{"version":"1.0.0","segments":[{"speaker":"CHIP BACCIOCCO","startTime":0.0,"endTime":1.92,"body":"here's my magic tip"},{"speaker":"CHIP BACCIOCCO","startTime":1.92,"endTime":4.59,"body":"to any agent, that"},{"speaker":"CHIP BACCIOCCO","startTime":1.92,"endTime":4.59,"body":"as you said, you've"},{"speaker":"CHIP BACCIOCCO","startTime":4.59,"endTime":7.38,"body":"got to sort of stop them in"},{"speaker":"CHIP BACCIOCCO","startTime":4.59,"endTime":7.38,"body":"their tracks, the customer,"},{"speaker":"CHIP BACCIOCCO","startTime":7.38,"endTime":13.39,"body":"and get them to believe that"},{"speaker":"CHIP BACCIOCCO","startTime":7.38,"endTime":13.39,"body":"trust factor, trust the choice."},{"speaker":"NARRATOR","startTime":13.39,"endTime":15.76,"body":"This is the"},{"speaker":"NARRATOR","startTime":13.39,"endTime":15.76,"body":"Insurance Technology Podcast,"},{"speaker":"NARRATOR","startTime":15.76,"endTime":17.2,"body":"where we bring"},{"speaker":"NARRATOR","startTime":15.76,"endTime":17.2,"body":"interesting people"},{"speaker":"NARRATOR","startTime":17.2,"endTime":18.91,"body":"from across the"},{"speaker":"NARRATOR","startTime":17.2,"endTime":18.91,"body":"insurance ecosystem"},{"speaker":"NARRATOR","startTime":18.91,"endTime":20.56,"body":"to discuss and"},{"speaker":"NARRATOR","startTime":18.91,"endTime":20.56,"body":"debate technology's"},{"speaker":"NARRATOR","startTime":20.56,"endTime":22.64,"body":"impact on the industry."},{"speaker":"NARRATOR","startTime":22.64,"endTime":25.33,"body":"Join us each episode for"},{"speaker":"NARRATOR","startTime":22.64,"endTime":25.33,"body":"insights and best practices"},{"speaker":"NARRATOR","startTime":25.33,"endTime":28.79,"body":"from industry stewards"},{"speaker":"NARRATOR","startTime":25.33,"endTime":28.79,"body":"and tomorrow's innovators."},{"speaker":"NARRATOR","startTime":28.79,"endTime":31.48,"body":"Now, here's your"},{"speaker":"NARRATOR","startTime":28.79,"endTime":31.48,"body":"host, Reid Holzworth."},{"speaker":"REID HOLZWORTH","startTime":34.138,"endTime":35.68,"body":"All"},{"speaker":"REID HOLZWORTH","startTime":34.138,"endTime":35.68,"body":"right, we're back"},{"speaker":"REID HOLZWORTH","startTime":35.68,"endTime":38.83,"body":"with Chip Bacciocco"},{"speaker":"REID HOLZWORTH","startTime":35.68,"endTime":38.83,"body":"from Trusted Choice."},{"speaker":"REID HOLZWORTH","startTime":38.83,"endTime":43.0,"body":"In this episode, we're going"},{"speaker":"REID HOLZWORTH","startTime":38.83,"endTime":43.0,"body":"to get into what Chip coined"},{"speaker":"REID HOLZWORTH","startTime":43.0,"endTime":45.43,"body":"the producer availability"},{"speaker":"REID HOLZWORTH","startTime":43.0,"endTime":45.43,"body":"challenge and what"},{"speaker":"REID HOLZWORTH","startTime":45.43,"endTime":50.5,"body":"he and his team are doing"},{"speaker":"REID HOLZWORTH","startTime":45.43,"endTime":50.5,"body":"to solve this epic problem."},{"speaker":"REID HOLZWORTH","startTime":50.5,"endTime":51.55,"body":"It's really cool stuff."},{"speaker":"REID HOLZWORTH","startTime":51.55,"endTime":52.34,"body":"Stay tuned."},{"speaker":"REID HOLZWORTH","startTime":52.34,"endTime":53.538,"body":"It's going to be awesome."},{"speaker":"CHIP BACCIOCCO","startTime":53.538,"endTime":55.08,"body":"You're exactly right."},{"speaker":"CHIP BACCIOCCO","startTime":55.08,"endTime":57.78,"body":"And we encounter"},{"speaker":"CHIP BACCIOCCO","startTime":55.08,"endTime":57.78,"body":"the exact problem"},{"speaker":"CHIP BACCIOCCO","startTime":57.78,"endTime":60.51,"body":"that you have"},{"speaker":"CHIP BACCIOCCO","startTime":57.78,"endTime":60.51,"body":"described every day."},{"speaker":"CHIP BACCIOCCO","startTime":60.51,"endTime":65.19,"body":"So the challenge, I now call"},{"speaker":"CHIP BACCIOCCO","startTime":60.51,"endTime":65.19,"body":"it, the producer availability"},{"speaker":"CHIP BACCIOCCO","startTime":65.19,"endTime":65.97,"body":"challenge."},{"speaker":"REID HOLZWORTH","startTime":65.97,"endTime":66.798,"body":"The producer"},{"speaker":"REID HOLZWORTH","startTime":65.97,"endTime":66.798,"body":"availability challenge,"},{"speaker":"REID HOLZWORTH","startTime":66.798,"endTime":67.298,"body":"I like it."},{"speaker":"CHIP BACCIOCCO","startTime":67.298,"endTime":69.33,"body":"Sounds"},{"speaker":"CHIP BACCIOCCO","startTime":67.298,"endTime":69.33,"body":"very fancy, academic."},{"speaker":"CHIP BACCIOCCO","startTime":69.33,"endTime":70.83,"body":"Sounds like we researched it."},{"speaker":"REID HOLZWORTH","startTime":70.83,"endTime":71.43,"body":"It's very peaceful."},{"speaker":"CHIP BACCIOCCO","startTime":71.43,"endTime":73.35,"body":"Sounds like"},{"speaker":"CHIP BACCIOCCO","startTime":71.43,"endTime":73.35,"body":"there's math behind it."},{"speaker":"REID HOLZWORTH","startTime":73.35,"endTime":74.19,"body":"And they"},{"speaker":"REID HOLZWORTH","startTime":73.35,"endTime":74.19,"body":"say, you suck at that."},{"speaker":"CHIP BACCIOCCO","startTime":74.19,"endTime":76.56,"body":"Well,"},{"speaker":"CHIP BACCIOCCO","startTime":74.19,"endTime":76.56,"body":"they do, they suck."},{"speaker":"CHIP BACCIOCCO","startTime":76.56,"endTime":79.647,"body":"So we've had our own"},{"speaker":"CHIP BACCIOCCO","startTime":76.56,"endTime":79.647,"body":"site secret shopped,"},{"speaker":"CHIP BACCIOCCO","startTime":79.647,"endTime":82.23,"body":"whatever you call that, secret"},{"speaker":"CHIP BACCIOCCO","startTime":79.647,"endTime":82.23,"body":"shopper when you have somebody,"},{"speaker":"CHIP BACCIOCCO","startTime":82.23,"endTime":82.73,"body":"right."},{"speaker":"CHIP BACCIOCCO","startTime":82.73,"endTime":85.26,"body":"I've even had board members,"},{"speaker":"CHIP BACCIOCCO","startTime":82.73,"endTime":85.26,"body":"board members, executives"},{"speaker":"CHIP BACCIOCCO","startTime":85.26,"endTime":88.053,"body":"of nice insurance companies"},{"speaker":"CHIP BACCIOCCO","startTime":85.26,"endTime":88.053,"body":"that have gone to the site"},{"speaker":"CHIP BACCIOCCO","startTime":88.053,"endTime":89.97,"body":"and said Chip, I'll"},{"speaker":"CHIP BACCIOCCO","startTime":88.053,"endTime":89.97,"body":"secret shopper it for you."},{"speaker":"CHIP BACCIOCCO","startTime":89.97,"endTime":92.82,"body":"And they put in their real"},{"speaker":"CHIP BACCIOCCO","startTime":89.97,"endTime":92.82,"body":"house and their real cars."},{"speaker":"CHIP BACCIOCCO","startTime":92.82,"endTime":94.77,"body":"And they have nice"},{"speaker":"CHIP BACCIOCCO","startTime":92.82,"endTime":94.77,"body":"houses and nice cars."},{"speaker":"CHIP BACCIOCCO","startTime":94.77,"endTime":99.03,"body":"And they hit, Choose a Couple"},{"speaker":"CHIP BACCIOCCO","startTime":94.77,"endTime":99.03,"body":"Agents and the same thing"},{"speaker":"CHIP BACCIOCCO","startTime":99.03,"endTime":102.48,"body":"as you, nobody"},{"speaker":"CHIP BACCIOCCO","startTime":99.03,"endTime":102.48,"body":"fricking called them."},{"speaker":"CHIP BACCIOCCO","startTime":102.48,"endTime":104.01,"body":"How is that possible?"},{"speaker":"CHIP BACCIOCCO","startTime":104.01,"endTime":106.35,"body":"Then they'll let me know,"},{"speaker":"CHIP BACCIOCCO","startTime":104.01,"endTime":106.35,"body":"usually 48 hours later,"},{"speaker":"CHIP BACCIOCCO","startTime":106.35,"endTime":107.16,"body":"I did it."},{"speaker":"CHIP BACCIOCCO","startTime":107.16,"endTime":109.11,"body":"It's been 48 hours."},{"speaker":"CHIP BACCIOCCO","startTime":109.11,"endTime":113.22,"body":"And maybe in the 44th hour,"},{"speaker":"CHIP BACCIOCCO","startTime":109.11,"endTime":113.22,"body":"they heard from one guy, right."},{"speaker":"CHIP BACCIOCCO","startTime":113.22,"endTime":114.478,"body":"We've had employees do it."},{"speaker":"CHIP BACCIOCCO","startTime":114.478,"endTime":115.02,"body":"I've done it."},{"speaker":"CHIP BACCIOCCO","startTime":115.02,"endTime":116.67,"body":"Doesn't matter."},{"speaker":"CHIP BACCIOCCO","startTime":116.67,"endTime":120.27,"body":"Insurance, what they"},{"speaker":"CHIP BACCIOCCO","startTime":116.67,"endTime":120.27,"body":"think, mistakenly,"},{"speaker":"CHIP BACCIOCCO","startTime":120.27,"endTime":122.7,"body":"is that they have time."},{"speaker":"CHIP BACCIOCCO","startTime":122.7,"endTime":124.14,"body":"And they don't have time."},{"speaker":"CHIP BACCIOCCO","startTime":124.14,"endTime":125.04,"body":"You're exactly right."},{"speaker":"CHIP BACCIOCCO","startTime":125.04,"endTime":127.332,"body":"Right, so I don't know why"},{"speaker":"CHIP BACCIOCCO","startTime":125.04,"endTime":127.332,"body":"they think this, by the way,"},{"speaker":"CHIP BACCIOCCO","startTime":127.332,"endTime":128.85,"body":"because in the rest"},{"speaker":"CHIP BACCIOCCO","startTime":127.332,"endTime":128.85,"body":"of their lives,"},{"speaker":"CHIP BACCIOCCO","startTime":128.85,"endTime":130.85,"body":"they expect everything"},{"speaker":"CHIP BACCIOCCO","startTime":128.85,"endTime":130.85,"body":"else to be instantaneous."},{"speaker":"CHIP BACCIOCCO","startTime":130.85,"endTime":133.65,"body":"When they're doing their"},{"speaker":"CHIP BACCIOCCO","startTime":130.85,"endTime":133.65,"body":"Christmas shopping this month"},{"speaker":"CHIP BACCIOCCO","startTime":133.65,"endTime":136.44,"body":"on Amazon.com and"},{"speaker":"CHIP BACCIOCCO","startTime":133.65,"endTime":136.44,"body":"they're like, oh,"},{"speaker":"CHIP BACCIOCCO","startTime":136.44,"endTime":138.215,"body":"I'm going to buy my"},{"speaker":"CHIP BACCIOCCO","startTime":136.44,"endTime":138.215,"body":"wife a popcorn maker"},{"speaker":"CHIP BACCIOCCO","startTime":138.215,"endTime":140.34,"body":"or whatever you're going"},{"speaker":"CHIP BACCIOCCO","startTime":138.215,"endTime":140.34,"body":"to do, and they go through"},{"speaker":"CHIP BACCIOCCO","startTime":140.34,"endTime":141.9,"body":"and they see all the"},{"speaker":"CHIP BACCIOCCO","startTime":140.34,"endTime":141.9,"body":"different choices and they go,"},{"speaker":"CHIP BACCIOCCO","startTime":141.9,"endTime":142.86,"body":"I want that one."},{"speaker":"CHIP BACCIOCCO","startTime":142.86,"endTime":146.04,"body":"They would never accept not"},{"speaker":"CHIP BACCIOCCO","startTime":142.86,"endTime":146.04,"body":"hearing back from Amazon"},{"speaker":"CHIP BACCIOCCO","startTime":146.04,"endTime":147.6,"body":"as to whether their"},{"speaker":"CHIP BACCIOCCO","startTime":146.04,"endTime":147.6,"body":"order was placed"},{"speaker":"CHIP BACCIOCCO","startTime":147.6,"endTime":148.892,"body":"and when it would be delivered."},{"speaker":"CHIP BACCIOCCO","startTime":148.892,"endTime":150.78,"body":"They wouldn't wait"},{"speaker":"CHIP BACCIOCCO","startTime":148.892,"endTime":150.78,"body":"two days for that."},{"speaker":"CHIP BACCIOCCO","startTime":150.78,"endTime":151.54,"body":"Would they?"},{"speaker":"CHIP BACCIOCCO","startTime":151.54,"endTime":154.53,"body":"They'd be like, I pushed the"},{"speaker":"CHIP BACCIOCCO","startTime":151.54,"endTime":154.53,"body":"little buy button and nothing"},{"speaker":"CHIP BACCIOCCO","startTime":154.53,"endTime":155.67,"body":"happened."},{"speaker":"CHIP BACCIOCCO","startTime":155.67,"endTime":156.51,"body":"Right."},{"speaker":"CHIP BACCIOCCO","startTime":156.51,"endTime":159.63,"body":"And that's what we do to them"},{"speaker":"CHIP BACCIOCCO","startTime":156.51,"endTime":159.63,"body":"in the IA channel historically"},{"speaker":"CHIP BACCIOCCO","startTime":159.63,"endTime":161.548,"body":"is they push the button"},{"speaker":"CHIP BACCIOCCO","startTime":159.63,"endTime":161.548,"body":"on whatever website,"},{"speaker":"CHIP BACCIOCCO","startTime":161.548,"endTime":163.59,"body":"it could be an agency"},{"speaker":"CHIP BACCIOCCO","startTime":161.548,"endTime":163.59,"body":"website, TrustedChoice.com,"},{"speaker":"CHIP BACCIOCCO","startTime":163.59,"endTime":166.02,"body":"choice lots of other places."},{"speaker":"CHIP BACCIOCCO","startTime":166.02,"endTime":168.392,"body":"They push the button"},{"speaker":"CHIP BACCIOCCO","startTime":166.02,"endTime":168.392,"body":"and nothing happens."},{"speaker":"CHIP BACCIOCCO","startTime":168.392,"endTime":170.1,"body":"I mean, maybe they"},{"speaker":"CHIP BACCIOCCO","startTime":168.392,"endTime":170.1,"body":"get a little thank you"},{"speaker":"CHIP BACCIOCCO","startTime":170.1,"endTime":172.433,"body":"for submitting your thing,"},{"speaker":"CHIP BACCIOCCO","startTime":170.1,"endTime":172.433,"body":"we'll be back to you shortly."},{"speaker":"CHIP BACCIOCCO","startTime":172.433,"endTime":173.64,"body":"That's not good enough."},{"speaker":"CHIP BACCIOCCO","startTime":173.64,"endTime":175.15,"body":"They want to know,"},{"speaker":"CHIP BACCIOCCO","startTime":173.64,"endTime":175.15,"body":"to your point,"},{"speaker":"CHIP BACCIOCCO","startTime":175.15,"endTime":176.31,"body":"they were out--"},{"speaker":"CHIP BACCIOCCO","startTime":175.15,"endTime":176.31,"body":"they had to solve"},{"speaker":"CHIP BACCIOCCO","startTime":176.31,"endTime":177.518,"body":"their problem that afternoon."},{"speaker":"CHIP BACCIOCCO","startTime":177.518,"endTime":179.92,"body":"They wanted to place,"},{"speaker":"CHIP BACCIOCCO","startTime":177.518,"endTime":179.92,"body":"especially business insurance."},{"speaker":"CHIP BACCIOCCO","startTime":179.92,"endTime":181.05,"body":"They've got other"},{"speaker":"CHIP BACCIOCCO","startTime":179.92,"endTime":181.05,"body":"things to do, right."},{"speaker":"CHIP BACCIOCCO","startTime":181.05,"endTime":181.71,"body":"I need to get."},{"speaker":"CHIP BACCIOCCO","startTime":181.71,"endTime":183.18,"body":"I need a certificate"},{"speaker":"CHIP BACCIOCCO","startTime":181.71,"endTime":183.18,"body":"of insurance."},{"speaker":"CHIP BACCIOCCO","startTime":183.18,"endTime":184.65,"body":"I need my GL placed today."},{"speaker":"CHIP BACCIOCCO","startTime":184.65,"endTime":186.78,"body":"I'm going to spend"},{"speaker":"CHIP BACCIOCCO","startTime":184.65,"endTime":186.78,"body":"two hours on this."},{"speaker":"CHIP BACCIOCCO","startTime":186.78,"endTime":191.8,"body":"If that agent is not talking to"},{"speaker":"CHIP BACCIOCCO","startTime":186.78,"endTime":191.8,"body":"that customer in less than 10,"},{"speaker":"CHIP BACCIOCCO","startTime":191.8,"endTime":195.42,"body":"15 seconds, they go"},{"speaker":"CHIP BACCIOCCO","startTime":191.8,"endTime":195.42,"body":"to the next website."},{"speaker":"CHIP BACCIOCCO","startTime":195.42,"endTime":197.508,"body":"And they do it all over"},{"speaker":"CHIP BACCIOCCO","startTime":195.42,"endTime":197.508,"body":"again, you've lost them."},{"speaker":"CHIP BACCIOCCO","startTime":197.508,"endTime":199.8,"body":"The first person-- I loved"},{"speaker":"CHIP BACCIOCCO","startTime":197.508,"endTime":199.8,"body":"what you said when you said,"},{"speaker":"CHIP BACCIOCCO","startTime":199.8,"endTime":201.27,"body":"the first person I talked to--"},{"speaker":"CHIP BACCIOCCO","startTime":201.27,"endTime":204.24,"body":"I've been trying to teach"},{"speaker":"CHIP BACCIOCCO","startTime":201.27,"endTime":204.24,"body":"agents for years, because we"},{"speaker":"CHIP BACCIOCCO","startTime":204.24,"endTime":205.86,"body":"record all the"},{"speaker":"CHIP BACCIOCCO","startTime":204.24,"endTime":205.86,"body":"phone calls to that"},{"speaker":"CHIP BACCIOCCO","startTime":205.86,"endTime":207.152,"body":"come through TrustedChoice.com."},{"speaker":"CHIP BACCIOCCO","startTime":207.152,"endTime":209.407,"body":"So I've heard the train"},{"speaker":"CHIP BACCIOCCO","startTime":207.152,"endTime":209.407,"body":"wreck conversations"},{"speaker":"CHIP BACCIOCCO","startTime":209.407,"endTime":210.99,"body":"and I've heard lots"},{"speaker":"CHIP BACCIOCCO","startTime":209.407,"endTime":210.99,"body":"of them, like when"},{"speaker":"CHIP BACCIOCCO","startTime":210.99,"endTime":213.99,"body":"they make the person answer"},{"speaker":"CHIP BACCIOCCO","startTime":210.99,"endTime":213.99,"body":"the same set of questions"},{"speaker":"CHIP BACCIOCCO","startTime":213.99,"endTime":214.89,"body":"three times."},{"speaker":"CHIP BACCIOCCO","startTime":214.89,"endTime":216.983,"body":"First, they answer them"},{"speaker":"CHIP BACCIOCCO","startTime":214.89,"endTime":216.983,"body":"all for the receptionist."},{"speaker":"CHIP BACCIOCCO","startTime":216.983,"endTime":218.4,"body":"Then they go to"},{"speaker":"CHIP BACCIOCCO","startTime":216.983,"endTime":218.4,"body":"the next screener,"},{"speaker":"CHIP BACCIOCCO","startTime":218.4,"endTime":219.67,"body":"they answer the same questions."},{"speaker":"CHIP BACCIOCCO","startTime":219.67,"endTime":221.64,"body":"They go to the next screener,"},{"speaker":"CHIP BACCIOCCO","startTime":219.67,"endTime":221.64,"body":"they're like are you kidding,"},{"speaker":"CHIP BACCIOCCO","startTime":221.64,"endTime":223.62,"body":"I told my last name"},{"speaker":"CHIP BACCIOCCO","startTime":221.64,"endTime":223.62,"body":"three times now."},{"speaker":"CHIP BACCIOCCO","startTime":223.62,"endTime":224.46,"body":"But whatever."},{"speaker":"CHIP BACCIOCCO","startTime":224.46,"endTime":226.59,"body":"Yeah."},{"speaker":"CHIP BACCIOCCO","startTime":226.59,"endTime":228.9,"body":"It's just a train wreck"},{"speaker":"CHIP BACCIOCCO","startTime":226.59,"endTime":228.9,"body":"with all that stuff."},{"speaker":"REID HOLZWORTH","startTime":228.9,"endTime":229.59,"body":"By the way, I want"},{"speaker":"REID HOLZWORTH","startTime":229.59,"endTime":230.68,"body":"to talk about that real quick."},{"speaker":"CHIP BACCIOCCO","startTime":230.68,"endTime":230.88,"body":"Sure."},{"speaker":"REID HOLZWORTH","startTime":230.88,"endTime":232.35,"body":"Because"},{"speaker":"REID HOLZWORTH","startTime":230.88,"endTime":232.35,"body":"we did, in our agency"},{"speaker":"REID HOLZWORTH","startTime":232.35,"endTime":233.64,"body":"we did studies on that."},{"speaker":"REID HOLZWORTH","startTime":233.64,"endTime":235.77,"body":"We had super high"},{"speaker":"REID HOLZWORTH","startTime":233.64,"endTime":235.77,"body":"conversion ratios"},{"speaker":"REID HOLZWORTH","startTime":235.77,"endTime":237.34,"body":"once we get somebody"},{"speaker":"REID HOLZWORTH","startTime":235.77,"endTime":237.34,"body":"on the phone."},{"speaker":"REID HOLZWORTH","startTime":237.34,"endTime":238.24,"body":"That's the reality."},{"speaker":"REID HOLZWORTH","startTime":238.24,"endTime":240.313,"body":"And what we did"},{"speaker":"REID HOLZWORTH","startTime":238.24,"endTime":240.313,"body":"was, and so like,"},{"speaker":"REID HOLZWORTH","startTime":240.313,"endTime":241.98,"body":"we had the agency--"},{"speaker":"REID HOLZWORTH","startTime":240.313,"endTime":241.98,"body":"my ex-partner and I,"},{"speaker":"REID HOLZWORTH","startTime":241.98,"endTime":243.94,"body":"we had crazy high"},{"speaker":"REID HOLZWORTH","startTime":241.98,"endTime":243.94,"body":"conversion ratios."},{"speaker":"REID HOLZWORTH","startTime":243.94,"endTime":244.74,"body":"I'm not even going to"},{"speaker":"REID HOLZWORTH","startTime":243.94,"endTime":244.74,"body":"say it because people"},{"speaker":"REID HOLZWORTH","startTime":244.74,"endTime":245.865,"body":"aren't going to believe me."},{"speaker":"REID HOLZWORTH","startTime":245.865,"endTime":246.72,"body":"But like, why?"},{"speaker":"REID HOLZWORTH","startTime":246.72,"endTime":248.46,"body":"Because we knew what"},{"speaker":"REID HOLZWORTH","startTime":246.72,"endTime":248.46,"body":"questions to ask."},{"speaker":"REID HOLZWORTH","startTime":248.46,"endTime":250.62,"body":"Very quickly, we"},{"speaker":"REID HOLZWORTH","startTime":248.46,"endTime":250.62,"body":"knew what to say"},{"speaker":"REID HOLZWORTH","startTime":250.62,"endTime":253.09,"body":"and we could quote it"},{"speaker":"REID HOLZWORTH","startTime":250.62,"endTime":253.09,"body":"real quick for them."},{"speaker":"REID HOLZWORTH","startTime":253.09,"endTime":254.67,"body":"Like we we're just"},{"speaker":"REID HOLZWORTH","startTime":253.09,"endTime":254.67,"body":"experts on that."},{"speaker":"REID HOLZWORTH","startTime":254.67,"endTime":256.2,"body":"When we started"},{"speaker":"REID HOLZWORTH","startTime":254.67,"endTime":256.2,"body":"scaling our agency,"},{"speaker":"REID HOLZWORTH","startTime":256.2,"endTime":258.54,"body":"we started adding people,"},{"speaker":"REID HOLZWORTH","startTime":256.2,"endTime":258.54,"body":"their conversion ratios"},{"speaker":"REID HOLZWORTH","startTime":258.54,"endTime":260.558,"body":"were like shit compared to ours."},{"speaker":"REID HOLZWORTH","startTime":260.558,"endTime":261.6,"body":"Well we pulled the calls."},{"speaker":"REID HOLZWORTH","startTime":261.6,"endTime":262.98,"body":"We recorded every call, right."},{"speaker":"REID HOLZWORTH","startTime":262.98,"endTime":264.51,"body":"And so we pulled all the calls."},{"speaker":"REID HOLZWORTH","startTime":264.51,"endTime":266.07,"body":"And they were doing just that."},{"speaker":"REID HOLZWORTH","startTime":266.07,"endTime":269.16,"body":"What happens is that"},{"speaker":"REID HOLZWORTH","startTime":266.07,"endTime":269.16,"body":"they would get the call,"},{"speaker":"REID HOLZWORTH","startTime":269.16,"endTime":271.98,"body":"and they would ask them"},{"speaker":"REID HOLZWORTH","startTime":269.16,"endTime":271.98,"body":"like 10 questions, right."},{"speaker":"REID HOLZWORTH","startTime":271.98,"endTime":275.32,"body":"And this is like, it's all"},{"speaker":"REID HOLZWORTH","startTime":271.98,"endTime":275.32,"body":"different types of things."},{"speaker":"REID HOLZWORTH","startTime":275.32,"endTime":278.46,"body":"But like the majority of it was"},{"speaker":"REID HOLZWORTH","startTime":275.32,"endTime":278.46,"body":"this, they'd ask 10 questions."},{"speaker":"REID HOLZWORTH","startTime":278.46,"endTime":279.683,"body":"They'd hang up."},{"speaker":"REID HOLZWORTH","startTime":279.683,"endTime":281.1,"body":"They go, OK, let"},{"speaker":"REID HOLZWORTH","startTime":279.683,"endTime":281.1,"body":"me call you back."},{"speaker":"REID HOLZWORTH","startTime":281.1,"endTime":283.53,"body":"They would call them back"},{"speaker":"REID HOLZWORTH","startTime":281.1,"endTime":283.53,"body":"again, and they go, oh wait, I"},{"speaker":"REID HOLZWORTH","startTime":283.53,"endTime":285.57,"body":"forgot to ask you this thing."},{"speaker":"REID HOLZWORTH","startTime":285.57,"endTime":287.82,"body":"Oh wait, oh, blah,"},{"speaker":"REID HOLZWORTH","startTime":285.57,"endTime":287.82,"body":"blah, blah, blah, blah."},{"speaker":"REID HOLZWORTH","startTime":287.82,"endTime":289.672,"body":"Hang on, call them back again."},{"speaker":"REID HOLZWORTH","startTime":289.672,"endTime":290.88,"body":"Blah, blah, blah, blah, blah."},{"speaker":"REID HOLZWORTH","startTime":290.88,"endTime":294.0,"body":"Now by that time, one,"},{"speaker":"REID HOLZWORTH","startTime":290.88,"endTime":294.0,"body":"somebody's probably already"},{"speaker":"REID HOLZWORTH","startTime":294.0,"endTime":296.0,"body":"on the phone with them."},{"speaker":"REID HOLZWORTH","startTime":296.0,"endTime":298.35,"body":"And that somebody, you know"},{"speaker":"REID HOLZWORTH","startTime":296.0,"endTime":298.35,"body":"like some of these guys"},{"speaker":"REID HOLZWORTH","startTime":298.35,"endTime":300.93,"body":"that I used to work with,"},{"speaker":"REID HOLZWORTH","startTime":298.35,"endTime":300.93,"body":"and even us in our agency,"},{"speaker":"REID HOLZWORTH","startTime":300.93,"endTime":302.58,"body":"has pure script,"},{"speaker":"REID HOLZWORTH","startTime":300.93,"endTime":302.58,"body":"the whole nine--"},{"speaker":"REID HOLZWORTH","startTime":302.58,"endTime":304.89,"body":"has actual flow"},{"speaker":"REID HOLZWORTH","startTime":302.58,"endTime":304.89,"body":"like a wizard where"},{"speaker":"REID HOLZWORTH","startTime":304.89,"endTime":306.9,"body":"you're asking questions"},{"speaker":"REID HOLZWORTH","startTime":304.89,"endTime":306.9,"body":"all conditional, oh,"},{"speaker":"REID HOLZWORTH","startTime":306.9,"endTime":307.71,"body":"do you own a home?"},{"speaker":"REID HOLZWORTH","startTime":307.71,"endTime":308.25,"body":"Yes."},{"speaker":"REID HOLZWORTH","startTime":308.25,"endTime":309.39,"body":"Oh, OK."},{"speaker":"REID HOLZWORTH","startTime":309.39,"endTime":309.94,"body":"This address?"},{"speaker":"REID HOLZWORTH","startTime":309.94,"endTime":310.44,"body":"Oh, yeah."},{"speaker":"REID HOLZWORTH","startTime":310.44,"endTime":310.8,"body":"Blah, blah, blah."},{"speaker":"REID HOLZWORTH","startTime":310.8,"endTime":312.18,"body":"Ask a couple"},{"speaker":"REID HOLZWORTH","startTime":310.8,"endTime":312.18,"body":"homeowners' questions,"},{"speaker":"REID HOLZWORTH","startTime":312.18,"endTime":313.74,"body":"even though they're"},{"speaker":"REID HOLZWORTH","startTime":312.18,"endTime":313.74,"body":"getting an auto quote,"},{"speaker":"REID HOLZWORTH","startTime":313.74,"endTime":315.72,"body":"you're still quoting them home"},{"speaker":"REID HOLZWORTH","startTime":313.74,"endTime":315.72,"body":"insurance at the same time."},{"speaker":"REID HOLZWORTH","startTime":315.72,"endTime":317.86,"body":"Stuff like this, they're"},{"speaker":"REID HOLZWORTH","startTime":315.72,"endTime":317.86,"body":"going through a flow."},{"speaker":"REID HOLZWORTH","startTime":317.86,"endTime":320.11,"body":"Oh, your phone is ringing,"},{"speaker":"REID HOLZWORTH","startTime":317.86,"endTime":320.11,"body":"oh, don't worry about that."},{"speaker":"REID HOLZWORTH","startTime":320.11,"endTime":320.97,"body":"That's just one of my--"},{"speaker":"REID HOLZWORTH","startTime":320.97,"endTime":323.02,"body":"I've been in call centers"},{"speaker":"REID HOLZWORTH","startTime":320.97,"endTime":323.02,"body":"where the guy is like,"},{"speaker":"REID HOLZWORTH","startTime":323.02,"endTime":323.68,"body":"oh, don't worry about that."},{"speaker":"REID HOLZWORTH","startTime":323.68,"endTime":325.763,"body":"That's one of my colleagues"},{"speaker":"REID HOLZWORTH","startTime":323.68,"endTime":325.763,"body":"calling you right now."},{"speaker":"REID HOLZWORTH","startTime":325.763,"endTime":326.91,"body":"Don't even answer."},{"speaker":"REID HOLZWORTH","startTime":326.91,"endTime":327.94,"body":"Yeah, seriously."},{"speaker":"REID HOLZWORTH","startTime":327.94,"endTime":328.74,"body":"100%."},{"speaker":"REID HOLZWORTH","startTime":328.74,"endTime":330.15,"body":"I've seen people do that shit."},{"speaker":"REID HOLZWORTH","startTime":330.15,"endTime":331.68,"body":"These guys are pros."},{"speaker":"REID HOLZWORTH","startTime":331.68,"endTime":335.29,"body":"Anyways, and so what"},{"speaker":"REID HOLZWORTH","startTime":331.68,"endTime":335.29,"body":"would happen, though,"},{"speaker":"REID HOLZWORTH","startTime":335.29,"endTime":340.41,"body":"is if you ask the same question,"},{"speaker":"REID HOLZWORTH","startTime":335.29,"endTime":340.41,"body":"multiple times, or you hang"},{"speaker":"REID HOLZWORTH","startTime":340.41,"endTime":343.38,"body":"up and call them back to"},{"speaker":"REID HOLZWORTH","startTime":340.41,"endTime":343.38,"body":"ask them more questions,"},{"speaker":"REID HOLZWORTH","startTime":343.38,"endTime":344.768,"body":"you lose confidence--"},{"speaker":"CHIP BACCIOCCO","startTime":344.768,"endTime":345.81,"body":"Oh, 100%."},{"speaker":"REID HOLZWORTH","startTime":345.81,"endTime":347.268,"body":"--in that prospect."},{"speaker":"REID HOLZWORTH","startTime":347.268,"endTime":349.77,"body":"That prospect is just like,"},{"speaker":"REID HOLZWORTH","startTime":347.268,"endTime":349.77,"body":"what are we doing here?"},{"speaker":"CHIP BACCIOCCO","startTime":349.77,"endTime":350.88,"body":"They don't know"},{"speaker":"CHIP BACCIOCCO","startTime":349.77,"endTime":350.88,"body":"what they're doing, you know,"},{"speaker":"CHIP BACCIOCCO","startTime":350.88,"endTime":351.963,"body":"It's I'm going in circles."},{"speaker":"REID HOLZWORTH","startTime":351.963,"endTime":354.25,"body":"Exactly,"},{"speaker":"REID HOLZWORTH","startTime":351.963,"endTime":354.25,"body":"or like you just said,"},{"speaker":"REID HOLZWORTH","startTime":354.25,"endTime":356.47,"body":"I just gave that to Jeff."},{"speaker":"REID HOLZWORTH","startTime":356.47,"endTime":358.21,"body":"I just gave that to Mary."},{"speaker":"REID HOLZWORTH","startTime":358.21,"endTime":360.1,"body":"You know, why am I"},{"speaker":"REID HOLZWORTH","startTime":358.21,"endTime":360.1,"body":"doing this again?"},{"speaker":"REID HOLZWORTH","startTime":360.1,"endTime":362.02,"body":"You know, and that's-- and so--"},{"speaker":"CHIP BACCIOCCO","startTime":362.02,"endTime":362.8,"body":"They still"},{"speaker":"CHIP BACCIOCCO","startTime":362.02,"endTime":362.8,"body":"don't know if they're"},{"speaker":"CHIP BACCIOCCO","startTime":362.8,"endTime":364.008,"body":"going to get help at the end."},{"speaker":"CHIP BACCIOCCO","startTime":364.008,"endTime":368.11,"body":"So here's my magic tip to"},{"speaker":"CHIP BACCIOCCO","startTime":364.008,"endTime":368.11,"body":"any agent that as you said,"},{"speaker":"CHIP BACCIOCCO","startTime":368.11,"endTime":370.96,"body":"you've got to sort of stop them"},{"speaker":"CHIP BACCIOCCO","startTime":368.11,"endTime":370.96,"body":"in their tracks, the customer"},{"speaker":"CHIP BACCIOCCO","startTime":370.96,"endTime":374.61,"body":"and get them to believe"},{"speaker":"CHIP BACCIOCCO","startTime":370.96,"endTime":374.61,"body":"that trust factor, trust"},{"speaker":"CHIP BACCIOCCO","startTime":374.61,"endTime":376.35,"body":"the Choice, that"},{"speaker":"CHIP BACCIOCCO","startTime":374.61,"endTime":376.35,"body":"trust factor that this"},{"speaker":"CHIP BACCIOCCO","startTime":376.35,"endTime":377.35,"body":"is going to work out OK."},{"speaker":"CHIP BACCIOCCO","startTime":377.35,"endTime":378.58,"body":"There's going to"},{"speaker":"CHIP BACCIOCCO","startTime":377.35,"endTime":378.58,"body":"be some questions,"},{"speaker":"CHIP BACCIOCCO","startTime":378.58,"endTime":379.57,"body":"but this is going"},{"speaker":"CHIP BACCIOCCO","startTime":378.58,"endTime":379.57,"body":"to work out OK."},{"speaker":"CHIP BACCIOCCO","startTime":379.57,"endTime":381.91,"body":"And here are the magic words,"},{"speaker":"CHIP BACCIOCCO","startTime":379.57,"endTime":381.91,"body":"and I've heard it on the phone."},{"speaker":"CHIP BACCIOCCO","startTime":381.91,"endTime":383.077,"body":"I did not come up with this."},{"speaker":"CHIP BACCIOCCO","startTime":383.077,"endTime":384.77,"body":"I learned it."},{"speaker":"CHIP BACCIOCCO","startTime":384.77,"endTime":387.17,"body":"The customer states what their"},{"speaker":"CHIP BACCIOCCO","startTime":384.77,"endTime":387.17,"body":"challenge is and then this"},{"speaker":"CHIP BACCIOCCO","startTime":387.17,"endTime":390.81,"body":"is what I want the agents"},{"speaker":"CHIP BACCIOCCO","startTime":387.17,"endTime":390.81,"body":"to say, if they can do it,"},{"speaker":"CHIP BACCIOCCO","startTime":390.81,"endTime":392.42,"body":"I can help."},{"speaker":"CHIP BACCIOCCO","startTime":392.42,"endTime":393.18,"body":"Just those three--"},{"speaker":"CHIP BACCIOCCO","startTime":393.18,"endTime":393.77,"body":"That's it."},{"speaker":"CHIP BACCIOCCO","startTime":393.77,"endTime":396.17,"body":"I can help."},{"speaker":"CHIP BACCIOCCO","startTime":396.17,"endTime":397.97,"body":"I've heard the voice"},{"speaker":"CHIP BACCIOCCO","startTime":396.17,"endTime":397.97,"body":"of the customer."},{"speaker":"CHIP BACCIOCCO","startTime":397.97,"endTime":400.49,"body":"You can feel the stress"},{"speaker":"CHIP BACCIOCCO","startTime":397.97,"endTime":400.49,"body":"come out of them."},{"speaker":"CHIP BACCIOCCO","startTime":400.49,"endTime":402.675,"body":"Now they're prepared"},{"speaker":"CHIP BACCIOCCO","startTime":400.49,"endTime":402.675,"body":"to answer questions,"},{"speaker":"CHIP BACCIOCCO","startTime":402.675,"endTime":405.05,"body":"because they want to know that"},{"speaker":"CHIP BACCIOCCO","startTime":402.675,"endTime":405.05,"body":"if I answer the questions,"},{"speaker":"CHIP BACCIOCCO","startTime":405.05,"endTime":406.04,"body":"you're going to help me."},{"speaker":"REID HOLZWORTH","startTime":406.04,"endTime":406.43,"body":"That's a great tip."},{"speaker":"CHIP BACCIOCCO","startTime":406.43,"endTime":408.43,"body":"We're"},{"speaker":"CHIP BACCIOCCO","startTime":406.43,"endTime":408.43,"body":"going to get through this."},{"speaker":"CHIP BACCIOCCO","startTime":408.43,"endTime":411.47,"body":"If I just, all I do is answer"},{"speaker":"CHIP BACCIOCCO","startTime":408.43,"endTime":411.47,"body":"a question, it's all one sided."},{"speaker":"CHIP BACCIOCCO","startTime":411.47,"endTime":412.22,"body":"Tell me your name."},{"speaker":"CHIP BACCIOCCO","startTime":412.22,"endTime":412.79,"body":"Tell me this."},{"speaker":"CHIP BACCIOCCO","startTime":412.79,"endTime":415.19,"body":"Tell me-- why, I'm telling"},{"speaker":"CHIP BACCIOCCO","startTime":412.79,"endTime":415.19,"body":"you an awful lot of stuff."},{"speaker":"CHIP BACCIOCCO","startTime":415.19,"endTime":417.11,"body":"And then I have to tell it"},{"speaker":"CHIP BACCIOCCO","startTime":415.19,"endTime":417.11,"body":"again to the second person."},{"speaker":"CHIP BACCIOCCO","startTime":417.11,"endTime":418.527,"body":"And I still don't"},{"speaker":"CHIP BACCIOCCO","startTime":417.11,"endTime":418.527,"body":"know if this has"},{"speaker":"CHIP BACCIOCCO","startTime":418.527,"endTime":419.9,"body":"any positive outcome for me."},{"speaker":"CHIP BACCIOCCO","startTime":419.9,"endTime":422.42,"body":"We could get through all"},{"speaker":"CHIP BACCIOCCO","startTime":419.9,"endTime":422.42,"body":"this and you say, go to hell,"},{"speaker":"CHIP BACCIOCCO","startTime":422.42,"endTime":423.317,"body":"we can't help you."},{"speaker":"CHIP BACCIOCCO","startTime":423.317,"endTime":424.4,"body":"That's a waste of my time."},{"speaker":"CHIP BACCIOCCO","startTime":424.4,"endTime":426.45,"body":"Tell me now, can"},{"speaker":"CHIP BACCIOCCO","startTime":424.4,"endTime":426.45,"body":"you help me or not?"},{"speaker":"CHIP BACCIOCCO","startTime":426.45,"endTime":429.56,"body":"And so when I've heard agents"},{"speaker":"CHIP BACCIOCCO","startTime":426.45,"endTime":429.56,"body":"go, just, whatever you start,"},{"speaker":"CHIP BACCIOCCO","startTime":429.56,"endTime":432.26,"body":"I'm looking for insurance"},{"speaker":"CHIP BACCIOCCO","startTime":429.56,"endTime":432.26,"body":"for my two cars."