The Heart and Hustle of Insurance Agency Success with Jorge Carbonell PART 2

Imagine navigating the tumultuous sea of insurance sales with the savvy of an industry veteran. That's exactly what unfolds when we join forces with George Carbina, an insurance agency owner who's mastered the art of adaptability. Our lively discussion takes you through the twists and turns of leading a team, innovating in the face of constant change, and the personal resilience needed when life throws you curveballs. George doesn't just share tactics; he opens up about the emotional journey, revealing how his approach not only solidifies his business but also uplifts his entire crew.

The Insurance Dudes are on a mission to find the best insurance agentsaround the country to find out how they are creating some of the top agencies. But they do not stop there, they also bring professionals from other industries for insights that can help agents take their agencies to the next level. 

The Insurance Dudes focus on your agency’s four pillars: Hiring, Training, Marketing and Motivation! We have to keep the sword sharp if we want our agencies to thrive. 

Insurance Dudes are leaders in their home, at their office and in their community. This podcast will keep you on track with like minded high performing agents while keeping entertained!

About Jason and Craig:

Both agents themselves, they both have scaled to around $10 million in premium.  After searching for years for a system to create predictability in their agencies, they developed the Telefunnel after their interviews with so many agents and business leaders.  

Taking several years, tons of trial and error, and hundreds of thousands of dollars on lead spend, they’ve optimized their agencies and teams to write tons of premium, consistently, and nearly on autopilot!

LEARN MORE BY Registering for TUESDAY’s LIVE CALL With The Insurance Dudes!

Transcript

Craig Pretzinger: 0:00

You have the same underlying fundamental process, right? And it's just like, okay, what can I absorb in house? As I scale it like as you get as you scale, it makes more sense because it's just it's more efficient. If they're at house, it's more, you know, ever a cost less if it's in house, but you can't afford in house before you're at that point, right? Because that's where somebody like Gary or you know, the other ones out there are really good at filling the front end of the funnel. That's like buying leads, insurance dudes are on a mission to escape being handcuffed by our agency.

Jason Feltman: 0:36

Now, by uncovering the secrets to creating a predictable, consistent, and profitable agency Sales Machine.

Craig Pretzinger: 0:43

I am Craig Pretzinger.

Jason Feltman: 0:45

I am Jason Feldman. We are agents. We are insurances. I think, what's interesting about the whole situation with with your ops manager, it makes me think of I had some situations in the past where I put people in charge, and then I'm kind of micromanaging. Oh, yeah. You know, like, checking on the stuff, you know, do that. Like, it's like, I've had multiple situations where people have told me dude, are you going to do this? Or am I going to do this?

Craig Pretzinger: 1:18

Or somebody can't imagine you doing that? If

Jason Feltman: 1:20

somebody could hear if somebody comes to you, are you going to override what I say kind of thing. And it's like, damn, I don't even mean to but so I've been trying to be much more conscious of that over many years, the last many years. But it is funny, the more you give someone autonomy, it shows like a they take ownership of it, or they don't. Right. Either way, it's kind of I think we do that, because we get scared, like things will fall apart. Right? But like, if it falls apart with that person, they're the wrong person, or it gets better with the person and then the right person, but we get that, like, maybe this is the wrong person. And maybe that's not, you know, maybe that's why we're doing that, but and

Craig Pretzinger: 2:00

that's why you're training to the process and not like to the personality. Right, right. You can identify people, right? Yeah, you find the personality, it'll fit in the system, not like it was before, typical Craig fashion, you know, try to try to jab the problem so we can make a solution. It's like, no, don't put the square peg in. If I'm not gonna build my agency around the people. Let's let's create the system that works. And then find the right players to play. Right. Diligent Bella check isn't like, oh, you know, whatever. We'll give grants to guys with a high school. And we'll, we'll just figure it out. No, he has a system. And these players will play well in this system. That's why he gets them. Right that he videotapes, the dollar check. It doesn't matter.

Jorge Carbonell: 2:50

Whose Ball Coach right first ball coach.

Jason Feltman: 2:55

It's funny. Carbs. I don't know if you know this about Craig. But we kind of figured this thing out within the last month about him is that Craig likes to find solutions, and then finds problems that those solutions can solve working backwards. It's interesting. It's an interesting way to hey, look,

Craig Pretzinger: 3:15

okay, you're gonna do it the other way. We're gonna meet somewhere in the middle, it's all gonna work out.

