Kuldeep Bhatnagar(KB): Wow. Amazing journey. You know, and I can totally relate, you know, when you're the part of the foundation team, the core pilot team, and where you see your company, your team growing, it feels amazing. It really feels amazing.

Janessa Weiland: I think capacity than advice probably isn't insurance related at all. Um, but it's more just about people and it's about, um, taking the time to listen. So, listen before you speak. I feel like my mom ingrained that in me when I was younger. Um, and might, might have come from a place of, hey, let your parents talk to you before you have something to say.

But I think as I've grown, that kind of stuck with me and something that has reverberated in a lot of different environments that I've been a. Professionally of just hearing, hearing what people have to say, feel like we can be more thoughtful in our responses. We can be more genuine, right? We should relate with people when we can stop and listen to what they have to say before reaching the time to speak.

And I think that that's something that has allowed me to succeed in my role internally by relating with my team and hearing the needs of my team as well as externally with our customers. I encourage our team to always kind of start. That was with the question to our customers of, hey, what's important to you in this experience that we can understand better how we can meet their needs and how we can speak, uh, to something that's valuable to them.

Kuldeep Bhatnagar(KB): Oh, this is a fantastic piece of advice. And, uh, I am also a big, uh, you know, believer of this piece because, I'm in sales and before that we were lot into customer interactions. So, I always suggest this to my team as well. Mm-hmm. Listen twice as much as you speak because uh, that's when you know what someone needs, what they are looking forward to from you.

And in that way, you respect what the, what someone is trying to say to you versus when you are just thinking that what you have to say next it's like, you know, three people just arguing and no one is listening to each other. Yes. Such an amazing piece of advice. Fantastic. Now, when we are talking about, uh, you know, listening relationships and people, uh, how do you approach building and maintaining relationships with the clients and you know, your customers?

Janessa Weiland: Yeah, so obviously an important part of what we do. We wouldn't be here if it weren't for our clients. Um, so how do we relate? How do we build that? I think it goes back to what we just talked about, uh, first with me. What are the needs that our clients have? What's the problem that they're facing, um, that we can provide a solution for?

Um, and, and just being genuine in that. I think that when you care for people, um, that is evidence in your work and in your communication with them. And so just being able to kind of build that connection, that relationship as an independent agency, um, we thrive from a relationship. Um, it's all about, you know, creating a relationship with the client and making them a fan of yours, should they tell other people about you? Um, and, and for that starts with just taking the time to listen, being genuine, you know, taking any, um, interest in something other than insurance. Um, you know, having that conversation with them about something that. Relate to them on, on a different level.

It's not always fun to talk about insurance because you know, it's not always the most exciting topic. So outside of that kind of understanding who they are, the person, and finding those ways that we can relate to.

Kuldeep Bhatnagar(KB): Yeah, no other people versus knowing the business. Yeah. Yeah. Fantastic. Uh, alright. And can you, can you also share some insights on the company's approach to promoting new ideas?

Uh, and what, what steps has Chapman Insurance Group taken to encourage its employees to think outside the box and push the boundaries of what's possible?

Janessa Weiland: Absolutely. So, I, and yeah, I think as an organization we've actually done, a pretty good job, I'd like to say, by kids, uh, brag us for a minute. Just being open to new ideas.

I feel like we are always encouraging, marching, and bringing that new idea to the table. You know, as a team member that's operating in a particular role, oftentimes they are the eyes and ears that are on kind of that front line as of what's going on. And so being willing to listen to nursing and take, like, take those opinions into consideration.

And to value that opinion, that's something important to us one. And so, as a team member on our team, you know, we're constantly asking, hey, what is your idea? Um, what, here's a problem that our customers are facing or that we are facing as an organization? How do we collaborate together to find this solution for it?

Um, so we've done a good job of creating a platform. We have departmental meetings that meet on a weekly basis. Where we talk about issues, where we say, hey, what are the challenges that we're facing? And then trying to collaborate together using the knowledge and the experience that our team has collectively to say, how do we meet these challenges?

