Randy Bourgeois, Sales Director at ActiveProspect, joins the show to discuss the ActiveProspect platform and how their tools help optimize lead management strategies. Randy shares some real-life TCPA stories and what you should be considering when making outbound calls to clients. Randy also provides insight into how lenders are using data gathered during the time customers are on their websites and how this data is being used to prioritize or distribute leads. Lastly, we discuss the topic of duplicate leads and how catching duplicate leads further up the funnel can leads to happier salespeople and more money back in a lenders pocket.

Marketing Automation expert, Karis Koehn, joins the show for a quick episode recorded live at the Lead Generation World Conference in Denver, CO. Karis is currently Vice President of Sales at Volly and is currently a Board Member at LeadsCouncil. In this episode, Karis catches us up on the Volly marketing platform and it's all-in-one solutions. She discusses her presentation at the conference titled "Building Successful Customer Journeys" and reviews some of the best practices currently being used by top lenders. We also cover some of the best practices to use when sending emails to customers and how to use the interaction points with those customers to optimize your workflow and conversion rates. Lastly, we examine the topic of email deliverability and what steps lenders are using to ensure they optimize inbox placement with their customers.

Performance Marketing Legend, Joey Liner, joins the show for a quick interview at the Lead Generation World Conference in Denver.  The 2017 LeadsCouncil Executive of the Year is the Chief Revenue Officer at Digital Media Solutions and currently the President Emeritus at LeadsCouncil.  Joey has over 20 years in the Performance Marketing industry and spent 15 years at Double Positive as Co-Founder and CEO. 

In this brief episode we discuss how companies must have workflow management that is nimble and can quickly adjust with market changes.  Joey, a conference veteran, also talks about the LGW conference and shares his favorite Lead Management success story that originated at Softvu Innovation Summit in 2015.

Michael Ferree, CEO and Founder of Lead Generation World, joins the show from the Lead Generation World conference in Denver, CO. In this episode we talk about how the conference got started and how Michael built the conference to be "for the people, by the people". We discuss some of the industry specific panels that were held during the show and talk about how “transparency equals trust and trust equates to additional knowledge sharing”. We also explore the next Lead Generation World conference in London, England and how the European lead generation market is a few years behind the United State in lead generation and lead management. Lastly, Michael offers up his best practices and success stories of Lead Management during his time as a Lead Buyer which include the best days he's found to purchase leads and how you must trust the data, not the salesperson, about the quality of leads.

Ed Powell, Regional Manager for Consumer Direct Sales at Angel Oak Home Loans, joins the show live from the Lead Generation World Conference in Denver, CO to offer his insights into Lead Management. Ed is a Lead Generation and Consumer Direct Mortgage legend and has been in the mortgage industry for over 30 years. He talks about his new role with Angel Oak Home Loans while offering his thoughts on emerging technologies and the evolution of industry conferences. He also provides his opinion on his favorite types of leads and what some of the best user adoption tools are when operation a Lead Management system. Last but not least, Ed and I discuss his top Lead Management rules that are imperative to running a successful sales operation.

Michael Peronto, Director of Lead Marketing at Cardinal Financial Company, joins the show to discuss his Lead Management best practices and offers his insights into integrating a Dialer and Chat into your technology stack. Michael talks about his history in the Lead Management space including a number of years at Velocify before moving on to some of the largest non-bank lenders in the industry. Michael offers actionable steps that you should take when considering moving to a Dialer and reviews the pros and cons of each. We also discuss "Lead Ownership" strategies as technology continues to shift the traditional ways of how salespeople interact with leads.

Ethan Ewing, CEO of ProPair, joins the show to discuss best practices around Lead Distribution. ProPair specializes in matching the right salesperson with the right consumer to achieve the highest probability of success and the best customer (and employee) experiences possible. ProPair's platform replaces outdated manual processes with data-driven lead assignments that result in more closes and better performance for all loan officers. In this episode, we talk about the Art vs Science as it relates to Lead Distribution and how you're taking a major gamble if you're not using sophisticated technology to distribute your leads. We also spend time reminiscing about the Connect to Convert conference in Boston as well as the upcoming 1st annual Lead Generation World conference where we'll both be joining the stage together again.

Mike Eshelman, Director of Consumer Finance at Jornaya, joins the show to give his insights on the Lead Management domain. Mike has worn many hats during his career in the Mortgage industry spending time as a lender, lead provider, and now customer journey expert. In this episode, we talk about the value in conducting a "Customer Experience Screening" on your lead management system at least once a quarter and how there is still a human touch required even for the most dialed-in lead management systems. Mike also discusses some of the largest missed opportunities for lenders today as it relates to how they use data to make strategic decisions and changes to their technology.

As Velocify approaches their 15th anniversary, Co-Founder Jeff Solomon, joins the first podcast to talk about the beginning days of Velocify and how the system has evolved to where it's at today. Jeff discusses Velocify's first clients using the system who previously used fax machines and email for lead distribution and how partnerships with lead providers were so critical to the early success of the company. He also shares an amazing story how the Dial-IQ product came about with a little known company at the time, Twilio, and how Velocify was one of Twilio's first cornerstone clients, long before Uber and others. He also reminisces about some of the late-night deployments back in the day, including the spaghetti dinners provided by his wife for the entire development team.