Ep. 01 - "I Had Nothing But a Decision" - How Landry Fields Built a Business From Zero

Speaker A: Most often in life, the, uh, opportunity ahead of you lies just on the other, other side of that line of fear kind of scenario. And so most of the time we don't see the opportunity or don't have the chance of an opportunity because we say no due to fear and not deciding to kind of face that and push through that. And so, uh, there's just been a number of things that have obviously happened because I just decided to just say yes and go for.

Speaker B: Landry Fields grew up the oldest of six kids, watching his pastor father transition from ministry and starting over from scratch with no money, no plan and no guarantees. That image never left him. So whenever Landry bet everything on opening an insurance agency in 2019 with zero days of insurance experience, a wife, two kids and no plan B, he wasn't being reckless. He was running on something deeper. He built Nova Insurance from the ground up. He figured it all out the hard way, taught himself the business question by question, and slowly turned a, uh, scratch agency in Kentucky into a team of nine people running at over 300,000 in revenue per employee. But the real turning point didn't happen inside his office. It happened on a stage he almost never stepped onto in front of a room full of agents who had decades on him. And what he felt like at that moment changed everything about how he saw himself and where he believed Nova could go. So we've got Lander Fields here, Nova Insurance in Lexington, Kentucky. And uh, also, that's your hometown, right? Mhm, that's right.

Speaker A: I mean, I would say born and raised, I mean surrounding counties and so forth for sure. And never were never more than within 45 minutes of licensing. For sure.

Speaker B: Yeah. Well, I want to start off with one of the things. I know you pretty good and um, and I would definitely call you a driven individual. Where, where do you feel like you got that drive from?

Speaker A: I honestly, I think that's sometimes just a wiring scenario, right? I mean, sometimes you don't know something about yourself, but it's always been there. And um, I'd beholden to the enneagram aspect, um, a lot, which is I'm definitely kind of a three, which the drive has always been not. It's been more of a competition with myself than any person necessarily, or competition outside of, uh, outside of me. Um, it took me a long time to realize that, you know, so my, um, I was, you know, if I was real, I could really set my mind to certain things. There were certain things I, you know, maybe I didn't care about. The things I really care About I could just go into such granular detail and hyper focus, uh, type of thing. Um, but it was always kind of more of like my own strive for success internally that I wouldn't fail myself type of idea. Now it wasn't necessarily a responsibility feeling of failing other people. It was always a fail fear of kind of like failing myself. So that's where really a lot of the drive came from. Uh, so you know, you back up to where 2019 I decided to kind of take a step out faith there and uh, opened my own agency with uh, insurance. Having never done a day's work in insurance in my life and obviously I do not recommend that or at all suggest uh, that to anyone. But uh, I had some family in the insurance business that pointed me to some doors and I was the brash idiot, uh, with a lot of blind ambition of like oh, I've done commercial sales for 10 years and M managed this part uh, of a contracting company locally. Know I can do, I can do this, I don't know insurance but I can figure it out. I'm just going to bet on myself, which I love betting. If you're going to bet on yourself. Love that. I think that's great, you know, a good thing to do. Um, so then I, you know decide I'm going to open a business and I have to learn real, real quickly that to get over any kind of fear or pride, uh, because I was like I've got to ask questions that are going to be the most basic questions. I remember a specific time where I asked a question in a room full of agents. I'm like this is before AI, of course. So I could have just looked it up and now. But then I was like this guy's talking about something specific that's very, very general as far as something that every insurance agent knows as far as uh. But I'm like brand new. It's the day before my agency open. I have to raise my hand in a room full of like 30 other agents and ask the most the dumbest question you can imagine with insurance. That's like uh. And you know, I was like. But I was like I gotta know. So I open an insurance agency tomorrow. I have to know this answer. Um, and so I quickly learned just how to ask. I had to ask questions because there was uh, at that time I had a wife and two kids relying on me as a single income household, um, earner for our home. And I was like there's no plan B here necessarily. So I mean I've got, I'VE got to get over that. So that drive to kind of got amplified a little bit because I had people really relying on me as you know, from our kids, my wife at the time for sure, that was a big part of it too. But um, you know, so there's, but I think internally most of the time it's always been more of a failure. Uh, internally that been, uh, that's driven me in most, most cases.

Speaker B: Ah, you know, you touched on several things there. And then also uh, we were talking before, uh, you know, one of them is kind of a race against yourself, not wanting to let yourself down. Another is that, you know, we talked about the fear and obviously you knew you really had to know it, so you had to overcome that fear of, you know, I may look like an idiot in front of everybody else. The um. And then also just you know, you know, taking that step into a uh, career that you hadn't been to. You know, you did mention also like about being wired maybe potentially like that. Do you feel like, do you feel like that any of that stuff came from like home whenever you're growing up and just maybe watching how your parents were or you know, something they passed down to you or, or just purely

