{"version":"1.0.0","segments":[{"speaker":"JAY ESHELMAN","startTime":0.51,"endTime":2.34,"body":"I"},{"speaker":"JAY ESHELMAN","startTime":0.51,"endTime":2.34,"body":"have learned that I"},{"speaker":"JAY ESHELMAN","startTime":2.34,"endTime":4.59,"body":"need to ask the hard"},{"speaker":"JAY ESHELMAN","startTime":2.34,"endTime":4.59,"body":"questions up front, you know,"},{"speaker":"JAY ESHELMAN","startTime":4.59,"endTime":9.57,"body":"like how would you envision"},{"speaker":"JAY ESHELMAN","startTime":4.59,"endTime":9.57,"body":"this integrating with this tech"},{"speaker":"JAY ESHELMAN","startTime":9.57,"endTime":10.98,"body":"stack that we're running?"},{"speaker":"JAY ESHELMAN","startTime":10.98,"endTime":13.29,"body":"And I tell them"},{"speaker":"JAY ESHELMAN","startTime":10.98,"endTime":13.29,"body":"about that tech stack"},{"speaker":"JAY ESHELMAN","startTime":13.29,"endTime":15.93,"body":"and make sure that they"},{"speaker":"JAY ESHELMAN","startTime":13.29,"endTime":15.93,"body":"have good answers to that"},{"speaker":"JAY ESHELMAN","startTime":15.93,"endTime":17.94,"body":"before we go too"},{"speaker":"JAY ESHELMAN","startTime":15.93,"endTime":17.94,"body":"far because there's"},{"speaker":"JAY ESHELMAN","startTime":17.94,"endTime":21.45,"body":"been a lot of conversations"},{"speaker":"JAY ESHELMAN","startTime":17.94,"endTime":21.45,"body":"where you walk away going, man,"},{"speaker":"JAY ESHELMAN","startTime":21.45,"endTime":24.3,"body":"that's really cool, but"},{"speaker":"JAY ESHELMAN","startTime":21.45,"endTime":24.3,"body":"it's just not practical."},{"speaker":"REED HOLZWORTH","startTime":24.3,"endTime":26.39,"body":"Right."},{"speaker":"NARRATOR","startTime":26.39,"endTime":28.73,"body":"This is the"},{"speaker":"NARRATOR","startTime":26.39,"endTime":28.73,"body":"Insurance Technology Podcast"},{"speaker":"NARRATOR","startTime":28.73,"endTime":30.2,"body":"where we bring"},{"speaker":"NARRATOR","startTime":28.73,"endTime":30.2,"body":"interesting people"},{"speaker":"NARRATOR","startTime":30.2,"endTime":31.91,"body":"from across the"},{"speaker":"NARRATOR","startTime":30.2,"endTime":31.91,"body":"insurance ecosystem"},{"speaker":"NARRATOR","startTime":31.91,"endTime":33.59,"body":"to discuss and"},{"speaker":"NARRATOR","startTime":31.91,"endTime":33.59,"body":"debate technology's"},{"speaker":"NARRATOR","startTime":33.59,"endTime":35.67,"body":"impact on the industry."},{"speaker":"NARRATOR","startTime":35.67,"endTime":38.36,"body":"Join us each episode for"},{"speaker":"NARRATOR","startTime":35.67,"endTime":38.36,"body":"insights and best practices"},{"speaker":"NARRATOR","startTime":38.36,"endTime":41.79,"body":"from industry stewards"},{"speaker":"NARRATOR","startTime":38.36,"endTime":41.79,"body":"and tomorrow's innovators."},{"speaker":"NARRATOR","startTime":41.79,"endTime":44.48,"body":"Now, here's your"},{"speaker":"NARRATOR","startTime":41.79,"endTime":44.48,"body":"host, Reid Holzworth."},{"speaker":"REED HOLZWORTH","startTime":46.61,"endTime":49.11,"body":"Welcome to the"},{"speaker":"REED HOLZWORTH","startTime":46.61,"endTime":49.11,"body":"Insurance Technology Podcast."},{"speaker":"REED HOLZWORTH","startTime":49.11,"endTime":50.79,"body":"I'm your host, Reid Holzworth."},{"speaker":"REED HOLZWORTH","startTime":50.79,"endTime":53.25,"body":"In this episode, we're"},{"speaker":"REED HOLZWORTH","startTime":50.79,"endTime":53.25,"body":"back in Savannah, Georgia"},{"speaker":"REED HOLZWORTH","startTime":53.25,"endTime":55.17,"body":"at the Big \"I\""},{"speaker":"REED HOLZWORTH","startTime":53.25,"endTime":55.17,"body":"Insure Tech Summit."},{"speaker":"REED HOLZWORTH","startTime":55.17,"endTime":57.54,"body":"And I'm interviewing"},{"speaker":"REED HOLZWORTH","startTime":55.17,"endTime":57.54,"body":"Jay Eshelman."},{"speaker":"REED HOLZWORTH","startTime":57.54,"endTime":60.51,"body":"Jay runs small"},{"speaker":"REED HOLZWORTH","startTime":57.54,"endTime":60.51,"body":"business, which is"},{"speaker":"REED HOLZWORTH","startTime":60.51,"endTime":63.78,"body":"small commercial, personal"},{"speaker":"REED HOLZWORTH","startTime":60.51,"endTime":63.78,"body":"lines and affinity"},{"speaker":"REED HOLZWORTH","startTime":63.78,"endTime":66.15,"body":"at the behemoth, Gallagher."},{"speaker":"REED HOLZWORTH","startTime":66.15,"endTime":68.52,"body":"I met Jay, probably"},{"speaker":"REED HOLZWORTH","startTime":66.15,"endTime":68.52,"body":"about a year and a half"},{"speaker":"REED HOLZWORTH","startTime":68.52,"endTime":72.81,"body":"ago at their corporate"},{"speaker":"REED HOLZWORTH","startTime":68.52,"endTime":72.81,"body":"office in Chicago."},{"speaker":"REED HOLZWORTH","startTime":72.81,"endTime":75.96,"body":"And Jay has a real"},{"speaker":"REED HOLZWORTH","startTime":72.81,"endTime":75.96,"body":"interesting take"},{"speaker":"REED HOLZWORTH","startTime":75.96,"endTime":81.48,"body":"working at a behemoth like that,"},{"speaker":"REED HOLZWORTH","startTime":75.96,"endTime":81.48,"body":"Gallagher, and in those lines"},{"speaker":"REED HOLZWORTH","startTime":81.48,"endTime":82.152,"body":"too."},{"speaker":"REED HOLZWORTH","startTime":82.152,"endTime":82.86,"body":"It's really wild."},{"speaker":"REED HOLZWORTH","startTime":82.86,"endTime":83.55,"body":"So stay tuned."},{"speaker":"REED HOLZWORTH","startTime":83.55,"endTime":85.08,"body":"It's really, really good stuff."},{"speaker":"REED HOLZWORTH","startTime":85.08,"endTime":87.47,"body":"Jay's awesome."},{"speaker":"REED HOLZWORTH","startTime":87.47,"endTime":91.82,"body":"Today, I'm joined with Jay"},{"speaker":"REED HOLZWORTH","startTime":87.47,"endTime":91.82,"body":"Eshelman from Gallagher Select."},{"speaker":"REED HOLZWORTH","startTime":91.82,"endTime":94.01,"body":"Jay is going to talk about"},{"speaker":"REED HOLZWORTH","startTime":91.82,"endTime":94.01,"body":"what he does at Gallagher"},{"speaker":"REED HOLZWORTH","startTime":94.01,"endTime":95.54,"body":"which is a whole lot."},{"speaker":"REED HOLZWORTH","startTime":95.54,"endTime":98.63,"body":"I met Jay recently"},{"speaker":"REED HOLZWORTH","startTime":95.54,"endTime":98.63,"body":"at a corporate office"},{"speaker":"REED HOLZWORTH","startTime":98.63,"endTime":99.74,"body":"there in Chicago."},{"speaker":"REED HOLZWORTH","startTime":99.74,"endTime":103.093,"body":"And Jay does a lot"},{"speaker":"REED HOLZWORTH","startTime":99.74,"endTime":103.093,"body":"within Gallagher"},{"speaker":"REED HOLZWORTH","startTime":103.093,"endTime":104.51,"body":"and some really"},{"speaker":"REED HOLZWORTH","startTime":103.093,"endTime":104.51,"body":"interesting stuff."},{"speaker":"REED HOLZWORTH","startTime":104.51,"endTime":107.0,"body":"So Jay, thank you"},{"speaker":"REED HOLZWORTH","startTime":104.51,"endTime":107.0,"body":"for joining the show."},{"speaker":"JAY ESHELMAN","startTime":107.0,"endTime":108.93,"body":"Yeah,"},{"speaker":"JAY ESHELMAN","startTime":107.0,"endTime":108.93,"body":"glad to be here."},{"speaker":"REED HOLZWORTH","startTime":108.93,"endTime":109.97,"body":"So what"},{"speaker":"REED HOLZWORTH","startTime":108.93,"endTime":109.97,"body":"do you do with Gallagher?"},{"speaker":"REED HOLZWORTH","startTime":109.97,"endTime":111.17,"body":"What's your J-O-B?"},{"speaker":"JAY ESHELMAN","startTime":111.17,"endTime":113.54,"body":"So"},{"speaker":"JAY ESHELMAN","startTime":111.17,"endTime":113.54,"body":"we call it Select."},{"speaker":"JAY ESHELMAN","startTime":113.54,"endTime":115.4,"body":"It's three different"},{"speaker":"JAY ESHELMAN","startTime":113.54,"endTime":115.4,"body":"high volume, very"},{"speaker":"JAY ESHELMAN","startTime":115.4,"endTime":117.59,"body":"digital businesses."},{"speaker":"JAY ESHELMAN","startTime":117.59,"endTime":120.83,"body":"About five years ago, we pulled"},{"speaker":"JAY ESHELMAN","startTime":117.59,"endTime":120.83,"body":"all of our small business"},{"speaker":"JAY ESHELMAN","startTime":120.83,"endTime":123.44,"body":"across the country"},{"speaker":"JAY ESHELMAN","startTime":120.83,"endTime":123.44,"body":"out of branches,"},{"speaker":"JAY ESHELMAN","startTime":123.44,"endTime":125.48,"body":"and put it into a"},{"speaker":"JAY ESHELMAN","startTime":123.44,"endTime":125.48,"body":"centralized PnL,"},{"speaker":"JAY ESHELMAN","startTime":125.48,"endTime":128.449,"body":"and built a leadership team,"},{"speaker":"JAY ESHELMAN","startTime":125.48,"endTime":128.449,"body":"and finally, some strategy"},{"speaker":"JAY ESHELMAN","startTime":128.449,"endTime":129.56,"body":"around it."},{"speaker":"JAY ESHELMAN","startTime":129.56,"endTime":132.83,"body":"It was largely business that"},{"speaker":"JAY ESHELMAN","startTime":129.56,"endTime":132.83,"body":"we didn't have a good strategy"},{"speaker":"JAY ESHELMAN","startTime":132.83,"endTime":134.69,"body":"for in the past--"},{"speaker":"JAY ESHELMAN","startTime":134.69,"endTime":136.76,"body":"largely wrote as"},{"speaker":"JAY ESHELMAN","startTime":134.69,"endTime":136.76,"body":"kind of accommodation"},{"speaker":"JAY ESHELMAN","startTime":136.76,"endTime":140.36,"body":"business in our branches."},{"speaker":"JAY ESHELMAN","startTime":140.36,"endTime":143.48,"body":"But it's a great place to grow,"},{"speaker":"JAY ESHELMAN","startTime":140.36,"endTime":143.48,"body":"and so we pulled that together,"},{"speaker":"JAY ESHELMAN","startTime":143.48,"endTime":145.19,"body":"and we've been growing that."},{"speaker":"JAY ESHELMAN","startTime":145.19,"endTime":146.78,"body":"Based on the success"},{"speaker":"JAY ESHELMAN","startTime":145.19,"endTime":146.78,"body":"we've had there,"},{"speaker":"JAY ESHELMAN","startTime":146.78,"endTime":149.072,"body":"we are now doing the same"},{"speaker":"JAY ESHELMAN","startTime":146.78,"endTime":149.072,"body":"thing with our personal lines"},{"speaker":"JAY ESHELMAN","startTime":149.072,"endTime":150.65,"body":"business across the country."},{"speaker":"JAY ESHELMAN","startTime":150.65,"endTime":153.98,"body":"And then as a side project,"},{"speaker":"JAY ESHELMAN","startTime":150.65,"endTime":153.98,"body":"[LAUGHS] as if I didn't have"},{"speaker":"JAY ESHELMAN","startTime":153.98,"endTime":154.76,"body":"enough going on--"},{"speaker":"JAY ESHELMAN","startTime":154.76,"endTime":156.09,"body":"[LAUGHTER]"},{"speaker":"JAY ESHELMAN","startTime":156.09,"endTime":159.075,"body":"--then working to build an"},{"speaker":"JAY ESHELMAN","startTime":156.09,"endTime":159.075,"body":"affinity business in Gallagher."},{"speaker":"REED HOLZWORTH","startTime":159.075,"endTime":159.95,"body":"Yeah."},{"speaker":"JAY ESHELMAN","startTime":159.95,"endTime":162.283,"body":"And if you're"},{"speaker":"JAY ESHELMAN","startTime":159.95,"endTime":162.283,"body":"not familiar with that term,"},{"speaker":"JAY ESHELMAN","startTime":162.283,"endTime":164.72,"body":"that's generally where"},{"speaker":"JAY ESHELMAN","startTime":162.283,"endTime":164.72,"body":"we are selling insurance"},{"speaker":"JAY ESHELMAN","startTime":164.72,"endTime":166.22,"body":"through third parties."},{"speaker":"JAY ESHELMAN","startTime":166.22,"endTime":170.2,"body":"So we partner up"},{"speaker":"JAY ESHELMAN","startTime":166.22,"endTime":170.2,"body":"with different groups"},{"speaker":"JAY ESHELMAN","startTime":170.2,"endTime":174.19,"body":"that have members,"},{"speaker":"JAY ESHELMAN","startTime":170.2,"endTime":174.19,"body":"consumers that might"},{"speaker":"JAY ESHELMAN","startTime":174.19,"endTime":175.87,"body":"want a certain type of product."},{"speaker":"JAY ESHELMAN","startTime":175.87,"endTime":178.3,"body":"And then we help customize"},{"speaker":"JAY ESHELMAN","startTime":175.87,"endTime":178.3,"body":"the product for them"},{"speaker":"JAY ESHELMAN","startTime":178.3,"endTime":180.24,"body":"and sell through"},{"speaker":"JAY ESHELMAN","startTime":178.3,"endTime":180.24,"body":"that organization."},{"speaker":"JAY ESHELMAN","startTime":180.24,"endTime":182.89,"body":"So a good example is a"},{"speaker":"JAY ESHELMAN","startTime":180.24,"endTime":182.89,"body":"professional association"},{"speaker":"JAY ESHELMAN","startTime":182.89,"endTime":185.75,"body":"that might need an E\u0026O"},{"speaker":"JAY ESHELMAN","startTime":182.89,"endTime":185.75,"body":"plan for their members."},{"speaker":"REED HOLZWORTH","startTime":185.75,"endTime":187.0,"body":"Yeah, totally."},{"speaker":"JAY ESHELMAN","startTime":187.0,"endTime":189.083,"body":"We also sell"},{"speaker":"JAY ESHELMAN","startTime":187.0,"endTime":189.083,"body":"a lot of student health"},{"speaker":"JAY ESHELMAN","startTime":189.083,"endTime":190.995,"body":"insurance through"},{"speaker":"JAY ESHELMAN","startTime":189.083,"endTime":190.995,"body":"colleges and universities"},{"speaker":"JAY ESHELMAN","startTime":190.995,"endTime":191.87,"body":"and things like that."},{"speaker":"JAY ESHELMAN","startTime":191.87,"endTime":194.53,"body":"So it's a pretty"},{"speaker":"JAY ESHELMAN","startTime":191.87,"endTime":194.53,"body":"fascinating part"},{"speaker":"JAY ESHELMAN","startTime":194.53,"endTime":197.32,"body":"of the industry that can"},{"speaker":"JAY ESHELMAN","startTime":194.53,"endTime":197.32,"body":"include all sorts of things."},{"speaker":"REED HOLZWORTH","startTime":197.32,"endTime":199.54,"body":"It's"},{"speaker":"REED HOLZWORTH","startTime":197.32,"endTime":199.54,"body":"why-- my ex-wife actually,"},{"speaker":"REED HOLZWORTH","startTime":199.54,"endTime":202.51,"body":"she ran a program for--"},{"speaker":"REED HOLZWORTH","startTime":202.51,"endTime":206.5,"body":"it was massage magazine, and"},{"speaker":"REED HOLZWORTH","startTime":202.51,"endTime":206.5,"body":"they built an insurance product"},{"speaker":"REED HOLZWORTH","startTime":206.5,"endTime":207.553,"body":"for all these misuses."},{"speaker":"JAY ESHELMAN","startTime":207.553,"endTime":208.345,"body":"Yeah."},{"speaker":"REED HOLZWORTH","startTime":208.345,"endTime":208.93,"body":"I guess--"},{"speaker":"REED HOLZWORTH","startTime":208.93,"endTime":211.48,"body":"I think [INAUDIBLE] worldwide"},{"speaker":"REED HOLZWORTH","startTime":208.93,"endTime":211.48,"body":"because they need insurance"},{"speaker":"REED HOLZWORTH","startTime":211.48,"endTime":213.07,"body":"and little small"},{"speaker":"REED HOLZWORTH","startTime":211.48,"endTime":213.07,"body":"itty bitty policies,"},{"speaker":"REED HOLZWORTH","startTime":213.07,"endTime":215.89,"body":"but they just sold"},{"speaker":"REED HOLZWORTH","startTime":213.07,"endTime":215.89,"body":"thousands of them."},{"speaker":"REED HOLZWORTH","startTime":215.89,"endTime":217.33,"body":"That kind of same kind of thing."},{"speaker":"JAY ESHELMAN","startTime":217.33,"endTime":218.247,"body":"Exactly."},{"speaker":"JAY ESHELMAN","startTime":218.247,"endTime":219.52,"body":"Low premium."},{"speaker":"JAY ESHELMAN","startTime":219.52,"endTime":220.427,"body":"Have to be digital."},{"speaker":"REED HOLZWORTH","startTime":220.427,"endTime":221.26,"body":"Yep."},{"speaker":"JAY ESHELMAN","startTime":221.26,"endTime":223.84,"body":"But if you"},{"speaker":"JAY ESHELMAN","startTime":221.26,"endTime":223.84,"body":"customize the product well,"},{"speaker":"JAY ESHELMAN","startTime":223.84,"endTime":225.49,"body":"then you can market"},{"speaker":"JAY ESHELMAN","startTime":223.84,"endTime":225.49,"body":"it to thousands"},{"speaker":"JAY ESHELMAN","startTime":225.49,"endTime":229.0,"body":"and just let the machine do"},{"speaker":"JAY ESHELMAN","startTime":225.49,"endTime":229.0,"body":"the work to bring in people"},{"speaker":"JAY ESHELMAN","startTime":229.0,"endTime":229.748,"body":"into the funnel."},{"speaker":"REED HOLZWORTH","startTime":229.748,"endTime":231.29,"body":"It's"},{"speaker":"REED HOLZWORTH","startTime":229.748,"endTime":231.29,"body":"a good business."