Lead Management Masterminds

We are thrilled to announce that Dani Dunn will be joining us on the Lead Management Masterminds podcast! Dani brings extensive experience as a Senior Project and Account Manager at Shape Software, our dynamic new partner that is spearheading the transformation of lead management systems. In this episode, we'll take a deep dive into the realms of sales automation, marketing strategies, and Customer Relationship Management. Furthermore, we'll explore Shape's trailblazing role in the industry, leveraging AI, mobile applications, and automation to revolutionize lead management. By tuning in, you'll gain valuable insights into Dani's journey with Shape, along with the challenges encountered and the innovative solutions implemented to overcome them. Tune in now for an enlightening discussion on the future of lead management!

Get ready to be inspired by our next guest - our close personal friend, Kyle Draper! Kyle is a multi-talented individual who has made a name for himself in the real estate industry and beyond. As an author, speaker, and social media expert, Kyle has helped countless real estate agents and brokers to build their brands, attract clients, and close deals using social media. He's also a passionate advocate for personal development and leadership, inspiring people to live their best lives and achieve their goals. During our conversation, Kyle will not only share his insights and strategies for success in the real estate industry, but also in life. He will speak about his journey from being a youth pastor to becoming a highly sought-after speaker and thought leader, while also sharing some of the most valuable lessons he's learned throughout his career. With his infectious energy and positive outlook, Kyle is sure to inspire and motivate you to take action and achieve your own goals. Whether you're a real estate professional or simply looking to level up in your personal and professional life, you won't want to miss this episode! So tune in and join us in welcoming Kyle Draper to the show. Let's learn from one of the best in the business!

We are honored to have Luke Babich, the CEO of Clever Real Estate, as our guest on this episode of the Lead Management Masterminds Podcast. With a deep understanding of the unique challenges faced by all the stakeholders involved with the home buying process, Luke has developed innovative technology solutions that are transforming the industry. Throughout our conversation, Luke shares his insights and experiences on the latest trends and developments in real estate technology, and discusses how these tools are empowering loan officers, lenders, home buyers, and home sellers alike. He offers insights on how to effectively leverage technology to streamline your operations, improve your customer experience, and drive business growth. In addition to sharing his expertise on real estate technology, Luke offers practical advice for anyone looking to optimize their operations and achieve success in this rapidly changing industry. From tips for using automation to increase efficiency, to advice for leveraging data analytics to gain a competitive edge, this conversation is packed with valuable insights and inspiration. So whether you're a loan officer, lender, home buyer, or home seller, you won't want to miss this engaging and informative conversation with Luke Babich. Tune in now and discover the latest trends and strategies for leveraging real estate technology to achieve success in today's market!

Founder and Chief Innovation officer of Mortgage Coach, Dave Savage, graces the pod with his presence today! Dave is a long tenured industry veteran who started his platform Mortgage Coach 30 years ago. Through Mortgage Coach, Dave has helped elevate loan officers to a higher level over the last three decades with innovative training and digestible content. The platform helps put power into the Loan Officer's hands at the point of sale by empowering them with full pictures of the borrower's situation, so they can discuss "advice, not price" and sell to the borrower's true needs. Dave also discusses his partnership with Sales Boomerang and how that will shape their future together, and dives into "Scriptapalooza" and how it can benefit anyone in the industry. Before the end you'll hear some of Dave's top lead management tactics for success, and he will share his take on what the mortgage landscape will look like five years from now in 2027! Do you want to feel well equipped to win the next five years? If so, check out this episode now!

A warm welcome to Tracy Laney as she joins Scott on episode 28 of the Lead Management Masterminds podcast! Tracy is the National Sales Director of Financial Services at ActiveProspect and brings listeners of this episode on a deep dive of their product offerings concerning LeadConduit, Trusted form, and more! Scott and Tracy discuss the practical process, operation, and benefits that the LeadConduit platform brings to lenders. Tracy highlights the entire lead posting process through the system, the depth of features offered, how they can save lenders money, and the flexible applications of all the data available. Dispelling popular misinformation about the products, Tracy happily explains her favorite data applications and features that will benefit any lender in any market. Be sure to listen all the way through to be sure you have the full view of these tools that could benefit you!

