Boost Contact Rate for Aged Leads (Dialer, Time-of-Day, SMS)
Aged leads don’t need magic. They need speed, consistency, and compliance. This playbook shows your agents how to reach more people—without sounding pushy or breaking rules.
⚡TL;DR (what to do today)
- Power dial + permission opener during 3 prime windows.
- Micro-SMS before/after calls with a clear opt-out.
- Short voicemail that promises value (not a pitch).
- 7-day sprint then weekly nurture—never random one-offs.
- Track Contact Rate, Appointment Rate, and Attempts per Contact—optimize weekly.
📊Set your baseline (so wins are real)
- Contact Rate = (unique contacts ÷ total leads)
- Appt Rate (from contacts) = (appointments ÷ contacts)
- Avg Attempts per Contact = (total call/SMS attempts ÷ contacts)
- Time-to-First Attempt = minutes from import → first touch
Benchmark each weekly; improve one lever at a time.
📞 Dialer setup that actually boosts reach
Single-line for quality, power dial for volume. Use power when you have clean data and strict DNC/litigant scrub; drop back to single-line for niche leads (e.g., T65 with doctors/meds qualifiers).
Must-have settings
- Local presence numbers per state (rotated).
- Call outcomes mapped to automation (e.g., “No Answer” → schedule SMS).
- Retry rules: 2 attempts same day (morning + evening), then 1/day for 5 more days.
- Voicemail drop: one concise version (≤17s), never spammy, always value-forward.
Permission-based opener (use this)
“Hi {First}, it’s {Agent} about the {Line} options you requested. Is now okay for 60 seconds, or should I text you two quick options?”
⏰ Time-of-day that wins more pickups
Work the lead’s local time (not yours) and focus on these windows:
- Morning: 8:30–10:30
- Lunchish: 11:30–1:30
- Early evening: 4:30–7:30
Rotate windows across days so you meet different routines. Sundays early evening can be strong for Life/FE; weekday mornings often best for Medicare admin tasks.
💬 SMS that gets replies (and stays compliant)
Always include an opt-out and respect it. Keep it human, short, and micro-committal.
First SMS (after import or missed call)
“Hi {First}, you asked about {Line}. Want me to send a quick 2-option comparison? Reply YES. Reply STOP to opt out.”
Choice SMS (drives fast replies)
“Quick one: lower monthly cost or lower out-of-pocket? Reply 1 or 2.”
Appointment SMS
“I’ve got a 6:30p or 7:30p today for a 10-min review—what works?”
📮 Voicemail that earns the callback (≤17 seconds)
“{First}, it’s {Agent}. I priced two options that match what you asked for. I’ll email them now—text me if SMS is easier. Call {Phone}. Thanks!”
One version only; consistency helps you measure impact.
🏁 The 7-day sprint (then light nurture)
Day 0: SMS → Call AM → Call PM (VM if no answer)
Day 1: Email (2 options + calendar) → SMS nudge
Day 2: Call + VM
Day 3: SMS “1 or 2” choice
Day 4: Call to qualify + set appointment
Day 5: SMS two time slots
Day 6: Email w/ mini-testimonial
Day 7: Call to close loop → move to nurture
🎯 Talk tracks by line (for higher pickup & stickiness)
Medicare (AEP/OEP & T65)
- Opener: “Most folks ask: are my doctors in-network and what will my meds cost? Want me to check both now?”
- Qualify: doctors, meds, ZIP, current plan, budget, timeline.
Life (Final Expense / Mortgage Protection)
- Opener: “Most people want a payment that fits and no surprises for the family. Which matters more today?”
- Qualify: beneficiary, budget, health, nicotine.
Health / ACA
- Opener: “Big trade-off is premium vs. out-of-pocket. Do you visit doctors often or mostly want the lowest monthly?”
- Qualify: household size, income (subsidy), doctors, meds.
🧼 Data hygiene (unsexy but decisive)
- DNC + litigant scrub before any call/text.
- TCPA proof stored with each record (timestamp, source).
- Language, time zone, and state normalized for correct windows.
- De-dupe by phone/email across sources so you don’t burn trust.
🧪 What to A/B test next (one change at a time)
- Opener: “Did I catch you with 60 sec?” vs “Is now okay or should I text?”
- SMS timing: Pre-call vs post-call.
- Call windows: Two morning shots vs morning + evening.
- Voicemail: With/without “I’ll email now” promise.
- Local presence: Single vs rotating local numbers.
❓FAQs
Q: How many attempts is too many?
Front-load 2 on Day 0, then 1/day to Day 7. If no engagement, move to weekly nurture and only re-try when something changes (rates, benefits, deadlines).
Q: Should I use ringless voicemail?
Only if allowed in your jurisdiction and per carrier/agency policy. When in doubt, stick to live calls + standard voicemail.
Q: What if someone says “not interested”?
Close the file politely and ask for permission to ping if rates/benefits change. Honor all opt-outs immediately.
🎯 Ready to Outwork the Market?
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