Tell the story, not just the line items

Awesome. Welcome, everyone. We will give people a few minutes to shuffle in here, but I appreciate everyone joining us this afternoon or this morning, depending on where you’re calling in from. Perfect. I know more people are gonna be shuffling in here, but we’ll kick things off just so we stay on time today. And once again, everyone for joining us. So first off, my name is Chris Gulbronson and welcome to a webinar that we host today specifically for PuroClean locations. I’m joined here by David Herring. David, I’ll let you give a little bit of an intro. I probably won’t do it justice. Hey everybody. I’m David Herring. I own the largest estimation firm in North America for insurance claims, and I I also do some appraisal empire and expert witness work. And I absolutely love working with with Encircle. Awesome. So the reason why we are hosting this webinar today, kind of a few things. As a field documentation platform, we have noticed that there is huge disparity in the way that people are documenting claims. And we were lucky enough to be joined by David today to get a little bit more of an objective view on the way that your teams can paint a story, paint the claim picture for any third party that you may be working with to reduce friction, make sure that your invoices look the way that they’re supposed to, and reduce a lot of these disparate solutions in the field that your teams might be using at the moment. So first off, just a little bit of backstory of Encircle and PuroClean. We’ve been a longtime partner of PuroClean on both the Canadian and The US group. Right now, one third of PuroClean locations are using Encircle for a variety of reasons for their contents management, for their moisture documentation, for their sketching. And recently we’ve started to see some locations adopt Encircle for our scoping and estimating tool, which we’re going to be talking about how we can feed that engine today. Second up, I think everyone on this call is going to be very familiar with the SPAR program. Encircle is a preferred SPAR partner in the following categories, which is emergency management plans, documentation, contents management, sketching and payments. Perfect, next slide. Okay, so when we saw the sign ups for this webinar today, know it was a mix of Encircle customers and some people that are not currently utilizing Encircle. So we wanted to give just a quick recap of the challenges that Encircle solves for PuroClean teams. The first one is point solutions. A lot of the teams we talk to have a separate app for photos and sketching and water mitigation and contents and their document management. One, we think that’s expensive to buy. We think it’s very expensive to maintain and train your team, especially with turnover in the industry. And secondly, as we start to look about how AI and the documentation we collect, how AI can transform that into valuable outputs. If you have siloed data and other systems, you’re not going to be able to effectively utilize AI for your operations. So we think the more that we can keep our field documentation in one place, which is something that we certainly hang our hats on, the more that we will be able to do with that to alleviate downstream issues. Second, disjointed workflows. If I’m a field worker, I talk to PuroCleaners all the time, it is very tough to explain to them, use this after this, use this after this, etcetera. Especially when they’re standing in a foot of water at three in the morning, we think the simpler we can make the tech stack specifically for project managers and technicians, We will increase collaboration and we’ll also increase the flow of data that your team receives. And then the third tenant that we have built Encircle around is reliability. A lot of tools are extremely unreliable. We understand restoration is a very dynamic environment. You could be pulled out in a catastrophe or you could be in a crawl space or a basement. Ensuring that your tools work online, work offline and are extremely reliable is certainly important when you are evaluating your own tech stack. Awesome. So, I’m gonna, hand this over to David here. Sorry, David cut you off there. We wanna give you guys some practical takeaways of the way that you can start documenting claims. I’ll let David kind of speak to this slide. I want you to guys to think about something that most people don’t think about. Most people haven’t been here so long. But back in the days before we had all of these apps and tools, we took a set of pictures that is exactly what I’m going to explain to you. And it meant that you could always walk through the project and you would know where each of the… Where you were in each project. And it seems kinda low tech, but it is simply the best way for you to communicate back into the claims process and give the carrier what they need. Because this changes the way they look at your file because they can figure out where you are and when you are. So you’re going to do every single time you go, you’re going to take a risk picture, which is the front, every time. You’re going to take a wide shot of each room before you walk in. You’re going take a wide shot of the ceiling, a wide shot of the floor, and on each wall, start from your left and keep photoeing around. When you see damage, you go ahead and take the wide shot and then you pull to the damage. So now we know where it was and we have that. That’s going to be really key to what you do upstream with this because those pictures can become part of your narrative, can be part of the scope, can be part of the report that you give the carrier that the carrier can use with an examiner to get you paid. I think we go to the next one. There’s this notion