🚀 Your First 90 Days Selling Final Expense: A Blueprint for Success

The first 90 days of your final expense career are absolutely critical. This is where the foundation gets laid—not just for your early income, but for the kind of career you’re building.

Are you here to “try it out,” or are you here to win?

If you’re serious about winning, then buckle up, because I’m going to walk you through exactly what you need to do in those first 90 days to set yourself up for massive success. This isn’t theory—this is the blueprint top producers follow.

Let’s dive in.

🛠 Step 1: Get Licensed—This is the Price of Admission

You can’t sell final expense without a license—plain and simple. So if you’re thinking about getting into the business, this is where you start.

Here’s your checklist:

• Enroll in a pre-licensing course. Go with ExamFX or Excel Solutions. They’re fast, effective, and get the job done.

• Schedule your exam. Once you’re through the course, Google your state’s life insurance exam provider and get it on the calendar.

• Fingerprinting and application. After passing, you’ll need to complete your fingerprinting and apply through your state’s Department of Insurance.

That’s it. Once licensed, you are legally cleared to sell final expense life insurance.

Don’t overthink this part. Just get it done.

🎯 Step 2: Pick Your Niche and Find the Right Agency

Now that you’re licensed, it’s time to get clear on how you want to sell.

You’ve got two options:

• Sell over the phone (Telesales)

• Sell face-to-face (In-person sales)

What’s better?

Neither. It’s about YOU. Where do your strengths lie?

• Are you great on the phone and self-driven? Go telesales.

• Do you thrive in personal, in-home conversations? Go face-to-face.

But here’s the deal—pick one and go all in. Hybrid agents rarely win early on. You need focus, not friction.

What to look for in an agency:

1. Real training. Not some MLM fluff designed to recruit you. Look for an agency focused on making you a top producer.

2. Lead support. Whether it’s free leads (like we do at The DIG Agency) or subsidized options, you need a clear path to clients.

3. Culture fit. Talk to other agents. Ask questions. Make sure the agency values match your long-term goals.

This decision is HUGE. Don’t chase high comp. Chase the best path to success.

📚 Step 3: Commit to Training Like Your Career Depends on It (Because It Does)

Once you’re aligned with the right agency, it’s time to lock in on training.

Not casually. Not part-time. Obsessively.

Here’s what commitment looks like:

• 10–12 hours a day studying your script, your product, your objections.

• Daily calls or meetups with your trainer or mentor—group or one-on-one.

• Ongoing coaching and feedback after you start selling. Not just upfront.

If your agency isn’t offering structured training, carrier guidance, and hands-on support, that’s a red flag. The best agencies are obsessed with your development.

Be honest: Are you showing up like a pro? Or just “kinda trying it out”?

🔑 Step 4: Dial In Your Lead Generation Strategy (Just Follow the System)

Lead generation is the lifeblood of your business. And here’s a little secret…

Don’t reinvent the wheel.

The final expense business has been around forever. The lead systems that worked 10 years ago? Still working today.

For telesales:

• Facebook-generated leads

• Inbound TV or call-in leads

For face-to-face sales:

• Direct mail

• Facebook leads (fresh and exclusive)

Avoid old leads if you can help it—especially anything beyond 90 days. They turn into glorified cold calls with very low conversion rates.

Your job isn’t to create the system. Your job is to trust and run the system that already works.

🧠 Step 5: Set Real Goals—and Break Them Down to Weekly Action

Let’s talk goals. Not dreams. Goals.

Here’s the formula:

1. Pick your annual income goal. (Example: $100,000)

2. Break it down monthly. ($8,333/month)

3. Know your average commission per sale. (Ask your trainer)

4. Do the math. Divide your monthly goal by average commission to know how many sales you need.

5. Chunk it down further. Weekly, then daily goals.

6. Reverse-engineer your dials, presentations, and close rates.

This is where success gets predictable. When you know the inputs (calls, appointments), the outputs (commissions) become inevitable.

If you don’t know your numbers, you’re just guessing. And guessers don’t last.

⚡️ Step 6: Take MASSIVE Action (This Is Where You Win or Lose)

Here’s where we separate the dabblers from the closers.

Massive Action means:

• Working 10+ hours/day

• Calling leads at night

• Working Saturdays when needed

• Cutting distractions ruthlessly

• Taking your goals seriously—even when no one’s watching

This is a business, not a side hustle. Show up like it.

And don’t wait until everything “feels perfect.” It won’t. You’ll never feel ready. You become ready through action.

Most agents fail because they never went all in.

Be the exception.

🧭 Step 7: Get Mentorship and Course Correct—Frequently

You will make mistakes. It’s not if, it’s when.

The difference between failing and growing is mentorship.

Think about it:

• Every elite athlete has a coach—even at the top of their game.

• You’re building a high-performance sales career. Why would you not need a coach too?

Good agencies (like ours) don’t leave you hanging after you start selling. We watch your calls. Review your presentations. Help you troubleshoot issues in real time.

Without feedback, you’re just guessing what’s wrong.

Don’t become a lone wolf. You’ll burn out, spin in circles, and miss your potential.

🛑 Step 8: Stay the Course—Even When It Gets Hard

This is where many new agents crash.

They make a few sales. Then:

• Clients lapse.

• A lead cusses them out.

• They hit a bad week and panic.

Instead of fixing the real issue (lack of consistency, sloppy scripting, poor follow-up), they start blaming their agency… their leads… their product.

So they bounce. Try something else. Look for a magic bullet.

And here’s the truth:

Switching things up too fast usually kills momentum.

If you’re getting good training, decent leads, and quality mentorship—stay the course.

Stick to the boring stuff. It works.

Selling final expense hasn’t changed in decades. You get leads. You call them. You meet with them. You follow the script. You close.

That’s the game.

🔁 Final Thoughts: Rinse. Repeat. Scale.

If you want to win big in final expense, it’s not about flash. It’s about fundamentals.

Recap of Your 90-Day Game Plan:

1. Get licensed.

2. Choose your niche and agency.

3. Commit fully to training.

4. Trust the lead system.

5. Set and track daily/weekly goals.

6. Take relentless, massive action.

7. Get mentored—often.

8. Stay the course.

Success isn’t complicated. But it is earned.

Your first 90 days are either going to catapult your career… or convince you to quit.

Choose wisely.

Want to plug into an agency that gives you free leads, killer training, daily support, and real mentorship from people actually doing it?

The DIG Agency is built for agents who want to win.

Let’s go.

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Thank You For Reading

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

If You’re Looking to Join an Agency

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

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

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

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

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

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

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

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

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