How To Generate Final Expense Facebook Leads - Step By Step Mini Course

What's going on, everybody? My name is Tim Shooker. I run a company with my business partner, Julio Polito, called Advanced Agent Marketing, where we teach agents how to run Facebook ads and grow their business. With that, in today's video, I'm giving you a free mini course showing you step by step, how to go ahead and set up your own Facebook ads to start generating higher quality and cheaper leads than you would get at a lead vendor. Now, the reason I'm making this video is because there's a very common misconception within our industry that Facebook. Facebook leads are just worse than direct mail. And if you really think about it, it doesn't even make any sense whatsoever, because the qualification and the requirements to even buy insurance and keep a policy are the ability to make a consistent payment, right? So when somebody's on Facebook, it is a prerequisite. It automatically proves that they can go ahead and make a consistent payment because they either have a phone that they're making a payment on, they have a phone bill, they have a computer that they've purchased and they're paying for Internet, or they have all of the above. To be on Facebook, they have to be more technologically savvy, which typically means they're going to be easier to deal with. And they also have to have a base income to be able to afford the devices to even get on Facebook. So when you start to think about that, it doesn't even make sense why people think Facebook leads are worse. But the reason why is because a lot of these lead vendors that are out there, you know, they're running garbage ads. You know, they're. They're running ads where they're promising a trip to the Maldives or giving away two free gifts, as you'll see with one of these creatives that I'll show you in just a minute here. But also with Facebook leads, you know, instantly after that person has filled out the form. And there was an MIT study that showed your chances of closing a prospect go up by 900% if you contact them within the first five minutes. Now, if anybody can find me a direct mail lead where you can contact somebody within five minutes of them filling it out, you know, I'll give you a million dollars. I'll sell you one of my kidneys, you know, for Christ's sake, right? So the thing is, with these direct mail leads, you're waiting eight weeks to even get them back. So that's the thing is, as we transition to a more digital world and we start to move away from in home visits and move towards telesales. Relying solely on direct mail just doesn't make sense for your business. And unless you want to get left in the dust, you need to start learning how to generate your own Facebook leads. And if not, you're going to be relying on a lead vendor to do so. So here is one of the creatives. This is actually from a lead vendor. I'm not going to call out anybody by name or anything like that, but this is one of their ghost pages called Senior Savings Ideas and and basically the ad copy maybe slightly hints at it being something for burial or leaving something behind for your family, but I've actually they took this ad down but when it was up I clicked on the survey, went through it, you fill it out and then there's no two free gifts at the end. So it's literally just a scam to get somebody's information. These are a lot of times what you're paying for whenever you buy Facebook leads from a vendor. And so this just kind of gives you an example, you know, shows you what's going on behind the sausage factory as to what you are actually purchasing when you're buying these Facebook leads and should kind of give you some more context as to why using this as an example or using this as your reference point for if Facebook leads are solid just doesn't make any sense. So without any further ado, I'm going to go ahead and jump into the video and show you how to set these things up. Alright, so the very first thing that you need to do is set up a business manager. Now if you've already done this, if you've ran ads in the past and maybe haven't seen success with it, you don't have to worry about this step. But if this is your first time ever running Facebook ads, be sure to create a business manager. So I already have one, it's not going to let me make another one, but I will just show you. You would click Create Account. It's going to ask you to put in, you know, your name, more information, email, phone number and then just go ahead and knock all that out. It should be pretty self explanatory as far as setting this up. I go into the exact details of it within our 77 cent Facebook leads course. But with this, basically you're just going to go ahead and follow the steps and it should be pretty simple to do so. So the next step is creating an ads manager. Now again, I already have one created, but if you don't have it created, you would Just put in the name of the ads manager. Doesn't matter what you name it. You, nobody, none of your clients or potential customers are going to see that. But this is just, you know, for your internal, internal use. So go ahead and create an ad account. Make sure that you select the correct currency and time zone because you can't go back and change that. And then you're also going to go ahead and add a payment method for that ad account so that you can start running ads. So that is the first two steps. You're going to create a business manager and then an ad account. And then from here, we're going to click Create. On the campaign tab, there's three different levels to Facebook ads, campaigns, ad sets, and ads. So kind of think of it like a pyramid, not a pyramid scheme. Some of you are trapped in those with your imo, but basically like, kind of like a pyramid, just a hierarchy. The top, you have your campaign. Below that there's a couple different ad sets. And then below the ad sets there's ads. So the first thing you're going to do under the campaign tab is click create.

