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awesome well welcome everyone to um to part four of our of our four-part webinar series talking about effective communication for retention in a heart market and today I think we're I don't think I know uh we're getting into something um I I think is very different um I I Our Hope here is to really change your thought processes and put tools in your hands that that will really change how your current doing um some of the things that you're I know that each and every one of you are overwhelmed with but before we get into that few hoste keeping items number one um if this is the first webinar with us welcome um if it's not you'll know what I'm about to say um we encourage in fact We crave we are absolutely delighted with engagement so our webinars are always AMA and that stands for ask me anything but of course today we're going to go with ask us anything so um in the in the um toolbar of the zoom webinar there you'll see there is a Q&A section use it if you got a question if you got a comment about anything we're discussing throw it in there uh we're we'll certainly engage with it if it's if it's super on point in the moment we'll answer it right in the moment if we we might need to to finish the discussion but we will get to it I assure you we answer each and every question so please use that Q&A section now with that said back to the task at hand I at the end our last um um part three um as as we discussed I alluded to a special guest um and so I'm super excited to to have that special guest but before I introduce him of course I can introduce myself so if you don't know who I am my name is Joel I am the insurance evangelist here at agency Revolution would love to connect with you on LinkedIn learn more about your agency hear from you um I have a rather unique um opportunity or life cycle or experience call it what you want um in that I too was an independent insurance agent for 11 years of my career was very lucky to come in contact with a little company at that time called agency Revolution early on in my career was a client but now have been working here at agency Revolution with agencies just like you for the last eight years and so um that's me um then we have Lucas Jans who is here and typically I'd read this stuff but Lucas why don't you just introduce yourself sure uh thanks Joel uh yeah obviously I've been working with Joel for a long time I'm Lucas Jans of the VP a product here agency Revolution and I've worked with Joel if you haven't heard me say this before for half my life I think first as a client uh and now here uh Joel the insurance evangelist kicking but uh sorry I should not swear I heard that your son's back from the military and you got like a no swearing policy in the house is that that's right so I'll keep it clean should be a no saring policy in the household but I as Luca I alluded to Lucas so if you if you hear some r Amun of stuff coming through my mic it's not necessarily me dancing around Big Brothers home for a couple days and let's just say little brothers are over the moon big sister is not overly excited that he's home but little brothers are and um I don't know there's some uh probably some little bit of language issue well well if he drops in to listen to the webinar I'm gonna keep it clean from here on out this is going to be a real real super clean webinar Joel I apologize let's uh let's forget that never happened yeah awesome well let's get into it here's a little bit of today's agenda what is pipeline um I I I want to walk you through I I think there's a general consense of what you think it is um but we're going to dive deeper in there there's more here um there there's pieces that you're missing and we're and we're going to dive into that um what what does pipeline or I think maybe what we should say here is what should pipeline or what could pipeline solve for and then we'll give you some use cases some great examples Lucas is going to um to can talk very much on the technical side and show us around a little bit and you'll see Q&A I will remind you Q&A is open um live so use that that Q&A within the uh within the toolbar to ask your questions as as we roll through here so what is a pipeline I think generally speaking we know what a pipeline a pipeline traditionally is more it should be more than just for new sales but it also can be referring and manag your existing book which is where we're going to get to we're get into but um for for all intensive purposes it's it's walking people through those stages um and so what what is capital P pipeline so you got to put a capital on it is a feature within our fuse solution so we refer to that as pipeline um in in your world as you know it's as you can see by the by the graphic here it's the the walking or the organization if you will of and once again I think we traditionally see this as as leads or prospects or or suspects to go from that raising their hand I'm a prospect ECT to contact made maybe quote delivered than that closed one closed loss scenario um and and that's traditionally what when we say pipeline I think that's what a lot of you are thinking and certainly is a is an important aspect of it um but it is also perfect for managing um your your existing book for for retention purposes and once again we'll dive into that but one thing real quick when you have that graphic up there it's it's interesting that you see this this board over this visual this is a conbine board and uh I've been using combine boards in software