The Insider Cast with Stan Pavlovsky: Recent Episodes

View Details

In our second podcast episode, we sit down to talk with Morris Laniado, Associate VP of Fluent as well as Jamie Field, Manager of Strategic Relationships at Jornaya

In this exciting episode, we look towards the future. Morris and Jamie share their insights on what the lead generation space might look like in the next five years, as well as how Fluent and Jornaya plan to keep their spots as industry leaders going forward.

We delve deep into topics such as:

• Fluent’s relationship with a warm transfer center - How Fluent uses its partnership with Winopoly as a welcome center in order to extend the conversation with consumers and boost user engagement.
• Fake LeadiDs - What happens when someone passes a fake LeadiD, and how Retreaver helps Jornaya combat this rising problem.
• Professional plaintiff risings - What precautions Fluent is taking to protect itself from professional plaintiffs in TCPA compliance while catering to large international companies.
• Jornaya LeadiD - How it really works, and clearing up misconceptions around it.
• Activate - How this solution from Jornaya helps better understand the consumer major life purchase journey.
• On leads and phone calls - Exactly why there are so many leads in the lead-gen space industry, yet so few inbound calls in comparison?
• Competitive advantages - How Fluent and Jornaya’s users can capitalize on their vast market penetration in the US.
• AI and machine learning - How Fluent and Jornaya plans to leverage machine learning to improve the consumer shopping experience.

This is a podcast episode not to miss.

About The Speakers

Fluent is a leader in performance marketing with an expertise in driving scalable customer acquisition solutions. Leveraging proprietary first-party consumer insights, they are able to partner with brands across various industries, all on a pay-for-performance basis. As Associate VP, Morris Laniado oversees all Data Revenue teams at Fluent, including Sales, Account Management and Operations. For more information visit www.fluentco.com.

Jamie Field is Jornaya's Strategic Partnerships Manager and oversees Jornaya's partner ecosystem across publishers, data, and technology partners. Jornaya is a data-as-a-service (DaaS) company working in the major-life purchase industry, including automobiles, consumer finance, insurance, and education. By working with lead generation companies, comparison shopping services, and other partner-contributed data sources, Jornaya has a first-hand view of millions of purchase decisions every month. We organize and provide access to these shopping behaviors enabling the smartest and safest interactions with customers. For more information visit www.jornaya.com.

View Details

We are kicking off our first episode by discussing a topic that is on the forefront of many of our clients’ minds in these uncertain times brought on by COVID-19: what should a call center-based business be doing to stay ahead of the curve in today’s unprecedented and unpredictable environment, and what does it mean for a business and its employees?

Stan speaks with Matthew Melzer, VP of Revenue at Presidio Interactive on what kind of strategies Presidio has employed in order to thrive, what this unprecedented shift means for companies going forward, and why the COVID-19 crisis has a silver lining in the insurance industry.

On managing remote work

Presidio has been operating fully remotely since 2017, so they know a thing or two about managing a remote organization.n

When speaking about maintaining work culture with a fully remote team, Presidio is “all geared towards the mindset of operating from a standpoint of over-communicating,” Matthew says. “Even though we’re all off in our own silos, we’re never really alone.” The company supports their staff and daily operations through daily huddles, outlining clear expectations, and using tools like Slack and Skype. These help maintain open communication lines, manage expectations, team collaboration, and goal setting.

How COVID-19 is a game changer

Matthew points out the fact that many jobs which have been historically done within the office have successfully been shifted remotely in a matter of weeks.

Presidio has been helping clients pivot their marketing campaign strategies to reflect the current environment, and Matthew acknowledges that it is a disruptive time for the insurance sales industry. While some agencies have managed to adapt and even excel in a post-COVID-19 world, others have had more difficulty, and have had turnover in their staff. Of course, having existing infrastructure in place to support a remote workplace definitely has given some companies a leg up.

Matthew has also noticed an interesting trend as of late. Some buyers have become noisier within Retreaver as they test different strategies for fielding calls, and have been inconsistent from one day to the next. At the same time, others have remained steady in their usage.

The silver lining

As we all stay home in observance of social distancing, there have been shifts in consumer behavior. People are spending more time on their computer and online, and may be thinking more about the protection they need for themselves and their families.

For the insurance industry, Matthew says that now is the time to provide that reassuring voice that consumers currently need. Now more than ever, people are looking for a human connection to talk to. Perhaps they were recently laid off and require different or more affordable health coverage, or maybe they are looking for additional coverage for their family. Whatever it may be, a real live person can help guide consumers through a purchase based on their unique life situation. Most agencies that Matthew has seen have been able to recognize and fulfill that need, and are currently doing quite well.

As a whole, without having a crystal ball into the broad economic and public health endgames that lay ahead, he is cautiously optimistic about the industry's prospects. Matthew had this to say to us:

“From what I'm seeing for our business and for our clients, the outlook is good. If your fundamentals are strong in terms of your technology, your operations, your consumer marketing efforts, and your balance sheet, there's a decent chance that you're going to come through this out on the other side ok. There's always going to be a need for insurance or health coverage products that consumers may not give too much thought to on a day-to-day basis, but are essential and they give a lot of thought to in times of crisis.”