Hello everyone,
I decided to purchase some aged leads, I am wondering, who here has tried this before? What do you say to them when you call?
Any other ways to utilize these leads?
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I think it depends on the line you are selling. For P&C, they are not worth the electrons they are transmitted on, but for health, I used to do okay with them (never great).
I haven't tried them for life, but I would imagine you could do okay.
What I somewhat figured out over time was that with P&C leads, there is an event that drives the lead, such as a new car (or home) purchase, a letter from the bank saying they need coverage, a letter from the DMV that says they need coverage, etc. These events are short lived and do not make them ineligible for coverage, so they buy on the spot.
With life and health, there usually isn't the same sense of urgency. If there is an urgent issue, it probably makes them ineligible for coverage. People will get started, then get overwhelmed, then think about it for a while. A well timed followup phone call (i.e. 30 days) can catch some in the mood to move forward.
I haven't done these in a while (several years). With internet leads getting so bad, the aged leads have probably gotten much worse as well. Of course, if they filter out leads that others returned for credit, you could do pretty well.
I've worked a few aged leads and have always found the best approach to be a phonecall and an email with a similar message:
"Hi, this is Nick Perry from Georgia Insurance Options and I'm calling as a followup to a request you made for health insurance information ___ weeks ago. I'm just making sure that you were satisfied with the quality of service you received, and if not, I'd like to ask you what we could do in the future to make you happier."
Responses are usually:
1. No contact
2. "STOP CALLING DAMNIT."
3. "I got mah policy and I's as happy as a clam."
4. "I got fed up with the whole thing and gave up."
5. "I got something but I'm really uncomfortable with it / got hard-sold into it / didn't understand what I was getting."
You're out of luck with one and two. With three, if it's an aged health lead I use something like "Well that's fantastic, I'm glad to hear that you were able to find a policy that fit your needs! Now, before I let you go, just one more quick question: did your agent also go over your options for life insurance coverage?" Vice versa with an aged life lead.
I have two life appts this week from leads that were back from March and May that were recently acquired.
One stated no one ever contacted him and the other stated the callers were too pushy.
With that, I would say follow the advice that Souldeux provided and figure out what works for you; cross selling is key...
I'll let you know what comes of these opptys as they are months old...
Aged leads can work well if you get someone who was interested, put it off, and nobody ever kept up with them. Sometimes they appreciate persistency. I've had many people thank me for continuing to call and e-mail them once in a while as they kept putting it off but did want to get it done. I would say it would depend on the cost per lead and what line of business.
Hello everyone,
I decided to purchase some aged leads, I am wondering, who here has tried this before? What do you say to them when you call?
Any other ways to utilize these leads?
I sell aged leads and also use them myself, they are at their peak at around the 45 to 60 day old mark, this is well known among the call centers. I sell large orders, (2000+) for 25 cents per lead. Or I load them into a dialer and charge an hourly rate.
I sell aged leads and also use them myself, they are at their peak at around the 45 to 60 day old mark, this is well known among the call centers. I sell large orders, (2000+) for 25 cents per lead. Or I load them into a dialer and charge an hourly rate.
Do you have any for Final Expense? If so call Greg 252-292-3350. Thanks.
Aged Leads
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