00:24 — Introductions

01:30 — Trustmark Overview

03:15 — Who is Trustmark

06:43 — What We Do

07:49 — Five Plan Designs for each Client

13:09 — Combining PPO & RBP plan designs

13:51 — Networks

15:17 — Group size & Unwriting Requirements

17:15 — Surplus Options

18:56 — Claims Reporting

22:05 — Value Add Programs

24:07 — Balance Bill Protection

25:46 — Broker Commission

Jason Powers:

It is time for another carrier product update. Tune in as we talk directly to the carriers about their new plans, any new network options they have, or which plan designs offer the most savings and learn about the tools and resources they offer to help you generate more business. Visit our website to learn about all of the carriers we quote in our carrier product update series.

Hello and welcome back to our carrier product update series. It’s our Q four kickoff summit. My name’s Jason Powers [00:00:30] and I am excited because Derek Bradford from Trustmark is in live in studio to join us. Welcome to the show, Derek.

Darick Bradford:

Thank you. Thank you for having

Jason Powers:

Me. Appreciate you flying all the way in from Chicago. Bringing the knowledge of Trustmark to our broker community and to our broker partners out there. I know we’re really familiar with Trustmark. We’re a licensed general agent. Managing general agent, I think is the level of contract we have with Trustmark, [00:01:00] which means with brokers out in the community. When we quote your Trustmark business, we don’t cost you or your clients anything. You get a hundred percent of the production credit, a hundred percent of the producer compensation. So we appreciate the opportunity to show you Trustmark in the future. There’s probably agents out there that have never seen a Trustmark quote or have never worked with Trustmark in the past. What would you say as a company really defines where you guys are in that space of employee benefits?

Darick Bradford:

Well, we specialize at level funded products [00:01:30] down to five, enrolling up to 250 enrolling. I think we’ve been in this space longer than most in the small group space, longer than most. So I think our story kind of resonates. Small business is our business, so we believe that’s our handle.

Jason Powers:

Yeah, no, it shows in every way, shape and form from the flexibility of the product and the plan designs to, we’ll get into some of this other stuff like flexibility in the way that the stop-loss contract is built, the different [00:02:00] surplus options that you’ve got, the massive amount of networks that we can choose from, the different ways that flexibility and product design that we can quote. So excited to have you on to share your wisdom with brokers as they head into just a crazy busiest time of year for everybody in this industry. So without further ado, I know you’ve got some slides here. We’ll jump right into ’em. Alright,

Darick Bradford:

Excellent. Yes. [00:02:30] Legacy Brokers and Trustmark has been partners since 2015, so we almost a decade in here. Together. We work to provide expertise and level funding and support and personalized service needed for brokers and their success. And then Lexi’s been, we work directly with you guys for quoting, pricing, enrollment, underwriting support and service. So full service.

Jason Powers:

Yeah, all the [00:03:00] things that we do. You guys do a great job on the back end of supporting all of our efforts. It’s a good partnership and we appreciate it for sure.

Darick Bradford:

Now, who is Trustmark? Who is Trustmark? Look at that question quite a bit. If you look us up, Trustmark actually started in 1910, so we about a hundred and am I 113 years in? Yeah, been around a long

Jason Powers:

Time. I was told there’d be no maths. So

Darick Bradford:

Yeah, [00:03:30] been around a long time. A lot of people don’t know that we don’t actually own a proprietary P P O network or doctor arrangement. We lease those arrangements. So for that reason we don’t have the commercials and the billboards of everyone else. But we’ve been in this space quite a while, over 50 years doing just group health. We’re doing fully insured and transition all of that over after a c a and healthcare reform transition, everything over to level funding. So everything’s level funding now. We actually got almost 4,000 full-time and part-time employees, [00:04:00] 2.8 billion in assets trustmark underneath the Trustmark umbrella. There were four companies we sold off one of ’em the end of 2021. That company was called Health Benefits, also known as Core Source years ago. They do large group T P A administration for larger groups with self-funded groups. We sold them off and now the last three companies we have have Health Fitness, which does, they specialize at doing, [00:04:30] putting fitness centers and big major corporations, fortune 5,000 companies, biometric screenings they do for employees to get them discounts.