Where at, how do we provide solution? And thinking outside of the box and, and then being able to say, okay, we have an idea. Let's implement it. What does that look like? You know, so many ideas stop there. They stop with the thought. Um, and they don't go beyond that point. They're just taking it. That next step of, okay, what is the action step?

What is the first step that we can take to implement, um, a solution here? And, um, being open to those ideas, implementation. Signup foundation for us to be able to grow and our heaven is adaptable of an organization, which for our industry and for our client base on that, that's very valuable.

Kuldeep Bhatnagar(KB): And I'm sure when they see their ideas getting to happen, they think of more, they feel connected to the company as well.

And, and that's, uh, what, uh, builds a company culture as well of, you know, openness and transparency. Yeah. Oh, and, and, you know, I, I keep on hearing these days and, and I'm, I'm feeling it as well globally, the, the economy is, uh, not doing as well as it should be. In talking in particular about insurance, uh, when I meet, the professionals, they say hiring is becoming a challenge or, or, you know, uh, so as a company, in your opinion, what are some of the biggest challenges facing the industry right now, and how do you see these challenges being at addressed?

Janessa Weiland: That's a loaded question cause there's so many, so many different, um, perspectives you can take on this. Um, I feel like nationally the challenges for the insurance industry are probably a little bit different than they are locally. Uh, so as mentioned at the beginning, you know, we are based in Florida, uh, and anybody that has probably been around over the last year knows Florida has had a difficult year.

Yeah. And we've had some dorms that have hit us pretty hard, and the effects of those, the impact of them, um, specifically on the insurance industry have been demanded it so. There are challenges that we're seeing and facing because of that and there're more local challenges. So, we've taken the approach of, you know, trying to be as politically involved as we can in an agency and have more innovation to advocate on behalf of our clients.

Um, being involved in those decisions that are being made, being involved is educating our clients and, um, communicating with them, hey, here's what's going on. Here's how you can get involved; here's how you can make an impact on those decisions that are being made. But then naturally, I think some of those challenges are, are unique as well.

I see that, um, as the insurance industry, um, you know, our client has different needs and demands, and those are constantly changing and evolving as time goes on. Right. Um, you know, it used to be that you could pick up the phone and call somebody and they would answer the phone. Um, not as easy as that these days.

Yeah. Um, no. This person prefers an email. This person prefers a text. This person prefers a phone call. Um, this person wants you to leave a message and they'll call you back and it might be after hours. And so just being innovative to be able to respond to, um, those different needs of our client had signed a challenge.

Um, and, you know, along with that, Carriers, insurance carriers, um, are probably what I'm, you know, in Zems terms, I'm going to say pickier than they have been before. Yeah. Um, now they just take a more conservative approach right now on the big that they're taking in because they're wanting to evaluate their risk and making sure that it makes financial spend for them.

Um, so it in time when they're kind of in the spotlight and under the microscope, they must respond by making conservative financial decision. So, some of that for us makes more work on our end. So right, what used to be a process of, hey, we, you know, have a conversation, we put together a quote and we complete an application, could be done in 30 minutes.

Now that, you know, a process that takes a couple hours at least and, and could potentially, um, be more involved in that than that, uh, the correct inspection. Okay, we got an inspection back and there's something that needs to be addressed. What means for us internally and the business, they're not, you need more hands, we need more people helping.

Um, and I think that is where, kind of being innovative and then um, understanding what options are out there. Um, you know, our relationship with Fusion has grown, uh, tremendously over the last year simply because of that reinvention. A lot of that I feel like was, uh, Sparked and spurred on, um, with some of the storm.

Um, and after the storm, you know, our mission team was able to be responsive and to help, and a time with our team. Literally could not. Yeah. And you know, we had a lot of team members that we had gear ability to communicate with. Um, we didn't have service, we didn't have, you know, cell phones. The things that we depend on a daily basis to operate as a business.

