what does COVID-19 mean for the future of insurance?

Landon Bentham, an indie agent from NC, discusses whether insurance was actually prepared for COVID-19, how this will affect commercial coverage moving forward and how to proactively communicate with your clients.

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Who is Landon Bentham?

My Mantra: Honest Service is the key to any successful customer interaction. You can not just serve a client, you must honestly serve your clients.

My Favorite Quote: “We are what we repeatedly do, excellence therefore is not an act but a habit!” – Aristotle

My Favorite Specialties: Marketing, Branding, Sales.

Connect with Landon on LinkedIn.

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Landon Bentham 0:00

Are we videoing this? 

Syd Roe 0:02

You do not want to see my video setup. Do you want to see my video setup? Hold on.

Landon Bentham 0:05

Oh a second video setup? I didn’t know if I should like to break out the fancy camera.

Syd Roe 0:10

This is what is called quarantine work from home when three kiddos are doing homework and having mental breakdowns. Just in case it is in the actual Podcast. I am sitting on the floor in my bedroom with my microphone on top of a dog like doggy stairs that they used to get up to our bed. I got it all. So it’s yeah, it’s great.

Landon Bentham 0:54

Fantastic. I couldn’t tell if it means anything to you. So that’s good.

Syd Roe 0:58

All right. Well, good to know, I’m glad I sound like I’m you know, I’ve got it all together because you know, not really

Landon Bentham 1:06

hey, I would be curious to see you know, people should maybe do a trending thing like post your podcast setups, you know, and see what people really look like when they do these kinds of things. you know?

Syd Roe 1:20

I should take your picture and tweet it. That’d be great. There you go. Oh, by the way, before we get too deep into geeking out on insurance. Yeah, your video was so good. I watched it like six times and adjusted what? Yes. And Jeff. And I’m like, Wow, this is so great. Like, it felt like I was there in Fayetteville, North Carolina. Yeah.

Landon Bentham 1:44

Yeah. I’m glad. Thanks. I appreciate that. I mean, a lot. No. That was a fun one. He didn’t actually take too long. I was. I’ve been getting better at these things. So that one, I know it’s like, kind of like, like, I remember when I was running You know, there were moments when I would run like four days a week, five days a week, and I would just hit a stride and I was like, man, I felt really good. And that video just felt good putting it together. You know, like, it just, it worked. And, you know, the idea came relatively easily. And then I started writing as I said, What is this voiceover gonna look like? Well, in like, 15 minutes, it was ready, you know, like, wow, that turned out No, it was just one of those like, man, I finally hit a stride. I feel like the reps mattered, you know? And it just helped. So

Syd Roe 2:30

yeah, well in that video to give you an excuse to like, get out in the city and just, I mean, isn’t that insane? Just walking through the streets like that, just taking it all soaking it all in. It’s just how quiet

Landon Bentham 2:42

It is how quiet and tranquil and knows people and just, but yet, you know, in this area, like, you know, spring is pretty much done, you know, so like you’ve had all these, just normally it’s just a time when like, everybody’s out and you know, like enjoying it. It’s just not, you know, in our neighborhoods, there’s a ton of it. But you know, as far as the city and the normal parks and things like that there’s very little activity. So it’s a very, very strange, very different time for sure.

Syd Roe 3:11

Yeah. How’s your agency doing? By the way? How is everybody? I mean, they seem great in the video.