So they go out and do all that. You may hear the Trustmark name and it could be one of the other companies, but that’s why I mentioned these other ones just so you kind of get a feel for it. Other companies, voluntary benefits, we call it V B ss. They’re the third largest V B S supplier in the country. There’s a couple of states where we’re like primary, we do all of their voluntary benefits of the laws where they’re written. So [00:05:00] that’s another company we have. And then my company is called S B B, which just stands for Small Business Benefits and it’s all level funding from five to 250. Now Trustmark has got an A rating. We just got bumped up from an A minus to an A. Excellent with a positive outlook. We can’t grab an A plus because we don’t sell life insurance policies. You got to have certain for AM best believe you got to have all these other divisions in order to get that. But the A highs we can get, and we excited about that. Got that about 90 days [00:05:30] ago. And then as a company, like I said, 113 years now, I think it says 110, but 113 years now. And our goal is just to offer solutions to help enhance the wellbeing and provide greater financial security for every employer group and their members.

Jason Powers:

And so some brokers out there may have been familiar with trustmark, small business benefits as StarMark back. I think when I first started my career, it was always StarMark, which was Star Marketing Administration I think. [00:06:00] But trustmark has been the flag for the last four or five years I feel like is when that name change occurred. And it certainly is a staple in our quote activity and our quote delivery for brokers out in the community.

Darick Bradford:

Yeah, StarMark a trustmark company and then someone came in and said, well, you can’t keep doing a trustmark. You got to be bring [00:06:30] trust’s, make a trust where all the divisions kind of coming together the same TRUSTMARK brand.

Jason Powers:

Yeah, a little bit about what you do, right?

Darick Bradford:

Yeah. What we do,

We deliver big benefits to small and mid-sized businesses with five plus, as I mentioned, five plus employees provide level funded solutions success successfully used by larger groups. So when we had that other division called Core Source, [00:07:00] they did large group administration. So a lot of what they did for larger groups, we brought that same platform down to smaller groups, which is why we’ve been doing level funding since 2006. We were doing it in a small group space in about half dozen states that had community pricing. We went in with our level funded product before a c A before healthcare reform. So once healthcare reform became law, you say we transitioned everything over. We had already saw the profit margins were better there. It was a better approach for the employer [00:07:30] groups. They had more skin in the game, opportunity to get some money back. Lower renewals, they were all lower renewals and everyone wants lower renewals these days. So it was a great fit for us and perfect timing, and we just transitioned everything over.

Jason Powers:

That’s great.

Darick Bradford:

Now this is probably our secret sauce. I believe it’s our secret sauce. I’ve been with the company and I didn’t talk about myself a whole lot. I’ve been with the company since December 1st, 2007. I’m rolling into my 16th year over that timeframe. I’ve [00:08:00] helped producers like your broker community issue over a hundred million dollars of level funded business. And like I said, we’ve been doing it all that time. I cut my teeth on it right away, spent some time at Great West before coming to Trustmark and kind of knew the platform of level funding and max corridors. So it was easy for me to just kind of talk about it to producers. And it was a different story. It was a differentiator. So it was all over it. Oh, how I do this for this client. As long as we were at the renewal or better, it made [00:08:30] no sense not to take us because we had that skin in the game.

About a third of the premium was level funded dollars that the employer can get back. And then back then we did a hundred percent refund. And now since other carriers have gotten in this space, we transitioned, we still offer a hundred percent refund to our clients, but they can go a hundred percent, one third, two third, or 50 50. Now they got options they can look at. Of course, 50 50 is going to be the best price point and usually from the bottom to the top, from 50 50 to a hundred percent cashback, it’s about an eight to 12% [00:09:00] spread indifference. So if you get a solid renewal, you want to go to a hundred percent cashback, you’re good to go. But this slide really talks about what I think is, I think is the delivery package for every producer out there when you say, what can I bring to my client that’s unique and different?

We are one of the few carriers outside of some local TPAs in certain markets that can offer a P P O plan with a copay, A P P O plan with the high deductible H Ss A style and R B P with a copay [00:09:30] could be identical to the P P O copay plan and A R B P H S A high deductible plan, identical to the P P O plan all on one platform along with the MEC plan, minimum essential coverage. You’re talking a price point, a minimum essential coverage plan. Price point runs 60 to 70 bucks a month, and you can get all the way out to the P P O full blown plan at three, $400. So any employer group, whether it’s five employees or 250, have the ability to have a price point for every employee within the company. [00:10:00] Pick and choose what you want.

