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[Music]

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hey everyone thanks for joining us for

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the cleaning and cocktails podcast

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this is where i get the opportunity to

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speak with fellow cleaning business

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owners

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small medium and large we take the time

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to let them share their stories on the

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ups and downs in the industry

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i also speak with other experts and

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professionals in the industry

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from your manufacturers your suppliers

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trainers

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as well as other types of entrepreneurs

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my mission is to empower our cleaning

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industry

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to inspire and motivate each and every

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one of you i want you guys to reach new

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heights of success and learn from one

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another

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my goal is to have you walk away with

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some tips secrets advice

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and opinions that are relevant to all of

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us in our day-to-day hustle and grind

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while we're out there in the field

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working every single day so sit back and

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share a cocktail with us

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and enjoy the show

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[Music]

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on this week's episode of cleaning and

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cocktails ricky sits down with dave

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slocum president of sia insurance

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along with sia account manager caitlin

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kalacki

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they discussed the intricacies of

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ensuring high liability businesses

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like janitorial commercial and

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residential cleaners

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so grab a drink relax and if you enjoy

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this episode

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give us a cheers by hitting the like

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button and don't forget to subscribe so

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you don't miss out on future episodes

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[Music]

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as far as cleaning industry when i first

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started

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i had no idea what business insurance

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was right

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i was a first-time entrepreneur first

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time business owner

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i i thought literally in the beginning i

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thought insurance was

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everything right help business life i

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thought it all wrapped up

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and won turns out it does not turns out

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it does not

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so for you guys i thought it was going

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to be super super beneficial for the

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audience

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to really get a breakdown of what what

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it means to have business insurance

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what it means what business insurance

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means

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like you just told me people see right

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so you guys are going to get

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nuggets and nuggets of information but

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i'm going to let them do a lot of the

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talking because

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they're the professionals and experts

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and again super stoked to have you on

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thanks for having us introduce us and i

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always start this with

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you know we're going to get to learn a

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little bit about caitlyn but

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how did you get into the insurance

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industry no

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just like in the cleaning space right i

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don't feel like people go to college

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and say i am going to get into the

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insurance space

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yeah when i was a young kid i didn't

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grow up saying i want to get an

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insurance

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turns out but it turns out

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it's a really good industry like there's

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a lot of opportunities there's a lot of

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opportunities for growth there's a lot

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of different

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parts to it and um you know it's just a

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really good

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good industry to be a part of so

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like many industries i didn't choose

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insurance it chose me and i'm glad that

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i'm very glad that it did

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my my step-dad had an agency

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he had sold in the late 90s he had a

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buyout he did really well

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with his first agencies and in 2005 when

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i was graduating from illinois state

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university

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they have a very good school of

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insurance katie school of insurance

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a part of their college of business and

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the reason that it is a very well-known

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nationally insurance school is because

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you have country companies down there

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you have state farms so you have

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executives from those companies as your

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professors you have

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those companies putting in a lot of

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money so insurance carriers from around

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the country are polling from illinois

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state

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so myself that had an agency in 2005 he

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just

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he decided to restart his agency

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and i was graduating college so i was

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the first full-time employee

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you know humble beginnings the first two

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weeks

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i our office was uh

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in my step-dad and mom's basement and uh

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and and so my friends are going downtown

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on the train and going to nice offices

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and i'm going to my mom's basement well

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what's wrong with that though i mean

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that's rent-free

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yeah it came with a good lunch uh

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so so anyways we're doing that we're

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moving into office a couple weeks later

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and then that's kind of where things

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start um

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and and i'm very thankful and blessed

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that it that it did happen that way

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um you know so i became a part of the

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business in 2010

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my stepdad retired in 2014. i bought

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them out

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since the beginning 2015 we've been able

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to uh

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to triple our revenue and that's largely

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based on the fact that we have really

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good people and that we have a lot of

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systems in place

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that allow us to be proactive to work

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with janitorial

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companies or service companies or

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contractors

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to kind of stay on the cutting edge in

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terms of what they need

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awesome and you guys so as he was

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touching on the word contractor right

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i i personally work with dave and the sa

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sia group because he's got a lot of

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experience with contractors and not to

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say that

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most insurance agents don't but you guys

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really know

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our space you really know what we're

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looking for you really know

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the different you know different

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companies that you should

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kind of put partner us with absolutely

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which is

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again guys that's their job to know

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right a lot of times i have

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cleaning companies that'll reach out to

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me and rick you know what do i do for

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this or who should i talk to for this

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and you've seen i've tagged you a few

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times but i don't want to be that person

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that

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right gives them the direction to go in

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because i'm like that's not my

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profession

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like it's a very particular you you have

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a lot of other things to do

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instead of being an insurance expert

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right

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so something that i think's interesting

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is is 92 percent

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of property and casualty insurance

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buyers

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stay with their current broker their

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current carrier

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and the reason they do that is for a

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couple reasons because

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it's easy change is hard

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there's some really good insurance

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brokers out there besides us

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like there's some great there's some

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great companies to work with

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and then also i feel like the

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expectations for this entire

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buying process has been very low

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so when i call you know when i call a

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potential prospect what i call

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a future client we're very specific on

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who we're targeting

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and when i give them a call and i say so

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you've been with

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you know abc insurance agency for 15

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years

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what are they doing that deserves your

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loyalty

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that that is earning that loyalty and

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often it's

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they're nice they return phone calls and

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they provide a proposal

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in my opinion that's the baseline

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like that's just the bare minimum

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of what people should expect you should

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be getting

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more and you should be expecting more so

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i think

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the insurance buying process for

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janitorial contractors for service

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contractors for contractors in general

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the expectations are too low you should

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be getting more

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and insurance agencies should be

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improving

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your business they shouldn't just be

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here's a proposal that's not enough to

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me

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i remember when i first met with

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you and carmen at your old office you

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had a lot going on

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you're scaling the heck out of your

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business

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you're moving offices you're doing a big

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build out all these things

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and i remember we went through the

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proposal

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and at the time at the time you had

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insurance policies with different

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carriers with different brokers

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with different effective dates your

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autos were on different policies i'm an

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insurance professional

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and it took me a little bit to figure

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out what was going on

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but you were not alone a lot of

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janitorial contractors are in that

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exact position and i remember we were

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meeting at your

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old office you guys are getting ready to

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move your beautiful beautiful new office

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and we went through the proposal

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and i did something as simple as i gave

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you the rates per hundred

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on your general liability and work comp

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so you could job cost

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and you looked at me and you said dave

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this is exactly what i've been looking

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for

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wasn't like i was doing something

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exceptional

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but a lot of brokers and there's a lot

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of great ones

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aren't even bringing that to the table

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so i just

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i i think that the insurance buying

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process the expectations in large part

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have been low

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and i think if you if if but the buyer

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understands that there's more than just

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being nice and returning phone calls

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that their their company can't improve

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from that

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yeah man and you just made me reminisce

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of i remember that moment

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that was a moment where i was like you

0:09:06.240,0:09:09.680
know what you know it doesn't hurt to

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ask because right you know again we're

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we're trying to innovate our business

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yeah we're always trying to be ahead

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and and job costs right job costing for

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janitorial i'm sure for the other

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services you have to do it it's very

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important

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right where when we when we think of

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insurance

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as business owners i know i did and i

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know there's a lot of people in my

0:09:26.080,0:09:28.560
community in the small business

0:09:27.279,0:09:29.440
community they think the same thing

0:09:28.560,0:09:31.760
where

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they they think about insurance too late

0:09:31.760,0:09:34.480
they think about

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it's reactionary it's very reactionary

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and like you said you get very content

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i didn't shop around actually it's like

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i just know i had a good

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insurance broker in relationship at the

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time which i still have

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with with them because that's one thing

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i got to give you props too is

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you know you didn't make me switch

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everything you were just like rick

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this is what we can do right better

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here's the price right

0:09:55.200,0:09:58.240
i mean the proof was in the pudding

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right but then it's like

0:09:58.240,0:10:01.279
but you could keep this this and that

0:09:59.839,0:10:03.120
there because

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we don't we don't do we don't do that

0:10:03.120,0:10:06.399
that as well as that was or that's price

0:10:05.200,0:10:06.720
right and you were honest you're like

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right

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keep it there yeah so it's like when and

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and that's why i'm happy to be here

0:10:11.200,0:10:14.880
everybody right because when you think

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of your business partners because i

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think of

0:10:15.440,0:10:18.800
sia and dave and kathleen as business

0:10:17.360,0:10:20.720
partners

0:10:18.800,0:10:22.000
i like to know that they work in a

0:10:20.720,0:10:25.200
beautiful space

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it matches the culture that i thrive and

