00:00.00 bizzyweb You know Dave one of the things that really annoys me is when things are named things they aren't you know like in college when you you saw the program for women's studies. That's not what that class is no and here in Minnesota. 00:06.20 Dave Meyer_ BizzyWeb Yes. 00:12.66 Dave Meyer_ BizzyWeb Not at all correct. 00:17.80 bizzyweb There's ah, there's a community college called normandale college that's on France avenue right next to Normand Del Boulevard I never understood that I have found out recently as I get older and I have grown into the sandwich generation. 00:19.30 Dave Meyer_ BizzyWeb Mean Yeah, you died I didn't even think of that but you're right. 00:37.36 bizzyweb That has really nothing to do with my lunch order. 00:37.72 Dave Meyer_ BizzyWeb I Yes, yes, it's we're and be being in our forty s I shouldn't I shouldn't give away too much of the farm because I know I sound very youthful on the radio. But um. 00:48.36 bizzyweb Right? yeah. 00:52.40 Dave Meyer_ BizzyWeb It's it's definitely something that we're all struggling with and I think the entire community or you know, just kind of America in general is really struggling to find help for folks that are looking to help their parents as well as get on with their own lives. So. 01:02.12 bizzyweb Um, yes. 01:06.70 bizzyweb 1 of the things I find you know we're recording this in the first part of 2023 it is become increasingly hard to raise parents today in this day and age. So yeah, so our our guest today is is going to help us out a little. 01:10.82 Dave Meyer_ BizzyWeb In it. 01:18.24 Dave Meyer_ BizzyWeb Amen. 01:25.37 bizzyweb Tom Peterson is the owner of Twin City Underwriters which is a medicare insurance broker and provider here in the twin cities. He's a longtime friend longtime client of ours but I wanted to spend some time actually because I as I've been googling some of these things. Found a lot of the work that we did at busywe. So I wonder that I thought this would be helpful to bring Tom on and have them talk about medicare. So thanks Tom for joining us so watch you tell us a little bit about ah twin city underwriters before. 01:51.72 Thomas No problem My privilege. 02:00.96 Thomas Sure so my father started the agency in 69 as a health insurance agency for farmers we had at one point about a third of the dairy farmers in the state of Minnesota. 02:01.43 bizzyweb Just for level setting. 02:14.18 Thomas And he had 9 agents and then after they sold them all health insurance. He went back and they sold them disability insurance and then they went back and sold them all life insurance and that was how the business was run. Um, it was ah located in St Paul but really, we didn't have much local presence. Then over time that became less and less a factor because of the consolidation of the dairy industry so people would go from having 10 cows to 100 cows and eventually things changed and so my wife and I bought the agency for my father. My wife ran it from 93 to 99 and during that period I started handling the Medicare appointments I had a different career but I've been licensed since 1980 and I like selling Medicare I just like being around people when we're at that point in life where they're making a change. They're making a decision. You know when you turn 65 or if you retire a little later. 03:04.87 Dave Meyer_ BizzyWeb 1 03:09.62 Thomas It's a very interesting time to be around people I like to be around people during that moment and I told my wife I wanted to do that. So then um I took over as the president in about 2000 but I've been writing since the mid late 90 s the medicare. 03:22.42 Dave Meyer_ BizzyWeb Wow death. 03:25.13 Thomas And we became very medicare focused when we when we took it over it was life insurance and health and I thought no I really want to help people make decisions and by the way everybody loves to see their Medicare agent not anybody likes to see their life insurance agent so that was a ah ah component of all this. 03:38.29 Dave Meyer_ BizzyWeb Are. 03:41.90 bizzyweb Um. 03:43.78 Thomas And um, we've just grown and we're a little different in that my employees nobody's commission oriented here. This is a salary shop So and they're also commissioned Blind. So What that means is our people are driven only to do what's best for the consumer. Represent Virtually every product in the market and when they see somebody their whole focus is to try to make their life better which makes it a lot easier to hire people by the way when you tell somebody in the interview process that there's no sales goals and by the way, all we want you to do is to make sure people are you know able to buy the insurance they need. 04:01.33 Dave Meyer_ BizzyWeb Um. 04:18.41 Dave Meyer_ BizzyWeb Here. 04:20.77 Thomas Um, that that's that really changes what kind of salesperson you get you get empathetic people who are very caring as opposed to I in it for the money and it's it's just it's it's ah, just really been a good thing so that's what we do and where we have a lot of fun doing it. There's about typically around 20 employees including me and. 04:28.35 Dave Meyer_ BizzyWeb Right. 04:40.37 Dave Meyer_ BizzyWeb Amazing! Thanks Tom that's that's hugely helpful and you you mentioned a keyword a couple of times that I want to hone in on because I think this is something that not a lot of people certainly that are starting in the process understand what exactly is medicare. 04:40.39 Thomas Have a lot of fun with it. 04:57.60 Thomas so so medicare spit around it's about 1963 Harry Truman was the first person on Medicare and what it is is. It's a government. 04:58.93 Dave Meyer_ BizzyWeb And why is that such a big decision for seniors. 05:06.85 Dave Meyer_ BizzyWeb First person. 05:12.33 Thomas Healthcare. It's it's universal health care for people over 65 who've worked 10 years as an adult or whose spouse has actually and what part it's important because it provides a essentially subsidized health insurance for seniors and it's for seniors and people who are afflicted with. 05:14.90 Dave Meyer_ BizzyWeb Um, for me. 05:17.36 Dave Meyer_ BizzyWeb Okay. 05:31.17 Thomas Who are disabled to a certain level or have certain diseases like a or kidney disease and the part a portion you know people want what a b and a a and b are a is paid for by working 10 years as an adult so like let's say you get a full time job. It's. 05:42.20 Dave Meyer_ BizzyWeb Are. 05:49.98 Thomas Forty quarters you work 10 years you've paid for the part a so there's no additional premium due and then part b starts when you turn 65 or when you turn on your medicare part because some people work till they're 70 for example and then there's a premium for that that. 06:03.18 Dave Meyer_ BizzyWeb Anger. 06:07.78 Thomas Varies year by year and also it's adjusted by your income. So right now I believe it's one hundred and forty eight fifty but if you make a half a million a year you're going to be paying five hundred a month and so is your wife or your husband. 06:10.50 Dave Meyer_ BizzyWeb Um, in it. 06:18.66 Dave Meyer_ BizzyWeb Okay, and so is that my my I have family that has alzheimer's and are now terming towards um hospice care and I believe Medicare stepped up in a big way to help them with a number of things. 