Chapter One
Before
Contracting
Welcome to Capital Growth Group. Three steps to get you licensed, contracted, and ready to write business. Follow them in order.
❖
First things first
Your only objective in your first month is to get licensed, get contracted, and get on the phones. Everything else is noise.
0 of 2 done
I
Step One
Get Licensed & Onboarded
Pass your state exam and get your license in hand. Four steps — nothing else happens until this is done.
The 4 Steps
- Find your state's procedure to get licensed. Each state is different — course hours, fingerprinting, background checks, application flow. Start here before anything else. State-by-state fingerprint requirements →
- Take the course. Enroll in getyourinsurancelicense.com/eterna → — pick the Life & Health track.
- Schedule your exam. Book through Pearson VUE or PSI (whichever your state uses).
- Apply for your license on NIPR. Submit at nipr.com → the day you pass. Turnaround is usually 3–10 business days.
Department of Insurance Directory
Every state's official DOI. For licensing questions, application status, and verification — call them directly.
Alabama
Alaska
Arizona
Arkansas
California
Colorado
Connecticut
Delaware
District of Columbia
Florida
Georgia
Hawaii
Idaho
Illinois
Indiana
Iowa
Kansas
Kentucky
Louisiana
Maine
Maryland
Massachusetts
Michigan
Minnesota
Mississippi
Missouri
Montana
Nebraska
Nevada
New Hampshire
New Jersey
New Mexico
New York
North Carolina
North Dakota
Ohio
Oklahoma
Oregon
Pennsylvania
Rhode Island
South Carolina
South Dakota
Tennessee
Texas
Utah
Vermont
Virginia
Washington
West Virginia
Wisconsin
Wyoming
II
Step Two
Get Contracted with Carriers
Once licensed, get appointed with the core carriers. You can't write a policy with a carrier you aren't contracted with.
The Walkthrough — How Contracting Works
5 min read
- Send your license info to your upline the day your license is issued. Include: full legal name, NPN, phone number, email, and resident state. Look up your NPN →
- Your upline submits your initial Eterna contracting. You'll receive a portal link to upload the following documents:
- • Picture of your driver's license or government-issued ID
- • E&O insurance certificate — get E&O through NEXT
- • Voided check OR direct deposit form
- Once admin reviews and approves your portal upload, you'll receive a SureLC email for each carrier you're being contracted with. Complete ALL of the SureLC forms. Skipping or delaying any one of them holds up the whole batch.
- Complete background check authorization when prompted. Most carriers run a Vector One background check — disclose anything in your history up front.
- Carrier portal logins arrive last. Each carrier sends a separate email with login credentials and your Writing Number / Agent ID. Save them in a password manager — you'll need them on every application.
- Build your carrier binder. One document with each carrier's portal URL, writing number, login info, and product cheat sheet. This becomes your daily reference.
What Emails You'll Receive — In Order
Four waves of emails. Don't ignore any of them. Sign and complete each one within 24 hours so contracting doesn't drag.
Wave 1
Eterna Onboarding
A portal link to upload your documents: picture of ID, E&O certificate, and voided check or direct deposit form. Complete this within 24 hours — nothing moves until admin reviews it.
Wave 2
SureLC
After admin approves your Eterna upload, you'll receive a SureLC email for each carrier. Complete ALL of them. Don't skip any — one missing signature holds up your entire batch.
Wave 3
Background Check
Vector One (or carrier equivalent) sends a secure link to authorize a background check. Disclose anything in your history up front. Approval is usually 24–72 hours.
Wave 4
Carrier Portal Logins
A separate email per carrier with portal credentials and your Writing Number. Log in, change password, save the writing number — you'll need it on every application. Once you have these, you're appointed and can write business.
A note on contracting questions
If you have ANY question during contracting — wrong email, missing form, unclear request — bring it to the Monday Team Meeting at 2:30 PM. Message your upline directly for anything urgent. Don't sit on it.
IV
Step Four
Set Up Your Tools
Tools depend on your role. Capital Growth Group is increasingly focused on the inbound team — that's where the growth is. Pick the path that matches you.
↙ Inbound Agent · Recommended
If you're joining the inbound team — most new agents — your tool setup is handled through your upline. You don't assemble a stack on your own.
- Get licensed. See Step I.
- Contact your upline. They'll provision everything: inbound call routing, CRM access, carrier portals, and the inbound text chat.
- Week 1 — Eterna orientation (Tue–Thu) + Friday inbound orientation & shadowing.
- Week 2 — Start taking calls side-by-side with a Jr Agent or above.
- Leads are company-funded through training. You pay only the $50/mo dialer while in the training desk.
The Path to Growth Blueprint
Your full 4-week onboarding ladder, the comp tier progression (60% → 100%), and the agency comp grid (105% → 120% Pinnacle) all live in the Path to Growth Blueprint section below. Bookmark it and keep it in front of you through your first 90 days.
↗ Outbound Agent
If you're going the outbound dialing route, follow the walkthrough below to assemble your tech stack.
Outbound is no longer the primary recruiting path for CGG, but the walkthrough and tools remain fully supported for agents already on this track.
↗ Outbound Tech Stack Walkthrough · 5 min read Tap to Expand ▾
The Walkthrough — Setting Up Your Tech Stack (Outbound)
5 min read
- Request a WAVV dialer seat. Text Chris for help getting on the Team WAVV license. It's $99/month. Capital Growth Group covers your additional numbers and spam protection on top of that.
