Effective Strategies for Prospect Engagement

How Aged Leads Build Grit and Reps

with Austin Jones

AJ explains that starting new agents with aged leads is about maximizing volume and activity, not chasing the “highest quality” right away. He says success early on comes from grit and having as many conversations as possible, not just talent or perfect skill. With 100 aged leads, a new agent has far more chances to connect, present, and close compared to a small batch of expensive fresh leads. His goal is to help agents hit 100 presentations in their first month, knowing that 30% of people will say yes if they’re reached and qualified, regardless of polish—allowing agents to earn, reinvest, and eventually move into fresh leads.

Handling Rebuttals and Mental Fatigue from Aged Leads

with Giovanna Galeano

Gio explained that starting with aged leads was a grind but a blessing in disguise. She learned to handle objections, navigate rebuttals, and use personal details to jog a prospect’s memory of when they filled out a form. The experience built her mental resilience against hang-ups, disinterest, and even hostility. By the time she transitioned to fresh leads, she already had the baseline skills and discipline to close effectively — the main difference was focusing more on timing rather than also battling memory recall.

Aged Leads vs. Marketing Leads: Intent and Conversion

with Giovanna Galeano

Gio recalls that in her first three months working with the team—back when she was selling final expense—her production steadily climbed from about $8–10K in month one, to around $15K in month two, and then hitting her first $30K month in month three. While final expense required more volume due to lower premiums, it helped sharpen her skills quickly. She maintained multiple 30K months after that, crediting her discipline, consistency, and the mindset that investing in higher-quality leads was a reason to work even harder.

Working Leads For Increased ROI

with Tyler Green

Tyler Green shares his experience with Agent Lead Lab, breaking down the mindset and strategy for working aged and new leads. He emphasizes persistence, proper follow-ups, and smart dialing techniques to maximize sales. Success comes from sticking to the process and staying consistent.

How to deal with IUL IBC leads that do not pickup

with D. White

D. White emphasizes that scripts sound unnatural and aren’t needed for IUL leads. These clients expect the call, making it a natural conversation rather than a sales pitch. He highlights that IUL leads differ from final expense clients, and adapting to this approach has been key to his success.

The secret to closing more IBC deals

with Brandon

If you're selling IULs, own one yourself. Brandon emphasizes that showing real-life examples from his own policy builds trust and makes closing easier. Firsthand experience boosts credibility and strengthens your business.

How To Use Facebook Final Expense To Make 30k Per Month

with Giovanna Galeano

Giovanna highlights consistent lead quality, strong support, and effective follow-ups. She stresses one-call closes, strategic texting, and gradual scaling for success. With a 30% close rate, she advises new agents to commit for three months, stay consistent, and trust the process.

How To Close 30% Of Facebook Infinite Banking Leads

with Brandon Kitchings

Brandon highlights the high-quality, high-intent prospects of IBC leads, emphasizing a conversational approach over scripts. He stresses the power of referrals, with many clients bringing in others. His key advice: have an IBC policy yourself for credibility. Expect 2-3 closes per 10 leads, and trust the process for consistent success.

Agent Lead Lab - How to use IUL leads strategically

with Nicole

Nicole explains that IUL payouts take time due to underwriting and EFT processing, unlike final expense policies that pay quickly. She advises agents to mix in faster-paying leads to maintain cash flow, especially in their first 90 days.

Agent Lead Lab - The best hybrid model schedule

with Kyra

Kyra explains her hybrid model for handling leads, balancing in-home and virtual appointments. She suggests dialing daily or in real time for urgency but notes waiting up to two weeks still works. She emphasizes staying organized by working through her leads systematically, ensuring consistency in follow-ups and maximizing conversions.

Agent Lead Lab - Key for running appointments effectively

with Kyra

Kyra advises agents to focus on nearby areas for in-home sales while leveraging virtual options for flexibility. She emphasizes working leads while they’re fresh, ensuring higher conversion rates. She highlights the importance of strategic travel for in-home visits and being adaptable with virtual appointments to maximize success.

Agent Lead Lab - Hybrid model dealing with objections

with Kyra

Kyra finds these leads easier to close with fewer objections. She takes a direct approach, addresses financial concerns with urgency, and emphasizes honesty in health-related cases to secure coverage quickly.

Agent Lead Lab - Closing leads who are at work

with David

David handles working leads by calling immediately when they opt in,

assuming they have time. If they’re at work, he offers a quick two to five-minute conversation. If they can’t talk, he schedules a callback, giving them two time options and ensuring they save his number.

Agent Lead Lab - The #1 secret to high pickup ratio

with Michelle

Michelle calls leads as soon as they come in, keeping her pickup rate high. She works Monday through Saturday, only skipping Sundays. If a number doesn’t work, she uses WhitePages.com to find an alternate contact. Waiting too long can lead to missed opportunities, as some clients may get coverage elsewhere. Her strategy ensures steady engagement without overwhelming

dialing sessions.

Agent Lead Lab - How to deal with broke people

with Michelle

Michelle overcomes budget objections by finding what clients can afford, even if it’s just $10 or $20. She suggests cremation policies or a small starter plan they can increase later, ensuring they leave something behind for their loved ones.

Agent Lead Lab - Schedule to protect 10 families in one week

with Blake

Blake recommends letting 50-60 leads build up before dialing. He dials through each lead 4-5 times in a full day, starting at 8:45 AM and working until 6:45 PM with a short lunch break. His approach involves cycling through the list multiple times to maximize contact and sales.

Agent Lead Lab - What is the key to success with these leads

with Blake

Blake minimizes objections about affordability by breaking down a client’s budget before discussing quotes. He assesses their income and expenses, determines a comfortable spending amount, and tailors policy options within that range. By guiding clients through their financial situation, he avoids most affordability objections, ensuring they see the value in setting money aside for coverage.

Agent Lead Lab - 30-50% Contact Rate with these leads

with Oliver

Oliver finds these Facebook and Instagram leads significantly better than other vendors due to a much higher contact rate. Unlike past vendors where he struggled to reach even 5% of leads despite calling instantly, these leads yield a 30-50% contact rate on the first attempt. Many prospects remember filling out the form and are open to scheduling a call or closing immediately. In just a week, Oliver has already closed multiple deals on the first call, making him eager to keep dialing.

Agent Lead Lab - How To Follow Up Properly With These Leads

with Oliver

Oliver follows up with scheduled leads by adding them to his calendar and sending a text reminder an hour before the appointment from his personal number. He informs them that if anything changes, they should text him to reschedule. While scheduling virtual appointments can be tricky, he’s found

success in securing a few conversions. He continues refining his approach to improve appointment retention and maximize show rates.

Best way to One call close and book appointments

with Shareef

Shareef primarily does one-call closes for final expense leads since most clients are older and at home. He only sets appointments for younger prospects (50-55) who may still be working. His approach is simple—he references the ad they saw, reassures them about their approval, and confirms the beneficiary they listed. This familiarity reduces objections and makes conversations smoother. He emphasizes knowing what the client saw in the ad, which helps remove mental barriers and keeps the process stress-free.

How to work leads properly

with Shaqueena

Shaqueena defines "working a lead" as calling immediately after it comes in. She waits about a minute and a half before dialing and calls up to three times in a row if there’s no answer. If she doesn’t connect in the morning, she repeats the process in the afternoon (between 2-3 PM) and again in the evening (5:30-6:30 PM). Her strategy ensures multiple touchpoints,

increasing the chances of getting a response.