{"version":"1.0.0","segments":[{"startTime":0.0,"endTime":2.96,"body":"How do you bridge the gap there,"},{"startTime":0.0,"endTime":2.96,"body":"and how can we do it in a way"},{"startTime":2.96,"endTime":5.6,"body":"that it's been a big part of"},{"startTime":2.96,"endTime":5.6,"body":"what we always wanted to do"},{"startTime":5.6,"endTime":7.67,"body":"was keep the agents in the loop?"},{"startTime":7.67,"endTime":9.26,"body":"[MUSIC PLAYING]"},{"startTime":9.26,"endTime":11.56,"body":"- This is the Insurance"},{"startTime":9.26,"endTime":11.56,"body":"Technology Podcast,"},{"startTime":11.56,"endTime":13.06,"body":"where we bring"},{"startTime":11.56,"endTime":13.06,"body":"interesting people"},{"startTime":13.06,"endTime":14.8,"body":"from across the"},{"startTime":13.06,"endTime":14.8,"body":"insurance ecosystem"},{"startTime":14.8,"endTime":16.45,"body":"to discuss and"},{"startTime":14.8,"endTime":16.45,"body":"debate technology's"},{"startTime":16.45,"endTime":18.38,"body":"impact on the industry."},{"startTime":18.38,"endTime":21.19,"body":"Join us each episode for"},{"startTime":18.38,"endTime":21.19,"body":"insights and best practices"},{"startTime":21.19,"endTime":24.53,"body":"from industry stewards"},{"startTime":21.19,"endTime":24.53,"body":"and tomorrow's innovators."},{"startTime":24.53,"endTime":27.4,"body":"Now, here's your"},{"startTime":24.53,"endTime":27.4,"body":"host Reed Holzworth."},{"speaker":"REID HOLZWORTH","startTime":30.58,"endTime":33.08,"body":"Welcome to the"},{"speaker":"REID HOLZWORTH","startTime":30.58,"endTime":33.08,"body":"Insurance Technology Podcast."},{"speaker":"REID HOLZWORTH","startTime":33.08,"endTime":34.91,"body":"I'm your host Reed Holzworth."},{"speaker":"REID HOLZWORTH","startTime":34.91,"endTime":38.18,"body":"In this episode, I'm going to"},{"speaker":"REID HOLZWORTH","startTime":34.91,"endTime":38.18,"body":"be interviewing Adam Kiefer."},{"speaker":"REID HOLZWORTH","startTime":38.18,"endTime":41.99,"body":"I met Adam Kiefer at the"},{"speaker":"REID HOLZWORTH","startTime":38.18,"endTime":41.99,"body":"Big 'I' InsurTech Summit."},{"speaker":"REID HOLZWORTH","startTime":41.99,"endTime":44.39,"body":"I actually don't know"},{"speaker":"REID HOLZWORTH","startTime":41.99,"endTime":44.39,"body":"Adam-- didn't know him then."},{"speaker":"REID HOLZWORTH","startTime":44.39,"endTime":46.58,"body":"It's kind of funny, I was"},{"speaker":"REID HOLZWORTH","startTime":44.39,"endTime":46.58,"body":"taking the boat over here"},{"speaker":"REID HOLZWORTH","startTime":46.58,"endTime":49.19,"body":"in Savannah, Georgia, and I"},{"speaker":"REID HOLZWORTH","startTime":46.58,"endTime":49.19,"body":"was waiting for the ferry boat"},{"speaker":"REID HOLZWORTH","startTime":49.19,"endTime":51.05,"body":"to go across the"},{"speaker":"REID HOLZWORTH","startTime":49.19,"endTime":51.05,"body":"river to go in town."},{"speaker":"REID HOLZWORTH","startTime":51.05,"endTime":54.08,"body":"And true story, I was going to"},{"speaker":"REID HOLZWORTH","startTime":51.05,"endTime":54.08,"body":"go over and smoke some cigars"},{"speaker":"REID HOLZWORTH","startTime":54.08,"endTime":56.625,"body":"and have some beers, and I was"},{"speaker":"REID HOLZWORTH","startTime":54.08,"endTime":56.625,"body":"talking to these nice folks,"},{"speaker":"REID HOLZWORTH","startTime":56.625,"endTime":59.0,"body":"and then, there goes Adam,"},{"speaker":"REID HOLZWORTH","startTime":56.625,"endTime":59.0,"body":"didn't even-- didn't know him."},{"speaker":"REID HOLZWORTH","startTime":59.0,"endTime":60.17,"body":"Came up, he's, like,"},{"speaker":"REID HOLZWORTH","startTime":59.0,"endTime":60.17,"body":"hey, you're Reid."},{"speaker":"REID HOLZWORTH","startTime":60.17,"endTime":60.93,"body":"He's, like, I'm Adam."},{"speaker":"REID HOLZWORTH","startTime":60.93,"endTime":62.18,"body":"I'm, like, oh, hey, what's up?"},{"speaker":"REID HOLZWORTH","startTime":62.18,"endTime":63.95,"body":"And I'm, like, you"},{"speaker":"REID HOLZWORTH","startTime":62.18,"endTime":63.95,"body":"want to hang out?"},{"speaker":"REID HOLZWORTH","startTime":63.95,"endTime":65.57,"body":"And he's, like,"},{"speaker":"REID HOLZWORTH","startTime":63.95,"endTime":65.57,"body":"yeah, let's hang out."},{"speaker":"REID HOLZWORTH","startTime":65.57,"endTime":67.528,"body":"So we ended up spending"},{"speaker":"REID HOLZWORTH","startTime":65.57,"endTime":67.528,"body":"the whole day together,"},{"speaker":"REID HOLZWORTH","startTime":67.528,"endTime":70.88,"body":"and the both of us and Adam,"},{"speaker":"REID HOLZWORTH","startTime":67.528,"endTime":70.88,"body":"is an avid cigar smoker, which"},{"speaker":"REID HOLZWORTH","startTime":70.88,"endTime":73.52,"body":"is awesome, ended up smoking"},{"speaker":"REID HOLZWORTH","startTime":70.88,"endTime":73.52,"body":"cigars and drinking some beers."},{"speaker":"REID HOLZWORTH","startTime":73.52,"endTime":75.228,"body":"And so, I got to know"},{"speaker":"REID HOLZWORTH","startTime":73.52,"endTime":75.228,"body":"Adam really, really"},{"speaker":"REID HOLZWORTH","startTime":75.228,"endTime":78.26,"body":"well prior to this interview."},{"speaker":"REID HOLZWORTH","startTime":78.26,"endTime":82.13,"body":"In this episode, we're going"},{"speaker":"REID HOLZWORTH","startTime":78.26,"endTime":82.13,"body":"to hear about Adam and his life"},{"speaker":"REID HOLZWORTH","startTime":82.13,"endTime":84.59,"body":"story and how he got into"},{"speaker":"REID HOLZWORTH","startTime":82.13,"endTime":84.59,"body":"insurance and insurance"},{"speaker":"REID HOLZWORTH","startTime":84.59,"endTime":85.965,"body":"technology, and"},{"speaker":"REID HOLZWORTH","startTime":84.59,"endTime":85.965,"body":"then, we're going"},{"speaker":"REID HOLZWORTH","startTime":85.965,"endTime":88.35,"body":"to hear a lot about Talage"},{"speaker":"REID HOLZWORTH","startTime":85.965,"endTime":88.35,"body":"and what they're doing."},{"speaker":"REID HOLZWORTH","startTime":88.35,"endTime":89.75,"body":"It's really good stuff."},{"speaker":"REID HOLZWORTH","startTime":89.75,"endTime":91.29,"body":"You'll really find"},{"speaker":"REID HOLZWORTH","startTime":89.75,"endTime":91.29,"body":"it interesting."},{"speaker":"REID HOLZWORTH","startTime":91.29,"endTime":92.91,"body":"Adam's an awesome guy."},{"speaker":"REID HOLZWORTH","startTime":92.91,"endTime":95.04,"body":"Stay tuned."},{"speaker":"REID HOLZWORTH","startTime":95.04,"endTime":99.51,"body":"Joining me today in bright,"},{"speaker":"REID HOLZWORTH","startTime":95.04,"endTime":99.51,"body":"beautiful, sunny, a little bit"},{"speaker":"REID HOLZWORTH","startTime":99.51,"endTime":102.81,"body":"cold, a little bit"},{"speaker":"REID HOLZWORTH","startTime":99.51,"endTime":102.81,"body":"cold, Savannah, Georgia,"},{"speaker":"REID HOLZWORTH","startTime":102.81,"endTime":105.42,"body":"here at the Big 'I'"},{"speaker":"REID HOLZWORTH","startTime":102.81,"endTime":105.42,"body":"InsurTech Summit"},{"speaker":"REID HOLZWORTH","startTime":105.42,"endTime":110.55,"body":"is Adam Kiefer, Founder"},{"speaker":"REID HOLZWORTH","startTime":105.42,"endTime":110.55,"body":"and CEO of Talage."},{"speaker":"REID HOLZWORTH","startTime":110.55,"endTime":111.36,"body":"Adam, welcome."},{"speaker":"REID HOLZWORTH","startTime":111.36,"endTime":112.02,"body":"[LAUGHS]"},{"speaker":"ADAM KIEFER","startTime":112.02,"endTime":113.645,"body":"Reid,"},{"speaker":"ADAM KIEFER","startTime":112.02,"endTime":113.645,"body":"thank you very much."},{"speaker":"ADAM KIEFER","startTime":113.645,"endTime":114.82,"body":"[LAUGHS]"},{"speaker":"ADAM KIEFER","startTime":114.82,"endTime":115.622,"body":"Glad to be here."},{"speaker":"ADAM KIEFER","startTime":115.622,"endTime":117.33,"body":"In the States, we call"},{"speaker":"ADAM KIEFER","startTime":115.622,"endTime":117.33,"body":"it Talage, mostly."},{"speaker":"ADAM KIEFER","startTime":117.33,"endTime":120.0,"body":"[LAUGHS]"},{"speaker":"REID HOLZWORTH","startTime":120.0,"endTime":121.538,"body":"Talage."},{"speaker":"ADAM KIEFER","startTime":121.538,"endTime":123.33,"body":"But, yeah,"},{"speaker":"ADAM KIEFER","startTime":121.538,"endTime":123.33,"body":"excited to be here."},{"speaker":"ADAM KIEFER","startTime":123.33,"endTime":126.54,"body":"Excited to be on the show and"},{"speaker":"ADAM KIEFER","startTime":123.33,"endTime":126.54,"body":"listen to quite a few episodes,"},{"speaker":"ADAM KIEFER","startTime":126.54,"endTime":129.06,"body":"and it's good to finally"},{"speaker":"ADAM KIEFER","startTime":126.54,"endTime":129.06,"body":"catch up with you and do this."},{"speaker":"REID HOLZWORTH","startTime":129.06,"endTime":130.268,"body":"It's awesome."},{"speaker":"REID HOLZWORTH","startTime":130.268,"endTime":132.91,"body":"So, for the guest, Adam and I"},{"speaker":"REID HOLZWORTH","startTime":130.268,"endTime":132.91,"body":"don't really know each other."},{"speaker":"REID HOLZWORTH","startTime":132.91,"endTime":134.042,"body":"We-- we met yesterday."},{"speaker":"ADAM KIEFER","startTime":134.042,"endTime":135.0,"body":"Yesterday."},{"speaker":"REID HOLZWORTH","startTime":135.0,"endTime":136.83,"body":"Kind of, ironically,"},{"speaker":"REID HOLZWORTH","startTime":136.83,"endTime":139.35,"body":"we were taking a little ferry"},{"speaker":"REID HOLZWORTH","startTime":136.83,"endTime":139.35,"body":"boat over, and we hung out."},{"speaker":"REID HOLZWORTH","startTime":139.35,"endTime":140.67,"body":"I'm, like, hey, let's hang out."},{"speaker":"REID HOLZWORTH","startTime":140.67,"endTime":142.44,"body":"And we hung out for a few hours."},{"speaker":"REID HOLZWORTH","startTime":142.44,"endTime":144.99,"body":"Talk-- talk, shop, smoke some"},{"speaker":"REID HOLZWORTH","startTime":142.44,"endTime":144.99,"body":"cigars, drink some beers."},{"speaker":"ADAM KIEFER","startTime":144.99,"endTime":145.35,"body":"Yeah."},{"speaker":"REID HOLZWORTH","startTime":145.35,"endTime":146.57,"body":"It"},{"speaker":"REID HOLZWORTH","startTime":145.35,"endTime":146.57,"body":"was awesome, man."},{"speaker":"ADAM KIEFER","startTime":146.57,"endTime":148.15,"body":"Yeah, now"},{"speaker":"ADAM KIEFER","startTime":146.57,"endTime":148.15,"body":"we're best friends."},{"speaker":"REID HOLZWORTH","startTime":148.15,"endTime":149.22,"body":"We"},{"speaker":"REID HOLZWORTH","startTime":148.15,"endTime":149.22,"body":"are best friends."},{"speaker":"REID HOLZWORTH","startTime":149.22,"endTime":149.97,"body":"I think you are--"},{"speaker":"REID HOLZWORTH","startTime":149.97,"endTime":150.89,"body":"I know your whole life story."},{"speaker":"REID HOLZWORTH","startTime":150.89,"endTime":152.19,"body":"You know my whole life story."},{"speaker":"ADAM KIEFER","startTime":152.19,"endTime":153.99,"body":"Yeah, it's perfect."},{"speaker":"ADAM KIEFER","startTime":153.99,"endTime":155.77,"body":"Godfather my children soon, and"},{"speaker":"ADAM KIEFER","startTime":155.77,"endTime":159.328,"body":"[LAUGHS]"},{"speaker":"REID HOLZWORTH","startTime":159.328,"endTime":160.87,"body":"No,"},{"speaker":"REID HOLZWORTH","startTime":159.328,"endTime":160.87,"body":"it's really good."},{"speaker":"REID HOLZWORTH","startTime":160.87,"endTime":162.91,"body":"So, let's-- I mean, we're"},{"speaker":"REID HOLZWORTH","startTime":160.87,"endTime":162.91,"body":"going to recap some of that"},{"speaker":"REID HOLZWORTH","startTime":162.91,"endTime":163.93,"body":"conversation from yesterday."},{"speaker":"ADAM KIEFER","startTime":163.93,"endTime":164.93,"body":"Absolutely."},{"speaker":"REID HOLZWORTH","startTime":164.93,"endTime":166.66,"body":"So,"},{"speaker":"REID HOLZWORTH","startTime":164.93,"endTime":166.66,"body":"tell me about you."},{"speaker":"REID HOLZWORTH","startTime":166.66,"endTime":167.9,"body":"Where did you grow up?"},{"speaker":"REID HOLZWORTH","startTime":167.9,"endTime":168.97,"body":"What did you do as a kid?"},{"speaker":"REID HOLZWORTH","startTime":168.97,"endTime":169.99,"body":"What were you into?"},{"speaker":"ADAM KIEFER","startTime":169.99,"endTime":171.55,"body":"Yeah, I grew up--"},{"speaker":"ADAM KIEFER","startTime":169.99,"endTime":171.55,"body":"we moved around a little bit"},{"speaker":"ADAM KIEFER","startTime":171.55,"endTime":172.45,"body":"when I was a kid."},{"speaker":"ADAM KIEFER","startTime":172.45,"endTime":173.992,"body":"So, kind of, bounced"},{"speaker":"ADAM KIEFER","startTime":172.45,"endTime":173.992,"body":"around a little,"},{"speaker":"ADAM KIEFER","startTime":173.992,"endTime":176.05,"body":"which had its pros"},{"speaker":"ADAM KIEFER","startTime":173.992,"endTime":176.05,"body":"and cons that made"},{"speaker":"ADAM KIEFER","startTime":176.05,"endTime":177.51,"body":"us really tight with our"},{"speaker":"ADAM KIEFER","startTime":176.05,"endTime":177.51,"body":"family, which was great."},{"speaker":"ADAM KIEFER","startTime":177.51,"endTime":178.78,"body":"And we ended up in California."},{"speaker":"ADAM KIEFER","startTime":178.78,"endTime":182.21,"body":"And I was a big kid,"},{"speaker":"ADAM KIEFER","startTime":178.78,"endTime":182.21,"body":"obviously, it's a radio show,"},{"speaker":"ADAM KIEFER","startTime":182.21,"endTime":185.42,"body":"so you can't tell, but I am"},{"speaker":"ADAM KIEFER","startTime":182.21,"endTime":185.42,"body":"a generally a large person."},{"speaker":"ADAM KIEFER","startTime":185.42,"endTime":185.92,"body":"And so--"},{"speaker":"REID HOLZWORTH","startTime":185.92,"endTime":186.91,"body":"How tall are you?"},{"speaker":"ADAM KIEFER","startTime":186.91,"endTime":187.827,"body":"6'4, 6'5."},{"speaker":"REID HOLZWORTH","startTime":187.827,"endTime":189.41,"body":"6'4,"},{"speaker":"REID HOLZWORTH","startTime":187.827,"endTime":189.41,"body":"6'5, yeah, Jesus."},{"speaker":"ADAM KIEFER","startTime":189.41,"endTime":190.827,"body":"Yeah,"},{"speaker":"ADAM KIEFER","startTime":189.41,"endTime":190.827,"body":"running about--"},{"speaker":"ADAM KIEFER","startTime":190.827,"endTime":192.97,"body":"put on the winter weight,"},{"speaker":"ADAM KIEFER","startTime":190.827,"endTime":192.97,"body":"so it's about 275 or so,"},{"speaker":"ADAM KIEFER","startTime":192.97,"endTime":194.553,"body":"trying to trim that"},{"speaker":"ADAM KIEFER","startTime":192.97,"endTime":194.553,"body":"down a little bit."},{"speaker":"ADAM KIEFER","startTime":194.553,"endTime":196.51,"body":"But-- but a big guy by"},{"speaker":"ADAM KIEFER","startTime":194.553,"endTime":196.51,"body":"most standards, and so,"},{"speaker":"ADAM KIEFER","startTime":196.51,"endTime":198.107,"body":"got it in sports,"},{"speaker":"ADAM KIEFER","startTime":196.51,"endTime":198.107,"body":"obviously, kind of,"},{"speaker":"ADAM KIEFER","startTime":198.107,"endTime":199.69,"body":"bounced around with"},{"speaker":"ADAM KIEFER","startTime":198.107,"endTime":199.69,"body":"that a little bit,"},{"speaker":"ADAM KIEFER","startTime":199.69,"endTime":201.73,"body":"and kind of found my"},{"speaker":"ADAM KIEFER","startTime":199.69,"endTime":201.73,"body":"calling with football,"},{"speaker":"ADAM KIEFER","startTime":201.73,"endTime":203.41,"body":"probably, not unsurprising."},{"speaker":"ADAM KIEFER","startTime":203.41,"endTime":206.5,"body":"And so, yeah, it's been a lot of"},{"speaker":"ADAM KIEFER","startTime":203.41,"endTime":206.5,"body":"time playing football as a kid."},{"speaker":"ADAM KIEFER","startTime":206.5,"endTime":209.5,"body":"And shaped who I am, kind of,"},{"speaker":"ADAM KIEFER","startTime":206.5,"endTime":209.5,"body":"growing up in the locker room"},{"speaker":"ADAM KIEFER","startTime":209.5,"endTime":212.807,"body":"and for better or worse,"},{"speaker":"ADAM KIEFER","startTime":209.5,"endTime":212.807,"body":"spent a lot of time there,"},{"speaker":"ADAM KIEFER","startTime":212.807,"endTime":215.14,"body":"and kind of dictate the way"},{"speaker":"ADAM KIEFER","startTime":212.807,"endTime":215.14,"body":"I, kind of, run my life, so."},{"speaker":"REID HOLZWORTH","startTime":215.14,"endTime":217.057,"body":"Did you--"},{"speaker":"REID HOLZWORTH","startTime":215.14,"endTime":217.057,"body":"when you were a kid,"},{"speaker":"REID HOLZWORTH","startTime":217.057,"endTime":220.083,"body":"did you just wake up one day and"},{"speaker":"REID HOLZWORTH","startTime":217.057,"endTime":220.083,"body":"say, I want to play football?"},{"speaker":"ADAM KIEFER","startTime":220.083,"endTime":220.75,"body":"No."},{"speaker":"REID HOLZWORTH","startTime":220.75,"endTime":221.77,"body":"How"},{"speaker":"REID HOLZWORTH","startTime":220.75,"endTime":221.77,"body":"did you come to that?"},{"speaker":"ADAM KIEFER","startTime":221.77,"endTime":224.02,"body":"So, I grew"},{"speaker":"ADAM KIEFER","startTime":221.77,"endTime":224.02,"body":"up in the Bay Area,"},{"speaker":"ADAM KIEFER","startTime":224.02,"endTime":225.97,"body":"mostly in California."},{"speaker":"ADAM KIEFER","startTime":225.97,"endTime":228.832,"body":"And California had, I mean, this"},{"speaker":"ADAM KIEFER","startTime":225.97,"endTime":228.832,"body":"will shock the Texas listeners"},{"speaker":"ADAM KIEFER","startTime":228.832,"endTime":230.29,"body":"and other Southern"},{"speaker":"ADAM KIEFER","startTime":228.832,"endTime":230.29,"body":"state listeners,"},{"speaker":"ADAM KIEFER","startTime":230.29,"endTime":232.54,"body":"but there was a weight"},{"speaker":"ADAM KIEFER","startTime":230.29,"endTime":232.54,"body":"limit for football when"},{"speaker":"ADAM KIEFER","startTime":232.54,"endTime":233.75,"body":"you were under high school."},{"speaker":"ADAM KIEFER","startTime":233.75,"endTime":234.25,"body":"And so--"},{"speaker":"REID HOLZWORTH","startTime":234.25,"endTime":234.76,"body":"No kidding."},{"speaker":"ADAM KIEFER","startTime":234.76,"endTime":235.03,"body":"Yeah."},{"speaker":"ADAM KIEFER","startTime":235.03,"endTime":235.99,"body":"So I couldn't play--"},{"speaker":"REID HOLZWORTH","startTime":235.99,"endTime":236.59,"body":"They"},{"speaker":"REID HOLZWORTH","startTime":235.99,"endTime":236.59,"body":"were just worried"},{"speaker":"REID HOLZWORTH","startTime":236.59,"endTime":237.73,"body":"about you hurting other kids?"},{"speaker":"ADAM KIEFER","startTime":237.73,"endTime":237.85,"body":"Yeah."},{"speaker":"ADAM KIEFER","startTime":237.85,"endTime":239.21,"body":"I think that's the"},{"speaker":"ADAM KIEFER","startTime":237.85,"endTime":239.21,"body":"general thought."},{"speaker":"REID HOLZWORTH","startTime":239.21,"endTime":239.47,"body":"Wow."},{"speaker":"ADAM KIEFER","startTime":239.47,"endTime":241.06,"body":"And so, when"},{"speaker":"ADAM KIEFER","startTime":239.47,"endTime":241.06,"body":"I was in fifth grade,"},{"speaker":"ADAM KIEFER","startTime":241.06,"endTime":243.393,"body":"I could have played with the"},{"speaker":"ADAM KIEFER","startTime":241.06,"endTime":243.393,"body":"eighth graders, which would"},{"speaker":"ADAM KIEFER","startTime":243.393,"endTime":244.93,"body":"have been a disaster, right?"},{"speaker":"REID HOLZWORTH","startTime":244.93,"endTime":247.18,"body":"So you really"},{"speaker":"REID HOLZWORTH","startTime":244.93,"endTime":247.18,"body":"tall in high school too."},{"speaker":"REID HOLZWORTH","startTime":247.18,"endTime":247.39,"body":"Like,"},{"speaker":"ADAM KIEFER","startTime":247.39,"endTime":247.84,"body":"Yeah."},{"speaker":"REID HOLZWORTH","startTime":247.84,"endTime":248.89,"body":"I"},{"speaker":"REID HOLZWORTH","startTime":247.84,"endTime":248.89,"body":"mean, yeah, wow."},{"speaker":"ADAM KIEFER","startTime":248.89,"endTime":249.64,"body":"Yeah."},{"speaker":"ADAM KIEFER","startTime":249.64,"endTime":251.87,"body":"So I showed up the first"},{"speaker":"ADAM KIEFER","startTime":249.64,"endTime":251.87,"body":"day of freshman football,"},{"speaker":"ADAM KIEFER","startTime":251.87,"endTime":254.412,"body":"which was whatever, like three"},{"speaker":"ADAM KIEFER","startTime":251.87,"endTime":254.412,"body":"days after eighth grade ended,"},{"speaker":"ADAM KIEFER","startTime":254.412,"endTime":257.172,"body":"and I was, like, 6'2, 240"},{"speaker":"ADAM KIEFER","startTime":254.412,"endTime":257.172,"body":"pounds or something like that."