449. Your CAC Is Lying to You w/ Your Insurance Attorney’s Anthony Lopez & Ilana Reeser

[00:00] Scaling a personal injury firm usually means doing the things the hard way, during massive
[00:06] amounts of cash that expensive B to C marketing.
[00:08] Everyone knows referrals are great, but most firms treat them as happy accidents.
[00:13] What if, instead of waiting for the phone to ring, you actively engineered a massive nationwide
[00:17] B to B referral ecosystem?
[00:20] My nationwide relationships have been the bread and butter to my existence, and I am so thankful
[00:25] that I've met so many people, and, you know, it's really fun.
[00:29] But here's the catch. When you're crack the code on B2B volume, you instantly create a massive operational bottleneck.
[00:34] You can't just throw more bodies at hundreds of new cases a month without blowing up your overhead.
[00:38] You have to completely rethink the way you operate, and that's exactly what today's guest did.
[00:42] So we've been working on for the last 15 months, our own proprietary AI software.
[00:49] This system literally takes calls from our call center. It does the intake of the clients,
[00:56] reports the claims and literally handles everything in between.
[01:00] When you pair that level of automation with a nationwide referral network, you don't just scale your firm,
[01:05] you build a powerhouse that does more with less.
[01:11] This is Personal Drame AstroMind. I'm Chris Triar, founder and CEO of ranking.io,
[01:15] the Elite Performance Marketing Agency for Personal Drame Law Firm.
[01:19] Today we have a true one-two punch join the show. We're sitting down with Anthony Lopez, the CEO of
[01:23] of your insurance attorney and a lot of research
[01:26] the firm's chief growth officer.
[01:28] Today, they've scaled their operation into an absolute powerhouse
[01:30] equipped with 50 attorneys and a staff of over 300.
[01:33] We're getting highly tactical today.
[01:35] We dig into the exact metrics you need to track
[01:37] to ensure you're actually profitable,
[01:39] how to build a medical provider network in a brand new market
[01:42] and why holding your referrals to strict data standards
[01:44] elevates everyone's game.
[01:46] I'm incredibly pumped about this episode,
[01:48] and even more excited to announce
[01:49] that Anthony Analan will be hitting the stage
[01:51] to speak live at PIMCON-2026 this October.
[01:54] They'll be breaking down their exact strategies for Facebook ads
[01:56] and building a massive referral infrastructure.
[01:58] Make sure to get your tickets at PIMCON.org.
[02:01] Let's get into it.
[02:05] So I like to start off with a win
[02:07] and what's something top of the dome
[02:09] for your insurance attorney that you're really excited about,
[02:12] that you'd like to share with the audience.
[02:13] So we've been working on for the last 15 months,
[02:16] our own proprietary AI, software,
[02:20] we're like at the two yard line of launching that our first laundry practice and it really
[02:24] really excited about how productive that's going to make our team, how many more clients
[02:30] we're going to be able to help and how quickly we're going to be able to help them.
[02:33] This system literally takes calls from our call center.
[02:39] It does the intake of the clients reports the claims and literally handles everything in
[02:44] between all the way to prepping a demand letter, letting the lawyer know like, hey,
[02:48] treatment's done, cases ready to either get settled pre-suit or go to litigation.
[02:54] It's taken almost two years or about 15, 16 months into this, but we're really excited
[02:59] about launching that and funny enough we named her Jenna after my true year old daughter.
[03:03] Who's Jenna Veefe? So we love this. We're really excited.
[03:07] You know, some excited. We're going to dig into this and talk a lot about it.
[03:10] So my wife's name is Jenna. So I was like, okay, yeah. But is it Jenna or Jenna Veeve? Just Jenna? Right?
[03:18] Okay. Well, by the way, so that's my name for AI, you can't take it. Do your own thing. Perfect. Perfect.
[03:25] Alana, what about you? What comes top of the down for you?
[03:27] Uh, super excited. We've really honed in on the process of getting cases in the door.
[03:34] Signed with our intake team into the right hands. Really strong case managers. I think it's been a really
[03:39] smooth process that we've seen grow on the inbound and outbound front and we've been able
[03:45] to send out nationwide a bunch of referrals to a lot of our referral partners and friends.
[03:49] So it's been really fun having a two-way reciprocal relationship with a lot of awesome firms.
[03:54] Yeah, big shout out to a lot of because let me tell you she's literally boots on the ground,
[04:00] developed our national referral network platform.