},{"speaker":"CHIP BACCIOCCO","startTime":432.26,"endTime":433.35,"body":"I can help."},{"speaker":"CHIP BACCIOCCO","startTime":433.35,"endTime":433.85,"body":"I can help."},{"speaker":"CHIP BACCIOCCO","startTime":433.85,"endTime":435.08,"body":"Let's walk through it."},{"speaker":"REID HOLZWORTH","startTime":435.08,"endTime":435.71,"body":"Oh, 100%."},{"speaker":"CHIP BACCIOCCO","startTime":435.71,"endTime":436.07,"body":"Right."},{"speaker":"CHIP BACCIOCCO","startTime":436.07,"endTime":436.64,"body":"I can help."},{"speaker":"CHIP BACCIOCCO","startTime":436.64,"endTime":437.81,"body":"Just say those words."},{"speaker":"REID HOLZWORTH","startTime":437.81,"endTime":438.26,"body":"I like that."},{"speaker":"CHIP BACCIOCCO","startTime":438.26,"endTime":439.25,"body":"And"},{"speaker":"CHIP BACCIOCCO","startTime":438.26,"endTime":439.25,"body":"then do something,"},{"speaker":"CHIP BACCIOCCO","startTime":439.25,"endTime":440.743,"body":"and then there's"},{"speaker":"CHIP BACCIOCCO","startTime":439.25,"endTime":440.743,"body":"a little process."},{"speaker":"REID HOLZWORTH","startTime":440.743,"endTime":442.41,"body":"I"},{"speaker":"REID HOLZWORTH","startTime":440.743,"endTime":442.41,"body":"think, we used to do--"},{"speaker":"REID HOLZWORTH","startTime":442.41,"endTime":443.6,"body":"I don't remember"},{"speaker":"REID HOLZWORTH","startTime":442.41,"endTime":443.6,"body":"the exact script,"},{"speaker":"REID HOLZWORTH","startTime":443.6,"endTime":445.04,"body":"but what we used"},{"speaker":"REID HOLZWORTH","startTime":443.6,"endTime":445.04,"body":"to do too is we'd"},{"speaker":"REID HOLZWORTH","startTime":445.04,"endTime":449.06,"body":"say, listen, we have x amount"},{"speaker":"REID HOLZWORTH","startTime":445.04,"endTime":449.06,"body":"of carriers, all the markets"},{"speaker":"REID HOLZWORTH","startTime":449.06,"endTime":449.69,"body":"out there."},{"speaker":"REID HOLZWORTH","startTime":449.69,"endTime":453.36,"body":"We have this huge inventory of"},{"speaker":"REID HOLZWORTH","startTime":449.69,"endTime":453.36,"body":"products that we can offer you."},{"speaker":"REID HOLZWORTH","startTime":453.36,"endTime":456.41,"body":"So I'm just going to collect a"},{"speaker":"REID HOLZWORTH","startTime":453.36,"endTime":456.41,"body":"bunch of information from you"},{"speaker":"REID HOLZWORTH","startTime":456.41,"endTime":457.85,"body":"and we're going to help you out."},{"speaker":"REID HOLZWORTH","startTime":457.85,"endTime":460.1,"body":"We're going to find what"},{"speaker":"REID HOLZWORTH","startTime":457.85,"endTime":460.1,"body":"makes the most sense for you."},{"speaker":"REID HOLZWORTH","startTime":460.1,"endTime":460.73,"body":"And it's funny."},{"speaker":"REID HOLZWORTH","startTime":460.73,"endTime":464.36,"body":"We won so many deals because"},{"speaker":"REID HOLZWORTH","startTime":460.73,"endTime":464.36,"body":"of that, like saying that."},{"speaker":"REID HOLZWORTH","startTime":464.36,"endTime":465.95,"body":"And the other thing"},{"speaker":"REID HOLZWORTH","startTime":464.36,"endTime":465.95,"body":"too is they go,"},{"speaker":"REID HOLZWORTH","startTime":465.95,"endTime":468.17,"body":"oh, I just got a"},{"speaker":"REID HOLZWORTH","startTime":465.95,"endTime":468.17,"body":"quote from this guy"},{"speaker":"REID HOLZWORTH","startTime":468.17,"endTime":470.84,"body":"down the street, whatever it"},{"speaker":"REID HOLZWORTH","startTime":468.17,"endTime":470.84,"body":"was, and it was less money."},{"speaker":"REID HOLZWORTH","startTime":470.84,"endTime":472.292,"body":"I said, oh, who was it?"},{"speaker":"REID HOLZWORTH","startTime":472.292,"endTime":473.75,"body":"And they'd say who"},{"speaker":"REID HOLZWORTH","startTime":472.292,"endTime":473.75,"body":"the carrier was."},{"speaker":"REID HOLZWORTH","startTime":473.75,"endTime":475.683,"body":"And I said, no, it's"},{"speaker":"REID HOLZWORTH","startTime":473.75,"endTime":475.683,"body":"not that, it's this."},{"speaker":"REID HOLZWORTH","startTime":475.683,"endTime":477.35,"body":"And they go, no, it's"},{"speaker":"REID HOLZWORTH","startTime":475.683,"endTime":477.35,"body":"not, it's cheaper."},{"speaker":"REID HOLZWORTH","startTime":477.35,"endTime":478.61,"body":"I said, you watch."},{"speaker":"REID HOLZWORTH","startTime":478.61,"endTime":480.09,"body":"When you go under"},{"speaker":"REID HOLZWORTH","startTime":478.61,"endTime":480.09,"body":"there, it's fine."},{"speaker":"REID HOLZWORTH","startTime":480.09,"endTime":480.89,"body":"You can go ahead and buy it."},{"speaker":"REID HOLZWORTH","startTime":480.89,"endTime":482.108,"body":"I'm telling you right now."},{"speaker":"REID HOLZWORTH","startTime":482.108,"endTime":484.4,"body":"I'm professional at this,"},{"speaker":"REID HOLZWORTH","startTime":482.108,"endTime":484.4,"body":"blah, blah, blah, blah, blah."},{"speaker":"REID HOLZWORTH","startTime":484.4,"endTime":485.72,"body":"But go ahead."},{"speaker":"REID HOLZWORTH","startTime":485.72,"endTime":486.56,"body":"And go quote it."},{"speaker":"REID HOLZWORTH","startTime":486.56,"endTime":488.69,"body":"They go down to that"},{"speaker":"REID HOLZWORTH","startTime":486.56,"endTime":488.69,"body":"office to buy that policy"},{"speaker":"REID HOLZWORTH","startTime":488.69,"endTime":491.54,"body":"and it would come back"},{"speaker":"REID HOLZWORTH","startTime":488.69,"endTime":491.54,"body":"to, we were saying,"},{"speaker":"REID HOLZWORTH","startTime":491.54,"endTime":493.54,"body":"you know, and they would"},{"speaker":"REID HOLZWORTH","startTime":491.54,"endTime":493.54,"body":"walk out of that office"},{"speaker":"REID HOLZWORTH","startTime":493.54,"endTime":495.248,"body":"and come back and buy"},{"speaker":"REID HOLZWORTH","startTime":493.54,"endTime":495.248,"body":"the policy from us."},{"speaker":"CHIP BACCIOCCO","startTime":495.248,"endTime":497.48,"body":"I'm told"},{"speaker":"CHIP BACCIOCCO","startTime":495.248,"endTime":497.48,"body":"that happens all the time."},{"speaker":"REID HOLZWORTH","startTime":497.48,"endTime":498.17,"body":"All the time."},{"speaker":"CHIP BACCIOCCO","startTime":498.17,"endTime":500.337,"body":"But getting"},{"speaker":"CHIP BACCIOCCO","startTime":498.17,"endTime":500.337,"body":"back to the, I can help."},{"speaker":"CHIP BACCIOCCO","startTime":500.337,"endTime":502.13,"body":"You have to get to the"},{"speaker":"CHIP BACCIOCCO","startTime":500.337,"endTime":502.13,"body":"point where you can"},{"speaker":"CHIP BACCIOCCO","startTime":502.13,"endTime":503.67,"body":"say that in a timely manner."},{"speaker":"CHIP BACCIOCCO","startTime":503.67,"endTime":505.545,"body":"This is the first part"},{"speaker":"CHIP BACCIOCCO","startTime":503.67,"endTime":505.545,"body":"we were talking about."},{"speaker":"CHIP BACCIOCCO","startTime":505.545,"endTime":508.28,"body":"You can't wait a day,"},{"speaker":"CHIP BACCIOCCO","startTime":505.545,"endTime":508.28,"body":"then call them back"},{"speaker":"CHIP BACCIOCCO","startTime":508.28,"endTime":509.463,"body":"and go, what do you need?"},{"speaker":"CHIP BACCIOCCO","startTime":509.463,"endTime":511.13,"body":"Oh, I need help with"},{"speaker":"CHIP BACCIOCCO","startTime":509.463,"endTime":511.13,"body":"my house insurance."},{"speaker":"CHIP BACCIOCCO","startTime":511.13,"endTime":511.73,"body":"Oh, I can help."},{"speaker":"CHIP BACCIOCCO","startTime":511.73,"endTime":514.37,"body":"That won't work because they've"},{"speaker":"CHIP BACCIOCCO","startTime":511.73,"endTime":514.37,"body":"already talked to seven people."},{"speaker":"CHIP BACCIOCCO","startTime":514.37,"endTime":515.09,"body":"You missed it."},{"speaker":"CHIP BACCIOCCO","startTime":515.09,"endTime":517.309,"body":"Yeah, so go back"},{"speaker":"CHIP BACCIOCCO","startTime":515.09,"endTime":517.309,"body":"to that Amazon.com."},{"speaker":"CHIP BACCIOCCO","startTime":517.309,"endTime":519.89,"body":"This is what I call the"},{"speaker":"CHIP BACCIOCCO","startTime":517.309,"endTime":519.89,"body":"producer availability problem."},{"speaker":"CHIP BACCIOCCO","startTime":519.89,"endTime":520.98,"body":"Here's the issue."},{"speaker":"CHIP BACCIOCCO","startTime":520.98,"endTime":524.03,"body":"It's not-- I used to think"},{"speaker":"CHIP BACCIOCCO","startTime":520.98,"endTime":524.03,"body":"that the agents were just lazy."},{"speaker":"CHIP BACCIOCCO","startTime":524.03,"endTime":524.81,"body":"They're not."},{"speaker":"CHIP BACCIOCCO","startTime":524.81,"endTime":526.518,"body":"I mean, they are--"},{"speaker":"CHIP BACCIOCCO","startTime":524.81,"endTime":526.518,"body":"there's some that are."},{"speaker":"CHIP BACCIOCCO","startTime":526.518,"endTime":528.8,"body":"That's really-- mostly,"},{"speaker":"CHIP BACCIOCCO","startTime":526.518,"endTime":528.8,"body":"they're just busy."},{"speaker":"CHIP BACCIOCCO","startTime":528.8,"endTime":530.63,"body":"They are helping some"},{"speaker":"CHIP BACCIOCCO","startTime":528.8,"endTime":530.63,"body":"other damn customer."},{"speaker":"REID HOLZWORTH","startTime":530.63,"endTime":532.4,"body":"It's"},{"speaker":"REID HOLZWORTH","startTime":530.63,"endTime":532.4,"body":"prioritizing them."},{"speaker":"CHIP BACCIOCCO","startTime":532.4,"endTime":533.775,"body":"They're literally"},{"speaker":"CHIP BACCIOCCO","startTime":533.775,"endTime":538.61,"body":"on the phone with customer"},{"speaker":"CHIP BACCIOCCO","startTime":533.775,"endTime":538.61,"body":"24, and if 25 comes in,"},{"speaker":"CHIP BACCIOCCO","startTime":538.61,"endTime":541.07,"body":"they can't drop the"},{"speaker":"CHIP BACCIOCCO","startTime":538.61,"endTime":541.07,"body":"phone and be talking"},{"speaker":"CHIP BACCIOCCO","startTime":541.07,"endTime":542.27,"body":"to them in five seconds."},{"speaker":"CHIP BACCIOCCO","startTime":542.27,"endTime":545.12,"body":"And I want them talking"},{"speaker":"CHIP BACCIOCCO","startTime":542.27,"endTime":545.12,"body":"in five seconds."},{"speaker":"CHIP BACCIOCCO","startTime":545.12,"endTime":547.64,"body":"So or their whatever--"},{"speaker":"CHIP BACCIOCCO","startTime":545.12,"endTime":547.64,"body":"we all live lives."},{"speaker":"CHIP BACCIOCCO","startTime":547.64,"endTime":550.88,"body":"Remember, agencies"},{"speaker":"CHIP BACCIOCCO","startTime":547.64,"endTime":550.88,"body":"are relatively small."},{"speaker":"CHIP BACCIOCCO","startTime":550.88,"endTime":553.28,"body":"They have four producers,"},{"speaker":"CHIP BACCIOCCO","startTime":550.88,"endTime":553.28,"body":"five producers."},{"speaker":"CHIP BACCIOCCO","startTime":553.28,"endTime":557.0,"body":"How could any one of them"},{"speaker":"CHIP BACCIOCCO","startTime":553.28,"endTime":557.0,"body":"be available like as fast"},{"speaker":"CHIP BACCIOCCO","startTime":557.0,"endTime":559.23,"body":"as a State Farm giant"},{"speaker":"CHIP BACCIOCCO","startTime":557.0,"endTime":559.23,"body":"call center could be?"},{"speaker":"CHIP BACCIOCCO","startTime":559.23,"endTime":559.73,"body":"Right?"},{"speaker":"CHIP BACCIOCCO","startTime":559.73,"endTime":561.09,"body":"You can't do it."},{"speaker":"CHIP BACCIOCCO","startTime":561.09,"endTime":563.55,"body":"So that's what I call"},{"speaker":"CHIP BACCIOCCO","startTime":561.09,"endTime":563.55,"body":"the producer availability"},{"speaker":"CHIP BACCIOCCO","startTime":563.55,"endTime":564.05,"body":"challenge."},{"speaker":"CHIP BACCIOCCO","startTime":564.05,"endTime":565.67,"body":"And it's unique to"},{"speaker":"CHIP BACCIOCCO","startTime":564.05,"endTime":565.67,"body":"the IA system which"},{"speaker":"CHIP BACCIOCCO","startTime":565.67,"endTime":567.378,"body":"is, we have all these"},{"speaker":"CHIP BACCIOCCO","startTime":565.67,"endTime":567.378,"body":"independent agents."},{"speaker":"CHIP BACCIOCCO","startTime":567.378,"endTime":569.36,"body":"And pick any town you"},{"speaker":"CHIP BACCIOCCO","startTime":567.378,"endTime":569.36,"body":"want, Cincinnati, Ohio."},{"speaker":"CHIP BACCIOCCO","startTime":569.36,"endTime":571.28,"body":"If you added up all"},{"speaker":"CHIP BACCIOCCO","startTime":569.36,"endTime":571.28,"body":"the independent agents"},{"speaker":"CHIP BACCIOCCO","startTime":571.28,"endTime":573.302,"body":"as if they all worked"},{"speaker":"CHIP BACCIOCCO","startTime":571.28,"endTime":573.302,"body":"for one company,"},{"speaker":"CHIP BACCIOCCO","startTime":573.302,"endTime":574.76,"body":"I'm going to make"},{"speaker":"CHIP BACCIOCCO","startTime":573.302,"endTime":574.76,"body":"a number up here."},{"speaker":"CHIP BACCIOCCO","startTime":574.76,"endTime":576.41,"body":"There's 500 of"},{"speaker":"CHIP BACCIOCCO","startTime":574.76,"endTime":576.41,"body":"them, whatever, that"},{"speaker":"CHIP BACCIOCCO","startTime":576.41,"endTime":579.89,"body":"are producers that are qualified"},{"speaker":"CHIP BACCIOCCO","startTime":576.41,"endTime":579.89,"body":"to help you with something."},{"speaker":"CHIP BACCIOCCO","startTime":579.89,"endTime":584.72,"body":"But you can't call one number"},{"speaker":"CHIP BACCIOCCO","startTime":579.89,"endTime":584.72,"body":"to get distributed to 500 to see"},{"speaker":"CHIP BACCIOCCO","startTime":584.72,"endTime":586.67,"body":"who's available right now."},{"speaker":"CHIP BACCIOCCO","startTime":586.67,"endTime":590.9,"body":"So you have to pick one out"},{"speaker":"CHIP BACCIOCCO","startTime":586.67,"endTime":590.9,"body":"of the 15 or 16 agencies."},{"speaker":"CHIP BACCIOCCO","startTime":590.9,"endTime":594.11,"body":"You pick one and maybe,"},{"speaker":"CHIP BACCIOCCO","startTime":590.9,"endTime":594.11,"body":"possibly, somebody"},{"speaker":"CHIP BACCIOCCO","startTime":594.11,"endTime":596.31,"body":"is ready to talk to you"},{"speaker":"CHIP BACCIOCCO","startTime":594.11,"endTime":596.31,"body":"right now, but probably not."},{"speaker":"CHIP BACCIOCCO","startTime":596.31,"endTime":597.81,"body":"Then you have to find the"},{"speaker":"CHIP BACCIOCCO","startTime":596.31,"endTime":597.81,"body":"next one, find the next one,"},{"speaker":"CHIP BACCIOCCO","startTime":597.81,"endTime":598.56,"body":"find the next one."},{"speaker":"CHIP BACCIOCCO","startTime":598.56,"endTime":601.07,"body":"So TrustedChoice.com"},{"speaker":"CHIP BACCIOCCO","startTime":598.56,"endTime":601.07,"body":"has really figured out"},{"speaker":"CHIP BACCIOCCO","startTime":601.07,"endTime":603.47,"body":"that this is the issue,"},{"speaker":"CHIP BACCIOCCO","startTime":601.07,"endTime":603.47,"body":"the challenge that we"},{"speaker":"CHIP BACCIOCCO","startTime":603.47,"endTime":605.282,"body":"can step in and solve."},{"speaker":"CHIP BACCIOCCO","startTime":605.282,"endTime":607.49,"body":"And we do it through, you've"},{"speaker":"CHIP BACCIOCCO","startTime":605.282,"endTime":607.49,"body":"heard me talk about this"},{"speaker":"CHIP BACCIOCCO","startTime":607.49,"endTime":608.48,"body":"before, Claim It."},{"speaker":"CHIP BACCIOCCO","startTime":608.48,"endTime":610.23,"body":"So Claim It, I don't"},{"speaker":"CHIP BACCIOCCO","startTime":608.48,"endTime":610.23,"body":"know if you remember,"},{"speaker":"CHIP BACCIOCCO","startTime":610.23,"endTime":613.88,"body":"is just Uber for"},{"speaker":"CHIP BACCIOCCO","startTime":610.23,"endTime":613.88,"body":"insurance agents, meaning,"},{"speaker":"CHIP BACCIOCCO","startTime":613.88,"endTime":617.407,"body":"we take in that prospect and we"},{"speaker":"CHIP BACCIOCCO","startTime":613.88,"endTime":617.407,"body":"realize, OK, we have a pizza--"},{"speaker":"CHIP BACCIOCCO","startTime":617.407,"endTime":618.74,"body":"I'll switch to commercial lines."},{"speaker":"CHIP BACCIOCCO","startTime":618.74,"endTime":620.13,"body":"We have a pizza shop."},{"speaker":"CHIP BACCIOCCO","startTime":620.13,"endTime":622.13,"body":"I always do barber shop,"},{"speaker":"CHIP BACCIOCCO","startTime":620.13,"endTime":622.13,"body":"but I'll do pizza shop."},{"speaker":"REID HOLZWORTH","startTime":622.13,"endTime":623.547,"body":"Yeah, there it is."},{"speaker":"REID HOLZWORTH","startTime":623.547,"endTime":625.608,"body":"I use barber shop"},{"speaker":"REID HOLZWORTH","startTime":623.547,"endTime":625.608,"body":"all the time too."},{"speaker":"REID HOLZWORTH","startTime":625.608,"endTime":626.15,"body":"You say that."},{"speaker":"CHIP BACCIOCCO","startTime":626.15,"endTime":626.57,"body":"Yeah, I know."},{"speaker":"CHIP BACCIOCCO","startTime":626.57,"endTime":627.95,"body":"So I'll use pizza shop."},{"speaker":"CHIP BACCIOCCO","startTime":627.95,"endTime":628.88,"body":"It's the same thing."},{"speaker":"CHIP BACCIOCCO","startTime":628.88,"endTime":630.23,"body":"No chairs."},{"speaker":"CHIP BACCIOCCO","startTime":630.23,"endTime":631.67,"body":"People throwing"},{"speaker":"CHIP BACCIOCCO","startTime":630.23,"endTime":631.67,"body":"dough in the air,"},{"speaker":"CHIP BACCIOCCO","startTime":631.67,"endTime":633.92,"body":"probably some kind of hazard"},{"speaker":"CHIP BACCIOCCO","startTime":631.67,"endTime":633.92,"body":"there I don't know about."},{"speaker":"CHIP BACCIOCCO","startTime":633.92,"endTime":636.83,"body":"Anyway, hot dough."},{"speaker":"CHIP BACCIOCCO","startTime":636.83,"endTime":638.93,"body":"The pizza shop owner is"},{"speaker":"CHIP BACCIOCCO","startTime":636.83,"endTime":638.93,"body":"looking for insurance."},{"speaker":"CHIP BACCIOCCO","startTime":638.93,"endTime":640.79,"body":"They come to"},{"speaker":"CHIP BACCIOCCO","startTime":638.93,"endTime":640.79,"body":"TrustedChoice.com or anywhere."},{"speaker":"CHIP BACCIOCCO","startTime":640.79,"endTime":641.81,"body":"They come to some part."},{"speaker":"CHIP BACCIOCCO","startTime":641.81,"endTime":643.43,"body":"If we can capture"},{"speaker":"CHIP BACCIOCCO","startTime":641.81,"endTime":643.43,"body":"that pizza shop"},{"speaker":"CHIP BACCIOCCO","startTime":643.43,"endTime":645.11,"body":"owner for just a"},{"speaker":"CHIP BACCIOCCO","startTime":643.43,"endTime":645.11,"body":"second, just have"},{"speaker":"CHIP BACCIOCCO","startTime":645.11,"endTime":647.51,"body":"enough information about"},{"speaker":"CHIP BACCIOCCO","startTime":645.11,"endTime":647.51,"body":"them, like, it's a pizza shop."},{"speaker":"CHIP BACCIOCCO","startTime":647.51,"endTime":649.11,"body":"We know the person's name."},{"speaker":"CHIP BACCIOCCO","startTime":649.11,"endTime":651.11,"body":"We know how many years"},{"speaker":"CHIP BACCIOCCO","startTime":649.11,"endTime":651.11,"body":"they've been in business,"},{"speaker":"CHIP BACCIOCCO","startTime":651.11,"endTime":653.03,"body":"maybe how many employees, and"},{"speaker":"CHIP BACCIOCCO","startTime":651.11,"endTime":653.03,"body":"what are they looking for,"},{"speaker":"CHIP BACCIOCCO","startTime":653.03,"endTime":654.5,"body":"work comp, general"},{"speaker":"CHIP BACCIOCCO","startTime":653.03,"endTime":654.5,"body":"liability, whatever?"},{"speaker":"CHIP BACCIOCCO","startTime":654.5,"endTime":655.25,"body":"That's all we really need."},{"speaker":"CHIP BACCIOCCO","startTime":655.25,"endTime":657.333,"body":"We don't need enough to"},{"speaker":"CHIP BACCIOCCO","startTime":655.25,"endTime":657.333,"body":"underwrite the darn thing."},{"speaker":"CHIP BACCIOCCO","startTime":657.333,"endTime":659.75,"body":"Just get enough, oh,"},{"speaker":"CHIP BACCIOCCO","startTime":657.333,"endTime":659.75,"body":"it's Joe's Pizza Shop."},{"speaker":"CHIP BACCIOCCO","startTime":659.75,"endTime":662.525,"body":"And then we know at"},{"speaker":"CHIP BACCIOCCO","startTime":659.75,"endTime":662.525,"body":"TrustedChoice.com because"},{"speaker":"CHIP BACCIOCCO","startTime":662.525,"endTime":664.73,"body":"of that giant network"},{"speaker":"CHIP BACCIOCCO","startTime":662.525,"endTime":664.73,"body":"of independent agencies,"},{"speaker":"CHIP BACCIOCCO","startTime":664.73,"endTime":667.04,"body":"we know who the agencies"},{"speaker":"CHIP BACCIOCCO","startTime":664.73,"endTime":667.04,"body":"are in Cincinnati."},{"speaker":"CHIP BACCIOCCO","startTime":667.04,"endTime":669.53,"body":"And if they'll tell"},{"speaker":"CHIP BACCIOCCO","startTime":667.04,"endTime":669.53,"body":"us, we know a lot,"},{"speaker":"CHIP BACCIOCCO","startTime":669.53,"endTime":672.32,"body":"but we'd love to know more"},{"speaker":"CHIP BACCIOCCO","startTime":669.53,"endTime":672.32,"body":"about which ones of them"},{"speaker":"CHIP BACCIOCCO","startTime":672.32,"endTime":674.66,"body":"love to write pizza shops"},{"speaker":"CHIP BACCIOCCO","startTime":672.32,"endTime":674.66,"body":"and have other pizza"},{"speaker":"CHIP BACCIOCCO","startTime":674.66,"endTime":675.53,"body":"shops as clients."},{"speaker":"CHIP BACCIOCCO","startTime":675.53,"endTime":676.88,"body":"That's the appetite part."},{"speaker":"CHIP BACCIOCCO","startTime":676.88,"endTime":679.19,"body":"We also know which IA"},{"speaker":"CHIP BACCIOCCO","startTime":676.88,"endTime":679.19,"body":"insurance companies"},{"speaker":"CHIP BACCIOCCO","startTime":679.19,"endTime":682.67,"body":"have an appetite in Cincinnati"},{"speaker":"CHIP BACCIOCCO","startTime":679.19,"endTime":682.67,"body":"to write pizza shops."},{"speaker":"CHIP BACCIOCCO","startTime":682.67,"endTime":685.82,"body":"We've put all that puzzle"},{"speaker":"CHIP BACCIOCCO","startTime":682.67,"endTime":685.82,"body":"together inside of our system."},{"speaker":"CHIP BACCIOCCO","startTime":685.82,"endTime":690.29,"body":"And then we poll 15 or 20"},{"speaker":"CHIP BACCIOCCO","startTime":685.82,"endTime":690.29,"body":"local producers in Cincinnati"},{"speaker":"CHIP BACCIOCCO","startTime":690.29,"endTime":693.53,"body":"that we know have appointments"},{"speaker":"CHIP BACCIOCCO","startTime":690.29,"endTime":693.53,"body":"with insurance companies"},{"speaker":"CHIP BACCIOCCO","startTime":693.53,"endTime":696.17,"body":"that can write a pizza shop"},{"speaker":"CHIP BACCIOCCO","startTime":693.53,"endTime":696.17,"body":"and that they themselves,"},{"speaker":"CHIP BACCIOCCO","startTime":696.17,"endTime":698.12,"body":"that agency wants to"},{"speaker":"CHIP BACCIOCCO","startTime":696.17,"endTime":698.12,"body":"write a pizza shop,"},{"speaker":"CHIP BACCIOCCO","startTime":698.12,"endTime":700.53,"body":"and we poll them in real"},{"speaker":"CHIP BACCIOCCO","startTime":698.12,"endTime":700.53,"body":"time on their phone and go,"},{"speaker":"CHIP BACCIOCCO","startTime":700.53,"endTime":701.405,"body":"we have a pizza shop."},{"speaker":"CHIP BACCIOCCO","startTime":701.405,"endTime":703.31,"body":"Who can help right now?"},{"speaker":"CHIP BACCIOCCO","startTime":703.31,"endTime":705.082,"body":"Right now being the"},{"speaker":"CHIP BACCIOCCO","startTime":703.31,"endTime":705.082,"body":"most important words."},{"speaker":"CHIP BACCIOCCO","startTime":705.082,"endTime":706.04,"body":"Who can help right now?"},{"speaker":"CHIP BACCIOCCO","startTime":706.04,"endTime":708.08,"body":"Just like Uber,"},{"speaker":"CHIP BACCIOCCO","startTime":706.04,"endTime":708.08,"body":"who can take you--"},{"speaker":"CHIP BACCIOCCO","startTime":708.08,"endTime":710.24,"body":"who can take Reid to"},{"speaker":"CHIP BACCIOCCO","startTime":708.08,"endTime":710.24,"body":"the airport right now?"},{"speaker":"REID HOLZWORTH","startTime":710.24,"endTime":710.99,"body":"Yeah, exactly."},{"speaker":"CHIP BACCIOCCO","startTime":710.99,"endTime":711.33,"body":"Right."},{"speaker":"CHIP BACCIOCCO","startTime":711.33,"endTime":712.85,"body":"One of them goes, I'll"},{"speaker":"CHIP BACCIOCCO","startTime":711.33,"endTime":712.85,"body":"take Reid to the airport"},{"speaker":"CHIP BACCIOCCO","startTime":712.85,"endTime":714.683,"body":"and they click their"},{"speaker":"CHIP BACCIOCCO","startTime":712.85,"endTime":714.683,"body":"little button and boom,"},{"speaker":"CHIP BACCIOCCO","startTime":714.683,"endTime":716.223,"body":"that driver is on"},{"speaker":"CHIP BACCIOCCO","startTime":714.683,"endTime":716.223,"body":"his way to you."},{"speaker":"CHIP BACCIOCCO","startTime":716.223,"endTime":718.14,"body":"We do the same thing"},{"speaker":"CHIP BACCIOCCO","startTime":716.223,"endTime":718.14,"body":"with insurance producers."},{"speaker":"CHIP BACCIOCCO","startTime":718.14,"endTime":720.29,"body":"So we believe, and we are"},{"speaker":"CHIP BACCIOCCO","startTime":718.14,"endTime":720.29,"body":"really seeing some math"},{"speaker":"CHIP BACCIOCCO","startTime":720.29,"endTime":725.51,"body":"on this that could solve the"},{"speaker":"CHIP BACCIOCCO","startTime":720.29,"endTime":725.51,"body":"independent agency producer"},{"speaker":"CHIP BACCIOCCO","startTime":725.51,"endTime":727.97,"body":"availability challenge, that"},{"speaker":"CHIP BACCIOCCO","startTime":725.51,"endTime":727.97,"body":"we're going to basically"},{"speaker":"CHIP BACCIOCCO","startTime":727.97,"endTime":729.62,"body":"have this giant"},{"speaker":"CHIP BACCIOCCO","startTime":727.97,"endTime":729.62,"body":"network of producers"},{"speaker":"CHIP BACCIOCCO","startTime":729.62,"endTime":731.09,"body":"all across the country."},{"speaker":"CHIP BACCIOCCO","startTime":731.09,"endTime":733.64,"body":"When an opportunity"},{"speaker":"CHIP BACCIOCCO","startTime":731.09,"endTime":733.64,"body":"comes in, in real time,"},{"speaker":"CHIP BACCIOCCO","startTime":733.64,"endTime":737.03,"body":"we will poll and just ask them,"},{"speaker":"CHIP BACCIOCCO","startTime":733.64,"endTime":737.03,"body":"who can help this customer"},{"speaker":"CHIP BACCIOCCO","startTime":737.03,"endTime":737.66,"body":"right now?"},{"speaker":"CHIP BACCIOCCO","startTime":737.66,"endTime":740.12,"body":"And when they push"},{"speaker":"CHIP BACCIOCCO","startTime":737.66,"endTime":740.12,"body":"that button, boom."},{"speaker":"CHIP BACCIOCCO","startTime":740.12,"endTime":741.59,"body":"Hopefully, if it's"},{"speaker":"CHIP BACCIOCCO","startTime":740.12,"endTime":741.59,"body":"a warm transfer,"},{"speaker":"CHIP BACCIOCCO","startTime":741.59,"endTime":743.9,"body":"they push that button,"},{"speaker":"CHIP BACCIOCCO","startTime":741.59,"endTime":743.9,"body":"they're in a conversation"},{"speaker":"CHIP BACCIOCCO","startTime":743.9,"endTime":745.4,"body":"immediately with that customer."},{"speaker":"REID HOLZWORTH","startTime":745.4,"endTime":746.54,"body":"Yeah, that's awesome."},{"speaker":"CHIP BACCIOCCO","startTime":746.54,"endTime":747.62,"body":"That's"},{"speaker":"CHIP BACCIOCCO","startTime":746.54,"endTime":747.62,"body":"where we got to get to."},{"speaker":"CHIP BACCIOCCO","startTime":747.62,"endTime":749.22,"body":"And that's what we're"},{"speaker":"CHIP BACCIOCCO","startTime":747.62,"endTime":749.22,"body":"going to work on."},{"speaker":"CHIP BACCIOCCO","startTime":749.22,"endTime":751.22,"body":"That's our-- we've really"},{"speaker":"CHIP BACCIOCCO","startTime":749.22,"endTime":751.22,"body":"made a lot of progress"},{"speaker":"CHIP BACCIOCCO","startTime":751.22,"endTime":752.69,"body":"here at the end of 2022."},{"speaker":"CHIP BACCIOCCO","startTime":752.69,"endTime":755.18,"body":"And 2023 is going to be"},{"speaker":"CHIP BACCIOCCO","startTime":752.69,"endTime":755.18,"body":"all about building out"},{"speaker":"CHIP BACCIOCCO","startTime":755.18,"endTime":757.077,"body":"that claimant"},{"speaker":"CHIP BACCIOCCO","startTime":755.18,"endTime":757.077,"body":"capability even further."},{"speaker":"REID HOLZWORTH","startTime":757.077,"endTime":758.66,"body":"Unfortunately, I mean,"},{"speaker":"REID HOLZWORTH","startTime":758.66,"endTime":761.733,"body":"just being real on this, because"},{"speaker":"REID HOLZWORTH","startTime":758.66,"endTime":761.733,"body":"I could see a lot of people"},{"speaker":"REID HOLZWORTH","startTime":761.733,"endTime":763.4,"body":"clicking it and going,"},{"speaker":"REID HOLZWORTH","startTime":761.733,"endTime":763.4,"body":"oh, I'm available"},{"speaker":"REID HOLZWORTH","startTime":763.4,"endTime":764.358,"body":"and they're really not."},{"speaker":"REID HOLZWORTH","startTime":764.358,"endTime":765.191,"body":"And they don't call."},{"speaker":"CHIP BACCIOCCO","startTime":765.191,"endTime":767.691,"body":"They have to"},{"speaker":"CHIP BACCIOCCO","startTime":765.191,"endTime":767.691,"body":"pay money right then and there,"},{"speaker":"CHIP BACCIOCCO","startTime":767.691,"endTime":768.5,"body":"Reid."},{"speaker":"REID HOLZWORTH","startTime":768.5,"endTime":769.175,"body":"There we go."},{"speaker":"CHIP BACCIOCCO","startTime":769.175,"endTime":769.79,"body":"Skin in the game."},{"speaker":"REID HOLZWORTH","startTime":769.79,"endTime":770.78,"body":"Yeah, that's true."},{"speaker":"CHIP BACCIOCCO","startTime":770.78,"endTime":771.53,"body":"Skin in the game."},{"speaker":"CHIP BACCIOCCO","startTime":771.53,"endTime":774.44,"body":"So I mean, you can do that if"},{"speaker":"CHIP BACCIOCCO","startTime":771.53,"endTime":774.44,"body":"you're just frivolous with $30"},{"speaker":"CHIP BACCIOCCO","startTime":774.44,"endTime":778.4,"body":"at a time or whatever the price"},{"speaker":"CHIP BACCIOCCO","startTime":774.44,"endTime":778.4,"body":"is going to be for various"},{"speaker":"CHIP BACCIOCCO","startTime":778.4,"endTime":779.765,"body":"leads, but yeah, that's--"},{"speaker":"REID HOLZWORTH","startTime":782.7,"endTime":786.08,"body":"And"},{"speaker":"REID HOLZWORTH","startTime":782.7,"endTime":786.08,"body":"then I would also assume"},{"speaker":"REID HOLZWORTH","startTime":786.08,"endTime":787.64,"body":"that you're going to have to--"},{"speaker":"REID HOLZWORTH","startTime":787.64,"endTime":790.67,"body":"you're going to have to do a"},{"speaker":"REID HOLZWORTH","startTime":787.64,"endTime":790.67,"body":"deal with the National Call"},{"speaker":"REID HOLZWORTH","startTime":790.67,"endTime":793.28,"body":"Centers in some ways"},{"speaker":"REID HOLZWORTH","startTime":790.67,"endTime":793.28,"body":"where these local guys,"},{"speaker":"REID HOLZWORTH","startTime":793.28,"endTime":794.3,"body":"they just don't want it."},{"speaker":"REID HOLZWORTH","startTime":794.3,"endTime":796.16,"body":"It just-- it goes to somebody"},{"speaker":"REID HOLZWORTH","startTime":794.3,"endTime":796.16,"body":"that's going to take it."},{"speaker":"CHIP BACCIOCCO","startTime":796.16,"endTime":796.73,"body":"We will."},{"speaker":"REID HOLZWORTH","startTime":796.73,"endTime":798.42,"body":"Because what"},{"speaker":"REID HOLZWORTH","startTime":796.73,"endTime":798.42,"body":"infuriates me about this,"},{"speaker":"REID HOLZWORTH","startTime":798.42,"endTime":801.41,"body":"and we talked about this before,"},{"speaker":"REID HOLZWORTH","startTime":798.42,"endTime":801.41,"body":"it really does piss me off,"},{"speaker":"REID HOLZWORTH","startTime":801.41,"endTime":804.298,"body":"like what happens"},{"speaker":"REID HOLZWORTH","startTime":801.41,"endTime":804.298,"body":"is when you guys are"},{"speaker":"REID HOLZWORTH","startTime":804.298,"endTime":805.34,"body":"doing all this marketing."},{"speaker":"REID HOLZWORTH","startTime":805.34,"endTime":807.47,"body":"Somebody comes in to"},{"speaker":"REID HOLZWORTH","startTime":805.34,"endTime":807.47,"body":"TrustedChoice.com."},{"speaker":"REID HOLZWORTH","startTime":807.47,"endTime":809.69,"body":"They submit their"},{"speaker":"REID HOLZWORTH","startTime":807.47,"endTime":809.69,"body":"information to get"},{"speaker":"REID HOLZWORTH","startTime":809.69,"endTime":813.68,"body":"a quote through an independent"},{"speaker":"REID HOLZWORTH","startTime":809.69,"endTime":813.68,"body":"agent and nobody calls them."},{"speaker":"REID HOLZWORTH","startTime":813.68,"endTime":814.65,"body":"What happens?"},{"speaker":"REID HOLZWORTH","startTime":814.65,"endTime":815.92,"body":"They go to frickin' a captive."},{"speaker":"CHIP BACCIOCCO","startTime":815.92,"endTime":816.92,"body":"They do."},{"speaker":"REID HOLZWORTH","startTime":816.92,"endTime":817.92,"body":"They do."},{"speaker":"REID HOLZWORTH","startTime":817.92,"endTime":821.81,"body":"And guess what, you'd call, name"},{"speaker":"REID HOLZWORTH","startTime":817.92,"endTime":821.81,"body":"a captive, not to name names,"},{"speaker":"REID HOLZWORTH","startTime":821.81,"endTime":823.312,"body":"they're going to"},{"speaker":"REID HOLZWORTH","startTime":821.81,"endTime":823.312,"body":"answer the phone."},{"speaker":"REID HOLZWORTH","startTime":823.312,"endTime":825.77,"body":"And they're going to give you"},{"speaker":"REID HOLZWORTH","startTime":823.312,"endTime":825.77,"body":"a quote, right then and then."},{"speaker":"CHIP BACCIOCCO","startTime":825.77,"endTime":828.312,"body":"That's certainly"},{"speaker":"CHIP BACCIOCCO","startTime":825.77,"endTime":828.312,"body":"for personal lines, you bet."},{"speaker":"REID HOLZWORTH","startTime":828.312,"endTime":829.943,"body":"Yeah, exactly."},{"speaker":"REID HOLZWORTH","startTime":829.943,"endTime":831.36,"body":"Commercial a little"},{"speaker":"REID HOLZWORTH","startTime":829.943,"endTime":831.36,"body":"bit different."},{"speaker":"REID HOLZWORTH","startTime":831.36,"endTime":834.32,"body":"But like, generally speaking,"},{"speaker":"REID HOLZWORTH","startTime":831.36,"endTime":834.32,"body":"I mean that's what happens."},{"speaker":"REID HOLZWORTH","startTime":834.32,"endTime":838.28,"body":"And that's-- all that marketing,"},{"speaker":"REID HOLZWORTH","startTime":834.32,"endTime":838.28,"body":"everything you guys have done"},{"speaker":"REID HOLZWORTH","startTime":838.28,"endTime":843.93,"body":"to tell the customer that they"},{"speaker":"REID HOLZWORTH","startTime":838.28,"endTime":843.93,"body":"should live in the IA channel,"},{"speaker":"REID HOLZWORTH","startTime":843.93,"endTime":845.222,"body":"boom, now, they're gone."},{"speaker":"CHIP BACCIOCCO","startTime":845.222,"endTime":846.18,"body":"I know."},{"speaker":"CHIP BACCIOCCO","startTime":846.18,"endTime":847.45,"body":"And that's a tragedy."},{"speaker":"CHIP BACCIOCCO","startTime":847.45,"endTime":852.45,"body":"I think the good news is we"},{"speaker":"CHIP BACCIOCCO","startTime":847.45,"endTime":852.45,"body":"make, at the end of the day,"},{"speaker":"CHIP BACCIOCCO","startTime":852.45,"endTime":854.96,"body":"I think everyone"},{"speaker":"CHIP BACCIOCCO","startTime":852.45,"endTime":854.96,"body":"needs or wants to know"},{"speaker":"CHIP BACCIOCCO","startTime":854.96,"endTime":857.48,"body":"there's some human being"},{"speaker":"CHIP BACCIOCCO","startTime":854.96,"endTime":857.48,"body":"that's looking out for them"},{"speaker":"CHIP BACCIOCCO","startTime":857.48,"endTime":858.65,"body":"and their insurance needs."