Speaker A: just definitely an aspect of that. I think you have to uh, I think probably marries with some of that stuff internally, which was how uh, old is of six kids. So you know, when you're an oldest child there's usually definitely more of like this responsibility kind of thing that's placed upon you. But at the same time, you know, dad, I mean he, he does really well now but you know he was a pastor for many years and so we really didn't have much money when he pulled out of that kind of paid ministry scenario. And you quickly realized like my kid, my family's not gonna be able to afford college for all of us or afford to buy me a car. And so uh, you know, early on and watching my dad honestly, um, starting over in a brand new career at a similar age that I did and going from honestly a. A pastor to a financial advisor into a career he'd never done a day's work in, in his life as well. Like ah, was also at the age when I started my agency, something I really looked back to was like ah, connected with him a lot because of that. Um, but yeah, just that idea of like I've gotta, I've gotta figure out how to be entrepreneurial. I gotta figure out how to work and provide and save up for these things, you know, to buy a Car and paid for half of my college tuition and stuff like that. So I think in general there's a work ethic scenario that you, you know, you can just work hard and that doesn't amount to anything. But there's still an aspect of like, working hard where you kind of have to learn what hard work looks like at the same time, I think too, to be able to understand that as well.

Speaker B: Yeah. Oh, for sure. Yeah. Well said. The, uh. So now I know I, I know a little bit that you have a music background and you already said that you jumped into insurance and, uh, obviously it wasn't modeled at home because your father was a pastor, then moved into financial planning, you know, about the same time you started your business. So what did you do before insurance? And then how did you decide to go to insurance?

Speaker A: Yeah, got married and then found a job locally. Um, but the whole time, not the whole time. I did that for ten years, for the first five years. Um, and then is where I was really kind of dedicating a lot of nights and weekends to traveling and playing music in a local regional band that had some cool, uh, you know, highlight stories, for sure, you know, opening up for people, some people here and there that people would know. Um, but, uh, then that kind of door closed. Was very grateful for it before we end up having kids and was realized I got enough of a taste of it to realize I was much happier being at home and seeing friends because life on the road at some point gets really, really old for the common person. Uh, but, um, always had this artistic side of me for sure, um, and this creative side of me. And, um, I mean, it's a whole other topic that I think we were created to be creative kind of idea. But, uh, that I'd always played music and even taught piano for a couple years. I just didn't have any patience for teaching piano. Um, but realized I was like, I had always been doing music and then decided around the time I was going to start the agency, um, I kind of pulled back from a lot of things, but outside, since I started the agency, I've only played a few times, period, uh, type of thing for music. Now, outside of my piano that I have sitting in my house, I had a full recording package type of studio of stuff. And it's all packed up and I haven't touched it at all, which is crazy to me. But it gives to the point that, um, I decided I was like, I'm going to start a business. I found an opportunity with a major carrier, uh, that was Able to give me a direct appointment from a scratch agency program they had. Why they gave it to me having no insurance background I have no idea. But I'm very grateful after my father in law kind of pointed me to some doors to kind of knock on that. Those did indeed uh, open. But uh, well that reminds me, I didn't even, they were like well you have to have me licensed before you can even apply. So I'm like well okay, I guess we'll go figure out how to get licensed type of scenario. So I go figure out, I mean again it would have been a lot easier with AI stuff like that but I go figure out how to get license with insurance ensure do all the tests. Uh, ironically uh, I am the idiot with 5 tests uh and 5 licenses meaning I have the personal lines license as well because no one told me and didn't know that P that property and casualty takes care of the personal lines license. I have five licenses on my certificate uh, here, uh, like you know, just those things and so I like take that back and they're like okay great, well now you need to put a bit together a business plan. I'm like okay, well never done that before. Let's go figure out how to do. So it's been a, you know, getting over the fear of like I've never done it and I just like you know what, I'm going to keep trying new things here. Uh but then the creative process wise that's why I've fallen in love with just the business idea of like you know, the tech stack and the processes and KPIs and SOPs and all those things. Uh, you get to be very creative when you're the business owner as far as building it how you want. And so that's been a uh, really cool experience. Um, it's an experience that like I've learned it. So like I'm glad I didn't know everything I know now about how much work that would be uh because I probably would have gotten cold feet um, uh, knowing what I know now. But I wouldn't trade it now obviously I'm glad I went through all that and you know as a business owner and learning this stuff it's a, it's, it's, it's been very rewarding in that sense to kind of come out on this other, other side of kind of initial startup that's definitely going to make um, it and I think starting to begin thriving and so forth. So yeah, that would be a bit back about that background.

Speaker B: Yeah, yeah. What A journey there. Yeah. You had some positive, uh, uh, sound like you got. Your father in law is a positive figure in your life also. That's also uh, helped give you a little bit of guidance. So you get to both sides. Sound like your father and your father in law.

Speaker A: Yeah, I mean they both give you guidance. I think that's what a loving father type of idea does is they're not going to try to force. Force you into something that's them that they're going to kind of be there for anything to kind of help come alongside you to kind of um, based upon the way you're wired or your dreams or aspirations type of scenario. And so I mean I think they, you know, there's probably a scenario where they thought I would fall flat on my face as far as not failing the job, but like failing to get an appointment as you know with insurance you got to get appointments. Uh, but so I think they're probably worth correct in thinking like there's no way he's going to get direct appointments out of the gate, having never done insurance before. So I will grant it. That was probably a valid one. I would have myself if I was in their shoes. But it uh, definitely has worked out.

