Most likely you’re here today because you’re looking for the best final expense FMO to partner with.
Maybe you are currently selling final expense, and interested in changing your final expense IMO or agency relationship.
Most likely you’re here today because you’re looking for the best final expense FMO to partner with.
Maybe you are currently selling final expense, and interested in changing your final expense IMO or agency relationship. read more
You may qualify for a state-regulated program to pay for your final expenses. It is important you know how to qualify for this life insurance benefit available to you. This benefit will pay for 100% of all funeral expenses up to $35,000. This payment is tax free for Tennessee residents. You are entitled to receive no-cost information as a resident of Tennessee. IMPORTANT – Return this postage paid card within 5 days.
You or one of your senior parents may have received one of these post cards in the mail. It’s not a scam. It may have come from one of many outreach programs this site and many others like it use to reach senior citizens here in the great State of Tennessee that need state regulated final expense life insurance programs and burial plans.
Many seniors that receive these cards do not have a dedicated amount of money that can be used to pay for their funeral or final expenses. It’s possible they’ve recently checked into the pricing on what they currently have and want to see if they can find more benefits than what they currently have in place. Or they might want to leave behind a legacy like income for a surviving spouse, money for grandkids, or to a charitable organization or church.
1. First Day Coverage. You are fully protected the very first day your coverage goes into effect with no exclusions and no waiting period.
2. Ease of issue. No physical exams.
3. Your premiums will never go up. Lock into a rate at your current age and the cost will never increase regardless of changes to your health and age.
4. You benefits will never go down. Regardless of changes to your health and age.
5. All programs build cash values.
6. The benefit is paid to your beneficiary tax free on the worst week of their life.
7. Your policy can never be cancelled as long as premium payments are made.
8. This is a protected asset that you will never be forced to liquidate.
Seniors looking for state regulated final expense life insurance and burial plans often have medical impairments and conditions that may raise the cost of these benefits. There’s a lot of work to keep track of these medical impairments and conditions and knowing where the sweet spots are to find seniors the most death benefits for the amount of money spent.
When we sit down and look at the life insurance policies seniors have in place, most are shocked to find their payments go up and their coverage expires when they need it most. Many seniors are placed on modified plans with a 2 year waiting period before their family would be eligible to receive a full death benefit, even when their health clearly qualifies them for first day coverage.
As a general rule, any policy bought through the mail or sold directly to the consumer has gimmicks built inside the fine print. We review these policies with seniors and show them how they can increase the amount of death benefits for the same amount of money spent. In most cases this review results in finding an increase in death benefits.
Here’s a review of some common offers that we hear about as we visit seniors and go through the information companies send out.
We typically see mail-order life insurance products from:
Group whole and term life coverage plans for AARP members to help protect your loved ones.
AARP selected New York Life Insurance Company to develop a group life insurance program specifically designed to help AARP members protect their families. The program offers whole and term life insurance coverage that feature affordable premiums and valuable benefits designed for people age 50 and older. Coverage is available in a wide range of amounts—from $2,500 up to $100,000.
AARP members age 50-80 and their spouses age 45-80 are eligible to apply. No medical exam is required to qualify for coverage. For most products, acceptance is based on your health information. You can apply online or by mail in just minutes. And if you’re not already an AARP member, it’s easy to join and apply at the same time.
We find that many seniors have signed up for Life Insurance through the mail from AARP. There are a couple different types of plans. AARP sells for New York Life. This is the most popular mail order life insurance offer by far.
During a visit with seniors with this plan it’s good to review the policy and go through the contract. In some cases the owner of the policy thinks they own a whole-life policy, when the fine print describes something different. What they really have is a term life plan that raises their premium every 5 years. Their premiums increase when their age ends with a 0 or a 5. (when they turn 55, 60, 65, 70, etc.) The premiums will go up in the policy anniversary month not their birthday month. Some products offered by AARP ends when they reach their 80th birthday. In that case all the money they paid into the policy is lost.
If you have one of these policies where the price has gone up as you’ve reached one of these age bands, take a look at a modest final expense whole life policy that will provide permanent protection for your family with payments that never increase.
Globe Life sells an increasing premium term policy to age 90 directly to the public mainly through direct mail. The rates increase every time the insured has a birthday that ends with a 1 or a 6. In the case of a policy like this the coverage simply ends at age 90 with no cash value. All money paid into the policy is lost.
Smokers and non-smokers pay the same rates with this Globe plan.
It’s helpful to review the application and double check to make sure you medically qualify for 1st day coverage. Some policies like this do not accept individuals who were treated (including medicines) for any form of cancer, any disorder or disease of the heart or coronary artery disease, kidney disease, COPD, and some other described conditions going back 3-years from the application date. It’s helpful to review these applications to ensure you know the status of your coverage and when it ends.
Stonebridge Life offers Guaranteed Issue policies sold by mail and telemarketers directly to consumers. They are two year ROP (return of premium) regardless of health. That means some people who are healthy enough to qualify for whole life coverage might have been sold a two-year graded policy. Without a review by an Independent Life Insurance Agent a consumer might not understand this feature. A review of the policies in force might reveal a chance to put a permanent policy in place for the same or at a better rate.
