Why You Should Always Ask, “How Much Coverage Would You Like to Have?” In Final Expense Life Sales

Описание: In this episode, we’re diving into a critical question every insurance agent should ask before pitching a policy: “How much coverage would you like to have?”

Here’s the thing: many agents make the mistake of showing plans without considering the client’s actual needs. This can lead to overselling or underselling, leaving clients with policies that don’t truly fit their situation.

I learned this lesson firsthand years ago while sitting with a client who already had a policy in place. When I asked how much coverage they wanted, their response revealed a shocking truth—the previous agent had only shown them limited options. That day, I got them a better policy that truly met their needs and increased their coverage.

Since then, I’ve made it a habit to ask every client this simple question. And let me tell you, it’s a game-changer. Here’s why:
• It helps you understand their exact needs and budget.
• It positions you as an advisor who listens, not just a salesperson.
• It makes the policy more “sticky,” reducing the chance of cancellations.

Don’t be afraid of over-pitching! If the coverage is too much for their budget, you can always adjust. But starting with their desired amount gives you a clearer picture of their expectations and increases your chances of closing the sale.

If you’re still showing the same $10,000 or $20,000 policy in every home, it’s time to rethink your approach. Asking the right questions will reveal how much coverage clients really want—and you might be surprised by their answers.

Watch this video to learn how this simple strategy can transform your final expense sales and build stronger client relationships.

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