November 18, 2024 • 28 mins
In episode two of the Win the Claim podcast, Lynette Young, founder of Claims Wizard, shares the story behind her company and how it helps public adjusters streamline their claims process. Lynette and her husband started Claims Wizard after realizing the need for a flexible, affordable solution to help small public adjusting businesses.
She also talks about Compass to Success, a new program designed to help business owners improve their operations, reduce inefficiencies, and boost profits. Lynette and her partner Daniel Robosky offer courses and coaching to help businesses level up, focusing on the behind-the-scenes work that makes companies run smoothly.
Want to hear more about how Claims Wizard and Compass to Success can transform your business? Tune in to the full episode on Apple Podcasts, Spotify, or iHeartRadio.
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Episode Transcript
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(00:00):
Welcome to episode two of the Win the Claim podcast brought to you by Beachfront Claims.
(00:05):
Today's guest is Lynette Young, founder of Claims Wizard, the number one claim workflow solution
for growing public adjusting companies. Tell me a little bit about Claims Wizard. How did you
come up with the need or the idea for Claims Wizard? So part of the 28 years, the early part of it,
my husband and I actually, I always joke that we'd probably be business partners,
(00:28):
even if we weren't married, but we're good partners in everything. He was writing a software
package to help track payroll and commissions and things like that for adjusters for a large
public adjusting company up in the Philadelphia area. And he'd worked for them for a long time
as a contractor. And then I wound up doing a lot of the business like the back end,
(00:50):
the wizard behind the curtain kind of thing. And they outgrew us and we outgrew them,
I guess simultaneously. So with that, we decided that we wanted to make a product that wasn't so
hard coded. And to hire a company, I mean, now it's expensive, but back then in the 90s,
that I mean, the talent just wasn't there. You didn't have tech talent, you didn't have apps,
you didn't have all that. Yeah, Silicon Valley wasn't up and running yet. No, it wasn't. And it
(01:13):
was super expensive. And for one company to hire to get that, and then it's all basically hard
coded. So you want to start adjusting claims in a different state, well, the rules are different.
Or if your state DOI decides they're going to go crazy, the rules are different. So we wanted to
build something that was flexible for people that was also in a price point that could be
(01:34):
met by a lot of our friends that were solopreneurs on the public adjusting side. It was just one
person running a whole company, not somebody with a whole team of all these people that they were
making more money. So we decided to do a claim wizard. It kind of started with Hurricane Katrina.
And we knew we wanted to do that. So Dave was a one man shop at the time he wrote the code base,
(01:58):
and we've been running and kicking ever since. So it's funny you mentioned Hurricane Katrina,
I was still on active duty with the Coast Guard around that time. And I ran into this was my
first experience with public adjusting ever was when we were pulling people off of roofs. And
there was a guy on a boat who is paddling himself out to a house to go and take pictures of the
(02:19):
damage even though it's still flooded. And we started talking to him. And I was like, you know,
how many of these do you do a day? And he's like, Oh, I do like 15 a day. And I'm like,
how are you getting out there? He's like, I paddle out of here. I'm like, so how do you keep
tracking this stuff? Like, how hard is this again to and he goes, honestly, goes, I've got a CRM
system. As a dumb military, I'm like, what the hell is the CRM system? And then he goes, Oh,
(02:41):
well, it's planes wizard. And then I go, Okay, who are you with? And he goes, I'm with Paradise
adjusting. And it's different than the TJ paradise, but it was out of Texas. And I was just like,
and I didn't really think anything else of it until 2015 when I got out. And I started working
for a roofing company and we're doing AOB roofs. And then I got into public adjusting. I'm like,
(03:05):
well, I'm using Google Drive. Everything's a mess. I have to go back through and find it. I'm
like, how am I going to get through this? And then our mutual friend, Daniel Robowski is like,
Hey, look at claims wizard. And I put the two together. I'm like, I wonder if it's the same
thing that I was talking to this guy about, because he sat on our boat for like half an hour as we're
getting him out of there because he got stuck. And we just talked to chop. So it was crazy. So then
(03:27):
I jumped on your guys's app and it actually streamlined my process as a brand new public
adjuster back then, one man shop. And like you said, I needed to keep overhead low. And it was
at a price point that was reasonable for me. That made my life easier. We've never raised our
prices since Katrina. I've noticed that. Never, never, never. So you have some interesting new
(03:48):
stuff and ventures coming out. And I got tons, Mike, I got tons. You don't even know about them
all. Yeah, I was going to say, like, I hear little bits and pieces going through the rumor meal.
I try to waterboard Robowski as much as I can to get info out of him. And I mean, he appreciates it.
He had his training. It happens. You know, it's all in good love. But I heard something about
(04:11):
Compass. Right. What is that? Compass to success.com is the website. Okay. We're just kind of
launching it here at RoofCon. So Daniel and I have always traveled in operations, like I'm
an in the office kind of girl, I'm in the business kind of girl. Okay. I don't, I don't like selling
even when I had to sell for claim wizard, like obviously I'm still with it. It's my company. It
(04:35):
was more of an educational type thing. And I wanted to help people. We would call it duct tape and
hand grenades when you're using the yellow pad of paper and Google Drive and your email outlook.
And you're trying to keep everything organized, right? So that's like actually running a claim.
But then Daniel and I, we're both tourists, by the way, and it sticks true, realize that
(04:57):
the inside operations, not the claims management, but the business operations management.
Yeah, the business side. That's where both of our sweet spots are. So he, I have classes that are
coming out in Compass to Success. And Daniel's got all kinds of operations stuff in there. So we
(05:19):
really want to teach business owners and operational professionals within a company,
whether you have someone inside the company that already does that and just, they just need to
kind of level up and all that. Or if you need a fractional type person, that's what Daniel does.
So they can come in and he can come in and kind of dip in and help you when you need it without
the full-time payroll or full-time consultant or anything like that. But we find that, you know,
(05:43):
public adjusters and even roofers, right? So they're very big on like, let's get leads,
let's sign contracts, let's get deals done, let's, let's get the funnel done. And that's
their income, right? That's their actual cash that they're making, but they lose so much of
profits because they're inefficient at operations. I'm guilty of it. Right? So Claim Wizard was
(06:06):
built in, in fact, a lot about how to streamline that claim process. But there's so much more
that happens inside of a company that Claim Wizard doesn't take care of, like, you know,
how you run your staff, how you, what your hiring processes are, how you, you know, chart and manage
and report on KPIs and OKRs. And these are words that scare a lot of people. But that's where money
(06:30):
is made or lost in a company. So that funnel gets really narrow and that those profits are
trickles if you don't get your ops in line. So Daniel and I really have a bug on our side about
kind of getting this done and helping people. So you would say this is less on the claims
management side and more on the business efficiency side of reducing what I call
(06:51):
waste management or waste time. So if a, who is this ideally for? Are we talking like
entrepreneurs? Are we talking people with 100 employees? Does it fit all of those categories?
