Introduction
Contacting aged insurance leads is one of the most effective ways for insurance professionals to extract more value from their marketing spend while keeping acquisition costs low. In 2024, a thoughtful, data-driven approach to reaching out can turn previously dormant leads into engaged insurance clients. This guide outlines strategic, actionable methods to help you contact aged insurance leads for maximum impact.
Understanding Aged Insurance Leads
Aged insurance leads are contacts who showed interest in insurance products—be it health, auto, life, or related types—but who did not convert during the initial contact period. Usually, these leads are 30, 60, or 90+ days old.
Why Aged Leads Matter:
- Cost-Efficiency: Typically available for a fraction of the price of fresh leads.
- Lower Competition: Fewer agents reach out, increasing your chance of breaking through.
- Established Intent: Initial inquiry proves a baseline interest in insurance products.
Challenges:
- Data may be outdated or incomplete.
- Some leads may have already purchased coverage.
A strategic approach increases relevance and re-engagement potential.
Why Contact Aged Insurance Leads?
There are key advantages to working aged leads:
- Reduced Lead Costs: These leads require far less investment than acquiring new ones.
- Higher ROI Potential: Historical conversion data shows aged leads regularly perform well when approached with method and consistency.
- Opportunity for Expanded Business: Many aged leads are open to policy reviews, cross-selling, or exploring new coverage options.
Smart agencies use tailored campaigns to consistently achieve conversions of 5–15%.
Preparation: Segmenting and Researching Your Leads
Proper prep is essential to avoid generic or misdirected outreach:
- Segment Leads Effectively: Sort by age (30, 60, or 90+ days), product interest, state, or preferred communication channel.
- Verify & Update Information: Use lead verification tools, LinkedIn, and other sources to refresh old data and maximize successful contact rates.
- Personalize Approach: Review past communications and tailor follow-ups to each lead’s history, increasing the sense of relevance.
Best Communication Channels
Broadening your contact tactics is critical:
- Phone Calls: Direct, personalized; still among the best for engagement. Prepare value-rich, concise scripts.
- Emails: Personalized messages, regular follow-ups, and clear calls to action help maintain top-of-mind awareness.
- SMS/Text Messaging: Effective for brief pings and reminders (always include opt-out).
- Social Media Outreach: Especially effective for commercial or professional lines.
Omnichannel communication ensures your message is seen and heard.
Effective Messaging Strategies
Your messaging should open doors, not close them:
- Note the Time Gap: “It’s been a while since we last spoke…”
- Deliver Value: Mention updates to insurance products, regulations, or exclusive discounts.
- No Pushiness: Focus on being helpful, not hard-sell—information and solutions build trust.
- Personalization Counts: Use what you know of their prior inquiries or stated interests.
Sample Script:
“Hi [Name], this is [Your Name] from [Agency]. You previously inquired about [policy type]. I wanted to share some important updates and see if your coverage needs have changed or if you have new questions.”
Optimizing Timing and Follow-Up
Refined timing yields better results:
- Contact Windows: Best responses usually occur during mid-morning or early afternoon. Test to find your optimal window.
- Structured Follow-Up: Stagger calls, emails, and texts for persistent yet respectful outreach. Always document outcomes and next steps.
- Respect Preferences: Promptly remove contacts who express disinterest or request no further communications.
Consistent follow-up often drives the highest conversion rates in aged lead campaigns.
Compliance and Ethical Considerations
Privacy regulations are stricter than ever. Always:
- Adhere to TCPA, DNC, and Applicable Privacy Laws: Scrub numbers against the do-not-call lists and confirm consent before any outreach.
- Respect Opt-Outs: Make it easy for prospects to leave your list.
- Be Transparent: Clearly state your name, agency, and purpose at the beginning of each interaction.
Maintaining ethical standards protects your business and reputation.
Measuring Success & Continuous Improvement
Success comes from tracking and optimizing your process:
- Measure by Channel: Track which contact methods drive the best response.
- Track Key Metrics: Appointment sets, quotes delivered, conversions made.
- A/B Test Scripts and Timing: Small tweaks can dramatically improve results.
- Refine Regularly: Use your data to continually enhance your approach and pipeline.
Related Reading
- Best Practices for Contacting and Converting Insurance Leads
- How to Work Aged Leads: Call Scripts, Timing, Follow-Up Cadence
- Best Time of Day to Call Aged Leads, Based on 1M Dials
Ready to re-engage your old leads?
Start applying these best practices today and turn aged contacts into policyholders with proven outreach strategies.
