How to Dial Leads for 90% Contact Rates
How to Dial Leads for 90% Contact Rates
TOP PRODUCERS CONTACT RATE SOP
Fresh Lead & Aged Lead Dialing System
https://www.loom.com/share/c15a40669e6d4e349148faf44fa5f0f4
PURPOSE
This SOP is designed to help agents increase contact rates by following Jawad's exact process for fresh and aged leads.
The goal is simple:
More conversations → more presentations → more closes.
CORE PRINCIPLE
Most agents do not have a lead problem.
They have a contact problem.
And most contact problems come from:
Not dialing enough
Waiting too long between attempts
Being afraid of rejection
Not using multiple touchpoints
Giving up before the lead ever has a real chance to answer
This system works because it is built on volume, discipline, speed, and emotional detachment.
TARGET CONTACT RATE
Lead Type Target Contact Rate Fresh Leads 75%–95% Aged Leads 60%–90% Jawad's Example 30 contacted out of 32 leads = 93%
DAILY DIAL EXPECTATIONS
Agent Level Daily Dial Target New Agent 300–500 dials/day Experienced Agent 500–1,000 dials/day on aged leads Fresh Lead Agent 80–180 dials/day
FRESH LEAD SOP
Definition
A fresh lead is a lead that recently opted in.
Examples:
Meta lead
OTP verified lead
StrongPoint lead
Recently generated IUL or mortgage protection lead
FRESH LEAD PROCESS
Step Action Purpose 1 Call immediately Speed to lead matters 2 Double dial back-to-back Creates urgency and curiosity 3 Send a simple text Gives context and opens response 4 Wait 3–5 hours Do not burn fresh leads too fast 5 Double dial again in afternoon Second contact wave 6 Double dial again in evening Final first-day attempt 7 Move to local presence dialer if no answer Use different numbers to increase pickup
FRESH LEAD FIRST-DAY TOUCHPOINT TARGET
Time Block Action Morning 2 calls + 1 text Afternoon 2 calls Evening 2 calls Optional Additional text or voicemail
Total target: 6–9 touchpoints on Day 1.
FRESH LEAD TEXT TEMPLATE
Hey [Name], it's [Agent Name].
You had reached out after watching one of my videos about [IUL / mortgage protection / life insurance].
Looks like your main goal was [insert goal].
Were you more interested in:
[Option A] or
[Option B]?
IUL EXAMPLE TEXT
Hey Michael, it's (YOUR NAME).
You had reached out after watching one of my videos about the IUL.
Looks like your main goal was building tax-free wealth for retirement.
Were you more interested in a tax free retirement or leaving something behind for the family?
MORTGAGE PROTECTION EXAMPLE TEXT
Hey Sarah, it's Michael.
You had requested information about mortgage protection for the home.
Were you mainly looking to protect the mortgage if something happened to you, or were you more concerned about keeping the payment covered if you got ill or disabled?
FRESH LEAD DIALING SCHEDULE
Time Zone First Dial Block Eastern 8:30 AM Central 9:30 AM Eastern Pacific 11:30 AM Eastern
RECOMMENDED DAILY FRESH LEAD SCHEDULE
Time Action 8:30 AM–11:00 AM First fresh lead contact block 3:00 PM–5:00 PM Second contact block 6:00 PM–8:00 PM Evening contact block
AGED LEAD SOP
Definition
An aged lead is any lead that is no longer fresh.
Examples:
7+ day old leads
Shared leads
Old Meta leads
Recycled CRM leads
Goat leads 😂
Old mortgage protection leads
Old IUL leads
AGED LEAD MINDSET
Do not call aged leads like they are old.
Call them like they just inquired today.
You never know if that same person recently became interested again.
The goal is to sort through the batch fast and find the people who are still curious, interested, or reachable.
AGED LEAD PROCESS
Step Action Purpose 1 Break leads into batches of 25 Keeps dialing organized 2 Triple dial each lead Creates maximum pickup opportunity 3 Finish entire batch Build rhythm and avoid overthinking 4 Restart same batch from the top Push each lead to 6 touches 5 Get each lead to 6–9 touches Find the reachable prospects 6 Move batch to local presence dialer Call from different numbers 7 Recycle later into aged lead pool Continue future dialing
AGED LEAD BATCHING METHOD
Batch Size Process 25 leads Dial each lead 3 times back-to-back Same 25 leads again Dial each lead 3 more times Optional third pass Push to 9 total dials if needed
AGED LEAD EXAMPLE
If you have 100 aged leads:
Batch Leads Batch 1 Leads 1–25 Batch 2 Leads 26–50 Batch 3 Leads 51–75 Batch 4 Leads 76–100
Work one batch at a time.
