RHS 082 - Matthew Sutika on Who You Should be Stealing From to Win

Speaker 1 This episode brought to you by Progressive Insurance. Do you ever find yourself playing the budgeting game? Shifting a little money here, a little there, and hoping it all works out?

Speaker 1 Well, with the name your price tool from Progressive, you can get a better budgeter and potentially lower your insurance bill too.

Speaker 1 You tell Progressive what you want to pay for car insurance and they'll help find you options within your budget. Try it today at Progressive.com.

Speaker 1 Progressive Casualty Insurance Company and affiliates. Price and coverage match limited by state law.
Not available in all states.

Speaker 3 Thursday night football is on and it's only on Prime Video. This week, the Buffalo Bills and the Houston Texans collide in an AFC showdown.
Coverage begins at 7 p.m.

Speaker 3 Eastern with football's best party, TNF Tonight, presented by Verizon. Not a Prime member? Not a problem.
Simply sign up for a 30-day free trial. It's the Bills and the Texans Thursday at 7 p.m.

Speaker 3 Eastern only on Prime Video. Restrictions apply.
See amazon.com/slash Amazon Prime for details.

Speaker 4 Now's the time to start your next adventure behind the wheel of an exciting new Toyota hybrid.

Speaker 4 With the largest lineup of hybrid, plug-in hybrid and electrified vehicles to choose from, Toyota has the one for you.

Speaker 4 Every new Toyota hybrid comes with Toyota Care, two-year complementary scheduled maintenance, an exclusive hybrid battery warranty, and Toyota's legendary quality and reliability.

Speaker 4 Visit your local Toyota dealer today, Toyota. Let's go places.
See your local Toyota dealer for hybrid battery warranty details.

Speaker 2 In a crude laboratory in the basement of his home,

Speaker 4 Hello, everyone, and welcome back to the show.

Speaker 5 Today, we have a dynamic guest for you, a dynamic conversation. Because today's guest, Matt Sudica, the chief insurance officer for OB.

Speaker 5 Many of you may know him from when he was one of the co-founders of Skylight Insurance, now OB.

Speaker 5 Matt has gone from state farm agent to independent agent, now to insur tech innovator. And anyone who's played in that many

Speaker 5 orientations of the insurance universe is going to have some unique opinions, is going to be pushing the envelope in ways that maybe some of us just wouldn't even consider doing.

Speaker 5 And that's exactly what we talk about today. What are the mindsets? Because not everyone's going to want to have a business like Matt's, but you certainly can learn a lot from his mindset.

Speaker 5 And he actually shares some other companies that we should be following along with in order to, I don't want to say steal, but learn from, learn from the things that they're doing and apply them to our business in the way that makes the most sense.

Speaker 5 You're going to love this episode. Before we get there, I want to give a big shout out to the newest sponsor of the Ryan Hanley show.
It is Premier Strategy Box. This is Mick Hunt's company.

Speaker 5 These guys are doing some dynamic things in our space.

Speaker 5 And whether it's sales management, building out automations, operations management, marketing assistance, HR, what Premier Strategy Box does is give you the

Speaker 5 expertise in the places that you need it in your agency.

Speaker 5 Whether it's making sure that your producers are hitting their sales numbers and having someone who can follow up and be a true sales manager, if you as a principal can't do that or are unable or unwilling to do it, or you need someone who's going to be with your service staff, making sure that they implement your processing procedures the exact way that you want it done.

Speaker 5 Premiere Strategy Box is the solution. I think the world of Mick, he's been a guest on this show.
If you haven't listened to that episode, go back, find it. You're going to love it.

Speaker 5 Mick is a treasure in our industry. He's an absolute treasure.

Speaker 5 Every time I see my phone ring and his name comes up on it, you know, I'll put my wife on hold if Mick's calling. I'm just kidding, Shorty.
I would never do that. But, you know, maybe I would.

Speaker 5 I don't know.

Speaker 5 Premiere Strategy Box. I'm telling you, check it out.
Go to mystrategybox.com. MystrategyBox.com.
MystrategyBox.com. Check them out.

Speaker 5 Get to know them because there are things in your agency that you need help with. And Premier Strategy Box is the answer.
All right, let's get on to Matt.

Speaker 6 Yeah, I get that.

Speaker 6 Thankfully, I don't have to worry about that because my wife goes into her office every day. But, you know, like today,

Speaker 6 we have a contractor upstairs who's we're redoing like a small bathroom, and

Speaker 6 you know, so if I walk upstairs, there's mats everywhere and contracting gear and saws and hammers. And you know, they just had to come down here and turn off the water, which is in the

Speaker 6 cubby right behind me. So, it's just like, you know,

Speaker 6 he tries so hard to really dial in. And,

Speaker 6 you know, it's one of the things about an office space that I feel like a lot of people I think who've been in an office for a long time, they're kind of jaded.

Speaker 6 And I think they say, oh, you know, working at home, I get so much more done. And I definitely think that's true, but

Speaker 6 to a certain extent, but the pendulum swings both ways. Like I look at an office right now and I'm like, I would love to have some office space.
It doesn't have to be some big, huge corporate thing.

Speaker 6 Just some space that I could go to that was away from my home that i could sit in that it i don't have to hear the doorman you know the post you know the fedex guy ring the doorbell and you know every contractor that comes in and you know all this stuff like just a space to get away um i would love to have so it's like you know half dozen of one six of the other i am 100 with you so i actually just got us uh a space

Speaker 2 And

Speaker 2 when we were,

Speaker 2 and my brothers are at it right now, but we got shut down for IVF. So we did actually our transfer yesterday, which is really great.

Speaker 2 But starting on like, it was like the 28th of December or 25th, we had to go into quarantine, not just COVID quarantine, but just like germs.

Speaker 2 I had to take, we literally had to take like Z packs, like all this thing.

Speaker 2 So I had to come home. And so, and I hate it.
Like I was so productive in that office because like just mentally I was there and just, yeah, you know, you're there for work.

Speaker 2 Like right now, like already this morning, like I've probably made more drinks than I normally would.

Speaker 2 Like, just, it's just, uh, it feels like college when you're around your dorm room and like how I had to just like get to the library or otherwise there's just always a

Speaker 2 shirt to put away or, you know, or something.

Speaker 6 I completely agree with you. I, I'm the same way.
I drink way more coffee because I can just make another pot, you know, a scoop and some water.

Speaker 6 And I got another pot of coffee and I drink too much coffee to begin with.

Speaker 6 So like, it's not like when you go to an office, and I know everyone has a coffee machine at their office, but like, I don't know, there's just something different about it.

Speaker 6 When you're home, you're just, yep, I constantly have a cup of coffee in front of me. I,

Speaker 6 you know, I go walk upstairs and I grab this out of the cupboard, or like you said, this needs to be put away, or that needs to be put away, or the kids left toys out on the floor, and you walk past them the third time, you're like, screw it, I'm just going to pick them up.

Speaker 6 Well, that's three or four minutes out of your day. And it's just all these little things constantly distracting you.
And I know all that stuff can happen in an office too, but

Speaker 6 I'm not far off from,

Speaker 6 I'm actually looking at a few inexpensive office spaces. I have a co-working space now, but really I'm looking at a few inexpensive spaces right now to move into.

