Can Voice AI Transform the Insurance Customer Experience?

Ladies and gentlemen, welcome to Insurance Town. I'm the Mayor Heath Shearant and the host of this podcast. I'm SuperPump, you're here. I got my friend, Francisco, hanging out in the background. Guys, I couldn't do this show that my sponsors. And I want to talk to you a little bit about my friends over at PNP Connect. PNP Connect is your one-click solution to getting those deckpages. You need to quote your prospects. And they also help you meet your customers where they are and let them work with you on their terms. Not everyone wants to share their insurance the same way and they want to help you with their link flow. They started doing this method when they first started and they had one way by sending a link, kind of like Venmo or PayPal or whatever. Now they realized they want to do more ways of sharing your info and they've got the intake platform. They've got the one-click solution. They've also got ways to connect through referral partners, all the above. If you're a Canopy Connect customer, go check out your link flow settings to enable the sharing path. If you're not, don't know what you're doing. You need to be connected with Canopy Connect. Go to usecanopy.com/heath and check out your discount. Get a demo, tell the guys over there that I said hi. Also, my friends over at 1/4. They are AI for insurance agencies, save time and win more commercial PNC by automating submissions, quoting, binding all of that with AI. They make it easier, they make it smarter, faster, automating those workflows with AI. You can offload all that manual work and focus on growing your book of business. They've already saved insurance agencies over 100,000 hours. I really can't say enough wonderful things about what they're doing over at 1/4. 1/4.AI. Lastly, in my new friends over at Viva, the virtual solutions that just make sense for your agency. Why do people choose them is because they're insurance trained. They are licensed in so many ways so that if you need a license to someone to work on the front end, you've got them. They are managed capacity services, reclaim 20 plus hours a week by offloading all of that quoting policy servicing, carrier management, all of that to a Viva VA. Go to vvvs.com. They're bilingual, they're licensed. They can handle coverage discussions. They train them on your processes, your workflows so that you can give your customers the best experience. Guys, I'm going to jump out of the way here and bring my man, Francisco in here. Francisco, my brother, jump in here. How you doing, brother? Doing well, dude. Thank you for having me. It's a pleasure to be here with you, Mayor. Finally. Man, I am so excited. And I get to talk to you all the time, but actually get to record a podcast. That's going to be really fun. And I love getting to see you out in the wild when I see you at different events and things like that. So, dude, so glad you came to visit me in insurance town. Did the limo driver find you at the airport and you got the private jet and everything? You're all good. You made it good. I just want to make sure, I want to make sure I spelled your name right and the limo driver found you. So I'm just glad you made it good. Good, good. So, where are you coming at today from? Where are you coming from today? Gally, I can't talk today. Where are you at today? I'm actually in my hometown where I grew up, Lisbon, Portugal. So from that time, I think. That's where that beautiful accent is coming from, Portugal, I love it. So I feel like I know you pretty well. We've got to know each other over the years, but my audience may not. So let's take a walk down in relaying and want you to give me a little history. Talk to me about what brought you to where you are today. It's not. Yeah, absolutely. So it started starting from the end right? Like what we do in very simple terms for insurance agencies is that we pick up the phone and automate repetitive phone calls. And we do that with AI agents. That sound like a human. So for agencies that really have I call volume that alternative is to go and hire more people that have turnovers really hard to find. There's lots of folks in the industry going to retirement. We help them at that stage by optimizing some of those repetitive tasks. So the core team can stay focused on serving helping clients. How did I get here? It's the second part of the question. So I'm already from Portugal as I mentioned. I'm a you know, physics by training. I did physics and then the research in in astrophysics. And I always wanted to, you know, I think that to to be things that we're excited for me. The first one was this, you know, possibility of really having a big impact right? And on physics you have that, but it's an experimental science, right? And things in theory specifically. There's a lot of things that you can be doing, but you don't even know if you are doing something that's real. That's actually going to be applicable to the real world. And that brought me to entrepreneurship. I was like, okay, now, now I like to, you know, building companies. This is fun. Can I have impact in a different world? Right. The first thing I did after college was actually going and working in management consulting. It's one of those big consulting firms that, you know, do projects where Fortune 500. And there's a lot of smart people there. But one of the key things is that you're, everyone was spending the time, and a lot of repetitive tasks. And I was like, okay, this