The #1 Way to Create Consistent Success in Final Expense Sales

If you’ve ever sat in your car after a no-sale day wondering if you’re cut out for this—you’re not alone. But you’re also not broken. You’re just measuring the wrong thing.

Consistent success in final expense sales isn’t about having perfect scripts, the hottest leads, or being a born closer. The real key? It’s setting input-based goals and anchoring your business on activities—not outcomes.

Let’s break this down, step by step, and I’ll show you why this approach separates the top producers from the ones who quit six weeks in.

Most Agents Set the Wrong Kind of Goals—and It’s Killing Their Momentum

Most new (and even experienced) agents chase outcome-based goals. They say:

“I want to make $100,000 this year.”

That’s a great ambition—but it’s completely detached from what actually produces income. That’s like saying, “I want to lose 30 pounds” and then staring at the scale every morning, hoping the number drops without changing what you eat or how often you move.

In final expense sales, this mistake gets amplified. Why? Because the day-to-day grind is unpredictable. You can run five appointments and get zero sales—or you might close two deals in your first two door knocks. The variance is real. If you’re emotionally tied to daily results, you’ll burn out fast.

That’s why we flip the script.

Want Predictable Income? Focus on Inputs, Not Outputs

Inputs are the things you control: door knocks, dials, presentations. Outputs—sales, commissions, premium—are the natural result over time.

Let’s say you commit to 10 door knocks per day. Over the course of a week, that’s 50. If you consistently do that, you’ll start to see patterns. Maybe 1 in 5 door knocks leads to a sit. Maybe 1 in 2 sits turns into a sale. That’s 5 sales a week.

Let’s go further. If your average policy is $800 in annual premium, that’s $4,000 AP per week. Multiply that by 50 weeks and you’re looking at $200,000 in annual production.

See what we did there? We reverse-engineered the income goal based on activity—not magic, luck, or motivation.

The Sales System Is Random—But Results Over Time Aren’t

Let’s get real. You could knock on 10 doors and close nothing. That happens. But that doesn’t mean your system is broken. It means you’re human and this is sales.

You don’t measure your life one heartbeat at a time, and you shouldn’t measure your business one appointment at a time either.

Over weeks and months, your inputs will begin to produce consistent, trackable results. And when you understand your numbers, you can start managing your expectations like a pro. That’s the power of input-based goal setting. It gives you something tangible to focus on—and it keeps you from losing your mind when you hit a rough patch.

Stop Being a Slave to Daily Results—You’re Playing a Long Game

One of the biggest mental traps in this business is living and dying by the day. You get up, do your calls, run some sits, and… nothing. No closes. You feel like trash.

Then your brain starts lying to you.

“Maybe I’m not cut out for this.”
“Maybe this system doesn’t work.”
“Maybe I should switch agencies.”

And before long, you’re spiraling.

Here’s the truth: today’s results are not a reflection of your future success. They’re just today’s results.

The pros don’t panic when a day goes bad. Why? Because they’ve trained themselves to think in weeks, months, and quarters. That’s the real mindset shift you need to win. You have to detach from daily emotions and connect with the long-term math.

The Secret Sauce? Play the Long Game, Every Single Day

If there’s any “secret” to succeeding in final expense sales, this is it:

The longer you can push out your emotional reactions to short-term results, the more consistent and powerful your success becomes.

Want to know who struggles in this business? People who live paycheck to paycheck mentally. They need every day to feel like a win. And when it doesn’t, they break down.

But if you’re thinking long-term—measuring progress week to week, not door to door—you’ll outlast and outperform 90% of the people who started with you.

And that’s the game. Not hype. Not hope. Just inputs and time.

Your Real Competition Isn’t the Other Agent—It’s You

The honest truth? Your biggest enemy isn’t the other agent down the street. It’s not your leads. It’s not your upline. It’s you.

It’s the story you tell yourself when you don’t hit your daily goal. It’s your emotions hijacking your logic. It’s your reaction to randomness, instead of your trust in the process.

Successful agents have the discipline to stay the course. Not because every day is fun or easy. But because they understand the math—and they trust it.

You’ve got to learn how to override your excuses and commit to the boring, consistent activity that builds momentum. You don’t need a new script. You don’t need a new system. You need consistency, period.

What You Should Be Measuring Instead (And How to Start Now)

If you want to build a six-figure business in final expense sales, here’s what to focus on starting today:

1. Daily Inputs: Set a goal for door knocks, dials, or sits. Whatever is in your control. Track it.

2. Weekly Reviews: Look at your weekly ratios. How many inputs are leading to outputs?

3. Monthly Targets: Reverse engineer your income goal based on your numbers.

4. Emotional Detachment: Train your brain to care about activity, not daily income.

And most importantly: Don’t adjust your inputs based on short-term output. Adjust your expectations and your mindset instead.

Final Thoughts: This Isn’t About Perfection—It’s About Persistence

Success in final expense isn’t about hitting home runs every day. It’s about showing up, doing the work, and letting the math play out.

Every time you put in the reps—knocks, dials, sits—you’re stacking bricks. Some days the wall gets higher. Some days it feels like nothing moves. But if you stick with it, you build something solid.

So if you’re new, frustrated, or on the edge of giving up, hear me when I say this:

Stop measuring success by how you feel today. Start measuring it by what you did today.

Your future isn’t built on the sale you missed this morning. It’s built on the activity you’re willing to do this afternoon, tomorrow, and next week.

So go knock the doors. Make the calls. Sit in the presentations. Track your inputs. Trust the process. And play the long game.

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.