Fair Debt

What you'll learn about in this episode
In this episode we're connecting with a digital marketing veteran and trail blazer to help us understand how companies in Niche B2B industries can get the best value for their advertising dollars.

Topics include:
Tips on defining your audience
Narrowing Focus to improve results
A tip for B2B medical marketing
Areas you're wasting your money in
How to get started in Linked Ads

Guest: AJ Wilcox
AJ Wilcox is a LinkedIn Ads pro who founded B2Linked.com, a LinkedIn Ads-specific ad agency, in 2014. He's an official LinkedIn partner, host of the LinkedIn Ads Show podcast, and has managed among the world’s largest LinkedIn Ads accounts worldwide. He's a ginger & triathlete. He lives in Utah, has 4 adorable kids, and his company car is a wicked-fast gokart.

About B2Linked
Founded in 2014 by veteran digital marketer, AJ Wilcox. The B2Linked team manages the largest and most sophisticated accounts worldwide. They're Certified LinkedIn Marketing Partners,  a designation they're extremely proud to bear.

To date, they've managed hundreds of LinkedIn Ads accounts, spent a cumulative $135M+ on the platform, and have managed 5 of LinkedIn's top 10-spending accounts.

For accounts spending over $100k/mo, they double your leads at the same budget, in the first 2 months, on average.

🔬 They're scientists that understand the very DNA of LinkedIn Advertising, and they're always testing and learning 🧬

They're mission is to bring truly sophisticated LinkedIn marketing to our clients, making them internal rockstars.

Resources:

    Website: https://b2linked.com/

    Email: [email protected]

   LinkedIn Personal: https://www.linkedin.com/in/wilcoxaj/

LinkedIn Company: https://www.linkedin.com/company/b2linked/

Additional Resources:
What you need to know to get started on LinkedIn

LinkedIn Ads for Account Based Marketing

How to know if you LinkedIn ads are performing

Doximity A professional Medical Network for Physicians 

What you'll learn about in this episode

As the Pandemic landscape evolves and trade shows, travel and in person visits shifted to digital , gaps in our sales and marketing processes emerged. How do we adapt and find new and better ways to fill our pipelines and keep our connections? In this episode we'll dive into The definition of “networking” and meaningful connections when it comes to the business sales and marketing of the future.

We'll talk about sales and marketing for the debt collection space, and ideas for adapting our sales and marketing to fit today's challenges.

Topics include:

Trade shows what’s working and what isn’t 

Planning and hosting your own events 

Ideas for reigniting dormant ties.

Utilizing the customer journey and Client Segmentation for a better experience in your messaging and landing pages

Strategic search retargeting for building pipeline and mitigating lawsuits

 In this episode we’re going to answer these questions and many more with our Guest Lacey Kuhlmann a passionate industry advocate and ally and experienced sales and marketing professional.

Guest: Lacey Kuhlmann

The first 10 years of Lacey's career was emphasized on the perfect blend of integrated web-based software applications and payment processing technology in the ARM industry. Now at Genesys, she is able to take a consultative/holistic approach to working with Creditors and Collection Agencies, specifically as it relates to their accounts management system and operations. Latitude by Genesys is a fully mature, stand-alone solution for collections, recovery, and outsourcing of delinquent debt to 3rd party agencies. Best yet; it fully integrates with our Omni-Channel Contact Center Solution; scalable for all sizes of clients.

With extensive success in customer acquisition, product launches, market strategy, partner and re-seller relations, and business development, I have been blessed to work with great teams along the way who have helped me achieve all of my goals. My appetite to help organizations is fueled by a passion for the people in this industry; who deal with heavy regulations, but lack applicable solutions.

Resources:

    Website: http://www.genesys.com/

    Email: [email protected]

   LinkedIn Personal: https://www.linkedin.com/in/laceykuhlmann/

LinkedIn Company: https://www.linkedin.com/company/genesys/

Additional Resources:

Donald Miller10 people Instagram

HBR Don't Waste Your Time on Networking Events

What you’ll learn about in this episode
Debt collection is being transformed through changes in technology, Regulation, the economy landscape and the manner that people are interacting with customer service channels.  Does Digital Collection open pathways to an improved experience, and better results?

