{"version":"1.0.0","segments":[{"speaker":"BILL DEVINE","startTime":0.51,"endTime":3.69,"body":"What we learned"},{"speaker":"BILL DEVINE","startTime":0.51,"endTime":3.69,"body":"in that first wave of InsurTech"},{"speaker":"BILL DEVINE","startTime":3.69,"endTime":6.6,"body":"that's so important"},{"speaker":"BILL DEVINE","startTime":3.69,"endTime":6.6,"body":"to us is a belief"},{"speaker":"BILL DEVINE","startTime":6.6,"endTime":9.0,"body":"that the independent agents"},{"speaker":"BILL DEVINE","startTime":6.6,"endTime":9.0,"body":"will persist, and will"},{"speaker":"BILL DEVINE","startTime":9.0,"endTime":12.988,"body":"be a major part of the"},{"speaker":"BILL DEVINE","startTime":9.0,"endTime":12.988,"body":"insurance industry for as long"},{"speaker":"BILL DEVINE","startTime":12.988,"endTime":13.905,"body":"as we can see forward."},{"speaker":"BILL DEVINE","startTime":13.905,"endTime":15.36,"body":"[MUSIC PLAYING]"},{"speaker":"SPEAKER","startTime":15.914,"endTime":18.12,"body":"This is The"},{"speaker":"SPEAKER","startTime":15.914,"endTime":18.12,"body":"Insurance Technology Podcast,"},{"speaker":"SPEAKER","startTime":18.12,"endTime":19.56,"body":"where we bring"},{"speaker":"SPEAKER","startTime":18.12,"endTime":19.56,"body":"interesting people"},{"speaker":"SPEAKER","startTime":19.56,"endTime":21.27,"body":"from across the"},{"speaker":"SPEAKER","startTime":19.56,"endTime":21.27,"body":"insurance ecosystem"},{"speaker":"SPEAKER","startTime":21.27,"endTime":22.92,"body":"to discuss and"},{"speaker":"SPEAKER","startTime":21.27,"endTime":22.92,"body":"debate technology's"},{"speaker":"SPEAKER","startTime":22.92,"endTime":25.03,"body":"impact on the industry."},{"speaker":"SPEAKER","startTime":25.03,"endTime":27.72,"body":"Join us each episode for"},{"speaker":"SPEAKER","startTime":25.03,"endTime":27.72,"body":"insights and best practices"},{"speaker":"SPEAKER","startTime":27.72,"endTime":31.15,"body":"from industry stewards"},{"speaker":"SPEAKER","startTime":27.72,"endTime":31.15,"body":"and tomorrow's innovators."},{"speaker":"SPEAKER","startTime":31.15,"endTime":36.22,"body":"Now, here's your"},{"speaker":"SPEAKER","startTime":31.15,"endTime":36.22,"body":"host, Reid Holzworth."},{"speaker":"REID HOLZWORTH","startTime":36.22,"endTime":38.97,"body":"Welcome to the"},{"speaker":"REID HOLZWORTH","startTime":36.22,"endTime":38.97,"body":"Insurance Technology Podcast."},{"speaker":"REID HOLZWORTH","startTime":38.97,"endTime":40.845,"body":"I'm your host Reid Holzworth."},{"speaker":"REID HOLZWORTH","startTime":40.845,"endTime":42.72,"body":"In this episode, I'm"},{"speaker":"REID HOLZWORTH","startTime":40.845,"endTime":42.72,"body":"going to be interviewing"},{"speaker":"REID HOLZWORTH","startTime":42.72,"endTime":44.58,"body":"Bill Devine from Travelers."},{"speaker":"REID HOLZWORTH","startTime":44.58,"endTime":47.11,"body":"Bill has been at Travelers"},{"speaker":"REID HOLZWORTH","startTime":44.58,"endTime":47.11,"body":"for quite some time."},{"speaker":"REID HOLZWORTH","startTime":47.11,"endTime":48.72,"body":"He knows everybody"},{"speaker":"REID HOLZWORTH","startTime":47.11,"endTime":48.72,"body":"in the industry."},{"speaker":"REID HOLZWORTH","startTime":48.72,"endTime":51.13,"body":"I've known Bill"},{"speaker":"REID HOLZWORTH","startTime":48.72,"endTime":51.13,"body":"for quite a while."},{"speaker":"REID HOLZWORTH","startTime":51.13,"endTime":52.68,"body":"He's just an awesome individual."},{"speaker":"REID HOLZWORTH","startTime":52.68,"endTime":56.17,"body":"I recently spoke"},{"speaker":"REID HOLZWORTH","startTime":52.68,"endTime":56.17,"body":"with him on stage."},{"speaker":"REID HOLZWORTH","startTime":56.17,"endTime":58.08,"body":"And it was just a fun time."},{"speaker":"REID HOLZWORTH","startTime":58.08,"endTime":59.43,"body":"Bill's a great dude."},{"speaker":"REID HOLZWORTH","startTime":59.43,"endTime":61.6,"body":"Stay tuned, because"},{"speaker":"REID HOLZWORTH","startTime":59.43,"endTime":61.6,"body":"in this episode,"},{"speaker":"REID HOLZWORTH","startTime":61.6,"endTime":66.0,"body":"we're going to really get into"},{"speaker":"REID HOLZWORTH","startTime":61.6,"endTime":66.0,"body":"how Bill fell into insurance."},{"speaker":"REID HOLZWORTH","startTime":66.0,"endTime":68.2,"body":"Like everyone else,"},{"speaker":"REID HOLZWORTH","startTime":66.0,"endTime":68.2,"body":"he fell into it."},{"speaker":"REID HOLZWORTH","startTime":68.2,"endTime":69.3,"body":"It's pretty awesome story."},{"speaker":"REID HOLZWORTH","startTime":69.3,"endTime":70.03,"body":"So stay tuned."},{"speaker":"REID HOLZWORTH","startTime":70.03,"endTime":72.08,"body":"It's going to be great."},{"speaker":"REID HOLZWORTH","startTime":72.08,"endTime":73.78,"body":"We're back with Bill Devine."},{"speaker":"REID HOLZWORTH","startTime":73.78,"endTime":77.44,"body":"I'm here in beautiful"},{"speaker":"REID HOLZWORTH","startTime":73.78,"endTime":77.44,"body":"Hartford, Connecticut."},{"speaker":"REID HOLZWORTH","startTime":77.44,"endTime":79.443,"body":"On a beautiful, I guess"},{"speaker":"REID HOLZWORTH","startTime":77.44,"endTime":79.443,"body":"it's still winter day."},{"speaker":"BILL DEVINE","startTime":79.443,"endTime":81.61,"body":"I think it's"},{"speaker":"BILL DEVINE","startTime":79.443,"endTime":81.61,"body":"technically the second day"},{"speaker":"BILL DEVINE","startTime":81.61,"endTime":82.48,"body":"of spring or something?"},{"speaker":"REID HOLZWORTH","startTime":82.48,"endTime":83.18,"body":"Oh, is it really?"},{"speaker":"BILL DEVINE","startTime":83.18,"endTime":83.725,"body":"Yeah, technically."},{"speaker":"REID HOLZWORTH","startTime":83.725,"endTime":85.45,"body":"Like it is"},{"speaker":"REID HOLZWORTH","startTime":83.725,"endTime":85.45,"body":"getting nicer out there."},{"speaker":"BILL DEVINE","startTime":85.45,"endTime":86.02,"body":"There's no--"},{"speaker":"BILL DEVINE","startTime":86.02,"endTime":88.353,"body":"I mean, it's Hartford and"},{"speaker":"BILL DEVINE","startTime":86.02,"endTime":88.353,"body":"there's no snow on the ground."},{"speaker":"BILL DEVINE","startTime":88.353,"endTime":89.255,"body":"So it's spring-ish."},{"speaker":"REID HOLZWORTH","startTime":89.255,"endTime":91.13,"body":"I love"},{"speaker":"REID HOLZWORTH","startTime":89.255,"endTime":91.13,"body":"Hartford, Connecticut."},{"speaker":"REID HOLZWORTH","startTime":91.13,"endTime":93.82,"body":"It's my favorite place"},{"speaker":"REID HOLZWORTH","startTime":91.13,"endTime":93.82,"body":"in the whole wide world."},{"speaker":"REID HOLZWORTH","startTime":93.82,"endTime":96.76,"body":"You walk outside, you"},{"speaker":"REID HOLZWORTH","startTime":93.82,"endTime":96.76,"body":"just breathe insurance."},{"speaker":"REID HOLZWORTH","startTime":96.76,"endTime":98.08,"body":"Just insurance everywhere."},{"speaker":"REID HOLZWORTH","startTime":98.08,"endTime":100.28,"body":"You go anywhere,"},{"speaker":"REID HOLZWORTH","startTime":98.08,"endTime":100.28,"body":"get a cup of coffee."},{"speaker":"REID HOLZWORTH","startTime":100.28,"endTime":102.55,"body":"There's insurance people"},{"speaker":"REID HOLZWORTH","startTime":100.28,"endTime":102.55,"body":"around all over the place."},{"speaker":"REID HOLZWORTH","startTime":102.55,"endTime":103.99,"body":"Insurance capital of the world."},{"speaker":"REID HOLZWORTH","startTime":103.99,"endTime":106.33,"body":"You know, it's funny I was"},{"speaker":"REID HOLZWORTH","startTime":103.99,"endTime":106.33,"body":"talking to somebody yesterday"},{"speaker":"REID HOLZWORTH","startTime":106.33,"endTime":108.01,"body":"about this."},{"speaker":"REID HOLZWORTH","startTime":108.01,"endTime":108.778,"body":"I don't know."},{"speaker":"REID HOLZWORTH","startTime":108.778,"endTime":109.57,"body":"I should know this."},{"speaker":"REID HOLZWORTH","startTime":109.57,"endTime":111.01,"body":"Like why Hartford, Connecticut?"},{"speaker":"REID HOLZWORTH","startTime":111.01,"endTime":112.658,"body":"Do you know why?"},{"speaker":"REID HOLZWORTH","startTime":112.658,"endTime":114.7,"body":"I was in a big group"},{"speaker":"REID HOLZWORTH","startTime":112.658,"endTime":114.7,"body":"yesterday, and nobody really"},{"speaker":"REID HOLZWORTH","startTime":114.7,"endTime":115.78,"body":"knew why at Hartford?"},{"speaker":"REID HOLZWORTH","startTime":115.78,"endTime":118.118,"body":"Why there's so many insurance"},{"speaker":"REID HOLZWORTH","startTime":115.78,"endTime":118.118,"body":"companies in Hartford?"},{"speaker":"REID HOLZWORTH","startTime":118.118,"endTime":118.66,"body":"I don't know."},{"speaker":"BILL DEVINE","startTime":118.66,"endTime":121.42,"body":"So I think just"},{"speaker":"BILL DEVINE","startTime":118.66,"endTime":121.42,"body":"like any other industry,"},{"speaker":"BILL DEVINE","startTime":121.42,"endTime":123.25,"body":"certain industries"},{"speaker":"BILL DEVINE","startTime":121.42,"endTime":123.25,"body":"develop affinity"},{"speaker":"BILL DEVINE","startTime":123.25,"endTime":124.45,"body":"for certain geographies."},{"speaker":"BILL DEVINE","startTime":124.45,"endTime":127.69,"body":"And once you get rolling,"},{"speaker":"BILL DEVINE","startTime":124.45,"endTime":127.69,"body":"it's easy to find talent,"},{"speaker":"BILL DEVINE","startTime":127.69,"endTime":132.04,"body":"and not to get too deep,"},{"speaker":"BILL DEVINE","startTime":127.69,"endTime":132.04,"body":"or backing up too far."},{"speaker":"BILL DEVINE","startTime":132.04,"endTime":138.52,"body":"But like pre-World War II,"},{"speaker":"BILL DEVINE","startTime":132.04,"endTime":138.52,"body":"and pre-GI Bill, and VA loans,"},{"speaker":"BILL DEVINE","startTime":138.52,"endTime":140.26,"body":"and things like that,"},{"speaker":"BILL DEVINE","startTime":138.52,"endTime":140.26,"body":"people didn't move."},{"speaker":"REID HOLZWORTH","startTime":140.26,"endTime":140.92,"body":"It's true."},{"speaker":"BILL DEVINE","startTime":140.92,"endTime":142.712,"body":"So like"},{"speaker":"BILL DEVINE","startTime":140.92,"endTime":142.712,"body":"multiple generations--"},{"speaker":"BILL DEVINE","startTime":142.712,"endTime":145.06,"body":"and you can see it walking"},{"speaker":"BILL DEVINE","startTime":142.712,"endTime":145.06,"body":"the halls at Travelers,"},{"speaker":"BILL DEVINE","startTime":145.06,"endTime":148.57,"body":"or any of our competitors, or"},{"speaker":"BILL DEVINE","startTime":145.06,"endTime":148.57,"body":"our friends in the insurance"},{"speaker":"BILL DEVINE","startTime":148.57,"endTime":150.04,"body":"industry around Hartford."},{"speaker":"BILL DEVINE","startTime":150.04,"endTime":152.81,"body":"You've got multiple"},{"speaker":"BILL DEVINE","startTime":150.04,"endTime":152.81,"body":"generations of people."},{"speaker":"BILL DEVINE","startTime":152.81,"endTime":156.13,"body":"We've got a wonderful woman in"},{"speaker":"BILL DEVINE","startTime":152.81,"endTime":156.13,"body":"small commercial whose family"},{"speaker":"BILL DEVINE","startTime":156.13,"endTime":158.877,"body":"is big at Liberty Mutual."},{"speaker":"BILL DEVINE","startTime":158.877,"endTime":160.21,"body":"There's tons of stuff like that."},{"speaker":"BILL DEVINE","startTime":160.21,"endTime":162.012,"body":"But it goes back to"},{"speaker":"BILL DEVINE","startTime":160.21,"endTime":162.012,"body":"the fact that it's"},{"speaker":"BILL DEVINE","startTime":162.012,"endTime":163.72,"body":"only in the last"},{"speaker":"BILL DEVINE","startTime":162.012,"endTime":163.72,"body":"generation or two people"},{"speaker":"BILL DEVINE","startTime":163.72,"endTime":165.14,"body":"actually moved"},{"speaker":"BILL DEVINE","startTime":163.72,"endTime":165.14,"body":"around the country."},{"speaker":"BILL DEVINE","startTime":165.14,"endTime":166.84,"body":"That's how two"},{"speaker":"BILL DEVINE","startTime":165.14,"endTime":166.84,"body":"idiots like us that"},{"speaker":"BILL DEVINE","startTime":166.84,"endTime":168.79,"body":"are from Southern"},{"speaker":"BILL DEVINE","startTime":166.84,"endTime":168.79,"body":"California are now"},{"speaker":"BILL DEVINE","startTime":168.79,"endTime":171.035,"body":"having this conversation"},{"speaker":"BILL DEVINE","startTime":168.79,"endTime":171.035,"body":"in Hartford, Connecticut"},{"speaker":"REID HOLZWORTH","startTime":171.035,"endTime":171.91,"body":"Yeah."},{"speaker":"BILL DEVINE","startTime":171.91,"endTime":172.54,"body":"But right."},{"speaker":"BILL DEVINE","startTime":172.54,"endTime":173.54,"body":"Like people didn't move."},{"speaker":"BILL DEVINE","startTime":173.54,"endTime":176.8,"body":"So industries moved to where"},{"speaker":"BILL DEVINE","startTime":173.54,"endTime":176.8,"body":"people had the talent were."},{"speaker":"BILL DEVINE","startTime":176.8,"endTime":179.08,"body":"So I spent a couple of"},{"speaker":"BILL DEVINE","startTime":176.8,"endTime":179.08,"body":"years in Syracuse, New York."},{"speaker":"BILL DEVINE","startTime":179.08,"endTime":181.225,"body":"And Syracuse was an insurance"},{"speaker":"BILL DEVINE","startTime":179.08,"endTime":181.225,"body":"capital at one point."},{"speaker":"REID HOLZWORTH","startTime":181.225,"endTime":181.69,"body":"Oh, yeah."},{"speaker":"REID HOLZWORTH","startTime":181.69,"endTime":182.32,"body":"I could see that."},{"speaker":"REID HOLZWORTH","startTime":182.32,"endTime":182.59,"body":"Yeah."},{"speaker":"BILL DEVINE","startTime":182.59,"endTime":184.215,"body":"But it's"},{"speaker":"BILL DEVINE","startTime":182.59,"endTime":184.215,"body":"just like there's"},{"speaker":"BILL DEVINE","startTime":184.215,"endTime":187.36,"body":"these little pockets of places"},{"speaker":"BILL DEVINE","startTime":184.215,"endTime":187.36,"body":"where certain industries grow"},{"speaker":"BILL DEVINE","startTime":187.36,"endTime":188.89,"body":"up and then they just, yeah."},{"speaker":"BILL DEVINE","startTime":188.89,"endTime":190.27,"body":"So it's carried over."},{"speaker":"BILL DEVINE","startTime":190.27,"endTime":193.03,"body":"But yeah, it's back from"},{"speaker":"BILL DEVINE","startTime":190.27,"endTime":193.03,"body":"when people didn't relocate."},{"speaker":"BILL DEVINE","startTime":193.03,"endTime":194.83,"body":"And you just had"},{"speaker":"BILL DEVINE","startTime":193.03,"endTime":194.83,"body":"multiple generations."},{"speaker":"BILL DEVINE","startTime":194.83,"endTime":198.31,"body":"And I mean, we used to have"},{"speaker":"BILL DEVINE","startTime":194.83,"endTime":198.31,"body":"massive infrastructure here."},{"speaker":"BILL DEVINE","startTime":198.31,"endTime":203.08,"body":"There's a radio station"},{"speaker":"BILL DEVINE","startTime":198.31,"endTime":203.08,"body":"WTIC here in Hartford."},{"speaker":"BILL DEVINE","startTime":203.08,"endTime":208.09,"body":"That Travelers owned that radio"},{"speaker":"BILL DEVINE","startTime":203.08,"endTime":208.09,"body":"station to give weather alerts"},{"speaker":"BILL DEVINE","startTime":208.09,"endTime":212.83,"body":"out to their employees on when"},{"speaker":"BILL DEVINE","startTime":208.09,"endTime":212.83,"body":"there was inclement weather."},{"speaker":"BILL DEVINE","startTime":212.83,"endTime":215.17,"body":"That's how big Travelers"},{"speaker":"BILL DEVINE","startTime":212.83,"endTime":215.17,"body":"was at one point."},{"speaker":"BILL DEVINE","startTime":215.17,"endTime":218.08,"body":"I mean, you think about"},{"speaker":"BILL DEVINE","startTime":215.17,"endTime":218.08,"body":"just how insane that is."},{"speaker":"BILL DEVINE","startTime":218.08,"endTime":219.7,"body":"They owned a radio station."},{"speaker":"BILL DEVINE","startTime":219.7,"endTime":222.617,"body":"They played music and stuff,"},{"speaker":"BILL DEVINE","startTime":219.7,"endTime":222.617,"body":"but we owned a radio station."},{"speaker":"BILL DEVINE","startTime":222.617,"endTime":224.95,"body":"And it still has the call"},{"speaker":"BILL DEVINE","startTime":222.617,"endTime":224.95,"body":"letters of Travelers Insurance"},{"speaker":"BILL DEVINE","startTime":224.95,"endTime":225.45,"body":"company--"},{"speaker":"BILL DEVINE","startTime":225.45,"endTime":226.81,"body":"Indemnity Company, TIC."},{"speaker":"BILL DEVINE","startTime":226.81,"endTime":231.768,"body":"So it's-- that's just how big"},{"speaker":"BILL DEVINE","startTime":226.81,"endTime":231.768,"body":"of an insurance town this is,"},{"speaker":"BILL DEVINE","startTime":231.768,"endTime":233.56,"body":"which doesn't make it"},{"speaker":"BILL DEVINE","startTime":231.768,"endTime":233.56,"body":"any more interesting."},{"speaker":"BILL DEVINE","startTime":233.56,"endTime":235.48,"body":"It is not really--"},{"speaker":"BILL DEVINE","startTime":235.48,"endTime":241.3,"body":"not really big on the come visit"},{"speaker":"BILL DEVINE","startTime":235.48,"endTime":241.3,"body":"Connecticut's Tourism Board."},{"speaker":"BILL DEVINE","startTime":241.3,"endTime":243.77,"body":"But I've lived here for"},{"speaker":"BILL DEVINE","startTime":241.3,"endTime":243.77,"body":"almost 20 years now."},{"speaker":"BILL DEVINE","startTime":243.77,"endTime":246.37,"body":"And it's been a great"},{"speaker":"BILL DEVINE","startTime":243.77,"endTime":246.37,"body":"place to raise a family."},{"speaker":"BILL DEVINE","startTime":246.37,"endTime":249.1,"body":"And if you like mountain"},{"speaker":"BILL DEVINE","startTime":246.37,"endTime":249.1,"body":"biking, and kayaking,"},{"speaker":"BILL DEVINE","startTime":249.1,"endTime":251.86,"body":"and cross country skiing, a"},{"speaker":"BILL DEVINE","startTime":249.1,"endTime":251.86,"body":"little bit of downhill skiing,"},{"speaker":"BILL DEVINE","startTime":251.86,"endTime":252.925,"body":"I mean, you can't beat--"},{"speaker":"REID HOLZWORTH","startTime":252.925,"endTime":253.66,"body":"Oh, really."},{"speaker":"BILL DEVINE","startTime":253.66,"endTime":255.04,"body":"It's beautiful."},{"speaker":"BILL DEVINE","startTime":255.04,"endTime":258.579,"body":"And I want to say there to stat"},{"speaker":"BILL DEVINE","startTime":255.04,"endTime":258.579,"body":"like, and I'm probably wrong."},{"speaker":"BILL DEVINE","startTime":258.579,"endTime":261.43,"body":"But we have more golf"},{"speaker":"BILL DEVINE","startTime":258.579,"endTime":261.43,"body":"courses per capita"},{"speaker":"BILL DEVINE","startTime":261.43,"endTime":262.305,"body":"than any other state."},{"speaker":"REID HOLZWORTH","startTime":262.305,"endTime":263.263,"body":"Oh, no."},{"speaker":"REID HOLZWORTH","startTime":263.263,"endTime":263.77,"body":"Wow."},{"speaker":"REID HOLZWORTH","startTime":263.77,"endTime":264.562,"body":"I didn't know that."},{"speaker":"REID HOLZWORTH","startTime":264.562,"endTime":265.16,"body":"No kidding."},{"speaker":"REID HOLZWORTH","startTime":265.16,"endTime":266.227,"body":"That's awesome."},{"speaker":"REID HOLZWORTH","startTime":266.227,"endTime":267.31,"body":"A lot of insurance people."},{"speaker":"BILL DEVINE","startTime":267.31,"endTime":269.17,"body":"A lot"},{"speaker":"BILL DEVINE","startTime":267.31,"endTime":269.17,"body":"of insurance people."},{"speaker":"BILL DEVINE","startTime":269.17,"endTime":271.15,"body":"But yeah, just lots"},{"speaker":"BILL DEVINE","startTime":269.17,"endTime":271.15,"body":"of green space."},{"speaker":"BILL DEVINE","startTime":271.15,"endTime":273.757,"body":"And I always joke that"},{"speaker":"BILL DEVINE","startTime":271.15,"endTime":273.757,"body":"Hartford, Connecticut is like--"},{"speaker":"BILL DEVINE","startTime":273.757,"endTime":275.59,"body":"and you were walking"},{"speaker":"BILL DEVINE","startTime":273.757,"endTime":275.59,"body":"around here last night,"},{"speaker":"BILL DEVINE","startTime":275.59,"endTime":276.548,"body":"so you probably saw it."},{"speaker":"BILL DEVINE","startTime":276.548,"endTime":278.56,"body":"It's like if somebody"},{"speaker":"BILL DEVINE","startTime":276.548,"endTime":278.56,"body":"took 20 square blocks"},{"speaker":"BILL DEVINE","startTime":278.56,"endTime":280.99,"body":"of a big city like a"},{"speaker":"BILL DEVINE","startTime":278.56,"endTime":280.99,"body":"Chicago, or New York"},{"speaker":"BILL DEVINE","startTime":280.99,"endTime":283.37,"body":"and dropped it in the"},{"speaker":"BILL DEVINE","startTime":280.99,"endTime":283.37,"body":"middle of nowhere."},{"speaker":"BILL DEVINE","startTime":283.37,"endTime":285.74,"body":"And when those 20"},{"speaker":"BILL DEVINE","startTime":283.37,"endTime":285.74,"body":"square blocks ends."},{"speaker":"BILL DEVINE","startTime":285.74,"endTime":287.09,"body":"It's like nothing."},{"speaker":"BILL DEVINE","startTime":287.09,"endTime":289.42,"body":"And you're like"},{"speaker":"BILL DEVINE","startTime":287.09,"endTime":289.42,"body":"why is there a 20"},{"speaker":"BILL DEVINE","startTime":289.42,"endTime":293.12,"body":"story building here, and then"},{"speaker":"BILL DEVINE","startTime":289.42,"endTime":293.12,"body":"a vacant lot right next to it."},{"speaker":"REID HOLZWORTH","startTime":293.12,"endTime":294.37,"body":"Yeah, totally."},{"speaker":"BILL DEVINE","startTime":294.37,"endTime":296.02,"body":"The"},{"speaker":"BILL DEVINE","startTime":294.37,"endTime":296.02,"body":"California guys."},{"speaker":"REID HOLZWORTH","startTime":296.02,"endTime":296.5,"body":"Oh, yeah."},{"speaker":"BILL DEVINE","startTime":296.5,"endTime":297.04,"body":"It sprawled."},{"speaker":"REID HOLZWORTH","startTime":297.04,"endTime":298.18,"body":"It"},{"speaker":"REID HOLZWORTH","startTime":297.04,"endTime":298.18,"body":"just doesn't add."},{"speaker":"REID HOLZWORTH","startTime":298.18,"endTime":298.68,"body":"Yeah."},{"speaker":"BILL DEVINE","startTime":298.68,"endTime":301.18,"body":"Hartford"},{"speaker":"BILL DEVINE","startTime":298.68,"endTime":301.18,"body":"went up, it didn't go out."},{"speaker":"BILL DEVINE","startTime":301.18,"endTime":303.58,"body":"So it's literally so-- you"},{"speaker":"BILL DEVINE","startTime":301.18,"endTime":303.58,"body":"could walk from one end"},{"speaker":"BILL DEVINE","startTime":303.58,"endTime":305.41,"body":"to the other in a few minutes."},{"speaker":"BILL DEVINE","startTime":305.41,"endTime":307.34,"body":"In fact, if you're"},{"speaker":"BILL DEVINE","startTime":305.41,"endTime":307.34,"body":"ever here, and I"},{"speaker":"BILL DEVINE","startTime":307.34,"endTime":308.59,"body":"shouldn't plug the competitor."},{"speaker":"BILL DEVINE","startTime":308.59,"endTime":311.26,"body":"But one of my favorite"},{"speaker":"BILL DEVINE","startTime":308.59,"endTime":311.26,"body":"poets Wallace Stevens"},{"speaker":"BILL DEVINE","startTime":311.26,"endTime":313.69,"body":"was actually an underwriter"},{"speaker":"BILL DEVINE","startTime":311.26,"endTime":313.69,"body":"at the Hartford."},{"speaker":"BILL DEVINE","startTime":313.69,"endTime":316.87,"body":"And there's actually"},{"speaker":"BILL DEVINE","startTime":313.69,"endTime":316.87,"body":"an amazing walk"},{"speaker":"BILL DEVINE","startTime":316.87,"endTime":320.502,"body":"that you can do from the"},{"speaker":"BILL DEVINE","startTime":316.87,"endTime":320.502,"body":"Hartford to where he lived."},{"speaker":"REID HOLZWORTH","startTime":320.502,"endTime":321.46,"body":"Oh wow."},{"speaker":"BILL DEVINE","startTime":321.46,"endTime":323.65,"body":"And each"},{"speaker":"BILL DEVINE","startTime":321.46,"endTime":323.65,"body":"of the 13 stanzas"},{"speaker":"BILL DEVINE","startTime":323.65,"endTime":326.14,"body":"of \"Thirteen Ways of"},{"speaker":"BILL DEVINE","startTime":323.65,"endTime":326.14,"body":"Looking at a Blackbird\""},{"speaker":"BILL DEVINE","startTime":326.14,"endTime":329.47,"body":"are at a stop along the walk"},{"speaker":"BILL DEVINE","startTime":326.14,"endTime":329.47,"body":"that he did every day where"},{"speaker":"BILL DEVINE","startTime":329.47,"endTime":332.41,"body":"he was an underwriting officer"},{"speaker":"BILL DEVINE","startTime":329.47,"endTime":332.41,"body":"at the Hartford to his home"},{"speaker":"BILL DEVINE","startTime":332.41,"endTime":333.807,"body":"where he wrote"},{"speaker":"BILL DEVINE","startTime":332.41,"endTime":333.807,"body":"all of his poetry."},{"speaker":"REID HOLZWORTH","startTime":333.807,"endTime":335.14,"body":"That is so cool."},{"speaker":"BILL DEVINE","startTime":335.14,"endTime":335.86,"body":"So"},{"speaker":"BILL DEVINE","startTime":335.14,"endTime":335.86,"body":"it's like there's"},{"speaker":"BILL DEVINE","startTime":335.86,"endTime":336.943,"body":"some cool stuff like that."},{"speaker":"BILL DEVINE","startTime":336.943,"endTime":338.95,"body":"And you kind of go by"},{"speaker":"BILL DEVINE","startTime":336.943,"endTime":338.95,"body":"the Mark Twain House."},{"speaker":"BILL DEVINE","startTime":338.95,"endTime":340.66,"body":"The Harriet Beecher Stowe House."