Insurance, You Indemnify Me: Season 3 Ep.9 Tom Quintrell, Owner of QIG (Quintrell Insurance Group).

Speaker A: Foreign.

Speaker B: Good morning, everybody. My name is Shawn Michael Walker and this is the insurance you indemnify me podcast. And today we have Tom Quentrell. Yes, sir, the famous Tom Quintrell from Kansas City, Kansas. Kinda right. Independence. Yeah, that's what I meant to say. I knew that by the way. But, uh, uh, what is it exactly? It's like Blue Springs. Is that what it is?

Speaker A: Yeah. So we're Oak Grove, just east of Grain Valley, east of Blue Springs.

Speaker B: Okay, so just, uh, what is that just east of Kansas City?

Speaker A: That's it.

Speaker B: Okay, cool. Are you a Chiefs fan?

Speaker A: 100%. 100%. Listen, I'm coming in and the, the, the train taking you from the Broncos

Speaker B: just beat the Kansas City Chiefs.

Speaker A: I'm tell you something, it's disrespectful to even say that because at the end of the day, just the scoreboard, right, Scoreboard is what we're going to go.

Speaker B: But well, I'll tell you the honest truth. I'm not a big sports, uh, guy. So you can say Kansas City Chiefs are the best in the world and be like, okay, cool, whatever. I'm not going to fight you.

Speaker A: I almost rocked my big Chiefs medallion.

Speaker B: I probably would have been like, okay, I'm not a sports fan, but that's offensive. So, um, I actually love the Kansas City Chiefs. And Mahomes is so much fun to watch. And Taylor, uh, Swift's got a thing going on with your team right now.

Speaker A: Here's the thing. Everybody needs a Taylor Swift.

Speaker B: Everybody needs a Taylor Swift.

Speaker A: Your Taylor Swift, she is an. Well, I hard to even say because I, I, I'm like, I wish Taylor Swift was my Taylor Swift in the sense of her influence.

Speaker B: Right, right.

Speaker A: She, when she says I'm going to a Chiefs game, all of a sudden everyone goes nuts and buys tickets.

Speaker B: You know what's amaz? I heard that this is just a big marketing ploy. Uh, the whole relationship and everything. And obviously it's not cuz they, they're now kissing and crap. And I'm surprised we're even talking about Taylor Swift this early on in the podcast. I expected to get to it in about minute 15 or 16. Yeah, M. But uh, I've heard it's a big marketing ploy, um, because. What's that guy? Ryan Reynolds? Yeah, Ryan Reynolds. Um, I've heard he's like a marketing genius, which I think he is. And uh, and in all of the early attendance pictures and photos and stuff, he's right there with her. Uh, and, and I wonder like, like what I heard the conspiracy theory is, is like, he set this relationship up so that as a marketing guy, so that the NFL had more. Maybe.

Speaker A: I don't know.

Speaker B: I doubt that's the actual case. But, uh, that was the rumor.

Speaker A: All I know is with her showing up, the NFL loves her. The Chiefs lover. Kelsey's, uh, jersey sales lover.

Speaker B: I know.

Speaker A: And the networks just go gaga over her. Just go nuts.

Speaker B: It's really weird.

Speaker A: And then, of course, he shows up at her concert and then she's tailoring her song after him. She like, uh.

Speaker B: I know. Yeah.

Speaker A: There's definitely something hard to say.

Speaker B: Yeah. So I guess I'm gonna, I'm gonna get off this podcast and be like, who's my Taylor Swift? I guess my Taylor Swift is my wife. But, uh, uh, and she's a great toilet.

Speaker A: So 100.

Speaker B: Yeah.

Speaker A: I mean, having that influencer in your corner that when they show up, it, it matters, right? It's that amplifier. And, uh, and I definitely, yeah, uh, my, my wife, my family.

Speaker B: Yeah.

Speaker A: Huge influencer for me. Huge multiplier. Um, I, I straight up though, like, my daughter and I were talking and she's like, are you a Taylor Swift fan? I was like, uh, I don't know Taylor Swift. Yeah, but I'm a fan of, of how she moves mountains, man. She like, I would love her to go, yeah, qig. We're. We're visit qig. I'm like, that'll be incredible.

Speaker B: Insurance agency. That's exactly right. So, uh, let' who you are. Who the. Who in the heck is Tom Quell?

Speaker A: Yeah. Yeah.

Speaker B: Why are you the bomb?

Speaker A: Wow. Uh, you know, I, you are, by the way.

Speaker B: Uh, I gotta, I gotta tell the world. Uh, I got a voicemail from you like, maybe six or seven or eight months ago. I don't know how long ago, but it was like this two minute long voicemail. And you were amped because you had like an incredible month or something. You're like, going, independence, amazing. And I'm so excited and there's so much momentum and this is crazy. I'm so excited. Thank you, thank you, thank you. And I'm like, I don't know this guy very well, but I already love him. Yeah, it was just like this amount of energy coming through this cell phone, uh, through this voicemail. These are the kind of people I like. And, uh, and I was like, this guy is cool. So he's on the podcast one day. So, um, so who the heck are you?

Speaker A: So, I, uh, I mean, first and foremost, you know, I'm, uh, Married, father of, uh, of four. Right. Got a daughter and. And three boys.

Speaker B: Wow.

Speaker A: Uh, my son. Middle son's in the agency with me, actually. Just hired my daughter to be our csr, so. Super exciting. A, uh, third. My son's a third generation, uh, insurance professional, so I started working for my dad. Gosh, it was December 94. Right. He was a neighborhood office.

Speaker B: Uh, you started with him in 94?

Speaker A: Started with him, yeah. Yeah. So went to.

Speaker B: You don't look like old enough that you could even.

Speaker A: Let me tell you something. I. I couldn't even spell insurance, let alone sell it. Right. Uh, and it, uh. I was thinking about that, and I was like, the very first policy I sold was this indemnity substandard policy. Yeah. And this guy sitting across from. I mean, he was probably just a tagger, right? Just looking for some tags. Yeah. And, um. And I was like, oh, man, I'm so nervous folding the paper and Normally give him two piece of paper. I gave him like 20 in this portfolio. Like, here you go, sweaty for binding policy crazy. And he walked out. I was like, oh, my God, I sold a policy, you know, but he

Speaker B: canceled four days later.

Speaker A: And you're like, so crazy. And of course, it quickly fell off, you know, uh, that's where it began. And for me, the, uh, the journey has been just incredible, man. This is, uh, this December is 29 years for me. Yeah.

Speaker B: Wow.

Speaker A: So been with a couple of different carriers, Captive, my whole life.

Speaker B: Yeah.

Speaker A: Um, and. And really the captive journey. You know, some folks bag on the captive agent route. That's how I got started. And it, uh, created some great Runway, uh, some great support, marketing, you know, all kinds of stuff.

Speaker B: Lots of education.

Speaker A: Tons of education. Right. Tons of support that way. The, uh, the thing that finally made the decision for me to go indie. Right. Is this one guy ready to go Indy. I was like, oh, yeah, I'm, um. There was, you know, the. At the end of the day, the captive channel had a ceiling.

Speaker B: Yeah.

Speaker A: Right. So you. You're beholden to one carrier, one, uh, outlook for them, one vision. And. And you really don't have the choices to be able to say, look, you all are buying me, but I'm selling this. This carrier. Right, Right. So now as an independent agent, they're still buying me. They're still buying our agency, and we have multiple options with which to serve people. Ah. And. And, uh, our thing was never, like, be the cheapest or like, how can we just beat where you're at?

Speaker B: Yeah.

Speaker A: Never. I despise that because you're just. You're just a price. Right? Is what it boils down to. And that sounds crass, but you're just putting it out there like, all right, who's prettiest? Your price, My price. Um, so being independent, too, gives us the opportunity to go, here's the strength of these different carriers. Here's their claim service. Here's what separates these folks. So part of my journey, you know, going from that captive to becoming independent, um, it has just bolstered and, like, and it's. It's energized me because we're. We're back to selling, back to, like, really grinding. And we're getting into cases in a hard market, too.

Speaker B: Like, I don't hard wait to see how excited you get when things get soft. And it's like, I can sell 800 policies a month. And it's like, yep. No, there's nothing keeping you from selling 800 policies a month.

Speaker A: Oh, I can't.

Speaker B: You'll be like, done.

Speaker A: And, you know, right there, Sean, I think that's something that is such a trap for a lot of independence is when. When I was getting into this, I. I reached out to a number of folks that were captive independent, and I said, what's the downside? Yeah. Ah, there's pros and cons to everything.

Speaker B: Absolutely.

Speaker A: Tell me, tell me that. The downside. And this one gal, she's in California, she said, uh, the downside is, is you become complacent.

Speaker B: That is true.

Speaker A: And I was like, I think I know what you mean, but. And she's articulated exactly that. Like, when you're writing all kinds of stuff, you lose your hunger, you lose your drive. It's just like, uh, whatever. And. And that's something that I really. And we try to fight against. I don't ever want to be complacent.

Speaker B: We're.

Speaker A: We're hungry. Like, as Duran Duran says, hungry like the wolf. Right. We are grinding, and we've got this thermometer on our wall that we're tracking our premium. We send emails. We've got these clapper hands that we do, and we're selling them and just keeping it real because every. Every sales. Vital.

Speaker B: Yeah.

Speaker A: Um, and. And just definitely not want to take that for granted. So.

Speaker B: Yeah, but it is true. Like, it. You can have so much success as an independent insurance agent, especially in a different soft market, that, uh, a lot of agents hit 5 million in written premium or hit 10 million in written premium, and they go, yeah, this is good. I mean, I'm making a Ton of money. I'm good. I'm totally good. And the question is, is, yeah, but why not be a $20 million agency or why not be a $40 million agency? Like, it's all possible.

