Final expense lead programs
Burial coverage intent, generated in house, with the monthly premium budget and the health answers that decide placement captured before your agent picks up the phone.
Burial intent, not a sweepstakes click
Final expense is the vertical where lead quality falls apart the fastest, and it usually falls apart in the same way. The offer never mentioned insurance, the prospect entered to win something, and your agent spends the first minute of every call explaining why they are calling a 74-year-old about burial coverage.
- The offer names the product. Prospects are answering a question about burial and final expense coverage and what they could afford monthly. Nobody is surprised by the subject of the call.
- We wrote it, so we can tell you what it said. Because the campaign and the creative are ours, the exact wording the prospect saw is a record we can produce, not a guess about an upstream vendor.
- Budget before benefit. The monthly number the prospect had in mind is captured at the form, which is the field that changes how the call opens.
- One buyer, once. No shared pool, no second sale to the agency across town, and no resale as an aged record next quarter.
Build to the budget, and know whether it will place
Two fields do most of the work in this vertical. What the prospect said they could pay each month, and whether a simplified issue product is likely to take them at all.
The monthly premium budget
Final expense clients buy a monthly payment, not a face amount. Capturing what the prospect said they could comfortably set aside lets the agent build to that number from the first sentence instead of quoting a benefit and then negotiating downward in front of them.
Health answers that predict placement
A short set of questions drawn from the knockouts that actually decide a simplified issue case, so the record reaches an agent holding a carrier that can take it. It predicts placeability. It is not underwriting, and we do not dress it up as a decision.
Who is actually asking
Whether the prospect is shopping for themselves or for a parent or spouse, and what prompted it. An adult child filling out a form after a funeral is a real case, but it is a different first call than the one your script assumes.
The vertical this group knows best
Final expense is not one of three verticals we happen to run. It is the product the founders personally sold, the product Solved Solutions contracts producers to write, and the wedge for Solved Insurance. That has a practical consequence for you.
- Our own people sell on this traffic. When a final expense source degrades, someone inside the group hears about it that week, not in a quarterly review of a vendor scorecard.
- The questions come from the desk. The form asks what an agent who has run this appointment needs to know, which is a shorter and blunter list than a marketer would write.
- Placement feedback comes back. Dispositions and outcomes from inside and outside the group tighten the filters, and they tighten on your traffic specifically.
- Aligned rather than arm’s length. A lead vendor whose sister company has to work the same records cannot afford a quiet quality slide.
About Solved Insurance. Its simplified issue final expense product is in development and pending state approval. Nothing is on sale there, and buying leads here has nothing to do with it. It is stated only because it explains why this program gets the attention it does.
What comes on a final expense record
The honest version: some of this is on every record, and some of it is there because the prospect answered the question. We mark the difference rather than implying every field is always populated.
| Contact | First and last name, the validated phone number, and email where the prospect gave one. On every record. |
|---|---|
| Geography | ZIP with the county and state resolved, matched to the states your agents are licensed in and the counties your floor covers. On every record. |
| Age or date of birth | Enough to match the record to the age bands your carriers will take on a simplified issue product. On every record. |
| Monthly budget | What the prospect said they could set aside each month. The number the agent should build to. |
| Health answers | The short set of knockout questions the prospect answered, enough to route to a carrier that can take the case. Captured when they answer. |
| Existing coverage | Whether they already carry a small policy, which changes the conversation from a first sale to a replacement or a supplement. Captured when they answer. |
| Who it is for | Themselves, a spouse, or a parent, and what prompted the search. Captured when they answer. |
| Consent record | The exact disclosure language shown, the timestamp, the IP address, and the page, stored with the lead and produced on request. On every record. |
| Source and timing | The program and campaign that produced it and when it was submitted, so a lead generated this morning is distinguishable from one that sat somewhere for a month. On every record. |
| Your fields | Custom fields your integration expects, mapped to your names on the way out. See delivery and routing. |
The filters that run before delivery
5 checks, all on our side of the handoff. We would rather fail a record than credit it after your agent has already spent the afternoon on it.
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Phone validation
Line type and reachability checked before the record is sent. In a senior market that skews to landlines and to numbers that have been the same for thirty years, this catches less than it does elsewhere, and it still catches enough to matter.
