A Data-Based Approach to Engaging Clients in a Discussion of Long-Term Care

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.

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