Episode 94: What You Don’t Know Will Cost You Millions

Welcome to the Unstoppable Profit podcast. Wherever you are today, if you're starting with nothing or are 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 Stromso.

Hey, everybody, it's Mike Stromco coming to you live from the Living Agency Laboratory. I am excited about our next episode in the Unstoppable for Profit podcast and I'm here with Ron Schroyer. Ron, welcome.

Hey, thanks Mike, for having me. I'm looking forward to the conversation today.

Yeah, me too. And I can't wait to dig in and find out the amazing things that you guys have going on. I know quite a bit because we are in conversations for our own agency with your product. The more I learn about it, the more it excites me. So. So I want to make sure that we get as much information in the hands of the people that are either listening to this and or watching it so they too can grow their business and get to the next. So thanks again for spending some time today.

You're welcome. And we look forward to it.

Yeah. So before we get into the nitty gritty, tell us a little bit about yourself. Where'd you come from? Who are you?

Yeah, yeah. So I mean, how far do we want to go back? So I'll give you a quick snapshot of life. I was a navy brat growing up. So I mean my, you know, my dad was in Navy 31 years. Then he spent another 17, 18 with the VA. So always been involved with the government, military kind of life. Born in California, bounced around and ultimately settled south of Pittsburgh where both of my mother and father are from. Been there for about 25 years now at this point from there. So I live about 20 minutes north of the city, got two kids, four year old, one year old little girl and boy. And they're entertaining and they have aged me appropriately over the last 12 months with COVID So it's been a fun ride on that side, but from a career perspective, it's been awesome. The first 15 years of my career, a lot of sales organizations that focused on technologies, professional services on that side with it. And in roughly 2013, I ran into a non compete issue with the company that I joined. And the last company I actually had to leave that company because of it. I'd say leave, I got fired on that end. And so like a lot of people, when they get into this insurance industry, they kind of fall into it so I had the opportunity. Gentleman reached out to me in Pittsburgh, said I Huntington Insurance is looking at bringing on producers that are from outside of the industry that have a good kind of sales expertise on that end, but just teach them the technical part of insurance. So I was an EB producer at that point. That's right in the middle of ACA when that popped up. So that was fun and entertaining, but on top of that, kind of trying to cut your teeth on learning that part of the industry through all of that chaos. It was fun, but I had a blast. I mean we were working through a lot of kind of mid sized companies, 100 plus employees on that and was the focus they wanted us to get into. But you know, as we're starting to kind of work through and build these strategies for benefit plans and all the ancillary stuff that they were doing, I started to notice like a kind of a little bit of a shortfall as far as access to resources from a sales perspective, from an account management perspective, but also just how to operate the business. And you know, all the technologies were starting to get a little bit antiquated. There wasn't anything that was sexy that was out there to be able to utilize. So the gentleman who recruited me to go to work for Huntington used to be the former head of global sales for Aon and then Sedgwick as well. So big jobs. He rings me up and he says, Ron, you know, I know you're doing good at Huntington and everything else too. He said, but you got this technology background and now you got a little bit of insurance domain knowledge on this side. He said, why don't you come work for me? There's a cool company called Risk Match that a guy who I worked with, his name was Kabir Syed, he just started and Kabir was the architect of Marsh's internal analytics platform called MarketConnect.

You think of Marsh, I mean, they're one of the top three in the world on this side. So he built this platform that basically just took all the different data points that Marsh had when you looked at clients, industries, carriers, commissions, intermediaries and all this other stuff, and made it just easy for me as an executive to go in and look how much premium am I trading with Travelers with? What's our average commission on commercial auto policies? Across 35 million in premium and within a few clicks get that answer. So Kabir took that idea, replicated it and built Risk Match for the middle market agents and brokers out in the industry. So I was like, hey, this is perfect. I mean it's sales, it's new age, kind of the early stage of insurtech. So this is like 2015. And it was really interesting then. So I didn't even hesitate. I had a interview Friday evening. I was getting ready to go to a Pittsburgh Pirate baseball game with a couple buddies and my wife and I had an interview. Pat calls me like, you know, 30 minutes after the interview. He said, you got the job, here's your offer, you win. And I didn't even hesitate. I was, I had no, no clue about Kabir, the company. I just jumped in both feet.

