My guest Brent Eastman is the owner and CEO of BEI, Brent Eastman Insurance Services, the largest employee benefit brokerage firms in the Central Coast area. BEI currently manages over $26 million in annual employee benefit program expenditures. My conversation with Brent highlights the power of human relationships in sales and growth. We talk about building communities, increasing access to the best possible care and bringing back empathy in healthcare. Also learn what the Latin word, labor omnia vincit" means and why is it relevant . Please enjoy the show.
My guest Brent Eastman is the owner and CEO of BEI, Brent Eastman Insurance Services, the largest employee benefit brokerage firms in the Central Coast area. BEI currently manages over $26 million in annual employee benefit program expenditures.
My conversation with Brent highlights the power of human relationships in sales and growth. We talk about building communities, increasing access to the best possible care and bringing back empathy in healthcare. Also learn what the Latin word, labor omnia vincit" means and why is it relevant .
Brent Eastman Insurance Services website - https://brenteastman.com/
This episode is sponsored by UnitedAg, one of the largest association health plans to offer healthcare to the agriculture industry of California and Arizona.
Kirti Mutatkar, President and CEO of UnitedAg. Reach me kmutatkar@unitedag.org, www.linkedin.com/in/kirtimutatkar
UnitedAg's website - www.unitedag.org
Kirti Mutatkar: [00:00:09] Good afternoon, [00:00:10] Brent. How are you today?
Brent Eastman : [00:00:11] Good afternoon, Kirti. I no place else in the world I'd rather be than right here, right now.
Kirti Mutatkar: [00:00:15] Nice. This is going to be a fun, fun conversation. [00:00:20] So Brent Eastman is a president and owner of Eastman Insurance Services. And every time I think of Brent, and [00:00:30] Brent Eastman Insurance Services, I think of human connections and the growth I've seen you have at Eastman Insurance Services has been [00:00:40] the human connections that you've built and the relationships. So, Brent, what made you start in this industry?
Brent Eastman : [00:00:47] Well, that's funny story. When I [00:00:50] graduated from college with a history degree, I was going to be a teacher. But then I thought, well, there's really no money to be made teaching. So [00:01:00] I went out looking for a job, and the first company to offer me a job was an insurance company. It was actually a triple AA where I worked for ten years. And [00:01:10] and that's it. So, you know, 34 years later, you know, here I am in the insurance business and it's really an interesting industry, medical insurance, [00:01:20] which is what we provide because it's become so complex. You know, navigating the system is so difficult. And so I really pride not just myself, but[00:01:30]UnitedAg and you and everybody on your team that helps us put those dots together so that people can get the best possible care. It's not just about [00:01:40] price, it's not just about benefits, access to care. Think of what we're doing with access to care. Kirkby with Teladoc, the Wellness Center, Pinnacle providers [00:01:50] in Mexico, travel reimbursement. I mean, it's just amazing what we're doing to get people in front of the best possible care as quickly as possible. And in many cases it's 24 [00:02:00] seven. Look at Teladoc is great.
Kirti Mutatkar: [00:02:02] Looking at what we do at UnitedAg and what I talk about. Right. And I know you believe in that too. Is the empathy, [00:02:10] bringing back the empathy and health care, bringing back the empathy in what we do. Because too often we are lost with the numbers and [00:02:20] the compliance and we forget that it could be you and I on the ambulance that we just heard. It could be maybe you and I in there. And how would we like to be treated? [00:02:30] How would we like one of our loved ones in there to be treated and taking that approach. And that's the reason you, you and what you do and unite is so [00:02:40] aligned because we believe in that first and foremost before anything else.
Brent Eastman : [00:02:44] Absolutely. I always put myself in the member's shoes, whether it's the employee himself [00:02:50] dependent. I always think about how I would react in that type of situation. And I've learned a lot with the few times I've had to use the medical system myself. And that's made me very sympathetic [00:03:00] and empathetic to what they're going through.
Kirti Mutatkar: [00:03:02] What was it about agriculture that attracted you, and why did you decide to make that your focus?
