1 00:00:00,000 --> 00:00:05,000 We are a travel insurance brokerage, which sounds very unexciting. 2 00:00:05,000 --> 00:00:07,000 And you may say, well, what is that? 3 00:00:07,000 --> 00:00:10,000 Travel insurance, who is even interested in travel insurance? 4 00:00:10,000 --> 00:00:12,000 Why does that even matter? 5 00:00:12,000 --> 00:00:15,000 So I used to be a luxury tour operator for almost 20 years. 6 00:00:15,000 --> 00:00:17,000 I ran very high-end luxury tours. 7 00:00:17,000 --> 00:00:22,000 And COVID came and really destroyed us for like three years. 8 00:00:22,000 --> 00:00:24,000 I didn't make any money for my family. It was crazy. 9 00:00:24,000 --> 00:00:27,000 And we were very successful up until that time. 10 00:00:27,000 --> 00:00:31,000 And I knew coming out of COVID, no one was going to book these tours without travel insurance. 11 00:00:31,000 --> 00:00:33,000 Everyone was way too nervous. 12 00:00:33,000 --> 00:00:39,000 And so I wasn't the type of operator to just say, like, really everyone else in the world, I'll be honest with you, 13 00:00:39,000 --> 00:00:42,000 every tour operator in America were in the same boat as me. 14 00:00:42,000 --> 00:00:44,000 They were all destroyed. They were all coming back. 15 00:00:44,000 --> 00:00:47,000 They knew that no one was going to book without travel insurance. 16 00:00:47,000 --> 00:00:53,000 What all of them did, except for me, I'm not saying this to be boastful, just like a fact, is they said, yeah, 17 00:00:53,000 --> 00:00:56,000 go to Allianz, which is the biggest travel insurance company in America, 18 00:00:56,000 --> 00:01:01,000 go to AIG, you know, I don't know, buy a policy, then come, give me your money and come to my tour. 19 00:01:01,000 --> 00:01:06,000 I wasn't happy with that approach because everything I did was to the top level. 20 00:01:06,000 --> 00:01:09,000 And it was, like you say, to help people. 21 00:01:09,000 --> 00:01:12,000 I wanted to make sure people are giving me money, they're getting value for their money. 22 00:01:12,000 --> 00:01:17,000 And so I became obsessed with travel insurance just for my own business. 23 00:01:17,000 --> 00:01:21,000 I said, it's not going to work unless people feel comfortable to book. 24 00:01:21,000 --> 00:01:24,000 No one will feel comfortable to book without travel insurance. 25 00:01:24,000 --> 00:01:27,000 But I wasn't comfortable just saying go buy whatever. 26 00:01:27,000 --> 00:01:31,000 So I started studying every policy that exists in America. 27 00:01:31,000 --> 00:01:34,000 I started going to all industry events. 28 00:01:34,000 --> 00:01:37,000 I started meeting the CEOs of these companies, started meeting the head of the claims department. 29 00:01:37,000 --> 00:01:41,000 I said, how does this really work? Who's actually paying these bills? 30 00:01:41,000 --> 00:01:45,000 How does this whole structure operate? 31 00:01:45,000 --> 00:01:48,000 And I started to realize over time that my mind worked very well. 32 00:01:48,000 --> 00:01:51,000 I understood it very well for whatever reason. 33 00:01:51,000 --> 00:01:55,000 It just clicked for me when a lot of people find it very complicated and confusing. 34 00:01:55,000 --> 00:01:57,000 It wasn't like that for me. 35 00:01:57,000 --> 00:02:02,000 And I went to eventually start selling them to my own clients. 36 00:02:02,000 --> 00:02:04,000 And I knew which policy was good for them now. 37 00:02:04,000 --> 00:02:06,000 I knew which company would easily pay them. 38 00:02:06,000 --> 00:02:08,000 I understood all the clauses. 39 00:02:08,000 --> 00:02:11,000 And I made commission off it too, which is great. 40 00:02:11,000 --> 00:02:14,000 And I went to all the other tour operators in my niche. 41 00:02:14,000 --> 00:02:15,000 There were quite a few. 42 00:02:15,000 --> 00:02:17,000 And I said, look, I know these guys. 43 00:02:17,000 --> 00:02:19,000 I've been doing this 20 years. I know everyone in the industry. 44 00:02:19,000 --> 00:02:22,000 I said, look, you guys are in the same boat as me, right? 45 00:02:22,000 --> 00:02:25,000 You need help. You guys know nothing about travel insurance. 46 00:02:25,000 --> 00:02:27,000 You need help for your clients. 47 00:02:27,000 --> 00:02:28,000 Send them to us. 48 00:02:28,000 --> 00:02:31,000 I started a secondary company called Travel Defend. 