No Excuse, Just Produce.
How To Start With Aged Leads
BEFORE YOU ASK, “How many leads should I buy?”
The answer is simple: AS MANY AS POSSIBLE IN YOUR BUDGET.
If money is tight in the beginning, we recommend you start off with second-chance leads so you can get an abundance of them (Hundreds at a time). “Second-chance” leads from clients who filled out a request for coverage a while ago… but their file has yet to be closed.
Leads that were generated at least 45 days ago are typically a fraction of the cost of a real-time response lead.
You can buy 125-400+ leads for under $500 (compared to only 20-30 ‘real-time’ leads) and call them frivolously. These types of leads are great to practice with.
Get a few sales from the batch and use that money to reinvest in a better source in due time (New leads = same ROI with less legwork, yet more cost per acquisition).
If you do this right and reinvest immediately from your first batch of profits- you can play with house money and “Only invest in leads once”!
Even though real-time campaign leads and/or inbound calls are the better option, THEY ARE ALSO MORE EXPENSIVE if you don’t have the discretionary income to fund them. Every Agent has to go through a learning curve to get comfortable within their craft- so it is most advised to start with secondary leads to learn your objections, critique your closing skills, and “become emotionless” with your dials at a more cost-efficient rate.
SO PLEASE- DON’T ASK YOUR UPLINE HOW MANY LEADS YOU SHOULD BUY…
The answer resides in you: How much are you willing to spend on your Future-Self?
*REMEMBER: You are not Buying Leads… You are INVESTING in the growth of your business.
⭐️WE RECOMMEND YOU INVEST AT LEAST $500-$750 INTO YOUR FIRST BATCH OF LEADS… REGARDLESS OF WHERE YOU GOT THEM FROM (Lead Vendor Options Below).
**Also Note: The average Hall-of-Fame Agent ($400K+ producers) spends at least $1,500-$2,000 a week on leads.
Remember- it’s not about what you spend… It’s all about how much you keep. Every life decision is all about perspective.
If you can’t afford ANYTHING:
Perfect. This is exactly why you have to work your ass off to get out of this position …forever! Do Whatever You Need To Do to fund your business:
Borrow money.
Sell a policy to someone in your sphere of influence (Friends, Family, Neighbors).
Open a line of credit.
… Just get the job done!
After you sell your first policy, use those funds to get your first batch of leads.
🏁 At the end of the day… get your hands on 200+ “New to You” leads as soon as you can.
You will be able to use last week’s commission to fund this week’s lead source. Without leads, you don’t have a business.
Remember: With second-chance leads, you must grind your way to the top. You will potentially run into wrong numbers, people with bad attitudes, and a lot of objection handling… however, they are STILL GOLD at the end of the day. It’s a numbers game; as long as you stick with the script, you will find someone who needs your assistance. 300+ dials a day can’t be something that scares you; you have to posture it as your new way of life. If you want to scale your telesales business… you have to put in the work!
This is where you will perfect your craft and MASTER your telesales script; you will continue to improve after each call. Everyone has the same objections and prescriptions… It’s all about repetition. Eventually, you will become a master of your craft!
Your goal is to get paid as soon as possible. Get as many leads as you can and start pumping out some sales!
Put your book of leads in your favor. Some won’t answer the phone. Some people won’t like you... BUT SOME WILL. It's the Law of Large Numbers. Plug into the system, believe in yourself, and turn your dreams into reality with hard work.
WEEKLY LEAD BREAKDOWN:
250 aged Leads = $500-$1,000 invested
(Depending on the lead source; we recommend having a healthy blend of a few vendors). 250 “New to You” Leads = 30-40 Appointments set for the week.
30 - 40 appointments scheduled a week = 12 to 20 Appts resulting in a no-show, or cancelled appointment.
20 Appointments Sat on each week = 4- 6+ Policies Closed.
4 - 6(+) Families Helped = 3-5X your investment in profit 💰
(Take some of last week's profit, reinvest, && show up again next week.)
AGENT TIP- About 20% of your books will fall off (Industry Average); due to buyer’s remorse.
Take this into account while managing your finances so you can be ahead of the game.
Top aged Lead vendor: Goat leads
GoatLeads provides both new and aged life insurance leads with strong intent, helping agents avoid overworked lists, control costs, and stay consistently on the phone with qualified prospects ready to talk. Here are our top choices for Aged Leads to give you the best bang for your buck.
Aged Final Expense ($4 each, 45-90 days old )
This is a financially stable lead
Recently purchased or refinanced their home within the past year.
Your client is now settled in and knows their revised monthly cost.
Aged Vets ($7)
Pre-Selected which Branch of the Military they served in
Vets typically have more money to spend (VA disability income)
Typically higher A.P. per client
Generally looking for a higher Death Benefit
$1 Aged Leads (120 + Days Old)
Still, High-quality prospects with a likelihood to convert
Gives you a lot more “at-bats” if you are still on a fixed budget
Generated from a variety of insurance-specific sites, specifically from consumers requesting an online quote for whole life insurance or final expenses.
From Intergrity’s Lead Center (ILC):
ETHOS ABANDONED CART ($8)
The client previously went on ethos.com to find a policy, but didn’t finalize the process.
Best bang for your buck; clients usually are looking for higher premiums.
BRONZE/SILVER LIFE LEADS ($1, $2)
Top choice for New Agents on a budget!
(Play the “Law of Large Numbers” game)
GET 100’s of leads for a fraction of the cost of real-time leads.
BRONZE MORTGAGE PROTECTION MAILER ($2/$4)
*🏠 Best choice for Aged Mortgage (Load up!)
You will have the clients hand-written lead card
SPHERE OF INFLUENCE ($ Free)
Practice your Presentation & Financial Inventory with friends, family, coworkers, and neighbors
You will be surprised by how many people you know need a policy.
Use this commission strictly for your first lead investment, then continue to play with “House Money”!
Want to Learn How to Generate Your Own Leads?
(Minimum $50/Day Campaign)
Ready For Inbound Leads?!?
($35-$60 per call)