Selling Final Expense With Duford Insurance Group | Frequently Asked Questions!
Thanks for your interest in the Duford Insurance Group!
Please review the most Frequently Asked Questions list below to answer many of your questions on partnering with Duford Insurance Group to sell final expense.
Before You Begin Reading…
Please watch this short video for a quick explanation of how to get the most out of this FAQ page (and what steps to take if you’d like to join Duford Insurance Group):
IMPORTANT NOTE:
Once you review how Duford Insurance Group works, follow these directions:
Are you a new or aspiring insurance agent considering joining Duford Insurance Group?
Can’t make the available live Q&A times? Let us know here and we’ll send you alternative steps to move forward.
Are you an experienced agent in final expense, Medicare, annuities, or any insurance product?
Let us know here and you’ll get a direct scheduling link to speak one-on-one with David to ask all your questions.
How do the insurance products DIG sells work?
Final Expense
Final expense is a simplified issue whole life insurance product designed to pay money to an insured’s beneficiary to cover final expenses like burial and cremation costs.
Further, whole life insurance provides peace of mind to our clients in the following ways:
Policies never cancel due to age or health as long as premiums are paid.
Premiums remain level, never increasing due to age or any arbitrary reason.
If the client medically qualifies, coverage may start fully from the first premium payment for the entire coverage amount. If not, there are likely policies that will partially cover the client from the policy issue date. Or, worse case, provide guaranteed issue coverage with no health questions.
Also, “simplified issue” refers to how our insurance carriers underwrite the final expense product.
With final expense, there are:
no medical exams,
specimen collections, or,
detailed medical information.
Instead, a simple Medical Information Bureau check and Prescription check is done electronically at the time of sale, with our favored insurance carriers providing an instant decision of approval or decline.
The benefit to your client is easier-issuing coverage without the frustrating weeks – if not months – of waiting for a decision as with fully underwritten policies.
This means your client gets coverage fast (and you get paid fast).
Our target market for final expense, Medicare, and annuities is the Senior Citizen demographic.
Roughly, this refers to people 50 and older who have low to moderate levels of income. The vast majority of our market is either:
Disabled and cannot work, or,
Retired and chooses not to work.
We love this demographic because of its long-term fundamental strengths, and believe there exists decades of sales opportunity for agents who commit to it.
Some benefits of the Senior Citizen market include:
11,000 people turn 65 each DAY between 2020 and 2030.
The 65 and older population will increase 50% from 2020 to 2040 (from approximately 50 million to 75 million).
Social Security pays our prospects no matter what the economy does, providing sales opportunities to prospects with less income sensitivity compared to working people.
Medicare supplemental insurance companies invest millions upon millions of dollars to promote purchasing Medicare Advantage and Medicare Supplement policies, which conditions Medicare recipients into thinking buying an additional Medicare policy is a must-have purchase.
Social Security and Medicare are political third rails. Few politicians will risk their careers attempting to reform either program as voters in older age brackets will vote them out if either program is even threatened.
Which final expense insurance carriers do we offer?
Since DIG is an independent broker, we offer a variety of insurance carriers for agents to select from.
Our passion is in training you on the craft of SELLING insurance, and not recruiting agents.
Not to say we do not support agents recruiting (we do, agents need experience selling first), but our focus is on developing you into an insurance sales machine above all else.
3. Designed For The Entrepreneurial Agent
Duford Insurance Group is not right for everyone.
To succeed, you must possess higher levels of self-responsibility and self-discipline than the average agent.
You MUST be a self-starter. This is NOT a babysitting, micromanaging agency. You truly run your own insurance sales business and are treated as an independent business owner.
4. Top Commissions
Since DIG is not an MLM agency with 10 people between you and the top of the company feeding off your production, DIG is able to extend more commission to its agents than the vast majority of its competition (continue reading to get specific commission levels for various final expense products).
This means agents are actually paid VERY good commissions relative to most agencies with the ability to grow commission rates with production history. Commission levels discussed in detail more below and on our Weekly DIG Q&A calls.
5. Top Quality Leads
DIG has relationships with top-quality lead vendors, connecting you to lead providers already proven to work.
Our preference are for vendors that sell you EXCLUSIVE and FRESH leads, not old and resold. This means fresher leads with more interest in buying.
6. A Fair And Balanced Agent-Agency Relationship
DIG founder David Duford knows exactly what it’s like as an agent. And the last thing he wants is to screw you over like so many other agencies do.
As an agent with DIG, we promise to do the following:
Release upon request as long as you do not owe chargeback money.
Fully vested 100% from the first day. You own your own book of business and continue to get paid into the future no matter your long-term working arrangements with DIG.
You are paid directly from the insurance company.
7. Support For BOTH Face-To-Face And Telesales Agents
Whether you want to sell face-to-face or over the phone, Duford Insurance Group can help!
We have many agents successfully selling in both and can teach you the inner workings of which ever you choose is best-suited for your goals.
