SCHEDULE
(As of 9/30/26, additional presentations to be added).
Scare Up Some Business: Prospecting for Extended Care
Holly Westervelt, CLF, LUTCF, CLTC
Krause Agency
Long-term care opportunities are all around you, but they are easy to walk past when you are not sure where to look or how to bring the subject up. This session gives agents a practical approach to both halves of the problem: finding the right people to talk to, including the clients and communities already within reach, and starting the extended care conversation in a way that feels natural rather than salesy. You will leave with a clear first move you can put to work right away, whether or not long-term care has been your focus.
"The Efficient Frontier" of Extended Care and a $19 Trillion Opportunity: Turning Qualified Retirement Assets into Long-Term Care Security
Brad Shepard, CLTC
OneAmerica Financial
Millions of clients hold substantial assets in IRAs, inherited IRAs, qualified annuities, and retirement accounts, yet many remain exposed to the financial risk of a long-term care event. This session explores innovative planning strategies that help financial professionals reposition qualified assets into tax-advantaged long-term care protection while supporting retirement income, tax planning & efficiency, and legacy objectives for families.
Your Clients Are Asking. Are You Ready? Top 10 LTC FAQs, What to Say & Why
Steve Cain, CLTC
LTCI Partners
Long-term care planning is one of the most important conversations advisors can have with clients, yet it's often met with uncertainty, misconceptions, and tough questions. In this practical, advisor-focused session, we'll break down the 10 most common questions clients ask about long-term care insurance and planning, providing clear, effective responses that build confidence, credibility, and trust.
You'll learn not only what to say, but why it works. We'll explore the concerns driving each question, uncover common mistakes advisors make when responding, and share proven conversation strategies that help move clients from awareness to action. Whether you're new to LTC planning or looking to sharpen your approach, you'll leave with practical talking points and real-world insights you can put to work immediately.
Rethinking the Conversation our Industry Avoids Most
Donna Bowman
AGIS Network Inc.
Too often as LTC professionals we focus on the financial planning aspects of LTC. However, there is so, so much more we can do to support our clients and their families. Starting the conversation should be a broad discussion and if we do end up selling a LTC policy, it should come with a checklist of “other” things to address for the individual and their family. It should also include the encouragement to have “THE Conversation” with their family proactively, while they are younger. Both the financial and the care conversations are difficult for many advisors but even harder for the children and/or the parents.
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