We're no longer there. And so luckily, we had, you know, un team of people that, um, was able to engage, and then Fusion being able to be a part of that as being responsive. Uh, I think that was one of the, one of the moments that we just kind of sat back and said, okay, you know, this is something that we really must embrace, and we must understand that there are options, um, with technology these days that are outside of the box.

And, and being able to be open to those ideas. And you know, just being involved in understanding what their adoptions are. Um, so certainly there's challenges that our insurance industry is facing and it's changing globally, but I think with those challenges come great opportunity. We've really tried to take the approach of, with each challenge we be there, have an opportunity underlying, and let's take that and, turn it around.

Kuldeep Bhatnagar(KB): Well, this is really insightful, and I understand Florida has always. Unique in terms of the insurance domain because it's more complex. It's more challenging because of the late natural environment around it. Uh, right. And I can totally relate, uh, that time after the hurricane. In fact, I was there in Florida at that time.

Janessa Weiland: Yeah. You were

Kuldeep Bhatnagar(KB): Running away from it. I think you were, have we traveled out Florida pretty quickly after that though, right? All Yeah, absolutely. As it hit Miami, uh, we rented a car. We drove thousand kilometers in a. And at the day and I was feeling like I'm a truck driver, but yes, it was, was a horrible experience to have.

But, uh, like you, you know, the team was always there to support us, uh, whatever needed the communications to reschedule the meetings we were having and all that. So, yeah, I can relate and, and, uh, of course, nationally and locally, there are wide differences in the challenges. So, if it's more challenge, uh, for, for I think Chapman as in.

Because of, uh, Florida related, uh, consent. Okay. But I love the way the company's shaping up and it's growing and I'm so glad that we are a part of this growth journey.

Janessa Weiland: Uh, we appreciate y'all being there.

Kuldeep Bhatnagar(KB): Alright. So, uh, you know, I, we personally started this, uh, podcast because when we want to see a lot of inter trends and developments or, or we want to have some resources around the insurance world, we do not find many.

So, we thought Net Server Place where at least, you know, uh, audience, uh, who are into insurance. Can get some, you know, translated, uh, discussions and, and discussions around operations and whatnot. So how do you stay up to date on industry transit developments? Are there any resources you would recommend to others?

Janessa Weiland: Um, so for us, I think the most valuable resources are relationships, um, you know, leverage a relationship. Who are you? Jillian Desmond. And not necessarily business as a client, that business as an organization around the company. Um, you know, I know that fusion is not specific to helping insurance agencies.

Um, it expands across other businesses as well. Um, but I would say using a resource of, um, you know, where are they? Where are those companies? Most companies operate as BRM or some type of management system. Right. Um, internally we have a relationship with Apply Applied, doing a great job of connecting, um, and, and getting resources, making resources available, um, for not only things that are happening in the insurance industry, but opportunities, um, keeping information fresh and um, making sure that people are in the know of what's going.

So, I feel like, you know, internally we have a relationship with Applied. We use them on a daily basis. Our team is familiar with them. How can we utilize what they're already offering and make sure we're taking advantage of that? So, taking in a relationship authority there and utilizing the resources that they're providing.

There's an endless number of resources and a lot of times that just collaboration with other insurance. Paid, what are they doing? Um, how are they doing it? It reminds me somebody, you know, in Seattle or I think somebody in New York, I feel like, you know, there's been plenty of times where I've been on the phone with somebody that's in a completely different state, but we've said, hey, this is a challenge that we're being with our agency.

How have you guys met this challenge? Or what have you learned? And so just having that platform as um, you know, something you have in common that you're able to collaborate on and, and say, uh, you know, what are the ideas, what are the resources? Um, what are the things you're using and being, and doing, um, and being able to share that.

So, I feel like we've always kind of taken the approach of, um, being transparent and sharing and we want others to succeed. And so, if anything that we can learn along the way that we can share with others, we want to provide that information. I know that, uh, for us as well, being specific to Florida, there's a, um, organization at FBSPL that has been a huge resource for us.

