Final Expense Sales 101 – How to Make the Sale
If you’re already helping clients with Medicare, you have a golden opportunity sitting right in front of you: final expense insurance. It’s a natural cross-sell that fits perfectly into your existing appointments and client relationships. This post walks you through final expense sales 101 and explains how to integrate this product into your business and add value without being pushy.
Why Add Final Expense to Your Medicare Business
1. You Already Have the Right Audience
Because final expense insurance targets people aged 50–85, it is a similar demographic to those you’re already serving with Medicare. Many of these individuals are on a fixed income, value peace of mind, and trust you as their insurance advisor.
2. You’re Already Having the Conversation
During your Medicare appointment, you’re already talking about:
- Health concerns
- Retirement income
- Budget constraints
- Planning for the future
Adding a conversation about funeral costs, protecting loved ones from unexpected expense and leaving a financial legacy is a natural extension, not a separate pitch.
Watch a quick YouTube video on Why and How to Sell Ancillary Products With Medicare
3. You Increase Your Value to The Client
Because you are already providing health coverage advice, why not offer additional value and increase your commissions. Selling additional products to a client helps solidify your relationship.
4. Increased Client Retention
Clients who purchase multiple products from an agent are more likely to stay with you long-term. Final expense policies also open the door for life-long renewals.
How to Introduce Final Expense
After Medicare Enrollment
Once you’ve helped the client enroll in a Medicare plan, say something like:
“Are there any other health or life products you would like to discuss? Many of my clients have asked about final expense coverage; they want to make sure loved ones aren’t left with a financial burden.
Ask if they already have something in place for that. If they say yes, say “That’s great, do you know if it’s term or whole life? Some people are surprised when they realize their policy might end before they need it.
If they say no or aren’t sure; offer to look at some options that fit their budget. Many people just want something to cover their final expenses (10,000 to 15,000) so their family is not stuck with a large bill. This frames the conversation as standard and proactive; not a sales pitch.
Position It As Peace of Mind
Avoid phrases like “life insurance” and instead say:
- “Funeral coverage”
- “Final expense plan”
- “A little extra protection for your family”
Make it about the emotional benefit, not just the policy.
How to Get Started
- Contract with final expense carriers like Mutual of Omaha, Aetna, Transamerica, or Foresters.
- Quoting tool (e.g., CSG Actuarial or Best Plan Pro).
- Short presentation script tailored for Medicare clients.
- Lead follow-up system or CRM (many Medicare CRMs support multi-line tracking).
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Medicare-Final Expense Agents
Final expense insurance is an easy and impactful way to help your clients and increase your revenue. You’re already meeting with the ideal audience, now it’s about offering a solution to a very real concern.
Start by asking simple, compassionate questions. Frame the coverage as peace of mind. Remember, your clients trust you, and they want your help.
Final expense isn’t a separate business; it’s a natural extension of the one you’re already building.
Important: Be sure to include this or any product you plan to discuss with potential clients on your scope of appointment to be compliant with CMS guidelines.
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