Aged Indexed Universal Life (IUL) insurance leads represent a unique opportunity—and a unique challenge—for agents looking to increase their conversion rates. Unlike fresh leads, aged leads have shown prior interest but haven’t yet taken action. While some may believe the potential has faded, experienced life insurance agents know these leads often hold substantial value—if approached with the right strategy and tactical, well-crafted scripts.
Why Aged IUL Leads Need Special Scripts
Aged leads differ from real-time leads because the initial spark of interest has cooled, making timing, approach, and messaging critical. Many may have explored IUL insurance for reasons that remain just as relevant—tax-advantaged accumulation, wealth protection, or flexible coverage—but life simply got in the way of commitment. By deploying proven, high-converting scripts and tailored follow-up tactics, agents can reignite interest and dramatically improve their closing rates.
For a foundational overview of how IULs work and why consumers seek them, review our guide on IUL insurance basics.
Script Structure: The Anatomy of a High-Converting IUL Outreach
Effective IUL outreach scripts share several key elements:
- Professional greeting: Establish trust and warmth immediately.
- Pattern interrupt: Spark curiosity or recall past engagement.
- Value proposition: Highlight a unique benefit that resonates.
- Soft assessment: Use open-ended questions to uncover current needs.
- Confident close: Guide the next step—book a call, send materials, or schedule a review.
Agents can benefit from refining their insurance sales techniques specifically for the nuances of aged leads.
Script #1: The Value Builder
Scenario: The lead previously showed interest—maybe even completed an online form—but didn’t proceed or lapsed last year.
“Hi [Name], this is [Your Name] from [Agency]. Last year, you requested info on growing wealth safely. Are you still interested in how an IUL can offer tax-free retirement income and lifelong protection?”
Why it works: Instantly reminds the lead of their original motivation, then pivots to the core advantages of Indexed Universal Life policies. The open question invites easy engagement without pressure.
Script #2: The Re-Qualifier
Scenario: It’s unclear why the original inquiry didn’t result in a conversion. The goal is to tactfully uncover whether needs have changed.
“I’m reaching out to confirm: when you looked into IULs, was your top priority protecting family, growing wealth, or both?”
Why it works: Leads may have different priorities today than they did months ago. This approach re-qualifies the lead and provides a conversational opening to explore new aspirations or concerns.
Script #3: The Educational Consultant
Scenario: The lead was previously confused by the product’s complexity, hesitated, or had unanswered questions about IUL policies.
“Most clients I speak with ask—how does an IUL actually work? I can quickly show you how your money grows safely, with market-based gains and no downside risk. Want to see a real example?”
Why it works: Giving permission to ask questions lowers defenses and addresses confusion directly, turning education into a trust-building opportunity. Use visuals and real, compliant illustrations for impact.
Script #4: Follow-Up Nurturer
Scenario: The lead never booked a follow-up appointment or stopped responding after initial contact.
“I wanted to reconnect—many clients who paused last year are now securing coverage while rates and health conditions are optimal. Still open to a quick review of updated options?”
Why it works: Reframes the timing as favorable, creates urgency, and gently encourages a second look without pressuring.
Script #5: The Objection Flipper
Scenario: The lead raises common objections such as pricing confusion, lack of trust, or “not ready” hesitancy.
“It sounds like the premium is a concern. The good news: I can tailor your plan so you stay comfortable financially, without sacrificing future benefits. What amount feels right for your budget?”
Why it works: Instead of pushing back, this script validates concerns, offers solutions, and empowers the lead to define comfortable parameters—transforming objections into dialogue.
Script #6: Advisor’s Authority Close
Scenario: The lead shows positive signals but is hesitating to commit, often at the final stages of the call.
“Based on your goals, it makes sense to start your application while rates and eligibility are at their best. Should we put a plan together now and see if you qualify?”
Why it works: Asserts professional confidence and reinforces insurance application timing—prompting action while rates and health are optimal.
Script #7: The Friendly Exit & Re-Entry
Scenario: The lead is not interested at the moment or requests more time to decide.
“No pressure—I’ll send you a quick info sheet so you can review at your pace. Is it okay to follow up in 30 days in case questions pop up?”
Why it works: Demonstrates respect for the prospect’s pace, keeps the conversation open, and secures permission for future contact—key for long-term nurturing.
Best Practices for Using IUL Scripts on Aged Leads
- Personalization wins: Use the prospect’s name, reference past conversations, and tailor the value proposition to their unique context.
- Stay compliant: Avoid making performance guarantees or giving financial advice outside your licensing. Always follow life insurance compliance essentials—and document every touchpoint.
- Educate first: Share illustrations, explain how Indexed Universal Life policies offer tax-advantaged growth with downside protection (as outlined by national insurance and regulatory authorities).
- Practice, don’t memorize: Adapt scripts to your style. Role-play scenarios to build confidence and handle new objections.
- Never use blanket pitches: Each lead is an individual with distinct priorities—customize accordingly for superior results.
Remember: Consistent, measured outreach leveraging proven scripts transforms cold aged leads into warm, ready-to-buy prospects.
Download the Full IUL Script Playbook or Schedule a Strategy Call
Optimized scripts are proven to increase engagement and conversion rates with aged Indexed Universal Life leads. Download the full playbook for more script templates and objection-handling tips, or book a training session with our lead conversion specialists to maximize your results.
