Scanning the obits and mailing the survivors is brilliant. I'm sure when they receive your letter, they will take it as divine intervention and jump at the opportunity to see your "free" comprehensive planning resource.
Actually working the obits is not anything new. Some agents, especially debit agents have done very well working the obits. They would call on the pall bearers within a week or two and the survivors after about three to four weeks. Their approach to them is the same as the approach they would use for anyone else but they think they get a better response because the problems with paying for final expense are fresh on the prospects mind.
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