Speaker B: You're going through these lessons of having to figure out all these different pieces of the puzzle as you're going through it. And you know, it may. You got a picture you shared with me. I'm going to talk about here in a second. But this, this next question may be pointed towards that you can tell me. But at some point you all of a sudden were like, I can really do something with this. And just like you went from just, I don't know what I'm doing, I don't know what I'm doing to all of a sudden there was an epiphany of like, I think I can really build something good out of this. Tell me. You know, I know there was that moment, you know, can you tell me a little bit about that maybe when do you remember that happened or maybe kind of how that felt?

Speaker A: Yeah, and that will correspond when I get to that point here with the picture for sure. But I remember starting the agency and I was, it was very early on. I'd only been open for like six months and a local guy, a lot of people know that's not in insurance anymore, um, ironically. Uh, but he uh, he pointed me to some of these, you know, Facebook groups and there was that I.A.O.A. one that was popular at one point in time. Um, but there was a more of A conference that he talked about. You know, I'm, I'm like, oh, there's conferences, okay. There's people there trying to learn and figure out things and there's uh, technology and vendor companies. And so I remember going to San Diego 2020 ironically right before COVID that to that conference and just being uh, it was just this eye opening of like experience of like, oh, there's a lot more people that also think outside the box of trying to push. And as you know the insurance industry, it uh, can be very slow in adapting and evolving and in that sense. But there's definitely that, that excitement, right? Like you know, this, there's uh, change starting to happen in the industry. Um, probably perfect timing for me because I would have probably gotten really frustrated with where technology was if I had started any sooner, if I'm being ye there. But you know where. And there was this community aspect of like we're trying to help each other all succeed. Uh, that you know, was a uh, probably a little bit newer to you know, uh, older generations before us that have been in this thing for you know, 30, 40 years. So sharing of ideas, sharing of tips and tricks, you know, half the value was sitting there rubbing shoulders with people and having conversations or hey, have you used this company or what has your experience been with this? And you're just making friends. And so it was really uh, a great way for me to connect and build a, connect with people in a community. And through that and you know, I grew to have some of the closest friends I have now in the industry and some of them, a lot of them are in the industry for sure. And that's obviously helped me and you connected with some different things like that. But that was just such a great thing for me early on of uh, again when I had no idea where do I even turn? Because you can learn insurance stuff to an extent and the carriers can kind of teach you this, that or the other. But no one teaches you how to run a business at the end of the day. And you can read a lot of stuff and it's helpful. But it's same thing with like parenting. It's like in some ways like you, you gotta just do it, but you're still asking questions from other people who've been through the process before, whatever stage you're in. And that's just I think anything in life, uh, for me. But uh, that was just a very monumental aspect as far as making connections and being able to text people and mentors and things. Uh, you know, just this question or that question or what are your thoughts on this? And people were so willing to give up other time, uh, energy and wisdom, um, that it was, it was just so invaluable uh, for me back at that time. And so that mean, I think that would lead me to the photo there, um, which was in October of 20234 um, earlier that year.

Speaker B: Yeah. As a photo of you, you got a nice white jacket on, jeans and uh, obviously speaking in front of a group of insurance professionals.

Speaker A: We're at Indie Tech 2024 and this was a scenario where I've been asked to be a uh, speak. So it's, there's twofold to wrap this whole story from the beginning of our conversation actually with the fear part which was I was told, you know, asked to kind of talk a little bit more about the AI side of things in a breakout uh, kind of room. And you know I'm like okay, that'd be cool. You know, maybe there's like 20, 25 people there. Um, but I, so there's twofold scenario one, uh, I was just super excited to be able to kind of uh, excited but also afraid in the sense that like I had due to some family and AI and this, that or the other in my natural way, uh, of like I've got to try to build this business and I don't have all these, all the funds in the world like a lot of legacy agencies do to like I've got to figure out how to grow with as little money as possible type of scenario. So there, there was a necessity uh aspect that had been really leaning into processes and automation and so like that. But the AI had started to take off and have a brother in law that was in AI security. So we just had natural conversations over constantly throughout, you know, every, every Sunday or when the kids are playing ball, this, that or the other, we're constantly talking about it. So I learned a lot and quickly realized that just it was something that was very much lacking in our traditional um, space of insurance that people were asking me a lot more of those questions. And so it was kind of this moment where I started realizing oh, I have something I can actually give back to uh, people now. And kind of maybe it's not the direct people that influenced me or helped uh, mentor me along the way, but it's something that I can then in return give back as well now that they may have more inch. And that's the fear part. It was the kind of idea of I'm going to be speaking to a bunch of People who probably know more about insurance than I do. But there is some areas that I do know a lot about that can help hopefully uh, bring some clarity or um, constructive uh, kind of game, uh, planning for them to like be able to utilize that will be beneficial for them. Uh, but then the picture itself is actually from where I was going to be in a small breakout room, but then last second was asked to take on the main stage role and replace somebody who could not make it. And uh, that was one of those moments where I'm there.

