March 5-7, 2018 | The Paris, Las Vegas

2017 Full Program

2018 PROGRAM COMING SOON—CHECK BACK FOR UPDATES

 

Sunday | March 19

4:00 PM – 7:00 PM

Partnership Marketing Summit - Afternoon Networking / 1-on-1 Meetups

The Partnership Marketing Summit is the newest addition to our Las Vegas event. Designed to help organizations build meaningful partnerships, the Summit will comprehensively cover strategic marketing partnerships, coalition and affinity marketing and the exciting, expanding world of second-party data. Attendees will hear firsthand from marketing and business development leaders from top brands in multiple industries. Also, extensive networking events are planned to help facilitate new partnerships. The Partnership Marketing Summit is a joint venture between LeadsCon and the Summit’s presenting sponsor, WorkBook6. Additional Details to Come.

Monday | March 20

8:00 AM – 12:00 PM

Content Marketing Workshop: The Proven Formula to Successful Content Marketing with Arnie Kuenn


WHEN Monday, March 20th, 8:00am – 12:00pm
COST $195 through February 24th 6th and $295 thereafter through the show *(Please note that this is an add-on price for the Pre-Conference Workshop only. Attendees must be registered for the LeadsCon Conference.) *A light breakfast will also be provided.
AGENDA Content marketing is no longer a trend, or newfangled strategy; it’s an important part of digital marketing that is here to stay. Come spend the morning with experts from content marketing agency, Vertical Measures, as they share the latest best practices, including an 8-step formula for creating content marketing that drives serious traffic, leads, and sales. Whether you’re in B2B or B2C, enterprise or SMB, these principles work for companies across multiple industries.

For More Information, Click HERE
To Register for the Workshop, Click HERE
8:00 AM – 12:00 PM

CRO Workshop: A Crash Course in Conversion Rate Optimization with Tim Ash


WHEN Monday, March 20th, 8:00am – 12:00pm
COST $195 through February 24th 6th and $295 thereafter through the show *(Please note that this is an add-on price for the Pre-Conference Workshop only. Attendees must be registered for the LeadsCon Conference.) *A light breakfast will also be provided.
AGENDA How much money are you losing with poorly performing websites and landing pages? Changes in website efficiency can dramatically improve the profitability of your online marketing programs. This fast-paced and practical hands-on training will provide you with a crash course in conversion rate optimization (CRO). Noted digital marketing expert and SiteTuners CEO Tim Ash will help you to improve conversions by applying “The Matrix” methodology to your website. The Matrix is a framework for understanding your audience from a user-centered design perspective, and ensures that you will consistently get the more of right people through the right activities in the right order. All participants will receive a personalized autographed copy of Tim Ash’s book Landing Page Optimization: The Definitive Guide To Testing & Tuning For Conversions. Short lecture segments will alternate with practical hands-on work. Participants will complete exercises to apply key concepts to their specific situation.

For More Information, Click HERE
To Register for the Workshop, Click HERE
8:00 AM – 8:25 AM

Partnership Marketing Summit - Day 2 Kickoff and Welcome

The Partnership Marketing Summit is the newest addition to our Las Vegas event. Designed to help organizations build meaningful partnerships, the Summit will comprehensively cover strategic marketing partnerships, coalition and affinity marketing and the exciting, expanding world of second-party data. Attendees will hear firsthand from marketing and business development leaders from top brands in multiple industries. Also, extensive networking events are planned to help facilitate new partnerships. The Partnership Marketing Summit is a joint venture between LeadsCon and the Summit’s presenting sponsor, WorkBook6.
8:30 AM – 9:30 AM

Partnership Marketing Summit - Getting Past the Insertion Order: Building Strategic Partnerships with Your Media Providers

Brands: Are your relationships with key sources really partnerships? Publishers: Do you know your advertisers will be back next month? How much of your 2017 plan can you really depend on? What are your competitors doing to disrupt your business? Join Todd Nelson, Chief Business Development Officer for LightStream, one of the nation’s leading consumer lenders and a wholly owned subsidiary of Suntrust Bank, for an in-depth look at addressing these questions by building sustainable, proprietary partnerships with media providers. Panelists will include senior leaders from brands and media providers – each of whom will share important insights on how to win as a team.
Key Takeaways:
• Discover how to build dependable, high-performing partnerships that will last for years
• Learn best practices for relationship management and performance stewardship
• Find ways to optimize campaigns and deliver top-tier consumer experiences
Moderated By:
  • Todd Nelson, Chief Business Development Officer, Lightstream
Presented By:
  • Todd Thoman, Co-Founder and President, WellVia
  • Zac Carman, CEO, Consumer Affairs
  • Susan Blue, Senior Director, Enterprise Strategic Growth, Cox Automotive
9:35 AM – 10:15 AM

Partnership Marketing Summit - How to Add Value and Attract Customers through Affinity Partnerships

Every marketer at LeadsCon is looking for new customers. But there’s more to this than meeting with lead sellers and optimizing paid media campaigns. Many leading brands are discovering the value of partnering with non-media entities to find high value, persistent customers. Join key leaders from direct response brands as they share their thoughts on affinity and coalition marketing that delivers big value to advertisers and consumers – and eliminates digital media risk.
Key Takeaways:
• Learn how to leverage existing customer communities and build proprietary customer acquisition channels
• Uncover where to find customers with sky-high LTVs and low acquisition costs
• Discover the value of partnering with group and association members
• Take away best practices for strategic business development and partnership success
Moderated By:
Presented By:
10:30 AM – 10:55 AM

