Name: AI in your AEP Workflows (Community Workshop)
Uploaded: 2026-08-25T20:10:50.900Z
Duration: 40 min 12 s
Description: AI in your AEP Workflows (Community Workshop)

Transcript for "AI in your AEP Workflows (Community Workshop)": Hi. Hi. Alrighty. It looks like we're seeing some folks start to enter. Welcome, everybody. Give it a minute as we were instructed to do to make sure everyone can get in here. I don't know if Spark provided enough time for, bathroom break, so hopefully no one's carrying their computer into the into the toilet. Hopefully, everyone's, you know, taking their time then coming back to it. Present. Good afternoon, everybody. I see Rochelle's here. Monica's here. Rochelle, why why are you here? What do you have invested in this? First year a. training room. She's, got. a training room full of people. Alright. No pressure, Ryan. Okay. So, we've got some folks trickling in still, but I think we should get started. We've got forty minutes. The other thing I'll say is, anyone can always reach out to me, charlie@sparkadvisors.com, and I know Ryan is an open book as well. So, won't. promise speed of response if, you know, all 300 or so of you, email us both right after this. But, AI in the workplace, I think it needs to be an ongoing conversation. It's not like a, oh, I attended this forty minute session and now I'm a pro. Like, it is it is nurturing the the machine. Right? So I think with that, I'll I'll intro you, Ryan. So I'll intro myself very briefly first. I'm Charlie. I work at Spark. I've, worn many hats at Spark. I I, I think I have the award for the most managers, most the most titles that I've had. But back in the day, I met Ryan in San Antonio at a kickoff event, and I heard from a bunch of different carriers, heard from Spark, heard heard from Ryan's agency. And, you know, what what struck me immediately was that, like, your kids were there, and, you were you were hitting the ground hard. And, what strikes me today is that you're a Medicare guy who's become a technology guy, not not a technology guy breaking into Medicare, which we see a lot. of. You know, Spark is is guilty of that, obviously. I think we've I think we've, secured our our position as a Medicare, you know, Medicare guys at this point. But, you know, you've you've been around the block, and I think that hearing from AI from you is a lot more valuable to me than it is hearing from, you know, Joe Blow, who's like a an AI influencer. Right? Because you specifically get this industry and and you live and bleed, this industry. So, with that, I'd love to hear a little bit more about, you know, Phil Am and how your agency over the last year or so has, you know, continued to flourish with regards to to AI. Yeah. So I assume you can hear me well. Hey, everybody. Thank you so much for joining. And I'll start off by saying, there is no way that I'm saying I'm a guru. I'm an expert at all. My whole life has just been find problems and try to find resolutions. Right? And that's how I started. I I actually grew up a jock. I was not a nerd whatsoever. I just knew there was opportunities and I needed to find solutions because in the beginning, let's be honest, you don't have money to pay people to do stuff. So you gotta find the answer for yourself, and that has been my journey. And, so we started the agency a few years ago and we've seen great growth. I think right now we're sitting at about 190. Right? And I don't see that as like a banner to say, hey, we're we're doing this. If anything else, it's more of a responsibility and a weight to make sure that we're producing for our teams because no one we don't deserve anything. Right? We have to prove ourselves every day that these agents want to work with us. And I think as agency owners and then just leaders in the industry as an independent agent, you have to look at how can I improve my processes, my flows, everything that I'm doing to be able to make my life easier and to make it more streamlined for my clients as well? And if you're an agency owner, guess what? Your agents are your clients as well. So that's where we are. That's where we sit sit, and, we're just trying to stay a step ahead of the game. It's hard to say a step ahead. It seems like this is an industry that's go you know, AI specifically is going two steps forward, two steps forward. And, Right. you know, Medicare is obviously, we've got disruptions all the time, but I do think that, you know, AI can be something that enhances you, doesn't replace you. So, you know, that's what we've seen from the hungriest brokers. They're figuring out how to add AI into their workflow, whether or not that's, you know, 90% of the workflow or just 10. Right? But finding a. way to make it work for your business. So speaking of working for your business, I'm king of the segues today. If you could drop in the chat, I heard someone say they were AI troubled or challenged. How are y'all using AI currently, you know, specifically with regards to growing your book or growing your