is what business work in the real world looks like. You know, this is something that's not super exciting. I can change this. And that thought just stayed with me throughout the years. Then I eventually moved to the US where I live now in California and was studying in the Bay Area. Silicon Valley where, you know, everyone is talking about technology entrepreneurship. That's also why I wanted to go there in the first place. And out of that, I built a company, an agency, not an insurance agency, but the marketing agency. We worked with some of the, you know, biggest tiktokers in the world. Kind of like a stick top was exploding. So a lot of, you know, organic short form content. We work with companies like HP, Supercell, Exodus, and CrutoEwlett. And we, we scale that. And again, the repetitive tasks came by this, right? Like a lot of the work we're doing was that was really hard to scale. And I thought was it the time to, you know, when I started thinking about that, that, you know, AI, LLMs were coming to market and started, you could start seeing the potential. And that's how, you know, I joined my co-founders and we started what is today's sonnance. And we came across insurance and, you know, we personally, we had some challenges getting insurance as immigrants in the US. You know, that all led us to start working with insurance agents and, you know, the rest is. Came to son today and we love it. That's amazing. I, some of the things I didn't know about. And so tell me, you know, first of all, moving to the US and going to Silicon Valley. What was that like for you being from Portugal and coming here? And, you know, was that an interesting transition for you to live in that area and being surrounded by some of that, you know, technology and some of those brilliant minds there. Yeah, it was amazing. I mean, it was, it was exactly, you know, what I wanted to be doing. And of course, you know, far from family, far from home, didn't know many people. I mean, I didn't know anyone when I came when I moved to any microphone. Actually, we both went to the San Fred, the same in the same year, but different programs, different things. But barely didn't know anyone else since was a great experience on that regard. And at some time was at, you know, at Portugal, maybe like 15 years ago, known in the US in the Portugal. 2017 was when people started knowing about Portuguese or like, okay, I know where that is. That's really cool. So, you know, it was basically all the Portuguese there. So that was, was a fun time. And you know, made a lot of friends and good friends and was super inspiring. And you're learning really from the best you're seeing, the best entrepreneurs of the world coming to your classes, you know, as, and you can learn, can learn a lot from them. And you get very inspired to build, you know, you, you can be too inspired. So, not ever being to, never been to Portugal. Tell me, you know, being from Portugal is that something that, you know, was encouraged, you know, growing up and going to school in Portugal to be involved in more of the technology forward type thinking. And did they encourage that kind of thing growing up in school system there. And no, not really. So the school system here is much more rigid than in America. And so it's more like, hey, you have to have your well defined path. Right. So it's much more about that. Like, you know, you go and you study to be a doctor. Whatever, and you spend like these times is very structured right. Like in the US, you go to college and you can do. You just got your daughter in college, right. So you know, like you have. of all these different programs. You only design the major at some point. Year, you have to pick the major when you apply, and then you have much less optionality, right? And things are more structured. So that's a, you know, it's weird to do these paths and go outside. But in my generation in Portugal, there's a lot of folks that went abroad, more in between Europe than to the US, but they are still some. Yeah, I just love to hear that. Because you know, from studying physics and astrophysics, how in the world did you go from astrophysics to, you know, people dancing on TikTok and making silly videos? You're smart guy. Not even myself, no, the answer to that. I have to be funny. (laughing) 'Cause you're a really smart guy. You're studying astrophysics, bro. I wonder, I wonder a lot of times. So I was, you know, was the story was, I was starting a company and, you know, our original idea was to make a social media app and, you know, certain app, yeah, that's easy, right? And then we pivot to where we ended up doing with Link, right? 'Cause we saw a market pool there. But, you know, while I was doing that, I knew that it was an opportunity, right? Like, we were excited, but I was not super excited for the box, specifically, that part, right? Like, where I wanted in the first place was, I felt like we'd drive much more, impact, be much more helpful in the technology where then in the TikTok world. But, it helped me learn a lot about smart, and viarality and things that are really, you know, really interesting and relevant today. So, I'm grateful for the experience. - Now, leading into the interest part, did Link connect you with the insurance agency started working with insurance agencies there? Is that when you first connected to the insurance world? - No, was later, was when we started Sonnet, and we were there, yeah, exactly. - So, Sonnet started off, you know, not