May 15, 2025 • 33 mins
Trey Mauck, Agency Principal of Integrated Insurance Solutions, joins Trent and Patrick on “At Home with Roby”. Founded in September 2001 in Ashburn, VA, Integrated Insurance Solutions has 8 locations in the mid-Atlantic and over 80 employees. Trey shares details about the company’s steady growth over the years, his passion for the insurance industry and insights into what drives his commitment to the business and his clients.
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Episode Transcript
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Speaker 1 (00:00):
Welcome to at Home with Roby. I'm patrickmc isaac from
Roby Commercial and Services, a long with Trent Hayston from
the Robie Family of Companies.
Speaker 2 (00:06):
We are your hosts. What's up, Trent? Hey, Patrick, how
are you today, buddy?
Speaker 1 (00:11):
I'm good man.
Speaker 2 (00:12):
I'm catching a little judge Judy out of the corner
of my eyeback here. I think, Amen, I don't know
what to say. That woman's done it. Well, that's all
I can tell you. I mean, she's worth hundreds of
millions of dollars by sitting up on that little Yeah,
I'm gonna call it a stage.
Speaker 1 (00:32):
So I'll tell you something funny. The reason why I
wanted to say that is so when Scarlett gets mad
at my wife Jody, she calls her judge Jody. That's
pretty funny, that's pretty good, and then her ring toad.
I noticed the other day that she got a call
from my wife and it said, parole officer.
Speaker 2 (00:52):
Mom.
Speaker 1 (00:55):
Really, it's like you're playing with fire girl. You better
be careful with that man. Jody. She's a pretty witty
laying the great laying the SmackDown.
Speaker 2 (01:02):
I mean, not jo Scarlet. JODI's getting punked on Scarlet
needs to come on the radio and replace you.
Speaker 1 (01:10):
I think Scarlett.
Speaker 2 (01:10):
I think her wittedness is pretty good, and we ought
to get her on the show one day.
Speaker 1 (01:14):
She is pretty funny. I don't know, do it she
have any.
Speaker 2 (01:17):
Uh she been skating any lately?
Speaker 1 (01:19):
Yeah, actually that's funny that yeah, I say, unfortunately missed it.
But you know, she had a really hard time. We
had a competition up in Greensboro and she didn't do well.
She kind of tripped a couple of times and got
last place, and it was she was pretty pretty broken up.
And this past weekend she had one near Columbia and
got second place out of seventh. Wow, she's never done
(01:41):
that before. She got to stand on the podium and
now we're gunning for a goal. Baby, we're gonna go.
She wants to get through another one at the end
of summer, try to try to get that old elusive
singles gold medal.
Speaker 2 (01:52):
Man. That is awesome.
Speaker 1 (01:54):
Yeah, that's cool. Yeah, to keep trying well.
Speaker 2 (01:57):
Assistant coach Haston has a baseball game night for Ford,
So the best first base coach you've ever seen.
Speaker 1 (02:05):
That's why you're dressed so dapperly today.
Speaker 2 (02:07):
No, I just had my bag packed and I had
a couple of things I didn't wear this weekend, so
I went ahead and warm.
Speaker 1 (02:14):
I got you. Where did you venture off to this?
Speaker 2 (02:16):
I was in this funny thing. I was in Omaha
for my third year in a row at the Berkshire
Hathaway shareholders meet and Warren Buffett. It was a big event.
Warren announced at the end of the meeting that he
is recommending to the board that Greg Abel replaced him
(02:38):
as the chairperson the leader of the organization at the
end of the year. He's ninety four, so pretty monumental event.
And his forever partner since nineteen sixty. Charlie Munger two
(03:00):
years ago was at the meeting and he's full of
cracks and jokes and and mongnerisms and stuff. Very smart guy.
If you ever have a chance to listen to any
of his stuff on the YouTube or read his books,
they're awesome, very funny man, very wise man. Uh. He
(03:20):
passed away between two years ago, year and a half
ago before last year's shareholders meeting. I've been three years
in a row and so I got to see his
last meeting, and then I also got to see I
think it might not be it might not be Warren's
last meeting, but it'll be his last meeting as the leader.
Speaker 1 (03:41):
That's pretty cool. Yeah, And did they have they keep
a chair for Charlie on the stage? Is that right?
And it's just empty or did they replace him up
there with somebody else?
Speaker 2 (03:52):
No, they had three three gentlemen on the stage and
three chairs. I don't know, well the second half of
the day that was an empty chair. One fellas that
wasn't there. But anyway, at the heart of Berkshire Hathaway,
they are an insurance holding company and then they own
a lot of operational businesses and invest in a lot
(04:12):
of business They are an investors around insurance and kind
of cool with what's going on today and who we
have as our guests A Dalt that on in a
few minutes, but maybe somebody from the insurance industry. So,
but everybody, you know, the layperson doesn't think of Berkshire
(04:34):
Hathaway necessarily as as an insurance company. They think of
them as just a big business. Probably don't know what
they do, but they own a lot a lot of
shares and a lot of successful businesses and then also
operating insurance businesses, primarily the business. So everybody around here.
(04:55):
I mean, in the last couple of years Berkshire Hathaway
real estate. You see real estate science that say Berkshire Hathaway.
Speaker 1 (05:03):
So we've had a Fontaine modifica contained modifi fires. Can
I say modification modification? You know it's bad when I
can say stuff that you can't say. But there they're
a Berkshire Hathway company too. They are, yeah, which is
pretty cool. They've been on the show here before, great clans.
Speaker 2 (05:21):
I mean they own are invested in hundreds of companies
that you don't even know. Uh, you know, Fonteane's great.
They modify freightliner rigs and stuff for municipalities like trash trucks,
street sweepers and stuff like that. So yeah, but that, yeah,
operating business that that Berkshire has its hands in it
(05:41):
so really cool. So uh like to hear our guest
thoughts on that when when we allow him to speak, Ah,
what do you think about? That got him? I don't
know if I've said this. I might have said this
on the last show. Alas is our exchange stent. She's
(06:02):
now in her second excuse me, she's today starts her
third week. She came in Saturday two weeks ago from France,
and she is awesome, having a good time. I think, uh,
she's really bonded well with with my family and and
specifically my daughters who who she goes to school with
(06:25):
and and hangs out with.
Speaker 1 (06:27):
Very cool. Are you going to plan to go visit her?
Speaker 2 (06:30):
I'm not. I mean maybe I don't really think so.
I don't know, man, I still got to see some
places in South Carolina. I mean really heard that. But
but no, it's been fun and it's cool to She's
got to do a lot of cool things. With Reagan
being being the Mom of the Century sets up us
(06:54):
doing stuff. We went and looked visited Wilmington last monday
for my girls, the College of Wilmington, and we visited
the College of Charleston the monday before that. So I
get to tag along and hang out with the boys
and go look for sharks teeth and stuff like that.
Speaker 1 (07:10):
I think that's secretly why you're doing these coastal schools
so you can go look for sharks tea. It's like, yeah,
we can go to I'm gonna go on beach.
Speaker 2 (07:20):
Well I was like, well, why don't why can't we
go on the tour. Reagan's like, uh negative. We did
a Chapel Hill tour, me and the boys with them
with the ladies, and then we did half of a
Clemson tour and she will not let us go on
any more college tours. Why do you got to mess
up the Clemson tour that I gotta buy gas, buy
(07:41):
food and drive the car.
Speaker 1 (07:43):
That sounds about rating.
Speaker 2 (07:44):
So actually Rowan's fifteen, she's I think she just passed
on the way home. Her sixty hours required to get
her license, so her birthday is until late July. But now,
if you're fifteen in North Carolina, I know this because
of her. You have to drive for sixty hours plus
to qualify, and a certain amount of that has to.
Speaker 1 (08:05):
Be at night.
Speaker 2 (08:06):
So she's stilling. Good man, you hear about all these
kids that you know they got a week left and
only got twenty hours. Oh yeah, but she's on top
of it, and she's it's really cool both now Tatum
who is seventeen, and Rowan, who has got our earners
per minut at fifteen, how much they improved between our
(08:30):
one and hour sixty, and then how much Tatum has
improved now driving on her own for well over a year,
so many they're growing up together.
