Selling Final Expense Insurance

​Getting the attention of prospects can be tough. It requires offering something of value. Promotional offers or free quotes can be effective ways of getting engagement quickly.

The Promotional Offer

Promoting new rates can effectively raise interest among potential customers. For example, one carrier offers a discount for current tobacco users trying to quit. The other guarantees coverage for those with diabetes. Both can often be objections postponing and preventing the person from being insured.

• ​Agents should lead with promotional details to address objections.
• Emphasizing the protection of family from rising costs can motivate discussions.
• Example script includes informing prospects about new rates and their benefits.

The Free Quote Offer

Free quotes are a powerful tool for generating interest and facilitating sales.

• Agents can offer free quotes with no obligation to encourage engagement.
• Quotes can be delivered via email to streamline the process.
• Confirming email addresses and follow-up dates helps maintain momentum in the sales process.

The Follow-Up Call

Multiple calls are often necessary to close sales in the insurance industry.

• Follow-up calls should check if prospects reviewed sent information.
• Open-ended questions encourage prospects to engage in conversation.
• Agents can offer to walk through information together to clarify details.

Setting the Agenda and Introducing Your Plans

Establishing credibility and setting a clear agenda is crucial in closing calls.

• Agents should explain their role and the company’s offerings upfront.
• Providing a state license number builds trust with prospects.
• Highlighting the benefits of final expense plans can alleviate concerns.

​Uncovering Pain Points and Understanding Customers’ Situations

Understanding customer situations helps tailor insurance solutions effectively.

• Agents should ask about existing policies and reasons for considering new options.
• Questions about financial concerns and family protection reveal customer priorities.
• Gathering information on health history aids in assessing eligibility for coverage.

Handling Objections

Effective rebuttals to common objections can help maintain customer interest.

• Scripts should address lack of interest by emphasizing urgency and promotional offers.
• Agents can counter claims of existing coverage by discussing potential gaps.
• Acknowledging busy schedules and offering quick solutions can keep prospects engaged.
• Paint a picture of success in their mind. Whether it’s not leaving a financial burden for their family or a desire to leave a legacy for children or grandchildren, let them know what they are doing is a very good thing!

Call us, sorting through all the options can be exhausting, we have the resources and tools to make this much simpler for you to deliver the protection your clients deserve! Now is the time. Let’s talk soon!

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​Until Next Time – Good Selling!

Levon Justice
Life Insurance Director
Ohlson Group
1-877-844-0900