Jason Feltman: 3:19

You'll find something that's really cool that that can solve a lot of problems. And then he starts trying to see okay, if I use this, what problems can I solve with it?

Craig Pretzinger: 3:28

Okay, so to prove that, that we both have ADHD, I'm gonna switch the subject real quick. George, have you seen the rabbit? Arwen? And no, it's not a thing for the ladies. It's a different thing. It's a tech. Yeah.

Jorge Carbonell: 3:43

Jay Jay posted about it. Thing is crazy. Did you order? No, what did not order it?

Craig Pretzinger: 3:50

I ordered it. It. So this thing isn't working? I don't know. We'll find out a bit if it does what it says. We shouldn't get a feel for this. Yeah, just thought out. I think we pre ordered I think but they're like waves. So it's two other bucks. And you don't even get like there's no service, right? There's no service to pay for.

Jorge Carbonell: 4:12

Yeah, I think you have to connect it to like other apps or

Craig Pretzinger: 4:16

Wi Fi or whatever. Yeah. And then you connect it to DoorDash and all that. Like you literally would just go I'm hungry. What should I get? And then it's gonna go you want tacos? Did you go great order be some tacos at the taco show up? I mean, are you kidding me?

Jorge Carbonell: 4:30

Yeah, it integrates with all your other apps. And then it's just all voice AI generated. I mean, it's it's, it's pretty cool. I mean, technology is is just rapidly getting better and better. And let's talk about something that is out. I know I commented on one of Jays posts also I know you said you're getting that vision Pro. Oh, yes. Did you end up getting it? Oh, we both got it. Is it? You both? Is it pretty sick? I mean, what can you do with it? I mean, it's

Craig Pretzinger: 4:58

pretty cool. I haven't done. I haven't used it a ton for work. I we need to do some stuff where we're like, you could do it on Zoom. It makes it cool little version of you. That's it zoom. That's kind of weird. But yeah, can

Jorge Carbonell: 5:11

you have different compute? So like, when I first saw the videos, I was like, Can you have like actual, a bunch of productive screens up at the same time? Like I have three monitors in front of me right now you're gonna have I can't I have six actual million screens, you're gonna have a zillion

Jason Feltman: 5:28

there's a caveat to that. So you can have a one screen of your computer. You can't they? Oh, yeah, that so far, they don't have it where you can do multi screen of your computer computer, which I assume that they'll come out with that when, you know, at some point, but you can blow it up to like 120 inch screen, and then reduce the pixels down. So that so that you can put apps everywhere over that 120 inch screen. Yeah, like

Craig Pretzinger: 5:57

a giant movie theater. But you can do on the side like email. It's so cool.

Jason Feltman: 6:03

But it's got a bunch of built in apps. So you can put, like, one thing that's cool is like the Safari browser, you can have like 100 Safari browsers around you. So you put so you can have your MacBook, giant screen, then all the native apps like messages and tons of iPad and iPhone apps and tons of Safari browser, you have all that stuff around you too. So you don't so you won't need as many screens from your MacBook. And then they all interact together. So it's pretty cool.

Craig Pretzinger: 6:39

Did you also like you can either be sitting in your office, like you just see through it just a little, you know, fuzzy because it's like digital, you know, or you could switch it and you could be like in Yosemite. And you're just like sitting on the snow outside of the forest. Like with your computer stuff everywhere doing

Jorge Carbonell: 6:57

quotes. Well, yeah.

Craig Pretzinger: 7:02

I mean, I don't do any quotes.

Jorge Carbonell: 7:04

I just think of how many quotes I could do at the same time with 120 inch screen and just everywhere. Like, it's so interested.

Craig Pretzinger: 7:14

Yeah, you can get 50 quotes going at the same time.

Jason Feltman: 7:18

It's cool at night in bed when the lights are off. Like it'll still work. Even the hand gestures will still work. In the dark money. Yeah. So like, I've been in bed when my wife has gone to bed early. And done it. No. Problem.

Craig Pretzinger: 7:34

Wait, you just did you guys just went to sleep?

Jason Feltman: 7:38

She went to sleep and then I would what happened? Like she just

Craig Pretzinger: 7:42

went to sleep. Like where did he miss a step?