- Connect your phone number to WAVV once you're added. Install the Chrome extension. Test by calling your own cell.
- Purchase the Eterna CRM at joineterna.com/get-eterna-crm. Once you've signed up, your upline will send the setup instructions and walk you through your first lead record.
- Bookmark your carrier portals. Transamerica, Mutual of Omaha, Ethos, Fidelity Life. Save the logins in a password manager (1Password / Bitwarden) the same day you receive each carrier email.
- Do dummy e-apps to get comfortable. Run several practice applications from start to e-signature in each carrier portal so you know every screen cold before doing one live with a client.
- Calendar setup. Block Prime Time (M–F 8:30–1 and 4–9, Sat 10–3), Eterna Training (M–Thu 3 PM), and 1-on-1 with your upline. Recurring, non-negotiable.
- Headset + reliable internet. A USB headset (Logitech H390 or similar) and wired ethernet beats wifi for call quality. Bad audio = lost sales.
If something doesn't work
Tech issues happen. Open a support ticket in Discord under the tech-support channel. Don't burn an entire day troubleshooting alone — most issues take 5 minutes when someone walks you through.
V
Step Five
Request Your First Lead Batch ↗ Outbound Only
Inbound agents — skip this step
Your leads are routed through the company-funded inbound queue. You don't request batches. Follow the Path to Growth Blueprint below instead.
Once you're trained and your tools are live, request leads from your upline. Do not request leads before you're ready to dial them.
The Walkthrough — Requesting & Loading Your First Leads
4 min read
- Confirm you're ready. License in hand, carriers appointed, 3-Day Orientation complete, script practiced out loud, WAVV working.
- Do a roleplay with your upline. Run through the full script — intro, qualification, presentation, close. Don't dial real leads until your upline signs off on your roleplay.
- Do a dummy app with your upline. Walk through the application in the carrier portal start to e-signature with your upline watching. Iron out every screen.
- Have your upline request your first 200 aged leads. They'll submit the request through the lead system and confirm payment.
- Wait for upload confirmation. You'll be notified when leads are loaded into WAVV/CRM — usually within 1–2 business days.
- Go into Discord with the team. Join the agent voice channel. Mic unmuted, cameras on — your upline can hear your calls and coach you live, between calls.
- Print your script and objection sheet. Have them on the desk in front of you for the first 100 calls.
Leads age fast
An exclusive lead is worth the most in the first 48 hours. After 7 days, conversion drops by half. Get on the phones the day your batch lands.
Your first 90 days follow a deliberate progression: aged leads first, fresh leads after. The first 14–30 days are spent on aged leads — your training ground. Once you've closed 2–3 deals on aged, you're ready for fresh leads.
A
Phase A · First 14 – 30 Days
Aged Leads
Cheap leads, big practice. Get comfortable before you scale.
- Why aged leads first: they're cheaper, so the cost of learning is lower. You'll dial more volume per dollar, get more reps, and miss fewer real sales while you're still figuring out the flow.
- Target: 250 dials per day. Every Prime Time block (M–F 8:30–1 + 4–9, Sat 10–3). The number is the discipline metric — hit it whether the calls go well or not.
- Get comfortable getting through:
- Holding the conversation through the opening without freezing
- Handling objections without losing your place in the script
- Walking a client through the application start-to-finish
- Asking for the close without flinching
- Goal: close 2–3 deals. That's the qualification to move to fresh leads. Volume + reps + a few wins.
- This is your training ground. Every dial counts as practice — even the no's teach you something.
- Roleplay with your upline twice a week. Drill the openings and the top 3 rebuttals until they're muscle memory.
- Bring your stumbles to Daily Eterna Training. Don't try to fix the script alone — that's what the 3 PM call is for.
B
Phase B · After 2 – 3 Closes
Fresh Leads
You've earned it. Fresh leads convert higher and pay better.
- When you move: once you've closed 2–3 deals on aged leads. That's the green light. Most agents hit it inside 14–30 days.
- Why fresh leads now: they cost more, but they convert at 3–4× the rate of aged. The math flips — your effective income per dial goes up dramatically.
- Your daily activity stays the same. Same Prime Time blocks, same dial discipline. The output changes, not the input.
- Goal: hit your first real monthly submit number. This is when income starts to compound.
- Sharpen the script — don't just survive it. Now you're playing offense: tonality, pacing, listening for the pain point, asking better discovery questions.
- Build your referral pipeline. Every approved client gets the referral pitch. Track who you ask.
- Have a 90-day review with your upline. What's working, what's next, what's your plan for the next 90 days?
After 90 days
You're not a new agent anymore — you're a producing agent. Daily expectations grow, monthly goals grow, and the income compounds. Stay on the phones.
Phase 2 · Program
Pick your program. Each is password-gated and lives on its own page with the full tools, training, and comp ladder.
Frequently Asked Questions
Everything new agents ask in the first 30 days. Click any question to expand.
Faster than almost any other commission career. Most new agents see their first commission deposit within 2 to 4 weeks of writing their first application. Here's how the timeline flows:
From First Dial to First Paycheck
The Payout Timeline
From a written app to commission in your bank account.
1
Day 0
Application Written & Submitted
Close on the call, e-sign, and submit to the carrier the same day.
2
1 – 2 Days
Policy Issued
The carrier approves and issues; most simplified-issue products move fast.
3
Then
Client Makes First Payment
Client makes their first payment on the agreed bank-draft date.
