Katie Wexler- Premium Finance Reimagined...(game changer)

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Ladies and gentlemen, welcome to insurance town. I'm the mayor. He's Sharon PERSON and the host of this podcast. Guys, I'm glad you are here hanging out with us today because I've got a new friend who's going to revolutionize. Revolutionize. That's hard for me to say the industry that she's working in and she's going to just change the game.This company is brilliant and I can't wait if you'd hear about it. Before I do, I want you to know that Smart Choice recently reached over 10,000 independent agencies. They've recently surpassed 11 billion in written premium. They have over 120 carriers. They have broker markets. They have MGA markets.They've got specialty markets, hard-to-place stuff. They've got standard markets. They've got it all. And agency-friendly contracts, easy exit clauses, everything you need. If you're thinking about a network for your agency, look no further than smart choice. It's not going to hurt you.Reach out, let them know that I sent you. You'll be glad you did. Not for any other reason, then, just to see what's out there. Also, my friends over at Canopy Connect, your one-click solution to getting those deck pages you need to quote your prospect.

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Guys, I'm telling you right now, they should definitely be an integral part of your tech stack.

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Because not only do they help you with your client experience, they also help with you, your processes, your procedures, and your workflows within your staff. They're just a game changer. And I don't think they've even scratched the surface of what all they can do with this technology. And so they start off in personal lines, and then they've expanded to referral partners. Now they've expanded into commercial lines and loss runs.And who knows what's next for Tolga PERSON and his team. Oh my gosh. And then he brought in Ray PERSON recently, who's phenomenal. If you haven't met him in a conference, go find him. Look for the purple shirt probably. Dude, they're just doing big things.Use canopy backslash Heath PERSON. Lastly, I got to talk to you by another very important sponsor, which is old school marketing. OLDE school marketing. Rusty PERSON and his team do a phenomenal job. Guys, take your hands off the wheel of the marketing and the lead generation and let them take care of it. They have a new school approach to an old school way of doing things with digital, with direct, and with email marketing, all the above.They have figured it out. You look for that secret sauce. They got it. OLDE ORG schoolmarketing.com. Check it out. Make sure you tell them what we sent you and ask, I think it's town 10.It might be. And you get a discount, 10% discount. You're going to be so happy you did. They're so smart. Let me get out of the way because I've got to introduce you to my friend, Katie Wexler PERSON. She is awesome.And the company she's created out of a need that she saw, her and her husband saw Jason and the team over there and they've they're already expanding they brought in Bridget Zola PERSON so we've heard her on a podcast before I can't wait dude you've got to hear this it's so good so let's dive into this conversation Katie Wexler PERSON and what's going on sis how are you good how are you I How are you? I am good. I'm good. I'm loving this

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background you got going on here. Thank you. Coming in from outer space. Yes. We're here to change the

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universe. Wow. Change the universe. I dig it. I dig it. Now, where are you at right? Are you in California? Is that

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where Bridget PERSON's at too? Yes. You can see her a lot? Yes, yes. We're neighbors.

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So we get to see each other a lot in work and personal life, which is great.

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There you go.

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Bridget PERSON, for those who mentioned Bridget, go back to listen to an episode where she was in there,

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crushed it, did a great job.

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And I love that she introduced us so that we could have this conversation.

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So shout out to Bridget PERSON.

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I know secretly she's sitting next to you, but for those that don't know that, I had to give a shout out. Bridget PERSON's awesome.

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So do me a favor. Let's, before we get into all the good stuff, let's start off with even better

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stuff. Let me hear a little bit about Katie Wexler PERSON. Tell me, go back down memory lane as far as you want to lead me up to where you are now.

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Yeah.

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So funny, I have a hilarious career path.

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I started as, you know, a locations manager in Los Angeles doing commercials and films, you know, a teamster. I was a teamster for a hot minute, you know, finding locations for films and TV, movie and commercials. I did, I was one of the location managers on The Biggest Loser WORK_OF_ART for their marathon that they ran.

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Oh, dude, that's awesome. Yeah. And then I transferred to NYU from UCLA ORG. So I changed my trajectory, my major into visual effects and animation.

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Finished that. Met my husband there. Jason Wexler PERSON. Shout out to him. So we met there. I got a job out of college at CBS ORG Sports doing motion graphics. So I did Super Bowls, CBS football, NFL, SEC, March Madness EVENT was a big one for us worked hard at that long crushing hours we decided to move to CaliforniaFox Sports had some opportunities moved back to California where I'm from worked in the industry for a little while Jason had been in the insurance industry for 20 years and he convinced me that it's better to be in insurance than in Hollywood GPE. So I ended up getting my insurance licenseand he had this idea to start a trucking MGA ORG. He came from the underwriting background. He had a great idea. And I helped launch that. So we are the founders of CoverWail with our tech partner, Danny Abramson PERSON. He was the tech side. We were the insurance underwriting side and broker side. And we built that for a couple years. From an idea to a pretty prominent MGA ORG in this space, we decided to go a different direction and take an early exitand focus on family and life and new ideas. And in that time frame when we were taking that exit, I came up with the idea with premium financing being a really underserved market in the insurance area while every retail broker knows of it is very it's kind of an antiquated industry. Everybody has multiple carriers or multiple MGAs or multiple wholesalers that they work with, but nobody has a ton of multiple premium finance companies that they work with. And part of that was their tech.So sitting back with my thinking cap on, I realized that we needed to innovate this space. And that's where I started with coming up with the premium finance marketplace that we created, which is Paolo Insurance Solutions ORG.

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So I didn't know some of those other stuff about you, like starting off in TV and film and NFL and SEC ORG.

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We're on the wrong podcast.

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I could have gotten it all kinds of sports stuff with you, man.

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That's awesome.

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We have some funny stories from back then, but, you know, that is a young,

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a young person's world working those 14-hour shifts in the dark dungeon of a graphics studio.

