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So Ben, tell me about your vision.

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We are a travel insurance brokerage, which sounds very unexciting.

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And you may say, well, what is that?

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You know, travel insurance, who is even interested in travel insurance?

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Why does that ever even matter?

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So I used to be a luxury tour operator for almost 20 years.

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I ran very high end luxury tours and COVID came and really destroyed us for like three

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years.

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I didn't make any money for my family.

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It was crazy.

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We were very successful up till that time.

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And I knew coming out of COVID, no one was going to book these tours without travel insurance.

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Everyone was way too nervous.

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And so I wasn't the type of operator to just say like, really everyone else in the world,

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I'll be honest with you, every tour operator in America were in the same boat as me.

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They were all destroyed.

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They were all coming back.

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They knew that no one was going to book without travel insurance.

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What all of them did, except for me, I'm not saying this to be boastful, just like a fact,

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is they said, yeah, go to Allianz, which is the biggest travel insurance company in America,

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go to AIG, you know, I don't know, buy a policy and then come, give me your money and come

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to my tour.

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I wasn't happy with that approach because everything I did was to the top level.

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And it was like you say, to help people.

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I wanted to make sure people are giving me money, they're getting value for their money.

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And so I became obsessed with travel insurance just for my own business.

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I said, it's not going to work unless people feel comfortable to book.

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No one will feel comfortable to book without travel insurance.

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But I wasn't comfortable just saying go buy whatever.

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So I started studying every policy that exists in America.

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I started going to all industry events.

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I started meeting the CEOs of these companies, started meeting the head of the claims department.

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I said, how does this really work?

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Who's actually paying these bills?

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How does this whole structure operate?

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And I started to realize over time that my mind worked very well.

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I understood it very well for whatever reason, it just clicked for me when a lot of people

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find it very complicated and confusing.

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It wasn't like that for me.

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And I went to eventually start selling them to my own clients.

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And I knew which policy was good for them now.

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I knew which company would easily pay them.

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I understood all the clauses.

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And I made commission off it too, which was great.

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And I went to all the other tour operators in my niche.

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And there were quite a few.

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And I said, look, I know these guys.

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I've been doing this 20 years.

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I know everyone in the industry.

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I said, look, you guys are in the same boat as me, right?

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You need help.

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You guys know nothing about travel insurance.

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You need help for your clients.

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Send them to us.

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I started a secondary company called Travel Defend.

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Send them to us.

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We're going to help them.

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We're going to be a concierge service.

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We're going to help your people.

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We're going to do the paperwork for them.

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We're going to make sure, most importantly in real life, they actually get paid if they

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have a problem.

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And we'll kick you guys back commission.

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And they said, cool.

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And they started sending us boatloads of people.

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We're talking thousands of people.

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And I really realized very quickly that this is a tremendous need in the market.

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Because I'm not talking about probably yourself.

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You look like a young guy going on a cheap trip, maybe medical, whatever.

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It's $100.

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That's not really my target, right?

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I'll help people like you.

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We do.

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I have a whole team of almost 20 employees now.

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But we'll help whoever comes to us.

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However, where is the money in travel insurance?

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Older people, very expensive trips.

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I'll give you an example.

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We did a policy the other day.

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Two couples, they're almost 80 years old, these couples, going to Africa.

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$90,000 per couple trip to Africa.

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Their travel insurance was almost $20,000.

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Because they may say on the phone, well, that's expensive.

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It's not expensive.

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It's a function of your trip cost and your age.

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It's just a percentage of your trip cost.

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So you look at it, every policy is a little different.

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But how much is that?

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11%, 12% of trip cost.

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That's not abnormal.

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It's just your trip is 180 grand.

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So you're going to pay 18 to 20 grand in travel insurance.

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Makes sense once they understand it.

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And then we figure out what's good for them.

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But the point is, how do people buy travel insurance now without us?

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And by the way, this is a billion.

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When I say billion, I mean, I'm talking Allianz themselves did $1.3 billion in sales last

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year.

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I mean, the industry does $10, $12, $13 billion, whatever it is in America.

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How do people right now buy travel insurance?

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They go to a website like Allianz or AIG, which again, offers you one or two options,

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which do you know what you're buying?

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No, you have no clue what you're buying.

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No, nobody does.

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Even the richest, most well-versed traveler, they don't know anything about travel insurance.

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They just buy whatever they see there or you can go to like an Expedia type website that

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has a thousand options.

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And again, do you know anything?

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No.

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More importantly, what do any of these people do in real life when they have a problem?

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They're faceless.

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They're nothing to these companies.

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No matter how wealthy they are, they're in irrelevance.

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They're one of billion other people.

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With us, we figure out what's good for you.

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We're experts at everything.

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I don't have one or two options.

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I have every option that exists.

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We're experts.

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I have a whole team that are experts in all of them.

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We'll figure out what's good for you.

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We'll do the paperwork for you.

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And then most importantly, the most important part, we now bring millions of dollars to

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these companies.

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We have tremendous power in these companies.

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I have my own dedicated claims analysts who are dedicated at the company.

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I don't pay their salary.

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The company pays their salary, but they're dedicated just to my clients.

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My clients get priority treatment.

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We get them paid in oftentimes seven to 14 days, sometimes even quicker, which in the

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world of travel insurance, unheard of.

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It's four to six months to get paid.

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And we add zero cost.

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We don't add a penny to the cost.

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So you say, well, once you understand it, why would anyone not use you?

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There's no reason not to use us because we're the same price.

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We give tremendous benefit.

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We're only here to help you.

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We have a WhatsApp that's monitored 24 hours a day.

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Let's say you're in Spain, break your leg, whatever it is, God forbid, obviously, and

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you need help.