},{"speaker":"REED HOLZWORTH","startTime":231.29,"endTime":232.165,"body":"So tell us about you."},{"speaker":"REED HOLZWORTH","startTime":232.165,"endTime":234.34,"body":"Before we get into the"},{"speaker":"REED HOLZWORTH","startTime":232.165,"endTime":234.34,"body":"deep business stuff,"},{"speaker":"REED HOLZWORTH","startTime":234.34,"endTime":235.368,"body":"where'd you grow up?"},{"speaker":"REED HOLZWORTH","startTime":235.368,"endTime":236.41,"body":"What did you do as a kid?"},{"speaker":"JAY ESHELMAN","startTime":236.41,"endTime":237.67,"body":"Tulsa, Oklahoma."},{"speaker":"JAY ESHELMAN","startTime":237.67,"endTime":238.17,"body":"Yep."},{"speaker":"JAY ESHELMAN","startTime":238.17,"endTime":238.75,"body":"[LAUGHS]"},{"speaker":"JAY ESHELMAN","startTime":238.75,"endTime":241.16,"body":"Most people ask if"},{"speaker":"JAY ESHELMAN","startTime":238.75,"endTime":241.16,"body":"I had a horse or--"},{"speaker":"JAY ESHELMAN","startTime":241.16,"endTime":241.66,"body":"[LAUGHS]"},{"speaker":"JAY ESHELMAN","startTime":241.66,"endTime":244.27,"body":"[INAUDIBLE] a teepee and"},{"speaker":"JAY ESHELMAN","startTime":241.66,"endTime":244.27,"body":"neither of those things."},{"speaker":"JAY ESHELMAN","startTime":244.27,"endTime":246.34,"body":"[LAUGHTER]"},{"speaker":"JAY ESHELMAN","startTime":246.34,"endTime":249.04,"body":"My extended family"},{"speaker":"JAY ESHELMAN","startTime":246.34,"endTime":249.04,"body":"are Kansas farm people"},{"speaker":"JAY ESHELMAN","startTime":249.04,"endTime":251.17,"body":"but grew up in Tulsa."},{"speaker":"JAY ESHELMAN","startTime":251.17,"endTime":253.97,"body":"Went to OU, so I'm a Sooner."},{"speaker":"JAY ESHELMAN","startTime":253.97,"endTime":255.917,"body":"I lived in Colorado"},{"speaker":"JAY ESHELMAN","startTime":253.97,"endTime":255.917,"body":"for a while before--"},{"speaker":"REED HOLZWORTH","startTime":255.917,"endTime":256.0,"body":"Nice."},{"speaker":"JAY ESHELMAN","startTime":256.0,"endTime":257.89,"body":"--we had kids"},{"speaker":"JAY ESHELMAN","startTime":256.0,"endTime":257.89,"body":"and did all the fun stuff"},{"speaker":"JAY ESHELMAN","startTime":257.89,"endTime":258.39,"body":"out there."},{"speaker":"JAY ESHELMAN","startTime":258.39,"endTime":260.407,"body":"And then when we had"},{"speaker":"JAY ESHELMAN","startTime":258.39,"endTime":260.407,"body":"kids, moved back and then"},{"speaker":"JAY ESHELMAN","startTime":260.407,"endTime":261.49,"body":"lived in Tulsa ever since."},{"speaker":"JAY ESHELMAN","startTime":261.49,"endTime":263.5,"body":"Gallagher's let me stay there."},{"speaker":"JAY ESHELMAN","startTime":263.5,"endTime":264.4,"body":"I just fly a lot."},{"speaker":"JAY ESHELMAN","startTime":264.4,"endTime":264.7,"body":"[LAUGHS]"},{"speaker":"REED HOLZWORTH","startTime":264.7,"endTime":265.78,"body":"You guys"},{"speaker":"REED HOLZWORTH","startTime":264.7,"endTime":265.78,"body":"have an office there?"},{"speaker":"REED HOLZWORTH","startTime":265.78,"endTime":266.35,"body":"You must have."},{"speaker":"JAY ESHELMAN","startTime":266.35,"endTime":267.46,"body":"We have"},{"speaker":"JAY ESHELMAN","startTime":266.35,"endTime":267.46,"body":"a sizeable office."},{"speaker":"REED HOLZWORTH","startTime":267.46,"endTime":268.42,"body":"Yeah, yeah."},{"speaker":"REED HOLZWORTH","startTime":268.42,"endTime":269.14,"body":"That's awesome."},{"speaker":"JAY ESHELMAN","startTime":269.14,"endTime":269.575,"body":"Yeah."},{"speaker":"REED HOLZWORTH","startTime":269.575,"endTime":270.867,"body":"That's awesome."},{"speaker":"REED HOLZWORTH","startTime":270.867,"endTime":272.56,"body":"How did you-- so"},{"speaker":"REED HOLZWORTH","startTime":270.867,"endTime":272.56,"body":"college, did you just"},{"speaker":"REED HOLZWORTH","startTime":272.56,"endTime":273.7,"body":"wake up one day"},{"speaker":"REED HOLZWORTH","startTime":272.56,"endTime":273.7,"body":"when you were a kid"},{"speaker":"REED HOLZWORTH","startTime":273.7,"endTime":274.66,"body":"and you're like, I'm"},{"speaker":"REED HOLZWORTH","startTime":273.7,"endTime":274.66,"body":"going to go to college,"},{"speaker":"REED HOLZWORTH","startTime":274.66,"endTime":276.28,"body":"I'm going to be"},{"speaker":"REED HOLZWORTH","startTime":274.66,"endTime":276.28,"body":"getting into insurance?"},{"speaker":"REED HOLZWORTH","startTime":276.28,"endTime":277.57,"body":"How did you fall into insurance?"},{"speaker":"JAY ESHELMAN","startTime":277.57,"endTime":278.17,"body":"Yeah,"},{"speaker":"JAY ESHELMAN","startTime":277.57,"endTime":278.17,"body":"what can I say?"},{"speaker":"JAY ESHELMAN","startTime":278.17,"endTime":279.19,"body":"Isn't that what everybody does?"},{"speaker":"REED HOLZWORTH","startTime":279.19,"endTime":279.67,"body":"Yeah, yeah."},{"speaker":"REED HOLZWORTH","startTime":279.67,"endTime":280.17,"body":"Right."},{"speaker":"JAY ESHELMAN","startTime":280.17,"endTime":282.49,"body":"Right?"},{"speaker":"JAY ESHELMAN","startTime":282.49,"endTime":283.24,"body":"Typical story."},{"speaker":"JAY ESHELMAN","startTime":283.24,"endTime":285.43,"body":"I did completely fall into it."},{"speaker":"JAY ESHELMAN","startTime":285.43,"endTime":286.645,"body":"I'm a CPA by trade."},{"speaker":"JAY ESHELMAN","startTime":286.645,"endTime":287.77,"body":"I got an accounting degree."},{"speaker":"JAY ESHELMAN","startTime":287.77,"endTime":288.7,"body":"Got my CPA."},{"speaker":"JAY ESHELMAN","startTime":288.7,"endTime":290.4,"body":"Worked for Ernst Young."},{"speaker":"REED HOLZWORTH","startTime":290.4,"endTime":291.4,"body":"Oh, wow."},{"speaker":"REED HOLZWORTH","startTime":291.4,"endTime":293.5,"body":"You don't strike me"},{"speaker":"REED HOLZWORTH","startTime":291.4,"endTime":293.5,"body":"as an accountant."},{"speaker":"JAY ESHELMAN","startTime":293.5,"endTime":293.86,"body":"Thank you."},{"speaker":"JAY ESHELMAN","startTime":293.86,"endTime":295.152,"body":"I'll take that as a compliment."},{"speaker":"JAY ESHELMAN","startTime":295.152,"endTime":296.6,"body":"[LAUGHTER]"},{"speaker":"JAY ESHELMAN","startTime":296.6,"endTime":300.01,"body":"So I looked at the partners"},{"speaker":"JAY ESHELMAN","startTime":296.6,"endTime":300.01,"body":"in that firm and thought,"},{"speaker":"JAY ESHELMAN","startTime":300.01,"endTime":302.11,"body":"I don't think I want"},{"speaker":"JAY ESHELMAN","startTime":300.01,"endTime":302.11,"body":"to live that life,"},{"speaker":"JAY ESHELMAN","startTime":302.11,"endTime":306.2,"body":"and I don't want to be stuck"},{"speaker":"JAY ESHELMAN","startTime":302.11,"endTime":306.2,"body":"as a desk all the time."},{"speaker":"JAY ESHELMAN","startTime":306.2,"endTime":310.75,"body":"So after that I did a gig"},{"speaker":"JAY ESHELMAN","startTime":306.2,"endTime":310.75,"body":"as a CFO of a little startup"},{"speaker":"JAY ESHELMAN","startTime":310.75,"endTime":311.71,"body":"company."},{"speaker":"JAY ESHELMAN","startTime":311.71,"endTime":315.19,"body":"And that's where I really"},{"speaker":"JAY ESHELMAN","startTime":311.71,"endTime":315.19,"body":"got into overseeing"},{"speaker":"JAY ESHELMAN","startTime":315.19,"endTime":317.57,"body":"sales and working with"},{"speaker":"JAY ESHELMAN","startTime":315.19,"endTime":317.57,"body":"a lot of it stuff."},{"speaker":"JAY ESHELMAN","startTime":317.57,"endTime":319.09,"body":"And it was a little dot com."},{"speaker":"JAY ESHELMAN","startTime":319.09,"endTime":320.59,"body":"It was kind of a fun gig."},{"speaker":"REED HOLZWORTH","startTime":320.59,"endTime":321.757,"body":"That's cool."},{"speaker":"JAY ESHELMAN","startTime":321.757,"endTime":324.34,"body":"And as"},{"speaker":"JAY ESHELMAN","startTime":321.757,"endTime":324.34,"body":"that was winding up,"},{"speaker":"JAY ESHELMAN","startTime":324.34,"endTime":329.23,"body":"I just decided, you know, I want"},{"speaker":"JAY ESHELMAN","startTime":324.34,"endTime":329.23,"body":"to move away from accounting,"},{"speaker":"JAY ESHELMAN","startTime":329.23,"endTime":331.18,"body":"but that was the best"},{"speaker":"JAY ESHELMAN","startTime":329.23,"endTime":331.18,"body":"thing I had to sell."},{"speaker":"JAY ESHELMAN","startTime":331.18,"endTime":333.96,"body":"So my first job at"},{"speaker":"JAY ESHELMAN","startTime":331.18,"endTime":333.96,"body":"Gallagher was a controller."},{"speaker":"REED HOLZWORTH","startTime":333.96,"endTime":334.96,"body":"Oh, wow."},{"speaker":"JAY ESHELMAN","startTime":334.96,"endTime":336.96,"body":"And I went"},{"speaker":"JAY ESHELMAN","startTime":334.96,"endTime":336.96,"body":"to work for a guy named"},{"speaker":"JAY ESHELMAN","startTime":336.96,"endTime":340.523,"body":"Wally Brice, who had just sold"},{"speaker":"JAY ESHELMAN","startTime":336.96,"endTime":340.523,"body":"his family firm to Gallagher."},{"speaker":"REED HOLZWORTH","startTime":340.523,"endTime":341.44,"body":"Sorry."},{"speaker":"REED HOLZWORTH","startTime":341.44,"endTime":342.7,"body":"So Gallagher was your first--"},{"speaker":"JAY ESHELMAN","startTime":342.7,"endTime":343.73,"body":"It was."},{"speaker":"REED HOLZWORTH","startTime":343.73,"endTime":343.93,"body":"--insurance."},{"speaker":"REED HOLZWORTH","startTime":343.93,"endTime":345.18,"body":"OK, and how long ago was that?"},{"speaker":"JAY ESHELMAN","startTime":345.18,"endTime":347.62,"body":"That was"},{"speaker":"JAY ESHELMAN","startTime":345.18,"endTime":347.62,"body":"the beginning of the 2004?"},{"speaker":"JAY ESHELMAN","startTime":347.62,"endTime":348.13,"body":"So almost--"},{"speaker":"REED HOLZWORTH","startTime":348.13,"endTime":348.85,"body":"Oh, wow."},{"speaker":"JAY ESHELMAN","startTime":348.85,"endTime":349.48,"body":"What is that?"},{"speaker":"JAY ESHELMAN","startTime":349.48,"endTime":350.44,"body":"Nineteen years now?"},{"speaker":"REED HOLZWORTH","startTime":350.44,"endTime":350.98,"body":"Whoa."},{"speaker":"REED HOLZWORTH","startTime":350.98,"endTime":352.51,"body":"Man, yo you're a"},{"speaker":"REED HOLZWORTH","startTime":350.98,"endTime":352.51,"body":"young looking dude."},{"speaker":"REED HOLZWORTH","startTime":352.51,"endTime":353.52,"body":"[LAUGHS]"},{"speaker":"REED HOLZWORTH","startTime":353.52,"endTime":354.16,"body":"That's awesome."},{"speaker":"JAY ESHELMAN","startTime":354.16,"endTime":354.61,"body":"Appreciate it."},{"speaker":"REED HOLZWORTH","startTime":354.61,"endTime":355.36,"body":"OK, yeah sorry."},{"speaker":"REED HOLZWORTH","startTime":355.36,"endTime":356.29,"body":"Go ahead."},{"speaker":"JAY ESHELMAN","startTime":356.29,"endTime":357.76,"body":"So,"},{"speaker":"JAY ESHELMAN","startTime":356.29,"endTime":357.76,"body":"yeah, he said--"},{"speaker":"JAY ESHELMAN","startTime":357.76,"endTime":360.43,"body":"Gallagher was very"},{"speaker":"JAY ESHELMAN","startTime":357.76,"endTime":360.43,"body":"decentralized back then."},{"speaker":"JAY ESHELMAN","startTime":360.43,"endTime":361.46,"body":"Not so anymore."},{"speaker":"JAY ESHELMAN","startTime":361.46,"endTime":363.67,"body":"But back then, it was kind"},{"speaker":"JAY ESHELMAN","startTime":361.46,"endTime":363.67,"body":"of like, they'd buy it,"},{"speaker":"JAY ESHELMAN","startTime":363.67,"endTime":365.59,"body":"and you just did your thing."},{"speaker":"JAY ESHELMAN","startTime":365.59,"endTime":367.03,"body":"But they had grown a lot."},{"speaker":"JAY ESHELMAN","startTime":367.03,"endTime":370.04,"body":"Wally's team had grown, and"},{"speaker":"JAY ESHELMAN","startTime":367.03,"endTime":370.04,"body":"he didn't have the back office"},{"speaker":"JAY ESHELMAN","startTime":370.04,"endTime":370.54,"body":"talent."},{"speaker":"JAY ESHELMAN","startTime":370.54,"endTime":373.24,"body":"And it was kind of"},{"speaker":"JAY ESHELMAN","startTime":370.54,"endTime":373.24,"body":"a disorganized mess."},{"speaker":"JAY ESHELMAN","startTime":373.24,"endTime":377.197,"body":"And he said, if you can help"},{"speaker":"JAY ESHELMAN","startTime":373.24,"endTime":377.197,"body":"me clean all this up and get"},{"speaker":"JAY ESHELMAN","startTime":377.197,"endTime":379.28,"body":"going well, I'll teach you"},{"speaker":"JAY ESHELMAN","startTime":377.197,"endTime":379.28,"body":"the insurance business."},{"speaker":"JAY ESHELMAN","startTime":379.28,"endTime":380.738,"body":"And I thought,"},{"speaker":"JAY ESHELMAN","startTime":379.28,"endTime":380.738,"body":"that's a good offer."},{"speaker":"JAY ESHELMAN","startTime":380.738,"endTime":384.39,"body":"So within a year, I replaced"},{"speaker":"JAY ESHELMAN","startTime":380.738,"endTime":384.39,"body":"myself on the accounting side"},{"speaker":"JAY ESHELMAN","startTime":384.39,"endTime":386.74,"body":"and started selling."},{"speaker":"JAY ESHELMAN","startTime":386.74,"endTime":389.77,"body":"Kind of naturally sold"},{"speaker":"JAY ESHELMAN","startTime":386.74,"endTime":389.77,"body":"on the large account side"},{"speaker":"JAY ESHELMAN","startTime":389.77,"endTime":391.72,"body":"at the beginning"},{"speaker":"JAY ESHELMAN","startTime":389.77,"endTime":391.72,"body":"because I was used"},{"speaker":"JAY ESHELMAN","startTime":391.72,"endTime":394.09,"body":"to talking to CFOs of"},{"speaker":"JAY ESHELMAN","startTime":391.72,"endTime":394.09,"body":"big companies and things"},{"speaker":"JAY ESHELMAN","startTime":394.09,"endTime":396.79,"body":"like that in the"},{"speaker":"JAY ESHELMAN","startTime":394.09,"endTime":396.79,"body":"accounting world."},{"speaker":"JAY ESHELMAN","startTime":396.79,"endTime":399.37,"body":"And then gradually"},{"speaker":"JAY ESHELMAN","startTime":396.79,"endTime":399.37,"body":"got into management."},{"speaker":"JAY ESHELMAN","startTime":399.37,"endTime":402.34,"body":"And then years later,"},{"speaker":"JAY ESHELMAN","startTime":399.37,"endTime":402.34,"body":"that led to this challenge"},{"speaker":"JAY ESHELMAN","startTime":402.34,"endTime":404.38,"body":"that I talked about of"},{"speaker":"JAY ESHELMAN","startTime":402.34,"endTime":404.38,"body":"trying to do something"},{"speaker":"JAY ESHELMAN","startTime":404.38,"endTime":406.72,"body":"with the small business and"},{"speaker":"JAY ESHELMAN","startTime":404.38,"endTime":406.72,"body":"personal lines in Gallagher."},{"speaker":"JAY ESHELMAN","startTime":406.72,"endTime":407.878,"body":"So that was fun journey."},{"speaker":"REED HOLZWORTH","startTime":407.878,"endTime":409.42,"body":"Let's talk about that"},{"speaker":"REED HOLZWORTH","startTime":409.42,"endTime":410.628,"body":"because that's exciting, man."},{"speaker":"REED HOLZWORTH","startTime":410.628,"endTime":414.31,"body":"I mean, I love the story"},{"speaker":"REED HOLZWORTH","startTime":410.628,"endTime":414.31,"body":"of large agencies going,"},{"speaker":"REED HOLZWORTH","startTime":414.31,"endTime":416.66,"body":"hey, why are we throwing"},{"speaker":"REED HOLZWORTH","startTime":414.31,"endTime":416.66,"body":"this stuff away?"},{"speaker":"REED HOLZWORTH","startTime":416.66,"endTime":417.16,"body":"Right?"},{"speaker":"REED HOLZWORTH","startTime":417.16,"endTime":418.702,"body":"I've said this before"},{"speaker":"REED HOLZWORTH","startTime":417.16,"endTime":418.702,"body":"on the podcast."},{"speaker":"REED HOLZWORTH","startTime":418.702,"endTime":421.9,"body":"I have a buddy, not even close"},{"speaker":"REED HOLZWORTH","startTime":418.702,"endTime":421.9,"body":"to the size of you, guys,"},{"speaker":"REED HOLZWORTH","startTime":421.9,"endTime":424.78,"body":"but they throw away 2,000"},{"speaker":"REED HOLZWORTH","startTime":421.9,"endTime":424.78,"body":"to 3,000 leads a month"},{"speaker":"REED HOLZWORTH","startTime":424.78,"endTime":425.71,"body":"on small commercial."},{"speaker":"REED HOLZWORTH","startTime":425.71,"endTime":427.21,"body":"They're just like,"},{"speaker":"REED HOLZWORTH","startTime":425.71,"endTime":427.21,"body":"we don't want it."