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Yeah, I can only imagine.

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Okay, so I'm still interested to know how, you know, world you go from that to financing

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and creating a marketplace for financing.

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And so we, I had a one-year-old and I probably do the graphics driving to L.A.

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Working 14-hour shifts, so I was kind of a stay-at-home mom for a

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hot minute, which was really nice. And Jason had an idea, and he said, listen, I want to build this,

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and I need your help. And so I studied hard for the California insurance broker test, took it,

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seven months pregnant with my second child. Wow. Passed. And then we created

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the entity of Cover Whale ORG. In the meantime, Jason and Dan PERSON were working through the rating plans and the tech

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and building novel tech

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at the time, you know, the rateful bind system of an MGA. And I hopped in and was like, how can I help? Did you immediately jump

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in with an interest in the

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finance that or in the accounting side of it or more of this marketing or relationships marketing

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hr i mean we were a startup of three grew to four and five rich it was our second employee

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rather than a founder um and then we kept growing and growing. So I actually had a lot of hats over there at Cover Whale ORG. I think I had five different signatures at one point in my name.

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Oh my gosh.

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Yeah. So yeah. And I've always been kind of a go-go-go-go-go-go-der and a person that can really like malleable in my life, right? So I could I can really pick up anything and try to work my

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hardest at it look at you malleable that's a word we don't use in arkansas GPE so you may have to like break that down for me i'm malleable anyhow um no i like that and so as you went through your journey there and we don't have to camp there very long but I guess you saw a need while you were there for the financing.

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Because working with truckers, working in that trucking industry, there had to have been some pitfalls and some things that you saw there.

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Like, wait a minute, there's a bigger thing here that we could be involved in. Yeah.

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So I definitely learned everything I know about financing or started knowing everything I

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know there. Jason was an underwriter. He didn't, he had never even really heard of premium finance.

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They, you know, he worked for big carriers. They don't, they don't care how it's paid. They just want paid. So it was a learning experience. We worked with capital premium finance over there, and they were just an unbelievable team of people helping us the process.

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And they had some pretty good tech.

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We integrated their APIs right away. We learned about it. What I learned heavily in the trucking space is they're on the road a lot and they're not getting any notices that they missed a payment or something bounced or they need help sometimes. They've got to deliver this load before they can make that payment. And there's a serious need for just more digital reach out and just more help in general around that space in premium financing.

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So I learned a ton there.

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And in my, like, you know, six months of off time after we took our exit, we, Jason, I kind of sat there and we're like, okay, what's our next step? What's our next step? Where are we going to build next? And I really felt like financing was a cool space nobody's gotten into.

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Let me back a minute. When you say what's next, it sounds like you already had what's next from an entrepreneurial standpoint. Like, what are we going to build next? It wasn't where are we going to look for another job, where are we going to apply for next? It was you were ready to create something else. So is that something inside of you like innate? Like are your parents entrepreneurs or do you come from that building background? Like where to like? Talk, talk to do that a little bit?

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Me, no.

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My mom was a schoolteacher for 25 years, and my dad was in commercial construction.

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He's a sales guy and, you know, commercial construction. Jason's mom is a stay-at-home mom and his dad built and owns a chemical pharmaceutical company, so I guess a little bit of building, very different space. I think we dipped our toes in the startup world with cover whale PRODUCT, and we were just hungry for more.

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So it's like a bug that just bites you. And it was like, okay, this is what I want to do.

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Like, you knew from that point forward, once you saw that success and you saw, okay,

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we can do this. And you learned a lot i'm sure

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yes and okay you're a relationship person it sounds like as well from you know early on you know

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when you talked about coming in and you had a lot of different hats did you feel like throughout early on in your insurance career before you got to uh pavo FAC that you had built the right relationships to give you that confidence to move forward and being an entrepreneur again yeah i went with uh i went to insure

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tech connect with an idea in august 2022 or i guess it was septemberg too i had already names a company

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i had incorporated i went with an idea and i walked around by myself talking to the different booths, talking to the different finance companies, talking to the different MGAs, talking to the CIRS ORG, anybody I could talk to.

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Talk to the past and said, this is my idea. Do you have the need for this? And it was like, where can I sign up? How can I sign up? And I was like, oh, well, before you even had the company at the know, they were ready to go. Yeah, that's awesome.

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And I mean, I think testing that idea was super helpful for me.

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Yeah, very smart.

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But in the extra confidence to spend the money on a tech build because tech is expensive

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to build.

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And you don't want to just throw hundreds of thousands of dollars at something if you're not

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sure that it's going to be successful.

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100%.

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So walking around the showroom floor, so to speak, and talking to different vendors and just kind of gauging because I guess if you had walked around that day and you'd have heard five or six people say eh no not not something we need you could have been a whole different trajectory right now yeah a different place yeah so pavo FAC is built kind of in your dreams right then and there like yeah I that's, I would encourage anybody who has an idea to get out there and ask anybody that's in their path.

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Like, hey, what do you think about this?

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Because it gave me the biggest boost.

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Like, I went home after those three days and immediately started building.

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Yeah.

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Just like, okay, this is, this is a dream and we're going to go for it.

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I said you already had it named out.

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So, Paavo ORG is an interesting name.

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And I'm dying and like, tell the audience where that came from, the name Paavo ORG.

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So, um, I wanted something memorable and easy to spell when you got to type it

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into it on your phone and you got to make sure you're not missing any letters.

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And I really love, I love the universe.

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I love the stars. I love the sky.

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And so I was doing just some research on different constellations,

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different, just anything I could think of.

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And I found that in the southern hemisphere,

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there is a couple constell constellations of birds,

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and one of them is a peacock, and it is named Paavo.

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And the symbolism of a peacock is really like new birth, growth, just abundance.