I wouldn't necessarily say a one man shop. I don't think they're ready for it yet.
You're an operation staff of one. And that, you know, that's why we have the classes online as
(07:14):
well too, because there's different pain points and, you know, quite frankly, price points for
different people. Someone that has a one or two person shop or a three person shop might not have
a mind that they're okay, this isn't operations. This is that sort of thing. But they still need
help streamlining their business. They can kind of DIY it. We have, I mean, just like so much
materials online that we're launching for that sort of thing. But then there are medium to larger
(07:38):
size companies that actually either have an ops person or want to hire a first full time person
or realize that their business structure and how they're actually operating their company
is losing them profits. So those are the people. I mean, I'm guilty of it. I ended up doing, I want
to say it was like 2019. I ended up doing my first like a seven figure year. But I had, I think like
(08:05):
$3 million worth of commissions stacked up from claims. And I was so disorganized at it and chasing
my tail so much that my overhead almost doubled that year. Just because I was taking on so much
work, and I had no setup system or process, it was literally like you said, bouncing between my notebook,
exactimate, my email system, Google Drive, bouncing off of the claims wizard, and then
(08:31):
trying to somehow get it all together. And I actually lost work because they've been taking
me too long to get there. And I could have done so much more. And I actually had Daniel come in
and kind of revamped some of my stuff and give me some streamlined processes. So I've seen firsthand
what you can do with claims wizard and what Daniel can do with the systems and operations. And I got
(08:52):
to say, I think the two of you together are going to streamline business in the construction industry,
like we haven't seen before. And unfortunately, those of us who are really good with our hands or
selling or building things have absolutely zero initiative or zero motivation to do any of what
I call the boring work. It's very unsexy work. Like we say like nobody, they all want us, but they
(09:15):
don't necessarily always, you know, they all want the ops, but they don't necessarily want to do the
work or the development of it. See the pain in it. Because it's like you're calling my baby ugly.
I built this company. It's been working fine. Will you have a company that runs well, but would you
like it to run great? Yeah. Would you like to find, you know, 20, 30% more margin of profit?
(09:38):
Like is that worth your time of doing this? I think anything above 10% is worth our time of doing it.
And I mean, I tell a lot of my clients when they ask me to justify, you know, whether I'm charging
up 20% for non hurricane or 10% for hurricane is, I mean, if you're offered 10,000, if you have to
pay me $10,000 to get $100,000, would you do that? And it's all day, every day. So if it's 10%
(10:00):
or better than why not integrate it into your company? If you're willing to invest in spending
your daily time of being frustrated and running around like a chicken with the head chopped off,
why not invest the same amount of time, effort and money into a company that's going to fix
all of that for you? Yes. So when is Compass going to be available to the general public?
And when can some of these courses start being bought? We're launching it now. So we've got the
(10:24):
pre the pre email thing. Yep. I'm tech, but I'm not really tech. Like if I we still had
VCRs, mine would be blinking. My VCR will be blinking. So we're launching it here, letting
people know about it. We've got our first set of courses ready to go. You could take Daniel's
course, you could take my course, it's all in there. You get coaching support once a month with it.
(10:46):
And that's just the the the compass is success, right? Okay. But you know, then if you decide
that you need further work, Daniel is available for fractional COO type work. Okay. So he can do
that. And he's got amazing insight in both roofing and public adjusting companies. I mean, Daniel's
both a roofer and a public adjuster in general contract. And I have been neither. And I will
(11:07):
never be either because I mean, we always take claim wizard. And this is my doing that.
I've taken some tests like the sample test to become public adjusters in a couple of states
floor but even one of them I pass them. I've been in this industry long enough. I'm an idiot. I can
pass it. But that doesn't make me a public adjuster. But we will never be PAs because we will never
(11:28):
compete with our own clients. Yeah, it'd be a little advantageous. It'd be a little weird.
I don't want people ever saying, Oh, you poached clients, you did whatever, like our first and
only wait, your ethical in our business. Yeah, insurance. Hello, I know, right?
Right. Technically, insurance hack. So yeah. But yeah, so we'll never do that. So but I've been
(11:51):
inside of over 28 years. I've been inside of dozens of companies. And I've worked with over
1000 public adjusting companies. And I see how things are run. We have clients in five countries.
I have companies that are one person and they stayed that way. And that's all there ever be.
And I've got public adjusting companies that have different arms to them and everything that are
(12:13):
over 200 people. So we can I've seen everything inside the company. And I will say the smaller
you are, the more nimble you are. But with that, it allows you it allows your flag to fly all over
the place. And you don't know where I'm going to try this. I'm going to try this. I'm going to try
this. You don't have a set course or direction. You don't have it. And I'm going to try the
(12:34):
shoot. It didn't work. Okay, I'm going to try this because you know, money is tight for everybody.
I don't care how big the company is. But the larger companies, that ship is just going and
it's very hard to change direction. So a lot of the larger legacy companies are very difficult to
make change. They're like, it works. We're going to hunker down. We're going to keep doing it.
We're afraid to change anything because we don't want to screw things up.
(12:56):
Yeah, but growth does not happen in comfort. So no, and every and I could take those lessons and
the things not to do that I've seen in all of those companies and I like instantly can help,
you know, triage and help other public adjusting companies with their internals on that. So
it's just a lot of experience that would, you know, in 50 years, not really, I'm 53 now,
(13:20):
you know, when I'm dead and dust that that knowledge is going to go away. So I was like,
why not just put it out there. So with that segue, I will say that I wrote a book. It's going to be
out in December. Awesome. What's it called? Claim your success. Okay, little play on words.
Is it going to be available digital also? Or is this art print?
We're all of it. So we're going to do a Kindle version, not a Kindle. What do you call that?