Landon Bentham 3:16

Yeah, they’re good. I mean, they’re taking it with stride. Like, you know, you definitely appreciate service providers offering higher speeds in your business environment than you do at home. Because, you know, a lot of people still, you know, a lot of the companies we use, unfortunately, still dealing with legacy systems that are clunky, they take up a ton of bandwidth. And so, when you know, your kids, you know, are home trying to zoom school and your husband’s home trying to work from home and you’re trying to get into an old clunky system, everything slows down. So it’s, you know, it’s just, they’ve been taking it with stride, though, you know, they’ve been doing their best and, you know, we send them home. desktop computers. I mean, they really yeah, I mean, we said, let’s go and we helped them pull everything apart. And it’s how you set it up. And you know, we had to go through the IP phones, we got everybody’s IP phones within a few days. And it just, you know, a lot of technical things that we had to get done but they’re appreciative of it, because, you know, they’ve all you know, I’ve got it like in work and I’m can work in my PJs if I want and it’s I’ve always wanted to try that, you know, and so, they’re doing good. I think it’s finally hit them a little bit that it’s like, I do wish I could come in like I do wish I had the morning commute. Like I do wish that you know, I had my speed back at the office and stuff like that. So

Syd Roe 4:43

the grass is always greener,

Landon Bentham 4:44

Always, always.

Syd Roe 4:47

As somebody who was doing this work from home full time before it was cool, you know? Yeah, right. Um, yeah, it sucks. Like, I mean, there’s a lot of benefits to it, but I’m an external processor, I’m a people person. I’m an extrovert. There’s something inside my soul that died a little bit when I realized I had to work full-time from home. So

Landon Bentham 5:10

Pretty bad. Yeah, I saw someone’s pro tip was they literally get dressed as they go to work, they hop in their car and they go for a 10-minute drive on their show back up at their house, they walk in, unlock the door, undo the alarm and sit down at their work computer and start that’s how they start their day. So this is great.

Syd Roe 5:35

Oh my gosh, nearly start doing that because you know, my podcasting. I mean, obviously I’m still creating podcasts, but my podcast consumption has been down since working from home. Yeah. Just because you’re not I mean, my commute was where I listened to everything and anything so 

Landon Bentham 5:53

Absolutely.

Syd Roe 5:54

Yeah. So while dude I’m glad to hear things are going well. It sounds like people’s spirits are up Up, which is the most important part, which is awesome. I mean, they seemed great in the video. And I just I think you touched a lot of people outside of Fayetteville to who just for you know, just being able to see that footage and have that inspirational narrative behind it. It was just really awesome. So, um, but I’m, I’m pumped because I want to talk today. I want to, like, geek out on insurance stuff. And I thought, who better than Landon Bentham we’ve been going back and forth. Like, how many weeks about insurance like a gap?

Landon Bentham 6:34

Man, I think since Yeah, this whole COVID thing started I mean, we’ve been kind of like, what do you think about this or what’s going to happen with this section? Or Oh, my goodness, what about business income and all that mess and so yeah, it’s been a roller coaster for sure.

Syd Roe 6:49

Yeah. When you were one of those people who were brave enough to think about your video where you were talking about, you know what to expect from the insurance perspective. With COVID as a small business, and how to prepare for it, I think you had one of the very first pieces of insurance covered, I mean content, but even before the insurance gears got stuff out. Yeah. So, yeah, that was freaking awesome. And I think it just automatically piqued my curiosity and started this conversation around. Specifically, where did we miss as an industry in preparing for something like this? Which, you know, it’s hard to say, preparing for something less because how, how do you prepare for something like this? I mean, it was so unexpected, but I guess now that we’ve been through it, you know, and I think back to like, 911 if we were to go through something like that, again, I think we would know. You know, we would be a little bit more prepared. So what are you starting with, you’re gonna say something?