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And I felt like that should be my future, right? Growth and a new start, and I thought it was pretty. And I have goals someday to

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go to the Southern Hemisphere LOC and see that constellation in the sky. Yeah. That's awesome. So you didn't

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want to go to Peacock Insurance Solutions, but Poplar ORG sounded better. I got to. I think that's awesome.

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So, all right, did you, I got to go back outside of insurance for a minute. In Arkansas,

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was a big deal with this eclipse a few weeks or months ago, whatever.

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Did you have any visibility of that in California?

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Or did you go anywhere to see it? It was a total full eclipse. I mean, did you get a chance to see that?

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We had a partial one. And to be honest, we forgot about it and sat in the office.

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Oh, my gosh. You can't tell me you love the stars and the constellations and the sun and the moon and not care about the eclipse. We were building. We were building.

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And to be fair, in California, like it was cloudy and then it wasn't and it was very partial.

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I think a couple years ago we did see a full one. And I remember specifically as a child going to

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like a park and I remember the park by my house overlooked the ocean.

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And I remember.

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That's a flex.

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That's a flex.

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I was watching this fall eclipse happen.

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That's crazy.

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Yeah, I was one thing on the opposite end of that.

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This is going to be the biggest waste of time.

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And there was like droves of people that came to Arkansas in my hometown.

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And we had festivals and all kind of like rednecks out in droves to see this thing.

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And it was exciting for us. And I literally for that three minutes and 48 seconds, it's probably the coolest thing I've ever seen in my life.

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You know, in the glasses and looking like a moron.

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But to see that anyway, it was unreal.

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Yeah.

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I would have been outside.

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I would have kept my kids home. I would have watched.

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All the schools around here just kept them in for lunch.

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Yeah.

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Our kids were out for the whole day.

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I grilled burgers.

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I mean, of course, in Arkansas, you got a tailgate for anything.

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So we tailgated for the thing.

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And friend, it was cool.

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Very cool.

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I love that.

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All right.

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I got to get back on track here so

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you got me distracted you know ADHD moments here so pavo peacock PERSON um you said you went back and started

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building like what what does that mean like you hired developers you hired people you made you

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started building like building a network and building or all of it what did you i mean yeah really all

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of it i started with you know searching out some yeah, really all of it. I started with,

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you know, searching out some tech solutions. Obviously, I'm not a tech person and I'm my last venture, you know, a knowledgeable tech partner. I didn't have that. So I searched out, you know,

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different avenues of building. I found, you know, a tech team that I worked with. We worked with

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Fincher Consulting ORG.

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They had a tech arm.

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Really helped to take our vision and build it out and worked with me.

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And we were a pretty good team. And then I was also building out the network going out to the people that I had connected with at ITC ORG, as well as anybody that would take a meeting with me, you know, to tell them.

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Yeah, did you start with Capital?

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I mean, yeah, so I had a great relationship with him probably over there at Capitol ORG.

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So I called up and said, hey, got this crazy idea.

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And he was like, let's go.

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Let's go.

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That's awesome.

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Yeah.

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So I started with them. And then just through connections, we were able to secure a few more partners. We work with

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agile premium finance ORG and step financial. And then our newest latest partner is go to premium finance.

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Awesome. Yeah. So I've got, you know, my wife and I have a relationship with capital premium

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finance just because she runs an association and they've been really good. And they always ran around

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our conference $2 bills and did the whole thing.

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And so, um, so that's really cool.

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So you had that relationship there and you started there and then you said, you've got several that you're working with. And so, um, I guess the biggest thing that you hear that, that you want to dispel the myth of is you're not a premium finance company. No.

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We are.

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Tell me what, Pavo ORG is described to the audience because they're thinking, uh, another premium finance company. No, there's a lot of those that you love, that you support. And you and I've talked about all of those,

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some of the names you already mentioned, and you support them in a way that's different than I've,

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I've ever heard of. I don't know if it's out there yet. Paavo may be the first.

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So tell me exactly what Pavo ORG.

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Tell me what Pavo ORG is.

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So we are technically the first premium finance marketplace for retail brokers, MGAs, wholesalers, and even carriers. We have three modes of access to us. We have a native API that can be built into any platform or system, where we can be at the point of quote or bind. So an MGA ORG could place this in their platform. We are partnered with DAS technologies already integrated in their platform. So what we do there is we take all the policy data in the back,take it into our hub, and then shoot it out to our finance partners, and then bring back three quotes and place it there at the point in their storefront. So as retail agents are in their binding business, they can put their down payment and get their premium finance right there at the point of checkout.

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Wow. Okay. So that's a lot to unpack there. So your, your end, usually, the client you're, you're going after is the retail agent, correct? It's yes and no. I started this idea with MGA's ORG.

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That's my, that's my background. Okay. Yeah. The idea was, you know, you know, knowing a lot of these

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policy management systems and their tech, you know, pipeline is long. They have a lot of these policy management systems, and their tech pipeline is long.

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They have a lot of integrations they need to get done.

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They've got a lot of stuff that needs to get done. And integrating with finance companies isn't necessarily the easiest task. So I wanted to be that middleware where we could be the easy implementation into these platforms and be their kind of finance arm and then go out and do the hard work of integrating with the finance companies. MGAs. Okay, we'll go there then. I've been

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on that space. My brother's in that space. And so that is a challenge though. When you've got you know, policy you've got to get bound. And then I guess from there, though, is there some flexibility within the marketplace? Or let's shout out Jason again, the broker enhancement technology.

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Let's make sure we get that right.

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So if they're going, there's some flexibility in there for like the adjustment within the rates or adjustment within the terms. All of that kind of stuff, is that stuff? Or are they still going to work with the finance company on that? Are you going to be able to help with that area as well within your technology?