Speaker A: Yes.

Speaker B: So, you know, think, think. Like, you know, yesterday this came up a lot, but think like an agency owner or not an agency producer. Right. Uh, think.

Speaker A: Yeah.

Speaker B: Think past the next sale and stop being complacent that you're selling all day long and start thinking, how do I get 80 people selling for me all day long? You know, and start, start. That's exactly ditching the idea of complacency,

Speaker A: uh, become an enterprise.

Speaker B: Right, right. That's right.

Speaker A: Uh, another thing that, that, uh, this gal said to me, and I heard it from multiple voices, is, um, don't be the jack of all trades.

Speaker B: That is 100% true.

Speaker A: And, and I think that is so spot.

Speaker B: That's danger. That's. There's a ton of danger in people trying.

Speaker A: When you're captive, they say, you can do this, you cannot do this. Right. And so all you know is you're just here, and then you're like, I'm going independent because I can do all these things. The juice is not worth the squeeze.

Speaker B: That's right.

Speaker A: You know, the Chinese proverb says, you chase two rabbits, they both escape. And in the independent world, you really got to protect your focus. And you said it, uh, yesterday, uh, niches equals riches. Right? So the more that you focus and target. And again, not to say that you don't specialize in different areas or add

Speaker B: things, hire people to specialize.

Speaker A: You just can't shotgun everything.

Speaker B: Yeah, yeah. Um, I think it's Robert Klinger up in, like, New York, but he hires a whole bunch of, uh, uh, different ethnicity groups so that each ethnicity group can go specialized to a specific ethnicity group. And he's growing a humongous. A humongous insurance agency because he's. He's niches to riches. But each group that he builds out is like, go get that ethnic group. Go get that ethnic group. Go get that ethnic group. I think don't get upset at me, Robert, if I'm getting this wrong. But, you know, spread out and go get it all, you know, and that's complacency and, uh, but. But also doing it meticulously. Like, I do find new independent insurance agency owners. It's a one man shop. It's a two man shop. And they're trying to do what I just described, and they just go too wide and it gets pretty bad. Pretty quick.

Speaker A: Well, that can be a dumpster fire real quick.

Speaker B: It is, yeah. It turns into a dumpster fire.

Speaker A: And God bless these cats that want to come in and just say, hey, um, I'm, um, you know, know, the captive company's not going to tell me how to run my agency because a lot of them say you have to have stats, you have to have these. Right. So then they're working out of their house or they're, um, you know, no staff. And, and like you said, they're. Well, I got a million, million and a half in premium, man. I'm good.

Speaker B: Yeah.

Speaker A: Really? No, you're not right in the scheme of things. And again, not judging someone's character, but you're capping your own potential, your own possibility and why.

Speaker B: Right.

Speaker A: Bring others in and blow that thing up. Right?

Speaker B: Yeah, if that's what you want to do. I mean, some, some people don't want to, and that's fine. But, uh, but to your point, being an independent insurance agency owner gives you the potential to do whatever you can possibly imagine and make it as big as you can possibly imagine.

Speaker A: And here's the other thing too, is you. And this is just a. I didn't even mean to say this, but I'm going to throw this out here. Shameless plug for pgi. Right, okay, here, here's the reality in going India when I was talking to these, these different agency owners is you gotta find the right partner. Yeah, you do, because there are a lot of voices screaming out there and coming at you for, join me, do this. And when I was a captive agent, you know, we were getting hit up by a bunch, a bunch of, like, if I said their name, you'd know. You'd be like, oh, yeah, I've been, uh, recruited by them tons. Yeah, but just because they're the loudest voice doesn't mean they're the right partner.

Speaker B: That's true.

Speaker A: You have to do your due diligence, understand the contracts, understand the opportunity. Um, I had this, uh, this one, ah, partnership, um, in Kansas that I was talking to, and she was former captive, you know, twice over. And then, um, they formed their own independent. And they, they, they'd been with an aggregator before, didn't like it, didn't like the contract, got out of it and did their own thing after doing all this due diligence. Right. So she was telling me, she said, we're going to provide you this service and this and this. And it sounded like, yeah, this is legit. Yeah. But then when it came to, like, carriers and knowledge and representation, support.

Speaker B: Right.

Speaker A: It's like, man, this, you know that it was almost like fool's gold. Right. It looked solid. But if you go that route again, you're almost captive in, in their bubble.

Speaker B: Yeah.

Speaker A: PGI doesn't have that. And um, man, I'm so glad I chose pgi.

Speaker B: Well, thank you. That was not expected.

Speaker A: Yeah, yeah, no, it's legit.

Speaker B: I didn't ask you to come on for that. But, uh, yeah, you know, pgi, it's interesting because I come from the carrier side. I've, I've been in insurance for I think, 22 years now. I was on the, uh, agency side for, during college, jumped to the carrier side for like ten years. Um, but when I was on the carrier side, I called on a lot of aggregators. And um, and aggregators come in all different sizes, groups and clusters and sizes. And uh, some do things neat and some do things not so neat and some, some do things differently. They just do them all differently.

Speaker A: Yeah.

Speaker B: And I'll just say when I met Premier, I, uh, was on the carrier side and I was like, wow, this, this really feels like something different. Now. I've been here for maybe 11 or 12 years, so I hope that it still feels different and is still a uniquely different aggregator, but, uh, or different deliverable or the things that we're doing are still cutting edge and still unique. And I hope that the carriers come here and that agencies come here, um, and visitors come here and go, wow, something different's going on here. But, um, but back then when I joined Premier, when I was beginning to court Premier, it was like, this is wildly different than any other aggregator that I've interacted with.

Speaker A: Yeah.

Speaker B: And I was like, I want to be a part of that. That seems wild.

Speaker A: Most aggregators take a cookie cutter approach because they think they understand the captive world or what folks want. And so there's all this flash and panache and all this stuff, and it's really not about that. The thing that separates. And again, I shameless plug for pgi, but the relationships here, the people matter. And um, and it's really what you want out of it. Right. So PGI creates this framework that you can come in and say, this is what I want to do. Here's the support I'm looking for. And they go, yes, we have it.

Speaker B: We can help you.

Speaker A: To what degree would you like it? And then, by the way, we're going to give you more than you asked for.

Speaker B: Yeah.

Speaker A: And I love that. So it's not a one size Fits all. And, you know, if you want to be a 80 million dollar agency or a 2 million dollar agency, it all works. Yeah.

Speaker B: Uh, well, thank you. Uh, was your dad pissed when you said, dad, I'm not going to do Allstate anymore? He's like, what.

Speaker A: What interesting thing there?

Speaker B: So I like, great. I always wanted to do that myself.

Speaker A: I was.

Speaker B: What was the story?

Speaker A: Three years with him as a producer, and then the. The agency manager came to me and. And was like, uh, do your own. Yeah, hey, we. We'd love for you to do your own. And I. I was so stoked about it.

Speaker B: Yeah.

Speaker A: Now I. I gotta be honest. I'll tell you a little funny story about myself. So they have these tests you have to take.

Speaker B: Yeah, yeah.

Speaker A: Right. And so, uh, you were manipulating your answers. No, listen, the manager sat down and, uh, and she said, hey, you know, can you pass this. This test? I go, oh, sure, yeah. Yeah. And so it was asking me things like, you know, how much money would you like to make a year? And I was taking it, and I was like, oh, oh, man. Um, what's the right answer? And 50,000 a year would be so awesome. And they're like, how many people do you know? I was like, I know 100 people. You know, I mean, at least 150. So that, you know, when you walk into a room, you know all these questions. And so I said, man, I was so confident. And. And it came back and it was like, there's high, medium, low, and like, do not even talk to this person. And I was below that. Right.

Speaker B: They're like, no.

Speaker A: They were like, get away from this dude. Yeah. And, uh. And she was bewildered. She said, what. What happened? So HR contacts, all this. And they're like, well, this is how he answered the questions.

Speaker B: Yeah. Yeah.

Speaker A: So was able to retake it. And, uh, said, what you need to do is answer what you would. Really, how you see yourself, what you would like. Because I was like, you know, my dad was paying me seven bucks an hour against a draw, 1400 bucks.

Speaker B: Exactly.

Speaker A: And some of that money was going towards rent, Right. So I was like, I was Nate. I was making money.

Speaker B: Right, Right.

Speaker A: And when it came to commissions, my dad would be like a, uh, little fuzzy math, and here's this. And yeah. So, like, I was like, oh, this would be awesome.

Speaker B: Yeah. But it would be killer.

Speaker A: Went back, passed, uh, it with a high, you know, blah, blah, blah. Open up my own agency. And, uh, my dad loved that for me. But then, first year, I got agent of the year, and Rookie of the year. And he was like, oh, that. That's my boy. That's, you know, the young lion. All the stuff you say. And then second year, I got agent of the year again. Oh, he was pissed.

Speaker B: He was like, okay.

Speaker A: He was.

Speaker B: Stop it.

Speaker A: He genuinely was like, no, that's me. You know, and so we. We had a little. Little, uh, rub there.

Speaker B: But left.

Speaker A: Left agency after three years. Went into leadership with, uh, with Allstate. And, um, you know, I had 18 years in total with him. Financial rep. Wow. Uh, field sales leader, multiple times agency, all this stuff. It was really a great experience. Right. So went from there to, uh. Uh, I was a. My last role. Allstate was a field sales leader. And so I was over kind of this, you know, states area. And then I went from there to Farmers to be a district manager. Um, and I didn't know that. Really similar in the sense of, you know, recruiting agents, training age on that. But, you know, I had like a. An equity stake.