},{"speaker":"CHIP BACCIOCCO","startTime":858.65,"endTime":859.37,"body":"Now if you're--"},{"speaker":"CHIP BACCIOCCO","startTime":859.37,"endTime":861.453,"body":"I remember when I was--"},{"speaker":"CHIP BACCIOCCO","startTime":859.37,"endTime":861.453,"body":"we were talking about when"},{"speaker":"CHIP BACCIOCCO","startTime":861.453,"endTime":864.74,"body":"we were young and crazy and"},{"speaker":"CHIP BACCIOCCO","startTime":861.453,"endTime":864.74,"body":"I was an intern in Chicago"},{"speaker":"CHIP BACCIOCCO","startTime":864.74,"endTime":866.57,"body":"and I needed a renter's policy."},{"speaker":"CHIP BACCIOCCO","startTime":866.57,"endTime":870.44,"body":"I didn't even have"},{"speaker":"CHIP BACCIOCCO","startTime":866.57,"endTime":870.44,"body":"a renter's policy,"},{"speaker":"CHIP BACCIOCCO","startTime":870.44,"endTime":872.94,"body":"and like a non-owned"},{"speaker":"CHIP BACCIOCCO","startTime":870.44,"endTime":872.94,"body":"auto kind of thing."},{"speaker":"CHIP BACCIOCCO","startTime":872.94,"endTime":873.92,"body":"It's very little."},{"speaker":"CHIP BACCIOCCO","startTime":873.92,"endTime":875.42,"body":"You could buy that online."},{"speaker":"CHIP BACCIOCCO","startTime":875.42,"endTime":877.94,"body":"You don't really need an agent."},{"speaker":"CHIP BACCIOCCO","startTime":877.94,"endTime":879.84,"body":"I didn't even care to"},{"speaker":"CHIP BACCIOCCO","startTime":877.94,"endTime":879.84,"body":"be honest with you."},{"speaker":"CHIP BACCIOCCO","startTime":879.84,"endTime":881.6,"body":"My parents said,"},{"speaker":"CHIP BACCIOCCO","startTime":879.84,"endTime":881.6,"body":"you have to have it,"},{"speaker":"CHIP BACCIOCCO","startTime":881.6,"endTime":883.31,"body":"so I was just trying"},{"speaker":"CHIP BACCIOCCO","startTime":881.6,"endTime":883.31,"body":"to make them happy."},{"speaker":"CHIP BACCIOCCO","startTime":883.31,"endTime":885.86,"body":"Yes, I have a renter's policy."},{"speaker":"CHIP BACCIOCCO","startTime":885.86,"endTime":889.693,"body":"But once you have a family,"},{"speaker":"CHIP BACCIOCCO","startTime":885.86,"endTime":889.693,"body":"once you have property,"},{"speaker":"CHIP BACCIOCCO","startTime":889.693,"endTime":891.86,"body":"anything to protect, you"},{"speaker":"CHIP BACCIOCCO","startTime":889.693,"endTime":891.86,"body":"have kids, you have a wife,"},{"speaker":"CHIP BACCIOCCO","startTime":891.86,"endTime":894.243,"body":"you have a spouse,"},{"speaker":"CHIP BACCIOCCO","startTime":891.86,"endTime":894.243,"body":"whatever it is,"},{"speaker":"CHIP BACCIOCCO","startTime":894.243,"endTime":895.91,"body":"or you have any kind"},{"speaker":"CHIP BACCIOCCO","startTime":894.243,"endTime":895.91,"body":"of business, right."},{"speaker":"CHIP BACCIOCCO","startTime":895.91,"endTime":900.14,"body":"You have even two or"},{"speaker":"CHIP BACCIOCCO","startTime":895.91,"endTime":900.14,"body":"three other families that"},{"speaker":"CHIP BACCIOCCO","startTime":900.14,"endTime":902.36,"body":"depend on that"},{"speaker":"CHIP BACCIOCCO","startTime":900.14,"endTime":902.36,"body":"business to keep going,"},{"speaker":"CHIP BACCIOCCO","startTime":902.36,"endTime":904.61,"body":"suddenly, you can't"},{"speaker":"CHIP BACCIOCCO","startTime":902.36,"endTime":904.61,"body":"just say to everybody,"},{"speaker":"CHIP BACCIOCCO","startTime":904.61,"endTime":906.59,"body":"well, I pushed the"},{"speaker":"CHIP BACCIOCCO","startTime":904.61,"endTime":906.59,"body":"button on the website."},{"speaker":"CHIP BACCIOCCO","startTime":906.59,"endTime":907.94,"body":"I thought I was covered."},{"speaker":"CHIP BACCIOCCO","startTime":907.94,"endTime":910.64,"body":"You want to have somebody."},{"speaker":"CHIP BACCIOCCO","startTime":910.64,"endTime":911.81,"body":"I know Mary."},{"speaker":"CHIP BACCIOCCO","startTime":911.81,"endTime":914.81,"body":"And Mary looked me in the"},{"speaker":"CHIP BACCIOCCO","startTime":911.81,"endTime":914.81,"body":"eye and said, you're covered."},{"speaker":"CHIP BACCIOCCO","startTime":914.81,"endTime":915.833,"body":"And you know, right."},{"speaker":"REID HOLZWORTH","startTime":915.833,"endTime":917.0,"body":"That's true."},{"speaker":"CHIP BACCIOCCO","startTime":917.0,"endTime":918.875,"body":"There's"},{"speaker":"CHIP BACCIOCCO","startTime":917.0,"endTime":918.875,"body":"value to having that."},{"speaker":"CHIP BACCIOCCO","startTime":918.875,"endTime":921.17,"body":"We just have to get better"},{"speaker":"CHIP BACCIOCCO","startTime":918.875,"endTime":921.17,"body":"as an industry, a lot better"},{"speaker":"CHIP BACCIOCCO","startTime":921.17,"endTime":922.82,"body":"as you're saying"},{"speaker":"CHIP BACCIOCCO","startTime":921.17,"endTime":922.82,"body":"and I'm saying too,"},{"speaker":"CHIP BACCIOCCO","startTime":922.82,"endTime":926.21,"body":"we have to get a lot better at"},{"speaker":"CHIP BACCIOCCO","startTime":922.82,"endTime":926.21,"body":"being much faster and much more"},{"speaker":"CHIP BACCIOCCO","startTime":926.21,"endTime":927.11,"body":"responsive."},{"speaker":"REID HOLZWORTH","startTime":927.11,"endTime":929.568,"body":"You know what"},{"speaker":"REID HOLZWORTH","startTime":927.11,"endTime":929.568,"body":"the other thing too is funny,"},{"speaker":"REID HOLZWORTH","startTime":929.568,"endTime":933.23,"body":"is in the IA channel, I"},{"speaker":"REID HOLZWORTH","startTime":929.568,"endTime":933.23,"body":"feel like a lot of people,"},{"speaker":"REID HOLZWORTH","startTime":933.23,"endTime":936.625,"body":"a lot of agents are picky"},{"speaker":"REID HOLZWORTH","startTime":933.23,"endTime":936.625,"body":"about the stuff they write too."},{"speaker":"REID HOLZWORTH","startTime":937.25,"endTime":937.43,"body":"Totally."},{"speaker":"REID HOLZWORTH","startTime":937.43,"endTime":938.33,"body":"And it's like why."},{"speaker":"REID HOLZWORTH","startTime":938.33,"endTime":938.72,"body":"Why do you care?"},{"speaker":"CHIP BACCIOCCO","startTime":938.72,"endTime":939.35,"body":"I don't know why."},{"speaker":"REID HOLZWORTH","startTime":939.35,"endTime":940.933,"body":"It's"},{"speaker":"REID HOLZWORTH","startTime":939.35,"endTime":940.933,"body":"like I don't want"},{"speaker":"REID HOLZWORTH","startTime":940.933,"endTime":942.41,"body":"that non-standard business."},{"speaker":"REID HOLZWORTH","startTime":942.41,"endTime":943.04,"body":"I don't know."},{"speaker":"REID HOLZWORTH","startTime":943.04,"endTime":944.24,"body":"I run a business."},{"speaker":"REID HOLZWORTH","startTime":944.24,"endTime":947.66,"body":"And my business is to drive"},{"speaker":"REID HOLZWORTH","startTime":944.24,"endTime":947.66,"body":"as much premium as possible."},{"speaker":"REID HOLZWORTH","startTime":947.66,"endTime":951.29,"body":"If you're non-standard and"},{"speaker":"REID HOLZWORTH","startTime":947.66,"endTime":951.29,"body":"you're paying $700 a month"},{"speaker":"REID HOLZWORTH","startTime":951.29,"endTime":953.6,"body":"for auto insurance,"},{"speaker":"REID HOLZWORTH","startTime":951.29,"endTime":953.6,"body":"I would rather"},{"speaker":"REID HOLZWORTH","startTime":953.6,"endTime":959.09,"body":"write that policy than 10"},{"speaker":"REID HOLZWORTH","startTime":953.6,"endTime":959.09,"body":"$700 a year auto policies."},{"speaker":"REID HOLZWORTH","startTime":959.09,"endTime":960.16,"body":"Why do you not want that?"},{"speaker":"REID HOLZWORTH","startTime":960.16,"endTime":961.16,"body":"And that's what's crazy."},{"speaker":"REID HOLZWORTH","startTime":961.16,"endTime":962.66,"body":"You have to have"},{"speaker":"REID HOLZWORTH","startTime":961.16,"endTime":962.66,"body":"the markets for it."},{"speaker":"REID HOLZWORTH","startTime":962.66,"endTime":965.84,"body":"You're not going to put that"},{"speaker":"REID HOLZWORTH","startTime":962.66,"endTime":965.84,"body":"with the Hartford Travelers"},{"speaker":"REID HOLZWORTH","startTime":965.84,"endTime":968.57,"body":"or Liberty or something."},{"speaker":"REID HOLZWORTH","startTime":968.57,"endTime":971.99,"body":"Not going to compete any"},{"speaker":"REID HOLZWORTH","startTime":968.57,"endTime":971.99,"body":"names, but you know I mean."},{"speaker":"REID HOLZWORTH","startTime":971.99,"endTime":976.11,"body":"You put that with the company"},{"speaker":"REID HOLZWORTH","startTime":971.99,"endTime":976.11,"body":"that makes sense for with."},{"speaker":"REID HOLZWORTH","startTime":976.11,"endTime":979.37,"body":"And so it's like,"},{"speaker":"REID HOLZWORTH","startTime":976.11,"endTime":979.37,"body":"that's part of it too."},{"speaker":"REID HOLZWORTH","startTime":979.37,"endTime":982.61,"body":"It's like, nah, I don't"},{"speaker":"REID HOLZWORTH","startTime":979.37,"endTime":982.61,"body":"want it because it's not"},{"speaker":"REID HOLZWORTH","startTime":982.61,"endTime":984.53,"body":"exactly what I want."},{"speaker":"REID HOLZWORTH","startTime":984.53,"endTime":985.07,"body":"It's crazy."},{"speaker":"REID HOLZWORTH","startTime":985.07,"endTime":986.987,"body":"I used to-- back when"},{"speaker":"REID HOLZWORTH","startTime":985.07,"endTime":986.987,"body":"we had the [INAUDIBLE],,"},{"speaker":"REID HOLZWORTH","startTime":986.987,"endTime":987.98,"body":"we'd write everything."},{"speaker":"REID HOLZWORTH","startTime":987.98,"endTime":990.11,"body":"We'd go-- I'd go to--"},{"speaker":"REID HOLZWORTH","startTime":987.98,"endTime":990.11,"body":"our people would."},{"speaker":"REID HOLZWORTH","startTime":990.11,"endTime":993.92,"body":"They go to all of the captive"},{"speaker":"REID HOLZWORTH","startTime":990.11,"endTime":993.92,"body":"agencies, State Farm, Allstate"},{"speaker":"REID HOLZWORTH","startTime":993.92,"endTime":995.905,"body":"Nationwide, Farmers, all of it."},{"speaker":"REID HOLZWORTH","startTime":995.905,"endTime":997.28,"body":"We had somebody"},{"speaker":"REID HOLZWORTH","startTime":995.905,"endTime":997.28,"body":"go out every day."},{"speaker":"REID HOLZWORTH","startTime":997.28,"endTime":999.155,"body":"And they go out and they"},{"speaker":"REID HOLZWORTH","startTime":997.28,"endTime":999.155,"body":"buy them all cookies"},{"speaker":"REID HOLZWORTH","startTime":999.155,"endTime":1002.08,"body":"and he'd say, send me all the"},{"speaker":"REID HOLZWORTH","startTime":999.155,"endTime":1002.08,"body":"shit you don't want, literally."},{"speaker":"REID HOLZWORTH","startTime":1002.08,"endTime":1003.075,"body":"Send me the shit."},{"speaker":"REID HOLZWORTH","startTime":1003.075,"endTime":1004.45,"body":"And you know what,"},{"speaker":"REID HOLZWORTH","startTime":1003.075,"endTime":1004.45,"body":"I'll tell you."},{"speaker":"REID HOLZWORTH","startTime":1004.45,"endTime":1006.825,"body":"This is a great sales thing"},{"speaker":"REID HOLZWORTH","startTime":1004.45,"endTime":1006.825,"body":"for you guys in local market."},{"speaker":"REID HOLZWORTH","startTime":1006.825,"endTime":1008.93,"body":"Go to the captives"},{"speaker":"REID HOLZWORTH","startTime":1006.825,"endTime":1008.93,"body":"and be like, hey,"},{"speaker":"REID HOLZWORTH","startTime":1008.93,"endTime":1011.44,"body":"we love all the stuff"},{"speaker":"REID HOLZWORTH","startTime":1008.93,"endTime":1011.44,"body":"you guys don't want."},{"speaker":"REID HOLZWORTH","startTime":1011.44,"endTime":1013.16,"body":"Because here's what happens."},{"speaker":"REID HOLZWORTH","startTime":1013.16,"endTime":1016.48,"body":"You know, Mary and John"},{"speaker":"REID HOLZWORTH","startTime":1013.16,"endTime":1016.48,"body":"Smith get a DUI, right."},{"speaker":"REID HOLZWORTH","startTime":1016.48,"endTime":1018.34,"body":"Mary gets a DUI, let's just say."},{"speaker":"REID HOLZWORTH","startTime":1018.34,"endTime":1021.01,"body":"State Farm cancels it."},{"speaker":"REID HOLZWORTH","startTime":1021.01,"endTime":1022.27,"body":"What are they going to do?"},{"speaker":"REID HOLZWORTH","startTime":1022.27,"endTime":1024.728,"body":"There's like, yeah, we got to"},{"speaker":"REID HOLZWORTH","startTime":1022.27,"endTime":1024.728,"body":"cancel all of your insurance."},{"speaker":"REID HOLZWORTH","startTime":1024.728,"endTime":1028.119,"body":"That agent has been working"},{"speaker":"REID HOLZWORTH","startTime":1024.728,"endTime":1028.119,"body":"with them for 20 years."},{"speaker":"REID HOLZWORTH","startTime":1028.119,"endTime":1029.65,"body":"And they have all"},{"speaker":"REID HOLZWORTH","startTime":1028.119,"endTime":1029.65,"body":"their kids' stuff"},{"speaker":"REID HOLZWORTH","startTime":1029.65,"endTime":1030.9,"body":"and their family and all this."},{"speaker":"REID HOLZWORTH","startTime":1030.9,"endTime":1033.339,"body":"They don't want to"},{"speaker":"REID HOLZWORTH","startTime":1030.9,"endTime":1033.339,"body":"say, sucks to suck."},{"speaker":"REID HOLZWORTH","startTime":1033.339,"endTime":1034.198,"body":"Go on the internet."},{"speaker":"CHIP BACCIOCCO","startTime":1034.198,"endTime":1034.99,"body":"No."},{"speaker":"REID HOLZWORTH","startTime":1034.99,"endTime":1036.14,"body":"They"},{"speaker":"REID HOLZWORTH","startTime":1034.99,"endTime":1036.14,"body":"want to say, hey,"},{"speaker":"REID HOLZWORTH","startTime":1036.14,"endTime":1038.14,"body":"I got a guy that's like--"},{"speaker":"REID HOLZWORTH","startTime":1036.14,"endTime":1038.14,"body":"to your point-- that's"},{"speaker":"REID HOLZWORTH","startTime":1038.14,"endTime":1039.13,"body":"going to help you."},{"speaker":"REID HOLZWORTH","startTime":1039.13,"endTime":1040.45,"body":"Right, you help them."},{"speaker":"REID HOLZWORTH","startTime":1040.45,"endTime":1043.42,"body":"And then all of a sudden,"},{"speaker":"REID HOLZWORTH","startTime":1040.45,"endTime":1043.42,"body":"sure, maybe the personal auto"},{"speaker":"REID HOLZWORTH","startTime":1043.42,"endTime":1044.319,"body":"is nonstandard."},{"speaker":"REID HOLZWORTH","startTime":1044.319,"endTime":1047.05,"body":"But then you get all"},{"speaker":"REID HOLZWORTH","startTime":1044.319,"endTime":1047.05,"body":"the commercial lines,"},{"speaker":"REID HOLZWORTH","startTime":1047.05,"endTime":1048.768,"body":"all the personal line."},{"speaker":"REID HOLZWORTH","startTime":1048.768,"endTime":1049.81,"body":"You get all of that like."},{"speaker":"REID HOLZWORTH","startTime":1049.81,"endTime":1051.94,"body":"Why do you not like--"},{"speaker":"REID HOLZWORTH","startTime":1049.81,"endTime":1051.94,"body":"people are like,"},{"speaker":"REID HOLZWORTH","startTime":1051.94,"endTime":1053.71,"body":"no, I don't do"},{"speaker":"REID HOLZWORTH","startTime":1051.94,"endTime":1053.71,"body":"that kind of stuff."},{"speaker":"REID HOLZWORTH","startTime":1053.71,"endTime":1056.06,"body":"I just laugh at them,"},{"speaker":"REID HOLZWORTH","startTime":1053.71,"endTime":1056.06,"body":"like why would you not?"},{"speaker":"CHIP BACCIOCCO","startTime":1056.06,"endTime":1057.67,"body":"I don't know."},{"speaker":"CHIP BACCIOCCO","startTime":1057.67,"endTime":1060.11,"body":"The one that bothers me more."},{"speaker":"CHIP BACCIOCCO","startTime":1060.11,"endTime":1061.36,"body":"Your example is totally valid."},{"speaker":"CHIP BACCIOCCO","startTime":1061.36,"endTime":1062.818,"body":"But the one that"},{"speaker":"CHIP BACCIOCCO","startTime":1061.36,"endTime":1062.818,"body":"bothers me is when"},{"speaker":"CHIP BACCIOCCO","startTime":1062.818,"endTime":1065.058,"body":"they don't want to write"},{"speaker":"CHIP BACCIOCCO","startTime":1062.818,"endTime":1065.058,"body":"just a renter's policy."},{"speaker":"REID HOLZWORTH","startTime":1065.058,"endTime":1066.85,"body":"It's"},{"speaker":"REID HOLZWORTH","startTime":1065.058,"endTime":1066.85,"body":"not worth that person."},{"speaker":"CHIP BACCIOCCO","startTime":1066.85,"endTime":1068.26,"body":"Because that person--"},{"speaker":"REID HOLZWORTH","startTime":1068.26,"endTime":1068.89,"body":"It's"},{"speaker":"REID HOLZWORTH","startTime":1068.26,"endTime":1068.89,"body":"a frickin lead man."},{"speaker":"REID HOLZWORTH","startTime":1068.89,"endTime":1069.98,"body":"It's an opportunity."},{"speaker":"CHIP BACCIOCCO","startTime":1069.98,"endTime":1071.48,"body":"It's an opportunity."},{"speaker":"CHIP BACCIOCCO","startTime":1071.48,"endTime":1075.33,"body":"That person is going to become"},{"speaker":"CHIP BACCIOCCO","startTime":1071.48,"endTime":1075.33,"body":"a 35-year-old and a 45-year-old."},{"speaker":"CHIP BACCIOCCO","startTime":1075.33,"endTime":1077.08,"body":"And they're going to"},{"speaker":"CHIP BACCIOCCO","startTime":1075.33,"endTime":1077.08,"body":"have a bigger family."},{"speaker":"CHIP BACCIOCCO","startTime":1077.08,"endTime":1078.872,"body":"And they're going to"},{"speaker":"CHIP BACCIOCCO","startTime":1077.08,"endTime":1078.872,"body":"maybe have a business."},{"speaker":"CHIP BACCIOCCO","startTime":1078.872,"endTime":1082.48,"body":"And you're denying yourself"},{"speaker":"CHIP BACCIOCCO","startTime":1078.872,"endTime":1082.48,"body":"the opportunity to have yes,"},{"speaker":"CHIP BACCIOCCO","startTime":1082.48,"endTime":1085.42,"body":"a non-profitable"},{"speaker":"CHIP BACCIOCCO","startTime":1082.48,"endTime":1085.42,"body":"relationship right now."},{"speaker":"CHIP BACCIOCCO","startTime":1085.42,"endTime":1086.23,"body":"But so what?"},{"speaker":"CHIP BACCIOCCO","startTime":1086.23,"endTime":1088.3,"body":"It's an investment."},{"speaker":"CHIP BACCIOCCO","startTime":1088.3,"endTime":1089.26,"body":"Make a friend."},{"speaker":"REID HOLZWORTH","startTime":1089.26,"endTime":1089.8,"body":"That's right."},{"speaker":"CHIP BACCIOCCO","startTime":1089.8,"endTime":1091.05,"body":"Make a friend."},{"speaker":"CHIP BACCIOCCO","startTime":1091.05,"endTime":1093.97,"body":"You can never, in this world,"},{"speaker":"CHIP BACCIOCCO","startTime":1091.05,"endTime":1093.97,"body":"do wrong by making a friend."},{"speaker":"REID HOLZWORTH","startTime":1093.97,"endTime":1095.32,"body":"That's like--"},{"speaker":"REID HOLZWORTH","startTime":1095.32,"endTime":1099.46,"body":"so have somebody in your"},{"speaker":"REID HOLZWORTH","startTime":1095.32,"endTime":1099.46,"body":"office that's focused on,"},{"speaker":"REID HOLZWORTH","startTime":1099.46,"endTime":1102.16,"body":"the younger person"},{"speaker":"REID HOLZWORTH","startTime":1099.46,"endTime":1102.16,"body":"that's getting"},{"speaker":"REID HOLZWORTH","startTime":1102.16,"endTime":1103.39,"body":"started in the industry."},{"speaker":"CHIP BACCIOCCO","startTime":1103.39,"endTime":1103.82,"body":"Absolutely."},{"speaker":"REID HOLZWORTH","startTime":1103.82,"endTime":1105.145,"body":"Renter's policy done."},{"speaker":"CHIP BACCIOCCO","startTime":1105.145,"endTime":1105.58,"body":"Done."},{"speaker":"REID HOLZWORTH","startTime":1105.58,"endTime":1106.622,"body":"Track it."},{"speaker":"REID HOLZWORTH","startTime":1106.622,"endTime":1107.56,"body":"Put it in the system."},{"speaker":"REID HOLZWORTH","startTime":1107.56,"endTime":1108.707,"body":"Conversion ratios."},{"speaker":"REID HOLZWORTH","startTime":1108.707,"endTime":1109.54,"body":"What are they doing?"},{"speaker":"REID HOLZWORTH","startTime":1109.54,"endTime":1110.633,"body":"When are they closing?"},{"speaker":"REID HOLZWORTH","startTime":1110.633,"endTime":1111.8,"body":"Oh, what do they cross them?"},{"speaker":"REID HOLZWORTH","startTime":1111.8,"endTime":1114.13,"body":"I can tell you right"},{"speaker":"REID HOLZWORTH","startTime":1111.8,"endTime":1114.13,"body":"now, when I was an agent,"},{"speaker":"REID HOLZWORTH","startTime":1114.13,"endTime":1117.25,"body":"I was 2.66 policies"},{"speaker":"REID HOLZWORTH","startTime":1114.13,"endTime":1117.25,"body":"per customer."},{"speaker":"REID HOLZWORTH","startTime":1117.25,"endTime":1121.81,"body":"Like literally, like what's"},{"speaker":"REID HOLZWORTH","startTime":1117.25,"endTime":1121.81,"body":"your policies per customer?"},{"speaker":"REID HOLZWORTH","startTime":1121.81,"endTime":1123.1,"body":"Are you cross-selling?"},{"speaker":"REID HOLZWORTH","startTime":1123.1,"endTime":1124.63,"body":"Because that's just it."},{"speaker":"REID HOLZWORTH","startTime":1124.63,"endTime":1126.64,"body":"If they're renting, they"},{"speaker":"REID HOLZWORTH","startTime":1124.63,"endTime":1126.64,"body":"probably have a car."},{"speaker":"CHIP BACCIOCCO","startTime":1126.64,"endTime":1126.98,"body":"They do."},{"speaker":"CHIP BACCIOCCO","startTime":1126.98,"endTime":1127.37,"body":"Right."},{"speaker":"CHIP BACCIOCCO","startTime":1127.37,"endTime":1127.9,"body":"Or they will."},{"speaker":"REID HOLZWORTH","startTime":1127.9,"endTime":1128.92,"body":"They"},{"speaker":"REID HOLZWORTH","startTime":1127.9,"endTime":1128.92,"body":"probably have friends"},{"speaker":"REID HOLZWORTH","startTime":1128.92,"endTime":1130.36,"body":"that have the same thing."},{"speaker":"CHIP BACCIOCCO","startTime":1130.36,"endTime":1132.49,"body":"That's"},{"speaker":"CHIP BACCIOCCO","startTime":1130.36,"endTime":1132.49,"body":"my other strategy."},{"speaker":"CHIP BACCIOCCO","startTime":1132.49,"endTime":1134.35,"body":"I'll have some agents"},{"speaker":"CHIP BACCIOCCO","startTime":1132.49,"endTime":1134.35,"body":"say well, you know,"},{"speaker":"CHIP BACCIOCCO","startTime":1134.35,"endTime":1137.365,"body":"I don't want to do an RV or I"},{"speaker":"CHIP BACCIOCCO","startTime":1134.35,"endTime":1137.365,"body":"don't want to do a snowmobile."},{"speaker":"REID HOLZWORTH","startTime":1137.365,"endTime":1138.16,"body":"Oh,"},{"speaker":"REID HOLZWORTH","startTime":1137.365,"endTime":1138.16,"body":"that's another one."},{"speaker":"CHIP BACCIOCCO","startTime":1138.16,"endTime":1139.93,"body":"I'm"},{"speaker":"CHIP BACCIOCCO","startTime":1138.16,"endTime":1139.93,"body":"like, if anybody"},{"speaker":"CHIP BACCIOCCO","startTime":1139.93,"endTime":1143.17,"body":"that owns a snowmobile,"},{"speaker":"CHIP BACCIOCCO","startTime":1139.93,"endTime":1143.17,"body":"that's not the only thing"},{"speaker":"CHIP BACCIOCCO","startTime":1143.17,"endTime":1144.07,"body":"they fricking own."},{"speaker":"CHIP BACCIOCCO","startTime":1144.07,"endTime":1144.88,"body":"Are you kidding me?"},{"speaker":"CHIP BACCIOCCO","startTime":1144.88,"endTime":1145.69,"body":"A snowmobile?"},{"speaker":"CHIP BACCIOCCO","startTime":1145.69,"endTime":1147.22,"body":"Who own just snowmobile?"},{"speaker":"CHIP BACCIOCCO","startTime":1147.22,"endTime":1149.587,"body":"This is totally a toy."},{"speaker":"CHIP BACCIOCCO","startTime":1149.587,"endTime":1150.67,"body":"So he's got to have a car."},{"speaker":"CHIP BACCIOCCO","startTime":1150.67,"endTime":1152.925,"body":"And he's got a house, or"},{"speaker":"CHIP BACCIOCCO","startTime":1150.67,"endTime":1152.925,"body":"she's got to have a house."},{"speaker":"CHIP BACCIOCCO","startTime":1152.925,"endTime":1155.05,"body":"So those kinds of things,"},{"speaker":"CHIP BACCIOCCO","startTime":1152.925,"endTime":1155.05,"body":"thinking a little bigger,"},{"speaker":"CHIP BACCIOCCO","startTime":1155.05,"endTime":1155.74,"body":"I did have--"},{"speaker":"CHIP BACCIOCCO","startTime":1155.74,"endTime":1158.71,"body":"I have had a couple of agents"},{"speaker":"CHIP BACCIOCCO","startTime":1155.74,"endTime":1158.71,"body":"that really were very creative."},{"speaker":"CHIP BACCIOCCO","startTime":1158.71,"endTime":1163.05,"body":"There was an agency that wanted"},{"speaker":"CHIP BACCIOCCO","startTime":1158.71,"endTime":1163.05,"body":"to buy all the flood leads."},{"speaker":"CHIP BACCIOCCO","startTime":1163.05,"endTime":1164.05,"body":"I'll use the word leads."},{"speaker":"CHIP BACCIOCCO","startTime":1164.05,"endTime":1166.6,"body":"I'm getting used to it,"},{"speaker":"CHIP BACCIOCCO","startTime":1164.05,"endTime":1166.6,"body":"opportunities, referrals,"},{"speaker":"CHIP BACCIOCCO","startTime":1166.6,"endTime":1167.2,"body":"whatever."},{"speaker":"CHIP BACCIOCCO","startTime":1167.2,"endTime":1170.68,"body":"I want all the flood"},{"speaker":"CHIP BACCIOCCO","startTime":1167.2,"endTime":1170.68,"body":"stuff, by itself, monoline."},{"speaker":"CHIP BACCIOCCO","startTime":1170.68,"endTime":1173.8,"body":"And a lot of agents were like,"},{"speaker":"CHIP BACCIOCCO","startTime":1170.68,"endTime":1173.8,"body":"oh , I don't want to do it."},{"speaker":"CHIP BACCIOCCO","startTime":1173.8,"endTime":1178.09,"body":"But it's-- but there's a"},{"speaker":"CHIP BACCIOCCO","startTime":1173.8,"endTime":1178.09,"body":"house that comes with it."},{"speaker":"CHIP BACCIOCCO","startTime":1178.09,"endTime":1180.19,"body":"You don't buy--"},{"speaker":"CHIP BACCIOCCO","startTime":1178.09,"endTime":1180.19,"body":"there's other stuff."},{"speaker":"CHIP BACCIOCCO","startTime":1180.19,"endTime":1183.25,"body":"Anybody that's-- plus it"},{"speaker":"CHIP BACCIOCCO","startTime":1180.19,"endTime":1183.25,"body":"always signals to me that"},{"speaker":"CHIP BACCIOCCO","startTime":1183.25,"endTime":1187.27,"body":"it's a responsible person, like"},{"speaker":"CHIP BACCIOCCO","startTime":1183.25,"endTime":1187.27,"body":"that's-- like some people avoid"},{"speaker":"CHIP BACCIOCCO","startTime":1187.27,"endTime":1189.503,"body":"buying flood unless they're"},{"speaker":"CHIP BACCIOCCO","startTime":1187.27,"endTime":1189.503,"body":"told they absolutely have"},{"speaker":"CHIP BACCIOCCO","startTime":1189.503,"endTime":1191.92,"body":"to and the mortgage company"},{"speaker":"CHIP BACCIOCCO","startTime":1189.503,"endTime":1191.92,"body":"needs it and blah, blah, blah."},{"speaker":"CHIP BACCIOCCO","startTime":1191.92,"endTime":1194.29,"body":"But if somebody just"},{"speaker":"CHIP BACCIOCCO","startTime":1191.92,"endTime":1194.29,"body":"voluntarily steps voluntarily,"},{"speaker":"CHIP BACCIOCCO","startTime":1194.29,"endTime":1196.15,"body":"steps forward, and"},{"speaker":"CHIP BACCIOCCO","startTime":1194.29,"endTime":1196.15,"body":"says, I just want"},{"speaker":"CHIP BACCIOCCO","startTime":1196.15,"endTime":1197.89,"body":"to have flood, just in case."},{"speaker":"CHIP BACCIOCCO","startTime":1197.89,"endTime":1198.705,"body":"Yeah, oh my gosh."},{"speaker":"CHIP BACCIOCCO","startTime":1198.705,"endTime":1200.08,"body":"That's like a"},{"speaker":"CHIP BACCIOCCO","startTime":1198.705,"endTime":1200.08,"body":"responsible person."},{"speaker":"CHIP BACCIOCCO","startTime":1200.08,"endTime":1201.538,"body":"They're like"},{"speaker":"CHIP BACCIOCCO","startTime":1200.08,"endTime":1201.538,"body":"protecting everything."},{"speaker":"CHIP BACCIOCCO","startTime":1201.538,"endTime":1203.385,"body":"That's like the dream risk."},{"speaker":"CHIP BACCIOCCO","startTime":1203.385,"endTime":1204.26,"body":"That's what you want."},{"speaker":"CHIP BACCIOCCO","startTime":1204.26,"endTime":1205.99,"body":"So there's little"},{"speaker":"CHIP BACCIOCCO","startTime":1204.26,"endTime":1205.99,"body":"signals in the market."},{"speaker":"CHIP BACCIOCCO","startTime":1205.99,"endTime":1207.207,"body":"You've got to think ahead."},{"speaker":"CHIP BACCIOCCO","startTime":1207.207,"endTime":1208.54,"body":"Where will this person be later?"},{"speaker":"CHIP BACCIOCCO","startTime":1208.54,"endTime":1209.44,"body":"Who might they know?"},{"speaker":"CHIP BACCIOCCO","startTime":1209.44,"endTime":1210.25,"body":"How do I--"},{"speaker":"CHIP BACCIOCCO","startTime":1210.25,"endTime":1211.678,"body":"And that takes time."},{"speaker":"REID HOLZWORTH","startTime":1211.678,"endTime":1213.22,"body":"It's"},{"speaker":"REID HOLZWORTH","startTime":1211.678,"endTime":1213.22,"body":"developing that."},{"speaker":"REID HOLZWORTH","startTime":1213.22,"endTime":1216.01,"body":"But I think going back to"},{"speaker":"REID HOLZWORTH","startTime":1213.22,"endTime":1216.01,"body":"your point about the producer"},{"speaker":"REID HOLZWORTH","startTime":1216.01,"endTime":1220.69,"body":"availability, I think as a"},{"speaker":"REID HOLZWORTH","startTime":1216.01,"endTime":1220.69,"body":"producer or an agency owner"},{"speaker":"REID HOLZWORTH","startTime":1220.69,"endTime":1222.25,"body":"becomes more mature"},{"speaker":"REID HOLZWORTH","startTime":1220.69,"endTime":1222.25,"body":"and they have"},{"speaker":"REID HOLZWORTH","startTime":1222.25,"endTime":1224.74,"body":"that book, the"},{"speaker":"REID HOLZWORTH","startTime":1222.25,"endTime":1224.74,"body":"reality is they're"},{"speaker":"REID HOLZWORTH","startTime":1224.74,"endTime":1228.64,"body":"dealing with kind of their"},{"speaker":"REID HOLZWORTH","startTime":1224.74,"endTime":1228.64,"body":"core set of customers"},{"speaker":"REID HOLZWORTH","startTime":1228.64,"endTime":1232.66,"body":"all the time in"},{"speaker":"REID HOLZWORTH","startTime":1228.64,"endTime":1232.66,"body":"things, real estate"},{"speaker":"REID HOLZWORTH","startTime":1232.66,"endTime":1235.87,"body":"developers, huge corporations,"},{"speaker":"REID HOLZWORTH","startTime":1232.66,"endTime":1235.87,"body":"whatever it may be,"},{"speaker":"REID HOLZWORTH","startTime":1235.87,"endTime":1237.29,"body":"high net worth individuals."},{"speaker":"REID HOLZWORTH","startTime":1237.29,"endTime":1240.55,"body":"And so they-- because"},{"speaker":"REID HOLZWORTH","startTime":1237.29,"endTime":1240.55,"body":"I've been there."},{"speaker":"REID HOLZWORTH","startTime":1240.55,"endTime":1241.78,"body":"And you're busy, right."},{"speaker":"REID HOLZWORTH","startTime":1241.78,"endTime":1242.83,"body":"You have a lot."},{"speaker":"REID HOLZWORTH","startTime":1242.83,"endTime":1247.69,"body":"But here's the thing guys, hire"},{"speaker":"REID HOLZWORTH","startTime":1242.83,"endTime":1247.69,"body":"somebody to take that stuff."},{"speaker":"REID HOLZWORTH","startTime":1247.69,"endTime":1250.75,"body":"Why not continue"},{"speaker":"REID HOLZWORTH","startTime":1247.69,"endTime":1250.75,"body":"to grow your book."},{"speaker":"REID HOLZWORTH","startTime":1250.75,"endTime":1253.24,"body":"Why not put some technology"},{"speaker":"REID HOLZWORTH","startTime":1250.75,"endTime":1253.24,"body":"around this stuff"},{"speaker":"REID HOLZWORTH","startTime":1253.24,"endTime":1254.77,"body":"to start to track it."},{"speaker":"REID HOLZWORTH","startTime":1254.77,"endTime":1255.398,"body":"I bet."},{"speaker":"REID HOLZWORTH","startTime":1255.398,"endTime":1255.94,"body":"I don't know."},{"speaker":"REID HOLZWORTH","startTime":1255.94,"endTime":1257.565,"body":"I'm just going to"},{"speaker":"REID HOLZWORTH","startTime":1255.94,"endTime":1257.565,"body":"throw this out there."},{"speaker":"REID HOLZWORTH","startTime":1257.565,"endTime":1261.37,"body":"I bet 80% of the agencies that"},{"speaker":"REID HOLZWORTH","startTime":1257.565,"endTime":1261.37,"body":"are listening to this right"},{"speaker":"REID HOLZWORTH","startTime":1261.37,"endTime":1263.822,"body":"now, aren't tracking"},{"speaker":"REID HOLZWORTH","startTime":1261.37,"endTime":1263.822,"body":"conversion ratios."},{"speaker":"CHIP BACCIOCCO","startTime":1263.822,"endTime":1265.03,"body":"Oh, for sure."},{"speaker":"REID HOLZWORTH","startTime":1265.03,"endTime":1266.572,"body":"You"},{"speaker":"REID HOLZWORTH","startTime":1265.03,"endTime":1266.572,"body":"know, like they--"},{"speaker":"CHIP BACCIOCCO","startTime":1266.572,"endTime":1268.113,"body":"They"},{"speaker":"CHIP BACCIOCCO","startTime":1266.572,"endTime":1268.113,"body":"don't know that."},{"speaker":"CHIP BACCIOCCO","startTime":1268.113,"endTime":1269.68,"body":"Well, and another"},{"speaker":"CHIP BACCIOCCO","startTime":1268.113,"endTime":1269.68,"body":"one they don't know"},{"speaker":"CHIP BACCIOCCO","startTime":1269.68,"endTime":1272.8,"body":"is they don't know their cost"},{"speaker":"CHIP BACCIOCCO","startTime":1269.68,"endTime":1272.8,"body":"to acquire the next customer."},{"speaker":"REID HOLZWORTH","startTime":1272.8,"endTime":1273.49,"body":"Acquisition cost."},{"speaker":"CHIP BACCIOCCO","startTime":1273.49,"endTime":1274.69,"body":"They don't"},{"speaker":"CHIP BACCIOCCO","startTime":1273.49,"endTime":1274.69,"body":"know their acquisition cost."},{"speaker":"CHIP BACCIOCCO","startTime":1274.69,"endTime":1275.38,"body":"They don't know."},{"speaker":"CHIP BACCIOCCO","startTime":1275.38,"endTime":1277.362,"body":"They don't know a lot of things."},{"speaker":"CHIP BACCIOCCO","startTime":1277.362,"endTime":1279.82,"body":"And I and I'm not going to beat"},{"speaker":"CHIP BACCIOCCO","startTime":1277.362,"endTime":1279.82,"body":"up on it too much because I"},{"speaker":"CHIP BACCIOCCO","startTime":1279.82,"endTime":1282.61,"body":"think it's-- you could try to"},{"speaker":"CHIP BACCIOCCO","startTime":1279.82,"endTime":1282.61,"body":"calculate it and then somebody"},{"speaker":"CHIP BACCIOCCO","startTime":1282.61,"endTime":1284.08,"body":"else could kind of look"},{"speaker":"CHIP BACCIOCCO","startTime":1282.61,"endTime":1284.08,"body":"over your shoulder and say,"},{"speaker":"CHIP BACCIOCCO","startTime":1284.08,"endTime":1285.94,"body":"you forgot to include that,"},{"speaker":"CHIP BACCIOCCO","startTime":1284.08,"endTime":1285.94,"body":"and you forgot to include that."},{"speaker":"CHIP BACCIOCCO","startTime":1285.94,"endTime":1287.03,"body":"It's easy to get it wrong."},{"speaker":"CHIP BACCIOCCO","startTime":1287.03,"endTime":1289.63,"body":"You think you know and"},{"speaker":"CHIP BACCIOCCO","startTime":1287.03,"endTime":1289.63,"body":"you might not really know."},{"speaker":"CHIP BACCIOCCO","startTime":1289.63,"endTime":1290.408,"body":"But they should."},{"speaker":"CHIP BACCIOCCO","startTime":1290.408,"endTime":1290.95,"body":"You're right."},{"speaker":"CHIP BACCIOCCO","startTime":1290.95,"endTime":1291.46,"body":"They should."},{"speaker":"REID HOLZWORTH","startTime":1291.46,"endTime":1293.32,"body":"So like,"},{"speaker":"REID HOLZWORTH","startTime":1291.46,"endTime":1293.32,"body":"and it's funny, you know."},{"speaker":"REID HOLZWORTH","startTime":1293.32,"endTime":1294.34,"body":"You want to start doing that?"},{"speaker":"REID HOLZWORTH","startTime":1294.34,"endTime":1294.845,"body":"It's cool."},{"speaker":"REID HOLZWORTH","startTime":1294.845,"endTime":1295.97,"body":"You got to start somewhere."},{"speaker":"REID HOLZWORTH","startTime":1295.97,"endTime":1296.89,"body":"Start tracking that."},{"speaker":"REID HOLZWORTH","startTime":1296.89,"endTime":1300.97,"body":"See what your, are the agency"},{"speaker":"REID HOLZWORTH","startTime":1296.89,"endTime":1300.97,"body":"owner's conversion ratio"},{"speaker":"REID HOLZWORTH","startTime":1300.97,"endTime":1304.81,"body":"is as opposed to one of your"},{"speaker":"REID HOLZWORTH","startTime":1300.97,"endTime":1304.81,"body":"new agents that's coming in."