4
2 – 3 Days
Commission Paid
Direct deposit hits within 2 to 3 days of the client's first payment.
As fast as one week from your first written app
Weekly commission · Daily pay options · Advance available
The bottom line: activity in week one drives commission in week three. Every day you delay your first dial is a day you delay your first deposit.
It depends entirely on activity. Agents who hit the phones consistently and follow the system tend to see their first commission within the first 30 days, with momentum building from there.
The rough ranges we see:
- Days 1–30: Most agents are still ramping — licensing, contracting, training. First commissions appear at the end of this window for agents who got started quickly.
- Days 31–60: Production starts to compound. Agents writing 2–4 applications per week are common at this stage.
- Days 61–90: Top performers are consistently producing. This is where activity discipline separates the agents who scale from those who plateau.
Every number above is downstream of dial hours. The system works when you run it.
Yes — agents pay for their own leads, but you don't have to come up with the cash upfront in every case. The full process lives with your upline. Ask in the inbound chat for the lead-request process.
Most new agents start with a smaller batch and scale up as their conversion improves. Lead financing through future commission is available for qualifying agents. Talk to your upline before placing your first order so you don't overcommit.
You retake it. Most states allow a retest within 24 to 72 hours — and many agents who pass the second time learn more from the first attempt than from any study session.
- Rebook your exam within 48 hours. Don't let momentum die.
- Identify the sections you missed and drill practice questions on those topics.
- Most states charge a re-examination fee (usually $40–$100). Plan for it.
- Some states require a waiting period after multiple failures — check your state's DOI page above.
Failing once is normal. Quitting after one fail is the real cost.
No. Capital Growth Group is a full-time team. Part-time doesn't work in this business — the agents who treat it like a side hustle get crushed by the agents who treat it like a career.
Why we don't take part-timers:
- Prime Time is non-negotiable. Leads answer M–F 8:30–1, M–F 4–9, and Saturday 10–3. Part-timers can't cover those blocks consistently, and the math falls apart fast.
- Training builds the producer. Eterna Training (Mon–Thu 3 PM) is where new agents actually learn the craft. Missing it stalls your ramp.
- Consistency > intensity. A part-timer doing 10 hours a week loses to a full-timer doing 40. Volume + reps is what creates closers, not motivation.
- Our coaching is built around full-time activity. If you're not on the phones during Prime Time, your upline can't help you improve.
If you're not in a position to go full-time yet, get there first — finish licensing, line up the runway, and come back when you can commit. We'd rather you start strong than start split.
Sometimes — these are called chargebacks. If a client cancels their policy within a specific window after issue (typically 6–12 months, varies by carrier), the carrier reclaims a prorated portion of the advance commission they paid you.
How to minimize chargebacks:
- Sell the right product for the client's actual budget — never stretch a premium they can't sustain.
- Set the bank draft date to align with the client's payday.
- Follow up with new clients in the first 30 and 60 days. Confirm the policy is in force and they're happy.
- Verify payment method during the application, not after.
Chargebacks are part of the business. The goal is to keep them low through good selling, not to avoid writing business altogether.
In order of speed:
- Your direct upline — first stop for anything urgent. They've been where you are.
- Eterna Training (Mon–Thu 3 PM) — Q&A is part of every session.
- Monday Team Meeting (2:30 PM, Discord Training Room 1) — bigger-picture questions.
- Discord — post in the relevant channel; someone is usually around.
The "Who to Ask When You're Stuck" cards at the bottom of this page list the specific person for licensing, contracting, tech, and upline questions.
The Onboarding Checklist
- Pre-licensing course completed
- State exam passed
- License number received
- Contracting paperwork submitted
- Carrier appointments confirmed
- Onboarding training watched
- WAVV dialer access granted
- CRM login working
- First lead batch requested
- First dial day on the calendar
Who to Ask When You're Stuck
Licensing
Reach out to your upline.
Contracting & Carriers
Submit a support ticket through portal.goeterna.com.
Tech Support & CRM
In Discord, post in #tech-support-create-ticket.
Chapter Two
Outbound
Agent
Your daily reference. Scripts, vendors, and every link an outbound agent needs within reach.
❖
🚀
90-Day Ramp
Days 1–90 · Ramp → Build → Scale. Orientation, side-by-side, solo, fresh leads.
📅
Team Rhythm
Prime Time hours + team meetings. Morning Huddle · Team Huddle · Trainings · Eterna.
📄
Sales Script
The full outbound script — top to bottom, no clicks.
🎓
Training Library
Scripts, IUL education, objections, UW & more.
🧰
Your Tools
WAVV, DC Leads CRM, carrier portals, calendar, headset.
🏢
Vendors & UW
Approved vendors, resource library, underwriting guides.
↗ New Outbound Agent · Ramp
The 90-Day Ramp
Four gated phases. Advance when you hit the milestone — not before. Days: complete Onboarding orientation. Afternoons: Training Library.
Phase 1 · Weeks 1–2
Pure Training
● Waiting on Contracts
Transamerica
Mutual of Omaha
Ethos
Instabrain
Corebridge
- Orientation & Training Library — attend every session, work the Library after.
- Practice the script out loud, daily. Roleplay with ChatGPT.
- Attend Eterna & Team Trainings every day.
- Join Discord and listen to the team closing. Passive listening — soak up tonality + objection handling.
