should agents fear data ownership?

As the b atomic team has pushed our message and mission forward over the last 3 months, we’ve heard both cheers and fears. One of the loudest fears? A hesitancy to embrace data ownership in a society that’s questioning data-centric businesses. Today, we address that fear head on.

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Who is Seth Zaremba?

insurance activist and customer co-conspirator

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Syd Roe 0:00

All right. I am officially caffeinated up. I’ve had my nature’s Adderall. I am ready to rumble.

Guest Speaker 0:10

You’re medicated as dangerous so watch out world.

Syd Roe 0:15

I’m not kidding. I had a conversation with Brittany from Salesforce who I absolutely love like not yesterday but two days ago. Yeah. And I was hyped off of something. And so she called me right at that moment and we’re on the phone and she was like, are you like this you like nor Is this normal? You like this you know, and I’m like, No, no, I just had like a cup of cold brews. And she goes, Oh my god, like, you know, like she was so funny. She goes, Yeah, I only have like one of those a week if I have more than once a week. Like Dude, I have one of those a day so

Guest Speaker 0:51

well, you know as a guy who has experimented in many altering things in his life. At 48 years old, maybe I should not try a cold beer that could be like that could begin the dismantling of everything that has worked to recover from my games. So I’ll stay away from it.

Syd Roe 1:11

It’s really sad how. I mean, I’m not kidding. It really is a drug like I’ve actually thought very seriously about, like not drinking it just because if I don’t have it if I don’t have some form of caffeine in the morning, I’m like, not the same person. And if I try to drink like normal coffee, like hot coffee, I just I’m definitely there’s something about drinking hot coffee that that image to me just makes me want to sit on a deck, and you know, stare at the sunrise and just be very chill. Having to drink cold caffeine in the morning. It’s just so like, it’s like a, it’s like a punch in the gut. You just you’re like boom, okay, I’m here now. My concern is

Guest Speaker 1:55

that it could be a gateway coffee. I know the dark side of myself, the side of myself I’ve spent decades trying to safely repress from society and myself and, and my concern is that cold brew could be a gateway stimulant that could undo all my doing. And so I just have to be very careful with the importance of the stuff I’m doing. I just have to make sure that I have clarity for the next 12 years. So otherwise, I could greatly harm the industry and I don’t want to do that.

Syd Roe 2:26

I was gonna say bid Tomic would be quite an animal with Seth on cold brew. I 

Syd Roe 2:32

just I don’t want to imagine

Guest speaker 2:34

God help us.

Syd Roe 2:35

So well, dude. Um, I just want to say really quick. Thank you for carving out the time to do this. And for the people listening. I just want to emphasize that I know everyone’s seeing Seth as you know, Mr. B atomic right now, but he’s also wearing the zinc hat at the same time and having to juggle both of Those, both of those roles at the same time, which I think one person handling one of those roles, even on cold brew would be overwhelmed. The fact that you’re doing it, to me, seems effortless. I know it’s not, it’s just, I just want to say thank you for, you know, carving out the time for this. Because, I mean, I’ve talked to people before, and it’s like, Yeah, he’s hard to get on the phone or it’s, you know, he’s going 100 directionally. Yeah, he is because he’s got this, and a family on top of all of it. It’s like, I just don’t know how you do it.

