Everything You Need To Know About IndieTech and Other Crazy…

in a crude laboratory in the basement of his home hello everyone and welcome back to the show today we have an absolutely tremendous triple tremendous episode for you an episode that's as always all over the place when i have jason cast on the show uh cast and i are you know if you're a new listen to the show cast and i have been friends for 10 11 12 years uh and just when we get together it's like two good old buddies who've known each other forever just rapping about things they enjoy which some of that is business some of it is life a lot of it is insurance a lot of it is leadership a lot of it is where we see the industry going and just you know lots of hopefully fun fun times for you to listen to and and tremendous value as well uh so enjoy this episode cast also has a big announcement on his indie tech 2023 conference which is going to be basically um an insurance technology conference dedicated to the independent agent like if you have questions about technology what's coming what's here how do you piece together the different uh uh uh pieces of how do you piece together the different pieces of your tech stack what does that look like what does a customer journey look like how are the best doing it indie tech 2023 is a tremendous conference we talk a little bit about it at the end so stick around for that uh before we get there guys i love you for listening to this show a rating review on itunes helps helps you know me just grow more listeners helps us get better guests uh in terms of uh not better guests like in the industry but when i try to reach out to some people that are outside the industry seeing ratings reviews stuff like that um help some of these uh kind of out of market big name people uh say yes to coming on the show uh so uh that always helps and just i appreciate it strokes my ego uh if you love the podcast you're going to love the blog go to findingpeak.com findingpeak.com that's finding peak like finding peak performance findingpeak.com stick your email in there you get an article a week uh sometimes two and um i just really enjoying writing again and creating sharing those thoughts that's a good place to do that and last but not least uh at least financially the people that make this podcast possible is tivoli tivoli.com the number one commercial insurance lead generation platform in the industry guys if you want to create a baseline of consistent business that you just know is going to come in you can basically take to the bank every week every month there's no no better way to do that than tivoli t-i-v-l-y.com they used to be commercial insurance.net you may have heard that name they're tivoli today uh we have been partners with them for geez probably more than two years now uh they're just part of our business great partners for us and um love doing business with them and love the day decided to be a sponsor here in 2023 so uh check out t-i-v-l-y.com if you want to write more commercial insurance tomorrow all right let's get on to this absolutely tremendous episode with jason cass thing so what's up brother man oh you know just all the problems life well you know it's um people are the hardest part of every business i know that's not like a new thing um but it's real but it's very real you know uh you know i it's funny you know at rogue you know we're we're very different in the way we do business um do we want to do this now or do we want to record this oh it is recording sorry sorry sorry sorry sorry i forget you do that i'm sorry i always forget that you're like the worst podcast host ever on the tech stuff like verbally probably perfectly fine but like you always come in your headphones don't work you can't hear anything you're you're you're you're you don't know what's going on you come in you're like that's why you gotta surround yourself with all these people you are the only person that does this starts the recording when you get on though for real i don't i don't have other people that do that so it's a surprise but i love it by the way sorry all those people because you know i know what i'm i know there's all these new these new guys out here all the podcasting you know superheroes but you know right hey let me let me ask you a question real quick i'm being serious get close to that mic get close to that mic and talk check one two check going to go way away from way away from i don't think it's working this mic's not working i don't think it's on you're i when whether you're far away or close it's not making a difference and it sounds a little echoey hello there you go all right i'm not i'm not gonna say no no no i'm not on the podcast i'm not gonna say anything i'm not gonna say anything let's just roll on this is the worst intro to a podcast ever but dude i think people are used to it with you and i so no you know it's it's uh to get to get back to your point you know or get back to the point about people no no it's fine it just it's like you know we're we're we're we're building something that is both at its core would look very very familiar to what most people are used to in an independent agency i mean the core philosophies of what we do and this is what makes our industry so unique is that while i think so many things we do are completely innovative and different and we we we don't hold some some of the ideological boundaries that that hold so many agencies back we don't abide by them and i think that's amazing there's so many other aspects of our business that if you were to take a look at them you'd be like oh that's how everybody else works so it's this weird dichotomy of of one foot in in all the things that make our industry amazing and aren't broke and it's exactly after you run the business and it's the way every and insurance agency business runs it's this core set of things that would look the same no matter what the business is and then it's having this other foot where we think about things different we move different the time things take is different everything about it is different and and finding people who are able to live with one foot and each one of those buckets is very very very difficult and you know you find industry vets who you who you think um you know uh uh understand the traditional side and all this and then they look at the did the the other part of our business the other bucket and it like blows their mind they like can't wrap their head around it and then vice versa you get these young people who see the new stuff and they're like oh this makes sense this makes this makes sense and then you try to show them nexure and they're like what is it you know that's like the reaction like literally like people like start shaking you know what i mean and look there's nothing wrong with nexure that's not a knock on them it's just you know there's a traditional side and and having people you know maybe and this is going to sound completely egotistical i don't know that i mean it to be but like i think one of the things that i'm able to do uniquely is have a foot in both buckets and have respect for both sides both the innovative and the traditional side we talked about that that's the xeniel uh thing that remember we used to talk about we were able to see both ways yeah but cass i'm i'm realizing more and more man that is a very unique characteristic and i don't mean it to be like doesn't i don't mean that like it makes me better or special you're 100 right because i i don't know that i would be i don't i don't know that i would be and i think in that space that in between space i think i am an a player but i don't know that i would be an a player fully digital and i don't know that i would be an a player fully traditional so you know that i don't mean it to be right or wrong or better or worse just i have found that there aren't a lot of people who can have who can operate at a high level with one foot in both buckets it's it's and it's the person ryan it's the xeniel man we're caught in between that generation we were forced you know to be analog when we were born and then we were grew up that digital you're starting to really see that now and i i agree with you there on that i agree with you emphatically so how you doing buddy besides that uh a bit of personal life going well housing kids i see you on on with i mean the bills got their ass fucking choked but you know that was a tough way to end the season what the hell bro yeah they're just there were a lot of there's a lot of issues internally i don't love the offensive coordinator um you know we we didn't we didn't invest in our offensive line and and at different you know towards the end of the line really got kind of picked apart and um you know we also lost von miller we lost micah hide right there there's two of our highest paid those are two perennial pro bowlers highest paid players on our team neither one of them are on the defense so we had