In this episode we’ll dive into these questions with Tim Collins, a recognized and capable people leader with broad experience in driving organizational growth using technology to improve the consumer experience.  Key takeaways include:

• Steps you can take to enhance the  customer experience starting with your website
• Looking at Build vs Buy
• How things are shifting in the way we communicate
• Meeting the customer where they are and where they want to connect
• The mindset pivot required to understand digital transformation
• Identifying where email and or sms text are the most effective.

Guest: Tim Collins

As the Chief Customer Officer Tim is responsible to ensure that consumers worldwide have the best debt collection experience possible. 
Before joining Indebted, he worked at TrueAccord, Corp. as their Chief Compliance Officer to rapidly scale their Audit, Compliance, and Legal Departments. Prior to TrueAccord, Tim worked for Convergent Outsourcing as their General Counsel and Chief Ethics & Compliance Officer tasked with leading the Audit, Compliance, IT Security, Legal, and Training Departments. His previous position was Director of Compliance for Hyundai Capital America, in charge of designing and implementing HCA’s corporate governance and compliance programs. He is serving on the ACA Innovation Committee, past Chair for the ACA Federal Affairs Committee Chairperson, a past Chair of the ACA International MAP Committee, and past president of the Association of Corporate Counsel-San Diego Chapter. 

Resources:

    Website: https://www.indebted.co/en-US

Company LinkedIn https://www.linkedin.com/company/indebted/

Twitter:  https://twitter.com/collins_tim

   LinkedIn: Personal: Tim Collins

Additional Resources:
Scarcity: The New Science of Having Less and How It Defines Our Lives

Plaid

Trustly

Trattta.io

SuccessKPI.com

Authority Magazine Prediction for 2022 Article

Why The Future of Debt Collection is Digital and Customer-led

What you’ll learn about in this episode

You’ve worked hard to build and guide your business throughout its life, you should have a plan that guides it to a conclusion. 

A business exit strategy is a plan for what will happen when you want to leave your business and outlines the form that the transition will take.

"Begin with the end in mind" is important in life and business, because your exit is inevitable. The day will come when it's time to move on. Having a plan in place will help you sleep better, and insure your legacy will move in the direction you have in mind. 

 Marcus Aurelius said "You could leave life right now. Let that determine what you do and say and think.” Having a plan guides you toward your goals and can help guide you as your business evolves.

As you think about your business exit strategy there are many considerations. 

How much is my business worth? 

What information will buyers request?

What steps can I take now to better position my business? 

In this episode we’re going to answer these questions and many more with our Guest Michael Lamm Co-Founder and Managing Partner at Corporate Advisory Solutions, LLC

Guest: Michael Lamm

Michael is a Co-Founder and Managing Partner at Corporate Advisory Solutions (CAS), an independent investment and merchant banking firm that supports a select group of clients with offices in Philadelphia, PA and Washington D.C. Michael has completed more than 125 M&A engagements in Tech-Enabled Outsourced Business Services. Michael leads his deal team on M&A engagements, valuations, and expert witness litigation matters while also charting the firm’s corporate direction and strategic growth plan. Prior to co-founding CAS, Michael served as a Director at Kaulkin Ginsberg, an M&A and strategic advisory firm, for over 10 years. He executed on over 70 M&A transactions in tech-enabled outsourced business services. 

Michael is actively involved in leading industry associations, such as the Association for Corporate Growth and ACA International, and he is a frequent guest speaker, writer, and presenter at industry conferences and events.

Michael has a BA in international studies from the School of International Service at American University. He lives in Gladwyne, PA with his wife and three children.