Let's go.

And it was awesome. So we built that company and then ultimately we were acquired by Vertafore. But it was just such a unique spot time in the industry where there was this shift to realize, oh man, we're falling well behind a lot of the larger industries. We got to do something and we worked with some of the great clients. Got acquired by Vertafore in April 2017. I spent another two and a half years with Vertafore after that acquisition. Had a phenomenal experience there. But it was just time for me to take a look at, hey, what's next? I was an individual sales producer at Risk Match, but I was ready to take on kind of a bigger role as far as within an organization that's scaling. So along comes, I get a nod about Aureus in summer of 2019. And I loved what Arius was doing with data because if I look back to Risk Match, we were kind of held within what was in the agency management system, client policy level details. Let's just play with that. Arius takes it a few steps further and I'll give you a little background on Arius. They started in 2013, still have a huge operation in India. We work with some of the largest insurance carriers in the world like AXA, Allianz, Transamerica and so on. Processed 60 plus million policies of data. But the unique thing about Arias is we're so worried and concerned about what's happening with the end customer. So whether if it's a carrier that's writing the business direct, whether it's an agency that's writing business on behalf of that customer, trading through relationships. We can use data from the agency management system, data from voice CRM systems, customer testimonials, surveys, and we're able to bring in all this wonderful information because the most important thing in the entire value chain of insurance is the customer, right from, from an agency perspective, from a carrier, without that like $1 premium. Yeah. I mean, and we're able to give agencies now and carriers insight to, hey, what are my customers most likely to do next?

Right.

And you can kind of equate it to like when you look at Amazon, I mean, the first time you go into Amazon, you start searching, you start buying, they start learning all these different behaviors of what you're doing. So the next time you log in, things are like prepackaged for you, ready to go, like, hey, you should buy this because you bought these other things. And that's ultimately what we're getting to. And it's awesome. So we took that technology and Frank Sentner, who's on our board as well at Arias. And Frank's like a legend. He's the godfather of insurtech. He took me to the board meeting where I had to present my business case because we worked with carriers before. And Frank and I are sitting there talking and we start talking about the Independent Agent channel. That's all I worked with primarily. He's obviously a legend in the IH channel standpoint. So we started kind of nodding to Anya Rog, who's the CEO and co founder. Hey, we should think about building out a product for the IA channel here. So fast forward a few months, I take the job, we get Chris Paradiso, which, you know, well, I mean, Chris is the man. I mean he's like family to us, but he is so well connected into the industry to knowing kind of what's next, how can we evolve and do this? And Chris writes Frank's business on that side. So Frank goes, hey Chris, could we borrow some data to start playing with?

And of course Chris was like, yeah, absolutely, let's do this. I love the idea. So we started manually, like pulling some of Chris's data and started showing him some insights from what we're able to provide as a company from like all the past historical stuff. But we also bring in like third party data. So manually we showed Chris, hey, you have these clients that right now have registered mobile homes with you that are no longer at their location. And oh, by the way, here's these clients of yours that have these specific behaviors that are high likelihood of varying risks. And Kris is like, this is amazing. So finally we get to the point in January we're like, there's going to be a product specifically for the Independent Agency channel. And we put our flag in the ground, said we're going to go after this. And we named this product called Donna. So January 2020, we start developing, we launch it in April End of April, early May of 2020. And it's been an amazing ride to this point because we're in a point of a scaling company. We use that information from Chris to replicate now we've got a bunch of integrations that we're working through right now and that we already have established with agency management system vendors. And we're just incredibly excited as far as the trajectory of what we're doing and how we're helping independent agents do more with their data, but also service their clients better, too.