(13:43):
Audible. Where you're talking about because everybody's road warriors. So I co-wrote it
with Chip Merlin, who's the founder of like one of the largest, right? One of the largest
law firms in this industry. I'll say the most prestigious. So it's everything except for
how to actually be a public adjuster. There are plenty. I mean, we can walk this floor and find
people that are great educators on the art and the science of, you know, looking for roof damage
(14:06):
and understanding, you know, how windows seals get broken and how to navigate a policy and
Yeah, the technical aspect of it. I won't say it's been done to death because everybody needs that
and everybody needs to retrain themselves on that. But no one talks about how to actually
build a business in this industry. Yeah, no, it's all you're taught is build your funnel,
keep income coming in and we'll figure out the rest later on. We'll figure and they don't ever
(14:29):
get around to figuring out the rest. So I found an interesting statistics on the Florida Census
and this is just for Florida based for businesses. The average public adjusting firm license
is null and void or non renewed after three years. Yes, I tracked those numbers as well. Yeah, so
(14:50):
most public adjusting firms do not last more than three years in business and it's not from a
lack of work because there's a ton of work even during non hurricane years. Those dailies, they
can keep you in business if you know how to do them. Yeah, absolutely. But I think the systems
in the management of both your time, your process, your business and your money is where it's killing
(15:12):
everyone because most public adjusters were entrepreneurs were salesmen will go out and
knock 100 doors to get one yes or find a way to network but nobody has ever taught us how to
keep our business afloat during what I call the feast in the famine years. Yeah, yeah. So story
for you, I never name names unless it's a positive story. Okay, I like that. This one is not. So
(15:34):
after Hurricane Michael, it was about a year after that I had a solo public adjuster call me up
Florida based of course and he was like, Hey, Lynette, and sometimes I know when people call
they're just going to like, and I was like, All right, I got time. I'll take the call. He's like,
Lynette, did you know you have to pay business taxes? You have to pay taxes on your business?
And I was like, What? He's like, Yeah, I was running all those claims for Michael. He goes,
(15:55):
I owe $68,000 in back taxes. Oh, he's lucky. And he says, What should I do? I said, Boo, you don't
call me. I said, You find yourself a tax attorney and you give him money to fix you. And I'm like,
but they don't know what they don't know. It's going out and running business. Like he's like,
Well, I use my social security. Like they don't know even I want to work people through like,
(16:17):
should I get an S S corporate LLC? And well, I don't how your business. Yeah, I'm not an MBA or
anything. But I mean, I know about enough about this interest to like, Okay, where do you want
to go? Let's talk about what your future looks like. Let's talk about all of those conversations.
And then you can have a better focus of where you want to go and how your company is structured.
Yeah. Matters on your operations on the back end. Like one guy like, Oh, I want to give my,
(16:41):
my folks bonuses and like equity shares of the company. And I'm like, you're not set up for
that. You have an LLC. You need like they don't even know what they don't know. So that's where
Daniel and I really want to help these folks because one of my I'm going to get it tattooed on
my arm one of these days are rising tide raises all boats. If we could be better and ethical,
(17:03):
there is a ton of money to be made in this industry. You don't have to be a jerk about it.
You don't have to go into a Sierra and poach other people's business. You don't have to,
you don't have to do any of those things, right? You don't have to call up elderly people that
don't know what they're saying. You don't have to do any of that garbage. You could make an amazing,
ethical, honest business and be rich as heck by just doing the right thing. I agree with that. I mean,
(17:27):
and in light of what you say, I'm not going to name names because it's not positive, but I,
I got taken out of canvassing and door knocking roofing as a sales manager for a roofing company
in Florida as a public adjuster apprentice for a South Florida PA firm. Stacked a bunch of claims,
(17:47):
worked ethical claims. I didn't do, you know, creep for damage. I didn't write in stuff that was
clearly, you know, years old and built a really good book of business for when the time came for
those paychecks to come out. It's like, oh, well, we're going to go ahead and release you and
our contracts, as if we release you, we don't have to pay you your commissions. And I took a $192,000
(18:13):
commission to hit overnight and then COVID hits and nobody's talking to adjusters or letting people
in their home. And I've got, you know, a five year old at that or I mean, she was two at that point.
And it's like single dad and what am I going to do and all this other stuff. And I saw the
unethical business that public adjusting can be. And it taught me what I didn't want to be.
(18:38):
And since then, I ended up building Beachfront up from zero. I think I had like $30,000 in the
bank account to get me through the year. And in our first year, we did $225,000. Second year,
we built it up to almost seven figures, like 980,000. Third year, we're doing two, three million.
And I've never once had a complaint to DFS or any type of unethical business to where
(19:02):
if you work for me and you left, I honored whatever our contract said. And I found that the more
ethical I've been in this business, more successful. But that's not always the case for our businesses
and insurance, unfortunately. And fun statistics, every 26 seconds in the state of Florida,
a new scam is developed. And that comes straight from the FBI's crime statistics and data.
(19:26):
I'd have to think also, because there's a lot of seniors here. Yep, we are the largest population
of seniors. So they're the most, yeah, that's what they tell you that immigration. Yeah. Basically,
from West Palm Beach down into the Florida Keys, it's no longer Florida. It's Cuba. It's
Dominican Republic. It's Venezuela. My mom lives in Delray Beach, which is I live in Delray. Do you
(19:46):
really live in Delray Beach? I live in downtown Delray Beach in the historical district area.
My mom is in Lake Sedel Ray right off. I think it's off. I'm in Lake Ida. Okay. Yeah. So she's
down there and there's a whole bunch of, you know, senior citizens or whatever. So my I love Delray.
My husband calls it God's waiting room. It is. But we see things and constantly,
they're constantly getting scammed on things. Like it's just, it's heartbreaking. So I had mentioned
(20:11):
before, even like, you know, public adjusters or sometimes actually not even PAs, contractors going
in and, you know, representing or helping with the claim. I'll put in your claim. I'll do whatever.
Targeting senior citizens because they don't know what they're signing all that kind of stuff. And
the senior citizen just honestly wants some type of help because they're like, I have no idea what
I'm doing here. And then I get taken advantage of. So one public adjusting company that I know out in
(20:37):
Louisiana actually has a girl in the office. And this is what we also talk about with operations,
right? So you have to have the right person in the right role for the right reason. So
she loves to be on the phone and she's a talker. Well, appointment setting was hard for her because
she wouldn't get through a ton of them at its time because she's going to chat, chat, chat, chat.
(20:59):
So they had, and she was a Spanish speaker for whatever reason, or no, not Spanish, something else.
Creole, Cajun, or something. Maybe Creole. Cajun, Creole. Yeah, that might have been, no.
