Static Assumption Do Not Account for Unforeseen Risks

23 Nov
Guest contributor Reggie Phillips, CLU, ChFC, CASL, is manager—insurance strategists at Truist Life Insurance Services.

How do financial professionals incorporate conversations around the risk of long-term care into their planning? Although the financial impact can be quantified by analysis, the focus first should be on the emotional impact on the family and the struggles of caregivers who would provide care.

Read on for some positioning statements and questions to help your clients think through their potential future need for long-term care. More>>

Six in 16: My Family’s Military Journey and Reflections on Security

10 Nov

Guest contributor Kim Stringer is an insurance specialist with Truist Life Insurance Services.

Military spouses are essentially running single-parent households and have a lot on their plates in addition to the stress of worrying about their deployed partner. With a high frequency of relocation, they also may not have the deep family connections that many of us rely on for advice and support. And with many of the military spouses’ benefits ending when they retire, typically at an earlier age than others retire from the general workforce, their planning needs are different. Take all these factors into consideration and you can offer a great service to those who provide a great service to all of us. More>>

What Butterfly Gardens and Insurance Brokers Have in Common

2 Nov

Guest contributor Dorothy Bonett, ALMI, AIRC, ACS, is vice president, sales development and marketing enablement at Crump Life Insurance Services.

I took my granddaughter to a local park recently, and to my surprise, we found many butterflies gathered in what is otherwise an open area. As we continued exploring the small area, we noticed a sign stating that this area in the park is designed specifically with butterflies in mind. It had all the flowers and plants that made them thrive.

Still, it fascinated me. The park is wide open with acres and acres of land. The butterflies were free to roam wherever they wanted, yet hundreds chose this small park area to call their home. Reflecting on what financial professionals provide clients reminds me of this butterfly garden. More>>

Addressing the Two Most Common Objections to Buying Life Insurance

19 Oct
Vice president of Advanced Sales, Carma McCallie, JD, shares how financial professionals can overcome common client objections to buying life insurance.

Life insurance can play an important role in completing clients’ planning goals. I can’t tell you the number of times that I’ve seen a policy make a significant difference after the death of the insured — for example, children being able to go to college, spouses not having to sell off assets to survive, or even family businesses continuing after the owner’s death. So many other situations exist where life insurance benefits are crucial in accomplishing clients’ goals. Sometimes, however, having an open conversation with clients about the protection and benefits of life insurance can be met with objection. How do financial professionals overcome common client objections? More>>

Back to the Basics of Selling as We Creep Toward Year-End

12 Oct
Guest contributor Jenn Beck, senior marketing specialist at Crump Life Insurance Services.
Whether financial professionals are new to the industry or seasoned veterans, growing a business portfolio is imperative. Year-end is slowly creeping into the picture, and generating new business only becomes more vital as we approach the backend of 2022. Financial professionals looking to add life insurance, long term care/linked benefits, disability insurance or annuities into their practices can leverage these ideas and tools to help finish the year strong. More>>

Invisible Illness and DI: A Wholesaler Learns a Sad Lesson

5 Oct
Guest contributor Anna Bowden, disability insurance wholesaler at Crump Life Insurance Services.

Rheumatoid arthritis, multiple sclerosis, fibromyalgia, mental illness, and other types of chronic pain and fatigue are not illnesses with outward displays of their symptoms. Sometimes there is no indication to the person suffering that this illness will overtake their lives. But often, it does. It is surprising how life can change without warning and never again be the same. More>>

What Your Clients Need to Know About Rising Interest Rates

28 Sep
Guest contributor David Bauer CLU, ChFC, is director, advanced sales, and Brandi Graver, CLU, is director, advanced sales, Crump Life Insurance Services.

Are your clients watching interest rates rise and wondering how those rates impact their financial plans? One of life insurance’s advantages is the fact that it is a non-correlated asset and is not strictly tied to market fluctuations.

However, insurance is still influenced by interest rates. Interest rates impact the assets that insurance companies hold on their balance sheets as well as the math behind many popular advanced sales concepts. More>>

Helping Younger Clients Get the Most of a Good Thing

21 Sep

Guest contributor Kelly Chatham, senior marketing specialist, at Crump Life Insurance Services.

Clients in the demographic group between the ages of 20 and 35 are beginning to enter the workforce, with many having completed college and attended graduate or post-graduate school. During these years, many clients are faced with debt such as student loans, rent or mortgage payments, transportation costs, and paying for travel and entertainment. Due to the various pulls on their incomes, many young professionals struggle to save for the future. Here are a few simple ideas about how to incorporate insurance products during this stage of life. More>>

Policy Review: Make Sure Your Clients’ Life Insurance is Still Working for Them

14 Sep

Guest contributor Carma McCallie, JD, is vice president, advanced sales, at Crump Life Insurance Services.

Change is inevitable. Our clients’ lives are constantly changing, and as their financial professionals, we recognize that their financial needs and goals also change. By regularly reviewing their portfolios, we help to ensure that their asset mix matches where they currently are in life and where they plan to go. However, one vital component of their overall plan often gets overlooked in that review process — and that component is insurance. More>>

Navigate Stock Risks with Life Insurance

31 Aug
Guest contributor Chris Seebeck, senior vice president, institutional experience and strategic growth at Crump Life Insurance Services.

If you have been providing financial advice to clients for more than 20 years, then you have experienced sustained market challenges. Call it the “mentality of the bull.” Still, despite some COVID-related market disruptions, the past 10-plus years of continuous growth in the markets have given some clients amnesia to market challenges and the concept of cyclical recessions. That can make for some tough conversations, but these times can also be terrific opportunities to build deeper relationships with clients when you work them through the plans you have in place and how you anticipated events like these. Hurray for good planning! More>>