And on top of all of that, if an employee buys our R V P, and I haven’t seen this from a competition, so I’m going to say it right now for you guys, for legacy brokers. If a member is on an R B P plan with us and there is so much noise that we can’t diffuse for that member, we’ll allow that member to make a one-time change over to the P P O plan the first of the following month. Now, of course, that’s a price point attached to that because R B P plans are generally 15 to 35% [00:10:30] lower on the exact plan design than the P P O, but we’ll allow that member to do a one-time switch if it’s just too much noise. I haven’t had it happen yet, but it’s the best piece we want them to have, be comfortable. We want them to know it’s user friendly.

Half of our block of business is RRB P. So it’s a big deal to us. It’s better claim cost containment that we do on that side of the house to try to mitigate claim spend for all of the groups, which turns into better renewals if you can mitigate the claim spend. So we would like to see every client at [00:11:00] least put in A R V P. Maybe 25% of your population goes to R V P, 25% goes P P O. Another 25% goes mec, whatever your situation is, you’re 50 plus group. You got to put it in the MEC to avoid the mandated penalties. We can put that all in one package for any size group. I don’t think our competition is doing it.

Jason Powers:

No, I’m not seeing it at all. So you’re saying as long as the employer is offering a P P O plan design alongside that RV

Darick Bradford:

P, right. If they install, they install, you need one member to install [00:11:30] a P P O plan. If you got one person on it, anyone on the R V P can switch over if they had too much noise or just didn’t like the R V P program.

Jason Powers:

Yeah. Wow. That’s a good safety net for members. It’s a good safety net for brokers to know as they’re taking those options out to their clients. So yeah, that is unique to trustmark for

Darick Bradford:

Sure. And it brings down the employer contribution level. If you think about it, if half of your group or 25% of your employees are on the R V P, you’re already reducing your contribution level by putting ’em on that plan. [00:12:00] And maybe you have ’em pay the buy up to the ppo, the differentiator until you get a solid renewal, get some renewal surplus dollars to offset that. And now in the second year, we’re a long-term solution. A lot of these groups look at this as if you’ve been on the fully insured model, maybe some of the blues every year, you got to go back. But there are solutions within our product that you stick with us. Average group stays with us three to seven years. So you got a three year mark. If you’re doing it right the first time, put this in place. Maybe you get [00:12:30] 10, 20% of your population on R B P come year too.

That may amp up because now they’re talking about it, the water cooler. I didn’t have any payroll deduction for the whole year and I went to see a doctor and my plan worked just like your plan, now you got more of the population coming over employers reducing their contribution, reducing that spend. It is the best approach to reducing claim spend and reducing the amount that employer has to pay in premium yearly without jacking up every deductible. A lot of groups, [00:13:00] a lot of carriers. Then we’re going to jack up your deductible, get to the price point. You could do it here and reset deductibles, bring them back down to what it used to be a decade, two decades ago.

Jason Powers:

Well, yeah, I think you’re spot on. I think this gives the ability for the broker to show a traditional P P O plan with maybe a $3,000 deductible with copay structure alongside R B P, where maybe they go a much lower deductible to entice employees going over to the R B P to [00:13:30] get control of plan spend. Pairing those two up and then maybe even throwing some H S A stuff in there alongside of me. I love that. I got to say after we’re the, we’re a GA for trustmark, I didn’t realize we could put all five of those together so I got my wheel spinning on some cases. Keep talking, Derek. Keep talking, man. We got some business to write

Darick Bradford:

And I didn’t mention the P P O networks. We primarily use our Aetna and Cigna, both of their flagship networks. We have some regional players too in certain markets, but [00:14:00] the price point, these guys are getting the deepest discounts. They’re getting Blue Cross discounts, so they’re the best to kind of put on a platform. The PPO O, we do have to choose one or the other. They won’t play ball together, but Aetna, Cigna, usually if they’re with Aetna, we write it with Cigna, whether it with Cigna, we write it with Aetna just to kind of keep it from the contractually to try to keep it from all running together.

Jason Powers:

Makes sense. Alright, mercy, look at

Darick Bradford:

You. There’s my information there. Right? [00:14:30] There we go. Right. Listen, not a ton of slides on this. We’ve been here a long time. Absolutely reach out. You got questions I’m sharing today my QR code with your staff. They literally can scan with their cell phone. It takes ’em to all of our brochures. It’s a back door into our website where we have a thousand brochures on H R A H S A healthy choices, healthy edge, healthy incentives, healthcare reform documents are out there. All of the information’s out there, your [00:15:00] team has access to it and they don’t have to be appointed with us in order to get it. Now you got to be appointed to get into that path, but I shared that QR code with everyone on your staff and they’ve already put it on their phone and bookmarked it so they can always go in and get to forms and send it to producers across the country.

