Meeting Title: Brainforge <> Ian - InsurTech Demo Walkthrough Date: 2026-01-16 Meeting participants: “Velora Notetaker”, Ian, Gabriel Lam
WEBVTT
1 00:03:29.370 ⇒ 00:03:30.720 Gabriel Lam: Hello!
2 00:03:30.960 ⇒ 00:03:32.320 Ian: Hey, what’s going on?
3 00:03:32.320 ⇒ 00:03:33.929 Gabriel Lam: Doesn’t hire you?
4 00:03:34.130 ⇒ 00:03:35.320 Ian: I’m doing well.
5 00:03:35.860 ⇒ 00:03:44.070 Gabriel Lam: Thanks for making time on such short notice, it’s been a hectic week, but I feel like I’ve got some pretty exciting things to show.
6 00:03:44.560 ⇒ 00:03:51.579 Gabriel Lam: So… I’d be happy to… Run it by you, see what you think,
7 00:03:52.180 ⇒ 00:03:55.210 Gabriel Lam: But, yeah, first of all, how are you? Happy New Year.
8 00:03:55.410 ⇒ 00:04:03.799 Ian: Good, man, yeah, same to you. Things are good, dude, just, moved into a new spot with my girlfriend, you know.
9 00:04:04.090 ⇒ 00:04:11.680 Ian: landed a couple clients through, Valora Risk Partners, my new insurance company, so that was good. I mean…
10 00:04:11.890 ⇒ 00:04:13.870 Ian: Things are moving. Things are moving.
11 00:04:13.870 ⇒ 00:04:14.490 Gabriel Lam: Awesome.
12 00:04:14.750 ⇒ 00:04:20.660 Ian: Yeah, no complaints, dude, honestly. It was a holiday and, like, a little bit of sickness for both of us.
13 00:04:20.810 ⇒ 00:04:24.419 Gabriel Lam: When I, you know, throughout the few weeks, but…
14 00:04:24.580 ⇒ 00:04:26.499 Ian: It was great.
15 00:04:26.890 ⇒ 00:04:28.950 Gabriel Lam: That’s awesome. Yeah.
16 00:04:30.170 ⇒ 00:04:38.839 Gabriel Lam: I mean, I stuck around, my girlfriend was traveling a ton, and I was like, you go enjoy that, have a blast. She, like, was a bridesmaid at the wedding, and I’m like…
17 00:04:39.420 ⇒ 00:04:47.229 Gabriel Lam: Go ahead and do that. I’m gonna stick around, because, like, I’m not able to travel the way she is able to. Like, she can just take more time off, basically.
18 00:04:47.420 ⇒ 00:04:47.980 Ian: God.
19 00:04:47.980 ⇒ 00:04:51.639 Gabriel Lam: But, like, I’m living vicariously through that, and I’m like.
20 00:04:51.640 ⇒ 00:04:52.940 Ian: Yeah. Mixed up.
21 00:04:52.940 ⇒ 00:04:57.130 Gabriel Lam: I’m gonna be right there next time. Right. Yeah.
22 00:04:58.760 ⇒ 00:04:59.160 Ian: Fair.
23 00:04:59.540 ⇒ 00:05:05.049 Gabriel Lam: Second. Yeah, but basically, wanted to run… I remember last time we talked about
24 00:05:05.160 ⇒ 00:05:09.240 Gabriel Lam: Just some of these demos and trying to make sure that you had.
25 00:05:11.660 ⇒ 00:05:15.540 Gabriel Lam: like, a good flow for you, and I don’t know if you saw the email.
26 00:05:15.540 ⇒ 00:05:16.630 Ian: Last night.
27 00:05:16.790 ⇒ 00:05:30.019 Ian: I did, I wasn’t able to get everything, but I mean, absolutely, I can, like, start pulling things over right now. Do you want more than one supplemental app, or do you just want, like, one that’s, like, commonly used for one specific line?
28 00:05:30.540 ⇒ 00:05:33.010 Ian: Of coverage for one type of client.
29 00:05:33.500 ⇒ 00:05:34.440 Gabriel Lam: I think…
30 00:05:35.590 ⇒ 00:05:48.419 Gabriel Lam: I think the more, the better, I think, but we’ll probably end up just using one, because I think the demo really is to just focus on, like, making sure that the flow is working, and the logic’s working, and once that’s done, we can just, like, pull everything else in.
31 00:05:48.450 ⇒ 00:05:50.449 Ian: I think the main thing that.
32 00:05:50.610 ⇒ 00:05:53.650 Gabriel Lam: I just wanted to check in with you, was…
33 00:05:53.900 ⇒ 00:06:01.629 Gabriel Lam: at the end of the day, like, you’re the one using it, and I want whatever comes out to be something that you can use, as opposed to, like, oh, what’s this, like, weird output?
34 00:06:02.050 ⇒ 00:06:08.499 Gabriel Lam: So I remember you were talking about, like, risk profiles, and you were talking about, sending, you know.
35 00:06:08.630 ⇒ 00:06:18.580 Gabriel Lam: emails out to underwriters or, like, wholesalers with that profile. And so I was like, oh, it’d be great to, like, have an idea of, you know, how you structure that, so…
36 00:06:18.580 ⇒ 00:06:29.530 Gabriel Lam: we can actually tell the AI, like, what it should look like, or, like, how it should give out this information, or also even, like, how to write these emails, just to have a better idea that, like, matches
37 00:06:29.600 ⇒ 00:06:34.040 Gabriel Lam: Not only your flow, but, like, someone who’s in the industry would be able to know it well.
38 00:06:34.390 ⇒ 00:06:41.399 Gabriel Lam: But yeah, I’m happy to… I’m happy to show you what we’ve got. I think there is really…
39 00:06:41.800 ⇒ 00:06:43.720 Gabriel Lam: one particular…
40 00:06:43.910 ⇒ 00:06:50.800 Gabriel Lam: there’s two demos that I’d like to show you. One, I think, is more of a cold intake, and, like, how…
41 00:06:51.160 ⇒ 00:07:02.730 Gabriel Lam: you know, right after you get a client and you have any other documentation, you’re able to really take that forward and send that information over to other people. And the other one really is about, like, gap coverage.
42 00:07:03.290 ⇒ 00:07:09.330 Gabriel Lam: So let me… just get started on that. Sorry, one second…
43 00:07:09.590 ⇒ 00:07:10.540 Ian: No worries.
