Episode 241: Your Client Experience Drives Your Profit – With Thomas Mann of Aureus Analytics

Welcome to the Unstoppable Profit podcast. This podcast will give independent insurance agents all of the tools to grow your business and live life on your terms. Wherever you are today, if you're starting with nothing or well on your way to the success you desire, with the right people, processes and promotions in place, you will be unstoppable. And now I'd like to introduce your host, Mike Stromsol.

Greetings, everybody. Welcome to the next episode of the Unstoppable Profit podcast. I am pumped and I am excited because I recently was out there in the world helping agents, and I ran into my friend Thomas. Man, Thomas. Welcome to the podcast.

Hey, Mike. Thanks for having me.

You're welcome. And he was sharing with me the latest that's been going on with Arias with Donna and everything that they do.

And.

And I was.

Omg. And I said, we need to get you on the podcast and bring everybody up to date on the latest and greatest. So thank you for spending some time with us today.

Yeah, it's my pleasure, Mike. I'm. I'm happy to catch you and. And the audience up on everything that's been going on at. At Arus, because 23 has been a been a banner year. We've. We've rolled out a lot, and it's.

Been fast and furious and I know, and I'm going to suggest that 2024 is going to be even f. And shall we say more furious in a fun way.

Right? Absolutely. Yeah. We're looking to crank it up another notch.

Yeah, ditto. So anyway, that's why I think you and I aligned so well, and we got to enjoy a meal together, and we're breaking bread about some of the things going on. So let's just cut the chase and get right to it. But before we do that, in case somebody doesn't know who Thomas Mann is or maybe hasn't really heard of Arias, give us a little background on yourself and the company.

Yeah, absolutely. So just a quick note on. On my background personally, Mike, then I'll get into Aria. So I. North Carolina native, I'm the twentiest member. You will hear of the Aria Steam, for sure. With that, I'm a. A proud Tar Heel unc Chapel Hill alone. So there's only one correct color of blue in my household.

Right.

And with that, so many. I enjoy talking to agents because the family aspect comes up so much. Right. You. There are so many children in legacy agencies that I never wanted anything to do with insurance. Well, my dad was an agent. That's how I got into the business myself, I was a captive myself. Saw that was not the. The way to go. Made the switch as a producer into a independent agency and opened my eyes to a whole new world. Got involved with the tech side and that led me to Agency Zoom, where I spent several years running customer success there. And that is what bled over into getting really in the weeds on the tech side. And I joined the Arias team in March of 22 as their director of customer success. So implementation how to get value from the platform and how to, most importantly, streamline workflows so that your team loves the product and it actually helps you do more of what you want to do, whether that's retain, sell more. Ultimately, you know, you could say, become a unlimited profit producer, unstoppable profit producer. Oh, but they're unstoppable. But there's no limit either.

100 agree with you. That means I second. I agree. For those of those who don't know and might be watching this version of the podcast. So fantastic. So I, I replied to you the other day when you sent me your photo. I asked you for your photo so we can produce the podcast. And I replied to you, do you. I don't know if you saw it or not. You're not only good looking, but you're smart. And so you just proved the fact with your intro that you are smart. You were captive and you came over to the independent side and, and you moved on through your technology background and now you're at Aria. So double smart win.

Well, flattery will get you everywhere, my friend.

So anyway, so speaking of Arias, thank you. And I. Is this blue in my office blue enough or I need to shade it up a tent?

Honestly, you're. You're closer, Mike, with that one to Tar Heel blue, Carolina blue, than you are that other blue we don't talk about. So we're good to go, man.

All right, fantastic. Well, I feel better now. We can continue. Continue. So let's continue because our goal here is to help agencies grow their business, create wealth, and have more freedom to live life on their own terms. And I know from multiple agencies, including our own, because we had interactions with Donna as well at that point. They have had growth and they're growing the wealth of their book through using Donna and partnering with Aria. So give everybody a base description in case somebody doesn't know about Donna. What is the goal when somebody partners with Donna and installs it within their agency? Tech stack, if you will, to help their agency.