And it gives us a bunch of different objectives to choose from. We're going to click on lead generation and then we're going to name our campaign. We'll just call it lead gen.

YouTube mini course. YouTube mini.

Course. Ah, can't type today. So we're going to click continue.

And then from here it's going to ask us all these different questions. Don't worry about special categories. Leave all of this the same. And then don't worry about a B test or campaign budget optimization. So then on the bottom right, you're going to click next.

And from here, this is your ad set. This is typically where you'll have your targeting. So like, let's say we're targeting Texas or California or, you know, you kind of get the picture with that. We're just going to name the ad set, but we'll wait until we pick our audience to name the ad set. Then this next step, for some reason, it's already picking a Facebook page, but we'll get to that in just a second. With lead method, you can do instant forms, messenger or calls. I would highly recommend you to just stick with instant forms. That's the most simple way. And this way you will get leads that you can actually go ahead and call and follow up with. Then on this next part, you're going to need to create a Facebook page. Again, it already has one selected, but we're just going to click plus, and you can name this anything you want. This is something that your clients and your customers are going to see. So make sure it's not, you know, something random. But we're just going to say, you know, let's say burial expense network. Or we'll say burial expenses.

Burial expense, organization.

Organization. Perfect. And then for category, we're going to type in insurance. You can do broker, agent, or company. I'm just going to select insurance company. And then you're going to add a profile picture. With this, you can do, you know, let's say funeral flowers, a casket, picture of some old people smiling. Old people especially would be good. If you wanted to be kind of sketchy. You could do a Social Security card, a picture of your face. You know, let's say if I wanted to just make this like Tim Shooker insurance, then I would. Instead of company, I would just put agent.

Or broker. Agent or broker. And then I would just add a picture of myself, you know, maybe in a polo or something that looked professional. But in this case, we're just going to do burial expenses organization, and we are going to be an insurance company. And I will just add a picture from my desktop. Let's see.

Should have. There we go. We'll just do some old people right there. And that will be our profile picture. So next step, we're just going to click create page.

And wait for this to load. I think my Internet is kind of spotty, but we're just going to wait for this to load. It's creating our page. And there we go. Perfect. So here we have our page selected. It says burial expenses organization. Next step is where it says, please read and accept these terms. Click View terms, scroll all the way down, and click I agree to terms and conditions. Now we're good to go. So we're going to scroll past this. For daily budget, I Recommend Starting at $20 per day. This is the lowest that I would go. If you're really strapped for cash, you can do $10, but under no circumstances would I go below 10 bucks. $20 is usually going to be your best bet. And we're going to start with this campaign. Always start it for the next day at midnight. Now, the reason you want to do this is if you start it on the same day, like, you know, let's say I leave this for June 12th. It's now 1:22pm it's probably going to take a couple hours for Facebook to approve my ads. And so by about 5pm when my ads would start running, it's going to try to spend my entire $20 between 5pm and 12pm, which is going to make my leads quite a bit more expensive. So in order for Facebook to optimize the best, start it the next day at 12:00am 12:00am There we go. So it's going to start tomorrow at midnight. Then this is where you select your audience. This is very important to do. See, it's automatically set for 18 to 65. Typically for final expense, you're going to look at 50 to 65 plus. You can't segment your audience past 65. So it has to be, you know, 50 to 65 plus. You can't do 50 to 80 or 50 to 85. I don't know why they do that. Maybe it's because there's not enough people, you know, 80, 90 on there. But it's just 50 to 65 plus. Then make sure where it says locations right here, it's automatically set to people living in or recently in this location. You need to change that to people living in this location. Otherwise, you know, let's say somebody from Japan is traveling through Texas. There's no point in showing them your, you know, final expense burial ad. You're just throwing money away because you can't sell them. Right. So then this next part is where you can select locations. Let's say, for example, you were licensed in North Carolina, which is my home state, California.

