Highlights From Our Insurance Roundtable: Learning, Connection, and Fresh Perspectives

Saltzman Associates

20 hours ago

4 min read

There is something powerful about bringing industry professionals together—not just to hear what is changing, but to talk openly about what those changes mean. On October 20–21, 2026, Todd Giesing and Steve Saltzman moderated the Saltzman Associates Insurance Roundtable created that opportunity through two days of interactive discussion, shared insights, and meaningful connections.

From market trends and long-term care planning to technology, advisor engagement, and emerging risks, the conversations connected big-picture developments with the everyday realities of insurance distribution. Just as important was the spirit of collaboration: a willingness to ask questions, exchange experiences, and learn from different perspectives.

Connecting Market Insights with Client Needs

First-half 2026 industry sales results and institutional distributor benchmarking provided a foundation for exploring the opportunities and challenges ahead. The discussion moved beyond the numbers to consider product trends, distribution priorities, and the ways firms are adapting their businesses.

That broader perspective carried into conversations about insurance within the planning process. Long-term care brought the human side of planning into focus: preserving choices, understanding family responsibilities, and helping clients consider their preferences before a care need arises. Whether the concern is remaining at home or supporting a family caregiver, the starting point is a thoughtful conversation—not simply a product.

Turning Technology into Practical Support

Technology and artificial intelligence added another important dimension: how can firms reduce administrative friction and make information more useful to the professionals serving clients? The discussion explored AI’s shift from concept to practical application, alongside the role of data in identifying opportunities and improving workflows.

Opportunity and responsibility belong in the same conversation. Protecting client information, checking outputs, training teams, and maintaining appropriate oversight remain essential.

The goal is better support for professional judgment and human relationships—not technology in place of either.

Supporting Advisors and Navigating Change

Advisor engagement, wholesaling support, and education remained central to the conversation. Useful resources and responsive partnerships can help make insurance easier to understand and incorporate into broader client discussions. The exchange provided an opportunity to compare approaches and explore how support can become more relevant to advisors’ day-to-day needs.

Business management and risk rounded out the agenda, with attention to product shelf considerations, measures of success, due diligence, developments in Washington, indexed universal life illustration and litigation risk, and the PHL rehabilitation. These topics highlighted why ongoing learning matters: firms must consider new possibilities while remaining attentive to changing legal, regulatory, and operational challenges.

Grateful for the People Who Make It Possible

The value of a roundtable extends beyond its agenda. Conversations over meals, during breaks, and at the evening reception and dinner created space to continue exchanging ideas and strengthen professional connections. Those moments are an important part of bringing this community together.

To our participants, thank you for making time to join us and for bringing your questions, experiences, and perspectives to the table. Your willingness to engage makes this a forum for meaningful dialogue rather than a series of presentations.

To our sponsors, thank you for your support and continued partnership. Your commitment helps make these gatherings possible and creates opportunities for industry professionals to connect, exchange ideas, and learn together. We are grateful for the role you play in sustaining this community.

At Saltzman Associates, “Learn, Connect, Grow” is more than an event theme—it captures what we hope every gathering makes possible. We look forward to continuing these conversations and welcoming familiar faces and new perspectives at future roundtables. If you would like to be part of the next discussion, we invite you to explore our upcoming events and join us.

Find out more about future events at https://www.saltzmanassociates.com/events.

Why the next roundtable is worth your time

Future sessions will offer another valuable opportunity to join the conversation, hear how peers across the industry are approaching shared challenges, and take away practical ideas to apply right away. These events continue to provide meaningful perspective, strong dialogue, and actionable insights, and we would encourage anyone interested to join the next roundtable or one of our many other roundtable events.

Learn how peers are approaching product governance, advisor support, and supervision—so you can benchmark and pressure-test your program.
Connect with other industry leaders for candid conversations, shared lessons learned, and fresh perspectives.
Grow by leaving with a short list of practical next steps—workflows, service improvements, and controls you can act on.

If you’d like to learn more about the next event—timing, location, and how to participate—visit the Events page on our website.

Be a sponsor of an event

Contact Todd Giesing for informatio regarding sponsorship of a Saltzman Associate event by emailing todd.giesing@saltzmanassociates.com or call 704-243-4512.

IMPORTANT INFORMATION

The material herein has been provided to you for informational purposes only. This material is the property of Saltzman Associates, LLC, and may not be shared without the written permission of Saltzman Associates, LLC. No part of this material may be reproduced in any form or referred to in any other publication without the express written permission of Saltzman Associates. This material is provided for informational purposes only. The information contained herein has been obtained from sources believed to be reliable; however, Saltzman Associates, LLC does not guarantee accuracy or completeness.