Speaker 6 I just can't do 24-7 from the house anymore. It's starting to be a hindrance.

Speaker 2 100% agree with you.

Speaker 4 Yeah.

Speaker 6 So, dude,

Speaker 6 let's talk about now that we've gotten

Speaker 6 our obligatory

Speaker 6 small talk

Speaker 6 COVID stuff out of the way.

Speaker 6 What I, dude, so we had a bunch of conversations when I first started Rogue, just in general, just talking shop and then learning more about what Skylight was all about and a little bit about like, you know, before you got to OB and create, you know, and all that, like created that thing.

Speaker 6 Like, I.

Speaker 6 I'm, you just have such an interesting business model and what you're going after.

Speaker 6 For people, I will not do it justice. So for anyone who's listening who maybe doesn't necessarily know

Speaker 6 what your work is all about, like kind of break down where you're at and what you're doing.

Speaker 2 Yeah. So

Speaker 2 yeah, it's a good question. And really, yeah, I think we were heavily

Speaker 2 COVID impacted as a business. But

Speaker 2 if I can say this without people throwing, you know, cake or

Speaker 2 bananas at me, but like COVID helped our business in a good way. And for us, it was, it like focused us, right? And so I had Skylight, which was always real estate-based.

Speaker 2 You know, we did all the, you know, the home insurance for Century 21.

Speaker 2 And, you know, we were, I always would describe us like, if it's a building or some type of like fire structure, like that's our, that's our business model. You know,

Speaker 2 you know, we weren't doing the workers' comp, we weren't doing the, you know, the flower shops. We were doing the buildings.
And so

Speaker 2 long story short, we had been partnered with OB for a while, the two founders, Aaron and Ryan. And they had a platform where

Speaker 2 owners of property could put their

Speaker 2 properties on their platform and keep track, basically almost like a virtual

Speaker 2 Dropbox, if you will, for lack of a better term. And so the first thought was like, oh, we can provide insurance to our clients.

Speaker 2 So we were doing that for a while. Skylight was working with OB.

Speaker 2 And through that, they went to YC out in California. And long story short, the we all realized that there was a big need within the insure tech space on the commercial end.

Speaker 2 And when I say commercial to keep it from being so loose of a term, the habitational commercial end, specifically in the one to, let's call it 100 unit rental space.

Speaker 2 You know, you have the hippos and the lemonades attacking the home insurance. You have, you know, the next and the end brokers attacking like the business space, you have some attacking the ENO,

Speaker 2 you have the roots going auto, right?

Speaker 2 And so, we kind of started this venture of like looking at how can we be the hippo, if you will, for the habitational space.

Speaker 2 And so, uh, OB ended up purchasing uh Skylight in April. Uh, I came on board to kind of run the insurance end of things.
And so, going forward, we have kind of two pillars.

Speaker 2 So, we have our old school brokers still doing all the

Speaker 2 apartments and condo associations just like normal. But we're also launching this year our own product,

Speaker 2 very similar, like I said, very similar to Hippo-based.

Speaker 2 We're starting one to four units in about four to five states, very similar roadmap to all the other insured tech carriers where people will be able to go on in seconds, minutes.

Speaker 2 And the engineering team will kill me if I give like an exact time right now uh but you know same type of thing going through the colorful screens i call them the you know insurance you know made simple type feel and getting those instant bindable rentals because you know we feel that that space is so underserved you know you have the the travelers and the state farms and the all states of the world trying to like flip an h03 to a dp3

Speaker 2 and then they have like you know some of the carriers only let you have four

Speaker 2 or

Speaker 2 things like that. So that's really been our focus is doing that.

Speaker 2 And then, you know, what's got us kind of chatting again is we just put out our video of kind of what that, a little bit about what that user experience will look like.

Speaker 2 And we're hoping to get that from four units up to 200 units over the next six to 24 months. And then, you know, of course, go

Speaker 2 nationwide as far as the states and access and everything.

Speaker 6 It's awesome. So I have so many questions.

Speaker 6 trying to figure out where i want to start uh

Speaker 6 all right i'm gonna i'm gonna go back and then we'll we'll work our way into this because i just i think this is awesome um

Speaker 6 century 21 and obi right these are both bigger partnerships that i think

Speaker 6 a lot of agents look at this and look at look at these type of larger partnerships and they're those kinds of things where you go ah you know man it would be great to partner with a company like X that has access to this similar market.

Speaker 6 And we could, and then they never actually do anything with it, right?

Speaker 6 Or they never actually make the effort to reach out, or they never actually form that partnership that gets them the scale that really pushes the business to the next level.

Speaker 6 How do you form a partnership with Century 21? Like, how does that happen? Where does that even come from?

Speaker 2 Yeah, so I get this question a lot. I think it's spot on.

Speaker 2 And at first, I struggled to answer this question because my answer was just like, it was very bad. It was like, this is just

Speaker 2 like this me, right? Right. But I realized that helps no one, right? Just saying like, this is what Matt does, right?

Speaker 2 So, you know, I think the concept is, I remember chatting with my friends growing up, you know, when we were younger and we were going out to the bars and, you know, trying to, you know, meet the future misses, right?

Speaker 2 And, you know, there was always that concept of like, oh, I'm not going to go ask out the pretty girl at the bar because I bet everybody is asking her out tonight or asking to have, you know, a drink or chat, right?

Speaker 2 And what ends up happening is no one goes and asks that girl for her number or, you know, for the drink, right? Everybody else gets asked in the bar.

Speaker 2 And so really what I found is actually a lot of the low-hanging fruit like that people assume is low-hanging, you know, they think it's easier, right?

Speaker 2 So they'll rather, people are, you know, rather spend 10 grand a month on internet leads. They'd rather go sweat out at the county fair giving out popsicles.
They'd rather, you know,

Speaker 2 try to sponsor a JA class, like all these other things that they could throw money at, which is people's biggest mistake of like, how do I, I can just throw money at this and I'll get leads.

Speaker 2 And then they never go ask. They got, they're literally their neighbor runs RE-MAX, you know, for all of Georgia.

Speaker 2 And even though they talk to him every day about how, you know, how his son's baseball team is, like the fear of asking them and getting rejected on something so large, right? They just don't do it.

Speaker 2 They'd rather go ask out, you know, all these other ones. So for me, it's find

Speaker 2 that person.

Speaker 2 Everyone probably listening to this has that huge lead source that they've always wanted and go for it.

Speaker 2 And then my cat, my next thing to that is most people, and I remember the, I call them the bobblehead boys, right? The boys from the New England area. Yep.

Speaker 2 And they talk about this. I think I was out at the IAOA or whatever conference about like, don't go in and just blabber about, you know, how your grandpa did insurance and how you're going.

Speaker 2 You know, get that person to like you, that male or that female or whoever that you're going after. Figure out how over the course of six months to just get integrated in their life, right?

