How to Convert Aged Insurance Leads: 5 Tips for Maximum Success in 2025

Alexandra Shields
Jun 17
3 min read

1. Prioritize Follow-Up with Persistence

The first mistake many agents make with aged leads? Giving up too soon.

Aged leads often don’t respond on the first call. They might not remember requesting information or may have forgotten about their original interest. But here’s the thing: Persistence works.

Top agents know that the fortune is in the follow-up. If you reach out three times, you’re much more likely to connect. Here’s how to follow up effectively:

Day 1: Make the first call, introduce yourself, and remind them of the original interest.
Day 2-3: Send a text or voicemail reminder, making sure to include your value proposition.
Day 5-7: Another call or email; this time, bring in a sense of urgency or offer something new (like a discount or new benefit).

This repeated, strategic contact shows you’re serious and keeps you top of mind.

2. Personalize Your Approach

When working with aged leads, generic pitches won’t work. You need to personalize your message to show you understand their needs.

Start by reviewing the lead data available; their age, interests, and any other notes about their previous request for information. This allows you to:

Reference specifics: “I see you were looking for mortgage protection insurance.”
Ask the right questions: “Has anything changed in your life since you first requested information about life insurance?”
Show value: “With new coverage options this year, we can find something tailored to your needs.”

The more relevant your message, the higher your chances of getting a response.

3. Leverage Multiple Communication Channels

Don’t rely on just one method of communication. Aged leads are often slower to respond because they’re not actively looking for a solution at this moment. To maximize your chances of conversion, you need to diversify your communication strategy:

Phone calls: Still the most direct, but don’t just leave voicemails. Always try to call again.
Email follow-up: Send an informative, value-packed email, make sure the subject line is engaging and not spammy.
SMS texts: Texting has a much higher open rate than email, so use it to remind them of your call, offer a link to more information, or create urgency.

By combining these methods, you increase the odds that you’ll connect with the lead on the right channel.

4. Offer Exclusive Incentives for Aged Leads

One of the most effective ways to boost conversions on aged leads is to offer something exclusive.

Aged leads might have lost interest over time, but a limited-time offer or incentive can reignite that spark. Consider offering:

Special discounts on premiums or fees if they act within a limited window.
Free consultations or reviews to get them back into the conversation.
A bonus benefit (like free coverage for a year or no initial payment for 3 months).

These offers make leads feel like they’re getting something special, which can push them over the line into conversion.

5. Be Transparent!

Don’t shy away from the fact that the lead is aged. Instead, use it as an advantage:

Be upfront: “I see you requested this information last year. I wanted to follow up with you now because things have changed in the market.”
Remind them why they requested information: “You were interested in protecting your family’s future; that’s still a priority, right?”
Offer new, updated solutions based on their original interest.

Honesty builds trust. Being transparent with your leads shows integrity and can make them more comfortable engaging with you.

Conclusion: Don’t Overlook Aged Leads — Use Them to Your Advantage

Aged leads don’t have to be a dead end. With the right approach: persistence, personalization, multi-channel communication, incentives, and transparency, they can turn into real opportunities.

Top agents know that working-aged leads require a little extra effort and strategy, but when done right, it’s often the most rewarding way to build a strong pipeline.

Ready to turn your aged leads into closed policies? It’s time to get started.

👉 Need fresh leads to power your approach? Check out our Marketplace and Premium Mailers and let’s boost your conversion rate today.