Fantastic. Well, thank you for all you're doing. Speaking of Amazon, just really quickly, have you heard the story about Bezos and his early days at Amazon?

I've heard a few.

So just for everybody that might be watching or listening to recap that particular situation, the story that I heard Bezos was in with the board of directors and in the early days of Amazon, Bezos had the vision, right? Including the AI aspect, including the technology to be able to follow people's wants and desires. Right. And so the board of directors is going, you're out of control. The spending. We got to do something about these expenses and so forth. He goes, look, it's part of how we're going to get to where we're going. I know where we're going. From a vision standpoint, I need to know if you guys are behind me or not. And they're going, we gotta do something about these expenses. He goes, look, I'm going to stay on the same path and I need you to have my back. If you don't have my back, I'll leave and go do something else. What do you want me to do?

Okay. And obviously the rest is history, right?

Visionaries like that, I mean, it's incredible. And it kind of goes like I was mentioning earlier too, with the shift kind of in the industry. You look back five years to where we are now, there's a ton of work everybody has to do, of course, but I think everybody's kind of in that same trajectory and has that same vision of what it needs to be to allow agencies to interact better with their clients, to interact better with their carriers, to understand opportunities for growth in the business and make it easy to do that. And that's what a lot of our partner integration companies are doing. Like, everybody is so good in their specific niche. So I look at, like Tarmica doing the small commercial rating platform on that end. You look at Agency Zoom, Better Agency Rocket referrals, Lightspeed, Cotter Group. There's so many awesome technologies out there. But it's focused on, hey, can we help you, the agent, do your job better? Can we help you be efficient when you're servicing your clients? But just can we help you grow? Can we help you sustain on it? So, I mean, it's awesome. Such a good time to be in this industry.

Thank you for all you guys are doing. So let's talk about maybe the 5,000 foot level item, AI.

Yep, go ahead.

And for anybody that's listening or watching out there, and they may not super familiar with what AI is yet, albeit I'll suggest they are, because everybody that I talk to, they've got an idea what they think AI is.

Yeah, exactly. So I mentioned earlier the importance of having large chunks of data and you talked about Amazon. I mean that's how they're learning across everything and just get better and better at what they're doing. Because AI stands for artificial intelligence. And basically what it is is just a giant brain in the background that takes a look at all these different data points and helps make sense of kind of trends that are going on and be able to point you in the direction of what's most likely to happen because of what's happened in the past. And we use AI every single day with our carrier partners, with our new Donna product. And basically what it does is every single time something happens in our system, because I mentioned all the different data points we pull in. So once transactions start to come through an agency management system, it's reflected in ours and our back end system starts to learn from those. And it's just basically like a human brain in the background. The most powerful human brain there is, that's helping things get smarter and smarter as transactions roll through. So the information that you're presented to gets easier to digest and easier to understand and more accurate on top of that.

And this AI human brain works 24, 7, 365 even while we sleep, right?

Yeah, without a doubt, without a doubt. Every time we extract data, nightly uploads, even real time uploads too. Every single time something changes with a client, it is constantly learning. And there's also, we don't have to get too deep into the functionality of the platform, but even feedback from our users to let us know is our AI going down the right path so they can let us know, hey, yes it is, and here's the reason why. Or they can let us know, hey, it's a little off base, what's the reasons why? And we'll implement that. And then it just keeps getting smarter and smarter and Learn, Learn as you go.

Well, this is like a data machine.

Yeah, to an extent, without a doubt.

That if you need to shift and redirect or tweak, you can do that. And that's where Arias comes in. Because you can help people, if you will, customize it to their situation and monitor and tweak and customize. Right?

