Cathy Cress

Expert in Aging Life and Geriatric Care Management

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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

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 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

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.

 

 

Free Webinar-

How to Sell VIP Clients a Menu of Products They Want To Buy During the Pandemic

Learn in this webinar:

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

 

 

 

Sign Up Now

 

 

 

 

Subscribe to My Geriatric Care 1 Youtube channel 

 

 

 

 

Filed Under: Aging, aging family crisis, aging life business, Aging Life Care, Aging Life Care Assocaition, aging life care manager, ALCA Beneifits, Benefits of Geriatric Care Management, Blog, Care Management Products, care management start-up, care manager, case manager, Covid 19, elder care manager, Families, FREE WEBINAR, GCM Start -Up, Geriatric Care Management Business, geriatric care manager, geriatric care manager start up, geriatric social worker, Income inequality, marketing care management, marketing to the top 10$, marketing to upper 10%, nurse advocate, nurse care manager, Selling GCM Business, Universal Precaution, VIP Products, Webinar, Webinar ALCA GCM Tagged With: aging life care start up, Aging Life Or GCM Products, care management products, case manager, Certified Senior Advisors, CMSA, Covid-19, eldercare manager, geriatric social worker, Income Inequality, marketing geriatric care, marketing geriatric care management, Medicare & coronavirus, Medicare non coverage LTC, nurse care manager, pandemic, products vs services

What Concierge Aging Life or GCM Products Work Best During Covid-19?

April 7, 2020

Concierge Clients Who Can Afford Private Geriatric Care Management No Longer Taking Cruises

Tens of thousands are dying in the US and worldwide of coronavirus so a cruise ship of any cruise now wreaks of dying slowly on the ocean with no real hospital and no place to disembark. This is not the product that the upper 10% or anyone would board now. But in better times concierge products like a Viking Cruise as it is understandable to a high-end customer. They buy it –because it has exceptional services and recognizes their entitled station in life. Coronavirus recognizes no status class and kills all equally.

Sell Products Clients Need During the Pandemic

Geriatric care managers, rather than tell inquiry clients they do assessment–should offer products they need in this pandemic  – like relocation (moving an older person). Elders who live in dangerous SNF facilities, so vulnerable to COVID-19 

In an article from the LA Times Charlene Harrington a Professor from UCFS states”Families with loved ones in nursing homes should consider pulling them out if it’s at all feasible to care for them at home, said Charlene Harrington, professor emeritus at UC San Francisco’s School of Nursing.

“The risk of exposure is so overwhelming,” said Harrington, who has studied nursing homes since the 1980s. “It’s a terrible concern.”

ALCA suggested that you call all the SNF’s in your area and expalin that you specialize in moving elders and can be of help to their clients who are moving out of SNF’s due to family concerns.

 

GCM Products for the Isolated and Lonely Seniors During Stay at Home Orders

Quality of Life (increasing the joy in an older person’s life who is lonely) can be an important service to offer during the coronavirus pandemic. Seniors who live alone are already isolated, lonely, and depressed and the virus only causes this to explode in their lives.  Quality of Life programs like Sage Eldercare’s Humminbird Program has gone remote and can be purchased for a minimal amount for client’s by families or agencies, nationally. Nina Herndon GCM, Sage owner and innovator, started this program several years ago because she was tired of watching elders she served watching TV 40 hours a day. She has brought it into the digital world to serve coronavirus patients nationally. Nina also wrote the Chapter on how to set up a Quality of Life program in my book  Handbook of Geriatric care Management 4th edition 

Products For Seniors Discharged from Hospitals in Pandemic When SNF’s will NOt Take Themphoto.JPG

Home from the Hospital is a GCM product the Safely helps the older client through discharge and the first 3 months to make sure they do not return to the hospital, which now is overrun with coronavirus patients and at capacity.