44 00:07:11.670 ⇒ 00:07:14.640 Ian: So…
45 00:07:21.600 ⇒ 00:07:25.960 Gabriel Lam: And let me just… Bring that up.
46 00:08:08.620 ⇒ 00:08:18.750 Ian: I just sent this over with just the supplemental apps, like, a little zip file of, like, I think there’s, like, 20 off, 20 or some odd different types of supplemental apps, but… Yeah.
47 00:08:19.020 ⇒ 00:08:22.030 Ian: Just for your reference, but…
48 00:08:24.160 ⇒ 00:08:32.030 Ian: Yeah, majority of my… my stuff’s gonna be real estate developers, construction builders, like, in that realm, aside from the
49 00:08:32.880 ⇒ 00:08:35.409 Ian: tech companies and stuff like that, which… Yeah.
50 00:08:35.580 ⇒ 00:08:38.410 Gabriel Lam: There’s some other supplementals in there for that, but, like.
51 00:08:38.679 ⇒ 00:08:52.379 Ian: A lot of those coverages, they’re just not as difficult to… to place. I probably should throw, like, a cyber app in there, though. We can expand on it, but whatever’s in there is stuff I’ve already used for a lot of different things, so it’ll be good to start with.
52 00:08:53.030 ⇒ 00:09:00.359 Gabriel Lam: Yeah, I think cyber, I mean, just because the… for the demo, we’re gonna use, like, Brainforge as, like, the own…
53 00:09:00.900 ⇒ 00:09:07.049 Gabriel Lam: like, bring forge policies as… part of the demo, just to be like, hey, these are our actual policies.
54 00:09:07.050 ⇒ 00:09:07.560 Ian: Cool.
55 00:09:07.560 ⇒ 00:09:09.020 Gabriel Lam: You know, might be helpful.
56 00:09:09.180 ⇒ 00:09:12.759 Ian: I think for the first demo about cold intake.
57 00:09:12.930 ⇒ 00:09:19.480 Gabriel Lam: like, I do having… I do think having, like, an example of how you construct a risk profile and, like, send
58 00:09:19.780 ⇒ 00:09:25.599 Gabriel Lam: Like, you know, if you’ve sent an email out recently to, like, an underwriter or a wholesaler, like, that would be perfect.
59 00:09:25.830 ⇒ 00:09:26.530 Ian: Absolutely.
60 00:09:28.820 ⇒ 00:09:31.600 Ian: That’s a good idea. Let’s see, scent.
61 00:09:34.420 ⇒ 00:09:36.980 Ian: I had some recently, actually.
62 00:09:36.980 ⇒ 00:09:37.950 Gabriel Lam: Awesome.
63 00:09:47.450 ⇒ 00:09:50.940 Ian: It’s a perfect example, and this is a really simple risk, too.
64 00:09:51.820 ⇒ 00:09:55.180 Ian: Do you want me to copy UTAM on that example, too, or…
65 00:09:56.120 ⇒ 00:10:03.189 Gabriel Lam: Yeah, I’m… you can also just, like, reply to the giant email chain we have, like…
66 00:10:03.430 ⇒ 00:10:09.750 Ian: I’m trying to see how I could forward on this entire thread with underwriters that I have for this account.
67 00:10:10.710 ⇒ 00:10:17.949 Ian: do that, including all the docs that are attached, like, I’m just trying to see. I guess I could, like, package the email…
68 00:10:19.200 ⇒ 00:10:22.760 Ian: I wonder how I can do that. I’m used to using freakin’,
69 00:10:23.520 ⇒ 00:10:34.780 Ian: outlook, and, like, this has been… to Google, which, honestly, I like Google better, I just need to figure out how to, like, send it as an attachment, like, the entire chain.
70 00:10:34.780 ⇒ 00:10:35.770 Gabriel Lam: Yeah.
71 00:10:35.770 ⇒ 00:10:37.570 Ian: You know how to do that, by chance?
72 00:10:37.570 ⇒ 00:10:40.269 Gabriel Lam: That’s a good question.
73 00:10:41.210 ⇒ 00:10:45.960 Ian: Forward all? No, that’s not gonna help.
74 00:10:50.390 ⇒ 00:10:52.080 Ian: Maybe I can go…
75 00:11:14.180 ⇒ 00:11:16.370 Gabriel Lam: I think forward all might be…
76 00:11:18.290 ⇒ 00:11:22.370 Ian: Yeah, it might just not go in our… in our chain, unfortunately, but…
77 00:11:22.370 ⇒ 00:11:29.789 Gabriel Lam: That’s okay, I think you can, you can definitely just, send it to the both of us, both Utam and I as well, like, that would be fantastic.
78 00:11:32.830 ⇒ 00:11:35.439 Ian: Yeah, sorry I wasn’t able to get to this beforehand, it was just an item.
79 00:11:35.440 ⇒ 00:11:36.380 Gabriel Lam: You’re good.
80 00:11:36.380 ⇒ 00:11:37.640 Ian: that.
81 00:11:37.640 ⇒ 00:11:39.840 Gabriel Lam: No worries, I totally get it.
82 00:12:03.390 ⇒ 00:12:08.410 Ian: I was, last night I sat on a webinar for… do you know what Lindy AI is?
83 00:12:09.080 ⇒ 00:12:10.090 Gabriel Lam: Lindy?
84 00:12:10.090 ⇒ 00:12:10.920 Ian: Lindy?
85 00:12:12.150 ⇒ 00:12:15.429 Gabriel Lam: Is that the one where it’s, like, your AI employee?
86 00:12:16.120 ⇒ 00:12:18.170 Ian: No, that’s Cintra AI.
87 00:12:18.170 ⇒ 00:12:18.949 Gabriel Lam: Okay, okay, okay.
88 00:12:18.950 ⇒ 00:12:26.590 Ian: I’ve also tried, but… but Lindy is just kind of like… it’s like a vibe, workflow, like a vibe…
89 00:12:26.950 ⇒ 00:12:32.580 Ian: how do you even say that? It’s like workflows you can build out, like a Zapier, or like a.
90 00:12:32.580 ⇒ 00:12:33.580 Gabriel Lam: Oh, yeah, yeah, yeah.
