This IUL Agent Spent $1,400 on Leads… and Closed $10K

All right, ladies and gentlemen, I'm here with Mr. Austin Roof, who has spent fourteen hundred dollars on leads and wrote ten thousand dollars in IUL premium. So Austin wanted to bring you on the channel, kind of talk about your experience and what you are doing to crush it with iul. I know this is just the beginning, but you've had some very promising results so far. So welcome to the channel. How's it going, brother?

Thank you. It's going pretty good. You know, honestly, you know, I'm just working the leads. These leads know what I'm talking about. They are super searching for Iuls either, you know, policy review or getting one set up or just information.

Yeah.

So, you know, working the lead, staying persistent with them. You know, if they don't answer today at the morning, call them tonight and then call them tomorrow morning. And just till they, you know, tell me to leave them alone or that they're not interested or they sign up.

Love it, dude. Love it. And I know you've. You've also been doing some stuff with like, pre book deployments as well with the Iuls. I want to. I want to talk about that. But for people that, like, never heard of you, never met you. Can you give like a brief background on yourself and how you got into the industry?

So about a little over a year and a half ago, I bought a sales course. It was called Closer Cartel, actually.

Okay. I think I've heard of that one.

Some offers with them. And then, you know, life insurance, it's not the sexiest industry by any means, but, you know, it's definitely very lucrative if you play your cards right. And it can be very good for the long run and with renewals and everything. So kind of got roped into life insurance. Went to AO Globe Life.

Okay. Yep.

It wasn't really exactly what I thought. I didn't own my business. I was kind of, you know, not really. It was kind of a bait and switch. Not people that were looking for life insurance. I was like, hey, I got some free stuff. Then I would upsell them just a little bit of a different game, you know, for sure.

Were you still in final expense term? What was like the game over there?

Oh, it was. We were calling union members saying, hey, I have a free fourth thousand dollar death benefit, a will kit, and this for your family just because you're a union member. Then, hey, the union actually recommends us for your life insurance. And then we would sell them and kind of whatever. But yeah, we could do term whole life or paycheck protection.

So you started at ao. How long did you do that for?

I was there for probably nine months.

Okay. And then what? Like, what. What spurred you to. To want to leave or do something?

So, I mean, I was dialing, like, 12 hours a day, right. And, like, not getting a sales sometimes. So I was beating my head into the wall, and I was like, there's gotta be a better way. Like, I don't mind working, but this is ridiculous, you know? And then I would get chargebacks and all the lovely things about life insurance.

100%. Yeah. Got it. So you're at AO for nine months left. Where. Where are you at now? Or, like, what. What happened next?

So I went with this company called Southern Legacy Finance. It's very small. It's actually, you know, some people that I met over at ao, they left and went to Ameris was the original company, and they were there for a little while. Ameris kind of messed up a lot of things and went under, and so she started her own Southern Legacy Finance. And I'm just working with them right now.

Okay, cool, cool. So you started off, obviously, you're doing, like, final expense term. Very, like, simple, basic stuff. Right now you're talking about. I mean, you were telling me before we jumped on that you have, like, a couple annuity deals that are in the pipeline from these leads. You've closed a bunch of Iuls. What was, like, what was the transition like from doing, like, the super easy, you know, final expense? Sales is like, I say, anyone with a pulse and, like, a voice can sell final expense if they give it enough time and learn it. Right. But, like, the Iuls annuities, obviously, that's the more advanced markets. It takes, like, you got to read and study to. To really understand those products. And you have to be. I think you have to be a sharper person to sell those. So, like, what was the transition like, and why did you make that transition in the first place?

I agree. You know, final expense, it can definitely be lucrative, but, you know, it's not really the bigger policies. And I knew that Iuls have the bigger policies, so I know that my friend was selling a bunch. She sold, like, 160 or first month at Ameris, which was crazy. They were getting, like, free, very good leads, but then they completely botched that system.

160K in AP. Yeah. Yeah. I don't know anyone that does that with final expense.

Right.

If they do, they're, like, literally dialing on the toilet. I actually know a guy that does. Yeah.

