Crump Insights

In this episode, we break down why fixed indexed annuities (FIAs) are gaining renewed attention in today's volatile market. Alissa Hufford, Sales Director at the Crump Annuity Solution Center, joins the podcast to cover key selling points like principal protection amid market volatility, tax-deferred growth, and competitive income options — including lifetime income riders. With interest rates at multi-year highs and clients sitting on record levels of cash, FIAs offer a timely solution for those seeking downside protection and guaranteed income. This conversation gives financial professionals clear language, positioning tips, and insight into why FIAs can be a strong addition to the planning conversation right now.

If your client's next paycheck was their last for the next four years — what would they do? In this episode, we dig into why Disability Insurance (DI) is a critical (yet often overlooked) part of a sound financial plan. Kenny Russell and Michael Prothe discuss how to position DI as income protection, break down common client misconceptions, and offer practical tips for starting the conversation. With over 90% of DI claims tied to illness, not accidents, this is a must-listen for financial professionals looking to close a major gap in financial planning.Guests: Kenny Russell, Director of Disability Sales, CrumpMichael Prothe, Regional Director, IDI Sales, The Standard

In this episode, we explore the Survivorship Standby Trust (SST), an innovative estate planning strategy that balances tax savings and control. Tom McKay, Director, Advanced Sales at Crump, who has personally implemented this strategy, walks us through how it works, who it benefits, and why it's an essential consideration for flexible estate planning. Gain key insights into optimizing wealth transfer with built-in flexibility. 

Business owners face a unique set of challenges when it comes to succession planning — especially in a rapidly changing legal and economic environment. In this episode, Carma McCallie returns to discuss how tax law changes, recent Supreme Court rulings, and evolving trust strategies impact business succession planning. Discover key insights on grantor trusts, business entity conversions, and life insurance strategies to help secure the future of your business.

With a new administration, ongoing policy changes, expiring tax laws, and economic uncertainty — estate and business planning has never been more complex. In this episode, Carma McCallie, Vice President of Advanced Sales at Crump, breaks down the importance of building flexibility into estate plans using trusts. Learn how to navigate potential tax changes, avoid "analysis paralysis," and ensure your plan can adapt to whatever the future holds.

We conclude our four-part series with Crump President & CEO Mike Martini and Senior Vice President and Head of Underwriting Chris Cook discussing the art of field underwriting. No one knows your client like you do, and with the data sources available today, field underwriting is more important than ever. Gathering information and preparing clients for the process upfront can turn what used to be a months-long approval into days—or even minutes.

In part three, Mike Martini, President & CEO of Crump, and Chris Cook, SVP of Underwriting at Crump, delve into the timely topic of genetic testing and its impact on life insurance underwriting. They discuss the regulatory landscape across states and for insurance carriers, sharing how Crump is a trusted resource for professionals handling client cases involving medical histories with genetic testing.

In part two of our special series, we learn why it's more than just life insurance—it's living insurance. Mike Martini, President & CEO of Crump, and Chris Cook, SVP of Underwriting at Crump, discuss how preventive health screenings are transforming the life insurance industry. Learn about cutting-edge tests like the Galleri® cancer test and Prenuvo's full-body MRI, which help policyholders monitor their health post-issue and catch issues early. Hear personal experiences and how these innovations are reshaping both life insurance and longevity. 

We open our four-part series with Crump President & CEO Mike Martini and Senior VP of Underwriting Chris Cook discussing the evolution of life insurance, featuring historically low pricing and innovative products like VUL and IUL. They explore the shift from traditional death benefits to products centered on wealth accumulation and healthy living. Plus, learn about the rise of "living insurance," where post-issue wellness monitoring helps policyholders maintain better health. With innovative product designs and accelerated underwriting, life insurance is now more accessible, flexible, and aligned with today's financial needs.

The market for top talent remains tight, particularly for small business owners. With year-end planning and benefits season underway, now is an ideal time for business owners to consider or review executive compensation plans. In this timely episode, Tom McKay, Director, Crump Advanced Sales joins us to share how these conversations can lead to cost-effective and tax advantaged opportunities for business owners to enhance compensation for key employees.

The Tax Cuts and Jobs Act of 2017 will sunset at the end of 2025. According to the Tax Foundation, more than 60% of tax filers could face increased taxes—particularly high-net-worth clients. In the estate planning world, that means the current $13.61 million exclusion for individuals (or $27.22 million for couples) will expire and revert to almost half that amount. In this episode, our guests explore the implications and offer solutions and planning strategies. Joining us:Carma McCallie, J.D., Vice President, Advanced Sales, CrumpClark Smith, Vice President of Sales, Truist Life Insurance Services

