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One of the most prevalent questions I receive from final expense agents is “…how do deal with lost sales opportunities and Free Looks cancelations.” Most of it is matching your prospect with the wrong carrier and the wrong product quoting too high a face amount with too high of a premium. It’s a simple answer…not so simple solution.

I know this answer sounds different from what you may have been taught “don’t leave money on the table” but, it’s just the opposite. After all, leaving without a completed life insurance application is leaving all the money on the table. The same is true for Free Look cancelations; what’s the point if the client cancels their policy after the first draft. It’s a waste of time for everyone.

If it’s one complaint I often hear from agents who work the final expense market its retention. After all policy retention will affect your commission, carrier contracting, and your time. If you’re paid an advance it can be daunting. Therefore, let’s discuss how to improve that aspect of the market.

Have you heard this one? “…don’t worry about chargebacks in final expense, it’s all about the numbers…you’ll have so many applications and policies in the pipeline you won’t even notice.” While that might be true if you’re submitting and placing 10-15 applications week in and week out, for the average agent doing half that amount (5-7 applications) it can feel like you are never getting ahead. Sending half your week chasing down NSF’s just to get policies back on the books.