49 00:02:31,000 --> 00:02:33,000 Send them to us. 50 00:02:33,000 --> 00:02:34,000 We're going to help them. 51 00:02:34,000 --> 00:02:36,000 We're going to be a concierge service. 52 00:02:36,000 --> 00:02:37,000 We're going to help your people. 53 00:02:37,000 --> 00:02:38,000 We're going to do the paperwork for them. 54 00:02:38,000 --> 00:02:43,000 We're going to make sure, most importantly in real life, they actually get paid if they have a problem. 55 00:02:43,000 --> 00:02:45,000 And we'll kick you guys back commission. 56 00:02:45,000 --> 00:02:47,000 And they said, cool. 57 00:02:47,000 --> 00:02:50,000 And they started sending us boatloads of people. 58 00:02:50,000 --> 00:02:53,000 We're talking thousands of people. 59 00:02:53,000 --> 00:02:59,000 And I really realized very quickly that this is a tremendous need in the market. 60 00:02:59,000 --> 00:03:03,000 Because I'm not talking about probably yourself. 61 00:03:03,000 --> 00:03:07,000 You look like a young guy going on a cheap trip, maybe medical, whatever. 62 00:03:07,000 --> 00:03:09,000 It's $100. That's not really my target, right? 63 00:03:09,000 --> 00:03:11,000 I'll help people like you. We do. 64 00:03:11,000 --> 00:03:14,000 I have a whole team of almost 20 employees now. 65 00:03:14,000 --> 00:03:16,000 But we'll help whoever comes to us. 66 00:03:16,000 --> 00:03:20,000 However, where is the money in travel insurance? 67 00:03:20,000 --> 00:03:23,000 Older people, very expensive trips. 68 00:03:23,000 --> 00:03:24,000 I'll give you an example. 69 00:03:24,000 --> 00:03:25,000 We did a policy the other day. 70 00:03:25,000 --> 00:03:27,000 Two couples. 71 00:03:27,000 --> 00:03:29,000 They're almost 80 years old, these couples. 72 00:03:29,000 --> 00:03:31,000 Going to Africa. 73 00:03:31,000 --> 00:03:34,000 $90,000 per couple trip to Africa. 74 00:03:34,000 --> 00:03:38,000 Their travel insurance was almost $20,000. 75 00:03:38,000 --> 00:03:42,000 Because they may say on the phone, well, that's expensive. 76 00:03:42,000 --> 00:03:44,000 It's not expensive. 77 00:03:44,000 --> 00:03:47,000 It's a function of your trip cost and your age. 78 00:03:47,000 --> 00:03:49,000 It's just a percentage of your trip cost. 79 00:03:49,000 --> 00:03:50,000 So you look at it. 80 00:03:50,000 --> 00:03:52,000 Every policy is a little different. 81 00:03:52,000 --> 00:03:54,000 But how much is that? 82 00:03:54,000 --> 00:03:56,000 11%, 12% of trip cost. 83 00:03:56,000 --> 00:03:57,000 That's not abnormal. 84 00:03:57,000 --> 00:03:59,000 It's just your trip is $180,000. 85 00:03:59,000 --> 00:04:02,000 So you're going to pay $18,000 to $20,000 in travel insurance. 86 00:04:02,000 --> 00:04:05,000 Makes sense once they understand it. 87 00:04:05,000 --> 00:04:06,000 And then we figure out what's good for them. 88 00:04:06,000 --> 00:04:10,000 But the point is, how do people buy travel insurance now without us? 89 00:04:10,000 --> 00:04:12,000 And by the way, this is a billion. 90 00:04:12,000 --> 00:04:18,000 When I say billion, I mean, I'm talking Allianz themselves did $1.3 billion in sales last year. 91 00:04:18,000 --> 00:04:23,000 I mean, the industry does $10, $12, $13 billion, whatever it is in America. 92 00:04:23,000 --> 00:04:26,000 How do people right now buy travel insurance? 93 00:04:26,000 --> 00:04:30,000 They go to a website like Allianz or AIG, which again, offers you one or two options. 94 00:04:30,000 --> 00:04:32,000 Which do you know what you're buying? 95 00:04:32,000 --> 00:04:33,000 No, you have no clue what you're buying. 96 00:04:33,000 --> 00:04:34,000 No, nobody does. 97 00:04:34,000 --> 00:04:39,000 Even the richest, most well-versed traveler, they don't know anything about travel insurance. 98 00:04:39,000 --> 00:04:41,000 They just buy whatever they see there. 99 00:04:41,000 --> 00:04:45,000 Or you can go to like an Expedia type website that has a thousand options. 100 00:04:45,000 --> 00:04:47,000 And again, do you know anything? 101 00:04:47,000 --> 00:04:48,000 No. 102 00:04:48,000 --> 00:04:52,000 More importantly, what do any of these people do in real life when they have a problem? 103 00:04:52,000 --> 00:04:53,000 They're faceless. 104 00:04:53,000 --> 00:04:54,000 They're nothing to these companies. 