I said "action" to explain it in the post, but obviously I don't say it like that to a client. That wouldn't work too well. I do the risk assessment and then talk about the risks. And I lead the conversation eventually towards the solution (LTC insurance, etc.). I also pre-educate them if I can. Like a retirement 101 tutorial. I want the client to understand why they should implement the solution. That's the best way to get a client. And it's just best for them too. And then you help them move forward and take care of the details.