This Could Change Life Insurance Sales Forever (Ep. 271)

Your phone rings and the person on the other end actually wants life insurance. That’s the shift we’re betting on, and it’s why we’re partnering with Ringba to bring inbound pay-per-call leads to more agents who are tired of endless outbound dialing, no-shows, and “spam likely” blocks.

We bring on the team behind the Ringba Exchange and stack the episode with real testimonials from agents using inbound final expense and simplified issue calls. You’ll hear what changes when you stop burning hours trying to reach people and start focusing on qualification, service, and clean closes. We also dig into the practical stuff agents care about: how many billable calls it takes to get consistent sales, why quality can come in waves, how to handle the “is this free” question, and why following a tight script is the fastest path to confidence, especially for newer insurance agents.

Then we go under the hood: how exchange economics affect call quality, why hanging up quickly can train ad platforms to send worse traffic, and how predictive routing and AI can improve matches between callers and agents. We also cover compliance and TCPA, explaining why inbound calls are closer to a customer walking into a store, plus why outbound lead generation may get harder as regulations tighten and carriers enforce consent standards.

If you’re serious about building a flexible schedule, writing more premium, and staying ahead of where life insurance marketing is going, hit play, share this with a teammate, and subscribe. After you listen, will you try inbound calls or stick with outbound leads?

*****DISCLAIMER****** 

Results mentioned in this content are not typical and are not a guarantee of future performance. Individual results will vary based on a number of factors, including but not limited to experience, market conditions, product availability, and individual effort. Any examples, case studies, testimonials, or income figures shown are for illustrative purposes only and may not be representative of the experience of other individuals. Past performance is not indicative of future results. Insurance and annuity product guarantees are subject to the claims-paying ability and financial strength of the issuing company. FFL USA does not provide tax, legal, or accounting advice. Consult your own tax, legal, and accounting advisors before engaging in any transaction.

Transcript

SPEAKER_03 0:45

What's up, everybody? Andrew Taylor here. Today we're going to talk about our new partnership for inbound leads, which is the future of selling life insurance. We have Trey Honeycut here, who pioneered this whole thing. He's the one who came to me and said, I think we really have something here. He got people receiving calls, which we're not used to. We're used to calling people and them not answering and calling them over and over and over again. We had this thing where we would call somebody three times in a row because they're more likely to answer if you call them three times in a row. Well, with what we're about to tell you, you don't have to even call them one time because they're going to call you. Trey, I want you to introduce the team because you've been working with everybody so closely.

SPEAKER_10 1:30

Yes. So so to my right is Shanti. Shanti is the person that makes everything happen with the Ringba Exchange. And then, yeah. And then to her right is Adam, who really makes everything happen with the Ringba Exchange, but him and Shanti work together. So they're they're a duo, they're a team. And then Adam Young is the CEO of Ringba and really the pioneer of paper file marketing as it is today.

SPEAKER_03 1:58

Tell us tell them what you told me about Adam, about his background. Well, first of all, he's a genius. Well, you are too, but yeah, he's definitely a genius.

SPEAKER_10 2:09

They don't make him like they used to. That's for sure. Um But no, uh, Adam is really the pioneer in the industry. And one of the things I've been telling everybody, guys, is with Family First Life, we were pushing this model of simplified issue life insurance into the marketplace. Like when we started in the insurance business, when we would talk to people and say, hey, you don't have to do an exam to get Mary coverage, like agents that have been around forever thought we were crooks. They were like, that's wrong. Mary could save$11 if she just did an exam, you know. And that's kind of how they treated us. And we pushed this concept of like immediate issue life insurance into the marketplace. And at the same time, Ringbo was fighting the battle of call leads. Like people looked at pay-per-call in the beginning, the way I remember it is like that's sort of scammy. But uh data leads was the was the name of the game back in the day, and you guys, during that same time period, have pushed this idea of paper call marketing into the marketplace. So um, we've just done it on parallel timeline. So this is a match made in heaven.

Early Proof From Top Producers

SPEAKER_03 3:14

Yeah, and I got to meet Adam in Miami in his penthouse, the Ringba Mastermind. What is that what it's called? Yeah, very impressive. Like, dude is very, very successful and very smart. So we're looking forward to hearing from all you guys. But first, before we tell you anything, we want to provide some evidence and some real life testimonials so you can hear for yourself what has been happening. So we're gonna pull on some people real quick and hear from them for a minute or two and ask them some questions about uh their experience using Ring Bleeds. To start with, can we pull up my man Dominic Rogers? If you guys don't know Dom, he was the first person coded to Family First Life. He was Sean's right-hand man, uh, and he has the code number FFL1, which I I'm jealous of. My code number was 336, so I got in late. But Dom is he's done everything. He's saw people in the home. He can he honestly is really good at sales, so it's good to hear from him. But Dom, what is this like for you and what have you done doing inbound leads?

SPEAKER_09 4:33

Well, well, first, man, uh thank you for having me on, Drew. And Trey, dude, thank you for all the work you've been putting in. All right, you've been putting in crazy amounts of work. And Adam, I know we haven't met Shanti, but I've heard you guys' name, so I appreciate you guys. With these inbounds, Andrew, it's it was completely different than what I was used to, um, because we're used to paying for a pack and really working through that pack. And the some of the skills that we learned to work through the pack, like you said, calling them three times in a row, things like that. You don't need to do those things here. Meaning, I had to learn how not to fight every single client to try to close versus just qualify and get them what they need. And through that, it's been a process. You know, I didn't I didn't convert and you know, immediately I wasn't like Trey, I love these. I saw the potential. I suck, but I saw the potential. And I was like, well, if I get better at this, then I could be done by four o'clock. I could have my weekend, but until I get good at this, dude, we're gonna have to keep filing it down and listening to my recording. So anybody who's been in the industry, the transition, I think, Andrew, is something that you have to you have to be open to get worse before you get better and just deal with it. But you'll you'll you'll push through it. And any new agents coming in, then you don't know what you don't know. So this is gonna be a game changer.

SPEAKER_03 6:02

Dom, you know you don't age at all. Dude, you you look the same as you did like 18 years ago when I met you. And even funnier, I'm at Applebee's and I see this lady that looks just like Dom, but she's older, and it was his grandma. How old was she?

SPEAKER_09 6:20

At that time, she was probably 80, 81.

SPEAKER_03 6:23

She looked like she was like 50. And then I called Dom. I was like, dude, can I have some of your stem cells? Hilarious. All right, Dom. How nice is it to have people calling you and just being able to have conversations with people?

SPEAKER_09 6:40

Uh this is that used to be the joke, Andrew. That used to be the joke of like, hey, dude, what are they gonna do? They're gonna call you, and now it's the truth. And um and and it's you can't make it up, you know. So I can't, it's it's it's it's been phenomenal. Um, the time, like when you hit on, your phone's gonna ring within a minute. And so you're constantly talking to people all day.

SPEAKER_03 7:05

I have a like I definitely have ADD, but I turned it on and a minute later I forgot I turned it on and I missed the call.

SPEAKER_09 7:13

That will happen.

SPEAKER_03 7:16

Is that just me or has everybody done that?

SPEAKER_09 7:18

Everybody's done it, dude. Yep, everybody's done that.

SPEAKER_03 7:21

Yeah, I was like, who's spam calling me, dude? Like, I'm I'm I'm declining them because I'm like, someone's spam calling me. That was me, so all right. Uh Dom. A lot of people complain about people thinking it's free. Is that a thing? And if it is, does it come in waves? Uh what's your experience?

SPEAKER_09 7:45

I I believe that if you are trying to convince them that it's not free, then that's our problem. Because I think everybody who calls in, they know that it's not free. We used to sell these little postcards that basically did say free on it, yes, and show up to their house and sell them life insurance. And I used to read the card and go, like, wow, like they actually could think this is free, but life insurance. You know what I mean? But it's life insurance, and I'm gonna go to their house. So I think when it's it's really just a self-thing. Um, there was a training yesterday that was on the other day, and um, I forget her name, but she was talking about her mindset ship shifts. And I think that you just have to get your mind right around you're not just trying to qualify them, but you're trying to, you're, you're gonna, you're gonna help them and close them um based on whether they thought it was free or not. There's still a human being who needs life insurance. And there's never been any confusion on these calls that even when they do say, Oh, is this free? No, it's not free. It's a state-regulated life insurance program, and my job is to help you find something to help with your final expenses. I'm assuming that's why you called in. They always say yes. So I think that we're always trying to fight this free thing versus let's just get down to the root of why they're calling and and go and take it from there.

SPEAKER_03 9:09

So 100%. All right. Um, do you think this is the future of selling life insurance?

SPEAKER_09 9:18

100%. There's no there's no doubt, you know. And if you're in the market of new leads, I don't know why you would ever do anything else in the simplified space. Yeah. Like if you're like new leads, if you're like, I'm an age lead assassin, well, keep doing your thing. But I was never an age lead assassin. I like new leads, I like people, I like fresh ones, and this is the best fresh lead I've ever seen.

SPEAKER_03 9:45

All right, now pa, all right, Dom. Thank you, Adam. How many leads can you guys legitimately distribute per day?

SPEAKER_06 9:52

More than you could ever take. Don't say that because we will try to do it. How many do you think? I mean, the amount of volume that flows through our platform is insane. And so the way it works is we have our exchange where the calls are coming from, and it sources them from our customers that are actually doing the marketing. And so we have hundreds of millions of phone calls a year that are flowing through our platform. It's 30, 40, I don't know, percent of the US population that's calling in. Now, granted, they're calling for all sorts of different things, right? But insurance is one of our largest segments. And so, you know, there could be a hundred thousand people on the phone right now for insurance flowing through our platform, and that wouldn't surprise me. It could be even more. And so when I say that it's like more than enough to service your agents, it definitely is. And if you guys need more and the demand is there, yeah, our clients are gonna fill that for you because that's what they do, they want to create more customers.

