Following up on old leads that expressed interest 1-4 years ago

Hello Sales folks,

My manager gave me his old leads he bought a while ago like between 1-4 years for tax free retirement programs using life insurance and or annuities.

Many of these leads he did speak to and they just didn't work out for one reason or another and he is asking me to set appointments with these individuals and any he closes he will give me a 40 percent split. I'm happy for it because I've not been successful at closing these types of plans and want to learn more so I'm basically shadowing and getting paid to just set an appointment.

How should I approach this?

These leads have obviously gotten cold and maybe they might remember or most likely not. What should I say to these leads to reignite their interest in this?

At the time my manager didn't have a way to transfer qualified IRA money into a non qualified annuity without paying major taxes, now he does. I went to the training with him and it's really cool how they manage the tax problem.

Just curious what you would say to not sound like a telemarketer and not get hung up on or get the "that was a long time ago I'm not interested anymore" objections.