},{"speaker":"BILL DEVINE","startTime":340.66,"endTime":342.835,"body":"I mean, there's history"},{"speaker":"BILL DEVINE","startTime":340.66,"endTime":342.835,"body":"everywhere almost"},{"speaker":"BILL DEVINE","startTime":342.835,"endTime":343.96,"body":"to our detriment sometimes."},{"speaker":"BILL DEVINE","startTime":343.96,"endTime":345.85,"body":"But there's history"},{"speaker":"BILL DEVINE","startTime":343.96,"endTime":345.85,"body":"everywhere and it's cool."},{"speaker":"REID HOLZWORTH","startTime":345.85,"endTime":347.892,"body":"Somebody"},{"speaker":"REID HOLZWORTH","startTime":345.85,"endTime":347.892,"body":"was telling me yesterday"},{"speaker":"REID HOLZWORTH","startTime":347.892,"endTime":351.58,"body":"that Hartford or"},{"speaker":"REID HOLZWORTH","startTime":347.892,"endTime":351.58,"body":"Mark Twain moved"},{"speaker":"REID HOLZWORTH","startTime":351.58,"endTime":353.86,"body":"to Hartford because"},{"speaker":"REID HOLZWORTH","startTime":351.58,"endTime":353.86,"body":"he said, Hartford"},{"speaker":"REID HOLZWORTH","startTime":353.86,"endTime":355.6,"body":"is where it's going on."},{"speaker":"REID HOLZWORTH","startTime":355.6,"endTime":358.39,"body":"And then somebody is telling"},{"speaker":"REID HOLZWORTH","startTime":355.6,"endTime":358.39,"body":"me that Hartford, Connecticut"},{"speaker":"REID HOLZWORTH","startTime":358.39,"endTime":362.47,"body":"was actually much bigger than"},{"speaker":"REID HOLZWORTH","startTime":358.39,"endTime":362.47,"body":"New York City at one point."},{"speaker":"REID HOLZWORTH","startTime":362.47,"endTime":364.42,"body":"And around that same"},{"speaker":"REID HOLZWORTH","startTime":362.47,"endTime":364.42,"body":"time, apparently."},{"speaker":"REID HOLZWORTH","startTime":364.42,"endTime":365.753,"body":"This is what this person saying."},{"speaker":"REID HOLZWORTH","startTime":365.753,"endTime":368.02,"body":"I can Google it and"},{"speaker":"REID HOLZWORTH","startTime":365.753,"endTime":368.02,"body":"stuff or whatever."},{"speaker":"REID HOLZWORTH","startTime":368.02,"endTime":370.48,"body":"But yeah, and so then"},{"speaker":"REID HOLZWORTH","startTime":368.02,"endTime":370.48,"body":"obviously New York took off."},{"speaker":"REID HOLZWORTH","startTime":370.48,"endTime":373.15,"body":"And here we are Hartford."},{"speaker":"REID HOLZWORTH","startTime":373.15,"endTime":373.65,"body":"[LAUGHTER]"},{"speaker":"BILL DEVINE","startTime":373.65,"endTime":375.442,"body":"Hartford,"},{"speaker":"BILL DEVINE","startTime":373.65,"endTime":375.442,"body":"the home of not much"},{"speaker":"BILL DEVINE","startTime":375.442,"endTime":376.825,"body":"of anything except insurance."},{"speaker":"REID HOLZWORTH","startTime":376.825,"endTime":380.505,"body":"How many people"},{"speaker":"REID HOLZWORTH","startTime":376.825,"endTime":380.505,"body":"are at Travelers worldwide?"},{"speaker":"BILL DEVINE","startTime":380.505,"endTime":382.06,"body":"So"},{"speaker":"BILL DEVINE","startTime":380.505,"endTime":382.06,"body":"worldwide travelers"},{"speaker":"BILL DEVINE","startTime":382.06,"endTime":383.468,"body":"has over 30,000 people."},{"speaker":"REID HOLZWORTH","startTime":383.468,"endTime":384.76,"body":"30,000. people."},{"speaker":"BILL DEVINE","startTime":384.76,"endTime":385.99,"body":"30,000 people."},{"speaker":"REID HOLZWORTH","startTime":385.99,"endTime":387.448,"body":"That's so crazy."},{"speaker":"BILL DEVINE","startTime":387.448,"endTime":388.99,"body":"It is"},{"speaker":"BILL DEVINE","startTime":387.448,"endTime":388.99,"body":"until we sit down."},{"speaker":"BILL DEVINE","startTime":388.99,"endTime":391.365,"body":"I had dinner with some folks"},{"speaker":"BILL DEVINE","startTime":388.99,"endTime":391.365,"body":"from Accenture the other day"},{"speaker":"BILL DEVINE","startTime":391.365,"endTime":392.6,"body":"of 600,000 worldwide."},{"speaker":"BILL DEVINE","startTime":392.6,"endTime":396.28,"body":"Which is just unfathomable."},{"speaker":"BILL DEVINE","startTime":396.28,"endTime":399.07,"body":"That's the size and the reach"},{"speaker":"BILL DEVINE","startTime":396.28,"endTime":399.07,"body":"of companies these days."},{"speaker":"BILL DEVINE","startTime":399.07,"endTime":403.9,"body":"But I mean, we're over 30,000"},{"speaker":"BILL DEVINE","startTime":399.07,"endTime":403.9,"body":"people, we're a DAO 30 company."},{"speaker":"BILL DEVINE","startTime":403.9,"endTime":407.59,"body":"We're a bellwether of the"},{"speaker":"BILL DEVINE","startTime":403.9,"endTime":407.59,"body":"stock market for good and bad."},{"speaker":"BILL DEVINE","startTime":407.59,"endTime":413.81,"body":"And I mean, this is not"},{"speaker":"BILL DEVINE","startTime":407.59,"endTime":413.81,"body":"where I expected to end up."},{"speaker":"BILL DEVINE","startTime":413.81,"endTime":416.53,"body":"That's just-- it's"},{"speaker":"BILL DEVINE","startTime":413.81,"endTime":416.53,"body":"the magnitude and just"},{"speaker":"BILL DEVINE","startTime":416.53,"endTime":421.24,"body":"sometimes just the enormity"},{"speaker":"BILL DEVINE","startTime":416.53,"endTime":421.24,"body":"of being a part of something"},{"speaker":"BILL DEVINE","startTime":421.24,"endTime":425.165,"body":"that's been around for so"},{"speaker":"BILL DEVINE","startTime":421.24,"endTime":425.165,"body":"long and so big is just crazy."},{"speaker":"REID HOLZWORTH","startTime":425.165,"endTime":426.04,"body":"Yeah."},{"speaker":"REID HOLZWORTH","startTime":426.04,"endTime":428.245,"body":"How long has"},{"speaker":"REID HOLZWORTH","startTime":426.04,"endTime":428.245,"body":"Travelers been around?"},{"speaker":"BILL DEVINE","startTime":428.245,"endTime":430.48,"body":"So I'm going"},{"speaker":"BILL DEVINE","startTime":428.245,"endTime":430.48,"body":"to butcher the date."},{"speaker":"BILL DEVINE","startTime":430.48,"endTime":433.9,"body":"But it's like 1864 or"},{"speaker":"BILL DEVINE","startTime":430.48,"endTime":433.9,"body":"something like that."},{"speaker":"BILL DEVINE","startTime":433.9,"endTime":435.73,"body":"It's over 100 years."},{"speaker":"BILL DEVINE","startTime":435.73,"endTime":436.563,"body":"Well over 100 years."},{"speaker":"REID HOLZWORTH","startTime":436.563,"endTime":437.855,"body":"That's awesome."},{"speaker":"BILL DEVINE","startTime":437.855,"endTime":440.17,"body":"Yeah we have"},{"speaker":"BILL DEVINE","startTime":437.855,"endTime":440.17,"body":"got the Batterson desk here"},{"speaker":"BILL DEVINE","startTime":440.17,"endTime":443.02,"body":"where Mr. Batterson,"},{"speaker":"BILL DEVINE","startTime":440.17,"endTime":443.02,"body":"the first CEO,"},{"speaker":"BILL DEVINE","startTime":443.02,"endTime":445.41,"body":"hand wrote policies out"},{"speaker":"BILL DEVINE","startTime":443.02,"endTime":445.41,"body":"and stuff like that."},{"speaker":"REID HOLZWORTH","startTime":445.41,"endTime":446.41,"body":"So wild."},{"speaker":"BILL DEVINE","startTime":446.41,"endTime":447.385,"body":"Yeah."},{"speaker":"REID HOLZWORTH","startTime":447.385,"endTime":448.53,"body":"Wow."},{"speaker":"BILL DEVINE","startTime":448.53,"endTime":450.64,"body":"I mean, we"},{"speaker":"BILL DEVINE","startTime":448.53,"endTime":450.64,"body":"have a historian here"},{"speaker":"BILL DEVINE","startTime":450.64,"endTime":452.538,"body":"that actually gives tours."},{"speaker":"BILL DEVINE","startTime":452.538,"endTime":455.08,"body":"You can go up in the tower and"},{"speaker":"BILL DEVINE","startTime":452.538,"endTime":455.08,"body":"see the Peregrine Falcon nest."},{"speaker":"BILL DEVINE","startTime":455.08,"endTime":458.043,"body":"Like it's so surreal."},{"speaker":"BILL DEVINE","startTime":458.043,"endTime":459.46,"body":"You guys have that"},{"speaker":"BILL DEVINE","startTime":458.043,"endTime":459.46,"body":"at IVANS right?"},{"speaker":"REID HOLZWORTH","startTime":459.46,"endTime":460.502,"body":"Oh, yeah."},{"speaker":"REID HOLZWORTH","startTime":460.502,"endTime":461.28,"body":"Yeah, absolutely."},{"speaker":"REID HOLZWORTH","startTime":461.28,"endTime":464.386,"body":"[LAUGHTER]"},{"speaker":"REID HOLZWORTH","startTime":464.386,"endTime":465.97,"body":"No, that's awesome man."},{"speaker":"REID HOLZWORTH","startTime":465.97,"endTime":469.63,"body":"It's so-- it's huge, huge"},{"speaker":"REID HOLZWORTH","startTime":465.97,"endTime":469.63,"body":"footprint in the industry."},{"speaker":"REID HOLZWORTH","startTime":469.63,"endTime":471.7,"body":"I mean, Travelers"},{"speaker":"REID HOLZWORTH","startTime":469.63,"endTime":471.7,"body":"is just a beast."},{"speaker":"REID HOLZWORTH","startTime":471.7,"endTime":472.63,"body":"And I've said this--"},{"speaker":"REID HOLZWORTH","startTime":472.63,"endTime":475.978,"body":"I think I said this in the last"},{"speaker":"REID HOLZWORTH","startTime":472.63,"endTime":475.978,"body":"episode we did, great partner."},{"speaker":"REID HOLZWORTH","startTime":475.978,"endTime":478.27,"body":"I mean, you guys have really"},{"speaker":"REID HOLZWORTH","startTime":475.978,"endTime":478.27,"body":"doubled down, triple down,"},{"speaker":"REID HOLZWORTH","startTime":478.27,"endTime":480.04,"body":"quadrupled down on technology."},{"speaker":"REID HOLZWORTH","startTime":480.04,"endTime":483.46,"body":"You're doing a lot for"},{"speaker":"REID HOLZWORTH","startTime":480.04,"endTime":483.46,"body":"the agents in that."},{"speaker":"REID HOLZWORTH","startTime":483.46,"endTime":486.01,"body":"And you just have a"},{"speaker":"REID HOLZWORTH","startTime":483.46,"endTime":486.01,"body":"really great outlook on it"},{"speaker":"REID HOLZWORTH","startTime":486.01,"endTime":487.78,"body":"as opposed to some"},{"speaker":"REID HOLZWORTH","startTime":486.01,"endTime":487.78,"body":"of our other friends"},{"speaker":"REID HOLZWORTH","startTime":487.78,"endTime":491.14,"body":"that don't really share"},{"speaker":"REID HOLZWORTH","startTime":487.78,"endTime":491.14,"body":"the same views, which"},{"speaker":"REID HOLZWORTH","startTime":491.14,"endTime":492.79,"body":"we've talked about a bunch."},{"speaker":"REID HOLZWORTH","startTime":492.79,"endTime":496.36,"body":"But you guys are really"},{"speaker":"REID HOLZWORTH","startTime":492.79,"endTime":496.36,"body":"embracing it, enabling it,"},{"speaker":"REID HOLZWORTH","startTime":496.36,"endTime":498.59,"body":"and pushing it out for the"},{"speaker":"REID HOLZWORTH","startTime":496.36,"endTime":498.59,"body":"better of the industry,"},{"speaker":"REID HOLZWORTH","startTime":498.59,"endTime":500.11,"body":"which is awesome."},{"speaker":"REID HOLZWORTH","startTime":500.11,"endTime":502.66,"body":"And you sit in a"},{"speaker":"REID HOLZWORTH","startTime":500.11,"endTime":502.66,"body":"unique position."},{"speaker":"REID HOLZWORTH","startTime":502.66,"endTime":503.9,"body":"You're at Travelers."},{"speaker":"REID HOLZWORTH","startTime":503.9,"endTime":507.7,"body":"And so you see a lot."},{"speaker":"REID HOLZWORTH","startTime":507.7,"endTime":511.24,"body":"You see a lot of technology"},{"speaker":"REID HOLZWORTH","startTime":507.7,"endTime":511.24,"body":"companies on the agency side"},{"speaker":"REID HOLZWORTH","startTime":511.24,"endTime":512.47,"body":"as well as the carrier side."},{"speaker":"REID HOLZWORTH","startTime":512.47,"endTime":514.833,"body":"And like you said, [INAUDIBLE]"},{"speaker":"REID HOLZWORTH","startTime":512.47,"endTime":514.833,"body":"Accenture, and some"},{"speaker":"REID HOLZWORTH","startTime":514.833,"endTime":515.5,"body":"of these others."},{"speaker":"BILL DEVINE","startTime":515.5,"endTime":516.73,"body":"And you guys"},{"speaker":"BILL DEVINE","startTime":515.5,"endTime":516.73,"body":"keep buying up the ones"},{"speaker":"BILL DEVINE","startTime":516.73,"endTime":517.4,"body":"that we like best."},{"speaker":"BILL DEVINE","startTime":517.4,"endTime":517.65,"body":"So we'll--"},{"speaker":"BILL DEVINE","startTime":517.65,"endTime":518.075,"body":"[LAUGHTER]"},{"speaker":"REID HOLZWORTH","startTime":518.075,"endTime":519.45,"body":"Keep them coming."},{"speaker":"REID HOLZWORTH","startTime":519.45,"endTime":520.539,"body":"They're working out well."},{"speaker":"BILL DEVINE","startTime":520.539,"endTime":521.32,"body":"Good job, Taylor."},{"speaker":"REID HOLZWORTH","startTime":521.32,"endTime":522.403,"body":"All right."},{"speaker":"REID HOLZWORTH","startTime":522.403,"endTime":524.53,"body":"[LAUGHTER]"},{"speaker":"REID HOLZWORTH","startTime":524.53,"endTime":525.22,"body":"Yeah, I know."},{"speaker":"REID HOLZWORTH","startTime":525.22,"endTime":526.45,"body":"It's good."},{"speaker":"REID HOLZWORTH","startTime":526.45,"endTime":528.01,"body":"It's interesting."},{"speaker":"REID HOLZWORTH","startTime":528.01,"endTime":530.65,"body":"Though I'd love to hear your"},{"speaker":"REID HOLZWORTH","startTime":528.01,"endTime":530.65,"body":"views on it because I've"},{"speaker":"REID HOLZWORTH","startTime":530.65,"endTime":532.76,"body":"been off on this tangent lately."},{"speaker":"REID HOLZWORTH","startTime":532.76,"endTime":536.26,"body":"It's like I'm not seeing a"},{"speaker":"REID HOLZWORTH","startTime":532.76,"endTime":536.26,"body":"lot of new innovative things"},{"speaker":"REID HOLZWORTH","startTime":536.26,"endTime":538.36,"body":"that are out there."},{"speaker":"REID HOLZWORTH","startTime":538.36,"endTime":540.7,"body":"There's stuff."},{"speaker":"REID HOLZWORTH","startTime":540.7,"endTime":546.13,"body":"But it feels like a"},{"speaker":"REID HOLZWORTH","startTime":540.7,"endTime":546.13,"body":"lot of the innovation--"},{"speaker":"REID HOLZWORTH","startTime":546.13,"endTime":549.26,"body":"and I don't want to say"},{"speaker":"REID HOLZWORTH","startTime":546.13,"endTime":549.26,"body":"it is drying up per-se."},{"speaker":"REID HOLZWORTH","startTime":549.26,"endTime":553.65,"body":"But maybe it's just that there"},{"speaker":"REID HOLZWORTH","startTime":549.26,"endTime":553.65,"body":"was just too much noise before,"},{"speaker":"REID HOLZWORTH","startTime":553.65,"endTime":554.15,"body":"right?"},{"speaker":"BILL DEVINE","startTime":554.15,"endTime":554.9,"body":"Yeah."},{"speaker":"BILL DEVINE","startTime":554.9,"endTime":557.95,"body":"And I soapbox on this"},{"speaker":"BILL DEVINE","startTime":554.9,"endTime":557.95,"body":"every once in a while."},{"speaker":"BILL DEVINE","startTime":557.95,"endTime":560.92,"body":"And I'm stealing from [? Bill ?]"},{"speaker":"BILL DEVINE","startTime":557.95,"endTime":560.92,"body":"[? Perrone, ?] who I think does"},{"speaker":"BILL DEVINE","startTime":560.92,"endTime":563.71,"body":"a great job on all of this"},{"speaker":"BILL DEVINE","startTime":560.92,"endTime":563.71,"body":"too, and is a great friend."},{"speaker":"BILL DEVINE","startTime":563.71,"endTime":568.99,"body":"But we're really at the cusp"},{"speaker":"BILL DEVINE","startTime":563.71,"endTime":568.99,"body":"of the third wave of InsurTech."},{"speaker":"BILL DEVINE","startTime":568.99,"endTime":571.33,"body":"So the first wave of"},{"speaker":"BILL DEVINE","startTime":568.99,"endTime":571.33,"body":"InsurTech was crazy."},{"speaker":"BILL DEVINE","startTime":571.33,"endTime":574.148,"body":"These were all the people that"},{"speaker":"BILL DEVINE","startTime":571.33,"endTime":574.148,"body":"were coming in to beat us."},{"speaker":"REID HOLZWORTH","startTime":574.148,"endTime":575.44,"body":"Right, totally."},{"speaker":"BILL DEVINE","startTime":575.44,"endTime":577.99,"body":"And to be"},{"speaker":"BILL DEVINE","startTime":575.44,"endTime":577.99,"body":"fair your, pre-IVANS life"},{"speaker":"BILL DEVINE","startTime":577.99,"endTime":580.51,"body":"was a little bit of that"},{"speaker":"BILL DEVINE","startTime":577.99,"endTime":580.51,"body":"first Gen InsurTech."},{"speaker":"BILL DEVINE","startTime":580.51,"endTime":582.16,"body":"You came in to beat"},{"speaker":"BILL DEVINE","startTime":580.51,"endTime":582.16,"body":"the establishment."},{"speaker":"REID HOLZWORTH","startTime":582.16,"endTime":584.143,"body":"Yeah, 100%."},{"speaker":"BILL DEVINE","startTime":584.143,"endTime":586.06,"body":"Like"},{"speaker":"BILL DEVINE","startTime":584.143,"endTime":586.06,"body":"everything was about looking"},{"speaker":"BILL DEVINE","startTime":586.06,"endTime":589.54,"body":"across and saying,"},{"speaker":"BILL DEVINE","startTime":586.06,"endTime":589.54,"body":"insurance people are dumb."},{"speaker":"BILL DEVINE","startTime":589.54,"endTime":591.58,"body":"And I don't"},{"speaker":"BILL DEVINE","startTime":589.54,"endTime":591.58,"body":"necessarily disagree."},{"speaker":"BILL DEVINE","startTime":591.58,"endTime":593.05,"body":"That we have opportunity."},{"speaker":"BILL DEVINE","startTime":593.05,"endTime":595.78,"body":"But it was that insurance"},{"speaker":"BILL DEVINE","startTime":593.05,"endTime":595.78,"body":"people are dumb."},{"speaker":"BILL DEVINE","startTime":595.78,"endTime":599.14,"body":"And we non-insurance people,"},{"speaker":"BILL DEVINE","startTime":595.78,"endTime":599.14,"body":"or light insurance people"},{"speaker":"BILL DEVINE","startTime":599.14,"endTime":601.75,"body":"are going to jump"},{"speaker":"BILL DEVINE","startTime":599.14,"endTime":601.75,"body":"in and show them"},{"speaker":"BILL DEVINE","startTime":601.75,"endTime":604.45,"body":"how much better we can do this."},{"speaker":"BILL DEVINE","startTime":604.45,"endTime":607.21,"body":"And it was a disrupt model."},{"speaker":"BILL DEVINE","startTime":607.21,"endTime":611.05,"body":"It was a very Silicon"},{"speaker":"BILL DEVINE","startTime":607.21,"endTime":611.05,"body":"Valley ideology of--"},{"speaker":"BILL DEVINE","startTime":611.05,"endTime":614.17,"body":"it was the Uber-Lyft come"},{"speaker":"BILL DEVINE","startTime":611.05,"endTime":614.17,"body":"in and break the model,"},{"speaker":"BILL DEVINE","startTime":614.17,"endTime":616.493,"body":"because we're not going to"},{"speaker":"BILL DEVINE","startTime":614.17,"endTime":616.493,"body":"care about what came first."},{"speaker":"REID HOLZWORTH","startTime":616.493,"endTime":617.41,"body":"Right."},{"speaker":"REID HOLZWORTH","startTime":617.41,"endTime":617.91,"body":"Right."},{"speaker":"BILL DEVINE","startTime":617.91,"endTime":620.2,"body":"And"},{"speaker":"BILL DEVINE","startTime":617.91,"endTime":620.2,"body":"most every company"},{"speaker":"BILL DEVINE","startTime":620.2,"endTime":623.38,"body":"from that first generation"},{"speaker":"BILL DEVINE","startTime":620.2,"endTime":623.38,"body":"has since gone away."},{"speaker":"REID HOLZWORTH","startTime":623.38,"endTime":625.42,"body":"Yeah,"},{"speaker":"REID HOLZWORTH","startTime":623.38,"endTime":625.42,"body":"in some shape or form."},{"speaker":"BILL DEVINE","startTime":625.42,"endTime":626.81,"body":"And if they exist."},{"speaker":"BILL DEVINE","startTime":626.81,"endTime":628.63,"body":"There was a massive"},{"speaker":"BILL DEVINE","startTime":626.81,"endTime":628.63,"body":"pivot likely."},{"speaker":"BILL DEVINE","startTime":628.63,"endTime":630.87,"body":"And they've moved either to--"},{"speaker":"BILL DEVINE","startTime":630.87,"endTime":633.76,"body":"they're either now owned by the"},{"speaker":"BILL DEVINE","startTime":630.87,"endTime":633.76,"body":"insurance industry-- someone"},{"speaker":"BILL DEVINE","startTime":633.76,"endTime":635.17,"body":"in the insurance industry."},{"speaker":"BILL DEVINE","startTime":635.17,"endTime":637.872,"body":"And the best case, it's"},{"speaker":"BILL DEVINE","startTime":635.17,"endTime":637.872,"body":"people like yourself,"},{"speaker":"BILL DEVINE","startTime":637.872,"endTime":639.58,"body":"honestly, Reid, that"},{"speaker":"BILL DEVINE","startTime":637.872,"endTime":639.58,"body":"have come in and now"},{"speaker":"BILL DEVINE","startTime":639.58,"endTime":642.34,"body":"taken big roles in transforming"},{"speaker":"BILL DEVINE","startTime":639.58,"endTime":642.34,"body":"the actual industry as"},{"speaker":"BILL DEVINE","startTime":642.34,"endTime":644.87,"body":"opposed to just trying to"},{"speaker":"BILL DEVINE","startTime":642.34,"endTime":644.87,"body":"disrupt it and break it,"},{"speaker":"BILL DEVINE","startTime":644.87,"endTime":645.86,"body":"which I love--"},{"speaker":"BILL DEVINE","startTime":645.86,"endTime":647.882,"body":"I love that story, bored"},{"speaker":"BILL DEVINE","startTime":645.86,"endTime":647.882,"body":"people that have just"},{"speaker":"BILL DEVINE","startTime":647.882,"endTime":649.09,"body":"moved on to another industry."},{"speaker":"REID HOLZWORTH","startTime":649.09,"endTime":650.47,"body":"It's very true."},{"speaker":"BILL DEVINE","startTime":650.47,"endTime":652.85,"body":"And that's"},{"speaker":"BILL DEVINE","startTime":650.47,"endTime":652.85,"body":"really so much of what it is."},{"speaker":"BILL DEVINE","startTime":652.85,"endTime":654.79,"body":"And part of that in"},{"speaker":"BILL DEVINE","startTime":652.85,"endTime":654.79,"body":"that first generation"},{"speaker":"BILL DEVINE","startTime":654.79,"endTime":658.45,"body":"my belief is our margins"},{"speaker":"BILL DEVINE","startTime":654.79,"endTime":658.45,"body":"are so lousy relative"},{"speaker":"BILL DEVINE","startTime":658.45,"endTime":661.18,"body":"to other industries."},{"speaker":"BILL DEVINE","startTime":661.18,"endTime":664.93,"body":"There's just not a lot of"},{"speaker":"BILL DEVINE","startTime":661.18,"endTime":664.93,"body":"money to be made in insurance"},{"speaker":"BILL DEVINE","startTime":664.93,"endTime":666.7,"body":"at the transaction level."},{"speaker":"BILL DEVINE","startTime":666.7,"endTime":668.38,"body":"At the aggregate,"},{"speaker":"BILL DEVINE","startTime":666.7,"endTime":668.38,"body":"don't get me wrong."},{"speaker":"BILL DEVINE","startTime":668.38,"endTime":670.24,"body":"Dow 30 company,"},{"speaker":"BILL DEVINE","startTime":668.38,"endTime":670.24,"body":"there is a feeling."},{"speaker":"BILL DEVINE","startTime":670.24,"endTime":672.4,"body":"But at the individual"},{"speaker":"BILL DEVINE","startTime":670.24,"endTime":672.4,"body":"transaction level,"},{"speaker":"BILL DEVINE","startTime":672.4,"endTime":674.932,"body":"if you're going to start--"},{"speaker":"BILL DEVINE","startTime":674.932,"endTime":677.08,"body":"it is not where I"},{"speaker":"BILL DEVINE","startTime":674.932,"endTime":677.08,"body":"would place my bet"},{"speaker":"BILL DEVINE","startTime":677.08,"endTime":682.15,"body":"to be a carrier if I had capital"},{"speaker":"BILL DEVINE","startTime":677.08,"endTime":682.15,"body":"by moving into that side."},{"speaker":"BILL DEVINE","startTime":682.15,"endTime":684.04,"body":"And even on the"},{"speaker":"BILL DEVINE","startTime":682.15,"endTime":684.04,"body":"distribution side,"},{"speaker":"BILL DEVINE","startTime":684.04,"endTime":691.31,"body":"there's a lot of just inertia on"},{"speaker":"BILL DEVINE","startTime":684.04,"endTime":691.31,"body":"the distribution transformation"},{"speaker":"BILL DEVINE","startTime":691.31,"endTime":691.81,"body":"side."},{"speaker":"BILL DEVINE","startTime":691.81,"endTime":695.14,"body":"I think so many people talked"},{"speaker":"BILL DEVINE","startTime":691.81,"endTime":695.14,"body":"about digital distribution,"},{"speaker":"BILL DEVINE","startTime":695.14,"endTime":696.58,"body":"online."},{"speaker":"BILL DEVINE","startTime":696.58,"endTime":698.517,"body":"But we've seen that"},{"speaker":"BILL DEVINE","startTime":696.58,"endTime":698.517,"body":"pretty much plateau."},{"speaker":"BILL DEVINE","startTime":698.517,"endTime":700.6,"body":"So that doesn't mean it's"},{"speaker":"BILL DEVINE","startTime":698.517,"endTime":700.6,"body":"not going to move again."},{"speaker":"REID HOLZWORTH","startTime":700.6,"endTime":700.9,"body":"Right."},{"speaker":"REID HOLZWORTH","startTime":700.9,"endTime":701.4,"body":"Totally."},{"speaker":"BILL DEVINE","startTime":701.4,"endTime":704.35,"body":"But the"},{"speaker":"BILL DEVINE","startTime":701.4,"endTime":704.35,"body":"independent agent has actually--"},{"speaker":"BILL DEVINE","startTime":704.35,"endTime":705.85,"body":"they actually are"},{"speaker":"BILL DEVINE","startTime":704.35,"endTime":705.85,"body":"thriving and have"},{"speaker":"BILL DEVINE","startTime":705.85,"endTime":709.45,"body":"grown now post this first"},{"speaker":"BILL DEVINE","startTime":705.85,"endTime":709.45,"body":"big wave of disruption"},{"speaker":"BILL DEVINE","startTime":709.45,"endTime":712.39,"body":"where companies were coming"},{"speaker":"BILL DEVINE","startTime":709.45,"endTime":712.39,"body":"in from all over the place,"},{"speaker":"BILL DEVINE","startTime":712.39,"endTime":714.28,"body":"and we're like, oh,"},{"speaker":"BILL DEVINE","startTime":712.39,"endTime":714.28,"body":"we're going to kill"},{"speaker":"BILL DEVINE","startTime":714.28,"endTime":715.75,"body":"these agents because they"},{"speaker":"BILL DEVINE","startTime":714.28,"endTime":715.75,"body":"don't know what they're doing."