Speaker 2 And don't talk about insurance one dang time. The first time you talk about insurance is when they bring it up, right? Just start being on their social media and interacting.
Start,

Speaker 2 you know, maybe your kids play baseball together, sit by them and hand them some sunflower seeds. Like whatever it is, just get in there because the

Speaker 2 people don't like to do business with people because they on Facebook say, oh my God, I've done so much business this year. Like, you know, come for me for a quote.

Speaker 2 That doesn't attract people in my opinion. But.

Speaker 2 when I see people doing great things in social media or the community or I become a relationship with them and then I find out they happen to do insurance, then I'm interested, right?

Speaker 2 And I'm through a lot of the walls and the barriers, right? Like you and I have known each other long enough where we can get right to stuff.

Speaker 2 Now we'll still do the formalities at the beginning of how are you doing and complaining about our, you know, living situations, all that, but we can get right to business if we want to, right?

Speaker 2 Because we've, we've got to know each other, right?

Speaker 2 So similar to when I first reached out to you.

Speaker 2 right that wasn't the first time we've like interacted when i finally said hey let's chat right if you if your thought was like who the heck is this guy i've never heard of him it would have been harder to get that yes to meet with you, right?

Speaker 2 So that's kind of worked for me. Is I become ingrained.

Speaker 2 And then I'd rather spend a lot of my time trying to find the head of the sword or the head of the decisions than what I used to do back in my state farm captive days is, you know, I would try to entertain 5,000 realtors with steak dinners and all this stuff.

Speaker 2 And they just produce 12 houses a year, right?

Speaker 2 And you just can't scale that. So I'm also looking for if I'm going to do a partnership that it scales.

Speaker 6 Yeah. I,

Speaker 6 so I, I think that's the perfect answer. I think that's the hard answer for people to hear because what everyone wants to hear is the magic bullet.

Speaker 6 You know, it's three LinkedIn posts, a voicemail drop and a and a phone call. And all of a sudden, here it is, you're, you're, all your wildest dreams come true.
And, you know, what I've really

Speaker 6 What I've learned, you know, just over the last year, one of the lessons that I've learned is how much your business and your life can change in a year and what i mean by that is like when i started this year i was doing what everyone does which is everything i can get you know every nickel and dime every penny account you know whatever boat only sure hey you know i'll write that you know 32 in commission yay let's go um

Speaker 6 and

Speaker 6 just recently by focusing one focusing in on workers comp in particular um and two, even dialing a little deeper into those. And then, like you said, starting to work on these larger relationships.

Speaker 6 You know, I look, like I have one relationship that I just put in my pipeline

Speaker 6 that if it comes through in this first quarter, which it might, it's not a century 21, but man, it's a game changer. It's a it's a game changer for my business.
And,

Speaker 6 you know, I look at that and I'm going, you know, if this hits and these guys say yes and we get a contract and we move forward, that puts me to the, to the, to a, to another level.

Speaker 6 And then I put another one of those on and you go to another level. But those might take a year at a time, but you do five of those deals one every year for five years.

Speaker 6 And five years from now, you're in a completely different place. You know, you're not even in the same stratosphere.

Speaker 6 And I think that type of thought process is very, very difficult for a lot of people.

Speaker 6 What do you think it is about you or just, you know, why, why, what is it about you or how have you been able to develop that type of mentality where it feels like a lot of our peers haven't?

Speaker 6 And that's not a, that's not a knock on anybody. Just, you know, I think this is something a lot of people strive to.
You seem to have developed this thought process. How do you think you got there?

Speaker 2 Yeah,

Speaker 2 you know, I answer your question, but you brought up something just to the point is, so Century 21 is not where I started, right?

Speaker 2 And I think that'll help your viewers and stuff because I listen to a lot of podcasts and I hear them talk about their end result after they've been working for 30 years and it makes me feel bad.

Speaker 2 Like, oh my God, I'm not there. Like, I started my state farm at 22 years old.
You know, that's 13 years ago. So like Century 21 is like my

Speaker 2 50th partnership. Right.
Yeah.

Speaker 2 I mean, my first one, I think I was like, I did a partnership with the three-year-old girl selling lemonade, you know, like, and was like, hey, how do I, you know, how do I sell insurance to your customers?

Speaker 2 You know, like, I started small too, right?

Speaker 2 Like, but the reason I bring that more than anything is not to just make people feel good, but like when you establish your bubblegum card, unless you're Bryce Harper, you don't go from high school to the pros, right?

Speaker 2 You do single A, double A, triple A, you know, all the way up, right? Sorry for those who don't like sports, but I do, and that's always one of my metaphors.

Speaker 6 This is a sports-friendly show. If you're listening to this show and you don't like sports, you've given up a long time ago.

Speaker 2 There you go. So, you know, you're building that up.
You're building up your bubblegum card. And really,

Speaker 2 when you start small and you build that up, you know, the next one kind of almost, it sounds weird. It comes to you, right? Because someone sees what you're doing.

Speaker 2 Century 21, I was asked for that, right? I was pitching another person and working on something, and I got connected, said, Hey, you need to talk to the CEO of this.

Speaker 2 And I got pushed into that, right? So now to go into your other question is

Speaker 2 you have to think different,

Speaker 2 right?

Speaker 2 In our industry, unfortunately and this is my opinion please do not throw bananas there's not enough people thinking differently right because our industry is so lucrative uh has been so hang a shingle and you can sell policies and it's been you know people joke about the whole golfing thing with agents or whatever like it's somewhat true you know insurance has been very very good if you've been in insurance for more than five or 10 years it's been very very good to you uh and your families right and if you've made it that long you're you're you're you're making some money or you've given up right

Speaker 2 and so you got to think different and so how i started mine was uh when i started in my state farm is i went and met with people right and this worked for me you know type of thing and i i found out everything they were doing everything they were doing And then I wrote it down and I tried to find the 180 version different, right?

Speaker 2 And that worked for me. Now,

Speaker 2 some of the times the 180 was a terrible idea.

Speaker 2 But what I'll tell you is that if you're going to this big real estate firm or this big car dealership or whatever it is, they've been pitched the same old thing from an insurance person before.

Speaker 2 So if you don't go in there with an idea to like change their mind, right, or get them excited. right,

Speaker 2 you're not going to get that conversation to go far.

Speaker 2 And I bring this up is I actually tried to pitch Century 21 or the CEO of Century One, this idea I had for Uber for insurance, like crazy, spacey idea.

Speaker 2 We fell into, oh, Matt, why don't you just have a brokerage that does our PNC insurance? Very simple, old school.

Speaker 2 But I didn't go in there like the old school guy being like, hey, I want to write home insurance because they've been there. They've had those donuts.

Speaker 2 They've had those pens dropped off before, you know? Yeah.

Speaker 2 So what it did was when I talked to the guy later was he's like, I saw that you had vision for the future of the industry. He goes, I thought you were totally crazy, right?

Speaker 2 But he goes, I knew it was crazy in a good way.

Speaker 2 And so that's really what I would bring up is that, you know, we all probably have these great ideas that like sit right back here in the back of our mind.

Speaker 2 We've been in insurance, but I see too many people afraid to just go for it, right? Like go do it thing. Like, you know, you're a prime example.
You know, you were doing your thing.

