Stop Waiting For Your Data

What do you feel like insurance agents need to do in terms of branding themselves, their agencies, the carriers they represent? When you are marketing something you're not in control of, you're not in control. is they are the only vendor focused on helping agents automate all of their manual finances and accounting practices, which is really the boring stuff, but that's really where the rubber meets the road in terms of profitability to your agency.

The very last thing I do, I get agreement from them, and then I end the call with making damn sure whatever I say I'm going to do gets done. If the conditions have to be right for you to succeed, your success is conditional. It's not real success. Play like champions, man. Here we go.

Insurance agents from around the world, welcome to the Insurance Guys podcast. My name is Scott Howell, your fearless host and leader, insurance agency owner and insurance evangelist for iProtect Insurance and Financial Services. Based out of Huntsville, Alabama. And before we get started on today's episode, please help me welcome, he is a 6'3 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? Great, Scott. How are you? Best I've ever been. Most important podcast in the history of insurance is on right now. Insurance agents might want to turn the damn dial up on the old radio right now.

If you are listening on iPods, is that what they're called? Earpods? AirPods. If you're listening on AirPods or your Samsung AirPods, I need you to turn the television off. I need you to run your staff out of your office that's in there talking about Miss Jones' fucking homeowner's claim that water damage has damaged her, and she's mad because travelers are saying they're only going to pay $8,000, but she's hurt.

contractor said she's got thirty eight thousand dollars worth of damage and she she bought insurance from you not travelers she bought it from you and you need to write her a check For $24,000 to get this shit handled, I need you to stop all that bullshit right now. Okay? I need you to stop that. This is the most important podcast we've done in a long time. This podcast.

Remember, the three legs of this stool. We have fantastic agents on here. We have fantastic technologies on here that you need to know about. That's two legs of the stool today, ladies and gentlemen.

We have got a technology to talk about that you need to know about. And without further ado, I want to bring our guest on and give him the introduction that he's always deserved. Ladies and gentlemen, he is originally from Bayport, New York. and he currently resides in Beverly, Massachusetts. He is married to the beautiful Corey, and he's a graduate of Sacred Heart University with a degree in accounting.

He jokingly once bogeyed hole number 17 at TPC Sawgrass. And by the way, from what I know about that hole, I think most regular golfers like triple, quadruple bogey that. Did you get the bag tag with your score on it? It ain't. No. So they do that now. Yeah. When you get into the clubhouse, they give you a metal bag tag with your score on the hole etched into the bag tag. Let me finish.

He's been an account executive at Oxford Millen Insurance Agency from 2014 to 2020. He's a software developer with Rethought Insurance from 2020 to 2022. Been a corporate development manager. lead solution engineer, and today he is the founder of Conduit. He is the founder, CEO... of Conduit and has over a decade of experience building insurance technology for agencies, MGAs, and carriers.

The products he has contributed to include policy administration and underwriting platforms, as well as machine learning models used in rating and claims.

Ladies and gentlemen, it is my profound honor today to introduce to you first-time guest on the IGP, Mr. Ryan Hughes. How are you, Ryan? Doing well, Scott. How are you? I'm doing the best, brother. Thank you so much. so much for being on the show today. We've got a lot to talk about. First though, tell us about the bogey. How did you bogey? You hit it in the water and then you got up and down from the drop area? Got up and down from the drop area. That's the most impressive bogey.

Like that's, or not, I guess you wouldn't. Yeah. You got up and down from the drop area. Yeah. That's awesome. Hey, can I ask a question? That's what sucks about a par three. Cause if you hit it in the water on a par four, you can still make four. If you hit it in the water on par five, you can still make, you hit the water on par three, at best, you're going to be bogey, you know? Anyway.

