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

2017 Full Program



Wednesday | March 22

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:
Moderated By:
Presented By:
  • Todd Jones, President, Retail Mortgage, BBMC Mortgage
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:
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:
11:35 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:
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:
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:
2:35 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, HBT Marketing
  • Mathew Nelson, Field Communications Manager and Marketing Consultant, Client Aquisition, MassMutual