IUL TRAINING

Pricing Objections + CEO Framing How to Close More IULs

with Timothy Gross

Timothy walks through how to set IUL contributions at a level a client can comfortably maintain, even when finances get tight. He explains the flexibility to adjust premiums over time, starting lower to secure approval and lock in health and age, with the option to increase later. The conversation also highlights his unique “CEO” authority approach on calls, framing himself as the decision-maker to stand out from other agents and build trust quickly.

How to Transition Into IUL Conversations Naturally

with Raphnel V.

Raphnel emphasizes the power of asking the right questions to shift conversations beyond basic mortgage protection. Instead of forcing product solutions, they guide clients by exploring what they already have in place—like savings, 401(k)s, or life insurance—and uncovering their goals for retirement, especially regarding tax-free income. These questions often lead to deeper discussions about IULs or annuities. They stress the importance of identifying what truly matters to the client and aligning recommendations with their budget, ensuring the solution meets both their financial needs and long-term objectives.

Mortgage Leads vs IUL Leads – Which One Is Better for Selling IUL?

with Raphnel V.

Raphnel discusses the choice between traditional Indexed Life Insurance (IL) leads and mortgage protection leads, noting they haven’t personally tried IL leads but see value in mortgage protection leads for identifying IL prospects. They highlight that IL leads come with clear client intent but may have higher rejection rates, as some prospects won’t qualify and might convert to final expense clients instead. The key is understanding client expectations and guiding them appropriately. Success requires flexibility, knowledge, and adapting to each client’s situation rather than forcing a one-size-fits-all approach.

How To Succeed In Advanced Market Sales

with William Rapp

William Rapp shares how he went from selling final expense and IULs to writing over $10M a year in annuities. He breaks down the real path to advanced market sales — from learning the products, asking the right financial questions, and committing to self-education. If you're a life insurance agent looking to level up into IULs or annuities, this is a must-watch. No shortcuts, just strategy and real talk.

IUL Lead Mastery Booking A Zoom Calls

with Patrick Esposito

Patrick Esposito breaks down his proven, low-pressure approach to booking IUL appointments. Watch as he role-plays a real conversation, showing how to build trust, educate prospects, and increase show-up rates—without sounding salesy.

How to get 5 10 IUL IBC referrals per lead

with Brandon

Brandon emphasizes that many IUL leads come from small business owners, first responders, and professionals who have money but don’t know how to maximize it. These individuals naturally refer others once they see the benefits, often without being asked. He stresses that financial success doesn’t always equal financial knowledge, so agents shouldn’t feel intimidated. Instead, they should focus on educating clients about how IULs serve as a financial tool. Referrals happen organically when people

understand the value of building their own financial security.

IUL vs IBC, the key difference

with Brandon

Brandon emphasizes the importance of hearing from agents actively selling, rather than just relying on his perspective as a business owner. He introduces an agent who has been successful with IUL/IBC leads and asks what makes these leads different. The agent highlights that the clientele is financially better positioned, looking for ways to grow and protect their money rather than just finding the cheapest policy.

What every agent needs to know about our IUL IBC leads

with D. White

D. White stresses realistic expectations—no lead source is perfect. Call leads immediately and treat conversations as educational, not sales-driven. Clients will have questions, so being knowledgeable is key. While some close quickly, others need time—patience and education lead to long-term success.

How to deal with IUL IBC leads that do not pickup

with D. White

D. White emphasizes that scripts sound unnatural and aren’t needed for IUL leads. These clients expect the call, making it a natural conversation rather than a sales pitch. He highlights that IUL leads differ from final expense clients, and adapting to this approach has been key to his success.

What makes the IUL leads unique

with Brandon

Brandon explains that these leads differ from final expense and mortgage protection leads because they involve financially stable clients actively seeking investment options. Since prospects watch an educational video beforehand, they’re more informed and open to the conversation, making calls smoother and more productive.

The realistic expectations for IUL IBC leads

with D. White

D. White stresses realistic expectations—out of 100 leads, he speaks to about 50, sets 20 appointments, and closes a strong percentage based on qualification. He highlights the importance of persistence, follow-ups, and name recognition over time. Compared to other vendors, he’s seen the best results with these leads, praising their quality and effectiveness.

The secret to closing more IBC deals

with Brandon

If you're selling IULs, own one yourself. Brandon emphasizes that showing real-life examples from his own policy builds trust and makes closing easier. Firsthand experience boosts credibility and strengthens your business.

How To Close 30% Of Facebook Infinite Banking Leads

with Brandon Kitchings

Brandon highlights the high-quality, high-intent prospects of IBC leads, emphasizing a conversational approach over scripts. He stresses the power of referrals, with many clients bringing in others. His key advice: have an IBC policy yourself for credibility. Expect 2-3 closes per 10 leads, and trust the process for consistent success.

