Cathy Cress

Expert in Aging Life and Geriatric Care Management

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Why a Financial Planner Would Work With a Caremanager

September 20, 2022

 Why Would a Care Manager Work With a Financial Planner?

Why a financial planner would work with a caremanager and why do you need to know this? First, you need to create a practice that meets the needs of third-party referral sources like financial planners, and wealth managers. They both work with older adults to plan and then manage their retirement assets, which often involves future or present care management.

What is the difference between a wealth manager?  Forbes magazine suggests that wealth managers, who are actually a subset of financial planners, deal with high net wealth – perhaps the upper 2 %. Financial Managers deal with retirees who have large assets, not stratospheric wealth. However, they both help retirees plan their retirement, and part of that retirement becomes the cost of care as they age after retirement. Generally, clients who use a financial advisor are pre-planners so the care manager can help the financial planner and the client think through future care  situations in advance which helps the financial planner provide the advisor with a roadmap for potential expenses

But financial planners need to know what you will do to benefit their clients. This means how will you benefit their practice? On the feeding chain of referrals, financial planners can be an important source of income for your business. But you have to deliver what they need in benefits to make money.

Benefits and Features

.

Features and benefits are very different. Features often directly address common problems experienced by users. Benefits are the outcomes or results that users will experience by using your product or service – the very reason why a prospective customer becomes an actual customer.

Features Care Managers Bring to Financial Planners

Why a financial planner would work with a care manager is Financial Planners are not often experienced with the full cost of future health care expenses. A feature of a care manager practice is understanding Medicare and its severe limits on paying for long-term care. Care Managers understand approximately when ADLs and IADLs will get more difficult for seniors, leading them to need some level of private pay home care. They also know Medicare does not cover long-term care like Private Duty Home care.

A big feature is care managers can also assess the client’s level of competency to make financial decisions so the financial planner can gauge whether the client can make decisions about their own money.

Why would financial planners work with a care manager?

 

Biggest Feature Care Managers Bring to Financial

Planners

The biggest feature of a care manager working with a financial planner is they can offer their clients a one-to-one concierge future health care expense plan, estimating how much long-term care will cost over time for each individual financial planning client.

So the care manager benefits the financial Planner by personally, one-to-one- working with the financial advisor’s clients helping them make both a retirement plan that includes health care realities and listening to and including their own individual health care choices.

Care Management Benefits to Financial Planners

Financial Planners are pre-planners and the care managers can help the financial health care costs and tailor that future health care to the client’s choices to help them think through situations in advance helping provide the advisor a roadmap for potential expenses. Care Managers can collaborate to create a long-term care plan for clients who wish to move or need to move to a higher level of care. They can personally collaborate with the client to create a long-term care plan for clients who wish to stay at home as financial planner plans accordingly for the cost of care. The outcome or the benefit of the collaboration of the financial planner and care managers is a fulsome more accurate financial plan for the aging client combining health and wealth planning skills.

 

Why would financial planners work with a care manager?

This is like a care management benefit to a conservator. A geriatric care manager is a health professional who specializes in the physical and mental issues of an older person. So care managers benefit from a conservator or helping to map out the care of psychosocial and health care issues of older conservatees and what will be the cost of future care.

Sign Up for My Latest Free Webinar

Care Managers Marketing to Wealth Managers”

When September 27th, 2-3:30 PM Pacific

Sign-up Understand how to market to the target and you open the door to the top 5% of

Why would financial planners work with a care manager?

 Learn how to sell your services to the gatekeepers to the clients who can pay privately for long periods of time, when you deliver your gold standard care management services.

Wealth managers and trust officers will refer their VIP clients to you if you can sell care management benefits and features to their entitled clients,

 bring the right handouts and, do the perfect presentation with the winning pitch

When September 27th 2-3:30 PM Pacific

What you will learn


  • Why market to wealth managers, financial planners, and trust departments
  • The benefits and features GCM offers to wealth managers financial planners and trust departments
  • Who are top wealth managers
  • How do you find them, set up a meeting, what to bring, what to present with the perfect pitch

Interview with GCM Patrice Harrison who works with trusts – what they want in a GCM

 

Sign-Up for this free webinar

 