06:35.66 Thomas Yes, it is and it's in all the plans too. So like when you see the marketing on Tv from the various companies blue cross united health health partners they're essentially if you're in the metro area here talking about their advantage plans and advantage plans all have the hospice coverage very well. 06:36.70 Dave Meyer_ BizzyWeb Is that is that on that correct. 06:44.75 Dave Meyer_ BizzyWeb E. 06:52.10 Dave Meyer_ BizzyWeb Okay. 06:54.87 Thomas Typically there's no copay at all and um, it's It's a really, It's a really neat thing that typically you have to use a medicare provider for hospice which means Medicare's certified them and some of the plans have networks that are very. 07:03.84 Dave Meyer_ BizzyWeb Okay. 07:10.90 Dave Meyer_ BizzyWeb Image. 07:11.15 Thomas Large for which hospice program you can use and some are more narrow but the hospice benefits really important and that hospice benefits changed over the years because you know you might remember fifteen years ago you didn't get on hospice unless you were going to die in ninety days and now they're like ah maybe 2 years yeah it's it's just a whole. 07:24.20 Dave Meyer_ BizzyWeb Um, that's right, get it? yeah. 07:29.15 Thomas And that's part of Health care in general's just changed so radically since I started doing this. 07:32.00 bizzyweb My grandmother was on hospice for I think close to eight months before she passed it. She was a week short of 102 and I can remember she'd call and she had a nurse who was trans who. 07:39.75 Thomas Oh my. 07:52.19 bizzyweb Ah, so she was a very large person about six foot two very very muscular and so she would come get my grandmother a foot rubb every night for about 45 minutes and you'd call grandma to see how she was today. She'd be oh I'm sorry I'm busy. Gotta go click good. She want just the whole that. At hundred one and threequarters I sorry I have people over. 08:08.67 Thomas Um, yeah I I have said this for forty years I aspire to be a good enough person to be a hospice provider. You know? Well, you've met these hospice providers who've done it for more than a year I mean the first year who knows. 08:16.95 bizzyweb Yeah, yeah. 08:17.10 Dave Meyer_ BizzyWeb Yeah, yeah. 08:23.45 Dave Meyer_ BizzyWeb Here. 08:25.90 Thomas When you meet somebody who's been doing this for a few years the grace of that person is just amazing I've met them over the years and I can't believe how cool they are. They're just ah, they're a different level of cool. 08:28.74 Dave Meyer_ BizzyWeb It is. 08:34.78 bizzyweb Yeah I think that's true. 08:34.90 Dave Meyer_ BizzyWeb And and they truly love it. Might 1 of my aunts is a hospice care hospice care nurse and it's it's just unbelievable, but 1 one of the things that we started so on Medicare is a choice and then how does twin city underwriters help in that process. 08:43.80 Thomas Yeah, that um. 08:49.68 Thomas So you know you have this original Medicare which is part a and part B and then what part C is is advantage plans and so that's when you're assigning your medicare benefits to an insurance company to provide the benefits and often there's no premium. 08:53.68 Dave Meyer_ BizzyWeb A. 09:07.68 Thomas So like if you got blue cross as a plan and well actually all the local plans have 0 premium plans and that doesn't mean there's not a cost it just means medicare is paying the premium to them now. Sometimes you have an advantage plan with an additional premium but a lot of people go with these 0 premium products. So that's one type of Medicare plan. Another type would be a cost plan which they no longer offer in the metro area but they do an outstate minnesota in Outstate Iowa and the dakoas and that's sort of halfway between original medicare and an advantage plan and then there's medicare supplements which is you have a and b and then it just pays the benefits in addition to that. 09:39.63 Dave Meyer_ BizzyWeb Um. 09:44.23 Dave Meyer_ BizzyWeb Oh. 09:46.25 Thomas Ah, one of the things I have to make sure I get in here right? away is what is part d as in David and that so yeah, a is um for hospitals b is for doctors c is when you have an advantage plan. So it's combined and d is for drugs and. 09:50.55 Dave Meyer_ BizzyWeb Oh. 10:01.50 Dave Meyer_ BizzyWeb So. 10:04.30 Thomas Sometimes the advantage plans have them embedded and sometimes they don't but the drug plans. Um that that's a huge deal but when I started the only drug benefit I could get was blue cross would pay half of any drug your doctor provided. You know said and that was it. 10:17.74 Dave Meyer_ BizzyWeb Yeah. 10:22.41 Thomas I Mean literally you know 50% although drugs were a lot less expensive and I can tell you right now. 90% of the clients took them even if they didn't take drugs because you couldn't get it later I mean it was under it and so everybody got it and it was cheap. You know. And then they have that now they have the part D plans and there's more restrictions on what drugs you can get and that's a big part of what we do because each plan covers different drugs in different ways. But that part D That's such a crucial thing because now they're treating. Well they're treating most psychological problems with drugs but also the health problems. 10:47.52 Dave Meyer_ BizzyWeb The engine right here. 10:54.72 Thomas You know if you have diabetes and such and that's a big, a big part of what we do is to make sure that the drug plan fits the client so that they can afford their medication because there's nothing worse than not being able to afford the medication that gives you that great Lifestyle you know like Adverse a miracle drug. You can run around the. 11:09.16 Dave Meyer_ BizzyWeb Has. 11:13.93 Thomas Um, Disney world for the whole day or otherwise you can't even do half a staircase. 11:15.57 Dave Meyer_ BizzyWeb Right. 11:18.93 bizzyweb It's like life goal of mine to live in a drug commercial because everyone seems so happy and and and and positive and like they don't need a wallet or anything like that. But how what's the what. 11:21.29 Dave Meyer_ BizzyWeb Yeah. 11:28.80 Dave Meyer_ BizzyWeb Straight. 11:30.60 Thomas Um, right. 11:33.44 bizzyweb How how does somebody enroll in medicare. 11:35.44 Thomas So if you're collecting social security. You know like let's say you turn 62 or 63 and you want to start your social security and automatically they'll send you a letter ninety days before you turn 65 that has your card in it. What. 11:48.80 Dave Meyer_ BizzyWeb Well. 11:51.16 Thomas A lot of people wait till they're sixty six and a half or or so so that they get that complete Medicare or even wait till seventy to start it if they've been able to sock away enough money or they're still working and then you have to call or go online to start your medicare a and b um, if if. ll assume that you want both so you have to talk to them about it or communicate with them clearly when you do this but there are some rules. So sometimes you don't want to start your medicare because it's you know that part b that's a premium and if your household income. 