As a general rule, any policy bought through the mail sold directly to the consumer is risky for the consumer. It always helps to have a second set of eyes to help understand what a policy contract says so one can fully understand what kind of coverage is being purchased. Nothing’s worse than someone owning a policy only to find out it’s not the coverage they thought they had. Unfortunately in this case it’s the family and loved ones that get to endure this bad news.
This site and many others throughout the 54 states and territories are in place to help seniors get the most death benefits for the dollar spent. If you have questions about your or your senior parent life insurance policy fill out the quote engine and let us help.
About the Author.
Terry Biddle helps seniors get the most death benefits for their money in Virginia and Washington DC.
You can find out more about how to qualify for simplified issue whole life insurance and articles for various health conditions at http://www.lifepolicyshopper.com/category/benefit-information-for-virginia-citizens-only/
You’d simply show up to people throwing their checkbook at you, ready to buy
Sounds great, right?
Too bad it doesn’t exist.
The truth is it doesn’t happen like that.
In final expense sales, we have to work HARD in order to make an income.
Because what they make money off of is just setting the pre set final expense appointments.
That doesn’t mean that the person’s going to keep the appointment. And then you show up and you don’t have a sale.
Hell, you don’t even have a presentation!
In fact, many times you’ll show up and they’ll say:
Instead of preset final expense appointments, what you want to do is buy actual final expense leads.
For example, I like the following final expense leads:
Also worth considering are final expense aged leads.
If you need help finding leads, if you’re questioning about which direct mail leads are the best or which avatar or telemarketing leads are the best, you’re welcome to leave a comment down here at the bottom.
I reply to every single comment I get in detail. I have a passion for helping people because a lot of people get screwed in this business the longer I recruit and the longer I train agents– it’s amazing.
So anything I can do to help build my treasure in heaven, as they say!
Today, I’m covering all the basic information on all-things final expense telemarketing leads.
This article is perfect for agents with zero final expense telemarketing lead generation experience, or for those looking for a new lead source.
My goal is to equip you with the knowledge necessary to understand the present state of final expense telemarketing, and what to expect (good and bad) using this lead source.
So… Let’s get started!
Today, I am on a mission of mercy!
Due to regulation shifts in telemarketing to residences, the vast majority of telemarketing final expense leads SUCK!
This wasn’t always my opinion.
Tightened regulatory changes has made most telemarketing ventures overpriced and low-quality.
So much so that I almost NEVER recommend them to anyone!
Allow me explain the 3 reasons why I detest final expense telemarketing leads, and why I almost recommend agents use them.
Advances in marketing technology allowed both lower costs of doing business with higher-quality leads.
For a time, agents used robo-call telemarketing leads, press 1 telemarketed leads, and avatar final expense leads.
But all these technological advantages are presently gone.
Truth is, this has been a long time coming.
The first real high-quality telemarketing lead was robo-calling.
Robo-called leads were good final expense telemarketing leads.
They were less expensive to acquire because a recording, not a live person, spoke to the prospect.
This means call centers didn’t have to hire as much staff to run the marketing effort.
All it took was one person clicking a button to auto-populate hundreds of lines to call at the same time.
After driving everyone bonkers, the Do Not Call list was created. This severely limited the ability for marketers to solicit residences.
Eventually, legislation made robo-calling households illegal (unless your a politician or bill collector).
Nevertheless, some vendors still produce robocall final expense leads. Many will claim they are “compliant,” but I don’t believe it.
All it takes is one professional litigant getting your information, creating a paper trail, and then suing you.
In fact, there’s a lawyer out of South Carolina tracking calls from his half-dozen cell telephones he uses to file lawsuits to pressure you to settle.
Several years back, he sued a top producer partnered with a top-producing insurance agency.
While they settled out of court, the final expense company terminated its relationship with him immediately.
After voicemail final expense leads were made illegal, the next technologically-advantaged lead everyone ran to was avatar final expense leads.
I LOVED avatar leads. I thought they were good.
Sure, not the greatest quality, but good enough and inexpensive to generate.
In fact, I could get an agent work final expense telemarketing leads using avatar technology for $150-$200 a week!
And odds were high they’d make enough sales to justify the investment.
Avatar technology involved a live person calling. However, the caller didn’t talk.
Instead, he operated a computer program of pre-recorded statements, rebuttals, etc., to walk the prospect through a conversation.
If you’re in your 30’s, do you remember the early days of the Internet when there were websites with soundboards?
You’d Joe Pesci from Goodfellas or Arnold Schwarzenegger saying their most memorable movie lines.
You’d hit these buttons, and people would prank call people with it. It was great.
This is how avatar leads worked.
You’d get a professional, English-speaking voice actor recording opening call statements, rebuttals, and closing remarks.
Then, callers in the Philippines were trained what buttons to press for a low hourly fee.
In May 2017, the government decided avatar technology for residential prospecting was equivalent in annoyance and illegality to robocalling residences.
And just like that, avatar final expense leads were gone!