There was something. I can't remember what it's called. Yeah, Creole goes to like the Haitian
community and the Cajun community. Yeah, I think that was it. And so she spoke the language and
she got on the phone because they had, they were getting a large number of elderly people for signups
(21:25):
for whatever reason. So she would call them and they were like, all right, you can sit on the
phone with them for a while and she'd be talking, well, how's your daughter? And knowing that the
adult daughter had the, you know, was really the power of attorney helping the mother run things,
she was on the phone with them all day. She knew when their birthdays were like,
that's a perfect match. And then they got really solid in that community. So once one senior trusted
(21:47):
them, they told everybody else about it. And I was like, that's what I'm talking about. Like,
do the right thing, do the ethical thing. Or if, you know, I was sitting in her office when she
got a phone call, she's like, I don't think this lady, because when they don't know, they'll send
them to her. And they're like, we don't think this lady has or like faculty, you know, she's
saying things, okay, we're going to go out and we're going to visit her and we're going to do
(22:07):
this kind of, we're not going to sign the claim until we understand that she understands what's
going on. And I'm like, thank you for doing the right thing, even though it takes more time.
Yeah, well, there's new laws. A lot of people don't know, in Florida, it's seniors at risk. So
anyone over the age of 60 years old, if you are found to be taking advantage of someone who is
considered at risk, doesn't have mental, you know, fallacies about some stuff like that,
(22:29):
is now a second degree felony. And you can, it's real jail time. Yeah, do not pass code,
do not collect $200, do not make a plea deal, go straight to jail. Good. And unfortunately, the
Florida or the Florida laws have changed that are not in favor of the policyholder right now.
Yes. And DFS and the CFO's office, despite whatever political views there are,
(22:53):
have not protected the policyholder. And I think with such a large senior community that we have,
for example, the villages or the leisure villas in the lakes of Delray and the Lake Edens of
Florida are everywhere. And we call a leisure or leisureville, seizureville. Oh my gosh. And
it's true. It is literally the most like vulnerable people available. And there's no law to protect
(23:17):
them when it comes to claims handling process. Oh no, sorry, those are. Those are yours? Yeah.
Yeah, they're microphones. Yeah. Yeah. And I see it more and more. And obviously Florida is
probably, I won't say probably, I'll say this definitively. Florida is the biggest state for
public adjusting in the country. It is. They have the craziest laws. You're right. A politics aside,
(23:38):
I'm sorry, anybody that is in an office should be after the constituents and the policyholders
and the people in here. I don't care. Red, blue, dinosaur, donkey. I don't care. I don't care.
Do the right thing. I care that you protect the people that live in the state. And yeah,
Florida is a little crazy right now. I mean, I've noticed that the CFO's officer, DFS, will
(24:03):
harp on, for example, I got no problem calling myself out. I changed the contract when I first
started from the FAPIA contract. I kept the majority of it. And there's certain bold print
that needs to be a certain size that says you, the consumer has certain number of days to cancel.
Well, I made it double the size. I made it to where if you're blind as a bat, it's an entire page
(24:25):
of you can cancel this. And it was bigger than what was approved. I had a internal
carrier report me to not having contractual agreements. And I got a letter of direction
stating that I needed to change it back to the smaller print. I'm like, so wait a minute,
you want me to have it a certain print so that everybody can understand and see this? I made
(24:46):
it an entire page and you're telling me that I need better direction. But yet you also send
out literally a SWAT team to go arrest public adjusters who are doing fraudulent claims,
who are doing fraudulent claims, which by the way, go arrest them. But you'll make a big show of it,
but then you'll see 60 minutes exposes where insurance carriers are openly committing fraud.
(25:07):
The whistleblower guys, I love them. Have you ever met them?
I've met two of them. I met them through us. Stephen Bush.
Stephen Bush, yeah, brilliant guys, brilliant guys. Yeah.
So I agree, it needs to be changed. And I think your systems and processes are actually going to
probably keep public adjusters in business longer. And if they get the proper public
adjusting training in the pop or business and systems operations training, I think it'll create
(25:32):
a marketing industry that pushes out everybody who doesn't need to be in it.
Yes, yes. We need more good people in this. And that was part of the reason why
I wanted to write the book, Claim Your Success, because it's almost like there's a big push now.
Like you don't have to go to college. You're coming out of school. You don't have to go to
college. Go for a trade. Yeah, trade shows. My son is about to turn 17. I'm like, go for a trade,
(25:54):
buddy. I tell all three of my kids, hey, you're going to be 18 in like 10 years. Trade school,
trade school. Unless you want to be a doctor, a lawyer, a dentist. Yeah, I want my doctor to
have a degree. Yes, something that requires you to have like a degree and like doctor it.
Great, go do it. But if not, I know a lot of millionaire plumbers and ATRAC guys. Yep. Yep.
(26:15):
I know a lot of guys are out there having multi-million dollar roofing businesses.
Yeah. I mean, there's guys walking around in torn shirts that have a couple million dollars in
the bank right now. Exactly. So that was part of my hope with this book. I mean, they need some
trade and in my opinion, you need some trade experience and something. Go work at a dryout
company. Go work at Resto. Go work with another public adjuster. Yeah, water mites are a great
(26:36):
place to start. Go do water mites. Go do a roof. Go do something. Do GC work, whatever. Get some
actual experience. But I think that being a public adjuster and then eventually maybe opening a
public adjusting company is a very solid career path for young people getting into this industry.
I really hope that's what happens because none of us in this room that are public
(26:59):
adjusters or work with public adjusters said, I'm going to be a public adjuster when I grow up.
No. Unless you were born into the family. No. I got out of the military. I got a
master's in nursing degree thinking, I'm going to go be a nurse practitioner and I'm like,
civilian medicine sucks. What am I going to do with my life? I'm going to go be a roofer. And
it was just because I knew a family member who was a roofer and he's like, I make a bunch of money
(27:21):
roofering. All right. Knocked on doors and then became a PA. So it's like, and I thank God that I
had the year of building a roof, knocking on a door and talking to people because I think that's
the scariest thing on earth is knocking on a strange person's door and convincing them to
let you get on the roof and do an inspection. Yeah. So where can we find the book?
Claim your success.com. Okay. And then I just realized they're very similar.
(27:46):
That's all right. Composite success.com. Yeah. Composite success.com. Yeah. That's all right.
