The challenge

A life-insurance team frequently hears that coverage is unaffordable. Producers jump directly into product descriptions or counter the objection with a generic low-price example. They never learn what the prospect expects coverage to cost, what need they are trying to address, or what budget is workable.

The OnCue approach

A proposed discovery drill starts with a skeptical AI prospect and a simple coaching objective: understand the assumption before responding. The producer practices asking about responsibilities, existing protection, and budget, then agrees on an appropriate next step. Agency-approved materials guide explanations; actual quotes depend on the applicant and product.

Research context

The 2025 LIMRA/Life Happens Insurance Barometer found that healthy adults aged 18–30 overestimated the median cost of a $250,000, 20-year level-term policy by about 10–12 times. This finding applies to that defined example; it is not an affordability claim for every applicant or policy. LIMRA, June 25, 2025

Illustrative outcome

Hypothetical example · Not an OnCue result

Across 100 completed discovery conversations, moving from 25 to 32 agreed follow-up appointments would mean seven additional next steps, with the rate moving from 25% to 32%. These are not seven issued policies.

What to verify

Follow the cohort through applications, underwriting, and policies placed in force. Keep education and informed decisions central; a prospect declining unsuitable coverage is not a training failure.