{"version":"1.0.0","segments":[{"speaker":"Matt Wolach","startTime":5.91,"endTime":8.4,"body":"And welcome to"},{"speaker":"Matt Wolach","startTime":5.91,"endTime":8.4,"body":"Scale Your SaaS Thank you very"},{"speaker":"Matt Wolach","startTime":8.4,"endTime":11.28,"body":"much for being here. I am"},{"speaker":"Matt Wolach","startTime":8.4,"endTime":11.28,"body":"delighted to have you join us"},{"speaker":"Matt Wolach","startTime":11.28,"endTime":14.76,"body":"because what we're here to do is"},{"speaker":"Matt Wolach","startTime":11.28,"endTime":14.76,"body":"help you grow your software"},{"speaker":"Matt Wolach","startTime":14.76,"endTime":17.76,"body":"company, whether it's generate a"},{"speaker":"Matt Wolach","startTime":14.76,"endTime":17.76,"body":"lot of new leads, know how to"},{"speaker":"Matt Wolach","startTime":17.76,"endTime":21.09,"body":"close those leads, and scale"},{"speaker":"Matt Wolach","startTime":17.76,"endTime":21.09,"body":"your team so that you can have"},{"speaker":"Matt Wolach","startTime":21.09,"endTime":24.33,"body":"other people doing it for you."},{"speaker":"Matt Wolach","startTime":21.09,"endTime":24.33,"body":"We're gonna help scale your SaaS"},{"speaker":"Matt Wolach","startTime":24.33,"endTime":27.33,"body":"and each week I bring in an"},{"speaker":"Matt Wolach","startTime":24.33,"endTime":27.33,"body":"awesome guest who's either a"},{"speaker":"Matt Wolach","startTime":27.33,"endTime":30.81,"body":"SaaS founder or somebody helping"},{"speaker":"Matt Wolach","startTime":27.33,"endTime":30.81,"body":"SaaS founders, so they can share"},{"speaker":"Matt Wolach","startTime":30.81,"endTime":33.21,"body":"their experience and their"},{"speaker":"Matt Wolach","startTime":30.81,"endTime":33.21,"body":"knowledge with you so that you"},{"speaker":"Matt Wolach","startTime":33.21,"endTime":36.03,"body":"can grow. If you want those"},{"speaker":"Matt Wolach","startTime":33.21,"endTime":36.03,"body":"things, hit subscribe right now"},{"speaker":"Matt Wolach","startTime":36.03,"endTime":38.64,"body":"that way you're subscribed to"},{"speaker":"Matt Wolach","startTime":36.03,"endTime":38.64,"body":"the show, you'll get all the"},{"speaker":"Matt Wolach","startTime":38.64,"endTime":42.0,"body":"updates and notifications when"},{"speaker":"Matt Wolach","startTime":38.64,"endTime":42.0,"body":"we bring in awesome guests, and"},{"speaker":"Matt Wolach","startTime":42.0,"endTime":44.91,"body":"amazing people and put them in"},{"speaker":"Matt Wolach","startTime":42.0,"endTime":44.91,"body":"front of you. And one of those"},{"speaker":"Matt Wolach","startTime":44.91,"endTime":48.6,"body":"amazing people happens to be"},{"speaker":"Matt Wolach","startTime":44.91,"endTime":48.6,"body":"also one of my clients, the"},{"speaker":"Matt Wolach","startTime":48.6,"endTime":51.18,"body":"amazing Graham Curry. Graham,"},{"speaker":"Matt Wolach","startTime":48.6,"endTime":51.18,"body":"welcome."},{"speaker":"Graham Curry","startTime":52.05,"endTime":54.57,"body":"Hi, everyone."},{"speaker":"Graham Curry","startTime":52.05,"endTime":54.57,"body":"Great to be here. Matt pleasure"},{"speaker":"Graham Curry","startTime":54.57,"endTime":58.86,"body":"to come on your show, I guess"},{"speaker":"Graham Curry","startTime":54.57,"endTime":58.86,"body":"following being on your coaching"},{"speaker":"Graham Curry","startTime":58.86,"endTime":62.04,"body":"program. So yeah, looking"},{"speaker":"Graham Curry","startTime":58.86,"endTime":62.04,"body":"forward to dive in and hopefully"},{"speaker":"Graham Curry","startTime":62.19,"endTime":65.52,"body":"share some of the learnings that"},{"speaker":"Graham Curry","startTime":62.19,"endTime":65.52,"body":"you have kindly shared to me"},{"speaker":"Graham Curry","startTime":65.55,"endTime":66.36,"body":"during the program"},{"speaker":"Matt Wolach","startTime":67.41,"endTime":70.86,"body":"fantastic. And I've"},{"speaker":"Matt Wolach","startTime":67.41,"endTime":70.86,"body":"really have had a good time"},{"speaker":"Matt Wolach","startTime":70.86,"endTime":73.53,"body":"working with you. And just"},{"speaker":"Matt Wolach","startTime":70.86,"endTime":73.53,"body":"seeing how quickly you can take"},{"speaker":"Matt Wolach","startTime":73.53,"endTime":76.26,"body":"things and implement them and"},{"speaker":"Matt Wolach","startTime":73.53,"endTime":76.26,"body":"grow. It's been a lot of fun."},{"speaker":"Matt Wolach","startTime":76.26,"endTime":78.6,"body":"But I want to make sure"},{"speaker":"Matt Wolach","startTime":76.26,"endTime":78.6,"body":"everybody knows who you are"},{"speaker":"Matt Wolach","startTime":78.6,"endTime":81.78,"body":"Graham. So let me introduce you"},{"speaker":"Matt Wolach","startTime":78.6,"endTime":81.78,"body":"a little bit. So Graham, he is"},{"speaker":"Matt Wolach","startTime":81.78,"endTime":85.35,"body":"the founder of Handicaddie. This"},{"speaker":"Matt Wolach","startTime":81.78,"endTime":85.35,"body":"is a software that dramatically"},{"speaker":"Matt Wolach","startTime":85.35,"endTime":88.71,"body":"reduces the administrative"},{"speaker":"Matt Wolach","startTime":85.35,"endTime":88.71,"body":"burden for caddy scheduling at"},{"speaker":"Matt Wolach","startTime":88.71,"endTime":92.19,"body":"Top Golf clubs around the world."},{"speaker":"Matt Wolach","startTime":88.71,"endTime":92.19,"body":"As a big time golfer as soon as"},{"speaker":"Matt Wolach","startTime":92.19,"endTime":95.31,"body":"I met Graham and I knew this was"},{"speaker":"Matt Wolach","startTime":92.19,"endTime":95.31,"body":"his product. I was like so"},{"speaker":"Matt Wolach","startTime":95.4,"endTime":97.71,"body":"entrenched in the idea of"},{"speaker":"Matt Wolach","startTime":95.4,"endTime":97.71,"body":"working with him because it's"},{"speaker":"Matt Wolach","startTime":97.71,"endTime":101.79,"body":"such a cool idea. He did this he"},{"speaker":"Matt Wolach","startTime":97.71,"endTime":101.79,"body":"learned this from being a caddy"},{"speaker":"Matt Wolach","startTime":101.79,"endTime":105.12,"body":"and a caddy master himself for"},{"speaker":"Matt Wolach","startTime":101.79,"endTime":105.12,"body":"the last 10 years in Irish and"},{"speaker":"Matt Wolach","startTime":105.12,"endTime":108.57,"body":"Scottish golf courses, including"},{"speaker":"Matt Wolach","startTime":105.12,"endTime":108.57,"body":"kingsbarns Golf Links, and"},{"speaker":"Matt Wolach","startTime":108.57,"endTime":112.32,"body":"Castle Rock golf club, gram has"},{"speaker":"Matt Wolach","startTime":108.57,"endTime":112.32,"body":"identified an exciting"},{"speaker":"Matt Wolach","startTime":112.32,"endTime":114.96,"body":"opportunity to provide a digital"},{"speaker":"Matt Wolach","startTime":112.32,"endTime":114.96,"body":"solution to help staff"},{"speaker":"Matt Wolach","startTime":114.96,"endTime":119.1,"body":"streamline how their caddy"},{"speaker":"Matt Wolach","startTime":114.96,"endTime":119.1,"body":"program is run. So it's really"},{"speaker":"Matt Wolach","startTime":119.1,"endTime":122.01,"body":"cool what he's been able to do."},{"speaker":"Matt Wolach","startTime":119.1,"endTime":122.01,"body":"And by the way, I've seen some"},{"speaker":"Matt Wolach","startTime":122.01,"endTime":125.4,"body":"of his conversations in his"},{"speaker":"Matt Wolach","startTime":122.01,"endTime":125.4,"body":"demos and such these people love"},{"speaker":"Matt Wolach","startTime":125.4,"endTime":129.54,"body":"this thing. He's done a great"},{"speaker":"Matt Wolach","startTime":125.4,"endTime":129.54,"body":"job of taking this idea,"},{"speaker":"Matt Wolach","startTime":129.54,"endTime":133.92,"body":"creating the product, and"},{"speaker":"Matt Wolach","startTime":129.54,"endTime":133.92,"body":"getting people around the world"},{"speaker":"Matt Wolach","startTime":134.04,"endTime":137.16,"body":"to start using this thing. He's"},{"speaker":"Matt Wolach","startTime":134.04,"endTime":137.16,"body":"also the host of the Future of"},{"speaker":"Matt Wolach","startTime":137.16,"endTime":139.92,"body":"Golf podcast. So definitely"},{"speaker":"Matt Wolach","startTime":137.16,"endTime":139.92,"body":"check that out The Future of"},{"speaker":"Matt Wolach","startTime":139.92,"endTime":142.47,"body":"Golf podcast, a lot of cool"},{"speaker":"Matt Wolach","startTime":139.92,"endTime":142.47,"body":"stuff. But Graham, thanks for"},{"speaker":"Matt Wolach","startTime":142.47,"endTime":143.31,"body":"being on the show."},{"speaker":"Graham Curry","startTime":144.21,"endTime":146.82,"body":"Yeah, I think"},{"speaker":"Graham Curry","startTime":144.21,"endTime":146.82,"body":"you've sold me a lot better than"},{"speaker":"Graham Curry","startTime":146.82,"endTime":150.66,"body":"I would sell myself, Matt. So"},{"speaker":"Graham Curry","startTime":146.82,"endTime":150.66,"body":"you've definitely teed up the"},{"speaker":"Graham Curry","startTime":151.65,"endTime":154.29,"body":"intro, and obviously, yeah,"},{"speaker":"Graham Curry","startTime":151.65,"endTime":154.29,"body":"being a fellow golfer as well. I"},{"speaker":"Graham Curry","startTime":154.29,"endTime":157.74,"body":"think that was one of the things"},{"speaker":"Graham Curry","startTime":154.29,"endTime":157.74,"body":"that definitely appealed to me"},{"speaker":"Graham Curry","startTime":157.74,"endTime":160.35,"body":"and working with you that you're"},{"speaker":"Graham Curry","startTime":157.74,"endTime":160.35,"body":"you're in the golf industry. And"},{"speaker":"Graham Curry","startTime":160.35,"endTime":163.44,"body":"we could kind of riff on those"},{"speaker":"Graham Curry","startTime":160.35,"endTime":163.44,"body":"things as well. I know you're"},{"speaker":"Graham Curry","startTime":163.44,"endTime":165.39,"body":"talking about playing a few"},{"speaker":"Graham Curry","startTime":163.44,"endTime":165.39,"body":"courses that we're hopefully"},{"speaker":"Graham Curry","startTime":165.39,"endTime":168.09,"body":"going to work with next year as"},{"speaker":"Graham Curry","startTime":165.39,"endTime":168.09,"body":"well. So hopefully, I can"},{"speaker":"Graham Curry","startTime":168.09,"endTime":171.15,"body":"actually directly help you out"},{"speaker":"Graham Curry","startTime":168.09,"endTime":171.15,"body":"as well, which would be cool."},{"speaker":"Matt Wolach","startTime":171.81,"endTime":173.85,"body":"Yeah, it'd be"},{"speaker":"Matt Wolach","startTime":171.81,"endTime":173.85,"body":"amazing for my name to pop up in"},{"speaker":"Matt Wolach","startTime":173.85,"endTime":176.34,"body":"your program under your caddy"},{"speaker":"Matt Wolach","startTime":173.85,"endTime":176.34,"body":"scheduling and all that. That'd"},{"speaker":"Matt Wolach","startTime":176.34,"endTime":179.1,"body":"be, that'd be a lot of fun. But"},{"speaker":"Matt Wolach","startTime":176.34,"endTime":179.1,"body":"tell me what's been what's been"},{"speaker":"Matt Wolach","startTime":179.1,"endTime":181.11,"body":"going on with you lately? And"},{"speaker":"Matt Wolach","startTime":179.1,"endTime":181.11,"body":"what do you have coming up?"