SPEAKER_03 10:57

That's huge. All right. Uh, next up, let's bring on Trey. Who you want to bring on next? Uh let's do I saw Heather Robison on there. All right, Heather, what up? Looking good. I like your game.

SPEAKER_16 11:11

Hey guys, I wish I was there with you.

SPEAKER_03 11:14

All right, Heather, real quick, how long have you been doing this and what's your experience with inbounds?

SPEAKER_16 11:21

Um, so I've been doing inbounds since I believe beginning of January, end of December. And I was doing you know, outbounds obviously up until then, and then I quickly switched to only inbounds because Dom said it. Why would I do anything else? It's so nice to have people calling you asking for this, and yeah, you get your objections, it's all fine and dandy, it's normal. But it clears up your time. I do go in my RV. In fact, I'm outside looking at it right now. Um, fun story, we just got a small little computer, little tiny thing that I can hook in with that cord. I sound dumb because I don't know the name of it, but I can actually take inbounds while I'm on the road. That's what my husband's been working on for me, and I'm just so excited to try it when we go to Alaska.

SPEAKER_03 12:18

So you're just traveling the country right now in an RV writing how much a year how much you write in a year in insurance?

SPEAKER_16 12:28

Uh about a half a million.

SPEAKER_03 12:30

By yourself. Let's go. All right. What's the big biggest excuse you hear people say? How do you overcome it?

SPEAKER_16 12:40

Um The biggest thing I actually find with inbounds is that the person actually isn't in a mental state where they can or should be getting inbound uh insurance on their own. And I don't I don't I don't try to overcome that. I just ask for the beneficiary's phone number. They usually give it to me or not, and I contact them.

SPEAKER_03 13:03

Okay. So you run into that sometimes.

SPEAKER_16 13:07

More frequently than than if I'm calling them. Yeah. But think about this, right? They're sitting there wherever they are, they're looking at their TV, they're calling. It's very simple.

SPEAKER_03 13:17

And a lot of these ads are on the TV.

unknown 13:19

Correct.

SPEAKER_03 13:21

Love it. All right, good job. Next up, we're gonna get on Gary Michaels, 61-year-old, who's destroying all the young agents in volume. He's a complete animal, he never stops. And what'd you how many in a row did you sell, Gary? When I came back the second time to do it, eight in a row. So eight in a row, how much premium? Um 30,000. Okay. All right. Now we're gonna talk about this with Ringba because I've seen quality come in waves, and I I would like to understand why. But we're gonna talk about this with you guys. But Gary, what is your introduction when they call you? Hi, you reach the benefits office.

Scripts Mindset And The Numbers Game

SPEAKER_19 14:15

My name is Gary. How can I help you? And then um say thanks for calling today. I'm sure you've called regarding the discounted uh funeral covers, correct? And then when they say yes, we kind of know we have them or we don't have them. Then I early on get into what we do and uh want to get their date of birth and and their name to build a little rapport. And the main thing, Andrew, that I was sharing with you the other day is I tried this about six months ago and I failed miserably because I didn't follow the script.

SPEAKER_03 14:46

And when I came selling for how long?

SPEAKER_19 14:50

I've been selling since I've been 18 years old, but like I was selling IULs and you know, so selling you know, the bigger type of insurance, and then this was a whole new thing and got blown off by 14 people in a row, and I said, I'm done with this. And then I saw people starting to do it and taught at conference and stuff. I said, I'm gonna do it this time, and I'm gonna I'm gonna follow the scripts, I'm gonna do it the right way. And um, it's been different this time. And you're right, it comes in waves. I'll I'll sell three, four in a row, and then I'll get seven in a row that think it's free and they can't open their phone and and they can't get a text. But you got to realize that even if that happens and you close two more, you're still making a great ROI on your investment because you're constantly talking to people, and that's that's the philosophy that you have to have.

SPEAKER_03 15:36

Yeah, all right. So let's go back in time because Dom was talking about this. We would work final expense direct mail mailers. Yep. Okay. We would drive, because you couldn't get that many in an area, we would drive two to five hour radiuses to go run these appointments. Okay. We would get to their house, and then they would say, We thought this was free. And you'd get back in your car, you'd want to cry, and you'd go to the next appointment. You already paid for the lead, you spent gas money, time, all this stuff. Now, if this happens, you just hang up on them and you were not billed for every call, correct?

SPEAKER_06 16:20

If it goes over a certain length.

SPEAKER_03 16:22

If it goes over a certain length, you are billed, but if it if they're really adamant, you're not billed if you hang up before that time period's up.

SPEAKER_06 16:31

Yeah, and I I just want to touch on that. That trying to cherry pick these people is not what I think you're advocating. It's like when you know someone is a problem, or there's just absolutely no way that's a buyer, then yeah, you can just hang up the phone. I think if someone has questions, you should answer them, and that could be a sale. Like if there's a dialogue, yes, but we all know what someone sounds like if they're just not going to buy and they don't know why they're calling you. And if you just hang that up, no, there's no fee for that, of course.

SPEAKER_03 17:01

Yeah, now what Trey said about Adam being a genius is true. If you try to game the system, they're gonna block you so you can't get any leads. That means if you try to be a scumbag and you try to cherry pick leads and not pay for them or not answer and call the person back, they have all kinds of software tracking it, and they'll just kick you out, and then you can go back to calling old leads. But my point is this would you rather do that over the phone or drive two to three hours to their house and then get told that? Which one would you rather do?

SPEAKER_11 17:34

Obviously.

SPEAKER_03 17:35

All right, so this agent goes, I don't like I don't like uh Ringba leads because three people thought they were free. And I was like, Did you even pay for those leads? And he was like, No. And I was like, dude, I could punch you in the face right now because you have no idea what sales is really like. Yep. But I the reason I want to have this dialogue is because I want people to understand if you're gonna sell life insurance, you gotta go through the numbers. Um, there is power to getting more billable calls because then the advertisers are gonna give you better calls because they know you're not gonna hang up on everybody and waste their money. So we're gonna talk about that. But like this is legit, and I think that the numbers that I see is if you get 10 billable calls, you're gonna sell three. Trey, do you see anything different?

SPEAKER_10 18:27

No, that's that's correct. And and I think um I think the mind shift that a lot of people have gone through, because we've been doing this now for six months, and we had people that wouldn't take any of the calls. And now they're some of the best agents we have. And the mind shift they had to go through was I got tired of trying to spend all the time not to talk to people. I need to be on the phone with people all day. So like when Don was talking earlier about who was on the podcast yesterday, that was Adeline. She's actually the next one we should ask for a testimonial. Um, that's one of the mind shifts she went through is you know, the people called me, I need to try to sell them. And uh, you know, if they hang up on you in 90 seconds, that's one thing, but looking for ways to get off the phone, it just doesn't make a whole lot of sense.

SPEAKER_03 19:05

Yeah, all right, and then back to Gary. Uh I think it's powerful to know that he sold seven in a row, and then he had like how many no sales in a row after that? 15. Okay. But he got he still wrote$30,000. So understanding it is a numbers game, it could be hot and cold. We're gonna tell you guys how to how we can get this to keep it high quality because there is a way to do it.

SPEAKER_19 19:31

Right.

SPEAKER_03 19:32

Um, but Gary, you the man, thank you, bro. Thanks, man. All right, Trey, who you want to bring on next? Uh let's do Adeline. Adeline. Adeline did the training yesterday, right? Yes. Good job, Adeline. Thank you. All right, Trey, I'm gonna let you ask her some questions. So, well, that caught me off guard.

SPEAKER_10 19:51

You've been asking all the questions. Uh so Adeline, what's your experience been like with with the rainbow leads on the ILC? What do you love about it?

SPEAKER_13 19:59

So, overall, the imbalance to me honestly has been a life changer. Um, overall, it came at the perfect timing for me as well, too, because it was right after I decided to leave my nine to five. Um, so I'm going all in here with you know insurance. So having to do inbounds has been just a lot better than having to dial 10 hours a day, trying to get someone to, you know, pick up the phone. Um, I think it truly also, I mean, have more control over my time as well, too, be more productive um during my um inbound time toggled in. And I really like the fact that we're able to be toggled in wherever, you know, so be off when you're not a meeting have something to do. So um, I actually traveled this two-hour wait for my flight. And I was so like eager to just like jump in to you know, toggle on. Um, I was actually with family, so I'm like, I'm gonna just spec my time and do my family, but I definitely do see myself being able to do that where you're traveling, um, just toggle on never available. That's that's the beauty of it. Accessibility.

SPEAKER_03 21:14

It's almost like being an Uber driver. It's like, uh, let me turn this on right and pick up some rides and then turn it off.

SPEAKER_10 21:22

Right. And the interesting thing about Adeline's story is she's been with us for a couple years, but because of the inbound, she started recruiting, and now you have other people riding doing inbounds, right, Adeline?

SPEAKER_13 21:34

Yes. Um, right now I currently have uh three agents, license agents, and uh I'm just getting them started with inbounds right away. And Carolina, they're doing awesome as well, too. And I actually definitely got a recruit, well it's recruiting script, got curious. I don't know. All I do is, you know, tag a line, people calling me about insurance. So insurance already works from home with a medical insurance, so he was just so phone and on you know, so equally guarded as well, too. So yeah, it's definitely a big game changer and continue to for something.