Exactly, exactly. Because everybody has different needs and everybody has a different way how they enter the information into an agency management system. So. And everyone talks about, oh, garbage in, garbage out, data quality and all this other stuff too, but you have to start somewhere. And that's all I say. I mean, even outside of, you know, investing in technologies or anything, just take the first step, take a step forward. I don't care what you're doing. You're getting up to work out in the morning, you're getting up to do a task or administrative activity at work that you do not want to do. Just start moving and you'll be better. But that's what I say, because like the technology we do, it is a mirror of what you're doing in your system. So you can understand, okay, maybe we have to fix some certain things. After you get a peek at where are some of those shortfalls in the data. And then on top of that, Mike, you and I have conversations all the time about getting your team invested and rowing in the same direction of that, too. So when you can coach your team, the account managers, the producers, the CSRs, everybody, the reasons why it's so important to have good quality data, because it's going to allow you to do so much more as a business. It's going to let you do so much more with your clients in a bunch of different ways. So I think we're in this unique position from learning about customers and scoring that customer experience and then being able to point agencies, hey, you have these 10 clients that are primed to buy an umbrella policy from you go after it. Or you have these clients because of everything that's happened that are highly at risk. Let's go retain them. There's so many ways you can use data, and it doesn't have to be with our Donna product or anybody else. Just take a step forward and understand that. Because I think, if anything, the last 12 months have shown us you have to invest in various technologies to stay connected. You have to be where your customers are. You have to provide the service that they want you to provide, or they can leave. It costs so much more money to go acquire new business than it does to be able to Retain business at the same time.

That's exactly what I just wrote down. I was gonna bring that up next seven times more to acquire a new customer than it is to keep an existing one. In addition to that, you help people, you know, round out the wealth within their book. Yep.

There's so many.

Yeah.

Chris Paradiso, we did a. When we announced Donna, we did a webinar with Hocksoft and he. It was called Find the Diamonds in youn Backyard because it's so easy to do if you have the right platform in place. Because as I mentioned, you can get a ton of revenue. Revenue is revenue. I don't care if it's coming from somebody I never talked to before, if it's coming from someone I've known for 30 years. And if you're able to understand what good looks like, what do I want to replicate with my customers when I'm going out to pursue new business? There's always a place for that. But if you know, with what you have and what you want to move forward with. Makes it so much easier.

Absolutely. The acre of diamonds, it's always sitting there waiting to be mine.

No doubt.

I was just working with an agent this morning. In this realm earlier, over a 10 year period, out of 100 clients, the following will occur. If you have just one policy that is auto or home for your client, you may lose up to 90. Wow, okay. If you have two policies, home and auto, or home and life, etc. For that client, you're only going to lose 38 of them. If you have three or more policies, auto, home, life, as an example, or in business, same thing, you will lose only 10 of those clients.

It's incredible.

So, I mean, Bain study, the McKinsey study, it's all been done data, data, data in the past, but it's been proven, so why wouldn't you invest? And I know you, Arias has a calculator right on your website, which is fantastic. I strongly encourage people and we'll get that information from you in just a minute. But go to the website and do your own calculation. It will show that whatever the investment is, it will pay for itself almost immediately.

It really is, because I equate things like that simply because if you let even $10 out of every single dollar walk out your door on January 1st, we'll just use round dates and numbers and your organic growth goals. Hey, I want to grow 9% next year. You effectively need to grow 19% now.

It's just you need to focus with what you have. And I Always say, because I'm a big Mad Men fan and I love Don Draper and I dropped this before, but like dance with the one who brung you when he was talking about when they were trying to sign Heinz ketchup instead of vinegar sauces and beans. And it is that way because like if I can round out an account, if I can have three or four policies, and that's something that our Donna platform monitors every single day. What's my product penetration? How can I slice out my clients from who's only buying home from me that has a high likelihood to buy auto from it and then just provide it to you easy within a few clicks and understand it. Because if you can lead them down that path and make it easy for them to understand and digest, that's where we're getting to. And we're taking feedback from agents constantly to make our platform that much usable all the time too as well.

