ITB with Trent Warner - From Face-To-Face to Virtual - Taking The Relationship Online

Getting the attention of customers in the most challenging industries in the world is the strength of this week’s special guest on the Insurance The Brightway (ITB) podcast.

ITB Host Rick Fox welcomes marketing master Trent Warner as he shows you how to take your face-to-face relationships online to help grow your business and your sales.

New episodes are available every Thursday at noon EDT.

Listen and subscribe to the ITB podcast at www.brightwaydifference.com/podcasts or wherever you listen to your favorite podcasts today!

ITB is a weekly podcast brought to you by Brightway Insurance, the insurance agency distribution leader coast-to-coast.

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Transcript

Rick (00:02.77)
Welcome back to another episode of the ITB Insurance that brought... Start over. Sorry, a bird just flew by my window and scared me and it like threw me off. What the hell that was? Okay, let's do it again. Are we still going, Don? Just go.

Trent Warner (00:15.49)
Yeah.

Rick (00:23.358)
All right, all right, cool. Welcome back to another episode of the ITB Insurance the Bright Way podcast. I am the host, Rick Fox, and today excited to have Trent Warner on the show. Trent, thanks for being here, man.

Trent Warner (00:38.498)
Excited to be here. Thanks for having me.

Rick (00:40.422)
Yeah, for sure. So Trent is the Managing Director and CMO for strategic brand builders and also Fractional CMO for his own company, a strategic marketing advisor that he is, and he's a recently published in insurance journal. And this guy is going to give you all, he's going to drop knowledge on you as it relates to marketing and using your, I guess, social marketing is kind of where we're headed today. But before we do, Trent, as always, again, thanks for being here. Kind of tell us your journey. How did you get here?

Trent Warner (01:19.05)
Yeah, so I have over a decade of experience in marketing, largely around professional services. So some of my first jobs in marketing with independent insurance brokerages, then I went to larger marketing firms and I had clients like AIG and Elephant Insurance, bigger carriers and things like that. I started my own marketing agency about eight years ago, blew that up a year ago. We can talk about kind of the differences between marketing agencies and what I'm doing now, but...

Rick (01:36.83)
Mm-hmm.

Rick (01:47.55)
Yeah.

Trent Warner (01:49.2)
It was really around ways that marketing can build businesses and drive revenue and not just do cute things online.

Rick (01:57.366)
Mm-hmm. So, okay, so here's kind of, I kind of want to tie this into an episode that we had a few weeks back, which was Brett Allen, and Brett was talking about social selling. And so I want to kind of take the other side of that equation, which to me is social marketing, which I think is a little different, a lot of similarities. And you can see the crossover and both of them are trying to drive people into your funnel, but at the end of the day, it's a little different mindset around this, what I believe to be the way people should be looking at, growing their base, their online presence, how they look at that through a business lens and use marketing as a focal point. So why don't you talk to me about, how do you see people?... obviously done this a lot with agencies with huge, huge names in the insurance industry. How do you see that as, like, how should people be thinking about it?

Trent Warner (02:56.606)
Yeah, listen to the Brett Allen episode. I loved it. I think that social selling is great. And really social selling comes down to having a conversation, right? It's a two-way conversation. And a lot of businesses fall short with social media marketing because it's just a one-way, it's talking at someone and you're not expecting them to respond. But I think that what it comes down to is telling a story and educating people with content, right?

Rick (03:00.815)
Okay.

Rick (03:16.351)
Yes.

Trent Warner (03:26.83)
I've helped build a lot of businesses with SEO. And when I first started, SEO was not what it is today. I mean, it was keyword stuffing, it was gross. I'm glad it's changed. It's really about providing educational experience through telling a story, having a webpage on your website. Imagine if it's a directors and officers insurance page and that page is full of links to more substantial articles.

Rick (03:29.392)
Mm-hmm.

Rick (03:36.21)
Yes.

Trent Warner (03:54.454)
Page can't live on its own. And that's kind of the way people should think about their social media, right? Like you can't just talk about one thing one time and expect people to go, oh, Rick's my guy, right? It really has to be in depth. It has to be different. I think that it's really about providing answers that people are looking for. I have some ways that people can do that, especially like leveraging AI. But I think it is

Rick (04:00.821)
Mm-hmm.

Rick (04:06.811)
Yeah, right. No, totally.

