by If you’ve been in the business for a while, you know that final expense insurance has staying power. Even as trends shift and digital tools reshape the industry, the need for simple, affordable coverage that helps families handle end-of-life costs isn’t going anywhere. But selling these policies in 2026 takes more than quoting low premiums. It requires connection, empathy, and smart positioning.
Here’s how to stay competitive and make your final expense sales process more effective in the coming year.
Final Expense Sales Strategies for Life Insurance Agents
Start with a clear audience
Final expense isn’t a one-size-fits-all market. Some agents make the mistake of thinking anyone over 50 is their target, but the more specific you can get, the better your results.
Perhaps you focus on middle-income seniors who want to leave something behind for their loved ones. Or, maybe you specialize in clients who have been turned down for traditional life insurance. Defining your niche helps you craft a message that actually resonates, instead of one that gets lost in a sea of generic sales talk.
Modern lead generation that works
Gone are the days when a few cold calls and mailers could fill your pipeline. In 2026, final expense agents will find success with a mix of inbound and outbound strategies.
If you’re running ads, make sure you’re targeting intent-based searches like “affordable final expense insurance” or “burial insurance for seniors.” On social media, educational posts that explain real costs, like “how much a funeral really costs in 2026”, can attract curious readers who are actively planning ahead.
You can also create partnerships with local funeral homes or senior centers. These relationships build credibility and create natural referral opportunities that digital ads can’t replace.
And if you’re buying leads, don’t just chase the cheapest ones. High-intent, inbound call leads consistently outperform volume-based lists. (If you’re using Best Plan Pro’s live lead marketplace, you already know how much quality matters.)
Qualify early and save time
Final expense policies are meant to be simple, but that doesn’t mean every client qualifies for every plan. The agents who win the most business are the ones who get good at prescreening.
Ask clear questions about health conditions and prescriptions. Know which carriers offer guaranteed issue versus simplified issue products. And if you’re using a quoting tool like Best Plan Pro, take advantage of the built-in health filters to avoid dead ends. It saves you and your clients a lot of frustration.
Lead with empathy, not pressure
Talking about end-of-life coverage can feel uncomfortable. But when you approach it from a place of empathy rather than urgency, prospects open up.
Share stories. Maybe you’ve had a client whose small policy made a huge difference for their family, or you’ve had your own experience handling a loved one’s final expenses. Real examples help people visualize the impact.
Remember to be transparent about everything: premiums, waiting periods, benefits, and exclusions. People appreciate honesty more than a fast close.
Keep your pitch simple and story-driven
Additionally, you don’t need to overwhelm clients with jargon or policy features. Most people care about one thing: making sure their family isn’t left with a financial burden.
Instead of diving into product specs, start with a simple story. Paint a picture of what could happen with and without coverage. Then connect that story to the specific plan that fits their needs and budget. When clients understand why it matters, the “what” sells itself.
Use technology to your advantage
Technology is what separates top-performing agents from those stuck in paperwork. Tools like Best Plan Pro make it easy to compare carriers, quote policies in real time, and even complete the application process in one session.
Clients notice when you’re efficient. They don’t want to watch you flip through rate guides or fumble with PDFs. They want clear, fast answers and tools that make the process feel professional.
Follow up the right way
Most agents lose sales not because they didn’t pitch well, but because they didn’t follow up. Final expense prospects often need time to think. Instead of dropping off after one call, build a follow-up rhythm.
Send a short text or email a few days later. Share a helpful resource, like a video explaining how policies work, instead of just a reminder to buy. Staying in touch with value keeps you top of mind without being pushy.
Keep learning, keep testing
The agents who thrive in this space treat their business like an ongoing experiment. They track which lead sources convert best, what phrases resonate, and which follow-up messages get responses.
If something works, double down. If not, test again. Small tweaks in language, timing, or targeting can make a huge difference.
The bottom line
Final expense insurance continues to be one of the most reliable markets for life insurance agents. By combining empathy with smart lead generation and technology-driven efficiency, you can build a steady book of business that lasts.
If you’re ready to streamline your quoting, prescreening, and application process, start your free trial of Best Plan Pro and sell faster and smarter this year.
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