Crump Insights
Crump Life Insurance Services
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Exploring timely insurance and retirement planning topics for today's forward-thinking financial professionals. Crump Insights is a presentation of Crump Life Insurance Services, a leading third-party distributor and service provider of insurance and retirement products. Join us for the latest market updates, sales strategies and information that impact the industry, your practice, and your clients.
Available episodes
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May 22, 2023
Disability Insurance: The Importance of Income Protection
Income protection planning is often overlooked or presented as an additional solution to life insurance needs. However, the need to protect income goes beyond the financial aspect to the mental well being of the person who provides for his or her family. In this powerful episode, Crump's Kenny Russell invites Principal's Tyler Huff to share his own, personal disability battle and how having income protection in place saved him and his family's finances.
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Apr 6, 2023
The Rise of Field Underwriting: Ensuring a Successful Experience for You and Your Clients
Your client may be the picture of health, successful in business, and ready to buy a life insurance policy to protect their family's wealth. But did you know that they smoke marijuana and enjoy skydiving? Not unless you ask them! Field underwriting at the outset of a potential transaction is the most critical stage in the process and determines success, failure, and pricing for your client. In this episode, Adrienne Wilson, Senior Underwriting Consultant at Crump, shares valuable insight on how to approach what can be sensitive topics for you and your clients upfront.
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Mar 8, 2023
Estate Planning for Women: The Opportunity to Attract and Assist This Underserved Market
It has been widely publicized that there has been a considerable shift in wealth in the U.S. to women. What's not often discussed is how underserved women are when it comes to financial planning. That's why we call on Crump's Eileen Shovlin for perspective, statistics, and advice on how as an industry we can better serve women.
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Feb 14, 2023
Selling Life Insurance: The Desire To Help Others
It's appropriate that February is "Insure Your Love" month. Valentine's Day offers the opportunity for us to start conversations with our clients, and they in turn, with their loved ones, about the important role of life insurance. In this episode, vice president of sales, Hengameh Sedghi, joins us to share a very personal story that drives home why opening this dialogue and implementing coverage is so critical.
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Jan 18, 2023
Find the Right Mix: Merge Technology with Traditional Practices
We've all become accustomed to having the world at our fingertips—one-click shopping, next-day delivery, and customer service at the touch of a button. How can we, as financial professionals, innovate and deliver our traditional solutions and practices in a world where our clients expect instant delivery? Crump's vice president of Digital Solutions, Travis Phillips, offers advice and tools you can use.
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Nov 9, 2022
Long Term Care Insurance Awareness: Why It's Not Just for Older Clients
November is Long Term Care Insurance Awareness Month, and in this episode we want to provide insight on the need for a wide range of clients. The assumption is that LTC is for aging clients who require assisted living. While it certainly addresses that need, LTC is also there for younger adults with families when they need it most. In this episode, Crump's Susan Carlson offers clarity and advice on how to better serve all clients with this important insurance planning option
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Oct 12, 2022
Breast Cancer Awareness Month: A Personal Experience and Insight from Crump's Lisa Arcuria
October is Breast Cancer Awareness Month. This also opens the opportunity to talk about all types of cancer and what we should be doing to help ourselves and our clients. Crump's Lisa Arcuria, Director, High Net Worth Client Support, has intimate, personal experience to share with us in this special edition of Crump Insights. Lisa also offers firsthand experience from the business side on how to secure life insurance for your clients who've defeated cancer.
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Sep 14, 2022
Life Insurance: Protection for You and Your Family, with Crump's Carma McCallie
September is Life Insurance Awareness Month, but as Crump's Carma McCallie points out, life insurance should be in the spotlight year-round. Unfortunately, what is the cornerstone of any solid financial plan is often overlooked, or ignored. In this episode, McCallie points out key client objections, and how financial advisors can help their clients better understand the benefits of life insurance.
