Start With the Smile Before You Even Knock

Here’s the thing most new agents miss: your presentation starts before your fist hits the door.

From the second you open that car door, you’re on. Your body language matters. Your energy matters. Your smile matters. Even if no one’s in sight, act like they are. Because guess what? They’re watching. Neighbors peek from behind blinds. They scan from their porches. You are not invisible, even if it feels that way.

So smile. Wave. Say “hey” to anyone who glances your way. Be the kind of presence that lowers defenses before you’re within 50 feet of the house. Most people start skeptical when someone’s approaching their home. It’s human nature. We all want to know who’s knocking and why. Your job is to flip that emotion from caution to curiosity.

And don’t just smile at the door. If you pass a neighbor, engage. “Hot one today, huh?” or “Beautiful yard!” It’s not just small talk—it’s tactical friendliness. It makes you look trustworthy. It reduces suspicion. And it sets the tone for what’s to come.

The Knock That Gets You In (Without Getting the Cops Called)

Let’s talk about your knock. Sounds simple. But it’s one of the most important parts of your entire interaction.

Here’s what I see a lot of agents do wrong: they tap like they’re scared or whisper like they’re asking for candy on Halloween. You are not trick-or-treating. You’re showing up as a professional with value to offer. So knock like it.

But knock smart. Understand that many people—especially seniors—don’t hear so well. So knock hard enough to cut through the background TV noise. And if they don’t come right away? Don’t give up.

Here’s the knock sequence I use:

• First knock: Firm and clear. Wait 8 seconds.

• Second knock: Louder. Wait 10 seconds.

• Third knock (if needed): Go full “cop knock.” Fist to the wood. Bam-bam-bam-bam.

I can’t count how many times I’ve knocked soft and left, only to see someone peek through the curtain as I walk away. You don’t want that. You want them to know you’re there, and you want them to answer the door before they have a chance to mentally check out.

Exhaust Every Entrance—Don’t Walk Away Too Soon

Here’s another power move: if no one answers the front door, that doesn’t mean they’re not home. People enter and exit through side doors, garages, back porches. So why would you knock once, shrug, and walk away?

Always try every available door. If they’ve got a gate open in the back? Knock there too. If you hear a TV or movement inside but no one comes, even tap a window (gently, respectfully). You’re not being aggressive—you’re being thorough.

Remember: your goal is simple. If they’re home, you want them to know someone is here for them. Someone with answers they asked for.

Your First Words Matter—Master the Introduction

Let’s say they open the door. Good. Now it’s time to nail the intro. You’ve got about 5 seconds to earn their attention—and their trust.

Here’s what I say, word-for-word:

“Hey Miss Jones, David Heath here. I’m stopping by about the postcard you sent back a few weeks ago requesting info on the state-regulated final expense program.

My job is just to deliver the information you asked for. What you do with it—that’s totally up to you.

Would you prefer to chat out here on the porch, or should we head inside?”

Simple. Respectful. Direct. You’re reminding them: you’re not a random stranger—you’re here because they asked for this. You’re giving them control of the conversation right from the start. And that small bit of control? It makes people feel safe.

You don’t need a complicated pitch. You just need clarity, warmth, and confidence. Say it with a smile. Say it like you’ve said it 100 times (even if you haven’t yet). That energy translates. And energy sells.

It’s Not What You Say—It’s How You Show Up

Body language is everything. Stand up straight. Shoulders back. You’re a pro. Act like it.

I’ve seen too many agents slouch into a doorframe like they’re asking for a glass of water. That energy kills your credibility. Look confident. Not arrogant—confident.

And if you’re tall or imposing (like one of my agents who’s 6’5″)—back up a little. Don’t hover right in front of the door. To a small elderly woman, that can feel overwhelming. Knock, then take a respectful step back. Give them space. Give them time to feel safe.

Also? Keep a mask in your pocket. I get it—COVID’s mostly in the rearview mirror. But your clients? Many are still cautious. Some might have health issues. If they ask you to put on a mask, just do it. It’s respectful. It shows you care about them. And that impression? It matters more than you know.

Final Expense Leads Are Still Cold—So Warm Them Up Fast

Here’s the reality: even though you’ve got a lead, this is still cold outreach. They don’t know you. They don’t remember the card they filled out. They forgot they even asked.

You’ve got to warm that up—fast.

That’s where your tone, your smile, and your approach come in. You’re not there to pressure or sell. You’re there to serve. You’re there to provide clarity and options for something they said they wanted to know more about.

And that mindset matters. It shows in your posture. In your words. In your tone.

You’re not there to “get a deal.” You’re there to help them. When you put the client first, the rest takes care of itself. That’s not motivational fluff—that’s tactical truth.

Your Energy Is Contagious—Make Sure It’s Positive

You’re a mirror. However you show up emotionally is exactly how your client will feel.

So if you’re tired, defeated, unsure? They’ll feel that.

If you’re energized, helpful, upbeat? They’ll feel that too. And they’ll be way more likely to hear you out.

Let me be blunt: nobody wants to buy final expense coverage from a guy who looks like he doesn’t want to be there. But they’ll absolutely listen to the friendly, confident agent who makes them feel safe, seen, and respected.

Final expense sales isn’t about fancy language or complicated tricks. It’s about connection. People do business with people they trust. And trust starts with presence.

Serve First, Sell Second—And the Sales Will Follow

At the end of the day, the whole process comes down to one thing:

Be the kind of person you’d want knocking on your mom’s door.

Think about that for a second.

Would you want someone pressuring her? Hovering at the front door? Talking down to her? No. You’d want someone kind. Clear. Respectful. Patient. Someone who gives her real information and lets her decide.

Be that person for every client you meet.

You’re not just out there trying to make a buck. You’re helping people make decisions that protect their loved ones. That deserves a serious, professional, and compassionate approach. And when you approach this work with that mindset? Not only will you get more doors opened, you’ll get more people saying “yes.”

Final Thoughts: Door Knocking Is a Skill—And You’re Sharpening It

Nobody wakes up a master door knocker. This is a skill. You sharpen it with every visit, every knock, every conversation.

Just remember:

• Start with positive energy the moment you step out of the car.

• Knock like a pro—loud, clear, respectful.

• Try every door if no one answers.

• Lead with clarity and kindness.

• Position yourself with confidence and care.

• Keep the client’s comfort front and center.

And above all—keep showing up.

The more you do this, the more natural it gets. The more confidence you’ll build. The more doors you’ll open—and the more lives you’ll change.

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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
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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.