Many insurance agents struggle with generating a consistent, affordable flow of new prospects. With rising lead costs and intense competition, finding scalable, high-ROI options is essential. One often overlooked strategy is leveraging aged leads—prospective customers who inquired days, weeks, or months ago. When worked correctly, aged leads can deliver big results at a fraction of the cost.
What Are Aged Leads?
Aged leads are contacts who showed interest in insurance products but were not engaged immediately. These leads typically come from online quote forms or insurance marketplaces and include basic contact info, product interest, and demographic data.
While no longer “real-time,” aged leads often retain high conversion potential when paired with consistent follow-up and targeted messaging.
How Do Aged Leads Work for Insurance Agents?
Agents purchase aged leads in bulk from lead vendors, filtering by criteria such as geography, product line, or age of the lead. They cost 70–90% less than fresh leads and are delivered via email, CRM integration, or dashboard download.
Converting aged leads requires structured outreach, empathy, and persistence—agents who personalize messages and nurture over time often see surprising results.
Related: Best Practices for Contacting and Converting Insurance Leads
Pros and Cons of Aged Leads
Benefits
- Low cost per lead
- Bulk availability for pipeline filling
- Less competition
- Versatile for life, auto, health, Medicare sales
Related: 12 Tips for Successfully Using Aged Leads in Insurance Sales
Challenges
- Lower connect rates
- Outdated contact info
- Requires strong follow-up systems
Are Aged Leads Worth It for Insurance Agents?
Yes—especially for agents with follow-up automation, CRM tools, and volume-focused campaigns. They’re ideal for:
- New agents practicing sales
- Budget-conscious agencies scaling cost-effectively
- Producers running multi-touch outreach sequences
Related: Strategies for Acquiring and Utilizing Insurance Leads Effectively
Where to Buy Aged Leads
Choose reputable vendors with:
- Transparent filtering and lead sourcing
- Fair refund/replacement policies
- Compliance with TCPA and DNC rules
- Positive agent reviews and support
Related: What Makes a Good Lead Provider?
Tips for Converting Aged Leads
- Personalize the first touch
- Use multi-channel follow-up (calls, texts, emails)
- Test timing (AM, PM, weekends)
- Use CRM tools to automate sequences
- Stick with it—5+ touches often needed
Related: Sales Scripts That Convert Aged Internet Leads
