Sales performance automation for insurance industry

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foreign [Music] we are going to talk about ensure my expert panelists we have John Zhang Larry Spears for agent insurance agency and Jennifer Powell jelly Insurance Group so we bring them because they are going to talk us about they are expert in ensurement but also one thing that I need to mention is that a Jung at the first moment was ensure many customer and then then decide to move to another platform and now they are back with insurance so um Larry if you want to share your screen and we're gonna start Hilary I mean John Larry John at the course okay can you guys see the screen yes we can see your school okay very good good afternoon everybody and uh I just want to say thank you to insured mine and everybody sorry Larry where singer chat so we are not in your screen with the presentation no I can see we can see yeah the other screen that you have another I'm sorry what are you seeing Camaro your check your Gmail there we go okay you see that okay I got it okay I got you I moved it okay sorry about that okay all right getting back to where I was good afternoon everybody um appreciate everybody and I can't I really appreciate the fact that you're calling me an expert I can't really call myself that but we have uh we have gained a lot of experience uh first of all my name is John Young I'm the owner and principal of a Young Insurance in Waterford and with me is my top agent slash it slash marketing um a guy Larry Spears I wouldn't be able to do any of this without him so he's the uh slideshow so on the screen sorry Mr do you not see my slideshow anymore um we no we see the screen without the slideshow so we're just oh that's not good all right hang on yeah just click to the next slide oh I got you okay scribbles on the screen all right sorry about that that's not where we want to be oh what the hell is going on here oh boy yeah there you go all right I'm getting Jennifer Powell's old uh I gotta pause this for one second I'm sorry okay so sorry about that okay I know this was going to go like this okay A Young Insurance uh we're personal lines eighty percent uh commercial lines about twenty percent three million in premium we have nine employees why do we choose insured mine uh after comparing all the best competition that's out there we actually started off with insured mine and went to the other competitions and uh the things that we thought that we could do without with insured minor that we really needed uh we went through the other two competitors and they could not even come close to what insured mine offered in fact anytime that we would ask them to change or help us out with something they pretty much said this is the way it is and insured mine is completely opposite of that so before insured mine this was us it's like trying to row row boat across the the ocean it doesn't work out very well uh our first goal was to learn the system and adapt the process that our team could use and give the best client experience the most efficient workflow and hang on a second goal is to maximize the use of automation for Marketing sales and retention and I want to move this over here I want to slide this over here you guys see my screen yes um but we see your agent yeah but maybe a slide behind you overview I'm sorry you're seeing what agency overview I need to expand this yeah we may be one slide behind you all right hold on a second there's only seen black so she's not seeing the screen share all right just one second we're having some technical difficulties learning about technology is huh so that's technology man I had this already I swear I don't know what's going on here all right Larry's gonna share his screen this was a fail whoops all right please do pardon the interruption you can't even get Mike there we go gosh dang it thank you Larry good Lord okay so there's my my one-liner opener okay pass that up please uh go to the next Green Larry okay goals were to learn our process by diving in deep to the system ourselves and try to work out every single scenario we could possibly imagine that anybody in our team would be going through and adapting a process that everybody could use and use efficiently next please Larry maximize the use of Automation and Marketing sales and retention which we are probably about 30 percent of using the type the technology that's available uh we're just scratching the surface like Jennifer said in fact a lot of props that Jennifer I watched during the first Imogen we actually learned a lot from her and I thought her presentation Michael and everybody else that did their presentations earlier were fantastic a lot of collaboration a lot to learn from these meetings our third goal was to collect and use data for sales goals retention marketing and training um for the obvious reasons everybody wants to know where their sales are at uh retention marketing there's the the um limits are unlimited to what you can do with their with their Automation and marketing next please yeah time to loosen up that was like three minutes ago um I was gonna use a Tommy Boy reference to um looking inside of a cow to uh talking about his dad selling meat to butchers but I was told not to but I couldn't resist I had to throw some Tommy Boy in there what I would like to do is because Jennifer and everybody did a great job of talking about the systems and I agreed with everything that they said uh pretty much summarizes it but I think a deep dive into the system to show everybody what it actually looks like in the pipeline in the automation uh could be a benefit one thing I learned that when I was shopping around and trying out different systems for months at