12 steps to successful long-term care planning

The missing link in long-term care planning isn’t only about products or strategies, it’s about people’s mindsets. Changing one’s attitude is the critical first step in transforming a reactive, crisis-driven approach into a proactive and strategic one. Yet it’s also the most difficult step, especially when clients' family members are resistant to change or unaware of the risks ahead.

These 12 steps will lead to a successful long-term care plan and help clients to prevent the loss of their retirement money and improve their care planning. These 12 steps also help to change the negative attitude perception into positive emotional behavior and habits. These are the building blocks of changing a personal hygiene event into a successful and positive changed event

1. Third-party designation.
2. Explain HIPAA or privacy policies in their information.
3. Limit power of attorney for policy information.
4. Organize and secure valuable information (paperless policies, passwords, encryption).
5. Review insurance policies (property, casualty, life, health, long-term care, disability, accident, critical care and hospital policies). Help your clients understand which benefits they have and which they don’t for a care event.
6. Encourage clients to use fall and balance classes they are already paying for with their taxes and health insurance.
7. Access durable medical equipment. Use long-term care and health insurance benefits to reduce overall costs.
8. Monitoring systems may be paid for by long-term care or health insurance, and may provide clients with a discount on their homeowners insurance.
9. Develop a summary of policies and investments. Ensure clients know the location of this summary and the names of their agents and advisors.
10. Add beneficiaries to all policies and investments.
11. Professional support will help your client develop added resources.
12. Track progress and adjust as needed. Regularly review financial and insurance information to ensure it is up to date.

The goal of these 12 steps is to transform attitudes, habits and behaviors surrounding long-term care planning. It’s about shifting from avoiding discussions about care events to taking proactive action. This shift will result in a greater number of individuals with successful care plans.

The first key concept here is that clients' family members are already entitled to the benefits listed previously — so why not use them? The second concept is not to overwhelm your client when starting to talk about a care event.

Real-life application: Personal experience

One of the most impactful tools I’ve developed is what I call the missing link, the behavioral and mindset shift required for successful long-term care planning.

The missing link in retirement and long-term care planning is not a lack of resources but a lack of understanding, learning and mindset. It’s about shifting attitudes, habits and behaviors from reactive to proactive.

The real-life application of the "missing link" in my professional practice and educational training has been transformative. It has helped individuals recognize that for a care event to be truly successful, all parties involved — advisors, clients and family members — must adopt a positive mindset, understand the potential downsides, and be thoroughly prepared both financially and emotionally. By bridging this gap, I’ve empowered families to navigate these pivotal moments with greater confidence, clarity, and peace of mind.

When advisors incorporate attitude, behavior and habit changes into their workflows, they explain the following to clients:

1. How to ensure the client’s insurance remains active and does not lapse.
2. How to understand the benefits of the client’s insurance and how to make the most of those benefits.
3. How to identify which benefits can help reduce stress and expenses during a care event.
4. How to recognize the importance of accessing information during stressful or time-sensitive situations.
5. How to focus on saving money for the future.
6. How to avoid probate, simplifying the process for the client’s loved ones.

The benefits of care planning for advisors

Building and using the missing link leads to fewer issues in your office, saving time and reducing the need for problem resolution. Advisors will see:

1. Increased referrals of new clients.
2. Higher client retention and satisfaction.
3. Simplifying clients' lives by helping them establish positive habits for the future.

 Avoid overwhelming your clients’ family members and start with simple steps to make the process more manageable to change. Start by building the missing link in your practice today to create a solid foundation for your clients’ future care plans. By developing a foundation, establishing a clear plan, and breaking down goals into manageable steps, individuals can achieve financial stability and peace of mind.

This approach not only leads to a successful care event but also helps clients live a more secure and fulfilling life. Start building the missing link in your practice today to create successful care plans.

By shifting the perspective on care events from negative to positive events for family members, advisors can help clients keep more money, reduce stress and make better decisions. Offering practical advice, emotional insights, and behavioral strategies will empower professionals to guide families through the complexities of planning and care events with confidence and peace of mind.

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