Cathy Cress

Expert in Aging Life and Geriatric Care Management

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Close the GCM or ALCA Sale to Assisted Living With Benefits not Features

February 11, 2022

Marketing Tactics – Use Benefits 

ALCA members need to sell the benefits of Geriatric Care Management to assisted living. Care managers are perfect professionals to help assisted living residents if they have just moved in, are unhappy with the move, not participating in activities isolating or general when they are not thriving in the resident community.

Marketing care management to ALF’s takes some particular marketing tactics 

 

 

Although it might seem counterintuitive, consumers rarely want to buy things for the sake of buying them – they want what they purchase to solve their problems.

To borrow from the example of an umbrella, features of this  umbrella might be its unbreakable spokes or wind-resistant construction – but  the benefit  is staying dry even in strong winds that might break lesser umbrellas. The benefit of staying dry in strong winds that break other umbrellas – this make the sale.

Clients who purchase home care or care management want to buy benefits – what your product or service can do for them.

GCM Benefits To Assisted Living 

Let’s take a third-party. Care Managers often market to Assisted Living. ALF Directors want to hear how your ALCA or GCM  agency is going to help the Assisted Living site. Of course, you can describe your agency features, price, training of staff, gold standard service. However, benefits are what make the sale and keep the Assisted Living dry not flooded by the rain.

But here are some benefits you can offer to Assisted Living when you are seeking referrals and you have a service  for residents that involves Quality Of Life   

YOUR GCM ALCA AGENCIES BENEFITS

The problem: Assisted Living does not want residents to move out. Most facilities are strictly non-medical and do not have one to one companion and geriatric care management services. Your  geriatric care management agency can solve that problem through the benefits of ALCA or geriatric care management.

 

The assisted living and retirement community population sometimes have clients with needs that cannot be met with their nonmedical, non-one-on-one support services, (usually just an activities director)

  • You will help facility with residents who are not adjusting to the facility or considering moving by engaging them in activities that will enhance the quality of their life, SO WHAT so they remain in the facility
  • You will help residents not engaging in activities to participate in the ALF’s activities program or outside activities and socialization program through a quality of life assessment & companion, SO WHAT so they do not want to move out of the facility
  • You will engage with new residents who are just adjusting both to the facility and their move, to engage in socialization and activity programs. You can help them make friends & engage in outside activities through a quality of life assessment and companion, SO WHAT so they do not consider moving out
  • You will make monthly monitoring visits to make sure Companion is meeting all the client’s needs, keep in touch with the family and facility with frequent e-mails, texts or telephone updates plus sending a monthly report SO WHAT so everyone is on the same page through your great communication skills.

So, selling the benefits to the third party, who will refer your agency to families of residents who are struggling, is a much more potent selling point that features your agency. 

SIGN UP FOR MY FREE WEBINAR   

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

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 

 

 

 

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Filed Under: Adult children, Aging Family, aging life business, Aging Life Care Assocaition, aging life care manager, Aging therapist, ALCA Beneifits, ALCA business, Assisted Living, Assisted Living & Geriatric Care Managers, Assisted Living Crisis, Assisted Living sales, Benefit of Assisted Living, Benefits, Benefits & Assisted Living, Benefits of ALCA to Hospice, Benefits of Care Management, Benefits of Geriatric Care Management, Benefits vs Features, Black RN, Black Travel RN, Blog, Care Management Inquiry Call, care management start-up, Concierge Care Manager, Concierge Geriatric Care Manager, Dementia Activities, entitled family, Features vs Benefits, FREE MARKETING WEBINAR, FREE WEBINAR, GCM Benefits, GCM Marketing skills, GCM Start-Up, GCM Webinar, Marketing aging life care, marketing ALCA /GCM, marketing care management, marketing geriatric care management, Marketing plan, Marketing to Assisted Living, marketing to concierge clients, marketing to upper 10%, Move Management, newsletters, nurse advocate, nurse care manager, Quality of Life for elders, Sales ALCA, Sales in geriatric care management, Sales to Assisted Living Tagged With: aging family, aging life care manager, aging parent crisis, benefits of ALCA, Benefits of care management, Benefits vs Features, care manager, case manager, features of ALCA, GCM & Assisted Living, GCM Products and Services, Geriatric Care Sales Assisted Living, geriatric social worker, Marketing to Assisted Living, Monitoring Assisted Living Care, nurse advocate, nurse care manager, Quality of Life in Assisted Living

Close the GCM or ALCA Sale to Assisted Living With Benefits

February 19, 2020

Marketing Tactics -Use Benefits 

ALCA members need to sell the benefits of Geriatric Care Management to assisted living. Care managers are perfect professionals to help assisted living residents if they have just moved in and are unhappy with the move if they are not participating in activities and withdrawing from friends and in general when they are nor thriving in the resident community.