[04:03] It's something that frankly did exist until she existed with us.
[04:08] It's really opened up our opportunities all over the state and created really nice partnerships with law firms that
[04:14] you know, we didn't have a relationship until we met them through a long a so big shout out to you for crushing that.
[04:20] Thank you so much.
[04:21] We're talking about, you know, 400 plus cases coming in, not even without saying, you know, like what you're also sitting out.
[04:30] Let's talk about that from a lot of our audience listening with the case costs, all the consolidation.
[04:35] There was just a post yesterday, a Maro and another MSO is coming into the fray.
[04:41] You've got Dudley DeBosier and I don't know what's going on with using Coleman.
[04:46] I've heard some rumors on the West Coast.
[04:49] I'll keep to myself too and you got Fortress Plan.
[04:52] So these case costs are increasing.
[04:54] So, talk to me about just maybe some business development strategies, the boots on the ground.
[04:59] Just what comes to mind, I guess first there.
[05:02] So, we've definitely seen the lay of the land changed drastically over the past few years,
[05:07] and I feel like once upon a time, whereas firms were able to generate work on their own,
[05:12] organically billboards, radio, TV, anything of that sort, the dynamic has vastly shifted into more of a lead generated and organic and social media.
[05:25] You kind of have to have the strengths to be able to generate work to your firm these days.
[05:29] I'm seeing some people do really amazing things with social media.
[05:32] Anthony, I'm sure we'll want to touch more on this, but we've been into giveaways and bring more presents to the firm.
[05:39] We've been doing, you know, there's some great lead gen out there, not much though.
[05:42] We're seeing it, you know, shift and a lot of over-promising and under-delivering for many.
[05:48] So I think people have had to figure out how else that they can generate work.
[05:51] and for me, my nationwide relationships have been the bread and butter to my existence.
[05:57] And I am so thankful that I've met so many people.
[06:00] And, you know, it's really fun.
[06:01] Like I was mentioning to be able to send out cases now and share the love.
[06:05] I had Sam Pond, Pond LaHaki on recently.
[06:09] They have their case exchange.
[06:10] They do a lot of volume on the referral side too.
[06:14] And he was, I guess, had a strategy with the labor unions.
[06:19] So I guess there's a lot of ways to build these different relationships.
[06:22] Is that something?
[06:24] Now that's more I guess on the work comp side.
[06:26] That's very heavy in the Northeast, especially with like New York Labor law cases.
[06:32] You know, they're in Philadelphia.
[06:33] Love Panna hockey shout out.
[06:35] You know, they're great friends of mine and I've seen what they've done and how they do their
[06:38] nationwide referral network.
[06:40] And it's very interesting because we don't really dabble on the side of the unions or anything
[06:45] like that with case types and the states that were in. Got it. Got it.
[06:49] If you have you tried, you know, so we're going to dig into Jenna and its capabilities. Have you
[06:55] thought about, you know, as part of this strategy being like, hey, send us your turn downs.
[07:00] Like maybe you could use AI to help facilitate that. Yeah. So we're always happy to look at other
[07:06] lawyers turn downs because, you know, sometimes law firms aren't built for smaller cases.
[07:11] or sometimes they don't have the ability to sift through all of the data to see if there is
[07:16] indeed a case. So we never say no to taking a look at someone else's turn downs and we actually
[07:21] work with a lot of different law firms throughout the country. Some of them like to pride themselves
[07:25] on being the biggest in the universe. We look a lot at a lot of their turn downs in a lot of different
[07:30] states that we work in. And you know, there are sometimes gems in those. You know, we always look at that
[07:35] and AI absolutely is going to make us a lot more effective and efficient at being able to do that and do
[07:40] it better and faster. But yes, it's definitely somewhere looking at it.
[07:44] You know, last time you're on the show really, I was really intrigued by the weather and
[07:50] patterns and like your go to market strategies in terms of the weather patterns. Have you, you
[07:56] know, taken that to another level with AI and is there any capabilities with like predictive,
[08:02] you know, analysis for weather, have you explored any of those types of things?
[08:06] So we use AI in our office throughout the country every single day.
[08:11] We have multiple enterprise solutions for AI in every single office.
[08:16] And as a matter of fact, I get a report from our CTO every week.
[08:20] And I look at everybody's usage of AI.
[08:23] And if you're not using it, you're actually getting email from us asking why not.