Guest Speaker 3:37

I don’t either. And I have to say, I appreciate that. Actually. You’ve been seeing probably the least atomic version of myself over the last couple weeks and maybe our conversations on car rides home probably reveals more to be more to you than you probably would care to know when it comes to how things are going. But yeah, I mean, just I mean, if you think about it, zinc is what 11 January 20. That’ll be our 12th here. And I mean, arguably, we’ve outperformed the industry and just about every way and we’re in the stuff early and really doing a great job on that and, and really accountable. Now you could argue just as a full time job, and then you take on V atomic and oh my goodness, I mean, the thing that nobody would, would dare to touch like that that’s a whole career in itself, often that I’m trying to be a good husband and father and I don’t, you know, I’m not scoring great right now, in this moment, like I you know, Jen, when I get home from like, three days being somewhere in the world, and I know, in many ways, I’m disappointing, and her and, and even my kids, you know, it’s like, I’m trying to be the best father and you know, anybody who’s a mother or father knows you go through these waves where you have to, you have to do and be something and, and I’m, I’m, I mean, if they scored me, I mean, if we’re testing I’m not, I’m not the best version of a husband and father that I should be Right now it bothers me and I want to be and then there’s all the personal stuff, you know, I’m still trying to learn my third language and I’m trying to try to maintain a weight that is like normal this has been really stressful on my body to my body’s just been like I’m thinking on that. I’m not 28 years old, hitting the gym at 4 am anymore and so I’m trying to get some version of like, what does it mean to just even eat right when you’re in the air all the time and doing stuff and I but despite that, you know, zinc is doing great B atomic is and we’ll probably talk about that as is off the chain right now. I couldn’t be more excited. I love Jen and she loves me and my kids know what I’m doing and it is Sam dashana so it can’t fit Smith honors, bro. Huh. So I got my other language going and, and I’m down a few pounds. So it’s like, so I’m trying to keep it all together. But yeah, and there’s no question that my elbows on my sweater are a little threadbare right now.

Syd Roe 5:56

yeah. Well, and if I hope Jen gets to listen to this, too. I want to say thank you to her. We don’t get to chat. I mean, I’ve met her once. And she’s honestly an amazing person. And I, you know, I know that just from being with, you know, with Jess and the traveling that I’ve done, the little that I’ve done, you know, it should maybe a fifth of what you have, you know, I can start to see the frustration. So, I know that I know that Jen’s really, she’s a soldier. She’s a warrior, and I really, really appreciate that. So. So I want to talk a little bit about this fear that the industry has around data ownership and data liability and privacy in a sec. But before we get there, I want to talk a little bit about some things that have happened to be atomic in the last three and a half months. You know, I would love to sit and share everything that’s happened. But I feel like when we talk at the, you know, the couple times a week we do, it feels like, within two days, a month’s worth of, you know, stuff has happened. At least if I’m comparing it to past professional lives, just the rate at which we’re going is insanely fast. So it’s hard to share everything that’s happened the last year and a half months, but maybe a couple of things you could talk about and then just kind of how you’re feeling. You know, now, being in this we’re at the end of the year here through three and a half, four months in versus when you first started this and I don’t mean three years ago, I mean, when you really made the atomic official You know, when I came on when Clint came on when the pilot group started to you know, really focus on becoming more involved with the atomic and neon what why What I know this is a big question, but like, What has that transition been like, over the last three and a half months?