Brent Eastman : [00:03:09] Great question, [00:03:10] because, you know, with the auto association, it was just personal lines, auto homes, memberships, you know, stuff like that. When I migrated over to the ag sector, it was [00:03:20] like coming home. My family's been in the Salinas Valley for seven generations. When I grew up, my first job was working for Louis Scattini and Sons, who's a of [00:03:30] course, and I had a client planning or planning gopher bait, moving irrigation pipe, cleaning up the shop. This is 1975. Good [00:03:40] friends of mine, it's it's love. Ag You know, my family's in the insurance business. My brothers at Equine Vet, my sister imports [00:03:50] folk art from Latin America. My dad was a fuel distributor and so he distributed a bulk fuel to many of the clients that we have here today. [00:04:00] And so I'm just kind of a chip off the old block. Maybe not a farmer, but all my friends growing up through high school and everything, we're all farming families.
Kirti Mutatkar: [00:04:07] And so you're surrounded by this industry?
Brent Eastman : [00:04:09] Absolutely. [00:04:10] We're not too far from a lettuce field as we speak, are we?
Kirti Mutatkar: [00:04:13] Exactly. Exactly.
Brent Eastman : [00:04:14] It's all about empathy and education, which we really focus on, [00:04:20] especially with our our field worker population. So having individuals like my my old pal Georgina Castaneda, who's I've she's I've known her for 30 years back to Jack [00:04:30] Kuchar stays we're going to go out next week to another client and she is excellent at explaining the benefits to the employees, answering questions [00:04:40] and helping them navigate through all the trap doors. That is our our health care system.
Kirti Mutatkar: [00:04:45] Yeah. And the health and wellness centers that you're talking about are zero co-pay, nothing going [00:04:50] to your deductible. Right? So when we had our ribbon ribbon cutting here in Salinas, I remember one of the providers had come out and was so emotional and [00:05:00] said, this is great because even my parents couldn't afford when they were working at the minimum wage or whatever they were working at. It's. Really hard. So when you have [00:05:10] a health and wellness center, you walk in zero co-pay, nothing going to deductible. Most of your needs are met at that point. Right. And so that that's that is actually [00:05:20] something really helpful to who we serve.
Brent Eastman : [00:05:23] As my good friend and associate, David Nixon says it's impossible to get a bill at the wellness center. [00:05:30] The service is amazing. The provider there, the pay I can't remember his name, but this young man gave me a higher level of service, so to speak. [00:05:40] Better care than my concierge doctor does.
Kirti Mutatkar: [00:05:43] That's interesting to know.
Brent Eastman : [00:05:44] I spent 45 minutes with him as the longest I've ever spent with a doctor in my entire life. He was great.
Kirti Mutatkar: [00:05:49] And [00:05:50] that's the difference. Because you walk in, you're not waiting 40 minutes to meet with him. You actually meet with him right as 5 minutes within walking into the health and wellness center and [00:06:00] taken care of. And then it's spends a lot of time with you and then follow up calls. And so that's that's the service.
Brent Eastman : [00:06:07] That's right. He called me later in the day to [00:06:10] make sure that my prescription went through and also to he wanted to document all of my my few medications just for future reference. I've never experienced anything [00:06:20] like that in my entire life. Yeah.
Kirti Mutatkar: [00:06:21] And that's what we want to replicate across the board, right? When we when you provide service to your clients. So we do at United Act from through our member services [00:06:30] or the group administration. Always, always making sure you put yourself in the other person's view and provide the best service there is because people don't come to health [00:06:40] care.
Brent Eastman : [00:06:40] And can you see I'm ready to explode right now? I can't let this this podcast go without a shout out to my friends with Sonia Roldan and Yadira and all [00:06:50] my friends at Member Services. What an incredible organization this is. To have a team like that where now you can send them a text and you'll get a response like in a minute. [00:07:00] I mean, it's just incredible what they do. We will send them an email. It's typically one a day. And so here's the issue. So you do the write up. You put the basic information on there and you [00:07:10] get a response that day. They will pick up the phone, they will call the pharmacy, they will call the doctor, they will follow up with you. They are great.
Kirti Mutatkar: [00:07:18] Brent, what you were just saying about [00:07:20] member services is so true. So when we're looking at member services, we hire people. It's the hiring process is extremely important, right? So when we were doing the [00:07:30] onboarding, I remember one of our member services team member actually cried and I asked her what happened? Is there a problem? So she said, You [00:07:40] know, the kid I'm helping. On the other side of the call was me, because my parents did not speak English. I used to be that kid who called and health [00:07:50] insurance company and had them navigate to the health insurance company. Now I am on this side and I'm helping someone. So she said, every time somebody calls [00:08:00] me, I think of my parents, I think of my siblings, and I think of me and I then I offer service. So that's the reason. That's the difference, right? Because they [00:08:10] that's it. And she was in tears that, you know, like enables me to do this.
