Crump Insights

Where are the biggest growth opportunities in today's insurance market? They may be right in front of you. In this episode of Crump Insights, Joe Johns joins leaders from Nationwide, OneAmerica Financial, and Principal to discuss underserved and untapped markets, including multicultural communities, small business owners, and older clients. Listen as they share practical strategies for identifying unmet needs, starting meaningful client conversations, and uncovering planning opportunities to strengthen legacy, retirement, and long-term care protection. 

Crump Host: Joe Johns, Chief Strategy & Operations Officer

Guests:

• Nationwide: Holly Snyder, President
• OneAmerica Financial: Jeff Levin, Vice President, Care Solutions
• Principal: Kathleen Souhrada, Vice President, Non-Qualified Deferred Compensation & Life Administration 

This episode is part of Crump’s Insurance Influencer Perspectives series — conversations with carriers, independent financial professionals, and institutional organizations on how risk management solutions are evolving. Episode 4 of 5.

For Financial Professional Use Only. Products and programs offered through Crump are not approved for use in all states. Not all applicants will qualify for coverage. Policy terms, conditions, and limitations will apply. Crump does not provide any tax or legal advice. Insurance products are available through Crump Life Insurance Services, LLC, AR License #100103477. Variable insurance material is for broker-dealer or registered representative use only. 

Artificial intelligence has rapidly evolved from an industry buzzword to a business reality. In this episode of Crump Insights, Joe Johns talks with carrier leaders about their use of AI in insurance. They share their experiences moving from experimentation to deployment, where AI adds value, and how technology improves underwriting, service, support, and operations.

The conversation also addresses what these developments mean for financial professionals, the opportunities on the horizon, and why human expertise remains essential despite AI advancements. Whether understanding AI's impact or its future, this discussion offers practical insights from industry leaders.

Crump Host: Joe Johns, Chief Strategy & Operations Officer

Guests:

• Prudential: Dan Jennings, Chief Product Owner, IOI Distribution
• Securian: Chris Owens, Sales & Distribution Leader

This episode is part of Crump’s Insurance Influencer Perspectives series — conversations with carriers, independent financial professionals, and institutional organizations on how risk management solutions are evolving. Episode 3 of 5.

For Financial Professional Use Only. Products and programs offered through Crump are not approved for use in all states. Not all applicants will qualify for coverage. Policy terms, conditions, and limitations will apply. Crump does not provide any tax or legal advice. Insurance products are available through Crump Life Insurance Services, LLC, AR License #100103477. Variable insurance material is for broker-dealer or registered representative use only. 

The conversation around longevity is evolving, as is the role of insurance. In this episode, industry and research leaders explore how wellness, behavior, and scientific advances are shaping the understanding of longevity and its role in financial planning. Conventional methods, centered on financial forecasts, are shifting toward a broader perspective — one that includes health, lifestyle, and ongoing client engagement.

As people live longer, planning grows more complex and requires personalized strategies. This discussion highlights the importance of financial professionals in helping clients consider not only their possible lifespan but also their preparedness for a range of planning outcomes.

Crump Host: Joe Johns, Chief Strategy & Operations Officer

Guests:

• John Hancock: Matt Gibson, AVP, Longevity & Behavioral Insurance Enablement
• Abacus Global Management: Dr. Jay Olshansky, Academic in Residence 

This episode is part of Crump’s Insurance Influencer Perspectives series — conversations with carriers, independent financial professionals, and institutional organizations on how risk management solutions are evolving. Episode 2 of 5

For Financial Professional Use Only. Products and programs offered through Crump are not approved for use in all states. Not all applicants will qualify for coverage. Policy terms, conditions, and limitations will apply. Crump does not provide any tax or legal advice. Insurance products are available through Crump Life Insurance Services, LLC, AR License #100103477. Variable insurance material is for broker-dealer or registered representative use only. 

What triggers a disability insurance (DI) benefit — and what does a real claim look like?

In this episode of Crump Insights, Kenny Russell and Jeff Deren explore the claims side of disability income insurance and how DI works when it matters most.

Gain practical insight into:

• What commonly drives claims, and the role illness plays versus injury
• How key policy definitions translate from contract language to real-life outcomes
• What financial professionals should understand to set clearer client expectations
• Why thoughtful policy design directly impacts how coverage performs under a claim

With a perspective grounded in real-world experience, this episode reinforces the role of DI as a core component of financial planning and provides a practical framework for client conversations.

Guests:
Kenny Russell, Director, Crump Disability Solution Center
Jeff Deren, National Vice President, Individual DI Sales, Principal

For Financial Professional Use Only. Products and programs offered through Crump are not approved for use in all states. Not all applicants will qualify for coverage. Policy terms, conditions, and limitations will apply. Crump does not provide any tax or legal advice. Insurance products are available through Crump Life Insurance Services, LLC, AR License #100103477. Variable insurance material is for broker-dealer or registered representative use only. 

The pace of change in insurance has never been faster. In this episode, carrier leaders unpack what’s driving new product design, evolving underwriting approaches, and modern distribution strategies — and what those shifts mean for financial professionals and their client relationships.

Crump Host: Joe Johns, Chief Strategy & Operations Officer

Guests: 

• MassMutual Strategic Distributors: Josh Lubas, CLTC, ALHC, Head of Life & Disability Distribution
• Lincoln Financial: Stevan Cohen, VP, National Sales Manager
• Banner Life: Fred Tavan, SVP, Chief Pricing Officer, Chief Actuary

 
This episode is part of Crump’s Insurance Influencer series — conversations with carriers, independent financial professionals, and institutional organizations on how risk management solutions are evolving. Carrier Perspective — Episode 1 of 5. 

