Selling insurance successfully means you need to have many options to choose from when looking for reliable leads.

Leads are, without too much of an exaggeration, the lifeblood of an insurance agency. While you could go out and knock on doors and talk to all your relatives, right down to your fifth cousin (once removed), it’s likely not a great idea — not to mention a waste of time. In other words, your personal market is limited.

What you want is a market without borders and without limitations. You can set things up in your favor by considering two kinds of leads: exclusive, pre-qualified health insurance leads; and aged health insurance leads. Aged leads are not as current as those that come to you in real time, but they are just as valuable if you work them with due diligence.

Most aged health insurance leads can range from 3- to 90-days old and if worked properly, can be just as profitable as real-time leads. One other bonus is that they are less expensive. Whether or not you want to try aged leads is a personal choice, based on how you work. You can try both types and see which best suits your style. Another thing to think about when considering aged leads is that they are leads that are no longer being swamped with calls from other agents, particularly if they were sold as common or shared leads.

Overall, buying leads is just half of the battle. The other half is working them diligently by giving them top-notch customer service and reasonably priced products. Your personality and way of handling health insurance talks is the key to your sales success. The more a prospect knows about you, the more they feel as if they know you. That typically engenders a sense of trust that leads to a sale. It’s not rocket science. It’s the science of understanding people and treating them with respect and dignity.

If you take the time to work with aged leads, they can offer you an undiscovered gold mine of business. You are prospecting for the gold buyers that the first set of agents could not convert. Anything is possible, providing you have an appealing way with people and know your products intimately so that you may answer any question you are asked.