a time is that you don't really get to know what you know know what it has until you actually get in there and use it so we're just going to give you a brief look of a deep dive inside the system so this is where the new business experience begins in our agency with insured mine so this would be for walking customers and Collins if it was a customer on a web lead it would automatically go into the pipeline but since somebody calls in or walks and we're going to create a deal card and this is where we begin we would start by clicking the little plus button on the lead intake gather form a stage sorry and and then just completing the information in the deal card so now you're creating the deal card but before you go into the deal card it gives you the option to choose how much for all of the automation that's available uh so if you don't have any of the customer's information you would obviously want the entire automation to go through because what it's going to do it's going to send text messages emails and you can send voice drops in the combination of uh you know so many days at a time to reach out to the customer to gather that information but if you talk to the customer on the phone or then they're in the office obviously you don't want that communication to go out in automation you look pretty silly so you can actually turn off bits and pieces of the automation you can turn it all off we actually ask them to add the disable all button because this example here has got about 16 different steps in it so if we just wanted to keep one piece of it like the checklist then we would have to turn every single piece or turn every single toggle off and just leave that one piece but by disabling all and then switching the checklist it's a lot more convenient thanks Larry all right so this is inside the deal card I've highlighted the stages on the top of the arrows pointing to them the working stage quoted issue uh waiting for signatures one and loss each stage you can set up an Automation in which we have done so every single stage we have we have a built-in automation it could be a combination of checklists task um communication going to the agent and then of course communication going out to the customer in a lot of different ways emails texts voice drafts so what you're looking at now is the on the left side the arrow is pointing to the green buttons these are the quick action buttons on the left side so if you want to send a quick text an email make a call the customer do a voice drop put a note or a filing just click these buttons and then in the center you have the the yellow highlighted buttons or the view buttons but they've actually Incorporated the action buttons with inside of the view now so you can do both inside of The View The View buttons next please thank you okay this is the work working quoting stage which is set up to send notifications to the agent reminding them to take action on the deal card every day it's in this stage this is a great reminder for agents not to forget about the deal cards sitting too long I'd actually recommend that in every stage uh the quota stage automation will send emails voice drafts texts the client taking their temperature after sending them a quote so they don't respond to you right away this automation will go on for several days uh until you get some kind of response from the customer the checklist will remind the agent to turn off the automation uh they communicate with the clients who is the customer calls they will turn off the automation you see up in the top right hand corner it gives you that option issue the policy stage has a checklist with a report important reminders the checklist is a very valuable tool that we use when I first started using the checklist I loved it and I got a little crazy with like Jennifer said you can over complicate things uh I was definitely over complicating things I was making the uh the checklist mandatory so they would be required to check every single thing on the checklist before they could go to the next stage well we've loosened it up quite a bit and we've just left the ready to buying checklist uh required so they have to check everything off on this list before they can go to the next stage waiting for Signature stage is a checklist and reminders I'm sorry that was on the previous stage this is just a bunch of tasks reminding the agent to follow up on their signatures make sure they're received a file and send any trailing docs that may be important and have to be sent to the carrier okay so this is a completed sales new business checklist um not sure what this one's in here I'll just calling the next one sorry all right this is our favorite stage the one stage this is where everybody wants to go this is where the onboarding begins so the agent wins they close the deal they're going to click the one button move it to the one stage and automation begins sending to the customer onboarding welcoming them to the agency letting them know our contacts information tell them all the benefits of our agency then it's going to ask them for some Google reviews and some referrals next please okay so what I really really like about insured mine is that with all the automations you have built in the pipeline you can click on the automation button that's highlighted next please and then you can see an overview of all your automations and then you can click on any automation next please and you can get the analytics for what was going on you can see first and foremost make sure that if it's supposed to be off make sure it's off and if it's not you just simply click the stop button but also you get analytics of what the email did if they opened it if they clicked it there was a complaint that