. Home From the Hospital pinpoints exactly what the older person needs for discharge with the hospital and why the family is desperately calling for help. They are calling for help at a piercing decibel level because nursing homes will not take them for fear of COVID 19 infection of their residents 

To do this, offer these products to families third parties, hospitals and nursing homes in this crucial time. develop continuously integrated solutions through a product procedure placed in your 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 especially under the huge stress of the coronavirus with vulnerable parents -just purchased and demands. If you do not have an operation manual, I have all these products in my GCM Operations Manual plus 11 more, with all the procedures in place so you can instantly offer them. I will offer a 20% discount for the GCM manual during the pandemic for Geriatric Care Management Agencies suffering during the coronavirus outbreak. Contact me here 

 

 

 

 

 

 

 

 

 

 

Filed Under: Aging, aging life care manager, Blog, case manager, coronavirus, coronavirus marketing, coronavirus shut down, Covid 19, elder care manager, Families, Geriatric Care Management Business, Geriatric Care Manager, Home care disaster plan, Home Care Emergency Coronavirus Plan, Home From the Hospital, Long distance caregiver, Move Management, moving parent in your home, Pandemic Tagged With: aging life care start up, Aging Life Or GCM Products, care management products, case manager, Certified Senior Advisors, CMSA, coronavirus, Covid-19, eldercare manager, geriatric social worker, marketing during COVID-19, marketing geriatric care, marketing geriatric care management, nurse care manager, pandemic, products vs services

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

April 4, 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

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 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

The Four Seasons offers a template in identifying and responding to a client’s needs – availability of 24 -hour room service, one-hour dry cleaning.

 From the moment, a guest sets foot into a Four Seasons establishment, the staff is trained to identify and respond to that client’s needs in an integrated fashion.

A Geriatric Care Manager must apply a Four Seasons Mentality to an older identify client’s needs. So, you must assess their quality of life needs, home care needs, types of referral sources they prefer and preferred service delivery. Most important their health care needs and psychosocial needs must be identified and delivered under the same high-quality delivery by a professional care manager.

At the time care management services are started, the client may have a range of physical, emotional,

intellectual and spiritual problems needs. The Concierge care manager’s role is to identify these needs and provide integrated, continuous solutions to meet the client’s needs.

Rather than tell clients you do assessment– offer products they are seeking  – like relocation (moving an older person), VIP  Care Management, Quality of Life (increasing the joy in an older person’s life who is lonely 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.

 

 

Free Webinar-

How to Sell VIP Clients a Menu of Products They Want To Buy During the Pandemic

Learn in this webinar:

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

 

 

 

Sign Up Now

 

 

 

 

Subscribe to My Geriatric Care 1 Youtube channel 

 

 

 

 

Filed Under: Aging, aging family crisis, aging life business, Aging Life Care, Aging Life Care Assocaition, aging life care manager, ALCA Beneifits, Benefits of Geriatric Care Management, Blog, Care Management Products, care management start-up, care manager, case manager, Covid 19, elder care manager, Families, FREE WEBINAR, GCM Start -Up, Geriatric Care Management Business, geriatric care manager, geriatric care manager start up, geriatric social worker, Income inequality, marketing care management, marketing to the top 10$, marketing to upper 10%, nurse advocate, nurse care manager, Selling GCM Business, Universal Precaution, VIP Products, Webinar, Webinar ALCA GCM Tagged With: aging life care start up, Aging Life Or GCM Products, care management products, case manager, Certified Senior Advisors, CMSA, Covid-19, eldercare manager, geriatric social worker, Income Inequality, marketing geriatric care, marketing geriatric care management, Medicare & coronavirus, Medicare non coverage LTC, nurse care manager, pandemic, products vs services

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

April 4, 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

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 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

The Four Seasons offers a template in identifying and responding to a client’s needs – availability of 24 -hour room service, one-hour dry cleaning.

 From the moment, a guest sets foot into a Four Seasons establishment, the staff is trained to identify and respond to that client’s needs in an integrated fashion.

A Geriatric Care Manager must apply a Four Seasons Mentality to an older identify client’s needs. So, you must assess their quality of life needs, home care needs, types of referral sources they prefer and preferred service delivery. Most important their health care needs and psychosocial needs must be identified and delivered under the same high-quality delivery by a professional care manager.

At the time care management services are started, the client may have a range of physical, emotional,

intellectual and spiritual problems needs. The Concierge care manager’s role is to identify these needs and provide integrated, continuous solutions to meet the client’s needs.

Rather than tell clients you do assessment– offer products they are seeking  – like relocation (moving an older person), VIP  Care Management, Quality of Life (increasing the joy in an older person’s life who is lonely 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.