Speaker B: I.

Speaker A: That's terrifying. I've been on a stage, you know, I played music, I've done uh, this other event type of thing with a lot of churches for many, many years. So I was very used to being on the stage. But I was like this was a stage of scenarios where again I feel like I have more to gain from everybody else in the crowd just because I have not been in insuring, you know, everybody I meet in insurance has been in it for you know, 10 years. You know, it's always like multiple decades or so or a decade or multiple decades at this point someone. So I was always still trying to just be a sponge to everything from everybody with that to have this feeling of well they. I'm not, I'm not, I don't know, it's near as much as them and I'm not deserving to, you know, what, what can they really gain from, from me. And so uh, really kind of had to just work through that idea again back to the born fearless idea of like no, I can, I can do this and there is some value I can bring that um, and this is a great way to finally kind of return that favor in many ways. And so accepted it even though it was terrifying to kind of switch uh, my speaking uh, engagement to the main stage area. But uh, did so. And um, I think to kind of put a closing part of the fear aspect on it, which is I've learned that more often in life, most often in life, the uh, the opportunity ahead of you lies just on the other, other side of that line of fear kind of scenario. And so most of the time we don't see the opportunity or don't have the chance of an opportunity because we say no due to fear and not deciding to kind of face that and push through that. And so uh, there's just been a number of things that have obviously happened because I just decided to just say yes and go for it, uh, with that. And um, it's been a wild kind of 18 months, uh, since then, for sure, as I've kind of grown in the AI side of things, I guess in our industry.

Speaker B: Oh, for sure. I would have to definitely say that you're recognized as one of the, uh, leading experts in the circles that I'm in when it comes to AI. I remember, uh, I'm going to come back to something, a really, I think, important lesson that you pointed out too there in a second. But, um, but a lesson I learned. I don't remember how long ago it was now it's a decade or so probably now. But I remember getting invited to the first time I ever got asked to be on an, uh, agency council. And I remember thinking, I'm in. I'm from a super small town. I mean, it's 4,000 people in my town. And I sometimes would sit in a room with a lot of other people that had much bigger agencies than me because of just rule, agency and whatever else that I felt like had way more experience, legacy agencies, things like that. And I remember getting asked of this thing and sitting there in a room looking around the room and thinking like, man, all these people know more than I do. And then, but then I, you know, I know we're both believers and I felt like the, uh, Lord spoke to me and said, you know, if you were asked to be here, it was for a reason. And you, uh, know. And then I just thought about the person who asked me to be there that I highly respected. And obviously if they thought I belonged there, then I needed to give my opinion or speak about what I knew. And I mean, I think that's what, you know, I think that's one of the things that you're attesting, uh, to. But then also I think another thing that I think you would agree with is when we, when we do that and we're, we cross over that fear line, one thing and then the other is just that we're, we start giving whatever it is that we do have. It's amazing how much we receive back. Seems like we get so much more back than what we give.

Speaker A: Um, 100%.

Speaker B: Yeah. And I think sometimes I think that's one of those reasons why I encourage people to go ahead and just give of yourself freely. If someone asks you for something, don't be afraid that they're going to steal your idea, whatever else. I mean, ideas are dime a dozen really. But, um, but it's, you know, they may or may not implement it. However, I promise you will gain more back from sharing whatever the things are you share.

Speaker A: Yep. Agreed.

Speaker B: And I think, also, I think. I think that life lesson that you shared is incredibly important. I think for anybody, whether you're a business owner or not, you're an employee or whatever, is that, you know, right across that fear line is so often, you know, that, uh. That just kind of crossing over into, I don't know, the next level of success or the next level of knowledge or the next level of confidence or just there's. There's so much reward right past that line that, you know, and so many of us just. We get to it and we draw back, but if we push through it, you know, all of a sudden something, you know, things happen that we just didn't, uh, couldn't have even expected. So I think you're saying that this was one of those pivotal moments for you. Was it because of the fear and just you shifting from student to teacher?

Speaker A: Yeah, I think that's what it was. There's. It was just, um, you know, that competition with myself, uh, that. Myself that I always thought I was going to, you know, my fear of always feeling like I was gonna fall flat on my face with m. My business or my. My achievements or whatever that I was like. It was kind of a culmination of like, I've definitely am, um, doing something right kind of scenario as a. As a business owner, so forth. And it was that I. I'm. I've definitely, uh. I guess made it from the sense that we're not gonna. The ship's not gonna go down type of thing. I don't think any type of idea. And that way, you know, but at the moment, as well as, like, I could give back and I could really kind of help, uh, give some, uh, insight and there was something I could give, uh, to others in return, uh, from everything that had been given me. Uh, but then at the same time, like I said, getting over that fear aspect. So, yeah. Culmination of a lot of those things. Was that representation, for sure.