},{"speaker":"REID HOLZWORTH","startTime":1304.81,"endTime":1306.94,"body":"Guaranteed, yours is way higher."},{"speaker":"REID HOLZWORTH","startTime":1306.94,"endTime":1308.44,"body":"Why?"},{"speaker":"REID HOLZWORTH","startTime":1308.44,"endTime":1310.543,"body":"Teach them that."},{"speaker":"REID HOLZWORTH","startTime":1310.543,"endTime":1311.96,"body":"Then you start to"},{"speaker":"REID HOLZWORTH","startTime":1310.543,"endTime":1311.96,"body":"make more money."},{"speaker":"REID HOLZWORTH","startTime":1311.96,"endTime":1313.48,"body":"And then it's repeatable."},{"speaker":"REID HOLZWORTH","startTime":1313.48,"endTime":1315.91,"body":"I mean, that's what's"},{"speaker":"REID HOLZWORTH","startTime":1313.48,"endTime":1315.91,"body":"called predictable revenue."},{"speaker":"REID HOLZWORTH","startTime":1315.91,"endTime":1316.803,"body":"Read the book."},{"speaker":"REID HOLZWORTH","startTime":1316.803,"endTime":1318.97,"body":"Great frickin' book by the"},{"speaker":"REID HOLZWORTH","startTime":1316.803,"endTime":1318.97,"body":"way, Predictable Revenue."},{"speaker":"REID HOLZWORTH","startTime":1318.97,"endTime":1321.74,"body":"That's how you really"},{"speaker":"REID HOLZWORTH","startTime":1318.97,"endTime":1321.74,"body":"grow this thing."},{"speaker":"REID HOLZWORTH","startTime":1321.74,"endTime":1325.87,"body":"So you say, hey, every new"},{"speaker":"REID HOLZWORTH","startTime":1321.74,"endTime":1325.87,"body":"agent has this conversion ratio."},{"speaker":"REID HOLZWORTH","startTime":1325.87,"endTime":1328.9,"body":"Our customer acquisition"},{"speaker":"REID HOLZWORTH","startTime":1325.87,"endTime":1328.9,"body":"cost is x amount."},{"speaker":"REID HOLZWORTH","startTime":1328.9,"endTime":1330.85,"body":"Our lifetime value is x amount."},{"speaker":"REID HOLZWORTH","startTime":1330.85,"endTime":1332.14,"body":"Hey, we bring in a person."},{"speaker":"REID HOLZWORTH","startTime":1332.14,"endTime":1333.82,"body":"It costs us x amount of dollars."},{"speaker":"REID HOLZWORTH","startTime":1333.82,"endTime":1335.78,"body":"They produce x amount"},{"speaker":"REID HOLZWORTH","startTime":1333.82,"endTime":1335.78,"body":"which equals x amount."},{"speaker":"REID HOLZWORTH","startTime":1335.78,"endTime":1337.28,"body":"When they get to"},{"speaker":"REID HOLZWORTH","startTime":1335.78,"endTime":1337.28,"body":"this level, they're"},{"speaker":"REID HOLZWORTH","startTime":1337.28,"endTime":1340.69,"body":"now bringing in another one and"},{"speaker":"REID HOLZWORTH","startTime":1337.28,"endTime":1340.69,"body":"another one and another one."},{"speaker":"REID HOLZWORTH","startTime":1340.69,"endTime":1342.23,"body":"And that's how you grow."},{"speaker":"CHIP BACCIOCCO","startTime":1342.23,"endTime":1343.27,"body":"You're"},{"speaker":"CHIP BACCIOCCO","startTime":1342.23,"endTime":1343.27,"body":"thinking of scale."},{"speaker":"CHIP BACCIOCCO","startTime":1343.27,"endTime":1344.44,"body":"You know, you're"},{"speaker":"CHIP BACCIOCCO","startTime":1343.27,"endTime":1344.44,"body":"thinking of scale--"},{"speaker":"REID HOLZWORTH","startTime":1344.44,"endTime":1344.92,"body":"I'm"},{"speaker":"REID HOLZWORTH","startTime":1344.44,"endTime":1344.92,"body":"thinking of scale,"},{"speaker":"REID HOLZWORTH","startTime":1344.92,"endTime":1346.02,"body":"but that's how my brain works."},{"speaker":"CHIP BACCIOCCO","startTime":1346.02,"endTime":1347.728,"body":"And"},{"speaker":"CHIP BACCIOCCO","startTime":1346.02,"endTime":1347.728,"body":"you're thinking of it"},{"speaker":"CHIP BACCIOCCO","startTime":1347.728,"endTime":1350.17,"body":"as a math formula."},{"speaker":"CHIP BACCIOCCO","startTime":1350.17,"endTime":1352.96,"body":"And I remember actually another"},{"speaker":"CHIP BACCIOCCO","startTime":1350.17,"endTime":1352.96,"body":"thing I learned at some point"},{"speaker":"CHIP BACCIOCCO","startTime":1352.96,"endTime":1357.13,"body":"in my career was that sales"},{"speaker":"CHIP BACCIOCCO","startTime":1352.96,"endTime":1357.13,"body":"was not just an art form."},{"speaker":"CHIP BACCIOCCO","startTime":1357.13,"endTime":1359.89,"body":"I think when I was early on, I"},{"speaker":"CHIP BACCIOCCO","startTime":1357.13,"endTime":1359.89,"body":"thought sales is an art form."},{"speaker":"CHIP BACCIOCCO","startTime":1359.89,"endTime":1363.85,"body":"You just have to have the gift"},{"speaker":"CHIP BACCIOCCO","startTime":1359.89,"endTime":1363.85,"body":"of communication and persuasion"},{"speaker":"CHIP BACCIOCCO","startTime":1363.85,"endTime":1366.04,"body":"and then later on,"},{"speaker":"CHIP BACCIOCCO","startTime":1363.85,"endTime":1366.04,"body":"I'm like, no, no, no."},{"speaker":"CHIP BACCIOCCO","startTime":1366.04,"endTime":1366.85,"body":"It's actually math."},{"speaker":"CHIP BACCIOCCO","startTime":1366.85,"endTime":1369.1,"body":"It's just, you have to know"},{"speaker":"CHIP BACCIOCCO","startTime":1366.85,"endTime":1369.1,"body":"which conversations to get"},{"speaker":"CHIP BACCIOCCO","startTime":1369.1,"endTime":1371.44,"body":"yourself into, how frequently."},{"speaker":"CHIP BACCIOCCO","startTime":1371.44,"endTime":1374.2,"body":"Make enough of them Yeah"},{"speaker":"CHIP BACCIOCCO","startTime":1371.44,"endTime":1374.2,"body":"and let the math play out."},{"speaker":"REID HOLZWORTH","startTime":1374.2,"endTime":1376.3,"body":"The"},{"speaker":"REID HOLZWORTH","startTime":1374.2,"endTime":1376.3,"body":"reason why those guys had"},{"speaker":"REID HOLZWORTH","startTime":1376.3,"endTime":1381.52,"body":"a 60% plus conversion ratio,"},{"speaker":"REID HOLZWORTH","startTime":1376.3,"endTime":1381.52,"body":"or 56% conversion ratio"},{"speaker":"REID HOLZWORTH","startTime":1381.52,"endTime":1387.32,"body":"was because they brought in the"},{"speaker":"REID HOLZWORTH","startTime":1381.52,"endTime":1387.32,"body":"leads that fit them perfectly."},{"speaker":"REID HOLZWORTH","startTime":1387.32,"endTime":1389.71,"body":"They knew exactly what"},{"speaker":"REID HOLZWORTH","startTime":1387.32,"endTime":1389.71,"body":"they were good at,"},{"speaker":"REID HOLZWORTH","startTime":1389.71,"endTime":1394.09,"body":"where the sources were,"},{"speaker":"REID HOLZWORTH","startTime":1389.71,"endTime":1394.09,"body":"the scripts to put"},{"speaker":"REID HOLZWORTH","startTime":1394.09,"endTime":1395.65,"body":"on that, the whole nine."},{"speaker":"REID HOLZWORTH","startTime":1395.65,"endTime":1396.72,"body":"They had dialed it in."},{"speaker":"REID HOLZWORTH","startTime":1396.72,"endTime":1397.72,"body":"They didn't start there."},{"speaker":"REID HOLZWORTH","startTime":1397.72,"endTime":1400.22,"body":"They didn't wake up one day and"},{"speaker":"REID HOLZWORTH","startTime":1397.72,"endTime":1400.22,"body":"hey, we're the best at this."},{"speaker":"REID HOLZWORTH","startTime":1400.22,"endTime":1402.62,"body":"They started at crap"},{"speaker":"REID HOLZWORTH","startTime":1400.22,"endTime":1402.62,"body":"like everybody else."},{"speaker":"REID HOLZWORTH","startTime":1402.62,"endTime":1405.31,"body":"But then they use"},{"speaker":"REID HOLZWORTH","startTime":1402.62,"endTime":1405.31,"body":"technology to monitor"},{"speaker":"REID HOLZWORTH","startTime":1405.31,"endTime":1407.74,"body":"what the people were"},{"speaker":"REID HOLZWORTH","startTime":1405.31,"endTime":1407.74,"body":"doing and the data"},{"speaker":"REID HOLZWORTH","startTime":1407.74,"endTime":1409.72,"body":"to tell them and give"},{"speaker":"REID HOLZWORTH","startTime":1407.74,"endTime":1409.72,"body":"them insights about hey,"},{"speaker":"REID HOLZWORTH","startTime":1409.72,"endTime":1411.97,"body":"we should grab from over"},{"speaker":"REID HOLZWORTH","startTime":1409.72,"endTime":1411.97,"body":"here because, once again,"},{"speaker":"REID HOLZWORTH","startTime":1411.97,"endTime":1413.96,"body":"our conversion ratios"},{"speaker":"REID HOLZWORTH","startTime":1411.97,"endTime":1413.96,"body":"are better there."},{"speaker":"REID HOLZWORTH","startTime":1413.96,"endTime":1416.59,"body":"People don't even track"},{"speaker":"REID HOLZWORTH","startTime":1413.96,"endTime":1416.59,"body":"lead sources, man."},{"speaker":"REID HOLZWORTH","startTime":1416.59,"endTime":1418.09,"body":"Like that's the"},{"speaker":"REID HOLZWORTH","startTime":1416.59,"endTime":1418.09,"body":"simplest thing, just"},{"speaker":"REID HOLZWORTH","startTime":1418.09,"endTime":1419.44,"body":"start tracking lead sources."},{"speaker":"REID HOLZWORTH","startTime":1419.44,"endTime":1420.88,"body":"Where are our leads coming in?"},{"speaker":"REID HOLZWORTH","startTime":1420.88,"endTime":1423.28,"body":"Oh, hey, how did"},{"speaker":"REID HOLZWORTH","startTime":1420.88,"endTime":1423.28,"body":"you hear about us?"},{"speaker":"CHIP BACCIOCCO","startTime":1423.28,"endTime":1425.56,"body":"They have"},{"speaker":"CHIP BACCIOCCO","startTime":1423.28,"endTime":1425.56,"body":"to-- it is simple, but--"},{"speaker":"CHIP BACCIOCCO","startTime":1425.56,"endTime":1426.817,"body":"so that's an interesting one."},{"speaker":"CHIP BACCIOCCO","startTime":1426.817,"endTime":1427.9,"body":"How did you hear about us?"},{"speaker":"CHIP BACCIOCCO","startTime":1427.9,"endTime":1431.11,"body":"So a lot of times now, people"},{"speaker":"CHIP BACCIOCCO","startTime":1427.9,"endTime":1431.11,"body":"will just say, the internet."},{"speaker":"CHIP BACCIOCCO","startTime":1431.11,"endTime":1432.61,"body":"Well, that's not enough."},{"speaker":"CHIP BACCIOCCO","startTime":1432.61,"endTime":1433.912,"body":"Which path on the internet?"},{"speaker":"CHIP BACCIOCCO","startTime":1433.912,"endTime":1435.37,"body":"You got to kind of"},{"speaker":"CHIP BACCIOCCO","startTime":1433.912,"endTime":1435.37,"body":"figure out, well"},{"speaker":"CHIP BACCIOCCO","startTime":1435.37,"endTime":1437.87,"body":"did you did you end up"},{"speaker":"CHIP BACCIOCCO","startTime":1435.37,"endTime":1437.87,"body":"on our agency website?"},{"speaker":"CHIP BACCIOCCO","startTime":1437.87,"endTime":1439.69,"body":"Did you find up on"},{"speaker":"CHIP BACCIOCCO","startTime":1437.87,"endTime":1439.69,"body":"our Facebook page?"},{"speaker":"CHIP BACCIOCCO","startTime":1439.69,"endTime":1441.482,"body":"Did you find just"},{"speaker":"CHIP BACCIOCCO","startTime":1439.69,"endTime":1441.482,"body":"through TrustedChoice.com"},{"speaker":"CHIP BACCIOCCO","startTime":1441.482,"endTime":1444.58,"body":"Did some insurance-- maybe you"},{"speaker":"CHIP BACCIOCCO","startTime":1441.482,"endTime":1444.58,"body":"landed on an insurance company"},{"speaker":"CHIP BACCIOCCO","startTime":1444.58,"endTime":1447.91,"body":"page and they had an agent"},{"speaker":"CHIP BACCIOCCO","startTime":1444.58,"endTime":1447.91,"body":"locator and you came that way."},{"speaker":"CHIP BACCIOCCO","startTime":1447.91,"endTime":1450.98,"body":"So I know that's a lot"},{"speaker":"CHIP BACCIOCCO","startTime":1447.91,"endTime":1450.98,"body":"to torture people with,"},{"speaker":"CHIP BACCIOCCO","startTime":1450.98,"endTime":1452.883,"body":"but and maybe I'm"},{"speaker":"CHIP BACCIOCCO","startTime":1450.98,"endTime":1452.883,"body":"not even advising"},{"speaker":"CHIP BACCIOCCO","startTime":1452.883,"endTime":1455.3,"body":"that they do torture them when"},{"speaker":"CHIP BACCIOCCO","startTime":1452.883,"endTime":1455.3,"body":"they get them on the phone,"},{"speaker":"CHIP BACCIOCCO","startTime":1455.3,"endTime":1456.05,"body":"that bad."},{"speaker":"CHIP BACCIOCCO","startTime":1456.05,"endTime":1459.418,"body":"But try to find a little bit"},{"speaker":"CHIP BACCIOCCO","startTime":1456.05,"endTime":1459.418,"body":"out and try to find out again,"},{"speaker":"CHIP BACCIOCCO","startTime":1459.418,"endTime":1461.21,"body":"mathematically, where"},{"speaker":"CHIP BACCIOCCO","startTime":1459.418,"endTime":1461.21,"body":"are they coming from?"},{"speaker":"CHIP BACCIOCCO","startTime":1461.21,"endTime":1465.2,"body":"Because then you're right, you"},{"speaker":"CHIP BACCIOCCO","startTime":1461.21,"endTime":1465.2,"body":"can reinvest in those segments."},{"speaker":"CHIP BACCIOCCO","startTime":1465.2,"endTime":1468.56,"body":"The scalability, too"},{"speaker":"CHIP BACCIOCCO","startTime":1465.2,"endTime":1468.56,"body":"many agencies just"},{"speaker":"CHIP BACCIOCCO","startTime":1468.56,"endTime":1472.67,"body":"they kind of grew up thinking,"},{"speaker":"CHIP BACCIOCCO","startTime":1468.56,"endTime":1472.67,"body":"it is a good attitude to have,"},{"speaker":"CHIP BACCIOCCO","startTime":1472.67,"endTime":1474.59,"body":"that we're here to help people."},{"speaker":"CHIP BACCIOCCO","startTime":1474.59,"endTime":1475.67,"body":"So they start on service."},{"speaker":"CHIP BACCIOCCO","startTime":1475.67,"endTime":1478.44,"body":"And how many agencies have"},{"speaker":"CHIP BACCIOCCO","startTime":1475.67,"endTime":1478.44,"body":"you heard say, when they say,"},{"speaker":"CHIP BACCIOCCO","startTime":1478.44,"endTime":1479.48,"body":"what makes you special?"},{"speaker":"CHIP BACCIOCCO","startTime":1479.48,"endTime":1480.32,"body":"Service."},{"speaker":"CHIP BACCIOCCO","startTime":1480.32,"endTime":1481.64,"body":"We have the best service."},{"speaker":"CHIP BACCIOCCO","startTime":1481.64,"endTime":1483.62,"body":"They all have the best service."},{"speaker":"CHIP BACCIOCCO","startTime":1483.62,"endTime":1485.21,"body":"But it reflects"},{"speaker":"CHIP BACCIOCCO","startTime":1483.62,"endTime":1485.21,"body":"their own attitude"},{"speaker":"CHIP BACCIOCCO","startTime":1485.21,"endTime":1486.89,"body":"that they-- and it's"},{"speaker":"CHIP BACCIOCCO","startTime":1485.21,"endTime":1486.89,"body":"a good attitude,"},{"speaker":"CHIP BACCIOCCO","startTime":1486.89,"endTime":1487.85,"body":"that they're there to serve."},{"speaker":"CHIP BACCIOCCO","startTime":1487.85,"endTime":1488.35,"body":"Right."},{"speaker":"CHIP BACCIOCCO","startTime":1488.35,"endTime":1489.02,"body":"That's my job."},{"speaker":"CHIP BACCIOCCO","startTime":1489.02,"endTime":1490.44,"body":"I help people with insurance."},{"speaker":"CHIP BACCIOCCO","startTime":1490.44,"endTime":1493.107,"body":"But if that's all you ever think"},{"speaker":"CHIP BACCIOCCO","startTime":1490.44,"endTime":1493.107,"body":"about is just helping, helping,"},{"speaker":"CHIP BACCIOCCO","startTime":1493.107,"endTime":1496.25,"body":"helping, and you never think"},{"speaker":"CHIP BACCIOCCO","startTime":1493.107,"endTime":1496.25,"body":"about the math of your business"},{"speaker":"CHIP BACCIOCCO","startTime":1496.25,"endTime":1497.0,"body":"and how to scale."},{"speaker":"CHIP BACCIOCCO","startTime":1497.0,"endTime":1500.18,"body":"Like you said, you have"},{"speaker":"CHIP BACCIOCCO","startTime":1497.0,"endTime":1500.18,"body":"it down to like a formula."},{"speaker":"CHIP BACCIOCCO","startTime":1500.18,"endTime":1503.05,"body":"If I can do this and if I can"},{"speaker":"CHIP BACCIOCCO","startTime":1500.18,"endTime":1503.05,"body":"make a margin, all I have to do"},{"speaker":"CHIP BACCIOCCO","startTime":1503.05,"endTime":1504.05,"body":"is then just hit repeat."},{"speaker":"CHIP BACCIOCCO","startTime":1504.05,"endTime":1504.65,"body":"Hit repeat."},{"speaker":"CHIP BACCIOCCO","startTime":1504.65,"endTime":1505.19,"body":"Hit repeat."},{"speaker":"CHIP BACCIOCCO","startTime":1505.19,"endTime":1505.73,"body":"Hit repeat."},{"speaker":"REID HOLZWORTH","startTime":1505.73,"endTime":1507.0,"body":"And"},{"speaker":"REID HOLZWORTH","startTime":1505.73,"endTime":1507.0,"body":"easier said than done."},{"speaker":"REID HOLZWORTH","startTime":1507.0,"endTime":1508.88,"body":"You've got to have the right"},{"speaker":"REID HOLZWORTH","startTime":1507.0,"endTime":1508.88,"body":"people and all of that."},{"speaker":"REID HOLZWORTH","startTime":1508.88,"endTime":1510.338,"body":"But you start to"},{"speaker":"REID HOLZWORTH","startTime":1508.88,"endTime":1510.338,"body":"build that muscle."},{"speaker":"REID HOLZWORTH","startTime":1510.338,"endTime":1512.33,"body":"You know what to"},{"speaker":"REID HOLZWORTH","startTime":1510.338,"endTime":1512.33,"body":"look for over time."},{"speaker":"REID HOLZWORTH","startTime":1512.33,"endTime":1515.27,"body":"But it's actually"},{"speaker":"REID HOLZWORTH","startTime":1512.33,"endTime":1515.27,"body":"not that complicated."},{"speaker":"REID HOLZWORTH","startTime":1515.27,"endTime":1518.6,"body":"I think in our industry, it's"},{"speaker":"REID HOLZWORTH","startTime":1515.27,"endTime":1518.6,"body":"tough because like you said,"},{"speaker":"REID HOLZWORTH","startTime":1518.6,"endTime":1520.11,"body":"we're helpers."},{"speaker":"REID HOLZWORTH","startTime":1520.11,"endTime":1521.0,"body":"And we help people."},{"speaker":"REID HOLZWORTH","startTime":1521.0,"endTime":1523.22,"body":"And we really feel"},{"speaker":"REID HOLZWORTH","startTime":1521.0,"endTime":1523.22,"body":"for our customers."},{"speaker":"REID HOLZWORTH","startTime":1523.22,"endTime":1524.51,"body":"At least I do."},{"speaker":"REID HOLZWORTH","startTime":1524.51,"endTime":1528.03,"body":"But you have to remember we're"},{"speaker":"REID HOLZWORTH","startTime":1524.51,"endTime":1528.03,"body":"running a frickin' business"},{"speaker":"REID HOLZWORTH","startTime":1528.03,"endTime":1528.53,"body":"man."},{"speaker":"CHIP BACCIOCCO","startTime":1528.53,"endTime":1529.34,"body":"Yeah, we are."},{"speaker":"REID HOLZWORTH","startTime":1529.34,"endTime":1530.33,"body":"If"},{"speaker":"REID HOLZWORTH","startTime":1529.34,"endTime":1530.33,"body":"you're running a business"},{"speaker":"REID HOLZWORTH","startTime":1530.33,"endTime":1531.56,"body":"and what does a business do?"},{"speaker":"REID HOLZWORTH","startTime":1531.56,"endTime":1533.97,"body":"It drives revenue,"},{"speaker":"REID HOLZWORTH","startTime":1531.56,"endTime":1533.97,"body":"drives profit."},{"speaker":"REID HOLZWORTH","startTime":1533.97,"endTime":1534.47,"body":"Right."},{"speaker":"REID HOLZWORTH","startTime":1534.47,"endTime":1535.31,"body":"And what does that do?"},{"speaker":"REID HOLZWORTH","startTime":1535.31,"endTime":1536.81,"body":"And people, like"},{"speaker":"REID HOLZWORTH","startTime":1535.31,"endTime":1536.81,"body":"they're like scared"},{"speaker":"REID HOLZWORTH","startTime":1536.81,"endTime":1537.86,"body":"to talk about that stuff."},{"speaker":"REID HOLZWORTH","startTime":1537.86,"endTime":1538.46,"body":"No."},{"speaker":"REID HOLZWORTH","startTime":1538.46,"endTime":1540.638,"body":"That's how you"},{"speaker":"REID HOLZWORTH","startTime":1538.46,"endTime":1540.638,"body":"impact other people."},{"speaker":"REID HOLZWORTH","startTime":1540.638,"endTime":1542.93,"body":"Because if you're driving a"},{"speaker":"REID HOLZWORTH","startTime":1540.638,"endTime":1542.93,"body":"business that's profitable,"},{"speaker":"REID HOLZWORTH","startTime":1542.93,"endTime":1544.79,"body":"you can hire more people."},{"speaker":"REID HOLZWORTH","startTime":1544.79,"endTime":1546.65,"body":"And guess what, if"},{"speaker":"REID HOLZWORTH","startTime":1544.79,"endTime":1546.65,"body":"you're super profitable,"},{"speaker":"REID HOLZWORTH","startTime":1546.65,"endTime":1548.48,"body":"give the money away."},{"speaker":"REID HOLZWORTH","startTime":1548.48,"endTime":1549.08,"body":"Charity."},{"speaker":"REID HOLZWORTH","startTime":1549.08,"endTime":1549.8,"body":"Do things."},{"speaker":"REID HOLZWORTH","startTime":1549.8,"endTime":1551.24,"body":"Impact others."},{"speaker":"REID HOLZWORTH","startTime":1551.24,"endTime":1554.27,"body":"But hey, just by your business"},{"speaker":"REID HOLZWORTH","startTime":1551.24,"endTime":1554.27,"body":"making money and you spending"},{"speaker":"REID HOLZWORTH","startTime":1554.27,"endTime":1557.04,"body":"money on shit, that"},{"speaker":"REID HOLZWORTH","startTime":1554.27,"endTime":1557.04,"body":"drives the economy."},{"speaker":"REID HOLZWORTH","startTime":1557.04,"endTime":1557.84,"body":"It's good."},{"speaker":"REID HOLZWORTH","startTime":1557.84,"endTime":1559.19,"body":"So do that."},{"speaker":"REID HOLZWORTH","startTime":1559.19,"endTime":1560.6,"body":"And do that the best you can."},{"speaker":"REID HOLZWORTH","startTime":1560.6,"endTime":1563.96,"body":"But just by you saying, no,"},{"speaker":"REID HOLZWORTH","startTime":1560.6,"endTime":1563.96,"body":"I don't want to do that."},{"speaker":"REID HOLZWORTH","startTime":1563.96,"endTime":1566.61,"body":"Or I don't have time for that,"},{"speaker":"REID HOLZWORTH","startTime":1563.96,"endTime":1566.61,"body":"or this, that and the other,"},{"speaker":"REID HOLZWORTH","startTime":1566.61,"endTime":1567.11,"body":"OK."},{"speaker":"REID HOLZWORTH","startTime":1567.11,"endTime":1568.22,"body":"I get it."},{"speaker":"REID HOLZWORTH","startTime":1568.22,"endTime":1570.05,"body":"You want to sail"},{"speaker":"REID HOLZWORTH","startTime":1568.22,"endTime":1570.05,"body":"into retirement."},{"speaker":"REID HOLZWORTH","startTime":1570.05,"endTime":1570.59,"body":"Yeah."},{"speaker":"REID HOLZWORTH","startTime":1570.59,"endTime":1572.42,"body":"That's like Rich"},{"speaker":"REID HOLZWORTH","startTime":1570.59,"endTime":1572.42,"body":"Dad, Poor Dad shit."},{"speaker":"REID HOLZWORTH","startTime":1572.42,"endTime":1575.66,"body":"That's working in the"},{"speaker":"REID HOLZWORTH","startTime":1572.42,"endTime":1575.66,"body":"business, not on the business."},{"speaker":"REID HOLZWORTH","startTime":1575.66,"endTime":1576.535,"body":"Those are good books."},{"speaker":"REID HOLZWORTH","startTime":1576.535,"endTime":1577.827,"body":"When you're older, kinda funny."},{"speaker":"REID HOLZWORTH","startTime":1577.827,"endTime":1579.74,"body":"I heard you read that"},{"speaker":"REID HOLZWORTH","startTime":1577.827,"endTime":1579.74,"body":"shit back in the day."},{"speaker":"REID HOLZWORTH","startTime":1579.74,"endTime":1580.67,"body":"But it is."},{"speaker":"REID HOLZWORTH","startTime":1580.67,"endTime":1581.45,"body":"It is that, right."},{"speaker":"REID HOLZWORTH","startTime":1581.45,"endTime":1583.73,"body":"It's working in the business,"},{"speaker":"REID HOLZWORTH","startTime":1581.45,"endTime":1583.73,"body":"not on the business, you know."},{"speaker":"REID HOLZWORTH","startTime":1583.73,"endTime":1585.563,"body":"I have a friend, really"},{"speaker":"REID HOLZWORTH","startTime":1583.73,"endTime":1585.563,"body":"good friend of mine."},{"speaker":"REID HOLZWORTH","startTime":1585.563,"endTime":1589.173,"body":"He owns a motorcycle custom"},{"speaker":"REID HOLZWORTH","startTime":1585.563,"endTime":1589.173,"body":"shop here in Milwaukee."},{"speaker":"REID HOLZWORTH","startTime":1589.173,"endTime":1590.09,"body":"It's called Moto-fied."},{"speaker":"REID HOLZWORTH","startTime":1590.09,"endTime":1591.62,"body":"Awesome guys, good"},{"speaker":"REID HOLZWORTH","startTime":1590.09,"endTime":1591.62,"body":"friend of mine."},{"speaker":"REID HOLZWORTH","startTime":1591.62,"endTime":1594.29,"body":"And like I've helped"},{"speaker":"REID HOLZWORTH","startTime":1591.62,"endTime":1594.29,"body":"him with his business."},{"speaker":"REID HOLZWORTH","startTime":1594.29,"endTime":1596.36,"body":"And it's funny,"},{"speaker":"REID HOLZWORTH","startTime":1594.29,"endTime":1596.36,"body":"because he's an artist."},{"speaker":"REID HOLZWORTH","startTime":1596.36,"endTime":1599.27,"body":"The guy is a freakin' artist,"},{"speaker":"REID HOLZWORTH","startTime":1596.36,"endTime":1599.27,"body":"man, like he really is."},{"speaker":"REID HOLZWORTH","startTime":1599.27,"endTime":1601.182,"body":"But he has so much"},{"speaker":"REID HOLZWORTH","startTime":1599.27,"endTime":1601.182,"body":"customer, so much"},{"speaker":"REID HOLZWORTH","startTime":1601.182,"endTime":1603.14,"body":"work coming in all the"},{"speaker":"REID HOLZWORTH","startTime":1601.182,"endTime":1603.14,"body":"time he can't handle it."},{"speaker":"REID HOLZWORTH","startTime":1603.14,"endTime":1604.97,"body":"And it's simple stuff like that."},{"speaker":"REID HOLZWORTH","startTime":1604.97,"endTime":1607.7,"body":"It's like dude, you need"},{"speaker":"REID HOLZWORTH","startTime":1604.97,"endTime":1607.7,"body":"to step back and start"},{"speaker":"REID HOLZWORTH","startTime":1607.7,"endTime":1609.32,"body":"to look at what's profitable."},{"speaker":"REID HOLZWORTH","startTime":1609.32,"endTime":1612.02,"body":"I know you want to help"},{"speaker":"REID HOLZWORTH","startTime":1609.32,"endTime":1612.02,"body":"everybody, but you can't."},{"speaker":"REID HOLZWORTH","startTime":1612.02,"endTime":1614.75,"body":"Take a step back and start"},{"speaker":"REID HOLZWORTH","startTime":1612.02,"endTime":1614.75,"body":"to look at what's coming in."},{"speaker":"REID HOLZWORTH","startTime":1614.75,"endTime":1619.43,"body":"You can't do a tire"},{"speaker":"REID HOLZWORTH","startTime":1614.75,"endTime":1619.43,"body":"change for $20 anymore."},{"speaker":"REID HOLZWORTH","startTime":1619.43,"endTime":1622.97,"body":"Yep, like hey, my minimum ticket"},{"speaker":"REID HOLZWORTH","startTime":1619.43,"endTime":1622.97,"body":"is $250 because I'm so busy."},{"speaker":"REID HOLZWORTH","startTime":1622.97,"endTime":1623.84,"body":"You know, I'm sorry."},{"speaker":"REID HOLZWORTH","startTime":1623.84,"endTime":1627.08,"body":"I'll do tires and do all kinds"},{"speaker":"REID HOLZWORTH","startTime":1623.84,"endTime":1627.08,"body":"of other custom cool shit"},{"speaker":"REID HOLZWORTH","startTime":1627.08,"endTime":1627.86,"body":"if you want that."},{"speaker":"REID HOLZWORTH","startTime":1627.86,"endTime":1629.99,"body":"But it's like, it's"},{"speaker":"REID HOLZWORTH","startTime":1627.86,"endTime":1629.99,"body":"that kind of mindset."},{"speaker":"REID HOLZWORTH","startTime":1629.99,"endTime":1631.88,"body":"And it's so hard when"},{"speaker":"REID HOLZWORTH","startTime":1629.99,"endTime":1631.88,"body":"you're in the business,"},{"speaker":"REID HOLZWORTH","startTime":1631.88,"endTime":1634.58,"body":"you started it from nothing,"},{"speaker":"REID HOLZWORTH","startTime":1631.88,"endTime":1634.58,"body":"and you're just scrappy,"},{"speaker":"REID HOLZWORTH","startTime":1634.58,"endTime":1636.95,"body":"just grinding as an agent."},{"speaker":"REID HOLZWORTH","startTime":1636.95,"endTime":1639.89,"body":"And then you hire the"},{"speaker":"REID HOLZWORTH","startTime":1636.95,"endTime":1639.89,"body":"CSRs and now they're"},{"speaker":"REID HOLZWORTH","startTime":1639.89,"endTime":1640.79,"body":"helping you and this."},{"speaker":"REID HOLZWORTH","startTime":1640.79,"endTime":1643.98,"body":"And it's like, stepping"},{"speaker":"REID HOLZWORTH","startTime":1640.79,"endTime":1643.98,"body":"out of that and going,"},{"speaker":"REID HOLZWORTH","startTime":1643.98,"endTime":1645.68,"body":"what is going to"},{"speaker":"REID HOLZWORTH","startTime":1643.98,"endTime":1645.68,"body":"drive profitability?"},{"speaker":"CHIP BACCIOCCO","startTime":1645.68,"endTime":1648.2,"body":"So Pat"},{"speaker":"CHIP BACCIOCCO","startTime":1645.68,"endTime":1648.2,"body":"Gallagher had another thing"},{"speaker":"CHIP BACCIOCCO","startTime":1648.2,"endTime":1650.6,"body":"that he said and this"},{"speaker":"CHIP BACCIOCCO","startTime":1648.2,"endTime":1650.6,"body":"was one of those, again,"},{"speaker":"CHIP BACCIOCCO","startTime":1650.6,"endTime":1652.34,"body":"early career lessons,"},{"speaker":"CHIP BACCIOCCO","startTime":1650.6,"endTime":1652.34,"body":"that at the time,"},{"speaker":"CHIP BACCIOCCO","startTime":1652.34,"endTime":1654.26,"body":"I don't think I knew what the"},{"speaker":"CHIP BACCIOCCO","startTime":1652.34,"endTime":1654.26,"body":"hell he was talking about."},{"speaker":"CHIP BACCIOCCO","startTime":1654.26,"endTime":1655.94,"body":"But it has resonated"},{"speaker":"CHIP BACCIOCCO","startTime":1654.26,"endTime":1655.94,"body":"over the years."},{"speaker":"CHIP BACCIOCCO","startTime":1655.94,"endTime":1659.36,"body":"And he said, \"Nothing happens"},{"speaker":"CHIP BACCIOCCO","startTime":1655.94,"endTime":1659.36,"body":"until a sale is made.\""},{"speaker":"CHIP BACCIOCCO","startTime":1659.36,"endTime":1661.55,"body":"And I would go, I don't--"},{"speaker":"CHIP BACCIOCCO","startTime":1659.36,"endTime":1661.55,"body":"of course a lot happens."},{"speaker":"CHIP BACCIOCCO","startTime":1661.55,"endTime":1662.72,"body":"To me, that didn't"},{"speaker":"CHIP BACCIOCCO","startTime":1661.55,"endTime":1662.72,"body":"make any sense."},{"speaker":"CHIP BACCIOCCO","startTime":1662.72,"endTime":1665.03,"body":"What do you mean, nothing"},{"speaker":"CHIP BACCIOCCO","startTime":1662.72,"endTime":1665.03,"body":"happens until a sale is made."},{"speaker":"CHIP BACCIOCCO","startTime":1665.03,"endTime":1669.11,"body":"What he meant was if there's"},{"speaker":"CHIP BACCIOCCO","startTime":1665.03,"endTime":1669.11,"body":"not a sale at the end,"},{"speaker":"CHIP BACCIOCCO","startTime":1669.11,"endTime":1672.647,"body":"the sale was the goal,"},{"speaker":"CHIP BACCIOCCO","startTime":1669.11,"endTime":1672.647,"body":"that was the purpose."},{"speaker":"CHIP BACCIOCCO","startTime":1672.647,"endTime":1674.48,"body":"There's no reason to"},{"speaker":"CHIP BACCIOCCO","startTime":1672.647,"endTime":1674.48,"body":"put a whole lot of work"},{"speaker":"CHIP BACCIOCCO","startTime":1674.48,"endTime":1677.18,"body":"into an account in terms of"},{"speaker":"CHIP BACCIOCCO","startTime":1674.48,"endTime":1677.18,"body":"how are we going to service it."},{"speaker":"CHIP BACCIOCCO","startTime":1677.18,"endTime":1679.79,"body":"Don't get all focused"},{"speaker":"CHIP BACCIOCCO","startTime":1677.18,"endTime":1679.79,"body":"on servicing accounts."},{"speaker":"CHIP BACCIOCCO","startTime":1679.79,"endTime":1682.43,"body":"Figure out how we're"},{"speaker":"CHIP BACCIOCCO","startTime":1679.79,"endTime":1682.43,"body":"going to win a client."},{"speaker":"CHIP BACCIOCCO","startTime":1682.43,"endTime":1684.47,"body":"After we've won a"},{"speaker":"CHIP BACCIOCCO","startTime":1682.43,"endTime":1684.47,"body":"client, then we'll"},{"speaker":"CHIP BACCIOCCO","startTime":1684.47,"endTime":1685.885,"body":"help the hell out of them."},{"speaker":"CHIP BACCIOCCO","startTime":1685.885,"endTime":1687.26,"body":"But make sure"},{"speaker":"CHIP BACCIOCCO","startTime":1685.885,"endTime":1687.26,"body":"we've won a client."},{"speaker":"CHIP BACCIOCCO","startTime":1687.26,"endTime":1688.91,"body":"And I think this is"},{"speaker":"CHIP BACCIOCCO","startTime":1687.26,"endTime":1688.91,"body":"also lends itself"},{"speaker":"CHIP BACCIOCCO","startTime":1688.91,"endTime":1690.83,"body":"a little bit to the"},{"speaker":"CHIP BACCIOCCO","startTime":1688.91,"endTime":1690.83,"body":"insurtech space."},{"speaker":"CHIP BACCIOCCO","startTime":1690.83,"endTime":1693.77,"body":"Because if I do have some advice"},{"speaker":"CHIP BACCIOCCO","startTime":1690.83,"endTime":1693.77,"body":"for our insurtech friends,"},{"speaker":"CHIP BACCIOCCO","startTime":1693.77,"endTime":1696.35,"body":"it's-- and whenever you're"},{"speaker":"CHIP BACCIOCCO","startTime":1693.77,"endTime":1696.35,"body":"about to build technology,"},{"speaker":"CHIP BACCIOCCO","startTime":1696.35,"endTime":1699.62,"body":"so in the technology business,"},{"speaker":"CHIP BACCIOCCO","startTime":1696.35,"endTime":1699.62,"body":"we have all this fixed costs"},{"speaker":"CHIP BACCIOCCO","startTime":1699.62,"endTime":1701.86,"body":"that we have to put"},{"speaker":"CHIP BACCIOCCO","startTime":1699.62,"endTime":1701.86,"body":"into every damn product."},{"speaker":"CHIP BACCIOCCO","startTime":1701.86,"endTime":1703.61,"body":"And so we're going to"},{"speaker":"CHIP BACCIOCCO","startTime":1701.86,"endTime":1703.61,"body":"build this platform."},{"speaker":"CHIP BACCIOCCO","startTime":1703.61,"endTime":1704.36,"body":"We're going to build this."},{"speaker":"CHIP BACCIOCCO","startTime":1704.36,"endTime":1705.89,"body":"We're going to"},{"speaker":"CHIP BACCIOCCO","startTime":1704.36,"endTime":1705.89,"body":"write all this code."},{"speaker":"CHIP BACCIOCCO","startTime":1705.89,"endTime":1710.36,"body":"And I've often had some pushback"},{"speaker":"CHIP BACCIOCCO","startTime":1705.89,"endTime":1710.36,"body":"from people that work for me"},{"speaker":"CHIP BACCIOCCO","startTime":1710.36,"endTime":1713.653,"body":"or that I've worked with"},{"speaker":"CHIP BACCIOCCO","startTime":1710.36,"endTime":1713.653,"body":"and I've even been guilty"},{"speaker":"CHIP BACCIOCCO","startTime":1713.653,"endTime":1715.32,"body":"earlier in my career"},{"speaker":"CHIP BACCIOCCO","startTime":1713.653,"endTime":1715.32,"body":"saying, well, we're"},{"speaker":"CHIP BACCIOCCO","startTime":1715.32,"endTime":1716.57,"body":"going to build this product."},{"speaker":"CHIP BACCIOCCO","startTime":1716.57,"endTime":1718.25,"body":"And then we're going to sell it."},{"speaker":"CHIP BACCIOCCO","startTime":1718.25,"endTime":1721.61,"body":"And I think over as I've gotten"},{"speaker":"CHIP BACCIOCCO","startTime":1718.25,"endTime":1721.61,"body":"older, I go, no, no, no, no,"},{"speaker":"CHIP BACCIOCCO","startTime":1721.61,"endTime":1722.33,"body":"no."},{"speaker":"CHIP BACCIOCCO","startTime":1722.33,"endTime":1724.58,"body":"Let's sell it first."},{"speaker":"CHIP BACCIOCCO","startTime":1724.58,"endTime":1727.61,"body":"Meaning, let's find out that"},{"speaker":"CHIP BACCIOCCO","startTime":1724.58,"endTime":1727.61,"body":"we have a paying customer that"},{"speaker":"CHIP BACCIOCCO","startTime":1727.61,"endTime":1728.87,"body":"wants to buy this."},{"speaker":"CHIP BACCIOCCO","startTime":1728.87,"endTime":1731.69,"body":"Let's make sure that's"},{"speaker":"CHIP BACCIOCCO","startTime":1728.87,"endTime":1731.69,"body":"absolutely solid."},{"speaker":"CHIP BACCIOCCO","startTime":1731.69,"endTime":1735.18,"body":"If possible, we can even get"},{"speaker":"CHIP BACCIOCCO","startTime":1731.69,"endTime":1735.18,"body":"a check, which by the way,"},{"speaker":"CHIP BACCIOCCO","startTime":1735.18,"endTime":1736.49,"body":"that's what Henry Ford did."},{"speaker":"CHIP BACCIOCCO","startTime":1736.49,"endTime":1739.4,"body":"He actually sold his cars"},{"speaker":"CHIP BACCIOCCO","startTime":1736.49,"endTime":1739.4,"body":"before he ever built them"},{"speaker":"CHIP BACCIOCCO","startTime":1739.4,"endTime":1741.03,"body":"because he sold them to dealers."