engineering for like 20 years but combine boards are kind of like the visual signal the the way sales professionals often manage their pipeline but as you allude to today we're going to talk about so much more than that like where Pipeline and this conbine board can help uh agencies with their process yeah and so once again I I forgot to do it shoot I forgot to tell everybody take the do the big breath we're in the hard Market it's okay it's a hard market and and and no one has time for new things that I think that's something we hear a lot and and and the reality is this is actually the best time to add tools that will help you manage your agency books and Prospects otherwise money's just walking out the door I I you know I think we need to be looking at Solutions that'll help us create efficiencies be more productive um never has there you know it certainly has been a long time that um really our teams our our our producers or csrs under the pressures of of everything that comes with a hard market so finding those tools um that that can create efficiencies and help you do it better is is absolutely critical that's why we built pipeline uh to help you stay on top of not just leads but ensuring nothing slips through the cracks that's what it's really all about a great way to organize it um and that's that's what we want to want to get into today so what does pipeline Trad what does a pipe line traditionally solve for um you know agents are overwhelmed I mean is this shocking are we rewriting business and providing support that seems like everybody I talked to if if it's not if it's not an entire book of business it's a carrier it's a line of business so it's just there's so much of it we need a way to effectively organize that many agents are not process oriented which will not not win the retention game in a hard market so what a what a pipeline does is can create a very much a process oriented so you can stay organized and know where you need to go or who you should be connecting with it is challenging to get agents to try new tech okay we understand that the last thing a lot of Agents producers CSR want is something else that they need to do on a day-to-day basis but um with that said finding solutions that can help them do their jobs better more efficiently um is is something everybody is and should be open to um so but leveraging automation is the answer it it really is the answer in in a hard Market um creating situations that can do some of the heavy lifting so that your your producers your csrs can really focus on the the top priority things so the little things that um that maybe we can take whether it's gathering information staying organized identifying um and we'll get into that um places where they they should be focusing on so now this this is really where we want to get to Lucas is this is this use cases for a pipeline and so um number one rate increases I think that's obvious here so you should be setting up different communication depending on a percentage increase know that I've I've always been a big believer that you have value um an agent has value you've built a relationship or you should be building a relationship and so there has to be you can't be re re remarketing or worrying about rate increases at 5 six 7% that that's just nature of the beast but when we talking about those big ones 15 20 25% there are things there are automations and and things like a pipeline that can help you identify those and organize yourself number two service initiating follow-up Communications after a claim or other transaction so there's things that you can be doing um to to identify those and then once again effectively organize your someone's day-to-day and who they should be connecting with and the obvious renewals so creating a workflow for renewals um you know automating what we can but then drawing attention to the people that need attention these are the things that pipeline can do or a pipeline should be able to do for you to to Really create some efficiencies so here we go we we we we've kind of burned through burned through this really quickly and Lucas this is this is really where I want to engage with you and and really show us um all the things that that we've talked about so we've we've done this webinar series and we've talked about your website we've talked about effective communication using text and email leveraging video I think as an agency if we if we if we step back and and you're going to show us this but where where I where I think we came to as a summarization of all this is knowing that's a hard Market knowing that there are whether it's underwriting questions issues that we have to deal with rate increase questions issues we should have the ability and we certainly do have the ability to create automations around that um so right from the moment if just doing a little bit of a flashback for you all that that maybe didn't listen to it or or weren't there for um second part is the idea of communicating out to your clients that things are changing they don't understand they don't know what a hard Market is it is on you the expert to to communicate that out to them so you should have that initial communication out to people you should have a multi-step campaign for those situations whether it's carrier specific or line and business specific to start communicating Gathering the information you need and then we can drop those people that need to into a pipeline that's where we are today so that was the goal of this whole um webinar