91 00:12:33.580 ⇒ 00:12:38.829 Ian: But you can, like, use prompts within each step and stuff, so it’s kind of cool.
92 00:12:39.090 ⇒ 00:12:50.420 Ian: But I… I was like, there’s this dude who has, like, 60 different AI agents that run every day for his business, and just kind of do different things, and it’s fucking sick, like…
93 00:12:50.660 ⇒ 00:12:51.670 Ian: I,
94 00:12:52.390 ⇒ 00:13:03.149 Ian: I’m like, dude, I would love to just have a couple, like, different agents that do different things, like, on a daily, weekly basis, to just set up that foundation to be super, super helpful.
95 00:13:03.800 ⇒ 00:13:18.490 Ian: Just as I… as I continue to just do things myself, and then bring on staff, you know, like, to give them that… that power to just, like, really just do what they need to do to get business in the door and have everything else handled would be so sick.
96 00:13:19.390 ⇒ 00:13:26.859 Gabriel Lam: I think that… I think that really is, like, the next evolution of, like, you… you’re not really writing stuff anymore, you’re, like, reviewing stuff, and…
97 00:13:26.860 ⇒ 00:13:27.430 Ian: Right.
98 00:13:27.430 ⇒ 00:13:43.509 Gabriel Lam: Like, that’s where the human has to come in, because you know what is sent out, and, like, you’re building a relationship with the client, not, like, them with your AI. So you’re that, like, gate, and then that’s where you step in, you’re like, hey, I just need all these emails, I’ll give it a quick read, 10 seconds, and, like.
99 00:13:43.620 ⇒ 00:13:45.390 Gabriel Lam: You know, pivot my approval.
100 00:13:45.590 ⇒ 00:14:10.410 Ian: And to just, like, you know, I’ve set up the foundation of, like, how my, you know, my single source of truth, where all my client data lives, and then, like, everything’s tied back to the Google Drive, where all my folders, every client has their own folder, submissions, you know, audit data, billing information, like, everything’s laid out, but I want it to be, like, I can feed an agent, like, a document, or it can see an email come in with attachments and automatically route that and send those
101 00:14:10.410 ⇒ 00:14:14.049 Ian: docs into the drive. Like, that’s what I really think would be helpful, too.
102 00:14:14.050 ⇒ 00:14:14.365 Gabriel Lam: Hmm…
103 00:14:14.680 ⇒ 00:14:30.469 Ian: it’s such an admin thing, and just really needs to know, like, okay, can it read the data and see what client it goes to? You know, if it’s not a client that’s already established, can it create a new folder in the drive? And, like, things like that. I think that would be really, really cool, too, in the future.
104 00:14:30.470 ⇒ 00:14:33.050 Gabriel Lam: I think, actually, that kind of exists already, it’s just, like.
105 00:14:33.350 ⇒ 00:14:36.290 Gabriel Lam: Having it be programmable, and, like, that’s where, really.
106 00:14:36.550 ⇒ 00:14:46.929 Gabriel Lam: like, having engineering knowledge, like, actually is really helpful, and you’re like, hey, you know, are there certain, like, markers, or are you able to point it, like, you know, you know, if it’s like a…
107 00:14:48.010 ⇒ 00:14:54.220 Gabriel Lam: an email, and you’re like, I can… I just want to look at, like, email addresses and, like, know from there, or something like that, to, like, really…
108 00:14:54.490 ⇒ 00:14:55.270 Gabriel Lam: Help that out.
109 00:14:55.520 ⇒ 00:14:59.039 Ian: Something I saw, too, is, like, they had, like, some…
110 00:14:59.130 ⇒ 00:15:17.430 Ian: like, an idea that I was, like, fucking around with ChatGPT afterward, and it was saying, like, you could have separate email addresses, like, one could be documents at velourisk, and anytime I have something that I want to get sent to that agent to then be distributed between my drive, my Notion, client, you know, management.
111 00:15:17.430 ⇒ 00:15:29.010 Ian: platform, like, that it could… I could just email something to a specific inbox that’s being monitored by a specific agent to then do what it needs to do. I like that idea, because then it’s… it’s still…
112 00:15:29.160 ⇒ 00:15:40.500 Ian: palatable for… when I bring people on, they’re used to doing everything via email, so it’s like, yeah, this is the same thing as what you’ve been doing, just send it to this inbox that I’ve created with an agent that’s gonna, like.
113 00:15:40.810 ⇒ 00:15:43.570 Ian: Perform a task that you otherwise would do manually.
114 00:15:43.910 ⇒ 00:15:44.630 Gabriel Lam: Exactly.
115 00:15:44.630 ⇒ 00:15:51.089 Ian: I think it’s a nice marriage between just this magic going on that people don’t understand, you know? Like, it’s… it’s.
116 00:15:52.140 ⇒ 00:15:56.539 Gabriel Lam: But, you know, it’s… it’s… I would really want to do that, and I’m actually thinking about…
117 00:15:56.650 ⇒ 00:16:06.779 Ian: contracting someone to, like, help me build out those things on, like, within what I’ve built already, but I don’t know if that’s something that’s probably too small for you guys in Brainforge to…
118 00:16:06.970 ⇒ 00:16:16.329 Ian: to, like, take on, and… I mean, I was hoping I could maybe get away with spending maybe a couple grand for someone to come in and help me build out a few of those agents instead, but…
119 00:16:16.330 ⇒ 00:16:19.460 Gabriel Lam: Yeah, I mean, I’m sure you and Utah can have that conversation.
120 00:16:20.820 ⇒ 00:16:26.310 Ian: I hate asking for stuff, though, because it’s like, fuck, like, I know you guys have, like, serious commercial accounts, and…
121 00:16:26.700 ⇒ 00:16:28.399 Ian: Thanks, man.
122 00:16:28.400 ⇒ 00:16:35.110 Gabriel Lam: I mean, who’s to say, right? I’m always, like, personally, I’m always of the belief that, like, you never know where something can take you, and…
123 00:16:35.380 ⇒ 00:16:38.160 Gabriel Lam: If it’s, like, low-hanging fruit, which it sounds like it is.
124 00:16:38.340 ⇒ 00:16:40.500 Gabriel Lam: You know, like, at the end of the day.