Speaker B: Yeah. It sounds like you're also saying that maybe that kind of point kind of helps solidify this confidence in yourself as a business owner.

Speaker A: Yeah. Oh, yeah. It was like. Yeah, that's the thing. That's a good point. I think, for sure. That was like there was things I was doing right. That other people could, um, gain knowledge from or something that could help them in their businesses. So, yeah. 100, uh, you know, when I start really breaking that down, for sure.

Speaker B: What are some things that you've learned as a business owner? The last, you know, um, that I guess in the last, let's say the last two years since maybe 2024. Really, that you kind of. You wish you would have known or maybe you would like to have told Landry of 2019.

Speaker A: I've never. One that's really dealt. It's hard for me to do those things necessarily like that about telling myself because I'm always, I'm always more of the glass half full forward thinking I'm not going to devote a lot of time to like regrets in the past or overthinking things. So that's why it's, I think, hard for me to figure out what would I tell myself in that sense. Um, but again, it's probably just more or less the patience side of things. Like it's not a sprint. Again, it's a, it's a marathon in many ways. And you definitely learn the lessons that every lesson you learn along the way is valuable in, in one way or another. Um, so whether it's hiring, whether it's firing, whether it's this company in tech, whether it's, uh, failure in business and sales where you miss something, you know, there's just, uh, there's just looking at everything as an opportunity to learn from as well. And, um, that you don't have. You're not going to get there overnight and it's going to be a slow journey, but everybody's on the same, same path. Like very few people ever get to sprint and usually they've sprinted to the point. It's, uh, cause for pause because I feel, you know, something probably could be going awry, uh, very soon. If so.

Speaker B: Yeah. Well, I think a few different things I've heard you say, I think we're good life lessons is, uh, one of them is don't be afraid to go through the struggle that you learn a lot through it.

Speaker A: Yeah.

Speaker B: Uh, know that it's going to be, it's going to take time. As you said, it's a, it's uh, a marathon. It's not a sprint. Don't be afraid of the fear line. Go across it. And then also surround yourself with people who are willing to answer your difficult questions that also, that you can feel comfortable in asking.

Speaker A: And that will push you, I think would be the other part of that too.

Speaker B: Yeah. Yeah, I think so. Yeah. And I like, I like that I like people in my life that are going to push me that also aren't afraid to say, though, that's a bad idea. This is why.

Speaker A: And we honestly, we say push you, but I think we should, uh, that's Not a great way of saying it. I think. I think the better way of saying it is that will also pull me. And when I say pull me, I mean, like, no, you can achieve better heights type of scenario. Uh, and usually they're there, they're helping. Like, you know, you can come. You can achieve a bigger height type of scenario. So idea like either the patent string scenario, where usually you have to pull the string if you want the string to go somewhere. If you push it, it doesn't really go anywhere, or if you're down in the hole, it's much easier to, like, pull somebody up out of a lower level or a hole type of scenario than to try to push them out, uh, type of thing. So in some ways I kind of overanalyze. I. Maybe that's the pastor's kid in me as far as analogies that will go. I'm like, maybe it's a good one. Pull that pull us kind of scenario.

Speaker B: So, yeah, no, I think that's good. I mean, you know, you're looking for people who, in whatever aspect, have been there before, right. That if whatever the different thing is, whether it's like, just understanding maybe how to get higher or how to, um, how to pick an office location or how to market or whatever, you know, you want someone that's already been there that can kind of pull you up to where they're at.

Speaker A: Yeah.

Speaker B: Um, you know, I think I've heard the analogy too about, like, the chair. You know, it's easier, you know, pull someone up. You know, you can pull someone up into the chair so they can see better or, you know, see from your vantage point. Right. So. No, I think that's a great analogy. The, um. Well, let's shift, uh, let's shift a little bit. Let's shift from what we were talking about to. Let's talk about kind of where you're at now and just kind of maybe, you know, how you're leading today. Um, so kind of just tell me a little bit about, like, tell, uh, me a little about the structure of your agency. Yeah, like, who's got what and kind of stuff like that.

Speaker A: So we got, uh, three agents, uh, two CSRs, a life person. It's all changed a lot since you've been up here, actually.

Speaker B: Yes.

