Final Expense Call Script

WARM OPENER

Hi, is this _____? Hi _____, this is _____ on a recorded line. I'm reaching out because you recently filled out a form online requesting some information about final expense life insurance — coverage that helps your family handle funeral and burial costs. Does that ring a bell?

Keep it light and friendly. You're returning a request they made, not cold-calling. Smile while you talk — they can hear it.

Great — that's all this call is. You asked for information, so I'm just going to confirm a couple of quick details, ask a few simple questions, and then show you what your options look like. There's no obligation and nothing happens unless you decide it's a good fit. Sound fair?

• Let me just confirm — I have your date of birth as ...?
• And you're still located in ...? (Build rapport)
• Perfect. And who am I speaking with — just you today, or is your spouse around as well?

So _____, here's how I help people. I'm an independent agent, which means I'm not tied to one company — I shop multiple carriers and compare their rates and health questions to find you the best fit. All I need is a few minutes. Sound good?

And just so we're on the same page — if I find you something affordable that fits your budget today, is that something you'd want to go ahead and take care of while we're on the phone? Or are you mostly just gathering information right now?

If "just gathering info": No problem at all — either way I'll make sure you walk away with everything you need. Let's take a look.

Before we dive in, tell me a little about yourself, _____. What made you start looking into final expense coverage right now? Was there something specific that got you thinking about it?

Let them talk. Listen for the real reason — a recent loss in the family, a bill someone got stuck with, getting older, kids they don't want to burden. Mirror it back later.

That makes a lot of sense. A lot of folks I talk to feel the same way — they just want to make sure that when the time comes, their family isn't left scrambling or paying out of pocket.

And when it comes to coverage, do you have an amount in mind already? Or would you rather I show you a few options and let you decide what feels right?

Most people I work with land somewhere between $10,000 and $25,000 of final expense coverage — enough to cover the funeral, any small bills left behind, and leave a little cushion for the family. Does that sound about right for what you're picturing?

1. God forbid something happened to you tomorrow — who would be the one handling the arrangements and the costs? Who are we protecting here?
2. Have you given any thought to whether you'd want to be buried or cremated?
3. Do you have a sense of what that actually costs these days?
   • Average burial: $8,000 – $12,000
   • Average cremation: $3,000 – $6,000
   • Casket and vault: $2,000 – $5,000
   • Headstone / marker: $1,000 – $3,000
4. Do you have anything set aside today to cover that? Or would that cost land on _____ (person they want to protect)?

So really what we're doing is making sure that when that day comes, _____ doesn't have to come out of pocket, put it on a credit card, or start a fundraiser during the hardest week of their life. That's the whole point of this. Does that make sense to you?

Now _____, let's talk about what's comfortable for the monthly budget. Is there a number you'd want to stay around? Or would you rather see a few options and pick from there?

If they give a number, write it down and quote near it. If they say "I don't know," reassure them:

No worries at all. Most people I help land somewhere between $30 and $80 a month depending on their age and health. I'll show you a couple of options and you choose what feels comfortable — never anything that stretches the budget. Fair enough?

And here's the nice part — this is a fixed rate. It never goes up, and your coverage never goes down. Whatever number you lock in today is what you'll pay 10, 20, even 30 years from now.

Alright, just a few quick health questions so I can match you to the right carrier. There are no wrong answers — just answer honestly so the quote I give you is accurate.

1. What's your current height and weight?
2. Do you use any tobacco or nicotine? (cigarettes, vape, chew, patches, gum)
3. In the past couple of years, have you been treated for any heart or cardiovascular issues? (heart attack, stroke, stents, bypass, congestive heart failure)
4. Any cancer diagnosis or treatment in the past few years? (excluding basal cell skin cancer)
5. Any lung or breathing conditions? (COPD, emphysema, chronic bronchitis, oxygen use)
   • If yes: Are you on oxygen? How many inhalers do you use?
6. Do you have diabetes? (Type 1, Type 2, insulin use)
   • If yes: Type 1 or Type 2? Are you on insulin? Do you know your last A1C?
7. Any kidney or liver conditions? (dialysis, cirrhosis, hepatitis)
8. Any neurological conditions? (Alzheimer's, dementia, ALS, Parkinson's, MS)
9. Have you had any hospitalizations in the past 12 months?
10. What medications are you currently taking? (List them all — this helps match the right carrier)
11. Any other conditions, surgeries, or treatment in the last couple of years we haven't covered?

After health: "That's perfect — that gives me everything I need. Give me about a minute and I'll pull up your best options."

Okay _____, based on everything you've told me, here's what came back. I'm going to give you three options so you can pick what fits your budget best — let's call them Gold, Silver, and Bronze.

Gold: $_____ in coverage for $___/month — this is the full protection that covers everything we talked about with a little left over for the family.

Silver: $_____ in coverage for $___/month — a solid middle option that covers the funeral and most of the major costs.

Bronze: $_____ in coverage for $___/month — the most budget-friendly option that takes care of the essentials.

Always present all three. Letting them choose puts them in control and they're far more likely to move forward.

Every one of these is a whole life policy — the rate is locked in for life, the coverage never decreases, there's no medical exam, and _____ (beneficiary) receives the full benefit tax-free. Which one of those three feels the most comfortable for you?

Great choice! Let's get your application started — this is the easy part. I just need to confirm a few details and we'll have you all set. The whole thing takes about 10 minutes, right here over the phone.

First, can I get your full legal name as it appears on your ID?

• First name?
• Middle name or initial?
• Last name?
• Date of birth?
• Mailing address? (street, city, state, zip)
• Best phone number and email?

BENEFICIARY

Now, who would you like to name as your beneficiary — the person who receives the money?