},{"speaker":"ADAM KIEFER","startTime":257.172,"endTime":259.089,"body":"So, that was my last day"},{"speaker":"ADAM KIEFER","startTime":257.172,"endTime":259.089,"body":"of freshman football,"},{"speaker":"ADAM KIEFER","startTime":259.089,"endTime":260.597,"body":"I went to JV--"},{"speaker":"REID HOLZWORTH","startTime":260.597,"endTime":261.43,"body":"Wow."},{"speaker":"ADAM KIEFER","startTime":261.43,"endTime":262.597,"body":"--the next day."},{"speaker":"ADAM KIEFER","startTime":262.597,"endTime":263.2,"body":"[LAUGHS]"},{"speaker":"ADAM KIEFER","startTime":263.2,"endTime":265.033,"body":"So you're going to come"},{"speaker":"ADAM KIEFER","startTime":263.2,"endTime":265.033,"body":"back to JV tomorrow."},{"speaker":"ADAM KIEFER","startTime":265.033,"endTime":266.275,"body":"Oh."},{"speaker":"ADAM KIEFER","startTime":266.275,"endTime":268.65,"body":"And so, I mean, as a kid,"},{"speaker":"ADAM KIEFER","startTime":266.275,"endTime":268.65,"body":"like, I played a lot of sports."},{"speaker":"ADAM KIEFER","startTime":268.65,"endTime":269.84,"body":"I wasn't really that"},{"speaker":"ADAM KIEFER","startTime":268.65,"endTime":269.84,"body":"good at any of them."},{"speaker":"ADAM KIEFER","startTime":269.84,"endTime":271.15,"body":"And as I look back, I, kind of--"},{"speaker":"ADAM KIEFER","startTime":271.15,"endTime":272.35,"body":"I, basically, played"},{"speaker":"ADAM KIEFER","startTime":271.15,"endTime":272.35,"body":"all the sports,"},{"speaker":"ADAM KIEFER","startTime":272.35,"endTime":274.75,"body":"like, an offensive lineman would"},{"speaker":"ADAM KIEFER","startTime":272.35,"endTime":274.75,"body":"have played the other sports,"},{"speaker":"ADAM KIEFER","startTime":274.75,"endTime":275.32,"body":"like, basketball."},{"speaker":"ADAM KIEFER","startTime":275.32,"endTime":277.612,"body":"I was really good at blocking"},{"speaker":"ADAM KIEFER","startTime":275.32,"endTime":277.612,"body":"people out and rebounding"},{"speaker":"ADAM KIEFER","startTime":277.612,"endTime":280.13,"body":"and had the touch of"},{"speaker":"ADAM KIEFER","startTime":277.612,"endTime":280.13,"body":"nothing in basketball."},{"speaker":"REID HOLZWORTH","startTime":280.13,"endTime":282.13,"body":"Were you"},{"speaker":"REID HOLZWORTH","startTime":280.13,"endTime":282.13,"body":"any good at basketball?"},{"speaker":"ADAM KIEFER","startTime":282.13,"endTime":282.28,"body":"No."},{"speaker":"ADAM KIEFER","startTime":282.28,"endTime":283.718,"body":"It was, like, I"},{"speaker":"ADAM KIEFER","startTime":282.28,"endTime":283.718,"body":"was, like, halfway"},{"speaker":"ADAM KIEFER","startTime":283.718,"endTime":285.01,"body":"decent, like, defensive player."},{"speaker":"ADAM KIEFER","startTime":285.01,"endTime":287.95,"body":"But I was not, like,"},{"speaker":"ADAM KIEFER","startTime":285.01,"endTime":287.95,"body":"couldn't shoot, couldn't like"},{"speaker":"ADAM KIEFER","startTime":287.95,"endTime":290.59,"body":"Shaq, but not as big or strong."},{"speaker":"ADAM KIEFER","startTime":290.59,"endTime":293.147,"body":"And so-- I, kind"},{"speaker":"ADAM KIEFER","startTime":290.59,"endTime":293.147,"body":"of, found football"},{"speaker":"ADAM KIEFER","startTime":293.147,"endTime":294.98,"body":"going into high school,"},{"speaker":"ADAM KIEFER","startTime":293.147,"endTime":294.98,"body":"and it was like, oh,"},{"speaker":"ADAM KIEFER","startTime":294.98,"endTime":296.53,"body":"like, this is where"},{"speaker":"ADAM KIEFER","startTime":294.98,"endTime":296.53,"body":"I was supposed"},{"speaker":"ADAM KIEFER","startTime":296.53,"endTime":297.73,"body":"to be the whole time, right?"},{"speaker":"ADAM KIEFER","startTime":297.73,"endTime":299.897,"body":"And so, yeah, I kind of"},{"speaker":"ADAM KIEFER","startTime":297.73,"endTime":299.897,"body":"found my calling in football"},{"speaker":"ADAM KIEFER","startTime":299.897,"endTime":301.27,"body":"and had a lot of fun with it."},{"speaker":"ADAM KIEFER","startTime":301.27,"endTime":302.733,"body":"And like I said,"},{"speaker":"ADAM KIEFER","startTime":301.27,"endTime":302.733,"body":"it kind of shaped"},{"speaker":"ADAM KIEFER","startTime":302.733,"endTime":304.9,"body":"the foundations of who I"},{"speaker":"ADAM KIEFER","startTime":302.733,"endTime":304.9,"body":"am, and had the opportunity"},{"speaker":"ADAM KIEFER","startTime":304.9,"endTime":308.44,"body":"to play at the next level, ended"},{"speaker":"ADAM KIEFER","startTime":304.9,"endTime":308.44,"body":"up at the University of Nevada."},{"speaker":"ADAM KIEFER","startTime":308.44,"endTime":312.04,"body":"I played football up there, and"},{"speaker":"ADAM KIEFER","startTime":308.44,"endTime":312.04,"body":"won a conference championship,"},{"speaker":"ADAM KIEFER","startTime":312.04,"endTime":313.06,"body":"ended up as captain."},{"speaker":"ADAM KIEFER","startTime":313.06,"endTime":314.49,"body":"And so, we won a Bowl game."},{"speaker":"ADAM KIEFER","startTime":314.49,"endTime":316.24,"body":"We went out to Hawaii,"},{"speaker":"ADAM KIEFER","startTime":314.49,"endTime":316.24,"body":"won a Bowl game out"},{"speaker":"ADAM KIEFER","startTime":316.24,"endTime":317.04,"body":"there, which was a blast."},{"speaker":"REID HOLZWORTH","startTime":317.04,"endTime":317.41,"body":"Oh, man."},{"speaker":"REID HOLZWORTH","startTime":317.41,"endTime":318.13,"body":"That's awesome."},{"speaker":"ADAM KIEFER","startTime":318.13,"endTime":319.547,"body":"There's"},{"speaker":"ADAM KIEFER","startTime":318.13,"endTime":319.547,"body":"a lot of fun."},{"speaker":"ADAM KIEFER","startTime":319.547,"endTime":321.49,"body":"It was a cool way to"},{"speaker":"ADAM KIEFER","startTime":319.547,"endTime":321.49,"body":"go through school."},{"speaker":"REID HOLZWORTH","startTime":321.49,"endTime":323.198,"body":"So"},{"speaker":"REID HOLZWORTH","startTime":321.49,"endTime":323.198,"body":"how'd you go from that"},{"speaker":"REID HOLZWORTH","startTime":323.198,"endTime":325.24,"body":"to getting into our"},{"speaker":"REID HOLZWORTH","startTime":323.198,"endTime":325.24,"body":"wonderful world of insurance"},{"speaker":"REID HOLZWORTH","startTime":325.24,"endTime":326.87,"body":"and then insurance technology?"},{"speaker":"ADAM KIEFER","startTime":326.87,"endTime":327.07,"body":"Right."},{"speaker":"ADAM KIEFER","startTime":327.07,"endTime":328.57,"body":"I think, like, all"},{"speaker":"ADAM KIEFER","startTime":327.07,"endTime":328.57,"body":"little boys, you"},{"speaker":"ADAM KIEFER","startTime":328.57,"endTime":331.06,"body":"grow up dreaming of being"},{"speaker":"ADAM KIEFER","startTime":328.57,"endTime":331.06,"body":"an insurance agent, right?"},{"speaker":"ADAM KIEFER","startTime":331.06,"endTime":333.0,"body":"[LAUGHS]"},{"speaker":"ADAM KIEFER","startTime":333.0,"endTime":334.42,"body":"A secret dream of"},{"speaker":"ADAM KIEFER","startTime":333.0,"endTime":334.42,"body":"mine, you know,"},{"speaker":"ADAM KIEFER","startTime":334.42,"endTime":336.087,"body":"wrap up football and"},{"speaker":"ADAM KIEFER","startTime":334.42,"endTime":336.087,"body":"get into insurance."},{"speaker":"ADAM KIEFER","startTime":336.087,"endTime":339.42,"body":"But-- but, no, like, I was"},{"speaker":"ADAM KIEFER","startTime":336.087,"endTime":339.42,"body":"one of those players that"},{"speaker":"ADAM KIEFER","startTime":339.42,"endTime":341.76,"body":"wasn't a pretty good college"},{"speaker":"ADAM KIEFER","startTime":339.42,"endTime":341.76,"body":"player, wasn't quite,"},{"speaker":"ADAM KIEFER","startTime":341.76,"endTime":345.01,"body":"you know, All-American"},{"speaker":"ADAM KIEFER","startTime":341.76,"endTime":345.01,"body":"kind of guy."},{"speaker":"ADAM KIEFER","startTime":345.01,"endTime":347.8,"body":"And so, I had a couple"},{"speaker":"ADAM KIEFER","startTime":345.01,"endTime":347.8,"body":"chances to get into the NFL."},{"speaker":"ADAM KIEFER","startTime":347.8,"endTime":351.27,"body":"And so went to some camps,"},{"speaker":"ADAM KIEFER","startTime":347.8,"endTime":351.27,"body":"went to some tryouts, things"},{"speaker":"ADAM KIEFER","startTime":351.27,"endTime":352.69,"body":"like that, didn't pan out."},{"speaker":"ADAM KIEFER","startTime":352.69,"endTime":354.69,"body":"And eventually, my"},{"speaker":"ADAM KIEFER","startTime":352.69,"endTime":354.69,"body":"parents, kind of, said,"},{"speaker":"ADAM KIEFER","startTime":354.69,"endTime":356.69,"body":"you're going to have to"},{"speaker":"ADAM KIEFER","startTime":354.69,"endTime":356.69,"body":"pay your own bills here,"},{"speaker":"ADAM KIEFER","startTime":356.69,"endTime":359.73,"body":"at some point, so, which"},{"speaker":"ADAM KIEFER","startTime":356.69,"endTime":359.73,"body":"was pretty quick, actually."},{"speaker":"REID HOLZWORTH","startTime":359.73,"endTime":361.06,"body":"So, you were"},{"speaker":"REID HOLZWORTH","startTime":359.73,"endTime":361.06,"body":"like sleeping on the couch."},{"speaker":"REID HOLZWORTH","startTime":361.06,"endTime":362.79,"body":"It was a big couch,"},{"speaker":"REID HOLZWORTH","startTime":361.06,"endTime":362.79,"body":"though, a very big couch."},{"speaker":"ADAM KIEFER","startTime":362.79,"endTime":363.748,"body":"Big couch."},{"speaker":"ADAM KIEFER","startTime":363.748,"endTime":365.77,"body":"Big sectional."},{"speaker":"ADAM KIEFER","startTime":365.77,"endTime":366.27,"body":"Yeah."},{"speaker":"ADAM KIEFER","startTime":366.27,"endTime":369.72,"body":"So I needed a job, and"},{"speaker":"ADAM KIEFER","startTime":366.27,"endTime":369.72,"body":"actually, my girlfriend,"},{"speaker":"ADAM KIEFER","startTime":369.72,"endTime":372.36,"body":"at the time, her father, was"},{"speaker":"ADAM KIEFER","startTime":369.72,"endTime":372.36,"body":"a principal of an agency."},{"speaker":"ADAM KIEFER","startTime":372.36,"endTime":375.4,"body":"And I should say my"},{"speaker":"ADAM KIEFER","startTime":372.36,"endTime":375.4,"body":"girlfriend at the time--"},{"speaker":"ADAM KIEFER","startTime":375.4,"endTime":376.38,"body":"she's my wife now."},{"speaker":"ADAM KIEFER","startTime":376.38,"endTime":377.575,"body":"But, yeah."},{"speaker":"ADAM KIEFER","startTime":377.575,"endTime":378.7,"body":"Her father owned an agency."},{"speaker":"ADAM KIEFER","startTime":378.7,"endTime":381.698,"body":"And so, he knew a couple of"},{"speaker":"ADAM KIEFER","startTime":378.7,"endTime":381.698,"body":"guys up in the Reno area who"},{"speaker":"ADAM KIEFER","startTime":381.698,"endTime":382.99,"body":"he had worked with in the past."},{"speaker":"ADAM KIEFER","startTime":382.99,"endTime":385.35,"body":"And so, got in"},{"speaker":"ADAM KIEFER","startTime":382.99,"endTime":385.35,"body":"with them and just"},{"speaker":"ADAM KIEFER","startTime":385.35,"endTime":388.8,"body":"trying to parlay my whatever"},{"speaker":"ADAM KIEFER","startTime":385.35,"endTime":388.8,"body":"local fame I had from football"},{"speaker":"ADAM KIEFER","startTime":388.8,"endTime":390.42,"body":"into a producer career."},{"speaker":"REID HOLZWORTH","startTime":390.42,"endTime":391.05,"body":"Oh, no kidding."},{"speaker":"REID HOLZWORTH","startTime":391.05,"endTime":393.48,"body":"So, then, is your father-in-law"},{"speaker":"REID HOLZWORTH","startTime":391.05,"endTime":393.48,"body":"still in the business?"},{"speaker":"ADAM KIEFER","startTime":393.48,"endTime":394.05,"body":"Yeah, he is."},{"speaker":"ADAM KIEFER","startTime":394.05,"endTime":394.212,"body":"Yeah."},{"speaker":"REID HOLZWORTH","startTime":394.212,"endTime":395.615,"body":"So he's"},{"speaker":"REID HOLZWORTH","startTime":394.212,"endTime":395.615,"body":"an agent in Nevada?"},{"speaker":"ADAM KIEFER","startTime":395.615,"endTime":396.13,"body":"Yup."},{"speaker":"REID HOLZWORTH","startTime":396.13,"endTime":397.16,"body":"Yeah, that's awesome."},{"speaker":"ADAM KIEFER","startTime":397.16,"endTime":397.56,"body":"Yup."},{"speaker":"REID HOLZWORTH","startTime":397.56,"endTime":398.52,"body":"That's awesome."},{"speaker":"REID HOLZWORTH","startTime":398.52,"endTime":399.2,"body":"Yeah, I could see that."},{"speaker":"REID HOLZWORTH","startTime":399.2,"endTime":399.47,"body":"Yeah."},{"speaker":"REID HOLZWORTH","startTime":399.47,"endTime":402.11,"body":"So then, you became producer,"},{"speaker":"REID HOLZWORTH","startTime":399.47,"endTime":402.11,"body":"you went to work for an agency?"},{"speaker":"ADAM KIEFER","startTime":402.11,"endTime":403.11,"body":"Yeah, yeah."},{"speaker":"ADAM KIEFER","startTime":403.11,"endTime":404.96,"body":"Started like a lot"},{"speaker":"ADAM KIEFER","startTime":403.11,"endTime":404.96,"body":"of producers, right?"},{"speaker":"ADAM KIEFER","startTime":404.96,"endTime":408.295,"body":"Like, taking the weird call"},{"speaker":"ADAM KIEFER","startTime":404.96,"endTime":408.295,"body":"ins on Friday afternoon, right?"},{"speaker":"ADAM KIEFER","startTime":408.295,"endTime":410.42,"body":"Like, somebody looking for"},{"speaker":"ADAM KIEFER","startTime":408.295,"endTime":410.42,"body":"some ridiculous coverage"},{"speaker":"ADAM KIEFER","startTime":410.42,"endTime":412.61,"body":"because they have some job"},{"speaker":"ADAM KIEFER","startTime":410.42,"endTime":412.61,"body":"tomorrow morning, right?"},{"speaker":"ADAM KIEFER","startTime":412.61,"endTime":414.673,"body":"Which was-- and there's"},{"speaker":"ADAM KIEFER","startTime":412.61,"endTime":414.673,"body":"so many, like, I"},{"speaker":"ADAM KIEFER","startTime":414.673,"endTime":416.84,"body":"was talking with one of our"},{"speaker":"ADAM KIEFER","startTime":414.673,"endTime":416.84,"body":"employees the other day,"},{"speaker":"ADAM KIEFER","startTime":416.84,"endTime":419.19,"body":"and there's so many things"},{"speaker":"ADAM KIEFER","startTime":416.84,"endTime":419.19,"body":"you learn in insurance."},{"speaker":"ADAM KIEFER","startTime":419.19,"endTime":420.23,"body":"Probably true in all industries."},{"speaker":"ADAM KIEFER","startTime":420.23,"endTime":422.03,"body":"But you learn them without"},{"speaker":"ADAM KIEFER","startTime":420.23,"endTime":422.03,"body":"realizing that they were"},{"speaker":"ADAM KIEFER","startTime":422.03,"endTime":422.84,"body":"valuable at the time, right?"},{"speaker":"ADAM KIEFER","startTime":422.84,"endTime":424.13,"body":"You're, like, this is dumb."},{"speaker":"ADAM KIEFER","startTime":424.13,"endTime":425.54,"body":"And then, 10 years"},{"speaker":"ADAM KIEFER","startTime":424.13,"endTime":425.54,"body":"later, you're going,"},{"speaker":"ADAM KIEFER","startTime":425.54,"endTime":427.22,"body":"like, I'm glad I spent a"},{"speaker":"ADAM KIEFER","startTime":425.54,"endTime":427.22,"body":"lot of time doing that."},{"speaker":"ADAM KIEFER","startTime":427.22,"endTime":427.92,"body":"Like, that actually helped."},{"speaker":"ADAM KIEFER","startTime":427.92,"endTime":429.985,"body":"And so, we spent a lot"},{"speaker":"ADAM KIEFER","startTime":427.92,"endTime":429.985,"body":"of time, just, kind of,"},{"speaker":"ADAM KIEFER","startTime":429.985,"endTime":431.36,"body":"taking these weird"},{"speaker":"ADAM KIEFER","startTime":429.985,"endTime":431.36,"body":"inbound calls,"},{"speaker":"ADAM KIEFER","startTime":431.36,"endTime":433.318,"body":"and, kind of, prospecting"},{"speaker":"ADAM KIEFER","startTime":431.36,"endTime":433.318,"body":"small business owners"},{"speaker":"ADAM KIEFER","startTime":433.318,"endTime":435.312,"body":"and understanding the"},{"speaker":"ADAM KIEFER","startTime":433.318,"endTime":435.312,"body":"pains of buying insurance"},{"speaker":"ADAM KIEFER","startTime":435.312,"endTime":436.52,"body":"and all that stuff from them."},{"speaker":"ADAM KIEFER","startTime":436.52,"endTime":438.98,"body":"Even before I even really"},{"speaker":"ADAM KIEFER","startTime":436.52,"endTime":438.98,"body":"understood what I was doing,"},{"speaker":"ADAM KIEFER","startTime":438.98,"endTime":439.64,"body":"right?"},{"speaker":"ADAM KIEFER","startTime":439.64,"endTime":442.822,"body":"And so, you know, like,"},{"speaker":"ADAM KIEFER","startTime":439.64,"endTime":442.822,"body":"understanding people,"},{"speaker":"ADAM KIEFER","startTime":442.822,"endTime":444.53,"body":"sometimes people need"},{"speaker":"ADAM KIEFER","startTime":442.822,"endTime":444.53,"body":"insurance at Friday"},{"speaker":"at 6","startTime":444.53,"endTime":446.003,"body":"00 at night, right?"},{"speaker":"at 6","startTime":446.003,"endTime":447.42,"body":"And what are your"},{"speaker":"at 6","startTime":446.003,"endTime":447.42,"body":"options for that"},{"speaker":"at 6","startTime":447.42,"endTime":449.34,"body":"if the agent doesn't pick up"},{"speaker":"at 6","startTime":447.42,"endTime":449.34,"body":"the phone and things like that?"},{"speaker":"at 6","startTime":449.34,"endTime":451.34,"body":"So it was kind of the"},{"speaker":"at 6","startTime":449.34,"endTime":451.34,"body":"seeds for challenge"},{"speaker":"at 6","startTime":451.34,"endTime":453.56,"body":"long before I even"},{"speaker":"at 6","startTime":451.34,"endTime":453.56,"body":"recognized them as the seeds"},{"speaker":"at 6","startTime":453.56,"endTime":454.79,"body":"for Talage, right?"},{"speaker":"at 6","startTime":454.79,"endTime":456.75,"body":"And so, yeah, it was--"},{"speaker":"at 6","startTime":456.75,"endTime":458.385,"body":"I can't say it was"},{"speaker":"at 6","startTime":456.75,"endTime":458.385,"body":"always fun, but--"},{"speaker":"REID HOLZWORTH","startTime":458.385,"endTime":459.26,"body":"Yeah."},{"speaker":"ADAM KIEFER","startTime":459.26,"endTime":460.37,"body":"I learned a"},{"speaker":"ADAM KIEFER","startTime":459.26,"endTime":460.37,"body":"lot and had a lot of fun."},{"speaker":"ADAM KIEFER","startTime":460.37,"endTime":461.953,"body":"And it was a great"},{"speaker":"ADAM KIEFER","startTime":460.37,"endTime":461.953,"body":"agency to work for."},{"speaker":"ADAM KIEFER","startTime":461.953,"endTime":465.41,"body":"And then, we got picked up"},{"speaker":"ADAM KIEFER","startTime":461.953,"endTime":465.41,"body":"by Wells Fargo, kind of,"},{"speaker":"ADAM KIEFER","startTime":465.41,"endTime":466.86,"body":"a weird transaction."},{"speaker":"ADAM KIEFER","startTime":466.86,"endTime":469.672,"body":"And so, we went"},{"speaker":"ADAM KIEFER","startTime":466.86,"endTime":469.672,"body":"from working for a--"},{"speaker":"ADAM KIEFER","startTime":469.672,"endTime":471.63,"body":"I mean, it was a lot"},{"speaker":"ADAM KIEFER","startTime":469.672,"endTime":471.63,"body":"bigger than a Mom-And-Pop,"},{"speaker":"ADAM KIEFER","startTime":471.63,"endTime":475.17,"body":"kind of, a regional, very, very"},{"speaker":"ADAM KIEFER","startTime":471.63,"endTime":475.17,"body":"independent agency to go into,"},{"speaker":"ADAM KIEFER","startTime":475.17,"endTime":477.94,"body":"a very non-regional,"},{"speaker":"ADAM KIEFER","startTime":475.17,"endTime":477.94,"body":"non-independent agency working"},{"speaker":"ADAM KIEFER","startTime":477.94,"endTime":478.44,"body":"for Wells."},{"speaker":"ADAM KIEFER","startTime":478.44,"endTime":480.75,"body":"And so, learned a lot from"},{"speaker":"ADAM KIEFER","startTime":478.44,"endTime":480.75,"body":"both of them, kind of,"},{"speaker":"ADAM KIEFER","startTime":480.75,"endTime":482.31,"body":"good, bad, and"},{"speaker":"ADAM KIEFER","startTime":480.75,"endTime":482.31,"body":"indifferent, right?"},{"speaker":"ADAM KIEFER","startTime":482.31,"endTime":483.93,"body":"I mean, they all had, kind"},{"speaker":"ADAM KIEFER","startTime":482.31,"endTime":483.93,"body":"of, strengths and weaknesses"},{"speaker":"ADAM KIEFER","startTime":483.93,"endTime":485.01,"body":"in the way they ran"},{"speaker":"ADAM KIEFER","startTime":483.93,"endTime":485.01,"body":"their businesses."