IUL Appointment-Setting Scripts That Actually Book the Calendar
Intent-driven leads do not need to be convinced they are interested — they already are. They need a fast, low-friction path to a scheduled call with a specialist. Scripts should reflect that.
The 60-second opener
Confirm identity, reference the specific request ('you asked about tax-advantaged growth using an IUL'), state a clear reason for the call ('I want to get you 15 minutes with one of our IUL specialists'), and offer two concrete times. No pitch.
Handling the two objections that actually show up
'I was just curious' — answer with the shortest possible qualifier: are they still open to seeing a customized illustration if it makes sense. 'Send me info' — answer with a confirmed hold on the calendar plus a one-page summary sent immediately after.
The confirmation sequence
A same-day text confirmation, a morning-of reminder, and an SMS 10 minutes before the call. This sequence alone lifts show rate by 20-30% on most books we have measured.