/ by Don Connelly / Long-term Care / 0 comments
You and I both know the long-term care conversation rarely begins with urgency. It begins with avoidance. People don’t reject LTC planning. They sidestep it. They delay it. They minimize it. They chalk it up as a “someday” decision.
They nod politely during meetings, they even agree it makes sense, and yet…nothing happens.
Why?
Because talking about long-term care means acknowledging aging, vulnerability, and dependence. Those are uncomfortable topics. And discomfort breeds avoidance.
If we wait for clients to bring LTC to us, we’ll wait forever. Our job is to recognize resistance early, name it gently, and guide the conversation forward with clarity and confidence.
Below are seven long-term care red flags that signal client avoidance of the topic — and what you can say in the moment to turn hesitation into progress.
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Long-Term Care Red Flags: 7 Signs of Client Avoidance—and How Advisors Can Respond with Calm Authority
/ by Don Connelly / Long-term Care / 0 comments
You and I both know the long-term care conversation rarely begins with urgency. It begins with avoidance. People don’t reject LTC planning. They sidestep it. They delay it. They minimize it. They chalk it up as a “someday” decision.
They nod politely during meetings, they even agree it makes sense, and yet…nothing happens.
Why?
Because talking about long-term care means acknowledging aging, vulnerability, and dependence. Those are uncomfortable topics. And discomfort breeds avoidance.
If we wait for clients to bring LTC to us, we’ll wait forever. Our job is to recognize resistance early, name it gently, and guide the conversation forward with clarity and confidence.
Below are seven long-term care red flags that signal client avoidance of the topic — and what you can say in the moment to turn hesitation into progress.
Read more
When Do People Get a Financial Advisor?
/ by Don Connelly / Best Practices / 0 comments
No two clients are exactly alike. People generally get a financial advisor for a number of reasons. Therefore, you need a flexible process in place when it comes to approaching different prospects in accordance with their reasons for seeking financial advice.
Here are some cases when people get a financial advisor, along with their reasons for doing so and some recommendations on moving things forward.
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