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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.Henry

Make 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 List Crump Life Insurance Referral & Business Development/Training

requestso Phone: 1 - 8 0 0 - 8 9 1 - 8 7 4 8 , 8am – 7pm ET, M-Fo Email:  SchwabReferral@Crump.como Download: Crump Referral Formo After you submit a referral or business development training request, a

Crump Specialist will respond in 24-48 hours. Policy Reviews

o Video: Recorded Crump Policy Review presentationo Phone: 1 - 8 0 0 - 8 9 1 - 8 7 4 8 , 8am – 7pm ET, M-Fo Fax: 8 1 8 - 4 4 4 - 1 4 0 0o Email:  SchwabPolicyReview@Crump.com

Crump may need the client to complete an In Force Ledger Request  to order the policy illustrations from the Carrier.

Email    Insurance@Schwab.com  for any questions or concerns related to insurance at Schwab, Crump or SBIA

During 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.

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Risk 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:

1. Identify and manage risks2. Seek insurance options from reputable firms for potential losses that

they cannot self-insure with other resources

We 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.

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Insurance 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 spectrum Strategies that may be used to address client needs across the lifespan. A guide to discovery conversations The 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.

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Who 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 situation

Training and sales personnel delivering life and related Insurance product expertise

End-to-end service model for Schwab and our clients A robust product offering, including a full suite of Life, Disability and

Long-Term Care products Complimentary Policy Review offering for clients with existing

insurance policies in place Incorporation into the wealth planning strategy

What 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 Insurance Universal Life including Guaranteed Universal Life Variable Universal Life and Indexed Universal Life Survivorship or Second-to-Die Whole Life Short and Long-Term Disability Insurance Traditional Long-Term Care Insurance Hybrid Long-Term Care Insurance

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What Reps Need to KnowCrump Sales Process

Download Sales Process and Expectations one-pager

Please 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 Tool How to Get Your Insurance License Transferring an Insurance License to Schwab Maintaining Your Insurance License Log In to Kaplan via Single Sign On

Guidelines for licensed and non-licensed reps

Available and Unavailable Products

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How 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:

1. Call 8 0 0 - 8 9 1 - 8 7 4 8 , 8am – 7pm ET, M-F. Be prepared to provide Crump with the following client information:o Nameo Contact Informationo Ageo Gendero State of residenceo Product interest

o Schwab partners (SPC, WSG, etc.)o Any contact preferences you have for Crump communication, case

updates, and inquiries to you or the client2. Follow these steps to email Crump an insurance referral:

a. Download this Download: Crump Referral Formb. Save the file to your desktop or personal drive.c. Fill out the form.d. 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 reps

For clients with an assigned FC: Contact the FC to inform them of the insurance inquiry

For clients without an FC: Ask the client to call Crump at 8 0 0 - 8 9 1 -8 7 4 8 , 8am – 7pm ET, M-F

Centralized Planning Representatives

Submit 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 representatives

Please 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 IBFCs

How to engage with Crump reps for Business Development and TrainingFor business development, training or consultative requests, contact your Crump Regional Specialist:

1. 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:

o Life Insurance Basics: The Referral/Application Process click here  for Brainshark

o Review the Life Insurance Application timelineo Welcome to Crump

2. Work with a Crump Specialist to identify insurance opportunities in your practice

Ask 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.

3. Review a client’s existing policy (Policy Evaluation Program) with a Crump Specialist

For 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@Crump.com and be sure to include both the client’s contact information and yours.

4. CONNECT Letters

Send 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.

5. Client Events (virtual or in-person)

Send an email to  Insurance@Schwab.com 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.

1. Download Crump’s Policy Review , an internal use only document.2. 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.

3. Invite the client to a meeting with you and a Crump specialist for a review.

4. Contact your Crump Regional Specialist  or call 8 0 0 - 8 9 1 - 8 7 4 8 , 8am – 7pm ET, M-F to set up a joint meeting.

5. For policy reviews, Crump may need the client to complete an In Force Ledger Request  to order the policy illustrations from the Carrier.

6. Crump provides analysis and potential recommendations.7. Crump Specialist will begin the application process. (See Crump Sales

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Additional Training and Marketing ResourcesInternal use only

General Insurance Insurance Products Available Through Crump Insurance Products Not Available Through Crump   Maximizing Lifetime Gifting Life Insurance Policies with Long-Term Care Riders Planning For Estate and Inheritance Taxes

Spousal Lifetime Access Trusts Social Security Maximization Survivor Standby Trust Strategy Tax Treatment of Various Long-Term Accumulation Vehicles Wealth Transfer Strategies

Long Term Care Insurance They Earned It, Now Protect It; Extended Care Planning   Starting the Conversation: Extended Care Planning   Types of Long Term Care Services  

Options for Business Owners Business Insurance: Conversation Starters Business Insurance: Just Ask Business Solutions Business Succession Planning  

Client-facing Marketing Materials Your Guide to Insurance Services Have You Looked at Your Life Insurance Lately   Long Term Care Insurance