Burial Insurance Explained: What Agents Need to Tell Clients
Learn how to explain burial insurance to clients effectively. Master objection handling and close more final expense sales.
By Agent First Contracts · 2024-12-20 · 8 min read
Many Final Expense agents struggle to explain burial insurance in a way that resonates with prospects. Here's how to communicate clearly and close more sales. What Is Burial Insurance? (The Simple Explanation) Avoid industry jargon. Here's how to explain it: "Burial insurance—also called final expense insurance—is a small life insurance policy designed specifically to cover funeral and burial costs. It's typically between $5,000 and $25,000, and the premiums stay the same your entire life. "The main difference from regular life insurance is that it's easier to qualify for. Most people between 50 and 85 can get approved with simple health questions—no medical exam required." Key Points to Emphasize 1. Permanent Coverage : Never expires (as long as premiums paid) 2. Fixed Premiums : Never increases with age 3. Guaranteed Approval : Most people qualify easily 4. Quick Payout : Cash benefit to beneficiary within days 5. No Restrictions : Beneficiary can use funds how they choose Why Do People Need It? (The Emotional Connection) Don't lead with features—lead with problems you solve: The Funeral Cost Problem "The average funeral today costs $8,000 $12,000 according to the National Funeral Directors Association. That includes the service, casket, burial plot, headstone, and other expenses. Many families don't have that sitting in savings. "Without burial insurance, your family would have to: Come out of pocket immediately Take out loans Do online fundraisers Choose the cheapest options Experience financial stress during grief "Burial insurance takes that burden away. Your family gets a check, and they can focus on celebrating your life instead of worrying about money." The Real Benefit: Peace of Mind People don't buy insurance—they buy peace of mind: For the Client : "I won't be a burden" For the Family : "We're protected" For Everyone : "Final wishes will be honored" Breaking Down the Benefits No Medical Exam What It Means : Simple phone application Basic health questions Usually approved in 24 48 hours Most health conditions accepted How to Explain : "You won't need to see a doctor or do blood work. I'll ask you some simple health questions over the phone, and most people qualify easily." Low, Affordable Premiums What It Means : Typically $30 $150/month Fixed for life Budget friendly options How to Explain : "Most people pay between $50 $100 per month, depending on age and coverage amount. That's less than a dinner out, and it locks in that price for life—it never goes up." Permanent Protection What It Means : Coverage never expires Builds cash value Can borrow against it How to Explain : "This isn't term insurance that runs out. This is permanent coverage that protects you for life. As long as you pay the monthly premium, you're covered—whether you pass tomorrow or 40 years from now." Fast Payout Process What It Means : Beneficiary gets check in days No probate required Tax free benefit How to Explain : "When you pass, your family just needs to submit a death certificate. The insurance company typically sends a check within 7 10 days. It's tax free money they can use immediately." Handling Common Objections "I Already Have Life Insurance Through Work" Response : "That's great that you have coverage through work. Let me ask—what happens to that coverage if you retire, change jobs, or get laid off? With burial insurance, you own the policy. It goes with you no matter what happens with your job." "I'm Too Young For This" Response : "I understand how you feel. Actually, the younger you are, the cheaper it is—and it locks in that rate for life. A 50 year old might pay $50/month, but a 70 year old might pay $150 for the same coverage. Plus, we both know accidents can happen at any age." "I Don't Want to Think About Death" Response : "I completely understand—nobody does. But here's the thing: burial insurance isn't really about death. It's about protecting the people you love from financial hardship during the worst time of their lives. It's an act of love." "What If I Can't Afford the Premiums Later?" Response : "Great question. We have options for that. Some policies have a 'paid up' option after 20 years, meaning you stop paying but keep the coverage. Others offer reduced paid up insurance if you need to stop payments. Plus, the premium never increases, so it gets more affordable relative to inflation." The Emotional Close Final Expense is an emotional sale. The close should reflect that: The Family Story Technique "Let me share why this matters. I worked with a family last month whose father passed unexpectedly. They didn't have burial insurance, and the kids had to scramble to come up with $10,000. They ended up taking out loans and doing a GoFundMe—all while grieving their dad. "Then I met a family where the mother had a small $15,000 policy. When she passed, the kids got a check within a week. They were able to give her the funeral she wanted, and they even had money left over for a memorial bench in the park she loved. "Which story do you want for your family?" The Peace of Mind Close "Here's what this really comes down to: Can you put a price on peace of mind? Knowing your family won't struggle? Knowing your final wishes will be honored? Most people tell me that peace of mind is worth [monthly premium] per month. Does that feel right to you?" The Decision Close "Let me ask you this—if not now, when? The price only goes up as you get older, and your health could change. Today, you qualify at a great rate. Why not lock that in now while you can?" Conclusion Explaining burial insurance effectively requires: 1. Simple Language : Avoid jargon 2. Emotional Connection : Solve real problems 3. Clear Benefits : Make the value obvious 4. Confident Delivery : Practice your explanations 5. Empathy : Understand their perspective When you can explain burial insurance in a way that resonates emotionally and makes practical sense, closing the sale becomes natural. Ready to master burial insurance sales? A…