0:10:25.200,0:10:28.640
live on it matches

0:10:26.800,0:10:30.560
the expectations i would have for my

0:10:28.640,0:10:33.040
business partner to be

0:10:30.560,0:10:33.680
you know to offer to their staff so it's

0:10:33.040,0:10:36.000
like

0:10:33.680,0:10:37.680
there's more than just the numbers right

0:10:36.000,0:10:38.399
the synergy there's there's this energy

0:10:37.680,0:10:39.839
right there's

0:10:38.399,0:10:41.519
the culture behind the company that

0:10:39.839,0:10:42.959
you're working with uh and

0:10:41.519,0:10:45.040
again thanks for having me here

0:10:42.959,0:10:47.519
absolutely i'm glad

0:10:45.040,0:10:48.800
it's my first podcast that's great you

0:10:47.519,0:10:49.120
guys are doing great you guys are doing

0:10:48.800,0:10:51.279
great

0:10:49.120,0:10:53.519
this is good but like let's let's also

0:10:51.279,0:10:54.720
so touch it on that point where

0:10:53.519,0:10:55.839
you know when you're starting you know

0:10:54.720,0:10:57.440
let me put you in the shoes of a

0:10:55.839,0:10:59.519
cleaning company right because again for

0:10:57.440,0:11:00.959
you guys to know the audience

0:10:59.519,0:11:02.320
it's a lot of small businesses it's a

0:11:00.959,0:11:04.240
lot of commercial cleaning companies

0:11:02.320,0:11:07.600
it's a lot of residential cleaning right

0:11:04.240,0:11:09.279
uh we we don't think of business

0:11:07.600,0:11:10.240
insurance in the beginning and i know

0:11:09.279,0:11:12.079
this because

0:11:10.240,0:11:14.000
it's it's a cost it's a cost that we try

0:11:12.079,0:11:16.399
to avoid until we really need it

0:11:14.000,0:11:18.000
right but or until something bad until

0:11:16.399,0:11:19.279
something bad happens rich caitlyn i was

0:11:18.000,0:11:21.120
telling you

0:11:19.279,0:11:22.480
i had theft happen right we could jump

0:11:21.120,0:11:24.320
right into this example right

0:11:22.480,0:11:26.000
i had theft happen thought general

0:11:24.320,0:11:29.120
liability covered it

0:11:26.000,0:11:30.160
not the case no it so like talk me

0:11:29.120,0:11:32.880
through

0:11:30.160,0:11:34.399
why should a small cleaning company or a

0:11:32.880,0:11:36.000
residential cleaning whatever the case

0:11:34.399,0:11:38.160
is a service provider

0:11:36.000,0:11:39.120
why should they be thinking of business

0:11:38.160,0:11:41.200
insurance

0:11:39.120,0:11:42.320
even before they have employee one when

0:11:41.200,0:11:44.480
they're a mom and pop

0:11:42.320,0:11:45.600
doing the work themselves that's a

0:11:44.480,0:11:47.440
really good question

0:11:45.600,0:11:50.480
um for me when i think about that

0:11:47.440,0:11:52.399
question i always go back to

0:11:50.480,0:11:54.240
insurance is scary it's scary for me and

0:11:52.399,0:11:56.320
i've been doing this for 10 years

0:11:54.240,0:11:58.240
you know caitlin you got a great podcast

0:11:56.320,0:12:01.680
voice just to let you know

0:11:58.240,0:12:01.680
great voice my new job

0:12:03.680,0:12:06.720
it's overwhelming there's so much

0:12:05.360,0:12:08.959
information we need

0:12:06.720,0:12:10.079
to get a quote for a new business that i

0:12:08.959,0:12:12.160
think people get so

0:12:10.079,0:12:14.160
overwhelmed they're like push it off

0:12:12.160,0:12:16.560
push it off push off do i need it

0:12:14.160,0:12:17.600
but you know one claim can put you out

0:12:16.560,0:12:22.399
of business

0:12:17.600,0:12:24.240
i mean in 2019 in the private industry

0:12:22.399,0:12:25.680
the largest number of industries or

0:12:24.240,0:12:28.079
illness were for

0:12:25.680,0:12:29.839
janitorial and cleaners they were number

0:12:28.079,0:12:31.839
10 on that list

0:12:29.839,0:12:32.959
one claim that's all you need one clean

0:12:31.839,0:12:34.959
that'll shut you down right

0:12:32.959,0:12:36.800
and not only that but it can go after

0:12:34.959,0:12:38.160
you personal too depending on it like

0:12:36.800,0:12:39.839
work comp

0:12:38.160,0:12:42.079
you know people don't realize if you

0:12:39.839,0:12:43.839
have a worker that's injured and you

0:12:42.079,0:12:46.160
don't have work comp you get fined

0:12:43.839,0:12:47.760
you can go to jail like the penalties

0:12:46.160,0:12:48.720
are so much for not having some of that

0:12:47.760,0:12:50.800
work comp

0:12:48.720,0:12:52.959
and then on the general liability side

0:12:50.800,0:12:56.480
really you're protecting

0:12:52.959,0:12:57.680
your employees your assets your business

0:12:56.480,0:13:00.079
that you're trying to grow

0:12:57.680,0:13:01.360
so why not start with it and grow with

0:13:00.079,0:13:03.760
it rather than

0:13:01.360,0:13:04.639
you know having a claim and then being

0:13:03.760,0:13:06.800
out of pocket

0:13:04.639,0:13:08.160
and that's probably why you had so many

0:13:06.800,0:13:09.279
different effective dates is because you

0:13:08.160,0:13:11.440
didn't realize you needed

0:13:09.279,0:13:12.560
different insurance so as it popped up

0:13:11.440,0:13:14.720
you started writing it

0:13:12.560,0:13:15.760
i just yeah i just got it i just asked

0:13:14.720,0:13:20.000
for it yeah

0:13:15.760,0:13:22.560
and and that's a big part of it is is

0:13:20.000,0:13:24.560
having someone that is going to educate

0:13:22.560,0:13:27.360
you in terms

0:13:24.560,0:13:28.639
consistently in terms of what you have

0:13:27.360,0:13:31.120
what you don't have

0:13:28.639,0:13:34.399
what you maybe need and then you can

0:13:31.120,0:13:35.279
ultimately make the decision but as we

0:13:34.399,0:13:38.560
talked about it

0:13:35.279,0:13:42.320
is so often reactionary in terms of oh

0:13:38.560,0:13:44.320
you had a you had a theft

0:13:42.320,0:13:46.079
that's not covered but i can give you a

0:13:44.320,0:13:46.639
policy now it doesn't that doesn't do

0:13:46.079,0:13:48.160
you much

0:13:46.639,0:13:50.959
right it doesn't it really doesn't all

0:13:48.160,0:13:53.680
right so if you're talking about a

0:13:50.959,0:13:54.639
a janitorial contractor that's trying to

0:13:53.680,0:13:56.480
get off the ground

0:13:54.639,0:13:58.320
and we want to look at things in terms

0:13:56.480,0:14:00.560
of what do they need what

0:13:58.320,0:14:01.440
what is the barrier to entry right like

0:14:00.560,0:14:04.000
what is

0:14:01.440,0:14:04.480
if i'm advising my friend ricky ricky's

0:14:04.000,0:14:06.959
a friend

0:14:04.480,0:14:08.160
he's starting his first business there

0:14:06.959,0:14:09.040
are a couple things that i'm going to

0:14:08.160,0:14:10.399
say if you go

0:14:09.040,0:14:12.720
out there and you're doing business

0:14:10.399,0:14:16.560
without this

0:14:12.720,0:14:18.639
bad idea you know general liability

0:14:16.560,0:14:19.680
something bad happens bodily injury

0:14:18.639,0:14:23.040
property damage

0:14:19.680,0:14:24.959
you're responsible that can be small it

0:14:23.040,0:14:26.959
can be big and it can be big quickly so

0:14:24.959,0:14:29.680
general liability is one

0:14:26.959,0:14:31.279
uh auto and general liability dave so we

0:14:29.680,0:14:32.560
could dig deeper on that because you

0:14:31.279,0:14:35.199
know like i have

0:14:32.560,0:14:37.279
some situations i have 5 million most

0:14:35.199,0:14:39.199
standards by 5 million but i do

0:14:37.279,0:14:40.800
sometimes get the request for 10 million

0:14:39.199,0:14:42.639
what does that mean what does it mean i

0:14:40.800,0:14:44.399
have a million dollar general liability

0:14:42.639,0:14:45.440
so generally what you're going to see is

0:14:44.399,0:14:47.040
you're going to see a million dollar

0:14:45.440,0:14:49.760
occurrence limit

0:14:47.040,0:14:51.839
per claim a 2 million aggregate so if

0:14:49.760,0:14:53.519
you just have a general liability policy

0:14:51.839,0:14:56.839
you're you're going to potentially

0:14:53.519,0:14:58.160
your carrier could pay two 1 million

0:14:56.839,0:15:00.240
claims

0:14:58.160,0:15:02.560
contractually you work on some jobs

0:15:00.240,0:15:03.600
where the requirements are five million

0:15:02.560,0:15:05.199
dollars

0:15:03.600,0:15:07.279
so what that five million dollar

0:15:05.199,0:15:08.639
umbrella does and this is not for the

0:15:07.279,0:15:09.600
folks that are just starting that are

0:15:08.639,0:15:12.639
cleaning homes

0:15:09.600,0:15:13.199
right that five million dollars is going

0:15:12.639,0:15:15.279
to go

0:15:13.199,0:15:18.240
over it's going to be additional

0:15:15.279,0:15:20.240
liability limits to go over

0:15:18.240,0:15:23.199
your general liability your auto

0:15:20.240,0:15:24.800
liability and your workers compensation

0:15:23.199,0:15:27.600
so if we take a step back and we say

0:15:24.800,0:15:30.560
look what does the starting

0:15:27.600,0:15:32.000
janitorial contractor need that if i'm

0:15:30.560,0:15:34.320
advising a friend

0:15:32.000,0:15:36.079
i would say don't go out and work

0:15:34.320,0:15:38.399
without general liability

0:15:36.079,0:15:39.680
auto because you're going to be getting

0:15:38.399,0:15:41.279
to the job your employees are going to

0:15:39.680,0:15:43.279
be getting to the job somehow they may

0:15:41.279,0:15:44.560
be running to home depot on behalf of

0:15:43.279,0:15:46.000
rosellato

0:15:44.560,0:15:47.839
now does that mean if they're driving

0:15:46.000,0:15:51.040
their car or driving your vehicle

0:15:47.839,0:15:52.160
both both so if you were to go and tell

0:15:51.040,0:15:54.639
an employee to say hey

0:15:52.160,0:15:56.320
go go to home depot because we need to

0:15:54.639,0:15:57.279
get gloves we need to get cleaning

0:15:56.320,0:15:59.440
gloves

0:15:57.279,0:16:01.199
and they go there and they're involved

0:15:59.440,0:16:03.519
