IUL Illustrations: What to Show on the First Call (and What to Skip)

Over-illustrating is the most common way to lose an IUL sale on the first call. Prospects who came through intent-driven funnels do not need every column. They need three things, in order.

Not the illustrated rate. Start with the guaranteed column so the prospect knows the worst case before you show them the plausible case. This one move eliminates most 'is this too good to be true' objections before they form.

Well below the max. Most prospects assume you are showing them the best-case; showing them a conservative case is disarming and it is what the compliance regime will eventually reward.

Get agreement on the concept and the funding level first. Loan strategy is a call-two conversation. Trying to do it all in one call is why prospects say 'let me think about it' and never call back.