LTC marketers target pre-retirees.(Long term care insurance)(Cover Story)

When David Murray began research about entering the pre-retiree market for long term care insurance in the Washington, D.C., area where he lives, the following demographic caught his eye: Attorneys and real estate agents were the top pre-retirees buyers in that area.

That was good news for Murray, because he had contacts in the real estate market. So, that's where he focused his energies. Now, more than 5 years later, he runs a thriving LTC practice at West Financial Group in Bethesda, Md. He has branched out from real estate agents, but the focus is still pre-retirees.