Appeal to clients' familial bond in planning for LTC, expert says

05/13/2013 | InvestmentNews (free registration)

Discussions of long-term-care planning sometimes face an obstacle in the client's potentially false sense of security in their current and future state of health, says Harley Gordon, founder of the Corporation for Long-Term Care Certification. "Nobody wants to hear about having a stroke or ending up with [multiple sclerosis]," he says. Gordon recommends appealing to a client through "consultative engagement," opening up the topic by discussing how long-term care would affect the client's family physically, financially and emotionally.

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