that… And this is why I’ve always really liked Encircle. People have called my office for years and said, Could you give me a really good scope sheet? Because everybody looked for a scope sheet over and over and over again, like you could magically get something that was going to fit into every job. And there’s no such thing. But we have found with the advent of a lot of the technologies we’re using, that if you can audibly walk through and talk about the loss, if you can record yourself walking through while you’re taking these pictures… By the way, we know where you are when you took the picture because you’re doing it at the same time. So it knows you’re talking about the first bedroom on the left. But you walk the loss and instead of saying, I’ve got to have this much drywall or I’ve got to have this many air movers or do any of those calculations. The idea is to make the narrative because this right here, when you do it this way, when you look at the source, look where the water migrated, look what’s salvageable. You can get to a report that actually, and I think Chris will show you this later, the report can actually be something that becomes the narrative on how it’s estimated and how it goes to the to the carrier. I can tell you that I did this on a window inspection. This very process on a window inspection with 985 windows that I personally looked at in three days. I didn’t write one thing down. It was all audible. And I was able to use that and make a better report than I’d ever made on anything because we always say things with our voice that we will never write down. We can always… And also if you somebody in and you’re using this audible stuff, then what they can do as well is if they’re wrong about something or they don’t know what something is, They can say, I don’t know what that building assembly is. I don’t know how it’s going to do. There’s that Dumaflatchy on the top of the door and I don’t know what that is either but we got to take it off. They can say things and going back through the process it’ll still work. It also, if you will record yourself walking the loss, you can also record yourself talking to the insured. And sometimes that can give you context that you wouldn’t have gotten otherwise. But I just think that you’ve got to think about this from a narrative perspective and less of I have to scope every single thing narrative. Because it’s that narrative to say that this happened here. We saw it here. We saw it here. We saw it here. You know, it just It starts putting together a picture that looks better on paper. At the end of the day, you want to look better on paper because you’re like everybody. You want to collect what’s owed to you. But this will also help you get a bunch of items in your estimate that are within your SLA that you may not, not every tech that walks may not get that. But this will help you get to that level. Awesome. No. I I totally agree. From your perspective, because I know you’ve written a lot of estimates for PuroClean offices, and, you know, a lot of the work would come through various vendor programs. What do you see as being different about files that come, that originate from a program? The thing about the thing about the program is you are… They are bringing you business so your SLA says that you make less money pound for pound. Okay? So it’s… The idea is to give you more work, which is… Works pretty good. The thing, though, is because you’re working in a tighter environment, you have to make sure that the scope you create references the SLA and gets everything that’s appropriate within that SLA. Because you can move the needle six to 8% on the average estimate just by looking at the SLA and seeing what we appropriately could charge. And most people that work under an SLA have three people in their operation who know the SLA really good. And one of those is person doing estimates. And then we have a whole bunch of people who have not a clue about it. This will let you not be quite as smart, but still work within that SLA because you’re going to be able to pull all these together. And look, Chris said something a little while ago about talking about working within a bunch of different apps, or a bunch of different methodologies. You know, I can go assess a loss and take pictures with my phone and upload them to Dropbox and take videos and upload them to Dropbox. I can click that over to Slack and I can write some notes and everybody can do that job. Except when the videos don’t upload and except when the pictures don’t upload and accept when the pictures go to the wrong job, and accept and accept and accept. I can use a lot of those things, but what I’m saying is you need to use an app that will capture, for example, images, images, video, audio, and queue it up on your your your device and upload it later. You know, I do a I do a video. I make a lot of video content, and we do it on a company called Riverside. And the reason why we use Riverside for our video content is because it loads it local to the people that are that are working. And then after it’s over, it uploads high resolution to everybody. So we get studio quality without being studio because we don’t have to rely on the network. And I think that’s a… I think that’s really a key is to get into one one model that lets you do most of the things that you need to do so that you’re not working with five different things depending on what kind of job you’re working. And I heard they got rid of Dash, which is pretty nice. Absolutely. If you were to look at for practical tips, we think enabling the technicians with technology is so important, especially on emergency losses. How do we enable our teams to do more for us? What do you think are some of the, you know, if