But marketing care management to ALF’s takes some particular marketing tactics 

 

 

Although it might seem counterintuitive, consumers rarely want to buy things for the sake of buying them – they want what they purchase to solve their problems.

To borrow from the example of an umbrella, a feature of this particular umbrella might be its unbreakable spokes or wind-resistant construction – the benefit of which is staying dry even in strong winds that might break lesser umbrellas. The benefit of staying dry in strong winds that break other umbrellas – make the sale.

Clients who purchase home care or care management want to buy benefits – what your product or service can do for them.

GCM Benefits To Assisted Living 

Let’s take a third-party. Care Managers often market to Assisted Living. ALF Directors want to hear how your ALCA or GCM  agency is going to help the Assisted Living site. Of course, you can describe your agency features, price, training of staff, gold standard service. However, benefits are what make the sale and keep the Assisted Living dry not flooded by the rain.

So here are some benefits you can offer to Assisted Living when you are seeking referrals and you have a service  for residents that involves Quality Of Life   

YOUR GCM ALCA AGENCIES BENEFITS

The problem: Assisted Living does not want residents to move out most facilities are strictly non-medical and do not have one to one companion and geriatric care management services. Your agency can solve that problem.

 

The assisted living and retirement community population sometimes have clients with needs that cannot be met with their nonmedical, non-one-on-one support services, (usually just an activities director)

  • You will help facility with residents who are not adjusting to the facility or considering moving by engaging them in activities that will enhance the quality of their life, SO WHAT so they remain in the facility
  • You will help residents not engaging in activities to participate in the ALF’s activities program or outside activities and socialization program through a quality of life assessment & companion, SO WHAT so they do not want to move out of the facility
  • You will engage with new residents who are just adjusting both to the facility and their move, to engage in socialization and activity programs. You can help them make friends & engage in outside activities through a quality of life assessment and companion, SO WHAT so they do not consider moving out
  • You will make monthly monitoring visits to make sure Companion is meeting all the client’s needs, keep in touch with the family and facility with frequent e-mails, texts or telephone updates plus sending a monthly report SO WHAT so everyone is on the same page through your great communication skills.

So, selling the benefits to the third party, who will refer your agency to families of residents who are struggling, is a much more potent selling point that features of your agency. 

 

Free Webinar –

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, 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 Assocaition, aging life care manager, ALCA Beneifits, Assisted Living, Assisted Living & Geriatric Care Managers, Assisted Living Crisis, Assisted Living sales, Benefits of ALCA to Hospice, Benefits of Care Management, Benefits of Geriatric Care Management, Blog, Dementia Activities, Features vs Benefits, FREE MARKETING WEBINAR, FREE WEBINAR, GCM Start-Up, Marketing aging life care, marketing ALCA /GCM, marketing care management, Marketing to Assisted Living, marketing to concierge clients, marketing to upper 10%, Move Management, newsletters, nurse advocate, nurse care manager, Quality of Life for elders, Sales in geriatric care management, Sales to Assisted Living Tagged With: aging life care manager, aging parent crisis, benefits of ALCA, Benefits of care management, Benefits vs Features, care manager, case manager, GCM & Assisted Living, GCM Products and Services, Geriatric Care Sales Assisted Living, geriatric social worker, Marketing to Assisted Living, Monitoring Assisted Living Care, nurse advocate, nurse care manager, Quality of Life in Assisted Living

Do You Have a Job Description for a Concierge Companion in Assisted Living?

April 4, 2019

If you are considering beginning a program for concierge companions in your geriatric care management practice here are some suggestions to consider when putting a job description for employees 

Older generations, especially entitled clients, can be likely to be less trustful of an individual with numerous visible tattoos and a Mohawk. Most would rather have a clean-cut employee. This depends on the culture of your area of service. You want to background check employee and call references on their resume.

