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Outdated pitches may be stifling sales volume in LTC insurance; Costs and insurer defections add...

Byline: Gary S. Mogel

NEW YORK - Hammering home the asset preservation and tax-saving aspects of long-term-care insurance will help sell more policies to individuals and businesses than talking about policy provisions and the odds of needing extended medical care, according to LTC sales experts.

Many financial advisers were marketing such coverage this year using statistical and benefits-based messages from 1994, said Jesse Slome, president of Sales Creators Inc., a Westlake Village, Calif., company that helps agents sell LTC insurance.

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