Is the number 17, because I'm a non-golfer, right? I don't play golf. That's the island green. I was going to say, isn't that the one that you've got to hit it over the water and then the green is kind of floating out into the... And it's like a circle. Yeah. They just played there this week. Matter of fact, shout out. So one of my high school friends, excuse me, one of my childhood friends, Colby Norman.

started caddying for a guy on the mini tours a couple weeks, a couple years ago, and the dude made it to the PGA Tour. Lo and behold, last year through the Korn Ferry Tour, which is their AAA, last year he watched the Players' Championship, which is played at that course. He watched the Players' Championship as a fan in the crowd because he lives there. This year he got in as an alternate and finished sixth.

Ooh, he made some money on that deal. Colby, he made $867,000. And Colby, my childhood friend, is caddy. And his dad and my dad were best friends, still are really good friends. But, yeah, so they both got their first big check. Hey, Ryan, hold on a second. I just had another billion-dollar idea. Okay. Why?

Okay, yesterday we talked about, or it's been about, I guess, five weeks ago we were on a podcast talking about, you know, getting into business. And if you're going to diversify, you want to do something that's kind of what I call a hand-in-glove type relationship there. Why doesn't the PGA sponsor this podcast? As many golfers as – and they could have like a PGA tour guy come on and do a podcast once a quarter.

and we could promote their latest whatever they've got going on. I don't understand that. The PGA has a lot of money. I know, they do. Man, that dude was sixth and made $800-something thousand dollars. Hey, if you're in the marketing department at the PGA, Bradley and I up, we want you to sponsor the Insurance Guys podcast because I'm guessing, Bradley, what's the percentage of independent and captive agents that play golf?

It's got to be 80%. I bet you at the Masters, I bet you 30% of the crowd are insurance agents. It has to be. That is crazy why we've never thought of that before. Anyway, run. Hit us up, guys. Run. I want to talk. We've got a lot to talk about today. I've already gone on one of my diatribes about your product. And on my son's life, on my son's life, tomorrow, well, I've got to be on a plane most of the day tomorrow.

By Friday, you and I are going to be doing business together. Okay? I don't care what we have to do. I don't care what we have to do. The bane of my existence, the bane of my existence for the past three years. Our agency probably writes of the total premium we have on the books, 50% of it is not necessarily agency build. Okay. But 50% of it.

is either agency build, meaning excess and surplus written through a wholesale broker. And as all three of us sitting here know, agency build stuff doesn't download. It doesn't download into... into hawk soft not even that you've got the insure tech carriers none of them that's where i was about to go with this and then on the flip side of that all these insure tech carriers don't download plus other carriers that are

more regional in nature, whatever, don't download. So I've got this abundance of spreads because the way all these wholesale brokers work and even the carriers that Bradley just mentioned. They are still doing the old school. You send them an email to the marketing or territory manager and they will, hey, would you mind sending me an updated carrier report of all of our active policies?

And here comes the old school Excel spreadsheet or Google sheet with all of your policies expired, canceled, active on the spreadsheet. It takes them two weeks to send it to you. Some do. Yep, that's right. And so I've got no less than seven or eight spreadsheets, some of which have two, $3 million of premium on them. that I need to have scrubbed into our AMS, which is Hawksoft, Hawksoft 6. Shout out to Hawksoft. And I believe your product is going to be the thing that changes my life, Ryan.

And makes me a happy person instead of an unhappy person every day. And I just want to thank you for that. And say that. No pressure. I will dance at your next wedding if you have one. I will. I will send you, if this works, I swear to God, I want you to email Bradley with a picture of the dozen red roses that I send to you with a personalized note from Scott Howell.

This might be the first company to be hard launched on the Insurance Guys podcast. That sort of emphasis behind it. I'm telling you right now, if he can do what I think he can do. Which is get my shit right and hawks off for my agency build stuff. But Scott, why isn't it right already? Why don't your employees do it right? Okay, Mr. Perfect out there listening to this. I know your AMS is perfect, and every piece of information in it is just exactly...