Long awaited guest of the podcast, Katherine Campbell, Chief Digital Officer of Assurance Financial, joins us on Lead Management Masterminds to talk shop and inform listeners on the true power and path of digital marketing and technology in mortgage. Katherine has a remarkable resume, beginning her career over 20 years ago in the blooming startup sector in San Francisco, being present for such foundational moments as creating digital KPI's, web page design, and truly learning which 50% of your marketing works. Her work led her to be on the forefront of digital marketing and tech and she has blazed a trail covered in industry accolades, which Scott will review! Our discussion touches on evolving consumer expectations in a digital landscape, how to approach outbound dialing to customers based on point of origin, and what Katherine expects to see change in a post-covid mortgage marketplace. If you want to take your digital experience to the next level, you will not want to miss out on this episode!

Industry legend and founder of Liner Connections, Joey Liner, joins us today on the Lead Management Masterminds Podcast to talk all things old, new, and in the future! Joey shares his story as someone who initially cut his teeth in the tech industry after the dot-com market crash, through a recent position as a CRO, and up to today where he's launched his own consulting firm, Liner Connections. Joey will give listeners insight into his philosophy on data usage, call center best practices, customer journeys, and how he builds lasting and meaningful partnerships with his peers. You won't want to miss Joey's takes on how call centers will change moving forward and his vision of the next generation of customer experience. P.S. don't miss the cheerful sports banter and many stories about this man's quality hugs!

Lead Management Masterminds - Verse by Scott Payne

This is now the 20th episode of the Podcast and this one will be a little different this time. In this episode, I sit down with Ben Schor, SDP Solutions newest Principal Consultant and Solutions Engineer, as we conduct a live broadcast on LinkedIn and YouTube on September 9th, 2021. In this episode, we conduct dive deep into Prioritization best practices and how lenders are optimizing their use of Duplicate Management strategies. We also share some new ideas we've come up with to tackle Velocify and Encompass integration challenges and end with sharing some tips and tricks on how to leverage a lookup table into your Velocify instance.

Ben Schor, the newest member of the SDP Solutions team, and I discuss our favorite Velocify Lead Management strategies and tackle some of the hottest topics that we've come across when working with our clients. Listen in to this episode as we uncover some of our most creative work-arounds that may help you take your Velocify system setup to the next level!

Jimi Ryan, Loan Officer on Team Get It Done at Fairway Mortgage, joins the 18th episode to provide his insights and best practices in the Lead Management domain. As more and more Consumer Direct mortgage lenders have started to make a shift into the Purchase world, Jimi offers his advice and strategies into successfully closing purchase transactions month after month. We discuss his optimal purchase contact strategy and the review the unique strategies he uses to keep customers engaged and remembering him after every phone call. Lastly, we chat about his latest venture called the "Get It Done Podcast" where he interviews those in the real estate industry to share their stories of hard work and adversity on their way to "Getting It Done". Jimi is currently in the middle of "Realtor Month" where he is interviewing 30 Realtors in 30 days so be sure to check it out!

Ed Powell, Regional Manager for Consumer Direct Sales at Angel Oak Home Loans and Mortgage Industry Legend, joins the show for his 2nd episode to offer his lead management insights from an over 30 year mortgage career. Ed offers his advice to leaders who have not yet been through a rising rate environment and offers his opinions on what a Purchase strategy looks like from a lead management perspective. Last but not least, we also discuss the blurring lines of Consumer Direct and Retail and offer our predictions how the evolution of consumer expectations will have a lasting impact on the mortgage industry.

Good friend and colleague, Hector Galicia, PSO Director at ICE Mortgage Technology, joins the show to provide his expertise in Velocify lead management best practices. Hector and I look back on 2020 and what evolving strategies we believe will have an impact on 2021 and beyond. We also take a deep dive into the recently released "Ultimate Contact Strategy" which includes updated statistics into how SMS and Demographics should play a part in your Contact strategies. Lastly, we offer our thoughts on the most underutilized Velocify features and why we think sales organizations who aren't using these features are truly missing out.

