Case Study: How a Solo Insurance Agent Closed 47 Policies in 90 Days Using Aged Leads

This is the story of a solo insurance agent who was spending $2,000/month on real-time leads and barely breaking even. After switching to aged leads, he wrote 47 policies in his first 90 days — at a fraction of the cost.

The numbers, scripts, and systems below are based on real patterns we see across agents who work aged leads consistently. Names and specific details have been changed, but the strategy and results are representative of what's achievable.

The Starting Point

Before aged leads, the agent's economics looked like this:

• Monthly lead budget: $2,000
• Lead source: Real-time internet leads at $25–$40 each
• Leads purchased per month: 50–80
• Contact rate: 40–50% (fresh leads answer more often)
• Close rate: 8–10% of contacts
• Policies written per month: 4–6
• Average annual premium: $800
• Monthly commission: $2,400–$3,600
• Net after lead cost: $400–$1,600/month

The margins were razor-thin. One bad month — a few no-shows or cancellations — and the business was underwater.

The Switch to Aged Leads

Month 1: Testing the Waters

The agent bought 500 aged insurance leads at $1.50 each: $750 total. These were 30–60 day leads, a mix of auto, home, and life insurance inquiries in his state.

He kept his existing real-time lead spend at $1,000/month (cut in half) and allocated the other $1,000 to aged leads. Here's what happened:

Real-time leads ($1,000):

• 25–40 leads
• 2–3 policies
• $1,600–$2,400 commission

Aged leads ($750 for 500 records):

• Contact rate: 13% = 65 conversations
• Close rate: 18% of contacts = 12 policies
• Commission: $7,200

Total Month 1:

• 14–15 policies
• $8,800–$9,600 commission from $1,750 in lead spend

The aged leads produced 4x the policies at less than half the cost.

Month 2: Going All-In

Seeing the results, the agent shifted his entire $2,000 budget to aged leads. At $1.50/lead, that bought 1,333 records.

He also invested $200 in a power dialer (PhoneBurner) and set up a basic CRM (Close) on the free trial.

New system:

• 100+ dials per day using power dialer
• 7-day follow-up cadence: call, text, email, call, text, call, email
• Every contact tagged in CRM as Hot, Warm, or Cold

Month 2 results:

• Contacts: 173 (13% of 1,333)
• Appointments: 52 (30% of contacts)
• Policies written: 18 (35% close rate on appointments)
• Commission: $10,800
• Lead cost: $2,000
• Net: $8,800

90-Day Aged Leads Playbook (Modeled from the Scenario)

Core Numbers to Model

• Lead budget: $2,000/month
• Aged lead cost: ≈$1.50/lead
• Leads/month: 1,300–1,350
• Target contact rate: 13%
• Target close rate on contacts/appointments: 18–35%
• Target policies in 90 days: ≈45–50

Step 1: Start with 500 Aged Leads (Week 1–4)

Goal: Prove the model and refine your process.

• Buy 500 aged leads (30–60 days old, mixed lines: auto, home, life) in your state.
• Budget: ≈$750.
• Keep some real-time leads if you want (e.g., $1,000), but treat aged leads as your main experiment.

Targets for 500 leads:

• Contacts at 13%: ≈65 conversations
• Close 18% of contacts: ≈12 policies
• With $800 avg annual premium and 50% first-year commission:
• Commission ≈ $4,800–$7,200 (depending on your carrier/line mix)

Step 2: Use a Simple 7-Day, 7-Touch Cadence

Channel mix: Phone, text, email.

Day 1:

1. Call #1 – live answer or voicemail
2. Text #1 – short, casual, permission-based
3. Email #1 – intro and value

Day 2:

1. Call #2 – different time of day

Day 3:

1. Text #2 – follow-up + quick question

Day 5:

1. Call #3 – last live attempt in this sprint

Day 7:

1. Email #2 – “Should I close your file?” style

After Day 7, move them into a long-term nurture (e.g., 1–2 touches/month by email + occasional call blocks).