Speaker 1 (08:43):
That probably once.
Speaker 2 (08:44):
Again we have an insurance guy. He's going to talk
about all this stuff. My insurance premium is real low
in my family. Yeah heard that. But but yeah, man,
I'm excited. Uh be on run Berkshire had a golf
trip the beat, you know, collars tour kiteboarding, which is fun.
(09:09):
Insurance guys love that sport. And but I'm but I'm
here and I'm excited. I ready to see see what
the second half of We're getting close to halfway through
the year, halfway through twenty twenty five. We're recording this.
This is the first our first recording in May of
twenty five. That's another two months. We'll be busting on
(09:31):
another side of this thing. At to get hot time flyes.
We like hot. We like hot. You are on the
home services business. Thank you, Thank you. I appreciate that
you're welcome. You like the heat in the home services business.
I hear you, all right. Well, our guest today is
a good friend and manages the Roby family's insurance as
(09:54):
well and also a partner of mine and an insurance venture,
Trey Mat. When we return, you're listening to at Home
with Roby.
Speaker 1 (10:03):
Don't forget Roeby Services is your one stop source for
all your electrical heating, cooling, plumbing and handyman needs. Keep
it easy and get it all done by one. Roby
servicesnow dot com. That's robiservicesnow dot com. Welcome back to
at Home with Roby. I'm Patrick Pickcaac from Roby Commercial
and Services. I'm Trent Hasten from the Roby Family of Companies. Trent,
(10:23):
we are now joined by Trey Mock. But I'm gonna
tell you something. He is not the first Tray Mock
that I know. I went to high school with a
guy named Trey Mock who was well, he was our mascot,
the Walton Raider, then he became the Auburn Tiger, and
as late he is the Indianapolis cult. Made a career
out of this and that cool what Yeah, pretty sweet.
But his name is Trey Trey Mack as well spelled
(10:46):
the exact same way. So, Trey, anytime I hear your name,
I get this guy's up.
Speaker 2 (10:50):
Are you related to him?
Speaker 1 (10:52):
Trey image in my head?
Speaker 3 (10:53):
I hope not.
Speaker 2 (10:55):
I mean, man, I've never first I've never heard first
time I've ever heard of somebody making a crew out
of being a mascot. He needs to come on the
he needs to be a guest on the.
Speaker 1 (11:05):
Home I lost. I lost track of that tree. But
not the first time we've had a mascot with the
second time we had had Scott east Otto the Orange.
Speaker 2 (11:14):
He was on the show, that's true, but he didn't
make a career out of it.
Speaker 1 (11:18):
So, Trey, what mascot were you?
Speaker 3 (11:22):
Mascot?
Speaker 4 (11:22):
Man?
Speaker 3 (11:22):
I in high school?
Speaker 4 (11:24):
I guess we were the knights Man. So I've got
to go a knight and like something you know something
else you know?
Speaker 3 (11:30):
So, but uh, yeah, we were the Knight.
Speaker 2 (11:32):
Do you still have your sword?
Speaker 4 (11:35):
I do not.
Speaker 3 (11:36):
I do not have my sword, man, I do not.
Speaker 4 (11:39):
I do not. As my business has grown, I my
sword's been you know, worn out soul.
Speaker 3 (11:45):
How how are you in indulled?
Speaker 1 (11:47):
How are you at jousting?
Speaker 4 (11:50):
Jousting? I would say I'm a rookie. I have not
been on the jousting mat or whatever the hell you
call that. But uh I am I am not.
Speaker 1 (11:57):
A jouster, dangerous sport, not a joust.
Speaker 3 (12:00):
So Patrick, Hope, are you a just.
Speaker 2 (12:04):
He's not a night. I was a raider, a raider
man he was running ship, he was taking down ships.
So Trey is calling in from Virginia said, he's gonna
be down in the Carolina's in a couple of weeks. Uh,
where abouts in Virginia?
Speaker 1 (12:21):
Are you, Trey?
Speaker 3 (12:23):
Yeah?
Speaker 4 (12:24):
The main location of Integrated Insurance is Ashburn, Virginia, right
near Dulles Airport.
Speaker 2 (12:30):
Dulles Airport got it in Virginia. So integrated Insurance? How
did where did that come from?
Speaker 1 (12:39):
And what is that?
Speaker 4 (12:42):
Yeah? I don't know what funny story on that is.
Speaker 3 (12:45):
Uh.
Speaker 4 (12:46):
I came out of college from James Madison and spent
spent seven years at three M Company and then seven
years with that and on the insurance side. And then
my college roommate called me up uh after I spent
a small time up on Wall Street, and said, well,
do you want to start an insurance agency? So we
(13:06):
started September one, two thousand and one, and that was
the name we came up with back in two thousand.
Speaker 2 (13:13):
And one, Integrated Insurance. September one, two thousand and one,
nine eleven, two thousand and one was ten days later.
Speaker 4 (13:24):
Wow, yeah, correct, and actually rocked the insurance world because
it was you know, that triggered a lot of terrorism things,
and it was the first time that you know, the
word terrorism was used a lot of insurance. So it
was actually a little bit of turmoil. But it settled down,
you know, after a couple months. I'd say, well, what
we got going on in the insurance market right now
(13:45):
was just the uh, you know, the natural disasters, inflation
and other things that are driving costs.
Speaker 3 (13:50):
Through the roof. Is sort of similar to.
Speaker 4 (13:53):
The turmoil we expend we experienced back in two thousand
and one.
Speaker 2 (13:59):
Wow. Well, I talk a lot about oh, go ahead,
go ahead. Sorry, a little bit.
Speaker 4 (14:04):
Different in some ways, but the term all the you know,
lack of direction, the inflation to the cost of the insurance,
things like that, we're very similar back in that timeframe.
Speaker 2 (14:13):
Also, mm well, I got out of college in two thousand.
Uh so I was a little over a year in
full time when uh, when nine to eleven happened, and
uh it rocked the whole business world. But but I
talk about it. I mean, it went from full steam
(14:35):
ahead to in Charlotte and the construction industry to zero.
But it really only lasted for several months. And then
America is so resilient, which is the thing I think
finally of often about my memories of that time and
how we united and everybody came together and we said, hey,
(14:55):
we're gonna fight back, and we're gonna we're gonna get
along and we're gonna do this. So it came back
really quick. Relative to uh two thousand and eight and nine,
that was, uh, that was a little a little more
painful relative to the business, not relative to uh to
the folks uh that were four front and nine to
eleven though, God bless them.
Speaker 3 (15:17):
Yeah, agreed.
Speaker 4 (15:18):
Yeah, tough time right there, you know, all around, but
it was good. We started out tough in the business.
You know, it's never easy to start up, you know,
start up the business. So you know, by catching it
there made us a little tougher, made us a little
better at what we were doing. So you know, uh, it
turned out well.
Speaker 2 (15:35):
We we're uh you you started it in where you're
at now, in Virginia near Dullas.
Speaker 4 (15:43):
Yeah, yeah, we did start in Virginia. Currently, we're up
to eight physical locations, mainly in the Mid Atlantic, and
so have been very.
Speaker 3 (15:52):
Blessed there with growth.
Speaker 4 (15:53):
I think we're just shived by eighty total employees, including
our partnership and you know, insurance is one of those
things I heard you talking about Warren Buffett briefly. The
reason Warren's and you know, investments like an insurance it's
a slow, steady so you know, we're not a federal
contractor that's going to go raise four hundred employees or
like I had a friend that just lost his USAID contract,
(16:14):
you know, went from a couple hundred to zero overnight.
You know, insurance is sort of that eight percent growth
factor somewhere eight to.
Speaker 3 (16:21):
Twelve every year.
Speaker 4 (16:23):
Though, it's pretty steady in that regard. You know. Thus,
you know, as you guys said, you know Warren Odins,
I think you know, over one hundred insurance company owns
Geico USLI Boat US.