},{"speaker":"ADAM KIEFER","startTime":485.01,"endTime":486.635,"body":"But, again, like,"},{"speaker":"ADAM KIEFER","startTime":485.01,"endTime":486.635,"body":"these little building"},{"speaker":"ADAM KIEFER","startTime":486.635,"endTime":490.32,"body":"blocks of regional"},{"speaker":"ADAM KIEFER","startTime":486.635,"endTime":490.32,"body":"agencies have the problems."},{"speaker":"ADAM KIEFER","startTime":490.32,"endTime":491.955,"body":"Wells Fargo and"},{"speaker":"ADAM KIEFER","startTime":490.32,"endTime":491.955,"body":"the other big guys"},{"speaker":"ADAM KIEFER","startTime":491.955,"endTime":494.58,"body":"have basically the same problem,"},{"speaker":"ADAM KIEFER","startTime":491.955,"endTime":494.58,"body":"just a different scale, right?"},{"speaker":"REID HOLZWORTH","startTime":494.58,"endTime":494.67,"body":"Yeah."},{"speaker":"ADAM KIEFER","startTime":494.67,"endTime":496.09,"body":"In terms of what"},{"speaker":"ADAM KIEFER","startTime":494.67,"endTime":496.09,"body":"they're actually doing there."},{"speaker":"ADAM KIEFER","startTime":496.09,"endTime":496.56,"body":"And so--"},{"speaker":"REID HOLZWORTH","startTime":496.56,"endTime":498.06,"body":"What was that, like,"},{"speaker":"REID HOLZWORTH","startTime":498.06,"endTime":500.04,"body":"just getting"},{"speaker":"REID HOLZWORTH","startTime":498.06,"endTime":500.04,"body":"acquired at that age,"},{"speaker":"REID HOLZWORTH","startTime":500.04,"endTime":502.84,"body":"like, being pulled"},{"speaker":"REID HOLZWORTH","startTime":500.04,"endTime":502.84,"body":"into the monster?"},{"speaker":"REID HOLZWORTH","startTime":502.84,"endTime":503.34,"body":"Like, that?"},{"speaker":"REID HOLZWORTH","startTime":503.34,"endTime":504.47,"body":"Because they are huge."},{"speaker":"ADAM KIEFER","startTime":504.47,"endTime":505.22,"body":"Huge."},{"speaker":"REID HOLZWORTH","startTime":505.22,"endTime":506.19,"body":"Remember,"},{"speaker":"REID HOLZWORTH","startTime":505.22,"endTime":506.19,"body":"like, around, like,"},{"speaker":"REID HOLZWORTH","startTime":506.19,"endTime":507.34,"body":"what year that was?"},{"speaker":"REID HOLZWORTH","startTime":507.34,"endTime":507.84,"body":"Like--"},{"speaker":"ADAM KIEFER","startTime":507.84,"endTime":510.135,"body":"It must have been--"},{"speaker":"ADAM KIEFER","startTime":510.135,"endTime":513.64,"body":"God, it would have been 20--"},{"speaker":"ADAM KIEFER","startTime":513.64,"endTime":515.26,"body":"2008, maybe?"},{"speaker":"ADAM KIEFER","startTime":515.26,"endTime":517.461,"body":"Something, like, somewhere"},{"speaker":"ADAM KIEFER","startTime":515.26,"endTime":517.461,"body":"around there ballpark."},{"speaker":"REID HOLZWORTH","startTime":517.461,"endTime":519.669,"body":"Yeah, they"},{"speaker":"REID HOLZWORTH","startTime":517.461,"endTime":519.669,"body":"are crushing it back then."},{"speaker":"ADAM KIEFER","startTime":519.669,"endTime":520.961,"body":"Yeah, it was huge."},{"speaker":"ADAM KIEFER","startTime":520.961,"endTime":522.317,"body":"And we talked about it a lot."},{"speaker":"ADAM KIEFER","startTime":522.317,"endTime":523.9,"body":"Yesterday, I had the"},{"speaker":"ADAM KIEFER","startTime":522.317,"endTime":523.9,"body":"opportunity again"},{"speaker":"ADAM KIEFER","startTime":523.9,"endTime":524.77,"body":"come one of these"},{"speaker":"ADAM KIEFER","startTime":523.9,"endTime":524.77,"body":"things I learned"},{"speaker":"ADAM KIEFER","startTime":524.77,"endTime":527.228,"body":"without knowing I was learning"},{"speaker":"ADAM KIEFER","startTime":524.77,"endTime":527.228,"body":"it, but had the opportunity."},{"speaker":"ADAM KIEFER","startTime":527.228,"endTime":529.33,"body":"They were solid early on."},{"speaker":"ADAM KIEFER","startTime":529.33,"endTime":531.58,"body":"I think, earlier than some"},{"speaker":"ADAM KIEFER","startTime":529.33,"endTime":531.58,"body":"of the other agencies, some"},{"speaker":"ADAM KIEFER","startTime":531.58,"endTime":533.84,"body":"of the inefficiencies in"},{"speaker":"ADAM KIEFER","startTime":531.58,"endTime":533.84,"body":"the small business segment,"},{"speaker":"ADAM KIEFER","startTime":533.84,"endTime":537.01,"body":"so they were trying to build a"},{"speaker":"ADAM KIEFER","startTime":533.84,"endTime":537.01,"body":"call center up in Minneapolis"},{"speaker":"ADAM KIEFER","startTime":537.01,"endTime":538.1,"body":"and put all that together."},{"speaker":"ADAM KIEFER","startTime":538.1,"endTime":541.34,"body":"And so, I was, kind of,"},{"speaker":"ADAM KIEFER","startTime":538.1,"endTime":541.34,"body":"the boots on the ground,"},{"speaker":"ADAM KIEFER","startTime":541.34,"endTime":543.34,"body":"mostly because I don't"},{"speaker":"ADAM KIEFER","startTime":541.34,"endTime":543.34,"body":"think anybody else wanted"},{"speaker":"ADAM KIEFER","startTime":543.34,"endTime":544.215,"body":"to do it at the time."},{"speaker":"ADAM KIEFER","startTime":544.215,"endTime":547.683,"body":"But I was, kind of, running how"},{"speaker":"ADAM KIEFER","startTime":544.215,"endTime":547.683,"body":"they were rolling up the Nevada"},{"speaker":"ADAM KIEFER","startTime":547.683,"endTime":549.85,"body":"book, and what they were"},{"speaker":"ADAM KIEFER","startTime":547.683,"endTime":549.85,"body":"shipping off to Minneapolis"},{"speaker":"ADAM KIEFER","startTime":549.85,"endTime":551.842,"body":"and the pros and cons"},{"speaker":"ADAM KIEFER","startTime":549.85,"endTime":551.842,"body":"of a system like that,"},{"speaker":"ADAM KIEFER","startTime":551.842,"endTime":553.05,"body":"and how you drive efficiency."},{"speaker":"ADAM KIEFER","startTime":553.05,"endTime":553.87,"body":"And it was one of those"},{"speaker":"ADAM KIEFER","startTime":553.05,"endTime":553.87,"body":"things where it's,"},{"speaker":"ADAM KIEFER","startTime":553.87,"endTime":555.162,"body":"like, it felt like a good idea."},{"speaker":"ADAM KIEFER","startTime":555.162,"endTime":557.77,"body":"The idea of you got to make"},{"speaker":"ADAM KIEFER","startTime":555.162,"endTime":557.77,"body":"small business efficient,"},{"speaker":"ADAM KIEFER","startTime":557.77,"endTime":559.69,"body":"otherwise, it"},{"speaker":"ADAM KIEFER","startTime":557.77,"endTime":559.69,"body":"doesn't work, right?"},{"speaker":"ADAM KIEFER","startTime":559.69,"endTime":561.55,"body":"And so, again, like,"},{"speaker":"ADAM KIEFER","startTime":559.69,"endTime":561.55,"body":"another little kind"},{"speaker":"ADAM KIEFER","startTime":561.55,"endTime":563.8,"body":"of seed for what eventually"},{"speaker":"ADAM KIEFER","startTime":561.55,"endTime":563.8,"body":"became tired getting"},{"speaker":"ADAM KIEFER","startTime":563.8,"endTime":566.437,"body":"picked up there without"},{"speaker":"ADAM KIEFER","startTime":563.8,"endTime":566.437,"body":"even really knowing it."},{"speaker":"REID HOLZWORTH","startTime":566.437,"endTime":568.27,"body":"Yeah,"},{"speaker":"REID HOLZWORTH","startTime":566.437,"endTime":568.27,"body":"that's pretty awesome."},{"speaker":"REID HOLZWORTH","startTime":568.27,"endTime":570.31,"body":"So, then, what happened there?"},{"speaker":"REID HOLZWORTH","startTime":570.31,"endTime":571.69,"body":"What happened with Wells?"},{"speaker":"REID HOLZWORTH","startTime":571.69,"endTime":573.188,"body":"And then what"},{"speaker":"REID HOLZWORTH","startTime":571.69,"endTime":573.188,"body":"happened after that?"},{"speaker":"ADAM KIEFER","startTime":573.188,"endTime":575.23,"body":"So, well, I"},{"speaker":"ADAM KIEFER","startTime":573.188,"endTime":575.23,"body":"learned a lot from Wells"},{"speaker":"ADAM KIEFER","startTime":575.23,"endTime":575.89,"body":"really quickly, right?"},{"speaker":"ADAM KIEFER","startTime":575.89,"endTime":577.79,"body":"Like, words I'd never"},{"speaker":"ADAM KIEFER","startTime":575.89,"endTime":577.79,"body":"even heard of before."},{"speaker":"ADAM KIEFER","startTime":577.79,"endTime":578.29,"body":"And so--"},{"speaker":"ADAM KIEFER","startTime":578.29,"endTime":580.27,"body":"[LAUGHS]"},{"speaker":"ADAM KIEFER","startTime":580.27,"endTime":581.66,"body":"This is a shorter episode."},{"speaker":"ADAM KIEFER","startTime":581.66,"endTime":583.75,"body":"So we have to get into"},{"speaker":"ADAM KIEFER","startTime":581.66,"endTime":583.75,"body":"it later, but-- so I"},{"speaker":"ADAM KIEFER","startTime":583.75,"endTime":587.98,"body":"learned what a divestiture,"},{"speaker":"ADAM KIEFER","startTime":583.75,"endTime":587.98,"body":"which was not taught"},{"speaker":"ADAM KIEFER","startTime":587.98,"endTime":590.44,"body":"in the business classes I took."},{"speaker":"ADAM KIEFER","startTime":590.44,"endTime":593.74,"body":"But-- so, eventually,"},{"speaker":"ADAM KIEFER","startTime":590.44,"endTime":593.74,"body":"the original entity"},{"speaker":"ADAM KIEFER","startTime":593.74,"endTime":596.08,"body":"that Wells had purchased"},{"speaker":"ADAM KIEFER","startTime":593.74,"endTime":596.08,"body":"on the insurance side"},{"speaker":"ADAM KIEFER","startTime":596.08,"endTime":598.94,"body":"divested from Wells Fargo"},{"speaker":"ADAM KIEFER","startTime":596.08,"endTime":598.94,"body":"because of some contract"},{"speaker":"ADAM KIEFER","startTime":598.94,"endTime":599.44,"body":"loopholes."},{"speaker":"ADAM KIEFER","startTime":599.44,"endTime":601.6,"body":"And so, half the"},{"speaker":"ADAM KIEFER","startTime":599.44,"endTime":601.6,"body":"company actually split,"},{"speaker":"ADAM KIEFER","startTime":601.6,"endTime":604.15,"body":"and so, it was about 100"},{"speaker":"ADAM KIEFER","startTime":601.6,"endTime":604.15,"body":"person operation in Reno,"},{"speaker":"ADAM KIEFER","startTime":604.15,"endTime":606.7,"body":"and it was bigger than that"},{"speaker":"ADAM KIEFER","startTime":604.15,"endTime":606.7,"body":"outside of Reno, but about 100"},{"speaker":"ADAM KIEFER","startTime":606.7,"endTime":607.2,"body":"Reno."},{"speaker":"ADAM KIEFER","startTime":607.2,"endTime":609.243,"body":"And they literally--"},{"speaker":"ADAM KIEFER","startTime":609.243,"endTime":610.66,"body":"I mean, I can't"},{"speaker":"ADAM KIEFER","startTime":609.243,"endTime":610.66,"body":"verify this, but I"},{"speaker":"ADAM KIEFER","startTime":610.66,"endTime":612.55,"body":"imagine that the"},{"speaker":"ADAM KIEFER","startTime":610.66,"endTime":612.55,"body":"management team for Wells"},{"speaker":"ADAM KIEFER","startTime":612.55,"endTime":615.335,"body":"and the management team for"},{"speaker":"ADAM KIEFER","startTime":612.55,"endTime":615.335,"body":"what became LP insurance,"},{"speaker":"ADAM KIEFER","startTime":615.335,"endTime":617.71,"body":"I think, literally, sat in a"},{"speaker":"ADAM KIEFER","startTime":615.335,"endTime":617.71,"body":"room like kickball, and like"},{"speaker":"ADAM KIEFER","startTime":617.71,"endTime":618.79,"body":"picked teams."},{"speaker":"ADAM KIEFER","startTime":618.79,"endTime":620.62,"body":"And 50 people went to"},{"speaker":"ADAM KIEFER","startTime":618.79,"endTime":620.62,"body":"Wells, and 50 people"},{"speaker":"ADAM KIEFER","startTime":620.62,"endTime":625.9,"body":"went to the new entity or"},{"speaker":"ADAM KIEFER","startTime":620.62,"endTime":625.9,"body":"old entity, whatever it is."},{"speaker":"ADAM KIEFER","startTime":625.9,"endTime":628.52,"body":"And I was, actually, I was"},{"speaker":"ADAM KIEFER","startTime":625.9,"endTime":628.52,"body":"going through the MBA program"},{"speaker":"ADAM KIEFER","startTime":628.52,"endTime":629.02,"body":"at Wells."},{"speaker":"ADAM KIEFER","startTime":629.02,"endTime":631.09,"body":"And so, I chose to kind of stick"},{"speaker":"ADAM KIEFER","startTime":629.02,"endTime":631.09,"body":"around on the Wells side of it"},{"speaker":"ADAM KIEFER","startTime":631.09,"endTime":632.77,"body":"because they were picking"},{"speaker":"ADAM KIEFER","startTime":631.09,"endTime":632.77,"body":"up the tab on my MBA,"},{"speaker":"ADAM KIEFER","startTime":632.77,"endTime":634.103,"body":"and so I finished up with Wells."},{"speaker":"ADAM KIEFER","startTime":634.103,"endTime":635.87,"body":"And then-- yeah."},{"speaker":"ADAM KIEFER","startTime":635.87,"endTime":637.757,"body":"Then, from there, I went"},{"speaker":"ADAM KIEFER","startTime":635.87,"endTime":637.757,"body":"to the carrier side,"},{"speaker":"ADAM KIEFER","startTime":637.757,"endTime":640.34,"body":"worked for Employers Insurance"},{"speaker":"ADAM KIEFER","startTime":637.757,"endTime":640.34,"body":"Work Comp Company out in Nevada"},{"speaker":"ADAM KIEFER","startTime":640.34,"endTime":641.953,"body":"and had a blast"},{"speaker":"ADAM KIEFER","startTime":640.34,"endTime":641.953,"body":"working for them."},{"speaker":"ADAM KIEFER","startTime":641.953,"endTime":644.12,"body":"And, again, kind of, learned"},{"speaker":"ADAM KIEFER","startTime":641.953,"endTime":644.12,"body":"these different pieces."},{"speaker":"ADAM KIEFER","startTime":644.12,"endTime":646.017,"body":"And it was really"},{"speaker":"ADAM KIEFER","startTime":644.12,"endTime":646.017,"body":"cool to kind of sit"},{"speaker":"ADAM KIEFER","startTime":646.017,"endTime":647.6,"body":"on the other side"},{"speaker":"ADAM KIEFER","startTime":646.017,"endTime":647.6,"body":"of the table, right?"},{"speaker":"ADAM KIEFER","startTime":647.6,"endTime":649.76,"body":"I spend five, six years"},{"speaker":"ADAM KIEFER","startTime":647.6,"endTime":649.76,"body":"on the brokerage side,"},{"speaker":"ADAM KIEFER","startTime":649.76,"endTime":651.29,"body":"and then, I spend"},{"speaker":"ADAM KIEFER","startTime":649.76,"endTime":651.29,"body":"another few years"},{"speaker":"ADAM KIEFER","startTime":651.29,"endTime":652.873,"body":"on the other side"},{"speaker":"ADAM KIEFER","startTime":651.29,"endTime":652.873,"body":"of the table talking"},{"speaker":"ADAM KIEFER","startTime":652.873,"endTime":656.325,"body":"about appointments and"},{"speaker":"ADAM KIEFER","startTime":652.873,"endTime":656.325,"body":"production and compensation."},{"speaker":"REID HOLZWORTH","startTime":656.325,"endTime":658.2,"body":"What"},{"speaker":"REID HOLZWORTH","startTime":656.325,"endTime":658.2,"body":"did you do at Employers?"},{"speaker":"ADAM KIEFER","startTime":658.2,"endTime":660.617,"body":"So I started out"},{"speaker":"ADAM KIEFER","startTime":658.2,"endTime":660.617,"body":"as just a territory manager."},{"speaker":"ADAM KIEFER","startTime":660.617,"endTime":662.33,"body":"So I was running the"},{"speaker":"ADAM KIEFER","startTime":660.617,"endTime":662.33,"body":"Nevada territory."},{"speaker":"ADAM KIEFER","startTime":662.33,"endTime":665.0,"body":"So I ran the territory there"},{"speaker":"ADAM KIEFER","startTime":662.33,"endTime":665.0,"body":"and then, did well enough"},{"speaker":"ADAM KIEFER","startTime":665.0,"endTime":666.89,"body":"where they promoted me"},{"speaker":"ADAM KIEFER","startTime":665.0,"endTime":666.89,"body":"to the Western region."},{"speaker":"ADAM KIEFER","startTime":666.89,"endTime":670.842,"body":"So I ran all the sales"},{"speaker":"ADAM KIEFER","startTime":666.89,"endTime":670.842,"body":"the outside field sales"},{"speaker":"ADAM KIEFER","startTime":670.842,"endTime":672.05,"body":"staff for the Western region."},{"speaker":"ADAM KIEFER","startTime":672.05,"endTime":675.45,"body":"So I-- from Texas to"},{"speaker":"ADAM KIEFER","startTime":672.05,"endTime":675.45,"body":"Nevada, California"},{"speaker":"ADAM KIEFER","startTime":675.45,"endTime":677.2,"body":"was its own region,"},{"speaker":"ADAM KIEFER","startTime":675.45,"endTime":677.2,"body":"because that's so big."},{"speaker":"REID HOLZWORTH","startTime":677.2,"endTime":677.51,"body":"Yeah."},{"speaker":"ADAM KIEFER","startTime":677.51,"endTime":678.26,"body":"So, yeah."},{"speaker":"ADAM KIEFER","startTime":678.26,"endTime":679.968,"body":"Texas to Nevada was"},{"speaker":"ADAM KIEFER","startTime":678.26,"endTime":679.968,"body":"kind of my territory,"},{"speaker":"ADAM KIEFER","startTime":679.968,"endTime":681.76,"body":"and so I flew around"},{"speaker":"ADAM KIEFER","startTime":679.968,"endTime":681.76,"body":"every week on the road"},{"speaker":"ADAM KIEFER","startTime":681.76,"endTime":684.093,"body":"all the time and meeting with"},{"speaker":"ADAM KIEFER","startTime":681.76,"endTime":684.093,"body":"agents all over the place."},{"speaker":"ADAM KIEFER","startTime":684.093,"endTime":685.07,"body":"And that was where--"},{"speaker":"ADAM KIEFER","startTime":685.07,"endTime":686.96,"body":"that's really where"},{"speaker":"ADAM KIEFER","startTime":685.07,"endTime":686.96,"body":"the ideas for Talage"},{"speaker":"ADAM KIEFER","startTime":686.96,"endTime":689.21,"body":"kind of started to cement"},{"speaker":"ADAM KIEFER","startTime":686.96,"endTime":689.21,"body":"because, kind of, everything"},{"speaker":"ADAM KIEFER","startTime":689.21,"endTime":691.46,"body":"I learned at Wells,"},{"speaker":"ADAM KIEFER","startTime":689.21,"endTime":691.46,"body":"everything I learned"},{"speaker":"ADAM KIEFER","startTime":691.46,"endTime":694.25,"body":"at the regional agency before"},{"speaker":"ADAM KIEFER","startTime":691.46,"endTime":694.25,"body":"that, and then, kind of,"},{"speaker":"ADAM KIEFER","startTime":694.25,"endTime":697.023,"body":"melding that with talking to"},{"speaker":"ADAM KIEFER","startTime":694.25,"endTime":697.023,"body":"integrate independent agencies"},{"speaker":"ADAM KIEFER","startTime":697.023,"endTime":697.94,"body":"all over this country."},{"speaker":"ADAM KIEFER","startTime":697.94,"endTime":701.36,"body":"And then, going people in"},{"speaker":"ADAM KIEFER","startTime":697.94,"endTime":701.36,"body":"Dallas, Texas, and Fort"},{"speaker":"ADAM KIEFER","startTime":701.36,"endTime":703.358,"body":"Worth, and Albuquerque,"},{"speaker":"ADAM KIEFER","startTime":701.36,"endTime":703.358,"body":"we're dealing"},{"speaker":"ADAM KIEFER","startTime":703.358,"endTime":704.9,"body":"with the same exact"},{"speaker":"ADAM KIEFER","startTime":703.358,"endTime":704.9,"body":"issues that Wells"},{"speaker":"ADAM KIEFER","startTime":704.9,"endTime":706.55,"body":"was dealing all over the"},{"speaker":"ADAM KIEFER","startTime":704.9,"endTime":706.55,"body":"place again, different scales"},{"speaker":"ADAM KIEFER","startTime":706.55,"endTime":708.83,"body":"sometimes but trying to"},{"speaker":"ADAM KIEFER","startTime":706.55,"endTime":708.83,"body":"figure out how to get--"},{"speaker":"ADAM KIEFER","startTime":708.83,"endTime":711.11,"body":"how do you get better"},{"speaker":"ADAM KIEFER","startTime":708.83,"endTime":711.11,"body":"at small business."},{"speaker":"ADAM KIEFER","startTime":711.11,"endTime":714.68,"body":"And you know this better"},{"speaker":"ADAM KIEFER","startTime":711.11,"endTime":714.68,"body":"than most people i talk to."},{"speaker":"ADAM KIEFER","startTime":714.68,"endTime":716.69,"body":"At that time, and this"},{"speaker":"ADAM KIEFER","startTime":714.68,"endTime":716.69,"body":"is probably-- now,"},{"speaker":"ADAM KIEFER","startTime":716.69,"endTime":720.5,"body":"it's probably 2012, 2013,"},{"speaker":"ADAM KIEFER","startTime":716.69,"endTime":720.5,"body":"2014, something like that."},{"speaker":"ADAM KIEFER","startTime":720.5,"endTime":723.903,"body":"And the carrier is,"},{"speaker":"ADAM KIEFER","startTime":720.5,"endTime":723.903,"body":"like, finally starting"},{"speaker":"ADAM KIEFER","startTime":723.903,"endTime":726.32,"body":"to embrace some technology on"},{"speaker":"ADAM KIEFER","startTime":723.903,"endTime":726.32,"body":"the back end systems, right?"},{"speaker":"ADAM KIEFER","startTime":726.32,"endTime":728.82,"body":"Like putting in some predictive"},{"speaker":"ADAM KIEFER","startTime":726.32,"endTime":728.82,"body":"analytics and some automated"},{"speaker":"ADAM KIEFER","startTime":728.82,"endTime":732.73,"body":"underwriting systems and"},{"speaker":"ADAM KIEFER","startTime":728.82,"endTime":732.73,"body":"kind of the Genesis of,"},{"speaker":"ADAM KIEFER","startTime":732.73,"endTime":735.14,"body":"kind of, making it more"},{"speaker":"ADAM KIEFER","startTime":732.73,"endTime":735.14,"body":"automated on their end."