SPEAKER_03 22:15

That's awesome. Thanks, Adeline. Drew, can you pull this up so I could see everybody again? All right. Uh is it Waleia? Yes. Willeya, what up? All right, so can you tell us what your experience has been with inbounds? How many have you gotten, if you guess, how many have you sold? What can people expect?

SPEAKER_14 22:47

Well um I started in bounds back in January. Um I first followed the cell and fully I wasn't so excited because I typically do a lot of like annuities, IULs, or dialing out, like you know, full leads or campaigns. And as soon as I pulled the first one, I'm like, this is the best thing ever. Um, this is the best thing ever. I haven't stopped doing inbound since and I was able to meet Adam at uh spring bar like mastermind that has come out. It was an amazing experience, and since then I've been like fully locked in. Um the last 35 days doing inbounds only, I've issued paid 33,000. Um, and I'm a single mom, so I don't have like all the flexibility in the world, but I'm able to turn this thing on and really utilize my time and make this thing work.

SPEAKER_03 23:45

I love it. How many kids do you have?

SPEAKER_14 23:48

I have two kids, and one of them is on the platform. So I have like I come into the office, Andrew, and I'm at the office between like 8:30 and 9, and I have to leave at like 1:30 or 2. And that's it, that's all I have. So this is like the perfect resource for me, and then I work with people like Adeline and Leslie, who are in my team, and they're moms, and I'm able to help them, and like they're able to just like juggle on, and and I can leave, and they can still be successful, and I don't have to like be in the office with them and feel bad about it. It's it's it's a great feeling.

SPEAKER_03 24:26

Like that's amazing. Well, I grew up with a single mom, and I love seeing single moms win, so this is the best part of this whole thing for me. I think we need to recruit more single moms because they can just toggle on now, take some calls, make a couple thousand dollars, toggle back off, and re- I think that's pretty powerful, dude. Controlling your schedule like that. Yeah, and if you're watching this, if you toggle on, you will get a call. Do not forget you toggled on because you will get a call in like 30 seconds to a minute, your phone will start ringing, which is insane. Yeah, which is the best thing ever, and this is the future of insurance. And we're gonna try to tap out Ringba as far as how many of these we can take.

SPEAKER_10 25:14

That's good luck, yeah. Challenge except for that. Well, it really is a beautiful thing because the only person you have to worry about answering the phone is you. Yeah, you know, and the hardest part, it's become increasingly difficult, more difficult to get people to answer uh when you call them. And so, yeah, this has been a game changer for sure.

SPEAKER_03 25:32

Now, the beautiful thing is this is people from all walks of life, different ages, male, female, and we're gonna keep giving you more evidence because I believe before we should tell you anything, we need to provide so much evidence that this does work that you cannot question it. So we're gonna get more people on. Let's go to uh Sheila Day. Yes.

SPEAKER_00 25:57

Hello, thanks for having me.

SPEAKER_03 26:00

Sheila, you are awesome.

SPEAKER_00 26:02

I don't know about that, but thank you.

SPEAKER_03 26:04

We love having you working with us, and everybody loves you. Yep. Um, but to start, can you tell us what's your experience been with these inbounds?

SPEAKER_00 26:16

I am absolutely loving it and addicted. Um, as Heather said in the comments earlier, I was like, yes, that's the perfect word. Um I started very minimally at the end of February. I thought, you know what, I'm just gonna throw in, maybe I can do two billable calls, right? I'm just gonna throw a little money in there and see what happens. Well, I sold my I sold my first one. And then I kept sending them day after day. I think Hayden said the other day on that call that I have pretty much been selling two to three policies every day fairly consistently. Uh, so I have just come to where pretty much that's all I do, and where I see it heading for me is being able to give more time to team building and recruiting and those kind of things, because I can just block out times for calls and block out times for recruiting and training and getting more agents. And I think the biggest thing for me when it comes to these inbounds, and I think it came from Trey, if I'm not mistaken, uh, because thinking about new agents, right? Because my first thought was okay, this is something you work into. But as I got into it, you're following a script. You're just reading it. Like anybody can do this if they just do it. So I think starting a new person and seeing that success right away is a really good idea. And um, I think it was Madeline or Wally that said, you know, being able to do it on a part-time basis for those people who come in um and only have two or three, four hours a day to commit they don't have full-time hours. This is perfect.

SPEAKER_03 28:07

Now, what if the person just sucks?

SPEAKER_00 28:12

Well, I mean, even even if they suck, if they can follow the script, they're still gonna sell policies. I mean, I'm just I'm sitting there thinking, what are you looking for, Andrew? But I mean it's all right.

SPEAKER_03 28:25

So thank you, Sheila. But I realized because I haven't sold in a while when I was taking inbounds yesterday, that I'm not very good at this and I need to practice. Yeah, but I realized even more listening to other new agents, they're terrible. There's no assumption, and I think we all need to look in the mirror and go, how do we get better? Including myself. Because there's no reason Sheila can sell all these policies and someone else can't, other than they're not good yet. And it's okay not to be good yet. But the other thing is all these people are calling on a recorded line, right? Right. So we can hear how bad they suck.

SPEAKER_10 29:06

Yeah.

SPEAKER_03 29:06

Right.

Objections Follow Up And Real ROI

SPEAKER_10 29:07

Have you experienced that? Yes, yes. I've I've heard some outlandish, crazy things. Um and I've also heard people that sucked, that got better at it. And the power in this is the amount of reps that people can get how quickly. Like when we were talking to Gary earlier about eight in a row and then 15 no sales, that happened in a very short, compressed amount of time as opposed to when we were out in the field. I mean, how long would it take? Well, you ran a full-time schedule, you could do that in a week, but I mean, we could get that done in a day and a half take an inbound call. So um it's just the speed of the reps and the ability to you know say the same thing over and over and over again, and then course correct. And then with our Zoom rooms and the trainings and the lock-ins that we're doing, getting around people that are better at it, um, it's just like lighting the thing on fire.

SPEAKER_03 29:56

Crazy. Okay, cool. All right, um, let's see who we got next. Will Lore. Yeah, tell us what it's been like, dude.

SPEAKER_05 30:08

Uh I love inbounds. It's it's changed the game completely. For me personally, I believe that we compress from in uh in-home to um obviously virtual and then virtual to inbounds for me. We compress time frames again. So I thought that was such a big engine start to start in.

SPEAKER_03 30:31

That's awesome. What how many do you need to call to get how many billable calls to make a sell?

SPEAKER_05 30:39

Um well for me this morning, let me just put you put some context into it. I took six billable calls and closed three this morning.

SPEAKER_03 30:49

How much premium?

SPEAKER_05 30:51

Uh 2,500.

SPEAKER_03 30:54

Okay, so think about that.$2,500 in a day. How much is that in a year, Adam? You're a genius.

SPEAKER_06 31:00

Uh it's just under a million dollars. It's like$900,000.

SPEAKER_03 31:04

And you did that this morning?

unknown 31:06

Yeah.

SPEAKER_03 31:07

So you could do$900,000 in premium before noon every day, take six billable calls and sell three. There's I don't know why anyone's Adam, you should start taking calls. Oh, I'm gonna call it. Are you licensed? Are you licensed? He's about to get licensed. He's on my team, Andrew. All right, Will, you the man. Thank you, bro. That's all I needed to hear. All right, let's see who else we got. Trey, who else who are we missing? Let's do uh let's do Huber. Huber Cancio. Huber, tell us what's going on. Actually, let's just do this. Did you take any calls today?

SPEAKER_07 31:42

Yeah, man. I uh I'm at 10 calls for the week right now. I close seven. I'm at 1091. My RI is 2092 right now.

SPEAKER_03 31:52

How much?

unknown 31:53

29.

SPEAKER_07 31:54

2,000 ninety.

SPEAKER_10 31:58

No, no, 10,000.

SPEAKER_07 31:59

Uh nah, man. Uh seven, seven, close seven out of ten. My AP is like thirty-nine dollars under 11,000 for the week.

SPEAKER_03 32:08

All right, that's enough. We don't need to hear any more from you. Thank you.

SPEAKER_07 32:12

I love you guys.

SPEAKER_03 32:13

Be the man. Glory to God. Who else, Trey?

SPEAKER_10 32:16

All right, let's let's do Martina.

SPEAKER_03 32:19

Martita's awesome. Martina, did you take any calls today? I like this better.

SPEAKER_15 32:25

Yes, I took 10 calls and I sold four. I know I haven't posted them all, and did um 3200.

SPEAKER_03 32:34

Jeez, bro, this is crazy. Where do you live?

SPEAKER_15 32:37

Fort Myers, Florida.

SPEAKER_03 32:39

That's amazing. How long have you been selling life insurance? Um, about 10 years. Oh, so you're a pro.

SPEAKER_15 32:47

Well, yeah. I started with door-to-door back with, you know, a practice company.

SPEAKER_03 32:55

Amazing. Well, that what what's one tip you would give everybody?

SPEAKER_15 33:01

Um, based on everything that everybody has shared, um, I agree, like it's a way to get better faster because you have more opportunities to get going. Um, and I mean, I I tried uh another company's live transfers, and um no comparison to Ringo.

SPEAKER_03 33:25

Dude, people were paying uh a hundred dollars for a live transfer that you had to pay for. There was no buffer. Yeah.

SPEAKER_06 33:34

Well, let's touch on that for a second. A live transfer is also outbound generated, so the consumer's intent is very different. When they call you, they are interested in the product or service right now, and they actually want to buy it. Whereas even on a transfer, you still have to warm up. So powerful. Yeah, and like convince them that they want it.