Speaker A: A business partner and then a virtual, uh, assistant employee. Uh, so I think we're eight or nine individuals now in many ways, uh, which I'm starting to take on more of the role of working on the business than, uh, in the business anymore. And so I'M in that transition right now for sure. And literally today was like told, you know, account managers have worth like that we turned over. So a lot of our, my renewals that I'd personally been doing still in some respects over as well as like I can't take on any new business I'm truly working on. Everything's changing with technology and AI so fast. I've got to devote to really just a lot of educating myself on this stuff so I know where we're going and being able to uh, put things in place to help us succeed at a quicker rate. Uh, because ultimately, I mean the goal is uh, especially in insurance, it's more a big measurement is revenue, um, per employee. And so if you can get that revenue, I truly believe you know, the best practices usually in the stands of like 180,000 in revenue per employee to you know, 200, 250 maybe revenue, ah, thousand per employee is kind of the best practices. Um, we already run um, at over 300,000 per revenue per employee. And not counting the agents, I'm talking about the true account manager, you know, scenarios people who are not bringing in the business. Um, but I truly believe that with technology, AI and leveraging my business that'll become more and more of a marketing and technology company in the next five years, that we will be able to get to 750,000 in revenue is my ultimate goal that I think is possible by the end of the decade per employee. And so uh, really that just changes so many things when you think about that from our business standpoint. And I think a big way to think about it too is just AI. If you really think of AI as a employee. And I've got this um, picture kind of like a organizational chart. And we built that into the organizational chart to kind of give that idea of like no, it can truly be an assistant. Every single one of you here in the agency will have an AI assistant. They, those assistance might be sending things off to other AI agents to do certain things, whether it's renewals or quote stuff or this, that or the other. But you know, in many ways uh, our agency will look very, very much like uh, in 2030 will look internally like a marketing company to see how big we can get the faucet open, uh, to a technology company that does all the grunt work, allowing us as humans inside the agency to do one of two things. One, focus on the human to human relationship portion. When you know, crap hits the fan or businesses and things that were really, you still need a human to human Thing as well as the idea of being able to really focus in on culture. Because I think uh, I think there'll be more and more people that are looking for jobs if we're going a little bit more doom and gloom at some point down the road here. Um, so therefore getting people who really truly want to work here kind of scenario and find a place of that they um, feel valued, have ah, a lot of things we can kind of hopefully pour more and more into them from a cultural standpoint. Um, I think it's going to be another part of that focus from the human side of things that will, where we'll look by 2030.

Speaker B: Yeah, yeah. I certainly think there's going to be a lot of change in the job market here in the last. The next several next couple years. Definitely this next decade. Um, a lot of things are going to change in there. I think there'll be some jobs that have moved more into the labor field too. Um, uh, which you know, we actually could use that to some degree. I uh, think a lot of our labor industries are really struggling for good quality help there as well. It's not just the professional area. I mean there's lots of areas that are just struggling with that. So you know, in a lot of ways I think it would be good. Um, you know, with those sentences, you know, you're so congrats to you for making this next step professionally where you're shifting more into working on the business. You know, where, where do you still feel like you have time that just kind of leaks from that core, the core group of things that you feel like you need to focus to hit this goal you've got for 2030.

Speaker A: I would actually answer that in a different way, which is the realization 24 months ago, probably ish, that uh, there's a lot of things I'm not the best at. And if you have that whole understanding about yourself that uh, and reading the book called uh, Rocket Fuel, which is part of the EOS system that they're uh, explaining to that that usually there, there's an idea within corporations or businesses where the ones that really thrive usually have a person who's more the visionary role and someone who's more of the integrate integrator role. And so realizing I'm definitely much the visionary role, but I do a lot of things and start a lot of things and I've seen this so often in just people and that I've interacted with in our space, et cetera. Um, but they never. And I'm not this either So I understand it. They only, they never finish. There's so many things, 80% of things, they never finish. They're like, oh, I never got around to finishing that or doing that or integrating. And so that integrator role I started realizing was going to be invaluable for us to truly scale the business to what it needed to be and also give me back my time into being able to focus in on the things that I thrive in, really love to do and so forth. And so I would answer your question by saying that I've kind of fixed that in some ways because of that. And uh, over the summer in 2025, was able to, uh, finally partner with a guy I'd known for six years in the industry locally, that we very much realized. We were good buddies, that he was from, on the carrier side. But he, um, you know, was very much that integrator role personality. And so, um, we. He found an agency to kind of buy. We, he kind of bought it slash, we merged it in to Nova at the exact same moment basically. And so, um, that's been an awesome way to kind of really. Because let's be honest, uh, owning a business as a solopreneur is very lonely island many times. And so, um, I've realized through different acquaintances I'd come in friendships I'd come, uh, to have in the insurance business that there's. That can be done really, really well in many times that I'd much rather give up a piece of the whole pie for, or give up the whole pie for, for a big piece of a much bigger pie. And, and a lot of times it's more fun doing it so with somebody, um, because your friends, your family, they're not in it as much and even your acquaintances in the business can celebrate with you like yourself or other stuff like that. But there's something different about having a true partner like I have in my life with my wife being my life partner. And we celebrate each other. But it's hard for her to celebrate business stuff or things that she doesn't understand or uh, want to really care about at the end of the day. And so that's been a really, really awesome wise decision I would say on my part, uh, that I did and has, uh, given me back a lot more of that time, energy, focus, uh, and so forth that I was starting to get a lot more just burnt out, I would say, uh, and just feeling like there's so much to do and I can't get it all done type of feeling, uh, in that Role that was originally as the original creator of Nova.