necessarily aimed at insurance. It was more of a broader, and then you slowly began to tailor it more towards insurance industry. - Yeah, we started working with a couple insurance agencies, and we realized, so we're building voice, right? Like, this was early in the voice timeline, right? Voice AI, and that's also something that makes it unique, 'cause we actually own the voice acquisition, we build it from scratch, and, you know, there were not robust alternatives out there. Right, so that was the only way you could do it, which, you know, maybe today doesn't make much sense for someone coming in to do it, but now that we do it, we have much more flexibility and control, right? And we started working with insurance agencies, we realized that for us to really add value to insurance agencies, you cannot be a general, like, you know, general company, right? Like serving everyone, 'cause a lot of the calls are, you know, if you're not integrated with the systems, you're just doing things like, being a glorified voice smell essentially, right? Like, you collect some information, it doesn't really work that well because they're challenges with that, right? You pass the information. Yeah. It doesn't help. The customers just feel like they are talking with a bit more than a voice smell. The agencies eventually don't realize that the build doesn't make sense, right? So we realized that for us to really help automating the repetitive tasks into end, we needed to go very deep in the industry. Yeah. We started having customers asking us for that, and we got excited about the insurance, to share the agencies, you know, the one market. Yeah. And so for me, I cannot stand when I get on a phone, and I get that phone tree, where it's like, press one for this, press two for this, press three for that. And, you know, I know you guys don't, that's not what you guys do, but there's a lot of people that don't like having that automated system, or they don't like having that voice, or that robotic voice. And so, again, working with Fortune 500 companies, working with different marketing companies at whatnot, I know, you know, that was probably a hurdle to get over. And then there was the excitement, obviously, of the LLM's coming in and whatnot. You know, and I had never really heard of like voice AI agents and things that nature until, what, 23, 24, somewhere in there. And so I was like, wow, and then when you guys started doing this kind of thing, so tell me going back to that first thing of, I'm sure that was the pushback that you've gotten over, you know, the beginning stages, and even probably now, like, nobody likes that phone tree, nobody likes that automated person on the phone. - Yeah, absolutely. And, you know, my customers don't like to talk to AI such a common theme in the industry, right? And, you know, there's, there's like this very polarizing opinions, I don't wanna add any eye on the phones. My customers, we are, you know, it's shared with agencies, it's a relationship to different business, right? So why would you have it on the phone? Right, like, to make total sense questioning that, right? I think that comes, you know, part of our mission, or our mission is as a company, is to enable insurance agents, shares brokers to protect the world, right? To make sure that they are able to spend the time with the clients to help them protect their, their, their asks their lives, making sure that, you know, insurances are in place, and that's what really builds trust in the economy, right? Like, insurance is essential without insurance. You cannot trust, you cannot, you cannot turn exactly which are we trying to, we try to, we try to. Oh, 100%. Don't get me started on that. That's a passion of mine. I love this industry and how much it means. I appreciate you saying that. So, yeah, I love that that's part of your mission. Yeah, so, so in the beginning, when you look at it, and we started doing some, we did a survey, right? Like, over a thousand people answered, we published a report, we found is that 83.8 to 3.7% of the consumers already used AI in a customer experience. And most of them have a positive experience, right? What happens is that there's a lot of bad ideas, right? Like, maybe you call, you know, your bank and you have a press one or you set off a press one, you have AI, say what you want, and then you cannot hear and you scream and you're like, they're representative, and you feel like you're stuck and, like, very bad issues, because it's really hard to do this well, right? And when it comes to insurance, specifically what we found is that, nearly 70% of the consumers, the purchases of insurance, right? The clients say that they are willing to talk to an AI assistant if it helps them get answers faster, right? The thing is that when you go on to talk to these voice bots that are L and Bays, like even when you go on talk to, you know, whatever I'm saying, the HTTP team called you use, you'll see that they talk about, right? Like, so it's really hard to, you know, make sure that they're giving you answers faster. And that's why it's super important to have deep, you know, being vertical focus and being really good at what you do here in voice. Because then you can integrate with the management systems, you can pull information, when you're able to do that really fast in real time, actually the opposite happens, then you start being way more, way faster than what a human could even do, right? And we just have, you know, one of our clients, and if