Buffer Period Guidelines
The buffer period is the short window at the start of a live transfer where you confirm the prospect is a fit. Handled well, it protects your credits and sets up a clean presentation. Handled poorly, it creates objections that weren't there to begin with — and the call stays billable.
What the Buffer Is For
Keep the buffer focused on four things only.
Confirm interest
Re-establish why they asked about final expense coverage and what they want it to do for their family.
Confirm age and beneficiary
Verify age and who they want protected. This is already confirmed by our team, so a light reconfirmation is enough.
Confirm banking status
Confirm they have an active checking or savings account — status only, never account numbers during the buffer.
Confirm major health conditions
Screen for the knockouts that decide which plan fits. Details and underwriting questions come later.
What Makes a Call Billable
Avoid these to keep calls from being counted against you.
Dropping a call without a valid reason
Every transfer must be handled professionally. If the prospect doesn't match one of the acceptable drop reasons below, the call stays billable — even if you hang up quickly.
Providing a quote or price range
Any price, premium, or ballpark figure given to the prospect makes the call billable, even if you drop the call within the buffer period. Pricing belongs in your presentation, after the buffer.
Dropping a call because the prospect had a stroke
Stroke is not a disqualifier. Most Final Expense carriers cover stroke history, so this is not a valid drop reason.
Asking upfront if they have time to talk
Don't open by asking about availability when the prospect hasn't raised it. If they bring it up first, it's fine to say the call takes about 10–15 minutes.
Asking commitment or pressure questions during the buffer
Commitment, payment, and sensitive-information questions asked during the buffer create objections that weren't there to begin with and drive up drop rates. Save them for the presentation.
Commitment Questions to Avoid During the Buffer
These questions ask for commitment or sensitive information before trust has been built. They make prospects uncomfortable, introduce objections, and increase drop rates. Ask them after your presentation instead.
One exception: if the prospect raises timing on their own, it's fine to tell them the call takes about 10–15 minutes.
Acceptable Drop Reasons
If any of these apply within the buffer period, drop the call — it won't be billed.
The prospect clearly states they are not interested in learning about any insurance options.
The prospect does not have an active bank account (checking or savings).
The prospect has a major health condition that disqualifies them, and you do not offer a guaranteed issue plan.
CancerDementiaCOPDAlzheimer'sCHF (Congestive Heart Failure)Kidney failureThe prospect is in a nursing home or assisted living facility.
New to Falcon FEX transfers? Review what's confirmed before every transfer, or hear a qualified call for yourself.