series to give you all a very much succinct process of what you should be doing and so that's I think the culmination of that is is here at pipeline in creating um a very organized way for a producer or CSR to handle their day to make sure nobody slips or the cracks so um we just talked about setting up workflow I just talked about triggering a communication text an email out to those segmenting your audience it's critical that if you want to do this you want to Target people and then once again this all helps manage and to to successfully close yes new business there are opportunities but cross sell opportunities but also those renewal opportunities so before I turn you loose on that Lucas a little bit I got a question I don't have a question Ruth has a question so Ruth when we identify customer for a rate increase we contact them manually can we create an AR to email a customer automatically via trigger if so what can we use to do do this trigger Lucas this sounds like an opportunity for me to stop sharing my screen and for you to show because I think that's basically exactly what we're talking about here yeah yeah definitely I'm happy to take this question Ruth appreciate that and throughout this conversation uh please just chime in if you have a question we're we're happy to explore and go deeper this so let me go ahead and uh share my screen here give me just a second and pop this up um here we go all right so um let me open use up so the ru question is if we have a customer who's identified for a ray crease today we're manually contacting them and setting up a manual process is there a way in Infuse that we can automatically trigger um a campaign to reach out to somebody when they have a rate increase and the answer is yes uh we do have a rate increase trigger available in fuse I'm going to go ahead and create a rate increase example here this will be very brief ignore all these little inputs I have 360 go ahead and create that campaign and I'm going to call this the rate increase and Lucas I'll just identify the fact that we have a Content Library FYI with a lot of these pre-created Lucas is the one that creates all this technology so he can create it from scratch really quick you don't have to but you certainly can so that's just what I'll I'll say that cool yeah this this may look intimidating I'm going quickly I just want to get to the meat and potatoes so we do have a rate increase trigger uh when you set up the campaigns and you can you can adjust this to say okay if somebody has more than a 30% rate increase let's trigger and add everybody to the sequence so I'm going to go ahead and let's just call it uh more than 10% so I hit done over here exit out of that and then I can come and build in my sequence I could say for everybody who's got a rate increase Let's uh let's reach out let's uh create a lead so I've got a lead over here um I can customize that and say customer rate increase please contact this person about their rate increase and you can I'm going quickly you can set a process in your agency uh to handle all of this um Automation and the triggering and then over here this is where we can load this into one of our pipelines so I might create a new pipeline just for reaching out to customers with a rate increase and happy to dive deeper on that uh in a minute and you also have the option to filter this let's say I just want to focus on my large commercial accounts or my mid-market commercial or just my high net worth uh personal Alliance customers all those existing filters can apply to it so you can run a targeted campaign and get your agency running that process automatically so hope that helps Ruth uh let me know if you have any more questions on that I wanted Luc I wanted Lucas to show that but the short answer Ruth is yes we can absolutely do that um but Lucas I know you had pre prepared for for purpose of this webinar um more uh something else so I'll let you I'll let you dive into that so great question yeah yeah why don't why don't I just you know like we showed that Condon board the the visual of a pipeline earlier and I just want to come back to that and how that helps with process before we expand what are the different opportunities uh we have available with the automation um back to your main point in this presentation today Joel like technology can feel intimidating hard but in the hard Market where you're busy with you know remarketing and policy renewals and the existing day-to-day operations of a business you need process in place so nothing slips through the cracks it needs to be really process oriented you need to be proactive to maximize your return uh and be efficient so the pipeline is a big part of that um and this example pipeline here I mean the basic principle is let's say I've got a lead and I and I've created a process step one is to make contact step two is to deliver I can work that lead and drag and drop them through that process so that I know uh where they are and nobody's getting left behind uh that's kind of the core principle of of Designing the pipeline we have um we have the ability to customize pipeline so if there is a specific workflow you have for one carrier or your renewal process you can come in here and you know create those different stages in the pipeline that represent your workflow so um for example let's say uh you might have to go to underwriting uh to see if they're willing to qualify so that might be a stage once underw writing's gotten back to you you might have a quote to deliver or you might