The Truth About The Risky Business Of Selling Final Expense
Today I'm going to highlight some truth about the final expense business and why selling final expense is truly a risky endeavor and why this is actually a benefit to those of you who truly want to succeed in this business.
When I sit down with agents, I tell them - and I think people get this from my videos and training - that it's a simple business, but it's not easy. There's a lot about final expense that's not easy - the people we deal with, the companies we deal with, getting people approved, buying final expense leads, going out there and getting rejected. There's a lot of stuff in this business that's hard to deal with, and it takes a person with resilience, a strong sense of self, confidence, and support at home to actually win in this business. If you don't have all that, you will be chipped away at and eventually you'll be destroyed.
You Could Lose
There's a lot of risk inherent in selling final expense. The truth is that you could do everything you're told, follow the program, buy leads, go see the people, and you still might lose. You may lose out on your money; you may lose out on missed opportunities doing something else; you could end up in debt; you could owe companies money because you have charge-backs; you could be in a situation where this business totally screws you over because you were ill-prepared and just didn't perform or you may be in a crappy area.
It may surprise you that I actually talk about this stuff because a lot of people won't. The popular perspective in this business is that anyone can do it, anywhere, anytime - it doesn't matter - just buy some leads and go. I wish it were that easy. But the truth is, if it were that easy, everybody would be doing it, and it would pay like Medicare - $200/year commissions and you're nothing more than an order-taker.
How Is All This Risk A Benefit?
The truth is that you've got to have some skill to sell life insurance, and most importantly, you've got to have discipline, mental endurance, and emotional stamina. You have to know when you get involved in this business what the risks are. I think the great thing about final expense is the risk, truly. If you flop out, the risks are minimal. What's the worst that could happen? You might be out a month or two of your time, because that's about how long it will take to figure out if you've got what it takes to be in this business. You might be down a couple thousand dollars on direct mail and maybe you missed an opportunity to focus on something else. Hell - you don't even need to quit your full-time job to get involved in final expense, if you really have the ability and desire.
Compare failing in final expense to running a restaurant and failing - you'd go broke! You'd go bankrupt being in the restaurant business, easily. Think about it - you've got to buy or rent a building; tie yourself up into a multi-year lease; buy the equipment; hire people; get a tax person; get a bookkeeper; get waiters; buy food; and to top it all off, you've got to work all day, every weekend, late nights; you've got to constantly be in it - and the chances of success in the restaurant business are incredibly low. Most people flop out incredibly fast and lose tremendous amounts of money.
In final expense, luckily you don't have any of that to worry about. You don't have to invest in employees, people, buildings, or materials. Your biggest expense in this business is leads, and if you can't make it, the worst you're going to be out is 3, 4, 5 grand - that ain't too bad.
There Is Good News
Even though there's a risk, it's not the biggest, especially for the return factor. There are guys that can earn 6 figures in the first year if they really apply themselves, follow the system, and continually invest in their marketing. Like I said, you can even do this on a part-time basis to start with and test the waters before going full bore.
You've got to understand that any business involves risk, and it's important to understand that risk and to embrace it. What I mean is that you cannot piddle paddle around. You don't want to try to minimize your risk to your own detriment. For example, if you buy the shitty final expense leads that are cheap instead of the best leads - direct mail leads - you're actually increasing your risk. You think you're minimizing your financial risk, but you're actually multiplying it if you don't follow the system that's laid out in front of you.
Are You Ready?
What I mean by all this is that if you want to get involved in the final expense business, great! Understand that there's risks, understand that it's not even that big of a deal if you fail. If you really think about it, there are ways to minimize the investment risk - keep your full-time job or get a part-time job on the weekends, enough to cover your costs. You can do this if you really want to. Follow a system, whether it's mine or somebody else's, just do what they tell you to do. That's how you minimize risks - that's the irony of it. If you just do what they tell you to do, your risks are minimized, as long as they have a verifiable and proven system.
Apply yourself and you'll have a pretty good chance of success, but it's important to understand what you're getting into before you do something. You can take the red pill; you can take the blue pill - it's up to you. Now that you know what's going on, you can make a personal decision to decide whether this is ultimately right or wrong for you, and you want to make that decision for yourself knowing what you know.