Getting Started in Final Expense Telesales: 6 Steps to Sell Smarter

In final expense telesales, every minute and every call matters. Agents often lose sales because of wasted time on underwriting, unclear carrier rules, or scripts that don’t land.

This guide walks you through six essential steps to launch and scale your telesales business while avoiding common mistakes. Along the way, you’ll see how tools like Best Plan Pro can cut quoting time and help you close more policies.

👉  Ready to jump right in? Start your Free Trial of Best Plan Pro today and start quoting smarter while you read.

Step 1: Get licensed & contracted across key states

Before making a single call, you need approvals in place. Being contracted in multiple states expands your market and lets you align your calling schedule with peak buying hours.

Why contracting matters: Only being licensed in one state limits your reach and forces you into narrow calling windows. Adding east and west coast states extends prime selling hours.

Checklist:

1. 1. List all the states you want to sell in.

   2. Confirm licensing and contracts for each carrier.

   3. Start paperwork early (some approvals take weeks.)

Quick win: Create a master sheet of states, carriers, and required forms to avoid mid-call surprises.

Step 2: Set up a distraction-free workspace

Your environment directly impacts your performance on the phone. A professional, distraction-free workspace keeps your energy sharp and your voice confident. Some things to consider:

• Noise control: Use a noise-canceling headset and ensure a quiet room.

• Connectivity: Hard-wired internet is more reliable than Wi-Fi.

• Ergonomics: A comfortable chair, proper desk height, and good posture prevent fatigue.

• Focus: Keep your desk clear of clutter; open only what you need for the call.

Step 3: Build systems for leads, scripts, and files

Telesales moves fast, and disorganization can cost sales. It’s one of the common mistakes life insurance agents make.

For leads, use a CRM or at least a structured spreadsheet to track contacts, notes, and follow-ups. Keep the latest version of your scripts and rebuttals in one central folder so you’re never using outdated material. And, for carrier documents, store forms in cloud storage with a simple naming system (e.g., “Carrier_State_FormName_Date”).

Consistent systems save you from wasting time and builds trust when clients hear you’re organized and ready.

Step 4: Master carrier rules and underwriting workflows

Every carrier has quirks. If you don’t know them, you risk declines and cancellations. Read each application before you start selling and practice filling them out. As you do, be sure to:

• Watch for pitfalls: Draft dates, rider restrictions, email requirements, or state-specific forms can all derail a sale.

• Create a cheat sheet: Note health conditions, prescription rules, and banking requirements by carrier.

• Stay current: Carriers update rules regularly. Be sure to review changes monthly.

Knowing these details upfront prevents awkward pauses and builds client confidence.

Step 5: Use the right tools to work smarter

Your tools make or break your telesales workflow. Here’s what you’ll need:

Dialer

A dialer is designed to make your life easier. Use it to automate calls, follow-ups, and voicemail drops. This is critical for the “tele” part of telesales.

CRM

A CRM (like High Level) can be helpful for tracking leads, scheduling appointments, automating communication with prospects, and measuring results. 

Headset & Tech

Clear audio closes more sales. Invest in a quality headset and make a few practice calls so you can get the settings right. Also, ensure that your headset is hooked up to your computer in a way that works for your dialer.

Underwriting Tool: Best Plan Pro

Best Plan Pro is essential software for Final Expense agents. It accelerates underwriting by using AI to pre-qualify your clients based on age, health, budget, and carrier rules. Get started in minutes with tutorials, then try the tool risk-free.

Step 6: Refine your sales script to convert more leads

A “good” script isn’t about reading word-for-word. It’s about consistency, tone, and handling objections. The more natural and confident you sound, the higher your conversion rate. 

• Keep it simple: Clients need clarity, not jargon.

• Practice daily: Role-play, record yourself, and make one change at a time.

• Handle objections: Have 2–3 strong rebuttals for the most common pushbacks.

• Track results: Note what scripts lead to appointments or closes, then adjust.

Find what works best for you and continue to adapt your script over time. 

Frequently asked questions about final expense telesales

Q1: How do I start selling final expense insurance over the phone?
A: Start by getting licensed in multiple states, setting up a professional workspace, and organizing your leads and scripts. Using tools like Best Plan Pro helps you quote accurately and quickly.

Q2: What tools do I need for telesales success?
A: At minimum, you’ll need a dialer, CRM, quality headset, and an underwriting tool. Best Plan Pro is designed to speed up quoting and help agents close more sales.

Q3: How can I improve my telesales script?
A: Keep your script clear and conversational. Practice daily, test one change at a time, and prepare strong rebuttals for common objections.

Q4: Why do agents lose telesales deals?
A: The most common reasons are disorganization, misunderstanding carrier rules, and wasted time on underwriting. A tool like Best Plan Pro solves these problems.

Final thoughts

Telesales success comes down to systems, preparation, and tools. Get licensed broadly, build a professional setup, stay organized, know your carriers, and practice your script. And don’t waste time on trial and error. Use tools that give you an edge.

See how Best Plan Pro accelerates underwriting and helps agents close more sales. Start your Free Trial now.