12:10.49 Dave Meyer_ BizzyWeb Okay, and here. 12:21.85 Dave Meyer_ BizzyWeb One hundred feet time 12:24.70 Thomas It's over I want to say it's one eighty seven fifty right now one hundred and eighty seven thousand five hundred this year you start getting penalties and like I said up to when where you're making like a half a million a year it's a pretty big penalty. So a lot of people particularly people with. 12:34.52 Dave Meyer_ BizzyWeb You. 12:40.10 Thomas I don't know where immediate income is anymore I mean it all seems so abstract. But if you're making 2 three hundred thousand a year you do not want to start your part b until you absolutely need it. But there's penalties to go if you don't have it when you're supposed to so if you have a group plan. 12:42.21 Dave Meyer_ BizzyWeb 3 12:49.32 Dave Meyer_ BizzyWeb Coga. 12:56.47 Thomas Then there's no penalty for part b but you do have to pay for it. This is where we're starting into the details. So when people say they want to work past 65 we often say well, why don't you come in and we'll give you the rules so you don't accidentally get penalized for the part d is in David or the part b as in boy because there is penalties and they're significant. 12:56.65 Dave Meyer_ BizzyWeb You. 13:08.71 Dave Meyer_ BizzyWeb Right? Ah, one of the things that I know that we do with twins seemed tip Twin City Underwriters is we help to promote events for you which I know are crucial in. 13:20.51 Thomas The hope. 13:25.68 Dave Meyer_ BizzyWeb Setting up and letting people make those right decisions. So what? what goes into the events like when when we get people to those events. What do they? What do they see? what do they experience. 13:35.48 Thomas Well first of all I want to thank you for doing this our event attendance is roughly 4 times what the carriers are getting and the other agencies. So we're doing real well on our event attendance then I think you're doing a good job you and then Sarah rolls is my marketing manager I i. 13:43.27 Dave Meyer_ BizzyWeb Wow! great. Absolutely. 13:54.22 Thomas Yeah, got to give credit words due. Um, but what happens at those is we first of all talk about what a Bc and d are and then we talk about how to enroll and then if you're not going to do it right? away what you have to make sure you do so you don't have these penalties. Um. And the rules change over time. So like when I started doing this getting physical therapy was hard see a chiropractor was impossible and they had so many. 14:20.47 Dave Meyer_ BizzyWeb Met. 14:24.27 Thomas Gatekeepers for psychological surgiphices in the 90 s that they might as well say they didn't have it and all these things are so much easier to get I mean there's no barriers to physical therapy. There's no barriers to chiropractors if they're in now you know there's just it's a lot easier but this um these penalties change too. But essentially you. 14:31.41 Dave Meyer_ BizzyWeb Um. 14:44.10 Thomas You can't have a gap and on the drug side your coverage has to be good enough after you turn 65 so we talk about that in these events and then we'll talk about the various types of plans. There's the medsupps that are in addition to your medicare. There's the medicare advantage which is sort of instead of. 14:58.57 Dave Meyer_ BizzyWeb Here. 15:00.59 Thomas And there's the cost plans that are a combination if we're in an area where they offer them and you should know in Minnesota here at one point it was about 80% cost plans for people who had plans but the federal government decided high population areas couldn't have them anymore. 15:09.31 Dave Meyer_ BizzyWeb Oh. 15:16.92 bizzyweb Um I Want to roll this back because I think that there's 2 There's 2 things that I think are really interesting that we've brought to light one of which. Ah, from a ah buyer's perspective. This all seems entirely frightening that I have to sit with somebody and explain all of my medical issues and all of my medical concerns and talk about all the things that are afflicting me. Um. What is that? what is that like for people to have to sit with your folks and and and go through that. 15:47.20 Thomas Well first of all, we have offices. We don't do home appointments and I think that's the idea of having somebody. You've never met come to your house to me just sounds terrible. So like when we have somebody work on our house. 15:57.16 Dave Meyer_ BizzyWeb Yeah, yeah. 16:03.52 Thomas It's not my wife who's there. It's me and I'm a big guy I'm I'm 6 three I weigh £200 and ever meet me. You'll say yeah, he's a nice guy. But so I don't like the idea of these home appointments and then we rep everything and the clients know that when they come in so virtually every product out there. 16:10.52 Dave Meyer_ BizzyWeb Um, but. 16:22.81 Thomas And we use suitability tools to help them. We try to educate them in how to make a decision so we do is our our kind of creto is helping people make good decisions and then staying in touch because your needs change and the plans change and the plans change thing is. 16:27.80 Dave Meyer_ BizzyWeb Me. 16:35.68 Dave Meyer_ BizzyWeb Okay. 16:39.76 Thomas Really important and realize that that drug plan that worked for you this year might not work for you next year um and if you have a complex medication situation. It's really key to come in I mean last year I had a client come in and he's sitting with me and I still see clients I do that. And I've got this group of old clients I've been working with for a long time and 1 came in you tell him I love the drug plan last year but I don't think I want to change it but Doris or whatever. Her first name was wants to come in because she she just wants to come in well turns out his drug plan no longer covered the plan. The drugs he took and so we have to change his drug plan. And it was all good because we got it in you know in the fall you can make a change so one of the most important things for people to know is when can you make a change to your plan when you turn 65 you buy a plan usually 30 to forty five days prior but every fall between October Fifteenth and december seventh there's what's called the aep. That's why all the Tv has all those advertisements on it and your mailbox is filled and we can change your plan during that period and they have to take you and ah something your listeners might want to know is that even if you don't have a plan in the middle of the year but you want to talk to somebody about it. We don't charge anything. 17:34.80 Dave Meyer_ BizzyWeb And hi. Yeah. 17:52.25 Thomas We don't have any expectation of something but if somebody came in let's say they're 67 they've been on Medicare a and b but they never had a plan if they come in. We could talk to them about what would be available in the fall as opposed to being there when it's crazy the first time and so we see a lot of people in the offseason. 18:05.49 Dave Meyer_ BizzyWeb Sure. 18:09.88 Thomas Which is we call it rest of year Roy um, just because they're a little embarrassed. They didn't get a plan when their friends did and all of a sudden they're taking meds and they're wondering how the how is this all work out and sometimes people are under circumstances where you can buy a plan immediately. 