Final expense life insurance agents play a crucial role in helping families prepare for one of life’s most difficult moments—losing a loved one. With funeral costs constantly rising, more families are looking for financial peace of mind. That’s where final expense life insurance agents come in, offering simple, affordable solutions that ease the burden on grieving families.
Whether you’re a new agent or an experienced pro looking to sharpen your skills, this article offers a step-by-step guide, practical tips, and real-life insights to help you succeed in this rewarding career.
What Is a Final Expense Life Insurance Agent?
A final expense life insurance agent helps clients purchase small whole life insurance policies, usually between $5,000 and $25,000, designed to cover end-of-life costs. These include:
- Funeral services
- Burial or cremation
- Outstanding medical bills
- Credit card debts
- Legal or administrative expenses
Unlike traditional life insurance, final expense policies are easier to qualify for and require no medical exams—just a health questionnaire. Most importantly, they offer peace of mind to families during emotionally tough times.
👉 Learn more from Investopedia’s breakdown of final expense insurance
Why Final Expense Life Insurance Agents Are in Demand
In the U.S., the average funeral now costs between $7,000 and $12,000 or more. Not everyone has that kind of money readily available. And while some families have savings, many don’t want to use it for funeral expenses.
That’s where final expense life insurance agents make a difference. You’re not just selling a policy—you’re offering security, compassion, and comfort when people need it the most.
Let’s hear a quick story.
Anecdote:
John, a retired mechanic in Ohio, lost his wife unexpectedly. He didn’t have life insurance and found himself scrambling to pay for her funeral. A local agent introduced him to a $15,000 final expense policy for himself. “If I had known about this sooner,” John said, “I wouldn’t have had to borrow money or delay the service.”
This simple conversation changed John’s life—and that’s the kind of real-world impact final expense life insurance agents can have.
Step-by-Step Guide to Becoming a Final Expense Life Insurance Agent
Let’s walk you through what it takes to become a successful agent:
Step 1: Get Licensed
Every state requires a life insurance license. You can find requirements on your state insurance department’s website.
Step 2: Choose the Right Carrier
Look for insurance companies that specialize in final expense policies. Some well-known ones include:
- Mutual of Omaha
- Aetna
- Transamerica
- Foresters Financial
Focus on carriers that offer:
- Fast underwriting
- Competitive commissions
- Easy-to-use online portals
Step 3: Get Training and Support
Most agents partner with insurance marketing organizations (IMOs) that offer:
- Free training
- Marketing materials
- Leads (qualified or cold)
- Mentorship programs
One great resource is Senior Market Sales, a leading IMO for final expense and Medicare products.
Step 4: Start Prospecting
Here are ways to find clients:
- Door-to-door visits
- Direct mail
- Facebook ads
- Hosting local events
- Asking for referrals
Remember: Final expense clients are usually seniors aged 50 to 85. Build trust and offer value instead of pitching hard.
Step 5: Keep Learning
Use platforms like:
Continued learning means more confidence, credibility, and conversions.
The Daily Life of a Final Expense Life Insurance Agent
Your typical day might involve:
- Calling warm leads
- Visiting clients in their homes
- Following up on policies
- Updating records and renewals
It’s not always easy—but it’s meaningful.
Anecdote:
Jessica, an agent in Florida, once met a 72-year-old woman who was scared she’d be a burden to her kids. After helping her secure a $10,000 final expense policy, Jessica received a handwritten thank-you note a week later. “You gave me peace I never knew I needed,” it read.
That’s what keeps agents going: changing lives one conversation at a time.
How to Succeed as a Final Expense Life Insurance Agent
H3: Build Trust First
Before you sell, listen. Ask questions like:
- “What are your concerns about funeral costs?”
- “Do you have something already in place?”
Be patient. Many seniors need to feel heard before making decisions.
H3: Educate, Don’t Push
Use plain language to explain:
- Premiums never increase
- Benefits never decrease
- Policies build cash value over time
Link to helpful resources like this guide from AARP.
H3: Follow Up
Many sales happen on the third or fourth touch. Send a card, follow up with a call, and stay helpful—not salesy.
Top Tools for Final Expense Life Insurance Agents
To stay organized and successful, consider using:
- CRM software (like AgencyBloc)
- Quote engines (like Crown Financial)
- E-signature tools (like DocuSign)
Tech helps you close more deals with less hassle.
Final Thoughts: Why This Career Matters
Being a final expense life insurance agent isn’t just a job. It’s a calling. You help families in their most vulnerable moments. You give them the tools to grieve without the added weight of financial stress.
If you’re passionate about people, a great listener, and driven to make a difference, this could be the perfect path for you.
Frequently Asked Questions
What’s the average commission for final expense agents?
Most agents earn 100% to 120% of first-year premiums, depending on the carrier and contract.
How much can a final expense agent make per year?
Successful agents earn $50,000 to $150,000+ annually, depending on their volume and strategy.
Do you need experience to start?
No. Many agencies provide training to help you start fresh—even if you’ve never sold anything before.