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Having gone through the lengthy and draining process, Exencial Wealth Advisors’ Michelle Scarver shares her No. 1 piece of advice for fellow planners.

It’s better to have these conversations long before your clients need to use a policy.

Don’t let them do a deal before you bring up these important topics.

Clients often have unrealistic expectations and approach this big decision more emotionally than financially. These talking points can help advisers field the challenging conversation.

Clients who want to reduce their expenses during retirement may want to move to a state that doesn’t tax these government benefits.

Change can be unsettling. Here’s how to calm jitters and show the benefits of rate fluctuations.