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>>

Thanks! It has pockets! — Understanding the Needs of Our Insurance Clients

10 Aug
Guest contributor Courtney Kulp, ALMI, ACS, supervisor, sales development specialist at Crump Life Insurance Services.

How many times have we heard a woman receive a compliment on a piece of clothing she is wearing, and her response is, “Thanks! It has pockets!”? Not having pockets means that women are left scrambling to create a makeshift pocket out of another part of their clothing.

Insurance isn’t an industry where we can add pockets to our clients’ garments. But how many of our clients have a need that we don’t even know exists because we haven’t been faced with that need in our own lives? More>>

Customer Service is Always Easy… Until It Isn’t!

20 Jul

Guest contributor Joanne Pietrini-Smith, chief operating officer at Crump Life Insurance Services.

Henry Ford debuted his Model T car in 1908, which was revolutionary for many reasons — including that Ford offered a windshield as an option. At about the same time, department store pioneers like John Wanamaker, Marshall Field, and Harry Gordon Selfridge began using what would become the universal customer service phrase: “The customer is always right.”

Times have changed. Cars come standard with not only windshields but also onboard computers and state-of-the-art entertainment. One thing that has not changed, however, is that the customer is always right. But what happens when the customer isn’t right? Let’s look at how financial professionals can use their expertise and the latest tools to best respond to, maintain, and further develop client relationships. More>>

Blending Digital Solutions with Traditional Processes

13 Jul

Guest contributor Travis Phillips, vice president, digital solutions at Crump Life Insurance Services.

It has been a long and winding road, but we are finally seeing digital disruption in the life insurance industry, allowing price and process to converge. The value of personal relationships, both those financial professionals have with their client and with distributors like a brokerage general agency, are key to determining the specific insurance needs of clients and navigating through the many available products to find the best solutions. A digital-first strategy is essential for financial professionals to take advantage of this disruption, but unlike some industries being transformed by technology, our industry will never be digital-only. At our organization, Crump Life Insurance Services, a leading national life insurance brokerage general agency, we want things to be simple. More>>

3 Ways to Improve Your Cold-Calling Skills

25 May

Guest contributor Brooklynn Slaughter, direct sales representative at Crump Life Insurance Services.

With a shift toward new digital sales techniques and technologies, it’s easy to forget the value of traditional cold calling in building business relationships. Cold calling has been around for years, and in the world of insurance, we continue to lean on this method because it works.

Here are three recommendations to help you achieve cold-calling success. More>>

Employment, Life Insurance and Your Client’s Legacy

2 Mar

As the saying goes, family isn’t just an important thing, it’s everything.

During a time when the COVID-19 pandemic has wrapped its arms around families worldwide for nearly two years, the insurance industry has seen immediate and extended family units make strides to care for and protect loved ones in unprecedented forms.

There’s been a collective shift in priorities, habits, and the perception of life insurance as an afterthought for many. Life insurance agents, brokers, and consultants can ride this changing perception to help their clients. More>>

Why You Should Play a Game That Imagines Your Company’s Demise

15 Dec

When it comes to running a successful business, games are not usually considered an important part of work. But they’re essential for any businesses that want to survive and thrive. Many established businesses can find it difficult to break from the old ways of doing things. But what happens when a crisis hits — a global pandemic or a startup disrupts their industry? Read on to find out how strategic games can help people — and companies — break out of ruts. More>>

Online Tools That Can Boost Your Sales

28 Jul

Guest contributor: Ron Bernas, digital content manager, marketing at Crump Life Insurance Services.

As financial professionals, we spend so much time living in our own world of industry news, trends and even jargon that it can be hard to distinguish what we know as everyday language from what our customers likely understand. It’s no wonder that our efforts to grow our existing business and prospect for new opportunities can often lead to some head scratching – “I’ve tried everything” or “I’ve used the same tactics year after year, now what?” More>>

How Financial Professionals Can Achieve Their Business Goals

30 Jun

Not having goals and a plan is like going on a trip, but you don’t know where you’re going or what you need to do to get there. You could just get in your car and start driving, but what if you can’t get to your destination by car? Or, what if you are driving in the wrong direction? You may eventually get there, but it will take more time, effort and resources. More>>