What's the deal with "aged" leads?

From their name, you can get a good idea what aged leads are. They’re leads that requested a health insurance quote recently, but a little time has passed and they’re not as fresh. They’re a bit older, so they’re less expensive than a lead that is sent to you in real-time, seconds after the prospect has expressed their interest for a quote.

So why are more agencies ordering aged leads lately? Because they’ve discovered that supplying their rookie agents with aged leads is the most cost effective way to train them. New agents get to cut their teeth on a big batch of leads, and the agency doesn’t have to shell out the big bucks.

Even if you’re not training an agent, you can plow through aged leads on your own without straining your budget. I’ve seen this work really well for agents who plug the leads into their LeadMiner autoresponder.

Here’s how that works:

When the aged leads are delivered, they’re automatically sent a personalized email from you. And if you’ve got quoting set up too, the aged lead even gets an updated health insurance quote in the email. You bring in the aged leads at a low price, and you don’t have to lift a finger to get in front of them. And any time that aged lead checks out their quote online, you get an email alert. Now you know they’re a “fresh” lead again, and can hop on the phone to qualify them or make the sale.

So that’s aged leads in a nutshell. A favorite for training rookies, and an affordable way to supplement your real-time leads. If you’re interested in picking some up for your agency, let us know at 1-877-561-9663 ext. 1.

Scott Sullivan is Vice President of Broker Sales at ProspectZone, where he uses his 4 years of industry experience and impressive knowledge of how insurance agents sell to forge strong relationships with successful agencies and insurance carriers nationwide. His team works with agents across the country and educates them on how to implement technology and lead generation into their daily routines. He welcomes feedback at ssullivan@prospectzone.com

Need some advice on how to close leads? Get your questions answered right here in the ProspectZone newsletter by our own sales expert, Scott Sullivan. Submit your sales questions to experts@prospectzone.com. One question a month will be selected and featured in the newsletter.

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