When Aging Dysfunctional Family Calls Spot Them

July 25, 2023

More than half of the aging families who call you inquiring about services will be aging dysfunctional families. The great majority of calls will come from adult children. When the aging dysfunctional family call -to make the sale during the inquiry you have to know how to handle these dysfunctional family members on the phone and give them enough trust to sign your contract and give you a deposit for your services.

When Aging Dysfunctional family calls Make the Sale

So when aging dysfunctional families call inquiring about your services you must identify them at the beginning of the inquiry call.

Some Signs to look for When They describe the problem

History of Divorce or cut off
Stepsiblings
Blaming the aging parent or siblings
Old conflicts with the parent or siblings
Unable to agree or work with other family members

If an aging dysfunctional family calls inquiring about your geriatric care management services, do not disagree with them or say anything that they may read as critical. They are ultra-sensitive to criticism, may become defensive, and are easily disappointed. Be objective and calm if they have intense emotional reactions.

When aging dysfunctional family calls, give them hope that you can solve the problems with their parent but do not promise anything you cannot deliver. You risk never getting the case.

So listen carefully when an aging dysfunctional family call you for help and really understand the guidelines for these families before you ask for the sale over the phone.

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Taming Succession -10 Vital Tools for Dysfunctional Families

Tuesday, September 19 2023,2:00-3:30

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Give frantic adult children hope when they desperately Call
aging dysfunctional family calls

Understand the Dysfunctional Aging Family System you must enter to get care for elders!
Understand 11 Warning Signs You Are Working with Dysfunctional Family
Master 10 Clinical Tools Professionals must learn before they work with these difficult Families
Learn how to solve dysfunctional family problems after you master these tools
Get care for aging family members when the dysfunctional family members resist.
Learn how to work with aging parents like Rupert Murdock & Logan Roy

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Are You Marketing Private Care Management to The Concierge Family- Who Can Afford You?

May 25, 2023

Who is Your Market in an Aging Life or geriatric care management business?

How Do you find Concierge Clients? Your market as a care manager is the rich and famous people, your concierge clients, and three other wealthy groups. The lower 90% only call during a crisis, which usually leads to home care. Homecare costs between 4000-6000 a month. This is why you need to serve that top 10%. According to Pew research, the upper 10% can afford that in this nation of broad income disparity, and 90% below cannot.

Demand and not need determines the success of an eldercare business like aging life or geriatric care manager business. This fundamental fact of life must be considered when developing a business plan for a for-profit, fee-based, Geriatric care management business and so the question becomes how do you find concierge clients?.

Who Can Really Afford Geriatric Care Management

How Do you find Concierge Clients?The target market for a private geriatric care management business is not the 65 million families who need those concierge care management services but the much smaller subset of those families who can afford to hire a GCM or aging life care manager and a private duty home care agency, and are willing and able to pay for the services that GCMs and can actually find their way to you.

This subset really represents the top 10% of the economic spectrum and, more precisely, among the rich and famous, the top 1% who actually held onto its share of national wealth in the 2008 economic crisis and gained quite a bit with Trump’s tax cut in 2019

Why Need vs. Demand is the Only Way to Fiscally Survive in GCM A Hard As That May Be to GCM’s

Bob O’Toole MA, a long-time geriatric care manager, wrote a highly researched chapter in the Handbook of Geriatric Care Management 4th edition, Private Revenue Sources for the Fee-Based Care Manager- Need Vs. Demand in the Elder Care Market shows aging life and geriatric care manager why you need this 10% of elders and their families as customers.

How Do you find Concierge Clients – What Words do you use in your copy – what keywords do you use to attract them to you?

WHITE PAPER LANDING PAGE

Do You Know the Best Phrases To Attract VIP Care Management Clients? Click Here for FREE Download!

Sign-up for my Free White paper to learn to use the copy & keywords to sign-up for home care or care management Concierge-VIP Clients who can afford care management & home care as Medicare does not cover long-term care

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Want to Make a Profit in an Care Management Business Home Care Business ?

April 20, 2022

Do You Want to Make a Profit As a Private Care Manager?

Do you want to make a profit in care management or home care you have to learn how you will make money? It must be serving VIP clients. You may start it to reach seniors in need. But, the reality is making a profit comes from serving the upper 10% or Concierge and VIP clients who can afford private pay. If you have a business and you are an entrepreneur, you need to understand” profit” and how to handle money and “like it”. Many GCMs do not understand this. They end up going out of bankrupt

Do You Know the Customers You Want to Serve?

To make money you must choose to go after the right customers. To start a Geriatric Care Management business PLUS to write a major section of your GCM business plan,

you must describe ” that customer” you intend to serve -your market assessment or opportunity. It tells you and investors whether you will have enough customers to make money.

The VIP or Concierge client in the upper 10% is the customer you want. Why – Medicare does not pay for Geriatric Care management or ALCA services or Home Care . Only the top 10% can afford to pay you privately at 4-6 K a month for home care

Do a GUT CHECK

To make money you must choose to go after the right customers. To start a Geriatric Care Management business PLUS to write a major section of your GCM business plan,

you must describe ” that customer” you intend to serve -your market assessment or opportunity. It tells you and investors whether you will have enough customers to make money.

Start with a definition of your ideal client. Example: A woman, 85 years old with chronic care needs who has an income or liquid assets of $500,000 or more. In other words, you must serve the top 10% to make money and thrive. Are you comfortable with this as an entitled demographic as a social worker or RN? Do a gut check now

You want to list the customers who will reward you the most financially.

How many of these ideal clients are in the area you wish to serve to make a profit? You

need to do an analysis of the age and income levels. Generally, geriatric care management customers are over age 85 or are disabled younger people with incomes in the range of the top 10% in your community. Your customers are also the local overstressed adult children of clients, long-distance caregivers with family members who need help and live in your community, and third parties like Trust Officers who may hire you as a GCM such as trust officers, attorneys, conservators, or guardians.