Resources:

Fair Debt Episode Link

    Website: https://corpadvisorysolutions.com/

    Email: [email protected]

Twitter: https://twitter.com/mlammCAS

   LinkedIn Personal: https://www.linkedin.com/in/michaellamm/

LinkedIn Company: https://www.linkedin.com/company/corporate-advisory-solutions-llc/

Additional Resources:

The ARM Industry Reaches and Inflection Point

CAS 2021 Year end Report

Is it time to sell our business An In Debt Discussion Podcast

Receivables Info Podcast EP 65 with Michael Lamm

Charles “Chuck” Coonradt is Founder and CEO of The Game of Work, which was founded in 1973, and dedicated to the success of its corporate clients. Graduate of Michigan State University and internationally recognized in the fields of goal setting and profit improvement, as an author, consultant, and speaker. His five best-selling books The Game of Work, The Better People Leader, Scorekeeping For Success, Managing The Obvious, and The Four Laws of Financial Prosperity have been labeled management “must reads”, and most recently Forbes Magazine called Chuck “The Grandfather of Gamification”.  He is a contributing author to multiple editions of the best-selling Chicken Soup for the Soul series and is quoted in dozens of other books.  Chuck is very involved in educating the next generation of business leaders and is a founding member of the School of Entrepreneurship, Brigham Young University.  His community involvement includes being a Board Member for Habitat for Humanity, as well as a former Board Member for the Utah Winter Sports Alliance, and a volunteer at the 2002 Winter Olympics.

            The Game of Work’s client list includes many Fortune 500 companies, as well as other nationally and internationally recognized firms. Companies that have successfully utilized and implemented Chuck’s unique concepts include Pepsi, US Postal Service, General Foods, Leslie’s Poolmart, Nordstrom, The US Air Force, Boeing, American Express, Marker Bindings, Molina Healthcare, Coca-Cola Consolidated, The Chicago Tribune, Coors Brewing and International Paper. Chuck has also spoken for organizations worldwide, including Petco, Microsoft, SkyWest Airlines, Time Warner Cable and YPO (Young Presidents Organization).  Over one million executives, managers, and supervisors on five continents have been exposed to Chuck’s ideas on feedback, scorekeeping, goal setting, coaching, personal choice and accountability.

What you'll learn about in this episode
Why can ten people with a basketball and a hoop achieve teamwork, goal directed activity, and become a well managed team in a matter of minutes during a lunch break, but those same ten people can totally fail to achieve that kind of harmony on the job.   My guest today Chuck Coonradt is the founder of The Game of Work, a company that teaches executives how to turn business into a game by keeping score. Chuck is one of the world’s leading measurement experts.    In this episode we’re going to dive into this question and many others surrounding employee engagement, performance and the game of work. 

How to measure what you want more of
How to create clearly defined goals
How to provide better feedback and more consistent coaching using a higher degree of personal choice

Resources:

    Websites: http://www.gameofwork.com/

 LinkedIn Personal:https://www.linkedin.com/in/chuckcoonradt/

Twitter: https://twitter.com/ChuckCoonradt

Additional Resources:
Fair Deb Episode Link
Gallup 2020 Employee Engagement Poll

Ian Cook
As the VP of People Analytics at Visier Ian is responsible for overall direction and growth of Visier's People Analytics solutions.
Focus is internally on opportunities for developments to Visier's own set of products. And externally on identifying the right GTM partners.
Visier is currently the market leader in the People Analytics industry and the purpose of his role is to extend this position and drive growth for the business.


What you'll learn about in this episode
  As the pandemic wears on, a new challenge has emerged on the business front. A shift in a contract between companies and their most precious resource, people.  “The Great Resignation” as it’s been called.  Employees are rethinking what they want from their job and the number of people willing to make a change has been on the increase for months.   Will this awakening, reset and Resignation impact the Debt collection space? 

What’s causing this shift?
How can companies adapt to these changes?
Who is most at risk, and what does the future look like?   

In this episode we’ll dive into these questions with Ian Cook, a recognized and capable people leader with broad experience in driving organizational growth using employee metrics, and  machine learning,  to provide insight and understanding to lead transformational change.


