Final Expense - Leads & Production

Understanding Leads

Leads are the lifeblood of a Final Expense business. You cannot build consistency without them.

At Apex, we focus on face-to-face-friendly lead sources that provide intent, shelf life, and geographic control. Based on real-world performance, we primarily emphasize direct mail leads, especially survey-style mailers.

Why Direct Mail Works

• The prospect takes multiple physical steps to respond

• Intent is higher than passive clicks

• Leads can be worked over months and years, not just days

• Geography and income targeting are far more precise

Not all direct mail is equal—but when done correctly, it remains the most stable foundation for field agents.

Other Lead Sources (Used Carefully)

Some agents supplement with online or search-based leads during slow weeks or delays. These can help fill gaps but should not replace a consistent mail strategy.

What matters most is weekly consistency, not chasing the cheapest lead this month.

Skipping weeks, shrinking orders, or constantly switching vendors is one of the fastest ways agents stall out.

The Right Way to Think About Production

Final Expense is not a sprint. It’s a marathon.

Agents who want to thrive need to understand a few core truths:

• You don’t skip lead weeks

• You don’t chase every carrier promo

• You don’t overcomplicate simple cases

• You don’t build your business on hope

You build it on:

• Weekly activity

• Repeatable systems

• Clean underwriting

• Quality Business

This business rewards discipline far more than raw talent.

Where agents fail is not effort—it’s structure.