 

 

Free Webinar-

How to Sell VIP Clients a Menu of Products They Want To Buy During the Pandemic

Learn in this webinar:

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

 

 

 

Sign Up Now

 

 

 

 

Subscribe to My Geriatric Care 1 Youtube channel 

 

 

 

 

Filed Under: Aging, aging family crisis, aging life business, Aging Life Care, Aging Life Care Assocaition, aging life care manager, ALCA Beneifits, Benefits of Geriatric Care Management, Blog, Care Management Products, care management start-up, care manager, case manager, Covid 19, elder care manager, Families, FREE WEBINAR, GCM Start -Up, Geriatric Care Management Business, geriatric care manager, geriatric care manager start up, geriatric social worker, Income inequality, marketing care management, marketing to the top 10$, marketing to upper 10%, nurse advocate, nurse care manager, Selling GCM Business, Universal Precaution, VIP Products, Webinar, Webinar ALCA GCM Tagged With: aging life care start up, Aging Life Or GCM Products, care management products, case manager, Certified Senior Advisors, CMSA, Covid-19, eldercare manager, geriatric social worker, Income Inequality, marketing geriatric care, marketing geriatric care management, Medicare & coronavirus, Medicare non coverage LTC, nurse care manager, pandemic, products vs services

How Do You Sell Care Management to Elderlaw Attorneys?

February 12, 2020

WHO IS YOUR TARGET MARKET

As a geriatric care manager, do you want to have success in marketing to elderlaw attornies? Starting or sustaining an aging life or care management business depends on selling care management to customers who will buy will your product /service. Many are customers like adult children of aging parents who will purchase your care management services/products directly because their hair is on fire. But your business ‘s financial success also depends on third parties like elderlaw attorneys, who will refer these sometimes-desperate adult children and their aging parents.

They include good targets who will refer elders and their families to you in you have a really good marketing campaign to reach them. This ” golden” group includes elder-law attorneys, trust officers, upscale assisted living and concierge physicians.  More third parties for you to contact to grow your business include county and state senior services,  information and referral agencies in each county, funded by the Older Americans Act, hospital-based care managers, and physicians, including geriatricians and internists.

All of these marketing targets serve the same demographic as you do. However, the first group serves the same financial demographic as you do elders in the top 10%

.The more elder law attorneys who will refer adult children to you, the better the chances of your financial success at your GCM or aging life business. But how do you design your marketing campaign?

HOW DO YOU SELL GCM OR ALCA TO AN ELDERLAW ATTORNEY?

Once you make an appointment with an elder law attorney, how do you sell your services or products to her? First, you describe the facts about services and position your business so show them you are the best care management agency in your area to serve her or him.

But what is most important is you show the elderlaw attorney how using your agency will benefit him or her in his and her practice. What is your value to this key 3rd party? For example, elder law attorneys are skilled in their field of law but not skilled in working with dysfunctional families, rife with divorce, sibling rivalry, and bad parents. Many entitled parents did not care for them as children and now they are expected to care for that parent. Care Managers are skilled in dealing with these angry adult kids from a broken nest.

WHAT BENEFITS  SELL GERIATRIC CARE MANAGEMENT TO ELDERLAW ATTORNEYS?

Here are some benefits you can show an elderlaw attorney you can offer her or him by referring to you.

You are a health care professional who can assess capacity BENEFIT you will always advise whether the older client has the ability to make legal  decisions

You are expert  with dysfunctional  families BENEFIT–You can take therapy off att plate and help family members support the client’s legal care decisions

You Can Facilitate family meetings over non-titled assets like the salt and paper collection BENEFIT  so the attorney can work on more important legal titled assets like property

LEARN TO SELL THE BENEFITS NOT THE FEATURES OF CARE MANAGEMENT

Find out many more benefits your care management skills care managers bring to an elder law attorney and other key third-party targets you meet with to garner their business and referrals.

Sign up for my free webinar coming up very soon and already nearing the 100 person limit

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
2 PM-3 PM PST
Learn

The problems you solve for 3rd parties so they will refer to you.  

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: Adult children, Aging Family, Benefits, Benefits of Care Management, Benefits of Geriatric Care Management, Benefits vs Features, Blog, GCM Benefits, Marketing aging life care, marketing ALCA /GCM, marketing care management Tagged With: aging family, aging life care manager, aging parent crisis, ALCA marketing, Benefits vs Features, Care Management marketing plan, case manager, geriatric care manager, home care business, Home care marketing, marketing geriatric care, marketing target, marketing to 3rd parties, MARKETING TO ELDERLAW ATTORNEYS, nurse advocate, nurse care manager

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