SPEAKER_03 33:56

The psychology of an inbound versus a live transfer. And the other thing is you don't know what the person said to them to transfer them to you. Yeah, now also side note how compliant are inbounds when it comes to TCPA and all these other things that happen. Sure.

SPEAKER_06 34:14

So the FCC said an inbound call is like walking into CVS. If it's open, it's open. There is no compliance, there is no TCPA, there is no TCPA lawsuit risk. TCPA is outbound consent. If a consumer calls you, consent is implied. And so none of that exists with a consumer initiated in mode call.

SPEAKER_03 34:39

Yeah, and then if agents are calling leads that are not TCPA compliant, we have to terminate them, the carrier has to terminate them. And if they don't have the right opt-in and all these different things, and this kind of works around all of that. Yeah, none of that applies. Yeah.

SPEAKER_06 34:56

Yeah, it's literally that law only applies to outbound dialing consumers, and that's not what we're doing here.

SPEAKER_03 35:02

Which is powerful. Cool. Well, um, amazing job. I like your vibes, by the way. I like your office, whatever's going on, and there's good vibes.

SPEAKER_10 35:13

Yes. All right. All right, I don't want to leave anybody out. Leslie. We gotta hear from Leslie.

SPEAKER_03 35:23

Leslie, what'd you sell today?

SPEAKER_17 35:27

So I'm I I went a little bit backwards today. I actually did uh dialing today and realized how amazing inbounds are.

SPEAKER_03 35:41

Yeah. I want to do dialing and inbounds though. Like I'm not planning on getting away from outbounds. I just want to do both. Yeah. Alright, so what it what should we do?

SPEAKER_17 35:53

I would do dialing maybe it on the weekends when they're slow.

SPEAKER_03 35:58

Oh, but they won't be slow if we have a lot of people toggled in. Yes. The more people toggled in, the more the publishers will produce and slam you on Sunday night Hawaii time or whatever. Right?

SPEAKER_06 36:15

Yeah, and if you can do that, that might produce better value for the agents too, because at the moment no one has large capacity on weekends for these calls, and traffic and the advertising is cheaper. And so the auction for the phone calls will inherently be less. And so if you guys open up enough capacity on weekends that publishers can actually buy some media, chances are they're gonna make more money and you guys are gonna make more money.

SPEAKER_03 36:46

Genius. Love it. Alright, who'd we miss, Trey? Leslie, thank you.

SPEAKER_10 36:52

Well, Leslie, what's your best week so far on about it?

SPEAKER_17 36:55

Um, my best week was last week. I'm still kind of new, but um how new? I was licensed in August of last year. I became full-time December actually selling insurance, so I'm still very new, but my best week was last week at 6k.

SPEAKER_03 37:18

Congratulations. Hell yeah. Love it. Leslie, you got kids?

SPEAKER_17 37:25

Thanks.

SPEAKER_03 37:26

Do you have kids or family and I have two? How old?

SPEAKER_17 37:32

I have an eight-year-old and I have a five-year-old.

SPEAKER_03 37:35

Awesome. Cool. So you're doing it for them.

SPEAKER_17 37:38

Yes, all for them.

SPEAKER_03 37:40

Love it. Alright, Trey, who do we miss? I don't know.

SPEAKER_10 37:43

I gotta see the big board. Alright, who did we leave off? Oh, Leo! Oh, of course, Leo.

SPEAKER_01 37:50

Hey, what's up, Trey? Hey Leo.

SPEAKER_10 37:55

Good. How's your experience been with the uh with the inbound leads on the ILC?

SPEAKER_01 38:00

Um, it's been amazing, you know, just being able to pitch as many times as you want, you know, knowing that that's that's guaranteed, instead of having to chase people around, you know, with with outbound. You know, just having people in front of you that are looking for life insurance, it's almost you know too good to be true. You know, so if I have to go out and pick up my kids or whatever, you know, when I come back, I know if I turn it on, I'm gonna have somebody in front of me, you know, as opposed to setting appointments and having someone, you know, um no-show you. Um but you know, when you get down to the numbers, you start pitching numbers, you tell them how much it costs. It's the same objections, you know. So for somebody that's newer, like you were saying earlier, it's gonna fast track them, you know, um, to being able to handle those objections and overcome them. You know, so it I mean, my experience has been great. It's it's just amazing. You know, like I said, it's almost too good to be true.

SPEAKER_10 38:53

What's your best issue paid month so far?

SPEAKER_01 38:56

Issue paid month on inbounds?

SPEAKER_10 38:59

Yeah, total. I know it's mostly inbounds.

SPEAKER_01 39:02

Um just on inbounds, probably about 22 or 23k.

SPEAKER_03 39:07

Nice. What sucks the most about inbounds?

SPEAKER_01 39:13

Um just overcoming that free thing, but you know, like Dom said, um You know, a lot of them are gonna bite when you tell them, you know, you called in because you wanted to make sure, you know, your family wouldn't be responsible for those final expenses. Um and then, you know, at the end when they tell you, you know, I don't have my bank in with me and you have to follow up with them. There are, you know, a good amount of follow-ups. You know, sometimes they don't pick up, but it's just like outbound, it's the same game at that point, you know.

SPEAKER_03 39:43

Yeah, but they go in your rotation and you can close them later still, too. Correct. Yeah. Awesome. Thank you, bro. Yes, sir. Thank you.

SPEAKER_10 39:52

All right, let's see. Who did I leave off?

SPEAKER_03 39:55

Uh I don't uh Bob. Uh I don't know who Bob is. Oh, I think he's just watching. He's just in the in the dial room. All right.

SPEAKER_10 40:04

I didn't leave anyone out, right?

SPEAKER_03 40:06

Uh Drew, is Steven Prince here?

SPEAKER_02 40:10

No, I don't see him.

SPEAKER_03 40:11

He should be out there somewhere.

SPEAKER_02 40:13

Oh, you mean in the office? Yeah. Oh, let me check.

SPEAKER_03 40:16

Okay, check real quick. Nice. All right. Um now that we've given you guys some evidence that this does work, I want to give you guys some more evidence. I'm gonna call somebody. Do you remember that show, Who Wants to be a Millionaire?

SPEAKER_08 40:30

Yes, phone a friend.

SPEAKER_03 40:32

Yeah, so dude, think about how many millionaires we know in insurance.

SPEAKER_02 40:36

Yeah.

SPEAKER_03 40:36

And think about how big of a deal it was to be a millionaire on that show.

SPEAKER_02 40:40

See him, dude.

SPEAKER_03 40:41

Oh, you know, see him. Okay. Alright, so I'm gonna call an agent who called me last night and he said these leads are broken. And I was like, what do you mean they're broken? He's like, no, like it's like a cheat code. And I was like, oh, okay. So he thinks they're the best thing ever. He does not know. I'm gonna phone a friend right now, and I'm gonna ask him what he's done in inbounds so far. Nice, and I don't know the answer, but he said his whole office loves him. Hello, what up, dude?

SPEAKER_04 41:18

What's going on?

SPEAKER_03 41:20

Hey, can you tell me? I'm with a couple people right now. Can you tell me your experience with inbounds so far? What have you guys done in your office?

SPEAKER_04 41:29

Dude, they've been pretty game changer. All right, dude. Like our guys love them. Um, simply because, dude, we're just able to run so many more appointments. We simply just turn them on, and we're able to stay here way longer, and we're running a day. You're running over 20, 30 plus calls, and you're just going through them, and you're having agents, new agents being able to close two, three, four, five deals in a day. So we've been able to like implement it like on our system, dude, and it's been able to help us especially the new guys profit a lot.

SPEAKER_03 42:03

All right. How much have you written personally? And when you started this what, two weeks ago?

SPEAKER_04 42:10

No, honestly, Friday. Thursday.

SPEAKER_03 42:14

Okay. What have you what have you got what have you written? What is the guys you work with written?

SPEAKER_04 42:20

We've done, I would say, last since Friday to now, we've done over 50,000 in production from Friday to Wednesday. And I would say all of it has probably been majority inbound. 50, 60,000.

SPEAKER_03 42:38

It's legit. All right, my man. Thank you, bro.

SPEAKER_04 42:42

Thank you, brother.

How Ringba Works Under The Hood

SPEAKER_03 42:43

All right, so we got enough evidence now that these work. So if you're complaining, Trey, what would you say to someone that's complaining? Stop complaining. You'll get better. Trust the process. Take the calls. Yeah, all right, cool. Okay, so now we want to learn about Ringba, the way this works, the inner workings of it, how do we make it better together with this partnership? Uh, Adam, let's start with you. And I also want to learn a little bit about your background while you're here. Sure.

SPEAKER_06 43:12

And I appreciate the compliments, guys, but just like your agents and you, I started in door-to-door sales when I was 21 years old and sold phone service through Bulletproof Glass in downtown Detroit. I know what that suffering is like. And then I worked in a call center. And so I've done what these agents are doing, and so I understand what it's like to have to outbound dial and claw after business. And for me, if I was an agent selling your products, this would be Christmas. Because I'm not going to burn myself out in the process of having to outbound people all the time. Because no matter what, if you're interrupting someone at dinner, like over time, it starts to weigh on you. And so the most beautiful thing about an inbound is it's like being an educated order taker versus a high-pressure salesperson that is out there trying to claw the business in. And so um, I just wanted to make sure that anyone watching understands that, well, yeah, I'm a computer nerd. I actually have done what they've done. And so I have an innate understanding for why this is so powerful. And that helps us design our products at Ringba and of course work with all of our customers to help generate calls like this.

SPEAKER_03 44:28

Yeah. Now, on another note, you've been insanely successful. Like your life is not normal. It's not normal. Tell us a little bit about your life so people not bragging, but just so people know what we're working with.

