David A. Saltzman, RHU, DIA

David Saltzman is the National Marketing Director for Disability Resource Group.  In that capacity, David works with advisors and their organizations to develop market strategies and positioning that helps them discover and capitalize on opportunities by using concepts, case design and the wide range of support provided by DRG.

David began his career in 1981with State Mutual Life Assurance Company of America as a producer and ultimately, a trainer and sales and brokerage manager. In 1984 he founded D.A. Saltzman & Associates, an agency with its foundation in the sale and service of disability income products.

As a disability income specialist, he joined the National Association of Health Underwriters in 1983 and in 1996 served as the association's national president. In 2003 he received the organization's highest honor, the "Harold R. Gordon Memorial Award".

In 1997 he accepted a position as President of Administrative Services, Inc., a multi-state third-party administrator that provided health, retirement and disability services to Taft-Hartley and commercial clients. David went on to serve as Regional Director of Consumerism for Humana, Inc., and as a member of the senior management team at Carolina Care Plan.

An accomplished public speaker, David has spoken nationally on subjects such as brand strategy, practice diversification, consumerism, leadership, and strategic planning.  He has also served on the faculty of the national Consumer Directed Health Care Conference and has been a guest lecturer at the University of Miami's MBA program.

For the last 13 years he has written the monthly benefits column "To Your Good Health" in Life Insurance Selling magazine, where he also blogs weekly. He is the 2010-2011 Chairman of the NAHU Education Foundation and additionally serves as co-chairman of NAHU's Disability Advisory Group. David is a also member of the National Association of Insurance and Financial Advisors (NAIFA).

An accomplished musician and photographer, David and his wife Ellen live in a suburb of Columbia, South Carolina and have two grown daughters.

What Got You Here Won't Get You There - 5 Secrets to diversifying your practice and increasing your revenue with Disability Income

On Sunday, March 21, 2010, The U.S. House of Representatives set the rate of health insurance change to "warp speed". To catch up, you have to re-think, re-invent and re-energize your practice. And that clock is ticking.

For advisors, that means changing from being product driven to being consultative. It means relating to your clients in a way that allows you to work with their complete benefits portfolios. It means seizing the opportunities created by the current transformative environment and a wide open and significantly underserved solution that your clients need and want. 

For agencies and brokerages, it means equipping your field force with the tools to have compelling conversations with their prospects. It means helping them to develop and use new sales strategies without adding to your staff and overhead. 

In David Saltzman's presentation, you will learn the skills you need to have effective and compelling conversations with prospects and clients. You will discover that Disability Income is really "Medical Insurance: Part B". And you will find that in today's marketplace, selling Disability Income is not only profitable - it is fun. 

Using the 5 secrets to increasing your revenue with Disability Income you will be perfectly positioned to market yourself as a next generation Advisor and to profit from the change around you.