GPTs For Insurance

I mean there's so many technology. Damn sure what All of their manual finances and accounting which is really the boring stuff, but that's really where the rubber meets the profitability to your agency. Badly. Landlord is the same. long and term rental Riding pretty We're going to ride. Conditions have to be right. It's not real stuff. Here we go. Insurance agency owner insurance evangelist for iProtect Insurance and Financial Services.

Start of Huntsville, Alabama. And before we get started in today's episode, please help me welcome. He is a six foot three sophomore from Mobile, Alabama. Parade first team All-American rivals five star recruit. He is a fantastic insurance agent and a great American. Ladies and gentlemen, please put your hands together and welcome.

The incomparable Mr. Bradley Flowers. How are you, Bradley? Fantastic. What about you? Best I've ever been. Bradley got a quick story to tell and then we've got an all star guest to come on this show today.

that I am beyond excited to have on this program. But before we do, Bradley, I I got a quick story to tell. So for those of you that haven't heard, I thought that my neighbor who lives as you walk out the front door of my house Fifty yards to my left. Now fifty yards to my right is my mother-in-law and my father-in-law. Okay. They're good people. They are my my father-in-law, Roger, worked for Chrysler Motors for 35 years. 30 years, and he is a man of few words.

He is a guy that is going to be very thoughtful when you speak to him. He likes tractors. He likes old cars. He likes Mopar vehicles and going to car shows and the typical early seventies. Country folks from North Alabama, okay? Here's where the story goes off the track. To my left, I thought that I had the largest Manufacturer of methamphetamines in the state of Alabama and possibly the southeast living fifty to seventy-five yards to my left.

So this guy and his wife buy this little ranch style Mi Maw Pawpaw house that looks just like mine, probably built by the same guy. And they buy it two and a half years ago. There's stuff all in the yard. And from the day they bought the house. They never lived in the house. They live in a travel camper in the garage, and they've never lived in the house. People coming in and out all the time.

So finally after two and a half years, I thought, well, they're obviously manufacturing methamphetamines out of the house, and if the wind's blowing my direction, I'm gonna be smelling methamphetamine smoke, and I know that's not good for you. So what does Scott do? He calls one of his buddies that he was served with in the Marine Corps. who is the head of a SWAT team of a major city here in the United States of America. And I said, Hey

Listen, I got the largest methamphetamine manufacturer since breaking bad living 50 yards from my house. I'm going to send you some pictures. I need you to call the Morgan County Drug Task Force. And let them know that they need to come over here and raid this house. He takes my pictures. He calls the Morgan County Drug Task Force. He talks to them about what I've seen. Now my wife's been very careful. She doesn't want our name mentioned. Don't say it's the neighbors.

you know, w wants to k wants all this on the DL. So he calls. He's the head of a major US Cities SWAT team. He is he has breached Over probably over a thousand doors of methamphetamine houses throughout the city that he's the commander of over in and I'm not gonna tell you which city it is'cause I don't wanna divulge that, but Come to find out, Bradley, I owe my neighbor an apology, a public apology, and I want to do it today here on the Insurance Guys Podcast. My neighbor. My neighbor is not.

the largest distributor of methamphetamines, possibly in the southeastern United States of America. He is not that and I need to publicly apologize And and I when I'm wrong, Bradley, I think you'll admit, when I'm wrong, I will call you, I will look you dead in your face, and I will say, I was wrong. I apologize.

I was wrong. A lot of people can't do that. My mother has never said I'm sorry or apologized one day in her life ever. And you probably have people in your life that are like, if they ever say they're they're sorry or that they apologize, You just about fall on the floor. You're like, My God, I never thought I'd hear that out of your mouth anyway.

I want to pop publicly look in this camera. Rand, is this my camera right here? Okay. I want to look in this camera right here. Matt, I'm sorry. You are not the largest. Distributor of methamphetamines in the United States possibly. You are running the largest fencing operation in North Alabama. But I wanna say that I'm sorry for thinking it was methamphetamines. It was not. It was the largest fencing oper. I basically have a pawn shop. Fifty yards from my house.

And I wanna apologize, Matt, that I was so wrong about you. It was not methamphetamines, ladies and gentlemen. It was the largest fencing operation in the history of mankind since Jesus walked on earth. So, Matthew, I am so sorry about all that, brother. I it's it's on me, not on you. I'm sorry. Now, let's get to our guest today.

I'm so excited because two or three years ago, Bradley, I cannot remember what I had for lunch yesterday, but I distinctly remember on this podcast, Bradley Flowers said, Whoever is the person that figures out

How to do what this guy has done is going to make more money than a show dog can jump over. You remember that? You said If if somebody can ever figure out how to make insurance's own AI platform that agents use that even carriers start using, they are going to have their own private island in the Bahamas. And I cannot wait for him to

Have that island and to send me my t-shirt and I've got one tomorrow, my very first t-shirt I get to wear tomorrow. I made millions of dollars off my company and all Scott got was this shitty t-shirt. I have the very first one of those I get to wear it on a podcast tomorrow. And I'm s I'm probably more excited about that than if I'd made a million dollars off of it. Anyway, ladies and gentlemen, he was born, raised, and lives in Miami, Florida.

He grew up on a small farm there in Miami, which I I will agree with him when I think of Miami. I do not think about farming. I think about Pine Ridge, Alabama when I think about farming. He and I have a very similar background in that when he was I'm gonna say college age And when I was college-aged, we both had the same occupation. He did it at Nordstrom. I did it at Yielding's Department Store. Ladies and gentlemen, anybody want to take a guess as to what that was?