to go back to the beginning of the season we were playing a very aggressive we put a lot of pressure on the quarterback second half of the season without micah hide as a backstop and von miller putting pressure we went back to the bend don't break defense that we've always had with that didn't really get any pressure on the quarterback and you know you watch you watch the game against the bengals joe burrow joe burrow was like a day in the park it was like he was playing two-hand touch he dropped back survey the scene i think i'm gonna go to t higgins this time you know it doesn't matter i got 15 seconds back here right right i think you have the look of a quarterback i think you kind of look like the burrow the tom brady that look i think and then the six about you bro i think you missed it i think you missed it dude what's uh i mean that is very nice of you to say i mean considering my mental considering my mental anxiety i have at this moment i'm going to take that and i'm going to bask in it because it makes me feel very very good but um and uh no i i'll be honest with you as a football player i was all defense really all defense i loved hitting people i loved it did i tell you a funny thing i just found out two weeks ago eric garcia he said jason i said hey you were in that too late jacket a lot why are you wearing that too late jacket and he said i went to that school i said really he said yeah i played football i said you played football eric garcia right yeah yeah you guys know eric garcia and and i said what position do you play he said defensive end yeah shit fucking rocked my world dude i was like are you freaking serious i knew that yeah he he told me about that um i don't think we talked about it in the podcast that i did with him but um but we we had talked about that at a different time yeah i knew that about because it's funny you know it's funny when you see it's like it's like you see these football players you know and when they're in their career they're monsters absolute silverback gorillas you know i mean just people you do not want to mess with and then you see him like five ten years later and you know and they look like normal people they look like i mean dude look at will shaw right like will shaw i mean he's a fit dude and he's big and you see him and you're like yeah it's probably not a guy i want to mess with but like you see him in his pictures when he was playing pro football and he looked like a monster you know what i mean and you're just like you know now he looks like a you know a fit regular size dude you know right but it's just um it's just wild you know whatever but yeah no my thing in football was i loved hitting people i just loved it i just just smearing some some offensive little you know i always thought of the offense is all the chicken shits you played offense if you were a chicken shit you know if you were a man you played defense and um again that's a very biased opinion but that's the way that i thought about it so like i thought these were all the prima donnas and the little right you know the primpers and just coming out of nowhere and just absolutely smacking one of those guys and put them on the ground that was heaven on earth to me if if if if heaven exists and i get to go there right i probably believe more than the first one than the second at this point but um but if that happens part of my experience there will be me getting to just smear people again on a football field that'll be like a thing that i get to do so i'm listening to um a tick tock with deon sanders and this is just this morning and they're talking about what he looks for in recruiting and he said basically to say it quickly he said in a quarterback and an alignment he says i want someone who has a 3.8 gp or more alignment 3.5 they need to have a solid mom and dad foundation you know they've got to be level-headed and the guy says well what about defense he's like deon sanders like oh defense that's shit he's like i'm looking for a guy that's got a single mom and is trying to take out the world and prove something that's what i want on a defensive guy you know what i mean it's true as long as his gpa is over 2.5 and he can make the team that's what we need it's a hundred percent true i mean it was it was funny you know um so i was in a lot of like the honors i was always a weirdo on the football team because i was in like a lot of the honors classes and stuff well on the offense you're a hundred percent right all the other kids like there was like two or three other kids on the team that were honors because they were all on offense on defense these kids were like in detention every other day because they like couldn't pass a test and like you know half of them have like drool coming down their face just and they don't even realize it all the time but man those sons of bitches are not people that you would want to see like at a party you know and have mad at you that's what deon said that's what he looks for man oh you want you want the crazies you know you want the guys you know there was this one kid uh one of our defensive tackles it was he would be like crying on the field and just murdering people just just but crying and i'd be like what the fuck man he's like i don't know sometimes i just get so pumped up i start crying and i'm like what is wrong with you you know it's like stuff like that you're like but truthfully on defense you just your body is a missile you know what i mean it's different in offense there's all these skills and you got route trees and i would just be like bear out go swing wide go you know what i mean like because i called the plays and um i'm like one of the only ones that could like take the hand signals from the coach and translate them into words and and you know and i would it would be like two or three little calls and they would know what that meant and then you know the the offense would come up and i would bark out you know you know basically what the strong side of the of the offense was and um and like that was it and then you just attacked it was it was the whole thing and you know sometimes you know um it's funny because a lot of i i you know when i tell people that i played football or people ask hey did you play any sports and i say i played football and baseball um you know like oh you must have been like a tight end or a quarterback or something i'm like no no no no you look like the quarterback there's this whole other side that i don't show very often that is coming out more and more the deeper i get into this entrepreneurial journey that is like i i in a i would have been like if this were like the 1500s i'd probably be already dead because i would have been on a fucking battle force somewhere with some broad sword and a fucking wooden shield just like murking people that's really like what like my day-to-day mentality is like that would be it right i fight like a very murderous nature and in order to do that i try to be overly nice but like my general sense is like you're a dipshit get the out of my way and you don't know what you're talking about you move way too slow you're a bureaucrat i don't give a fuck what you say you know what i mean like that's what i'm that's what's going on in my head and what comes out of my mouth is like oh that's a great idea thanks for contributing i'm i'm really happy that you're here today in my mind i'm like this fucking idiot that's the stupidest thing i've ever heard this moron is needs to get out of here i'm mentally like like like like what was that like dr evil like pressing the button and like fall into the fire pit like mentally that's what's going on while this person's barfing this remedial bullshit on me you know it's just like talk about painting the picture oh my god sometimes i can't take it man i'm just like i i i uh i actually said this to i so uh the day that we're recording this is the same day that i have my weekly meetings with uh matt massiello who's the ceo of sia who yeah i dude i you know and i'm not just stroking his ego i honestly think he's one of the best executives i've ever worked for he just i've heard that from other people yeah yeah he just dude you know i've said this before in the show and again i'm i'm not i promise everyone who's listening i'm not stroking his ego it doesn't need it you know and i don't need it to get any juice with him it's not it's not whatever you never know what you're getting you know you never know what you're getting when you get into an organization until you get in there and uh uh i have just found him to be a really good mix of understanding the entrepreneurial mindset and managing to a a a corporate board and uh and corporate responsibilities and a large you know there's 290 plus people in sa now i mean grown like crazy in the last few years so like you know you you you kind of he just it's a really tough thing to manage and uh i have found him to be incredible so