Disclosure:
Stevan Cohen is a registered representative of Lincoln Financial Distributors, Inc., a wholesaling broker-dealer affiliate of Lincoln Financial. Remarks are the participants' thoughts only and are not necessarily representative of Lincoln Financial. Lincoln is not affiliated with the other carriers mentioned.

For Financial Professional Use Only. Products and programs offered through Crump are not approved for use in all states. Not all applicants will qualify for coverage. Policy terms, conditions, and limitations will apply. Crump does not provide any tax or legal advice. Insurance products are available through Crump Life Insurance Services, LLC, AR License #100103477. Variable insurance material is for broker-dealer or registered representative use only. 

With gift and estate tax exemptions at historic highs, lifetime gifting has never offered more opportunity. In this episode of Crump Insights, Carma McCallie explains how financial professionals can help clients make gifts that do more — stretching exemption amounts, benefiting multiple generations, and creating lasting impact.

From valuation discounts and dynasty trusts to leveraging existing trusts with life insurance, this conversation highlights practical ways to turn gifting into a powerful legacy‑planning tool — while the window is still open.

Guest: Carma McCallie, JD, CAP®, Vice President, Advanced Sales, Crump

For Financial Professional Use Only. Products and programs offered through Crump are not approved for use in all states. Not all applicants will qualify for coverage. Policy terms, conditions, and limitations will apply. Crump does not provide any tax or legal advice. Insurance products are available through Crump Life Insurance Services, LLC, AR License #100103477. Variable insurance material is for broker-dealer or registered representative use only. 

Long-term care (LTC) insurance is evolving fast. In this episode, Rick Stewart from Crump explains how product innovation is reshaping the industry around flexible, client-focused solutions.

Life insurance combo products and annuities with LTC riders are now among the fastest-growing options. Add to that, joint policies for couples and new short-term care plans, and financial professionals have more opportunities to meet a wide range of budgets, ages, and care needs.

Find out how to help your clients plan for care without overspending, missing underwriting windows, or putting their retirement at risk.

Guest: Rick Stewart, CLTC, Vice President, Long-Term Care Sales, Crump

For Financial Professional Use Only. Products and programs offered through Crump are not approved for use in all states. Not all applicants will qualify for coverage. Policy terms, conditions, and limitations will apply. Crump does not provide any tax or legal advice. Insurance products are available through Crump Life Insurance Services, LLC, AR License #100103477. Variable insurance material is for broker-dealer or registered representative use only. 

Looking for ways to build stronger client connections while addressing wealth gaps? In this episode, we delve into Prudential’s Blueprints to Black Wealth initiative and its impact in the industry. Crump's Sales Director, Jill Coyne, talks with Keita Cline, Prudential's Vice President of Business Development and Market Expansion. They share insights on how the platform empowers financial professionals to connect with broader communities through culturally relevant financial strategies. We also spotlight a success story that illustrates the tangible impact of these conversations. From sparking authentic connections to creating new opportunities for clients and financial professionals alike, Blueprints to Black Wealth is more than a strategy — it’s a movement.

Guests: Jill Coyne, CLU, Sales Director, Crump, and Keita Cline, CLU, ChFC, Vice President, Business Development and Market Expansion, Prudential

For Financial Professional Use Only. Products and programs offered through Crump are not approved for use in all states. Not all applicants will qualify for coverage. Policy terms, conditions, and limitations will apply. Crump does not provide any tax or legal advice. Insurance products are available through Crump Life Insurance Services, LLC, AR License #100103477. Variable insurance material is for broker-dealer or registered representative use only. 

If you’ve been asking, “What now?” after the OBBBA, this episode provides the strategies to help clients move forward with clarity and confidence. Senior VP of Crump Advanced Sales, Carly Brooks, joins us to dig into the planning opportunities, like dynasty trusts, ILITs, grantor vs. non-grantor strategies, and the evolving role of life insurance in legacy preservation. She also shares insights for business owners, high-net-worth families, and nonprofits navigating the expanded excise tax rules.  

Depending on where your clients are in their journey, OBBBA opens up some pretty powerful strategies. Let’s get into it!

Guest: Carly Brooks, JD, CFP, CLU, Senior Vice President, Advanced Sales, Crump Life Insurance Services

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OBBBA Summary of Key Changes

For Financial Professional Use Only. Products and programs offered through Crump are not approved for use in all states. Not all applicants will qualify for coverage. Policy terms, conditions, and limitations will apply. Crump does not provide any tax or legal advice. Insurance products are available through Crump Life Insurance Services, LLC, AR License #100103477. Variable insurance material is for broker-dealer or registered representative use only. 

Life insurance policies aren’t “set it and forget it” assets — they need to evolve with clients’ lives. In this episode, we break down why policy reviews are essential, how to ask the right questions, and how to identify opportunities to protect clients and grow your practice. You’ll hear real-world success stories, learn the step-by-step review process, and discover how partnering with Crump gives you the tools, resources, and expertise to make policy review a seamless part of your business.

Guest: Chris Weir, Vice President, Crump Internal Sales

*Policy Review is a complimentary service offered by Crump Life Insurance Services to assist policy owners in analyzing their existing insurance policies. It is not a program designed to encourage consumers to replace existing insurance policies.

For Financial Professional Use Only. Products and programs offered through Crump are not approved for use in all states. Not all applicants will qualify for coverage. Policy terms, conditions, and limitations will apply. Crump does not provide any tax or legal advice. Insurance products are available through Crump Life Insurance Services, LLC, AR License #100103477. Variable insurance material is for broker-dealer or registered representative use only.