Partnership Marketing Summit - Sponsor Presentation - Cross-Selling into New Markets

The Partnership Marketing Summit is the newest addition to our Las Vegas event. Designed to help organizations build meaningful partnerships, the Summit will comprehensively cover strategic marketing partnerships, coalition and affinity marketing and the exciting, expanding world of second-party data. Attendees will hear firsthand from marketing and business development leaders from top brands in multiple industries. Also, extensive networking events are planned to help facilitate new partnerships. The Partnership Marketing Summit is a joint venture between LeadsCon and the Summit’s presenting sponsor, WorkBook6.
11:00 AM – 11:45 AM

Partnership Marketing Summit - How to Build an Effective Cross-Selling Program

Effective co-marketing and cross-selling is critical to partnership marketing. If you haven’t done it before, it’s best to learn from experience so you can understand the opportunities, caveats and pitfalls. How do know what your customers are looking for? How do you guide them to the right offerings? How do you leverage your brand to add value to the experience? Join our panelists for an in-depth discussion around building an efficient and positive experience for the customer while maximizing conversions.
Key Takeaways:
• Discover how to treat someone else’s customer before they become your own
• Learn the keys to building trust and brand continuity with your partner offerings
• Understand the best practices to follow to avoid customer fatigue
Moderated By:
Presented By:
12:30 PM – 1:10 PM

Partnership Marketing Summit - Sponsor Presentation: Facebook’s Partner Strategy to Drive Value for Advertisers

The Partnership Marketing Summit is the newest addition to our Las Vegas event. Designed to help organizations build meaningful partnerships, the Summit will comprehensively cover strategic marketing partnerships, coalition and affinity marketing and the exciting, expanding world of second-party data. Attendees will hear firsthand from marketing and business development leaders from top brands in multiple industries. Also, extensive networking events are planned to help facilitate new partnerships. The Partnership Marketing Summit is a joint venture between LeadsCon and the Summit’s presenting sponsor, WorkBook6.
Presented By:
  • Douglas Weiss, Product Growth Team Manager, Product Partnerships, Facebook
1:15 PM – 1:50 PM

Partnership Marketing Summit - Enabling Technology Solutions for Partnership Marketing

Customers have all sorts of journeys, and staying flexible and responsive to their journey is a big challenge for many marketers. New customers who arrive to the sales funnel through strategic partnerships will likely display different attributes from those who follow a digital media or lead generation path. This panel explores the enabling technologies that make this partnership pathway process easier and more efficient. Join our industry experts as they provide key insights for implementing marketing technology to improve customer experience, conversion, compliance, and tracking.
Key Takeaways:
• Find out how to customize marketing flows and sales processes based on the partnership and customer journey
• Learn how to decrease operational costs by implementing third-party solutions
• Discover how to unlock new audiences through data-focused partnership
Moderated By:
Presented By:
2:00 PM – 2:45 PM

Buyer's Summit: The State of Regulatory Compliance in 2017: What Buyers Need to Know

The Buyer's Summit brings together lead buyers from many different verticals to share their insight and opinions on the industry and its best practices. In this session, we are going to kick off the Buyer's Summit by addressing the current legal and regulatory environment for the industry. We will review the biggest issues in 2016 and then look forward to how they might shape 2017.
Moderated By:
Presented By:
  • David Morgan, Chief Revenue Officer, PerformLine
  • Deborah Solmor, VP & Deputy General Counsel, Litigation, Career Education Corporation
2:00 PM – 2:40 PM

Seller's Summit: What Lead Buyers Look for from a Vendor

In this panel, high-volume purchasers of leads across multiple industries share what they look for in a lead seller. Discussions will focus on compliance, IOs, volumes, and lead verification, to name a few. Learn how to get in and make sure you stay connected to what is important to your business and the regulators setting policy.
Presented By:
2:45 PM – 3:25 PM

Seller's Summit: The Lead Game: Marketing, Compliance, Returns and Regulation

Lead Generation has evolved but co-reg, deceptive offers, misleading and incorrect listings are still prevalent tactics occurring in lead generation. How do you combat these suspect or illegal activities? What is the best way to set up your I/Os for digital and call centers so you can manage the Lead Generation pipeline and only pay for what you ordered? What requirements should be in all I/Os. How has TCPA impacted traffic? How do you monitor directory types of listing sites? What about sites who use your brands without your approval to drive SEO related traffic to their sites and revenue to their pockets? What is the new compliance and regulatory landscape? With the new administration we will see a different focus, but how far should we get from “cleaning up” our backyards? We will discuss the above as well as give an update on what is going on in Washington DC with regulations.
Presented By:
2:50 PM – 3:35 PM

Buyer's Summit: Lead-Generation Guide: How to Maximize Your Marketing ROI

There are clear strategies on how to maximize your return from the leads you purchase. Many of these strategies have been discussed time after time, but in today's session we will look at new and creative ways to utilize cross-channel selling, call center services, and sales automation to squeeze every last dollar out of your marketing investment.
Moderated By:
Presented By:
3:35 PM – 4:15 PM

