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Thursday | October 4

9:10 AM – 10:00 AM
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Strategies to Increase Mortgage Win Rates and Maintain Growth in Uncertain Times

Room: Marina Ballroom I
2018 has been a year of change and challenge for mortgage lenders. Rates are rising, re-fi’s are down, ARMs are up and housing inventory is tight. Join us to discuss strategies to navigate these challenges and turn them into opportunities. Our expert panel will examine data on active buyer signals, online research activities and buyer expectations, and share real-world examples you can use to more successfully connect and engage active mortgage prospects.
 
We’ll take a close look at:
1.    How to anticipate future economic trends before they impact your business
2.    Ways to extend your brand to consumers to increase quality prospect volume and stretch your marketing budget
3.    How the right automation tools can make you more nimble, augment your expertise, eliminate efficiencies and speed closing time
 
Key Takeaways:
  • Learn about gains that are achievable today despite economic challenges
  • Explore new ways to improve the online loan origination experience for your homebuyers and turn interest into more applicants
  • Understand the most important considerations for success with automation throughout the loan purchase lifecycle and pinpoint ways to eliminate sales workflow inefficiencies at your organization
Moderated By:
  • Michael Ferree, VP of Business Development, Customer Solutions Group
Presented By:
10:45 AM – 11:25 AM
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EDU Lead Gen: Your Marketing Stack is Upside Down

Room: Marina Ballroom I
For any Higher Ed marketer, finding the right student in the widening sea of potential consumers is a challenging proposition. The job description for those hyper-focused on acquisition is broad, the qualified individual unique, and the continuously evolving duties are never-ending.  The job is part advertising guru, part channel expert, and part economist – a reality that makes even the most qualified blush. Perhaps the most over-looked question faced by this small circle of professionals is, “where do I spend the next dollar”? More often than not, reliance is on the ‘tried and true’, leveraging the channels in the marketplace with a focus on conversion rates – knowing unequivocally that conversion equals quality. In doing so, it becomes easy to underperform cost per student metrics. Come join us as we discuss some of the more common distractions, pitfalls, and mistakes made in today’s student acquisition model.
 
Key Takeaways:
  • Discover how to leverage the same channels and networks you’re familiar with, while significantly improving your risk profile
  • Understand how to finally win the battle and regain control of your efforts to find the right students
  • Learn how to decide where to spend your next acquisition dollar by focusing on cost efficiency and contribution
Presented By:
11:35 AM – 12:15 PM
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The Future of Healthcare: How the Landscape Will Change How Calls are Generated

Room: Marina Ballroom I
Despite the initial implementation of the Affordable Care Act in 2014, the health insurance landscape continues to evolve. Lower supply vs. demand has led to higher prices but reduced quality, and the traffic to generate these leads isn’t what it once was. From a lead generation standpoint, as it relates to calls, the landscape has gone through some major shifts since the Open Enrollment Period ended in January. Less people qualify for coverage than initially proposed, with some thinking they can still get “free” or subsidized insurance. As a result, most of the large agencies won’t pay agencies commissions on those “marketplace” sales and have moved to sell short-term medical (STM) plans that tend to be more expensive and, hence, often leading to less affordability.
 
Key Takeaways:
  • Discover how to get conversions by requesting filters, monitoring your vendor closing percentages, and getting calls to your top closers
  • Find out why live transfers make sense when it comes to health insurance for increased lead quality without substantially increasing cost
Presented By:
  • Adam Wild, Senior Strategic Sourcing Manager, Health Insurance Innovations
  • Helene Seydoux, CEO, Torchlight Technology
1:30 PM – 2:20 PM
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How Insurance Marketers Can Drive Efficiencies in Acquisition to Improve CLTV

Room: Marina Ballroom I
ATTENTION PERFORMANCE MARKETERS IN THE INSURANCE SPACE!! Despite what some popular recent research finds, our panelists agree that we are experiencing a simultaneous increase in supply of and demand for insurance shoppers. In this interactive session, our diverse panel of experts will explore the current industry landscape and discuss the resulting near-term challenges and opportunities. Join us as we examine the hot topics, trends and future expectations of personal auto/home insurance - - and what it all means to both the sell and buy sides of the equation.  
 
Some of the questions we’ll consider:
  • Will consumer shopping volume increase, decrease or stay flat and what are the key drivers to track in order to keep a pulse on near-term expectations?
  • What are the hottest topics and trends for auto/home insurance? How will they impact insurance consumer behavior and customer acquisition? What’s next for auto/home insurance
  • Why do insurance marketers obsess over consumer segmentation in their acquisition efforts? Is that an opportunity or a challenge for marketers?
  • Why do insurance marketers care about CLTV and what are the key levers that drive it?
  • What are some innovations to expect on the horizon that will enhance the consumer experience and drive increased efficiencies for insurance marketers?
  • How can carriers and marketers improve efficiencies and drive growth of the right customers?  
  • What quantifiable examples can you share?
  • Can you speak to the rising cost of SEM and what are some alternatives in our ecosystem - - i.e., not Google?!
Moderated By:
Presented By:
3:10 PM – 4:00 PM
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How MassMutual Accelerates Financial Engagement with Science!

Room: Marina Ballroom I
Today’s targets are hard to reach, particularly on the topic of retirement savings. Hear how MassMutual’s new campaign broke through to their audience using data science and behavioral science to move that audience to action. This session will detail how MassMutual leveraged data science to define their audience and develop segments and models to drive 401k enrollment. And then, once that data revealed its secrets, how they employed behavioral science to engage the audience and move the needle on response by double digits.

Key Takeaways:
  • Discover what strategies work best for driving 401k enrollment, increased contributions and rollovers
  • Learn how to leverage data science to best segment and model for financial products
  • Understand how to employ behavioral science to drive increased response from segmented targets
Presented By:
  • John Sisson, President, HBT Marketing
  • Nancy Harhut, Chief Creative Officer, HBT Marketing
  • Greg Long, Head of Customer Lead Generation and Delivery, MassMutual
4:10 PM – 5:00 PM
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Home Services Lead Generation: Consumers, Aggregators and Consent Regulations, Oh My!

Room: Marina Ballroom I
With new state, national and international data protection and privacy legislation appearing every day, it’s important for home services lead generators, aggregators and buyers to understand the implications for their own business. We will cover what value can lead generation companies provide to consumers in this changing landscape, how to best work with partners on both the buy and sell side, and the importance of establishing industry standards. Join us as we dive into these concerns, consumer expectations and explore technical solutions for the best ways to ensure transparency yet protect data along the way.
 
Key Takeaways:
  • Gain insight into the best standards for operations in the Home Services vertical
  • Explore technical solutions like ping post for calls and post reject negotiation
  • Discover how to provide the most value to both the lead and your customers
  • Learn how to close the feedback loop with your customers
  • Understand what the future holds for compliance
Presented By: