What Are Aged Insurance Leads—and When Do They Beat Fresh/High-Intent?

What Are Aged Insurance Leads—and When Do They Beat Fresh/High-Intent?

Short answer: Aged leads are real opt-ins that are a few days to a few months old. They’re far cheaper than fresh/high-intent, so new agents on small budgets can buy more volume, practice scripts, and still hit ROI—if they follow a simple, compliant cadence.

⚡TL;DR

  • Aged = older opt-ins (not cold lists). Cost is often a fraction of fresh/high-intent.
  • They win when you have time, consistency, and a tight follow-up process.
  • They lose if you won’t run a cadence, track KPIs, or buy from transparent vendors.
  • Start with a $200 test, measure weekly, and scale what works.

🧩 Definition: What Counts as an “Aged” Lead?

A consumer who requested insurance info (Life, Medicare, Health/ACA) in the past—the record wasn’t sold as “fresh” and is now discounted. The interest was real; your job is to re-engage professionally.

📈 Quick ROI Math (why small budgets thrive here)

Assume $200 test budget.

  • Scenario (likely for beginners):
    CPL $0.75 → 267 leads (200 ÷ 0.75 = 266.7 → ~267) →
    30% contact = ~80 contacts → 30% quoted = ~24 → 20% bind = ~5 policies →
    CPA ≈ $40 (200 ÷ 5).
  • Fresh/high-intent comparison (illustrative):
    CPL $25 → 8 leads → 55% contact ≈ 4–5 → 70% quoted ≈ 3 → 35% bind ≈ 1 policy →
    CPA ≈ $200.
You’re trading some intent for volume + practice. Volume helps you build skill and pipeline fast.

🥇 When Aged Leads Beat Fresh/High-Intent

  • You have more time than cash. You can make 20–40 dials/day and send compliant SMS.
  • Skill building. You want reps on openers, rebuttals, and quoting without burning $$.
  • Pipeline warming. Pre-AEP (Medicare), pre-OEP/SEP (ACA), or between campaigns.
  • Cross-sell angles. Final Expense ↔ Mortgage Protection, Med Supp ↔ MA, etc.
  • Testing scripts/cadences. Cheap volume lets you A/B test without fear.
See also  What Are Aged Life Insurance Leads?

When Fresh/High-Intent Wins

  • You need same-week sales and can’t run volume.
  • You’re short on compliance ops (no TCPA/DNC process).
  • You want live transfers and have the budget to pay for them.

📞 The Cadence That Makes Aged Work (copy/paste)

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 (price vs. benefits)
Day 4: Call to qualify + set appointment
Day 5: SMS two time slots
Day 6: Email with brief testimonial
Day 7: Call to close loop → move to nurture

💬 First-Touch Scripts (permission-based)

Call opener:

“Hi {First}, it’s {Agent} about the {Line} options you asked for. Do you have 60 seconds now, or should I text you two quick options?”

SMS (consent-aware):

“Hi {First}, you requested {Line} info. Want me to send a quick 2-option comparison? Reply YES. Reply STOP to opt out.”

Voicemail (≤17s):

“{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!”

🧼 Compliance (don’t skip)

  • TCPA proof stored per lead (timestamp + source).
  • DNC & litigant scrub before dialing/texting.
  • Opt-out in every SMS; honor STOP immediately.
  • Record outcomes in your CRM; throttle contact times to local hours.

🧰 Line-Specific Wins (where aged shines)

Life / Final Expense / Mortgage Protection

  • Simple needs: beneficiary + budget. Evenings often best for pickup.
  • Filters to value: age bands, smoker, language, state/ZIP.

Medicare (AEP/OEP & T65)

  • Lead with doctors & meds; morning or lunch windows perform well.
  • Use aged to pre-book AEP reviews and build a T65 pipeline.
See also  Should I be Worried that Some of the Aged Leads are on the Do Not Call List?

Health / ACA

  • SEPs create ongoing intent; clarify subsidy and network early.
  • Micro-commitment texts (“1 = lower monthly, 2 = lower out-of-pocket”) drive replies.

🔎 Vendor Checklist (buy smart)

  • Source transparency (where/when did they opt in?).
  • Replacement/refund policy, written.
  • Scrubs/filters available (DNC, litigant, language, state, FE/MP/T65, smoker).
  • File format ready for your CRM/dialer.
  • Price by package with clear age brackets on the data.

🎯 KPIs to Track Weekly

  • Contact Rate = contacts ÷ leads (target 25–40%+ as you improve)
  • Appt Rate (from contacts) = appts ÷ contacts (20–30%)
  • Bind Rate (from quotes) = policies ÷ quotes (20–40%)
  • CPA = spend ÷ policies (push this down every week)

🎯 Ready to test aged leads the smart way?

The agents winning this year aren’t waiting for “hot” leads—they’re starting more conversations, faster.

👉 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.

Click here to See our LEAD PACKAGES

Dustin DeTorres

Dustin DeTorres is the Co-Founder of Badass Insurance Leads. For over a decade, he's helped insurance agents across the USA close deals by generating leads for their businesses.

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