I make mistakes all day every day, especially now. So I appreciate you coming on. Guys, I'm sure
you're going to see more of Lynette and the big Robowski here pretty soon. And by all means,
(28:06):
I can speak as a Claim Wizard customer. It's a great way and tool for success. So I can't wait
to see what's going to come up with the new business. Please go visit her website, check out her book
and appreciate it. Thank you. Thanks so much for your time today. Thank you. Thank you for watching
Win the Claim podcast brought to you by Beachfront Claims.
Welcome to episode two of the Win the Claim podcast brought to you by Beachfront Claims.
(00:05):
Today's guest is Lynette Young, founder of Claims Wizard, the number one claim workflow solution
for growing public adjusting companies. Tell me a little bit about Claims Wizard. How did you
come up with the need or the idea for Claims Wizard? So part of the 28 years, the early part of it,
my husband and I actually, I always joke that we'd probably be business partners,
(00:28):
even if we weren't married, but we're good partners in everything. He was writing a software
package to help track payroll and commissions and things like that for adjusters for a large
public adjusting company up in the Philadelphia area. And he'd worked for them for a long time
as a contractor. And then I wound up doing a lot of the business like the back end,
(00:50):
the wizard behind the curtain kind of thing. And they outgrew us and we outgrew them,
I guess simultaneously. So with that, we decided that we wanted to make a product that wasn't so
hard coded. And to hire a company, I mean, now it's expensive, but back then in the 90s,
that I mean, the talent just wasn't there. You didn't have tech talent, you didn't have apps,
you didn't have all that. Yeah, Silicon Valley wasn't up and running yet. No, it wasn't. And it
(01:13):
was super expensive. And for one company to hire to get that, and then it's all basically hard
coded. So you want to start adjusting claims in a different state, well, the rules are different.
Or if your state DOI decides they're going to go crazy, the rules are different. So we wanted to
build something that was flexible for people that was also in a price point that could be
(01:34):
met by a lot of our friends that were solopreneurs on the public adjusting side. It was just one
person running a whole company, not somebody with a whole team of all these people that they were
making more money. So we decided to do a claim wizard. It kind of started with Hurricane Katrina.
And we knew we wanted to do that. So Dave was a one man shop at the time he wrote the code base,
(01:58):
and we've been running and kicking ever since. So it's funny you mentioned Hurricane Katrina,
I was still on active duty with the Coast Guard around that time. And I ran into this was my
first experience with public adjusting ever was when we were pulling people off of roofs. And
there was a guy on a boat who is paddling himself out to a house to go and take pictures of the
(02:19):
damage even though it's still flooded. And we started talking to him. And I was like, you know,
how many of these do you do a day? And he's like, Oh, I do like 15 a day. And I'm like,
how are you getting out there? He's like, I paddle out of here. I'm like, so how do you keep
tracking this stuff? Like, how hard is this again to and he goes, honestly, goes, I've got a CRM
system. As a dumb military, I'm like, what the hell is the CRM system? And then he goes, Oh,
(02:41):
well, it's planes wizard. And then I go, Okay, who are you with? And he goes, I'm with Paradise
adjusting. And it's different than the TJ paradise, but it was out of Texas. And I was just like,
and I didn't really think anything else of it until 2015 when I got out. And I started working
for a roofing company and we're doing AOB roofs. And then I got into public adjusting. I'm like,
(03:05):
well, I'm using Google Drive. Everything's a mess. I have to go back through and find it. I'm
like, how am I going to get through this? And then our mutual friend, Daniel Robowski is like,
Hey, look at claims wizard. And I put the two together. I'm like, I wonder if it's the same
thing that I was talking to this guy about, because he sat on our boat for like half an hour as we're
getting him out of there because he got stuck. And we just talked to chop. So it was crazy. So then
(03:27):
I jumped on your guys's app and it actually streamlined my process as a brand new public
adjuster back then, one man shop. And like you said, I needed to keep overhead low. And it was
at a price point that was reasonable for me. That made my life easier. We've never raised our
prices since Katrina. I've noticed that. Never, never, never. So you have some interesting new
(03:48):
stuff and ventures coming out. And I got tons, Mike, I got tons. You don't even know about them
all. Yeah, I was going to say, like, I hear little bits and pieces going through the rumor meal.
I try to waterboard Robowski as much as I can to get info out of him. And I mean, he appreciates it.
He had his training. It happens. You know, it's all in good love. But I heard something about
(04:11):
Compass. Right. What is that? Compass to success.com is the website. Okay. We're just kind of
launching it here at RoofCon. So Daniel and I have always traveled in operations, like I'm
an in the office kind of girl, I'm in the business kind of girl. Okay. I don't, I don't like selling
even when I had to sell for claim wizard, like obviously I'm still with it. It's my company. It
(04:35):
was more of an educational type thing. And I wanted to help people. We would call it duct tape and
hand grenades when you're using the yellow pad of paper and Google Drive and your email outlook.
And you're trying to keep everything organized, right? So that's like actually running a claim.
But then Daniel and I, we're both tourists, by the way, and it sticks true, realize that
(04:57):
the inside operations, not the claims management, but the business operations management.
Yeah, the business side. That's where both of our sweet spots are. So he, I have classes that are
coming out in Compass to Success. And Daniel's got all kinds of operations stuff in there. So we
(05:19):
really want to teach business owners and operational professionals within a company,
whether you have someone inside the company that already does that and just, they just need to
kind of level up and all that. Or if you need a fractional type person, that's what Daniel does.
So they can come in and he can come in and kind of dip in and help you when you need it without
the full-time payroll or full-time consultant or anything like that. But we find that, you know,
(05:43):
public adjusters and even roofers, right? So they're very big on like, let's get leads,
let's sign contracts, let's get deals done, let's, let's get the funnel done. And that's
their income, right? That's their actual cash that they're making, but they lose so much of
profits because they're inefficient at operations. I'm guilty of it. Right? So Claim Wizard was
(06:06):
built in, in fact, a lot about how to streamline that claim process. But there's so much more
that happens inside of a company that Claim Wizard doesn't take care of, like, you know,
how you run your staff, how you, what your hiring processes are, how you, you know, chart and manage
and report on KPIs and OKRs. And these are words that scare a lot of people. But that's where money
(06:30):
is made or lost in a company. So that funnel gets really narrow and that those profits are
trickles if you don't get your ops in line. So Daniel and I really have a bug on our side about
kind of getting this done and helping people. So you would say this is less on the claims
management side and more on the business efficiency side of reducing what I call
(06:51):
waste management or waste time. So if a, who is this ideally for? Are we talking like
entrepreneurs? Are we talking people with 100 employees? Does it fit all of those categories?
