Aged vs High-Intent Leads: Real ROI Math (+ Free $200 Test Calculator)
Short answer: Aged leads usually win when you have more time than cash and you’ll follow a simple cadence. High-intent (and warm transfers) win when you have more budget than time and need results fast.
⚡ TL;DR
- Aged = volume + practice. Lower CPL lets new agents learn fast and keep pipeline full.
- High-intent = speed. Fewer leads, higher intent, higher price; great if you can close now.
- Run a $200 test on each, track a few KPIs, and scale the winner.
📏 The Inputs You Need (keep it simple)
- Budget (e.g., $200)
- CPL (cost per lead)
- Contact rate (contacts ÷ leads)
- Quote rate (quotes ÷ contacts)
- Bind rate (policies ÷ quotes)
- Commission per policy (first-year average)
KPIs to track weekly
- CPA = spend ÷ policies
- ROI = (commission − spend) ÷ spend
- (Helpful: Attempts per contact, time-to-first-attempt)
🧪 The $200 Test Plan (7 days)
- Buy a small package (aged or high-intent).
- Follow a 7-day sprint (then weekly nurture):
- Day 0: SMS → Call AM → Call PM (VM if no answer)
- Day 1: Email 2 options → SMS nudge
- Day 2: Call + VM
- Day 3: SMS “1 = lower monthly, 2 = lower out-of-pocket”
- Day 4–7: One touch/day; set appt or move to nurture
- Score outcomes in your CRM (Bad #, DNC, Duplicate, Contacted, Appt, Quote, Bound).
- Compute CPA & ROI. Replace per policy if allowed.
- Decide: Scale the winner or tweak cadence and retest.
🧮 Example Math (illustrative, not promises)
Scenario A — Aged Leads
- Budget: $200
- CPL: $0.75 → Leads ≈ 267 (200 ÷ 0.75 = 266.66…, round to 267)
- Contact 30%: ≈ 80 (0.30 × 267 = 80.1 → ~80)
- Quote 30% of contacts: ≈ 24 (0.30 × 80 = 24)
- Bind 20% of quotes: ≈ 5 (0.20 × 24 = 4.8 → ~5)
- CPA: $40 ($200 ÷ 5)
- If commission = $300: revenue ≈ $1,500 (5 × 300) → ROI ≈ 650% ((1500 − 200)/200)
Scenario B — High-Intent Leads
- Budget: $200
- CPL: $25 → Leads = 8 (200 ÷ 25)
- Contact 55%: ≈ 5 (0.55 × 8 = 4.4 → ~5)
- Quote 70% of contacts: ≈ 3 (0.70 × 5 = 3.5 → ~3)
- Bind 35% of quotes: ≈ 1 (0.35 × 3 = 1.05 → ~1)
- CPA: $200 ($200 ÷ 1)
- If commission = $300: revenue ≈ $300 → ROI ≈ 50% ((300 − 200)/200)
The trade-off: intent vs volume. Aged gives you more reps and lower CPA if you’ll work the process. High-intent gives you speed—at a price.
🎯 When Each One Wins
Choose Aged if you…
- Can do 20–40 dials/day and send compliant SMS.
- Want to practice openers/rebuttals without burning budget.
- Need to fill evenings (Life/FE/MP) or pre-book AEP (Medicare).
Choose High-Intent if you…
- Need same-week sales and have the budget.
- Prefer live transfers or booked calls.
- Have limited time and strong close rates.
📈 How to Lower Your CPA (fast levers)
- Time-to-first-attempt: same day, ideally <2 hours.
- Call windows (lead’s local time): 8:30–10:30, 11:30–1:30, 4:30–7:30.
- Permission-based opener: “Got 60 seconds now, or should I text two options?”
- SMS micro-commit: “1 = lower monthly, 2 = lower out-of-pocket.”
- Voicemail (≤17s): promise value, not a pitch.
- Data hygiene: dedupe + DNC/litigant scrub + correct time zone.
- A/B test one change at a time: opener, SMS timing, window, VM script.
🧮 ROI Calculator (Interactive)
Prefer a live calculator? Use our ROI Calculator to compare aged vs high-intent in minutes. Enter your Budget, CPL, Contact/Quote/Bind rates, and it instantly returns Leads, Contacts, Quotes, Policies, CPA, and ROI—so you can scale what works without guesswork.
🙋 Quick FAQs
Is $200 enough to test?
Yes. It’s enough to establish your contact/quote/bind baselines without overspending.
What’s a good starting CPA on aged leads?
Many agents land between $20–$80 once the cadence is consistent. Improve weekly.
What’s a good starting CPA on aged leads?
Many agents land between $20–$80 once the cadence is consistent. Improve weekly.
🎯 Ready to stop guessing and start measuring?
Run the $200 test, track your KPIs, and scale what wins.
👉 Get access to high-quality aged insurance leads starting at just $0.25 per lead.
Let us show you how to work them the right way.
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