Actually, the 65 and older crowd is working longer than ever before. I used to chase after those who were getting ready to retire, I would go after the Medicare Supplement business, etc., in order to have a shot at the IRA Rollover business.
We call this the “aging in” business.
However? Those who HAVE jobs are working as long as they can, so chasing after those turning 65 is not always as productive as it used to be.
But I am keeping VERY busy with everyone else.
This could be nipped in the bud by requiring “navigators” to have insurance licenses, as they ARE selling insurance.