18:20.90 Dave Meyer_ BizzyWeb Moving off. 18:26.38 Thomas And this year there is a way to get a plan in the middle of the year even you don't have to wait till aep. So if you don't have a plan this year we can sign you up if you're in the metro area and most of minnesota. 18:32.61 Dave Meyer_ BizzyWeb Um, sort of get is that usually around some sort of. 18:37.16 bizzyweb Let's I think a same thing well about um the the commission structure that you get and why it's at the forefront because if I'm having to come in and talk to somebody who's demonstrably younger than I am my my hackles are going to be up. 18:42.16 Dave Meyer_ BizzyWeb Me. 18:53.46 bizzyweb Immediately and then I'm going to have to talk about all these things that are affecting me and I think there's there's a natural judgment to be had there and so I think what's admirable about Tcu Twin City Underwriters is that you've created this this business case model where you're allowing your people to be empathetic. 18:54.72 Dave Meyer_ BizzyWeb Next file. 19:11.52 bizzyweb Which then I think translates into more sales. 19:13.91 Thomas Well yeah, so our big thing here is my personal credo is that check's got clear. Um, yeah, and what why do for a living can't be just about money I I made my pile a long time ago and the third thing has to be. It's got to be a sweet. 19:19.48 Dave Meyer_ BizzyWeb It is. 19:31.67 Thomas Gig And what I mean is it's got to be a job where you go to and you love the work and by having empathetic people helping people make these decisions you get to work with some of the nicest people you've ever met I mean I. 19:33.81 Dave Meyer_ BizzyWeb Open. 19:45.70 Thomas I Really I made a career change when I came here and I really wanted to be in a situation where I worked with people who loved what they did and had choices I think and that whole concept of helping people through this and that is why we do it. 20:02.49 bizzyweb Do you think you'd be as successful if you paid people based on their sales volume. 20:07.55 Thomas Yeah I well for one thing I have ten ninety nine s who are non branded and my internal people all perform them night and day. It's part of it is is they know they can refer all their friends here and we won't even sell you if you're already on the right thing I mean this is just you know it's just. 20:16.27 Dave Meyer_ BizzyWeb Here. 20:27.49 Thomas The the sales meetings are essentially updates on how the products you know things we found out about the products because every fall they come out with the new products about two weeks before we start selling them so it's a just very fast rate of learning between September Fifteenth and October first when we first start talking about them. 20:31.57 Dave Meyer_ BizzyWeb Sure. 20:44.16 bizzyweb What is the open enrollment period and we talk a little bit about that. 20:48.79 Thomas So that's January first through the end of March it's the oe and we can't market it so but we can change any advantage plan. Um from one to another essentially during that period and the idea is if we screw up in the fall we can fix it in the winter. 20:49.19 Dave Meyer_ BizzyWeb Go you. 21:06.64 Thomas Just say you can't make this stuff up, but that's the only reason why they could have it. Um, you know I was doing this before we had any of these Aep and oep you could just sell advantage plans all year long and I think the national carriers had a little talk with their congressman. 21:07.68 Dave Meyer_ BizzyWeb And you. 21:17.53 Dave Meyer_ BizzyWeb Make. 21:22.83 Thomas About it. But the the oep um we we we don't seek out that we do reach out to our clients during it just because we want to make sure they're happy with their plan and make sure everything's working right. But we don't see many changes. We just are writing new people to medicare during that period because that's our business plan is to work with people as they're new to medicare and then if they want to bring their friends over. They're very welcome. You know in the fall or oep. But. We're not allowed to market hey you can make changes right now. Although if you really take a close look at it. You'll see a lot more medicare advertisements in the winter than spring and summer. 22:03.40 bizzyweb I Think what I'm I'm I'm kind of learning is that there is just you have if you're going to take advantage of this benefit from the government you it's like any benefit from the government you're going to have to turn around and be really good at understanding how to manage the system. 22:04.22 Dave Meyer_ BizzyWeb Ah, ah now that you mention it absolutely. 22:21.35 bizzyweb And so that's why that if you don't want to do that or if that's not your bag having somebody like a Tcu consultant can really help get you the actual coverage you need. 22:35.90 Thomas And so you know, um, we have a lot of very vice presence of major international companies and lawyers and accountants and architects for clients and people who are poor and the thing is is not only is it complicated. It's difficult to know the right question to ask so we have a suitability tool that helps educate the client as well. So like the first question would be like do you plan to move to another state in the next twelve months 23:09.36 Dave Meyer_ BizzyWeb And there. 23:10.25 Thomas Um, so it's not health driven as much as lifestyle where do you go to the doctor now we don't want to know if you got cancer. We want to know if you use fairview system. Why do we want to know if you use fairview or the mail because not all the plans work at those places. So you know and so we want to make sure that the plan is set up to function in such a way that it works for you. A lot of people assume that the group product that they had through their employer this company of the same name would work at where they're at now this is not the case and also if you go to a company sponsored sales event. You know they're there. Yeah, if you've if you've got a hammer. Everything looks like a nail. Well we're not a hammer looking at everybody as a nail we are looking at everybody as unique human beings and having different needs that the difference in cost on drugs we we did analysis a few years ago we saved our clients roughly. 23:58.18 Dave Meyer_ BizzyWeb Know. 24:01.40 Thomas Couple hundred bucks a month off it on the drug part alone just to make sure that they're in a plan where their drugs work and that's so it's a really fun part of the job. You know when you're with somebody and you know they saved enough to pay for half a cruise. It's it's pretty cool and and that's that's what I'm looking for for employees. Um, you know where. 24:11.73 Dave Meyer_ BizzyWeb Okay. 24:19.57 Thomas Given the pitch. We're going to hire 5 more sales internals this year and there'll be customer service for the fall just to make sure they get up to speed on the whole thing but the idea is to find empathetic people who actually that's what's going to give them a charge I don't want somebody who's going to get a charge because they're going to make a hundred bucks I want somebody who's going to get a charge out of helping people. 24:35.50 Dave Meyer_ BizzyWeb Right. 24:37.49 Thomas Afford to live a better life and I know that I sound like I'm some sort of mother Teresa's nephew but at some point you know we're all workers. We want to have our jobs be help help others. 