Ryan Hanley

So this idea of change, like the insurance industry is also like, if there was like a video game strength meter would be like down at zero for change management.

So do you see this becoming more of a barbell where we have large enterprises and then small, nimble organizations and this middle layer starts to get thinned and thinned?

Or how does that distribution work over time, or at least what you're seeing today?

Yeah, a case study to support what you just said is the movement to roll-ups in the insurance.

And I don't mean to spend so much time in the insurance industry, but roll-ups are basically collections of agencies.

So for so long, you had all these independent agencies spread out all over the country.

But what most of the time,

the agency owner or principal, as they're calling the insurance industry, was also the top salesperson.

And you're seeing a major move the last two or three years where those agency owners kinda just wanna go back to being sales professionals.

And they're selling their equity stake

to these rollup organizations who take over the operations, admin, et cetera, so that they can kind of just be individual contributors, maybe much more of their day.

I mean, they still kind of maybe have a say, but they're much more individual contributors.

And you're seeing that because it's really difficult.

If you are not, if you do not have the type of, if you don't have the ability to handle change, adjust, adaptability, the open-mindedness to see what's coming and spend time researching it,

You feel like you're getting bludgeoned every day.

And you're like, this is terrible.

Just let me do it myself.

You go right back to being a bad boy.

Right.

Exactly.