Final expense insurance is more popular among different kinds of insurance sales. Unlike other forms of insurance, it is purchased with the peace of mind. Moreover, it will help loved ones navigate a difficult moment with less financial stress.

National Funeral Directors Association research indicates that, In 2023, the national median cost of a funeral with a viewing and burial was approximately $8,300.

However, a well-crafted sales script is helpful to build trust with potential customers and generate more sales. This also addresses the customer requirements. Moreover, sales agents know how to approach customers well and talk with them effectively using crafted scripts.

Here we discuss, what is final expense insurance, why having a well-written sales script is essential, and how to create well-crafted sales scripts that will help you close more deals.

What is Final Expense and why it’s Important?

Final expense insurance is also known as burial insurance. This type of life insurance is created to cover end-of-life expenses such as:

• funeral costs
• medical bills

and other related costs that can rise after someone passes away. Usually, it’s beneficial for aged people.

Furthermore, Final expense insurance also helps to make sure that fulfills someone’s last wishes regarding their end-of-life rituals. So, their loved ones easily done this without any financial burden.

As all we know the average cost of a funeral in the U.S. can easily exceed $8000 and it’s very difficult for families to handle all at once. So, final expense insurance provides fast access to funds and makes it easier for family members to manage expenses quickly.

Here are some key points that why final expense insurance is important:

• It has lower premiums which makes it the perfect option for seniors or those on fixed incomes.
• It’s easier to qualify as compared to traditional life insurance policies. Moreover, there’s no medical exam required.
• It provides loved ones with financial relief during a difficult time
• Reduce the burden of funeral expenses and expensive bills.

Why Creating the Right Script is Necessary?

Selling final expense insurance is a bit different as compared to selling other types of life insurance. It’s often an emotionally sensitive sale because it deals with a very personal subject which is death. That’s why many clients may be hesitant to talk about death, funeral costs, or the idea of their own mortality. However, it is important to create a final expense sales script that covers all aspects.

Moreover, it’s about educating the customers with empathy, understanding, and professional conversation. Although, many final expense agents do their sales face-to-face outbound dialing is a great way to reach out to more leads efficiently.

Apart from these, the final expense sales team makes their outreach calling strategy more effective with intelligent dialer software. So, they improve contact rates and close more deals effectively.

Here are a few reasons why a final expense script is necessary:

 

• Make Connection and Trust

A good script provides a structure to introduce yourself and ask relevant questions that show your care about the client’s requirements. However, this is the great way to build connection and trust with your clients.

• Reduce Sales Burden

A scripted conversation minimizes the stress and burden of thinking about how to make more sales. So, this is a main benefit in high-stakes sales situations.

• Boost Conversion Rates

When you follow a well-crafted script, you may be addressing your client’s needs directly and professionally which increases the chances of closing more deals.

• Enhance Confidence

Having a script in hand gives you the confidence to convert the conversation toward a sale. Sales script is more effective for handling objections or sensitive topics.

• Saves Time

A script saves your time and you are able to keep your focus on the essential aspects of the conversation. However, you won’t waste time searching for words or missing key selling points.

Now, we discuss the key components that make up a successful final expense sales script.

 

Key Components of a Successful Final Expense Sales Script

A successful final expense sales script consists of numerous key components. With well-crafted final expense sales scripts, you can intelligently handle customer objections, keeping them engaged. Here are the elements you should incorporate into your script:

Introduction and Building Relationship

Building relationships is the basis of any sales conversation. You want your potential client to feel comfortable and trust you from the beginning. A good script should help you introduce yourself clearly and professionally.

 

 For Example

“Hello, is this Henry?

Hi, I’m [Your Name], and I’m calling from [ Company name]. How are you doing today? The reason I’m calling is that we specialize in helping people like you plan ahead for final expenses, such as funeral costs. I wanted to take a few minutes to share some information that could help you and your loved ones. Is now a good time to talk?”

 

This is a warm and friendly introduction that offers them the opportunity to opt out if they’re not ready to talk. It also helps to avoid any unnecessary tension.

