Blog Central

What's the most dreaded word in a client meeting? According to Gail Goodman, who has trained over 90,000 financial professionals on their phone skills, it's “review.” Clients don't really understand what a review is supposed to accomplish, and they're not particularly excited to participate in one.

Most financial professionals don't make the majority of their income by selling long-term care insurance alone. But what happens to a client's assets under management — and their retirement income stream — when a long-term care event hits a portfolio that was never protected?

When clients weigh whether to buy long-term care insurance, the conversation almost always centers on them: their savings, their health, their risk. But new research suggests the decision reaches much further — into their adult children's careers, living arrangements, and financial futures.