},{"speaker":"Graham Curry","startTime":181.08,"endTime":183.826,"body":"Yeah, well, this"},{"speaker":"Graham Curry","startTime":181.08,"endTime":183.826,"body":"is our busy time of the year,"},{"speaker":"Graham Curry","startTime":183.886,"endTime":187.409,"body":"right now, Matt. Because the"},{"speaker":"Graham Curry","startTime":183.886,"endTime":187.409,"body":"golf season, as you well know,"},{"speaker":"Graham Curry","startTime":187.469,"endTime":191.052,"body":"is a finite period in many parts"},{"speaker":"Graham Curry","startTime":187.469,"endTime":191.052,"body":"of the world. So typically,"},{"speaker":"Graham Curry","startTime":191.111,"endTime":194.634,"body":"you're talking from April to"},{"speaker":"Graham Curry","startTime":191.111,"endTime":194.634,"body":"October is the real hot season"},{"speaker":"Graham Curry","startTime":194.694,"endTime":197.68,"body":"for golf, especially for"},{"speaker":"Graham Curry","startTime":194.694,"endTime":197.68,"body":"fairweather golfers, like"},{"speaker":"Graham Curry","startTime":197.739,"endTime":201.024,"body":"myself, who typically go and"},{"speaker":"Graham Curry","startTime":197.739,"endTime":201.024,"body":"that shirts like this, and"},{"speaker":"Graham Curry","startTime":201.083,"endTime":204.427,"body":"shorts. So right now, because"},{"speaker":"Graham Curry","startTime":201.083,"endTime":204.427,"body":"we've had a good period of"},{"speaker":"Graham Curry","startTime":204.487,"endTime":207.831,"body":"winter where our sales has"},{"speaker":"Graham Curry","startTime":204.487,"endTime":207.831,"body":"really progressed, thanks for"},{"speaker":"Graham Curry","startTime":207.89,"endTime":210.996,"body":"your help. And really"},{"speaker":"Graham Curry","startTime":207.89,"endTime":210.996,"body":"formalizing the sales process."},{"speaker":"Graham Curry","startTime":211.055,"endTime":214.698,"body":"We're now actually facing the"},{"speaker":"Graham Curry","startTime":211.055,"endTime":214.698,"body":"opposite problem of we've got a"},{"speaker":"Graham Curry","startTime":214.757,"endTime":218.639,"body":"ton of onboarding to do. And now"},{"speaker":"Graham Curry","startTime":214.757,"endTime":218.639,"body":"our focus is actually fulfilling"},{"speaker":"Graham Curry","startTime":218.698,"endTime":222.46,"body":"those customer requests, dealing"},{"speaker":"Graham Curry","startTime":218.698,"endTime":222.46,"body":"with things of people actually"},{"speaker":"Graham Curry","startTime":222.52,"endTime":225.864,"body":"coming on, and like little"},{"speaker":"Graham Curry","startTime":222.52,"endTime":225.864,"body":"teething onboarding problems."},{"speaker":"Graham Curry","startTime":225.924,"endTime":229.626,"body":"But I think we're actually so"},{"speaker":"Graham Curry","startTime":225.924,"endTime":229.626,"body":"grateful to have those problems,"},{"speaker":"Graham Curry","startTime":229.686,"endTime":233.268,"body":"because it was very much the"},{"speaker":"Graham Curry","startTime":229.686,"endTime":233.268,"body":"opposite last year, and that it"},{"speaker":"Graham Curry","startTime":233.328,"endTime":236.612,"body":"was just purely outreach"},{"speaker":"Graham Curry","startTime":233.328,"endTime":236.612,"body":"focused, obviously, a lot less"},{"speaker":"Graham Curry","startTime":236.672,"endTime":240.135,"body":"demand than what we have now."},{"speaker":"Graham Curry","startTime":236.672,"endTime":240.135,"body":"But I actually put a post on"},{"speaker":"Graham Curry","startTime":240.195,"endTime":243.3,"body":"LinkedIn about this the other"},{"speaker":"Graham Curry","startTime":240.195,"endTime":243.3,"body":"day, I feel like we're"},{"speaker":"Graham Curry","startTime":243.36,"endTime":247.002,"body":"transitioning out of the period"},{"speaker":"Graham Curry","startTime":243.36,"endTime":247.002,"body":"where it's just outreach, and"},{"speaker":"Graham Curry","startTime":247.062,"endTime":250.824,"body":"it's almost using brute force to"},{"speaker":"Graham Curry","startTime":247.062,"endTime":250.824,"body":"get your first 10 customers, I"},{"speaker":"Graham Curry","startTime":250.884,"endTime":254.765,"body":"feel like we've passed that now."},{"speaker":"Graham Curry","startTime":250.884,"endTime":254.765,"body":"And now I'm really in the period"},{"speaker":"Graham Curry","startTime":254.825,"endTime":258.467,"body":"of, you know, identifying our"},{"speaker":"Graham Curry","startTime":254.825,"endTime":258.467,"body":"ideal customer profile and just"},{"speaker":"Graham Curry","startTime":258.527,"endTime":262.169,"body":"being like, super focused for"},{"speaker":"Graham Curry","startTime":258.527,"endTime":262.169,"body":"that specific group, and really"},{"speaker":"Graham Curry","startTime":262.229,"endTime":265.752,"body":"focusing on you know, what"},{"speaker":"Graham Curry","startTime":262.229,"endTime":265.752,"body":"features we need to build out to"},{"speaker":"Graham Curry","startTime":265.812,"endTime":268.977,"body":"just give them the best"},{"speaker":"Graham Curry","startTime":265.812,"endTime":268.977,"body":"experience on our product. So"},{"speaker":"Graham Curry","startTime":269.036,"endTime":272.798,"body":"yeah, from a very high level all"},{"speaker":"Graham Curry","startTime":269.036,"endTime":272.798,"body":"is always moving right now and"},{"speaker":"Graham Curry","startTime":272.858,"endTime":274.59,"body":"going in the right direction."},{"speaker":"Matt Wolach","startTime":274.0,"endTime":278.53,"body":"So fun, such an"},{"speaker":"Matt Wolach","startTime":274.0,"endTime":278.53,"body":"energizing and fun time when"},{"speaker":"Matt Wolach","startTime":278.53,"endTime":281.47,"body":"you're building a software"},{"speaker":"Matt Wolach","startTime":278.53,"endTime":281.47,"body":"program that you've gotten past"},{"speaker":"Matt Wolach","startTime":281.47,"endTime":285.76,"body":"that kind of initial hurdle of"},{"speaker":"Matt Wolach","startTime":281.47,"endTime":285.76,"body":"We just put a lot of work in is"},{"speaker":"Matt Wolach","startTime":285.76,"endTime":287.8,"body":"Is anybody actually going to"},{"speaker":"Matt Wolach","startTime":285.76,"endTime":287.8,"body":"give us money for this thing?"},{"speaker":"Matt Wolach","startTime":287.86,"endTime":290.5,"body":"You're past that you've got some"},{"speaker":"Matt Wolach","startTime":287.86,"endTime":290.5,"body":"good clients, you've been able"},{"speaker":"Matt Wolach","startTime":290.5,"endTime":293.44,"body":"to generate some great interest."},{"speaker":"Matt Wolach","startTime":290.5,"endTime":293.44,"body":"So, you know, like you said,"},{"speaker":"Matt Wolach","startTime":293.86,"endTime":296.47,"body":"it's a fortunate problem to have"},{"speaker":"Matt Wolach","startTime":293.86,"endTime":296.47,"body":"they say once you've reached a"},{"speaker":"Matt Wolach","startTime":296.47,"endTime":299.32,"body":"new level, you have a new devil."},{"speaker":"Matt Wolach","startTime":296.47,"endTime":299.32,"body":"There's another problem that we"},{"speaker":"Matt Wolach","startTime":299.32,"endTime":302.35,"body":"need to overcome. And you're"},{"speaker":"Matt Wolach","startTime":299.32,"endTime":302.35,"body":"right, initially, it's holy cow,"},{"speaker":"Matt Wolach","startTime":302.35,"endTime":305.62,"body":"we need leads, we need somebody"},{"speaker":"Matt Wolach","startTime":302.35,"endTime":305.62,"body":"actually come see this thing."},{"speaker":"Matt Wolach","startTime":305.8,"endTime":308.14,"body":"And then it's like, okay, we've"},{"speaker":"Matt Wolach","startTime":305.8,"endTime":308.14,"body":"got business, how do we onboard"},{"speaker":"Matt Wolach","startTime":308.14,"endTime":310.48,"body":"all these people? How do we make"},{"speaker":"Matt Wolach","startTime":308.14,"endTime":310.48,"body":"it happen? And it's kind of"},{"speaker":"Matt Wolach","startTime":310.48,"endTime":313.36,"body":"crazy how your mind has to shift"},{"speaker":"Matt Wolach","startTime":310.48,"endTime":313.36,"body":"a little bit, right?"},{"speaker":"Graham Curry","startTime":313.78,"endTime":316.78,"body":"Yeah. And it's"},{"speaker":"Graham Curry","startTime":313.78,"endTime":316.78,"body":"also the different emotional"},{"speaker":"Graham Curry","startTime":316.78,"endTime":321.16,"body":"test that that puts you through."},{"speaker":"Graham Curry","startTime":316.78,"endTime":321.16,"body":"So, initially, my challenge was"},{"speaker":"Graham Curry","startTime":321.16,"endTime":324.25,"body":"obviously, just the actual"},{"speaker":"Graham Curry","startTime":321.16,"endTime":324.25,"body":"output that you have to do. So"},{"speaker":"Graham Curry","startTime":324.25,"endTime":328.12,"body":"it's just, can you sit on a"},{"speaker":"Graham Curry","startTime":324.25,"endTime":328.12,"body":"chair and write out 50 emails or"},{"speaker":"Graham Curry","startTime":328.12,"endTime":332.35,"body":"do 50 cold calls? And now it's"},{"speaker":"Graham Curry","startTime":328.12,"endTime":332.35,"body":"like, it still is that to a"},{"speaker":"Graham Curry","startTime":332.35,"endTime":334.87,"body":"degree, of course, like volume"},{"speaker":"Graham Curry","startTime":332.35,"endTime":334.87,"body":"of output, there has to be a"},{"speaker":"Graham Curry","startTime":334.87,"endTime":338.17,"body":"certain discipline to that, but"},{"speaker":"Graham Curry","startTime":334.87,"endTime":338.17,"body":"it's also, you know, it's more"},{"speaker":"Graham Curry","startTime":338.17,"endTime":341.38,"body":"strategic now, in terms of,"},{"speaker":"Graham Curry","startTime":338.17,"endTime":341.38,"body":"okay, we've got a club that says"},{"speaker":"Graham Curry","startTime":341.53,"endTime":345.46,"body":"they want to use it. But is this"},{"speaker":"Graham Curry","startTime":341.53,"endTime":345.46,"body":"actually a club we want to take"},{"speaker":"Graham Curry","startTime":345.49,"endTime":349.9,"body":"on based on the constraints that"},{"speaker":"Graham Curry","startTime":345.49,"endTime":349.9,"body":"we've identified in our ICP? And"},{"speaker":"Graham Curry","startTime":349.9,"endTime":353.44,"body":"obviously me being in sales, I'm"},{"speaker":"Graham Curry","startTime":349.9,"endTime":353.44,"body":"like, hell yeah, it's another"},{"speaker":"Graham Curry","startTime":353.44,"endTime":358.03,"body":"five or 10k annual recurring"},{"speaker":"Graham Curry","startTime":353.44,"endTime":358.03,"body":"revenue. And I mean, it takes a"},{"speaker":"Graham Curry","startTime":358.03,"endTime":361.75,"body":"lot of discipline for me to say,"},{"speaker":"Graham Curry","startTime":358.03,"endTime":361.75,"body":"perhaps it might not be. I'm"},{"speaker":"Graham Curry","startTime":361.75,"endTime":365.17,"body":"like, I'm not perfect at that."},{"speaker":"Graham Curry","startTime":361.75,"endTime":365.17,"body":"I'm still getting better at that"},{"speaker":"Graham Curry","startTime":365.17,"endTime":369.85,"body":"for sure. But my software team"},{"speaker":"Graham Curry","startTime":365.17,"endTime":369.85,"body":"keeps me disciplined in that as"},{"speaker":"Graham Curry","startTime":369.85,"endTime":372.88,"body":"well, whenever their product"},{"speaker":"Graham Curry","startTime":369.85,"endTime":372.88,"body":"requests keep going up and up"},{"speaker":"Graham Curry","startTime":372.88,"endTime":376.48,"body":"and up. So yeah, trying to get"},{"speaker":"Graham Curry","startTime":372.88,"endTime":376.48,"body":"better that every day."