Episode 292: 70% FREE Time Efficiency for Your Team with Carl Ziade of Gaya.ai

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.

Hey. I wanted to start off the podcast today with a quick story, and it's a story about the years as a proud independent insurance agent when we learn to embrace technology and we learn to embrace the next levels of technology. And it just kept getting better. We started getting more efficient. It freed us up to sell more policies, which caused the agency to grow exponentially. But as of late, there's people out there in the industry who try to take control and tell agents what to do. But last time I checked, we're independent insurance agents that we work for the customer first. We're not beholden to any company. We work for the customer first to make sure that we provide them the best value for their insurance dollar. Part of that value is their time, the customer's or the prospect's time. And so I've learned, if we want things to change, we've got to change. Because if we're willing to change, everything will change for us. And that's why I'm proud today to have Carl Ziotti from Gaia on the podcast. Hey, Carl.

Thank you, Mike. Hi. How's it going?

Great. How are you doing?

Great. I'm excited for this one.

Yeah, I'm excited for this one, too, because that change is a change in the way that agents are doing business with Carl's technology. And the theme for this year on the podcast is all about technology, Automation, technology, AI and everything that's coming at us faster than people can sometimes handle. So I want to be the one that comes to the table and brings you the latest in technology, automation, AI, et cetera, that actually works to let you know a little bit about who Carl is. When we met a couple of years ago, I found out that he was a computer scientist.

So anyway, I thought, very cool. And he's working in technology within the industry. So, Carl, where'd you come from? Tell us a little bit about your background and how you got to the point you are today, for sure.

I grew up in Beirut in Lebanon. I did my computer engineering over there. I come from a family of3. The three of us are engineers, and I worked in tech for a while right after graduation, worked in management consulting as well, advise advising private equity funds and the likes. And then in 2019, I went to business school in the U.S. that was my entry point to the United States. I went for Stanford and that's where I met my co founder, Jean Pierre. And we decided to build something together. We had no idea what, we didn't have a clue what the problem would be. And so we started a car sharing marketplace that's similar to Turo and Getaround, or the Airbnb of cars, if you will. And then we pivoted into car loan refinancing through insurance agents because consumers don't shop for their insurance, they don't shop for car loans, they shop only for their insurance. But actually their car loans can be really, really reduced if they were to shop them properly. Anyways, that also didn't go well and we pivoted two years and three months ago into Gaia AI, which is what we're about to talk about, which is AI to streamline insurance brokers workflows. So that's what fantastic.

Well, hey, you know, some of the greatest companies on the planet didn't smart start on the smooth road, right?

There was a bumpy road and like we were talking about before we started, right. You never lose.

Yeah.

You either win or learn or learn and you learn some lessons, but that's maybe who you become. And so kudos to you for sticking through the lessons. And now you've got something very special to help agents. So take us through Gaia and you know, what does it do? Very basic information about, you know, how does it help an independent insurance agency who might be trying to juggle five to seven carriers, whether it be personal lines or commercial lines, to get to the end product, which might be a quote, proposal to present to sell for sure.

So Gala is here to solve the problem of redundant data entry. This industry is plagued with so many disjointed systems. As an insurance agent or broker, you have to fill so many carrier portal to just get a price point that relates to the coverages of different carriers. And to do that you have to fill the same information again, again and again. And that's a lot of time wasted or time spent. But.

And we all have the same 24, 7. Right?

For sure. Not. I mean the bots don't have that. They are. But I do recall one of the podcasts you did with Mike Fusco that was a funn on where you were kind of talking about healthcare for bots. And that was a good one, I think it was a year ago, right?

Yeah, it was actually about a year and a half ago. Yeah.

So yeah, that's the problem we're solving. How are we solving it? We built a very lightweight browser extension that anyone can find on Microsoft Edge or Google Chrome Store. And once you install it, it will allow you to super copy and super paste. And what does it mean? It means you can extract information from anywhere. Any declaration page, any rate, or any carrier, portal, any ams. It can literally extract stuff. So that's the super copy part. And once it's super copied, that data is only stored on your browser. Think of it as a cache or a cookie. It's not really a cache or not a cookie. It's more like a browser storage unit where data is saved locally on your browser. And then whenever you go to the place where you expect to fill a form, you can just click on a button called super paste and that information will just drop instantaneously. Think of it as a Google autofill on steroids. When you're booking a flight online and you get your name, last name, date of birth, email, phone number, address, all pre filled by Google, that's exactly it. But it's actually pre filling whatever you're loading into it. And in that case it's the insured information. That guy has super copy, super based. And that's what people have to know. Of course the back end of it is a ton of AI LLMs, computer vision, but that's where it gets. If I were to talk about them, it would be just enumerating buzzwords. And that doesn't matter. What matters is we take away redundant time spent injecting carrier portals.

