How to Work a New Batch of Final Expense Leads
Published by Agent First Contracts
Most of the value in a lead batch is decided by what you do in the first few days: how quickly you check it, how organized your attempts are, and whether you keep honest numbers. This guide is a working checklist, not a script.
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Day-one checklist
- Confirm every lead is in the county and state you ordered
- Check the lead source or product and the age band against your order
- Remove duplicates, including people you already have from another batch
- Flag incomplete or obviously invalid contact details and report them to the seller
- Check each person against your do-not-contact list
- Group leads by area so appointments can be stacked on the same route
- Set up one place to log every attempt and outcome
Organize contact attempts and outcomes
Use a CRM or a simple spreadsheet, but log the same fields for every lead so batches can be compared. Decide your own number and spacing of attempts and write it down; what matters is that you are consistent and that you stop when someone asks you to.
- Date and time of each attempt, and the channel used
- Outcome: no answer, wrong number, call back, not interested, appointment set, opt-out
- Appointment date, whether it was kept, and what happened
- Application submitted, issued, placed or declined
Respectful, permission-based outreach
- Follow federal and state calling, texting and do-not-call rules, and the consent the lead was collected under
- Introduce yourself, your purpose and the request they made
- Ask whether it's a good time, and offer to call back if it isn't
- Honor opt-out requests immediately and record them
- Never suggest you are from a government agency or that you have a relationship you don't have
Appointments and follow-up
Confirm the appointment time and address, tell the person what to have ready (such as a list of current medications and any existing policies), and confirm again before you drive. After the visit, record the result the same day and set a follow-up date for anything left open, including applications awaiting a carrier decision.
Worked example: lead cost per placed policy
Suppose you buy 100 aged leads at $3.00 each, our posted price for the 91–190 days age band. The lead cost is 100 × $3.00 = $300.00.
If 3 of those leads become placed policies, lead cost per placed policy is $300.00 ÷ 3 = $100.00. The 3 placed policies are a hypothetical for the arithmetic, not a forecast.
That $100.00 is not net profit. It leaves out mileage, phone and software, your time, possible chargebacks and taxes, and it says nothing about the commission each policy earns.
Learn the full process
Our free training course covers working leads, setting appointments and running the in-home presentation in structured lessons.
Frequently asked questions
How many times should I call a lead?
There is no single right number. Choose a consistent, respectful approach that follows applicable rules, and stop immediately when someone opts out.
Is cost per placed policy the same as profit?
No. It is an acquisition cost. Profit also depends on commission earned and kept, other expenses, chargebacks and taxes.
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