},{"speaker":"Matt Wolach","startTime":377.41,"endTime":379.51,"body":"Yeah, I mean,"},{"speaker":"Matt Wolach","startTime":377.41,"endTime":379.51,"body":"knowing your ICP and making sure"},{"speaker":"Matt Wolach","startTime":379.51,"endTime":382.75,"body":"you stick to your ICP is really"},{"speaker":"Matt Wolach","startTime":379.51,"endTime":382.75,"body":"critical for anybody out there"},{"speaker":"Matt Wolach","startTime":382.75,"endTime":385.72,"body":"wondering what we're talking"},{"speaker":"Matt Wolach","startTime":382.75,"endTime":385.72,"body":"about ICP, that's ideal customer"},{"speaker":"Matt Wolach","startTime":385.72,"endTime":389.05,"body":"profile, your perfect customer,"},{"speaker":"Matt Wolach","startTime":385.72,"endTime":389.05,"body":"somebody who fits exactly who's"},{"speaker":"Matt Wolach","startTime":389.05,"endTime":391.51,"body":"going to get a lot of value out"},{"speaker":"Matt Wolach","startTime":389.05,"endTime":391.51,"body":"of using your product and"},{"speaker":"Matt Wolach","startTime":391.51,"endTime":393.82,"body":"somebody you want to work with"},{"speaker":"Matt Wolach","startTime":391.51,"endTime":393.82,"body":"and sell to. So that's what"},{"speaker":"Matt Wolach","startTime":393.82,"endTime":395.59,"body":"we're talking about. And it's"},{"speaker":"Matt Wolach","startTime":393.82,"endTime":395.59,"body":"critical. It's like one of the"},{"speaker":"Matt Wolach","startTime":395.59,"endTime":398.95,"body":"first things we need to do. But"},{"speaker":"Matt Wolach","startTime":395.59,"endTime":398.95,"body":"you're right Graham, sticking to"},{"speaker":"Matt Wolach","startTime":398.95,"endTime":401.53,"body":"it, and actually making sure"},{"speaker":"Matt Wolach","startTime":398.95,"endTime":401.53,"body":"that you only sell to those"},{"speaker":"Matt Wolach","startTime":401.53,"endTime":406.06,"body":"people can be a challenge. But I"},{"speaker":"Matt Wolach","startTime":401.53,"endTime":406.06,"body":"actually want to take us way"},{"speaker":"Matt Wolach","startTime":406.06,"endTime":408.55,"body":"back. Now I know you're in this"},{"speaker":"Matt Wolach","startTime":406.06,"endTime":408.55,"body":"growth mindset. You're doing"},{"speaker":"Matt Wolach","startTime":408.55,"endTime":411.94,"body":"great with it. But how did"},{"speaker":"Matt Wolach","startTime":408.55,"endTime":411.94,"body":"Handicaddie get started? Where"},{"speaker":"Matt Wolach","startTime":411.94,"endTime":413.08,"body":"did this whole thing come from?"},{"speaker":"Graham Curry","startTime":413.51,"endTime":418.1,"body":"Yeah, Wow. So I"},{"speaker":"Graham Curry","startTime":413.51,"endTime":418.1,"body":"mean, I started playing golf"},{"speaker":"Graham Curry","startTime":418.1,"endTime":421.76,"body":"when I was 13. And it was"},{"speaker":"Graham Curry","startTime":418.1,"endTime":421.76,"body":"actually it was strange, because"},{"speaker":"Graham Curry","startTime":421.76,"endTime":425.27,"body":"no one in my family actually"},{"speaker":"Graham Curry","startTime":421.76,"endTime":425.27,"body":"plays golf. And it was actually"},{"speaker":"Graham Curry","startTime":425.27,"endTime":428.3,"body":"one of my friends. I remember"},{"speaker":"Graham Curry","startTime":425.27,"endTime":428.3,"body":"the day so vividly. We're all"},{"speaker":"Graham Curry","startTime":428.3,"endTime":433.01,"body":"playing football or soccer as it"},{"speaker":"Graham Curry","startTime":428.3,"endTime":433.01,"body":"would be called in America. And"},{"speaker":"Graham Curry","startTime":433.49,"endTime":436.37,"body":"so we were just going about our"},{"speaker":"Graham Curry","startTime":433.49,"endTime":436.37,"body":"business and one of our friends"},{"speaker":"Graham Curry","startTime":436.37,"endTime":439.25,"body":"had played golf for the last six"},{"speaker":"Graham Curry","startTime":436.37,"endTime":439.25,"body":"months and said, Do you want to"},{"speaker":"Graham Curry","startTime":439.28,"endTime":442.22,"body":"try it? And we were actually"},{"speaker":"Graham Curry","startTime":439.28,"endTime":442.22,"body":"quite reluctant to start off we"},{"speaker":"Graham Curry","startTime":442.22,"endTime":446.78,"body":"were like, nah, that's for like"},{"speaker":"Graham Curry","startTime":442.22,"endTime":446.78,"body":"old people. And and then we"},{"speaker":"Graham Curry","startTime":446.78,"endTime":450.44,"body":"said, Fine, we'll go along. So"},{"speaker":"Graham Curry","startTime":446.78,"endTime":450.44,"body":"think we went to the driving"},{"speaker":"Graham Curry","startTime":450.44,"endTime":454.13,"body":"range was like a few rusty three"},{"speaker":"Graham Curry","startTime":450.44,"endTime":454.13,"body":"irons, like one of the bladed"},{"speaker":"Graham Curry","startTime":454.13,"endTime":457.19,"body":"like butter knife three irons"},{"speaker":"Graham Curry","startTime":454.13,"endTime":457.19,"body":"that you get back in the 70s"},{"speaker":"Graham Curry","startTime":457.4,"endTime":461.0,"body":"from like a garage sale or"},{"speaker":"Graham Curry","startTime":457.4,"endTime":461.0,"body":"something. And obviously, like"},{"speaker":"Graham Curry","startTime":461.0,"endTime":463.76,"body":"hit terrible shot, terrible"},{"speaker":"Graham Curry","startTime":461.0,"endTime":463.76,"body":"shot. And I think I had one that"},{"speaker":"Graham Curry","startTime":463.76,"endTime":466.61,"body":"was like reasonable that went"},{"speaker":"Graham Curry","startTime":463.76,"endTime":466.61,"body":"100 yards, and that like"},{"speaker":"Graham Curry","startTime":466.64,"endTime":469.64,"body":"sensation that goes through your"},{"speaker":"Graham Curry","startTime":466.64,"endTime":469.64,"body":"hands of just pure pleasure. I"},{"speaker":"Graham Curry","startTime":469.64,"endTime":472.82,"body":"was like, Oh, damn, I think I"},{"speaker":"Graham Curry","startTime":469.64,"endTime":472.82,"body":"actually want to do this for a"},{"speaker":"Graham Curry","startTime":472.82,"endTime":478.16,"body":"little bit. So then that started"},{"speaker":"Graham Curry","startTime":472.82,"endTime":478.16,"body":"my journey of becoming a member"},{"speaker":"Graham Curry","startTime":478.16,"endTime":481.64,"body":"at a golf club. So I played at a"},{"speaker":"Graham Curry","startTime":478.16,"endTime":481.64,"body":"course called Castle Rock, which"},{"speaker":"Graham Curry","startTime":481.67,"endTime":485.12,"body":"is one of the probably one of"},{"speaker":"Graham Curry","startTime":481.67,"endTime":485.12,"body":"the premier venues in Ireland"},{"speaker":"Graham Curry","startTime":485.12,"endTime":489.02,"body":"and situated beside an Open"},{"speaker":"Graham Curry","startTime":485.12,"endTime":489.02,"body":"Championship venue called Royal"},{"speaker":"Graham Curry","startTime":489.02,"endTime":492.17,"body":"Portrush, which is where Shane"},{"speaker":"Graham Curry","startTime":489.02,"endTime":492.17,"body":"Lowrey won his open for any"},{"speaker":"Graham Curry","startTime":492.17,"endTime":496.58,"body":"golfers out there. And then"},{"speaker":"Graham Curry","startTime":492.17,"endTime":496.58,"body":"because I played at a golf club,"},{"speaker":"Graham Curry","startTime":496.61,"endTime":499.97,"body":"when you're a young member of a"},{"speaker":"Graham Curry","startTime":496.61,"endTime":499.97,"body":"golf club, there typically is"},{"speaker":"Graham Curry","startTime":499.97,"endTime":504.5,"body":"opportunities to caddy and to"},{"speaker":"Graham Curry","startTime":499.97,"endTime":504.5,"body":"work for visitors. So in"},{"speaker":"Graham Curry","startTime":504.5,"endTime":506.96,"body":"Ireland, it was actually taken"},{"speaker":"Graham Curry","startTime":504.5,"endTime":506.96,"body":"care of a lot of Americans that"},{"speaker":"Graham Curry","startTime":506.96,"endTime":509.9,"body":"are on their holidays, and"},{"speaker":"Graham Curry","startTime":506.96,"endTime":509.9,"body":"they're they're on a tour. Maybe"},{"speaker":"Graham Curry","startTime":509.9,"endTime":512.06,"body":"they're doing like a whiskey"},{"speaker":"Graham Curry","startTime":509.9,"endTime":512.06,"body":"tour of Ireland, and they've"},{"speaker":"Graham Curry","startTime":512.12,"endTime":515.57,"body":"fitted in a bit of golf or"},{"speaker":"Graham Curry","startTime":512.12,"endTime":515.57,"body":"perhaps vice versa. And then"},{"speaker":"Graham Curry","startTime":515.57,"endTime":519.17,"body":"that gave me the experience of"},{"speaker":"Graham Curry","startTime":515.57,"endTime":519.17,"body":"the Caddying industry. So that"},{"speaker":"Graham Curry","startTime":519.17,"endTime":522.68,"body":"was a phenomenal job because it"},{"speaker":"Graham Curry","startTime":519.17,"endTime":522.68,"body":"combined my passion, you know, I"},{"speaker":"Graham Curry","startTime":522.68,"endTime":525.95,"body":"was on a golf course, I was"},{"speaker":"Graham Curry","startTime":522.68,"endTime":525.95,"body":"really happy. And also give me"},{"speaker":"Graham Curry","startTime":525.95,"endTime":529.79,"body":"great insight into your people"},{"speaker":"Graham Curry","startTime":525.95,"endTime":529.79,"body":"skills, like you actually have"},{"speaker":"Graham Curry","startTime":529.79,"endTime":533.54,"body":"to entertain. As a 14 year old,"},{"speaker":"Graham Curry","startTime":529.79,"endTime":533.54,"body":"you have to entertain what might"},{"speaker":"Graham Curry","startTime":533.54,"endTime":536.48,"body":"be this really wealthy"},{"speaker":"Graham Curry","startTime":533.54,"endTime":536.48,"body":"businessman for five hours on a"},{"speaker":"Graham Curry","startTime":536.48,"endTime":539.3,"body":"golf course. How does your"},{"speaker":"Graham Curry","startTime":536.48,"endTime":539.3,"body":"conversational skills stack up"},{"speaker":"Graham Curry","startTime":539.3,"endTime":542.06,"body":"to that? And you know, you're"},{"speaker":"Graham Curry","startTime":539.3,"endTime":542.06,"body":"like, as a 14 year old, your"},{"speaker":"Graham Curry","startTime":542.06,"endTime":545.24,"body":"small talk skills are next to"},{"speaker":"Graham Curry","startTime":542.06,"endTime":545.24,"body":"zero. So I had to learn very"},{"speaker":"Graham Curry","startTime":545.24,"endTime":549.08,"body":"fast and become genuinely"},{"speaker":"Graham Curry","startTime":545.24,"endTime":549.08,"body":"interested in the person. And"},{"speaker":"Graham Curry","startTime":549.08,"endTime":552.08,"body":"usually, you know, walking down"},{"speaker":"Graham Curry","startTime":549.08,"endTime":552.08,"body":"the first fairway, you can gauge"},{"speaker":"Graham Curry","startTime":552.23,"endTime":555.5,"body":"what kind of person that is"},{"speaker":"Graham Curry","startTime":552.23,"endTime":555.5,"body":"like, Is it someone that, you"},{"speaker":"Graham Curry","startTime":555.5,"endTime":558.2,"body":"know, is a bit introverted and"},{"speaker":"Graham Curry","startTime":555.5,"endTime":558.2,"body":"just wants to speak to his grip?"},{"speaker":"Graham Curry","startTime":558.23,"endTime":562.28,"body":"Or is it someone that's here to"},{"speaker":"Graham Curry","startTime":558.23,"endTime":562.28,"body":"drink 10 beers and have a laugh,"},{"speaker":"Graham Curry","startTime":562.31,"endTime":565.97,"body":"and then you kind of go along"},{"speaker":"Graham Curry","startTime":562.31,"endTime":565.97,"body":"with that. So that was obviously"},{"speaker":"Graham Curry","startTime":565.97,"endTime":568.7,"body":"a learning phase. And I learned"},{"speaker":"Graham Curry","startTime":565.97,"endTime":568.7,"body":"how the caddying industry"},{"speaker":"Graham Curry","startTime":568.7,"endTime":570.89,"body":"operated through that next five"},{"speaker":"Graham Curry","startTime":568.7,"endTime":570.89,"body":"years."