Guest Speaker 8:08

It’s been rewarding. Rewarding is the answer. Because, you know, so much of this stuff is in your head, and you know, a lot of what we’re doing, I’m always fun to sing, you know, I kind of pulled this idea out of the ether, right? So, the ether has all these ideas and thoughts going around, and we all dip our toes into it, sometimes bait and so you pull this concept out of the ether and nobody necessarily values it. So the ether is happy to give up this idea about agents and our position and importance and all that stuff. And then because I control zinc, and I’m 100% on Earth, zinc, I can start to put it into play and work it and then you see it working and you’re like, Okay, the ether gave it to me. I took it and used it now and July 28 of 2018. Let’s just give it let’s just give a morsel of it. To the industry and see if anyone responds. And, you know, the goal at 2018 elevate was that five people would come up to me. That was our goal to be grilled and crisper there and like our goal is five people would come up and fill out our form handler, we had 55. And even still, people didn’t know what they were signing up for. But it was clear that they were believing in the idea that we pulled or plucked from the ether and maybe a knee a little bit, right. So then the pressure builds because now it’s like, okay, you took this idea, you weaponized it inside your own agency, you presented it to us. It’s interesting, and it’s you. So it’s the idea and you all put together and if you think about it, July 28. And what is that like a year and a couple of months ago, is when I first ever uttered the words publicly of what we’re doing this idea or concept from the ether that we were operating inside of zinc. And so now three months in so we open for business. I mean, technically we opened August 1, you joined us, the August 1 clench joined us. We’ve got interviews going on for more hires and To see people responding see agents responding like they are. I mean, said I mean, you see it, I mean, the text I get every day that cheers DMS, on Twitter and on Facebook on the comments from the pilot agencies and even carriers like, you know, this was really, you know, carriers were kind of afraid of it or, um, didn’t understand it over the last three years as I was trying to explain what I was trying to do. And now it’s like, I walk into rooms and be like, I get it. Yeah, it’s time. Let’s figure this out. Yeah, you’ve been talking. You did the work. You’ve proved it. I’m hearing it in the marketplace, even our competitors. I mean, I mean, I’m not going to share everything on that. But said, you know, I’ve walked in right with some of our competitors and like, hey, congratulations, you know, we’re watching and like, oh, shoot, I forgot. You’re watching. So yeah, I think I think we’re at a mass point where people know that the ether gave up something good that agents, can that have a real value that they didn’t understand, and they couldn’t weaponize? And then I think people got comfortable with me as some sort of I don’t know how to deliver the idea. And that’s happened. And then, but even that is just that’s just a guy that’s, you know, crazy doing his thing. But as other agents came on, and now other carriers have come on, and it’s like, okay, it’s where the critical mass where it’s not conceptual anymore we’re running a company product is under build pilots are launching, you know, early next year. And the strategy around that the hires around that the funding round that the monetization around that, like it’s all happening and so but mostly the rocket fuel is is people reaching out either I mean I have conversations every day. So do you have something you can’t get worked on? Oh, yeah, it’s like it’s happening. So it’s just rewarding to see, you know, that that the ether gave it up to me and that we were able to do something with it and that we’re able to turn it over to fellow agents and the industry and, and that we can include carriers in it and that we don’t have to rely on what once was is extremely, extremely rewarding.

Syd Roe 12:03

Yeah, I, I’d have to agree that having agents reach out is like oxygen. Especially because when I first joined I and I heard it in different areas from the industry, but this notion that well, you’re not going to find agents who are ready for something like neon, or who can understand something like neon. And it was so weird to me that there was this almost like disbelief in the agent force. And in the industry and the agents that have come out of the woodwork that I’ve been able to talk to, I mean, the guy I just talked to yesterday, never met him in my life. He was a referral from actually an insurer tech vendor. And we got on the phone. You know, we talked about neon. I actually showed him a couple of things. This guy is his father. runs a company that’s building artificial intelligence for the healthcare and manufacturing space. And he decided he didn’t want to be in that world anymore and went to work for a larger agency, but is very focused on the technology side of things inside this agency. And it’s just like, Well, I mean, this guy exists, and I’m talking to him, right? I mean, it’s crazy. And there are so many people like that in the industry, that, you know, they’ve, it’s like there and he was looking for something, right. He was like, yeah, we’re very frustrated with, you know, kind of the situation we’re in now. And I think just even being able to talk with him was and him being able to talk with somebody who’s like, Yeah, get it right. makes them feel a little less alone. I guess I just, I just want to emphasize like, I have so much belief in agents and I think I don’t know why it’s true. Sometimes, do you ever get that sense?

Guest Speaker 14:03

Yeah, I mean, here, I think what’s beautiful about what’s happening is I don’t know that agents believed in themselves anymore. And we’d been kicked around so much as this. I mean, these dumb people in the middle of everything that can’t scale and grow, like the rest of us and all and just, I don’t know that we believe in ourselves anymore. And I think that’s what’s making me so happy is that you know, and I wasn’t the first but just people standing up and saying, No, we are equals, we can do this watching agents believe in themselves. It’s like, That’s amazing. I mean, I don’t know. I mean, you know, it said, but I don’t know if people listening know, but like, we’ve already hit in terms of people that want to join what we’re doing. We’re already two years into our performance. 2021 and 2022 numbers have already been satisfied. It’s like, so it’s such a beautiful thing. And I think taking a downtrodden group of people and just making them feel good about themselves is something it’s like, we are empowered. We do and what we’ve stumbled on with the ether cave up is that that were more important than anyone ever thought and that’s what I love is that the perhaps maybe the arrogance or the dismissive nature of some in this industry, it reigned supreme for many years and the fact that we found out that actually the relationship and what agents do has the highest value and is their adds the richness that everybody needs. And now we could be capable of delivering on that thing, and the one’s swampland that everyone gave away now has the highest value in the industry. Like that’s incredible. And now when people think back at my talk track of the gold is under your feet, they’re starting to say like, oh, wait a minute, like I was told I was worthless swamp and now you’re telling me those swamps have oil underneath it like okay, and just watching the shoulders kind of pullback in the face, get a little tight in the smile, get a little ride. It’s just been. It’s been beautiful to be part of that and the messages and the love that we get is just incredible. So it’s, I think it’s I think the Decades of the agent are back. And you know what? I’m happy to fire the first shot across the bow. But make no mistake, we’re back. And we’re common and the capabilities that were coming out of the whole shoot are just insane. And as our powder dries out, and as we ready ourselves for battle over the next 10 years, I have no fear. I’m emboldened by what I see, what we’re doing, and what other agents are doing. It’s Game on.

