care Management Business, Geriatric Care Manager, geriatric care manager, geriatric care manager start up, Holiday Meltdown in Aging Family, marketing, Marketing 4P's, Marketing aging life care, marketing ALCA /GCM, marketing care management, Marketing copy, marketing geriatric care management, Marketing Home Care, marketing pitch, Marketing plan, marketing to concierge clients, marketing to long distance adult children, marketing to the top 10$, marketing to upper 10%, nurse advocate, nurse care manager Tagged With: 4 Ps in marketing, aging life care manager, aging life or geriatric care manager, aging life or geriatric care marketing plan, aging parent crisis, care manager, geriatric care manager, Marketing Care Management, marketing plan, nurse care manager

  • 1
  • 2
  • Next Page »

Contact

Use the form on the
Contact page to email Cathy.

Email

Connect with Cathy

Get Cathy’s “10 Critical Success Steps to a Profitable Aging Life or GCM Business”

  • Home
  • GCM Manual New 5th edition
  • Books »
  • Services »
  • About
  • Recommendations
  • Blog »
  • Contact

Copyright © 2012–2021 CressGCMConsult & Cathy Cress - Expert in Aging Life and Geriatric Care Management | Site Designed by Kissa's Kreations