Steve Crawford, author of “A
Blueprint for Supplemental DI Sales,”
is a general agent for Guardian
Disability Insurance Brokerage in
Rockville, MD. He has been a leading
DI personal producer for several years
with Guardian, including several years
as the number-one producer nationwide. Steve has
been referenced in media outlets such as CNN, Money
Magazine, Forbes, Wall Street Journal, and CBS
Marketwatch on the subject of disability insurance.
His agency works with insurance agents and financial
planners throughout the Mid-Atlantic region to improve their DI sales with Guardian and Berkshire.
Joe Navarro, who wrote “Recession:
Not on My Calendar,” is currently managing the innovative “School of
Success” for Warner Pacific, a general
agency with offices in California,
Colorado and Michigan. A former sales
executive with WellPoint, Joe is now a
consultant specializing in creative ideas for helping
companies and salespeople succeed in today’s marketplace. He is a certified trainer, speaker and gerontologist with over 20 years of experience working with
agents in the health care industry. Joe is also the vice
president of marketing on the Board of Directors for
the Los Angeles AHU.
Mark S. Petersen, who explains advanced DI tactics in “Take the Case
of…” this month, joined Petersen
International Underwriters as a partner
in 1983 and currently serves as marketing director. Mark studied advertising
and marketing at the University of
Southern California and the University of California
at Los Angeles before joining the firm. In addition to
his duties as marketing director, he serves as a senior
underwriter and oversees product design, development and advertising for the company. Mark’s indus-try-related education includes the Health Insurance
Training Course, Health Insurance Business
Planning, Disability Financial Planner and underwrit-
ing programs conducted by senior underwriters at
Lloyd’s of London.
Phillip W. Sullivan, who shares his
opinion on Medicare and LTCI with us
in this issue, is president and CEO of
SellingLTC.com, an Internet-based
company that specializes in LTCI education and sales training. Sullivan is
recognized as one of the nation’s top
LTCI authorities. He has more than 30 years of direct
sales success, the last 15 dedicated exclusively to LTCI.
He has written articles on LTCI for various industry
publications, and been a guest speaker at association
conventions and meetings.
Michael Tanner is the author of the
yearlong series on health care systems
around the world, which concludes this
month with a look at Portugal. Michael
is a senior fellow at the Cato Institute
in Washington, DC. He heads research
into a variety of domestic policies with
a particular emphasis on health care reform, social
welfare policy and Social Security. His books include
Healthy Competition: What’s Holding Back Health Care and
How to Free It, The Poverty of Welfare: Helping Others in
Civil Society and A New Deal for Social Security. Before
joining Cato in 1993, Tanner served as director of research of the Georgia Public Policy Foundation and as
legislative director for the American Legislative
Exchange Council.
Jessica Waltman, who explains
NAHU’s federal legislative priorities, is
the association’s senior vice president
of government relations. She joined the
staff of NAHU in 1999 as a policy analyst. In her current position, she oversees monitoring and analysis of all state
legislative and regulatory issues and helps to draft
NAHU’s legislative policies.