},{"speaker":"BILL DEVINE","startTime":715.75,"endTime":718.78,"body":"And it's like, well, it turns"},{"speaker":"BILL DEVINE","startTime":715.75,"endTime":718.78,"body":"out there was something there."},{"speaker":"BILL DEVINE","startTime":718.78,"endTime":721.96,"body":"And that magic is-- and to"},{"speaker":"BILL DEVINE","startTime":718.78,"endTime":721.96,"body":"me that's the important part"},{"speaker":"BILL DEVINE","startTime":721.96,"endTime":724.48,"body":"and conflating the two topics."},{"speaker":"BILL DEVINE","startTime":724.48,"endTime":727.75,"body":"But our belief in that--"},{"speaker":"BILL DEVINE","startTime":727.75,"endTime":731.65,"body":"what we learned in that first"},{"speaker":"BILL DEVINE","startTime":727.75,"endTime":731.65,"body":"wave of InsurTech that's"},{"speaker":"BILL DEVINE","startTime":731.65,"endTime":735.25,"body":"so important to us is a belief"},{"speaker":"BILL DEVINE","startTime":731.65,"endTime":735.25,"body":"that the independent agents"},{"speaker":"BILL DEVINE","startTime":735.25,"endTime":738.37,"body":"will persist, and will be a"},{"speaker":"BILL DEVINE","startTime":735.25,"endTime":738.37,"body":"major part of the insurance"},{"speaker":"BILL DEVINE","startTime":738.37,"endTime":741.243,"body":"industry for as long"},{"speaker":"BILL DEVINE","startTime":738.37,"endTime":741.243,"body":"as we can see forward."},{"speaker":"REID HOLZWORTH","startTime":741.243,"endTime":742.66,"body":"Every one of them,"},{"speaker":"REID HOLZWORTH","startTime":742.66,"endTime":744.41,"body":"all those insured techs"},{"speaker":"REID HOLZWORTH","startTime":742.66,"endTime":744.41,"body":"of that first wave"},{"speaker":"REID HOLZWORTH","startTime":744.41,"endTime":745.81,"body":"you're talking about."},{"speaker":"REID HOLZWORTH","startTime":745.81,"endTime":746.98,"body":"I think every one of them."},{"speaker":"REID HOLZWORTH","startTime":746.98,"endTime":748.33,"body":"And I'm probably wrong."},{"speaker":"REID HOLZWORTH","startTime":748.33,"endTime":749.92,"body":"People listening"},{"speaker":"REID HOLZWORTH","startTime":748.33,"endTime":749.92,"body":"are like, no, I do--"},{"speaker":"REID HOLZWORTH","startTime":749.92,"endTime":750.56,"body":"whatever."},{"speaker":"REID HOLZWORTH","startTime":750.56,"endTime":751.06,"body":"I get it."},{"speaker":"REID HOLZWORTH","startTime":751.06,"endTime":754.69,"body":"But generally"},{"speaker":"REID HOLZWORTH","startTime":751.06,"endTime":754.69,"body":"speaking, most of them"},{"speaker":"REID HOLZWORTH","startTime":754.69,"endTime":756.85,"body":"had to pivot"},{"speaker":"REID HOLZWORTH","startTime":754.69,"endTime":756.85,"body":"especially to leverage"},{"speaker":"REID HOLZWORTH","startTime":756.85,"endTime":758.29,"body":"the IAs for distribution."},{"speaker":"BILL DEVINE","startTime":758.29,"endTime":759.22,"body":"Exactly."},{"speaker":"REID HOLZWORTH","startTime":759.22,"endTime":759.81,"body":"You know?"},{"speaker":"BILL DEVINE","startTime":759.81,"endTime":760.42,"body":"Oh, totally."},{"speaker":"REID HOLZWORTH","startTime":760.42,"endTime":760.9,"body":"And so they're all,"},{"speaker":"REID HOLZWORTH","startTime":760.9,"endTime":762.192,"body":"like, no, we're going to do it."},{"speaker":"REID HOLZWORTH","startTime":762.192,"endTime":763.36,"body":"And they spend millions--"},{"speaker":"REID HOLZWORTH","startTime":763.36,"endTime":764.985,"body":"I mean, probably"},{"speaker":"REID HOLZWORTH","startTime":763.36,"endTime":764.985,"body":"billions collectively."},{"speaker":"BILL DEVINE","startTime":764.985,"endTime":768.21,"body":"Or they're owned"},{"speaker":"BILL DEVINE","startTime":764.985,"endTime":768.21,"body":"by some global broker, or--"},{"speaker":"REID HOLZWORTH","startTime":768.21,"endTime":769.21,"body":"Exactly."},{"speaker":"BILL DEVINE","startTime":769.21,"endTime":770.752,"body":"They've"},{"speaker":"BILL DEVINE","startTime":769.21,"endTime":770.752,"body":"either folded in"},{"speaker":"BILL DEVINE","startTime":770.752,"endTime":775.42,"body":"or they have gone away."},{"speaker":"BILL DEVINE","startTime":775.42,"endTime":776.408,"body":"It's one or the other."},{"speaker":"BILL DEVINE","startTime":776.408,"endTime":778.825,"body":"They either became part of the"},{"speaker":"BILL DEVINE","startTime":776.408,"endTime":778.825,"body":"industry or they went away."},{"speaker":"BILL DEVINE","startTime":778.825,"endTime":780.867,"body":"I mean, like you said,"},{"speaker":"BILL DEVINE","startTime":778.825,"endTime":780.867,"body":"somebody listening to this"},{"speaker":"BILL DEVINE","startTime":780.867,"endTime":783.04,"body":"is going to say, no,"},{"speaker":"BILL DEVINE","startTime":780.867,"endTime":783.04,"body":"we're still out here."},{"speaker":"BILL DEVINE","startTime":783.04,"endTime":786.31,"body":"But then-- so that's"},{"speaker":"BILL DEVINE","startTime":783.04,"endTime":786.31,"body":"phase one of InsurTech."},{"speaker":"BILL DEVINE","startTime":786.31,"endTime":791.05,"body":"We're at the tail end in my"},{"speaker":"BILL DEVINE","startTime":786.31,"endTime":791.05,"body":"belief of the second phase."},{"speaker":"BILL DEVINE","startTime":791.05,"endTime":793.63,"body":"And that was people who"},{"speaker":"BILL DEVINE","startTime":791.05,"endTime":793.63,"body":"came in and were actually"},{"speaker":"BILL DEVINE","startTime":793.63,"endTime":796.76,"body":"part of the industry,"},{"speaker":"BILL DEVINE","startTime":793.63,"endTime":796.76,"body":"and saw opportunity."},{"speaker":"BILL DEVINE","startTime":796.76,"endTime":799.27,"body":"And so you were like"},{"speaker":"BILL DEVINE","startTime":796.76,"endTime":799.27,"body":"at the tail end of one"},{"speaker":"BILL DEVINE","startTime":799.27,"endTime":800.86,"body":"and a founder of"},{"speaker":"BILL DEVINE","startTime":799.27,"endTime":800.86,"body":"that second wave."},{"speaker":"REID HOLZWORTH","startTime":800.86,"endTime":801.49,"body":"Yeah, fair enough."},{"speaker":"BILL DEVINE","startTime":801.49,"endTime":803.782,"body":"People that were"},{"speaker":"BILL DEVINE","startTime":801.49,"endTime":803.782,"body":"part of the industry that"},{"speaker":"BILL DEVINE","startTime":803.782,"endTime":805.54,"body":"are like, hey,"},{"speaker":"BILL DEVINE","startTime":803.782,"endTime":805.54,"body":"there's a problem,"},{"speaker":"BILL DEVINE","startTime":805.54,"endTime":809.11,"body":"and I can build"},{"speaker":"BILL DEVINE","startTime":805.54,"endTime":809.11,"body":"something fit for purpose"},{"speaker":"BILL DEVINE","startTime":809.11,"endTime":810.437,"body":"that can solve that problem."},{"speaker":"REID HOLZWORTH","startTime":810.437,"endTime":811.27,"body":"Yep."},{"speaker":"REID HOLZWORTH","startTime":811.27,"endTime":811.57,"body":"Yep."},{"speaker":"BILL DEVINE","startTime":811.57,"endTime":813.52,"body":"And our buddies"},{"speaker":"BILL DEVINE","startTime":811.57,"endTime":813.52,"body":"[? Mike, ?] and [? Alan, ?]"},{"speaker":"BILL DEVINE","startTime":813.52,"endTime":815.508,"body":"and [? Kodiak ?] are a"},{"speaker":"BILL DEVINE","startTime":813.52,"endTime":815.508,"body":"perfect example of that."},{"speaker":"BILL DEVINE","startTime":815.508,"endTime":818.05,"body":"But there are so many of these"},{"speaker":"BILL DEVINE","startTime":815.508,"endTime":818.05,"body":"guys in the second generation."},{"speaker":"BILL DEVINE","startTime":818.05,"endTime":820.06,"body":"They grew up through insurance."},{"speaker":"BILL DEVINE","startTime":820.06,"endTime":822.46,"body":"They took the best"},{"speaker":"BILL DEVINE","startTime":820.06,"endTime":822.46,"body":"of Silicon Valley,"},{"speaker":"BILL DEVINE","startTime":822.46,"endTime":824.35,"body":"and this disruptive mindset."},{"speaker":"BILL DEVINE","startTime":824.35,"endTime":826.45,"body":"But instead of trying"},{"speaker":"BILL DEVINE","startTime":824.35,"endTime":826.45,"body":"to break the industry,"},{"speaker":"BILL DEVINE","startTime":826.45,"endTime":829.75,"body":"they looked at the industry"},{"speaker":"BILL DEVINE","startTime":826.45,"endTime":829.75,"body":"and said where are we broken"},{"speaker":"BILL DEVINE","startTime":829.75,"endTime":831.04,"body":"and try to fix something."},{"speaker":"BILL DEVINE","startTime":831.04,"endTime":832.18,"body":"And I fricking love that."},{"speaker":"BILL DEVINE","startTime":832.18,"endTime":835.57,"body":"And Applied IVANS,"},{"speaker":"BILL DEVINE","startTime":832.18,"endTime":835.57,"body":"you guys sucked up"},{"speaker":"BILL DEVINE","startTime":835.57,"endTime":837.64,"body":"a lot of these companies"},{"speaker":"BILL DEVINE","startTime":835.57,"endTime":837.64,"body":"because you could"},{"speaker":"BILL DEVINE","startTime":837.64,"endTime":839.65,"body":"look across and see, like, oh."},{"speaker":"BILL DEVINE","startTime":839.65,"endTime":841.16,"body":"This is fixing this problem."},{"speaker":"BILL DEVINE","startTime":841.16,"endTime":841.66,"body":"Love that."},{"speaker":"BILL DEVINE","startTime":841.66,"endTime":842.452,"body":"Let's plug that in."},{"speaker":"BILL DEVINE","startTime":842.452,"endTime":844.27,"body":"And this is fixing"},{"speaker":"BILL DEVINE","startTime":842.452,"endTime":844.27,"body":"this other problem."},{"speaker":"BILL DEVINE","startTime":844.27,"endTime":846.4,"body":"Great, let's plug that in."},{"speaker":"BILL DEVINE","startTime":846.4,"endTime":849.25,"body":"And these are companies that"},{"speaker":"BILL DEVINE","startTime":846.4,"endTime":849.25,"body":"complemented the existing"},{"speaker":"BILL DEVINE","startTime":849.25,"endTime":851.852,"body":"ecosystem as opposed to trying"},{"speaker":"BILL DEVINE","startTime":849.25,"endTime":851.852,"body":"to say, well let's just burn it"},{"speaker":"BILL DEVINE","startTime":851.852,"endTime":853.56,"body":"all down and build a"},{"speaker":"BILL DEVINE","startTime":851.852,"endTime":853.56,"body":"brand new ecosystem."},{"speaker":"REID HOLZWORTH","startTime":853.56,"endTime":854.47,"body":"Absolutely."},{"speaker":"BILL DEVINE","startTime":854.47,"endTime":855.74,"body":"And I love those."},{"speaker":"BILL DEVINE","startTime":855.74,"endTime":859.06,"body":"And so I would say"},{"speaker":"BILL DEVINE","startTime":855.74,"endTime":859.06,"body":"TechCanary was probably"},{"speaker":"BILL DEVINE","startTime":859.06,"endTime":863.68,"body":"at the cutting edge of that"},{"speaker":"BILL DEVINE","startTime":859.06,"endTime":863.68,"body":"second wave of InsurTech."},{"speaker":"BILL DEVINE","startTime":863.68,"endTime":866.41,"body":"The third wave of InsurTech"},{"speaker":"BILL DEVINE","startTime":863.68,"endTime":866.41,"body":"hasn't happened yet."},{"speaker":"BILL DEVINE","startTime":866.41,"endTime":869.183,"body":"And that's where my"},{"speaker":"BILL DEVINE","startTime":866.41,"endTime":869.183,"body":"hypothesis-- and again,"},{"speaker":"BILL DEVINE","startTime":869.183,"endTime":870.85,"body":"stealing from [? Bill ?]"},{"speaker":"BILL DEVINE","startTime":869.183,"endTime":870.85,"body":"[? Perrone-- ?]"},{"speaker":"BILL DEVINE","startTime":870.85,"endTime":874.75,"body":"but my hypothesis is, so"},{"speaker":"BILL DEVINE","startTime":870.85,"endTime":874.75,"body":"much investment has gone"},{"speaker":"BILL DEVINE","startTime":874.75,"endTime":878.89,"body":"in on the InsurTech side to"},{"speaker":"BILL DEVINE","startTime":874.75,"endTime":878.89,"body":"distribution capabilities."},{"speaker":"BILL DEVINE","startTime":878.89,"endTime":881.59,"body":"Which at the end of"},{"speaker":"BILL DEVINE","startTime":878.89,"endTime":881.59,"body":"the day is a small part"},{"speaker":"BILL DEVINE","startTime":881.59,"endTime":884.32,"body":"of the overall premium."},{"speaker":"BILL DEVINE","startTime":884.32,"endTime":887.71,"body":"And there hasn't been"},{"speaker":"BILL DEVINE","startTime":884.32,"endTime":887.71,"body":"nearly enough innovation"},{"speaker":"BILL DEVINE","startTime":887.71,"endTime":890.89,"body":"and technology investment"},{"speaker":"BILL DEVINE","startTime":887.71,"endTime":890.89,"body":"on the claims side,"},{"speaker":"BILL DEVINE","startTime":890.89,"endTime":893.5,"body":"on the actual underwriting side."},{"speaker":"BILL DEVINE","startTime":893.5,"endTime":897.67,"body":"And these pieces that now you"},{"speaker":"BILL DEVINE","startTime":893.5,"endTime":897.67,"body":"have to be an industry insider."},{"speaker":"BILL DEVINE","startTime":897.67,"endTime":901.63,"body":"You have to learn the"},{"speaker":"BILL DEVINE","startTime":897.67,"endTime":901.63,"body":"industry, and see the tech,"},{"speaker":"BILL DEVINE","startTime":901.63,"endTime":903.49,"body":"and understand it"},{"speaker":"BILL DEVINE","startTime":901.63,"endTime":903.49,"body":"to be able to do."},{"speaker":"BILL DEVINE","startTime":903.49,"endTime":906.1,"body":"So somebody like yourself"},{"speaker":"BILL DEVINE","startTime":903.49,"endTime":906.1,"body":"could be in the industry"},{"speaker":"BILL DEVINE","startTime":906.1,"endTime":908.11,"body":"and build something as"},{"speaker":"BILL DEVINE","startTime":906.1,"endTime":908.11,"body":"amazing as TechCanary"},{"speaker":"BILL DEVINE","startTime":908.11,"endTime":909.895,"body":"without having to have"},{"speaker":"BILL DEVINE","startTime":908.11,"endTime":909.895,"body":"grown up in the industry."},{"speaker":"REID HOLZWORTH","startTime":909.895,"endTime":910.81,"body":"It's very true."},{"speaker":"REID HOLZWORTH","startTime":910.81,"endTime":911.56,"body":"Yeah."},{"speaker":"BILL DEVINE","startTime":911.56,"endTime":914.74,"body":"Because you found"},{"speaker":"BILL DEVINE","startTime":911.56,"endTime":914.74,"body":"a significant set of problems,"},{"speaker":"BILL DEVINE","startTime":914.74,"endTime":916.42,"body":"and said I'm going"},{"speaker":"BILL DEVINE","startTime":914.74,"endTime":916.42,"body":"to solve those."},{"speaker":"BILL DEVINE","startTime":916.42,"endTime":918.01,"body":"That next set is"},{"speaker":"BILL DEVINE","startTime":916.42,"endTime":918.01,"body":"now you're getting"},{"speaker":"BILL DEVINE","startTime":918.01,"endTime":923.322,"body":"into like complex multivariate"},{"speaker":"BILL DEVINE","startTime":918.01,"endTime":923.322,"body":"rating, and fraud detection,"},{"speaker":"BILL DEVINE","startTime":923.322,"endTime":925.03,"body":"and things that are"},{"speaker":"BILL DEVINE","startTime":923.322,"endTime":925.03,"body":"going to require data"},{"speaker":"BILL DEVINE","startTime":925.03,"endTime":928.75,"body":"sets from the industry,"},{"speaker":"BILL DEVINE","startTime":925.03,"endTime":928.75,"body":"or industry aggregation,"},{"speaker":"BILL DEVINE","startTime":928.75,"endTime":931.69,"body":"to actually start to bring"},{"speaker":"BILL DEVINE","startTime":928.75,"endTime":931.69,"body":"these next level of innovations."},{"speaker":"BILL DEVINE","startTime":931.69,"endTime":933.67,"body":"And I'm excited, and"},{"speaker":"BILL DEVINE","startTime":931.69,"endTime":933.67,"body":"actually something"},{"speaker":"BILL DEVINE","startTime":933.67,"endTime":936.85,"body":"you said when we were at the Big"},{"speaker":"BILL DEVINE","startTime":933.67,"endTime":936.85,"body":"I conference on the main stage"},{"speaker":"BILL DEVINE","startTime":936.85,"endTime":938.71,"body":"is I think it ties into that."},{"speaker":"BILL DEVINE","startTime":938.71,"endTime":941.12,"body":"Because I think you guys"},{"speaker":"BILL DEVINE","startTime":938.71,"endTime":941.12,"body":"see where this is going to."},{"speaker":"BILL DEVINE","startTime":941.12,"endTime":945.59,"body":"Is things like, our QIs"},{"speaker":"BILL DEVINE","startTime":941.12,"endTime":945.59,"body":"policy admins, claim systems."},{"speaker":"BILL DEVINE","startTime":945.59,"endTime":951.55,"body":"The ability to interconnect all"},{"speaker":"BILL DEVINE","startTime":945.59,"endTime":951.55,"body":"of that and start to bring--"},{"speaker":"BILL DEVINE","startTime":951.55,"endTime":954.85,"body":"being able to connect and"},{"speaker":"BILL DEVINE","startTime":951.55,"endTime":954.85,"body":"applied IVANS, Guidewire"},{"speaker":"BILL DEVINE","startTime":954.85,"endTime":956.62,"body":"and start to see"},{"speaker":"BILL DEVINE","startTime":954.85,"endTime":956.62,"body":"a full ecosystem."},{"speaker":"REID HOLZWORTH","startTime":956.62,"endTime":957.4,"body":"The whole stack."},{"speaker":"BILL DEVINE","startTime":957.4,"endTime":958.72,"body":"That to me is--"},{"speaker":"REID HOLZWORTH","startTime":958.72,"endTime":959.44,"body":"Totally connected."},{"speaker":"BILL DEVINE","startTime":959.44,"endTime":961.815,"body":"And the players"},{"speaker":"BILL DEVINE","startTime":959.44,"endTime":961.815,"body":"that are going to-- the next"},{"speaker":"BILL DEVINE","startTime":961.815,"endTime":964.81,"body":"set of innovation in InsurTech,"},{"speaker":"BILL DEVINE","startTime":961.815,"endTime":964.81,"body":"I think are going to be players"},{"speaker":"BILL DEVINE","startTime":964.81,"endTime":967.142,"body":"that come in that help"},{"speaker":"BILL DEVINE","startTime":964.81,"endTime":967.142,"body":"accelerate those types"},{"speaker":"BILL DEVINE","startTime":967.142,"endTime":968.35,"body":"of activities connectivity's."},{"speaker":"REID HOLZWORTH","startTime":968.35,"endTime":968.71,"body":"Yeah."},{"speaker":"REID HOLZWORTH","startTime":968.71,"endTime":971.38,"body":"And for the audience what we"},{"speaker":"REID HOLZWORTH","startTime":968.71,"endTime":971.38,"body":"were talking about on stage"},{"speaker":"REID HOLZWORTH","startTime":971.38,"endTime":976.99,"body":"at the Big I InsurTech"},{"speaker":"REID HOLZWORTH","startTime":971.38,"endTime":976.99,"body":"Summit in Savannah was I"},{"speaker":"REID HOLZWORTH","startTime":976.99,"endTime":981.34,"body":"believe that in the"},{"speaker":"REID HOLZWORTH","startTime":976.99,"endTime":981.34,"body":"not so distant future"},{"speaker":"REID HOLZWORTH","startTime":981.34,"endTime":984.52,"body":"there's going to be a merge"},{"speaker":"REID HOLZWORTH","startTime":981.34,"endTime":984.52,"body":"of an agency management system"},{"speaker":"REID HOLZWORTH","startTime":984.52,"endTime":987.51,"body":"vendor and a policy"},{"speaker":"REID HOLZWORTH","startTime":984.52,"endTime":987.51,"body":"administration system."},{"speaker":"REID HOLZWORTH","startTime":987.51,"endTime":988.33,"body":"But a real one a."},{"speaker":"REID HOLZWORTH","startTime":988.33,"endTime":988.69,"body":"Big one."},{"speaker":"REID HOLZWORTH","startTime":988.69,"endTime":990.69,"body":"Not like they're going"},{"speaker":"REID HOLZWORTH","startTime":988.69,"endTime":990.69,"body":"to go pick up-- like Duck"},{"speaker":"REID HOLZWORTH","startTime":990.69,"endTime":993.82,"body":"Creek is going to go"},{"speaker":"REID HOLZWORTH","startTime":990.69,"endTime":993.82,"body":"pick up a small AMS."},{"speaker":"REID HOLZWORTH","startTime":993.82,"endTime":996.312,"body":"The bigs are going to"},{"speaker":"REID HOLZWORTH","startTime":993.82,"endTime":996.312,"body":"come together in that."},{"speaker":"REID HOLZWORTH","startTime":996.312,"endTime":998.02,"body":"And when you start to"},{"speaker":"REID HOLZWORTH","startTime":996.312,"endTime":998.02,"body":"think about those--"},{"speaker":"BILL DEVINE","startTime":998.02,"endTime":999.728,"body":"We have"},{"speaker":"BILL DEVINE","startTime":998.02,"endTime":999.728,"body":"to use generic names"},{"speaker":"BILL DEVINE","startTime":999.728,"endTime":1001.173,"body":"because you and I"},{"speaker":"BILL DEVINE","startTime":999.728,"endTime":1001.173,"body":"both are insider"},{"speaker":"BILL DEVINE","startTime":1001.173,"endTime":1002.34,"body":"enough on to many of these--"},{"speaker":"REID HOLZWORTH","startTime":1002.34,"endTime":1003.298,"body":"I know."},{"speaker":"REID HOLZWORTH","startTime":1003.298,"endTime":1004.597,"body":"It's actually-- yeah, I know."},{"speaker":"BILL DEVINE","startTime":1004.597,"endTime":1006.18,"body":"There's"},{"speaker":"BILL DEVINE","startTime":1004.597,"endTime":1006.18,"body":"some SEC problems"},{"speaker":"BILL DEVINE","startTime":1006.18,"endTime":1010.088,"body":"and were right on"},{"speaker":"BILL DEVINE","startTime":1006.18,"endTime":1010.088,"body":"the line of it, sure."},{"speaker":"REID HOLZWORTH","startTime":1010.088,"endTime":1011.13,"body":"But yeah."},{"speaker":"REID HOLZWORTH","startTime":1011.13,"endTime":1014.07,"body":"But if you think about all"},{"speaker":"REID HOLZWORTH","startTime":1011.13,"endTime":1014.07,"body":"of that interconnectedness,"},{"speaker":"REID HOLZWORTH","startTime":1014.07,"endTime":1016.68,"body":"and what you can do in"},{"speaker":"REID HOLZWORTH","startTime":1014.07,"endTime":1016.68,"body":"streamlining the overall flow,"},{"speaker":"REID HOLZWORTH","startTime":1016.68,"endTime":1017.64,"body":"I mean, that's massive."},{"speaker":"REID HOLZWORTH","startTime":1017.64,"endTime":1019.14,"body":"And then all the"},{"speaker":"REID HOLZWORTH","startTime":1017.64,"endTime":1019.14,"body":"products and things"},{"speaker":"REID HOLZWORTH","startTime":1019.14,"endTime":1020.39,"body":"that can be built around that."},{"speaker":"REID HOLZWORTH","startTime":1020.39,"endTime":1022.41,"body":"The ecosystem that can"},{"speaker":"REID HOLZWORTH","startTime":1020.39,"endTime":1022.41,"body":"be built around that."},{"speaker":"BILL DEVINE","startTime":1022.41,"endTime":1023.49,"body":"And that's--"},{"speaker":"BILL DEVINE","startTime":1023.49,"endTime":1026.52,"body":"and the reason I think"},{"speaker":"BILL DEVINE","startTime":1023.49,"endTime":1026.52,"body":"that's so important"},{"speaker":"BILL DEVINE","startTime":1026.52,"endTime":1030.755,"body":"is if we look to other"},{"speaker":"BILL DEVINE","startTime":1026.52,"endTime":1030.755,"body":"industries, and the buzzwords,"},{"speaker":"BILL DEVINE","startTime":1030.755,"endTime":1032.88,"body":"and the concepts that come"},{"speaker":"BILL DEVINE","startTime":1030.755,"endTime":1032.88,"body":"out of other industries."},{"speaker":"BILL DEVINE","startTime":1032.88,"endTime":1039.269,"body":"That concept of platforms"},{"speaker":"BILL DEVINE","startTime":1032.88,"endTime":1039.269,"body":"is huge everywhere."},{"speaker":"BILL DEVINE","startTime":1039.269,"endTime":1043.29,"body":"So much of the technology"},{"speaker":"BILL DEVINE","startTime":1039.269,"endTime":1043.29,"body":"companies out there pivoted"},{"speaker":"BILL DEVINE","startTime":1043.29,"endTime":1047.01,"body":"from innovation to are"},{"speaker":"BILL DEVINE","startTime":1043.29,"endTime":1047.01,"body":"you a platform company."},{"speaker":"BILL DEVINE","startTime":1047.01,"endTime":1049.41,"body":"And I really think"},{"speaker":"BILL DEVINE","startTime":1047.01,"endTime":1049.41,"body":"that there is aspects"},{"speaker":"BILL DEVINE","startTime":1049.41,"endTime":1052.41,"body":"of that would fit nicely"},{"speaker":"BILL DEVINE","startTime":1049.41,"endTime":1052.41,"body":"into our industry,"},{"speaker":"BILL DEVINE","startTime":1052.41,"endTime":1053.95,"body":"and will be a big piece of this."},{"speaker":"BILL DEVINE","startTime":1053.95,"endTime":1055.875,"body":"And that kind of end"},{"speaker":"BILL DEVINE","startTime":1053.95,"endTime":1055.875,"body":"to end platform piece."},{"speaker":"REID HOLZWORTH","startTime":1055.875,"endTime":1057.792,"body":"What are"},{"speaker":"REID HOLZWORTH","startTime":1055.875,"endTime":1057.792,"body":"your thoughts on some"},{"speaker":"REID HOLZWORTH","startTime":1057.792,"endTime":1059.67,"body":"of these companies"},{"speaker":"REID HOLZWORTH","startTime":1057.792,"endTime":1059.67,"body":"that are out there now"},{"speaker":"REID HOLZWORTH","startTime":1059.67,"endTime":1062.13,"body":"that are trying to"},{"speaker":"REID HOLZWORTH","startTime":1059.67,"endTime":1062.13,"body":"stitch this together?"},{"speaker":"REID HOLZWORTH","startTime":1062.13,"endTime":1064.095,"body":"And we can name names."},{"speaker":"REID HOLZWORTH","startTime":1064.095,"endTime":1066.54,"body":"And there's different"},{"speaker":"REID HOLZWORTH","startTime":1064.095,"endTime":1066.54,"body":"flavors of it."},{"speaker":"REID HOLZWORTH","startTime":1066.54,"endTime":1068.19,"body":"there's like an uncork, right."},{"speaker":"REID HOLZWORTH","startTime":1068.19,"endTime":1070.59,"body":"Or there's like even"},{"speaker":"REID HOLZWORTH","startTime":1068.19,"endTime":1070.59,"body":"like an insurance gig."