Four in five
advisers say they know being capable of having these discussions will help
retain clients, according to a Nationwide Financial survey. “There are not enough advisers right now talking about
future health care costs with their clients, but more will soon learn how—or
risk losing customers to an adviser who can,” said John Carter, president of
distribution and sales for Nationwide Financial.
Fifty-seven percent of advisers say their clients are
interested in talking about their health care costs in retirement, the survey
found. More than half of advisers admit it is challenging to discuss
information about their clients’ health, and only 30% say they are confident in
their ability to estimate their clients' health care costs in retirement.
Almost half (43%) of advisers say their clients show little
interest in discussing the subject; three in four advisers say many of their
clients don’t seem to realize how crucial it is to plan for health care costs
in retirement and, on average, more than half don’t have a plan to pay for
those costs. More than half of advisers say they remind their uninterested
clients of the importance of the discussion before switching topics, and 37% say
they urge them to have the discussion before switching topics. Only 4%
insist on discussing it.
A future challenge for today's retirees is paying for out-of-pocket health care costs. These costs for the average 65-year-old couple can reach $240,000 over 20 years of retirement. People living to age 65 have a 70% chance of needing some type of long-term care in their lifetime. The average cost per year for a nursing home is projected to be $265,000 by 2030, not including a private room.