What must you learn about your prospective client’s beliefs and attitudes about long-term care?
- How do they feel about their future need for long-term care?
- How do they feel about their future caregiver (spouse, family member, other)?
- How important is remaining independent to them?
- How will their family be involved in their care?
- Where do they prefer to receive care?
Understanding their feelings about each of these topics is essential.
Next, you need to get some facts:
- What do they know about the costs of long-term care in their area today?
- What are their beliefs about the future costs of care?
- What do they expect for their future income?
- What assets do they expect to draw upon to pay for their care?
- How much could they afford to pay and what’s the gap between income and potential expenses?
Next, you need to weave facts and feelings together:
- Who do they believe will pay for their long-term care?
Government: Medicare? Government: Medicaid? Health Insurance? Family?
- If they are left to pay for their own long-term care, will they pay for their care out of their income or by liquidating their assets?
- How viable is the approach of paying for their long-term care out of pocket?
- How do they feel about transferring the risk for pennies on the dollar?
Investigating your prospect and client wants and needs is a critical step in advocating for their future long-term care solution.
Join us at USA-LTC and learn more about discovering their facts and feelings.