Selling women's shoes. Wait, you sold ladies' shoes? I did. We're gonna get into that today. Don't you think we're not getting into that today? He has his P he's gotten his P and C license. He's also uh this is the craziest thing I think I've ever heard. From twenty sixteen to twenty eighteen while he was in college. He came up with this idea, and I can't believe Bradley Flowers hadn't already come up with this idea, because this sounds Like the most Bradley Flowers idea I've ever heard.

While he was in college, sitting in his dorm room, playing Xbox or PlayStation, He came up with the idea of how to allow 18-year-olds to rent their vehicle from another 18-year-old. And after being rejected by 47 carriers, that's 47 carriers. He had his program for this particular car rental business.

mobile app underwritten by Prime. That was the program. And so he became a customer of Prime and came up with the app to allow college age kids to be able to rent cars from one another. That is The most brilliant idea I think I've ever heard. Today, he is the CEO and founder of Gale. Gale is the insurance and financial services very own insurance AI tool. Ladies and gentlemen, it is my profound honor today to introduce to you first-time guests. and new sponsor of the Insurance Guys podcast.

Mr. Matthew Vegas Ends. How are you, Matthew? Good man. Thanks for having me. I think also important clarification, I'm not the guy with the fencing company. Even though we have the same name and my farm background even though my farm background might Makes them think I'm the fencing guy. We're bringing him on the podcast to apologize. Hey Matthew, trust me when I say they one thousand percent know that you're not that guy. They know that the guy I'm talking about is in Pine Ridge, Alabama.

And used his house as a pawn shop, basically. But hey, I just want to say how what a honor and pleasure it is to have you on the podcast today. Kind of go back in time for me. First of all, first of all, let's stop right there.

Let's see you and I just have a moment. Nobody's gonna hear this. It's just you and I. And I'm lying. Everybody's gonna hear this. Women's shoes. Let's just talk shop for a minute because we're both we're both pros in this field, okay? I sold women's shoes when I was twenty-one at Yielding's Department Store. BIRMINGHAM ALABAMA BROOKWOOD MALL

Did it for about a year. You too are an expert in women's shoes. Nordstrom Department Store. Tell me your experience. Let's swap some more stories here. And it was funny because My freshman year of college, I was originally gonna be playing basketball down in in Miami. I got into a bad dirt bike accident, destroyed my foot. And so the moment I told the coaches that I was no longer gonna be able to play my freshman year,

I basically lost all my opportunities to play. When you're five when you're five, nine, one fifty on a good day, you rely on your athleticism a little bit. So as soon as they lost uh as soon as they lost at athleticism like, Oh that's that actually works out. There's another guy we want to recruit in your spot.

I basically lost my spot on the team a week before practice started and at that point I kinda had the moment of, All right, I uh I'm not gonna go to the NBA or even play pro overseas, so I gotta do bat plan two, which is to try to try to make something myself academically and then try to transfer out to a better business school. And so that's what I started doing. So

In order to pay for my bills, I needed to work uh I need to find a way to pay for my SAT classes so I could improve my SAT score. And one of my buddies had just started working over at Nordstrom and he was making what was good money for 19, 20 year olds. And so I applied I didn't get in. They told me you're gonna call me back the next day. It's been like ten years. They still haven't called me back. And so the other n I applied for one of the other northeasts in Miami.

Both my brother and I applied to that one. He got the job I did in selling men's in the men's department and they called me back like three days later and were like, Hey, there's an opening in women's shoes you want to do that. And I was like, Yeah, sure. It was an experience.

I have way more respect now for people that work retail. I think the toughest part of about working at Nordstrom was they had a return anything policy. Oh boy. And so you you'd have a Friday where you just thought you were crushing the sales, you thought you're like the sales lord because you'd have you'd sell ten thousand dollars i'd get ten percent of that and then monday morning i'd come in

and the people had returned everything and I would have lost out of my commission. And so it was uh I guess you can almost say it was a great way to start learning how to underwrite because I started being able to pick out who I thought was gonna be the professional renters and who wasn't. And so if I saw a young guy, um, that was spending a grievous amount of money and he would he came to the wrong department, like didn't even care who was servicing him, just wanted to buy a bunch of Ferragamo.

I knew I was probably not the best person to to go with. But if it was an older woman and she was gonna if it was an older woman and she was by herself or with her daughter, I knew they were probably gonna spend a decent amount of time so I would run up to them the moment they walked through the doors.

Uh and so I guess you can say that's how my underwriting background started. Did you have the same Philosophy? No, I didn't I didn't w we didn't sell the high high high end shoes like he's talking about, the Fergamo stuff. You worked at Payless? No, no, no, somewhere in between. Uh Yieldings Department Store, I would compare it to like a belt. department store, like that kind of place, you know. Mm-hmm. But I will say my biggest bug bugaboo about working women's shoes

And I was really good at it because you know me, I can turn it on when I wanna turn it on. I bet you got some dates from that. Um, I don't I don't remember. I c it's been a long time ago. I was his age. I was probably twenty-one, twenty, twenty-two, somewhere in that range. But one of the things I do remember distinctly about that particular job.

was a lot of women would come in and they would say, I'd say they'd say, you know, can I try this on in an eight? Well, absolutely. Yeah, let me go get you that eight. And I'd bring it back and uh That eight ain't fitting on their foot. It was that thing where they think they wear like a Like a site especially like women that maybe are a little overweight, they would be like, you know what, yeah, we're an eight eight and a half and

Really, they wore like a nine and a half. So you'd have to walk back and forth like three times to get them the right size. I'll tell you, man, this is nothing to do with insurance. So I wore a medium t-shirt through high middle school, high school, and college. My mom still thinks I wear a medium. And every year at Christmas, I get two or three polo shirts that are mediums. I cannot fit. I'm like mom, I do not wear a medium anymore.