You just gave us a whole lot to talk about. So thank you for that, Carl, and thank you for what you're doing. But the bottom line is it's a super copy product that remembers the data, it's there. And so you're just like click, click, boom, boom, done type thing.

Yeah. Instead of the one to one thing. Right. You copy one field, you paste another field, you copy one field, you paste it in another page. With Gaia you can just extract everything in once. And then whenever you go to paste, let's say you have 20 fields in front of you that you're supposed to fill, including dropdowns and checkboxes and input fields. Gaia will just boom, boom, boom and pre fill it for you. Just like Google autofill.

Awesome. So if you've got something within a system, like an agency management system, a comparative rater, a CRM or some carrier system. Your product can just take all of that data very, very quickly, copy it, and you can move it over to the other system and paste it there. And they're done.

Exactly. And you can also upload napkin sheets, like handwritten napkin sheets. You can upload declaration pages, you can upload Accords. And then when you super paste, you just log into any carrier you want, any carrier whatsoever. You go into it and then you're expected to fill some fields. You click on the super paste and guy will fill it for you. It's a human in the loop. So it's the insurance agent or account rep or CSR that's there to drive Gaia. We're not here to replace what you do or to change your behavior as an agent. We are very lightweight. We're here to supercharge what you used to do. You used to copy and paste manually. Continue doing that, but a bit faster. And that's it, that's the pitch. And the last thing is that we do quoting on personal lines and commercial line. And we also can paste into PDFs. So think about your Accords, your supplemental apps. Gaia can also pre fill PDFs as well.

I've heard that. Because I'm familiar with agents who use your product and they are singing the praises of the fact that it just you paste and it fills it out.

Mike, the product wouldn't exist without your generous backing in terms of opening your mastermind groups to me two years ago for me to just go and listen to the problems. And if it weren't to that mentorship, we wouldn't have been able to deliver a product that solves a real pain point instead of just putting together a bunch of vitamins. So thank you, man.

Well, you showed up. Thank you. It's a mutual win, win. And speaking of that interlude, I will never forget one of our members who was in the room and I believe he said to you and big guy too, right?

Oh my God, yeah, Shane.

Do you remember him? Anyway, so he comes up and he's asking Carl, so tell me about what your product does. And Carl tells him. And I could see it in his eyes. His eyes start getting bigger and he's happier and he's seeing the light, right? And right at the end he goes, can I give you a hug?

So he was so happy about all the time and I don't know if you know the backstory of this.

So he took that knowledge back to his agency and started using that knowledge and other things that he was learning the following year grew 31% and 31% of that organic growth was fueled. Okay with the DOM, the niches that he chose to dominate. But he was using all this back end technology and new knowledge in that and so happy for him. And now he's just restructured his life in a good way. He's living life on his own terms. So you probably don't know that either.

No, I don't know that first part. But I do know that he's one of the smartest agents that I met. Like he's like, his hiring practices are so good. He doesn't just hire great agents, he hire great relationship builders, great keepers, like people that are. So I'm familiar with his practices as well. So I think that.

It'S not fair to attribute his results to just the tech. It's really his mindset, the processes, the relationships he built. Good guy.

Yep. So let's get back to it. So super copy and paste product built on AI and backend technology by Carl, who's a graduate of Stanford. Computer scientist and his team that builds this. But you know, I heard you mention AI, which is a buzzword. Lm, I think I know what you're talking about. You're talking about a language model. Yep, yep. So that's, that's a term explain to everybody out there because look, they won't, they may not admit it, but there's a lot of agents that would hear LLM or lm, they don't know what it is. Explain that just a little bit.

