Part of our guide: Long-Term Care Insurance: Costs, Options and Planning →
The annual review is the easiest place to raise long-term care, because it’s already a conversation about what changed this year. A few targeted questions can uncover exactly the life events that make LTC planning timely.
Key takeaways
- Life changes such as caring for a parent, becoming an empty nester, or nearing retirement are natural LTC triggers.
- Six simple questions at the annual review can surface them.
- A “yes” to any of them is a reason to talk about a long-term care plan.
Long-term care isn’t about getting old or nursing homes. It’s about getting the care you want, when you need it.
Six questions to ask
- Have you had added expenses because a family member or friend needed care?
- Have you had to adjust your work schedule to help someone with daily activities or supervision?
- Have you recently moved a parent or loved one into assisted living or a nursing home?
- Have you recently become an empty nester?
- Are you preparing for retirement?
- Are you concerned about whether government programs will cover long-term care?
What a yes means
Each of these signals either firsthand experience with care or a planning milestone. They’re openings to talk about what the client would want for themselves, and how to pay for it without depending on unpaid family care or spending down assets for Medicaid.
Follow-up
After the fact-find, move to the client’s most important reason for coverage; see needs analysis before choosing an LTC product. For the underwriting side of fact-finding, see six things to uncover before you submit.
Frequently asked questions
When should advisors bring up long-term care?
The annual review is ideal, especially after life changes like caring for a parent, becoming an empty nester, or nearing retirement.
What questions uncover a long-term care need?
Questions about caregiving experiences, work disruptions, parents’ care, empty nesting, retirement plans, and concerns about government programs.
Is long-term care only for the elderly?
No. Illness or injury can require care at any age, though most care needs occur later in life.
Reviewed by Tim Fuller on 2026-09-25
Tim Fuller
President, SRS Inc.
Tim leads SRS Inc., a full-service IMO (Independent Marketing Organization) and BGA (Brokerage General Agency), connecting independent financial professionals with life, annuity, disability income, and long-term care solutions from 60+ carrier partners.
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