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So we're helping with that within our technology. We set up specialized programs for the MGAs. So for our trucking and MGA, we can come in and say, you know, what are your pain points? Are your clients having a hard time with those heavy down payments, those 30% down payments? Or is it harder on the month to month? Can they get that down payment up front? And then, you know, the month to month, they got to make sure loads are getting delivered to make sure that you makethat monthly payment. And they give us their pain point. And we go back to our finance partners and say, here's the pain points they're having. Give us your best, and give us your best rates, their best, this, let's help this MGA ORG out. And we do the same with the brokers, definitely with the brokers, but my original vision was the MGA ORG model. So then we also then can do that with the brokers and go with them and create these specialized relationships with the finance companies. And because we have so many relationships, not just with multiple finance companies, but with a large,you know, population, we are working in a kind of like a wholesaler. We're like a wholesaler of financing in that sense. Yeah. And helping everybody, therefore we can create really cool, unique programs.

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Yeah, where I think that where I'm fascinated with this right now in my head and my squirrel brain is,

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I'm thinking there's a lot of people involved.

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We're talking about an MGA ORG, which is already, you know, a lot of people involved when they're working with brokers and carriers and things like that.

Speaker 11418.32s - 1418.4s

Then you've got all the finance people and then you've got yourself.

Speaker 01419.08s - 1445.58s

It's a marketplace. That's a lot of relationships to juggle. That's a lot of things to try to, you know, make everybody talk to each other the right way and all of that. And so you had to get pretty creative in what you're doing at Paavo ORG. And so could you walk me through how you can make it? Because in my brain, I'm already thinking, I'm confused already trying to figure that out. So how does Pavo ORG, like, what is it doing to help with some of that and manage all those relationships and all of thosetransactions? So, I mean, I think it's just trying to make, keeping it simple. Like, to help with some of that and manage all those relationships and all of those transactions.

Speaker 11449.1s - 1449.76s

So, I mean, I think it's just trying to make, keeping it simple.

Speaker 21455.18s - 1455.5s

Like, it's, it, I think when things get difficult is when we're back to like the old paper,

Speaker 11462.38s - 1508.4s

email, you know, phone calls, I think keeping the technology as, you know, nimble and, you know, just easy. It's the best word. We're nimble, we're fast, we're simple. We need the data points from the policy that require to finance. And we are not trying to manipulate the finance companiesor make them compete against each other. That's actually a misconception with our marketplace. It's more about creating unique programs. The pie for premium financing, the amount of policies that need to be premium finance is huge. It's a $60 billion industry and growing. So the amount of opportunity out there for everyone to get a piece of that pie or a bite of the apple is there. So all we want to do is to create opportunity and access for everyone out there to be

Speaker 01508.4s - 1528.42s

able to afford their insurance. Okay. And so I know being a former agency owner, a lot of times, and I've worked with a lot of agency owners, a lot of agencies, they want to do their own premium financing, you know, or they want to have their own relationships there. Can you handle that situation or can you work directly with retailers as well?

Speaker 11529.28s - 1604.06s

Definitely. So one of our, one of our arms is we have a broker portal, what we call, where brokers can come in, access our premium finance marketplace, whether if they want to come out of their AMS, like we're working to maybe try to get into some AMS's at the same place. But as far as like the old school way of doing premium finance, as you probably remember, you log into your premium finance company, you type in the policy information and theyshould give you one quote. We do something similar with three quotes or more. You know, we try to keep the number at three. I think that's a really like psychologically a good number. It's not too much, it's not too little. So not only are you able to see your pre get, you know, new premium finance quotes. We have an entire endorsement flow as well as we do what we call cancellation prevention technology. So we are constantlylike following your financing contracts. We're making sure that payments are made. If the payment is missed, we're contacting that insured you. If it's the M.G. that's our client, them. We want to have everybody in the line of this insured's finance agreement in the know to make sure that this insured doesn't cancel for non-payment.

Speaker 01605.06s - 1616.34s

I think you had several people maybe gotten to wreck just now just because they heard cancellation prevention technology and got excited because that's a huge, a huge problem,

Speaker 21616.74s - 1642.06s

especially in trucking. But in any situation, and I'm assuming as of right now, I guess doesn't really matter, but you guys are typically working with commercial clients, you know, whether it's trucking or whatever. But, you know, I know in the personal line space, there's a lot of that situation too with cancellation for non-pay. But sticking with, you know, your bread and butter right now. And I'm guessing you guys are working with a lot of trucking MGAs right now in the trucking space.

Speaker 11642.22s - 1649.76s

But you will work in other spaces too right now or just trucking? So we can finance up to 100 different lines of business.

Speaker 01650.76s - 1652.66s

We can do some personal lines.

Speaker 11653.14s - 1665.56s

We can do like 90% of the commercial lines, I believe, are probably close to 100. So over 100 different lines of business we can work with. We can work with or finance. I think we could finance over

Speaker 01665.56s - 1674.12s

2,500 different carriers and over 1,000 different MGs or wholesalers. Okay, so talk to me about

Speaker 11674.12s - 1680.3s

this cancellation prevention technology. That's a mouthful. I used to call on a health check,

Speaker 01680.42s - 1687.26s

but I think cancellation prevention technology sounds better. Dude, it does, and it gets people excited because that is a huge pain point.

Speaker 11687.36s - 1687.88s

So talk to me.

Speaker 01688s - 1691.62s

Can you walk me through that a little bit, the cancellation prevention without giving away a secret sauce?

Speaker 21691.7s - 1694.9s

But could you explain kind of what that is a little bit?

Speaker 01695.18s - 1698.9s

And I think I can hear Bridget PERSON back there giggling, so it's making me laugh over here.

Speaker 21699.56s - 1700.56s

I love you, Bridget PERSON.

Speaker 11701.36s - 1709.16s

We work with the finance companies and whether in our own platform or the other

Speaker 01709.16s - 1713.84s

platforms with webhooks and other things, we work with them to get real-time updates from

Speaker 21713.84s - 1721.82s

them about, you know, late payments, non-payment, you know, missed down payment.

