The Hard Truth Most New Final Expense Agents Don’t Want to Hear

Here’s the truth: every new final expense agent—regardless of their agency—faces one unavoidable decision.

And it’s not which IMO to choose.
It’s not which lead vendor is the cheapest.
It’s not even about which script or CRM system to use.

The decision is this:

Are you willing to take a leap of faith, even if you’re not 100% ready?

Because no matter how much training you get—whether you work with my agency or another one—you will never feel completely prepared. You’ll never know everything. And that’s OK.

The sooner you accept that, the faster you’ll succeed.

The Difference Between Training and Transformation

At Duford Insurance Group, we pride ourselves on providing some of the most comprehensive training you’ll find anywhere.

• 1-on-1 mentorship

• Small group coaching

• Call reviews

• Live role plays

• Product knowledge

• Sales process mastery

We leave no stone unturned. We want you to feel confident going into your first call—whether you’re working the phones or knocking on doors.

But here’s the reality…

Training gives you knowledge. Action gives you transformation.

You won’t really learn this business until you start doing the business. You won’t understand how a lead feels until you talk to them. You won’t know how to pivot in a presentation until you stumble through one. You won’t internalize what works until you mess up a few times.

This is a performance-based business. And just like sports, the real growth happens on the field—not in the locker room.

Why Most Agents Never Make It Past Week One

Most agents don’t fail because of a bad script or a weak product. They fail because they’re waiting to feel ready.

They keep watching training videos. They keep rewriting their scripts. They keep adjusting their schedule.

They think if they just prepare a little more, they’ll feel confident enough to start.

But confidence doesn’t come before action—it comes from action.

You’re going to be bad at this in the beginning. That’s not negative thinking. That’s reality.

But here’s the upside:

• Your worst call is your first call.

• Every call after that, you get better.

• Every appointment teaches you something new.

• Every mistake gives you insight you can’t find in a training manual.

If you’re coachable and committed, you’ll grow fast.

What Happens Around Appointment #25

We’ve seen this over and over again with new agents.

Somewhere around your 25th to 50th appointment, something shifts.

You stop overthinking the script.
You start sounding natural.
You begin connecting with clients more easily.
You close more sales.

By appointment #50, you’re often 2x to 5x better than you were on day one.

Now let’s talk timeline. That kind of progress doesn’t take six months. If you’re running a full-time schedule, you can hit 25–50 appointments in your first 30 days.

But only if you get out of training mode and into execution mode.

There’s no shortcut to experience. There’s no course that will substitute for those reps.

So, if you’re sitting on the sidelines, understand this:

You don’t need more time — you need more exposure.

The Power of Reviewing Your Own Work

You want to speed up your learning curve? Do this:

1. Record your sales calls.

2. Review them every night.

3. Ask yourself three simple questions:
   • What did I do well?

   • What could I have done better?

   • What will I change tomorrow?

It’s not rocket science—but it is uncomfortable. Nobody likes hearing their own voice. Nobody enjoys watching themselves mess up.

But the agents who improve the fastest are the ones who are willing to face the feedback and make the fix.

You don’t need 100 calls to get better. You just need to stop making the same mistake 100 times.

If you take this proactive approach to self-review, you’ll notice improvements every few days—not every few months.

Why “Over-Training” is Actually Procrastination in Disguise

Here’s a controversial opinion in this industry:
Too much training can actually hurt you.

Let me explain.

We’ve all heard the horror stories of agents getting “thrown to the wolves.” No training, no structure, just handed leads and told, “Go sell.”

That’s not what I’m advocating.

I believe in training. I believe in preparation. I believe you should be confident before your first call.

But I also believe that if your “preparation phase” is lasting more than 7–10 days, you’re lying to yourself. You’re using training as a way to avoid the real fear: rejection.

The only thing worse than failing fast is failing slow—six months of hesitating, researching, and “almost” starting.

Stop training as a way to feel better about doing nothing.
Start taking action so you can actually build confidence through momentum.

The Real Test: Are You Willing to Get Your Nose Bloody?

Let’s be honest. This business isn’t for everyone.

If you’re not willing to:

• Get uncomfortable

• Get rejected

• Hear “no” 10 times to get one “yes”

• Learn from awkward moments

• Be bad before you get good

Then don’t do this business.

Because no matter how many leads you buy, how strong your work ethic is, or how good your script sounds in theory—you will have to face fear.

Every top producer I know had moments in the beginning where they doubted themselves, got discouraged, and felt lost.

But the ones who made it through? They didn’t let those moments define them. They kept dialing. They kept showing up. They learned. They adjusted. They persevered.

And that’s the only way forward in this industry.

Final Thoughts: Action > Perfection

This business isn’t about being perfect.
It’s about being persistent.

You don’t need to know everything to make your first sale.
You don’t need to have it all figured out to help someone today.

All you need is:

• The courage to take the first step

• A willingness to learn from your mistakes

• A commitment to keep going, even when it’s hard

So, if you’re reading this and wondering whether you’re ready…

You’re as ready as you’ll ever be.
The rest of the growth? That comes from doing the work.

Want to Work with a Team That Actually Trains You?

My name is David DuFord, founder of DuFord Insurance Group.

We train final expense agents to sell both in person and over the phone—with real training, real support, and a real plan to help you start making money.

If you’re ready to stop preparing and start producing, head to davidduford.com and learn more about how to get started.

Don’t wait for confidence. Build it.
Don’t wait for permission. Give it to yourself.
Don’t wait for the perfect plan. Execute the one you have.

Because the only way to win in this business…
is to play the game.

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Thank You For Reading

Thank you for reading. In addition to growing our team, my company also offers products and services to help independent insurance agents increase their production and profitability.

If You’re Looking to Join an Agency

The DIG Agency specializes in helping agents become top producers selling final expense life insurance 100% from home using our free lead system. We provide high-quality training, expert coaching, and the technology tools you need to succeed — whether you want to work part-time or build a full-time career.

As your skills grow, you’ll have the option to transition into a broker role, where you can buy your own leads, earn higher commissions, and even build your own team — all without any forced recruiting or MLM gimmicks.

If you’re serious about building a real career in final expense sales, visit https://www.davidduford.com to learn more. Watch the Overview Video on the homepage to see exactly how our system works.

If You’re Already an Agent and Want Better Leads and Tools

Whether you’re independent or already working with another agency, we can help you get more high-quality leads and streamline your sales process. Here’s what we offer:

• FE Leads Direct
  Order exclusive final expense leads at wholesale pricing through our done-for-you lead management system. These are the same leads our top producers work every day. Learn more at https://www.GetFELeads.com.

• DIG Dialer
  Designed for insurance agents selling any product, the DIG Dialer helps maximize your calling efforts. It’s the same dialer we use at The DIG Agency and has boosted our presentation rate by up to 300% compared to other dialers. If you want more presentations and more sales, visit https://www.digdialer.com for details.

• Final Expense CRM
  If you’re a final expense agent looking for a field-tested CRM to manage your leads and clients, check out Final Expense CRM. Designed specifically for remote sales, it features Grace AI to help pre-set appointments and automate follow-ups to increase your sales opportunities. Try it for free for 14 days at https://www.finalexpensecrm.com.

Wherever you are in your career — new agent, experienced producer, or independent broker — we’ve got the tools, training, and resources to help you sell more, earn more, and build the business you want.