✓ Gate to Advance
When you're comfortable and have all 5 contracts in hand — move to Side by Side.
Phase 2
Side by Side
You dial aged leads (provided), pass the client to your upline to close. Upline 50/50s you on the deals. Point is to get comfortable and understand the sales process.
- Roleplay every day with your upline. Review calls together.
- Follow the script exactly. No freelancing yet.
- Take notes on tonality, objections, and rebuttals.
- Attend Eterna Trainings daily.
- You dial, upline closes. Upline 50/50s you on every deal you passed.
🎯 Daily Dial Target
Minimum: 300 dials/day. Goal: 500 dials/day. This is where reps compound.
✓ Gate to Advance
Once you have at least 2–3 deals under your belt — move to Solo Aged Leads.
Phase 3
Solo · Aged Leads
You're closing on your own now. Dial the aged leads provided, or purchase your own aged. Cheap leads, big volume — reps to perfect.
- Dial aged leads on your own. Provided or purchased.
- Close on your own. Ask for the sale confidently.
- Daily debrief with your upline. Review calls.
- Continue to join trainings — Eterna + team calls.
- Track every number: dials, contacts, presentations, closes, submitted, approved.
✓ Gate to Advance
Once you've closed at least 5–10 aged deals on your own — you're ready to buy fresh leads.
Phase 4
Fresh Leads · Production Cadence
Higher cost, 3–4× conversion vs aged. Effective income per dial climbs dramatically. Now you're building your production number.
- Start buying fresh leads — swap the CRM to Eterna (app.goeterna.com).
- Apply everything from Phases 1–3. Script, tonality, objections, rebuttals.
- Weekly upline review. What's working. What's stuck. What's next.
- Set a weekly submit AP target and hit it.
- Build your referral pipeline. Every approved client gets asked.
- Establish your production cadence — sustainable, repeatable, growing.
Chapter 04 · The Week
Team Rhythm
Your Prime Time hours and every team meeting on one page. Non-negotiable — this is how we show up together.
01
Dial Hours
Prime Time
Mon – Fri · Morning
8:30 AM – 1:00 PM
Mon – Fri · Evening
4:00 PM – 9:00 PM
Saturday
10:00 AM – 3:00 PM
On the phones during your block. Admin, email, training — before or after, never during.
02
Together Time
The Cadence
8:15 AM
Mon – Fri
Morning Huddle
Everyone's dial goal + one coaching moment. Cameras on, Discord voice. 15 min max.
Anchor · Daily
1:00 PM
Tuesday
Team Huddle
Mid-week check. Wins, blockers, theme for the week.
1:00 PM
Wednesday
Team Training
Internal training — script, product, tonality.
1:00 PM
Thursday
Team Training
Internal training — script, product, tonality.
3:00 PM
Mon – Thu
Eterna Training Zoom
Company-wide training — click to join.
Start Here · Outbound
Your first two stops as an outbound agent. Open the training plan, then jump into the Discord — that's where you'll dial.
↗ Complete Onboarding · Outbound
Once your contracts are in hand, this is your first stop. Register for the next 4-Day New Agent Orientation and follow the walkthrough. Don't binge training — get through orientation, then start dialing.
4
First Thing After Contracting — Sign Up for the 4-Day Orientation
The moment your contracting wraps up, register for the next 4-Day New Agent Orientation. It's the foundation everything else builds on — don't skip it, don't postpone it.
Register for Orientation
4-Day Orientation Schedule
Day One
Tuesday
- Intro & Expectations
- Systems — CRM & Portal
- Carrier Logins
Day Two
Wednesday
- Carrier Essentials — go-to products, illustrations, applications
- Script Training (Overview)
Day Three
Thursday
- Script to Approved Policy
- Psychology & Tonality
- Overcoming Objections
- Effectuating Business
Day Four
Friday
- Shadowing in Discord — listen to producing agents on live dials
Two hours, not two weeks
Don't binge training for two weeks before dialing. Get through orientation, then start dialing. Real calls teach faster than any video. Keep the daily training going alongside live activity.
Outbound · Training & Tools
The Training Library
Everything you need to ramp as an outbound agent. Read the scripts daily, drill objections, master the carriers — in that order.
🧰 Insurance Toolkits Login (Shared)
Username:
Password:
exposureiseverything1@gmail.comPassword:
Fluent2026$
Phase 1 · Scripts & Roleplay
Drill the script. Then drill it again.
Read the scripts out loud daily before you ever take a live call. Then roleplay — ChatGPT works when no human's available.
Phase 2 · Learn the Craft
Product knowledge + objections
Know the three product types and the top objections cold. You won't be cleared to dial without passing the objection test.
Phase 3 · IUL Education (Dr Goins)
Structure IULs properly
Watch these in order. You won't always explain this to clients, but it prepares you when they ask.
Phase 4 · Tools & Systems
Set up your kit
Make a business card to text new clients. Set up CrankWheel to screen-share during calls.
Phase 5 · Underwriting
Know what each carrier accepts
Bookmark all three UW guides. When a med question comes up mid-call, the ChatGPT UW Assistant is your fastest path to an answer.
Phase 6 Your Tools ▾
Assemble your tech stack before your first lead drops. Each item below is non-negotiable for outbound dialing.
🔗 Access DC Leads CRMThe Outbound Tech Stack
Click any tool to see how to set it up.
WAVV Dialer▾
Text Chris to be added to the Team WAVV license — $99/month. CGG covers your additional numbers and spam protection on top of that.
