Izik Lavy on How Property Data is Changing Property Insurance

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In a crude laboratory in the basement of his home. Hello, everyone, and welcome back to the show. Today, we have a tremendous episode with you with Isaac Levy, founder and CEO of GEX Analytics, where we're talking about what is possible when we can infuse real-time geo-based data and analytics into the insurance experience, what is possible on the other side, why you may never have to do an in-person, like, physical review of a building again, why that day is coming, why we never have to drive by and take pictures or do walk-arounds, because satellite imagery, video imagery has become so good that it just may not be necessary. It certainly may never be necessary for the quoting process again, but you're going to learn all that during the show. Before we get there, guys, if you love this show, please leave us a rating review.

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I like to kind of start hot and start fresh and not waste all our flavor in the – before we hit record or whatever. So, you know, I appreciate you coming on the show. I think, you know, I took a look through what you guys were doing, and it seems ridiculously interesting. I have a ton of questions, but I like to start kind of at the part that people find oftentimes the most interesting is, like, what's your origin story, man? Like, where did you guys come from?

Where did you come from, and where did the company come from? And you don't have to do every detail, but what you think is pertinent, and then we'll dig in. Yeah, I think that our background is coming from the Tagents Corp. We was, like, searching – we was responsible to provide corporate information from very critical decision makers. So, typically, like, the need is coming from many industries, not only the insurance carrier, but I think that eventually insurance carrier is suffering the most.

And this is exactly where we are coming to the story and say, okay, we want to help the insurance carrier to give better insurance and also to understand better the risk, and also to notify the owner what is the risk that he has, because eventually we see that insurance carrier, they are, like, a channel to the owner. And if we want to reduce – if we want to help the owners of the property, the best way is to get through the insurance carrier. And I think this is exactly what we are trying to do, and this is what we feel that insurance carrier, eventually, they're paying the bills most of the time. And this is exactly where we are saying, okay, if you're looking at the numbers, one minute, just to understand the point, because we are in the insurance space, so we need to discuss about the numbers. So, in 2000 to 2010, insurance carrier lost, only in the United States, only property, $200 billion.

And one century after this, in 2010 to 2020, insurance carrier lost already $520 billion. So, it's almost, like, you know, it's increasing by 260%, like, century over century. And according to all the analysts, we're going to cross the $1 trillion in losses, only property, on the United States. And it's causing us huge losses, you know, just to pay claims. And it's not to give any value to anyone.

And I think this is where we are trying to get to the chain and starting to say, no, as insurance carrier, you can predict the events, and you can also help your client, give them better service, notify them. So, for example, if you live in California, and you have, let's say, many, many trees and many vegetation around your, a huge amount of vegetation around, surround your property. So, by insurance carriers say, okay, look, we see that you're not handling well with your vegetation, please cut the bridge, brushes, for example. Make action to protect your property. And eventually, when insurance carriers can give this comment to the owner of the property or for commercial property, for example, to make action to reduce the risk from storm, to reduce the risk from wildfire, reduce the risk from health, and et cetera.

So, eventually, they will be able to save more properties and also to save lives as well. So, I think this is, like, the main goal for us. And this is why we're so looking and so like the insurance industry. The insurance is huge. How did you get into this?

Like, what was your spark to start the company? I mean, I completely agree with your premise on the business, 100%. I mean, understanding, you know, proper building valuations, proper building risk management, all those kind of things create drastic and significant and almost immediate improvements in both underwriting, losses, properly capturing enough premiums to pay claims, all those kinds of things, 100%. But, like, what, you know, I'm sure, you know, your boyhood dream wasn't to be a geographical building data analyst. You know, you know, where, how did you get to, you know, where, how did you get to this point and what sparked you to create this company?

So, I think, first, I really like this industry of the geospatial and pop tech information. Like, this is where I first find this industry in the Intelligence Corp. And I really love this, like, what you can do with the data. It's huge. And I think this is where I started to be in love in this industry.

And after this, when I understand, okay, so what is the next step? How we can create something valuable? You know, there are many, many sectors and many industries that don't provide value. But, you know, as a young generation, we're always looking, okay, how I can provide more value to eventually to the world. Like, if I will die tomorrow, like, what is the value that I bring to the world?