Speaker B: Right.

Speaker A: So that was pretty cool. Um, I found out I really didn't love that as much. Right.

Speaker B: I meet these district managers who go, uh, this wasn't that cool. Yeah, this wasn't the coolest decision. Some. Some love it and they're like, this is the greatest position ever. And some just don't.

Speaker A: The thing that. That got me about it is that, um, I didn't mind doing the recruiting, didn't mind talking to agents. I love. I'm an agent at heart, right. So I'd go meet with these agents at night, and I'm sitting down with this one particular agent, and I said, let's make some phone calls together. I go, this. This is bread and butter. We can win here. And he pulls out this list and he starts scratching off all these names. And I said, what are you doing? And he goes, yeah, we're not going to call these people. And I said, well, who we going to call? He goes, well, there's a couple down here. I said, okay, let me see the list. And so I called the first person he scratched out, and I said, hey, Sean, uh, this is Tom at so and so's office here with Farmers. How are you doing? Oh, great. Right. Got into it, ended up booking him a life insurance appointment, cross selling him the home. And. And he goes, man, I haven't been able to do that. That's. I talked to that guy about that. Didn't work. I go, well, let's do the next one. We called all those ones that were crossed out, booked up his appointments. Yeah. And Then I said, all right, we're coming back. Let's do it. You know, next week, same time.

Speaker B: Yeah.

Speaker A: Oh, I'm sick. Oh, I don't.

Speaker B: Right.

Speaker A: I'm like, wait a minute. Why?

Speaker B: We just had a ton of success together.

Speaker A: It was. It was crazy. I'm like, I'm more invested in this and your success than I've heard.

Speaker B: See, uh, I've heard this. Like, I've heard district managers say this where they're like, I feel like I'm more invested than the actual agent is.

Speaker A: Oh, yeah. Yeah. So if. If I'm going to be the agent.

Speaker B: Yeah.

Speaker A: Or do the agent's job, why don't I become an agent? So after three years, my son and I opened up a scratch farmer's agency in the. In the office we're in now. And, uh, right during COVID And so Covid hits and nobody wants to talk to anybody. And. And, uh, we opened up and we're just like, with full of gusto. We're going to do this. And, uh. And we loved it and thought we were wildly successful. Right. So we were hitting their metrics, blew out the. The. The life Max, the life bonuses, hit the top tier performers. We were, uh, topper club, you know, every year through life straight life insurance, you know, and so it was really an awesome experience. Um, we. We just kind of saw the handwriting on the wall with how farmers just was. Was changing with, um, like they acquired MetLife. And. And that was great. And until it wasn't. Right. And then underwriting, uh, changes race on it. And so it was like, all right, well, do we want to stay and hunker down and go, man, we're going to really invest in this thing, or do we take a look at the other side? And. Yeah. Uh, and here's the thing. As a captive guy, we always said the grass isn't greener.

Speaker B: Yeah.

Speaker A: It's not. Right. Because grass is green where you water it.

Speaker B: That's right.

Speaker A: And I believe that. But I reached out to, uh, a friend that was captive that went indie and, uh, this gallon Kansas. And I said, is the grass greener? And she paused and she said, wildly greener. Like phenomenal greener. And I went, okay, let's. Let's start exploring. Let's start looking. And no regrets, Right? So I had two captive experiences that helped bring me to the place we were at to launch, uh, going indie. And I love it. We started a scratch, uh, agency here in February and are just. We're just blowing the doors off, just loving it. Right. Again. According to me, now there's other agents out there. They're probably writing a million a month. And sure, we're, we're nothing but, right,

Speaker B: we're rocking and rolling, but uh, but it's working.

Speaker A: It is.

Speaker B: And you also started an incredibly complicated time. Yeah, yeah. So, I mean, again, I, I just can't wait till things soften up a little bit and you go, oh, wow. Fifth gear as an independent is very different than fifth gear as a captive agent because, uh, one's, you know, one's a, a Ford and one's a Ferrari and you know, know you're just going, this is an incredible machine.

Speaker A: Yeah. Yeah. One of the things that, that I, I was thinking about as preparing for this, that separates us, Sean, from like a lot of other folks, whether it be captive or, or the indie agents, is we, uh, see a lot of agents are, are transactional.

Speaker B: Yeah, definitely.

Speaker A: Right. So it's the old, um, you know, waiter, uh, waitress mentality. Right. So this, this. Would you like a soda with that? Okay, I'll be, here's the ticket. It comes back. Yeah, here's your, here's your thing. And for us, you know, we're, we're insanely curious about our customers, so we get referrals, we get folks, oh, so and so said to go, great. Yeah, I want to learn about you.

Speaker B: Yeah.

Speaker A: I want to find out what's important to you about your insurance or how did you arrive at these limits or, you know, all these things and it sounds simple enough, but when you get customers talking about them and about then their emotion behind their insurance or, or how they feel about it, they, they've never had that conversation.

Speaker B: Right.

Speaker A: And so then we come back and go, you know, you're at 50,100 or state minimums or whatever, or even 25500. Mhm. How'd you arrive at that? I have no clue. That's just what my dad told me to do. Yeah. That's what the other agent said. And I go, great. Okay, we're going to uh, we put together a customized product comparison. Right. So here's what you have. Here's what we're recommending. Spells it out. We're not trying to say cheaper highway. It just is.

Speaker B: Yeah, yeah.

Speaker A: And, and folks appreciate that so much because we're being honest and up front. Yeah. And they go, I recommend this because. Yeah. And then here's how we, we are processing how we work.

Speaker B: Right.

Speaker A: And man, we're, our close ratio is we're like a 77, 80, 80 close rate.

Speaker B: Right now it's stupid incredible.

Speaker A: Like, it's incredible incredible. So, uh, and, and you know, and here's the thing. So like, yes, and, and when we do carrier selection, right. So that's another thing. So. Oh, you can write with anyone and everyone will. Let me tell you something. If you're going with, with, uh, Podunk Mutual or you're with some company that no one's ever heard of or doesn't have a track record, right. Be careful, right? Be careful because that could be fool's gold, right? Everything that glitters isn't gold there. So we go with carriers that are a rated solid claim service, solid reviews, that type of thing. So when we're talking with our clients, they can look and go, oh yeah, I'm picking up what you're laying down versus the, uh. Who's this? No, no, trust me, they're. They're good folks. And really all it is is restricted Strang him a cheaper.

Speaker B: Right, Right. Um, is your son just as gregarious as you are?

Speaker A: That dude is incredible.

Speaker B: Is he?

Speaker A: Yeah, he's. I, I couldn't be more proud of him.

Speaker B: Yeah. Wow. How old is he?

Speaker A: Young man, you get me. Like, he, he's, ah, he's 24. And um, you know, he got into insurance and, and I was a district manager and with farmers and. Yeah. I said, uh, I didn't put him with any of my folks, you know, at first as I want you to go learn with some other people and didn't. Didn't want him near me because I want you to go experience. Yeah. Uh, how's it really work?

Speaker B: Influence.

Speaker A: Yeah. Ah, yeah. And then he went and worked with this, this other agent that was in my district and they beat him up. Right. I mean they were. He was a large agent, but they're really terrible trainers. So he had to cut his teeth.

Speaker B: Yeah.

Speaker A: Hard. And, and he had these, he had these ladies around him that would handpick him all the time. And so he learned. Well then from there brought him into the agency and I said, this is how we do it.

Speaker B: Yeah.

Speaker A: This is how it really goes. He had the knowledge of systems and how to do it right. And whatnot. But here's how to communicate it. And he is, he is much better than I am. And I just, uh, I sit back and listen to him explain things like, oh, I'm so proud.

Speaker B: Like, oh, that's good. Oh, he's incredible.

Speaker A: And then, and then he tells people all the time. He's like, oh, man, my partner Pops, you know, he's Taught me. He's hooked me up. I'm like, man, I learned from this cat. So it. Folks that are thinking about, should I get my kid in the business or whatnot, first of all, you gotta have a solid relationship. Sure. Trust them.

Speaker B: M. Whatever.

Speaker A: Um, one of the best moves I've. I've ever made was bringing him in. Because we, we are not. It's not father son in the agency. I mean, it is and it isn't, but like, we have so much fun.

Speaker B: Peer to peer.

Speaker A: Oh, we, we get buying lunch today just because. Laughing, we're joking. Then it's like when we get serious on stuff, we have each other's backs with customers. It's awesome.

Speaker B: That's cool. That's really cool.

Speaker A: He's doing a great job and really cool. Eventually, you know, my vision for him is like, when I got in, my dad said, I'm going to sell you this business in 10 years. To be honest with you, I, I didn't know what next week was going to look like at that time. Right. Ten years.

Speaker B: God, yeah.

Speaker A: And I told my son, I said, here's how I see this going for you. If you decide.

Speaker B: Yeah.

Speaker A: I'm like, we're going to build this thing up, have just this crazy enterprise and, and you're going to run it. Right. I said, I'll always be a part of it. Because, uh, why, why would you get out of this business?

Speaker B: Right.

Speaker A: But I'm gonna, I'm gonna have you oversee this thing. And if you want to buy it down the road, you can. But if not, we're gonna just work on it and make money and, you know. Yeah. And he loves it.

Speaker B: You know, that's one thing. I've told many people this over the course of my 22 year career. Uh, but, um, the. It's, it's really interesting to see the transition between dad and son. Some agencies get it really right, and some agencies get it really, really, really wrong. I say, dad, son, dad and daughter, dad and whatever. But dad and next generation, or mom and next generation. Some get it really, really right. Some get it really, really wrong. Um, so I would love to introduce you to some people who have gotten it really, really right and just say, hey, start a relationship with these people over the course of the next 10 years. They're really cool people all across the United States.