we were to look at the first ten minutes of job, emergency call out, technician shows up on-site, what do you think they should be doing in that first ten minutes? Specifically, what do you think they should be doing in those first ten minutes that a lot of technicians aren’t at the moment? Well, I think that first of all, got to take that risk photo, and they’ve got to take photos of the entire structure. Because what often happens is you talk to the insured, you see the shiny object to say that this is where the damage is. And because you haven’t looked at everything, you find yourself not getting the full scope that you should get. That’s why we have a lot of things that show up as additional scope items that are found later. And I can show you a 100 different jobs where people dried a loss, walked out of a loss, missed the fact that the cabinets had microbial amplification on them. That’s the thing, it’s just you gotta do the full meal deal even if you’re not working in the entire structure, you still wanna see what that structure entails. I mean, you’ve also gotta clean it and that’s when you’re in your SLA. Absolutely. If you were to look at two technicians from the same company, when they walk a lot, how close should their output be with the proper training? You know, how tight can we get our internal operations so it doesn’t matter who’s going out on-site? Well, here’s the problem is that you want them to do this in some audio form or video form. I happen to like audio because you just say more in audio than you say at any other time. The catch is you have to get people who have the gift of gab well enough to talk descriptively through the loss. That may not be your best technician sometimes. That technician may be somebody who walks in and senses that he needs this much equipment and this much labor and, you know, and just wants to write the same scope he he he was writing. I’m just saying you can take some stress off of the field if you do this in this storytelling way. Absolutely. I know you have a few examples. I think one of them was the, roof drain example, of 7,200 square foot building that you guys were were called out on. Might be a a good opportunity to bring that up. I think it might kinda tie together what you’re saying here. Well, we we had a we had a loss where somebody was was claiming that that 7,200… 72,000 square feet of roofing needed to be replaced because it had failed and it was leaking. The mitigation company came in and did a proper investigation of that and ultimately found that it needed a plumber, not a roofer, because the problem was a drainpipe, which had failed. It was still a water loss, but it was an incredibly different water loss. Because as a restorer, if we got that wrong, what would we do? We would start, we would be calling roofers and we would be trying to figure out how to stop, contain the loss from above, right? But by doing a good narrative so you can say, only… The only water I see coming in is coming from underneath that drain. It just changed the… It changed the nature of it and it turned to a… It turned to about a $38,000 problem instead of a $2,600,000 problem. And that restorer got lots of props from the carrier because they basically saved them a lot of money and they did an appropriate job. Now I know that was specifically a commercial, example. Do you think any of these, methodologies change when it comes to residential, which I think makes up the lion’s share of most people’s business? I would say that residential by itself is usually harder than commercial because it’s not large and blocky and there’s so many differences. And I would encourage everybody to do a little more invasive testing than we presently do in our industry because here’s the problem. We don’t know what the wall assembly is per se. We don’t know if they’ve had, you know, knotty pine on it and then had drywall over it, or it had plaster and they put drywall over it, or the floor has three layers instead of one. There’s just so many different pieces and parts that you just have to build a narrative around it, is much more detailed. You know, like, there’s not one person on this call or or any… Anybody here that hasn’t had to walk in a kitchen and see if the see if the tile went under the cabinets. It may seem like a small matter, but that’s the kind of narrative that you put together. And it might not be because you have to remove the cabinets, but you might need to know it in case you do. And that kind of context feeds you through all the way through the process. And part of what I’m not saying to you is more and more and more, you’re going to take this data, we’re going to run it through a process, And on the backside, it’s gonna do stuff for you that you used to have to schlep through slowly. And I think there’s the there’s the magic, and it and it changes the way you collect information. Now, you know, I know the the landscape is is obviously changing as, you know, technology, you know, specifically AI is being able to be applied against these audio notes, these photos, these moisture readings, etcetera. What were some of the the themes that you saw from files that your team was very easily able to write versus ones that were, you know, perhaps a lot more detective work, if you will? There’s a lot of people in our industry who, thought that three d technology was going to make it where you could send an idiot to the loss and that idiot could run that camera and then you could take all your pictures and figure out everything. That was just a giant misnomer. That’s not a thing. That three d thing was for you to sketch it easier. That’s all it really was. Matterport got very upset with me once when I said that. I said it’s not about your pictures. It’s