SPEAKER_06 44:42

Uh So I flew here on a golf stream. This one stream? Yeah, uh G450 SP. This one's not mine, but I do have one. You have a golf stream? Yeah, a bunch of them.

SPEAKER_03 45:01

Okay. So you flew here on a golf stream, not just like a smaller plane. How many people does a golf stream? Uh 12 to 14 to 10. 12 to 14. How much is that an hour to run? 7 to 12,000. Okay, so to give people an idea, multi-millionaires do not fly private because it's so expensive. You have to be on another level to fly private because it gets out of control. Even uh you see celebrities in first class on a regular airline because they're like, I ain't spending that money. But you also have a pent. Tell us about your penthouse.

SPEAKER_06 45:47

Just follow me on Instagram if they really want to see it. Um, so I knocked on the door of the penthouse that they filmed War Dogs in with Jonah Hill, and I convinced the people who live there to get out. How'd you do that? Money. It's a beautiful place that's really inspirational, and I like people to come over there so that they're in a different mindset so they can see what's possible. And, you know, like for me, it's always been work ethic, transparency, and honesty that's brought me success and like treating people correctly and caring about my customers. And so I'm really no different than most people who are trying to build something. I just have a relentless work ethic and the same values that a lot of your agents share. And that's why we did that. And the the penthouse is really cool because I have over a billion dollars of awards that we've given my customers on the wall, like miniature versions. And I selected the ones that I know personally because we've given billions and billions of dollars of awards away. Um, because I wanted to be surrounded by the success of people who use our technology just to remind myself that like I'm here to serve them. And when I think that way, uh no stress or anything comes into my mind, um, and I could just like run through a brick wall. And so again, try to take all the calls, Andrew. Just try.

SPEAKER_03 47:17

We're going to attempt that. Okay. You have you go to a lot of Miami Heat games. Yep. You tell tell them because this is when I realized he was no joke. Tell them about the DJ that you hired to DJ in your living room.

SPEAKER_06 47:33

Um I had A Craze at my Christmas party, uh, DJ, which was really cool because he's one of my favorite uh EDM artists.

SPEAKER_03 47:42

Yeah, and I go, dude, how much was that? And he goes, it was they he gave me the same price he gives the win in in Vegas. So a good deal.

SPEAKER_06 47:51

It was a great deal. I mean, he's a really nice guy, actually. He's super cool.

SPEAKER_03 47:56

All right. The reason I'm asking about this, not that materialistic things are everything, but it shows how successful you've been and how many people that you've helped. And I want you to give some advice to somebody who's new that wants to be successful, being self-employed in life insurance.

SPEAKER_06 48:14

Whether you believe you can or you cannot, you're absolutely right. And so if you're struggling on these phone calls, it's something that you're doing wrong. Because there's plenty of people who are ultra successful doing this, plenty of agents that are selling lots of calls. I mean, the gentleman did seven in a row, which was amazing. And if you're not getting closes on it, that means that maybe you're deviating from the script, but more often than not, it's your energy. Like, are you excited to talk to the person? Are you listening to what they're saying so you can respond to it correctly? Are you actually trying to solve the problem they have, or are you trying to make money for yourself? Because if you're just trying to make money for yourself, it's not gonna work as well as like actually trying to serve the customer. And look, just like any type of sales, some will, some won't, so what? Someone's waiting for you to sell them something, and so you're not gonna get 100%. You should expect to have some bad phone calls because maybe you were off, or you know, like people are people, and I can't guarantee that everyone you talk to is the perfect client. Like, some people are difficult and still want final expense insurance. And you know, a really great agent is going to try and close every single phone call because they understand that what you're selling is very important to their family, and it's a really high-quality product and an amazing thing to be proud of. And so, if I were on the phone with these people, I would just all I would care about is how I help their family get what they need so that they don't end up in a bad situation. And the person on the other end of that phone is gonna feel that energy from me and they're gonna buy. And, you know, some people won't. And it's just part of the game. Um and I think if that's the way you approach it, you're gonna have more sales, but also you're gonna have more billable calls, which shouldn't scare agents because our algorithm specifically looks for agents who are performing that are driving up higher revenue per call, and those are the agents that will get the higher quality calls because they're more expensive, and we can't have agents burning the more expensive calls because then our customers will sell them to somebody else. And so our software does all of this, and you shouldn't try and fight the software because it's smarter than all of us. But if you figure out how to work with it, um, it's really gonna change the outcome for your business.

SPEAKER_03 50:48

Yeah. Do you keep track on like where you think AI is going? Uh I mean, yeah. I I just want to hear, just out of curiosity, what you think.

SPEAKER_06 50:57

So I mean, that's a 10-hour discussion. But I think the most important part of it is that no matter what happens with AI, the businesses that focus on the best outcomes for their customers and make the customers the focus will survive. Even if the customers AI. Because the customer wants to be taken care of, and if you do a great job with that, you'll always have a future in any business line. I think AI will assist humans in doing a great job. I don't think humans are gonna want to talk to an AI bot for something that's truly important to them or their family, and also the government regulates insurance. We're all humans that run the government. We're not gonna let AI take all the insurance agents' jobs away. The um the associations that do the insurance licensing, I believe in half the states or so, have already said that AI cannot be licensed as an insurance agent and will not be. And so this is a protected space. And people are gonna wanna buy insurance, they need it.

SPEAKER_03 52:10

It has to be done through a human, it's illegal to license an AI, and so basically our lives are gonna get better as salespeople because AI will assist us on making things go smoother. So more money for agents.

SPEAKER_06 52:26

And our AI, like we have AI that does all the routing on the calls, it's called predictive routing. Our goal is to predict the outcome of a phone call before it happens. And so my goal personally is like, how do I take this consumer here and connect them with you? Because I know that you two are going to get along mesh, get along, and this person wants to buy from you.

SPEAKER_03 52:46

Yeah, dude, I like couldn't sell like men between like 50 and 65 year old for some reason when I was in the field. I would always get no sales. But if it was like a grandma, yeah, 100% guarantee close. And then Trey might have been able to sell people men between so you're saying you you guys are gonna get smarter at routing that phone number to the right person. Exactly. And is that you're getting the phone number, you're running a very quick check on that number on who the person is and finding a bunch of data points about them and then matching it to an agent with a bunch of data points that would fit.

SPEAKER_06 53:25

Essentially, yeah, we have data on 275 million Americans. Like Ringba has data on 275 million Americans, and a lot of data. And so we're working on integrating more and more of that data into the way we route phone calls, especially through the exchange.

Compliance TCPA And Inbound Consent

SPEAKER_03 53:44

Legit. Yeah. Cool, man. All right, you shanti, you want to tell us what you do? Because I think you're a very important piece of this puzzle, and thank you for everything you do, by the way.

SPEAKER_12 53:56

Sure. So I work on the um the exchange side, so curating the uh our our clients, our Ringba customers who are ultimately selling the leads to you guys and ensuring that the um, you know, all the ads are compliant, that uh, you know, that they're optimized. We're constantly through AI and human um reporting, uh, you know, taking a look at the percent of calls um that are going over 30 minutes per se. Um and also we'll be integrating the sale data very soon. So we're constantly looking at um improving the performance. So just ensuring that your phone phones are ringing and that uh you know that we're maintaining the level of of standard that Ringba does.

SPEAKER_03 54:40

Now you guys are working with integrity to make this better.

SPEAKER_12 54:44

Yes.

SPEAKER_03 54:45

What are some things people can expect that are coming?

SPEAKER_12 54:48

Sure. So we um we're gonna be launching some new products, which I'm really excited about. I know um, you know, with a lot of new agents, they tend to be sometimes um just from listening to calls, uh, you know, almost a a fear of that 90-second buffer.

SPEAKER_03 55:04

Yes.

SPEAKER_12 55:05

And um there's almost a rush to disqualify the customer. So even after I've been hearing um often when they say, uh, you know, can I help you find the mo most affordable plan? If they say yes, okay, I just want to make sure you know that there's gonna be a monthly, like it's almost like, are you sure you want to buy this as a salesperson instead of like, you know, going in the other direction?

SPEAKER_03 55:29

Well, your brain puts puzzles together based off what you're looking for. And if you're looking to hang up, then you're gonna find reasons to hang up. And if you're looking not to hang up, you're gonna find reasons not to hang up.

SPEAKER_12 55:40

Right. So what we're seeing a lot of our um other insurance clients having a lot of success with is changing the bidding model on our exchange where you reduce the buffer time just enough to make sure that there's a customer on the phone, but that lead cost is going to be drastically lower. Um, so that you know you're pretty much buying that that lead. So it eliminates that that buffer time and the pressure to try to qualify that customer. And you can just go straight into sort of you know building that rapport and excited to to to meet this customer.

SPEAKER_03 56:10

Now that is also gonna make the publishers happy, which is gonna make our quality go up.

SPEAKER_12 56:16

Absolutely. So there are certain thresholds that a lot of our premium um ad placements have that they need, you know, it costs a little bit more money to advertise, you know, insurance um policies with you know, expected one to two dollars a day in premium, um, as low as you know, advertising that there is cost in those in these policies up front, it costs more money. And um unfortunately, when we're working with there's uh a metric called rev revenue per call uh that they look at and optimize their campaigns towards. If the campaigns are not hitting that threshold, unfortunately you're gonna get very little of those calls. So once we um we uh reduced that duration and have sort of a guaranteed R RPC metric, um, we can then scale those more premium. So I think that you everyone's gonna be excited about it.

SPEAKER_03 57:07

How much lower is this call, is this price, can this price get?

