About 15% to 20% of the U.S. population has special mental or physical needs. Working with these people and their families can be rewarding, but the conversation has to start point blank.
As she notes, many advisors have no idea that their clients have special needs children or other relatives on their minds.
Since many of these children live at home and will probably outlive their primary caregivers, she says, it is crucial to keep them on the planning screen at all times.
But that can't happen unless you ask your clients if anyone in the family needs special care and, if so, what that care entails.