},{"speaker":"JAY ESHELMAN","startTime":427.21,"endTime":427.48,"body":"Yeah."},{"speaker":"REED HOLZWORTH","startTime":427.48,"endTime":428.8,"body":"You"},{"speaker":"REED HOLZWORTH","startTime":427.48,"endTime":428.8,"body":"know, just like--"},{"speaker":"REED HOLZWORTH","startTime":428.8,"endTime":429.46,"body":"I don't know-- figure it out."},{"speaker":"REED HOLZWORTH","startTime":429.46,"endTime":430.27,"body":"Call somebody else."},{"speaker":"REED HOLZWORTH","startTime":430.27,"endTime":432.58,"body":"And I mean, you"},{"speaker":"REED HOLZWORTH","startTime":430.27,"endTime":432.58,"body":"guys are massive,"},{"speaker":"REED HOLZWORTH","startTime":432.58,"endTime":435.58,"body":"and the size deals you"},{"speaker":"REED HOLZWORTH","startTime":432.58,"endTime":435.58,"body":"guys write on average"},{"speaker":"REED HOLZWORTH","startTime":435.58,"endTime":438.718,"body":"are way bigger than the micro"},{"speaker":"REED HOLZWORTH","startTime":435.58,"endTime":438.718,"body":"or small stuff that's out there."},{"speaker":"REED HOLZWORTH","startTime":438.718,"endTime":441.26,"body":"So going after that and saying,"},{"speaker":"REED HOLZWORTH","startTime":438.718,"endTime":441.26,"body":"hey, what do we do with that?"},{"speaker":"REED HOLZWORTH","startTime":441.26,"endTime":442.105,"body":"I mean, that's interesting."},{"speaker":"JAY ESHELMAN","startTime":442.105,"endTime":444.522,"body":"Yeah, so Gallagher"},{"speaker":"JAY ESHELMAN","startTime":442.105,"endTime":444.522,"body":"has always been focused--"},{"speaker":"JAY ESHELMAN","startTime":444.522,"endTime":448.06,"body":"middle market and"},{"speaker":"JAY ESHELMAN","startTime":444.522,"endTime":448.06,"body":"large account space,"},{"speaker":"JAY ESHELMAN","startTime":448.06,"endTime":450.94,"body":"but we've always been"},{"speaker":"JAY ESHELMAN","startTime":448.06,"endTime":450.94,"body":"really acquisitive."},{"speaker":"JAY ESHELMAN","startTime":450.94,"endTime":453.7,"body":"And every acquisition we do"},{"speaker":"JAY ESHELMAN","startTime":450.94,"endTime":453.7,"body":"has some small business--"},{"speaker":"JAY ESHELMAN","startTime":453.7,"endTime":455.71,"body":"some personal lines."},{"speaker":"JAY ESHELMAN","startTime":455.71,"endTime":459.72,"body":"But in the past, it kind of--"},{"speaker":"JAY ESHELMAN","startTime":459.72,"endTime":462.98,"body":"I always say Sally took care"},{"speaker":"JAY ESHELMAN","startTime":459.72,"endTime":462.98,"body":"of it over there in the corner,"},{"speaker":"JAY ESHELMAN","startTime":462.98,"endTime":465.55,"body":"and nobody really knew what"},{"speaker":"JAY ESHELMAN","startTime":462.98,"endTime":465.55,"body":"Sally was doing every day."},{"speaker":"JAY ESHELMAN","startTime":465.55,"endTime":467.2,"body":"Sally didn't have"},{"speaker":"JAY ESHELMAN","startTime":465.55,"endTime":467.2,"body":"anybody to report"},{"speaker":"JAY ESHELMAN","startTime":467.2,"endTime":469.17,"body":"into that understood it either."},{"speaker":"JAY ESHELMAN","startTime":469.17,"endTime":471.54,"body":"She just kind of had"},{"speaker":"JAY ESHELMAN","startTime":469.17,"endTime":471.54,"body":"her own challenges,"},{"speaker":"JAY ESHELMAN","startTime":471.54,"endTime":473.39,"body":"but she kind of worked"},{"speaker":"JAY ESHELMAN","startTime":471.54,"endTime":473.39,"body":"through it, right?"},{"speaker":"REED HOLZWORTH","startTime":473.39,"endTime":474.3,"body":"Yeah."},{"speaker":"JAY ESHELMAN","startTime":474.3,"endTime":477.09,"body":"And people would"},{"speaker":"JAY ESHELMAN","startTime":474.3,"endTime":477.09,"body":"ask our producers to write it,"},{"speaker":"JAY ESHELMAN","startTime":477.09,"endTime":478.32,"body":"and we would."},{"speaker":"JAY ESHELMAN","startTime":478.32,"endTime":480.51,"body":"But nobody was"},{"speaker":"JAY ESHELMAN","startTime":478.32,"endTime":480.51,"body":"thinking, oh, this"},{"speaker":"JAY ESHELMAN","startTime":480.51,"endTime":481.92,"body":"could actually be a growth area."},{"speaker":"REED HOLZWORTH","startTime":481.92,"endTime":482.92,"body":"Totally."},{"speaker":"JAY ESHELMAN","startTime":482.92,"endTime":486.092,"body":"And I pointed that"},{"speaker":"JAY ESHELMAN","startTime":482.92,"endTime":486.092,"body":"out to Pat Gallagher because--"},{"speaker":"REED HOLZWORTH","startTime":486.092,"endTime":488.55,"body":"Did they look"},{"speaker":"REED HOLZWORTH","startTime":486.092,"endTime":488.55,"body":"at it as unprofitable though?"},{"speaker":"JAY ESHELMAN","startTime":488.55,"endTime":489.63,"body":"No."},{"speaker":"JAY ESHELMAN","startTime":489.63,"endTime":491.376,"body":"Well, personal lines--"},{"speaker":"REED HOLZWORTH","startTime":491.376,"endTime":492.918,"body":"Yeah, I can see that."},{"speaker":"JAY ESHELMAN","startTime":492.918,"endTime":493.83,"body":"Highly profitable."},{"speaker":"REED HOLZWORTH","startTime":493.83,"endTime":494.52,"body":"OK."},{"speaker":"JAY ESHELMAN","startTime":494.52,"endTime":496.02,"body":"Small"},{"speaker":"JAY ESHELMAN","startTime":494.52,"endTime":496.02,"body":"business though."},{"speaker":"JAY ESHELMAN","startTime":496.02,"endTime":498.75,"body":"We were struggling because"},{"speaker":"JAY ESHELMAN","startTime":496.02,"endTime":498.75,"body":"Gallagher had centralized--"},{"speaker":"JAY ESHELMAN","startTime":498.75,"endTime":500.34,"body":"put a lot of systems in place."},{"speaker":"REED HOLZWORTH","startTime":500.34,"endTime":501.32,"body":"OK."},{"speaker":"JAY ESHELMAN","startTime":501.32,"endTime":504.99,"body":"As we got"},{"speaker":"JAY ESHELMAN","startTime":501.32,"endTime":504.99,"body":"centralized as a big company,"},{"speaker":"JAY ESHELMAN","startTime":504.99,"endTime":507.51,"body":"put more what we call"},{"speaker":"JAY ESHELMAN","startTime":504.99,"endTime":507.51,"body":"standards of excellence--"},{"speaker":"JAY ESHELMAN","startTime":507.51,"endTime":509.76,"body":"but professional"},{"speaker":"JAY ESHELMAN","startTime":507.51,"endTime":509.76,"body":"standards in place."},{"speaker":"JAY ESHELMAN","startTime":509.76,"endTime":515.58,"body":"And the people who are doing"},{"speaker":"JAY ESHELMAN","startTime":509.76,"endTime":515.58,"body":"350 to 400 accounts annually,"},{"speaker":"JAY ESHELMAN","startTime":515.58,"endTime":518.342,"body":"they were drowning in all"},{"speaker":"JAY ESHELMAN","startTime":515.58,"endTime":518.342,"body":"this process and stuff."},{"speaker":"JAY ESHELMAN","startTime":518.342,"endTime":521.789,"body":"And so we just kept"},{"speaker":"JAY ESHELMAN","startTime":518.342,"endTime":521.789,"body":"throwing labor at it,"},{"speaker":"JAY ESHELMAN","startTime":521.789,"endTime":523.953,"body":"and it wasn't profitable."},{"speaker":"REED HOLZWORTH","startTime":523.953,"endTime":525.12,"body":"Interesting."},{"speaker":"JAY ESHELMAN","startTime":525.12,"endTime":527.495,"body":"It was marginally"},{"speaker":"JAY ESHELMAN","startTime":525.12,"endTime":527.495,"body":"profitable, I should say,"},{"speaker":"JAY ESHELMAN","startTime":527.495,"endTime":528.75,"body":"like in the low teens."},{"speaker":"REED HOLZWORTH","startTime":528.75,"endTime":530.243,"body":"Yeah."},{"speaker":"JAY ESHELMAN","startTime":530.243,"endTime":532.41,"body":"So we kind"},{"speaker":"JAY ESHELMAN","startTime":530.243,"endTime":532.41,"body":"of re-engineered everything"},{"speaker":"JAY ESHELMAN","startTime":532.41,"endTime":536.34,"body":"on the small business side and"},{"speaker":"JAY ESHELMAN","startTime":532.41,"endTime":536.34,"body":"made a more simplified version"},{"speaker":"JAY ESHELMAN","startTime":536.34,"endTime":537.22,"body":"of the systems--"},{"speaker":"JAY ESHELMAN","startTime":537.22,"endTime":539.04,"body":"the processes."},{"speaker":"JAY ESHELMAN","startTime":539.04,"endTime":543.69,"body":"And just with that focus,"},{"speaker":"JAY ESHELMAN","startTime":539.04,"endTime":543.69,"body":"we're able to kind of lean up"},{"speaker":"JAY ESHELMAN","startTime":543.69,"endTime":544.98,"body":"the team--"},{"speaker":"JAY ESHELMAN","startTime":544.98,"endTime":545.83,"body":"do a better job."},{"speaker":"JAY ESHELMAN","startTime":545.83,"endTime":548.67,"body":"We start using carrier"},{"speaker":"JAY ESHELMAN","startTime":545.83,"endTime":548.67,"body":"service centers, for instance,"},{"speaker":"JAY ESHELMAN","startTime":548.67,"endTime":551.035,"body":"on micro accounts that"},{"speaker":"JAY ESHELMAN","startTime":548.67,"endTime":551.035,"body":"we never had done before."},{"speaker":"REED HOLZWORTH","startTime":551.035,"endTime":551.91,"body":"Yeah."},{"speaker":"JAY ESHELMAN","startTime":551.91,"endTime":553.95,"body":"So just"},{"speaker":"JAY ESHELMAN","startTime":551.91,"endTime":553.95,"body":"somebody focusing on it-- got"},{"speaker":"JAY ESHELMAN","startTime":553.95,"endTime":554.1,"body":"It."},{"speaker":"REED HOLZWORTH","startTime":554.1,"endTime":555.85,"body":"We"},{"speaker":"REED HOLZWORTH","startTime":554.1,"endTime":555.85,"body":"were talking about that"},{"speaker":"REED HOLZWORTH","startTime":555.85,"endTime":558.66,"body":"when we're [INAUDIBLE] about"},{"speaker":"REED HOLZWORTH","startTime":555.85,"endTime":558.66,"body":"the service centers and whatnot."},{"speaker":"REED HOLZWORTH","startTime":558.66,"endTime":560.29,"body":"Those can be a game changer."},{"speaker":"REED HOLZWORTH","startTime":560.29,"endTime":562.17,"body":"But they can also"},{"speaker":"REED HOLZWORTH","startTime":560.29,"endTime":562.17,"body":"hurt revenue wise"},{"speaker":"REED HOLZWORTH","startTime":562.17,"endTime":564.553,"body":"as you really start to get"},{"speaker":"REED HOLZWORTH","startTime":562.17,"endTime":564.553,"body":"super efficient I mean,"},{"speaker":"REED HOLZWORTH","startTime":564.553,"endTime":565.47,"body":"are you finding that--"},{"speaker":"REED HOLZWORTH","startTime":565.47,"endTime":566.012,"body":"I don't know."},{"speaker":"REED HOLZWORTH","startTime":566.012,"endTime":566.61,"body":"Like--"},{"speaker":"JAY ESHELMAN","startTime":566.61,"endTime":567.3,"body":"Well--"},{"speaker":"REED HOLZWORTH","startTime":567.3,"endTime":568.35,"body":"I"},{"speaker":"REED HOLZWORTH","startTime":567.3,"endTime":568.35,"body":"hear mixed results--"},{"speaker":"JAY ESHELMAN","startTime":568.35,"endTime":570.1,"body":"We're"},{"speaker":"JAY ESHELMAN","startTime":568.35,"endTime":570.1,"body":"lucky because of scale"},{"speaker":"JAY ESHELMAN","startTime":570.1,"endTime":573.42,"body":"that we can get some"},{"speaker":"JAY ESHELMAN","startTime":570.1,"endTime":573.42,"body":"pretty good deals on that,"},{"speaker":"JAY ESHELMAN","startTime":573.42,"endTime":576.555,"body":"but it is a challenge"},{"speaker":"JAY ESHELMAN","startTime":573.42,"endTime":576.555,"body":"for small agencies"},{"speaker":"JAY ESHELMAN","startTime":576.555,"endTime":578.418,"body":"as I talk to them all the time."},{"speaker":"JAY ESHELMAN","startTime":578.418,"endTime":579.96,"body":"We're always trying"},{"speaker":"JAY ESHELMAN","startTime":578.418,"endTime":579.96,"body":"to acquire stuff,"},{"speaker":"JAY ESHELMAN","startTime":579.96,"endTime":584.23,"body":"and that's a common"},{"speaker":"JAY ESHELMAN","startTime":579.96,"endTime":584.23,"body":"challenge for them."},{"speaker":"JAY ESHELMAN","startTime":584.23,"endTime":587.4,"body":"I would say that there are--"},{"speaker":"JAY ESHELMAN","startTime":587.4,"endTime":590.61,"body":"if you can offload"},{"speaker":"JAY ESHELMAN","startTime":587.4,"endTime":590.61,"body":"a thousand out"},{"speaker":"JAY ESHELMAN","startTime":590.61,"endTime":594.46,"body":"of 1,500 accounts and"},{"speaker":"JAY ESHELMAN","startTime":590.61,"endTime":594.46,"body":"the customers are happy?"},{"speaker":"REED HOLZWORTH","startTime":594.46,"endTime":595.71,"body":"Yeah, totally."},{"speaker":"JAY ESHELMAN","startTime":595.71,"endTime":597.96,"body":"It's worth the"},{"speaker":"JAY ESHELMAN","startTime":595.71,"endTime":597.96,"body":"money because then you're"},{"speaker":"JAY ESHELMAN","startTime":597.96,"endTime":600.48,"body":"putting your time and"},{"speaker":"JAY ESHELMAN","startTime":597.96,"endTime":600.48,"body":"effort on the 500 best"},{"speaker":"JAY ESHELMAN","startTime":600.48,"endTime":602.52,"body":"accounts in that book, right?"},{"speaker":"JAY ESHELMAN","startTime":602.52,"endTime":606.253,"body":"And getting better results."},{"speaker":"REED HOLZWORTH","startTime":606.253,"endTime":607.92,"body":"For"},{"speaker":"REED HOLZWORTH","startTime":606.253,"endTime":607.92,"body":"the audience-- and I"},{"speaker":"REED HOLZWORTH","startTime":607.92,"endTime":608.53,"body":"don't know why."},{"speaker":"REED HOLZWORTH","startTime":608.53,"endTime":609.39,"body":"Maybe people don't know."},{"speaker":"REED HOLZWORTH","startTime":609.39,"endTime":611.07,"body":"I mean, I figure they"},{"speaker":"REED HOLZWORTH","startTime":609.39,"endTime":611.07,"body":"would, but maybe they don't."},{"speaker":"REED HOLZWORTH","startTime":611.07,"endTime":611.97,"body":"What is the service?"},{"speaker":"REED HOLZWORTH","startTime":611.97,"endTime":614.19,"body":"When we say that, how"},{"speaker":"REED HOLZWORTH","startTime":611.97,"endTime":614.19,"body":"do you classify that?"},{"speaker":"JAY ESHELMAN","startTime":614.19,"endTime":616.65,"body":"Yeah,"},{"speaker":"JAY ESHELMAN","startTime":614.19,"endTime":616.65,"body":"so the large carriers"},{"speaker":"JAY ESHELMAN","startTime":616.65,"endTime":620.22,"body":"have all built really"},{"speaker":"JAY ESHELMAN","startTime":616.65,"endTime":620.22,"body":"nice service platforms."},{"speaker":"JAY ESHELMAN","startTime":620.22,"endTime":624.39,"body":"It's essentially a call center,"},{"speaker":"JAY ESHELMAN","startTime":620.22,"endTime":624.39,"body":"but they're highly trained."},{"speaker":"JAY ESHELMAN","startTime":624.39,"endTime":628.29,"body":"One thing that we like to do"},{"speaker":"JAY ESHELMAN","startTime":624.39,"endTime":628.29,"body":"is go in and actually audit"},{"speaker":"JAY ESHELMAN","startTime":628.29,"endTime":631.153,"body":"the performance of those,"},{"speaker":"JAY ESHELMAN","startTime":628.29,"endTime":631.153,"body":"and that's the only ones"},{"speaker":"JAY ESHELMAN","startTime":631.153,"endTime":632.32,"body":"that we'll do business with."},{"speaker":"JAY ESHELMAN","startTime":632.32,"endTime":635.04,"body":"So there's other carriers that"},{"speaker":"JAY ESHELMAN","startTime":632.32,"endTime":635.04,"body":"have them that want us to use"},{"speaker":"JAY ESHELMAN","startTime":635.04,"endTime":636.0,"body":"them, and we don't."},{"speaker":"REED HOLZWORTH","startTime":636.0,"endTime":638.2,"body":"Oh, so you've"},{"speaker":"REED HOLZWORTH","startTime":636.0,"endTime":638.2,"body":"had some that you just said,"},{"speaker":"REED HOLZWORTH","startTime":638.2,"endTime":638.94,"body":"this is not good?"},{"speaker":"JAY ESHELMAN","startTime":638.94,"endTime":639.12,"body":"Yeah."},{"speaker":"REED HOLZWORTH","startTime":639.12,"endTime":640.02,"body":"Because"},{"speaker":"REED HOLZWORTH","startTime":639.12,"endTime":640.02,"body":"we're losing business?"},{"speaker":"JAY ESHELMAN","startTime":640.02,"endTime":640.53,"body":"Exactly."},{"speaker":"REED HOLZWORTH","startTime":640.53,"endTime":641.07,"body":"Wow."},{"speaker":"JAY ESHELMAN","startTime":641.07,"endTime":643.153,"body":"Yeah, so we"},{"speaker":"JAY ESHELMAN","startTime":641.07,"endTime":643.153,"body":"hold them to a standard."},{"speaker":"JAY ESHELMAN","startTime":643.153,"endTime":645.66,"body":"And every couple of years,"},{"speaker":"JAY ESHELMAN","startTime":643.153,"endTime":645.66,"body":"we go in and kind of audit"},{"speaker":"JAY ESHELMAN","startTime":645.66,"endTime":648.57,"body":"how they're performing,"},{"speaker":"JAY ESHELMAN","startTime":645.66,"endTime":648.57,"body":"but most of them"},{"speaker":"JAY ESHELMAN","startTime":648.57,"endTime":650.01,"body":"have become really good."