Do not jump around randomly.
AGED LEAD TOUCHPOINT TARGET
Pass Touchpoints First pass 3 dials Second pass 6 total dials Third pass 9 total dials
Target:
6–9 dials per lead within the first hour.
WHY THE AGED LEAD METHOD WORKS
This process helps you quickly identify:
Disconnected numbers
Wrong numbers
Angry prospects
Curious prospects
People who simply missed the first call
People who become curious after multiple calls
The goal is to get the bad leads out of the way and find the buyers faster.
CELL PHONE VS LOCAL PRESENCE DIALER
Tool When To Use Cell phone First contact attempt Cell phone Fresh lead first-day touches Cell phone Initial aged lead triple dials Local presence dialer After no answer from cell Local presence dialer When lead batch starts going dry Power dialer Aged leads or recycled leads
WHEN TO MOVE TO LOCAL PRESENCE
Move leads to local presence when:
They do not answer from your cell
The batch feels dry
You need a different number
You want to call multiple numbers at once
You have accumulated a recycled aged lead pool
ANGRY PROSPECT FRAMEWORK
A.R.P.
Step Meaning A Acknowledge R Respond P Pivot
ANGRY PROSPECT SCRIPT
Prospect:
"You called me 9 times!"
Agent:
Oh wow, looks like I may have accidentally butt-dialed you a few times there.
That's definitely on me.
But since I have you here real quick, it looks like you had requested information about [IUL / mortgage protection].
What was the bigger priority for you — [Option A] or [Option B]?
"I'M BUSY" SCRIPT
Prospect:
"I'm busy."
Agent:
I hear you.
This will only take about 2–3 minutes and then I'll get out of your way.
It looks like you had requested information about [mortgage protection / IUL / life insurance].
Were you mainly looking for [Option A] or [Option B]?
IMPORTANT LANGUAGE RULE
Do not say:
"I understand."
Say:
I hear you.
Totally fair.
Makes sense.
I got you.
Reason:
You do not actually understand their situation yet. "I hear you" acknowledges them without submitting to the objection.
COLOR-CODING TRACKER
Color Meaning Green Contacted Yellow Appointment set Blue Closed Orange Never contacted Red Dead / DNC Gray Wrong number / disconnected
TRACKING COLUMNS FOR GOOGLE SHEET
Column Header A Lead Name B Phone Number C Lead Type D Lead Source E Date Received F Time Zone G Dial Attempt 1 H Dial Attempt 2 I Dial Attempt 3 J Dial Attempt 4 K Dial Attempt 5 L Dial Attempt 6 M Dial Attempt 7 N Dial Attempt 8 O Dial Attempt 9 P Text Sent Q Contacted? R Appointment Set? S Presented? T Closed? U Status V Notes W Next Follow-Up
STATUS OPTIONS
Use these exact status labels:
New Lead
Double Dialed
Text Sent
Contacted
Appointment Set
No Show
Presented
Closed
Not Interested
Follow-Up
DNC
Wrong Number
Recycle
DAILY EXECUTION CHECKLIST
Task Complete Review new leads Sort leads by time zone Double dial all fresh leads Send first text Color-code status Run afternoon contact block Run evening contact block Move no-answers to local presence Recycle aged leads Update notes Track contact rate Track appointments set Track closes
CONTACT RATE FORMULA
Use this formula:
Contact Rate = Contacts ÷ Total Leads
Example:
30 contacts ÷ 32 leads = 93.75%
KEY PERFORMANCE INDICATORS
KPI Goal Fresh Lead Contact Rate 75%+ Elite Fresh Lead Contact Rate 90%+ Aged Lead Daily Dials 500+ Fresh Lead Daily Dials 80–180 First-Day Touches Per Fresh Lead 6–9 Aged Lead Touches First Hour 6–9 Presentations Per Day 3+ Policies Per Day 1–2+
TEAM RULES
Do not complain about bad leads until you have properly worked them.
A lead is not "bad" because they did not answer once.
Fresh leads deserve 6–9 first-day touchpoints.
Aged leads should be worked aggressively.
Use cell phone first, then local presence.
Track everything.
Never emotionally react to rejection.
Use A.R.P. on objections.
Stay calm, direct, and assumptive.
Your contact rate is usually a discipline issue before it is a lead issue.
