New Agent Training Program

In most states, getting a Life & Health insurance license takes two to three weeks if you move quickly. Here is the exact sequence:

• Step 1 — Pre-licensing education: Complete your state's required pre-licensing course (20–40 hours). Recommended providers: Kaplan Financial, ExamFX, or StateRequirement.com. Online and self-paced.
• Step 2 — State exam: Schedule through Pearson VUE or PSI. The Life & Health exam is typically 150 questions, 2.5 hours, passing score of 70%. Study the practice exams hard — they closely mirror the real test.
• Step 3 — License application: After passing, submit your application to your state DOI through NIPR.com. Fees vary ($50–$150). Processing takes 1–5 business days.
• Step 4 — Carrier contracting: Work with your upline to submit contracting paperwork to National Life Group and Corebridge through SuranceBay or carrier agent portals.

Errors and Omissions (E&O) insurance is professional liability coverage required by most carriers before appointing you. Your upline can point you to a group E&O arrangement. Budget $200–$400/year.

• Lead comes in → immediately log in CRM with name, phone, source, and date
• Appointment scheduled → send confirmation text and email same day
• Appointment held → fact-find, pull quote, present, close
• Application submitted → note the date and carrier reference number in CRM
• Pending period → check case status every 2–3 business days, respond to underwriting requirements within 24 hrs
• Policy issued → schedule delivery appointment, review benefits with client
• Post-delivery → ask for referrals, set 6-month and 12-month follow-up reminders

Term life insurance provides a death benefit — a lump sum paid to beneficiaries — if the insured dies during the policy term (10, 15, 20, 25, or 30 years). If the insured outlives the term, the policy expires with no payout and no cash value. This is not a flaw — it is the point. Term is pure, affordable protection.

Think of term like renting protection. A $500,000 20-year term policy for a healthy 35-year-old might cost $35–$50/month. That family is protected for 20 years — long enough to get the kids through college, pay down the mortgage, and build other assets — for less than a streaming subscription and a gym membership combined.

• Young family with a mortgage and children — maximum coverage at minimum cost right now
• Client with a specific temporary need: a 20-year business loan, income replacement window, education fund period
• Budget-constrained client — term gives them coverage they can actually afford and keep
• Client layering coverage over an existing permanent policy for the high-need years

Indexed Universal Life (IUL) is permanent life insurance that combines a death benefit with a cash value accumulation component. The cash value earns interest based on a stock market index — most commonly the S&P 500 — subject to a floor (minimum, usually 0%) and a cap (maximum, typically 9–12%).

IUL is not a mutual fund. It is not a securities product. You do not own shares of the index. The index is simply a benchmark for interest crediting. When the S&P 500 goes up, your cash value earns up to the cap. When it drops, your cash value earns 0% — you don't lose.

Premium payments go into the policy's cash value account. Each month, the carrier deducts the Cost of Insurance (COI) — the charge for the death benefit — from cash value. The remaining cash value earns interest at the end of each crediting period (typically annually, using annual point-to-point methodology).

• Protection: A permanent death benefit that never expires, as long as premiums are paid or cash value is sufficient.
• Accumulation: Tax-deferred cash value growth with index-linked upside and a 0% floor. Over 20–30 years, the compounding effect is significant — especially tax-free.
• Living benefits: Access cash value potentially tax-free via policy loans and withdrawals, and potentially accelerate the death benefit if diagnosed with a serious illness.

A Modified Endowment Contract (MEC) is what happens when too much premium is paid too quickly — specifically, more than the 7-Pay Test limit in the first seven years. If a policy becomes a MEC, it loses its tax advantages: loans and withdrawals become taxable, with a 10% early withdrawal penalty before age 59½.

Actuarial Guideline 49A governs how IUL illustrations must be run. It limits the assumed illustrated rate to a calculated ceiling based on historical index data. This means illustrations are more conservative and more comparable across carriers than they used to be.

Always run three scenarios: the AG49A illustrated rate, a mid-point rate, and the guaranteed (worst case) rate. Show clients all three. This is a compliance best practice and builds trust.