},{"speaker":"ADAM KIEFER","startTime":735.14,"endTime":736.58,"body":"But none of that kind of"},{"speaker":"ADAM KIEFER","startTime":735.14,"endTime":736.58,"body":"dragged through, right?"},{"speaker":"ADAM KIEFER","startTime":736.58,"endTime":738.71,"body":"Like, it sort of, kind of,"},{"speaker":"ADAM KIEFER","startTime":736.58,"endTime":738.71,"body":"dragged through in a portal,"},{"speaker":"ADAM KIEFER","startTime":738.71,"endTime":739.31,"body":"kind of."},{"speaker":"ADAM KIEFER","startTime":739.31,"endTime":741.2,"body":"But, like, it wasn't"},{"speaker":"ADAM KIEFER","startTime":739.31,"endTime":741.2,"body":"really, you know?"},{"speaker":"ADAM KIEFER","startTime":741.2,"endTime":743.75,"body":"Then, you had this"},{"speaker":"ADAM KIEFER","startTime":741.2,"endTime":743.75,"body":"dichotomy of you had."},{"speaker":"ADAM KIEFER","startTime":743.75,"endTime":746.628,"body":"The carriers who have"},{"speaker":"ADAM KIEFER","startTime":743.75,"endTime":746.628,"body":"now made small business,"},{"speaker":"ADAM KIEFER","startTime":746.628,"endTime":748.67,"body":"arguably, their most"},{"speaker":"ADAM KIEFER","startTime":746.628,"endTime":748.67,"body":"profitable line of business."},{"speaker":"ADAM KIEFER","startTime":748.67,"endTime":751.238,"body":"But for the independent agencies"},{"speaker":"ADAM KIEFER","startTime":748.67,"endTime":751.238,"body":"distributing the product,"},{"speaker":"ADAM KIEFER","startTime":751.238,"endTime":753.53,"body":"small business was absolutely"},{"speaker":"ADAM KIEFER","startTime":751.238,"endTime":753.53,"body":"the least profitable line"},{"speaker":"ADAM KIEFER","startTime":753.53,"endTime":754.05,"body":"of business."},{"speaker":"ADAM KIEFER","startTime":754.05,"endTime":755.18,"body":"And so, that's where--"},{"speaker":"ADAM KIEFER","startTime":755.18,"endTime":757.115,"body":"as a sales manager, I'm"},{"speaker":"ADAM KIEFER","startTime":755.18,"endTime":757.115,"body":"walking in agencies,"},{"speaker":"ADAM KIEFER","startTime":757.115,"endTime":759.345,"body":"you know, big agencies all"},{"speaker":"ADAM KIEFER","startTime":757.115,"endTime":759.345,"body":"over the country going."},{"speaker":"REID HOLZWORTH","startTime":759.345,"endTime":760.22,"body":"Yeah."},{"speaker":"ADAM KIEFER","startTime":760.22,"endTime":762.8,"body":"And"},{"speaker":"ADAM KIEFER","startTime":760.22,"endTime":762.8,"body":"employers is very"},{"speaker":"ADAM KIEFER","startTime":762.8,"endTime":764.418,"body":"small business focused company."},{"speaker":"ADAM KIEFER","startTime":764.418,"endTime":766.46,"body":"So I'm going in there"},{"speaker":"ADAM KIEFER","startTime":764.418,"endTime":766.46,"body":"saying, like, you guys need"},{"speaker":"ADAM KIEFER","startTime":766.46,"endTime":772.17,"body":"to write more $7,500, not"},{"speaker":"ADAM KIEFER","startTime":766.46,"endTime":772.17,"body":"even $7,500, $750 work comp"},{"speaker":"ADAM KIEFER","startTime":772.17,"endTime":772.67,"body":"policies."},{"speaker":"ADAM KIEFER","startTime":772.67,"endTime":774.17,"body":"And they're, like, get"},{"speaker":"ADAM KIEFER","startTime":772.67,"endTime":774.17,"body":"out of my office, right?"},{"speaker":"REID HOLZWORTH","startTime":774.17,"endTime":774.29,"body":"Yeah."},{"speaker":"REID HOLZWORTH","startTime":774.29,"endTime":774.83,"body":"Get out of here."},{"speaker":"REID HOLZWORTH","startTime":774.83,"endTime":775.76,"body":"What a waste of time."},{"speaker":"REID HOLZWORTH","startTime":775.76,"endTime":777.09,"body":"I don't want to do that shit."},{"speaker":"ADAM KIEFER","startTime":777.09,"endTime":778.58,"body":"But, yeah, but"},{"speaker":"ADAM KIEFER","startTime":777.09,"endTime":778.58,"body":"if you write hundreds of them,"},{"speaker":"ADAM KIEFER","startTime":778.58,"endTime":780.17,"body":"yeah, but I'm not going to"},{"speaker":"ADAM KIEFER","startTime":778.58,"endTime":780.17,"body":"write hundreds of them, right?"},{"speaker":"ADAM KIEFER","startTime":780.17,"endTime":780.67,"body":"Like--"},{"speaker":"ADAM KIEFER","startTime":780.67,"endTime":781.435,"body":"[LAUGHS]"},{"speaker":"REID HOLZWORTH","startTime":781.435,"endTime":783.56,"body":"You see"},{"speaker":"REID HOLZWORTH","startTime":781.435,"endTime":783.56,"body":"this application on my desk"},{"speaker":"REID HOLZWORTH","startTime":783.56,"endTime":784.01,"body":"right now?"},{"speaker":"REID HOLZWORTH","startTime":784.01,"endTime":784.86,"body":"Look at the premium."},{"speaker":"ADAM KIEFER","startTime":784.86,"endTime":785.985,"body":"Yeah, exactly."},{"speaker":"ADAM KIEFER","startTime":785.985,"endTime":788.945,"body":"Yeah, he's looking at half"},{"speaker":"ADAM KIEFER","startTime":785.985,"endTime":788.945,"body":"million dollar auto policy"},{"speaker":"ADAM KIEFER","startTime":788.945,"endTime":792.8,"body":"and it was, like, yeah, but what"},{"speaker":"ADAM KIEFER","startTime":788.945,"endTime":792.8,"body":"about these $1,200 work comps?"},{"speaker":"REID HOLZWORTH","startTime":792.8,"endTime":795.07,"body":"They're"},{"speaker":"REID HOLZWORTH","startTime":792.8,"endTime":795.07,"body":"profitable, trust me."},{"speaker":"REID HOLZWORTH","startTime":795.07,"endTime":797.885,"body":"You make money on this shit."},{"speaker":"ADAM KIEFER","startTime":797.885,"endTime":800.51,"body":"So that's really,"},{"speaker":"ADAM KIEFER","startTime":797.885,"endTime":800.51,"body":"I think, where, kind of, Talage,"},{"speaker":"ADAM KIEFER","startTime":800.51,"endTime":801.83,"body":"kind of, came to fruition"},{"speaker":"ADAM KIEFER","startTime":800.51,"endTime":801.83,"body":"was, like, there's"},{"speaker":"ADAM KIEFER","startTime":801.83,"endTime":803.93,"body":"got to be whatever not"},{"speaker":"ADAM KIEFER","startTime":801.83,"endTime":803.93,"body":"to be too cliche, right?"},{"speaker":"ADAM KIEFER","startTime":803.93,"endTime":806.562,"body":"There's got to be a better"},{"speaker":"ADAM KIEFER","startTime":803.93,"endTime":806.562,"body":"way how to handle this stuff"},{"speaker":"ADAM KIEFER","startTime":806.562,"endTime":808.52,"body":"and how do you how do"},{"speaker":"ADAM KIEFER","startTime":806.562,"endTime":808.52,"body":"you bridge the gap there,"},{"speaker":"ADAM KIEFER","startTime":808.52,"endTime":811.498,"body":"and how can we do"},{"speaker":"ADAM KIEFER","startTime":808.52,"endTime":811.498,"body":"it in a way that--"},{"speaker":"ADAM KIEFER","startTime":811.498,"endTime":813.54,"body":"I mean, a big part of what"},{"speaker":"ADAM KIEFER","startTime":811.498,"endTime":813.54,"body":"we always wanted to do"},{"speaker":"ADAM KIEFER","startTime":813.54,"endTime":815.81,"body":"was keep the agents"},{"speaker":"ADAM KIEFER","startTime":813.54,"endTime":815.81,"body":"in the loop, right?"},{"speaker":"ADAM KIEFER","startTime":815.81,"endTime":819.17,"body":"We never thought not going"},{"speaker":"ADAM KIEFER","startTime":815.81,"endTime":819.17,"body":"to come out by names."},{"speaker":"ADAM KIEFER","startTime":819.17,"endTime":820.79,"body":"But some of the"},{"speaker":"ADAM KIEFER","startTime":819.17,"endTime":820.79,"body":"other early ensured"},{"speaker":"ADAM KIEFER","startTime":820.79,"endTime":822.35,"body":"tags that were going direct,"},{"speaker":"ADAM KIEFER","startTime":820.79,"endTime":822.35,"body":"and they were cutting out"},{"speaker":"ADAM KIEFER","startTime":822.35,"endTime":823.1,"body":"the agency, right?"},{"speaker":"ADAM KIEFER","startTime":823.1,"endTime":823.6,"body":"Like that."},{"speaker":"ADAM KIEFER","startTime":823.6,"endTime":825.32,"body":"I never believed"},{"speaker":"ADAM KIEFER","startTime":823.6,"endTime":825.32,"body":"that was the model."},{"speaker":"ADAM KIEFER","startTime":825.32,"endTime":826.65,"body":"I never made any sense to me."},{"speaker":"ADAM KIEFER","startTime":826.65,"endTime":828.02,"body":"I always felt like you"},{"speaker":"ADAM KIEFER","startTime":826.65,"endTime":828.02,"body":"needed an agent there"},{"speaker":"ADAM KIEFER","startTime":828.02,"endTime":828.81,"body":"at the end of the day."},{"speaker":"ADAM KIEFER","startTime":828.81,"endTime":829.07,"body":"And so--"},{"speaker":"REID HOLZWORTH","startTime":829.07,"endTime":829.94,"body":"Yeah, so true."},{"speaker":"REID HOLZWORTH","startTime":829.94,"endTime":830.9,"body":"Especially on the"},{"speaker":"REID HOLZWORTH","startTime":829.94,"endTime":830.9,"body":"commercial lines."},{"speaker":"ADAM KIEFER","startTime":830.9,"endTime":831.68,"body":"Totally, totally."},{"speaker":"REID HOLZWORTH","startTime":831.68,"endTime":832.28,"body":"Yeah."},{"speaker":"ADAM KIEFER","startTime":832.28,"endTime":832.82,"body":"Not"},{"speaker":"ADAM KIEFER","startTime":832.28,"endTime":832.82,"body":"that there aren't"},{"speaker":"ADAM KIEFER","startTime":832.82,"endTime":834.08,"body":"ways to make the agents"},{"speaker":"ADAM KIEFER","startTime":832.82,"endTime":834.08,"body":"more efficient, right?"},{"speaker":"ADAM KIEFER","startTime":834.08,"endTime":836.288,"body":"Like, there's absolutely"},{"speaker":"ADAM KIEFER","startTime":834.08,"endTime":836.288,"body":"inefficiencies in the agency"},{"speaker":"ADAM KIEFER","startTime":836.288,"endTime":839.6,"body":"channel, that's not the"},{"speaker":"ADAM KIEFER","startTime":836.288,"endTime":839.6,"body":"point, but they can be better."},{"speaker":"ADAM KIEFER","startTime":839.6,"endTime":840.63,"body":"But--"},{"speaker":"REID HOLZWORTH","startTime":840.63,"endTime":842.797,"body":"You're"},{"speaker":"REID HOLZWORTH","startTime":840.63,"endTime":842.797,"body":"talking about this yesterday,"},{"speaker":"REID HOLZWORTH","startTime":842.797,"endTime":846.06,"body":"it's, like, people don't realize"},{"speaker":"REID HOLZWORTH","startTime":842.797,"endTime":846.06,"body":"how expensive that is too."},{"speaker":"REID HOLZWORTH","startTime":846.06,"endTime":848.87,"body":"And it's funny around that time"},{"speaker":"REID HOLZWORTH","startTime":846.06,"endTime":848.87,"body":"when you were getting going,"},{"speaker":"REID HOLZWORTH","startTime":848.87,"endTime":854.533,"body":"they it's like small commercial,"},{"speaker":"REID HOLZWORTH","startTime":848.87,"endTime":854.533,"body":"micro commercial, nano"},{"speaker":"REID HOLZWORTH","startTime":854.533,"endTime":856.7,"body":"commercial, whatever the"},{"speaker":"REID HOLZWORTH","startTime":854.533,"endTime":856.7,"body":"hell people want to call it"},{"speaker":"REID HOLZWORTH","startTime":856.7,"endTime":858.47,"body":"these days, right?"},{"speaker":"REID HOLZWORTH","startTime":858.47,"endTime":859.238,"body":"It was."},{"speaker":"REID HOLZWORTH","startTime":859.238,"endTime":860.78,"body":"The big brokers"},{"speaker":"REID HOLZWORTH","startTime":859.238,"endTime":860.78,"body":"didn't want to do it."},{"speaker":"REID HOLZWORTH","startTime":860.78,"endTime":861.77,"body":"They were over it."},{"speaker":"REID HOLZWORTH","startTime":861.77,"endTime":864.8,"body":"But guys like you and"},{"speaker":"REID HOLZWORTH","startTime":861.77,"endTime":864.8,"body":"others, started coming out"},{"speaker":"REID HOLZWORTH","startTime":864.8,"endTime":869.33,"body":"with solutions to help"},{"speaker":"REID HOLZWORTH","startTime":864.8,"endTime":869.33,"body":"these brokers to sell"},{"speaker":"REID HOLZWORTH","startTime":869.33,"endTime":872.222,"body":"small micro commercial"},{"speaker":"REID HOLZWORTH","startTime":869.33,"endTime":872.222,"body":"much more efficiently."},{"speaker":"ADAM KIEFER","startTime":872.222,"endTime":872.93,"body":"Yup."},{"speaker":"REID HOLZWORTH","startTime":872.93,"endTime":874.555,"body":"And"},{"speaker":"REID HOLZWORTH","startTime":872.93,"endTime":874.555,"body":"some of them-- some"},{"speaker":"REID HOLZWORTH","startTime":874.555,"endTime":877.22,"body":"of them started to offload"},{"speaker":"REID HOLZWORTH","startTime":874.555,"endTime":877.22,"body":"it still to other partners,"},{"speaker":"REID HOLZWORTH","startTime":877.22,"endTime":879.5,"body":"like, Bold Penguin, these"},{"speaker":"REID HOLZWORTH","startTime":877.22,"endTime":879.5,"body":"kind of guys, right?"},{"speaker":"REID HOLZWORTH","startTime":879.5,"endTime":882.26,"body":"And others looked at it"},{"speaker":"REID HOLZWORTH","startTime":879.5,"endTime":882.26,"body":"as a new revenue stream."},{"speaker":"ADAM KIEFER","startTime":882.26,"endTime":883.01,"body":"Yeah."},{"speaker":"REID HOLZWORTH","startTime":883.01,"endTime":884.27,"body":"And"},{"speaker":"REID HOLZWORTH","startTime":883.01,"endTime":884.27,"body":"that's still going on."},{"speaker":"REID HOLZWORTH","startTime":884.27,"endTime":885.33,"body":"It's still a thing."},{"speaker":"REID HOLZWORTH","startTime":885.33,"endTime":887.24,"body":"I mean, still these big"},{"speaker":"REID HOLZWORTH","startTime":885.33,"endTime":887.24,"body":"brokers are, I mean,"},{"speaker":"REID HOLZWORTH","startTime":887.24,"endTime":891.24,"body":"they're going after it"},{"speaker":"REID HOLZWORTH","startTime":887.24,"endTime":891.24,"body":"now in a different way,"},{"speaker":"REID HOLZWORTH","startTime":891.24,"endTime":893.09,"body":"leveraging technology to do so."},{"speaker":"REID HOLZWORTH","startTime":893.09,"endTime":894.548,"body":"Because it's so"},{"speaker":"REID HOLZWORTH","startTime":893.09,"endTime":894.548,"body":"hard to not, right?"},{"speaker":"ADAM KIEFER","startTime":894.548,"endTime":896.048,"body":"It's"},{"speaker":"ADAM KIEFER","startTime":894.548,"endTime":896.048,"body":"impossible, right?"},{"speaker":"ADAM KIEFER","startTime":896.048,"endTime":898.47,"body":"I mean, especially with the"},{"speaker":"ADAM KIEFER","startTime":896.048,"endTime":898.47,"body":"general acquisition strategy,"},{"speaker":"ADAM KIEFER","startTime":898.47,"endTime":900.35,"body":"most of the bigger"},{"speaker":"ADAM KIEFER","startTime":898.47,"endTime":900.35,"body":"agencies where"},{"speaker":"ADAM KIEFER","startTime":900.35,"endTime":903.35,"body":"you're buying up shops that have"},{"speaker":"ADAM KIEFER","startTime":900.35,"endTime":903.35,"body":"that type of business, right?"},{"speaker":"ADAM KIEFER","startTime":903.35,"endTime":905.142,"body":"Like-- so, even, you"},{"speaker":"ADAM KIEFER","startTime":903.35,"endTime":905.142,"body":"know, every year, they"},{"speaker":"ADAM KIEFER","startTime":905.142,"endTime":907.847,"body":"could call out what they don't"},{"speaker":"ADAM KIEFER","startTime":905.142,"endTime":907.847,"body":"want in terms of small business"},{"speaker":"ADAM KIEFER","startTime":907.847,"endTime":909.68,"body":"or get rid of it or"},{"speaker":"ADAM KIEFER","startTime":907.847,"endTime":909.68,"body":"sell it off or whatever."},{"speaker":"ADAM KIEFER","startTime":909.68,"endTime":911.54,"body":"But the next time"},{"speaker":"ADAM KIEFER","startTime":909.68,"endTime":911.54,"body":"they buy a shop,"},{"speaker":"ADAM KIEFER","startTime":911.54,"endTime":913.8,"body":"wherever, they're going to"},{"speaker":"ADAM KIEFER","startTime":911.54,"endTime":913.8,"body":"pick that back up again."},{"speaker":"ADAM KIEFER","startTime":913.8,"endTime":914.508,"body":"And so, I think--"},{"speaker":"ADAM KIEFER","startTime":914.508,"endTime":917.03,"body":"I think they're recognizing"},{"speaker":"ADAM KIEFER","startTime":914.508,"endTime":917.03,"body":"that you can't get rid of it."},{"speaker":"ADAM KIEFER","startTime":917.03,"endTime":917.84,"body":"Nor do you want to, right?"},{"speaker":"ADAM KIEFER","startTime":917.84,"endTime":918.89,"body":"I think it'd be super sticky."},{"speaker":"ADAM KIEFER","startTime":918.89,"endTime":920.09,"body":"It can really, kind"},{"speaker":"ADAM KIEFER","startTime":918.89,"endTime":920.09,"body":"of, be that, kind"},{"speaker":"ADAM KIEFER","startTime":920.09,"endTime":921.11,"body":"of, baseline revenue, right?"},{"speaker":"ADAM KIEFER","startTime":921.11,"endTime":922.07,"body":"Where it's just it just grows."},{"speaker":"ADAM KIEFER","startTime":922.07,"endTime":923.903,"body":"I mean, the loss ratios,"},{"speaker":"ADAM KIEFER","startTime":922.07,"endTime":923.903,"body":"generally speaking,"},{"speaker":"ADAM KIEFER","startTime":923.903,"endTime":925.7,"body":"are good on that type"},{"speaker":"ADAM KIEFER","startTime":923.903,"endTime":925.7,"body":"of business, right?"},{"speaker":"REID HOLZWORTH","startTime":925.7,"endTime":927.205,"body":"Yeah."},{"speaker":"ADAM KIEFER","startTime":927.205,"endTime":929.33,"body":"The big"},{"speaker":"ADAM KIEFER","startTime":927.205,"endTime":929.33,"body":"accounts, everybody loves big,"},{"speaker":"ADAM KIEFER","startTime":929.33,"endTime":931.705,"body":"and this is certainly not my"},{"speaker":"ADAM KIEFER","startTime":929.33,"endTime":931.705,"body":"thoughts on this, but, like,"},{"speaker":"ADAM KIEFER","startTime":931.705,"endTime":934.07,"body":"everybody loves big accounts"},{"speaker":"ADAM KIEFER","startTime":931.705,"endTime":934.07,"body":"because it drives numbers,"},{"speaker":"ADAM KIEFER","startTime":934.07,"endTime":936.74,"body":"and you know, it's big"},{"speaker":"ADAM KIEFER","startTime":934.07,"endTime":936.74,"body":"hits, and there's sexy wins."},{"speaker":"ADAM KIEFER","startTime":936.74,"endTime":939.537,"body":"But, like, hurt"},{"speaker":"ADAM KIEFER","startTime":936.74,"endTime":939.537,"body":"when you lose one,"},{"speaker":"ADAM KIEFER","startTime":939.537,"endTime":941.12,"body":"like, they're hard"},{"speaker":"ADAM KIEFER","startTime":939.537,"endTime":941.12,"body":"to keep every year."},{"speaker":"ADAM KIEFER","startTime":941.12,"endTime":941.75,"body":"It's a fight, you know."},{"speaker":"ADAM KIEFER","startTime":941.75,"endTime":943.13,"body":"And the renewals because"},{"speaker":"ADAM KIEFER","startTime":941.75,"endTime":943.13,"body":"every agent in town"},{"speaker":"ADAM KIEFER","startTime":943.13,"endTime":944.66,"body":"is trying to get into the"},{"speaker":"ADAM KIEFER","startTime":943.13,"endTime":944.66,"body":"same accounts, and so--"},{"speaker":"REID HOLZWORTH","startTime":944.66,"endTime":945.23,"body":"Yeah, totally."},{"speaker":"ADAM KIEFER","startTime":945.23,"endTime":946.605,"body":"You"},{"speaker":"ADAM KIEFER","startTime":945.23,"endTime":946.605,"body":"can really build"},{"speaker":"ADAM KIEFER","startTime":946.605,"endTime":949.94,"body":"a small kind of business empire"},{"speaker":"ADAM KIEFER","startTime":946.605,"endTime":949.94,"body":"on top of this little stuff."},{"speaker":"ADAM KIEFER","startTime":949.94,"endTime":950.44,"body":"And then--"},{"speaker":"REID HOLZWORTH","startTime":950.44,"endTime":951.08,"body":"Yeah, that's so true."},{"speaker":"ADAM KIEFER","startTime":951.08,"endTime":951.62,"body":"Baseline."},{"speaker":"ADAM KIEFER","startTime":951.62,"endTime":953.0,"body":"And then-- and then when"},{"speaker":"ADAM KIEFER","startTime":951.62,"endTime":953.0,"body":"you get those big ones,"},{"speaker":"ADAM KIEFER","startTime":953.0,"endTime":953.75,"body":"it's great, right?"},{"speaker":"ADAM KIEFER","startTime":953.75,"endTime":956.76,"body":"Like, but you're not so"},{"speaker":"ADAM KIEFER","startTime":953.75,"endTime":956.76,"body":"dependent on five accounts,"},{"speaker":"ADAM KIEFER","startTime":956.76,"endTime":957.26,"body":"right?"},{"speaker":"REID HOLZWORTH","startTime":957.26,"endTime":958.13,"body":"Yeah."},{"speaker":"ADAM KIEFER","startTime":958.13,"endTime":960.38,"body":"A lot of producers"},{"speaker":"ADAM KIEFER","startTime":958.13,"endTime":960.38,"body":"who had maybe not five"},{"speaker":"ADAM KIEFER","startTime":960.38,"endTime":963.032,"body":"but have 20 accounts and"},{"speaker":"ADAM KIEFER","startTime":960.38,"endTime":963.032,"body":"that's all they have, and they,"},{"speaker":"ADAM KIEFER","startTime":963.032,"endTime":963.74,"body":"like, it's great."},{"speaker":"REID HOLZWORTH","startTime":963.74,"endTime":965.803,"body":"It's,"},{"speaker":"REID HOLZWORTH","startTime":963.74,"endTime":965.803,"body":"like, Yeah, it is."