the sketch. That’s all we want. Anyway… But but I think that we need to understand that the world is changing. And part of that means that the people we work for… And yes, you work for the insured, but the carrier pays you. So I’m going to refer them to what process you’re having to lean into. They’re going to expect us to do it better, have a better assessment on the front end and do it quickly. And remember, what most restorers do is most restorers send an Xactimate file to the carrier 30 days after the loss and call it an invoice. You’re going to be expected more and more to produce that scope day one. And then any changes shortly thereafter so that they know exactly what the reserves are, exactly what the scope is, exactly what recon is going to be. There are to be demands to move faster. And I think those are probably not more than about five months away. Because keep in mind the carrier is trying to reduce the amount of people they have working there. So that in order to do that, have to they have to compress everything. Kind of on the topic of, you know, TPA or, program work. In your experience, when it’s a TPA or a program that is reviewing the estimates, what do you think separates the ones that are clear versus the ones that come back? Right? I know we talked about this delay, the cycle, but but Thing is one of one of the reasons why I like to get pictures like we talked about. Because if I can give somebody the the image that they can walk through the entire job right at their desk, on the estimate, whatever the case may be. Look, here’s the truth. If you can give them a coherent report that allows them to report up the line without much trouble, you’ve done their work. And when you do their work like that, it gets paid because you’ve been the adult in the room, because you’re the tip of the spear and you’re collecting all the information. Most people don’t realize that the number one thing an adjuster does is not write an estimate. The number one thing they do is write reports. They write a report about the loss. They write a status report. They write a report to say, I suggest we do this and close it down here. They write all kinds of reports. They write a report every time they talk to you. It goes in somewhere. And so the thing is if we can give them a better product at the end of that process, we’re going to win and we’re going to get paid quicker, and we’re going to get more business out of those entities. And I’ve seen that in practice, Chris, in actual practice. The guys who look the best, the guys who produce the best data almost always get paid faster. Totally. And I know it’s it’s tough to say, but from, you know, in in your experience doing this, what kind of differences are we talking about? Are we talking about a matter of weeks, a matter of months? Are we talking about a matter of, you know, thousands of dollars when it comes to an invoice? Like, where would you kind of place, you know, maybe top performers versus where the medium falls? Here’s the thing. I I I can watch somebody who produces the best looking file, and they will always tell you that their cash flow is better than everybody else’s. Even, like, even, like, like, public adjusters even know this. Like, if you have the best looking file that looks looks really helpful to the carrier and look really professional, they pay it better. They pay it faster. It’s not that far off from everything we’ve learned in school. You’ve got to have something that looks really good so that you get your way. And I I can’t I can’t express this enough. One of the hardest things that PuroClean has to deal with is working under an SLA and implementing that SLA at the estimation point so that they get everything they’re supposed to get, but don’t get dinged. I think that’s the key by getting the best information, the best narrative, and getting it into an estimate quickly, I think you win in a big way. And I would say that it’s… Chris, I’d say it’s sizably different. Like when I talk to these people, there is just a difference in their entire operation when they produce higher levels of of of documentation quickly. But it’s the quickly part that’s important. 100%. Now we do have a a product demo we’re gonna show a little bit later of kinda what we built, but it kind of opens up an interesting question that you brought up. Right? When I’m operating under an SLA, where do you think that SLA should fit in the process? As in, should this be a standardized SOP for our technicians that they walk every job the same way, they narrate every job the same way, and we leave that up to the estimating team to make sure that it complies with the SLA, or do you think technicians should be considering that as they’re walking the property? I think it’s a good idea for them to do that, but it’s also probably not exactly practical. Okay? You can’t expect them to commit it to memory in that environment. Okay? So I think the best way to do it honestly is to have the data collected, the narrative collected, the data collected, run that through some kind of process, probably with some AI and apply the SLA to that scope that’s being created. And I think that’s the way you move it quickly because that SLA is pretty explicit. So you can put those in as rules and how it comes out in the estimate, rely less on a person to implement that and more through a process that could fix it. I say the word AI and remember, I’m never going to tell you to use AI that you cannot produce the same result with every single time. And if you can’t give the same data and get the same outcome, it’s not your product. It’s just not. It’s totally different thing. That large language model that you’re using, that that doesn’t belong in your business. It belongs in