Speaker 3 (16:37):
I gets boat US, not USA, but boat US.
Speaker 4 (16:40):
I think it's over one hundred different companies and we
do business with probably at least a half a dozen
or maybe more. Very prominent.
Speaker 2 (16:50):
Yeah. So, okay, So I met you through Brenton Beeson,
who's been on a show a couple of times. Owned
is a business called beat Be Fiberglass that his father started,
and you were really close. I met you through him
and his father. Tell us how that started.
Speaker 4 (17:10):
Yeah, So that's one of the best stories of my
life actually, So you know, I got I got married
to my my wife, you know, who was my sidekick
at James Madison.
Speaker 3 (17:22):
Very impressive young lady.
Speaker 4 (17:23):
You know. She chairs the Governor's Counsel for the Women
in the State of Virginia. SE's the chairwoman of the bid.
She's the chairwoman of the Business School of JMU. You know,
Rise of Harley and packs a gun. So my wife,
my wife, Jolie, and you know, four kids. But so
you know, as you look at how the insurance business
(17:44):
just you know, has evolved. We started out, you know,
as I mentioned in two thousand and one, and it's
just a slow steady that eight percent just sort of
compounds on itself over time. And you know, we've been
very blessed to have almost every insurance carrier. So you know,
we're in a position that we don't don't really lose
because somebody goes to a competitive market. So it's a
(18:04):
little bit different philosophy. You know, we come outside the uh,
we come outside the you know, outside the box a
lot too, and joint ventures and other.
Speaker 3 (18:12):
Types of relationships.
Speaker 4 (18:14):
Everybody's looking to, you know, raise additional revenue. So been
fortunate enough to strike a couple you know business uh
uh deals with some local banks up here. So again
not your typical insurance guy in some ways.
Speaker 2 (18:27):
Yeah, tell me about Bill Beeson.
Speaker 3 (18:30):
Yeah, yeah, I'm sorry, Buddy got off on a tangent.
Speaker 4 (18:33):
But when you started out, yeah, yeah, my bust on that.
So when you look at it in regards to how
I met Bill, is that led into Jolie and I
getting married. And I had an offer with three m
at the time to uh to move to Virginia Beach.
Joey said no. Then it was Richmond and she said no.
And on Monday three I'm walking and told me, buddy,
(18:55):
uh told me, uh, you're moving to Toledo or you're fired.
So I took my bride of a few weeks a
month and we moved to Toledo, Ohio. And then my
next door neighbor at the time turned out to be
Brent's father, Bill and his wife Pam and Brand at
the time probably was like ten eleven, twelve years old,
(19:15):
and you know, we'd come home from work and throw
ball and became great friends.
Speaker 3 (19:19):
Up there.
Speaker 4 (19:21):
Brutal winters, the sun never shined, very easy to be depressed,
and if it wasn't for Bill and Pam, I probably
wouldn't be married today. It was you know, my wife
throve ninety miles to work each day, you know, really
found out. It was like the coldest winter in like
twenty years.
Speaker 3 (19:37):
But to today.
Speaker 4 (19:38):
The gentleman passed, you know, turned out to be a
mentor of me, of mine and helped me launch my
business career, not only you know, with a lot of support,
but also financially.
Speaker 3 (19:48):
So.
Speaker 4 (19:49):
And then the first time I heard about your show,
I guess you mentioned Bill's passing, and I had brought
up that Jane, you had just lost a bowl game
and that if we'd had Dabbo we would have one.
So I think you mentioned this here in that radio show.
Somewhere around that time my name got on this so
this is my second time on your show.
Speaker 2 (20:08):
And then got it, got it all right? I heard
that so so uh so that Brent connected us and
we had been talking about utilizing our businesses to uh
to start an insurance company for for a while and
uh just in tongue in cheek in our ypo and
(20:31):
stuff and Young President's organization, A couple of us that
buy various types and a lot of insurance and you
came in and one of you said, you said, out
of your out of your partnerships and ventures, we are
one of them. A group of us down here, Brent,
Brian Ferris and those guys, Rich Ballot, uh so tell
us about that.
Speaker 4 (20:53):
Yeah, So I think it actually went back to an
idea that you guys had and we were at a
Clemson game and it came up in a conversation.
Speaker 3 (21:00):
And we were going through.
Speaker 4 (21:01):
COVID, so you weren't really having a lot of meetings
and interactions with clients or face to face activities. So
you know, during that I don't know if i'd call
it a lull, but during that period this conversation came
up and we started evaluating the idea. It took about
a year to get through the insurance commissioner and validate
that everything we were trying to do with you know,
me within the guidelines and the rules. And then the
(21:23):
idea was to, you know, try to take all the
insurance services that were offered, you know, to these large
family owned businesses and put them all into one bucket
and then try to reduce the costs for the companies,
which we were one hundred percent successful for and then
it really changed the dialogue. We don't have a dialogue
like an insurance agent to you know, a CFO or
(21:44):
a director of HR or even to an owner. It's
a different dialogue because we're able to really, you know,
spell it all out. We're not, you know, we're bringing
best practices and some other cool things.
Speaker 3 (21:54):
To the table.
Speaker 4 (21:55):
So the relationship has been phenomenal. We bught I think
roughly ninety five percent of all eligible business over into
one bucket, which moved us right into the top twenty
five in Charlotte. You know from a revenue perspective.
Speaker 2 (22:07):
Wow, I didn't realize that. Yeah. No, it's been good
our buying power and our and I honestly the diversity
of the insurance that we have with our various type
of businesses, manufacturing business, cell phone, storefront type business, construction business,
have a bunch of vehicles in some of the businesses.
(22:29):
It's been really good. And you've been a really good partner,
and your knowledge of the insurance industry is great. Uh,
what is I got a question for you? What is
your favorite thing about the insurance business?
Speaker 4 (22:46):
Do you know? Uh, you know, with the help that
you guys, you know, have given us Trent, you know,
through the team there.
Speaker 3 (22:52):
It escalated me.
Speaker 4 (22:53):
To a higher level of understanding the insurance business and
now not uncommon for me to be able to sit
down and have a conversations with CEOs or other high
level executives, you know, and see where they're headed, you know,
in the future, and trying to stay ahead of that curve.
You know, a lot of the big textures everybody thought
was going to be worth millions and billions of dollars
and this is the greatest thing to change, you know,
(23:14):
the world of you know, insurance. A large percentage of
those have already tanked and failed, so you know, so
it's sort of interesting to stay ahead of that curve.
So that's what I like about the insurance the best.
Speaker 3 (23:27):
I think.
Speaker 2 (23:27):
What do you can you explain to our listener what
the buckets of insurance are that that a person or
a business, a consumer or a business needs.
Speaker 3 (23:39):
Yeah. Absolutely, you know, if you start at the basics.
Speaker 4 (23:42):
You know, you think about homeowners insurance of you know,
your homeowners and auto insurance is you know, one of
the most common you know, mandated by law in most
cases are mandated by a bank that you carry the
homeowners insurance. There's about eight hundred companies that sell homeowners insurance.
So there's a big variety of market and they'll all
have their special appetites. Some may you know, work with
certain you know vi IP of fluent individuals. Only some
(24:07):
may work in you know, different types of scenarios, for example,
selling renters insurance. Then you know, you jump into you know,
business insurance, which again with you and Patrick both business owners,
you know, you have business protection in the event that
something's you know, happens.
Speaker 3 (24:23):
It's horrible.
Speaker 4 (24:23):
I saw a video of one of your drivers getting
hit by an individual at sixty miles an hour, and
I'm surprised that person lived. So again, as a company,
you know, you provide insurance to him to take care
of his family if something did happen. And then there's
a variety of business insurances that also step in there
to help the business owner recover whatever they might you know,
(24:46):
haveing a loss. And you know, you have health insurance,
you know, a variety of different types of you know,
most companies provide health insurance when they get about ten
lives or above. But it goes on and on. Man, Buddy,
I tell you there's you know, all types of that.