[08:28] And is there something that you need to be trained on?
[08:31] Like how could we help you be better at your job?
[08:33] your job. So we've actually also developed a very specific AI platform for our property and
[08:40] casualty practice, which the moment a case is put on someone's team. It automatically
[08:46] looks at satellite images of the property. So we can get an idea of the roof in any prior
[08:51] losses or current damage on the roof system. We automatically pulls permit history for the
[08:57] property. So we can see everything that was ever done to the home. It automatically looks
[09:02] it all of the pictures that we have in the file from the client and or our experts and
[09:07] identifies damage related to the reported loss because it also reviews the insurance policy
[09:15] to make a determination whether or not the policy provides coverage for the loss.
[09:19] And then after all of that, it will help the lawyer draft a civil remedy notice or a bad
[09:24] faith letter to pay on the state that the claim is in. So we love AI, we're utilizing very heavily
[09:30] our P&C practice. We love property and casualty from the standpoint of it's a very niche practice,
[09:36] but we do it really, really well, and we handle thousands and thousands of those cases annually,
[09:42] and it's a really nice way for Elana to walk into a PI firm that doesn't do P&C, because most
[09:48] firms don't, and that's a really nice two-way street automatically develop. So P&C is amazing, and AI is
[09:54] is definitely changing the face of how that practice is being handled.
[10:00] What Anthony just described is a massive competitive mode.
[10:09] While other firms manually dig through property records, their AI is instantly pulling satellite
[10:13] imagery and drafting bad-beat letters, the second a case lands on the desk.
[10:17] But handling that kind of volume across multiple markets can create a huge bottleneck
[10:21] in take, where speedily does everything.
[10:24] I want to know how they evolve their intake process to protect that speed when a news case comes
[10:28] in.
[10:29] First, or does a human still take the lead?
[10:32] So, you know, this is a pain point for a lot of offices where they don't necessarily have the ability or the manpower to handle their own call center and their own intake internally.
[10:43] We've built a Jenna in a way to handle intake, but we pride ourselves on having our call center in house and our folks in our call center are trained really really well by two people that, you know, oversee the sales for there.
[10:58] So we will always handle inbound calls and referrals live.
[11:04] Once the client has been signed up, though, that's where Jenna takes over.
[11:08] And then she gets all the details and all the nuances.
[11:11] Because frankly, she can stay on the phone with a client for an infinite amount of time.
[11:15] And it doesn't bog down our business.
[11:17] And there's no, there's no worrying about spending too much time and not being able to help other people.
[11:23] And really that is the advantage that AI is providing is that it allows us
[11:28] to really pinpoint pain points in the process and she takes over where, frankly, it's not practical
[11:35] for a person to.
[11:36] It's super interesting.
[11:37] I literally yesterday, I spoke with Laura Live from Angel Raysa's office, their chief
[11:42] in take officer.
[11:43] They do a lot of volume and they were talking about that challenge of the call reps being on
[11:49] the phone too long.
[11:50] So they went to like a pre-qual and then a closer model to try to solve that problem and you're
[11:55] solving in a different manner with technology.
[11:58] I guess on my side on the agency side, I'm a little gun shy about just, so I've got all of
[12:05] our count managers from a strategy perspective, our managers, but I'm a little gun shy on deploying
[12:09] it, you know, 200 people and just letting the tokens go nuts.
[12:13] You know, how do you think about that?
[12:15] Or is it just like, hey, I'm going to get so much more output, it's going to be worth it and
[12:18] all this.
[12:19] Well, it's funny you've bring that up because the first time I emailed our CTO after we
[12:23] we went live with our two enterprise solutions.
[12:26] I emailed him and I think it was like 10 or 11 on a Friday morning.
[12:29] And I said, hey, buddy, send the list of everybody's usage.
[12:32] And I think he thought kind of like where you're at, he's like, oh, man, Lopez is upset
[12:37] about how much we're spending.
[12:38] So he sent me the usage along with a long email about don't worry, we can curb spending,
[12:45] we can cap amounts.
[12:46] And I was like, no, no, no, no, no.
[12:47] I don't want to cap it.
[12:48] It's infinite right now.
[12:49] I actually just want to see who's not utilizing it.
[12:52] and he was like, oh, so I totally and I'm sympathetic to that.
[12:57] I guess that costs, but it's not something that we are purbing at all at this point.
[13:02] It's like, go for it.
