If you’ve known me for a while, you know I used to oversee final expense sales, and now I manage the life markets team. I used to do these calls almost every week, so this will feel familiar to some of you. Pay no attention to the date on the slide; it says May 5th, but it’s actually Monday, July 7th.

Grab some coffee and get ready to take notes. Today, we’re going to talk about knowing your competition. For those new to final expense, I’ll give you an overview of our Final Expense Architect program before diving into the core of today’s presentation. I will answer questions at the end.

The Final Expense Architect program is a sales program designed by and for final expense agents. We combine that with proven lead systems. You get to choose the lead company and the type of leads you want, whether direct mail, digital, or telemarketed. We provide top contracts, vested immediately, so your contract and clients follow you wherever you go. You also get support from an experienced sales and marketing team. You’re not in this alone.

Final expense is a simple product to sell, but that doesn’t mean it’s easy. Unlike Medicare, which people must purchase, final expense requires you to sell it actively. You need to convince and trigger the client to buy. Many carriers provide incentives like trips or commissions, and with URL, you have access to over 20 different final expense carriers.

We also subsidize lead costs, which requires you to submit an activity report weekly or monthly so we can track production accurately and ensure business isn’t missed.

Today, we’re focusing on knowing your competitors. Success in final expense sales starts with understanding who you’re up against. Companies like Colonial Penn, Globe Life, and AARP are heavily advertised, and there are also lesser-known competitors like Ethos.

Colonial Penn advertises their $9.95 unit, but it’s often closer to $600, depending on age and gender. They are known for lacking transparency and customization. Clients are urged to call a toll-free number, and death claims are often delayed or denied. There’s no advisor relationship; it’s purely transactional. Their modified benefit whole life policy only pays full death benefits after the first two years, returning premiums plus a small interest if death occurs early. Our guaranteed issue products at URL offer better pricing and higher interest returns.

Globe Life also lacks plan customization and advisor relationships. Their premiums increase every few years, coverage is limited, and claim experiences can be poor. Misleading advertising and low customer service are common complaints, although they do have some benefits.

AARP follows a similar model: misleading advertising, premium increases every five years, limited coverage to age 80, and no relationship with clients. Many people only notice the low initial rate and overlook the fine print about increasing premiums and limited coverage.

Now, here’s the twist: your biggest competitor is not Colonial Penn, Globe Life, or AARP—it’s you. So often, we stand in our own way. Lack of focus, drive, product knowledge, fear of rejection, poor time management, or unwillingness to invest in ourselves prevents us from succeeding. To overcome this, you need to invest in yourself, commit to making calls, and put in the time to learn and grow.

Successful agents understand that initial earnings may be modest, but consistent effort leads to long-term success. Building relationships with clients, customizing solutions, and providing a personal touch sets you apart from companies that only do transactions. Unlike mass-market carriers, you can tailor plans to fit clients’ needs, resulting in more value and loyalty.

Focus on learning your products, studying your clients, and utilizing resources like the Final Expense Closers Clinic. Make compelling presentations, book appointments, and add final expense to your Medicare sales or other offerings. Stop making excuses and get out of your own way. Use the support and resources we provide at URL to build your brand, strengthen relationships, and close more sales.

Remember, consistent calling and follow-up is key. Don’t give up after a few tries—persist until you succeed or receive a clear answer. Sales involves hearing “no” more than “yes,” but those who persist achieve results. Treat every client interaction as an opportunity to create relationships and provide value.

Connect with other producers through our URL Final Expense Community page on Facebook to network, share insights, and learn new strategies. Additional trainings, including the Boost Your Book campaign and cross-selling final expense for Medicare, are available to help grow your business. Attend events like our Lunch and Learn to learn tips and tricks for maximizing your return on investment.

I encourage everyone to stop standing in their own way. Invest in yourself, put in the time, know your products, study your clients, and tap into the training we provide. Use the resources available, build relationships, and focus on earning. Your competitors exist, but your biggest competition is your own mindset. Stop making excuses and get out there and start selling.

Thank you for your time today. Use the tools and support we offer at URL, build your relationships, and start making money. Have a great week and a productive summer selling season.