you tell, they're going to be clean and posting about these where we are being able to pull the information faster than for payments, then what do you, we will do because we have that connection with the management system, right? And we focus a lot on how to get that to work well. So that's why, you know, when we look at it and we see like what's really behind this, it comes down to a, the experience is not there yet, right? You have a voice, speaks, you know, speaks fine, maybe I cannot even say it's a robot, right? But then it doesn't help me much, right? And then I'm stuck in groups. And a lot of it is also configuration, you know, insurance agents, brokers, you know, they're really good at building relationships, maybe not the best in the world that's setting up a voice agent and that's okay because, you know, it's AI, it's a new thing, no one really knows how it works, you know, it's very easy to have contradicting instructions and then a configuration error may lead to a bad experience, right? So that's why we're super focusing, really, you know, bringing the old experience, building the old product into end to make sure that outcomes are really, right? Yeah, I love that you, I mean, I've heard a lot of other companies have talked around this and agencies do and I love the fact that you are not afraid to own the fact that it's not a perfect voice system. It's not even necessarily about that, which is what I love. It's more about the full experience for you. It's more about providing that value, that functionality of being able to take tasks off a plate or being able to answer the phone so that people can free up to do other things. I love that because I think people get lost in the whole idea, oh, I could tell it's a robot. Who gives a shit if it's a robot? It's not about that. It's about the idea that you're saving that agency time and money and I love that. I appreciate that. Yeah, and that's not a side of the, I was talking a lot about the consumer side, but the side of the agency is that, you know, if you run an operation that has the volume, right? And as that call volume, it becomes a labor map, right? Like, deliver mattress doesn't work when you have to hire people that you need to grow as you're trying to grow your book. The CSR Liverpool, it's hard to wire good people. You have turnover, natural turnover, right? People that are retiring, people that go on seek, right? And then you start looking at like, what are the tasks that nobody wants to do? And maybe taking repetitive phone calls is definitely there on the top. It's like a moon that number of calls is so good. It's so big. becomes like it you must do it right. And then clients are already used to speak with they eye right like from the you know, phone trees That's our bad experiences because if you want to go to the fifth you have to spend Like two minutes listening to all the options What's five so people press just one you know to get someone more than they start yelling into the phone operator Operator or they start yelling representative and And I and that's me like I hate that because I'm doing our Just mashed a zero button for everyone but again to be able to own the fact that it's not about That like the other one that gets me is when I get a phone call from a spam call or whatever it might be And as soon as I answer I know it because there's a large pause and then it's like this big loud noise and then they come on and like And you can tell it's a great voice like it doesn't sound like a robot necessarily, but there's that pause and Then they'll ask me a question and I'll answer it knowing it's AI and then another 25-second pause and then oh great he's good to hear and then they'll answer my question and then it's like They'll ask me another one and I'll answer it another pause But again if I go into it knowing it's AI and I'm gonna have that kind of experience I don't care about the quality of the AI or how fast Yeah, they're how slow that response is as long as I get what I need so all that being said do you? When you're coaching and training people on and bringing them in voice AI is it Best practices to go ahead and allow people or to tell people that's AI instead of letting people assume it's not maybe say The robot might say this is Francisco your AI operator or whatever it might be Yeah, so we you know, I said a lot there. Sorry. I got excited That's that's the decision that we typically leave to our client right our recommendation is yes to say it say I and specially say it say I if someone asks if it say I even if you don't don't say it when you pick up the far right and it depends a bit on how you You know your customer base how it's racked with it You know also we have customers that are really successful at telling their customer base that hey We're gonna have a eye on the phones and this is gonna help us be better at one two three that's gonna help you You know have a bad experience right like we have we have that as well We have you know nearly I think every customer that we have as named the AI the name of the person and they talk about The the I it's about son on the inside the agency as the name of the person So it's like it's almost a colleague We even have one customer that gave the AI the voice of his That that passed away so the customers, you know, it's customers recognize and because they are it's is that Then they you know, they don't really say oh, I don't want to talk with AI you know, even don't they know it say I they they feel some