Special Guest: Dave Rose from bolt says "GO FOR IT"

Vira and Carlos sit down with Dave Rose, Head of Agency at bolt, for an honest conversation about the independent insurance space. With over 20 years at Liberty Mutual and Travelers under his belt, Dave brings a perspective that's equal parts industry veteran and forward thinker. They dig into what today's insurance consumer actually wants — spoiler: it's not that different from what they always wanted — and why the independent agent has not only survived but continued to gain market share despite years of predictions otherwise. Dave also breaks down how bolt helps agency owners meet their customers where they are. A great listen for anyone navigating the evolving landscape of independent agency ownership.

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Transcript

SPEAKER_03 0:11

Hey everybody, welcome back to another episode of Insurance After Dark. It's Vera and here of obviously with my best friend. What's her name again? Oh yeah, Carlos. I know we keep talking about ITC. We mention ITC all the time.

SPEAKER_02 0:23

But it's like I tell everybody you go and you literally connect. And somehow the relationships just keep building and building. So yeah, like when people ask you, how'd you come across them? Yeah, ITC. Oh, you know, we've talked about it, but it's just that's how great an event is, I guess you could say, you know?

SPEAKER_03 0:39

Absolutely. So we got so lucky to just uh like Carl said, make those connections. And um we have a special guest today that unfortunately, due to just scheduling conflicts of like when we were having our recordings, it just didn't work out because he was too busy speaking, doing demos, and talking to so many people. Um, but we got him here. We're so excited. Thank you for everyone listening that helped make this happen. Uh his name is Dave Rose. As always, we like people to introduce themselves. So Dave Rose from Bolt, hello and welcome to Insurance After Dark.

SPEAKER_00 1:08

Hello, and I appreciate you having me. Uh I again ITC feels like yesterday, but it also feels like forever ago. Um, and I uh a quick uh first of all, I'm not sure why, Vera, I'm not one of your best friends, but let's, you know, maybe that'll happen soon.

SPEAKER_03 1:23

No, I think we will progress to that, I feel.

SPEAKER_00 1:25

Excellent. And um, quick quick side story if you don't mind. I was at ITC, I was in the airport leaving, and this is sort of uh Carlos, to your point a little bit. I was um, you know, grabbing something to eat, and this couple next to me that were clearly agency owners were reflecting on ITC and they said specifically about AI, because you know that might have been mentioned a couple times at ITC, and and they said and the husband or wife said, What do you think? And the other one said, I don't know where to start, but we have to do this. And it resonated with me. I didn't interrupt because I, you know, they were having their post-ITC and I didn't want to bring them back to ITC, but it resonated with me. And so, um, anyways, I'm sure we'll talk a little bit about that, but it's kind of you know why I enjoy doing these, having these conversations and talking to agency owners about the different aspects of what we do and how I've my journey. Uh so real quick, Dave Rose, I run Bolt's um independent agency. It's actually a digital agency within Bolt. And we all of our leads are through our partnerships that we have across our ecosystem. I have been here for about two years. Uh, prior to here, uh for the past 20, 21 years, I was at Liberty Mutual Insurance and Travelers Insurance running um independent agencies within their framework, or um with travelers running New England and engaging with all the different um agents within New England, helping them drive their results. Uh so uh this really made sense to come to Bolt and actually support agents and uh uh with a little bit more of a tech focus.

SPEAKER_03 3:13

I love that, Dave. Uh it sounds like you, I mean, just from you expressing it, it sounds like you really love insurance. So I'm really excited to be having this conversation with you. Um, and that being said, can you tell us in simple terms for those folks that are not familiar with Bolt or didn't attend ITC, haven't seen a demo, what is it? And how does it help agency owners?

