Cold Calling Final Expense Insurance Leads

To successfully generate final expense leads, you must be able to effectively market your policies and products over the phone, and generate appropriate contacts necessary to grow your practice. This is done by engaging your future policy-holder in a meaningful dialogue, and determining whether he matches your requirements for a quality insurance prospect.

As people age, they are forced to face the dilemma of what to do should they be outlived by their spouse. Consumers will face sticky issues such as the need for money to provide an appropriate burial and funeral. Final expense insurance can help customers comfortably cover those costs. Typical costs include:

  • Caskets
  • Wake & Funeral Service
  • Outstanding Debt; including mortgages and credit card bills
  • Final health costs
  • Cemetery plot or Urn

It’s easy to see why final expense insurance is an attractive investment for the aging population. Your job is simply to get the word out to customers who are currently unaware of the benefits. The best way to do so is to set up a cold calling campaign to set appointments with insurance prospects.


Formulate a distinct set of objectives for your appointment setting campaign. This can help you understand what you really want, as well as direct you when picking the ideal insurance agent appointment setting service for you. You can demonstrate to them the checklist of things that you expect them to handle, or the sought after outcome that you are looking forward to. Also, it is always ideal to go with a company that has at least a little expertise in the insurance sector.


When cold calling consumers by phone, you better be prepared. Good sales calls and prospecting scripts, have well thought that says what you mean, precise and concise, but still gives you room to maneuver, is one of the keys to a successful telephone pitch.

A quality final expense script will help you learn and understand:

  • The consumer’s current state of affairs
  • What their highest priorities may be
  • Their evaluation process & highest priorities
  • Competing agencies


Individuals are usually resistive when asked to to come out of their comfort zones. Death, burial, and final expense surely fit into the “uncomfortable” category. When it comes to final expense insurance, their fear and anxiety of the unknown often trumps their complications. They may be even more reticent to move forward with an insurance policy if an agent shows up out of nowhere, and seems more interested in selling insurance, than in their best interests. Insurance agents must indulge consumers on an emotional level.

Follow Up

A follow-up call is important to show policy holders that you care, and to increase the chance of closing. Rather than letting follow-ups be handled by an appointment setter, you should follow up with prospects individually to ensure that the meeting is still on the client is still interested.

There are a myriad of options for marketing your agency over the telephone. It is crucial that you know how to successfully execute a campaign, and what each service can do, before you register your company with their services.

Understand that you are helping customers and are helping them avoid a catastrophe upon catastrophe. If you can get your message across, both you and your customer will be happy.

Tags: , ,

{ Comments are closed! }