Glossary
77+ terms covering sales, insurance, mortgage, legal, and lead generation. Your reference guide for working with aged leads.
77 terms
A
Advance Commission
Receiving future commission payments upfront when a policy is issued, typically 6-9 months of commission paid immediately. Common in final expense and life insurance. Subject to chargeback if the policy lapses.
insuranceAffiliate Marketing
Revenue model earning commissions by referring customers to another company's products via tracked links.
marketingAged Lead
A consumer data record from someone who previously expressed interest in a product or service, typically 30-180+ days ago. Aged leads cost significantly less than real-time leads and are worked through personal outreach.
lead-generationAnnual Enrollment Period (AEP)
October 15 - December 7 yearly window for Medicare beneficiaries to change plans. Highest-conversion period for Medicare leads.
insuranceAppointment Set Rate
The percentage of contacted leads that agree to a formal appointment or presentation. In final expense door knocking, a 30-40% appointment set rate from contacts is considered strong.
salesC
CAC (Customer Acquisition Cost)
Total cost to acquire one customer including leads, time, and overhead. Aged leads significantly reduce CAC.
financeCMS Guidelines
Centers for Medicare & Medicaid Services marketing rules governing Medicare product advertising and sales.
complianceCRM
Customer Relationship Management software used to track leads, contact attempts, and deal status. Essential for working aged leads at volume.
salesChargeback
When an insurance company claws back advance commission because a policy cancelled or lapsed within the chargeback period (typically 6-12 months). A significant risk when working high-volume aged leads.
insuranceClose Rate
The percentage of qualified prospects that become paying customers. Differs from conversion rate — only counts contacted and qualified prospects.
salesCold Calling
Contacting a prospect with no prior relationship. Aged leads are 'warm cold calls' — the consumer previously expressed interest.
salesConsumer Intent
The demonstrated interest a consumer showed by filling out a form or requesting information. Aged leads carry historical intent.
lead-generationContact Rate
The percentage of leads where the salesperson successfully reaches the consumer. Aged leads typically have 5-15% phone contact rates.
salesContingency Fee
Fee arrangement where the attorney only gets paid if they win. Standard in PI and SSDI cases. Removes a major barrier with aged leads.
legalConversion Rate
The percentage of leads that result in a closed sale. Real-time leads convert at 5-15%; aged leads at 1-5%.
salesCost Per Acquisition (CPA)
The total cost to acquire one paying customer, calculated by dividing total lead spend by the number of closed deals.
lead-generationCost Per Lead (CPL)
The price paid for each individual lead record. Aged leads typically cost $0.25-$5, while real-time leads cost $15-$60+.
lead-generationCross-Selling
Selling additional products to a prospect. Key aged lead strategy — an auto insurance lead may also need home or life coverage.
insuranceD
DNC List
Do Not Call registry of phone numbers opted out of telemarketing. Always scrub aged lead lists against the National DNC Registry.
complianceData Hygiene
The process of cleaning and maintaining lead data quality — removing duplicates, updating disconnected numbers, verifying addresses, and scrubbing against DNC lists. Essential before working any batch of aged leads.
lead-generationDenial Rate
The percentage of initial SSDI applications that are denied. Currently around 60-70% nationally. High denial rates create opportunity for disability attorneys working aged leads to help with appeals.
legalDialer
Software that automates phone dialing. Power, predictive, and progressive dialers each have different compliance implications with aged leads.
salesDoor Knocking
In-person sales visits. Highly effective for aged leads in final expense, insurance, and solar with 2-5x higher conversion than phone.
salesDrip Campaign
An automated sequence of emails or messages sent to leads over time to nurture prospects who aren't ready to buy immediately.
marketingF
FTC Disclosure
Federal Trade Commission-required disclosures for advertising and affiliate relationships.
complianceFinal Expense Insurance
Whole life insurance with small face value ($5K-$50K) covering funeral and end-of-life costs. One of the most popular aged lead verticals.
insuranceFollow-Up Cadence
The scheduled sequence of contact attempts across multiple channels used to work a lead. Most sales happen after 5-7 touches.
salesL
LTV (Lifetime Value)
Total revenue a customer generates over the full relationship. High-LTV products (IUL, Medicare) justify higher lead costs.
financeLead Age
The number of days since a consumer originally submitted their information. Common ranges are 30-60, 60-90, 90-180, and 180+ days.
lead-generationLead Recycling
Re-working leads that weren't contacted or didn't convert on the first attempt. Aged leads can be recycled through different channels (phone → mail → email) or re-attempted after 30-60 days with a different approach.
lead-generationLead Source
The website, advertisement, or channel where a consumer originally submitted their information.
lead-generationLead Validation
The process of verifying that lead data is accurate — confirming phone numbers, email addresses, and mailing addresses are current.
lead-generationLead Vendor
A company that generates or aggregates consumer leads and sells them to sales professionals.
lead-generationLoan Officer
Licensed professional helping consumers obtain mortgages. Primary buyers of aged mortgage leads for pipeline building.