24:40.52 Dave Meyer_ BizzyWeb But. 24:47.80 Dave Meyer_ BizzyWeb And it absolutely well and I think that kind of plays in and and we have similar company cultures and one of the things that we do in our sales conversations at Busywe is to really tease out how can we help our customers versus chasing a sale. 25:05.80 Thomas But with. 25:07.70 Dave Meyer_ BizzyWeb So that consultative and helpful process cuts through so much Baloney and just lets you focus on doing the right thing. 25:14.49 Thomas Well, you know I. 25:14.63 bizzyweb Yeah I had ah I and I had somebody that I worked with recently Dave who we have a wide breath of services and and so we ended up making a plan for them that was just a couple of things that we now didn't really do that. 25:22.51 Dave Meyer_ BizzyWeb On this. 25:32.28 bizzyweb Structure with anybody else. But that's all they needed. 25:33.40 Dave Meyer_ BizzyWeb And. 25:34.11 Thomas Yeah I I agree we've been really happy with busy web I mean like I said earlier are we're doing really well on the attendance of yeah, that was let's done there. It's been working. Yeah I mean but I. 25:43.54 bizzyweb Ables Plug Alert No keep going Definitely this is going to be our ringtone. 25:43.68 Dave Meyer_ BizzyWeb So right. 25:52.67 Thomas Me you've known me for quite a few years and you know I'm kind of hardcore about spend so you know I see value I invest and um, it's it's been. You know, really helpful for us as an organization and I think a lot of companies have the same thing we do where they're not sure what the value their websites are driving. 25:55.32 bizzyweb Yeah. 25:55.63 Dave Meyer_ BizzyWeb Are. 26:09.60 Dave Meyer_ BizzyWeb A. 26:11.89 Thomas Um, and you know one of the core things is is that you have to assume if you're a small business that anybody who's going to be buying your product or your service is going to look at your website before they come out. 26:23.49 Dave Meyer_ BizzyWeb And. 26:26.20 Thomas And ah I will tell you right now that 90% of my new clients that I talked to at least say yeah we checked out your website look good or my kids did you know because a lot of times now we're seeing people in their forty s early s and 50 s helping mom and dad. 26:32.59 Dave Meyer_ BizzyWeb Community right. 26:40.74 Thomas And they think they can make good decisions and often they take them off their plan then they call us up the next year because oh yeah, it didn't work at Fairview or it didn't work at you know u of m or it didn't work at the mail and we needed at mom got mad you know and they didn't understand and. 26:45.16 Dave Meyer_ BizzyWeb You make. 26:56.46 Thomas It's nice to know that you have somebody with an 800 number who's got a big customer service team like we do to help you with that and I think people who think that they can master this because they mastered something else are not taking to the effect account the amount of time it takes to really be good at anything I mean. 27:02.44 Dave Meyer_ BizzyWeb People think excuse me. 27:11.40 Dave Meyer_ BizzyWeb Who. 27:13.13 Thomas It takes a long time to get good at anything. 27:15.54 bizzyweb Did you? Well I appreciate that and I think one of the one of the fun memories I have of of of how you and I have gained a sort of mutual respect is. When I said dad you thought your website was pretty great and I said well there's 1 pretty bad thing that I think we could change immediately and you kind of looked at me like all right Trump I want you want to hear it and I said yeah, the fonts too small and your face just sort of dropped because you like oh man it is too small. Please right. 27:36.76 Dave Meyer_ BizzyWeb Um, is that. 27:45.54 Thomas Well, and also I was listening you know? um I'm I'm very I welcome criticism because you know I think I'm fairly bright but I can learn something every day. In fact I learned something surprising earlier this morning and it just. 27:47.55 bizzyweb Yeah, yeah. 28:01.24 Thomas If you're not open to ideas you're you're lost today is the most complicated time to do business there ever was and people who think it's easy to do business now I just talk slower around them because it is crazy. 28:11.11 bizzyweb Ah, yeah, absolutely I Want to get back to a couple of things that that you you mentioned before because I think this is. 28:11.26 Dave Meyer_ BizzyWeb It it. 28:21.77 bizzyweb Ah, really illuminating you. You mentioned you kind of blew through it. The idea of a coverage gap in Medicare Part D What is that? How does that affect people. 28:27.49 Dave Meyer_ BizzyWeb Oh. 28:27.51 Thomas Well so it's actually going to go away the next couple years because of something Biden did I want to say a year and a half ago. But what's or at least it's projected to what's going on is when they first got medicare drug plans. The insurance company would. Cover the first say couple thousand and then there'd be no coverage at all and then once you get about $5000 it'd be un catastrophic and the insurance company would cover 95% and this is kind of an over generalization and then what happened was but um Obama came in he said well let's. Let's have a plan to gradually fill it and so the drug companies had to pay for a portion of it and then the consumer would pay more of it. But it gradually got to the point where it essentially was the same copay that you costs ah sharing as it is on the first part of your original. Part d plan now you still have to have the plans the drugs covered by the formula which is the list of drugs each company covers and so that is not a generic thing and that's one of the things we do is look up all the drugs but it's gotten so that's better and better on the coverage gap the the bigger problem. 29:32.43 Dave Meyer_ BizzyWeb Point. 29:45.14 Thomas Is not the coverage gap anymore. The bigger coverage problem is getting the drug covered at all. So let's say that the the diabetes drugs are covered better now and that that happened under Trump but the and I'm I'm not a democrat or republican I don't trust either of them but they. 30:00.44 Dave Meyer_ BizzyWeb A. 30:03.81 Thomas What's happened is you have certain meds that are very expensive particularly if you're asthmatic, um you know or have had c opd these first medications if you have certain psychological issues going on and no one's judging so you all. 30:10.64 Dave Meyer_ BizzyWeb Over. 30:19.34 Thomas And that's one of the nice things. You know we work with so many drugs. It's it's you you this is a big part of our job is to figure this out but 1 of the hardest things is people come in with a list of drugs and they misspell them so you're like. 30:32.52 Dave Meyer_ BizzyWeb They have. 30:34.49 bizzyweb Um, yeah, ah. 30:36.16 Thomas Wait I kept then you're googling the drug and Antipsychotic. Yeah, but um, it's you know the stresses of modern life I don't blame people beat for being on antidepressants but antidepressants are typically cheap. 30:38.52 Dave Meyer_ BizzyWeb Or or move. 30:40.81 bizzyweb Ah. 30:52.50 Thomas It's the ones where you have a certain nervous disorders where you just it's it's sad how expensive they are and you want people to be medicated so that they can be comfortable and I think I think as ah, the older we get the more we realize that that those 3 meds that you know a couple pre yeah of statins might keep us from our heart. 