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Aug 15, 2022
Demystifying Life Insurance Settlements with Jon Mendelsohn, The Ashar Group
Once frowned upon or outright shunned by many financial advisors, life insurance settlements are now the norm, regulated in all 50 states. With an aging population outliving their assets, life insurance settlements are now a viable option for many seniors and their families seeking cash benefits during their lifetime. In fact, financial advisors now have a fiduciary responsibility to at least review whether a life insurance settlement might benefit their client. In this episode, life insurance settlement expert, Ashar Group Co-Founder & CEO Jon Mendelsohn joins us with an insightful industry update.
Access to life settlements through Crump may not be available to all financial professionals; please check with your Crump representative.
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Jul 5, 2022
Life Insurance Underwriting Insight in Today's Challenging Environment
There are many unknowns in today's environment, and even industry veterans admit they've never seen anything like this. However, one thing is certain: Life insurance underwriting can be challenging if you aren't proactive with your clients. In this episode, Crump Senior Vice-President and Head of Underwriting Chris Cook joins us. Chris offers valuable insight on the impact of Long COVID, an update on APS requirements, and a cautionary story about the underwriting risks if clients wait.
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Jun 1, 2022
Crump President Mike Martini: Trust, Comfort and Confidence in a Challenging Market
With inflation raging, the equity markets in retreat, and fuel prices surging, there's no shortage of distractions for today's consumer. Factor in strict underwriting conditions as COVID continues to strike, and it's arguably the most challenging environment in decades. In this episode, Crump Life Insurance President Mike Martini offers an industry update, and tips on how financial advisors and insurance producers can stay focused on serving clients.
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May 4, 2022
Why Disability Insurance is So Important: Chris Peterson, President, Hanleigh Insurance
May is Disability Insurance Awareness Month, and with the significant increase in income for many professionals, it's an ideal time to revisit income protection. In this episode, Chris Peterson, President of Hanleigh Insurance, shares why DI is so important- no only for professional athletes and entertainers, but for high level executives, professional service firms, and other specialized fields.
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Apr 5, 2022
Electronic Health Records Update with Crump's Chris Cook and MIB's Carolyn McAvinn
Obtaining client health records is one of the biggest obstacles to securing the insurance they need. There's good news: e-HR, or Electronic Health Records, has experienced significant advances and is making the process much easier. In this episode, Crump Senior Vice-President and Head of Underwriting Chris Cook welcomes Carolyn McAvinn, Director, Underwriting Innovations for MIB. Carolyn offers an overview and explains the difference between EMR versus EHR, hit rate, release rate and the expected ROI (return of information) with e-HR technology.
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Mar 17, 2022
Flexible Estate Planning Strategies with Jon Whitacre, JD, CLU, ChFC, Director, Advanced Sales
One of the main client concerns with estate planning is giving up control of assets. That's where life insurance comes in. There are several, flexible estate planning strategies that offer options for clients seeking control with future options that won't complicate their planning. In this episode, Crump's Director, Advanced Sales Jon Whitacre joins us to highlight these planning strategies.
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Feb 15, 2022
The Power and Importance of Life Happens Insure Your Love Campaign
It's appropriate that we release this episode around Valentines Day, in partnership with Life Happens, a nonprofit offering consumers unbiased information to make smart insurance choices. In this episode, we welcome Life Happens President & CEO Faisa Stafford to share the "Insure Your Love Campaign", and how it provides insurance & financial professionals with an opportunity to connect with clients.
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Jan 20, 2022
InsureTech’s Role in Today’s Life Insurance Industry with Ken Leibow, CEO of InsurTech Express
There are many uncertainties as we continue to navigate through the pandemic. But one thing is certain: Advances and implementation of technology necessitated by the pandemic are here to stay. This is no longer just a "Millennial Thing"- clients of all ages now expect an easy, informative user experience when transacting with insurance professionals. In this episode, InsurTech Express CEO Ken Leibow joins us to provide insight and offer advice.
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Nov 15, 2021
Addressing the Life Insurance Coverage Gap Issue with David Levenson, President & CEO of LIMRA, LOMA and LLGlobal
The pandemic raised awareness about insurance, while advances in technology have dramatically improved the application, underwriting and delivery of policies. In spite of that progress, a majority of Americans are still without life or long term care insurance altogether, or have a significant coverage gap. In this episode, LIMRA President & CEO David Levenson joins us to discuss this important issue, and share what LIMRA is doing to assist carriers and financial advisors in marketing life insurance products.