And Texas. So you just type all those in. And again, this is only going to show to people that are actually living in California, North Carolina or Texas. You can also, if you are like a face to face agent, let's say you are face to face agent in Dallas. We can type in Dallas, Texas. Click there and then it will show this to people within 25 miles of Dallas, Texas. Pay attention to this estimated audience size. You typically want to keep this in the millions or hundred thousands if possible. If you're looking at 50,000 or 20,000, your leads are going to be quite a bit more expensive. So the bigger the audience, the better. So you could do Dallas, Texas, you know, 25 miles plus, blah, blah, blah, blah. For this case, we're just going to stick with North Carolina.

California and Texas.

The larger your audience also typically the cheaper your leads are going to be. So we got people living in California, North Carolina or Texas, age 55 to 65. That's all good. We're going to stick with all genders. We're not going to mess with any interests or anything like that. We're going to keep it broad. Facebook typically does really well when you give them a lot of breathing room. So that's what we're going to do. We got everything good set up and then where it says placements, a lot of people in our space. I've watched a bunch of different videos that people make about setting up these ads and all that. For some reason they will tell you to do manual placements and then click only the news feed. I would never, ever, ever under any circumstances do this. You want to keep it on automatic placements. Because one thing that I've learned over running Facebook ads for five years and spending hundreds of thousands of dollars on the platform is that I never know better than Facebook because they're just going to test and figure it out. So the more that I restrict them, the more that I'm limiting them to go and find the best people and find the best placements. Like for example, maybe on Facebook Marketplace where somebody's going and looking for a boat, they see my ad and that's going to be some of my best sources of leads. So always leave this on automatic placements. If a placement doesn't make sense, Facebook will figure it out within the first day or two. But if they're able to find something that is, you know, honey hole for you, you don't want to limit them and stop them from doing that. So now that we have our audience selected, California, North Carolina and Texas 50 plus, I'm going to go ahead and name our audience. Typically I'll put the location first. So California, North Carolina and Texas.

50 plus. And that's what we'll name our ad set, just for simplicity sake and so that we know what which ad set. This is all this estimated daily result stuff. Don't even worry about that. Typically it's inaccurate. Now we're going to hit next. And this is the actual ad aspect of it. I've never seen this ad before. I guess this is something pre generated from Facebook. That's pretty interesting. But we're going to delete that and we'll just name our ad Ad.

Ad number one.

And here we go. This is where we will upload our image. And we're not going to select an Instagram account, it'll just run it with our Facebook page if Instagram makes sense for us. And this is where the actual ad is going to be set up. Now, typically you're creative, where it says ad creative. So that's the image, the text and the headline. This is going to be the most critical part of your ad because you know, you can target the right people. But if you're showing them the wrong thing, it doesn't matter. I can get an audience of billionaire doctors if you know, that's who I'm trying to target. But if my ad doesn't appeal to them, nothing's happening. Right. So what we're going to do to create this is use a software called Canva. This is a free platform. You can use it. You can either use the free version or you can use the paid version, which is like 13 bucks a month for this example, you probably don't even need the paid version. You can just do this for free. So what we're going to do to create this ad, I'm just going to look up casket. We're going to find a picture of a casket. I'm just going to make one of those super generic burial ads. Let's see, we will run with this one right here. So I'm going to click save image as casket and then I'll just drag it into Canva right here on the bottom. And we're going to enlarge this.

Up here. I'll make it a little bit bigger and then drag it towards the center. Alright, so next we're going to grab a little square and I'm just going to like pull this up across the top here, make a little like headline banner kind of thing, then do the same thing in the bottom.

There we go. Beautiful. And then next I'm going to grab some text, add a heading.

We'll say cover burial expenses for.