Seller's Summit: Lead Generation Standards & Best Practices Overview

With the huge shift in the political climate, this Q1 comprehensive review of best practices and guidelines covers online marketing, telemarketing, texting, TCPA, Can Spam, AGs rulings etc. Join us for this important discussion to better understand and follow these standards driving lead gen today.
Presented By:
3:40 PM – 4:10 PM

Buyer's Summit: Performance Marketing Via Social Media--How to Make It Work

There is no question that a solid social media plan is important to your business, no matter the size. The question that many of us still need answered is how do we make it a lead generation machine. Is it even possible? In this session, we will look at clear ways you can utilize social media outlets to generate leads. We will hear tried and true ways to hold your social media campaigns accountable based on performance.
Presented By:
4:10 PM – 5:00 PM

Buyer's Summit: LeadsCouncil 2017--The Importance of Self Regulation

In this final session we will gather LeadsCouncil Board Members to discuss how the new administration may affect the regulatory environment and how self-regulation will play a part in keeping our industry healthy and primed for continued growth. You will leave this session with a better understanding of the current regulatory landscape and the goals of the industries leading association, the LeadsCouncil.
Moderated By:
  • Michael Ferree, Board Member (LeadsCouncil), VP Corporate Development, Anomaly Squared
Presented By:
  • Greg Gragg, Board Chairman, LeadsCouncil
  • Bruce Cook, SVP Corporate Development, LendingTree, LLC.
  • Marty Collins, Senior VP of Corporate Development, Legal & Compliance, QuinStreet
4:20 PM – 5:00 PM

Seller's Summit: A $12-Million Journey: Deep Insights with a Regulatory Target

This session details one Lead Seller’s journey on the wrong side of the regulators. Hear a first-hand account of how regulators applied rules from a 1995 law to assess more than $12 Million in penalties and fines. Avoid the “it can’t happen to me” philosophy and learn how you can take steps today to avoid being on the wrong side of the regulatory reach.
Presented By:

Tuesday | March 21

9:10 AM – 10:00 AM

Keynote: Insights That Incite: Achieving Differentiation Breakthroughs in Your Lead Gen Programs

Traditional approaches to lead generation are great if you want to sound like your competitors. But that’s not what you want—you want differentiation breakthroughs. Believe it or not, sometimes the most counter intuitive approaches to your demand gen activities have the greatest potential to distinguish you—and there’s new research to prove it. In this session, Corporate Visions’ Tim Riesterer, author of The Three Value Conversations, explores a range of new studies that challenge conventional approaches to message development…and will leave you questioning whether marketing “best practices” are actually best for you.

You’ll discover how to:
• Introduce unconsidered needs instead of responding to identified business issues
• Create contrast between you and your prospect’s current situation, instead of leading with your features and benefits
• Develop an insight-based story that drives action with risk and resolution, not one or the other
Presented By:
  • Tim Riesterer, ‎Chief Strategy and Research Officer, Corporate Visions
10:25 AM – 11:10 AM

It’s Not Your Leads that Suck, It’s You!

How many times has sales told marketing the leads they source are low quality? In this session, we’ll talk about why it isn’t the leads, it’s the first impression with the buyer that’s often lacking. The first impression you give a potential buyer is so important – not only how quickly you follow up, but also what you say. Most buyers see it as a leading indicator of a longer-term relationship with you and your organization. In this session, we’ll reveal new research that highlights how to optimize your outreach strategy and message to make a positive, lasting first impression on a potential buyer. Ultimately helping you make the most of your marketing investment and bring more revenue to your organization.
Presented By:
11:15 AM – 12:00 PM

Keynote: That’s Irrational! Why Selling to the Logical Brain Won’t Get Results

People don’t make “rational” decisions. Your web experiences may be laid out in a logical way, and that is costing you a lot of money. Understand the latest in neuromarketing research to bias visitors subconsciously, and make it more likely that they will take the desired action on your web page. Learn the power of framing, irrational anchors, and visual biases. Find out what motivates your primitive reptilian brain, and how to skyrocket online conversion rates!
Key Takeaways:
• Discover why you really have three brains, and which ones are really in charge
• Learn how to limit choice overload and focus people on the desired outcome
• Understand how to maximize value by framing and bracketing to create context
• Come away with practical applications for your online marketing campaigns
Presented By:
12:00 PM – 1:20 PM

Insurance Summit Sponsored by EverQuote: How to Train Your Brain for Success

Based on his best-selling book Train Your Brain for Success, Roger Selp will take you through specific ways of thinking and acting that will get anyone where they want to go, fast. Learn to condition your mind to move toward success automatically, by discovering greater memory power and fundamental techniques for boosting reading speed and comprehension. The first 50 attendees will receive an autographed copy of Train Your Brain for Success.
Lunch will be served during this session.
Presented By:
  • Roger Seip, Co-Founder, Freedom Personal Development
1:30 PM – 2:20 PM