Speaker A: Yeah.

Speaker B: Like right now, off the top of my head, I think about the Merrill Agency down in Florida. Like, father, son, there's been this transition, but it's one of the best transitions I've ever seen occur. And so sometimes you see the transition just horribly, uh, fall apart and go really, really bad. And sometimes you see it just go beautifully and you go, you know, if I were in your shoes, I'd be going, can you point me in the right direction where these, these generational transitions occur so that I can start figuring out how to make this happen 10 years from now or 20 years from now or whenever you want to make it happen. Uh, but that way you can start going, what works and what doesn't work?

Speaker A: You know, So I, I've seen the opposite of that, like, with, with my dad and my sister. So my sister came after me. Uh-huh. And so she.

Speaker B: Did it go well?

Speaker A: Worked for my dad. Oh, man.

Speaker B: Not well.

Speaker A: Horribly.

Speaker B: Yeah. So that, that's my point is, like, it'd be good to, to introduce you to people where it's like, here's where it went well. Yeah, go, go form a relationship with these people and see how you can make it go perfect.

Speaker A: That's awesome.

Speaker B: Uh, and we're talking huge agencies. I mean, we're talking huge agencies, humongous staff. So you would think the transition would be complicated. Transition. It'd be really good for you to meet those.

Speaker A: Well, and here's the benefit of what you're talking about, too, is, is being in the PGI family.

Speaker B: Yeah.

Speaker A: It's not like I'm just looking up some random mega independent or whatever size they'd be and go, hey, I'm a total stranger. Can you talk to me about your transition in common? Right. And have a. A warm handshake. So, yeah, yeah, yeah.

Speaker B: Um, so let's, let's, let's segue to something funny, if you don't mind. Funniest story in insurance. So you're going to go stand in front of a senior class in high school and you're going to convince all these kids that insurance is fun and cool and awesome, and you're going to tell them a funny story. Like, guys, check this out. Insurance is so cool and so funny. This is the funny crap that happens on a regular basis. Uh, what's the funniest story that's happened to you in insurance where you're like, there was this claim that unfolded horribly and hilariously, or this customer was just, you know, nuts and this is what happened. But, but that's funny.

Speaker A: Well, it, I mean, it's. It's a crazy story. Right? So, like, we usually.

Speaker B: It's the crazy stories that are like, that's not funny. But it's so crazy. We'll accept it.

Speaker A: I. So I'll tell you. One is. Is a staffing story, right? So, um, I'm a brand new agent, have. Have my own agency. My office is being built out, so I'm still in my dad's agency at the time while. While the transition.

Speaker B: Yeah.

Speaker A: And so, um, I. I have my start date, I hire a staff. Uh, and my dad had a staff. And right after I hire this staff, which was referred to me by this pastor friend of mine that was a customer.

Speaker B: Love it already.

Speaker A: Oh, yeah.

Speaker B: Oh, yeah. All the earmarks are falling apart.

Speaker A: My. My grandma passes away, right? My grandma dies, and so my. My dad's mom. So we drive out to California and we go. We're out there about a week and a half, two weeks, taking care of the affairs. And before I left, I said, okay, hey, Sandra, listen, uh, this is what I need you to do. Here's this training module. Here's a program. Lynn's here to help if need be. Piece of cake. Just follow this and then, you know, I'll. I'll be back. And so, um, we left, came back, and, uh, you know, there was Sandra sitting there and. And here's, you know, Lynn. And Lynn takes me outside. She goes, hey, Tom, can I. Yeah. And I go, hey, Lynn. She goes, listen, and Lynn was an older gal, and she'd been with my dad for years. And she says, you know, I, I would never want to say anything negative about him, right? She goes, but, uh, while you were gone, Sandra just sat at the desk and had her feet up on the desk reading a book the whole time. And I go, no, like Lynn. And yeah, uh, she goes, not now. Do with it what you want.

Speaker B: But I, but that's what happened.

Speaker A: And I go, okay. So I come in and, and I said, uh, I said, hey, Sandra, how was things while I was going? Oh, it was perfect. It's fine. Everything was good.

Speaker B: And I had no clients, so I did nothing. And it was wonderful.

Speaker A: Um, I go, just gonna throw it out there. Lynn says that you sat at the desk with your feet up on the desk and reading a book the whole time. And she goes, yeah, yeah, no, I did. Yeah, it was, it was great.

Speaker B: Yeah.

Speaker A: I'm like, what? I go, see, you didn't get in the training. She goes, oh, no, I, I just read this book. And I said, sandra, today's your last day.

Speaker B: Yeah, right, right.

Speaker A: And, uh, and so she stands up, she collects her purse and goes to the, to the front door. And she said, thanks for ruining my life, and slams our Door. And it was this glass door. And the glass starts waving. I thought it was going to shatter out. It didn't. Dang it. So then that would have been better.

Speaker B: You should have said it did just do a salesy thing over. Exaggerate a little.

Speaker A: Right, right, right.

Speaker B: It shattered.

Speaker A: 45 minutes left later, her husband calls me and he. And they're. They're from the Air force.

Speaker B: Good.

Speaker A: They're in the air Force. And. And he's. He's a big dude.

Speaker B: Yeah.

Speaker A: Big John.

Speaker B: Yeah.

Speaker A: And John calls me up and he says, uh, Mr. Quintrell, I heard you disrespected my wife. And I said, excuse me, sir. And he goes, uh, I'm gonna come down. And I'm. I'm. I'm a straighten this out with you. And I said, straighten out. He goes, I'm gonna kill you.

Speaker B: Oh, boy.

Speaker A: And I said, oh. So I go, okay, hold please. When I called the pastor, right? And, uh. And Pastor, uh. Reverend Hatcher. And this dude, he. He is. He's a small, wiry fella, just spirited dude.

Speaker B: Yeah.

Speaker A: And, uh. And he. He beat feet down to my agency before them.

Speaker B: Yeah.

Speaker A: And he comes in, and they come walking in, and they're ready to. To storm the gates. And he looks at them and he says, you two sit down. And, uh. And. And, uh. And they. And they immediately, like, eyes open.

Speaker B: Oh, crap. Pastor Serious. I can't kill anybody.

Speaker A: Mr. Quintrell says you disrespected him. Mr. Quintrell says that you cheated and you stole from him while he was. He was out with his, uh. His, uh, grandma passing. Yeah. Is that true? You know, and he just. And. And she. You know, And. And. And John, shame on you. Yeah. And he starts yelling, and I mean, I was sitting back like, whoa, what is going on? And. And I mean. And he got. Stripped them down right there. And dude's crying, and he. He. He said. He goes, I am so sorry. He goes, I was out of my character. Forgive me. He goes, I was wrong, you know? And she was like, uh, Mr. M. Quintrell, I am so sorry for how I behaved. And, uh. And he goes, now you get on out here, right? You. And sent them up. And he goes. He goes, that's unacceptable. No, no. No one's going to disrespect my. My friend Mr. M. Quintrell, you know? And I was like, whoa, dude, what just happened? But, uh, that's wild. It was crazy. I mean, really wild. He. He set the record straight, and he was just this little wiry dude, you Wouldn't think anything. This dude John, he was probably six, five, he was a three piece, right. And you're like, wow, something's about to come undone. And uh, and he just. Mhm. So that, that happened.

Speaker B: That sounds like a good story. That's a good story, dude.

Speaker A: The other story that was crazy is

Speaker B: you say shattered the glass. Next time though, next time you tell us.

Speaker A: I gotta have the glass. Right?

Speaker B: I got it.

Speaker A: Yeah. And.

Speaker B: And uh, just say that cracked, like was. It was thermal whatever.

Speaker A: Then it just cracked spider web.

Speaker B: That way you don't have to feel so bad about the over exaggeration.

Speaker A: Michael Brolich, I'll never forget his name. I mean again, I'm new in insurance. So his wife Amy calls up.

Speaker B: Uh-huh.

Speaker A: And says, uh, I'd like a quote, you know, on insurance. Okay. Hey, you know, any tickets, any access. And this is pre, like instant mvrs, right? This is old school. Like we're taking your word on.

Speaker B: This is 1997.

Speaker A: And we're like, you know, all the

Speaker B: young kids are like, what is he talking about? It didn't. You couldn't get it immediately, buddy.

Speaker A: The old as, uh, four hundreds and. Yeah, yeah. So, um, so I, I run the quote through and she says, great, we're going to come down. And so then I, I push. All right, we're going to do the mvr. It comes back with a ticket.

Speaker B: Yeah, just one.

Speaker A: Just a ticket. Okay. So I call it back and I said the price increased. And uh, she, she goes, I'm gonna have my husband call you.

Speaker B: Mhm.

Speaker A: Oh, okay. Yeah, no problem. Michael. He calls me up and he goes, tom, this is, this is Michael Brolich. And he's like, I'm gonna get that quote. You owe me that quote. And I was like, what are you doing talking about?

Speaker B: He's like, owe me that quote.

Speaker A: He goes, you quoted me this, you're gonna honor that quote. And he's yelling in the phone and I like took the phone away and I started laughing. I mean, it just made me laugh. I was like, what are you doing? He goes, I'm coming down there, I'm gonna get that quote. Tom. Um, and he's just breathing and exasperating and, and I go, mike, I think you need to like take a breath or something, my guy. I go, yeah, your wife lied to us. Is she. She had a ticket and said she didn't. I go, so the price changed. It's a quote, it's not the policy. And he goes, I'm coming down. I go click. And I told uh, those guys at the office, I was like, uh, so this dude Michael might be coming down, right?