Speaker B: Yeah, yeah, you, you touched on a little bit about like different uh, business owners just struggling to get the different things done. Sometimes it's because like you said, they just don't really have the skill set or they just maybe they get frustrated because they don't feel like they have the skill set or just managing the time. Where do you feel like most business owners probably, or maybe specifically insurance agency owners really struggle with them getting out of their way and being able to kind of hit the next gear in their business, so to speak.

Speaker A: If you started the business, a lot of times you think you've done every aspect of it. So just not being honest with yourself and thinking that you've, you're the one that can do the best job of everything. And uh, there's a fear aspect again, we talk about that again that, oh, well, what if I give up control? Um, but you really have to try and not be afraid to fail at it type of scenario, giving up control. Um, as you know I've learned that if you're going to fail, just try to fail fast type of scenario. Like uh, don't be afraid to fail and if you fail, just fail fast. You can get closer and closer to the right answer at the end of the day and that's the quickest way to get to the best way to do it. So giving up the control and release is something hard for, I know for entrepreneurs that have started a business and it's their bread and their baby, you know, type of thing. Um, but you know, I'm much, much happier on this side having given up some of that control for sure and not ensure having the, the responsibility and load shared with me now kind of scenario. And um, I, I really thrive and really want to do everything efficiently and so at least I'm humble enough of like, hey dude, is that a good idea? Do you have a good idea? Give me all your ideas guys. Like let's find out. But I realized that the agent, the agents or the staff, they want to be led. And so it's hard for me to lead and gain a bunch, uh, all their insight at the same time because then they feel distracted slash confused. Where are we going? You mentioned this, you know, if you're like, hey, I uh, I thought about this. What do you all think about this, you know, scenario? And so it's hard to gain the true um, opinion of people or the buy in of people if, you know, if you're kind of constantly, you know, trying ah, to evolve in the business and lead at the same time that it can get very confusing and realize with my staff that that was just not fair to them uh, several years ago, which is why it started me down this role of like. And I would like to find somebody or we can ideas off of and figure out what's the best route here. And maybe there's a scenario where you go to the staff at some point to say, hey, after all this, we really believe, you know, either this or this, maybe there's something decision wise, would you all have an opinion here type of thing. But uh, that was a big part for our staff to kind of um. And you know, I have a brother in agency, brother in the agency. And he's the one that was like finally kind of told me that and I was just like, oh man, you're right. I think it's not. Also just not being afraid to take criticism or ask where you're failing is probably another part of that. Uh, thankfully he was willing enough to give me that feedback with um. But being able to ask where am I failing? Uh, from people is a hard question to ask. But uh, again.

Speaker B: Oh yeah.

Speaker A: Humble yourself to really ask if you want to really grow and thrive beyond where you're at right now.

Speaker B: Right? Oh, 100%. No, I love all, love all that. The uh. I'm going to ask you a question here in a second about, about uh, picking. Picking a partner. Business partner.

Speaker A: Okay.

Speaker B: But just I had a conversation earlier with an agent, uh, this morning and agency, uh, that um, is him. Hm. And a partner and he's got a leadership team that filters through the questions and planning and stuff like that. He's got a pretty good sized agency and uh, he's uh, not a very old gentleman. And I think that humility and that insight like what you're talking about I think is a lot of the key, key of why he's been able to grow his agency as successful as it is, um, is because of that humility, knowing that he doesn't have all the answers, being willing to circle himself around, um, others that can help contribute to the thinking process. Right. But you know, but the difficult piece of all of that is knowing who to put at that other seat. Now I've met your partner in uh, Fort Lauderdale.

Speaker A: Yeah.

Speaker B: Fantastic individual. Uh, after talking with him for a few minutes I was like, yeah, these two work.

Speaker A: He's my numbers guy and I am not a numbers guy. I just need to be like, can we afford this? Does it make sense? I do not.

Speaker B: You know, it's not even that, but it's also just y'. All. I mean, y' all just really seem to sync well. And, you know, both just even personalities just seem to complement each other really well.

Speaker A: To speak to that. That integrated role is design to really amplify and see the vision of the visionary person and their role. And the design of that is to truly. All right, there's the vision. Uh, how am I going to help us get to that vision that the visionary person has? And so that's why, if it's going to work well, that's when it works really, really, really well. Because you're on the same page. Here's our. Uh. And. And so if you have two people that are visionaries, that's not going to work very, very much. Right. Because you're Both looking at two different things, etc. If you're two integrators, you might become stagnant because you never. You don't have a lot of vision for where you're going. And so it's truly that idea, uh, like I said, the book Rocket Fuel, of one, being a visionary and two, being an integrator. And if you. You take those tests and be honest with yourself, am I. Am I one of these two? Uh, and that's where we realized, I think this can really work kind of scenario. And I had been building, and he saw that vision of where I was building, what I was working on. I was just having a hard time getting there because again, it's hard to do both, uh, the leading of where ahead, while also constantly looking back to make sure things are getting done or the stuff is getting finished out as you've wanted it to get done. And so if you can both be doing that, uh, and on the same page. Yeah, I mean, it's been incredible. And we're constantly ready being. It's just like, we're so excited because, I mean, I'm sure there's gonna be some stamps, a stance sometimes where we're maybe not quite on the same page and we can work through that. But ultimately, I mean, we really have a vision where we're going. And because of that vision, he's definitely that integrated role where, all right, we're going to get there. And this is. This is some of the steps that we need to get there. How allowing, uh, me to kind of continue pushing forward in that, um, has been a huge blessing. Huge blessing.