},{"speaker":"ADAM KIEFER","startTime":965.803,"endTime":967.22,"body":"Until"},{"speaker":"ADAM KIEFER","startTime":965.803,"endTime":967.22,"body":"it's not right."},{"speaker":"REID HOLZWORTH","startTime":967.22,"endTime":968.345,"body":"Yeah, yeah."},{"speaker":"REID HOLZWORTH","startTime":968.345,"endTime":970.018,"body":"That's not good"},{"speaker":"REID HOLZWORTH","startTime":968.345,"endTime":970.018,"body":"until, yeah, a few"},{"speaker":"REID HOLZWORTH","startTime":970.018,"endTime":971.81,"body":"of them, for whatever"},{"speaker":"REID HOLZWORTH","startTime":970.018,"endTime":971.81,"body":"reason, decide to go,"},{"speaker":"REID HOLZWORTH","startTime":971.81,"endTime":972.8,"body":"and do something else."},{"speaker":"ADAM KIEFER","startTime":972.8,"endTime":973.592,"body":"Right."},{"speaker":"ADAM KIEFER","startTime":973.592,"endTime":975.17,"body":"And as an agent,"},{"speaker":"ADAM KIEFER","startTime":973.592,"endTime":975.17,"body":"like, it can be,"},{"speaker":"ADAM KIEFER","startTime":975.17,"endTime":977.15,"body":"let's assume it's a"},{"speaker":"ADAM KIEFER","startTime":975.17,"endTime":977.15,"body":"great agent, they're"},{"speaker":"ADAM KIEFER","startTime":977.15,"endTime":979.55,"body":"doing everything they can,"},{"speaker":"ADAM KIEFER","startTime":977.15,"endTime":979.55,"body":"and they're doing a great job."},{"speaker":"ADAM KIEFER","startTime":979.55,"endTime":981.593,"body":"That your big customer"},{"speaker":"ADAM KIEFER","startTime":979.55,"endTime":981.593,"body":"gets acquired by somebody,"},{"speaker":"ADAM KIEFER","startTime":981.593,"endTime":982.76,"body":"you lose the account, right?"},{"speaker":"ADAM KIEFER","startTime":982.76,"endTime":984.44,"body":"So there's a lot of"},{"speaker":"ADAM KIEFER","startTime":982.76,"endTime":984.44,"body":"ways to lose an account"},{"speaker":"ADAM KIEFER","startTime":984.44,"endTime":985.648,"body":"without doing anything wrong."},{"speaker":"ADAM KIEFER","startTime":985.648,"endTime":987.47,"body":"So, I don't know."},{"speaker":"ADAM KIEFER","startTime":987.47,"endTime":988.16,"body":"Yeah."},{"speaker":"ADAM KIEFER","startTime":988.16,"endTime":989.708,"body":"That's how I"},{"speaker":"ADAM KIEFER","startTime":988.16,"endTime":989.708,"body":"learned, like I said,"},{"speaker":"ADAM KIEFER","startTime":989.708,"endTime":992.0,"body":"learned, kind of, that well,"},{"speaker":"ADAM KIEFER","startTime":989.708,"endTime":992.0,"body":"you can build a whole book"},{"speaker":"ADAM KIEFER","startTime":992.0,"endTime":994.28,"body":"on small business,"},{"speaker":"ADAM KIEFER","startTime":992.0,"endTime":994.28,"body":"and can really kind of"},{"speaker":"ADAM KIEFER","startTime":994.28,"endTime":996.53,"body":"be the foundation"},{"speaker":"ADAM KIEFER","startTime":994.28,"endTime":996.53,"body":"and the cornerstone"},{"speaker":"ADAM KIEFER","startTime":996.53,"endTime":998.527,"body":"of what you build as an agency."},{"speaker":"REID HOLZWORTH","startTime":998.527,"endTime":999.86,"body":"A lot of these--"},{"speaker":"REID HOLZWORTH","startTime":999.86,"endTime":1002.92,"body":"there's a lot of big shops"},{"speaker":"REID HOLZWORTH","startTime":999.86,"endTime":1002.92,"body":"that are now really focusing"},{"speaker":"REID HOLZWORTH","startTime":1002.92,"endTime":1004.87,"body":"on small commercial"},{"speaker":"REID HOLZWORTH","startTime":1002.92,"endTime":1004.87,"body":"and are crushing it."},{"speaker":"ADAM KIEFER","startTime":1004.87,"endTime":1005.2,"body":"Yeah."},{"speaker":"REID HOLZWORTH","startTime":1005.2,"endTime":1006.91,"body":"Like,"},{"speaker":"REID HOLZWORTH","startTime":1005.2,"endTime":1006.91,"body":"absolutely crushing."},{"speaker":"ADAM KIEFER","startTime":1006.91,"endTime":1007.48,"body":"Yeah."},{"speaker":"REID HOLZWORTH","startTime":1007.48,"endTime":1008.522,"body":"They are."},{"speaker":"REID HOLZWORTH","startTime":1008.522,"endTime":1010.87,"body":"So tell the audience"},{"speaker":"REID HOLZWORTH","startTime":1008.522,"endTime":1010.87,"body":"about your business--"},{"speaker":"ADAM KIEFER","startTime":1010.87,"endTime":1011.62,"body":"Yeah."},{"speaker":"REID HOLZWORTH","startTime":1011.62,"endTime":1013.51,"body":"--and"},{"speaker":"REID HOLZWORTH","startTime":1011.62,"endTime":1013.51,"body":"how is your business"},{"speaker":"REID HOLZWORTH","startTime":1013.51,"endTime":1019.27,"body":"different than others and"},{"speaker":"REID HOLZWORTH","startTime":1013.51,"endTime":1019.27,"body":"elevator pitch on the company?"},{"speaker":"ADAM KIEFER","startTime":1019.27,"endTime":1022.297,"body":"We, so we're"},{"speaker":"ADAM KIEFER","startTime":1019.27,"endTime":1022.297,"body":"trying to coin the phrase."},{"speaker":"ADAM KIEFER","startTime":1022.297,"endTime":1024.339,"body":"And if I see IVANS doing,"},{"speaker":"ADAM KIEFER","startTime":1022.297,"endTime":1024.339,"body":"I'm going to be pissed."},{"speaker":"REID HOLZWORTH","startTime":1026.483,"endTime":1028.15,"body":"You"},{"speaker":"REID HOLZWORTH","startTime":1026.483,"endTime":1028.15,"body":"heard it here first."},{"speaker":"REID HOLZWORTH","startTime":1028.15,"endTime":1029.75,"body":"[LAUGHS]"},{"speaker":"ADAM KIEFER","startTime":1029.75,"endTime":1030.91,"body":"Yeah, you've"},{"speaker":"ADAM KIEFER","startTime":1029.75,"endTime":1030.91,"body":"been this, like, a submission"},{"speaker":"ADAM KIEFER","startTime":1030.91,"endTime":1032.035,"body":"management platform, right?"},{"speaker":"ADAM KIEFER","startTime":1032.035,"endTime":1033.54,"body":"The agency management"},{"speaker":"ADAM KIEFER","startTime":1032.035,"endTime":1033.54,"body":"platform, you"},{"speaker":"ADAM KIEFER","startTime":1033.54,"endTime":1035.5,"body":"got the policy management"},{"speaker":"ADAM KIEFER","startTime":1033.54,"endTime":1035.5,"body":"platforms on the back end"},{"speaker":"ADAM KIEFER","startTime":1035.5,"endTime":1036.099,"body":"with the carriers, right?"},{"speaker":"ADAM KIEFER","startTime":1036.099,"endTime":1038.523,"body":"And so we wanted to be the"},{"speaker":"ADAM KIEFER","startTime":1036.099,"endTime":1038.523,"body":"submission management platform"},{"speaker":"ADAM KIEFER","startTime":1038.523,"endTime":1040.69,"body":"and, kind of, own that front"},{"speaker":"ADAM KIEFER","startTime":1038.523,"endTime":1040.69,"body":"end piece of it, right?"},{"speaker":"ADAM KIEFER","startTime":1040.69,"endTime":1043.329,"body":"And we, kind of, make"},{"speaker":"ADAM KIEFER","startTime":1040.69,"endTime":1043.329,"body":"a bad joke that I"},{"speaker":"ADAM KIEFER","startTime":1043.329,"endTime":1046.31,"body":"want to own that one month a"},{"speaker":"ADAM KIEFER","startTime":1043.329,"endTime":1046.31,"body":"year where you're submitting"},{"speaker":"ADAM KIEFER","startTime":1046.31,"endTime":1048.31,"body":"the policy, whether it's"},{"speaker":"ADAM KIEFER","startTime":1046.31,"endTime":1048.31,"body":"a renewal, whether it's"},{"speaker":"ADAM KIEFER","startTime":1048.31,"endTime":1049.56,"body":"a brand new piece of business."},{"speaker":"ADAM KIEFER","startTime":1049.56,"endTime":1051.25,"body":"Whatever you're"},{"speaker":"ADAM KIEFER","startTime":1049.56,"endTime":1051.25,"body":"talking to the carrier"},{"speaker":"ADAM KIEFER","startTime":1051.25,"endTime":1052.908,"body":"about issuing that"},{"speaker":"ADAM KIEFER","startTime":1051.25,"endTime":1052.908,"body":"policy, like, that's"},{"speaker":"ADAM KIEFER","startTime":1052.908,"endTime":1054.7,"body":"the piece of the pie"},{"speaker":"ADAM KIEFER","startTime":1052.908,"endTime":1054.7,"body":"we want to own, right?"},{"speaker":"ADAM KIEFER","startTime":1054.7,"endTime":1059.13,"body":"Like, we want-- generally, we"},{"speaker":"ADAM KIEFER","startTime":1054.7,"endTime":1059.13,"body":"want-- we need people, like,"},{"speaker":"ADAM KIEFER","startTime":1059.13,"endTime":1061.5,"body":"applied in Vertafore"},{"speaker":"ADAM KIEFER","startTime":1059.13,"endTime":1061.5,"body":"and Netsure,"},{"speaker":"ADAM KIEFER","startTime":1061.5,"endTime":1064.2,"body":"and whoever else to own"},{"speaker":"ADAM KIEFER","startTime":1061.5,"endTime":1064.2,"body":"the other 11 months, right?"},{"speaker":"ADAM KIEFER","startTime":1064.2,"endTime":1066.4,"body":"We want to run concurrently"},{"speaker":"ADAM KIEFER","startTime":1064.2,"endTime":1066.4,"body":"to those systems."},{"speaker":"ADAM KIEFER","startTime":1066.4,"endTime":1069.81,"body":"And I think the agency"},{"speaker":"ADAM KIEFER","startTime":1066.4,"endTime":1069.81,"body":"management system is and should"},{"speaker":"ADAM KIEFER","startTime":1069.81,"endTime":1074.05,"body":"be, I haven't seen anything"},{"speaker":"ADAM KIEFER","startTime":1069.81,"endTime":1074.05,"body":"better, should be, kind of,"},{"speaker":"ADAM KIEFER","startTime":1074.05,"endTime":1077.31,"body":"the source of truth for"},{"speaker":"ADAM KIEFER","startTime":1074.05,"endTime":1077.31,"body":"an agency and everything"},{"speaker":"ADAM KIEFER","startTime":1077.31,"endTime":1078.31,"body":"should run out of there."},{"speaker":"ADAM KIEFER","startTime":1078.31,"endTime":1079.53,"body":"And so, if we can run"},{"speaker":"ADAM KIEFER","startTime":1078.31,"endTime":1079.53,"body":"concurrent to that,"},{"speaker":"ADAM KIEFER","startTime":1079.53,"endTime":1080.655,"body":"that's where we want to be."},{"speaker":"ADAM KIEFER","startTime":1080.655,"endTime":1083.31,"body":"And so, Talage is a submission"},{"speaker":"ADAM KIEFER","startTime":1080.655,"endTime":1083.31,"body":"management platform."},{"speaker":"ADAM KIEFER","startTime":1083.31,"endTime":1086.07,"body":"We built the whole thing on"},{"speaker":"ADAM KIEFER","startTime":1083.31,"endTime":1086.07,"body":"connecting essentially APIs"},{"speaker":"ADAM KIEFER","startTime":1086.07,"endTime":1086.82,"body":"into the carriers."},{"speaker":"ADAM KIEFER","startTime":1086.82,"endTime":1088.83,"body":"And so, it does the"},{"speaker":"ADAM KIEFER","startTime":1086.82,"endTime":1088.83,"body":"quoting and issuing binding"},{"speaker":"ADAM KIEFER","startTime":1088.83,"endTime":1090.302,"body":"depending upon the carrier."},{"speaker":"ADAM KIEFER","startTime":1090.302,"endTime":1092.01,"body":"Put an asterisk on"},{"speaker":"ADAM KIEFER","startTime":1090.302,"endTime":1092.01,"body":"all that stuff, right?"},{"speaker":"REID HOLZWORTH","startTime":1092.01,"endTime":1092.52,"body":"Yeah, right."},{"speaker":"REID HOLZWORTH","startTime":1092.52,"endTime":1092.94,"body":"Totally."},{"speaker":"ADAM KIEFER","startTime":1092.94,"endTime":1094.607,"body":"All"},{"speaker":"ADAM KIEFER","startTime":1092.94,"endTime":1094.607,"body":"depends on the carrier."},{"speaker":"REID HOLZWORTH","startTime":1094.607,"endTime":1095.49,"body":"Yeah."},{"speaker":"ADAM KIEFER","startTime":1095.49,"endTime":1096.99,"body":"But"},{"speaker":"ADAM KIEFER","startTime":1095.49,"endTime":1096.99,"body":"the idea is you can"},{"speaker":"ADAM KIEFER","startTime":1096.99,"endTime":1103.057,"body":"pull a lot of the same kind of"},{"speaker":"ADAM KIEFER","startTime":1096.99,"endTime":1103.057,"body":"multi carrier SEMCI, whatever"},{"speaker":"ADAM KIEFER","startTime":1103.057,"endTime":1104.64,"body":"acronym you want to"},{"speaker":"ADAM KIEFER","startTime":1103.057,"endTime":1104.64,"body":"use for it, right?"},{"speaker":"ADAM KIEFER","startTime":1104.64,"endTime":1106.807,"body":"Like being able to be more"},{"speaker":"ADAM KIEFER","startTime":1104.64,"endTime":1106.807,"body":"efficient with your time."},{"speaker":"ADAM KIEFER","startTime":1106.807,"endTime":1109.05,"body":"And so, trying to build more"},{"speaker":"ADAM KIEFER","startTime":1106.807,"endTime":1109.05,"body":"automation into it where"},{"speaker":"ADAM KIEFER","startTime":1109.05,"endTime":1110.55,"body":"you can automate"},{"speaker":"ADAM KIEFER","startTime":1109.05,"endTime":1110.55,"body":"renewal cycles, you"},{"speaker":"ADAM KIEFER","startTime":1110.55,"endTime":1113.222,"body":"can have these small businesses"},{"speaker":"ADAM KIEFER","startTime":1110.55,"endTime":1113.222,"body":"get the kind of service"},{"speaker":"ADAM KIEFER","startTime":1113.222,"endTime":1115.68,"body":"they deserve, making sure you're"},{"speaker":"ADAM KIEFER","startTime":1113.222,"endTime":1115.68,"body":"getting the right pricing,"},{"speaker":"ADAM KIEFER","startTime":1115.68,"endTime":1117.47,"body":"right carrier with it all."},{"speaker":"ADAM KIEFER","startTime":1117.47,"endTime":1119.78,"body":"But not doing away where"},{"speaker":"ADAM KIEFER","startTime":1117.47,"endTime":1119.78,"body":"your CSR is your producers"},{"speaker":"ADAM KIEFER","startTime":1119.78,"endTime":1123.83,"body":"are spending two"},{"speaker":"ADAM KIEFER","startTime":1119.78,"endTime":1123.83,"body":"hours or more re"},{"speaker":"ADAM KIEFER","startTime":1123.83,"endTime":1125.4,"body":"quoting an account every year."},{"speaker":"ADAM KIEFER","startTime":1125.4,"endTime":1127.97,"body":"And so, that's the idea is"},{"speaker":"ADAM KIEFER","startTime":1125.4,"endTime":1127.97,"body":"streamline that small business"},{"speaker":"ADAM KIEFER","startTime":1127.97,"endTime":1131.48,"body":"cycle allow for better"},{"speaker":"ADAM KIEFER","startTime":1127.97,"endTime":1131.48,"body":"cross-sell opportunities do"},{"speaker":"ADAM KIEFER","startTime":1131.48,"endTime":1133.98,"body":"some of that thing in a more"},{"speaker":"ADAM KIEFER","startTime":1131.48,"endTime":1133.98,"body":"automated way where we can say,"},{"speaker":"ADAM KIEFER","startTime":1133.98,"endTime":1138.027,"body":"hey, we have a work comp"},{"speaker":"ADAM KIEFER","startTime":1133.98,"endTime":1138.027,"body":"and a general liability"},{"speaker":"ADAM KIEFER","startTime":1138.027,"endTime":1138.86,"body":"policy on the books."},{"speaker":"ADAM KIEFER","startTime":1138.86,"endTime":1140.828,"body":"Because of that, I"},{"speaker":"ADAM KIEFER","startTime":1138.86,"endTime":1140.828,"body":"can almost guarantee"},{"speaker":"ADAM KIEFER","startTime":1140.828,"endTime":1143.12,"body":"we don't need to ask you any"},{"speaker":"ADAM KIEFER","startTime":1140.828,"endTime":1143.12,"body":"more questions to sell you"},{"speaker":"ADAM KIEFER","startTime":1143.12,"endTime":1144.187,"body":"a cyber policy, right?"},{"speaker":"ADAM KIEFER","startTime":1144.187,"endTime":1146.27,"body":"And so, you can automatically"},{"speaker":"ADAM KIEFER","startTime":1144.187,"endTime":1146.27,"body":"take the information"},{"speaker":"ADAM KIEFER","startTime":1146.27,"endTime":1148.175,"body":"from other policies,"},{"speaker":"ADAM KIEFER","startTime":1146.27,"endTime":1148.175,"body":"over cyber with it."},{"speaker":"ADAM KIEFER","startTime":1148.175,"endTime":1150.05,"body":"Go back to the agency,"},{"speaker":"ADAM KIEFER","startTime":1148.175,"endTime":1150.05,"body":"they can offer it back"},{"speaker":"ADAM KIEFER","startTime":1150.05,"endTime":1151.55,"body":"to the business owner."},{"speaker":"ADAM KIEFER","startTime":1151.55,"endTime":1153.08,"body":"If nothing else to"},{"speaker":"ADAM KIEFER","startTime":1151.55,"endTime":1153.08,"body":"cover their own,"},{"speaker":"ADAM KIEFER","startTime":1153.08,"endTime":1155.03,"body":"you know, that they're"},{"speaker":"ADAM KIEFER","startTime":1153.08,"endTime":1155.03,"body":"offering cyber, right?"},{"speaker":"ADAM KIEFER","startTime":1155.03,"endTime":1158.06,"body":"And hopefully, actually,"},{"speaker":"ADAM KIEFER","startTime":1155.03,"endTime":1158.06,"body":"driving new revenue into them"},{"speaker":"ADAM KIEFER","startTime":1158.06,"endTime":1159.795,"body":"from the cross-sell"},{"speaker":"ADAM KIEFER","startTime":1158.06,"endTime":1159.795,"body":"opportunities."},{"speaker":"REID HOLZWORTH","startTime":1159.795,"endTime":1161.42,"body":"When"},{"speaker":"REID HOLZWORTH","startTime":1159.795,"endTime":1161.42,"body":"you were at Wells,"},{"speaker":"REID HOLZWORTH","startTime":1161.42,"endTime":1164.66,"body":"and you really got to learn"},{"speaker":"REID HOLZWORTH","startTime":1161.42,"endTime":1164.66,"body":"the agency-- because you were"},{"speaker":"REID HOLZWORTH","startTime":1164.66,"endTime":1166.85,"body":"at an agency and you"},{"speaker":"REID HOLZWORTH","startTime":1164.66,"endTime":1166.85,"body":"were doing your thing,"},{"speaker":"REID HOLZWORTH","startTime":1166.85,"endTime":1171.84,"body":"I expect you really learned how"},{"speaker":"REID HOLZWORTH","startTime":1166.85,"endTime":1171.84,"body":"different all those agencies"},{"speaker":"REID HOLZWORTH","startTime":1171.84,"endTime":1172.34,"body":"are."},{"speaker":"ADAM KIEFER","startTime":1172.34,"endTime":1172.61,"body":"Yeah."},{"speaker":"REID HOLZWORTH","startTime":1172.61,"endTime":1173.535,"body":"And how they sell."},{"speaker":"ADAM KIEFER","startTime":1173.535,"endTime":1173.88,"body":"Yeah."},{"speaker":"REID HOLZWORTH","startTime":1173.88,"endTime":1175.922,"body":"But there's"},{"speaker":"REID HOLZWORTH","startTime":1173.88,"endTime":1175.922,"body":"like that commonality"},{"speaker":"REID HOLZWORTH","startTime":1175.922,"endTime":1179.19,"body":"of leveraging a solution"},{"speaker":"REID HOLZWORTH","startTime":1175.922,"endTime":1179.19,"body":"or solution that you"},{"speaker":"REID HOLZWORTH","startTime":1179.19,"endTime":1182.25,"body":"built potentially"},{"speaker":"REID HOLZWORTH","startTime":1179.19,"endTime":1182.25,"body":"to help automate,"},{"speaker":"REID HOLZWORTH","startTime":1182.25,"endTime":1184.35,"body":"help with a lot of those tasks."},{"speaker":"REID HOLZWORTH","startTime":1184.35,"endTime":1186.54,"body":"It's funny, we were"},{"speaker":"REID HOLZWORTH","startTime":1184.35,"endTime":1186.54,"body":"talking a little bit"},{"speaker":"REID HOLZWORTH","startTime":1186.54,"endTime":1191.49,"body":"about this yesterday, but agents"},{"speaker":"REID HOLZWORTH","startTime":1186.54,"endTime":1191.49,"body":"have a hard time still seeing"},{"speaker":"REID HOLZWORTH","startTime":1191.49,"endTime":1193.54,"body":"that, adopting that, right?"},{"speaker":"REID HOLZWORTH","startTime":1193.54,"endTime":1197.73,"body":"And-- and I remember"},{"speaker":"REID HOLZWORTH","startTime":1193.54,"endTime":1197.73,"body":"what it was,"},{"speaker":"REID HOLZWORTH","startTime":1197.73,"endTime":1202.18,"body":"Chip and I, on our podcast, we"},{"speaker":"REID HOLZWORTH","startTime":1197.73,"endTime":1202.18,"body":"went off on this whole thing."},{"speaker":"REID HOLZWORTH","startTime":1202.18,"endTime":1204.48,"body":"Chip Bacciocco and the"},{"speaker":"REID HOLZWORTH","startTime":1202.18,"endTime":1204.48,"body":"other podcast listeners,"},{"speaker":"REID HOLZWORTH","startTime":1204.48,"endTime":1206.52,"body":"we were talking"},{"speaker":"REID HOLZWORTH","startTime":1204.48,"endTime":1206.52,"body":"about-- he coins it,"},{"speaker":"REID HOLZWORTH","startTime":1206.52,"endTime":1208.973,"body":"producer-- the producer"},{"speaker":"REID HOLZWORTH","startTime":1206.52,"endTime":1208.973,"body":"availability challenge."},{"speaker":"ADAM KIEFER","startTime":1208.973,"endTime":1209.64,"body":"OK."},{"speaker":"REID HOLZWORTH","startTime":1209.64,"endTime":1210.45,"body":"What"},{"speaker":"REID HOLZWORTH","startTime":1209.64,"endTime":1210.45,"body":"he says, and he's"},{"speaker":"REID HOLZWORTH","startTime":1210.45,"endTime":1212.7,"body":"talking-- when he says that"},{"speaker":"REID HOLZWORTH","startTime":1210.45,"endTime":1212.7,"body":"he's talking specifically"},{"speaker":"REID HOLZWORTH","startTime":1212.7,"endTime":1215.28,"body":"around leads coming in and"},{"speaker":"REID HOLZWORTH","startTime":1212.7,"endTime":1215.28,"body":"stuff like that, and then,"},{"speaker":"REID HOLZWORTH","startTime":1215.28,"endTime":1219.368,"body":"not answering and being prompt"},{"speaker":"REID HOLZWORTH","startTime":1215.28,"endTime":1219.368,"body":"and getting after it, right?"