agency or or client retention, etcetera? Like, what are y'all using it for? Marketing. Okay. Marketing. Yep. Excellent. Yep. I I'd really like, you know, communicate creatively. I think you can get into a creative hole actually with AI if you're not careful where it just looks the same as everybody else's stuff. But what you can really do is maximize volume. And, if you're thoughtful about how you use it, you don't just ask it to do the thing and then turn it on, you can be really creative. So I really like that. That's A lot of social design. awesome. Making sure the marketing materials are compliant because, you know, I don't know if we can trust, Chattopbt yet, with with I don't know if they could get past Pam, our our smart compliance lead, but, cool. So a lot. I see a lot of communication in general. You know, obviously, that's broad, but, you know, with your clients, with your agents. Computer challenge. Needed education. Great. Well, Nicolette, that's why that's why we're here. So, yeah, happy to happy to hear about it. Okay. Cool. So interesting fact, Charlie. Interesting. One of the. things I don't see a lot of is automation and workflows, Mhmm. which is a great thing. I'm glad you guys are on today because that's what we're gonna touch base on quite a bit. I think auditions are a little scary. Right? Just the word. You're like, well, it's an automation that's beyond the pale for me. I'm just gonna skip it. But I think what y'all will will hear is, you know, how to actually make this this happen. So alright. Let's jump let's jump into it. Automation's triggered some people. It looks like we got some excitement. Alright. So we're we're gonna talk, a little bit about, you know, how to implement some AI into your workflow. There are gonna be plenty of you who are saying, hey. It's already end of August. Like, how can I learn a new thing now? I would encourage you to challenge yourself and try and, you know, take that approach of, if I can just do 10% this year right, I can build for the next year. So I think, Ryan, you know, we were talking beforehand about that, about how your agency was just figuring it out last year and and you'll talk more about that. But, you know, you've obviously transformed in the last year. So, you know, starting to to leverage Claude or JetCBT or your AI of choice to, you know, put out some email and some SMS and getting some social copy or some marketing, you know, starting to roll pre AEP. Right? Supplementing what Spark has if you are a Spark agent. And then during AEP, you know, kinda letting those automations cook, letting them run, making sure that you're checking in on them so that they're not creating more of a stir with your clients. And then post AP or really post any enrollment. Right? Making sure that you're plugging your clients into your automation so that you're following up and reviewing this work that you did during AEP. So that's kinda like the mental framework of where we wanna get into. Anything to add there, Ryan? I would love to just, like, talk through some prompts that we we kinda worked through. Yeah. Let let's get right into it. And, guys, like I said, there is no way that I am a source, resource, or an expert. I just work really hard to make this work for us and our team. The last last thing I'll say before we keep going is if you have questions, drop them in the chat. We'll make sure that we, you know, try and answer them throughout, but definitely towards the end. So please ask questions. We will try and get to as many as we can. Okay. So, we we threw out some sample prompts here. Hope everyone can see these. We've got couple different categories. These are gonna be, like, the core categories that you wanna start at. Ryan, do you wanna touch on some of these and and think, you know, is this the only thing you gotta do? You just copy and paste this into chat CBT and it does the rest for you, or or how does that work? I do have some copy and paste that we're gonna go look at next. But, you know, I think one of the things that right there in the blue guys always remember AI is not the final answer. You've got to ensure accuracy and compliance. And I'm gonna show you that on the next screen when we share the screen. But, you know, a lot of people said that, hey, I'm using this for client communication. I wanna look at a text that's under 300 character characters post enrollment client checking in or whether their plan's working. We have a lot of people that are using that. So are you posting that into Claude Chat TPT and saying, hey. Give me a recommended flow or recommended SMS, recommended email, even like my social posts. Right? Hey. This is what I'm thinking. Rephrase it. And, and you have to go back, like, 10 times. Like, hey. That doesn't sound like me. I don't want it to sound automated. I want it to come from me. And as you're using the tool, it'll learn how you speak. It'll learn how you respond. So don't don't be and I'll say politically correct with with your AI tools. Speak how you would