What counts as an aged life insurance lead?
Any lead that's past the first few days after the person filled out the form. That includes aged leads you buy from a vendor and, more often, your own leads that nobody finished working. Many agencies are sitting on months of paid-for leads that got one or two dials and were dropped.
Check consent and DNC before you dial
Before anything else, confirm you're allowed to call. Consent attaches to the lead source, so know where each lead came from and what the person agreed to. Scrub against the national and state DNC lists and your own internal opt-out list, and respect state calling hours.
When someone asks not to be called again, suppress them everywhere, across every rep and every dialer, not just in one campaign. This is the part that turns an aged-lead campaign into a legal problem when it's skipped. It's general guidance, not legal advice. Talk to your compliance counsel about your lead sources.
Open with the reason they asked
Start by reminding them of their own request. “You'd asked about life insurance to cover final expenses for your family” lands better than a cold pitch, because it's something they did. Most people don't remember the exact form, but they remember the worry that made them fill it out.
Confirm the basics early: the state they live in, what they wanted covered and roughly how old they are. That tells you in the first minute whether a meeting makes sense.
Handle “I already have insurance”
Treat it as a review, not a replacement. Something like: “That's great, most people keep what they have. This is just to see whether newer options could improve the coverage.” Then offer a specific time. The objection is usually a reflex, not a decision.
Make the first call about the appointment, not the sale
The first call should end with a time on the calendar and a licensed agent's name. Don't quote and don't take an application on a re-engagement call. The person hasn't thought about this in months. A short, specific next step is easier to agree to than a decision.
Book soon. A meeting later today or tomorrow gets kept far more often than one next week. Confirm the time before the meeting.
Use a caller ID people will answer
Aged leads don't recognize your number. If the call shows up as an unknown or spam-flagged number, the conversation never starts. Call from numbers registered to your agency's name, keep them healthy, and rotate them instead of burning one number all day. A branded power dialer handles that for you.
Spread attempts out
Make several attempts over days, at different times of day, instead of five dials in one afternoon. Mornings, early evenings and a weekend slot reach different people. When someone calls back, answer it. A missed callback on an aged lead is usually the last chance you get.
Measure by source, not by gut
Track four numbers for each lead source: how many you reached, how many booked, how many showed, and how many bought. An aged source with a low contact rate can still be your best one if the people you reach book and show. Cut sources on those numbers, not on how the reps feel about them.
Where AI fits
Aged leads are high-volume, low-hit-rate work that good closers avoid, and they're right to, because their time is better spent in appointments. That's the gap an AI appointment setter fills. Polca's Ava calls the aged list under your agency's name, follows the steps above, and puts the booked meetings on your agents' calendars. The licensed conversation stays with your agent.
Let Ava take the aged list.
Polca's AI appointment setter calls your leads under your agency's name and books meetings for your agents. $1,997 per seat, flat, no overage.
See how it works →