Yeah. For those who don't understand it yet, what I would say is everyone is talking about chat GPT and that's like a chat with something that's very smart and that's something very smart. They call it a very large language model, which means that it's something that has been trained on the corpus of data that's available on the Internet. What it does, it's very smart enough to autocomplete everything. If you ask it a question, it will go through the knowledge of the world and try to come up to you with an answer. Just now, myself now using my brain to answer your question. It's not like I thought about it and I really structured. As I start answering you, words are coming out through my mouth to answer you that question. And that's exactly what an LLM does. It's really a master transformer that can auto complete words using probabilistic estimation of what the next word should be. And this technology, why is it so special today and why people are calling It a paradigm shift because when you look at it, it has, it has the ability to drop the marginal cost of intelligence down to zero. The Internet brought the marginal cost of distribution to zero. Before that, it was very costly to spread knowledge, you have to print it out and spread it out and email it out. With the Internet, everyone now can see knowledge and information on their phone for free. That's the Internet's output. Now the LLM output is that intelligence has dropped to zero. Today you rarely people are hiring bloggers anymore because ChatGPT is blogging for free. And soon, rarely people will be hiring software engineers because software engineers can be coding almost for free. So that's really like what LLMs do. No need to get into the details of it. I mean no one knows how a car work yet you drive a car. You don't need to know exactly how it works. What you need to know is that it's an intelligent tool that can help you extract documents, information from documents, synthesize knowledge, come draft content for you, think with you about risks and coverages and compare policies and draft proposals. And in the case of Gaia, we use it to niche it down more to your needs because you cannot use it yourself directly to start copying and paste pasting. But what you can do is come to a tool like Gaia that is built on the shoulder of the giants that will deliver on that very niche application that only insurance agencies, which is that is 50,000 independent agencies, 40,000 in the country that can use it, not someone that's in the supply chain industry can use Gaia. It's only the 40,000 independent agencies that can be using Gaia.

Got it. Well, thank you for the education and I hope that made sense to everybody out there. It really is simpler than one might think. And do you think people should fear technology and everything that's coming at us?

Do you think what, sorry, people should.

Fear all the technology changes and automation and AI that's coming at us?

I've been hearing some posts about people fearing losing their jobs. I don't think so. I think it's going to make the job much more beautiful and much more caring oriented today. Rarely any agent has any time to truly care for their clients because there is so many paperwork to historically, so many paperwork to push now, so many data to enter in. Right. We replaced paperwork filing with data to be entered. And that's still a lot of low cognitive work that is not care oriented but it's actually process oriented. And so that is going to take away that work so that you can focus on the client, what they want, advise them calmly, comfortably, and not fear not being able to close them on time so you can get a nice paycheck. And so it's gonna just make the industry as a whole much more, you know, productive. And by productive doesn't mean that it needs less payroll and less humans. No, the humans will stay there. Actually, it's an industry struggling with staffing, isn't it like 100 and so if any case, in any case, you guys are short on talents and so it's just gonna be leapfrog that problem and it's gonna help you do more with what you have, but doesn't mean cut down on what you have and keep doing the same. There's no agency that I met, big or small, that has started firing people left and right because AI is there and there will not be. That will be my bet.

I 100% agree. Technology, automation, AI is all there to support you, to help you be better and faster at what you do.

But that's what I would say in terms of fear. I think some agencies should fear being taken too fast by this wave. What do I mean by that? You cannot just keep introducing all these tools that are popping up every day. And that's kind of will shoot me in the foot a bit. Right, well.

And so when you think about it, you need to introduce technology to make sure to oil up your process. But it always starts with a process. And I said it on another podcast, people are used to those statement of culture. It's strategy. Culture eats strategy for breakfast, right? Process eats technology for breakfast too. You need to have a great process. And that's not something me, as Carl Zad is saying, that's what Elon Musk said. You have to always have a process where you don't have redundant parts in it or stuff that are useless. Take them out. And then you layer in automation and technology to make sure your process is well oiled. So for people who just get excited about shiny objects, you're hurting yourself and most importantly, your team, who will develop with time a fatigue to trying new stuff. That's what I would fear because it's moving so fast. People have to be very calmly selecting the process and what layer of technology will help them improve and be thoughtful about it. And that's why every agency we meet, we actually push them. Many agencies, we tell them, you guys need to figure out the process first, come back to us in two months, we connect them with an automation consultant. That and there's an abundance of Them that are great, who have them out and then they come back to layer in the right piece of technology. It's just a win win if they approach it calmly versus just being excited about the new wave.

So a bit of planning is necessary. Yeah, because. Because I'm a fire ready, aim personality and I've always been that way and I don't think that's going to change. But I also know that I've had more achievement and success when I put other smart people around me maybe that play to my weaknesses and say, Mike, let's think about this for a minute. Make sure that we strategically set our if we will tech stack. And that's what you guys are. You are part of that strategically thought out plan that's going to make us more efficient, that's not going to replace our people, but it's going to support our people to get more done more quickly, which, which raises the customer satisfaction bar, which is what we aim to do.

Exactly.