level of respect because of that So it's not that's a really cool story That they were able to name it after an employee it was no longer there or something and what a Voice is the same too. Yeah, now that's really cool and you know brings a little bit of like a special nostalgic feel to it if it has that same voice and I'd imagine the clients that were very close to that You know former employee or agency owner who ever it might have been the past it makes it a lot Maybe a special moment for them to speak to that voice. That's really neat. Yeah, yeah, so There's yeah, there's you know, we see all sort of things in terms of how people interact with the Yeah, and so Really we're still in my opinion we're still in like The almost the first inning second inning almost if we're going with baseball analogy of AI Generative AI and voice AI and all of that kind of stuff like we're still very primitive in that and like What 23 is like going to chat you be even fight GWT public with their thing and then like clawed over the last couple of years Like we're really like brand new and some of this and you guys Obviously are a newer company there and like there's so much more in my opinion blue ocean or More innings and baseball what whatever analogy what he uses a long way to go on that And so I think it's exciting and I wonder from from your perspective and as you guys I've already grown one company with link and now you're doing this Is that something that you guys are excited about and do you think there'll be more iterations of what? Your company can do when it comes to that or other Functionities or you guys gonna stay in the lane of the voice AI and the secretary and the whatnot. Yeah It's a good question. So we're just crash scratching the surface right the vision is in our missions to enable insurance brokers to protect the world right so Everything that we can do to to out that is you know areas that we will want to touch and you know it becomes to a point You know right now we're we're laser focus on the voice right we're that's that's phone calls that's you know Which includes the bank calls out one calls and also being there as a companion for the calls that Humans are taking that that's what we you know, we're owning the full cycle on the phone today And helping on that they You know As we as we grow that you know We'll want to do other communication channels like helping agents ultimately you know communications But you know, it's really hard to do this seems well. So our strategy is to be as focused as possible so that we can deliver the best experience to agencies and then Progressively take it take it from from there, but even in terms of voice I mean there's so many levels of what you can do right like you know and I was talking about these at applied panel at apply at a panel at applied net last year right like Blitz conference we you know one of the the easiest thing is just to have a voice that talks right like collects some information right Then you can start having a voice you know voice botnet actually you know can you know with leave information in real time You know do Machine information right and that starts helping you with you know a different set of You know processes right then you and we are already there right and then then you have the the next level Which is where we tap you now where you can have bots that are able to do you know tasks like quoting a client real time right that's gonna be much faster than you know in An human could do because you don't need to be taking the notes right like that's automatic right and you give the quote in real time So we're doing that already today for petting shirts where you know the client comes in and we you know we're able to collect information and then Give a give a quote at the end. So the end the time to quote is reduced drastically versus you know Which allows clients to have a much faster experience right of course. This is not applicable if you if you're buying a you know complex Commercial policy right that's not where you know where this can help but there's lots of you know I I have volume insurance policies that You know can be can can can improve a lot the experience you get things like this Yeah, but but again, I love that It's about the experience of the customer and it's about getting the answers to the questions, you know freeing up time I love that it helping insurance, you know protect the world things that nature and So it becomes more of the functionality than it does the actual voice or the AI and whatnot And so I think that's super cool again the other thing I was gonna get into as I'm channeling My audience here thinking through that because again the big the other big fear of AI you've already addressed some of the You know people don't want to talk to AI we can come back to that in a minute But there's the other like fear of AI is gonna replace my people, you know We already have Sally at the front desk already have Fred and answers of phones or Jimmy or you know Cindy or whoever might be We don't want to replace them. We love working with them. They're great. We don't want to lose them You know if I bring in you know this company and Had this voice AI it's gonna replace those people and I say all the time no It's not here to replace it's here to enhance And so I'd love to hear as you talk to my audience let's start their broad level of When people ask you that or people push back on that what is your response to that of like oh Yeah, I was just gonna take