Speaker 11722.36s - 1771.58s

There's multiple things of cancellation for non-payment. So we have real-time updates. We have specialized connections with them to be able to house that. And then our system takes that in and immediately has a network that it notified to let everyone know, hey, you know, trucker Tommy missed their payment yesterday. We would like to let you know.We've sent them an SMS or an email, letting them know that here's a link for their payments. Also, we want to work with the truckers and different people like that. Like if they just can't make that payment because they have a load coming up that needs to be delivered, we want to work with them on that and help them that if they just know they have an advocate here that can help them, they they won't have to miss that payment in the future now is there anything you guys are doing you know

Speaker 01771.58s - 1783.04s

leading up to that you know let's say it a day or two before the payments do they haven't paid it yet or only for triggering if they just miss the payment um i mean we could we haven't done it yet

Speaker 11783.04s - 1788.72s

okay but trigger it's right now everybody i hate those text messages. You have an appointment tomorrow. You have an appointment.

Speaker 01788.72s - 1808.7s

I get that. But I think, you know, we're a startup and we're willing to change and move with what is needed from our clients. And if it is important to our brokers, to our MGs that we send out notices three days before, like, hey, don't forget to click this link and make sure your payments, you know, set up. We also want to help set up, you know,

Speaker 11808.74s - 1816.02s

automatic payments so people have to think about it. Yeah. And so what's what's been the response

Speaker 01816.02s - 1820.68s

so far with the cancellation prevent, the CPP, whatever you call it,

Speaker 21820.78s - 1825.08s

yeah. I mean, what's been the response so far?

Speaker 01825.16s - 1827.74s

Because that's got to be getting good response.

Speaker 21828.02s - 1828.28s

Yes.

Speaker 01828.38s - 1828.68s

I mean,

Speaker 11828.72s - 1829.78s

the second we mentioned it,

Speaker 01829.86s - 1831.42s

it's like where do we sign on the dollar line to start?

Speaker 11832.14s - 1833.28s

How do we do this?

Speaker 01833.4s - 1834.12s

A lot of problems.

Speaker 11834.2s - 1836.7s

People have big problems with with cancellations.

Speaker 01836.7s - 1844.32s

And I know being an former MGA ORG owner that that is horrible on the books.

Speaker 11844.32s - 1850.22s

When you have to cancel, you know, reissue and then the finance companies, it's a whole mess.

Speaker 01850.7s - 1855.68s

And when the finance companies heard us say, hey, we want to do this, let's figure it out.

Speaker 11855.76s - 1856.82s

They were like on board.

Speaker 01856.92s - 1862.32s

I mean, they don't mind late fees, but everybody gets in trouble when there's cancellations.

Speaker 11863.34s - 1863.5s

Yeah.

Speaker 01863.6s - 1872.12s

So when you say you work with them, maybe they have a load, you know, you mentioned some scenarios there. What does some of that look like? Yeah,

Speaker 11872.3s - 1880.6s

we have, you know, really great relationships with our finance partners and to be able to work with them, you know, to help the insured.

Speaker 01880.96s - 1912.1s

Because everybody's the insured to stay in the positive. Yeah. And I think going back to helping the end user, the retailer or the MGA ORG of not having those chargebacks, are you guys, you know, tackling that as far as, you know, certain agreements or certain, what are you talking about? The finance agreements, you know, you all do it a certain percent down.Are you only allowing a certain percent down and how many payments, whether it's 10 payments, 12, 11, you know, what do you do it on that part?

Speaker 11912.1s - 1928.64s

So we're working directly with the broker or MGA ORG to set up what's best for their clients. We're currently working on technology to, you know, have a few options depending on the actual insured versus the whole book. Because we know that there's...

Speaker 01928.64s - 1932.76s

Well, you typically doing 25% down in nine or 10 payments or...

Speaker 11932.76s - 1934.34s

It depends on the line of business.

Speaker 01934.34s - 1941.46s

But we're trying to do currently, you know, 15% to 20% down for the trucking industry with, you know, 10 payments.

Speaker 11941.56s - 1942.46s

We're working through that.

Speaker 21942.46s - 1945.54s

It doesn't fit for every MGA ORG and every broker.

Speaker 11946.1s - 1949s

You know, we definitely have to do a little bit of underwriting up front to get the specialized

Speaker 21949s - 1949.52s

terms.

Speaker 11949.74s - 1957.2s

But we are getting, you know, industry leading and very competitive rates to, you know, the top guys in the industry.

Speaker 01958.9s - 1978.92s

And so you've alluded to this already, but I'm hearing that these companies, Capital, IPFSFS or some of the other ones out there, there's a thousand of them. I don't want to miss anybody, but they're very accepting of what you're doing. Like, they're excited about it. They're not feeling threatened by it or anything. They feel like this is a good thing.

Speaker 11979.4s - 1984.7s

I think the innovators in this space are loving it and moving forth me. We definitely have some.

Speaker 01984.78s - 1992.02s

I love the way you answer that look at you here you practice that answer there you go good for you i we have had some

Speaker 11992.02s - 1997.76s

pushback from definitely some of the bigger finance companies and i don't blame them um you know

Speaker 21997.76s - 2003.46s

whenever there is a new technology it always takes a little bit of time for everybody to see the value

Speaker 12003.46s - 2051.66s

of it um but i do believe we're on the right track. And as we grow, we will have everybody on our system. And we want to not just have, we don't want to be the lending tree of finance companies. We want to be a curated system where whether you, if you have finance company relationships, we just turn those on for you, right? We just make sure you can see them all in one place.And if you have no finance company relationships, we want to be able to say, well, you know, for trucking, we really think that these three finance companies would be the best opportunities for you and your insurance to get the best rates, the best terms, and the most value out of. So we're not just slap it in marketplace.We're also really trying to curate the industry. Yeah, that's a good point.