writing letters. Because you can tell it, this guy’s lied to me 17 times, and he still won’t pay me, and would you just threaten him for me? And it’ll write it up really nice. Totally. It’s so interesting to see. Right? And and, obviously, there’s so many really amazing solutions that have become available to people. Right? You know, ChatGPT, you know, using Claude, whatever. But it’s so interesting to watch when these tools are not extremely purpose trained for the use case. And obviously the environment that restoration operates in is so chaotic that the level of discrepancies that can be introduced with hallucinations is unbelievable. So I I think it’s definitely worthwhile. I’m sure it’s something that you’ve seen as well from maybe outputs that you’ve received. Yeah, we get people that use that to just send us estimates to do. And it’ll sometimes put, you know, chimneys in where there’s no chimneys and put, you know, the wrong kind of drywall or entire rooms that are not really damaged. It’s a mess. Totally. I’m gonna hop to the the next slide here. We have a bit of a takeaway for the group. This is a job narration cue card. I think we we kinda built this and and also have this vetted by David and his team. So if anyone on the call here wants to scan the QR code, a lot of our customers are actually just laminating this and putting it in their trucks. I think it’s a really effective thing just to remind your technicians on the best things that can go in to a job narration. And there’s a ton of different technologies that can enable it. In Encircle, we really recommend leveraging, take a video and speak to what you’re seeing. But like David said, be extremely explicit about what you’re looking at. A lot of people think because of three d technology and video and photos that they can perhaps be less explicit, but I don’t think we should assume that someone is understanding what we are looking at on the other side. So for example, using language like the north corner of the room, the drywall is damaged or five feet up the wall really helps paint a photo for people. So David, have you seen any kind of best practices or training tips? The thing that I like about the… When you do an audio walkthrough, what I like a lot is, you know, I use this example that I use. I walk into the foyer of this particular property, and I’ve already photographed everything, but I walk into the foyer and I say, There’s no apparent damage in the foyer. But immediately following in the hall, it looks like I’ve got water damage that’s touching the ceiling on the left about four feet in, and it’s touching the wall. I have not found the source for this water yet. And so it just kind of informs the whole process. So now while I’m walking, I can say, because we’re gonna know where that water was and how to connect it, You’re gonna cover that connectedness and you’re gonna make some assumptions. Say, Hey, I think this water was what we saw in that room. I assume it also touched this room but may not be showing yet. We might need to do some invasive testing. And when you do that, it changes the way you produce an estimate at the end. It’s got such better context. And I think that really at the end of the day, what you’re really thinking about providing is context because that context gets used for you, for the carrier, for the estimate, likely with the insured, all of it. It just makes output, output, output available to you. Yeah, absolutely. And and one of the really interesting things that we’ve noticed as well from kind of the the model that we’ve built and and the way that we’re able to, you know, transform scope notes, and, you know, audio and photos, etcetera, into a workable scope and estimate is like using the cues that you just did, where you’re explicit about the room that you’re in, is so impactful as estimates are written on a per room basis. Being able to say that this room is unaffected, this room is affected. This is where the source of will inform a ton of things downstream in the claim. Right? How much equipment should be placed on-site, the size of the crew that we need to go out, how much removal is gonna be done. So even being explicit and it’s something we see a lot of people have challenges with about the areas of the the claim that are unaffected is so important. Yeah. What what we don’t do as well is we don’t recognize, usually when we do estimates, we don’t recognize if we have problems with parking, if we have problems with setting a dumpster, if we have problems with our work time, if we have to go through a guard gate, any of those things, that narrative becomes part of that too to explain what other site specific issues you’re dealing with. And I would tell you that on probably 90% of your jobs, there’s something site specific. It’s usually somebody’s grandmother and won’t leave, but you know. Totally. A reminder to the attendees here too, feel free to still throw any questions in the Q&A. I’m going to go through a quick demo of kind of what we’ve built taking in some of these concepts that we’ve already talked about today. But if anyone does have any questions for David, obviously he’s a wealth of information, please feel free to throw them in the chat. We will keep monitoring it. I will also come back to it here after I finish showing how we’ve taken some of these concepts and applied technology to it and what we think is a really thoughtful manner. So the process that we follow in Encircle starts with the capturing of field data. First and foremost, one of the most important things that we can get is a damage description as we’ve talked about today. The second is photos. We really like the methodology that, that David suggested. The third would be daily notes. A lot of jobs progress