[13:04] Use it.
[13:05] Our trial teams love it.
[13:07] You're prepping for trial.
[13:08] I'm so much more efficiently than we were able to before and are also able to really
[13:13] sift through all kinds of data and presuit cases and really get granular on some of these
[13:19] cases in a way that it was never practical to do so before. So we're really proud of how we're
[13:26] crushing it, sure, and scope it is right now. That's incredible. And I got so many more
[13:31] follow-up questions just on the AI side. And I guess one of the things is like, why did you choose
[13:37] to build it in-house when you've got, you know, there's the control and the data components,
[13:41] maybe that's the answer versus like you've got the some really funded series ABCDEF, I don't know
[13:48] what series they're on in the space.
[13:51] What did you see that there was a set gap
[13:54] in how they were building it from an application perspective,
[13:57] like why in-house?
[13:59] So because I feel like frankly,
[14:01] we do it better than we do with faster
[14:02] when we can control the process.
[14:04] And kind of getting back to your other comment
[14:06] about a lot of private equity money
[14:09] coming into the legal space and buying up law firms
[14:11] and all this good mass consolidation.
[14:13] Like I don't necessarily always agree.
[14:16] John Morgan may take issue with this, but I don't always agree bigger is better.
[14:20] And having more money isn't always better either.
[14:22] Maybe you just have a higher burn rate in your pissing it away faster.
[14:25] I think when you're very laser-focused on a specific task like we were with our AI, and
[14:32] we got a great partner out of New York that developed this technology for us.
[14:36] We were able to develop something that wasn't out of the box solution.
[14:41] was tailored to exactly what we needed exactly where our pain points were so that we could
[14:47] create something that would make us better at doing our current jobs.
[14:51] You know, a lot of the other companies and I don't have to name them because you all know
[14:54] they are, I've seen all of the pitch decks and I've, you know, every, you know, they all talk a great
[14:59] game, but I have not found a solution that is start to finish.
[15:04] You know, Jenna will literally pick up the phone, call the client, and ask them how treatment's going.
[15:08] When is the last time you treated? Is there anything that we can do to help you in your process? Are you in pain still?
[15:15] How was your pain? Can you rank it one-to-ten? Would you like to speak to a lawyer? Let's get that scheduled right now.
[15:20] And she can do that all day every day a million times a day. So, you know, we're really proud of what we've built.
[15:28] And by the way, we've also we're so proud of it that we're coming out with a out of the box solution that we will be able,
[15:36] will be providing to other law firms across the country.
[15:38] It's called Auto Council and it's basically Jenna 2.0 and I say out of the box,
[15:45] it basically we've designed it based on almost every law firms typical flow.
[15:50] So it should work for just about everybody.
[15:52] But then once it comes to implementation, obviously,
[15:55] there's always new wants to see everybody's practice and there will be a solution for that as well
[15:59] and a team that helps integrate with your current technology.
[16:02] And what I do like about what we've developed because it was important to me is Jenna works on top of your current system.
[16:09] So if you're on a litify or a file vying or one of these other platforms,
[16:15] Jenna will work on top of that like an employee. She will input the data like an employee.
[16:20] She doesn't necessarily have to get tapped into your back end data, which makes her very fluid and very easy to plug in play.
[16:27] that's incredible and you know I got it kind of add on to loop you in a lot of
[16:32] as you know developing referral relationships one of the challenges is if they're in takes
[16:37] not good right if if they don't have the processes to identify cases or maybe they're falloff
[16:43] rates bad and it's like hey you got a great case and you want to send it but you want them to
[16:47] capture that case right is this maybe a means to say hey I noticed your wanted conversions a 60%
[16:56] and you're dropping the ball on, you know, you're not getting full value because you're not
[17:00] calling the client about, you know, their treatment, is this something that you're like, hey,
[17:05] not only can we handle these cases that you don't do, but here's this thing that can actually
[17:09] make you better. Absolutely. I think that to begin with, you're not going to be in my referral network.