Jim Deitch, CEO and Co-Founder at Teraverde Management Advisors, kicks off Season 2 to provide his insights into the mortgage lead management world. Jim and I reflect on the lessons learned from 2020 and how an "It Comes To You" economy has affected the mortgage industry. We also get our crystal ball out to make our 2021 predictions and discuss what steps lenders need to be taking now to end 2021 on a high note, including how lenders need to already be in the process of implementing their "PPP" (Purchase Preparedness Plan). Lastly, Jim shares his insights into Teraverde's Coheus reporting platform and how the newest addition of Velocify real-time data into the platform gives lenders a 360 degree view of their business.

Right out of high school, Dale Vermillion wanted to be a professional athlete. He earned the opportunity to play semi-pro baseball for a year, but like most young athletes, struggled with that pesky curveball. So instead, he sought out to find a job and ended up starting his career as a construction worker. But after standing on a scaffold all day with a co-worker, the co-worker convinced Dale that he needed to get a job in sales. Dale took him up on this and quickly accelerated through the mortgage industry - running his own branch by 21, leading a region by 25, and then running an entire company of 2,300 employees by age 29. Dale is a seasoned training professional who has trained over 1 MILLION Loan Officers for over 600 lenders and had created a holistic approach to build a consistent sales, operations, and leadership process based on industry best practices. Dale offers his expert advice on his most important principles of Lead Management - Responsiveness, Prioritization, and Practice. You will also learn more about the do's and don’ts when following up with leads and learn about the number one mistake people make when calling their leads. Also, be sure to listen to the end of the podcast for a special offer from the SDP Solutions team!

Aru Anavekar, CEO and co-founder of Botsplash, joins the show to provide her insights into communication best practices. We go in depth on how her company improves interactions with consumers by providing a single platform that incorporates text, call, web-chats, and video so that consumers can easily communicate with all parties involved in the sales process. We also discuss the specialization of messaging and how giving customers the ability to choose their communication preference, whether it be text, call, or video, is a key differentiator that all companies in this day and age should be taking advantage of. Aru provides insight into how this software can be utilized as a lead distribution system and also provides great examples of how it can be integrated with various lead management systems. Lastly, Aru announces an exciting new product offering for her platform that will greatly enhance how salespeople communicate with customers going forward.

Alex Kutsishin, CEO and Co-Founder at Sales Boomerang, joins the show to provide his insights into the mortgage lead management world. Alex talks about his journey into the mortgage world and how his perspective customer retention rates helped lead to the creation of the Sales Boomerang platform. He elaborates on his company's mission of "No Borrower Left Behind" and how tracked customer events are weaponizing loan originators with more tools to optimize their own customer retention rates. We discuss Lead Management best practices as it relates to how lenders are analyzing this important data and putting it into action in their contact and nurture strategies. Alex provides his insights into the power of having "headspace" with your previous customers and referral partners and what you should be doing today to optimize this. Lastly, we get an exclusive new product offering for all listeners that could be very helpful in times like these.

Alec Hanson, SVP at LoanDepot, joins the show to provide his insights into the mortgage lead management world and how lead management doesn't have to be "boring". Alec talks about how important it is to stay connected with past customers on social media and how using video is an incredible humanizing tool to use in doing this. Alec and Scott also discuss the future of large mortgage companies, which may include the hybridization of Retail and Consumer Direct mortgage channels along with geo-coded lead distribution. We also discuss best practices for those salespeople who are looking to add video recording to their sales toolbelt and what steps you can take to get better in front of the camera. Lastly, Alec offers his perspective on best practices for "Uncomfortable Leadership" and what steps Sales Leaders should be taking help drive user adoption of technology across their organization.

Arvell Craig, CEO and Founder of Chatbot Funnels, joins the show to provide his insights into chatbots and how this technology has been evolving over the past couple of years. Arvell talks about how a chatbot should be optimized to ensure that your customers have a best-in-class experience using this strategy. Arvell offers his four step process for how you can utilize a chatbot for your company and what things to consider when setting one up. We also discuss how leads that are generated using a chatbot should be managed and Arvell gives his prediction on where he thinks chatbot technology will be in five years.

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.