Landon Bentham 7:57

No, you know, no, I think you’re I mean, What comes to mind to me is I don’t know if it’s, you know, if I saw this somewhere or if it is an original thought, I don’t know, I have these problems where I think of these things and see certain things and I try to put ideas together. But, you know, the thought that you know, we as a business, or we as an industry didn’t see it coming. Honestly. We were one of the few that did, right. I mean, because there are all these exclusions that are already in these things. I mean, somebody sat down at their desk and said, Boy, what are we going to do from a business model standpoint as a carrier if the entire country has a problem with viruses or contagions or what Yeah, that’s a big exposure, you know what, let’s just exclude it. Let’s just be done. You know, and that’s, I think that’s you know, that people, however, however long they fleshed it out and how you know, how big of a deal is this going to be? Who knows if anybody has conversations, you know, years ago, maybe h1n1 or some of the others you know, virus things that have happened in the previous years have caused me to take Pause to this. But you know, I don’t think carriers somewhat were prepared for the event itself in the way that they designed their policies, right catastrophes. When you think of a catastrophe in eastern North Carolina, where I sit today. I mean, we deal with hurricanes, hurricanes, widespread, but still regionally, kind of. It’s just, it’s just our state. It’s just a small swath of the United States. So I mean, from an insurance carrier perspective, yeah. I mean, how do you design these products for regions of a potential hazard, and then all of a sudden, it’s blown out to the entire nation, that’s hard to see. Right. So you know, there’s kind of two sides to the coin from that perspective. But I feel like we as agents, this is where we shine, right? Like it’s, it’s in times of uncertainty, where we can offer our clients a moment of Hope or at least if it’s not hoping it’s clarity in what the process is going to look like. So, for instance, having gone through several catastrophes and less, really four years here in eastern North Carolina with hurricanes, mainly, we anticipated and no, just because we’ve dealt with it that, you know, the Small Business Association is going to be involved at some level. I don’t know how much, but we could almost guarantee, you know, that, hey, the federal government is going to step in, in some way shape provides some form of loan lending, whatever. Well, that process is often dependent on a denial letter from your insurance carrier. Right? So do we then tell our clients that our posture is to say, I’ve got to get denial letters for everybody that doesn’t have income and coverage because this isn’t going to be covered? And maybe the SBA will come in and help us? Can we get our people on the front end of that? Or is it so unprecedented that we simply say You know what, sir? Ma’am? business owner, you don’t want to be the first batch to go into the claiming because it’s just gonna be a flat out denial. Whereas you’re looking at this and saying, well, could they find coverage? Could there be a different definition of pandemic versus virus? Could there be a different definition that, you know, could get drawn out, and then all of a sudden carriers are forced to respond in some way? All the stuff you don’t know, right? Because it’s so impressive. So I think from the first video, the first thing that we did was just say, document everything, because you just don’t know what’s going to happen. But what we do know is that data and what we can, what we can grab and hold on to is how our business is functioning during this time. And that’s what we have to document and then we need to just kind of sit and wait, let’s see what’s going to happen. And that was the best advice we had on the in the early days to give

Syd Roe 11:55

one eye I stand corrected. By the way, you’re totally right now that’s I’ve, you’ve clearly thought about this more than I have. And I guess looking at the solution, so going forward, maybe I shouldn’t say solution. That’s the wrong way to phrase this because I do stand corrected on the fact that we weren’t prepared because insurance companies were prepared for the exclusion. But looking at how we list in the future, do you think that insurance carriers will look at that policy with that exclusion and say, you know, like, Is there gonna be some sort of way to buy back that exclusion through an endorsement? Is there some sort of extra policy like sight you know, cyber liability, like a Yeah. Coronavirus policy. Is it specific to this disease, is it? I mean, how, as your hearings are thinking about things, and clearly you’ve been paying attention to the details, like any insight into how that’s going to come to fruition?

Landon Bentham 12:57

I mean, I saw early on and thought to myself Early on, this is going to look a lot like Tria. And for those of you that don’t know, that’s the Terrorism Act that was put into place after 911. Because the thought process was, well, if acts of war, terrorism, or something is excluded from a policy, how do businesses buy that back? How do they protect themselves? And the government stepped in and said, You need to allow them to do that. So do I see a PA, like a pandemic Insurance Act or something coming up? I don’t know. I wouldn’t put it past us because honestly, this is so unprecedented and so, so widespread and scope that if the response to 911, which was uncertain, but it was relegated to smaller communities, even though New York City is huge in Washington, DC is huge. And, you know, the people that were affected by that were great nationwide, the physical loss from an insurance perspective was relegated to a small area. This is huge, and so I would anticipate some kind of action, once we get, you know, some stability back in, in the economy and in the market by the government to say, okay, who what parts of the system didn’t work? And if insurance is included as part of the system that didn’t work, I would definitely foresee that the government steps in. I mean, I think they’re, you know, I just I would expect it, I would, I would, I would put a lot of money on it that they would have to step in because their constituents will tell them they want you to, so

