David Stewart

If you don't tell me, I can't fix it.

So spending time with them has been really helpful for that.

One other thing that we do well is work with our vendor partners.

So we work with a lot of insurance companies.

I mean, we sell insurance.

We've got 20 different partners.

And so every time I have the chance to interact with them, I always ask what's coming around the corner that I don't see.

And these are multibillion dollar companies that are heavily invested in everything you can think of related to our field.

And, for instance, our territory representatives, well, they work with thousands of agencies.

They're inside these agencies seeing things that they do well every single day.

So I ask them, hey, what are our competitors doing?

What do you see that people are doing well?

What things could we take advantage of?

Here's some of the challenges that I'm seeing.

What have you seen?

What are they doing to solve this?

With that, we have a lot of data on all of our clients.

So you mentioned the client lifecycle.

So we were able to look at the data from thousands of clients with these insurance companies and seeing at what point are they canceling their policies.

And we noticed that certain companies' clients would cancel after 60 days.