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…lly? Yeah, it I mean and there some of it can be where it's just I'm a carrier and I'm just emailing. Renewal is a good example where you these policies have defined contract terms and then there is a renewal that's going to come up that is the here's your next price whether it's 12 months or 24 months. If you're maybe you work in the home office of a particular carrier and you know this is the underlying broker, you might just email that renewal to broker that's operating on 3Flow. And so that would be an example of just like an unintentional off-platform sort of like transaction. What should happen is we want that to all obviously happen on platform. You probably do an alert of something like the renewals coming up. That's right. And so we have we've built a bunch of it is building workflows to be able to support what happens today. So an example for the renewal is there are times that the carrier wants to release it. So we need to build work streams that allow for that to be really easy for the carrier. Sometimes there are times where the broker wants to request it. So how do we allow for them to configure that on platform so it automatically requests to the bro to the carrier and they can get it based on their own time their own time horizon. The other bit that has been really exciting about the advancement on the AI front is its performance in doing things like email ingestion and document ingestion. So we can do we can then share with our customers look if it starts off platform because of that example carrier just emails it no problem here's an easy way that you pull it onto platform by introducing it through a very simple email box distribution on the back end we've got like the technical problem is solve how do you do that like how do you make sure that you're processing those emails you're pulling out the document then you're processing the document you're extracting the within the document and then you're normalizing in the way that we talked about before. So we we definitely think a lot about it because we we want to make sure that there is just a wild value differential for both carriers and brokers wild value like to like use right it's just like they get a better outcome for a whole host of reasons if things are happening on platform versus not but it's an analog industry I mean that is how it's operated for a long time and so sometimes if we enter a new market where we don't have we historically didn't have a ton of penetration. There's like an education like change curve that you've got to take that market through to show, hey, this is actually how it's better and you're going to have the natural motions of a change curve that are going to take place even in that market, you know, that we have to make sure that we're mindful of. So, it sounds like the the benefit for brokers is you the 50 hour a week process that we talked about for renewal, automate it all. The problem, maybe I'm exaggerating this a little bit, but like press a button, you get all the quotes. It's something you present to your client instantly or within a couple minutes or maybe it's like a couple days later because you have to wait for replies, but cut 50 a button, you get all the quotes. It's something you present to your client instantly or within a couple minutes or maybe it's like a couple days later because you have to wait for replies, but cut 50 hours down to we'll say five minutes. What's what's the cut on like time saved? It probably goes from 50 down to you're doing like the five hours, but it's the analysis hours, right? Okay. So, you're just like looking at all the quotes and looking at what the coverage could look like and maybe any recommendations to your clients, stuff like that. Okay, that's right. You're developing your recommendations effectively. And then the benefit to the carriers is this more broker discovery. There's more brokers you can distribute through if you come on. I think there is an element of that. So there's there's a carrot of like new growth. I think there's also an opportunity for the the industry especially on the carrier side has had like a connectivity and a workflow problem. And so if we think about we've got a relationship with a big insurance company where the delivery of our inbound so broker requests this carrier to quote we drop it programmatically into their underwriting system and then that that broker doesn't have to spend a bunch of time or that carrier doesn't have to spend a bunch of time in receiving an email from broker and then going through a bunch of manual motions to enter that data into their underwriting system so that they can develop a price for and then respond back. So a big part of what we do is we've built the connectivity so that I can deliver that inbound into your quoting and rating system. You then can run that motion and then now programmatically deliver this back to the broker through our platform. And so it is there's a distribution element to it. There's also this operational element to it. And then there's a big part of an error removal that is really important as well because when you've got humans rekeying and doing all these things, someone might fat finger messes up the coverage in a bad way for you as a carrier. It happens all the time. And typically as the carrier, and I knew this from my own experience, it is on you to figure out how to clean it up. And those are the like out of contract claim approvals that happen that every carrier knows is a thing that that takes place. And and what what we believe is by building the pipes into the carriers and then ultimately piping that back into the brokers, we can help remove that element and also allow for them to just focus on the bits that matter more, which is as a carrier, your job is to sell into the broker and explain to them why these products or these plan designs fit this employer better. So go do that better. Go be more efficient on that. Improve your close ratios. spend less time on just the manufacturing in a similar way. The other bit for both sides that's exciting is historically when you've got an analog process there is no data or information or analytics that shares like what's happening in real time. So a big part of what we do is we organize all that information and data and then we have two shared dashboards that carriers consume and n or analytics that shares like what's happening in real time. So a big part of what we do is we organize all that information and data and then we have two shared dashboards that carriers consume and brokers consume that talk about what's happening in market whether it's for me as the broker or it's for me as the carrier. Interesting. And organizing that data and putting it into the hands of those stakeholders is really critical because they've they've never had it either like at that moment in time or they've never had that full picture of resolution for like what's happening in market. And if you're a carrier, you've historically known opportunities that you've received. You know how many you've sold of those opportunities and some outcomes there. But what you don't have is the denominator in that. you don't have well what didn't I see and why didn't I see it or when I'm losing business why am I losing business am I losing business for a rate differential of X or Y so things that we can organize for the carrier and also allow for them to manage their relationships on the broker side and then the same in a different kind of flavor for the broker so the how we pull this information together because once you automate the work streams and bring them onto you know a platform system you you get that as a big unlock and that's and exciting to see like how we've continued to iterate on what that looks like in market because it's if we think about like what's the opportunity it's not only looking at what has happened it's starting to use this to build out sort of the intelligence layer of our business to help brokers be more predictive in well who which insurance company should I consider helping carriers be more thoughtful around where am I winning disproportionately in markets and be able to do that in faster turns and it really opens up a new like what's possible opportunity with you know carriers on product development what that looks like and you know how they manage that over time. Yeah. So for like a carrier the insights might be that hey a lot of companies are now starting to buy child care totally uh benefits or coverage. I'm I'm not sure how what the the product might look like but they might have them because they don't have anything there. That's right. So they don't even know it exists and they might know that it's coming up. And then maybe for a broker they might see like oh there's carriers are now starting to underwrite using social media history to underwrite the products and it like this specific carrier has lower rates in this category because of this new underwriting method that they're using. like is that a is that is that all true or Yeah, I mean I think those are those are examples that certainly could be you know you've got a bunch of these scenarios of you know how do you what would be the most helpful information that you could give to a broker at the time when they're going through this process. Mhm. One of them actually could be if if you had information to know that let's say you got a renewal from your medical carrier, your dental carrier, and you were able to actually get a high level of…

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