Free Webinar

Filed Under: Aging Family, aging life business, Aging Life Care, aging life care manager, Aging Life Products, ALCA start-up business, Benefits of Geriatric Care Management, Benefits to Conservators, Benefits to Guardians, Black Aging Family, Black Entrepreneur, Black Entrepreneur RB, Black Entrepreneur RN, Black entrepreneurs, Black Geriatric Care Manager, Black geriatric care managers, Blog, Care Management Products, care management start-up, cash flow, Conservator, Conservators, Dysfunctional aging family, elder care manager, elder fiscal abuse, Elderlaw Attorney, entrepreneur, entrepreneur business, entrepreneur care manager, entrepreneur RN, FREE MARKETING WEBINAR, FREE WEBINAR, GC< working with a conservator, GCM Benefits, GCM Start -Up, GCM Webinar, GCM working with a conservator, GCM Working With Aging Family, Geriatric Care Management Business, geriatric care manager, Geriatric Care Manager, geriatric social worker, Guardian, Guardians, 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, Start-up Marketing, Starting care management business, Third Party Referral, webinar Features vs Benefits 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, black american geriatric care managers, black american social workers, Black Entrepreneurs, Black geriatric care managers, Black Nurse Entrepreneurs, Black start-up geriatric care management, Black travel nurses, care manager, conservatorship, Features and Benefits, Features and Benefits of GCM, Features and Benefits of geriatric care management, geriatric care management, guardianship, markerting to conservators, marketing aging life or geriatric carre management, Marketing Care Management, marketing tactics, marketing to 3rd parties, marketing to guardians, marketing to trust officers, nurse advocate, nurse care manager

Why Would 3rd Parties like Conservators or Guardians Use a Care Manager ?

March 7, 2022

 Why Would a Conservator Hire a Care Manager?

 Why would third parties like conservators or guardians use a care manager and 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 the west or in the east a guardian. Adult children, call you to start services on their own but a conservator calls you directly. 

Why would third parties like conservators or guardians use a care manager? A conservator or guardian has the legal choice in hiring a geriatric care manager or ALCA member. But conservators need to know what you will do to benefit them with their clients if they are to work with your agency. This means how will you benefit their practice. On the feeding chain of referrals, conservators or guardians can be one of your most important sources of income for your business. You have to deliver what they need in benefits to make money.

Benefits and Features

Conservators need to know what you will do to benefit them with their clients if they are to work with your agency.Features and benefits are very different. Features often directly address common problems experienced by users. Benefits are the outcomes or results that users will experience by using your product or service – the very reason why a prospective customer becomes an actual customer.

Why would third parties like conservators or guardians use a care manager?Conservators need to know what you will do to benefit them with their clients if they are to work with your agency

A  conservator is a legal entity that manages money and the legal guidelines of the conservatorship are often because of undue influence. A geriatric care manager is a health professional who specializes in the physical and mental issues of an older person. So care managers benefit a conservator or guardian by monitoring and arranging the care of psychosocial and health care issues of older conservatees.

Why would third parties like conservators or guardians use a care manager

 

 

 

 

 

 

 

Help with Dysfunctional Families

Why would third parties like conservators or guardians use a care manager? Conservators often work with the very dysfunctional families of the conservatee. However many guardians or conservators have financial rather than psychosocial backgrounds. Therefore the benefit of a care manager is they are skilled in interceding with dysfunctional families and can take the conservator off the hot seat. Care managers benefit the conservator by intervening with a difficult family and addressing the client’s needs, symptoms and defenses to protect the conservatee, for the guardian. This is a great benefit to the conservator, who often does not have these skills.

Why would third parties like conservators or guardians use a care manager

Some other examples of benefits you bring to a conservator

  • You can act as a ‘medical information hub,’ attending doctor appointments and providing the 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 monitor the physical and mental health issues of an older person and report back to the conservator
  • You can staff a conservator’s case with excellent care providers if the conservatee needs caregivers  at home or in a  higher level of care
Free Webinar

How Do you Sell Your Services to a Guardian or Conservator – Benefits

SIGN UP FOR MY FREE WEBINAR  

Sell Benefits, not Features &Grow Your$ Bottom Line

 Even if you cannot make the class if you sign up you will get a recording the next day