over and you know replace my people Yeah, I mean, I think it always comes when you're talking to an agency that is growing and it's focusing on you know Driving driving you know premium driving retention, right like the thing they are thinking about is capacity, right? How can I do more with the capacity that I have and When you start looking at that you go to okay I want to enhance my staff capacity by removing these repetitive tasks so that then they can be more productive and make more So I give you an example of when agency that we work with that was able to go from yeah, I love it You know 70 tasks a day before and now that son and Tis collecting information Answering all the calls or that you know don't have to wait for two minutes and then pushing that information to the AMS, to the right person or right department that needs to handle it, we are able to do one of their tasks per day. So they are 40% more productive, just because of the work we're doing on the phone, right? Staff is the same. The problem that we're solving is that it was really hard for them to wire staff, right? And that's when you look at the front desk, it's an interesting dynamic, right? Either you have someone that is not good at a job and we've heard it all the starts, right? Like the process, you know, the wrong credit card, credit card was someone else to pay another one, right? Like we've heard like people start showing up to the job. A lot of these are, you know, younger generation, folks, right? And they wouldn't be maybe ticked, content creators. - Well, the other thing is, you know, a lot of these secretaries and operators, the front desk people, they get like, yell at them, or they, you know, get emotional, or maybe they're having a bad day. - Yeah, AI won't have a bad day. - Our job. And then if they're really good, the ones that, you know, we see like, we really like this person, actually we see that as a way for, hey, I need to get AI because I really like the, you know, my front desk person, they are good. I want them to get licensed so they can grow with the agency, right? So I'm so happy. - Yeah, yeah. - When do that work? Or I want them to do, you know, more sorts of tasks, right? So it actually just, it's solved by itself, naturally. Maybe you talk with an agency in equilibrium, they're like, oh, I don't, you know, we don't need it now, but in a couple of months, they'll, they'll, they'll fill it. - You know, you can take those people and elevate them to a different position if they've done so well in this role. But, you know, the other one that I hear, like I said earlier, is like, we love, you know, having so and so at the front desk, but sometimes they have a rough day, or maybe they got back to from lunch late, or maybe they just got yelled at by one of our customers and now they're upset and they need a minute. Like, AI doesn't have emotions like that. They can able to do the job, you know, if they are getting screamed and yelled at, they're not gonna get an attitude back, you know? - Yeah, yeah, he's great that being yelled at. - I love that. Okay, so what about, okay, moving on, you know, as we go a layer deeper here, what about those that have invested time and money and effort into offshore VA, things like that? I work with Viva here on this podcast, and I love my friends at Viva, and I've got friendships across the country with other VA companies, and I love it. But, you know, what do you say to those people who are like, I don't need into the work with Sonic, 'cause I've got, you know, a virtual assistant. Well, I don't need to work with a virtual assistant 'cause I already had this, but to me, they can work in tandem, they can do, they can have both, and I would encourage you to have both. - The same thing applies. What we hear is that VA's are really good at back-off these tasks, right? Maybe on the phone, they're not as good as, you know, having someone on shore, right? Because, you know, accents, reliability, right? A lot of these VA's are based in countries that are affected frequently by storms and loss of power, right? So, that, you know, even if, on top of being sick, you have those issues that, you know, affect the ability to work. And so, that works really well when they have to do, when they can do, be doing a sync work, you know, working on quotes on the background. That's what we really see. Agency's being very happy with VA's. Of course, there are agencies with VA's on the phones, but the same thing applies. Okay, instead of having these VA's on the phone, I can get them working on their back office, and I can have Sonnet, you know, with either voice on the front end, collecting all those tasks. - Okay, so, you're, you are in that voice space, and, you know, in that generative AI space, and moving kind of in, I guess you would say this too, moving into that agentic AI space, where it's, you know, doing a lot more of the proactive work and whatnot. And we're seeing, you know, a movement there over the last couple of years. What, from your opinion, not necessarily, you know, about your company, but just in general, and your opinion, where do you see AI in the insurance industry moving, you know, next, and where do you see the big, the big shift in that, where do you see the next big thing, you know, next big trend coming out with AI and insurance agencies? - I think the next big trend is the one that we're living now that there's still a lot to, you know, to give, rather we're just scratching the surface, which is, you