mortgageLoan-to-Value (LTV)
The ratio of a mortgage loan amount to the appraised property value. LTV determines eligibility, rates, and whether private mortgage insurance (PMI) is required. Key qualification metric for aged mortgage leads.
mortgageM
MVA (Motor Vehicle Accident)
Motor vehicle accident involving cars, trucks, or motorcycles. MVA leads connect attorneys with accident victims seeking representation.
legalMedicare Advantage
Alternative to Original Medicare offered by private insurers, bundling Parts A, B, and often D with additional benefits.
insuranceMedicare Supplement (Medigap)
Private insurance covering costs not paid by Original Medicare — copayments, coinsurance, and deductibles.
insuranceMulti-Channel Outreach
Contacting leads through multiple channels — phone, email, direct mail, text, and door knocking — to maximize conversion.
salesO
Objection Handling
Addressing a prospect's concerns during a sales conversation. Common aged lead objections: 'I already handled that' and 'I don't remember.'
salesOpen Enrollment Period (OEP)
January 1 - March 31 for Medicare Advantage switches. November 1 - January 15 for ACA health insurance.
insuranceOpt-In
Consumer's explicit agreement to receive communications. Aged leads may not have specific consent for your company — consult compliance.
complianceP
P&C Insurance
Property and Casualty insurance — auto, home, renters, and commercial policies.
insurancePersistency Rate
The percentage of insurance policies that remain active after a given period (usually 6 or 12 months). High persistency means policyholders keep their coverage and the agent retains commissions.
insurancePersonal Injury Lead
Consumer record from someone seeking legal representation after injury from negligence — auto accidents, slip and falls, workplace injuries.
legalPipeline
The collection of prospects currently being worked by a salesperson. Aged leads are used to fill the pipeline affordably.
salesPower Purchase Agreement (PPA)
A financing arrangement where a solar company installs panels on a homeowner's roof at no upfront cost, and the homeowner buys the electricity at a fixed rate. Lowers the barrier to entry for solar prospects.
financePre-Qualification
Preliminary creditworthiness assessment based on self-reported info. Natural next step when converting aged mortgage leads.
mortgagePurchase Lead
A consumer actively looking to buy a home and seeking mortgage pre-approval or financing.
mortgageR
ROI (Return on Investment)
Profitability measure: (Revenue - Cost) / Cost × 100. Aged leads typically deliver higher ROI than real-time due to lower cost.
financeRate Lock
A mortgage lender's guarantee that a specific interest rate will be available for a set period (typically 30-60 days). When rates are volatile, rate lock urgency is a powerful hook for calling aged mortgage leads.
mortgageReal-Time Lead
A lead delivered to buyers within seconds or minutes of the consumer filling out a form. Real-time leads cost $15-$60+ and are often sold to multiple buyers simultaneously.
lead-generationRefinance Lead
A consumer interested in refinancing their existing mortgage for a lower rate, reduced payments, or equity access.
mortgageReverse Mortgage
A loan allowing homeowners 62+ to convert equity into cash without monthly payments. Repaid when the homeowner sells or passes away.
mortgageS
SEO
Search Engine Optimization — improving website visibility in organic search results to drive free traffic.
marketingSGA (Substantial Gainful Activity)
The income threshold set by the Social Security Administration that determines disability eligibility. If a claimant earns above SGA (currently ~$1,550/month), they generally cannot qualify for SSDI benefits.
legalSSDI
Social Security Disability Insurance — federal program providing benefits to people unable to work due to qualifying disability.
legalScope of Appointment (SOA)
A CMS-required form that must be signed before a Medicare sales appointment. Documents which types of plans will be discussed. Must be collected 48+ hours before the meeting.
complianceShared Lead
A lead sold to multiple buyers simultaneously. Most real-time leads are shared among 3-8 buyers, creating a speed-to-call competition.
lead-generationSolar ITC
The Solar Investment Tax Credit — a federal tax credit for installing solar energy systems. Currently 30% of installation costs. A primary motivator for homeowners and a key hook when calling aged solar leads.
financeSpecial Enrollment Period (SEP)
A time outside the standard enrollment period when someone can sign up for Medicare or change plans due to a qualifying life event (moving, losing coverage, etc.). Creates year-round opportunities for aged Medicare leads.
insuranceSpeed to Lead
The time between a consumer submitting information and receiving first contact. Critical for real-time leads, less important for aged leads.
salesStatute of Limitations
Legal deadline for filing a lawsuit — typically 2-3 years for personal injury. Creates natural urgency with aged MVA leads.
legalT
T65 Lead
A consumer turning 65 — the age of Medicare eligibility. T65 leads are among the most valuable Medicare leads because these consumers are entering Medicare for the first time and need guidance on plan selection.
insuranceTCPA
Telephone Consumer Protection Act — federal law regulating telemarketing. Requires prior consent for auto-dialed calls. Critical for aged lead compliance.
complianceTerm Life Insurance
Life insurance for a specific period (10-30 years). Simpler and cheaper than permanent coverage, easier to sell via aged leads.
insuranceU
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