CRM▾
Starting out: use the DC Leads CRM at app.befinfluent.com. Your upline will send the setup instructions.
Once you have your own leads & are ready for fresh: upgrade to the Eterna CRM at app.goeterna.com.
Carrier Portals▾
Bookmark each and save logins in a password manager (1Password / Bitwarden).
Google Calendar▾
Block Prime Time (M–F 8:30–1 & 4–9, Sat 10–3), Eterna Training (M–Thu 3 PM), and 1-on-1 with your upline. Recurring, non-negotiable.
Headset▾
Most agents use the Jabra Evolve series — best audio for long dial blocks. Pair with wired ethernet over wifi. Bad audio = lost sales.
If something doesn't work
Open a support ticket in Discord under the tech-support channel. Don't burn a day troubleshooting alone — most issues take 5 minutes when someone walks you through.
Index
— Jump to a section —
I.The Sales Script§ 01
6 phases · Intro → Qualify → Discovery → Present → Apply → Refer
II.Recommended Vendors§ 02
WAVV · CRM · Lead vendors · Quoting · E-app
III.Comp Grid · Path to Growth§ 03
Solo track 70–100% · Agency track 105–145%
Morning · Dial block · End of day
How to use this
Learn it. Internalize it. Then make it yours. Don't read word-for-word — own it. When they object, pull up the Rebuttal Sheet.
Phase I · Sound Curious
{{ClientName}}, can you hear me?
[Client responds]
Perfect, it's {{AgentName}} — just calling you back about your request I had here?
Pause · silence until the client responds
You saw my videos on retirement and family protection with the IUL.
Perfect! It's {{AgentName}} — how's everything been! It's been a while since we've talked.
Wait for client reply
Sorry — you probably DON'T remember this. You watched one of my videos on the IUL a while back. What ended up happening? Did you give up on that?
What piqued your interest that made you start looking?
What piqued your interest, that made you start looking?
[Client answers]
Sure, understandable! Most people are usually looking to protect their family or build some extra retirement cushion. Which one were you looking for?
Makes sense! What came through your mind that made you start looking into that?
Make sure to understand whether it's retirement or generational wealth for family. This decides which Discovery lane you run.
[Client answers — listen for pain point]
Set the Agenda
SKIP this if they rebutted saying "busy." Just jump straight to the Qualification questions.
So these calls are very basic.
My job's simple:
- Make sure you understand how it all works — the good and the bad.
- Work with my top companies to see what's available for you.
- Then customize it for your goals.
Sound fair?
Phase I of VI
Phase II · Qualification (You-Focused)
So a couple things they do look into is…
1. Medical Records
How's your overall health?
Follow up as needed — collect ALL of these before moving on:
• "Any medications you're taking?"
• "Surgeries or hospital visits?"
• "And your height and weight?"
• "Age?"
2. Driving
And how's your driving record? Any drinking and driving in the past 5–10 years?
3. Criminal
Lastly — but you have to be honest with me… you don't plan on robbing any banks this weekend do you?
Laugh, wait for their reaction
jajajaja — so no criminal history in the past 10 years?
Say the criminal history line in a joking tone — keeps it light while still verifying.
4. Work
Since we're not robbing banks as a full-time job… what do we do for work?
Phase II of VI
Phase III · Discovery
Alright — let me understand your goals and situation a bit better.
If the client wants Death / Family Protection — start there. If they want Retirement — start there. Then come back and run the other lane second.
If something happened tomorrow, what does that look like for your family?
Pain Point Questions to dig deeper
Anything in place in case something did happen?
Who would be taking care of everything with the funeral home? Would they be stuck?
If none — who will be paying for it all? Do they have enough cash?
Oh wow okay — are there main things you wanted covered? Mortgage, cars, assets, or some "I love you" money?
Banking (in context)
Question — were you banking with a major bank or a local bank?
Wait for response
Which one in specific?
Wait for response
If they fight you on the name: don't stress it — you don't want to lose the sale over it. If they ask, you can say: "I have partnerships with different banks, so I like to know in case there's something that could help you. But no worries."
What age are you hoping to retire?
[Client answers]
What are you using for retirement right now?
Pain Point Questions to dig deeper
Do you like how retirement is looking?
When you say you don't like it — what do you mean?
What happens if you don't fix it?
Does it scare you that you've waited? Oh wow — why does that scare you?
What makes you feel that what you have isn't enough?
Banking (in context)
Quick question — were you banking with a major bank or a local bank?
Wait for response
Which one in specific?
Wait for response
KEEP ASKING QUESTIONS UNTIL YOU GET THE PAIN POINT. If you don't hear the pain, the presentation lands flat. Don't move forward until you can repeat their pain back to them in their own words.
Phase III of VI
Phase IV · Presentation — Explain Like a Human
Two paths — pick based on what they qualified for in Phase II. Click either box to expand.
Growth · 8–12% via the S&P 500
You're building wealth at 8–12% based off an index fund called the S&P 500 — which allows you to grow more aggressive compared to any traditional bank.
The 2 Headaches with Stocks
You can buy stocks similar to this, but you deal with 2 major headaches:
1. Taxes whenever you pull those dollars.
2. Market losses.
The IUL keeps you safe from both — unlike a 401k, IRA, or traditional brokerage account.
0% Floor · Market Loss Protection
You have a 0% floor. So if the market crashes, you don't lose a single dollar you've made or invested.