Yeah. So just a very quick blip, Mike, on Arius the company which did predate Donna. Right. Data analytics.

In the focus in the insurance vertical really with the mission of kind of bringing these enterprise esque solutions of predictions and you know, where to look within your own backyard. Right. So that was kind of where this came from and Donna was the culmination of that. So Donna actually launched April 2020 I believe was when it first went live. And so you know, it's just had its three year anniversary as such. Mike, that is I mentioned 23 has been a big year. But in terms of the mission, you know, it's definitely help agents realize the opportunity they have and the potential they have within their own book. But Donna itself is a platform that connects to their ams. Right. We, we mine all of their data to run it through our proprietary algorithm. To give you what I believe Mike and our good friend Chris Paradiso believes is a transformational metric that is the centimeter. Now the centimeter is a 0 to 100 score. Mike Stromso is my client and man insurance agency. How happy is Mike with his experience with the agency? We're factoring carrier experience. There's. We want a real time measure of what Mike's customer experience has been. So that to me Mike is where it differs greatly from say a Net Promoter score or a CSAT survey. Those are both useful data points. Right. But the Centimeter is in my opinion version 2.0 of that because it is not dependent on Mike the client responding to a survey. It is built all from the trends in the data and we'll, we'll certainly get into the weeds. Mike, what I mean by the data, right. Which is very broad. But starting with their holistic customer record within your ams, supplementing that with outside data providers that we work with and then running that through our algorithm and using the machine learning because Donna is actually processed. Here's a fun sound bite. My Donna's process, almost $5 billion in premium at this point. So as you might imagine, when you've crunched that many numbers through a system, we've associated some pretty strong trends and Personas therein.

And I will suggest if I'm not, if I'm anticipating this correctly, you generally deal with agencies that have gained some success out there in the world.

Absolutely, yes sir.

Who understand the value of the technology and what it can accomplish.

And so that $5 billion.

In historical data, for lack of a better term, is quality.

Generally speaking. Mike, I'd say you hit that nail on the head. Yes sir.

Thank you. Fantastic. So Centimeter score, let's Go back to that. And let's go back to Centimeter score and client experience.

I mean, I think we all know why the client experience is important, right?

I hope so.

Exactly. So we're going to give them, the listeners or the people viewing this podcast, the heads up that they understand how valuable the client experience is. I personally believe that the client experience is everything. We have to as agency leaders and entrepreneurs, make sure that that client experience is second to none. Because if the client experience is not second to none, the they will not stay. They may not stay. Okay, so let's get. We'll make that a given. The client experience is important. So the centimeter score measures the client's opinion on where the client experience is, right?

Yes, sir. And that was kind of might be the sort of North Star, right, in rs. And Donna's development is the, you know, algorithm development to produce the centimeter score and then how that can be a true north metric, right. In your agency. It's built very much, Mike, on a principle that I know you subscribe to, which is what is measured gets improved. So as long as we, you know, we need that benchmark. Right. So it's very valuable when an agency first onboards to the platform, hey, here's the average centimeter score of all of my customers. So that in subsequent quarters, months, years. Right. You can then analyze where have we improved, where maybe we've fallen short. Maybe there needs to be some retraining on certain carriers, coverages, you know, commercial, personal. We get pretty deep in the weeds on that, Mike. And that to me is where. When you measure the customer experience, that's step one. Right. And then how can we improve that? And how can we base workflows on. That is where it really gets to get fun as we roll up our sleeves there. Right.

So that number, the centimeter score, does it get measured on what, zero to 100?

Yes, sir.

Okay, so what, what is a good centimeter score in an agency? 70, 80.

So it's a little bit of a loaded question, Mike, but, you know, I would say what we consider. I'll. I'll tell you. There are three kind of buckets we coach agencies around. So it's like bands in your centimeter. Right? So your 81 to 100, those are your Mike stompsos. Those are your happy campers. They're pumped. They are promoters for sure. Right? Your, your 61 to 80 and 80s kind of, you know, could go either way. But your 61 to 80 band are kind of your neutrals. They're not Detracting. They are not necessarily because they're in that Centimeter bucket, a retention risk, but they're not out there, you know, preaching how great the agency is. And then we've got our. Unfortunately, our unhappies would be your 60 and below. So that's kind of the way the buckets we talk about, Mike, in terms of. So a good or A, where you want an aspirational Centimeter score would be 81 to 100. Right, got it.

