Crump Insights

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 addresse...

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 on...

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 l...

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...

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 tr...

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 mo...

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...

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 f...

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 give...

Get the clarity you need on the One Big Beautiful Bill Act — the sweeping tax bill signed into law on July 4, 2025. What changed? What didn't? And most importantly — how does it impact your clients’ planning strategies and bottom line? Guest Carma McCallie, JD, CAP, VP of Advanced Sales at Crump, joins us to unpack the key provisions and highlight smart planning opportunities you can act on b...

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...

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. W...

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...

With a new administration, shifting policy changes, expiring tax laws, and economic uncertainty — estate and business planning is more complex than ever. 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...

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...

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...

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...

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 p...

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 ins...

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 b...

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, t...

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, Crump Karl Heideman, CLU, FLM...

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...

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 lays 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 regu...

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 hi...