How to Sell IUL Using Aged Leads: The Consultative Approach That Closes
Bill Rice
Founder & Lead Conversion Expert
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Indexed Universal Life insurance isn't an impulse buy. It's a complex financial product that requires education, trust, and a consultative sales process.
That's exactly why aged leads work so well for IUL. The prospects have had time to research, think, and develop questions. They're past the initial curiosity stage and closer to a decision — if someone takes the time to guide them through it.
Why Aged Leads Are Ideal for IUL Sales
Fresh IUL leads are expensive ($30–$75+) and often represent people at the very beginning of their research. They downloaded a guide or clicked an ad, but they're not ready for a deep financial conversation.
Aged IUL leads ($2–$5 each) represent people who started that research 30–180 days ago. In that time, they've likely:
- Read articles about IUL pros and cons
- Compared IUL to 401(k)s, Roth IRAs, and whole life
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