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
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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.
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.
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
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
Marketing to Wealth Managers is crucial to Care Managers. Trust or Wealth managers serve the VIP client in the upper 5 or 10%. Banks with Wealth management services are increasingly using geriatric care managers to serve their clients. VIP elders can afford you long-term having enough assets to pay privately. Medicare does not cover care management or long-term care so these are a care manager’s optimal clients 