QUALIFICATIONS

  • Recreational Therapy background ideal preferred               
  • College background or college student in, psychology, social sciences, pre-med, recreational therapy, Nursing, Social work, arts/crafts, games
  • Retiree with interest to be trained or some prior recreational background or aging background
  • Background in music, dance, recreational therapy, reminiscence and storytelling, rehab, sports, arts, crafts gardening, board games, recreational activities, writing or ability to help senior use their former interests at their present level of functioning

The care providers for concierge clients should be

  • Well groomed
  • Dress appropriately for the activity

For COMPANION CARE hire an applicant who can

  • Plan and implement individualized activity sessions for a diverse range of clients, conducting sessions one-on-one with clients in their places of residence or in community
  • Accompany to events like theater, musical event, recital, baseball game or venue of clients ‘choice
  • Follow care plan designed by GCM
  • Exhibits excellent communication and people skills
  • Has the ability to connect and engage with a wide range of individuals.
  • Has understanding and compassion for the care needs of aging clients including those with cognitive impairment or mild mental illness
  • Has the ability to work independently as well as under supervision.
  • Has a driver’s license with agency automobile insurance as required by the State
  • Has a car available for daily work and client transportation and automobile insurance as required by the State
  • Has the ability to learn and use designated software programs for the workflow process

Concierge Companion Cannot

  • write checks, do any banking
  • Handle finances,
  • open mail unless all checks are mailed to the person who pays the bills

GCM has To

  • Supervise. direct, monitor and train on the job
  • Design original care plan and do intake with both quality of life and psychosocial and functional
  • Monitor concierge companions care by reading charting and visiting on a regular basis
  • Set boundaries with concierge companion
  • To find out more about getting the entire Concierge Companion Program  and /or a class to deliver it go

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

Filed Under: Adult children, aging life business, Aging Life Care, aging life care manager, Assisted Living, Assisted Living & Geriatric Care Managers, Assisted Living Crisis, Blog, care manager, case manager, Concierge aging clients, Concierge Client, elder care manager, Geriatric Care Management Business, Geriatric Care Manager, geriatric social worker, nurse advocate, nurse care manager, Oral History, Quality of Life, Quality of Life for elders, Reminiscence Therapy, Spiritual Quality of Life, Wealth Management Departments Tagged With: Marketing to Assisted Living, Monitoring Assisted Living Care

Do You Have a Job Description for a Concierge Companion in Assisted Living?

April 4, 2019

If you are considering beginning a program for concierge companions in your geriatric care management practice here are some suggestions to consider when putting a job description for employees 

Older generations, especially entitled clients, can be likely to be less trustful of an individual with numerous visible tattoos and a Mohawk. Most would rather have a clean-cut employee. This depends on the culture of your area of service. You want to background check employee and call references on their resume.

QUALIFICATIONS

  • Recreational Therapy background ideal preferred               
  • College background or college student in, psychology, social sciences, pre-med, recreational therapy, Nursing, Social work, arts/crafts, games
  • Retiree with interest to be trained or some prior recreational background or aging background
  • Background in music, dance, recreational therapy, reminiscence and storytelling, rehab, sports, arts, crafts gardening, board games, recreational activities, writing or ability to help senior use their former interests at their present level of functioning

The care providers for concierge clients should be

  • Well groomed
  • Dress appropriately for the activity

For COMPANION CARE hire an applicant who can

  • Plan and implement individualized activity sessions for a diverse range of clients, conducting sessions one-on-one with clients in their places of residence or in community
  • Accompany to events like theater, musical event, recital, baseball game or venue of clients ‘choice
  • Follow care plan designed by GCM
  • Exhibits excellent communication and people skills
  • Has the ability to connect and engage with a wide range of individuals.
  • Has understanding and compassion for the care needs of aging clients including those with cognitive impairment or mild mental illness
  • Has the ability to work independently as well as under supervision.
  • Has a driver’s license with agency automobile insurance as required by the State
  • Has a car available for daily work and client transportation and automobile insurance as required by the State
  • Has the ability to learn and use designated software programs for the workflow process

Concierge Companion Cannot

  • write checks, do any banking
  • Handle finances,
  • open mail unless all checks are mailed to the person who pays the bills