Speaker 2 and you had this little itch to do podcasts and go off on your own and whatever and you did it and it's successful. A lot of people won't.

Speaker 6 I think, well, one, I wholly agree with you. I've also seen in Rogue,

Speaker 6 I'll just like the crazier and bigger, well, I'll tell you. So David Cruthers, you know, at least his name.
I don't know if you know him personally, but so David Crowley has been a big impact on me.

Speaker 6 And I was talking to him the other day and I was actually, I said this to him.

Speaker 6 I was talking to him. And we were talking about this idea that I have for Rogue, like basically where I want Rogue to go, what I want it to be.

Speaker 6 And

Speaker 6 he said, well, what is your goal for that this year? And I told him, and he's like,

Speaker 6 you need to put a fucking zero on the end of that. And I was like, what? He's like, you think in the wrong denominations.
He goes, the moment you, you need to think a zero or two on the end.

Speaker 6 He goes, the worst thing that happens is you get half of that. And it's more than what you just told me.
You know, and the idea was. if you if you we got to open our mind up to more than

Speaker 6 if you want more right i mean there's something to be said for for doing a tremendous job in your local community and one by one offing your policies and living that life.

Speaker 6 That is a great life to live. My wife lives that life.
It's a tremendous life. Don't get me wrong.
But I think that

Speaker 6 that life is so saturated, it is very difficult to come in fresh today and make that work.

Speaker 6 I think if you're working for an established agency that has a brand, that has clients, you can continue to do that no problem but what when when rogue really went from i don't know if this is going to work to maybe i've kind of found something which is the way i feel today was when i i went from i'm not i am not going to be successful being a local you know one-off policy by policy guy that this is going to be something different and bigger and um

Speaker 6 and i think

Speaker 6 I think we have to be aware. I think we have that I can't get past that idea.

Speaker 6 I struggle looking at a traditional startup agency today now grant if you've been established for a long time i don't know that you necessarily have to make this move but i agree with you that

Speaker 2 there is blue ocean for big ideas there is huge blue ocean for big ideas right now yeah i mean i think the biggest thing too is uh say yes to everything and figure it out on the back end

Speaker 2 say yes and then build it um the interesting thing I inked the deal with Century 21 before I had actually filed my LLC to start my Skylight brokerage. I didn't even have a brokerage.

Speaker 2 I didn't have a carrier. I didn't have an account.
I was literally in between state farm and the thing. And when we launched the LLC, it was, I already had that agreement.

Speaker 2 And, but when I was in there talking to the thing, it was like.

Speaker 2 It wasn't about like what I didn't have.

Speaker 2 It was just like, I'm going to get this deal done and then I'm going to figure out the rest you know what i mean and it makes sense because no one if you go get a big partnership or whatever if you think you already have what they need built you're kidding yourself no one does because that's a new partnership yeah right so a lot of people will spend so much time like for me if i have to do meetings at all like i hate my day because you know there's always those people that want to like meet 75 times on something you know, instead of just going out and build, right?

Speaker 2 So if you're going to go to a dealership or whatever it is that you want to partner with,

Speaker 2 go in and just get the yes, come to terms that you know are good, whether, you know, it's, you know, how you're going to do business, split business, however it's going to work.

Speaker 2 And then it's your job to execute and go build it. It's not.

Speaker 2 it's not on them. And you'll be a lot more successful that way,

Speaker 2 in my opinion.

Speaker 6 What do you think it is about our industry that it feels like

Speaker 6 we don't necessarily, well, I don't want to say that because I know a lot of people that have big ideas that feel repressed in sharing those ideas.

Speaker 6 What is it about our industry that we don't cultivate that? I think that's really what it is is in other spaces, there is a

Speaker 6 almost like a culture that cultivates what's the next idea. What's the next thing? How are we going to hit this?

Speaker 6 You know, how are we going to attack this what how can this be tweaked and it feels like only till geez really recently like 18 months maybe 24 months maybe that there was even

Speaker 6 it was almost like we wanted to repress we actively tried to repress bigger ideas.

Speaker 6 And the only people that were able to do them were maverick, you know, Mavericks or, you know, these, these exceptions, these people who stood outside the establishment.

Speaker 4 You know,

Speaker 6 what do you think it is that that is? Because you've obviously bucked it. I mean, you kind of come up and you've made these deals and you never had that mentality sink into your brain.

Speaker 2 Yeah, you know,

Speaker 2 I don't know how it, you know, I come from, you know, family that all own state farms and really the established, like I come from the old school, you know, take care of the immunity brokerage.

Speaker 2 I think just,

Speaker 2 you know, I wanted to be different.

Speaker 2 Yeah. You know, I do see the last 12, 24 months, I've seen it too, because,

Speaker 2 you know, it got to the point where I was so such an outcast, even on like the IAOA Facebook group, right? Like I, I would post what I was doing or what I was excited about.

Speaker 2 And it was like people were coming with their pails of water and their forks to like defend. You know, I was mentioning lemonade and people were like, like, I was stealing their business.

Speaker 2 And, you know, to the point where almost I stopped posting for a little bit because I was like, they're not there. And it's, you know, if you're a Game of Thrones, it's like winner is coming, right?

Speaker 2 Now, you might be where you don't believe that the white walker of technology is coming but it's coming and it's going to break down that freaking wall that you've had for 30 40 years and so you can either you know i'm going to just go all in on this but you can either jump on the dragon with you know jon snow and like and go and like and learn a thing or you're going to just be in uh the battle of your life because and so you know i think where the biggest thing that people are misunderstanding as we as we go forward is that you know embracing technology technology or embracing new ideas doesn't mean that the old stuff needs to be thrown out.

Speaker 2 It just means you need to tweak it. You would never, well, most people wouldn't wear their

Speaker 2 clothes they were in the 70s, right? You know, type of thing. They, they might wear something similar, might still wear a polo.

Speaker 2 They might still wear a pullover shirt, but they're probably wearing one that doesn't say Phila on it anymore, right? It says

Speaker 2 whatever, bourbon. I don't even know what that, I'm not a cloth guy.
I don't know how I give that example.

Speaker 2 You know,

Speaker 2 what's a cool

Speaker 6 guy?

Speaker 6 Maybe or something, right? I buy, I just wear whatever my wife buys for me. I just find stuff in my closet.

Speaker 2 We just need to be ready and go for it. And, you know, if you want, right? Like a lot of people are going to listen to this and they're not in the same headspace as me.

Speaker 2 For me, you know, I have issues too, right? My biggest issue is like, I can't stop. Like, I always want to keep going.
That's not healthy either. Right.

Speaker 2 So like, I, all I want to really share with people is just my experiences and not overuse the word in my opinion too much on here.

Speaker 2 But it really is, you know, I'm hoping that people can just grab some of this. And if anything, just the energy, like the energy that I go about

Speaker 2 thing. And just like whatever you're wanting to do within the industry or your brokerage, just go for it.
If that is just like doubling your staff or that is like.

Speaker 2 going from typewriters to monitors or whatever you want, just go for it. It might not be starting your own MGA and getting with Century 21, all that stuff, right?