},{"speaker":"REID HOLZWORTH","startTime":1070.59,"endTime":1072.45,"body":"These types of"},{"speaker":"REID HOLZWORTH","startTime":1070.59,"endTime":1072.45,"body":"things where they're"},{"speaker":"REID HOLZWORTH","startTime":1072.45,"endTime":1074.75,"body":"trying to stitch it together."},{"speaker":"REID HOLZWORTH","startTime":1074.75,"endTime":1077.27,"body":"Unqork, different than"},{"speaker":"REID HOLZWORTH","startTime":1074.75,"endTime":1077.27,"body":"insurance gig in ways."},{"speaker":"REID HOLZWORTH","startTime":1077.27,"endTime":1081.05,"body":"But they are kind of trying to"},{"speaker":"REID HOLZWORTH","startTime":1077.27,"endTime":1081.05,"body":"solve the same problem right."},{"speaker":"REID HOLZWORTH","startTime":1081.05,"endTime":1084.29,"body":"And to this point on"},{"speaker":"REID HOLZWORTH","startTime":1081.05,"endTime":1084.29,"body":"the whole platform,"},{"speaker":"REID HOLZWORTH","startTime":1084.29,"endTime":1086.09,"body":"and where that really goes?"},{"speaker":"REID HOLZWORTH","startTime":1086.09,"endTime":1088.22,"body":"I mean, are these kind of--"},{"speaker":"REID HOLZWORTH","startTime":1088.22,"endTime":1090.47,"body":"I don't want to call them"},{"speaker":"REID HOLZWORTH","startTime":1088.22,"endTime":1090.47,"body":"point solutions I don't even"},{"speaker":"REID HOLZWORTH","startTime":1090.47,"endTime":1091.28,"body":"know what you'd call it."},{"speaker":"BILL DEVINE","startTime":1091.28,"endTime":1092.822,"body":"Yeah,"},{"speaker":"BILL DEVINE","startTime":1091.28,"endTime":1092.822,"body":"it's almost like--"},{"speaker":"BILL DEVINE","startTime":1092.822,"endTime":1095.51,"body":"are we mandating our way"},{"speaker":"BILL DEVINE","startTime":1092.822,"endTime":1095.51,"body":"to creating a platform."},{"speaker":"REID HOLZWORTH","startTime":1095.51,"endTime":1097.705,"body":"Right."},{"speaker":"BILL DEVINE","startTime":1097.705,"endTime":1099.08,"body":"I"},{"speaker":"BILL DEVINE","startTime":1097.705,"endTime":1099.08,"body":"want to be careful"},{"speaker":"BILL DEVINE","startTime":1099.08,"endTime":1101.72,"body":"because I'm super impressed"},{"speaker":"BILL DEVINE","startTime":1099.08,"endTime":1101.72,"body":"with some of the names"},{"speaker":"BILL DEVINE","startTime":1101.72,"endTime":1102.47,"body":"that you throw up."},{"speaker":"REID HOLZWORTH","startTime":1102.47,"endTime":1103.13,"body":"Yeah 100%."},{"speaker":"BILL DEVINE","startTime":1103.13,"endTime":1105.297,"body":"And the idea"},{"speaker":"BILL DEVINE","startTime":1103.13,"endTime":1105.297,"body":"of these low-code, no code"},{"speaker":"BILL DEVINE","startTime":1105.297,"endTime":1107.57,"body":"platforms are going to be"},{"speaker":"BILL DEVINE","startTime":1105.297,"endTime":1107.57,"body":"a critical piece of what"},{"speaker":"BILL DEVINE","startTime":1107.57,"endTime":1108.62,"body":"we're talking about."},{"speaker":"BILL DEVINE","startTime":1108.62,"endTime":1110.36,"body":"I don't think, though, that--"},{"speaker":"BILL DEVINE","startTime":1110.36,"endTime":1116.12,"body":"it's not big enough yet at least"},{"speaker":"BILL DEVINE","startTime":1110.36,"endTime":1116.12,"body":"to actually do more than just"},{"speaker":"BILL DEVINE","startTime":1116.12,"endTime":1119.96,"body":"help us to better triage"},{"speaker":"BILL DEVINE","startTime":1116.12,"endTime":1119.96,"body":"some of the mess we have."},{"speaker":"BILL DEVINE","startTime":1119.96,"endTime":1121.94,"body":"You can build the"},{"speaker":"BILL DEVINE","startTime":1119.96,"endTime":1121.94,"body":"really nice front"},{"speaker":"BILL DEVINE","startTime":1121.94,"endTime":1126.08,"body":"end that floats above the mess,"},{"speaker":"BILL DEVINE","startTime":1121.94,"endTime":1126.08,"body":"and with great orchestration."},{"speaker":"BILL DEVINE","startTime":1126.08,"endTime":1128.87,"body":"You can at least"},{"speaker":"BILL DEVINE","startTime":1126.08,"endTime":1128.87,"body":"make it to a user,"},{"speaker":"BILL DEVINE","startTime":1128.87,"endTime":1131.0,"body":"feel like the mess we've"},{"speaker":"BILL DEVINE","startTime":1128.87,"endTime":1131.0,"body":"got under the water"},{"speaker":"BILL DEVINE","startTime":1131.0,"endTime":1132.25,"body":"was that the duck paddling--"},{"speaker":"REID HOLZWORTH","startTime":1132.25,"endTime":1133.5,"body":"Yeah, exactly."},{"speaker":"BILL DEVINE","startTime":1133.5,"endTime":1134.57,"body":"It's"},{"speaker":"BILL DEVINE","startTime":1133.5,"endTime":1134.57,"body":"that whole idea of we"},{"speaker":"BILL DEVINE","startTime":1134.57,"endTime":1136.983,"body":"can look smooth and elegant"},{"speaker":"BILL DEVINE","startTime":1134.57,"endTime":1136.983,"body":"above the waterline with some"},{"speaker":"BILL DEVINE","startTime":1136.983,"endTime":1138.65,"body":"of these solutions"},{"speaker":"BILL DEVINE","startTime":1136.983,"endTime":1138.65,"body":"you're talking about."},{"speaker":"REID HOLZWORTH","startTime":1138.65,"endTime":1139.16,"body":"Very true."},{"speaker":"BILL DEVINE","startTime":1139.16,"endTime":1140.91,"body":"And have"},{"speaker":"BILL DEVINE","startTime":1139.16,"endTime":1140.91,"body":"an absolute disaster"},{"speaker":"BILL DEVINE","startTime":1140.91,"endTime":1141.77,"body":"under the waterline."},{"speaker":"BILL DEVINE","startTime":1141.77,"endTime":1144.05,"body":"And I think that's the"},{"speaker":"BILL DEVINE","startTime":1141.77,"endTime":1144.05,"body":"first step towards what"},{"speaker":"BILL DEVINE","startTime":1144.05,"endTime":1144.9,"body":"we're talking about."},{"speaker":"BILL DEVINE","startTime":1144.9,"endTime":1147.067,"body":"But I think it's going to"},{"speaker":"BILL DEVINE","startTime":1144.9,"endTime":1147.067,"body":"take a lot more than that."},{"speaker":"BILL DEVINE","startTime":1147.067,"endTime":1149.72,"body":"And it's going to take-- my"},{"speaker":"BILL DEVINE","startTime":1147.067,"endTime":1149.72,"body":"boss uses the term cleaning up"},{"speaker":"BILL DEVINE","startTime":1149.72,"endTime":1151.32,"body":"the wires in the closet."},{"speaker":"BILL DEVINE","startTime":1151.32,"endTime":1151.82,"body":"Right."},{"speaker":"BILL DEVINE","startTime":1151.82,"endTime":1153.68,"body":"And we bought this weird"},{"speaker":"BILL DEVINE","startTime":1151.82,"endTime":1153.68,"body":"house in Fountain Valley"},{"speaker":"BILL DEVINE","startTime":1153.68,"endTime":1154.722,"body":"when I first got married."},{"speaker":"BILL DEVINE","startTime":1154.722,"endTime":1159.11,"body":"And I'm pretty sure the guy"},{"speaker":"BILL DEVINE","startTime":1154.722,"endTime":1159.11,"body":"had some kind of drug problem"},{"speaker":"BILL DEVINE","startTime":1159.11,"endTime":1160.557,"body":"that we bought the house from."},{"speaker":"BILL DEVINE","startTime":1160.557,"endTime":1162.14,"body":"It might have been"},{"speaker":"BILL DEVINE","startTime":1160.557,"endTime":1162.14,"body":"a bit of a tweaker."},{"speaker":"BILL DEVINE","startTime":1162.14,"endTime":1164.838,"body":"And so we had over"},{"speaker":"BILL DEVINE","startTime":1162.14,"endTime":1164.838,"body":"36 phone lines that"},{"speaker":"BILL DEVINE","startTime":1164.838,"endTime":1166.13,"body":"were running through the house."},{"speaker":"BILL DEVINE","startTime":1166.13,"endTime":1167.4,"body":"And so I literally--"},{"speaker":"BILL DEVINE","startTime":1167.4,"endTime":1169.28,"body":"I had this closet"},{"speaker":"BILL DEVINE","startTime":1167.4,"endTime":1169.28,"body":"that you opened up"},{"speaker":"BILL DEVINE","startTime":1169.28,"endTime":1170.78,"body":"and it was nothing but wire."},{"speaker":"BILL DEVINE","startTime":1170.78,"endTime":1173.72,"body":"And so when he uses this"},{"speaker":"BILL DEVINE","startTime":1170.78,"endTime":1173.72,"body":"analogy of needing to clean up"},{"speaker":"BILL DEVINE","startTime":1173.72,"endTime":1174.78,"body":"the wires in the closet."},{"speaker":"BILL DEVINE","startTime":1174.78,"endTime":1178.01,"body":"It's like this idea of we"},{"speaker":"BILL DEVINE","startTime":1174.78,"endTime":1178.01,"body":"just kept adding, and adding,"},{"speaker":"BILL DEVINE","startTime":1178.01,"endTime":1179.48,"body":"and adding, and"},{"speaker":"BILL DEVINE","startTime":1178.01,"endTime":1179.48,"body":"we don't take out."},{"speaker":"BILL DEVINE","startTime":1179.48,"endTime":1182.0,"body":"We don't clean up we don't"},{"speaker":"BILL DEVINE","startTime":1179.48,"endTime":1182.0,"body":"streamline and simplify."},{"speaker":"BILL DEVINE","startTime":1182.0,"endTime":1183.548,"body":"That's got to happen."},{"speaker":"BILL DEVINE","startTime":1183.548,"endTime":1185.09,"body":"But I think in the"},{"speaker":"BILL DEVINE","startTime":1183.548,"endTime":1185.09,"body":"interim, companies"},{"speaker":"BILL DEVINE","startTime":1185.09,"endTime":1187.842,"body":"like what you mentioned are"},{"speaker":"BILL DEVINE","startTime":1185.09,"endTime":1187.842,"body":"helping make it less bad."},{"speaker":"REID HOLZWORTH","startTime":1187.842,"endTime":1189.05,"body":"Yeah, I know."},{"speaker":"REID HOLZWORTH","startTime":1189.05,"endTime":1189.77,"body":"Absolutely."},{"speaker":"REID HOLZWORTH","startTime":1189.77,"endTime":1191.69,"body":"And I'll say about"},{"speaker":"REID HOLZWORTH","startTime":1189.77,"endTime":1191.69,"body":"Unqork a lot of people"},{"speaker":"REID HOLZWORTH","startTime":1191.69,"endTime":1193.065,"body":"are using it for"},{"speaker":"REID HOLZWORTH","startTime":1191.69,"endTime":1193.065,"body":"a lot of things."},{"speaker":"REID HOLZWORTH","startTime":1193.065,"endTime":1195.14,"body":"And no code, low code"},{"speaker":"REID HOLZWORTH","startTime":1193.065,"endTime":1195.14,"body":"stuff is interesting."},{"speaker":"REID HOLZWORTH","startTime":1195.14,"endTime":1197.903,"body":"And if you talk"},{"speaker":"REID HOLZWORTH","startTime":1195.14,"endTime":1197.903,"body":"to those guys they"},{"speaker":"REID HOLZWORTH","startTime":1197.903,"endTime":1200.57,"body":"will tell you that you can build"},{"speaker":"REID HOLZWORTH","startTime":1197.903,"endTime":1200.57,"body":"a full on policy administration"},{"speaker":"REID HOLZWORTH","startTime":1200.57,"endTime":1202.64,"body":"system on their solution."},{"speaker":"REID HOLZWORTH","startTime":1202.64,"endTime":1203.87,"body":"And they're not wrong."},{"speaker":"REID HOLZWORTH","startTime":1203.87,"endTime":1205.4,"body":"They're not wrong."},{"speaker":"REID HOLZWORTH","startTime":1205.4,"endTime":1208.5,"body":"I don't know if the"},{"speaker":"REID HOLZWORTH","startTime":1205.4,"endTime":1208.5,"body":"industry is ready for that."},{"speaker":"REID HOLZWORTH","startTime":1208.5,"endTime":1211.52,"body":"And it's funny, I"},{"speaker":"REID HOLZWORTH","startTime":1208.5,"endTime":1211.52,"body":"spent a lot, a lot"},{"speaker":"REID HOLZWORTH","startTime":1211.52,"endTime":1218.24,"body":"of pause time with the"},{"speaker":"REID HOLZWORTH","startTime":1211.52,"endTime":1218.24,"body":"Salesforce guys and velocity,"},{"speaker":"REID HOLZWORTH","startTime":1218.24,"endTime":1219.253,"body":"and all of that, and--"},{"speaker":"BILL DEVINE","startTime":1219.253,"endTime":1221.42,"body":"We were in"},{"speaker":"BILL DEVINE","startTime":1219.253,"endTime":1221.42,"body":"some of those same meetings."},{"speaker":"REID HOLZWORTH","startTime":1221.42,"endTime":1221.54,"body":"Yeah."},{"speaker":"REID HOLZWORTH","startTime":1221.54,"endTime":1222.65,"body":"I know."},{"speaker":"REID HOLZWORTH","startTime":1222.65,"endTime":1225.198,"body":"And I just--"},{"speaker":"REID HOLZWORTH","startTime":1225.198,"endTime":1225.74,"body":"I don't know."},{"speaker":"REID HOLZWORTH","startTime":1225.74,"endTime":1227.69,"body":"I don't know if the"},{"speaker":"REID HOLZWORTH","startTime":1225.74,"endTime":1227.69,"body":"industry is going"},{"speaker":"REID HOLZWORTH","startTime":1227.69,"endTime":1232.31,"body":"to shift like that any"},{"speaker":"REID HOLZWORTH","startTime":1227.69,"endTime":1232.31,"body":"time soon, especially"},{"speaker":"REID HOLZWORTH","startTime":1232.31,"endTime":1235.16,"body":"with all of the"},{"speaker":"REID HOLZWORTH","startTime":1232.31,"endTime":1235.16,"body":"dollars, and the time"},{"speaker":"REID HOLZWORTH","startTime":1235.16,"endTime":1238.07,"body":"that everybody's"},{"speaker":"REID HOLZWORTH","startTime":1235.16,"endTime":1238.07,"body":"put into doing air"},{"speaker":"REID HOLZWORTH","startTime":1238.07,"endTime":1242.27,"body":"quotes, digital transformation,"},{"speaker":"REID HOLZWORTH","startTime":1238.07,"endTime":1242.27,"body":"and doing all of that."},{"speaker":"REID HOLZWORTH","startTime":1242.27,"endTime":1245.63,"body":"Are they going to rip and"},{"speaker":"REID HOLZWORTH","startTime":1242.27,"endTime":1245.63,"body":"replace Guidewire, Duck Creek,"},{"speaker":"REID HOLZWORTH","startTime":1245.63,"endTime":1247.355,"body":"so on, and so on,"},{"speaker":"REID HOLZWORTH","startTime":1245.63,"endTime":1247.355,"body":"and so on, and so on."},{"speaker":"BILL DEVINE","startTime":1247.355,"endTime":1249.44,"body":"Well"},{"speaker":"BILL DEVINE","startTime":1247.355,"endTime":1249.44,"body":"from the vantage point"},{"speaker":"BILL DEVINE","startTime":1249.44,"endTime":1254.27,"body":"of having done it multiple times"},{"speaker":"BILL DEVINE","startTime":1249.44,"endTime":1254.27,"body":"in my career, it's expensive."},{"speaker":"BILL DEVINE","startTime":1254.27,"endTime":1256.97,"body":"But worse than"},{"speaker":"BILL DEVINE","startTime":1254.27,"endTime":1256.97,"body":"expensive, it's risky."},{"speaker":"BILL DEVINE","startTime":1256.97,"endTime":1258.395,"body":"It's crazy risky."},{"speaker":"REID HOLZWORTH","startTime":1258.395,"endTime":1259.7,"body":"Yeah, true."},{"speaker":"BILL DEVINE","startTime":1259.7,"endTime":1262.61,"body":"I mean, do you ever"},{"speaker":"BILL DEVINE","startTime":1259.7,"endTime":1262.61,"body":"want to read a horror story,"},{"speaker":"BILL DEVINE","startTime":1262.61,"endTime":1264.11,"body":"go and look at some"},{"speaker":"BILL DEVINE","startTime":1262.61,"endTime":1264.11,"body":"of the accounts"},{"speaker":"BILL DEVINE","startTime":1264.11,"endTime":1266.57,"body":"of large, large carriers,"},{"speaker":"BILL DEVINE","startTime":1264.11,"endTime":1266.57,"body":"and the write downs"},{"speaker":"BILL DEVINE","startTime":1266.57,"endTime":1269.687,"body":"they've had over the years in"},{"speaker":"BILL DEVINE","startTime":1266.57,"endTime":1269.687,"body":"replacing policy admin systems."},{"speaker":"REID HOLZWORTH","startTime":1269.687,"endTime":1270.77,"body":"Oh, it's--"},{"speaker":"BILL DEVINE","startTime":1270.77,"endTime":1272.228,"body":"Billions"},{"speaker":"BILL DEVINE","startTime":1270.77,"endTime":1272.228,"body":"and billions,"},{"speaker":"BILL DEVINE","startTime":1272.228,"endTime":1274.455,"body":"and billions of dollars of"},{"speaker":"BILL DEVINE","startTime":1272.228,"endTime":1274.455,"body":"waste across the industry."},{"speaker":"BILL DEVINE","startTime":1274.455,"endTime":1276.08,"body":"And I'm not pointing"},{"speaker":"BILL DEVINE","startTime":1274.455,"endTime":1276.08,"body":"fingers at anyone."},{"speaker":"BILL DEVINE","startTime":1276.08,"endTime":1278.84,"body":"We all have messed up"},{"speaker":"BILL DEVINE","startTime":1276.08,"endTime":1278.84,"body":"at one point or another."},{"speaker":"BILL DEVINE","startTime":1278.84,"endTime":1284.0,"body":"And like the CRM stuff pre"},{"speaker":"BILL DEVINE","startTime":1278.84,"endTime":1284.0,"body":"where Salesforce is today"},{"speaker":"BILL DEVINE","startTime":1284.0,"endTime":1286.37,"body":"was the story of"},{"speaker":"BILL DEVINE","startTime":1284.0,"endTime":1286.37,"body":"the '80s and '90s,"},{"speaker":"BILL DEVINE","startTime":1286.37,"endTime":1288.637,"body":"and all the disastrous"},{"speaker":"BILL DEVINE","startTime":1286.37,"endTime":1288.637,"body":"CRM implementations."},{"speaker":"BILL DEVINE","startTime":1288.637,"endTime":1289.97,"body":"Policy admin was right up there."},{"speaker":"BILL DEVINE","startTime":1289.97,"endTime":1292.64,"body":"There just isn't as many"},{"speaker":"BILL DEVINE","startTime":1289.97,"endTime":1292.64,"body":"insurance companies."},{"speaker":"BILL DEVINE","startTime":1292.64,"endTime":1293.57,"body":"Billions lost."},{"speaker":"REID HOLZWORTH","startTime":1293.57,"endTime":1295.267,"body":"It's crazy to like--"},{"speaker":"REID HOLZWORTH","startTime":1295.267,"endTime":1297.6,"body":"I mean, I've talked to countless"},{"speaker":"REID HOLZWORTH","startTime":1295.267,"endTime":1297.6,"body":"people in the industry."},{"speaker":"REID HOLZWORTH","startTime":1297.6,"endTime":1299.93,"body":"And it's like-- I'm"},{"speaker":"REID HOLZWORTH","startTime":1297.6,"endTime":1299.93,"body":"like, over beers."},{"speaker":"REID HOLZWORTH","startTime":1299.93,"endTime":1303.83,"body":"How much does that cost to do"},{"speaker":"REID HOLZWORTH","startTime":1299.93,"endTime":1303.83,"body":"this thing they're working on?"},{"speaker":"REID HOLZWORTH","startTime":1303.83,"endTime":1305.973,"body":"Hundreds of millions of dollars."},{"speaker":"BILL DEVINE","startTime":1305.973,"endTime":1306.89,"body":"Oh, yeah."},{"speaker":"REID HOLZWORTH","startTime":1306.89,"endTime":1308.89,"body":"Hundreds"},{"speaker":"REID HOLZWORTH","startTime":1306.89,"endTime":1308.89,"body":"of millions of dollars."},{"speaker":"REID HOLZWORTH","startTime":1308.89,"endTime":1311.33,"body":"Like writing the"},{"speaker":"REID HOLZWORTH","startTime":1308.89,"endTime":1311.33,"body":"check to one of the"},{"speaker":"REID HOLZWORTH","startTime":1311.33,"endTime":1313.73,"body":"said companies, hundreds"},{"speaker":"REID HOLZWORTH","startTime":1311.33,"endTime":1313.73,"body":"of millions of dollars."},{"speaker":"REID HOLZWORTH","startTime":1313.73,"endTime":1316.71,"body":"But then like you said you don't"},{"speaker":"REID HOLZWORTH","startTime":1313.73,"endTime":1316.71,"body":"think about all the opportunity"},{"speaker":"REID HOLZWORTH","startTime":1316.71,"endTime":1317.21,"body":"cost."},{"speaker":"REID HOLZWORTH","startTime":1317.21,"endTime":1319.6,"body":"Everything that happens with"},{"speaker":"REID HOLZWORTH","startTime":1317.21,"endTime":1319.6,"body":"the organization, the change"},{"speaker":"REID HOLZWORTH","startTime":1319.6,"endTime":1320.6,"body":"management, all of that."},{"speaker":"REID HOLZWORTH","startTime":1320.6,"endTime":1323.12,"body":"I mean, it's ludicrous."},{"speaker":"REID HOLZWORTH","startTime":1323.12,"endTime":1324.35,"body":"And who wants to do it."},{"speaker":"BILL DEVINE","startTime":1324.35,"endTime":1326.78,"body":"And the other"},{"speaker":"BILL DEVINE","startTime":1324.35,"endTime":1326.78,"body":"reason-- and some of my friends"},{"speaker":"BILL DEVINE","startTime":1326.78,"endTime":1328.488,"body":"will cringe hearing"},{"speaker":"BILL DEVINE","startTime":1326.78,"endTime":1328.488,"body":"me say this, but I've"},{"speaker":"BILL DEVINE","startTime":1328.488,"endTime":1331.46,"body":"said it to their face is"},{"speaker":"BILL DEVINE","startTime":1328.488,"endTime":1331.46,"body":"that, part of the challenge"},{"speaker":"BILL DEVINE","startTime":1331.46,"endTime":1332.565,"body":"is the consultancies."},{"speaker":"REID HOLZWORTH","startTime":1332.565,"endTime":1333.44,"body":"Yeah."},{"speaker":"REID HOLZWORTH","startTime":1333.44,"endTime":1334.25,"body":"Oh, yeah."},{"speaker":"BILL DEVINE","startTime":1334.25,"endTime":1337.32,"body":"I mean, I love"},{"speaker":"BILL DEVINE","startTime":1334.25,"endTime":1337.32,"body":"all my friends at Accenture,"},{"speaker":"BILL DEVINE","startTime":1337.32,"endTime":1338.36,"body":"Deloitte, all these--"},{"speaker":"REID HOLZWORTH","startTime":1338.36,"endTime":1339.56,"body":"People"},{"speaker":"REID HOLZWORTH","startTime":1338.36,"endTime":1339.56,"body":"are cringing right now."},{"speaker":"BILL DEVINE","startTime":1339.56,"endTime":1341.31,"body":"I mean"},{"speaker":"BILL DEVINE","startTime":1339.56,"endTime":1341.31,"body":"they're amazing folks."},{"speaker":"BILL DEVINE","startTime":1341.31,"endTime":1344.81,"body":"But there is a place"},{"speaker":"BILL DEVINE","startTime":1341.31,"endTime":1344.81,"body":"where some of these trends"},{"speaker":"BILL DEVINE","startTime":1344.81,"endTime":1351.59,"body":"get driven from the people"},{"speaker":"BILL DEVINE","startTime":1344.81,"endTime":1351.59,"body":"who profit from the needing"},{"speaker":"BILL DEVINE","startTime":1351.59,"endTime":1353.09,"body":"to follow those trends."},{"speaker":"BILL DEVINE","startTime":1353.09,"endTime":1356.09,"body":"And you can look back"},{"speaker":"BILL DEVINE","startTime":1353.09,"endTime":1356.09,"body":"with a historic lens."},{"speaker":"BILL DEVINE","startTime":1356.09,"endTime":1358.46,"body":"And I'm not pointing fingers"},{"speaker":"BILL DEVINE","startTime":1356.09,"endTime":1358.46,"body":"at anyone in particular."},{"speaker":"BILL DEVINE","startTime":1358.46,"endTime":1360.77,"body":"But you look back"},{"speaker":"BILL DEVINE","startTime":1358.46,"endTime":1360.77,"body":"with a historic lens,"},{"speaker":"BILL DEVINE","startTime":1360.77,"endTime":1362.48,"body":"and there was a"},{"speaker":"BILL DEVINE","startTime":1360.77,"endTime":1362.48,"body":"race of everybody"},{"speaker":"BILL DEVINE","startTime":1362.48,"endTime":1365.84,"body":"was rebuilding their policy"},{"speaker":"BILL DEVINE","startTime":1362.48,"endTime":1365.84,"body":"admin and going to proprietary."},{"speaker":"BILL DEVINE","startTime":1365.84,"endTime":1368.6,"body":"Then it was everybody needs"},{"speaker":"BILL DEVINE","startTime":1365.84,"endTime":1368.6,"body":"to move to one of the vendors"},{"speaker":"BILL DEVINE","startTime":1368.6,"endTime":1369.89,"body":"that you talked about."},{"speaker":"BILL DEVINE","startTime":1369.89,"endTime":1372.41,"body":"Now it's the-- everybody"},{"speaker":"BILL DEVINE","startTime":1369.89,"endTime":1372.41,"body":"needs to move to cloud."},{"speaker":"BILL DEVINE","startTime":1372.41,"endTime":1377.36,"body":"And the reality is there is"},{"speaker":"BILL DEVINE","startTime":1372.41,"endTime":1377.36,"body":"truth to every one of those."},{"speaker":"BILL DEVINE","startTime":1377.36,"endTime":1380.15,"body":"And those were the right"},{"speaker":"BILL DEVINE","startTime":1377.36,"endTime":1380.15,"body":"decisions at the time."},{"speaker":"BILL DEVINE","startTime":1380.15,"endTime":1382.22,"body":"I think they may"},{"speaker":"BILL DEVINE","startTime":1380.15,"endTime":1382.22,"body":"become more prevalent"},{"speaker":"BILL DEVINE","startTime":1382.22,"endTime":1384.56,"body":"and we may feel more pressure"},{"speaker":"BILL DEVINE","startTime":1382.22,"endTime":1384.56,"body":"to do some of those things"},{"speaker":"BILL DEVINE","startTime":1384.56,"endTime":1386.6,"body":"because there are"},{"speaker":"BILL DEVINE","startTime":1384.56,"endTime":1386.6,"body":"a core-- there's"},{"speaker":"BILL DEVINE","startTime":1386.6,"endTime":1388.37,"body":"a Greek chorus"},{"speaker":"BILL DEVINE","startTime":1386.6,"endTime":1388.37,"body":"surrounding us telling us"},{"speaker":"BILL DEVINE","startTime":1388.37,"endTime":1391.022,"body":"that that's the thing we"},{"speaker":"BILL DEVINE","startTime":1388.37,"endTime":1391.022,"body":"need to do to be successful."},{"speaker":"REID HOLZWORTH","startTime":1391.022,"endTime":1392.48,"body":"It's a machine man."},{"speaker":"REID HOLZWORTH","startTime":1392.48,"endTime":1393.11,"body":"And hey, guys."},{"speaker":"REID HOLZWORTH","startTime":1393.11,"endTime":1395.0,"body":"I hate to break"},{"speaker":"REID HOLZWORTH","startTime":1393.11,"endTime":1395.0,"body":"it to all of you."},{"speaker":"REID HOLZWORTH","startTime":1395.0,"endTime":1398.18,"body":"They are there to"},{"speaker":"REID HOLZWORTH","startTime":1395.0,"endTime":1398.18,"body":"book and bill hours."},{"speaker":"REID HOLZWORTH","startTime":1398.18,"endTime":1399.17,"body":"That's what they do."},{"speaker":"REID HOLZWORTH","startTime":1399.17,"endTime":1401.393,"body":"But to be fair,"},{"speaker":"REID HOLZWORTH","startTime":1399.17,"endTime":1401.393,"body":"they're not wrong."},{"speaker":"BILL DEVINE","startTime":1401.393,"endTime":1402.06,"body":"No."},{"speaker":"REID HOLZWORTH","startTime":1402.06,"endTime":1402.71,"body":"Not wrong."},{"speaker":"BILL DEVINE","startTime":1402.71,"endTime":1403.67,"body":"Nothing"},{"speaker":"BILL DEVINE","startTime":1402.71,"endTime":1403.67,"body":"they're selling is wrong."