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How to Talk about the M-Words: Medicare and Medicaid


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If your clients bring up Medicare or Medicaid as their fallback option for long-term care, make sure they truly understand what they’re getting into. Actually, make sure YOU understand what they’re getting into if they choose to rely on these programs.

Medicare: Short-term rehabilitative care. To qualify, you must spend three nights in a hospital and be deemed rehabilitative. Only the first 20 days are covered in full. Your client will pay a copay for days 21-100. After that? They’re on their own.

Medicaid: A federally funded, state-run welfare program for the impoverished. This won’t cover assisted living or in-home care. This is for nursing homes. Chances are, that’s not your clients first choice.

Just Ask:

Help clear up any misconceptions about Medicare and Medicaid. Ask your clients:

  • Do you expect the government to pay for care for an extended period?
  • Do you understand the limitations of Medicare and Medicaid?
  • Is having control over your options important to you?
  • Do you want to have any assets left?

Planning gives your clients the freedom and independence to get care in the place that’s going to make them the most comfortable. As opposed to the government saying, “This is where you’re going to go.”

Keep Talking

The M-Words are just one piece of the long-term care discussion.

For more ideas on approaching the conversation, download your free long-term care discussion guide.

Download Now

And, if you haven’t already, sign up for our free educational email series on long-term care.

Sign Up Here

LTC Long-Term Care Long Term Care Conversation Medicare Medicaid M-words

The 3 Questions You Need to Start Every LTC Conversation


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The hardest part of the long-term care conversation isn’t the products. Or prices. It’s getting started. Face it: If you’ve put off having the talk with your clients, it’s because you’re not sure how to break the ice.

It doesn’t have to be hard. I personally use three simple questions to start things off. These aren’t something I made up – they came from my studies for the CLTC® designation. And they’re proven to work.

You don’t have to talk about funding. Or insurance plans, for that matter. All you need to do is make them see the importance of planning so you can head down that path – together.

Q1: Do you feel you’re going to live a long life?

Most clients will say yes. That’s good, but keep going.

Q2: Do you agree that the longer you live, the greater the likelihood that your health could become compromised and you may need extended care?

You might think this is blunt, but it’s the truth. No one thinks it’s going to happen to them. But statistics say otherwise.

Q3: If you needed care, how would that impact the people you love?

This question might be the most important. In my experience, clients don’t care what will happen to them. But they do care about what will happen with their loved ones. Whether it’s physical, emotional or financial, the impact of a long-term care event will have a ripple effect. This is what makes most clients think differently about long-term care planning.

Start Talking

In the next few weeks, I’m going to dive into the long-term care conversation. We’ll discuss the six most common client objections and how you can approach your responses – financially, emotionally or logistically.

For more ideas on approaching the conversation, download your free long-term care discussion guide.

Download Now

And, if you haven’t already, sign up for our free educational email series on long-term care.

Sign Up Here

LTC Long-Term Care Long Term Care 3 Questions Conversation