Richard CanfieldPodcast Host and IBC Advisor, Ascendant Financial · Authorized Infinite Banking Practitioner | Author of 4 Books

Why Agents Don’t Understand IULs

15 Jan 2025 · 1 min

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0:35

A brief excerpt from a YouTube video arguing that the primary problem with Indexed Universal Life (IUL) sales is the sales force and training model: carriers supply guidelines and sales materials but largely teach agents how to sell rather than the complex product fundamentals. This creates strong commission incentives and insufficient attention to suitability and "know your customer" concerns.

Chapters

The sales force is the problem here. Each carrier, through their portals, provide sales guidelines and marketing guidelines and everything else. Simply really leave it on these agents around the country to look at that and understand it. You know, they may give them a PowerPoint, they may give them a sales pitch, but that's really all it is. They're teaching them how to sell the product, and they're not teaching them the underlying fundamentals behind these products, which are incredibly complex. They're huge commission products for agents. It just creates this recipe where there's a lot of appetite to sell and not enough enough to look at suitability concerns and knowing your customer.