In their quest to expand their long-term care (LTC) products lines, many insurers have been challenged not only by the risk management and underwriting aspects of the coverage, but they've also struggled with finding the best agents tp market this coverage.

When Springfield, Mass.-based insurance provider MassMutual examined its options for enhancing its LTC line, it did what any forward-thinking company would do: It sought third-party distributors that fully grasped the dynamics of LTC insurance.

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