Begin with the basics when discussing LTC insurance, exec says

Advisers should "start small" when discussing long-term-care insurance options with clients to avoid overwhelming them with the cost of comprehensive coverage, said Roberta Eckert of Nationwide's Retirement Institute. Eckert recommended beginning with a discussion of insuring the basics, such as home health care, and leaving a discussion of nursing home care for later.

Bank Investment Consultant (3/13)