Just as real estate is all about location, location, location, a long-term care decision is fundamentally about risk management, risk management, risk management — how much risk a client is willing to retain, transfer, or fund out of pocket. That said, long-term care planning puts advisors in a tough spot: the products are complex, the options vary widely by carrier, and clients often don't know enough about their own goals and risk tolerance to choose well. In this webinar, financial planner Jason Hochstadt, CFP®, AIF® shares the process he's built over years of practice to help clients work through that decision with confidence.
Jason isn't tied to a single carrier or product type. Working through wholesalers like Crump and a range of MGAs, he's free to place whatever fits the client best — which means his process starts from the client's circumstances, not from a predetermined solution. He'll walk through how he identifies the full range of alternatives available to a client, then structures the conversation so the client (not the advisor) makes the final call based on their own goals, objectives, risk tolerance, and concerns.
Using real, anonymized case studies from his practice, Jason will show:
- How he compares traditional LTC insurance against hybrid (linked-benefit) policies for a given couple — including a real analysis where a client's age made one well-known carrier's hybrid product a poor fit relative to two traditional LTCi alternatives, and how he identified that early.
- Why the mutual carrier structure matters in the LTC space, and how it factors into his product recommendations.
- How he evaluates different policy structures within a single carrier once that carrier has been chosen — essentially separating the "which carrier" decision from the "which structure" decision.
- The prequalification process he uses before ever engaging a wholesaler: sending client information (with PII removed) directly to a carrier's underwriting department to get real feedback on likely acceptance and rating, so time isn't wasted pursuing options that won't underwrite well.
- How he documents and summarizes complex, multi-page illustrations so clients can actually understand the tradeoffs in front of them.
Advisors will leave with a practical, repeatable framework for having the LTC conversation with clients: how to surface the right alternatives, how to use underwriting feedback strategically, and how to present complex policy comparisons in a way clients can actually act on.
Underlying all of it is Jason's view that this decision shouldn't be made in isolation. Like any other significant financial matter in a client's life, long-term care planning needs to be considered holistically, in the context of the client's comprehensive financial and estate plan — not treated as a stand-alone purchase.