Um, so Florida's, uh, association of independent insurance agent and, um, they do a lot for connecting, uh, insurance agency fee and for, uh, making sure that they're staying involved in the decisions that are happening in. And being able to communicate things out to agencies and to the community of what's going on and being able to be a resource to provide, um, for direction and or just connection.

Um, being able to connect with individuals that can share information with you and help you along the way. I feel like you'll be a huge part of any visit, visit, fact. You have to learn how to connect with the right people and be able to share ideas and collaborate.

Kuldeep Bhatnagar(KB): Yeah, I have never looked at it that way, um, at this amazing. Your network, your contacts, your relationships. They can be the biggest source of information or recent fence. Ah, really? When I think more about it, it totally makes sense. Amazing insight on this one. Thank you so much. Yeah, absolutely. Well, so it's, it's been, uh, quite a while with the company. Can you discuss a particular memorable achievement or a project, uh, in your, uh, insurance career thus far?

Janessa Weiland: Um, so the one that strike out to me, um, and I would say probably this is ongoing, but every time we open a new office, um, it's kind of a project that we take on and, you know, being a part of, um, since day one I've been able to kind of be a part of each project along the way, have come along if we opened our different location. Um, and we have plans for continued growth so that, you know, a project that's kind of, uh, continuing as we move forward into the future. So, I think this, watching that go from a thought and an idea, um, and the beginning stages of empathy where you're, you know, you're trying to decide, okay, where is that location going to be and who's gonna work in that location and what is the infrastructure that's needed? And just those decisions that you're kind of making at the very beginning to seeing it all come together, um, and seeing the team. I think that's something that's exciting for me because, fulfill, you know, when you, when you're able to open a new location, you are expanding your footprint in the community. We're expanding, you know, our offering for bringing people on board and opportunities to join our team. And, um, along with that I say just comes with satisfaction of being, you know, a decision made of, hey, we're gonna do this, and then the follow through of that and being able to see that, um, love Haitian grow and fix.

So, I think along the way, I think that's probably some of the things that I'm, you know, most proud of and just, um, proud to be a part of. It's just the growth that we have had and the project is taking a new location, um, opening that and, um, seeing, you know, seeing that office sometimes open, switch two people and, and then, you know, seeing that grow to the team of 15 years, team of 16, uh, and being able to see them kind of operate fully in that momentum. Um, that's it.

Kuldeep Bhatnagar(KB): Yeah. Yeah, I can I get that. Have that. Wow. And so, you know, it's, it's a team of about 65 members now, right? Yes. It's, it's, it's, and I'm sure the customer base is also growing. That's why the team is growing. Yeah. So as the chief operating, it's, it's lots of work, right? So how do you prioritize and manage your workload?

Janessa Weiland: Oh, I must laugh a little bit because that's a challenge on a lot of days. Um, but I think though, I think the concept that I have adopted that has been gosh successful for me is just trying to start every day with a clear focus. So, you know, as a beginning, how does the day begin and how does it end?

And, if we can kind of control those factors, I feel like the middle part goes a lot more smoothly. So, you know, starting the day with, if we are focused off, hey, what late, what are the priori priorities? Taking that little bit of time at the first part of the day to make sure that you know everything that's going on.

Checking in with individuals that I need to check into to understand, hey, what are the needs today? What are the priorities? But I think the thing that has been most helpful for me is, um, just I try to take the mindset of, um, always being responsive. So whether it's to my team internally or whether it's to a client externally or whether it's, um, to a business partner, um, you know, I'm not perfect in that, but I would say my goal is to DS responses and want my team member to know that if they, if they send me something, then I'm gonna.

Um, and sunshine is the response that, you know, sounds, you know, hey, I receive this, and this is one you can expect to hear back from me on it. Um, but we always encourage our team, well, like setting the expectation with the client is important because it allows you to be on the same page. It allows you to have clear expectations.