When: March 15, 2022
2 PM-3:30 PM PST
Learn

A feature is a fact 

A benefit tells customers advantages of those facts

Find out More 

YOU WILL LEARN

How to create a winning sales pitch to a third party

The difference between selling features vs benefits

How to sell  benefits of your services for each 3rd party 

What Benefits make your sale to conservators or guardians  wealth managers, elder law attorneys, and concierge physicians to get referrals for new clients

The Benefits that make your sale to upscale Assisted Living, accountants, financial planners, Hospice

Step by Step how to set up meetings with 3rd parties to make the sale

Even if you cannot attend you will get the recording of the webinar the next day if you sign up 

 

SIGN UP And Take of One-time Low price offers of Classes 

Join me in my new FREE Webinar 

Filed Under: Aging Family, aging life business, Aging Life Care, aging life care manager, Aging Life Products, ALCA start-up business, Benefits of Geriatric Care Management, Benefits to Conservators, Benefits to Guardians, Benefits to Third Parties, Black Aging Family, Black Entrepreneur, Black Entrepreneur RB, Black Entrepreneur RN, Black entrepreneurs, Black Geriatric Care Manager, Black geriatric care managers, Blog, Care Management Products, care management start-up, cash flow, Conservator, Conservators, Dysfunctional aging family, elder care manager, elder fiscal abuse, Elderlaw Attorney, entrepreneur, entrepreneur business, entrepreneur care manager, entrepreneur RN, FREE MARKETING WEBINAR, FREE WEBINAR, GC< working with a conservator, GCM Benefits, GCM Start -Up, GCM Webinar, GCM working with a conservator, GCM Working With Aging Family, Geriatric Care Management Business, geriatric care manager, Geriatric Care Manager, geriatric social worker, Guardian, Guardians, 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, Start-up Marketing, Starting care management business, Third Party Referral, webinar Features vs Benefits 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, black american geriatric care managers, black american social workers, Black Entrepreneurs, Black geriatric care managers, Black Nurse Entrepreneurs, Black start-up geriatric care management, Black travel nurses, care manager, conservatorship, Features and Benefits, Features and Benefits of GCM, Features and Benefits of geriatric care management, geriatric care management, guardianship, markerting to conservators, marketing aging life or geriatric carre management, Marketing Care Management, marketing tactics, marketing to 3rd parties, marketing to guardians, marketing to trust officers, nurse advocate, nurse care manager

Want the Care Managment Benefits You Can show an Elderlaw Attorney?

February 21, 2022

WHO IS YOUR TARGET MARKET

How do you sell your care management to an elder law attorney? As a geriatric care manager, you want to have success in marketing to this group? Why? prime targets are  3rd party targets including elder law attorneys. They are in the top five third parties who do not hire you but make great referrals to your agency. How do you sell your care management -your business financial success depends on third parties like elder law attorneys, who will refer these sometimes-desperate adult children and their aging parents.

These good  3rd part targets will refer elders and their families to you if 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 the 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 sell your care management through designing your marketing campaign?

HOW DO YOU SELL CARE MANAGEMENT  TO AN ELDERLAW ATTORNEY?

How do you sell your care management to an elder law attorney? Once you make an appointment with an elder law attorney,  you sell care management 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.

Your business financial success depends on selling to third parties like elderlaw attorneys, but you have to use specific sales points. The next important sales point and the key one is you showing the elder law attorney how using your agency will “benefit him or her” in his or her practice.

How do you sell your care management- through your value to a 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. A benefit to an elder law attorney who is not skilled in therapy is  Care Managers are therapeutically skilled in dealing with these angry adult kids, blood, or step from a broken nest.

WHAT BENEFITS  SELL GERIATRIC CARE MANAGEMENT TO ELDERLAW ATTORNEYS?