long story short we're we're long story long none of my stories are short i don't even know why that's okay we all say that it's a form i need to like take that out of my vocabulary because everybody says it so what did you and mine talk about where we're talking about something and um just some things that i've been struggling with um you know in at rogue and as a leader and just you know stuff stuff that you talk about and um and i just said to him you know it has become incredibly clear to me that at this point in my career and i and i hope to someday become better about this but at this point in my career and probably i wish i realized this about myself earlier is i i'm a wartime general you do not bring me in in peacetime i fuck things up right but like you want to grow something you want to get something done you're looking for a blunt instrument to hammer through a brick wall and not give a shit like what i look like on the other side hmm that's what i'm good self-awareness well this is i'm learning this every day this is not this is not i've known this for a long time this is me as i as i get deeper into rogue we're 21 people now we have 50 carrier partnerships we have four you know technology projects going on we have you know all these things that are happening and managing and i'm realizing like the way that i interact it's like you know you start to realize these things about yourself like like you have you you talk a lot about too about uh hiring a coo and detaching yourself from the business and then when you wanted to go whale hunting you brought yourself in for a little while so that you could understand it better and now you can teach it and and understanding those aspects of yourself are so key um i think in all walks of our life but particularly when you get in leadership positions and i don't just mean the ceo position i honestly if i knew these things about myself when i was the cmo at trusted choice and agency nation maybe maybe that project goes differently maybe it doesn't end with me being fired and all the lawsuits and shit like maybe it's maybe it goes better maybe that separation is i think you're taking it on as as if that was all you though on that yeah but i think it's i understand maybe you could have handled it differently i could have as much i look there are things that happen on the other side that i don't particularly appreciate however however it would be completely unfair especially at this point this far removed to not say that there were plenty of things that i could have done way better and handle myself way better so you know i think that that part of um being open to understanding who you are and what you do not giving yourself too hard of a hard time when you make those mistakes but just trying to learn from them um those are really tough things to do but they're so vitally important and i certainly don't have them figured out but um but yeah right well so you know you're either going to come to that self-awareness at some time and i'm talking also to your listeners or they're or they're gonna or they already know it right they're 32 they're 34 they have more self-awareness it took me to i was it wasn't me when i was 40 i tell this to people it was about 41 all of a sudden i woke up one day and 60 years old was real fucking close yeah and i'm like wow uh three days ago 60 was far away it was just weird thing and what that helped me do though is just to realize this stuff like my thing i told my wife when when i started realizing this i said for the next 10 years i want to cut the fat i've tried i've thrown a lot of stuff at the walls and stuff like that let's start cutting the fat and start just doing what like doing what billy says i i took so much of billy and put it into my agency but there's so much more really you think about when you hang out with billy the things you can learn on the outside of the agency and in your brain and and and just just trying to learn that stuff and and listening to him and delegating and delegating is very very hard but it's not anymore um it's very easy uh for me um one of the things that i just heard miles merwin he was talking with me i called miles every once in a while get his wording and stuff like that one of the things he said to me he said jason with most of us leaders what we do is we look at things when something happens and we say why did that happen do you know um how how did that happen you know um um uh what made that happen how are we going to fix it you know and he says but the question that good leaders ask is who he says is who's going to fix this who was the one who made this happen who's going to be the one who's going to as i said fix it and he says when we ask the word who because now and i'm thinking to myself when he was telling me this other day i'm like okay this is good because this is what i'm doing and i don't realize it when something comes to me i almost feel and this is important for everybody to understand this because you probably feel the same way i feel as if i'm being lazy like if something comes to me that i've normally done i think okay so and so should be you know yeah yes i mean they're going to be like couldn't you have done this no that's their freaking job right and i have to understand that that's their job and i'm not a peacetime general or a wartime but when things are structured i'll knock the house down real freaking quick and it's just because i don't know the process and i just remove myself you know what i mean and i just have to be and my job today everybody's different everybody's different my job today is to mentor the commercial lines guys and and train them and be with them as much as i can and um david taught me a lot david taught me how to teach these guys workers comp and they're they're doing you know my my son is this is his second year first year first and a half year and he's worried that he's not going to hit his goal of 70 000 in revenue this year and he's already hit 28 000 i said son if you look at best practices of somebody in your position for three to five years they say that you're supposed to write 40 000 max now i think that's low but you're going to do more than that so it's it's about being with them at their point in time because the things they know at the age of 23 and 24 i just learned that at 38 39 you know what i mean and so it's uh like what kinds of stuff what do you mean by that understanding my niche understanding that i need to work with high clientele understanding that there's margins right understanding um i wish someone would have i wish mike beard would have started me out when you hear these guys and and and for anybody that talks to jake or gabin you'll you'll hear them they'll say well that was a small one and then you'll start listening to the conversation and then by the way you'll say hey by the way what was that premium and they're like ah it's like 62 000 for the work comp only to them that's small as billy says what denomination do you think in that's where your success is by growing bigger right and that that is what that is what they have learned from the get-go i wish someone would have taught me that i wish somebody they told me that's you do you think that's being around you that's that's how they that's how they learn that yeah that and by taking david's course um i was just always the guy that said he didn't sell on price but really sold on price now we sell on bors and we turn around and we offer um risk services to them and for fifteen thousand dollars so we'll take it over in the middle of the year then we say if we take it over if you give us the bor these are the things you're going to do and that's going to cost you fourteen thousand seven hundred dollars for us to be able to get at this under control and if they say no which they very rarely never do um we walk away because if we can't deliver that plan um and these are just the things that we've learned and perfected and do you have that branded is that a branded program actually we do it's called tia risk uh it's it's really freaking badass dude um it's totally branded separately from the insurance alliance so when we go in we have two different proposals we have the insurance alliance which is your insurance this is the coverages and the price this over here this is how we make that lower so that that's that's the association we don't go and try and save five or ten percent from our or from our agent we we have a pledge of performance in three years we will get you under one as a modification factor pending some wild and crazy claim that's our pledge of performance to you usually about year two they're so close to one they just give us i'm not joking when i say this david carruthers that boy can talk a lot he can sometimes exaggerate more than me but when it comes to the process of selling commercial insurance if you follow his process it works every goddamn time and i can bring in