There isn’t many compliant options anymore to help agents get low-cost, high-quality leads.
There’s something called ringless voicemails, but those haven’t proven useful so far.
The only compliant option you have is to simply hire people to make the dials for you.
The problem of hiring a stateside caller is that professional telemarketers cost $25-$30/hour, which is price-prohibitive for many.
Further, at that price point, you might as well buy direct mail final expense leads.
With stateside telemarketers out of the picture, what options remain?
The only compliant and reasonably-priced strategy to generate final expense telemarketing leads is to outsource them to the Philippines.
However, this brings a host of problems.
Here’s the problem with Filipino leads when you buy leads:
It’s one thing to read a script. It another thing to communicate so your prospect understands you.
This is the biggest problem outsourcing telemarketing.
Sure, there are many reps who speak English. But, they lack proper enunciation and have thick, hard-to-understand accents.
Plus, most seniors are patriotic. If they hear an obvious foreigner pitching them, they shut down and more often end the call.
Let me demonstrate my concerns with a personal story about the last batch of cheap telemarketing leads I purchased.
These were inexpensive final expense telemarketing leads generated from the Philippines.
The night prior to working the leads, my appointment setter set 8 appointments.
Believe it or not, the first 4 no-showed me within the first hour in the field!
Could it have been the final expense appointment setter I hired? Probably not, as I had worked with her for years and knew she was high quality.
Figuring I’d get a repeat no-show on my 5th appointment, I called and asked if I can come over early. Surprisingly, she agreed!
As I pulled up to the house, I noticed a police car parked in her driveway.
I’m thinking, “Oh God, I hope everything’s okay. I hope something didn’t happen.”
Then, it dawned on me…
As I step up to the house, the cop starts interrogating me.
“Mr. Duford, this lady here is saying that she’s worried about her safety. She said there were some foreigners calling her about Social Security benefits and insurance.”
I plead with the officer, “Sir, this lady set willingly set the appointment with me. Here’s a schedule with her name. Heck, I just got off the phone with her an hour ago and she agreed to let me come over! And here’s my license.”
For all that money I spent on cheap Filipino leads, I didn’t get the first appointment, and didn’t bother working the rest of them.
My friend Christopher Westfall offers a program to agents called Trained Telemarketers.
For $1,000, he finds a willing Filipino caller and has his staff personally train her on the script of your choice. Afterwards, you pay an average of $3.00 to $5.00 an hour to the caller.
Assuming you get a good telemarketer, this is a good deal. You’re paying wholesale costs at $3 to $5 an hour instead of $12 to $15 per lead.
And that’s a cost I can feel good about.
However, understand you must manage your dialers. This is not a “set it and forget it” option.
Instead, you have to review their call recordings and offer continual training. And you have to treat them nicely and respectfully.
There are times you may have to throw out a bad caller, replacing her with a new one. That process takes time, but is worth the investment for many.
I’ve given up on final expense telemarketing.
Simply put, I refuse to seriously consider them anymore.
In fact, I refuse to recruit agents to final expense telemarketing lead programs.
Back when I used avatar leads, out of 100 agents recruited using them, very few of them made money long-term.
Part of the reason is because they started with a lower quality lead. And brand new agents will find lower-quality leads harder to work.
In return, many get a bad taste in their mouths, souring them on the business altogether.
Also, you’ll only reach a fraction of your prospects with telemarketing.
Think about it. How many people have old-fashioned phones and are NOT on the Do Not Call list?
To make up for the lack of prospects, you must work a large geography. Expect a 150 to 200-mile radius to cover if using telemarketing full-time.
Then, there’s the hidden costs less obvious to working final expense telemarketing leads.
Considering the large area you’ll have to work, combined with higher amounts of windshield time, the costs add up.
What I found working telemarketed leads is that I’d work LESS appointments due to drive time, and double my wear-and-tear on my car.
Consider Facebook final expense leads if you’re looking for a decent-quality, inexpensive lead.
Most range between upper teens to mid-20s per lead. They generate within 5 to 7 days, and are a reasonable alternative to low-quality telemarketing leads.
Thanks so much for reading my article on why I think final expense telemarketing leads suck.
Hope it gave you a sober picture of what telemarketing leads are REALLY like.
If you’d like to learn more about joining my national agency, and are interested in selling final expense, annuities, Medicare, or mortgage protection, please check out this page here.
Final Expense Agent Mentor review going over the basics of final expense sales and what it is like selling final expense on a daily basis.
A must listen-to for new and experienced agents alike!
Selling final expense insurance CAN be a lucrative and rewarding career.
…choosing the WRONG final expense sales job may spell certain DOOM.
My goal in today’s article is to give you the TRUTH about how to sell final expense insurance.
No BS allowed here!
I want you to discover how to find the best final expense agency to sell for, while learning the common pitfalls many new final expense sales agents find themselves in.
Most likely you’re here because you’re in search for a final expense agency to call home.
It’s likely you’ve seen DOZENS of final expense insurance sales jobs on a variety of employment websites..
Perhaps you’ve talked to different agency managers about opportunities for selling insurance, or received information about different final expense sales systems.