normally speak. Right? You want it as natural as possible. Draft a short script for a fifteen minute annual review call. Right? Needs assessment. Yep. If you can do an annual review call in fifteen minutes, God bless you. But, you know, drug check, those types of things, automation building, we'll talk about that. You know? Hey. I want an automation that fires when I know enrollment is submitted. Marketing, help me create a social meet media marketing campaign. I'm gonna show you that on the next thing when I share my screen. Just some minor things that you can share there. And then I'm gonna be honest, Mariah, I know you're listening. When we left our our pre meeting, I couldn't remember if you said I was gonna build the scripts and or the prompts or if you were gonna have them in there. And so I thought about this like an hour ago. Literally, I'm gonna show you on my when I share my screen, I was like, oh, no. I need to create something quick. And I'm gonna show you how quick this can work. So. I I like what you touched on there. You don't just drop this in and expect it to be good. You say, well well, hey. That doesn't actually sound like me. Can you make it sound more like me? And CloudCheck GPT or whatever you're using might say, well, I don't know how to make it sound more like you. Can you give me this? Right? So if you if you tell it, it will do it. Right? You are smarter. than it. It isn't assistant to you. I think you've kinda gotta manage it like an employee that's that's new at training. They don't know you yet. It doesn't know Medicare. It doesn't know what you want it to do. So starting to chip away and say, hey. Like, here's the vibe that I'm going for. Like, I feel like I'm a trusted adviser in my area. This is a Facebook group that I'm really active in. Here's my, you know, perception on, you know, what I can offer to my clients. Can you rewrite. it knowing all that about me? And it's gonna do a lot better job than if you just say, like, create marketing materials. Right? So I think a lot of people get stuck and they say, well, it's not that good or, everything that they you end up posting on LinkedIn. You know, I think raise your hand in the chat if you've seen something on LinkedIn or Facebook that looks exactly like something else and is clearly AI. It's like, how can you differentiate? Right? Obviously, you you can get a cheeseburger at McDonald's or Burger King. There's there's, there's plenty of market for everybody, but, like, what can you do to stand out and make it feel more personal? Like, we don't we don't wanna lose our humanity as we're, you know, working to serve clients. Right? That's not the point of this. Yeah. Yeah. 100%. So let's, let's get right into it. So we have some great comments there when it comes to yeah. You've got to feed the information. You've got to, you know, in the background, you're you're putting in CMS and you're putting in Medicare so it learns the sites. And those are all important things to feed it the information to where it gets back to you. I'm gonna we're ready? Yeah. So let's do it. Let's, let's get into a live demo. This is what I'm most excited about. So Ryan is gonna share and he's gonna walk through some, I think, what you what you built an hour ago, and then, you know, some examples of, some prompts. So let's. do it. So this is literally a live this Mariah, this is my, oh, no. Do I need to create something for this? I couldn't remember. So an hour ago, you literally can put this in. And if I if I copy this, this is a live site that I did within the last hour. There you go. Everybody can click on it. It's not click bait. I promise. I'm not asking for any information when you get in there. This is solely information. They're already registered. what got everyone's info. are well, I don't, but you guys do. I'm a this is literally my Claude. Look at an hour ago, you can see the prompt. An hour ago, here's what I did. Give me prompts for creating an AEP social media guide and planner that agents can use with Claude to have you provide a workflow and planner. And then it asked me four questions, which enrollment period are these prompts for Medicare AEP. What should the finished deliverable be? Prompts and a filled sample planner. What should agent how should agents receive it? I wanted to show you guys the link. And then how much do your agents already use clogged? Mixed. Alright? Ryan. So, from that, you zoom in a little bit? I I don't know, to be honest with you. hit command plus if you're on a Mac or control plus. Hopefully, I don't break Ryan's computer. Hey, there we go. There you go. Yes. Is that better? to read now. Thanks for the feedback, Alright. So, chat. literally, that's what I did. And from there, it popped out all of this. Right? I didn't do anything. All I did was take the code, paste it into an HTML, and made it live. Hence, what you guys can click on now. So that thirty seconds of interaction, it produced this for me. Live prompts. Set up Claude as your compliant content