125 00:16:40.970 ⇒ 00:16:51.739 Gabriel Lam: there’s, like… sure, there’s friendship and relationship involved, but it’s also like, hey, I’ve got this ask, and willing to spend this much, like, is that something you guys are able to do, or I can also go and find someone as well, right? So…
126 00:16:51.740 ⇒ 00:16:53.059 Ian: That’s true, that’s true.
127 00:16:53.060 ⇒ 00:16:53.389 Gabriel Lam: if it’.
128 00:16:53.470 ⇒ 00:17:09.540 Ian: over… if it’s, like, managed by Brainforge, or Brainforge is, like, overseeing the operation, there could still be some benefit there. Like, even though I’m a small account. Like, I would… I would like to… I would like to discuss that with Utam. I’m actually gonna see him tonight, so…
129 00:17:09.540 ⇒ 00:17:19.830 Gabriel Lam: Oh, amazing, yeah, yeah, yeah. Okay, I also realize we’re, like, totally waffling, so I’m gonna quickly share screen, just to show you what we’ve got.
130 00:17:21.300 ⇒ 00:17:27.800 Gabriel Lam: So… Okay, let me also show the… agent.
131 00:17:29.290 ⇒ 00:17:35.870 Gabriel Lam: I also don’t think… I’m getting the… oh, shit.
132 00:17:38.260 ⇒ 00:17:51.690 Gabriel Lam: forwarded attachments, but maybe that’ll come later. Okay, so there’s really two demos we’re looking at doing now. There’s a third demo that I can, like, send you a loom of later tonight.
133 00:17:51.910 ⇒ 00:17:55.340 Gabriel Lam: What the first demo was about cold lead intake.
134 00:17:55.650 ⇒ 00:17:56.830 Gabriel Lam: Just so…
135 00:17:57.060 ⇒ 00:18:10.919 Gabriel Lam: there’s two ways you can do it, right? You mentioned, like, first of all, you have, like, a transcript, you might get a policy, you might just get a transcript and a COI, or sometimes you, like, get the keys to the castle, and, like, they give you their policy, and you get everything you need to know.
136 00:18:10.920 ⇒ 00:18:12.250 Ian: So…
137 00:18:12.390 ⇒ 00:18:14.939 Gabriel Lam: what I have in this datastore.
138 00:18:15.510 ⇒ 00:18:19.270 Gabriel Lam: Oh, God, my Zoom… It’s
139 00:18:20.160 ⇒ 00:18:24.480 Gabriel Lam: in the way. What I have in this datastore is…
140 00:18:24.920 ⇒ 00:18:30.779 Gabriel Lam: simply, I have, like, a transcript that you can take from, you know, Zoom, you can take from, like, some…
141 00:18:31.600 ⇒ 00:18:37.119 Gabriel Lam: meeting recording tool, like, you have your note taker here. I don’t know why it’s not loading.
142 00:18:37.520 ⇒ 00:18:50.410 Ian: Would it need to have a… like, would it need to be, like, the full recording and transcript, or would this be… like, because then I’d have to set that up, too, to be able to, like… because right now I have Lindy doing the… that’s what the Valora Notetaker is, but all it does…
143 00:18:50.500 ⇒ 00:18:58.819 Ian: it records and has a transcript, but I don’t see that. It just keeps it for 24 hours, and then sends me an email with a summary.
144 00:18:59.520 ⇒ 00:19:00.569 Ian: You know, bullets.
145 00:19:00.570 ⇒ 00:19:01.990 Gabriel Lam: And is that something…
146 00:19:02.250 ⇒ 00:19:16.499 Gabriel Lam: I guess that could work, that could be something that we can bring in as well, if you use Lindy and you just have the summary, if that’s something that, like, you can then use to generate a risk profile, that’s great. It’s just, like, the tools that we were using, a lot of times, it’s, like.
147 00:19:16.700 ⇒ 00:19:22.909 Gabriel Lam: It’s just recording text, and so this is just, like, we, you know… I just asked ChatGPT to, like, pretend we were chatting.
148 00:19:23.920 ⇒ 00:19:33.049 Gabriel Lam: And as if, you know, I was a client for you, what it would look like. And there’s a couple tools, as I was saying, there’s, like, Zoom, there’s, like, Google Meets and Gemini,
149 00:19:33.070 ⇒ 00:19:45.280 Gabriel Lam: there’s a bunch of tools out there, there’s, like, Fireflies, you know, so it’s just, like, whatever you guys are comfortable or used to having, that’s something we can add in. And if Lindy is the way you’ve been going about it, like, that’s also something that we can put in as well.
150 00:19:45.340 ⇒ 00:19:46.180 Gabriel Lam: Okay. But…
151 00:19:46.180 ⇒ 00:19:52.030 Ian: Whatever’s easiest for you guys, honestly. I’m not… I’m not… I’m not set on a… on a meeting note-taker, so whatever.
152 00:19:52.030 ⇒ 00:19:52.630 Gabriel Lam: Yeah, yeah, yeah.
153 00:19:52.800 ⇒ 00:19:54.220 Ian: I’m, I’m malleable.
154 00:19:54.680 ⇒ 00:20:01.410 Gabriel Lam: So, in this case, it would just be any meeting notetaker. Ideally, you get a transcript, or a summary, and you have
155 00:20:01.660 ⇒ 00:20:10.909 Gabriel Lam: you know, the simplest thing you could just ask is, once you have all the information in, it’s like, hey, I want to create, like, a risk profile from the transcript and the policy that I get. And so…
156 00:20:11.120 ⇒ 00:20:12.290 Gabriel Lam: In this case.
157 00:20:12.730 ⇒ 00:20:16.260 Gabriel Lam: The goal is that, you know, first of all, it would look into
158 00:20:17.570 ⇒ 00:20:22.979 Gabriel Lam: The documentation that we’ve uploaded, and give you basically, like, a few
159 00:20:23.200 ⇒ 00:20:26.869 Gabriel Lam: risks that it noticed. And so, for example, it’s like.
160 00:20:28.920 ⇒ 00:20:40.780 Gabriel Lam: Liability claims with business intelligence, there’s data security and privacy risk, and for each one, what this tool has been great on has been, like, either pointing out to certain, like, parts of the transcript, or to say.
161 00:20:40.950 ⇒ 00:20:46.920 Gabriel Lam: parts of the policy where it’ll… it’ll call out, like, hey, In this case.