So let's think about an agency that you work with and maybe think about one in the last month or so or two months where it was a really good experience and you helped them do some things that they weren't able to previously do in a great way and they were like super grateful for it. Tell us about that story.

Yeah. So there's a couple of agencies that come to mind that I can fairly attribute that Gaia has changed their operations and now we also run something we call It's a test that Ryan Ellis, I think it's called, his name is I forgot who. But it's a product market fit test that says run a survey and ask people if we were to take away the product. So if we were to take away Gaia today, tomorrow guy has to show.

Like something from their tech stack.

Yeah, yeah, yeah.

Something from the agency's tech stack. Asking. Asking the team members.

Yeah, yeah. Like someone in the agency would ask their team members, if you were to take Gaia away.

What would you do? How disappointed are you? And rate it down. And in these agencies they ranked it as super highly disappointed. And so that's a test that we've run and that we've ranked so high on it. That felt very clear to us that we have reached product market fit. But in any case, this is too much tech jargon. Let's get back to your question. There's a couple of agencies whose workflows were oriented towards filling a PDF with the quote sheet and then going to fill the comparative raters and then going to fill the carriers that don't bridge out of comparative rater. Slight Erie Pure like Foremost Star, American Modern and so many others in different states. I know Travelers and Colorado are not returning rates on the rater. And so what this agency started doing is all right, they start taking their quotes on the, with the PDF, the quote sheets, they start filling it out, they upload it to Gaia, 10 seconds later, Gaia parses it out in a beautiful way. And then they go to PL rater or easylinks, they click on the Gaia extension and then start super pasting that knowledge page by page. And instead of having to key it in and the process used to take them 10 minutes to fill the rater, now it takes them two minutes. And then after they finish that, they go to the carriers that do not bridge out of PL rater and continue filling it. These guys report to us that they have decreased the time it takes to quote by 70%. And that's major. That's major because these guys now are able to serve more clients, grow more. And also for the clients that they are serving, they are being more truthful. Everyone knows that so many agencies, because they don't have time, they just return. When they think of renewals, they, they would renew, they would look at renewing the folks that have a 30% rate increase because they don't have so much time, so much staff members to record Those that have 10% rate increase, but they would like it, but they don't have the time for those that have 30%. So many agencies just limit themselves at looking at what the raters show them in terms of new pricing. But everyone knows that that's called RC1 right on the personal line and that's not really reflective of the price. And so to bridge to the carriers and then do the entire thing, that's a lot of time, a lot of minutes spent and that's what people don't do today. But now with a tool like people are doing a lot of remarketing, they feel much better about serving their clients, they feel much more confident, much more competitive, etc. And so these are like a couple of agencies that we've worked with that we are really powering their new business and remarketing workflows. For remarketing, one of them would download the Hoxoft generated deck page, which is the AL3 rendering of whatever Ivan sent to Hogsoft. Similarly, the agency would download the MS.360 generated deck view. It's like a green button on the left hand side of AMC 60. Some other download the applied EPIC generated deck, page view or policy summary, upload it to Gaia, Gaia parses it out and then Gaia and then with Gaia, they go to work. Gaia is not a sequence of bots that will go and return rates for you. No, Gaia is a tool that as you go to the carrier portal, you start super pasting. But yeah, the results overwhelmingly state that it's 60 to 70% productivity increase. Agency VA ran a pilot with us, they reported 80% productivity increase.

Virtual intelligence also report super high productivity increase. And the guys keep referring us to, to us. A lot of great clients we've had. Now we are with 150 agencies across our time. We've had like seven agencies churn. Three of them have returned to Gaia because their agents are like, hey guys, we need it back. It's like, you know, we can't. Like, we're now used to not filling the stuff manually. We have to have it back. And so although these agencies ran through some financial hiccups where they needed to cut down on cost, they eventually came back and that's a great sign that we're actually solving for a big problem.

Yeah, and I know that you mentioned, and I'm not going to name names here just for privacy purposes, but you're now engaged with some very large agency organizations because they see the value.

For it. Go ahead.

We engage with one of the top three brokers in the country and we engage also with a lot of regional brokers and that's thanks to the partnership with Broker Tech Ventures, which I send them. Some kudos to all these interactions, but predominantly we're trying to grow still in the independent agency channel for two reasons. One, it's very selfishly I stated the sales cycle is much better with an agency owner. You can meet them on the first call, you can close on the next call. With a large brokerage, good luck closing them within six months. That's one. Two. Feedback. You get so much feedback living with agents because they are business owners. They want you to succeed, they cheer for us. And so it's much nicer business built on the long tail of 40,000 independent agencies out there. Sure, the contract is bigger with the brokers, but also the access to the truth is limited. You can't just go and call on all the users suddenly at the brokerage you need to go through the headmasters who will filter out the feedback. And whenever the feedback is filtered, you lose all the essence. So that's the beauty of being focused on independent agents. Channel.