Implementation of the Department of Labor's Retirement Security Rule is on hold after a successful challenge by Finseca, the American Council of Life Insurers and several other insurance trade organizations. Texas Federal Court Judge Reed O'Connor said the industry is "virtually certain" to succeed in claims against the DOL.So what does this mean for financial professionals, the insurance industry, and recommendations related to transfers from qualified plans? Download this episode to hear Joy Dawe, Crump's Senior Vice President of Market Conduct, and Armstrong Robinson, Finseca's Chief Advocacy Officer, discuss the latest news and share their insights on the rule and its impact on the industry.Learn more:https://www.finseca.org/dol-update/

According to US Census data, 14% of the US population, or 46 million, are foreign-born and/or non-citizens. This represents a significant life insurance sales opportunity, as foreign nationals seek safety and security from US life insurance carriers. In this episode, our Crump experienced professionals explore the opportunity. Joining us:Jess Metz, Regional Director, CrumpKarl Heideman, CLU, FLMI, AIRC, ARA, ACS, ALU, Director, Crump Advanced SalesCarma McCallie, JD, Vice President, Crump Advanced Sales

With roughly 40 percent of Americans in the overweight or obese category and as little as 12 percent of U.S. adults considered metabolically healthy, obesity plays a major role in life insurance underwriting. In this episode, Emily Bancroft, MS, ALMI, AIRC, ACS, ALU Certified Underwriter and Senior Underwriter at Crump Life Insurance Services, joins us to share advances in obesity management which aid in underwriting.  

With an election year ahead and key provisions of the Tax Cuts and Jobs Act of 2017 sunsetting on December 31, 2025, the year ahead lay the foundation for what could be a significant impact on clients' estate planning strategies in the years to come. In this episode, Joy Dawe, Senior Vice President, Market Conduct, and Jon Whitacre, JD, CLU, ChFC, Director of Advanced Sales, preview the regulatory and tax implications facing our clients. 

We are hearing A LOT about AI, or artificial intelligence. But how is it impacting the life insurance industry? How are carriers integrating AI into their underwriting platforms? And how can insurance producers and financial professionals use digital tools to enhance and grow their practice? In this timely season opening download, Crump Vice President of Digital Solutions Travis Phillips shares his insights.

November is Long Term Care Insurance (LTCi) Awareness Month, and with upcoming holiday gatherings, it's a good time to chat about this important topic with loved ones. In this timely episode, Rick Stewart, CLTC, director of sales, LTC Solutions Center, shares five key tips for financial professionals to ensure sales success with LTCi.

Straight from the pages of true crime, and the popular podcasts that captivate audiences, we bring you a real life case to discuss with our experts. In this episode, Andrea Ploch, Vice President, Carrier Relations, and Steve Kroeger, CLU, HIA, MBA, Vice President, Advanced Sales, share a popular true crime case and how you can help your clients avoid a similar, scary outcome.

Without proper succession planning, execution of that planning, and following the directives set forth, even the most basic estate or business transition can become an adventure and attract scrutiny from the IRS. In this timely episode, we welcome Jon Whitacre, JD, CLU, ChFC, and director of Advanced Sales at Crump Life Insurance Services to explain why Connelly vs United States is so important to financial advisors, life insurance producers, and clients. He offers solutions to avoid what happened in this landmark case. 

With Medicaid costs skyrocketing, states are taking action, mandating income taxes to provide for state-funded long term care insurance programs. This action will have a significant impact on the choices clients have for covering their long term care needs. In fact, some states are considering banning private LTC insurance in lieu of the state option. In this timely episode, Crump's Rick Stewart provides an update on which states are currently considering this action, and what you can do to serve your clients before it's too late.

With an increasingly diverse population, it's important for financial professionals to expand their client base. The LGBTQ+ population is an underserved demographic. While financial planning is now in step with straight couples, there are specific challenges that the LGBTQ+ population faces. In this episode, Michael Rusk, senior vice president, Internal Sales and Administration at Truist Life Insurance Services shares his personal experience and professional insight.

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.

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.

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.

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.

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.

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

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.

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.

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.

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.

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.

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.

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.

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.

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.

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.

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.

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.

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, CrumpGene Zimmerlink- Head of Life Underwriting & New Business, Allianz Life Insurance CompanyMike Link- Chief Underwriter, Global Atlantic Financial GroupChris Weber- Deputy Chief Underwriter, National Life Group

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.

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!

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. 

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 vaccinationUnderwriting impacts on non-vaccinated clientsBusiness valuations during COVID, and beyond...Insurance industry transformation due to COVID-19Joining 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 MarketsJoel Larson, CLU®, FALU, FLMI, MBA, VP, Life Underwriting, PrudentialChris Regione, ChFC®, CLF®, CLU®, FALU, FLMI| AVP, Chief Underwriter, Underwriting Strategy & Mortality Management | Sammons® Financial Group Companies

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 MarketsJoel Larson, CLU®, FALU, FLMI, MBA, VP, Life Underwriting, PrudentialChris Regione, ChFC®, CLF®, CLU®, FALU, FLMI| AVP, Chief Underwriter, Underwriting Strategy & Mortality Management | Sammons® Financial Group Companies

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.

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.

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.

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.

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.

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.