Breaking Down the Complexities of Insurance: A Conversation with Snellings Walters

Intro: [00:00:07] Broadcasting live from the Business RadioX studios in Sandy Springs, Georgia. It’s time for Sandy Springs Business Radio. Now, here’s your host.

Lee Kantor: [00:00:24] Lee Kantor here, another episode of Sandy Springs Business Radio, and this is going to be a good one. Today we’re doing a special episode focusing in on Snellings Walters Insurance Agency. We have with us today a few folks from that agency, and we’re going to lead off with Chip Renno, one of the principals. Welcome, Chip.

Chip Renno: [00:00:45] Thank you, Lee, for having us.

Lee Kantor: [00:00:47] Well, I am so excited to learn what you are up to. Tell us a little bit about Snellings Walters. How are you serving folks?

Chip Renno: [00:00:54] We are privately owned insurance agency located here in Sandy Springs. I’ve been in business for over 70 years, started in 1952 by John Snellings, and we have about 85 employees and do insurance in a number of different areas commercial property and casualty insurance, employee benefits, personal lines, insurance, etc..

Lee Kantor: [00:01:24] So what was the genesis of the agency like? How did this come about?

Chip Renno: [00:01:29] So John Snelling started the agency as mainly a personal lines agency and a small business agency, and ran it with another partner, Nunley Walters, for probably about 20 years, and then eventually brought in their son, his son, Clay Snellings, who is still with the firm. Clay has been with the firm for about 35 years.

Lee Kantor: [00:01:54] And then, as it always been, based in Sandy Springs.

Chip Renno: [00:01:57] Always based in Sandy Springs.

Lee Kantor: [00:01:58] And what kind of what draws you to Sandy Springs? Why is that so important for you all to be based out of here?

Chip Renno: [00:02:05] Well, central Atlanta is a great place to be because we can we have clients all over metro Atlanta, and it’s very convenient for them and for us when we go to see the clients and when the clients come to see us.

Lee Kantor: [00:02:20] Now, is insurance still done kind of that face to face in person, or is that something that your agency strives to do?

Chip Renno: [00:02:26] We strive to see our clients in person. Uh, do as few zoom calls as I can, but we have obviously a lot of clients who prefer to do a zoom when things are busy, and it’s hard to get a lot of people together in the same place. And so we do. We do both.

Lee Kantor: [00:02:44] Now, when a business person is shopping for insurance, like, what are some of the do’s and don’ts in order to find the right agency for your firm?

Chip Renno: [00:02:54] They want to interview the multiple agents. And we always tell prospective clients, pick who you like best, who who you think is going to do the best job for you, somebody that you like and trust, and then let that person go to market for you, assuming that they represent a, you know, a tremendous amount of insurance companies like we do.

Lee Kantor: [00:03:16] And then that’s one of your niches is that you are independent, that you’re not representing one firm and kind of force fitting everybody into that one.

Chip Renno: [00:03:25] Correct? Correct. We represent about 60 different insurance companies directly, and then we have a lot of indirect representation as well.

Lee Kantor: [00:03:33] And that benefits the end user, because now they’re getting kind of the whole market to choose from rather than just being force fit into one solution.

Chip Renno: [00:03:41] That’s correct. So we represent all of the national insurance companies like the travelers and Hartfords of the world. And then we also represent about 95% of the regional insurance companies who do business primarily in the southeast.

Lee Kantor: [00:03:54] And then your insurance, at least. Um, in my personal, the insurance company is one thing and my insurance agent is another. How do you kind of help when something does go wrong? And I need to kind of lean on the insurance that I have been paying for. Like, how do you advocate for your clients?

Chip Renno: [00:04:13] Well, we we advocate both from a coverage standpoint, if we need to buy, you know, additional limits of umbrellas or we need to buy more property coverage, then we go with work with the underwriter on getting that negotiated. Um, and rates as well. Of course, we’re always negotiating rates, but.

Lee Kantor: [00:04:33] When something goes wrong is that do I call you or I’m calling that agent agency that I was that you helped us.

Chip Renno: [00:04:40] The insurance company know that typically you’re coming to us and then we’re advocating whether it’s a claim problem, a coverage problem, something like that. Then you’re coming directly to us and then we’re handling it where your.

Lee Kantor: [00:04:51] Advocate now is that kind of where the value comes in. Is that your secret sauce?