In fact, you may already be involved in final expense sales and are looking for a better final expense IMO to partner with.
Or, perhaps you work full time and are looking to sell life insurance part-time.
If you’re like me, you are skeptical of what you’ve seen so far regarding final expense career opportunities.
Heaven knows there are a ton of options that ALL say their the BEST!
That’s why the purpose of this article is to reveal all the secrets “they” don’t want you to know about selling final expense insurance.
Most importantly, you will realize the long-term consequences of selecting the WRONG final expense sales job.
Simultaneously, you’ll learn how to find the final expense sales opportunity best suited for your personal goals.
While I am an agency owner and trainer, I relate experientially with these potential long-term consequences.
In figuring out if final expense insurance is a good career, I made many of the errors mentioned later.
Like many, I learned through trial and error.
I’ve been at the top, AND at the bottom of the final expense business.
The ultimate goal is this.
I want to empower you to make an informed decision on which final expense agency to partner with.
Further, you need to decided based on what’s best for YOUR family, NOT for the agency recruiting you.
Before covering the 6 major issues to research before joining an agency selling final expense insurance, I want to lay some groundwork on the business’s fundamentals.
Learning how to sell final expense insurance can give you a great opportunity to succeed financially.
I’ve had multiple agents in my agency make between $200,000 to $300,000 a year.
Plus, many of them work 4 or 5 days weekly without overnight travel.
So, the questions is…
Let me be clear.
A final expense career is a career in sales.
You are NOT a grocery clerk taking orders!
Instead, you MUST “see these people.”
You must go to your final expense prospects on their turf, spending time getting to know them.
Further, you must show them why your final expense solution is better than other options.
Finally, you must ask them for their money to buy the policy.
All of this activity is a daily, on-going process you will do for the rest of your final expense career.
Selling final expense insurance is not about “elephant hunting.”
In many insurance markets like annuity sales, there are opportunities to score 5 and 6-figure deals.
This is NOT the case in the final expense sales business.
Your target market is fixed-income seniors who can afford an average premium of $50 a month.
Understand that learning how to sell final expense insurance is “in-the-trenches” work.
That’s why I say you must commit to seeing the people.
A successful career in final expense requires you to constantly write business everyday. Thus, a lack of daily commitment usually leads to failure.
What’s equally important to selling final expense insurance successfully is to have the right tools.
Not only must you have the passion to win, but you must also have the best final expense carrier selection.
Additionally, you must join forces with the BEST final expense agency to create the best odds of success.
Because you MUST receive the best final expense sales training from the beginning to achieve early success.
All said and done, I’m lying if I said good training alone guarantees success.
Remember, while selling final expense insurance is simple, it definitely isn’t easy!
Any marketer or organization saying you’re guaranteed to make money is full of shit.
Beyond good training, you need on-going coaching, quality leads, and proper carrier selection.
Several years back, we saw a 20% increase in the sale of final expense products as an industry.
Plus, there are many multi-level marketing sales organizations getting heavily involved in the final expense market at this very moment.
What’s my point?
There are both more people buying final expense insurance AND more agents selling it.
This means you must learn the best final expense sales presentation to sell and retain the most insurance policies.
If you don’t have the right final expense prospecting, sales training, and carrier selection system, you’re going to lose.
Well-trained agents will take your opportunity away and you’ll likely make little to no money selling final expense insurance.
With that said, let’s describe the seven factors you must research to learn how to sell final expense insurance successfully.
I get asked this question a lot:
“Can I sell final expense insurance from home over the phone?”
After clarifying, agents express their interested in final expense telesales over selling final expense insurance face-to-face.
The good news is that you CAN be successful selling final expense insurance over the phone… OR selling final expense insurance face-to-face.
Bottom line, the key point is that you should join an agency that matches your goals.
And luckily, we here at Duford Insurance Group recruit agents interested in final expense telesales and teach them how to become top producers =).
This web page on final expense telesales will give you more information on how to sell final expense insurance from home, or from a call center.
Most final expense agencies and recruiters are going to sell you what I call “blue sky.”
They’re going to tell you:
“Listen, the sky’s the limit in this organization, kid. See my Ferrari and Rolex watch? You want to be like me? Just do what I say and focus your immediate effort on recruiting, then POOF – instantly you’re making $100,000 to $200,000… maybe more! It’s so easy, everybody’s doing it.”
Be VERY wary if you hear this type of talk.
More likely than not, you’re hearing a marketing pitch to get you in the door versus having an honest conversation about working hard to succeed.
So how do you find out which final expense insurance sales job is best?
First, talk to successful final expense PRODUCERS, not recruiters.
For example, does this recruiter have years of field experience selling final expense insurance?
Or is he “drinking the Kool-aid” and is ready to build the next multi-level marketing sensation?
You know what I’m talking about, right?
We’ve all seen those persistent people who pitch their vitamins, coffee, laundry detergent, and so on.
Understand this about final expense sales…
This business is NO stranger to multi-level marketing influence.
In fact, it predominates most of the new final expense insurance agent recruiting opportunities.