SPEAKER_00 3:35

Yeah, and you know, I'm I'm gonna talk in terms of how an agency owner or an agency person would talk versus maybe how a tech person might talk, which sometimes can be different, right? And so uh for me as an agency owner or someone in the insurance space, really what Bolt does is it allows um various partners or carriers or agency owners to connect through an ecosystem. So we're sort of an ecosystem for insurance distribution. So we can connect one party to another to help provide and close that coverage gap that they have. So it can be a few different mechanisms, but it really is um, we are sort of the backbone for that insurance distribution for agency owners, um, even for embedded partners that want to monetize their and help support their customers to provide coverage that might not be a traditional insurance distribution path.

SPEAKER_03 4:40

And I like that you say not traditional, because I think that's another thing that people are hung up on right now. There's a little bit of like tension, a little bit of fear, like where is the industry going? What are we doing? What tools do we need? Who can I talk to? So you mentioned AI. Why did you specifically mention that? I love that you overheard that, but like, what is Bolt doing in that respect?

SPEAKER_00 5:02

Yeah, so um ITC two years ago, I I attended, and the number of AI vendors, uh partners in the in the in the expo was maybe 15, 20 percent. This year was 80 percent, maybe maybe 90. But two years ago, uh we made um the the decision to can to start really um thinking deep about AI. And how can we, as a uh technology insurance distribution platform, help our partners, help our customers, and quite frankly, reduce um some friction points that are inherently in the distribution world. And so uh how, and probably a lot of this call could be about all the different nuances of AI that we are using, and I think that's part of our conversation here. But we wanted to say, okay, as a tech company, how can we enable agency owners, carriers, other distribution partners, um, and give them an easier path to AI than you walk into an expo and you see 40 different vendors and you're not sure where to start. So the the one piece that's been a luxury for us, and I'll say it more than once, we can leverage all these AI tools at I'll call my agency, it's not my agency, but our internal agency. And so we are probably one of the few AI companies that I'm using this day in and day out. And so we built um it from some from scratch, and what's important for agency owners to know is I can sort of talk people through that journey. And the journey is daunting if you make it daunting. How we've sort of done it is step by step, almost, you know, almost a playbook to a certain extent, where we can support um the top of the funnel, to the middle of the funnel, to the back of the funnel, to servicing the full, you know, I'll call it the value stream of a customer. So we're implementing AI at the agency internally, and we're also supporting um agency owners and other of our other our partners with AI as well. On top of it it talks to our entire tech stack. So our ecosystem is always working with AI um to various extents, which is kind of where I get really excited. And and I I'll use this phrase, um, AI for me has been, I wouldn't say an obsession, that's not fair. But it it you once you start using it, you start seeing all the value in it. And our AI team probably is tired of me coming up with can we do this, can we do this, can we do that? And so the answer is always yes, but obviously we have to prioritize and things. But yeah, it's um it's gonna change the landscape for sure.

SPEAKER_03 8:16

Super exciting.

SPEAKER_00 8:18

Yeah.

SPEAKER_02 8:19

So um, Dave, uh going back to your first scenario, because that is like you hit a main point when you're at the airport and you said you know, the one thing it's like so true is that everybody that we talked to that attended ITC for the first time this like last year, the first thing they said was it was a lot. And there's so much good stuff, but I don't know where to start. And obviously, AI is a huge topic, you know. A lot of these people that attend it have never really thought a lot about using AI, any type of automated systems or anything. There are a lot of them are still traditional agencies where we pick up a phone call, we talk to the consumer, we get information, we'll give them a quote, we'll try to close it over the phone, we'll send them this, you know, payment. I mean, like it's pretty much all the old school. But now it seems like a lot of people are trying to get in there. So now, as far as bolt, I mean, is this something where an agency who's never had any type of technology in the office, something they could adapt to or like kind of go? Because some of these agents feel that, hey, you know, it's great, but I think that's way too up there right now. I think we need to take small baby steps before we get to a bigger type of company like that, you know. So is Bolt something that you can definitely help the new the agency owner that's never been in technology before?