What kind of results do Duford Insurance Group agents get?
While results vary, we have documented dozens of success stories on agents:
Selling final expense face-to-face
Final expense sales by phone
Medicare Advantage sales face-to-face,
Selling Medicare Advantage over the phone, and,
Successfully selling annuities.
Your success is our primary directive, and we want you to know many have come before you who have experienced success.
Please review our many Agent Success Stories below:
David is an amazing resource consistently available to help his agents thrive in the insurance business. His advice and insight on everything from underwriting, to scripting, to long term business strategy has been extremely helpful. Could not recommend him more if your looking for an opportunity to thrive as an independent agent.
As a new agent, The Duford Insurance Group has been instrumental in providing a realistic picture of what's required to be successful in the Insurance Industry. The training and support provided here is exceptional. I'm so glad I decided to join this Team!!!
I find it's a wonderful thing to be working with a straight up no BS person like David and the best part is he continues to hold up his end of the bargain dayin and day out thanks David
Dave is a terrific person and extremely knowledgeable. I would recommend him to anyone. He has the heart of a coach any any agent would be lucky to know and work with him.
If you're looking to work as a truly independent insurance rep/agent, with an agency that provides excellent training and support, then Duford Insurance Group is it! David does an excellent job giving us the training and support we need to be successful. I love that there is no fluff or hyped up "rah rah" in his approach. He just tells it like it is, and pulls no punches about what it really takes to be successful in this business. If you're looking for an agency that is not a "hand holding, baby sitting, micro-managing" agency that truly cares that you succeed in this business, where you are truly independent, then David Duford's Insurance Group is the place!
David is not only very knowledgeable but specially dedicated to the success of his producers. He is constantly looking for ways to put at our reach tools and resources to help us be better and close more sales. Always, always available to help with any question….
David Duford offers everything you could ever want in a insurance agency. His training and support is superb,his attention to detail is unparalleled and his compassion for excellence is heartfelt. Dave is your one stop shop to a brighter future in insurance sales! If you put in the time and effort Dave has your back and takes care of the rest! Thank you Dave you've changed my life much for the better! God bless you and your family!
David Duford and his group are simply AWESOME in every single way! DIG is not my first agency which makes me appreciate them even more as I now have experience to compare. His training is available, plentiful and totally on point. He is responsive! He is knowledgeable! He is ethical! He is reasonable and fair! He is generous with his commission levels! He is super cool! He is real! He is NO pressure!Don't drink the kool-aid from other agencies who pressure you to build a team (when you don't even know what you are doing yet) to writing with certain carriers that leave you vulnerable and ripe for replacement from the agents right behind you.DIG is a class act and I am grateful to be a part of this amazing agency and team. Join DIG as you can't go wrong!
David Duford is a beast he gets right to the point using his own experience as examples He gives you the blue print for success all you have to do is follow it!
Daily sales training - twice a day actually! - puts this group head and shoulders above every agency with which I have worked over a 50+ year sales career. Training geared to both new and experienced agents. A no B.S., realistic explanation of what it takes to be successful. Coupled with high commissions, and large number of companies to access this is the epitome of what an IMO should be.
I have been following Dave on YouTube even while I was still studying for the life insurance exam. When it was time to start working with an agency, I knew I wanted to go with someone who is a straight-shooter and knows exactly how to train new agents. Dave is exactly who you see on the YouTube videos -- upfront, cares about your success, no BS, super knowledgeable. He has been incredibly patient with all of my beginner questions, and I am grateful that I can always get quick answers to anything I'm struggling with. If you're getting started in life insurance, Dave is the one to go with, hands-down.
I am new with this agency but so far have been very impressed with the thoroughness of the training and the follow-up. David really knows what he's doing.
David Duford is the real deal. He truly cares about assisting agents in reaching their goals by conveying his vast knowledge and experience in the business. David’s accessibility is unmatched and that is so important when starting in this business. If you’re looking for the best mentor, you need look no further than David!
David is a fantastic trainer on insurance sales. He really goes into the details of what to do and why you do it. He is also a great resource to ask about lead vendors.
I highly recommend David. Super communicator, easy to reach out to. He has tons of experience and the intelligence/charisma to package it and provide it to those who choose to work with his agency. Like me. His training program will rival any of them, including the big captive companies (like the one I used to work for). If you want to sell insurance as a independent agent, look no further than David Duford.
David gives great training and great access to teaching materials to help you make a successful business. He is also very available to speak with directly. I'm glad to have joined his group because I have learned so much that will help in the future with my final expense business.
I gave been working with Dave for some time now, and what I really love working with him is that he direct, kind and he takes the time to explain things in a way one should understand. The best of all is teaching us to do right not put any product to the seniors. I my self am new ,but learning a lot, and I know is just a matter of time. He is sitting me for success. Trust Dave you won't regret he not just good, he's great he knows what he talking about.
