How to Work Aged Insurance Leads

A question we at Secure Agent Leads often get from insurance agents is: “How can I get off to a quicker start if I can’t afford to buy leads?” The answer is with our aged insurance leads.
Aged leads are a much more affordable avenue for agents than instant and, coupled with a strong system or door knocking, is a super effective way to supply your business with qualified prospects.
One piece of equipment we suggest to get is a dialer.
Aged insurance leads are a low-cost alternative to real-time leads but they are 30, 60 or even 90 days old and a predictive dialer will save you time by screening out busy signals, no-answer, answering machines and disconnected numbers automatically. This keeps insurance agents talking to real people and focused on selling.
As with real-time leads, aged leads require a system.
We’ve detailed our ‘Three S’ systems before but here’s a quick run-through:

  • Set 15 appointments
  • Sit with 10 prospects
  • Sell 5

Then there’s the ‘Three S’ system to working leads

  • Speed – Call your leads with speed. This is more important with real-time leads but you’ll still have a better chance of closing your prospects of calling them right away.
  • Shots – Take six shots with your leads. Unless they get overly angry and flatly tell you to stop calling them, get to six calls. 80% of sales are made between the 5th and 12th contact so get to six calls!
  • Skill – You won’t have this immediately but if you go fast and take your six shots you will start gaining skill as an insurance agent. They say it’s 10,000 hours to mastery, so take those shots with speed and you’ll become a better agent because of it.

Don’t forget to keep track of your numbers later so you can update your Set, Sit, Sell numbers to one more appropriate for you to reach your income goals! You can do this with any customer-relationship management software.
CRM software will also help you to remember to follow up with your leads, how many times you have and also leave notes to remember what they needed.
Again, a reminder:
—-You’ll close a higher percentage of real-time leads, justifying their larger cost. Aged insurance leads are much cheaper but you’ll close less of them meaning you’ll need to buy more.
This makes it a numbers game. You’ll want to buy a large volume of aged leads to make up for the smaller close rate. Since they are vastly cheaper, this is possible.
That also means aged leads offer a better return on investment even though you’ll need to invest in a dialer and buy in bulk. This is why Secure Agent Leads recommends them as an affordable way for brand new insurance agents to get off to a hot start.
Secure Agent Leads offers aged leads as well as real-time leads customized to your targeting needs and delivered to you within 48-72 hours.

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