SPEAKER_12 57:10

Uh sure. So it uh right now we're gonna be launching a uh it's like a uh I believe like a$30 call instead of$55. Yes. And it will um, you know, it it's considered premium. So it's not gonna be the same calls that you're currently getting right now. It's gonna be a curated group of sellers that have um, you know, proven to have less of the customers, less of them. They're still gonna be there, but it's gonna just be a higher, higher quality, higher close rate.

SPEAKER_03 57:41

Okay, and the reason I want to ask all this is because I want everyone to understand you got this. Is basically the way this works. There's a bunch of publishers creating calls, they put them through your system to find a buyer. We're the buyer. If they put a bunch of calls through and we hang up on all of them, they lose money. So they run crappy ads to get their money back because it's cheaper to run those ads to send them back through to us to try to recoup their money where you start hearing more free, free, free, free, free. Now, if they know that they're gonna get a paid on a call, they're gonna run a higher quality ad, and by lowering the cost and the duration, we they know they're gonna get paid. So you guys can go to the publishers that have the best reputations and tell them fill this bucket for us because you are going to get paid.

SPEAKER_06 58:37

Correct. And there's a another caveat there that's technical, and it's every time a call converts, our system is integrated with Google and YouTube and Facebook and Snapchat and TikTok. It's like wherever the ads are coming from, and that data that that call converted into revenue for the publisher gets pushed back into those ad platforms to optimize it to find more high-quality customers. Crazy. So if you guys are like 90-second duration, panicking, like, oh my God, I don't, if this isn't good, I don't want to pay for it, and you're focused on getting people off the phone, less data gets back to the ad platforms, and then those people they don't buy as many high-quality calls. And so, like, the more data points you give to the computers to go find the customers, the better off they are. And so the lower duration actually is way more effective for the publishers because there's just like double the data or triple, right? 90 seconds versus 30. Like Google is getting triple the data, and it's Google. And so it's just gonna be like, oh, okay, you want these people? Great, here are these people. Um, and so like back when I used to be a publisher 15 years ago, I would um want as many data points as possible, right? I would take lower payouts that converted on much easier things so that we could get more data into the systems. And that's what we're trying to do with you guys is is like get them all to understand that the duration is to protect the agent, sure. But if it's if the expectations are like everyone's gonna buy and you can just hang up at 90 seconds if you don't feel like they're the perfect customer, our system's gonna turn it turn you off.

SPEAKER_10 1:00:24

Yeah. Yeah. That's that's part of it. It when people are hanging up on good quality calls, they're literally telling TikTok and Google and Facebook to go find the opposite. So it's driving down the quality.

SPEAKER_03 1:00:38

Is that well, not only that, dude, then the pub the publisher doesn't get paid and then they cancel us.

Quality Waves Buffers And Better Bids

SPEAKER_06 1:00:44

Well, also you have to remember that the publisher is using our technology and has predictive routing. And so if the exchange is producing$20 a call, but their other insurance partner, your competitor, is producing$30 a call, guess what? They're not going to sell the calls to the exchange. They're just not going to do it. And we don't force them, right? It's a market-driven economy. And the exchange is there for our customers, but if the buyers on the exchange and any vertical aren't performing, like they can freely sell their calls somewhere else. And so it's really important that we dial this in and train agents and that they understand the opportunity because we want you guys to like have the best agents out there and as many as possible so that you can just suck up the entire economy of inbounds for the lines of insurance you're selling, um, which allows so many amazing people to like be really successful and grow their businesses.

SPEAKER_03 1:01:41

Well, the good news is we don't have any competitors that are near that are close to what we're doing. Well, you're competing with large call centers with a thousand people in them. And they're taking the inbounds. Yeah, but dude, I still will put our 1099 self-employed these people on this call up against them all day to take calls and convert way higher. I've been to those call centers, dude, and I believe no one will be able to compete with us.

SPEAKER_06 1:02:10

I I do. When we get these agents fully trained up and bought in, I I will agree with you. Yeah. But right now, some of those call centers.

SPEAKER_03 1:02:19

We're getting our butt kits. Yeah. Right now we're getting our butt kits. Okay. So so let me ask you this. How powerful is it? So integrity and ringba are partnering. How powerful is it to have a group this size to be able to take calls once we get the routing and logistics dialed? Because then we know someone's gonna pick up the phone. Is that is there so is there some power to that? Huge. Definitely.

SPEAKER_06 1:02:44

Can you explain that? Sure, it's like a distributed call center. It's like if you have a thousand people that are active and on the phone, that's so much demand that it's better for the publisher. See, a lot of the publishers can't, they could get their ad costs down if they bought more, just like anything. If you buy tons of ads, you can get a better deal. And so if you only have 20 agents on the weekend on, some people won't even mess with that because it costs them too much money to get the traffic moving and there's not enough capacity for them to make money. But the more agents you have on the phone that are performing, the bigger the opportunity for everyone because it allows consistent traffic flow for the calls so that the publishers never have to turn off the media. Because media is like a snowball, right? Like once it's rolling, you don't want to stop that snowball. You just keep it going, it grows, it grows, it grows, it grows. If you have to pause it, the whole machine stops and slows down, and all the algorithms then stop finding the good customers. And then when you start it up again, you're like basically starting. Oh, it's a warm start because you have some data, but you're basically starting from zero again.

SPEAKER_03 1:03:55

All right, so this is interesting. So most lead vendors in insurance, the more business you give them, the crappier the quality gets. This is for outbound leads. Yeah.

SPEAKER_08 1:04:04

Uh I can tell you why that.

SPEAKER_03 1:04:06

Yeah, so the crappier the quality gets, and the more expensive the leads get, and the more they resell them, the more the more people that uh buy. This is the unique opportunity where the more people that buy, the better it gets, the cheaper it gets, and all these different things, the more consistent it gets, and there's no there's no fear of too many people overloading the system.

SPEAKER_06 1:04:32

You're not gonna overload the technology for sure. Um and no, like the more people you have on it, there he is, Stephen Prince.

SPEAKER_03 1:04:40

All right, hold on. Stephen Prince, you did an inbound.

SPEAKER_18 1:04:44

Oh, 100%, 100%.

SPEAKER_03 1:04:46

Can you tell everybody who you are, what you do, and then about your first inbound that you took?

SPEAKER_18 1:04:52

Stephen Prince, VP Business Development, Integrity, Marketing. Um, I heard about the inbounds. Trey and I were spending some time together, and he's you know, full of joy and excitement, and he's like sharing the system, and I'm like, hold on a minute, like how does it work? How simple is it to set up? So literally, I like go into Entertain Connect, you know, I have an NPN, I have a login, so I've set it up by campaign, and I'm like, okay, I need to get this turned on, and he had to get he had to open up a special little portal and get access, so that was crucial. But literally, it's probably 9 30 at night, and all the kids are in bed, and so I'm like, let's just toggle this little switch. So I toggle it, and literally I'm kind of like cleaning up the desk, and then boom, the call comes in, and it's this gentleman, and I can tell, you know, the kind of his demographics, and I'm like, oh, I know the 90-second scenario, but like, no, I'm sticking to the script. Trey has worked so hard on the script. I go through the script, he starts starts talking about his um, I understand it's insurance, I want to quote, you know, who's your beneficiary? Oh my daughter, and we're just we're going through it, and I'm just collecting all this information. And then it was it was outstanding. So I'm using using integrity connect to run the quote, and then you know, like I'm not appointed with a ton of carriers. Like my day job is not selling insurance at all, but I do love the technology, and I love cutting edge marketing and cutting edge leads, and so I'm like, I gotta try this. So I I run some quotes for him. Um he was seventy-three years old, so like we know that there's certain products that fit him, certain products that don't, and you know, like we we go through it and we're talking about options and then Course, you started sharing a little bit about Medicare, et cetera. But overall, I toggled the switch, the call came in, I'd made no outbound dials. You know, like there's simplicity to that.

SPEAKER_03 1:06:59

Yeah. And how many policies have you sold in your life?

SPEAKER_18 1:07:04

12 to 15.

SPEAKER_03 1:07:06

So you're not an expert at calling and closing and all that. Now, how nice was it compared to outbound dialing?

SPEAKER_18 1:07:14

Oh my gosh. Like a hundred X? Like literally, like a hundred X. Like there I did a little project not too long ago where I was testing some of Integrity Connect. Um, and so like, you know, I probably heck I probably spent a couple hundred bucks on my own money because if I was gonna sell one, I was like, all right, I I know what uh want the commission to go to. And just you know, the dialing. It's it's hard. It reminds me of almost 20 years ago when I started at integrity. Yes, integrity is 20 years old this year, a big celebration. Um but in reality, it reminded me of those days of calling out called agents. You know, I didn't do too much selling back then and power hours and seeing that list manually dialing or using integrity connect and some the ringies and the phone, you know, the those those technologies of the world.

SPEAKER_03 1:08:06

That's awesome. All right, thanks, bro.

Why Doing Marketing Solo Fails

SPEAKER_18 1:08:08

Yeah, man, it's amazing.

SPEAKER_03 1:08:10

All right, uh, where were we with Adam? Um I don't know, we were doing good though.

SPEAKER_10 1:08:18

Uh we were talking about um the quality getting worse on data. Oh, yeah, quality getting better and then these are.

SPEAKER_03 1:08:24

Okay, can you explain that in a smart way to everybody?

