Partnership has launched a new guide for advisers who are considering operating in the care market.

The guide (available here) entitled ‘Getting Started in Care’ is aimed at those intermediaries who have just started operating in this sector or may be considering offering advice to the estimated 433,000 adults who live in residential care.

Divided into 12 chapters, the guide covers areas such as:

• Lead Generation
• The Care Advice Process
• Power of Attorney
• Making recommendations
• Handling Questions and objections
• Ongoing servicing

It also includes a common terms reference guide which can help new advisers navigate the jargon that is used when advising on this sector.

Jim Boyd, director of corporate communications at Partnership, said: “Most over-45s have never thought about needing care or spoken to their families about this eventuality, so when they do reach a point in retirement when they need this type of support it can come as a huge financial and emotional shock. Specialist intermediaries are key to helping them and their loved ones cope with the decisions that need to be made at this time.

“Whether it is choosing to sell their home, use their pension income to meet costs or take out an immediate needs annuity, they need guidance and support as they navigate the often confusing care system. Therefore, we are delighted to launch this guide which looks to help those advisers who are interested in becoming more involved in this very important sector.”