30:56.19 Dave Meyer_ BizzyWeb Are right. 31:11.97 Thomas Getting ah our blood vein our veins getting all clogged up but some of those psychological things or things to block cancer from coming back. Those are key and if you're an asthmatic or have C opd. 31:12.89 Dave Meyer_ BizzyWeb Oh. 31:21.98 Dave Meyer_ BizzyWeb Who hope. 31:24.17 Thomas Those are expensive drugs and they can change your life and so once again, that's why I Really like that we look over that list and we make recommendations and that's that is not easy work. Because there's more factors involved in just the drugs and the dosage believe it or not.. There's a several other steps to that that are key to happen and the amount of savings or costs that could be done and that can't be fixed necessarily during the oep It only if you have an advantage plan. Can you really make changes. 31:52.60 Dave Meyer_ BizzyWeb It. 31:55.42 bizzyweb 1 of the one of the things that I've noticed coming out of the pandemic in the business world is I think everybody on an individual level is a lot more acune ah acune is that a word in attuned. 32:07.28 Dave Meyer_ BizzyWeb In tune attuned there you go and. 32:10.80 Thomas Um, attuned. 32:12.36 bizzyweb We'll say acued and then figure out in editing. Um, they're they're much more self-aware of their own work life balance their own mental health and I know one of the things that we Dave and I as gen xers have been noticing is that we have. 32:15.97 Thomas Ah. 32:27.20 Dave Meyer_ BizzyWeb Sorry. 32:29.29 bizzyweb We work really hard and we work differently than other people. So my question is you and you sort of mentioned that and you had some funny jokes about antipsychotics but are is that is mental health awareness. Finding its way into the into the older populations and are they taking advantage of that and if and if so can I I have a list of that I'd like to get give to no I'm sorry the the skip the last part but the first one. 32:47.54 Thomas Well. 32:52.60 Dave Meyer_ BizzyWeb A. 32:59.62 Thomas So well. First of all I'm a boomer and I'm the end of the boomers and um, always part of I play Poker with clinical psychologists and um I have always been very. 33:00.42 bizzyweb Are people taking advantage of that. 33:04.20 Dave Meyer_ BizzyWeb And. 33:16.18 Thomas Yeah I think people need help at times in their life. It's crazy to think that people who lose their spouse or their parent or their siblings or their kid don't need a professional to help them. 33:23.26 Dave Meyer_ BizzyWeb Right. 33:28.49 Thomas And one of the things we ask our clients to tell us how their experience was with their current carrier or how it went that year because we want to know which carriers are problematic by the way this is this has been there for a long time and that they're not a problem as much as they used to be so now that's not an issue but there's there's a couple ways they help they'll. Pay for a group but you might have a copay. They'll pay for individual section sessions. But there's also let's say you go you need to be institutionalized and you have our one hundred and eighty days total amount of institutional care. You can receive. 33:55.15 Dave Meyer_ BizzyWeb And. 34:03.60 Dave Meyer_ BizzyWeb Um, with some whole payment of. 34:04.15 Thomas And there's typically some co-payments on the front end of that. But that's you have a one hundred and eighty that's a lifetime thing. It's part of how original medicare is built. So I think I've got that exactly right I might want to look at a book sooner or later. But I think a hundred maybe may sounds right. 34:13.50 Dave Meyer_ BizzyWeb Here. 34:18.80 bizzyweb Is just. 34:23.64 Thomas The the what's going on is you have people have nervous breakdowns this this it's It's just how it is and we're back to people need help and care. Ah, you don't see that much of it works that long. 34:27.37 Dave Meyer_ BizzyWeb For me. 34:40.17 Thomas But that's there's a limited amount of benefit just like there's limits on certain parts of Medicare like you can only receive so much physical therapy for each event you know, but that it's it's a there's a lot of aid for people who have psychological issues during the course of a year does that help. 34:48.29 Dave Meyer_ BizzyWeb Um, okay. 34:57.39 Dave Meyer_ BizzyWeb And and so the yeah. 34:58.47 bizzyweb Yeah, well I think that yeah the the answer is yes and I think I agree with you too that I think um that I read this great article by pengillette. The Magician who said that. 34:59.42 Thomas Okay. 35:15.88 bizzyweb You know hollywood has it wrong. You know we've all grown up with this John Wayne sylvester stallone John Wick kind of attitude that if you're man enough you should be able to knuckle through and get through anything and that's. 35:29.94 Dave Meyer_ BizzyWeb So. 35:32.44 bizzyweb That's what a hero is made of as somebody who can take on an indescribable amount of pain and continue to move forward and I I think that's an unrealistic standard for anybody you're you're losing a kid losing a family member that. That hits everyone differently and so the the what what pen Gillette's argument is is that hollywood has it wrong that being a man isn't knuckling under being a man is sitting in front of a 22 year old. Just out of medical school and actually getting the information and accomplishing the thing. 36:08.19 Dave Meyer_ BizzyWeb Say. 36:10.14 Thomas Um, you know? yeah I think manhood in general but womanhood too because some women don't want to Confront These things is part of being a strong person. So let's talk about it in terms of personhood is to Confront the problems and weaknesses in our lives and address them. 36:17.55 bizzyweb Um, yeah. 36:17.92 Dave Meyer_ BizzyWeb Right? equal. 36:21.99 bizzyweb Yeah. 36:28.89 Thomas So you know doesn't mean if yeah, a person who's an alcoholic once they recognize the R should seek help and by the way there's most these plants have something for that. Just like they have something for stopping smoking and but if you have a psychological issue. 36:48.40 Thomas Manning up is actually going to see somebody. It's it's now you might tell them on the first visit you know I'm not comfortable here and I'm not sure I'm going to stay more than 5 times and I don't think that's a bad thing to do at all I actually tell chiropractors you know I'm going to? yeah I got a blown back but I'm not going to be here. You know. 36:48.94 Dave Meyer_ BizzyWeb Okay. 36:57.00 Dave Meyer_ BizzyWeb Oh. 37:06.20 Dave Meyer_ BizzyWeb Right. 