And she just can't figure it out. Still still buying me mediums. Hey hey mana I was gonna say one of the things that threw me off was how many people have different sized feet. Yeah. That was like one of the big surprises for my time working there. Yeah, it's very like We we tend to oh yeah, I'm an eight, but you may not be an eight, you know what I mean? But it's like that's the one that just happens to fit the best.

Or something. No, no, I meant like how many people have like their left foot is a size seven, their right foot's a size eight. Yes. Like we had a whole section in the back for people like that. That's crazy. Absolutely. Um And it'll change by brand too. Absolutely.

But in a another brand I might be a tent. Yeah. Hey Matthew, I've got the next question I've got for you. We're gonna move off that for a minute. So you're in your dorm room with your boys. Y'all are hanging out. Now we, everyone on this podcast,

listeners and and Bradley and I included, know that when you go to rent a car They are very strict on the fact that you have to be, I believe it's twenty four years old. or older and some are twenty five. Twenty five, yeah. And so as an eighteen, nineteen, twenty year old, you ain't renting a car, Bubba. That ain't happening. How on earth did you come up with this idea, which is, by the way, brilliant.

You were going to create an app that would allow 18, 19, 20 year olds to rent cars to each other. Yeah. So we want to.

My brother and I went to a small school called after we transferred out of Miami, my brother and I went to a small school in called Babson College in the small town Wellsley, Massachusetts. It's like fifteen miles outside of outside of Boston. And around that time Uber and Lyft were starting to become popular, but they hadn't necessarily gotten a big presence in these small towns around Massachusetts. And so one night we wanted Papa John's pizza. They wouldn't deliver. And so my brother

has my we end up getting from a local shop that wasn't really that great. When my brother goes outside to grab the pizza, he saw the parking lot packed to capacity. And he thought, Oh man, it'd be really cool if we could rent another student's car and go pick up a pizza. And this was again really when all the shared economy stuff was popping up. So like Airbnb for X or Uber for Y. So that was fresh on every

twenty year old's mind'cause that's what you see on the internet. Yeah. And so that was when we had the idea and then We didn't necessarily think too much of it. We applied to a business competition at Babson and then like two months later we ended up finding out we got in, which was funny because we had already set we had forgotten about the idea and we had already put together internships that summer.

But when we ended up going to the event, we ended up getting like dead last'cause all the parents hated the idea, all the professors and judges hated the idea. But all the students loved it. All the students were the ones that felt the pain.

So my brother and I were like, oh, let's try to pursue this for an idea. And we had one family friend that was I think everybody has a one family friend that does insurance and everybody relies on for that person. And so we had that one Miami we had that one person in Miami and so we reached out to him and he just kept saying Oh, this is a surplus line product, it's a surplus line product, surplus line product. But it wasn't his specialty. So he recommended we speak to some people

And nobody would really take a chance on it. I kept hearing words like Lloyd, they kept hearing a bunch of words and I heard about this one guy that had, I think, underwritten evil for evil back in the eighties. And so they go if this dude's doing evil queen work jumps, I have to talk with that guy. And so over the course of like two as dangerous as college students sharing cars, by the way. Yeah. Yeah, maybe maybe more dangerous.

But anyway, since we shared a meeting with all these different insurance cares over two years, I think a lot of them were just taking a meeting'cause they felt bad that this kid was messaging them six times in a row without a response. And every once in a while we'd have like an agent that would try to step in and put a like, Hey, I know these guys, they're they're good, worth they're worth meeting.

So we were able to get a handful of meetings and in those conversations I was able to get a bunch I was start able to start picking up a couple of trends. Like they wanted everybody to have background checks. They wanted to make sure what types of to know what types of vehicles we're getting, what type of background checks we're doing, like criminal history, sex offender, a bunch of other types. And so we started off

Saying, all right, it's gonna be eighteen year olds from select number of schools. They have to have a dot EDU email. Then it was all right, we're gonna focus on particular cities. So like NYU is probably not that great of a city because it was at that time Uber's number one city for fraud and claims. But if you're in Gainesville, Florida, where the average round trip's gonna be four miles and the risk exposure is way less, like that was a great school for us to target.

And so we started getting a little bit smarter as to what schools we would go to. Then it was also around the time where telematics was becoming a big thing or tracking on the phone. So you could track people's behaviors and all of that using the app or if they want to have a telematics. So odd to say over two years we had put together a pretty robust program of like super select students or super select universities that this was gonna be available on.

And so we ended up launching the we ended up getting Prime to be the carrier on it and then we launched September first, twenty eighteen. And it was really funny because The only guidance Prime gave us to report all the background checks, all the new users, all the policies for every rental. All the stuff for claims was a six column Excel sheet that had to be manually filed on the day of the last day of every month and then sent to them.

