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>>

Go Where People Are Not Going: Serving the Female Investor

29 Jun

Guest contributor Eileen Shovlin, regional director at Crump Life Insurance Services.

A mentor once told me to “go where people are not going,” and I’ve kept this advice in mind as I work to help financial professionals grow their businesses. Our discussion focused on how to grow your new client business by going where people are not going: serving the female investor. More>>

5 Things New Physicians Must Know About Individual Disability Insurance

4 May

In the next few months, a new class of medical students will graduate and enter into their residency or fellowship programs.

As they prepare for the beginning of their careers, many establish relationships with a financial advisor to protect the investment of time and money they have made in their education that should eventually reward them with long and lucrative careers.

One way you can help your medical resident clients solidify their financial plan is by offering income protection through individual disability insurance. More>>

Life Insurers: Lessons from The Past, Looking Toward The Future

8 Dec

Will the life insurance industry see a repeat of what happened after a historic pandemic swept the world about a century ago? As life insurers ride a wave of increased sales in the wake of COVID-19, one industry leader looked to the Spanish flu pandemic of 1918-19 and expressed his hope that a post-pandemic sales slump won’t be around the corner. COVID-19 made consumers more aware of their mortality and more aware of why they need life insurance. More>>

Introducing New Content for Long-Term Care Insurance Awareness Month

3 Nov

November is Long-Term Care Insurance (LTCI) Awareness Month. While Life Happens does not oversee or coordinate this campaign, we think it’s important to support our members who work with this product. It’s a month when the industry comes together to share the message that getting long-term care insurance can cover the cost of care when you need it most. This guide provides strategies and tips you can use to participate in November’s Long-Term Care Insurance Awareness Month. More>>

The Gender Divide

26 May

A MAN AND A WOMAN WALK INTO AN ADVISOR’S OFFICE …

No, it’s not the setup of a well-trodden joke. In fact, the difference in treatment that male and female clients receive is far from humorous.

While many financial advisors claim or even believe they treat all clients equally, regardless of their gender, studies show a significant difference in the way advisors work with men and women. The culprit for this inequitable treatment? Unconscious, or implicit, gender bias. More>>

The Time is Right to Close the Life Insurance Gap

19 May

In 2010, 63% of Americans had life insurance, according to LIMRA. By last year, that number had dropped to just 54%. LIMRA’s research also revealed that 30 million American families lack life insurance, and another 30 million more are underinsured. That is a tremendous gap that leaves far too many families at risk. More>>

9 Concepts to Eliminate from Disability Insurance Sales Conversations

12 May

Poet William Butler Yeats once said to “think like a wise man, but communicate in the language of the people.” While it’s true that the right verbiage and empathetic delivery may show clients, you understand their unique reality and circumstances, even the most well-spoken and expert insurance professionals can’t guarantee a disability insurance (DI) sale. More>>