Q. The policies I’m selling contain a care coordinator benefit. How can I explain the value of that benefit to clients?
A. Having hired a care coordinator for my mother, I am a big advocate of that benefit. When I tell my mother’s story to clients, they really understand how valuable a benefit caregiving is.
I start the conversation when reviewing the policy benefits, explaining that a care coordinator is a nurse or licensed social worker with additional training. Then I share this story.
My mother’s story: When my mother, then 90, was hospitalized with double viral pneumonia, she was treated with an antibiotic that resulted in her becoming paralyzed in the groin. She was then admitted to a rehab nursing facility to learn how to walk again.
Six weeks later, I knew the moment was approaching when Medicare would stop paying and the nursing home was going to discharge her. I had no idea what I was going to do next. Could she go home? What about assisted living?
I hired a care coordinator at the assistance of Dr. Marion Somers, the national spokesperson for the 3in4 campaign. She had visited my mother in the nursing home while traveling across the country for the campaign. My mother has an older long-term care insurance (LTCI) policy, which does not pay for hiring a care coordinator.