The real math behind IUL show rates
We pulled a year of booked appointments to see what actually moves show rate. The answer surprised us.
Field notes from the groundwork.
What we're learning about appointments, IUL, annuities, and building a business that does the patient work up front.
Why warm appointments beat cold leads, every single time
The economics of a booked, educated prospect versus a cold list aren't close. Here's the math we walk every new producer through — and why show rate is the number that actually matters.
Data
Method
What we look for when we qualify a prospect
Age, income, intent — and the softer signals that tell us someone is actually ready to talk.
Culture
Building a remote ops team that owns outcomes
How we hire, set the bar, and keep a distributed team accountable to the number that matters.
Product
Annuity vs. IUL: how we route a prospect
The questions that decide which product — and which producer — a prospect is the best fit for.
Company
The replacement guarantee, explained
Why we replace any appointment below the bar, free — and how that keeps us honest.
Playbook
Scripts that don't sound like scripts
How our setters open a call so it feels like a conversation, not a pitch.