day over day. Maybe things are uncovered on day two or day three that we didn’t know about day one. Informing what has happened every day when we show up to do our monitoring. And then the last thing is measurements. Obviously without measurements, you know, we’re not able to create an effective scope and estimate. From there, we apply technology to the field data to generate a scope of work. Now we think there’s value in the scope. The the scope itself can describe the project, can create room task and project level task, can give equipment recommendations, can justify these things according to the standard. It can also flag things for data quality notes. The last step and the step that we have just released is the ability now to import this into Xactimate into the predominant estimating tool. So we can take all of these tasks from a scope and also convert them into an estimate. We see a world where with proper field documentation or proper front loaded data on a claim, a scope and an estimate are really the click of a button, and there should not be any time constraints, that your team comes up against in order to get that full and complete estimate out the door. So, obviously I’m showing the Encircle application now. I think a lot of these, you know, methodologies are, applicable, across every piece of technology. I think we’ve done a really great job of housing all of the information that we need in a single system. So when you go into your Encircle app for the first time, obviously we’ve got a few options. We like to break everything down on a per room basis. So I’m gonna go in here and I’m gonna add the specific room that I’m in. You’ll see that we always default an exterior because we think that front of risk photo is so important. And if you want to, relabel it to be front of risk, you you certainly can, in your settings. So as soon as I step foot in a room, whether it’s affected or unaffected, maybe I’m I’m walking through, you know, to the source of loss, I’m walking through a hallway. I will add the room into the application. So right now I am in the office. And the first thing that we’re gonna do is take at least four corner photos. And, you know, our recommendation for technicians is always kind of… Or when we’re training is kinda keep your butt to the door, and capture all four corners. We do have the ability to integrate with 360 cameras if your team already has that, technology, but there’s really no need for additional hardware. Next thing that we would ask your team to do is take a video, but along with that video, speaking to what you’re seeing. So when you go to Encircle here and I select on video, I can start my recording. And this is really where your team can just narrate what they’re seeing. Right? And and, David, you know, I’d be curious to get your take here. I think a lot of people try and get immediately into generating a scope when they’re on-site, and a lot of times just describing the damage will actually give us the information that we need. It’s just a narrative. All we do is describe constantly what we see because that informs the entire process, not just what you’re looking at. Totally. And a lot of… We find a lot of people have a tendency to immediately go into what’s the course of action that we needed to remediate it. But along with that, they’re gonna lose a lot of detail about, you know, what are the intricacies of the property. So this is a great opportunity to just, you know, have that kind of constant, stream of consciousness of, you know, five minutes walking through the specific room and explaining what you’re seeing. Pause of loss. Now we can generate an AI summary of your, narration. It is worth noting for the Encircle Scope and Estimate tool, you certainly do not need to summarize it. We can do the summarization in the background. But if you want for presentation purposes, if you want this nice cleaned up translated from a different language, we certainly have the technology, to do so. Contents, when we have contents in a space, it’s obviously helpful to know you know what’s affected, how many contents we’re going to be able to move. You can leverage the, contents platform within Encircle. And as I document items, we will automatically label them, describing the item for you. And then if you are, gonna be packing out the item, we also have the ability to scan it into a specific box. Apologies there. I’ve used this one a few times, used the sheet a few times. But being able to tell us all of the damage contents in the room is obviously very, important as well. This is something I would include in your your damage narration. Now I don’t have time to show everything here and I do got kind of a more complete example, from a friend of David’s that we can walk through. But, the, other two components that we think are extremely helpful are moisture readings, tell us what’s wet, us what you need to remove. And the last one would be the measurements of the property. So we have a floor plan tool. One of the things that David, I kind want get your take on because we find a lot of people only take measurements of damaged areas and that can cause some downstream issues. What are some of the sketching best practices that you’ve seen that you think would eliminate a lot of friction? Obviously, there’s a ton of sketching tools that are in the market, but I think they all kind of suffer from similar challenges. I just think that in general, when you’re sketching something, you’ve got to go to a deeper deeper way of looking at something. You’ve got to put the toilets, the vanities, the bathtubs, the showers, the cabinets where they actually sit, Just because I think if we don’t do that, it has the potential to make a mess. We also do an absolutely