Speaker 02053.04s - 2081.64s

I'm wondering if in a situation to where there's a premium finance company that hears about this and wants to get involved with you and wants to do that, or right there in the moment, how easy is it to jump on to the Pava PRODUCT, almost said it wrong, platform? Is there something that, you know, obviously you're going to do your due diligence, but at the same time, if they're in the middle of a situation,they've got to bind soon and they want to work with this premium finance company, maybe from a past relationship or whatnot? Yeah.

Speaker 22081.72s - 2082.92s

And they jump on pretty simply.

Speaker 02083.2s - 2085.2s

Is it a quick and easy API?

Speaker 12085.48s - 2112.48s

I mean, what does it look like? Yeah, so for the finance companies, you know, our technology, we built out in the beginning, really curating on the software that they use. So we're built into like the two leading software as finance companies, finance pro, and input one. So therefore, and, you know, with tweaking our side, we're able toturn on any finance company once we have a contract and kind of login credentials pretty

Speaker 02112.48s - 2130.38s

quickly. Okay. So I feel like I'm missing something. Is there anything like that we haven't gotten into real quick before I get into any other questions that I have? Is there anything like that we haven't gotten into real quick before I get into any other questions that I have? Is there something else that I'm missing that you wanted to get into or talk about?

Speaker 12130.98s - 2133.46s

Well, I think I want to talk a little bit more about our broker portal.

Speaker 22134.02s - 2145.18s

It's our newer, like, it's our newer, I guess, rocket ship to the sky where from broker demand, I mean, I had multiple brokers say, I need this.

Speaker 02145.3s - 2148.98s

I need a place where I can house all my finance agreements, all my finance relationships,

Speaker 22149.7s - 2151.18s

and in one spot.

Speaker 12151.58s - 2156.44s

Because like I said earlier, the current technology is to go to your each individual finance company.

Speaker 22157.4s - 2165.16s

And, you know, go in there and you can't remember if, you know, that insured ORG was with, you know, capital or that insured was with

Speaker 12165.16s - 2202.04s

agile, you know, keeping that all in one place is messy. So therefore, we created what we call our portal where we are literally a housing of all of your financing. We can host payments there if the broker would like to host payments there. We, though, do not touch any money. That is one of my big bonuses is we are just aggregators of business. So we, I think that's where our health checks really come into place. We have a digital signature process.It's a one-stop shop for everything financing.

Speaker 02202.84s - 2214.3s

So does that look like, yeah, so I'm trying to think of what that would look like. Is that kind of a dashboard kind of situation to where they can go ahead.

Speaker 12214.86s - 2256.42s

Yeah, so we have a dashboard area where you can see your open applications, ones that are out for signature or you just got quotes, haven't come back to them. We also have, you know, the activated loans, which is in another section where you can see all of your activated loans. And when there's ever, you know, an issue, a late payment, intend to cancel, those are at the top of your dashboard in red.Hey, check on these accounts. And we know we emails you, we texted you, but hey, when you log in and you're logging in to get new finance codes and you're like, oh, that one's red. I need to check on that one. I need to get on that. So our goal is to have full visibility into your financed agreements. Therefore, your insurance stay insured.

Speaker 02257.58s - 2285.84s

So with this dashboard, and most MGAs have multiple underwriters. They have multiple people touching accounts. They have, you know, and a lot of these, like I know my brother works for an MGA ORGs have multiple underwriters. They have multiple people touching accounts. They have, you know, and a lot of these, like, I know my brother works for an MGA, a large one. And, you know, they all kind of work autonomously. And they can all kind of make their own decisions there. So with any MGA ORG, they might have, I like working with capital.Or this one may like working with this company. Or this one may, so I'm guessing that broker portal is going to really help to navigate and see that as well, right? And so you can see.

Speaker 12287.02s - 2297.5s

Yes, so we'll have, we have all the data, obviously. We can, if you only want to work with a few finance companies or certain ones, we can obviously route those to you. Yeah.

Speaker 22297.7s - 2299.48s

People do have certain relationships.

Speaker 12299.9s - 2305.1s

I encourage everyone to give everyone a chance, but you know, we do understand that people have

Speaker 22305.1s - 2307.5s

the relationships and we're not trying to get in the middle of those relationships.

Speaker 12308.06s - 2356.52s

We just want to help facilitate more business. So we can do that. We also, you know, have pinpoints of like, you're writing this much with this company, this much with this company, this much with this company. Here's your commissions back because we have a revenue share program where we can take in points and then share them out. So there's a lot of different helpfulness onour dashboard. And also, for the way our dashboard works, we have multiple user preferences. So you could be an admin and you only see all the accounts. You could say, you know, my admin needs to see, you know, my admin needs to see, you know, broker A, broker B, and broker C's accounts, but not broker DENF. So we have multiple levels of that to help curate the best dashboard for that client. Well, I was going to say, yeah,

Speaker 02356.58s - 2373.66s

if I'm an underwriter and, you know, for whatever reason, I like working with these three different, you know, premium finance companies, but yet I could see the dashboard, be like, oh, a lot of business has been done with this one I never worked with before. Can they be able to see that? We will see what other, like, oh, that's a

Speaker 12373.66s - 2378.02s

much better agreement. That's a much better situation for my client. Maybe I should start using

Speaker 02378.02s - 2383.7s

XYZ broker or XYZ premium finance ORG company. You can see that as well. Is that a use case?

Speaker 12384s - 2425.78s

Yeah, we can see that and we can see that. And for us, when we see that, we really want to help kind of curate that. So we don't, our goal would never to be have one of our partners get 90% of the pie. We want our partners to have an equal chance at this at all times. So I think that would be for both sides, they can see that and they can see like, oh, okay, I see that. I'm getting, you know, I'm writing a lot with capital today or I'm writing a lot with that child today or Stetson ORG or any of our number of our partners.And I think on our end, then we would see that and be able to go back and say, hey, like, let's look at this line of business and see where we can help out everybody to continue to get that equal pieces of

Speaker 02425.78s - 2439.36s

the pie. Yeah. And then, you know, when you talked about, you know, some of this stuff you're going on through, and you mentioned in the past wanting to get into AMS systems, which I think would be huge

Speaker 22439.36s - 2445.92s

or CRMs for that matter too. But that way, if you had that integration, you did have that come up red or whatever

Speaker 02445.92s - 2458.6s

you had mentioned earlier, you could get those messages pushed through the AMS system. Because a lot of these, even MGAs now, I work for Verte4 ORG, we have MGA systems that we own. And it's a big, it's the number one.