},{"speaker":"REID HOLZWORTH","startTime":1219.368,"endTime":1220.41,"body":"When somebody calls them."},{"speaker":"REID HOLZWORTH","startTime":1220.41,"endTime":1222.437,"body":"Because a lot of them"},{"speaker":"REID HOLZWORTH","startTime":1220.41,"endTime":1222.437,"body":"have a nice, big book,"},{"speaker":"REID HOLZWORTH","startTime":1222.437,"endTime":1224.52,"body":"and it's-- they already"},{"speaker":"REID HOLZWORTH","startTime":1222.437,"endTime":1224.52,"body":"have their core customers."},{"speaker":"REID HOLZWORTH","startTime":1224.52,"endTime":1226.62,"body":"Like you said, I got"},{"speaker":"REID HOLZWORTH","startTime":1224.52,"endTime":1226.62,"body":"my 20 top customers,"},{"speaker":"REID HOLZWORTH","startTime":1226.62,"endTime":1229.56,"body":"and you know, Jeff from"},{"speaker":"REID HOLZWORTH","startTime":1226.62,"endTime":1229.56,"body":"Jeff's Construction Inc"},{"speaker":"REID HOLZWORTH","startTime":1229.56,"endTime":1231.9,"body":"needs this thing, and I'm"},{"speaker":"REID HOLZWORTH","startTime":1229.56,"endTime":1231.9,"body":"going to go, hang out with him"},{"speaker":"REID HOLZWORTH","startTime":1231.9,"endTime":1234.6,"body":"and have lunch or"},{"speaker":"REID HOLZWORTH","startTime":1231.9,"endTime":1234.6,"body":"whatever, right?"},{"speaker":"REID HOLZWORTH","startTime":1234.6,"endTime":1239.84,"body":"But the challenge,"},{"speaker":"REID HOLZWORTH","startTime":1234.6,"endTime":1239.84,"body":"really, is producers--"},{"speaker":"REID HOLZWORTH","startTime":1239.84,"endTime":1242.68,"body":"not producers, agencies, right?"},{"speaker":"REID HOLZWORTH","startTime":1242.68,"endTime":1244.27,"body":"Adopting this type of stuff."},{"speaker":"ADAM KIEFER","startTime":1244.27,"endTime":1245.02,"body":"Yeah."},{"speaker":"REID HOLZWORTH","startTime":1245.02,"endTime":1245.74,"body":"I mean, right?"},{"speaker":"REID HOLZWORTH","startTime":1245.74,"endTime":1247.91,"body":"It's just it's the thing"},{"speaker":"REID HOLZWORTH","startTime":1245.74,"endTime":1247.91,"body":"we talk about all the time."},{"speaker":"ADAM KIEFER","startTime":1247.91,"endTime":1249.91,"body":"It's definitely"},{"speaker":"ADAM KIEFER","startTime":1247.91,"endTime":1249.91,"body":"a challenge, right?"},{"speaker":"ADAM KIEFER","startTime":1249.91,"endTime":1252.82,"body":"Like, and I don't think there's"},{"speaker":"ADAM KIEFER","startTime":1249.91,"endTime":1252.82,"body":"any insurtech or insurance"},{"speaker":"ADAM KIEFER","startTime":1252.82,"endTime":1256.14,"body":"software, like, if insurtech's"},{"speaker":"ADAM KIEFER","startTime":1252.82,"endTime":1256.14,"body":"not a cool word anymore--"},{"speaker":"REID HOLZWORTH","startTime":1256.14,"endTime":1257.89,"body":"Whatever,"},{"speaker":"REID HOLZWORTH","startTime":1256.14,"endTime":1257.89,"body":"it's still cool."},{"speaker":"REID HOLZWORTH","startTime":1257.89,"endTime":1258.7,"body":"Come on, man."},{"speaker":"REID HOLZWORTH","startTime":1258.7,"endTime":1261.91,"body":"[LAUGHS] Pays my bills."},{"speaker":"ADAM KIEFER","startTime":1261.91,"endTime":1263.08,"body":"Very cool."},{"speaker":"ADAM KIEFER","startTime":1263.08,"endTime":1264.55,"body":"Try to tell my wife how"},{"speaker":"ADAM KIEFER","startTime":1263.08,"endTime":1264.55,"body":"cool it is all the time."},{"speaker":"ADAM KIEFER","startTime":1264.55,"endTime":1265.33,"body":"[LAUGHS]"},{"speaker":"ADAM KIEFER","startTime":1265.33,"endTime":1267.01,"body":"She's not convinced"},{"speaker":"REID HOLZWORTH","startTime":1267.01,"endTime":1268.03,"body":"It's"},{"speaker":"REID HOLZWORTH","startTime":1267.01,"endTime":1268.03,"body":"funny because the guy just"},{"speaker":"REID HOLZWORTH","startTime":1268.03,"endTime":1269.71,"body":"came over here and was"},{"speaker":"REID HOLZWORTH","startTime":1268.03,"endTime":1269.71,"body":"asking me what we do."},{"speaker":"REID HOLZWORTH","startTime":1269.71,"endTime":1271.27,"body":"And you know, I was"},{"speaker":"REID HOLZWORTH","startTime":1269.71,"endTime":1271.27,"body":"explaining to people."},{"speaker":"REID HOLZWORTH","startTime":1271.27,"endTime":1273.77,"body":"And it's, like, oh, he's, like,"},{"speaker":"REID HOLZWORTH","startTime":1271.27,"endTime":1273.77,"body":"yeah, really exciting stuff."},{"speaker":"REID HOLZWORTH","startTime":1273.77,"endTime":1275.8,"body":"That's how I ended"},{"speaker":"REID HOLZWORTH","startTime":1273.77,"endTime":1275.8,"body":"because they just--"},{"speaker":"REID HOLZWORTH","startTime":1275.8,"endTime":1276.915,"body":"I just gloss over there."},{"speaker":"ADAM KIEFER","startTime":1276.915,"endTime":1278.665,"body":"Like make"},{"speaker":"ADAM KIEFER","startTime":1276.915,"endTime":1278.665,"body":"insurance software."},{"speaker":"ADAM KIEFER","startTime":1278.665,"endTime":1279.165,"body":"Oh."},{"speaker":"REID HOLZWORTH","startTime":1279.165,"endTime":1280.748,"body":"They're, like, Oh, OK."},{"speaker":"REID HOLZWORTH","startTime":1280.748,"endTime":1281.41,"body":"Yeah, see you."},{"speaker":"ADAM KIEFER","startTime":1281.41,"endTime":1282.28,"body":"I just"},{"speaker":"ADAM KIEFER","startTime":1281.41,"endTime":1282.28,"body":"switched recently,"},{"speaker":"ADAM KIEFER","startTime":1282.28,"endTime":1284.822,"body":"and my wife is making fun of me"},{"speaker":"ADAM KIEFER","startTime":1282.28,"endTime":1284.822,"body":"because people say, what do I"},{"speaker":"ADAM KIEFER","startTime":1284.822,"endTime":1286.275,"body":"do, and she'd be, like--"},{"speaker":"ADAM KIEFER","startTime":1286.275,"endTime":1288.4,"body":"I hate saying that I'm the"},{"speaker":"ADAM KIEFER","startTime":1286.275,"endTime":1288.4,"body":"founder, the CEO, right?"},{"speaker":"ADAM KIEFER","startTime":1288.4,"endTime":1290.817,"body":"So I just say, I sell software,"},{"speaker":"ADAM KIEFER","startTime":1288.4,"endTime":1290.817,"body":"which is 100% true, right?"},{"speaker":"ADAM KIEFER","startTime":1290.817,"endTime":1292.67,"body":"Like, that is what"},{"speaker":"ADAM KIEFER","startTime":1290.817,"endTime":1292.67,"body":"I do for a job."},{"speaker":"ADAM KIEFER","startTime":1292.67,"endTime":1294.16,"body":"So I say I sell software"},{"speaker":"ADAM KIEFER","startTime":1292.67,"endTime":1294.16,"body":"and they immediately like"},{"speaker":"ADAM KIEFER","startTime":1294.16,"endTime":1295.327,"body":"back off because he's like--"},{"speaker":"ADAM KIEFER","startTime":1295.327,"endTime":1296.41,"body":"[LAUGHS]"},{"speaker":"ADAM KIEFER","startTime":1296.41,"endTime":1298.08,"body":"You tell me-- if"},{"speaker":"ADAM KIEFER","startTime":1296.41,"endTime":1298.08,"body":"you say your CEO,"},{"speaker":"ADAM KIEFER","startTime":1298.08,"endTime":1299.663,"body":"like, they want to"},{"speaker":"ADAM KIEFER","startTime":1298.08,"endTime":1299.663,"body":"sell you something."},{"speaker":"ADAM KIEFER","startTime":1299.663,"endTime":1300.83,"body":"Like, if I feel, like--"},{"speaker":"ADAM KIEFER","startTime":1300.83,"endTime":1303.288,"body":"if I say I'm selling software,"},{"speaker":"ADAM KIEFER","startTime":1300.83,"endTime":1303.288,"body":"they're, like, don't sell me"},{"speaker":"ADAM KIEFER","startTime":1303.288,"endTime":1304.32,"body":"anything, right?"},{"speaker":"REID HOLZWORTH","startTime":1304.32,"endTime":1305.68,"body":"That's so true."},{"speaker":"REID HOLZWORTH","startTime":1305.68,"endTime":1307.212,"body":"That's so funny."},{"speaker":"ADAM KIEFER","startTime":1307.212,"endTime":1309.42,"body":"But I got backed"},{"speaker":"ADAM KIEFER","startTime":1307.212,"endTime":1309.42,"body":"into a corner one time."},{"speaker":"ADAM KIEFER","startTime":1309.42,"endTime":1310.91,"body":"I met this guy and he"},{"speaker":"ADAM KIEFER","startTime":1309.42,"endTime":1310.91,"body":"said, what do you do?"},{"speaker":"ADAM KIEFER","startTime":1310.91,"endTime":1311.61,"body":"I was, like, oh,"},{"speaker":"ADAM KIEFER","startTime":1310.91,"endTime":1311.61,"body":"I sell software."},{"speaker":"ADAM KIEFER","startTime":1311.61,"endTime":1313.15,"body":"And he's like, oh,"},{"speaker":"ADAM KIEFER","startTime":1311.61,"endTime":1313.15,"body":"I'm an engineer."},{"speaker":"ADAM KIEFER","startTime":1313.15,"endTime":1314.04,"body":"He's, like, I've"},{"speaker":"ADAM KIEFER","startTime":1313.15,"endTime":1314.04,"body":"actually been looking"},{"speaker":"ADAM KIEFER","startTime":1314.04,"endTime":1316.498,"body":"at getting into some software"},{"speaker":"ADAM KIEFER","startTime":1314.04,"endTime":1316.498,"body":"companies in town, and I was,"},{"speaker":"ADAM KIEFER","startTime":1316.498,"endTime":1318.57,"body":"like, oh, they're always"},{"speaker":"ADAM KIEFER","startTime":1316.498,"endTime":1318.57,"body":"hiring engineers, right?"},{"speaker":"ADAM KIEFER","startTime":1318.57,"endTime":1319.628,"body":"I was like, shit."},{"speaker":"ADAM KIEFER","startTime":1319.628,"endTime":1321.42,"body":"I was like, well, like,"},{"speaker":"ADAM KIEFER","startTime":1319.628,"endTime":1321.42,"body":"we might be hiring."},{"speaker":"ADAM KIEFER","startTime":1321.42,"endTime":1323.087,"body":"And he goes, oh, like,"},{"speaker":"ADAM KIEFER","startTime":1321.42,"endTime":1323.087,"body":"who do I talk to?"},{"speaker":"ADAM KIEFER","startTime":1323.087,"endTime":1326.01,"body":"And I was like, well, like me."},{"speaker":"ADAM KIEFER","startTime":1326.01,"endTime":1327.87,"body":"Like, I do sell"},{"speaker":"ADAM KIEFER","startTime":1326.01,"endTime":1327.87,"body":"software that's true,"},{"speaker":"ADAM KIEFER","startTime":1327.87,"endTime":1329.85,"body":"but, like, I also do"},{"speaker":"ADAM KIEFER","startTime":1327.87,"endTime":1329.85,"body":"a couple other things."},{"speaker":"ADAM KIEFER","startTime":1329.85,"endTime":1333.09,"body":"[LAUGHS]"},{"speaker":"ADAM KIEFER","startTime":1333.09,"endTime":1335.58,"body":"But, yeah, it's been fun."},{"speaker":"ADAM KIEFER","startTime":1335.58,"endTime":1337.683,"body":"Anyway, what was"},{"speaker":"ADAM KIEFER","startTime":1335.58,"endTime":1337.683,"body":"the last question?"},{"speaker":"REID HOLZWORTH","startTime":1337.683,"endTime":1338.85,"body":"Just about--"},{"speaker":"ADAM KIEFER","startTime":1338.85,"endTime":1340.975,"body":"Oh, just agency"},{"speaker":"ADAM KIEFER","startTime":1338.85,"endTime":1340.975,"body":"adoption stuff, right?"},{"speaker":"ADAM KIEFER","startTime":1340.975,"endTime":1342.75,"body":"And I think agency are--"},{"speaker":"ADAM KIEFER","startTime":1342.75,"endTime":1344.55,"body":"I think they're stubborn, right?"},{"speaker":"ADAM KIEFER","startTime":1344.55,"endTime":1345.85,"body":"And I think they're kind"},{"speaker":"ADAM KIEFER","startTime":1344.55,"endTime":1345.85,"body":"of set in their ways."},{"speaker":"ADAM KIEFER","startTime":1345.85,"endTime":1347.61,"body":"And I think it's easy for"},{"speaker":"ADAM KIEFER","startTime":1345.85,"endTime":1347.61,"body":"especially established"},{"speaker":"ADAM KIEFER","startTime":1347.61,"endTime":1349.41,"body":"producers to get pretty"},{"speaker":"ADAM KIEFER","startTime":1347.61,"endTime":1349.41,"body":"comfortable in the way"},{"speaker":"ADAM KIEFER","startTime":1349.41,"endTime":1351.66,"body":"that they operate, and it's"},{"speaker":"ADAM KIEFER","startTime":1349.41,"endTime":1351.66,"body":"definitely appeal of a job"},{"speaker":"ADAM KIEFER","startTime":1351.66,"endTime":1355.98,"body":"where you can bust your"},{"speaker":"ADAM KIEFER","startTime":1351.66,"endTime":1355.98,"body":"ass for the first 20 years."},{"speaker":"ADAM KIEFER","startTime":1355.98,"endTime":1358.55,"body":"And no, me-- no way, I"},{"speaker":"ADAM KIEFER","startTime":1355.98,"endTime":1358.55,"body":"mean, this to be offensive,"},{"speaker":"ADAM KIEFER","startTime":1358.55,"endTime":1361.05,"body":"but, like, you can, kind of,"},{"speaker":"ADAM KIEFER","startTime":1358.55,"endTime":1361.05,"body":"cruise for the other 20, right?"},{"speaker":"ADAM KIEFER","startTime":1361.05,"endTime":1362.81,"body":"You build up your book,"},{"speaker":"ADAM KIEFER","startTime":1361.05,"endTime":1362.81,"body":"and you can get to a point"},{"speaker":"ADAM KIEFER","startTime":1362.81,"endTime":1364.43,"body":"where you make it very"},{"speaker":"ADAM KIEFER","startTime":1362.81,"endTime":1364.43,"body":"comfortable lifestyle"},{"speaker":"ADAM KIEFER","startTime":1364.43,"endTime":1366.75,"body":"for you and your family without"},{"speaker":"ADAM KIEFER","startTime":1364.43,"endTime":1366.75,"body":"having to do a whole lot more."},{"speaker":"ADAM KIEFER","startTime":1366.75,"endTime":1368.45,"body":"And so, I think you,"},{"speaker":"ADAM KIEFER","startTime":1366.75,"endTime":1368.45,"body":"kind of, have this older"},{"speaker":"ADAM KIEFER","startTime":1368.45,"endTime":1370.283,"body":"generation that's pretty"},{"speaker":"ADAM KIEFER","startTime":1368.45,"endTime":1370.283,"body":"comfortable, pretty"},{"speaker":"ADAM KIEFER","startTime":1370.283,"endTime":1371.15,"body":"set in their ways."},{"speaker":"ADAM KIEFER","startTime":1371.15,"endTime":1373.037,"body":"And then, you have"},{"speaker":"ADAM KIEFER","startTime":1371.15,"endTime":1373.037,"body":"a newer generation"},{"speaker":"ADAM KIEFER","startTime":1373.037,"endTime":1374.87,"body":"that's trying to figure"},{"speaker":"ADAM KIEFER","startTime":1373.037,"endTime":1374.87,"body":"out exactly how they"},{"speaker":"ADAM KIEFER","startTime":1374.87,"endTime":1375.723,"body":"build their careers."},{"speaker":"ADAM KIEFER","startTime":1375.723,"endTime":1377.39,"body":"And then, I think"},{"speaker":"ADAM KIEFER","startTime":1375.723,"endTime":1377.39,"body":"they, kind of, looping"},{"speaker":"ADAM KIEFER","startTime":1377.39,"endTime":1378.39,"body":"through the whole thing."},{"speaker":"ADAM KIEFER","startTime":1378.39,"endTime":1380.69,"body":"You have this insurance"},{"speaker":"ADAM KIEFER","startTime":1378.39,"endTime":1380.69,"body":"agents have been under attack"},{"speaker":"ADAM KIEFER","startTime":1380.69,"endTime":1382.28,"body":"for the last 100 years, right?"},{"speaker":"ADAM KIEFER","startTime":1382.28,"endTime":1385.067,"body":"It's why organizations like"},{"speaker":"ADAM KIEFER","startTime":1382.28,"endTime":1385.067,"body":"the Big 'I' exist, right?"},{"speaker":"ADAM KIEFER","startTime":1385.067,"endTime":1386.15,"body":"Like, protecting agencies."},{"speaker":"ADAM KIEFER","startTime":1386.15,"endTime":1388.28,"body":"And so, I think,"},{"speaker":"ADAM KIEFER","startTime":1386.15,"endTime":1388.28,"body":"insurtech came out"},{"speaker":"ADAM KIEFER","startTime":1388.28,"endTime":1391.37,"body":"real hard, whether on"},{"speaker":"ADAM KIEFER","startTime":1388.28,"endTime":1391.37,"body":"purpose or not, but,"},{"speaker":"ADAM KIEFER","startTime":1391.37,"endTime":1393.38,"body":"kind of, attacking the"},{"speaker":"ADAM KIEFER","startTime":1391.37,"endTime":1393.38,"body":"agent at first, right?"},{"speaker":"ADAM KIEFER","startTime":1393.38,"endTime":1394.71,"body":"Like-- and it was going"},{"speaker":"ADAM KIEFER","startTime":1393.38,"endTime":1394.71,"body":"to disrupt the agent,"},{"speaker":"ADAM KIEFER","startTime":1394.71,"endTime":1395.627,"body":"and replace the agent."},{"speaker":"ADAM KIEFER","startTime":1395.627,"endTime":1397.437,"body":"The agent is going"},{"speaker":"ADAM KIEFER","startTime":1395.627,"endTime":1397.437,"body":"to die, and you know,"},{"speaker":"ADAM KIEFER","startTime":1397.437,"endTime":1399.77,"body":"they've been predicting the"},{"speaker":"ADAM KIEFER","startTime":1397.437,"endTime":1399.77,"body":"death of the insurance agent"},{"speaker":"ADAM KIEFER","startTime":1399.77,"endTime":1401.45,"body":"for 100 years, right?"},{"speaker":"ADAM KIEFER","startTime":1401.45,"endTime":1404.09,"body":"And so, I think there was"},{"speaker":"ADAM KIEFER","startTime":1401.45,"endTime":1404.09,"body":"some reluctance at first"},{"speaker":"ADAM KIEFER","startTime":1404.09,"endTime":1407.158,"body":"that InsurTech was"},{"speaker":"ADAM KIEFER","startTime":1404.09,"endTime":1407.158,"body":"competitive to the agencies."},{"speaker":"REID HOLZWORTH","startTime":1407.158,"endTime":1408.45,"body":"Oh, yeah, true."},{"speaker":"ADAM KIEFER","startTime":1408.45,"endTime":1408.95,"body":"And"},{"speaker":"ADAM KIEFER","startTime":1408.45,"endTime":1408.95,"body":"so I think there's"},{"speaker":"ADAM KIEFER","startTime":1408.95,"endTime":1411.29,"body":"a little bit of reluctance"},{"speaker":"ADAM KIEFER","startTime":1408.95,"endTime":1411.29,"body":"at first with that."},{"speaker":"ADAM KIEFER","startTime":1411.29,"endTime":1412.05,"body":"And there were a"},{"speaker":"ADAM KIEFER","startTime":1411.29,"endTime":1412.05,"body":"lot of people who"},{"speaker":"ADAM KIEFER","startTime":1412.05,"endTime":1414.3,"body":"are trying to do, kind of,"},{"speaker":"ADAM KIEFER","startTime":1412.05,"endTime":1414.3,"body":"a direct replace the agency"},{"speaker":"ADAM KIEFER","startTime":1414.3,"endTime":1415.07,"body":"thing, right?"},{"speaker":"ADAM KIEFER","startTime":1415.07,"endTime":1417.05,"body":"I think most of them have--"},{"speaker":"ADAM KIEFER","startTime":1417.05,"endTime":1418.78,"body":"mostly not panned out, right?"},{"speaker":"ADAM KIEFER","startTime":1418.78,"endTime":1421.43,"body":"I think, to your point, like,"},{"speaker":"ADAM KIEFER","startTime":1418.78,"endTime":1421.43,"body":"people want an agent involved."},{"speaker":"ADAM KIEFER","startTime":1421.43,"endTime":1423.888,"body":"And so, that's where I think"},{"speaker":"ADAM KIEFER","startTime":1421.43,"endTime":1423.888,"body":"we were a little bit different"},{"speaker":"ADAM KIEFER","startTime":1423.888,"endTime":1427.678,"body":"was-- from the jump, it wasn't,"},{"speaker":"ADAM KIEFER","startTime":1423.888,"endTime":1427.678,"body":"kind of, have this line about--"},{"speaker":"ADAM KIEFER","startTime":1427.678,"endTime":1429.97,"body":"a lot of people were out"},{"speaker":"ADAM KIEFER","startTime":1427.678,"endTime":1429.97,"body":"there trying to make it easier"},{"speaker":"ADAM KIEFER","startTime":1429.97,"endTime":1430.78,"body":"to buy insurance."},{"speaker":"ADAM KIEFER","startTime":1430.78,"endTime":1432.353,"body":"And then, where we"},{"speaker":"ADAM KIEFER","startTime":1430.78,"endTime":1432.353,"body":"wanted to focus on"},{"speaker":"ADAM KIEFER","startTime":1432.353,"endTime":1434.77,"body":"was making it easier to sell"},{"speaker":"ADAM KIEFER","startTime":1432.353,"endTime":1434.77,"body":"insurance, like, you focus it"},{"speaker":"ADAM KIEFER","startTime":1434.77,"endTime":1436.362,"body":"from the agency"},{"speaker":"ADAM KIEFER","startTime":1434.77,"endTime":1436.362,"body":"side of the table"},{"speaker":"ADAM KIEFER","startTime":1436.362,"endTime":1438.07,"body":"and really, kind of,"},{"speaker":"ADAM KIEFER","startTime":1436.362,"endTime":1438.07,"body":"help their problems."},{"speaker":"ADAM KIEFER","startTime":1438.07,"endTime":1439.57,"body":"And then, we"},{"speaker":"ADAM KIEFER","startTime":1438.07,"endTime":1439.57,"body":"figured, we'd make it"},{"speaker":"ADAM KIEFER","startTime":1439.57,"endTime":1440.98,"body":"better for the business"},{"speaker":"ADAM KIEFER","startTime":1439.57,"endTime":1440.98,"body":"owner at the end of the day"},{"speaker":"ADAM KIEFER","startTime":1440.98,"endTime":1441.79,"body":"by doing that."},{"speaker":"ADAM KIEFER","startTime":1441.79,"endTime":1443.75,"body":"But, mostly, we wanted to"},{"speaker":"ADAM KIEFER","startTime":1441.79,"endTime":1443.75,"body":"make it better for the agency."},{"speaker":"ADAM KIEFER","startTime":1443.75,"endTime":1444.07,"body":"And so--"},{"speaker":"REID HOLZWORTH","startTime":1444.07,"endTime":1444.46,"body":"Yeah."},{"speaker":"ADAM KIEFER","startTime":1444.46,"endTime":1446.17,"body":"I think there's"},{"speaker":"ADAM KIEFER","startTime":1444.46,"endTime":1446.17,"body":"reluctance in the agencies,"},{"speaker":"ADAM KIEFER","startTime":1446.17,"endTime":1448.405,"body":"and there's a lot of noise"},{"speaker":"ADAM KIEFER","startTime":1446.17,"endTime":1448.405,"body":"out there too, right?"