If you’re new to final expense insurance, you may be wondering where to get lead and the best way to start selling this insurance product.
One of the most popular (probably because it is so cheap) is to start by buying a batch of aged final expense insurance leads. But, leads alone won’t hit your sales quota. You need to also perfect your final expense telemarketing sales process.
This sales process has a couple of important elements:
- A good sales script – well-practiced
- A comprehensive Final Expense FAQ (there are a lot of things to learn about this product, so it’s nice to have a quick reference checklist by your side)
- A sales system that incorporates sales and marketing automation
Let’s take a little deeper look into how aged final expense leads and the telemarketing process works.
Do Aged Final Expense Leads Work?
Like all busy agents, you want answers before you invest a lot of time and money in the leads themselves, much less in added equipment, sales scripts, and marketing resources. Here’s my short answer: aged final expense leads do work — as intended. By that, I mean these leads do exactly what they’re intended to do.
However, if your expectations are set too high or your lead-working process isn’t up to snuff, you may be disappointed. But remember, your expectations and your process are fully under your control. If you’re looking for an affordable way to get started with final expense or inject new final expense leads into your pipeline, aged leads can be a great way to do it. Here’s how to get the most from them.
Have a System and Process
The make or break key to success with any aged lead strategy is whether you have a system and process in place for working these leads. Those that do, do well. Those that don’t, not so much.
That’s because aged leads are cheap and you’ve got to buy and work a lot of them to sell your policies. With aged leads, this low price, a high volume strategy can work for you. But you’ve got to be ready to work them.
Depending upon your lead source(s), you might want to use an autodialer (check with your legal counsel or compliance officer first). There are many different types of dialers, progressive, or predictive ones. A dialer can increase your productivity and help you call through your customer lists much more efficiently.
Always use a sales script with aged leads. If these are previously contacted leads, they may have received a ton of calls when they first requested a quote. That can be off-putting to some folks, so you’ll want to word things just right if you get these folks on the phone. If you’re a face-to-face agent use your script to set an appointment. If you work phone leads, use your script to get a small “yes” so that you can get back to them with information, mail or email a packet of information, etc.
If you find you’ll need work on a lukewarm lead a little longer, you’ll appreciate having a CRM as part of your system. Use it to keep track of lead contact info, call notes, calendar followup reminders, and email marketing efforts.
Be Ready to Nurture Leads
Today’s insurance leads are taking longer to close, according to industry reports. This is true of many types of aged leads as well, with some taking between five and seven touches to close a sale. Now, this isn’t so much a problem for aged leads agents because they have their system and process. There’s a routine to making the required number of contacts and tools such as dialers, CRMs, calendars, and email marketing can partially automate some of these repeated contacts.
But there’s no question that aged leads are going to take some nurturing effort to pay off. Remember, they do come at a discount for a reason.
Buy Enough Leads
Lastly, it’s important to buy enough aged leads. Just because they’re cheaper doesn’t mean you can buy less of them. Some will simply not be viable, especially those that are more than a year old. You’ll have to work through a larger number of aged leads to find the qualified warm leads.
Plus, aged leads have good and bad batches. This is called variance, and you want to buy enough aged final expense leads to even out variance so that you have a more predictable closing rate. But this works out in your favor because of the affordable price of aged leads.
Say you have $100 right now to buy some final expense leads. You could buy as many at 50 aged leads. You may only sell 2 policies out of 50, but you’ve still sold 2 policies for a $100 investment. Say instead you buy 3 or 4 exclusive leads, which may be all you can get for $100. You need to sell 2 of these to get the same return on your $100 investment. That kind of close rate can be hard to maintain. A commission is a commission. Your aged leads get you two sales for $100, where you may have trouble getting 1 with only 4 leads to work.
Aged final expense leads aren’t for everyone. Some folks do better with different systems. But for those who can’t afford to buy a large number of exclusive internet leads or high-value direct mail leads, aged leads can be a nice entry point into final expense as well as a good way to top up your sales funnel.
Ready to get started with aged leads? Fill your pipeline with a fresh supply of high-quality leads from The Aged Lead Store. You’ll find thousands of sortable aged leads, ready to boost your sales, whether your business is auto, life, health, Medicare supplement or homeowners insurance, annuities, auto warranty coverage, mortgage refinance, or solar installation.