How to Work Aged Leads: Call Scripts, Timing & Follow-Up Cadence

You bought aged leads. Great. But now what?

Here’s the truth: aged leads don’t close themselves. They’re not magic. They’re opportunity—and like any opportunity, they require a system.

Whether you’re selling final expense, mortgage refis, or tax relief, this guide will walk you through exactly how to work aged leads for maximum ROI.

Step 1: Nail the First Call—With the Right Script

Your first impression matters. With aged leads, you’re likely not the first person to reach out—but you can still be the most effective.

High-converting first-call script:

“Hi [Name], this is [Your Name]. You requested some information a while back about [product—life insurance, tax help, etc.]. Just following up—did you get what you needed, or are you still exploring your options?”

Why it works:

• Acknowledges the delay
  
• Feels helpful, not pushy
  
• Invites re-engagement
  
• Doesn’t assume readiness or interest
  

Use variations based on vertical—but keep the tone conversational and helpful.

👉 Download All Scripts Now

Step 2: Timing is Everything—Best Times to Call

Want to double your contact rate? Call at the right times.

Best times to call aged leads:

• Weekdays 8–10am: Catch people before the day gets busy
  
• Lunch hour (11:30am–1:30pm): Especially for self-employed prospects
  
• Evenings (4–7pm): When working leads are more likely to answer
  
• Saturday mornings: High pick-up rate for final expense and Medicare leads
  

Avoid Sundays and late nights—response rates drop and DNC risks rise.

👉 Read: Best Times to Call Aged Leads

Step 3: Use a 7–10 Day Contact Cadence

One-and-done doesn’t cut it. Top agents follow a sequence like this:

Day 1:

• Call
  
• Voicemail
  
• SMS (short + curiosity-driven)
  

Day 2–4:

• Call again
  
• Email (“Still need help with [insert pain point]?”)
  

Day 5–7:

• Rotate SMS and voicemail
  
• Send a helpful link or testimonial
  

Day 10+:

• Weekly drip email or SMS touch
  
• Pause if no engagement or unsubscribe request
  

Consistency wins. Aged leads convert after 3–5 touches—not 1.

Step 4: Use CRM Tags and Notes to Track Every Touch

You don’t need fancy tools—you need simple organization.

Use CRM tags like:

• “VM left”
  
• “Not interested”
  
• “Requested callback”
  
• “Hot lead – follow-up”
  

Update status on every attempt. This lets you filter for hot prospects, automate your follow-up, and avoid wasting time on cold data.

Step 5: Keep It Helpful, Not Hype

Aged leads require empathy. These are real people with real needs—they just didn’t convert yet.

Replace hard closes with helpful phrasing:

• “Want me to resend the info?”
  
• “Do you want to look at a few options?”
  
• “Would a quick callback work better for you?”
  

You’re not a telemarketer. You’re a solution-finder. Show it.

Final Word: Aged Leads Work—If You Do

If you’re dialing once and moving on, aged leads won’t pay off.

But if you build a cadence, follow a script, and stay consistent? Aged leads will be the most profitable contacts in your pipeline.

👉 Need leads to test this out? Buy Aged Leads Now
👉 Want ready-to-go scripts? Download Our Sales Toolkit

Related Reading

• How Much Do Aged Leads Cost?
  See what you’ll pay by vertical, filter, and lead age.
  
• Best Times to Call Final Expense Leads
  Time your outreach to maximize contact and appointment rates.
  
• Aged vs Real-Time Leads: What’s Better for ROI?
  Compare cost per sale, volume, and conversion strategy.