On the Fourth Day of Christmas

Senior Insurance Training Services gives to you …

The Care Frame

Yesterday we explored the Health Frame and gaining the key agreement with your prospect or client that their health could change at any time or over time and require them to need long-term care.

Today we’re going to examine the Care Frame in our discussion of Health Care Costs.

You may continue investigating the prospect’s experience with others by asking questions about the setting where care was provided.

It is important to establish that long-term care is provided not only in nursing homes, but also in many other settings including the home.

Additionally, it is important to help the client consider who provided the care for their family and friends who needed long-term care.

First, you explore the types of services needed:

Where did they receive care?
Were they able to choose the setting where they received care?
How long did they need care?
What types of services did they receive?
Were they satisfied with their quality of care they received?
Do you know all of the ways long-term care is provided?

Next, you explore the providers of services:

Who provided the care for the family members or friends you have described?
How often did they need services?
Were they married? Was the spouse able to assist? Why or why not?
Did their children assist with their care? What was the impact on their life?
Were you involved in the care of your parents or other family members? Describe your experience.

Be sure the prospect understands both long-term care services and long-term care providers.

The prospect’s acknowledgement of needing long-term care at some point in their life is essential, as they consider the care others needed and received.

Let’s Get Personal

Next, you must discuss where your prospect may receive care and what services they may receive as well as who they expect to provide their long-term care.

Where would you receive care and what services might you need?
What long-term care services are available in your area?
Where could you receive care if you needed assistance?
Where would you want to be cared for?
How long would you be willing to remain in this setting?

You need to discuss the possibility of needing care in a facility at some point in their lives:

What types of facilities do you know about in the area?
What type of facility (nursing home, assisted living facility, etc.) would you consider?
How long might you expect to stay in a nursing home or other facility?

But then bring it back home, where most people would prefer to stay:

How important is receiving care at home to you? Why do you feel that way? What might change your desire to remain at home?
How would you arrange for services in your home if you needed care?
How important to you is the quality of care you will receive?
What concerns you with the quality of care you will receive if you needed long-term care services?

Hopefully your conversation is open and they are willing to share their feelings about where they would receive care.

What is your biggest fear regarding long-term care?
How important is your independence to you? Why?

Few people would choose a nursing home over remaining at home.

In many cases, however, a person’s health condition may deteriorate to the degree that home care is neither medically practical or economically feasible.

Who would provide your care?

Who do you think would provide your long-term care?
Do you want your family to help out with your health care?
Is your family capable of providing your care?

Spouse

Can your spouse help you?
Can you see anything that would prevent them from assisting you?
Are they physically able to lift you?
Would you be able to help your spouse?
What if you were both ill?

Children & Others

Can your children help? Do you want your children to help?
Can you see your children assisting you with activities such as bathing, toileting or moving about?
Which child would assist with your care? Would they move in with you? Would they continue working?
Will any other members of your family help with your care?

Will This Approach Work?

Do your spouse, children or other family members have the knowledge, skills, and abilities necessary to care for you?
How do you feel about a member of your family caring for you?
Are you willing to place the physical and emotional burden of caring for you on your spouse or other family members?
What does this mean to you? Why?
If you needed long-term care, do you agree you may need outside assistance?

THE CLIENT MUST ACKNOWLEDGE THE POSSIBILITY OF REQUIRING OUTSIDE ASSISTANCE WITH LONG-TERM CARE

If you move on without gaining this key agreement, you will be out to sea while your prospect continues floating blissfully down a river in Egypt.

Tomorrow we move to the third key agreement – the Costs Frame.