THE EDUCATOR BEHIND THE EDUCATION
His defining contribution came in 1999, when he created the Certification for Long-Term Care, better known as the CLTC® designation which has become a standard in the insurance industry.
His latest contribution to the field of elder care is the creation of three professional programs concerning the future of Medicare:
The Medicare Planning Professional (MPP). This 8-hour CE program helps professionals including Advisors and insurance professionals understand Medicare, Medicare Supplements and Medicare Advantage.
Medicare Supplement Professional (MSP). MSP is an 8-hour CE program that provides the tools Supplement producers need to elevate their practice to discuss issues with clients that impact both their family and finances such as long-term care and IRMAA.
MSP Sales Edition focuses on sales scenarios such as role playing that the Supplement producer can use to increase revenue and create reciprocal relationships with Centers of Influence.
CREATING A PROFESSIONAL STANDARD
The CLTC designation gave insurance and financial professionals a structured way to understand long-term-care planning and discuss it responsibly with clients and their families.
Harley’s approach moved the conversation away from simply selling a product. It taught professionals to begin with the consequences an extended-care event can have on a client’s family, retirement income, assets, independence and the people who may ultimately be asked to provide care.
That shift from products to planning, and from costs to consequences helped establish a new professional standard for long-term-care education.
Over more than 25 years, tens of thousands of insurance and financial professionals have completed CLTC training and earned the designation. CLTC has been recognized and supported by leading professional organizations and major insurance carriers, helping make Harley’s educational philosophy part of the national insurance and financial-planning conversation.
Changing the Intent of the Conversation
Harley understood that families rarely take action simply because they are shown another insurance product. They take action when they understand what having no plan could mean to the people they love.
His teaching helps professionals address the questions that matter:
What responsibilities could fall on a spouse or adult child?
Who Will Provide Care?
How could care affect retirement income and financial commitments?
What choices could be lost if planning is delayed?
Where will care be received?
What can be done today to give the family greater control tomorrow?
A National Voice in Long-Term-Care Education
Harley’s work has reached far beyond the classroom.
He has educated professionals connected with many of the nation’s leading insurance carriers, brokerages, financial-services organizations and industry associations.
His views have been featured by PBS Frontline, The Wall Street Journal and CBS Evening News. He has presented to professional audiences associated with the Million Dollar Round Table, the Financial Planning Association, the National Association of Insurance and Financial Advisors and the National Association of Health Underwriters.
Harley is also the author of How to Protect Life Savings from Catastrophic Illness, with more than 150,000 copies in print, and In Sickness & In Health. His books have helped consumers and professionals understand the financial, emotional and family consequences of extended care.
The Next Chapter: Insurance Education Advisors
Insurance Education Advisors represents the next chapter of Harley’s work.
Just as CLTC created a new standard for long-term-care education, IEA is being built to address the next generation of professional challenges across Medicare, Medicaid, healthcare, longevity, retirement and financial wellness.
IEA will preserve Harley’s proven education-first philosophy while expanding it through modern course delivery, digital credentials and direct integration with Agent Review.
The objective remains the same: give insurance and financial professionals the knowledge, language and confidence to lead important conversations before families are forced to make decisions during a crisis.
Harley’s creation of CLTC established his legacy. Insurance Education Advisors is designed to carry that legacy forward.