},{"speaker":"CHIP BACCIOCCO","startTime":1741.03,"endTime":1743.03,"body":"He would go out to dealers"},{"speaker":"CHIP BACCIOCCO","startTime":1741.03,"endTime":1743.03,"body":"all over the Midwest."},{"speaker":"CHIP BACCIOCCO","startTime":1743.03,"endTime":1744.447,"body":"He started there"},{"speaker":"CHIP BACCIOCCO","startTime":1743.03,"endTime":1744.447,"body":"and he said, hey,"},{"speaker":"CHIP BACCIOCCO","startTime":1744.447,"endTime":1747.32,"body":"I'm going to I'm going to"},{"speaker":"CHIP BACCIOCCO","startTime":1744.447,"endTime":1747.32,"body":"send you 20 cars next spring."},{"speaker":"CHIP BACCIOCCO","startTime":1747.32,"endTime":1748.82,"body":"Here's what it's"},{"speaker":"CHIP BACCIOCCO","startTime":1747.32,"endTime":1748.82,"body":"going to look like."},{"speaker":"CHIP BACCIOCCO","startTime":1748.82,"endTime":1750.18,"body":"I need a check."},{"speaker":"CHIP BACCIOCCO","startTime":1750.18,"endTime":1752.39,"body":"So you'll be the first"},{"speaker":"CHIP BACCIOCCO","startTime":1750.18,"endTime":1752.39,"body":"dealer in town to get them."},{"speaker":"CHIP BACCIOCCO","startTime":1752.39,"endTime":1754.222,"body":"OK, here's a check Mr Ford."},{"speaker":"CHIP BACCIOCCO","startTime":1754.222,"endTime":1756.68,"body":"And he would use that check to"},{"speaker":"CHIP BACCIOCCO","startTime":1754.222,"endTime":1756.68,"body":"go finance actually building"},{"speaker":"CHIP BACCIOCCO","startTime":1756.68,"endTime":1757.18,"body":"the cars."},{"speaker":"CHIP BACCIOCCO","startTime":1757.18,"endTime":1758.19,"body":"They didn't exist."},{"speaker":"CHIP BACCIOCCO","startTime":1758.19,"endTime":1760.46,"body":"And some degrees, we"},{"speaker":"CHIP BACCIOCCO","startTime":1758.19,"endTime":1760.46,"body":"have to do that too."},{"speaker":"CHIP BACCIOCCO","startTime":1760.46,"endTime":1763.94,"body":"If I was today going"},{"speaker":"CHIP BACCIOCCO","startTime":1760.46,"endTime":1763.94,"body":"to start another brand"},{"speaker":"CHIP BACCIOCCO","startTime":1763.94,"endTime":1766.49,"body":"new insurtech company,"},{"speaker":"CHIP BACCIOCCO","startTime":1763.94,"endTime":1766.49,"body":"and you've done a couple."},{"speaker":"CHIP BACCIOCCO","startTime":1766.49,"endTime":1769.64,"body":"You want to know for sure, not"},{"speaker":"CHIP BACCIOCCO","startTime":1766.49,"endTime":1769.64,"body":"just, I feel it in my bones."},{"speaker":"CHIP BACCIOCCO","startTime":1769.64,"endTime":1771.14,"body":"This is going to"},{"speaker":"CHIP BACCIOCCO","startTime":1769.64,"endTime":1771.14,"body":"be a great product."},{"speaker":"CHIP BACCIOCCO","startTime":1771.14,"endTime":1772.1,"body":"And agents are going to want it."},{"speaker":"CHIP BACCIOCCO","startTime":1772.1,"endTime":1773.81,"body":"Insurance companies"},{"speaker":"CHIP BACCIOCCO","startTime":1772.1,"endTime":1773.81,"body":"to love it, right."},{"speaker":"CHIP BACCIOCCO","startTime":1773.81,"endTime":1775.67,"body":"OK, that's great."},{"speaker":"CHIP BACCIOCCO","startTime":1775.67,"endTime":1777.56,"body":"It's good to have"},{"speaker":"CHIP BACCIOCCO","startTime":1775.67,"endTime":1777.56,"body":"that in your bones."},{"speaker":"CHIP BACCIOCCO","startTime":1777.56,"endTime":1780.905,"body":"But it's a lot better to have,"},{"speaker":"CHIP BACCIOCCO","startTime":1777.56,"endTime":1780.905,"body":"this company is going to buy it"},{"speaker":"CHIP BACCIOCCO","startTime":1780.905,"endTime":1782.03,"body":"and they're going to pay x."},{"speaker":"CHIP BACCIOCCO","startTime":1782.03,"endTime":1783.405,"body":"And this company"},{"speaker":"CHIP BACCIOCCO","startTime":1782.03,"endTime":1783.405,"body":"is going to buy,"},{"speaker":"CHIP BACCIOCCO","startTime":1783.405,"endTime":1787.1,"body":"and I've got letters of intent"},{"speaker":"CHIP BACCIOCCO","startTime":1783.405,"endTime":1787.1,"body":"or handshakes or something,"},{"speaker":"CHIP BACCIOCCO","startTime":1787.1,"endTime":1789.66,"body":"to know that you have"},{"speaker":"CHIP BACCIOCCO","startTime":1787.1,"endTime":1789.66,"body":"customers lined up."},{"speaker":"CHIP BACCIOCCO","startTime":1789.66,"endTime":1791.99,"body":"Then as soon as you do,"},{"speaker":"CHIP BACCIOCCO","startTime":1789.66,"endTime":1791.99,"body":"then go back and build it."},{"speaker":"REID HOLZWORTH","startTime":1791.99,"endTime":1793.85,"body":"The other thing"},{"speaker":"REID HOLZWORTH","startTime":1791.99,"endTime":1793.85,"body":"too, I talked to so many guys"},{"speaker":"REID HOLZWORTH","startTime":1793.85,"endTime":1795.86,"body":"in the industry startups,"},{"speaker":"REID HOLZWORTH","startTime":1793.85,"endTime":1795.86,"body":"and they're like,"},{"speaker":"REID HOLZWORTH","startTime":1795.86,"endTime":1799.49,"body":"I have this big blah,"},{"speaker":"REID HOLZWORTH","startTime":1795.86,"endTime":1799.49,"body":"blah, blah, all this stuff."},{"speaker":"REID HOLZWORTH","startTime":1799.49,"endTime":1800.54,"body":"And that's great."},{"speaker":"REID HOLZWORTH","startTime":1800.54,"endTime":1803.13,"body":"Get somebody to buy"},{"speaker":"REID HOLZWORTH","startTime":1800.54,"endTime":1803.13,"body":"it like you said."},{"speaker":"REID HOLZWORTH","startTime":1803.13,"endTime":1804.538,"body":"That is a big leap."},{"speaker":"CHIP BACCIOCCO","startTime":1804.538,"endTime":1805.58,"body":"Big leap."},{"speaker":"REID HOLZWORTH","startTime":1805.58,"endTime":1806.27,"body":"Big leap."},{"speaker":"CHIP BACCIOCCO","startTime":1806.27,"endTime":1807.47,"body":"So you"},{"speaker":"CHIP BACCIOCCO","startTime":1806.27,"endTime":1807.47,"body":"might as well do it first."},{"speaker":"REID HOLZWORTH","startTime":1807.47,"endTime":1808.88,"body":"Yeah, you know."},{"speaker":"REID HOLZWORTH","startTime":1808.88,"endTime":1810.278,"body":"I mean, get them to buy it."},{"speaker":"REID HOLZWORTH","startTime":1810.278,"endTime":1811.82,"body":"And then it's funny,"},{"speaker":"REID HOLZWORTH","startTime":1810.278,"endTime":1811.82,"body":"because then you"},{"speaker":"REID HOLZWORTH","startTime":1811.82,"endTime":1813.17,"body":"get these guys that are smart."},{"speaker":"REID HOLZWORTH","startTime":1813.17,"endTime":1814.962,"body":"Like I've talked to a"},{"speaker":"REID HOLZWORTH","startTime":1813.17,"endTime":1814.962,"body":"few of them recently."},{"speaker":"REID HOLZWORTH","startTime":1814.962,"endTime":1816.8,"body":"And they're like,"},{"speaker":"REID HOLZWORTH","startTime":1814.962,"endTime":1816.8,"body":"I have all these--"},{"speaker":"REID HOLZWORTH","startTime":1816.8,"endTime":1818.81,"body":"they are ready to"},{"speaker":"REID HOLZWORTH","startTime":1816.8,"endTime":1818.81,"body":"buy this thing."},{"speaker":"REID HOLZWORTH","startTime":1818.81,"endTime":1820.34,"body":"Like you said,"},{"speaker":"REID HOLZWORTH","startTime":1818.81,"endTime":1820.34,"body":"letters of intent."},{"speaker":"REID HOLZWORTH","startTime":1820.34,"endTime":1823.768,"body":"Like some of them have even"},{"speaker":"REID HOLZWORTH","startTime":1820.34,"endTime":1823.768,"body":"funded me and helped me"},{"speaker":"REID HOLZWORTH","startTime":1823.768,"endTime":1825.56,"body":"like they really believe"},{"speaker":"REID HOLZWORTH","startTime":1823.768,"endTime":1825.56,"body":"in what I'm doing."},{"speaker":"REID HOLZWORTH","startTime":1825.56,"endTime":1826.88,"body":"That's something."},{"speaker":"REID HOLZWORTH","startTime":1826.88,"endTime":1829.07,"body":"That's something,"},{"speaker":"REID HOLZWORTH","startTime":1826.88,"endTime":1829.07,"body":"because you're so right."},{"speaker":"REID HOLZWORTH","startTime":1829.07,"endTime":1832.65,"body":"And it's funny because so"},{"speaker":"REID HOLZWORTH","startTime":1829.07,"endTime":1832.65,"body":"many companies in technology,"},{"speaker":"REID HOLZWORTH","startTime":1832.65,"endTime":1835.16,"body":"not even in our industry, but"},{"speaker":"REID HOLZWORTH","startTime":1832.65,"endTime":1835.16,"body":"just technology in general,"},{"speaker":"REID HOLZWORTH","startTime":1835.16,"endTime":1836.6,"body":"they go out, they"},{"speaker":"REID HOLZWORTH","startTime":1835.16,"endTime":1836.6,"body":"build this thing"},{"speaker":"REID HOLZWORTH","startTime":1836.6,"endTime":1838.725,"body":"and it never takes off,"},{"speaker":"REID HOLZWORTH","startTime":1836.6,"endTime":1838.725,"body":"because they never sell it."},{"speaker":"CHIP BACCIOCCO","startTime":1838.725,"endTime":1840.183,"body":"They never sell it."},{"speaker":"CHIP BACCIOCCO","startTime":1840.183,"endTime":1842.0,"body":"So let's give credit"},{"speaker":"CHIP BACCIOCCO","startTime":1840.183,"endTime":1842.0,"body":"to Pat Gallagher."},{"speaker":"CHIP BACCIOCCO","startTime":1842.0,"endTime":1844.083,"body":"I'll give you the quote"},{"speaker":"CHIP BACCIOCCO","startTime":1842.0,"endTime":1844.083,"body":"again, \"Nothing happens.\""},{"speaker":"CHIP BACCIOCCO","startTime":1844.083,"endTime":1845.75,"body":"He said it this way,"},{"speaker":"CHIP BACCIOCCO","startTime":1844.083,"endTime":1845.75,"body":"and it confused me."},{"speaker":"CHIP BACCIOCCO","startTime":1845.75,"endTime":1848.18,"body":"\"Nothing happens"},{"speaker":"CHIP BACCIOCCO","startTime":1845.75,"endTime":1848.18,"body":"until a sale is made.\""},{"speaker":"CHIP BACCIOCCO","startTime":1848.18,"endTime":1849.29,"body":"And that's what he meant."},{"speaker":"CHIP BACCIOCCO","startTime":1849.29,"endTime":1851.24,"body":"The rest, don't build anything."},{"speaker":"CHIP BACCIOCCO","startTime":1851.24,"endTime":1853.07,"body":"Sell it first."},{"speaker":"CHIP BACCIOCCO","startTime":1853.07,"endTime":1855.23,"body":"Then invest your world,"},{"speaker":"CHIP BACCIOCCO","startTime":1853.07,"endTime":1855.23,"body":"invest your life in it."},{"speaker":"CHIP BACCIOCCO","startTime":1855.23,"endTime":1856.62,"body":"Pour yourself into it."},{"speaker":"CHIP BACCIOCCO","startTime":1856.62,"endTime":1858.53,"body":"But don't just pour"},{"speaker":"CHIP BACCIOCCO","startTime":1856.62,"endTime":1858.53,"body":"yourself into something"},{"speaker":"CHIP BACCIOCCO","startTime":1858.53,"endTime":1859.55,"body":"and have no customer."},{"speaker":"REID HOLZWORTH","startTime":1859.55,"endTime":1861.133,"body":"That's every business,"},{"speaker":"REID HOLZWORTH","startTime":1861.133,"endTime":1864.08,"body":"and it's as a small business."},{"speaker":"REID HOLZWORTH","startTime":1864.08,"endTime":1866.43,"body":"And I've talked"},{"speaker":"REID HOLZWORTH","startTime":1864.08,"endTime":1866.43,"body":"about this before."},{"speaker":"REID HOLZWORTH","startTime":1866.43,"endTime":1868.4,"body":"They call it like the"},{"speaker":"REID HOLZWORTH","startTime":1866.43,"endTime":1868.4,"body":"entrepreneurial stage"},{"speaker":"REID HOLZWORTH","startTime":1868.4,"endTime":1870.26,"body":"where everybody"},{"speaker":"REID HOLZWORTH","startTime":1868.4,"endTime":1870.26,"body":"like, they love it."},{"speaker":"REID HOLZWORTH","startTime":1870.26,"endTime":1871.07,"body":"And it is fun."},{"speaker":"REID HOLZWORTH","startTime":1871.07,"endTime":1872.21,"body":"I can pick my logo."},{"speaker":"REID HOLZWORTH","startTime":1872.21,"endTime":1872.873,"body":"And I do this."},{"speaker":"REID HOLZWORTH","startTime":1872.873,"endTime":1874.79,"body":"And I spend all this"},{"speaker":"REID HOLZWORTH","startTime":1872.873,"endTime":1874.79,"body":"time building the systems"},{"speaker":"REID HOLZWORTH","startTime":1874.79,"endTime":1876.93,"body":"and doing this and blah,"},{"speaker":"REID HOLZWORTH","startTime":1874.79,"endTime":1876.93,"body":"blah, blah, blah, blah."},{"speaker":"REID HOLZWORTH","startTime":1876.93,"endTime":1879.2,"body":"You know, I've worked at"},{"speaker":"REID HOLZWORTH","startTime":1876.93,"endTime":1879.2,"body":"those guys in the past."},{"speaker":"REID HOLZWORTH","startTime":1879.2,"endTime":1882.74,"body":"And I'm like, we wouldn't"},{"speaker":"REID HOLZWORTH","startTime":1879.2,"endTime":1882.74,"body":"sell them, our system."},{"speaker":"REID HOLZWORTH","startTime":1882.74,"endTime":1885.023,"body":"I'd be like sorry, dude,"},{"speaker":"REID HOLZWORTH","startTime":1882.74,"endTime":1885.023,"body":"can't sell it to you."},{"speaker":"REID HOLZWORTH","startTime":1885.023,"endTime":1886.19,"body":"He's like, what do you mean?"},{"speaker":"REID HOLZWORTH","startTime":1886.19,"endTime":1887.66,"body":"I'm like just not"},{"speaker":"REID HOLZWORTH","startTime":1886.19,"endTime":1887.66,"body":"going to do it."},{"speaker":"REID HOLZWORTH","startTime":1887.66,"endTime":1890.21,"body":"Right now you need to go out"},{"speaker":"REID HOLZWORTH","startTime":1887.66,"endTime":1890.21,"body":"and close some frickin' deals."},{"speaker":"REID HOLZWORTH","startTime":1890.21,"endTime":1892.55,"body":"You know, but go"},{"speaker":"REID HOLZWORTH","startTime":1890.21,"endTime":1892.55,"body":"close some deals."},{"speaker":"REID HOLZWORTH","startTime":1892.55,"endTime":1895.1,"body":"Here's the reality,"},{"speaker":"REID HOLZWORTH","startTime":1892.55,"endTime":1895.1,"body":"selfishly you know,"},{"speaker":"REID HOLZWORTH","startTime":1895.1,"endTime":1897.8,"body":"what happens there is we spend"},{"speaker":"REID HOLZWORTH","startTime":1895.1,"endTime":1897.8,"body":"a ton of time with these guys"},{"speaker":"REID HOLZWORTH","startTime":1897.8,"endTime":1899.818,"body":"and they go belly up in a year."},{"speaker":"REID HOLZWORTH","startTime":1899.818,"endTime":1900.86,"body":"And it just doesn't work."},{"speaker":"REID HOLZWORTH","startTime":1900.86,"endTime":1903.35,"body":"You know what's funny"},{"speaker":"REID HOLZWORTH","startTime":1900.86,"endTime":1903.35,"body":"is many years ago I"},{"speaker":"REID HOLZWORTH","startTime":1903.35,"endTime":1907.76,"body":"was looking at HubSpot actually"},{"speaker":"REID HOLZWORTH","startTime":1903.35,"endTime":1907.76,"body":"for marketing automation."},{"speaker":"REID HOLZWORTH","startTime":1907.76,"endTime":1910.85,"body":"And I remember the sales"},{"speaker":"REID HOLZWORTH","startTime":1907.76,"endTime":1910.85,"body":"guy, I was like, I always"},{"speaker":"REID HOLZWORTH","startTime":1910.85,"endTime":1912.41,"body":"mess with sales guys."},{"speaker":"REID HOLZWORTH","startTime":1912.41,"endTime":1914.01,"body":"I always like try"},{"speaker":"REID HOLZWORTH","startTime":1912.41,"endTime":1914.01,"body":"to dig in like,"},{"speaker":"REID HOLZWORTH","startTime":1914.01,"endTime":1915.135,"body":"why are you asking me that?"},{"speaker":"REID HOLZWORTH","startTime":1915.135,"endTime":1917.39,"body":"Why is that, the"},{"speaker":"REID HOLZWORTH","startTime":1915.135,"endTime":1917.39,"body":"mechanics of it all."},{"speaker":"REID HOLZWORTH","startTime":1917.39,"endTime":1920.69,"body":"And he said, we won't"},{"speaker":"REID HOLZWORTH","startTime":1917.39,"endTime":1920.69,"body":"sell this to you"},{"speaker":"REID HOLZWORTH","startTime":1920.69,"endTime":1923.09,"body":"unless you have a"},{"speaker":"REID HOLZWORTH","startTime":1920.69,"endTime":1923.09,"body":"dedicated admin."},{"speaker":"REID HOLZWORTH","startTime":1923.09,"endTime":1924.53,"body":"And I'm like, really?"},{"speaker":"REID HOLZWORTH","startTime":1924.53,"endTime":1926.42,"body":"You're not going to"},{"speaker":"REID HOLZWORTH","startTime":1924.53,"endTime":1926.42,"body":"sell me this shit."},{"speaker":"REID HOLZWORTH","startTime":1926.42,"endTime":1929.45,"body":"And he's like, he's like, nah,"},{"speaker":"REID HOLZWORTH","startTime":1926.42,"endTime":1929.45,"body":"we won't do it, can't do it."},{"speaker":"REID HOLZWORTH","startTime":1929.45,"endTime":1930.56,"body":"And I'm like why?"},{"speaker":"REID HOLZWORTH","startTime":1930.56,"endTime":1932.75,"body":"I'm like, why is that,"},{"speaker":"REID HOLZWORTH","startTime":1930.56,"endTime":1932.75,"body":"like give me the real deal?"},{"speaker":"REID HOLZWORTH","startTime":1932.75,"endTime":1935.27,"body":"And he said, well, because"},{"speaker":"REID HOLZWORTH","startTime":1932.75,"endTime":1935.27,"body":"first and foremost, I"},{"speaker":"REID HOLZWORTH","startTime":1935.27,"endTime":1936.92,"body":"get comped on here too."},{"speaker":"REID HOLZWORTH","startTime":1936.92,"endTime":1940.26,"body":"And you know, and if you're"},{"speaker":"REID HOLZWORTH","startTime":1936.92,"endTime":1940.26,"body":"not going to stick around,"},{"speaker":"REID HOLZWORTH","startTime":1940.26,"endTime":1940.76,"body":"you know."},{"speaker":"REID HOLZWORTH","startTime":1940.76,"endTime":1942.927,"body":"And he's like, if you don't"},{"speaker":"REID HOLZWORTH","startTime":1940.76,"endTime":1942.927,"body":"have a dedicated person,"},{"speaker":"REID HOLZWORTH","startTime":1942.927,"endTime":1945.95,"body":"because we found this"},{"speaker":"REID HOLZWORTH","startTime":1942.927,"endTime":1945.95,"body":"thing, it's ugly, it's hard,"},{"speaker":"REID HOLZWORTH","startTime":1945.95,"endTime":1947.45,"body":"it's a lot to do."},{"speaker":"REID HOLZWORTH","startTime":1947.45,"endTime":1949.35,"body":"And a lot of people"},{"speaker":"REID HOLZWORTH","startTime":1947.45,"endTime":1949.35,"body":"just want to buy it."},{"speaker":"REID HOLZWORTH","startTime":1949.35,"endTime":1950.03,"body":"And they have the thing."},{"speaker":"REID HOLZWORTH","startTime":1950.03,"endTime":1951.14,"body":"And they tell everybody"},{"speaker":"REID HOLZWORTH","startTime":1950.03,"endTime":1951.14,"body":"they have the thing,"},{"speaker":"REID HOLZWORTH","startTime":1951.14,"endTime":1952.88,"body":"but they never actually"},{"speaker":"REID HOLZWORTH","startTime":1951.14,"endTime":1952.88,"body":"implement it and use it."},{"speaker":"REID HOLZWORTH","startTime":1952.88,"endTime":1955.338,"body":"And then two years from now,"},{"speaker":"REID HOLZWORTH","startTime":1952.88,"endTime":1955.338,"body":"I don't get paid my commission"},{"speaker":"REID HOLZWORTH","startTime":1955.338,"endTime":1956.296,"body":"but I want to get paid."},{"speaker":"REID HOLZWORTH","startTime":1956.296,"endTime":1957.838,"body":"You know, so he's"},{"speaker":"REID HOLZWORTH","startTime":1956.296,"endTime":1957.838,"body":"like, I'm not going"},{"speaker":"REID HOLZWORTH","startTime":1957.838,"endTime":1960.02,"body":"to sell it to you until"},{"speaker":"REID HOLZWORTH","startTime":1957.838,"endTime":1960.02,"body":"you have a dedicated admin."},{"speaker":"REID HOLZWORTH","startTime":1960.02,"endTime":1963.26,"body":"And that's so true"},{"speaker":"REID HOLZWORTH","startTime":1960.02,"endTime":1963.26,"body":"in technology."},{"speaker":"REID HOLZWORTH","startTime":1963.26,"endTime":1965.39,"body":"And so that's part of"},{"speaker":"REID HOLZWORTH","startTime":1963.26,"endTime":1965.39,"body":"it is a lot of people"},{"speaker":"REID HOLZWORTH","startTime":1965.39,"endTime":1968.87,"body":"get caught up in building"},{"speaker":"REID HOLZWORTH","startTime":1965.39,"endTime":1968.87,"body":"the best, nicest thing."},{"speaker":"REID HOLZWORTH","startTime":1968.87,"endTime":1971.93,"body":"It's like building the"},{"speaker":"REID HOLZWORTH","startTime":1968.87,"endTime":1971.93,"body":"most awesome race car"},{"speaker":"REID HOLZWORTH","startTime":1971.93,"endTime":1974.3,"body":"and putting tons"},{"speaker":"REID HOLZWORTH","startTime":1971.93,"endTime":1974.3,"body":"of money into it"},{"speaker":"REID HOLZWORTH","startTime":1974.3,"endTime":1976.73,"body":"and never learning how to drive."},{"speaker":"REID HOLZWORTH","startTime":1976.73,"endTime":1982.52,"body":"I crush guys with expensive cars"},{"speaker":"REID HOLZWORTH","startTime":1976.73,"endTime":1982.52,"body":"in these old cars, crush them,"},{"speaker":"REID HOLZWORTH","startTime":1982.52,"endTime":1984.07,"body":"because they don't"},{"speaker":"REID HOLZWORTH","startTime":1982.52,"endTime":1984.07,"body":"know how to drive."},{"speaker":"CHIP BACCIOCCO","startTime":1984.07,"endTime":1984.62,"body":"They"},{"speaker":"CHIP BACCIOCCO","startTime":1984.07,"endTime":1984.62,"body":"don't know how to drive."},{"speaker":"REID HOLZWORTH","startTime":1984.62,"endTime":1986.96,"body":"I raced"},{"speaker":"REID HOLZWORTH","startTime":1984.62,"endTime":1986.96,"body":"a fricking McLaren"},{"speaker":"REID HOLZWORTH","startTime":1986.96,"endTime":1990.95,"body":"not that long ago in"},{"speaker":"REID HOLZWORTH","startTime":1986.96,"endTime":1990.95,"body":"my GT350 Shelby 2018."},{"speaker":"REID HOLZWORTH","startTime":1990.95,"endTime":1994.25,"body":"That McLaren will crush"},{"speaker":"REID HOLZWORTH","startTime":1990.95,"endTime":1994.25,"body":"that car, like hands down."},{"speaker":"REID HOLZWORTH","startTime":1994.25,"endTime":1996.092,"body":"Crushed them, crushed them."},{"speaker":"REID HOLZWORTH","startTime":1996.092,"endTime":1998.55,"body":"You know, and it was off-- the"},{"speaker":"REID HOLZWORTH","startTime":1996.092,"endTime":1998.55,"body":"guy was super cool about it."},{"speaker":"REID HOLZWORTH","startTime":1998.55,"endTime":2000.04,"body":"Like he wasn't mad about it."},{"speaker":"REID HOLZWORTH","startTime":2000.04,"endTime":2002.59,"body":"But the reality is,"},{"speaker":"REID HOLZWORTH","startTime":2000.04,"endTime":2002.59,"body":"that's the same thing."},{"speaker":"REID HOLZWORTH","startTime":2002.59,"endTime":2005.38,"body":"You can buy it, build"},{"speaker":"REID HOLZWORTH","startTime":2002.59,"endTime":2005.38,"body":"it, do all this stuff,"},{"speaker":"REID HOLZWORTH","startTime":2005.38,"endTime":2008.53,"body":"but you really need"},{"speaker":"REID HOLZWORTH","startTime":2005.38,"endTime":2008.53,"body":"to learn how to drive."},{"speaker":"REID HOLZWORTH","startTime":2008.53,"endTime":2010.63,"body":"And your point here is"},{"speaker":"REID HOLZWORTH","startTime":2008.53,"endTime":2010.63,"body":"you've got to sell shit."},{"speaker":"CHIP BACCIOCCO","startTime":2010.63,"endTime":2011.41,"body":"You've"},{"speaker":"CHIP BACCIOCCO","startTime":2010.63,"endTime":2011.41,"body":"got to sell shit."},{"speaker":"REID HOLZWORTH","startTime":2011.41,"endTime":2012.16,"body":"That's how it works."},{"speaker":"REID HOLZWORTH","startTime":2012.16,"endTime":2012.85,"body":"We're running business."},{"speaker":"CHIP BACCIOCCO","startTime":2012.85,"endTime":2013.54,"body":"Running business,"},{"speaker":"CHIP BACCIOCCO","startTime":2013.54,"endTime":2015.7,"body":"a business needs customers,"},{"speaker":"CHIP BACCIOCCO","startTime":2013.54,"endTime":2015.7,"body":"make sure you have customers."},{"speaker":"REID HOLZWORTH","startTime":2015.7,"endTime":2017.41,"body":"If they"},{"speaker":"REID HOLZWORTH","startTime":2015.7,"endTime":2017.41,"body":"build it, they will not come."},{"speaker":"CHIP BACCIOCCO","startTime":2017.41,"endTime":2018.577,"body":"That's true."},{"speaker":"CHIP BACCIOCCO","startTime":2018.577,"endTime":2021.25,"body":"And I know that's the romantic"},{"speaker":"CHIP BACCIOCCO","startTime":2018.577,"endTime":2021.25,"body":"thing, I've got this idea,"},{"speaker":"CHIP BACCIOCCO","startTime":2021.25,"endTime":2022.75,"body":"and I'm going to"},{"speaker":"CHIP BACCIOCCO","startTime":2021.25,"endTime":2022.75,"body":"write this software"},{"speaker":"CHIP BACCIOCCO","startTime":2022.75,"endTime":2023.5,"body":"and it's going to be great."},{"speaker":"CHIP BACCIOCCO","startTime":2023.5,"endTime":2024.79,"body":"No, don't be romantic."},{"speaker":"CHIP BACCIOCCO","startTime":2024.79,"endTime":2026.44,"body":"Don't be romantic."},{"speaker":"REID HOLZWORTH","startTime":2026.44,"endTime":2028.75,"body":"No, I will"},{"speaker":"REID HOLZWORTH","startTime":2026.44,"endTime":2028.75,"body":"say though, to be fair,"},{"speaker":"REID HOLZWORTH","startTime":2028.75,"endTime":2033.64,"body":"there's a lot of people"},{"speaker":"REID HOLZWORTH","startTime":2028.75,"endTime":2033.64,"body":"that have pedigree."},{"speaker":"REID HOLZWORTH","startTime":2033.64,"endTime":2036.96,"body":"Like I have friends in this"},{"speaker":"REID HOLZWORTH","startTime":2033.64,"endTime":2036.96,"body":"world that have done it."},{"speaker":"REID HOLZWORTH","startTime":2036.96,"endTime":2037.96,"body":"They've built companies."},{"speaker":"REID HOLZWORTH","startTime":2037.96,"endTime":2038.95,"body":"They know it."},{"speaker":"REID HOLZWORTH","startTime":2038.95,"endTime":2042.013,"body":"They have huge networks."},{"speaker":"REID HOLZWORTH","startTime":2042.013,"endTime":2043.18,"body":"It's a little bit different."},{"speaker":"REID HOLZWORTH","startTime":2043.18,"endTime":2044.638,"body":"When they build"},{"speaker":"REID HOLZWORTH","startTime":2043.18,"endTime":2044.638,"body":"it, they will come."},{"speaker":"CHIP BACCIOCCO","startTime":2044.638,"endTime":2046.03,"body":"They will."},{"speaker":"CHIP BACCIOCCO","startTime":2046.03,"endTime":2048.01,"body":"The most famous example"},{"speaker":"CHIP BACCIOCCO","startTime":2046.03,"endTime":2048.01,"body":"maybe is Steve Jobs."},{"speaker":"CHIP BACCIOCCO","startTime":2048.01,"endTime":2050.409,"body":"I mean, he would make products"},{"speaker":"CHIP BACCIOCCO","startTime":2048.01,"endTime":2050.409,"body":"that everybody would go,"},{"speaker":"CHIP BACCIOCCO","startTime":2050.409,"endTime":2051.083,"body":"that's dumb."},{"speaker":"CHIP BACCIOCCO","startTime":2051.083,"endTime":2052.0,"body":"No one's going to buy."},{"speaker":"CHIP BACCIOCCO","startTime":2052.0,"endTime":2053.92,"body":"And he'd go, just I'm"},{"speaker":"CHIP BACCIOCCO","startTime":2052.0,"endTime":2053.92,"body":"not taking any input."},{"speaker":"CHIP BACCIOCCO","startTime":2053.92,"endTime":2055.3,"body":"I know exactly"},{"speaker":"CHIP BACCIOCCO","startTime":2053.92,"endTime":2055.3,"body":"what it should do."},{"speaker":"CHIP BACCIOCCO","startTime":2055.3,"endTime":2056.967,"body":"I know exactly what"},{"speaker":"CHIP BACCIOCCO","startTime":2055.3,"endTime":2056.967,"body":"it should look like."},{"speaker":"CHIP BACCIOCCO","startTime":2056.967,"endTime":2061.27,"body":"I know you think it looks"},{"speaker":"CHIP BACCIOCCO","startTime":2056.967,"endTime":2061.27,"body":"alien, it's going to be fine."},{"speaker":"CHIP BACCIOCCO","startTime":2061.27,"endTime":2063.699,"body":"They kicked him out of his"},{"speaker":"CHIP BACCIOCCO","startTime":2061.27,"endTime":2063.699,"body":"own company because he was--"},{"speaker":"CHIP BACCIOCCO","startTime":2063.699,"endTime":2065.44,"body":"can't design anything."},{"speaker":"CHIP BACCIOCCO","startTime":2065.44,"endTime":2067.09,"body":"There are a few"},{"speaker":"CHIP BACCIOCCO","startTime":2065.44,"endTime":2067.09,"body":"that have that gift."},{"speaker":"CHIP BACCIOCCO","startTime":2067.09,"endTime":2069.88,"body":"But for most people,"},{"speaker":"CHIP BACCIOCCO","startTime":2067.09,"endTime":2069.88,"body":"when you're risking"},{"speaker":"CHIP BACCIOCCO","startTime":2069.88,"endTime":2074.38,"body":"your career, your capital, your"},{"speaker":"CHIP BACCIOCCO","startTime":2069.88,"endTime":2074.38,"body":"friendship, whatever it is,"},{"speaker":"CHIP BACCIOCCO","startTime":2074.38,"endTime":2075.909,"body":"why not sell it first?"},{"speaker":"CHIP BACCIOCCO","startTime":2075.909,"endTime":2079.06,"body":"And I just-- that's been"},{"speaker":"CHIP BACCIOCCO","startTime":2075.909,"endTime":2079.06,"body":"my advice for a while."},{"speaker":"CHIP BACCIOCCO","startTime":2079.06,"endTime":2079.84,"body":"Sell it first."},{"speaker":"CHIP BACCIOCCO","startTime":2079.84,"endTime":2081.215,"body":"I don't want to"},{"speaker":"CHIP BACCIOCCO","startTime":2079.84,"endTime":2081.215,"body":"say sell it, just"},{"speaker":"CHIP BACCIOCCO","startTime":2081.215,"endTime":2083.409,"body":"share the idea,"},{"speaker":"CHIP BACCIOCCO","startTime":2081.215,"endTime":2083.409,"body":"make sure people,"},{"speaker":"CHIP BACCIOCCO","startTime":2083.409,"endTime":2084.88,"body":"don't do it"},{"speaker":"CHIP BACCIOCCO","startTime":2083.409,"endTime":2084.88,"body":"unethically, you know"},{"speaker":"CHIP BACCIOCCO","startTime":2084.88,"endTime":2087.07,"body":"you're not like you're selling"},{"speaker":"CHIP BACCIOCCO","startTime":2084.88,"endTime":2087.07,"body":"things that don't exist."},{"speaker":"CHIP BACCIOCCO","startTime":2087.07,"endTime":2088.09,"body":"This is what we're"},{"speaker":"CHIP BACCIOCCO","startTime":2087.07,"endTime":2088.09,"body":"going to build."},{"speaker":"CHIP BACCIOCCO","startTime":2088.09,"endTime":2089.5,"body":"This is what it's going to do."},{"speaker":"CHIP BACCIOCCO","startTime":2089.5,"endTime":2091.159,"body":"This is what's"},{"speaker":"CHIP BACCIOCCO","startTime":2089.5,"endTime":2091.159,"body":"going to do for you."},{"speaker":"CHIP BACCIOCCO","startTime":2091.159,"endTime":2093.102,"body":"Here's what I need from you."},{"speaker":"CHIP BACCIOCCO","startTime":2093.102,"endTime":2094.81,"body":"And if they're there"},{"speaker":"CHIP BACCIOCCO","startTime":2093.102,"endTime":2094.81,"body":"then and they write,"},{"speaker":"CHIP BACCIOCCO","startTime":2094.81,"endTime":2097.24,"body":"if you build a chip, I"},{"speaker":"CHIP BACCIOCCO","startTime":2094.81,"endTime":2097.24,"body":"will buy it and put it"},{"speaker":"CHIP BACCIOCCO","startTime":2097.24,"endTime":2098.378,"body":"in writing or something."},{"speaker":"CHIP BACCIOCCO","startTime":2098.378,"endTime":2099.67,"body":"Like I said, give them a check."},{"speaker":"CHIP BACCIOCCO","startTime":2099.67,"endTime":2100.795,"body":"You can get a discount now."},{"speaker":"CHIP BACCIOCCO","startTime":2100.795,"endTime":2102.34,"body":"Pay now."},{"speaker":"CHIP BACCIOCCO","startTime":2102.34,"endTime":2103.42,"body":"This is your coupon."},{"speaker":"CHIP BACCIOCCO","startTime":2103.42,"endTime":2105.7,"body":"You can buy it later,"},{"speaker":"CHIP BACCIOCCO","startTime":2103.42,"endTime":2105.7,"body":"you'll be first in line."},{"speaker":"CHIP BACCIOCCO","startTime":2105.7,"endTime":2107.2,"body":"But I need to check."},{"speaker":"CHIP BACCIOCCO","startTime":2107.2,"endTime":2108.36,"body":"Then go build it."},{"speaker":"CHIP BACCIOCCO","startTime":2108.36,"endTime":2110.0,"body":"You're doing everybody a favor."},{"speaker":"CHIP BACCIOCCO","startTime":2110.0,"endTime":2110.5,"body":"Do it that."},{"speaker":"REID HOLZWORTH","startTime":2110.5,"endTime":2111.25,"body":"I"},{"speaker":"REID HOLZWORTH","startTime":2110.5,"endTime":2111.25,"body":"think it depends."},{"speaker":"REID HOLZWORTH","startTime":2111.25,"endTime":2113.14,"body":"Sometimes you got to build"},{"speaker":"REID HOLZWORTH","startTime":2111.25,"endTime":2113.14,"body":"a little bit to well--"},{"speaker":"CHIP BACCIOCCO","startTime":2113.14,"endTime":2114.49,"body":"You got"},{"speaker":"CHIP BACCIOCCO","startTime":2113.14,"endTime":2114.49,"body":"to build enough to--"},{"speaker":"CHIP BACCIOCCO","startTime":2114.49,"endTime":2116.835,"body":"you got to proof a concept,"},{"speaker":"CHIP BACCIOCCO","startTime":2114.49,"endTime":2116.835,"body":"nothing wrong with that."},{"speaker":"REID HOLZWORTH","startTime":2116.835,"endTime":2118.96,"body":"But it's"},{"speaker":"REID HOLZWORTH","startTime":2116.835,"endTime":2118.96,"body":"the it's the gold plating."},{"speaker":"REID HOLZWORTH","startTime":2118.96,"endTime":2121.39,"body":"That's why they"},{"speaker":"REID HOLZWORTH","startTime":2118.96,"endTime":2121.39,"body":"say, like developers"},{"speaker":"REID HOLZWORTH","startTime":2121.39,"endTime":2123.238,"body":"should never be a CEO"},{"speaker":"REID HOLZWORTH","startTime":2121.39,"endTime":2123.238,"body":"or run a software."},{"speaker":"CHIP BACCIOCCO","startTime":2123.238,"endTime":2125.53,"body":"That's where"},{"speaker":"CHIP BACCIOCCO","startTime":2123.238,"endTime":2125.53,"body":"I was really going, right."},{"speaker":"CHIP BACCIOCCO","startTime":2125.53,"endTime":2128.56,"body":"I talk to my software developers"},{"speaker":"CHIP BACCIOCCO","startTime":2125.53,"endTime":2128.56,"body":"and they're all such purists."},{"speaker":"CHIP BACCIOCCO","startTime":2128.56,"endTime":2129.79,"body":"They're idealists."},{"speaker":"CHIP BACCIOCCO","startTime":2129.79,"endTime":2131.65,"body":"And we're going to"},{"speaker":"CHIP BACCIOCCO","startTime":2129.79,"endTime":2131.65,"body":"build this thing."},{"speaker":"CHIP BACCIOCCO","startTime":2131.65,"endTime":2135.19,"body":"And it's going to be"},{"speaker":"CHIP BACCIOCCO","startTime":2131.65,"endTime":2135.19,"body":"better than the pyramids."},{"speaker":"CHIP BACCIOCCO","startTime":2135.19,"endTime":2136.81,"body":"And I just look, I go huh."},{"speaker":"CHIP BACCIOCCO","startTime":2136.81,"endTime":2138.19,"body":"And I was that guy."},{"speaker":"CHIP BACCIOCCO","startTime":2138.19,"endTime":2139.7,"body":"I remember, I was"},{"speaker":"CHIP BACCIOCCO","startTime":2138.19,"endTime":2139.7,"body":"a young idealist."},{"speaker":"CHIP BACCIOCCO","startTime":2139.7,"endTime":2140.2,"body":"I was."},{"speaker":"CHIP BACCIOCCO","startTime":2140.2,"endTime":2142.617,"body":"And there's people out there"},{"speaker":"CHIP BACCIOCCO","startTime":2140.2,"endTime":2142.617,"body":"that are listening that know,"},{"speaker":"CHIP BACCIOCCO","startTime":2142.617,"endTime":2144.955,"body":"oh my god, Chip, you"},{"speaker":"CHIP BACCIOCCO","startTime":2142.617,"endTime":2144.955,"body":"were the guilty guy."},{"speaker":"CHIP BACCIOCCO","startTime":2144.955,"endTime":2146.08,"body":"You always had this vision."},{"speaker":"CHIP BACCIOCCO","startTime":2146.08,"endTime":2146.98,"body":"You were going to"},{"speaker":"CHIP BACCIOCCO","startTime":2146.08,"endTime":2146.98,"body":"build this thing"},{"speaker":"CHIP BACCIOCCO","startTime":2146.98,"endTime":2148.58,"body":"and then everyone would buy it."},{"speaker":"CHIP BACCIOCCO","startTime":2148.58,"endTime":2151.15,"body":"So I've learned the hard way."},{"speaker":"CHIP BACCIOCCO","startTime":2151.15,"endTime":2152.54,"body":"It's great to have a vision."},{"speaker":"CHIP BACCIOCCO","startTime":2152.54,"endTime":2153.7,"body":"You got to have a vision."},{"speaker":"CHIP BACCIOCCO","startTime":2153.7,"endTime":2156.49,"body":"But make sure you have"},{"speaker":"CHIP BACCIOCCO","startTime":2153.7,"endTime":2156.49,"body":"a customer before you"},{"speaker":"CHIP BACCIOCCO","startTime":2156.49,"endTime":2158.015,"body":"build the entire damn thing."