Benefits for elderlaw attorneys can show them  “What’s in it for them 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 an 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 who is not a therapist can work on more important legal titled assets like property

LEARN TO SELL THE BENEFITS NOT THE FEATURES OF CARE MANAGEMENT

Find out when you sell the 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 

 

When: March 15 2022

 


2 PM-3:30 PM PST
Learn
 

A feature is a fact   

A benefit tells your customer the advantages of those facts   

 

 

Take Advantage of One Time Low Offers on Products

Sticky note on blackboard, Limited time

 

 

 

 

 

 

 

You will learn

  • The difference between selling features vs benefits
  • You will learn how to sell the benefits of your services for each 3rd party you  serve
  • How Benefits make your sale to wealth managers, elder law attorneys, and concierge physicians to get referrals for new clients
  • The Benefits that make you5 sale to upscale Assisted Living, accountants, financial planners, Hospice
  • Step by Step how to set up meetings with 3rd parties to make the sale

Even if you cannot attend you will get the recording of the webinar the next day if you sign up

SIGN UP 

 

Filed Under: Adult children, Aging Family, Benefits, Benefits of Care Management, Benefits of Geriatric Care Management, Benefits of Geriatric Care Management Software, Benefits to Third Parties, Benefits vs Features, Black Entrepreneur RB, Black Entrepreneur RN, Black entrepreneurs, Black Geriatric Care Manager, Black geriatric care managers, Black RN, Black Travel Nurses, Black Travel RN, Blog, entrepreneur, entrepreneur business, Features vs Benefits, FREE MARKETING WEBINAR, FREE WEBINAR, GCM Benefits, geriatric care manager, Marketing aging life care, marketing ALCA /GCM, marketing care management, Marketing features and benefits, marketing geriatric care management, Marketing Home Care, Marketing plan, Marketing Strategy, marketing to edlerlaw attorneys, Marketing to top 10% Tagged With: aging family, aging life and geriatric care management, Aging Life Care Association, aging life care manager, aging parent crisis, ALCA marketing, Benefits vs Features, black american geriatric care managers, Black Entrepreneurs, Black geriatric care managers, Black Nurse Entrepreneurs, Black RN's, Black start-up geriatric care management, Care Management marketing plan, case manager, elderlaw attoreys, elderlaw attorney, geriatric care manager, geriatric care marketing, home care business, Home care marketing, marketing geriatric care, marketing target, marketing to 3rd parties, MARKETING TO ELDERLAW ATTORNEYS, marketing to third-parties, nurse advocate, nurse care manager

How Do the Benefits Not Features Get 3rd Parties To Refer To You ?

February 16, 2022

benefits you bring to the 3rd party and their aging client.  

What Make’s 3rd Parties Refer to Geriatric Care Managers? The Benefits You Offer 3rd party and their aging client.  

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.It is the benefits you bring to the 3rd party and their aging client.

benefits you bring to the 3rd party and their aging client.

The Journal of Aging Life Care its March 2017 issue gives care managers some critical clues to solve this question.  The first benefit you  offer is 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 both 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 benefit you offer where they make money.

Great Research Results on What 3rd Parties Want in Benefit You Offer

The Florida Chapter of Aging Life invested in a 7-year research project to get some of these benefits you bring to the 3rd party and their aging client answers about the best benefit you offer, 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 benefit you offer to include in your services but in your 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 them. They found the number one reason third-party clients use care managers is they keep the client’s health care stable by assessing and monitoring their clients. So the important benefit to selling is how you keep the client’s health care stable so the client is not calling the 3rd party.

The second benefit updating the third parties on a regular basis. The benefits you bring to the 3rd party and their aging client is communication so the 3rd party always knows the status of the client. This can be through texts, email, phone calls, a regular monthly report, which would also be done for the family. So use the key benefits of “constant updates “when you market to third parties, like wealth managers, elder law attorneys, guardians, assisted living, and doctors. 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. 

SIGN UP FOR MY FREE WEBINAR  

Sell Benefits, not Features &Grow Your$ Bottom Line

 

 

Even if you cannot make the class if you sign up you will get a recording the next day

When: March 15 2022
2 PM-3:30 PM PST
                                                 Learn
 

A feature is a fact 

A benefit tells customers advantages of those facts

 

 

 YOU WILL LEARN

How to create a winning sales pitch to a third party

The difference between selling features vs benefits

How to sell the benefits of your services for each 3rd party you  serve

What Benefits make your sale to wealth managers, elder law attorneys, and concierge physicians to get referrals for new clients

The Benefits that make your sale to upscale Assisted Living, accountants, financial planners, Hospice

Step by Step how to set up meetings with 3rd parties to make the sale

Even if you cannot attend you will get the recording of the webinar the next day if you sign up

 

SIGN UP And Take of One-time Low price offers of Classes

 

 

 

 

  •  

 

 

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 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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