How Facebook IUL Leads Are Made Simple w/ Darin White

with Darin

Darin stresses that IUL leads require a conversational, educational approach rather than a script. Out of 100 leads, he contacts about 50, sets 20 appointments, and closes a solid percentage. His follow-up includes automated texts, voicemails, and persistent calls. He advises agents to be patient, focus on education over sales, and manage expectations—these leads take time but yield strong results.

How to learn more about IUL IBC before getting started

with Somia

Somia advises new agents to educate themselves on IULs through YouTube and books. She emphasizes that self-learning is key, as IULs and annuities require deeper knowledge than traditional insurance. She personally researched these topics early on because she knew she wanted to specialize in them. With IULs gaining more attention recently, she encourages agents to take the time to learn, as the resources are readily available.

IUL IBC Intro and Expectations

with Somia

Somia keeps her intro simple and conversational. She confirms the lead’s request for information on becoming their own bank and verifies key details like their date of birth. Rather than following a strict script, she focuses on understanding their interests and needs regarding IULs. Her approach is fluid, using bullet points to guide the conversation while allowing room for natural discussion about benefits and goals. This keeps the interaction engaging and tailored to each client.

How IUL IBC can improve

with Somia

Somia shares how running these leads has transformed her production, especially with IUL and IBC leads, which feel more conversational and engaging. She emphasizes that new agents should build confidence and knowledge before diving into high-value IUL leads, as clients expect expertise. While she sees no major cons, she advises agents to gain experience with final expense leads first before transitioning.

One Call Close IUL IBC or Set Appointments

with Somia

Somia closes most IUL sales in one call, even for higher premiums, by asking the right questions and clearly explaining the benefits. If needed, she books a follow-up appointment but prefers to present immediately. She creates and shares an illustration in real time, either through email or screen share, emphasizing the visual aspect of the policy's growth. Once clients see the numbers laid out, they usually have no more questions, making it easy to transition into the application process.

Agent Lead Lab - What is the IUL closing percentage

with Giessen

Giessen breaks down realistic expectations for IUL leads, emphasizing that they require a different approach than final expense leads. Out of 133 leads, he contacted 57, closed 28, and has 7 pending, totaling 35 potential deals. He stresses that IUL clients are more like business owners—busy and financially

savvy—so agents must approach them differently. Unlike final expense, where urgency is high, these clients need education and trust-building. He advises agents to recognize this distinction early to maximize their results.

Agent Lead Lab - The negatives of IUL leads

with Nicole

Nicole highlights that a 30% close rate is strong for leads. She prefers direct contact before booking appointments, as self-booked ones often have lower commitment. A suggestion for improvement is ensuring the date of birth is included in lead details to streamline the process

IUL leads experience & phone script

with Nicole

In this interview, Nicole shares her experience with IUL leads, emphasizing their high intent and flexibility. She explains her approach to handling calls, using lead details to establish credibility, and smoothly transitioning to Zoom appointments. Rather than doing a one-call close, she walks prospects through illustrations to ensure clarity, control the conversation, and prevent shopping around.

Agent Lead Lab - How many IUL leads can you close out of 100

with Nicole

Nicole keeps it real—out of 100 leads in March, she’s closed 16 so far, with more appointments still scheduled. She estimates about 17 total presentations, with only one or two not closing. She emphasizes that many prospects are busy business owners, so scheduling around their availability is key. While she hasn’t worked every lead yet, she confirms they’re high-intent and worth the effort.

Agent Lead Lab - How to use IUL leads strategically

with Nicole

Nicole explains that IUL payouts take time due to underwriting and EFT processing, unlike final expense policies that pay quickly. She advises agents to mix in faster-paying leads to maintain cash flow, especially in their first 90 days.

Agent Lead Lab - Andy Powlus - IUL expectations

with Andy Powlus

Expect a mix of high-quality and mid-range buyers. One in ten leads is a prime client ready to invest significantly in an IUL. Four out of ten may be interested but need adjustments based on their budget. Patience and persistence are key—some leads take time to convert. The goal is to secure a few big IUL deals monthly while also capturing smaller life insurance policies for those who don’t qualify for IULs.

Agent Lead Lab - Andy Powlus - How are our IULs Different

with Andy Powlus

Andy shares his first experience running IUL leads, highlighting their strong intent and high quality. Out of 41 leads in two weeks, he has spoken to 12 and closed $22K in premium from his first two appointments. He emphasizes that while not every lead converts immediately, all prospects clearly understand what they inquired about, making conversations smoother and more productive.