in an accident and they're doing that on

0:16:01.199,0:16:04.079
behalf of rosellato they can absolutely

0:16:03.519,0:16:06.839
be pulled

0:16:04.079,0:16:08.160
rosalato can absolutely be pulled into a

0:16:06.839,0:16:09.839
lawsuit

0:16:08.160,0:16:11.519
so even though they're in their car

0:16:09.839,0:16:13.920
absolutely okay

0:16:11.519,0:16:15.839
because it's it's it's a non-owned

0:16:13.920,0:16:17.680
vehicle it's entire vehicle it's someone

0:16:15.839,0:16:20.720
doing something for your business

0:16:17.680,0:16:23.680
okay so general liability auto and then

0:16:20.720,0:16:25.440
workers compensation

0:16:23.680,0:16:27.600
those are those are the three that i

0:16:25.440,0:16:29.600
would say no

0:16:27.600,0:16:31.680
janitorial contractors should go into

0:16:29.600,0:16:33.680
business without that

0:16:31.680,0:16:36.639
and then kind of one other piece would

0:16:33.680,0:16:39.680
be a bond or

0:16:36.639,0:16:41.040
a crime policy that covers theft of

0:16:39.680,0:16:42.480
clients property

0:16:41.040,0:16:45.519
so we have a lot of janitorial

0:16:42.480,0:16:47.920
contractors rosellato being one of them

0:16:45.519,0:16:49.600
that may go into banks you may need to

0:16:47.920,0:16:50.959
have a half million dollar

0:16:49.600,0:16:52.800
crime bond you may need to have a

0:16:50.959,0:16:55.680
million dollar crime on so

0:16:52.800,0:16:56.720
if your employees i'm not saying your

0:16:55.680,0:16:58.240
employees would

0:16:56.720,0:17:00.079
but if an employee were to steal

0:16:58.240,0:17:02.240
something

0:17:00.079,0:17:04.480
clients property that that bond would

0:17:02.240,0:17:06.880
pick up that coverage so

0:17:04.480,0:17:08.240
general liability auto workers

0:17:06.880,0:17:11.280
compensation

0:17:08.240,0:17:13.280
and then potentially a crime policy

0:17:11.280,0:17:15.360
for theft of clients property i would

0:17:13.280,0:17:18.400
say that's the barrier to entry

0:17:15.360,0:17:18.959
so i mean so those are big points guys

0:17:18.400,0:17:22.240
right like

0:17:18.959,0:17:24.240
those are those are the must-haves

0:17:22.240,0:17:25.199
if we are cleaning contractors doesn't

0:17:24.240,0:17:25.760
matter if you're residential or

0:17:25.199,0:17:27.120
commercial

0:17:25.760,0:17:28.799
right right you're saying that's for

0:17:27.120,0:17:30.240
both cases you go you go into a really

0:17:28.799,0:17:32.320
nice house

0:17:30.240,0:17:33.440
and they have really nice jewelry so

0:17:32.320,0:17:35.200
think about that guys

0:17:33.440,0:17:37.280
because i know i was in a situation

0:17:35.200,0:17:40.480
where i thought general liability

0:17:37.280,0:17:41.440
covered that theft but bond is what you

0:17:40.480,0:17:44.320
need

0:17:41.440,0:17:44.640
crying bond or crime uh but it matters

0:17:44.320,0:17:46.640
on

0:17:44.640,0:17:47.760
you know the level does matter on the

0:17:46.640,0:17:50.720
account type

0:17:47.760,0:17:51.280
but it's just a great checklist right

0:17:50.720,0:17:52.960
like

0:17:51.280,0:17:55.520
because you know i've done many videos

0:17:52.960,0:17:57.360
on you know you need an llc you need a

0:17:55.520,0:17:59.200
your checking account you need a bank to

0:17:57.360,0:18:01.120
team up with you need help that you're

0:17:59.200,0:18:02.480
on the business insurance side you heard

0:18:01.120,0:18:05.039
it here right it's

0:18:02.480,0:18:07.039
workman's comp general liability auto

0:18:05.039,0:18:09.440
auto

0:18:07.039,0:18:10.240
crime for a theft of clients property so

0:18:09.440,0:18:11.600
that's that that's

0:18:10.240,0:18:13.360
that's starting bare minimum that

0:18:11.600,0:18:16.799
because again if if

0:18:13.360,0:18:18.080
if you're going out and and cleaning

0:18:16.799,0:18:20.960
homes

0:18:18.080,0:18:22.320
and look a lot of people don't right but

0:18:20.960,0:18:24.799
if you're going out and you want to

0:18:22.320,0:18:26.559
create a significant legitimate business

0:18:24.799,0:18:27.919
that's the barrier to entry from a

0:18:26.559,0:18:29.440
property and casualty insurance

0:18:27.919,0:18:31.280
perspective in my opinion

0:18:29.440,0:18:32.880
kayla you got something well and also i

0:18:31.280,0:18:33.679
think too it's ease of mind for your

0:18:32.880,0:18:35.679
customers

0:18:33.679,0:18:37.200
so i know and obviously i'm an insurance

0:18:35.679,0:18:38.960
so of course i'm going to ask this but

0:18:37.200,0:18:39.919
first thing i ask a contractor is do you

0:18:38.960,0:18:41.679
have insurance can i see your

0:18:39.919,0:18:43.679
certificate of insurance

0:18:41.679,0:18:46.000
so you sing you're bonded or you're

0:18:43.679,0:18:47.840
insured or whatever

0:18:46.000,0:18:49.679
that boosts you because if i don't see

0:18:47.840,0:18:52.720
that i'm not going to call you

0:18:49.679,0:18:54.240
yeah so it's almost like not only peace

0:18:52.720,0:18:55.200
of mind for yourself but peace mind for

0:18:54.240,0:18:56.480
your customers that

0:18:55.200,0:18:58.080
you know they're not going to get

0:18:56.480,0:18:59.919
brought into something or you have

0:18:58.080,0:19:02.880
coverage if something happens

0:18:59.919,0:19:04.400
and i got to say one thing that i did i

0:19:02.880,0:19:07.200
feel the effects now

0:19:04.400,0:19:08.960
with the organization on my side on the

0:19:07.200,0:19:12.000
rosado side

0:19:08.960,0:19:13.120
is we we had a lot of subcontractors we

0:19:12.000,0:19:14.080
had a lot of vendors they're going to

0:19:13.120,0:19:16.640
work with us right

0:19:14.080,0:19:17.919
and it's like you now that we know how

0:19:16.640,0:19:20.320
important that part was

0:19:17.919,0:19:21.840
it's it's almost a value add that we

0:19:20.320,0:19:23.280
give to our affiliate partners because

0:19:21.840,0:19:24.720
remember we we don't like to call them

0:19:23.280,0:19:25.360
subcontractors we call them affiliate

0:19:24.720,0:19:28.320
partners

0:19:25.360,0:19:29.440
but it's still the same thing right it's

0:19:28.320,0:19:31.520
i mean they're learning

0:19:29.440,0:19:33.200
that piece too like this is how this is

0:19:31.520,0:19:35.200
why it's important like yeah

0:19:33.200,0:19:36.240
you we can't work together unless you

0:19:35.200,0:19:38.080
have that i mean

0:19:36.240,0:19:39.360
yeah and that's something that we have

0:19:38.080,0:19:41.600
worked with you guys

0:19:39.360,0:19:43.280
closely on and that's kind of my i guess

0:19:41.600,0:19:45.200
next step so if you're doing if you're

0:19:43.280,0:19:48.480
self-performing all the work

0:19:45.200,0:19:50.160
as a janitorial contractor as

0:19:48.480,0:19:52.320
any type of contractor any type of

0:19:50.160,0:19:54.400
service if you're self-performing and

0:19:52.320,0:19:55.600
you're not using subcontractors

0:19:54.400,0:19:58.120
you're worried about you and your

0:19:55.600,0:19:59.600
employees as soon as you bring in a

0:19:58.120,0:20:01.280
subcontractor

0:19:59.600,0:20:04.400
then the ball game change and you have

0:20:01.280,0:20:06.880
to focus on different things

0:20:04.400,0:20:07.600
to boil everything down from a more

0:20:06.880,0:20:12.240
complex

0:20:07.600,0:20:13.600
insurance perspective to the basics

0:20:12.240,0:20:14.960
because i think there's the insurance

0:20:13.600,0:20:15.360
world and then i think there's the real

0:20:14.960,0:20:18.240
world

0:20:15.360,0:20:20.880
and you want to make sure that we're

0:20:18.240,0:20:22.880
working there is

0:20:20.880,0:20:25.760
all of your subcontractors should have

0:20:22.880,0:20:27.120
generalized voting workers comp

0:20:25.760,0:20:29.520
and you should have an executed

0:20:27.120,0:20:32.880
subcontractor agreement

0:20:29.520,0:20:34.960
and what all of that is about what we do

0:20:32.880,0:20:36.720
is our concern is to make sure that

0:20:34.960,0:20:38.080
we're covering you

0:20:36.720,0:20:39.039
i'm not as concerned about your

0:20:38.080,0:20:40.000
subcontractor because you're not

0:20:39.039,0:20:41.600
covering them they're

0:20:40.000,0:20:43.440
they're just providing that's not my

0:20:41.600,0:20:45.520
responsibility right

0:20:43.440,0:20:47.440
well my responsibility is is to make

0:20:45.520,0:20:48.559
sure that we have the risk transfers in

0:20:47.440,0:20:50.880
place

0:20:48.559,0:20:51.840
that when your subcontractor creates an

0:20:50.880,0:20:54.320
issue that it's

0:20:51.840,0:20:56.080
their issue and not your issue and when

0:20:54.320,0:20:59.200
you go into

0:20:56.080,0:21:01.760
a medical facility or a bank

0:20:59.200,0:21:03.679
or home depot to do cleaning whatever it

0:21:01.760,0:21:06.640
may be

0:21:03.679,0:21:07.120
you're not going to be allowed to do

0:21:06.640,0:21:10.320
work

0:21:07.120,0:21:12.559
until you sign an agreement

0:21:10.320,0:21:14.840
until you provide a certificate of

0:21:12.559,0:21:16.159
insurance that meets their contractual

0:21:14.840,0:21:19.760
requirements

0:21:16.159,0:21:21.440
and they're not doing that for nothing

0:21:19.760,0:21:23.919
they're doing that because that's a risk

0:21:21.440,0:21:25.760
transfer that means when you make a

0:21:23.919,0:21:27.760
mistake

0:21:25.760,0:21:30.720
or there's an issue what they're trying

0:21:27.760,0:21:32.799
to do is insulate themselves from

0:21:30.720,0:21:33.760
your issues so they're yours and not

0:21:32.799,0:21:35.760
theirs

0:21:33.760,0:21:37.280
and when you are a big or a small

0:21:35.760,0:21:39.360
company if you do bring

0:21:37.280,0:21:41.280
subcontractors into the fold or

0:21:39.360,0:21:43.039
independent contractors

0:21:41.280,0:21:45.440
affiliate partners whatever you may call