},{"speaker":"Matt Wolach","startTime":571.1,"endTime":572.75,"body":"Can I pause you"},{"speaker":"Matt Wolach","startTime":571.1,"endTime":572.75,"body":"right there? Because that's"},{"speaker":"Matt Wolach","startTime":572.75,"endTime":575.6,"body":"really interesting what you just"},{"speaker":"Matt Wolach","startTime":572.75,"endTime":575.6,"body":"said. So that process when"},{"speaker":"Matt Wolach","startTime":575.6,"endTime":578.99,"body":"you're 14 of learning how to"},{"speaker":"Matt Wolach","startTime":575.6,"endTime":578.99,"body":"small talk, learning how to"},{"speaker":"Matt Wolach","startTime":579.08,"endTime":582.38,"body":"identify people and understand"},{"speaker":"Matt Wolach","startTime":579.08,"endTime":582.38,"body":"what type of person they were"},{"speaker":"Matt Wolach","startTime":582.38,"endTime":586.55,"body":"really quickly, are those skills"},{"speaker":"Matt Wolach","startTime":582.38,"endTime":586.55,"body":"that you still use today in your"},{"speaker":"Matt Wolach","startTime":586.55,"endTime":587.09,"body":"sales?"},{"speaker":"Graham Curry","startTime":588.14,"endTime":591.44,"body":"I would hope so."},{"speaker":"Graham Curry","startTime":588.14,"endTime":591.44,"body":"Yeah. I think one thing that I"},{"speaker":"Graham Curry","startTime":591.44,"endTime":593.87,"body":"learned from that definitely"},{"speaker":"Graham Curry","startTime":591.44,"endTime":593.87,"body":"that I can apply was just"},{"speaker":"Graham Curry","startTime":593.9,"endTime":599.03,"body":"empathy, like understanding what"},{"speaker":"Graham Curry","startTime":593.9,"endTime":599.03,"body":"a customer wants out of a"},{"speaker":"Graham Curry","startTime":599.03,"endTime":602.6,"body":"service and like, I guess it"},{"speaker":"Graham Curry","startTime":599.03,"endTime":602.6,"body":"kind of goes back to the"},{"speaker":"Graham Curry","startTime":602.6,"endTime":606.02,"body":"discovery side of it. Like, I"},{"speaker":"Graham Curry","startTime":602.6,"endTime":606.02,"body":"guess that was like a micro"},{"speaker":"Graham Curry","startTime":606.02,"endTime":609.02,"body":"version of discovery. I remember"},{"speaker":"Graham Curry","startTime":606.02,"endTime":609.02,"body":"asking them down the fairway,"},{"speaker":"Graham Curry","startTime":609.17,"endTime":611.99,"body":"like, \"What are you hoping to"},{"speaker":"Graham Curry","startTime":609.17,"endTime":611.99,"body":"get out of this round?\", perhaps"},{"speaker":"Graham Curry","startTime":611.99,"endTime":615.11,"body":"in a less formal way than not,"},{"speaker":"Graham Curry","startTime":611.99,"endTime":615.11,"body":"but they would either say, I'm"},{"speaker":"Graham Curry","startTime":615.11,"endTime":619.76,"body":"just here for like, bit of fun"},{"speaker":"Graham Curry","startTime":615.11,"endTime":619.76,"body":"and like, you know, like, just"},{"speaker":"Graham Curry","startTime":619.79,"endTime":623.36,"body":"have fun with my buddies, or I'm"},{"speaker":"Graham Curry","startTime":619.79,"endTime":623.36,"body":"here to try and break the course"},{"speaker":"Graham Curry","startTime":623.36,"endTime":627.83,"body":"record on I need every specific"},{"speaker":"Graham Curry","startTime":623.36,"endTime":627.83,"body":"line. So then based on their"},{"speaker":"Graham Curry","startTime":627.83,"endTime":630.74,"body":"needs, then you tailor your"},{"speaker":"Graham Curry","startTime":627.83,"endTime":630.74,"body":"service to that. So that's a"},{"speaker":"Graham Curry","startTime":630.74,"endTime":632.75,"body":"great point. Actually, I've"},{"speaker":"Graham Curry","startTime":630.74,"endTime":632.75,"body":"never considered it that way."},{"speaker":"Matt Wolach","startTime":633.65,"endTime":635.42,"body":"Yeah I mean, it"},{"speaker":"Matt Wolach","startTime":633.65,"endTime":635.42,"body":"sounds like it. I know. You're"},{"speaker":"Matt Wolach","startTime":635.42,"endTime":637.61,"body":"very good at that now. So"},{"speaker":"Matt Wolach","startTime":635.42,"endTime":637.61,"body":"obviously, you had to cut your"},{"speaker":"Matt Wolach","startTime":637.61,"endTime":639.47,"body":"teeth and learn all that"},{"speaker":"Matt Wolach","startTime":637.61,"endTime":639.47,"body":"somewhere. That's really cool"},{"speaker":"Matt Wolach","startTime":639.47,"endTime":643.01,"body":"that that's where it happened."},{"speaker":"Matt Wolach","startTime":639.47,"endTime":643.01,"body":"Okay, so I stopped you in your"},{"speaker":"Matt Wolach","startTime":643.04,"endTime":644.78,"body":"journey. Go ahead and continue."},{"speaker":"Graham Curry","startTime":644.0,"endTime":649.46,"body":"So obviously, at"},{"speaker":"Graham Curry","startTime":644.0,"endTime":649.46,"body":"19 years old, I was I was still"},{"speaker":"Graham Curry","startTime":649.46,"endTime":653.3,"body":"caddying. I was at University"},{"speaker":"Graham Curry","startTime":649.46,"endTime":653.3,"body":"that time. So I again, I had no"},{"speaker":"Graham Curry","startTime":653.3,"endTime":655.91,"body":"idea what I wanted to do at"},{"speaker":"Graham Curry","startTime":653.3,"endTime":655.91,"body":"University. So I just picked"},{"speaker":"Graham Curry","startTime":655.91,"endTime":659.24,"body":"business management, I thought,"},{"speaker":"Graham Curry","startTime":655.91,"endTime":659.24,"body":"it's not going to rule me out of"},{"speaker":"Graham Curry","startTime":659.24,"endTime":662.51,"body":"any career path. So I think it's"},{"speaker":"Graham Curry","startTime":659.24,"endTime":662.51,"body":"a general degree, I'll go with"},{"speaker":"Graham Curry","startTime":662.51,"endTime":667.1,"body":"that. And it was a actually like"},{"speaker":"Graham Curry","startTime":662.51,"endTime":667.1,"body":"a train journey coming down from"},{"speaker":"Graham Curry","startTime":667.13,"endTime":671.24,"body":"Belfast to my home place in the"},{"speaker":"Graham Curry","startTime":667.13,"endTime":671.24,"body":"north of Ireland. And I was"},{"speaker":"Graham Curry","startTime":671.24,"endTime":674.09,"body":"going to like entrepreneurial"},{"speaker":"Graham Curry","startTime":671.24,"endTime":674.09,"body":"events, and I didn't have an"},{"speaker":"Graham Curry","startTime":674.09,"endTime":678.11,"body":"idea for a business at the time."},{"speaker":"Graham Curry","startTime":674.09,"endTime":678.11,"body":"And I think I knew at that point"},{"speaker":"Graham Curry","startTime":678.11,"endTime":680.87,"body":"that I was interested in"},{"speaker":"Graham Curry","startTime":678.11,"endTime":680.87,"body":"startups, but I just didn't have"},{"speaker":"Graham Curry","startTime":680.87,"endTime":683.99,"body":"that moment of inspiration. And"},{"speaker":"Graham Curry","startTime":680.87,"endTime":683.99,"body":"I remember I listened to a talk"},{"speaker":"Graham Curry","startTime":683.99,"endTime":688.22,"body":"and I can't remember who it was."},{"speaker":"Graham Curry","startTime":683.99,"endTime":688.22,"body":"But they they mentioned that"},{"speaker":"Graham Curry","startTime":688.34,"endTime":690.89,"body":"typically, startup ideas come"},{"speaker":"Graham Curry","startTime":688.34,"endTime":690.89,"body":"from problems that you"},{"speaker":"Graham Curry","startTime":690.89,"endTime":693.83,"body":"experienced in your day to day"},{"speaker":"Graham Curry","startTime":690.89,"endTime":693.83,"body":"life. So I remember in that"},{"speaker":"Graham Curry","startTime":693.83,"endTime":698.09,"body":"train journey, I kind of took a"},{"speaker":"Graham Curry","startTime":693.83,"endTime":698.09,"body":"bit of an audit of my life and"},{"speaker":"Graham Curry","startTime":698.12,"endTime":701.48,"body":"identified where the problems"},{"speaker":"Graham Curry","startTime":698.12,"endTime":701.48,"body":"were occurring. And then where"},{"speaker":"Graham Curry","startTime":701.48,"endTime":706.01,"body":"my passion was. And there was"},{"speaker":"Graham Curry","startTime":701.48,"endTime":706.01,"body":"just this massively obvious gap"},{"speaker":"Graham Curry","startTime":706.01,"endTime":708.83,"body":"in golf where I was like, this"},{"speaker":"Graham Curry","startTime":706.01,"endTime":708.83,"body":"is something I'm really"},{"speaker":"Graham Curry","startTime":708.83,"endTime":714.23,"body":"frustrated about in terms of, I"},{"speaker":"Graham Curry","startTime":708.83,"endTime":714.23,"body":"don't have any guarantee on jobs"},{"speaker":"Graham Curry","startTime":714.23,"endTime":717.2,"body":"I'm getting, I know that the"},{"speaker":"Graham Curry","startTime":714.23,"endTime":717.2,"body":"process is painful for golf"},{"speaker":"Graham Curry","startTime":717.2,"endTime":720.2,"body":"clubs, because they have a list"},{"speaker":"Graham Curry","startTime":717.2,"endTime":720.2,"body":"of 100 Guys, and they're making"},{"speaker":"Graham Curry","startTime":720.2,"endTime":724.73,"body":"four hours of phone calls every"},{"speaker":"Graham Curry","startTime":720.2,"endTime":724.73,"body":"day. And then I actually did a"},{"speaker":"Graham Curry","startTime":724.73,"endTime":728.54,"body":"placement whenever I was in"},{"speaker":"Graham Curry","startTime":724.73,"endTime":728.54,"body":"school, when I was like 17, I"},{"speaker":"Graham Curry","startTime":728.54,"endTime":732.59,"body":"worked in a pro shop for a while"},{"speaker":"Graham Curry","startTime":728.54,"endTime":732.59,"body":"in a golf club. And I really"},{"speaker":"Graham Curry","startTime":732.59,"endTime":736.31,"body":"enjoyed that process. And I"},{"speaker":"Graham Curry","startTime":732.59,"endTime":736.31,"body":"thought, if I can combine golf"},{"speaker":"Graham Curry","startTime":736.34,"endTime":739.31,"body":"on business, at some point in my"},{"speaker":"Graham Curry","startTime":736.34,"endTime":739.31,"body":"life, I thought that would be"},{"speaker":"Graham Curry","startTime":739.31,"endTime":742.91,"body":"great. So to have that idea,"},{"speaker":"Graham Curry","startTime":739.31,"endTime":742.91,"body":"early on, I think was a real"},{"speaker":"Graham Curry","startTime":742.91,"endTime":746.6,"body":"blessing, as obviously it"},{"speaker":"Graham Curry","startTime":742.91,"endTime":746.6,"body":"allowed me to pursue that for"},{"speaker":"Graham Curry","startTime":746.6,"endTime":747.59,"body":"the next couple of years."},{"speaker":"Matt Wolach","startTime":748.82,"endTime":751.34,"body":"I love it. That's"},{"speaker":"Matt Wolach","startTime":748.82,"endTime":751.34,"body":"so so cool. It's just such a fun"},{"speaker":"Matt Wolach","startTime":751.34,"endTime":755.51,"body":"story. And I can tell that it's"},{"speaker":"Matt Wolach","startTime":751.34,"endTime":755.51,"body":"just such a big part of you and"},{"speaker":"Matt Wolach","startTime":755.51,"endTime":759.53,"body":"who you are. And when you can"},{"speaker":"Matt Wolach","startTime":755.51,"endTime":759.53,"body":"create a company and a platform"},{"speaker":"Matt Wolach","startTime":759.56,"endTime":761.9,"body":"coming out of something that"},{"speaker":"Matt Wolach","startTime":759.56,"endTime":761.9,"body":"you've experienced, it just"},{"speaker":"Matt Wolach","startTime":761.9,"endTime":764.93,"body":"means that much more. It's just"},{"speaker":"Matt Wolach","startTime":761.9,"endTime":764.93,"body":"so cool. So well done on that I"},{"speaker":"Matt Wolach","startTime":764.93,"endTime":768.77,"body":"want to understand. So you got"},{"speaker":"Matt Wolach","startTime":764.93,"endTime":768.77,"body":"it launched. How were those"},{"speaker":"Matt Wolach","startTime":768.77,"endTime":772.55,"body":"early days, like, Okay, we built"},{"speaker":"Matt Wolach","startTime":768.77,"endTime":772.55,"body":"this thing now what, like, what"},{"speaker":"Matt Wolach","startTime":772.55,"endTime":773.66,"body":"happened? How'd you get through"},{"speaker":"Matt Wolach","startTime":772.55,"endTime":773.66,"body":"that?"