bounced you can you can use this information very helpful next please okay so this is where you stop the Automation and it will show you that the automation is stopped next please okay now the customer service pipeline in there are many pipelines you can make as many pipelines as you want we've got several and again in every single automation every single stage we have automation built into it in a lot of different combinations so the customer service experience for the customer is going to begin in the account 360. this is where the customer calls in on the phone or we can receive an email from them and the customer service is going to create a deal card so they're going to go to the policy as shown here they're going to click on the three dots at the end and they're going to click on create a deal the deal card pops up most of the customer information has already been pre-populated since you're already in the customer's account 360. so now you just have to choose what pipeline what stage assign the agent put a description of what the customer wants and of course you're going to want to start the automation so you leave that checked the automation again is going to give you the opportunity to turn it off or disable certain pieces of it if you'd like we're going to leave it on because this is going the first notification is sending the notification to the agent that's going to be taking care of this next please inside the deal card again you've got working stages you've got the working waiting on client completed and follow-up next please once you move the deal card to the working stage the customer gets an automatic email and text letting them know who is working on their change their request and letting them know that we're going to be transparent and they don't have to do anything else besides maybe sign an esign document which we will probably be sending them so we're setting the expectations to the customer then this is the automation for the uh okay so this is sending tasks to the if it's in the waiting stage like you're waiting something from the customer maybe waiting on the carrier on your ready this is sending reminders to the agent that the deal card is still sitting there and you need to do something with it very fast finally we complete the service task that was requested the customer gets an automatic email letting them know their service has been completed and they asking them for a Google review they will also get a text reminder as well so once again you can look at the automation and the analytics next please okay some uh unique features of the deal card that I really like is that they have the access to go to the account 360 which is the main customer's account where you can you see that it says open in QQ Catalyst that's our AMS they added the open QQ open AMS button in the am the account 360. uh when we first came back to insured mine and then it was not in the deal card so one of my my new producers actually brought to my attention uh because we listened to our people too in fact I encourage them to tell me where your pain points are and she wanted to know why that button wasn't the deal card because that's where she's working all the time I said you know that makes a lot of sense I asked insured mine and I think by the end of the day they had it in there that's how good insured mine is okay so we're going to click on the account 360 just to show you an overview of the customers um this is where everything is this is where no matter what deal card you had your communication or if you had communication going inside of a contact everything ends up in the account 360 the notes all the tasks the communications emails texts files everything ends up here so this is a very important place if you want to see all the activity what's been going on and the whole customer experience this is where you're going to start looking it'll also show the deal cards uh click on the communication the reason I'm showing this is because it's going to be relevant in a second I'm just showing you these this is the communication from the deal card ended up in the account 360. this was an email that went to the customer as part of the automation next please and these were some notes that I created just tests that were creating the deal card are now in the account 360. next please and the task let's go to the next one okay so now we're going to click that very convenient open in QQ Catalyst button to show you what that looks like everything that we just looked at in the insured mine is immediately synchronized to the QQ under the task next notes all text messages appear in notes as well as the notes so if you're going to be at C you should be on the biggest and best ship right the bottom line is doesn't matter how good of tools you have and how good a technology stack you have you're going to get what you put in um I think Jennifer said it best that's this is what really stuck in my head was you can definitely over complicate things um there's a lot of stuff in insured mind and we did the same um I took the same philosophy you did as far as the training goes for our staff where we taught in micro chunks micro bits because there's so much of it and insured mine actually gives you the ability to limit certain things on the dashboard for everybody to see so you're not overwhelming them so you always want to start off in little pieces as far as training goes uh it's it can be a little painful for everybody at first because it's new and there's a lot to it and it can seem very overwhelming Larry and I spent many many months uh working on this before we even open it up to the rest of the office we want to make sure that we had answers we knew what we were talking about we knew how