As little as $1 per day. Very catchy. And we're gonna make this white so it stands out against that background. And I'm gonna change this to Montserrat. It's my favorite font to use. Drag this out a little bit and pull it over here. We're gonna shrink it, pull it over, then drag it in so it's kind of centered. And then make it a little bit bigger. And then what I'm gonna do right here, this little arrow, this is just like the spacing, just to make it look a little bit nicer. We'll do that. And then I'm gonna make all this bolded and that looks pretty solid. And then I'm gonna go to effects lift and add a little bit of lift so that it pops more. So then I'm going to copy this text, click paste and then drag it down into the bottom. And I'm just going to say click in all caps. See if caps lock is on. There we go. Oh, come on.

What's going on?

There we go. Click.

Learn More.

To qualify.

We'll say to see if you qualify. And that looks good right there. I'm gonna make Learn More yellow so that it pops a little bit more on this ad. Let's see. We'll do a little bit of like a darker yellow so it stands out. That's perfect. Click Learn More to see if you qualify. There we go. We got our first final expense Facebook ad. You know, this isn't beautiful. It's not something that you would pay a million dollars to do. But in my experience, ads like this tend to convert really well. And I will leave a copy to this particular ad down below if you want to use it. And we'll just click Download. We're going to download it as a. We'll do a PNG and then click Download.

Now we're going to go back into our ads manager. I'm going to delete whatever this ad is. I've never seen this in my life. Click Add media, add image. And then I'm going to drag this right here.

We're going to wait for it to process. There we go. That is our ad. Click next. Done. Not going to worry about cropping it or anything. And that looks perfect. So next, this is your primary text. This is what is typically referred to as your ad copy. I've included a bunch of different examples of ad copy and headline down below for you to use. Obviously where it says North Carolina or Maryland or anything that refers to a state, you could just swap in whatever you want to say instead. So we'll grab this one, this first one right here. And again, this will all be available under the video. We're just going to paste it right in there.

There we go. So warning if you live in.

We'Ll just say warning if you are over 50. There we go. Turn off the caps lock if you are over.

If you are. If you are over 50, you need to read this. Here we go. Thousands of seniors instead of North Carolinians.

Beautiful.

Perfect. So our ad copy looks good. Next we're going to add our headline again. I've also given you some headlines. We're going to just grab this first one right here, burial insurance with no two year wait, and paste it right there.

So now we have our basic ad copy done for our call to action. In my experience, Learn More typically does the best. So that's what we're going to go with. And then this next part, this next part right here is going to be your actual instant form. This is what people will fill out. So we're going to click Create form, just going to name it form 1. Always go with more volume for your intro. You can add something here if you want to. I've seen mixed results with this but for the sake of this example I'm just going to remove the intro and the greeting and then right here you can add questions. So for example, if you want to say, I would always recommend doing multiple choice questions just because you will get cheaper leads if you do that and it's easier for them to fill it out. So we could say, you know, who will be your beneficiary and just add in, you know, my kids, my spouse.

You know, so on and so forth. Right. And then you could add whoever you wanted to do. Don't worry about lead filtering. And we would just click delete right there. Because in this example I'm not going to add any questions. Then for the pre fill questions, this is actually the contact info. These questions are just like you know, beneficiary, burial, you know how much coverage you want, all that kind of stuff. Burial or cremation, for example, there's certain questions you can't ask. But don't worry about that. For this we're going to do.

First name.

Last name.

Email.

Phone number.

Phone number and then street address.

City, state, zip.

City, state, don't worry about that. All of these questions are going to be pre filled so they're not going to have to go in and manually answer all these. You're also going to get more accurate information because this is the info that people put straight into Facebook. So it's all going to be, well not all of it, but typically you're going to see more accurate information. So zip code, that was everything we needed. From there. And then demographic questions, we're going to click date of birth that way we know how old they are. And then for a privacy policy you can go to a website called Privacy Policy Generator. Just put in your own business name and put on your business name, I think email and the country that you're from. And this will give you a free privacy policy to enter here. In this case I'm just gonna put google.comjust because I am, you know, doing this as an example, don't put google.com you will get banned from Facebook. But for the sake of this example, that's all that I'm gonna put. And then don't worry about link text there. Make sure under this custom disclaimer part if you're going to be sending them SMS texts or calling them with like a robo dial or anything. Add in a custom disclaimer and all you need to do for this is just we'll say terms and conditions.

For burial expenses.

Burial expenses, organization.