},{"speaker":"REED HOLZWORTH","startTime":650.01,"endTime":651.802,"body":"I"},{"speaker":"REED HOLZWORTH","startTime":650.01,"endTime":651.802,"body":"actually don't know this."},{"speaker":"REED HOLZWORTH","startTime":651.802,"endTime":654.15,"body":"Do most of the carriers"},{"speaker":"REED HOLZWORTH","startTime":651.802,"endTime":654.15,"body":"have service centers now?"},{"speaker":"JAY ESHELMAN","startTime":654.15,"endTime":654.9,"body":"Yes."},{"speaker":"REED HOLZWORTH","startTime":654.9,"endTime":657.12,"body":"I remember a"},{"speaker":"REED HOLZWORTH","startTime":654.9,"endTime":657.12,"body":"number of years ago, just a few"},{"speaker":"REED HOLZWORTH","startTime":657.12,"endTime":659.67,"body":"like the big bigs, the big tier"},{"speaker":"REED HOLZWORTH","startTime":657.12,"endTime":659.67,"body":"ones, a few of them had it."},{"speaker":"REED HOLZWORTH","startTime":659.67,"endTime":661.99,"body":"But now, is everybody"},{"speaker":"REED HOLZWORTH","startTime":659.67,"endTime":661.99,"body":"starting to offer that?"},{"speaker":"REED HOLZWORTH","startTime":661.99,"endTime":662.49,"body":"And so"},{"speaker":"JAY ESHELMAN","startTime":662.49,"endTime":664.24,"body":"Well,"},{"speaker":"JAY ESHELMAN","startTime":662.49,"endTime":664.24,"body":"it's still the tier 1."},{"speaker":"JAY ESHELMAN","startTime":664.24,"endTime":668.73,"body":"I would say that a lot of the"},{"speaker":"JAY ESHELMAN","startTime":664.24,"endTime":668.73,"body":"regionals and state-specific"},{"speaker":"JAY ESHELMAN","startTime":668.73,"endTime":669.967,"body":"companies don't."},{"speaker":"REED HOLZWORTH","startTime":669.967,"endTime":671.28,"body":"Yeah, right."},{"speaker":"JAY ESHELMAN","startTime":671.28,"endTime":671.88,"body":"But--"},{"speaker":"REED HOLZWORTH","startTime":671.88,"endTime":673.05,"body":"Is that"},{"speaker":"REED HOLZWORTH","startTime":671.88,"endTime":673.05,"body":"challenging to you, guys,"},{"speaker":"REED HOLZWORTH","startTime":673.05,"endTime":675.092,"body":"sometimes because you want"},{"speaker":"REED HOLZWORTH","startTime":673.05,"endTime":675.092,"body":"to offer other markets"},{"speaker":"REED HOLZWORTH","startTime":675.092,"endTime":675.66,"body":"and whatnot?"},{"speaker":"JAY ESHELMAN","startTime":675.66,"endTime":676.222,"body":"Sure."},{"speaker":"REED HOLZWORTH","startTime":676.222,"endTime":677.68,"body":"Yeah,"},{"speaker":"REED HOLZWORTH","startTime":676.222,"endTime":677.68,"body":"I could see that."},{"speaker":"REED HOLZWORTH","startTime":677.68,"endTime":679.18,"body":"But then do you"},{"speaker":"REED HOLZWORTH","startTime":677.68,"endTime":679.18,"body":"guys just handle it?"},{"speaker":"REED HOLZWORTH","startTime":679.18,"endTime":681.16,"body":"So then if they don't,"},{"speaker":"REED HOLZWORTH","startTime":679.18,"endTime":681.16,"body":"you just take it?"},{"speaker":"JAY ESHELMAN","startTime":681.16,"endTime":683.91,"body":"If they"},{"speaker":"JAY ESHELMAN","startTime":681.16,"endTime":683.91,"body":"don't in you micro space,"},{"speaker":"JAY ESHELMAN","startTime":683.91,"endTime":687.6,"body":"we have built a service"},{"speaker":"JAY ESHELMAN","startTime":683.91,"endTime":687.6,"body":"team that is pooled."},{"speaker":"JAY ESHELMAN","startTime":687.6,"endTime":690.21,"body":"So instead of having an"},{"speaker":"JAY ESHELMAN","startTime":687.6,"endTime":690.21,"body":"assigned book of business"},{"speaker":"JAY ESHELMAN","startTime":690.21,"endTime":696.51,"body":"and that customer knowing they"},{"speaker":"JAY ESHELMAN","startTime":690.21,"endTime":696.51,"body":"only call Sally, its first in,"},{"speaker":"JAY ESHELMAN","startTime":696.51,"endTime":697.05,"body":"first out."},{"speaker":"JAY ESHELMAN","startTime":697.05,"endTime":698.899,"body":"You know, phone rings and"},{"speaker":"JAY ESHELMAN","startTime":697.05,"endTime":698.899,"body":"the next person picked--"},{"speaker":"REED HOLZWORTH","startTime":698.899,"endTime":701.1,"body":"So you dedicate"},{"speaker":"REED HOLZWORTH","startTime":698.899,"endTime":701.1,"body":"people to the accounts?"},{"speaker":"JAY ESHELMAN","startTime":701.1,"endTime":701.37,"body":"Yeah."},{"speaker":"REED HOLZWORTH","startTime":701.37,"endTime":702.36,"body":"Even"},{"speaker":"REED HOLZWORTH","startTime":701.37,"endTime":702.36,"body":"on the micro stuff?"},{"speaker":"JAY ESHELMAN","startTime":702.36,"endTime":703.235,"body":"No, no."},{"speaker":"JAY ESHELMAN","startTime":703.235,"endTime":704.22,"body":"Micro is pooled."},{"speaker":"REED HOLZWORTH","startTime":704.22,"endTime":704.73,"body":"OK, I'm sorry."},{"speaker":"REED HOLZWORTH","startTime":704.73,"endTime":705.3,"body":"Yeah, OK."},{"speaker":"JAY ESHELMAN","startTime":705.3,"endTime":707.31,"body":"But"},{"speaker":"JAY ESHELMAN","startTime":705.3,"endTime":707.31,"body":"above that-- so for us,"},{"speaker":"JAY ESHELMAN","startTime":707.31,"endTime":711.42,"body":"a $1,000 up to $10,000"},{"speaker":"JAY ESHELMAN","startTime":707.31,"endTime":711.42,"body":"in commission revenue--"},{"speaker":"REED HOLZWORTH","startTime":711.42,"endTime":712.965,"body":"On commission."},{"speaker":"JAY ESHELMAN","startTime":712.965,"endTime":714.34,"body":"--would not be my--"},{"speaker":"JAY ESHELMAN","startTime":714.34,"endTime":715.95,"body":"micro is less than a $1,000."},{"speaker":"JAY ESHELMAN","startTime":715.95,"endTime":717.245,"body":"And then $1,000 to $10,000--"},{"speaker":"REED HOLZWORTH","startTime":717.245,"endTime":718.62,"body":"That makes sense."},{"speaker":"JAY ESHELMAN","startTime":718.62,"endTime":720.912,"body":"--is the rest"},{"speaker":"JAY ESHELMAN","startTime":718.62,"endTime":720.912,"body":"of our small business book."},{"speaker":"JAY ESHELMAN","startTime":720.912,"endTime":722.64,"body":"And those have the account--"},{"speaker":"JAY ESHELMAN","startTime":722.64,"endTime":723.882,"body":"assigned account managers."},{"speaker":"REED HOLZWORTH","startTime":723.882,"endTime":725.34,"body":"Yeah, that's great."},{"speaker":"JAY ESHELMAN","startTime":725.34,"endTime":725.76,"body":"Yeah."},{"speaker":"REED HOLZWORTH","startTime":725.76,"endTime":726.33,"body":"That's great."},{"speaker":"JAY ESHELMAN","startTime":726.33,"endTime":726.84,"body":"Works well."},{"speaker":"REED HOLZWORTH","startTime":726.84,"endTime":728.29,"body":"So how's it going?"},{"speaker":"JAY ESHELMAN","startTime":728.29,"endTime":729.748,"body":"It's"},{"speaker":"JAY ESHELMAN","startTime":728.29,"endTime":729.748,"body":"going very well."},{"speaker":"JAY ESHELMAN","startTime":729.748,"endTime":733.23,"body":"So we took that low"},{"speaker":"JAY ESHELMAN","startTime":729.748,"endTime":733.23,"body":"teens margin up to now."},{"speaker":"JAY ESHELMAN","startTime":733.23,"endTime":734.437,"body":"We're in the mid-30s."},{"speaker":"REED HOLZWORTH","startTime":734.437,"endTime":735.27,"body":"Wow."},{"speaker":"JAY ESHELMAN","startTime":735.27,"endTime":736.71,"body":"And I don't"},{"speaker":"JAY ESHELMAN","startTime":735.27,"endTime":736.71,"body":"want to get any higher."},{"speaker":"JAY ESHELMAN","startTime":736.71,"endTime":738.477,"body":"I mean, we're in a sweet spot."},{"speaker":"REED HOLZWORTH","startTime":738.477,"endTime":739.56,"body":"Yeah, why?"},{"speaker":"REED HOLZWORTH","startTime":739.56,"endTime":740.58,"body":"Why would you not"},{"speaker":"REED HOLZWORTH","startTime":739.56,"endTime":740.58,"body":"want to get higher?"},{"speaker":"JAY ESHELMAN","startTime":740.58,"endTime":742.11,"body":"Because I"},{"speaker":"JAY ESHELMAN","startTime":740.58,"endTime":742.11,"body":"think you, eventually,"},{"speaker":"JAY ESHELMAN","startTime":742.11,"endTime":744.24,"body":"start hurting the service"},{"speaker":"JAY ESHELMAN","startTime":742.11,"endTime":744.24,"body":"the customers are getting."},{"speaker":"REED HOLZWORTH","startTime":744.24,"endTime":745.032,"body":"OK."},{"speaker":"JAY ESHELMAN","startTime":745.032,"endTime":747.09,"body":"But we've"},{"speaker":"JAY ESHELMAN","startTime":745.032,"endTime":747.09,"body":"really refined it."},{"speaker":"JAY ESHELMAN","startTime":747.09,"endTime":751.56,"body":"And the biggest"},{"speaker":"JAY ESHELMAN","startTime":747.09,"endTime":751.56,"body":"challenge there was not"},{"speaker":"JAY ESHELMAN","startTime":751.56,"endTime":754.11,"body":"changing those processes"},{"speaker":"JAY ESHELMAN","startTime":751.56,"endTime":754.11,"body":"and getting the margin up."},{"speaker":"JAY ESHELMAN","startTime":754.11,"endTime":756.115,"body":"It was figuring"},{"speaker":"JAY ESHELMAN","startTime":754.11,"endTime":756.115,"body":"out how to grow it."},{"speaker":"REED HOLZWORTH","startTime":756.115,"endTime":756.99,"body":"Yeah."},{"speaker":"JAY ESHELMAN","startTime":756.99,"endTime":759.6,"body":"And"},{"speaker":"JAY ESHELMAN","startTime":756.99,"endTime":759.6,"body":"what I looked at"},{"speaker":"JAY ESHELMAN","startTime":759.6,"endTime":766.2,"body":"was you don't see a ton of"},{"speaker":"JAY ESHELMAN","startTime":759.6,"endTime":766.2,"body":"traditional producers coming"},{"speaker":"JAY ESHELMAN","startTime":766.2,"endTime":772.08,"body":"across that can do enough $500"},{"speaker":"JAY ESHELMAN","startTime":766.2,"endTime":772.08,"body":"deals to really move the needle"},{"speaker":"JAY ESHELMAN","startTime":772.08,"endTime":775.34,"body":"new business wise."},{"speaker":"JAY ESHELMAN","startTime":775.34,"endTime":777.71,"body":"Let's say our retention"},{"speaker":"JAY ESHELMAN","startTime":775.34,"endTime":777.71,"body":"rate is about 91,"},{"speaker":"JAY ESHELMAN","startTime":777.71,"endTime":780.68,"body":"so if you're dropping"},{"speaker":"JAY ESHELMAN","startTime":777.71,"endTime":780.68,"body":"9% off every year"},{"speaker":"JAY ESHELMAN","startTime":780.68,"endTime":783.665,"body":"and you've got to refill"},{"speaker":"JAY ESHELMAN","startTime":780.68,"endTime":783.665,"body":"it at $500 a pop--"},{"speaker":"JAY ESHELMAN","startTime":783.665,"endTime":785.763,"body":"[LAUGHTER]"},{"speaker":"JAY ESHELMAN","startTime":785.763,"endTime":788.18,"body":"You really got to be hustling,"},{"speaker":"JAY ESHELMAN","startTime":785.763,"endTime":788.18,"body":"knocking on a lot of doors."},{"speaker":"JAY ESHELMAN","startTime":788.18,"endTime":792.37,"body":"So we decided let's focus"},{"speaker":"JAY ESHELMAN","startTime":788.18,"endTime":792.37,"body":"on an inside sales approach."},{"speaker":"JAY ESHELMAN","startTime":792.37,"endTime":794.72,"body":"And so we've now built a team."},{"speaker":"JAY ESHELMAN","startTime":794.72,"endTime":797.027,"body":"I think we have 32"},{"speaker":"JAY ESHELMAN","startTime":794.72,"endTime":797.027,"body":"inside salespeople."},{"speaker":"REED HOLZWORTH","startTime":797.027,"endTime":798.11,"body":"I love it."},{"speaker":"REED HOLZWORTH","startTime":798.11,"endTime":798.8,"body":"Gallagher."},{"speaker":"REED HOLZWORTH","startTime":798.8,"endTime":801.13,"body":"Just like, yeah, let's just"},{"speaker":"REED HOLZWORTH","startTime":798.8,"endTime":801.13,"body":"build a team of 32 people."},{"speaker":"JAY ESHELMAN","startTime":801.13,"endTime":803.31,"body":"Well, it"},{"speaker":"JAY ESHELMAN","startTime":801.13,"endTime":803.31,"body":"started with three, right?"},{"speaker":"JAY ESHELMAN","startTime":803.31,"endTime":803.81,"body":"[LAUGHS]"},{"speaker":"JAY ESHELMAN","startTime":803.81,"endTime":806.07,"body":"And we just had"},{"speaker":"JAY ESHELMAN","startTime":803.81,"endTime":806.07,"body":"success and kept at it."},{"speaker":"JAY ESHELMAN","startTime":806.07,"endTime":806.57,"body":"So--"},{"speaker":"JAY ESHELMAN","startTime":806.57,"endTime":808.29,"body":"[LAUGHTER]"},{"speaker":"JAY ESHELMAN","startTime":808.29,"endTime":811.28,"body":"I really get the"},{"speaker":"JAY ESHELMAN","startTime":808.29,"endTime":811.28,"body":"budget to add in 30s."},{"speaker":"JAY ESHELMAN","startTime":811.28,"endTime":813.55,"body":"[LAUGHTER]"},{"speaker":"JAY ESHELMAN","startTime":813.55,"endTime":816.11,"body":"But it's been fun because"},{"speaker":"JAY ESHELMAN","startTime":813.55,"endTime":816.11,"body":"now as a management team,"},{"speaker":"JAY ESHELMAN","startTime":816.11,"endTime":819.37,"body":"we're focused on putting"},{"speaker":"JAY ESHELMAN","startTime":816.11,"endTime":819.37,"body":"good leads in the funnel."},{"speaker":"JAY ESHELMAN","startTime":819.37,"endTime":821.87,"body":"And there's just been insurance"},{"speaker":"JAY ESHELMAN","startTime":819.37,"endTime":821.87,"body":"professionals walking people"},{"speaker":"JAY ESHELMAN","startTime":821.87,"endTime":824.99,"body":"through needs and quotes"},{"speaker":"JAY ESHELMAN","startTime":821.87,"endTime":824.99,"body":"and closing business"},{"speaker":"JAY ESHELMAN","startTime":824.99,"endTime":829.34,"body":"as opposed to a lot of"},{"speaker":"JAY ESHELMAN","startTime":824.99,"endTime":829.34,"body":"fruitless calling that it takes,"},{"speaker":"JAY ESHELMAN","startTime":829.34,"endTime":831.157,"body":"[LAUGHS],, in order"},{"speaker":"JAY ESHELMAN","startTime":829.34,"endTime":831.157,"body":"to fill the funnel."},{"speaker":"REED HOLZWORTH","startTime":831.157,"endTime":833.24,"body":"How do you"},{"speaker":"REED HOLZWORTH","startTime":831.157,"endTime":833.24,"body":"keep the funnel filled?"},{"speaker":"REED HOLZWORTH","startTime":833.24,"endTime":834.95,"body":"I mean, do you guys"},{"speaker":"REED HOLZWORTH","startTime":833.24,"endTime":834.95,"body":"just get tons of inbound"},{"speaker":"REED HOLZWORTH","startTime":834.95,"endTime":836.335,"body":"on that type of stuff"},{"speaker":"REED HOLZWORTH","startTime":834.95,"endTime":836.335,"body":"just because your brand"},{"speaker":"REED HOLZWORTH","startTime":836.335,"endTime":836.9,"body":"or your name?"},{"speaker":"REED HOLZWORTH","startTime":836.9,"endTime":838.85,"body":"Or is it, are you"},{"speaker":"REED HOLZWORTH","startTime":836.9,"endTime":838.85,"body":"really like truly having"},{"speaker":"REED HOLZWORTH","startTime":838.85,"endTime":839.97,"body":"to go and hunt that stuff?"},{"speaker":"REED HOLZWORTH","startTime":839.97,"endTime":841.43,"body":"And if so, how do you get it?"},{"speaker":"JAY ESHELMAN","startTime":841.43,"endTime":842.93,"body":"Yeah,"},{"speaker":"JAY ESHELMAN","startTime":841.43,"endTime":842.93,"body":"about half of it"},{"speaker":"JAY ESHELMAN","startTime":842.93,"endTime":844.64,"body":"is coming from"},{"speaker":"JAY ESHELMAN","startTime":842.93,"endTime":844.64,"body":"internal referrals."},{"speaker":"REED HOLZWORTH","startTime":844.64,"endTime":845.06,"body":"Yep."},{"speaker":"REED HOLZWORTH","startTime":845.06,"endTime":845.56,"body":"Yeah."},{"speaker":"JAY ESHELMAN","startTime":845.56,"endTime":847.04,"body":"Just"},{"speaker":"JAY ESHELMAN","startTime":845.56,"endTime":847.04,"body":"phone ringing."},{"speaker":"REED HOLZWORTH","startTime":847.04,"endTime":848.62,"body":"And I'll just"},{"speaker":"REED HOLZWORTH","startTime":847.04,"endTime":848.62,"body":"say something on that too."},{"speaker":"JAY ESHELMAN","startTime":848.62,"endTime":848.81,"body":"Yeah."},{"speaker":"REED HOLZWORTH","startTime":848.81,"endTime":850.7,"body":"It's tough as far as"},{"speaker":"REED HOLZWORTH","startTime":850.7,"endTime":852.71,"body":"like, if I'm a"},{"speaker":"REED HOLZWORTH","startTime":850.7,"endTime":852.71,"body":"large business and I"},{"speaker":"REED HOLZWORTH","startTime":852.71,"endTime":856.05,"body":"own a large company and my best"},{"speaker":"REED HOLZWORTH","startTime":852.71,"endTime":856.05,"body":"friend owns a small business,"},{"speaker":"REED HOLZWORTH","startTime":856.05,"endTime":856.55,"body":"right?"