/ by Don Connelly / Long-term Care / 0 comments
If you’re like most Advisors, you are good with numbers. You model market returns. You stress-test for inflation. You plan for taxes. But there’s one line item that too often gets ignored, one that can blow up a retirement faster than any bear market ever could. It’s not a stock market crash or a bad investment. It’s not inflation. It’s long-term care.
And the reality is this: for many of your clients, the potential cost of needing care late in life is their largest unfunded liability, often bigger than their mortgage ever was, and in many cases exceeding a million dollars over time.
Long-term care is the silent threat. I’m not talking about a rare “what-if.” Seventy percent of Americans over the age of 65 will need some form of long-term care. That means for the majority of your clients, this isn’t just a possibility. It’s a probability.
And yet, few clients have a plan. Why? Because they can’t visualize the numbers. They don’t see it on their net worth statement. And if you’re not putting it in front of them, they assume it’s not worth worrying about.
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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.
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Talking to Clients About Long-Term Care: The Million-Dollar Retirement Planning Risk Advisors Can’t Ignore
/ by Don Connelly / Long-term Care / 0 comments
If you’re like most Advisors, you are good with numbers. You model market returns. You stress-test for inflation. You plan for taxes. But there’s one line item that too often gets ignored, one that can blow up a retirement faster than any bear market ever could. It’s not a stock market crash or a bad investment. It’s not inflation. It’s long-term care.
And the reality is this: for many of your clients, the potential cost of needing care late in life is their largest unfunded liability, often bigger than their mortgage ever was, and in many cases exceeding a million dollars over time.
Long-term care is the silent threat. I’m not talking about a rare “what-if.” Seventy percent of Americans over the age of 65 will need some form of long-term care. That means for the majority of your clients, this isn’t just a possibility. It’s a probability.
And yet, few clients have a plan. Why? Because they can’t visualize the numbers. They don’t see it on their net worth statement. And if you’re not putting it in front of them, they assume it’s not worth worrying about.
Read more