Licensed versus transfer models
Transfer campaigns route the consumer to the buyer's licensed agent and generally do not require your agents to hold licenses. Application campaigns, where your team completes the submission, do require state licensing and pay materially more. Which model a campaign uses is published before you accept, and it determines both your staffing requirements and your effective rate.
Senior-market call handling
Final expense calls run slower than most verticals. Agents who pace for throughput lose consumers who need time to process, and buyers notice through low conversion on otherwise-qualified transfers. Patience is a genuine operational requirement here rather than a soft skill.
Health knock-outs
Carriers set health questions that disqualify certain conditions, and these vary by campaign. Agents ask exactly the approved questions and record the answers — they never interpret them or tell the consumer whether they will be approved. Getting these asked accurately is what separates high and low approval rates.
The compliance lines
No implication of government or Social Security affiliation. No specific premium, benefit or coverage claims outside approved language. Clear identification of the caller and purpose. Do-not-call scrubbing before every session. These are the same lines as the rest of senior market, enforced with the same seriousness.