100% right, and mine's not. I get it. You're perfect. You're smart. You're handsome. I'm not. I get all that, but mine's screwed up. I need my shit fixed. It's one of those things, too. The reason I love what you're doing, Ryan, and he hasn't even gotten into it. I'm sorry. I went off on a diatribe. I've often said that. No, I think that was great. I've often said that.

manual and multiple entry could be the death of the independent agent 100 you know when i can call a state farm office or a farmer's office or an all-state office and they don't even have to enter my information in their system. Like they, their phone number in there and it's, they write the policy and it shows up immediately, but.

Best case scenario, I have to wait 24 hours and only 50% of my carriers go in there and God forbid something doesn't go in there as it's supposed to. Anyone who is solving for that 100% behind. Take us through your DeLorean thing. Get in my DeLorean. Go back in time a few years. Talk about how you got into this and how you developed Conduit from the other experiences you've had and just bring us up to today.

That sounds great. And Scott, I will take you up on the roses. I will offer one better. I would love to. Next time I'm on this podcast, I'll fly down there and we'll make the Scott Howell plaque. If I'm the first receiver of that, I would be honored. So I'm looking forward to that day. hopefully pretty soon me too but you know your problem your problem that you described uh is not unique to your agency and by the way guys i went on a five minute tirade before

the podcast ever started about this. So y'all got to, you got to miss out on the five minutes before the podcast where I was screaming and yelling about this and MFing, but go ahead. I'm sorry. It's a major issue. I worked, you gave a little bit of my background, but I grew up in my father's insurance agency at a Long Island. He is heavy, heavy ENS, you know, probably 70, 80% ENS with wholesalers.

uh you know it's just it makes everything that much harder and and those just historically don't download naturally they just it's never really been in consideration there so i saw this problem for a really long time i I worked for him. I got into some software development on my own, was doing some consulting, ended up at Rethought Insurance, where I was a full-time software developer. I learned a lot about the ins and outs of...

insurance software development on the MGA side there, Flood MGA. And from that moved on to the machine learning side of things with a company called Arturo. There I learned a lot about how to automate a lot of processes, right? AI sort of caught that wave there. And that all brought it to here.

i brought up but i'll say it again scott you're not unique in this issue this is a major problem everything from commissions to actually you know actual policies themselves they just won't get in there and that is a major you know issue that it makes it harder to do anything amen keep reaching keep reaching when it's not in there

It's hard. You can go and sign up for another software or another platform, but if your data is not correct in the AMS and not complete, it's only going to help you so much if it's not in there to begin with.

So that's exactly what we do, Scott, and a part that you mentioned. So we could take these commission statements, these commission Excel sheets, PDFs, we take the information out, we automatically... allow you to check against what's in your agency management system to make sure it's correct and then when you are done with that we download it right into your agency management system our platform so it takes a you know a manual entry process

to a really quick and smooth way to reconcile commissions. And on the policy side, we do the same thing. So you'll drag and drop an ENS policy. We will extract all the information out. We will make sure that you're happy with it. And we will get that right into your agency management system, you know, 15 minute. Uh, 15, 20 minute process goes down to two to three minutes. And if you were here right now, I would kiss you on the lips and I would let Bradley record it. Okay. Move forward. Um,

If you can really do this. Listen, I've had five or six people tell me they can do this. Oh, Scott, this is just going to be the easiest thing. Okay. Okay. We'll see. And it's AMS agnostic. You're already using the system, right? Correct. I mean, as a user, I mean, are we good? Yeah. And there's really like, I mean, I kind of throw you a softball here. There's really like two.

sides of the business right you have the upload feature where if i'm an agent and i want a policy to download i drag and drop it and it downloads into the system or uploads into the system right you know some people may Because you have a lot of people that are so entrenched in the insurance industry and have never...