three guys who can tell you that it does you know so so yeah so we do we we totally have branded that i'm very very proud to say that we branded that and it's it's really an amazing thing it really is i'm proud of my guys now here's what happened though i got out of the way okay um this is a true story i tell this story to anybody who asks um jeremy started working with me in 2020 at the end he's with amtrak for 10 years he got raised through the ranks of amtrak like straight up like he was one of the highest admins in amtrak when covet happened they told me he had to move to denver to keep his job he said no my family lives here my wife's pregnant he came in joined us as personal lines a salesperson within six months to a year i was like oh shit i told you i told travis my business partner this guy's uh he's a little different dude he he after about a year and a half i thought that he we would lose him and the reason i thought we would lose him is because we were not as organized as he's used to working inside of so then finally we gave him we made him an offer um and what but right before we made him the offer um we took the team out on a thursday and we went up to the local tavern we're sitting there drinking and having some some beers and everybody's leaving and wallace comes up to me jeremy and he says to me he says i can fix your agency but i just need you to do something for me and i said what he said write the check and get out of the way it's exactly word for word what he said to me now you have to keep in mind jeremy and i have been friends since we're 14 i left that part out of the story right but even he even said it respectfully he said jason write the check and get out of the way so i went to travis i said travis we need to write the check and get out of the way i think he's going to be able to do the things that he needs to do here we are a year year later a little of a year later oh my god i mean oh my god my agency is absolutely different but here's my point here i'm not bragging on him i'm saying that you said about creating that tia risk that now opened me up to actually where i can do the things i'm good at i have sarah lynn who if you guys have seen any of my graphics she's unbelievably great in graphics now i can help her now i can build out tia risk now i can do these things that we need to do we're going to a trade show for non-profits um here in two weeks right we're now being able to get out of the office and do that thing that's going to start spurring business because we have somebody who's doing that um we have 60 some google reviews over the last 10 years we've probably gotten 30 some just in the last six months right because of the things that he's putting into place we get surveys he's sending out automations and surveys people are writing back and saying yeah i do want extra insurance i want life insurance or i want health insurance or can you quote my boat i mean shit's just happening that is just vertifor actually just saw what he was doing and they're going to bring him on to a freaking webinar and have him open up our az so he can show people what we do my point is this i wrote six figure check to make it happen that was the check i had to write for him and then all the other stuff i already had that in place it was just a freaking mess right and it and and that's the thing and i'm talking with somebody and you know who this person is in a group chat and they said oh well i have a coo and my immediate reply to was no somebody who makes six figures because they're worth it yeah an office manager and a coo aren't the same thing they're not the same thing you're not going to find a good coo for 50 to 60 to 70 000 it's just not it's yeah you're not a coo if you're making 60 000 i mean you're in new york but even in southern illinois i mean you're not gonna you're gonna need nowhere 80 90 minimum that's starting you know um and then think about this you have to also think that there is a legal thing out there called sweat equity it's legal like you can legally put it into contracts because someone like someone like jeremy someone like other employees we all have is not interested in being the owner and the big dog they're not but they are interested in getting a piece of the profits so using things called sweat act or not sweat equity uh sweat um sweat shares and it's not sweat oh my god i'm such an it you're talking about equity synthetic shares i am so sorry if i could say the wrong word synthetic okay i was waiting for you to school me on this legal concept sorry sweat equity sorry it is my lawyers told us about it because here's the deal because that's what we want to do we want to give him 20 30 40 40 ownership of being the um synthetic shares so let's say we give him 20 well then now he gets 20 of the profit but he's not anywhere an owner of the insurance alliance yeah see so there's phantom equity there's deferred comp there's profits there's all kinds of different ways you can structure the guy told us it was yeah the concept is you don't own actual equity but you have a share of the profits yeah absolutely yeah that's what the guy had called it synthetic sharing or whatever the guy there's a bunch of different there's a bunch of different ways to set it up in a bunch of different terms but yeah and it's like official right it's not like you and your buddy sitting down having a beer going all right man i'll give you 20 percent like this is contractual shit you know so i thought that was pretty cool um so what i'm saying is is somebody who maybe can't afford that hundred thousand maybe you can afford that 70 or 80 and you can understand some synthetic shares of saying hey if you can do what you say you're going to do in three years if we're at this level you get this cut you know that's not very hard to do and a lot of people who are coos or coos and they're operational people they don't want to be owners they like being the number two or three person yeah so anyways hey how's your thing going i know you've got uh can we talk about that insurance what thing you talk about whatever you want michael uh insurance labs yeah yeah it's going good you know i think that um you know i think you you it's going good i don't even know what you're doing with them i know that you were talking with them so oh yeah so they're there so so michael and insurance labs uh his company insurance labs michael blake and his partner kevin kelly uh are basically at our are have come in and are doing a consulting engagement for us and are acting as cro and coo respectively kind of getting us up to speed using their industry expertise and then their role their goal is um and like a 12 months period to basically put together job descriptions and that will allow us to hire permanent employees in those positions moving forward so essentially we brought in two consultants that will kind of you know allow me to you know it we're we're running a we're running a very fast move you know i probably made every billy williams would hate rogue risk let's just put it that way get 10 million things going on we're in a million different directions um all kinds of different projects and it's a lot to manage at the same time i refuse to operate at a conventional pace good for you so you know good for you it means that i have to deal with a a large amount of stress it means i have to manage a lot of projects have to be able to maneuver my brain from one project to the next it's stressful i make mistakes um so you need them to kind of help you form that and what you're doing keep that between the rails i need veteran people who can come in and take on these big tasks and execute them properly um because for better for worse i refuse like i said i refuse to operate at a traditional pace intent i don't want to be like well 10 years in you know finally looking good fuck that like i think that's great and i'll be honest with you there are days when i envy the people who are like who's 10 years in they're hoping to kind of get to a good spot i just do look i'm a i'm a i'm a adhd irish catholic fucking crazy person who lives in the north and has zero patience i have zero patience you know i see all these memes about oh patience is the key to it and i think they're all true 100 i don't think i'm not it's i just can't it's not the way that i'm wired you could drop all the adjectives and just say you're from the northeast and we all the rest of america we know what you're talking about well yeah so you know it just long oh also republican though that is a little unique yeah republican from the northeast now we know who you are yeah well i'm republican on some days uh independent on others it depends that's the truth that's the damn truth yeah what's up guys sorry to take you away from the episode but as you know we do not run ads on this show in an exchange for that i need your help if you're loving this episode if you enjoy this podcast whether