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8 Ways to Talk About Long-Term Care

Advisor with Clients

One reason your clients trust you with their assets is your recommendations help them sleep at night.

Whether the market is up or down, your advice provides peace of mind that clients count on. It’s time to put that calming effect to work on the topic of long-term care.

You owe it to your clients to talk about incorporating Longevity Planning in their financial plans. Breakthroughs in medicine, technology and public health have led to longer life expectancies. Your clients can look forward to many years ahead.

But there’s no guarantee they won’t need some sort of assistance. Americans turning 65 face a nearly 70-percent chance of needing long-term care services during their remaining years, according to the U.S. Health and Human Services Department.

Rest easy, we’ve got tips for making the subject relevant to a wide range of clients.

Practical LTC Conversation Starters

  1. Clients in their 40s and 50s benefit from learning about long-term care over time. Address the topic during annual reviews or routine planning appointments. Give clients time to think and plan. Meanwhile, you can be their consistent source of information.
  2. One key point to clarify with clients is “long-term care” does not mean “nursing home.” Depending on the policy, LTC insurance usually covers home care, assisted living, adult daycare, respite care, hospice care, nursing home and memory care facilities.
  3. When talking to business owners, introduce the fact that their long-term care insurance premiums may be tax deductible.
  4. Perhaps you have clients who have recently lost a parent or other loved one. They will be keenly aware how quickly health status can change and be open to a discussion about their own needs.
  5. The rising cost of health care is a common topic, especially for your employed clients during annual benefits enrollment. Steer them to considering their potential health care expenses in retirement now while there is still time to plan.
  6. Market fluctuations provide a timely opportunity to ask affluent clients about their long-term care plans. It’s impossible to time either the market or a serious health event. Clients may see the value of protecting their portfolio against the risk of paying out of pocket for care.
  7. Did you know that LTC insurance premiums can be paid with tax-advantaged funds from a health savings account? Bring it up with clients who use high-deductible health insurance plans, which makes them eligible to use an HSA.
  8. Clients who are approaching Medicare eligibility may believe they don’t need additional health care protection. You can help them understand that Medicare does not pay for long-term care, with a few exceptions after qualifying hospital stays.

Find the Best Solutions for Your Clients

You know better than anyone what inspires your clients to take action. At Highland Capital Brokerage, we’re committed to providing the tools you need to make it happen.

Our experts will consult with you on product solutions which include traditional LTC insurance as well as Linked Benefit plans or life insurance with an LTC or critical illness rider. To compare LTC product options, read “Why It’s Time for the Long-Term Care Conversation.”

Download our new Advisor Long-Term Care Toolkit containing exclusive resources to help you navigate the LTC conversation with your clients.



Contact our Highland experts with your LTC questions and cases.

Nancy Simm, CLTC, LTCP, CSA
LTC & Longevity Planning Director

HCB National Sales Desk:
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