GCM has To

  • Supervise. direct, monitor and train on the job
  • Design original care plan and do intake with both quality of life and psychosocial and functional
  • Monitor concierge companions care by reading charting and visiting on a regular basis
  • Set boundaries with concierge companion
  • To find out more about getting the entire Concierge Companion Program  and /or a class to deliver it go

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

Filed Under: Adult children, aging life business, Aging Life Care, aging life care manager, Assisted Living, Assisted Living & Geriatric Care Managers, Assisted Living Crisis, Blog, care manager, case manager, Concierge aging clients, Concierge Client, elder care manager, Geriatric Care Management Business, Geriatric Care Manager, geriatric social worker, nurse advocate, nurse care manager, Oral History, Quality of Life, Quality of Life for elders, Reminiscence Therapy, Spiritual Quality of Life, Wealth Management Departments Tagged With: Marketing to Assisted Living, Monitoring Assisted Living Care

How Can Geriatric Care Managers Help Stem the Rising Tide of Crisis in US Assisted Living Facilities?

March 29, 2019

Assisted Living has faced a metastasizing crisis for the past 20 years. Geriatric Care Managers can help. This calamity in care has been dramatically documented in Pro Publica’s Elderly at Risk and Haphazardly Protected  

In 2013 CANR ( California Advocates for Nursing Homes Residents ) released a report  “ Residential Care in California,” Unsafe, Unregulated and Unaccountable Among other staggering findings, they documented infrequent and inadequate state inspections to ensure safe or good care CANR also found that weak penalties for poor or dangerous care- left zero incentive to the facilities to improve care. They kept delivering the same sometimes life-threatening care to elders.

A 2019 American Society on Aging report, cited the perfect storm that brought this accelerating crisis toAssisted Living residents. Americans desire to age in place and not die in a nursing home coupled with a huge increase in private sector expansion in Assisted Living all over the US were both a big factor. These two causes were amplified, according to ASA, by facilities not being covered by Medicare, thus not having the federal oversight and requirements of the feds.

Among the major complaints that families  themselves face is poor or no medications management, patients not being encouraged to participate in activities or not enough activities or both, residents not being bathed as often as is needed, and animosity between families and staff members for family members showing up unannounced or being micromanagersChiCheng_hmpgHdr.jpg

How can geriatric care management help this crisis?

  1. GCM can monitor the care of an older person frequently (every week, every other week-) compensating for the long intervals between state inspectors visits already cited as a problem. This is especially helpful for long distance care providers.
  2. GCM can monitor personal care like bathing grooming getting to necessary Dr.s appointments and work with facility and family to make sure this happens.
  3. Geriatric care managers will do a one to one assessment of the care of the older person in the Assisted Living then find a solution to any problems they find and implement it making sure that problems are solved before a crisis
  4. If they find poor care of patients in the Assisted living they are mandated reporters and will immediately report the abusive problems to Adult Protective Services.
  5. Geriatric Care Management can set up or monitor medications.
  6. Geriatric Care managers will do a Quality of Life assessment for elders who are not engaging in activities and find what activity within the Assisted Living or in the community if the facility has a poor activity program. They can engage the older person by hiring a Concierge Companion to engage the older person in the activity.

If you want to implement a Concierge Companion service/ product in your care management practice check out my GCM Operations Manual with step by step  Concierge Companion procedures and marketing, in addition to 13 other innovative geriatric care management products/services.

Filed Under: aging family crisis, Aging Life Care, aging life care manager, Assisted Living, Assisted Living & Geriatric Care Managers, Assisted Living Crisis, Benefits, Benifits & Assisted Living, Blog, Care Management Products, care manager, case manager, elder abuse, elder care manager, geriatric care manager, Geriatric Care Managers & Assited Living, geriatric social worker, Intellectual Quality of Life, Marketing aging life care, marketing ALCA /GCM, Marketing to Assisted Living, nurse advocate, nurse care manager, Quality of Life for elders Tagged With: aging family, aging life care manager, Benefits Of Geriatric Care Managers, care manager, case manager, geraitric assessment, Geraitric Care Managers & Assisted Living, geriatric care manager, Marketing to Assisted Living, Monitoring Assisted Living Care, nurse advocate, nurse care manager, Quality of Life and Asssited Living

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