you're watching on youtube or you're listening on your favorite podcast platform i would love for you to subscribe share comment if you're on youtube leave a rating review if you're on spotify or apple itunes etc this helps the show grow it helps me bring more guests in we have a tremendous lineup of people coming in men and women who've done incredible things sharing their stories around peak performance leadership growth sales the things that are going to help you grow as a person and grow your business but they all check out comments ratings reviews they check out all this information before they come on so as i reach out to more and more people and want to bring them in and share their stories with you i need your help share the show subscribe if you're not subscribed and i'd love for you to leave a comment about the show because i read all the comments or if you're on apple or spotify leave a rating review of this show i love you for listening to this show and i hope you enjoy it listening as much as i do creating the show for you all right i'm out of here peace let's get back to the episode so to so so here's the deal so we came on here because i invited myself right yeah what did you want to talk did you have a specific i have a standing rule that if someone comes to me and they say jason i want to talk about something can i come on your podcast they are immediately six months banned i will not ask them for six months i just don't like it it drives me crazy right i have a methodical way of how i get my people and so but i'm doing that i'm that guy i'm the opposite i'm so lazy with guests that if you want to come on and you're i find you interesting um i'm like okay let's do it no no no no no so march 22nd yep of 2023 will be 10 years that's the first day i released my first podcast agents influence march 22nd of 2013 that's crazy it's the the team can't really truly tell but we know it's 800 820 plus podcasts wow that's a lot there was about three years there where i was doing three a week so i was hammering it away i don't know what i was doing how i was making any money i probably wasn't at the time so so um what we have done is um my house cost 280 000 god i wish i lived in centralia you know what i could get for 280 000 in new york they give me like they give me like a quarter of a house look at me like one room and a house 3 000 square foot on a lake i mean dude it's it's gorgeous it's unbelievable but anyways here's the point here's the point um in the last month and a half i've signed three contracts with three hundred thousand dollars plus for indie tech showcase experience so i mean i'm all in on this sucker you know i'm all in probably freaking my wife out a little bit more than i'm freaking myself out um it's been a while in my life that i've been waking up at two or three in the morning that was two three years ago when i was still trying to worry about clients every day i'm starting to do that again but here's the deal indie tech showcase i went to itc back in 2023 or 2022 i've been there in 2022 and 2021 2022 and it's an absolute joke for independent insurance agents there's nothing for you to do there unless you're jason or ryan and you're like just networking in there to talk with people and stuff like that it's very good for that reason um so then i looked at it and i thought to myself what if we could recreate this for independent agents then a couple weeks later i went to applied net and i realized they have the best tech show the problem is it's just applied so i thought to myself what if we took what applied kind of does with their tracks their educational paths they teach and then we kind of brought in the itc um the insure tech connect that method i think that we could do something so then upon doing that back in 2014 when i wrote my book customer service is just foreplay it's the modern customer experience that will separate you what i did is i took the customer journey and i broke it down into six sections and in those sections i color coded them and in those things i made a big graphic where i put the tools that you would use in each one of those sections yeah well today ryan those tools have been come to become technology and platforms and now we need to expose those it's just not so much so what i have done and i can show anybody you can watch my video it's on youtube but it gives you a little map of it um i have rented equivalent um a 1.6 a little over one and a half times the size of football fields huge exhibit area and i tried to figure out how i could create the customer journey so that as somebody walks through the exhibit they walk through the customer journey and they experience the technology that they would that they would use at that point in time and sometimes that technology may be used in many different areas of of the of the uh journey so we're creating that and it's a very unique thing and it's all color coded you'll walk from one to the next there will be tvs that you can scan and you'll tell you everybody who's coming up next and there will be signs at everybody's booth that says here's who we integrate with you know all the management systems won't be spread out they'll be all together you know and they're and everybody pushes back on that and i'm like guys car dealerships do it restaurants do it so grocery stores do it walgreens is always next to cbs like they all want to be spread apart from each other because they got that old old school thinking it's like no no you guys want to all be together if you go to itc all the tech is all together right so it allows you to look at it right yeah that is a nice part of what uh weintraub has done with that is like if you like look let's say you're looking for a life insurance vendor they're all kind of all the different pieces of that puzzle or in one section or you're looking for health they're all in one section or whatever you're looking for and it's very big and still overwhelming but you have to do something like that then we're going to have educational paths that'll be running in the morning in the afternoon um and but here's the other thing i'm also creating a thing for vendors right so the vendors i'm creating an experience for them they're going to have boosts that someone can come and talk to them about their product and they can say hey if you want to find out more about my product i'm on the north demo stage we're going to have two large demo stages at the end of the facility um to be inside the hall to where they can they're going to have two screens on the side big stage 30 seats in front of them and they can demo their product and then we're going to have a little side area where then they can go and then finish the deal maybe get them signed up or something so i'm trying to create a sales path also uh for the you know what would be pretty cool is if you come on created like branded cards say the event logo on the back and they're the vendor name and the demo time and place on the front and give those to them as part of the sponsorship that they can then hand out to people and be like hey don't forget or maybe there's like a qr code that puts it on their like google calendar or whatever and like now that vendor can be passing out because you know oftentimes if you just use the app so so i'm a big fan and in conferences of integrating physical touch things with digital things because i like when i i like having the everything on the you know all the events usually have an app you know and i'm assuming you'll have something we will yeah we'll have an app and i like the app i'm not knocking the app but then i also like to have something i can touch and put in my back pocket because sometimes i don't feel like getting into the app i just want a quick look as a reference and just go oh okay this is where i need to be boom right and then you kind of know that makes sense i'm putting this down in some uh notes here i like yeah like and like the branded cards they hand out for demo yeah and the yeah and then and then the back side you know the back side with your logo it it's advantageous to you because it's just reinforcing look how cool this event is and what you could get is like two or three cards you're collecting two or three cards from vendors in your pocket you're like okay i got to be the north stage to see this vendor and then two hours later i got to be to south stage so i want to see this vendor and maybe they're color coded with which which with which side they're on or something i don't know there's just something there i like i like the integration of uh because because sometimes just having a piece of paper with the schedule on it is easier you know you put in your back pocket or you fold it up you put in your pocket and then other times you're like you want to scroll through and look at the app and kind of plan what's going or maybe in your hotel room before you kind of launch for the day you know i but i do