SPEAKER_00 9:33

100%. And I and I think this conversation certainly I'm here representing Bolt, the things that we do, but I'm also you know, friends and part of the agency um owners' networks, and and and and you want to just help them. So I've always, even in conversations where um they're not ready, we still want to be able to provide, be a sounding board or even a thought partner. So um, so but but the the real answer is yes, and what we're doing is talking to agents about let's help you through the baby steps. We have a tech platform that is a CRM that's a CRM focused on insurance, right? We have a quoting platform and we have a digital D2C or direct-to-consumer option for agency owners, but you can't come into an agency owner and give them all that at once. And so we would want to come into an agency owner and talk through where are some of your current challenges. And I would it would be um it wouldn't be fair to say Bolt can solve every challenge every owner has, right? But from a tech standpoint, an AI standpoint, let me start with just sort of the beginning. Let's just talk about how phone calls come into your agency, how do customers come into your agency? And so, for example, our agency, I hate to say 100%, but we'll go with 99.5%. All calls are answered by an AI agent at our agency. And so, and so you know, think about how many times you've called somebody or company in the past week that said press one for sales, two for service, or some sort of IVR. And believe it or not, um customers don't like that. They would prefer to talk to our AI agents. So, you know, a year or two ago, there was, I think there was a myth around, well, people don't want to talk to uh an AI agent. Truth is, we have found significantly by almost 30 or 40 percent that our IVR drop-off, customers that used to say they got to the prompt or press one or two, they just left. 30 or 40 percent increase or reverse it, decrease in that drop-off rate. They would rather talk to our AI agents than that IVR plus. So that's proof step number one. And how many customers are calling an agent and bowing out, and that that includes, by the way, after hours, weekends, where and and we're very transparent. We we don't hide the fact that we're AI. We we disclose that so the customer knows, and so just in that phone system, and then number two, we had a lot of customers that hit the wrong button back in the old days of IPR. They weren't really sure why they were calling, right?

SPEAKER_03 12:34

Routes you to somewhere totally random.

SPEAKER_00 12:36

Yeah, and if I'm just rambling, let me know because uh you can see you can probably feel the passion.

SPEAKER_03 12:40

Not at all. We we love hearing this, especially anything that helps that agency owner that's kind of figuring things out, this is exactly what we want to hear.

SPEAKER_00 12:48

Yeah, and it depends on the size of the agency. They're all everyone's sort of set up differently, although I think there's some common themes. Now you can ask a few fundamental questions of that customer and get them over to the right person or group or queue. And you can have some agencies use uh service centers in some of their for some of their carriers, some don't. You can ask some fundamental questions that can actually allow you to start triaging that call and then also possibly even gathering some information from that call, which is what we do as well, depending on the how the customer comes to us, the different questions you can ask. And you can really leverage just that one opening and and turn that into a lot of different options for you. And you can keep it simple, you can keep it, you can get it too very complex, which obviously is maybe not step one, maybe that's version two or three. And so I always think of this as almost like building blocks, right? That's step number one. How can we get an AI receptionist? How can we do some lead qualification? How can we do some maybe some quote data intake, which by the way, reduces the amount of times my team has to take that information and get it.

SPEAKER_03 14:06

Yeah.

SPEAKER_00 14:07

Um, and then get them get them over to the right person. What customers want some simple things, right? They want speed, clearly. They want it to be easy, and they want the company or person they're talking to to be to understand what they need, uh, you know, have the knowledge. And so this is an opportunity to streamline that. And it's been it's been working great. Sorry, Vera. No, no, that's fine. Yeah, it's really um changed the way we operate and think about the customer journey and the customer experience.

SPEAKER_03 14:41

Sure. And I I wanted to touch upon that because you said a couple of things that I think are really important. Because in this age of of um not just AI, but everything virtual, um I wanted to know, and and maybe there's a couple of things, but from your experience, what is it? What what have you has there been a surprise as to what a customer really wants? Because obviously they're trying they're coming to get insurance, but sometimes they just want to be heard about their insurance problem. Um, are they going after the the best price? Like what is what's what unexpected thing did you learn about what a customer actually needs?

SPEAKER_00 15:21

Yeah, and I think it might be, I might switch the question around a little bit to say what we as insurance professionals thought the customer wanted. I love that.