And so We ended up launching this app September first, twenty eighteen, and within a week we ended up becoming a top one hundred app on the app store. And the reason it goes viral was one, eighteen year olds renting cars from other eighteen year olds was was great. You could literally rent a car out for five dollars an hour or twenty five dollars a day. And so from a cost perspective from a bunch of things that went it went viral. But we had also got in

featured on a couple of pages. They weren't like bar stool sports, but they were the equivalent of bar stool sports in like certain regions of the cr of the country with big followings, high engagement. And so they shared about us and it went viral. And it particularly went viral in state schools, which is where we are targeting. And so

We ended up starting with Prime. As time went on, we'd end up the program would end up performing well enough to where we had a couple of groups from Lloyd's overseas that wanted to pay attention to it. But that was basically how we started it. It took about two years.

about just crafting the narrative and putting together some pretty tight underwriting, putting together some pretty tight restrictions as to what schools we were gonna get started on, how we're gonna track people using the app and all of that. And then even little things like you couldn't Download the app and try to Do a rental in the next five minutes. You had to at least rent a car twenty four hours in advance as we notice.

that means you wouldn't be rushed, you'd probably be taking your you'd be taking your time a bit more. We put restrictions like hey, you couldn't rent at eleven o'clock at night on a Friday or Saturday night. Sure. And so we put a bunch of restrictions in place like that and the insurance carriers ended up uh want to take the bite. But it was like a two year process to do it.

So how how did that lead you into Gale and what you guys are doing now? So yeah, so that business that I mentioned, when we first started in September twenty eighteen I was still technically a student and I'd been uh I was technically a leave of app that I was still technically a student. So I had to think about, hey, what's it gonna look like if we go back to school and I have to take classes? How am I gonna manage all this?

So my brother and I started automating all the insurance software for that app, how to do all the background checks, how to do all the reporting, how to do all the policy admin, how to do all the claims. And so we had automated all of that. And so when COVID shuts down college campuses

It basically shuts down that business. And so my brother and I in 2020 are trying to figure out what we're going to do with our life. We're two colleague dropouts, now you got$2,800 in the bank account, had to move back to Miami in with our parents. And while we're trying to figure out what we're gonna do with our life, there was an investor that we had tried to pitch on investing in the business. He was a big hotshot guy in the world of auto.

And he ultimately ended up passing on the idea, but in mid twenty twenty he reaches out to us and he says, Hey, I'm trying to run uh hey, I just got at uh I'm now working as a contractor for the US military who's trying to launch a car sharing program on military bases in Germany, United States.

The insurance carriers are telling them all they need to run background checks, organize your policies and manage your claims a specific way. I've told them you have the technology to do all of that. Are you open for a conversation? Well, my brother and I very naively get on call with these guys.

And we're just giving them the full playbook. Hey, this is how you're gonna wanna run the background checks, this is how you're gonna do all the claims, this is how you're gonna do all the policy admins. We're not even thinking of getting money. And at the end of it, one of the guys like, Oh, this sounds like a lot of work. How much would you guys charge if we just

let you guys do it or we just white label your tools. I was ready to say like ten thousand dollars'cause I was a tech guy so I knew it was gonna take that much work. My brother on the other side is like, oh two fifty and I hit him and he's like a year. And a guy I remember I looked at him I was like, You motherfucker, you did cost us the deal. And at that point we were broke so we were trying like I wanted to find a way to move out of my parents' house.

And the guy on the other side of the line is like, Oh, if that's it, if there were anything less I'd be concerned, when can we get started? You're like, Oh no, no, no. Two fifty every six months. Yeah. I found out later on we could have bid like three million dollars and still been by far the lowest. Right. But anyways

when when we get that opportunity, we're like, oh man, I wonder how many other businesses need these insurance management tools. Um, where instead of like and we start realizing that the car rental companies, the trucking companies, a lot of the shared economy companies They were oftentimes using twenty plus vendors to run all their background checks, their policy management, their claims.

And so we had the idea of, oh man, what if we consolidate all of that into one single platform? Or if we make it accessible through one API. And so we started that business at the end of 2020. That business was called Lula and it kind of put my brother and I on the map.

And we grew that to be like one of the bigger and share techs in the country. Uh grew it to about fifty two hundred commercial customers or B2B commercial customers, grew it to about sixty million dollars in funding from some really great groups like Founders Gone PostLust, off bank. And all of that.

And then we sold the business last year. One of the things that happens as we're growing that business is in our second big round of funding, we did about we did a$35 million round of funding led by Postal Ventures. And Postal Ventures has a lot of claim to things, but one of their claims to thames is they're the first institutional capital in open AI ten years ago. Okay. And so when we're going through our series B process for Lula,

They basically tell us, Hey, we want to lead you around, but it's almost contingent on you guys opening up a subsidiary, uh uh that's gonna be an AI for insurance division. They're like, you guys At that point we were probably the number one highest flying share tech in the country.

And so they're like, Hey, if somebody's gonna bring AI to the world of insurance, we think it's gonna be you guys and it's gonna be a generational opportunity. We'll fund it, but you have to go out and get your VP of AI and build its vision. And their whole premise was if you look at the nineteen eighties with like the data terminals Michael Bloomberg did not build data terminals or he didn't create them. He took data terminals and configured them for the world of financial services.

And just did a really good job. You look at what Dan Gilbert did with mortgages online. Dan Gilbert in the nineteen nineties was the first one to build essentially configure the internet for mortgages. And so the guys from Coast had a very similar thing. Open AI and Claude and those guys are building incredible AI for the very generic general world. Somebody's gonna build AI that's compliant, that's trained for the world of insurance, and that should be you guys. You can almost think about it.

as they wanted us to build the open AI for insurance.

And so my brother and I started working on that idea two years ago. And then the whole premise there was if you look at the insurance industry as a whole About thirty five to forty percent of insurance revenues goes towards really three things, sales support and loss adjustment expense. A lot of the LAE is going towards the people side of things. And so we thought, hey! And n though the insurance world does not necessarily need another underwriting tool.