partner. You're helping me plan and write social media content as a licensed medic licensed Medicare agent. Right? So I always joke around. I say, you know, my wife thought I was so intelligent until she sat through one of my AI webinars. And she's like, you're really not that intelligent. I said, no. I'm just smart. I know how to use my tools. And then literally on the side here, audience map. Boom. Content pillars. What's the twelve week calendar look like? And. if you, if you, you'd wanna yeah, go you. drop if you drop this in yourself and you say, well, well, I don't I don't like this. This isn't actually what I would do. Then you just say, hey. Adjust this. I prefer more in person. Can you get me, you know, to another event? What events are going on in my area? It'll and then it'll search, Yep. you know, all the devoted events in your area, etcetera. Right? Looking up senior events is an easy thing for, ChatterClub to do. So, you just ask. So, I mean, really, guys, it's using the tools that are available to you. Okay? So real quick, real quick, this is what you can do and, you know, review it. Like like Charlie said, if you don't like something like no, I wanted to be geared towards this or I want this And then you could go in and I could be like, okay, now give me the creatives and it'll pop up the creatives for you too. Like, Yeah. you don't have to be a tech guru to do this. You just need to know how to use your resources and then partner with people that you know, know what they're doing. Yep. Right? Alright. Ryan, there's there's a question in the chat that I I think we should spend some time on. Yeah. There's cloud, there's chat g p t, there's a 100 other tools. Right? There's some tools that have been built out specifically maybe using the cloud model, but to be focused on a specific industry. How do you think about, you know, for the average agent, right, or the average agency owner, what tools should they be using to, you know, kick start their AI? Yeah. So I started with ChatGPT. We had some arguments. I broke up with ChatGPT for a little while, went to Claude. And, And honestly, now I use both. So when I feel like I'm not getting what I need, I'll go into the other one. I'll get a response. I literally did it the other yesterday. I was like, hey, Claude. This is what ChatGPT recommended. What's your thoughts? And literally went through. It was like, nope. That's valid. Let me switch this up. You know? So using both is not a bad idea, but. those are the two that I I mainly work with, I see Lauren commenting about Copilot. for them. I've heard. that as well. So I haven't spent any time on Copilot at all. But from a prompts perspective, guys, use this. You can do your own. It's live. I'm gonna leave the website live. You have the link. So feel free. Like I said, I have not filtered this. I literally just put this up there and I wanted to show you how easy to generate something real quick happens. Alright. So I think this is the takeaway for the entire session is, like, you don't just take what it gives you. Right? So you don't just take Ryan's deck and then plug it in and start to send a bunch of mailers out. Right? You have to think, is this what I want to do? How can I adjust. this? Is this compliant? Right? You are still in charge of your business. This is a tool to help you with these things. So, I think another helpful way to say, you know, I saw someone in the chat saying that they're already feeling lost, and I think AI has that effect on almost everybody, or at least it did before. some folks figured out how to approach it. You know, I know my. parents are certainly in that bucket. They're like, oh, I don't understand this stuff. And now they're, like, sending me stuff that I'm like, yeah. I think that's AI. Right? So they're they're getting the hang of it. But you really just have to, start small and say, what does my business need? Right? Do I need to set up my Google Maps page, and I'm not really sure how to do that, and I don't wanna bug my, you know, son or daughter to get that set up for me? Go ask go download ChatCPT, create an account, go in there and say, hey. I have a business. How do I get my Google Maps page set up? Great. You got your Google Maps page set up after following the prompts, clicking through, and then you can say, how do I optimize my Google Maps page? Right? Am I missing a phone number? Am I missing a link? Am I putting my, you know, my Google review link out there in the public so that people are getting it? And then you can say, you know, how do I ask my existing clients to, you know how do I compliantly ask my existing clients to review me on Google Maps? You can work through this with Cloud to find a method that works best for you. On that one specifically, you could just use what Spark has built in, but you get the idea. Right? You take a small problem and you use Cloud as a tool to research and enact a solution for, you know, that problem. Right. And I think when we look at this, right, it's a conversation we