},{"speaker":"REID HOLZWORTH","startTime":1403.67,"endTime":1404.48,"body":"But"},{"speaker":"REID HOLZWORTH","startTime":1403.67,"endTime":1404.48,"body":"it is a machine."},{"speaker":"REID HOLZWORTH","startTime":1404.48,"endTime":1405.95,"body":"It is absolutely 100% machine."},{"speaker":"BILL DEVINE","startTime":1405.95,"endTime":1408.283,"body":"The urgency to"},{"speaker":"BILL DEVINE","startTime":1405.95,"endTime":1408.283,"body":"buy might be a little higher"},{"speaker":"BILL DEVINE","startTime":1408.283,"endTime":1411.53,"body":"than-- but the coach"},{"speaker":"BILL DEVINE","startTime":1408.283,"endTime":1411.53,"body":"counseling, the truth"},{"speaker":"BILL DEVINE","startTime":1411.53,"endTime":1414.38,"body":"are telling are the truth."},{"speaker":"BILL DEVINE","startTime":1414.38,"endTime":1416.36,"body":"The urgency may"},{"speaker":"BILL DEVINE","startTime":1414.38,"endTime":1416.36,"body":"not quite be there."},{"speaker":"BILL DEVINE","startTime":1416.36,"endTime":1419.33,"body":"Trying to explain to people"},{"speaker":"BILL DEVINE","startTime":1416.36,"endTime":1419.33,"body":"that I don't think we've"},{"speaker":"BILL DEVINE","startTime":1419.33,"endTime":1421.77,"body":"ever sold an extra policy"},{"speaker":"BILL DEVINE","startTime":1419.33,"endTime":1421.77,"body":"because the policy admin."},{"speaker":"BILL DEVINE","startTime":1421.77,"endTime":1422.27,"body":"Yeah."},{"speaker":"BILL DEVINE","startTime":1422.27,"endTime":1422.77,"body":"Right."},{"speaker":"BILL DEVINE","startTime":1422.77,"endTime":1425.113,"body":"Like we didn't make one"},{"speaker":"BILL DEVINE","startTime":1422.77,"endTime":1425.113,"body":"extra dollar premium."},{"speaker":"BILL DEVINE","startTime":1425.113,"endTime":1426.53,"body":"Policy admin is"},{"speaker":"BILL DEVINE","startTime":1425.113,"endTime":1426.53,"body":"something you do--"},{"speaker":"BILL DEVINE","startTime":1426.53,"endTime":1429.35,"body":"it's like policy admin,"},{"speaker":"BILL DEVINE","startTime":1426.53,"endTime":1429.35,"body":"billing, all these systems."},{"speaker":"BILL DEVINE","startTime":1429.35,"endTime":1431.39,"body":"You change those"},{"speaker":"BILL DEVINE","startTime":1429.35,"endTime":1431.39,"body":"because you have to,"},{"speaker":"BILL DEVINE","startTime":1431.39,"endTime":1432.62,"body":"not because you want to."},{"speaker":"REID HOLZWORTH","startTime":1432.62,"endTime":1433.64,"body":"Yeah."},{"speaker":"REID HOLZWORTH","startTime":1433.64,"endTime":1434.78,"body":"Yeah."},{"speaker":"REID HOLZWORTH","startTime":1434.78,"endTime":1438.55,"body":"So thinking through"},{"speaker":"REID HOLZWORTH","startTime":1434.78,"endTime":1438.55,"body":"it, thinking out loud."},{"speaker":"REID HOLZWORTH","startTime":1438.55,"endTime":1442.48,"body":"As companies like"},{"speaker":"REID HOLZWORTH","startTime":1438.55,"endTime":1442.48,"body":"Travelers and many others"},{"speaker":"REID HOLZWORTH","startTime":1442.48,"endTime":1445.0,"body":"have done these"},{"speaker":"REID HOLZWORTH","startTime":1442.48,"endTime":1445.0,"body":"big lifting shifts,"},{"speaker":"REID HOLZWORTH","startTime":1445.0,"endTime":1447.22,"body":"and they've done"},{"speaker":"REID HOLZWORTH","startTime":1445.0,"endTime":1447.22,"body":"the heavy lifting,"},{"speaker":"REID HOLZWORTH","startTime":1447.22,"endTime":1449.8,"body":"and are on these policy"},{"speaker":"REID HOLZWORTH","startTime":1447.22,"endTime":1449.8,"body":"administration systems,"},{"speaker":"REID HOLZWORTH","startTime":1449.8,"endTime":1454.15,"body":"maybe there is a good run way"},{"speaker":"REID HOLZWORTH","startTime":1449.8,"endTime":1454.15,"body":"for all of these companies"},{"speaker":"REID HOLZWORTH","startTime":1454.15,"endTime":1457.54,"body":"that are sitting on top and"},{"speaker":"REID HOLZWORTH","startTime":1454.15,"endTime":1457.54,"body":"not necessarily cleaning"},{"speaker":"REID HOLZWORTH","startTime":1457.54,"endTime":1458.65,"body":"the wires in the closet."},{"speaker":"REID HOLZWORTH","startTime":1458.65,"endTime":1461.21,"body":"But they're doing a really"},{"speaker":"REID HOLZWORTH","startTime":1458.65,"endTime":1461.21,"body":"great job enabling it."},{"speaker":"REID HOLZWORTH","startTime":1461.21,"endTime":1464.2,"body":"I mean, I know, and I'll"},{"speaker":"REID HOLZWORTH","startTime":1461.21,"endTime":1464.2,"body":"give a shout out to Unqork."},{"speaker":"REID HOLZWORTH","startTime":1464.2,"endTime":1469.12,"body":"I know a carrier that"},{"speaker":"REID HOLZWORTH","startTime":1464.2,"endTime":1469.12,"body":"didn't have an API."},{"speaker":"REID HOLZWORTH","startTime":1469.12,"endTime":1473.17,"body":"And they leveraged Unqork"},{"speaker":"REID HOLZWORTH","startTime":1469.12,"endTime":1473.17,"body":"to basically build and do"},{"speaker":"REID HOLZWORTH","startTime":1473.17,"endTime":1473.68,"body":"all of that."},{"speaker":"REID HOLZWORTH","startTime":1473.68,"endTime":1474.305,"body":"And it's great."},{"speaker":"REID HOLZWORTH","startTime":1474.305,"endTime":1476.29,"body":"And they did it super fast."},{"speaker":"REID HOLZWORTH","startTime":1476.29,"endTime":1478.69,"body":"Within weeks as opposed"},{"speaker":"REID HOLZWORTH","startTime":1476.29,"endTime":1478.69,"body":"to years and going"},{"speaker":"REID HOLZWORTH","startTime":1478.69,"endTime":1479.92,"body":"through all of this shit."},{"speaker":"REID HOLZWORTH","startTime":1479.92,"endTime":1482.62,"body":"They just plugged it in,"},{"speaker":"REID HOLZWORTH","startTime":1479.92,"endTime":1482.62,"body":"bang, bang, boom, it is done."},{"speaker":"REID HOLZWORTH","startTime":1482.62,"endTime":1484.93,"body":"And then they're using it"},{"speaker":"REID HOLZWORTH","startTime":1482.62,"endTime":1484.93,"body":"literally every single day."},{"speaker":"BILL DEVINE","startTime":1484.93,"endTime":1487.27,"body":"And"},{"speaker":"BILL DEVINE","startTime":1484.93,"endTime":1487.27,"body":"there's a number"},{"speaker":"BILL DEVINE","startTime":1487.27,"endTime":1489.682,"body":"of technologies like that"},{"speaker":"BILL DEVINE","startTime":1487.27,"endTime":1489.682,"body":"can do similar things."},{"speaker":"BILL DEVINE","startTime":1489.682,"endTime":1491.14,"body":"And I totally agree"},{"speaker":"BILL DEVINE","startTime":1489.682,"endTime":1491.14,"body":"with you, Reid."},{"speaker":"BILL DEVINE","startTime":1491.14,"endTime":1494.74,"body":"I think it's changing how we"},{"speaker":"BILL DEVINE","startTime":1491.14,"endTime":1494.74,"body":"think about some of this stuff."},{"speaker":"BILL DEVINE","startTime":1494.74,"endTime":1497.62,"body":"And what's exciting about"},{"speaker":"BILL DEVINE","startTime":1494.74,"endTime":1497.62,"body":"it, and the API piece of it,"},{"speaker":"BILL DEVINE","startTime":1497.62,"endTime":1499.39,"body":"I think is what's most"},{"speaker":"BILL DEVINE","startTime":1497.62,"endTime":1499.39,"body":"exciting about it,"},{"speaker":"BILL DEVINE","startTime":1499.39,"endTime":1505.63,"body":"is the move away from"},{"speaker":"BILL DEVINE","startTime":1499.39,"endTime":1505.63,"body":"full stack solutions."},{"speaker":"BILL DEVINE","startTime":1505.63,"endTime":1507.73,"body":"And being able to"},{"speaker":"BILL DEVINE","startTime":1505.63,"endTime":1507.73,"body":"incorporate more"},{"speaker":"BILL DEVINE","startTime":1507.73,"endTime":1510.79,"body":"fit for purpose solutions,"},{"speaker":"BILL DEVINE","startTime":1507.73,"endTime":1510.79,"body":"and microservices, and all"},{"speaker":"BILL DEVINE","startTime":1510.79,"endTime":1512.0,"body":"that kind of cool stuff."},{"speaker":"BILL DEVINE","startTime":1512.0,"endTime":1514.042,"body":"I mean, that's something"},{"speaker":"BILL DEVINE","startTime":1512.0,"endTime":1514.042,"body":"we've been talking about"},{"speaker":"BILL DEVINE","startTime":1514.042,"endTime":1515.89,"body":"for over a decade now."},{"speaker":"BILL DEVINE","startTime":1515.89,"endTime":1518.32,"body":"But it's becoming more"},{"speaker":"BILL DEVINE","startTime":1515.89,"endTime":1518.32,"body":"and more prevalent."},{"speaker":"BILL DEVINE","startTime":1518.32,"endTime":1520.99,"body":"And I think that's what's"},{"speaker":"BILL DEVINE","startTime":1518.32,"endTime":1520.99,"body":"allowing more of innovation."},{"speaker":"BILL DEVINE","startTime":1520.99,"endTime":1523.54,"body":"And when I talk about that"},{"speaker":"BILL DEVINE","startTime":1520.99,"endTime":1523.54,"body":"third wave of InsurTech,"},{"speaker":"BILL DEVINE","startTime":1523.54,"endTime":1526.04,"body":"that's what's going to allow"},{"speaker":"BILL DEVINE","startTime":1523.54,"endTime":1526.04,"body":"them to get into the ecosystem."},{"speaker":"BILL DEVINE","startTime":1526.04,"endTime":1528.64,"body":"And then the more we can"},{"speaker":"BILL DEVINE","startTime":1526.04,"endTime":1528.64,"body":"clean up that ecosystem."},{"speaker":"BILL DEVINE","startTime":1528.64,"endTime":1530.95,"body":"And there's some"},{"speaker":"BILL DEVINE","startTime":1528.64,"endTime":1530.95,"body":"cool stuff going on."},{"speaker":"BILL DEVINE","startTime":1530.95,"endTime":1535.48,"body":"I mean, and I can only talk"},{"speaker":"BILL DEVINE","startTime":1530.95,"endTime":1535.48,"body":"about the stuff I've seen."},{"speaker":"BILL DEVINE","startTime":1535.48,"endTime":1538.15,"body":"But I was out in Dublin"},{"speaker":"BILL DEVINE","startTime":1535.48,"endTime":1538.15,"body":"a few months back"},{"speaker":"BILL DEVINE","startTime":1538.15,"endTime":1541.63,"body":"at Guidewire's Development"},{"speaker":"BILL DEVINE","startTime":1538.15,"endTime":1541.63,"body":"Center, and some of the stuff"},{"speaker":"BILL DEVINE","startTime":1541.63,"endTime":1544.0,"body":"they're talking about with"},{"speaker":"BILL DEVINE","startTime":1541.63,"endTime":1544.0,"body":"the venting frameworks,"},{"speaker":"BILL DEVINE","startTime":1544.0,"endTime":1546.97,"body":"and things like that,"},{"speaker":"BILL DEVINE","startTime":1544.0,"endTime":1546.97,"body":"it's super cool."},{"speaker":"BILL DEVINE","startTime":1546.97,"endTime":1549.16,"body":"These are those"},{"speaker":"BILL DEVINE","startTime":1546.97,"endTime":1549.16,"body":"moves towards what"},{"speaker":"BILL DEVINE","startTime":1549.16,"endTime":1551.98,"body":"you can see-- you can see"},{"speaker":"BILL DEVINE","startTime":1549.16,"endTime":1551.98,"body":"on the horizon already."},{"speaker":"BILL DEVINE","startTime":1551.98,"endTime":1553.72,"body":"And like I feel like I'm talking"},{"speaker":"BILL DEVINE","startTime":1551.98,"endTime":1553.72,"body":"out of both sides of my mouth."},{"speaker":"BILL DEVINE","startTime":1553.72,"endTime":1555.19,"body":"Like you don't need"},{"speaker":"BILL DEVINE","startTime":1553.72,"endTime":1555.19,"body":"to move to Guidewire."},{"speaker":"BILL DEVINE","startTime":1555.19,"endTime":1556.607,"body":"And you don't need"},{"speaker":"BILL DEVINE","startTime":1555.19,"endTime":1556.607,"body":"to go to cloud."},{"speaker":"BILL DEVINE","startTime":1556.607,"endTime":1558.97,"body":"But hey, if you do, they"},{"speaker":"BILL DEVINE","startTime":1556.607,"endTime":1558.97,"body":"have this really cool venting"},{"speaker":"BILL DEVINE","startTime":1558.97,"endTime":1560.44,"body":"framework that's going"},{"speaker":"BILL DEVINE","startTime":1558.97,"endTime":1560.44,"body":"to allow you to do stuff"},{"speaker":"BILL DEVINE","startTime":1560.44,"endTime":1561.732,"body":"that you haven't even imagined."},{"speaker":"BILL DEVINE","startTime":1561.732,"endTime":1562.232,"body":"[LAUGHTER]"},{"speaker":"REID HOLZWORTH","startTime":1562.232,"endTime":1564.04,"body":"Yeah, it's funny."},{"speaker":"REID HOLZWORTH","startTime":1564.04,"endTime":1565.613,"body":"I mean, I'm seeing it."},{"speaker":"REID HOLZWORTH","startTime":1565.613,"endTime":1567.28,"body":"I think I said to"},{"speaker":"REID HOLZWORTH","startTime":1565.613,"endTime":1567.28,"body":"some of the other day,"},{"speaker":"REID HOLZWORTH","startTime":1567.28,"endTime":1571.24,"body":"I feel like we're at a tipping"},{"speaker":"REID HOLZWORTH","startTime":1567.28,"endTime":1571.24,"body":"point within this industry."},{"speaker":"REID HOLZWORTH","startTime":1571.24,"endTime":1574.81,"body":"Where everybody's been wrenching"},{"speaker":"REID HOLZWORTH","startTime":1571.24,"endTime":1574.81,"body":"on this stuff for many years."},{"speaker":"REID HOLZWORTH","startTime":1574.81,"endTime":1578.243,"body":"And now they've done a"},{"speaker":"REID HOLZWORTH","startTime":1574.81,"endTime":1578.243,"body":"lot of this wrenching"},{"speaker":"REID HOLZWORTH","startTime":1578.243,"endTime":1579.16,"body":"over many, many years."},{"speaker":"REID HOLZWORTH","startTime":1579.16,"endTime":1581.6,"body":"They've done the transformation"},{"speaker":"REID HOLZWORTH","startTime":1579.16,"endTime":1581.6,"body":"this, that, and the other."},{"speaker":"REID HOLZWORTH","startTime":1581.6,"endTime":1584.907,"body":"Now, they're actually able to"},{"speaker":"REID HOLZWORTH","startTime":1581.6,"endTime":1584.907,"body":"execute on a lot of this stuff."},{"speaker":"REID HOLZWORTH","startTime":1584.907,"endTime":1586.24,"body":"And I'll speak for like applied."},{"speaker":"REID HOLZWORTH","startTime":1586.24,"endTime":1589.87,"body":"Like apply has gone through this"},{"speaker":"REID HOLZWORTH","startTime":1586.24,"endTime":1589.87,"body":"whole digital transformation,"},{"speaker":"REID HOLZWORTH","startTime":1589.87,"endTime":1592.36,"body":"and rebuilding all the back"},{"speaker":"REID HOLZWORTH","startTime":1589.87,"endTime":1592.36,"body":"end doing all this stuff."},{"speaker":"REID HOLZWORTH","startTime":1592.36,"endTime":1594.677,"body":"And now we're"},{"speaker":"REID HOLZWORTH","startTime":1592.36,"endTime":1594.677,"body":"starting to see it."},{"speaker":"REID HOLZWORTH","startTime":1594.677,"endTime":1596.26,"body":"We're seeing the"},{"speaker":"REID HOLZWORTH","startTime":1594.677,"endTime":1596.26,"body":"fruits of that labor."},{"speaker":"REID HOLZWORTH","startTime":1596.26,"endTime":1599.08,"body":"But for a few years it's"},{"speaker":"REID HOLZWORTH","startTime":1596.26,"endTime":1599.08,"body":"like everybody's like, oh,"},{"speaker":"REID HOLZWORTH","startTime":1599.08,"endTime":1601.867,"body":"it's closed, and you guys"},{"speaker":"REID HOLZWORTH","startTime":1599.08,"endTime":1601.867,"body":"suck and it's like, we know."},{"speaker":"REID HOLZWORTH","startTime":1601.867,"endTime":1602.95,"body":"Like, we're working on it."},{"speaker":"REID HOLZWORTH","startTime":1602.95,"endTime":1603.8,"body":"Like, I get it."},{"speaker":"REID HOLZWORTH","startTime":1603.8,"endTime":1604.3,"body":"Got it."},{"speaker":"REID HOLZWORTH","startTime":1604.3,"endTime":1605.6,"body":"But it takes time."},{"speaker":"REID HOLZWORTH","startTime":1605.6,"endTime":1610.18,"body":"But now like we're turning"},{"speaker":"REID HOLZWORTH","startTime":1605.6,"endTime":1610.18,"body":"out products and innovation"},{"speaker":"REID HOLZWORTH","startTime":1610.18,"endTime":1611.42,"body":"very quickly."},{"speaker":"REID HOLZWORTH","startTime":1611.42,"endTime":1616.6,"body":"And I think it's the"},{"speaker":"REID HOLZWORTH","startTime":1611.42,"endTime":1616.6,"body":"same for the industry."},{"speaker":"REID HOLZWORTH","startTime":1616.6,"endTime":1620.692,"body":"And even Guidewire, and"},{"speaker":"REID HOLZWORTH","startTime":1616.6,"endTime":1620.692,"body":"Guidewire is doing that."},{"speaker":"REID HOLZWORTH","startTime":1620.692,"endTime":1622.9,"body":"We're doing a lot with our"},{"speaker":"REID HOLZWORTH","startTime":1620.692,"endTime":1622.9,"body":"partnership with Guidewire"},{"speaker":"REID HOLZWORTH","startTime":1622.9,"endTime":1623.4,"body":"right now."},{"speaker":"REID HOLZWORTH","startTime":1623.4,"endTime":1626.56,"body":"They're actually doing a lot"},{"speaker":"REID HOLZWORTH","startTime":1623.4,"endTime":1626.56,"body":"more where a couple of years"},{"speaker":"REID HOLZWORTH","startTime":1626.56,"endTime":1629.955,"body":"ago they were like,"},{"speaker":"REID HOLZWORTH","startTime":1626.56,"endTime":1629.955,"body":"yeah, whatever dude."},{"speaker":"REID HOLZWORTH","startTime":1629.955,"endTime":1632.08,"body":"We don't really-- we're"},{"speaker":"REID HOLZWORTH","startTime":1629.955,"endTime":1632.08,"body":"not really looking at that."},{"speaker":"REID HOLZWORTH","startTime":1632.08,"endTime":1635.065,"body":"But that's because their"},{"speaker":"REID HOLZWORTH","startTime":1632.08,"endTime":1635.065,"body":"technology has advanced."},{"speaker":"BILL DEVINE","startTime":1635.065,"endTime":1636.122,"body":"Absolutely."},{"speaker":"REID HOLZWORTH","startTime":1636.122,"endTime":1638.08,"body":"And now"},{"speaker":"REID HOLZWORTH","startTime":1636.122,"endTime":1638.08,"body":"they're getting demands"},{"speaker":"REID HOLZWORTH","startTime":1638.08,"endTime":1642.79,"body":"from all their carrier customers"},{"speaker":"REID HOLZWORTH","startTime":1638.08,"endTime":1642.79,"body":"on, hey, now that we have this,"},{"speaker":"REID HOLZWORTH","startTime":1642.79,"endTime":1643.67,"body":"and it's done."},{"speaker":"REID HOLZWORTH","startTime":1643.67,"endTime":1646.18,"body":"We're ready for the"},{"speaker":"REID HOLZWORTH","startTime":1643.67,"endTime":1646.18,"body":"next wave, I guess."},{"speaker":"BILL DEVINE","startTime":1646.18,"endTime":1646.93,"body":"Yeah."},{"speaker":"BILL DEVINE","startTime":1646.93,"endTime":1647.68,"body":"I think that."},{"speaker":"BILL DEVINE","startTime":1647.68,"endTime":1651.52,"body":"And the other one that I think"},{"speaker":"BILL DEVINE","startTime":1647.68,"endTime":1651.52,"body":"just can't be downplayed,"},{"speaker":"BILL DEVINE","startTime":1651.52,"endTime":1655.84,"body":"and I know you guys have just"},{"speaker":"BILL DEVINE","startTime":1651.52,"endTime":1655.84,"body":"done a ton of that at IVANS."},{"speaker":"BILL DEVINE","startTime":1655.84,"endTime":1659.17,"body":"We've done a lot at Travelers,"},{"speaker":"BILL DEVINE","startTime":1655.84,"endTime":1659.17,"body":"definitely Guidewire,"},{"speaker":"BILL DEVINE","startTime":1659.17,"endTime":1660.37,"body":"and their go to market path."},{"speaker":"BILL DEVINE","startTime":1660.37,"endTime":1666.49,"body":"I mean, if you start to look"},{"speaker":"BILL DEVINE","startTime":1660.37,"endTime":1666.49,"body":"at how we've matured our SDLC,"},{"speaker":"BILL DEVINE","startTime":1666.49,"endTime":1669.1,"body":"our software development."},{"speaker":"BILL DEVINE","startTime":1669.1,"endTime":1671.74,"body":"How we do the work has changed."},{"speaker":"BILL DEVINE","startTime":1671.74,"endTime":1674.95,"body":"And how we think about breaking"},{"speaker":"BILL DEVINE","startTime":1671.74,"endTime":1674.95,"body":"things into smaller components,"},{"speaker":"BILL DEVINE","startTime":1674.95,"endTime":1676.78,"body":"delivering iteratively."},{"speaker":"BILL DEVINE","startTime":1676.78,"endTime":1678.217,"body":"Like everybody says agile."},{"speaker":"BILL DEVINE","startTime":1678.217,"endTime":1680.05,"body":"And we just don't have"},{"speaker":"BILL DEVINE","startTime":1678.217,"endTime":1680.05,"body":"a better name for it."},{"speaker":"BILL DEVINE","startTime":1680.05,"endTime":1683.2,"body":"But like that mentality"},{"speaker":"BILL DEVINE","startTime":1680.05,"endTime":1683.2,"body":"and that mindset shift,"},{"speaker":"BILL DEVINE","startTime":1683.2,"endTime":1686.17,"body":"I think is the other"},{"speaker":"BILL DEVINE","startTime":1683.2,"endTime":1686.17,"body":"big unlock here that"},{"speaker":"BILL DEVINE","startTime":1686.17,"endTime":1687.55,"body":"has allowed us to get to this."},{"speaker":"BILL DEVINE","startTime":1687.55,"endTime":1689.758,"body":"Because so much of the work"},{"speaker":"BILL DEVINE","startTime":1687.55,"endTime":1689.758,"body":"that we do with you guys,"},{"speaker":"BILL DEVINE","startTime":1689.758,"endTime":1690.61,"body":"for example."},{"speaker":"BILL DEVINE","startTime":1690.61,"endTime":1693.24,"body":"Like if we weren't both on"},{"speaker":"BILL DEVINE","startTime":1690.61,"endTime":1693.24,"body":"those similar agile cycles."},{"speaker":"REID HOLZWORTH","startTime":1693.24,"endTime":1694.24,"body":"Totally."},{"speaker":"BILL DEVINE","startTime":1694.24,"endTime":1696.482,"body":"And just"},{"speaker":"BILL DEVINE","startTime":1694.24,"endTime":1696.482,"body":"I can-- every two weeks"},{"speaker":"BILL DEVINE","startTime":1696.482,"endTime":1697.69,"body":"I can send you something new."},{"speaker":"BILL DEVINE","startTime":1697.69,"endTime":1699.482,"body":"You send something back"},{"speaker":"BILL DEVINE","startTime":1697.69,"endTime":1699.482,"body":"to me in two weeks."},{"speaker":"BILL DEVINE","startTime":1699.482,"endTime":1703.18,"body":"And that type of pacing,"},{"speaker":"BILL DEVINE","startTime":1699.482,"endTime":1703.18,"body":"that would have been unheard"},{"speaker":"BILL DEVINE","startTime":1703.18,"endTime":1704.28,"body":"of 3, 5 years ago."},{"speaker":"REID HOLZWORTH","startTime":1704.28,"endTime":1705.28,"body":"Exactly."},{"speaker":"BILL DEVINE","startTime":1705.28,"endTime":1706.66,"body":"I would have"},{"speaker":"BILL DEVINE","startTime":1705.28,"endTime":1706.66,"body":"gone away for six months,"},{"speaker":"BILL DEVINE","startTime":1706.66,"endTime":1708.31,"body":"and then I would have"},{"speaker":"BILL DEVINE","startTime":1706.66,"endTime":1708.31,"body":"given you a set of specs."},{"speaker":"BILL DEVINE","startTime":1708.31,"endTime":1709.81,"body":"And then you would have"},{"speaker":"BILL DEVINE","startTime":1708.31,"endTime":1709.81,"body":"gone away for six months,"},{"speaker":"BILL DEVINE","startTime":1709.81,"endTime":1711.52,"body":"and come back, and"},{"speaker":"BILL DEVINE","startTime":1709.81,"endTime":1711.52,"body":"a year later we'd"},{"speaker":"BILL DEVINE","startTime":1711.52,"endTime":1714.31,"body":"be able to connect one"},{"speaker":"BILL DEVINE","startTime":1711.52,"endTime":1714.31,"body":"agent for one product"},{"speaker":"BILL DEVINE","startTime":1714.31,"endTime":1716.23,"body":"that they didn't"},{"speaker":"BILL DEVINE","startTime":1714.31,"endTime":1716.23,"body":"even want to sell."},{"speaker":"BILL DEVINE","startTime":1716.23,"endTime":1718.48,"body":"Now, we're spinning"},{"speaker":"BILL DEVINE","startTime":1716.23,"endTime":1718.48,"body":"this stuff fast."},{"speaker":"BILL DEVINE","startTime":1718.48,"endTime":1720.55,"body":"We're getting agent feedback."},{"speaker":"BILL DEVINE","startTime":1720.55,"endTime":1722.64,"body":"All of these pieces are"},{"speaker":"BILL DEVINE","startTime":1720.55,"endTime":1722.64,"body":"starting to come together."},{"speaker":"BILL DEVINE","startTime":1722.64,"endTime":1724.39,"body":"And I think the"},{"speaker":"BILL DEVINE","startTime":1722.64,"endTime":1724.39,"body":"mentality, and the mindset"},{"speaker":"BILL DEVINE","startTime":1724.39,"endTime":1728.15,"body":"shift as much as the technology"},{"speaker":"BILL DEVINE","startTime":1724.39,"endTime":1728.15,"body":"shift is enabling that."},{"speaker":"BILL DEVINE","startTime":1728.15,"endTime":1730.72,"body":"And that's-- I'm very excited,"},{"speaker":"BILL DEVINE","startTime":1728.15,"endTime":1730.72,"body":"and I'm very passionate about"},{"speaker":"BILL DEVINE","startTime":1730.72,"endTime":1731.23,"body":"that too."},{"speaker":"REID HOLZWORTH","startTime":1731.23,"endTime":1733.36,"body":"I think it"},{"speaker":"REID HOLZWORTH","startTime":1731.23,"endTime":1733.36,"body":"goes back to your point,"},{"speaker":"REID HOLZWORTH","startTime":1733.36,"endTime":1734.485,"body":"just thinking through that."},{"speaker":"REID HOLZWORTH","startTime":1734.485,"endTime":1736.0,"body":"On the wave one stuff."},{"speaker":"REID HOLZWORTH","startTime":1736.0,"endTime":1739.76,"body":"On wave one, that"},{"speaker":"REID HOLZWORTH","startTime":1736.0,"endTime":1739.76,"body":"wasn't even possible."},{"speaker":"REID HOLZWORTH","startTime":1739.76,"endTime":1741.16,"body":"So even talking about that."},{"speaker":"BILL DEVINE","startTime":1741.16,"endTime":1741.4,"body":"Right."},{"speaker":"REID HOLZWORTH","startTime":1741.4,"endTime":1742.24,"body":"And there was a lot"},{"speaker":"REID HOLZWORTH","startTime":1742.24,"endTime":1745.177,"body":"of people that came from outside"},{"speaker":"REID HOLZWORTH","startTime":1742.24,"endTime":1745.177,"body":"the industry that said like you"},{"speaker":"REID HOLZWORTH","startTime":1745.177,"endTime":1746.26,"body":"said, you guys are stupid."