Learn how to address client cost concerns about final expense insurance with empathy, budget-friendly solutions, and tools that help close more confident sales.
Final expense insurance is often marketed as an affordable option for covering end-of-life costs, but for many seniors and families living on fixed incomes, even modest premiums can feel out of reach. As an insurance agent, you’ll likely encounter potential clients who hesitate to enroll simply because they’re not sure if they can afford another monthly bill.
Fortunately, these objections can often be resolved with the right combination of education, empathy, and strategic planning. This article explores why cost remains one of the biggest perceived barriers to final expense insurance, and how agents can effectively address those concerns to help clients secure peace of mind.
Cost-related objections are not just about the actual price of a policy. In many cases, potential clients are influenced by past experiences with expensive life insurance policies or assume that anything labeled “insurance” comes with a hefty monthly premium. For seniors in particular, managing healthcare costs, housing, and basic needs often means being extremely cautious about any new recurring expenses.
That’s why agents must understand both the practical and emotional roots of these concerns. Doing so can help you position final expense insurance not just as another bill, but as a simple, budget-friendly solution to a deeply personal problem: ensuring loved ones aren’t burdened with funeral costs.
Many consumers still equate “life insurance” with traditional term or whole life policies, which can indeed cost hundreds of dollars per month depending on age, coverage level, and health conditions. This leads to two common misconceptions:
By explaining the specific purpose of final expense insurance, you can help clients understand that these policies are designed for accessibility, not long-term wealth transfer.
Even when a client understands that final expense insurance is relatively affordable, fitting it into a monthly budget can still feel like a challenge. This is especially true for retirees or low-income individuals managing prescription costs, housing, and groceries on a tight fixed income.
Many hesitate to take on another bill, even if they acknowledge the need for coverage. They may fear that signing up now will reduce their ability to manage essential expenses in the future.
As an agent, this is where a thoughtful, numbers-based conversation can help. Use a calculator to show the monthly premium relative to discretionary expenses or potential end-of-life costs. Reinforce how even a modest policy can significantly ease the burden on loved ones.
When clients express cost concerns, shift the focus from price to value. Final expense insurance isn’t just a policy, it’s peace of mind. A modest premium ensures loved ones won’t face thousands in funeral or cremation expenses during an already difficult time.
Use simple comparisons to make premiums feel more manageable. For instance, a $40 monthly payment is about $1.33 per day — less than a daily coffee or streaming subscription. This helps your clients visualize the costs more tangibly.
Most importantly, lead with empathy. Validate concerns about fixed incomes and rising expenses, and reassure clients that you’re here to find a plan that works for their budget. When you frame the conversation around care, not cost, trust and understanding follow.
Not every client has the same financial flexibility, but that doesn’t mean they have to forgo final expense insurance entirely. There are several ways to help clients find coverage that fits their needs and budget without creating additional financial strain.
Final expense insurance is designed to be customizable. If a client is concerned about affordability, consider starting with a smaller coverage amount. Even a $5,000 policy can provide substantial help with funeral and burial costs.
Make it clear that policy size is not a permanent decision. As their financial situation changes, they may be able to increase their coverage or supplement it with an additional policy. Starting small still offers essential protection and opens the door to long-term planning.
Cost-conscious clients may benefit from flexible payment structures. Let them know that most carriers allow for monthly, quarterly, or annual premium options. This flexibility can help them align payments with Social Security income or other budget cycles.
Also, if available through the insurer, mention any auto-pay discounts or guaranteed fixed premium options. Many seniors value the predictability of knowing their premiums won’t increase over time, especially if they’re worried about rising costs in the future.
Final expense insurance comes in a few forms — some of which are more budget-friendly than others. Educate clients on the differences between:
In some cases, a guaranteed issue plan may offer immediate approval with no health questions asked, which can be a practical choice for seniors with health issues, even if premiums are slightly higher.