Speaker 2 Like that might might not be for you, but you do have an idea out there of something that you think is crazy, right? It could be a

Speaker 2 could be a coffee machine for everybody, right? And you're going to pay for the coffee. That might be the wildest thing you have.
Freaking go for it. Go buy the damn coffee machine.

Speaker 2 But like, just let yourself go.

Speaker 6 I agree. I, so I think the word that, or the part of that, that I think is, is the most applicable is the idea of letting your energy, like using that energy, right?

Speaker 6 Like I was talking, I was part of a mastermind the other day, and one of the individuals said

Speaker 6 her prospecting idea for the first quarter was to package up,

Speaker 6 in this case, she was going after contractors, and she was going to put a big box with a hammer in it, like a nice contractor's hammer.

Speaker 6 And then, like the contract, the owner's face on the box, so you knew that you'd open it, and like the inside would be a note that said, Let's hammer out your insurance program.

Speaker 6 That's different. That dude has never received a $30 hammer in a shoebox from an agent, from an agency before.
Is that some sort of crazy technology thing? No. But I think those are the kind of ideas.

Speaker 6 Those are the kind of outside the box. I mean, wow, that's a cliche, but, you know, this kind of differential thinking that separates you that says, look, I'm not going to approach the way.

Speaker 6 business has always been done. I'm not going to approach it the same way.
And maybe some things are the same, but other things are going to be different. And

Speaker 6 I think just that idea of bringing energy now i will say i want to talk to iaoa which i love but at the same time i also think there's so many idiots in there um

Speaker 6 and and people who aren't actually idiots just the things they say online are are

Speaker 6 i don't know i i feel like there's a lot of people who

Speaker 2 who

Speaker 6 who um

Speaker 6 oh geez the things they say and do in that particular group are misrepresentations maybe of who they actually are as people because it's just like you know man you'd think

Speaker 6 I remember when, when all that was, I remember when you were posting, I remember I called you on the phone and I said, dude, don't get, cause you actually posted in the comment, maybe I'll just stop commenting because you were getting so much crap.

Speaker 6 And I called you and I was like, dude, don't stop posting. I, you know what I mean? Like, this is stuff that people need to hear.
It was particular about the lemonade thing.

Speaker 6 And I hate lemonade as a company

Speaker 6 in terms of the way that they've. misrepresented some things.
However, as a business person, as a product, if you're serving your customers, I mean, they write on standard accord paper.

Speaker 6 Like there's no, or, you know, you know, accord forms, like it's not like, it's not like this is some crazy paper. Like it's basically the same HO3 you'd get from any of the other major companies.

Speaker 6 So like, what's the big deal?

Speaker 6 It's certainly worth considering.

Speaker 6 I just have.

Speaker 6 wholly disliked the way their CEO has handled himself and some of the things they've said. But that's beyond the point.

Speaker 6 My reasoning for that is like,

Speaker 6 we can't, when you start to do things different, one of the things that is unfortunate about our industry is people seem to attack. And you can't let that shut you down.

Speaker 6 And anyone who's listening to this, if you haven't approached a new idea because you're worried about what the industry would think or what people would say or how they will react to you taking a stance or whatever on something, I do not, you know.

Speaker 6 call me if you need to talk about it but like we we can't let ideas good or bad not surface because we're afraid of getting trashed on a Facebook group. You know what I mean?

Speaker 6 And that's not to diminish the value of IAOA. I mean, I'm a huge proponent of the group in general, but

Speaker 6 yeah. So let's move on from that topic.

Speaker 6 I really appreciate all those thoughts. So I want to get into,

Speaker 6 okay, so you have the Century 21 deal.

Speaker 6 You now form another partnership with OB and you decide to kind of combine teams, become part of the, of OB as the, as the, as the operating entity, OB, OB buys Skylight, and now you're developing this product.

Speaker 6 The paper, is it your paper? Lloyd's, as much as you can talk about that, are you, is it, you know, what are we, what are we, is it just kind of standard? Is it

Speaker 6 admitted?

Speaker 2 Yeah, so it'll be admitted.

Speaker 2 It is, I can't drop the name just yet. Yeah.

Speaker 2 Like, and that like makes me throw up in my mouth because that's okay.

Speaker 6 Share what you're willing to share. It's all good.

Speaker 2 But other than like the name of it, yeah, so it's going to be paper.

Speaker 2 It's going to be, it's going to go down the same lines as hippo lemonade all that as far as you know full-on nga uh with the tpa and everything like that um it will be standard the the thing that's unique really is about it is that i'm able to help because you know i've had the opportunity to go work with pretty much if you name the insured tech carry at one point i had the chance of like job offer right and the reason i finally took this one is one i really like the founders and they're good friends but um i like the impact you can do So what I mean by that is our paper is going to cover what is really needed in the rental space.

Speaker 2 Like if you have a client that does rentals at all, and they are 100% rented all the time, they never need renovations from the time they buy it to the time they sell it.

Speaker 2 It's like they don't touch it. Like, please, I will, I'm going to try to steal your clients.

Speaker 2 And I'm joking, but. like in the rental space they're always getting renovated they're always vacant for periods they always have some builder's risk going on.

Speaker 2 They, you know, there's always something. Right.

Speaker 2 And I'll tell you right now, if you try to tell me that you can,

Speaker 2 that all of your rental properties that you have in your book right now are not in the gray, you're lying to me. Because, you know, we're like, well, how long are you renovating?

Speaker 2 Is it, and is it basic renovations or is it cosmetic is the word?

Speaker 2 Oh, I can put that with the travelers because, you know, by the time they do the inspection, you'll probably be done and it'll be rented out or I'll get a thing. Like it's frustrating.

Speaker 2 Or what you're also, if you're doing it really like, you know, Johnny doing it perfect, you're forcing your client into a three month, six month, nine month builder's risk, you know,

Speaker 2 you know, for their 30 or 60 days of renovations. And then they're paying for that and they're trying to cancel it or they're paying way on it.

Speaker 2 And then you're flipping it to a DP3 if you're doing it like the perfect ideal way. right, which is not ideal for the client.
So our product is going to be one product within that space.

Speaker 2 And you'll be able to, within click of buttons, flip on. It's going to be renovated, right? And how much I'm putting in.
You'll be able to flip that back off when it's done.

Speaker 2 You'll be able to flip that it's vacant and then to occupied. But you don't have to change the carrier, change the paper, if you will, right?

Speaker 6 It's just going to be a change. It's the number you're doing.

Speaker 2 Yep,

Speaker 6 on the fly, policy changes, form changes. Yeah.

Speaker 2 So I mean, which makes sense because. you know with my auto insurance i can change my liabilities at any time i can add a driver remove a driver i can make all these changes.

Speaker 2 But in the rental, like really, they limit you to like changing your deductible and changing your, you know, your building amount. Right.

Speaker 2 And then if you actually change the characteristic, which is the most changed thing, the building stays pretty same. The deductible, people want similar deductibles all the time.

Speaker 2 What changes is what's going on with the tenant and what's going on with the space. So we're trying to build around that.
And it sounds so simple for all of you as you're listening.

Speaker 2 You're all like, oh, God, this guy thinks he's a rocket science. Like, that's pretty easy.
And I agree, but no carrier does it, right? Like, or very limited carriers do it.

