1.5M Leads Per Year. Learn How He Does It. With Guest Dave Azer

📅 July 9, 2026 ⏱️ 26:27 🎤 Brian, Dave Azer

Chapters

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1:08

Dave Azer's Background

Dave Azer shares his career journey in the home improvement industry, from call center representative to his current role at Jacuzzi.
4:52

Vetting Lead Sources

Dave explains his process for evaluating new lead generation vendors, emphasizing data analysis and understanding their unique 'secret sauce'.
8:51

Lead Provider Performance

The discussion covers how long to test a new lead provider, focusing on cost per appointment and net issued sales to determine viability.
15:30

Call Center Culture

Dave highlights the importance of a positive culture and standardized processes for high-performing call centers in the industry.
25:00

AI in Voice Calling

Dave offers a cautious perspective on AI in call centers, suggesting human-based excellence should precede AI implementation to avoid over-reliance.
29:47

Appointment Confirmations

Dave details Jacuzzi's unconventional approach to appointment confirmation, relying on call recordings rather than a second phone call, which has improved conversion rates.
36:30

TV Advertising Strategy

The conversation shifts to TV advertising, discussing the effectiveness of different commercial lengths and the role of QR codes in generating leads.
39:49

Importance of Data

Dave emphasizes the crucial role of data analysis and a mentor's advice to always follow the data for diagnosing issues and driving success.

Speakers

Brian

Host

Dave Azer

Vice President of Marketing for Jacuzzi Bathroom Model

Key Takeaways

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Limit your lead generation vendors for similar services (e.g., pay-per-click) to avoid internal competition and optimize ad spend.

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When vetting new lead sources, start with small test budgets and prioritize cost per appointment and net issued sales, not just lead cost.

✦

Implement a system for regular, frequent meetings with your lead gen vendors to review results and provide feedback on lead quality (sold, unsold, rejected leads).

✦

Foster a strong call center culture by protecting employees' off-hours and emphasizing high-impact work, as culture significantly impacts performance.

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Consider a 'no-call' confirmation strategy for appointments if you have robust call recording and review processes, as it can reduce friction and improve conversion rates.

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Integrate QR codes into all TV ads, as they can be a significant source of direct sales (e.g., 12% in Jacuzzi's case).

✦

Always follow the data; analyze your entire sales funnel to diagnose issues and make informed decisions on where to focus improvement efforts.

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