Yeah. And I only bring that up because I want everybody to be aware out there. You said there's somewhere between 32 and 40,000 independent insurance agencies out there, and our goal is to help everybody. Okay? And so these bigger agencies, they're looking at this technology like Gaia, which is very smart of them because they want to become more efficient, because they know they have gaps and holes. But I wanted to bring that up because they're paying attention, because they want to get bigger and better. So Will Rogers said, as you know, Carl, if you just sit there, you're going to get run over. And we don't want anybody to get run over. So we want to make everybody aware of technology like Gaia so that they can, you know, not get run over and continue to lead the pack. So, you know, if it makes sense, great. There's a lot of agencies that are having a lot of success, a lot more efficiency. What used to take 10 minutes now takes two minutes. It's saving 70% of time to do things in the agency business, which is if you have 2,000 clients and you have. Let me think about this. Probably three, maybe two or three account managers that are handling this, their time just got cut.

70%, and now they're freed up to do other things, like talking to people about their insurance program. How awesome is that? Plus, you can push this down, which I'm a big advocate of, you can start pushing activities down to the lowest level. Because you said a lot of smart agencies that have embraced VAS and processors, they're having the VAS and processors do all of this, not only for new business and for renewals, but they're able to output it so fast, the efficiency is great and everybody's happier and more productive. Is that accurate?

Absolutely accurate. And I would add to it that with higher efficiencies means higher multiples, and everyone knows that this is an industry that is very soon have a major transition and transfer of who's owning what. Carrie Wallace keeps telling me this. I mean, everyone should be aware that whenever they have the VA's and the AI and automation in place, the value of the agency is bigger. So it's not just about, you know, making sure you're efficient for your bottom line, but it's also for your valuation. That's also what I would add.

Well, I mean, Carl, we're just trying to make this as valuable as it can be. Right?

I love it.

So this is somebody's agency and we're just trying to keep polishing that diamond, baby.

Yep.

Make it more Brilliant, valuable. So. And you're doing that. So your acre of diamonds and everything that you would ever want is right before you in your own acre of diamonds.

I hear that's a true one. They told me.

Absolutely.

Just because we kept polishing it by embracing technology and automation and change.

And for those of you who are listening and can't see the podcast right now, I've got in my hand a diamond. And it's a big diamond and it's very brilliant and shiny. Imagine that's your agency. You just got to keep polishing the diamond. So what we were just talking about is part of how you polish the diamond. And Carl was saying, you know, there's people out there that support this improved efficiency because it makes that diamond more valuable. According to, you know, industry people like Kerry Wallace who, who share what an agency's worth. I mean, that's what we're all working so hard for.

Sure. Especially California agents, by the way, with all this stuff. Home market in California.

Right.

So many new portals are popping up that requires filling from scratch and really agencies have been embracing Gaia a lot to help with that.

Yeah, yeah. So anyway, well, thank you, thank you for sharing everything that's going on at Gaia. If somebody here is listening and they want to learn more about what's going on at Gaia and how Gaia might be able to help their agency, what should they do?

They can first look at the website Gaia AI where there is a two minute video that's pretty, pretty fast, maybe too fast frankly. So for some of you that didn't get it, no worries. Just book some time by clicking on the get started button. You'll be straight into my calendar and you can directly book a time with me where we can get to know each other, get to know your process, your agency, your workflows, your carriers and everything and just see if there is a fit and whether we can solve a deep problem for you. And if it's just a nice to have, I always like, I'm very honest about recommending not to do it. If it's a major pain problem, I always push forward for it. So that's what they can do. Also there is the blogs that we have. Under the blogs there is a guide section where you can go and experience Gaia yourself through some video, experiential videos we call them, where you can click on different on Gaia on top of a website and start pasting and just get a feel of it. That's what they can do to learn more about Gaia and other than this, please feel to reach out if you want to just have a conversation. My email is C A R L Carl Gaia AI. G A Y A dot A I.

And that's the website. G A Y AI. You just go there. There's a two minute video. I've seen it myself multiple times. You said up on the top there's a link to click to your calendar. Okay, cool. You can set up some time. Talk to Carl. You can reach out to him via email. Carl.