},{"speaker":"REID HOLZWORTH","startTime":1746.26,"endTime":1747.093,"body":"You don't know shit."},{"speaker":"REID HOLZWORTH","startTime":1747.093,"endTime":1748.76,"body":"And this is how it should be."},{"speaker":"REID HOLZWORTH","startTime":1748.76,"endTime":1749.83,"body":"And blah, blah, blah."},{"speaker":"REID HOLZWORTH","startTime":1749.83,"endTime":1752.368,"body":"And it was too soon."},{"speaker":"BILL DEVINE","startTime":1752.368,"endTime":1753.16,"body":"Right."},{"speaker":"REID HOLZWORTH","startTime":1753.16,"endTime":1753.88,"body":"Right?"},{"speaker":"REID HOLZWORTH","startTime":1753.88,"endTime":1754.48,"body":"A lot of it."},{"speaker":"REID HOLZWORTH","startTime":1754.48,"endTime":1755.98,"body":"And a lot of that"},{"speaker":"REID HOLZWORTH","startTime":1754.48,"endTime":1755.98,"body":"stuff fizzled out."},{"speaker":"REID HOLZWORTH","startTime":1755.98,"endTime":1757.93,"body":"And there was a lot"},{"speaker":"REID HOLZWORTH","startTime":1755.98,"endTime":1757.93,"body":"of shiny object stuff"},{"speaker":"REID HOLZWORTH","startTime":1757.93,"endTime":1760.9,"body":"within there too not"},{"speaker":"REID HOLZWORTH","startTime":1757.93,"endTime":1760.9,"body":"solving real problems."},{"speaker":"REID HOLZWORTH","startTime":1760.9,"endTime":1763.51,"body":"But now that like you"},{"speaker":"REID HOLZWORTH","startTime":1760.9,"endTime":1763.51,"body":"said, I could see it."},{"speaker":"REID HOLZWORTH","startTime":1763.51,"endTime":1766.21,"body":"Now that we're here,"},{"speaker":"REID HOLZWORTH","startTime":1763.51,"endTime":1766.21,"body":"we're here now."},{"speaker":"REID HOLZWORTH","startTime":1766.21,"endTime":1768.22,"body":"Now you have these"},{"speaker":"REID HOLZWORTH","startTime":1766.21,"endTime":1768.22,"body":"industry people that"},{"speaker":"REID HOLZWORTH","startTime":1768.22,"endTime":1770.02,"body":"are deep in the weeds on this."},{"speaker":"REID HOLZWORTH","startTime":1770.02,"endTime":1772.51,"body":"Now really, like you said,"},{"speaker":"REID HOLZWORTH","startTime":1770.02,"endTime":1772.51,"body":"the mindset has changed."},{"speaker":"REID HOLZWORTH","startTime":1772.51,"endTime":1775.03,"body":"And they're adopting"},{"speaker":"REID HOLZWORTH","startTime":1772.51,"endTime":1775.03,"body":"a technology"},{"speaker":"REID HOLZWORTH","startTime":1775.03,"endTime":1776.53,"body":"within their"},{"speaker":"REID HOLZWORTH","startTime":1775.03,"endTime":1776.53,"body":"organizations, and they"},{"speaker":"REID HOLZWORTH","startTime":1776.53,"endTime":1779.92,"body":"see it across the"},{"speaker":"REID HOLZWORTH","startTime":1776.53,"endTime":1779.92,"body":"whole organization"},{"speaker":"REID HOLZWORTH","startTime":1779.92,"endTime":1781.78,"body":"how important technology is."},{"speaker":"REID HOLZWORTH","startTime":1781.78,"endTime":1783.46,"body":"They're really,"},{"speaker":"REID HOLZWORTH","startTime":1781.78,"endTime":1783.46,"body":"really embracing it."},{"speaker":"REID HOLZWORTH","startTime":1783.46,"endTime":1786.012,"body":"And they're saying, hey,"},{"speaker":"REID HOLZWORTH","startTime":1783.46,"endTime":1786.012,"body":"what can we do next,"},{"speaker":"REID HOLZWORTH","startTime":1786.012,"endTime":1786.97,"body":"and what can we do now?"},{"speaker":"BILL DEVINE","startTime":1786.97,"endTime":1787.72,"body":"Yeah."},{"speaker":"BILL DEVINE","startTime":1787.72,"endTime":1788.86,"body":"And I give a ton of credit."},{"speaker":"BILL DEVINE","startTime":1788.86,"endTime":1791.068,"body":"And that's part of how where"},{"speaker":"BILL DEVINE","startTime":1788.86,"endTime":1791.068,"body":"I learned a lot of that."},{"speaker":"BILL DEVINE","startTime":1791.068,"endTime":1795.01,"body":"We did a lot of work with"},{"speaker":"BILL DEVINE","startTime":1791.068,"endTime":1795.01,"body":"Pivotal Labs 6, 7 years ago,"},{"speaker":"BILL DEVINE","startTime":1795.01,"endTime":1797.59,"body":"and learned a lot about"},{"speaker":"BILL DEVINE","startTime":1795.01,"endTime":1797.59,"body":"these different development"},{"speaker":"BILL DEVINE","startTime":1797.59,"endTime":1798.34,"body":"methodologies."},{"speaker":"BILL DEVINE","startTime":1798.34,"endTime":1799.97,"body":"How to work and"},{"speaker":"BILL DEVINE","startTime":1798.34,"endTime":1799.97,"body":"things like that."},{"speaker":"BILL DEVINE","startTime":1799.97,"endTime":1802.732,"body":"And I just feel like we've"},{"speaker":"BILL DEVINE","startTime":1799.97,"endTime":1802.732,"body":"all adopted a lot of this,"},{"speaker":"BILL DEVINE","startTime":1802.732,"endTime":1803.69,"body":"and brought it forward."},{"speaker":"BILL DEVINE","startTime":1803.69,"endTime":1806.48,"body":"So whether it's"},{"speaker":"BILL DEVINE","startTime":1803.69,"endTime":1806.48,"body":"working in cloud,"},{"speaker":"BILL DEVINE","startTime":1806.48,"endTime":1808.19,"body":"new deployment methodologies."},{"speaker":"BILL DEVINE","startTime":1808.19,"endTime":1810.26,"body":"Just even how we"},{"speaker":"BILL DEVINE","startTime":1808.19,"endTime":1810.26,"body":"organize our teams,"},{"speaker":"BILL DEVINE","startTime":1810.26,"endTime":1811.67,"body":"and being cross-functional."},{"speaker":"BILL DEVINE","startTime":1811.67,"endTime":1814.35,"body":"Being design focused,"},{"speaker":"BILL DEVINE","startTime":1811.67,"endTime":1814.35,"body":"customer-centric."},{"speaker":"BILL DEVINE","startTime":1814.35,"endTime":1815.27,"body":"All of that stuff."},{"speaker":"BILL DEVINE","startTime":1815.27,"endTime":1816.815,"body":"Like that's been a revolution?"},{"speaker":"REID HOLZWORTH","startTime":1816.815,"endTime":1819.09,"body":"Oh, yeah."},{"speaker":"BILL DEVINE","startTime":1819.09,"endTime":1821.57,"body":"We used to"},{"speaker":"BILL DEVINE","startTime":1819.09,"endTime":1821.57,"body":"have one or two design"},{"speaker":"BILL DEVINE","startTime":1821.57,"endTime":1824.9,"body":"people across the company."},{"speaker":"BILL DEVINE","startTime":1824.9,"endTime":1827.42,"body":"Now, it's like every"},{"speaker":"BILL DEVINE","startTime":1824.9,"endTime":1827.42,"body":"cluster of teams"},{"speaker":"BILL DEVINE","startTime":1827.42,"endTime":1829.04,"body":"has their own lead designer."},{"speaker":"BILL DEVINE","startTime":1829.04,"endTime":1832.61,"body":"And we may have junior"},{"speaker":"BILL DEVINE","startTime":1829.04,"endTime":1832.61,"body":"designers under that person."},{"speaker":"BILL DEVINE","startTime":1832.61,"endTime":1834.44,"body":"Like design thinking"},{"speaker":"BILL DEVINE","startTime":1832.61,"endTime":1834.44,"body":"and things like that."},{"speaker":"BILL DEVINE","startTime":1834.44,"endTime":1838.58,"body":"And building software that's fit"},{"speaker":"BILL DEVINE","startTime":1834.44,"endTime":1838.58,"body":"for purpose, and that high user"},{"speaker":"BILL DEVINE","startTime":1838.58,"endTime":1839.51,"body":"acceptance rates."},{"speaker":"BILL DEVINE","startTime":1839.51,"endTime":1842.3,"body":"And just even the"},{"speaker":"BILL DEVINE","startTime":1839.51,"endTime":1842.3,"body":"analytics that we"},{"speaker":"BILL DEVINE","startTime":1842.3,"endTime":1844.28,"body":"have to put to it so"},{"speaker":"BILL DEVINE","startTime":1842.3,"endTime":1844.28,"body":"that we can understand"},{"speaker":"BILL DEVINE","startTime":1844.28,"endTime":1846.08,"body":"adoption, utilization."},{"speaker":"BILL DEVINE","startTime":1846.08,"endTime":1849.1,"body":"And that's not just with"},{"speaker":"BILL DEVINE","startTime":1846.08,"endTime":1849.1,"body":"customers or with agents."},{"speaker":"BILL DEVINE","startTime":1849.1,"endTime":1850.475,"body":"We use that on"},{"speaker":"BILL DEVINE","startTime":1849.1,"endTime":1850.475,"body":"our employees too."},{"speaker":"REID HOLZWORTH","startTime":1850.475,"endTime":1850.91,"body":"Right."},{"speaker":"REID HOLZWORTH","startTime":1850.91,"endTime":1851.09,"body":"Totally."},{"speaker":"BILL DEVINE","startTime":1851.09,"endTime":1852.32,"body":"It's"},{"speaker":"BILL DEVINE","startTime":1851.09,"endTime":1852.32,"body":"like, hey, that's"},{"speaker":"BILL DEVINE","startTime":1852.32,"endTime":1854.09,"body":"a great software we"},{"speaker":"BILL DEVINE","startTime":1852.32,"endTime":1854.09,"body":"think we designed,"},{"speaker":"BILL DEVINE","startTime":1854.09,"endTime":1857.43,"body":"but you know no underwriters"},{"speaker":"BILL DEVINE","startTime":1854.09,"endTime":1857.43,"body":"are actually using it."},{"speaker":"BILL DEVINE","startTime":1857.43,"endTime":1859.46,"body":"So something is wrong."},{"speaker":"BILL DEVINE","startTime":1859.46,"endTime":1862.19,"body":"But those mentalities and"},{"speaker":"BILL DEVINE","startTime":1859.46,"endTime":1862.19,"body":"methodologies, I think,"},{"speaker":"BILL DEVINE","startTime":1862.19,"endTime":1862.88,"body":"are powering."},{"speaker":"BILL DEVINE","startTime":1862.88,"endTime":1864.65,"body":"And I love working"},{"speaker":"BILL DEVINE","startTime":1862.88,"endTime":1864.65,"body":"with you guys that way."},{"speaker":"BILL DEVINE","startTime":1864.65,"endTime":1867.087,"body":"Like that's been just"},{"speaker":"BILL DEVINE","startTime":1864.65,"endTime":1867.087,"body":"such a change from back"},{"speaker":"BILL DEVINE","startTime":1867.087,"endTime":1869.42,"body":"when I was in my PI days"},{"speaker":"BILL DEVINE","startTime":1867.087,"endTime":1869.42,"body":"working with-- the personalized"},{"speaker":"BILL DEVINE","startTime":1869.42,"endTime":1870.62,"body":"days working with you guys."},{"speaker":"BILL DEVINE","startTime":1870.62,"endTime":1873.77,"body":"Like it was, yeah, we would"},{"speaker":"BILL DEVINE","startTime":1870.62,"endTime":1873.77,"body":"huge spec sheets and stuff"},{"speaker":"BILL DEVINE","startTime":1873.77,"endTime":1874.27,"body":"like that."},{"speaker":"REID HOLZWORTH","startTime":1874.27,"endTime":1874.88,"body":"Oh, yeah."},{"speaker":"REID HOLZWORTH","startTime":1874.88,"endTime":1875.33,"body":"Totally."},{"speaker":"BILL DEVINE","startTime":1875.33,"endTime":1877.01,"body":"Now it's like"},{"speaker":"BILL DEVINE","startTime":1875.33,"endTime":1877.01,"body":"it's a conference call."},{"speaker":"REID HOLZWORTH","startTime":1877.01,"endTime":1878.6,"body":"It's conference"},{"speaker":"REID HOLZWORTH","startTime":1877.01,"endTime":1878.6,"body":"call [INAUDIBLE] conversation."},{"speaker":"BILL DEVINE","startTime":1878.6,"endTime":1879.44,"body":"You"},{"speaker":"BILL DEVINE","startTime":1878.6,"endTime":1879.44,"body":"hear the clicking"},{"speaker":"BILL DEVINE","startTime":1879.44,"endTime":1881.77,"body":"on both sides of the call,"},{"speaker":"BILL DEVINE","startTime":1879.44,"endTime":1881.77,"body":"because we're literally"},{"speaker":"BILL DEVINE","startTime":1881.77,"endTime":1883.52,"body":"coding it up right"},{"speaker":"BILL DEVINE","startTime":1881.77,"endTime":1883.52,"body":"there and launching it."},{"speaker":"BILL DEVINE","startTime":1883.52,"endTime":1884.373,"body":"We go."},{"speaker":"BILL DEVINE","startTime":1884.373,"endTime":1886.04,"body":"And that's where when"},{"speaker":"BILL DEVINE","startTime":1884.373,"endTime":1886.04,"body":"you talk about how"},{"speaker":"BILL DEVINE","startTime":1886.04,"endTime":1888.38,"body":"Travelers wants to be"},{"speaker":"BILL DEVINE","startTime":1886.04,"endTime":1888.38,"body":"different in this space,"},{"speaker":"BILL DEVINE","startTime":1888.38,"endTime":1889.95,"body":"it's exactly that."},{"speaker":"BILL DEVINE","startTime":1889.95,"endTime":1893.54,"body":"It's being able to partner"},{"speaker":"BILL DEVINE","startTime":1889.95,"endTime":1893.54,"body":"with folks like yourself,"},{"speaker":"BILL DEVINE","startTime":1893.54,"endTime":1895.91,"body":"and say, hey, if you"},{"speaker":"BILL DEVINE","startTime":1893.54,"endTime":1895.91,"body":"have customer demand,"},{"speaker":"BILL DEVINE","startTime":1895.91,"endTime":1898.44,"body":"if the agents are"},{"speaker":"BILL DEVINE","startTime":1895.91,"endTime":1898.44,"body":"on your platform"},{"speaker":"BILL DEVINE","startTime":1898.44,"endTime":1901.19,"body":"want to engage with us that way,"},{"speaker":"BILL DEVINE","startTime":1898.44,"endTime":1901.19,"body":"we're going to figure that out."},{"speaker":"REID HOLZWORTH","startTime":1901.19,"endTime":1901.94,"body":"Totally."},{"speaker":"REID HOLZWORTH","startTime":1901.94,"endTime":1902.12,"body":"Right."},{"speaker":"BILL DEVINE","startTime":1902.12,"endTime":1903.495,"body":"Like"},{"speaker":"BILL DEVINE","startTime":1902.12,"endTime":1903.495,"body":"whatever it is."},{"speaker":"BILL DEVINE","startTime":1903.495,"endTime":1906.53,"body":"You bring me enough"},{"speaker":"BILL DEVINE","startTime":1903.495,"endTime":1906.53,"body":"critical mass of agents,"},{"speaker":"BILL DEVINE","startTime":1906.53,"endTime":1908.21,"body":"we will be there with you guys."},{"speaker":"BILL DEVINE","startTime":1908.21,"endTime":1910.76,"body":"And we've made that"},{"speaker":"BILL DEVINE","startTime":1908.21,"endTime":1910.76,"body":"commitment across the industry"},{"speaker":"BILL DEVINE","startTime":1910.76,"endTime":1913.3,"body":"and it's pretty exciting."},{"speaker":"BILL DEVINE","startTime":1913.3,"endTime":1916.46,"body":"What we realized"},{"speaker":"BILL DEVINE","startTime":1913.3,"endTime":1916.46,"body":"is trying to change"},{"speaker":"BILL DEVINE","startTime":1916.46,"endTime":1920.51,"body":"how agents work is not the path"},{"speaker":"BILL DEVINE","startTime":1916.46,"endTime":1920.51,"body":"towards finding efficiency."},{"speaker":"BILL DEVINE","startTime":1920.51,"endTime":1923.57,"body":"The path to finding"},{"speaker":"BILL DEVINE","startTime":1920.51,"endTime":1923.57,"body":"efficiency is making sure"},{"speaker":"BILL DEVINE","startTime":1923.57,"endTime":1925.92,"body":"that we're tied in"},{"speaker":"BILL DEVINE","startTime":1923.57,"endTime":1925.92,"body":"tightly with the tools,"},{"speaker":"BILL DEVINE","startTime":1925.92,"endTime":1927.56,"body":"the agents have picked."},{"speaker":"BILL DEVINE","startTime":1927.56,"endTime":1930.278,"body":"And that has been a"},{"speaker":"BILL DEVINE","startTime":1927.56,"endTime":1930.278,"body":"huge unlock for us."},{"speaker":"REID HOLZWORTH","startTime":1930.278,"endTime":1931.82,"body":"Yeah, that's so true."},{"speaker":"REID HOLZWORTH","startTime":1931.82,"endTime":1933.935,"body":"As opposed to making"},{"speaker":"REID HOLZWORTH","startTime":1931.82,"endTime":1933.935,"body":"them do something"},{"speaker":"REID HOLZWORTH","startTime":1933.935,"endTime":1935.06,"body":"that they don't want to do."},{"speaker":"BILL DEVINE","startTime":1935.06,"endTime":1936.357,"body":"Yeah, you don't--"},{"speaker":"REID HOLZWORTH","startTime":1936.357,"endTime":1937.94,"body":"There"},{"speaker":"REID HOLZWORTH","startTime":1936.357,"endTime":1937.94,"body":"are some other--"},{"speaker":"REID HOLZWORTH","startTime":1937.94,"endTime":1938.857,"body":"I'm just going to say."},{"speaker":"REID HOLZWORTH","startTime":1938.857,"endTime":1939.98,"body":"Some of your competitors--"},{"speaker":"BILL DEVINE","startTime":1939.98,"endTime":1940.82,"body":"You"},{"speaker":"BILL DEVINE","startTime":1939.98,"endTime":1940.82,"body":"know what agents--"},{"speaker":"REID HOLZWORTH","startTime":1940.82,"endTime":1941.36,"body":"--feel that way."},{"speaker":"BILL DEVINE","startTime":1941.36,"endTime":1942.29,"body":"You know what"},{"speaker":"BILL DEVINE","startTime":1941.36,"endTime":1942.29,"body":"agents don't want to do?"},{"speaker":"BILL DEVINE","startTime":1942.29,"endTime":1944.24,"body":"They don't want to go to"},{"speaker":"BILL DEVINE","startTime":1942.29,"endTime":1944.24,"body":"travelers.com necessarily."},{"speaker":"REID HOLZWORTH","startTime":1944.24,"endTime":1944.96,"body":"Right."},{"speaker":"REID HOLZWORTH","startTime":1944.96,"endTime":1945.5,"body":"No."},{"speaker":"REID HOLZWORTH","startTime":1945.5,"endTime":1946.04,"body":"Yeah."},{"speaker":"BILL DEVINE","startTime":1946.04,"endTime":1946.4,"body":"Right?"},{"speaker":"REID HOLZWORTH","startTime":1946.4,"endTime":1947.27,"body":"Not"},{"speaker":"REID HOLZWORTH","startTime":1946.4,"endTime":1947.27,"body":"unless they have to."},{"speaker":"BILL DEVINE","startTime":1947.27,"endTime":1948.812,"body":"Not"},{"speaker":"BILL DEVINE","startTime":1947.27,"endTime":1948.812,"body":"unless they have to."},{"speaker":"BILL DEVINE","startTime":1948.812,"endTime":1951.845,"body":"But if there's an applied"},{"speaker":"BILL DEVINE","startTime":1948.812,"endTime":1951.845,"body":"IVANS solution that 6, 8,"},{"speaker":"BILL DEVINE","startTime":1951.845,"endTime":1955.125,"body":"10 carriers can all produce the"},{"speaker":"BILL DEVINE","startTime":1951.845,"endTime":1955.125,"body":"same answer that they need--"},{"speaker":"REID HOLZWORTH","startTime":1955.125,"endTime":1956.0,"body":"Yeah."},{"speaker":"REID HOLZWORTH","startTime":1956.0,"endTime":1956.995,"body":"They're going to"},{"speaker":"REID HOLZWORTH","startTime":1956.0,"endTime":1956.995,"body":"use that solution."},{"speaker":"BILL DEVINE","startTime":1956.995,"endTime":1958.31,"body":"So we"},{"speaker":"BILL DEVINE","startTime":1956.995,"endTime":1958.31,"body":"need to be there."},{"speaker":"REID HOLZWORTH","startTime":1958.31,"endTime":1958.73,"body":"Yeah."},{"speaker":"REID HOLZWORTH","startTime":1958.73,"endTime":1959.27,"body":"So true."},{"speaker":"BILL DEVINE","startTime":1959.27,"endTime":1961.28,"body":"We need to be"},{"speaker":"BILL DEVINE","startTime":1959.27,"endTime":1961.28,"body":"there because [? Ark, ?] again,"},{"speaker":"BILL DEVINE","startTime":1961.28,"endTime":1963.47,"body":"design thinking, building"},{"speaker":"BILL DEVINE","startTime":1961.28,"endTime":1963.47,"body":"for the customers."},{"speaker":"BILL DEVINE","startTime":1963.47,"endTime":1967.868,"body":"Our customers are demanding"},{"speaker":"BILL DEVINE","startTime":1963.47,"endTime":1967.868,"body":"it, so we need to do it."},{"speaker":"BILL DEVINE","startTime":1967.868,"endTime":1970.58,"body":"And also honestly, it's more"},{"speaker":"BILL DEVINE","startTime":1967.868,"endTime":1970.58,"body":"fun showing up to agent events"},{"speaker":"BILL DEVINE","startTime":1970.58,"endTime":1971.93,"body":"and things like that,"},{"speaker":"BILL DEVINE","startTime":1970.58,"endTime":1971.93,"body":"when we're actually"},{"speaker":"BILL DEVINE","startTime":1971.93,"endTime":1974.67,"body":"doing what they asked as opposed"},{"speaker":"BILL DEVINE","startTime":1971.93,"endTime":1974.67,"body":"to being the one saying no, no,"},{"speaker":"BILL DEVINE","startTime":1974.67,"endTime":1975.17,"body":"no."},{"speaker":"BILL DEVINE","startTime":1975.17,"endTime":1976.622,"body":"Come to travelers.com."},{"speaker":"BILL DEVINE","startTime":1976.622,"endTime":1978.7,"body":"[LAUGHTER]"},{"speaker":"BILL DEVINE","startTime":1978.7,"endTime":1980.255,"body":"It makes my job so much easier."},{"speaker":"REID HOLZWORTH","startTime":1980.255,"endTime":1981.797,"body":"Well, and we talked--"},{"speaker":"REID HOLZWORTH","startTime":1981.797,"endTime":1983.81,"body":"we were talking about"},{"speaker":"REID HOLZWORTH","startTime":1981.797,"endTime":1983.81,"body":"this before this podcast."},{"speaker":"REID HOLZWORTH","startTime":1983.81,"endTime":1986.853,"body":"But like I said, but hey, don't"},{"speaker":"REID HOLZWORTH","startTime":1983.81,"endTime":1986.853,"body":"hate to player, hate the game."},{"speaker":"BILL DEVINE","startTime":1986.853,"endTime":1987.77,"body":"Oh, yeah."},{"speaker":"REID HOLZWORTH","startTime":1987.77,"endTime":1990.17,"body":"You"},{"speaker":"REID HOLZWORTH","startTime":1987.77,"endTime":1990.17,"body":"know what I mean?"},{"speaker":"REID HOLZWORTH","startTime":1990.17,"endTime":1992.42,"body":"In their eyes it makes"},{"speaker":"REID HOLZWORTH","startTime":1990.17,"endTime":1992.42,"body":"sense, and it is."},{"speaker":"REID HOLZWORTH","startTime":1992.42,"endTime":1993.74,"body":"It's short term thinking."},{"speaker":"REID HOLZWORTH","startTime":1993.74,"endTime":1996.815,"body":"It is working for"},{"speaker":"REID HOLZWORTH","startTime":1993.74,"endTime":1996.815,"body":"now in their defense."},{"speaker":"BILL DEVINE","startTime":1996.815,"endTime":2000.992,"body":"But it's"},{"speaker":"BILL DEVINE","startTime":1996.815,"endTime":2000.992,"body":"that idea of when you're"},{"speaker":"BILL DEVINE","startTime":2000.992,"endTime":2002.45,"body":"looking at your"},{"speaker":"BILL 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DEVINE","startTime":2011.63,"endTime":2014.3,"body":"you're going to win"},{"speaker":"BILL DEVINE","startTime":2014.3,"endTime":2017.42,"body":"is that you've built"},{"speaker":"BILL DEVINE","startTime":2014.3,"endTime":2017.42,"body":"a walled garden."},{"speaker":"BILL DEVINE","startTime":2017.42,"endTime":2020.17,"body":"Like unless you're Apple, that's"},{"speaker":"BILL DEVINE","startTime":2017.42,"endTime":2020.17,"body":"probably not a great strategy."},{"speaker":"REID HOLZWORTH","startTime":2020.17,"endTime":2021.17,"body":"Totally."},{"speaker":"REID HOLZWORTH","startTime":2021.17,"endTime":2021.74,"body":"Right?"},{"speaker":"BILL DEVINE","startTime":2021.74,"endTime":2022.532,"body":"Right."},{"speaker":"BILL DEVINE","startTime":2022.532,"endTime":2028.13,"body":"Like there's no carrier"},{"speaker":"BILL DEVINE","startTime":2022.532,"endTime":2028.13,"body":"that has more than 5%, 6%,"},{"speaker":"BILL DEVINE","startTime":2028.13,"endTime":2031.5,"body":"7% market share in"},{"speaker":"BILL DEVINE","startTime":2028.13,"endTime":2031.5,"body":"commercial lines."},{"speaker":"BILL DEVINE","startTime":2031.5,"endTime":2033.53,"body":"So if we all built our"},{"speaker":"BILL DEVINE","startTime":2031.5,"endTime":2033.53,"body":"own walled gardens,"},{"speaker":"BILL DEVINE","startTime":2033.53,"endTime":2036.05,"body":"think about how many different"},{"speaker":"BILL DEVINE","startTime":2033.53,"endTime":2036.05,"body":"places an agent needs to go."},{"speaker":"REID HOLZWORTH","startTime":2036.05,"endTime":2037.34,"body":"That's a good step."},{"speaker":"REID HOLZWORTH","startTime":2037.34,"endTime":2038.2,"body":"Yeah, you're right."},{"speaker":"BILL DEVINE","startTime":2038.2,"endTime":2039.867,"body":"I mean,"},{"speaker":"BILL DEVINE","startTime":2038.2,"endTime":2039.867,"body":"don't get me wrong."},{"speaker":"BILL DEVINE","startTime":2039.867,"endTime":2042.59,"body":"If I had 30% market share, we"},{"speaker":"BILL DEVINE","startTime":2039.867,"endTime":2042.59,"body":"could have a totally different"},{"speaker":"BILL DEVINE","startTime":2042.59,"endTime":2043.58,"body":"conversation."},{"speaker":"BILL DEVINE","startTime":2043.58,"endTime":2045.95,"body":"And our relationship"},{"speaker":"BILL DEVINE","startTime":2043.58,"endTime":2045.95,"body":"with IVANS and Applied"},{"speaker":"BILL DEVINE","startTime":2045.95,"endTime":2047.81,"body":"would feel very different."},{"speaker":"BILL DEVINE","startTime":2047.81,"endTime":2050.51,"body":"But I mean we're 1, 2, or"},{"speaker":"BILL DEVINE","startTime":2047.81,"endTime":2050.51,"body":"3 in most of the markets"},{"speaker":"BILL DEVINE","startTime":2050.51,"endTime":2051.467,"body":"that we compete in."},{"speaker":"REID HOLZWORTH","startTime":2051.467,"endTime":2052.3,"body":"Yes."},{"speaker":"REID HOLZWORTH","startTime":2052.3,"endTime":2053.3,"body":"Yeah, absolutely."},{"speaker":"BILL DEVINE","startTime":2053.3,"endTime":2055.26,"body":"At 5%,"},{"speaker":"BILL DEVINE","startTime":2053.3,"endTime":2055.26,"body":"6% market share."},{"speaker":"REID HOLZWORTH","startTime":2055.26,"endTime":2055.52,"body":"Yeah."},{"speaker":"REID HOLZWORTH","startTime":2055.52,"endTime":2056.02,"body":"That's wild."},{"speaker":"BILL DEVINE","startTime":2056.52,"endTime":2058.04,"body":"So like I need to--"},{"speaker":"BILL DEVINE","startTime":2058.04,"endTime":2060.719,"body":"I need to work the"},{"speaker":"BILL DEVINE","startTime":2058.04,"endTime":2060.719,"body":"way my customers,"},{"speaker":"BILL DEVINE","startTime":2060.719,"endTime":2061.76,"body":"my agents want to work--"},{"speaker":"REID HOLZWORTH","startTime":2061.76,"endTime":2062.12,"body":"Yeah."},{"speaker":"BILL DEVINE","startTime":2062.12,"endTime":2064.19,"body":"--and not"},{"speaker":"BILL DEVINE","startTime":2062.12,"endTime":2064.19,"body":"try to dictate to them"},{"speaker":"BILL DEVINE","startTime":2064.19,"endTime":2065.27,"body":"how they work with us."},{"speaker":"REID HOLZWORTH","startTime":2065.27,"endTime":2066.373,"body":"Yeah."