Um, you know, if there's no clear expectations, expectations are going. Not be met in some situation if they might not be the same, right? Um, so being responsive to a client, being responsive to a team member, letting them know, hey, here's what you can expect. I should have this completed by X date or should have this over to you by.

Two o'clock today or whatever. Just, just creating that clear expectation. Yeah, that'll, I feel like even though on days where it's really hard, um, because you might have a lot of different things coming at you, just being clear, um, and being, taking the time to give somebody a, a quick response and letting them know, Hey, here's what you can expect.

Um, I feel like that's, that's something that has allowed me to be able to prioritize and put things in order. So, it's not always, you know, not always being reactive to what's coming at me, but being more proactive and being able to say, okay, this is when I can complete it. This is the timeline that I can put it in.

And then it helps me organize things on my end. So, Uh, yes, certainly. You know, there's days where the unexpected happens when it pulls you in different directions and you must be able to, to adapt to those. So, I think the more responsive that we can be, the way that we start a day, the way that we end today, that's gonna determine how it's gonna go.

And so those, those couple principles re been helpful for me in my role to be able, um, to manage the day to day.

Kuldeep Bhatnagar(KB): Wow, And, you know, again, as the team is about 65 and it's still growing. Uh, so what approach does Chapman Insurance Group take to attract and retain talent and what qualities are valued in a provincial new hire?

Janessa Weiland: This is a fun one because you know, honestly, we've, we've added a lot of team members, so we'd have some practice along the way. Um, but you. A lot of a lot of businesses take the, um, approach of, you know, putting a post out there for a job posting, will you the same? but we, we also try to utilize the resources of relationship, you know, asking team members, hey, do you know somebody?

Um, do you know somebody? That would be great. I feel like when you have a team that is invested in the culture that you created as an organization, as and as a company, they're excited. They want other people that they know to experience that same thing. If they're happy with where they work, they tell that to others, and those opportunities that will be there come back.

But that's what Sophies probably feel like we've taken. Um, you know, what are those relationships? Who do we know? Um, you know, making sure our team knows when we're looking to fill a position. And you know how it is, maybe somebody knows somebody, maybe there's somebody on our team that is better suited for that role, right?

Um, so I feel like yes, we take the organic approach of job hosting, and you'll see those online, but also internally, utilizing the relationship that we have. Because I think one of the things that we really put on such a star is choosing the right people. And, you know, Part of the culture that we've created to us been, you know, important for us to protect.

That's one of the biggest things that we can give to our employees, right? It is a good working place. You know, we want it the day to day and what you do can sometimes be exhausting, but what you're doing, what doing it with people that you enjoy being around and then you're doing it, you know, with people that are willing to celebrate your successes and cheer you on along the way and encourage, It makes all the difference in the world and the protecting that environment for our team has been important.

Um, we have internally, we have kind of our list of core values that we all, um, rate each other on. And, it's part of our, you know, day-to-day talk. We're constantly talking about it, recognizing core values that our team has this great. And for us it's pretty simple. Um, but you know, when we're looking, uh, to bring the learn, uh, a new team member, that's the things that we're looking at.

Do they share the same values that we have? Uh, are they gonna fit into the culture of our team? Um, because the culture of our team means you're gonna work hard, but we're gonna have fun doing it. And, you know, we're gonna accept challenges and we're gonna step up to the plate. And we're gonna know, you know, we're gonna encourage each other.

We're gonna create a positive and fun environment. Um, but we're gonna have results at the end of the day. So, you're gonna be held to a standard and you're gonna be, you know, the bar is gonna be set, um, for, for you to achieve. Um, so yet it's a high standard. but it's also something not, I feel like if you never accept the challenge, you don't know what you're capable of.

And so just motivating each other in that positive way, uh, has been something that's important to us. So, I think initially, um, we can't always gauge a person by, you know, a one-hour interview, but, but you can get a pretty good idea if they share those things for about, that you have as a team. So, I'm unified and those things, I feel like it's easier and easier to find, uh, the right person, to fit into.