 

Identifying the Client’s Needs

The next part of the script should focus on finding the client’s needs. You must ask questions that help you understand their current situation and what are their priorities.

For example

“I’d love to learn a little more about your current plans. Have you already set aside any money or made any arrangements for your final expenses, like funeral costs? Or is this something you’re still thinking about?”

However, open-ended questions make the client more comfortable and they share their personal thoughts. Their responses will you, how to modify their final expense sales script to address their specific needs.

 

Offering the Solution

After identifying the client’s pain points and needs, you can begin offering the final expense insurance as a solution.

Satisfy customers by emphasizing how the policy will help improve financial stress for their loved ones.

For Example

“Based on what you’ve shared, it sounds like having a plan in place for final expenses would really give you peace of mind. With a final expense policy, you can make sure that your loved ones aren’t burdened with those unexpected costs. It’s an affordable way to ensure that your family won’t have to worry about paying for funeral services, medical bills, or any outstanding debts you may leave behind.”

This section consists of how you address the client’s concerns and offer the best solution that brings peace of mind.

Handling Objections

Objections are a natural part of the sales process when dealing with final expense insurance. So, you must be prepared to handle these objections with empathy and professionalism.

For Example

Client: I’m not sure if I can afford another insurance policy right now.

Agent: I completely understand. It’s important to make sure any additional expenses fit within your budget. The good news is that final expense insurance is designed to be affordable for people on fixed incomes. Many of our clients find that the premium is very reasonable, and the peace of mind it provides is priceless. Can we take a look at some options that fit your budget?

Here, you’re acknowledging the client’s concern and provide a

Here, you’re acknowledging the client’s concern and provide a

best-fit solution.

Ask Open-Ended Questions

Ask open-ended questions to get a detailed understanding of your potential customer’s pain points. Asking questions in this way encourages customers to give detailed responses rather than simple yes or no answers.

This will not only help you to get valuable information but also engage the prospect actively in conversation. For example:

• Can you tell me more about your funeral expenses concerns?
• What important factors you should consider by choosing final expense coverage?
• How would having adequate coverage impact your family’s financial condition?

Add Emotions

Burial and final expense insurance can be difficult to approach clients. However, don’t forget to add an emotional touch in your final expense sales scripts. Rather than focusing only on plan benefits, convert attention to the impact of the plan like peace of mind and security.

Closing the Sale

When you’re ready to close the sale, your script should guide you in a way that’s clear and direct without feeling overly aggressive. Be sure to ask for the sale confidently.

For Example

Based on everything we’ve discussed, I think this policy is a great fit for you. The next step would be to fill out a simple application so we can get you started. Does that sound good to you?

This closing is direct and focuses on moving the process forward. At this final step, the client has already shown interest, so you’re guiding them toward a final decision.

 

Avoid Common Mistakes to Sell Final Expenses Successfully

Selling final expense insurance can be tricky if you fall into certain mistakes. Here are some common mistakes to avoid:

 

Not Deep Understanding

Salespersons make one of the biggest mistakes they do not fully understand what they are selling. Final expense life insurance policies vary widely in terms of coverage, premiums, and exclusions. Make sure you:

• Know the details of each policy you offer.
• Comprehend the differences between whole life and term life policies.

Ignoring Emotional Needs

Final expense sales scripts are often driven by emotions. If you don’t acknowledge the emotional aspect of the sale, you may come off as impersonal or cold.

Failing to Listen

A common mistake is not listening carefully to the client’s needs. Always ask questions in an empathetic way and listen to their problems thoughtfully. Also, this is the best way to resolve customer issues effectively.

Failing to Identify the Right Target Audience

The most targeted audience for final expense life insurance is seniors and those planning for end-of-life expenses. However, Focus on your desired targeted audience and understand their requirements as well as financial situations.

Not Talking About Affordability Concerns

Many clients may be on a fixed income and worried about the affordability of final expense life insurance. So, ignoring these issues causes lost sales. However, offer flexible payment options that fit their budget.