piss poor job of seeing ceiling transitions where heights of… You know, we we may have a a building that has eight foot, nine foot, and 11 foot ceilings, and we often will will miss that as well. Now just for the sake of time today because I also want to allow some time for for questions as well as talk a little bit about the the next webinar that we’ll be putting on. What I’ve got here is kind of a a complete file if you will, and this was from a floodhouse that we went down to in Indiana about eight nine months ago, where we wanted to kind of test the the scoping solution that we’ve created. So I’m going to scroll down here to the bottom to start, and you’ll see we’ve got photos of the property. If I look at, you know, this carpet, it’s pretty clear in the images that there is some water on the carpet. This has also been confirmed with a moisture meter. So, you know, we can see that drywall is wet in this area. And then I hope the audio comes through here because I want to show this damage description. I think this is probably one of the most impactful things that we can add to a file and this is something that we always get our customers to test for the first time using our scoping and estimating tool. We get them to just start with just a damage description and without any other supporting documentation, it’s likely gonna be about 70% of the way to an estimate. So hopefully everyone can hear this. Damage. When the primary bedroom source of loss is going to be this wall over here. What we have is we have the supply line that has become damaged in the wall. Wet the carpets as you can see, we got base for drywall scope of work, we’re going to need to extract the carpet, lift the carpet out, potentially remove the padding. We’re also going to have to detach the baseboards and Manipulate this furniture in the next room, we have a little bit of hardwood floor in the hallway. It appears that the walls are wet as well. We’ll confirm that with a meter, but we’re definitely going to have to utilize some drying for the floor. We move the baseboards and. Also apply drying techniques there. It looks like we come into this past. Oh, it looks like the other bedroom was affected. We come into the bedroom. The carpet is definitely wet. The padding is wet. We have some tile here that is still wet. We have drywall baseboards installed. Okay, looks like we’re gonna have to detach the baseboards and do some additional drying there. I don’t think we’re gonna have to do any drywall removal whatsoever. It appears this is all good water that came from the supply line. We’ll confirm, but as of right now, other work. Then we still have the bathroom and. Yes, the bathroom is affected. In this room, we have a vinyl flooring that is definitely affected. It looks like the yep, we got some damage on the vanity as well. So in here, no baseboard. So let’s go ahead and detach that vanity and that toilet and get this floor out of here for sure. There’s gonna be some problems with that. And then we can set up containment basically at this area here for the entire opening. That’ll work for that. Regarding equipment and sizes, we’re gonna have to be calculations for them. Cool. So David, not to put you on the spot. What your thoughts on that damage description? Anything that you would you would change to it? We’re definitely open to feedback. Well, I mean, I would change a couple of things. I would say where I was and where I was seeing the damage. Like, it’s it’s on the west wall. It’s on the west short wall where we have the tile that we need to remove. The rest of the room is carpet. We’re gonna have to do something with that. You know? I I just… I would I would do a little more in description. It’s never a bad idea to back up so that you can get more context of what you’re doing. Totally. I think one of the things that’s kind of interesting with you know, the solution that we build now too is like, people can do a damage description and see the output, and then they could add more detail and see how that impacts, you know, the output that they get on the other side. So it can kind of be this learning experience for your team. As you try and dial in what a proper damage description looks like, see what you’re getting on the other side. It’s a little bit of a barometer for if you’re walking the loss with enough detail. Just to to by the by, you know, the other thing we can do by using the technology appropriately and setting up some rules, we can say this isn’t gonna be occupied while we dry it. Right? What happens when we dry buildings that are occupied by people? They turn it off. Can look at how much they do that and how much efficiency in your drying plan it’s going to pull. And you can report that going into the loss, not going out of the loss. By having the technology adjust that. I think that’s powerful. Absolutely. Now a few other things that I will show here in this file. We do have 360 photos. You know, I I know a lot of people on this call will already have the technology, so we integrate with both Ricoh and Insta360. We have specifics, you know, preexisting damage, just captured in a note that we’ve attached photos to. We do have moisture readings. It’s not a requirement, but, obviously, it’s it’s very helpful information that your team can give us. And then lastly, we have a sketch. And this is automatically generated. I think, you know, the sketch probably solves a lot of the challenge that, that David had brought up earlier. We’re just leveraging technology available on the phone. It’s not required LiDAR so our kind of mantra is any device should be able to produce a sketch, and we just do this by walking around the property and taking a video. The sketch is generally returned, in about two