And. And we teach.

In a deep way, if you will, client segmentation.

It's called something else in other circles. I can't think of the term right now. But.

Ultimately, at the end of the day, we've got, you know, envision AAA and single A. Right. So the 81 to 100 would be AAA, 61 to 80 would be AA, and then 60 or below would be single A. And so this automatically creates that platform to an extent, just by gauging how happy they are with the agency.

Absolutely. And you could even. To pull that thread, Mike, you could even overlay that with account value. Right. So what's their customer experience score via centimeter? What's their premium number of policies, etc. To really build that profile to match what, you know, they've implemented from your coaching or whatever nomenclature they use in the agency. But I like your A's personally.

Right, Exactly. But yeah, everybody's an A. Right. Unless we had. We had a fourth one, which was a C. But that's somebody that they don't want to be a C because for whatever reason, we're going to move them on. So what does it look like in an agency that you might work with as an example, somebody's in the 61 to 80 range. Do you help agencies not only identify. I know you help them identify that, but do you work with them and helping them move those people up into the 81 to 100 range?

So we definitely might go with, you know, here's where we think this fell off. So there's something in there called customer journey, where, say, Mike, you're my account and everything was sailing smooth. You were in that happy band. Well, then there was a major loss. Right. Loss history is factored. And we see that Centimeter took a major dive. Well, that's something then, you know, we're going to want to head that off. We're going to want to really, you know, love on that client and make sure that their experience, in spite of that negative thing that happened, is still on track with our agency and, you know, coordination with the carrier, if need be.

Right.

So Mike, I think that ties into kind of a flow, right? And you, you had mentioned this offline to me before of hey, so where did, where did the platform or where did Aria start? Where is it today and where is it going? So I think Centimeter is where it started. Right. That was kind of the whole crux of what we were getting at. And then where we've, where we are now, Mike, and this actually, by the way, for the listeners, this was not premeditated. Mike just teed this up organically. So to me, Mike, when I'm. There are so many things that can be extracted and can be done in the platform. It's very rich. But I kind of distill it to three components. Right. So Centimeter is definitely one and that's historically where we came from. The other piece of that, Mike, that's right there for the taking is your recommendations. So that is after Donna has scanned both personal and commercial accounts, all of your PNC business, you know, here is what we would expect a customer of this profile to have in terms of coverages, endorsements, line of business, etc. And then here's what's missing from this account.

It identifies gaps in coverage.

Yes, sir. So it identified gaps in coverage and let's call it Mike gaps in lines of business. Right. So generally a client of Mike's Persona would have these things, but Mike with your agency only has these things. Right, so that would be our recommendations. And then like this ties to the future, although it's live in the platform, where I think we're going in implementation and where I think we're going as an industry is what I call moving from a reactive to proactive service model. That's best case scenario. Now, I think the wave of the future is this term I'm kind of trying to make happen, which is a predictive service model. So the third component of Donna is what we refer to as we've given you the recommendations. Right. But these predictive analysis. So it will give you future facing. So centimeters today recommendations are real time. Hey, act on this. Mike needs this endorsement. Mike needs his policy. Then there are these future facing probabilities. So what is the likelihood that Mike buys something else? So we call that round out probability. What is the likelihood at the policy level that Mike renews this policy? And then what is the likelihood at the account level that Mike just leaves and returns out? Right. So we call that retained probability. So using that output to triage and streamline your existing agency workflows that is the crux of my job. Right, you guys on board. We get your executive team together, they get trained on the platform and then, Mike, pushing that out to your actual account owners so that their time is actually streamlined and we're spending our human capital as wisely as possible. So that to me is kind of the, the future flow and the magic, right. Of putting it all together.

And a large majority of what you just described is in action in independent insurance agencies in America today, correct?