SPEAKER_03 15:31

I love that. Yeah.

SPEAKER_00 15:32

So we thought they didn't want to talk through AI. We thought that the sales licensed service or sales agent needed to be there the entire journey. And the truth is, what we've learned is the customer wants some advice, right? They want some consultation, not on every product, and there are some obviously different customers, but they want someone to say it before you bind or finish it. Am I okay? Right? They kind of want that. But they're okay with AI asking a few questions up front, automating processes up front, um, even on the back end post-sale. Um, it's okay to follow up with different um channels, whether it's texting or AI or even email. Um, but what we found or are finding out, to be honest, at the same time, is a lot of times they want to stay in the channel that they're comfortable with. They don't want us to number one send them all over the place. But they want the options along the way. So, for example, uh you know, we've all seen the commercials and the jokes. Um, representative, representative, yeah, you're yelling representative. Um, that's not an option. I mean, with AI, you can just say, can I speak to a live agent? Of course, you can do that, obviously, if it's within our working hours. Um, or if it's a difficult scenario, let's get them over to the right person sooner. And and so, um, but also, would you prefer to engage with us via chat or text? And so we're finding that um if we can kind of engage with them in the the way they want to engage, it's okay to automate some of the upfront intake. As a matter of fact, obviously some of the stuff we do on it from a tech platform is we actually can automate some of this and do pre-fill and and customer can actually enter some of these these things as well. Uh so a lot of times with our full tech platform, customer already went through this interview journey on their own and submitted all their information for the most part, got their first rate, and then they engage with us through through that.

SPEAKER_02 17:44

Nice. I have a question to kind of follow up on that. So, you know, you mentioned back then, and it's funny, me and Vera we were talking about this a long time ago, where it's just like press one for this, press two for that, and you press the wrong button, you're like, shoot, how do I go back? And you would hang up and call again, and then make sure you remember, right, what the numbers were. It was so frustrating. Now, AI is obviously in play now. Do you guys see that using AI to gather up some information in the beginning? Is is it is it speeding the process for a policy to get quoted and binded versus just a person taking all the information or any other techniques? I mean, do you feel like, or do you guys see and and your guys' data that we can actually get more calls, handle, filter them better this way versus the old way?

SPEAKER_00 18:28

Yeah, it's I would say it's probably I don't want to call it an unintended consequence or unintended benefit. Sorry, that's a better word. It was intended, but you never you weren't really sure how it was gonna work. So, number one, from start of call to the to the rate call one probably hasn't changed much because we still have to ask those basic questions, we still have to get that information. It may be average handle time, maybe even has increased a little bit because so you know, overall, not just but the the human talk time has gone down, of course. But we still we now can spend a little bit more time being consultative, which by the way, is what we hire uh service and sales reps to do. Let's let them do at their best step. What are they best at? Being consultative, relationship building. We don't necessarily need them to be part of the first couple steps of data intake. So we're finding that they're actually having a little more meaningful conversations, a little bit deeper. Um, with some of the tools that we have within AI, so quoting assistance, uh leveraging our tool, we don't have to repeat a lot of the things to get rate call our rate call to at the carrier, right? We can automate some of those things so that it's actually happening in the background while we can have a conversation with the customer. So overall time hasn't changed much, but to the customer, it feels a little bit shorter. Also, for service, um, our platform, and I'm maybe there's some other platforms that do this, we can be proactive in our renewals and actually automate some of the renewal renewals that are increasing by a certain amount. We have a tool where you can look at your whole book of business, see what's coming up for renewals, and see what's happening to those renewals, and you can act on them. And I'm not here to tell agency owners, maybe Carlos is a as a as an expert in the field and might might influence folks. How do you want to handle that list? Do you want to call everyone? Do you want to send an email? Do you want to text? Do you want to sort it by different everyone has their thresholds, everyone knows their customers, consumers, and markets the best. But we give them the tool to see it and automate and also be able to do some proactive outbound AI as well.