},{"speaker":"REID HOLZWORTH","startTime":2158.015,"endTime":2159.64,"body":"It's"},{"speaker":"REID HOLZWORTH","startTime":2158.015,"endTime":2159.64,"body":"[INAUDIBLE] right?"},{"speaker":"REID HOLZWORTH","startTime":2159.64,"endTime":2161.675,"body":"I mean, you can build as you go."},{"speaker":"REID HOLZWORTH","startTime":2161.675,"endTime":2162.55,"body":"And that's the thing."},{"speaker":"REID HOLZWORTH","startTime":2162.55,"endTime":2164.87,"body":"When you sell something"},{"speaker":"REID HOLZWORTH","startTime":2162.55,"endTime":2164.87,"body":"and somebody puts down"},{"speaker":"REID HOLZWORTH","startTime":2164.87,"endTime":2167.23,"body":"some hard-earned"},{"speaker":"REID HOLZWORTH","startTime":2164.87,"endTime":2167.23,"body":"cash on something,"},{"speaker":"REID HOLZWORTH","startTime":2167.23,"endTime":2169.09,"body":"they're going to help"},{"speaker":"REID HOLZWORTH","startTime":2167.23,"endTime":2169.09,"body":"mold that into what"},{"speaker":"REID HOLZWORTH","startTime":2169.09,"endTime":2171.67,"body":"makes sense for business."},{"speaker":"REID HOLZWORTH","startTime":2171.67,"endTime":2172.64,"body":"100%."},{"speaker":"CHIP BACCIOCCO","startTime":2172.64,"endTime":2174.22,"body":"So on that frame,"},{"speaker":"CHIP BACCIOCCO","startTime":2174.22,"endTime":2177.28,"body":"right I would probably need to"},{"speaker":"CHIP BACCIOCCO","startTime":2174.22,"endTime":2177.28,"body":"talk about agents a little bit."},{"speaker":"CHIP BACCIOCCO","startTime":2177.28,"endTime":2179.59,"body":"So if you're selling a product"},{"speaker":"CHIP BACCIOCCO","startTime":2177.28,"endTime":2179.59,"body":"to independent insurance"},{"speaker":"CHIP BACCIOCCO","startTime":2179.59,"endTime":2182.34,"body":"agents, which many"},{"speaker":"CHIP BACCIOCCO","startTime":2179.59,"endTime":2182.34,"body":"of our friends"},{"speaker":"CHIP BACCIOCCO","startTime":2182.34,"endTime":2186.405,"body":"are, and I guess I am too."},{"speaker":"REID HOLZWORTH","startTime":2186.405,"endTime":2187.53,"body":"Yeah, sure."},{"speaker":"CHIP BACCIOCCO","startTime":2187.53,"endTime":2188.655,"body":"Absolutely."},{"speaker":"CHIP BACCIOCCO","startTime":2188.655,"endTime":2190.77,"body":"You have to understand,"},{"speaker":"CHIP BACCIOCCO","startTime":2188.655,"endTime":2190.77,"body":"and most of us"},{"speaker":"CHIP BACCIOCCO","startTime":2190.77,"endTime":2193.47,"body":"do, if you've met one"},{"speaker":"CHIP BACCIOCCO","startTime":2190.77,"endTime":2193.47,"body":"independent agent,"},{"speaker":"CHIP BACCIOCCO","startTime":2193.47,"endTime":2195.122,"body":"you've met one"},{"speaker":"CHIP BACCIOCCO","startTime":2193.47,"endTime":2195.122,"body":"independent agent."},{"speaker":"CHIP BACCIOCCO","startTime":2195.122,"endTime":2196.08,"body":"I mean you just can't--"},{"speaker":"CHIP BACCIOCCO","startTime":2196.08,"endTime":2197.41,"body":"I wish we could generalize."},{"speaker":"CHIP BACCIOCCO","startTime":2197.41,"endTime":2198.75,"body":"I mean, you can for some things."},{"speaker":"CHIP BACCIOCCO","startTime":2198.75,"endTime":2202.71,"body":"They are challenged to answer"},{"speaker":"CHIP BACCIOCCO","startTime":2198.75,"endTime":2202.71,"body":"the phone and so forth."},{"speaker":"CHIP BACCIOCCO","startTime":2202.71,"endTime":2204.7,"body":"They all are unique, and"},{"speaker":"CHIP BACCIOCCO","startTime":2202.71,"endTime":2204.7,"body":"that's their strength."},{"speaker":"CHIP BACCIOCCO","startTime":2204.7,"endTime":2207.72,"body":"Their strength is their"},{"speaker":"CHIP BACCIOCCO","startTime":2204.7,"endTime":2207.72,"body":"diversity of skill sets"},{"speaker":"CHIP BACCIOCCO","startTime":2207.72,"endTime":2212.4,"body":"and talents and location"},{"speaker":"CHIP BACCIOCCO","startTime":2207.72,"endTime":2212.4,"body":"and size and experience"},{"speaker":"CHIP BACCIOCCO","startTime":2212.4,"endTime":2214.63,"body":"and appointments and a"},{"speaker":"CHIP BACCIOCCO","startTime":2212.4,"endTime":2214.63,"body":"million other things."},{"speaker":"CHIP BACCIOCCO","startTime":2214.63,"endTime":2217.345,"body":"So their diversity in that"},{"speaker":"CHIP BACCIOCCO","startTime":2214.63,"endTime":2217.345,"body":"way is their strength."},{"speaker":"CHIP BACCIOCCO","startTime":2217.345,"endTime":2218.97,"body":"But it's also the"},{"speaker":"CHIP BACCIOCCO","startTime":2217.345,"endTime":2218.97,"body":"challenge when you're"},{"speaker":"CHIP BACCIOCCO","startTime":2218.97,"endTime":2220.68,"body":"trying to sell a product"},{"speaker":"CHIP BACCIOCCO","startTime":2218.97,"endTime":2220.68,"body":"to them and trying to get"},{"speaker":"CHIP BACCIOCCO","startTime":2220.68,"endTime":2222.03,"body":"them to use that product."},{"speaker":"CHIP BACCIOCCO","startTime":2222.03,"endTime":2224.4,"body":"And you really have to"},{"speaker":"CHIP BACCIOCCO","startTime":2222.03,"endTime":2224.4,"body":"be prepared for the fact"},{"speaker":"CHIP BACCIOCCO","startTime":2224.4,"endTime":2226.38,"body":"that they are--"},{"speaker":"CHIP BACCIOCCO","startTime":2226.38,"endTime":2228.36,"body":"I don't know."},{"speaker":"CHIP BACCIOCCO","startTime":2230.917,"endTime":2232.75,"body":"All the agency managements,"},{"speaker":"CHIP BACCIOCCO","startTime":2230.917,"endTime":2232.75,"body":"and you ran one."},{"speaker":"CHIP BACCIOCCO","startTime":2232.75,"endTime":2233.83,"body":"You ran a great one."},{"speaker":"CHIP BACCIOCCO","startTime":2233.83,"endTime":2236.178,"body":"And every agency wants to"},{"speaker":"CHIP BACCIOCCO","startTime":2233.83,"endTime":2236.178,"body":"use your tool a little bit"},{"speaker":"CHIP BACCIOCCO","startTime":2236.178,"endTime":2237.22,"body":"differently, didn't they?"},{"speaker":"REID HOLZWORTH","startTime":2237.22,"endTime":2238.012,"body":"Oh."},{"speaker":"REID HOLZWORTH","startTime":2238.012,"endTime":2239.02,"body":"100%."},{"speaker":"CHIP BACCIOCCO","startTime":2239.02,"endTime":2240.64,"body":"You built one tool."},{"speaker":"REID HOLZWORTH","startTime":2240.64,"endTime":2241.63,"body":"You know"},{"speaker":"REID HOLZWORTH","startTime":2240.64,"endTime":2241.63,"body":"what, I'll tell you."},{"speaker":"REID HOLZWORTH","startTime":2241.63,"endTime":2242.72,"body":"You know what's"},{"speaker":"REID HOLZWORTH","startTime":2241.63,"endTime":2242.72,"body":"funny about that,"},{"speaker":"REID HOLZWORTH","startTime":2242.72,"endTime":2244.09,"body":"though, Chip is [INAUDIBLE]."},{"speaker":"REID HOLZWORTH","startTime":2244.09,"endTime":2245.828,"body":"So it's funny because"},{"speaker":"REID HOLZWORTH","startTime":2244.09,"endTime":2245.828,"body":"we would sell,"},{"speaker":"REID HOLZWORTH","startTime":2245.828,"endTime":2247.87,"body":"this is all on Salesforce,"},{"speaker":"REID HOLZWORTH","startTime":2245.828,"endTime":2247.87,"body":"those that don't know."},{"speaker":"REID HOLZWORTH","startTime":2247.87,"endTime":2248.86,"body":"And it's all like--"},{"speaker":"REID HOLZWORTH","startTime":2248.86,"endTime":2251.733,"body":"we built it native to Salesforce"},{"speaker":"REID HOLZWORTH","startTime":2248.86,"endTime":2251.733,"body":"so they could declaratively"},{"speaker":"REID HOLZWORTH","startTime":2251.733,"endTime":2253.15,"body":"build whatever the"},{"speaker":"REID HOLZWORTH","startTime":2251.733,"endTime":2253.15,"body":"hell they want."},{"speaker":"REID HOLZWORTH","startTime":2253.15,"endTime":2254.8,"body":"We always sell this"},{"speaker":"REID HOLZWORTH","startTime":2253.15,"endTime":2254.8,"body":"thing, sky's the limit,"},{"speaker":"REID HOLZWORTH","startTime":2254.8,"endTime":2255.52,"body":"build whatever you want."},{"speaker":"REID HOLZWORTH","startTime":2255.52,"endTime":2257.59,"body":"We sold a shit ton of"},{"speaker":"REID HOLZWORTH","startTime":2255.52,"endTime":2257.59,"body":"agencies because of that."},{"speaker":"REID HOLZWORTH","startTime":2257.59,"endTime":2259.99,"body":"But I'll tell you, man,"},{"speaker":"REID HOLZWORTH","startTime":2257.59,"endTime":2259.99,"body":"they all did it different."},{"speaker":"REID HOLZWORTH","startTime":2259.99,"endTime":2262.18,"body":"And everybody does"},{"speaker":"REID HOLZWORTH","startTime":2259.99,"endTime":2262.18,"body":"everything different."},{"speaker":"REID HOLZWORTH","startTime":2262.18,"endTime":2265.84,"body":"But I'll tell you, probably"},{"speaker":"REID HOLZWORTH","startTime":2262.18,"endTime":2265.84,"body":"90% of our customers"},{"speaker":"REID HOLZWORTH","startTime":2265.84,"endTime":2267.782,"body":"used it as it is."},{"speaker":"CHIP BACCIOCCO","startTime":2267.782,"endTime":2268.99,"body":"And survived."},{"speaker":"REID HOLZWORTH","startTime":2268.99,"endTime":2269.33,"body":"And survived."},{"speaker":"REID HOLZWORTH","startTime":2269.33,"endTime":2270.88,"body":"And they did, they did well."},{"speaker":"REID HOLZWORTH","startTime":2270.88,"endTime":2273.255,"body":"Like they changed a little"},{"speaker":"REID HOLZWORTH","startTime":2270.88,"endTime":2273.255,"body":"couple of little small things."},{"speaker":"REID HOLZWORTH","startTime":2273.255,"endTime":2275.02,"body":"But they weren't"},{"speaker":"REID HOLZWORTH","startTime":2273.255,"endTime":2275.02,"body":"doing like, I don't"},{"speaker":"REID HOLZWORTH","startTime":2275.02,"endTime":2277.48,"body":"know, like I'll just name a"},{"speaker":"REID HOLZWORTH","startTime":2275.02,"endTime":2277.48,"body":"few, like what [INAUDIBLE] was,"},{"speaker":"REID HOLZWORTH","startTime":2277.48,"endTime":2281.11,"body":"or the name of cover that"},{"speaker":"REID HOLZWORTH","startTime":2277.48,"endTime":2281.11,"body":"were like our customers,"},{"speaker":"REID HOLZWORTH","startTime":2281.11,"endTime":2284.44,"body":"all these crazy [INAUDIBLE],,"},{"speaker":"REID HOLZWORTH","startTime":2281.11,"endTime":2284.44,"body":"all kinds of shit, right."},{"speaker":"REID HOLZWORTH","startTime":2284.44,"endTime":2286.63,"body":"Generally speaking, they"},{"speaker":"REID HOLZWORTH","startTime":2284.44,"endTime":2286.63,"body":"kinda did some little stuff"},{"speaker":"REID HOLZWORTH","startTime":2286.63,"endTime":2288.005,"body":"to make it kind"},{"speaker":"REID HOLZWORTH","startTime":2286.63,"endTime":2288.005,"body":"of custom to them"},{"speaker":"REID HOLZWORTH","startTime":2288.005,"endTime":2289.66,"body":"and that was all they needed."},{"speaker":"REID HOLZWORTH","startTime":2289.66,"endTime":2292.55,"body":"But they love the idea"},{"speaker":"REID HOLZWORTH","startTime":2289.66,"endTime":2292.55,"body":"of technically being"},{"speaker":"REID HOLZWORTH","startTime":2292.55,"endTime":2293.8,"body":"able to do whatever they want."},{"speaker":"REID HOLZWORTH","startTime":2293.8,"endTime":2296.2,"body":"But you're right"},{"speaker":"REID HOLZWORTH","startTime":2293.8,"endTime":2296.2,"body":"in that they do."},{"speaker":"REID HOLZWORTH","startTime":2296.2,"endTime":2298.75,"body":"Their businesses"},{"speaker":"REID HOLZWORTH","startTime":2296.2,"endTime":2298.75,"body":"are all different."},{"speaker":"REID HOLZWORTH","startTime":2298.75,"endTime":2300.278,"body":"They are."},{"speaker":"REID HOLZWORTH","startTime":2300.278,"endTime":2301.57,"body":"Technology is kind of the same."},{"speaker":"CHIP BACCIOCCO","startTime":2301.57,"endTime":2303.23,"body":"Kind of the same."},{"speaker":"CHIP BACCIOCCO","startTime":2303.23,"endTime":2305.65,"body":"And they want to think that"},{"speaker":"CHIP BACCIOCCO","startTime":2303.23,"endTime":2305.65,"body":"because their business is"},{"speaker":"CHIP BACCIOCCO","startTime":2305.65,"endTime":2307.57,"body":"different, they want"},{"speaker":"CHIP BACCIOCCO","startTime":2305.65,"endTime":2307.57,"body":"to bend your product"},{"speaker":"CHIP BACCIOCCO","startTime":2307.57,"endTime":2310.66,"body":"and there's some happy balance."},{"speaker":"CHIP BACCIOCCO","startTime":2310.66,"endTime":2313.39,"body":"Because remember the other"},{"speaker":"CHIP BACCIOCCO","startTime":2310.66,"endTime":2313.39,"body":"thing that I would remind"},{"speaker":"CHIP BACCIOCCO","startTime":2313.39,"endTime":2316.84,"body":"the insurance agencies and the"},{"speaker":"CHIP BACCIOCCO","startTime":2313.39,"endTime":2316.84,"body":"insurtechs is that I'll go back"},{"speaker":"CHIP BACCIOCCO","startTime":2316.84,"endTime":2319.99,"body":"to that quote I said"},{"speaker":"CHIP BACCIOCCO","startTime":2316.84,"endTime":2319.99,"body":"earlier in our conversation,"},{"speaker":"CHIP BACCIOCCO","startTime":2319.99,"endTime":2322.96,"body":"\"The silicone is"},{"speaker":"CHIP BACCIOCCO","startTime":2319.99,"endTime":2322.96,"body":"easy, carbon is hard.\""},{"speaker":"CHIP BACCIOCCO","startTime":2322.96,"endTime":2326.2,"body":"So it's actually the change"},{"speaker":"CHIP BACCIOCCO","startTime":2322.96,"endTime":2326.2,"body":"management within the agency."},{"speaker":"CHIP BACCIOCCO","startTime":2326.2,"endTime":2327.55,"body":"This is a brand new tool."},{"speaker":"CHIP BACCIOCCO","startTime":2327.55,"endTime":2329.05,"body":"Brand new tool, here's"},{"speaker":"CHIP BACCIOCCO","startTime":2327.55,"endTime":2329.05,"body":"a brand new tool here."},{"speaker":"CHIP BACCIOCCO","startTime":2329.05,"endTime":2330.95,"body":"The agency owner says, we're"},{"speaker":"CHIP BACCIOCCO","startTime":2329.05,"endTime":2330.95,"body":"going to use this tool."},{"speaker":"CHIP BACCIOCCO","startTime":2330.95,"endTime":2331.76,"body":"It's going to be great."},{"speaker":"CHIP BACCIOCCO","startTime":2331.76,"endTime":2334.052,"body":"We're going to be able to"},{"speaker":"CHIP BACCIOCCO","startTime":2331.76,"endTime":2334.052,"body":"finally track our acquisition"},{"speaker":"CHIP BACCIOCCO","startTime":2334.052,"endTime":2336.19,"body":"costs, whatever it is."},{"speaker":"CHIP BACCIOCCO","startTime":2336.19,"endTime":2339.16,"body":"Oh, he's all excited, and"},{"speaker":"CHIP BACCIOCCO","startTime":2336.19,"endTime":2339.16,"body":"all the people are like,"},{"speaker":"CHIP BACCIOCCO","startTime":2339.16,"endTime":2341.71,"body":"I didn't used to have to"},{"speaker":"CHIP BACCIOCCO","startTime":2339.16,"endTime":2341.71,"body":"click on this stupid thing."},{"speaker":"CHIP BACCIOCCO","startTime":2341.71,"endTime":2343.34,"body":"I didn't use to have to do this."},{"speaker":"CHIP BACCIOCCO","startTime":2343.34,"endTime":2346.24,"body":"I didn't use to have"},{"speaker":"CHIP BACCIOCCO","startTime":2343.34,"endTime":2346.24,"body":"to type in here."},{"speaker":"CHIP BACCIOCCO","startTime":2346.24,"endTime":2350.29,"body":"And so they're all"},{"speaker":"CHIP BACCIOCCO","startTime":2346.24,"endTime":2350.29,"body":"finding little ways"},{"speaker":"CHIP BACCIOCCO","startTime":2350.29,"endTime":2352.55,"body":"to undermine your thing."},{"speaker":"CHIP BACCIOCCO","startTime":2352.55,"endTime":2355.24,"body":"They don't mean to"},{"speaker":"CHIP BACCIOCCO","startTime":2352.55,"endTime":2355.24,"body":"be counterproductive."},{"speaker":"CHIP BACCIOCCO","startTime":2355.24,"endTime":2356.99,"body":"They're not like waking"},{"speaker":"CHIP BACCIOCCO","startTime":2355.24,"endTime":2356.99,"body":"up in the morning,"},{"speaker":"CHIP BACCIOCCO","startTime":2356.99,"endTime":2359.78,"body":"I'm going to undermine my boss."},{"speaker":"CHIP BACCIOCCO","startTime":2359.78,"endTime":2361.46,"body":"But it's just"},{"speaker":"CHIP BACCIOCCO","startTime":2359.78,"endTime":2361.46,"body":"their natural, this"},{"speaker":"CHIP BACCIOCCO","startTime":2361.46,"endTime":2362.57,"body":"goes back to what we"},{"speaker":"CHIP BACCIOCCO","startTime":2361.46,"endTime":2362.57,"body":"were talking about too."},{"speaker":"CHIP BACCIOCCO","startTime":2362.57,"endTime":2364.85,"body":"Humans are awesome at"},{"speaker":"CHIP BACCIOCCO","startTime":2362.57,"endTime":2364.85,"body":"adapting, and the only thing"},{"speaker":"CHIP BACCIOCCO","startTime":2364.85,"endTime":2367.31,"body":"they hate to do-- nothing they"},{"speaker":"CHIP BACCIOCCO","startTime":2364.85,"endTime":2367.31,"body":"hate to do more than change."},{"speaker":"CHIP BACCIOCCO","startTime":2367.31,"endTime":2371.18,"body":"So it's that yin and that yang"},{"speaker":"CHIP BACCIOCCO","startTime":2367.31,"endTime":2371.18,"body":"that we just have to deal with."},{"speaker":"CHIP BACCIOCCO","startTime":2371.18,"endTime":2374.595,"body":"But so when you're building"},{"speaker":"CHIP BACCIOCCO","startTime":2371.18,"endTime":2374.595,"body":"a product for agencies"},{"speaker":"CHIP BACCIOCCO","startTime":2374.595,"endTime":2376.22,"body":"and you would know"},{"speaker":"CHIP BACCIOCCO","startTime":2374.595,"endTime":2376.22,"body":"this better than me,"},{"speaker":"CHIP BACCIOCCO","startTime":2376.22,"endTime":2378.345,"body":"be prepared that everyone's"},{"speaker":"CHIP BACCIOCCO","startTime":2376.22,"endTime":2378.345,"body":"going to want to use it"},{"speaker":"CHIP BACCIOCCO","startTime":2378.345,"endTime":2380.96,"body":"a little differently, so"},{"speaker":"CHIP BACCIOCCO","startTime":2378.345,"endTime":2380.96,"body":"be flexible as the vendor,"},{"speaker":"CHIP BACCIOCCO","startTime":2380.96,"endTime":2384.47,"body":"but to your point, don't be"},{"speaker":"CHIP BACCIOCCO","startTime":2380.96,"endTime":2384.47,"body":"too flexible so you end up"},{"speaker":"CHIP BACCIOCCO","startTime":2384.47,"endTime":2387.62,"body":"with 17 different"},{"speaker":"CHIP BACCIOCCO","startTime":2384.47,"endTime":2387.62,"body":"implementations"},{"speaker":"CHIP BACCIOCCO","startTime":2387.62,"endTime":2388.49,"body":"you can't support."},{"speaker":"REID HOLZWORTH","startTime":2388.49,"endTime":2389.18,"body":"Oh 100%, right."},{"speaker":"CHIP BACCIOCCO","startTime":2389.18,"endTime":2390.2,"body":"And"},{"speaker":"CHIP BACCIOCCO","startTime":2389.18,"endTime":2390.2,"body":"there's no user,"},{"speaker":"CHIP BACCIOCCO","startTime":2390.2,"endTime":2391.43,"body":"you couldn't have a"},{"speaker":"CHIP BACCIOCCO","startTime":2390.2,"endTime":2391.43,"body":"user group meeting"},{"speaker":"CHIP BACCIOCCO","startTime":2391.43,"endTime":2393.53,"body":"and no one would agree"},{"speaker":"CHIP BACCIOCCO","startTime":2391.43,"endTime":2393.53,"body":"on how the thing worked."},{"speaker":"CHIP BACCIOCCO","startTime":2393.53,"endTime":2394.552,"body":"That would be terrible."},{"speaker":"REID HOLZWORTH","startTime":2394.552,"endTime":2397.01,"body":"And I mean,"},{"speaker":"REID HOLZWORTH","startTime":2394.552,"endTime":2397.01,"body":"I'll say something to that too."},{"speaker":"REID HOLZWORTH","startTime":2397.01,"endTime":2399.92,"body":"This is like advice on"},{"speaker":"REID HOLZWORTH","startTime":2397.01,"endTime":2399.92,"body":"technology, one version."},{"speaker":"REID HOLZWORTH","startTime":2399.92,"endTime":2401.642,"body":"Everybody's on the same version."},{"speaker":"REID HOLZWORTH","startTime":2401.642,"endTime":2403.85,"body":"You can't do different"},{"speaker":"REID HOLZWORTH","startTime":2401.642,"endTime":2403.85,"body":"versions for different people."},{"speaker":"REID HOLZWORTH","startTime":2403.85,"endTime":2406.34,"body":"That is bad news."},{"speaker":"REID HOLZWORTH","startTime":2406.34,"endTime":2407.37,"body":"That will bite you."},{"speaker":"REID HOLZWORTH","startTime":2407.37,"endTime":2409.19,"body":"But you're right, it"},{"speaker":"REID HOLZWORTH","startTime":2407.37,"endTime":2409.19,"body":"can't be so complex"},{"speaker":"REID HOLZWORTH","startTime":2409.19,"endTime":2410.66,"body":"where you have all these"},{"speaker":"REID HOLZWORTH","startTime":2409.19,"endTime":2410.66,"body":"different templates and all"},{"speaker":"REID HOLZWORTH","startTime":2410.66,"endTime":2412.37,"body":"these things because"},{"speaker":"REID HOLZWORTH","startTime":2410.66,"endTime":2412.37,"body":"to support that,"},{"speaker":"REID HOLZWORTH","startTime":2412.37,"endTime":2414.482,"body":"train that, implement"},{"speaker":"REID HOLZWORTH","startTime":2412.37,"endTime":2414.482,"body":"that, it's a nightmare."},{"speaker":"CHIP BACCIOCCO","startTime":2414.482,"endTime":2415.94,"body":"And they can't even"},{"speaker":"CHIP BACCIOCCO","startTime":2415.94,"endTime":2418.023,"body":"teach each other, because"},{"speaker":"CHIP BACCIOCCO","startTime":2415.94,"endTime":2418.023,"body":"the other thing you want"},{"speaker":"CHIP BACCIOCCO","startTime":2418.023,"endTime":2420.32,"body":"is you want a little"},{"speaker":"CHIP BACCIOCCO","startTime":2418.023,"endTime":2420.32,"body":"cross-pollination of ideas"},{"speaker":"CHIP BACCIOCCO","startTime":2420.32,"endTime":2421.777,"body":"and best practices."},{"speaker":"CHIP BACCIOCCO","startTime":2421.777,"endTime":2423.86,"body":"So among those agents, we"},{"speaker":"CHIP BACCIOCCO","startTime":2421.777,"endTime":2423.86,"body":"have all these thousands"},{"speaker":"CHIP BACCIOCCO","startTime":2423.86,"endTime":2424.36,"body":"of agencies."},{"speaker":"CHIP BACCIOCCO","startTime":2424.36,"endTime":2426.53,"body":"I really like the idea of"},{"speaker":"CHIP BACCIOCCO","startTime":2424.36,"endTime":2426.53,"body":"several different people"},{"speaker":"CHIP BACCIOCCO","startTime":2426.53,"endTime":2428.18,"body":"lately have tried to"},{"speaker":"CHIP BACCIOCCO","startTime":2426.53,"endTime":2428.18,"body":"come up with these ideas."},{"speaker":"CHIP BACCIOCCO","startTime":2428.18,"endTime":2430.22,"body":"Let's let agents talk to"},{"speaker":"CHIP BACCIOCCO","startTime":2428.18,"endTime":2430.22,"body":"each other about what works"},{"speaker":"CHIP BACCIOCCO","startTime":2430.22,"endTime":2431.137,"body":"and what doesn't work."},{"speaker":"CHIP BACCIOCCO","startTime":2431.137,"endTime":2433.44,"body":"And I that's a"},{"speaker":"CHIP BACCIOCCO","startTime":2431.137,"endTime":2433.44,"body":"really great thing"},{"speaker":"CHIP BACCIOCCO","startTime":2433.44,"endTime":2434.94,"body":"because then they"},{"speaker":"CHIP BACCIOCCO","startTime":2433.44,"endTime":2434.94,"body":"can start sharing."},{"speaker":"CHIP BACCIOCCO","startTime":2434.94,"endTime":2437.31,"body":"But if everybody's doing"},{"speaker":"CHIP BACCIOCCO","startTime":2434.94,"endTime":2437.31,"body":"everything totally differently,"},{"speaker":"CHIP BACCIOCCO","startTime":2437.31,"endTime":2438.56,"body":"than there is no way to share."},{"speaker":"CHIP BACCIOCCO","startTime":2438.56,"endTime":2442.415,"body":"You have to share how to use"},{"speaker":"CHIP BACCIOCCO","startTime":2438.56,"endTime":2442.415,"body":"three or four solutions well."},{"speaker":"CHIP BACCIOCCO","startTime":2442.415,"endTime":2444.29,"body":"And then for agency"},{"speaker":"CHIP BACCIOCCO","startTime":2442.415,"endTime":2444.29,"body":"owners, I would just say,"},{"speaker":"CHIP BACCIOCCO","startTime":2444.29,"endTime":2446.123,"body":"if you're going to buy"},{"speaker":"CHIP BACCIOCCO","startTime":2444.29,"endTime":2446.123,"body":"an insurtech product,"},{"speaker":"CHIP BACCIOCCO","startTime":2446.123,"endTime":2450.855,"body":"my best advice is realize"},{"speaker":"CHIP BACCIOCCO","startTime":2446.123,"endTime":2450.855,"body":"that your change management,"},{"speaker":"CHIP BACCIOCCO","startTime":2450.855,"endTime":2453.23,"body":"changing behavior will actually"},{"speaker":"CHIP BACCIOCCO","startTime":2450.855,"endTime":2453.23,"body":"be the biggest challenge."},{"speaker":"CHIP BACCIOCCO","startTime":2453.23,"endTime":2454.98,"body":"The tool is not going"},{"speaker":"CHIP BACCIOCCO","startTime":2453.23,"endTime":2454.98,"body":"to be the hard part."},{"speaker":"CHIP BACCIOCCO","startTime":2454.98,"endTime":2455.9,"body":"It does what it does."},{"speaker":"CHIP BACCIOCCO","startTime":2455.9,"endTime":2458.03,"body":"Rely on a good"},{"speaker":"CHIP BACCIOCCO","startTime":2455.9,"endTime":2458.03,"body":"technology partner"},{"speaker":"CHIP BACCIOCCO","startTime":2458.03,"endTime":2460.55,"body":"to deliver you a good product"},{"speaker":"CHIP BACCIOCCO","startTime":2458.03,"endTime":2460.55,"body":"and tell you what it does"},{"speaker":"CHIP BACCIOCCO","startTime":2460.55,"endTime":2462.14,"body":"and how to do it."},{"speaker":"CHIP BACCIOCCO","startTime":2462.14,"endTime":2465.19,"body":"But it's going to be"},{"speaker":"CHIP BACCIOCCO","startTime":2462.14,"endTime":2465.19,"body":"incentivizing your team."},{"speaker":"REID HOLZWORTH","startTime":2465.19,"endTime":2466.94,"body":"Well,"},{"speaker":"REID HOLZWORTH","startTime":2465.19,"endTime":2466.94,"body":"that's a good point."},{"speaker":"REID HOLZWORTH","startTime":2466.94,"endTime":2468.232,"body":"I was just thinking about that."},{"speaker":"REID HOLZWORTH","startTime":2468.232,"endTime":2470.492,"body":"I saw agencies that"},{"speaker":"REID HOLZWORTH","startTime":2468.232,"endTime":2470.492,"body":"adopted extremely well."},{"speaker":"REID HOLZWORTH","startTime":2470.492,"endTime":2472.7,"body":"And what they did was when"},{"speaker":"REID HOLZWORTH","startTime":2470.492,"endTime":2472.7,"body":"they bought a new product,"},{"speaker":"REID HOLZWORTH","startTime":2472.7,"endTime":2475.16,"body":"they really like incentivized"},{"speaker":"REID HOLZWORTH","startTime":2472.7,"endTime":2475.16,"body":"their team to use it."},{"speaker":"REID HOLZWORTH","startTime":2475.16,"endTime":2476.66,"body":"And they did like"},{"speaker":"REID HOLZWORTH","startTime":2475.16,"endTime":2476.66,"body":"all these games."},{"speaker":"REID HOLZWORTH","startTime":2476.66,"endTime":2478.55,"body":"They put like parties around it."},{"speaker":"REID HOLZWORTH","startTime":2478.55,"endTime":2481.28,"body":"And they made it so much fun"},{"speaker":"REID HOLZWORTH","startTime":2478.55,"endTime":2481.28,"body":"and like the whole team, I mean,"},{"speaker":"REID HOLZWORTH","startTime":2481.28,"endTime":2483.41,"body":"they just loved it"},{"speaker":"REID HOLZWORTH","startTime":2481.28,"endTime":2483.41,"body":"because of that."},{"speaker":"REID HOLZWORTH","startTime":2483.41,"endTime":2485.72,"body":"Not just the owners"},{"speaker":"REID HOLZWORTH","startTime":2483.41,"endTime":2485.72,"body":"or the people"},{"speaker":"REID HOLZWORTH","startTime":2485.72,"endTime":2489.14,"body":"that bought the software from"},{"speaker":"REID HOLZWORTH","startTime":2485.72,"endTime":2489.14,"body":"us, but the agency itself."},{"speaker":"REID HOLZWORTH","startTime":2489.14,"endTime":2491.12,"body":"I mean, they just--"},{"speaker":"REID HOLZWORTH","startTime":2489.14,"endTime":2491.12,"body":"they all adopted it"},{"speaker":"REID HOLZWORTH","startTime":2491.12,"endTime":2492.81,"body":"that well because of that."},{"speaker":"REID HOLZWORTH","startTime":2492.81,"endTime":2496.64,"body":"But you're right it's kind of"},{"speaker":"REID HOLZWORTH","startTime":2492.81,"endTime":2496.64,"body":"the naysayers and the change"},{"speaker":"REID HOLZWORTH","startTime":2496.64,"endTime":2497.21,"body":"management."},{"speaker":"REID HOLZWORTH","startTime":2497.21,"endTime":2500.33,"body":"I've had the opposite"},{"speaker":"REID HOLZWORTH","startTime":2497.21,"endTime":2500.33,"body":"where literally, I mean,"},{"speaker":"REID HOLZWORTH","startTime":2500.33,"endTime":2503.74,"body":"I've had agency owners"},{"speaker":"REID HOLZWORTH","startTime":2500.33,"endTime":2503.74,"body":"call me and just say,"},{"speaker":"REID HOLZWORTH","startTime":2503.74,"endTime":2505.74,"body":"this isn't working blah,"},{"speaker":"REID HOLZWORTH","startTime":2503.74,"endTime":2505.74,"body":"blah, blah, blah, blah."},{"speaker":"REID HOLZWORTH","startTime":2505.74,"endTime":2506.66,"body":"Why isn't it?"},{"speaker":"REID HOLZWORTH","startTime":2506.66,"endTime":2507.74,"body":"Oh, the staff hates it."},{"speaker":"REID HOLZWORTH","startTime":2507.74,"endTime":2509.0,"body":"They don't want to use it."},{"speaker":"REID HOLZWORTH","startTime":2509.0,"endTime":2510.485,"body":"You know, and it's like,"},{"speaker":"REID HOLZWORTH","startTime":2509.0,"endTime":2510.485,"body":"well, did you do this?"},{"speaker":"REID HOLZWORTH","startTime":2510.485,"endTime":2510.8,"body":"Did you do this?"},{"speaker":"REID HOLZWORTH","startTime":2510.8,"endTime":2511.55,"body":"No."},{"speaker":"REID HOLZWORTH","startTime":2511.55,"endTime":2513.14,"body":"Mary just said no."},{"speaker":"REID HOLZWORTH","startTime":2513.14,"endTime":2514.335,"body":"You know, Jeff said no."},{"speaker":"REID HOLZWORTH","startTime":2514.335,"endTime":2515.96,"body":"You know and it's"},{"speaker":"REID HOLZWORTH","startTime":2514.335,"endTime":2515.96,"body":"just like, I'm like--"},{"speaker":"CHIP BACCIOCCO","startTime":2515.96,"endTime":2518.085,"body":"And Mary's"},{"speaker":"CHIP BACCIOCCO","startTime":2515.96,"endTime":2518.085,"body":"been there for 25 years."},{"speaker":"CHIP BACCIOCCO","startTime":2518.085,"endTime":2521.27,"body":"And Mary knows where everything"},{"speaker":"CHIP BACCIOCCO","startTime":2518.085,"endTime":2521.27,"body":"is and we can't upset Mary"},{"speaker":"CHIP BACCIOCCO","startTime":2521.27,"endTime":2524.845,"body":"and that's a universal truth."},{"speaker":"REID HOLZWORTH","startTime":2524.845,"endTime":2527.57,"body":"And I literally"},{"speaker":"REID HOLZWORTH","startTime":2524.845,"endTime":2527.57,"body":"said to a guy one time,"},{"speaker":"REID HOLZWORTH","startTime":2527.57,"endTime":2529.44,"body":"this is no bullshit,"},{"speaker":"REID HOLZWORTH","startTime":2527.57,"endTime":2529.44,"body":"I said, well,"},{"speaker":"REID HOLZWORTH","startTime":2529.44,"endTime":2533.39,"body":"I can tell who is wearing"},{"speaker":"REID HOLZWORTH","startTime":2529.44,"endTime":2533.39,"body":"the pants in that agency."},{"speaker":"REID HOLZWORTH","startTime":2533.39,"endTime":2536.21,"body":"He got mad at me about it,"},{"speaker":"REID HOLZWORTH","startTime":2533.39,"endTime":2536.21,"body":"but it's like, I'm not wrong,"},{"speaker":"REID HOLZWORTH","startTime":2536.21,"endTime":2537.683,"body":"you know."},{"speaker":"CHIP BACCIOCCO","startTime":2537.683,"endTime":2539.6,"body":"And Mary"},{"speaker":"CHIP BACCIOCCO","startTime":2537.683,"endTime":2539.6,"body":"could be named Steve."},{"speaker":"CHIP BACCIOCCO","startTime":2539.6,"endTime":2542.51,"body":"It's not about-- there's"},{"speaker":"CHIP BACCIOCCO","startTime":2539.6,"endTime":2542.51,"body":"always a person that"},{"speaker":"CHIP BACCIOCCO","startTime":2542.51,"endTime":2547.91,"body":"has a lot of tenure, that"},{"speaker":"CHIP BACCIOCCO","startTime":2542.51,"endTime":2547.91,"body":"has a lot of indirect clout"},{"speaker":"CHIP BACCIOCCO","startTime":2547.91,"endTime":2548.7,"body":"in the office."},{"speaker":"CHIP BACCIOCCO","startTime":2548.7,"endTime":2550.158,"body":"And if they aren't"},{"speaker":"CHIP BACCIOCCO","startTime":2548.7,"endTime":2550.158,"body":"on board, if you"},{"speaker":"CHIP BACCIOCCO","startTime":2550.158,"endTime":2552.26,"body":"haven't incentivized them"},{"speaker":"CHIP BACCIOCCO","startTime":2550.158,"endTime":2552.26,"body":"to get out of the way,"},{"speaker":"CHIP BACCIOCCO","startTime":2552.26,"endTime":2553.965,"body":"you've got a big problem."},{"speaker":"REID HOLZWORTH","startTime":2553.965,"endTime":2554.84,"body":"Yeah."},{"speaker":"REID HOLZWORTH","startTime":2554.84,"endTime":2555.65,"body":"Let's get off this."},{"speaker":"REID HOLZWORTH","startTime":2555.65,"endTime":2558.38,"body":"Let's get off the"},{"speaker":"REID HOLZWORTH","startTime":2555.65,"endTime":2558.38,"body":"agency adoption topic."},{"speaker":"REID HOLZWORTH","startTime":2558.38,"endTime":2559.73,"body":"We beat this thing to death."},{"speaker":"CHIP BACCIOCCO","startTime":2559.73,"endTime":2560.73,"body":"We have."},{"speaker":"REID HOLZWORTH","startTime":2560.73,"endTime":2563.04,"body":"Look,"},{"speaker":"REID HOLZWORTH","startTime":2560.73,"endTime":2563.04,"body":"agents adopt a solution."},{"speaker":"CHIP BACCIOCCO","startTime":2563.04,"endTime":2563.998,"body":"Please."},{"speaker":"REID HOLZWORTH","startTime":2563.998,"endTime":2567.06,"body":"Just do it,"},{"speaker":"REID HOLZWORTH","startTime":2563.998,"endTime":2567.06,"body":"you know or don't buy it."},{"speaker":"REID HOLZWORTH","startTime":2567.06,"endTime":2567.75,"body":"That's it."},{"speaker":"REID HOLZWORTH","startTime":2567.75,"endTime":2569.04,"body":"It's that simple."},{"speaker":"CHIP BACCIOCCO","startTime":2569.04,"endTime":2570.623,"body":"And"},{"speaker":"CHIP BACCIOCCO","startTime":2569.04,"endTime":2570.623,"body":"be prepared to get"},{"speaker":"CHIP BACCIOCCO","startTime":2570.623,"endTime":2572.09,"body":"your people to embrace it."},{"speaker":"CHIP BACCIOCCO","startTime":2572.09,"endTime":2573.66,"body":"And you'll have"},{"speaker":"CHIP BACCIOCCO","startTime":2572.09,"endTime":2573.66,"body":"to win them over."},{"speaker":"REID HOLZWORTH","startTime":2573.66,"endTime":2575.66,"body":"Yes, they"},{"speaker":"REID HOLZWORTH","startTime":2573.66,"endTime":2575.66,"body":"are going to push back"},{"speaker":"REID HOLZWORTH","startTime":2575.66,"endTime":2579.068,"body":"and you may not even see it"},{"speaker":"REID HOLZWORTH","startTime":2575.66,"endTime":2579.068,"body":"because it's a new thing."},{"speaker":"REID HOLZWORTH","startTime":2579.068,"endTime":2581.36,"body":"And some people are scared"},{"speaker":"REID HOLZWORTH","startTime":2579.068,"endTime":2581.36,"body":"for a number of reasons, job"},{"speaker":"REID HOLZWORTH","startTime":2581.36,"endTime":2582.993,"body":"security, whatever it may be."},{"speaker":"REID HOLZWORTH","startTime":2582.993,"endTime":2584.66,"body":"It's just a new thing"},{"speaker":"REID HOLZWORTH","startTime":2582.993,"endTime":2584.66,"body":"they have to learn"},{"speaker":"REID HOLZWORTH","startTime":2584.66,"endTime":2586.46,"body":"and they're already stressed."},{"speaker":"REID HOLZWORTH","startTime":2586.46,"endTime":2588.895,"body":"Every day they end up with"},{"speaker":"REID HOLZWORTH","startTime":2586.46,"endTime":2588.895,"body":"an extra 500 activities"},{"speaker":"REID HOLZWORTH","startTime":2588.895,"endTime":2590.27,"body":"in their agency"},{"speaker":"REID HOLZWORTH","startTime":2588.895,"endTime":2590.27,"body":"management system"},{"speaker":"REID HOLZWORTH","startTime":2590.27,"endTime":2592.59,"body":"or whatever it is they've"},{"speaker":"REID HOLZWORTH","startTime":2590.27,"endTime":2592.59,"body":"got to get through that."