Aged leads have a bad reputation that is mostly deserved and occasionally wrong. The question is never whether they are good — they are not — but whether they are cheap enough to be worth the dials on a floor that has spare dials.
| Condition | Aged data works? |
|---|---|
| Idle rep capacity | Yes — the dials are free at the margin |
| Rep-heavy, lead-light cost structure | Yes |
| Disciplined multi-touch follow-up | Yes |
| Floor already at dialling capacity | No — it displaces better leads |
| Small team closing on fresh inbound | No |
| No suppression or scrub process | No, and it is a risk as well as a waste |
What has decayed by the time you get it
- Intent. The merchant asked for funding months ago and may well have got it.
- Contactability. Numbers get reassigned and businesses close.
- Consent. Revocations you never saw have happened in the interval.
- Exclusivity, entirely. Assume everyone has called them.
The angle that works
Not "you enquired about funding" — they know, and so did the last six callers. The workable angle is renewal timing: a merchant who was funded four to six months ago is approaching the point where their advance is largely repaid, which makes aged data a renewal list rather than a lead list. That reframing is what makes the maths work when it works at all.
Questions brokers ask
Are aged MCA leads worth buying?
Only for floors with idle rep capacity, a disciplined follow-up process and a marginal dial cost near zero. At a low enough price a poor funded rate can still clear; on a floor already at capacity it displaces better leads.
What has changed by the time a lead is aged?
Intent, contactability and consent have all decayed, and exclusivity is gone entirely — assume every broker in the market has already called them.
Do aged leads need re-scrubbing?
Always, and it is not optional. Numbers get reassigned, consent gets revoked and people become plaintiffs in the interval. A scrub from when the data was generated describes a list that no longer exists.
What is the best angle on an aged record?
Renewal timing rather than the original enquiry. A merchant funded four to six months ago is approaching repayment and is receptive — which makes aged data a renewal list, and that is where the economics work.
Should a small floor buy aged data?
Generally no. A small team closing on fresh inbound will get more from fixing its speed and cadence than from adding volume it cannot work properly.
Alex Makowski
Founder, Infinite Bookings
Runs the lead generation operation behind Infinite Bookings — paid traffic, the funding application, and the delivery pipeline that puts records into brokers’ CRMs.
Reachable directly at alex@infinitebookings.com or 732-609-7182.