Final Expense Closing & Referrals Cheat Sheet
Want to close Final Expense sales with confidence and generate more referrals—without sounding pushy? This cheat sheet walks you through the exact language Legacy agents use to move from presenting options to guiding the application and naturally asking for referrals. Whether you're a new agent or a seasoned producer, this script can help you sharpen your close and finish strong.
1. Present with Purpose
Always offer three policy options: low, middle, and high. Begin with a confident but casual introduction such as: “Let me show you a few programs you might qualify for based on what you shared with me…” Then tie the benefit to their personal goal: “This would make sure your family isn’t left with a financial burden, and gives them peace of mind that everything’s taken care of.”
2. Read the Room
Pay attention to non-verbal cues during your presentation:
- Are they leaning in or pulling back?
- Are they nodding or going quiet?
- Are they asking thoughtful questions or changing the subject?
Slow down your pace. Don’t assume they understand insurance terms or numbers—take the time to explain anything that might be confusing.
3. Closing Language That Works
Use calm, open-ended language to transition into the close:
- “Of these three, which one feels most comfortable to you?”
- “A lot of people choose the middle option — it’s affordable and still provides strong coverage.”
- “If you’re okay with this one, we can go ahead and lock it in today so you’re covered.”
4. Walk Through the Application Naturally
Anchor the application with an emotional decision. Start by asking: “Who would you want this to go to if something happened to you?” Once they respond, continue completing the application without pausing for additional permission. Keep the process smooth and uninterrupted.
5. Handle Payment Gently
If they hesitate to provide banking information, reassure them with a soft touch:
- “Totally fine — we just need the first month’s payment to get this started. Most people go with automatic draft so they don’t have to worry about missing anything.”
- “Try it out for a few months. If you ever want to switch to a paper bill, we can adjust it later.”
6. Don’t Over-Talk the Close
Once they’ve chosen a plan, stop talking and begin writing. Overexplaining after they've made a decision can introduce unnecessary doubt. Maintain quiet confidence and keep the momentum going.
7. Asking for Referrals (Without Pressure)
After completing the application, casually open the door for referrals: “Is there anyone else — a friend, family member, or neighbor — who might appreciate getting info on this too? I’m happy to give them a quick call and see if it makes sense for them.” If they seem unsure, follow up with: “No pressure at all. If someone comes to mind later, just shoot me a text or pass along my card.”
Final Thought
You’re not selling insurance — you’re giving their family peace of mind and financial dignity when it matters most. Speak with care. Guide with confidence. Finish strong.