Speaker 22458.94s - 2463s

It'd be nice if they're working out of that system every day that they could be able to

Speaker 02463s - 2471.76s

see exactly what you're talking about instead of having to, you know, even though you've spent a lot of time and effort on that broker-a-lawed, be able to integrate that in,

Speaker 12472.18s - 2473.86s

that would be really cool to be able to have that.

Speaker 02474.02s - 2476.04s

So do you have a timeline on that,

Speaker 12476.08s - 2478.38s

or is that something you've started? We can today.

Speaker 02478.62s - 2479.42s

Oh, you can today.

Speaker 12479.42s - 2484.08s

We can today. Our technology allows us, because we also do this with our policy management systems.

Speaker 22484.7s - 2491.78s

Our technology allows us today to push through those cancellation prevention technology triggers.

Speaker 02492.8s - 2494.88s

Yeah, the CPT.

Speaker 22496.72s - 2498.26s

I may have just coined that for Paolo PERSON.

Speaker 02498.72s - 2500.68s

But anyway, I think that's cool.

Speaker 12501.78s - 2504.08s

Yeah, there's so much, you know, here.

Speaker 02504.74s - 2507.48s

Now, fast-finding, I just looked up, I was like, holy smokes.

Speaker 12508.48s - 2514.72s

When you talk in retention and renewals, do you have a, you know, a system there?

Speaker 02514.72s - 2521s

Do you have a workflow there when it comes up for a trucker on year two or year three of their policy renewal?

Speaker 22521.64s - 2525.9s

Yeah, so just probably like the AMS is, we track in our system.

Speaker 02526.42s - 2530.72s

Obviously, we're getting, you know, the effective date and the cancellation date or the

Speaker 12530.72s - 2557.96s

we do infection date and execution date in the background. But we keep track of that and we do do notices. We want to let you know like, hey, we saw that this account's coming up for renewal. You know, just want to let you know. Because with financing, a renewal isn't just like renewing that contract. It's almost like a new one.So when you come up for renewal, you can go back and see if there's, you know, different terms here, there, or wherever. Yeah.

Speaker 02558.06s - 2576.36s

And so on those renewals or throughout this process, whether it's, you know, in the beginning or at the renewal, a lot of these MGAs, they'll put on their fees or their broker fees or their whatever fees. You know, do you guys have a way that you're working with that or they can work that into the payments or that's part of...

Speaker 12576.36s - 2576.72s

Definitely.

Speaker 02577.1s - 2578.08s

Why don't we through that a little bit?

Speaker 12578.48s - 2602.14s

So within our portal and in our API, we have an ability to add policy fees and broker fees. We even have technology in our system so that if you accidentally put an extra zero at the end, we kind of, in a state that only allows up to like $250 and you put $2,500. And so you don't get flagged, we flag it and go, oh, hey, that's what you meant here.

Speaker 22603.26s - 2604.9s

We really want to help the broker.

Speaker 12605.4s - 2627.64s

We know how fast it is. You could be on your phone. You could be on your laptop. You could be typing fast just trying to get through stuff. And we want to help minimize multiple back and forth with the finance companies changing and editing things. So we have that.And there are some fees and taxes that can be financed. There are some that aren't. But then those fees that can't be financed automatically go into the down payment.

Speaker 02629.38s - 2658.94s

And, you know, some of the underwriters I've worked with in the past, and I've talked to my brother about some of these stories of, you know, in order to make a deal happen, they may cut some of their commission or they may get creative in some of that with the carriers and whatnot. And that's got to be impacted a little bit on the premium financing too. And some of those little things like that and nuances that happen. And you guys, you know, within your portals and your things like that, you guys can work in that situation and helping that. Yeah.

Speaker 12659.04s - 2672.6s

So if they're going back to the carrier and, you know, renegotiating rates in terms and things, that definitely is obviously reflected right back to our portal. And because, you know, we're taking total premium. So if they're cutting their commission to cut the premium down, obviously that's going to cut the financing down.

Speaker 02674.3s - 2686.26s

And so you mentioned a lot of different things that you're into besides trucking. You know, what's the, what's another line that you guys are working with in a lot of situations?

Speaker 12686.26s - 2717.18s

And what do you see in success in right now outside of trucking? I would say general liability, business bops, you know, packages. I would say a big chunk of premium finance is the small businesses that need help on the day-to-day, similar to trucking. We did a huge policy the other day for earthquake. Cannabis is another big market that's coming up.

Speaker 22717.54s - 2724.88s

We can do cannabis. We could do some personal lines. So in California, homeowners insurance is insane.

Speaker 12725.76s - 2727.66s

And people are being canceled left and right.

Speaker 22727.78s - 2732.88s

My neighbor in a small 1,400 square foot home just got quoted $44,000 for their

Speaker 02732.88s - 2734.34s

homeowners insurance.

Speaker 12735.1s - 2736.76s

So that's unattainable.

Speaker 02737.98s - 2739.48s

Why are you talking about Bridget PERSON's house like that?

Speaker 12739.52s - 2742.54s

That's crazy. I'm just kidding. I'm kidding.

Speaker 02744.06s - 2747.58s

Truthfully, you know, we're seeing, and I know Florida GPE has a big issue with this,

Speaker 12747.64s - 2754.26s

we're seeing, you know, the E&S ORG space step into the homeowners market, and that is going to be a big push in the premium finance area.