Chip Renno: [00:04:57] Absolutely. We are we dig into the details. We’re, um, very high on giving coverage, advice to clients, giving them options to look at. We have our own claims advocacy group, practice group that helps with specific claims, um, help. And, um, we have people that are doing specifically marketing for our accounts as well out to the insurance companies.

Lee Kantor: [00:05:23] Now, your firm, uh, has several focuses, right? I mean, you have a couple of folks here that are in charge, I guess, of each of those. Can you correct?

Chip Renno: [00:05:31] We have Kurt Seiler, who is in our employee benefits department and handles all sides of accounts. And we also have David Roos, who is with us, who works directly and indirectly with me on, um, the emerging market clients that are in this smaller space, um, typically those clients whose revenues are, you know, anywhere from zero up to a couple million dollars in revenue.

Lee Kantor: [00:05:59] All right. So let’s get into it with Kurt. Welcome, Kurt.

Kurt Seiler: [00:06:02] Thanks for having me, Lee.

Lee Kantor: [00:06:03] Well, uh, tell us about your specialty. How are you serving, folks?

Kurt Seiler: [00:06:07] Sure. So, uh, employee benefits is mainly designed for most companies to retain, retain and attract talent. But how we add value is to look out for compliance issues, to make sure that the government isn’t fining you or, uh, putting penalties on your company because you’re not doing something right. We all know about the Affordable Care Act, so that changed a lot of things. And the employee benefits and medical plan marketplace.

David Roos: [00:06:33] Um.

Kurt Seiler: [00:06:33] Uh, one of the common mistakes I see when I look at a company is say they have 100 or more enrolled, and they haven’t filed 5500 forms to report their benefit plans. Who’s in it, what the employees are getting for it, uh, how they’re covered. And those fines are pretty steep. Uh, the Department of Labor will find you $2,600 a day with no cap. The IRS can find you a few hundred dollars a day with $150,000 cap. So say you have a broker or agent who just hasn’t been paying attention to your health plan. They’ve just been giving you cookie cutter policies over the years and renewing you at increases. Uh, if they haven’t paid attention to the details and the compliance stuff, then your company could get, you know, serious penalty and fines and that’ll really affect your cash flow of your business. So what we do in employee benefits is keep an eye on that, provide you with coverage to keep your employees happy, help them get access to care. And also when claims come through on the back end, we make sure that they’re getting paid out correctly and promptly. So your doctor isn’t, you know, sending you bills in the mail over and over and maybe restricting your access to care.

Lee Kantor: [00:07:35] So, uh, is there a niche that you specialize in? Like, does a company have to be of a certain size to benefit from your service?

Kurt Seiler: [00:07:42] You know, that’s something we try to accommodate for because some of the larger firms like an Aon, you know, big publicly traded corporation, they don’t really pay attention to the to the small and medium sized business. Even a company with a few hundred employees to them is is not really a focus. We try to serve everybody, especially the people in our community, and we can at least give you advice if you’re a small company with five employees. But, uh, where we can help the most is probably companies between 25 to 300 employees. Mhm. Uh, that’s where we can get creative with the medical plans. We can put you in plans that give you an opportunity to earn profit back from your plan. Uh, for example, if you don’t have the amount of claims in a specific year that that they expect, you can actually get a surplus back, uh, from your medical insurance carrier. That’s something a lot of people don’t know about. You think you just pay premiums into the insurance marketplace and, uh, you know, it’s just sunk cost. But that’s not always the case. Uh, if you can get creative with the plan design, you can put in certain, uh, lost control, uh, tactics, like a pharmacy benefit manager. You can get them, you know, like I said, level funded, self-funded plans. Uh, you can also help them go to certain pharmacies where the cost of the prescriptions are lower. You can get them a better network of doctors and make sure that it’s they’re billing you the correct amount in comparison to the area’s claims. Uh, there’s a lot of things you can do to to bring value back into the business, and we can get most creative in that space.

Lee Kantor: [00:09:14] Now, are your clients, uh, is this the first time they’ve worked with an agency like yours, or are they moving to you from something? Or is this, uh, you know, are they leaving a competitor to come to you? Like, what’s kind of the the, uh, point of you getting involved with them?

Kurt Seiler: [00:09:32] Yeah, typically they’ve been on a plan with a with an agent or a broker for many years, and they just haven’t looked at it. They’re getting ten, 17% increases every year, and they’re just kind of paying the money and dealing with it. A lot of times those agents and brokers are lazy, uh, or they don’t care. We don’t really know sometimes. But when we look at it, it’s it’s like, why are your suggestions to just contribute less to your employees coverage? Uh, or make the plan worse, raise deductibles, lower coinsurance, and just put that cost back on your employees. And then they and then those companies will wonder why they have a problem retaining and attracting talent. Uh, what those companies really need is, is an agent who’s going to pay attention to the details and, and give, you know, care about their business enough to give them the ideas that will help them grow and, and take part in this.