think sometimes conferences that go too digital you're like now i'm writing shit down or or or it's no digital and you're sitting in your room like what am i supposed to be i don't even know now i gotta go downstairs and figure out where i'm supposed to be that sucks so you know marrying the two is a really kind of cool sorry that's kind of new no no no no no it's not no it's not i i haven't actually talked specifically about you so i would love that i mean i have talked to everybody and their brother on this thing i'm telling you what i've pulled out all favors uh hanley so so here's the deal um this so more to mention on this not only have the educational tracks that are going to be going on and teaching people about technology we're going to be having a big party with a big band on wednesday night but also we will have an opening session so we'll not have speakers all day i will have three speakers in the opening session on wednesday i'll have three speakers on the opening session on to on thursday that's it we're going with high power not trying to eliminate uh bore everybody all day now what i would like to do what i wanted to state also is it's august 29th 30th and 31st that's the last week in august it's a tuesday wednesday thursday tuesday is actually indy sales so that's for young agents only 35 years or younger three years or less in the business that is just for them they pay 399 and they get to go to indy sales and indy tech for any young agents 3 399 to come we want it to be cheap here's the other thing about our price before i go back to the speakers our price is 599 for the first person in your agency 399 for everyone else my food costs ryan are 407 i'm losing money to make sure that i get everybody as many people as i can inside this damn thing that's that's the key on thursday after um the keynote speak which by the way will be jim harris international i swear to god he will is going to be one of the talk of the conference and then one of the next day my keynote speaker is the one and only mr ryan hanley here who i like what you said the other day you're going to do a tech centric is that what you said i like that i like that and it's going to be new stuff i told him he can't use anything this is brand new so i told him i said hey dude if you want a half million dollars for to do this i need some new shit so anyways dude so anyways hanley the the stuff you did and i had you come on doing the mastermind with your leads and your process was freaking gold dude by the way so here's my most important and my my most excited thing i thought to myself about two weeks ago i thought you know what we need the ceos we need to we need to solidify the fact that this is switzerland this is not about the big guy this is not about the pia this is not about the large companies applied in vertifor who dominate the market this is about independent insurance agents and the technology that's provided for them let me challenge your listeners 90 or more of the technology that you use in your office right now is not insure tech it's indie tech it is technology that is made specifically for the independent insurance agent to use insure tech is technology that's used by insurance carriers for the consumer maybe to deal with us maybe help with underwriting maybe something that tech insure tech can be technology that's made for the consumer that works with us or that works with insurance carriers but we're talking about technology that works specifically for us so what i did is is i invited reed holsworth the ceo of ivan's he said yes i invited um amy zupon who's the ceo of vertifor she said yes i invited mike becker of the pia he said yes the ceo of that and then i have two other invites out i have one out to taylor rhodes um the applied ceo and uh taylor is a great guy and is somebody who's very um committed to the industry i could imagine he would probably come unless he has some other assignment of me as a ceo and then i also invited charles simington which is the incoming ceo of the big i um and what i want to do is i want to talk to them about technology and what are their thoughts and how what are the initiatives they're pushing i mean they they understand that their audience their niche is independent agents what are they doing are they working together are they not working together what are some of the things that we can do um i would like to see um some technology incubators made here in america we're going to try to take a huge amount of the money that we make and we're going to try to give uh i would like to probably right now we're talking about giving it to obby knight because of the technology incubator uh program that he has created in in north carolina which is ahead of its time um and i'll end with this ryan here's what the crazy thing is i want independence to know this again 148 people that are on side this on this excel spreadsheet i have a committee of 23 people that are helping me put this together and we have four people that are doing nothing but call are calling people 148 ryan companies that are indie tech carriers that are creating technology for us right now and i know less than 30 of them i talked to a guy yesterday or not yesterday last week his name's carl i can release the name of his company in about another week and literally he has ai built into an agency in michigan in the browser bro and he's able to predict what these people are doing next because you know you need for chat gpt you need a large language model to fill and answer the questions of the world but actually bro you don't have to have much data points to understand the data going on in your agency and when you put ai into the browser and you have your staff using it within three to four weeks 90 to 95 percent of everything you normally do that computer now knows and now when it can do that the simple things of when it when you get an email and it says hey man um i can't talk right now but can we talk tomorrow can you send me some times the ai's reading that there's no reply in to that email that's already being taken care of so i can actually see with jason cass owning a ve company unless we decide to transform as a ve company we ain't going to be here in five to ten years no freaking way yeah yeah so that's why i created the other big one is so one i'm so excited for the event and honored that you would think of me and and to be honest with you it's the first presentation that i've had any level of anxiety for um and i don't mean anxiety like in a negative way just right yeah just what we do like i want to crush it i want to yeah i'm excited you know so maybe anxiousness is probably a better way to put it because you know and look i got one at one city world tour um i got to kind of you know i had a little warm up in buffalo which was awesome and big shout out to doug benz um and my cousin uh cara rozak for having me in a great event that was kind of a awesome group and it was kind of warm up and then at one city world tour i got to kind of rip again and bring in some rogue stuff which you know i got some speaking gigs lined up for this spring um one one of the advantages to being divorced is that i can travel again without getting shit which is awesome um so i'm i'm excited one of the advantages one yeah one of the advantages yeah so i'm i uh so i um i'm excited to be back on the scene and doing some speaking that's been great but like you know it's basically a um uh uh the next the next iteration of a lot of the similar concepts that i've been talking about just kind of for 2023 and and and if you've heard my previous presentations there's maybe 40 is the same but there's probably 60 new but it's all right in my head like clear as day like i can do it i do it without slides i don't talk to slides people you know probably know that by now um you know i get in the audience it's it's i can do it i can do it like i can breathe and i love it but but this is different this is a different thing it's a new thing i want to i have some very specific points that i want to make that i want to get across and um i really want to deliver it well so i mean honored honored beyond belief to to be part of it and i'm so excited that you're doing this because this has been something you and i have you know around for a while is this idea that um the the insure tech the i am so glad and you and i have discussed this in different times so glad that indie tech has been the nation the uh the natural evolution out of insure tech or or or a branch a very solid branch out of insure tech that has developed versus this you know you know what that what the what the what was being said very early on which was like we're going to take your lunch and you guys need to be discerned you know all that kind of stuff i'm so glad that insure tech really has found its place which i think is tremendous and so happy so many amazing insure tech carriers and um i've been blessed enough to