have with the agents that partner with us is, are you treating this as a hobby or is this your business? Yep. Right? If it's your business, your calendar should run your life. And then if your calendar runs your life, do you have marketing a part of your calendar weekly? Are you spending one to two hours a week doing these types of things? Right? So I challenge the agents that part and agencies that partner with us, spend an hour or two on your calendar. Don't miss that time and build out social posts. Look at this stuff and work through it. Right? Like you said, Charlie, start small, right? Yep. So for the sake of time, it's two twenty. We've got 20 left. I want to walk you guys through because this is just the basic, right? And for those of you that may be confused or feel lost already, come along for the ride. Okay. I want to share with you a case study, a real live case study that happened to us last year. Okay. I'm going to make this bigger. That might be better. That might be better better. We have an agent of ours who started in the business two years ago. Okay. She did really well. She grew her book to about 225 clients within two little over two years. Right? Phenomenal, phenomenal growth, right? Unheard of growth, abnormal growth, right? The average and remind yourself, the average agent statistically across The US does somewhere between twenty five and forty apps a year. That's it. Okay. That's the average agent statistically in The US. Okay. So if you're doing 40, you're just about above average. Right? But the goal is how do we get better? So she came to me and we sat down. She's like, Ryan, I've got two twenty five clients. A 120 of them are on the same plan. Right? She would they were all with a carrier where the year before they degradated benefits. Things weren't looking, you know, the agents or the clients stayed because of the white glove customer service. They were happy with the service the company gave them, but they were a little concerned or she was concerned moving into this next year after a year of degradation. And you hear it all over the news and in the market, hey, plans are gonna degrade again. So she was like, how do I reach out to these 120 people because their plan's getting better? It's actually not getting worse. So we built out an automation for her that helped her not have to work through a 120 different in person meetings or phone calls. Okay? Now, if this was the old way, which some people are probably still doing this, she would have sat down or called all 120 of those, spent time with them, and knowing that most of them were fine on the plan that they were on and really didn't need to have a meeting. But she would have spent that time because that's how it was done, right? So what we did instead, we built an ANOC outreach to all 120 and we did a basic. It was a text, email, voicemail drop asking them to reply if they were happy with their plan on the bet that most of them would simply tell us that they were fine. Right? So what happened? I'm gonna share this with you and then I'll walk you through the actual workflow that we did. So 85 of those 120 clients confirmed that they were fine And she kept every one of them, 100% retention, which meant that was 85 appointments. She never had to be booked, never had to research, never had to drive through or sit through. This is what the numbers look like for her. 120 clients contacted, 85 confirmed no change. That's a 71% response rate. They close themselves out without her having to do anything. 100% of those were retained. What does that mean? 35 were left. The 35 on the right are the meetings that actually were worth having. Finding them is the entire job. So what's it worth in numbers? If you're looking at an hour and a half between research, drive time, FaceTime, application time, everything, you're looking one and a half to two hours per appointment. She would have spent 120 to $2.40 hours when in reality she spent thirty five to seventy. What did that do for her? That opened up more than eighty five hours of growth opportunity that she would have spent in retention that didn't need to be spent in retention. Okay. So what did she do? She sorted the book first and this is what we've been working with with our agents since June. Make sure your data is updated, right? Spark does a good job of that sending out the the pre AP information and they get all that information, but you've got to put it in, right? Find out where the clients are, where the need is, and then figure out how to work it from there. Okay? What we ran into, so we ran into some some mishaps. Right? It was our first time running this. This is what the automation looked like. Now what we did is we added it to all 120. You know what happened? The phone started ringing. 