0:21:43.039,0:21:46.960
them if you don't have those things in

0:21:45.440,0:21:49.200
place

0:21:46.960,0:21:50.159
then their issues can become yours yeah

0:21:49.200,0:21:51.840
which you guys

0:21:50.159,0:21:54.000
pointed out to us yeah i mean it was

0:21:51.840,0:21:56.080
really the truth like

0:21:54.000,0:21:57.200
we and you know alex even on our on the

0:21:56.080,0:21:59.520
financial perspective

0:21:57.200,0:22:00.240
it's a burden it becomes our burden

0:21:59.520,0:22:03.120
because

0:22:00.240,0:22:03.520
it becomes your cost yeah yeah it

0:22:03.120,0:22:06.400
becomes

0:22:03.520,0:22:08.400
it becomes your cost um and it can

0:22:06.400,0:22:09.919
impact you for years if you have a claim

0:22:08.400,0:22:12.080
that goes on your loss runs you have to

0:22:09.919,0:22:13.760
explain that to every carrier

0:22:12.080,0:22:16.640
your premiums go up depending on the

0:22:13.760,0:22:18.880
coverage so you know it's not just

0:22:16.640,0:22:21.200
saving you from the rest you know the

0:22:18.880,0:22:22.720
liability but saving you money because

0:22:21.200,0:22:24.159
you're not paying for these claims

0:22:22.720,0:22:25.520
that's on them and you're not managing

0:22:24.159,0:22:26.320
them you're not watching them so really

0:22:25.520,0:22:27.440
they should be

0:22:26.320,0:22:29.679
doing their own thing so what do you

0:22:27.440,0:22:31.360
guys think about when you

0:22:29.679,0:22:32.799
because i'll get this not that it's a

0:22:31.360,0:22:35.679
rebuttal but i'll get this

0:22:32.799,0:22:36.000
response a lot rick we just started you

0:22:35.679,0:22:38.559
know

0:22:36.000,0:22:40.400
it's costly you know we're just getting

0:22:38.559,0:22:41.840
our first contracts and

0:22:40.400,0:22:43.200
you know that we want to make all the

0:22:41.840,0:22:45.039
profit that we can make so we could

0:22:43.200,0:22:47.840
build our business like

0:22:45.039,0:22:49.760
how do we how do we help educate the

0:22:47.840,0:22:51.600
industry to say

0:22:49.760,0:22:54.320
yes it's costly upfront but it's going

0:22:51.600,0:22:56.080
to be costly in the long run you may not

0:22:54.320,0:22:57.200
even stay in business if you don't do

0:22:56.080,0:22:59.120
these type of things

0:22:57.200,0:23:00.640
like what yeah what what is an average

0:22:59.120,0:23:01.919
cost let's say for

0:23:00.640,0:23:04.000
i mean is that is that tough to say i

0:23:01.919,0:23:06.559
mean i know it depends i mean by state

0:23:04.000,0:23:09.039
so yeah it depends on safe state but it

0:23:06.559,0:23:11.520
also depends on what they have going on

0:23:09.039,0:23:12.720
so is it a single person you know if

0:23:11.520,0:23:14.640
it's a single person

0:23:12.720,0:23:17.200
and they're doing their own thing and

0:23:14.640,0:23:19.600
they're your subcontractor and they're

0:23:17.200,0:23:21.600
a person that's providing their own

0:23:19.600,0:23:22.960
cleaning as a subcontractor to you i

0:23:21.600,0:23:25.360
mean the general liability is going to

0:23:22.960,0:23:26.960
be anywhere from 500 to 1500 bucks

0:23:25.360,0:23:28.400
depending on the carrier for the year to

0:23:26.960,0:23:30.640
month for the year

0:23:28.400,0:23:32.000
and then the workers compensation

0:23:30.640,0:23:32.960
they're going to go to the assigned risk

0:23:32.000,0:23:34.880
pool

0:23:32.960,0:23:36.640
and they're probably going to exclude

0:23:34.880,0:23:38.559
themselves from from coverage they have

0:23:36.640,0:23:39.840
the ability to include themselves that's

0:23:38.559,0:23:42.960
a decision as an owner

0:23:39.840,0:23:45.840
officer but the

0:23:42.960,0:23:47.120
workers compensation if they were to

0:23:45.840,0:23:49.200
exclude themselves is going to be

0:23:47.120,0:23:51.360
anywhere from 15 to

0:23:49.200,0:23:52.880
yeah i think it's about sixteen so

0:23:51.360,0:23:55.840
that's if they don't have any employees

0:23:52.880,0:23:58.720
now if they have employees

0:23:55.840,0:24:02.000
and they wanna work for you and they

0:23:58.720,0:24:02.000
don't wanna have insurance

0:24:02.080,0:24:06.240
i've talked to carmen about this i would

0:24:03.760,0:24:06.960
say find another subcontractor no you

0:24:06.240,0:24:08.799
guys have yeah

0:24:06.960,0:24:10.080
you know it's plain or simple right yes

0:24:08.799,0:24:13.120
and and that's

0:24:10.080,0:24:16.320
and that's because my concern again

0:24:13.120,0:24:17.919
is protecting our clients not then

0:24:16.320,0:24:20.640
super appreciative yeah for that because

0:24:17.919,0:24:23.120
it really does come that's almost like a

0:24:20.640,0:24:24.640
one of the bullet points of if the

0:24:23.120,0:24:26.320
answer is not what we want

0:24:24.640,0:24:27.760
you're you're really not going to work

0:24:26.320,0:24:30.240
because if then

0:24:27.760,0:24:31.600
again it falls on us exactly and the

0:24:30.240,0:24:33.840
whole point here is

0:24:31.600,0:24:34.880
we're working together to offer them an

0:24:33.840,0:24:36.480
opportunity right

0:24:34.880,0:24:38.000
and then also just as a cleaning

0:24:36.480,0:24:40.000
business owner yourself or a service

0:24:38.000,0:24:42.480
provider

0:24:40.000,0:24:44.400
if you have employees which you which we

0:24:42.480,0:24:46.159
touched on before you gave me a great

0:24:44.400,0:24:47.840
value ad when you told you started to

0:24:46.159,0:24:50.159
tell us the dollar

0:24:47.840,0:24:52.480
per rate of the rate per 100 the rate

0:24:50.159,0:24:54.240
per 100

0:24:52.480,0:24:56.400
let's pass that on to the client right

0:24:54.240,0:24:57.120
like let's absolutely when you bid that

0:24:56.400,0:25:00.320
project

0:24:57.120,0:25:01.120
yeah you've got to include that in the

0:25:00.320,0:25:03.360
pricing because

0:25:01.120,0:25:04.559
then you really are not paying for it

0:25:03.360,0:25:06.960
you're paying for it up front

0:25:04.559,0:25:08.799
right but now it's being passed on to

0:25:06.960,0:25:09.440
that contract because again it's simple

0:25:08.799,0:25:11.520
numbers right

0:25:09.440,0:25:12.960
it's how many hours is it going to be a

0:25:11.520,0:25:15.120
full-time employee is it a part-time

0:25:12.960,0:25:16.240
employee as you add the workmen cons

0:25:15.120,0:25:17.919
will increase because right

0:25:16.240,0:25:20.320
is that a rule of thumb as your payroll

0:25:17.919,0:25:23.279
increases work wins comp increases

0:25:20.320,0:25:23.919
yeah so so it's a rate times times your

0:25:23.279,0:25:26.880
payroll

0:25:23.919,0:25:28.000
and your rate is going to be based on

0:25:26.880,0:25:30.799
your financial history

0:25:28.000,0:25:31.120
your claims history your ncci modifier

0:25:30.799,0:25:34.159
like

0:25:31.120,0:25:36.960
it can it can range widely

0:25:34.159,0:25:38.159
in terms of what your rate is but yeah

0:25:36.960,0:25:39.600
in general

0:25:38.159,0:25:41.440
you know you're going to give an

0:25:39.600,0:25:44.480
estimate for your payroll let's say it's

0:25:41.440,0:25:46.320
two million dollars and if if you end up

0:25:44.480,0:25:48.240
at 2.5 million you're going to pay more

0:25:46.320,0:25:50.799
money and if you end up at 1.5

0:25:48.240,0:25:51.840
because unfortunately cobit impacted

0:25:50.799,0:25:54.400
your business

0:25:51.840,0:25:56.000
then you're going to get a refund uh but

0:25:54.400,0:25:58.880
but it's it's

0:25:56.000,0:26:00.000
it's account specific uh in terms in

0:25:58.880,0:26:03.279
terms of the rate

0:26:00.000,0:26:05.039
okay so there is there is there a

0:26:03.279,0:26:05.360
formula or is there things that we can

0:26:05.039,0:26:08.880
do

0:26:05.360,0:26:10.400
to predictively understand what the cost

0:26:08.880,0:26:14.000
could be that we incur

0:26:10.400,0:26:16.159
year over year because because the audit

0:26:14.000,0:26:18.799
that's a scary thing right well the the

0:26:16.159,0:26:21.520
the audit the audit's a scary thing

0:26:18.799,0:26:22.799
if you have two things you know we have

0:26:21.520,0:26:25.039
a lot of carriers that will

0:26:22.799,0:26:26.400
that will offer what's called

0:26:25.039,0:26:28.400
pay-as-you-go

0:26:26.400,0:26:29.760
so and you that's what you guys use

0:26:28.400,0:26:31.120
let's actually talk about that right

0:26:29.760,0:26:33.360
that's a good point yeah so

0:26:31.120,0:26:34.159
pay-as-you-go work comp so this month we

0:26:33.360,0:26:37.279
have one

0:26:34.159,0:26:40.320
you know 120 000 of payroll

0:26:37.279,0:26:42.000
so your workers comp is going to be

0:26:40.320,0:26:44.000
paid your premium is going to be paid

0:26:42.000,0:26:47.919
based on that 120 000

0:26:44.000,0:26:49.360
in payroll um if you're not doing that

0:26:47.919,0:26:52.240
it's more of an estimate

0:26:49.360,0:26:53.120
but what we do proactively is we contact

0:26:52.240,0:26:55.520
our insurance

0:26:53.120,0:26:56.159
every quarter so we can remind them to

0:26:55.520,0:26:57.600
say hey

0:26:56.159,0:26:59.760
your payroll is based on two million

0:26:57.600,0:27:00.400
where are we trending so we can keep a

0:26:59.760,0:27:02.960
finger

0:27:00.400,0:27:04.080
kind of on the pulse of what you guys

0:27:02.960,0:27:06.320
are doing

0:27:04.080,0:27:07.919
uh and then in terms of the audit the

0:27:06.320,0:27:11.440
only time that it's scary

0:27:07.919,0:27:13.760
is if you have not the only time

0:27:11.440,0:27:14.880
the main time that it's scary is if you

0:27:13.760,0:27:17.200
were to have

0:27:14.880,0:27:18.399
uninsured subcontractors and we can talk

0:27:17.200,0:27:20.799
about that too

0:27:18.399,0:27:22.080
but if your subcontractors don't have

0:27:20.799,0:27:23.279
