---
title: Ditch the sales pitch
description: "Here's a few tips on how to stop \"selling\" and start educating prospective clients on long-term care insurance."
image: https://www.ltcipartners.com/hs-fs/hub/405630/file-2558741860.jpg
---

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- [The Advisor's View of Long-Term Care Planning](https://www.ltcipartners.com/blog)
- [Planning Tips and Carrier News for Advisors](https://www.ltcipartners.com/carriernews)
- [Consumer Planning Blog](https://www.ltcipartners.com/planning-for-long-term-care-in-america)
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[Jun 3, 2026

### 6 Tax-Smart Strategies to Fund a Long-Term Care Insurance Policy

](https://www.ltcipartners.com/blog/6-tax-smart-strategies-to-fund-a-long-term-care-insurance-policy)

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Feb 26, 2015 • [Steve Cain, CLTC®, Director Sales & Business Development Leader](https://www.ltcipartners.com/blog/author/steve-cain-cltc-director-sales-business-development-leade)

## Ditch the sales pitch

- [Sales Tips](https://www.ltcipartners.com/blog/topic/sales-tips)

- [Tweet](https://twitter.com/share)

![Image source: Flickr user Dale Murray](https://www.ltcipartners.com/hs-fs/hub/405630/file-2558741860.jpg?width=125&name=file-2558741860.jpg "Image source: Flickr user Dale Murray")  
Stop “selling” and start educating prospective clients:

- Take time to get to know them. Find out what keeps them up at night. Build relationships. Earn their trust.
- [Start with the basics](https://www.ltcipartners.com/trainingvideos/video.cfm?id=7B8009D3-C5A0-8083-8121ABD096A9FA6B). Explain what long-term care insurance is, how it works and why people need it. Use simple terms. Lose the jargon. Drop the sales pitch.
- Stay out of the weeds. Instead of trying to explain the bells and whistles, focus on how long-term care insurance will help solve their problem. That’s what they really want to know.

Want to learn more about why some people buy long-term care insurance and others don’t? Download a copy of *"Hearts & Minds,"* a consumer research study designed to help you understand long-term care insurance buyers.

[![LTC Insurance Buyer Study](https://no-cache.hubspot.com/cta/default/405630/700a4ccd-5074-49ab-ae99-6d9e529121c5.png)](https://cta-redirect.hubspot.com/cta/redirect/405630/700a4ccd-5074-49ab-ae99-6d9e529121c5)

![Steve Cain, CLTC®, Director Sales & Business Development Leader](https://www.ltcipartners.com/hubfs/2020%20Characature%20(Steve%20Cain)%20%232.png)

## Written by [Steve Cain, CLTC®, Director Sales & Business Development Leader](https://www.ltcipartners.com/blog/author/steve-cain-cltc-director-sales-business-development-leade)

- [![LinkedIn](https://www.ltcipartners.com/hubfs/footer-in.svg)](https://www.linkedin.com/in/stevenmcain/)
- [![Twitter](https://www.ltcipartners.com/hubfs/footer-twitter.svg) ](https://twitter.com/SteveCainLTC)

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