37:06.29 Thomas Going to put anybody through college but setting parameters with your professionals is never a bad idea. But I'm just saying going in and seeing somebody and talking about what it is. They'll give you tools. So like if you've ever been to marriage counseling you know. 37:06.86 bizzyweb If not. 37:24.49 Thomas What they do is they teach you how to talk to each other and you know and I think there's similar tools for how do you deal with yourself when you have problems and I just think it's in our culture. It's a bad idea the seniors I believe personally I don't even. 37:25.69 Dave Meyer_ BizzyWeb Many. 37:39.22 Thomas Believe in the concept of seniors I think people sixty five to eighty are just this other group are doing the stuff that we all wish we were doing the whole way and we could talk about that another time and I'll have you laughing the whole time. But I think people my age and I'm 64 recognize that. 37:44.26 Dave Meyer_ BizzyWeb Great Christ it was. 37:58.25 Thomas I Don't have the time to just deal with me being moy if I'm not dealing with my problems I got to find somebody who's going to help me see the other side and I think that's what Americans are about Americans are kind of hardcore get the job done and once they realize there's no stain on your reputation to say I need to see a psychologist. 38:00.75 Dave Meyer_ BizzyWeb Wall or. 38:17.16 Thomas I Think the stain on your reputation is is he doesn't have any friends anymore because you nobody wants to be around him you know does this resonate. 38:21.00 Dave Meyer_ BizzyWeb Who No absolutely yeah. 38:21.78 bizzyweb Yeah, yeah, it's it's a it's a a weird ah because I wanted to talk about Medicare and talk about you the ah Tcu. But it's ah it's it's great conversation I ah. And realizing as I'm you know we're we're on a video screen looking at each other and I realized that I have a unique opportunity with the the time we have left and because having the 2 of you together is sort of a rarity because. Um, you you both work with your wife and are ah running very successful businesses. So I think one of the secrets of my marriage is at starting at about 7 in the morning we stay the hell away from each other for a good port for of the day. 39:13.67 Dave Meyer_ BizzyWeb I Expect this? yeah. 39:16.76 bizzyweb So how do you guys? do it and maybe compare notes between the 2 of you. 39:23.85 Thomas Well sure we have different responsibilities. Um, we really focus on me being strategic and long range thinking and kind of mentoring our senior leaders who were. 39:23.89 Dave Meyer_ BizzyWeb Um, ah tommy want to go first. 39:39.18 Thomas We're developing our managers to be able to operate the company and so I'm more on that My wife's our vice president but she's far more on the financial and making sure the bills get paid with our financial analyst and I think having separate responsibilities is key. It's nice to be able to talk stop though at the end of the day. But. 39:53.20 Dave Meyer_ BizzyWeb My name. 39:57.56 Thomas You know we're only in like 2 meetings a week together even though our offices are next to each other. It's that's 1 thing and the nice thing about technology just make a plug for technology in general is my wife's in Florida this week and so it's easy to have a conversation where she gets pulled into a meeting and I think that's something we should all you know Embrace is that. 40:00.60 Dave Meyer_ BizzyWeb Um, yeah. 40:16.12 Thomas You don't have to be with each other the whole day. Well what what would what would you give us credit Dave. 40:21.20 Dave Meyer_ BizzyWeb Yeah I think for for us. It's probably similar in that we have very defined roles and responsibilities in the business and so I was smart enough when ah when choosing spouses or she was smart enough when she chose me that we are very. Different in temperament and talents but very complimentary in the the kind of people that we like hanging out with and and how we interact with each other. So um, she's very detail oriented and very process drivenven I'm very kind of creative and. Sort of um the people person you know the worst thing you can do for my wife is tell her that she has to go to a networking meeting and that's kind of one of the best things that I like to do is go out and hang out. So um, that was step 1 but step 2 right? after we decided that we were going to work together. 41:03.50 bizzyweb Just. 41:14.58 Dave Meyer_ BizzyWeb Um, we looked at each other and we were in our house and it was a home based business at the time we um again jen very brilliant. Um, wonderful person. She said if we don't get an office so that we have some separation here. We are going to murder each other so we got an office and. Like you said Tom I am ah joined by a wall and I'm I'm six feet away from my wife pretty much 90% of my life. But um, we are only in 1 or 2 meetings. Um a day together because we always have touch bases but you know big client meetings very rarely. Because we just don't overlap that much so letting each other be awesome at what we do and trusting each other completely inside of the ownership that we have in whatever roles has been pretty important for me. 42:03.17 Thomas Yeah I think you're that's that's the key. 42:05.30 bizzyweb And I think knowing the both of you the way that I do I think the other the um other advantage that I think that both of you do is neither one of you make the fact that she is your wife as a prevalent thing in day to day. 42:23.24 Thomas Right? right. 42:25.16 Dave Meyer_ BizzyWeb Home. 42:25.21 bizzyweb She is she works here. She has independent value. She ah you you respect her as a person not because she you know I'm the boss and she's my wife and so as a result of that I think both of you have the added advantage of having people who are really integurl to your business because. They they're treated like treated like people and not like the the old day old days where you know the wife was in the back that not Nope not here not freeing the water. 42:52.65 Dave Meyer_ BizzyWeb At the end. 42:55.35 Thomas So if my wife retires so the woman we're mentoring up to take that role is it's on Yeah, she's my wife's an expensive um employee I mean she's the vice president of ops and. 43:06.75 Dave Meyer_ BizzyWeb A. 43:12.20 Thomas You know he's got it because her background fits us so perfectly and every once while someone say something I'm like are you out of your mind I mean she's she knows everything about how the back office works. You know when she's in Florida I mean she still can pick out stuff. That's just mindboggling to me. So. 43:20.89 bizzyweb Um, yeah. 43:22.47 Dave Meyer_ BizzyWeb A. 43:30.62 Thomas Yeah, the bringing independent value really helps if they're just helping you I can see where friction would happen because sooner or later they're going to get an opinion and you're going to have an opinion and but if you're if you're part 2 partners where you're you're trying to work together for a bigger goal that. 43:31.47 Dave Meyer_ BizzyWeb Here. 43:40.00 Dave Meyer_ BizzyWeb Right. 43:49.18 Thomas That's I think a very big part of it is being true partners. For example. 43:50.89 Dave Meyer_ BizzyWeb Yeah collaboration. 43:51.13 bizzyweb Yeah, and I think especially as then you overlap a marriage on top of that I've I've seen both of your wives explain to both of you independently that you're looney tunes and both of you respect them as that individual person. Enough to separate that hey this is a person whose opinion I value I need to listen to that and I think that's what makes good leaders and I think what's is interesting is both both of you is that? um you you listen. And that's not something that a lot of leaders. Do they they want to be the boss. They want to have control over everything and I think time you mentioned? Yeah, you're a smart guy but you don't know everything and they you spend more time listing than you do talking. 