But you know that's where the agent, you know, that's
why our you know, the agent role has gotten away
from just you know, here's a premium. It gets into
(25:08):
more now because you know the savings and the increases
we've experienced. I mean, the average insurance costs since January twenty.
Speaker 3 (25:15):
Three up thirty percent.
Speaker 2 (25:17):
Woom.
Speaker 3 (25:17):
You know.
Speaker 4 (25:18):
Now we're yeah, now we're a consultant talking about, you know,
how can we bundle, how can we put deductibles in?
How much can you you know again, raise that deductible too,
that if you had an event, you're not going to
file acclaim. And then you really got to there's a
there's an insurance score out there that most people don't
realize that you really got to make sure you protect that,
just like your credit score, because it follows you for
(25:38):
five years. And you know, you get a youthful driver
with a dui. You're talking about doubling your insurance premiums.
Speaker 2 (25:45):
Wow, thirty in two calendars in twenty four months, about
thirty months now we're we're in May. We were just
talking about that. That's that's crazy. Uh increase, How how
can you get costs down? You said, something about increasing
your deductible's bundle and explain that a little bit.
Speaker 4 (26:06):
Yeah, again, when you look at the insurance companies, you know,
the more risks that you're able to take on yourself. Insurance,
for example, homeowners is not designed for Johnny throws the windows,
you know, baseball through the front, you know window. You know,
it's really designed more for catastrophic events. But you know,
the insurance companies put all the advertising out there how
you file a claim for everything, so you really got
(26:26):
to manage your claims. You know, you don't want to
have a twelve hundred dollars claim in a thousand dollars
deductible because your insurance is going to go up a
thousand dollars. He's going to ride you for five years,
just like a speeding ticket.
Speaker 2 (26:38):
Yeah. And I think normal people, I mean, you don't
learn about insurance in school unless you're taking college courses
on insurance. But normal people don't learn about insurance. So
I think nobody they go buy insurance because that's what
you're supposed to do. That's what their dad did. He
paid health insurance, he you know, paid homeowners insurance, paid
(27:02):
vehicle insurance. And I think just as just what I
see in here on the streets, uh, through through the community.
I think people think if a baseball does get thrown
through a window, they do report it and instead of
paying it and not having an effect their premium or modifier,
(27:23):
what what have you. Uh. I think there's a big
education that could take place that could help the industry
and help everybody across the board with with people saying, hey,
maybe I don't report this five hundred dollars window because
my deductibles three hundred dollars, I pay two hundred more
and I keep my good insurance rating. You know what
(27:46):
I'm saying.
Speaker 4 (27:47):
Pract Actually yeah, I said it like your credit score.
So again that's the same the same principle behind that.
And you are seeing you know, litigation skyrocket. You're seeing
the number of you know times that lawyers are in
vibe you involve skyrocket. So you know, we talked about
some of the lines of coverage. You know, you want
to make sure that you have an umbrella.
Speaker 3 (28:05):
Equal to your net worth.
Speaker 2 (28:07):
Is although when you're hunt, what's an umbrella.
Speaker 5 (28:10):
Brella If you literally think of an umbrella like a
like a traveler's umbrella, that's their symbol. Umbrella sets over
your home and auto and sets over liability, so bodily injury,
somebody gets hurt in a car accident, or someone you
know leaves your house with a couple of too many
drinks and they wreck on their way home. So things
like that, So you see a lot of litigation increase.
(28:31):
And i'd say two years ago cyber, I was really
worried about cyber, but we did a lot of things
to protect that. Now it's it's shifted to liability. And
then you know, things like just get your car fix.
Speaker 4 (28:43):
Used to be three days, Now it's you know, thirteen
to fourteen days, and a car sets on the lot waiting, waiting,
waiting on parts. So you know, you know that expense
is what's called some of these inflationary reactions. But again,
an umbrella sets over those things. Buddy, in a perfect world,
you know, simple advice here, My wife is a CFP
and and I spent time, you know, with my financial licenses.
(29:06):
But again you're looking for the umbrella to set over
to protect your net worth. So somewhere in that range
of what your net worth is, somewhere around there should
be your total umbrellavaut, you know, umbrellavaut especially if you
have youthful kids that are driving.
Speaker 2 (29:21):
So it is a policy that helps supplement the other
direct policies vehicle insurance, homeowners insurance, liability insurance, injury, and
it helps helps in all those situations if one comes
up correct?
Speaker 3 (29:38):
Correct?
Speaker 4 (29:39):
Do you have a shot plane that shows up and
you know, again it could be something to you're hit
by somebody and they're uninsured. Sounds crazy, but you know,
we just paid out a two point two million dollar
lawsuit on that one where the passenger in the car
got hurt and it wasn't a driver's fault.
Speaker 3 (29:54):
It was hit by somebody that wasn't.
Speaker 4 (29:56):
Licensed, didn't have car insurance, and that example, it's ironic
you file against yourself and the passenger sues you even
though it was your best friend. That's just sort of
the way the system works for them to recover their
medical expenses or lost income. But you know, a lot
of moving pieces out there. But that's why we, you know,
we try to take that role on as the consultant
(30:17):
to protect the individual or protect the company and make
sure to at least discussed. Someone may say I don't
need long term care insurance because I'm worth twenty million dollars.
You know, I can buy a nurse every day just
set beside my bed and do whatever I need her
to do. You know, you may not.
Speaker 2 (30:32):
That's that's very uncommon.
Speaker 4 (30:35):
I know, I thought i'd throw that in there, but
that's trick.
Speaker 3 (30:39):
Oh yeah, right, Patrick, that's Patrick Well, Trey.
Speaker 1 (30:43):
I mean, if someone's listened to the to the podcast
now and they're kind of interested and curious about maybe
just getting to check up or seeing what they have
is enough or not enough all the things, what's the
best way to get in touch and touch with you
and your team?
Speaker 4 (30:56):
Yeah, so through the website Integrated Insurance dot com and
you can go to the website there and and find us,
and then there's links to myself. You know, if somebody
had a detailed question or again wanted to explore, you know,
more conversation. But I Patrick Trent, I appreciate you guys
letting me talk about this. I'm passionate about it. And
you can tell you know, if I was telling those entrepreneurs. Yeah,
(31:18):
and if you could tell those entrepreneurs out there, I'd
say that, you know, that's one of the main things
I would find out there is just you know, it's
got to be something you're passionate about because it just
you know, it comes across when you get an opportunity
to talk about it.
Speaker 3 (31:29):
So thank you, guys.
Speaker 2 (31:31):
I think it's very cool. I mean, growing up insurance is.
I mean it's like, oh man, I'm paying for something
that's never gonna happen. I'm paying this premium. Never gonna happen.
Stuff is gonna happen. It's a fact. And protecting uh,
you as a person and your family and and your
(31:53):
assets is very important. And you don't realize, dang it,
wish I had done it, Wish I had been prepared
until the whatever it is happens. So I think there's
a lot of a lot of education behind it. And
I'm gonna say, uh, Trey, your team that works with
us over it integrated. My wife has inherited from me
(32:16):
handling all our family's insurance, which is which is a
lot more dynamic than it was twenty years ago when
I handled it.
Speaker 1 (32:24):
We have five.
Speaker 2 (32:25):
Kids and cars and da dah da da da boat.
She feels very comfortable with It't always the roses conversation
because you are paying for for for protection, but she
feels very comfortable and you guys do a wonderful job
explaining it. So I would welcome anybody that's listening to
(32:48):
learn more and check it out and hit you hit
Tray up and tell him it came from the At
Home with Ruby show. How about that?
Speaker 1 (32:54):
He will give you five objective.
Speaker 3 (32:59):
Now. It's very kind. So I appreciate the time.
Speaker 2 (33:01):
Today Integrated Insurance dot Com. Is that right?
Speaker 3 (33:07):
That's correct?
Speaker 2 (33:08):
All right? Well man, that that was fun topic I
like to talk about. I heard a lot about it
this weekend up at the Berkshire meeting. Uh in Omaha.