Here’s my takeaway point…
Multi-level marketing insurance recruiters focus producing AGENTS… NOT producing final expense business.
His goal is to do whatever it takes to sell you on the opportunity.
The question you must ask is this… does he have your best interest in mind?
Bottom line, always get references from other final expense insurance agents that the marketer or the agency has dealt with.
Sniff out the bad apples from the beginning!
Training and mentoring is INCREDIBLY important as you begin your career selling final expense life insurance.
For example, here are some of the questions you want to ask your recruiter:
Trust me, asking these questions help identify whether or not your final expense marketer is serious about your development and success.
Understand that ALL agencies take a cut of every deal you make.
That’s the nature of selling insurance through a marketing organization.
However, you must ENSURE your final expense agency EARNS his cut.
That’s you it’s wise to avoid fast-talking recruiters that are “all hat and no cattle.”
Selecting the WRONG agency sometimes has irreversible consequences.
Selling final expense insurance is totally unlike most life insurance sales opportunities.
For example, most agents from traditional life markets can successfully sell for one insurance company.
They make a lot of money selling one company’s products every year, and have loyal clientele not likely to “fire” the final expense insurance agent and get insurance elsewhere.
Only to a certain extent is this true in final expense sales jobs.
Yes, you do have to sell yourself. Of course, likeability and trust matter to seal the deal.
However, what helps you sell the MOST policies with the HIGHEST sticking rate is having access to the best final expense carrier options at all times.
Why is final expense insurance sales so competitive?
It’s a combination of both a large number of agents entering the business, and dealing with various underwriting issues our clients present.
For example, each carrier has different underwriting standards.
Therefore, it’s impossible to “one-stop-shop” your clients.
Otherwise, you force-feed the same high-priced, poor-coverage product on everybody you see indiscriminately.
And the consequences of doing this are disastrous!
Because final expense agents like me who represent multiple companies and are not beholden to one specific company will end up replacing loads of overpriced, inferior policies.
Most prospects receive final expense solicitations over the phone, on Facebook, and via direct mail replies.
And guess what?
Just because your client has coverage with you doesn’t mean she won’t respond to get a “second opinion.”
Rest assured that multiple final expense agents will call on them over the coming years.
If your policy is replaced, then you have what’s called a charge back.
Too many charge backs can ruin your final expense sales career in a heartbeat.
What will happen? You’ll end up having to pay back the advanced commission since you don’t have policies in place to cover.
Delving more into this issue, there is one particular company severely guilty of this.
This company is huge. They recruit heavily.
And they’re the largest final expense insurance sales organization in America.
This final expense carrier that’s named after an American President teaches its final expense insurance agents to sell one singular product.
In fact, they’ll tell you, “This one product fits every situation – there’s nothing like it.”
When an agent selling final expense insurance meets with this company’s client… no joke… it’s a guaranteed sale 80% of the time.
For real, it’s like free money, just lying there, waiting to be picked up!
And even if you’re not a “Tony Robbins” charismatic stud-muffin agent… the odds are high he’ll replace that policy.
What happens to the agent?
He goes into debt, gets frustrated, and ends up quitting.
And while the company named after an American president will tell you its prices are fair, experienced and independent final expense agents know…
This company has the HIGHEST premiums in the final expense sales business.
What’s the solution to this?
My recommendation is to NEVER sign up with a final expense agency that ONLY offers one particular company.
It simply fails to work long-term for most final expense insurance agents.
Instead, you NEED to have access to the multiple final expense insurance carriers.
And this means you MUST go independent, not captive!
For example, I have 10 to 15 carriers I personally work with. My agency and myself have access to even more.
So no matter the health condition – heart history, cancer, lung problems, diabetes – I quite commonly offer the BEST final expense options at the BEST prices.
You need the know-how and flexibility to match the BEST carrier with the prospect’s health.
This is what gives you the best price and coverage advantages, DRASTICALLY reducing replacement risk.
I cannot express how important this is to your longevity in this career.
As much as want more unsuspecting final expense agents learning how to sell final expense insurance with this particular company to fuel my replacement sales, it’s better that you know the potential consequences you face as a one-company agent.
Instead, look for an independent agency with multiple carriers.
This gives the best chance to sell more final expense insurance while keeping your business on the books.
Like many new final expense agents, I began in a situation like this.
If you think of multi-level marketing sales, new reps are sold not only on selling the product, but also recruiting their entire social circle.
This process continues on until you are recruited, and the further on down you are in the pyramid, the less money you can hope to make.
And many times, this is exactly what happens to the unsuspecting final expense life insurance agent.
How do you know if you are getting a bad deal?
If you’re final expense commissions below 80% AND you are expected to pay full price for your leads, you’re getting ripped off horribly.
First of all, do not expect a salary selling in your final expense insurance sales opportunity.
The vast majority of agencies provide a final expense agent salary of exactly $0!
Because selling final expense insurance is an “eat what you kill” type of business.
What you close is what you earn. You are paid 100% commission.
However, I have heard of a handful of agencies that do provide an initial final expense insurance agent salary.
The agency pays a stipend of a few hundred dollars for the first 4 weeks. In exchange, he gets lots of attention and support.