And then just add in the disclaimer for this. You can look things up. In our course, we give everybody like a done for you disclaimer so that they can avoid a bunch of TCPA issues. But what I would do here is just look up like tcpa, opt in and just add in something there. For the sake of this example, I'm not going to put this, but make sure that you put this. Otherwise you could be putting yourself at risk of having a ton of fines. I mean, we're talking like $40,000 worth of fines for one person calling someone without them saying that they opted in. There's no reason not to do this. It just takes a couple seconds. Again, if you, you know, join the course and all that, we'll give you a, you know, done for you disclaimer right here. If not, you know, it takes just a few minutes. Just go search something up and do that. So make sure you have the disclaimer. Privacy policy. You'll do that like privacy policygenerator.com and then for completion, we will just change this to say, you're almost done.

You'Re almost done.

And then if we're trying to get appointments, we would just say something like, click.

Click, I don't know why it's not doing capitals, click below to schedule a call and see if you qualify.

So we'll just say click below to schedule a call and see if you qualify. And then we would just include a link to our calendar. You can change the name of the call to Action. For this example, I would just say see if you qualify.

See if you qualify. And then we would just add a link to our calendar in there. If you wanted to do phone calls, you could then just.

Call now, call now to lock in your rate and see if you qualify.

Phone number. And then we would just add in our phone number here. So for this example, I'm just going to do View website and I'm just going to do google.com again, don't do google.com. make sure to put a link to your calendar. This is just for the sake of example, obviously. So we'll click Publish. And then, oh, there's one more step right here. In the description it says let people know how their information will be shared. We're just going to say we will contact you regarding your results using the information.

You provided. And just say something like that. That way people know why they're giving you information. It's going to increase your submission rate and just make you look more professional. So we're going to click publish.

And now our form is all done. We're going to make sure that we click select form. So in this case, we have this form right here. This is how our ad will look. Warning, if you're over 50, you need to read this. Thousands of seniors, you know, you get the picture. Ad image says cover burial expenses for as little as a dollar a day. Click Learn more to see if you qualify. They click Learn more and then they go out and fill this form. Form perfect. So that is how you set up the actual campaign. And then we would just click publish.

And now our campaign and our ads are processing. We will just wait for these to be approved and then our ads are running. So one of the things, if your ads are disapproved or they're taking forever, you can reach out to support or go to account quality and they will and request a review for all that. I go into some more in depth ways to get these ads pushed through and get them approved within the course. But if you get these disapproved, just go ahead and request review within account quality. Pretty simple and easy to do. Sometimes they will get disapproved. So just something you need to be prepared for. Now the next thing that I'm going to show you how to do is to actually get an automated notification once your leads come in so you can contact them as soon as possible and also import them into a Google Sheets so that you have everything stored so you can call your leads as you want to work them. So the software that we're going to use to have our leads automatically imported into a Google Sheets and also give us a text notification as soon as we receive a new lead is called Zapier. So if you aren't familiar or haven't used Zapier before, it's basically just a connector between different applications and runs what they call zaps to automate different parts of your business. So the first thing we're going to do is click Create zap right here. And then this first step is where you're going to select a trigger. So our trigger in this case is going to be Facebook leads ads. So we're going to click that and then we're going to choose an event. We're going to choose new lead. The only option, click Continue. Then Facebook Leads ad account. What you would do is just click Create new account, go ahead and connect that I've already done this. So we have Facebook leads, ads, Timothy Shooker, continue. And then we're going to pick whichever page we want to use. In our case it was the burial expenses organization. So I'm going to click on that and then pick which form that you want. You can either do any form if you're testing multiple or form number one in our case, click continue. And then it's going to test our trigger. It's just going to make like a dummy form fill so they have some data to base it off of. So there we go. That's all the dummy data. Click continue. And then the first action we're going to do is Google Sheets.

So our event that we're going to pick is, is.

Create spreadsheet row.

And we're going to click Continue. So you're just going to select your Google Sheets account within your Google Drive. You would just connect that if you haven't already done it, click continue. Set up action. You're going to pick which Google Drive you want to use, select which spreadsheet. I have this form right here that says final expense leads. And what you'll do is you're going to name these different columns. So for example, time created that way there's a timestamp and I know when the leads came in. So time created first, obviously meaning the first name, last email. We're going to do phone number.