Brent Eastman : [00:08:14] I could bet it would be any one of the team of reps down that would say the exact same thing. Every individual [00:08:20] in that department, you know, run by their leader. You know, Sonia is just phenomenal.
Kirti Mutatkar: [00:08:25] They are they are. So it that this feels like more commercial for United. [00:08:30]
Brent Eastman : [00:08:32] Well, I mean, I wrote my first account with you, Dag, in February 1994. [00:08:40] So we go back I remember being the young guy in the room and all of a sudden you're not the young guy in the room anymore. But going back to relationships, which you were talking about earlier, you [00:08:50] know, I'm looking at our our client list. And once they move to unite AG they don't leave. And so I was looking at some of my clients list this morning, [00:09:00] you know, I've over 20 that are with Unite. Ag for over ten years six have been here over 20 years, three over 25 years and one over 30 years. Who [00:09:10] else can say that?
Kirti Mutatkar: [00:09:11] Right, right. So once you come in to unite AG it becomes part of the family, right?
Brent Eastman : [00:09:16] Exactly. You just you won't leave.
Kirti Mutatkar: [00:09:18] Yeah, I know. Brent you've [00:09:20] grown up in this community, right? And you have relationships and you do a lot outside of what you do for work and building those. And do [00:09:30] you have any any stories or anything that you can tell us and how that all that makes an impact and makes your job so fulfilling?
Brent Eastman : [00:09:38] Well, yes, our [00:09:40] our father was really, really big on giving back to the community. And so he introduced us to the California model. [00:09:50] I've been a committee member of the California for 35 years. It was a past president in 2018 and 2019. And by the way, I'm not a cowboy. [00:10:00] I don't like wearing hats. I don't particularly like to ride horses. That's my brother's job. He's the cowboy. He's the horse. He's a veterinarian out there at the rodeo. But I bring that up because I [00:10:10] do it and volunteer all that time. It's not a paid position. And when I was president, it was 20 hours a week, year round. It's only a four day show. However, during those four days, [00:10:20] the economic impact is $11 Million on our community. The scholarships that we've given over the years following AG scholarship [00:10:30] program was kind of what inspired us to do that many years ago has been well over $300,000. And then nonprofits every year is well over half a million dollars [00:10:40] to our community for four days. And it's not just four days of rodeo, so to speak. We call it rodeo here, by the way, as a nod to our Hispanic heritage. But [00:10:50] it's a year round situation. We have my son in law, Danny Little, and my son Sam are are working on a big new event this weekend, Thursday, [00:11:00] Friday, Saturday, Sunday, the fall roundup. It's going to be a carnival, a pumpkin patch, a very family oriented environment to bring people into the road. Dale grounds the sports complex [00:11:10] to have fun, and that's what it's all about. So for the betterment of our community, we've always been big on giving back. I was the president of Partners for Peace for many [00:11:20] years. I was on the Rotary Club for many years. I'm on the Salinas Valley Leadership Group board and that takes time and you [00:11:30] donate your time. But it's what I love to do. And it's all about karma, too. So what you give back to the community truly does come around to I pay you back.
Kirti Mutatkar: [00:11:38] I've noticed that as a common [00:11:40] thread in all my podcast interviews I've done so far, everybody does that. Looking the I was with Saturn Pistachio up in Hanford [00:11:50] and he had a similar story, right? It's building the community. So that's what we do in agriculture. That was that's what we do from a health care standpoint, giving back, [00:12:00] building our communities, making them stronger. And that's what fulfills us every day.
