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Aged debt leads can be one of the most profitable and productive parts of your debt settlement business. Maximizing your prospective sales opportunities is half the battle in the debt business. The very nature of debt settlement implies that it is going to be difficult to help many of the people you contact.

This is why it is so critical to find a consistent flow of debt leads. Aged debt leads can be that steady flow without breaking tight marketing budgets.

But don’t they require a lot more effort? Not really. Here are 5 secrets to getting more with less from your aged debt leads.

1. Start with email. The best way to be efficient with your time and money is to spend less money and less time. Since aged debt leads are so affordable it is easy to buy a lot more for less. With less invested you can be a little less aggressive in turning every lead into a sale. That means that starting with email and not power dialing can be a very effective way to quickly flush out bright spots in your latest aged debt lead buy.

2. Give it a second try. Chances are your aged debt leads are already 30+ days from the initial inquiry so no need to jump on the phone just yet. Give it a day and hit them with a second email, referencing your first. This will quickly sort out bad email addresses and rattle the cages of those that are still actively seeking debt relief.

3. Call once. Now put on your headset and start calling. You emails have helped you sort the list and warm up the prospects. When you call and say your name and business you will get an, “ah ha!” response. Without those initial emails most of these customers are going to have a tendency to give strange voices the immediate hang-up. Remember they are probably being hounded by debt collectors.

4. Put them on ice. Okay, you have emailed and called. If you aren’t getting any response it is time to put them back on ice. Chances are, once you have removed all your disconnects and email bounces, you have a good clean list that has found some temporary relief. Unfortunately, that is often all it is. So, give the list a rest and move them into a lead nurturing phase.

5. Get them on a steady drip. Have ready a steady stream of non-sales, education emails at the ready. This is the best way to (with little or no effort) strengthen the trust and credibility you have with this new list of prospective debt settlement customers. Get them queued up and continually pass new aged debt leads into this growing list. In no time you will be kicking out a good number of your own leads from this steady in-house email marketing campaign.
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