If you look at it just from a from a PL perspective, insurance carriers spend about three point five percent of their revenue on IT. They let they spend less than one percent of their revenue on underwriting. Really, what technology am I gonna rate or what variables am I gonna find as an outsider that

you haven't found the last fifty years, it's gonna make a significant impact quarter over quarter on the underwriting side. Probably not that many. And if I do find something, it's gonna take time for the regulators to approve it. So we started saying, all right, if we build this all powerful, knowledgeable insurance AI, what are the three areas we could tackle? Sales support and LAE?

And we started thinking how can we do that with really one rendition to start off with? It was voice. And so we started to say, hey, if we can build an AI that speaks like a human on text, email, voice and chat, and is it also able to help with sales support. and just basic claims management, it almost becomes fiscally irresponsible for insurance carriers and agents to at least not consider using your product. Right. And so in twenty twenty

Three, we started developing that under the under the radar. And that was what our entire premise was for the business: that we're going to build this opening app for insurance. And then towards the end of twenty twenty three, twenty twenty four, we published we mentioned for the first time like, Hey, we're gonna be releasing this in a couple of months, we'll start taking pre orders. And within a couple of months, we got almost ten million dollars in pre orders.

And like Noula had grown fast. No had gone from like one to fifty mil in ARR in about eighteen months. So we were accustomed to fast growth. When we saw all the stuff that was happening on the AI side, we were like, oh, we had like a holy shit moment. Like it might be time to bet the house on this thing. And so in twenty twenty four, we had a couple of opportunities to sell the Lula business and keep the gale component of the business.

And so my brother and I kinda had in a moment like, Oh man, it might be right now time to go all in on this thing. And so

We ended up selling the Lula business and we finished a transaction in Q4 of last year. And so my brother and I, and I guess the Gale team have been full time on this now for the last six months. But that's kind of how we got started into this whole thing. Was we want to build domain-specific AI. And then what ended up happening is last year when we publicly started to mention Gale.

We start getting contacted by a lot of banks and financial institutions saying, hey, the guardrails you're building to power this thing for insurance, same ones we need as a bank. The way you're training this thing, very similar to what we need from a bank. From a compliance perspective, same thing we need.

That's why now you saw us open up a little bit when we made the big public announcement of Gale like two weeks ago. We now start talking about AI for financial services, whether that's banking, finance, or insurance. That said, our bread and butter is insurance. That's where we've been for like the last almost ten years, my brother and I.

And but that's kinda how we got into this whole thing. We started one business called Lula Rides with that car sharing app. Then we got into Lula and we and then Lula ultimately ended up opening the door up for Gail. But that's kind of how everything happened and came together.

Hey guys, it's Bradley. I wanted to talk to you today about Gale. You know, one of the biggest frustrations that's gotten out here from agency owners is the need to hack together different AI platforms. They get a voice AI from one provider, an AI that can answer questions from another, an AI that can talk on chat SMS from another.

The list goes on. Gale changes that. Gale is an all-in-one AI platform built specifically for insurance agencies. They can provide an AI tool that is fully configurable and can speak in a dozen different languages on the phone and through text messages. It also has an insurance GPT to save them from the liabilities of using generic AIs and so much more.

Gale connects directly to an agency's AMS and helps automate everyday workflows from outbound follow-ups and renewals to scheduling and customer support. Agencies using Gale are seeing a 70% reduction in talk time per hour, effective AI staffing costs at$3 an hour versus$20 to$40 an hour for traditional staff.

24-7 multilingual customer support that makes even small agencies feel global. And there's real results, guys. There's a farmer's agent that's using Gale for renewal scheduling and he cut thirty hours of outbound calls per week down to two. Work Truck Insurance has driven$175,000 in new business this year by re-engaging old commercial trucking leads through Gill. Guys, you want to check this out? Head over to meetgale.com. Tell them the insurance guy sent you. Really appreciate it. Thanks.

And one thing I love about Gale is you know to me, there's two types of insure techs. There are insure tech. people from outside the industry see a perceived problem and try to solve it. But to me, the better version of those is someone like yourself that, hey, I'm in this business. I see this problem. So I'm going to create this software. to help me run my business more efficiently. And oh, by the way.

Other people can use this too. And I think there's a lot of noise out there right now, Matthew. Around AI and AI for insurance. I mean, I guarantee you, if I go to my email right now, there's gonna be like 15 emails from AI companies that are just

you know, rappers on top of Chat GPT and that sort of thing. And you guys are are truly building this as an AI solution for the insurance industry. It's not some fly by night thing that Somebody's just trying to make a buck to take advantage of insurance agents.

Yeah, no, I completely agree with that. I mean one of the things that if you guys ever meet I I've met Bradley in person, Scott, if you ever meet me in person, you'll notice I'm not the biggest guy. So for me to have had the chances to play college basketball at the places that I had the chance to play at

The only chan the only way you do that is by getting really good at listening to feedback and implementing that feedback. And I remember when we were first getting into this stuff in 2020 and early 2021, I saw all the comments. about lemonade and stuff like that from guys like Bradley. I got the comments from guys like Rick Lindsay that were almost just shitting on. Sorry, can I curse on this? Yeah, absolutely. Yeah, that was just shitting on this.

Yeah. That they were just shitting on these insur techs and you have two ways to respond to that. It's like, All right, get super pissed off and say, Fuck these guys or try to take the feedback to see why is it that these guys are anti-insure techs. Right. And then you start to get into and you're like, they're not anti-insure tech. They're anti the outsiders coming in and saying you guys are all idiots.