AI.

Great.

One thing I want to add that I just remembered, when it comes to adopting AI technology in particular.

In the beginning we were like, yeah, let's launch the entire team. So we bring 10 users on board, et cetera. And then we realized that that's a major pain point for the agency to adopt because in every company you're going to have enthusiastic people and then naysayers that are like, yeah, no, I prefer doing it the previous method or the old way. And so what we started doing now is we just open the gates for two users, we onboard them really well, make sure they become champions, and then with their help, we scale it out or roll it out into the entire other agency. And so that has been, you know, progressive, gradual rollouts are the best approach. And that's one of the things I should have mentioned as one of the questions as part of one of the questions you asked before.

That's fantastic. So there might be naysayers on the team, but we avoid the naysayers and go to the nay players.

And let them get used to it and reap the benefits of the technology in the agency. And the nay players go to the naysayers and say, you're being foolish, you need to get on board.

Exactly. I always like, you're a great storyteller, Mike.

You know, facts. And this is for Raphael, by the way. Raphael is Carl's son. And, you know, not only is a great man, you know, a technology guy who understands that he's a computer scientist for good grief. But when I first met Carl, Carl's a great man, he's a great human being. And Carl didn't want to talk about business when we first met. Carl wanted to get to know me and he really just wanted to build the relationship first. And that was most important. And that told me everything I needed to know about Carl Ziotti. And then that happened to be about the time that Rafael was born. And now Raphael's grown up, he's running around the house, albeit he's not quite yet 2 but he's getting ready to take over the house sometime in the future.

You have, like, two and a half already.

Well, we wish you the best with Raphael and your pursuit of Rafael. But, yeah, I mean, Carl just wants to help people is the bottom line. And like you said earlier, if it's not a fit, it's not a fit. I'm going to tell you so. But, you know, for those who are.

Nay players, I'm not Mother Teresa, though. Like, you know, get it straight. I mean, I'm about helping people by making sure we build a great company as well. So I want to. That as well.

Yeah, yeah. No, no, no. I. I get that. And that's not what I'm trying to say, but, you know, you're just honest is the bottom line.

Sure.

So anyway, but.

And that.

I love that strategy, by the way. You know, just go to the two nay players in the organization who get it, who are willing to embrace change, and they understand how they can save something that takes 10 minutes, now takes two minutes. So they're saving eight minutes. Multiplied. Multiplied. Multiplied. Times their day, times their week, times their month. 70% of their time is saved. I mean, the nay players get it.

Do you know which radio channel the nay players go to every day?

The one channel.

Radio channel. No, wiifm.

Aha.

Aha.

It's playing in their head all the time anyway.

What's in it for me? Right?

That's what's in it for me, baby.

I was observing that this morning, and there's multiple people, they're playing their favorite radio station, and it is what it is, man.

Yeah. All you want is the nay players to influence the naysayers to log into the same channel. That's it.

Boom. I think we're going to end it on that, because I heard Rafael, he's saying, hey, dad, what's up, man? I'm a native player. I'm ready to go.

He is ready to go.

All right.

Awesome.

Carl, thank you. Thank you for joining us. And hang tight for just a minute. I got one last thing to add at the end, but thank you for helping agents everywhere nationally get up to date on the latest technology to make them more efficient. Bottom line. And ultimately, when you improve your efficiency, you improve your profitability, and that's the goal. So thank you, Carl, for how you're doing. I continue to admire your expansion and your advancement on how you're doing things. So keep it up, brother.

Thank you, man.

All right, everybody. Hey, thank you for joining us on this episode of the Unstoppable. Profit Podcast. If this is your first time on the podcast, welcome. My name is Mike Stromso. I'm widely recognized as a leading author, speaker and coach for the independent insurance agency business. You can learn more about what we do@upplife.com everything that we teach, everything that we share is all designed to help agents grow their business, create wealth and have more freedom so they can live life on their own terms. All developed in over 35 years in our own independent insurance agency's business. And again, if you enjoyed this episode of the podcast, please go to Unstoppable Profit Podcast. Go up to the top, click subscribe so you don't miss one valuable episode. And more importantly, if you got great value, please share unstoppableprofitpodcast.com with anybody that you know so they can also learn about this not only amazing technology from Carl and Gaia, but everything going on to grow your agency business, create wealth so you can have more freedom. Carl again, thank you. Take care of my friend and I will see you somewhere soon I'm sure. And for everybody else out there, keep winning everybody. I'll see you on the next episode.

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