Blog
Insights on lead generation, B2B marketing strategy, and building revenue engines.
Why I Build Niche Authority Sites (And Why Every Expert Should)
I operate a portfolio of niche authority content sites across lead generation, real estate investing, and crypto lending. Here's the thesis behind the portfolio — and why I think every expert should build one.
The SpringEQ Launch: Building a Fintech GTM from Zero
In 2016 I built the initial go-to-market strategy and operations for SpringEQ, a home equity lending fintech. Here's what the playbook actually looked like.
Why I Stayed at Kaleidico as CRO After the Acquisition
When Kaleidico had its acquisition and liquidity event, I kept 10% and stepped into the CRO role. Here's why — and what it taught me about structuring a deal that keeps the founder in the game.
What 30 Years in Fintech Marketing Taught Me About GTM Strategy
DeepGreen Bank to Quicken Loans to Velocity Lending to the fintechs I advise today. Four distinct eras of fintech GTM, and the lessons that repeat in every one.
The Lead Buyer's Framework: Why Most Companies Treat Lead Gen Like Procurement (And Why It Fails)
Most enterprises treat lead buying like a procurement function — cheapest price per unit wins. That framing is why lead programs fail. Here's the framework I use instead.
How Quizzle Became Bankrate's Customer Acquisition Engine
I helped grow Quizzle — one of the first free credit report platforms — before Bankrate acquired it to fuel their customer strategy. Here's what I learned about building for acquisition.
Building EquityOnline: Inside Quicken Loans' First True Online Lending Platform
In 2004, I joined Quicken Loans to build EquityOnline — their first platform that gave borrowers a real offer online, not just a lead form.
From AFOSI to Fintech: How Intelligence Work Shaped My Marketing Career
Before I built lead generation platforms, I ran counterespionage operations for the Air Force. The skills aren't as different as you'd think.
Employee #7: What I Learned Building One of the First Internet Banks
In 2000, I left Air Force intelligence to join DeepGreen Bank as Employee #7. We launched the first unconditional online HELOC. Here's what building an internet bank looked like before most banks had websites.
How I Coined \"Lead Management\" — and Why CRMs Were Never the Answer
In 2005, I built a platform called icoSales and needed a name for what it did. It wasn't a CRM — there was no relationship yet. That distinction created an industry category.
5 Lead Generation Metrics Every Mortgage Lender Gets Wrong
I've been buying, generating, and converting mortgage leads since 2000. These are the 5 lead gen metrics most mortgage lenders measure wrong — and what to measure instead.
The Mortgage KPIs I Actually Watch (And the Ones Most Lenders Get Wrong)
I've spent 30+ years building mortgage lending operations — from DeepGreen Bank to EquityOnline at Quicken Loans to a hundred-plus Kaleidico clients. Here are the KPIs I watch, and the ones I've learned to ignore.