David is the most knowledgeable Final Expense individual I have ever been exposed to. His experience in the field along with the ability to transfer that information to others to help them succeed is amazing.
A True professional and thoroughly supports his group. Always responds in detail and quickly. Offers plenty of 1-on-1 guidance. A wealth of top-level knowledge with street-level application.
Dave is a Great person to work with. He understands the agent struggles and offers support to make sure you have a chance to really make it in this business.
It took almost one year of market research to find the best insurance company and I decided to join Duford Insurance Group because they provide the foundation and fundamentals, training and ideas for accomplishing my professional goals.
I couldn’t be happier to be part of the team. I’m gaining so much knowledge and feel confident to start my journey. He is honest, very transparent… a great mentor!
David is a great teacher and offers a smart place for agents to call home. Exceptional training and mentoring to give all the help needed for success. Thanks David for all your hard work.
David and his Team in my experience are the Best of The Best in helping new agents navigate through the sea of endless options when it comes to selecting the right type of leads and product line to focus on depending on your (sales/professional) personality. David's website even provides a check list that takes you from how to purchase E&O insurance all the way through to your first day on the phones with live customers. DIG is an excellent agency to join!
David is a straight shooter and lets you know the good and the bad about this business. I like that and all the training we have access to such as live, audio and video.
I am a new agent with DIG, found David via YT. Happy I started my insurance career here. Great place to start a career transition. If you're an assertive entrepreneurial type you'll find all the training you could ask for to make yourself successful. David works hard and is constantly delivering great content on all platforms.
I compared many (many) different Agency, GeneralAgency, IMO, organizations and contract offers before going with Duford. I find they offer the commission levels that others want you to work years and recruit many others before you obtain. Duford want's you to make a living from day one without having to recruit.Of all the different trainings out there David offers real, everyday things like how to set an appointment, how to get in the door, and how to close the sale. That half hour every morning and at lunch are a great way to keep focused on the fundamentals that make us money.
The difference between this agency and other IMOs is that everything you need is yours for the taking. There is no pressure, which is great for self motivated professionals and great for the clients.
David Duford is the consummate professional. Since joining his final expense team I have learned why this type of program can assist individuals with financial means in their greatest time of need. I highly recommend Mr. Duford to anyone looking to be successful in the insurance industry.
What Dave does works. He provides video and written information that details how to be successful in final expense. In my first week selling I did 6 apps and over $3000! I would highly recommend.
I have worked with numerous Insurance Marketing Organizations throughout my 11 year insurance career and beyond and have found and experienced the best group to be associated with, the Duford Insurance Group, and David M. Duford, specifically, from Chattanooga, Tennessee. I have also worked with other home based businesses and his organization stands above and beyond for honesty, integrity, knowledge, and communication skills. In his training sessions, he will give you unbiased, well researched, and experienced input that will far exceed anyone else in the industry. I highly recommend that if you are interested in working with the best, you owe it to yourself and your future to investigate pursuing this working relationship. He also makes the process fun and operates with a professional sense of humor and maintains a very efficient, punctual business.
David Duford? He’s just great!I am a brand new employee, and already have learned so much in the span of a week’s time, while waiting for my writing numbers!He is a wonderful teacher who takes you through the concepts step by step, and explains everything.David provides so many available resources, and has even created a final expense carrier cheat sheet- which is super helpful and easy to use.David Duford truly cares about his agents. I know first hand, as he answers all my emails and always asks if I need help with anything. You cannot ask for a better manager to work under! Plus, you can tell that he really cares about his clients just by the way he describes different scenarios with them. I’m super happy that I found David’s agency. If you’re thinking about coming on board, don’t think, just do it! You will definitely learn a lot. I know now that I have a much better chance at success in this business. Duford Insurance Group?A+ rating in my book! Thanks, Dave!
Out of all the different IMO'S out there David is the only that I would ever work for. If you just listen to one of his Q&A's you know he's totally different then family last, shittery, and every other IMO I looked at.... He's real, he trains, starting comp is more hen fair....
David gives an unbiased report of the industry, products, insurance carriers, selling methodology and competing agencies. Having spent almost forty, yes 40, years in the insurance industry he is truly unique.
David Duford is an insurance Guru. The Duford Insurance Group is the agency we've all been looking for. David is honest, organized, helpful, and intensely passionate about the sharing the craft of selling insurance.
Comprehensive and competent insurance agents ready to deliver the good news! You're covered and you can rest in peace!Figuratively and literally. You don't have to be rich to predict your future!
Dave Duford is the real deal when it comes to insurance sales training, his unique perspective, integrity, and years of experience is incredibly welcomed in an industry where it can be hard to find someone as dedicated as Dave is to your success. Thank you Dave for all you do!