Speaker 2 Like they either want it like rented out and occupied and nothing going on, or you basically have like the builder's risk type of carriers, right? Very few in the middle.

Speaker 2 And so that's what we're going out to do. So one, there's not a lot of carriers in that space in general anyway.
So big marketplace, big opportunity.

Speaker 2 But also from just a direct to consumer standpoint in our own brokerage. But then as we open up, because I'm clearly

Speaker 2 a big proponent of brokers still matter, but brokers need better technology, right? That's where I stand in the whole

Speaker 2 big fight between tech and brokers

Speaker 2 is that we're able to probably get into

Speaker 2 100% of brokerages around the country.

Speaker 2 Because who doesn't right now need a one to four, let's just say it stays at that unit, quick rental product that is very flexible and easy uh that pays good commissions for their clients right that doesn't require underlying

Speaker 2 yeah right exactly and we'll have the to your point it'll have the one million two million uh gl too so you you know you're hitting requirements for lenders uh and speaking of it'll have and also too i can go into that but you know it fits a good niche for clients need more access to some products and also brokerages it's like the one thing that a lot of we'll call it personal lines or even into the habitational space brokerages would like to have, right?

Speaker 2 Every time I post about it, I get messages like, hey, when is when can I start to sell this? And that's the same question I would be asking if I saw someone else with this, uh, this product.

Speaker 2 Because if I tried to peddle your, your, your clients right now, a new homeowners carrier, like I'm competing with a billion people.

Speaker 4 Yeah.

Speaker 2 No, no one probably really listening to this right now needs another homeowner's carrier, right? Like, or unless they're trying to write in Michigan or Florida or something unique. So,

Speaker 2 yeah, so that's what we have going on.

Speaker 6 That's awesome. So, so you guys, so Obi will be the carrier.
And then we'll, so then you'll have Skylight still writing

Speaker 6 as a as a direct to consumer?

Speaker 2 Yeah. So, so the Skylight name is Sunsetting.

Speaker 6 Okay. Okay.

Speaker 2 It'll be everything will be OB. So yeah, so we'll have kind of a combo.
So everything will go through our site, OB site, and based off the characteristics.

Speaker 2 So it'll be the same user experience no matter what you're trying to do in the habitational space. On the back end, you will either qualify for our

Speaker 2 own MGA product, right?

Speaker 2 If you're right now in a certain state and the one to four units, and it will give you that instant, or the experience will still be the same, but at the end, it'll go into more of a

Speaker 2 old school, if you will, still brokerage type field. Now,

Speaker 2 we're still doing things a little faster and different, of course, than, you know, I hate even using the word old school brokerage, but

Speaker 2 and so that's kind of where it meets, you know, and eventually as our product has more units and more states, we'll have more instant for people.

Speaker 2 But the key for us is still giving the same user experience all the way through,

Speaker 2 regardless. And you see this with a lot of companies that you go on outside of

Speaker 6 this, same thing. Hippo does this.
Yeah.

Speaker 2 Yep.

Speaker 2 Where, you know, you go through whatever even outside of insurance right you go through and you either hit their like instant product or they say hey a rep will contact you because you clearly didn't hit their

Speaker 2 you know fast easy uh thing you know i'm sure this happens on turbo tax for your taxes the whole not you're either like a an instant return or oh we need an accountant to look at this so it's it's it's very similar yeah

Speaker 6 awesome that is um

Speaker 6 that that is awesome now okay so you have one to four today

Speaker 6 um how do you move to 200? What does that look like?

Speaker 2 Very similar.

Speaker 2 If you've studied kind of the past of, you know, I keep using Hippo. So they owe me one because I'm just like name dropping.
That's crazy here. So

Speaker 2 and I don't get paid like 10 cents. A lot of people think I don't get I don't get paid by hippo for dropping.
their name or anything.

Speaker 2 I feel like and they're like a law now that like if you're a celebrity, and I'm not a celebrity, but like you post about a product, you have to be like, I'm a user or I'm not. So yeah, if you're

Speaker 2 an influencer, you got to get influencer not your influencer tax i'm i'm i have the most money i've gotten from hippo is i have like 45 of their soft teeth and that's been my biggest compensation so just full disclosure but anyways if you followed the hippo path they started same thing three four five six states they you know uh riding through the mj experience they slowly got a few more states you know and then they just recently announced that they actually bought out they actually bought out that carrier that I believe it's spinnaker or whatever I can't remember yeah I think it is what it is it's like uh what Metro mile did with Mosaic yep the same thing so we're gonna probably um the the paper that we're using is probably a little too large for us to ever purchase them just as a full disclosure but we're gonna go this is down the same route so you'll we'll hopefully build with that carrier as much as that they'll allow us to go statewise and unit wise and then you know potentially if uh if need be you know we would you know need to bring in another

Speaker 2 paper, if you will, to get more states more access. But

Speaker 2 that's just basically the simple process. Even Lemonade, none of them started in 50 states.
And

Speaker 2 all the product lines that you see today, they all started

Speaker 2 one state, two states. Lemonade was renters only.
Then they went into the home.

Speaker 2 And then pet insurance, I think now they do.

Speaker 2 Same with HIPO.

Speaker 2 I've been around all of them when they were like, I feel like less than 10 people and kind of watched that journey or consulted them or helped them or just chatted with them or just was a, what do they call it,

Speaker 2 a fanboy of them or whatever.

Speaker 2 And they all kind of went down that same path. So we're going to go something similar.
So we got to, we got to do good in the first four states with the product that we have.

Speaker 2 We got to get it in the consumer's hands. We got to get our name out there.
And if we're writing the premium that looks good to our, you know, our partner, then I'm sure they'll let us have

Speaker 2 more and more access. And if we're not, then, you know, then

Speaker 2 we got a whole other set of problems.

Speaker 6 Yeah.

Speaker 6 Yeah. I mean, and it comes back to,

Speaker 6 you know, it all comes back to actuarial.

Speaker 6 Can you, you know, are you priced? What's the pricing? What's the risk tolerance? All that kind of stuff. That's always my interesting part for me.

Speaker 6 You know, with all the insurtechs that come out,

Speaker 6 you know, and it's why I'm still not sold on

Speaker 6 the,

Speaker 6 oh, geez, like root, you know, and I'm not rooting against any of them.

Speaker 6 Just I'm not sold that the methodology works yet because I haven't seen the data come back that shows, you know, is that underwriting method working? I think in Hippo's case,

Speaker 6 you know, they seem to have figured out, you know, an underwriting model that allows them to be competitively priced with a good product.

Speaker 6 And, you know, not that they're always right everywhere, but they seem to have done the right thing. And that path, you know, we're what, five, six years into hippo really being hard charging.

Speaker 6 I mean, I'm not exactly sure when they were founded, but I remember it was 2014, 2015, I think, when I first started hearing about them.

Speaker 6 And, you know, to think how far they've come, I mean, it's tremendous. I mean, and these are the kind of products that we need.

Speaker 6 You know, I look at even a carrier like Plymouth Rock here in the Northeast, nine states.

