1)   What does the term Long-Term Care (LTC) mean to you?

2)   Can you describe an experience of a friend or loved one where LTC was necessary?

3)  How have you quantified your longevity and future LTC needs based on your health, lifestyle, and family dynamics?

4)   What are your top three concerns about needing extended care?

5)   What does Medicare cover for LTC services for chronic illness or the inability to perform Activities of Daily Living?

6)   How and where would you prefer to receive LTC services if or when you need them?

7)   What research have you done to understand the current and future costs of LTC?

8)   ​Can you describe the Medicaid program and how it relates to Medicare or an insurance-based LTC Plan?

9)   ​How does your current financial, estate, retirement, or risk management planning address LTC?

10)   If there isn't one and you need to begin Self-Funding LTC tomorrow, (1) what account would you tap, (2) what are the tax implications of accessing those funds, and (3) is that account subject to market risk or fluctuation?

11)   Have you discussed the impact of needing LTC with your family, and how do they perceive LTC Planning improving that scenario?

12)  Which member of your family would be physically, emotionally, or financially impacted by your need for LTC?

13)  What types of insurance-based options are you familiar with for LTC Planning?

14)  What are some of the tax advantages of funding an insurance-based LTC Plan?

15)  Describe the tax advantages of LTC benefits from an insurance-based plan.

16)  Describe your current legal framework for making decisions about or paying for care in the event of your incapacitation.

17)  What percentage of your assets are currently allocated to pay for care excluded by Medicare, a Medicare Supplement, or Health Insurance?

18)  Have you reviewed existing life insurance or annuities for LTC benefits or considered "upgrading" those policies to provide LTC benefits?

19)  Describe your various advisory relationships and your motivation to consider LTC Planning today.

20)  On a scale of 1 to 10, what is your sense of urgency to implement a LTC Plan? (1 being not urgent at all, 10 being extremely urgent)

The answers to these questions will assess a client's desire, understanding, and readiness to implement LTC Planning and allow you to tailor advice and solutions to meet their needs and ease their concerns.