I'm a life insurance agent with Duford Insurance Group (DIG). In a nutshell, David Duford (DIG's founder and owner), is "the real deal."As a relatively new agent, I really need the excellent support and training that David provides to his agents. He's ALWAYS accessible, often responding to my questions within the hour of my message. David has his finger on the pulse of the insurance industry, and he always has the answers to my questions. He's everything I want in an FMO leader, and I couldn't be happier with DIG.If you're an agent and you're seeking a first-class professional home, contact David. You'll be glad you did. I sure am.
David Duford is one of the most knowledgeable mentors in the Insurance field today. As a new agent he helped me tremendously in the area of Final Expense. He has a wealth of videos available on a wide range of topics and continues to lead the field today.
I found David on YouTube and was amazed at the comprehensive explanation of every aspect of the insurance business. I have been a licensed agent since 1993 and actually worked for several companies that he reviews. I can say his reviews are honest and accurateAt this point I know what I’m looking for and after substantial research I’ve chosen to proceed down the contracting path with him. I have had minimal personal contact with David but am as excited to be working him as I was getting licensed 29 years ago.I’ll continue to update this review as I work with him and I estimate it will be fantastic.
I’m a brand new agent. David is an excellent trainer and is very responsive to questions. No fluff, just solid training. I look forward to a long and lucrative career working with Duford Insurance Group
David Duford literally wrote the book on Final Expense. He's a down-to-earth real world straight shooter that provides top notch training and coaching. He's willing to professionally tell his agents what they don't want to hear -- if he knows its really what they need to hear in order to move forward successfully. He gives his agents as much freedom as they want, while always fast to respond whenever they need a question answered.
Dave is real. His process and assistance to agents from all backgrounds fits. He is intentional and has valuable experience to help lead others to their desired success story.If you are self driven, need a fresh start or just a great support team, pursue this find. You will not be disappointed.This agency values agents before themselves. Finally! Thank you!
I am new to DI. I left another group that really was all about buying their leads and going out there and selling with VERY POOR training no guidance. You could not reach the main person AND I HAD TO PAY A MONTHLY FEE!! I had been following Dave for one year and finally took my Health and Life exam and passed it-then joined DI. Excellent training, support, encouragement and honesty. No Kool-Aid!
Dave Duford is a straight shooter and straight to the point! No B.S. from Dave. He helps his agents get the job done. He knows the final expense business backwards and forwards! He's got the tools to help agents succeed.
Duford Insurance Group is the best Insurance Group that I've worked with. Dave is very knowledgeable and has a strong desire for others to succeed. I enjoy working with His agency.
For those agents looking to master Final Expense David Duford is the real deal. He is always free with his information and full of honest interpretation of how to achieve the best results. From my perspective he follows the golden rule knowing if he helps you ultimately he will benefit too. Agents, you can stop at David Duford's door. If you have will and determination he will guide you every step of the way in achieving your goal. You will end up a success, work with him and you will learn that I am telling you the truth.
Spoke to David personally with a desire to make a change in what I am currently doing in the Insurance industry. Based on our conversation, I realized some of the changes that I can make to be better with my craft. I am looking forward to working with such a professional and talented mentor.
David is someone who gets it. Actions speak louder than words in the insurance space. David has always been there to help me with any questions I may have. He is a pro's pro!!
I have worked with 6-7 insurance agencies at this point. David Duford is the best by far; there isn't a close second. David has created tons of content helpful for new or experienced agents. When I think of how bad the training has been at other agencies, it's incredible how well David gets agents trained, just through his website and you tube channel! On top of that, David is actually available to speak one on one for mentorship, help with difficult situations, etc. And, David is offering a better deal for agents than much of what's out there. High commission, fully vested from day 1, and David has the carriers necessary to be successful in Final Expense sales. Do not waste your time looking elsewhere and getting the run-around from incompetent insurance agencies. Contract with David Duford and get on track to a successful insurance career. If you are looking for life insurance, contact David, not the other guys. David and his agents are INDEPENDENT. That means he does the shopping for you to get you the best life insurance at the best price, unlike other agencies who are REQUIRED to sell you their product, whether it's best for you or not. Don't waste your time. Call David to get the best help with a life insurance policy.
Disclaimer: I am not an agent with David Duford. However, I have learned more truths about how to navigate a successful path in Insurance from David that allowed me to survive first year hurdles. David while he runs his own agency is committed to all agents who are lucky enough to find him on youtube or in searches on how to sell. Whether you're a new agent or senior experience, David's insights on all things related to carving out your own successful path selling everything from Final Expense to Annuities, you won't get a better overview than what David offers.
Always makes himself available and wants us to succeed. Lots of amazing information and guest speakers about trending areas. Amazing cheat sheets and training materials. David you're awesome! Many blessings to you.
David does a great job of creating a good agent experience. He has the best carriers with good contract levels. He is a serial quality content creator of useful information for agents and is responsive to requests. In a world where uplines make promises they can’t keep, David does what he says he is going to do.
