March 4-6, 2019 | The Mirage, Las Vegas

2017 Full Program



Tuesday | March 21

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
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:
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
4:35 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