Rick (04:22.269)
Yeah.

Trent Warner (04:24.75)
...providing good answers and good feedback, similar to what you do on the phone. I think that a lot of insurance producers, they have great conversations interpersonally and they just don't do that same thing online. I always recommend if you have a question that a client has, figure out a way to turn it into a post. Have sticky notes on your desk for those things.

Rick (04:43.834)
Yeah, that's a great idea. And I think the thing that gets missed a lot, and people think about, well, if I'm gonna be online, I've gotta be selling. Like, I think the difference between what we're talking about, instead of in their face trying to turn it into, and I'm kinda, I don't wanna dumb this down, but this is the way it feels, and I'd love you to comment on this, is if I'm online with the idea that my job is to get you to buy from me right now, that's selling.

But the way I look at it, and from what your lens is, and this is what I want you to expand on, when I'm socially marketing, I'm marketing my brand as a person or as a company. And that piece to me is different because, to your point, I'm not just gonna see one thing and go, oh, Rick's my guy. But if I'm genuine and I represent what I want you to know about me and the way that I present myself out there, it doesn't need to be a pitch. It can be a story. It can be a biography on what our agency's about. Kind of that, is that, am I thinking about that right? As we look at like, because people, they get stuck in this, well, I've got a post and that post has to lead to a click to buy. No, that post needs to lead to a click to your website or to a, call me if you want to talk.

At some point, it might not be that first time, so that needs to be a pattern. Am I thinking about that right, Trent?

Trent Warner (06:16.662)
Yeah, there's a couple of things within that. The first is people hate being sold to. Everybody's a consumer of something and nobody wants someone to just jam sales down their throat until you beat them into submission and they have to buy from you, right? We all hate that. I mean, as a business owner, I get a million emails a week on like, buy this, buy this, buy this cold outreach. It's gross. Nobody likes that. But I assume all of your listeners have a LinkedIn or at least many of them do.

Rick (06:20.692)
Yes.

Rick (06:37.205)
Yep. Yes.

Rick (06:43.922)
Yes. They better, they better.

Trent Warner (06:47.81)
If you log on LinkedIn, what rises to the top? The same people that you see every time you open up your LinkedIn account. What are they doing? Are they selling you? I can guarantee you they're not. They're telling a story. I recently heard this podcast and they said, if you're struggling to do this, if you're struggling to tell a story, go in your notes app, create a note that just says storyboard, story ideas, whatever it is.

Rick (06:58.701)
No.

Trent Warner (07:14.41)
And as you're going throughout the course of your day, throughout the course of your sale, throughout the course of your life, write down those stories and emphasize those in what you post. It doesn't all have to be necessarily insurance related. I think a lot of great social selling happens when you talk to people upstream from you. If you're selling homeowners insurance, how can you have conversations with realtors?

Rick (07:32.159)
Yes.

Rick (07:36.146)
Yeah. How can you get them to kind of, like, how can you get yourself to be at the top of their feeds? Like, I think that's the part of it that I think is so crucial. And I think you said, hopefully everybody, you better have a LinkedIn. Like, at this point in, if you're in business, that's like the, you know, I don't need to say it, but that's the Facebook of business. So get yourself out there and then don't just be, you know, a voyeur that's watching things. Get involved.

Trent Warner (07:52.799)
I'm out.

Rick (08:05.526)
...comment on things. The thing that I think is important about LinkedIn, I don't want to get off on too much of a tangent, but what I love about it is I'm talking to people or somebody that I'm interested in building a relationship with, I might comment on their post. Just a great job, Trent, you did, this is awesome. And then later it's like, oh, that's that guy that commented on that. You're just starting to tie the strings together in a way that builds relationships. Because sales... Getting the sale is great, but the relationship is what drives to the sale and the relationship is what keeps them coming back and staying with you. And so is that, is that we, like if you and I were having a meeting and I'm like, man, help me, I don't know what to do. Um, somebody told me that, like I should be looking at this through the relationship lens, what would your answer to that be?

Trent Warner (09:01.63)
Yeah, what's the old saying? ABC always be closing. I mean, LinkedIn, social selling, it's always be networking, right? Like always be trying to build relationships.

Rick (09:04.552)
Yes.

Yeah. The ABN doesn't have quite the same ring to it as ABC though. It doesn't sound as good. Yeah, let's workshop that. Let's get, let's put that in beta. Let's get, let's figure that out.