162 00:20:47.310 ⇒ 00:20:49.879 Gabriel Lam: You know, this section begins to talk about.
163 00:20:50.080 ⇒ 00:20:54.430 Gabriel Lam: Business loss as a result of cyber failure.
164 00:20:56.110 ⇒ 00:21:01.579 Gabriel Lam: And so, from that, I might say, like, hey, I want you to create, you know, just…
165 00:21:03.230 ⇒ 00:21:07.420 Gabriel Lam: an email from that broker. And so…
166 00:21:08.210 ⇒ 00:21:27.679 Gabriel Lam: again, it will look into it and write an email, but also take a look at what it’s written up here. This is why I sort of suggested earlier, it’d be really good to know what it is you send over, just so we have an idea, like, hey, you know, you’re seeing this, and you’re like, oh, you know, I wouldn’t put the executive summary in metrics here. I’d, like, put it at the bottom, or like.
167 00:21:27.860 ⇒ 00:21:28.460 Ian: Yeah, I mean…
168 00:21:28.460 ⇒ 00:21:32.709 Gabriel Lam: I’d like to have a table, or something like that, which is, I think, something that we’re really trying to hash out.
169 00:21:32.990 ⇒ 00:21:47.029 Ian: But the good thing is, is, like, this, this already right there, if I was gonna send a submission email to, whether it be a wholesaler or a direct market for underwriting, like, whatever, like, that already right there is more than what I would put.
170 00:21:47.150 ⇒ 00:21:57.550 Ian: Which is great, I mean, because all you’re going to do is scale it back based on what you’d see, but I mean, the more information, the better. They, like, underwriters will be loving that. If they can see all of it up front.
171 00:21:57.860 ⇒ 00:22:07.639 Ian: and understand it as deeply as possible. With one email, they’re gonna be so much happier to work with a broker like me. So, it just… it’s a… it’s a beneficial thing for everybody.
172 00:22:07.640 ⇒ 00:22:08.250 Gabriel Lam: Okay.
173 00:22:08.900 ⇒ 00:22:15.809 Gabriel Lam: And I guess when you are… you’re also including, like, your attachments, right? Like, you’re including former policies and COIs and that kind of stuff anyways.
174 00:22:16.030 ⇒ 00:22:25.580 Ian: I don’t know what kind of timeframe you’re on, I’m in no rush, but if you want to just look at the email I forwarded over a few minutes ago, like, that one will show you very quickly just what it looks like.
175 00:22:27.140 ⇒ 00:22:29.539 Ian: what it looks like when I have… Okay.
176 00:22:29.750 ⇒ 00:22:32.329 Ian: That’s, I don’t know.
177 00:22:32.710 ⇒ 00:22:38.059 Gabriel Lam: I see it. I assume it’s this giant chain that you see on the screen.
178 00:22:38.830 ⇒ 00:22:44.860 Ian: Exactly, right there. So, you know, just below right there is what I, what I would send out, and that’s an example.
179 00:22:45.330 ⇒ 00:22:53.620 Ian: So right there. Okay. Here, see the attached, I have attached, da-da-da-da. That’s, like, a normal outline of what I would send.
180 00:22:54.380 ⇒ 00:23:05.589 Ian: And, you know, just that takes, you know, I use ChatGPT to help me, obviously, but, you know, that’s after I’ve analyzed their existing policies that they’ve sent me, blah blah blah blah.
181 00:23:07.480 ⇒ 00:23:08.770 Ian: So… Okay.
182 00:23:09.040 ⇒ 00:23:13.080 Gabriel Lam: Helps, but… Yeah, I think that’s super helpful, yeah.
183 00:23:13.230 ⇒ 00:23:16.979 Gabriel Lam: Okay, I’ll definitely take that, and great to know that this is, like.
184 00:23:17.510 ⇒ 00:23:27.320 Gabriel Lam: on par of the types of things you want to do. So in this case, the reason why we’ve only… we’ve separated out, like, transcript and COI was, like, I know you mentioned sometimes
185 00:23:27.510 ⇒ 00:23:35.850 Gabriel Lam: you know, you don’t get the full policy, you only get, like, a transcript and a COI, and they’re like, I’m insured, what can you do? And so, again.
186 00:23:36.170 ⇒ 00:23:40.349 Gabriel Lam: You’ll have a different type of output that, again, will be
187 00:23:40.520 ⇒ 00:23:47.419 Gabriel Lam: a risk profile, as well as an email. And again, at each point, we do try to make sure
188 00:23:47.640 ⇒ 00:23:48.450 Gabriel Lam: you know.
189 00:23:49.040 ⇒ 00:23:51.969 Gabriel Lam: But that’s part of the transcript, I wonder if there’s,
190 00:23:55.250 ⇒ 00:24:03.179 Gabriel Lam: Right, so far, it’s like, this is our current coverage, this is what it has, and it’s able to at least go through and write things out for you, and as well as, right.
191 00:24:03.610 ⇒ 00:24:10.319 Gabriel Lam: a draft email, which I think is the state that you want it in, right? It’s like, I want to be able to look through it and…
192 00:24:10.510 ⇒ 00:24:12.520 Gabriel Lam: put my name to these words.
193 00:24:14.860 ⇒ 00:24:30.909 Gabriel Lam: So, that’s the first demo. I think that seems to be, like, the lowest hanging fruit, or, like, the biggest piece of the pie that you really wanted help with. So, would love, like, you know, any feedback on that, and then I can also jump into the next demo, which is more about gap coverage.
194 00:24:32.000 ⇒ 00:24:34.780 Ian: Yeah, I mean, for this, I think it’s… it’s…
195 00:24:35.470 ⇒ 00:24:45.390 Ian: pretty… pretty on point with just, like, whatever I have on a… on a prospect, and I’m having to go to market, or put together a package to then go to market, like, there’s stuff…
196 00:24:45.790 ⇒ 00:24:58.000 Ian: that I’ll have, and then I’d love to just get some sort of summary or some sort of underwriting submission together based on anything I have. And from there, it’s like, I know for a fact it’s gonna have to include a cord.
197 00:24:58.410 ⇒ 00:24:59.490 Ian: Accord…
198 00:25:00.980 ⇒ 00:25:06.949 Ian: Accord applications, because that’s industry standard, and then on top of that, they always require some sort of supplemental.