44:33.86 Dave Meyer_ BizzyWeb Fail. 44:37.90 Thomas I try I mean I just was talking to my sales manager this morning about how someone like me is designed to polarize conversations to make a decision and that sometimes you need to have the conversation and not the decision and. 44:40.24 Dave Meyer_ BizzyWeb Um, yeah. 44:55.21 Dave Meyer_ BizzyWeb And. 44:57.90 Thomas Very difficult for a leader to go from to Well let's think about this a little bit more so we have a better decision and it's hard to acknowledge that you don't you know that you're used to being able to make the decision with the data that you gather that other people who weigh the data differently. 45:02.25 Dave Meyer_ BizzyWeb Ahead. 45:15.81 Dave Meyer_ BizzyWeb Um, right. 45:16.40 Thomas Is really an important thing so they can take the same information and weigh it differently and come to a different conclusion and as a leader that is what I'm trying to welcome my managers to do is to contradict me and to make me have that conversation because. The bigger your entity the more careful your choices have to be especially in this time of I can't overstate how I'm sure you guys feel the same way. How crazy it is to do business and we have to make wise decisions, smart decisions affirming decisions. 45:40.86 Dave Meyer_ BizzyWeb We have. 45:41.64 bizzyweb That. 45:49.41 Dave Meyer_ BizzyWeb Right. 45:52.16 Thomas I mean you know I love all my employees I've got the best team right now I've ever had in many ways I feel that way and you know we want them to have these good lives and I could tell you right now when I started working in 82 nobody cared about how I lived yeah about this come up. 46:00.95 Dave Meyer_ BizzyWeb Move. 46:09.26 Dave Meyer_ BizzyWeb Um, yeah, yeah. 46:10.36 Thomas Show up on time sober Tom that's really all we want and then perform crazy well but they didn't care about me now we're all we care about everybody well don't have good lives what a difference. The world has made but when things get complicated in the business part. It makes it more complicated to be a good caring. 46:12.94 Dave Meyer_ BizzyWeb Hit. 46:28.20 Thomas Leader. 46:28.58 bizzyweb Egg. 46:29.17 Dave Meyer_ BizzyWeb Right? right? It's huge. Well I think the the conversation that we have internally a busy web too is you know we we need to value the input of everybody in the team and I read an article. Um. this week where they were talking to Tim Cook who is the Ceo of Apple and he referenced something that I believe Steve Jobs said so you you need to have strong opinions loosely held. So yeah, we lead but we need to be open to input and change with the times. 46:47.80 Thomas Oh. 46:55.14 Thomas Yeah, yeah, yeah. 47:01.72 Thomas Well so I was raised Baptist but not crazy. Baptist is like I like to say but you know and I remember when I was in college I met a girl who said something to the effect of I don't smoke drink or chew and I don't go out with boys who do and. 47:07.39 Dave Meyer_ BizzyWeb Wait. 47:07.46 bizzyweb So. 47:20.59 Thomas That's a form of prejudice I mean you know when I was in college I developed a close friendship with a guy who was going to be a priest and decided he liked women and he he married ah none but he was intellectually purer and it was great but he chained you know he chain smoke. 47:21.51 Dave Meyer_ BizzyWeb A. 47:37.76 Dave Meyer_ BizzyWeb Or yeah. 47:40.40 Thomas I don't know if he can still afford to but you know and I learned so much from him and when we'd go out. There was always alcohol and I didn't drink I don't drink now practically at all and I didn't drink it all back then but I learned so much from him by not being. Prejudiced against somebody who did something that I didn't do and today the problem we have is this whole idea that if you think 1 thing then everything else you think is wrong and this idea of the loosely held have opinions but loosely held I would say have opinions but listen because somebody else might have a perspective that really. 48:03.95 Dave Meyer_ BizzyWeb Um, right. 48:15.36 Dave Meyer_ BizzyWeb Right? right? respecting? yeah. 48:15.94 Thomas Blows your mind. Um, and. 48:17.24 bizzyweb Just even something as simple as the website you had looked at that forever and then when I came in and said yeah, the font's too small for an elder population. It blew your I could see it blew your mind. 48:26.70 Thomas Yeah, well it not just that It's just the the spend. You know you got to spend X to get get it. That's what it is. It's just the way it works and that talking slow and using small words sometimes that was what it takes for someone like me to make a decision because. 48:27.20 Dave Meyer_ BizzyWeb So. 48:33.10 Dave Meyer_ BizzyWeb Is d. 48:43.80 Thomas It's not resonating for a while I mean that what helped us with you guys is Sarah was a fan on the gate my marketing manager but you know she would talk to me about the the necessary of being in front of the problem and I think as a business owner we have to be in front of so many problems whether it's marketing or. 48:43.22 Dave Meyer_ BizzyWeb Final scroll. 48:53.77 Dave Meyer_ BizzyWeb Fred I don't know. 49:02.33 Thomas Hiring or retaining people or capitalization. We have to be in front of these problems and that is that is the the big deal. 49:10.42 bizzyweb Just 6 That's the that's the whole. That's the winning strategy is how can you stay in front of the problem. So you're attacking them and not vice versa. 49:13.17 Dave Meyer_ BizzyWeb It's all part of dialing it in right trigby. Ah. 49:18.94 Thomas Right? right? You don't want to chase the money you want to have the money and chase the dream Chase the dreams not the money. 49:21.34 Dave Meyer_ BizzyWeb Um, right? yeah in. 49:23.29 bizzyweb Yeah Tom if people are looking for help with their medicare either enrollment or their medicare on the whole where can they find twin city underwriters. 49:35.13 Thomas So so our primary office is in Roseville at Hamlin and 36 twin city underwriters 6 5 1 4 8 Eight zero one seven 2 or eight hundred five seven six seven seven eight we're here we've been doing this. I mean we've been at this office for 13 years we're not going. Ah, we're going to probably move our main office sooner than later but we're not going anywhere as far as being in this business this is. We're 95% by revenue medicare and that's. 49:54.59 Dave Meyer_ BizzyWeb A. 50:02.80 Dave Meyer_ BizzyWeb And if. 50:09.95 Thomas You know when you talk to the carriers. They just can't believe somebody would so focus on it. But the problem is is. There's so many carriers an agent who doesn't focus on it doesn't really master it. You've got to do all the carriers because yeah, every company has its advantages and so that's why we rep them all. 50:24.63 bizzyweb Well I'll take the last word and say the most important thing that if somebody's looking for help with their medicare. The best way to thing to do is go to wwwww.tcunderwriters.com 50:37.51 Thomas Different.