(December 2011 – 60 min)
If your client asks, “What are the asset limitations for a person collecting social security?” How would you respond? Of course you would give him or her the technical answer to the question. But a client with a family member with special needs asking this question is probably looking for the answer to a much bigger question – “How do I plan for the future of my loved one while still keeping within the asset limitations?” And, your client would truly benefit from knowing the whole story. Learn how to determine if a seemingly simple question is an opening for you to deepen your relationship and learn more about what your client really wants to know.