be uh uh an angel and an investor and a few of them now and that's probably one of you know i don't talk about that very much but it's one of my favorite one of my favorite when i'm that's cool on being an agency owner i wanna i love being an investor i love it i love the connections i love digging into the businesses i love being able to add value or you know put people together match make uh you know i'm that's the mathematician in you that's that mind you like that matching and patterns and shit well you know what it knows so well i think i maybe maybe um you know really i only graduated with a math degree because i found someone i could cheat off of that would allow me to graduate but most people don't even take a math class but anyways go ahead that's true yeah that's probably true but um but but uh uh in the last year or so in doing a lot of therapy i guess or counseling post the divorce um i have real you know realized and now i'm kind of officially diagnosed with adhd which doesn't that's not like you know but what it what i realized what it's really helped with the diagnosis people say well what does that mean what does it mean because i've mentioned it and people said well whatever um it has only helped me in so much as now i can communicate with people better and understand when something goes on in my brain now i understand why it's happening and i can um either run with it or i can be like ah you know this is not the right time to follow that path share that thought you know whatever but what it does allow me to do um which is one of the things that i love about it and i was reading this article about like you know adhd as a superpower instead of a a set of handcuffs which absolutely bro which it can also be you know some some people and i think for at certain times in my life it probably was handcuffs for me um but at this point it allows you to take like when i'm on stage right and you probably know this because i've seen you present as well although you're a little more methodical than i am um it allows me to have different narratives happening at the exact same time so if anyone's seen me talk um i weave multiple thoughts in and i can i go contextual and then i bring it back and then i tie it in later and it's like i can pull from these different narratives happening simultaneously at any given time and what if i'm having a conversation with someone i need to be very focused now that i know that that i have this adhd i can just be like just operate in this one narrative ryan don't get off of this narrative this person's going to get confused or your message is going to get crisscrossed because before i would go over here and people be like what the fuck is it's like a mental self-awareness i like that you know because i didn't understand when you're when you're just sitting there and you don't know something you know you don't know and this thought hits you i don't know i would just share it and then people be like what the what is wrong with this guy like why is he talking about that right now and now i know don't share that thought that's inappropriate but at different times you can let it happen and it really helps you and um i don't know how i got that oh so to the to the so that my what makes me anxious and excited is i wanna is that in my presentation that i do today i love to take as many of the narratives as i can and weave them together in this story format and all this kind of stuff and that's what i love to do as a presenter but in your presentation in the indie tech one the challenge for me is i i want to be able to do that in a very very deliberate way because my presentations when you hire me to present or i come present to at your conference if anyone's listening who does that um it's very much like improv i know the goal but how we get from a to b is going to be unique every single time every time you hear me speak it's different it's never the same thing right and you know that you've said right true yeah never the same thing i know where i want to get but how we get there is going to be a unique path based on how hungover i am how much of the audience is hung over what the temperature is what's going i mean i'm joking but you know there's gonna be a million variables kind of on the hungover part but um but in this i don't want to do that and that's what's excites me that it's like this is like this is probably one of the biggest things you've done and i want to be the best version of myself for you as your friend i want to deliver to the audience and i think that this event in particular is has the potential to be what where i would have loved to have seen elevate go had everything not happened with trusted choice like this to me is the natural evolution of where maybe that event would have gone and i'm so excited to see that i think the appropriate person has picked up that mantle and it's putting it on dude i just couldn't be more excited for you or for the event i i'll be honest with you i tell every vendor indie tech that i'm on that i talked to you ryan um i'm doing this for you and i tell it to every one of them like i don't have a i don't have a dog in the fight i don't have a tech company i'm just doing it because i'm tired of people asking me so where do you use wonder right in your process and uh hey what's these uh automations you're always talking about there at easy you know i'm tired of people they need we need a place where you can go when somebody goes to their local convention at their in their state they're going for ce credits they're not going for the trade show to look for technology and they can't anyways because there's not all the technology there but here is um something i wanted to i want to hit back on this is important right and this is important you've talked about something um you know um for uh fetterman i think his name is the senator out of pennsylvania and they should have never elected yeah because of all because of all the that we're going to go through but the point is he's coming his wife is the antichrist he's come through and he has um and and for all the listeners i'm not agreeing or denying that i'm just i'm trying to keep my focus no he nodded when i said that his wife is the antichrist he should have never been elected he nodded but i'm but i don't want to go down that road is what i'm saying um um not yet though but but mental illness mental illness is a is a serious thing and and to be honest with you i don't want to say it's not a serious thing it's it's it's what it is and and like it's like um having um having heart disease is a serious thing but but it is it is manageable right and i'm not saying that's a terrible probably example but here's the thing i have bipolar disorder um i'm on the manic side i am medicated um i take 200 milligrams of lamictal every day that's what jason takes um and and here's the deal my dad has it um a lot of my family uh has got it i tell i i i talk to young adults about this because they feel like weird about it like and when i say young adults i'm literally talking young adults 18 20 24 year olds and doctors will have me talk to them and the reason is as i explained to them that actually is the biggest blessing they've probably ever been given but it can actually be the most detrimental thing in their life the only difference is is you have to take the pill if you take the pill and it's tough to find the right one but if you can get through it and you can take the pill you now do have a superpower when you said that i have an absolute superpower if anybody knows my life people would say jason when do you sleep i want everybody to know i go to bed at 7 38 o'clock every night and i get up at 4 30 in the morning and i'm at work by five that's just how my life is right but that's part of that but i have to manage it i love what you're saying i i have to i tell my wife like this not like i have two voices in my head but i do like there's one i have one guy on one shoulder remember the cartoons the good the bad but mine's not the good the bad mine's more of hey cast this is probably as you said probably not the time that you need to have that conversation as opposed to unmedicated well we're having this goddamn conversation right now and i wasn't the man i wasn't the depression side i'm manic the doctor told me he said if if if somebody if we operate between a one and a ten ten being manic one being depression most people operate in that four to six area he's like you kind of operate in that like seven to nine area and that lamictal doesn't bring me back to four to six it just brings me back pretty close and in today's society being different is a strength so that's where this comes it may not have been a strength 200 years ago or maybe 50 years ago i don't know you know what i mean i wasn't here then i will say uh un unmedicated cast was pretty fun to roll through a conference with back in the the early 2010s but my wife