How to work final expense leads

What should I do in the first five minutes?

Call. The lead is never more interested than in the minutes after they submit. They still have their phone in hand and they still remember asking. The Lead Response Management study (MIT’s James Oldroyd with InsideSales.com) reported that the odds of qualifying a lead dropped fourfold between 5 and 10 minutes (checked September 27, 2026). The research is covered in speed to lead.

Set yourself up so this is possible:

• Turn on alerts for new leads on your phone, with a sound you won’t ignore.
• Block calling time on days you have leads coming in.
• Keep your script and your carrier quick-reference within reach, so you can dial before you prepare.

Our leads reach you by text and email as soon as each one is assigned to you, and show in your dashboard. We send up to 25 a week, no more than 5 a day, so you have time to work each one.

What do I say when they pick up?

Say who you are, why you are calling, and that they asked. Keep it short and slow. Final expense prospects are seniors, and many do not expect a call this quickly.

“Hi Mary, this is Dan. I’m a licensed insurance agent. You filled out a request about final expense coverage on Facebook a few minutes ago, and I’m calling to help with that. Is now an OK time for a few questions?”

Then confirm the basics before you quote: who the coverage is for, their date of birth and state, roughly how much they want to leave, and their health. Leads from our quiz answered a few of these already, so confirm those answers and ask about the rest.

If they don’t remember, don’t argue. Remind them it was a Facebook or Instagram ad about burial or final expense coverage, and ask if they’d like to hear the options. If they say no, thank them and stop.

A full sample script, written for callers who dial you, is in our final expense inbound call script. Answers for common objections are in final expense rebuttals.

What if they don’t answer?

Leave a short voicemail and follow with a text, if your consent and your state rules allow a text. Keep both plain:

• Voicemail (under 20 seconds): “Hi Mary, it’s Dan, a licensed agent, returning your request about final expense coverage. I’ll try you again later today, or call me back at this number.”
• Text: “Hi Mary, this is Dan, a licensed insurance agent. You asked about final expense coverage. When is a good time to call? Reply STOP to opt out.”

Seniors screen unknown numbers. A local number, a voicemail with your name, and a text that matches the voicemail all help them know the next call is you.

How many times should I try, and over how many days?

Several days, not several minutes. A lead you miss on the first call can still pick up on the fifth. Here is a starting cadence. It is a template, not a tested formula; adjust it to your results and cut it back wherever state law requires.

On timing, the same Lead Response Management study found 4 to 6 PM the most effective window to reach people and Wednesday and Thursday the best days, across the companies it studied (not final expense specifically; checked September 27, 2026).

Stay inside the rules. Federal rules bar telemarketing calls before 8 a.m. or after 9 p.m. local time (47 CFR 64.1200). Florida, Oklahoma and Maryland end at 8 p.m. and allow no more than three solicitation calls in 24 hours on the same subject. Details and sources are in TCPA consent for final expense leads.

What should I log after every attempt?

Write it down every time, in your CRM or a spreadsheet. You need it to follow up well and to know which leads pay off.

• Date, time and result of each attempt: no answer, voicemail, wrong number, disconnected, callback set, not interested, sold.
• What they told you: who the coverage is for, budget, health notes, best time to call.
• Any request to stop calling or texting. Honor it right away and keep the record.
• The call recording, where legal and disclosed.

The recording matters with us: to report a bad lead, send it from your dashboard within 7 days with the call recording. If approved, 3 of the 5 tokens come back. Recording laws vary by state; some require every party’s consent, so check yours.

How do I know if my leads are working?

After a full order, add it up: leads, conversations, appointments, applications, policies placed, and total spend. Divide spend by policies placed. That is your cost per sale, the number to compare across sources and months.

The lead ROI calculator does the math, and what final expense leads cost shows a worked example.