Josh Malang

I poured a bunch of money into the tech platform with the development firm we've worked with.

How much was that?

To the dev company, probably five, 600 K. Oh, wow.

It's not really.

I was trying to figure out how best to describe it.

We're a B2B really product service and consulting firm.

So we work with people who are independent senior market distribution in the insurance space across the country and really try to identify the missing structures they have to level up their business.

And oftentimes it's their tech, but we also have several other products and services that really kind of enhance their business and help them really kind of grow.

It's only all of it.

I'm a big fan of recurring revenue, having sold, as you mentioned, my practice.

And about a third of our revenue is recurring in our retail practice.

But actually with this, so we have our tech, and we actually do white label customer service for people.

So we're able to...

proactively and reactively manage their existing blocks of business using their branding.

So people actually pay us to... Who are these people?

Yeah, sure.

These are insurance agencies, insurance producers that work in the kind of retiree market across the country.

And so they pay us to proactively service their clients.

So we take care of retention, upselling, cross-selling.

We charge them a flat fee to do that.