Why Your Content Marketing Is Not Working - And How to Fix It

You've been working at content marketing for while now, but the staff and executive team is starting to get frustrated. You’ve been publishing blog posts, videos and infographics, but no one seems to be reading or watching. The traffic, leads and sales are just not coming in. The reason why comes down to one simple fact: You’re making some key mistakes which are preventing you from being successful. Join Arnie Kuenn, CEO at Vertical Measures, for a session that will dive into the current state of the industry, and show you what you can do differently to achieve success – fast. Learn how to combat downslides in your content marketing program and learn effective ways to revamp your strategy. Learn how to move past pressing "Publish" on content that doesn’t move the needle, and learn strategies to catapult your results and see just how potent content marketing can be for your business.
Key Takeaways:
• Understand how to perform deep content topic ideation to capture organic traffic
• Find ways to shift your strategy to adopt agile methodologies
• Discover the magic of a Hub & Spoke content model
• Learn why search engine optimization is more critical than ever
Presented By:
1:30 PM – 2:20 PM

Acquire More While Spending Less

Today’s always-on consumer expects personalization and relevance within each brand engagement. Today’s direct and digital marketer, however, is seeing that consumer’s identity split across the omni-channel landscape making it impossible to correctly identify and validate potential leads across channels. Efficiently targeting the right consumer with the right message with speed helped them reduce acquisition costs while simultaneously increasing profitability. But identifying, verifying, and activating against quality leads is becoming increasingly complex as the number of channels that consumers engage with increases. The more consumer channels available to marketers, the harder it is to deliver personalized engagement to leads. Join us as Neustar and Plymouth Rock Assurance share how to accurately identify high-quality leads and activate those leads with personal engagement in real-time.
Key Takeaways:
• Discover solutions that tackle the lead acquisition funnel from beginning to end and provide real-time decisioning across verified and qualified leads
• Understand the importance of the customer intelligence you have in house as well as other tools to maximize your buying/selling potential in real-time and across channels
Presented By:
1:30 PM – 2:20 PM

Lead Generation Regulation and Enforcement: Government Perspectives

Online lead generation is nearly ubiquitous in the modern marketplace. Federal and state regulators have broad jurisdiction over lead generators, whether they are generating leads for a lender, an educational institution, or a company offering another good or service. Using their authority, the FTC, CFPB, and state Attorneys General have brought law enforcement actions against a number of companies, the FTC held a one-day public workshop and issued a staff paper, and multiple state Attorneys General have studied the market and are at work on guidelines for marketing using lead generation. Hear directly from key staff from the FTC, Office of the Iowa Attorney General, and Office of the Connecticut Attorney General on the evolving legal and regulatory landscape, from an industry attorney that advises companies on how to stay compliant, and a LeadsCouncil industry representative on what steps you can take to meet these challenges.
Key Takeaways:
• Gain an overview of FTC Staff Perspectives from the Lead Generation Workshop
• Get insight into recent state Attorneys General initiatives and enforcement activity, including development of a code for education lead generation
• Take away practical advice about how to protect your business from regulatory risks
Moderated By:
Presented By:
  • Sandy Brown, Assistant Director, Financial Practices, Federal Trade Commission
  • Nathan Blake, Assistant Attorney General, Iowa Department of Justice
  • Marty Collins, Senior VP of Corporate Development, Legal & Compliance, QuinStreet
1:30 PM – 1:40 PM

Facebook Lead Ads: Connecting People with Business in Two Taps (Location: Show Floor)

2:30 PM – 3:20 PM

Facebook Advertising Successes + Challenges - What You NEED to Know!

Eager to hear real insights? We'll highlight and share the x-factors for success to launch a profitable Facebook campaign. Join us for a cross-industry panel of leaders discussing successes, learnings and pitfalls to avoid. Learn about what worked + why, what failed + why? Was it abandoned completely or iterated and tested again? What are the key learnings across different industries?
Key Takeaways:
• Learn the keys to success from brands across verticals
• Discover the key strategies at various stages of growth
• Find out potential pitfalls to avoid
• Understand the keys to testing + iterating and when to invest or abandon
Moderated By:
Presented By:
2:30 PM – 3:20 PM

A Lead Redefined! How Customers are Driving the New Lead

As a National brand, Dish wants to generate leads for its services. The more subscribers, the better. But generating leads that don't qualify, or leads with customers that qualify, but then churn is an issue that adversely affects efficiency and frustrates sales. This session will reveal how “The New Lead” is one where the customer we reach as a lead is better qualified and less likely to churn as a result of leveraging behavioral science in marketing.
Key Takeaways:
• Discover the impact of a poorly defined lead
• Understand how to leverage behavioral science to improve the quality of the lead
• Learn how you can analyze your business to understand what "Lead Redefined" means to you
Presented By:
2:30 PM – 3:20 PM

Conversions vs Compliance: How to Integrate and Have Both

Being compliant with marketing regulations does not mean your conversions should suffer. What opportunities are you missing for your compliance and click through rates to work together? This session will explore industry data and meeting FTC disclosure expectations to help you be more compliant without sabotaging your clicks.
Key Takeaways:
• Find out how to put compliance first to better work incoming leads
• Discover strategies to collect more lead data Learn how to use objective data to make better integrated marketing decisions
• Gain tips to scrub and remediate instead of wasting a lead or a source
Moderated By:
Presented By:
2:30 PM – 3:20 PM

Demand Fuel Sponsored Workshop: Effectively Leveraging Paid Search as a Channel for Qualified Lead Generation

Your digital marketing programs should be built around creating a pipeline so you can hit your sales quotas. This frees up your salespeople to do what they do best: build relationships and sell. Paid Digital Marketing is a way to accelerate this – if you have the right goals and processes in place. Attend this session and discover:

