A lot of agents ask me why they get so many final expense appointments in the ghetto?

I’d say that I rarely have appointments for Final Expense in the ghetto but I do spend a lot of time in impoverished areas. Most of the time, these are safe areas but I have had instances where I decided not to get out of my car and went on to the next appointment instead.

It is a fact, you will find that a lot of your final expense sales come from poorer people – this is often a sign of good final expense leads. You don’t want to go to a house where they have annuities and savings and large pensions. These type of people are not going to buy final expense from you. You need to be in areas where people live check to check and where their families live check to check.

These type of people are the ones who need final expense life insurance. They know the pains of burying someone and not having the money to pay for all the funeral expenses. They know what its like to beg for help and the stress it causes the entire family. If you have a one-on-one appointment with them and show them that they can protect their family from this financial burden of funeral expenses for only $30 or $40 a month, they are going sign and give you a check right there on the spot. For most mothers, this is a huge relief and she will often hug you as you leave out the door.

This is why it’s good to do your research and have final expense companies that offer policies at a good rate. If you visit with them and your policy is affordable, they will buy from you. Also, the local debit insurance companies who have policies with most of these people charge almost double for the same insurance you can offer. This makes for an easy steal and a very angry American National Insurance agent (ANI is a common debit company you will see out there. They rip people off.)

Final expense sales is often as easy as just having the cheapest priced company and the work ethic to go out there and either find your leads or work the leads you have. When I go out to the field, I leave at 8am and I don’t return until 9 or 10pm those nights. I’m banging on doors, making phone calls and giving each prospect as much time as they need to sign that insurance application. I never rush them and sometimes spend as much as 3 hours in one house. I know it sounds a little crazy but it works for me and for my agents who have the same patience as me.

Join www.FinalExpense101.com and learn all you need to know about selling final expense to the growing number of baby boomers in our nation. It’s an easy, easy, easy way to make money.

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