Speaker 02755s - 2798.52s

Yeah, and that brings up another good point of so many of these carriers that were really big in this, you know, it was more of a standard market play, you know, whether it was homeowners or in some of these, as you mentioned, you know, general liability or whatever it might have been, now they're having to decline a lot of this or getting off of some of these risks. So some of the clients that were so used to direct, you know, working with direct markets and working with some of that, They were used to a certain billing cycle.They were used to working directly with the carriers on that. And now they're having a totally different ballgame. You know, are you seeing, you know, some difficulties there and see in some ways you're able to help in that situation? And how are you guys, you know, able to do that?

Speaker 12799.2s - 2814.9s

Yeah, I think not only can we help by curating some specialized programs, but I think just the knowledge that it's out there. I think unless you are a E&S ORG retail broker, you may never have heard of premium finance. Yeah.

Speaker 22815.3s - 2816.34s

It's not in your wheelhouse.

Speaker 12816.5s - 2821.1s

I mean, Jason will admit to you when he was underwriting for 15 years that he was like, premium what?

Speaker 22821.82s - 2822.94s

I think they pay their bill.

Speaker 12824.2s - 2824.52s

Exactly.

Speaker 02824.52s - 2826.12s

In the billing department, he was an underwriter.

Speaker 12826.66s - 2853.92s

So I think helping to get, you know, knowledge out there about what premium finance is and how it can really, like, put a catalyst to this insurance market. I think in the next, you know, three years, three, four years, we are going to see way, way more premium financing. And for what is not typical of these higher dollar amount premiums are now being premium finance, we, we quoted a

Speaker 02853.92s - 2860.52s

$250,000 policy yesterday, right? That's not typically financed. Usually people who have that level

Speaker 12860.52s - 2878.72s

of a premium have cash in the bank, you know, these big contractors, you know, they paid up front. They have the leeway to do that. And now we are starting to see tightening of the belts. And so therefore they are coming to the premium financing space.

Speaker 02880.18s - 2903.56s

So as we wrap up a little bit, Pavo ORG is officially launched. It's off the ground and running. And if anyone wanted to get in touch with you or if there's someone listening right now from the MGA ORG side or broker retail wherever, where would they find more information? Again, I broke the camera. I don't know what's going on. I guess I don't know.There we go.

Speaker 22904.12s - 2912.44s

So I'm ugly today. So what's, talk to me about how they could get in touch with you, website, anything like that.

Speaker 02912.98s - 2921.88s

So we have our website at www.pavoensure.com. There we have a ton of information. We also have

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access to our broker portal there. So you can go directly there and click the access broker portal link. If you are not already signed up with us, we have a sign-up process very quick and easy. It's a couple of informational points, upload your ENO. And within 24 hours, we can approve you with our finance partners in order to start writing business in our

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portal. And so you guys are, you know, you have different finance companies to stretch across the United States? Yep.

Speaker 12950.9s - 2953.08s

We work with all 50 states. Okay.

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And like I said, with over 100 different lines of insurance.

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Awesome.

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And so they could get in touch with you or who they get in touch with you? Like who would be the person who would contact?

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A small startup. So it's Bridget PERSON and I are still answering the phones and the email. So you'll get to talk to us. And we're happy to give a demo any day of the week, any time. And you can also request more information on our website. You can email hello at pavoinsure.com ORG.And we could get back to you ASAP. You can also find Bridget and I on LinkedIn ORG, Katie Wexler and Bridget Zoler. We are always on LinkedIn out there. We love to talk to everybody. And Jason's involved in this project as well?

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Yes, he's our lead advisor.

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Okay.

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Yeah, he's definitely involved. And but, you know, he's also kind of, you know, he's our lead advisor. Okay. Yeah, he's definitely involved.

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But, you know, he's also kind of like taking the kid gloves off and set out. I want to see you sore. That's awesome.

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We are involved in the Scout and SureTech ORG conference coming up.

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So that's a big one in Cincinnati or Cleveland GPE.

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Cleveland GPE. In Cleveland GPE, we're going to be

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there. We'll be at ITC this year. And Bridgett wrote Tennessee Trucking Conference EVENT will be there as well for the Reliance Group Tennessee Trucking Conference EVENT. We'll be walking around smiling.

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There you go. Yeah, we will be, we're out there. We're live. We love for everybody come check us out and, you know, give us a shot to help you with all your financing needs.

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Fantastic.

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Look at you. I think you did a great job. For those that don't know, she was telling me she was nervous. But send her an email or a text or something or whatever. Tell her she did great on LinkedIn ORG. I think you did an awesome job.I'm excited about to see what Paavo ORG can do and what the future for Paavo is. Again, you know, last time, you know, last opportunity, is there anything that I missed? I know there's a lot going on. And I wanted to make sure I got it all in. Did we get everything in that we wanted to?

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I think so.

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And I think we are, like I said earlier, we're malleable.

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And we like-

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You had to use that word again. You just want to confuse me. Oh my gosh.

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We're very fluid. So therefore, if anybody has any suggestions, comments, you know, concerns or like, we hate your product. We'd love to know. You know, we want to know. And we want to build, we want to build broker facing technology, broker enhancing technology.That is the future of this industry is brokers have the hardest job out there today.

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Truthfully, they're a hardest job out there. And I recognize that. And all I want to do is make

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sure that their life is simple, easy, and with a click of a button, their insurance are happy and on their way and they get to the next bind. That's awesome.

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Thank you so much for hanging out with me today. I didn't want to wrap it. I was trying to figure out ways not to, but I guess I have to. So again, thank you so much for hanging out with me. And I hope that you get a whole bunch of phone calls and emails and whatever else because I think what you're doing is super cool.

Speaker 13147.28s - 3151s

Thank you. I think you've probably been on my first live podcast. Yeah.

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I'm excited to do some more of these because they're fun.

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And there you go.

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I'll try to introduce you some buddies.