IUL leads: do they exist, and what an 'IUL lead' actually is

Agents ask every month where to buy IUL leads, and the honest answer starts with what the lead would even be.

Nobody wakes up wanting an IUL. A consumer fills out a form for life insurance, for retirement savings, for 'tax-free retirement' because they saw a video, or for a rollover. Vendors label some of those 'IUL leads'. What you get is a person with a goal, not a person asking for a product.

Where IUL cases actually come from.

• Existing term clients at the annual review who now have income and a savings question.
• Business owners and high earners who've maxed the accounts with limits.
• Referrals from clients who understand the product because you explained it well.
• Content. Agents who explain the product on video get the prospects who already want to talk about it.

What to do with a vendor's 'IUL lead'. Treat it as a life insurance lead with a savings interest. Run needs first. Some of them are term cases. Some are IUL cases. A few are people who saw a TikTok and want a guaranteed 12 percent, and those are a conversation about what the product is, not a sale.

The compliance note. An IUL sold to a prospect who was pitched 'tax-free retirement' and didn't understand the charges is the complaint file of the next decade. Illustrate the middle column and the guaranteed column, every time. The IUL room has a thread on that.

If you've bought leads labeled IUL, post what they turned out to be and what you placed.