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. 

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. 

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

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

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.

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. 

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.

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. 

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.

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. 

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.