Like, I'm just, you know, breathing and sleeping and et cetera. So, by looking on this direction, I said, okay, the biggest value that they can provide eventually is to do X, Y, that. And, as I said, like, to protect properties and to protect life eventually with property information. And this is eventually, okay, so what is the role to do this? So, we're also working with, for example, with the World Bank as well.

Also, we worked in the past with FEMA Federal Emergency Response of the United States to make sure that, so we not only do, like, direct insurance carrier. We're looking on another area to eventually to protect people's lives and people's properties and to make the life better for all of us. So, even from the small things to big things. So, I think this is what is good. Insurance industry, again, it's the wonderful, the wonderful industry to make a change because eventually they pay the bill for everyone after the natural disaster, after losses.

So, that's tremendous. So, when we're thinking about this property information, you have both residential and commercial buildings. And one of the things that seemingly separates you, and I'm interested in this, is the idea of this 3D aerial imagery. What does that mean? How do you collect it?

And why does, why is that an improvement? Why is that an advantage? So, I think when we're looking on the entire area, we need to create, like, not only looking on the 3D environment, also, like, we need to look on 3D environment. And I think, objectively, when you're looking on the 3D environment, you can receive much more insights. I can give you, like, from the smallest insights.

So, there are water body, and you know what is the distance between the property and the water body. But, when you have the 3D information, like, what is the height of the property, and how many stories you have there, and also, the water body, what is the height of the water body, and what is the distance, so, it makes the entire picture differently. So, if the water body is very, very close to the property, but actually, like, 10 meters less, or, you know, 20 feet less, so, for you, the insurance, so, the risk is very low. And, but, if the water body is very high, like, even far away, but very high, and significant water body, so, typically, you will understand better your flood risk. And, from stone, for example, if you have tree around your properties, so, when you know that tree, okay, fine, like, every area in California, every area, almost, like, in Florida, you have trees around the properties.

But, if you know, for example, what is the height of the trees, so, you know, the trees is two times this property, and it's very close, or, for example, it's only one meter, this tree, and it's very close to the property. So, the entire risk is changed, and this is exactly what we provide. We can continue, like, with the slope of the roof, for example, and you have this information, like, today, on the NUTCAT modeling, like, AIR, and it's feeding this information, and it's missing from a insurance carrier perspective. So, where do we provide this information, some of this already included, and some of this is not included, but it gives you an entire different perspective on the environment, and also by the risk. That's a really interesting, that's a really interesting insight, because, you know, I'll tell you, that's the battle.

So, where I'm located is upstate New York, the Albany, New York area. So, we actually, people who aren't familiar with the geography, it's actually where the Mohawk River, which runs west to east, and the Hudson River, which I think is the third largest river in the country, runs north to south. It's where they meet, is basically this Albany, there's another city, Troy, but it's where they meet, and it's a valley. So, there's basically two mountain ranges, and then the Hudson basically carved out this valley. So, you'll have people that live, you know, a quarter mile or less from the Hudson River that are 400, 500 feet above the Hudson itself, because of the slope, right?

There's a tiny amount of flat area, and then it goes up, basically, Albany and Troy are built on the sides of hills, and ultimately, not mountains, probably more like hills, but, you know, smaller ranges. And, but there's no risk of the, let's say, if the Hudson River floods those properties, we have much larger problems as a society than that flood, you know, at those places. And you would have battles with the insurance carriers around flood issues and water issues, and I'd be like, no, I get that this pin and this pin are too close for you if it were flat, but it's, you know, people can't see me, but, you know, there's a substantial difference, and you'd have to have this battle every time with them about that. And, you know, it just, you know, and what I'm hearing you saying is that, at least in that one particular use case, this type of 3D imagery solves that problem. You can give them both the height and the distance and say, look, there's no chance that this property floods.

It's 350 feet above, even though it technically is within the horizontal distance that would be a flood. Is that, that's accurate? Accurate. And actually, that might pitch. So, I think, you can steal that story.