There's a lot of independent agents that have never worked at anything but an independent agency, and they just think that manual entry is the way that it is, right? And they may say, well, I don't want to have to drag and drop. I would just rather have Brenda, my bookkeeper, or Brenda, my CSR upload. or excuse me manually enter things but like to me anything that eliminates me having to pay an employee

to sit there and manually enter that data if I can just drag and drop, just like I'm uploading a file into my AMS. Which, by the way, employees are humans. We're fallible, so they're going to make mistakes. Right. you know the the other side of that is you guys work directly with carriers too and i know you're ramping that up but if there's a carrier that wants to connect with you and have their policies download you do that as well too correct that's right and there's two ways to get the

anything you need to into the system. So when we launch this, so many agents fit in their email all day long. So you can actually forward an email with the attachment that you want to go into the system for us to parse.

forward it that way, or you can drag and drop it. But you brought up a really good point, Bradley. The idea of wholesalers downloading, or MGAs, these insured tech carriers that haven't gotten there yet, downloading is... difficult it's hard to get started you know it takes tech work with us we take that tech work away so by by getting the data directly from the documents themselves Once we have created that download, essentially, they can then share it with any party in this.

ecosystem right so if the mga did it on their end they can send it to the wholesaler who can send it to the who can send it to the agent so just has to happen in one place for it to go across your organization yep right

premium finance companies. Yeah. Anybody who wants to turn something into something ingestible by any agency management system. Gotcha. All the way from the carrier level, all the way down to the agent level, if the agent wanted to do it. and i would imagine if you have agents who are doing it you know doing the upload feature eventually you're going to have enough data where you can go to a carrier and be like hey

You had 10,000 policies through here. Why don't you take this off of your agents and just download it directly? Right. The other thing that I was going to point out. So what we do at portal is we try to have when the carriers send us emails. We try to have those emails automatically go where they are supposed to go so a human does not have to manually forward those emails.

Again, introducing human error. If I get an email and I forget to forward it. So there's really two ways that we do that at Portal. So let's use an accounting example, right? So I have an email that's accounting at Portal Insurance. all the commission statements and all that go to that email. So with a lot of carriers, I can actually tell them, hey, anytime you send me a...

email with a commission statement or anything to do with accounting include this email on there. Most carriers, they can do that, right? So it just automatically goes there. I don't have to do anything. The other thing you can do, so let's say from an underwriting standpoint, right? I can say, so let's use like Swift, for example, right? So Swift traditionally sends all of their underwriting emails to me. I can go into my email platform and create a filter.

that says anytime there's an email from this email address because a lot of times depending on what the carrier sending you it's coming from a unique email address they're essentially doing the same thing we're doing and say anytime there's an email from this email address that contains this kind of data, automatically forward it to this email so I don't have to touch it. So you could actually do the same thing with this.

is you we have our unique email where the upload goes to and we can basically say anything with policy data coming from this carrier automatically send it there so it's downloaded like we don't have to do anything you know what i mean like like there's ways that you can

You can systematize things so that they go where they're supposed to go without you having to sit there and forward an email. That's exactly right. Yeah, when you sign up, you will get an email address that you can ask the carriers to CC.

for all of your important documents they'll they'll all go right in here we'll start the process parse them and get them ready for a csr or you know an accountant to to look it over so you know it takes the 80 percent 90 of the work that they would be doing when they when they get this document start to look at it and start to process it go into the ams and search for the insured and all these things

That's all done automatically. So by the time they touch this, by the time they get to, you know, what was sent to them, 90% of the work should be done. They're going to check it over. And to Scott, your point about getting the right stuff and complete stuff into the AMS.

um that's the point right we can help with that that's what we do we take everything that we can off these of these documents put it out in a really nice format for them to look it over and send it off well like let's think about it like this so our agency and this is just me estimating Hey guys, it's Bradley. I wanted to talk to you today about Gail. You know, one of the biggest frustrations that Scott and I hear 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 message. It also has an insurance GPT to save them from the liabilities of using generic AIs and so much more.

Gail 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 30 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 meetgayle.com. Tell them the insurance guy sent you. Really appreciate it. Thanks. I'm going to estimate that we have.