have another step to look for a different carrier if the underwriter says says no they won't won't write that business and you can build that all out here in the pipeline assemble those different steps in your stage and then get everybody in your agency is part of that process engaged and involved in that process of moving the leads through the pipeline on the board and tracking your success that way so any questions on that Joel is that clear before I jump into some specific examples of uh no I think it where I would I think just where I would want to clarify for everyone is once again I just I believe so many people when you hear the word pipeline you think net new what we're re what we do in this industry is we redefine it we've been working to redefine exactly and and Building Solutions to help you work and and be more efficient and grow an independent insurance agency and so when we say pipeline we're saying we're referring to our Solution that's going to help you create great processes within your agency to help you deal with the things of the current day today we're dealing with the hard market and the process is associated with those and so obviously processes may may fall into any number of different categories within your or different things within your agency but what I love Lucas you're showing us here is exactly how what we're doing is we're taking something that a lot of agencies might be using or might like and actually making it very applicable for this industry so sorry I'll climb off my soap box there for a moment Lucas no absolutely um yeah this this is all just about finding efficiencies and building process and and your employees I think are going to love it as well they want to have process to give them confidence that to that they know they're doing the right thing and they're not slipping nothing's falling through the cracks in their job U Matthew asked a great question um he's asking is the ability to create additional pipelines and Ed stages available to us currently the implication Matthew you are a customer of fuse and you're using this product today um it's not yet available it will be available after the uh holiday here um so I'm showing you something that is just on my sandbox but it's coming soon like we're talking days now we're just got to go through our org Readiness process and get our support team trained up first so any any moment you'll have this feature uh available for you to customize it why would you want to customize pipelines like and have multiple pipelines and State like Matthew's talking about here you're going to have different workflows for different purposes like your your remarketing pipeline is going to be different than your you know policy cancellation request pipeline for example um and you're going to want to optimize those and have those different workflows of course as you like everybody thinks that of pipeline they think of sales your new business pipeline is also going to be different so we're adding this capability very soon for you to come in here and create a a new pipeline um and create those customer flows for those different stages those different processes in your agency so coming soon I I I think it's worth it's worth noting there there lugas that it's even a as even a personal lines quoting process is different than a commercial lines quoting process or it should be um you know and so um the ability to do that um but yeah no sorry I'll let you get into give us some examples yeah no worries so let let's talk about um commercial uh account review account renewal um I I know in some parts of the country this can be a real challenge right now and and as Joel alluded to we've got all the content loaded in here already so it's kind of plug-and playay that's uh we've got a full team dedicated to creating new content and we respond to customer requests all the time so please keep the feedback coming um we uh so for the commercial uh account review process what we've got is this automation setup to automatically uh send an email email before the renewal um like 150 days sorry before the renewal is like a 60 days and then another um uh 60 days sorry 90 days and 60 days before renewal we're we're reaching out to the customer um to engage them in a in a business checkup and so that email looks something like this this is this is all pre-created you know and here we're uh asking the types of questions that might trigger something that would indicate a coverage gap or increase and we drive this as well we've got this going to a uh a landing page where somebody can go through the process themselves and fill out a form and answer these questions the thing is some of these folks who you really want to engage with might slip through the cracks and not have the human touch uh at the right spot and so the solution for that is just to add a a lead step here to generate for your you know if it's your producer your count rep um the somebody to give them a call and to reach out so you might say this is a renewal uh and give the description there and then load this into your you renewal pipeline or to your point earlier Joel the commercial renewal pipeline because that process might be different um so that's uh one of the areas that the the pipeline can be used um to help uh automate and streamline that process we do have some questions from from Janet and Kelly I think they're a little bit I I we're going to answer those I think they're more technical about fuse in general so Kelly and Janet we will answer those I'll