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, Crump

Michael 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, 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 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, Crump
Clark Smith, Vice President of Sales, Truist Life Insurance Services

Read more +
Don't Let the Sun Set on Today's Planning Opportunities: Shifting Estate and Gift Tax Obligations

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, Crump
Karl Heideman, CLU, FLMI, AIRC, ARA, ACS, ALU, Director, Crump Advanced Sales
Carma 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 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 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 professionals, 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.