general liability if they don't have

0:27:22.080,0:27:25.840
workers compensation

0:27:23.279,0:27:26.799
ultimately that's going to be your cost

0:27:25.840,0:27:29.679
and

0:27:26.799,0:27:30.640
so that just goes back to if a

0:27:29.679,0:27:32.480
subcontractor

0:27:30.640,0:27:34.000
can't provide you a general liability

0:27:32.480,0:27:36.080
and workers comp certificate and they're

0:27:34.000,0:27:37.120
not willing to sign your subcontractor

0:27:36.080,0:27:38.080
agreement

0:27:37.120,0:27:40.159
then i would look at other

0:27:38.080,0:27:41.840
subcontractors okay

0:27:40.159,0:27:43.440
all right one of the things that we

0:27:41.840,0:27:47.039
provided for for

0:27:43.440,0:27:48.640
carmen uh and for rosalotto carmen

0:27:47.039,0:27:50.640
again if you guys don't remember or know

0:27:48.640,0:27:52.159
that's my mom she's an angel

0:27:50.640,0:27:54.320
she's an idiot i got to plug my mom

0:27:52.159,0:27:56.080
she's great she's the most amazing

0:27:54.320,0:27:59.120
she is we need more carmen's inaudible

0:27:56.080,0:27:59.120
we do we need a cloner

0:27:59.279,0:28:05.600
so one thing that we sent carmen

0:28:02.720,0:28:07.279
is in this this kind of talk speaks to

0:28:05.600,0:28:11.039
our agency continuing

0:28:07.279,0:28:11.600
continually looking to proactively

0:28:11.039,0:28:14.480
provide

0:28:11.600,0:28:14.960
resources that make us different from

0:28:14.480,0:28:17.840
other

0:28:14.960,0:28:19.760
insurance agencies and one thing that

0:28:17.840,0:28:21.919
we've been able to identify is there's a

0:28:19.760,0:28:23.200
website where if you give me a company's

0:28:21.919,0:28:26.000
name

0:28:23.200,0:28:27.360
abc janitorial i can go look and i've

0:28:26.000,0:28:29.600
sent this to carmen

0:28:27.360,0:28:31.360
i can go look and i can tell you whether

0:28:29.600,0:28:32.559
or not they have workers compensation so

0:28:31.360,0:28:33.600
that's how she finds out

0:28:32.559,0:28:36.000
she told me she does her own

0:28:33.600,0:28:37.600
relationships yeah that's it she's pi so

0:28:36.000,0:28:38.480
then you guys actually told her about

0:28:37.600,0:28:41.520
that though correct

0:28:38.480,0:28:45.840
okay so yeah i think you told me that

0:28:41.520,0:28:45.840
that was your idea but i

0:28:50.880,0:28:54.880
again what i say guys right nuggets

0:28:52.960,0:28:56.799
these are

0:28:54.880,0:28:58.799
and so you guys remember you know the

0:28:56.799,0:29:00.240
audience is is

0:28:58.799,0:29:01.840
just starting off in the business

0:29:00.240,0:29:04.000
they're hitting the refresh button or

0:29:01.840,0:29:06.080
their larger size businesses

0:29:04.000,0:29:08.559
this is just so super important because

0:29:06.080,0:29:09.039
it's it's not something sexy that people

0:29:08.559,0:29:10.559
talk about

0:29:09.039,0:29:12.640
it's not something that you know

0:29:10.559,0:29:13.679
somebody's to say hey how's our business

0:29:12.640,0:29:15.600
insurance looking

0:29:13.679,0:29:18.240
we think it's sex you guys think it's

0:29:15.600,0:29:18.240
actually caitlyn

0:29:18.320,0:29:23.840
but it's i mean it it is so crucial

0:29:21.679,0:29:24.880
for us as operators of our business to

0:29:23.840,0:29:27.600
get this right

0:29:24.880,0:29:28.880
right absolutely yeah and a couple other

0:29:27.600,0:29:30.799
things i mean like is we

0:29:28.880,0:29:32.240
look ahead in terms of okay if you're

0:29:30.799,0:29:34.720
just starting

0:29:32.240,0:29:35.360
we've discussed what is what is the bare

0:29:34.720,0:29:38.720
minimum

0:29:35.360,0:29:41.279
that you need it's that

0:29:38.720,0:29:43.120
and then i mean it can expand right like

0:29:41.279,0:29:43.600
in general we're working with clients

0:29:43.120,0:29:46.320
that are

0:29:43.600,0:29:46.799
that are in the 5 million to 100 million

0:29:46.320,0:29:48.880
dollars

0:29:46.799,0:29:50.080
in revenue and we work with people that

0:29:48.880,0:29:51.760
are smaller and we work with people that

0:29:50.080,0:29:54.640
are bigger but that's where we play

0:29:51.760,0:29:58.960
generally and as you continue to grow

0:29:54.640,0:29:58.960
then you do have to look at other things

0:29:59.200,0:30:02.480
you know if you start cleaning menards

0:30:01.679,0:30:04.080
and

0:30:02.480,0:30:05.600
you have floor scrubbers that are six

0:30:04.080,0:30:07.120
thousand dollars a piece

0:30:05.600,0:30:08.880
you have to address that right like if

0:30:07.120,0:30:12.000
you have three of them at menards

0:30:08.880,0:30:15.120
and they go missing do you want to

0:30:12.000,0:30:17.279
spend 18 000 out of your pocket so as

0:30:15.120,0:30:18.480
your business evolves and that's a part

0:30:17.279,0:30:22.000
of what we do with

0:30:18.480,0:30:23.200
sia 360 insurance system you have to be

0:30:22.000,0:30:25.760
able to continually

0:30:23.200,0:30:27.200
identify those things and then i don't

0:30:25.760,0:30:29.679
know if you want to talk about a couple

0:30:27.200,0:30:31.120
of the other things that were

0:30:29.679,0:30:33.600
and i don't know if it's coveted related

0:30:31.120,0:30:34.720
or what but a couple of the other things

0:30:33.600,0:30:37.200
in terms of

0:30:34.720,0:30:38.559
of cyber and then epli that we're seeing

0:30:37.200,0:30:40.720
a lot more of but

0:30:38.559,0:30:42.240
but those are some things that again as

0:30:40.720,0:30:44.640
you continue to evolve you continue to

0:30:42.240,0:30:46.240
grow you continue to scale

0:30:44.640,0:30:47.600
you have to focus on these things no

0:30:46.240,0:30:48.880
yeah let's touch on those because think

0:30:47.600,0:30:51.200
about the you know again

0:30:48.880,0:30:52.960
people want to grow in scale so you know

0:30:51.200,0:30:54.960
how many vehicles they buy

0:30:52.960,0:30:56.559
in a new office that they move into

0:30:54.960,0:30:58.240
warehouse that has inventory

0:30:56.559,0:31:00.080
remind me on the vehicles by the way

0:30:58.240,0:31:02.080
after you talk cyber

0:31:00.080,0:31:03.440
you know as your business grows you're

0:31:02.080,0:31:05.679
going to need more coverage

0:31:03.440,0:31:06.799
and something people don't really think

0:31:05.679,0:31:09.039
about much is cyber

0:31:06.799,0:31:10.559
because you think i don't really have

0:31:09.039,0:31:11.919
that much personal information but it's

0:31:10.559,0:31:12.640
so much more than that because it's your

0:31:11.919,0:31:14.720
system

0:31:12.640,0:31:16.159
what would happen if your whole system

0:31:14.720,0:31:18.480
your billing system

0:31:16.159,0:31:19.760
your pos whatever you use just

0:31:18.480,0:31:22.559
completely was

0:31:19.760,0:31:22.559
taken hostage

0:31:23.200,0:31:26.960
yeah you're a small business you can't

0:31:25.840,0:31:28.640
afford that

0:31:26.960,0:31:30.559
you know they're asking ten thousand

0:31:28.640,0:31:32.000
dollars fifteen twenty like

0:31:30.559,0:31:33.679
that's a lot of money and this happens

0:31:32.000,0:31:34.399
to small businesses it happens to big

0:31:33.679,0:31:36.159
businesses

0:31:34.399,0:31:37.679
happens to insurance carriers as we've

0:31:36.159,0:31:39.440
seen recently

0:31:37.679,0:31:41.279
um it doesn't matter your size of your

0:31:39.440,0:31:42.880
business and it will impact you just as

0:31:41.279,0:31:43.440
hard i've seen it happen to small

0:31:42.880,0:31:45.840
business

0:31:43.440,0:31:47.120
where they lost all their information on

0:31:45.840,0:31:47.679
their computer and you have to rebuild

0:31:47.120,0:31:50.960
that

0:31:47.679,0:31:53.679
right and that's now is that by is that

0:31:50.960,0:31:54.000
but like what if you're using like a crm

0:31:53.679,0:31:56.640
or

0:31:54.000,0:31:58.320
a third-party resource so a couple of

0:31:56.640,0:32:01.279
housing all that information

0:31:58.320,0:32:02.240
so the worst one that is so we'll see a

0:32:01.279,0:32:04.240
couple a year

0:32:02.240,0:32:06.880
at this point a couple of cyber claims a

0:32:04.240,0:32:10.320
year and they're generally not

0:32:06.880,0:32:12.320
not big they're not huge but

0:32:10.320,0:32:14.480
often what happens is someone a hacker

0:32:12.320,0:32:16.320
comes in and they take

0:32:14.480,0:32:17.840
a month of your accounting information

0:32:16.320,0:32:20.320
they hold it for ransom they ask for

0:32:17.840,0:32:22.960
bitcoin you pay them you move on

0:32:20.320,0:32:23.840
that that's how that's what honestly

0:32:22.960,0:32:26.640
that's that is

0:32:23.840,0:32:27.919
legitimately what we see a couple times

0:32:26.640,0:32:30.080
a year

0:32:27.919,0:32:31.519
and then bitcoins what like 65 000 right

0:32:30.080,0:32:32.000
now or something it's probably like 58

0:32:31.519,0:32:34.880
right now

0:32:32.000,0:32:36.559
wow [ __ ] let's let's buy something

0:32:34.880,0:32:38.559
random attacks are getting more and more

0:32:36.559,0:32:40.640
popular now with people being home

0:32:38.559,0:32:42.880
and working remote so the biggest one

0:32:40.640,0:32:46.399
that i've seen was a large snow removal

0:32:42.880,0:32:48.480
company that maybe they large to me

0:32:46.399,0:32:49.919
they did maybe 15 20 million dollars a

0:32:48.480,0:32:52.559
year

0:32:49.919,0:32:54.159
depending on obviously the snow but what

0:32:52.559,0:32:54.720
happened is hackers came in and they

0:32:54.159,0:32:58.240
took

0:32:54.720,0:32:59.919
two months of their data and

0:32:58.240,0:33:02.960
they took it from the cloud they held it

0:32:59.919,0:33:06.159
hostage and they basically had said look

0:33:02.960,0:33:08.399
we need this send us this money and then

0:33:06.159,0:33:09.200
we'll send you the information long

