Crump



HYPERLINK "" \t "_self" Site MapProducts and Services IndexInsurance IndexShareRate This Page??Crump Life Insurance ServicesOn This PageCrump Life Insurance Services Contact InformationRisk Management & Insurance PlanningInsurance PlaybookWho is Crump?What Reps Need to KnowHow to engage with CrumpAdditional Training and Marketing ResourcesSchwab AnnuitiesLast modified: 2020-10-27?Josephine.HenryMake a referral to Crump with the streamlined?Crump Insurance Referral?PDF form. (Open using Internet Explorer, not Chrome)Time Saving Tip: Add your information and save this referral form. Then just update the client information before submitting subsequent referrals. Check out this?Referral Form Tips job aid?for more info. Also, check out this job aid for?troubleshooting when the “Submit Referral” button is not clickable.Simply complete all required fields and click the “Submit Referral” button. After clicking submit, an email will automatically be created with the form attached and the email address prepopulated.Note:?When including the client’s name and contact information, after hitting ‘Send’ on the 1st email, be certain to hit ‘Send’ on the 2nd client confirmation email will automatically be created.Using?this form?allows you to direct Crump to contact your clients directly, or contact you first, whichever you prefer. For Crump to contact clients directly, the form now includes the client’s name, email and phone. Clients must verbally agree to the disclosure statement and the referrer must certify they read the disclosure and the client agreed.Once a referral is submitted, Crump will follow-up via email within 2 business days. Please note Crump is located on the east coast, therefore referrals submitted late afternoon, are processed the next business morning.Crump Life Insurance Services Contact InformationTo provide a great experience for Schwab Representatives and clients, Crump offers dedicated regional support, aligning a specific Insurance Specialist to regions/teams.Crump Regional Specialist ListCrump Life Insurance Referral & Business Development/Training requestsPhone:?1-800-891-8748, 8am – 7pm ET, M-FEmail:?SchwabReferral@Download:?Crump Referral FormAfter you submit a referral or business development training request, a Crump Specialist will respond in 24-48 hours.Policy ReviewsVideo:?Recorded Crump Policy Review presentationPhone:?1-800-891-8748, 8am – 7pm ET, M-FFax:?818-444-1400Email:?SchwabPolicyReview@Crump may need the client to complete an?In Force Ledger Request?to order the policy illustrations from the Carrier.Email??Insurance@?for any questions or concerns related to insurance at Schwab, Crump or SBIADuring regular business hours (8am – 7pm ET, M-F) email and voicemail referrals received by Crump will be answered on the same business day. After hours email and voicemail referrals will be answered by 10am ET the next business day.Return to TopRisk Management & Insurance PlanningRisk management and insurance planning is one of Schwab’s core planning topics and one of the 13 Wealth Management Issues. At Schwab, we believe that risk-management is critical to financial planning and modern wealth management. Clients should:Identify and manage risksSeek insurance options from reputable firms?for potential losses that they cannot self-insure with other resourcesWe believe that risk management comes first, when managing financial wealth and that insurance helps pool and manage risks that may be difficult to manage yourself. Please refer to the Risk Management and Insurance section of the?Schwab Center for Financial Research Financial Planning Playbook?for deeper insight into the Schwab perspective.Return to TopInsurance PlaybookThe Insurance?Playbook?is a comprehensive resource providing information on common insurance needs, strategies to address needs, guide to conversation and discovery as well as the process to introduce clients to Crump Insurance Specialists.This resource provides information to help uncover their clients’ insurance needs and arm you with the knowledge and tools to Learn, Activate, and Go further.The playbook includes in-depth, actionable insurance content such as:Schwab’s Insurance point of view (specific to Life, Long Term Care & Disability insurance)Contextual information pertinent to “Why insurance matters?”Schwab’s insurance spectrumStrategies that may be used to address client needs across the lifespan.A guide to discovery conversationsThe documented process and suggested language to introduce clients to Crump Insurance Specialists.Case studies for practice and role play.Use this playbook to sharpen foundational knowledge of insurance concepts and strategies, to help uncover client’s potential needs and position an introduction to your Crump Insurance Specialist.Additionally, check out the Playbook companion quick reference titled “Insurance strategies to help protect and preserve assets” that provides high