120 people. Boom, boom, texting. You know, all these things started coming in and she's like, oh my God, Ryan, I'm overwhelmed. Right? So we learned some lessons. You drip it. Don't do 300 people at once unless you wanna take 300 calls immediately. Right? Ryan, what if you're, what if you're what if you plug it in and you're not sure how to drip it? Like, what would you perhaps suggest that you do? You say, hey, Claude. Can you help me drip this? I don't wanna blast a 120 of my clients all at once. And Claude says, okay. Let's do this. Exactly. Exactly. And so that's what we did. We learned some lessons and we're improving on it this year, but I'm telling you, it saved her eighty five to one hundred and twenty hours easily in her AEP that she didn't have to use. But your data's gotta be there. You gotta know who you're working with. You gotta know the plans. You gotta know what's going on, and then you attack it intelligently. So this is literally what it looked like last year. Obviously, I took names and dates out. What we did is we added a tag and boom, everybody went in. Now we know drip those tags, right? Outreach start date, you don't start until October 1. Right? And then you start the SMS and voice mail. That's what we did, the voice mail drop. Essentially, this was so basic. Did they reply yes or no? If they replied and said, yep. I'm good. We sent them a text. Sounds great. If they said no. I'm not happy. We sent them a calendar link, and they set up their own appointments. If they didn't respond to that, we reach back out to them until they responded, and then we set up a calendar invite. So if if anyone has seen this this grid, this is what an automation looks like behind the scenes. So? This is what a a. text, phone call, email campaign looks like. This is what a a drip campaign, you know, kinda looks like through through the eye of an automation. And I had we had one question from Brandy in the chat about, you know, what what kind of tools are you using for this? Are you just saying, hey, Claude. Help me pick a tool, or do you have some favorites for, you know, building these campaigns? Yeah. So we we use go high level. We white labeled it. We call it the agent marketing hub. And that's what we built out. I I would caution those just as a for those of you that are going to use something like this. We built it out from scratch. It was a blank, you know, blank screen. If you do buy it on your own, make sure you do add the HIPAA compliance piece, right? Cause that's not out of the box. That is something you have to add in because you want to make sure you're compliant. Right? So that's a brief overview of what we did, how it saved her so much time. Now this year, it's going to change up, right? We learned a lot. We're adding in, you know, Hey, Jen videos with links. You know, these types I know I'm a goofy, but, hey, That guy looks in real life too. familiar. So, like, avatar AI generated video that will send them. Different ones that we base out or we base on the severity of the degradation on their plan. If their plan looks great, we'll send them one that says, Hey, I think your plan looks great. Unless your doctors and your prescriptions have changed, I think you're okay. If not, let's talk. Right? So those are some different things. And I know this can be overwhelming, but when you work with somebody that can just walk you through some of this stuff and a lot of agencies are utilizing things like this. And so it really comes to a place where, understanding who you're partnered with, understanding what's out there, using the tools that are available for you or to you, can really help you maximize the time that you have. Right? Yeah. What I mean, I'm going to ask her this answer this question. Question for Ryan. What's your actual process for catching mistakes in guiding Claude? It's called one hundred and twenty hours a week. And literally testing upon testing, upon testing. Right? And that's what it comes down to. And, you know, we're working on something right now on the you have to be very clear on the directions you give it. It's always better to have a very clear database, that peep what it's pulling from. So one of the things that I'm working on now, I mentioned it in our training we do every Tuesday this morning. So we're doing outbound AI call, AI assistant call that's pulling from a specific database that's specific to that client with the plan they're on versus the changes when we get that data, right? When we get the data for 2027, it's only allowed to read the database details. If any questions are asked outside of that database, it'll say, you know what? Let me get you Ryan, insert agent name, your licensed agent to talk with you over this. I've got his calendar up right now. Let me get you on his calendar what date works for you. That's? amazing. So that's how I do it. It really is a lot of back and forth and understanding, that not everything's perfect and really testing upon testing upon testing. We got a bunch of questions here. So, Maria, you asked about, actually, a few of these are about things maybe we already answered. So for, you know, text and voice mails, this overall campaign, and then, you know, Nicholas asked, are you using Spark back end or go high