Getting clients to plan early can often be a daunting task.  But maybe our message isn’t resonating with them because we aren’t anchoring it to facts to which potential clients and their family members can relate.  A recent study conducted by MetLife called the “MetLife Long-Term Care IQ Study” (found at http://www.metlife.com/about/press-room/index.html?compID=16029) was a real eye-opener about what people of all ages know, or more importantly, don’t know, about the need for long term care.  For example, only 36% of the people surveyed knew that 70% of all persons age 65 and over will require long term care.   66% did not know which programs or policies pay for long-term care.  And 36% thought that you could transfer assets and qualify for Medicaid immediately.

Elder law attorneys have the ability to make a profound impact on the lives of clients and family members.  But to do so, we must be able to effectively convey why planning ahead is so important.  An important first step is understanding what potential clients may or may not know when they walk through the door.  Only then can we be successful in educating clients about the need to plan early for the rising costs of long term care.

During a recent team building retreat, the staff at ElderCounsel participated as a team in “The Amazing Race.”  We were sent out into the streats of South Beach to solve puzzles, frantically search for clues, and gather numerous treasure hunt items all while trying not to become dehydrated, or worse, struck by a car while gazing up at road signs and buildings! 

While we were not the winners, we did learn some valuable lessons about the strengths of each of our team members and how to best utilize those strengths, the ability of each of us to take a leadership role when necessary, and how to divide and conquer yet still communicate effectively with each other.  (We also learned we are very poor guessers when we did not know an answer!)

These lessons are pertinent to all of us, whether we are working with a staff of 1 or a staff of 100.  Be sure to consider these questions in your own business:  Are you aware of your strengths and those of your team?  Are you utilizing those strengths and communicating effectively with everyone on your team?  Hopefully the answer is “yes” but if not, consider an afternoon running around your city playing “The Amazing Race.”