199 00:25:07.170 ⇒ 00:25:10.889 Ian: Meaning, something very… very,
200 00:25:11.860 ⇒ 00:25:25.040 Ian: you know, particular, like, oh, this is this type of business, and they need X coverage. Here’s a supplemental pretty much for that. And then, yeah, like, if I… I can’t usually answer everything on that, but, you know, if this can at least get
201 00:25:25.040 ⇒ 00:25:31.940 Ian: the submission email kind of drafted, and give a nice rundown based on what I have. That saves me time.
202 00:25:32.210 ⇒ 00:25:40.199 Ian: Immediately, and then whatever else I need information on that I can’t fill out on that application, I’ll just send it to the client to have them confirm.
203 00:25:40.670 ⇒ 00:25:41.370 Gabriel Lam: Got it.
204 00:25:41.670 ⇒ 00:25:43.429 Ian: And so, when you talk about.
205 00:25:43.430 ⇒ 00:25:53.869 Gabriel Lam: you know, like, you’re gonna fill out to the best of your ability. Are, for example, the accord forms and the supplemental applications, is there an expectation that, like, every box is filled?
206 00:25:54.090 ⇒ 00:25:54.640 Gabriel Lam: Of course.
207 00:25:55.630 ⇒ 00:26:01.780 Gabriel Lam: Yeah. Okay, got it. On the Accord form, not so much, and you can kind of see, based on.
208 00:26:01.780 ⇒ 00:26:08.800 Ian: the accords that I submitted for that Alamo City commercial cleaning you just saw, the train, that…
209 00:26:09.020 ⇒ 00:26:17.130 Ian: I just pulled a random supplemental for, like, commercial janitorial services, because that’s generally what the business is, and I filled out
210 00:26:17.830 ⇒ 00:26:19.549 Ian: everything I could…
211 00:26:19.860 ⇒ 00:26:30.020 Ian: And then kind of texted the client and asked a few extra questions. I was like, hey, I just need to confirm da-da-da-da-da, and whatever I had left that I needed to fill out, I could just
212 00:26:30.180 ⇒ 00:26:34.489 Ian: fill that out quickly, and then send in the full submission. The Accord forms.
213 00:26:34.800 ⇒ 00:26:37.750 Ian: If I can fill out a full supplemental, put it this way.
214 00:26:38.180 ⇒ 00:26:50.670 Ian: the Accord forms, generally, there’s gonna be missing pieces, there’s gonna be filled-out pieces, but those are just industry standard. They don’t get looked at as deeply as, like, a supplemental would be. So, that’s kinda…
215 00:26:50.840 ⇒ 00:27:01.640 Ian: It’s kind of how the underwriters take it. If you can’t even submit a completed supplemental, they’re not going to do anything. They’re just gonna be like, send that and the accord forms, and then we’ll actually take it serious and start looking at it.
216 00:27:01.640 ⇒ 00:27:02.310 Gabriel Lam: I see.
217 00:27:02.780 ⇒ 00:27:03.640 Gabriel Lam: Okay.
218 00:27:03.850 ⇒ 00:27:04.740 Gabriel Lam: Okay.
219 00:27:04.850 ⇒ 00:27:05.880 Gabriel Lam: So, yeah.
220 00:27:05.880 ⇒ 00:27:14.609 Ian: Everyone is get the data needed to complete the applications, then it’s, you know, get a risk profile together to send it to an underwriter or a wholesaler.
221 00:27:15.390 ⇒ 00:27:16.110 Gabriel Lam: Okay.
222 00:27:16.750 ⇒ 00:27:27.229 Gabriel Lam: super helpful. That’s something that we… we just had a chat with the guys who built this platform, and, like, something that they’re adding is, like, a form fill ability, so,
223 00:27:30.650 ⇒ 00:27:36.599 Gabriel Lam: I’ll try to see if it’s up for you. I think the other demo that we have is… I’ll just…
224 00:27:37.120 ⇒ 00:27:43.680 Gabriel Lam: is with… gap coverage, and so this… again.
225 00:27:43.940 ⇒ 00:27:46.720 Gabriel Lam: I put it in a different… oop.
226 00:27:51.930 ⇒ 00:27:56.199 Gabriel Lam: That’s not the right one. Sorry, give me a second.
227 00:28:03.960 ⇒ 00:28:04.690 Gabriel Lam: Okay.
228 00:28:08.950 ⇒ 00:28:10.040 Gabriel Lam: Okay.
229 00:28:10.410 ⇒ 00:28:13.670 Gabriel Lam: So in this case, what I’ve also included here is
230 00:28:14.050 ⇒ 00:28:18.359 Gabriel Lam: Just, you know, if you’ve ever, written, like.
231 00:28:18.480 ⇒ 00:28:23.360 Gabriel Lam: a snapshot of, like, hey, these are things that I noticed, or…
232 00:28:23.790 ⇒ 00:28:26.240 Gabriel Lam: Have you ever read a document about,
233 00:28:26.520 ⇒ 00:28:30.170 Gabriel Lam: like, exposures, if I can try to find that portion.
234 00:28:35.920 ⇒ 00:28:45.239 Gabriel Lam: Yeah, this is basically, like, a quick document that I create, generated, of, like, if you do market research, you’re like, hey, what does this company do? What are some exposure risks they might have?
235 00:28:45.360 ⇒ 00:28:48.799 Gabriel Lam: so in this case, I’m trying to find it…
236 00:28:48.940 ⇒ 00:28:51.239 Gabriel Lam: So here, for example, like.
237 00:28:51.850 ⇒ 00:29:06.419 Gabriel Lam: because, for example, brain forges across multiple jurisdictions, is that going to be a problem there for coverage? And so that goes on top with our transcripts, our calls, as well as any COIs and policies. The goal here is really
238 00:29:06.830 ⇒ 00:29:12.959 Gabriel Lam: to identify critical gaps. And so, in this case, I did, you know, put in some gaps in
239 00:29:13.270 ⇒ 00:29:15.849 Gabriel Lam: Just so it would be a little clearer.
240 00:29:17.360 ⇒ 00:29:20.060 Gabriel Lam: And here it gives a sense…
241 00:29:20.240 ⇒ 00:29:22.959 Gabriel Lam: It gives a quick table of different…
242 00:29:23.140 ⇒ 00:29:31.890 Gabriel Lam: Gaps that it sees, and, like, where it notes that in the policy, as well as, like, where it might be a coverage issue, and how that might impact
243 00:29:33.500 ⇒ 00:29:34.930 Ian: the, the business.