Syd Roe 16:25

Hmm, I love it.

Guest Speaker 16:26

Yeah.

Guest Speaker 16:27

All right. Well, I want to pivot into this. I don’t even know what to call it. It’s

Syd Roe 16:35

this undercurrent, I guess in the industry that I’ve felt a couple of different times. Two times really stood out to me. The first one was a conversation we had with the carrier very early on. And one of the questions that they asked us in this meeting, you know, the C suite there, these were the leaders of the business. Very positive conversation. But, you know, it took a bit of a turn when someone asked, okay, well, have you guys really thought about data privacy, and how that’s evolving over the next, you know, few years? You know, and of course, we were ready for that. But it was the first time that someone had actually asked it. And we had to answer it. And then the second time I remember was actually listening to your podcast that was recorded live at the insurtech conference by asking Kodiak Yeah, there’s a lady who, who from the audience, I believe, has to connect. Yeah,

Guest Speaker 17:39

yeah. Okay. Yeah. Go Connect. Okay. So we had seen Mike and Alan, they had hosted an insurer tech Boston before and, and we love Kodak so yeah, good mention there.

Syd Roe 17:51

Okay. Well, I mean, I’ll never take an I’ll never miss an opportunity to give them a high five of virtual high five. So yeah, but this lady asked. Something similar, right? Hey, should we be afraid of agents owning data because of the liability and, you know, it’s this gray area. So I was doing some thinking on, you know, just where this fear comes from, why it exists, and correct me where I’m wrong here, but it seems like it’s really a social undercurrent that’s trickling into the business, small business owner mindset. Two big events have happened in the last couple of years, actually a couple. I put them in two categories. So the first category is, you know, the NSA and Cambridge Analytica. And then the second category is stuff like Equifax and, you know, they target breach that happened. And the reason I’m putting them in those two categories is that it seems like you know, take Equifax and target these security breaches that happened. Those are bad actors, and they’re also doing illegal things. So it’s your Clear that okay, there’s something wrong here right. Now take the other bucket right, Cambridge analytica, what the NSA was doing. We’ve deemed them, bad actors. But the problem, and the thing that I think we’re wrestling with socially is that we don’t know if they’re legal or not. Right. And so that’s where this stuff with the ccpa. And the GDPR comes in is like, well, we feel like they’re, they’re bad actors, they have bad intentions. But we haven’t, I mean, is what they’re doing legal is with it. And so it becomes this gray area that people really shy away from, where it’s like, I, I don’t know if I want to get involved in that. Right. And there’s a fear around it. scariness around it. And I think that’s kind of trickled into the insurance industry a bit. And so when we lead with this idea of data ownership of leveraging data, of you know, just Being more involved with data. I think that that you know, that sort of visceral gut reaction that comes back into play with people that they’ve seen socially all of a sudden like triggers at that moment. So, I guess that’s why I think the fear exists. And the big question is, what do you do about it? Right? Okay, so we have this fear we have this feeling, this emotion that exists. What now how do we act? And I guess this is where I’m telling you up. Um, what would you say to someone who you’re seeing go through this emotional, you know, reaction where it’s like, Okay, now we’re stepping into this gray area. Where do I go from here? Right? Is it something We should dive into Is it not?