Syd Roe 14:31

yeah, yeah. Other than that, you know, specific exclusion. We saw a lot of hired and non owned coverage because restaurants are delivering what else have you seen come up, and is there anything else that you’ve seen come up besides business interruption and not you know, hired and non owned, have you seen anything else in terms of coverage gaps?

Landon Bentham 14:53

How about gaps, I mean, food spoilage maybe is one that you could talk about. Workers Compensation from the standpoint of, you know, if I’ve got employees at this risk level working in this environment, and now all of a sudden, I’m shut down or I’ve transferred them to work in an environment that’s clerical or office-based or something like could there be a transfer there in the way that a policy structured short term or long term if we decided the business to court with that, but to your question, I mean, from a coverage standpoint, the other gap might be like vacant buildings in the clauses that wouldn’t, you know, what, what constitutes they can see, you know, if a business, for instance, goes to complete remote work and there, you know, their physical facility, the physical plant is, is shuttered. It’s vacant to some extent, right. I mean, could it be a carrier or, you know, stick by exclusion to say that I’m not going to pay a claim because no one was there. I don’t know. I don’t think that companies would be that If I could use the word ruthless, and in this environment, I mean, I mean to try to really find a way to deny coverage versus finding a way to for the coverage. You know, typically we like to work with adjusters to try to find a way to offer the coverage. Is there a possibility that there’s coverage there versus one that would say, Nope, it’s just black and white. It’s done. Well, what about this? And so I don’t know it’s hard to off the top of my head, those are the ones that stick out the most, I guess.

Syd Roe 16:29

Yeah. off. So and this may be too deep of a question. So if it is, you can just we can just move on but off the top of your head. You know, I’ve noticed like Seth, for example, he’s still in his office, sometimes wearing pants, sometimes not wearing pants, but regardless, you know, he’s there. You know you were in your office today. So if one person is there, is that considered not vacant?

Landon Bentham 16:58

I would assume it Yes, I would assume that if one person is here if the building is being visited on a daily basis, I would there’s not going to be a carrier that’s going to win in a court battle that there’s a vacancy. Now, if we’re talking about a huge manufacturing facility that’s divided into, you know, maybe a warehouse and an assembly line area and an office, and two or three people in an office are there and the rest of the plant is vacant? I don’t know, like that. That brings a good question, right. And then you’ve got to go through those details. I mean, the famous disclaimer in the insurance industries, every claim is different and can’t be sure about anything in it. You know, and all the details matter. You know, it’s hard, you know, so I do think that there’s, I do think that there are challenges that are going to present themselves moving forward that we haven’t thought of yet. And, and, you know, we’re just going to have to, as they come up, we’re going to have to come up with good answers for our clients. And, you know, how do we best help them not just from an insurance perspective, but from a risk management perspective? Oh, yeah, they can be seen as a problem. Let’s go ahead and just document the fact that you’re doing daily rounds in your, in your manufacturing facility. Let’s see. I mean, you probably do that anyway. But if you don’t, now’s the time to start. Right. Because unless we do that, then there’s really gonna be no proof or documentation to the company to say, you know, we are eyes on we are trying to do their best to mitigate loss because that’s, those are the clauses that insurance companies can latch on to and deny coverage. So Right,

