Why should I track final expense lead results?
Track results because memory is not reliable. A few good or bad calls can feel like a trend when they are not. Numbers show what is actually happening: how many calls become conversations, how many conversations become applications, and how many applications become issued policies. With those numbers, you can improve the right step instead of guessing.
What are the five numbers to track?
Calls received: every call that rang your phone. Billable calls: calls that lasted 90 seconds or longer, which are the ones that count as leads. Presentations: calls where you got to quoting and presenting options. Applications: calls where an application was submitted. Issued policies: applications the carrier approved and issued. Each step is a smaller group than the one before it.
What does a simple tracker look like?
A simple tracker has one row per call with the date, time, caller's state, call length, and a yes or no for presentation, application and issued. At the end of the order, total each column. The table below shows a clearly labeled example with placeholder numbers. These are not our results or anyone's; replace them with your own.
| Stage | Example count | Example rate |
|---|---|---|
| Calls received | 60 | — |
| Billable calls (90+ seconds) | 50 | 50 of 60 calls |
| Presentations | 30 | 30 of 50 billable calls |
| Applications | 12 | 12 of 30 presentations |
| Issued policies | 10 | 10 of 12 applications |
How do I read the example tracker?
Read it from top to bottom. In the example, most calls were billable, about half of those reached a presentation, and a smaller share became applications. Each drop shows a place to look. A big drop between billable calls and presentations suggests the opening or needs questions need work. A big drop between presentations and applications suggests quoting or objections need work.
What should I do with a drop at the presentation stage?
If many billable calls do not reach a presentation, look at your first minute and needs questions. See what to say in the first 30 seconds of an inbound final expense call and how to build trust on a final expense call.
What should I do with a drop at the application stage?
If many presentations do not become applications, look at how you quote and handle concerns. See how to quote final expense over the phone, how to handle price objections in final expense and how to close a final expense sale on the phone.
What should I do with a drop at the issued stage?
If applications are not being issued, check how health questions are asked and recorded, and whether you are matching callers to products they qualify for. See how to ask final expense health questions on the phone and final expense underwriting basics for phone sales.
What else is useful to track?
Track call time of day and state, so you can see which hours and states work for you. Track follow-ups and whether they turned into applications. Track commission per issued policy and any chargebacks, which you need for ROI. See how to calculate final expense lead ROI.
How often should I review my numbers?
Review weekly for a quick check and fully at the end of each order. Compare one order with the next after each change you make, such as new hours or a new opening. Change one thing at a time so you know what made the difference.
How do tracked results help me decide what to order next?
They tell you whether to keep the same setup, scale up or adjust states and hours. See how to scale your final expense calls and how many final expense leads should you buy to start.
Where do I start?
Set up your tracker before your first call. For the steps to start receiving calls, see how inbound final expense leads work, and see pricing on the pricing page.
What columns should my tracker have?
Use these columns: date, time, caller's state, call length, billable (yes or no), presentation (yes or no), application (yes or no), issued (yes or no), carrier, premium, follow-up date and notes. Keep it in one place, fill it in after each call, and do not change the columns mid-order, so your totals stay comparable.