Guest Speaker 21:03

Yeah, well, I. So most people are starting to think about it because we’re forcing the issue because we’re saying we’re doing it right. So, you know, the tip of the spear. The early incision is the pinch that people are feeling right now. But I’ve been having this conversation in the industry for four or five years, right. And so I’ve watched what I call the boogeyman, which is regulatory and all this stuff of like, Oh, no, this can never happen yet. It’s happening on your phone as you’re talking to me. Really? Okay. But our industry is so special that it can’t happen here. Right. So you go through the boogeyman phase. And then you go through this, the natural iteration of insurance, which isn’t risk-averse. And so you sit down with regulatory and legal and they’re like, Listen, I get paid not to have problems and there are no problems. I did my job. And so you go through that risk of adversity and then you go through the bias phase. So like, we’ll have all the people in the channel agents without technology and, and without sophistication, they are going to be the caretakers and stewards of this like so. You go through the boogeyman, you go through the risk-averse nature of this industry, and then you go through the bias that the least capable would be armed in some way. And then you get to the realities. And the realities are this is the world we live in. We’re not going backward. And that entrepreneurs, and the only entrepreneurs in the whole channel, our agents are oftentimes almost always the solution, right? Because they take the risk. they ingest the risk, and they put it into business practice, and they release it and the marketplace responds. And so what we’ve been seeing is we’ve just been seeing the filtration of this idea through the gravel and through the sand ultimately to the water table, which is yes, the people are regulations important. Yeah, we need to honor them, or is there a risk associated with it? Yeah, we need to mitigate it. Our agents, the people on the frontline that we need to empower with us for sure. And then ultimately, our entrepreneurs Historically, the people who can take all of those variables and deliver it to a consumer and make it feel good. And if they don’t, they lose their houses and cars. Yes, that’s how America works. And that’s how this industry works. And so I think everybody’s at a different layer in the ground, and some are gravel, some are sand, some are dirt on top, I’ve had enough years to be sitting in the water table knowing that this is exactly what’s gonna happen. And it has to happen because unless the independent channel has another plan, you know, unless there’s somebody coming from another planet to distribute and make insurance and risk and appetite and all that stuff, then this is who we have to work with, and it’s going to happen and so I’ve had the benefit of pushing it early. Most people are just coming to this conversation now but haven’t had the chance to move and swim in this space for a while. I’m pretty comfortable with where we’re at right now. And it’s going to happen and, and I’m starting, right so that’s it, I’m done. I’m done waiting on it, it’s time to go, the customer is not going away. And so what we’re seeing is just the uncomfortableness of everybody with where they’re at in the journey. Um, the biases, the risk averseness, the underestimation of That stuff, nobody’s bad. It’s just they have these unrealistic concerns and they just get a little detached from reality yet, when anyone raises an objection, they go back to their office, they hop on their smoker smartphone, they use and give away all their data, they hop on their email, but everybody read it, they give it they let their children have devices, and they access all this stuff, and they give it away. But when we come to these rooms, we get defensive. And I think what hopefully you’re doing is convincing them like no, you’re doing it everywhere else in your life, you’re gonna do it here, our system for doing it as agents. So let’s just get on board and get it done. And that’s where we’re at with, you know, a significant and growing amount of agents. And that’s where carriers are, too, you know, I’ve been through that I’ve taken those arrows. And now we’re at the point-like, okay, I had my chance to complain and whine and cry, but this is how we’re going to do it. You’ve given us the time and dignified us with the ability to think about things and you’ve got a really good group of agents that are willing to show us how to do it. Alright, so let’s, let’s get it done. And I also think this is a blue ocean and frankly, the industry Looking for the blue ocean. We need you to know, as much as I’m selling technology and data and all that stuff. I think what I’m really selling is hope. You know the agencies that say this channel is looking around for the blue ocean, it’s just there. Everybody’s five feet off the beach just hitting each other with paddles and orders and stuff. And I think somebody just wants to swim out to the sandbar and here we go with a group of agents and carriers swimming out of that sandbar to just make it safe. And you know the story. Everybody swims five feet from the shore, but the second you know, somebody swims out to that sandbar and then someone else goes and then someone else goes and then before you know it, there’s a beach 10 out there, there’s coolers out there and everybody’s loving life. 100 yards off the beach because someone was brave enough to swim the chasm and considered swimming and consider us sitting out there and inviting everyone else to come out to the sandbar where the water is clear. The drinks are cold, and we’re having fun. Yeah, yeah. I mean, I think talking stories I’m sorry. I don’t even know where that stuff comes. I think I said swum.