Step 3: Scripts You Can Plug In

First Call (Live Answer)

“Hi, is this [Name]?

[Pause]

Hey [Name], this is [Your Name] over at [Agency/Carrier]. A little while back you were looking at quotes for [auto/home/life] insurance online, and that request came across my desk.

I’m not sure if you ever got that fully taken care of yet, or if you’re still open to looking at options?”

• If yes / maybe:
• “Perfect. I’ll keep this really simple. I just need to ask you a few quick questions so I can see what you qualify for and what kind of savings or coverage improvements might be available. Does that work?”
• If already handled:
• “Got it, thanks for letting me know. Out of curiosity, did they also review your [home/renters/life] with you, or was it just the [auto]?”

Use that to pivot into bundling.

Voicemail

“Hey [Name], this is [Your Name] with [Agency]. You’d requested a quote a little while back for [auto/home/life] insurance. I’ve got some options here that might help you either save money or improve coverage.

No rush, just give me a quick call back at [number]. Again, this is [Your Name] at [number]. Talk soon.”

First Text

“Hi [Name], this is [Your Name] with [Agency]. You requested an insurance quote a little while back for [auto/home/life]. I’ve got a couple options I can walk you through. Is this still a good number to text, or do you prefer a quick call?”

Step 4: Basic CRM Setup

Use any simple CRM (Close, HubSpot, Zoho, etc.). Minimum fields:

• Status: New, Attempting, Contacted, Appointment Set, Quoted, Sold, Not Interested
• Temperature: Hot, Warm, Cold
• Next Action + Date: Call, Text, Email, Quote Follow-up

Rules of thumb:

• Every lead must have a status and a next action.
• No lead should sit without a next follow-up date.
• Log every call, text, and email.

Step 5: Add a Power Dialer (Month 2)

When you move your full $2,000 budget to aged leads:

• Buy ≈1,300+ leads/month.
• Add a power dialer (e.g., PhoneBurner) ≈ $150–$200/month.
• Target 100+ dials/day (2–3 focused hours).

Expected Month 2 (modeled):

• Contacts: ≈170
• Appointments: ≈50
• Policies: ≈18
• Commission: ≈$10,000–$11,000
• Lead cost: $2,000

Step 6: Let the Pipeline Compound (Month 3+)

By Month 3 you’re working:

• New aged leads (another 1,300+)
• Older leads from Months 1–2 marked Warm/Cold

Plan:

• Block 1–2 hours/day for new leads.
• Block 1 hour/day for pipeline reactivation (Warm/Cold, quotes not sold, “call me later”).

Expected Month 3 (modeled):

• New-lead policies: ≈17
• Pipeline policies: ≈5
• Total: ≈22 policies
• Commission: ≈$13,000+

Bundling Framework on Every Call

On any auto or home quote:

“By the way, are you also the one who handles the [home/renters/life] insurance in your household, or is that with someone else?”

If they have it elsewhere:

• “Got it. The reason I ask is that a lot of my clients save 10–25% by bundling, and sometimes we can improve coverage at the same time. Would you be open to letting me take a quick look at that as well while I’ve got your info up?”

Target: 30%+ of auto policies become multi-line bundles.

90-Day Targets to Aim For

• Leads: ≈3,000–3,200
• Lead spend: ≈$4,500–$5,000
• Policies: ≈45–50
• First-year commission: ≈$25,000–$30,000
• Cost per policy: ≈$90–$110

Simple Action Plan

1. Week 1: Buy 500 aged leads, set up CRM, build 7-day cadence.
2. Weeks 2–4: Work the 500 leads fully; track contacts, quotes, policies.
3. Month 2: Move full budget to aged leads, add power dialer, push to 100+ dials/day.
4. Month 3: Split time between new leads and pipeline; focus on re-quotes and bundling.
5. Every week: Track cost per policy, not cost per lead, and refine scripts/cadence.

Browse aged insurance leads at AgedLeadStore.com and plug your own numbers into this framework to build your 90-day plan.