AIFG 105 -- Families and Aging: Resources for Professionals

Most financial professionals recognize the fundamental principle that financial decisions are family decisions. As the population gets older this principle becomes even more central to financial gerontology. This course starts with a practitioner's perspective on how Family Aging is changing the social, personal, and health structure of intergenerational family relationships. As financial professionals develop into trusted family advisors to their aging clients, they will be increasingly asked non-financial questions -- about memory loss, safe driving, home care, changing living arrangements. The central themes focus on decision-making tools through which financial professionals can help their clients ask the right questions. For example, "Making the Tough Decisions Easier" is a 6-step module that structures the "conversations" among younger and older family members. Further, given the increasing stress shouldered by adult children caregivers, the course links financial planners with Geriatric Care Managers and other professional, educational, and supportive resources in order to establish a team approach in which the Registered Financial Gerontologist plays a central role.


Vicki L. Schmall, Ph.D., is President of Aging Concerns in West Linn, Oregon, and is Professor Emerita of Gerontology at Oregon State University.

Janice I. Wassel, Ph.D., is Professor of Sociology and Director of the Gerontology Program at The University of North Carolina - Greensboro, as well as Coordinator of its new MS Gerontology--MBA Dual Degree program.

AIFG 106 - The Aging Network and the Long-Term Care Service Delivery System

In addition to other professions as "team members," financial professionals who work with older clients can turn to a well-established network of both public and private community-based resources and agencies. In providing an authoritative roadmap to these valuable resources, this course first describes the publicly funded "Aging Network" that has established national, state-level, and local agencies. Financial professionals will learn that the direct senior services as well as the information and referral services provided by over 600 Area Agencies on Aging are especially valuable community resources. Beyond basic medical and hospital coverage, the course reviews the community-based health services that are now available through both Medicare and Medicaid. Further, the course assesses a range of both non-profit and for-profit agencies and services that financial professionals can recommend to their older clients - such as respite care, adult day services, transportation, and home adaptation services. Beyond local agencies, the course reviews the AARP, the Alzheimer's Association, the national long-term care Ombudsman Network, plus other national education and advocacy organizations as resources for the Registered Financial Gerontologist.


Cheryll Schramm, MSW, has been Director of the Area Agency on Aging in Atlanta, Georgia, for 24 years, and is a Past President of the National Association of Area Agencies on Aging.

Barbara Prasch, CIRS-A, is a member of the Georgia Gerontology Society, Southern Gerontological Society, Florida Society of Aging Professionals, and a previous Board Member of the Georgia Parkinson's Association.

AIFG 107 - Long-Term Care Solutions

While long-term care is no longer synonymous with "nursing homes," family decisions about long-term care continue to be both financially and personally stressful. The course first focuses on assessing the risk of needing long-term care, and understanding the continuum of available long-term care services, in the context of how these have changed over the past several decades. The course then reviews the circumstances in which Medicare, Medicaid, and Medicare supplement insurance might pay for some long-term care services. Additional financial mechanisms include reverse mortgages, senior settlements, life insurance "living benefits," and different kinds of annuities. The course then focuses on LTC insurance as a financial planning tool, on the core services bundled in most policies, on what LTC insurance typically does not cover, on the mechanics of insurance, and on the newest features and options that are now available. Finally, the course examines the decision-making process of evaluating available long-term care solutions.


Anne R. Daniel, MA, is President of Medical Insurance Claims Service (MICS) which assists individuals with medical insurance claim services.

Howard Passman, RFG, CSA, MHP, HIA, co-heads the firms of USA Insurance Marketing, Inc., and Senior Service Center, specializing in advising the senior market in financing for longevity and in brokerage for senior products including long term care insurance.

Margaret A. Hottinger, CPA, is Chief Operating Officer of the American Institute of Financial Gerontology, a consultant in the long-term care insurance field, and a licensed accident and health insurance agent.