Syd Roe 26:03

I had a moment there where I just pictured myself on a beach and I’m like, snap back into it said, Come on, what are we talking about?

Guest Speaker 26:09

Truth, right? That’s the picture like a mental picture of like, what’s happening here. It’s just okay. So someone had to swim across that 200 yards of the scary ocean where sharks are. And then you see one person do it and 10 people do it. And then 100 people do it. And then you’re like, you know what, I can’t imagine life, not on the sandbar. And so that’s what’s happening. And I’m I guess I now have the context to say that’s what’s happening. And incidentally, the doubters are those who are concerned your concerns are legitimate. I’m not minimizing them. But you do need to have an opinion based on reality and just look at the rest of your life. And tell me where you’re going to give it up everywhere else before you tell me to give up my dreams here.

Syd Roe 26:46

Yeah, well, and I think to your point, the people who are swimming out to the sandbar have eaten, you know, hot dogs, hamburgers and drinking a cold Miller Lite. Those are the people asking not what. What are the consequences of owning data? But what are the consequences of not owning it? And that’s really the difference in mindset. Because they see the things that you’re talking about like, Okay if I don’t own it, we know that this is coming. If I don’t own it, then somebody else does. And that means somebody else makes the rules. And I don’t

Guest Speaker 27:23

write. And I can probably just interrupt there for a second. This is what’s striking at the heart of independent agents is, once you understand what you and I are talking about, you can’t look me in the eye and tell me you’re independent of somebody else who owns your data. Go ahead and try and I’ve been in that I’ve had that cocktail hour, and you can see their eyes kind of dropped to their feet as they acknowledge that somebody else owns them. And so the realization that data is being monetized and use for outcomes, and that we’re not being we’re not contributing to it and we’re not participating in in the benefits of it is really starting to matter in this industry to agents and if I did one thing right now I’ve done so many things wrong, believe me. But if I did one thing, right, I opened up people. I said, there’s a game going on. And you’re either the game, right, you’re either the game or you’re playing the game. And I think I think that that has become abundantly clear in the three months that you’ve been talking to industry. That is clear.

Syd Roe 28:16

Yeah. And I think too, and this may be getting too granular, but I was, I was kind of going back and forth on you know, just like the thought experiment of, Okay, let’s say, I’m an agent, I don’t own my data. something bad happens. Right? And someone else is owning it. I’m still socially liable for that. Mike, my consumers are still going to look at me and say, Wait, you’ve partnered with the people doing those bad things? Oh, yeah. I don’t know about that. Maybe legally, you know, financially I’m not on the hook. Because of you know, the regulation is coming down on the primary source of the breach or the primary source of bad data. But, but socially, I’m still liable for that. So I don’t even know what it’s like to really get out of that either. And that may be getting too granular. But