You can say, I know this guy up in New York, and here's what, you know, you can steal away. So, so let's, so how do you, how do you, how do you get this imagery? Like, where, where do you get this from? So, typically we have a couple RL imagery data source. We're not related on only one RL imagery.

It's very important for us. So, today we, we, we find like many insurance carriers that using some type of RL imagery, but eventually if they cover only 70% or even, you know, 74% of the entire book, it's still, it's not giving service to anyone. So, I think to be able to provide to anyone service and good service, even if you're living in suburban in May, or if you're living, for example, in Montana, or if you're living in New York, eventually the insurance care needs to serve everyone. So, I think for this, we have to work with many, we're working with several RL imagery providers, and also to provide the most recent RL imagery to our client. So, this is our first priority.

And I think this is regarding to the RL imagery, so we use aircraft, and also we're working outside the United States, and outside the United States, we, in some places, you know, the insurance carrier that insure everywhere, every, every, in the entire globe, even in China, for example, you will find an American company that insure that. So, typically we're able to serve to the insurance carrier everywhere, and this is one of our biggest advantages. So, for example, in Australia, almost all the insurance carriers in Australia are using our data. For example, in Japan, we have huge insurance demand from this area as well, so we're able to serve them as well. And also, of course, in the United States, and we're growing in footprint, because eventually, like, we're thinking that we're living, like, in the United States, and it's only our area, for example, New York, or, for example, California, we're living in one state, it's fine.

But eventually, everyone's suffering the same problem. And as we know, the insurance space, it's one, one global market. So, if there are huge events in Florida, it will influence all the entire range rents world. And range rents, if it will be influenced on the range rents, eventually, it will influence all the insurance carriers around the globe. So, even if I'm living in, for example, Miami, I will have this influence.

And even if I live in New York, I will feel the influence of raising of the insurance carriers, raising of the premium. So, I think that eventually, everyone's suffering the same. We need to be able to help to all the insurance carriers, 100% coverage, and also the 3D information. So, we have to leverage as much as possible at that time. Yeah.

I've actually seen one of those planes that's canvassing fly over our area before. It's kind of funny. You, like, see this plane, like, crisscrossing, you know, kind of doing, like, a lattice pattern across the area. And you're like, that plane is, what is that? You know, at first, you let them know what the hell they're doing.

And then, you know, and probably most people don't even pay attention, but being a nerd, you know, we're all nerds in the insurance industry, you're like, I see, I get what they're doing. You know, they're making this pattern that's a little too, you know, it's not just someone out for a ride. Like, it's like a legit, I can watch them working back and forth. And it is pretty wild how that happens. So, okay, so you, you have this imagery data and then basically what, what your company, what your software you built does, it's actually taking and, and, and, and it's able to analyze these pictures.

So I'm assuming, is it, is it video footage? Is it, is it actual pictures that you're getting back? Is it both? Like, how are you able to decipher, you know, from this, from this plane flying over? And I guess this is probably some of the magic that maybe people who don't understand how the technology works, maybe just give them some insights.

This, this plane flies over Albany, right? It goes, it creates a video or a set of images and they deliver it to you. How does that turn into you knowing height, distance, you know, the, the, all the way down to the shrubbery of the building and, and how different, you know, there's a little crick behind your house that could, that could overflow. But this, this one over here is not a problem. I mean, we need to adjust, like, how do you, and maybe I don't, without giving away the secret sauce.

And I'll tell you very few people who are listening to this podcast, no ones and zeros. So even if you told them that they probably couldn't do it. But, you know, the, how, how does that actually work? How do you, how do you create that type of, how do you create the structure in the images? It's probably a way of asking that question.

Yeah. So typically we, it's, it's not a, too much secret sauce there. Like we, we go by high level because we don't want to be too much nerd, you know? So typically we're using, we're leveraging AI machine learning models and the most, the most sophisticated models on the industry. And we also develop internally.

So we have a couple of doctors and PhDs that are doing it. And also from another end, we also leverage a algorithm, the independent. We have several patents around this algorithm that allowed us to be able to enrich our AI models and also enrich our results. So in this key, we're able to also to provide a 3D environment and also not only the 2D environment. And, and as we're looking, it's very simple regarding the 3D information.