Ultimately, it’s sink or swim after a month. But initially, he has a good bedrock of financial support to get things up and running.
In my agency, final expense income potential for new agents with no experience averages between 100% and 110%.
Experienced final expense agents start at final expense commissions between 110% and 125% on average.
In this day in age, any final expense income potential with an average commission below 90% isn’t good.
If you’re not maximizing your final expense commissions, taking into the account the people that cancel their policies, and things that happen with the low first-year commission rate, you will endlessly struggle.
And in many cases, final expense jobs with low starting final expense commissions have low max commission ceilings.
For example, let’s say you start at a 70% commission, produce consistently, and move up to an 80% commission.
But what if this is the top level commission you can earn?
This exact situation happened to me early on. I was told I could never get more than a 90% commission level.
Avoid addressing this problem at your own peril.
You’ll leave a ton of commission on the table when you shouldn’t have to.
This final expense sales tip alone will earn you tens of thousands of dollars extra in final expense commissions.
The final expense insurance sales business is predominantly prospected via final expense direct mail.
With that said, you will prospect 90% of the time through direct mail leads.
However, there is a dirty side to buying final expense leads…
I’ve had final expense sales jobs where my leads were (to my surprise) shared with other agents.
Once I ran into the SAME final expense insurance agent and ALL prospects promised they sent in one card, I realized I was getting screwed!
What I did was put a middle man in the way of a quality flow of leads.
Middlemen take a cut of the action. They raise your costs of doing business.
And when someone else controls your lead flow, you’re in trouble.
Even more, middlemen-generated leads may sit in inventory for months, reducing quality considerably.
Added, usually there is zero proof whether or not the leads are new, weeks, months, or even years old.
And what happens with many agents learning how to sell final expense insurance is this…
Upon getting the leads and prospecting them, you discover they’re not really all that interested.
Sometimes they’re even dead!
How do you find out if you’re getting double-dealed?
It’s hard to say for sure.
First, make sure the company promises in writing you’ll get fresh leads.
Also, make sure the lead house ideally is a third-party vendor, not tied with the agency.
Partnering with a third-party lead house vendor gives you control.
You tell them where to drop mail, what income demographics to set up.
Another benefit: lead turn-around is faster, meaning you sell and see people quicker.
And just as important, the leads are fresher, meaning you’ll make more sales selling final expense insurance.
Don’t get duped by agencies pushing final expense leads with no record of legitimacy.
What exactly is a “release?”
When you contract with a final expense insurance sales agency, you are contracted through the agency to the insurance carriers.
However, unbeknownst to you, when you sign the producer agreement, you’ve effectively agreed to stay contracted with the carriers through that agency….
…EVEN if you decide not to continue working for said agency!
Guess what? The only way to move carrier contracts is through a “release” agreement.
Otherwise, you have to sit out 6 months and not write that particular carrier.
When you make a sale, you are loaned 9 months’ of premiums multiplied by your commission rate.
If the policy is worth $1,000 and you are paid a 100% first year commission, you get $750 up front after the policy is approved.
However, KEEPING this advanced commission is contingent on keeping the policy on the books.
Every month a premium is collected, you “earn” the commissionable amount of that payment.
But what happens if the client changes her mind and cancels shortly after taking the policy out?
You owe that $750 back!
Remember – the commission you received was an advance. Advance is another word for “loan.”
And when the collateral – the policy you closed – lapses, the company expects you to paid the uncovered balance back.
This is the reason why some agencies don’t release.
Holding your carriers hostage protects them from a bad charge-back write-ups the agency must pay.
And there is truth to that.
Let’s say you’ve done your part as a final expense agent.
The company’s final expense lead flow is bad. And they’re not treating you right.
In my opinion, you have every right to take those carrier contracts, as long as you DON’T owe charge-back money, to the agency that will do you right.
I was in a similar situation as a new agent learning how to sell final expense insurance.
While my agency was NOT fulfilling their promises on consistent lead flow, I had to sit out with several competitive carriers for 6 months, before I could re-contract with them.
It comes back to the competitive fundamentals of selling final expense life insurance.
Yes, you can sell other final expense carriers while your contract is tied up.
But having access to competitive carriers makes a difference in winning and keeping business.
Imagine if all you had access to were the higher-priced carriers with tougher underwriting.
Further imagine if an agent selling final expense insurance like me with access to most competitive carriers coming behind a deal you recently closed.
Wouldn’t it frustrate you if I replaced what you just sold, causing you to lose out on those final expense commissions?
That’s why you ALWAYS ask each final expense agency you are considering a relationship with the following…
“Do you offer upfront release? If I don’t like the way things are going, will you release me?”
Make sure you always get a release in writing.
This is huge!
For example, some agencies affiliated with the company named after a President has its producers transfer ALL future commissions from terminated final expense insurance agents to their managers if terminated within the first two years of service.
Understand that 60% of your total income final expense income comes in the first year, with 40% accounting for renewals over the next 10 years.
Renewals are fantastic because it allows you to make money when you’re not working.