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Oct 12, 2021
Split Dollar Sales Ideas for High Net Worth Clients with Ryan Mattern, Director, Advanced Sales
With dramatic, potential changes on the table for the tax treatment of grantor trusts, high net worth clients and estate planning professionals are scrambling to get planning completed prior to an as yet to be determined "date of enactment". Why is this so important? Many irrevocable life insurance trusts (ILITs) are considered grantor trusts and could fall within the scope of this proposed rule. This could cause problems for clients who currently make premium gifts each year to their insurance trusts. In this episode, Crump's Ryan Mattern discusses split dollar sales ideas, and explains why this option may become a key strategy moving forward.
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Sep 19, 2021
Underwriting and Today's Life Insurance Sales Opportunities
As we conclude Life Insurance Awareness Month and look ahead to the closing stretch of 2021, we bring together some of the top minds in underwriting to set the record straight on the pandemic, and highlight opportunities thanks to accelerated underwriting. Joining us in this episode:
* Chris Cook- Senior Vice President & Head of Underwriting, Crump
* Gene Zimmerlink- Head of Life Underwriting & New Business, Allianz Life Insurance Company
* Mike Link- Chief Underwriter, Global Atlantic Financial Group
* Chris Weber- Deputy Chief Underwriter, National Life Group
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Aug 11, 2021
Estate Planning in the Midst of Tax Law Uncertainty with Michael Amoia, Senior VP, Advanced Sales
It's a cliche because it's true: The only thing constant is change, and nowhere is that more appropriate than estate planning. With a new administration and enormous deficit spending throughout the pandemic, President Biden and Congress are already looking for ways to pay for it. They'll likely start with corporations, and then the attention will turn to taxing "the rich", which may include your clients. In this episode, Crump Senior Vice President, Advanced Sales, Michael Amoia delivers an update and advice on what you should be doing now to position your clients for changes ahead.
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Jun 7, 2021
Annuity Solutions: The One Question You Should Be Asking Clients
Annuity sales are up thanks to rising rates, inflation- whether or not it's transitory, and the need for guaranteed income solutions. The annuity options available today are much more consumer friendly than they were a decade ago, allowing liquidity, flexibility and death benefits. In this episode, Crump's Director of Annuity Sales Brendan Connerton gives us a market update and shares the one question your clients can't say no to!
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May 10, 2021
Income Replacement: Helping Clients Understand Their Needs and Coverage Gaps
What we as an industry refer to as disability insurance is more appropriately defined as "income replacement" for our clients. Conversations often start over life insurance needs, but statistically speaking, there's a much greater need for the income replacement that disability insurance provides. How can you introduce this to your clients- particularly business owners? And what should producers and advisors know to help clients address their needs? In this episode, Crump's Director of Disability Sales Kenny Russell offers stats to back up the need and the conversation starters to help you assist your clients.
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Apr 30, 2021
The Impact of COVID-19 on Underwriting: Part 2
In Part 2 we continue our conversation on the impact of COVID-19 on underwriting with a panel of industry experts. Topics in this discussion include:
* How to communicate with clients who refuse vaccination
* Underwriting impacts on non-vaccinated clients
* Business valuations during COVID, and beyond...
* Insurance industry transformation due to COVID-19
Joining us in this episode:
* Chris Cook, Senior Vice President and Head of Underwriting at Crump
* Mark Crowe FALU, FLMI, ARA, ACS, AVP, Assistant Chief Underwriter, Pacific Life Insurance Company Broad Markets
* Joel Larson, CLU®, FALU, FLMI, MBA, VP, Life Underwriting, Prudential
* Chris Regione, ChFC®, CLF®, CLU®, FALU, FLMI| AVP, Chief Underwriter, Underwriting Strategy & Mortality Management | Sammons® Financial Group Companies
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Apr 30, 2021
The Impact of COVID-19 on Underwriting: Part 1
While the pandemic presented challenges, it also opened new opportunities and accelerated the process of placing business. In Part 1, we welcome a panel of industry experts to discuss the following topics:
* The mortality impact of COVID on life insurance underwriting.