Jason Feltman: 7:49

All right, dude, I've been married. I've been with her for 20 years now. I met her 20 years ago. We started dating 20 years ago this year. Well,

Craig Pretzinger: 7:58

not to be competitive, but I got to be how many years? 26 this year?

Jason Feltman: 8:04

Wow. Crazy. You are old.

Craig Pretzinger: 8:08

I know. We got married young. Did she was 2021 23 she was 23

Jason Feltman: 8:18

Wow. My wife was 19 when I started dating her. I was 24

Craig Pretzinger: 8:23

Good job. Is that? I think that's a good job.

Jason Feltman: 8:27

It seems creepier now than it did.

Craig Pretzinger: 8:30

I mean, if you were 18 and she was 13 it definitely would be creepy. Maybe illegal. Yeah, definitely. I mean. Well, that took a strange turn.

Jason Feltman: 8:44

Yeah, I thought we were talking about vision Pro.

Craig Pretzinger: 8:48

So what else? The AI is pretty cool.

Jorge Carbonell: 8:52

I've been leveraging that. Yes. I'm sure it has it. Yeah.

Craig Pretzinger: 8:58

Though, but VisionPRO No, I doesn't really have anything. Oh,

Jorge Carbonell: 9:06

my live chat GPT and all this other stuff. Yeah, yeah. Well, it's

Craig Pretzinger: 9:09

wild because any chat GPT is a baby right edit. It's something else like that just as something else but now all the other ones are like just releasing so quick. Add I don't know how much it impacts agents, you know, from a day to day, but there are a lot of tasks and like quick things you can you can you can operate quicker, right? Like with the information that you can gather. Do

Jason Feltman: 9:35

you guys use that in the agency yet? Not?

Jorge Carbonell: 9:39

So when Oh, so my my ops manager started using it to for email replies. It's funny, I started. I gave her feedback. And I was like, Hey, you're doing great responses. And then she started doing them like faster, and I'd look at it I go. I started noticing a couple of errors. I'm like you're using cheddar cheese. It's like it It makes humans process a lot faster, right? Because it's giving us the information and we can, but it can't replace us, right? There's still a lot of stuff that we need to reject and humanize it. But it does a phenomenal job, right? We just got to be able to proofread it and make sure that it makes sense for that correct scenario.

Craig Pretzinger: 10:19

Like you're not writing, you're not writing articles and blogs, and copied and pasted. And all of a sudden, you have something like that, that you're going to not look good if that happens, right. Yeah, but there's but definitely like I did, like idea generation. Just like that little thing right there that email that email trick. Like it's funny, because I've been utilizing it, but I have not been correcting it and sending it to Jason anytime he emails me I reply with the AI, but try to get as goofy as it can go.

Jason Feltman: 10:54

And then I I'd say

Craig Pretzinger: 10:56

he says bad words when he replies, Well,

Jason Feltman: 10:58

I call it shitty Craig AI. That's, what did you do with real Craig?

Craig Pretzinger: 11:05

Where's, where's real Craig? That's shitty Craig AI. So that's what we're doing over here.

Jason Feltman: 11:12

Yeah. So like, what's cool, I love that idea. One of the things that like, kind of deal with chat gbta is set up your own GPT. So you can make your own GP teas now and have it self prompt. And so what I think is really cool for people to do in agencies, is start putting, like, Okay, you are writing as you know, George carbinol, you are an agent for this, give it all this kind of context, and then tell it, you are going to reply to all these emails, giving this kind of tone. And if you will, if you prompt it really, really, really, really well in the description, so that it uses that as a reference, and then just start pasting your emails in there, it will give really good responses, but you have to prompt it real well. And then you could share that GPT with other people in your agency so that so that they can use the same prompting, right, that's a really cool, that is a really cool way to start using it in the in the office and

Craig Pretzinger: 12:18

you have like a nice crisp email without really any mistakes. I mean that you have to read it, you have to prove it because sometimes it's wonky. Like Like, earlier today when I reply to you like it thought you had the attachment, but I was sending the attachment you know, like it couldn't figure that out. But I just kept it because it was funny. But

Jason Feltman: 12:41

that's not even chat CBT that's some crappy program that you have. Yeah.

