SOA conducted interviews and focus groups for the report. Respondents included professionals who work with older people, like health care providers, elder law attorneys and financial advisors; and people 65 or older.

1. Empowerment

The report noted that empowering messages from last effective, particularly those centered around power and control. Professionals also noted a preference for fear-based tactics, highlighting the potential loss of autonomy or risk of victimization, but unsurprisingly, these types of messages were less appealing among older focus group members.

2. Impact on others

Some professionals said they focus on the fact that clients' loved ones will likely take responsibility for them whether they plan for it or not; the difference is that planning can make the transition easier on spouses or kids who are thrust into a guardian position.

"When financial advocates are placed in the position of making important decisions without prior direction, disagreements can arise among people who want things done differently," according to the report.

SOA warned against using the word "burden," though. Focus group participants were more comfortable when the conversation focused on avoiding conflict.

3. Storytelling

Storytelling is another powerful motivator, SOA found. Some clients may have already been through a situation where they've had to provide care or make decisions for a family member. Getting them to share those stories, or advisors sharing their own stories of vulnerability, can get clients to open up and think of how they'd like to be treated or cared for in that situation.

READ MORE:

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