Uh go do the golden rule today, treat others the
way you want to be treated, and carry a smile
around on your face. Thank you Trey Mark for being
here Integrated Insurance dot Com and uh have a wonderful day.
Speaker 3 (33:30):
Cheers
Welcome to at Home with Roby. I'm patrickmc isaac from
Roby Commercial and Services, a long with Trent Hayston from
the Robie Family of Companies.
Speaker 2 (00:06):
We are your hosts. What's up, Trent? Hey, Patrick, how
are you today, buddy?
Speaker 1 (00:11):
I'm good man.
Speaker 2 (00:12):
I'm catching a little judge Judy out of the corner
of my eyeback here. I think, Amen, I don't know
what to say. That woman's done it. Well, that's all
I can tell you. I mean, she's worth hundreds of
millions of dollars by sitting up on that little Yeah,
I'm gonna call it a stage.
Speaker 1 (00:32):
So I'll tell you something funny. The reason why I
wanted to say that is so when Scarlett gets mad
at my wife Jody, she calls her judge Jody. That's
pretty funny, that's pretty good, and then her ring toad.
I noticed the other day that she got a call
from my wife and it said, parole officer.
Speaker 2 (00:52):
Mom.
Speaker 1 (00:55):
Really, it's like you're playing with fire girl. You better
be careful with that man. Jody. She's a pretty witty
laying the great laying the SmackDown.
Speaker 2 (01:02):
I mean, not jo Scarlet. JODI's getting punked on Scarlet
needs to come on the radio and replace you.
Speaker 1 (01:10):
I think Scarlett.
Speaker 2 (01:10):
I think her wittedness is pretty good, and we ought
to get her on the show one day.
Speaker 1 (01:14):
She is pretty funny. I don't know, do it she
have any.
Speaker 2 (01:17):
Uh she been skating any lately?
Speaker 1 (01:19):
Yeah, actually that's funny that yeah, I say, unfortunately missed it.
But you know, she had a really hard time. We
had a competition up in Greensboro and she didn't do well.
She kind of tripped a couple of times and got
last place, and it was she was pretty pretty broken up.
And this past weekend she had one near Columbia and
got second place out of seventh. Wow, she's never done
(01:41):
that before. She got to stand on the podium and
now we're gunning for a goal. Baby, we're gonna go.
She wants to get through another one at the end
of summer, try to try to get that old elusive
singles gold medal.
Speaker 2 (01:52):
Man. That is awesome.
Speaker 1 (01:54):
Yeah, that's cool. Yeah, to keep trying well.
Speaker 2 (01:57):
Assistant coach Haston has a baseball game night for Ford,
So the best first base coach you've ever seen.
Speaker 1 (02:05):
That's why you're dressed so dapperly today.
Speaker 2 (02:07):
No, I just had my bag packed and I had
a couple of things I didn't wear this weekend, so
I went ahead and warm.
Speaker 1 (02:14):
I got you. Where did you venture off to this?
Speaker 2 (02:16):
I was in this funny thing. I was in Omaha
for my third year in a row at the Berkshire
Hathaway shareholders meet and Warren Buffett. It was a big event.
Warren announced at the end of the meeting that he
is recommending to the board that Greg Abel replaced him
(02:38):
as the chairperson the leader of the organization at the
end of the year. He's ninety four, so pretty monumental event.
And his forever partner since nineteen sixty. Charlie Munger two
(03:00):
years ago was at the meeting and he's full of
cracks and jokes and and mongnerisms and stuff. Very smart guy.
If you ever have a chance to listen to any
of his stuff on the YouTube or read his books,
they're awesome, very funny man, very wise man. Uh. He
(03:20):
passed away between two years ago, year and a half
ago before last year's shareholders meeting. I've been three years
in a row and so I got to see his
last meeting, and then I also got to see I
think it might not be it might not be Warren's
last meeting, but it'll be his last meeting as the leader.
Speaker 1 (03:41):
That's pretty cool. Yeah, And did they have they keep
a chair for Charlie on the stage? Is that right?
And it's just empty or did they replace him up
there with somebody else?
Speaker 2 (03:52):
No, they had three three gentlemen on the stage and
three chairs. I don't know, well the second half of
the day that was an empty chair. One fellas that
wasn't there. But anyway, at the heart of Berkshire Hathaway,
they are an insurance holding company and then they own
a lot of operational businesses and invest in a lot
(04:12):
of business They are an investors around insurance and kind
of cool with what's going on today and who we
have as our guests A Dalt that on in a
few minutes, but maybe somebody from the insurance industry. So,
but everybody, you know, the layperson doesn't think of Berkshire
(04:34):
Hathaway necessarily as as an insurance company. They think of
them as just a big business. Probably don't know what
they do, but they own a lot a lot of
shares and a lot of successful businesses and then also
operating insurance businesses, primarily the business. So everybody around here.
(04:55):
I mean, in the last couple of years Berkshire Hathaway
real estate. You see real estate science that say Berkshire Hathaway.
Speaker 1 (05:03):
So we've had a Fontaine modifica contained modifi fires. Can
I say modification modification? You know it's bad when I
can say stuff that you can't say. But there they're
a Berkshire Hathway company too. They are, yeah, which is
pretty cool. They've been on the show here before, great clans.
Speaker 2 (05:21):
I mean they own are invested in hundreds of companies
that you don't even know. Uh, you know, Fonteane's great.
They modify freightliner rigs and stuff for municipalities like trash trucks,
street sweepers and stuff like that. So yeah, but that, yeah,
operating business that that Berkshire has its hands in it
(05:41):
so really cool. So uh like to hear our guest
thoughts on that when when we allow him to speak, Ah,
what do you think about? That got him? I don't
know if I've said this. I might have said this
on the last show. Alas is our exchange stent. She's
(06:02):
now in her second excuse me, she's today starts her
third week. She came in Saturday two weeks ago from France,
and she is awesome, having a good time. I think, uh,
she's really bonded well with with my family and and
specifically my daughters who who she goes to school with
(06:25):
and and hangs out with.
Speaker 1 (06:27):
Very cool. Are you going to plan to go visit her?
Speaker 2 (06:30):
I'm not. I mean maybe I don't really think so.
I don't know, man, I still got to see some
places in South Carolina. I mean really heard that. But
but no, it's been fun and it's cool to She's
got to do a lot of cool things. With Reagan
being being the Mom of the Century sets up us
(06:54):
doing stuff. We went and looked visited Wilmington last monday
for my girls, the College of Wilmington, and we visited
the College of Charleston the monday before that. So I
get to tag along and hang out with the boys
and go look for sharks teeth and stuff like that.
Speaker 1 (07:10):
I think that's secretly why you're doing these coastal schools
so you can go look for sharks tea. It's like, yeah,
we can go to I'm gonna go on beach.
Speaker 2 (07:20):
Well I was like, well, why don't why can't we
go on the tour. Reagan's like, uh negative. We did
a Chapel Hill tour, me and the boys with them
with the ladies, and then we did half of a
Clemson tour and she will not let us go on
any more college tours. Why do you got to mess
up the Clemson tour that I gotta buy gas, buy
(07:41):
food and drive the car.
Speaker 1 (07:43):
That sounds about rating.
Speaker 2 (07:44):
So actually Rowan's fifteen, she's I think she just passed
on the way home. Her sixty hours required to get
her license, so her birthday is until late July. But now,
if you're fifteen in North Carolina, I know this because
of her. You have to drive for sixty hours plus
to qualify, and a certain amount of that has to.
Speaker 1 (08:05):
Be at night.
Speaker 2 (08:06):
So she's stilling. Good man, you hear about all these
kids that you know they got a week left and
only got twenty hours. Oh yeah, but she's on top
of it, and she's it's really cool both now Tatum
who is seventeen, and Rowan, who has got our earners
per minut at fifteen, how much they improved between our
(08:30):
one and hour sixty, and then how much Tatum has
improved now driving on her own for well over a year,
so many they're growing up together.
Speaker 1 (08:43):
That probably once.