I wouldn't necessarily say a one man shop. I don't think they're ready for it yet.
You're an operation staff of one. And that, you know, that's why we have the classes online as
(07:14):
well too, because there's different pain points and, you know, quite frankly, price points for
different people. Someone that has a one or two person shop or a three person shop might not have
a mind that they're okay, this isn't operations. This is that sort of thing. But they still need
help streamlining their business. They can kind of DIY it. We have, I mean, just like so much
materials online that we're launching for that sort of thing. But then there are medium to larger
(07:38):
size companies that actually either have an ops person or want to hire a first full time person
or realize that their business structure and how they're actually operating their company
is losing them profits. So those are the people. I mean, I'm guilty of it. I ended up doing, I want
to say it was like 2019. I ended up doing my first like a seven figure year. But I had, I think like
(08:05):
$3 million worth of commissions stacked up from claims. And I was so disorganized at it and chasing
my tail so much that my overhead almost doubled that year. Just because I was taking on so much
work, and I had no setup system or process, it was literally like you said, bouncing between my notebook,
exactimate, my email system, Google Drive, bouncing off of the claims wizard, and then
(08:31):
trying to somehow get it all together. And I actually lost work because they've been taking
me too long to get there. And I could have done so much more. And I actually had Daniel come in
and kind of revamped some of my stuff and give me some streamlined processes. So I've seen firsthand
what you can do with claims wizard and what Daniel can do with the systems and operations. And I got
(08:52):
to say, I think the two of you together are going to streamline business in the construction industry,
like we haven't seen before. And unfortunately, those of us who are really good with our hands or
selling or building things have absolutely zero initiative or zero motivation to do any of what
I call the boring work. It's very unsexy work. Like we say like nobody, they all want us, but they
(09:15):
don't necessarily always, you know, they all want the ops, but they don't necessarily want to do the
work or the development of it. See the pain in it. Because it's like you're calling my baby ugly.
I built this company. It's been working fine. Will you have a company that runs well, but would you
like it to run great? Yeah. Would you like to find, you know, 20, 30% more margin of profit?
(09:38):
Like is that worth your time of doing this? I think anything above 10% is worth our time of doing it.
And I mean, I tell a lot of my clients when they ask me to justify, you know, whether I'm charging
up 20% for non hurricane or 10% for hurricane is, I mean, if you're offered 10,000, if you have to
pay me $10,000 to get $100,000, would you do that? And it's all day, every day. So if it's 10%
(10:00):
or better than why not integrate it into your company? If you're willing to invest in spending
your daily time of being frustrated and running around like a chicken with the head chopped off,
why not invest the same amount of time, effort and money into a company that's going to fix
all of that for you? Yes. So when is Compass going to be available to the general public?
And when can some of these courses start being bought? We're launching it now. So we've got the
(10:24):
pre the pre email thing. Yep. I'm tech, but I'm not really tech. Like if I we still had
VCRs, mine would be blinking. My VCR will be blinking. So we're launching it here, letting
people know about it. We've got our first set of courses ready to go. You could take Daniel's
course, you could take my course, it's all in there. You get coaching support once a month with it.
(10:46):
And that's just the the the compass is success, right? Okay. But you know, then if you decide
that you need further work, Daniel is available for fractional COO type work. Okay. So he can do
that. And he's got amazing insight in both roofing and public adjusting companies. I mean, Daniel's
both a roofer and a public adjuster in general contract. And I have been neither. And I will
(11:07):
never be either because I mean, we always take claim wizard. And this is my doing that.
I've taken some tests like the sample test to become public adjusters in a couple of states
floor but even one of them I pass them. I've been in this industry long enough. I'm an idiot. I can
pass it. But that doesn't make me a public adjuster. But we will never be PAs because we will never
(11:28):
compete with our own clients. Yeah, it'd be a little advantageous. It'd be a little weird.
I don't want people ever saying, Oh, you poached clients, you did whatever, like our first and
only wait, your ethical in our business. Yeah, insurance. Hello, I know, right?
Right. Technically, insurance hack. So yeah. But yeah, so we'll never do that. So but I've been
(11:51):
inside of over 28 years. I've been inside of dozens of companies. And I've worked with over
1000 public adjusting companies. And I see how things are run. We have clients in five countries.
I have companies that are one person and they stayed that way. And that's all there ever be.
And I've got public adjusting companies that have different arms to them and everything that are
(12:13):
over 200 people. So we can I've seen everything inside the company. And I will say the smaller
you are, the more nimble you are. But with that, it allows you it allows your flag to fly all over
the place. And you don't know where I'm going to try this. I'm going to try this. I'm going to try
this. You don't have a set course or direction. You don't have it. And I'm going to try the
(12:34):
shoot. It didn't work. Okay, I'm going to try this because you know, money is tight for everybody.
I don't care how big the company is. But the larger companies, that ship is just going and
it's very hard to change direction. So a lot of the larger legacy companies are very difficult to
make change. They're like, it works. We're going to hunker down. We're going to keep doing it.
We're afraid to change anything because we don't want to screw things up.
(12:56):
Yeah, but growth does not happen in comfort. So no, and every and I could take those lessons and
the things not to do that I've seen in all of those companies and I like instantly can help,
you know, triage and help other public adjusting companies with their internals on that. So
it's just a lot of experience that would, you know, in 50 years, not really, I'm 53 now,
(13:20):
you know, when I'm dead and dust that that knowledge is going to go away. So I was like,
why not just put it out there. So with that segue, I will say that I wrote a book. It's going to be
out in December. Awesome. What's it called? Claim your success. Okay, little play on words.
Is it going to be available digital also? Or is this art print?
We're all of it. So we're going to do a Kindle version, not a Kindle. What do you call that?