},{"speaker":"Graham Curry","startTime":773.0,"endTime":776.33,"body":"Yeah, well, the"},{"speaker":"Graham Curry","startTime":773.0,"endTime":776.33,"body":"building phase was a really"},{"speaker":"Graham Curry","startTime":776.33,"endTime":779.9,"body":"interesting one and getting our"},{"speaker":"Graham Curry","startTime":776.33,"endTime":779.9,"body":"first few customers. So I"},{"speaker":"Graham Curry","startTime":779.9,"endTime":783.62,"body":"actually, I'm not the technical"},{"speaker":"Graham Curry","startTime":779.9,"endTime":783.62,"body":"side of this, I'm very much the"},{"speaker":"Graham Curry","startTime":783.65,"endTime":788.06,"body":"sales side of it. So you know, I"},{"speaker":"Graham Curry","startTime":783.65,"endTime":788.06,"body":"had an idea for a product, I'd"},{"speaker":"Graham Curry","startTime":788.06,"endTime":790.55,"body":"wireframe that out. So for"},{"speaker":"Graham Curry","startTime":788.06,"endTime":790.55,"body":"anyone that doesn't know what"},{"speaker":"Graham Curry","startTime":790.55,"endTime":794.6,"body":"that is, there's wireframing"},{"speaker":"Graham Curry","startTime":790.55,"endTime":794.6,"body":"tools like figma or Adobe XD,"},{"speaker":"Graham Curry","startTime":794.81,"endTime":798.5,"body":"that's taking it from like a"},{"speaker":"Graham Curry","startTime":794.81,"endTime":798.5,"body":"paper sketch to what looks like"},{"speaker":"Graham Curry","startTime":798.5,"endTime":801.89,"body":"an app, but actually isn't an"},{"speaker":"Graham Curry","startTime":798.5,"endTime":801.89,"body":"app. And we showed a golf club"},{"speaker":"Graham Curry","startTime":801.89,"endTime":805.07,"body":"in Ireland, and they really"},{"speaker":"Graham Curry","startTime":801.89,"endTime":805.07,"body":"liked it. And they said, great,"},{"speaker":"Graham Curry","startTime":805.1,"endTime":808.1,"body":"our season starts in 10 weeks."},{"speaker":"Graham Curry","startTime":805.1,"endTime":808.1,"body":"If you can build that out for"},{"speaker":"Graham Curry","startTime":808.1,"endTime":813.5,"body":"us, then we'll use it. And I"},{"speaker":"Graham Curry","startTime":808.1,"endTime":813.5,"body":"gathered some funding from from"},{"speaker":"Graham Curry","startTime":813.5,"endTime":816.83,"body":"different sources. And I just"},{"speaker":"Graham Curry","startTime":813.5,"endTime":816.83,"body":"sat there going like, how am I"},{"speaker":"Graham Curry","startTime":816.83,"endTime":821.06,"body":"going to build this thing in 10"},{"speaker":"Graham Curry","startTime":816.83,"endTime":821.06,"body":"weeks, and just out of complete"},{"speaker":"Graham Curry","startTime":821.06,"endTime":824.09,"body":"luck. I don't know how this"},{"speaker":"Graham Curry","startTime":821.06,"endTime":824.09,"body":"happened. But about two days"},{"speaker":"Graham Curry","startTime":824.09,"endTime":828.71,"body":"later, a guy direct messaged me"},{"speaker":"Graham Curry","startTime":824.09,"endTime":828.71,"body":"on LinkedIn After I reached and"},{"speaker":"Graham Curry","startTime":828.71,"endTime":832.82,"body":"said, I'm looking for a software"},{"speaker":"Graham Curry","startTime":828.71,"endTime":832.82,"body":"engineer for this project. So"},{"speaker":"Graham Curry","startTime":832.82,"endTime":836.96,"body":"this guy was working with this"},{"speaker":"Graham Curry","startTime":832.82,"endTime":836.96,"body":"club currently, and he ran their"},{"speaker":"Graham Curry","startTime":836.96,"endTime":840.26,"body":"Shopify store for their members."},{"speaker":"Graham Curry","startTime":836.96,"endTime":840.26,"body":"So obviously, this was during"},{"speaker":"Graham Curry","startTime":840.26,"endTime":842.93,"body":"the pandemic. So they were"},{"speaker":"Graham Curry","startTime":840.26,"endTime":842.93,"body":"selling all their merchandise"},{"speaker":"Graham Curry","startTime":842.93,"endTime":846.02,"body":"online. So he ran the Shopify"},{"speaker":"Graham Curry","startTime":842.93,"endTime":846.02,"body":"store for them and had a great"},{"speaker":"Graham Curry","startTime":846.02,"endTime":849.29,"body":"relationship with that club"},{"speaker":"Graham Curry","startTime":846.02,"endTime":849.29,"body":"already. And fact, such a great"},{"speaker":"Graham Curry","startTime":849.29,"endTime":852.41,"body":"relationship that the guy"},{"speaker":"Graham Curry","startTime":849.29,"endTime":852.41,"body":"working in the pro shop was the"},{"speaker":"Graham Curry","startTime":852.41,"endTime":857.66,"body":"best man at his wedding. Friends"},{"speaker":"Graham Curry","startTime":852.41,"endTime":857.66,"body":"originally, it turns out, so"},{"speaker":"Graham Curry","startTime":857.66,"endTime":860.69,"body":"this guy, Jimmy, who's my co"},{"speaker":"Graham Curry","startTime":857.66,"endTime":860.69,"body":"founder if he's bothering to"},{"speaker":"Graham Curry","startTime":860.69,"endTime":866.9,"body":"watch this, his mother, and my"},{"speaker":"Graham Curry","startTime":860.69,"endTime":866.9,"body":"mother were very friendly."},{"speaker":"Graham Curry","startTime":866.96,"endTime":871.94,"body":"Growing up. He actually went to"},{"speaker":"Graham Curry","startTime":866.96,"endTime":871.94,"body":"my school, and he played at my"},{"speaker":"Graham Curry","startTime":871.94,"endTime":876.08,"body":"home golf club, and I'd never"},{"speaker":"Graham Curry","startTime":871.94,"endTime":876.08,"body":"met him in my life. So it was"},{"speaker":"Graham Curry","startTime":876.08,"endTime":879.14,"body":"just this crazy scenario. And"},{"speaker":"Graham Curry","startTime":876.08,"endTime":879.14,"body":"then we said, we got to book a"},{"speaker":"Graham Curry","startTime":879.14,"endTime":882.17,"body":"round of golf and actually"},{"speaker":"Graham Curry","startTime":879.14,"endTime":882.17,"body":"figure this out. So we played"},{"speaker":"Graham Curry","startTime":882.44,"endTime":884.9,"body":"our home course Castle Rock and"},{"speaker":"Graham Curry","startTime":882.44,"endTime":884.9,"body":"in the end of the ride, we said,"},{"speaker":"Graham Curry","startTime":884.93,"endTime":888.38,"body":"okay, let's let's do this. Let's"},{"speaker":"Graham Curry","startTime":884.93,"endTime":888.38,"body":"actually give this a go. So 10"},{"speaker":"Graham Curry","startTime":888.38,"endTime":892.43,"body":"weeks of getting our head down"},{"speaker":"Graham Curry","startTime":888.38,"endTime":892.43,"body":"and building a very sketchy,"},{"speaker":"Graham Curry","startTime":892.46,"endTime":895.85,"body":"minimum viable product, and then"},{"speaker":"Graham Curry","startTime":892.46,"endTime":895.85,"body":"get into the hands of the users."},{"speaker":"Graham Curry","startTime":895.88,"endTime":900.35,"body":"And then once our Glasgow club"},{"speaker":"Graham Curry","startTime":895.88,"endTime":900.35,"body":"who was our first customer."},{"speaker":"Graham Curry","startTime":900.98,"endTime":904.43,"body":"After them, we got four pretty"},{"speaker":"Graham Curry","startTime":900.98,"endTime":904.43,"body":"quickly just from their"},{"speaker":"Graham Curry","startTime":904.49,"endTime":907.73,"body":"referrals from their experience."},{"speaker":"Graham Curry","startTime":904.49,"endTime":907.73,"body":"And obviously, our product was"},{"speaker":"Graham Curry","startTime":907.73,"endTime":910.64,"body":"super simple at that stage. So"},{"speaker":"Graham Curry","startTime":907.73,"endTime":910.64,"body":"we thought, you know, we know"},{"speaker":"Graham Curry","startTime":910.64,"endTime":913.58,"body":"what this could potentially be."},{"speaker":"Graham Curry","startTime":910.64,"endTime":913.58,"body":"And this is a super scrappy"},{"speaker":"Graham Curry","startTime":913.58,"endTime":915.89,"body":"version of it. So then I think"},{"speaker":"Graham Curry","startTime":913.58,"endTime":915.89,"body":"that gives us the motivation to"},{"speaker":"Graham Curry","startTime":915.89,"endTime":919.04,"body":"say, you know, let's, let's"},{"speaker":"Graham Curry","startTime":915.89,"endTime":919.04,"body":"really pursue this as a career"},{"speaker":"Graham Curry","startTime":919.04,"endTime":922.67,"body":"and try and get the next next 10"},{"speaker":"Graham Curry","startTime":919.04,"endTime":922.67,"body":"customers on, you know,"},{"speaker":"Matt Wolach","startTime":923.7,"endTime":926.67,"body":"so cool. I love the"},{"speaker":"Matt Wolach","startTime":923.7,"endTime":926.67,"body":"story to it, having a strong"},{"speaker":"Matt Wolach","startTime":926.67,"endTime":928.29,"body":"partner is a big deal, isn't it?"},{"speaker":"Graham Curry","startTime":929.59,"endTime":932.56,"body":"Right, like, you"},{"speaker":"Graham Curry","startTime":929.59,"endTime":932.56,"body":"know, I worked in this for"},{"speaker":"Graham Curry","startTime":932.56,"endTime":936.19,"body":"probably about a year and a half"},{"speaker":"Graham Curry","startTime":932.56,"endTime":936.19,"body":"on my own. And honestly, I was"},{"speaker":"Graham Curry","startTime":936.22,"endTime":938.65,"body":"19. So I didn't really know what"},{"speaker":"Graham Curry","startTime":936.22,"endTime":938.65,"body":"I was doing. And it was more of"},{"speaker":"Graham Curry","startTime":938.65,"endTime":943.03,"body":"research gathering. I did a bit"},{"speaker":"Graham Curry","startTime":938.65,"endTime":943.03,"body":"of a road trip around Ireland,"},{"speaker":"Graham Curry","startTime":943.03,"endTime":946.03,"body":"where I actually drove up to the"},{"speaker":"Graham Curry","startTime":943.03,"endTime":946.03,"body":"clubs and like, cold approached"},{"speaker":"Graham Curry","startTime":946.03,"endTime":949.3,"body":"them and just asked them about"},{"speaker":"Graham Curry","startTime":946.03,"endTime":949.3,"body":"the problem. It was nice just to"},{"speaker":"Graham Curry","startTime":949.3,"endTime":954.64,"body":"play golf everywhere, to be"},{"speaker":"Graham Curry","startTime":949.3,"endTime":954.64,"body":"honest. But yeah, like having"},{"speaker":"Graham Curry","startTime":954.64,"endTime":958.51,"body":"someone especially with a"},{"speaker":"Graham Curry","startTime":954.64,"endTime":958.51,"body":"software and a really logical"},{"speaker":"Graham Curry","startTime":958.63,"endTime":962.68,"body":"head on their shoulders to come"},{"speaker":"Graham Curry","startTime":958.63,"endTime":962.68,"body":"back to with issues. And also"},{"speaker":"Graham Curry","startTime":962.68,"endTime":965.68,"body":"it's, you know, yourself, it's"},{"speaker":"Graham Curry","startTime":962.68,"endTime":965.68,"body":"like the emotional supportive of"},{"speaker":"Graham Curry","startTime":965.68,"endTime":970.0,"body":"going through this as well like"},{"speaker":"Graham Curry","startTime":965.68,"endTime":970.0,"body":"someone to be there for you, you"},{"speaker":"Graham Curry","startTime":970.0,"endTime":973.09,"body":"know, 90% of it is going to be"},{"speaker":"Graham Curry","startTime":970.0,"endTime":973.09,"body":"those tough times when you're"},{"speaker":"Graham Curry","startTime":973.09,"endTime":975.76,"body":"really figuring it out. But then"},{"speaker":"Graham Curry","startTime":973.09,"endTime":975.76,"body":"it also makes it sweeter when"},{"speaker":"Graham Curry","startTime":975.76,"endTime":978.43,"body":"you do get a big deal that you"},{"speaker":"Graham Curry","startTime":975.76,"endTime":978.43,"body":"have someone to go back and say,"},{"speaker":"Graham Curry","startTime":978.43,"endTime":982.54,"body":"Hey, today's went really well,"},{"speaker":"Graham Curry","startTime":978.43,"endTime":982.54,"body":"you know, so it's an extra"},{"speaker":"Graham Curry","startTime":982.54,"endTime":983.41,"body":"journey. Double fun."