* What's driving the increase in life insurance sales?
* Communicating with and insuring clients who've had COVID-19.
* Living and doing business with COVID variants to come.
Joining us in this episode:
* Chris Cook, Senior Vice President and Head of Underwriting at Crump
* Mark Crowe FALU, FLMI, ARA, ACS, AVP, Assistant Chief Underwriter, Pacific Life Insurance Company Broad Markets
* Joel Larson, CLU®, FALU, FLMI, MBA, VP, Life Underwriting, Prudential
* Chris Regione, ChFC®, CLF®, CLU®, FALU, FLMI| AVP, Chief Underwriter, Underwriting Strategy & Mortality Management | Sammons® Financial Group Companies
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Mar 11, 2021
Executive Benefit Plans with Steve Kroeger, CLU®, HIA, MBA, Senior Director, Advanced Sales and Howard Jonas, CLU®, ChFC®, REBC®, CASL®, Director, Advanced Sales
For many business owners, the Tax Cuts and Jobs Act of 2017 dramatically reduced their tax exposure. And in spite of the pandemic, many industries experienced record year in 2020, particularly in real estate and certain manufacturing sectors. With the potential for higher taxes on the horizon, now is the time to share executive benefit strategies with your business owner clients. In this episode, Crump Advanced Sales Senior Directors Steve Kroeger and Howard Jonas join us to discuss these plans- most notably, how to offer business owners control and a tax deduction, while rewarding and retaining key people.
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Feb 8, 2021
Reasons to Offer Policy Reviews to Your Clients: Brandi Graver, CLU®, Director, Advanced Sales
One of the most important, yet often overlooked responsibilities for financial advisors and life insurance agents is the policy review. Crump has streamlined this often tedious and time consuming process, making it easy to complete and opening new opportunities to assist your clients. In this episode, Crump's Brandi Graver shares her insight and advice, and tells us why 2021 could be a busy year for life insurance professionals.
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Jan 20, 2021
Digital Solutions to Drive Business Success
Let's face it: The insurance industry has been slow to innovate and implement digital change. But COVID changed that, and the investment that Crump and carrier partners made in digital solutions prior to the pandemic paid off for financial advisors, and more importantly, their clients. Now, it's easier than ever to transact business, freeing up time to spend with your current relationships, and cultivating relationships with new clients. In this episode, Crump's Digital Adoption Manager Zack Zerbe shares the latest digital tools to help you grow your business and save time.
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Dec 2, 2020
Year-End Planning Strategies with Lillian Vogl, Director, Advanced Sales
COVID-19 has certainly changed the way we connect and stay in touch with our clients, and year-end planning is no different. The traditional face-to-face office meeting is out. This could actually make what is often a hectic time of year much easier for clients and advisors. In this episode, Lillian Vogl, Director, Advanced Sales at Crump, joins us to share tips on client meetings, the latest planning strategies, and how to generate referrals during this important annual visit with your clients.
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Oct 28, 2020
Long Term Care Insurance with Rick Stewart: Product Innovation Opens New Opportunities
The LTCI market continues to evolve, and the ability to blend long term care insurance into annuity products offers clients a powerful new asset to offset the rising costs of care. November is Long Term Care Insurance Awareness Month, so it's an ideal time to reconnect with clients who were declined or failed to acquire LTCI in the past. In this episode, Rick Stewart, Director of Crump's LTC Solutions Center, joins us to deliver an update on the market, product innovations, and important conversation starters for your clients.
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Sep 29, 2020
Positives from the Pandemic: Senior VP & Head of Underwriting Chris Cook
It's been an interesting year, to say the least. And while COVID-19 has disrupted business, it's also forced positive change in the insurance industry. The adoption of accelerated underwriting is dramatically reducing turn times and making it easier for financial advisors and insurance professionals to do business. In this episode, Crump Senior VP & Head of Underwriting Chris Cook joins us to share how you can leverage accelerated underwriting to improve your client's experience and capture more business- even during a pandemic.
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