},{"speaker":"REID HOLZWORTH","startTime":1448.405,"endTime":1450.28,"body":"Yeah,"},{"speaker":"REID HOLZWORTH","startTime":1448.405,"endTime":1450.28,"body":"there's a lot of noise."},{"speaker":"ADAM KIEFER","startTime":1450.28,"endTime":1453.1,"body":"You know, again,"},{"speaker":"ADAM KIEFER","startTime":1450.28,"endTime":1453.1,"body":"better than most people"},{"speaker":"ADAM KIEFER","startTime":1453.1,"endTime":1456.01,"body":"I talked to, like, some of it"},{"speaker":"ADAM KIEFER","startTime":1453.1,"endTime":1456.01,"body":"works pretty good, some of it"},{"speaker":"ADAM KIEFER","startTime":1456.01,"endTime":1457.33,"body":"doesn't work, as well, right?"},{"speaker":"ADAM KIEFER","startTime":1457.33,"endTime":1459.538,"body":"Like, I mean, there's a lot"},{"speaker":"ADAM KIEFER","startTime":1457.33,"endTime":1459.538,"body":"of noise, a lot of fluff."},{"speaker":"ADAM KIEFER","startTime":1459.538,"endTime":1461.37,"body":"And so, for agents,"},{"speaker":"ADAM KIEFER","startTime":1459.538,"endTime":1461.37,"body":"I think the Big 'I'"},{"speaker":"ADAM KIEFER","startTime":1461.37,"endTime":1461.98,"body":"you know, the"},{"speaker":"ADAM KIEFER","startTime":1461.37,"endTime":1461.98,"body":"efforts that they're"},{"speaker":"ADAM KIEFER","startTime":1461.98,"endTime":1464.05,"body":"doing, where they can some"},{"speaker":"ADAM KIEFER","startTime":1461.98,"endTime":1464.05,"body":"of these other organizations"},{"speaker":"ADAM KIEFER","startTime":1464.05,"endTime":1466.383,"body":"where they kind of councils"},{"speaker":"ADAM KIEFER","startTime":1464.05,"endTime":1466.383,"body":"and things like that, right?"},{"speaker":"ADAM KIEFER","startTime":1466.383,"endTime":1468.61,"body":"Where you can kind of"},{"speaker":"ADAM KIEFER","startTime":1466.383,"endTime":1468.61,"body":"not test things out."},{"speaker":"ADAM KIEFER","startTime":1468.61,"endTime":1470.23,"body":"But, like, why do they can"},{"speaker":"ADAM KIEFER","startTime":1468.61,"endTime":1470.23,"body":"vet it a little bit, going,"},{"speaker":"ADAM KIEFER","startTime":1470.23,"endTime":1470.897,"body":"like, all right."},{"speaker":"ADAM KIEFER","startTime":1470.897,"endTime":1473.755,"body":"Like, we don't think"},{"speaker":"ADAM KIEFER","startTime":1470.897,"endTime":1473.755,"body":"IVANS is fully shit."},{"speaker":"ADAM KIEFER","startTime":1473.755,"endTime":1475.63,"body":"Like, we don't think"},{"speaker":"ADAM KIEFER","startTime":1473.755,"endTime":1475.63,"body":"college is full of shit."},{"speaker":"REID HOLZWORTH","startTime":1475.63,"endTime":1476.68,"body":"Right, totally."},{"speaker":"ADAM KIEFER","startTime":1476.68,"endTime":1477.31,"body":"Maybe"},{"speaker":"ADAM KIEFER","startTime":1476.68,"endTime":1477.31,"body":"they don't call it"},{"speaker":"ADAM KIEFER","startTime":1477.31,"endTime":1478.33,"body":"the ones they do"},{"speaker":"ADAM KIEFER","startTime":1477.31,"endTime":1478.33,"body":"think is full of shit,"},{"speaker":"ADAM KIEFER","startTime":1478.33,"endTime":1479.98,"body":"but it's the least they can,"},{"speaker":"ADAM KIEFER","startTime":1478.33,"endTime":1479.98,"body":"kind of, endorse the ones"},{"speaker":"ADAM KIEFER","startTime":1479.98,"endTime":1480.64,"body":"they, like."},{"speaker":"REID HOLZWORTH","startTime":1480.64,"endTime":1482.08,"body":"You"},{"speaker":"REID HOLZWORTH","startTime":1480.64,"endTime":1482.08,"body":"talk to, but, yeah."},{"speaker":"ADAM KIEFER","startTime":1482.08,"endTime":1483.455,"body":"Not"},{"speaker":"ADAM KIEFER","startTime":1482.08,"endTime":1483.455,"body":"publicly anyway."},{"speaker":"REID HOLZWORTH","startTime":1483.455,"endTime":1485.702,"body":"And to be"},{"speaker":"REID HOLZWORTH","startTime":1483.455,"endTime":1485.702,"body":"fair too-- after dinner,"},{"speaker":"REID HOLZWORTH","startTime":1485.702,"endTime":1487.66,"body":"we have some cocktails"},{"speaker":"REID HOLZWORTH","startTime":1485.702,"endTime":1487.66,"body":"that bar you were there."},{"speaker":"REID HOLZWORTH","startTime":1487.66,"endTime":1492.91,"body":"One of the guys was showing me"},{"speaker":"REID HOLZWORTH","startTime":1487.66,"endTime":1492.91,"body":"photos of his 150 foot yacht."},{"speaker":"ADAM KIEFER","startTime":1492.91,"endTime":1493.618,"body":"Yes."},{"speaker":"REID HOLZWORTH","startTime":1493.618,"endTime":1495.16,"body":"You"},{"speaker":"REID HOLZWORTH","startTime":1493.618,"endTime":1495.16,"body":"know what I mean?"},{"speaker":"REID HOLZWORTH","startTime":1495.16,"endTime":1497.502,"body":"And it's, like, I mean, you"},{"speaker":"REID HOLZWORTH","startTime":1495.16,"endTime":1497.502,"body":"know, it's, like, hey, you"},{"speaker":"REID HOLZWORTH","startTime":1497.502,"endTime":1498.21,"body":"know what I mean?"},{"speaker":"ADAM KIEFER","startTime":1498.21,"endTime":1500.2,"body":"You want to"},{"speaker":"ADAM KIEFER","startTime":1498.21,"endTime":1500.2,"body":"sell more $100 policies?"},{"speaker":"REID HOLZWORTH","startTime":1500.2,"endTime":1501.6,"body":"You"},{"speaker":"REID HOLZWORTH","startTime":1500.2,"endTime":1501.6,"body":"know what I mean?"},{"speaker":"REID HOLZWORTH","startTime":1501.6,"endTime":1502.18,"body":"Right?"},{"speaker":"REID HOLZWORTH","startTime":1502.18,"endTime":1503.923,"body":"You know-- and"},{"speaker":"REID HOLZWORTH","startTime":1502.18,"endTime":1503.923,"body":"he's an older guy."},{"speaker":"REID HOLZWORTH","startTime":1503.923,"endTime":1506.59,"body":"I mean, you know he's looking to"},{"speaker":"REID HOLZWORTH","startTime":1503.923,"endTime":1506.59,"body":"take his yacht around the world"},{"speaker":"REID HOLZWORTH","startTime":1506.59,"endTime":1507.49,"body":"or whatever he's going to do."},{"speaker":"ADAM KIEFER","startTime":1507.49,"endTime":1509.407,"body":"I got to"},{"speaker":"ADAM KIEFER","startTime":1507.49,"endTime":1509.407,"body":"meet him before I leave."},{"speaker":"ADAM KIEFER","startTime":1509.407,"endTime":1510.07,"body":"[LAUGHS]"},{"speaker":"REID HOLZWORTH","startTime":1510.07,"endTime":1512.112,"body":"You know,"},{"speaker":"REID HOLZWORTH","startTime":1510.07,"endTime":1512.112,"body":"so, I mean, to be fair."},{"speaker":"REID HOLZWORTH","startTime":1512.112,"endTime":1514.45,"body":"And it's, like, we look at"},{"speaker":"REID HOLZWORTH","startTime":1512.112,"endTime":1514.45,"body":"this stuff as technologists"},{"speaker":"REID HOLZWORTH","startTime":1514.45,"endTime":1518.013,"body":"and entrepreneurs and small"},{"speaker":"REID HOLZWORTH","startTime":1514.45,"endTime":1518.013,"body":"business owners and whatnot."},{"speaker":"REID HOLZWORTH","startTime":1518.013,"endTime":1520.18,"body":"It's, like, why wouldn't"},{"speaker":"REID HOLZWORTH","startTime":1518.013,"endTime":1520.18,"body":"you want to make it better?"},{"speaker":"REID HOLZWORTH","startTime":1520.18,"endTime":1522.1,"body":"Like, drive more and"},{"speaker":"REID HOLZWORTH","startTime":1520.18,"endTime":1522.1,"body":"drive more and drive more."},{"speaker":"ADAM KIEFER","startTime":1522.1,"endTime":1522.37,"body":"Yeah."},{"speaker":"REID HOLZWORTH","startTime":1522.37,"endTime":1523.745,"body":"And I mean, dude,"},{"speaker":"REID HOLZWORTH","startTime":1523.745,"endTime":1525.64,"body":"you know, like, that"},{"speaker":"REID HOLZWORTH","startTime":1523.745,"endTime":1525.64,"body":"dude, he's got no boss."},{"speaker":"REID HOLZWORTH","startTime":1525.64,"endTime":1526.39,"body":"He's the boss,"},{"speaker":"ADAM KIEFER","startTime":1526.39,"endTime":1526.69,"body":"Nope."},{"speaker":"REID HOLZWORTH","startTime":1526.69,"endTime":1527.98,"body":"You"},{"speaker":"REID HOLZWORTH","startTime":1526.69,"endTime":1527.98,"body":"know, he's got a big ass"},{"speaker":"REID HOLZWORTH","startTime":1527.98,"endTime":1530.155,"body":"boat and a big ass house"},{"speaker":"REID HOLZWORTH","startTime":1527.98,"endTime":1530.155,"body":"and all the things, and"},{"speaker":"ADAM KIEFER","startTime":1530.155,"endTime":1530.41,"body":"Yup."},{"speaker":"REID HOLZWORTH","startTime":1530.41,"endTime":1532.09,"body":"He's"},{"speaker":"REID HOLZWORTH","startTime":1530.41,"endTime":1532.09,"body":"happy, you know?"},{"speaker":"REID HOLZWORTH","startTime":1532.09,"endTime":1532.6,"body":"And--"},{"speaker":"ADAM KIEFER","startTime":1532.6,"endTime":1533.83,"body":"I think a lot"},{"speaker":"ADAM KIEFER","startTime":1532.6,"endTime":1533.83,"body":"of insurance is that way too."},{"speaker":"ADAM KIEFER","startTime":1533.83,"endTime":1536.038,"body":"Like, even if you back up"},{"speaker":"ADAM KIEFER","startTime":1533.83,"endTime":1536.038,"body":"from the individual, right?"},{"speaker":"ADAM KIEFER","startTime":1536.038,"endTime":1538.815,"body":"Like, you go to the carriers,"},{"speaker":"ADAM KIEFER","startTime":1536.038,"endTime":1538.815,"body":"and like, I know you, you know,"},{"speaker":"ADAM KIEFER","startTime":1538.815,"endTime":1540.44,"body":"deal with the carriers"},{"speaker":"ADAM KIEFER","startTime":1538.815,"endTime":1540.44,"body":"a lot, and like,"},{"speaker":"ADAM KIEFER","startTime":1540.44,"endTime":1542.0,"body":"some of the things they"},{"speaker":"ADAM KIEFER","startTime":1540.44,"endTime":1542.0,"body":"do is crazy, right?"},{"speaker":"ADAM KIEFER","startTime":1542.0,"endTime":1543.29,"body":"But then you, like, look"},{"speaker":"ADAM KIEFER","startTime":1542.0,"endTime":1543.29,"body":"at their balance sheets,"},{"speaker":"ADAM KIEFER","startTime":1543.29,"endTime":1545.29,"body":"and it's like, well, it's"},{"speaker":"ADAM KIEFER","startTime":1543.29,"endTime":1545.29,"body":"not that crazy, right?"},{"speaker":"ADAM KIEFER","startTime":1545.29,"endTime":1546.92,"body":"Like everyone's"},{"speaker":"ADAM KIEFER","startTime":1545.29,"endTime":1546.92,"body":"making a lot of money,"},{"speaker":"ADAM KIEFER","startTime":1546.92,"endTime":1548.128,"body":"like claims are getting paid."},{"speaker":"ADAM KIEFER","startTime":1548.128,"endTime":1549.86,"body":"Like, generally,"},{"speaker":"ADAM KIEFER","startTime":1548.128,"endTime":1549.86,"body":"insurance works, right?"},{"speaker":"ADAM KIEFER","startTime":1549.86,"endTime":1553.053,"body":"That's where a lot of these,"},{"speaker":"ADAM KIEFER","startTime":1549.86,"endTime":1553.053,"body":"kind of, insurtechs would come"},{"speaker":"ADAM KIEFER","startTime":1553.053,"endTime":1555.47,"body":"in that don't have insurance"},{"speaker":"ADAM KIEFER","startTime":1553.053,"endTime":1555.47,"body":"experience, I think, kind of,"},{"speaker":"ADAM KIEFER","startTime":1555.47,"endTime":1556.76,"body":"have this arrogant"},{"speaker":"ADAM KIEFER","startTime":1555.47,"endTime":1556.76,"body":"attitude, like, insurance"},{"speaker":"ADAM KIEFER","startTime":1556.76,"endTime":1557.36,"body":"is broken, right?"},{"speaker":"ADAM KIEFER","startTime":1557.36,"endTime":1558.65,"body":"Like, insurance is not broken."},{"speaker":"ADAM KIEFER","startTime":1558.65,"endTime":1560.18,"body":"Like, it works, it functions."},{"speaker":"ADAM KIEFER","startTime":1560.18,"endTime":1561.89,"body":"It's like, insurance"},{"speaker":"ADAM KIEFER","startTime":1560.18,"endTime":1561.89,"body":"is inefficient,"},{"speaker":"ADAM KIEFER","startTime":1561.89,"endTime":1563.09,"body":"like, that's"},{"speaker":"ADAM KIEFER","startTime":1561.89,"endTime":1563.09,"body":"probably true, right?"},{"speaker":"ADAM KIEFER","startTime":1563.09,"endTime":1563.59,"body":"But--"},{"speaker":"REID HOLZWORTH","startTime":1563.59,"endTime":1564.838,"body":"Yeah."},{"speaker":"ADAM KIEFER","startTime":1564.838,"endTime":1567.38,"body":"But the idea that"},{"speaker":"ADAM KIEFER","startTime":1564.838,"endTime":1567.38,"body":"it's broken, I think is crazy."},{"speaker":"REID HOLZWORTH","startTime":1567.38,"endTime":1568.16,"body":"It is crazy."},{"speaker":"REID HOLZWORTH","startTime":1568.16,"endTime":1569.15,"body":"We were talking"},{"speaker":"REID HOLZWORTH","startTime":1568.16,"endTime":1569.15,"body":"about that yesterday"},{"speaker":"REID HOLZWORTH","startTime":1569.15,"endTime":1571.34,"body":"how all these people come"},{"speaker":"REID HOLZWORTH","startTime":1569.15,"endTime":1571.34,"body":"in and just like, oh, nobody"},{"speaker":"REID HOLZWORTH","startTime":1571.34,"endTime":1573.2,"body":"knows what they're doing, and"},{"speaker":"REID HOLZWORTH","startTime":1571.34,"endTime":1573.2,"body":"blah, blah, blah, blah, blah."},{"speaker":"REID HOLZWORTH","startTime":1573.2,"endTime":1575.55,"body":"It works, and people"},{"speaker":"REID HOLZWORTH","startTime":1573.2,"endTime":1575.55,"body":"make real money doing it."},{"speaker":"REID HOLZWORTH","startTime":1575.55,"endTime":1578.885,"body":"But it's-- look, there's a lot"},{"speaker":"REID HOLZWORTH","startTime":1575.55,"endTime":1578.885,"body":"of things that can be fixed."},{"speaker":"ADAM KIEFER","startTime":1578.885,"endTime":1580.01,"body":"Oh, of course."},{"speaker":"REID HOLZWORTH","startTime":1580.01,"endTime":1582.74,"body":"Guys like"},{"speaker":"REID HOLZWORTH","startTime":1580.01,"endTime":1582.74,"body":"yourself fixing these things."},{"speaker":"REID HOLZWORTH","startTime":1582.74,"endTime":1584.988,"body":"But I think that's"},{"speaker":"REID HOLZWORTH","startTime":1582.74,"endTime":1584.988,"body":"every industry."},{"speaker":"REID HOLZWORTH","startTime":1584.988,"endTime":1587.03,"body":"When you get into it, and"},{"speaker":"REID HOLZWORTH","startTime":1584.988,"endTime":1587.03,"body":"you really get into it,"},{"speaker":"REID HOLZWORTH","startTime":1587.03,"endTime":1588.47,"body":"like, especially"},{"speaker":"REID HOLZWORTH","startTime":1587.03,"endTime":1588.47,"body":"at the enterprise"},{"speaker":"REID HOLZWORTH","startTime":1588.47,"endTime":1591.542,"body":"level, like, it's big, old,"},{"speaker":"REID HOLZWORTH","startTime":1588.47,"endTime":1591.542,"body":"like, technology stuff,"},{"speaker":"ADAM KIEFER","startTime":1591.542,"endTime":1592.25,"body":"Yup."},{"speaker":"REID HOLZWORTH","startTime":1592.25,"endTime":1592.73,"body":"Right?"},{"speaker":"ADAM KIEFER","startTime":1592.73,"endTime":1593.24,"body":"Yep."},{"speaker":"REID HOLZWORTH","startTime":1593.24,"endTime":1595.157,"body":"I mean,"},{"speaker":"REID HOLZWORTH","startTime":1593.24,"endTime":1595.157,"body":"especially an industry"},{"speaker":"REID HOLZWORTH","startTime":1595.157,"endTime":1598.93,"body":"like ours, as old"},{"speaker":"REID HOLZWORTH","startTime":1595.157,"endTime":1598.93,"body":"as it is, right?"},{"speaker":"ADAM KIEFER","startTime":1598.93,"endTime":1600.64,"body":"I remember--"},{"speaker":"ADAM KIEFER","startTime":1600.64,"endTime":1601.31,"body":"and I love them."},{"speaker":"ADAM KIEFER","startTime":1601.31,"endTime":1604.69,"body":"They're a great partner"},{"speaker":"ADAM KIEFER","startTime":1601.31,"endTime":1604.69,"body":"of ours and they're--"},{"speaker":"ADAM KIEFER","startTime":1604.69,"endTime":1606.28,"body":"I won't pick on them"},{"speaker":"ADAM KIEFER","startTime":1604.69,"endTime":1606.28,"body":"because I'm going"},{"speaker":"ADAM KIEFER","startTime":1606.28,"endTime":1607.0,"body":"to pick on them a little bit."},{"speaker":"ADAM KIEFER","startTime":1607.0,"endTime":1608.5,"body":"But I remember when we"},{"speaker":"ADAM KIEFER","startTime":1607.0,"endTime":1608.5,"body":"were getting started,"},{"speaker":"ADAM KIEFER","startTime":1608.5,"endTime":1609.91,"body":"and they were one of"},{"speaker":"ADAM KIEFER","startTime":1608.5,"endTime":1609.91,"body":"the first carriers"},{"speaker":"ADAM KIEFER","startTime":1609.91,"endTime":1610.75,"body":"we got on our platform, right?"},{"speaker":"ADAM KIEFER","startTime":1610.75,"endTime":1612.25,"body":"So we were going through"},{"speaker":"ADAM KIEFER","startTime":1610.75,"endTime":1612.25,"body":"this contracting process"},{"speaker":"ADAM KIEFER","startTime":1612.25,"endTime":1613.04,"body":"with them and everything."},{"speaker":"ADAM KIEFER","startTime":1613.04,"endTime":1614.415,"body":"And at the time,"},{"speaker":"ADAM KIEFER","startTime":1613.04,"endTime":1614.415,"body":"they didn't even"},{"speaker":"ADAM KIEFER","startTime":1614.415,"endTime":1616.33,"body":"really what we were"},{"speaker":"ADAM KIEFER","startTime":1614.415,"endTime":1616.33,"body":"trying to do, right?"},{"speaker":"ADAM KIEFER","startTime":1616.33,"endTime":1617.72,"body":"They couldn't quite wrap"},{"speaker":"ADAM KIEFER","startTime":1616.33,"endTime":1617.72,"body":"their head around it."},{"speaker":"ADAM KIEFER","startTime":1617.72,"endTime":1619.428,"body":"And so, I'm trying to"},{"speaker":"ADAM KIEFER","startTime":1617.72,"endTime":1619.428,"body":"explain it to them,"},{"speaker":"ADAM KIEFER","startTime":1619.428,"endTime":1621.91,"body":"and so, they're giving us"},{"speaker":"ADAM KIEFER","startTime":1619.428,"endTime":1621.91,"body":"some standard contract."},{"speaker":"ADAM KIEFER","startTime":1621.91,"endTime":1623.71,"body":"They didn't even really make any"},{"speaker":"ADAM KIEFER","startTime":1621.91,"endTime":1623.71,"body":"sense for what we were actually"},{"speaker":"ADAM KIEFER","startTime":1623.71,"endTime":1625.0,"body":"trying to accomplish, but--"},{"speaker":"ADAM KIEFER","startTime":1625.0,"endTime":1627.917,"body":"so I'm filling it out,"},{"speaker":"ADAM KIEFER","startTime":1625.0,"endTime":1627.917,"body":"and I sent it to them."},{"speaker":"ADAM KIEFER","startTime":1627.917,"endTime":1629.5,"body":"And finally, they're,"},{"speaker":"ADAM KIEFER","startTime":1627.917,"endTime":1629.5,"body":"like, all right."},{"speaker":"ADAM KIEFER","startTime":1629.5,"endTime":1631.083,"body":"We think we can do"},{"speaker":"ADAM KIEFER","startTime":1629.5,"endTime":1631.083,"body":"something with you,"},{"speaker":"ADAM KIEFER","startTime":1631.083,"endTime":1632.23,"body":"like, I think we get it."},{"speaker":"ADAM KIEFER","startTime":1632.23,"endTime":1632.95,"body":"I said, OK."},{"speaker":"ADAM KIEFER","startTime":1632.95,"endTime":1634.893,"body":"So I signed the contract,"},{"speaker":"ADAM KIEFER","startTime":1632.95,"endTime":1634.893,"body":"I filled it all out,"},{"speaker":"ADAM KIEFER","startTime":1634.893,"endTime":1636.31,"body":"sent it back to"},{"speaker":"ADAM KIEFER","startTime":1634.893,"endTime":1636.31,"body":"him, and he calls,"},{"speaker":"ADAM KIEFER","startTime":1636.31,"endTime":1639.85,"body":"and he goes, because"},{"speaker":"ADAM KIEFER","startTime":1636.31,"endTime":1639.85,"body":"you left the fax line"},{"speaker":"ADAM KIEFER","startTime":1639.85,"endTime":1642.4,"body":"blank on your contract."},{"speaker":"ADAM KIEFER","startTime":1642.4,"endTime":1644.215,"body":"I was, like, God, send it back."},{"speaker":"ADAM KIEFER","startTime":1644.215,"endTime":1646.09,"body":"Like, you obviously you"},{"speaker":"ADAM KIEFER","startTime":1644.215,"endTime":1646.09,"body":"still haven't figured"},{"speaker":"ADAM KIEFER","startTime":1646.09,"endTime":1647.64,"body":"out what we're trying to do."},{"speaker":"ADAM KIEFER","startTime":1647.64,"endTime":1649.09,"body":"You completely missed the point."},{"speaker":"ADAM KIEFER","startTime":1649.09,"endTime":1650.26,"body":"Like, give me back"},{"speaker":"ADAM KIEFER","startTime":1649.09,"endTime":1650.26,"body":"that contract."},{"speaker":"ADAM KIEFER","startTime":1650.26,"endTime":1651.802,"body":"Like, let's keep"},{"speaker":"ADAM KIEFER","startTime":1650.26,"endTime":1651.802,"body":"talking through this"},{"speaker":"ADAM KIEFER","startTime":1651.802,"endTime":1655.39,"body":"because if what you got from"},{"speaker":"ADAM KIEFER","startTime":1651.802,"endTime":1655.39,"body":"me was I need a fax line, like,"},{"speaker":"ADAM KIEFER","startTime":1655.39,"endTime":1657.44,"body":"I severely misled you, right?"