3000 policies that do not download. Okay. All right. Let's pretend that it takes about five minutes for somebody to enter that data into the AMS. Right. So that's. 15,000 minutes, okay, divided by 60 is 250 hours that my team is spending a year. And that's assuming they only have to enter one thing. Right. It's never just one thing. Sure. Right. It's endorsements, updates, cancellation. It's all that stuff. Right. So let's pretend that each policy has.

Two things. And you're being conservative, by the way. I'm being very conservative. Let's pretend each policy has two things that we have to update manually in the AMS. Some have way more. Some probably only have two, right? But two is like the minimum, right? So that's 500 hours. How many days is that? That's a lot. Let's pretend that I'm paying the person who enters that data $15 an hour.

It's probably a little more in some cases. It's probably a little less in some cases because we have VAs and stuff. So times $15 an hour, that's costing me $7,500 a year in payroll. Which is not actually the bad thing. The bad thing is the opportunity cost. And the worst thing is what if you have something needs to be entered and nobody enters it? That's a good point. I mean, you know, and that's conservative. The five minutes is really conservative.

You know, if you wanted, let's say you wanted forms and form addition dates and form numbers and all of these extra coverage limits that we get that CSR might, you know, they might not need that or think that they need that in there. you know we get that out and we let them check it over so not only is it quicker but it's it's more complete sure in its entirety

Yeah. And another thing I think that's important for us to focus on, and you and I had this conversation with the data you got from Bill Jacka, president of the Big Isle of Amos. Did you ever have a chance to look at that? I've glanced at it, yeah. The industry's going ENS. We are steamrolling. Sorry, my voice. I'm losing my voice, guys. I apologize. That's okay. We are steamrolling towards the predominant risk in this industry. You're all written E&S.

Like, and if they're not written ENS, InsureTech is taking over. You know, none of the InsureTech carriers connect directly to AMS or not many of them do. And if you're in a part of the country like Tennessee or... nebraska which nebraska may have a lot of ens ohio where it's all you know standard you know blue blood travelers progressive safeco like that's not going to be that way in five years

Like you're going to slowly start seeing more and more ENS policies being written, and this is going to become more of an issue. So you might be listening to this podcast thinking this isn't relevant to me.

but you need to pay attention to it yeah you know it's kind of like i've said forever like i hate lemonade right but i'm still paying attention to what lemonade's doing right like just because you disagree with something or think something does not affect you does it mean you sit there with your fingers in your ears and and

and don't pay attention. You at least need to be dangerous in it. So if you're listening to this and you don't think it's relevant, I still would try to learn as much about the ENS and the non-download side of the industry.

so that you can be prepared when that happens because you don't want to be caught with your pants down. By the way, Ryan, just pinning that for just a second. I noticed you didn't let me bait you into my comment. a repost on Lemonade's latest earnings report on Twitter when I said, I said, I can't wait to hear Bradley Flowers take on this. And you never responded to that, did you? So I deleted Twitter off my phone.

That's why Twitter's my favorite social media platform. Yeah, you said that before. It would be the one, but I was just getting... I go through different moods, right? Your kid's over there burning the house down and you're on Twitter. No, I go through different phases throughout the year where some...

I'll go several months where I'll see stuff that I disagree with. And I'm like, I'm not getting involved in that. And then I'll go through phases where I have to like prove everybody wrong or give my two cents. And I was in this like weird space where like. I was just on Twitter all the time and arguing with people. Twitter can be kind of toxic. So just to limit some of the time that...

so I'm basically only getting on Twitter on my computer. So I'm not, I haven't been quite as active on there recently, but I did, I did see that. And to be honest, I was just like, I don't feel like dealing with those guys today. I do. I am.