Speaker B: We might all get beat up to that.

Speaker A: Now the third straight never came. Yeah, but it was funny because we always would bring that up. Like, I'm gonna get that quote.

Speaker B: You ah, know, I'm gonna get that quote. I've never heard that phrase.

Speaker A: I, I, I get this call, get that quote. And uh, from this agent, I'll just say, agent Smith.

Speaker B: Mhm.

Speaker A: Right. M. And dude calls me up, he says this Tom Quantrell.

Speaker B: Yeah. It all say, yeah, you stole my policy.

Speaker A: Well, he goes, he goes, uh, this is Agent Smith with the FBI.

Speaker B: Oh, okay.

Speaker A: And I said, now, uh, that's interesting. Um, no it's not. And uh, and I hung up the phone. Yeah, no, and he calls back and he goes, uh, hey, this is Agent Smith with the FBI. Yeah, and I need to talk to you about a client of yours. And I said, uh, okay, so how do I know you're the FBI? Just because, And I go, I could call you and say I'm with the FBI and go, I'm not buying it. Click. And this dude, he uh, he, he says, uh, are you located at set and such? I go, yeah. He goes, see? In a minute comes down, dude walks in, shows the badge, flashes the badge. Yeah, this is, you know, Agent Smith with the FBI.

Speaker B: And I was like, yeah, welcome to my office.

Speaker A: I'm like, not bad, you know. And uh, and he, he was following up because, um, there was a guy I had insured that at the time, nobody knew, but he was a serial killer.

Speaker B: Oh really?

Speaker A: And uh, he, it was awful. He, he had done horrific things, but they were investigating because he had these multiple accidents and was uh, it intentional, all this different stuff?

Speaker B: I thought you were saying maybe multiple aliases.

Speaker A: Oh boy. Well, he was asking me about that as well. But then, um, long story short, you know, he, there was, it came out at what he had done.

Speaker B: Bad stuff.

Speaker A: Oh, it was bad. It was horrible. And I had him insured.

Speaker B: Wow.

Speaker A: Uh, and he, he was a bad dude. Yeah, bad man. But yeah, I, I was like, you can't call up and say you're with the FBI. And I go, how about I call you back and say I'm with the FBI? And, and, and he goes, well, you can call this number. And you. And I go, what? You'll answer FBI? And I go, yeah, like that was kind of funny.

Speaker B: It's a good point though. Uh, that's interesting. That's interesting. Your stories remind me of Some of my stories, some. Some I. Some I really can't even figure out how to tell on. On a recording where I'm just like, I don't even know how I could tell this story. I, like, I have some recorded phone calls that I still pull up on my computer and I laugh my head off because I'm like, did this agent just say that thing to me? Like, Like. Or did this agent just accuse that underwriter of that thing where I'm just like, I can't do what. I can't even figure out why that would come out of the mouth of a human being. And it just is. There's just good stories. But, uh. But, like, I don't even know if I can share them on this thing, you know, where I'm just like, man, that's crazy craziness. That's crazy.

Speaker A: Yeah.

Speaker B: Yeah. I've had stories like that, though. Like, uh, law enforcement calling me up and saying, hey, you know, uh, in this role, like law enforcement calling up and saying, who is this agent? And we're saying, well, we have. We. We know him as this person. Oh, he's actually not that person. That person stolen that person's identity or whatever. You know, where you're like, oh, that. Oh, that's interesting. You know, so you kind of help, like a department of insurance put two and two together or whatever.

Speaker A: Right. Um.

Speaker B: Cool. Hardest part about going independent, where you're like, yeah, this I didn't expect.

Speaker A: So some of the. The things that get you when you go independent is like, I knew that when you're on the captive side, you have your own website, you have your own marketing, you have, you know, your names out there. They. They dictate the phone. They do a lot of those. Sure. So when you go independent, it's all on you. All on you. And you're like, look, Q. Website's easy, right? Or. Or, you know, uh, doing your phone or all these different little nuances that you have to do. And then the thing is, is you're drinking from a fire hose with instruction, right? So it's. Watch these videos on how to do easy links. And then here's, you know, the PGI stuff you need to do. And then here's this carrier training. And so everyone comes to you one time and says, get on this webinar. We want to teach you. And you really have to step back and go, okay, what are my priorities? What are my have to's? What are my want to's? And, um, and so we had to do that and just Prioritize. Because at first you're just like, I just need to write policies. I gotta make some money. Gotta generate revenue. But you do have to invest in yourself and invest in the future of your agency by doing some of those training things. Right. So those. Those are all good, but the, um, the carrier dynamics. Right. Understanding the underwriters, what their appetites and what. What's tough, too, is. Is you get someone that you're like, all right, I'm targeting contractors, um, or I'm targeting, you know, salons or whatever. And you're like, well, who likes them?

Speaker B: Yeah.

Speaker A: And there is no one stop. You know, there's like, this Ask Kodiak you can go out to. And of course, Travelers loves everything on Ask Kodiak. I swear, it's probably sponsored.

Speaker B: Yeah, we'll take it all.

Speaker A: That's exactly right.

Speaker B: Um, we love every sic code 100%. Yeah.

Speaker A: And yet. Okay, not so much. But those are some things that create a challenge that before, you didn't have, because on the captive side, you had just one set of under your box. Sita works or it doesn't.

Speaker B: Yeah.

Speaker A: Here you have so many variations, and yet that's an awesome thing as well. A strength. Yeah. At first, it's a little challenging.

Speaker B: It is, absolutely.

Speaker A: Yeah.

Speaker B: Yeah. I always say, uh, it's. It's. It's almost like learning the dance, you know, like, it's almost like, um, this person's doing that, so I have to do this. Or. Or somebody came at me with a contractor, so I know to move this way. Or a beauty, uh, salon. I know to move that way.

Speaker A: Yep.

Speaker B: And, uh. And you don't know that stuff early on, so you don't know the. The steps. You don't know the dance moves. And so somebody comes at you with something, and. Because it just takes time to figure that out.

Speaker A: Yeah.

Speaker B: And I think a lot of people go, well, why can't you just like. Like, uh, like the Matrix, just plug it into my head and make me a perfect dancer Right. Overnight so that I can just do that. But it's like, well, I can't teach you. Somebody's going to come at you with something, and you're going to go, oh, the dance move is naturally this.

Speaker A: Yep.

Speaker B: Or the wrestling move is that next. The next move is this.

Speaker A: Yep.

Speaker B: The next chess move is that to counter the thing. Not necessarily to counter, but to. To, um, you know, address the thing

Speaker A: that have the right flow.

Speaker B: Yeah.

Speaker A: And. And when. That takes time when you're captive, you know, the thing is, so on the commercial side specifically. A lot of times you don't mess with things.

Speaker B: Right.

Speaker A: Because you can't do it.

Speaker B: Right, Right, right. Or it comes at you and just go, nope, that's right.

Speaker A: Like, oh, we'll do these simple things. We'll do this little. But, you know, when it comes to, um, contractors specifically or whatever, it may be on the captive side, like, not. Not today.

Speaker B: Yeah.

Speaker A: But then you have these folks coming at you that, well, I've got this particular business, and. And the temptation, too, as a, uh, as an indie agent, is to go, we can do it all.

Speaker B: I'll waste my time for two months to figure it out.

Speaker A: And that's the thing. Right?

Speaker B: So that's the danger.

Speaker A: Learning to say no and learning to go, you know, not yet. Maybe no is not today, but that's right. Yeah.

Speaker B: Let me get your information. I'll put it in a file, and maybe we'll talk about your renewal. But, uh, not yet, because that.

Speaker A: That'll sink your ship and get you discouraged right out of the gate if you're looking going, oh, man, this independent thing sucks, because I thought I could write everything, but now I'm spending all this time. It's like, well, dude, you're just investing in the wrong stock. Right, Right. Don't. Don't invest in that stock yet.

Speaker B: Yet.

Speaker A: Yeah.

Speaker B: Yeah, that's a good point. What about technology? Are you a technology guy? It sounds like your son's the technology person and you're riding his wave. Uh, what about technology? Is, uh, the agency a tech.

Speaker A: Yeah, he's the social media guy.

Speaker B: Oh, okay. How about. Well, let's talk technology. So are you guys good at technology?

Speaker A: Yeah.

Speaker B: What do you got plugged in?

Speaker A: So we like technology, but I think we're on the. The. Just the tip of the spear, you know, Just on the. We're just scratching the surface, I should say.

Speaker B: Yeah.

Speaker A: Technology. Because, um, you know, we. We use the, uh. You know, we're into easy links. We're. And. And that's great. And all that stuff. Do forms. I just learned about Eva the bot. So you can do that, which is cool. Um, we use, like, Jotform, which we. We had when we were captive. Jotform is incredible, folks. Don't use Jotform.

Speaker B: Right.

Speaker A: Dude, get on board. Canopy Connect is another one that, uh, when we were captive folks. Oh, use this. I was like, uh, right. But now when we're doing this.

Speaker B: Yeah.

Speaker A: Well, that's another thing. When you're with the. The captive agency, all you need is a name. A date of birth and an address and their system find everything. Yeah, yeah. So when you go indie, you need their debt pages, their driver's licenses, you need all that stuff. So getting the tech to help you get that. Yeah. Again, Canopy Connect has really helped us.

Speaker B: Yeah. So that's the. That's interesting that you say that because, uh, the. The independent carriers could provide it. It's just. It's just an expense. Right. Uh, Farmers or Allstate, whoever provided that to you.

Speaker A: Yeah.