Yes, sir.

It just hasn't fully evolved and it will continue to evolve and ultimately make proactivity the baseline, not reactivity, which I love that. Proactivity, not reactivity is everything and everything we do, period. You know, vision is the art of seeing things that other people can't see. You're envisioning the future of the tech operations within the agency to support the people aspect, right?

Yes, sir. And that's where, Mike, you've so many people, you know, AI is just kind of a trendy buzz term. Right. And not just insurance, but, you know, chat. GPT took over everyone's collective conscience for a while. So I think there are some resistance to that. I think that's kind of melting rapidly each day and each week. But you know, a lot of this whole. Oh well, is AI trying to, you know, displace jobs or take over? Absolutely not. I do think the, the warning that our, our colleagues should heed, like is that the ones that don't adapt the tech solutions and the AI and the machine learning platforms and overlay that with their people element, they are the ones that are going to get left in the dust. Right. They're the ones that are going to be acquired rather than do the acquiring. So to me that's the fork in.

The road, if you will 100% agree. And if they are on the being acquired block, their value.

Will not be as high because we've got lots of multiple, you know, relationships within the industry on the M and A side and you know, multiples of those people have told me when I say what's one of the biggest driving factors of the value of an agency and the word that you just said, predictability.

Carries huge value. So it's back to an investment in the future value of the agency. Right.

You know, and I, you, you did a great job with that, Mike. It's, it's actually, it's valuable whether you're looking to go on offense or whether you are at the end, you know, of the road and you can kind of, you're planning your exit Strategy. Why not make your revenue as predictable as possible, right? I mean, because it's all theoretical until, you know, the premiums come in and the checks are cash, so. That is a great point.

Yeah. Yeah. Thank you. So let's get back to the trenches and helping agents on the day to day. So there's a Centimeter score out there and you're identifying. Let me pull some more stuff out of you. As far as the inner workings, you know, that's where you've been. You had a North Star at the beginning of Arias analytics and Donna, and that North Star was the Centimeter Score. You've built on that. Today you're helping agents when I'm sitting at a desk in the agency and they're operating with Donna on their text within their tech stack. What's happening is, is it a program on their desktop? Is it integrating with their agency management system? Do you integrate with other agency management systems? And, and the question that I wrote down for you a couple minutes ago, what kind of data is contributing to the Centimeter score?

So I'll take those, Mike, one at a time. Right. So I'll start with agency workflows. I can't give you a one size fits all answer there, Mike, just because it's so dependent on capacity roles within the agency and what the imperative is. Right. One of the first questions I asked a new Donna customer to do or ask them to rank for me my retention. Streamlining your renewal process. Selling more to happy clients now like 1, 2, 3, rank those for the next quarter. Right. And that's where we're going to start. So that, that can shift. But I will give you kind of three my variations of this. So we have some successful agencies that have lean staff, right? Those agencies, they're coming to the Donna ui. Everyone, we don't charge by the seat, so everyone gets a login. Right. And what you see in Donna is segmented based on your role in the agency and you know, your various permissions because that's all customizable. And the idea there, Mike, is that your account manager shouldn't be seeing the accounts that they don't have the context on because Dom is going to be the roadmap. Right? But ultimately your staff is still driving the car. You know, if you have your GPS up and it says, hey Mike, turn left and you see this one way street, you're probably not going to listen to the gps, but you know, it's, it's showing you where to go. Right? And then we need that insurance context. For instance, if Thomas pops as a retention risk. My account manager reviews that and says that is my brother in law and there is no way he would leave even if he had this loss and his Centimeter debt. Right.

Really?