We're gonna teach you how it's done and all this different stuff. And so that was very much why my how my brother and I approached it. That's why when I eventually got my license, because I was like, even if I don't ever

plan on starting a carrier or an agency or anything like that, I wanna know why things are done a certain way. I kinda also wanna pay my respects to the industry to say, hey, like I went through somewhat what you guys went through in terms of getting license and stuff to learn the industry. And also just learn the terminology. I think that helped us quite a bit.

And so one of the things I do now oftentimes I'll read the federal insurance uh office's annual report. And because of my training when I took the insurance courses, I was now able to realize I was now able to take a look back and see Like, hey, why is it that even though the industry's increased in revenue over two X the last decade, why is why was net income for the industry in twenty twenty three sixty percent of what it was a decade before?

Why is it that LA has only dropped a couple of bips even though we've invested fifty billion dollars in insurance extra over the last decade? And so a lot of that has a lot of that

approach that we've taken and wanting to actually study that stuff has been because we saw the comments from guys like Bradley and we wanted to see like, hey, what what's leading to all of this? And I think ultimately if you look at Gail's right now Even though we've been in stealth mode for the last couple of months up until two weeks ago, we are probably the number one use.

insurance AI in the world. We manage more volumes and interactions on a daily basis, even though we have far less uh funding than a lot of our competitors, even though we haven't been nearly as loud as a lot of our competitors. And I think it's because we took the approach of, hey, let's actually try to know what these guys are solving for instead of just building AI for the sake of it. Like one of the things I would have never

I would have never thought of in my life was that one of the main use cases for Gail would be to schedule uh renewal conversations thirty days out. I only found that out because I went to sit in the offices of some of these agencies. And wanted to see how they spent their day. As an outsider I would have probably just thought, oh, we can make a super sexy receptionist.

I would have never thought, oh, scheduling d uh scheduling a renewal conversation would be the biggest pain point these guys has these guys have to solve. And so I think that was one of the reasons that was one of the approaches that we took. And I think that's one of the reasons why we're seeing a little bit more success in such a rapid amount of time.

Relative to a lot of our other counterparts. But a and one thing too that I always tell people, if if you're the type of person listening to this that's very, you know, anti AI, anti technology, we've always done it this way. We're gonna have you know, paper files and filing cabinets and all that sort of stuff. You you at least need to and and I'm

I don't like lemonade. They're always my punching bag, but you still need to pay attention to what's going on. Like even if you don't want to implement any of the stuff, pay attention to what's going on because that's where you really get hurt. when technology takes over is if you have your fingers in your ears and you have no idea what the current status quo.

You know, so so talk a little bit about let's let's talk about the new product. Like like give our listeners closing here. We've got a few more minutes. what this new tool does that you guys launched a few weeks ago. Yeah. So we have we have two products right now. One product is publicly available, the other one's still in beta. The first product is the industry buzzword is an AI agent. And so an AI agent is basically an AI employee that can complete frontline tasks. And so Gale's AI agent.

Can act as a frontline employee that answers sales calls, that answers support calls. It does outbound calls, it manages inbound calls. You give it as much responsibility as you want, very much like a frontline employee. And what's cool is it's been trained on insurance. So it can speak intellectually about different types of coverages, about policies. It connects directly into your AMS.

And your CRM. And so if you wanted to be able to pull information on your customer's policy renewal date or any of that, it could talk about your customer specific profile. And so that's on the what we would refer to as the AI agent. Right now we have customers, we have one customer alone that's managing three million phone calls on a daily basis with Gale.

And so really, really cool stuff that you can do there. And it speaks like it speaks a couple of dozen languages. You can give it whatever voice, personality, accent you want. If we want to give it Scott's accent, we technically could.

And so you can have a lot, a lot of fun with it. That might be a good idea. So we're seeing uh yeah, we're seeing we're seeing that take off, particularly on the personal or on like the retail banking and retail insurance side of things because those are the calls where it's so cookie cutter. Again, I try to be a realist as much as possible so I don't sound like I'm overselling this thing. Works incredibly well on the on the personal side.

Your commercial side where you're selling a million dollar policies here and there, I will be the first to admit that's where you're still gonna want to have that human interaction. Right. You might want to use Gale as a filter, but definitely still see it a little bit

it's slower on the adoption side on the commercial. I'll give you a good practical use case. Yeah. So there's definitely people listening us that are hesitant to at you know, ten thirty in the morning somebody calling in and it's it's an AI agent answering the phone. But why not implement this after hour? Yep. R regardless, uh I think the the the one thing that people are hesitant about is like I don't want the customer to know it's a it's not a human. Right. Right.

And and there's some people that are gonna be your more savvy customers that can tell, and then there's some that aren't gonna be able to tell. He has an interesting story where he called a restaurant and it was an AI voice thing that answered and he couldn't really tell that it was AI. But Cracker barrel. Cracker Barrel. Robot a robot answering the call, your call after five PM is significantly better than that person having to leave a voicemail. Correct.

We always say nobody calls their insurance carrier or their insurance broker in a good mood. No, nobody's they're calling you, they want it resolved. It's quick and what we realize is people don't actually mind the AI. They might they mind a bad AI, like the press one for whatever, press two. If you can give'em a good experience like a like an AI that can go into your AMS and answer questions.

99% of the time, people are gonna like that. And they're actually gonna get excited by the fact that you're you're investing in stuff. Like we see a lot of our customers use it as a marketing ploy. And then so it yeah, but Bradley made

Try it out as a as a frequently asked question if you're or uh as an after hour thing. If you're a listener of the insurance guide podcast, message me at Matthew at meatgale.com. I'll give you a free thirty day trial and we'll set it up for you. Nothing has to be paid.