level definitions of insurance strategy opportunities, conversations and referrals.Return to TopWho is Crump?A leading independent U.S. provider of life insurance and related products and services for financial institutions. Crump Life Insurance Services links a national network of approximately 200,000 financial services professionals with the products manufactured by approximately 100+ highly rated insurance companies. Crump shares Schwab’s values and offers a client-centered, consultative process to identify insurance needs based on each client’s unique situation. Crump aspires to be a dedicated member of your wealth management team, working to seamlessly incorporate insurance strategies into the financial planning process, and provides:Schwab-aligned values and a client focused approach?that ensures a consultative process to properly identify clients’ insurance needs based on each unique situationTraining and sales personnel?delivering life and related Insurance product expertiseEnd-to-end service model?for Schwab and our clientsA robust product offering, including a full suite of Life, Disability and Long-Term Care productsComplimentary Policy Review offering?for clients with existing insurance policies in placeIncorporation into the wealth planning strategyWhat life insurance products does Crump offer?Crump’s full range of life, disability and long-term care?insurance products available through Crump??includes:Term Life InsuranceUniversal Life including Guaranteed Universal LifeVariable Universal Life and Indexed Universal LifeSurvivorship or Second-to-DieWhole LifeShort and Long-Term Disability InsuranceTraditional Long-Term Care InsuranceHybrid Long-Term Care InsuranceReturn to TopWhat Reps Need to KnowCrump Sales ProcessDownload?Sales Process and Expectations one-pagerPlease note, once a referral received by Crump, an email will be sent back with a link to Calendly providing available dates and times of the aligned Crump Insurance Specialist.Schwab Representatives who indicate on the referral form that they prefer to set up the initial meeting with the Insurance Specialist will receive the email with the Calendly link, work with the client and select the date and time to schedule the meeting. Once scheduled a confirmation email will be sent with meeting details and the ability to add the meeting to their calendar. The Schwab Representative must forward the meeting maker to the client.Review your organization’s Compensation Guidelines for information on compensation for placed policies. Note for those roles eligible for compensation: once a policy is placed, payout does not occur for 45-60 days after placement date based on the required look back period.Eligibility and required trainingFCs, AFC, BMs, ABMs and all PPG roles are?required?to take this training before working with Crump.?Download these training materials?to review and to reinforce what you learn.Review the?Life, Disability, and Long Term Care Insurance Advice Policies and Guidelines?and?the Annuities and Insurance Rep and Supervisory Procedures.Additional resources:License Look-Up ToolHow to Get Your Insurance LicenseTransferring an Insurance License to SchwabMaintaining Your Insurance LicenseLog In to Kaplan via Single Sign OnGuidelines for licensed and non-licensed repsAvailable and Unavailable ProductsReturn to TopHow to engage with CrumpHow to refer clients to CrumpA client referral is a phone call or e-mail to Crump, requesting that Crump engage with the client in discussing a strategy for a potential insurance need. This includes reviewing existing life insurance policies as well as reviewing wealth preservation and transfer strategies for individuals, families and business owners.Schwab reps can refer clients to Crump in one of two ways:Call?800-891-8748, 8am – 7pm ET, M-F. Be prepared to provide Crump with the following client information:NameContact InformationAgeGenderState of residenceProduct interestSchwab partners (SPC, WSG, etc.)Any contact preferences you have for Crump communication, case updates, and inquiries to you or the clientFollow these steps to email Crump an insurance referral:Download this Download:?Crump Referral FormSave the file to your desktop or personal drive.Fill out the form.Click?Submit Referral.After clicking submit, an email will automatically be created with the form attached and the email address prepopulated.Note:?When including the client’s name and contact information, after hitting ‘Send’ on the 1st email, be certain to hit ‘Send’ on the 2nd client confirmation email will automatically be created. After you submit a referral, a Crump Specialist will respond in 24-48 hours.For CS&S, IDT, e-Services Reps and the Centralized Planning RepsCS&S, IDT and e-Services repsFor clients?with an assigned FC: Contact the FC to inform them of the insurance inquiryFor clients?without an FC: Ask the client to call Crump at?800-891-8748, 8am – 7pm