Vested contracts force agents selling final expense insurance to stay with their company for 2 years before even thinking about leaving and taking your renewals.
Think about it.
If your future income is held hostage you can’t help but to think…
“What if something happens in the 23rd month of my contract and they let me go?”
All that hard work… and all that income you’ve rightfully worked for… is now plundered and given to the company.
This is why you should never, ever, sign up with a company that does not vest you immediately 100% from the first day.
To me, it’s immoral to work for a final expense sales company that says that your work now belongs to someone else.
Selling final expense insurance shouldn’t be that way, but it is at these companies.
To summarize everything all agents selling final expense insurance need to know:
And now you know what to look for in a quality final expense organization, let me share with you my personal story of failure (then success) in the final expense insurance business.
As I’ve field-trained agents and talk with new final expense agents, I realize that many are afraid of failing out of the business.
I have experienced failure in selling final expense insurance.
In fact, within my first year, I failed!
Because I REFUSED to follow the fundamentals as all successful agents do.
What follows is my account of the reasons why I failed.
Thankfully, a series of events happened that got me back on track in selling final expense insurance.
And this was after I promised I’d NEVER come back into it, too!
I want to discuss how I’ve stayed afloat and continued on all these years.
The real reason why I’m doing this training is because you need to know the REALITY of selling final expense insurance.
Perhaps you’re about to start the business and are worried you may fail.
Or maybe you’ve experienced success and are going through a sales slump.
My goal is to share my experience with you so you know you’re not alone.
As you’ll learn, if you haven’t considered quitting your final expense insurance sales job, then you really haven’t been in it long enough to consider yourself an advanced agent.
This business is so simple that it’s complicated.
The way this business has been done is the same way that it has been done for decades.
In fact, I’m still doing the same thing now that I was doing in 2011.
That’s right. The prospects are the same. So are the lead systems, too.
It’s so simple that it can throw creative types for a loop, thinking that tinkering and improving is necessary.
Without further ado, let me give you a quick overview of where I was when I started selling final expense insurance and what caused my temporary demise.
In fact, if you guys are looking for an agency to work with, definitely look at them. They are very good people. I have nothing but good things to say about them.
When I started, I came under the tutelage of a guy named Andrew out of Atlanta.
He was a top producer with them, had been for years, and continues to be now.
I rode along with Andrew, watched, and thought,
“Wow, you know, this is pretty simple. You just door knock these leads, set your own appointments, hire a final expense appointment setter to call for you, offer what you have, then present some options, and ask for the business. Rinse and repeat. It is very simple.”
Once I got trained up, I bought leads.
For my first week or two, I did okay.
Then I really got some steam and was writing about $10,000-$12,000/month.
At the time, I sold final expense part-time because I had a personal fitness training gym providing my family income.
My thought was,
“Well, I’ll give this final expense sales career a full-time effort, even if it is on a part-time basis for the next four to six months, and I’ll see what happens. Then, if I like it, I’ll close my gym down, and I’ll jump into selling final expense insurance full-time because I see some opportunity in it.”
Everything I thought would happen actually occurred. Just the way I described it. I was chugging right along, doing well.
Ultimately, we got to the point where we had some lead issues, and I transitioned to another agency similar to Equita.
Nothing personal, just business.
This is where the problems began.
I transitioned because I felt stymied by my commission level and lead flow issues.
When I got over to this new organization, I was doing just fine. And, I got to the point where I got over-confident.
I thought about how this business is all about getting in front of the right people.
All you have to do is get in front of 25 people a week. If you’re a good-enough final expense insurance agent, you’re going to sell 6 to 10 deals each week.
What was the problem?
Dealing with deadbeat leads that didn’t buy!
I wanted to eliminate “wasting” time with those non-buyer leads as much as possible.
That is when my creative juices started to flow…
I wondered if there was a way to completely eliminate those groups of people.
That way, I could just focus on seeing the people who actually would buy!
I imagined a marketing strategy that would self-filter dead-beat leads, where I could sit down with only people who want to buy.
I went to work and develop the lead piece that would do the trick!
After creating the lead and mailing them out, I did get response and made some sales.
So my experiment wasn’t a negative ordeal.
However, what happened is that this obsession with trying to optimize my system led me away from the fundamentals.
I got away from what actually worked for the “shiny object syndrome.”
Shiny object syndrome is when your creativity becomes an obstacle between you and the results.
Remember, we’re not selling final expense life insurance to be creative.
This isn’t a creative endeavor. It’s a business, and it’s work.
I came from a personal training business where I created advertisements, and I studied a lot of marketing from gurus like Dan Kennedy.
This meant I had this bias coming into final expense insurance sales that I could make it better because of my marketing “prowess.”
The truth is I didn’t understand the people or the market itself.
I decided to let my ego-driven, creative side get in the way of what actually works.
While I was making these cool, little lead pieces work, I wasn’t working the other system as hard.
Ultimately, what happened was I got results with this thing, but I still got BETTER results using the original system, which I didn’t expect.
Another problem contributing to my downfall – my new agency dropped the ball, too.
I made modifications to my lead program associated with this agency.
In return, I got a lot of prospects from my lead system that just wasn’t good material.