Hey Matthew, I don't wanna steal your thunder at what you're about to say, but before you say what's about to come out of your mouth, yeah, I wanna add something. I have never In the history of insurance, and I've only been doing this seventeen years, so one more year and I'm gonna figure it out. I have never seen the adoption of what you are about to say. I don't want to steal your thunder. I've never seen anything like insurance agency.

Like producers, agency owners, account managers, my own agency staff, okay, my employees. have adopted this, what I think you're about to say. faster than I've ever seen people adopt anything. They they will go and I I believe you're about to talk about the the Gail G G P T part of this, right? I have never seen employees or insurance

professionals adopt something faster than what you're about to say. Go ahead. Yeah, so what Scott's uh what Scott's alluding to is the product that I'm really excited about. This has been my brainchild now for two years. It's basically Gale GPT. Apologies for the buzzword, but the best way to think about it is almost chat TPT for insurance.

And so a lot of people ask this, why would I use Gale GPT when there's ChatGPT? And the answer is there's a couple of different answers for it. Number one is accuracy. As incredible and credible as ChatGPT is. It's trained on it's trained for a very general world.

trained scraping all the free information off the internet. And so the accuracy is not always there. Gail was trained specifically for insurance. And it's knowledgeable enough that where if you ask a super complicated question or ask it to review your work, It's smart enough to where it can cite the exact law and statute when giving you feedback. And so you can always look it back up and you can feel confident in the answers. The other thing is the data segmentation practices.

I would venture to say that 99% of the listeners here that are using ChatGPT or Claude have not gone into their settings and changed the settings to say, hey, Don't train the rest of the world's AI there. Correct. Your customer's data is all there is all over the internet. You don't have to do that with Gale. The moment you get on with Gale, it's stupid data segmented day one, no matter how big of a customer you are, how small of a customer you are, everybody gets the same treatment.

And I tell you the third thing is we're coming out with this thing called personas. And a persona is basically an AI expert you can talk to for different matters. And so if you want Kelly, the compliance officer for commercial insurance, you have access to that persona. You can now talk to Kelly. If you want Scott the commercial underwriter insurance for trucking, we'll now give you that persona. And if you want to create your pro own personas to underwrite your stuff, to evaluate your work.

You can just you can create your own personas in 30 seconds. It's as easy as uploading some basic information, whether it be on a PDF or a website link on your business. And now you have this chat GPT type of thing that is trained on your business and on your industry. And so for us, like We have a lot of customers that ever since that, they no longer use the generic AIs. They only use Gale GPT. I've entirely replaced my usage of the generic AIs with Gale GPT. And that one is also a great

That one's a way less scary one for a lot of people to to use because with the AI agents, there's a lot of anxiety of how are my customers gonna feel about an AI answering the phone? Does this thing actually work? Here's a really low risk way for people to use it. You can start using it in the next thirty seconds. See if you're happy with the answers it gives you. If not, don't use it. If yes.

You can continue to use it. And so that's kind of like that's what Gale GPT is and that's what I'm super, super excited about. I think it's a low risk way for the insurance community as a whole.

To start getting more comfortable with this insurance specific AI. Touched on something. If you are putting your customer data into Chat GPT, it's a problem. You're basically asking for it at that point. Yeah, you're you're about to be sued for data breach. At some point there's going to be something that happens where somebody's data gets out through Chat GPT and goodness, if it's my customer data or somebody else's customer data, you talk about a clutch.

That's ex he's I'm so glad you said that. Matthew, I want to make sure these agents understand this. Same scenario Bradley just used, but instead of going to Chat GPT, they had gone to uh Gail GPT, which is insurance and financial services GPT, would that have firewalled that off to some degree so that's not available to the entire world instead of you put this spreadsheet with all your Customers information in Chat GPT to get it to

do something and the next thing you know, somebody around the world could type the right thing in and boom, that all pops up. Yeah, yeah. That's absolutely very possible. What one of what we do from The way we architect our data systems is we give everybody a closed environment. Which means there's no coming of data, so

If all of a sudden it's fine I'm an Atlantic yeah, yeah. If I'm in Atlantic City, if we want to start an Atlantic City insurance agency and create and I create an account for them on the back end with Gale, right. The only people I would have access to that data for training purposes are the Atlantic City Insurance Agency. Nobody else would. And we've even put it because we sell a a lot to big enterprises, we've even done it a way to where

certain you it comes with certain roles and so not even your whole team will have access to the functionality. If you only want your PNC underwriters to have access to the PNC underwriter, Section of your essentially your cluster, your internal cluster, your closed environment, they'll only have access to that. And so one of the big things we've also built in is like

specific environments for even those within your organization. I think that's one of the big things too that's been really important, a bit has been a big selling point for us and our customers. So did you guys are you guys built this on your own model? We didn't build it on our own models. We're model agnostic and so we'll we'll piggy we have this thing called model orchestrations depending on what use case Our customers have to do that.

we'll piggyback off of that. So if you're let's say if you're a team of actuaries and you're running some hardcore math with Gale. we're probably gonna throw it on top of Claude Four. If you're using something that requires a little bit more writing, maybe O three. But what we do is a couple of things. One, we build a we have a m a few layers on top, which is where our our proprietary training comes in. And the other thing is

We're big enough. I guess you can almost think of us as wholesalers. We're big enough for wholesalers for a lot of these big LLM companies. We're being able to strike deals.

to get our own closed environments within their within their within their systems so that we can make sure there's none of this commingling happening. And so we work in we work closely in partnership with a lot of these with a lot of these different groups in order to do that. I think though in the next year or so You probably will start to see us.

develop our own models from scratch just to make sure that a hundred percent of everything is controlled. But right now we're still trying to get a sense to see, hey, how is it that people are using it?