Speaker B: Yeah. I think you need to find yourself on a stage at some point talking about this, your journey from solopreneur to having A partner and like, how you went through the process. What. You know, we can't get too deep into it, but you know, what would be a couple of tips that you would give to someone if they're, they're like, okay, I'm listening to Landry, and yes, I understand 100 what he's saying. Yeah, that's me. I got no idea. Where did I just start? What would you say?

Speaker A: Start where? Sorry, say that again.

Speaker B: Define. I know that, uh, I'm where Landry was. I know I needed a partner. And so how do I go about starting to find this person and understanding what my need really is?

Speaker A: And what would I say? Start with a book? Because that's. But then I went through a couple different individuals and one that came here and hung out with me, see if he was going to move here. Um, but it, I think it's a lot easier when you can define, um, and show the vision. And somebody's like, yeah, I get that. I see that. And they, they more. They're more willing to. You can do it in two ways, actually. So the book lays out, you could hire the person, um, but you could also partner with a person. There's two avenues there. So it might not be where you have to have a partner. It could be where you have in essence, the um, integrator as a true employee role partner type of idea. That can work as well. Um, but you have to be very open and honest with the conversations of like, you know, and then a weekly vision of meetings and this, you know, so we go, we go through weekly meetings like, um, and there's a guide in that book of like, what you should be doing every week with those meetings or the quarterly meetings or the yearly planning meetings that it has laid out for us already in the book. And so I. It's honestly just like read through the book. If you have somebody that's really considering it, have them take those tests that are there to kind of see if they're truly that integrated role. And then outside of that, you obviously have to make sure, at least in many ways, you guys are on the same page, life wise. It doesn't have to be exactly like from a, you know, all theologies or this, that or the other. But you got to make sure you still, uh, you're going to spend a lot of time with each other. So you still have to make sure your friends at time the same. The same day as well. But also at the same time, I've realized the value of, you got to write the divorce before it Happens from the, from a business sense that I don't want to lose friends because of something. And people go into businesses or others like that too often just thinking, oh, we'll always like each other and be, be fine and great. Uh, but you got to have those conversations about all right, how does the breakup. What does the breakup look like if we have. If it ever comes to that. And define that up front kind uh, of idea as well.

Speaker B: Yeah, yeah. I don't think you should do that whenever you're looking at getting married, but I think when you're a business partner, yeah, it may be doomed. I don't think your spouse would appreciate that either, that approach. But, but I think, I think there's a lot of wisdom in that with business owners is like look, hey, look, I'm not looking for an exit, but let's just go ahead and just get that out of the way.

Speaker A: Yeah.

Speaker B: So if we get into this thing and we both just say this is the, this isn't. This isn't for me, this ain't gonna work.

Speaker A: Exactly. And a lot of times you could just scenario of like we'll just agree to part ways after if it's in within the first year type of idea for sure.

Speaker B: Yeah. Yeah. Well, I think that's uh, I don't. I think you gave really good advice for, for the process. I think. I do think. Yeah. The EOS system, the whole. In the books, fantastic resources to help walk you through figuring out who you are and then also how to find that person. But also I think what you said too there about just coming visiting with you, spending some time with you just like on a really personal level, making sure that you align somewhat core values and it'll be verbatim. Right. And uh, uh, y' all don't have to have both have the same Bible verse that you love. But you know, but just having some things that really the important things that line up and also being willing to talk about if this doesn't work, we can still be friends. This is how we exit and stay friends. And uh, I think that's. I think it's a lot of humility in that. A lot of wisdom in that. The um. For sure. Well let's. It was an excellent conversation um, with you Landry. Always learn a lot. Uh, very um, impressed with you as an individual. Watched you grow up so to speak, in your, in your. Very impressed with you. Uh, give you opportunity. Just any sort of last closing thoughts you have and also just uh, you know, tell about your agency where you're at and how people find you.

Speaker A: Yeah, so there's only two Landry Fields so uh, it's easy to find me there on LinkedIn, Facebook, etc. Happy to connect, give some insights when I can on different stuff and got some tools and things that are helpful I think for people and agencies, uh, growing and wanting to learn more about the AI side of things but also willing to meet new people in the industry, make new friends for sure. So definitely reach out. I'm in the bourbon capital and horse capital of the world so it's a pretty great place as Bo has found out to come and come visit.

Speaker B: Yeah. So it's a beautiful place for sure. Yeah, beautiful place. There's magical stuff that happens there in your neighborhood.

Speaker A: That's right.

Speaker B: For sure. It is beautiful. Beautiful. Well, brother, again, thank you very much for joining.

Speaker A: Appreciate it.

Speaker B: Joe.