Jason Powers:

So I want to recap though. So this is small group level funded from five to two 50.

Darick Bradford:

Yes. Enrolling, enrolled

Jason Powers:

From an underwriting perspective. We can do [00:15:30] Curve, which is the AI underwriting G Rx G RX style down to

Darick Bradford:

2025,

Jason Powers:

Enrolled five, enrolled

Darick Bradford:

25

Jason Powers:

Enrolling. Otherwise, we want to do applications from

Darick Bradford:

Five to 24. We want to do paper apps. We take other carrier apps. We take Easy App form, fire Ease, pretty much any other system out there. We take apps from there. Or you can use our in-house system. We have an in-house system, which a good chunk of our producers [00:16:00] use. We actually will give, we call it Express Connect. We’ll give the employer an 800 number. Each one of their employees will call in with questions that we would ask on the call. It’s about four medical questions, seven questions total. One is height and weight, one is smoker, non-smoker, one is pregnant or not. The other four medical questions. The employees will have the questions before they call us. It’s a guide. They can write their answers down to the questions, call the 800 number, give ’em their name, their number, their address, the company code [00:16:30] for their company, and then they do a voice signature at the end of that process and that locks in that employee. So once the last employee’s done, the whole file goes over the underwriting. You get final rates in 48 hours. No paperwork from any employees

Jason Powers:

Without ever putting pen to paper,

Darick Bradford:

Never putting pen to paper. And it didn’t cost the employee, it didn’t cost the brokers anything. They can use this system as much as they want. I’ve had brokers send me an email saying, Hey, open the phone lines from Monday to Friday for this group, and then we’ll send ’em an update every day of who’s called in, who’s left to go [00:17:00] to. The final one is done, and we move it into underwriting. But it’s a set and go. You can be out there going door to door, belly to belly, having all your meetings, and you can make one phone call to shoot one email. We open it up and start working that case for you all the way to the end with no paperwork.

Jason Powers:

Wow. So not only that, but then from a level funded perspective, brokers and their clients have the option to choose a cash surplus option, which is a hundred percent surplus return after [00:17:30] whatever runout period is

Darick Bradford:

Six or 12 months. And it’d be a 1218 or 1224, whatever they choose.

Jason Powers:

Yes. They can choose two third, one third. So a two third. Is that two third admin fee credit or is it two third cash?

Darick Bradford:

It is admin fee credit. So it’ll be credit on their billing statement after six months. We do four months after the year, we do the determination to see what the dollars are at the six month mark. In the second year is when we start crediting. So if it was $6,000 in there, [00:18:00] they’ll get a thousand dollars credit on the second half of the second year. Every month they’re getting that credit

Jason Powers:

Month for the rest of the six months. They can also do a half admin fee credit. So 50% of the surplus return back is an admin fee. Same kind of reconciliation timeframe, same kind of credit application. It gets stretched out over the remainder of the contract on their invoice.

Darick Bradford:

They do have to renew to get the credits, but if they do a hundred percent cash back, you don’t have to renew. You can walk away and you get everything that’s in the pocket.

Jason Powers:

So for someone coming off of a plan where [00:18:30] there is a hundred percent surplus return, they’re used to that self-funded sort of atmosphere, you’ve got that option. But for someone who maybe is baby stepping in, you’ve got the option to kind of start with maybe that and you can change from year to year. That’s the other thing is as you’re looking at renewals, you can start with that half admin fee credit. You can go to the two thirds option and then maybe the next year go to the cash surplus option and graduate to that more sophisticated self-funded space reporting available for self-funded [00:19:00] clients, for level funded clients on a monthly basis. And then the annual report, if I recall, the renewal packages has a little bit more detail. It talks about utilization and some of the other things I always wondered, is that a report that we can pull on a regular basis or if we could request that mid-year report a little more detailed.

Darick Bradford:

So in our web portal for the broker and the employer, there’s access to the monthly report. That’s the aggregate claim [00:19:30] summary report. Every month, dollars and dollars out. They can track that so they’re not shocking, odd. But then there’s also a report that comes out on utilization every three, six, and nine months. So they can access those there. Now usually they get an email from us or you’ll get an email saying your report’s out there. Not every broker or client goes out and pulls it down. But those reports are out there on every case every year.