},{"speaker":"Matt Wolach","startTime":984.5,"endTime":987.17,"body":"Yeah, no doubt. And"},{"speaker":"Matt Wolach","startTime":984.5,"endTime":987.17,"body":"it's so cool, because I know"},{"speaker":"Matt Wolach","startTime":987.17,"endTime":990.56,"body":"you're just telling your story."},{"speaker":"Matt Wolach","startTime":987.17,"endTime":990.56,"body":"But there are so many lessons we"},{"speaker":"Matt Wolach","startTime":990.56,"endTime":993.8,"body":"can get out of this story. First"},{"speaker":"Matt Wolach","startTime":990.56,"endTime":993.8,"body":"of all, you have to meet your"},{"speaker":"Matt Wolach","startTime":993.8,"endTime":996.29,"body":"customers, you have to learn"},{"speaker":"Matt Wolach","startTime":993.8,"endTime":996.29,"body":"from your customers, what are"},{"speaker":"Matt Wolach","startTime":996.29,"endTime":998.66,"body":"they hearing? What is their"},{"speaker":"Matt Wolach","startTime":996.29,"endTime":998.66,"body":"feeling? What are they going"},{"speaker":"Matt Wolach","startTime":998.66,"endTime":1001.57,"body":"through? What keeps them up at"},{"speaker":"Matt Wolach","startTime":998.66,"endTime":1001.57,"body":"night? What are their goals, and"},{"speaker":"Matt Wolach","startTime":1001.57,"endTime":1003.67,"body":"you went out and did that you"},{"speaker":"Matt Wolach","startTime":1001.57,"endTime":1003.67,"body":"went out and drove to them. Of"},{"speaker":"Matt Wolach","startTime":1003.67,"endTime":1006.64,"body":"course, you had the excuse to"},{"speaker":"Matt Wolach","startTime":1003.67,"endTime":1006.64,"body":"play golf, but you went and met"},{"speaker":"Matt Wolach","startTime":1006.64,"endTime":1009.1,"body":"your customers and started"},{"speaker":"Matt Wolach","startTime":1006.64,"endTime":1009.1,"body":"having these conversations with"},{"speaker":"Matt Wolach","startTime":1009.1,"endTime":1011.98,"body":"your perfect ideal fit"},{"speaker":"Matt Wolach","startTime":1009.1,"endTime":1011.98,"body":"customers. You also have to have"},{"speaker":"Matt Wolach","startTime":1011.98,"endTime":1014.92,"body":"great partners, you had a great"},{"speaker":"Matt Wolach","startTime":1011.98,"endTime":1014.92,"body":"partner on board, you have to be"},{"speaker":"Matt Wolach","startTime":1014.92,"endTime":1017.74,"body":"able to share with others what"},{"speaker":"Matt Wolach","startTime":1014.92,"endTime":1017.74,"body":"you do, you were posting on"},{"speaker":"Matt Wolach","startTime":1017.74,"endTime":1021.25,"body":"LinkedIn, and you just found"},{"speaker":"Matt Wolach","startTime":1017.74,"endTime":1021.25,"body":"your partner that way. And"},{"speaker":"Matt Wolach","startTime":1021.28,"endTime":1025.33,"body":"others I'm sure have also come"},{"speaker":"Matt Wolach","startTime":1021.28,"endTime":1025.33,"body":"to you that way. But there's so"},{"speaker":"Matt Wolach","startTime":1025.33,"endTime":1029.71,"body":"many things that I teach that"},{"speaker":"Matt Wolach","startTime":1025.33,"endTime":1029.71,"body":"you did naturally, which is"},{"speaker":"Matt Wolach","startTime":1029.71,"endTime":1031.96,"body":"fantastic. But I'm glad you're"},{"speaker":"Matt Wolach","startTime":1029.71,"endTime":1031.96,"body":"sharing it because a lot of"},{"speaker":"Matt Wolach","startTime":1031.96,"endTime":1034.72,"body":"people out there listening might"},{"speaker":"Matt Wolach","startTime":1031.96,"endTime":1034.72,"body":"not have done this naturally."},{"speaker":"Matt Wolach","startTime":1035.02,"endTime":1040.87,"body":"But sometimes we fall into great"},{"speaker":"Matt Wolach","startTime":1035.02,"endTime":1040.87,"body":"ideas. I'm not saying that you"},{"speaker":"Matt Wolach","startTime":1041.02,"endTime":1043.81,"body":"didn't know anything you were"},{"speaker":"Matt Wolach","startTime":1041.02,"endTime":1043.81,"body":"doing. But sometimes you just do"},{"speaker":"Matt Wolach","startTime":1043.81,"endTime":1047.26,"body":"things and it happens to work"},{"speaker":"Matt Wolach","startTime":1043.81,"endTime":1047.26,"body":"great. And looking back, you can"},{"speaker":"Matt Wolach","startTime":1047.26,"endTime":1051.34,"body":"see how big of an effect that"},{"speaker":"Matt Wolach","startTime":1047.26,"endTime":1051.34,"body":"that was. And it's so cool about"},{"speaker":"Matt Wolach","startTime":1051.52,"endTime":1054.79,"body":"some of these awesome decisions"},{"speaker":"Matt Wolach","startTime":1051.52,"endTime":1054.79,"body":"that you made that helped you"},{"speaker":"Matt Wolach","startTime":1054.79,"endTime":1058.24,"body":"get to where you are now. And I"},{"speaker":"Matt Wolach","startTime":1054.79,"endTime":1058.24,"body":"don't know if you can see that"},{"speaker":"Graham Curry","startTime":1058.0,"endTime":1062.29,"body":"Yeah. Right. And I"},{"speaker":"Graham Curry","startTime":1058.0,"endTime":1062.29,"body":"mean, I look back and I look at"},{"speaker":"Graham Curry","startTime":1058.24,"endTime":1058.9,"body":"the way I see it."},{"speaker":"Graham Curry","startTime":1062.29,"endTime":1065.86,"body":"the first year and a half, and"},{"speaker":"Graham Curry","startTime":1062.29,"endTime":1065.86,"body":"it was very much doing things"},{"speaker":"Graham Curry","startTime":1065.89,"endTime":1070.39,"body":"instinctually based on what I"},{"speaker":"Graham Curry","startTime":1065.89,"endTime":1070.39,"body":"felt was right. Like I wasn't"},{"speaker":"Graham Curry","startTime":1070.66,"endTime":1073.9,"body":"engrossed in the"},{"speaker":"Graham Curry","startTime":1070.66,"endTime":1073.9,"body":"entrepreneurship space, my"},{"speaker":"Graham Curry","startTime":1073.9,"endTime":1077.29,"body":"knowledge was very limited. So"},{"speaker":"Graham Curry","startTime":1073.9,"endTime":1077.29,"body":"it was just instinctively"},{"speaker":"Graham Curry","startTime":1077.29,"endTime":1081.19,"body":"reacting to like human behavior"},{"speaker":"Graham Curry","startTime":1077.29,"endTime":1081.19,"body":"in terms of like supply demand,"},{"speaker":"Graham Curry","startTime":1081.19,"endTime":1084.91,"body":"like like, why would this person"},{"speaker":"Graham Curry","startTime":1081.19,"endTime":1084.91,"body":"want to use this product? And"},{"speaker":"Graham Curry","startTime":1084.91,"endTime":1088.63,"body":"then kind of fundamentally"},{"speaker":"Graham Curry","startTime":1084.91,"endTime":1088.63,"body":"reverse engineering that to what"},{"speaker":"Graham Curry","startTime":1088.63,"endTime":1093.82,"body":"I need to do then. But I mean,"},{"speaker":"Graham Curry","startTime":1088.63,"endTime":1093.82,"body":"if I knew it, I mean, obviously,"},{"speaker":"Graham Curry","startTime":1093.82,"endTime":1097.72,"body":"you can say this, in hindsight,"},{"speaker":"Graham Curry","startTime":1093.82,"endTime":1097.72,"body":"but I wish do I wish I could go"},{"speaker":"Graham Curry","startTime":1097.72,"endTime":1100.09,"body":"back, maybe not. But there's"},{"speaker":"Graham Curry","startTime":1097.72,"endTime":1100.09,"body":"obviously things I could have"},{"speaker":"Graham Curry","startTime":1100.09,"endTime":1104.23,"body":"done that would have sped up the"},{"speaker":"Graham Curry","startTime":1100.09,"endTime":1104.23,"body":"process significantly. And"},{"speaker":"Graham Curry","startTime":1104.23,"endTime":1107.23,"body":"obviously, there was a pandemic"},{"speaker":"Graham Curry","startTime":1104.23,"endTime":1107.23,"body":"in between that where Golf was"},{"speaker":"Graham Curry","startTime":1107.41,"endTime":1111.31,"body":"completely shut. So there was no"},{"speaker":"Graham Curry","startTime":1107.41,"endTime":1111.31,"body":"real possibility of getting"},{"speaker":"Graham Curry","startTime":1111.31,"endTime":1113.95,"body":"users. But I'm actually I'm"},{"speaker":"Graham Curry","startTime":1111.31,"endTime":1113.95,"body":"grateful for that time as well,"},{"speaker":"Graham Curry","startTime":1113.95,"endTime":1118.12,"body":"because it allowed me to mature"},{"speaker":"Graham Curry","startTime":1113.95,"endTime":1118.12,"body":"and understand what the product"},{"speaker":"Graham Curry","startTime":1118.21,"endTime":1121.66,"body":"actually needed to be. I don't"},{"speaker":"Graham Curry","startTime":1118.21,"endTime":1121.66,"body":"think I was ready to launch an"},{"speaker":"Graham Curry","startTime":1121.66,"endTime":1125.38,"body":"app at that point. And then that"},{"speaker":"Graham Curry","startTime":1121.66,"endTime":1125.38,"body":"actually coincided with me"},{"speaker":"Graham Curry","startTime":1125.38,"endTime":1129.07,"body":"leaving college at the time. So"},{"speaker":"Graham Curry","startTime":1125.38,"endTime":1129.07,"body":"then I had more time to invest"},{"speaker":"Graham Curry","startTime":1129.07,"endTime":1132.94,"body":"in it. So you can say it's all"},{"speaker":"Graham Curry","startTime":1129.07,"endTime":1132.94,"body":"worked out. But obviously I'm"},{"speaker":"Graham Curry","startTime":1132.94,"endTime":1136.57,"body":"still right in the middle of the"},{"speaker":"Graham Curry","startTime":1132.94,"endTime":1136.57,"body":"process as well. So it's worked"},{"speaker":"Graham Curry","startTime":1136.57,"endTime":1137.95,"body":"out to date so far."},{"speaker":"Matt Wolach","startTime":1137.0,"endTime":1141.02,"body":"Yeah, I mean,"},{"speaker":"Matt Wolach","startTime":1137.0,"endTime":1141.02,"body":"you're doing great. You're on"},{"speaker":"Matt Wolach","startTime":1141.02,"endTime":1143.99,"body":"your way up. And it's really"},{"speaker":"Matt Wolach","startTime":1141.02,"endTime":1143.99,"body":"cool to see one thing I want to"},{"speaker":"Matt Wolach","startTime":1143.99,"endTime":1147.8,"body":"ask you about, you talked about"},{"speaker":"Matt Wolach","startTime":1143.99,"endTime":1147.8,"body":"how of course golf in many areas"},{"speaker":"Matt Wolach","startTime":1147.8,"endTime":1151.37,"body":"of the world. It's seasonal. And"},{"speaker":"Matt Wolach","startTime":1147.8,"endTime":1151.37,"body":"so that creates a big challenge"},{"speaker":"Matt Wolach","startTime":1151.37,"endTime":1154.4,"body":"for you selling to these golf"},{"speaker":"Matt Wolach","startTime":1151.37,"endTime":1154.4,"body":"courses. In fact, lots of people"},{"speaker":"Matt Wolach","startTime":1154.43,"endTime":1157.22,"body":"have an app have a software"},{"speaker":"Matt Wolach","startTime":1154.43,"endTime":1157.22,"body":"platform that they're selling to"},{"speaker":"Matt Wolach","startTime":1157.22,"endTime":1160.28,"body":"an industry that's very"},{"speaker":"Matt Wolach","startTime":1157.22,"endTime":1160.28,"body":"seasonal, how have you handled"},{"speaker":"Matt Wolach","startTime":1160.28,"endTime":1163.16,"body":"it to this point, and what are"},{"speaker":"Matt Wolach","startTime":1160.28,"endTime":1163.16,"body":"some of your focuses around,"},{"speaker":"Matt Wolach","startTime":1163.73,"endTime":1168.26,"body":"Maybe, do you do go with it? Do"},{"speaker":"Matt Wolach","startTime":1163.73,"endTime":1168.26,"body":"you try to  make it more flat"},{"speaker":"Matt Wolach","startTime":1168.26,"endTime":1169.4,"body":"throughout the year? What do you"},{"speaker":"Matt Wolach","startTime":1168.26,"endTime":1169.4,"body":"do?"