Lee Kaplowitz, MSW, RFG, CSA, CLTC, is a financial professional specializing in advising the senior market on financing for longevity, and in brokerage for senior products including long term care insurance.

AIFG 108 - Financial Preparedness for Later Life

Much financial advice focuses on how clients can accumulate wealth in the earlier years of their wealth span. As more and more people spend a longer part of their lives in old age, the goals of financial planning shift to how accumulated wealth can best be transformed into sufficient and protected income for those later years. While it is axiomatic that financial decisions made early in life can have enormous implications for financial security in later life, it is also the case that decisions made along the way have critical implications. As a foundation, advisors should evaluate the relative role Social Security is likely to play in the overall financial picture of clients currently middle aged or younger. They also need to be quantitatively as well as strategically conversant with the challenges for investors wishing to build a so-called "nest egg" starting later in life, without substantial financial and lifestyle sacrifice. To the degree the investor can move beyond these constraints, portfolio theory, probability theory, and actuarial and statistical mathematics hold clues to methods by which the financial professional can advise an investor on optimizing his/her long term financial well being. Strategies include techniques for managing several kinds of financial risk in the context of multiple and tiered time horizons that are especially relevant to older persons and their families, including the effects of inflation and taxes. The course builds on this foundation with analytics and decision making tools to help the sophisticated financial advisor be of greater value to clients.

Instructor: Robert J. Doyle, Jr., MA, MBA, CLU, ChFC, is an independent financial consultant, and author of numerous books and software packages. Formerly, he was Professor of Finance and Insurance at the American College and Adjunct Professor of Taxation in the graduate tax program of Widener University.

AIFG 109 - Successful Marketing to the 50+ Consumer

Today's 50+ consumer has been the target for more marketing and sales activity than any other group in history. Yet, despite their immense investment and buying power, particularly in financial and health related product areas, they are often ignored and, even worse, misunderstood by businesses that most stand to gain by serving them well. In order to provide a comprehensive understanding of the 50+ consumer, the course starts with a review of the multiple levels of demographics, consumer values systems, mature consumer segmentation strategies, and current psychographic frameworks. The course includes special emphasis on the consumer characteristics of the major generational cohorts currently comprising the 50+ age group, including Baby Boomers, "In-Betweeners," and Seniors. Using many of the insights and lessons from the widely respected 77 Truths about Marketing to the 50+ Consumer, the course continues with a close look at applying these truths to the myriad marketing, sales, advertising, communications, and customer service challenges that mature markets present.

Instructor: Adriane Berg, Ph.D. is Founder and CEO of Generation Bold, a sales, marketing, and consulting firm for companies seeking to attract and retain clients and customers in the affluent boomer and active senior markets.

AIFG 110 - Gerontology and the New Medicare

With the recent changes in Medicare, this critical element of the wealth and health of Seniors, their caregivers, and Baby Boomer children has become both increasingly complex and extremely important. Those who advise these groups cannot be effective without being conversant with this area. The course’s major topics are:
(1) The History of Medicare, including an historical overview of Medicare and Medicare basics.
(2) Analysis of Medicare Supplemental Insurance, including the growth of Medicare supplemental plans and standardization of policies, state variations in Medicare supplemental plans, and the role of Managed Care.
(3) Getting to the Consumer—The Need for Health Care Security as We Age, including transitional issues from work to retirement, and modern health care issues.
(4) Medicare Modernization Act—The New Horizon, including the basics of the Modernization Act, Part D: The New Prescription Drug Program, the Medicare Advantage Program, and marketing guidelines.


Anne R. Daniel, MA, is President of Medical Insurance Claims Service (MICS) which assists individuals with medical insurance claim services.
L. Sue Andersen, JD, LLM, is Principal of Health Benefits ABC, a health benefits and health care services consulting firm; she is formerly an Associate Professor of Law at George Washington University, where among other activities she was the founder of the GWU Health Law Clinic.


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