For example — if you have $10k and have made $5k, that's $15k. If the market crashes tomorrow, you're safe while everyone else is stressed about losing.
Does that make sense?
Tax-Free Retirement
Typically you pay taxes on investments and retirement accounts. With the IUL, you don't — because at its core it's a life insurance policy that covers you up to 120 years old. But it's also tax-free growth you can take from at any time — whether it's for emergencies, spending, or additional income for retirement.
Beneficiary Check
Reference back to the loved ones they mentioned in Discovery (spouse, kids, parents, etc.).
You said {{Beneficiary}} depends on you, correct? Will that be your main beneficiary?
No Penalties (my rental story)
There's also no penalties. I pulled $30k out of mine to buy a rental property. No penalties, no taxes — just a signing of paperwork and a check for $30k in my hands.
Does that make sense?
Living Benefits Rider · My Favorite Part
This is my favorite part — do you know what living benefits are?
So Aflac offers a policy you can buy separate, but the IUL has all of the benefits included at no extra cost.
God forbid you get some type of terminal or chronic illness — like cancer or a heart attack.
And I'll actually use one of my clients as an example. She just got diagnosed with cancer. She gave me a call, let me know what was going on. We submitted paperwork, and 6 days later she had an $80,000 check in the mail from Mutual of Omaha out of her $100,000 policy — to help with:
1. Income she's going to lose.
2. Chemo bills that are going to start piling up.
Gave her peace of mind while she focuses on recovery. Because it's not always the cancer that kills — it's the stress and the bills.
Check-In Questions
Does that all make sense so far? Any questions?
Do you feel like that's something you were looking for?
Reassurance
Perfect — it's great you're starting to look into this now. Most people procrastinate, and by the time they realize, it's already too late because they're in their 60s.
STOP saying "IUL". Pivot to whole life.
So to keep it simple, I'll break down how a whole life works in 3 major buckets.
Bucket 1 — Permanent Protection That Never Expires
Whole life is permanent. Unlike term insurance that runs out, this is locked in for your entire life.
So whether something happens in 5 years or 50 years from now, your family is fully protected.
And once you lock it in today at today's health, you never have to re-qualify or worry about rates going up. The carrier guarantees it.
Does that make sense?
Bucket 2 — Guaranteed Cash Value (Your Family Money Bucket)
Built into the policy is a savings bucket called cash value. Every payment you make, a portion goes into that bucket — and it grows guaranteed by the carrier every single year. No market risk, no fluctuations.
For example — let's say after 10 years you've put in $20,000 in payments. That cash value has been growing the whole time. You can borrow against it tax-free for emergencies, opportunities, or supplemental retirement income later in life.
Use this moment to bring in the beneficiary question — primes the application.
Who would be the loved ones receiving the money in the case something happens?
Great! And the best part — when your family receives the death benefit, it comes to them completely tax-free.
Does that make sense?
Bucket 3 — Living Benefits Rider (my favorite part)
Do you know what living benefits are?
So God forbid you get some type of critical, chronic, or terminal illness like cancer, a heart attack, or a stroke. You can actually use the death benefit while you're still alive.
One of my clients was diagnosed with cancer — and thank the lord she's okay now. She gave me a call, let me know what was going on. We submitted paperwork and she was able to receive an $80,000 check in the mail from the carrier out of her $100,000 policy. To help with:
(1) Income she was going to lose
(2) The chemo bills that were going to start piling up
Gave her peace of mind while she focused on recovery. Because it's not always the cancer that kills — it's the stress and the bills.
Does that all make sense so far? Any questions?
Do you feel like that's something you were looking for?
If you're set on the IUL concept for generational wealth, one option we can look at is using your child as the insured. You'd be the owner, you fund it, and it's building value long-term for them. Is that something you'd be open to — yes or no?
Phase IV of VI
Phase V · Qualifying Process & Application
📲 Send digital business card & CrankWheel link.
So I just texted 2 things.
1. My business card — showing we are an A+ Rated company with the Better Business Bureau, and my NPN number that tells you I am fully qualified and licensed to speak about any of this.
2. A link that says "Join me" — click it so you can see me in the top right corner and my screen as I pull up my most competitive carrier to see what we can get you qualified for, then work on customizing it for your budget and goals.
Wave at them and smile once they join.
Open the Application
Open up your carrier and start the application process.
● Critical
Leave the SOCIAL part as the LAST thing to fill in.
When asking for social — DO NOT CHANGE A SINGLE WORD. Read it exactly as written below.
SOCIAL · MIB Consent (verbatim)
So I don't send any nurses out to do any blood work or urine work anymore. Everything is based off your medical records — which is protected by the HIPAA law. It's just a law that protects your medical records and keeps them confidential. Because of that, {{Carrier}} would need your consent to review your MIB report. Do you consent for {{Carrier}} to do that?
[Client says yes]
Perfect — they just need you to verify your social. Go ahead whenever you're ready.
Budget · Customize for their Pain Point
Once you've got the qualification or approved (or you've pivoted to Whole Life), ask:
So to customize this — what are you willing and able to set aside on a monthly basis for your {{PainPoint}}?
Let them think for 3 seconds, then offer the example
Before you answer — let me give you an example. I have a minimum I'm comfortable with, but I also overfund my policy whenever I have extra cash sitting to expand my cash value growth.
So I'm not tied to one certain higher amount. I'm comfortable starting here, and I can always put more money in later to make my future look even brighter.