244 00:29:35.260 ⇒ 00:29:36.410 Gabriel Lam: And so…
245 00:29:37.050 ⇒ 00:29:44.960 Gabriel Lam: again, this is, like, if there’s templates, or, like, if there’s ways that you’d like to write gap coverage, again, also to, like.
246 00:29:45.110 ⇒ 00:29:46.729 Gabriel Lam: Recommend next steps.
247 00:29:47.870 ⇒ 00:29:56.199 Gabriel Lam: And mostly, I assume that you will be sending gap analyses, like, to clients, or to prospects, or to… to wholesalers, and so…
248 00:29:56.490 ⇒ 00:30:06.869 Ian: I mean, this could be at any point in the life cycle, right? It’s like, I mean, this is cool. But my initial thought is, like, both of these demos are…
249 00:30:07.270 ⇒ 00:30:24.310 Ian: for, you know, ground to step one. So, like, when I get a prospective client in the door, or have an opportunity, and I’m trying to put together a full submission. So, like, the first one kind of helped me get that together and analyze it, and get a risk profile. This one, then, could also be
250 00:30:24.310 ⇒ 00:30:45.240 Ian: if I dump in their exist… if they happen to give me the keys to the castle, give me their existing policies, all of them, or certificates at the very least, and I have, you know, transcript data from a phone call, and it can go on their website and review what services they offer there, then it can take all of that and say, hey, based on their current program and all the information we have available.
251 00:30:45.240 ⇒ 00:30:51.790 Ian: this is what we’re seeing, and that helps me with my… my initial review is usually how I go about it. I’ll say.
252 00:30:51.790 ⇒ 00:31:07.290 Ian: you know, hey, prospect, I’d love to get involved and help you, you know, do, like, set up a better program and get your insurance lined out, and I’ll come back with a no-obligation risk review, essentially, and that’s… that’s what this is doing. Like, I love that.
253 00:31:07.290 ⇒ 00:31:07.890 Gabriel Lam: Yep.
254 00:31:08.050 ⇒ 00:31:16.769 Ian: because that’s how I can build rapport with the client right off the bat, be like, hey, like, your program’s robust, but there are some issues here that I think we could resolve by doing a…
255 00:31:18.240 ⇒ 00:31:22.009 Gabriel Lam: here’s the cost implication that could come with that, like, I’d love to represent.
256 00:31:22.150 ⇒ 00:31:39.059 Ian: fix it. So, love that. But it could also be a renewal thing, comparing a quote with a policy that comes through based on the risk profile. It could be a renewal after already being a client for a year, and they offer a renewal. Hey, how does this stack up against the terms from last year? Like, that’s another important piece of that tool.
257 00:31:40.020 ⇒ 00:31:40.690 Gabriel Lam: Right.
258 00:31:40.840 ⇒ 00:31:51.539 Gabriel Lam: Which, yeah, I think that’s something that we were interested in talking about last time. We were sort of constrained by data, and so I didn’t want to show that to you today.
259 00:31:51.800 ⇒ 00:32:03.969 Gabriel Lam: But, yeah, I’ll more than happily send out, you know, additional videos by end of day, probably pretty late, so, like, I don’t expect you to see it until Monday, but…
260 00:32:04.200 ⇒ 00:32:07.719 Gabriel Lam: Yeah, basically, trying… really trying to tie the bow on this.
261 00:32:07.740 ⇒ 00:32:27.519 Gabriel Lam: Great to hear, like, the feedback that you gave, and just to know that, like, hey, we’re actually, you know, almost there, in terms of, like, what you need to do, and what you need to have. And then I think the guys at Contextual, who built this platform, like, they’re… they’re, like, ready, like, rearing to go. So, that’s pretty much it. It… yeah, I think…
262 00:32:28.520 ⇒ 00:32:31.409 Gabriel Lam: One… one final question would just be…
263 00:32:31.540 ⇒ 00:32:39.570 Gabriel Lam: you had mentioned, like, we were… these… a lot of these demos are from the zero to, like, step one portion of your process, and I think
264 00:32:39.960 ⇒ 00:32:45.569 Gabriel Lam: At least from last times, last, you know, month’s conversation, like, that really was the big step.
265 00:32:45.750 ⇒ 00:32:53.819 Gabriel Lam: To be like, hey, I just need someone in the door. Once I’m in the door, I have people, or I have, like, tools to get through that. But I guess, you know, in the future, is there…
266 00:32:54.030 ⇒ 00:33:01.600 Gabriel Lam: like, maybe a step one to step two thing about, like, hey, I want someone to help me fill in supplementals, I want someone to help me, like, fill in Accord forms, or…
267 00:33:01.840 ⇒ 00:33:13.300 Ian: Oh, I mean, yeah, so… so the Accord form piece, I will say, I have a solution currently, assembly, and… and it’s just, like, a glorified, you know.
268 00:33:13.300 ⇒ 00:33:23.049 Ian: it… it… instead of you having to go and manually edit in a chord form and type everything in, fillable, like, it just kind of, like, gives you the questions in a very nice UI where you can.
269 00:33:23.790 ⇒ 00:33:35.900 Ian: just type in each box, hey, like, what is this? Oh, it’s here. Oh, it’s here. And it can also, like, when you… It can, like, you submit documents you might already have on them initially, and it’ll read through it and kind of give you
270 00:33:35.900 ⇒ 00:33:43.869 Ian: hey, do you want to add all these to those forms? And then it’ll kind of just put it a little bit. You know, it helps, it definitely speeds things up. It’s not perfect, but…
271 00:33:43.870 ⇒ 00:34:02.119 Ian: That tool has been instrumental for me in getting submissions put together and sent out, instead of having to lean on a human account manager to do all that and take a full day before it gets out to an underwriter or a market, right? It’s helping me speed up. That would then be, I think, the next piece.
272 00:34:02.180 ⇒ 00:34:10.569 Ian: which… there’s plenty of room in the market for it, but there… but there are players that are doing that piece pretty well so far. Okay. I think…
273 00:34:10.790 ⇒ 00:34:15.299 Ian: This is definitely more… This is more like…
274 00:34:16.460 ⇒ 00:34:23.930 Ian: This goes hand-in-hand with those platforms to kind of help me get a submission out and understand the risk profile and build that whole
275 00:34:24.110 ⇒ 00:34:33.390 Ian: starting point, and get the rapport with the client, so… or with the prospect, and show, hey, like, I’ve done a full analysis of your entire, like, existing program.
