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To the OP if the senior really asks about this just be honest and explain its a fact of life based on waiting to this age to purchase this type of product...by product I mean a FE plan that is not going to be getting dividends to increase the face amount.
Even par-whole life is pretty ugly once you get into the late 60s and 70s. Particularly for smokers or sub-standard risk. There really are no good solutions if you wait that long.