How to Sell Final Expense Insurance in the Field
Published by Agent First Contracts
Selling Final Expense insurance in the field means meeting clients in their homes, by appointment and with their permission. You can read the room, review paperwork together and build trust that is hard to create on the phone.
It also takes planning. Below is a complete workflow from your first authorization check to follow-up after the sale, a clearly hypothetical field day, and a checklist you can use every morning.
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The field workflow, step by step
- Verify authorization. Before soliciting or submitting business, confirm that your license, carrier authorization, product training and any required appointment meet the rules for that state and carrier. Appointment timing and processes vary.
- Check local rules. Solicitation rules, permits and do-not-contact requirements vary by state, county and city. Check the rules where you plan to work; don't assume one rule applies everywhere.
- Get leads in your territory. Many field agents work responder leads, such as direct mail replies, from people who asked to be contacted.
- Set appointments. Call, explain who you are and why you're calling, and ask when then will be home for the appointment.
- Plan the field day. Cluster appointments by area,prepare your tools and current carrier materials.
- Run the Appointments. Discover thier needs and a comfortable budget. Field underwrite with the carrier's current questions.
- Present and let them decide. Show suitable options within their budget and explain benefits and waiting periods plainly.
- Complete an accurate application. Record answers exactly as given and review the application together before submitting.
- Follow up. Track pending applications, deliver the policy, confirm the first payment and keep in touch.
In-home, and other face-to-face approaches
Most face-to-face Final Expense sales happen at scheduled in-home appointments set from leads. Some agents also knock doors near their appointments to fill gaps in the day. Door knocking is subject to local solicitation rules and permits, so check your city and county rules first, and always respect a homeowner who declines. Nothing on this page means you have access to anyone who hasn't agreed to talk with you.
Planning your week
- Block days for setting appointments and days for running them
- Cluster appointments geographically to cut driving
- Leave time for follow-up and paperwork
- Track leads worked, appointments set, appointments run and applications submitted
Field-day preparation checklist
- License, carrier authorization, product training and any required appointment confirmed for this state and carrier
- Local solicitation and do-not-contact rules checked for today's area
- Appointments confirmed with each client's permission
- Route planned with buffers between visits
- Device charged; carrier quoting and application logins tested
- Current carrier underwriting guides and backup paper materials packed
- Plan to review every application with the client before submitting
- Outcomes, follow-ups and refusals recorded the same day
Budgeting travel and leads
Your two biggest costs are usually leads and travel (fuel, vehicle wear, sometimes overnight stays in rural areas). Decide how much you can invest per week before you order, and review what your results show after a few weeks.
Is field sales a fit for you?
- You are comfortable driving and meeting people in their homes
- You can manage your own schedule without a manager
- You can budget for leads and travel
- You are willing to learn field underwriting and presentation skills
- You treat seniors with patience and respect
Support from Agent First Contracts
We work with independent field agents and provide carrier contracts, optional leads, a free training course and a quoting tool. Agent First Contracts currently recruits independent agents in Missouri, Illinois, Tennessee, Nevada, Ohio, Pennsylvania, New Jersey, Texas, North Carolina, Georgia and Alabama. Requirements, carrier availability and approvals vary by state and carrier.
Frequently asked questions
How do you sell Final Expense insurance face to face?
Confirm your authorization, set appointments with permission, discover needs and budget, field underwrite with current carrier tools, present suitable options, complete an accurate application and follow up.
Do I need to buy leads to sell in the field?
Not necessarily, but most field agents use purchased leads to fill their calendar. Leads from us are optional.
Is door-to-door selling allowed everywhere?
No single rule applies everywhere. Check state, county and city solicitation rules and permits, and always respect a homeowner who declines.
How many appointments should I run per week?
It varies by agent and market. Track your own numbers and adjust.
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