Yeah, fantastic. Great stuff. So you got AI, you've got all the data, you're putting it at the fingertips of agents so they can use it. You integrate with agency management systems. And looking at your product originally, I remember that you're integrating with the majority of the agency management systems out there, correct?

Yeah, exactly. So we started off initially because Chris Paradiso was on Hawks off. So Hoxoft's been a phenomenal partner as they shifted into this kind of API marketplace for technology vendors. Because I think going back to the long term vision of what everybody wants to get to is this connected ecosystem. How can I make sure that I don't interrupt workflows more than they already are interrupted, but it just enhance it, give them what they need within the environments they want to do it at. We're integrated with hawksoft. We have the QQ API set up too. We're in the process of wrapping up now. Certs, we're talking to a few other of the largest vendors right now too. But we can work with any system. We have a way to get access to the data on that standpoint. But even outside of there, I mentioned those other technology partners because if we're able to provide those insights, Donna certainly can be a standalone platform. But I think ultimately that's not going to be best case for us as a company or the agency.

Right.

If I can provide my predictions of Donna, the Centimeter score, which is sentiment meter, it's that real time customer experience score. And within another CRM environment within a digital marketing partner, if I can push that information out and just allow our agencies, agents, CSRs, producers everybody to be so efficient. We're happy you mentioned AI. We're happy being behind the scenes and just providing the kind of the insights and the invisible analytics we'll call it behind there.

Right. So let's get super clear on that to make sure that everybody understands. So you're the back end.

Artificial intelligence, human brain or agency partners. You collect all their data, you put it onto a dashboard, it assigns a Centimeter score for pretty much every customer. Correct?

Yeah, without a doubt. And Centimeters patented, it's trademarked by Arias too, and it's also under, under a patent. And Centimeter takes into account every interaction you have with an insured every policy, transaction, billing, testimonial. And it gives a score since the beginning of that customer's journey with you. And it follows it because as you know, any relationship you have, there's just ebbs and flows of a relationship. There's always a place for NPS scoring and customer testimonials and so on. But the challenge with NPS is it's at a point in time and it's only with a small segment of your customers. And most of the time it's those customers that are really upset or really happy.

Right.

But things can shift quickly, so that's why Centimeter, it's, it just follows that journey. So if something happens, you're, you're not making decisions based off what happened eight months ago. You're making decisions across every single one of your clients as of today. What opportunities do I have? Where can I go sell? Where can I go retain? How can I grow?

Yeah, just for everybody watching or listening. Nps. What is that?

Net Promoter Score survey. So you may have seen it from other companies. It basically says, are you happy with the service? Would you likely recommend this to somebody else? So it's roughly a few questions in our industry, the average response rate that, say 8 to 10% of customers are on there. Which the nice thing is with Centimeter, we use MPS with partners like rocket referrals to help supplement Centimeters. Right. But it's not invasive, so you didn't have to talk to a customer based off every transaction, interaction, event that you have. It gives you a real score. Okay, Mike's my client. He's a 94. I'm only writing home and auto. Mike's a, he's a rock star, he's high net worth. Let's go get a big umbrella policy with a few million dollar limit on it.

And nobody's ever probably talked to Mike about that.

Yeah, exactly, exactly.

That's the Commonality. It's right there in your own acre of diamonds. So that's great stuff. Fantastic. Thank you. So in envisioning this for the future, you're the back end human brain for the agency. You're taking the data, you're refreshing it daily, correct?

Yep, yep.

Okay. And then we have the dashboard with the Centimeter Score. You can pretty much pick and choose within the data system what you want to work on, where you want to target your focus of time investment to continue to grow your business.

