As health insurance agents, we’re used to talking about what clients ask for—major medical, Medicare Advantage, Medicare Supplements, dental, vision. But what about the coverage they don’t think to ask about?
Final expense insurance isn’t flashy. It’s not something clients are likely to bring up on their own or even know of its existence. But that’s exactly why we, as agents, need to bring it up for them.
Final expense insurance is a small life insurance policy—typically between $5,000 and $25,000—designed to cover funeral and burial costs, final medical bills, and other end-of-life expenses. It’s often easier to qualify for than traditional life insurance, with simplified and guaranteed issue options available, typically to age 80 and higher.
This is not about building wealth or estate planning. It’s about making sure loved ones aren’t left scrambling to cover thousands of dollars in unexpected expenses when a client passes away.
Many of your Medicare clients are on fixed incomes. Some had life insurance through a job that ended when they retired. Others never had any coverage to begin with.
And while Medicare pays for medical expenses, it doesn’t cover funeral costs. According to the National Funeral Directors Association, the average cost of a funeral in 2023 ranged from $7,000 to $12,000. That’s a big financial burden to leave behind.
Most clients don’t have a different agent for every type of coverage. They rely on you to look out for their best interests. If you’re not talking about final expense coverage, there’s a good chance nobody else is either.
It’s not just about making a sale—it’s about asking the right questions and helping clients avoid the risk of being uncovered. We all want to be helpful, but part of that is being proactive, even when the topic is uncomfortable.
This doesn’t have to be a hard sell. Just ask:
Sometimes just planting the seed is enough to open the door.
If you’re not currently offering final expense policies, AHCP can help. We offer coverage from trusted carriers like Allstate, Americo, Mutual of Omaha, and Occidental, along with the training and support you need to feel confident offering this type of coverage.
Adding final expense to your portfolio isn’t just good business—it’s the right thing to do. Sure, you get paid for the work you do (and you should), but this is one of those products where you’re making a meaningful difference for your clients and their families. They’re relying on you for guidance, so this is a conversation worth having.