Jason Powers:

Quarterly, more detailed

Darick Bradford:

Utilization. Yeah, ER visits, urgent care visits,

Jason Powers:

Top RX top,

Darick Bradford:

That’s [00:20:00] there automatically.

Jason Powers:

Okay. And then again, networks we can use the major networks. We can also plug in R B P. In your R B P program, do we have any kind of flex option where they’ve got providers or physicians that are P P O alongside full R B P? For inpatient?

Darick Bradford:

We don’t anymore. We did have something we call kind of a hybrid where we had a P P O network for physicians and an R B P for hospital charges. But we had that [00:20:30] running for maybe two plus years. We really didn’t sell any of it because the price point of the P P O and the R B P, most clients went either way or the employer installs both plans, and the employees usually went either way. Either they were going for price, so they went R B P, which was the best price, or they went P P O because they wanted that access. They wanted the logo on their card. So generally it was one or the other. Although we had it out there, the price point was right in the middle of the two, and very few employees or employers went down the middle [00:21:00] and said, well, I’ll take that. We used to call it a wrap and it is good. It had a spot and it was a great conversational piece, but in the end, they either went P P O or put both in and let employees choose. So yeah, we don’t,

Jason Powers:

Again, I like the idea, I don’t know if there’s a name for it, but the idea of offering the P P O alongside the R B P and having members give them the flexibility at the first of the following month to move back over to P P O. With the change in pricing, obviously to the P [00:21:30] P O product, I think that probably replaces a lot of some of those other product options that we see out there in the R B P space. So that’s

Darick Bradford:

Right. No need for those. You can just go if it didn’t work out. Alright. You don’t want to go halfway to the hybrid.

Jason Powers:

You got to come up with the name of that. Like a p o reset. Yeah. Well, anything we missed, any other value adds that we should talk about with trustmark? You’ve got telemedicine built in

Darick Bradford:

Healthcare, blue Book, built

Jason Powers:

In healthcare, blue Book, [00:22:00] built in on transparency, vitality. Talk a little bit about vitality.

Darick Bradford:

The wellness program that’s built in there. A lot of the programs, we have informational data on it. Another thing that QR codes, you can get to those value add programs and just have one page flyers or whole booklet on it to share with the members. Vitality is one of ’em that comes with every plan. Like healthcare Blue book, just like Teladoc. And the copays for Teladoc are consistent with whatever the copay is for a provider. Well, zero copay on the copay [00:22:30] plans for Teladoc, but then it’s I believe $45 on the H S A high deductible plans automatic, but you got a few value added programs that are within our operation to try to reduce the claim span and maybe educate members on use the Healthcare Blue Book tool and they got kind of the red light, green light, yellow light pick the provider with the best, with the green light. But we got those value adds writing the program.

Jason Powers:

What about care champions? Can you talk about that a little bit?

Darick Bradford:

24 7 customer [00:23:00] service. I think that’s a secret sauce to our reference-based pricing and why half of our block of business is R B P. Because of that, they literally, you can call ’em up and ask them for R B P friendly providers in your area. They’ll send you a half dozen names and they’ll actually make the appointment for you. You do your appointment, you come back, they’ll follow up with you to see how it went. And they’re keeping stats on everything that went on. Did it go well? Did it not go well? But since we don’t have a R V P directory, I think it’s like [00:23:30] a referral. It’s like a returning program. If you call us anyone on R V P I tell every member, just call the 800 number. You don’t need to know who the doctors are. If they take Medicare, they should take R V P because we are paying above Medicare allowable charges.

So if they take Medicare patients, there’s no reason not to get paid more on R B P. It’s not a P P O rate. The providers get paid, but it’s more, and generally we pay up to 150% for doctor charges and up to 175% for hospital charges. That’s one of the strongest, some of the strongest [00:24:00] percentages in the country. So we don’t get a lot of noise. Less than 1% of the time. Do we get any noise about the pay? Less than 1% of the time do we get any balanced billing? Because of that, and we have balanced bill protection. So if any member ever gets a bill from us after seeing the provider appearing their copay, we tell ’em to mail it, scan it, fax it, snail, mail it to us. Within two weeks, they’ll get an E O B

Jason Powers:

That says, fold it up in a paper

Darick Bradford:

Airplane. However they want to send it to us. We process it for free and they don’t have to worry about [00:24:30] it anymore. They have to send it to us for it to get processed. Though we won’t know that they got balanced bill unless they send it to us. But once they do, we’ll take care of it and send ’em the E O B showing it’s been covered. No member will ever pay more than their out-of-pocket max on our program.