So as you have their imagery, so you typically have one imagery from one that's looking on the same meaning. Like you imagine that you have two imagery on the sky from different directions, different angles, and both of them looking on the same meaning. So typically you create their translation between these two meanings and also the point of the, on the ground. So we're able to create this 3D environment. And the secret is how you create it in scale and how you create accurate results and better data and et cetera, et cetera.

So this is typically what we are more focusing on. And yeah, I hope it was, was in. Yeah, no, that makes a lot of sense. I mean, basically you're getting different pictures of the same structure and then the algorithm is able to pinpoint the structure and kind of pull all those things together. And then, so you get all this, this raw data from the images itself.

And then one of the things that you guys are doing is then taking that and actually going a step further and saying, okay, so we have all this raw data pulled from this imagery. And now we're able to say, and now we're able to say, not just that a shrub exists, but that, you know, again, just using your example from before that, that this shrubbery is actually creating a fire hazard situation because it's too close to a building. Or this tree is overhanging a series of power lines that, you know, is in a wind zone that could easily be pulled down. And so that must have taken a lot of effort. I'm assuming that there's the first stage, which is the flat nerdiness of, okay, pull all this imagery, pull out the raw data.

Now we have the raw data. Then there's actually the business piece of it, which is coming in and starting to execute that. Talk a little bit about like, how do you start to determine, are there just straight regs that you're working off of? Is it you bringing in expertise from actual insurance carriers, risk management, PhDs, et cetera, actuaries, you know, that are getting involved? Like, is there a whole pool of people helping you determine what the actual insights are that you should be pulling out of that raw data?

So typically we, the most helping people, it's actually the carrier himself, carrier himself. So we connected to many carriers, to their clients, and we're always looking for new demands of data. And always be able to receive insights, okay, this is interesting for us, but right now is a bushes and wildfire risk is more interesting for us, or for example, storms. And this is what we try to get. We provided the data, taking the claim information as well, and create, and see if there are correlation between the models and the claim data.

By this, we're able also to learn the insurance carrier, what is the ROI that you can get, and what is the insights and correlation between their own attributes and the claim information, like historical claim information. So we're able to compare it together and to see actual ROI. And after one year, they use it. So they say, okay, I able to reduce my risk in X amount by notify the property owners, for example, with the most highest risk. Or, for example, by able to take the new sales, like the new quoting, and to offer a better price for the new clients.

So, and a huge amount of analytics, how you can take this information and convert it to the profitable area. And this is, I think, what the insurance carrier are focusing on. So, absolutely. So, first, we're working very close with insurance carrier. Also, we have a great advisor.

He was a chief analytics officer at Chab and also in Greenery. So, we bring a huge amount of information from the industry. And we also use people in the industry to give us insights of what is the needs. And eventually, I think that the biggest insights is to work directly with insurance carrier and receive always feedback against the claim information. And what is the profit they see after one year or two year and et cetera.

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I'm out of here. Peace. Let's get back to the episode. So, philosophically, do you see – so, part of the $200 billion to $520 billion to at some point in the future, a trillion in property losses just in the U.S., you know, and a decent portion of that is the social inflation of actual – the judgments, right? We unfortunately – and I live in one of those states that seemingly believes money grows on trees and is putting judgments out into the world that are, in my opinion, are bananas.

Only people who don't actually spend money could actually create these judgments. But that's part of it. Part of it is just actual inflation. Do you see – to me, risk mitigation has – can have an impact. But I worry that mitigation – there's only so much you can mitigate, right?

Like if you do all the right thing today, you do all the right things in the state of New York. And one little – one thing happens, you can still get absolutely obliterated with this ridiculous mega judgment. So, do you see, yes, mitigation, but is it also a lot about just more like proper pricing, being able to reduce premiums? Because, you know, I mean, everyone who's listening to this, because primarily we're retail insurance, independent insurance carriers, vendors, technologists, and agents is the audience of this podcast. It's the independent side tends to listen to this show more.