I don't know if you can do that with final expense for sure. But so she kind of teached, taught me on Iuls for a while and then we did training for like a month or two. I was calling some follow ups, getting some, you know, actual training, and then we. She actually came out with this chatbot that like is IUL mastery. And you know, that honestly has helped me a lot. I can kind of tell it, hey, this is my client. You know, where should I place this? What's the. The route of explaining this to a client and that. And I feel like that has launched me forward. And then once I really started getting on the phones, like, I was realizing that I actually do know a ton about Iuls. And then it made me feel a lot more confident. And then having that in my back pocket, you know, definitely helps.

Got it. So you. What is it like a, like a chat GPT? I'm actually right.

She taught, like educated it on all the carriers and all, you know, tons of stuff actually.

Dude, that's brilliant. That's actually really brilliant. I'm writing that down.

So anyway, so you learned Iuls from chat GPT. You started crushing it. What'd you do? Like, how much premium were you writing.

With AO or the IULs?

The IULs.

So with the Iuls, you know, I was calling follow up list. I really wasn't getting that much. I started investing in some leads. They were pitching leads for themselves, you know, kind of doing a marketing system that didn't work out that well. I was paying like 1200amonth and getting like, you know, not any leads that really knew what I was talking about. Bad numbers. I'd call them five minutes after they filled out the form. Hey, did you fill out something for iul? No. Yeah.

What is that?

Right? So like even financial planning or retirement, tax free retirement, like, you could not get these people to remember what they. It was probably like a click. Autofill info next. Yeah, so the leads weren't good. I was calling the follow up leads. They were like, you know, three months to a year old. I had a couple sales on that. They actually knew what an IUL was. So I was kind of in the right place. But nothing like these leads that I'm having now. Most of the leads that I'm having now are actually like. I mean, you guys told me about 15 to 20% would be pre booking. I think the. I think it's a lot higher.

Yeah. What's the percent?

I'd say it's probably like 30. And then even like at the beginning, probably five out of six, like the very first day, five out of six were pre books.

Dude, that's killer. That's killer.

Pre books were very exciting and obviously all them show up. But you know, if you get on them and text him like, hey, confirm, text him again in 30 minutes, text him again in an hour, they're going to tell you, hey, wrong number. Or you know, yes, that was me.

Yeah, 100%. Well, I mean like people just naturally show rates on online appointments. Like you got to do a lot to even get like, you know, we, we run appointments with agents and. Right.

Like they probably don't even show up all the time.

I think our show rate is like 65. But that's like with everything, like throwing the kitchen sink. Like you know, sending tons of email, follow ups, videos, all kinds of stuff. Like there's, I mean, dude, if you get 50 show rate without any of that, like you can easily crush. Even if you're like at 30 or 40%, as long as you know your numbers, you can still, still kill it. But. Right.

Definitely know your numbers.

Yeah, exactly. What were you doing before this?

So much into the numbers this month just because I was like sharing it with my friend and then I was in Ohio for a week and I just wanted to make sure the leads work. But this month I'm definitely full fledged, gonna keep track of all my numbers and hit it hard. Well, that's good.

Good. What, what were you doing before this? Was it just like you were hitting the follow up list and calling those other leads before or.

Pretty much I was just hitting the follow up list, calling those other leads. And then, you know, I tried that for three months, those other leads, and they were like, yeah, it's going to be optimized. Yeah, it's going to be optimized. And it never was.

Never optimized.

So they told me about Infinity Box. I called Infinity Box. I had a meeting with him and I don't know, the guy was very unprofessional. Rubbed me really wrong. Like took a phone call during our call and like just tons of unprofessional stuff. And then I talked with Chaz. I really liked Chaz, but my boss, like told me that Infinity Box, she knows agents writing it. And then I was like, you know what? Give me someone else from Infinity Box. They gave me the same guy. And then I was like, okay, Chaz, let's get it. And then happy with my decision, you know, I went with my gut versus, you know, what they were telling me. And it definitely paid off.