Speaker B: They're paying probably Lexis Nexus to bring back all that information based off of the name and the address and whatever you said, maybe just name an address, date of bir. Um, the independent carriers could do that as well. But I. I would bet the independent carriers are thinking this, I'm safe, go. I could do that for you. But then I'm going to be the carrier that pays the expense for you to then to take all that data and take it over to travelers and have them do it. And we're not all going to pay the expense. So which independent carrier is going to pay the expense to do it? So it makes sense that a captive carrier does it because they're going, well, going to get this business no matter what.

Speaker A: That's right.

Speaker B: They're going to sell it with farmers or they're not.

Speaker A: Right.

Speaker B: Um, if Safeco pays the expense to bring back all that information, and it would come with an actual expense because LexisNexis would charge them.

Speaker A: Yeah, yeah.

Speaker B: Then they go, well, I'm just facilitating them starting with me, but not necessarily finishing with me.

Speaker A: Right, right.

Speaker B: And then I'm paying the expense for them to finish it somewhere else.

Speaker A: Yeah, yeah, yeah.

Speaker B: M. And that's got to be why they don't do it on the independent side.

Speaker A: Yeah, yeah, it's gotta be. And, and the thing is, though, it, uh, it's empowering when you figure that out and go, okay, if I secure their data and then I have it now, I can pivot and do, you know, different carries, multiple things. Right. So, um, other tech that we, you know, we're just. I don't even know if this falls under the tech thing, but my son is huge with Facebook. Right.

Speaker B: And say yes.

Speaker A: And it's a weird Facebook. Like, I'm not Facebook. I don't even have a Facebook. Right. So about eight years ago, seven and a half years ago, I had one. I killed. Killed it. Right. Done. I can't even reopen that old one.

Speaker B: It's done.

Speaker A: So he does it, though, and he's figured out the Algorithm with this thing. It's incredible. So for instance, we live in Kansas City at home of the Chiefs. All this stuff. So my son, he'll go out there and Hunter, he'll, he'll say like, uh, Patrick Mahomes needs to hang it up. He sucks. He's a terrible quarterback. And I mean, he gets people blown up, going nuts on him. 400 comments and he doesn't even answer. They start commenting on each other. And so what happens is it starts getting his traction, right? And then he, he does this thing with Snapchat, which there's filters in there apparently. Like, he does this thing where a dude is bald and has this big mustache and he talks insurance talk through it really. And then he posts it on Facebook and people respond to that like crazy. It's this third party expert, right? And he, he, he's so. And he gets disrespectful on that thing sometimes. He's like, he's interviewing someone and he plays these different people, uh, with the filters and he's like, so you're telling me that you can't afford, you know, life insurance, let's say. And the guy's over there acting like he's smoking or this other one, you know, as a hillbilly or, you know.

Speaker B: Yeah.

Speaker A: And people eat that stuff up. So they're liking, they're sharing it with their friends, all this. And then he comes along and he starts to share like legit content. I'm an agent, you know, rate increases or our agency, and we get a ton of traffic off of that. So that, that's a huge, powerful tool. Yeah, yeah, we haven't, you know, we, we haven't gotten into Instagram or any of that jazz. We don't mess with that. But that's probably the extent of, of our tech. Um, we're, we have a desire to have a little bit more AI or some automation to help us, um, even within easy links. Right. Just sending stuff out and doing things. When you come from the captive, like old school. And this isn't all captive stuff. But how, how I learned the business through my dad and with these other senior agents. Yeah, it was old school way of doing it. And so I'm definitely learning this. Like, hey, there's a faster, quicker, leaner way to do this. Yeah.

Speaker B: Let me ask you, um, what don't you think insurance carriers understand? Uh, so insurance carrier, they're having cooler talk at their big corporate tower, wherever that corporate tower is. And they're all like, man, those insurance agents, what do you think they don't understand about us.

Speaker A: You know, the, the thing that is difficult, I think, with carriers is, uh, whether it be underwriters, uh, claims people, you know, if, if they haven't ever. Or the corporate side, if they've not ever held the role.

Speaker B: Yeah.

Speaker A: Of the agent. Yeah. And. And again, I. Not just in the transactional. It is, you know, typical sales guy thing or saleswoman or whatever. I, I think it's. If they've never done it and made a living off of commission based sales and the relationship sale. Yeah. Then it's very difficult for them to empathize or to truly understand what goes into this situation. And I think if, if they had just even empathy in conversations, it, it doesn't mean that they have to say yes or that it has to go the agent's way.

Speaker B: I still have to say no, but I'm really sorry. This is gonna maybe ruin your relationship.

Speaker A: Yeah. Hey, I could see how this affects you, man. You guys work hard for this. You know, time is valuable, you know, whatever. Um, that human element in. When carriers connect with that, uh, is. Is so important. So like, I'll give you an example in. On the captive side. Back, uh, in the day with Allstate used to have underwriters that you could talk with. Yeah. And then Allstate came and said, look, pool, uh, of underwriters, we, we could, we could do away with underwriting and go to black box underwriting and have just a peripheral, like when the fit hits the shan, it goes to these different people. Right. So then, uh, they would do that and it took away the human element. So you went in. It either fits or it doesn't. There's no argument. Yeah, no, no, nothing. And then, you know, other companies follow suit with that. Well, black box underwriting is great. It's efficient until it isn't right. Until you need to talk to someone and go, here's why I believe this fits. And here's the whole picture. So not monoline, but we've got, you know, a $10,000 household. Take a look at it with us. I, I do love that with some carriers. Other carriers don't do that. Well, and it's like, man, h. Have some connect connectivity with that.

Speaker B: Yeah, that's an interesting thought. You know, like, you save a lot of, uh, uh, expense points by going to the black box, obviously. Right. It's just like, hey, the black box said no. So the answer is no. Um, you know, I have a video where I'm like, there's the c. There's this second floor on a humongous corporate building full of cubicles, but it's all empty because they went to the black box.

Speaker A: Yeah.

Speaker B: And so you save that whole expense by not having to hire all those people and all those cubicles and have that whole floor full of people. But at the same time, you lose that, that, that empathy. Your, Your distribution channel then goes, I need somebody sitting in those seats so they can think outside of the box

Speaker A: with connection with the field.

Speaker B: Connection with the field. Where the field goes. I feel like internally, you guys understand where we're coming from. Yeah, that's tricky. Although you save those expense points too, which means we can offer a better rate, and that means we can play more competitively in the market and blah, blah, blah, blah, blah. So it's kind of like this catch 22. Like, what do you want as the agent? Do you want a better rate so you can be more competitive, so you can sell more policies?

Speaker A: Right.

Speaker B: And you want that because you're commission based on. Or do you not want a better rate and you want a body in a chair on the second floor of our humongous

Speaker A: bank.

Speaker B: Um, of individuals?

Speaker A: And most agents probably say yes. Right. Deal. The above. Right, Right. Take it.

Speaker B: Exactly.

Speaker A: But it, uh, I know on the, you know, the underwriters that, that the live underwriters, that second floor. Right. So to speak, there are some that didn't do a great job. Right. So they would say yes to everything.

Speaker B: Right.

Speaker A: And they, they were buying what the agent was selling and didn't have an objective. Ah, look, so then it has, man, there's loss ratio implications and all that. So it's like, I get that. But, um, anytime that, that I reach out to a carrier or you're. You're having a conversation with an underwriter or ever. And you're able to personalize the conversation. Yeah. Just. It makes all the difference. You're like, man, having a relationship with someone now, it makes it so easy to, to hear no.

Speaker B: Sure.

Speaker A: But then also to go and say, I want to bring more. Yes. Opportunities. Yeah.

Speaker B: How about mentors or people in your personal board of directors who have been your insurance mentors over the years?

Speaker A: Early on, uh, my dad. Yeah, for sure.

Speaker B: He.

Speaker A: He taught me, uh, so much about insurance and, and something that my dad did that I am, I'm forever grateful for is when I was a producer for him, he used to take me to all the agent meetings. So back in the day, Allstate would do. And we were in Montana. Right. Is where I'm from. So we would go to Fairmont Hot Springs. Or we'd go to this. These getaway, you know, locations. Off site locations. And it's agents only. And my dad talked to the territory manager. I was like, hey, you know, can I bring to them? Oh, yeah, yeah. So I'd go sit with these agents and glean from them and hear, well, here's how you handle this, and here's how you navigate. Man, that was. That was so, uh, impactful.

Speaker B: Yeah.

Speaker A: Uh, to me. So.

Speaker B: Yeah, because he could have easily left you at home and said, run the shop while I'm gone.

Speaker A: And. And another thing he did too is, is, uh, he would go and say, look, you know, there's this contest that you're running as the territory of the district.

Speaker B: Yeah.

Speaker A: What if we double the production? You know, can Tom and his wife.

Speaker B: Huh?

Speaker A: And. Yeah, because you'll never do it. While we did it, we would do it. And I mean, it was. It was so cool. I love that he included me in that. And I had a ton of exposure, like, even to the point of when. When I became an agent, I had to go to agent school in Chicago. Uh, here I'm in the home office and all. All these people knew.

Speaker B: We know. We know you, Tom.

Speaker A: Oh. And. And it was. It was like, wow. Right? So, um, I've. I've had that, um, I've had, uh, I've had some awesome peer, like, uh, uh, peer leaders. When I was a district manager, man, I. I had a peer that would, uh, would mentor me and challenge me. And. And the thing about mentorship, sometimes we have to define what that looks like. Because some. Some folks want a sheet that says, we're meeting on this day. Here's the topic. And I've never had that mentorship.

Speaker B: Yeah.

