In his recent Broker World article, “Preemptive Strike,” NAIFA member Ronald R. Hagelman urges advisors to prepare now for a massive demographic shift as Baby Boomers transition from accumulation to distribution and claims. The long-term care and asset protection markets are entering a new era, one defined less by policy sales and more by client service, advocacy, and claims management.
Hagelman notes that many legacy long-term care policies were built for a different time, with assumptions about pricing, care settings, and longevity that no longer match today’s realities. Advisors, he argues, must evolve from simply helping clients buy coverage to ensuring they understand and can use it effectively when claims arise. Managing the claim, not just processing it, has become central to delivering true client value.
He calls on advisors to take a “preemptive strike” approach: review existing policies, strengthen relationships with clients’ families and caregivers, and build the infrastructure to coordinate claims when the time comes. As Hagelman writes, the storm is coming—and advisors who are ready will serve their clients best.