didn't think that that was very funny you know and people say here's what people say i'll end with this is what people say this is so important for people here out there they say jason what's the difference tell me the difference and i say to them every time the same thing i don't know all i do know is there was jason before the medication and there was jason after the medication and they are night and beeping day well i'll tell you from my perspective knowing you both before and after obviously not knowing you when you were a kid or whatever but you know we met what 15 years ago oh yeah and um and the difference for me is you were full of potential before the medication you are realizing that potential with the medication well said i liked it yeah i like that what i see in you is that dude the ideas i mean your your intelligence your work ethic uh you know you know a certain level of of even brilliance to many of the things that you put together and do and say and how you act it was all there always but you you did not have the ability to harness it until you became medicated and since that time the things that you've done the decisions you've made the places you've taken your agency your partnerships the removal of ego the the the the challenges you've taken on um to me you know just watching from the outside i couldn't be happier for you because it's like here's this guy that that i've cared about for so long and watched and and uh and just to see you kind of doing the things you're doing it's it's tremendous and i'm sorry ryan ryan here's what's important about what you just said someone out there needs to hear that someone out there needs to hear that right they're full of potential but they like you said are are i have they they're looking for a way to release that you know have they done that you know and and and hey dude i mean i gotta admit i smoke a lot of weed i mean it's just the way it is bad i i i remember i used to hide it all the time but i don't it's my creative type i like to get high at night and then i come up with crazy ideas and i wake up in the morning and then sober i execute on them that's a secret i literally have the same exact that was in in figuring out why what is it about me because because dude you know again this is i i don't have the same thing as you but it but it's similar yeah you know in certain ways and like i i'm a workaholic and the reason is is i can't turn off certain veins of thought i literally can't turn them off you'll be like how is it that you're up at five working and you're working until 10 and you're working here and you're working in between all these meetings and you're working and i'm like if i don't work i get into trouble like if i don't lift i get into trouble if i don't coach kids sports teams i get into trouble because there's all these thoughts going through my head well said right you know i mean all the trouble i'm capable of all of it you know what i mean like i you know i like i said before like there's a you know i try to be a very nice person i love people i love being nice to people and and please if i'm being nice to you it's genuine you know but there's also this fucking murderous side of me that i can't help and like and to that point what i found is what what in particular and like i love a good cocktail like anybody else but oh yeah but what weed in particular does for me is it gives me these moments at the end of the day where i can take and choose almost and i don't know how to describe this to people but i get to choose the narrative in my head that i want to pursue and just one of them if that makes sense they may not make sense but like that's good if i would normally go to bed and i'd be thinking about this thing that has to be done and this person i have to call and this thing and what's my schedule here but and and then and then all the creative ideas and all that's going on at once with the with the you know smoking a little joint at the end of the night allows me to do is go i'm just gonna think about this one thing or or hey i'm just gonna mellow out into this into a tv show for 20 minutes and pass out you know or whatever and i didn't get to do that before you know like i didn't understand what was going on with me or like my wife you know well i obviously that ex-wife now but she'd be like what is wrong with you why are you still working why don't you blah blah blah and i'd be like i can't stop i just it's on my brain i can't be comfortable sitting on the couch here with you well not she wouldn't sit next to me on the couch but you know i can't be comfortable watching tv at the end of the night sitting here like i just can't be i can't be comfortable doing it and now you know i'm not talking about smoking a blunt into my face and losing no hell no hell just kind of yeah just like a little past them days yeah yeah it's 100 i can't wake up the next day if i know a little mellowing and it's like ah this is the way normal people are like this is the way normal people are like they just get to like exist and relax like holy shit this is crazy like i didn't even know that this was possible i know it is it is and you know and i've and i've went many many times for a year year and a half right and then like the first time i sit down and i smoke again all of a sudden things that i've been thinking about for six months i figure out the answer to them in about freaking five minutes i'm like dude holy crap i've been thinking about this shit forever it's like you feel like you're constantly i i almost feel like i'm constantly out over my skis just a little bit and it's hard to keep everything together and then it kind of gives it now my my counselor wanted me to go on lexapro which i didn't want to do and it's not a judgment of anybody who's on it and i know a lot of people are i i unfortunately have had a couple of friends try to come off of it and have very very bad experiences and then that's that's what jordan peterson was on and he documented his trying to get off of it and while i do honestly believe that it would probably help me on a day-to-day basis um i don't want to have to think that if i ever want to get like dude i could stop smoking spot tomorrow yeah yeah it's it's not a need it's a tool that i use i do i like you said i do not smoke during the day ever this is like uh yeah i i tend to wind down like nine nine thirty ish so like it's like around that time you know i usually go to bed i'm usually asleep by 11 and like um wow never during the day you know never during the day ever and you know whatever and that's that's kind of my routine and i have complete control of it i could stop it tomorrow i have i've gone weeks because i just felt fine or whatever it was all good but there's other medication you don't not sure about that but you're sure about this i never want to be able to feel like i can't hold a ripcord and get away from something so you know that's why i made that decision and seemingly it's working well i mean you know i haven't strangled anybody in a while so yeah i know i know yep yep yep that's what it is hey man this has been great um i i think i think what we need to name it is um uh uh smoking weed indie tech 2023 and silver bat gorillas dude here's what i will say give everybody uh as we get out of here where do they go what's the website can they can they buy tickets now what's the call to action here well actually here we go so it is a member it's in downtown indianapolis indiana because um because uh hanley has taught me marketing well indy tech because we're indy 10 dependent agents i love it um and it's a 29 town too it is a decent town indy tech that's i-n-d-i-e-t-e-c-h 2023.com that's indy tech 2023.com you can go there now today that as we record it's one o'clock in the afternoon central standard time on february 22nd march 1st registration does open to attendees vendors have already been this will be out by then so if you're listening to this go to indy tech 2023 and registration's open and here's the thing a lot of people don't know i believe we haven't locked this in yet but if you sign up in the month of met march you are going to get a six month subscription to loss run pro okay now this is something love loss run pro big right yes yes we also have some people that we're going to put into a drawing and you're going to get a total tech stack remake by either stack wise or a lava automation so we're we yeah we got all kinds of stuff like both of them to lava automation that used to uh former client of law of automation not because of uh didn't leave because didn't like their service just you know had a couple other things going on i'm a big fan of all that very nice we use them five thousand dollars worth of value on that tech stack oh yeah these are the things that are going on indy tech 2023 thank you very much for letting me be that man ryan you're the man 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