From "Yes" to "How":
Turning the Three Great Transfers into Lasting Client Relationships

Carroll S. Golden, CLU, ChFC, CLTC, CASL, LECP, FLMI, LACP

Three Great Transfers are reshaping how families plan, spend, and care for one another. Each one opens a door for insurance and financial professionals who know where to look.

The Great Wealth Transfer. Trillions of dollars will move from one generation to the next. Life insurance, annuities, long-term care, and beneficiary planning help decide how much arrives intact. Every policy review is a chance to meet the heirs.

The Great Stuff Transfer. Downsizing, home sales, and family belongings force real decisions. A simple conversation about "stuff" reveals where clients plan to live, who will help them, and what coverage needs to change.

The Great Responsibility Transfer. This is the biggest risk and the biggest opportunity. Healthcare, long-term care, and caregiving shift onto the next generation. Medicare costs and IRMAA surcharges surprise even well-prepared retirees. Long-term care can erase a middle-class estate in a few short years. The Shadow Caregiving System™, unpaid family care valued at more than $1 trillion a year, drains the income and savings of your clients' children.

Your clients assume you will raise the risks that matter. Silence signals oversight.

In this session, you will learn how to:

• Open the care conversation without leading with product
• Connect Medicare, long-term care, life, disability, and annuity solutions to your client‘s story
• Turn one policyholder into a multigenerational relationship
• Use AI to sharpen your preparation, while knowing where only you can deliver trust
• Host Longevity Literacy Gatherings™ that are not networking events but are a business arrangement that grows and modernizes your business.

Your clients have already said “yes” to protection. Now they need to know “how” it will protect them and their family. The professional who answers that question earns the next generation.

Additional Information:

Upon registration, you will receive a confirmation email from NAIFA as well as a separate email from Zoom with your link to join the webinar.

This webinar will be recorded. NAIFA Live recordings can be found here. All webinar recordings can be found here. 

About the Presenter

Carroll S. Golden, CLU, ChFC, CLTC, CASL, LECP, FLMI, LACP

Carroll Golden  is the Executive Director of the NAIFA Knowledge Centers, a nationally recognized speaker, multi-book author, and a leading voice in the New Retirement Era. With more than 25 years of field and executive experience, she works at the intersection of retirement, healthcare, caregiving, financial security, and public policy.

Advocacy is a central part of Carroll’s work. She works closely with NAIFA government relations team, members, industry leaders, and policymakers to track and interpret state legislative and regulatory activity and help financial professionals understand what proposed changes may mean for their practices and their clients. She also brings the consumer and family perspective into policy discussions, advocating for access to financial guidance and greater financial security across generations.

NAIFA’s Knowledge Centers serve as dynamic platforms for cross-disciplinary collaboration, professional development, public policy insight, and real-time intellect—empowering carriers, financial advisors, and agents to lead with relevance in a rapidly evolving financial and regulatory landscape.

•    The Lifetime Healthcare Center (LHC), which houses the Medicare Collective and the Limited & Extended Care Planning Collective 
•    The Investment, Retirement, Estate & Advanced Planning (IREAP) Center which houses the Retirement Collective and the Estate and Advanced Planning Collective
•    The newly launching Professional Development Center will house the AI-Tech Collective and the Career Development Collective

A former insurance executive and distribution leader, Carroll also served on the Board and Executive Committee of the Intercompany Long Term Care Insurance Conference. In 2024, she received the Long-Term Care Insurance Recognition Award for her contributions to long-term care education and industry leadership.

Carroll is the author of five books addressing extended care, caregiving, women and family conversations, longevity, and the evolving demands of retirement planning. Her newest e-book, Turning “Yes” into “How”: Building an Extended Care Plan Together, helps individuals and families move from agreeing they need an extended care plan to understanding how to build one—with the right conversations, people, resources, and professional support.

Her other books include How Not to Tear Your Family Apart, How Not to Pull Your Family Apart, How Not to Pull Your Life Apart Caregiving, and Leading in the New Retirement Era: How to Lead, Adapt, and Win in an AI-Driven World.

Carroll contributes to Broker World, Advisor Today, InsuranceNewsNet, Financial Advisor, Advisor Magazine, and Best Holistic Life Magazine and is a frequent radio and podcast guest. As a speaker and trainer, she challenges financial professionals to look beyond transactions and recognize their larger role in helping families prepare for longer lives, changing regulations, caregiving responsibilities, and financial decisions that can affect several generations.