Kuldeep Bhatnagar(KB): Yeah. So, it's not just the talent, but the fit, the, the cultural fit and the national fit is very important.

Janessa Weiland: Absolutely. Clearly, and sometimes even more important than the challenge. You know, we, we say we can teach you insurance. Um, put the, the things that you can't teach are, you know, those values that somebody has. Yes. And just kind of those innate characteristics on those can't be taught. So, if they have those, you can teach them.

Kuldeep Bhatnagar(KB): So, uh, you know, I, I've seen the company growing consistently be all know that, and, uh, and, and you're very aggressive about it as well. So how does Chapman Insurance balance the need for growth and expansion with maintaining financial stability as.

Janessa Weiland: So, we, from day one, I mean, Brian hadn't, um, kind of adopted a philosophy of, hey, we're, we're gonna grow. Um, and so from day one, the idea, um, the original idea was, you know, multiple offices, um, you know, he wanted to have two in a certain period of time and wanted to have five in a certain period to work to that point.

Now Rick's like, okay, we've gotten there now what Nick? Um, so, you know, chatting that vision out further into the. But if you wanna grow, you have to take risks. And that's something that, um, I feel like we've always understood, but at the same time, you take risks in a calculated way. Um, I, I think that we, first, good leadership.

Um, I feel like Brian Chapman is the owner. And, um, he'd done a great job of being involved in the day-to-day casting vision for our team and helping us calculate those Ds along the. I think the biggest hindrance is that people run into, whether it be intra or these, or just in general, like, um, you know, being stuck to making that an idea succeed.

And, um, I feel like that's when people fail, um, because they're so stuck on making this idea succeed. I think the key is being able to be adaptable, um, and being able to say, okay, this, this is the original plan, but it's not working. So, you know, how, how can, how can we change? How can we. So, I think that we have kind of done a good job of, um, bordering that, uh, risk, um, versus, you know, taking that risk in a calculated way, uh, and, and protecting that we know we wanna grow, so there's gonna be risk involved in that.

Um, but we have to make a good financially sound decision. And, um, part of that is just making sure that there's measures in sight. You know, everybody on our team. A number that they're responsible for being accountable for. And so easy to see when somebody is, is off track. Um, and you know, it might start as one person, but it's worth seeing, okay, an entire team is off tracked, and they're off tracked.

Obviously, there's an issue there and something is working. And so having the measures in place, um, to be able to hold ourselves accountable to making smart decisions for our team and for the organization. And think, you know, we might have an idea, we might run with it. Um, and, but being willing to say, okay, this isn't working.

Let's push direction and being able to recognize that. But there's metrics that, you know, when a decision is made for growth, um, there's metrics that have to be met. And if it's not working, then we have to say, okay, we have to push direction. We have to make a change here. Or why isn't it working and how can we make this.

So being able, um, to be adaptable in that way and just constantly evaluating those things, having a pulse of what's going on within the agency, within our team, um, from performance as individual to performance as an, an entire organization and business. Uh, being able to make the decision sometimes of, all right, let, let's switch direction, or let's change something up.

Something up, I feel like we've been able to do well. Um, and that's based on the feedback that we get from our team and that communication that we're constantly having from our team.

Kuldeep Bhatnagar(KB): Right, okay. You, you cannot achieve until you aspire. So of course, you have to have aspirations and you have to have a big, otherwise, uh, the growth is always slower. It's not there. Right Fantastic. So, on the lighter side of things, what's your favorite guilty pleasure snack,

Janessa Weiland: Oh, I, I feel like there's probably a long list there. Um, but you know, in the, the intro, one of the things my husband and I enjoy is the, that we like try a new local spot. We're, we're, I guess foodie, if you can call it.