So this is why. Well, depends on your relationship with your brother in law. But all of that to say, Mike, that is where it gets to the context always matters, right? So the final say and the Donna output will need to be filtered through someone that manages the account. So that's why we're very cognizant of, you know, seeing what you know and controlling what you can control in the agency. So that's where we kind of segment that and they all come to Donna. It's in, it's Chrome based, right. It's web based. So there's that. But we'll. I won't get too far in the weeds, Mike. We have, I told you 23 is a big year. So there's an Android and an iOS mobile app, right. So this is to be consumed wherever possible. Then there are email and in app notifications on certain happenings, right? So Centimeter drops, highest value, round out opportunities, biggest retention risk, etc. So we want to meet the our customer and their end users where they are. So we try and be as omni platform as possible. But I told you I was going to give you three Personas. So one of these folks who have, you know, everybody gets a login, we train them on Donna and they use that in their day to day workflow. So that's where if a customer calls in, Mike, you're an account manager, you're looking in Donna to see, hey, are there recommendations for coverages or new lines of business? How happy are they to get the tenor of what needs to happen on this conversation? That's Persona 1, Persona 2 is going to be your agencies, Mike, that kind of have your principal and the exact team are the, the quarterbacks, right? They're distributing the Donna output to the account owners that need to schedule that review meeting or prevent that potential customer from leaving or who's shopping around review it. So that's where not everyone has to come to Donna and. But then they can put that in systems in which the account managers already use. So we have some agencies, Mike, that are using that methodology and then setting the follow up task in their ams. And then we have some users that are doing that through their crn. Right. So obviously I've got to bring up agency Zoom because we're integrated with them and my background there. They have a component, Mike, called the Service center that brings not just your sales team into the CRM but your actual account owners. So Those centimeter alerts, etc. Can be pushed to that for like a retention pipeline etc. And then your third final Persona is your. Your Donna users might who are and this is tying back to future forward. You know where we're going in 24 and beyond is pushing those out to other platforms. I mentioned Agency zoom. Right. But potentially other CRMs helping them build that, pushing that out. We have an integration with Tarmica so you can take an opportunity on the commercial side right from Donna and lead that into a quote and supported lines in Tarmica. And then additionally not just agencies in like I said but certain CRMs where your team, you would explain to them what Donna is right. And how it's helping the process. But ultimately they know in whatever System, whether it's HubSpot, Agency Zoom, etc, this is a ticket. And here's the potential problem. Whether it's a retention alert, whether it's an upsell opportunity and I've got to work it. So those are kind of your three methodologies. Right. So heavy duty being everyone comes to Donna and works in our ui. Medium duty being there's a executive layer that distribute this out for based on what the agency imperatives are. And then three is as light of touch as possible. And there's even one thing I didn't mention Mike. There's something we also launched this year being Donna services. So even us like if you're a principal, we disc you you and I coordinate and say hey these, these are the imperatives for the agency. Here's what I want to go to these people and then managing that on our back end with our data team so that it's just served up to your team. You know we revisit that as we go. So those are kind of your. That was a long winded answer, Mike. But since that is the crux of my job can only make that one so short.

I totally get that. So I'm sitting here in the agency chair envisioning, you know, I'm learning about Donna, I want to know more. And then I just listen to what you just said. I'm going to suggest the best thing that I can do is email thomas@r analytics.com do you prefer email or.

So for the folks Mike that are watching this with video. Yeah, absolutely. Drop me a line. Additionally, if they, if they're watching this with their video feed on this QR code on my background will take you my LinkedIn and you can you know see some of your potential colleagues that are connect you with me on there and using platform. So.

One of the things that several agents will tell you if you're considering Donna talk to us at Arias for sure right. But talk to another agency that's using it and you know we can help connect you there there certainly Mike, we could spend you and I both known to spin a tail we can spend hours on this but I'll tell you that is ultimately if I could distill this with where we're going because you did ask me about embedding.

We have different capabilities Mike, based on the agency management system you use in 24 and beyond we're looking to make those even richer in terms of two way right back pushing activities so that those Personas can shift and there's even less touch right needed to get this in the hands of your account owners. But as a quick recap Mike of 23 so I mentioned that we launched the app, we launched the notifications platform, we launched down to services but additionally we've also launched some new partnerships this year with Insurance Soup Mai, MA Big Eye then our my backyard our good friend Aubrey Knight over at Ianch. So all of those have been there's some preferential pricing for the members of those organizations and then additionally we have and this is what I'm perhaps most excited about Mike. This is very timely. I'm sure it'll be a little delay from the time we're having this conversation to when your listeners hear this. But as of this week we're live with easylinks as a compatible management system. We launched Epic applied epic about 60 days ago. That was a big win for us. We've actually been added to the approved vendor solutions program with Applied, which that hasn't happened in a number of years. So we're excited about that. And that's where things are headed is even more richness in that integration two way and more that we can do for the agent in both their CRMs and AMs.