After dealing with another IMO that was ultimately a shady MLM IMO I was 2nd guessing the biz all together until I found David. He was and continues to be upfront about everything, nothing to hide, honest opinions, doesn't try to push you in any direction that you don't want to go. No kind of MLM whatsoever and he knows the biz inside and out. I'm in the biz less than 1 year and I broke 6 figures within my 1st 5 months onboard with David.
You couldn’t ask for a better knowledgeable person in this industry.. great training videos and live training. He is always a text ,email or phone call away and quick response back. I look forward to learning and growing as an agent with him.
I have the honor and pleasure of working with David Duford since 2015 to present. David has done what no other Mentor/Friend has done since ontaining my license back in 2004 in teaching me how to really be a top producer. David gives 110% support in being independent and if I choose to build an agency the right way. Now I am going 100% On-line and not have to drive to see my clientele. This has been possible since teaming up with my Mentor David Duford. If you are looking for a real mentor that will help you to become a top producer then look no further and book an appointment to talk to him and see if you are a fit to joining his Agency. You will not regret your decision.
One can tell easily that Dave is very professional and passionate about his role to help new upcoming agents. Very grateful for the ease of his accessibility for questions and guidance. His materials and YouTube videos are very organized and understandable. He also does podcasts, Q&A sessions. Thank you Dave for your mentorship. Look forward to understanding this field with your help.
David and his team are all very professional when teaching new people about this business. Even seasoned veterans can enjoy learning new tips and tricks for carriers. Dave has easy to use websites with links to get the job done when out in the field. He and his team are only a phone call away if you are out with a client and need advice.
As a new agent I was looking for a proper training to be successful. I decided to be part of David's team because, his methods to train new agent has been the best for me. I received great value and tips on my training with David. He is a great mentor, teacher and great individuo. If you are a new agent I highly recommend David.
It took me awhile to really get going in David's group due to personal reasons. David never acted upset and was extremely patient with me despite not making money on me right away. He tells you the honest truth about the business and how to succeed. Tons of educational material and he personally teaches multiple times a week. Give him a try and you will quickly see why joining the Duford Insurance Group is a great idea.
The thing about being a new agent is there are so many moving parts and you don’t know what you don’t know. David’s training and resources addresses and handles new agent jitters and uncertainty. No matter what question you ask David will take the time to get you the answer, no matter what it is. He is sooooo patient. He doesn’t dismiss you. On the contrary he will seek you out to see what you need.
There is a reason you can't find any negative comments on David Duford's agency online....it nothing if not fantastic! David has a consistent, honest, no nonsense approach to assisting you be successful.
I am newly licensed and just getting ready to start selling final expense. I have looked at many opportunities to sell insurance and David's agency makes the most sense by far.
One of the better places for agents to work. Compensation is amongst the highs in the industry and David is always there to answer any agents questions to respond to call/text. Two thumbs up, cant complain
Duford Insurance group is such a great mentorship program.David shares very relevant knowledge and expertise every week on his training calls.He Displays positivity and enthusiasm always.David doesn't shy away from providing honest and constructive feedback.He has great listening skills and is always willing to go above and beyond to got you answers via email etc. You can also schedule calls with him as well when you are feeling stuck.I so appreciate what I've learned from him and his training has made me a more confident agent in the field.Look no further !
For a self starting independent, Duford Insurance Group is very easy to work with. They are very responsive. I get emails about how to improve my business or how they can add value to my business. Their youtube and intenal video content is amazing. Most other IMO's email me their incentive trip details and try to push my production to them. There is no shortage of IMO's in the final expense space. His focus on finding the best value and solution for the client. That makes it easy to build a business for long term
Working with David Duford is simple and "no contracts", vested in your production day one! David, an author & experienced in Life, Medicare, and Annuities, was why I sought him out. I did have a few years experience prior to going Independent, but his training and tools, and updates on marketing, helps any agent. It's all remote, but that is the way business works now in recruiting. Listen to what David teaches before you make a mistake of signing a contract with any IMO/FMO.
I have worked with other agencies in the past almost leaving the industry all together for lack of support and training. David Duford is the most transparent agency owner I have ever met. His trainings are the best I have ever experienced. After working with David, I am excited again about the industry and my new skillsets. Highly recommend his agency especially for new agents. He tells it like it is and doesn't sugar coat anything.
David is a great person to partner with. He offers great training and insight and has been very helpful to me and others in getting our businesses headed in the right direction. 100%!
I can't imagine there is a better agency to work with whether you are a seasoned agent or new to the insurance business. I would highly recommend the Duford Insurance Group to further your insurance career.
