The people you call about final expense coverage get more scam calls than anyone. Many of the scripts that rank online open with something vague about "a new program in your state" or "your benefits." Those openers get hung up on, reported and flagged. Worse, they sound exactly like the calls these people have been warned about.
The scripts below do the opposite. They put your name and the reason for the call up front, so the person on the other end can decide quickly whether to talk.
Script 1: a lead who just asked for information
Let him answer fully. People often say exactly what matters to them: not leaving a bill for the kids, or a friend's family who had to pay for a funeral.
Qualifying questions
Leave the health questions for the application itself, where they're asked properly and in order.
Script 2: an aged lead
Saying "a while ago" is honest, and it makes it easy for her to tell you she's already covered. If she is, thank her and update the record so nobody calls her again.
Script 3: voicemail
Say your name and number twice. Older listeners often replay a message to write the number down.
Answers to common objections
| They say | You can say |
|---|---|
"Is this a scam?" | "It's a fair question. I'm Karen Lopez, licensed in your state, with Evergreen Life. You can look up my license on the state insurance department's website before we go any further." |
"I'm on a fixed income." | "I understand. We can start from what you're comfortable paying each month and see what that covers." |
"I need to talk to my children first." | "That's a good idea. Would it help to set a time when one of them can be on the call too?" |
"I already have a policy." | "That's good to hear. Do you know roughly how much it pays? Funeral costs have gone up, and some people like to check it still covers them." |
"Don't call me again." | "I'm sorry to bother you. I'll take your number off our list today." Then do it. |
Working final expense leads well
- Call new leads within minutes. The same lead is often sold to several agents.
- Call at sensible times. Late morning and early afternoon in the lead's own time zone suit most retirees.
- Don't call the same person twice from two lists. If you buy from more than one vendor, merge them first. Adoptiv's duplicate detection matches every imported lead by email and phone, so one person stays one lead.
- Skip the answering machines. Answering machine detection keeps agents talking to people instead of listening to greetings.
For general life insurance calls, see our life insurance cold calling scripts, and for how agencies run their phones, Adoptiv for insurance.