Timothy Schucker tells new insurance agents to mix fresh and aged leads to lower their average cost per lead. Buying both types together cuts your per-lead price and gets you to profitability faster than chasing only new leads.
50 leads
$1,000
450 leads
$200
When you're a new agent, there are a ton of variables that could be playing against you. One that absolutely cannot be against you is the amount of activity you put in. You already might struggle to sell. You already might struggle with underwriting. You already might struggle with retention and chargebacks. You have to overdo the amount of effort that you're putting in to make up for all these other variables. Now, as far as leads go, I personally recommend buying some new leads and then mixing them in with some aged, recycled leads. The purpose of the new leads is obviously the fresher they are. Oftentimes you have people that remember filling the form out. It's more in recent memory because they just did it a few days ago or a week ago or whatever. So get some fresh leads and then also cycle in some age leads. This is going to bring your overall cost per lead down. So if you buy 50, $20 leads and spend a thousand bucks and then buy 450 cent leads for 200 bucks, the average between those costs is going to bring your average cost per lead down, which then makes it easier for you to become profitable and get a positive ROI on your leads.