},{"speaker":"BILL DEVINE","startTime":2066.373,"endTime":2068.54,"body":"No, I mean,"},{"speaker":"BILL DEVINE","startTime":2066.373,"endTime":2068.54,"body":"that's a mindset shift that"},{"speaker":"BILL DEVINE","startTime":2068.54,"endTime":2071.03,"body":"takes tons of"},{"speaker":"BILL DEVINE","startTime":2068.54,"endTime":2071.03,"body":"investment and time,"},{"speaker":"BILL DEVINE","startTime":2071.03,"endTime":2074.75,"body":"and the proof is always"},{"speaker":"BILL DEVINE","startTime":2071.03,"endTime":2074.75,"body":"in the result over time."},{"speaker":"BILL DEVINE","startTime":2074.75,"endTime":2076.76,"body":"We're hoping that we're"},{"speaker":"BILL DEVINE","startTime":2074.75,"endTime":2076.76,"body":"closing some of that gap"},{"speaker":"BILL DEVINE","startTime":2076.76,"endTime":2078.65,"body":"and we're making"},{"speaker":"BILL DEVINE","startTime":2076.76,"endTime":2078.65,"body":"up a difference."},{"speaker":"BILL DEVINE","startTime":2078.65,"endTime":2080.989,"body":"It's been the philosophy"},{"speaker":"BILL DEVINE","startTime":2078.65,"endTime":2080.989,"body":"for years for us now."},{"speaker":"BILL DEVINE","startTime":2080.989,"endTime":2086.51,"body":"But you're rebuilding decades"},{"speaker":"BILL DEVINE","startTime":2080.989,"endTime":2086.51,"body":"of technology culture, motor"},{"speaker":"BILL DEVINE","startTime":2086.51,"endTime":2088.26,"body":"memory, mental models all that."},{"speaker":"BILL DEVINE","startTime":2088.26,"endTime":2088.76,"body":"Like--"},{"speaker":"BILL DEVINE","startTime":2088.76,"endTime":2089.26,"body":"[LAUGHTER]"},{"speaker":"BILL DEVINE","startTime":2089.26,"endTime":2091.67,"body":"But what's great"},{"speaker":"BILL DEVINE","startTime":2089.26,"endTime":2091.67,"body":"has been partners"},{"speaker":"BILL DEVINE","startTime":2091.67,"endTime":2095.625,"body":"like IVANS that are right"},{"speaker":"BILL DEVINE","startTime":2091.67,"endTime":2095.625,"body":"there in the foxhole with us--"},{"speaker":"REID HOLZWORTH","startTime":2095.625,"endTime":2096.5,"body":"Yeah."},{"speaker":"BILL DEVINE","startTime":2096.5,"endTime":2096.739,"body":"--right."},{"speaker":"BILL DEVINE","startTime":2096.739,"endTime":2098.63,"body":"And like fighting"},{"speaker":"BILL DEVINE","startTime":2096.739,"endTime":2098.63,"body":"that same fight."},{"speaker":"BILL DEVINE","startTime":2098.63,"endTime":2101.72,"body":"And having great"},{"speaker":"BILL DEVINE","startTime":2098.63,"endTime":2101.72,"body":"partners and having"},{"speaker":"BILL DEVINE","startTime":2101.72,"endTime":2103.7,"body":"others that are"},{"speaker":"BILL DEVINE","startTime":2101.72,"endTime":2103.7,"body":"thinking the same way"},{"speaker":"BILL DEVINE","startTime":2103.7,"endTime":2105.71,"body":"and getting that"},{"speaker":"BILL DEVINE","startTime":2103.7,"endTime":2105.71,"body":"like-minded thinking."},{"speaker":"BILL DEVINE","startTime":2105.71,"endTime":2107.57,"body":"That's why the Big I conference"},{"speaker":"BILL DEVINE","startTime":2105.71,"endTime":2107.57,"body":"was so much fun, right."},{"speaker":"REID HOLZWORTH","startTime":2107.57,"endTime":2107.78,"body":"Yeah."},{"speaker":"BILL DEVINE","startTime":2107.78,"endTime":2108.935,"body":"Hanging out"},{"speaker":"BILL DEVINE","startTime":2107.78,"endTime":2108.935,"body":"with Chip and those guys."},{"speaker":"REID HOLZWORTH","startTime":2108.935,"endTime":2109.19,"body":"Yeah."},{"speaker":"BILL DEVINE","startTime":2109.19,"endTime":2111.35,"body":"Like it was fun"},{"speaker":"BILL DEVINE","startTime":2109.19,"endTime":2111.35,"body":"because it was like a group"},{"speaker":"BILL DEVINE","startTime":2111.35,"endTime":2112.55,"body":"of us that are like-minded--"},{"speaker":"REID HOLZWORTH","startTime":2112.55,"endTime":2113.08,"body":"Yeah, absolutely."},{"speaker":"BILL DEVINE","startTime":2113.08,"endTime":2114.622,"body":"--and"},{"speaker":"BILL DEVINE","startTime":2113.08,"endTime":2114.622,"body":"thinking about how"},{"speaker":"BILL DEVINE","startTime":2114.622,"endTime":2117.41,"body":"do-- if this industry gets"},{"speaker":"BILL DEVINE","startTime":2114.622,"endTime":2117.41,"body":"better, we'll all get better."},{"speaker":"REID HOLZWORTH","startTime":2117.41,"endTime":2117.725,"body":"Yes."},{"speaker":"REID HOLZWORTH","startTime":2117.725,"endTime":2118.225,"body":"Yes."},{"speaker":"BILL DEVINE","startTime":2118.225,"endTime":2119.9,"body":"And"},{"speaker":"BILL DEVINE","startTime":2118.225,"endTime":2119.9,"body":"that my-- the way"},{"speaker":"BILL DEVINE","startTime":2119.9,"endTime":2122.87,"body":"I compete in the"},{"speaker":"BILL DEVINE","startTime":2119.9,"endTime":2122.87,"body":"marketplace is Travelers"},{"speaker":"BILL DEVINE","startTime":2122.87,"endTime":2125.343,"body":"has the best underwriters"},{"speaker":"BILL DEVINE","startTime":2122.87,"endTime":2125.343,"body":"in the industry."},{"speaker":"REID HOLZWORTH","startTime":2125.343,"endTime":2126.26,"body":"Right."},{"speaker":"BILL DEVINE","startTime":2126.26,"endTime":2128.78,"body":"So, my"},{"speaker":"BILL DEVINE","startTime":2126.26,"endTime":2128.78,"body":"strength is my underwriting."},{"speaker":"BILL DEVINE","startTime":2128.78,"endTime":2131.175,"body":"My ability to select"},{"speaker":"BILL DEVINE","startTime":2128.78,"endTime":2131.175,"body":"and price risk."},{"speaker":"REID HOLZWORTH","startTime":2131.175,"endTime":2132.05,"body":"Yeah."},{"speaker":"BILL DEVINE","startTime":2132.05,"endTime":2133.85,"body":"Why,"},{"speaker":"BILL DEVINE","startTime":2132.05,"endTime":2133.85,"body":"then, do I need"},{"speaker":"BILL DEVINE","startTime":2133.85,"endTime":2136.37,"body":"to compete with an"},{"speaker":"BILL DEVINE","startTime":2133.85,"endTime":2136.37,"body":"Applied or an IVANS"},{"speaker":"BILL DEVINE","startTime":2136.37,"endTime":2138.709,"body":"to tell an agent how"},{"speaker":"BILL DEVINE","startTime":2136.37,"endTime":2138.709,"body":"to interact with me?"},{"speaker":"REID HOLZWORTH","startTime":2138.709,"endTime":2139.584,"body":"Yeah."},{"speaker":"REID HOLZWORTH","startTime":2139.584,"endTime":2139.8,"body":"All right."},{"speaker":"BILL DEVINE","startTime":2139.8,"endTime":2142.13,"body":"I want to get as"},{"speaker":"BILL DEVINE","startTime":2139.8,"endTime":2142.13,"body":"much in the top of the funnel"},{"speaker":"BILL DEVINE","startTime":2142.13,"endTime":2142.745,"body":"as I can--"},{"speaker":"REID HOLZWORTH","startTime":2142.745,"endTime":2143.62,"body":"Yeah."},{"speaker":"BILL DEVINE","startTime":2143.62,"endTime":2146.15,"body":"--to let my"},{"speaker":"BILL DEVINE","startTime":2143.62,"endTime":2146.15,"body":"world-class underwriters beat"},{"speaker":"BILL DEVINE","startTime":2146.15,"endTime":2147.95,"body":"everybody else in"},{"speaker":"BILL DEVINE","startTime":2146.15,"endTime":2147.95,"body":"picking the best risk--"},{"speaker":"REID HOLZWORTH","startTime":2147.95,"endTime":2148.34,"body":"Absolutely."},{"speaker":"BILL DEVINE","startTime":2148.34,"endTime":2150.05,"body":"--and"},{"speaker":"BILL DEVINE","startTime":2148.34,"endTime":2150.05,"body":"pricing them the best way."},{"speaker":"REID HOLZWORTH","startTime":2150.05,"endTime":2150.41,"body":"Yeah."},{"speaker":"BILL DEVINE","startTime":2150.41,"endTime":2151.4,"body":"That's how we win."},{"speaker":"REID HOLZWORTH","startTime":2151.4,"endTime":2151.64,"body":"Yeah."},{"speaker":"BILL DEVINE","startTime":2151.64,"endTime":2154.057,"body":"And once everybody"},{"speaker":"BILL DEVINE","startTime":2151.64,"endTime":2154.057,"body":"around here got their head"},{"speaker":"BILL DEVINE","startTime":2154.057,"endTime":2156.62,"body":"around that, it was like this"},{"speaker":"BILL DEVINE","startTime":2154.057,"endTime":2156.62,"body":"epiphany moment of, like, wow"},{"speaker":"BILL DEVINE","startTime":2156.62,"endTime":2160.91,"body":"we can win by going"},{"speaker":"BILL DEVINE","startTime":2156.62,"endTime":2160.91,"body":"on our strength"},{"speaker":"BILL DEVINE","startTime":2160.91,"endTime":2164.06,"body":"and not trying to build"},{"speaker":"BILL DEVINE","startTime":2160.91,"endTime":2164.06,"body":"these artificial barriers"},{"speaker":"BILL DEVINE","startTime":2164.06,"endTime":2165.32,"body":"to competition."},{"speaker":"BILL DEVINE","startTime":2165.32,"endTime":2166.693,"body":"But say this is how we win."},{"speaker":"BILL DEVINE","startTime":2166.693,"endTime":2167.193,"body":"Like--"},{"speaker":"REID HOLZWORTH","startTime":2167.193,"endTime":2168.0,"body":"Yeah."},{"speaker":"BILL DEVINE","startTime":2168.0,"endTime":2169.67,"body":"So,"},{"speaker":"BILL DEVINE","startTime":2168.0,"endTime":2169.67,"body":"that's my stump speech."},{"speaker":"BILL DEVINE","startTime":2169.67,"endTime":2171.548,"body":"[LAUGHTER]"},{"speaker":"REID HOLZWORTH","startTime":2171.548,"endTime":2173.39,"body":"No, it's awesome."},{"speaker":"REID HOLZWORTH","startTime":2173.39,"endTime":2175.76,"body":"And it's-- so tell me--"},{"speaker":"REID HOLZWORTH","startTime":2175.76,"endTime":2179.6,"body":"there was a press release that"},{"speaker":"REID HOLZWORTH","startTime":2175.76,"endTime":2179.6,"body":"went out a while back that"},{"speaker":"REID HOLZWORTH","startTime":2179.6,"endTime":2181.49,"body":"about you and Google--"},{"speaker":"BILL DEVINE","startTime":2181.49,"endTime":2182.24,"body":"Yeah."},{"speaker":"REID HOLZWORTH","startTime":2182.24,"endTime":2183.24,"body":"--right."},{"speaker":"REID HOLZWORTH","startTime":2183.24,"endTime":2187.28,"body":"And some of the stuff you"},{"speaker":"REID HOLZWORTH","startTime":2183.24,"endTime":2187.28,"body":"guys were doing together."},{"speaker":"REID HOLZWORTH","startTime":2187.28,"endTime":2188.64,"body":"So talk about that a little bit."},{"speaker":"BILL DEVINE","startTime":2188.64,"endTime":2190.31,"body":"Yeah,"},{"speaker":"BILL DEVINE","startTime":2188.64,"endTime":2190.31,"body":"you know, I'd love"},{"speaker":"BILL DEVINE","startTime":2190.31,"endTime":2192.643,"body":"to talk about it in the"},{"speaker":"BILL DEVINE","startTime":2190.31,"endTime":2192.643,"body":"abstract more than the specific."},{"speaker":"BILL DEVINE","startTime":2192.643,"endTime":2195.14,"body":"We did a press release, and"},{"speaker":"BILL DEVINE","startTime":2192.643,"endTime":2195.14,"body":"[? Hannah ?] [? Carna ?] is"},{"speaker":"BILL DEVINE","startTime":2195.14,"endTime":2196.283,"body":"an amazing individual."},{"speaker":"BILL DEVINE","startTime":2196.283,"endTime":2197.45,"body":"You've worked with her, too."},{"speaker":"REID HOLZWORTH","startTime":2197.45,"endTime":2199.074,"body":"Oh yeah. yeah."},{"speaker":"BILL DEVINE","startTime":2199.074,"endTime":2200.96,"body":"The"},{"speaker":"BILL DEVINE","startTime":2199.074,"endTime":2200.96,"body":"concept of what we"},{"speaker":"BILL DEVINE","startTime":2200.96,"endTime":2203.46,"body":"are looking for is exactly"},{"speaker":"BILL DEVINE","startTime":2200.96,"endTime":2203.46,"body":"what I was just talking about,"},{"speaker":"BILL DEVINE","startTime":2203.46,"endTime":2203.96,"body":"right."},{"speaker":"BILL DEVINE","startTime":2203.96,"endTime":2207.44,"body":"And it actually ties into the"},{"speaker":"BILL DEVINE","startTime":2203.96,"endTime":2207.44,"body":"ecosystem and platform play."},{"speaker":"BILL DEVINE","startTime":2207.44,"endTime":2212.72,"body":"Is that whether it's a Google,"},{"speaker":"BILL DEVINE","startTime":2207.44,"endTime":2212.72,"body":"or an Amazon, or a Microsoft,"},{"speaker":"BILL DEVINE","startTime":2212.72,"endTime":2215.39,"body":"we view these hyper"},{"speaker":"BILL DEVINE","startTime":2212.72,"endTime":2215.39,"body":"accelerator companies"},{"speaker":"BILL DEVINE","startTime":2215.39,"endTime":2220.32,"body":"as our opportunity to"},{"speaker":"BILL DEVINE","startTime":2215.39,"endTime":2220.32,"body":"accelerate the insurance"},{"speaker":"BILL DEVINE","startTime":2220.32,"endTime":2225.0,"body":"industry as a whole through"},{"speaker":"BILL DEVINE","startTime":2220.32,"endTime":2225.0,"body":"the next digital phase,"},{"speaker":"BILL DEVINE","startTime":2225.0,"endTime":2225.96,"body":"the next change."},{"speaker":"REID HOLZWORTH","startTime":2225.96,"endTime":2226.2,"body":"Yeah."},{"speaker":"BILL DEVINE","startTime":2226.2,"endTime":2227.575,"body":"And"},{"speaker":"BILL DEVINE","startTime":2226.2,"endTime":2227.575,"body":"there's a reason"},{"speaker":"BILL DEVINE","startTime":2227.575,"endTime":2230.485,"body":"that IVANS was one of our-- and"},{"speaker":"BILL DEVINE","startTime":2227.575,"endTime":2230.485,"body":"you were one of my first calls"},{"speaker":"BILL DEVINE","startTime":2230.485,"endTime":2232.11,"body":"when we were pulling"},{"speaker":"BILL DEVINE","startTime":2230.485,"endTime":2232.11,"body":"all this together."},{"speaker":"REID HOLZWORTH","startTime":2232.11,"endTime":2232.194,"body":"Yeah."},{"speaker":"REID HOLZWORTH","startTime":2232.194,"endTime":2232.54,"body":"Oh, yeah."},{"speaker":"REID HOLZWORTH","startTime":2232.54,"endTime":2232.865,"body":"100%."},{"speaker":"REID HOLZWORTH","startTime":2232.865,"endTime":2233.19,"body":"[INAUDIBLE]"},{"speaker":"BILL DEVINE","startTime":2233.19,"endTime":2235.607,"body":"Like, Reid, we're"},{"speaker":"BILL DEVINE","startTime":2233.19,"endTime":2235.607,"body":"not doing this to beat you,"},{"speaker":"BILL DEVINE","startTime":2235.607,"endTime":2238.02,"body":"we're doing this because we"},{"speaker":"BILL DEVINE","startTime":2235.607,"endTime":2238.02,"body":"want you to come with us."},{"speaker":"REID HOLZWORTH","startTime":2238.02,"endTime":2238.5,"body":"Exactly."},{"speaker":"BILL DEVINE","startTime":2238.5,"endTime":2239.917,"body":"And"},{"speaker":"BILL DEVINE","startTime":2238.5,"endTime":2239.917,"body":"whatever solution"},{"speaker":"BILL DEVINE","startTime":2239.917,"endTime":2241.61,"body":"we go down, whoever"},{"speaker":"BILL DEVINE","startTime":2239.917,"endTime":2241.61,"body":"we partner with,"},{"speaker":"BILL DEVINE","startTime":2241.61,"endTime":2244.29,"body":"that's going to be part"},{"speaker":"BILL DEVINE","startTime":2241.61,"endTime":2244.29,"body":"of the conversation of we"},{"speaker":"BILL 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IVANS."},{"speaker":"BILL DEVINE","startTime":2255.09,"endTime":2257.7,"body":"And the next IVANS should very"},{"speaker":"BILL DEVINE","startTime":2255.09,"endTime":2257.7,"body":"well be the current IVANS, just"},{"speaker":"BILL DEVINE","startTime":2257.7,"endTime":2258.67,"body":"the next generation of it."},{"speaker":"REID HOLZWORTH","startTime":2258.67,"endTime":2258.81,"body":"Next gen, yeah."},{"speaker":"BILL DEVINE","startTime":2258.81,"endTime":2261.84,"body":"But we are at we"},{"speaker":"BILL DEVINE","startTime":2258.81,"endTime":2261.84,"body":"are at a critical tipping point"},{"speaker":"BILL DEVINE","startTime":2261.84,"endTime":2264.9,"body":"for this industry"},{"speaker":"BILL DEVINE","startTime":2261.84,"endTime":2264.9,"body":"around data, data"},{"speaker":"BILL DEVINE","startTime":2264.9,"endTime":2266.725,"body":"transmission, data"},{"speaker":"BILL DEVINE","startTime":2264.9,"endTime":2266.725,"body":"transformation."},{"speaker":"REID HOLZWORTH","startTime":2266.725,"endTime":2267.6,"body":"Yeah."},{"speaker":"BILL DEVINE","startTime":2267.6,"endTime":2270.87,"body":"And working"},{"speaker":"BILL DEVINE","startTime":2267.6,"endTime":2270.87,"body":"with some of the biggest data"},{"speaker":"BILL DEVINE","startTime":2270.87,"endTime":2273.48,"body":"companies in the"},{"speaker":"BILL DEVINE","startTime":2270.87,"endTime":2273.48,"body":"world make sense"},{"speaker":"BILL DEVINE","startTime":2273.48,"endTime":2275.2,"body":"if they can provide"},{"speaker":"BILL DEVINE","startTime":2273.48,"endTime":2275.2,"body":"for us things"},{"speaker":"BILL DEVINE","startTime":2275.2,"endTime":2277.2,"body":"that are going to help"},{"speaker":"BILL DEVINE","startTime":2275.2,"endTime":2277.2,"body":"make the industry better."},{"speaker":"REID HOLZWORTH","startTime":2277.2,"endTime":2277.71,"body":"Mhm."},{"speaker":"REID HOLZWORTH","startTime":2277.71,"endTime":2277.98,"body":"Yeah."},{"speaker":"REID HOLZWORTH","startTime":2277.98,"endTime":2278.25,"body":"Yeah."},{"speaker":"BILL DEVINE","startTime":2278.25,"endTime":2279.69,"body":"I'm"},{"speaker":"BILL DEVINE","startTime":2278.25,"endTime":2279.69,"body":"not looking for my--"},{"speaker":"BILL DEVINE","startTime":2279.69,"endTime":2281.357,"body":"I'm not looking for"},{"speaker":"BILL DEVINE","startTime":2279.69,"endTime":2281.357,"body":"an unfair advantage."},{"speaker":"BILL DEVINE","startTime":2281.357,"endTime":2284.37,"body":"I'm looking to press my unfair"},{"speaker":"BILL DEVINE","startTime":2281.357,"endTime":2284.37,"body":"advantage by streamlining"},{"speaker":"BILL DEVINE","startTime":2284.37,"endTime":2286.15,"body":"everything else."},{"speaker":"BILL DEVINE","startTime":2286.15,"endTime":2289.56,"body":"And so this is where the more"},{"speaker":"BILL DEVINE","startTime":2286.15,"endTime":2289.56,"body":"we can get through the funnel,"},{"speaker":"BILL DEVINE","startTime":2289.56,"endTime":2291.51,"body":"the more we can"},{"speaker":"BILL DEVINE","startTime":2289.56,"endTime":2291.51,"body":"partner with our agents"},{"speaker":"BILL DEVINE","startTime":2291.51,"endTime":2294.42,"body":"to get the risks through faster."},{"speaker":"BILL DEVINE","startTime":2294.42,"endTime":2297.18,"body":"It takes six to eight weeks to"},{"speaker":"BILL DEVINE","startTime":2294.42,"endTime":2297.18,"body":"quote a middle market policy."},{"speaker":"BILL DEVINE","startTime":2297.18,"endTime":2298.02,"body":"That's insane."},{"speaker":"REID HOLZWORTH","startTime":2298.02,"endTime":2299.04,"body":"That is insane."},{"speaker":"BILL DEVINE","startTime":2299.04,"endTime":2299.37,"body":"Oh, yeah, the."},{"speaker":"REID HOLZWORTH","startTime":2299.37,"endTime":2299.7,"body":"It's insane."},{"speaker":"BILL DEVINE","startTime":2299.7,"endTime":2302.64,"body":"Like I can show"},{"speaker":"BILL DEVINE","startTime":2299.7,"endTime":2302.64,"body":"you examples of the ping-ponging"},{"speaker":"BILL DEVINE","startTime":2302.64,"endTime":2306.21,"body":"back and forth for chasing data"},{"speaker":"BILL DEVINE","startTime":2302.64,"endTime":2306.21,"body":"and how annoying and obnoxious"},{"speaker":"BILL DEVINE","startTime":2306.21,"endTime":2308.013,"body":"it is to the customer"},{"speaker":"BILL DEVINE","startTime":2306.21,"endTime":2308.013,"body":"and things like that."},{"speaker":"REID HOLZWORTH","startTime":2308.013,"endTime":2309.93,"body":"The whole"},{"speaker":"REID HOLZWORTH","startTime":2308.013,"endTime":2309.93,"body":"process is painful--"},{"speaker":"BILL DEVINE","startTime":2309.93,"endTime":2310.8,"body":"The"},{"speaker":"BILL DEVINE","startTime":2309.93,"endTime":2310.8,"body":"whole process, it's--"},{"speaker":"REID HOLZWORTH","startTime":2310.8,"endTime":2311.31,"body":"--for everybody."},{"speaker":"BILL DEVINE","startTime":2311.31,"endTime":2312.285,"body":"It's"},{"speaker":"BILL DEVINE","startTime":2311.31,"endTime":2312.285,"body":"not a good process."},{"speaker":"REID HOLZWORTH","startTime":2312.285,"endTime":2312.63,"body":"Yeah."},{"speaker":"REID HOLZWORTH","startTime":2312.63,"endTime":2313.05,"body":"Right."},{"speaker":"BILL DEVINE","startTime":2313.05,"endTime":2314.842,"body":"And this"},{"speaker":"BILL DEVINE","startTime":2313.05,"endTime":2314.842,"body":"is back to the-- it's"},{"speaker":"BILL DEVINE","startTime":2314.842,"endTime":2316.08,"body":"the time for the next IVANS."},{"speaker":"BILL DEVINE","startTime":2316.08,"endTime":2317.653,"body":"It's the time for"},{"speaker":"BILL DEVINE","startTime":2316.08,"endTime":2317.653,"body":"the next ACORD."},{"speaker":"BILL DEVINE","startTime":2317.653,"endTime":2318.945,"body":"It's the time for the next ISO."},{"speaker":"REID HOLZWORTH","startTime":2318.945,"endTime":2319.23,"body":"Yeah."},{"speaker":"BILL DEVINE","startTime":2319.23,"endTime":2321.88,"body":"As an industry,"},{"speaker":"BILL DEVINE","startTime":2319.23,"endTime":2321.88,"body":"and I say this all the time,"},{"speaker":"BILL DEVINE","startTime":2321.88,"endTime":2324.36,"body":"but as an industry, we"},{"speaker":"BILL DEVINE","startTime":2321.88,"endTime":2324.36,"body":"used to come together"},{"speaker":"BILL DEVINE","startTime":2324.36,"endTime":2325.592,"body":"to solve industry problems."},{"speaker":"REID HOLZWORTH","startTime":2325.592,"endTime":2327.3,"body":"That's--"},{"speaker":"REID HOLZWORTH","startTime":2325.592,"endTime":2327.3,"body":"yes, it is true."},{"speaker":"REID HOLZWORTH","startTime":2327.3,"endTime":2328.18,"body":"Keep going."},{"speaker":"REID HOLZWORTH","startTime":2328.18,"endTime":2328.68,"body":"[INAUDIBLE]"},{"speaker":"BILL DEVINE","startTime":2328.68,"endTime":2333.31,"body":"At some"},{"speaker":"BILL DEVINE","startTime":2328.68,"endTime":2333.31,"body":"point, collaboration"},{"speaker":"BILL DEVINE","startTime":2333.31,"endTime":2334.653,"body":"was replaced with competition."},{"speaker":"REID HOLZWORTH","startTime":2334.653,"endTime":2336.07,"body":"Fair enough, yeah."},{"speaker":"BILL DEVINE","startTime":2336.07,"endTime":2338.398,"body":"And now, as"},{"speaker":"BILL DEVINE","startTime":2336.07,"endTime":2338.398,"body":"an industry-- and I'm not"},{"speaker":"BILL DEVINE","startTime":2338.398,"endTime":2339.94,"body":"saying this just as"},{"speaker":"BILL DEVINE","startTime":2338.398,"endTime":2339.94,"body":"part of Travelers"},{"speaker":"BILL DEVINE","startTime":2339.94,"endTime":2341.645,"body":"this is Bill's opinion, right."},{"speaker":"REID HOLZWORTH","startTime":2341.645,"endTime":2342.52,"body":"Yeah."},{"speaker":"BILL DEVINE","startTime":2342.52,"endTime":2347.47,"body":"As an industry,"},{"speaker":"BILL DEVINE","startTime":2342.52,"endTime":2347.47,"body":"we compete on everything."},{"speaker":"BILL DEVINE","startTime":2347.47,"endTime":2350.68,"body":"For this industry to be"},{"speaker":"BILL DEVINE","startTime":2347.47,"endTime":2350.68,"body":"successful going forward,"},{"speaker":"BILL DEVINE","startTime":2350.68,"endTime":2355.36,"body":"my personal belief is we've got"},{"speaker":"BILL DEVINE","startTime":2350.68,"endTime":2355.36,"body":"to find the places where there"},{"speaker":"BILL DEVINE","startTime":2355.36,"endTime":2358.33,"body":"is not value created,"},{"speaker":"BILL DEVINE","startTime":2355.36,"endTime":2358.33,"body":"where we are creating"},{"speaker":"BILL DEVINE","startTime":2358.33,"endTime":2361.84,"body":"artificial hurdles that make"},{"speaker":"BILL DEVINE","startTime":2358.33,"endTime":2361.84,"body":"things bad for the customer"},{"speaker":"BILL DEVINE","startTime":2361.84,"endTime":2363.37,"body":"and make things"},{"speaker":"BILL DEVINE","startTime":2361.84,"endTime":2363.37,"body":"bad for the agent,"},{"speaker":"BILL DEVINE","startTime":2363.37,"endTime":2365.31,"body":"and make things bad for our"},{"speaker":"BILL DEVINE","startTime":2363.37,"endTime":2365.31,"body":"front line underwriters."},{"speaker":"REID HOLZWORTH","startTime":2365.31,"endTime":2366.31,"body":"So true."},{"speaker":"BILL DEVINE","startTime":2366.31,"endTime":2369.64,"body":"And how do we"},{"speaker":"BILL DEVINE","startTime":2366.31,"endTime":2369.64,"body":"streamline, simplify, and take"},{"speaker":"BILL DEVINE","startTime":2369.64,"endTime":2370.78,"body":"the goo out of that mess?"},{"speaker":"BILL DEVINE","startTime":2370.78,"endTime":2372.237,"body":"That's why-- take ACORD."},{"speaker":"BILL DEVINE","startTime":2372.237,"endTime":2373.57,"body":"I sat on the ACORD board, right."},{"speaker":"BILL DEVINE","startTime":2373.57,"endTime":2374.112,"body":"Take a ACORD."},{"speaker":"BILL DEVINE","startTime":2374.112,"endTime":2376.93,"body":"That's a perfect"},{"speaker":"BILL DEVINE","startTime":2374.112,"endTime":2376.93,"body":"example of where we all"},{"speaker":"BILL DEVINE","startTime":2376.93,"endTime":2379.53,"body":"had proprietary applications."},{"speaker":"BILL DEVINE","startTime":2379.53,"endTime":2382.61,"body":"If somebody wanted to"},{"speaker":"BILL DEVINE","startTime":2379.53,"endTime":2382.61,"body":"apply for insurance,"},{"speaker":"BILL DEVINE","startTime":2382.61,"endTime":2385.04,"body":"they might have to fill out a"},{"speaker":"BILL DEVINE","startTime":2382.61,"endTime":2385.04,"body":"dozen different applications"},{"speaker":"BILL DEVINE","startTime":2385.04,"endTime":2387.82,"body":"so that each carrier could have"},{"speaker":"BILL DEVINE","startTime":2385.04,"endTime":2387.82,"body":"their own special application."