SPEAKER_03 20:53

That's huge. I only I bring that up just as a comment because a long time ago I did this. Um I had this little thing about uh this is before AI got exploded in insurance, right? You know, you get your list of cancellations or renewals and you have to review the list, maybe re-quote the list, and you got to call the list. And I feel like now you can cover so much more ground with all the wonderful tools that are out there. And the way that you simplify it, I think is so important because it really is a lot for again, you can't fix all the agency owners' problems, right? You said it's like if you're a husband and wife business and something's going on there, you can't fix that. But potentially you can help increase the amount of uh rewrites that you do and renewals that actually like renew that term, right? Um, so I I really appreciate you breaking it down like that. Um, because I find that the biggest obstacle to embracing technology is just um is is that overwhelm. I think everyone inner, I always ask like, do you have TikTok? Do you have Facebook? Yeah, I do. Then everything else should be very easy. If you're spending your time consuming, how about you create something for your business, right? Or embrace it. Um, so I appreciate you really breaking it down like that, Dave.

SPEAKER_00 22:13

Yeah, and it's really clear. Yeah, thank you. And I think back to you know, our original point is this is daunting, overwhelming for most. Some are more um maybe forward thinking, others might still be behind. Um I was there. I come from the insurance, as we joke as we joked in the beginning, I was I'm an insurance person, not necessarily although I've always felt that was pretty good on the phone tech, but I couldn't go code AI. Um we we kind of make it easy. We kind of make it easy. And it doesn't have to be baby steps, it can be um accelerated, it can be faster, you can come in with uh whatever expertise you're coming in with, but I think agency owners know where their opportunities lie. And let's be candid, a lot of agency owners have some of the similar ones, right? Um but how can we do things faster, um better and cheaper is really part of this thinking for agency owners, and we can kind of come in and sort of uh help them do that. They know best where those spots are. We might have some opinions. I'm sure we all the three of us all have opinions, right? But they know it best. And um I think we're not coming in to saying, hey, here's 15 new tools. We've got one, we've got two that can really support your growth. If your strategy is growth and retention, we can focus on both. Some agency owners are really about protecting that book. Our tools can help support that. So it it depends on where you are and sort of your strategy as an agency owner.

SPEAKER_02 24:01

That's pretty cool. I like the fact that you said that you have many tools, but you know, we can start with one. You can start with two. Um, I think that's the biggest fear that a lot of agency owners have. They feel like they could be overwhelmed with so many tools because you know, even if you were just searching for one AI, you get a bunch of stuff coming in. Try this, try that, the next company comes in, we're the next big thing, blah, blah, blah, this and that. So it gets pretty overwhelming for agency owners, and they're just like, this is a lot. It seems like I'm not gonna be able to start it because it seems like if I jump into it, like I might, you know, fall apart, not might not be able to adapt as quickly, and our business could drop, you know. But I like the fact that one, two things, you know, I like, and I'm so happy that you're actually on on the show and talking about this because I think the way you came at it, it was more of like very welcoming. And hey, if you're thinking about AI, um, you know, let's have a conversation. You might need one tool, maybe you have new we need two. Just we need to know where your agency's at. You know where your flaws are at, and how can we help with AI tools on help that's what I really like that because sometimes people feel like they're just just pushing one that does everything that's too much for them and stuff like that.

SPEAKER_00 25:12

So yeah, and it's it's a it's a balance. We we have a lot of solutions which are all fundamental to what an agency needs to run their business. So I talked in the beginning that we're sort of the the distribution ecosystem to a certain extent. AI specifically, um we don't need to integrate with your systems. Our AI tool can sit um and work with your systems. Particularly the phone system. A lot of people, oh, I have to change phone systems. Truth is, with our product, you don't. Um we're not that's good. We're not a telephony company, right? Where our AI is is intended, particularly the inbound portion, to work with within your current um phone system. Now, could it help support maybe reducing some expenses in your phone system, some build some efficiencies, uh, maybe even remove some phone numbers that you don't use or or all the different things you think about 100%. Um and then outbound motions is something the same thing, don't need um to be integrated. However, depending on their CRM, we obviously have a CRM, but depending on the CRM, it just has to talk to that to a certain extent. But it's really not um this like, oh, I need to change everything over. Again, we do offer the different components, um, and I think they're top, you know, first class. But again, every agency owner might not be prepared to make a complete overhaul of their tech stack today.