Trent Warner (09:14.99)
It doesn't, it doesn't. I'm going to workshop that one. But yeah, but I really think it is. It's like being genuine. It's being authentic. I think that authentic has become a dirty word, a bastardized word. It doesn't have the same thing it used to because everybody says it and it lost its meaning. But I do think it's about being authentic. It's about making connections. It's about providing value. It's about telling a story.

Those are the people that we see rise to the top on that platform.

Rick (09:46.674)
Well, and insurance folks in general are, they're people persons. Like they are literally, they want to be around people. And this is, so this is, these are these social interactions. Again, they should be part of who you are, not what you're trying to jam down someone's throat. Like it is really about the idea that this is who we are today. And a lot of people aren't even in the office one day, let alone every day when people could come by and see you at the office or you'd bump into them at the grocery store, LinkedIn, Facebook, all of these, your website, these are, these are grocery stores online for you to bump into somebody. And, and that's the way you need to start thinking about your presence. If you're if I search you or your agency, and I'll say this, I've said this many times, but if there's one person that's listening that hasn't heard me say it, I want to say it again, which is insurance is a referral business, but the referral is completely different than it used to be. You know, 20 years ago, 10 years ago, Trent and I are friends. Trent says, hey, you got to call Don. Don's your guy. He's your insurance guy. I'm going to call Don.

And I'm going to get a quote from Don. And if it's in the ballpark because my guy Trent said it, I'm going to buy insurance from Don. That was the way it was. And that's a refer- that was the referral business. Today is completely different. Trent could have been the best man in my wedding. And, and he tells me that Don is the guy I have to talk to. And as soon as he does, even though this is my guy, like my ride or die best man in my wedding, I'm still going online and making a decision about Don.

through his website, probably through his LinkedIn, to see what kind of information and posts he might have out there, to find out if Don is actually my guy. And that's a different, it's still, I'm still looking at Don. Don's, by the way, our producer, shout out to him, he does an amazing job with the show, so I'm just using his name. But if Don is what Trent said, which is what I'm validating, then yes, that referral still works. But...

Rick (12:02.218)
I am not just going to blindly accept it anymore. So if I do that and I go in Don's website, it looks 20 years old, his last blog was posted in 2017, I can't find him on LinkedIn, then even though I got that referral, I'm probably not gonna do business with Don. Is that the way you're looking at it now and is that the way people should be thinking about it?

Trent Warner (12:28.214)
Yeah, I have two things on that. The first is insurance brokerages agents. They used to be neighborhood brands, right? Like they were built on going door to door, making connections and everything like that. You don't do that anymore. Everybody's working remote or whatever. So LinkedIn, your website, all these things, that's your neighborhood now. And your neighborhood has far more reach than it did before. So those things need to be buttoned up. Second thing is the way that I think about brand,

Rick (12:34.656)
Yes.

Rick (12:39.167)
100%. That's right.

Rick (12:47.542)
Mm-hmm.

Trent Warner (12:55.806)
...with insurance brokerages. People make it this convoluted thing. They think I need to have this wildly flashy logo, blah, blah. It's two things. It's trust and it's customer experience. Trust is the compound effect of your presence, right? Like your LinkedIn account, your website, having it updated, making sure the copyright on the bottom of your website is in the last decade, should be this year, right? The...

Rick (13:19.856)
Yes.

Trent Warner (13:23.434)
The people of your business are at the forefront of the brand. It's not this stock photography that everybody else is using. There's this one generic white guy that's on everybody's website. It's just the most ridiculous thing. He doesn't work at all these companies. Your producers work there. Put your people at the forefront. I really think that that's a thing. The next thing is customer experience. So I fill out a form on your website and it says, thank you. Okay. Now what? Like.

Rick (13:39.922)
Yeah. Yes. Yeah.

Rick (13:49.923)
Yeah. Yes.

Trent Warner (13:50.398)
...have some marketing automation there, right? Like hit my email, introduce me to the person that's gonna be working on my account. There has to be these things that provide that customer experience. And you can use the CRM and marketing automation to do that. It shouldn't have me in limbo because insurance, if you're getting ready to buy a home and I don't get a confirmation email right away, I'm onto the next one. I'm looking at the next insurance company.

Rick (14:12.058)
Oh yeah, because you got a million things you're working on and you don't need to deal with that.