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Our team is available to you over WhatsApp 24 hours a day.

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We have the personal cell phone number of the emergency assist company, CEO, et cetera.

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So what we do, we're the only ones that do what we do in America.

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There's nobody else doing this.

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I don't really need tremendous business help.

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And I'll tell you why, because most businesses do struggle very badly.

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And the reason for that is that they haven't found the proper niche and the proper differentiator.

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They're kind of fighting up against a world of competition, which is hard.

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We've somehow found a situation.

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This is why I stopped doing tours, because I realized this over time.

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I'm like, holy crap, this is crazy.

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What we do doesn't exist.

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The market is billions.

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If all billion of the people that went to Allianz, for example, or AIG, or Travel Insurance

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International, any of these companies knew about us, they would all use us.

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Of course they would.

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Why wouldn't they?

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So all we're doing is creating new partners in terms of tour operators, travel agents

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who send us their clients.

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And we're going after end users with marketing, Facebook ads, things like that, which, again,

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I haven't even started that yet, but it's going to probably start literally next week.

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And I haven't started it only because I haven't had to.

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We're literally doing millions of dollars without a penny of marketing ever spent.

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So that's the basic gist of what's going on here.

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That was a lot.

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You said a lot of things in there.

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I know.

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Sorry.

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No, you're good.

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The more, the better.

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It goes to the next question I have for you, Ben.

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What is your why of what you do?

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To help people.

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To help people, just like you said.

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I always have been passionate about helping people.

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In my tour business, it was very expensive and I always felt terrible, even the feeling

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that someone would pay money to us and not get their value, not feel as if they didn't

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get their money's worth.

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That always ate at me.

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And sometimes we did do that.

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Things are out of my hands.

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When you have a tour company, we had an event with about a thousand people, and they're

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there for 10 days.

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And we have chefs and we have waiters and we have entertainers and we have day camp

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for kids and we have nightly entertainers.

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There's a world of hundreds of staff and I can't control everyone.

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Let's say you go to your table and you're waiting to be served and the waiter went outside

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for a cigarette or you went to smoke up or something and he's not focused.

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Maybe our team is pulled in different directions and no one noticed that your waiter didn't

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show up.

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I can't control everything that happens, but it still would eat at me when it wasn't perfect,

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when someone wasn't happy, when everyone says, well, you can't make everyone happy.

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Okay, maybe that's true, but I was very sensitive in that way.

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It really did bother me if anyone would come and pay money and not feel that they got their

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money's worth.

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And I've kind of taken that over to this business where it's a lot easier to find success and

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it's a lot easier to make people happy because A, the bar is very low.

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Typically they've been doing this on their own.

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We certainly can't make it worse.

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All we can do is make it better.

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And now as the business grows and the power we have grows, the ability to help people

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is almost a guarantee in every case.

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And I just love it.

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I just love that.

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So that's really what is making me passionate.

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Yes.

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Another thing is to not have a business that you're stuck, right?

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Because it's a daily grind to always have to fight.

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And everyone's like, I fight in my business.

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I'm an entrepreneur.

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I go on a lot of business podcasts and this is a big message.

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You got to keep fighting.

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You got to keep fighting.

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Are you in the right vehicle?

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Are you?

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Maybe not, right?

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You got to be honest with yourself because it doesn't, does, if you have the right vehicle,

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it doesn't always have to be a struggle.

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It doesn't always have to be such a hard fight.

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Thanks for sharing that.

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And you were right.

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With the statistics we have, 96% of new businesses in America fail every year.

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That's saying a lot about.

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Is it really that high?

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Wow.

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I didn't know that.

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I thought it was like 80% or something.

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96, that's crazy.

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Yeah.

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And these are the business that just have failed.

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But let's talk about 4% that are actually just getting by.

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Well, you'd assume some are doing very well.

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It's not a hundred percent are either failing or just getting by.

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Some do well, obviously.

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Yeah.

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So out of the 4%, we don't know how much.

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How many are actually doing great like yourself and some not.

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So that number is.

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Yeah.

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It's a big concern for us.

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Why do you think that is?

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I have a theory why.

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But let me ask you.

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And then, and that means that goes to the next question as well.

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If I can get that right now.

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What's that?

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I'm going to create a question for you right now.

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Why do most businesses fail today?

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Why don't you want me to answer now?

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Why do most businesses fail today?

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Again, I'm only speculating because I haven't done research into this.

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I actually know.

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My speculation is that they're focused on themselves and they're not focused on the

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consumer.

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Everyone's very selfish, right?

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Which is natural.

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And you say, why do you want to start a business?

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Because I want to make money.

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Because I need to support my family.

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And you know who cares about you making money?

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Are you supporting your family?

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Nobody.

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Nobody cares about you.

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And no one cares about making money for family.

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Who do people care about?

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Themself.

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All they care about is themselves morning, noon, and night.

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If you want to tap in to being focused on helping people, which is why I love capitalism,

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anyone who's against capitalism, I don't think they understand it.

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It's simply the concept of helping people in the best way.

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And if you can do that, you will be successful.

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And that's how I look at it.

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I find it hard to believe that you've got to think also, but you isolate a real need

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in society or you find a hole or a gap in something that you can help people with in

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a great way.

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Why would they not use you?

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I don't understand that.

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So I would assume that that's probably the reason why.

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Thank you for being here today.

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I'm really happy that you tuned in to Vision Pros Live.

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I'm looking forward to seeing your reactions as these episodes continue to move forward.

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This is going to get more and more fun.

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We'll have more and more engagement as well.

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We'll invite people to participate in the show.

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And thank you for giving us your time and attention.

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Have an excellent time building out your vision and becoming a Vision Pro yourself.