Speaker 2 (08:44):
Again we have an insurance guy. He's going to talk
about all this stuff. My insurance premium is real low
in my family. Yeah heard that. But but yeah, man,
I'm excited. Uh be on run Berkshire had a golf
trip the beat, you know, collars tour kiteboarding, which is fun.
(09:09):
Insurance guys love that sport. And but I'm but I'm
here and I'm excited. I ready to see see what
the second half of We're getting close to halfway through
the year, halfway through twenty twenty five. We're recording this.
This is the first our first recording in May of
twenty five. That's another two months. We'll be busting on
(09:31):
another side of this thing. At to get hot time flyes.
We like hot. We like hot. You are on the
home services business. Thank you, Thank you. I appreciate that
you're welcome. You like the heat in the home services business.
I hear you, all right. Well, our guest today is
a good friend and manages the Roby family's insurance as
(09:54):
well and also a partner of mine and an insurance venture,
Trey Mat. When we return, you're listening to at Home
with Roby.
Speaker 1 (10:03):
Don't forget Roeby Services is your one stop source for
all your electrical heating, cooling, plumbing and handyman needs. Keep
it easy and get it all done by one. Roby
servicesnow dot com. That's robiservicesnow dot com. Welcome back to
at Home with Roby. I'm Patrick Pickcaac from Roby Commercial
and Services. I'm Trent Hasten from the Roby Family of Companies. Trent,
(10:23):
we are now joined by Trey Mock. But I'm gonna
tell you something. He is not the first Tray Mock
that I know. I went to high school with a
guy named Trey Mock who was well, he was our mascot,
the Walton Raider, then he became the Auburn Tiger, and
as late he is the Indianapolis cult. Made a career
out of this and that cool what Yeah, pretty sweet.
But his name is Trey Trey Mack as well spelled
(10:46):
the exact same way. So, Trey, anytime I hear your name,
I get this guy's up.
Speaker 2 (10:50):
Are you related to him?
Speaker 1 (10:52):
Trey image in my head?
Speaker 3 (10:53):
I hope not.
Speaker 2 (10:55):
I mean, man, I've never first I've never heard first
time I've ever heard of somebody making a crew out
of being a mascot. He needs to come on the
he needs to be a guest on the.
Speaker 1 (11:05):
Home I lost. I lost track of that tree. But
not the first time we've had a mascot with the
second time we had had Scott east Otto the Orange.
Speaker 2 (11:14):
He was on the show, that's true, but he didn't
make a career out of it.
Speaker 1 (11:18):
So, Trey, what mascot were you?
Speaker 3 (11:22):
Mascot?
Speaker 4 (11:22):
Man?
Speaker 3 (11:22):
I in high school?
Speaker 4 (11:24):
I guess we were the knights Man. So I've got
to go a knight and like something you know something
else you know?
Speaker 3 (11:30):
So, but uh, yeah, we were the Knight.
Speaker 2 (11:32):
Do you still have your sword?
Speaker 4 (11:35):
I do not.
Speaker 3 (11:36):
I do not have my sword, man, I do not.
Speaker 4 (11:39):
I do not. As my business has grown, I my
sword's been you know, worn out soul.
Speaker 3 (11:45):
How how are you in indulled?
Speaker 1 (11:47):
How are you at jousting?
Speaker 4 (11:50):
Jousting? I would say I'm a rookie. I have not
been on the jousting mat or whatever the hell you
call that. But uh I am I am not.
Speaker 1 (11:57):
A jouster, dangerous sport, not a joust.
Speaker 3 (12:00):
So Patrick, Hope, are you a just.
Speaker 2 (12:04):
He's not a night. I was a raider, a raider
man he was running ship, he was taking down ships.
So Trey is calling in from Virginia said, he's gonna
be down in the Carolina's in a couple of weeks. Uh,
where abouts in Virginia?
Speaker 1 (12:21):
Are you, Trey?
Speaker 3 (12:23):
Yeah?
Speaker 4 (12:24):
The main location of Integrated Insurance is Ashburn, Virginia, right
near Dulles Airport.
Speaker 2 (12:30):
Dulles Airport got it in Virginia. So integrated Insurance? How
did where did that come from?
Speaker 1 (12:39):
And what is that?
Speaker 4 (12:42):
Yeah? I don't know what funny story on that is.
Speaker 3 (12:45):
Uh.
Speaker 4 (12:46):
I came out of college from James Madison and spent
spent seven years at three M Company and then seven
years with that and on the insurance side. And then
my college roommate called me up uh after I spent
a small time up on Wall Street, and said, well,
do you want to start an insurance agency? So we
(13:06):
started September one, two thousand and one, and that was
the name we came up with back in two thousand.
Speaker 2 (13:13):
And one, Integrated Insurance. September one, two thousand and one,
nine eleven, two thousand and one was ten days later.
Speaker 4 (13:24):
Wow, yeah, correct, and actually rocked the insurance world because
it was you know, that triggered a lot of terrorism things,
and it was the first time that you know, the
word terrorism was used a lot of insurance. So it
was actually a little bit of turmoil. But it settled down,
you know, after a couple months. I'd say, well, what
we got going on in the insurance market right now
(13:45):
was just the uh, you know, the natural disasters, inflation
and other things that are driving costs.
Speaker 3 (13:50):
Through the roof. Is sort of similar to.
Speaker 4 (13:53):
The turmoil we expend we experienced back in two thousand
and one.
Speaker 2 (13:59):
Wow. Well, I talk a lot about oh, go ahead,
go ahead. Sorry, a little bit.
Speaker 4 (14:04):
Different in some ways, but the term all the you know,
lack of direction, the inflation to the cost of the insurance,
things like that, we're very similar back in that timeframe.
Speaker 2 (14:13):
Also, mm well, I got out of college in two thousand.
Uh so I was a little over a year in
full time when uh, when nine to eleven happened, and
uh it rocked the whole business world. But but I
talk about it. I mean, it went from full steam
(14:35):
ahead to in Charlotte and the construction industry to zero.
But it really only lasted for several months. And then
America is so resilient, which is the thing I think
finally of often about my memories of that time and
how we united and everybody came together and we said, hey,
(14:55):
we're gonna fight back, and we're gonna we're gonna get
along and we're gonna do this. So it came back
really quick. Relative to uh two thousand and eight and nine,
that was, uh, that was a little a little more
painful relative to the business, not relative to uh to
the folks uh that were four front and nine to
eleven though, God bless them.
Speaker 3 (15:17):
Yeah, agreed.
Speaker 4 (15:18):
Yeah, tough time right there, you know, all around, but
it was good. We started out tough in the business.
You know, it's never easy to start up, you know,
start up the business. So you know, by catching it
there made us a little tougher, made us a little
better at what we were doing. So you know, uh, it
turned out well.
Speaker 2 (15:35):
We we're uh you you started it in where you're
at now, in Virginia near Dullas.
Speaker 4 (15:43):
Yeah, yeah, we did start in Virginia. Currently, we're up
to eight physical locations, mainly in the Mid Atlantic, and
so have been very.
Speaker 3 (15:52):
Blessed there with growth.
Speaker 4 (15:53):
I think we're just shived by eighty total employees, including
our partnership and you know, insurance is one of those
things I heard you talking about Warren Buffett briefly. The
reason Warren's and you know, investments like an insurance it's
a slow, steady so you know, we're not a federal
contractor that's going to go raise four hundred employees or
like I had a friend that just lost his USAID contract,
(16:14):
you know, went from a couple hundred to zero overnight.
You know, insurance is sort of that eight percent growth
factor somewhere eight to.
Speaker 3 (16:21):
Twelve every year.
Speaker 4 (16:23):
Though, it's pretty steady in that regard. You know. Thus,
you know, as you guys said, you know Warren Odins,
I think you know, over one hundred insurance company owns
Geico USLI Boat US.
Speaker 3 (16:37):
I gets boat US, not USA, but boat US.
Speaker 4 (16:40):
I think it's over one hundred different companies and we
do business with probably at least a half a dozen
or maybe more. Very prominent.