},{"speaker":"REED HOLZWORTH","startTime":856.55,"endTime":859.55,"body":"And I refer them, oh, hey,"},{"speaker":"REED HOLZWORTH","startTime":856.55,"endTime":859.55,"body":"call Jay over there, like,"},{"speaker":"REED HOLZWORTH","startTime":859.55,"endTime":860.7,"body":"he'll take care of you."},{"speaker":"REED HOLZWORTH","startTime":860.7,"endTime":863.66,"body":"And these large agencies,"},{"speaker":"REED HOLZWORTH","startTime":860.7,"endTime":863.66,"body":"if they don't do that,"},{"speaker":"REED HOLZWORTH","startTime":863.66,"endTime":865.49,"body":"that can actually"},{"speaker":"REED HOLZWORTH","startTime":863.66,"endTime":865.49,"body":"hurt my relationship"},{"speaker":"REED HOLZWORTH","startTime":865.49,"endTime":866.63,"body":"with my large cluster."},{"speaker":"JAY ESHELMAN","startTime":866.63,"endTime":866.96,"body":"Sure."},{"speaker":"REED HOLZWORTH","startTime":866.96,"endTime":867.41,"body":"Right?"},{"speaker":"REED HOLZWORTH","startTime":867.41,"endTime":868.61,"body":"If I'm like, yeah,"},{"speaker":"REED HOLZWORTH","startTime":867.41,"endTime":868.61,"body":"we don't do that."},{"speaker":"REED HOLZWORTH","startTime":868.61,"endTime":869.122,"body":"Sorry."},{"speaker":"REED HOLZWORTH","startTime":869.122,"endTime":870.08,"body":"You know, I don't know."},{"speaker":"REED HOLZWORTH","startTime":870.08,"endTime":870.35,"body":"Maybe."},{"speaker":"REED HOLZWORTH","startTime":870.35,"endTime":871.01,"body":"Maybe not."},{"speaker":"REED HOLZWORTH","startTime":871.01,"endTime":872.27,"body":"I don't know."},{"speaker":"JAY ESHELMAN","startTime":872.27,"endTime":874.8,"body":"Yeah, then"},{"speaker":"JAY ESHELMAN","startTime":872.27,"endTime":874.8,"body":"going back in the story,"},{"speaker":"JAY ESHELMAN","startTime":874.8,"endTime":877.37,"body":"there was a time where the"},{"speaker":"JAY ESHELMAN","startTime":874.8,"endTime":877.37,"body":"executive team was talking"},{"speaker":"JAY ESHELMAN","startTime":877.37,"endTime":879.26,"body":"about whether they should"},{"speaker":"JAY ESHELMAN","startTime":877.37,"endTime":879.26,"body":"just sell all of it"},{"speaker":"JAY ESHELMAN","startTime":879.26,"endTime":881.175,"body":"because we weren't"},{"speaker":"JAY ESHELMAN","startTime":879.26,"endTime":881.175,"body":"doing it well."},{"speaker":"REED HOLZWORTH","startTime":881.175,"endTime":882.05,"body":"Yeah."},{"speaker":"JAY ESHELMAN","startTime":882.05,"endTime":883.55,"body":"We"},{"speaker":"JAY ESHELMAN","startTime":882.05,"endTime":883.55,"body":"didn't have a plan,"},{"speaker":"JAY ESHELMAN","startTime":883.55,"endTime":886.637,"body":"and what I told Pat"},{"speaker":"JAY ESHELMAN","startTime":883.55,"endTime":886.637,"body":"Gallagher was, listen,"},{"speaker":"JAY ESHELMAN","startTime":886.637,"endTime":888.47,"body":"we're going to keep"},{"speaker":"JAY ESHELMAN","startTime":886.637,"endTime":888.47,"body":"getting it, or the phone"},{"speaker":"JAY ESHELMAN","startTime":888.47,"endTime":889.512,"body":"is going to keep ringing."},{"speaker":"JAY ESHELMAN","startTime":889.512,"endTime":892.41,"body":"I told him, somebody's wife"},{"speaker":"JAY ESHELMAN","startTime":889.512,"endTime":892.41,"body":"is starting a dress shop or--"},{"speaker":"REED HOLZWORTH","startTime":892.41,"endTime":893.66,"body":"Yeah, exactly."},{"speaker":"REED HOLZWORTH","startTime":893.66,"endTime":894.372,"body":"Yeah."},{"speaker":"JAY ESHELMAN","startTime":894.372,"endTime":895.58,"body":"Whatever it is."},{"speaker":"JAY ESHELMAN","startTime":895.58,"endTime":897.38,"body":"Somebody driving"},{"speaker":"JAY ESHELMAN","startTime":895.58,"endTime":897.38,"body":"for Uber, you know."},{"speaker":"JAY ESHELMAN","startTime":897.38,"endTime":898.83,"body":"Somebody needs help, right?"},{"speaker":"REED HOLZWORTH","startTime":898.83,"endTime":900.408,"body":"Yeah, totally."},{"speaker":"JAY ESHELMAN","startTime":900.408,"endTime":902.45,"body":"Plus, we do"},{"speaker":"JAY ESHELMAN","startTime":900.408,"endTime":902.45,"body":"all these acquisitions,"},{"speaker":"JAY ESHELMAN","startTime":902.45,"endTime":905.31,"body":"and it's going to keep coming,"},{"speaker":"JAY ESHELMAN","startTime":902.45,"endTime":905.31,"body":"so we need to get good at it."},{"speaker":"JAY ESHELMAN","startTime":905.31,"endTime":909.933,"body":"And so it's been fun to--"},{"speaker":"JAY ESHELMAN","startTime":909.933,"endTime":911.6,"body":"working in a big"},{"speaker":"JAY ESHELMAN","startTime":909.933,"endTime":911.6,"body":"company like Gallagher,"},{"speaker":"JAY ESHELMAN","startTime":911.6,"endTime":913.64,"body":"it's a bit like steering"},{"speaker":"JAY ESHELMAN","startTime":911.6,"endTime":913.64,"body":"the Titanic sometimes."},{"speaker":"REED HOLZWORTH","startTime":913.64,"endTime":913.82,"body":"Oh, yeah."},{"speaker":"REED HOLZWORTH","startTime":913.82,"endTime":914.69,"body":"Totally Yeah."},{"speaker":"JAY ESHELMAN","startTime":914.69,"endTime":917.78,"body":"If you get the"},{"speaker":"JAY ESHELMAN","startTime":914.69,"endTime":917.78,"body":"right people, it happens."},{"speaker":"REED HOLZWORTH","startTime":917.78,"endTime":919.46,"body":"So"},{"speaker":"REED HOLZWORTH","startTime":917.78,"endTime":919.46,"body":"50% of is inbound."},{"speaker":"REED HOLZWORTH","startTime":919.46,"endTime":921.252,"body":"The rest of it-- you"},{"speaker":"REED HOLZWORTH","startTime":919.46,"endTime":921.252,"body":"got to go and find it."},{"speaker":"JAY ESHELMAN","startTime":921.252,"endTime":923.03,"body":"Yeah,"},{"speaker":"JAY ESHELMAN","startTime":921.252,"endTime":923.03,"body":"so we're buying those."},{"speaker":"REED HOLZWORTH","startTime":923.03,"endTime":923.822,"body":"OK."},{"speaker":"JAY ESHELMAN","startTime":923.822,"endTime":926.6,"body":"We created"},{"speaker":"JAY ESHELMAN","startTime":923.822,"endTime":926.6,"body":"some strategic partnerships."},{"speaker":"JAY ESHELMAN","startTime":926.6,"endTime":927.2,"body":"So do you buy"},{"speaker":"REED HOLZWORTH","startTime":927.2,"endTime":927.68,"body":"Leads?"},{"speaker":"JAY ESHELMAN","startTime":927.68,"endTime":928.1,"body":"Yeah."},{"speaker":"REED HOLZWORTH","startTime":928.1,"endTime":928.46,"body":"Wow."},{"speaker":"REED HOLZWORTH","startTime":928.46,"endTime":929.12,"body":"No kidding."},{"speaker":"REED HOLZWORTH","startTime":929.12,"endTime":930.02,"body":"Wow."},{"speaker":"REED HOLZWORTH","startTime":930.02,"endTime":931.13,"body":"That's awesome."},{"speaker":"REED HOLZWORTH","startTime":931.13,"endTime":933.62,"body":"How are the conversion"},{"speaker":"REED HOLZWORTH","startTime":931.13,"endTime":933.62,"body":"ratios on that stuff?"},{"speaker":"REED HOLZWORTH","startTime":933.62,"endTime":934.58,"body":"You struggle with that?"},{"speaker":"REED HOLZWORTH","startTime":934.58,"endTime":936.65,"body":"I mean, what's that"},{"speaker":"REED HOLZWORTH","startTime":934.58,"endTime":936.65,"body":"cost look like?"},{"speaker":"REED HOLZWORTH","startTime":936.65,"endTime":938.42,"body":"I'm not asking for"},{"speaker":"REED HOLZWORTH","startTime":936.65,"endTime":938.42,"body":"numbers or anything."},{"speaker":"REED HOLZWORTH","startTime":938.42,"endTime":939.452,"body":"But is it tough?"},{"speaker":"JAY ESHELMAN","startTime":939.452,"endTime":940.91,"body":"It's"},{"speaker":"JAY ESHELMAN","startTime":939.452,"endTime":940.91,"body":"getting tougher."},{"speaker":"REED HOLZWORTH","startTime":940.91,"endTime":942.2,"body":"Yeah, I bet."},{"speaker":"JAY ESHELMAN","startTime":942.2,"endTime":943.617,"body":"When"},{"speaker":"JAY ESHELMAN","startTime":942.2,"endTime":943.617,"body":"we got started,"},{"speaker":"JAY ESHELMAN","startTime":943.617,"endTime":946.76,"body":"that was the easiest place to"},{"speaker":"JAY ESHELMAN","startTime":943.617,"endTime":946.76,"body":"go first to fill that funnel."},{"speaker":"JAY ESHELMAN","startTime":946.76,"endTime":948.4,"body":"It was just buy"},{"speaker":"JAY ESHELMAN","startTime":946.76,"endTime":948.4,"body":"as many as we can."},{"speaker":"REED HOLZWORTH","startTime":948.4,"endTime":949.4,"body":"Totally."},{"speaker":"JAY ESHELMAN","startTime":949.4,"endTime":953.51,"body":"And"},{"speaker":"JAY ESHELMAN","startTime":949.4,"endTime":953.51,"body":"you know, anybody"},{"speaker":"JAY ESHELMAN","startTime":953.51,"endTime":956.36,"body":"who's done that, it takes"},{"speaker":"JAY ESHELMAN","startTime":953.51,"endTime":956.36,"body":"some time to figure out,"},{"speaker":"JAY ESHELMAN","startTime":956.36,"endTime":958.11,"body":"how do you get the good ones?"},{"speaker":"JAY ESHELMAN","startTime":958.11,"endTime":959.81,"body":"How do you filter"},{"speaker":"JAY ESHELMAN","startTime":958.11,"endTime":959.81,"body":"out the bad ones?"},{"speaker":"JAY ESHELMAN","startTime":959.81,"endTime":961.97,"body":"how do you dial in"},{"speaker":"JAY ESHELMAN","startTime":959.81,"endTime":961.97,"body":"to certain industries"},{"speaker":"JAY ESHELMAN","startTime":961.97,"endTime":964.23,"body":"that you are going to"},{"speaker":"JAY ESHELMAN","startTime":961.97,"endTime":964.23,"body":"have most success with?"},{"speaker":"JAY ESHELMAN","startTime":964.23,"endTime":971.9,"body":"And so we just kept tweaking"},{"speaker":"JAY ESHELMAN","startTime":964.23,"endTime":971.9,"body":"the dials on our lead partners"},{"speaker":"JAY ESHELMAN","startTime":971.9,"endTime":974.01,"body":"and trying to figure"},{"speaker":"JAY ESHELMAN","startTime":971.9,"endTime":974.01,"body":"that out over time."},{"speaker":"JAY ESHELMAN","startTime":974.01,"endTime":979.61,"body":"But what I saw was as COVID hit,"},{"speaker":"JAY ESHELMAN","startTime":974.01,"endTime":979.61,"body":"everybody's marketing efforts"},{"speaker":"JAY ESHELMAN","startTime":979.61,"endTime":983.66,"body":"ramped up, and those"},{"speaker":"JAY ESHELMAN","startTime":979.61,"endTime":983.66,"body":"lead costs just"},{"speaker":"JAY ESHELMAN","startTime":983.66,"endTime":985.43,"body":"got more and more expensive."},{"speaker":"REED HOLZWORTH","startTime":985.43,"endTime":986.51,"body":"Oh, yeah."},{"speaker":"JAY ESHELMAN","startTime":986.51,"endTime":989.12,"body":"I feel"},{"speaker":"JAY ESHELMAN","startTime":986.51,"endTime":989.12,"body":"like it's plateauing now."},{"speaker":"JAY ESHELMAN","startTime":989.12,"endTime":992.66,"body":"I don't know if it'll move"},{"speaker":"JAY ESHELMAN","startTime":989.12,"endTime":992.66,"body":"back down because I think,"},{"speaker":"JAY ESHELMAN","startTime":992.66,"endTime":995.18,"body":"a lot more people are"},{"speaker":"JAY ESHELMAN","startTime":992.66,"endTime":995.18,"body":"exercising that marketing skill"},{"speaker":"JAY ESHELMAN","startTime":995.18,"endTime":996.11,"body":"than they used to."},{"speaker":"REED HOLZWORTH","startTime":996.11,"endTime":998.54,"body":"Yeah,"},{"speaker":"REED HOLZWORTH","startTime":996.11,"endTime":998.54,"body":"yeah, well, dollars"},{"speaker":"REED HOLZWORTH","startTime":998.54,"endTime":1000.4,"body":"are drying up too for people."},{"speaker":"REED HOLZWORTH","startTime":1000.4,"endTime":1002.29,"body":"A lot of people"},{"speaker":"REED HOLZWORTH","startTime":1000.4,"endTime":1002.29,"body":"raise a lot of cash"},{"speaker":"REED HOLZWORTH","startTime":1002.29,"endTime":1003.805,"body":"to do those types of adverts."},{"speaker":"JAY ESHELMAN","startTime":1003.805,"endTime":1004.345,"body":"That's true."},{"speaker":"REED HOLZWORTH","startTime":1004.345,"endTime":1005.928,"body":"And"},{"speaker":"REED HOLZWORTH","startTime":1004.345,"endTime":1005.928,"body":"so it's going to--"},{"speaker":"REED HOLZWORTH","startTime":1005.928,"endTime":1009.22,"body":"I assume the cost will start"},{"speaker":"REED HOLZWORTH","startTime":1005.928,"endTime":1009.22,"body":"to come down to some degree"},{"speaker":"REED HOLZWORTH","startTime":1009.22,"endTime":1009.79,"body":"back again."},{"speaker":"REED HOLZWORTH","startTime":1009.79,"endTime":1010.69,"body":"Who knows?"},{"speaker":"REED HOLZWORTH","startTime":1010.69,"endTime":1012.015,"body":"We'll rock it up."},{"speaker":"JAY ESHELMAN","startTime":1012.015,"endTime":1013.39,"body":"But"},{"speaker":"JAY ESHELMAN","startTime":1012.015,"endTime":1013.39,"body":"it is fruitful."},{"speaker":"JAY ESHELMAN","startTime":1013.39,"endTime":1014.95,"body":"I mean, ROI is still there."},{"speaker":"REED HOLZWORTH","startTime":1014.95,"endTime":1018.73,"body":"Yeah, yeah, what"},{"speaker":"REED HOLZWORTH","startTime":1014.95,"endTime":1018.73,"body":"about the personal line side?"},{"speaker":"REED HOLZWORTH","startTime":1018.73,"endTime":1020.32,"body":"How did that go?"},{"speaker":"JAY ESHELMAN","startTime":1020.32,"endTime":1022.62,"body":"Yeah, so"},{"speaker":"JAY ESHELMAN","startTime":1020.32,"endTime":1022.62,"body":"we started that journey"},{"speaker":"JAY ESHELMAN","startTime":1022.62,"endTime":1023.8,"body":"the beginning of 2020."},{"speaker":"REED HOLZWORTH","startTime":1023.8,"endTime":1024.64,"body":"Because"},{"speaker":"REED HOLZWORTH","startTime":1023.8,"endTime":1024.64,"body":"that's another one."},{"speaker":"REED HOLZWORTH","startTime":1024.64,"endTime":1025.72,"body":"That's a tough one, man."},{"speaker":"JAY ESHELMAN","startTime":1025.72,"endTime":1026.2,"body":"It is."},{"speaker":"REED HOLZWORTH","startTime":1026.2,"endTime":1027.55,"body":"Personal lines--"},{"speaker":"REED HOLZWORTH","startTime":1027.55,"endTime":1029.675,"body":"but I mean, you can make"},{"speaker":"REED HOLZWORTH","startTime":1027.55,"endTime":1029.675,"body":"money on it like you said."},{"speaker":"REED HOLZWORTH","startTime":1029.675,"endTime":1033.234,"body":"And guys like Marsh, they"},{"speaker":"REED HOLZWORTH","startTime":1029.675,"endTime":1033.234,"body":"do the whole private client"},{"speaker":"REED HOLZWORTH","startTime":1033.234,"endTime":1034.359,"body":"and all that kind of stuff."},{"speaker":"REED HOLZWORTH","startTime":1034.359,"endTime":1036.95,"body":"And they have the different"},{"speaker":"REED HOLZWORTH","startTime":1034.359,"endTime":1036.95,"body":"programs and whatnot."},{"speaker":"REED HOLZWORTH","startTime":1036.95,"endTime":1040.839,"body":"But again, it's like, how"},{"speaker":"REED HOLZWORTH","startTime":1036.95,"endTime":1040.839,"body":"do you not ensure the owner"},{"speaker":"REED HOLZWORTH","startTime":1040.839,"endTime":1045.68,"body":"of that large company's personal"},{"speaker":"REED HOLZWORTH","startTime":1040.839,"endTime":1045.68,"body":"stuff and then his kid, right?"},{"speaker":"REED HOLZWORTH","startTime":1045.68,"endTime":1046.18,"body":"[LAUGHTER]"},{"speaker":"REED HOLZWORTH","startTime":1046.18,"endTime":1047.349,"body":"You know?"},{"speaker":"REED HOLZWORTH","startTime":1047.349,"endTime":1048.89,"body":"How do you not do that?"},{"speaker":"REED HOLZWORTH","startTime":1048.89,"endTime":1049.61,"body":"Right?"},{"speaker":"REED HOLZWORTH","startTime":1049.61,"endTime":1050.41,"body":"It's tough."},{"speaker":"REED HOLZWORTH","startTime":1050.41,"endTime":1051.22,"body":"So you had that."},{"speaker":"REED HOLZWORTH","startTime":1051.22,"endTime":1053.71,"body":"You said it was somewhat"},{"speaker":"REED HOLZWORTH","startTime":1051.22,"endTime":1053.71,"body":"profitable in the beginning."},{"speaker":"JAY ESHELMAN","startTime":1053.71,"endTime":1054.01,"body":"Yeah."},{"speaker":"REED HOLZWORTH","startTime":1054.01,"endTime":1055.0,"body":"It"},{"speaker":"REED HOLZWORTH","startTime":1054.01,"endTime":1055.0,"body":"was always there."},{"speaker":"REED HOLZWORTH","startTime":1055.0,"endTime":1055.89,"body":"So what did that look like?"