With the recent popularity trend in indexed universal life insurance (IUL), AIP Marketing Alliance has built a new agent training and consumer marketing resource to help them sell IUL products.

According to LIMRA, IUL new annualized premium jumped 39% in the first quarter of 2022. Although two thirds of carriers reported increases in IUL premium, most of the growth stems from the top 10 carriers, representing more than 80% of the IUL sold in the quarter. Policy counts increased by 8% in the first quarter, and IUL premium market share was 28% in the first quarter of 2022.

What makes indexed universal life (IUL) insurance different is it offers your clients the opportunity to earn tax-deferred interest determined, in part, by the performance of one or more market indices. This feature gives your clients the potential for strong cash value accumulation. IUL also offers downside protection in a poorly performing market because your clients don’t participate directly in the market, and the credited interest rate is never less than zero percent.

This new IUL in a Box resource consists of three main parts.

• Agent Sales Guide: This whitepaper/kit reviews IUL, where IUL fits in terms of prospects/clients, understanding index crediting methods, and selling the IUL policy’s cash value and living benefits.
• Preparing for Your Appointment: This whitepaper/kit focuses more on targeting the right client, generating multiple illustrations, hypothetical case studies to show how to position IUL with your clients, and starting the conversation with consumers and business owners.
• Consumer Materials: How do you get started promoting IUL’s benefits to your clients? AIP Marketing Alliance has created four email campaigns and 10 social media posts (graphics and text) for your use. They are approved by compliance, and we make posting them simple on your selected social media platforms.

“Understanding how to position IUL with the right client is crucial – it doesn’t make sense to run a couple of illustrations if your client doesn’t have the budget for this life insurance product,” said Tom Stefanac, Business Development Coach. “You need to determine the amount of money and number of years the client can pay into the IUL policy as this product doesn’t fit every person.”

If you are interested in AIPMA’s new IUL in a Box program, please contact our Business Development team at (800) 783-5206 Press #2 or email your request to marketing@aipma.com. Our BD team also can walk you through illustrations created for your client’s situation to see if IUL is in their best interest.