Jorge Carbonell: 12:46

Spark don't get you to 95% there which is I mean, I think that's amazing. Yeah,

Craig Pretzinger: 12:53

well the to remove this the the typing process on emails, I mean, that's huge, right? Because there's just so many the other

Jason Feltman: 13:01

one that I love, that's an easy one for everybody in the office and I think it's like eight bucks a person is Grammarly. Have you guys used Grammarly that was

Craig Pretzinger: 13:11

good. I frickin love it. There's 1000 of those ones.

Jason Feltman: 13:15

Yeah, it's like a little icon and you type it doesn't matter what program you're on, you type out and it'll correct everything. It'll and it'll give you ideas of the like for the sentence to reword it so that it makes more sense and it sounds more professional. So if you're using chat GBT with Grammarly. Really easy to correct whatever GPT puts out there. But Grammarly is one of those things. I'm not the best writer. So when I write something, Grammarly always correct it's usually I flip it around because they'll add kind of stuff. Like I'll put the end at the beginning or something like that, and it'll help me Alright, sounds good.

Craig Pretzinger: 13:57

I didn't like the little green thing. It was in the way of my of my, my mouse. So I killed it. It has so like, like, he described it, how it works and it functions great but but it puts this little greed like tab on the corner and it just drives you crazy. So are you gonna bring her home?

Jason Feltman: 14:24

Yeah, I'm gonna bring her home. So like next, let's do this again. And let's check in so one of the things that I'll check in on is you know, starting up the sales again, I'll kind of give you guys an updated with that. I know, bringing muddied back should be interesting. Should be fun. We're trying a new system. I'm going to get involved in to some some new tricks that I might have up my sleeve for sales plus using the old tricks Plus, I'm excited. I'll get you guys

Craig Pretzinger: 14:57

fired up leads at this point. It's a good time to to be listening and watching. Yeah, fire

Jason Feltman: 15:04

up, fire up lead Jason, with the next

Jorge Carbonell: 15:07

episode to learn the systems. Yeah.

Jason Feltman: 15:14

Yeah, we'll see how that goes. If that goes really well. There'll be something. George, we might we might do a event out here in California. That's why.

Jorge Carbonell: 15:23

Yeah, I saw a little sneak peek today. I'm excited. Yeah, yeah, I remember we did the Ignite. Couple years ago now pre pre COVID. And that was a huge success. That was awesome. A lot of good relationships and good networking and takeaways. Yeah, yeah.

Craig Pretzinger: 15:44

Super cool. Was post COVID. Wasn't it? Was it?

Jason Feltman: 15:47

Yeah, it was post, because I hadn't wearing masks on the plane. Oh, gosh,

Craig Pretzinger: 15:52

those days. I was in Vegas. COVID. I'm in on a plane with a mask on sneezing? I bet you know, I know. I can't control but jeez,

Jason Feltman: 16:06

your allergies during COVID. We're at an all time high. And I've never seen anything like that. The rescue volunteers of people. When you were in public, was the best thing I've ever seen in my life.

Craig Pretzinger: 16:19

It was I could, I could have had a gun and been shooting it. And I would have gotten a lesser reaction that having that mascot like the little fiberglass tickling my nose. And I was just amazing. And

Jason Feltman: 16:34

so what are we checking in on you guys for? When we get back?

Craig Pretzinger: 16:39

My head? We've always got great things going. I'm gonna do I'm gonna grab some stuff from jazz. And we'll talk through that. See where we're at talk any accountability stuff? Yeah, we do accountability.

Jason Feltman: 16:52

Oh, what are you gonna be accountable for for the next couple of months? Who will check in with you in two months? A month or two?

Craig Pretzinger: 16:59

Is it that log?

Jason Feltman: 17:02

Huh? No, I'm saying by next episode. What are we gonna check in with you?

Craig Pretzinger: 17:07

Every week? That's what you said.

Jason Feltman: 17:10

I want you in this. Now. Oh, it's gonna be like, every month or two.

Craig Pretzinger: 17:15

I'm just gonna dance.

Jason Feltman: 17:18

I'm also doing working out consistently with therapy.

Craig Pretzinger: 17:24

And if, if we get 1000 likes on this episode, then Jason will live broadcast every single workout for the rest of the year.

Jason Feltman: 17:39

I can do that. Even my physical therapy when I'm on the weird machine.

Craig Pretzinger: 17:44

Oh, that'd be great. Yeah, yeah, just live just live stream that.

Jason Feltman: 17:48

What about you cards.