When possible, share anonymized examples of past clients who found a solution that worked for them. For instance:
“I recently worked with a client who could only afford $25/month. We found a simplified issue policy that offered $7,000 in coverage—enough to cover most of her funeral costs. She felt great knowing her kids wouldn’t be burdened later.”
Even after a thoughtful cost conversation, some clients will still hesitate. That’s completely normal—and expected. As an agent, your role isn’t just to deliver information, but to help clients navigate uncertainty with clarity and confidence. This means answering objections in real time and asking questions that reveal the best path forward.
Here are some of the most common cost-related objections insurance agents encounter, along with sample responses you can adapt to your style:
“I completely understand. Many of my clients felt the same way at first, but we were able to find a plan for under $1.50 a day. That small amount can lift a huge burden from your loved ones later on.”
“Absolutely, and that’s why we’ll work within your budget. Even a smaller policy can provide peace of mind and ease financial pressure on your family.”
“They can, but it often puts them in a difficult financial spot. This policy is a way to take that pressure off their shoulders—so they’re focused on honoring your memory, not scrambling to cover costs.”
“That’s great planning. Final expense insurance can still be valuable for other unexpected end-of-life expenses, like medical bills, legal fees, or travel for loved ones.”
“There are plans designed for a wide range of health conditions. Some don’t require medical exams at all. Let’s take a look at what might be available for your situation.”
To recommend the right policy, you first need to understand what your client can realistically afford. These questions can help you gently explore that territory without putting pressure on the client:
These kinds of open-ended, empathetic questions show the client that you’re working with them — not selling to them. They also provide the insight you need to recommend the right product and avoid sticker shock later in the process.
Helping cost-conscious clients feel confident enough to move forward often comes down to using the right tools at the right time. Tools like premium calculators, benefit comparison charts, and visual breakdowns of costs can make a big difference during the sales conversation.
For example, showing a side-by-side comparison of $5,000, $10,000, and $15,000 policies with monthly premiums can help a hesitant buyer see that they don’t need the biggest plan to get meaningful value. Similarly, walking them through typical end-of-life expenses—like transportation, caskets, flowers, and obituary fees—can highlight how even a small policy provides real protection.
Other tools that help close the deal include:
If you’re an agent ready to connect with motivated, cost-conscious leads, now is the time to take the next step. At Insurance Marketing Hub, we specialize in providing high-quality final expense insurance leads that are not only interested in coverage but are actively seeking affordable solutions.
Our lead programs are designed to match you with seniors and families who already understand the importance of protecting their loved ones but need help finding a plan that fits their budget. You’ll receive exclusive tools, tips, and resources to help you build trust, overcome objections, and close sales with confidence.
Complete our online form below for a free consultation to see what we can do for you.
Many people associate all life insurance with high monthly premiums or large policy amounts. Even though final expense insurance is more affordable, budget-conscious individuals may hesitate due to tight income constraints, fixed retirement budgets, or misinformation about available low-cost options.
Agents can use relatable comparisons—like the cost of a monthly streaming service—to demonstrate affordability. Emphasizing peace of mind, relieving loved ones of financial burdens, and offering smaller, scalable policies can help clients see the long-term value over the short-term cost.
Yes. Many providers offer final expense plans starting at as little as $20–$30 per month for smaller coverage amounts. Guaranteed issue and simplified issue plans are often available for those with limited health histories or pre-existing conditions.
Most final expense policies are whole life policies, meaning premiums are fixed for life. The cost will not increase as the insured ages or if their health changes. This makes final expense insurance a stable, predictable option for long-term financial planning.
Absolutely. Final expense insurance is highly customizable. Clients can choose coverage amounts—often between $5,000 and $25,000—based on what they can afford monthly and what they want to leave behind for funeral and end-of-life costs.
Start by asking what amount they could afford each month, then match that with the most appropriate policy. You can also explain how even a small policy can help their family avoid significant financial stress, positioning the policy as a compassionate and practical decision.
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