Speaker 2 (16:50):
Yeah. So, okay, So I met you through Brenton Beeson,
who's been on a show a couple of times. Owned
is a business called beat Be Fiberglass that his father started,
and you were really close. I met you through him
and his father. Tell us how that started.
Speaker 4 (17:10):
Yeah, So that's one of the best stories of my
life actually, So you know, I got I got married
to my my wife, you know, who was my sidekick
at James Madison.
Speaker 3 (17:22):
Very impressive young lady.
Speaker 4 (17:23):
You know. She chairs the Governor's Counsel for the Women
in the State of Virginia. SE's the chairwoman of the bid.
She's the chairwoman of the Business School of JMU. You know,
Rise of Harley and packs a gun. So my wife,
my wife, Jolie, and you know, four kids. But so
you know, as you look at how the insurance business
(17:44):
just you know, has evolved. We started out, you know,
as I mentioned in two thousand and one, and it's
just a slow steady that eight percent just sort of
compounds on itself over time. And you know, we've been
very blessed to have almost every insurance carrier. So you know,
we're in a position that we don't don't really lose
because somebody goes to a competitive market. So it's a
(18:04):
little bit different philosophy. You know, we come outside the uh,
we come outside the you know, outside the box a
lot too, and joint ventures and other.
Speaker 3 (18:12):
Types of relationships.
Speaker 4 (18:14):
Everybody's looking to, you know, raise additional revenue. So been
fortunate enough to strike a couple you know business uh
uh deals with some local banks up here. So again
not your typical insurance guy in some ways.
Speaker 2 (18:27):
Yeah, tell me about Bill Beeson.
Speaker 3 (18:30):
Yeah, yeah, I'm sorry, Buddy got off on a tangent.
Speaker 4 (18:33):
But when you started out, yeah, yeah, my bust on that.
So when you look at it in regards to how
I met Bill, is that led into Jolie and I
getting married. And I had an offer with three m
at the time to uh to move to Virginia Beach.
Joey said no. Then it was Richmond and she said no.
And on Monday three I'm walking and told me, buddy,
(18:55):
uh told me, uh, you're moving to Toledo or you're fired.
So I took my bride of a few weeks a
month and we moved to Toledo, Ohio. And then my
next door neighbor at the time turned out to be
Brent's father, Bill and his wife Pam and Brand at
the time probably was like ten eleven, twelve years old,
(19:15):
and you know, we'd come home from work and throw
ball and became great friends.
Speaker 3 (19:19):
Up there.
Speaker 4 (19:21):
Brutal winters, the sun never shined, very easy to be depressed,
and if it wasn't for Bill and Pam, I probably
wouldn't be married today. It was you know, my wife
throve ninety miles to work each day, you know, really
found out. It was like the coldest winter in like
twenty years.
Speaker 3 (19:37):
But to today.
Speaker 4 (19:38):
The gentleman passed, you know, turned out to be a
mentor of me, of mine and helped me launch my
business career, not only you know, with a lot of support,
but also financially.
Speaker 3 (19:48):
So.
Speaker 4 (19:49):
And then the first time I heard about your show,
I guess you mentioned Bill's passing, and I had brought
up that Jane, you had just lost a bowl game
and that if we'd had Dabbo we would have one.
So I think you mentioned this here in that radio show.
Somewhere around that time my name got on this so
this is my second time on your show.
Speaker 2 (20:08):
And then got it, got it all right? I heard
that so so uh so that Brent connected us and
we had been talking about utilizing our businesses to uh
to start an insurance company for for a while and
uh just in tongue in cheek in our ypo and
(20:31):
stuff and Young President's organization, A couple of us that
buy various types and a lot of insurance and you
came in and one of you said, you said, out
of your out of your partnerships and ventures, we are
one of them. A group of us down here, Brent,
Brian Ferris and those guys, Rich Ballot, uh so tell
us about that.
Speaker 4 (20:53):
Yeah, So I think it actually went back to an
idea that you guys had and we were at a
Clemson game and it came up in a conversation.
Speaker 3 (21:00):
And we were going through.
Speaker 4 (21:01):
COVID, so you weren't really having a lot of meetings
and interactions with clients or face to face activities. So
you know, during that I don't know if i'd call
it a lull, but during that period this conversation came
up and we started evaluating the idea. It took about
a year to get through the insurance commissioner and validate
that everything we were trying to do with you know,
me within the guidelines and the rules. And then the
(21:23):
idea was to, you know, try to take all the
insurance services that were offered, you know, to these large
family owned businesses and put them all into one bucket
and then try to reduce the costs for the companies,
which we were one hundred percent successful for and then
it really changed the dialogue. We don't have a dialogue
like an insurance agent to you know, a CFO or
(21:44):
a director of HR or even to an owner. It's
a different dialogue because we're able to really, you know,
spell it all out. We're not, you know, we're bringing
best practices and some other cool things.
Speaker 3 (21:54):
To the table.
Speaker 4 (21:55):
So the relationship has been phenomenal. We bught I think
roughly ninety five percent of all eligible business over into
one bucket, which moved us right into the top twenty
five in Charlotte. You know from a revenue perspective.
Speaker 2 (22:07):
Wow, I didn't realize that. Yeah. No, it's been good
our buying power and our and I honestly the diversity
of the insurance that we have with our various type
of businesses, manufacturing business, cell phone, storefront type business, construction business,
have a bunch of vehicles in some of the businesses.
(22:29):
It's been really good. And you've been a really good partner,
and your knowledge of the insurance industry is great. Uh,
what is I got a question for you? What is
your favorite thing about the insurance business?
Speaker 4 (22:46):
Do you know? Uh, you know, with the help that
you guys, you know, have given us Trent, you know,
through the team there.
Speaker 3 (22:52):
It escalated me.
Speaker 4 (22:53):
To a higher level of understanding the insurance business and
now not uncommon for me to be able to sit
down and have a conversations with CEOs or other high
level executives, you know, and see where they're headed, you know,
in the future, and trying to stay ahead of that curve.
You know, a lot of the big textures everybody thought
was going to be worth millions and billions of dollars
and this is the greatest thing to change, you know,
(23:14):
the world of you know, insurance. A large percentage of
those have already tanked and failed, so you know, so
it's sort of interesting to stay ahead of that curve.
So that's what I like about the insurance the best.
Speaker 3 (23:27):
I think.
Speaker 2 (23:27):
What do you can you explain to our listener what
the buckets of insurance are that that a person or
a business, a consumer or a business needs.
Speaker 3 (23:39):
Yeah. Absolutely, you know, if you start at the basics.
Speaker 4 (23:42):
You know, you think about homeowners insurance of you know,
your homeowners and auto insurance is you know, one of
the most common you know, mandated by law in most
cases are mandated by a bank that you carry the
homeowners insurance. There's about eight hundred companies that sell homeowners insurance.
So there's a big variety of market and they'll all
have their special appetites. Some may you know, work with
certain you know vi IP of fluent individuals. Only some
(24:07):
may work in you know, different types of scenarios, for example,
selling renters insurance. Then you know, you jump into you know,
business insurance, which again with you and Patrick both business owners,
you know, you have business protection in the event that
something's you know, happens.
Speaker 3 (24:23):
It's horrible.
Speaker 4 (24:23):
I saw a video of one of your drivers getting
hit by an individual at sixty miles an hour, and
I'm surprised that person lived. So again, as a company,
you know, you provide insurance to him to take care
of his family if something did happen. And then there's
a variety of business insurances that also step in there
to help the business owner recover whatever they might you know,
(24:46):
haveing a loss. And you know, you have health insurance,
you know, a variety of different types of you know,
most companies provide health insurance when they get about ten
lives or above. But it goes on and on. Man, Buddy,
I tell you there's you know, all types of that.
But you know that's where the agent, you know, that's
why our you know, the agent role has gotten away
from just you know, here's a premium. It gets into
(25:08):
more now because you know the savings and the increases
we've experienced. I mean, the average insurance costs since January twenty.