So, you know, I think most people are aware that oftentimes it was like, what's your zip code? What's the square footage of your house? Here's your price. You know what I mean? Like that's how it was done.

And what I see out of this and what excites me is to be able to say things like, okay, this house, you know, this house, 1,800 square feet. They could – one could be, you know, could be 1x premium and the other could be 4x premium. And it's because of the actual factors impacting them, even if they're on the same street, right? This one could be – you know, the street could be tilted. There could be, like you say, some sort of water near this one.

This one could be higher with no trees in a wind zone and could have more issues from hail damage or what have you. And it's like that type of pricing difference to me feels much more like to have as much or a larger impact than just mitigation because now the carrier is going to be able to say, okay, we know a trillion in property losses is coming. But if we can price it properly, then everything will continue on as it should. Does that philosophically sound accurate or what do you think? I think it's for both ways.

Like, first, like we know that all the independent insurance agencies, excuse me, like all the independent agencies that typically have the – eventually they need to focus on sale. And every one of us know that every point of question, it can say, okay, why are you asking my personal information? For example, many clients like this, why are you asking my personal questions? I don't know if I can answer. I don't know all the answers.

For example, for many clients and et cetera. And we think that insurance agents, especially independent ones, when they need to give better offering to their clients, they have to focus only on sale. So this is like what we always try to get to the point of insurance agents absolutely need to focus on sale. They don't need to ask questions. They need to be the most polite and be able to just focusing, okay, how I close this deal.

Not only how – not on like how I – asking on his property information and how I feel this information and more focusing on how I close this call with done deal. So this is what the mindset that we want to create to insurance agents. How I pick my phone, doing the phone call, only focusing on sales, and how I close in the same one phone call, how I close the entire deal. And this is what we want to convert the insurance agent from today to tomorrow. And I think this is how we do it, by providing information.

And as an insurance carrier, when you provide this information, you're also able to understand eventually as an agent, okay, the policy will be very high because if you cut your brush, for example, I can update the insurance – I can update the carrier and get you better pricing, for example. So they can take action to reduce the price to their clients eventually. So you can notify – and by this, for example, if this client, for example, will go by himself to the carrier directly, he will receive very high price. But if you, as an agent, already know this information and say, okay, you need to do X, Y, Z, and by this I can give you like four times less price. So most of the time you will do this action because no one – like if something costs $1,000 and you receive discount or if it's commercial property or $5,000, $10,000, so it's much worth it for you.

So I think this is where we see that insurance agents, especially independent, can use this information to create the benefits and to create advantage over the market. Yeah. You know, I – it's funny. I was – I did an interview with the CEO of Plymouth Rock Insurance. This was a while ago, maybe four or five years ago.

It may have even been longer. And they were testing in the state of New York a new homeowner's insurance product. And what they were doing was taking third-party data, such as what you're providing, mashing it together, and basically underwriting and pricing every home in the state of New York, whether they wrote it or not. And then basically what they waited for was one of their agents to come in, punch that address in, and then the price was basically waiting. Okay.

And it caused a bit of an uproar. People are like, oh, you got to talk to that. How can you frontline underwrite? You have to talk to the homeowner and da-da-da. And basically this – I think he's still the CEO of Plymouth Rock, Bill Martin, great guy, very smart.

And I love this comment that he made, which was basically our position is that the accuracy of data of two or three well-done data sources is going to give us a much clearer picture on what the risk profile of that structure is than anything the insured or the insurance agent could possibly tell us. Not necessarily because they're doing anything nefarious, although that does happen. You know, anyone who's ever written a homeowner's policy has bent the truth at least a little to get something in, right? He's like, we believe that, you know, just human beings being human beings, not always remembering exactly. You know, like, you know, you talk to people and you say, how many square foot is your home?

And they'd be like, I don't know. And, you know, and, you know, we're sitting here and going, that's nuts. How do you know how many square – but why would someone think about that, right? They just don't. You know, they're like, eh, it's 1,500 square feet.