},{"speaker":"Graham Curry","startTime":1169.84,"endTime":1172.9,"body":"Yeah, it's a good"},{"speaker":"Graham Curry","startTime":1169.84,"endTime":1172.9,"body":"question. And especially for us"},{"speaker":"Graham Curry","startTime":1172.9,"endTime":1176.65,"body":"starting out, because our focus"},{"speaker":"Graham Curry","startTime":1172.9,"endTime":1176.65,"body":"was very narrow on the UK and"},{"speaker":"Graham Curry","startTime":1176.65,"endTime":1180.79,"body":"Ireland market where it is, as a"},{"speaker":"Graham Curry","startTime":1176.65,"endTime":1180.79,"body":"very seasonal business. April to"},{"speaker":"Graham Curry","startTime":1180.79,"endTime":1185.08,"body":"October will be what the golf"},{"speaker":"Graham Curry","startTime":1180.79,"endTime":1185.08,"body":"season is. So honestly, we"},{"speaker":"Graham Curry","startTime":1185.08,"endTime":1188.38,"body":"didn't find it starting off. We"},{"speaker":"Graham Curry","startTime":1185.08,"endTime":1188.38,"body":"just said our pricing was"},{"speaker":"Graham Curry","startTime":1188.38,"endTime":1192.22,"body":"actually usage based at that"},{"speaker":"Graham Curry","startTime":1188.38,"endTime":1192.22,"body":"time. So you pretty much paid"},{"speaker":"Graham Curry","startTime":1192.22,"endTime":1195.85,"body":"for each job you put in the"},{"speaker":"Graham Curry","startTime":1192.22,"endTime":1195.85,"body":"system. So our revenue actually"},{"speaker":"Graham Curry","startTime":1195.85,"endTime":1199.84,"body":"was seasonal at that time. There"},{"speaker":"Graham Curry","startTime":1195.85,"endTime":1199.84,"body":"was no there was no winter"},{"speaker":"Graham Curry","startTime":1199.84,"endTime":1203.8,"body":"revenue for the first 12 months,"},{"speaker":"Graham Curry","startTime":1199.84,"endTime":1203.8,"body":"which was kind of tough because"},{"speaker":"Graham Curry","startTime":1203.8,"endTime":1206.29,"body":"you get through the season and"},{"speaker":"Graham Curry","startTime":1203.8,"endTime":1206.29,"body":"you're like, here we go for the"},{"speaker":"Graham Curry","startTime":1206.29,"endTime":1207.37,"body":"next six months."},{"speaker":"Graham Curry","startTime":1207.0,"endTime":1214.5,"body":"It was like, yeah, it was like a"},{"speaker":"Graham Curry","startTime":1207.0,"endTime":1214.5,"body":"squirrel gathering their nuts"},{"speaker":"Graham Curry","startTime":1214.5,"endTime":1218.79,"body":"for the whole season. We"},{"speaker":"Graham Curry","startTime":1214.5,"endTime":1218.79,"body":"actually, it was actually a few"},{"speaker":"Graham Curry","startTime":1218.79,"endTime":1223.98,"body":"months ago. So we got clients in"},{"speaker":"Graham Curry","startTime":1218.79,"endTime":1223.98,"body":"America recently enough, and"},{"speaker":"Graham Curry","startTime":1223.98,"endTime":1227.22,"body":"they're not seasonal, which is"},{"speaker":"Graham Curry","startTime":1223.98,"endTime":1227.22,"body":"great. So it's obviously a year"},{"speaker":"Graham Curry","startTime":1227.22,"endTime":1230.16,"body":"round revenue. We've actually"},{"speaker":"Graham Curry","startTime":1227.22,"endTime":1230.16,"body":"got a customer I mentioned for"},{"speaker":"Graham Curry","startTime":1230.16,"endTime":1233.58,"body":"the podcast and Thailand. And"},{"speaker":"Graham Curry","startTime":1230.16,"endTime":1233.58,"body":"obviously, the weather there,"},{"speaker":"Graham Curry","startTime":1233.67,"endTime":1237.42,"body":"they almost nearly don't have"},{"speaker":"Graham Curry","startTime":1233.67,"endTime":1237.42,"body":"seasons, it's just mid 20"},{"speaker":"Graham Curry","startTime":1237.42,"endTime":1242.79,"body":"degrees or whatever, 75 degrees"},{"speaker":"Graham Curry","startTime":1237.42,"endTime":1242.79,"body":"Fahrenheit in US. And they're"},{"speaker":"Graham Curry","startTime":1242.79,"endTime":1245.22,"body":"just, they're constant. And"},{"speaker":"Graham Curry","startTime":1242.79,"endTime":1245.22,"body":"they're actually really busy"},{"speaker":"Graham Curry","startTime":1245.22,"endTime":1249.09,"body":"caddy programs as well. So"},{"speaker":"Graham Curry","startTime":1245.22,"endTime":1249.09,"body":"that'd be one of our highest MRR"},{"speaker":"Graham Curry","startTime":1249.12,"endTime":1252.9,"body":"customers for revenue, we"},{"speaker":"Graham Curry","startTime":1249.12,"endTime":1252.9,"body":"actually had another idea in"},{"speaker":"Graham Curry","startTime":1252.93,"endTime":1257.1,"body":"terms of our pricing strategy."},{"speaker":"Graham Curry","startTime":1252.93,"endTime":1257.1,"body":"And I was actually through with"},{"speaker":"Graham Curry","startTime":1257.1,"endTime":1261.96,"body":"the fast action discount that"},{"speaker":"Graham Curry","startTime":1257.1,"endTime":1261.96,"body":"you mentioned. So we, we still"},{"speaker":"Graham Curry","startTime":1261.96,"endTime":1264.84,"body":"offer usage based pricing if"},{"speaker":"Graham Curry","startTime":1261.96,"endTime":1264.84,"body":"clubs want to do it that way."},{"speaker":"Graham Curry","startTime":1265.05,"endTime":1269.31,"body":"But we also offer a discount on"},{"speaker":"Graham Curry","startTime":1265.05,"endTime":1269.31,"body":"their rates if they want to pay"},{"speaker":"Graham Curry","startTime":1269.34,"endTime":1273.24,"body":"upfront. So let's say for"},{"speaker":"Graham Curry","startTime":1269.34,"endTime":1273.24,"body":"example, a golf club does 10,000"},{"speaker":"Graham Curry","startTime":1273.9,"endTime":1278.61,"body":"caddy runs per year. So we'll"},{"speaker":"Graham Curry","startTime":1273.9,"endTime":1278.61,"body":"say at x price provide. But if"},{"speaker":"Graham Curry","startTime":1278.61,"endTime":1282.51,"body":"you want to pay up front, we'll"},{"speaker":"Graham Curry","startTime":1278.61,"endTime":1282.51,"body":"give you 25% discount on that"},{"speaker":"Graham Curry","startTime":1282.51,"endTime":1287.25,"body":"rate and just talking to my team"},{"speaker":"Graham Curry","startTime":1282.51,"endTime":1287.25,"body":"there, we got four upfront"},{"speaker":"Graham Curry","startTime":1287.25,"endTime":1290.85,"body":"payments from that in the winter"},{"speaker":"Graham Curry","startTime":1287.25,"endTime":1290.85,"body":"months. So ironically, we've"},{"speaker":"Graham Curry","startTime":1290.85,"endTime":1293.31,"body":"actually generated more this"},{"speaker":"Graham Curry","startTime":1290.85,"endTime":1293.31,"body":"winter than we did the entire"},{"speaker":"Graham Curry","startTime":1293.31,"endTime":1297.99,"body":"last summer, because we've got"},{"speaker":"Graham Curry","startTime":1293.31,"endTime":1297.99,"body":"incentive there for people to"},{"speaker":"Graham Curry","startTime":1298.26,"endTime":1302.31,"body":"pay up front. And, you know,"},{"speaker":"Graham Curry","startTime":1298.26,"endTime":1302.31,"body":"we're not worried about churn"},{"speaker":"Graham Curry","startTime":1302.31,"endTime":1304.98,"body":"whenever they come on our"},{"speaker":"Graham Curry","startTime":1302.31,"endTime":1304.98,"body":"retention rates pretty high. So"},{"speaker":"Graham Curry","startTime":1305.04,"endTime":1308.16,"body":"we don't worry about them"},{"speaker":"Graham Curry","startTime":1305.04,"endTime":1308.16,"body":"leaving, but it's just, it's"},{"speaker":"Graham Curry","startTime":1308.16,"endTime":1310.59,"body":"obviously great to have that"},{"speaker":"Graham Curry","startTime":1308.16,"endTime":1310.59,"body":"upfront cash flow, especially at"},{"speaker":"Graham Curry","startTime":1310.59,"endTime":1314.34,"body":"this stage with cash flow is so"},{"speaker":"Graham Curry","startTime":1310.59,"endTime":1314.34,"body":"important. So that's why we've"},{"speaker":"Graham Curry","startTime":1314.34,"endTime":1315.3,"body":"tackled it at the minute."},{"speaker":"Matt Wolach","startTime":1316.09,"endTime":1318.13,"body":"Yeah, what a smart"},{"speaker":"Matt Wolach","startTime":1316.09,"endTime":1318.13,"body":"way to overcome that"},{"speaker":"Matt Wolach","startTime":1318.13,"endTime":1321.67,"body":"seasonality. Did you ever"},{"speaker":"Matt Wolach","startTime":1318.13,"endTime":1321.67,"body":"believe that your winter revenue"},{"speaker":"Matt Wolach","startTime":1321.67,"endTime":1322.66,"body":"would beat the summer?"},{"speaker":"Graham Curry","startTime":1323.8,"endTime":1326.23,"body":"I had no idea. I"},{"speaker":"Graham Curry","startTime":1323.8,"endTime":1326.23,"body":"can't take credit for this idea."},{"speaker":"Graham Curry","startTime":1326.26,"endTime":1329.47,"body":"Again, this was Jimmy, my co"},{"speaker":"Graham Curry","startTime":1326.26,"endTime":1329.47,"body":"founder, perhaps we should put"},{"speaker":"Graham Curry","startTime":1329.47,"endTime":1331.63,"body":"him in sales because that was a"},{"speaker":"Graham Curry","startTime":1329.47,"endTime":1331.63,"body":"blinder of an idea."},{"speaker":"Matt Wolach","startTime":1332.86,"endTime":1335.41,"body":"So hey, great ideas"},{"speaker":"Matt Wolach","startTime":1332.86,"endTime":1335.41,"body":"can come from anywhere. It's"},{"speaker":"Matt Wolach","startTime":1335.41,"endTime":1335.89,"body":"awesome."},{"speaker":"Graham Curry","startTime":1336.07,"endTime":1338.71,"body":"Thats it. And I"},{"speaker":"Graham Curry","startTime":1336.07,"endTime":1338.71,"body":"think, going to your point as"},{"speaker":"Graham Curry","startTime":1338.71,"endTime":1342.34,"body":"well, I think you mentioned that"},{"speaker":"Graham Curry","startTime":1338.71,"endTime":1342.34,"body":"everyone in your organization is"},{"speaker":"Graham Curry","startTime":1342.34,"endTime":1346.0,"body":"in sales in some degree,"},{"speaker":"Graham Curry","startTime":1342.34,"endTime":1346.0,"body":"especially in our organization,"},{"speaker":"Graham Curry","startTime":1346.0,"endTime":1349.63,"body":"whereas it is a lot of in person"},{"speaker":"Graham Curry","startTime":1346.0,"endTime":1349.63,"body":"contact and conferences and"},{"speaker":"Graham Curry","startTime":1349.63,"endTime":1354.01,"body":"things like that. So for him to"},{"speaker":"Graham Curry","startTime":1349.63,"endTime":1354.01,"body":"kind of take on that role as"},{"speaker":"Graham Curry","startTime":1354.01,"endTime":1358.57,"body":"well and not just be a software"},{"speaker":"Graham Curry","startTime":1354.01,"endTime":1358.57,"body":"head was was very helpful for"},{"speaker":"Graham Curry","startTime":1358.57,"endTime":1359.08,"body":"that idea."},{"speaker":"Matt Wolach","startTime":1360.28,"endTime":1363.13,"body":"I love it. I love"},{"speaker":"Matt Wolach","startTime":1360.28,"endTime":1363.13,"body":"it. So cool. Okay, so as we wrap"},{"speaker":"Matt Wolach","startTime":1363.13,"endTime":1366.01,"body":"up, I want to understand what"},{"speaker":"Matt Wolach","startTime":1363.13,"endTime":1366.01,"body":"advice would you have for other"},{"speaker":"Matt Wolach","startTime":1366.01,"endTime":1369.25,"body":"software founders who are in"},{"speaker":"Matt Wolach","startTime":1366.01,"endTime":1369.25,"body":"those early days trying to gain"},{"speaker":"Matt Wolach","startTime":1369.25,"endTime":1371.47,"body":"traction? What would you share"},{"speaker":"Matt Wolach","startTime":1369.25,"endTime":1371.47,"body":"with them?"