Exactly, yeah. And it just lays out a strategy, clear as day of understanding. Okay, we have these certain customers which are a great opportunity. Let's figure out how we're going to approach those. Or maybe you have some retention challenges. Let's figure out how we can proactively take the steps forward to make sure we hang on to these clients because it reflects straight back to the stats we just talked about. Like, let's make sure we retain because it's a lot easier to retain and grow from what we have.

Absolutely true. So if we have a thousand customers, you were going to wake up in the morning and there's our dashboard. We're going to see the Centimeter score, and there might be a bottom rung of customers, if you will, or on the lower end of the centimeter score, those might be customers that might be at risk or not happy, right?

Exactly. And it seems from all the data that we've seen, because we've processed a little over a half billion dollars just in first seven months of this. And it's typically those monoline clients you were talking about that are in that range. So you got to make sure. Don't get me wrong, there's going to be some in there you just don't want, but there's a lot of good business in there, too, that you can start to filter through and understand. Let's make sure we hang on to these. Let's start getting a few more products per customer in here.

Yeah. Fantastic. So anybody that wants to learn more about this product that's never heard of it or may have just heard something out there, what would you recommend that they do to learn more about it?

Yeah, we have a website. It's pretty clean and easy. It's called Donna. It's Donna for agents. And it's not the number four. It's the word for F O R. So donnaforagents.com or you could reach directly out to me. My email address is ronariusanalytics.com and Arius is a U R E U. S on that side. And I'd be happy to walk you through the platform and just share some overview stuff because, you know, I feel like we're in this tremendous spot in this evolution in the industry where, I mean, we're. We're laying the foundation to scale pretty quickly this year, talking to a ton of great agencies and carriers out there for that matter.

Yeah. And the great thing is about this particular technology, it's here, it's here to stay. And those who don't make the decision to jump on board now might get left behind. And in the words of Will Rogers, if you just sit there, you're gonna get left behind.

Exactly.

So we don't want that for anybody that might be either watching or listening to this, especially those in unstoppable nations. So, Ron, anything else you can think of outside the box or related to this or anything else industry wide to share?

I just think I kind of attribute it back to just. I understand when you have an agency on this side, I mean, the absolute most important thing are the relationships you guys have, you know, with. With your customers. I mean, there is a direct correlation to understanding customer sentiment or customer experience and then profitability of your book and.

Growth of your book.

But I even look at it our way, too. I mean, like, we've. The past year, year plus, because Anurag moved his family from India, we still have a big India operation over to Hartford. But I mentioned some guys that we've. We've got a chance to work with over the past year, year and a half or so. I mean, the relationships in this industry, I mean, it's unl. I mean, I've been in this industry less than what you and Chris and everybody else has. But it's been roughly seven, eight years now at this point, and I'm having an absolute blast. I mean, there's so many wonderful people out there that just want to see the industry thrive and yourself included. Chris. Chris doesn't care if there's an agency two doors down from him. If it can help us get our industry and move them forward, he's there to help. And I know you're the same way. And that's all I want to say is. I mean, I just absolutely love what's going on right now and the opportunity that's out there and the opportunity to interact with people like you and Chris and everybody else. It's been awesome.

Yeah. It's a huge privilege to serve in our industry that has been so good to us, and we're grateful for that. I have a following question that would fit in earlier in the conversation. Yeah, so when, when Donna is installed in an agency operation is, by the way, is this primarily set up for independent insurance agency businesses?

Yeah. So there's certainly an applicability for the captive world on that side too as well. But we do not have any captive clients or nor are we pursuing that right now. We do have carrier clients that are purely. Yeah, I love and you know the reasons why, so. But we do have carrier clients that are purely independent distribution channel focused on that side that are working with us to be able to provide Donna out to their agencies because it can help create a better relationship and transparency to know opportunities. So purely independent agent. Purely carrier driven from independent agent channel on that side with it. And that's where our opportunity to grow is. And I think that's where we can make the most impact at the same time.

So my question is going to be, once installed in an agency, is Donna in the Centimeter score on every desktop in the agency, for every user?