0:33:08.399,0:33:13.519
story short

0:33:09.200,0:33:15.840
it ended up costing about 70 000 because

0:33:13.519,0:33:16.960
what they had to do was they had to pay

0:33:15.840,0:33:19.360
it

0:33:16.960,0:33:20.640
they had to notify all the affected

0:33:19.360,0:33:22.480
parties legally

0:33:20.640,0:33:24.000
so all of your employees all of your

0:33:22.480,0:33:26.640
vendors you have

0:33:24.000,0:33:28.240
to notify all of them legally and then

0:33:26.640,0:33:30.320
you have to get the information back and

0:33:28.240,0:33:33.519
you have to unencrypt it

0:33:30.320,0:33:35.360
so what i often tell people is

0:33:33.519,0:33:38.320
a couple things the the people that say

0:33:35.360,0:33:39.519
i don't need cyber insurance i say do

0:33:38.320,0:33:41.279
you use a computer

0:33:39.519,0:33:42.559
yeah i do okay then you need to do it do

0:33:41.279,0:33:45.760
i get i got cyber you do

0:33:42.559,0:33:45.760
okay yes um

0:33:45.919,0:33:49.919
you should purchase more right that's

0:33:48.480,0:33:51.200
that's actually true we did talk about

0:33:49.919,0:33:55.039
that like two hours ago

0:33:51.200,0:33:56.960
so um so

0:33:55.039,0:33:58.399
you you have to you have to be able to

0:33:56.960,0:33:59.919
do that but what what

0:33:58.399,0:34:02.640
people often say is well it's in the

0:33:59.919,0:34:04.240
cloud right what i always tell people

0:34:02.640,0:34:07.360
what i suggest is

0:34:04.240,0:34:08.560
if you're going to use the cloud that is

0:34:07.360,0:34:12.320
great

0:34:08.560,0:34:15.839
but also back that up somewhere else

0:34:12.320,0:34:17.760
because home depot was using the cloud

0:34:15.839,0:34:20.240
and experian was using the cloud and

0:34:17.760,0:34:22.800
target was using the cloud and but

0:34:20.240,0:34:25.280
what you have to do is you have to use

0:34:22.800,0:34:27.200
your your crm you have to use a cloud

0:34:25.280,0:34:29.760
but then back it up maybe to a server at

0:34:27.200,0:34:31.440
your house so if you have those two

0:34:29.760,0:34:33.119
i think we bought a server right oh man

0:34:31.440,0:34:34.320
i am hitting the checkpoints yeah the

0:34:33.119,0:34:37.440
majority

0:34:34.320,0:34:38.639
but but we are seeing that more and more

0:34:37.440,0:34:39.760
and then the other one that we're seeing

0:34:38.639,0:34:42.960
a lot of and this

0:34:39.760,0:34:44.720
is not just service construction

0:34:42.960,0:34:48.320
but service and construction are not

0:34:44.720,0:34:50.639
exempt is employment practices that

0:34:48.320,0:34:52.480
definitely is one coverage has really

0:34:50.639,0:34:54.000
ramped up over the last few years

0:34:52.480,0:34:56.079
with the especially with the metoo

0:34:54.000,0:34:57.280
movement so employment practices

0:34:56.079,0:34:58.880
liability i mean

0:34:57.280,0:35:00.320
it protects you as a business if you

0:34:58.880,0:35:02.000
have you know

0:35:00.320,0:35:03.520
an employee sues you because they say

0:35:02.000,0:35:05.359
they were sexually harassed or you

0:35:03.520,0:35:06.400
discriminated them because of their age

0:35:05.359,0:35:09.440
or race

0:35:06.400,0:35:10.960
or anything protected like that and you

0:35:09.440,0:35:13.359
know what we're really seeing

0:35:10.960,0:35:14.560
is people are speaking up more with

0:35:13.359,0:35:16.160
janitorial and

0:35:14.560,0:35:17.920
cleaning is you guys are off site so you

0:35:16.160,0:35:18.720
need third party because what if one of

0:35:17.920,0:35:20.880
your cleaners

0:35:18.720,0:35:22.240
whistles at you know someone watching

0:35:20.880,0:35:24.640
receptionist yeah

0:35:22.240,0:35:26.320
you know you're saying like our cleaners

0:35:24.640,0:35:28.640
in the environment of our account

0:35:26.320,0:35:29.520
yeah exactly that like those your

0:35:28.640,0:35:31.280
clients

0:35:29.520,0:35:32.800
you know their employees you need to

0:35:31.280,0:35:33.520
protect your business in case one of

0:35:32.800,0:35:35.359
your

0:35:33.520,0:35:36.880
employees does something to it because

0:35:35.359,0:35:37.359
we can't control that no right like we

0:35:36.880,0:35:40.400
don't you're not

0:35:37.359,0:35:42.720
there you do the training right like you

0:35:40.400,0:35:45.040
train your employees properly and you

0:35:42.720,0:35:47.040
you have employee handbooks and you have

0:35:45.040,0:35:50.560
toolbox talks and you

0:35:47.040,0:35:52.800
explain what is and isn't acceptable

0:35:50.560,0:35:54.400
and part of it is i was actually talking

0:35:52.800,0:35:56.160
with carmen earlier is

0:35:54.400,0:35:57.680
and one thing that we've supported our

0:35:56.160,0:36:00.640
clients with is the

0:35:57.680,0:36:02.079
sb 75 which is illinois sexual

0:36:00.640,0:36:03.920
harassment training

0:36:02.079,0:36:05.119
which started last year and just

0:36:03.920,0:36:07.839
something that all

0:36:05.119,0:36:09.599
all employers have to go through but it

0:36:07.839,0:36:10.240
could be an employee that says something

0:36:09.599,0:36:14.079
wrong

0:36:10.240,0:36:16.400
it could be a person in the field that

0:36:14.079,0:36:17.359
takes something wrong but if they were

0:36:16.400,0:36:18.640
to say

0:36:17.359,0:36:21.200
you know what ricky one of your

0:36:18.640,0:36:24.400
employees sexually harassed me

0:36:21.200,0:36:26.720
and i'm gonna sue you for that

0:36:24.400,0:36:27.920
that's employment practices libodi and

0:36:26.720,0:36:31.760
and uh

0:36:27.920,0:36:34.160
drinks so so yeah so

0:36:31.760,0:36:36.000
so it's not only that but we've seen

0:36:34.160,0:36:37.680
more where the biggest influx has been

0:36:36.000,0:36:39.440
over the last year

0:36:37.680,0:36:41.359
because of cobit because of the

0:36:39.440,0:36:43.040
challenge of the challenges of bringing

0:36:41.359,0:36:45.119
employees into work and employees that

0:36:43.040,0:36:48.320
don't want to come into work

0:36:45.119,0:36:50.960
and and employees having to lay off

0:36:48.320,0:36:52.800
employers having to lay off employees

0:36:50.960,0:36:54.000
because they're unwilling to come into

0:36:52.800,0:36:57.040
work but their job can

0:36:54.000,0:36:57.040
only be done here

0:36:57.119,0:37:00.640
that's not stopping people from saying

0:36:58.720,0:37:01.119
you're terminating me wrongfully that's

0:37:00.640,0:37:02.480
tough

0:37:01.119,0:37:05.359
and going and it's just because it's

0:37:02.480,0:37:08.320
like who's it's a very tough situation

0:37:05.359,0:37:08.960
exactly so cyber we're seeing a lot more

0:37:08.320,0:37:11.200
of

0:37:08.960,0:37:12.800
employment practices liability we're

0:37:11.200,0:37:15.359
seeing a lot more of

0:37:12.800,0:37:17.440
um and that's part of what's leading to

0:37:15.359,0:37:20.320
a harder insurance market

0:37:17.440,0:37:21.760
um which we can discuss too but but

0:37:20.320,0:37:23.839
those are two those are

0:37:21.760,0:37:25.359
additional things in terms of when you

0:37:23.839,0:37:26.880
start to grow

0:37:25.359,0:37:29.040
you want to look at property you want to

0:37:26.880,0:37:30.480
look at higher liability limits you want

0:37:29.040,0:37:32.960
to look at cyber you want to look at

0:37:30.480,0:37:34.880
employment practices liability

0:37:32.960,0:37:36.160
uh as as you continue to scale your

0:37:34.880,0:37:38.320
business as as

0:37:36.160,0:37:39.280
a service contractor and the best thing

0:37:38.320,0:37:41.200
about it is

0:37:39.280,0:37:43.520
some of these coverages although not as

0:37:41.200,0:37:44.400
robust can be added on to a package

0:37:43.520,0:37:46.160
policy for

0:37:44.400,0:37:47.680
you know not that much premium so if

0:37:46.160,0:37:49.200
you're a small business you don't have

0:37:47.680,0:37:50.400
that many employees yet you only need a

0:37:49.200,0:37:51.680
smaller limit even though you should

0:37:50.400,0:37:52.640
have a standalone policy that's more

0:37:51.680,0:37:53.920
robust

0:37:52.640,0:37:55.680
we can still add a little bit of

0:37:53.920,0:37:57.200
coverage onto the policy so that you do

0:37:55.680,0:37:59.920
have that little bit of coverage

0:37:57.200,0:38:03.040
that does protect you yeah so one thing

0:37:59.920,0:38:06.880
that we do again in just being proactive

0:38:03.040,0:38:08.800
is every carrier will throw on a smaller

0:38:06.880,0:38:10.960
limit for cyber liability it's usually

0:38:08.800,0:38:13.920
50 or 100 000

0:38:10.960,0:38:14.880
we put that on every single like all of

0:38:13.920,0:38:18.160
our employees know here

0:38:14.880,0:38:19.760
you put that on every single

0:38:18.160,0:38:21.599
client on every single even if they

0:38:19.760,0:38:23.599
don't ask for it future client they have

0:38:21.599,0:38:26.720
to tell me they don't want it mm-hmm

0:38:23.599,0:38:28.640
and is it a humongous limit no

0:38:26.720,0:38:30.000
but a lot of these claims aren't they're

0:38:28.640,0:38:33.200
not that yeah you guys you know

0:38:30.000,0:38:34.720
so there's there's something there

0:38:33.200,0:38:36.800
uh and then the other thing that we do

0:38:34.720,0:38:39.920
proactively is we

0:38:36.800,0:38:44.000
offer a fuller

0:38:39.920,0:38:46.000
higher limit um cyber policy as well

0:38:44.000,0:38:47.520
so we'll we'll just provide that as a

0:38:46.000,0:38:49.040
hey this is something you you should

0:38:47.520,0:38:50.079
look at so those are just a couple

0:38:49.040,0:38:52.480
things with

0:38:50.079,0:38:54.320
with uh chanceuro contractors as you

0:38:52.480,0:38:55.920
continue to scale things to look at

0:38:54.320,0:38:58.320
and like there's there's one thing that

0:38:55.920,0:38:59.760
i like when we talk about

0:38:58.320,0:39:01.119