SPEAKER_03 26:58

Sure. And they shouldn't, right? They have to embrace it however they feel is comfortable for them. Um, I have a question regarding like I'd say your thoughts, your opinion. Um do you think that the current insurance consumer has changed even in the last five years? And where do you think the industry is going? Are you optimistic? Are you, you know, not applicable, not available for comment? What are your thoughts?

SPEAKER_00 27:32

Not available for comment. That's funny. Um, people that know me know I always have a comment. Um so I suppose to to some some extent the consumer has absolutely changed, right? And for you for regardless of the reasons, customers are definitely looking for um a more digital experience, a faster experience, while also providing some guidance, as I mentioned before, and some knowledge. And so um even some studies have shown that you know the the younger generations who we say everything's digital, what they're doing is they're going out to platforms finding prices or quotes or information, but the last mile, they want to talk to somebody. And so even in and and and it's even in that environment, we as Bolt, I we I do that all day. We have customers that would prefer digital channel. They go through our digital channel at the end, they just want to talk to somebody, and that could be via chat, via text, or you know, human or even some some AI to provide some information. So I think um that's one piece. Now, this is regional, this comment. Some carriers are have some underwriting restrictions in different states across the country, and so a lot of consumers, depending on the state, are facing different underwriting um requirements, which again helps us help with those coverage gaps. Both actually, um that's one of our models, models is actually to help close the coverage gap that we see in the uh ecosystem today. We have a strong relationship on our end with carriers. We actually on a on a uh an additional sort of business of ours is actually providing access to carriers for agents that maybe can't get carrier appointments or need a certain market. We actually have that, those um wholesale appointments that we can actually support. Um, but that's a big piece, is you know, carrier access. Um, and I think I think there's a part of me that says they're still the same old customers. Yeah. You know, um there was you know, there was talk, what maybe you guys, I'm I'm gonna age myself, but probably 15 years ago about the auto policy going away because cars were gonna be self-driving, it would might be an endorsement on your home policy, and the everyone said the independent agent would start to go away. The truth is that's not what happened, right?

SPEAKER_03 30:18

The truth is no way. We know independent agents make the insurance world go round.

SPEAKER_00 30:23

And and all the and and and the and the independent agency market has been taking market share, right? Um, and so it it's not working that way. So I think they're probably still shopping like they always did, and they're still looking like they always did, but it's how they engage with um their their agency or their insurance needs is has changed quite a bit because the expectation is that we'll get it done quickly.

SPEAKER_02 30:55

Nice. I have one more question. Um, just because I always get the feedback from listeners and all that, and they're always intrigued to say who we're gonna have next because it's like they're almost ready to take that step into moving into that direction of AI. So they're like, I want to know who's gonna come next, so I can hear, kind of get a feel for themselves like that. So for all our listeners out there, you know, we've been on this for about close to 40 minutes now, Dave. What is one takeaway that you would want at least one listener from this whole conversation to remember?

SPEAKER_00 31:26

It's gonna sound so basic, but go for it.

SPEAKER_02 31:32

Love it.

SPEAKER_00 31:33

Love it. And it it really is, or or rephrase it, don't be afraid, right? It it really is. Um, I can tell you firsthand, it is not as intimidating um or scary as everyone thinks. And so, yes, you talk to the right professional, if you talk to me, I'm sure it's you folks, others, we can help guide where to start and give you some, but get in there. And I I don't want anyone to think, oh, I'm behind. It's not even close to the case, right? It's not even close to the case. Um, AI is not something that happens overnight, and suddenly a company now you haven't done it for the last year and you're you're out of the loop. So go for it. I know I stole that from Nike. No, that's just do it. Sorry.

