IUL Phone Script (with Anticipated Dialogue & Objections)
SCRIPT:
Hello, (CLIENT NAME), this is [Your Name] calling with Badass Insurance Leads. I’m reaching out because you requested information on an Indexed Universal Life policy — or IUL for short.
Just to make sure we’re on the same page — were you more interested in:
- The tax-free retirement income?
- The protection side of things?
- Or building tax-free cash value?
[Let them respond]
Awesome. My role is to help design this based on your goals, explain how it works, and see if you’d even qualify. You can’t just grab one of these off the shelf like a loaf of bread — it has to be structured the right way and approved by the carrier.
Now, based on what you told me, we’ll likely structure this for minimum death benefit and maximum cash value. That just means we use the least amount of insurance required by the IRS so you can get the most tax benefits. Here’s what you get:
- A 0% floor — meaning your policy can’t lose value in a down market
- Growth linked to the stock market index, typically 5–15%
- Tax-free access to all growth and income if done correctly
Does that make sense so far?
[Let them respond]
Here’s the deal — not everyone qualifies. The insurance company looks at:
- Your last 10 years of health history
- Any medications you’ve been prescribed (even if you don’t take them)
- And your criminal or driving record
Just a few quick questions:
- What medications have you been prescribed — even if you haven’t taken them?
- Any DUIs, felonies, or probation?
[Listen and reassure]
No problem — I just have to be thorough, or they’ll automatically decline the application if anything is missing.
Everything is built around your budget — what monthly amount would make sense for you?
[Pause and let them answer]
I don’t know about you, but I’m more of a visual person — so I’d like to send you a quick Zoom link, show you the illustration, and walk you through how this could work for you. From there, we’ll see if it’s worth applying.
Sound good?
OBJECTION HANDLERS
1. “I didn’t request that” or “I don’t want it”
Totally understand — I’m just the field underwriter assigned to you. My job is simply to walk you through eligibility, not to sell you anything. I have a quick opening at [Time] or [Time] — which one works better?
2. “I already took care of that”
Awesome — that’s exactly why I’m calling. I’m the area manager, and it’s my job to go over your underwriting review. I have availability at [Time] or [Time].
3. “I’m not doing it” / “I’m just considering it”
Totally fine — my role is just to check eligibility and make sure the program is explained clearly. Are you still working full time, retired, or on disability?
4. “Not interested”
Totally get it — I’m not always interested in insurance either. I just need to walk you through a quick eligibility check. Are you working, retired, or on disability?
5. “I’m a veteran”
That’s awesome — and that’s exactly why I was assigned to you. I want to make sure you’re aware of all your benefit options and what’s available.
6. “I’m too old / I probably won’t qualify”
That’s actually why we need to check — people are often surprised by what they qualify for. Let’s go through it and find out together.
7. “I don’t have time”
No worries — this is just a short eligibility call. I can do [Time] or [Time] later today. Which works better?
8. “Is this a sales call?”
Great question — not really. I’m not here to sell you anything today. My job is to walk through eligibility and make sure you understand what this could do for your financial future. After that, it’s 100% your decision.