Um, so, you know, we're always trying to look for a new spot. Um, Exciting adventure. And um, I think with that just come having an open mind, being, being willing to try a new thing. So, uh, I would say my favorite food is hands down Thai food. So, if I'm, um, going out for a meal, um, that's gonna be my choice.

Um, that would be my go-to, probably nine times out of 10. Um, well, but it's a, you know, had long weekend, it's a Friday night and relaxing on the couch is definitely bowl ice cream. Um, I, it's a joke in our house. My husband always rings, tell him a, a half-gallon of ice cream. What? He knows. I've had a hard week and I, I mean, hopefully I don't eat that whole thing, but, um, I always tell, please don't bring me ice cream home.

But, but, but you like it so much, why wouldn't I? Vanilla so, I get to use, supporting some of my guilty pleasures a bad decision.

Kuldeep Bhatnagar(KB): Oh, you must because, uh, you know, you would expect the same from your spouse, right? Yeah, no, I ice cream is my go-to too, so I can totally relate.

Janessa Weiland: What flavor is your favorite?

Kuldeep Bhatnagar(KB): Oh, uh, uh, sometimes I like hazelnuts. Uh, then, uh, then one of them is a rare one. Uh, big. But, uh, you know, I like it.

Janessa Weiland: I haven't had that one.

Kuldeep Bhatnagar(KB): Sure, you'll like it. Cool. And then I promise, this is my last one. So, what advice would you give to someone just starting out in this industry?

Janessa Weiland: Um, It's a marathon, not a ray. Um, I feel like, you know, when we bring in new team member on board, and especially one that doesn't have insurance experience, the first conversation that we have is, Hey, let's have a realistic expectation here because you doing a job that you're gonna come in, you know, and train for three weeks and know everything you need to know.

Um, you know, there might be certain roles that are easier to trade on, but, um, being involved in the insurance industry and, and investing in, in the insurance industry as a. Is an investment and it's an investment that, um, you know, will pay off and it has a challenge as well. Um, but you can't go into it with the expectation of I'm gonna learn everything or know everything, uh, within a three-month period of time.

Um, we say, you know, kind of when you start off, we always see that you know, that six months, um, look on somebody's face where they're like, I don't think I'll ever learn all this. Um, and then it's, you know, working through that. Um, and, and that's completely natural what you're feeling and being overwhelmed is completely natural and you'll get there and just kind of be encouragement and a tea and.

Um, but it takes time. And so being invested in that, the investment, you know, is something that if you're willing to put in, that is going to benefit you in the long run. And so just understanding that it's not a snap of a finger and, and an easy, uh, you know, an easy. Easy road at the beginning. Um, it's a lot of worry.

It's a lot of, um, adapting. It's a lot of, you know, when you think you, when you think you have a good understanding, all of a sudden, the insurance industry changes somehow when everything gets mixed up again. So, I say like, to shake it up and just keep it interesting everyone in a while. Um, but with that, I say if permitted to running the race, um, then the, you know, crafting over that finish line and having, um, that.

It is something that we'll follow. So just being patient and being willing to unbox them, knowing that, um, sometimes you, you have to kind of enjoy the ride along the way.

Kuldeep Bhatnagar(KB): Wow. So, I have two catchphrases from here. It's Samaritan, not a race, and the last one was Enjoy the Ride.

Janessa Weiland: Yes. Yeah, absolutely. Feel like we're present in the moment of each. Um, you know, we have to look for those things that are our best things along the way and keep ourselves, um, motivated in that way. So, if we're looking for the good, we'll find the good. If we're looking for the bad, we'll find the bad. So just keep a positive view and, um, just enjoy it.

Kuldeep Bhatnagar(KB): Wow. So, with that note, uh, we are El today's podcast. Thank you so much Janessa. I enjoyed the conversation. I hope that you did as well. And, uh, we'll be live soon. And, uh, the audience, uh, keep liking our podcast and, uh, Spotify, apple Podcast and everywhere we York. Uh, and stay tuned. Thank you so much. Thank you.