When you think about building a professional network, CPAs and attorneys probably come to mind. But as clients live longer and face new challenges with aging, it’s just as important to connect with specialists who focus on longevity and quality of life.

Imagine a client sitting across from you, not asking about market performance or retirement projections, but facing a major life change: a parent’s declining health, a sudden move, or the need for long-term care. These situations aren’t just emotionally difficult; they’re also logistically complex and often unfamiliar. Many financial professionals want to lean in and help during these moments, but few are truly prepared.

As clients age, planning shifts from finances to life decisions involving housing, caregiving, and healthcare costs. Financial professionals who build networks to address these broader needs can strengthen relationships, improve retention, earn trust, and stand out in a competitive marketplace.

Some financial professionals assume that unless they can throw a lavish event, it’s better to skip it entirely. Others worry about setting a precedent they can’t maintain.

1. Aging Life Care Manager (ALCM)

   An ALCM is a certified professional who helps families make sense of healthcare and long-term care decisions for aging loved ones. They assess needs, spot potential issues before they arise, and can help coordinate services like housing, transportation, and care. Many come from backgrounds such as nursing or social work, so they know the healthcare system well and can advocate for care that’s both high-quality and cost-effective.

   How They Add Value: You have a client who’s caring for an aging parent with dementia. They’re overwhelmed by decisions around housing, healthcare, and daily support for their loved one. While you can help them with the financial side of things, introducing them to an ALCM can help them access expert guidance on care options, coordinate medical services, and navigate insurance complexities.

2. Certified Aging-in-Place Specialist (CAPS)

   CAPS professionals are trained to understand the housing needs of aging people and identify home modifications to ensure ease of mobility and safety. They can provide information about the cost and time required for remodeling projects.

   How They Add Value: A client mentions that they want to stay in their home as they age but are starting to worry about safety and accessibility. You connect them with a CAPS professional who evaluates the home and recommends modifications such as grab bars, wider doorways, and better lighting.

3. Medicare Broker

   Medicare brokers are trained professionals who work with multiple insurance companies to help clients find a Medicare plan that fits their needs. They break down the differences between traditional Medicare, Medicare Advantage, Medigap options, and Part D plans in a way that’s easy to understand, so clients can choose what works best for their health and budget. These professionals handle the enrollment and paperwork, making the whole process a lot less stressful.

   How They Add Value: A client is turning 65, feeling overwhelmed by all the Medicare options and not knowing which plan will best suit them. A Medicare broker will walk them through the choices, explain what each plan covers, and help them find one that fits their health needs and budget.

Why They’re Beneficial for Your Business

Offering access to lesser-known resources is a powerful way for financial professionals to stand out from competitors. By recommending vetted longevity-related experts for complex and often stressful situations, you demonstrate that you care about more than just your clients’ finances. You’re invested in their overall well-being.

This approach benefits clients in several ways:

• Reduces stress and uncertainty by connecting them with trusted professionals who can handle specialized needs.

• Saves time and effort by eliminating the guesswork of finding reliable experts on their own.

• Improves quality of life through better planning for healthcare, housing, and long-term care—areas that directly impact their comfort and security.

When clients feel supported beyond the numbers, their trust and loyalty deepen. For financial professionals, this translates into stronger relationships, higher client satisfaction, and long-term retention. According to MIT AgeLab research, clients value financial professionals who act as educators, mentors, and supporters—not just technical experts.¹ Taking on this broader role can also lead to more accurate and comprehensive financial planning, because these specialists provide insights that help you anticipate future costs and risks. And when clients experience this level of care, they’re more likely to share their positive experience with friends and family, creating organic referrals that can grow your practice.

Additionally, building relationships with these experts expands your professional network, opening doors for reciprocal referrals and increasing your visibility in the marketplace. In short, by helping clients solve problems that extend beyond traditional financial planning, you position yourself as an indispensable resource—someone they’ll turn to first for guidance and recommend to others.

How to Vet and Build Your List

Similar to anything you recommend to your clients, you want to do some research beforehand. Start with personal experience: if you or someone close to you has worked with one of these professionals before, reach out to them to see what their experience was like. If you’re wondering which professional to start with, an ALCM may likely be your best bet. Often, ALCM’s have a network of professionals they use to help their clients, which may include CAPS professionals and Medicare brokers. All these professionals can be found through directories online that you can locate by zip code. Below are the associated national directories for these professionals:

• ALCMS: Aging Life Care Association

• CAPS: NAHB CAPS Directory

• Medicare brokers: American Association for Medicare Supplement Insurance

Utilize online reviews to see what people are saying about these professionals, but ultimately, you’ll want to reach out to these professionals directly. Schedule a call or an in-person meeting to understand their approach and what they can offer your clients.

Here are some general questions to ask during these meetings: How do you charge?

• Do you offer a free initial consultation?

• Are you affiliated with any national organizations or have any certifications?

• How do you typically communicate with clients?

• Can you provide references or testimonials?

• “This feels like a lot of work”

And it can feel that way at first. Building a network of trusted professionals and learning how to introduce them to clients takes time and effort. But if you focus on getting started with just three, the payoff is worth it. These connections not only enhance your value as a financial professional, but they lead to better client outcomes, deeper trust and potential referrals. Plus, once you’ve built your network, it becomes a resource you can tap into again and again.

In Summary

As clients face increasingly complex life transitions, financial professionals have an opportunity to offer more than just investment advice. By building a network of high-impact professionals such as Aging Life Care Managers, Certified Aging-in-Place Specialists, and Medicare brokers, financial professionals can provide meaningful support that enhances planning outcomes and deepens client relationships.

Next Step

Start by finding a few Aging Life Care Managers in your area through the Aging Life Care Association at aginglifecare.org.