• Full legal name of beneficiary?
• Their relationship to you?
• Would you like to add a backup (contingent) beneficiary?

Read each carrier health question exactly as written — don't paraphrase or skip. If they already answered earlier, confirm: "You mentioned no heart conditions earlier — still correct?" Keep the energy up: "We're almost done, just a couple more."

Alright _____, last thing — I just need to set up the payment for the monthly premium. Would you prefer a checking account or a debit card?

If checking: I'll need your routing number and account number — you can find both at the bottom of a check or inside your bank's app.

If debit card: I'll need the card number, expiration date, and the 3-digit code on the back.

And what day of the month works best for the draft? Most people pick the 1st or the 15th — what lines up best with when your income comes in?

Nothing is charged until the policy is approved and issued. Reassure them if they hesitate.

Congratulations _____, you're all set! Let me walk you through what happens next:

1. You'll get a confirmation from the carrier within the next day or two.
2. Your physical policy arrives in the mail in about 2–3 weeks.
3. When it arrives, look it over. You have a full 30-day free look period — if you change your mind for any reason at all, you send it back and get a full refund, no questions asked. So there's zero risk in getting this started today.
4. Your first payment will draft on the ___ of the month, just like we set up.

And I'm your agent going forward — if you ever need to update your beneficiary, change your address, or just have a question, you call me directly. I'll text you my contact info as soon as we hang up.

You did a really good thing today, _____. _____ (beneficiary) is lucky to have someone looking out for them like this.

Before I let you go — one quick favor. Do you know anyone else — a family member, a friend, a neighbor — who might want the same peace of mind you just set up for yourself? I'd be glad to help them the same way I helped you.

If they give a name: Wonderful — what's their first name and a good number? I'll reach out and mention you sent me. I won't be pushy — I'll just share the information, same as I did with you.

If they say no: No problem at all! If someone comes to mind down the road, just pass along my number — I'm always happy to help.

Thanks again, _____. You have a great rest of your day — take care!

Client: "I need to talk to my husband/wife before I make any decisions."

I completely understand, and I respect that. Let me ask you though — if your spouse were on the line right now, would they want you to have this protection in place? Of course they would.

Usually when someone wants to talk it over, it's really about making sure it fits the budget — and I get that. But here's the thing: you have a full 30-day free look. So we can get it set up, you show it to your spouse, and if either of you isn't comfortable, you send it back for a full refund. There's no risk in being protected while you talk it over.

What I'd hate is for us to wait, and something happens in the meantime, and now your family has nothing — which is the exact thing we're trying to prevent. Let's get it started so you have something real to show them. Fair enough?

Client: "This looks good, but I need some time to think about it."

Totally understand. Can I ask — what specifically did you want to think over? Is it the coverage amount, the monthly cost, or something else? I just want to make sure I've given you everything you need to feel good about it.

Wait for the real concern, then address it directly. Then:

Here's what I've seen happen a hundred times, _____ — someone says "let me think about it," life gets busy, and they never get back to it. Then a year later they're a year older, the rate is higher, or a health issue pops up and now they can't qualify at all. I don't want that to be you.

And remember — the best way to "think about it" is to get the policy in your hands, look it over at home with that 30-day free look, and decide then. If it's not right, you send it back, full refund. Can we at least do that?

Client: "That's too expensive — I can't afford that."

I hear you, and I want to find something that actually works for your budget. Let me ask — what could you comfortably set aside each month? Even if it's $20 or $30, I can find something that fits.

Because here's the thing, _____ — some coverage is always better than no coverage. If the Gold option is a stretch, the Bronze still covers the essentials and makes sure your family isn't left with the whole bill. What number feels comfortable, and I'll see what I can do?

Always be willing to lower the coverage to fit the budget. A funded Bronze policy beats a lost Gold sale — they can always add more later.

Client: "Why do you need my bank information? I'm not comfortable giving that out."

That's a fair question, and I'm glad you asked. The carrier just needs a payment method on file to issue the policy — the same as any other monthly bill, like your phone or your car insurance. Nothing is charged until the policy is actually approved and issued.

And on top of that, you've got the 30-day free look. If you change your mind for any reason, you get a full refund. I just need it to complete the application on the carrier's end — it goes straight to them.

Client: "I already have life insurance — I don't need any more."

That's great that you've already got something in place! Can I ask — is that through your job, or is it a policy you own yourself?

If through work: "That coverage is tied to your job — if you ever retire or move on, you'd lose it, and replacing it later costs more because you'd be older. This is yours no matter what, and it stays with you for life."

If a private policy: "Perfect — is it enough to cover the full cost of a funeral and still leave something behind? A lot of folks have a small policy that wouldn't quite cover everything. I can show you an affordable option that fills the gap so nothing falls on the family."

Client: "I'm not interested."

No problem at all — I appreciate you being straight with me. Just so I'm not wasting your time, can I ask: is it that the timing isn't great right now, or were you expecting something different when you filled out the form?

Listen — "not interested" usually means "I don't see the value yet" or "I'm guarded." Re-anchor to their original reason for requesting info.

I only ask because you did take a minute to request this information, so something was on your mind. All I'd like to do is make sure you at least know what your options look like — no pressure, no obligation. Would it be fair to take just two minutes so you have the facts?

Client: "Who do you work for? What company is this?"

Great question. I'm an independent licensed insurance agent — I don't work for just one company. I work with multiple carriers, kind of like a broker. My job is to compare their rates and find you the best fit based on your age and health.

And that's actually a benefit for you — instead of taking whatever a single company offers, I'm shopping several of them and bringing you the best one. You reached out for information online, and that request is what brought us together today. Does that make sense?