Speaker 6 started as a very traditional carrier, invested in a different methodology for underwriting, and they're dominating.

Speaker 6 They're dominating in the states that they're in in terms of how fast they're picking up business. And it's been really interesting to watch some of the more traditional carriers react to

Speaker 6 in particular because we don't have a lot of the more fun carriers don't come to New York because New York is an awful place to do business. You know,

Speaker 6 we have authoritarian dictators who run our state and regulate us into. into submission.
So no one really comes in here who already isn't here. But

Speaker 6 having like a Plymouth Rock come in where you can enter, you can enter an address in, click a button and get a rate.

Speaker 6 And people are like, wait, they don't need the credit score. And they're like, nah, they've already underwritten the home.
Well, what about? And they're like, nope, nope.

Speaker 6 It's an address, an effective date, name of someone. And you have a home.
And that is, it's been wild to see.

Speaker 6 how carriers have reacted to just simple UX changes. We're not even talking about actuarial stuff, but just simple UX changes and policy stuff.
It's really wild.

Speaker 2 Yeah. And my thing is for anybody on the fence with InsurTech or technology in general, you know, it's two things for me.
Think back and remember the time, right?

Speaker 2 Everyone remembers where they were 9-11. Everybody remembers where they were on this date of X, right? Remember the first time that Steve Jobs showed you the iPhone with no buttons.

Speaker 2 and how you felt about it and where that is today, right?

Speaker 2 i thought the iphone was crazy i will admit to that and i you couldn't get my iphone from me for anything now right

Speaker 2 and so

Speaker 2 one remember that with this technology and these shared tech carriers that that same thing is going to happen uh and then my second thing is if you're still not a believer and you and they're your enemy believe in the phrase of keep your friends close, keep your enemies closer.

Speaker 2 Yeah.

Speaker 2 And dive in because the more you know and the more you can keep an eye on them the more you can do that as well so that's my thing when someone's struggling with technology or these insured tech carriers or whatever is i share those two things that hopefully that helps kind of help them with the mindset that i believe is is important going forward

Speaker 6 awesome i uh i could not agree with you more i think um

Speaker 6 you know i look at One of the things I said, and just to bring up Lemonade again, one of the things I said about Lemonade three years ago that got me a lot of heat was that because when they first came out and they're trashing IAs left and right, and you know, these people are lying, you know, saying things like they lie to you, and

Speaker 6 you know, there was a lot of backlash.

Speaker 6 Um,

Speaker 6 and one of the things I said was,

Speaker 6 yes, you know, I don't obviously those things are, I don't appreciate that, but

Speaker 6 man, can these guys brand? Holy crap, can they brand? The visually, the, the, the, the language, the emotion that they pull out.

Speaker 6 And obviously you hired Dan Airy, I always mispronounce the last name, Arieli, Arielli. You know, I mean, here's one of the smartest

Speaker 6 psychologists or business development, you know,

Speaker 6 behavioral psychologists from a business context that exists. And

Speaker 6 man, are they good. And if you're not watching them and you're not paying attention, then you're...
you're missing it. You're missing what's happening, making them work.
And they're not the only ones.

Speaker 6 So I think you're 100% right.

Speaker 6 I think that the worst case scenario is I'm just going to flip my light on and keep plugging away at the way it's always been done and flip my light off and hope everything works out because that's not going to work.

Speaker 6 Because today, Obi can drop into your backyard with some Facebook ads or an email.

Speaker 6 or referral partner or whoever and start taking your clients away from you just like hippo can just like any of these other guys can and um those days of local being your being your defense mechanism are over.

Speaker 6 You know, you have to be able to play at that level, even if it's on a local basis. And I am worried that

Speaker 6 it is easy to get overwhelmed by this stuff and that we would allow that overwhelm to keep us from actually getting where we want to be.

Speaker 2 Yeah, I would 100%

Speaker 2 agree with you.

Speaker 2 I like what you said and

Speaker 2 it's scary, right? Like, to be honest with you, I think I might have gotten into the insured tech space because I was scared of it and I, and, and I, and I wanted to know more

Speaker 2 and I wanted to be less fearful. And then I fell in love with it, of course, you know, and uh, now I get to actually, you know, live my dream of uh actually going for it.
Right.

Speaker 6 It's awesome. Um,

Speaker 2 but I think what's more important than anything is just,

Speaker 2 like I said, from a simple brokerage of two people all the way on up is just

Speaker 2 we need to think of the other industries and what they're doing and we need to watch them you brought up lemonade

Speaker 2 they built a brand that happens to be an insurance company and if you think about how fast they mobilized when it took state farm 100 years to get the brand and the recognition that they have lemonade did that in less than a decade yeah right right and and and hippos did it faster than that yep you know so

Speaker 2 stop worrying so much what they're going to take from you and start trying to take from them how can you steal how lemonade acquires clients how can you steal how hippo quotes somebody like how can you like learn from the best and right now they are the best in our industry at branding and marketing and thing like i now see and i'm like a still a huge huge state farm guy, just due to family loyalty.

Speaker 2 But like when I see what Lemonade and Hippo are doing on social media, and then I go look at this state farm post of like, they're trying to still post like this picture of a family in a tree from the 1980s, right?

Speaker 2 You know, it's just like, whoa, you know, it's like, uh, it's like someone's still trying to use a monitor, you know, with a, uh 12 inch back to it, right?

Speaker 2 It's just like, it doesn't make sense anymore. So yeah.

Speaker 6 It's actually been kind of sad to me that State Farm,

Speaker 6 like their Jake from State Farm, Rodgers, and Pat Mahomes thing, like it's almost like they have no idea what their brand is.

Speaker 6 So, they're just latching on to Aaron Rodgers and Pat Mahomes and saying, geez, I hope people connect with us over these two. Because, like, what is like today, what is State Farm's brand?

Speaker 6 Like, Jake from State Farm, who the heck is he? It's a completely different guy now, one.

Speaker 6 Um,

Speaker 6 and not that that's wrong but okay that you know is it is it the is it the the overweight white guy or the in-shape black dude or is it pat mahomes or you know what does pat mahomes really have to do with insurance other than he's pat mahomes and like it just like nothing against influencer marketing which is cool and and having spokesmen i mean for sure i mean spokesmen have worked but like i feel like they've they don't have a brand today like it's they've kind of it's

Speaker 2 it's your your grandparents still telling the story about how they did it, right?

Speaker 2 Or your uncle who joked 10 years ago was funny, but still keep telling it, thinking people are going to hear it for the 10th time and still laugh like they did the first time, you know?

Speaker 2 And, you know, there's influencer marketing, like, you know, like the Kardashians and different things like that, but they're actually like using the products. Like, it's not believable.

Speaker 2 Maybe, maybe Aaron Rodgers and Mahomes have a state farm policy, but it's, it just doesn't really correlate.