it worked um any pain points that we found that were weak areas we would communicate with insured mine almost on a daily basis sometimes actually three or four times a day and they're very quick to respond uh using the chat I'm Community communicating with those guys constantly and like I said a lot of times they'll they'll make things happen very very quickly Larry where you at get back here oh boy did I lose Larry I can't lose my Tech Guy I'm still with you Jen you did a very well jab explaining everything started out like a champ right right thank God you were here oh my God so um I guess we can open up the questions now anybody have any questions concerns you want to throw something at me what is the chat at oh sorry oh Tamara says I can't see anything that's so 15 minutes ago Tamara okay all right so this is um go ahead oh go ahead no go ahead and uh if you want to ask that question so this is this presentation it helped us also to have another overview how your agency agent is using the ensurement we haven't seen how Shepherd simply iom daily is that for having using in your mind and how the consistency of communicating with the ensurement team and also create your team building your process how it's going to help you to achieve your results and the metrics that you want to have yes and I want the biggest takeaway that I think anybody can take from this everybody should take away from this if you listen to all the presenters um the one thing that's common the common thing that I've heard from everybody is that insured mine has got a lot to offer but it's it's so diverse that you everybody can build it any way they want you can you can literally shape this thing the system to the way that you want it to be um the pipelines I mean I've seen some some of the pipelines I saw yesterday was blowing my mind I was like wow that's a great idea and the collaboration of these these type of events the eye mug I mean it gives us an opportunity even though we've we think we know a lot uh every time I sit in on this I'm like I watched Jennifer's uh when she was in the first imog and I picked up I didn't know about the automated labels and I was like my mind was blowing up I couldn't wait to start using so we've been going label crazy on the automations and every day it seems like we discovered something new and it's it's awesome it's kind of like uh Christmas here opening up now you're talking about these new forms and I can't wait to see those so I'm excited but it's just you have to have your your mind has to be open to uh the possibilities of you know just think of how you would want your agent to be in a perfect your agency to be in a perfect world and then just kind of go down from there and see how much you can how close you can make it that's right so I've now we Jennifer is going to present and after Jennifer present we are going to answer GB questions and also thought questions all right let me know if you can see my screen I can see it perfect all right so can everyone can you hear me yes all right well my name is Jennifer Powell um I'm the operations analyst at Daily Insurance Group located in Willard Maryland um I'll just talk a little bit about our agency quickly before I get started um so we are about 50 60 employees were located on the eastern shore of Maryland about 10 minutes from the beaches the Atlantic Ocean um and we specialize in we write commercial and personal Alliance Insurance and we specialize in Community Association Transportation construction Hospitality so we started using insured mine in January full 4th we started our conversations with insured mine in November and onboarded it to our team January 1. and we did it in bits and pieces so in this particular session um montserrats sent me some questions so we're just going to kind of go through um how we use the system and and what makes us uh what makes things work for us so what makes Ela successful with insured mine um we have the want to use the system to the max capability okay so this system is loaded with tools and different pieces uh that you can Implement um so that's always in the back of our head how can we use it to its full capacity and like uh John said you know you get excited when a release a new release is added because it's always something new you can add and it's super important that you are open to to making adjustments As you move through the system um so one of our core values here at dle um is welcome and cultivate change so we realized that today might you know we do it one way today tomorrow we might do it a different way um it's just part of evolving As you move forward our entire team starting you know with the hiring process you know we we hire people who fit our core values and our molds so we have the willingness every employee here to accept the change in our processes and understand and that it's going to be the most efficient option that that we're building for them and they do have a say in the build to the next one okay our user support resources we're successful with this because we're always there to help navigate our users so you know started with with the build you know leadership built it we worked together I did all the back end building of it and constantly updating and there's always someone internally to help who knows the system to the extent where we don't always have to go to it for a question we have the in-house support for our users which makes it easier for them to use it and then again being on the same page across our agencies so expectations are set on how we use insured mine and we all have that same end goal like that we're trying to reach so um that helps that helps us have a successful use of insured Minds okay next slide so how do consistency