These Alliance Group training videos go deeper on IUL concepts and living benefits. Log in to your Alliance Group portal, then find each video by title on the Past Trainings page.

🔒 Requires Alliance Group login. Find each video by title on the Past Trainings page.

NLG is a Vermont-based mutual holding company founded in 1848. "Mutual" means it is owned by its policyholders, not public shareholders — long-term decisions favor policyholders. They are known for financial stability, competitive IUL products, and standout living benefits.

NLG's most powerful sales advantage: living benefits riders (ADB) for chronic, critical, and terminal illness are included at no additional cost on most of their term and permanent products. At most carriers, these cost extra. At NLG, they're built in.

• Terminal illness ADB: Access up to 100% of death benefit if diagnosed terminal with 12–24 months to live
• Chronic illness ADB: Access a portion of death benefit if permanently unable to perform 2 of 6 Activities of Daily Living — a living benefit that may help cover costs if you cannot perform certain daily activities
• Critical illness ADB: Access a portion upon diagnosis of a qualifying critical illness (heart attack, stroke, cancer, etc.)

Complete the official NLG product training and watch the FlexLife video below before your first client appointment. The NLG portal requires NLGnet credentials; the Alliance Group portal requires your Alliance Group login.

🔒 Set up both portal logins in Module 2 before accessing these resources.

Corebridge Financial was spun off from AIG in 2022 and is now a publicly traded standalone insurance and retirement company. Strong financial ratings, long history under AIG, competitive in both term and IUL.

• Client wants living benefits at no charge → NLG. Corebridge charges extra for ADB riders on term.
• Shopping on term price for a preferred health client → run both. Corebridge Select-a-Term is often very competitive.
• IUL for accumulation focus → run both Max Accumulator+ and FlexLife side by side. Let the numbers guide the recommendation.
• No-lapse permanent guarantee needed → Corebridge Secure Lifetime Universal Life with no-lapse protection.

Underwriting determines health class — which determines premium. The difference between Preferred Plus and Standard on a $1M 20-year term can be $100–$200/month. Pre-qualifying clients before submitting applications saves time and protects client relationships.

• "Do you use any tobacco or nicotine products, including vaping?" — smoker rates are dramatically higher
• "Any major health conditions — heart issues, cancer history, diabetes?" — flag immediately
• "What medications are you currently taking?" — medications reveal conditions even when clients downplay them
• "What's your approximate height and weight?" — carriers use build tables; BMI is a significant factor
• "Any DUIs or major driving violations in the last 5 years?" — affects rates and can cause declines

You cannot recommend the right solution until you understand the problem. Every top producer leads with discovery — asking questions, listening, and building a complete picture before showing any product or number. Agents who skip this and jump straight to pitching get the most objections and lowest close rates.

The fact-find is not a form. It is a conversation that builds trust. Your job in the first 15–20 minutes of any appointment is to ask questions and listen. The more they talk, the more they trust you — and the more you know what to recommend.

• "Tell me about your family — married, kids, anyone who depends on your income?"
• "If something unexpected happened to you tomorrow, what would happen to your family financially? How long could they manage?"
• "Do you have any life insurance now — through work or privately? How much?"
• "Is your work coverage portable? If you left that job tomorrow, could you take the insurance with you?"
• "What are your biggest financial concerns over the next 5–10 years?"
• "Are you thinking about retirement? Do you have a 401(k) or IRA? Happy with how it's growing?"
• "Do you own a business or are you a key employee somewhere? Any business partners?"
• "Any major health concerns I should know about so I can find the best options for you?"

This positions you as an advisor, not a salesperson. Present one recommendation, not a menu.

• Recap the need: "You mentioned your biggest concern is making sure your family is covered. With two kids and a mortgage, we're looking at about $750,000 in coverage."
• Present the solution: Show the quote — face amount, term length, monthly premium. Keep it simple.
• Make it tangible: "That's less than what most families spend on one dinner out per week. And if something happened to you tomorrow, your family may receive $750,000 income tax-free."
• Layer in living benefits (NLG): "This policy also activates while you're still here — if you're ever diagnosed with a serious illness, you can access a portion of that benefit to cover medical bills or living expenses."
• Mention the conversion: "And if you want permanent coverage later, you can convert without any new health questions."
• Transition to app: "Does this feel like the right fit? If so, we can get the paperwork started today — it only takes about 20 minutes."

