I founded LeadCentrix in Pensacola, Florida instead — because I thought I could help solve a specific problem I'd witnessed up close and personal way too many times.

I spent 25+ years in franchised auto dealerships, working F&I and sales. F&I is the back end of a deal — financing, warranties, protection products. It's not a lead management role. But when you spend that many years knowing exactly what a closed deal is worth, you develop a very clear picture of what a lost lead costs. Every customer who never made it through the door represented real money. Over time, you start adding those numbers up.

The thing about a busy dealership is that nobody's ignoring those leads on purpose. Salespeople are wired to face the door and wait for the next one to walk in. It's just the nature of the business. The leads from last month — the ones who came in or called in, showed interest, and then went quiet — they don't get abandoned so much as they fade away. And it's not just the CRM. Sometimes the lead never made it into a list at all — the phone rang while the contractor was under a sink or up on a roof, and by the time anyone called back, the moment was gone. There's always something newer and shinier demanding attention.

Before auto, I spent 17 years in the one-call-close world of direct sales for Kirby. That's a world where you either build enough value to close the deal right then and there, or you walk away with nothing. There is no 'following up next Tuesday.' It's a masterclass in making every single shot count.