Pretty sure. I think I'm about to short lemonade stock. That's not investment advice, but I don't know that there's another stock that is inflated as high as that one is inflated right now. Hey, by the way. And I'm not talking like a big short. I'm talking like.

a couple thousand bucks you know as much time as you spend and when i say you i'm just being people in general on any social media platform that's kind of like the platform you look at whether it's tiktok or instagram or twitter boy it sure takes you about three seconds to delete that shit off your phone doesn't it it's almost amazing like i've been spending four hours a day on this platform

And then I go to delete it off my phone, and it took me like six seconds to delete it off my phone. And it's just gone. Yeah. It's just gone. Yeah. I'll tell you something else that I did, and this has nothing to do with Ryan's company. So Instagram actually has a feature now where you can reset your algorithm. So you can reset your algorithm as if you are a brand new account. And it is so freaking refreshing.

You see this totally different stuff. Yeah. And you're completely responsible for your algorithm. Right. But it's like, you know, buddies will send you stuff and like, and it's, but I reset it and it's just like so great because now what happens. When I get on Instagram, I don't get tied in because I'm actually not interested in the stuff that's on there. Right. You know what I mean?

because it's trying to pick up what you look at to start it over again yeah but man you know twitter just gotten you know with all the like political stuff going on and doge and elon trump and You know, the stock market's not doing great right now. It's just it had gotten really like just. And then to add on to that, all the California wildfire stuff and everybody freaking hates insurance right now. And it's just like.

So I just had to delete it off my phone. Hey, Ryan, I know we've got to go here in just a minute, but before we do, a couple things I want to mention. Number one, Conduit is the name of your particular... business that we've been talking about today right and it's parsing data is there a website for these independent and if they need it

Well, in fact, they're probably more than independents. Captive agents are writing a lot of – if you're a farmer's agent, I guarantee you you're writing a bunch of damn exes. You've probably got a whole other side of your business.

alpha agents uh state farm bureau agents i don't know about state farm i don't know if they jumped on the ens train yet or not i don't know but how would an agent if they just want to go see more about what we've already talked about today and maybe watch you know learn more about it or watch a video of what it does where would they go ryan Yeah, they could go to conduituploads.com. Follow Conduit Uploads or myself on LinkedIn. Also on Twitter, Ryan underscore Hughes underscore INS.

We're posting videos all the time, you know, customer success stories. They can see video of actually how Portal Insurance is using this for some of the commission statements. Kenneth gave you a nice little shout out on LinkedIn yesterday. And do you mind if I hand out your email address? Not at all. Absolutely. Your email is Ryan, R-Y-A-N, at... Parsure, and that's spelled P-A-R-S-U-R-E dot C-O. So it's Ryan at Parsure dot C-O.

And you can also go to www.conduit forward slash insurance guys podcast. If you want to sign up and, uh, i'm joking by the way i think i'm joking i don't know we can make it work scott okay but i will say that i am humbled to have you on the show today you have made me the happiest person on earth this is I'm happier right now than when my son was born and when I got married combined, those two combined. I'm happier than that right now because I cannot tell you.

As I said earlier, the bane of my existence is all of these policies my agency writes. And I'm looking at our AMS system and I'm like, I bet you a third of this shit ain't even right. Because you write a damn it. Hell, you write an ENS policy, agency bill policy. First of all, the damn policy number is about 17 digits and letters long. So, boy, there's no chance nobody would screw that up.

And then they change. And then your policy number, and then it renews at a different policy number. 002 instead of 001. And, you know, I'm looking at my agency management system, and I think we're probably C+. We're probably C plus on data. And the only way I know to get it to an A is to have something like this that can scrub against.

I'm going to be honest with you. I don't think there's any agency that is at an A in data integrity. I don't think there's any. Oh, there's somebody out there right now. It's like we're an A. I mean, I would put us up against anybody. And I feel like we are B plus A minus at best. Yeah. Yeah. You know, now the agency.

that is in middle america that only writes with about six carriers that are all blue blood that all download that's a different story but i would still even argue to some degree those guys are not Because not every carrier downloads every single thing. Sure. You know, but it's very, very, very, very hard, especially if you are smaller. Because to me.