David Duford’s insurance agency has changed my life! If you are looking for a place where you can grow at a rapid rate, increase your bank account beyond your imagination, learn from an expert who is fun, loving, exciting and thoughtful, look no more.David is an insurance expert and you will become one too, he provides everything you need from the best commission rates to the best insurance carriers especially if you want to do telephone sales from home, the best telephone and in home scripts he will teach you everything you need to say Word for Word to close the sale. He also will teach you how to close the sale in the client’s home at the kitchen table.And if that’s not enough he provides live training via zoom where you can hear live telephone calls of other agents closing sales and allows the group to critique the closer…it is unprecedented.I could go on and on and on but in closing reach out to David Duford you won’t regret it!Tracy O. Johnson aka the insurance lady!
I think David is one of the most honest and upfront people I know. His training is great. There’s plenty of carriers with nice contracts, plenty of training, and he is available for one on one sessions for whatever you need. I couldn’t think of a better group to be part of.
David is a top notch leader in the insurance industry. He is one of the few agency owners who takes personal interest in each and every one of his agents. I highly recommend working with Duford Insurance Group!
Standard On-Boarding Process: From the time you submit carrier contracting, our goal is to have you “Sales Ready” within 15 to 20 days.
You’ll have access to every imaginable resource to help you learn the craft of selling insurance, including classroom modules, up to 14 hours weekly access to live training conferences, detailed sales scripts, and more.
IMPORTANT NOTE:
Once you review how Duford Insurance Group works, follow these directions:
Are you a new or aspiring insurance agent considering joining Duford Insurance Group?
Can’t make the available live Q&A times? Let us know here and we’ll send you alternative steps to move forward.
Are you an experienced agent in final expense, Medicare, annuities, or any insurance product?
Let us know here and you’ll get a direct scheduling link to speak one-on-one with David to ask all your questions.
How has Covid-19, Recessions/Depressions affected selling the Senior Citizen market?
Believe it or not, little to none!
In fact, some agents’ sales results have only improved since the Covid-19 pandemic began.
Here’s a few reasons why pandemics, recessions, and Depressions have less impact in our market than others:
Guaranteed Income. Almost all our clients receive Social Security income payments. The US Government has never been late paying Social Security at any time since its inception nearly 100 years ago. And this means when the economy goes bad and workers lose their jobs, our prospects continue to get paid, on time and without reduction. This translates into a business model with less swings up and down and more consistency.
Gaps In Medicare Coverage. When a senior turns 65 and starts Medicare, most feel additional coverage is necessary to fill the gaps in their coverage. And naturally, being older and closer to life’s end, there is more concern (especially as we’ve seen during the pandemic) about having quality health insurance coverage than in earlier years.
Business Model Flexibility. For final expense and Medicare, we can successfully sell either face-to-face or over the phone. If there is some sort of lockdown or restrictions face-to-face, it is within reason to sell over the phone with similar success.
What kind of experience is required to join Duford Insurance Group?
First, if you are a NEWLY licensed insurance agent, we welcome you to consider joining DIG.
In fact, David Duford has always focused on recruiting and training new agents into top producers.
Experienced agents are welcome, too =).
Other than that, pedigree, resumes, and work history DO NOT MATTER.
All we care about is the following:
Coachability
Humility
Focus
An appetite for action
Ability and willingness to invest in leads
A can-do attitude
Not a whiner/complainer
Passion for helping people
Significant work-ethic
If you possess these traits, it’s likely Duford Insurance Group is a perfect fit, no matter your work history.
All About Commissions
How does compensation work?
When you sell an insurance policy, most of our carriers pay you several days after the policy is approved.
Some will wait until the first draft is collected to pay your commission.
Generally, expect to get paid on average within a few days to a few weeks after the sale.
How does commission advancing work?
“Advancing” is another word for a loan.
When you sell an insurance policy, you are advanced money with the assumption the policy does not lapse.
Typically, your major carriers advance 75% of your entire first year commission. Some advance 50%, while only a handful pay “as-earned,” or only when the premium is collected for that month’s commission.
If a policy lapses, then you owe the part of the advance that was not collected.
For example, if the insurance company collected 3 months of commissions and you were advanced 75% (9 months) of your first year commission, then you owe back 6 months as a chargeback.
The good news is that you do not have to immediately pay back a chargeback.
Most companies give you enough time to either (a) write a new policy to cover the chargeback, or (b) cut a check to cover the advance.
What are DIG’s final expense agent commission levels and how do they work?
Duford Insurance Group prides itself on offering strong commission levels to both new and experienced agents WITHOUT the need to recruit like most insurance MLMs.
Generally, agents new to final expense start between 100% to 110% first-year commission, with experienced agents starting between 110% to 120% first-year commission. Renewals pay in the 4% to 7% range between years 2 through 10.
For top-level producers, we have the ability to increase commissions up to 130% based on hitting production goals.
And for those interested in agency building, we have commission levels up to 140% based on production goals.
We are more than happy to clearly explain what the expectations are in hitting these levels on our Weekly Live Group Q&A Calls.
All About Leads
How do leads work with DIG?
Leads are the lifeblood of your insurance sales business and are an absolute requirement for you to invest in joining Duford Insurance Group.