SPEAKER_08 1:08:28

I actually think Adam can best do it in a data lead question. So I started off in data leads a long time ago. I actually worked for a life insurance company, power dialing on Fridays, setting up appointments Monday through Thursday, and driving 250 miles a day and uh getting told no all the time. Or when it was the grandparents, I'd be fixing their Ti-Vo that dates me a little bit, right? You know, because they didn't know how to do it, right? So I spent more time helping the grandparents out than I did selling insurance, so it wasn't for me. Um but the the difference between the inbounds and the outbounds is when when they're outbounding, you have a finite number of people in a call center who can dial out on data. Right now, in order for them to increase the amount of of calls that they can make, they have to go broker the offer. Right. And they find different call centers, many times offshore, that they're just funneling those calls in through their connection to you, right? Without the the the means of of controlling what they're saying, where the data's coming from. Right. So in order for them to increase, they have to go and find other places to make those dials. Whereas with us, if you're looking for more inbound phone calls, you simply just uh tell Facebook, Google, Instagram, Snapchat, TikTok, hey, I want more calls. Yeah. And that's how they come in. Legit.

SPEAKER_10 1:09:41

I was uh what was the question I wanted to ask you guys? It was right along those lines, but I'll let you.

SPEAKER_03 1:09:49

Alright, I got a question. Most people are gonna think I'm just gonna go do this on my own. Yeah. And I I think there's power in numbers, but I want Adam to explain this scenario.

SPEAKER_06 1:10:05

I mean, internet marketing is a ruthless bloodbath of the smartest people I have ever fucking met. And so, like, if that's what you want to go do, you're more than welcome to do it. I did it for over ten years, and it was just crazy. Like, the smartest people I know do that and fail. And the reason is is it's almost like a casino, and it's a skill in itself, like building out a campaign, dealing with the changes in the market, learning the media buying, and doing all that stuff. Like, that was my life's work for 10 years, and it's a brutal cutthroat business. Margins are thin, you have no control over the outcomes, and a lot of the times you can lose money. Like, for instance, I had a storm take out a house I was renting, and I didn't bother to do anything about it, and my campaign turned. When I got the internet at an internet cafe the next day, I had lost$67,000. And like losing money on a campaign is not abnormal. Like, that's the standard. Um, my girlfriend is literally looking at starting an internet business, and we had a conversation last night, and I told her when we go do the ads, like, we're gonna burn$20,000 learning what may or may not work, we may make zero money. And she was like, What? I'm like, Yeah, this is normal. Like$20K to figure out a campaign. If you're lucky, great. And so if you have no skill whatsoever, um it's like really, really hard. Some of our customers have creative teams that turn out thousands of ads a day, thousands of video ads a day. They have like networks of a thousand people to do user-generated content. Their entire business is like campaign creation optimization, and they have an army of people doing it. Like, this is not easy work to do scale or get quality. Like, you want to go negotiate a television ad with a TV network, right? Like$30,000,$50,000,$100,000 for a spot, and you have no idea if anyone's gonna call. Like, this business is hard, and that's why the exchange is a beautiful thing, because you're not tapping one company, because one company could have an issue, and they could hammer you with bad quality and all kinds of stuff. Exactly. So you're talking about our entire pool of customers, which is every good person, yeah. And there's gonna be variance in the quality of the calls. Did they come from TikTok? Do they come from Hulu? Do they come from CNN on a national, you know, cable network or whatever it is? Um, and that's where the variance comes from. But if it were like one company selling you phone calls, that would be a huge risk because if their ad campaigns turn and they're not profitable, like they're not gonna keep running them for you. And that's the thing about doing this yourself. You may get one that hits and like good for you, but when it dries up and dies, you're gonna spend the next three months trying to figure it out again. Maybe you get it, maybe you don't. There are very few people in the affiliate marketing industry that I've known for a long time. Most of the ones I've known for a long time at this point work for me. Like the the rest of them, like they just disappear. Like you guys are in the industry, right? Like, how fast do people come in and out? You see them at one trade show, you never see them again. Um, it's like it's like a shark tank at the highest level. And so, I mean, like, if I were a sales agent, I wouldn't be thinking about how to cut us out of the process. Because you heard this, like, you're gonna make$38,000 on seven phone calls. What did you pay for that? Like$400,$500? Like, are you serious? Why would you waste your time?

SPEAKER_03 1:13:57

Well, this is a common problem with people that are not success successful in insurance. Oh, okay. And and what it is is they come in and they want to try to reinvent every single thing, and they spend all their time reinventing stuff and no time selling. And then they find out that you can't compete with the big dogs that are doing this at such a high scale that you get it cheaper through people who are doing volume than if you were to do it by yourself. That's one type. The other type is let me try to do something so I can charge my agents for it and not sell life insurance, but try to profit off of them so the agent becomes the product, which is also wrong because you make more money if you get them to be a profitable life insurance agent in a in an in an industry that's not going anywhere. But there's those two things happen. And when I started, this dude was like, I spent five thousand dollars on a door hanger campaign because I'm smarter than everybody. I hired some some kids to go put these hangers on everybody's door. Guess how many leads I got? None. None. Zero. It's like so then I was just like, okay, I'll just listen and I'll I'll follow this system of doing this and not try to outsmart everybody. But dude, it every new agent comes in. I could do that myself, and then they're out of the business in 90 days.

SPEAKER_06 1:15:20

Right. Right? If you want to make money in insurance, the way you make money in insurance is selling insurance. Like, you want to come do what I do? If I restarted, I wouldn't do what I do. Like, why? That's crazy. Like, it's taken us 10 years to build the technology, tens of millions of dollars to do it, and more scar tissue than I care to admit. And so, like, the opportunity and testimonials that we heard today are like heartwarming to me. That's a hell of an opportunity. Like, okay, guys, I can come give you 500 bucks and then go make 3,000. Like, by the way, it's$912,500 a year if you do$2,500 a day, right? Like, I checked my math. I was a little off. Oh, that's impressive.$12,000 off. I didn't go to college, don't you? Forgive me. And so, like, why on earth would I want to go through the process of recreating what like like deal, dude? Selling insurance would be way better than going and doing the marketing. Like, if I had to pick one, I would go crush everyone in insurance with sales. I build a giant sales army and I'd come see me for the phone calls. Like, I would never do the other side of the business. It's far too volatile. Like, we have thousands of customers we're feeding off of, and where the calls come from change every single day. And that tells you how hard it is, right? And so I don't know. The what I heard today was absolutely incredible.

The Future Of Outbound Gets Harder

SPEAKER_03 1:16:52

This is nothing, dude. We got thousands of these. Exactly. Like, and and we're new to to inbound calls, so we're working these kinks out right now. But when we figure it out, it's gonna be insane. Yeah, and I'm telling people, and I'm convinced of this, it's gonna be harder to contact people. You know what AI will do? It'll make it harder to get through to talk to somebody on the phone.

SPEAKER_06 1:17:20

Well, do you know about the FCC regulations that almost passed? No. Okay, so all those leads you buy, the brokered leads, the whatever, they don't have one-to-one consent. And so the FCC almost passed new regulation. Uh a lobby group stopped it, um, but only paused it, not killed it, paused it. Because consumers don't want you guys calling them three times in a row in the middle of dinner. Like, I hate that. Like, if you did that to me, I would be so pissed.

SPEAKER_03 1:17:48

I know, but when you answer, I go, dude, this is so important.

SPEAKER_06 1:17:50

Yeah, I just block you.

SPEAKER_03 1:17:52

I know, but I yeah, you probably would, but then I just call you from another number. I'm just kidding. I'm kidding, I'm kidding.

SPEAKER_06 1:17:58

Trying to get yourself killed. But that's my point. So, like the FCC has said you need one-to-one consent to call people. That's what they were about to do. And it's paused. But basically, if that happens, it's gonna be impossible to buy the leads. Lead cost is gonna go through the roof, and then also the technology on the phones is getting better and better. Uh, wireless carriers are now doing spam likely and all this other stuff. And like outbound dialing is this whole artistic craft of getting the phone connected with people now. And like for me, if you're not stored in my phone, I'm just simply not answering. There's no way to get me on the phone, I won't do it. And so it's only gonna get harder and harder and harder and harder to do the outbound. And to your point, I wouldn't stop. Like, if I had a good lead source and it was crushing until I can't connect with them anymore. But if you're not learning the craft of inbound and doing it, you're not only like screwing yourself over today, you're screwing the future of your agents over because it's eventually gonna be only that, right? Because no one wants it. If consumers don't want it, the government's gonna regulate it away. They already have a million times with TCPA and all the other stuff.

SPEAKER_03 1:19:11

Yeah, they've put things in to make it difficult. Yeah, yeah.

SPEAKER_06 1:19:14

And consumers hate you for it, right? Why not just have them call you and like be happy to talk to you?

SPEAKER_03 1:19:19

Yeah. I mean, there are some high-quality, good opt-in leads, yeah, which is what we run uh most of our business off of. But yes, if it gets harder, why not be prepared for the future? And this is the future, dude. It is, it is so we're giving you guys a glimpse into what the future looks like of selling life insurance, and we're the first in our space, not call center, to do this, which is a big opportunity. And our relationship with Ringba is a big opportunity because they're gonna dial this in for us, and we're gonna get the good publishers using our availability and our agent force size to get the good publishers to drive the quality up, and then we're gonna go back to Adam and say, dude, we're gonna need more of these. How many a day do we need? How many agents do we need taking 20 calls a day to to hit a hundred thousand calls? Uh 5,000. 5,000 agents doing 20 calls a day?

SPEAKER_11 1:20:23

Yeah.

SPEAKER_03 1:20:24

And is a hundred calls right now like a big deal? A hundred thousand calls a day. That's like that's a lot of calls. That's bigger than anybody, yeah.

SPEAKER_11 1:20:31

Yeah.

SPEAKER_03 1:20:31

So all we need is 5,000 people taking 20 calls a day. We could do that.