SPEAKER_03 32:24

No, you're good. This one's yours. I say you use it.

SPEAKER_00 32:28

Right? Yeah. Um and it doesn't have to mean they lose control. They're in they they're still in control, they're in the driver's seat of all this. It doesn't require this extensive like flow charts and all this. AI is smart. It actually learns based on less information you give it, the better.

SPEAKER_01 32:50

Yeah.

SPEAKER_00 32:51

So we don't have to add all this work to do a flow. Okay, if this that you know, all those things that uh you think about from a programming standpoint is not really um the the path that we need.

SPEAKER_02 33:03

No, that's so cool. And I appreciate that answer. So all you listeners out there remember AI is not Terminator, okay? AI is like a magic stick. Let's make it happen.

SPEAKER_03 33:12

Not Skynet coming after you. Absolutely.

SPEAKER_01 33:15

Absolutely.

SPEAKER_03 33:16

Well, uh Dave, where can folks learn more about um Bolt? And I don't know, maybe they want to connect with you also. Are you on LinkedIn? Um, what you know? I love that you said you can also, not you specifically, but I'm sure the website and all that can be like a sounding board, right? Like you can start at least having the conversation with yourself. So where can they find more information?

SPEAKER_00 33:38

Yeah, so me personally, I'm on LinkedIn. Um, there's probably more than one David Rose. Uh, the best way to think about it is the show Shits Creek. If you remember, that was David Rose. So if you can't think of it, I just connected the dots to my name. Um, love connections, love talking to people about it. Um, boltinsurance.com is sort of our website where we can just get information. And we have um a solutions team that can guide you through this process. Um, and I'm connected to them. I I run our agency, but I support our solutions team because uh a lot of agency owners want to hear it firsthand. So I do spend a lot of time just here. What's your what are your top three problems? Let me help you um where we can start.

SPEAKER_03 34:31

I love it.

SPEAKER_00 34:32

Yeah.

unknown 34:33

Yeah.

SPEAKER_03 34:34

Go for it, right?

SPEAKER_00 34:35

I I I cannot believe that it's been 43 minutes.

SPEAKER_03 34:39

I know it goes by fast. I think when, especially when you're talking about things that excite you and and we all love it, the time just flies. So I just want to say thank you so much for being here. I appreciate everyone that made it happen so that we can connect after ITC since we weren't able to do so at the event. I'm sure we're gonna hear a bunch of new things coming out as I mean, again, everything changes, not just with AI, but just life, right? Things change fast. So I'm excited to um hear more about Bolt um uh in the coming year. Uh Carlos, do you want to add anything else?

SPEAKER_02 35:11

One last thing, guys, because I always get, you know, people asking me, hey, so who's that person on your show? And um, you know, can you find out? I'm like, dude, they give you their information. You can reach out to them. So please, listeners, he's giving you information. He told you about LinkedIn. Um, the great company, they're out there to help you. I mean, just give them a call, like just go for it and just start the conversation and reach out to him, connect. I'm sure if any of you guys go to shows and you guys see him out there, let them know, hey, I listen to you on insurance after dark, have a couple more questions, you know, and start the conversation. You know, it's it's at one point, I think everybody needs to have that conversation. Whether whatever happens at the end, different story, but I think everybody needs to have that conversation.

SPEAKER_00 35:53

Yeah, and Carlos, if I can just add, I love the it's a two-way.

SPEAKER_02 35:57

Yeah.

SPEAKER_00 35:57

It's not just me talking to people and I'm telling them because I I'm not, I don't know everything at all. It's great having that car. So I love the network. We're all sort of in this together. Um, and you know, I I do believe in the rising tides, right, you know, tide raises all ships. Yep. Philosophy. And so, you know, I can share what I know, they another person can share what they know, and we can um sort of build something together. Appreciate having me.

SPEAKER_02 36:23

Awesome. Till next time, guys.