• Proven approaches to paid search to get more and better leads into your pipeline
• Tactics to refine your lead gen process and focus on higher quality leads
• Effective methods to track and measure your goals
Presented By:
2:30 PM – 2:40 PM

Facebook Lead Ads: Use Cases Across Verticals and Success Stories (Location: Show Floor)

4:10 PM – 5:00 PM

The Millennial Challenge: How to Build an Authentic and Quality Online, Social and Mobile Experience to Attract Millennial Shoppers and Build Brand Loyalty

There are more than 75 million Millennials in the US, now exceeding the number of baby boomers. Attracting these consumers requires vastly different tactics and strategies than used with previous generations. These consumers have grown up with the internet, are tech savvy, spends hours a day on mobile devices, participate in multiple social media outlets and are considered to be one of the most brand-loyal generations. Join us as we offer specific tactics and strategies for developing integrated marketing programs to attract millennials with high purchase intent while building brand loyalty and repeat purchase behavior.
Key Takeaways:
• Come away with a summary of factors influencing Millennial buyers and specific online, mobile, and social strategies and tactics that can be used to attract Millennials effectively while at the same time building brand loyalty
• Discover strategies and tactics for lead generation companies, service providers, and online commerce sites
• Learn specific examples of how insurance, home improvement, and finance websites are successfully targeting Millennials
Presented By:
4:10 PM – 5:00 PM

Race to the Top: Identifying Active Buyers before They Submit a Lead

Have you ever waited for a rush-hour taxi, only to have someone walk ‘upstream’ and flag one before you can? That’s exactly what’s happening in lead generation, with competitors going upstream to pick off your prospects before you see them. The industry is approaching a critical shift to using data-driven insights earlier in the consumer journey to identify active buyers at the first signs of competitive shopping, instead of waiting until they submit a lead. Join us as we unpack ways that insights-driven businesses are giving themselves an unfair advantage and capturing these potential customers.
Key Takeaways:
• See what buying signals insurance, mortgage, and education brands are using most frequently
• Explore different kinds of data (predictive, behavioral, demographic, and third-party) that can help improve targeting and uncover active buyers
• Discover advanced tools to improve your predictive analytics capabilities
• Learn new tactics to turn emerging digital consumer journey trends from threat to opportunity
Moderated By:
Presented By:
  • Todd Jones, President, Retail Mortgage, BBMC Mortgage
  • Eric Seidelman, Director - Performance Digital, Universal McCann
4:10 PM – 4:35 PM

Call Center Technology: How to Stay Compliant and Manage Shrinking Margins

Lead buyers and sellers continue to feel the weight of regulation on their shoulders, with many concerned about the impact on margins. There are many technologies, however, that can assist in reducing risk, growing profits and meeting aggressive goals. Compliance is in the details; so those utilizing sophisticated call center tools to streamline quality control, tracking, recordings, reporting and more gain a significant advantage. Find out which technologies can give your contact center the edge you need and how to make the best use of these tools.
Key Takeaways:
• Provide a clear understanding of the current regulatory environment and how technology is being used to sustain growth, compliance and margins
• Understand how to better streamline processes by utilizing technology to increase operational efficiency
• Offer insight on how to integrate technology and ensure and ROI
Presented By:
  • Joe Laskowski, Managing Partner and Chief Marketing Officer, Higher Ed Growth
4:10 PM – 5:00 PM

Twilio Sponsored Workshop: Top 3 Reasons to Customize Call Tracking for Your Business

61% of the people who call the number on a landing page or ad have already made the decision to buy, so knowing what drove calls is vital for your business.

Tools like Google Analytics and Mixpanel have made it easy to know which digital channels are driving leads—but how do you precisely track leads when a prospect calls and takes the conversation offline?

Using APIs for voice and phone numbers you can build a call tracking solution to:

1. Track millions of keywords per day via lead attribution
2. Convert leads while they’re still hot using dynamic routing
3. Tailor campaigns for each customer with workflow optimization

This session will discuss why a custom call tracking solution can help you track, measure and optimize calls just like clicks.
Presented By:
4:30 PM – 4:40 PM

Facebook Lead Ads: Best Practices (Location: Show Floor)

4:35 PM – 5:00 PM

Need for Transparency: Where are Your "Network" and "Agency" Leads and Clicks REALLY Coming From? It is Time We All Find Out

How do you manage your business in the era of the digital media Black Box? Advertisers are expected to buy traffic and leads from “networks” and “agencies” with barely a subID to guide us. There are multiple levels and sub relationships between mailers and publishers and agencies and networks are buying from each other. Who is responsible for managing your compliance concerns? How can you optimize and measure ROI when all you have is the black box? Learn the subtle and not-so-subtle dangers of this new business paradigm and what to do about it. Have you noticed the degradation in traffic quality in recent years? Do you know why this is? Let’s come together to save these highly lucrative channels.
Key Takeaways:
• Discover why networks are valuable and learn how to maximize those relationships
• Learn key questions you should be asking your Email Network and Lead Aggregator Partners about the traffic you are buying
• Understand which steps you can personally take to disrupt the current buying/selling paradigm, open the black box and take the industry to the next level
Presented By:
  • Andrea Hoffman, Vice President, Globe Life, Globe Life and Accident Insurance Company

Wednesday | March 22

9:00 AM – 9:50 AM

What Should You Do with Your Digital Marketing: Agency vs. In-House?