},{"speaker":"JAY ESHELMAN","startTime":1055.89,"endTime":1058.098,"body":"What I like"},{"speaker":"JAY ESHELMAN","startTime":1055.89,"endTime":1058.098,"body":"to say about personal lines"},{"speaker":"JAY ESHELMAN","startTime":1058.098,"endTime":1062.11,"body":"is the most challenging part"},{"speaker":"JAY ESHELMAN","startTime":1058.098,"endTime":1062.11,"body":"about it is that it's personal."},{"speaker":"JAY ESHELMAN","startTime":1062.11,"endTime":1063.98,"body":"People can get bent"},{"speaker":"JAY ESHELMAN","startTime":1062.11,"endTime":1063.98,"body":"out of shape real quick"},{"speaker":"JAY ESHELMAN","startTime":1063.98,"endTime":1065.23,"body":"if something doesn't go right."},{"speaker":"REED HOLZWORTH","startTime":1065.23,"endTime":1066.01,"body":"So true."},{"speaker":"JAY ESHELMAN","startTime":1066.01,"endTime":1068.06,"body":"So you really"},{"speaker":"JAY ESHELMAN","startTime":1066.01,"endTime":1068.06,"body":"got to be on your toes."},{"speaker":"REED HOLZWORTH","startTime":1068.06,"endTime":1068.81,"body":"That's a good point."},{"speaker":"REED HOLZWORTH","startTime":1068.81,"endTime":1071.54,"body":"So actually, come to think"},{"speaker":"REED HOLZWORTH","startTime":1068.81,"endTime":1071.54,"body":"of that, it could actually"},{"speaker":"REED HOLZWORTH","startTime":1071.54,"endTime":1072.567,"body":"bite you in the ass."},{"speaker":"REED HOLZWORTH","startTime":1072.567,"endTime":1074.15,"body":"Even if you're doing"},{"speaker":"REED HOLZWORTH","startTime":1072.567,"endTime":1074.15,"body":"a good job at it,"},{"speaker":"REED HOLZWORTH","startTime":1074.15,"endTime":1076.025,"body":"maybe the carrier doesn't"},{"speaker":"REED HOLZWORTH","startTime":1074.15,"endTime":1076.025,"body":"do something right."},{"speaker":"REED HOLZWORTH","startTime":1076.025,"endTime":1077.49,"body":"They can get irate."},{"speaker":"REED HOLZWORTH","startTime":1077.49,"endTime":1077.99,"body":"Yeah."},{"speaker":"JAY ESHELMAN","startTime":1077.99,"endTime":1078.956,"body":"That's"},{"speaker":"JAY ESHELMAN","startTime":1077.99,"endTime":1078.956,"body":"kind of what--"},{"speaker":"REED HOLZWORTH","startTime":1078.956,"endTime":1080.03,"body":"Leave the whole town."},{"speaker":"JAY ESHELMAN","startTime":1080.03,"endTime":1081.78,"body":"It was"},{"speaker":"JAY ESHELMAN","startTime":1080.03,"endTime":1081.78,"body":"a different challenge"},{"speaker":"JAY ESHELMAN","startTime":1081.78,"endTime":1086.81,"body":"that I inherited when I took"},{"speaker":"JAY ESHELMAN","startTime":1081.78,"endTime":1086.81,"body":"that one on because like you"},{"speaker":"JAY ESHELMAN","startTime":1086.81,"endTime":1089.45,"body":"said, people ask us to do"},{"speaker":"JAY ESHELMAN","startTime":1086.81,"endTime":1089.45,"body":"it, and we would do it."},{"speaker":"JAY ESHELMAN","startTime":1089.45,"endTime":1090.95,"body":"But in certain areas"},{"speaker":"JAY ESHELMAN","startTime":1089.45,"endTime":1090.95,"body":"where we didn't"},{"speaker":"JAY ESHELMAN","startTime":1090.95,"endTime":1095.06,"body":"have enough talent at the"},{"speaker":"JAY ESHELMAN","startTime":1090.95,"endTime":1095.06,"body":"desk, we would underperform."},{"speaker":"JAY ESHELMAN","startTime":1095.06,"endTime":1099.02,"body":"So a producer in Gallagher would"},{"speaker":"JAY ESHELMAN","startTime":1095.06,"endTime":1099.02,"body":"throw a referral over the wall"},{"speaker":"JAY ESHELMAN","startTime":1099.02,"endTime":1101.39,"body":"and ask somebody to handle it."},{"speaker":"JAY ESHELMAN","startTime":1101.39,"endTime":1105.44,"body":"And then if a ball got dropped,"},{"speaker":"JAY ESHELMAN","startTime":1101.39,"endTime":1105.44,"body":"they got real embarrassed"},{"speaker":"JAY ESHELMAN","startTime":1105.44,"endTime":1108.98,"body":"because their big commercial"},{"speaker":"JAY ESHELMAN","startTime":1105.44,"endTime":1108.98,"body":"account, c-suite executive"},{"speaker":"JAY ESHELMAN","startTime":1108.98,"endTime":1113.66,"body":"just got bent out of shape"},{"speaker":"JAY ESHELMAN","startTime":1108.98,"endTime":1113.66,"body":"over whether the car got added"},{"speaker":"JAY ESHELMAN","startTime":1113.66,"endTime":1115.71,"body":"in time or whatever it was."},{"speaker":"JAY ESHELMAN","startTime":1115.71,"endTime":1119.03,"body":"And so there was damage there."},{"speaker":"JAY ESHELMAN","startTime":1119.03,"endTime":1121.79,"body":"And a lot of those producers"},{"speaker":"JAY ESHELMAN","startTime":1119.03,"endTime":1121.79,"body":"kind of pulled back"},{"speaker":"JAY ESHELMAN","startTime":1121.79,"endTime":1124.82,"body":"and said, OK, I'm not going to"},{"speaker":"JAY ESHELMAN","startTime":1121.79,"endTime":1124.82,"body":"refer anything to Gallagher."},{"speaker":"JAY ESHELMAN","startTime":1124.82,"endTime":1126.72,"body":"I'm going to send it"},{"speaker":"JAY ESHELMAN","startTime":1124.82,"endTime":1126.72,"body":"to other agencies."},{"speaker":"REED HOLZWORTH","startTime":1126.72,"endTime":1128.66,"body":"Yeah."},{"speaker":"JAY ESHELMAN","startTime":1128.66,"endTime":1130.1,"body":"So"},{"speaker":"JAY ESHELMAN","startTime":1128.66,"endTime":1130.1,"body":"we took that team"},{"speaker":"JAY ESHELMAN","startTime":1130.1,"endTime":1133.16,"body":"and started trying to"},{"speaker":"JAY ESHELMAN","startTime":1130.1,"endTime":1133.16,"body":"build the quality back in"},{"speaker":"JAY ESHELMAN","startTime":1133.16,"endTime":1136.43,"body":"to start getting that"},{"speaker":"JAY ESHELMAN","startTime":1133.16,"endTime":1136.43,"body":"loyalty and trust back."},{"speaker":"JAY ESHELMAN","startTime":1136.43,"endTime":1138.08,"body":"And that's an ongoing challenge."},{"speaker":"JAY ESHELMAN","startTime":1138.08,"endTime":1139.94,"body":"I mean, we're not"},{"speaker":"JAY ESHELMAN","startTime":1138.08,"endTime":1139.94,"body":"completely there yet,"},{"speaker":"JAY ESHELMAN","startTime":1139.94,"endTime":1142.37,"body":"but that's the most"},{"speaker":"JAY ESHELMAN","startTime":1139.94,"endTime":1142.37,"body":"important thing."},{"speaker":"JAY ESHELMAN","startTime":1142.37,"endTime":1146.72,"body":"When I think about the"},{"speaker":"JAY ESHELMAN","startTime":1142.37,"endTime":1146.72,"body":"success in small business,"},{"speaker":"JAY ESHELMAN","startTime":1146.72,"endTime":1150.33,"body":"I've got to turn in that 50%"},{"speaker":"JAY ESHELMAN","startTime":1146.72,"endTime":1150.33,"body":"of the lead flow back on,"},{"speaker":"JAY ESHELMAN","startTime":1150.33,"endTime":1152.24,"body":"and it's a kind of"},{"speaker":"JAY ESHELMAN","startTime":1150.33,"endTime":1152.24,"body":"a trickle right now"},{"speaker":"JAY ESHELMAN","startTime":1152.24,"endTime":1153.98,"body":"because it's in pockets."},{"speaker":"JAY ESHELMAN","startTime":1153.98,"endTime":1155.96,"body":"We've got little"},{"speaker":"JAY ESHELMAN","startTime":1153.98,"endTime":1155.96,"body":"pockets of greatness,"},{"speaker":"JAY ESHELMAN","startTime":1155.96,"endTime":1157.28,"body":"and it's a good referral flow."},{"speaker":"JAY ESHELMAN","startTime":1157.28,"endTime":1159.958,"body":"In other parts, it's a desert."},{"speaker":"REED HOLZWORTH","startTime":1159.958,"endTime":1162.5,"body":"What do you see"},{"speaker":"REED HOLZWORTH","startTime":1159.958,"endTime":1162.5,"body":"as the biggest kind of growth"},{"speaker":"REED HOLZWORTH","startTime":1162.5,"endTime":1164.36,"body":"lever for you and your units?"},{"speaker":"REED HOLZWORTH","startTime":1164.36,"endTime":1165.53,"body":"The Affinity stuff?"},{"speaker":"REED HOLZWORTH","startTime":1165.53,"endTime":1167.21,"body":"I could see that"},{"speaker":"REED HOLZWORTH","startTime":1165.53,"endTime":1167.21,"body":"being a big one,"},{"speaker":"REED HOLZWORTH","startTime":1167.21,"endTime":1169.343,"body":"especially with your name"},{"speaker":"REED HOLZWORTH","startTime":1167.21,"endTime":1169.343,"body":"and brand and whatnot"},{"speaker":"REED HOLZWORTH","startTime":1169.343,"endTime":1171.76,"body":"coming in and building those"},{"speaker":"REED HOLZWORTH","startTime":1169.343,"endTime":1171.76,"body":"products for those companies."},{"speaker":"JAY ESHELMAN","startTime":1171.76,"endTime":1173.26,"body":"Affinity is very cool."},{"speaker":"JAY ESHELMAN","startTime":1173.26,"endTime":1176.33,"body":"It's a different sales approach."},{"speaker":"JAY ESHELMAN","startTime":1176.33,"endTime":1183.11,"body":"You're selling the ability"},{"speaker":"JAY ESHELMAN","startTime":1176.33,"endTime":1183.11,"body":"to customize and deliver"},{"speaker":"JAY ESHELMAN","startTime":1183.11,"endTime":1187.74,"body":"a product to their members"},{"speaker":"JAY ESHELMAN","startTime":1183.11,"endTime":1187.74,"body":"that they care about."},{"speaker":"JAY ESHELMAN","startTime":1187.74,"endTime":1191.39,"body":"So it's more"},{"speaker":"JAY ESHELMAN","startTime":1187.74,"endTime":1191.39,"body":"business development,"},{"speaker":"JAY ESHELMAN","startTime":1191.39,"endTime":1194.39,"body":"I would say, up"},{"speaker":"JAY ESHELMAN","startTime":1191.39,"endTime":1194.39,"body":"front, and then it's"},{"speaker":"JAY ESHELMAN","startTime":1194.39,"endTime":1197.33,"body":"almost like building a"},{"speaker":"JAY ESHELMAN","startTime":1194.39,"endTime":1197.33,"body":"program for every deal."},{"speaker":"JAY ESHELMAN","startTime":1197.33,"endTime":1198.53,"body":"You're building the product."},{"speaker":"JAY ESHELMAN","startTime":1198.53,"endTime":1202.55,"body":"You've got to build the"},{"speaker":"JAY ESHELMAN","startTime":1198.53,"endTime":1202.55,"body":"technology delivery."},{"speaker":"JAY ESHELMAN","startTime":1202.55,"endTime":1204.95,"body":"You've got to think through"},{"speaker":"JAY ESHELMAN","startTime":1202.55,"endTime":1204.95,"body":"new processes and stuff"},{"speaker":"JAY ESHELMAN","startTime":1204.95,"endTime":1207.14,"body":"because each one is"},{"speaker":"JAY ESHELMAN","startTime":1204.95,"endTime":1207.14,"body":"kind of different,"},{"speaker":"JAY ESHELMAN","startTime":1207.14,"endTime":1211.04,"body":"and then you've got several"},{"speaker":"JAY ESHELMAN","startTime":1207.14,"endTime":1211.04,"body":"mouths to feed and people"},{"speaker":"JAY ESHELMAN","startTime":1211.04,"endTime":1211.92,"body":"in the equation."},{"speaker":"JAY ESHELMAN","startTime":1211.92,"endTime":1213.95,"body":"So for instance, you"},{"speaker":"JAY ESHELMAN","startTime":1211.92,"endTime":1213.95,"body":"build a marketing plan,"},{"speaker":"JAY ESHELMAN","startTime":1213.95,"endTime":1216.98,"body":"but you got to do it"},{"speaker":"JAY ESHELMAN","startTime":1213.95,"endTime":1216.98,"body":"through that third party."},{"speaker":"JAY ESHELMAN","startTime":1216.98,"endTime":1218.55,"body":"You're not just"},{"speaker":"JAY ESHELMAN","startTime":1216.98,"endTime":1218.55,"body":"doing it on your own."},{"speaker":"REED HOLZWORTH","startTime":1218.55,"endTime":1219.9,"body":"Yeah, it's so true."},{"speaker":"JAY ESHELMAN","startTime":1219.9,"endTime":1221.983,"body":"And so there's"},{"speaker":"JAY ESHELMAN","startTime":1219.9,"endTime":1221.983,"body":"a lot of coordination"},{"speaker":"JAY ESHELMAN","startTime":1221.983,"endTime":1222.89,"body":"and cooperation."},{"speaker":"JAY ESHELMAN","startTime":1222.89,"endTime":1225.89,"body":"But what is cool is"},{"speaker":"JAY ESHELMAN","startTime":1222.89,"endTime":1225.89,"body":"once you get them going,"},{"speaker":"JAY ESHELMAN","startTime":1225.89,"endTime":1227.88,"body":"then you just pour gas on it."},{"speaker":"REED HOLZWORTH","startTime":1227.88,"endTime":1229.13,"body":"Yeah, totally."},{"speaker":"JAY ESHELMAN","startTime":1229.13,"endTime":1230.81,"body":"A lot"},{"speaker":"JAY ESHELMAN","startTime":1229.13,"endTime":1230.81,"body":"of them grow nicely,"},{"speaker":"JAY ESHELMAN","startTime":1230.81,"endTime":1237.41,"body":"so longer lead time upfront, but"},{"speaker":"JAY ESHELMAN","startTime":1230.81,"endTime":1237.41,"body":"good rewards on the back end."},{"speaker":"JAY ESHELMAN","startTime":1237.41,"endTime":1242.36,"body":"And what I think is exciting"},{"speaker":"JAY ESHELMAN","startTime":1237.41,"endTime":1242.36,"body":"is, since I have all three"},{"speaker":"JAY ESHELMAN","startTime":1242.36,"endTime":1245.6,"body":"of these groups together,"},{"speaker":"JAY ESHELMAN","startTime":1242.36,"endTime":1245.6,"body":"we're not quite there"},{"speaker":"JAY ESHELMAN","startTime":1245.6,"endTime":1246.613,"body":"with our systems yet."},{"speaker":"JAY ESHELMAN","startTime":1246.613,"endTime":1248.03,"body":"But once we get"},{"speaker":"JAY ESHELMAN","startTime":1246.613,"endTime":1248.03,"body":"to the point where"},{"speaker":"JAY ESHELMAN","startTime":1248.03,"endTime":1252.498,"body":"we can really data share"},{"speaker":"JAY ESHELMAN","startTime":1248.03,"endTime":1252.498,"body":"across the three groups really"},{"speaker":"JAY ESHELMAN","startTime":1252.498,"endTime":1253.04,"body":"effectively--"},{"speaker":"REED HOLZWORTH","startTime":1253.04,"endTime":1253.34,"body":"Oh, yeah."},{"speaker":"REED HOLZWORTH","startTime":1253.34,"endTime":1253.91,"body":"Oh, true."},{"speaker":"JAY ESHELMAN","startTime":1253.91,"endTime":1256.31,"body":"There is tons"},{"speaker":"JAY ESHELMAN","startTime":1253.91,"endTime":1256.31,"body":"of cross-selling ability"},{"speaker":"JAY ESHELMAN","startTime":1256.31,"endTime":1261.41,"body":"that we're not executing"},{"speaker":"JAY ESHELMAN","startTime":1256.31,"endTime":1261.41,"body":"on yet, but that's"},{"speaker":"JAY ESHELMAN","startTime":1261.41,"endTime":1264.89,"body":"an exciting opportunity"},{"speaker":"JAY ESHELMAN","startTime":1261.41,"endTime":1264.89,"body":"for us in the future"},{"speaker":"JAY ESHELMAN","startTime":1264.89,"endTime":1268.88,"body":"because these members, they have"},{"speaker":"JAY ESHELMAN","startTime":1264.89,"endTime":1268.88,"body":"a personalized need as well."},{"speaker":"JAY ESHELMAN","startTime":1268.88,"endTime":1273.12,"body":"And they might own a small"},{"speaker":"JAY ESHELMAN","startTime":1268.88,"endTime":1273.12,"body":"business or whatever."},{"speaker":"JAY ESHELMAN","startTime":1273.12,"endTime":1275.87,"body":"So I think, the three"},{"speaker":"JAY ESHELMAN","startTime":1273.12,"endTime":1275.87,"body":"are pretty symbiotic."},{"speaker":"REED HOLZWORTH","startTime":1275.87,"endTime":1278.09,"body":"Yeah,"},{"speaker":"REED HOLZWORTH","startTime":1275.87,"endTime":1278.09,"body":"it's pretty awesome, man."},{"speaker":"REED HOLZWORTH","startTime":1278.09,"endTime":1279.77,"body":"What do you see as a challenge?"},{"speaker":"REED HOLZWORTH","startTime":1279.77,"endTime":1283.08,"body":"What kind of challenges do"},{"speaker":"REED HOLZWORTH","startTime":1279.77,"endTime":1283.08,"body":"you face like technology wise?"},{"speaker":"REED HOLZWORTH","startTime":1283.08,"endTime":1286.31,"body":"I mean, I'm sure you face a"},{"speaker":"REED HOLZWORTH","startTime":1283.08,"endTime":1286.31,"body":"lot of them, but tech like you"},{"speaker":"REED HOLZWORTH","startTime":1286.31,"endTime":1288.02,"body":"said in the"},{"speaker":"REED HOLZWORTH","startTime":1286.31,"endTime":1288.02,"body":"beginning, technology"},{"speaker":"REED HOLZWORTH","startTime":1288.02,"endTime":1291.68,"body":"is kind of your secret sauce"},{"speaker":"REED HOLZWORTH","startTime":1288.02,"endTime":1291.68,"body":"in making all of this work"},{"speaker":"REED HOLZWORTH","startTime":1291.68,"endTime":1294.38,"body":"as efficiently as possible"},{"speaker":"REED HOLZWORTH","startTime":1291.68,"endTime":1294.38,"body":"outside of the right people"},{"speaker":"REED HOLZWORTH","startTime":1294.38,"endTime":1296.54,"body":"and the right seat"},{"speaker":"REED HOLZWORTH","startTime":1294.38,"endTime":1296.54,"body":"and all of that."