(13:43):
Audible. Where you're talking about because everybody's road warriors. So I co-wrote it
with Chip Merlin, who's the founder of like one of the largest, right? One of the largest
law firms in this industry. I'll say the most prestigious. So it's everything except for
how to actually be a public adjuster. There are plenty. I mean, we can walk this floor and find
people that are great educators on the art and the science of, you know, looking for roof damage
(14:06):
and understanding, you know, how windows seals get broken and how to navigate a policy and
Yeah, the technical aspect of it. I won't say it's been done to death because everybody needs that
and everybody needs to retrain themselves on that. But no one talks about how to actually
build a business in this industry. Yeah, no, it's all you're taught is build your funnel,
keep income coming in and we'll figure out the rest later on. We'll figure and they don't ever
(14:29):
get around to figuring out the rest. So I found an interesting statistics on the Florida Census
and this is just for Florida based for businesses. The average public adjusting firm license
is null and void or non renewed after three years. Yes, I tracked those numbers as well. Yeah, so
(14:50):
most public adjusting firms do not last more than three years in business and it's not from a
lack of work because there's a ton of work even during non hurricane years. Those dailies, they
can keep you in business if you know how to do them. Yeah, absolutely. But I think the systems
in the management of both your time, your process, your business and your money is where it's killing
(15:12):
everyone because most public adjusters were entrepreneurs were salesmen will go out and
knock 100 doors to get one yes or find a way to network but nobody has ever taught us how to
keep our business afloat during what I call the feast in the famine years. Yeah, yeah. So story
for you, I never name names unless it's a positive story. Okay, I like that. This one is not. So
(15:34):
after Hurricane Michael, it was about a year after that I had a solo public adjuster call me up
Florida based of course and he was like, Hey, Lynette, and sometimes I know when people call
they're just going to like, and I was like, All right, I got time. I'll take the call. He's like,
Lynette, did you know you have to pay business taxes? You have to pay taxes on your business?
And I was like, What? He's like, Yeah, I was running all those claims for Michael. He goes,
(15:55):
I owe $68,000 in back taxes. Oh, he's lucky. And he says, What should I do? I said, Boo, you don't
call me. I said, You find yourself a tax attorney and you give him money to fix you. And I'm like,
but they don't know what they don't know. It's going out and running business. Like he's like,
Well, I use my social security. Like they don't know even I want to work people through like,
(16:17):
should I get an S S corporate LLC? And well, I don't how your business. Yeah, I'm not an MBA or
anything. But I mean, I know about enough about this interest to like, Okay, where do you want
to go? Let's talk about what your future looks like. Let's talk about all of those conversations.
And then you can have a better focus of where you want to go and how your company is structured.
Yeah. Matters on your operations on the back end. Like one guy like, Oh, I want to give my,
(16:41):
my folks bonuses and like equity shares of the company. And I'm like, you're not set up for
that. You have an LLC. You need like they don't even know what they don't know. So that's where
Daniel and I really want to help these folks because one of my I'm going to get it tattooed on
my arm one of these days are rising tide raises all boats. If we could be better and ethical,
(17:03):
there is a ton of money to be made in this industry. You don't have to be a jerk about it.
You don't have to go into a Sierra and poach other people's business. You don't have to,
you don't have to do any of those things, right? You don't have to call up elderly people that
don't know what they're saying. You don't have to do any of that garbage. You could make an amazing,
ethical, honest business and be rich as heck by just doing the right thing. I agree with that. I mean,
(17:27):
and in light of what you say, I'm not going to name names because it's not positive, but I,
I got taken out of canvassing and door knocking roofing as a sales manager for a roofing company
in Florida as a public adjuster apprentice for a South Florida PA firm. Stacked a bunch of claims,
(17:47):
worked ethical claims. I didn't do, you know, creep for damage. I didn't write in stuff that was
clearly, you know, years old and built a really good book of business for when the time came for
those paychecks to come out. It's like, oh, well, we're going to go ahead and release you and
our contracts, as if we release you, we don't have to pay you your commissions. And I took a $192,000
(18:13):
commission to hit overnight and then COVID hits and nobody's talking to adjusters or letting people
in their home. And I've got, you know, a five year old at that or I mean, she was two at that point.
And it's like single dad and what am I going to do and all this other stuff. And I saw the
unethical business that public adjusting can be. And it taught me what I didn't want to be.
(18:38):
And since then, I ended up building Beachfront up from zero. I think I had like $30,000 in the
bank account to get me through the year. And in our first year, we did $225,000. Second year,
we built it up to almost seven figures, like 980,000. Third year, we're doing two, three million.
And I've never once had a complaint to DFS or any type of unethical business to where
(19:02):
if you work for me and you left, I honored whatever our contract said. And I found that the more
ethical I've been in this business, more successful. But that's not always the case for our businesses
and insurance, unfortunately. And fun statistics, every 26 seconds in the state of Florida,
a new scam is developed. And that comes straight from the FBI's crime statistics and data.
(19:26):
I'd have to think also, because there's a lot of seniors here. Yep, we are the largest population
of seniors. So they're the most, yeah, that's what they tell you that immigration. Yeah. Basically,
from West Palm Beach down into the Florida Keys, it's no longer Florida. It's Cuba. It's
Dominican Republic. It's Venezuela. My mom lives in Delray Beach, which is I live in Delray. Do you
(19:46):
really live in Delray Beach? I live in downtown Delray Beach in the historical district area.
My mom is in Lake Sedel Ray right off. I think it's off. I'm in Lake Ida. Okay. Yeah. So she's
down there and there's a whole bunch of, you know, senior citizens or whatever. So my I love Delray.
My husband calls it God's waiting room. It is. But we see things and constantly,
they're constantly getting scammed on things. Like it's just, it's heartbreaking. So I had mentioned
(20:11):
before, even like, you know, public adjusters or sometimes actually not even PAs, contractors going
in and, you know, representing or helping with the claim. I'll put in your claim. I'll do whatever.
Targeting senior citizens because they don't know what they're signing all that kind of stuff. And
the senior citizen just honestly wants some type of help because they're like, I have no idea what
I'm doing here. And then I get taken advantage of. So one public adjusting company that I know out in
(20:37):
Louisiana actually has a girl in the office. And this is what we also talk about with operations,
right? So you have to have the right person in the right role for the right reason. So
she loves to be on the phone and she's a talker. Well, appointment setting was hard for her because
she wouldn't get through a ton of them at its time because she's going to chat, chat, chat, chat.
(20:59):
So they had, and she was a Spanish speaker for whatever reason, or no, not Spanish, something else.
Creole, Cajun, or something. Maybe Creole. Cajun, Creole. Yeah, that might have been, no.