This kind of stuff affects you more when you're a smaller agency, you know, less than 500K in revenue or less than a million in revenue because you're spending so much time. I mean, your producer is... your producer, CSR, bottle washer, fry cook, right? The bigger agencies have the room and the budget to have somebody who basically is over data integrity, right? But the smaller agencies...

to me could benefit more from having everything just upload into their system rather than the bigger ones. Right. You know what I mean? Yep. That's right. Yeah. We hope that. you know these small agencies they will feel this immediately yeah they should with this sort of workflow change i mean you really you want to scale your agency like you get rid of the mundane non-revenue producing tasks like that's what you do

That's what you do. Ryan Patrick Hughes, thank you so much for being on the show today. I'm going to shut this thing down. Guys, I know all of your data and your AMS systems is perfect. But for the three agents out there whose data is not perfect, because I know the rest of y'all are perfect, you need to get in touch with Ryan Patrick Hughes.

And you need to figure this thing out. And Bradley, please don't release this podcast until all my stuff gets figured out, please. Okay. Because when this podcast comes out, there's going to be 485 agents on the exact same day. You got to try to get in touch with him. So. Give me just a few, three weeks. This will be like a month and a half from now. Oh, please, please. Yes, because I've got to get my shit straight. Unless you need us to move it up. That's right.

I'm going to take you care of, Scott. All right, man. Well, listen, guys, as I end every episode, rewards come from action, not discussion. Get your ass out from behind that desk today. Go out into the big, bad world. And make money for your family, for your wife, for your husband, for your kids' college fund, for your parents and your in-laws that are struggling out there. Go make money for them.

And as I say about every single technology that we have on this podcast, I'm not telling you to go do it. I'm not telling you to go do it. I'm just telling you to look at it and try it.

If it works for your agency, great. If it doesn't work for your agency, great. Just try it. Give it a shot. See if it puts you one step closer to getting to that goal line and living the life that Bradley myself and ryan want you to live and get happy rather than upset and pissed off that half the stuff in your ams system's wrong so with that being said just go give it a look see if it's for you

Bradley Flowers, I love you. Thanks, man. Thanks, Ryan. Ryan, we love you too, brother. I'll be in touch. I've got to travel tomorrow. It'll either be Friday or Monday, but I'll be getting in touch with you real soon, okay? Hey, question, what are you talking about to the big out of Missouri? Yeah. Do you not know yet? No, I've got two. Are you kidding me? We've had to submit for. Oh, you got to submit. Oh, yeah. No. Yeah. So, you know, I gave them a list of like 12 topics.

that they could choose from that i wanted to talk about and i think 10 of them i would have been really excited to talk about and they chose the two i did in oklahoma so i'm like oh i gotta do this again So the two topics are slamming the back door shut, which we've started doing a better job of. And then the other one is, you know, hard market or hard opportunity kind of thing.

Guys, if you're in a state association listening to this and want to book Scott Highwell to speak at your event, all you need is a pack of crackers and a Snickers. Uh-uh. I've changed it. It's two bags of Skittles. Okay. And three Snickers bars. By the way, he's joking. He's joking because I only do one of these a year. And this year, Missouri contacted me in like September of 24.

So if you want me, my one speaking tour in 2026, you better jump on the bandwagon now because I only do one a year. I'm not doing more than one. It is. And I don't want to get into all that, but you know, you used to, it's probably the happiest day of your life when you stopped doing it because it is a lot. Yes. Yeah. Guys, you were listening to the insurance guys podcast and we love each and every one of you.

Thank you so much for being a part of our family. We'll see you back here real soon. Take care. 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 the insurance guy online.com or email me at Scott at I protect insurance.com. And if you need to get in touch with Mr. Bradley Flowers, go to portalinsurance.com or email him at bradley at portalinsurance.com. Guys, we love you.

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.