Syd Roe 18:36

right. Yeah. Well, and another story I wanted to touch on and really dig into actually because I’d love to for you to walk us through how you went about this. You said a text that was and hopefully it’s okay to tell the story. If not, yeah, no, I’m so sorry. Okay. Perfect. Okay, so, sent me a text explaining that You were looking, I mean, dude. I’ve met many insurance agents in my lifetime. All of the great people, some are really true risk advisors. Some I leave, sometimes, you know, from the conversation, somewhat a little worried, right? But the more time I get to spend with you, the amount of care and thought and intention that you put behind your work is just really amazing. I mean, just clear the way you’ve really thought through trying to be proactive and mitigate some of this risk, be communicative with your clients, help them document things, you are on the forefront pushing and that’s I just I very much respect that. And one of those ways that you did that is by saying, Hey, you know, a lot of these businesses because of this, you know, maybe they don’t have a business interruption, coverage, but if they’re slowing down, maybe there’s a way that we can help alleviate some of that financial pressure. And you were able to actually save somebody like 50 $500.

Landon Bentham 20:08

Yeah, I’d be happy to tell that story. So, you know, when this first happened, you know, obviously, certain industries were hit harder than others. It was really clear. I mean, there was a bunch of content out there, hospitality restaurants, all this stuff bars, whatever it was, there’s a lot of people that just physically because of some authority, telling them they can’t operate just had to close the doors. Well, in some industries, and in some cases, you know, the insurance equation, especially in things like an ans market, and even standard markets as well. I mean, you’re often rated based on a certain factor, right? Sometimes it’s an area, sometimes it’s sales, sometimes it’s whatever. Well, for anybody that insures any kind of bar club type situation, you know, that liquor liability insurance is really expensive. You know, when you are 100% leveraged in the liquor world, where you pretty much sell that’s, that’s where your revenue comes from, that policy is pricey. per thousand per hundred, whatever the rating factor is. And so when you lose two months of the year, you’re essential, you’re paying for something that you’re not using, you’re not needing. And so you walk a fine line here, right? Because from an E and O perspective, you don’t want to leave anybody, you know, uninsured or under covered or anything like that. But when you look at a policy that costs somebody, again, this is still a small business, some of you look at the 50, 60 $70,000 liquor policy, or a combo package, right, where all they do is sell liquor, like, you know, drinks, that’s what they do. When you can’t operate for two months, and you’re paying this bill, that’s a lot of money. And so what we did is, you know, I looked at all of our accounts and you know, where they are, you know, we’re the largest ones that rise to the top, where can we make them the measurable difference, a lot of things have to line up, right? Where are we in the policy term? When did they start when you know what effective dates? How long do we have to renew? What was their audit, like last year? And so in this particular instance, it’s an auditable liquor liability policy that was rated based on sales from the previous year, or we, you know, we had to adjust it based on the previous year because they killed it. I mean, they’re just they grew leaps and bounds and their niches really, really refined. And they know what they’re doing. They’re super, super good people. And, essentially, they just had to close. So we said, well, let’s go to the carrier and ask them, could they pull back on the sales figure? And so we did. And the carrier said, initially, we’re not really high on that because of the audit last year. And I said, Well, here’s the other side of the coin, right? We either gonna have to do something, or these people are out of business, right? Because they can’t continue to pay employees to keep moving forward to even stay afloat as a bit pay rent. You know, if they have to pay this enormous insurance bill for stuff that they’re probably not going to need. So let’s just do this. What if we pulled back the sales, you’re going to audit it anyway. So at the end of the year, you’re going to get your money. Let’s just in this time when we’re saying no to people, let’s, let’s give them hope, and give them an opportunity that we can maybe help them and so I couldn’t. I can’t rebate, right? It’s against the law. I can’t give you any money back. There’s no basis for me to do that. But what I can do is ask a question, Mister Mister Mister missus carrier. If I can personify the carrier, you know, okay. Are you willing to bend here a little bit, and they were, you know, and that that was what we were able to do. And it resulted in basically a, you know, like, almost, I think it was close to $6,000 when it was all said and done that they got back now. Well, they have to pay that back at the end of the year at audit, maybe if they kill it in the second half. We essentially said look, we’re losing 6090 days, we don’t know yet. But they need help right now. Otherwise, they’re not going to make their rent, you know? And so that’s what we did. So yeah.