},{"speaker":"Graham Curry","startTime":1372.2,"endTime":1375.29,"body":"Yeah, I've thought"},{"speaker":"Graham Curry","startTime":1372.2,"endTime":1375.29,"body":"about this a lot over the last"},{"speaker":"Graham Curry","startTime":1375.29,"endTime":1381.53,"body":"few months. And I believe"},{"speaker":"Graham Curry","startTime":1375.29,"endTime":1381.53,"body":"genuinely that persistence is"},{"speaker":"Graham Curry","startTime":1381.53,"endTime":1385.28,"body":"just so important. I think that"},{"speaker":"Graham Curry","startTime":1381.53,"endTime":1385.28,"body":"is the underlying bed of"},{"speaker":"Graham Curry","startTime":1385.31,"endTime":1388.67,"body":"everything you do. Because"},{"speaker":"Graham Curry","startTime":1385.31,"endTime":1388.67,"body":"fundamentally, if you don't give"},{"speaker":"Graham Curry","startTime":1388.67,"endTime":1392.96,"body":"up, you either, genuinely you"},{"speaker":"Graham Curry","startTime":1388.67,"endTime":1392.96,"body":"die trying, or you will find a"},{"speaker":"Graham Curry","startTime":1392.96,"endTime":1397.4,"body":"solution. So actually, I wrote a"},{"speaker":"Graham Curry","startTime":1392.96,"endTime":1397.4,"body":"post about this on LinkedIn, but"},{"speaker":"Graham Curry","startTime":1397.4,"endTime":1400.16,"body":"it was just my thoughts and what"},{"speaker":"Graham Curry","startTime":1397.4,"endTime":1400.16,"body":"it is like to run a startup in"},{"speaker":"Graham Curry","startTime":1400.16,"endTime":1403.64,"body":"the early days. And I think"},{"speaker":"Graham Curry","startTime":1400.16,"endTime":1403.64,"body":"like, it's almost reframing your"},{"speaker":"Graham Curry","startTime":1403.64,"endTime":1407.9,"body":"success to say that surviving"},{"speaker":"Graham Curry","startTime":1403.64,"endTime":1407.9,"body":"and running the business is"},{"speaker":"Graham Curry","startTime":1407.9,"endTime":1412.88,"body":"success, actually keeping the"},{"speaker":"Graham Curry","startTime":1407.9,"endTime":1412.88,"body":"thing alive and still doing it"},{"speaker":"Graham Curry","startTime":1412.88,"endTime":1416.42,"body":"as your career, you're already"},{"speaker":"Graham Curry","startTime":1412.88,"endTime":1416.42,"body":"successful. Because that's what"},{"speaker":"Graham Curry","startTime":1416.42,"endTime":1421.25,"body":"you've wanted to do for your"},{"speaker":"Graham Curry","startTime":1416.42,"endTime":1421.25,"body":"job, you're not stuck in this"},{"speaker":"Graham Curry","startTime":1421.25,"endTime":1423.44,"body":"corporate job that you don't"},{"speaker":"Graham Curry","startTime":1421.25,"endTime":1423.44,"body":"want to do, you're actually"},{"speaker":"Graham Curry","startTime":1423.44,"endTime":1426.44,"body":"following your passion. So the"},{"speaker":"Graham Curry","startTime":1423.44,"endTime":1426.44,"body":"two outcomes of that will either"},{"speaker":"Graham Curry","startTime":1426.44,"endTime":1430.19,"body":"be the business works, or you"},{"speaker":"Graham Curry","startTime":1426.44,"endTime":1430.19,"body":"will learn the lessons as a"},{"speaker":"Graham Curry","startTime":1430.19,"endTime":1433.88,"body":"person that you can then apply"},{"speaker":"Graham Curry","startTime":1430.19,"endTime":1433.88,"body":"to your next venture. So"},{"speaker":"Graham Curry","startTime":1433.91,"endTime":1436.82,"body":"provided you just stay the"},{"speaker":"Graham Curry","startTime":1433.91,"endTime":1436.82,"body":"course there actually really is"},{"speaker":"Graham Curry","startTime":1436.82,"endTime":1440.36,"body":"no bad outcome to a degree. And"},{"speaker":"Graham Curry","startTime":1436.82,"endTime":1440.36,"body":"I think that's given me a little"},{"speaker":"Graham Curry","startTime":1440.36,"endTime":1445.37,"body":"bit of assurance that regardless"},{"speaker":"Graham Curry","startTime":1440.36,"endTime":1445.37,"body":"of how this turns out,"},{"speaker":"Graham Curry","startTime":1445.4,"endTime":1447.56,"body":"obviously, it's looking good"},{"speaker":"Graham Curry","startTime":1445.4,"endTime":1447.56,"body":"right now, but you never know in"},{"speaker":"Graham Curry","startTime":1447.56,"endTime":1452.39,"body":"the startup world that you"},{"speaker":"Graham Curry","startTime":1447.56,"endTime":1452.39,"body":"there's just so many lessons"},{"speaker":"Graham Curry","startTime":1452.42,"endTime":1455.75,"body":"personally, from the"},{"speaker":"Graham Curry","startTime":1452.42,"endTime":1455.75,"body":"perseverance side of it to the"},{"speaker":"Graham Curry","startTime":1455.75,"endTime":1457.67,"body":"empathy side of it, you"},{"speaker":"Graham Curry","startTime":1455.75,"endTime":1457.67,"body":"mentioned about learning about"},{"speaker":"Graham Curry","startTime":1457.67,"endTime":1460.55,"body":"customers and learning how"},{"speaker":"Graham Curry","startTime":1457.67,"endTime":1460.55,"body":"humans interact and learn how to"},{"speaker":"Graham Curry","startTime":1460.55,"endTime":1464.87,"body":"sell. I mean, sales is the most"},{"speaker":"Graham Curry","startTime":1460.55,"endTime":1464.87,"body":"universal skill, we apply it in"},{"speaker":"Graham Curry","startTime":1464.87,"endTime":1467.96,"body":"every element of our life. So"},{"speaker":"Graham Curry","startTime":1464.87,"endTime":1467.96,"body":"being able to learn that"},{"speaker":"Graham Curry","startTime":1468.02,"endTime":1471.95,"body":"fundamentally will improve the"},{"speaker":"Graham Curry","startTime":1468.02,"endTime":1471.95,"body":"quality of my life further on"},{"speaker":"Graham Curry","startTime":1471.98,"endTime":1475.82,"body":"regardless. So I think, you"},{"speaker":"Graham Curry","startTime":1471.98,"endTime":1475.82,"body":"know, I'm guilty of this at"},{"speaker":"Graham Curry","startTime":1475.82,"endTime":1478.7,"body":"times as well. You lump this"},{"speaker":"Graham Curry","startTime":1475.82,"endTime":1478.7,"body":"pressure on yourself and say,"},{"speaker":"Graham Curry","startTime":1479.18,"endTime":1483.98,"body":"it's either this startup has to"},{"speaker":"Graham Curry","startTime":1479.18,"endTime":1483.98,"body":"work or and then you spiral down"},{"speaker":"Graham Curry","startTime":1483.98,"endTime":1486.5,"body":"and say I'm gonna have to get a"},{"speaker":"Graham Curry","startTime":1483.98,"endTime":1486.5,"body":"real job and things like that."},{"speaker":"Graham Curry","startTime":1487.55,"endTime":1491.69,"body":"But it's always saying like,"},{"speaker":"Graham Curry","startTime":1487.55,"endTime":1491.69,"body":"simply by following the process"},{"speaker":"Graham Curry","startTime":1491.69,"endTime":1494.9,"body":"and commit to yourself, you've"},{"speaker":"Graham Curry","startTime":1491.69,"endTime":1494.9,"body":"already succeeded, and the"},{"speaker":"Graham Curry","startTime":1494.9,"endTime":1498.32,"body":"results will show so I would I"},{"speaker":"Graham Curry","startTime":1494.9,"endTime":1498.32,"body":"it's almost more emotional"},{"speaker":"Graham Curry","startTime":1498.32,"endTime":1500.48,"body":"support I would give to people"},{"speaker":"Graham Curry","startTime":1498.32,"endTime":1500.48,"body":"I've just say Just follow the"},{"speaker":"Graham Curry","startTime":1500.48,"endTime":1503.66,"body":"process and you'll either learn"},{"speaker":"Graham Curry","startTime":1500.48,"endTime":1503.66,"body":"or when one of the two will"},{"speaker":"Graham Curry","startTime":1503.66,"endTime":1506.03,"body":"occur. I sound very wise there."},{"speaker":"Matt Wolach","startTime":1506.9,"endTime":1509.24,"body":"you do that's"},{"speaker":"Matt Wolach","startTime":1506.9,"endTime":1509.24,"body":"amazing. Like we need to put"},{"speaker":"Matt Wolach","startTime":1509.24,"endTime":1513.41,"body":"that on a plaque or something's"},{"speaker":"Matt Wolach","startTime":1509.24,"endTime":1513.41,"body":"brilliant. Well, cool, Graham,"},{"speaker":"Matt Wolach","startTime":1513.44,"endTime":1515.93,"body":"this is so awesome. I really"},{"speaker":"Matt Wolach","startTime":1513.44,"endTime":1515.93,"body":"appreciate you coming in and"},{"speaker":"Matt Wolach","startTime":1515.93,"endTime":1518.72,"body":"sharing all this with us. How"},{"speaker":"Matt Wolach","startTime":1515.93,"endTime":1518.72,"body":"can the audience learn more"},{"speaker":"Matt Wolach","startTime":1518.72,"endTime":1519.95,"body":"about you and Handicaddie?"},{"speaker":"Graham Curry","startTime":1520.94,"endTime":1523.04,"body":"Yes. So very"},{"speaker":"Graham Curry","startTime":1520.94,"endTime":1523.04,"body":"simply, I'm quite active on"},{"speaker":"Graham Curry","startTime":1523.04,"endTime":1525.05,"body":"LinkedIn. So if you want to"},{"speaker":"Graham Curry","startTime":1523.04,"endTime":1525.05,"body":"connect with me, it's just"},{"speaker":"Graham Curry","startTime":1525.05,"endTime":1528.95,"body":"Graham Curry. It's, it'll say,"},{"speaker":"Graham Curry","startTime":1525.05,"endTime":1528.95,"body":"find your Handicaddie. So"},{"speaker":"Graham Curry","startTime":1529.07,"endTime":1531.59,"body":"connect with me there. And if"},{"speaker":"Graham Curry","startTime":1529.07,"endTime":1531.59,"body":"you want to check out the site,"},{"speaker":"Graham Curry","startTime":1531.59,"endTime":1535.16,"body":"it's just handicaddie.com for"},{"speaker":"Graham Curry","startTime":1531.59,"endTime":1535.16,"body":"anyone in the golf industry will"},{"speaker":"Graham Curry","startTime":1535.16,"endTime":1536.21,"body":"be happy to show you."},{"speaker":"Matt Wolach","startTime":1537.29,"endTime":1539.39,"body":"Okay, perfect."},{"speaker":"Matt Wolach","startTime":1537.29,"endTime":1539.39,"body":"We'll put all that into the show"},{"speaker":"Matt Wolach","startTime":1539.39,"endTime":1541.46,"body":"notes. So if you're listening or"},{"speaker":"Matt Wolach","startTime":1539.39,"endTime":1541.46,"body":"watching, you'll be able to grab"},{"speaker":"Matt Wolach","startTime":1541.46,"endTime":1543.68,"body":"all that there. But Graham,"},{"speaker":"Matt Wolach","startTime":1541.46,"endTime":1543.68,"body":"thanks so much for coming in and"},{"speaker":"Matt Wolach","startTime":1543.68,"endTime":1544.46,"body":"sharing all this."},{"speaker":"Graham Curry","startTime":1545.12,"endTime":1546.89,"body":"Yeah, I appreciate"},{"speaker":"Graham Curry","startTime":1545.12,"endTime":1546.89,"body":"your time, Matt, thanks for"},{"speaker":"Graham Curry","startTime":1546.89,"endTime":1547.97,"body":"having me on. It was a blast."},{"speaker":"Matt Wolach","startTime":1548.63,"endTime":1550.4,"body":"Absolutely."},{"speaker":"Matt Wolach","startTime":1548.63,"endTime":1550.4,"body":"Likewise, and everybody out"},{"speaker":"Matt Wolach","startTime":1550.4,"endTime":1552.38,"body":"there thank you for being here."},{"speaker":"Matt Wolach","startTime":1550.4,"endTime":1552.38,"body":"I appreciate you watching and"},{"speaker":"Matt Wolach","startTime":1552.38,"endTime":1555.53,"body":"listening. Again, make sure that"},{"speaker":"Matt Wolach","startTime":1552.38,"endTime":1555.53,"body":"you're subscribed because we"},{"speaker":"Matt Wolach","startTime":1555.56,"endTime":1558.17,"body":"have a lot of amazing guests"},{"speaker":"Matt Wolach","startTime":1555.56,"endTime":1558.17,"body":"coming up in the next few weeks"},{"speaker":"Matt Wolach","startTime":1558.17,"endTime":1560.72,"body":"for you and you do not want to"},{"speaker":"Matt Wolach","startTime":1558.17,"endTime":1560.72,"body":"miss like what Graham just"},{"speaker":"Matt Wolach","startTime":1560.72,"endTime":1563.54,"body":"shared was incredible his"},{"speaker":"Matt Wolach","startTime":1560.72,"endTime":1563.54,"body":"journey you can definitely use a"},{"speaker":"Matt Wolach","startTime":1563.54,"endTime":1565.61,"body":"lot of what he's learned so that"},{"speaker":"Matt Wolach","startTime":1563.54,"endTime":1565.61,"body":"you can apply it to your own"},{"speaker":"Matt Wolach","startTime":1565.61,"endTime":1567.86,"body":"business. Others like him are"},{"speaker":"Matt Wolach","startTime":1565.61,"endTime":1567.86,"body":"coming up. Make sure you"},{"speaker":"Matt Wolach","startTime":1567.86,"endTime":1570.29,"body":"subscribe so you don't miss out."},{"speaker":"Matt Wolach","startTime":1567.86,"endTime":1570.29,"body":"And we will see you next time."},{"speaker":"Matt Wolach","startTime":1570.35,"endTime":1571.31,"body":"Take care. Bye bye"}]}