But really, it's 1,900 square feet. And, you know, so basically he said, you know, these third-party data sources and the increasing accuracy of them, and if you can kind of cross-pollinate a couple with each other and verify – use them to kind of verify data off each other, you get a much clearer picture and a much more accurate risk profile than you could ever get through just doing a simple survey with a homeowner and putting that in an application and then popping it into a portal. And that, to me, felt right at the time and to this day still very much feels right. Not that you shouldn't ask insurance questions, but gathering the pertinence and the risk profile, specifically about property, seems to me like something we should not be relying on humans for. It should be something that we're gathering through real data, through imagery, through, you know, property records that are cross-referenced with each other.

That feels much more like the future and certainly – and not even the future. It feels much like what we should be doing today than just relying on how someone remembers their home to be, you know. Yeah, absolutely agree. And I think that if you're looking on, like, which agencies working, like, not one year or two years. Like, I interview – like, I had a huge amount of discussion with independent agencies and also dependent agencies, and you see that the differences between, like, agents that are working 10 years already, five years, make great business for themselves and actually create it as a first job.

Like, you see that the difference, as they already told me, like, we need to provide accurate information to the insurance so they will know that I'm the best agent in this area. So I know what I'm insuring. And by this, I receive also discount, and the insurance carrier already know me. So I create a relationship with insurance carrier. And I think this is, like, when we try to understand how, as agents, we can create our future more clearly and also create more profit.

So I think one of the biggest things that we need to do, the action that we need to do is understand better our client. And I think this is one of the things that we see more and more of the insurance agents. They investigate it. They know what they provide to the carrier, and they're doing homework. And eventually, we want to create the entire homework in one second because we want for them to focus on the sales and to close this deal.

And this is exactly what we are looking to help to the insurance agency. So, yeah. So very tactically, who uses the platform? I mean, carrier is obvious. But do you have agents that are subscribing and using?

And I guess explain the actual business to me and who your clients are. I mean, obviously, carriers make a lot of sense, and you've referenced them multiple times. But, like, say an agency, like I own an independent agency. We work primarily with commercial customers, and commercial property is a big part of our business. So I'm looking at what you're doing.

And when we, you know, schedule time to talk, and you're going to be on the podcast, and I'm looking through it, I'm going, And this is really interesting because as a national digital commercial property broker, we don't see in person any of the buildings that we insure, right? So what we do is we pull up a Google Map. Well, that's just a flat image, which hopefully isn't blurry or terrible. And, you know, hope that it was done in the last, you know, five years, I guess. And, you know, and that's really the best that we can get.

So would, is your, you know, is this something that we would subscribe to and get that information? And do you guys have the ability to do things like calculate property value? Or am I just getting raw data and specs out of it? Or, you know, what would I be getting as a client? Let's leave the insurance side.

I think that makes a lot of sense what an insurance carrier would get. But let's say someone who's in that sales function, can they be clients? Is that a good, good client slash use case for you? And what is, what are they actually getting if they, if they were to subscribe? So today we're working very closely with three agencies across the United States.

So it's very important for us eventually to open this entire market, like entire ability, capabilities to the agent. Because eventually, for example, even before, even before the, like when, when you receive all this information to, and what is a process that is cutting your time and spending your time and actually giving you more information that you can extract by yourself. And also, as we discussed about Google, for example, it's not recent enough and not accurate enough, et cetera. So typically what, like, even before that, how will you decide where to pick your phone call? Like, you are very limited in time, you need to do the sales pitch, and who is the right person to call?

So typically by using our platform, we see that many insurance, many insurance agents can, are able to target their audience. So for example, I know, I'm working with a hard fold, I have minimum commitment as agencies to hard fold, for example, of, let's say, example, half a million dollars. Okay, I have to write premium of half a million dollars. I know that hard fold, for example, looking for very specific one type of commercial properties, or for example, home insurance. For example, only home insurance, only policy with a pool, for example.

So I'm able to select, and it's great with condition. And because I, as an insurance agent, maybe I have another carrier that's looking only for the riskiest property on the industry. So I am able to filter my, like, my target audience by using the platform. So this is the first reaction that we see, like, very, very heavily that insurance agent looking for the next opportunity, the best opportunity for them, the next and the best one. And I think this is very important because eventually we are limited in time in our life.