Yes. And on top of that, when you go through rollout processes and you know, you think about how can we roll this out best. But that's our ultimate goal. We want Centimeter to be the de facto industry standard of hey, you're sitting at a bar with some guy and he owns an agency and you own your agency, Mike, and you say, what's your Centimeter score? And then next the one guy with the lowest one has to buy a drink type stuff. So it basically is that. But it's interesting because of how we work with the data. We can look across portfolio owners and see what that portfolio owner's average Centimeter score is for their book of business and then the opportunities within. So we have some clients that are looking at it from a kind of a reporting back to the performance of their employees, but also understanding where those opportunities are. The coaching moments, they're real time moments that they have opportunities to really kind of delight their customers, to give everybody the insights onto that. So there's a lot of opportunities to do it on that end from being on everybody's desktop.

Yeah, I just had a quick thought. I mean, so what Aria Ghana and the AI do for insurance agency businesses and I'll talk about the leaders and the entrepreneurs in just a minute. It allows agents and people to serve people more often. And when they're failing at serving their people to the level that they expect that expectation bar, it shows you that so you can shift and immediately serve those people too to make sure that you Keep as many people within your herd as possible.

Exactly. Couldn't, couldn't have said it better myself. Just give you enough information so you know so much more about your customers and know the opportunity. But again, that servant mentality of it is, you know, that's where it tees up.

Yeah, absolutely. And, you know, for the insurance agency entrepreneur, as an example, if they grow to the point where they have, you know, 15, 20 or more people on their team, they don't always know how well the customers are being served.

Exactly. Yeah. Because there's always that element of being removed, obviously, from executive positions as you grow with it. And this is a way for you because again, there's that constant pulse of what's happening with my clients. Clients. Because, I mean, that's, that's your revenue on it. So it's, it's, it's a big, big shift right now with what we're going through. And we kind of feel like we're in that front edge of what's happening with the industry on this side of things, of working with customers and getting all the, you know, predictive analytics and all the fun, fun opportunities for agencies.

Yeah. And you're doing such great stuff. Thank you so much. And being on the front edge, we want everybody that is watching or listening to this podcast to be on the front edge. So if you want to be on the front edge, Donna foragents.com that's d o n n a 4 f o r agents.com or ron@arias.com that's a u r e u s dot com. Get in touch with Ron and his team. They will help you. You can provide a demo, correct?

Yeah, absolutely.

Yeah. So get in touch with them, get yourself into a demo, find out more. Learn how it applies to your own agency situation. There's no cost, no obligation to do the demo. They've got a calculator on their website. Donna4agents.com, go check that out. You can calculate what the instant ROI looks like for your agency business. Because our goal here at UPP is to help agents grow their business, create well so they can have more freedom to live life on your own terms. And what Donna brings to the table is that freedom positioning. Because they do the back end AI brain work for us to let us know how we're doing. And once you use the strategies, the people, the processes and promotion, you're there, Ron. Great stuff, man.

I love it. No, no, I mean, I had an absolute blast with this too. It was a great way to wrap up the week on this side, too. And I always enjoy talking with you. I love what you're doing in the industry.

No, I love what you guys are doing, too. It's an honor and a pleasure to huddle with you. Hey, everybody. If you enjoyed this episode of the Unstoppable Profit podcast, please share it with anybody you know. That's Unstoppable Profit podcast.com unstoppableprofitpodcast.com we're on all the channels out there. Apple, stitch, the whole nine yards. We're out there. You can go find us. Unstoppableprofitpodcast.com make sure that you subscribe so you don't miss the next episode like this one. That could be an absolute game changer for your industry. Ron, thank you so much. An honor and pleasure, sir.

Thank you, Mike. Same here.

All right, everybody, have a great day. Remember, get out there, make a difference, be unstoppable, leave no regrets, and we'll see you on the next episode. Take care, everybody.

Thank you for listening.

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