Making the Case with Simulations

Insurance Sales Enablement Series: Giving agents the tools to turn complex products into clear, confident conversations.

Getting a wealth manager interested in VUL is only half the job. The harder part is moving from interest to conviction.

That’s where most cases stall. The wealth manager looks at the glossy illustration and thinks: “What happens if the market underperforms? What if the client skips a year of funding? What if they want to borrow?”

Without good answers, the advisor hesitates. Compliance slows things down. And the client never hears the story.

This is where Clarista’s Briefs come in. They take the 80-page illustration and turn it into a handful of clear simulations — short, visual narratives that show the “what-ifs” and the trade-offs in plain English.

The Power of a Simulation

A single simulation changes the tone of the meeting. Instead of debating assumptions, you can put two paths side by side:

• At 8% returns (what the carrier illustrates)

• At 4.5% returns (what the chosen subaccounts have actually averaged)

The numbers speak for themselves. At 8%, the policy looks effortless. At 4.5%, it may lapse years earlier unless premiums adjust.

When the wealth manager sees both views on one page, the question isn’t “do I believe the sales pitch?” — it’s “which path do I want my client on?” That shift builds conviction.

What Clarista Briefs Include

Clarista generates briefs that put the moving pieces into simple, defensible stories:

• Funding Paths. What happens if the client funds steadily, overfunds, or skips a year.

• Loan Strategies. How borrowing at age 65 affects coverage and cash value — and where the safe thresholds sit.

• Comparisons. VUL versus IUL versus term-plus-invest, with apples-to-apples numbers.

• Compliance Notes. Clear flags: what’s guaranteed, what’s not, and citations to carrier docs.

Each brief is a page or two at most — enough for the wealth manager to explain to a client without fear of tripping up.

A Case in Point

Picture the $1M face policy we discussed in Post 1. Illustrated at 8%, the coverage holds strong to age 85. Clarista runs the same contract at 4.5%. Now the policy risks collapsing at 74 unless funding increases.

In seconds, Clarista generates a Simulation Brief that shows:

• Option A: Maintain coverage with an additional $X annual premium.

• Option B: Shift to a lower-volatility allocation, accept a smaller cash build, but keep coverage intact.

The wealth manager now has a story they can tell with confidence: “Here are two paths. Here are the trade-offs. Which fits your client better?”

And because the brief is client-ready and compliance-safe, they can leave it behind without edits.

Why This Matters

For the agent, simulations mean no more re-running illustrations or scrambling to explain edge cases. You can walk in with scenarios already prepared — or run them live if new questions come up.

For the wealth manager, simulations turn complexity into choices. They’re no longer worried about hidden risks, because they’ve seen them modeled upfront. That makes them far more likely to recommend VUL.

For compliance, simulations reduce friction. Every assumption is documented, every source cited. The brief itself doubles as the audit trail.

What Changes in Practice

With Clarista Briefs, the meeting flow looks different:

• Before: Agent sends a mindmap and podcast so the wealth manager comes in oriented.

• During: You open a simulation brief and walk through two or three realistic paths.

• After: You leave behind the brief, already formatted for the wealth manager to use with their client.

It’s not about dazzling with projections. It’s about creating conviction through transparency.

The Takeaway

Interest alone doesn’t close a case. Conviction does. And conviction comes from seeing the scenarios that matter most: what happens if returns fall short, funding slips, or loans are taken.

Clarista Briefs give you a way to show those paths in a format the wealth manager can understand, explain, and defend. They turn the illustration into a set of choices, not a leap of faith.

That’s how you move a wealth manager from “I’m curious” to “I’m ready to recommend this.” And that’s how you turn stalled interest into placed business.

Download the complete white paper here.

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