And, you know, we need to be very focused to create big profit. And this is exactly what we hear. And this is the first one. The second one is regarding to when you have a customer on your phone call, you just need to look in for his address. And you can cut the entire chain and try to sell as short as time as possible.

So you don't need to wait and say, okay, I will call you in two weeks. And at the same time, he already closed with another agent, for example, or he already closed it. So you can make the entire sell cycle in one phone call. And this is eventually what we are trying to work with the agencies. And we want for them, again, we want for them to be able to focus only on how I close my next call and not how I call to the next client.

I ask him the question. I investigate it. I receive the information. And after this, calling him back in two weeks and try to close the deal. So this is, I think, that eventually where we are trying to cut.

Yeah, I like that. I like that. You know, one of the things that we're very big at at our agency is instead of, you know, I try to, I butchered this quote all the time. And, you know, everyone listening will understand. But, like, I try to operate this business like the Bruce Lee quote of, like, you know, be like water, right?

Like, you know, I don't come into the business with an ideology. I tend to, you know, find carriers that I really appreciate working with and people inside those carriers that work with. And I say, what do you want to write? Send us out into the market to go find that thing. And that tends to be how we operate Rogue Risk is we don't necessarily have, I don't bring niches to carriers.

I find out what our carrier partners want to write and I go out to them. And what I'm hearing you say is what your company is able to do is you're able to say, okay, if property is something you want to write, then you can actually go to your carriers. Find out what types of properties fit their appetite the best and then target those properties in either your community or region and what have you. And now you have a very clear picture that this is going to be a property that they're going to want. Before you even do the reach out to the business owner or the property owner, you'll know before you make the call that you have the perfect market for it because you've already been able to set the parameters around it.

That's an incredible competitive advantage. And I think that thinking, you know, oftentimes agents, particularly independent agents, get stuck in kind of the way business has always been done. And these types of methodologies and advantages are what are separating, I think, the new wave of independent agent, especially those that are willing to adopt at least some level of technology and new ways of thinking. This is why there's so many new types of agencies that are coming into the market and growing so fast is they're taking concepts like what you're describing and they're actually putting them into use. I think it's tremendous.

Exactly. And eventually as agencies, you know, you need to reach your target. Eventually you have commitment to many carriers and you want to be able to classify yourself and to take all this commitment. Eventually, if you got to the end of the year and you don't have your commitment, so, or you're missing some of the carriers, so they will not want to do the business with you next year. So I think that by having to say, okay, I have this type of carrier that I work with them, as you said exactly, like, what is the appetite for him?

What is the appetite for him? What is the appetite for him? Immediately to say, okay, I want to target everywhere in the United States for me, for example, or for example, for New York to put a ticket to crossing the, to crossing the Massachusetts and even Maine. I can search everywhere my new opportunities. So it's not only related to one zip code or to one area.

I can call to any one of them because I know what they want. Yeah, this is very cool. That's amazing. I think it's amazing. Isaac, this has been a tremendous conversation.

I want to be respectful of your time in our audience. And I appreciate you sharing what you guys are doing. And I think that companies like, like GeoX and you guys, you guys are creating opportunities for, you know, one of the things that's beautiful about the insurance industry is it's very much a choose your own adventure. And what you guys are doing is presenting information and opportunities for agents who love an aspect of the business, commercial property, or have a, who want to attack a portion of the business in this place. I keep saying commercial property or residential property in a way that wasn't possible even five, seven years ago.

And I think it's absolutely tremendous. If people want to connect with you and or GeoX, how do they do that? Where's the best place to get a hold of you, get a hold of the company, learn more? Where do you want to send them? Typically, you can find it on our website, like GeoX Analytics, and find it very, very easily.

This is one way. And also, you have connected information. So, feel free to reach out and we will make sure that someone support you and help you to make your next, the next deal and next, next test. It's absolutely amazing. Thank you so much, man.

I appreciate your time. I wish you nothing but the best. And thank you for coming on the show. Thank you very much. Awesome.

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