},{"speaker":"REED HOLZWORTH","startTime":1296.54,"endTime":1298.73,"body":"But I assume you've"},{"speaker":"REED HOLZWORTH","startTime":1296.54,"endTime":1298.73,"body":"struggled a lot"},{"speaker":"REED HOLZWORTH","startTime":1298.73,"endTime":1299.98,"body":"with technology along the way."},{"speaker":"REED HOLZWORTH","startTime":1299.98,"endTime":1301.438,"body":"And you've been"},{"speaker":"REED HOLZWORTH","startTime":1299.98,"endTime":1301.438,"body":"doing this a while."},{"speaker":"REED HOLZWORTH","startTime":1301.438,"endTime":1303.41,"body":"And a lot of this stuff"},{"speaker":"REED HOLZWORTH","startTime":1301.438,"endTime":1303.41,"body":"is just now starting"},{"speaker":"REED HOLZWORTH","startTime":1303.41,"endTime":1306.427,"body":"to come out come about to really"},{"speaker":"REED HOLZWORTH","startTime":1303.41,"endTime":1306.427,"body":"help streamline some of this."},{"speaker":"REED HOLZWORTH","startTime":1306.427,"endTime":1307.76,"body":"I mean, what's your experience--"},{"speaker":"JAY ESHELMAN","startTime":1307.76,"endTime":1313.46,"body":"A good"},{"speaker":"JAY ESHELMAN","startTime":1307.76,"endTime":1313.46,"body":"example is the Sensei world."},{"speaker":"JAY ESHELMAN","startTime":1313.46,"endTime":1315.71,"body":"People have been using Easy"},{"speaker":"JAY ESHELMAN","startTime":1313.46,"endTime":1315.71,"body":"Links on the personal line"},{"speaker":"JAY ESHELMAN","startTime":1315.71,"endTime":1318.65,"body":"side for a while, but there"},{"speaker":"JAY ESHELMAN","startTime":1315.71,"endTime":1318.65,"body":"wasn't a good small business"},{"speaker":"JAY ESHELMAN","startTime":1318.65,"endTime":1319.98,"body":"one."},{"speaker":"JAY ESHELMAN","startTime":1319.98,"endTime":1324.027,"body":"And over the last couple of"},{"speaker":"JAY ESHELMAN","startTime":1319.98,"endTime":1324.027,"body":"years, several have emerged."},{"speaker":"REED HOLZWORTH","startTime":1324.027,"endTime":1324.86,"body":"Yes."},{"speaker":"JAY ESHELMAN","startTime":1324.86,"endTime":1329.57,"body":"So we partnered"},{"speaker":"JAY ESHELMAN","startTime":1324.86,"endTime":1329.57,"body":"with one called Tarmika in 2021"},{"speaker":"JAY ESHELMAN","startTime":1329.57,"endTime":1332.99,"body":"and mostly focused"},{"speaker":"JAY ESHELMAN","startTime":1329.57,"endTime":1332.99,"body":"on new business"},{"speaker":"JAY ESHELMAN","startTime":1332.99,"endTime":1336.26,"body":"approaches and"},{"speaker":"JAY ESHELMAN","startTime":1332.99,"endTime":1336.26,"body":"strategic partnership"},{"speaker":"JAY ESHELMAN","startTime":1336.26,"endTime":1337.97,"body":"like white labeling"},{"speaker":"JAY ESHELMAN","startTime":1336.26,"endTime":1337.97,"body":"it, so that we"},{"speaker":"JAY ESHELMAN","startTime":1337.97,"endTime":1341.18,"body":"could bring lead flow in"},{"speaker":"JAY ESHELMAN","startTime":1337.97,"endTime":1341.18,"body":"through a system that could--"},{"speaker":"REED HOLZWORTH","startTime":1341.18,"endTime":1344.21,"body":"You use"},{"speaker":"REED HOLZWORTH","startTime":1341.18,"endTime":1344.21,"body":"the tunnel and the bridge,"},{"speaker":"REED HOLZWORTH","startTime":1344.21,"endTime":1344.752,"body":"basically."},{"speaker":"REED HOLZWORTH","startTime":1344.752,"endTime":1347.21,"body":"And for those that don't know,"},{"speaker":"REED HOLZWORTH","startTime":1344.752,"endTime":1347.21,"body":"they're kind of funny names."},{"speaker":"REED HOLZWORTH","startTime":1347.21,"endTime":1347.71,"body":"[LAUGHS]"},{"speaker":"REED HOLZWORTH","startTime":1347.71,"endTime":1350.6,"body":"Thank you, Rogoff, for your"},{"speaker":"REED HOLZWORTH","startTime":1347.71,"endTime":1350.6,"body":"great naming conventions there."},{"speaker":"REED HOLZWORTH","startTime":1350.6,"endTime":1351.47,"body":"[LAUGHS]"},{"speaker":"REED HOLZWORTH","startTime":1351.47,"endTime":1354.8,"body":"But the tunnel was really"},{"speaker":"REED HOLZWORTH","startTime":1351.47,"endTime":1354.8,"body":"kind of more the pipes, where"},{"speaker":"REED HOLZWORTH","startTime":1354.8,"endTime":1357.68,"body":"you kind of build out"},{"speaker":"REED HOLZWORTH","startTime":1354.8,"endTime":1357.68,"body":"your own solution in ways"},{"speaker":"REED HOLZWORTH","startTime":1357.68,"endTime":1361.56,"body":"and connect that up and"},{"speaker":"REED HOLZWORTH","startTime":1357.68,"endTime":1361.56,"body":"can embed the solution."},{"speaker":"REED HOLZWORTH","startTime":1361.56,"endTime":1363.183,"body":"In other products, if you will."},{"speaker":"JAY ESHELMAN","startTime":1363.183,"endTime":1364.1,"body":"Exactly."},{"speaker":"REED HOLZWORTH","startTime":1364.1,"endTime":1365.3,"body":"Right?"},{"speaker":"REED HOLZWORTH","startTime":1365.3,"endTime":1369.257,"body":"And I think you're using"},{"speaker":"REED HOLZWORTH","startTime":1365.3,"endTime":1369.257,"body":"more tunnel than bridge."},{"speaker":"REED HOLZWORTH","startTime":1369.257,"endTime":1370.84,"body":"I know this because"},{"speaker":"REED HOLZWORTH","startTime":1369.257,"endTime":1370.84,"body":"we bought Tarmika,"},{"speaker":"REED HOLZWORTH","startTime":1370.84,"endTime":1373.278,"body":"so I'm involved in some of that."},{"speaker":"JAY ESHELMAN","startTime":1373.278,"endTime":1374.57,"body":"We're doing both."},{"speaker":"JAY ESHELMAN","startTime":1374.57,"endTime":1378.55,"body":"So the bridge, basically helps"},{"speaker":"JAY ESHELMAN","startTime":1374.57,"endTime":1378.55,"body":"our people quote new business"},{"speaker":"JAY ESHELMAN","startTime":1378.55,"endTime":1381.82,"body":"with multiple carriers"},{"speaker":"JAY ESHELMAN","startTime":1378.55,"endTime":1381.82,"body":"simultaneously"},{"speaker":"JAY ESHELMAN","startTime":1381.82,"endTime":1385.57,"body":"and streamlines that process."},{"speaker":"JAY ESHELMAN","startTime":1385.57,"endTime":1387.94,"body":"We're now doing that with"},{"speaker":"JAY ESHELMAN","startTime":1385.57,"endTime":1387.94,"body":"the renewal marketing"},{"speaker":"JAY ESHELMAN","startTime":1387.94,"endTime":1389.33,"body":"and things like that."},{"speaker":"JAY ESHELMAN","startTime":1389.33,"endTime":1391.78,"body":"But then the tunnel"},{"speaker":"JAY ESHELMAN","startTime":1389.33,"endTime":1391.78,"body":"is great for us"},{"speaker":"JAY ESHELMAN","startTime":1391.78,"endTime":1395.23,"body":"because we have interested"},{"speaker":"JAY ESHELMAN","startTime":1391.78,"endTime":1395.23,"body":"partners, who want"},{"speaker":"JAY ESHELMAN","startTime":1395.23,"endTime":1396.76,"body":"to have an insurance offering."},{"speaker":"REED HOLZWORTH","startTime":1396.76,"endTime":1398.35,"body":"Yep."},{"speaker":"JAY ESHELMAN","startTime":1398.35,"endTime":1401.35,"body":"But we don't want"},{"speaker":"JAY ESHELMAN","startTime":1398.35,"endTime":1401.35,"body":"to go staff up 30 more people"},{"speaker":"JAY ESHELMAN","startTime":1401.35,"endTime":1405.19,"body":"to just start doing all"},{"speaker":"JAY ESHELMAN","startTime":1401.35,"endTime":1405.19,"body":"this stuff ourselves."},{"speaker":"JAY ESHELMAN","startTime":1405.19,"endTime":1411.79,"body":"So they can the interested party"},{"speaker":"JAY ESHELMAN","startTime":1405.19,"endTime":1411.79,"body":"can start a digital journey"},{"speaker":"JAY ESHELMAN","startTime":1411.79,"endTime":1413.95,"body":"online with that partner."},{"speaker":"JAY ESHELMAN","startTime":1413.95,"endTime":1415.66,"body":"Put in information."},{"speaker":"JAY ESHELMAN","startTime":1415.66,"endTime":1420.43,"body":"Start to see who the"},{"speaker":"JAY ESHELMAN","startTime":1415.66,"endTime":1420.43,"body":"suggested carriers are,"},{"speaker":"JAY ESHELMAN","startTime":1420.43,"endTime":1422.56,"body":"and then our team,"},{"speaker":"JAY ESHELMAN","startTime":1420.43,"endTime":1422.56,"body":"our sales team"},{"speaker":"JAY ESHELMAN","startTime":1422.56,"endTime":1423.92,"body":"can get involved at that point."},{"speaker":"JAY ESHELMAN","startTime":1423.92,"endTime":1426.41,"body":"So it get some way"},{"speaker":"JAY ESHELMAN","startTime":1423.92,"endTime":1426.41,"body":"further down the funnel,"},{"speaker":"JAY ESHELMAN","startTime":1426.41,"endTime":1428.83,"body":"which is great for"},{"speaker":"JAY ESHELMAN","startTime":1426.41,"endTime":1428.83,"body":"us because then we've"},{"speaker":"JAY ESHELMAN","startTime":1428.83,"endTime":1431.26,"body":"got the information"},{"speaker":"JAY ESHELMAN","startTime":1428.83,"endTime":1431.26,"body":"at our fingertips,"},{"speaker":"JAY ESHELMAN","startTime":1431.26,"endTime":1434.123,"body":"and we have a"},{"speaker":"JAY ESHELMAN","startTime":1431.26,"endTime":1434.123,"body":"better conversation."},{"speaker":"JAY ESHELMAN","startTime":1434.123,"endTime":1435.04,"body":"So that's pretty cool."},{"speaker":"REED HOLZWORTH","startTime":1435.04,"endTime":1436.54,"body":"That is pretty cool."},{"speaker":"REED HOLZWORTH","startTime":1436.54,"endTime":1439.54,"body":"Do you have a bunch of"},{"speaker":"REED HOLZWORTH","startTime":1436.54,"endTime":1439.54,"body":"insurance technology companies?"},{"speaker":"REED HOLZWORTH","startTime":1439.54,"endTime":1441.79,"body":"InsurTech guys that can"},{"speaker":"REED HOLZWORTH","startTime":1439.54,"endTime":1441.79,"body":"call on you and try to--"},{"speaker":"JAY ESHELMAN","startTime":1441.79,"endTime":1442.33,"body":"For sure."},{"speaker":"REED HOLZWORTH","startTime":1442.33,"endTime":1444.1,"body":"--tell you"},{"speaker":"REED HOLZWORTH","startTime":1442.33,"endTime":1444.1,"body":"that they have the next best"},{"speaker":"REED HOLZWORTH","startTime":1444.1,"endTime":1445.15,"body":"thing out there?"},{"speaker":"REED HOLZWORTH","startTime":1445.15,"endTime":1446.65,"body":"I bet you get a"},{"speaker":"REED HOLZWORTH","startTime":1445.15,"endTime":1446.65,"body":"lot of that, right?"},{"speaker":"JAY ESHELMAN","startTime":1446.65,"endTime":1450.1,"body":"Yeah, I've done"},{"speaker":"JAY ESHELMAN","startTime":1446.65,"endTime":1450.1,"body":"so many wild goose chases."},{"speaker":"JAY ESHELMAN","startTime":1450.1,"endTime":1451.54,"body":"[LAUGHS]"},{"speaker":"JAY ESHELMAN","startTime":1451.54,"endTime":1455.32,"body":"I've learned that I need to ask"},{"speaker":"JAY ESHELMAN","startTime":1451.54,"endTime":1455.32,"body":"the hard questions up front,"},{"speaker":"JAY ESHELMAN","startTime":1455.32,"endTime":1458.02,"body":"you know like, how"},{"speaker":"JAY ESHELMAN","startTime":1455.32,"endTime":1458.02,"body":"would you envision"},{"speaker":"JAY ESHELMAN","startTime":1458.02,"endTime":1462.04,"body":"this integrating with this"},{"speaker":"JAY ESHELMAN","startTime":1458.02,"endTime":1462.04,"body":"tech stack that we're running?"},{"speaker":"JAY ESHELMAN","startTime":1462.04,"endTime":1464.32,"body":"And I tell them"},{"speaker":"JAY ESHELMAN","startTime":1462.04,"endTime":1464.32,"body":"about that tech stack"},{"speaker":"JAY ESHELMAN","startTime":1464.32,"endTime":1467.47,"body":"and make sure that they have"},{"speaker":"JAY ESHELMAN","startTime":1464.32,"endTime":1467.47,"body":"good answers to that before we"},{"speaker":"JAY ESHELMAN","startTime":1467.47,"endTime":1470.89,"body":"go too far because there's"},{"speaker":"JAY ESHELMAN","startTime":1467.47,"endTime":1470.89,"body":"been a lot of conversations,"},{"speaker":"JAY ESHELMAN","startTime":1470.89,"endTime":1474.22,"body":"where you walk away going,"},{"speaker":"JAY ESHELMAN","startTime":1470.89,"endTime":1474.22,"body":"man, that's really cool,"},{"speaker":"JAY ESHELMAN","startTime":1474.22,"endTime":1475.72,"body":"but it's just not"},{"speaker":"JAY ESHELMAN","startTime":1474.22,"endTime":1475.72,"body":"practical for me."},{"speaker":"JAY ESHELMAN","startTime":1475.72,"endTime":1479.89,"body":"Like I don't know how I"},{"speaker":"JAY ESHELMAN","startTime":1475.72,"endTime":1479.89,"body":"would actually use that,"},{"speaker":"JAY ESHELMAN","startTime":1479.89,"endTime":1484.06,"body":"because the thing we hear"},{"speaker":"JAY ESHELMAN","startTime":1479.89,"endTime":1484.06,"body":"overwhelmingly from our team"},{"speaker":"JAY ESHELMAN","startTime":1484.06,"endTime":1486.893,"body":"is, don't put another"},{"speaker":"JAY ESHELMAN","startTime":1484.06,"endTime":1486.893,"body":"tool on my desk."},{"speaker":"REED HOLZWORTH","startTime":1486.893,"endTime":1487.81,"body":"Right."},{"speaker":"JAY ESHELMAN","startTime":1487.81,"endTime":1490.09,"body":"We are in"},{"speaker":"JAY ESHELMAN","startTime":1487.81,"endTime":1490.09,"body":"too many systems already,"},{"speaker":"JAY ESHELMAN","startTime":1490.09,"endTime":1492.67,"body":"and that's the challenge."},{"speaker":"JAY ESHELMAN","startTime":1492.67,"endTime":1496.34,"body":"Bouncing in and out of 20"},{"speaker":"JAY ESHELMAN","startTime":1492.67,"endTime":1496.34,"body":"systems is not fun every day."},{"speaker":"REED HOLZWORTH","startTime":1496.34,"endTime":1498.34,"body":"What does"},{"speaker":"REED HOLZWORTH","startTime":1496.34,"endTime":1498.34,"body":"that look like for you"},{"speaker":"REED HOLZWORTH","startTime":1498.34,"endTime":1499.96,"body":"in this kind of perfect state?"},{"speaker":"REED HOLZWORTH","startTime":1499.96,"endTime":1501.867,"body":"Everything connected,"},{"speaker":"REED HOLZWORTH","startTime":1499.96,"endTime":1501.867,"body":"one system?"},{"speaker":"JAY ESHELMAN","startTime":1501.867,"endTime":1503.95,"body":"Yeah, at"},{"speaker":"JAY ESHELMAN","startTime":1501.867,"endTime":1503.95,"body":"least talking to each other"},{"speaker":"JAY ESHELMAN","startTime":1503.95,"endTime":1505.18,"body":"very well."},{"speaker":"JAY ESHELMAN","startTime":1505.18,"endTime":1508.54,"body":"But yeah, if you"},{"speaker":"JAY ESHELMAN","startTime":1505.18,"endTime":1508.54,"body":"could be doing it"},{"speaker":"JAY ESHELMAN","startTime":1508.54,"endTime":1511.21,"body":"in one system and"},{"speaker":"JAY ESHELMAN","startTime":1508.54,"endTime":1511.21,"body":"then that becomes"},{"speaker":"JAY ESHELMAN","startTime":1511.21,"endTime":1513.91,"body":"the system of record that"},{"speaker":"JAY ESHELMAN","startTime":1511.21,"endTime":1513.91,"body":"feeds everything else,"},{"speaker":"JAY ESHELMAN","startTime":1513.91,"endTime":1515.26,"body":"that's the ideal state."},{"speaker":"REED HOLZWORTH","startTime":1515.26,"endTime":1517.757,"body":"Yeah, I think"},{"speaker":"REED HOLZWORTH","startTime":1515.26,"endTime":1517.757,"body":"things are getting there."},{"speaker":"REED HOLZWORTH","startTime":1517.757,"endTime":1518.59,"body":"It's getting closer."},{"speaker":"JAY ESHELMAN","startTime":1518.59,"endTime":1520.923,"body":"Yeah, I'm super"},{"speaker":"JAY ESHELMAN","startTime":1518.59,"endTime":1520.923,"body":"encouraged by the progress"},{"speaker":"JAY ESHELMAN","startTime":1520.923,"endTime":1521.97,"body":"the last two years."},{"speaker":"REED HOLZWORTH","startTime":1521.97,"endTime":1522.76,"body":"Yeah, no kidding."},{"speaker":"JAY ESHELMAN","startTime":1522.76,"endTime":1524.2,"body":"People are"},{"speaker":"JAY ESHELMAN","startTime":1522.76,"endTime":1524.2,"body":"thinking that way now."},{"speaker":"REED HOLZWORTH","startTime":1524.2,"endTime":1524.56,"body":"Absolutely."},{"speaker":"JAY ESHELMAN","startTime":1524.56,"endTime":1525.7,"body":"It's like,"},{"speaker":"JAY ESHELMAN","startTime":1524.56,"endTime":1525.7,"body":"five years ago, they"},{"speaker":"JAY ESHELMAN","startTime":1525.7,"endTime":1526.58,"body":"weren't thinking that way."},{"speaker":"REED HOLZWORTH","startTime":1526.58,"endTime":1527.81,"body":"No, not at all."},{"speaker":"REED HOLZWORTH","startTime":1527.81,"endTime":1528.935,"body":"But I think it's different."