Speaker A: Right. And folks have wanted that from me, and I just don't do it. Mentorship to me is, is we're going to have a relationship. Number one, what's the basis for us even talking? Okay, here's the goal. And then, um, be open to feedback, be open to questioning, be insanely curious, you know, and then, uh, let's check in, let's touch base. I've had multiple people like that that have been poured in and invested in me. And so it then in turn makes me want to do that with others and go, how can I help? What does that look like? And then just be honest. Yeah, right. Part of the thing with mentorship, too, is it's not the. The let me stroke you or let me make you being able to call

Speaker B: somebody and say, shoot me.

Speaker A: Straight buddy. Speak to me, Goose.

Speaker B: Right.

Speaker A: Talk to me, Goose. But then it's also like, uh, I'm gonna take it and be unoffendable. Right. Because sometimes something rubs you the wrong way. Yep. Like, hey, let me. Let me chew on this a little bit. Like a little piece of beef jerky. Right. Let me chew on this. And then here, I'm gonna get the. The goodness out of it. Yeah, yeah, yeah, yeah.

Speaker B: Cool.

Speaker A: Um.

Speaker B: How do you manage your time?

Speaker A: I would love to have the perfect answer for that.

Speaker B: Yeah. And I think a lot of agents. I think, uh, some agents do this really, really well. And some agents are like, I show up for a lot of hours a day, and it's like, okay, that's cool. But how do you actually manage that? And it's like, uh.

Speaker A: I mean, so the technical side of it, right, is I try to calendar as much as possible. So, you know, when we do callbacks or quotes or appointments, I put a lot on the calendar, and then I have a list, uh, every day of, here's the things I need to accomplish and do that. And then it's. It's managing off of that, keeping it. Keeping it loose. I don't have it to the. To the minute to the stuff like that, but it at least gives me an idea of, here's what we got to do, and then here's what's coming up. Yeah, but that can get away from you because the. The tyranny of the urgent. Right. The phone calls, the text messages, the people walking in.

Speaker B: Sure.

Speaker A: Um, and, I mean, a lot of agents today say, you know, I don't talk to customers or I don't meet face to face. We do it all.

Speaker B: Yeah.

Speaker A: We talk, text, smoke signal, carrier pitch, and covered wagon. Bring it. We're doing it FedEx. Right. However you get to us, we're interacting, and, uh. And it's so incumbent then to go, here is my schedule. And oftentimes we have to tell people, let's. I need to schedule that out. Or, um, people, you know, they've got myself without the bat phone, and so they're the only client. So they're texting, and I go, hey, I'm. I've got my meetings booked up. I will get back to you at this time. And then I have to calendar.

Speaker B: Yeah, yeah, yeah. Um, is your son good at it?

Speaker A: He's awesome.

Speaker B: Is he?

Speaker A: I swear, his mind. He has a beautiful mind, this dude. You know, he'll sit there and be like, hey, Pops, don't forget this. Or, hey, don't. And, like, I've got it. But I love the reminder. I love the. And, you know, even the other night, it was just the smallest thing. Like, I had some. I, uh, went to Walmart over lunch, picked up some mess and put it in the fridge, and he goes and puts a sticky note in the door. Hey, don't forget your meds. Yeah, Now, I already had it in my hand, but I was like, man, this guy, he's on it.

Speaker B: Yeah.

Speaker A: And I love that with our clients because we'll get these, uh, things that just like popcorn throughout the day. And he keeps track of it. So we're going throughout the day, and I've got my sheet, and I got my stuff. And he goes, hey, where are we at with X? And how are you? Like, oh, that's a good dude.

Speaker B: Yeah.

Speaker A: Yeah. So part of it, too, is like, I. In that, you know, you have to have humility and. And go, look, I don't have it all together, or I'm not the greatest thing since sliced bread. But when you invite others in and go, staff my weakness, help me with this stuff. And then it becomes a complete package.

Speaker B: Yeah, cool. Uh, what mistakes have you made in your career where you're going? Yeah, I kind of screwed up on that. That thing.

Speaker A: M. Mistakes. See there, with there being so many of them.

Speaker B: Yeah, I screwed up.

Speaker A: Which ones do I want to tell you? You know?

Speaker B: Yeah, I'm not saying, like. I mean, it could be minute, like, I screwed up on this policy one time or whatever, but I'm saying, like, more like career mistakes where you're like, yeah, I took a wrong turn. So one of the turn left when I went right.

Speaker A: One of the mistakes was, uh, I worked for my dad. I was a producer. Then they came and said, hey, become your own agent.

Speaker B: How long did you do that with your dad?

Speaker A: So. Three years.

Speaker B: Yeah.

Speaker A: Yeah.

Speaker B: Was that a mistake? I mean.

Speaker A: No, no.

Speaker B: Love that.

Speaker A: Yeah.

Speaker B: Okay.

Speaker A: That was great. Taught me the business, and then I became my own agent. Really loved that. Had. Man. Through that, we bought our first house. We, you know, bought vehicles or kids in private school. I mean, it was like, wow, that was incredible.

Speaker B: Yeah. Yeah.

Speaker A: Um, but then I. The corporate side started to come and. And just poke me a little bit. And hey, we. You're a phenomenal agent. You know, we. We'd like you to come into management with us. And the thing for me is my ego got so big, uh, and. And it. It then became. The thing was like, oh, man, being a district manager, being a leader, that. That says something about me. And. And and so I focused so much on that and sold my agency and, and made good money and, and they did this big move package. That's how we got to Kansas City, uh, from Montana. And that was like, it was more important, the title and what it said about me then, uh, my love for that actual role.

Speaker B: Yeah.

Speaker A: Um, I got into it and, and there was just chaos in that role. And uh, and when I went to go work with agents, I mean, here I was just a young dude.

Speaker B: Sure.

Speaker A: And I'm working with these 40 year agents and they're disrespectful to me. Could have cared less. And these agents, there's a couple of them that were, they, they hated the carrier, so they would tape record everything. And I'm like, what did I get into?

Speaker B: Right.

Speaker A: That. And, and I think that was, that was a mistake for me there. And then another one was like, um, we were in Kansas City and we went back to, uh, to Montana for a Christmas visit. Oh, m. Man, we're homesick and let's, we got to get back home. Yeah. So we had a, a mentor, you know, in the regional offices. Like there's an agent retiring in Montana. We'll, we'll hand you the book.

Speaker B: Yeah.

Speaker A: If you're willing to go back, you know, great family history. Great. We love you.

Speaker B: Sure.

Speaker A: Would you go back? And I said, sure. So, um, sold our house, moved back there. And um. It, uh, it was a mistake. Yeah, it was a mistake because I, I, I, I took this agency and it was handed to me and I had this instant income. And yeah, I wasn't working for it. I wasn't grinding. Um, and so I got complacent in that. And uh, and it, it was, it was horrible. And it, I looked back and I was like, I wish we could have done differently there. And then here's the thing.

Speaker B: Yeah.

Speaker A: We were in that role. Didn't have our infrastructure set up, didn't have like our marketing, all this stuff. We were just like, oh, this is going well. People knew me. So selling.

Speaker B: Sure.

Speaker A: The agent had retired and moved to Alaska from Montana. Right. Who, who retires and goes to Alaska? Right.

Speaker B: Well, weirdos.

Speaker A: Nine months later, right? Dude, it was like eight, nine months. Right. Exactly. Eight, nine months later, this agent goes, screw that. We like having, you know, sun more than three hours a day. So came back, right. Opened an agency, put this billboard up on 10th Avenue, South Main thoroughfare, and, and said so. And so is back in town. Hm. Here's with this company. And I mean, I almost lost 100% of my book overnight.

Speaker B: Wow.

Speaker A: And I. It was devastating.

Speaker B: Wow.

Speaker A: It was like, whoa. What just happened?

Speaker B: Wow.

Speaker A: And that was. That was menacing, man. That. That, like, was such a. A gut punch. And for a lot of reasons. Right. So, um, we. We went from there and moved back to Kansas City because it. And it. There was, like, family dynamics with my dad and my sister because they. My dad got back in the business and was competing with my sister. And then here I am. There's three Quintrells. Oh, my God. It was. It was crazy.

Speaker B: It was all up in Montana.

Speaker A: All in Montana.

Speaker B: We gotta get out of here.

Speaker A: And we. We went back and we're like, oh, here's what it was like when we left. We want to go back. That. When we got back, it wasn't the same.

Speaker B: Yeah.

Speaker A: So that. Those were probably a period where it was like, man, I. I missed it. Yeah. In that period. But, uh, again, part of it, too. It. It. I. I learned a lot. Right. We. We were able to recover from that. Um, but that was.

Speaker B: Those are interesting, like, young man moments, though, you know, where you go. I, uh, mean, I had the same thing. Management opportunities. I took them, and they were. They just weren't. They. I would. They were probably the right steps at the moment, but, like. But they were maybe the missteps, too. And you're like, this wasn't as cool as I thought it was going to be, and.

Speaker A: Yeah. Yeah.

Speaker B: And you move your family across the country to get there. And you get there and you're like, why am I being recorded by agents?

Speaker A: Right. Right. Yeah. It was just. It was just insane. And, um, you know, the. I. I look back on those times, and it helps inform my decisions here. It helps to inform what we do now. And. And so I'm thankful for it. But at the time, it was tough.

Speaker B: Yeah.

Speaker A: You know, it was really tough. And one of the things that it taught me, too, is it's like I. I can look back now and go, my ego showed up, you know, three weeks before I did.

Speaker B: That's right.

Speaker A: I was just. Oh, man, I was a man. Right. But having humility and. And awareness and being able to look and say, man, we don't have to have that false bravado or that, you know, machismo. Just be you and be. Be cool with being you. And one of the. The. The superpowers that. That I think we. We have an opportunity to display today as agency owners and just as good, good humans. It's just being authentic.