[17:15] If you're in take team can't handle it. If you're not going to be on top of the case,
[17:18] I'm very, very particular about who I'll send to because at the end of the day, you know,
[17:22] your reputation is what you have and us making a referral to someone is on us to ensure that we're
[17:29] putting a client in good hands elsewhere. So if we're not handling it, we do have those expectations,
[17:34] but if these firms can adapt to our systems and kind of benefit from the AI or any other systems that
[17:41] we're building, that's huge. Not to mention API integrations and everything else to boot for easy communication,
[17:47] tracking the case, making sure that we're up to date when the settlement comes through and anything
[17:52] in between? Just on the tech side, in a no-anther, you said that that Jenna Overlay's CRM,
[17:59] agnostic, so to speak. And I'd like to push back and just hear your opinion on this. This is
[18:03] what I say. I say, like, look, if you're a smaller firm, lead doc get out of the box pretty good,
[18:10] but if you're a big enterprise firm, you need to have the flexibility to disconnect everything.
[18:15] So I'm pushing more sales force to litify. Would you agree to that? Or is it,
[18:19] Are you going to different direction?
[18:21] So yeah, I mean, I would probably do a Salesforce platform as opposed to a litified platform
[18:27] because, you know, litify has its own constraints built in.
[18:30] Salesforce, you can build out everything litify has plus plus plus plus.
[18:34] So if you're a big law firm, or you want to be a big law firm, I can't emphasize enough how important it is
[18:40] to lay the groundwork early, spend more than you probably want on tech.
[18:44] Because you'll be so happy you did later on down the road.
[18:47] when you're bringing in a thousand cases a month and you have all of the technology and
[18:52] safeguards in place where you can really see what's happening.
[18:56] Because I talked to a lot of folks at own law firms and people don't realize how complicated
[19:02] it is to run a law firm that has a marketing engine because you could be spending a million bucks
[19:07] a month in generating an X amount of dollars a year or a month and spending a certain amount
[19:13] to bring in cases, but you could still be losing money.
[19:16] Like you could think you're making money.
[19:18] But if you're not tracking your actual kept case acquisition cost, not your cac,
[19:23] your kept cac, right?
[19:24] And monetize, looking at how long it takes to monetize e cases.
[19:28] Like what is your internal rate of return on these cases?
[19:31] What cities work for you?
[19:32] What states are better?
[19:33] What practice areas in each city?
[19:35] It's so complicated.
[19:37] So if you don't have the correct infrastructure in place, you can really just be pissing money
[19:41] away and losing your ass where you think you're making money.
[19:44] I've seen that firsthand, especially with the Legion companies, right?
[19:48] You're like, oh, I'm getting less than $3,000.
[19:50] I'm getting a $2,000.
[19:51] And I'm like, okay, well, let's add in the attrition to fall off rate.
[19:54] And in some of these, the fall off rate's like 60, 70% are higher.
[19:58] And it's like, whoa, whoa.
[20:00] You know now your way higher on the metric, especially when they start playing the affiliate game and get loose with you know
[20:07] The shared lead scenario that's going around.
[20:09] Well, yeah, and then you know people it's very easy to look at oh I only spent $2,000 bringing in a case and I
[20:17] net it acts but like did you really?
[20:19] Because you know, what did it cost to handle that case?
[20:22] How many people touch that case?
[20:24] How long was that case to mean your office?
[20:26] You know these things you need to look at because
[20:29] like I said, you think you're making money because, oh, I made 10 grand minus 2 grand is 8 grand.
[20:35] Did you really make 8 grand if it took 24 months? I don't know. I don't think so. That's not how I do my
[20:40] math. So, you know, we were very, uh, sensitive to what cases cost, what cases generate,
[20:47] gross net, and we look in internal rate of return, like what was the cost of that money for holding
[20:52] that case for 24 months? We factor all of that in plus a spend on how many seats it took to get it
[20:57] it resolved and then that's what my net is.
[21:01] Anthony just dropped a masterclass on unit economics.
[21:04] If you aren't tracking your kept cact,
[21:06] factoring in the drop off rate,
[21:07] time on desk and the human capital takes a resolve,
[21:10] then you might actually be bleeding cash.
[21:12] Because they're so doubt into their numbers,
[21:14] I wanted to know if Alana forces her referral partners
[21:16] to play by those same strict rules.
[21:20] A lot of them don't, however,
[21:21] the ones who play ball and who understand
[21:24] how to take in a case do a good job with it.
[21:26] the firms that I'm targeting to work with us,
[21:28] typically do understand what I'm asking.
[21:30] They have settlement data to provide,
[21:33] they have conversion rates, they have everything.
[21:36] And if they don't, it's something I give them homework,
[21:38] and if they can get back to me,
[21:39] and we can get on the same page, they're in.