},{"speaker":"REED HOLZWORTH","startTime":1528.935,"endTime":1531.65,"body":"I think five years ago,"},{"speaker":"REED HOLZWORTH","startTime":1528.935,"endTime":1531.65,"body":"guys like yourself,"},{"speaker":"REED HOLZWORTH","startTime":1531.65,"endTime":1534.4,"body":"weren't building these programs"},{"speaker":"REED HOLZWORTH","startTime":1531.65,"endTime":1534.4,"body":"and really focusing on it."},{"speaker":"JAY ESHELMAN","startTime":1534.4,"endTime":1534.94,"body":"Maybe true."},{"speaker":"REED HOLZWORTH","startTime":1534.94,"endTime":1536.365,"body":"Yeah, so I"},{"speaker":"REED HOLZWORTH","startTime":1534.94,"endTime":1536.365,"body":"think it's really driving--"},{"speaker":"JAY ESHELMAN","startTime":1536.365,"endTime":1538.27,"body":"But it's a problem"},{"speaker":"JAY ESHELMAN","startTime":1536.365,"endTime":1538.27,"body":"that all the independent agents"},{"speaker":"JAY ESHELMAN","startTime":1538.27,"endTime":1539.59,"body":"have had for years, right?"},{"speaker":"REED HOLZWORTH","startTime":1539.59,"endTime":1539.86,"body":"Yeah."},{"speaker":"JAY ESHELMAN","startTime":1539.86,"endTime":1540.818,"body":"You know?"},{"speaker":"JAY ESHELMAN","startTime":1540.818,"endTime":1544.75,"body":"It's, OK, so we're supposed to"},{"speaker":"JAY ESHELMAN","startTime":1540.818,"endTime":1544.75,"body":"get into 10 different carrier"},{"speaker":"JAY ESHELMAN","startTime":1544.75,"endTime":1547.403,"body":"systems and do all these"},{"speaker":"JAY ESHELMAN","startTime":1544.75,"endTime":1547.403,"body":"things individually?"},{"speaker":"REED HOLZWORTH","startTime":1547.403,"endTime":1548.32,"body":"Right."},{"speaker":"JAY ESHELMAN","startTime":1548.32,"endTime":1549.67,"body":"OK,"},{"speaker":"JAY ESHELMAN","startTime":1548.32,"endTime":1549.67,"body":"that's not great."},{"speaker":"JAY ESHELMAN","startTime":1549.67,"endTime":1550.21,"body":"[LAUGHS]"},{"speaker":"REED HOLZWORTH","startTime":1550.21,"endTime":1551.92,"body":"It's"},{"speaker":"REED HOLZWORTH","startTime":1550.21,"endTime":1551.92,"body":"funny because we still"},{"speaker":"REED HOLZWORTH","startTime":1551.92,"endTime":1553.003,"body":"hear it all the time, man."},{"speaker":"REED HOLZWORTH","startTime":1553.003,"endTime":1555.7,"body":"So many agencies-- they push"},{"speaker":"REED HOLZWORTH","startTime":1553.003,"endTime":1555.7,"body":"back, and they're like, well,"},{"speaker":"REED HOLZWORTH","startTime":1555.7,"endTime":1559.09,"body":"we are people still like to just"},{"speaker":"REED HOLZWORTH","startTime":1555.7,"endTime":1559.09,"body":"go to the individual portals"},{"speaker":"REED HOLZWORTH","startTime":1559.09,"endTime":1561.55,"body":"and quote and do all of that."},{"speaker":"REED HOLZWORTH","startTime":1561.55,"endTime":1562.67,"body":"Blows my mind."},{"speaker":"REED HOLZWORTH","startTime":1562.67,"endTime":1563.17,"body":"You know?"},{"speaker":"REED HOLZWORTH","startTime":1563.17,"endTime":1566.77,"body":"But they're not looking at all"},{"speaker":"REED HOLZWORTH","startTime":1563.17,"endTime":1566.77,"body":"the numbers like you guys are."},{"speaker":"REED HOLZWORTH","startTime":1566.77,"endTime":1570.83,"body":"And you're very efficient"},{"speaker":"REED HOLZWORTH","startTime":1566.77,"endTime":1570.83,"body":"company in that way."},{"speaker":"REED HOLZWORTH","startTime":1570.83,"endTime":1573.08,"body":"And I think as you have a"},{"speaker":"REED HOLZWORTH","startTime":1570.83,"endTime":1573.08,"body":"large business, you have to."},{"speaker":"REED HOLZWORTH","startTime":1573.08,"endTime":1574.455,"body":"You have to watch"},{"speaker":"REED HOLZWORTH","startTime":1573.08,"endTime":1574.455,"body":"all the numbers"},{"speaker":"REED HOLZWORTH","startTime":1574.455,"endTime":1575.782,"body":"and understand everything."},{"speaker":"REED HOLZWORTH","startTime":1575.782,"endTime":1577.99,"body":"And when you really look at"},{"speaker":"REED HOLZWORTH","startTime":1575.782,"endTime":1577.99,"body":"it, it's a waste of time."},{"speaker":"JAY ESHELMAN","startTime":1577.99,"endTime":1581.62,"body":"I would also"},{"speaker":"JAY ESHELMAN","startTime":1577.99,"endTime":1581.62,"body":"say that that answer is"},{"speaker":"JAY ESHELMAN","startTime":1581.62,"endTime":1584.36,"body":"because the account manager"},{"speaker":"JAY ESHELMAN","startTime":1581.62,"endTime":1584.36,"body":"is comfortable in that system."},{"speaker":"JAY ESHELMAN","startTime":1584.36,"endTime":1585.94,"body":"That's what they know."},{"speaker":"JAY ESHELMAN","startTime":1585.94,"endTime":1588.61,"body":"But if you think"},{"speaker":"JAY ESHELMAN","startTime":1585.94,"endTime":1588.61,"body":"about it, they're"},{"speaker":"JAY ESHELMAN","startTime":1588.61,"endTime":1591.34,"body":"limiting what the"},{"speaker":"JAY ESHELMAN","startTime":1588.61,"endTime":1591.34,"body":"customer gets access"},{"speaker":"JAY ESHELMAN","startTime":1591.34,"endTime":1594.49,"body":"to because they're"},{"speaker":"JAY ESHELMAN","startTime":1591.34,"endTime":1594.49,"body":"deciding, I'm going"},{"speaker":"JAY ESHELMAN","startTime":1594.49,"endTime":1597.31,"body":"to work in this one system"},{"speaker":"JAY ESHELMAN","startTime":1594.49,"endTime":1597.31,"body":"with this one carrier"},{"speaker":"JAY ESHELMAN","startTime":1597.31,"endTime":1599.51,"body":"most of the time, and"},{"speaker":"JAY ESHELMAN","startTime":1597.31,"endTime":1599.51,"body":"I hope it fits you."},{"speaker":"REED HOLZWORTH","startTime":1599.51,"endTime":1600.76,"body":"Yeah, totally."},{"speaker":"JAY ESHELMAN","startTime":1600.76,"endTime":1601.09,"body":"Right?"},{"speaker":"REED HOLZWORTH","startTime":1601.09,"endTime":1601.42,"body":"Right."},{"speaker":"JAY ESHELMAN","startTime":1601.42,"endTime":1603.962,"body":"But that's not"},{"speaker":"JAY ESHELMAN","startTime":1601.42,"endTime":1603.962,"body":"the best thing for the customer."},{"speaker":"JAY ESHELMAN","startTime":1603.962,"endTime":1607.542,"body":"A customer should get"},{"speaker":"JAY ESHELMAN","startTime":1603.962,"endTime":1607.542,"body":"access to and looks from all"},{"speaker":"JAY ESHELMAN","startTime":1607.542,"endTime":1608.5,"body":"the different carriers."},{"speaker":"REED HOLZWORTH","startTime":1608.5,"endTime":1609.625,"body":"Absolutely."},{"speaker":"REED HOLZWORTH","startTime":1609.625,"endTime":1610.4,"body":"Totally."},{"speaker":"REED HOLZWORTH","startTime":1610.4,"endTime":1610.9,"body":"Totally."},{"speaker":"REED HOLZWORTH","startTime":1610.9,"endTime":1613.3,"body":"Well we're at time."},{"speaker":"REED HOLZWORTH","startTime":1613.3,"endTime":1614.695,"body":"One more question for you."},{"speaker":"REED HOLZWORTH","startTime":1614.695,"endTime":1615.82,"body":"What's your favorite drink?"},{"speaker":"REED HOLZWORTH","startTime":1615.82,"endTime":1616.967,"body":"What do you like to drink?"},{"speaker":"JAY ESHELMAN","startTime":1616.967,"endTime":1618.55,"body":"Oh,"},{"speaker":"JAY ESHELMAN","startTime":1616.967,"endTime":1618.55,"body":"good question, Reed."},{"speaker":"JAY ESHELMAN","startTime":1618.55,"endTime":1621.67,"body":"[LAUGHTER]"},{"speaker":"JAY ESHELMAN","startTime":1621.67,"endTime":1623.47,"body":"I like bourbon way"},{"speaker":"JAY ESHELMAN","startTime":1621.67,"endTime":1623.47,"body":"more than I should."},{"speaker":"JAY ESHELMAN","startTime":1623.47,"endTime":1624.37,"body":"That's my new hobby."},{"speaker":"REED HOLZWORTH","startTime":1624.37,"endTime":1626.453,"body":"I can see"},{"speaker":"REED HOLZWORTH","startTime":1624.37,"endTime":1626.453,"body":"you being a bourbon guy."},{"speaker":"JAY ESHELMAN","startTime":1626.453,"endTime":1629.36,"body":"Yeah, the I"},{"speaker":"JAY ESHELMAN","startTime":1626.453,"endTime":1629.36,"body":"like to make cocktails too."},{"speaker":"JAY ESHELMAN","startTime":1629.36,"endTime":1631.36,"body":"So when I have people"},{"speaker":"JAY ESHELMAN","startTime":1629.36,"endTime":1631.36,"body":"over, the cocktail I"},{"speaker":"JAY ESHELMAN","startTime":1631.36,"endTime":1632.86,"body":"always make for them--"},{"speaker":"JAY ESHELMAN","startTime":1632.86,"endTime":1634.068,"body":"it's called the boulevardier."},{"speaker":"REED HOLZWORTH","startTime":1634.068,"endTime":1635.652,"body":"OK,"},{"speaker":"REED HOLZWORTH","startTime":1634.068,"endTime":1635.652,"body":"I don't know this."},{"speaker":"REED HOLZWORTH","startTime":1635.652,"endTime":1636.22,"body":"No."},{"speaker":"JAY ESHELMAN","startTime":1636.22,"endTime":1637.18,"body":"You"},{"speaker":"JAY ESHELMAN","startTime":1636.22,"endTime":1637.18,"body":"ever had a Negroni?"},{"speaker":"REED HOLZWORTH","startTime":1637.18,"endTime":1637.69,"body":"Oh, yeah."},{"speaker":"REED HOLZWORTH","startTime":1637.69,"endTime":1638.08,"body":"Yeah."},{"speaker":"JAY ESHELMAN","startTime":1638.08,"endTime":1639.79,"body":"So it's"},{"speaker":"JAY ESHELMAN","startTime":1638.08,"endTime":1639.79,"body":"a bourbon Negroni."},{"speaker":"REED HOLZWORTH","startTime":1639.79,"endTime":1640.84,"body":"Oh, OK."},{"speaker":"JAY ESHELMAN","startTime":1640.84,"endTime":1643.007,"body":"It's Campari,"},{"speaker":"JAY ESHELMAN","startTime":1640.84,"endTime":1643.007,"body":"which is the bright red,"},{"speaker":"JAY ESHELMAN","startTime":1643.007,"endTime":1645.82,"body":"Italian liqueur, and then you"},{"speaker":"JAY ESHELMAN","startTime":1643.007,"endTime":1645.82,"body":"got to have good Vermouth ,"},{"speaker":"JAY ESHELMAN","startTime":1645.82,"endTime":1650.53,"body":"so I get Dolan which is the"},{"speaker":"JAY ESHELMAN","startTime":1645.82,"endTime":1650.53,"body":"French vermouth and those"},{"speaker":"JAY ESHELMAN","startTime":1650.53,"endTime":1651.43,"body":"three."},{"speaker":"JAY ESHELMAN","startTime":1651.43,"endTime":1653.728,"body":"Not quite in equal parts."},{"speaker":"JAY ESHELMAN","startTime":1653.728,"endTime":1655.27,"body":"I go a little heavier"},{"speaker":"JAY ESHELMAN","startTime":1653.728,"endTime":1655.27,"body":"on the bourbon."},{"speaker":"JAY ESHELMAN","startTime":1655.27,"endTime":1656.59,"body":"[LAUGHTER]"},{"speaker":"JAY ESHELMAN","startTime":1656.59,"endTime":1658.87,"body":"But it makes a"},{"speaker":"JAY ESHELMAN","startTime":1656.59,"endTime":1658.87,"body":"pretty good cocktail."},{"speaker":"JAY ESHELMAN","startTime":1658.87,"endTime":1659.53,"body":"People love it."},{"speaker":"JAY ESHELMAN","startTime":1659.53,"endTime":1660.58,"body":"[LAUGHS]"},{"speaker":"REED HOLZWORTH","startTime":1660.58,"endTime":1661.27,"body":"That's awesome, man."},{"speaker":"REED HOLZWORTH","startTime":1661.27,"endTime":1662.6,"body":"Well, thanks again for joining."},{"speaker":"JAY ESHELMAN","startTime":1662.6,"endTime":1663.076,"body":"Yeah,"},{"speaker":"JAY ESHELMAN","startTime":1662.6,"endTime":1663.076,"body":"good talking with you."},{"speaker":"REED HOLZWORTH","startTime":1663.076,"endTime":1663.58,"body":"Super good."},{"speaker":"REED HOLZWORTH","startTime":1663.58,"endTime":1664.7,"body":"Really good context."},{"speaker":"REED HOLZWORTH","startTime":1664.7,"endTime":1665.95,"body":"People are going to love this."},{"speaker":"REED HOLZWORTH","startTime":1665.95,"endTime":1668.68,"body":"I mean, it's really"},{"speaker":"REED HOLZWORTH","startTime":1665.95,"endTime":1668.68,"body":"great to understand"},{"speaker":"REED HOLZWORTH","startTime":1668.68,"endTime":1671.8,"body":"how your view on the"},{"speaker":"REED HOLZWORTH","startTime":1668.68,"endTime":1671.8,"body":"industry and these products"},{"speaker":"REED HOLZWORTH","startTime":1671.8,"endTime":1674.12,"body":"and these things and"},{"speaker":"REED HOLZWORTH","startTime":1671.8,"endTime":1674.12,"body":"what you guys are doing."},{"speaker":"REED HOLZWORTH","startTime":1674.12,"endTime":1675.76,"body":"I mean, Gallagher"},{"speaker":"REED HOLZWORTH","startTime":1674.12,"endTime":1675.76,"body":"is a monster, man."},{"speaker":"JAY ESHELMAN","startTime":1675.76,"endTime":1677.26,"body":"Well,"},{"speaker":"JAY ESHELMAN","startTime":1675.76,"endTime":1677.26,"body":"I appreciate it."},{"speaker":"JAY ESHELMAN","startTime":1677.26,"endTime":1679.78,"body":"We're glad to be a part of"},{"speaker":"JAY ESHELMAN","startTime":1677.26,"endTime":1679.78,"body":"the big guy, and I think,"},{"speaker":"JAY ESHELMAN","startTime":1679.78,"endTime":1682.93,"body":"this is great that we're putting"},{"speaker":"JAY ESHELMAN","startTime":1679.78,"endTime":1682.93,"body":"more focus on InsurTech to help"},{"speaker":"JAY ESHELMAN","startTime":1682.93,"endTime":1684.455,"body":"everybody swim through this--"},{"speaker":"REED HOLZWORTH","startTime":1684.455,"endTime":1685.33,"body":"100%."},{"speaker":"JAY ESHELMAN","startTime":1685.33,"endTime":1686.3,"body":"--crazy maze."},{"speaker":"REED HOLZWORTH","startTime":1686.3,"endTime":1687.0,"body":"Yeah, right?"},{"speaker":"REED HOLZWORTH","startTime":1687.0,"endTime":1687.78,"body":"[LAUGHTER]"},{"speaker":"REED HOLZWORTH","startTime":1687.78,"endTime":1688.78,"body":"Well, thanks again, Jay."},{"speaker":"REED HOLZWORTH","startTime":1688.78,"endTime":1689.697,"body":"I appreciate you, man."},{"speaker":"JAY ESHELMAN","startTime":1689.697,"endTime":1691.677,"body":"All"},{"speaker":"JAY ESHELMAN","startTime":1689.697,"endTime":1691.677,"body":"right, take care."},{"speaker":"REED HOLZWORTH","startTime":1691.677,"endTime":1692.51,"body":"Wow."},{"speaker":"REED HOLZWORTH","startTime":1692.51,"endTime":1693.68,"body":"That was awesome."},{"speaker":"REED HOLZWORTH","startTime":1693.68,"endTime":1696.95,"body":"Jay just has such interesting"},{"speaker":"REED HOLZWORTH","startTime":1693.68,"endTime":1696.95,"body":"perspective on everything."},{"speaker":"REED HOLZWORTH","startTime":1696.95,"endTime":1700.94,"body":"And I mean, to run all of that"},{"speaker":"REED HOLZWORTH","startTime":1696.95,"endTime":1700.94,"body":"at Gallagher is just amazing,"},{"speaker":"REED HOLZWORTH","startTime":1700.94,"endTime":1702.81,"body":"and he's making big moves."},{"speaker":"REED HOLZWORTH","startTime":1702.81,"endTime":1705.44,"body":"And once again, like"},{"speaker":"REED HOLZWORTH","startTime":1702.81,"endTime":1705.44,"body":"everybody on this podcast,"},{"speaker":"REED HOLZWORTH","startTime":1705.44,"endTime":1706.74,"body":"he's just an awesome dude."},{"speaker":"REED HOLZWORTH","startTime":1706.74,"endTime":1707.918,"body":"He really, really is."},{"speaker":"REED HOLZWORTH","startTime":1707.918,"endTime":1710.21,"body":"I want to point out too that"},{"speaker":"REED HOLZWORTH","startTime":1707.918,"endTime":1710.21,"body":"was the first time we ever"},{"speaker":"REED HOLZWORTH","startTime":1710.21,"endTime":1713.54,"body":"interviewed an agency on"},{"speaker":"REED HOLZWORTH","startTime":1710.21,"endTime":1713.54,"body":"the podcast, and man, what"},{"speaker":"REED HOLZWORTH","startTime":1713.54,"endTime":1714.84,"body":"a big one to interview."},{"speaker":"REED HOLZWORTH","startTime":1714.84,"endTime":1716.21,"body":"So that was super cool."},{"speaker":"REED HOLZWORTH","startTime":1716.21,"endTime":1717.39,"body":"Well, stay tuned."},{"speaker":"REED HOLZWORTH","startTime":1717.39,"endTime":1721.34,"body":"We have one more coming from the"},{"speaker":"REED HOLZWORTH","startTime":1717.39,"endTime":1721.34,"body":"InsurTech Summit in Savannah."},{"speaker":"REED HOLZWORTH","startTime":1721.34,"endTime":1723.667,"body":"Bill Devine from Travelers"},{"speaker":"REED HOLZWORTH","startTime":1721.34,"endTime":1723.667,"body":"is coming up next."},{"speaker":"REED HOLZWORTH","startTime":1723.667,"endTime":1724.25,"body":"So stay tuned."},{"speaker":"REED HOLZWORTH","startTime":1724.25,"endTime":1726.79,"body":"That one is going to"},{"speaker":"REED HOLZWORTH","startTime":1724.25,"endTime":1726.79,"body":"be awesome as well."}]}