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Duplicate suppression
Across programs and across time. A prospect who filled out a form last spring and another one this week is one person, and you are not charged twice for finding that out.
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Licensing geography
State and county matched to where your agents can actually write, because a final expense floor covering four states does not cover every county in them.
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Age and product fit
Age band and health answers matched to the simplified issue products your agents hold. A record outside the band is not a bargain, it is a call your agent cannot close.
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Your own disqualifiers
The rules your desk has learned the hard way. Add them, and stop paying for the records you would never work.
The senior market has its own rules
Most of what makes a final expense program work or fail is not in the lead at all. It is in when you call and how the first fifteen seconds go.
Contact timing
- Dayparting is set against the prospect’s local time, not your floor’s clock. A four-state floor dialing on one schedule will otherwise call someone at breakfast.
- Speed to dial still matters most. The best moment to reach someone is while they still remember filling out the form, which is why delivery happens on submission.
- Callbacks need somewhere to land. Seniors call the number back more than any other segment, so the caller ID and the inbound path should be set up before the program starts.
- Caps and windows keep the floor honest. Volume that arrives after your last licensed agent goes home is volume you paid for and did not work.
Script and conduct
- Open with what they asked about. The form said burial coverage and a monthly amount, so the call should start there rather than with a rapport script.
- Slow down and drop the jargon. Graded benefit, modified benefit, and simplified issue are our words, not theirs.
- If the person does not recall the form or seems confused, stop and tell us. That is a source problem, and it should be fixed at the source rather than dialed around.
- Honor opt-outs immediately and send them back. Internal suppression is applied before delivery, and it only stays accurate if the floor feeds it.
Where final expense fits
Medicare leads
Advantage, Part D, and Supplement, split by enrollment window and targeted by county.
Medicare programsLife insurance leads
Term and permanent as separate programs, with the coverage amount captured at the form.
Life programsDelivery and routing
Dayparting, caps, and native delivery into the dialer your agents already have open.
Delivery pathsThe exclusivity policy
Sold once, to one buyer, and never remarketed later as an aged record.
ExclusivityAlso worth reading: how the program runs end to end, pricing by program, consent and compliance, and what this looks like for agents and agencies.
FAQs
Questions about final expense leads
How do I know these are burial intent and not sweepstakes clicks?
Because we write the offer and buy the media ourselves, and the offer names the thing. The prospect is answering a question about burial and final expense coverage and a monthly premium, not entering to win something. That is the whole difference between a senior who says "yes, I filled that out" and a senior who has no idea why you are calling, and it is not something a buyer can verify after the fact when the traffic came from an aggregator.
Is the monthly premium budget really on the record?
Yes, and it is the most useful field on the page. Final expense clients buy a monthly payment, not a face amount. An agent who knows what the prospect said they could set aside each month builds to that number instead of quoting a benefit amount and then walking it backward, which is the part of the call where most of these sales are lost.
What health questions are asked, and does that mean the lead is underwritten?
No. A short set of questions drawn from the knockouts that actually decide a simplified issue case is captured at the form, so the record routes to an agent with a carrier that can take it. It predicts placeability; it does not decide it. The underwriting conversation still belongs to your agent and the carrier, and we do not publish a rate class or an approval likelihood we are not in a position to know.
Why does final expense get more attention than your other verticals?
Because our own sister companies sell on it. Solved Solutions contracts final expense producers, and Solved Insurance is building a simplified issue final expense product. Those products are in development and pending state approval, and nothing is on sale there yet, but the effect on this program is already real: when a final expense campaign degrades, people inside the group notice the same week rather than in a quarterly review.
Can I set delivery windows by the prospect's local time?
Yes. Dayparting is set against the prospect's local time rather than your floor's clock, which matters more in this vertical than in any other. A floor in one time zone dialing three others will otherwise reach a 78-year-old at seven in the morning, and that call is over before it starts.
What happens when a prospect does not remember filling out the form?
Tell us, and send the disposition back. The consent record for that lead, including the disclosure language, the timestamp, the IP address, and the page, is retrievable on request, and a pattern of those on one source means the source gets fixed rather than the leads getting quietly credited. Internal suppression and opt-out is applied before delivery. See consent and compliance.
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