Long-Term Care Awareness Month · Advisor training
Start the long-term care conversation with your clients
Most clients will never bring up long-term care on their own. In this short training, Tim Fuller shows advisors a simple, people-first way to raise the subject, handle common objections and help clients plan while they can still qualify.
In short: Skip the product and ask, “What’s your plan for extended care?” Then listen. Lead with the people at risk rather than costs or odds, solve for care at home first, and treat it as a series of conversations, not a one-call close.
What you’ll learn
Six ideas to use in your next client review
Ask one question
“What’s your plan for extended care?” puts the focus on the client’s plan, not on insurance.
Change the picture
Most care happens at home, not in a nursing home. Most clients want to stay home as long as possible.
Lead with family
Ask who would really pay the price if care were needed: a spouse, the kids, their health and careers.
Use longevity, not odds
If their retirement plan runs to 90, it’s reasonable to plan for a few years of care along the way.
Solve for home first
For couples it’s a first-to-need-care problem. Even a partial benefit cuts the draw on savings.
Plant seeds
A “not now” isn’t a “never.” Revisit the conversation at reviews and life events.
Free one-page advisor guide: the opening question, four plan-building questions, responses to common pushback and the home-care math, on one printable page. Download the PDF guide
Who you’ll work with
Tim Fuller
President, SRS Inc. · Littleton, Colorado
SRS has helped advisors place life, disability, long-term care and annuity cases for more than 50 years, with a focus on impaired risk underwriting and advanced planning. When you send a case, you work directly with our team, not a call center.
Next step
Get help with your next long-term care case
CPS Special Risk Services has 50+ years in business and access to 60+ carriers for traditional LTC, hybrid life/LTC, annuity-based and short-term care solutions.
For advisors
Request a quote or case design
Send us your client’s details for quotes, illustrations and an underwriting pre-screen.
For individuals and families
Talk to Tim
Have questions about planning for long-term care? Reach out and Tim will follow up personally.
Talk to Tim → or call 303.309.3471
Questions
Long-term care conversation training FAQ
Who is this training for?
It’s designed for financial professionals: insurance agents and financial advisors who want a simple, repeatable way to raise long-term care planning with clients.
What is the opening question?
“What’s your plan for extended care?” It focuses on the client’s plan instead of a product, and it invites the client to ask questions.
What if a client says they’ll self-insure?
Paying out of pocket and relying on family is already the default plan. Walk through projected care costs, the effect on retirement income, and the role family members would play.
Can SRS help with a specific case?
Yes. SRS can pre-screen health questions, run quotes and illustrations across 60+ carriers, and provide client-friendly materials. Use the LTC quote request or call 303.309.3471.
For financial professional use only. Statistics: HHS/ASPE (2022); CareScout Cost of Care Survey. Examples are illustrative.