Neglecting to Describe the Benefits

Clients need to understand the benefits of final expense life insurance to see its value. So, explain how it can ease financial burdens on loved ones and how it covers funeral costs medical bills, legal fees, and other end-of-life expenses.

Successful Final Expense Sales Script Samples You Can Use

After understanding the final expense insurance sales and its benefits, now it’s time to reach potential customers. Here are some samples to convert more leads.

1)  Empathy-Based Script

When we discuss funeral arrangements, it’s necessary to show sincere concern for their well-being. It will build strong trust and relationships with clients. For example:

 

Agent: Hello [Client’s Name], my name is [Your name], and I work with[company], helping people make sure their families won’t face financial stress when they pass on. Have you thought about how you’d like things handled for your loved ones?

Client: Yes, but I’m not sure what I can do to help them

Agent: That’s completely understandable and many people feel the same way. A lot of families find relief knowing they have a plan in place. Final expense insurance can make that process easier. Would you like to explore how this plan could help ease the burden on your family?

2) Educational Approach (For Cold Calls)

You can use this final expense sales script to inform the clients about what final expense insurance is and why it’s valuable. For example:

 

Agent: Hello, is this [Client’s Name]?

Client: Yes

Agent: Hi [Client’s Name], this is [Your Name] with [Company Name]. I’m reaching out to ease families’ funeral burden. Have you heard about final expense insurance before?

Client: I know about funeral expense insurance policies. Do you have any kind of life insurance in place right now that would reduce financial stress and cover those kinds of expenses?

Agent: yes I’m offering an easy, affordable way to make sure that your family is not left with that burden. Our final expense plans cover your costs like funeral costs, medical bills, and even small debts. As well as these are easy to qualify and no medical exams are required for the approval process.

3) Promotional Script.

Offering an exclusive promotion or limited-time offer creates customers’ interest in final expense insurance. Moreover, you can engage with new leads and past leads during special promotional periods. For example:

 

Agent: Hello, [client name], this is [your name] from [company]. we’re currently offering a special promotion on the final expense insurance policy. Right now, you can secure coverage with minimum premiums.

Client: I’m not sure that’s why I haven’t thought much about it.

Agent: This promotion makes it easier than ever to protect your family from unexpected costs. If you’d like, we will discuss our new offer. It’ll only take a few minutes.

Client: ok, I’m open to hearing more

Agent: Great! Let’s go over a few options

4) Free Quote Offer Script

These final expense sales scripts are best when you reaching out to warm leads and new leads. For example:

 

Agent: Hi [client name], this is [your name] from [company name]. Currently, we are offering a free quote on final expense insurance. This is the best coverage plan which is affordable and makes things easier in your difficult times.

Client: I am not sure if I need it right now

Agent: I know many people feel the same way, which is why I’d provide you with a personalized quote for your family. So, you can see your options and make an informed decision.

Client: Sure

Agent: Great! I’ll just need a few details to find the best plans for you and send your quote. Once you receive it, you can review it and let me know. Thanks for your time

5) Close Ready Script

To convert the already interested leads into your customers, use this script. For example:

Agent: Hi [client name], I’m glad we’ve had the chance to discuss this. As we talked about, I think this final expense policy would give your family the peace of mind you’re looking for. Are you ready to get started?

Client: Yes, sure

Agent: Ok, let’s go through the application together and I’ll be here to answer any questions.

 

These script samples can help you get started building your own new and improved final expense sales scripts. Moreover, these are best for inviting new prospects while keeping the conversation open and friendly.

 

Wrap Up

Creating a successful final expense sales script is more important than simply reading lines to your clients. However, having a structure that guides you through the conversation, builds trust, and makes it easier to offer the solution that your client needs.

Apart from these, well-crafted script can help you close more sales.

Now, it’s time to improve your outreach with a successful final expense sales script and build meaningful relationships to close more deals.

How to Boost Final Expense Insurance Sales with Dialer360?

If you want to increase your insurance sales outreach as well as efficiency and agent performance, Dialer360 helps you to reach out more leads and boost ROI with intelligent automated dialing technology.