show you I'm just going to let Lucas go through the the pipeline examples here and then we'll get into those exact technical questions I just want to acknowledge you both so you didn't think that we were ignoring or forgot you but we will certainly get those questions um as Lucas Works through here cool awesome um another scenario that I'm hearing a lot of from AG today is uh there could be a um a carrier that that pulls out of a market or maybe they're not like officially pulling out but they're basically not writing a new business their underwriting is so stringent that you can't use them anymore and so you realize that you've gotta you got to do a remarket campaign you got to get that business moved over and so with uh with fuse behind your back you can Target policies you know specific policies by a single carrier so I might say please don't quote me that this carrier is pulling out of any Market I'm going to pick a random carrier don't cast any judgment here let's try to pick one okay there we go hopefully there's nobody in this group here so imagine I had my book of business and everybody on this carrier here I've got it that quickly now I might want to turn that into leads in the pipeline board so that I have my team proactively reaching out and contacting them going even further you can set up some communication some automated emails to kind of warm those Folks up that there's some change coming that you have uh to move folks from one carrier to another so pipeline can help you in that process if you've got a remarket situation getting that communication out is is is a big piece of this I know we talked about this in part two of this webinar series that and and Lucas I know that you weren't necessarily part of that webinar but I I I think the best way um that I'll explain I think you've just explained it again is people love surprises just not necessarily from their insurance agent uh unless it's a happy birthday which Kelly or sorry yes Kelly we'll get to your question but unless it's a happy birthday that's a pleasant surprise but um a big rate increase or notification that their carriers leaving these aren't surprises that they want from you so being proactive with communication is critical with respect to retaining your clients in the in this market and leveraging automated communication or the ability to segment and target people to get communication out is critical and then having a process um um built to effectively continue that communication and making sure those people don't get forgotten after that initial communication is is is what pipeline can can bring but surprises Lucas we don't we don't like them even though here in these webinars we always set ourselves up for surprises um by asking ask me anything so um Angie I see you got you got another great technical question there which which we'll absolutely get to but once again I'll let Lucas continue through this pipeline even though your question is specific to pipeline but please if you have something else well yeah what else uh Joel what else should I demonstrate here do you want to take a break for a couple of questions and get back to the regular schedule program I'm happy let have answer andie's question let's do that there's a couple pipeline specific so we'll go with Janet's first so we'll and and this is we might need more information here Janet a little bit but um will information be transferred from our epic to pipeline or is that something we have to input manually so I think that's a two-part question go ahead yeah so you may or might not know it we have a wide variety of clients here with different agency Management Systems epic does have a lead tracking capability and a software uh we're not currently pulling that information into the fuse pipeline or transferring back today we've done some customization for a larger Enterprise client in that respects but that's not something that's available uh in our product today a synchronization of those epic leads into the fuse system today with that quick answer with that said and I'll and I'll snowball that answer um and is is say that with that said all the information like renewal statuses and increases and carry all that stuff does come in from epic um Janet so um while while necessarily the the leads per se portion doesn't um that that could be something that that you that that you bring in manually but as far as identifying um those opport opportunities and developing process within our pipeline is absolutely information that we're getting from epic so you can effectively use the solution absolutely I'm going to Kelly we're gonna get to yours I want to jump on Angie's because hers is along the similar line here how does the pipeline integrate with hawksoft specifically Lucas that's great uh yeah with hawksoft we have great Rich uh two-way integration so um as you're moving leads through the pipeline uh in hawksoft we're going to all the status changes you can see here I've got a lead created status any email sent any attachment uh uploaded to an activity log all of that's transferred back to hawksoft so we keep a record of everything in hawtof so you can see what's going on there so Haw off's got an i API and a two-way integration to make that very simple awesome um and so we we'll we'll go to Kelly's question a little off topic of pipeline that could be used for pipeline I guess potentially um all these ideas have just come into my Mo in head as I read her question but Kelly asks is there a way to identify and sort data I.E if I want