Trent Warner (14:16.726)
Yeah, I want some validation. I want a good customer experience.

Rick (14:20.61)
So you said CRM and I want to get to that in a second, but I want to circle back and emphasize the two things you said, which I think are so important. You said trust and customer experience. So think about this and I'll challenge everybody out there. Go to your website, go to your LinkedIn profile, go to other competitors, do a homework assignment, which is from the feel, the look, the year, whatever it is, do you trust?

That business, that's first, first and foremost. And then secondly, which will lead us into the conversation about automating, automating your marketing and things like that, is the customer experience. The expectation during the pandemic changed everything. Everything got Amazon. So everything is click buy now. Like I never used Uber Eats ever or DoorDash or any of those things. During the pandemic in California, used them daily.

And now I'm like a gold member or whatever the... Because I've got status on Uber Eats, good for me. But my point is, the expectation is that when they go to have an experience with you, their insurance agent or potential insurance agent, it needs to match the rest of their experiences, which is the way that they work with Amazon, the way they work with Netflix, the way they work with DoorDash, the way it worked now even with their banks, which can be a better customer experience.

Trent Warner (15:17.902)
I'm going to go to bed.

Rick (15:43.498)
...which used to not be the case, but now is. Do you offer that? Do they match? It's gotta at least match. It should be better, but it has to be at least what they're used to in their daily lives. So comment on that and I'll load the second part, Trent, which is comment on what I just said and then talk to me about the CRM and the front end and the automating the marketing and things like that.

Trent Warner (16:07.882)
Yeah, I'll go back to, I have an insurance brokerage client and he mentioned something about Geico and their messaging billions of dollars in the marketing space over the years. They changed the conversation to insurance in 15 minutes or less, right? And he had this funny analogy where he was like, can you imagine going to a doctor and that's their pitch? I'm gonna get you in and out of here in 15 minutes or less.

Rick (16:20.042)
Billions. Multi-billion dollar ad budget.

Rick (16:36.431)
And it's gonna be 15% less than you would have paid elsewhere.

Trent Warner (16:40.347)
And that's not the game. That's not the game at all. You're providing value. You want someone to make sure that when they're investing in this insurance policy, it's going to cover what their investment is, right?

Rick (16:41.535)
No.

Thank you.

Rick (16:52.286)
Don, that was your sound bite by the way. That was your sound bite. That was the one, Trent, I love that. Go ahead.

Trent Warner (16:58.4)
So I really think it comes back to showcasing your knowledge, providing that value, and you can do all that through social selling and making that a part of the customer journey. Like on the thank you page, say, okay, someone will reach out to you in this block of time. Here's what we're going to go through with the information that you gave us on the form. Here's what you can expect as the next steps. Having an expectation for the next steps is.

Rick (17:09.185)
Mm-hmm.

Rick (17:21.939)
Yes.

Trent Warner (17:24.154)
...knowing that your order is getting fulfilled on Uber Eats, right? You don't want to just order and go, yeah, I have no idea when this food's getting here. When's it getting there? When am I talking to someone, right?

Rick (17:26.878)
That's right.

Rick (17:31.782)
Yeah, that's right. I think here's what to expect is a phrase that should be on any communication that is a response to something where you haven't actually formally talked to them. Here's what to expect. Just write that and then fill it in. And now you've leveled up to what everyone else is doing. Again, if I punch in an Uber, I know exactly how many minutes until that Uber is going to be at my front door. So I know what to expect.

So if you need to write it, like here's what to expect. Within four hours, Susan will call you and give you a quote on what you just, like again, making it up. I need a quote for my 16-year-old. Here's what to expect. In the two-hour timeframe, you will hear from, like anything like that changes the dynamic and levels you up to what the expectation is of consumers today. So I think that's okay. So let's move into the CRM, like the point of...

Trent Warner (18:01.075)
Absolutely.

Rick (18:30.002)
And when I say CRM, I don't mean you have to go by Salesforce. Uh, that like, cause most small firms that, that's cost prohibitive, but it's the sales enablement and marketing automation components of a CRM that make you, that level you up to that customer experience that Trent's talking about that, that gets you, that gets you on a level playing field with the Geico's or the, even the state farms of the world that have this all built into their proprietary situation. So talk to me about it, Trent.