Lee Kantor: [00:10:21] So is that one of the reasons that somebody should reach out to you is if their premiums just keep creeping higher, or the level of service is creeping lower, those are kind of symptoms of maybe you don’t have the optimal agent.

Kurt Seiler: [00:10:34] Exactly, exactly.

Lee Kantor: [00:10:35] Now, um, when you’re working with somebody, how does it like what’s the typical beginning? Like what does that look like. So they they’re frustrated with their certain situation. Then they come to you. What happens next? Like is there, uh, some way that you educate people, like what’s your kind of initial point of entry?

Kurt Seiler: [00:10:55] Sure. Uh, what we would typically do is do a review of their current plan and get a census of their employee population. That way we can figure out what market, what what doctor network and what area, uh, they should be covered in. And then you can find the right provider for them. For example, if someone is in northeast Georgia, um, you know, Northside Hospital is a is a great resource for doctors up there you don’t want to be with, like, a United Health care because they’re in a dispute with that hospital system. So that isn’t part of their network. So there are companies who are still with United up there, and then their employees go to the doctor and then they’re paying out of network, uh, prices on all of their, their claims, all of their medical care. And that’s just driving up the claim cost for the company. Then you’re going to get a high renewal every year. Uh, what you want to do is, is make sure that it’s tailored to the population of the company and the geographic area they’re located in.

Lee Kantor: [00:11:48] Now, is there a story you can share, maybe with one of your you don’t name the name of the client, but maybe the problem that they were having and how you were able to come in and maybe save them money or provide more services. Yeah.

Kurt Seiler: [00:12:00] And uh, yeah, definitely don’t want to name the client because this is actually an ongoing situation. But I mentioned this earlier. The 5500 forms, it’s required by the Department of Labor and the IRS. So so if you have over 100 or more enrolled on any one of the benefit plans. So, for example, most companies give out free life insurance to their employees. That’s pretty standard across any corporation or most jobs, right? You have more than 100 people who get that free life insurance coverage. You need to file a form. And it’s as simple as just filling out a one page document. Send it to the Department of Labor that shows who’s on the plan, what benefit they’re receiving, how much the company is paying for it, etc. if you don’t file that form, like I said, you can get fined $2,600 a day until you’re compliant. There are companies, and the company that I’m actually referring to is, uh, based in New York. They they haven’t filed in over. Five years, so we could be looking at a potential of millions of dollars of fines. I mean, that’ll cripple a company’s cash flow and operations, right? Or at least severely hurt it.

Lee Kantor: [00:13:03] So now the reason they wouldn’t have filed, they weren’t aware of it. Like what would be kind of the rationale their previous agency wasn’t kind of on top of the paperwork.

Kurt Seiler: [00:13:14] You hit the nail on the head that it’s all on the broker, the agent. That’s a simple form that we send out for the client. I mean, we’re doing the medical plans, right?

Lee Kantor: [00:13:23] So, you know, all the whatever they’re doing.

Kurt Seiler: [00:13:25] Exactly. We know we know what’s on that form because they’re paying us to know, right? They’re paying us to do it. Right. So it’s just as simple as filling it out and sending an email. And some of these agents, they don’t do it. They forget to do it. They don’t realize they have to do it. That company is self-insured or self-funded, which sounds like a very scary term, but all it means is that you put together a plan that pays for your claims. You purchase stop loss insurance, you purchase a doctor network and a pharmacy benefit manager, and it feels just like a fully insured health plan. It’s your employees wouldn’t notice a difference. You’re still going to have an ID card that says Aetna or Cigna or whoever, right? So when you’re self-funded, level funded, self-insured, you have to file those forms. If you’re fully insured, which means you just buy a cookie cutter plan with ACA Community ratings, which that means that you’re paying for your zip code, right? Everyone in that zip code has a certain claims rating you’re paying for, for the health of that area that you’re based in. When you’re self-funded or level funded, you’re just paying for the rating of your company’s population. So if you have a healthy company, uh, younger folks on the plan, you’re going to pay a lot less in premium, sometimes even half.