Speaker B: Yeah.

Speaker A: And when you're vulnerable with your Client. When you're authentic with, with folks. And I don't mean laying out your whole story, but like, sure. Just connecting with them as people. Yeah, people go, man, I love that about you. I trust you. And while I don't know this carrier or I don't know that, I feel like I know you.

Speaker B: Right.

Speaker A: And, and that's right. When we can do that with people, we're in the people business.

Speaker B: That's right.

Speaker A: Right. And, and it's like people and you get used in sales and they go, we're in the pupils. But no, when uh, what uh, what,

Speaker B: the house burns down and somebody's crying, you're in the people business.

Speaker A: When, when, when uh, we had literally two. One, a house just burned down. Was uh, it four weeks ago and they were blowing up ourselves. And what was crazy is we were supposed to write this homeowners and we didn't know is it monthly? Is it, you know, you pay in full and customer never got back to us. Yeah, their house burnt down and we didn't write it. It was still with progressive. Thank God. Progressive, you know, paid it in full, whatever, you know, uh, because in Missouri it's a, whatever the deck page says, they write the check and a loss. But that was like, oh my God, that was a crazy moment. Then we had a tornado hit and families taken shelter and they lost everything calling us. Right. And we get to go and be in those moments and out of that then and genuinely like show up out of those moments. We get so many referrals and stuff. But uh, on that YouTube video, what, Christoph or Christos?

Speaker B: Christos.

Speaker A: Him too.

Speaker B: Yeah.

Speaker A: What, what are you selling?

Speaker B: Yeah, that's right.

Speaker A: What are you selling?

Speaker B: That's right.

Speaker A: And, and it's such a great question because if we can't answer that, or more importantly, if we don't create that experience, man, we're, we're just transactional. Yep. Just go to Walmart, just scan.

Speaker B: You're not selling, uh, a, a policy. You're selling protection. You're selling comfort. You're selling peace of mind. You're selling so many other things other than this. That 20 page piece of paper you gave that guy in 1994.

Speaker A: Nobody reads or cares about. What they want to know is when everything goes off the rails for me, who do I call?

Speaker B: Right?

Speaker A: And I tell people, I go, you know, who are you going to call? Ghostbusters? No. Yeah, call me, Call my son. You call our office and, and we, we stand behind it.

Speaker B: Yeah. Yeah. It's interesting. Insurance gives you this great Opportunity to, like, a lot of people get into insurance, like, really have these servant hearts, you know, where it's like, uh, you know, we can't obviously rebate a policy, uh, because. Or a client. But, you know, the house gets blown down by a tornado and you're out there and you're. You're helping, you know, taking the tree down or you're helping help. And you know, and not that you do that for all your clients, but, you know, a lot of insurance agents have these just beautiful hearts that they just want to help, serve, and it's like, you're suffering. Insurance is going to help you with the suffering because I took care of you from an insurance perspective, but from a human perspective, I also just want to show up and help.

Speaker A: Yeah, yeah, yeah. Here's. Here's some. Here's some snacks. Right? Here's some blankets. Here's some, uh, this. This. When the tornado hit, the kids jungle gym was tossed right way down the property. It was like a half a mile down.

Speaker B: Right.

Speaker A: We took the truck out there, my son and I. Yeah. Just that work looked just like this.

Speaker B: That's my.

Speaker A: We go, let's load this thing up and drag this back. Their trampoline was a mile away. Went and hauled it back like, bless those kids. Get some normalcy. And I mean, they were so blown away. But I'm like, we get an opportunity to impact people's lives. Why not?

Speaker B: Which is amazing.

Speaker A: Why not do it?

Speaker B: Such a great career.

Speaker A: And it goes so far beyond just the. The. The typical, you know, what you see on tv, insurance guy, or, you know, you look like an insurance salesman.

Speaker B: Yeah.

Speaker A: No, insurance is. Is people 100 and connecting and protecting and. And by the way, there are some that don't do it well. Right. There's agents out there that, that don't explain coverages don't. And it's like we get to be the light and the darkness on that and go, we're going to shine it and show you what it should be like. Yeah, yeah.

Speaker B: Couple last questions.

Speaker A: Yeah.

Speaker B: Um, a couple last questions. Favorite, uh, carrier so far.

Speaker A: Favorite carrier, man. Um, so.

Speaker B: And I kind of mean holistically, you call their service center and you're going, man, great. Thank you for not making me sit on hold. And, uh, they're just. Just the carrier that makes it great.

Speaker A: We've got two of them really, that, That I think go well for us. Um, one Travelers, uh, is legit. They. They do well and take care of us well. Um, easy to interact with. All that jazz. And then, uh, We've really fallen in love with national, uh, general. Oh, man, National General Those cats, like, what I love about them is we have an underwriter specifically with policy stuff that we can email, we can call. And man, our underwriter, Cherie is her name, she is dynamite, man. She will get to laughing and having a good time and talking about stuff. Yeah, you're like, thank you. Right? Like that. That doesn't again, mean that you owe me a yes and everything, but I love the, the personal, like, hey, we can connect factor. Yeah. Yeah. So those two have been really good.

Speaker B: Cool.

Speaker A: Yeah.

Speaker B: Uh, we'll say last question so we can get you on your flight home. But, um, what would you tell younger Tom if you could, if you could tell 18 year old Tom, hey, I need to tell you something. What would you tell younger Tom, man,

Speaker A: what a question, uh, for me, you know, is part, uh, of it would be like, dream big like I did, you know, and I saw and even dream bigger because, you know, again, I was like, I could make 50,000. Yeah, dream bigger, you know, but, but enjoy the journey, man. Enjoy the be present because some of it early on and, and along the way it's looking for that next thing or how to get, you know, that next level or this.

Speaker B: If I hustle harder, I'll get to.

Speaker A: And, and then it was sometimes too like, oh man, I want to make that trip or I want to. And, and it was about the, the destination and not the journey, not the process. And so I would say to, to that dude, like, man, enjoy the ride, enjoy the journey because there's milestones, there is no destination. Yeah, we're, we're gonna check boxes, we're gonna hit the gates as we go. But there's so much more that you don't understand. But just be willing, right? Let, let it ride and enjoy it.

Speaker B: That's really good advice.

Speaker A: I, I, I think about that so much and I, and I tell my son that, you know, so I find myself sharing that with him because he gets frustrated. He gets, and I'm like, oh, buddy, we're long game, right? Patience.

Speaker B: And yeah, I think it's like, I think somebody told me that at some point when I was young. But like, uh, it's hard. Like I, I think you said your dad referred to as a young lion. It's hard to like tell a young lion, hey, chill out and enjoy the game. It's like, there is no chill out. I need to do more so I can accomplish more and get more done. And it's like, yeah, but enjoy the process. It's like there is no enjoying the process. You know, it's like, well, you could, you know. Well.

Speaker A: And sometimes you don't see the force for the tree.

Speaker B: Sure, sure.

Speaker A: Right. You. You just. Just don't know what you don't know. And that was the thing that, like, all these years, it doesn't even feel like I've been 29 years in the business. I mean, it. It feels like just yesterday. And I. And I look and I go, man, I. I want to take what the things I've learned. A lot of mistakes, a lot of failures and some successes.

Speaker B: Sure.

Speaker A: And go, man, let's. Let's rock out this next, uh, 29 years or whatever it's going to be. And. And I want to. More importantly, not. Because it used to be all about me.

Speaker B: Yeah. Now it's for your son. It's for the next generation, man.

Speaker A: I. I want to see my son. I want to see my grandkids in this. And I go, I want Quintrell Insurance Group to be around forever.

Speaker B: Right.

Speaker A: You know, like an enterprise. And. And I'm. I'm gonna set the foundations, and we're going to do it. Right. And then pass it on.

Speaker B: Right.

Speaker A: So ultimately, that. That's what I'm hoping for. Cool.

Speaker B: Very cool. Well, thank you very much for being willing to do this. Uh, and, uh. And I just. I'm a huge fan. I'm a huge fan.

Speaker A: Listen, I. I am. I'm a huge fan, uh, of pgi, uh, of yours. And in the voicemail, right? So when I was a captive agent, I would call my. My sales manager, and I'd be like, man, we got this sale. We did this thing. And so here I had just this awesome, you know, sale. And I'm like, who do I call? Right?

Speaker B: I'm like, I have to tell somebody.

Speaker A: Like, I'm calling Sean.

Speaker B: My process of ringing the gong.

Speaker A: Oh, it's like, this is my dude. Right? So, yeah. Yeah, you're, uh, you're my guy.

Speaker B: I loved it, and I appreciate it. And, uh, I actually come out to your neck of the woods every once in a while, so next time I'm out there, we'll have to do it and spend some time together.

Speaker A: That'd awesome.

Speaker B: Meet the sun and see.

Speaker A: You're going to love it.

Speaker B: The whole thing.

Speaker A: Yeah.

Speaker B: Thank you very much. Have a great day.

Speaker A: Okay. Yeah, you too. Thanks, everybody. Bye. Bye.

Speaker B: Premier Group Insurance is providing this podcast for informational uses only. This podcast should not be relied on as legal or medical advice. Reference to any specific product or entity does not constitute an endorsement or recommendation by Premier Group Insurance. The views expressed by guests are their own and their appearance on the program does not imply any endorsement to them or any entity they represent. Views and opinions expressed by Premier Group Insurance employees, I. E. Sean Michael Walker, are those of the employees and do not necessarily reflect the view of Premier Group Insurance. Copyright 2022 Premier Group Insurance, Inc. All rights Reserves.