• Start with the problem: "You mentioned you're worried about taxes in retirement. Let me show you a strategy that addresses that."
• Introduce IUL simply: "This is a life insurance policy that also builds cash value over time. The cash value is linked to the stock market index — when the market goes up, your cash value grows. When it drops, you earn zero percent. You never lose."
• Show the illustration: Focus on: premium going in, cash value building, and the potential tax-advantaged loan column in later years. "In year 20, you could potentially access $X per year from this using policy loans."
• Compare to 401(k): "Your 401(k) grows tax-deferred but you pay taxes on withdrawal in retirement. This grows tax-deferred and may come out tax-free using policy loans and withdrawals. Plus your family gets a death benefit if something happens before retirement."
• Address complexity proactively: "I know this sounds involved — but the outcome is simple: potentially tax-advantaged money that may grow with the market on the upside and may not lose on the downside."

An objection is not a rejection. It is almost always one of three things: a request for more information, an unresolved concern, or a test to see how you respond under pressure. Framework: Feel → Felt → Found. "I understand how you feel. Many of my clients have felt the same way. Here's what they found once we looked at it together..."

A referred lead comes with a pre-built trust bridge. They answer the phone, show up to appointments, and close at 3–5x the rate of a cold lead. Building a referral-first business separates agents who grind forever from agents who build sustainable income.

• After application: "I really appreciate you trusting me with this. I build my practice entirely on referrals — is there anyone in your life who you think would benefit from having this same conversation?"
• At policy delivery: "Now that your family is protected, who in your world is in a similar situation? Think about people you care about who might not have this coverage yet."
• At every annual review: "Is there anyone you've thought of over the past year who should have what you have?"

• Always get a first name and phone number — "I'll mention your name" is not a referral
• Ask permission to use the client's name when reaching out
• Call the referral within 24 hours — every day you wait the connection cools
• Opening: "Hi [Name], this is [Your Name]. [Client Name] suggested I give you a call — they thought you'd find it valuable to connect."
• Report back to your client: this reinforces that referrals to you are handled well

Most new agents are afraid to approach people they know. They worry about seeming pushy. This is backwards. People who know you are most likely to give you their time, take the conversation seriously, and refer others. Cold prospects have no reason to trust you. Your warm market already does.

Your goal in the first 30 days: 20 warm market appointments. Not sales — appointments. The sales will follow.

FRANK = Friends, Relatives, Acquaintances, Neighbors, Kids' contacts (parents of your children's friends, school community). Sit down and write 50–100 names. Don't prejudge anyone. Your job is to make contact — not to decide for them whether they need coverage.

Real-time digital leads typically cost $20–$60 each. Aged leads (30+ days old) cost $3–$10. That sounds expensive until you do the math: convert one in ten leads to an issued policy at an $800 average commission, you've spent $400–$600 on leads to earn $800. That's a 30–100% ROI before accounting for renewals or referrals.

Agents who lose money on leads simply don't work them hard enough. One call and give up = wasted money. The agents who win follow up 6–8 times per lead before moving on.

A single mortgage broker who closes 10 homes/month and refers every new homeowner to you for mortgage protection is worth more than any lead list you can buy. These relationships generate warm, pre-qualified, ongoing leads at zero per-lead cost. They compound significantly over time.

At the first meeting: do not pitch yourself. Ask about their business. Ask who their ideal client is. Ask what challenges they face. Then explain what you do in terms of how you solve their clients' problems — not your products. The relationship is built on trust and value exchange, not a sales pitch.

Before a prospect agrees to meet, they will Google you. Your online presence either builds confidence or raises doubts. You don't need a massive following — you need a professional, consistent, credible presence that shows you know what you're talking about.