Trent Warner (19:04.062)
Yeah, so I was recently featured in Insurance Journal, the November issue on this. And what I go through in that article is I explain the difference between a CRM and an agency management software, right? All of these businesses have an agency management software. Few have a CRM. The ones that do have a CRM, they probably got pushed into it by their marketing agency and most of those people are HubSpot partners. I do not think insurance brokerages should be working with HubSpot because it creates

Rick (19:14.398)
Mm-hmm.

Trent Warner (19:34.042)
...unnecessary process with your sales team and it creates a lot of duplicate work. And those two systems just don't talk to each other, right? So it's a very fragmented process. I try to push people into things that their business actually needs and that's something they'll utilize throughout the course of their work. So I've been pushing agencies in lately. I have no affiliation with them, but Vertifor product, right? And I know that AMS...

Rick (19:38.151)
Mm-hmm.

That's right.

Rick (19:52.978)
Yep, I know it very well. I know it very well. Yep.

Trent Warner (20:00.486)
AMS 360, you can buy the API. I think it's pretty cost prohibitive for a lot of businesses as well, if I'm not mistaken, it's upwards of like $30,000 per year just to integrate it with your CRM. But that tool helps you with taking leads and bringing them through sales. And I think that's really important for insurance businesses because unlike a lot of other industries, insurance is cyclical. You know that based on when they reached out, they're coming up for renewal again.

Rick (20:07.978)
Mm-hmm.

Rick (20:26.264)
Mm-hmm. Yes.

Trent Warner (20:29.93)
Right? So, yes, yes.

Rick (20:30.194)
...and you know the date and guess what? That date's coming again in 12 months or six months. It's coming again and you know when it is again. It's not like I bought a car and someday down the road, I'll buy another one. It's on this date. Like, yeah, you're so right. It's so right. And these CRMs or these, what I call sales enablement tools, Agency Zoom is a great example of it.

Trent Warner (20:35.862)
Yes.

Rick (20:52.626)
I'll just call out a couple more, insured mine, better agency. Those are the insurance specific ones that are at the top of the list. But what's interesting about it is I always ask the question, like when I was with agency revolution, which was a marketing automation software platform, still doing a really, really cool stuff. So shout out to them as well. But I would ask an agency this, like how many leads do you get? Oh, we get, let's just say we get 10 a day. Okay, 10. How many do you sell? We sell three.

Awesome, 30% close rate. That's amazing. That's pretty good. What do you do with the other seven? And silence and nothing. So even if you did nothing else, but had a campaign around your lost leads, and you could sell one out of seven the following year, it adds one out of seven per day to what you sold of your three out of 10. So you're now, you've 33% up to your sales.

Trent Warner (21:28.395)
Yes.

Rick (21:50.238)
...by just going back to your lost leads. That one thing pays for itself like 10X. Am I thinking about that right? That's, there it is, boom.

Trent Warner (21:52.6)
Yes.

Trent Warner (21:56.01)
Yes, that's the compound interest, right? So you pay for leads, say your cost per lead is $30. That next year, your cost per lead kind of drops a little bit because you're targeting all those people that you didn't get. And there's a lot of different tools within that. If you're doing it manually, it's really not that hard. You put an 11 month followup on all of these leads based on their close date. There's some manual labor involved.

Rick (22:06.294)
Mm-hmm.

Rick (22:10.43)
That's right. Yes.

Trent Warner (22:24.422)
Agency Zoom has a life cycle campaign. And you just plug it in and you're automatically following up with this people 10 months, 10 months down the road when their policy is coming up for renewal.

Rick (22:27.427)
That's right.

Rick (22:34.59)
But Trent, I would say here's where the secret sauce is. So I agree with what you're saying. But the agencies that I know that crush it are the ones that get into that sales cycle campaign in any one of the formats I just laid out. From agency revolution to insured mind to better agency, agency zoom, even some of the management systems have minimal tools that do it now. But what you're doing is communicate with them once a quarter, send them a note, send them something of value.

Trent Warner (23:01.175)
Mm-hmm.

Rick (23:04.23)
And what customers tell the agents that did that is, you were more valuable to me when I wasn't your customer than the guy that I gave the money to who was my agent. I'm going to move over to you. So think about that. Because all the things we're talking about, there are agencies out there that are listening going, duh, we do this every day and we're validating it, which is good. But there is a gigantic, most of your competitors aren't yet.