Guest Speaker 29:12

no, it’s not. It’s like, why have the liability if you don’t have the asset, so here, here’s what’s happening, folks. you’re signing away, you’re signing away the rights to your data, right to the vendors that you’re using with page three. Paragraph two days, Hey, we own it, and we’ll allow you to use it as it relates to this process. So that’s, that’s the first thing right? So you’re signing away the asset. You’re legally begging, you’re being given the liability for it. As you just said, most states have regulations. Now if you get hacked, right, that you’re responsible for it, and then add insult to injury, it has value, you signed it away, they’re using it and you’ve taken all the liabilities, they have all the assets. The contracts have a hold harmless in it, that they’re not responsible. So you’ve basically stripped the value out of your land. You’ve taken a beautiful piece of land and you’ve let people drill wells on it. And they’re extracting all the value on it. And then when there’s an environmental catastrophe, as we know always comes, you sign away their liability on it, and you own it. So now you have to pay for the cleanup. And so it’s just it’s people are starting to see that this stuff matters. And I’m not even just talking about money. It’s using it to do better for our clients and, and you watch next year because that’s all we’re going to talk about next year is like how we’re using data right now. We’re talking about the value of it because we don’t want to get away from the kind of what we’re working on and all that stuff and necessarily sell what we have to protect what we’re doing. But when people see how data and that’s next year, stay tuned, folks, when you see how we can change behaviors with information that we formerly gave away, or we had no methodology to collect and reuse. Oh my goodness, watch out, watch, watch the independent channel, go like through the roof, watch independent agent value go through the roof. I can’t wait to be in that conversation. This is a painfully long conversation about educating the public. But when we start showing them Pilot agencies start showing the value of how we’re using it. weaponizing it? Oh, my goodness. I mean, just the floodgates open?

Syd Roe 31:06

yeah. Well, and I think, you know, to your point of data becoming more and more and more involved in every facet of our daily lives, you know, you look at what’s going on legally right now with the ccpa and GDPR. Then, you know, the guy who actually initiated the California Consumer Protection Act. He’s a realtor who was so fed up with their, there lack of regulation in America that he actually made a move in, specifically in California to get something passed, something started because, you know, federally, we can’t seem to get it together. Agree enough to put something out there. This realtor decided to start the process and that’s where the ccpa came from. And it’s crazy to me because you know, you’ve talked a lot about how insurance agents deal in risk every day, who is better suited to lead this conversation? Then I mean, the insurance industry and be the insurance agent to consumers. This we’re talking about the blue ocean, we’re talking about risk. We’re talking about, you know, Christopher Columbus in, you know, striking a flag on data land, like there’s no better arena for the insurance agent to play. And then this one

Guest Speaker 32:33

on the channel. I mean, our methodology is understanding risk and distributed through risk-takers, right. That’s what we do. So the carriers are understanding the risk and the regulators and all that stuff. And then we’re going to turn it into some meaningful process and we’re going to distribute it through the people on the frontline who are willing to take a risk and be compensated appropriately. That would be independent agents. It is no different. It’s just people watching it. There’s not a lot of new things that happen insurance and so this is new and So they’re watching it for the first time and they’re like, ooh, scary. Oh, boy, be careful. But this is exactly what’s happening. And all we did is said, Okay, well, if that’s how it’s been, and that’s how it’s going to be, why don’t we just do it first. And that’s it. And, and here’s what’s so dangerous about that is we want to empower that and push that. And the industry has led toward a bias that we’re not capable, and therefore other people should do it for us. And there is a trillion-dollar economy of people doing stuff for us and, and all we’re saying is, we should be doing it ourselves. And we don’t live in a world anymore where we can’t do this ourselves. Maybe there was when you needed mainframes and buildings and people with pocket protectors and black horn-rimmed glasses to do stuff. Maybe that was beyond our control. But right now, with a little bit of grit, a little bit of focus and energy, some money and the right methodology, we can own this stuff and that’s what’s scary to our competitors is that you know, their whole economy is based on us needing them and the bottom line is and I’ve proved it zinc, we don’t need them. We can do this ourselves. We are smart. We are on, we do have money and software has come to the point where we can just make decisions and do it ourselves. And I am going to get directly connected with my carriers. And I will choose who comes between me. And I’m going to choose that stuff. And that’s a scary thing for our competitors because their billion-dollar valuations are built on the fact that they stand between us. And then here’s little old Seth and Cleveland, Ohio, rattling his saber about how he doesn’t need us anymore. Well, that’s fine. Let’s humor him. And now it’s not just him. Now it’s a row. And now it’s 14 or 15 agencies, and now it’s 300 agencies over the next couple of years that have already said we want to be in line and now it’s carriers first, it was one now it’s for us and it’s 22. And like, all a sudden, we’ve struck at the heart of things, which is we can do it ourselves. And we don’t need people to do it for us and frankly, that makes us dangerous.