276 00:34:33.500 ⇒ 00:34:51.359 Ian: And blah blah blah. You know, like, I think in the future, there’s definitely expansion available, it’s just there are players that are starting to enter that… that space. Got it. Yeah. We talked about OutMarket, we talked about WonderRite. Utam’s met the CEO of WonderRite, so he knows that stuff exists. Yeah.
277 00:34:51.770 ⇒ 00:34:55.219 Ian: But yeah, I mean, there… dude, there’s room… there’s room for everybody.
278 00:34:55.690 ⇒ 00:35:00.130 Gabriel Lam: For sure, for sure. And I think, yeah, our goal is just, like, where’s, you know.
279 00:35:01.490 ⇒ 00:35:07.249 Gabriel Lam: like, where can this sit? And, like, sit most powerfully? And it seems like… It… I… I…
280 00:35:07.410 ⇒ 00:35:13.079 Gabriel Lam: It seems to me that, like, okay, let’s focus on, like, that step 0 to 1, because, like, that’s a really big part of intake, and…
281 00:35:13.430 ⇒ 00:35:27.599 Gabriel Lam: You know, for example, for now, you have, like, stopgap measures, or, like, you have tools that you’re using that you’re like, oh, that’s, you know, good, but could be better. But it’s getting you halfway there, as opposed to, like, you know, this is something that really would supercharge this part of my process.
282 00:35:27.600 ⇒ 00:35:44.119 Ian: Exactly. If it was this, plus the, you know, form-filling capability, based on data that was uploaded, or transcripts, policies, conversation, I mean, all that built into one brain, like, that… that would overtake a lot of the existing, you know, little piece
283 00:35:44.200 ⇒ 00:35:47.790 Ian: piece-milled client, you know, stuff out there, so…
284 00:35:48.050 ⇒ 00:35:48.660 Gabriel Lam: Okay.
285 00:35:48.850 ⇒ 00:36:03.860 Ian: definitely in the long run, it could be… could be crazy, but even now, like, I would… I would utilize something like this, especially if it has the ability to be customized toward, like, okay, what AMS, or what… what client management software are you using? For me, it’s Notion, and then…
286 00:36:03.860 ⇒ 00:36:04.580 Gabriel Lam: Hmm.
287 00:36:04.580 ⇒ 00:36:11.630 Ian: what… where… what’s your single source of truth document storage area? Or, like, drive? Do you use,
288 00:36:11.780 ⇒ 00:36:14.149 Ian: What’s the other one? It’s like a…
289 00:36:15.060 ⇒ 00:36:17.949 Gabriel Lam: Drive, Notion, there’s, like, Box, people use, like…
290 00:36:18.060 ⇒ 00:36:22.750 Ian: I was like, yeah, all that… there’s all those different… or do you just use, like, SharePoint, you know what I mean?
291 00:36:22.750 ⇒ 00:36:23.510 Gabriel Lam: Yeah, yeah, yeah.
292 00:36:23.510 ⇒ 00:36:26.219 Ian: Enterprise clients, like, but for me, it would be…
293 00:36:26.410 ⇒ 00:36:34.329 Ian: tying this in to be able to pull documents or move documents back and forth from Drive. I think that would be super helpful.
294 00:36:34.570 ⇒ 00:36:39.030 Ian: On the jump, too, because then you’re not only, like, feeding this thing data.
295 00:36:39.300 ⇒ 00:36:46.350 Ian: are feeding this thing documents and files to read off of and then develop information, right? Exactly. So that, right there, being.
296 00:36:46.350 ⇒ 00:36:47.080 Gabriel Lam: Yeah.
297 00:36:47.280 ⇒ 00:36:58.799 Ian: Being able to pull a client folder and then kind of give that back would take… it would save me so much time, you know, having to do all that to make sure the data is safe and can be referred back to.
298 00:36:59.470 ⇒ 00:37:00.030 Gabriel Lam: Okay.
299 00:37:00.650 ⇒ 00:37:17.859 Ian: I think that’s huge, like, for me, and for anyone, really. Like, that’s such a manual task, having to go put things here, and then make sure there’s a line on it in Notion for the client, and then also in Drive, and also in email inbox. It’s like, no, I don’t want to do that manually 3 times every time I do anything.
300 00:37:18.660 ⇒ 00:37:22.239 Ian: So, yeah. Okay. Super.
301 00:37:22.240 ⇒ 00:37:23.830 Gabriel Lam: helpful. Yeah.
302 00:37:24.260 ⇒ 00:37:28.020 Gabriel Lam: And I think you’re so good to hear. I do have to hop off, but,
303 00:37:28.340 ⇒ 00:37:39.390 Gabriel Lam: if you do have any more, like, ideas or, like, feedback based on what you just saw, like, more than happy to just send it out our way, and I’ll also follow up with, hopefully,
304 00:37:39.820 ⇒ 00:37:54.829 Gabriel Lam: some, like, a Loom video or something about… about the form filling, but I think for now, based on what you said, I think we’re gonna focus on, like, the two demos that we showed you, and maybe, like, a policy comparison version to show you, or, like, to… to onboard with you.
305 00:37:55.090 ⇒ 00:37:58.759 Gabriel Lam: So that’s gonna be the priority that we see, but…
306 00:37:59.270 ⇒ 00:38:02.299 Gabriel Lam: Thanks for making time, really appreciate it, and
307 00:38:02.790 ⇒ 00:38:05.480 Gabriel Lam: Yeah, hope you have a good rest of your day. Happy Friday.
308 00:38:05.480 ⇒ 00:38:12.580 Ian: You too, man. Feel free to reach out if ever you need anything. I’ll send whatever you need over for demos and to build this thing out, because it’s exciting.
309 00:38:12.890 ⇒ 00:38:15.270 Gabriel Lam: Awesome, I appreciate it. Alright, take care.
310 00:38:15.270 ⇒ 00:38:16.379 Ian: See ya. Bye.
311 00:38:16.380 ⇒ 00:38:17.000 Gabriel Lam: Yeah.