[21:41] But a lot of them don't, and you can tell who wants the cases,
[21:45] and who's ready to run with them, and who doesn't.
[21:47] So many people reach out to me for referral relationships,
[21:49] and then disappear when they understand the expectations.
[21:52] That we have the same way we deliver for other firms,
[21:55] sending to us. You know, if you want to get in the network of some of these big guys and I'm
[21:59] not going to name names right now, but there's some firms who are sending out nationwide
[22:02] referrals. And if you want to be in their arsenal for them to be able to share cases with you,
[22:07] we had certain expectations that were willing to meet. So now I've replicated that and I expect
[22:11] the same thing from other firms on the outbound. Let's shift back over to the efficiency. So I want to
[22:17] talk like numbers. Like, look, I'm clearly I'm not an attorney, but I hear these numbers thrown
[22:21] around like a case manager, I hear like a low volume 75 cases. I'm talking like
[22:27] traditional auto practice, right? And then up to 150, what type of efficiency have
[22:34] you seen in how you're structuring your pods with combining the tool, the
[22:39] agenda, the claw, the tokens, how has that changed the efficiency in their utilization?
[22:45] So that's a great question. So let's call it a hundred cases or case managers like probably a standard average on a practice that focuses on
[22:54] You know MBA stuff and trying to get those cases settled presuit. So with Jenna you can 10x that easy because the way we've actually created the interface with Jenna is she
[23:06] Does everything until she gets stuck and if she gets stuck doing trying to do a task
[23:11] basically what she does is she notifies the case manager in the team saying hey by the way
[23:17] Trying to do so and xy's he I couldn't get it done. Please look at it click on the link see what the where she stuck get her
[23:25] unstuck in other words
[23:26] fulfill complete the task whatever it is was
[23:29] scheduling something you know falling up on medical records or whatever it was and then once that task is unstuck
[23:35] You basically hit play again and she picks up right where she left off
[23:38] So now it's less case managers doing case manager duties. It's more looking over an interface to make sure that all of your agents are doing what they're supposed to be doing
[23:48] I'm very excited about the efficiencies that we've created and it's gonna allow us to scale I think infinitely
[23:55] You guys are yeah headquarters in Florida we have operations in Georgia Colorado Texas North Carolina North Carolina
[24:02] that's a lot of markets.
[24:04] How are you thinking about continuing to expand?
[24:08] You know, there's the tour form,
[24:09] it floored a Texas kind of going back and forth,
[24:13] and so talking about expansion and how you choose
[24:16] to expand and win to expand?
[24:18] Yeah, so we got another three states on our hit list
[24:22] for this year that will be opened by the end of the year.
[24:24] You know, we do a lot of analytical analysis
[24:28] before we open up in any state to make sure that it's a market
[24:32] that could handle another law firm that does what we do.
[24:34] And we look at what is it going to cost to bring in the cases?
[24:36] What is our digital marketing team showing us in terms of cost
[24:40] per lead and all of this data.
[24:43] And we analyze it with almost every state that we think makes sense.
[24:48] For us, we're always looking at at 10 to 15 states that we think are good high
[24:52] value targets.
[24:53] So there's a lot of analysis that's happening before we ever get into a
[24:58] stay because once we open, we usually hit the ground right.
[25:01] In other words, we already have referral partners.
[25:04] Alana's already done her thing there.
[25:06] Our medical network is built out.
[25:08] We hit the ground running in all of the states that we open up.
[25:11] But we're really pleased with our growth.
[25:14] And I don't, you know, skies really the limit for us as we sit here today.
[25:19] Yeah. And then just to add on that, that's incredible Anthony.
[25:22] And just to add on that, Alana.
[25:24] You know, so you got the relationships with the lawyers and the peers.
[25:27] Like if you're going to choose a new market, like how do you approach like the the providers?
[25:32] Like is it just because you have the relationships with the attorneys?
[25:35] You could say hey, who's the best providers?
[25:36] And you kind of start there?
[25:37] Like what goes into that side of the business?
[25:41] This is a wild process.
[25:42] I'm going to speak specifically on Colorado.
[25:45] That was our first state that we expanded to when I joined the firm.
[25:48] And I spoke to a very good friend of mine who lives out there who was very embedded in the medical
[25:54] space and it was funny because he was like, you know, we have expectations, like, be
[25:58] prepared, you know, some reciprocating business, things like that.
[26:02] And I was like, buddy, you don't understand.