help you build your process so we had consistency in our mind the whole time we were building so we needed consistency across our agency with the systems we use so we now have all of our users in a combination of AMS 360 and insured mine so that was super important to us too you know there's lots of Plug and Play there's lots of different options out there for insurance technology and they're extremely extremely helpful but our two main systems that we were able to build our process around our AMS 360 and insured mine and then we needed our data input to be consistent so our workflows and processes were built around the same data pieces that we needed in both commercial lines personal lines all of our users are required to input data to keep it consistent and then consistency helped us develop a roadmap to achieve our end goals which again goes back to building our processes we want our processes to make sense full circle to reach our goals at the end of what we're trying to achieve with our system and then also leaders expectation so you know the leaders have expectations on how they want our users to use the system so our leaders have to be consistent so it flows from the top down and they're setting the example and doing what the users are expected to do as well all right how did the daily team how did daily help their team adopt okay so before we talked about the pain points before insured Minds so this came from our leaders point of view it came from our sales people it came from our client relations agent that worked the accounts after they're bound we had a list of pain points and then we explained to our team how insured mind fixes those pain points or helps ease those pain points this is and then I talked about this before in the other session but baby step you have to just really look at it and um take take your time working through the system because it can get overwhelming like John pointed out a good a good thing you can hide certain views from users so it doesn't overwhelm them when they look in the system for the first time to keep it simple and you just move through the small pieces it will eventually you know come come full circle and they'll understand the why more so and then small group training so you can click one more time if you would so this is important so the small group trainings help help it you know it helps keep things um streamlined with with a small group because you're able to keep the focus but also our trainer me being one of them we help build we helped build the workflow so at any time we can train any users any user group and answer any questions when they come about so that's important sometimes you know you you train on a system but the trainer doesn't work in it every day I'm one of those people I don't work a certain role in the system I'm in insured mine 24 7 but I don't do what everyone else does so I know how to do what everyone else does because I helped build it and I continue to train on it as I go forward and I think that's super important and then we listen to the user feedback so they got in there they started the process that we built and then many times I've come back and said could we have this different does this make sense so we listened to their feedback and we made changes based on how it affects our entire agent agency and then ongoing support this is super important as well so they need to you know users need to understand that they're not going to have a new system thrown at them brand new they know nothing about it and just kind of given a process manual and say here go to town um we don't do that we are here to support our our team 24 7 on the system okay so what does the differentiator that I am provides for us to achieve our goals so it's hard to name just one item so we had quite a few pain points so I'm going to name a couple so dashboards providing analytics um metrics are everything when you're trying to achieve your goals I spend most of my time in dashboard um dashboards helps with sales production it helps being you know open deals it gives us a leadership perspective of their team overall so dashboards are are huge for us we have not had them in any other system until in short insured mine and then integration integration was huge for us so now we have integration between our CRM and workflow management system to our system of record so this links our entire agency of users together regardless of what department they are in and then the leadership overviews so leadership overviews of production workflow and other key data components is again something we did not have prior to insured mine so it really helps them look at where their team is and helps them adjust as we move forward and what is daily working on now so I said in the prior call we're about 75 using the system to it's technology technology based but we have about 90 of our employees in it so right now our most recent item we started working on is a claims pipeline so we're trying to get our claims team in there but mainly a leadership overview to kind of see which claims are hot and important and ones we need to touch foreign automation so automation is super helpful and we just want to do you know more of a deep dive into that and I can use John's examples for what he showed today that was extremely helpful um so automation is a huge Time Saver um like I said we use it in labels tremendously um that there's many steps that involve the label automation and then more engagement and communication so this is where it comes into play where I said our data we needed to get it clean our contact information so we've taken the time to clean up those email addresses and phone numbers so we want to get more engagement to our clients and