Without leads an agent has no business and no way to succeed.
Here’s a breakdown on what to expect with insurance leads partnering with DIG:
DIG doesn’t sell leads. We make recommendations to quality third-party lead vendors proven to work for other agents. DIG does NOT make affiliate commissions for these recommendations. This is NOT the case with most insurance agencies as lead sales is another income stream for the agency, which may cloud their recommendation as the agency is posed for profit on the sale of the leads, regardless of whether or not they are quality.
How many leads should I get? For part-time agents, we recommend 15 to 30. For full time, 25 to 50+. The large range depends on lead type and whether not you’re selling face-to-face or over the phone.
What can I expect to pay for leads? Roughly, we ask DIG agents to commit to investing $250 to $1000 weekly in one of our lead recommendations. If you can’t make the minimum, you must be willing to do our seminar marketing strategy that generates cost-free, high quality leads. Ask me about how it works on our New Agent Q&A Call. If you need funding for leads, check out Fundwise to apply for a line of credit to invest in leads.
What type of leads does DIG recommend? We have access to quality third-party vendors that offer fresh and exclusive direct mail leads, live transfer leads like TV leads as well as digital live transfer leads, Facebook leads, and free marketing strategies like seminar marketing.
How long does it take to become profitable? Most agents who do well will see success within the first week or two, selling enough policies to cover their investment and profit. It is HIGHLY likely you’ll experience profitability between the first 4 and 6 weeks of selling, which is why for new agents we ask you to give this business at LEAST a month to determine if it’s right for you or not.
I can’t afford the weekly lead investment, are there other options? Beyond doing seminar marketing, no. However, get creative. While not right for everyone, consider borrowing money from family. Do you have a credit line you can utilize? Have you considered contacting Fundwise to apply for a line of credit? Do you have collectables you can sell? We’ve seen very successful agents (including David Duford) choose to finance leads in this manner, and without making one of these tough choices, never would have made it long-term.
How Does Fundwise Work?
We have partnered with Fundwise to help agents interested in securing lines of credit to finance their insurance lead programs.
Fundwise is a lender-matching platform dedicated to getting you the best credit lines available to you. Fundwise takes 60 seconds to apply, and applying has zero affect on your credit to see how much you can get.
There are some basic requirements you need to meet to make Fundwise worth doing. You need:
650+ credit score. Anything less than that is usually declined.
No recent late payments or derogatory marks on credit report.
2 years of credit history with $3k+ limits on one or more credit cards
Learn more about Fundwise here, and click here to begin the application process. Please note that I am an affiliate for Fundwise, and receive a commission on any line of credit you’re approved on.
What previous career paths work well with selling final expense?
Literally, everything and anything.
We do not recruit on work experience, instead focusing on character first and foremost.
Here’s a breakdown on what’s necessary for each type of product we offer:
Final expense: All you need is a life insurance license, although it’s recommended to test for the health and accident license, too.
Click this link to get more specific directions on how to get your insurance license, and where to get pre-licensing started.
NOTE: Get $150 off of your pre-licensing exam for life and health here.
Expect this process of licensing to take 2 to 3 weeks for the average person.
What are the expected costs of licensing?
Expect to invest somewhere between $200 to $400 to become a licensed insurance agent.
This number consists of paying for pre-licensing, testing, finger-printing, and background checking.
Average income of a producing agent?
We hate to say it, but understand most insurance agents fail within their first 12 months of getting started. So average incomes aren’t that great.
However, for those that follow our system and work hard, we believe a first-year income of $50,000 to $75,000 is possible selling final expense, with the definite possibility of earning $100,000 to $200,000 in income in either the second or third year of selling final expense.
For Medicare sales, since the product is renewal-driven, the first few years pays less income than final expense. However, with consistent sales for the first 5 years, many times Medicare commissions far exceed final expense commissions.
For example, it is conceivable for an agent to have 1,000 Medicare Advantage clients in 3 to 5 years, which would pay $270,000 each year FOR LIFE, as long as the clients stay on the books.
What can a top producing agent make in the first 12 months? Long-term?
We’ve had top agents write $300,000 to $500,000 in their first full 12 months in the final expense business.
Long-term, coupling either agency-building or selling Medicare Advantage, it’s possible to earn incomes even higher.
Is this MLM, pyramid scheme?
NO, this is NOT a multi-level marketing pyramid scheme. You NEVER have to:
Recruit other agents
Sell your friends and family, or
Attend annoying Kool-aid rah-rah conferences.
If anything, the Duford Insurance Group is the “anti-MLM” agency.
How do I grow in my career?
The vast majority of agents with Duford Insurance Group start their career selling final expense.
As time progresses, they either:
Choose to build an agency, or,
Cross-sell Medicare Advantage plans and the occasional annuity to their clientele.
Either way, we support whatever direction you want in your insurance career, and will help you grow as big as you want!
