If you get lazy with your clients eventually, they’ll look elsewhere.

We're working with a group right now that has had the same broker for over 10 years. They've been with a trust here in Colorado. We'll leave it at that. The trust is good in the fact that it's a predictable 4 to 10% increase depending on the year, but there's no reporting, there's no surplus share. It's just, yeah, it's predictable. Well, compound that times 10 years. We go in, we tell the story, start asking about data. Why data important, and you uncover that they haven't even been marketed in 6 years. So they said, well, would you mind looking at this off-cycle for us? I said, yeah. I sent it to 7, 7 carriers. All 7. Never, never in my career, 16 years, have I had 7 competitive quotes for one organization. The worst option that I'm presenting to them is 9% below current. The best option is 23% below current. And that's before they even get the renewal, right? That should just go to tell you the stagnant mindset that people have, but it still works. It works because clients are purely going off of relationship. Yep. But now, what I said earlier, they're starting to realize that there actually is something better and that they can actually control some of it.