be able to communicate with them with them easier and then ongoing management of data cleanliness and value this is something that I actually check weekly so we talk about you know the engagement communication piece it's important that you know we've set the guidelines and the expectations but we need to monitor it so that is an ongoing item that we do and uh like I check tags every Friday I go to the contact page and look for empty tags just to make sure they don't get you know missed and I go to the user and just say hey here's a reminder please input the tag on this deal on this account contact so they do that if there's labels missing I you know we look at that I can see which labels are missing in the deals by labels dashboard so we get them to add that because we use labels to be able to see what we found by specific niches so it's just a matter of taking the time and having someone Overlook the data every week and so it doesn't get super overwhelming or behind yep and another key piece to that so this is this is a big deal and I talk about going full circle so certain data fields integrate into the management system but they also integrate into other areas of insured mine so that helps navigate really key components of your business um so it's important that you know a salesperson understand why they need to tag that contact and insured mine why they need to input when they add a new deal they need to you know input the mailing address the contact phone numbers the emails because once we sync it to our management system if those fields are empty they're going to be empty in our management system so we need to really you know we focus on getting the data input from the get-go as soon as they know it get it in the deal card to as much as you can fill it with the details because it again goes to our management system you don't want it to go through empty but again the tags you know still feeling it why do I have to tag it well it's because then we can we can email all the the niches really easily if we have a electrician tag on it so there's just a lot of key pieces with the data and I thank monster that is all ahead yes that's right so um thank you for oh sorry for sharing these questions and also how Bill is using ensure mine and the adoption that the list haven't ensurement if you have any question about daily and Hong please let us know there's quite a few questions in the chat but it looks like they're being answered yeah so to be asked about the automations integrated with undergrading as part of your deal card John yeah yes we actually it's funny that they asked that because we just started creating some automations for the underwriting and uh we were kind of limited because part of the automation we want to send was an email to specific Underwriters and the limit that was set in the email setup for the automation was you have two choices to where the email can could be sent to would be to contact or the lead source so I got on a chat with uh Rohan and I asked if we could open that up and have an option to put others so we could put specific underwriter emails in there within a couple days the fact they just got back with me yesterday and said yeah they're going to make that a new uh a new feature coming up in about two weeks so I'm very happy about that I did find a workaround you can just simply create a source with the underwriter's email as a source but it requires extra steps you have to add the source to the deal card then you have to throw the label on but it works foreign are wanting it it helps keep your data clean if that makes sense to you that way you're not using source for something else other than it being sourced from sorry on that particular you know person entity what have you I'm glad you and actually Jennifer brought that up quite a quite a few times and I can't stress how important the clean data is because it can get out of hand really quick especially when you have new users and you know being a new user yourself when you're uh first you know playing with the system it doesn't take long for it to uh to get really dirty so you definitely want to try to maintain that from the very beginning so that way you don't have a a big cleanup project like I'm actually going to be involved with free soon yeah back to like you know John you just mentioned like chatting the support group about you know these asks it's super important to do that because you know you talk about a data cleanup we've used fields in the past and AMS 360 that weren't really technically the field because it was non-existent then they added the field so then you have to clean it up so it's like if we can get it added before you start the process of inputting you're going to save yourself a lot of time Maybe exactly I agree 100 percent so excuse me both Jennifer and John and I and Larry as well you guys would be what Broadway would consider a super user so I know I'm sure some of you know this as well in order to learn a new skill or learn a language not you know be an expert in a language but to learn it so that you can speak it or to do an activity it takes about 20 hours how long would you say it took you which is about 45 minutes a day over a course of a month how long would you say it took you guys to become proficient where you feel like you were using it and you would be that super user that Russian qualify as you guys I could answer that real short I can tell you that most of the things that I know that I've learned the things that I value the most I usually stumble upon I I find them by accident and when you find something that's you know just like wow it just makes you get your attention it doesn't take long I mean you just as soon as you realize what it can do