Jorge Carbonell: 17:49

So we just had six people started within the last three weeks. So I think that's a huge piece to see. Because we implemented a new training and onboarding and development strategy for our agency, we have a dedicated leader that's just focused on owning all of those processes, essentially. So this is her really second class, not because we had three people start two weeks ago, and other three people that started last Monday. And then we have another three people starting March 4, on Monday. So um, so yeah, we're gonna start measuring what the successes of this program and how many people we retain from that and see what the lift we get. Because we know we need good people to keep scaling and it's a grind, it's a grind. And we talked about being consistent. This is one of them, you know, buying leads, you got to be consistent with buying your leads and your marketing. You got to be consistent and not turn off your recruiting funnel that that yeah, there's always gonna be somebody that is leaving or has to be coached out whatever the case is. Yeah. Is

Jason Feltman: 18:56

that in house that you're doing that? Yeah,

Jorge Carbonell: 18:59

yep. Wow, cool. Yeah, we started it in late November, we transitioned one of our rockstars into that role. And then and now we have worked with my business coach to kind of develop the processes that we're, you know, she's going to consistently follow and you know, from interviewing to onboarding checklist to what do the first two weeks look like and scheduling to? How do you grade the actual okay, we're training them on builder report. Okay, that's great. But how do you actually grade what building report looks like? Right, that feedback in real time so you're breaking out every little thing? I

Craig Pretzinger: 19:40

have one for you. Have you have you heard of read? Ai it's a screencap. So it'll or it like records the zoom. So it goes in zoom. And you may be able to do phone calls, but it coaches based on what they say it's pretty interest. Then it's really cool. And it gives feedback on engagement. So if they do any quotes on Zoom, it's very, very useful. Like we've used it with Jonathan here for, for the telephoto stuff. He's our sales guy.

Jorge Carbonell: 20:16

Yeah, I think my CPA uses that because I get like everything in texts after the meeting kind of thing.

Craig Pretzinger: 20:22

Yeah, it read it. Like, there's a lot of them that do that this one was, because it has this coaching aspect. It's really cool. So I think that would help people to have you know, so

Jason Feltman: 20:34

continue carps.

Jorge Carbonell: 20:37

You are Yeah, I mean, coaching to each process and grading it. I mean, it's, and then, and then she's actually leading those individuals through the first, at least the first 30 days. So it's like this. It's like her own pod, right. And then as she recruits some trains on develops them onto with the rest of the, you know, the rest of the crew, life graduate to the senior sales rep.

Jason Feltman: 21:04

Love it. So productize, you productized the hiring and onboarding?

Jorge Carbonell: 21:11

Yeah, because it's, it's not stopping. And, you know, I've shot out to top tier and gear, I've used them for a ton of stuff, right. But I think it's a, it's a business development, like maturity stage where like, this is never gonna stop. And you have to realize that recruiting is never gonna stop. And you just gotta have that, you know, just like, Google has their own recruiting team, right? They have their own team, you just have it just a step forward in that process. Yeah, you get to

Jason Feltman: 21:42

hear when you're smaller, you should not have all these processes in your agency or business, right? You're you're just, you're using other people's specialties. But as you grow, yeah, it's become such a need and the size that you are, it makes total sense, because that is an ongoing thing. So you

Craig Pretzinger: 22:01

have the same underlying fundamental process, right? And it's just like, okay, what can I absorb in house as I scale it, like, as you get as you scale? It makes more sense, because it's just it's more efficient. If they're at house, it's more you know, every a cost less if it's in house, but you can't afford in house before you're at that point, right? Because it's, that's where somebody like Gary, or, you know, the other ones out there are really good at filling the front end of the funnel. That's like buying leads. Hey, if I could buy leads that to get me quotes, great that I'm going to do it. If I could buy people to run through my funnel. Great. I'm gonna do it, you know, but at which point is it? Is it more effective for for it to be at house? versus the other side? Right? What did you see? Like when when was it? At what point it scaling? Did you see that it was more of a benefit to have it in house?

