Are You Ready For the Silver Tsunami?

    Warning: All families living on the fragile coast  between financial security and financial disaster, there is something coming your way—a Silver Tsunami.  This is larger than anything we have seen before.  We advise Baby Boomers to seek shelter under a properly designed insurance portfolio to get you through this coming storm.  This is not a drill!  Please take this seriously and stay tuned for further details. 

    A forecast is always helpful.  It helps us prepare for events that can severely impact our lives.   That’s why millions of us look to The Weather Channel when there is a storm coming.  We want to know the facts.  We want to know what is headed our way so that we can not only stay safe but properly prepare so that we can mitigate risk.  So why should this be any different?

    As an advisor, you need to seek insights and resources to guide you through “the storm” that we all face every day.  To that end, I feel very strongly that the coming years will bring unprecedented challenges to you and the clients you serve. The Boomer generation is facing a huge crisis that we refer to as “The Silver Tsunami.”  By the year 2030, it is projected that there will be more than 72 million older Americans over the age of 65.  Of those, it is predicted that 70 percent of them will require some type of long term care and over 40 percent will need a nursing home at some point in time.  

    The math is staggering.  If nothing is done to prepare for this, it is apparent that many lives will be changed. Not only will the seniors requiring this care be affected financially, but the families around them will be as well.  After all, less than 10 percent of the care provided will be from paid caregivers. So, what does that mean?  Family members will be providing the large majority of care which will have a negative financial impact on them as well.  Considering that almost 50 percent of children of retirees expect to eventually take care of their parents, it is even more impactful.

    So, where is the money coming from to pay these expenses?  Sure, it can come from personal assets, but we all know how that story ends; it’s gone before you know it.   Why would anyone want to deplete a lifelong nest egg and sacrifice all they have worked for and built over the years when there is a better, more economic approach to mitigating that risk? 

    The answer is that today we have so many ways for you to provide products for your clients that can provide a full circle of benefits to protect against the threat of a long term care event.  They range from stand-alone LTCI policies to blended life alternatives and life insurance with long term care riders.  

    The stand-alone marketplace has just seen even more contraction with additional carriers exiting the space.  This leaves only a relatively few players left.  The long term sustainability of these types of policies does not look promising, as the costs are not guaranteed and it is difficult to sell to a client when the premium structures keep going up.  This has led the way for long term care planning alternative products that have been offering viable options to this marketplace. 

    The blended life designs are attractive havens for lump-sums of money that can be heavily leveraged to provide large tax-free pools of long term care benefits.   There are several carriers offering these types of products on both a universal life and whole life chassis.  Further, depending on the carrier, product and state of issue, there are a host of options available such as reimbursement or indemnity style benefits.   There are also options available on a survivorship life platform with blended age ratings that can be used for spouses, same-sex couples and parent/child variations.  There are even provisions for uncapped lifetime benefit pools.

    The next plan design, and probably the most popular, is the use of guaranteed universal life with long term care riders.  Unlike stand-alone LTCI policies, the rates for these plans are guaranteed and do not have a “use it or lose it” approach as they relate to potential claims.  If you never go on claim for the long term care benefit, there will always be a death benefit payable to your named beneficiaries. These are also available as either reimbursement or indemnity style and may also be available with certain carriers in a survivorship GUL form.   

    Keep in mind that not every client will qualify for the long term care/life products outlined above.  However, it’s important to note that it is possible to offer sub-standard rating classes for some of the above designs.   In those cases, where clients would not qualify for the long term care options, there are also chronic illness variations available with some carriers that can provide similar types of benefits. 

    I believe very strongly that the products outlined above represent the future of long term care protection.  By utilizing these products, there are a number of creative approaches that can be employed to help you guide your clients and their families through the risk management process of potential long term care events.   Every client has a different story and we can help provide solutions for a large number of them.  Some of the techniques may include the repositioning of assets, such as Social Security benefits and “lazy cash positions.”  Without getting too complicated however, paying smaller annual premiums to provide a guaranteed pool of money to guard against these threats can be the best approach.

    As the forecast mentioned earlier, there is a Silver Tsunami approaching.  Like any disaster, being forewarned gives us an opportunity to prepare.  You will be able to get your clients ready for the coming storm and, with the resources now available, properly protect them from the risks they can likely face. 

    Agent Support Group

    is a principal of Agent Support Group, a brokerage general agency located in Edison, NJ. This fall will mark his 30th anniversary in the insurance industry. Milbrod's real passion is for the brokerage business, where he assists independent producers by showing them how to open doors, seize sales opportunities and realize new revenue sources.Milbrod sees himself as an insurance producer and knows what it is like to walk in producers' shoes and what it takes to close a sale. He has been a featured speaker at numerous industry events and is the author of the popular blog Mark's Barks. Milbrod also holds the Chartered Life Underwriter designation from The American College.Founded more than 40 years ago, Agent Support Group, a LifeMark Partner Agency, is a leading multi company life insurance brokerage agency with operations in New York, New Jersey and North Carolina. They serve as a general agent for many of America's strongest and most competitive insurance companies, offering a broad spectrum of products to suit many life, annuity, long term care and disability income needs.Milbrod can be reached at Agent Support Group, 343 Thornall Street, Suite 660, Edison, NJ 08837. Telephone: 732-917-6081. Email: