This article is published by Dr. Robert Pokorski on his website: https://www.financialplanningassociation.org/article/journal/JUL21-data-based-approach-engaging-clients-discussion-long-term-care
Many clients are unwilling to plan for long-term care (LTC) because they’re in the “Goldilocks” phase of life where their health, wealth, physical abilities, and memory are “just right.” They can’t imagine, or don’t want to imagine, a time when life is far different from today.
The intent of this paper is to help financial professionals overcome this objection by providing them with the most recent data concerning LTC and caregiving, and suggesting positioning strategies (which are called “Points of Engagement” in the paper) to facilitate the discussion. This dialogue will open the door to additional discussions about investments, wealth transfer, financial planning, and product options.
View the article here.
Dr. Robert Pokorski is a thought leader, author, and lecturer who is committed to educating financial professionals and their clients about real-life events that can threaten retirement security. He holds an MBA from Heriot-Watt University in Edinburgh, Scotland, and a Doctor of Medicine from Creighton University School of Medicine in Omaha, Nebraska.
You Might Also Like
Long term care insurance can be a difficult sale. There are several reasons for that: The belief that it’s too expensive People think they won’t need it The mistaken belief that Medicaid will pay the bills Assuming that family will take care of them Believing they can self-fund their care Whatever the reason, managing the […]Read More >
Join BuddyIns CEO, Marc Glickman, and Olympic gold and bronze medalist, Wendy Boglioli, as they take a deep dive into long term care insurance. Learn how to create a compelling long term care insurance value narrative for clients. You will walk away from this session with a better understanding of how to structure your client […]Read More >
Generating leads for your financial services business is essential for continued success. But it’s not just generating a name and email address. You want quality leads that are more likely to take the next step and eventually become a sale. However, it can be a daunting task to come up with new and innovative ways […]Read More >