Can I recruit from Day 1?
No. While recruiting is great, it does not make sense until you’ve developed “street cred.”
We recommend 6 to 12 months of consistent success selling insurance before recruiting.
Newly recruited agents require your attention and wisdom, and if you cannot provide it, they will understandably leave.
However, if you have existing experience selling insurance when you join DIG, then recruiting is OK.
How does residual income work?
Both final expense and Medicare products pay a renewal/residual income. This is income that’s paid to you well after your first year commissions are paid.
This is nice as you are paid on work you completed sometimes years ago.
However, understand that while both products pay a renewal income, final expense is NOT geared towards significant renewal income, while Medicare Advantage IS.
What happens with most agents is that they start selling insurance with final expense, then around a year in, start cross-selling Medicare Advantage.
This provides the best of both worlds, with a high first-year commission selling final expense, along with a long-term renewal income stream developed from selling Medicare Advantage.
Hours In the Field Weekly?
We want you working as much as possible.
Selling our products is primarily a game of numbers, meaning the more time in the field with prospects, the more likely you’ll make sales.
Nevertheless, this is YOUR insurance sales business, so you have full discretion over how many hours daily and days weekly you want to work.
David Duford’s recommendations are for full-time agents new to final expense to work 5 to 6 days with a few of those days late nights, and part-time agents to work multiple days during the week and all-day Saturday.
Do you work with part-time agents?
Yes! DIG founder David Duford started selling final expense part-time in 2011.
Part-time DEFINITELY works, but you need to have a FULL-TIME mentality to make it work optimally.
All About Numbers
How many sales presentations weekly should I do?
We recommend full-time face-to-face agents strive for 15 COMPLETED appointments weekly, and telesales agents strive for 20 COMPLETED appointments weekly.
Part-time agents should start with cutting those numbers in half.
What’s the average closing ratio?
For each completed presentation, we expect 50% to buy. Some agents only sell 40%, which is typically workable.
The best agents consistently sell 65% to 70% of completed presentations.
Return on investment goal?
Our goal for our final expense agents is to return a minimum of $3 in commission for every dollar spent on marketing.
Optimally, we want to see a 4:1 return on investment or better. In other words, if you invest $50,000 into your final expense lead generation, we want you to commission between $150,000 to $200,000, giving you a net income of $100,000 to $200,000.
What’s the average case size?
The average final expense case pays a monthly premium of $50. Agents who implement DIG’s sales strategies have seen average case sizes higher in the $65-$75 per month range.
What’s the average commission per case?
Generally, between $700 and $1000, depending on what type of product sold.
Quality of business?
If you follow our sales training advice while offering multiple insurance products, we expect 80% or more of your final expense and Medicare clients to stay on the books after the first year.
How does DIG’s sales and marketing training work?
Here’s how training works at Duford Insurance Group:
Interactive Training Website. We have a training website that houses every conceivable training resource you’d ever need to master final expense, Medicare, and annuity sales. Scripts, classroom training modules, live sales call analysis recordings, carrier cheat sheets, quoters, and on and on. If anything, there are TOO MUCH training resources.
Daily Live Training Conferences. We host daily training calls on all sorts of different subjects including script role-playing, live sales call analysis, carrier training, new agent onboarding, agency building, etc.
One-on-one coaching. You have access to David Duford and can schedule a coaching call anytime with him to discuss anything at all you need help with.
Field training opportunities. We have a network of agents nationally that are willing to take new agents on 1-day ride-alongs to learn more and observe how the business is done.
In-person boot camps. We host boot camps in various parts of the country on final expense, annuities, Medicare, and telesales.
Direct access to David Duford. As a DIG agent, you’ll get David Duford’s personal cell phone whenever you need help with anything. Just call and/or text and David is at your service.
How do agents scale up to make $250k+ annually?
Bottom line, they buy a LOT of leads, and run a LOT of appointments. Our highest income-earning agents regularly buy 80 to 120 leads WEEKLY, running 30 to 40 appointments weekly. We’ll teach you how to get there =).
I’ve read everything above and am interested in joining. What happens next?
Once you review how Duford Insurance Group works, follow these directions:
Are you a new or aspiring insurance agent considering joining Duford Insurance Group?
Join a live Group Q&A call with David Duford here. You can ask David questions about joining and seek further explanation about how DIG works. Once you attend the Q&A call, you can schedule a 1-on-1 call with our New Agent Onboarding Specialist.
Can’t make the available live Q&A times? Let us know here and we’ll send you alternative steps to move forward.
Are you an experienced agent in final expense, Medicare, annuities, or any insurance product?
Let us know here and you’ll get a direct scheduling link to speak one-on-one with David to ask all your questions.
NOTE: BEFORE you attend the Live Q&A session or schedule a meeting with David, please make sure to review ALL the content in the links above for the specific insurance sales and marketing program you’re most interested in. That way you are well prepared and understand how everything works =).