[26:03] I'm about to be your biggest referral source out here, give me a few months.
[26:06] And to this day, he's one of my besties.
[26:08] We talk almost every day.
[26:10] And we are his biggest referral source.
[26:12] We're able to like generate and he single-handedly got a bunch of our business and was so
[26:18] thankful for that that he opened.
[26:20] I don't, I don't come empty handed.
[26:21] So when I ask for favors, I'm like, I'm gonna load you up with business, but I do need all of your relationships and contacts out here.
[26:27] I'll fly out for like 72 hours sometimes not even.
[26:30] And I'll back to back meetings.
[26:32] I'll set up, I'll stay at a nice hotel, sit in the lobby.
[26:35] And I'll literally have 40 meetings back to back in a day, like 30 minutes and they're in and out.
[26:40] And then it's like an interview process.
[26:42] And they come in.
[26:43] I have a bunch of questions.
[26:44] And then the next day, my favorite ones, I'll touch base with.
[26:47] Sometimes I do a lunch with them or sometimes I'll pop out to their office.
[26:51] a lot of them are very prideful on what they've built.
[26:54] So they like to show off their office and I can do a tour and see where our clients will
[26:58] be and their full facility.
[27:00] So that's been really fun.
[27:01] And I do that in all of our different states.
[27:03] Summer easier than others.
[27:04] Like I'll give you an example, North Carolina has been an absolute zoo.
[27:08] There's clients we get in the middle of nowhere mountains and the closest provider.
[27:12] Not even just that I know, but that exists there is an hour away.
[27:16] So we really had to be particular about making sure that these different providers are able
[27:22] to accommodate our Spanish speakers, transportation as needed.
[27:26] Communication, we want to know if a client is not showing up for treatment because that's
[27:31] crucial to a case.
[27:32] And so how many times does a client just stop showing up in the provider?
[27:36] Doesn't communicate with the law firm that they are not in attendance for their treatment
[27:41] and then the whole case has gone to shit.
[27:43] So I think with that being said, it's been really awesome having these providers know that
[27:47] they can call me and my entire team at any day, anytime, text me, let us know and that
[27:53] has strengthens our cases and our settlements so much because we're in the loop and we can
[27:58] help get in touch with them, push them, have them understand the importance of the treatment
[28:03] so that they can feel better and so that we can have a great case.
[28:05] Guys, this has been amazing.
[28:08] I'm really excited to see both at PemCon.
[28:10] you're gonna be speaking at PemCon,
[28:12] sharing your wisdom, further final question,
[28:14] like when can we expect or,
[28:16] yeah, I'm not holding you to it in terms of the Jenna launch,
[28:19] and then the best way to get in touch with you,
[28:20] Alana, if someone's listening for maybe
[28:23] has a case or a referral, maybe they want to establish
[28:25] a relationship, so Anthony first on Jenna and then Alana.
[28:29] So Jenna is expected to launch,
[28:32] I think at the next 30 to 45 days,
[28:34] at that point, I think by the end of the summer,
[28:37] auto council, which will be our out of the box solution
[28:40] for all the other law firms that want to use her,
[28:43] will be available.
[28:44] And hopefully we can share that at PINCON
[28:46] and talk about and show it.
[28:49] Amazing, amazing.
[28:50] And the LANA best way to get in touch with you.
[28:52] Would be honored to start a referral relationship
[28:55] with anyone who's open and having a conversation
[28:57] and meeting our expectations.
[28:59] You can reach out to me via email at alana.
[29:01] I.L. A. N. A. At your insurance attorney.com.
[29:06] Happy to share myself or we can set up a Zoom call
[29:08] and we'll take it from there.
[29:10] Amazing.
[29:11] Guys, thanks for coming on the show.
[29:12] Thanks, Chris.
[29:13] Thank you.
[29:14] Thanks so much for having us.
[29:17] If you want to handle BAS of oil, you have to operate with absolute precision.
[29:21] By pairing custom AI with an engineered referral network, Anthony Alonah didn't just
[29:25] scale that built an incredibly profitable powerhouse.
[29:28] If you want to hear more from them, then you're in luck.
[29:30] They'll be speaking live at PEMCon 2026, this October in Scottsdale.
[29:34] And an over to PEMCon.org to grab your tickets.
[29:37] I'm Chris Strire and this has been Personal and Dream AstroMine.
[29:40] Catch you next time.