105 00:04:54,000 --> 00:04:57,000 No matter how wealthy they are, they're in irrelevance. 106 00:04:57,000 --> 00:05:00,000 They're one of billion other people. 107 00:05:00,000 --> 00:05:03,000 With us, we figure out what's good for you. 108 00:05:03,000 --> 00:05:05,000 We're experts at everything. 109 00:05:05,000 --> 00:05:06,000 I don't have one or two options. 110 00:05:06,000 --> 00:05:08,000 I have every option that exists. 111 00:05:08,000 --> 00:05:11,000 We're experts. I have a whole team that are experts in all of them. 112 00:05:11,000 --> 00:05:12,000 We'll figure out what's good for you. 113 00:05:12,000 --> 00:05:13,000 We'll do the paperwork for you. 114 00:05:13,000 --> 00:05:18,000 And then most importantly, the most important part, we now bring millions of dollars to these companies. 115 00:05:18,000 --> 00:05:20,000 We have tremendous power in these companies. 116 00:05:20,000 --> 00:05:24,000 I have my own dedicated claims analyst who are dedicated at the company. 117 00:05:24,000 --> 00:05:25,000 I don't pay their salary. 118 00:05:25,000 --> 00:05:29,000 The company pays their salary, but they're dedicated just to my clients. 119 00:05:29,000 --> 00:05:30,000 My clients get priority treatment. 120 00:05:30,000 --> 00:05:37,000 We get them paid in oftentimes seven to 14 days, sometimes even quicker, which in the world of travel insurance is unheard of. 121 00:05:37,000 --> 00:05:40,000 Normally it's four to six months to get paid. 122 00:05:40,000 --> 00:05:41,000 And we add zero cost. 123 00:05:41,000 --> 00:05:43,000 We don't add a penny to the cost. 124 00:05:43,000 --> 00:05:47,000 So you say, well, once you understand it, why would anyone not use you? 125 00:05:47,000 --> 00:05:50,000 There's no reason not to use us because we're the same price. 126 00:05:50,000 --> 00:05:52,000 We give tremendous benefit. 127 00:05:52,000 --> 00:05:53,000 We're only here to help you. 128 00:05:53,000 --> 00:05:56,000 We have a WhatsApp that's monitored 24 hours a day. 129 00:05:56,000 --> 00:06:02,000 Let's say you're in Spain, break your leg, whatever it is, God forbid, obviously, and you need help. 130 00:06:02,000 --> 00:06:05,000 Our team is available to you over WhatsApp 24 hours a day. 131 00:06:05,000 --> 00:06:10,000 We have the personal cell phone number of the emergency assist company, CEO, et cetera. 132 00:06:10,000 --> 00:06:14,000 So what we do, we're the only ones that do what we do in America. 133 00:06:14,000 --> 00:06:15,000 There's nobody else doing this. 134 00:06:15,000 --> 00:06:18,000 I don't really need tremendous business help. 135 00:06:18,000 --> 00:06:22,000 And I'll tell you why, because most businesses do struggle very badly. 136 00:06:22,000 --> 00:06:28,000 And the reason for that is that they haven't found the proper niche and the proper differentiator. 137 00:06:28,000 --> 00:06:29,000 Right. 138 00:06:29,000 --> 00:06:34,000 They're kind of fighting up against a world of competition, which is hard. 139 00:06:34,000 --> 00:06:37,000 We've somehow found a situation. 140 00:06:37,000 --> 00:06:41,000 This is why I stopped doing tours, because I realized this over time. 141 00:06:41,000 --> 00:06:43,000 I'm like, holy crap, this is crazy. 142 00:06:43,000 --> 00:06:45,000 What we do doesn't exist. 143 00:06:45,000 --> 00:06:46,000 The market is billions. 144 00:06:46,000 --> 00:06:57,000 If all billion of the people that went to Allianz, for example, or AIG, or Travel Insurance International, any of these companies knew about us, they would all use us. 145 00:06:57,000 --> 00:06:58,000 Of course they would. 146 00:06:58,000 --> 00:06:59,000 Why wouldn't they? 147 00:06:59,000 --> 00:07:07,000 So all we're doing is creating new partners in terms of tour operators, travel agents who send us their clients. 148 00:07:07,000 --> 00:07:19,000 And we're going after end users with marketing, Facebook ads, things like that, which, again, I haven't even started that yet, but it's going to probably start literally next week. 149 00:07:19,000 --> 00:07:21,000 And I haven't started it only because I haven't had to. 150 00:07:21,000 --> 00:07:26,000 I mean, we're literally doing millions of dollars without a penny of marketing ever spent. 151 00:07:26,000 --> 00:07:30,000 So that's the basic gist of what's going on here.