Syd Roe 24:08

First of all, like, seriously, dude, like, Wow, that is what the essence of a risk advisor? I mean, my gosh, dude, like, the two things that I want to point out here the amount of work you did before even reaching out to clients, right? Because you could say, well wait till they contact me, you know, I’ll wait, right? But that doesn’t always happen, right? So how can I identify in my book of business be proactive, knowing what I know about the process about this specific carrier, and about the risk ecosystem we’re in right now. And their particular, you know, niche or business, whether I can help them and whether they’re a good fit. I mean, the analysis you did there on your book is commendable. But then the other piece was, you know, you did initially get pushback from the carrier And I think this just always goes to the fact or the principle that you know, carriers are incredible actuaries, right. They’re incredible at manufacturing the best insurance policies for a particular niche, finding that right fit. But someone’s got to take into account more than the numbers, right? Someone’s got to take into account the story of that customer. And for you to go and say, Hey, you know, Mr. misters carrier, if I can personify a character, you know, like, I need you to consider this for them to push back. And then for you to continue to say, Well, wait a second. Now you don’t have the full story. Let’s look past the numbers. I mean bravo.

Landon Bentham 25:41

And what helps us to offer the carrier some sense that I mean, and you are, I mean, for those of you that when you’re out there when you can say to a carrier because this is a real conversation. Look, I’ve already advised our clients to try to find ways to trim What they can trim? I mean, we can’t just keep operating as if we got revenue coming in now they’re a very successful business. I don’t want to downplay this to the point where they either get this, they get this rebate or they’re closed. I mean, that was a discussion point, because it could happen, right. But the other thing that I was able to tell the carrier’s look, they’ve already gone to their landlord, and said, people, I can’t, I can’t, I can’t make this paint like, and they’re super successful to the point where that landlord is very happy that they’re there. Right? And so I said, well, you got to go to that landlord and say, can we reduce the premium, my monthly, you know, rent, you know, nobody’s going to get away from this thing. Like, I mean, either you helped me out a little bit, or I’m, I’m out like, this can be hard, right? And that’s just kind of, but when I was able to go to the carrier and say, Look, we’ve already done these things. We’ve already helped them in these ways. And if you can give us just a little bit more if you can help With this section or this aspect of what you do, I think we’re going to set these people up to succeed when this is all over. And that’s, that’s what they listen to. And that’s what the brokers like to hear. That’s what the carriers like to know that, you know, the eights aren’t just, you know, submitting apps and collecting paychecks, you know, that that you’re actually out there engaging with these people to really support their business and become true outsourced risk managers. I mean, that’s the goal. Right? So you know, and that, that takes a lot of different pathways. It’s not just insurance.

Syd Roe 27:38

Dude, I don’t even know where to go from here. Because that’s no, really I mean, that story is just, that is why we do what we do every day. Yeah. And I want to ask you like about the future, hey, is there you know, COVID COVID 20 or, you know, what would happen? I just, I Don’t even think I want to because you’ve you guys have tackled and fought your way through all the unknown and all the unprecedented ness. That’s not even a word but and I’m sure your days are just I’m sure the phone calls you’re getting and you know, the amount of mud that you’re having to sort of weed through is slug yourself through is has been tough, but you guys are I mean, you guys are fighting and it’s just I love that. I love hearing that.