My less-than-expected results from my custom piece combined with my abysmal results with my agency program created the perfect storm.
I put too much time and money into this new-fangled marketing idea. Plus, I got away from the fundamentals of working the tried-and-true lead system.
It was this cataclysmic force that put a ton of pressure on me.
And, I got to the point that I quit.
I remember when it happened.
I was in a church parking lot in Chattanooga. It had been a shitty day.
I didn’t sell anything, and the note on the final appointment of the day said, “Call me before you get here.”
Normally, you don’t call ahead of time. You just run it!
But, I called anyway because I was frustrated.
And guess what happened?
The son who had set up the appointment didn’t answer. Instead, his mother did.
I said, “Hey, Mrs. Jones. David here, I’m just confirming our appointment tonight about life insurance.”
She said, “What are you talking about? I just had two guys who sold me a policy walk out. They just sold me a policy right now.”
I was just completely deflated and frustrated.
I said, “That’s funny, Mrs. Jones, because your son said I could come and help you out.”
She ended, saying, “I’m sorry that you think that’s funny, Mr. Duford, but that’s what happened. Have a nice day.”
And, that’s the moment I quit.
I was emotionally spent on dealing with dead-beats and the frustrations of running a final expense sales business.
Truth be told, I knew that it was my fault for detracting from what worked.
I let this brain of mine get in the way of the all too simple approach to selling final expense insurance.
It sucked. My son, David, at the time was a one-year-old, and I had to go to my wife to tell her that this wasn’t going to work out.
Even right now, it’s embarrassing to admit. Especially to go to my wife and say that I failed.
It was not something that you want to do if you’ve never done it.
At that point where I was emotionally divorced from selling final expense insurance, and I said, “You know what? I’m just going to look around and do something else.”
I got a job with a company called Aramark, selling uniforms services.
I made a decent salary and began with an associate sales position.
It was funny because this was my first “real” job. I’ve always worked for myself in a professional capacity up to this point.
I was 28, never worked for anybody else, and absolutely HATED employment.
I started working there, and I never knew what corporate bureaucracy was until this.
I never knew what it was like to have somebody work in a job they hated.
They would complain, but they would never do anything about it!
They would spend literally years working for a company they could care less about and didn’t want to deal with.
I looked around, and I saw all these people, not just in selling but also in administration and management.
I never saw anybody that actually enjoyed what they did. And, what I saw was kind of like death warmed over. It was miserable.
These guys liked each other and were formal with each other. There are good people, don’t get me wrong. I’m not disrespecting them.
You could tell that they just went along to get along, as the old saying was. And, I thought, “God, I cannot imagine myself sticking in something like this.” It was just completely sucking the soul out of me.
I was 6 weeks into employment, and was spending time with my wife.
I said, “You know, I’m going to figure out how to get back into selling final expense life insurance.”
Further, I committed myself to following the system like I should have done before.
I promised myself no more stupid crap and to keep my head down and WORK.
Several days a week after 2:00PM-3:00PM and and all day Saturdays, I’d grind it out working my final expense leads.
I’d run 12 to 15 appointments a week selling final expense insurance after my day was over at Aramark.
My goal was to save up enough capital for a proper direct mail campaign as well as to build a bank roll to protect my finances if I ran into more difficulty selling.
Then, my wife got pregnant with twins and that made things a little bit more interesting.
Nevertheless, I determined that that was even MORE reason to work for myself selling insurance.
Fast forward 12 months, my wife was hit by a drunk driver when she was 36 weeks pregnant with twins.
Some person passed out at the wheel. She was going up a hill, and this guy came around and swiped her.
That was my last day in the field selling Aramark. I remember flying home at 95 miles/hour down the highway to get to her.
She was okay. The babies were fine. They delivered via C-section a little bit early.
Now, here I am years later kicking ass and taking names! And that was back in 2012.
The first thing I’ll mention is a famous saying,
“Methods are many. Principles are few. Methods always change, but principles never do.”
This is an important saying that reminds us about the importance of fundamentals.
It’s all about the fundamentals in learning how to sell final expense insurance.
Like I said before, this business is so simple that it’s actually extremely complicated.
The reality of selling final expense insurance is there are so many people who have tried the same stupid ideas I did.
I didn’t realize this until later on when I started recruiting.
You don’t need to be a guinea pig for a new lead program or some newfangled idea.
If you want to come into final expense insurance sales and give yourself the exposure to the best, most opportune ways to do things, then sticking to the fundamentals is where it’s at!
I hope you enjoyed my article on selling final expense insurance.
I train new and experienced final expense insurance agents how to sell final expense in my national insurance agency, with the goal of helping you learn the art of selling final expense insurance.
Also, if you’re looking for in-depth insurance training, check out my 3 best-selling insurance sales books, including “The Official Guide To Selling Final Expense Insurance.”
Also, I am a YouTube content creator making videos about selling and marketing insurance with over 11,000 subscribers. If you are a visual learner, you’ll find a lot of value reviewing my video training.
You can also read more about my many Agent Success Stories for more information on what it’s like partnering with me.