},{"speaker":"REID HOLZWORTH","startTime":2592.59,"endTime":2593.52,"body":"And so it's tough."},{"speaker":"REID HOLZWORTH","startTime":2593.52,"endTime":2594.35,"body":"It's really tough."},{"speaker":"REID HOLZWORTH","startTime":2594.35,"endTime":2596.433,"body":"But if you're going to do"},{"speaker":"REID HOLZWORTH","startTime":2594.35,"endTime":2596.433,"body":"it, you've got to do it."},{"speaker":"REID HOLZWORTH","startTime":2596.433,"endTime":2600.5,"body":"And then incent the"},{"speaker":"REID HOLZWORTH","startTime":2596.433,"endTime":2600.5,"body":"team to love it."},{"speaker":"REID HOLZWORTH","startTime":2600.5,"endTime":2604.31,"body":"It'll make all of"},{"speaker":"REID HOLZWORTH","startTime":2600.5,"endTime":2604.31,"body":"our lives easier."},{"speaker":"REID HOLZWORTH","startTime":2604.31,"endTime":2609.83,"body":"Agencies, generally speaking,"},{"speaker":"REID HOLZWORTH","startTime":2604.31,"endTime":2609.83,"body":"really do like technology."},{"speaker":"REID HOLZWORTH","startTime":2609.83,"endTime":2613.31,"body":"And they do really"},{"speaker":"REID HOLZWORTH","startTime":2609.83,"endTime":2613.31,"body":"want technology"},{"speaker":"REID HOLZWORTH","startTime":2613.31,"endTime":2615.44,"body":"to help their business."},{"speaker":"REID HOLZWORTH","startTime":2615.44,"endTime":2619.94,"body":"There are so many though agents"},{"speaker":"REID HOLZWORTH","startTime":2615.44,"endTime":2619.94,"body":"that come up with the next bell"},{"speaker":"REID HOLZWORTH","startTime":2619.94,"endTime":2623.81,"body":"and whistle that's going to"},{"speaker":"REID HOLZWORTH","startTime":2619.94,"endTime":2623.81,"body":"revolutionize the industry."},{"speaker":"REID HOLZWORTH","startTime":2623.81,"endTime":2626.54,"body":"And it does make sense."},{"speaker":"REID HOLZWORTH","startTime":2626.54,"endTime":2629.21,"body":"And there's things that need"},{"speaker":"REID HOLZWORTH","startTime":2626.54,"endTime":2629.21,"body":"to be solved in this industry."},{"speaker":"REID HOLZWORTH","startTime":2629.21,"endTime":2631.67,"body":"But going back to"},{"speaker":"REID HOLZWORTH","startTime":2629.21,"endTime":2631.67,"body":"your point, outside"},{"speaker":"REID HOLZWORTH","startTime":2631.67,"endTime":2634.91,"body":"of you using it,"},{"speaker":"REID HOLZWORTH","startTime":2631.67,"endTime":2634.91,"body":"who's going to buy it?"},{"speaker":"REID HOLZWORTH","startTime":2634.91,"endTime":2637.19,"body":"And I'll say this"},{"speaker":"REID HOLZWORTH","startTime":2634.91,"endTime":2637.19,"body":"too, being that guy"},{"speaker":"REID HOLZWORTH","startTime":2637.19,"endTime":2641.24,"body":"and being in that world,"},{"speaker":"REID HOLZWORTH","startTime":2637.19,"endTime":2641.24,"body":"it's tough to have"},{"speaker":"REID HOLZWORTH","startTime":2641.24,"endTime":2644.76,"body":"an agency and a technology"},{"speaker":"REID HOLZWORTH","startTime":2641.24,"endTime":2644.76,"body":"company as well."},{"speaker":"REID HOLZWORTH","startTime":2644.76,"endTime":2645.86,"body":"You need to pick one."},{"speaker":"REID HOLZWORTH","startTime":2645.86,"endTime":2647.51,"body":"You get to branch off."},{"speaker":"REID HOLZWORTH","startTime":2647.51,"endTime":2650.912,"body":"And it doesn't work very"},{"speaker":"REID HOLZWORTH","startTime":2647.51,"endTime":2650.912,"body":"well in my experience,"},{"speaker":"REID HOLZWORTH","startTime":2650.912,"endTime":2653.12,"body":"and I've seen a lot of"},{"speaker":"REID HOLZWORTH","startTime":2650.912,"endTime":2653.12,"body":"companies that have done this,"},{"speaker":"REID HOLZWORTH","startTime":2653.12,"endTime":2655.2,"body":"it doesn't work well"},{"speaker":"REID HOLZWORTH","startTime":2653.12,"endTime":2655.2,"body":"when you have both."},{"speaker":"REID HOLZWORTH","startTime":2655.2,"endTime":2656.808,"body":"And so you need to step out."},{"speaker":"CHIP BACCIOCCO","startTime":2656.808,"endTime":2658.85,"body":"And we"},{"speaker":"CHIP BACCIOCCO","startTime":2656.808,"endTime":2658.85,"body":"know some guys that have--"},{"speaker":"CHIP BACCIOCCO","startTime":2658.85,"endTime":2659.358,"body":"we do."},{"speaker":"REID HOLZWORTH","startTime":2659.358,"endTime":2660.65,"body":"Oh yeah, we do."},{"speaker":"REID HOLZWORTH","startTime":2660.65,"endTime":2662.27,"body":"And it hasn't gone well."},{"speaker":"REID HOLZWORTH","startTime":2662.27,"endTime":2662.96,"body":"It doesn't."},{"speaker":"CHIP BACCIOCCO","startTime":2662.96,"endTime":2665.21,"body":"Well, you"},{"speaker":"CHIP BACCIOCCO","startTime":2662.96,"endTime":2665.21,"body":"got to pick one as you said."},{"speaker":"CHIP BACCIOCCO","startTime":2665.21,"endTime":2667.953,"body":"I mean, one can go"},{"speaker":"CHIP BACCIOCCO","startTime":2665.21,"endTime":2667.953,"body":"well if you pick one."},{"speaker":"CHIP BACCIOCCO","startTime":2667.953,"endTime":2669.62,"body":"And there's nothing"},{"speaker":"CHIP BACCIOCCO","startTime":2667.953,"endTime":2669.62,"body":"wrong with morphing,"},{"speaker":"CHIP BACCIOCCO","startTime":2669.62,"endTime":2672.53,"body":"Zywave Foundation, they"},{"speaker":"CHIP BACCIOCCO","startTime":2669.62,"endTime":2672.53,"body":"won't mind me saying at all,"},{"speaker":"CHIP BACCIOCCO","startTime":2672.53,"endTime":2673.97,"body":"came from an agency."},{"speaker":"CHIP BACCIOCCO","startTime":2673.97,"endTime":2675.05,"body":"And it was an agency."},{"speaker":"CHIP BACCIOCCO","startTime":2675.05,"endTime":2677.99,"body":"And Bill Hack ran"},{"speaker":"CHIP BACCIOCCO","startTime":2675.05,"endTime":2677.99,"body":"that agency and they"},{"speaker":"CHIP BACCIOCCO","startTime":2677.99,"endTime":2679.88,"body":"created some internal"},{"speaker":"CHIP BACCIOCCO","startTime":2677.99,"endTime":2679.88,"body":"software tools"},{"speaker":"CHIP BACCIOCCO","startTime":2679.88,"endTime":2682.73,"body":"that they realized"},{"speaker":"CHIP BACCIOCCO","startTime":2679.88,"endTime":2682.73,"body":"every employee benefits"},{"speaker":"CHIP BACCIOCCO","startTime":2682.73,"endTime":2683.99,"body":"brokers should have."},{"speaker":"CHIP BACCIOCCO","startTime":2683.99,"endTime":2687.47,"body":"But that transition when"},{"speaker":"CHIP BACCIOCCO","startTime":2683.99,"endTime":2687.47,"body":"they were doing the juggle,"},{"speaker":"CHIP BACCIOCCO","startTime":2687.47,"endTime":2688.377,"body":"they were--"},{"speaker":"CHIP BACCIOCCO","startTime":2688.377,"endTime":2689.96,"body":"both were suffering"},{"speaker":"CHIP BACCIOCCO","startTime":2688.377,"endTime":2689.96,"body":"a little bit right"},{"speaker":"CHIP BACCIOCCO","startTime":2689.96,"endTime":2691.793,"body":"because they weren't"},{"speaker":"CHIP BACCIOCCO","startTime":2689.96,"endTime":2691.793,"body":"focused on either being"},{"speaker":"CHIP BACCIOCCO","startTime":2691.793,"endTime":2695.0,"body":"a really good agent or being a"},{"speaker":"CHIP BACCIOCCO","startTime":2691.793,"endTime":2695.0,"body":"really good software provider."},{"speaker":"CHIP BACCIOCCO","startTime":2695.0,"endTime":2697.26,"body":"And so they had to make"},{"speaker":"CHIP BACCIOCCO","startTime":2695.0,"endTime":2697.26,"body":"the full transition."},{"speaker":"CHIP BACCIOCCO","startTime":2697.26,"endTime":2700.25,"body":"And obviously today, Zywave"},{"speaker":"CHIP BACCIOCCO","startTime":2697.26,"endTime":2700.25,"body":"is a full technology company."},{"speaker":"CHIP BACCIOCCO","startTime":2700.25,"endTime":2702.14,"body":"But there were days"},{"speaker":"CHIP BACCIOCCO","startTime":2700.25,"endTime":2702.14,"body":"when they weren't."},{"speaker":"CHIP BACCIOCCO","startTime":2702.14,"endTime":2706.19,"body":"And to your point, I won't name"},{"speaker":"CHIP BACCIOCCO","startTime":2702.14,"endTime":2706.19,"body":"any more current organizations,"},{"speaker":"CHIP BACCIOCCO","startTime":2706.19,"endTime":2708.083,"body":"but they struggle with it."},{"speaker":"CHIP BACCIOCCO","startTime":2708.083,"endTime":2709.82,"body":"It's really tough,"},{"speaker":"CHIP BACCIOCCO","startTime":2708.083,"endTime":2709.82,"body":"and you really"},{"speaker":"CHIP BACCIOCCO","startTime":2709.82,"endTime":2712.13,"body":"have to step away and"},{"speaker":"CHIP BACCIOCCO","startTime":2709.82,"endTime":2712.13,"body":"focus on one or the other."},{"speaker":"REID HOLZWORTH","startTime":2712.13,"endTime":2713.63,"body":"Which means you have"},{"speaker":"REID HOLZWORTH","startTime":2713.63,"endTime":2714.95,"body":"to give up something you love."},{"speaker":"REID HOLZWORTH","startTime":2714.95,"endTime":2717.2,"body":"They got into both because"},{"speaker":"REID HOLZWORTH","startTime":2714.95,"endTime":2717.2,"body":"they were either good at it"},{"speaker":"REID HOLZWORTH","startTime":2717.2,"endTime":2720.15,"body":"or loved it or had"},{"speaker":"REID HOLZWORTH","startTime":2717.2,"endTime":2720.15,"body":"some passion for it."},{"speaker":"REID HOLZWORTH","startTime":2720.15,"endTime":2723.17,"body":"And so I don't know, that"},{"speaker":"REID HOLZWORTH","startTime":2720.15,"endTime":2723.17,"body":"would be hard for me too."},{"speaker":"CHIP BACCIOCCO","startTime":2723.17,"endTime":2726.56,"body":"And I mean,"},{"speaker":"CHIP BACCIOCCO","startTime":2723.17,"endTime":2726.56,"body":"it is successful if you pick."},{"speaker":"CHIP BACCIOCCO","startTime":2726.56,"endTime":2728.99,"body":"I'll just name one,"},{"speaker":"CHIP BACCIOCCO","startTime":2726.56,"endTime":2728.99,"body":"like [INAUDIBLE]"},{"speaker":"CHIP BACCIOCCO","startTime":2728.99,"endTime":2730.52,"body":"and he was at his dad's agency."},{"speaker":"CHIP BACCIOCCO","startTime":2730.52,"endTime":2731.03,"body":"Boom."},{"speaker":"CHIP BACCIOCCO","startTime":2731.03,"endTime":2732.86,"body":"He's like, I'm going to build"},{"speaker":"CHIP BACCIOCCO","startTime":2731.03,"endTime":2732.86,"body":"this thing because it's better"},{"speaker":"CHIP BACCIOCCO","startTime":2732.86,"endTime":2734.21,"body":"because we suck at"},{"speaker":"CHIP BACCIOCCO","startTime":2732.86,"endTime":2734.21,"body":"this and I think"},{"speaker":"CHIP BACCIOCCO","startTime":2734.21,"endTime":2735.47,"body":"this tool is going to be good."},{"speaker":"CHIP BACCIOCCO","startTime":2735.47,"endTime":2738.53,"body":"And they're like, OK,"},{"speaker":"CHIP BACCIOCCO","startTime":2735.47,"endTime":2738.53,"body":"but then go do that."},{"speaker":"CHIP BACCIOCCO","startTime":2738.53,"endTime":2739.88,"body":"Don't do both."},{"speaker":"CHIP BACCIOCCO","startTime":2739.88,"endTime":2742.04,"body":"I'll mention another"},{"speaker":"CHIP BACCIOCCO","startTime":2739.88,"endTime":2742.04,"body":"one if we can."},{"speaker":"CHIP BACCIOCCO","startTime":2742.04,"endTime":2743.248,"body":"Peter MacDonald at Wunderite."},{"speaker":"REID HOLZWORTH","startTime":2743.248,"endTime":2744.957,"body":"There"},{"speaker":"REID HOLZWORTH","startTime":2743.248,"endTime":2744.957,"body":"you go, same thing."},{"speaker":"CHIP BACCIOCCO","startTime":2744.957,"endTime":2746.39,"body":"Family Agency, he"},{"speaker":"CHIP BACCIOCCO","startTime":2746.39,"endTime":2749.067,"body":"pulled-- he had an interesting"},{"speaker":"CHIP BACCIOCCO","startTime":2746.39,"endTime":2749.067,"body":"idea, but separate,"},{"speaker":"CHIP BACCIOCCO","startTime":2749.067,"endTime":2749.9,"body":"went on his own way."},{"speaker":"CHIP BACCIOCCO","startTime":2749.9,"endTime":2751.5,"body":"He's committed to one."},{"speaker":"REID HOLZWORTH","startTime":2751.5,"endTime":2753.0,"body":"Peter's a good dude."},{"speaker":"REID HOLZWORTH","startTime":2753.0,"endTime":2754.52,"body":"I like Peter."},{"speaker":"REID HOLZWORTH","startTime":2754.52,"endTime":2757.08,"body":"Yeah so anyways, fun stuff."},{"speaker":"REID HOLZWORTH","startTime":2757.08,"endTime":2760.407,"body":"So Chip, advice, back"},{"speaker":"REID HOLZWORTH","startTime":2757.08,"endTime":2760.407,"body":"to the listeners."},{"speaker":"REID HOLZWORTH","startTime":2760.407,"endTime":2761.99,"body":"What would you change"},{"speaker":"REID HOLZWORTH","startTime":2760.407,"endTime":2761.99,"body":"in this industry"},{"speaker":"REID HOLZWORTH","startTime":2761.99,"endTime":2763.457,"body":"if you could change one thing?"},{"speaker":"CHIP BACCIOCCO","startTime":2763.457,"endTime":2765.29,"body":"If I"},{"speaker":"CHIP BACCIOCCO","startTime":2763.457,"endTime":2765.29,"body":"could change one thing."},{"speaker":"REID HOLZWORTH","startTime":2765.29,"endTime":2767.697,"body":"How about"},{"speaker":"REID HOLZWORTH","startTime":2765.29,"endTime":2767.697,"body":"in technology, I don't know."},{"speaker":"REID HOLZWORTH","startTime":2767.697,"endTime":2768.53,"body":"That's pretty broad."},{"speaker":"CHIP BACCIOCCO","startTime":2768.53,"endTime":2772.228,"body":"I mentioned"},{"speaker":"CHIP BACCIOCCO","startTime":2768.53,"endTime":2772.228,"body":"before that for the IA channel."},{"speaker":"CHIP BACCIOCCO","startTime":2772.228,"endTime":2774.27,"body":"I'm going to stay in the"},{"speaker":"CHIP BACCIOCCO","startTime":2772.228,"endTime":2774.27,"body":"AI channel for a minute."},{"speaker":"CHIP BACCIOCCO","startTime":2774.27,"endTime":2777.08,"body":"When we solve this producer"},{"speaker":"CHIP BACCIOCCO","startTime":2774.27,"endTime":2777.08,"body":"availability challenge,"},{"speaker":"CHIP BACCIOCCO","startTime":2777.08,"endTime":2778.13,"body":"that's going to be huge."},{"speaker":"CHIP BACCIOCCO","startTime":2778.13,"endTime":2781.82,"body":"So that's my personal"},{"speaker":"CHIP BACCIOCCO","startTime":2778.13,"endTime":2781.82,"body":"mission that I can most"},{"speaker":"CHIP BACCIOCCO","startTime":2781.82,"endTime":2785.18,"body":"influence is to help"},{"speaker":"CHIP BACCIOCCO","startTime":2781.82,"endTime":2785.18,"body":"get opportunities"},{"speaker":"CHIP BACCIOCCO","startTime":2785.18,"endTime":2788.39,"body":"to independent agents that will"},{"speaker":"CHIP BACCIOCCO","startTime":2785.18,"endTime":2788.39,"body":"talk to a customer right now."},{"speaker":"CHIP BACCIOCCO","startTime":2788.39,"endTime":2790.1,"body":"We have this huge"},{"speaker":"CHIP BACCIOCCO","startTime":2788.39,"endTime":2790.1,"body":"network of agents."},{"speaker":"CHIP BACCIOCCO","startTime":2790.1,"endTime":2791.46,"body":"We know what they do."},{"speaker":"CHIP BACCIOCCO","startTime":2791.46,"endTime":2792.62,"body":"We know where they are."},{"speaker":"CHIP BACCIOCCO","startTime":2792.62,"endTime":2795.35,"body":"And if we can come up with"},{"speaker":"CHIP BACCIOCCO","startTime":2792.62,"endTime":2795.35,"body":"the right notification systems"},{"speaker":"CHIP BACCIOCCO","startTime":2795.35,"endTime":2799.67,"body":"and kind of borrow from Uber,"},{"speaker":"CHIP BACCIOCCO","startTime":2795.35,"endTime":2799.67,"body":"we will solve that problem."},{"speaker":"CHIP BACCIOCCO","startTime":2799.67,"endTime":2802.34,"body":"From a technology"},{"speaker":"CHIP BACCIOCCO","startTime":2799.67,"endTime":2802.34,"body":"standpoint, and you and I"},{"speaker":"CHIP BACCIOCCO","startTime":2802.34,"endTime":2804.14,"body":"have talked about this"},{"speaker":"CHIP BACCIOCCO","startTime":2802.34,"endTime":2804.14,"body":"before, but I still"},{"speaker":"CHIP BACCIOCCO","startTime":2804.14,"endTime":2806.18,"body":"think it comes down"},{"speaker":"CHIP BACCIOCCO","startTime":2804.14,"endTime":2806.18,"body":"to integration."},{"speaker":"CHIP BACCIOCCO","startTime":2806.18,"endTime":2809.09,"body":"I still think-- and I think"},{"speaker":"CHIP BACCIOCCO","startTime":2806.18,"endTime":2809.09,"body":"we're on the cusp by the way."},{"speaker":"CHIP BACCIOCCO","startTime":2809.09,"endTime":2812.87,"body":"I think we are headed into"},{"speaker":"CHIP BACCIOCCO","startTime":2809.09,"endTime":2812.87,"body":"a time where, this is me,"},{"speaker":"CHIP BACCIOCCO","startTime":2812.87,"endTime":2816.26,"body":"and you work for one"},{"speaker":"CHIP BACCIOCCO","startTime":2812.87,"endTime":2816.26,"body":"of these companies."},{"speaker":"CHIP BACCIOCCO","startTime":2816.26,"endTime":2818.63,"body":"So I'm going to, but I"},{"speaker":"CHIP BACCIOCCO","startTime":2816.26,"endTime":2818.63,"body":"think you work on the--"},{"speaker":"CHIP BACCIOCCO","startTime":2818.63,"endTime":2820.49,"body":"I think you're on the"},{"speaker":"CHIP BACCIOCCO","startTime":2818.63,"endTime":2820.49,"body":"side of integration."},{"speaker":"CHIP BACCIOCCO","startTime":2820.49,"endTime":2821.618,"body":"I think you are."},{"speaker":"REID HOLZWORTH","startTime":2821.618,"endTime":2823.16,"body":"That"},{"speaker":"REID HOLZWORTH","startTime":2821.618,"endTime":2823.16,"body":"is our business."},{"speaker":"CHIP BACCIOCCO","startTime":2823.16,"endTime":2825.66,"body":"And I think"},{"speaker":"CHIP BACCIOCCO","startTime":2823.16,"endTime":2825.66,"body":"once everybody embraces the idea"},{"speaker":"CHIP BACCIOCCO","startTime":2825.66,"endTime":2827.69,"body":"that all the major"},{"speaker":"CHIP BACCIOCCO","startTime":2825.66,"endTime":2827.69,"body":"systems have to have,"},{"speaker":"CHIP BACCIOCCO","startTime":2827.69,"endTime":2830.99,"body":"I'm going to call it an"},{"speaker":"CHIP BACCIOCCO","startTime":2827.69,"endTime":2830.99,"body":"open API, a secure open API."},{"speaker":"CHIP BACCIOCCO","startTime":2830.99,"endTime":2832.88,"body":"And of course, they"},{"speaker":"CHIP BACCIOCCO","startTime":2830.99,"endTime":2832.88,"body":"are businesses,"},{"speaker":"CHIP BACCIOCCO","startTime":2832.88,"endTime":2836.34,"body":"they can charge for"},{"speaker":"CHIP BACCIOCCO","startTime":2832.88,"endTime":2836.34,"body":"access to that API."},{"speaker":"CHIP BACCIOCCO","startTime":2836.34,"endTime":2838.1,"body":"But once everybody"},{"speaker":"CHIP BACCIOCCO","startTime":2836.34,"endTime":2838.1,"body":"embraces that,"},{"speaker":"CHIP BACCIOCCO","startTime":2838.1,"endTime":2841.13,"body":"and it really becomes possible"},{"speaker":"CHIP BACCIOCCO","startTime":2838.1,"endTime":2841.13,"body":"that all these systems"},{"speaker":"CHIP BACCIOCCO","startTime":2841.13,"endTime":2843.75,"body":"can talk to each other"},{"speaker":"CHIP BACCIOCCO","startTime":2841.13,"endTime":2843.75,"body":"relatively easily."},{"speaker":"CHIP BACCIOCCO","startTime":2843.75,"endTime":2846.63,"body":"It's not a fortune to connect"},{"speaker":"CHIP BACCIOCCO","startTime":2843.75,"endTime":2846.63,"body":"this system to that system"},{"speaker":"CHIP BACCIOCCO","startTime":2846.63,"endTime":2847.4,"body":"and so forth."},{"speaker":"CHIP BACCIOCCO","startTime":2847.4,"endTime":2849.89,"body":"Then we'll start to see"},{"speaker":"CHIP BACCIOCCO","startTime":2847.4,"endTime":2849.89,"body":"best practices around how"},{"speaker":"CHIP BACCIOCCO","startTime":2849.89,"endTime":2852.71,"body":"do you wire these together,"},{"speaker":"CHIP BACCIOCCO","startTime":2849.89,"endTime":2852.71,"body":"which combination of solutions"},{"speaker":"CHIP BACCIOCCO","startTime":2852.71,"endTime":2854.21,"body":"really produce great results."},{"speaker":"CHIP BACCIOCCO","startTime":2854.21,"endTime":2855.83,"body":"I think we're on the cusp."},{"speaker":"CHIP BACCIOCCO","startTime":2855.83,"endTime":2858.98,"body":"I've already told people"},{"speaker":"CHIP BACCIOCCO","startTime":2855.83,"endTime":2858.98,"body":"when I've had presentations,"},{"speaker":"CHIP BACCIOCCO","startTime":2858.98,"endTime":2861.68,"body":"I'll say we're"},{"speaker":"CHIP BACCIOCCO","startTime":2858.98,"endTime":2861.68,"body":"entering this era of--"},{"speaker":"CHIP BACCIOCCO","startTime":2861.68,"endTime":2863.303,"body":"we've been in an"},{"speaker":"CHIP BACCIOCCO","startTime":2861.68,"endTime":2863.303,"body":"era of integration,"},{"speaker":"CHIP BACCIOCCO","startTime":2863.303,"endTime":2865.22,"body":"much more rapid in the"},{"speaker":"CHIP BACCIOCCO","startTime":2863.303,"endTime":2865.22,"body":"last two or three years"},{"speaker":"CHIP BACCIOCCO","startTime":2865.22,"endTime":2867.32,"body":"than it was six or"},{"speaker":"CHIP BACCIOCCO","startTime":2865.22,"endTime":2867.32,"body":"seven years ago."},{"speaker":"CHIP BACCIOCCO","startTime":2867.32,"endTime":2869.79,"body":"And I think the next two"},{"speaker":"CHIP BACCIOCCO","startTime":2867.32,"endTime":2869.79,"body":"years will be definitive."},{"speaker":"CHIP BACCIOCCO","startTime":2869.79,"endTime":2872.75,"body":"And I really think we'll"},{"speaker":"CHIP BACCIOCCO","startTime":2869.79,"endTime":2872.75,"body":"go over the tipping point."},{"speaker":"CHIP BACCIOCCO","startTime":2872.75,"endTime":2875.87,"body":"And I want to encourage all of"},{"speaker":"CHIP BACCIOCCO","startTime":2872.75,"endTime":2875.87,"body":"the agency management system"},{"speaker":"CHIP BACCIOCCO","startTime":2875.87,"endTime":2878.66,"body":"providers, especially,"},{"speaker":"CHIP BACCIOCCO","startTime":2875.87,"endTime":2878.66,"body":"not just them, though."},{"speaker":"CHIP BACCIOCCO","startTime":2878.66,"endTime":2882.17,"body":"But get away, please abandon,"},{"speaker":"CHIP BACCIOCCO","startTime":2878.66,"endTime":2882.17,"body":"and I have to do the same."},{"speaker":"CHIP BACCIOCCO","startTime":2882.17,"endTime":2887.28,"body":"We've all had ambitions of"},{"speaker":"CHIP BACCIOCCO","startTime":2882.17,"endTime":2887.28,"body":"this monolithic solution stack."},{"speaker":"CHIP BACCIOCCO","startTime":2887.28,"endTime":2887.78,"body":"and"},{"speaker":"REID HOLZWORTH","startTime":2887.78,"endTime":2888.84,"body":"That's not a thing."},{"speaker":"CHIP BACCIOCCO","startTime":2888.84,"endTime":2889.71,"body":"It's not a thing."},{"speaker":"CHIP BACCIOCCO","startTime":2889.71,"endTime":2890.38,"body":"It's not going to be a thing."},{"speaker":"REID HOLZWORTH","startTime":2890.38,"endTime":2890.84,"body":"It's too much."},{"speaker":"REID HOLZWORTH","startTime":2890.84,"endTime":2892.01,"body":"There's too many components."},{"speaker":"CHIP BACCIOCCO","startTime":2892.01,"endTime":2893.51,"body":"Too"},{"speaker":"CHIP BACCIOCCO","startTime":2892.01,"endTime":2893.51,"body":"many components."},{"speaker":"CHIP BACCIOCCO","startTime":2893.51,"endTime":2894.95,"body":"We are too diverse"},{"speaker":"CHIP BACCIOCCO","startTime":2893.51,"endTime":2894.95,"body":"of an industry"},{"speaker":"CHIP BACCIOCCO","startTime":2894.95,"endTime":2896.158,"body":"as we've talked about before."},{"speaker":"CHIP BACCIOCCO","startTime":2896.158,"endTime":2898.067,"body":"Too many things need to happen."},{"speaker":"CHIP BACCIOCCO","startTime":2898.067,"endTime":2900.65,"body":"The strength of the IA channel"},{"speaker":"CHIP BACCIOCCO","startTime":2898.067,"endTime":2900.65,"body":"is all these different business"},{"speaker":"CHIP BACCIOCCO","startTime":2900.65,"endTime":2902.21,"body":"specializations that we have."},{"speaker":"CHIP BACCIOCCO","startTime":2902.21,"endTime":2905.15,"body":"And the only way to empower"},{"speaker":"CHIP BACCIOCCO","startTime":2902.21,"endTime":2905.15,"body":"that is to let innovators"},{"speaker":"CHIP BACCIOCCO","startTime":2905.15,"endTime":2905.99,"body":"figure out how."},{"speaker":"CHIP BACCIOCCO","startTime":2905.99,"endTime":2908.75,"body":"So I think of it as"},{"speaker":"CHIP BACCIOCCO","startTime":2905.99,"endTime":2908.75,"body":"a patchwork of LEGOs."},{"speaker":"CHIP BACCIOCCO","startTime":2908.75,"endTime":2910.82,"body":"This is an old"},{"speaker":"CHIP BACCIOCCO","startTime":2908.75,"endTime":2910.82,"body":"analogy I've used."},{"speaker":"CHIP BACCIOCCO","startTime":2910.82,"endTime":2914.39,"body":"And you got to let the agency"},{"speaker":"CHIP BACCIOCCO","startTime":2910.82,"endTime":2914.39,"body":"or insurance company assemble"},{"speaker":"CHIP BACCIOCCO","startTime":2914.39,"endTime":2916.46,"body":"the right LEGOs for"},{"speaker":"CHIP BACCIOCCO","startTime":2914.39,"endTime":2916.46,"body":"them, but those LEGOs"},{"speaker":"CHIP BACCIOCCO","startTime":2916.46,"endTime":2918.5,"body":"have to snap together."},{"speaker":"CHIP BACCIOCCO","startTime":2918.5,"endTime":2922.07,"body":"We can't just all be out there"},{"speaker":"CHIP BACCIOCCO","startTime":2918.5,"endTime":2922.07,"body":"building hand-carved solutions"},{"speaker":"CHIP BACCIOCCO","startTime":2922.07,"endTime":2923.91,"body":"out of a single piece of wood."},{"speaker":"REID HOLZWORTH","startTime":2923.91,"endTime":2926.562,"body":"That's the issue."},{"speaker":"REID HOLZWORTH","startTime":2926.562,"endTime":2927.77,"body":"I think you're right, though."},{"speaker":"REID HOLZWORTH","startTime":2927.77,"endTime":2929.622,"body":"I think we're of at the"},{"speaker":"REID HOLZWORTH","startTime":2927.77,"endTime":2929.622,"body":"tipping point there."},{"speaker":"REID HOLZWORTH","startTime":2929.622,"endTime":2931.58,"body":"You know, and I've been"},{"speaker":"REID HOLZWORTH","startTime":2929.622,"endTime":2931.58,"body":"in those conversations,"},{"speaker":"REID HOLZWORTH","startTime":2931.58,"endTime":2934.58,"body":"multiple conversations around"},{"speaker":"REID HOLZWORTH","startTime":2931.58,"endTime":2934.58,"body":"kind of that monolith thing."},{"speaker":"REID HOLZWORTH","startTime":2934.58,"endTime":2937.55,"body":"And the big systems out"},{"speaker":"REID HOLZWORTH","startTime":2934.58,"endTime":2937.55,"body":"there have now realized,"},{"speaker":"REID HOLZWORTH","startTime":2937.55,"endTime":2938.72,"body":"like there's no way."},{"speaker":"REID HOLZWORTH","startTime":2938.72,"endTime":2941.96,"body":"Like it's not-- focus on"},{"speaker":"REID HOLZWORTH","startTime":2938.72,"endTime":2941.96,"body":"the things they're good at."},{"speaker":"REID HOLZWORTH","startTime":2941.96,"endTime":2944.6,"body":"Acquire things that"},{"speaker":"REID HOLZWORTH","startTime":2941.96,"endTime":2944.6,"body":"make sense to bolt on"},{"speaker":"REID HOLZWORTH","startTime":2944.6,"endTime":2947.41,"body":"as they become successful,"},{"speaker":"REID HOLZWORTH","startTime":2944.6,"endTime":2947.41,"body":"but let everything connect."},{"speaker":"REID HOLZWORTH","startTime":2947.41,"endTime":2951.92,"body":"Because ultimately, that's what"},{"speaker":"REID HOLZWORTH","startTime":2947.41,"endTime":2951.92,"body":"in this case and this agency"},{"speaker":"REID HOLZWORTH","startTime":2951.92,"endTime":2954.382,"body":"kind of technology and insurance"},{"speaker":"REID HOLZWORTH","startTime":2951.92,"endTime":2954.382,"body":"technology in our world,"},{"speaker":"REID HOLZWORTH","startTime":2954.382,"endTime":2956.09,"body":"especially connected"},{"speaker":"REID HOLZWORTH","startTime":2954.382,"endTime":2956.09,"body":"to the distribution,"},{"speaker":"REID HOLZWORTH","startTime":2956.09,"endTime":2960.74,"body":"that's what the distribution"},{"speaker":"REID HOLZWORTH","startTime":2956.09,"endTime":2960.74,"body":"agents are calling for."},{"speaker":"REID HOLZWORTH","startTime":2960.74,"endTime":2962.082,"body":"Yeah, everybody knows that."},{"speaker":"REID HOLZWORTH","startTime":2962.082,"endTime":2962.79,"body":"They're doing it."},{"speaker":"REID HOLZWORTH","startTime":2962.79,"endTime":2965.828,"body":"I think it's at a tipping"},{"speaker":"REID HOLZWORTH","startTime":2962.79,"endTime":2965.828,"body":"point because the bigs that"},{"speaker":"REID HOLZWORTH","startTime":2965.828,"endTime":2968.12,"body":"are out there, and I know"},{"speaker":"REID HOLZWORTH","startTime":2965.828,"endTime":2968.12,"body":"this because I'm part of this"},{"speaker":"REID HOLZWORTH","startTime":2968.12,"endTime":2972.62,"body":"is they've been held back"},{"speaker":"REID HOLZWORTH","startTime":2968.12,"endTime":2972.62,"body":"by the technology itself."},{"speaker":"REID HOLZWORTH","startTime":2972.62,"endTime":2973.85,"body":"People don't realize that."},{"speaker":"REID HOLZWORTH","startTime":2973.85,"endTime":2976.16,"body":"They think it's because"},{"speaker":"REID HOLZWORTH","startTime":2973.85,"endTime":2976.16,"body":"they want to hold it."},{"speaker":"REID HOLZWORTH","startTime":2976.16,"endTime":2977.45,"body":"And at one point it was."},{"speaker":"REID HOLZWORTH","startTime":2977.45,"endTime":2980.42,"body":"They didn't want to open it"},{"speaker":"REID HOLZWORTH","startTime":2977.45,"endTime":2980.42,"body":"up for competitive reasons."},{"speaker":"REID HOLZWORTH","startTime":2980.42,"endTime":2982.01,"body":"But that was many,"},{"speaker":"REID HOLZWORTH","startTime":2980.42,"endTime":2982.01,"body":"many years ago."},{"speaker":"REID HOLZWORTH","startTime":2982.01,"endTime":2986.75,"body":"Now when you have their top,"},{"speaker":"REID HOLZWORTH","startTime":2982.01,"endTime":2986.75,"body":"call it top 50 customers that"},{"speaker":"REID HOLZWORTH","startTime":2986.75,"endTime":2989.27,"body":"equal 90% of their"},{"speaker":"REID HOLZWORTH","startTime":2986.75,"endTime":2989.27,"body":"revenue or whatever"},{"speaker":"REID HOLZWORTH","startTime":2989.27,"endTime":2992.21,"body":"it is that are screaming"},{"speaker":"REID HOLZWORTH","startTime":2989.27,"endTime":2992.21,"body":"for this type of stuff,"},{"speaker":"REID HOLZWORTH","startTime":2992.21,"endTime":2992.962,"body":"they're doing--"},{"speaker":"CHIP BACCIOCCO","startTime":2992.962,"endTime":2993.92,"body":"I know."},{"speaker":"CHIP BACCIOCCO","startTime":2993.92,"endTime":2994.97,"body":"And I know it's knotty."},{"speaker":"CHIP BACCIOCCO","startTime":2994.97,"endTime":2999.5,"body":"I know that behind"},{"speaker":"CHIP BACCIOCCO","startTime":2994.97,"endTime":2999.5,"body":"the scenes, it's easy."},{"speaker":"CHIP BACCIOCCO","startTime":2999.5,"endTime":3001.61,"body":"For those don't know,"},{"speaker":"CHIP BACCIOCCO","startTime":2999.5,"endTime":3001.61,"body":"and it's your podcast."},{"speaker":"CHIP BACCIOCCO","startTime":3001.61,"endTime":3004.85,"body":"So they know, you're on the"},{"speaker":"CHIP BACCIOCCO","startTime":3001.61,"endTime":3004.85,"body":"executive committee at Applied."},{"speaker":"CHIP BACCIOCCO","startTime":3004.85,"endTime":3006.31,"body":"You're right there."},{"speaker":"CHIP BACCIOCCO","startTime":3006.31,"endTime":3009.4,"body":"This is something you guys talk"},{"speaker":"CHIP BACCIOCCO","startTime":3006.31,"endTime":3009.4,"body":"about at least once a month."},{"speaker":"CHIP BACCIOCCO","startTime":3009.4,"endTime":3012.76,"body":"And it's one thing to say, well,"},{"speaker":"CHIP BACCIOCCO","startTime":3009.4,"endTime":3012.76,"body":"great, we'll have this single."},{"speaker":"CHIP BACCIOCCO","startTime":3012.76,"endTime":3014.95,"body":"But then you realize,"},{"speaker":"CHIP BACCIOCCO","startTime":3012.76,"endTime":3014.95,"body":"wait, right behind that"},{"speaker":"CHIP BACCIOCCO","startTime":3014.95,"endTime":3017.96,"body":"or two layers behind that"},{"speaker":"CHIP BACCIOCCO","startTime":3014.95,"endTime":3017.96,"body":"it gets really complicated."},{"speaker":"CHIP BACCIOCCO","startTime":3017.96,"endTime":3020.195,"body":"Like how do you get this"},{"speaker":"CHIP BACCIOCCO","startTime":3017.96,"endTime":3020.195,"body":"system and that system?"},{"speaker":"CHIP BACCIOCCO","startTime":3020.195,"endTime":3021.82,"body":"Technically this data"},{"speaker":"CHIP BACCIOCCO","startTime":3020.195,"endTime":3021.82,"body":"model is a little"},{"speaker":"CHIP BACCIOCCO","startTime":3021.82,"endTime":3023.112,"body":"different than that data model."},{"speaker":"CHIP BACCIOCCO","startTime":3023.112,"endTime":3024.73,"body":"And there's no easy way to get."},{"speaker":"CHIP BACCIOCCO","startTime":3024.73,"endTime":3025.75,"body":"I get it."},{"speaker":"CHIP BACCIOCCO","startTime":3025.75,"endTime":3026.29,"body":"I get it."},{"speaker":"CHIP BACCIOCCO","startTime":3026.29,"endTime":3026.86,"body":"I do."},{"speaker":"CHIP BACCIOCCO","startTime":3026.86,"endTime":3029.71,"body":"So be honest about that."},{"speaker":"CHIP BACCIOCCO","startTime":3029.71,"endTime":3031.99,"body":"You don't want to say,"},{"speaker":"CHIP BACCIOCCO","startTime":3029.71,"endTime":3031.99,"body":"don't look in the back room,"},{"speaker":"CHIP BACCIOCCO","startTime":3031.99,"endTime":3033.16,"body":"it's messy back there."},{"speaker":"REID HOLZWORTH","startTime":3033.16,"endTime":3033.46,"body":"It is."},{"speaker":"REID HOLZWORTH","startTime":3033.46,"endTime":3034.335,"body":"And that's everybody."},{"speaker":"CHIP BACCIOCCO","startTime":3034.335,"endTime":3035.252,"body":"It is."},{"speaker":"CHIP BACCIOCCO","startTime":3035.252,"endTime":3036.5,"body":"It absolutely is everybody."},{"speaker":"CHIP BACCIOCCO","startTime":3036.5,"endTime":3037.64,"body":"It is absolutely everybody."},{"speaker":"REID HOLZWORTH","startTime":3037.64,"endTime":3038.98,"body":"These systems"},{"speaker":"REID HOLZWORTH","startTime":3037.64,"endTime":3038.98,"body":"have been around a long time."},{"speaker":"REID HOLZWORTH","startTime":3038.98,"endTime":3041.86,"body":"And then when you bring"},{"speaker":"REID HOLZWORTH","startTime":3038.98,"endTime":3041.86,"body":"it all the acquisitions"},{"speaker":"REID HOLZWORTH","startTime":3041.86,"endTime":3045.173,"body":"over the years and all of"},{"speaker":"REID HOLZWORTH","startTime":3041.86,"endTime":3045.173,"body":"that stuff that's connected,"},{"speaker":"REID HOLZWORTH","startTime":3045.173,"endTime":3046.34,"body":"I mean, different code base."},{"speaker":"REID HOLZWORTH","startTime":3046.34,"endTime":3047.493,"body":"It is complicated."},{"speaker":"CHIP BACCIOCCO","startTime":3047.493,"endTime":3048.91,"body":"It is complicated."},{"speaker":"CHIP BACCIOCCO","startTime":3048.91,"endTime":3050.96,"body":"And it is messy."},{"speaker":"CHIP BACCIOCCO","startTime":3050.96,"endTime":3052.96,"body":"But you're right, the"},{"speaker":"CHIP BACCIOCCO","startTime":3050.96,"endTime":3052.96,"body":"language, and maybe that's"},{"speaker":"CHIP BACCIOCCO","startTime":3052.96,"endTime":3053.627,"body":"what I'm seeing."},{"speaker":"CHIP BACCIOCCO","startTime":3053.627,"endTime":3056.35,"body":"I'm seeing there's a lot of very"},{"speaker":"CHIP BACCIOCCO","startTime":3053.627,"endTime":3056.35,"body":"positive language, the simpler"},{"speaker":"CHIP BACCIOCCO","startTime":3056.35,"endTime":3057.445,"body":"systems."},{"speaker":"CHIP BACCIOCCO","startTime":3057.445,"endTime":3060.07,"body":"It's easier for them, so I'm not"},{"speaker":"CHIP BACCIOCCO","startTime":3057.445,"endTime":3060.07,"body":"going to mention names either."