Know how you can make money by doing market research hot mapping & the census

You need to do market research to define the size of the market in the area where your business will be located (e.g., how many people over age 85 live in, Modesto, California, how many third-party target markets such as trust departments are in the town)?

This type of demographic information may be available from U.S. Census Bureau reports local Area Agencies on Aging, local chambers of commerce, local hospitals, and even members of the local media who have done their own surveys. You can use the Internet to retrieve U.S. Census data in your area, and in addition you can Google your State Department of Aging or Department of Finance and then find all senior services that may have data on older people in your area.

What is hot mapping?

You can also do hot mapping. A zipcode heat map outlines the boundaries of each zip code in your data set and helps you see the insights buried deep inside your numbers like where people with the highest income live in an area

Join me in my newest FREE Webinar

How to Find Concierge Clients Who Can Afford You

WHEN Tuesday, May 17^th, 2022

WHAT TIME_2 PM-3:30 PM Pacific Standard Time

What we will cover

Why only top 10% can afford private pay care management.
Who Are the 5 types of VIP/Concierge Clients?
Sales Using Benefits Not Features to ALCA -GCM 3^rd PARTIES
Understand how to find VIP Concierge Clients Do hot mapping & Market Studies
How to Use Free Public Relations ( PR) to Find Adult Children of VIP Clients
How to create or revise a Concierge Geriatric Care Management Strategic Marketing Plan

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REGISTER NOW TO FIND VIP & Concierge Clients

After registering, you will receive a confirmation email containing information about joining the webinar

Subscribe to my Care Management YouTube Channel to find out about finding & working with VIP private care management Clients

4 Steps to Create a Webinar to Market your Aging Business During COVID

January 10, 2022

Coronavirus pandemic information. Microscopic view of a infectious virus mutation. 3D rendering

What Do you do to set up a COVID webinar that gets lots of sign-ups and sales?

Set up a webinar on your agency’s Omicron Safety. When You set up a webinar on COVID you create excellent Public Relations that reach a really large audience that promotes your agency during the pandemic and the current Omicron surge. When you set up a webinar on COVID you position your agency against your competition when by featuring a webinar on omicron. You are using a major marketing tool to show your agencies follow CDC and state safety precautions. This is crucial to adult children seeking your services as COVID still rages through Omicron and Delta.

First Step to set up a webinar for overwhelming Sign -Ups

The first step to set up a webinar on omicron is to subscribe to a HIPPA compliant webinar platform. Besides ZOOM there are others that are less expensive or have way more customer support. All are less expensive than ZOOM and Hippa Compliant.

Nothing ELSE Matters Unless You Have The Right List of Recipients!

The second step when you set up a webinar on COVID is to create an email marketing database ( or use your own) to invite your target audience to the webinars. Nothing else matters unless you have the right list of recipients. You can use this for your e-newsletter. This is cheaper than mailing costs and also the most direct way to reach people both clients and target markets during the pandemic.

Create a Brilliant Title for Your Webinar

The third step when you create a webinar on Omicron for your care management agency is to pick a title for a webinar. Effective titles that bring sign-ups like this are one of 4 steps to market your aging business.

Create a Fantastic Description that Gets Tons of Sign-ups When You Set a Webinar on COVID

The fourth step is to schedule a webinar on COVID, on the webinar platform you chose. Add your great title, DESCRIPTION, PANELIST, BRANDING INFO, COPY INVITATION URL, SET UP EMAILS (confirmation, reminder (3), and follow up).

When you set up a webinar on COVID your panelists should include the Director of your local Health Department as each state sets its own rules for COVID ( Omicron) safety carried out by each county health department. So that person can speak to the level of COVID in your county, what the county safety precautions are, where people can get PCR testing locally, the availability of home testing kits, the importance of getting vaccinated and boosted, and where residents can get these shots. You can also have a local physician or virologist if you are in a large city that may have them.

You can have a nurse or social work from your agency go over your own agencies safety protocols, which you should have on your website

Covid newsletter

Subscribe To MY GCM YOu Tube Channel and view my two webinars on COVID.

GET READY FOR THE HOLIDAY RUSH – Learn Technology to get new clients

October 21, 2021

Family participates in a traditional Passover seder

SIGN UP FOR MY HOLIDAY WEBINAR –

Get Ready for the Holiday Rush

Tuesday November 16th, 2021, FROM 2 PM – 3:30 PM PST

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GET READY FOR THE HOLIDAY RUSH

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November 16^th @2PM-3:30 Pacific Time

Learn How

How to sell services to desperate post-holiday callers from Normal dysfunctional &long-distance family
How to use tools to contain Holiday chaos & arrange care in festive family fright
How to move the family to New Year’s stability
Pre-Holiday Social media campaigns to reach worried caregivers
Pre- Holiday-Materials about the warning signs that a parent needs help
Pre-Holiday Technology to help you move people from discovery to signing on the dotted line
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Position Your Agency ahead of Care Managers who do not have great preholiday marketing campaigns and lack the clinical skills how to work with Adult Children and families during the chaotic aging family holiday visit when adult kids find their aging parents need care

Featuring Speakers

Cathy Cress MSW author of the Handbook of Geriatric Care Management

Natasha Beauchamp- MSc, Webmaster and Research Scientist at Elder Pages Online, LLC

THIS FREE WEBINAR IS Tuesday November 16th, 2021, FROM 2 PM – 3:30 PM PST

When Aging Dysfunctional Family Calls Spot Them

When Aging Dysfunctional family calls Make the Sale

Some Signs to look for When They describe the problem

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