to send birthday cards to clients is there a way to sort by date of birth so my quick answer is yes and Lucas is sharing it yeah absolutely so um with our automation we we can trigger communication to somebody based on their date of birth let's say you know a day before their birthday on their birthday that's that's quite simple uh we also have the ability to to fill by the by somebody's age and we've had people do like know different Medicare style campaigns to get the I think a 64 and a half years old Communications out as well so no problem to filter and sort by somebody's age or birthday or birth year what not I I had a thought on this we're talking Pipeline and that great questions but to to bring this back to pipeline um for myself I think the idea of automating a birthday oh it really just takes takes a lot of Burden off off all of our all of our staff but some birthdays are just a little bit more valuable than others what a great way to use Pipeline and you could have a birthday pipeline for your agency where for example if someone's 50th is that possible or someone's 65th like to to maybe make or maybe maybe that someone's just uh you know worth more money so their total premium is above a certain amount and you want to make sure your VIP clients uh you know get extra attention and then filter on that so yeah there's all the filtering capabilities are available to you know filtering the birthday filtering of the other properties that we have around that customer that client another another great way to use pipeline to notify hey this person is a high value client we're we could send them an email we could send them something or you should give a phone call or hey it's this person's 50th birthday we want to honor those ones so some some great examples um if Lucas if you it looks like you're clicking around what I would um I want to see pipeline more specifically I think you have it zoomed in there like I'd like to take a and talk to us a little bit about like we're seeing renewal pipelines what's an agent view look like this like there's a whole lot of buttons here like if is this what all of is this what everybody's gonna see I guess is the question yeah that's a great question so uh no uh we designed this to show the agents just the the records just the information uh for the clients that they serve today so when we pull the data from your agency management system we identify your employees and when they log into our product they're going to see just the clients that they're either the producer or the CSR on those records or account exact account rep whatever that is in your agency management system so it filters down and then when a user comes here they're going to just see they won't see this assign e it's just going to be their stuff they're not going to see the configuration they'll just be able to focus on their book of business and who they need to serve awesome awesome love it love it and and then of course um we have all these so that you you showed us you clicked in the track but I think um just just so people understand the the pipeline here do I have to click in to move or can I I think I saw there's a slick way just to move people without having to click in I think you just drag and awesome drag and drop or you can move through the process like this and even further here uh when you move it to closed we we categorize we're tracking all the data for future reporting so you can track your success rate as well the time spent in stages all of this is coming in the future we've got you know like reasons why you might have lost no markets available so that we can build this Rich reporting so you can understand the outcomes from uh the work that your team is doing and and absolutely absolutely critical once again this gets back to I'm sure one of the three previous webinars I don't remember exactly one the idea that so the idea of this web this particular webinar is Pipeline and organizing yourself creating processes for your agencies to create efficiency so people don't slip through the cracks but inevitably in an example like this you're going to win you're going to lose like that happens when you lose people it could be circumstances out of your control today you may think they may be a great customer just markets we don't have or whatever have you um but they may be clients in the future so be able to drop those people into an automated lost customer lead warming conveyor belt is abs absolutely critical so whether that's an existing customer that's leaving whether it's an existing customer that you no longer have a market for or a lead where someone's raised their hand wanting to do business for you having a way to keep those people warm for six months a year two years three years is is something you should absolutely doing um because things may get easier that that carrier may come back you may come on a new carrier and you want to be able to find those people and and reach back out to them so a critical piece all of that's possible absolutely absolutely so um I don't have any more questions for you Lucas as far as pipeline if if people do have questions I'll encourage them I won't get into um stop share and and I can share my screen again because my next my next slid share was a Q&A so if you have questions um please um please don't hesitate to ask them um once again our goal here was just to highlight the fact that we have a solution called pipeline that's Incorporated in Infuse but it is to talk about using a pipeline for more what it should