Jason Powers:

I think it’s important for brokers to know about, because if they are considering R B P or if they’ve had maybe a different experience with R B P and a client knowing that you’ve got that Care Champion built in there, A feature built in is I, [00:25:00] it’s critical for agents to know that that’s available for every one of your groups that’s moving into the R B P space, having 24 hour access to somebody that can advocate on their behalf and get those people pointed in the right direction.

Darick Bradford:

True. It’s three main components. It’s the member advocacy, the 24th care champion, 24 7. It’s the reimbursement levels are higher than most, definitely higher than a lot of TPAs. And then it’s balanced bill protection. That’s why half of our block is there because we’re doing all of that behind the scenes. It’s a very comfortable, flawless process [00:25:30] and everyone feels comfortable with it once they get on. But that’s also why we say if you hit it’s too much noise, switch over to the PPO O over, we don’t have a problem. P P O reset. P p o. Reset. You go.

Jason Powers:

You guys can use that. It’s

Darick Bradford:

Fine. P P reset. P reset. Let’s get that on some T-shirts. Yeah.

Jason Powers:

Right. And I’d be remiss if I didn’t mention broker comp. So broker commissions, so we’re a general agent. Again, producers get 100% of the producer compensation and producer credit. Very competitive [00:26:00] producer comp percentage of the stop-loss premiums, which is a little bit different than say, a percentage of the total premium. But you’re really just being paid on that stop-loss premium. But it’s a very competitive rate at that level. I think standard comes out at 13, roughly 12, 13%,

Darick Bradford:

Something like that,

Jason Powers:

Which is 13%, which I mean you blend it. It comes out to a very, very competitive rate overall and the total premium equivalent of [00:26:30] a trustmark policy. So if you’re not looking at trustmark, you definitely need to be looking at trustmark here in this Q four. Any last words of wisdom for brokers as they head out? I

Darick Bradford:

Was going to say for commission wise, you do have the option of P E P M.

Jason Powers:

Oh, yes, do. Yeah, there is flexibility there. It’s good point. Good point.

Darick Bradford:

You do either

Jason Powers:

Or. Yep. Yep. I missed it. So appreciate you catching it. No problem. There is flexibility. Just let our quoting team know when we’re setting up the file, which way you want it run and we will get it run the right way. Absolutely.

Darick Bradford:

[00:27:00] Absolutely.

Jason Powers:

So brokers out there are getting ready to go out and get crazy with RFPs. Any advice for ’em on the Trustmark side?

Darick Bradford:

The best advice I can give you is give us a shot on every deal, even the flat renewals. Give us a shot. We’ve had a lot of rate reductions across the country. Incidentally, our product is available across the country except for four states. We’re not in New York, we’re not in Vermont, we’re not in North Dakota, and we’re not in Hawaii. Now, if the business is domicile there, we can’t [00:27:30] write it. But if they’re in any other state, they got employees that are there. We can write that, but give us a shot. A lot of counties across the country, we’ve had rate reductions in the last six months. Multiple double digit rate reductions, especially going into Q four with the simplified underwriting down to 25 Now. Give us a shot if you didn’t before. Give us a shot now.

Jason Powers:

Need you to start writing in Hawaii so I have a reason to go help with presentations.

Darick Bradford:

I would love that because I like to visit with you. I would love to go with you.

Jason Powers:

All right. Well, you heard it here from [00:28:00] Derek Bradford Trustmark. Again, we are a general agency for trustmark, so if you have any questions or need any help on any proposals, reach out to our quoting team. We’ll be happy to get you that quote turned around as quickly as possible. Down below this video on our website, you’ll see links to some of the marketing materials that Derek mentioned, talking about specific value added services and differentiators, specifically, probably the different funding and surplus levels that are available inside their product. You can [00:28:30] download those materials and take them in on your presentation to ensure that you have confidence in the product that you’re putting in front of your clients. Derek, thank you so much for traveling all the way out here to see us and being part of the carrier product update Q four kickoff summit. We really appreciate the partnership and appreciate you being here. If we can help you with your next trustmark quote, give us a call. In the meantime, have a great Q four and happy selling. Thank you.

Thank you for watching this edition of our carrier product [00:29:00] update series. Visit our website to watch other episodes.