when we're in the you know mass rank

0:38:59.760,0:39:02.400
group or we're getting together like we

0:39:01.119,0:39:04.000
had a big convention coming up in two

0:39:02.400,0:39:05.040
weeks in in florida

0:39:04.000,0:39:07.440
which i'll share a lot of this

0:39:05.040,0:39:08.880
information about um

0:39:07.440,0:39:11.359
think about all the information we have

0:39:08.880,0:39:12.720
from our clients we have keys to the

0:39:11.359,0:39:15.040
buildings

0:39:12.720,0:39:16.240
we're in there when nobody's there right

0:39:15.040,0:39:19.200
so

0:39:16.240,0:39:22.160
like it it is super important to have

0:39:19.200,0:39:24.720
business insurance pnc like

0:39:22.160,0:39:26.320
i i can't stress enough you know how

0:39:24.720,0:39:28.320
helpful this kind of conversation is you

0:39:26.320,0:39:29.920
guys because

0:39:28.320,0:39:31.680
you're you know when you're servicing an

0:39:29.920,0:39:32.480
account at 7pm at night when nobody's

0:39:31.680,0:39:33.920
there

0:39:32.480,0:39:35.680
you're giving the keys to an employee

0:39:33.920,0:39:38.079
that you may have trained a week ago

0:39:35.680,0:39:39.119
that you are entrusting in them to

0:39:38.079,0:39:41.359
service the account

0:39:39.119,0:39:42.960
yeah don't touch this don't open that

0:39:41.359,0:39:45.200
door again we're not

0:39:42.960,0:39:46.720
they're you know over their shoulder

0:39:45.200,0:39:48.400
we're doing the best we can today

0:39:46.720,0:39:50.640
we do so much you can only do so much

0:39:48.400,0:39:52.000
though so it's it's in our best interest

0:39:50.640,0:39:54.640
as business owners to have

0:39:52.000,0:39:55.440
all the ducks in a row would you guys

0:39:54.640,0:39:58.000
say is

0:39:55.440,0:39:59.839
and i i think you guys are saying no but

0:39:58.000,0:40:01.119
is there a cheat sheet is there a is

0:39:59.839,0:40:04.560
there a

0:40:01.119,0:40:05.200
cookie cutter way to approach business

0:40:04.560,0:40:08.400
insurance

0:40:05.200,0:40:09.920
for a small business owner or if not

0:40:08.400,0:40:12.319
i mean what are the best steps we can

0:40:09.920,0:40:15.359
take because again you got to think of

0:40:12.319,0:40:16.880
be in their shoes be in my shoes where

0:40:15.359,0:40:19.440
i'm a first-time entrepreneur when i

0:40:16.880,0:40:21.040
started the business i had no idea what

0:40:19.440,0:40:24.079
business insurance was

0:40:21.040,0:40:24.800
interview your broker i mean i think

0:40:24.079,0:40:26.720
that's like

0:40:24.800,0:40:28.560
literally something no one thinks to do

0:40:26.720,0:40:29.119
is interviewing your broker which just

0:40:28.560,0:40:31.359
means

0:40:29.119,0:40:33.040
talk to them see if when you ask

0:40:31.359,0:40:34.160
questions if they are short with you or

0:40:33.040,0:40:35.680
annoyed or anything or if they're going

0:40:34.160,0:40:37.280
to spend the time with you

0:40:35.680,0:40:39.040
because yes you're a beginner you're

0:40:37.280,0:40:40.640
going to ask a lot of questions

0:40:39.040,0:40:42.240
sure it can get annoying at times but

0:40:40.640,0:40:44.000
we're here to help you and that's what

0:40:42.240,0:40:45.040
our business is we want to help you we

0:40:44.000,0:40:46.400
really do

0:40:45.040,0:40:47.680
we want to make sure that you're

0:40:46.400,0:40:48.560
successful because it makes us

0:40:47.680,0:40:50.079
successful

0:40:48.560,0:40:52.160
and we want you to have you know

0:40:50.079,0:40:53.520
obviously talk great about us too but

0:40:52.160,0:40:56.079
really honestly it comes down to your

0:40:53.520,0:40:58.640
broker if you have a great broker

0:40:56.079,0:41:00.079
then they should be you know thinking

0:40:58.640,0:41:01.280
proactively for you

0:41:00.079,0:41:02.720
and they should have a checklist that

0:41:01.280,0:41:03.680
they go through with you which is what

0:41:02.720,0:41:06.960
we have with our

0:41:03.680,0:41:09.359
si 360. right so yeah

0:41:06.960,0:41:11.280
you need to you need to find and this

0:41:09.359,0:41:14.000
isn't kind of like um

0:41:11.280,0:41:15.200
you know i have a couple other ideas but

0:41:14.000,0:41:18.839
you need to find

0:41:15.200,0:41:21.599
someone that will be an advocate for you

0:41:18.839,0:41:24.319
so is there a cheat sheet

0:41:21.599,0:41:25.040
no there isn't is there a basis to what

0:41:24.319,0:41:27.440
you need

0:41:25.040,0:41:30.800
sure if you're a small janitorial

0:41:27.440,0:41:33.440
contractor and you're just starting

0:41:30.800,0:41:34.480
it's not overly complex in terms of what

0:41:33.440,0:41:36.640
you need

0:41:34.480,0:41:39.040
but you just have to make sure you have

0:41:36.640,0:41:42.720
it now as you continue to grow

0:41:39.040,0:41:45.760
and as we're dealing with 5 million or

0:41:42.720,0:41:47.599
25 or 30 or 50 or 100 million dollar

0:41:45.760,0:41:50.720
companies

0:41:47.599,0:41:53.440
it does get more complex and you do

0:41:50.720,0:41:54.560
have to have someone that is going to

0:41:53.440,0:41:56.560
consistently

0:41:54.560,0:41:57.839
look at what is changing in your

0:41:56.560,0:42:00.640
business

0:41:57.839,0:42:01.599
and for us at sia insurance group what

0:42:00.640,0:42:04.560
we do

0:42:01.599,0:42:06.400
is we do a coverage assessment so we've

0:42:04.560,0:42:09.200
condensed

0:42:06.400,0:42:10.000
as well as we can mm-hmm and it's six

0:42:09.200,0:42:12.079
pages

0:42:10.000,0:42:14.560
so it's six pages that we go through

0:42:12.079,0:42:16.720
when i met with a a future client

0:42:14.560,0:42:18.640
yesterday or a prospect

0:42:16.720,0:42:20.160
i went through and i i asked them these

0:42:18.640,0:42:23.200
questions and i asked him

0:42:20.160,0:42:25.040
questions that i would bet 9 out of 10

0:42:23.200,0:42:26.640
brokers aren't asking them

0:42:25.040,0:42:28.079
and that's okay because as i said i

0:42:26.640,0:42:29.680
don't

0:42:28.079,0:42:31.520
do i want to know what you have is it

0:42:29.680,0:42:34.079
helpful absolutely yeah

0:42:31.520,0:42:34.720
but i care about what you need so you

0:42:34.079,0:42:38.079
have to

0:42:34.720,0:42:41.520
find you have to find someone that

0:42:38.079,0:42:43.920
is going to understand

0:42:41.520,0:42:45.839
your risks to understand your exposures

0:42:43.920,0:42:47.200
to identify your exposures

0:42:45.839,0:42:49.200
and then you have to work together to

0:42:47.200,0:42:49.839
determine okay what am i willing to take

0:42:49.200,0:42:52.400
on

0:42:49.839,0:42:54.000
what do i want to share ensure what do i

0:42:52.400,0:42:57.599
want to avoid completely

0:42:54.000,0:42:59.760
maybe we could do things differently but

0:42:57.599,0:43:01.520
for the very small businesses is there a

0:42:59.760,0:43:03.760
cheat sheet sure but for

0:43:01.520,0:43:05.040
businesses that are growing that are

0:43:03.760,0:43:07.119
more complex

0:43:05.040,0:43:09.359
you need to have a tailored solution

0:43:07.119,0:43:09.760
yeah well man you guys nailed that part

0:43:09.359,0:43:12.800
then

0:43:09.760,0:43:15.280
because i mean think about it's

0:43:12.800,0:43:16.720
we everybody wants the short way to get

0:43:15.280,0:43:17.440
to something like you know they they

0:43:16.720,0:43:19.760
want you know

0:43:17.440,0:43:21.760
i hate to use the word cheat sheet but

0:43:19.760,0:43:23.839
it is something that i know

0:43:21.760,0:43:25.920
as a small business owner right you want

0:43:23.839,0:43:27.520
to have some steps to get to to

0:43:25.920,0:43:29.440
understand hey

0:43:27.520,0:43:31.119
year one it's gonna cost me five

0:43:29.440,0:43:33.119
thousand right year two

0:43:31.119,0:43:35.280
it's gonna cost me seven thousand that's

0:43:33.119,0:43:37.359
just something that we can tie to

0:43:35.280,0:43:38.720
but you guys explained it well right

0:43:37.359,0:43:41.280
like it

0:43:38.720,0:43:42.720
it's case by case state by state yeah

0:43:41.280,0:43:45.200
wages are different

0:43:42.720,0:43:46.720
yeah everything is different and and

0:43:45.200,0:43:49.200
there are a lot of

0:43:46.720,0:43:51.520
a lot of people a lot of carriers a lot

0:43:49.200,0:43:53.839
of agencies a lot of

0:43:51.520,0:43:55.119
private equity companies that are trying

0:43:53.839,0:43:58.319
to commoditize that

0:43:55.119,0:43:59.200
right like they're trying to figure out

0:43:58.319,0:44:02.720
a way

0:43:59.200,0:44:04.079
to to create that cheat sheet and

0:44:02.720,0:44:06.960
they're trying to do it all

0:44:04.079,0:44:07.599
online and some are doing it well and i

0:44:06.960,0:44:10.240
remember

0:44:07.599,0:44:11.839
probably six years ago i went to care's

0:44:10.240,0:44:13.359
home office and it was myself

0:44:11.839,0:44:15.040
nine other brokers from around the

0:44:13.359,0:44:17.040
country and

0:44:15.040,0:44:19.680
i was meeting with their executive board

0:44:17.040,0:44:22.079
the ceo the cfo

0:44:19.680,0:44:23.680
chief marketing and they they were

0:44:22.079,0:44:27.599
asking me about that

0:44:23.680,0:44:28.000
and they were wondering specifically

0:44:27.599,0:44:29.680
like

0:44:28.000,0:44:31.760
what do you think like where is this

0:44:29.680,0:44:32.240
going because there's always disruption

0:44:31.760,0:44:35.280
right

0:44:32.240,0:44:37.760
in every industry there's disruption

0:44:35.280,0:44:39.440
where is that going in my opinion i

0:44:37.760,0:44:42.000
think

0:44:39.440,0:44:43.359
maybe i'll be proven wrong but i think

0:44:42.000,0:44:44.720
when you're talking about an account

0:44:43.359,0:44:47.920
that's paying 50 000

0:44:44.720,0:44:50.400
a year in premium or 250 or 300 or 500

0:44:47.920,0:44:52.480
000 hours in premium

