Selling Final Expense Insurance by Phone

by Training Team

Final expense by phone, also known as final expense telesales is a fast growing niche for final expense agents. There are a lot of advantages to selling final expense over the phone but most experienced agents have what is called “tunnel vision” which can hinder one being open minded to doing things a different way, maybe a better, more efficient way.

At least that is what the final expense telesales gurus will tell you. Is selling final expense insurance by phone really a better, more efficient way?

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Selling final expense over the phone is definitely attractive and I get many agents that are looking to get into this side of the business. I mean, you get to stay home, make a few calls and bring home six figures a year. Who wouldn’t want to sell final expense over the phone?

But there are many problems that arise and make it so most agents just can’t succeed selling over the phone. The biggest road block is getting enough quality final expense leads to work with and the then you have to deal with the impersonal aspect of the phone. I mean, it is a lot easier for someone to slam the phone down then it is to slam the door in your face.

Other road blocks that you face are the lack of trust seniors have in giving information over the phone (especially bank information). They don’t know who they are talking to and since senior scams are rampant, seniors naturally get nervous when it comes to their personal information. Most of them would rather see you face to face and know who they are talking to. Even then, you are faced with trust issues. You have to really present yourself in a way where they feel comfortable and willing to share their personal information with you.

None of these things disqualify final expense telesales from being a viable option. You just have to understand that these road blocks exist and can prevent you from being successful; however, if you are one of those agents who can overcome these hurdles, you will find yourself living a very comfortable life, making a few calls a day.

Successful telesales agents average 8-12 final expense presentations a day and close around 50-65% of those presentations. These agents claim that you don’t need to be face to face to gain their trust. You just need to be able to build their trust quickly over the phone and this is a skill that can’t really be taught. Some people just have a way with words, tone and presentation. You just immediately trust them. If you are one of these people, I’d say final expense by phone will work great for you.

The main thing you have to consider is your lead source. You can burn through a lot of leads, really fast by selling over the phone. Personally, I have found that in order to get enough leads, with out spending all your savings, you have to generate your own leads. Maybe you hire a telemarketing company to call for you and either do live transfers or maybe you use an auto dialer or just call your self using a speed dialing system? I mean, if you can get one sale a day by calling yourself, you will be making decent money, with little to no lead cost.

I’d say that if you are confident in your knowledge of final expense products and feel you are strong enough to handle callers over the phone and gain their confidence, then go for it. Come up with a lead generation plan and find your companies that will take voice signatures over the phone. The companies I know of are as follows:

1. Foresters Life Insurance

2. Madison Life Insurance

3. Assurity Life Insurance

4. Baltimore Life Insurance

5. Lincoln Heritage LIfe Insurance (You have to record the call)

6. Forethought Life Insurance (Depending on the IMO)

7. Americo Life Insurance (depending on the IMO)

8. Standard Life and Accident

However, I personally like the face to face approach. I like to just stay local and see the customer face to face. I’m good on the phone and I can sell over the phone but with something like Final Expense, I prefer to play it safe and go to their house. Its up to you.

 

{ 28 comments… read them below or add one }

Stucki October 20, 2012 at 4:12 am

Wow, fantastic blog layout! How long have you been blogging for? you make blogging look easy. The overall look of your website is wonderful, as well as the content!. Thanks For Your article about Sell Final Expense Insurance By Phone | Final Expense By Phone .

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Loise Tejeiro October 24, 2012 at 12:07 am

I really like that. You touched my heart.

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Training Team October 28, 2012 at 6:16 pm

Glad it made you feel emotional. I’ve never looked at selling final expense this way.

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gliddentund October 24, 2012 at 6:42 am

Great article. You keep amazing me with all the free information. I can only imagine what’s inside…

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Training Team October 28, 2012 at 6:16 pm

If you have any questions about the final expense market, let me know. I’m here to help.

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Steve October 25, 2012 at 10:21 pm

I came across http://www.finalexpense101.com and i love it !

I tried some of the other training sites but they were only interested in recruiting me. Your training is just what you say it is. Information to succeed.

I especially liked the final expense sales presentation.

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Training Team October 28, 2012 at 6:15 pm

A few recruiters have tried to copy our material and use it for recruiting. Not only have we heard that it’s less than comprehensive that it’s a ploy to find new agents under the guise of training. Let us know if you need anything else.

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Prada October 27, 2012 at 3:32 am

Hi. Thank you for this great information on Final Expense. I am a new member and the free content is excellent but your membership content blows me away. Thank you for making it so easy for me to learn about final expense sales.

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Training Team October 28, 2012 at 6:12 pm

That is great to hear. Email us if you need anything else. Selling final expense is pretty easy, isn’t it :) … especially when you have all the right information to learn from.

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gahwieuasa October 28, 2012 at 7:57 am

Wow, superb blog layout! How long have you been blogging for? you made blogging look easy. The overall look of your website is great, let alone the content!. Thanks For Your article about Sell Final Expense Insurance By Phone | Final Expense By Phone .

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Training Team October 28, 2012 at 5:59 pm

Thank you for your kind words. We are not web designers here but trying to make it as easy to read and as helpful as possible. Looks like you are building links for someone. Just FYI, we learned that links are no longer the way to generate business to your site. It’s all about content and this is what we are striving to do. Also, we are learning about many other final expense marketing techniques.

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jaxAstota October 31, 2012 at 7:42 pm

What are the best companies for selling final expense by phone?

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Training Team October 31, 2012 at 9:37 pm

It’s not easy selling final expense over the phone but if you are going to do it, I would say Baltimore Life has the best process for selling final expense by phone.

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Mark November 7, 2012 at 2:01 pm

Thanks for the honest insight on selling insurance over the phone.

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Gargarita fasolei November 7, 2012 at 11:33 pm

Hey there! I’ve been selling Final Expense by Phone for a few months now. I started with selling in person and have found that selling over the phone isn’t too hard. The hardest part is getting enough final expense leads to keep me busy. Thanks for all your post and membership site. I couldn’t have done it without you!

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Tantarul November 8, 2012 at 3:56 am

Another great article! Thank you for spending so much time on this website to help other insurance agents learn how to sell final expense life insurance.

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Training Team May 4, 2013 at 10:19 pm

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