There is one empty box sitting inside every single Meta ad set and almost nobody fills it in. It is not a setting most marketers think about, but every day you leave it blank, Meta keeps showing your ads to people who have already converted, your frequency goes up, your costs go up, and your cost per lead data gets skewed by duplicates you never noticed.

In this episode, I walk through exactly what that box is, why it matters more than most people realize, and the right way to set it up so it actually keeps working over time. I cover how Meta custom audiences work, how to use the exclude section correctly at the ad set level, the three wins you get from doing this right, and the one catch that causes most setups to go stale and break without you ever realizing it.

I also walk through how to automate your exclusion list using GoHighLevel workflows, Make.com, or Lead Distro AI so that every new lead gets added to your exclusion list automatically on autopilot. This keeps your campaigns reaching fresh audiences, reduces duplicate leads coming into your funnel, and gives you a more accurate cost per lead number to make decisions from.

If you are running Meta ads and you have never touched the exclude section of your ad sets, this episode is going to change how you set up every campaign going forward.

Check out our website here: https://www.greatmarketing.ai/

I made a PPL niche tier list earlier this year ranking over 40 lead gen verticals. Then I flew out to LeadsCon 2026 in Las Vegas, walked the entire convention floor, visited every booth, and had real conversations with buyers, suppliers, and operators who have been in this space for over a decade. What I saw in person did not match what I had originally ranked.

In this episode, I share what actually has demand right now based on firsthand experience at one of the biggest lead generation conferences in the world. I cover the six niches where I saw the most activity including legal, insurance, loans, home services, final expense, and debt consolidation. I also talk about why I had home services completely wrong in my original tier list, why one operator is doing 300,000 leads a month in that vertical alone, and why pay per call is growing faster than most people realize with buyers actively preferring calls over form fills in several of these niches.

I also touch on the blue ocean strategy, how to carve out your own demographic within a competitive niche, and the criteria checklist every vertical should pass before you commit your time and ad spend to it.

If you are still deciding on a niche or you are questioning the one you already picked, this episode will give you a much clearer picture of where the real demand is right now.

Managing lead returns manually is one of those things that sounds simple until you are dealing with multiple buyers, different agreements, and no clear system to enforce your own policies. Buyers forget what qualifies for a return, they submit requests outside your window, and you end up handling it all through email or Slack.

We just shipped new return policy settings inside Lead Distro AI that fix all of that. In this episode, I walk through the new portal settings that let you toggle returns on or off per buyer, set a custom return window that matches whatever you have in your agreement, add a policy note so buyers always see what qualifies before they submit, and automatically disable the return button once the window expires with a clear message shown on their end.

It is a small update but it removes a lot of the friction and confusion that comes with managing returns at scale.

One of the members in our pay-per-lead community shared a real sales call recording with me and asked for feedback. He is a new MVA agency owner who put together a solid call but made a few key mistakes that likely cost him the close.

In this episode, I break down the full call from beginning to end. I cover what he did well, what needs work, and the specific things you can apply to your own sales calls right away. We talk about how to open a call with confidence, why rapport matters more than most people think, how to use discovery information strategically when you pitch, why bundling your questions into the discovery phase makes everything flow better, and how to frame your investment and pilot cap so buyers understand the value before they see the price.

I also break down the one thing that probably killed this deal entirely and how you can catch it in the first few minutes of any call before you spend 20 minutes pitching someone who is not even the decision maker.

If you are trying to close more PPL deals, studying real calls with honest feedback is one of the fastest ways to level up your sales process.

You close your first deal, you have a supplier, you have a buyer, everything is lined up. Then you realize you have no real system to manage any of it. So you do what most new brokers do. You throw together a Google Sheet and a Zapier automation and tell yourself you will figure it out later.

That decision costs most brokers real money before they ever realize what is happening.

In this episode, I break down the five biggest problems lead brokers run into without proper software in place. I cover why Google Sheets become a graveyard the moment you add more suppliers and buyers, how duplicates and returns create a profitability blind spot that is nearly impossible to catch manually, why you need a way to compare your suppliers side by side to know who is actually worth working with, how to enforce required fields so your suppliers can never send you unbillable leads, and why the buyer experience you provide either makes you look like a real operation or an amateur.

I also walk through how Lead Distro AI solves every one of these problems including automatic duplicate detection, required field enforcement, real time profitability tracking per supplier and buyer, TrustedForm compliance, and a branded client portal that replaces all of those manual Google Sheets.

If you are just getting started as a lead broker, this episode will save you from the mistakes that slow most people down in their first 30 days.

Most Meta advertisers are only tracking browser-side pixel events. That means iOS privacy changes, ad blockers, and browser restrictions are wiping out a huge chunk of your conversion data before it even reaches Meta. The result is an algorithm that is optimizing for the wrong people and a pixel that has no idea what a real quality lead looks like.

In this episode, I walk through the complete step by step process for setting up Facebook Conversion API inside GoHighLevel. I cover how to pull your pixel ID and access token, how to save them as custom values inside GoHighLevel, the critical difference between funnel events and lead events and which one you should be using if you are running instant forms, how to add UTM parameters to your ads for better attribution, and how to configure conversion leads in Meta so the algorithm optimizes for leads that actually move down your pipeline instead of just people who filled out a form.

I also walk through how to set up your positive funnel stages inside your pixel, how to AB test maximize conversion leads against maximize leads without breaking your reporting, and the one mistake most people make that silently kills their entire server-side tracking setup.

If you run a PPL agency or any Meta campaign using GoHighLevel and you have not set this up correctly, this episode will save you a significant amount of wasted ad spend.

You paid for the traffic. The lead filled out your form. But they did not qualify, so they went nowhere and that ad spend just disappeared. Most pay-per-lead agencies treat disqualified leads as a total loss. But there are three ways to recover real money from those leads and most agency owners have never thought about any of them.

In this episode, I walk through the exact strategies we use at our own agency to monetize leads that would have otherwise been wasted. The first is showing disqualified leads a different offer at the end of the funnel so you can still earn something from them in a different vertical like immigration or workers comp. The second is finding a buyer who is willing to purchase lower quality leads at a discounted rate because their sales team actually performs well with that type of volume. The third is intercepting before a lead fully disqualifies by adding a follow up question that gives them a chance to correct their answer or catch a mistake before it costs you a lead.

These are three advanced tactics that most PPL operators are not using and if you are throwing away disqualified leads right now, this episode will show you how to start getting something back from them.

If you are running Meta ads for your pay-per-lead agency and you are only looking at cost per lead inside Meta Ads Manager, you are missing the most important part of the picture. You need to know which campaigns are generating leads that actually get accepted by your buyers and which ones are converting into real cases or closed deals.

In this episode, I walk through the exact step by step setup to connect your Meta campaigns to Lead Distro AI so you can analyze your ad performance at a much deeper level. I cover how to configure UTM parameters inside your Meta campaigns, which fields to map inside Lead Distro, how to enable per ad performance in Labs, and how to use the Meta CAPI integration to send accepted and converted lead events back to your pixel so the algorithm learns what a real quality lead looks like.

I also show you how to pull up a lead inside Lead Distro and see the exact ad creative it came from, which is something most PPL advertisers have never been able to do before. If you want to stop optimizing on vanity metrics and start making campaign decisions based on real accepted and converted lead data, this episode gives you the exact setup to do it.