Exciting times.

Yes sir, absolutely.

Just to make sure everybody's got this. If you're listening to this and driving, please don't do anything. Just keep keep listening. But if you can write this down. Thomas T H O M A S at Arias A U R E U S A N A L Y T I C s thomas@arianasanalytics.com or if you're watching this on YouTube, just hover over the QR code on the screen right below Thomas and that'll take you to the LinkedIn profile or you can just go to LinkedIn and search for Thomas Mann M A N N and connect with Thomas and you can learn more about everybody that already trusts Arias within their agency business. Thomas, we, you're right, we could go on for a long, long time about the phenomenal things that are going on. But what excites me more is the future and the things that are going to happen. Those that choose. I was just studying this this morning. When you win or you learn a lesson, AKA lose, it was all because of a choice. And it's all about the choices that we make in business and the future of our business. So I heard you say Android app. I'm envisioning. I'm sitting there in a meeting and a huge meeting and there's multiple people in the room, maybe a networking function, maybe a board meeting out there in the communities and I've got the Arius Android app in my hand. I'm sitting right next to Thomas Mann who I know is a customer and I wanted to check real quick his Centimeter score and I find out sitting there that his centimeter score is 62. I will have that ability right at my fingertips, right?

Yes sir.

Wow. So in addition to that, you mentioned Agency Zoom as an example. The Centimeter score dips down to 59. Can you create a trigger from Donna to Agency Zoom to start an output of messaging automatically via the automation without a human. A human person intervening?

2 Answers Mike. So without a human person intervening. Yes, through our Donna Services backend network. Right. And then on the front end you can create an opportunity out of any of the recommendations I mentioned in Donna. Whether that's coverage lob or a retention risk into Agency Zoom. With a click of a button it's going to pre fill the info and make the card.

Yeah. So again, if you're curious about UI, Donna services, etc. Just connect with Thomas. There's no obligation, just learn more. And you know, the day we stop learning is the day we stop earning. So we want to continue to earn and learn and grow. So I am super, super excited about the future. I'm super excited about the future into 24 and beyond of what Donna is doing and res analytics the team is creating. On behalf of independent insurance everywhere, thank you for all that you're doing well.

And right back at you my friend. Mike, I know known you for a number of years now and we are definitely in that, in that battle together of how can we move this industry forward. I know it's an industry that is near and dear to your heart and mine personally. So it's awesome to be in the. In the opportunities we're in.

It's my passion every day that I get out of bed. My passion is to help the agents grow forward. Because, you know, in working with agents, this may come as a shock to you. We still encounter agencies, say, through the acquisition process that still have paper files.

Good friend of mine and Donna customer, Mike, was recently through the acquisition process telling me quite a tale of digitization. So, yes, sir, I. There's definitely still a need, Mike, for the next. I don't want to even say tech leap forward, Tech baby step forward. Right?

That's right. That's right. But being in the trenches with it operating is the key. And you know, back to the Centimeter score. What kind of data contributes to the Centimeter score? Let me just go ahead and wrap with this.

All of the information that you have operating within your agency contributes to the Centimeter score. I mean, whether it be the emails going around within your agency, the text messages going in and out within your agency, the voicemails, and if you're recording your calls, and all of the operations within your agency management system, I mean, that's just a short list. Is it correct that all of that goes right up into Donna and you guys synthesize it to create the Centimeter Score?

So. Absolutely, Mike, it's. There are some variations to that. It's not a blanket answer, depending on, like you said, if you record your calls, but, you know, if you've got it there for Donna to read, then all of that's factored. Right. Is the short answer.