level? Ryan's using go high level for for both of those. And, you can tie into the Spark platform in terms of leveraging your existing book of business, right, through an API. So, if you're like, hey. What is an API? Don't worry about googling it. But there are some Spark help center articles that will show you how to get that connected. Our team will also, you know, work with you so you can schedule time with us to do so. What programs we are you use Spark. So don't get me wrong because it it almost sounded like we don't use Spark. Our team does use Spark. Spark is really good for the birthday cards, for the initial card it sends when you do an enrollment, even some of the newsletters. Right? So they they definitely and, obviously, you know, support requests. Those are all things that we utilize Spark for. Obviously, Sunfire, when it comes to client communication, retention, those types of things, we use GoHighLevel for Yeah. Yeah. I love when I call an agency and I get their voice mail. And it's like, press 2 to talk to the clients our client services team, which I know is the smartphone number. I love that. all. of got a couple other on here. Someone's. asking about the free version. Is the free version of AI enough? Right? Only you are gonna be able to answer that. Right? So you you can you can. get a ton out of a free version. You can also, you know, Ryan was saying he kinda ping pong back and forth between chat and Claude. You know, you hit your limit somewhere. You can ask another question somewhere else. Right? So I. would say just figure out if you need to pay for it. If you mess around with it for a couple days and you realize that you're, one, utilizing it and it's helping you, and then two, you're hitting your limit, probably time to to pay for that subscription. I do think, where we're at right now, these subscriptions are very fair priced, which leads me to to talk to this. Like, AI is not making Ryan's job easier. It is allowing Ryan to do more jobs. Right? Otherwise, you'd have to hire a full time marketer. You'd have to hire a web developer. Instead, you're spending some time on AI and figuring it out. So this is not a cheat code. Right? It. is a way to scale your organization and to keep up with an industry that is constantly changing, and a world that is constantly Yes. changing. So I think that's good context. This is not a silver bullet. This is not easy. Right? This is work. This is your business. So, if you're taking pride in building your business, AI is something that you should invest in figuring out. So if it's scary, chip away. Do one thing every day for. the next week. You'll learn a lot pretty quickly. I would say even What else you're looking for the next? question, use the free until you can. And then reality is is it it doesn't replace employees. It empowers your employees. So when you grow enough to where you're like, oh my god, I need to hire someone. Even using this is too much. So even us, we have a full time social media guy. We have a full time automation automations. I guess we have to say person now. We have a full time automations person that works with us too. And they're using these tools as well. Right? So you you use it until you outgrow yourself and you have then you bring somebody on to help you. Dana asked asked a question about, you know, data cleanliness. I think this is really important, especially in a highly regulated industry. It is. definitely wanna map out where you're getting your data sources from. For some context, if you. are using Sunfire from Spark and you're initiating from the contact record, all that data is going to be updated in Spark. Right? So you don't have to worry about Sunfire data. It's it's your Spark data. Right? So then make that your source of truth. If you're new to Spark or or you're new to the FMO that you're joining, you know, get them to upload your book of business. Spark has a module when you first start and you just grab your book of business, whether you download it from Jarvis or another carrier portal or from your Excel sheet or you take a photo of a a written ledger that you've made, which I know some of you have, and you upload that. Right? So, starting there and and, you know, getting yourself hygienic in terms of your data is very important if you want this to actually, be an automation that is creating more work for you in a in a month when you figure out you gotta untangle some things. Right. But. constant problem data in this industry. So you're not alone. why, you know, we we recommend our agents May, June, have your data updated. Right? We don't wait for the AEP, campaigns to start. We're reaching out early because you wanna build this stuff as early as possible. Right? It is so crucial. Any other questions that we can that are out there, Charlie? Yes. I see a couple. We've got some in q and a and then some in, the session. So I'm flipping back and forth. So, Brandy yeah. Oh, it looks like someone just gave you an answer there. But, yeah, it's basically if