SPEAKER_06 1:20:35

Yeah, we could. Yeah. That would create an incredible opportunity for the publishers too. And like there's we have the reach to do that. Like, that's not an issue.

SPEAKER_03 1:20:44

And then can you guys go to the publishers and go, hey, we need a better deal for everybody? Yeah.

SPEAKER_12 1:20:51

Yeah. So um is uh we can in the respect of if uh more agents got um like a specific state list per se, because then they can start building campaigns around a certain time of day and states. Because if we're filling the order for you guys, somebody's gotta answer that call.

SPEAKER_03 1:21:11

Right. Trey, what is coming with integrity's new tech that's gonna make this better?

SPEAKER_10 1:21:17

Well, we're we're building a soft phone, so that's gonna eliminate a lot of the tech issues that we're facing that's preventing us from scaling quickly right now. Um but I just want to say like if you were a publisher and you were just trying to sell directly to agents, that's risky for the publisher. So what's happening is we drive this volume up, there's publishers that are only gonna want to work with Ringbud to get to us. Because they get paid. Because they get paid, they don't have to worry about buyers not paying them.

SPEAKER_03 1:21:45

And we're not gonna go around Ringbud to the publishers because we have this partnership where we're both gonna help each other.

SPEAKER_10 1:21:52

And we got Shanti who will manage them, who is the hardest working person I know. And Adam too, you guys are both awesome. Shanti. But you guys, you guys get in there and you and you work it like the amount of policing and time and energy and effort to like listen to these calls and coach people and how to take the right uh to handle the calls properly and all that, like this is a huge undertaking, but it's getting better and it's getting better by the day.

SPEAKER_06 1:22:17

You know, we have AI that analyzes the calls and does quality assurance and checks for issues now. It's probably the most sophisticated that's out there. Right now, the opportunity is not big enough for us to tell the innovation team to like help you with this, right? But when you scale it, we can. And so that's like the beautiful thing about scale in a partnership, right? Like everything. Like we're amazing at what we do. I don't want to do what you do. Like you're amazing at it.

SPEAKER_03 1:22:43

We don't want to do what you do, exactly.

SPEAKER_06 1:22:44

And so, but we can definitely help you guys with all of these things as scale gets there because you're right, publishers are gonna come to Ringba because they want to work with you guys, and then we're gonna make sure that they do what they need to do and do it well so that you guys are successful because that's our expertise.

SPEAKER_03 1:23:03

Like, all right, now I have a question for you and a challenge for you. Okay, okay. I'm not taking a frontier flight home. Dude, I always I always make a joke that P sometimes people that are new they don't want to fly into Vegas for our conferences or like fly around the country. And I tell them it's only 99 bucks for a spirit airline flight, and it's the safest airline in the sky. You never see them on reels, you never see engines blowing up, and it's only 99 bucks. That's my pitch.

SPEAKER_06 1:23:33

Well, I mean, if they're willing to get in a car but they're scared of a plane, that's crazy.

SPEAKER_03 1:23:36

Yeah. Okay.

SPEAKER_06 1:23:38

I was willing to come. I was at your event for two hours. Yeah, you were. I flew all the way over there and then back.

SPEAKER_03 1:23:43

Yeah. All right. So can we do this? Can you convince some publishers to do this for other verticals like mortgage protection or IULs or veteran final expense? And how fast can you do it? So we can Spanish. Like, how do we test some of these things to where it's not just agents will pay$80,$80,$100 if it's converting and if it's a if it if they can get an IUL or if they can get a good veteran lead? Um, like there's an opportunity.

Scaling Capacity Softphone And New Verticals

SPEAKER_06 1:24:22

Is patience and capacity? If there's two agents available to take those calls, the publishers can't do it. If you have 20 CC, then they'll probably do it.

SPEAKER_03 1:24:34

Okay, so what if we have everybody on this call? Would you guys do it? I'm just curious. Would you test like how much do you think a veteran final expense lead would be if you targeted veterans for final expense? I don't have them on the pipeline.

SPEAKER_06 1:24:50

I don't know the answer to that because when I think about that, I have to go think like our customers and go, like, well, that's interesting. Where can I find veterans? And so I don't want to give you a number because I don't know. But what I do know is that if that's what you want and there's scale there, uh an opportunity that gets wide, like these guys will definitely go work with publishers to figure it out.

SPEAKER_03 1:25:14

Or IULs. Like I think we could for those, I think we could get a test pilot of 50 people very easily. And we say you have to take X amount of leads a day and then figure it out.

SPEAKER_06 1:25:29

Yeah. Or we can also incentivize a publisher or two and say, like, you know, hey, Ringbone integrity are gonna eat it if it doesn't work, so the publisher doesn't have risk. It wouldn't be a done money. Yeah, just like Steven, do you agree to that?

SPEAKER_08 1:25:46

I think he walked out.

SPEAKER_03 1:25:48

Oh, he walked out. I'll I'll agree for him.

SPEAKER_02 1:25:50

He's out taking pictures around the office.

SPEAKER_08 1:25:51

Oh he's taking an inbound right now. Closing it.

SPEAKER_06 1:25:59

There's ways we can do that. Like if you guys are serious about, you know, prioritize which ones are most important to you, and then our team can I don't want to focus on six of them at once. Let's just do one. Let's just do one. And then like once the snowball's going, then once see, here's the thing about the marketers. If they see Trey running a campaign and he's the only one, and we're like, hey guys, Trey's doing this, they're gonna be like, oh, I want that. And so we just have to get one person to like show it's possible and have enough scale that the numbers work, at least for a test, and then it just rolls down the hill. Hey, Drew, go to Steven.

SPEAKER_03 1:26:37

He's he's taking an inbound right now. Is he actually on the phone with somebody?

SPEAKER_18 1:26:44

You know, we we don't offer free Yeah, that's that's great. We don't offer free coverage, and we have lots of great carriers that we work with.

SPEAKER_10 1:26:55

He really is on a developer. He doesn't even know he's on camera.

SPEAKER_18 1:27:01

That can work. And let's make sure you you write down my name. So Stephen Prince, like Prince Charming.

SPEAKER_03 1:27:10

Trey, go take the phone from him. Prince. Gary, go take the phone from him.

SPEAKER_18 1:27:17

Prince like Prince Charming. 214 906.

SPEAKER_07 1:27:28

99 State's phone number. Make sure we leave that out.

SPEAKER_06 1:27:31

No, leave it. All right. But to answer your question, you know how I just said that the publishers are gonna lose money.

SPEAKER_18 1:27:41

That makes all the sense. We'd love to help you. Thank you.

SPEAKER_03 1:27:45

Okay.

SPEAKER_06 1:27:46

You know, anytime you do a new campaign, a publisher may lose money. And so the there has to be enough meat on the bone that they see the like the upside. And that's why having enough agents to take the calls and they're like, hey, we could have 500 agents if there were calls, then the publisher's really excited because they're in first and then they can you know work on it.

SPEAKER_10 1:28:05

Well, as far as what's coming, the soft phone's gonna make a big difference. I think that'll add six dollars to our RPC literally overnight because there won't be missed calls, there won't be all these calls going to voicemail or spam filters that we don't ever even see.

SPEAKER_03 1:28:18

Or me forgetting one minute after I turned it on.

SPEAKER_10 1:28:22

Yeah, right. So it's gonna make a big difference.

Work Ethic EDM Reset And Closing

SPEAKER_03 1:28:25

All right. Uh to wrap it up, Adam. You love EDM music. I want to talk about that. Why do you love it? Because I like it, and you're you are so passionate about it. And interesting because you don't drink. Yeah, nothing, but you go to a lot of these festivals. But can you tell us about? Why you love it so much?

SPEAKER_06 1:28:47

Yeah, so I mean I've always listened to EDM, and when I go out to a festival, I literally will just go dance for like eight hours by myself. And it just allows me to reset my nervous system. It completely wipes away any stress that's there, and it brings out a lot of creativity. And I think for anyone who is ambitious and working really hard, there's no such thing as work-life balance. And so you need to integrate things into your life, because mine's never going to be balanced, that allows me to have that space to be creative, to think about the future, to build new products, um, and to think about how to help everyone that I'm responsible for be really successful. And if you don't take that time, you know, stress can continue to weigh on you. So for me, I don't know, maybe it's the TISM. The uh the EDM just really allows me to re to like take a reset, and then the next day, like my head is clear, I have a lot of really amazing ideas. Um, it's just been really, really amazing for me. I found my soul two years ago at EDC. Like I never danced before, and I just was in general admission at EDC, and Armin Van Buren came on. Next thing you know, I'm dancing, and I never saw it coming. Um, but I had some amazing ideas that weekend.

SPEAKER_03 1:30:11

Interesting.

SPEAKER_06 1:30:12

And you said you take calls at three in the morning at a festival. Oh, yeah. Like my friends who are customers, they love catching me working at like three in the morning. They'll just like film it because they're like, how? Like, why? Why are you doing this right now? We're at a music festival. And for me, it's like there's no balance. If someone needs my help at two in the morning, I'm gonna help them out. Like, it's just some typing, and then I go back to whatever I'm doing. And so, you know, like that's why I just do whatever I want on whatever schedule I want, because no matter what, I'm gonna be available and working. So I just have to like integrate what I want to do into my life.

SPEAKER_03 1:30:49

That's a really good answer, Auntrey.

SPEAKER_06 1:30:51

Yeah, it's a great answer.

SPEAKER_03 1:30:52

Yeah. All right, guys, thank you so much for everything. We're looking forward to the future. Thank you guys for watching. If you have questions, put it in the comments. If you want to know how to sign up, put it in the comments, and we are excited for the future. Thank you, everybody, that joined us.