Is outsourcing your digital marketing the best choice for your business, or should you handle it in-house? This panel discussion will represent both sides of the question, as panelists include a representative of a digital marketing agency, an agency client, and a representative of a company that handles their own digital marketing. When deciding whether or not to outsource your digital marketing, many factors come into play. Cost, expertise and oversight are obvious considerations, but what else should you take into account? This panel will discuss the issues that can have a major impact on your choice, including strategy, resources, location, industry and timelines. Both sides of the agency vs. in-house debate will be represented, to present a balanced view of the pros and cons of each option.
Key Takeaways:
• Learn which questions to ask about your business when deciding the best choice for your digital marketing
• Discover the pros/cons of doing you digital marketing in-house vs. an agency
• Understand in which situations when should you insource vs. outsource
• Find out some of the hidden costs or “got ya’s” of running things internally or through an agency
Moderated By:
Presented By:
9:00 AM – 9:50 AM

Are Mortgage Sales Ready for a Tesla Moment?

Every lender wants to maximize lead conversion—gaining more horse power using less gas—especially at a time when compliance costs are eating up everyone’s extra time and resources. Perhaps lenders can learn a thing or two from Tesla Motors, which revolutionized the auto industry by figuring out how to gain higher performance with less fuel. Our panel of mortgage sales experts will explore this possibility by examining how technology is already reshaping how loans are sold—particularly when it comes to millennial buyers, who gravitate toward online transactions.
Key Takeaways:
• Discover how to turn more leads into closed loans by eliminating age-old gaps in marketing and sales processes
• Learn effective ways for turning customers into advocates and ultimately referral sources
• Understand how to efficiently identify and focus on highly motivated borrowers vs. tire kickers
• Find new ideas to stay top of mind with potential borrowers that might not be in the market for a home loan today but may be in the future
Presented By:
  • Chris Backe, Director of Business Development - Financial Services, Velocify
  • Mike Eshelman, VP of Marketing, First Direct Lending
Moderated By:
Presented By:
  • Todd Jones, President, Retail Mortgage, BBMC Mortgage
9:00 AM – 9:50 AM

Insights into Mobile Conversion

The “year of mobile” has already happened, and you are late to the party. In the rush to catch up, you have probably retrofitted “mobileness” belatedly onto some of your desktop web experiences. Unfortunately, this approach will most likely fail. Join Tim Ash as he helps you understand the pitfalls of going mobile and why it is fundamentally different from desktop, and shares important perspectives on creating a compelling mobile conversion strategy.
Key Takeaways:
• Discover why context (and not content) is king
• Understand the characteristics and behaviors of mobile users
• Find out what is the real mobile “killer app”
• Learn why “responsive lite” websites are not the answer
• Walk away with guidelines for creating optimal mobile experiences
Presented By:
10:00 AM – 10:50 AM

Driving Lead Acquisition with Customer Journey Analytics

For Lead Sellers, matching the right leads to the right buyer is imperative. Lead Buyers want qualified leads, and Lead Sellers want to build profitable relationships with buyers. The key to a high performing lead acquisition program is having the right information. What types of leads convert? What types of leads generate high revenues? Join us as we look into the customer journey analytics for insights about customers that fuel conversions and matches leads to a buyer’s preferences.
Key Takeaways:
• Leverage customer journey analytics to convert customers into a sale
• Discover new methods to capture qualified leads that Lead Buyers are seeking
• Unlock the value of technology to sell leads to buyers at the best price possible
Moderated By:
Presented By:
  • John Challis, Principal, Kick Pedal Media
  • Erik Josowitz, Senior VP, Technology & Strategy, AWL
  • Jenny Weigel, Operations Manager, Lead Sourcing & Delivery, FindLaw, part of Thomson Reuters
10:00 AM – 10:50 AM

Shifts in Insurance: How Top Agents Drive Growth

In the insurance industry, the buying power continues to shift to the consumer, who shops online, often in search of the lowest price. This new reality is making it increasingly difficult for insurance agents to service and retain existing clients and compete to attract new clients. But growth in this market isn’t impossible. In this session, a group of industry experts will share their success stories – how they doubled or even tripled the number of policies sold in a short period of time by attracting new clients, while also retaining and upselling existing clients.
Key Takeaways:
• Discover how to achieve and sustain faster growth
• Learn attention-barrier braking tactics that will help you attract new clients
• Uncover new ideas to stay top of mind with existing clients
• Find out how to create value and avoid the price driven sale
Moderated By:
Presented By:
10:00 AM – 10:50 AM

Delight Consumers and Increase Call Marketing Profitability for Publishers, Aggregators and Advertisers with Competitive Call Distribution

Performance marketing is all about the sales return on the marketing investment. Pay Per Call Generation is more sensitive to efficiencies than Pay Per Lead because more friction typically occurs when you connect two parties in a meaningful conversation. To efficiently run a Pay Per Call campaign, you need connect the lead with a salesperson who can educate that customer as quickly as possible. Come hear how industry leaders are using competitive call distribution to achieve this goal. We’ll share insights on how to consistently please consumers by rapidly connecting them with the help they seek. Learn how the call supplier (publisher) benefits from getting paid on more calls, and how friction is reduced between the aggregator and their call buyers (advertisers).
Key Takeaways:
• Understand the drop points where you are losing money
• Understand how competitive call distribution works to reduce the failure points
• Review the benefits achieved and financial gains for the call marketing ecosystem
Moderated By:
Presented By:
11:00 AM – 11:25 AM