you're a Spark agent, you can leverage your existing contacts and then build an automation on top of them through an API. Spark also has automated client retention campaign. So if you guys don't. know about birthday cards, hey. Turn on some AI. Turn on some AI without doing anything other than clicking a button. We will send birthday cards handwritten in in pen. It's actually a robot that's doing it, and it looks really good. I've gotten, my sister and my sister my future sister-in-law both with birthday cards. So they're like, oh my god. Your handwriting is amazing. I'm like, oh, you know? So, there's some really great, you know, tools baked into the smart platform already. But then, yeah, you can leverage that data and pull it into an outside system, which is what Ryan's doing. I'm gonna give you a couple tips here. So the real, question came in. What am I using for avatar videos? We use HeyGen, and that's what was on the screen there. We got time. We got three minutes. So HeyGen is the app we use. It takes five minutes to do your video and your audio recording. Right? And I don't know if you'll be able to I don't know if you can hear my audio or not. No. We can't hear it. That's alright, though. Okay. So it's real quick. And then a bonus, I won't charge for today. Birthday we talk about birthday cards. So one of the things we do on the birthday aspect is we'll send out a birthday SMS to all of our clients. Hey, Charlie. Just wanted to take a moment, wish you a happy birthday. It's a pleasure being your insurance adviser. Wishing you a wonderful day and a great year ahead. Ryan Phillam Agency. We'll wait twenty four hours and we'll send it again. Hey, Charlie. I just wanted to say it again in case anyone missed it. Happy birthday once again. We appreciate you and think of you often. Have a blessed day. He's doubling telling you the birthday. telling you that right there has given us more return clients. and and I don't sell, but, you know, I take referrals and and those types of Ryan, your father raised such a good child and, you know, because it's personalized. It's coming from you. It's it looks like you Yeah. I mean, it is coming from you. It's not it's not the same as handwriting it and. licking the envelope, but it's coming from you. Right? The the sentiment of I care about this person is coming from you. Right? And those little things I'm telling you, you know, and then you've got the thirty sixty day thirty, sixty, ninety retention emails, text messages, voice mail drops. I saw a question. How are you sending the voice mail? It's just a feature in their voice mail drop, and it literally just goes to their voice mail. Yeah. It's guys, you can start small. This is a lot. Believe me, it's a lot, but start small like Charlie said. It really is important. Yeah. I I I also think there's a healthy amount of AI. It's really tempting once you, like, get the ball rolling to just, like, hang out. And, Ryan, I'm sure that you've had some, like, 2AM nights where you're just like, oh, I need to shut my computer. Right? Series? I've been? traveling, living in. AI for five hours straight. I missed dinner. But I think, like, you can create a HeyGen video that's great and applied to the right audience is is a is a rock solid plan. You can also. create one that, like, maybe the message is wrong. Maybe it doesn't look like you. Maybe it's gonna freak out your clients. Right? So, like, don't just push things out just to do it. Don't focus on volume. Right. Focus on using this amazing free tool to create some quality, materials for you, to create some quality outbound, to create some quality automations. Yeah. So, Christopher Fung, the we utilize GoHighLevel for everything. And then when we have an opportunity, we click a button and it pushes everything over to Spark. And then once it goes through and the application is submitted, it pushes it back to Argo High level. I'm gonna put Spark on on notice, like, from the sense of we've asked them for integrations for support to, you know, be able to click a button and send the support request, but, you know, road maps are road maps. So. little by like, that. you know what I mean? So it's already. there. We can easily click a button. Right? The. tool that we're using, Rachel, is go high level. You see agent marketing hub online because we just white labeled it, and that's that's how we market it. So If everyone goes to your, Spark platform and goes into your, back office, there's, like, a platform data section. That page is going to show, more information about how to set up an API. So if you're using go high level and you wanna tie it into Spark or, you know, some other outside tool, that's where you get started. There's some help resources and whatnot there. We're we're running out of time, but thank you, Ryan, so much. Appreciate it. Everyone, Yeah. give it a shot, and look forward to, seeing you in the next sessions. Yeah. Reach out if you need any help. We're here to help. Thank you, Thanks, guys. all. See you, Roberto.