know, agentic AI, right? Like, and AI agents are automating work, right? You know, insurance, before the internet was a lot of paperwork, like, you know, offices ads, you know, this place is where it could put the paper, you know, like paper driven, and went to an era of this delegation, right? But still, like, a lot of documents need to be digitized, and a lot of, you know, manual data entry, lots of like these repetitive tasks that need to be done. I think the next way is going to be all about, like, oh, how can I have AI agents doing, you know, tasks for our agencies, for our brokerages, so that then we can spend more time with the clients and spend more time, you know, driving, driving value. And I think that's going to be, uh, generate another era of funds, because you can, you know, help find more coverage, you know, do a better job with advising, right? Like less, you know, risk eventually. So all those sorts of things that, you know, just make the, you know, the industry more sophisticated and they will able to do more. So I think it's a super exciting time. Yeah. What's your advice, uh, last question, I guess, until, you know, turn over to you for a minute, but what, what would be your advice to insure and change? Is there kind of on that starting line? And like, I know I need to get into AI. I know that's important. Obviously you would tell them to get a voice AI bot. But outside of that, what would be your kind of advice to say, hey, here's what I would say to do to dip your toes in the water to give it a shot so you don't get too far behind. Yeah. So I think the first thing is, I mean, chat, that's not what we mean when we're talking about using AI here. So she adds up, so that's what ledb do've been done, you know, we should play with those tools. I think the next thing is, okay what's the problem that's affecting my agency? If you are an agency that doesn't get phone calls, we cannot really help much, even like voice companies, you know. I think about what's blocking my team capacity, what, you know, maybe they don't want to do what's hard for me to hire for what, you know, what my specific agency, you know, adds more work off. I then start there and start working with, you know, companies that are specialized and that really understands your business and that understand the use cases and that can start generating value from day one because, you know, in the end of the day, as an insurance agency, I like the goal is to, you know, help customers getting protected, selling policies and that's, it's not to be playing with AI and try to, you know, figure out our way I work. So like having a specialized player that can really help with that and being there than that and as fast deployment cycles, I think it's super, super important. There you go. I love it. And I also, you know, I have butchered it several times today, but pronounce the name of your company four times in a row or something for the audience because I don't want them to call it by the wrong name, but how do you pronounce the company name? I always get it wrong and I've known you for a year now. Sonnet, maybe two more sonnet, sonnet, man, I feel like I could do it and then like five minutes later. You did, you've been doing great. I thought about it earlier because at the beginning, I remember you, you're asking for a lot of times, but today, I thought about it at the beginning. Yeah, it's good. Okay. Good. I want to make sure the audience knows. So, excuse me, if the audience wants to learn more, and first of all, tell the audience a little bit more, oh, no, they know what it is. You've talked about throughout the episode, but is there anything that you want the audience to know and maybe you could drive them to a website real quick and then we can talk a little bit more about how to contact you. Yeah, I mean, our websites, now that I pronounced a sonnet, maybe a spell, it's s o n a m t dot a i. That's the best place to find us read more information and you know, the next stage will be to book a call with us where we can dive deeper on, you know, specifically what your agency is looking for and you know, what we can do and show some cool stuff. That's the best way. I mean, we are at a couple of events. So, if you see us, talk to us in person. We love it. So, that's another way to meet us and yeah, maybe connect on LinkedIn as well. It's the sonnet and essentially what we do is, you know, we handle the phone calls for insurance agencies. So, prepare to get into the world. Yeah, protect the world. I love it. And if they want to get into the world, connected with you, are you pretty active on LinkedIn? Are you more active on, you know, other platforms? Maybe you're doing dances on TikTok. Uh, no TikTok unfortunately. I tried to do once, but uh, LinkedIn is the best, uh, I know. And I think the world, I think the world wants to see Francisco dancing on TikTok. So, uh, maybe you can get a lot to do that. I love it. Uh, man, I appreciate you coming to hang out with me today. We finally get this done. And I know you and I will talk, you know, a whole lot more off air, but, you know, I enjoy our conversations always. And now I'm just glad that the audience got to listen to us talk a little bit too. Yeah, these were super fun. Thank you. Always. Thank you. Thank you. I appreciate it. Go to S-O-N-A-N-T dot A-I and check out what they've got going on. And ladies and gentlemen, thank you for being here and I'll see you on the next one. Thanks again for Francisco. Thank you. It's fun.