Trent Warner (23:19.32)
Mm-hmm.

Rick (23:33.17)
So if you can get out on this, get on this train and get out of the station, it's a big differentiator. Is that right? Yeah. Okay.

Trent Warner (23:40.414)
Absolutely. Yeah, I think, you know, that's that comes into email marketing. And I think if your email marketing is just your newsletter and your newsletter is just a roundup of blogs, you're missing the mark. You're not actually doing email marketing. It needs to be these qualified or qualitative outreaches. Once a month, once every six months, you know, segment your leads. There's someone looking at homeowners insurance. Can you put out an email that says, here's the changes that we're seeing in homeowners insurance.

Rick (23:51.219)
100%.

Rick (24:08.469)
Yes.

Trent Warner (24:08.554)
Because if you're seeing raises and ranks, but you're communicating the why and someone else isn't, that's, that's perfect. That's what we're trying to do here. That value we're trying to create.

Rick (24:14.194)
You're winning. Yeah, you're winning.

I love this conversation. I mean, we could literally go on and on and on. I want you to spend just a minute. I want to just wrap up this because this is great. So for me, the big takeaways are the two written down words you put is trust and customer experience, and if you're taking that out of this call, it's a win for you. Looking at the front end of your, of that sales enablement, the loss leads, the whatever you're doing on the front end.

Trent Warner (24:23.502)
I'm not gonna do that.

Rick (24:48.066)
unbelievable advantage that you have there. And then circling all the way back to the beginning of what Trent said is this ability to be genuine and market and use whatever it is, your website.

LinkedIn, whatever you're using as your new grocery store where you bump into people. Like that needs to be the way you think about these things. So Trent, I'm going to ask you, this is great, and I'm going to ask you the question I ask everybody. I'm very excited to hear what your answer is. I don't know. But this is our time capsule question. What we do here is we take this little part, we record it, we bury it somewhere, and someone digs it up sometime in the future. What is Trent Warner's one big piece of advice for the insurance industry.

Trent Warner (25:37.486)
Gosh, I was kicking around this idea on my walk earlier. I was like, do I do something on AI? I think it's like becoming too much right now. I think it's gonna be back to the trust factor and putting the people at the forefront of your brand. And I think it's putting the producers on the page. And I'm not just talking about on your about us page. I'm like, integrate them into your pages. Can you imagine a scenario where someone's looking for insurance?

...and there's a call to action and the salesperson's face is on there. And on the thank you page, that same salesperson is on there. And the follow up email, their faces in the email signature of that email you received. Now you've had how many touch points with this person. You're starting to see their face. You recognize them. You book a call with them. You hear them. I really think that putting the people at the forefront of your brand is what the insurance industry needs right now. And I'm hoping to see more of that in the future.

Rick (26:31.706)
Yes. Amen, brother. That's good stuff right there. Hey, so Trent, we really appreciate you coming on. I think this is great conversation. Like I said, I mean, we could have gone on for a couple more hours because you start, you felt me kind of winding up there. Like, this is the thing, man. This is some of that secret sauce. So I really appreciate you coming on. How do people connect with you and kind of, if they want to follow up, like what's the best way to get you? What's the best way to be connected with you?

Trent Warner (26:43.118)
Hehehehe

Trent Warner (26:59.838)
Yeah, I'm super active on LinkedIn, Trent Warner on LinkedIn. I think it's linkedin.com backslash Trent Warner. That's me. Very present on there. Happy to have conversations with anybody, networking, giving ideas. Happy to share my value.

Rick (27:15.73)
You're the man, Trent. I appreciate you, man. Thanks for coming on.

Trent Warner (27:18.786)
This was a ton of fun. I'm looking forward to maybe joining again sometime.

Rick (27:22.338)
Yeah, for sure. No, that's not a maybe. That's a for sure. So thanks for coming on. I appreciate it, man. Thanks, everybody, for tuning in. We really appreciate the community that we've started to create with the ITB. As always, make sure that you are subscribed wherever you get your podcast. Make sure you're connected with me on LinkedIn and send me any direct messages with guests that you think would be awesome for the show. Topics for rants or questions for the random mailbag episodes that we do.

Trent Warner (27:27.367)
Thanks, Matt Rick.

Rick (27:50.238)
Thanks again for tuning in and we will see you next time.