},{"speaker":"ADAM KIEFER","startTime":1657.44,"endTime":1657.94,"body":"Like--"},{"speaker":"ADAM KIEFER","startTime":1657.94,"endTime":1660.47,"body":"[LAUGHS]"},{"speaker":"ADAM KIEFER","startTime":1660.47,"endTime":1661.87,"body":"This is like shit."},{"speaker":"ADAM KIEFER","startTime":1661.87,"endTime":1664.013,"body":"But it's a big old"},{"speaker":"ADAM KIEFER","startTime":1661.87,"endTime":1664.013,"body":"industry, right?"},{"speaker":"ADAM KIEFER","startTime":1664.013,"endTime":1664.93,"body":"There's a lot in here."},{"speaker":"ADAM KIEFER","startTime":1664.93,"endTime":1665.71,"body":"I think you're absolutely right."},{"speaker":"ADAM KIEFER","startTime":1665.71,"endTime":1667.21,"body":"Like, it's easy to"},{"speaker":"ADAM KIEFER","startTime":1665.71,"endTime":1667.21,"body":"pick on insurance"},{"speaker":"ADAM KIEFER","startTime":1667.21,"endTime":1669.62,"body":"because I think we know it"},{"speaker":"ADAM KIEFER","startTime":1667.21,"endTime":1669.62,"body":"and love it most of the time."},{"speaker":"ADAM KIEFER","startTime":1669.62,"endTime":1672.73,"body":"And there's a lot of industries"},{"speaker":"ADAM KIEFER","startTime":1669.62,"endTime":1672.73,"body":"that do the exact same thing,"},{"speaker":"ADAM KIEFER","startTime":1672.73,"endTime":1674.47,"body":"and probably,"},{"speaker":"ADAM KIEFER","startTime":1672.73,"endTime":1674.47,"body":"maybe worse, right?"},{"speaker":"ADAM KIEFER","startTime":1674.47,"endTime":1676.741,"body":"You look at, I mean, there's"},{"speaker":"ADAM KIEFER","startTime":1674.47,"endTime":1676.741,"body":"all kinds of software"},{"speaker":"ADAM KIEFER","startTime":1676.741,"endTime":1678.366,"body":"coming into medical"},{"speaker":"ADAM KIEFER","startTime":1676.741,"endTime":1678.366,"body":"billing, and like--"},{"speaker":"REID HOLZWORTH","startTime":1678.366,"endTime":1678.53,"body":"Yup."},{"speaker":"ADAM KIEFER","startTime":1678.53,"endTime":1679.75,"body":"--I mean,"},{"speaker":"ADAM KIEFER","startTime":1678.53,"endTime":1679.75,"body":"all kinds of stuff, right?"},{"speaker":"ADAM KIEFER","startTime":1679.75,"endTime":1681.49,"body":"Like, I mean, the way the"},{"speaker":"ADAM KIEFER","startTime":1679.75,"endTime":1681.49,"body":"systems aren't connected"},{"speaker":"ADAM KIEFER","startTime":1681.49,"endTime":1683.08,"body":"and all that kind of"},{"speaker":"ADAM KIEFER","startTime":1681.49,"endTime":1683.08,"body":"stuff, and it's not"},{"speaker":"ADAM KIEFER","startTime":1683.08,"endTime":1685.21,"body":"different than what we're trying"},{"speaker":"ADAM KIEFER","startTime":1683.08,"endTime":1685.21,"body":"to accomplish in insurance."},{"speaker":"REID HOLZWORTH","startTime":1685.21,"endTime":1686.95,"body":"Give us some advice"},{"speaker":"REID HOLZWORTH","startTime":1686.95,"endTime":1691.18,"body":"to InsurTech startup or"},{"speaker":"REID HOLZWORTH","startTime":1686.95,"endTime":1691.18,"body":"a startup in general."},{"speaker":"ADAM KIEFER","startTime":1691.18,"endTime":1691.93,"body":"Yeah."},{"speaker":"REID HOLZWORTH","startTime":1691.93,"endTime":1699.22,"body":"From football"},{"speaker":"REID HOLZWORTH","startTime":1691.93,"endTime":1699.22,"body":"to the agency to Wells to now,"},{"speaker":"REID HOLZWORTH","startTime":1699.22,"endTime":1701.35,"body":"what you do."},{"speaker":"REID HOLZWORTH","startTime":1701.35,"endTime":1702.46,"body":"Just advice."},{"speaker":"ADAM KIEFER","startTime":1702.46,"endTime":1706.737,"body":"I think"},{"speaker":"ADAM KIEFER","startTime":1702.46,"endTime":1706.737,"body":"it's patience, right?"},{"speaker":"ADAM KIEFER","startTime":1706.737,"endTime":1708.57,"body":"You know, and we still"},{"speaker":"ADAM KIEFER","startTime":1706.737,"endTime":1708.57,"body":"got a long way to go."},{"speaker":"ADAM KIEFER","startTime":1708.57,"endTime":1710.362,"body":"But I think it's patience"},{"speaker":"ADAM KIEFER","startTime":1708.57,"endTime":1710.362,"body":"and perseverance."},{"speaker":"ADAM KIEFER","startTime":1710.362,"endTime":1715.11,"body":"And you got to understand that"},{"speaker":"ADAM KIEFER","startTime":1710.362,"endTime":1715.11,"body":"as hot as you think you are,"},{"speaker":"ADAM KIEFER","startTime":1715.11,"endTime":1717.81,"body":"we're not going to call up--"},{"speaker":"ADAM KIEFER","startTime":1717.81,"endTime":1721.602,"body":"we're not going to call up the"},{"speaker":"ADAM KIEFER","startTime":1717.81,"endTime":1721.602,"body":"idea that when we were just"},{"speaker":"ADAM KIEFER","startTime":1721.602,"endTime":1722.56,"body":"getting started, right?"},{"speaker":"ADAM KIEFER","startTime":1722.56,"endTime":1726.48,"body":"A couple guys on a laptop are"},{"speaker":"ADAM KIEFER","startTime":1722.56,"endTime":1726.48,"body":"going to walk into travelers"},{"speaker":"ADAM KIEFER","startTime":1726.48,"endTime":1728.73,"body":"and tell them that they've"},{"speaker":"ADAM KIEFER","startTime":1726.48,"endTime":1728.73,"body":"been doing everything wrong"},{"speaker":"ADAM KIEFER","startTime":1728.73,"endTime":1731.4,"body":"for the last 150 years, right?"},{"speaker":"REID HOLZWORTH","startTime":1731.4,"endTime":1732.51,"body":"People do."},{"speaker":"ADAM KIEFER","startTime":1732.51,"endTime":1733.385,"body":"They do."},{"speaker":"ADAM KIEFER","startTime":1733.385,"endTime":1734.22,"body":"They absolutely do."},{"speaker":"ADAM KIEFER","startTime":1734.22,"endTime":1736.47,"body":"And travelers should throw"},{"speaker":"ADAM KIEFER","startTime":1734.22,"endTime":1736.47,"body":"them out every time, right?"},{"speaker":"ADAM KIEFER","startTime":1736.47,"endTime":1738.78,"body":"Like-- and so I think the"},{"speaker":"ADAM KIEFER","startTime":1736.47,"endTime":1738.78,"body":"patience and understanding"},{"speaker":"ADAM KIEFER","startTime":1738.78,"endTime":1739.89,"body":"that you're trying"},{"speaker":"ADAM KIEFER","startTime":1738.78,"endTime":1739.89,"body":"to make real change,"},{"speaker":"ADAM KIEFER","startTime":1739.89,"endTime":1740.88,"body":"it takes time sometimes."},{"speaker":"ADAM KIEFER","startTime":1740.88,"endTime":1742.88,"body":"And we talked about this"},{"speaker":"ADAM KIEFER","startTime":1740.88,"endTime":1742.88,"body":"a little bit yesterday,"},{"speaker":"ADAM KIEFER","startTime":1742.88,"endTime":1745.47,"body":"kind of, the idea that you come"},{"speaker":"ADAM KIEFER","startTime":1742.88,"endTime":1745.47,"body":"up with a software company,"},{"speaker":"ADAM KIEFER","startTime":1745.47,"endTime":1747.262,"body":"you build a prototype,"},{"speaker":"ADAM KIEFER","startTime":1745.47,"endTime":1747.262,"body":"and somebody buys it"},{"speaker":"ADAM KIEFER","startTime":1747.262,"endTime":1748.35,"body":"for $100 million, right?"},{"speaker":"ADAM KIEFER","startTime":1748.35,"endTime":1750.94,"body":"Like, that has happened, but,"},{"speaker":"ADAM KIEFER","startTime":1748.35,"endTime":1750.94,"body":"like, it's very, very rare,"},{"speaker":"ADAM KIEFER","startTime":1750.94,"endTime":1751.44,"body":"right?"},{"speaker":"ADAM KIEFER","startTime":1751.44,"endTime":1753.315,"body":"Like, and so, like, you"},{"speaker":"ADAM KIEFER","startTime":1751.44,"endTime":1753.315,"body":"have to grind it out."},{"speaker":"ADAM KIEFER","startTime":1753.315,"endTime":1755.73,"body":"And you know, what's your--"},{"speaker":"ADAM KIEFER","startTime":1753.315,"endTime":1755.73,"body":"one of our first investors,"},{"speaker":"ADAM KIEFER","startTime":1755.73,"endTime":1759.06,"body":"I remember, he made a"},{"speaker":"ADAM KIEFER","startTime":1755.73,"endTime":1759.06,"body":"comment, he was like,"},{"speaker":"ADAM KIEFER","startTime":1759.06,"endTime":1762.09,"body":"we like to do a lot of vetting"},{"speaker":"ADAM KIEFER","startTime":1759.06,"endTime":1762.09,"body":"personally, like, because we're"},{"speaker":"ADAM KIEFER","startTime":1762.09,"endTime":1763.68,"body":"probably going to be working"},{"speaker":"ADAM KIEFER","startTime":1762.09,"endTime":1763.68,"body":"with you for the next 10 years,"},{"speaker":"ADAM KIEFER","startTime":1763.68,"endTime":1764.18,"body":"right?"},{"speaker":"ADAM KIEFER","startTime":1764.18,"endTime":1766.22,"body":"Like, that's kind of"},{"speaker":"ADAM KIEFER","startTime":1764.18,"endTime":1766.22,"body":"his attitude on it."},{"speaker":"ADAM KIEFER","startTime":1766.22,"endTime":1768.563,"body":"And I, at the time,"},{"speaker":"ADAM KIEFER","startTime":1766.22,"endTime":1768.563,"body":"was, like, 10 years,"},{"speaker":"ADAM KIEFER","startTime":1768.563,"endTime":1770.98,"body":"like, please, like, this is"},{"speaker":"ADAM KIEFER","startTime":1768.563,"endTime":1770.98,"body":"going to take 10 months maybe,"},{"speaker":"ADAM KIEFER","startTime":1770.98,"endTime":1771.48,"body":"right?"},{"speaker":"ADAM KIEFER","startTime":1771.48,"endTime":1773.11,"body":"Like that."},{"speaker":"ADAM KIEFER","startTime":1773.11,"endTime":1774.82,"body":"But we're seven years in, right?"},{"speaker":"ADAM KIEFER","startTime":1774.82,"endTime":1776.225,"body":"So, like, we're getting there."},{"speaker":"ADAM KIEFER","startTime":1776.225,"endTime":1778.6,"body":"And so, you know, I think"},{"speaker":"ADAM KIEFER","startTime":1776.225,"endTime":1778.6,"body":"there's a lot of truth in that."},{"speaker":"ADAM KIEFER","startTime":1778.6,"endTime":1779.66,"body":"And you got to be patient."},{"speaker":"ADAM KIEFER","startTime":1779.66,"endTime":1780.702,"body":"You got to grind with it."},{"speaker":"ADAM KIEFER","startTime":1780.702,"endTime":1782.47,"body":"And this, kind of,"},{"speaker":"ADAM KIEFER","startTime":1780.702,"endTime":1782.47,"body":"you know, you build"},{"speaker":"ADAM KIEFER","startTime":1782.47,"endTime":1785.23,"body":"Facebook in a dorm room"},{"speaker":"ADAM KIEFER","startTime":1782.47,"endTime":1785.23,"body":"and somebody buys it,"},{"speaker":"ADAM KIEFER","startTime":1785.23,"endTime":1787.0,"body":"like, that's pretty rare."},{"speaker":"ADAM KIEFER","startTime":1787.0,"endTime":1789.37,"body":"And I think building a company,"},{"speaker":"ADAM KIEFER","startTime":1787.0,"endTime":1789.37,"body":"it's a lot of hard work."},{"speaker":"ADAM KIEFER","startTime":1789.37,"endTime":1790.93,"body":"And even on the"},{"speaker":"ADAM KIEFER","startTime":1789.37,"endTime":1790.93,"body":"software side, right?"},{"speaker":"ADAM KIEFER","startTime":1790.93,"endTime":1793.21,"body":"Maybe it looks glamorous and"},{"speaker":"ADAM KIEFER","startTime":1790.93,"endTime":1793.21,"body":"romanticized from the outside,"},{"speaker":"ADAM KIEFER","startTime":1793.21,"endTime":1794.68,"body":"but it's just like"},{"speaker":"ADAM KIEFER","startTime":1793.21,"endTime":1794.68,"body":"building anything else."},{"speaker":"REID HOLZWORTH","startTime":1794.68,"endTime":1795.73,"body":"Totally is."},{"speaker":"ADAM KIEFER","startTime":1795.73,"endTime":1798.063,"body":"Yeah, so I'd say"},{"speaker":"ADAM KIEFER","startTime":1795.73,"endTime":1798.063,"body":"patience and perseverance."},{"speaker":"ADAM KIEFER","startTime":1798.063,"endTime":1800.86,"body":"And just an absolute, like,"},{"speaker":"ADAM KIEFER","startTime":1798.063,"endTime":1800.86,"body":"stubbornness and refusal"},{"speaker":"ADAM KIEFER","startTime":1800.86,"endTime":1801.97,"body":"to say no, right?"},{"speaker":"ADAM KIEFER","startTime":1801.97,"endTime":1802.645,"body":"To accept no."},{"speaker":"REID HOLZWORTH","startTime":1802.645,"endTime":1803.77,"body":"Yeah, yeah."},{"speaker":"ADAM KIEFER","startTime":1803.77,"endTime":1805.75,"body":"Not say"},{"speaker":"ADAM KIEFER","startTime":1803.77,"endTime":1805.75,"body":"no, say yes lots."},{"speaker":"ADAM KIEFER","startTime":1805.75,"endTime":1806.638,"body":"But to accept no."},{"speaker":"REID HOLZWORTH","startTime":1806.638,"endTime":1808.18,"body":"That's good feedback."},{"speaker":"REID HOLZWORTH","startTime":1808.18,"endTime":1811.36,"body":"So last question, what's"},{"speaker":"REID HOLZWORTH","startTime":1808.18,"endTime":1811.36,"body":"your favorite drink?"},{"speaker":"ADAM KIEFER","startTime":1811.36,"endTime":1812.68,"body":"Favorite drink."},{"speaker":"ADAM KIEFER","startTime":1812.68,"endTime":1814.518,"body":"I just recently"},{"speaker":"ADAM KIEFER","startTime":1812.68,"endTime":1814.518,"body":"moved to tequila."},{"speaker":"REID HOLZWORTH","startTime":1814.518,"endTime":1815.56,"body":"Oh, nice."},{"speaker":"ADAM KIEFER","startTime":1815.56,"endTime":1816.61,"body":"Yeah,"},{"speaker":"ADAM KIEFER","startTime":1815.56,"endTime":1816.61,"body":"and so I've been"},{"speaker":"ADAM KIEFER","startTime":1816.61,"endTime":1818.17,"body":"doing tequila for about a year."},{"speaker":"ADAM KIEFER","startTime":1818.17,"endTime":1818.67,"body":"And my wife."},{"speaker":"REID HOLZWORTH","startTime":1818.67,"endTime":1820.295,"body":"Tequila's complex, man."},{"speaker":"REID HOLZWORTH","startTime":1820.295,"endTime":1821.5,"body":"Like, that's a rabbit hole."},{"speaker":"REID HOLZWORTH","startTime":1821.5,"endTime":1823.152,"body":"That's like rabbit"},{"speaker":"REID HOLZWORTH","startTime":1821.5,"endTime":1823.152,"body":"hole like no other."},{"speaker":"ADAM KIEFER","startTime":1823.152,"endTime":1825.61,"body":"Tequila, like,"},{"speaker":"ADAM KIEFER","startTime":1823.152,"endTime":1825.61,"body":"when we were in college, right?"},{"speaker":"ADAM KIEFER","startTime":1825.61,"endTime":1826.66,"body":"Tequila, you had Cuervo."},{"speaker":"REID HOLZWORTH","startTime":1826.66,"endTime":1827.35,"body":"Oh, yeah, totally."},{"speaker":"ADAM KIEFER","startTime":1827.35,"endTime":1827.89,"body":"That was it."},{"speaker":"REID HOLZWORTH","startTime":1827.89,"endTime":1828.88,"body":"Yeah, right."},{"speaker":"REID HOLZWORTH","startTime":1828.88,"endTime":1829.525,"body":"Yeah."},{"speaker":"ADAM KIEFER","startTime":1829.525,"endTime":1833.157,"body":"They all,"},{"speaker":"ADAM KIEFER","startTime":1829.525,"endTime":1833.157,"body":"kind of, tasted not great."},{"speaker":"ADAM KIEFER","startTime":1833.157,"endTime":1835.24,"body":"But, like, tequila has"},{"speaker":"ADAM KIEFER","startTime":1833.157,"endTime":1835.24,"body":"gotten a lot better, right?"},{"speaker":"ADAM KIEFER","startTime":1835.24,"endTime":1836.45,"body":"Like, it's, kind of, gone"},{"speaker":"ADAM KIEFER","startTime":1835.24,"endTime":1836.45,"body":"down the bourbon rab,"},{"speaker":"ADAM KIEFER","startTime":1836.45,"endTime":1838.7,"body":"you know, the path, where"},{"speaker":"ADAM KIEFER","startTime":1836.45,"endTime":1838.7,"body":"it's got a lot more complex."},{"speaker":"ADAM KIEFER","startTime":1838.7,"endTime":1839.74,"body":"You get a lot of craft."},{"speaker":"ADAM KIEFER","startTime":1839.74,"endTime":1841.157,"body":"People are doing"},{"speaker":"ADAM KIEFER","startTime":1839.74,"endTime":1841.157,"body":"different things."},{"speaker":"ADAM KIEFER","startTime":1841.157,"endTime":1843.368,"body":"And so, yeah, I've"},{"speaker":"ADAM KIEFER","startTime":1841.157,"endTime":1843.368,"body":"been in tequila a lot."},{"speaker":"ADAM KIEFER","startTime":1843.368,"endTime":1845.41,"body":"My wife keeps telling me"},{"speaker":"ADAM KIEFER","startTime":1843.368,"endTime":1845.41,"body":"that ice is not a mixer,"},{"speaker":"ADAM KIEFER","startTime":1845.41,"endTime":1846.43,"body":"but I disagree."},{"speaker":"ADAM KIEFER","startTime":1846.43,"endTime":1849.05,"body":"[LAUGHS]"},{"speaker":"ADAM KIEFER","startTime":1849.05,"endTime":1852.378,"body":"I like tequila and ice, like,"},{"speaker":"ADAM KIEFER","startTime":1849.05,"endTime":1852.378,"body":"that's a mixed drink, right?"},{"speaker":"ADAM KIEFER","startTime":1852.378,"endTime":1853.42,"body":"It makes it sound better."},{"speaker":"REID HOLZWORTH","startTime":1853.42,"endTime":1855.61,"body":"Yeah."},{"speaker":"REID HOLZWORTH","startTime":1855.61,"endTime":1856.64,"body":"Well, hey, man."},{"speaker":"REID HOLZWORTH","startTime":1856.64,"endTime":1857.63,"body":"Thanks for joining."},{"speaker":"ADAM KIEFER","startTime":1857.63,"endTime":1858.32,"body":"Thanks"},{"speaker":"ADAM KIEFER","startTime":1857.63,"endTime":1858.32,"body":"for having me."},{"speaker":"ADAM KIEFER","startTime":1858.32,"endTime":1858.92,"body":"It's a lot of fun."},{"speaker":"REID HOLZWORTH","startTime":1858.92,"endTime":1859.69,"body":"It was great."},{"speaker":"ADAM KIEFER","startTime":1859.69,"endTime":1860.5,"body":"Appreciate it."},{"speaker":"REID HOLZWORTH","startTime":1860.5,"endTime":1862.125,"body":"Yeah,"},{"speaker":"REID HOLZWORTH","startTime":1860.5,"endTime":1862.125,"body":"it was good, man."},{"speaker":"REID HOLZWORTH","startTime":1862.125,"endTime":1863.8,"body":"And good luck with everything."},{"speaker":"ADAM KIEFER","startTime":1863.8,"endTime":1864.68,"body":"Thank"},{"speaker":"ADAM KIEFER","startTime":1863.8,"endTime":1864.68,"body":"you very much."},{"speaker":"ADAM KIEFER","startTime":1864.68,"endTime":1865.21,"body":"We'll see you out there."},{"speaker":"REID HOLZWORTH","startTime":1865.21,"endTime":1866.085,"body":"Yeah."},{"speaker":"REID HOLZWORTH","startTime":1870.76,"endTime":1872.74,"body":"Interesting, there's"},{"speaker":"REID HOLZWORTH","startTime":1870.76,"endTime":1872.74,"body":"this common thread"},{"speaker":"REID HOLZWORTH","startTime":1872.74,"endTime":1875.47,"body":"that we keep hearing"},{"speaker":"REID HOLZWORTH","startTime":1872.74,"endTime":1875.47,"body":"across these episodes"},{"speaker":"REID HOLZWORTH","startTime":1875.47,"endTime":1878.62,"body":"that people that come"},{"speaker":"REID HOLZWORTH","startTime":1875.47,"endTime":1878.62,"body":"from the industry that"},{"speaker":"REID HOLZWORTH","startTime":1878.62,"endTime":1881.47,"body":"solve real problems"},{"speaker":"REID HOLZWORTH","startTime":1878.62,"endTime":1881.47,"body":"for this industry"},{"speaker":"REID HOLZWORTH","startTime":1881.47,"endTime":1885.22,"body":"stick around in this"},{"speaker":"REID HOLZWORTH","startTime":1881.47,"endTime":1885.22,"body":"industry, right?"},{"speaker":"REID HOLZWORTH","startTime":1885.22,"endTime":1887.08,"body":"And so the ones"},{"speaker":"REID HOLZWORTH","startTime":1885.22,"endTime":1887.08,"body":"that are out there,"},{"speaker":"REID HOLZWORTH","startTime":1887.08,"endTime":1889.99,"body":"that are solving problems, that"},{"speaker":"REID HOLZWORTH","startTime":1887.08,"endTime":1889.99,"body":"don't come from the industry,"},{"speaker":"REID HOLZWORTH","startTime":1889.99,"endTime":1892.63,"body":"don't get mad at me,"},{"speaker":"REID HOLZWORTH","startTime":1889.99,"endTime":1892.63,"body":"it's just a common thread"},{"speaker":"REID HOLZWORTH","startTime":1892.63,"endTime":1893.695,"body":"that we're seeing here."},{"speaker":"REID HOLZWORTH","startTime":1893.695,"endTime":1894.37,"body":"But, hey."},{"speaker":"REID HOLZWORTH","startTime":1894.37,"endTime":1895.21,"body":"What a great guy."},{"speaker":"REID HOLZWORTH","startTime":1895.21,"endTime":1896.26,"body":"Adam's awesome."},{"speaker":"REID HOLZWORTH","startTime":1896.26,"endTime":1898.4,"body":"Wish him the best of luck."},{"speaker":"REID HOLZWORTH","startTime":1898.4,"endTime":1900.28,"body":"I really appreciate"},{"speaker":"REID HOLZWORTH","startTime":1898.4,"endTime":1900.28,"body":"him coming on the show."},{"speaker":"REID HOLZWORTH","startTime":1900.28,"endTime":1902.53,"body":"In our next episode, we're"},{"speaker":"REID HOLZWORTH","startTime":1900.28,"endTime":1902.53,"body":"going to be interviewing"},{"speaker":"REID HOLZWORTH","startTime":1902.53,"endTime":1904.54,"body":"another person"},{"speaker":"REID HOLZWORTH","startTime":1902.53,"endTime":1904.54,"body":"from the InsurTech"},{"speaker":"REID HOLZWORTH","startTime":1904.54,"endTime":1906.13,"body":"Summit in Savannah, Georgia."},{"speaker":"REID HOLZWORTH","startTime":1906.13,"endTime":1906.98,"body":"Stay tuned."},{"speaker":"REID HOLZWORTH","startTime":1906.98,"endTime":1909.18,"body":"It's going to be awesome."}]}