ET, M-FCentralized Planning RepresentativesSubmit a referral on behalf of the client and/or contact the assigned FC, to inform them of the uncovered insurance need.If the client is unassigned, make an introduction to Crump by calling 800-891-8748, 8am – 7pm ET, M-F.For Independent Branch representativesPlease follow the same referral and sales processes outlined on this page above.Through Schwab’s relationship with Crump, Schwab representatives will be able to work with Crump’s eligible carrier partners* to obtain Service Agent of Record agreements that will enable Schwab IBLs and IBFCs to obtain access, review and make changes to their client’s existing policies. For more information, See our?Insurance Hold and Service workflow specifically for Schwab IBLs and IBFCsHow to engage with Crump reps for Business Development and TrainingFor business development, training or consultative requests, contact your Crump Regional Specialist:Team or Individual Training for the Branch Network and Planning & Portfolio Group (PPG)Training and sales personnel?are available to help deliver life and related Insurance product expertise. Crump is available for WebEx and on-site, in-location trainings for you and your team. Please reach out to your?Crump Regional Specialist?to schedule a training. The following are examples of their Internal Use only training presentation:Life Insurance Basics: The Referral/Application Process click?here?for BrainsharkReview the?Life Insurance Application timelineWelcome to CrumpWork with a Crump Specialist to identify insurance opportunities in your practiceAsk a Crump rep to help FCs understand the different types of products, trends, and how to apply those to your book of business.?Crump Specialists are available on demand to schedule a time to review and recommend.Review a client’s existing policy (Policy Evaluation Program) with a Crump SpecialistFor policies older than five years, Crump provides complementary policy reviews to ensure that the current policy meets the client’s needs today. If any changes to the policy are recommended, Crump will provide those to the Schwab rep and client.For any policies that need to be reviewed, please have your client send their existing policy to?SchwabPolicyReview@?and be sure to include both the client’s contact information and yours.CONNECT LettersSend a CONNECT letter to a client in your book of business. These encourage policy reviews and insurance discussions. Follow?Jumpword: CONNECT. Select?Mailing > Sales > Insurance.Client Events (virtual or in-person)Send an email to?Insurance@?to request and schedule a Crump Insurance Subject Matter Experts to host a Speaker Series event.How Crump conducts a Policy ReviewBecause the performance of many life insurance policies fluctuates and clients’ circumstances change, you should review their coverage annually depending on the insurance product. Crump experts can use their industry knowledge to help identify the best and most cost-effective products available to suit your clients’ needs. For any existing policies, Crump will do a complimentary Policy Review, and use the?Policy Evaluation Program Overview?to have a better idea of the process – this is an internal use only document.Download Crump’s Policy Review, an internal use only document.Identify client(s) best suited for a policy review: Make this client-facing resource,?Have You Looked at Your Life Insurance Lately?, available to those clients who would benefit from a policy review.Invite the client to a meeting with you and a Crump specialist for a review.Contact your?Crump Regional Specialist?or call?800-891-8748, 8am – 7pm ET, M-F to set up a joint meeting.For policy reviews, Crump may need the client to complete an?In Force Ledger Request?to order the policy illustrations from the Carrier.Crump provides analysis and potential recommendations.Crump Specialist will begin the application process. (See?Crump Sales Process?for more details.)Return to TopAdditional Training and Marketing ResourcesInternal use onlyGeneral InsuranceInsurance Products Available Through CrumpInsurance Products Not Available Through Crump?Maximizing Lifetime GiftingLife Insurance Policies with Long-Term Care RidersPlanning For Estate and Inheritance TaxesSpousal Lifetime Access TrustsSocial Security MaximizationSurvivor Standby Trust StrategyTax Treatment of Various Long-Term Accumulation VehiclesWealth Transfer StrategiesLong Term Care InsuranceThey Earned It, Now Protect It; Extended Care Planning?Starting the Conversation: Extended Care Planning?Types of Long Term Care Services?Options for Business OwnersBusiness Insurance: Conversation StartersBusiness Insurance: Just AskBusiness SolutionsBusiness Succession Planning?Client-facing Marketing MaterialsYour Guide to Insurance ServicesHave You Looked at Your Life Insurance Lately?Long Term Care Insurance ................
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