That way we can use that down the line and say, all right, you know what, we want really want to lean in on day one, building models are going to be great for actuarial purposes and building reserve estimates for claims adjusters or down the line, hey, we want to make it a little bit more conversational out the gates for uh for our own models and stuff.

Long winded way of saying we still piggyback off some third party tools, but I think over the next year or so you'll see us start to develop it in how

Cool. Two questions. Eight hundred pound gorilla. What are we looking at for the agencies listening to this right now? And if they're like my agency, they have producers, account managers, executive management type people in their agencies all using Chat GPT because they're all using it.

So they want to go to Gail because it's firewalling off and not you don't have that same potential of basically somebody copying your work or your customer information being out there into the On the World Wide Web. If they want to use the Gail product. E either one of the ones we've talked about today, and I know there's some others we're gonna talk about later on in a in another podcast.

What are we talking about in terms of price? Because that's always the eight hundred pound gorilla for these agents out there. They want to know what's this going to cost me. Yeah. On the Gale agent side, that's five hundred dollars a month. That includes 50 hours of talk time includes as many scripts as you want to make, as many voices as you want to use, as many languages, and it includes five seats. for the Gale GPT side. Gotcha. Once you surpass fifty hours of talk time.

Then that just goes on a per use base. Oh, and it's also multimodal. So if they want to use two way text message or email with Gail, they get access to all of that. On the GPT side of things, it starts at forty five dollars a month per seat. Mm-hmm. We will um after you surpass ten seats and we'll make a special thing for um for the insurance guys listeners, you guys can all get it for thirty dollars a month per seat per listener.

That comes with about 2 million tokens on a monthly basis. What that means is on a monthly basis, you get to upload the equivalence of 200. documents that are each ten page and so quite a bit of storage power for you guys. And so that starts off at thirty bucks a month for the insurance podcast, guys listeners.

Awesome. Yeah. So tell our listeners right now, how can they go out today to get a demo, find out more? I know you mentioned earlier how to kind of get in touch with you, but let's do that again before we get off the podcast. How how do they need to get get in touch with you if they're interested in signing up?

So if you wanna if you wanna talk to me'cause you have any specific questions on the tech, on all of that, super easy, Matthew at meatgale.com. If you wanna just self-serve, sign up yourself or request a demo, just go to meetgale.com.

Pick on the top right button and you'll you'll have the option to either sign up on your own or to schedule a demo. And yeah, it's pretty straightforward from there. I'm excited. I'm excited for the insurance industry because like I said earlier My bunch won't do just about anything, but boy, we have ramped up the use of Chat GPT and I think every agency has in terms of especially like contract addendums or or writing of I tell you where my bunch uses it the most.

writing tough emails. They use Chat GPT right now to help them if they've got some important email that they've got to send to a client or to a bank or something to that effect, they'll jump on Chat GPT and and and use it to Assist them in writing something like that. Well and part of the reason Scott and I wanted to do this partnership with Gail is

You know, we protect our audience. Like Scott and I view ourselves as like the pie pipers of the insurance industry. Like I wanna be the one that's championing the the small to mid size agencies and even the larger ones and And there's a lot of noise out there around AI and and everybody's hitting you from all angles. And and we wanted to do a partnership with a legitimate company that's building a legitimate tool that's already done great things and going to do great things. So

So consider this for the listeners, the the insurance guy's seal of approval on Gale. But um we really appreciate it, Matthew, and uh and look forward to working with you in the future. I'm excited to get started on it. And and guys, you know, like as far as like your data and stuff, I mean, if you have employees like Like humans will trade privacy c for convenience.

Nine and a half times out of ten. Right. And if you have employees out there that you think might be uploading stuff into Chat GPT. I think it's worth it for you to look at Gale GPT to prevent that. Hey, here's a tool that Hey, not only does it protect our data, but it's gonna give you significantly better answers and significantly better results than a generic tool like ChatGPT. Exactly.

So Matthew, thank you for coming on today. I'm gonna shut this thing down. Guys, you were listening to the insurance guys podcast, Powered by Gail. Hey, Matthew, thank you again. A as I end every episode, rewards come from action, not discussion. Get your ass off that couch today and away from that desk. I know what you're doing right now. You're shuffling paperwork around on your desk. Go out and be the mayor of your village.

Go make money for your family, for your wife, for your husband, for your kids' college fund, and for your parents and your in-laws out there that are struggling. Go make money for them. Write good business for the agencies that you represent, and write good business.

for the carriers that you represent. Bradley Flowers, I love you. Thanks, man. Thanks. Matthew, thank you. We look forward to this partnership, man. Likewise, man, we're coming. All right. Tay hang in there. We'll talk to you soon. Guys, you were listening to the insurance guys podcast and we love each one of you. Thank you so much for being a part of our family and we'll see ya back here real soon.

Thanks for listening to the Insurance Guys podcast. If you need to know more about me or you need to get in touch with Scott, you can always reach me at InsuranceGuyonline.com at Scott at Ab. And if you need to get in touch with Mr. Bradley Flowers, go to portal.com. dot com or email him. Bradley Thank you so much for listening to our show. and being a part of our family. And we look forward to seeing you again next week on the next episode of the Insurance Guys Podcast. Take care.