Landon Bentham 28:29

Well, I mean, again, I think it would be easy for us and at our detriment because of the business that we’re in, you know, what’s the term then not poke the sleeping dog or not whatever that knows what the term is. Don’t upset the applecart with whatever terminology you want to use the weather analogy you want to use, but I mean, it’s beyond that. It’s like, if I don’t do this, I’m selling myself short. You know, because now I’m just like, Don’t call me. Hey, what’s the problem? Okay, well, let me just find the quickest solution we’ll move on. I mean, I think that might be sometimes our natural reaction because we’ve got a lot going on. But when you can engage with people at a level that really has value and not in a, again, we talked about video at the beginning of this, not in just a fancy video that makes them feel good. But like a fancy video that makes them feel good paired with a conversation that shows your expertise and shows your intelligence level and helps people to understand that you’re there to walk alongside them. They put those two together, and they’re, you know, what, that’s the power of the incumbency, right? Like, I’m not leaving this guy, because like, he, they do it right. And I think those are the moments we try to create, you know, oh, by the way, I was able to deliver him a nice piece of news that, you know, on an audit last year, we finally, you know, got clarification. And, you know, they didn’t end up having to pay a big lump sum that they thought they were going to have to pay in the middle of this COVID crisis. You know, so you know, That was in the works well before and had nothing to do with the pandemic, but just the fact that you’re able to kind of stack these things up. Create your own luck, they sometimes say where you just work hard and if you can bring good news to people and do it in a way that makes sense to them and clear to them you will become a person that they will put on there a team and they know who to call when there’s a problem and I want to be on that team for businesses because that’s, that’s going to then lead to more referrals and more opportunities to show what we can do as a company as a small business.

Syd Roe 30:38

Yeah, that’s where we’re ending. I just got goosebumps

Landon Bentham 30:43

Well, I think there’s one other thing I’d like to talk about Oh,

Syd Roe 30:46

okay. No, yeah, you go

Landon Bentham 30:47

if there was one other thing that I want to engage with, with people on this is that like, you know, I’ve heard out there and this is kind of an I’m testing the waters here. I don’t have this fully fleshed out yet. Okay. But I don’t think it happened. Some groups were like, do we market? And I haven’t, you know, I know you have a video out on that recently, where do you know what do we market? How do we market in this environment? I think that the, what I’ll call the power of incumbency is somewhat reduced in this environment again, because, you know, just because good old boy system has given me my insurance for a long time, doesn’t mean that it’s not a smart time for me as a business owner to really look at some options, right? Not necessarily always selling on price. Not you know, not necessarily but like, I’ve been with this person a long time and I’ve trusted them but man, I’m struggling, like I literally have to do something or my business goes under. And so I think we’re entering a time in the next two or three months where You’ve got an opportunity to approach a lot of people, a lot of businesses, I’m talking mainly on the commercial side here. And I think there’s another conversation to be had on the personalized side. But from a commercial perspective, I really believe that the opportunity for harvesting some, some fruit, some low hanging fruit, in some cases will be greater. Simply because we’re in a place where, where people are going to have to start looking, they’re going to be forced to, and it’s going to matter less what their current relationship is more than to say that that’s going to happen to my book, too. So I got to make sure that we talked about this the whole time about being a true risk advisor. I got to step up my game in that way because people are going to start looking. And because they have to mean they have no option. And so, you know, I think we just got to position ourselves to be able to recognize that and as all these businesses pivot, we’ve got to find a way to pivot ourselves. And that is it. I think I think where we as agents can shine in the coming month.

Syd Roe 33:07

Yeah. Well, and not only that, I 100 percent agreed. And in addition, I would say, I think people will be more apt to seriously consider the breadth of insurance products that they probably should have considered pre COVID. Right. So this is already putting them not only in making them question who they’re working with but also what they have. And there’ll be very many I do wonder if people will be more open to having a real conversation about, you know, what, what coverage looks like or should look like? Yep, so,

Landon Bentham 33:47

absolutely. Agreed. All good. All good. So, yeah, I’m, I’m excited. I think it’s an interesting time. And I think Those of us that position ourselves to have deep conversations with our clients. We’ll find ourselves on the right side of this thing. And we’ll be better for it.