Brent Eastman : [00:12:05] And what's common about the ag communities is everybody knows everybody. When I was [00:12:10] growing up, there was maybe 50,000 people in Salinas. Now it's three times that number. But it's still true today. Everybody knows. Everybody stop me if you've heard this a million [00:12:20] times from security. Yeah, it's a small community. It is It word gets around and so the reputations get around and the relationships are really what makes this whole thing work. [00:12:30]
Kirti Mutatkar: [00:12:30] Great. Great. So any anything in the last, what, 30 years of your professional life, any stories that come to light [00:12:40] where you feel you felt, this is amazing because of because of something that I did or something that I was involved in, somebody was helped in a certain way. [00:12:50]
Brent Eastman : [00:12:50] Oh my gosh. I could think of a thousand examples. I mean, any email I send a member services, it was a positive experience. It makes me feel good. It puts a smile on my [00:13:00] face. But I'll tell you why. There was one story recently, like last month, where I got a text from a client on a holiday. [00:13:10] It was Labor Day and it was the employer and he had an employee that was in a hospital in Mexico, and he really wanted [00:13:20] to get back up into the United States as quickly as possible. Within one hour, I was able to make contact with Oscar Garcia, who I've known for 25 [00:13:30] years, and they had coordinated already an emergency evacuation within 24 hours. The the young man was in the United States [00:13:40] in a hospital, and he's almost fully recovered today, all within minutes. It was amazing. And that's one of a thousand stories occurred. [00:13:50] I mean, it's just amazing every day. And maybe not to that extreme, but it's just amazing at the at the what the relationships do with Oscar. I've known for 25 years and I had no problem. [00:14:00] I said, really, I hate to bug you on a on a holiday Oscar. And he said, No problem, Brad. I'll take care of it right now, my friend. And. And he did.
Kirti Mutatkar: [00:14:06] Yeah, yeah. He's amazing. He's is awesome. So when you think of [00:14:10] you, you told me earlier that you would have been either a teacher or doing what you do today. So do you ever go back and think about a different what [00:14:20] would life as a teacher would have been? Does that does that ever cross your mind? What if you've done something different every day?
Brent Eastman : [00:14:27] It's kind of a running joke where I when I'm done with the renewal meeting, [00:14:30] I always say I hate insurance and I and I kind of do because, you know, it can be a negative in that it is so different. Called to. And it's expensive, but [00:14:40] it can be so difficult to navigate the the system. But I quickly do an about face when I think I love owning my own business. I love my business [00:14:50] partners, the relationships that I've had with, you know, Dave and Nick, sorry that I mentioned earlier, Delilah Shiseido, Claire Eiseman, and then the newer people that come in, you know, Sachin, [00:15:00] Jason, Alex these are great people that are coming on board. They get it. Took them a little while maybe to understand what Agg is, but they picked it up really quickly. And [00:15:10] so relationships that I've had with them, it all comes down to trust. So when I go out in front of, say, a new prospective employer group and they're talking to me about [00:15:20] Knight Egg, I do not hesitate. I say, This is the right carrier. It will be your home. Once you go there, you will not leave. And it's all because I trust all [00:15:30] those names I'd mentioned before with the cast 1000 others.
Kirti Mutatkar: [00:15:33] So you trust them. But how? This is I. This is just from my curiosity. How [00:15:40] do you get the people who you you talk to the customers to believe in that and trust, trust, build that trust. How do you build trust with people [00:15:50] actions?
Brent Eastman : [00:15:51] And it's really simple. It's doing what you say. You'll do a follow up. If my son Sam's listening to this, he's probably rolling [00:16:00] his eyes right now because I say it every single day. You have to follow up. If I get an email or a phone call, they get a response immediately. First chance I have when I get [00:16:10] out of a meeting, the first thing I do is hop in my truck. I check my emails and my voicemails and I return. At least I'll get back to you as soon as possible. Type response right away. Follow [00:16:20] up and doing what you say that you'll do, and that builds trust very quickly.
Kirti Mutatkar: [00:16:25] That's interesting because you said if Sam was listening. So that's your next generation [00:16:30] who will be taking the business or whatever, taking it to the next level. There are other people listening to this and trying to understand what is that one nugget [00:16:40] I can take away from this that I might change. So would that. What would that be, you think, for the for the Sams of the world?
Brent Eastman : [00:16:47] I think I'm really excited to have Sam here. He's only [00:16:50] been here for two years, but he's a quick study. I'm learning something from every every day. He's actually corrected me on a few issues that I had no idea about. [00:17:00] He is going to take this agency to another level. You know, I am more of a plotter. I must see the ball hit the ball kind of guy. He's a bigger thinker, [00:17:10] much broader vision. But again, he's also really sensitive to the the relationships. And so he he does as good of a job, if not better [00:17:20] than I do in managing those relationships quickly. It's pretty funny all of a sudden. In fact, this is a funny story. I called a client that's been with me for 15 years [00:17:30] last week, and I brought Sam and their renewal last year and I said, okay, we have our December 1st renewal. Want to schedule a meeting with you? You said, No, we [00:17:40] don't want to see you. Just send Sam over. I said, No, no, no, I got to be there. He said, No, you will send Sam over. We don't want to see you. And so Sam has an appointment next Tuesday at [00:17:50] nine.
