Les Robinson’s path into financial services was shaped by a deeply personal experience. While studying finance in college, his family faced a series of crises at once. His grandmother required care, and at the same time his father suffered a heart attack. Watching how overwhelming and financially disruptive that period became left a lasting impression. It also sparked a realization that there had to be a better way for families to prepare. That moment set the direction for a career focused on long-term care and helping others avoid the same challenges.

He began his career at Prudential Financial, introduced to the opportunity by a family member who recognized his potential. After about a year and a half, he realized the traditional model was not the right fit for how he wanted to serve clients. He transitioned to the brokerage side, where he could take a broader, more flexible approach and better tailor solutions to individual needs. That shift became foundational to his career, and he has now worked with one of his brokerage partners for decades.

Today, Les specializes in long-term care planning, while also incorporating securities and a broader estate planning perspective. His approach goes beyond a transactional process. Instead of simply identifying needs and recommending products, he focuses on understanding the full financial picture, identifying gaps, and working through solutions over time. The result is a more comprehensive and professional experience for clients, often involving multiple conversations to ensure everything is properly aligned.

His expertise led him to author the book Protecting Your Money from Medicaid and Nursing Homes. The idea came after years of teaching community education classes and witnessing firsthand how families were financially devastated by care events. He spent significant time analyzing the most common mistakes and patterns that led to those outcomes, then distilled those insights into a practical, easy-to-understand guide. The goal was not to turn readers into experts, but to give them enough clarity to ask better questions and make more informed decisions during stressful situations.

One of the most distinctive elements of his work is his emphasis on prevention, particularly fall prevention. He often tells audiences that one of the most effective ways to protect their financial future is by taking a fall prevention class. While it may seem simple, he has seen how a single fall can trigger a chain of events that leads to long-term care and financial loss. By bringing complex planning concepts down to relatable, real-life scenarios, he helps people better understand both the risks and the solutions.

That practical, education-first approach has also shaped how he builds his business. Rather than focusing solely on sales, he prioritizes helping people understand their options and avoid costly mistakes. Over time, that has translated into strong community trust and a steady stream of referrals. Increasingly, new clients are coming to him not through prospecting, but through recommendations from others he has helped.

What he enjoys most about the profession is the ability to guide families through difficult situations and help them recover from or avoid financial devastation. He frequently meets with individuals who made decisions with good intentions but incomplete information. His role is not to assign blame, but to help them understand what happened and how to move forward in a constructive way. That balance of empathy and expertise is central to his work.

Les was first introduced to NAIFA early in his career through its predecessor, NALU, where he served as a local chapter president. After some time away, he recently rejoined and sees strong value in the association’s advocacy work. He believes that when members mobilize collectively, they can influence legislation in a meaningful way and protect both advisors and their clients.

When asked if he would recommend the profession, his answer is yes, with a caveat. The industry has changed significantly, and success today requires a different approach. He advises new professionals to pursue strong training programs, obtain the necessary licenses and designations, and most importantly, align themselves with a team. The era of building a practice entirely on your own is largely behind us. Collaboration, mentorship, and a commitment to continuous learning are now essential.

Throughout his career, Les Robinson has built a practice centered on education, prevention, and long-term impact. His work reflects a clear philosophy: when you focus on genuinely helping people understand and prepare, the business follows naturally.