Lee Kantor: [00:14:40] Uh, but that’s part of the value you add. You kind of can assess what is the best solution for them, and then you can, uh, kind of make your recommendations based on what you see for them specifically, not just kind of generally.

Kurt Seiler: [00:14:54] Exactly. You want it. You want to get it as customizable as possible for the business and the population. They’re fully insured. Might be better for a company with a lot of older folks or a lot of sick folks. Right. But level funded, self-funded, you can get a surplus back and you’re paying a much lower rating for your actual company.

Lee Kantor: [00:15:11] Now, this level of service, um, does it are you meeting with your clients on a regular basis to see if there’s any changes or any, uh, new desires or needs from them? Like, how does that kind of once you once you’re working with a client, how often are you kind of communicating with them to understand how their business is changing and how you might better best serve them?

Kurt Seiler: [00:15:33] So the agent usually checks in 2 or 3 times a year at least, unless there’s an issue that comes up or they want to change something. But the we’re just the point of contact, right? We set it up, we check in, we always make sure renewal goes well. There’s a whole team behind us of hard working folks at Snellings that actually have a compliance calendar, where they’re checking in every few months on the company, making sure they’re compliant, making sure the health plan is running well, making sure that employees aren’t complaining about claims not being paid. So that’s a tough question to answer it, uh, I would say at least 2 to 3 times a year for the agent, maybe six or more times a year for the service team.

Lee Kantor: [00:16:13] Right. But one of your points of differentiation is this level of service. Because sometimes if you get one of these mega firms, um, you know, you’re just a line on a spreadsheet and you might be forgotten in the mix. It’s easy to kind of just be a number and not kind of have a this type of relationship where someone’s watching your back.

Kurt Seiler: [00:16:32] Absolutely. That’s a great point. Uh, those mega firms, it’s just it’s so impersonal. It’s just a number on the spreadsheet. You’re just a number to them. Uh, whereas to a firm like us, we’re privately held. Uh, our culture is everything. We’re not just about writing sales, right? We’re not just about growing numbers. We’re actually about growing personally. And the clients feel that, like we actually care about their business and who they are as a person, too. And we make sure a company aligns with us and our values. We don’t just work with anybody. I mean, we’ve got to be on the same page so that we can have that healthy working relationship.

Lee Kantor: [00:17:07] Now, David Roos, um, can you share a little bit about your role and how you’re serving the emerging markets?

David Roos: [00:17:14] Sure. Uh, Lee, thank you for having us. Um, so I’m in the small commercial space, typically working on accounts that pay $50,000 in premium and below. Um, so I’m actually not going out and seeking new business. Uh, most of the referrals that come in go to middle market and then come to me if it doesn’t fit their book, um, as well as current client referrals coming over. If someone’s starting a new business, um, well, where we add value is really just having a conversation and understanding what is their pain. Because if someone’s coming to us looking for a cheaper price, we may be able to get them a cheaper premium that first year or second year even. But the state of the market with it being so hard, um.

David Roos: [00:18:03] You know, we typically tell them we try to get you the best coverage for the best price, but you’re buying insurance for it to pay out in the event of a claim. And most of these new business, new business owners or new ventures, or if they’re starting a new company, don’t want to affect their cash flow as much. So they typically will go to a direct rider and get something that will satisfy their insurance requirements. Um, however, if there were to be a claim, um, you know, it’s unsure if that will be paid out. Um, so we typically try to get them the best coverage for the best price, but also making sure they understand what they’re buying. Um, because nobody wants to just, you know, put a big sum of money out there and not really understand what they’re buying. Um, so we try to do it educationally, but also, um, kind of change their process because these smaller businesses typically typically tend to be a little bit more transactional and not looking for a relationship at that point just because they’re trying to get their business started and hit the ground running.

Lee Kantor: [00:19:05] But one of the challenges in that that it might be transactional at the beginning, but a lot of those small businesses turned into midsize or large businesses down the road. So you you don’t know which one is going to be kind of the golden ticket, right? Like you don’t know which one is the one that’s going to make it and that you’ll be able to serve them. And it may be a deeper level later. So how do you kind of, um. Create that value on an ongoing basis so that you do stay in front of them so that you do kind of serve them in the way they need to be served, even though they don’t maybe have the resources of some of the larger firms.