Advance Customer Loyalty: Take Segmentation to the Next Level

Segmentation is one of the first steps toward efficient and effective marketing. More than just a tool for creating relevant targets, segmentation can help you optimize the customer lifecycle. Many organizations are drowning in data, but data is also revolutionizing business. By applying marketing segmentation principles, data hygiene and analytics, companies can gain competitive advantages that drive strategic decisions about prospecting and customer acquisition. Learn how to go beyond transactional data to customize multi-channel campaigns that resonate with your target audience to improve results, build brand loyalty, and boost your segmentation strategy.
Key Takeaways:
• Understand the importance and impact of segmentation on marketing campaigns
• Discover how segmentation and analytics truly go hand in hand
• Learn how to use data hygiene to enable better results
• Create a multichannel program that speaks to your customers
• Establish ROI, testing, and finding prospects that look like your best customers
Presented By:
  • Josh McGrail, VP Strategic Accounts, AccuData Integrated Marketing
11:00 AM – 11:25 AM

Optimizing the Solar Lead Mix: How to Maximize Your Returns from Solar Leads

The solar boom is well underway, so how do you make sure you continue to grow your lead pool, avoid ad fatigue and differentiate yourself from the competition? Join us as we take a closer look at techniques to increase your ROI, using data to optimize your lead flow, differentiating your message, and CRM nurturing.
Key Takeaways:
• Discover how to find less expensive solar leads in less popular states
• Learn how to qualify more leads, more quickly through sales techniques
• Understand exactly how many leads an individual sales person can deal with per hour, so as to stagger your inbound lead flow
Presented By:
11:00 AM – 11:25 AM

Next-Level Lead Generation: How to Make Customer Acquisition Marketing Work for You

An effective customer acquisition marketing strategy focuses on optimizing each phase of the Sales Funnel, which is essential for success at your agency, given today’s competitive landscape. The best lead generation partners can amplify your sales effort by delivering interested consumers to you at every phase of the decision-making process as data leads, as live transfers, and even as completed sales, delivering actual policies directly to you. In this session, discover how to accelerate your sales process and maximize results by leveraging the right combination of data leads, live transfers, and support for quoting and binding to generate more closed policies every day.
Key Takeaways:
• Learn how you can accelerate your sales process
• Maximize your results by leveraging the right combination of data leads, live transfers and support for quoting and binding to generate more closed policies every day
Presented By:
11:30 AM – 11:40 AM

Facebook Lead Ads: Connecting People with Business in Two Taps (Location: Show Floor)

11:35 AM – 12:00 PM

Are Voice Analytics Truly Autonomous or are Humans Still Required?

What exactly is "Voice Analytics"? How are so many companies promising the delivery of seemingly impossible results without the use of human interaction? Can these companies truly determine what happened on a call and whether a customer was upset or happy with the resolution? Can these companies offer a comprehensive call monitoring platform based on current technology? Come watch as we examine the value of "voice analytics" and whether companies can achieve these advertised results or whether it’s all just smoke and mirrors.
Presented By:
11:35 AM – 12:00 PM

Home Service Leads: Going Beyond Mortgage, EDU & Tech Support

Are you part of a vertical market, such as Mortgage, EDU or Tech Support, that’s always looking for ways to increase revenue with your current lead acquisition and monetization efforts? The Home Services vertical can easily complement your current business and maximize efforts you have already put in place. Join us as we provide the landscape, the needs and the simple ways you can enter the Home Services arena. From brand compliance to marketing integration, we will help guide you with low cost, impactful ideas to make Home Service Leads a significant part of your business.
Key Takeaways:
• Discover what lead buyers want from home service campaigns
• Learn about the buy-flow and lead quality differences in home service campaigns
• Find out what brands are doing with their home service campaigns and how they can be compliant
Presented By:
11:35 AM – 12:00 PM

Turning Data into Insights to Acquire and Grow Leads

Let’s face it. Prospecting for new clients can be a losing proposition—small and large businesses alike are solicited daily. To convert a lead, the process has changed. Working with a lead today is not the same as it was yesterday, or even how it will be tomorrow. With so many products and solutions providers out there, it can be hard for sellers to be heard. Companies large and small are getting challenged as competitors take their customers, upstarts take their best prospects, and their margins get compressed even as they make operational changes to their go-to market approach. The truth is, these companies have just very basic information on their leads and customers. What could they learn about their leads that they didn’t already know that could change their resource allocation model, and perhaps alter their trajectory in customer growth? To drive sales and beat the competition, you need to rethink the lead process: cold leads no longer have to be cold, and with the right data, you can accelerate the sales process.
Key Takeaways:
• Discover the ways that the definition of a lead has changed and why we need to rethink the way we deal with leads today
• Learn how companies can stand out to their leads to beat the competition
• Understand what’s going beyond “who” the leads are and the “why”
Presented By:
12:00 PM – 1:20 PM

Insurance Summit Sponsored by EverQuote: What Does It Take to Have the Fastest Growing Agency in the Country