Resources:

    Websites: https://www.visier.com/

 Company LinkedIn:  https://www.linkedin.com/company/visier-analytics/

 LinkedIn: Personal: https://www.linkedin.com/in/ianjcook/

Twitter https://twitter.com/visier?s=20

Additional Resources:

Fair Debt Episode Link

https://hbr.org/2021/09/who-is-driving-the-great-resignation

Aristotle Project
The Great Reshuffle LinkedIn CEO Ryan Roslansky
Atlantic Magazine The Great Resignation is Accelerating
Was The Great Resignation Inevitable
Zippia Collector Demographics
The impact of collective trust on company performance study - Sandra Robinson
Edelman Trust Research
How to Mitigate Employee Burnout
McKinsey Report Women in the Workplace

Join a few of the season 1 alumni as we reconnect to talk about what's on our minds and in our hearts as we celebrate the season, and plan for 2022.

What you'll learn about in this episode

• Regulation F is Implemented what do the next 6 months look like?
• The communication shift to digital
• How to use listening as a tool to improve results
• Podcast and Book recommendations

Guest: Bethany Robertson  Debt Recovery Solutions of  Ohio
Vice President, co-owner, and founder of Debt Recovery Solutions of Ohio, Inc. since 2002 where her vision and passion for strategy continues to push the company to new heights.
Website: https://drsohio.com/

Guest: Debbie Frank CEO Credit Bureau Service llc
Credit Bureau Services is known for being a collection agency that is passionate about helping people become debt-free.
 Website: https://www.creditbureauservicesinc.com/

Guest: Joann Needleman Leader Clark Hill PLC
Joann Needleman leads the firm’s financial services regulatory and compliance practice and advises banks, financial institutions, and financial services entities on regulatory compliance matters.
Website: clarkhill.com
 
Guest: Harry Strausser III President Applied Innovation
Harry is a second-generation collection veteran having held the position of President of two successful collection firms until the sale of those firms in May 2017.  He currently holds the position of President of Applied Innovation, a software company that serves the ARM space.
Website: https://www.appliedinnovationinc.com/

Mike Ginsberg is president and CEO of Kaulkin Ginsberg, providing M&A and strategic advisory expertise to the accounts receivable management industry for since 1991. Mike is also co-founder of Topline Valuation Group, providing ARM owners and executives with much-needed technical, financial, benchmarking, and operational services designed to improve decisions at the corporate and operational levels.
Since 1991, Kaulkin Ginsberg Company has been dedicated to advising owners and executives of outsourced business services (OBS) companies on how best to achieve their growth and exit objectives. Their client-centric approach covers almost every stage of a company’s lifecycle and enables them to maintain longstanding relationships as trusted advisors. Kaulkin Ginsberg offers an array of services to ensure that its clients’ needs are met, such as strategic consulting, transaction advisory and valuation services.

What you'll learn about in this episode

In navigation, dead reckoning is the process of calculating your current position of some moving object by using a previously determined position, or fix, and then incorporating estimations of speed, heading direction, and course over elapsed time.

As change continues to usher in the future, I believe it can be beneficial to pause and reflect on that change that is happening in an effort to prepare for the future.  

In this episode we’ll cover a lot of ground  as I connect with Industry veteran and thought leader Mike Ginsberg to dissect trends in the debt economy, the impact of stimulus moves by the Fed, Industry consolidation, and what the agency of the future looks like.  Join Mike and I as we take an objective look into the industry today and the impact the last 2 years has had on debt collection.  

We’ll also take a look into the proverbial crystal ball to speculate what may be on the horizon, and  discuss our viewpoints based on over 50 years of collective industry experience.  

Additional Resources:
How will consumers spend their stimulus checks?
The Kaulkin Report

Joann Needleman leads the firm’s financial services regulatory and compliance practice and advises banks, financial institutions, and financial services entities on regulatory compliance matters.