David Roos: [00:19:39] Yeah, and I think that’s what separates Snellings. Um, there are a lot of agencies that say they have a small business unit. Um, but it’s kind of a catch all for those agencies, or it’s a dumping ground where, hey, they don’t want to put this book, this business on their individual books, so they’re going to send it to the small business unit. Um, it’s snellings there’s a large interaction between middle market and small market. I go into Chip’s office just about every day, talk to him about, hey, what what are the exposures here? What am I not seeing? Um, and so I think if you come to Snellings, especially with our small business unit, if you were to graduate and outgrow us, um, the middle market team, you know, we can transition an account from small business to middle market and can’t really outgrow our agency.

Lee Kantor: [00:20:27] So now, when you’re talking to the small business owner, um, what are those conversations looking like? What are their kind of chief concerns? Usually?

David Roos: [00:20:36] Typically they just want to get paid. So they’re trying to get a certificate of insurance that meets the insurance requirements that they’re having, uh, that they’re required. But. We, um. Sorry. I just lost my train of thought. Um, are you.

Lee Kantor: [00:20:52] Working with them to help create a benefits plan and, uh, for their employees? Or is it sometimes just them as individuals?

David Roos: [00:21:00] Um, I’m on the property and casualty side, so general liability property insurance, auto liability umbrella. Um, from a benefits side, that would be more on Kurt’s team. Um.

Lee Kantor: [00:21:11] So, Kurt, you’re working with small businesses also of that, you know, kind of these micro businesses or.

Kurt Seiler: [00:21:17] Yes. So when like I said, when there are about 5 to 10 employees, it’s there’s less you can do as far as getting creative with the health plan.

Lee Kantor: [00:21:25] Right. Because there’s just less choices. Right. Because there’s less money that they’re spending on premiums. Right.

Kurt Seiler: [00:21:30] And then another thing is it’s basically volunteer voluntary on the company’s behalf. They are just offering benefits to retain and attract talent. The IRS rules don’t kick in until you have about 50 employees. That’s when you’re required to provide benefits. So a lot of times with the smaller market, uh, smaller businesses, they like to reimburse their employees while they’re out getting their own coverage, which is actually not allowed. It’s not legal under ACA rules. Uh, and not to mention, when they kick out those reimbursements to the employees, they’re paying FICA payroll taxes on that reimbursement, whereas you could set up, um, an ICRA, which is an individual coverage health reimbursement arrangement, and then you identify who in your company is on that, and then you you don’t have to pay FICA taxes. You’re able to reimburse them legally, right?

Lee Kantor: [00:22:20] So the business owner doesn’t understand all the this minutia of this. This is what you live every day, right? You understand the ins and outs of it. And I think that’s where it’s important for business people to understand that it’s better sometimes to hire professional, that this is all they think about. 24 seven you’re trying to run your business. You don’t know all the ins and outs of the rules.

Kurt Seiler: [00:22:42] Exactly. Like if you if you had a problem with the the wiring in your building, you would hire an electrician, right? Someone who specialized in who’s licensed and who has experience doing this. We look at it the same way, right? We specialize in this and we have your back. We’ll make sure you get the solutions your business needs.

Lee Kantor: [00:22:59] And then this is something that is more complex than just, oh, I just buy this premium and then I’m done. Right. Like this is a it’s a moving target to in order to help your employees and your company kind of thrive when it comes to insurance.

Kurt Seiler: [00:23:14] Exactly.

Lee Kantor: [00:23:16] So, Chip. Um. What is kind of the future? What kind of trends are you seeing in the marketplace?

Speaker6: [00:23:23] Um.

Chip Renno: [00:23:24] Uh, the marketplace by and large, right now is is very difficult. Um, the most difficult that I’ve seen it probably in the last 30 years. So a lot of reasons for that. Um, the property insurance market is, is very difficult due to inflation. All the weather related events. Um, values of buildings, you know, it costing a lot to rebuild something. Um, there’s a lot of reasons for that. As you you may have seen all the tornadoes in Nebraska this weekend. You know, the, the crazy weather events are really, um, hampering the insurance companies ability to make money. So, um, on the property side, that’s what’s going on there. Um, in Georgia, specifically, the auto, um, liability arena is very difficult because of the nuclear verdicts. Georgia, unfortunately, is the number one worst state in the country for nuclear verdicts.

Lee Kantor: [00:24:32] What is a nuclear verdict?