you start diving in and and trying to use all the different possibilities you could possibly use it for and that's I don't think it takes long at all because there's a lot but it's it's it's pretty user friendly I have to say the system is very user friendly once you come across a new uh a new feature and you start realizing when it does it doesn't take long to figure it out it really doesn't I would say like so I'm going to be real real with you like in the beginning when we first adopt adopted the product I was in it the whole day like I was you know building and and learning where different you know pieces are I can pretty much click around with my eyes closed now because I know where everything is like it's just a matter of you know repetition just like you learn anything you're in it enough it starts to click you you know then as you're in it and you build things out and you make changes like John said something new comes about it's like oh I can use that we're going to implement it let's try to get this implemented so it really makes your your wheels are constantly turning um and that's that's just a unique thing about insured mind because you don't see Tech Systems making the updates that they make as quick as they do them and it's stuff that's helpful and it does you just once you get working in it it just becomes almost second nature to you you just but it's hours I mean hours and hours and hours of just being in it um but the build part really helps some folks win especially when you're not uh you so you're not that strong when it comes to technology you either get your husband or your wife to do the VCR for you uh and yes I've seen guys you've had to have their wife set up to VCR for them to get a new vcr and so I'm thinking a long time ago actually I can't even imagine DVD players trying to shut those guys up not me but the people I'm talking about um there's my uncle so I'll just throw them under the bus um but you know for those individuals who aren't you know consider themselves tech savvy it can be daunting and you know it really you just have to get in there and do it because you're not going to break anything you're only going to learn right and you know I I've always had this philosophy if if I get a if I'm in in the agency and you retail storefront and we get a new piece of technology and I'm gonna jump in and use it if it takes me more than 30 minutes to figure out how to do my normal daily task using that solution it's not me it's the solution and that's one of the things I do like about uh the way insured Minds laid out it's intuitive you know there's a lot of functionality that you may not be comfortable using because you don't have a background or experience but when it comes to like simple things you know like you know managing a workflow for uh your sales entering your your account information finding out where to do that you know you don't need training to do that you can navigate the system fairly easy it's setting up those you know Advanced you know workflows and automations where it takes a little bit more experience but basic stuff yeah easy to figure out and the support page is really helpful to study you can have that on one screen and have the system on another and really work it work through it um it is one of the easiest and it's one of the easiest systems I've ever as an admin User it's so it's so easy like it really is and I'm not just saying that like it's it's uh very user friendly it doesn't look like it's from the 70s like it's it's web-based it's you know that's important nowadays and then you know because Insurance Tech is is behind you know in a lot of ways so this is this is definitely bringing it bringing it forward and it is it's definitely an easy system yeah great Segway Jennifer bringing it forward let's go ahead and move forward thank you both for uh giving us a wealth of information but let's go ahead and move forward to the next section before we move to the next session I want to mention one thing okay and Lily are using QQ Catalyst and AMS 360. so they have two-way integration that means that when they create a contact in insure mind it's also going to be created in QQ if they create a contact in QQ it's going to be created in the instrument and they can't upload files and see the emails contact UM notes and also the policies depends on the AMS that you are using is the data that you are going to have here at ensure my but also as Bailey mentioned and well Jennifer and John mentioned it's that your data has to be linked in order in order to achieve your results and to have a good metrics and follow up with your clients so just remember that your data has to be clean and when you start with Ensure mine you also have to clean your data in your AMS in your mind do not clean the data so I think that's it we are going to the next Slide the next presentation I mean thank Jennifer and thank June thank you guys thank you just one quick correction on that monster right it says one way for hopsoft as well as next show I think it's one of the previous slider or you know I think the way it was designed is to be more um I would say conservative way to say that you know we are doing some two-way Integrations today with nexture and hops of both um yes is it in comparison to where AMS 360 qpu or nav sorts or some of the others are maybe not but it's a two-way integration to to a larger extent so but still working process just wanted to clarify that foreign I am excited to the next session here you know it's it's one of my favorite that I'm waiting to uh here so go ahead and introduce our next speaker um can we switch on to the next session here yes yes we need to go ahead and walk down the hall to the next uh session thank you