hours. Cool. From there, now that we’ve kinda reviewed all the data, I wanna show, you know, first what you can get from a scoping perspective and then also what you can get from an estimate. So I will start by clicking on example. These scopes take about a minute, two minutes to generate depending on the, size of the file and the amount of data. But this is what you’re going to receive back. So you will get a first, a kind of summary of the loss, the category, the class of water, total affected square footage. The second is a project narrative. This is taking a lot of the different data you’ve given us to create this project narrative, including your own damage description. And then from there, we create specific project tasks and we use common terminology, but in the background, we’ve mapped all of these to Xactimate line items. So for example, tell your team you gotta do content protection. You have to extract water from carpet. We will pull the measurements off of those, and we’re taking the description that says, hey, have to do extraction at a 100% of this room against the square footage measurements of that specific room. And we find by applying the standard to the scope, we’re able to find a lot of things that are not required. Your technician is after explicitly say them. We know you have to do cleaning. We know you have to apply antimicrobial. We know you’ll have to reinstall the baseboards after you dry. These are not things that you need to explicitly tell us because we know there are things that need to happen from the damage description. We’ll also give equipment recommendations and IICRC references. So if there ever is any questions about why it was deemed a category two or category three, whatever it might be, we will reference that in the scope for you. Now the final piece, the actual creation of an estimate, we find that paperwork can often be the bottleneck for restores. You’ve done all the work. You perhaps have the documentation. Maybe you have it in a bunch of different locations. The time that it then takes to compile or what a lot of our customers call dumpster dive through the data in order to create an estimate can be tremendous. And then especially during high volume CAT situations, the paperwork gets pushed to the side, the work keeps getting done, but it severely impacts AR. So from here, you can link your Xactimate account. You can link your specific XactNet ID, and you’ll be able to send the file right to Xactimate. Now when you send it, all this data is gonna come over, including the measurement data and the line item data. And I’ll just select to import it. And then the specific scope tasks are going to convert from, you know, common terminology into the actual Xactimate code. And you’ll see we have project level tasks, they’ll show up in the source folder, and the rest will show up in the specific room that they were captured. So we really think that with solid field documentation and all the, tenants that we talked about today, we can create a scope and estimate in a matter of minutes that your team can go in, revise, add their expertise to, but eliminate hours of paperwork on the average file. Cool. Now I will kill the screen share and we can pull the slideshow back up. If there are any questions about what I just, showed from a workflow perspective, let us know. And hop to the next slide here, Serena. So in summary, Encircle is a field documentation tool that integrates with a lot of your core technologies on the job management side, PSA and Dash, as well as any of the other SPAR approved vendors. Obviously a big tenant of SPAR is having open APIs, we certainly believe in. We recommend that the documentation, sketching, moisture mapping, content, scoping and estimating happens in our system, and all of that can be then converted into your estimating and compliance engine, which is Xactimate. David, want to thank you so much for joining us today. If you have any closing remarks for the group or if you want to I just I just think that they’re gonna hear lots of noise about a lot of changes happening with technology. I just think you want to figure out how to do something that’s repeatable, that doesn’t cost you a whole lot more money, and gives you the ability to produce a SLA ready estimate the fastest possible way. Because I think that winds up getting straight to your bottom line. I think that there’s no… None of us that don’t wanna deal with our cash flow. Totally. And I think one thing that we’ve seen, I think we spoke to this a few times today is there’s gonna be so many new entrants in the space that are trying to take field documentation from other solutions, put it into their engine and give you an output on the other side. But we fundamentally think that the same tool that your team is actually using to document the loss should also be the one analyzing that data. And I’m sure you’ve seen it as well with various AI estimating tools that say, hey, just upload a scan and we’ll come back with an estimate. Right? And it’s missing just vast amounts of context. It’s a bunch of terrible work. Yes. Right on. David, I wanna thank you again for joining us today. We really appreciate the insight. You can look them up online on LinkedIn, David Herring. If anyone needs estimate writing services or I believe you offer consulting services as well. So you’re always more than welcome to join us on these webinars and David really appreciate your expertise. Thanks so much. But if there’s no further questions from the group, can call it there. But I want to thank everyone who joined today and we will be sending out the recording shortly. Please feel free to follow-up with our team if there’s anything else that we can assist with. Thanks, sir. Bye bye. Thanks, sir.