Kirti Mutatkar: [00:17:50] That's that's awesome. But that that's how people usually talk about the next generation, the millennials or whatever, and have a negative feeling about that. But I [00:18:00] think you and I shared that. I heard it in your voice. I think this this is this generation is going to take us to the next level because they they are big picture thinkers. They are [00:18:10] amazing the way they look at business and the way they look at life. It's very different.
Brent Eastman : [00:18:15] Absolutely. No question about it. I'm super excited. You know, I have had [00:18:20] companies come in and offer to buy my agency, and I've never even given it a second thought. My big plan, you know, 15 years [00:18:30] ago was to have a business that I could pass on to my one of my five or all my five children. I forgot my daughter, Amanda. Amanda is also with us. Sorry hun, but five children that our youngest are [00:18:40] twins juniors in college, so they still have a ways to go. But my, my whole plan was to have something that I could pass on to my kids someday and then maybe continue to work until they tell [00:18:50] me I have to go back home.
Kirti Mutatkar: [00:18:51] Okay, Dad, You know, go. Go on your vacations.
Brent Eastman : [00:18:54] That, too. Very important to you know, it's important to work and work hard, but it's also equally important to [00:19:00] make sure you spend time away on vacation or a holiday with your with your family.
Kirti Mutatkar: [00:19:04] So one of the things interesting things about you is your vacations. You take, right. You you [00:19:10] you go to all these places and you amazing vacations. Is there a connection between who you are brand and the passion that you have for travel?
Brent Eastman : [00:19:19] I [00:19:20] remember my wife and I were having dinner in Monterey, like 25 years ago. We'll be married 35 years this next April. And [00:19:30] we were talking about our kids. And when we were done talking about our kids, we really had nothing else to talk about. So we were worried. So what are we going to talk about when [00:19:40] we're empty nesters? And so we made a decision then. Well, maybe not right then, but over the course of time that her and I would take a vacation, just her and I every year we would do a family [00:19:50] vacation together every single year. And and we've done that and it's been great. The other thing we've done is we go to a lot of rock concerts. [00:20:00] We're going to go see Ringo Starr this Friday up in San Jose. You know, we're all we probably been at 12 concerts this year. That's our date night. We go out, we act a little bit crazy. We try to spend [00:20:10] the night where we're going. And it's all about my relationship with my wife, who probably the best thing in the world never happened to me.
Kirti Mutatkar: [00:20:17] So but that says it a lot, right? So [00:20:20] you treat you talked about your wife, you talked about your kids and your customers or members and United. Ag When you really come down to all [00:20:30] your stories, you're talking about human connections and relationships, no question. And you constantly trying to see how do I make this stronger, How do I make this more meaningful? [00:20:40] I think that that's all connected to Maureen and all the kids and everybody else here that's imprinted.
Brent Eastman : [00:20:47] All my I've got dear friends. I graduated from [00:20:50] Parma High School in 1981. The five godfathers of my five kids all graduated me from Parma High School in 1981, and I probably have five [00:21:00] times that number of really close friends that I graduated or were before or after maybe a year or two. Jeffrey and Gonzalez Irrigation Systems. You know that client probably listening right [00:21:10] now. Jeff Go Cardinals. You know, I met at Parma. He was a couple of years behind me, but it's just amazing. All the friends. It's not just family, it's also friends. [00:21:20] And I've got some really tight ones.
Kirti Mutatkar: [00:21:22] What has been your experience if somebody were looking at this from a small business and trying to take nuggets from this [00:21:30] on how to run a small business, seems like you have a very family dominant office. How does that work? Do you see pros and cons of [00:21:40] that?
Brent Eastman : [00:21:41] I do, and I've had clients over the years that had their insurance bill and it was all family members. And sometimes those businesses don't work because there has to [00:21:50] be revenue, there has to be a role, they have to be productive. They can't just get a paycheck. I would say if somebody was to ask me my advice in terms of bringing in family members, [00:22:00] I would say, number one, you know, make sure there's a role, make sure they're productive, because when you have a business, you better have more in revenues than you do in expenses.
