What’s More Overwhelming than Not Having a Plan?
I get it. Long-term care isn’t something you work on daily. You’re not comfortable discussing the subject, and you’re not confident you can answer all your clients’ questions.
If you take one lesson away from me, let it be this: Long-term care IS overwhelming. And that’s EXACTLY why you need to help your clients create a plan. You’re accountable to them and their families. Your ability to handle complex topics is exactly why your clients work with you.
Just Ask
Here are a few questions to get started:
- Who do you know that has needed long-term care?
- What impact did it have on their family?
- Who makes decisions on your behalf – and how will they know what to do?
- Where would you prefer to receive care if it’s needed?
Look at this from another angle. Yes, the planning conversation can be hard. But what kind of conversation will you be having with your client’s spouse or children if you don’t help them create a plan? It will be far more overwhelming to help them make decisions and find funds in the middle of a care event. I can promise you that.
Start Talking
You don’t have to have all the answers. You just have to ask the right questions. Still not ready? That’s where we come in.
As an LTC Specialist for Ash Brokerage, Stephen is committed to helping advisors have long-term care conversations with their clients. Prior to joining Ash, Stephen earned a Bachelor’s in Finance from Rowan University as well as his Series 6 and 63 and life and health licenses. He spent 10 years in the mortgage industry in both sales and operations before transitioning to Lincoln Financial in 2007, where he worked for 14 years as an internal wholesaler for linked benefit products.