0:44:50.400,0:44:54.240
you have to have a relationship you have

0:44:52.480,0:44:55.760
to be dealing with someone that's going

0:44:54.240,0:44:58.560
to be your advocate

0:44:55.760,0:45:00.720
that's going to work on your behalf

0:44:58.560,0:45:02.720
that's that's going to

0:45:00.720,0:45:03.760
make you a smarter buyer that's going to

0:45:02.720,0:45:06.960
be strategic

0:45:03.760,0:45:08.880
in terms of what you're looking to do

0:45:06.960,0:45:10.160
at some point will ai be able to figure

0:45:08.880,0:45:13.280
it all out i'm sure

0:45:10.160,0:45:14.960
yeah but uh but but

0:45:13.280,0:45:16.319
but that's what you have to you have to

0:45:14.960,0:45:17.200
find you have to find someone that's

0:45:16.319,0:45:19.440
going to

0:45:17.200,0:45:20.480
kind of be your advocate all right well

0:45:19.440,0:45:23.599
i was going to say

0:45:20.480,0:45:25.599
as we wrap up is there anything else

0:45:23.599,0:45:26.960
caitlin or dave you guys like would like

0:45:25.599,0:45:29.520
to share

0:45:26.960,0:45:30.319
to the service provider industry that is

0:45:29.520,0:45:33.920
watching the show

0:45:30.319,0:45:36.880
hearing the show like it's again just

0:45:33.920,0:45:39.280
any more points to hit home as far as

0:45:36.880,0:45:42.480
insurance

0:45:39.280,0:45:44.400
partners allies right right yeah

0:45:42.480,0:45:46.079
besides call us what would you like to

0:45:44.400,0:45:48.560
know i think the best

0:45:46.079,0:45:50.240
advice you can get is the minute you

0:45:48.560,0:45:52.079
start feeling overwhelmed you really

0:45:50.240,0:45:54.160
just have to take a step back

0:45:52.079,0:45:55.440
take a breath write your questions down

0:45:54.160,0:45:56.560
and send them to your agent if your

0:45:55.440,0:45:59.359
agent can't get those

0:45:56.560,0:46:00.560
done or broken can't get that done then

0:45:59.359,0:46:02.480
you need to

0:46:00.560,0:46:05.040
you know really look at that insurance

0:46:02.480,0:46:05.040
shouldn't be

0:46:05.280,0:46:08.480
painful i mean it is in some regards to

0:46:07.520,0:46:10.000
get that information

0:46:08.480,0:46:11.520
it shouldn't overwhelm you it should be

0:46:10.000,0:46:13.200
like a system like this

0:46:11.520,0:46:15.359
you get the questions you get the

0:46:13.200,0:46:17.200
answers you maybe have some follow-up

0:46:15.359,0:46:18.960
questions and then you get a proposal

0:46:17.200,0:46:20.560
and then you live happily ever after in

0:46:18.960,0:46:21.839
your you know relationship with your

0:46:20.560,0:46:23.119
broker and you never leave them and you

0:46:21.839,0:46:23.839
never get quotes anywhere else you just

0:46:23.119,0:46:26.880
stay with the program

0:46:23.839,0:46:29.920
right yeah so yeah i mean

0:46:26.880,0:46:31.280
a few different things

0:46:29.920,0:46:34.079
i think buyers should have higher

0:46:31.280,0:46:37.359
expectations i think

0:46:34.079,0:46:40.000
what you know if you say your broker

0:46:37.359,0:46:43.119
is good because they're nice they return

0:46:40.000,0:46:44.480
phone calls and they give you a proposal

0:46:43.119,0:46:47.520
i think you should be looking for

0:46:44.480,0:46:47.520
someone else personally

0:46:47.920,0:46:52.560
i believe that you should be looking for

0:46:50.880,0:46:55.760
someone that will continually

0:46:52.560,0:46:59.040
improve your company in proactive ways

0:46:55.760,0:47:01.280
and be continually bringing new things

0:46:59.040,0:47:04.079
to the table

0:47:01.280,0:47:05.920
because it is changing and you know for

0:47:04.079,0:47:07.599
our agency

0:47:05.920,0:47:09.280
we do different things it's it's

0:47:07.599,0:47:11.760
providing mac osha audits

0:47:09.280,0:47:13.359
it's providing pre-employment physicals

0:47:11.760,0:47:14.880
it's we partner with a company that

0:47:13.359,0:47:16.160
provides and we're talking with carmen

0:47:14.880,0:47:18.160
about this earlier

0:47:16.160,0:47:19.359
gps tracking with dash cams so if you

0:47:18.160,0:47:21.040
have an employee

0:47:19.359,0:47:24.319
that's driving and they look down

0:47:21.040,0:47:27.200
because they're looking at their phone

0:47:24.319,0:47:29.200
the supervisor gets an email with 10

0:47:27.200,0:47:31.040
seconds of them doing that so you can

0:47:29.200,0:47:32.800
use it as a teaching moment the next

0:47:31.040,0:47:35.599
thing that i think is coming

0:47:32.800,0:47:36.800
damn hold on absolutely what yeah

0:47:35.599,0:47:38.400
absolutely oh yeah

0:47:36.800,0:47:40.559
we're going to be putting a proposal

0:47:38.400,0:47:41.440
together for that soon and those are the

0:47:40.559,0:47:42.720
types of things

0:47:41.440,0:47:44.640
make sure they don't put it in my car

0:47:42.720,0:47:47.520
yeah that's about saying do not put that

0:47:44.640,0:47:47.920
do not put that in my car so you're

0:47:47.520,0:47:49.920
you're

0:47:47.920,0:47:52.160
you're the one millionth business owner

0:47:49.920,0:47:54.160
that's told me that

0:47:52.160,0:47:56.400
uh seriously you couldn't use it in your

0:47:54.160,0:47:59.280
car either of course not

0:47:56.400,0:48:00.720
um so the other thing that i think you

0:47:59.280,0:48:02.319
know one other tech thing that we're

0:48:00.720,0:48:04.000
looking at is partnering with a company

0:48:02.319,0:48:06.160
that provides wearables so

0:48:04.000,0:48:07.599
if you have an employee and they have

0:48:06.160,0:48:10.319
something on their arm

0:48:07.599,0:48:11.520
that that says okay when i'm doing this

0:48:10.319,0:48:13.920
i'm unsafe

0:48:11.520,0:48:15.440
and the supervisor is aware of that we

0:48:13.920,0:48:17.280
have some carers that are partnering and

0:48:15.440,0:48:20.400
we're looking to partner

0:48:17.280,0:48:22.640
with them as well so my point is is

0:48:20.400,0:48:24.960
whether it be you know at sia insurance

0:48:22.640,0:48:27.839
group we're interested in always

0:48:24.960,0:48:29.839
always evolving always improving and i

0:48:27.839,0:48:31.599
think janitorial contractors i think

0:48:29.839,0:48:33.599
service contractors i think you should

0:48:31.599,0:48:36.079
be trying to do the same thing

0:48:33.599,0:48:36.960
and you need to find an insurance broker

0:48:36.079,0:48:40.319
that will

0:48:36.960,0:48:42.319
help you improve well

0:48:40.319,0:48:44.079
that was awesome okay that was awesome

0:48:42.319,0:48:47.520
guys i mean if you got

0:48:44.079,0:48:50.559
so again as we wrap this up right

0:48:47.520,0:48:52.960
you guys could see that look for an ally

0:48:50.559,0:48:54.720
look for a partner look for somebody

0:48:52.960,0:48:56.160
who's going to be creative

0:48:54.720,0:48:58.000
look for somebody who's going to be

0:48:56.160,0:48:59.440
innovative which is a word i always talk

0:48:58.000,0:49:02.000
about right because

0:48:59.440,0:49:03.520
it's if you're not being innovative then

0:49:02.000,0:49:04.800
you're not being proactive and you're

0:49:03.520,0:49:07.200
not looking around

0:49:04.800,0:49:08.800
the corner to the left because just

0:49:07.200,0:49:11.680
looking around the corner isn't enough

0:49:08.800,0:49:14.160
right look beyond that corner and in our

0:49:11.680,0:49:15.839
space more than ever because of covid

0:49:14.160,0:49:17.359
the cleaning space environment the

0:49:15.839,0:49:21.359
service space environment

0:49:17.359,0:49:23.440
is vastly changing it's evolving

0:49:21.359,0:49:24.720
we need tech we need partners like you

0:49:23.440,0:49:28.559
guys to

0:49:24.720,0:49:29.920
to help us because it is not in our

0:49:28.559,0:49:31.359
we're not thinking about this kind of

0:49:29.920,0:49:34.800
stuff and you shouldn't we're thinking

0:49:31.359,0:49:36.000
about business we're scale growth scale

0:49:34.800,0:49:37.359
yes we should always be thinking about

0:49:36.000,0:49:39.040
protection but we're thinking about

0:49:37.359,0:49:40.960
protection and ppe

0:49:39.040,0:49:42.400
we're not thinking about protection and

0:49:40.960,0:49:42.960
insurance that's why you need a good

0:49:42.400,0:49:44.720
partner

0:49:42.960,0:49:46.319
yep thank you guys for being an awesome

0:49:44.720,0:49:49.359
partner absolutely and

0:49:46.319,0:49:50.800
man i swear to god i always screw this

0:49:49.359,0:49:52.720
up this is gonna be a meme

0:49:50.800,0:49:54.640
we're gonna do a meme i didn't even

0:49:52.720,0:49:56.640
cheers to start the freaking show

0:49:54.640,0:49:59.200
this is called this is called cleaning

0:49:56.640,0:50:00.319
in cocktails and i didn't even freaking

0:49:59.200,0:50:01.839
start the show

0:50:00.319,0:50:03.440
that means we just have to have another

0:50:01.839,0:50:06.880
drink so damn

0:50:03.440,0:50:08.720
it's okay and on a good note

0:50:06.880,0:50:10.400
yeah we're ending on a good note you

0:50:08.720,0:50:12.160
guys thank you again for tuning in

0:50:10.400,0:50:14.160
i you know i appreciate you guys thank

0:50:12.160,0:50:14.480
you for coming in here we do appreciate

0:50:14.160,0:50:16.960
it

0:50:14.480,0:50:18.640
it's fun so until next time you guys

0:50:16.960,0:50:21.200
will have all their information

0:50:18.640,0:50:22.000
down below uh you'll be able to connect

0:50:21.200,0:50:23.440
with them

0:50:22.000,0:50:24.960
drop any comments if you want to meet

0:50:23.440,0:50:27.040
with them we'll have all their

0:50:24.960,0:50:27.839
information but i thank you again for

0:50:27.040,0:50:30.400
tuning in

0:50:27.839,0:50:31.599
and it's just another great episode of

0:50:30.400,0:50:36.720
cleaning cocktails

0:50:31.599,0:50:36.720
thanks guys thank you thank you all

0:50:38.839,0:50:41.839
right

0:51:03.839,0:51:05.920
you