• Facebook: Best for community and local reach. Join local parent groups, neighborhood groups. Build your business page. Run mortgage protection and final expense ad campaigns.
• Instagram: Personal brand and lifestyle. Short Reels explaining insurance myths perform very well. Younger demographic.
• LinkedIn: Business owners, executives, and referral partners. Professional thought leadership. Connect with CPAs, attorneys, realtors.

Stop posting product features — post problems, myths, and stories.

• "5 things your group life insurance won't cover (and what to do about it)"
• "Why I got a $500,000 life insurance policy at 32 — and why you should too"
• "The one question every parent should ask: if you couldn't work tomorrow, how long could your family survive?"
• "Myth: life insurance is too expensive. Reality: a healthy 30-year-old can get $500K for less than $25/month."
• Anonymized client stories: "I recently helped a family in [city] get $750,000 in protection for $67 a month..."

These Alliance Group training sessions go deep on digital marketing and the tools available to you. Log in to your Alliance Group portal and find each video by title on the Past Trainings page.

🔒 Requires Alliance Group login. Find each video by title on the Past Trainings page.

Your monthly income is a lagging indicator — it reflects work done 30–90 days ago. Your daily activities are the leading indicators: dials made, contacts reached, appointments set and held, applications submitted. Track these every day in your first year. Agents who track their activity improve it. Agents who don't can't identify why results are inconsistent.

Example: you want to earn $6,000/month.

• $6,000 ÷ $800 average commission = 7–8 issued policies needed/month
• 8 issued ÷ 80% issue rate = 10 applications to submit/month
• 10 apps ÷ 40% close rate = 25 held appointments/month
• 25 held ÷ 70% show rate = 36 appointments to set/month
• 36 set ÷ 20% contact-to-set rate = 180 contacts/month = 9 contacts per business day

Most people will say no to you. That is not a reflection of your ability — it is the nature of sales. Even a highly skilled agent with warm leads and a strong presentation will hear "no" far more than "yes." The difference between agents who succeed and those who quit is not talent. It is the ability to hear no consistently and keep showing up.

The reframe: every "no" has monetary value. If your average commission is $800 and you close 1 in 10 conversations, each "no" is statistically worth $80. The person who just hung up contributed $80 to your income. Say thank you and dial again.

• Morning routine before calls: Structure the first 30–60 minutes before picking up the phone. Exercise, reading, journaling — whatever keeps you sharp. Agents who start calls from a scattered mental state perform noticeably worse.
• Weekly review: Every Friday, spend 20 minutes on your activity numbers. What was your contact rate? Show rate? Close rate? What's one adjustment for next week?
• Accountability partner: Someone at a similar level who checks your weekly numbers and pushes back if you're not doing the activity. More effective than any motivational content.
• Keep a "why" document: Write down your specific reason for doing this — the income goal, what it means for your family, your 3-year vision. Read it when motivation drops. And it will drop.
• Never stop learning: Top producers read constantly, attend trainings, study carrier products. Agents who plateau are the ones who stopped being students.

Do not recruit until you can consistently write 3+ applications per week. You cannot train someone on a skill set you haven't yet mastered. Premature recruiting leads to agents who fail because their trainer doesn't have enough experience to help them through hard spots. Build your own foundation first — months 3–6 to plant seeds, months 6–12 to actively develop a team.

When you recruit and develop agents, the carrier pays you an override commission on their production. This is not taken from the agent's commission — it is paid separately by the carrier as compensation for recruiting and training. A single productive agent writing $5,000/month in premium can generate $500–$1,500/month in override income for you with no additional effort once they're trained and running independently.

Three productive agents at similar numbers = $1,500–$4,500/month in passive income on top of your personal production. Ten agents can mean overrides that exceed your personal income. Personal production builds your floor. Team overrides build your ceiling.

• Coachability above everything: Someone with sales experience who thinks they already know it all will underperform a zero-experience person who is fully coachable. Attitude determines ceiling.
• A strong natural market: Who do they know? Are they willing to call those people? Warm market access in the first 60 days is the biggest single predictor of early success.
• Compelling financial motivation: Do they have a specific reason to work hard? Vague motivation produces inconsistent effort.
• Work ethic evidence: History of doing hard things — athletics, military, entrepreneurship. Past behavior predicts future behavior.