Explain the numbers — then close.
BANKING · Draft Availability (The Close)
Alright {{ClientName}} — so you wouldn't be able to start your IUL today, since it takes 2–3 days to process the draft and get that paperwork out to you. Would that amount be available in your checking or savings account?
THEN SHUT UP AND WAIT.
(If Whole Life path: replace "IUL" with "policy.")
Close — If Instant Approval
Perfect — I've got good news and bad news… which do you want first?
Bad news: you're stuck with me for the rest of your life. 😂
Good news: you're approved and everything is going to be mailed to you directly from {{Carrier}}.
Do you have any questions for me?
Set follow-up
Perfect — let's schedule a quick call in a few days. I'll help you set up the portal and make sure you got the packet.
Close — If Underwriting
Perfect — typically this gets sent to the team to do some final checks and any questions they have for you or myself.
Do you have any questions for me?
Great — within 2–3 days you should be hearing back from me once I hear from the carrier!
Set follow-up anyway
Let's put a quick check-in on the calendar so you're not guessing — and if it comes back sooner, I'll call you early.
Phase V of VI
Phase VI · Referral Close
Also, I give out referral rewards to clients who send me family or friends that get approved — so if anyone comes to mind, shoot them my way. I'll take care of them just like I did for you.
✅ Set the follow-up meeting 3–4 days before the first draft date.
Phase VI of VI
Agent Notes — Must Capture
Every call should capture these data points. Log them in the CRM immediately after the call.
Capture List
- Goal + Pain Point (their exact words)
- Health notes (conditions, meds, tobacco)
- DUI / major driving issues
- Felony / major charges (last 10 years)
- Bank name
- Monthly budget
- Beneficiary name + relationship
Agent Notes — End of Script
Vetted by Capital Growth Group. Use these first.
WAVV
Text Chris G to get on the team license (see Chapter III). $99/month.
Eterna CRM
Our agent CRM. Track leads, log dispositions, schedule callbacks, manage your pipeline.
Recommended Lead Vendors
Once you're comfortable on the phones, these are the vendors we trust.
GoatLeads
Premium leads. Our top-tier source — higher cost, higher quality, higher conversion.
CG Leads
In-house lead source through Chris G. Curated inventory, vetted for our funnel. Text Chris G to get on the list.
Inbound Calls
Live transfer / inbound call program — the client calls you. Highest-intent leads we offer. Earned access once you're producing consistently. Text Chris to be considered.
FF Leads
Our other go-to lead provider. Mix of aged and fresh inventory. For issues, open a Discord support ticket in #tech-support-create-ticket.
Your comp advances with production. Two tracks — Solo Production up to 100%, then Agency Track from 105% to 145% based on team production. Advancement is on effectuated AP (EFFAC) — not written premium.
I
Solo Producer Track
Personal EFFAC · advancement is your own production
| Comp | Tier | Advance On |
|---|---|---|
| 70% | Training Agent Phase 1 · Pure Training |
Move out of Side by Side → 75% |
| 75% | Jr Agent Solo dialing begins |
$10,000 EFFAC → 80% |
| 80% | Agent Consistent producer |
$15,000 EFFAC → 85% |
| 85% | Sr Agent Rising producer |
$20,000 EFFAC → 90% |
| 90% | Elite Agent Top performer |
$30,000 EFFAC → 95% |
| 95% | Producer Established producer |
$50,000 EFFAC → 100% |
| 100% | Sr Producer Personal-production ceiling |
Agency Track → |
Each tier is a +5% raise earned on hitting the effectuated AP number. 100% is the ceiling on solo production — everything above requires team.
II
Agency Track
105% – 145% · Personal OR team production · Whichever hits first
| Comp | Personal EFFAC | Team EFFAC |
|---|---|---|
| 105% | $60,000 personal | $100,000 team |
| 110% | $75,000 personal | $125,000 team |
| 115% | — | $200,000 team |
| 120% | — | $300,000 team |
| 125% | — | $500,000 team |
| 130% | — | $725,000 team |
| 135% | — | $950,000 team |
| 140% | — | $1,350,000 team |
| 145% | — | $1,750,000 team |
Personal OR Team
At 105% and 110% you can advance on either your personal number or your team's number. From 115% up, it's team production only.
Effectuated, not written
Every tier is measured on EFFAC — policies that actually took a first payment. Chargebacks don't count.
Chapter Three
Inbound
Agent
The Elite Agent Program. Path to Growth Blueprint, comp tiers, and the agency grid for inbound producers.
❖
● Required
Required Resident & Non-Resident Licensing
To take inbound calls, you must be licensed (resident or non-resident) in all of the following states. Add non-resident licenses through NIPR — your upline will reimburse approved state fees once you're producing.
Nevada
Arizona
Colorado
New Mexico
Texas
Tennessee
Mississippi
Alabama
Florida
Georgia
South Carolina
North Carolina
Virginia
Maryland
Pennsylvania
Ohio
Michigan
Louisiana
● Do Not Miss
Your Week
Prime Time hours + team trainings. Everything else works around them.
Prime Time
↙
Role II
Inbound Agent
Mon – Fri · Core
11:00 AM – 7:00 PM
Saturday
10:00 AM – 5:00 PM
Mon – Fri · Optional
7:00 PM – 9:00 PM
On the calls during your block. Daily Inbound Team Call at 10 AM.