I Love it, dude. So talk. Talk me through, like, what's your experience been, like, so far? Obviously, you haven't spent a ton on leads, but early results seem pretty promising. We're gonna have a conversation after this. I'm gonna. I'm gonna tell you to scale aggressively, and we're gonna get you hitting some big numbers for sure. But, like, talk me through, what has your experience been like? I think you've been with us for maybe about a month.

Yep. Only, like, three weeks, actually, but okay.

Yeah.

I mean, the experience, you know, all these people have, I've had really good conversations with them. No one's been, like, a dick or telling me to f off or anything like that. The leads are, you know, it's something that I haven't experienced really, anywhere else. Like, AO leads were mad that I was calling. The last that I was calling, these leads are happy that I'm calling. It's different vibe completely. And I told Adam, I was like. And Chaz, I was like, dude, I just need leads that know what I'm talking about.

Yeah, yeah, 100%. So I know you said you were telling me that you've closed a couple policies. It sounds like a lot of them have been, like, the smaller, simplified issue ones, and then you have a couple big ones that are also in the pipeline.

Yeah. So the small ones, obviously, they're a little bit easier to close on. The one call closes. The bigger ones do take a little longer. I don't do full annuities yet, but my annuity specialist, the girl I work with, she. We kind of split the profit if I give her an annuity. So she's taking those appointments with me today. I'll be on the call still, just because I do want to learn and start running them. Probably going to start actually after these two. It's my plan to run the next annuity.

Yeah. Hell, yeah, dude. So you spent looking at your ad account, right now you've spent a total of $1,400. You've gotten 63 leads. So you're paying about 2263 per lead. Obviously, these are. These are people that are going on a landing page, filling out a bunch of info.

They tell me their budget, what retirements they already have in place, you know, when they're trying to retire their age, a few other things.

So they're going through that whole process. And then, like you said, about 30 to 40% of those people have booked. So out of 63, you've gotten, like, what, roughly 20 something appointments from that?

Yeah, 20 appointments. Scheduled for sure. You know, obviously not all of them showed up, but a lot decent chunk of them showed up. And you know, I'm working it with my friend right now, so some of those were going to him as well.

So if we say let's just run. I'm running some rough math here. Right now you're getting, you're getting a pre booked IUL appointment for about $71 a pop.

That's clean.

That's, that's, that's definitely clean. That's a good way to put it. For sure.

All right.

I love it, dude. Well, cool, man. Dude, I'm pumped to see you crush it more. Obviously we've only spent like 1400 bucks. You freaking just aggressively scale. You're going to be in, in appointments all day long and just like ripping policies. So I'm pumped to see that.

Curious for anyone that's watching this, what would you tell them if they've maybe seen our ads? Because obviously we spend a lot of money on ads and we're all over the place on Facebook. People probably are tired of seeing it, but they've seen our ads. They get a bunch of emails, maybe they've heard about this and they're thinking about doing it, but they haven't made the jump. What would your advice be to that person?

You know, it is a different ball game when you have leads that want to talk to you and actually know what you're talking about and are booking themselves. They're high intent. You know, it's. I think anyone you know, if you know half of what you need to know about Iuls, I think you can close a decent amount of these policies.

Love it, dude. Love it. Awesome. Are you. Do you have plans to build an agency in the future?

Yeah, I definitely am going to grow with this agency that I'm at. I have a couple people under me now, but definitely just wanted to get my feet planted in me. Right. First and then now like my last company ao, it was huge on recruiting. Like before I had a sale and I had my sale in like the first six days and they were sell.

The people that you recruit. That's the game. Right.

And they were trying to write and like if you get them on appointment, they can't afford it. You're trying to recruit them?

Yep. Yeah.

So I was definitely, you know, sour taste in my mouth about recruiting, but it obviously is the, the way to go.

Yeah. So if people want to reach out to you about potentially working with you, how can they find you?

You can find my Instagram, it's just Austin Roof underscore.

Super professional, but.

I've seen less professional Instagram names.

Definitely.

Awesome brother. Well, I appreciate you jumping on, ladies and gents. We'll see you in the next one. Take care of.