Address.

Waiting for this thing to load. Type in address. Ah, it's going crazy. Address.

City, state and then zip code. And then last thing we're going to put is dob, date of birth. And now we have all of our columns filled out. We're going to go back here. We've selected our spreadsheet and then click worksheet right here. It's just going to be sheet number one. And then there we go. Now it's imported all the rows that we just created. For time created, I'm going to select created time first name. I'll just click first. Last name is right here. Email right there. Phone number is right here. Address. And we're just going to go through all of these and you know, select what data point we want to be filled into that column. So then for city, obviously we're just going to do city, state, same thing. Where'd it go?

Date is right here.

Then zip code is the same thing. Zip code and then dob date of birth is right here. Now if you ask questions in your lead form, you could add them here. So for example, if this was going to be Beneficiary I would just do that and then over here I would just select the question and match it into there. In our case we did not do any questions, so I'm just going to leave it as is. Then we're going to click Continue.

Scroll down and then click test and continue.

And we will see if it worked. So let's look here. Perfect. So it just added in all the data that we needed. First name, last name, email, phone number, you know, all of what we needed. So that's perfect. So our zap is now working and we would just click Publish Zap. Or actually there's one more step that we want to do this is to upload the data. If you also want to receive a notification to your phone, you would just click plus.

And then Twilio, if you don't have a Twilio account, you will need to set that up. There's a ton of videos out on YouTube that will show you how to do that. And then for event we'll just click Send sms, click Continue. You just select your own Twilio account. Once you've done that, continue. And then from number, I have a couple different numbers that I have within Twilio. You would just put your own phone number right here. I'm not going to put my phone number there. But then you would say, you know, new lead.

And then just add whatever information you want to come through for a text. So we could say first name, last name and state and then date of birth. So there we go. And then whenever a new lead came in, it would automatically send it to whichever phone number we put right here with their first name, last name, state, date of birth. And then you know, you'd probably want to add telephone number there too and all of that would run automatically in the background. Alright, so we've now shown you how to set up your very first Facebook ad campaign and start generating your own final expense leads on Facebook as well as how to automatically receive a text as soon as they come in so you can contact them immediately and also upload those straight into a Google Doc or Google Sheets form. Now if you made it this far in the video, I want to say thank you and also want to give you a chance to win 97 telesales Texas final expense leads. Now these are age leads, but there's 97 of them. You can win them for free and all you need to do is comment down below the word Facebook leads or just FB leads and I'm going to pick one random winner after five days of this video being up, so be sure to go down below, comment Facebook leads and you have a chance to win 97 Texas aged leads. Now typically you know people will charge 5 to $10 for aged leads giving you the chance to win these for free. Now if you've heard me mention the course a couple times in the video, I'm going to take the last few minutes just to tell you a little bit about what that is and show you what the opportunity at your fingertips really is. So basically I showed you how to set everything up with Zapier. Zapier is great, but that is the hardest way to do this. We also for our course we've included a done for you system where as soon as your lead comes in there's an automated AI powered texting notification thing that basically will send them messages to prompt them to book an appointment with you. So if you're using the done for your system that comes with our course, you're going to have automatic appointments booked for you and all you have to do is run them. You're also going to have built in lead, nurture and follow up sequences. I've given you one ad creative that you can use here. In our course we give you about 25 of them that you can use as well as multiple ad copies and headlines so you can start testing. And in this video I showed you how to set everything up. But if you found value from this in the course we're going to go more in depth as far as scaling, testing and continually managing your campaigns for long term success. So for the first 15 people that sign up for the course, we're actually giving a special discount as well as a special offer. There's going to be a link down below to check all of that out. We have another video explaining more and more about what that is going to be and what is going to be offered. But be sure to click a link down below if you found video value from this video and learn more about what else we are offering. Because I think if you enjoyed this video you're really going to like the value that we're bringing in that course course. So anyways, be sure to comment down below to get your chance to win those age telesales leads. Without any further ado, I will see you in the next one.