Jorge Carbonell: 23:02

Probably a few, but it was probably October, what I realized, like I've, because what happens is I start to we have our team, right? So we got we have we have the team. And then we lose a couple of people. And it's like, oh, shoot, I need to make a call on it. Say, Hey, I need to turn this on. We're really I should just have it consistently, right? I buy leads every day. I got treasures coming in every day. This is one of those things that I just need to be doing every day. And if she's not actively training and recruiting, well, she can use your time to start developing, whether it's some of the new people that recent, you know, recently graduated through the classes, or just anybody that needs further assistance, because she's been with me for four years. I mean, she's awesome, right? She understands what we're trying to do. So it was just and that's one of the reasons we've kind of taken a step back in production because I took the super high performer and I pulled her out in November and that really hurt us. I mean, she was doing 6070 items and fun but really the goal was to replicate her you know, right

Craig Pretzinger: 24:06

it's heavy the long vision right? If you understand this is a marathon and today's results are you know okay so this month sucked get over it move on it's a long it's a long game you know, sometimes it's a tough it's a tough one when you know that that that made you miss bonus. Right? You got to wait but guess what, another year is gonna happen. If the other year doesn't happen then you don't have to worry about it. Yeah, because you're not around yeah, for the other year.

Jason Feltman: 24:39

Well, we have something to check in on me for and carbs. Not really anything. Okay.

Craig Pretzinger: 24:44

I had I've had four I've had four sales folks for a long time and I've had the same thing happen where you get you do get you get comfortable with with not having the the Hiring machine going, right? And I think with the options that are out there, there is a quick fix if you need or maybe a perception of a quick fix, I don't think there is a quick fix, because you'd never know, right? How long it's going to take. So yes, you definitely have to have a going. And I jazz and I met when I got back from Costa Rica. And I thought, Geez, we just in case, right, because some people been out and it's like, okay, we, we gotta get consistency going again, because I don't change the leads. And I know you like you just keep leads on. Because if you move that, then now you have less players and, and less stuff to work with. And then in two weeks, you're really screwed. Right? And then that's when you get emotionally like I've done it's over. So I can't do that. Right. So we got we did get we hired one guy. No. Yeah, no. No. Two weeks. That was it. He he was on the phone for a week. And really, I like jazz. Why did you? Why was he just on the phone for the first week, because he'd be gone, we would have saved a week, right? So but he's learning to write that that's the thing is giving autonomy. They're gonna make mistakes, but they're going to learn from the mistakes. And I think it's much better lesson learned, when you go through the mistake. Because you feel the pain, you have to frickin work through it. While you were given? Well.

Jorge Carbonell: 26:31

I told you, we started this in November, the first three people that she hired all we either let go or quit within the first two weeks. So we were so you know, she's she's a high performer. So she was super hard on herself. And again, judging and learning it learning from the mistakes and, you know, she owns that process. So it was like a failure. Right? So yeah, so everybody's hiring still here. So far. So right, we're good right now. And they've been selling for a week now. And they got, some of them have six items, some of them 10. So, next month, we should we should be in a good spot.

Craig Pretzinger: 27:04

You got to remember that piece, right? Like, like, we were entrepreneurial. And so we sort of, we fail, and then we forgot that we fail, we just keep doing it over and over. And then we get the good one that works, right? And then it works. Because that's consistency, right? It's another version, here's another iteration of being consistent, fail, fail, fail, fail, you're gonna win eventually. Right? And at most, most folks who are are in a working atmosphere, that's why they're working. They don't want they don't want to fail, right? They don't like failing, and it's not comfortable. And so yeah, it's important to support them, when they go through that and help. Like, that's such a huge thing to be able to, to give that perspective to people like, Hey, it's okay. Like, you're all stressed out, don't worry about it. Like, you know, if it happens again, and again and again, then, you know, now we got to talk about something here. Like it's not clicking, but I mean, bad. It's great when they make a mistake, right?

Jason Feltman: 28:07

With a big win of somebody comes in and doesn't work out after two weeks. You just won. Because like usually with other agencies and companies, it can take months or years. So if you can figure that out earlier on you like that's a win, like that's a huge win. But I do want to circle back around to Craig, what are we going to check in on so you did

Craig Pretzinger: 28:28

I didn't finish the so we hired another guy who we're very we're very pumped about and I can go ahead and I'll that'll be my thing. You guys know everybody's talking about their team. So well, we'll look and look at his development. He's he's actually on the phone taking transfers now. He's been he trained for a week. So cool. He's ready to rock maybe you know, he's or he's not taking transfers, creating transfers right now. Nice. Then he has to do 80 quotes at households. Love it. Yeah, but he's a talker. He is a talker. So you know that out there is much

Jason Feltman: 29:06

less carbon corner. And that's it.