be used for which is yes managing tracking leads that's where your mind goes to I think when you initially hear that but it really is much more than that and should be in this industry um so that renewal that you have to work on is every bit as important as that new lead in fact Maybe more so so using a pipeline to effectively organize your agency and and your and your producers and your csrs so people don't slip through the cracks and be able to identify the people that you do want to spend time with high increases um specific carrier movements um high value clients identify those people develop processes for them so you ensure that that everybody's focusing on the things that that that they should be and not getting lost and and all the things that can happen in an agency um in a shall we call it in the day in the life of an agency so Jen has a question if we send a lead to an employee are they able to delete or reassign that lead to another employee yes uh just click on the uh the assign icon here and then uh sign it to somebody else that's easy so as for deleting uh that's available as well there's a delete option on those leads too awesome awesome Janet I appre we appreciate the questions um and so um if there's any others please fire away oh wait Ruth's gonna on I do have one to ask good um in that if uh hold on that you I do have one to ask got it you enable the I understand okay do you want to repeat that yeah yeah uh so Ruth's got a question so in our um just say in our uh email Builder here let me pull up a draft campaign just so I make sure I'm getting this right [Music] um believe this is the one let me change this just a second here let's make this so let's say we have a a renewal campaign um for all of our commercial lines policies and you have an email coming out here we yeah we've got that that's actually I think in this over here no going to add it so we have this policies oh there it is it's already there my bad so we have this policies component Ruth is asking if we can add the um the start date not just the renewal date to this component so this component gives shows everybody all of their policies that are available and uh yeah that would be that's a great suggestion we don't have that in there today uh but uh I'll I'll put that in our feedback Channel Ruth and uh we'll make sure that we uh take a look at that and see if we can make that happen so effective date we want that in there I think that's uh Ruth we appreciate that that question and that feedback and uh we should note that she has suggested that that we're the best which and she says I'm the best I know that's for me right she says you the best so she could be referring to either one of us I don't know I gave her the answer she wanted so sorry Joel Ruth you'll have to clarify who's the best um but uh but we certainly and I think that's a good a good component here appreciate the feedback um from from our clients um and um Britney says we're both the best so there we go we can start make a note so behind the scenes of all these webinars are are really smart are really the people that put all the work there's Michelle who does all the heavy lifting we have Stephanie VP marketing and so Stephanie Michelle maybe just we'll create a uh maybe a LinkedIn um poll to see who is the best Lucas or Joel um and so uh um but we do appreciate the feedback for everyone so this is where solution this is how pipeline gets to for us here to D Revolution gets to what it is today is from our clients prospects that talk to us what they need what they want we keep our ear to the ground what is needed in this industry we buil our Solutions are built for this industry not for a dozen others we build solutions for independent insurance agencies and so if there's something that you need you want you come to us um and and we'll do our absolute best to make those things happen and and Lucas you're doing a um you're sharing with us our our feedback um um yeah yeah we listen you can see these are the most voted for suggestions from our clients and and you can see that most of them here were already in progress or making plans around uh improving the products so to your point we listen and uh we appreciate all the feedback and happy to help build this for you to help your agencies awesome so um I I don't see any other questions coming on here we we we've not settled on who's the best um but that's okay um but uh Lucas I appreciate your time I appreciate your I know you're busy I appreciate everybody that's on here um if you've not seen the the three other um um parts of this series agency revolution.com under resources all of our previous webinars are there check them out our goal here in the month of August was really to put ideas Concepts and tools in your hands that will make a difference in your agency particular in the here in the hard Market there's there's no better time to be an independent insurance agent than in a hard Market I said that in each and every webinar and I'll clarify I didn't say the easiest I said the best now is the time to build that fence around your herd build your processes make your agency better more efficient um and you will come glowing in the end so with that said I encourage you to check out our upcoming webinars I know we have um um more scheduled for for September and on into the fall uh including things like our pit stop and others so um appreciate everyone's time appreciate Lucas's time with that said I any of the questions so we'll talk to youall soon see you all thanks Joel