Final expense sales is a business, and like any business, it requires proper planning, budgeting, and execution. If you don’t treat it seriously, you will struggle—and someone will be there to say, “I told you so.”
One of the biggest factors in your success is lead investment. I always tell agents that if they want to make a real career out of final expense sales, they should aim to spend at least $1,000 per week on leads. If you don’t have $5,000–$7,000 in disposable income to start, my advice is to keep your current job until you’ve saved enough to launch your business the right way.
To set yourself up for success, here’s a breakdown of the key expenses you should budget for when running a final expense sales business.
Final Expense Leads
Consistent lead flow is the lifeblood of your business. In an ideal world, you should be ordering fresh leads every single week.
- Minimum lead order: 20 new leads per week
- Cost range: $375 – $1,000 per week (depending on lead type and source)
- Lead sources:
- Direct mail – Direct mail leads are likely the most expensive but highest intent in my opinion.
- Facebook/internet leads – More affordable but may require higher volume.
- Telemarketed leads – Lower cost, but quality varies.
- Warm Transfers: allows you to maximize the number of people you speak with, but requires the right systems.
We have discounted lead options through RGI, which can help lower your costs. If you’re focused on telesales, your lead volume requirements may differ—check the telesales section of this article for more details.
Quoting Software
You need reliable quoting software to quickly compare rates and present accurate information to clients. Many carriers provide free options, but investing in a professional quoting tool can improve efficiency and credibility.
CSG is a good solution, but make sure you ask your FMO first as they may be able to provide one for you at no cost.
Application Submission (Fax or E-App)
Despite being in 2025, some carriers still require faxed applications. While most companies now prefer e-applications, there are still cases where faxing is necessary.
- Options:
- Traditional fax machine (not recommended)
- Online fax services (e.g., RingCentral) for convenience and reliability
- E-applications – The best choice for speed and accuracy
Cutting corners with free fax services can lead to issues. Invest in something reliable so you can focus on selling, not troubleshooting tech problems.
E&O Insurance (Errors & Omissions Insurance)
Most carriers require E&O insurance to protect both you and your clients.
- Cost: roughly $35 per month for a $1,000,000 / $2,000,000 policy
- Why it matters:
- Some final expense carriers don’t require E&O, but that’s a red flag.
- Not having coverage shows you’re not treating this as a real business.
- If you expect advanced commissions, you need to be properly insured.
E&O is inexpensive and provides crucial protection—don’t skip this expense. You can purchase a policy from industry-standard providers.
Mapping Software (For Field Agents)
If you’re working final expense sales in the field, efficient route planning is critical. Mapping software helps you:
- Enter your leads and optimize travel routes
- Plan your follow-ups while driving through weekly territories
- Reduce wasted time and maximize daily appointments
This tool pays for itself by helping you meet more prospects and close more deals.
Tablet (iPad or Equivalent)
While not mandatory, a tablet (such as an iPad Pro) is an excellent tool for e-applications.
- Benefits:
- Streamlines application submissions
- Reduces paperwork errors
- Speeds up client interactions
Many carriers prefer e-apps, and using a tablet keeps you ahead of the curve.
Additional Expenses Based on Sales Model
- Gas (for field agents) – Budget based on mileage
- Internet (for telesales agents) – Ensure a fast and stable connection
Plan Your Budget & Income Potential
To help you plan, we’ve created an income estimator you can download below. This tool allows you to enter your expenses and estimate your profit & loss (P&L) to ensure you’re financially prepared before launching your final expense sales business.
Conclusion
Success in final expense sales isn’t about luck—it’s about treating your business like a business.
- Invest in leads consistently
- Budget for necessary tools and expenses
- Set yourself up for success with the right mindset
By planning properly and committing to the process, you’ll put yourself in a strong position to thrive in this industry.
