Final expense scripts and objection handling

The 7 call scripts

Each script is a full call written as a transcript, with notes in the margin on why each line is there. Words in brackets, like [Their name], are the parts you fill in. In your dashboard, the script for a lead opens with them already filled from the lead.

• Web lead, first call, coverage for themselves. A new web lead where 'who is it for' is themselves. Dial within minutes of the text alert; a lead called in five minutes remembers filling out the form, a lead called tomorrow doesn't. This is the core call; the other scripts borrow from it.
• Web lead from an adult child for a parent. The lead says the coverage is for a parent. The name and phone on the lead are the son's or daughter's. The age band, state, tobacco and health answers are about the parent. The same flow works for a spouse or someone else: talk to the person who asked, then the person to be covered.
• Live inbound call. You pressed 1 on a BuyFEXLeads live call. You know their number and an estimated state. They heard a greeting saying a licensed agent is coming on and the call may be recorded. Nobody screened them, and there is no written consent on file.
• Voicemails and follow-up texts. A web lead didn't pick up. The form they filled out agreed to calls and texts from licensed agents, so pair each voicemail with a text, and still check your state's rules on timing and frequency. Use the day 1 to 14 cadence from our lead guide and stay inside the calling hours. Live callers: only text if they said yes on the call.
• Callback and 'I'm busy right now'. They picked up but can't talk: driving, at the doctor, company over, dinner on the stove. Also for the callback itself.
• Welcome call and first-draft check. Part one once the carrier approves, or within a few days of submitting if approval takes longer. Part two the business day after the first draft date. Most early lapses start in these two windows.
• Aged lead re-engagement. A web lead that is more than 30 days old. Another agent may already have called them, and some will have bought something since. Check the date they submitted.

31 final expense objections

Every objection comes with what is usually going on behind it, a first answer, a softer line if the first one lands wrong, and when to let it go. None of them push past a clear no.

• Stalls: 6
• Family: 3
• Money: 6
• Coverage they have: 4
• Trust: 6
• Health: 4
• Hard feelings: 1
• Live calls: 1

A one-page call flow

The whole call on one page, with a time and a goal for each step and the lines you never say. Good to keep open next to the dialer.

1. Open (30 seconds)
2. Up-front contract (20 seconds)
3. Find the why (2 to 4 minutes)
4. Coverage today (1 minute)
5. Health and meds (4 to 6 minutes)
6. Budget and deposit day (1 minute)
7. Three options (2 minutes)
8. Application (10 to 20 minutes)
9. Beneficiary, draft date, signature (4 minutes)
10. Cool down and lock it in (3 minutes)

How to get it

Make a free BuyFEXLeads account: your email, your name, and your cell phone, which you confirm with a text code. Then tick the box to get our tips and offers by email and text, and the playbook opens in your dashboard. You don’t need to buy leads or pick states.

We send up to 6 marketing texts a month. Reply STOP to any of them, or turn email and texts off in Settings, and the playbook stays open.