Chip Renno: [00:24:34] That’s a verdict where, um, someone has gone to court and it’s an auto liability claim. And, uh, the jury awards an amount that’s substantially above what should be reasonably paid. So as a result of that, a lot of the insurance companies have continued to raise rates so that they can break even. And, um, that’s been going on for about the past three years steadily. And insurance companies are being extremely selective on the auto accounts they write. And then that flows into the liability umbrellas, um, because it goes right on top of the auto coverages. So, um, that’s what we’ve been dealing with. And uh, Georgia and I think most states are dealing with that with the same kind of issues. So, uh, plaintiff’s attorneys are taking quite advantage of that. And, um, they’re getting the insurance companies to settle claims way above, typically where they should be.

Lee Kantor: [00:25:38] Now, um. When it comes to issues like you mentioned, climate issues, is that something that you’re seeing as a reality in the marketplace, like in some states now? Aren’t insurance companies just kind of walking away like we’re not going to insure absolutely. This type of, uh, of a situation anymore because of what’s happening.

Chip Renno: [00:26:01] Absolutely. Lots of insurance companies have completely walked away. Um, California is a very difficult state for property. Texas is also a very difficult state for property. Um, anything that’s along or near the coast is very difficult to insure.

Lee Kantor: [00:26:16] So when that happens, what does an individual do? They just are rolling the dice. Like if something happens, it’s everything’s out of pocket.

Chip Renno: [00:26:24] Well, typically, uh, they’re required to have insurance. Obviously if they have a loan on their, their property. So they’re having to buy, you know, um, coverage with large deductibles, um, much larger than they have in the past just to bring the premium to some sort of relatively, you know, um, affordable, uh, amount.

Lee Kantor: [00:26:46] So that’s that’s really the only course of.

Chip Renno: [00:26:49] Action that’s really it shopping it have making sure they have an agent that shops it you know, um amongst all the carriers that will consider an account that’s um difficult to place.

Lee Kantor: [00:26:58] Or they have to just buy the property outright so they don’t kind of need insurance.

Chip Renno: [00:27:02] Well, they can they can do that if you’re, you can self-insure if you’re, you know, if you own it and don’t have a loan on it. Mhm.

Lee Kantor: [00:27:09] So it sounds like it’s, it’s becoming more and more difficult like if not impossible in some places. Yeah.

Chip Renno: [00:27:14] It’s it’s definitely difficult. And the coastal issues are, are, are quite uh extreme.

Lee Kantor: [00:27:22] So what are the kind of the ramifications of that if that continues and expands.

Chip Renno: [00:27:27] Um. Uh, that’s a good question. Um, I mean, I think the, the states, you know, like Florida has always had a hurricane, you know, option. Um, where, uh, they’ve got an emergency fund set up. And I think more and more of the states are having to do look at this, the same sort of thing.

Lee Kantor: [00:27:48] So then the state will have to step in.

Speaker6: [00:27:50] Correct.

Lee Kantor: [00:27:52] And then for your firm, what do you need more of and how can we help you?

Chip Renno: [00:27:57] Uh, what do we need more of? Well, we’re always looking to bring in new clients that look for long term relationships. Whether that’s on the personal side, the business side, property casualty, employee benefits. Um, we look for, for those long term relationships and, um, uh, and, and we want to work with companies that appreciate, uh, professionals, uh, and the advice we give. So that’s what we’re, we’re primarily looking for.

Lee Kantor: [00:28:25] What about talent? Are you hiring right now?

Chip Renno: [00:28:27] Always hiring. Um. We’ve grown. We’ve probably grown 30% in the last, uh, 2 to 3 years. And our targets are to continue to grow at, at a at a very hefty clip clip. So we’re always looking for, um, people that are accountable and engaged, um, and want to, um, have a better place to work.

Lee Kantor: [00:28:50] Now, are they typically, like, coming right out of college or are you getting more veteran?

Chip Renno: [00:28:56] Um, some of both. Um, we bring the people out of college, like Mr. Royce here, who recently graduated from the University of Georgia with a risk management degree. And, uh, and then we bring in a lot of, um, uh, service, uh, support staff that are, uh, very experienced, um, and are looking to make a change to a better firm.

Lee Kantor: [00:29:19] And if somebody wants to learn more, have a more substantive conversation with you or somebody on the team. What is the website coordinates?

Chip Renno: [00:29:26] Uh snellings. Walters.com. And then, um, easy to find us on LinkedIn as well.

Lee Kantor: [00:29:32] Good stuff. Well, thank you all for sharing your story today. You’re doing important work and we appreciate you.

Chip Renno: [00:29:37] Thank you. Thank you, Lee, very much.

Lee Kantor: [00:29:39] All right. This Lee Kantor we’ll see y’all next time on Sandy Springs Business Radio.