Clients are seeking personal, thoughtful guidance that reflects who they are and what matters in their lives — their identities, life stages, and unique circumstances. Many belong to communities that have historically been underserved, not due to lack of need, but because financial professionals haven't had the resources, training, or support to serve them confidently.
Overlooking these markets isn't just missed business — it's a missed opportunity to become a more inclusive, relevant, and trusted financial professional in a changing world.
At Crump, we help financial professionals serve a wider range of clients through tailored resources, strong carrier access, and real-world strategies. It doesn't matter if the planning need is complex or deeply personal, we can help you meet clients where they are — with clarity, care, and practical solutions.
10 Ways to Expand Your Reach — and Your Impact
Whether you're looking to grow your practice, deepen client relationships, or serve new communities, these ten client segments offer real, lasting opportunities.
We’ve grouped them into Underserved and Specialty categories. For each, you’ll find a quick overview and a direct access to valuable tools and insights from Crump, industry resources, and carriers.
Underserved Markets
Women
By 2030, U.S. women are projected to control over $30 trillion in financial assets — yet they remain underserved. Career breaks, caregiving roles, income disparities, and longevity all influence their planning needs. From young professionals to single parents and affluent retirees, each segment of the women's market deserves a thoughtful approach. Explore Prudential's guide to prospect profiles for key profiles and planning tips. For additional insight, review our estate and legacy planning for women and for how to close the retirement savings gap.
Black Americans
Despite an increasing focus on building wealth, Black Americans remain underrepresented in financial services. Financial professionals who approach this community with cultural awareness and intention can build trust while closing meaningful planning gaps. Prudential’s Blueprint for Black Wealth outlines key strategies for protection, legacy planning, and financial empowerment.
Hispanic/Latino Americans
This rapidly growing population has the highest unmet life insurance need in the U.S., according to LIMRA research. Cultural values like multigenerational support and entrepreneurship drive distinct planning needs. However, language preferences, generational differences, and underrepresentation in financial services can create disconnects. Financial professionals who lead with proactive education and cultural fluency can build deep, lasting relationships.
LGBTQ+ Individuals and Families
LGBTQ+ individuals face unique challenges in insurance planning, from family-building to beneficiary design. If you are looking for a starting point, this article outlines key strategies for serving LGBTQ+ clients effectively, while this Crump Insights Podcast offers firsthand insight experience from one of our sales leaders.
Transgender Clients
Over 1.4 million U.S. adults identify as transgender, yet they often face gaps in financial services. Life insurance products are increasingly inclusive, with most carriers basing rates on gender declared on the application — not assigned at birth — and not penalizing for gender dysphoria.
State laws and product designs vary, so working with experienced underwriters is key. Learn practical insights on underwriting guidelines, inclusive coverage options, and supporting transgender clients with clarity and respect in this article.
Families with Special Needs or Disability Planning Needs
According to the CDC, approximately 1 in 6 children in the U.S. has a developmental disability. Families caring for dependents with special needs must navigate government benefits, long-term support, and successor planning.
Insurance plays a foundational role in creating sustainable care plans, funding special needs trusts, and ensuring continuity of support when parents or guardians are no longer able to provide it. Financial professionals who understand these dynamics can offer real peace of mind to these families.
Specialty Markets
Foreign Nationals
Many foreign nationals with U.S.-based assets may face unexpected estate tax exposure. When properly structured, life insurance can help offset this liability and preserve wealth across generations and borders. This Crump Insights podcast explores planning techniques, ownership structures, and protection strategies for international clients.
Athletes (Professional and Collegiate)
Athletes experience unique financial cycles — short careers, high earnings, and intense pressure. As outlined in this piece from Hanleigh (part of the Crump family of brands), insurance tools like Loss of Value and large-face term coverage can help protect future income and legacy. Learn more about overall insurance planning and the unique needs of this market to serve a high-impact, underserved segment.
Young Wealth and First-Generation Millionaires
This group is digital-first, fast-moving, and can be skeptical of traditional financial planning. They value transparency and personalization. With the right strategy, they can become lifelong clients and powerful referral sources. Prudential sheds light on the mindset, motivations, and the planning approach that resonates with younger generations building wealth.
Unmarried Couples / Non-Traditional Families
From joint ownership and beneficiary designations to estate tax planning, non-traditional households require extra care because legal protections aren't always automatic. For a closer look at what matters most to unmarried individuals and couples, check out this guide to Planning for Unmarried Individuals. These planning points can help you ensure financial security and legacy planning for individuals in non-traditional households.
Let Crump Be Your Advantage
Now is the time to grow — by breaking barriers, building new client relationships, and delivering value to communities and client groups that are often overlooked. You don’t need to master every nuance of every market. We’re here to help you understand, communicate, and serve with purpose. When you lead with inclusive planning, you don't just build a stronger book of business you build trust, loyalty, and lasting impact.