One of the most common mistakes I see in the final expense insurance industry is agents trying to diversify too soon, before they have developed real competence in final expense sales. This is one of the quickest ways to stall your progress and ultimately fail.
The second is not reading the ultimate guide to selling final expense! 🙂
Why Focus Matters in Final Expense Sales
Selling final expense insurance isn’t just another insurance sales job, it’s a full-time commitment.
Seniors have unique needs, concerns, and decision-making processes. Mastering this market requires more than just reading about it online. It takes real-world experience and a dedicated approach.
If you look at successful agents in final expense, the vast majority are 100% focused on this market. Does that mean you can’t sell other products? No. But if you’re constantly distracted by new opportunities, you’ll struggle to gain the expertise needed to thrive in final expense sales.
This isn’t a coincidence. The agents who stay focused on final expense are the ones who make more sales, serve more clients, and ultimately build a thriving business.
Avoid the “Shiny Object Syndrome”
One of the top reasons new insurance agents fail is because they chase too many opportunities at once. This is what I call the “shiny object syndrome.”
Imagine you’re out in the field selling final expense insurance. A client asks if you can also help them with their auto or health insurance. At that moment, it’s tempting to jump in and try to sell them another policy. But doing this mid-meeting is a distraction from your primary goal: closing the final expense sale.
That doesn’t mean you should ignore other opportunities. Instead, stay disciplined and set a follow-up meeting to discuss other insurance needs after you’ve completed the final expense sale. This ensures you stay on track, close more deals, and build a stronger client relationship.
Master One Skill Before Adding More
I know this advice may sound obvious, but you’d be surprised how many agents fail simply because they never fully commit to becoming great at one thing.
There’s an old saying:
“If you want rabbit stew for dinner and there are two rabbits in your yard, chase one.”
If you try to chase both, you’ll catch neither. The same applies to selling final expense insurance—focus on mastering it first before expanding into other products.
Final Thoughts: Stay Focused and Succeed
Success in final expense sales isn’t about selling everything to everyone—it’s about becoming an expert in one thing before diversifying.
- Commit to learning the final expense market inside and out
- Avoid distractions and stay focused on closing final expense sales
- Set follow-up meetings for cross-selling opportunities instead of overwhelming clients
- Remember: The most successful agents are the ones who specialize first
By staying focused, you’ll not only build confidence and expertise, but you’ll also set yourself up for long-term success in the final expense industry.