},{"speaker":"CHIP BACCIOCCO","startTime":3060.07,"endTime":3061.82,"body":"But there's some agency"},{"speaker":"CHIP BACCIOCCO","startTime":3060.07,"endTime":3061.82,"body":"management systems"},{"speaker":"CHIP BACCIOCCO","startTime":3061.82,"endTime":3065.8,"body":"that for whom it's easier and"},{"speaker":"CHIP BACCIOCCO","startTime":3061.82,"endTime":3065.8,"body":"for whom they've opened it up."},{"speaker":"CHIP BACCIOCCO","startTime":3065.8,"endTime":3068.3,"body":"So as long as Applied"},{"speaker":"CHIP BACCIOCCO","startTime":3065.8,"endTime":3068.3,"body":"and Vertafore,"},{"speaker":"CHIP BACCIOCCO","startTime":3068.3,"endTime":3070.75,"body":"let's use the two big dogs"},{"speaker":"CHIP BACCIOCCO","startTime":3068.3,"endTime":3070.75,"body":"in the room, Zywave, I guess,"},{"speaker":"CHIP BACCIOCCO","startTime":3070.75,"endTime":3073.69,"body":"might be starting"},{"speaker":"CHIP BACCIOCCO","startTime":3070.75,"endTime":3073.69,"body":"to be the third."},{"speaker":"CHIP BACCIOCCO","startTime":3073.69,"endTime":3075.4,"body":"If you guys-- I"},{"speaker":"CHIP BACCIOCCO","startTime":3073.69,"endTime":3075.4,"body":"would love to see it."},{"speaker":"REID HOLZWORTH","startTime":3075.4,"endTime":3077.23,"body":"It is kind"},{"speaker":"REID HOLZWORTH","startTime":3075.4,"endTime":3077.23,"body":"of like a radio right now."},{"speaker":"CHIP BACCIOCCO","startTime":3077.23,"endTime":3078.855,"body":"Yeah,"},{"speaker":"CHIP BACCIOCCO","startTime":3077.23,"endTime":3078.855,"body":"it is like radio."},{"speaker":"CHIP BACCIOCCO","startTime":3078.855,"endTime":3080.648,"body":"It's like ooh,"},{"speaker":"CHIP BACCIOCCO","startTime":3078.855,"endTime":3080.648,"body":"ooh, like oh it is."},{"speaker":"CHIP BACCIOCCO","startTime":3080.648,"endTime":3082.19,"body":"We even have a"},{"speaker":"CHIP BACCIOCCO","startTime":3080.648,"endTime":3082.19,"body":"microphone between us,"},{"speaker":"CHIP BACCIOCCO","startTime":3082.19,"endTime":3083.68,"body":"it feels like radio."},{"speaker":"REID HOLZWORTH","startTime":3083.68,"endTime":3084.788,"body":"It's fun."},{"speaker":"REID HOLZWORTH","startTime":3084.788,"endTime":3086.08,"body":"[INAUDIBLE] is just coming out."},{"speaker":"CHIP BACCIOCCO","startTime":3086.08,"endTime":3087.76,"body":"Yeah, right, exactly,"},{"speaker":"CHIP BACCIOCCO","startTime":3087.76,"endTime":3090.7,"body":"like you don't know what's next."},{"speaker":"CHIP BACCIOCCO","startTime":3090.7,"endTime":3093.315,"body":"So we sorta do it by the seat"},{"speaker":"CHIP BACCIOCCO","startTime":3090.7,"endTime":3093.315,"body":"of our pants and everything."},{"speaker":"CHIP BACCIOCCO","startTime":3093.315,"endTime":3093.94,"body":"But it's great."},{"speaker":"CHIP BACCIOCCO","startTime":3093.94,"endTime":3095.11,"body":"We're going to--"},{"speaker":"CHIP BACCIOCCO","startTime":3095.11,"endTime":3097.99,"body":"100 years from now, insurance"},{"speaker":"CHIP BACCIOCCO","startTime":3095.11,"endTime":3097.99,"body":"is going to be boring."},{"speaker":"CHIP BACCIOCCO","startTime":3097.99,"endTime":3099.16,"body":"No, not true."},{"speaker":"CHIP BACCIOCCO","startTime":3099.16,"endTime":3100.48,"body":"I'm sure it'll be fine."},{"speaker":"CHIP BACCIOCCO","startTime":3100.48,"endTime":3101.43,"body":"It's really great."},{"speaker":"CHIP BACCIOCCO","startTime":3101.43,"endTime":3104.263,"body":"It's very interesting right now."},{"speaker":"REID HOLZWORTH","startTime":3104.263,"endTime":3106.18,"body":"All"},{"speaker":"REID HOLZWORTH","startTime":3104.263,"endTime":3106.18,"body":"right, two more questions."},{"speaker":"CHIP BACCIOCCO","startTime":3106.18,"endTime":3106.57,"body":"You bet."},{"speaker":"REID HOLZWORTH","startTime":3106.57,"endTime":3107.8,"body":"Question one, who"},{"speaker":"REID HOLZWORTH","startTime":3107.8,"endTime":3109.155,"body":"do you think I should"},{"speaker":"REID HOLZWORTH","startTime":3107.8,"endTime":3109.155,"body":"bring on the show?"},{"speaker":"REID HOLZWORTH","startTime":3109.155,"endTime":3110.54,"body":"Who would be good"},{"speaker":"REID HOLZWORTH","startTime":3109.155,"endTime":3110.54,"body":"for me to interview?"},{"speaker":"CHIP BACCIOCCO","startTime":3110.54,"endTime":3112.73,"body":"I mean, you"},{"speaker":"CHIP BACCIOCCO","startTime":3110.54,"endTime":3112.73,"body":"know so many great people."},{"speaker":"CHIP BACCIOCCO","startTime":3112.73,"endTime":3114.605,"body":"So I don't know who"},{"speaker":"CHIP BACCIOCCO","startTime":3112.73,"endTime":3114.605,"body":"you've had on here, Reid,"},{"speaker":"CHIP BACCIOCCO","startTime":3114.605,"endTime":3117.4,"body":"but we mentioned Peter"},{"speaker":"CHIP BACCIOCCO","startTime":3114.605,"endTime":3117.4,"body":"MacDonald before."},{"speaker":"CHIP BACCIOCCO","startTime":3117.4,"endTime":3121.462,"body":"I think if you haven't had"},{"speaker":"CHIP BACCIOCCO","startTime":3117.4,"endTime":3121.462,"body":"him on, I would do him."},{"speaker":"CHIP BACCIOCCO","startTime":3121.462,"endTime":3123.67,"body":"Jason Walker, have you ever"},{"speaker":"CHIP BACCIOCCO","startTime":3121.462,"endTime":3123.67,"body":"interviewed Jason Walker."},{"speaker":"REID HOLZWORTH","startTime":3123.67,"endTime":3125.23,"body":"Oh,"},{"speaker":"REID HOLZWORTH","startTime":3123.67,"endTime":3125.23,"body":"yeah, I know Jason."},{"speaker":"CHIP BACCIOCCO","startTime":3125.23,"endTime":3126.13,"body":"Smart Harbor."},{"speaker":"REID HOLZWORTH","startTime":3126.13,"endTime":3126.59,"body":"I have not."},{"speaker":"REID HOLZWORTH","startTime":3126.59,"endTime":3127.34,"body":"I know Jason well."},{"speaker":"CHIP BACCIOCCO","startTime":3127.34,"endTime":3129.64,"body":"And now"},{"speaker":"CHIP BACCIOCCO","startTime":3127.34,"endTime":3129.64,"body":"with Agency Revolution,"},{"speaker":"CHIP BACCIOCCO","startTime":3129.64,"endTime":3132.88,"body":"I'm a big fan of Jason's."},{"speaker":"REID HOLZWORTH","startTime":3132.88,"endTime":3134.8,"body":"He just"},{"speaker":"REID HOLZWORTH","startTime":3132.88,"endTime":3134.8,"body":"started the company."},{"speaker":"REID HOLZWORTH","startTime":3134.8,"endTime":3137.05,"body":"Now he's doing like"},{"speaker":"REID HOLZWORTH","startTime":3134.8,"endTime":3137.05,"body":"basically consulting"},{"speaker":"REID HOLZWORTH","startTime":3137.05,"endTime":3138.7,"body":"for agencies on technology."},{"speaker":"CHIP BACCIOCCO","startTime":3138.7,"endTime":3140.95,"body":"Well, he was"},{"speaker":"CHIP BACCIOCCO","startTime":3138.7,"endTime":3140.95,"body":"and even newer than that,"},{"speaker":"CHIP BACCIOCCO","startTime":3140.95,"endTime":3141.83,"body":"he started."},{"speaker":"CHIP BACCIOCCO","startTime":3141.83,"endTime":3144.13,"body":"It was called Agency"},{"speaker":"CHIP BACCIOCCO","startTime":3141.83,"endTime":3144.13,"body":"InsurTech I believe."},{"speaker":"REID HOLZWORTH","startTime":3144.13,"endTime":3145.18,"body":"Yeah,"},{"speaker":"REID HOLZWORTH","startTime":3144.13,"endTime":3145.18,"body":"that's what it was."},{"speaker":"CHIP BACCIOCCO","startTime":3145.18,"endTime":3146.388,"body":"But then he--"},{"speaker":"CHIP BACCIOCCO","startTime":3146.388,"endTime":3149.05,"body":"almost immediately, one of"},{"speaker":"CHIP BACCIOCCO","startTime":3146.388,"endTime":3149.05,"body":"his clients pulled him in."},{"speaker":"CHIP BACCIOCCO","startTime":3149.05,"endTime":3152.65,"body":"So now he's effectively"},{"speaker":"CHIP BACCIOCCO","startTime":3149.05,"endTime":3152.65,"body":"running Agency Revolution which"},{"speaker":"CHIP BACCIOCCO","startTime":3152.65,"endTime":3154.75,"body":"used to be run by years"},{"speaker":"CHIP BACCIOCCO","startTime":3152.65,"endTime":3154.75,"body":"ago by Michael Jans,"},{"speaker":"CHIP BACCIOCCO","startTime":3154.75,"endTime":3157.87,"body":"and I think he's going to"},{"speaker":"CHIP BACCIOCCO","startTime":3154.75,"endTime":3157.87,"body":"transform that organization."},{"speaker":"CHIP BACCIOCCO","startTime":3157.87,"endTime":3161.305,"body":"I think he would"},{"speaker":"CHIP BACCIOCCO","startTime":3157.87,"endTime":3161.305,"body":"be a good guest."},{"speaker":"REID HOLZWORTH","startTime":3161.305,"endTime":3163.18,"body":"Smart"},{"speaker":"REID HOLZWORTH","startTime":3161.305,"endTime":3163.18,"body":"Harbor, a lot of people"},{"speaker":"REID HOLZWORTH","startTime":3163.18,"endTime":3164.972,"body":"don't realize that Ilya"},{"speaker":"REID HOLZWORTH","startTime":3163.18,"endTime":3164.972,"body":"was involved in that."},{"speaker":"CHIP BACCIOCCO","startTime":3164.972,"endTime":3165.88,"body":"100%."},{"speaker":"REID HOLZWORTH","startTime":3165.88,"endTime":3166.57,"body":"I remember that."},{"speaker":"CHIP BACCIOCCO","startTime":3166.57,"endTime":3167.62,"body":"We all--"},{"speaker":"CHIP BACCIOCCO","startTime":3167.62,"endTime":3169.6,"body":"there's a circle."},{"speaker":"CHIP BACCIOCCO","startTime":3169.6,"endTime":3173.45,"body":"We were just in a meeting"},{"speaker":"CHIP BACCIOCCO","startTime":3169.6,"endTime":3173.45,"body":"in Alexandria last week,"},{"speaker":"CHIP BACCIOCCO","startTime":3173.45,"endTime":3175.57,"body":"and we were talking"},{"speaker":"CHIP BACCIOCCO","startTime":3173.45,"endTime":3175.57,"body":"about that summit"},{"speaker":"CHIP BACCIOCCO","startTime":3175.57,"endTime":3179.615,"body":"that we had at your office"},{"speaker":"CHIP BACCIOCCO","startTime":3175.57,"endTime":3179.615,"body":"and my office back in 2017."},{"speaker":"CHIP BACCIOCCO","startTime":3179.615,"endTime":3180.49,"body":"Do you remember that?"},{"speaker":"CHIP BACCIOCCO","startTime":3180.49,"endTime":3181.948,"body":"We were all"},{"speaker":"CHIP BACCIOCCO","startTime":3180.49,"endTime":3181.948,"body":"whiteboarding together."},{"speaker":"CHIP BACCIOCCO","startTime":3181.948,"endTime":3182.823,"body":"Yeah, Ilya was there."},{"speaker":"CHIP BACCIOCCO","startTime":3182.823,"endTime":3184.615,"body":"That's when you said"},{"speaker":"CHIP BACCIOCCO","startTime":3182.823,"endTime":3184.615,"body":"Ilya, I remember that."},{"speaker":"CHIP BACCIOCCO","startTime":3184.615,"endTime":3185.53,"body":"Ilya was there."},{"speaker":"CHIP BACCIOCCO","startTime":3185.53,"endTime":3187.84,"body":"The guy that reminded me"},{"speaker":"CHIP BACCIOCCO","startTime":3185.53,"endTime":3187.84,"body":"was an agent from Ohio"},{"speaker":"CHIP BACCIOCCO","startTime":3187.84,"endTime":3189.227,"body":"named Matt Simon."},{"speaker":"CHIP BACCIOCCO","startTime":3189.227,"endTime":3191.56,"body":"And he was there that day,"},{"speaker":"CHIP BACCIOCCO","startTime":3189.227,"endTime":3191.56,"body":"and I ran into him last week,"},{"speaker":"CHIP BACCIOCCO","startTime":3191.56,"endTime":3192.67,"body":"and he's like,"},{"speaker":"CHIP BACCIOCCO","startTime":3191.56,"endTime":3192.67,"body":"remember that day."},{"speaker":"REID HOLZWORTH","startTime":3192.67,"endTime":3193.03,"body":"That was funny."},{"speaker":"CHIP BACCIOCCO","startTime":3193.03,"endTime":3194.26,"body":"Yeah, I"},{"speaker":"CHIP BACCIOCCO","startTime":3193.03,"endTime":3194.26,"body":"mean everybody was there."},{"speaker":"CHIP BACCIOCCO","startTime":3194.26,"endTime":3196.36,"body":"The Ask Kodiak guys were there."},{"speaker":"CHIP BACCIOCCO","startTime":3196.36,"endTime":3197.788,"body":"Seth Zarembo was there."},{"speaker":"REID HOLZWORTH","startTime":3197.788,"endTime":3199.33,"body":"Salesforce was there."},{"speaker":"CHIP BACCIOCCO","startTime":3199.33,"endTime":3201.16,"body":"Salesforce was there."},{"speaker":"CHIP BACCIOCCO","startTime":3201.16,"endTime":3202.48,"body":"They just showed up."},{"speaker":"REID HOLZWORTH","startTime":3202.48,"endTime":3204.71,"body":"Yeah,"},{"speaker":"REID HOLZWORTH","startTime":3202.48,"endTime":3204.71,"body":"they totally did."},{"speaker":"CHIP BACCIOCCO","startTime":3204.71,"endTime":3207.38,"body":"It was one"},{"speaker":"CHIP BACCIOCCO","startTime":3204.71,"endTime":3207.38,"body":"of those funny, funny days."},{"speaker":"CHIP BACCIOCCO","startTime":3207.38,"endTime":3208.84,"body":"But anyway, who should you have?"},{"speaker":"CHIP BACCIOCCO","startTime":3211.628,"endTime":3212.42,"body":"Those two for sure."},{"speaker":"CHIP BACCIOCCO","startTime":3212.42,"endTime":3214.58,"body":"Those are the two names"},{"speaker":"CHIP BACCIOCCO","startTime":3212.42,"endTime":3214.58,"body":"that pop into my head"},{"speaker":"CHIP BACCIOCCO","startTime":3214.58,"endTime":3217.25,"body":"off the top of my list."},{"speaker":"CHIP BACCIOCCO","startTime":3217.25,"endTime":3219.59,"body":"Michael Lebor."},{"speaker":"CHIP BACCIOCCO","startTime":3219.59,"endTime":3222.35,"body":"Michael's got a lot"},{"speaker":"CHIP BACCIOCCO","startTime":3219.59,"endTime":3222.35,"body":"of interesting ideas,"},{"speaker":"CHIP BACCIOCCO","startTime":3222.35,"endTime":3224.69,"body":"InsuranceGiG, I think."},{"speaker":"CHIP BACCIOCCO","startTime":3224.69,"endTime":3226.34,"body":"I don't know if his--"},{"speaker":"CHIP BACCIOCCO","startTime":3226.34,"endTime":3227.72,"body":"I think he's got--"},{"speaker":"CHIP BACCIOCCO","startTime":3227.72,"endTime":3229.113,"body":"I don't want to say his half."},{"speaker":"CHIP BACCIOCCO","startTime":3229.113,"endTime":3230.28,"body":"He's going to figure it out."},{"speaker":"CHIP BACCIOCCO","startTime":3230.28,"endTime":3232.19,"body":"It's one of those companies"},{"speaker":"CHIP BACCIOCCO","startTime":3230.28,"endTime":3232.19,"body":"that's got an interesting core"},{"speaker":"CHIP BACCIOCCO","startTime":3232.19,"endTime":3234.162,"body":"idea, and they're"},{"speaker":"CHIP BACCIOCCO","startTime":3232.19,"endTime":3234.162,"body":"going to figure out how"},{"speaker":"CHIP BACCIOCCO","startTime":3234.162,"endTime":3235.37,"body":"to get where they want to go."},{"speaker":"CHIP BACCIOCCO","startTime":3235.37,"endTime":3237.44,"body":"But it's about integration,"},{"speaker":"CHIP BACCIOCCO","startTime":3235.37,"endTime":3237.44,"body":"and again that's"},{"speaker":"CHIP BACCIOCCO","startTime":3237.44,"endTime":3240.39,"body":"one of those topics that"},{"speaker":"CHIP BACCIOCCO","startTime":3237.44,"endTime":3240.39,"body":"I think is really timely."},{"speaker":"REID HOLZWORTH","startTime":3240.39,"endTime":3242.82,"body":"That's"},{"speaker":"REID HOLZWORTH","startTime":3240.39,"endTime":3242.82,"body":"his whole business."},{"speaker":"CHIP BACCIOCCO","startTime":3242.82,"endTime":3244.642,"body":"So"},{"speaker":"CHIP BACCIOCCO","startTime":3242.82,"endTime":3244.642,"body":"and he's a character."},{"speaker":"CHIP BACCIOCCO","startTime":3244.642,"endTime":3245.6,"body":"And you get a free hat."},{"speaker":"CHIP BACCIOCCO","startTime":3245.6,"endTime":3246.86,"body":"He sent me a hat."},{"speaker":"REID HOLZWORTH","startTime":3246.86,"endTime":3247.52,"body":"I"},{"speaker":"REID HOLZWORTH","startTime":3246.86,"endTime":3247.52,"body":"already have one."},{"speaker":"CHIP BACCIOCCO","startTime":3247.52,"endTime":3248.3,"body":"Oh,"},{"speaker":"CHIP BACCIOCCO","startTime":3247.52,"endTime":3248.3,"body":"yeah, you have a hat."},{"speaker":"REID HOLZWORTH","startTime":3248.3,"endTime":3249.29,"body":"[INAUDIBLE]"},{"speaker":"REID HOLZWORTH","startTime":3248.3,"endTime":3249.29,"body":"don't need more."},{"speaker":"CHIP BACCIOCCO","startTime":3249.29,"endTime":3249.65,"body":"Good."},{"speaker":"CHIP BACCIOCCO","startTime":3249.65,"endTime":3250.15,"body":"Yeah."},{"speaker":"REID HOLZWORTH","startTime":3250.15,"endTime":3251.608,"body":"He's a good friend."},{"speaker":"CHIP BACCIOCCO","startTime":3251.608,"endTime":3253.01,"body":"He's a good guy."},{"speaker":"CHIP BACCIOCCO","startTime":3253.01,"endTime":3254.26,"body":"Bill Devine, have you had him?"},{"speaker":"REID HOLZWORTH","startTime":3254.26,"endTime":3255.718,"body":"I"},{"speaker":"REID HOLZWORTH","startTime":3254.26,"endTime":3255.718,"body":"haven't had Bill."},{"speaker":"REID HOLZWORTH","startTime":3255.718,"endTime":3256.52,"body":"Bill is a good guy."},{"speaker":"REID HOLZWORTH","startTime":3256.52,"endTime":3258.35,"body":"He's really promoting"},{"speaker":"REID HOLZWORTH","startTime":3256.52,"endTime":3258.35,"body":"the IA channel."},{"speaker":"REID HOLZWORTH","startTime":3258.35,"endTime":3261.05,"body":"And like you said, I mean,"},{"speaker":"REID HOLZWORTH","startTime":3258.35,"endTime":3261.05,"body":"they're vested in [INAUDIBLE].."},{"speaker":"REID HOLZWORTH","startTime":3261.05,"endTime":3263.12,"body":"I actually know for a"},{"speaker":"REID HOLZWORTH","startTime":3261.05,"endTime":3263.12,"body":"fact, a couple of carriers"},{"speaker":"REID HOLZWORTH","startTime":3263.12,"endTime":3264.787,"body":"right now that are"},{"speaker":"REID HOLZWORTH","startTime":3263.12,"endTime":3264.787,"body":"the opposite of that,"},{"speaker":"REID HOLZWORTH","startTime":3264.787,"endTime":3267.092,"body":"pushing back because"},{"speaker":"REID HOLZWORTH","startTime":3264.787,"endTime":3267.092,"body":"they want to continue"},{"speaker":"REID HOLZWORTH","startTime":3267.092,"endTime":3268.55,"body":"to hold their"},{"speaker":"REID HOLZWORTH","startTime":3267.092,"endTime":3268.55,"body":"position of everybody"},{"speaker":"REID HOLZWORTH","startTime":3268.55,"endTime":3269.87,"body":"going to their portal."},{"speaker":"REID HOLZWORTH","startTime":3269.87,"endTime":3272.422,"body":"And so yeah, Bill has done."},{"speaker":"CHIP BACCIOCCO","startTime":3272.422,"endTime":3274.13,"body":"Bill's"},{"speaker":"CHIP BACCIOCCO","startTime":3272.422,"endTime":3274.13,"body":"done, yeah he has."},{"speaker":"CHIP BACCIOCCO","startTime":3274.13,"endTime":3275.213,"body":"And he's a real innovator."},{"speaker":"CHIP BACCIOCCO","startTime":3275.213,"endTime":3277.94,"body":"And he kind of sees I think"},{"speaker":"CHIP BACCIOCCO","startTime":3275.213,"endTime":3277.94,"body":"well over the horizon."},{"speaker":"CHIP BACCIOCCO","startTime":3277.94,"endTime":3280.49,"body":"He'll give you that,"},{"speaker":"CHIP BACCIOCCO","startTime":3277.94,"endTime":3280.49,"body":"where's the industry going"},{"speaker":"CHIP BACCIOCCO","startTime":3280.49,"endTime":3282.143,"body":"to be in three or four years."},{"speaker":"REID HOLZWORTH","startTime":3282.143,"endTime":3284.06,"body":"All"},{"speaker":"REID HOLZWORTH","startTime":3282.143,"endTime":3284.06,"body":"right, last question Chip,"},{"speaker":"REID HOLZWORTH","startTime":3284.06,"endTime":3285.83,"body":"what do you like to drink?"},{"speaker":"REID HOLZWORTH","startTime":3285.83,"endTime":3286.602,"body":"Favorite drink?"},{"speaker":"REID HOLZWORTH","startTime":3286.602,"endTime":3287.31,"body":"What do you like?"},{"speaker":"CHIP BACCIOCCO","startTime":3287.31,"endTime":3289.06,"body":"I just"},{"speaker":"CHIP BACCIOCCO","startTime":3287.31,"endTime":3289.06,"body":"got back from Napa,"},{"speaker":"CHIP BACCIOCCO","startTime":3289.06,"endTime":3291.3,"body":"which I had never done"},{"speaker":"CHIP BACCIOCCO","startTime":3289.06,"endTime":3291.3,"body":"a multi-day trip to Napa"},{"speaker":"CHIP BACCIOCCO","startTime":3291.3,"endTime":3291.8,"body":"in my life."},{"speaker":"CHIP BACCIOCCO","startTime":3291.8,"endTime":3293.03,"body":"I've been there for"},{"speaker":"CHIP BACCIOCCO","startTime":3291.8,"endTime":3293.03,"body":"one day, you know,"},{"speaker":"CHIP BACCIOCCO","startTime":3293.03,"endTime":3294.41,"body":"you're in San"},{"speaker":"CHIP BACCIOCCO","startTime":3293.03,"endTime":3294.41,"body":"Francisco for business"},{"speaker":"CHIP BACCIOCCO","startTime":3294.41,"endTime":3296.577,"body":"and somebody says, hey, we"},{"speaker":"CHIP BACCIOCCO","startTime":3294.41,"endTime":3296.577,"body":"have the whole afternoon,"},{"speaker":"CHIP BACCIOCCO","startTime":3296.577,"endTime":3299.21,"body":"let's drive over to Napa."},{"speaker":"CHIP BACCIOCCO","startTime":3299.21,"endTime":3301.19,"body":"It was our first multi-day."},{"speaker":"CHIP BACCIOCCO","startTime":3301.19,"endTime":3304.955,"body":"So if you ask my wife and"},{"speaker":"CHIP BACCIOCCO","startTime":3301.19,"endTime":3304.955,"body":"what we spend money on,"},{"speaker":"CHIP BACCIOCCO","startTime":3304.955,"endTime":3306.83,"body":"she will tell you that"},{"speaker":"CHIP BACCIOCCO","startTime":3304.955,"endTime":3306.83,"body":"Cabernet is apparently"},{"speaker":"CHIP BACCIOCCO","startTime":3306.83,"endTime":3309.5,"body":"my favorite drink."},{"speaker":"CHIP BACCIOCCO","startTime":3309.5,"endTime":3310.98,"body":"But that's not really true."},{"speaker":"CHIP BACCIOCCO","startTime":3310.98,"endTime":3313.94,"body":"It's just where some"},{"speaker":"CHIP BACCIOCCO","startTime":3310.98,"endTime":3313.94,"body":"of the money goes."},{"speaker":"CHIP BACCIOCCO","startTime":3313.94,"endTime":3316.88,"body":"But actually a martini."},{"speaker":"REID HOLZWORTH","startTime":3316.88,"endTime":3317.93,"body":"Oh, nice."},{"speaker":"CHIP BACCIOCCO","startTime":3317.93,"endTime":3320.263,"body":"Again, back"},{"speaker":"CHIP BACCIOCCO","startTime":3317.93,"endTime":3320.263,"body":"to my roots in the insurance"},{"speaker":"CHIP BACCIOCCO","startTime":3320.263,"endTime":3322.64,"body":"industry, back when we actually"},{"speaker":"CHIP BACCIOCCO","startTime":3320.263,"endTime":3322.64,"body":"had real martini lunches,"},{"speaker":"CHIP BACCIOCCO","startTime":3322.64,"endTime":3326.0,"body":"like that actually"},{"speaker":"CHIP BACCIOCCO","startTime":3322.64,"endTime":3326.0,"body":"was a real thing."},{"speaker":"CHIP BACCIOCCO","startTime":3326.0,"endTime":3330.53,"body":"I've never gotten over the"},{"speaker":"CHIP BACCIOCCO","startTime":3326.0,"endTime":3330.53,"body":"glamour of a good vodka martini"},{"speaker":"CHIP BACCIOCCO","startTime":3330.53,"endTime":3331.94,"body":"with two blue cheese olives."},{"speaker":"CHIP BACCIOCCO","startTime":3331.94,"endTime":3333.5,"body":"There's nothing"},{"speaker":"CHIP BACCIOCCO","startTime":3331.94,"endTime":3333.5,"body":"better in the world."},{"speaker":"CHIP BACCIOCCO","startTime":3333.5,"endTime":3335.3,"body":"Now you can only have"},{"speaker":"CHIP BACCIOCCO","startTime":3333.5,"endTime":3335.3,"body":"one or two and then"},{"speaker":"CHIP BACCIOCCO","startTime":3335.3,"endTime":3337.388,"body":"you're, time to go to bed."},{"speaker":"REID HOLZWORTH","startTime":3337.388,"endTime":3338.93,"body":"Like"},{"speaker":"REID HOLZWORTH","startTime":3337.388,"endTime":3338.93,"body":"a lot of things,"},{"speaker":"REID HOLZWORTH","startTime":3338.93,"endTime":3341.12,"body":"I'd say overall, that's"},{"speaker":"REID HOLZWORTH","startTime":3338.93,"endTime":3341.12,"body":"my drink of choice."},{"speaker":"CHIP BACCIOCCO","startTime":3341.12,"endTime":3342.2,"body":"Oh,"},{"speaker":"CHIP BACCIOCCO","startTime":3341.12,"endTime":3342.2,"body":"OK, I didn't know that."},{"speaker":"REID HOLZWORTH","startTime":3342.2,"endTime":3343.34,"body":"I'm"},{"speaker":"REID HOLZWORTH","startTime":3342.2,"endTime":3343.34,"body":"a gin guy though."},{"speaker":"CHIP BACCIOCCO","startTime":3343.34,"endTime":3344.15,"body":"I'm a vodka guy."},{"speaker":"REID HOLZWORTH","startTime":3344.15,"endTime":3346.91,"body":"I like gin"},{"speaker":"REID HOLZWORTH","startTime":3344.15,"endTime":3346.91,"body":"dirty, up blue cheese olives."},{"speaker":"REID HOLZWORTH","startTime":3346.91,"endTime":3349.452,"body":"You know, I've got to like blue"},{"speaker":"REID HOLZWORTH","startTime":3346.91,"endTime":3349.452,"body":"cheese actually recently now,"},{"speaker":"REID HOLZWORTH","startTime":3349.452,"endTime":3351.29,"body":"it's more just regular."},{"speaker":"REID HOLZWORTH","startTime":3351.29,"endTime":3352.28,"body":"I love a good martini."},{"speaker":"CHIP BACCIOCCO","startTime":3352.28,"endTime":3353.84,"body":"We should"},{"speaker":"CHIP BACCIOCCO","startTime":3352.28,"endTime":3353.84,"body":"have some sometime."},{"speaker":"REID HOLZWORTH","startTime":3353.84,"endTime":3355.49,"body":"Chip, thank"},{"speaker":"REID HOLZWORTH","startTime":3353.84,"endTime":3355.49,"body":"you for all the listeners"},{"speaker":"REID HOLZWORTH","startTime":3355.49,"endTime":3356.19,"body":"out there."},{"speaker":"REID HOLZWORTH","startTime":3356.19,"endTime":3359.21,"body":"You see Chip out and"},{"speaker":"REID HOLZWORTH","startTime":3356.19,"endTime":3359.21,"body":"about, buy Chip a martini."},{"speaker":"REID HOLZWORTH","startTime":3359.21,"endTime":3362.93,"body":"Buy him four martinis and see"},{"speaker":"REID HOLZWORTH","startTime":3359.21,"endTime":3362.93,"body":"what happens though, fun night."},{"speaker":"CHIP BACCIOCCO","startTime":3362.93,"endTime":3364.49,"body":"I"},{"speaker":"CHIP BACCIOCCO","startTime":3362.93,"endTime":3364.49,"body":"would enjoy that."},{"speaker":"REID HOLZWORTH","startTime":3364.49,"endTime":3367.16,"body":"Chip, thank you"},{"speaker":"REID HOLZWORTH","startTime":3364.49,"endTime":3367.16,"body":"for joining, always a pleasure."},{"speaker":"REID HOLZWORTH","startTime":3367.16,"endTime":3369.38,"body":"And thank you for everything"},{"speaker":"REID HOLZWORTH","startTime":3367.16,"endTime":3369.38,"body":"you're doing for the industry."},{"speaker":"REID HOLZWORTH","startTime":3369.38,"endTime":3370.1,"body":"You've done a lot."},{"speaker":"REID HOLZWORTH","startTime":3370.1,"endTime":3371.15,"body":"What a great career, man."},{"speaker":"REID HOLZWORTH","startTime":3371.15,"endTime":3373.74,"body":"You've done some really cool"},{"speaker":"REID HOLZWORTH","startTime":3371.15,"endTime":3373.74,"body":"shit and continue to do so."},{"speaker":"REID HOLZWORTH","startTime":3373.74,"endTime":3378.447,"body":"So hey, producers out there,"},{"speaker":"REID HOLZWORTH","startTime":3373.74,"endTime":3378.447,"body":"your availability sucks."},{"speaker":"CHIP BACCIOCCO","startTime":3378.447,"endTime":3380.03,"body":"We're"},{"speaker":"CHIP BACCIOCCO","startTime":3378.447,"endTime":3380.03,"body":"going to fix it."},{"speaker":"CHIP BACCIOCCO","startTime":3380.03,"endTime":3381.54,"body":"Sign up for Claim It."},{"speaker":"CHIP BACCIOCCO","startTime":3381.54,"endTime":3383.33,"body":"We're going to fix it."},{"speaker":"CHIP BACCIOCCO","startTime":3383.33,"endTime":3384.602,"body":"Thanks, Reid, I appreciate it."},{"speaker":"CHIP BACCIOCCO","startTime":3384.602,"endTime":3385.31,"body":"Great to be here."},{"speaker":"REID HOLZWORTH","startTime":3385.31,"endTime":3387.3,"body":"Yeah, Thank you."},{"speaker":"REID HOLZWORTH","startTime":3387.3,"endTime":3391.05,"body":"Chip Bacciocco is an"},{"speaker":"REID HOLZWORTH","startTime":3387.3,"endTime":3391.05,"body":"awesome guy, awesome friend,"},{"speaker":"REID HOLZWORTH","startTime":3391.05,"endTime":3395.14,"body":"awesome family man, just"},{"speaker":"REID HOLZWORTH","startTime":3391.05,"endTime":3395.14,"body":"good dude all together."},{"speaker":"REID HOLZWORTH","startTime":3395.14,"endTime":3397.897,"body":"He's one of those guys, that"},{"speaker":"REID HOLZWORTH","startTime":3395.14,"endTime":3397.897,"body":"although I don't hang out"},{"speaker":"REID HOLZWORTH","startTime":3397.897,"endTime":3400.23,"body":"with Chip all the time, he's"},{"speaker":"REID HOLZWORTH","startTime":3397.897,"endTime":3400.23,"body":"not one of my best friends,"},{"speaker":"REID HOLZWORTH","startTime":3400.23,"endTime":3401.61,"body":"but he's a good friend."},{"speaker":"REID HOLZWORTH","startTime":3401.61,"endTime":3404.1,"body":"I know that Chip"},{"speaker":"REID HOLZWORTH","startTime":3401.61,"endTime":3404.1,"body":"would answer the phone"},{"speaker":"REID HOLZWORTH","startTime":3404.1,"endTime":3407.56,"body":"and he would help, 100%,"},{"speaker":"REID HOLZWORTH","startTime":3404.1,"endTime":3407.56,"body":"and drop what he's doing."},{"speaker":"REID HOLZWORTH","startTime":3407.56,"endTime":3409.86,"body":"I know myself to be"},{"speaker":"REID HOLZWORTH","startTime":3407.56,"endTime":3409.86,"body":"that person as well."},{"speaker":"REID HOLZWORTH","startTime":3409.86,"endTime":3413.07,"body":"And us, as good"},{"speaker":"REID HOLZWORTH","startTime":3409.86,"endTime":3413.07,"body":"people, helping others"},{"speaker":"REID HOLZWORTH","startTime":3413.07,"endTime":3414.93,"body":"is what helps this industry."},{"speaker":"REID HOLZWORTH","startTime":3414.93,"endTime":3417.39,"body":"And it helps us, as"},{"speaker":"REID HOLZWORTH","startTime":3414.93,"endTime":3417.39,"body":"real industry people,"},{"speaker":"REID HOLZWORTH","startTime":3417.39,"endTime":3420.9,"body":"there's a lot of people that"},{"speaker":"REID HOLZWORTH","startTime":3417.39,"endTime":3420.9,"body":"are part of this industry that I"},{"speaker":"REID HOLZWORTH","startTime":3420.9,"endTime":3423.13,"body":"believe aren't industry people."},{"speaker":"REID HOLZWORTH","startTime":3423.13,"endTime":3426.21,"body":"And I think that the"},{"speaker":"REID HOLZWORTH","startTime":3423.13,"endTime":3426.21,"body":"big eye is really"},{"speaker":"REID HOLZWORTH","startTime":3426.21,"endTime":3428.79,"body":"investing in"},{"speaker":"REID HOLZWORTH","startTime":3426.21,"endTime":3428.79,"body":"insurance technology"},{"speaker":"REID HOLZWORTH","startTime":3428.79,"endTime":3431.88,"body":"and helping educate"},{"speaker":"REID HOLZWORTH","startTime":3428.79,"endTime":3431.88,"body":"their force and help"},{"speaker":"REID HOLZWORTH","startTime":3431.88,"endTime":3433.71,"body":"their force in that way."},{"speaker":"REID HOLZWORTH","startTime":3433.71,"endTime":3437.88,"body":"With all the stuff they're"},{"speaker":"REID HOLZWORTH","startTime":3433.71,"endTime":3437.88,"body":"doing with TrustedChoice.com,"},{"speaker":"REID HOLZWORTH","startTime":3437.88,"endTime":3441.57,"body":"with what they're doing with ACT"},{"speaker":"REID HOLZWORTH","startTime":3437.88,"endTime":3441.57,"body":"now that Chris Klein has just"},{"speaker":"REID HOLZWORTH","startTime":3441.57,"endTime":3442.86,"body":"taken the reins over there."},{"speaker":"REID HOLZWORTH","startTime":3442.86,"endTime":3445.44,"body":"Love Chris, spent a lot of"},{"speaker":"REID HOLZWORTH","startTime":3442.86,"endTime":3445.44,"body":"time with Chris over the years."},{"speaker":"REID HOLZWORTH","startTime":3445.44,"endTime":3449.7,"body":"He's at Westfield, a breath"},{"speaker":"REID HOLZWORTH","startTime":3445.44,"endTime":3449.7,"body":"of fresh air, really awesome."},{"speaker":"REID HOLZWORTH","startTime":3449.7,"endTime":3453.6,"body":"With Lou Moran taking"},{"speaker":"REID HOLZWORTH","startTime":3449.7,"endTime":3453.6,"body":"the InsurTech Task force."},{"speaker":"REID HOLZWORTH","startTime":3453.6,"endTime":3456.21,"body":"Now the big I doing"},{"speaker":"REID HOLZWORTH","startTime":3453.6,"endTime":3456.21,"body":"this InsurTech Summit"},{"speaker":"REID HOLZWORTH","startTime":3456.21,"endTime":3459.79,"body":"that we are all just at and met"},{"speaker":"REID HOLZWORTH","startTime":3456.21,"endTime":3459.79,"body":"a bunch of really cool people,"},{"speaker":"REID HOLZWORTH","startTime":3459.79,"endTime":3464.22,"body":"was on a great panel with"},{"speaker":"REID HOLZWORTH","startTime":3459.79,"endTime":3464.22,"body":"some really awesome people"},{"speaker":"REID HOLZWORTH","startTime":3464.22,"endTime":3466.71,"body":"within our world,"},{"speaker":"REID HOLZWORTH","startTime":3464.22,"endTime":3466.71,"body":"true industry people."},{"speaker":"REID HOLZWORTH","startTime":3466.71,"endTime":3469.35,"body":"Not all of them on the panel,"},{"speaker":"REID HOLZWORTH","startTime":3466.71,"endTime":3469.35,"body":"I'm not going to name names,"},{"speaker":"REID HOLZWORTH","startTime":3469.35,"endTime":3472.71,"body":"but most of them, but"},{"speaker":"REID HOLZWORTH","startTime":3469.35,"endTime":3472.71,"body":"all knew their stuff."},{"speaker":"REID HOLZWORTH","startTime":3472.71,"endTime":3474.84,"body":"Let's say that."},{"speaker":"REID HOLZWORTH","startTime":3474.84,"endTime":3475.95,"body":"But yeah, really good."},{"speaker":"REID HOLZWORTH","startTime":3475.95,"endTime":3477.39,"body":"So they're really"},{"speaker":"REID HOLZWORTH","startTime":3475.95,"endTime":3477.39,"body":"going after it."},{"speaker":"REID HOLZWORTH","startTime":3477.39,"endTime":3480.78,"body":"And they're not going after"},{"speaker":"REID HOLZWORTH","startTime":3477.39,"endTime":3480.78,"body":"it because it's like something"},{"speaker":"REID HOLZWORTH","startTime":3480.78,"endTime":3484.53,"body":"that the big I should be doing."},{"speaker":"REID HOLZWORTH","startTime":3484.53,"endTime":3488.25,"body":"It's because they really"},{"speaker":"REID HOLZWORTH","startTime":3484.53,"endTime":3488.25,"body":"see that it'll help"},{"speaker":"REID HOLZWORTH","startTime":3488.25,"endTime":3490.77,"body":"this industry and the brokers."},{"speaker":"REID HOLZWORTH","startTime":3490.77,"endTime":3496.47,"body":"I've spent a lot of time with"},{"speaker":"REID HOLZWORTH","startTime":3490.77,"endTime":3496.47,"body":"those guys professionally,"},{"speaker":"REID HOLZWORTH","startTime":3496.47,"endTime":3501.0,"body":"unprofessionally I guess"},{"speaker":"REID HOLZWORTH","startTime":3496.47,"endTime":3501.0,"body":"you'd say, I don't know."},{"speaker":"REID HOLZWORTH","startTime":3501.0,"endTime":3502.02,"body":"It's true stuff."},{"speaker":"REID HOLZWORTH","startTime":3502.02,"endTime":3506.588,"body":"So you know, Chip has been in"},{"speaker":"REID HOLZWORTH","startTime":3502.02,"endTime":3506.588,"body":"the industry a long, long time,"},{"speaker":"REID HOLZWORTH","startTime":3506.588,"endTime":3508.38,"body":"longer than I expected,"},{"speaker":"REID HOLZWORTH","startTime":3506.588,"endTime":3508.38,"body":"longer than I knew."},{"speaker":"REID HOLZWORTH","startTime":3508.38,"endTime":3510.57,"body":"And he knows a lot of"},{"speaker":"REID HOLZWORTH","startTime":3508.38,"endTime":3510.57,"body":"people in this industry"},{"speaker":"REID HOLZWORTH","startTime":3510.57,"endTime":3514.47,"body":"and has developed a really"},{"speaker":"REID HOLZWORTH","startTime":3510.57,"endTime":3514.47,"body":"great reputation, all that said."},{"speaker":"REID HOLZWORTH","startTime":3514.47,"endTime":3516.27,"body":"And he's a good person."},{"speaker":"REID HOLZWORTH","startTime":3516.27,"endTime":3519.05,"body":"It was a pleasure to"},{"speaker":"REID HOLZWORTH","startTime":3516.27,"endTime":3519.05,"body":"have him on the show."}]}