Joann prepares and represents these same financial institutions during state and federal supervisory examinations and regulatory investigations before agencies such as the Consumer Financial Protection Bureau (CFPB), Federal Trade Commission (FTC) and the Office of the Comptroller of Currency (OCC) as well as state financial services regulators and attorneys general.

A former member of the Consumer Financial Protection Bureau’s (CFPB) Consumer Advisory Board, Joann provides her clients with useful strategies and common-sense solutions in order to prepare for areas of regulatory scrutiny.

Joann is the host of the podcast “Credit Ecosystem to Go: Curbside Thought Leadership for Financial Services.” Listen to recent episodes here.

What you’ll learn about in this episode: 
The Consumer Financial Protection Bureau issued a final rule to restate and clarify prohibitions on harassment and abuse, false or misleading representations, and unfair practices by debt collectors when collecting consumer debt. 

The rule focuses on debt collection communications and gives consumers more control over how often and through what means debt collectors can communicate with them regarding their debts.

The rule is the result of a deliberative, thoughtful process spanning more than seven years and reflects engagement with consumer advocates, debt collectors, and other stakeholders. In developing the final rule, the Bureau considered the more than 14,000 comments received during the public comment and rulemaking process.   Our guest today Joann Needleman has played an important part in this process throughout the 7 year journey. 

In this episode Joann tells the inside story of the process to update  the final rule.  We talk about the potential risks and new opportunities in the rule including consumer preference, and using Email and SMS Text to open preferred digital communication channels.  FInally we speculate what the landscape will look like  as the new rule take effect November 30th and beyond.

Resources:

    Websites: clarkhill.com  

martindale.com/Joann-Needleman/4298575-lawyer.htm  

martindale.com/Maurice-Needleman-PC/4812612-law-firm-office.htm  

    Company LinkedIn:  https://www.linkedin.com/company/clark-hill-law/

 LinkedIn: Personal: linkedin.com/in/joannneedleman

Twitter jneedleman

Additional Resources:

Demystifying the debt collection rule Credit Eco To Go

CFPB Debt Collection Rule Small Entity Guide 

Jeremy Ruth serves as the Sr. Director of Default Account Servicing for Arvest bank. He has been with the bank for 20 years and has experienced the bank’s growth from $2.5B to over $20B in asset size. He oversaw the transition to a centralized collection environment, while emphasizing customer service, compliance, and performance throughout the collection cycle. Responsibilities include early stage through post charge off collections and recovery for direct consumer, indirect auto, small business/commercial credits, equipment finance/leasing, as well as overdrawn and charged off deposit accounts. Bankruptcy, repossession, foreclosure, loss mitigation, third party collections, vendor management and quality control functions are within scope of his responsibilities. Jeremy has a Bachelor of Business Administration with a concentration in management and a Marketing minor.

What you’ll learn about in this episode
The CFPB’s 653-page final rule Regulation F opens the door to interact with consumers across all forms of electronic communications including SMS text, email, and social media messaging.  However, as these communication options are opening up, consumers can still become confused when they are contacted by a company they don’t know, and a telephone number they don’t recognize. This along with disclosure regulation causes a phenomenon called the Dance of the scorpions.  Where a consumer is suspicious of giving information due to fraud or being scammed, and the debt collection agent needing to verify the information to make sure they are disclosing the information about the debt to the proper person.

A concept introduced in the final rule is a concept of a handoff letter. The handoff letter is sent by the creditor and must “clearly and conspicuously” disclose that the debt has or will be transferred to a debt collection company.  Jeremy’s company was among the first to embrace this concept and test the results. In this episode he will share how they went about implementing the handoff letter, the results they documented as a result of this process, as well as lessons learned and next steps.

Resources:

    Website: https://www.arvest.com/

    Company LinkedIn:  https://www.linkedin.com/company/arvest-bank/

    Email:  [email protected]

   LinkedIn: Personal: https://www.linkedin.com/in/jeremy-ruth/

Jeremy’s Podcast The Mayo and Mustard Show

Additional Resources:

Handshake Highlights PDF