Speaker 3 (25:15):
Three up thirty percent.
Speaker 2 (25:17):
Woom.
Speaker 3 (25:17):
You know.
Speaker 4 (25:18):
Now we're yeah, now we're a consultant talking about, you know,
how can we bundle, how can we put deductibles in?
How much can you you know again, raise that deductible too,
that if you had an event, you're not going to
file acclaim. And then you really got to there's a
there's an insurance score out there that most people don't
realize that you really got to make sure you protect that,
just like your credit score, because it follows you for
(25:38):
five years. And you know, you get a youthful driver
with a dui. You're talking about doubling your insurance premiums.
Speaker 2 (25:45):
Wow, thirty in two calendars in twenty four months, about
thirty months now we're we're in May. We were just
talking about that. That's that's crazy. Uh increase, How how
can you get costs down? You said, something about increasing
your deductible's bundle and explain that a little bit.
Speaker 4 (26:06):
Yeah, again, when you look at the insurance companies, you know,
the more risks that you're able to take on yourself. Insurance,
for example, homeowners is not designed for Johnny throws the windows,
you know, baseball through the front, you know window. You know,
it's really designed more for catastrophic events. But you know,
the insurance companies put all the advertising out there how
you file a claim for everything, so you really got
(26:26):
to manage your claims. You know, you don't want to
have a twelve hundred dollars claim in a thousand dollars
deductible because your insurance is going to go up a
thousand dollars. He's going to ride you for five years,
just like a speeding ticket.
Speaker 2 (26:38):
Yeah. And I think normal people, I mean, you don't
learn about insurance in school unless you're taking college courses
on insurance. But normal people don't learn about insurance. So
I think nobody they go buy insurance because that's what
you're supposed to do. That's what their dad did. He
paid health insurance, he you know, paid homeowners insurance, paid
(27:02):
vehicle insurance. And I think just as just what I
see in here on the streets, uh, through through the community.
I think people think if a baseball does get thrown
through a window, they do report it and instead of
paying it and not having an effect their premium or modifier,
(27:23):
what what have you. Uh. I think there's a big
education that could take place that could help the industry
and help everybody across the board with with people saying, hey,
maybe I don't report this five hundred dollars window because
my deductibles three hundred dollars, I pay two hundred more
and I keep my good insurance rating. You know what
(27:46):
I'm saying.
Speaker 4 (27:47):
Pract Actually yeah, I said it like your credit score.
So again that's the same the same principle behind that.
And you are seeing you know, litigation skyrocket. You're seeing
the number of you know times that lawyers are in
vibe you involve skyrocket. So you know, we talked about
some of the lines of coverage. You know, you want
to make sure that you have an umbrella.
Speaker 3 (28:05):
Equal to your net worth.
Speaker 2 (28:07):
Is although when you're hunt, what's an umbrella.
Speaker 5 (28:10):
Brella If you literally think of an umbrella like a
like a traveler's umbrella, that's their symbol. Umbrella sets over
your home and auto and sets over liability, so bodily injury,
somebody gets hurt in a car accident, or someone you
know leaves your house with a couple of too many
drinks and they wreck on their way home. So things
like that, So you see a lot of litigation increase.
(28:31):
And i'd say two years ago cyber, I was really
worried about cyber, but we did a lot of things
to protect that. Now it's it's shifted to liability. And
then you know, things like just get your car fix.
Speaker 4 (28:43):
Used to be three days, Now it's you know, thirteen
to fourteen days, and a car sets on the lot waiting, waiting,
waiting on parts. So you know, you know that expense
is what's called some of these inflationary reactions. But again,
an umbrella sets over those things. Buddy, in a perfect world,
you know, simple advice here, My wife is a CFP
and and I spent time, you know, with my financial licenses.
(29:06):
But again you're looking for the umbrella to set over
to protect your net worth. So somewhere in that range
of what your net worth is, somewhere around there should
be your total umbrellavaut, you know, umbrellavaut especially if you
have youthful kids that are driving.
Speaker 2 (29:21):
So it is a policy that helps supplement the other
direct policies vehicle insurance, homeowners insurance, liability insurance, injury, and
it helps helps in all those situations if one comes
up correct?
Speaker 3 (29:38):
Correct?
Speaker 4 (29:39):
Do you have a shot plane that shows up and
you know, again it could be something to you're hit
by somebody and they're uninsured. Sounds crazy, but you know,
we just paid out a two point two million dollar
lawsuit on that one where the passenger in the car
got hurt and it wasn't a driver's fault.
Speaker 3 (29:54):
It was hit by somebody that wasn't.
Speaker 4 (29:56):
Licensed, didn't have car insurance, and that example, it's ironic
you file against yourself and the passenger sues you even
though it was your best friend. That's just sort of
the way the system works for them to recover their
medical expenses or lost income. But you know, a lot
of moving pieces out there. But that's why we, you know,
we try to take that role on as the consultant
(30:17):
to protect the individual or protect the company and make
sure to at least discussed. Someone may say I don't
need long term care insurance because I'm worth twenty million dollars.
You know, I can buy a nurse every day just
set beside my bed and do whatever I need her
to do. You know, you may not.
Speaker 2 (30:32):
That's that's very uncommon.
Speaker 4 (30:35):
I know, I thought i'd throw that in there, but
that's trick.
Speaker 3 (30:39):
Oh yeah, right, Patrick, that's Patrick Well, Trey.
Speaker 1 (30:43):
I mean, if someone's listened to the to the podcast
now and they're kind of interested and curious about maybe
just getting to check up or seeing what they have
is enough or not enough all the things, what's the
best way to get in touch and touch with you
and your team?
Speaker 4 (30:56):
Yeah, so through the website Integrated Insurance dot com and
you can go to the website there and and find us,
and then there's links to myself. You know, if somebody
had a detailed question or again wanted to explore, you know,
more conversation. But I Patrick Trent, I appreciate you guys
letting me talk about this. I'm passionate about it. And
you can tell you know, if I was telling those entrepreneurs. Yeah,
(31:18):
and if you could tell those entrepreneurs out there, I'd
say that, you know, that's one of the main things
I would find out there is just you know, it's
got to be something you're passionate about because it just
you know, it comes across when you get an opportunity
to talk about it.
Speaker 3 (31:29):
So thank you, guys.
Speaker 2 (31:31):
I think it's very cool. I mean, growing up insurance is.
I mean it's like, oh man, I'm paying for something
that's never gonna happen. I'm paying this premium. Never gonna happen.
Stuff is gonna happen. It's a fact. And protecting uh,
you as a person and your family and and your
(31:53):
assets is very important. And you don't realize, dang it,
wish I had done it, Wish I had been prepared
until the whatever it is happens. So I think there's
a lot of a lot of education behind it. And
I'm gonna say, uh, Trey, your team that works with
us over it integrated. My wife has inherited from me
(32:16):
handling all our family's insurance, which is which is a
lot more dynamic than it was twenty years ago when
I handled it.
Speaker 1 (32:24):
We have five.
Speaker 2 (32:25):
Kids and cars and da dah da da da boat.
She feels very comfortable with It't always the roses conversation
because you are paying for for for protection, but she
feels very comfortable and you guys do a wonderful job
explaining it. So I would welcome anybody that's listening to
(32:48):
learn more and check it out and hit you hit
Tray up and tell him it came from the At
Home with Ruby show. How about that?
Speaker 1 (32:54):
He will give you five objective.
Speaker 3 (32:59):
Now. It's very kind. So I appreciate the time.
Speaker 2 (33:01):
Today Integrated Insurance dot Com. Is that right?
Speaker 3 (33:07):
That's correct?
Speaker 2 (33:08):
All right? Well man, that that was fun topic I
like to talk about. I heard a lot about it
this weekend up at the Berkshire meeting. Uh in Omaha.
Uh go do the golden rule today, treat others the
way you want to be treated, and carry a smile
around on your face. Thank you Trey Mark for being
here Integrated Insurance dot Com and uh have a wonderful day.
Speaker 3 (33:30):
Cheers
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