Additionally, why wouldn't somebody take the information that they're investing in and put it up into the system to give them the greatest chance to win?

In addition, Mike, to all of that you just mentioned, I'll give them a little more. So it's actually over 50 unique points that influence the Centimeter and those predictive models that I mentioned. Right. But all of the touch point data, you know, does Mike usually get six touches from his agency versus how many he had this year? There's additionally loss history, carrier stability. Has Mike requested a remarket every term. Right. So this is. And then that all goes back up, Mike, the Personas I mentioned, and that 5 billion in premium. The machine learning model says. Okay, so a profile of a customer like Mike is going to do this 8 out of 10 times and it will retrain that predictive model until it gets a similar outcome. So that's kind of. We crunch it all for you. We try and give you the best predictor of what that Persona is going to do in the future and give you a real time measure of where they're sitting today.

Using technology to predict your next wins and prevent your next losses.

Bingo.

I think we should wrap with that. What do you think?

I'm good with that, Mike. That's a good spot to clip it over in.

Fantastic. Exactly. And that's what we want. You and I are on a passionate mission to help agents to their next wins and get more wins and prevent and eliminate the losses where possible. And you guys are doing it through the tech platform that you guys have created. And I know you're just getting started. So you alluded just a few of the things that are happening, great things that are happening. And that's what I continue to hear about. That's what drives me to get people like Thomas Mann on the podcast so that agents everywhere can learn about what's going on. Because awareness is huge. We just want to make you aware what your choice is, is completely yours. So if you want to learn more again about Arus analytics, please connect with Thomas mann. He's on LinkedIn. That's Thomas Man M a n n T H O T H O M a s man M a n N I I spelled that out because I need that sometimes. And then Thomas at Arias Analytics. T H O M a s at a U R E U S a N a L y t I c s.com thomas@arias Analytics. You can reach out to him there or if you're watching this on YouTube, just hover over the QR code below his name and you can connect there. So, Thomas man, thank you. Thank you, my friend.

Mike, always a pleasure. Thanks for having me.

No, you're welcome. And I can't wait to learn more. I can't wait to watch your incredible platform evolve. Help more agents. And we'll have to check back very soon to find out the latest in your evolution.

Awesome. Thanks, Mike.

All right, everybody. Hey, if this is your first time on the podcast, welcome. My name is Mike Strom, so I'm widely recognized as a leading author, speaker and coach for the independent insurance agency industry. You can learn more about myself, my team and what we do to help agents @unstoppable profit producer.com if you're attended in in if you're interested in attending one of our virtual events to to grow your business, create wealth and have more freedom and learn all of the money making strategies that We've developed over 35 years as a proud independent insurance agent 100% of the time. No knock, Thomas. Please Visit us at uppfaststart.com uppfaststart.com Everything that we do is designed to share with you again all of our best money making strategies to help you grow your agency, create wealth so you too can have more freedom to live life on your own terms. And again, if this is your first time, please go to Unstoppable Profit podcast. Go up to the top, make sure you click subscribe so you don't miss one valuable episode. And if you got great value out of today's podcast again, please share unstoppable profit podcast.com with everybody that you care about. Another agent, another business entrepreneur, please share with them so they can continue to learn, so we can all continue to predictively grow and win more. And of course, our podcast is out there on all the channels. Apple Podcasts, Spotify, Stitcher, our YouTube channel, Amazon and more. So we want to be out there for you, to help you, to support you, to grow your agency business. So again, thank you for joining us today. Thomas Mann. Thank you sir.

My a pleasure. Thank you my friend.

My pleasure. Give our best to your team. A very happy and joyous holiday season to you and everybody else and a happy new year as well.

Thanks, Mike.

All right, everybody, get out there, make a difference, Be unstoppable, leave no regrets. And remember, it's the choices that we make that lead to our next wins or next lessons. Make the right choice. Go big or go home. We'll see you on the next episode.

Can't get enough of the Unstoppable Profit podcast. Come join our next live three day boot camp in warm, beautiful San Diego. Invest in your ticket today at bunstoppable boot camp.com that's be unstoppable boot camp dot com.