Kirti Mutatkar: [00:22:09] And if [00:22:10] somebody were to ask, because I get asked this a lot, somebody who's not in sales and somebody who wants to explore kind [00:22:20] of that career or whatever, any any nuggets for them or any lessons that you can give them.
Brent Eastman : [00:22:28] Sales is [00:22:30] very difficult and it is not for anybody. Probably the best salesman I've ever known is our very own Alex Dillinger, who, by the way, was [00:22:40] one year behind me at Parma High School in 1981. That guy is fearless. He has no problem. So he's going out with Sam on a regular basis and they're walking into [00:22:50] a door. So the biggest challenge for anybody to get in sales is the fear of rejection and the fear of failure. Cold calls very [00:23:00] difficult. Once I was able to get past that was when I started having those relationships, having some success building some [00:23:10] clients. And then guess what happens after that? Referrals. And so I don't think I made a cold call personally in over 20 years. Poor Sam, he's out there every day, but [00:23:20] that's how you break into the business.
Kirti Mutatkar: [00:23:22] So when you think of small business and I was actually listening to this podcast this morning about this guy who's talking about [00:23:30] small business marketing, right, and a CRM customer relationship management tool and small businesses are so different. And [00:23:40] to be successful as a small business where you leave it for your kids as a legacy or having them take over, that's a very difficult thing to do. And [00:23:50] you must have struggled through this, right to make a decision to come into this and the day and day out as an entrepreneur, what you have to do. So [00:24:00] any life lessons from that or any lessons to take away from Curtis?
Brent Eastman : [00:24:04] I, I wish I could say that I was an entrepreneur and super smart, but it's just pure dumb [00:24:10] luck. I got lucky. I married a great woman who told me, didn't ask me. She told me I'm going out and starting my own business. And by the way, if I do, she'll. Manage my books. [00:24:20] And then from there, it's just been, you know, I'm sorry. If you look at large companies where they have, you know, vast numbers of employees, they have CEOs, [00:24:30] CFOs, general managers, HR managers, you know, small businesses don't have that. And so you have to be kind of a master at everything. And so our small businesses [00:24:40] and we have a lot here, we have some large companies, medium companies, we have a lot of small companies where it's a husband and wife operation and they have to wear all those hats and they have to make decisions, [00:24:50] including health insurance, and they know nothing about health insurance. And that's where we come in to explain to them, this is how it works, this is what you need to do. This is how you stay in compliant and this is how you ensure [00:25:00] that your employees appreciate what you're giving them. You know, work ethic is really what it comes down to. You've got to get up early and I do and my son does. But [00:25:10] our clients, they're up before sunrise, and so we have to be up there with them, so to speak. Kind of like stockbrokers with East Coast connections.
Kirti Mutatkar: [00:25:17] Right? Right. Hard work. You [00:25:20] hard.
Brent Eastman : [00:25:20] Work. My dad used to say Lamar Omaha EST, which is work conquers all in Latin.
Kirti Mutatkar: [00:25:27] Oh. Oh, that's awesome. Oh, [00:25:30] can you repeat that again, Lamar?
Brent Eastman : [00:25:32] Omar asked. I probably didn't pronounce it right, but it means work conquers all.
Kirti Mutatkar: [00:25:39] This [00:25:40] has been a very this has been an amazing conversation. And I, as I always say, right, these podcasts, interviews, I don't know who would listen to it. I really, really wish [00:25:50] member services listens to it and everybody at UNILAG listens to this because you have given everybody kind of a shout out during this conversation. So I'm excited [00:26:00] about that. But every time I do this and I, I usually don't think of who the listeners are, how many listeners, how many downloads I have, [00:26:10] because just doing this today, just sitting here in front of you and just having this conversation, that's for me, I'm that's fun and I'm [00:26:20] really enjoying it and I feel that's success. So this has been really, really fun. So thank you for that and I look forward to many more conversations with you.
Brent Eastman : [00:26:30] Curtis [00:26:30] An honor and a pleasure. Super honored that you would have me invite me to join you on this podcast. Love what I do. Love you, Knight. Ag It's 90% [00:26:40] of my business. I can't imagine working with anybody else but the inspiration that you've provided to not just me, our family, my business, our members [00:26:50] has been amazing. Keep up the good work.
Kirti Mutatkar: [00:26:53] Thank you. And so people don't see this, but I would want to get up and give you a big hug.
Brent Eastman : [00:26:58] Right on. Let's go. Thank [00:27:00] you.