Live Trainings
Inbound · Training & Tools
The Training Library
Everything you need to ramp as an inbound agent. Read the scripts daily, drill objections, master the carriers — in that order.
🧰 Insurance Toolkits Login (Shared)
Username:
Password:
exposureiseverything1@gmail.comPassword:
Fluent2026$
Phase 1 · Scripts & Roleplay
Drill the script. Then drill it again.
Read the inbound script out loud daily before you ever take a live call. Then roleplay — ChatGPT works when no human's available.
Phase 2 · Learn the Craft
Product knowledge
Know the three product types and your carrier menu cold. The YouTube University videos sharpen the intangibles between calls.
Phase 3 · Tools & Systems
Set up your kit
Make a business card to text new clients. Set up CrankWheel to screen-share during calls.
Phase 4 · Underwriting
Know what each carrier accepts
Bookmark all three UW guides. When a med question comes up mid-call, the ChatGPT UW Assistant is your fastest path to an answer.
↙ Set Up Your Tools · Inbound
Your tools are provisioned through your upline — you don't assemble a stack on your own.
Inbound Tool Setup
- Contact your upline. They provision everything: inbound call routing, CRM access, carrier portals, and the inbound text chat.
- Week 1 — Eterna Orientation (Tue–Thu) + Friday Inbound Orientation & shadowing.
- Week 2 — Start taking calls side-by-side with a Jr Agent or above.
- Leads are company-funded through training. You pay only the $50/mo dialer while in the training desk.
The Path to Growth Blueprint
Your full 4-week onboarding ladder, the comp tier progression (60% → 100%), and the agency comp grid (105% → 120% Pinnacle) all live in the Blueprint section below.
↙ Inbound Agent Path · Elite Agent Program
Path to Growth Blueprint
Earn more. Build freedom. Own your production.
If you joined as an inbound agent, this is your full roadmap. It covers the 4-week onboarding ladder, the commission tier progression from 60% to 100%, and the agency override grid for team builders (105% to 120% Pinnacle).
I
Agent Growth Blueprint
Company-funded training · 60% tier · Leads on us
| Phase | Schedule & Focus | Advance On |
|---|---|---|
Week 0 Pre-Contract |
Licensed, awaiting carrier contracts. Transamerica or Mutual of Omaha · Ethos · InstaBrain |
Contracts active |
Week 1 Orientation |
Eterna Orientation · Tue–Thu 11am–2pm EST.
Register for Eterna Orientation → Friday Inbound Orientation + in-office or Discord shadowing. Friday Orientation materials → |
Week 2 |
Week 2 Side-by-Side |
Mon 9:30 Q&A · M–F 10am Inbound Team Call · 11–7 inbound, side-by-side with a Jr Agent+. | Week 3 |
Week 3 Solo Desk |
Mon 9:30 Q&A · M–F 10am Inbound Team Call · 11–7 inbound, independent production. | Week 4 |
Week 4 Graduation |
Complete the program and promote to the self-pay ladder. | Graduate → 75% |
Leads are company-funded through training — you pay only the $50/mo dialer. Live inbound begins Week 2 side-by-side with a Jr Agent or above, then solo in Week 3. Complete the four weeks to graduate to the 75% Jr Agent tier.
II
Path to Growth
Commission tier ladder · Issued-paid advancement
| Comp | Promotion | Your Lead Cost / Wk | Advancement Requirement |
|---|---|---|---|
| 60% | Training Agent Onboarding desk |
Company-funded | Graduate program |
| 75% | Jr Agent Self-pay begins |
$600 | $15,000 AP / mo 2 months · advance to 80% |
| 80% | Agent Rising producer |
$800 | $25,000 AP / mo 2 months · advance to 85% |
| 85% | Sr Agent Established producer |
$1,000 | $35,000 AP / mo 2 months · advance to 90% |
| 90% | Jr Leader Top producer |
$1,200 | $50,000 AP / mo 3 months · advance to 95% |
| 95% | Leader Elite producer |
$1,200 | $60,000 AP / mo 3 months · advance to 100% |
| 100% | Sr Leader Personal-production ceiling |
$1,200 | Agency Grid → |
Agent Levels · 75–85%
Hit your tier's AP requirement — $15k, $25k, then $35k/mo — for two consecutive months to promote.
Leader Levels · 90–100%
Hit $50k/mo at 90% then $60k/mo at 95% — three consecutive months each — to promote. 100% is the ceiling for personal production.
III
Agency Compensation Grid
Leadership track · Team effectuated premium · Annual
| Comp | Tier | Team Annual Effectuated Premium |
|---|---|---|
| 105% | Entry Leadership Building a downline |
$250,000+ |
| 110% | Team Leader |
$500,000+ |
| 115% | Sr Team Leader |
$750,000+ |
| 120% | Pinnacle Maximum agency comp |
$1,000,000+ |
The agency grid is a leadership reward, earned on the total effectuated premium of the team you build — not personal production. 100% is the ceiling for solo production; everything beyond is unlocked by recruiting and leading agents under you.
Desk Standards
In-Office Policy · Call Hours · Saturdays
In-Office · Below 90%
Tampa office required at every tier under 90%. Remote eligibility unlocks at 90% and above.
Call Schedule
Core block 11–7, Mon–Fri. Power hours 7–9pm available.
Saturdays
Optional production day — $250 for the day. Hours 10am – 5pm.
Restricted Access
Enter Password
This section is for the team only. Enter the access password to continue.