Two of the country’s most successful insurance agency owners will share their best kept secrets on what makes their businesses so successful – and the unexpected obstacles that have challenged them in the process. Walk with John Seep and Ralph Perez as they take you through their journey to the top of the insurance industry. Learn from their experiences and participate in an interactive discussion with two agents who have achieved tremendous success with two, very unique growth strategies.
Lunch will be served during this session.
Moderated By:
  • Hunter Ingram, EVP – Agency Business Development, EverQuote, Inc
Presented By:
  • John Heep, Agency Owner, John Heep Farmers Insurance and Financial Services
  • Ralph Perez, CEO, Direct Property and Casualty
1:00 PM – 1:50 PM

Creativity in the Post-Digital Age

The world is changing at warp speed. Technologies evolve, dominate and fade in months rather than years. Market dynamics shift with increasing frequency. In this new reality, we need to redefine what it means to be an expert. Expertise built over time—often years—is less important today than having the creativity to recognize, adapt to and leverage new opportunities. What is creativity? How does it happen? Can it be built into your business?
Key Takeaways:
• Gain a clearer understanding of the foundations of creativity
• Learn about techniques for building greater creativity across your teams
• Understand how creative thought can accelerate your business results
Presented By:
1:00 PM – 1:50 PM

The Latest Higher Ed Inquiry Generation Trends & How They Impact You

The content for this session is so fresh that we didn’t have a complete description in time to get it into the agenda. Based in part on a report published in March that covers inquiry generation trends inclusive of volume, conversion rates and price, this session will be a presenter-led discussion about current trends, what they mean and how they impact your inquiry generation efforts. Audience participation strongly encouraged.
Key Takeaways:
• Understand average industry performance, which can be used as a benchmark for your campaigns
• Learn which trends you need to adjust for and which you can just monitor for now
• Identify channels that have the greatest opportunity to deliver results in 2017
• Get answers to your questions about recent industry performance and expectations for the year ahead
Moderated By:
Presented By:
1:30 PM – 1:40 PM

Facebook Lead Ads: Use Cases Across Verticals and Success Stories (Location: Show Floor)

2:00 PM – 2:25 PM

Are Duplicate Leads a Bad Thing?

There’s a common misconception that duplicate leads are bad for business. In fact, the data shows these “dupes” are the highest converting lead source. Many groups reject duplicate leads because they do not know their true value. The real question is: Why does a lead have to re-contact you? Don’t miss this presentation as we help you find answers to this and more.
Key Takeaways:
• Learn the process to effectively handle duplicate leads across departments
• Understand the influence duplicate leads have on your organization
• Discover key questions to ask for engaging this audience
• Explore where media channels produce duplicate leads
Presented By:
2:00 PM – 2:25 PM

Auto Insurance Leads: Navigating the Changing Landscape and the Impact of Sell-side Consolidation

The past few years have seen a significant consolidation of lead and click providers in the auto insurance vertical. Where buyers once could create a balance between 4 or 5 significant providers, consolidation has cut the number of supply sources in half for ‘at scale’ acquisition campaigns in the vertical search space. This diverse panel of industry participants will share their different perspectives on how the consolidation of supply is impacting the buying and selling landscape, and discuss best practices and ideas for navigating the current landscape.
Key Takeaways:
• Gain insight into the Advertiser’s perspective on consolidations impacts
• Learn the Publisher’s perspective on consolidation impacts
• Understand how to optimize your marketing investments where consolidation has limited levers to pull
• Find out how Advertisers gain insight into, and control over, larger opaque masses of lead, click and call inventory
• Discover how Publishers continue to thrive with a less competitive market for their product
Presented By:
2:30 PM – 2:40 PM

Facebook Lead Ads: Best Practices (Location: Show Floor)

2:35 PM – 3:00 PM

Content Distribution: Creating Engagement, Driving Action

Researchers for Microsoft have discovered that the average person’s attention span has dropped from 12 seconds (in 2000) to 8 seconds. This is one second less than the attention span attributed to goldfish! At the same time, according to Nielsen, the amount of content we consume on a daily basis has grown from two hours a day in the 1920s to nearly 11 hours per day today, up by two hours a day just in the last three years! Given these factors, Content Marketers are finding it increasingly difficult to break through the clutter and have impact. So how do you achieve engagement and drive desired actions? Join us as we examine effective strategies for making content that is highly relevant to the target audience.
Key Takeaways:
• Learn what to write about, how to write it, and how to make it “findable”
• Discover how techniques from SEO and PR can help your content find its audience
• Understand best practices that make content relevant, nimble and evergreen
Presented By:
2:35 PM – 3:00 PM

Financial Lead Gen: Engaging a Hard to Reach Audience

People don't want to talk about their finances, let alone meet with an agent to discuss a financial strategy for their future. We all want to set it and forget it. MassMutual wanted to drive their clients to meet with the financial advisor to discuss their situation, with the intent to grow business through cross-selling their products. We’ll discuss the strategy and execution of the campaign and how behavioral science played a role in getting a hard to move audience to act.
Key Takeaways:
• Discover a strategy for understanding and overcoming barriers to getting a response from your audience
• Learn how to leverage behavioral science to increase response and drive engagement and action
• Find out how direct marketing can be used effectively even for a product that’s not “sexy”
Presented By:
  • John Sisson, President, Wilde Agency
  • Mathew Nelson, Field Communications Manager and Marketing Consultant, Client Aquisition, MassMutual