There was something. I can't remember what it's called. Yeah, Creole goes to like the Haitian
community and the Cajun community. Yeah, I think that was it. And so she spoke the language and
she got on the phone because they had, they were getting a large number of elderly people for signups
(21:25):
for whatever reason. So she would call them and they were like, all right, you can sit on the
phone with them for a while and she'd be talking, well, how's your daughter? And knowing that the
adult daughter had the, you know, was really the power of attorney helping the mother run things,
she was on the phone with them all day. She knew when their birthdays were like,
that's a perfect match. And then they got really solid in that community. So once one senior trusted
(21:47):
them, they told everybody else about it. And I was like, that's what I'm talking about. Like,
do the right thing, do the ethical thing. Or if, you know, I was sitting in her office when she
got a phone call, she's like, I don't think this lady, because when they don't know, they'll send
them to her. And they're like, we don't think this lady has or like faculty, you know, she's
saying things, okay, we're going to go out and we're going to visit her and we're going to do
(22:07):
this kind of, we're not going to sign the claim until we understand that she understands what's
going on. And I'm like, thank you for doing the right thing, even though it takes more time.
Yeah, well, there's new laws. A lot of people don't know, in Florida, it's seniors at risk. So
anyone over the age of 60 years old, if you are found to be taking advantage of someone who is
considered at risk, doesn't have mental, you know, fallacies about some stuff like that,
(22:29):
is now a second degree felony. And you can, it's real jail time. Yeah, do not pass code,
do not collect $200, do not make a plea deal, go straight to jail. Good. And unfortunately, the
Florida or the Florida laws have changed that are not in favor of the policyholder right now.
Yes. And DFS and the CFO's office, despite whatever political views there are,
(22:53):
have not protected the policyholder. And I think with such a large senior community that we have,
for example, the villages or the leisure villas in the lakes of Delray and the Lake Edens of
Florida are everywhere. And we call a leisure or leisureville, seizureville. Oh my gosh. And
it's true. It is literally the most like vulnerable people available. And there's no law to protect
(23:17):
them when it comes to claims handling process. Oh no, sorry, those are. Those are yours? Yeah.
Yeah, they're microphones. Yeah. Yeah. And I see it more and more. And obviously Florida is
probably, I won't say probably, I'll say this definitively. Florida is the biggest state for
public adjusting in the country. It is. They have the craziest laws. You're right. A politics aside,
(23:38):
I'm sorry, anybody that is in an office should be after the constituents and the policyholders
and the people in here. I don't care. Red, blue, dinosaur, donkey. I don't care. I don't care.
Do the right thing. I care that you protect the people that live in the state. And yeah,
Florida is a little crazy right now. I mean, I've noticed that the CFO's officer, DFS, will
(24:03):
harp on, for example, I got no problem calling myself out. I changed the contract when I first
started from the FAPIA contract. I kept the majority of it. And there's certain bold print
that needs to be a certain size that says you, the consumer has certain number of days to cancel.
Well, I made it double the size. I made it to where if you're blind as a bat, it's an entire page
(24:25):
of you can cancel this. And it was bigger than what was approved. I had a internal
carrier report me to not having contractual agreements. And I got a letter of direction
stating that I needed to change it back to the smaller print. I'm like, so wait a minute,
you want me to have it a certain print so that everybody can understand and see this? I made
(24:46):
it an entire page and you're telling me that I need better direction. But yet you also send
out literally a SWAT team to go arrest public adjusters who are doing fraudulent claims,
who are doing fraudulent claims, which by the way, go arrest them. But you'll make a big show of it,
but then you'll see 60 minutes exposes where insurance carriers are openly committing fraud.
(25:07):
The whistleblower guys, I love them. Have you ever met them?
I've met two of them. I met them through us. Stephen Bush.
Stephen Bush, yeah, brilliant guys, brilliant guys. Yeah.
So I agree, it needs to be changed. And I think your systems and processes are actually going to
probably keep public adjusters in business longer. And if they get the proper public
adjusting training in the pop or business and systems operations training, I think it'll create
(25:32):
a marketing industry that pushes out everybody who doesn't need to be in it.
Yes, yes. We need more good people in this. And that was part of the reason why
I wanted to write the book, Claim Your Success, because it's almost like there's a big push now.
Like you don't have to go to college. You're coming out of school. You don't have to go to
college. Go for a trade. Yeah, trade shows. My son is about to turn 17. I'm like, go for a trade,
(25:54):
buddy. I tell all three of my kids, hey, you're going to be 18 in like 10 years. Trade school,
trade school. Unless you want to be a doctor, a lawyer, a dentist. Yeah, I want my doctor to
have a degree. Yes, something that requires you to have like a degree and like doctor it.
Great, go do it. But if not, I know a lot of millionaire plumbers and ATRAC guys. Yep. Yep.
(26:15):
I know a lot of guys are out there having multi-million dollar roofing businesses.
Yeah. I mean, there's guys walking around in torn shirts that have a couple million dollars in
the bank right now. Exactly. So that was part of my hope with this book. I mean, they need some
trade and in my opinion, you need some trade experience and something. Go work at a dryout
company. Go work at Resto. Go work with another public adjuster. Yeah, water mites are a great
(26:36):
place to start. Go do water mites. Go do a roof. Go do something. Do GC work, whatever. Get some
actual experience. But I think that being a public adjuster and then eventually maybe opening a
public adjusting company is a very solid career path for young people getting into this industry.
I really hope that's what happens because none of us in this room that are public
(26:59):
adjusters or work with public adjusters said, I'm going to be a public adjuster when I grow up.
No. Unless you were born into the family. No. I got out of the military. I got a
master's in nursing degree thinking, I'm going to go be a nurse practitioner and I'm like,
civilian medicine sucks. What am I going to do with my life? I'm going to go be a roofer. And
it was just because I knew a family member who was a roofer and he's like, I make a bunch of money
(27:21):
roofering. All right. Knocked on doors and then became a PA. So it's like, and I thank God that I
had the year of building a roof, knocking on a door and talking to people because I think that's
the scariest thing on earth is knocking on a strange person's door and convincing them to
let you get on the roof and do an inspection. Yeah. So where can we find the book?
Claim your success.com. Okay. And then I just realized they're very similar.
(27:46):
That's all right. Composite success.com. Yeah. Composite success.com. Yeah. That's all right.
I make mistakes all day every day, especially now. So I appreciate you coming on. Guys, I'm sure
you're going to see more of Lynette and the big Robowski here pretty soon. And by all means,
(28:06):
I can speak as a Claim Wizard customer. It's a great way and tool for success. So I can't wait
to see what's going to come up with the new business. Please go visit her website, check out her book
and appreciate it. Thank you. Thanks so much for your time today. Thank you. Thank you for watching
Win the Claim podcast brought to you by Beachfront Claims.
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