One of the most common questions advisors ask about Long-Term Care (LTC) Planning is simply:  “How do I begin the discussion?”

The answer is not to introduce a new topic, but to recognize that this is already part of the planning you are doing.  LTC Planning is not a separate exercise. It is an extension of retirement, estate, tax, and risk management planning — because a loss of independence or cognitive decline directly affects all of them. 

Before considering or suggesting any solutions, it is important to step back and have a deliberate conversation — whether with the client alone or in a family setting — so everyone understands the issues that can impact financial security, decision-making, and family dynamics later in life.  

When clients see that LTC Planning is a process, not a product, the engagement becomes no different than any other aspect of comprehensive planning, and the following questions can help begin that process:



1)  How is the potential loss of independence or cognitive decline addressed in your current financial, retirement, estate, or risk management planning?

LTC Planning should not be treated as a stand-alone checklist item. Health events and financial outcomes are tightly connected, and failing to evaluate that relationship can undermine otherwise well-designed plans.

2)  What role do you believe Medicare will play if you experience the need for Long-Term Care services?

This question helps clarify a critical misunderstanding, because Medicare is designed for acute medical care, not the chronic or custodial care most often associated with aging or decline.  Understanding that distinction allows planning to begin where coverage ends.

3)  How will a Long-Term Care event burden your family and loved ones? 

LTC Planning is about more than where care is received, as it affects who coordinates it, who provides support, and how decisions are made.  Proper planning reduces emotional, logistical, and financial burden on loved ones.

4)  What is your Retirement Income plan, and how would the risk associated with Long-Term Care affect it?

Many retirement plans are built around predictable withdrawals; however, a care event introduces uncertainty that can disrupt income sustainability, tax efficiency, and the financial security of a healthy spouse.

5)  If you need care excluded by Medicare or Health Insurance, which assets would you tap first to pay for that care?

This shifts the discussion from theory to implementation.  Each funding source carries consequences — taxation, liquidation risk, and potential impact on legacy goals — making it essential to evaluate those tradeoffs in advance rather than during a crisis. 



Moving From Assumption to Planning

These questions are not meant to sell a solution.  They are intended to determine whether a strategy currently exists — or whether the client is relying on assumptions.  That distinction is what transforms Long-Term Care from an uncomfortable topic into a responsible planning function.

This is the “shortlist” to help you engage clients in the Long-Term Care Planning process, and we welcome the opportunity to assist you in helping them navigate it.....

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