Speaker 2 And they're sort of using this 1980s marketing of like, be like Mike, like michael jordan type of like just put a celebrity uh and your logo together like that worked 30 years ago that's not what's integrating you know uh to it i mean and plus like it's it's tv ads and different things like that and we're all onto youtube tv and uh and twitter and in and things that i mean like i'm even feeling old you know i'm in my 30s and i and i talked to my 20 year old brother and it's like wow i don't even know you know like

Speaker 2 advertising through video games right like everybody's doing this, you know, Fortnite and stuff, right? Like

Speaker 2 the whole brand, but, you know, I'm not one to ever rip on anybody. So like, that's as far as I'll go.
It's just more

Speaker 2 a good example to show that like even the biggest and baddest, bigger than number one and two combined, could take a page out of what's new and going on.

Speaker 2 And it's not too late, you know, State Farm's going to buy out root. They're going to, they're going to do something eventually, right? They're too big probably, right?

Speaker 2 hopefully right you know uh they don't want to be left as the i'll put it this way as the person still stuck in their ways and have all these other ones you know uh knock them down the list so um that's kind of still the same type of challenges that i hope i would if i was talking to state farm or a broker i'd say state farm have everything you're doing watch lemonade you got more money people time and all that to like compete with them just just do it yeah right and you know hire the guy that they used right like yeah you know i think you hit on it man and and it's why i spend so much time on the rogue brand even though we're small is like

Speaker 6 i think brand is the differentiator because the the clients the the bar clients expect you to have good products good service at a good price that's what they expect so who cares if you have that stuff oh you're you're you know i mean who cares oh we have a good price okay

Speaker 6 I have a good price too. You have a good price.
Okay. That's cool.
But what does the brand? What does it mean to to you?

Speaker 6 Does it, does, you know, I mean, that, that idea of brand and, and, and, and lemonade success is wholly because of their brand. And I, and I give them ultimate kudos for that.

Speaker 6 And I could not agree with you more that, that moving forward, it's, it's think, I think just to recap this conversation and, and I think it's been, I just appreciate it.

Speaker 6 You've been, this has been awesome is, is really use, you know.

Speaker 6 allowing our energy to, you know, to kind of release our energy and think bigger about, about our business in whatever way that makes sense, whether we're local or we're trying to be, you know, bigger in a, you know,

Speaker 6 in some way, or, and to focus on brand and to really dive in and go forward. So, dude, I appreciate you.
This has been tremendous. Um, just thanks so much for sharing your time, man.

Speaker 2 Perfect. Yeah.
Thanks for having me and

Speaker 2 happy to chat anytime.

Speaker 6 Before I let you go, where's the best place for someone to get at you? LinkedIn or what if someone wants to just connect to the

Speaker 2 LinkedIn, Facebook, just under, you know, Matthew Sudica for both.

Speaker 2 Probably people listen to this. Those are probably the two best because it's, you know, more peer-to-peer and I'm pretty quick at answering messages and, you know, all that kind of stuff.

Speaker 2 I think the only thing I will tell you is that if you're like sending a request or whatever, just put in the note up front, like, hey, I heard your name.

Speaker 2 So then I know because, you know, I don't know what happened on those two social media platforms, but like.

Speaker 2 the friend requests are out of control now and i can't tell someone that like i should be connecting and i just don't know who they are by name.

Speaker 2 And someone who, as soon as I connect them, I'm going to get one of those messages of like trying to sell me like ad space in Taiwan

Speaker 2 or, you know, an online gym thing. So yeah, just put in the note that like, you know, you're IOAAAA or you heard me on this podcast or whatever.

Speaker 2 So now I can accept you and we can start chatting because I'm kind of like feared to accept now unless I'm like looking at mutual friends.

Speaker 6 Yeah, yeah.

Speaker 2 It's wild where that's going. But yeah, get me on both of those and then

Speaker 2 we can chat from there. I'm

Speaker 2 always, pretty good at getting back to everybody.

Speaker 6 Awesome. Appreciate you, Bob.
Be good.

Speaker 2 All right, take care.

Speaker 2 You go fuck yourself with your fat fucking ass.

Speaker 2 Take it into your

Speaker 2 from the driving.

Speaker 2 Make it in your

Speaker 2 children.

Speaker 2 Take it easy, buddy, keep going.

Speaker 2 Wanted a few drinks and smoke adjoint buttons? Yes.

Speaker 2 Wanted a few drinks and smoke the joint bubbles? Yes.

Speaker 5 Close twice as many deals by this time next next week. Sound impossible? It's not.
With the one-call close system, you'll stop chasing leads and start closing deals in one call.

Speaker 5 This is the exact method we use to close 1,200 clients in under three years during the pandemic. No fluff, no end-less follow-ups, just results fast.

Speaker 5 Based in behavioral psychology and battle-tested, the one-call close system eliminates excuses and gets the prospect saying yes, more than you ever thought possible.

Speaker 5 If you're ready to stop losing opportunities and start winning, visit masteroffeclose.com. That's masteroftheclose.com.
Do it today.

Speaker 7 There are millions of podcasts out there, and you've chosen this one. Whether you're a regular or just here on a whim, it's what you have chosen to listen to.

Speaker 7 With Yoto, your kids can have the same choice. Yoto is a screen-free, ad-free audio player.
With hundreds of Yoto cards, there are stories, music, and podcasts like this one, but for kids.

Speaker 7 Just slot a card into the player and let the adventure begin. Check out Yotoplay.com.

Speaker 8 When you invest with Fidelity Go, it does all the work for you.

Speaker 8 So while Fidelity Go monitors the markets, rebalances your portfolio, and tracks your progress to keep your investments aligned with your goal, you can invest your time however you want, all while paying no advisory fees under 25K.

Speaker 8 Invest your money, not your time, with Fidelity Go. Get started at fidelity.com/slash slash go.

Speaker 8 Advisory services offered by Strategic Advisors LLC, a registered investment advisor, brokerage services provided by Fidelity Brokerage Services LLC, member NYSC and SIPC.

Speaker 4 Now's the time to start your next adventure behind the wheel of an exciting new Toyota hybrid.

Speaker 4 With the largest lineup of hybrid, plug-in hybrid, and electrified vehicles to choose from, Toyota has the one for you.

Speaker 4 Every new Toyota hybrid comes with Toyota Care, two-year complementary scheduled maintenance, an exclusive hybrid battery warranty, and Toyota's legendary quality and reliability.

Speaker 4 Visit your local Toyota dealer today. Toyota, let's go places.
See your local Toyota dealer for hybrid battery warranty details.

Speaker 10 At Capella University, learning online doesn't mean learning alone.

Speaker 10 You'll get support from people who care about your success, like your enrollment specialist who gets to know you and the goals you'd like to achieve. You'll also get a designated academic coach.

Speaker 10 who's with you throughout your entire program. Plus, career coaches are available to help you navigate your professional goals.
A different future is closer than you think with Capella University.

Speaker 10 Learn more at capella.edu.

Speaker 9 Hey, neighbor! This holiday season, Birch Lane is here to help you celebrate with friends and family.

Speaker 9 From guest-ready dining tables to cozy sofas that fit the whole crew, our classic furniture and decor are crafted to last.

Speaker 9 And with fast-free delivery, you can be ready for holiday hosting in days, not weeks. So you can spend time on what matters most.
It's classic style for joyful living.

Speaker 9 Shop Birch Lane, a Wayfair specialty brand at birchlane.com.