Objection Rebuttals — Final Expense

🆓

"Is this free?" / "I thought the government pays for it" / "I want my free benefit"

Opening

1

I'm assuming like most people, you want to make sure you don't leave behind a financial burden with your family when you pass — is that why you called in? [Pause] The good news is the plans are designed for seniors with fixed or limited incomes. Let's get your details so I can show you your exact number. What is your resident state and how old are you?

or

2

The programs are not free, but they are affordable. They are designed for seniors on a fixed or limited income. Would you like to go over rates and coverage options and see what you qualify for?

or (use humor)

3

Well, I have good news and bad news. The good news is that it is free to your beneficiary — but the bad news is that you have to pass away for them to get it. [Pause for laugh] Now, are you in pretty good health? Let's get started. What is your resident state and your age?

if they keep pushing

4

I understand — but funerals aren't free either, and that's why most seniors opt for this type of protection, so their kids don't have to hold a car wash or bake sale when they die. They don't want to leave that financial burden on top of the emotional stress. Let's get your details. What state are you in and how old are you?

💡 Key fact to use: Social Security death benefit is only $255 — nowhere near enough to cover funeral costs.

📺

"I saw the ad for the $25,000 / $40,000 check"

Opening

1

I understand — a couple of people mention that ad. Just to clarify, it's not a free $25,000 check — it's a final expense life insurance policy that provides up to $25,000 in benefits to your family when you pass away. Now, most people when they call in simply want to make sure that when they pass, their family isn't left with a financial burden. Is that why you were responding to the ad? [Let them answer] Okay great! Let's get started. What is your resident state and your age?

💰

"How much does it cost?" / "Can I get a quote?"

Early Call

1

The exact cost depends on your age, health, and the coverage amount you choose — and that's what this call is for, to find out those specific details. The great news is these plans are designed for seniors on fixed or limited incomes to get the best rates in the country. Let's get your details so I can show you your exact number. What is your resident state and age? Are you a smoker?

or

2

Yes, for sure — that's why we're on the phone! Insurance coverage is something you apply for and get approved. Approval depends on your age, current health, and prescription history. So let's get started on your details so I can give you an exact cost. What is your resident state and your age? Do you use any nicotine products?

😟

"I can't afford it" / "That's too expensive"

Close

1

I understand — budgets are tight. But these plans are specifically designed for seniors on fixed or limited incomes, making them extremely affordable — just $1.50 to $2 per day, sometimes even less. Here's the reality: it's either going to be a small monthly payment today, or one big lump-sum bill for your family to pay. I'm sure you don't want to leave them with a financial burden when you pass — am I correct? [Let them answer] Exactly. So here's what we need to do…

or

2

I hear what you're saying — but hear me out. I'm a field underwriter, not a salesperson. I have access to state-approved programs with preferred rates, and honestly, to this day, I've never been in a position where I wasn't able to find a program to fit even the tightest budget — as long as making sure your family is taken care of is a priority to you. So, having said that, is the well-being of your family a priority to you when you pass?

💡 After either rebuttal, go back to presenting coverage options — offer the lower tier amount if needed.

🏥

"I don't think I can qualify" / "I've been turned down before"

Mid Call

1

I completely understand — but I'm a field underwriter, not a salesperson. That means I have access to over 100 state-approved programs with over 40 insurance carriers. I can help anyone — even people with active cancer — as long as they are under 89 years old, and you don't sound anywhere near 89! [light tone] Look, if anyone can help you, it would be me. I know this is important to you, or you wouldn't have called in. Do you like discounts? This program offers discounts that really bring down the costs. Do you smoke or use any nicotine products?

📄

"I already have life insurance"

Mid Call

1

Great! Most of my clients already had a policy in place before they came to me. How much coverage do you have now? [Wait for reply] Okay — so when you responded, were you looking to add more or see if you can get a better rate?

if better rate

2

Here's what I can do for you. With this program, I have access to over 40 A-rated carriers with preferred rates. In less than 10 minutes, I can cross-reference your coverage with the top insurance carriers to make sure you have the best program in place. If I can't beat it, then you know for a fact that you already have the best rate. If I can beat it, you're about to be offered a better program and save a ton of money. Either way it's a win-win for you. Does that make sense?

👨‍👩‍👧

"I need to talk to my kids / spouse first"

Close

1

Of course, I understand — and look, I've been doing this a long time. And what I've found is that not a single child wants to be left behind covering a big bill while coping with the death of their mother or father. Kids usually say "Please get something in place NOW" — because it makes total mathematical sense to make a small monthly payment on an unavoidable expense instead of laying out a large lump sum when that day arrives. Does that make sense? → Go back to why they called in, reestablish need, then try a small coverage amount just to get them approved with 30 days to make changes.

❓

"Is this life insurance?"

Early Call

1

Well, first let me make sure we're on the same page — you want to make sure that the money you set aside, when you pass, goes to your kids tax-free, correct? [Yes] Okay great! Because anything that pays out to your beneficiary when you die and is tax-free is life insurance. Does that make sense? So yes, this is life insurance.

⏰

"Call me later" / "This is a bad time"

Any Time

1

I can schedule for a later time today — I'm assuming this is a bad time? Okay, I understand. Since you took the time to call, let's set up a time when you're not pressed. What time works best for you?

🛡️

"Is this legit?" / "Is this a scam?" / "How do I know you're real?"

Opening

1

Fair question — fair concern. Let me start off by asking: once I show you that I'm licensed and registered with the state and federal government, that I've been fully vetted by the FBI, and that we work with the top A-rated insurance carriers in the state — once I've satisfied your concern — then the important question is: are you looking for final expense and burial coverage? Because I want to make sure I spend my time wisely helping satisfy a need you may have. [Wait for answer]

🎖️

"I have coverage through the military / VA"

Mid Call

1

You'll likely get disability when you retire — and once you get disability, many carriers won't qualify you. Have you seen what the VA rates do once you get out? They go up every five years. So a couple of years before the average person dies — usually around 65–70 years of age — your rate becomes extremely unaffordable, and unfortunately most veterans don't see this until it's too late, leaving behind a major financial burden for their families. That's why most veterans switch to a permanent fixed-rate program that never goes up in cost and is much more affordable. Let me verify some information and see what you qualify for. → Return to script.

💡

"I thought this was free" — Extended / Medicare Reference Version

Opening

1

You may have seen the free life insurance benefit from Social Security if you have Medicare — but that's only $255, and we both know that's not enough to cover final expenses. The good news is that these state-approved programs are specifically designed for seniors on fixed or limited incomes, so they are extremely affordable — just a few dollars per day, sometimes less, to take care of most if not all of your final expenses. My job is to ask you a few simple questions to see what you qualify for and give you your coverage options, so your family is taken care of and not left behind with a financial burden. With that said… → Return to presentation.

💡 This version is best when the caller specifically mentions Medicare or Social Security in connection with the "free" belief.