},{"speaker":"BILL DEVINE","startTime":2387.82,"endTime":2390.327,"body":"And the industry came together,"},{"speaker":"BILL DEVINE","startTime":2387.82,"endTime":2390.327,"body":"funded a body and said,"},{"speaker":"BILL DEVINE","startTime":2390.327,"endTime":2392.41,"body":"you know what, let's build"},{"speaker":"BILL DEVINE","startTime":2390.327,"endTime":2392.41,"body":"an industry application"},{"speaker":"BILL DEVINE","startTime":2392.41,"endTime":2393.43,"body":"that we can all agree to."},{"speaker":"REID HOLZWORTH","startTime":2393.43,"endTime":2394.263,"body":"Yep."},{"speaker":"BILL DEVINE","startTime":2394.263,"endTime":2396.475,"body":"That seems"},{"speaker":"BILL DEVINE","startTime":2394.263,"endTime":2396.475,"body":"so fundamentally simple--"},{"speaker":"REID HOLZWORTH","startTime":2396.475,"endTime":2397.48,"body":"Yeah."},{"speaker":"BILL DEVINE","startTime":2397.48,"endTime":2400.03,"body":"--but today,"},{"speaker":"BILL DEVINE","startTime":2397.48,"endTime":2400.03,"body":"getting the industry together"},{"speaker":"BILL DEVINE","startTime":2400.03,"endTime":2402.322,"body":"to do that same thing, I"},{"speaker":"BILL DEVINE","startTime":2400.03,"endTime":2402.322,"body":"don't know if you could do it."},{"speaker":"REID HOLZWORTH","startTime":2402.322,"endTime":2403.863,"body":"Well, I'll just say--"},{"speaker":"REID HOLZWORTH","startTime":2403.863,"endTime":2404.98,"body":"I mean, you brought it up."},{"speaker":"REID HOLZWORTH","startTime":2404.98,"endTime":2406.6,"body":"I'll just say when"},{"speaker":"REID HOLZWORTH","startTime":2404.98,"endTime":2406.6,"body":"it comes to ACORD,"},{"speaker":"REID HOLZWORTH","startTime":2406.6,"endTime":2409.57,"body":"though, I mean they"},{"speaker":"REID HOLZWORTH","startTime":2406.6,"endTime":2409.57,"body":"went-- they took"},{"speaker":"REID HOLZWORTH","startTime":2409.57,"endTime":2412.66,"body":"a they took a different"},{"speaker":"REID HOLZWORTH","startTime":2409.57,"endTime":2412.66,"body":"path, let's just say, right."},{"speaker":"REID HOLZWORTH","startTime":2412.66,"endTime":2418.66,"body":"And I think-- it's funny because"},{"speaker":"REID HOLZWORTH","startTime":2412.66,"endTime":2418.66,"body":"I was involved in a group"},{"speaker":"REID HOLZWORTH","startTime":2418.66,"endTime":2423.28,"body":"that a lot of people don't"},{"speaker":"REID HOLZWORTH","startTime":2418.66,"endTime":2423.28,"body":"know about that kind of just"},{"speaker":"REID HOLZWORTH","startTime":2423.28,"endTime":2424.54,"body":"dismantled over time."},{"speaker":"REID HOLZWORTH","startTime":2424.54,"endTime":2427.3,"body":"But they invited me to"},{"speaker":"REID HOLZWORTH","startTime":2424.54,"endTime":2427.3,"body":"come into this group."},{"speaker":"REID HOLZWORTH","startTime":2427.3,"endTime":2432.1,"body":"And this group was built"},{"speaker":"REID HOLZWORTH","startTime":2427.3,"endTime":2432.1,"body":"literally to display support."},{"speaker":"REID HOLZWORTH","startTime":2432.1,"endTime":2433.57,"body":"Because there was"},{"speaker":"REID HOLZWORTH","startTime":2432.1,"endTime":2433.57,"body":"a bunch of people"},{"speaker":"REID HOLZWORTH","startTime":2433.57,"endTime":2437.41,"body":"that were upset about ACORD"},{"speaker":"REID HOLZWORTH","startTime":2433.57,"endTime":2437.41,"body":"and they went for profit,"},{"speaker":"REID HOLZWORTH","startTime":2437.41,"endTime":2440.22,"body":"and they did all of this."},{"speaker":"REID HOLZWORTH","startTime":2440.22,"endTime":2442.08,"body":"And it was kind of a joke."},{"speaker":"REID HOLZWORTH","startTime":2442.08,"endTime":2443.545,"body":"Like the group was--"},{"speaker":"REID HOLZWORTH","startTime":2443.545,"endTime":2445.17,"body":"it was frankly-- it"},{"speaker":"REID HOLZWORTH","startTime":2443.545,"endTime":2445.17,"body":"was a waste of time"},{"speaker":"REID HOLZWORTH","startTime":2445.17,"endTime":2447.43,"body":"because they were not going"},{"speaker":"REID HOLZWORTH","startTime":2445.17,"endTime":2447.43,"body":"to ever execute on it."},{"speaker":"REID HOLZWORTH","startTime":2447.43,"endTime":2449.638,"body":"They just wanted to sit"},{"speaker":"REID HOLZWORTH","startTime":2447.43,"endTime":2449.638,"body":"there and just bitch about it"},{"speaker":"REID HOLZWORTH","startTime":2449.638,"endTime":2452.34,"body":"but not make any moves to"},{"speaker":"REID HOLZWORTH","startTime":2449.638,"endTime":2452.34,"body":"actually solve the problem."},{"speaker":"REID HOLZWORTH","startTime":2452.34,"endTime":2454.11,"body":"You're 100% correct."},{"speaker":"REID HOLZWORTH","startTime":2454.11,"endTime":2457.44,"body":"We, as an industry, have"},{"speaker":"REID HOLZWORTH","startTime":2454.11,"endTime":2457.44,"body":"to come together, get"},{"speaker":"REID HOLZWORTH","startTime":2457.44,"endTime":2460.645,"body":"past all that bullshit,"},{"speaker":"REID HOLZWORTH","startTime":2457.44,"endTime":2460.645,"body":"the past the past"},{"speaker":"REID HOLZWORTH","startTime":2460.645,"endTime":2462.27,"body":"and let's solve some"},{"speaker":"REID HOLZWORTH","startTime":2460.645,"endTime":2462.27,"body":"of these problems."},{"speaker":"BILL DEVINE","startTime":2462.27,"endTime":2464.16,"body":"Well, and just be"},{"speaker":"BILL DEVINE","startTime":2462.27,"endTime":2464.16,"body":"comfortable that we are still"},{"speaker":"BILL DEVINE","startTime":2464.16,"endTime":2465.645,"body":"going to compete every day."},{"speaker":"REID HOLZWORTH","startTime":2465.645,"endTime":2466.77,"body":"Yeah, 100%."},{"speaker":"BILL DEVINE","startTime":2466.77,"endTime":2469.31,"body":"But there are"},{"speaker":"BILL DEVINE","startTime":2466.77,"endTime":2469.31,"body":"places that we can collaborate"},{"speaker":"BILL DEVINE","startTime":2469.31,"endTime":2471.81,"body":"and cooperate that will make"},{"speaker":"BILL DEVINE","startTime":2469.31,"endTime":2471.81,"body":"it better for the industry that"},{"speaker":"BILL DEVINE","startTime":2471.81,"endTime":2475.05,"body":"don't violate SEC rules or"},{"speaker":"BILL DEVINE","startTime":2471.81,"endTime":2475.05,"body":"things like that, but that--"},{"speaker":"BILL DEVINE","startTime":2475.05,"endTime":2476.97,"body":"and I joined the ACORD board--"},{"speaker":"BILL DEVINE","startTime":2476.97,"endTime":2481.05,"body":"when they'll ask me I joined it"},{"speaker":"BILL DEVINE","startTime":2476.97,"endTime":2481.05,"body":"because of the same mentality"},{"speaker":"BILL DEVINE","startTime":2481.05,"endTime":2482.85,"body":"of the people that got"},{"speaker":"BILL DEVINE","startTime":2481.05,"endTime":2482.85,"body":"in the shadowy room"},{"speaker":"BILL DEVINE","startTime":2482.85,"endTime":2484.58,"body":"that you were in to"},{"speaker":"BILL DEVINE","startTime":2482.85,"endTime":2484.58,"body":"try to replace it."},{"speaker":"REID HOLZWORTH","startTime":2484.58,"endTime":2485.83,"body":"Yeah, exactly."},{"speaker":"BILL DEVINE","startTime":2485.83,"endTime":2488.94,"body":"And my"},{"speaker":"BILL DEVINE","startTime":2485.83,"endTime":2488.94,"body":"belief is that some"},{"speaker":"BILL DEVINE","startTime":2488.94,"endTime":2492.03,"body":"of the institutions that"},{"speaker":"BILL DEVINE","startTime":2488.94,"endTime":2492.03,"body":"make up our industry"},{"speaker":"BILL DEVINE","startTime":2492.03,"endTime":2495.725,"body":"have so much value to them."},{"speaker":"BILL DEVINE","startTime":2495.725,"endTime":2500.25,"body":"What we've got to do is help"},{"speaker":"BILL DEVINE","startTime":2495.725,"endTime":2500.25,"body":"steer them better and not just"},{"speaker":"BILL DEVINE","startTime":2500.25,"endTime":2500.855,"body":"replace them."},{"speaker":"BILL DEVINE","startTime":2500.855,"endTime":2502.98,"body":"There are people in shadowy"},{"speaker":"BILL DEVINE","startTime":2500.855,"endTime":2502.98,"body":"rooms right now talking"},{"speaker":"BILL DEVINE","startTime":2502.98,"endTime":2503.865,"body":"about replacing ISO--"},{"speaker":"REID HOLZWORTH","startTime":2503.865,"endTime":2504.74,"body":"100%."},{"speaker":"BILL DEVINE","startTime":2504.74,"endTime":2506.08,"body":"--replacing IVANS."},{"speaker":"REID HOLZWORTH","startTime":2506.08,"endTime":2506.955,"body":"Yeah."},{"speaker":"REID HOLZWORTH","startTime":2506.955,"endTime":2507.76,"body":"Oh, yeah, totally."},{"speaker":"REID HOLZWORTH","startTime":2507.76,"endTime":2508.26,"body":"100%."},{"speaker":"BILL DEVINE","startTime":2508.26,"endTime":2510.702,"body":"But the reality"},{"speaker":"BILL DEVINE","startTime":2508.26,"endTime":2510.702,"body":"is that there is so much--"},{"speaker":"BILL DEVINE","startTime":2510.702,"endTime":2512.16,"body":"there's so much"},{"speaker":"BILL DEVINE","startTime":2510.702,"endTime":2512.16,"body":"work that's already"},{"speaker":"BILL DEVINE","startTime":2512.16,"endTime":2514.98,"body":"been done by these"},{"speaker":"BILL DEVINE","startTime":2512.16,"endTime":2514.98,"body":"industry bodies"},{"speaker":"BILL DEVINE","startTime":2514.98,"endTime":2518.73,"body":"that we should probably first"},{"speaker":"BILL DEVINE","startTime":2514.98,"endTime":2518.73,"body":"look to see if can we fix them,"},{"speaker":"BILL DEVINE","startTime":2518.73,"endTime":2519.99,"body":"can we help them get better?"},{"speaker":"REID HOLZWORTH","startTime":2519.99,"endTime":2520.26,"body":"Yeah."},{"speaker":"BILL DEVINE","startTime":2520.26,"endTime":2521.635,"body":"Can"},{"speaker":"BILL DEVINE","startTime":2520.26,"endTime":2521.635,"body":"we improve them?"},{"speaker":"BILL DEVINE","startTime":2521.635,"endTime":2523.68,"body":"Because I do believe"},{"speaker":"BILL DEVINE","startTime":2521.635,"endTime":2523.68,"body":"that is possible."},{"speaker":"BILL DEVINE","startTime":2523.68,"endTime":2527.34,"body":"And it's about redefining"},{"speaker":"BILL DEVINE","startTime":2523.68,"endTime":2527.34,"body":"mandates and redefining remits"},{"speaker":"BILL DEVINE","startTime":2527.34,"endTime":2531.21,"body":"and really just going after"},{"speaker":"BILL DEVINE","startTime":2527.34,"endTime":2531.21,"body":"the next generation of prizes"},{"speaker":"BILL DEVINE","startTime":2531.21,"endTime":2532.8,"body":"and bringing the"},{"speaker":"BILL DEVINE","startTime":2531.21,"endTime":2532.8,"body":"new technology in."},{"speaker":"BILL DEVINE","startTime":2532.8,"endTime":2534.39,"body":"And in defense of ACORD."},{"speaker":"BILL DEVINE","startTime":2534.39,"endTime":2536.8,"body":"And not that-- we won't turn"},{"speaker":"BILL DEVINE","startTime":2534.39,"endTime":2536.8,"body":"this into an ACORD debate."},{"speaker":"BILL DEVINE","startTime":2536.8,"endTime":2539.04,"body":"But in defense of ACORD,"},{"speaker":"BILL DEVINE","startTime":2536.8,"endTime":2539.04,"body":"some of the things"},{"speaker":"BILL DEVINE","startTime":2539.04,"endTime":2540.69,"body":"that they change the"},{"speaker":"BILL DEVINE","startTime":2539.04,"endTime":2540.69,"body":"people didn't like"},{"speaker":"BILL DEVINE","startTime":2540.69,"endTime":2542.835,"body":"have actually enabled them"},{"speaker":"BILL DEVINE","startTime":2540.69,"endTime":2542.835,"body":"to modernize the company--"},{"speaker":"REID HOLZWORTH","startTime":2542.835,"endTime":2543.24,"body":"Oh, yeah."},{"speaker":"BILL DEVINE","startTime":2543.24,"endTime":2545.7,"body":"--in some"},{"speaker":"BILL DEVINE","startTime":2543.24,"endTime":2545.7,"body":"ways that, had they not,"},{"speaker":"BILL DEVINE","startTime":2545.7,"endTime":2547.59,"body":"we would be having a"},{"speaker":"BILL DEVINE","startTime":2545.7,"endTime":2547.59,"body":"different conversation"},{"speaker":"BILL DEVINE","startTime":2547.59,"endTime":2548.79,"body":"about the failings of ACORD"},{"speaker":"REID HOLZWORTH","startTime":2548.79,"endTime":2549.7,"body":"Oh, fair enough."},{"speaker":"BILL DEVINE","startTime":2549.7,"endTime":2550.65,"body":"So I--"},{"speaker":"REID HOLZWORTH","startTime":2550.65,"endTime":2550.81,"body":"Yeah."},{"speaker":"REID HOLZWORTH","startTime":2550.81,"endTime":2551.31,"body":"No, totally."},{"speaker":"BILL DEVINE","startTime":2551.31,"endTime":2553.488,"body":"Like there's"},{"speaker":"BILL DEVINE","startTime":2551.31,"endTime":2553.488,"body":"a two sides to the story."},{"speaker":"BILL DEVINE","startTime":2553.488,"endTime":2555.78,"body":"And that's the only piece of"},{"speaker":"BILL DEVINE","startTime":2553.488,"endTime":2555.78,"body":"like-- and the same with--"},{"speaker":"BILL DEVINE","startTime":2555.78,"endTime":2557.867,"body":"I mean IVANS was"},{"speaker":"BILL DEVINE","startTime":2555.78,"endTime":2557.867,"body":"sold ISO was sold."},{"speaker":"REID HOLZWORTH","startTime":2557.867,"endTime":2558.7,"body":"Yap."},{"speaker":"BILL DEVINE","startTime":2558.7,"endTime":2561.39,"body":"Like-- and part of"},{"speaker":"BILL DEVINE","startTime":2558.7,"endTime":2561.39,"body":"that was because I don't think"},{"speaker":"BILL DEVINE","startTime":2561.39,"endTime":2563.91,"body":"the industry wanted to continue"},{"speaker":"BILL DEVINE","startTime":2561.39,"endTime":2563.91,"body":"to fund into some of these"},{"speaker":"BILL DEVINE","startTime":2563.91,"endTime":2566.395,"body":"bodies the amount that was"},{"speaker":"BILL DEVINE","startTime":2563.91,"endTime":2566.395,"body":"going to need to be funded--"},{"speaker":"REID HOLZWORTH","startTime":2566.395,"endTime":2567.27,"body":"True."},{"speaker":"BILL DEVINE","startTime":2567.27,"endTime":2567.54,"body":"--in order--"},{"speaker":"REID HOLZWORTH","startTime":2567.54,"endTime":2567.72,"body":"Fair enough."},{"speaker":"BILL DEVINE","startTime":2567.72,"endTime":2569.1,"body":"--to"},{"speaker":"BILL DEVINE","startTime":2567.72,"endTime":2569.1,"body":"modernize and get them"},{"speaker":"BILL DEVINE","startTime":2569.1,"endTime":2570.09,"body":"to where they needed to go."},{"speaker":"REID HOLZWORTH","startTime":2570.09,"endTime":2570.48,"body":"Yeah."},{"speaker":"BILL DEVINE","startTime":2570.48,"endTime":2572.397,"body":"We're at"},{"speaker":"BILL DEVINE","startTime":2570.48,"endTime":2572.397,"body":"another inflection point"},{"speaker":"BILL DEVINE","startTime":2572.397,"endTime":2574.47,"body":"where either we've"},{"speaker":"BILL DEVINE","startTime":2572.397,"endTime":2574.47,"body":"got to come together"},{"speaker":"BILL DEVINE","startTime":2574.47,"endTime":2577.143,"body":"to figure out how to fund"},{"speaker":"BILL DEVINE","startTime":2574.47,"endTime":2577.143,"body":"it, or the funding is going"},{"speaker":"BILL DEVINE","startTime":2577.143,"endTime":2578.31,"body":"to come from somewhere else."},{"speaker":"REID HOLZWORTH","startTime":2578.31,"endTime":2578.76,"body":"Yeah."},{"speaker":"REID HOLZWORTH","startTime":2578.76,"endTime":2579.48,"body":"No, it's true."},{"speaker":"REID HOLZWORTH","startTime":2579.48,"endTime":2579.74,"body":"It's--"},{"speaker":"REID HOLZWORTH","startTime":2579.74,"endTime":2580.24,"body":"[LAUGHTER]"},{"speaker":"REID HOLZWORTH","startTime":2580.24,"endTime":2585.18,"body":"The thing-- to your point, the"},{"speaker":"REID HOLZWORTH","startTime":2580.24,"endTime":2585.18,"body":"reason why that group drove"},{"speaker":"REID HOLZWORTH","startTime":2585.18,"endTime":2589.35,"body":"me fricking batty"},{"speaker":"REID HOLZWORTH","startTime":2585.18,"endTime":2589.35,"body":"was nobody wanted"},{"speaker":"REID HOLZWORTH","startTime":2589.35,"endTime":2594.99,"body":"to talk about fixing the problem"},{"speaker":"REID HOLZWORTH","startTime":2589.35,"endTime":2594.99,"body":"or said problem let's just say."},{"speaker":"REID HOLZWORTH","startTime":2594.99,"endTime":2596.442,"body":"It was all about replacing it."},{"speaker":"BILL DEVINE","startTime":2596.442,"endTime":2597.15,"body":"Yep."},{"speaker":"REID HOLZWORTH","startTime":2597.15,"endTime":2600.94,"body":"But they weren't"},{"speaker":"REID HOLZWORTH","startTime":2597.15,"endTime":2600.94,"body":"taking steps to do that either."},{"speaker":"REID HOLZWORTH","startTime":2600.94,"endTime":2602.632,"body":"But it was just like,"},{"speaker":"REID HOLZWORTH","startTime":2600.94,"endTime":2602.632,"body":"OK, so what is--"},{"speaker":"REID HOLZWORTH","startTime":2602.632,"endTime":2603.42,"body":"what are we doing here, guys?"},{"speaker":"BILL DEVINE","startTime":2603.42,"endTime":2604.83,"body":"You're going"},{"speaker":"BILL DEVINE","startTime":2603.42,"endTime":2604.83,"body":"to replicate the problems"},{"speaker":"BILL DEVINE","startTime":2604.83,"endTime":2605.52,"body":"that already exist."},{"speaker":"REID HOLZWORTH","startTime":2605.52,"endTime":2606.09,"body":"Exactly."},{"speaker":"REID HOLZWORTH","startTime":2606.09,"endTime":2606.27,"body":"Like, what?"},{"speaker":"BILL DEVINE","startTime":2606.27,"endTime":2607.74,"body":"You're going to"},{"speaker":"BILL DEVINE","startTime":2606.27,"endTime":2607.74,"body":"spend a whole bunch of money,"},{"speaker":"BILL DEVINE","startTime":2607.74,"endTime":2608.97,"body":"and you're just"},{"speaker":"BILL DEVINE","startTime":2607.74,"endTime":2608.97,"body":"changing who owns it."},{"speaker":"REID HOLZWORTH","startTime":2608.97,"endTime":2609.27,"body":"Right."},{"speaker":"REID HOLZWORTH","startTime":2609.27,"endTime":2609.84,"body":"Exactly."},{"speaker":"REID HOLZWORTH","startTime":2609.84,"endTime":2610.56,"body":"It's stupid."},{"speaker":"REID HOLZWORTH","startTime":2610.56,"endTime":2611.67,"body":"And it's-- yeah."},{"speaker":"BILL DEVINE","startTime":2611.67,"endTime":2614.85,"body":"And honestly, if"},{"speaker":"BILL DEVINE","startTime":2611.67,"endTime":2614.85,"body":"I went down my diary with you"},{"speaker":"BILL DEVINE","startTime":2614.85,"endTime":2618.15,"body":"and talked about who were"},{"speaker":"BILL DEVINE","startTime":2614.85,"endTime":2618.15,"body":"the outside folks that I meet"},{"speaker":"BILL DEVINE","startTime":2618.15,"endTime":2622.59,"body":"with the most, it is you"},{"speaker":"BILL DEVINE","startTime":2618.15,"endTime":2622.59,"body":"guys at IVANS, it's ACORD,"},{"speaker":"BILL DEVINE","startTime":2622.59,"endTime":2623.665,"body":"and it's Verisk ISO."},{"speaker":"REID HOLZWORTH","startTime":2623.665,"endTime":2624.54,"body":"Yeah."},{"speaker":"BILL DEVINE","startTime":2624.54,"endTime":2625.38,"body":"Those"},{"speaker":"BILL DEVINE","startTime":2624.54,"endTime":2625.38,"body":"are three groups"},{"speaker":"BILL DEVINE","startTime":2625.38,"endTime":2627.047,"body":"that I spend a"},{"speaker":"BILL DEVINE","startTime":2625.38,"endTime":2627.047,"body":"tremendous amount of time"},{"speaker":"BILL DEVINE","startTime":2627.047,"endTime":2629.68,"body":"with because I believe in"},{"speaker":"BILL DEVINE","startTime":2627.047,"endTime":2629.68,"body":"the insurance industry."},{"speaker":"BILL DEVINE","startTime":2629.68,"endTime":2632.64,"body":"And I believe that we need"},{"speaker":"BILL DEVINE","startTime":2629.68,"endTime":2632.64,"body":"to give back to the insurance"},{"speaker":"BILL DEVINE","startTime":2632.64,"endTime":2634.9,"body":"industry to keep"},{"speaker":"BILL DEVINE","startTime":2632.64,"endTime":2634.9,"body":"making it successful"},{"speaker":"BILL DEVINE","startTime":2634.9,"endTime":2636.9,"body":"for the next generation"},{"speaker":"BILL DEVINE","startTime":2634.9,"endTime":2636.9,"body":"that's coming behind us."},{"speaker":"REID HOLZWORTH","startTime":2636.9,"endTime":2637.23,"body":"Yeah."},{"speaker":"REID HOLZWORTH","startTime":2637.23,"endTime":2637.87,"body":"Fair enough."},{"speaker":"BILL DEVINE","startTime":2637.87,"endTime":2638.82,"body":"And I know"},{"speaker":"BILL DEVINE","startTime":2637.87,"endTime":2638.82,"body":"that sounds cheesy--"},{"speaker":"REID HOLZWORTH","startTime":2638.82,"endTime":2639.082,"body":"Yeah."},{"speaker":"BILL DEVINE","startTime":2639.082,"endTime":2640.124,"body":"--but it's--"},{"speaker":"BILL DEVINE","startTime":2640.124,"endTime":2642.51,"body":"I just believe I've"},{"speaker":"BILL DEVINE","startTime":2640.124,"endTime":2642.51,"body":"made a very good living,"},{"speaker":"BILL DEVINE","startTime":2642.51,"endTime":2645.54,"body":"I've had a very good life"},{"speaker":"BILL DEVINE","startTime":2642.51,"endTime":2645.54,"body":"because of this industry,"},{"speaker":"BILL DEVINE","startTime":2645.54,"endTime":2648.09,"body":"and I feel an"},{"speaker":"BILL DEVINE","startTime":2645.54,"endTime":2648.09,"body":"obligation to make sure"},{"speaker":"BILL DEVINE","startTime":2648.09,"endTime":2650.07,"body":"that the group that"},{"speaker":"BILL DEVINE","startTime":2648.09,"endTime":2650.07,"body":"I hand it down to"},{"speaker":"BILL DEVINE","startTime":2650.07,"endTime":2653.55,"body":"doesn't get this"},{"speaker":"BILL DEVINE","startTime":2650.07,"endTime":2653.55,"body":"pillaged hollow shell"},{"speaker":"BILL DEVINE","startTime":2653.55,"endTime":2657.243,"body":"of a company and an industry."},{"speaker":"REID HOLZWORTH","startTime":2657.243,"endTime":2659.535,"body":"So, let's"},{"speaker":"REID HOLZWORTH","startTime":2657.243,"endTime":2659.535,"body":"talk about the Golden record."},{"speaker":"BILL DEVINE","startTime":2659.535,"endTime":2660.285,"body":"Yeah."},{"speaker":"REID HOLZWORTH","startTime":2660.285,"endTime":2661.91,"body":"Love"},{"speaker":"REID HOLZWORTH","startTime":2660.285,"endTime":2661.91,"body":"this conversation."},{"speaker":"REID HOLZWORTH","startTime":2661.91,"endTime":2663.82,"body":"Explain to the-- what"},{"speaker":"REID HOLZWORTH","startTime":2661.91,"endTime":2663.82,"body":"is the Golden record?"},{"speaker":"REID HOLZWORTH","startTime":2663.82,"endTime":2665.85,"body":"How would you explain"},{"speaker":"REID HOLZWORTH","startTime":2663.82,"endTime":2665.85,"body":"that to the audience?"},{"speaker":"BILL DEVINE","startTime":2665.85,"endTime":2668.19,"body":"So the"},{"speaker":"BILL DEVINE","startTime":2665.85,"endTime":2668.19,"body":"cleanest, clearest analogy"},{"speaker":"BILL DEVINE","startTime":2668.19,"endTime":2670.89,"body":"that I can make"},{"speaker":"BILL DEVINE","startTime":2668.19,"endTime":2670.89,"body":"is something that"},{"speaker":"BILL DEVINE","startTime":2670.89,"endTime":2676.75,"body":"comes up every few years in DC"},{"speaker":"BILL DEVINE","startTime":2670.89,"endTime":2676.75,"body":"in the health care industry,"},{"speaker":"BILL DEVINE","startTime":2676.75,"endTime":2677.25,"body":"right."},{"speaker":"BILL DEVINE","startTime":2677.25,"endTime":2679.77,"body":"And it's this idea of the"},{"speaker":"BILL DEVINE","startTime":2677.25,"endTime":2679.77,"body":"portable health record."},{"speaker":"BILL DEVINE","startTime":2679.77,"endTime":2683.04,"body":"And the idea that there is"},{"speaker":"BILL DEVINE","startTime":2679.77,"endTime":2683.04,"body":"nothing dumber than the fact"},{"speaker":"BILL DEVINE","startTime":2683.04,"endTime":2685.29,"body":"that when you start with a"},{"speaker":"BILL DEVINE","startTime":2683.04,"endTime":2685.29,"body":"new doctor, the first thing"},{"speaker":"BILL DEVINE","startTime":2685.29,"endTime":2689.925,"body":"you're handed is a clipboard"},{"speaker":"BILL DEVINE","startTime":2685.29,"endTime":2689.925,"body":"with a mimeographed form that's"},{"speaker":"BILL DEVINE","startTime":2689.925,"endTime":2691.8,"body":"got crooked lines and"},{"speaker":"BILL DEVINE","startTime":2689.925,"endTime":2691.8,"body":"everything where you're"},{"speaker":"BILL DEVINE","startTime":2691.8,"endTime":2694.388,"body":"supposed to write out your"},{"speaker":"BILL DEVINE","startTime":2691.8,"endTime":2694.388,"body":"entire medical history"},{"speaker":"BILL DEVINE","startTime":2694.388,"endTime":2695.805,"body":"and your family's"},{"speaker":"BILL DEVINE","startTime":2694.388,"endTime":2695.805,"body":"medical history."},{"speaker":"BILL DEVINE","startTime":2695.805,"endTime":2697.26,"body":"[LAUGHTER]"},{"speaker":"BILL DEVINE","startTime":2697.26,"endTime":2699.78,"body":"Like that, somehow, on the"},{"speaker":"BILL DEVINE","startTime":2697.26,"endTime":2699.78,"body":"spot in this waiting room"},{"speaker":"BILL DEVINE","startTime":2699.78,"endTime":2701.79,"body":"in the five minutes,"},{"speaker":"BILL DEVINE","startTime":2699.78,"endTime":2701.79,"body":"before I see the doctor,"},{"speaker":"BILL DEVINE","startTime":2701.79,"endTime":2705.12,"body":"I'm going to have perfect recall"},{"speaker":"BILL DEVINE","startTime":2701.79,"endTime":2705.12,"body":"of every medical thing that's"},{"speaker":"BILL DEVINE","startTime":2705.12,"endTime":2708.85,"body":"ever happened to me or a"},{"speaker":"BILL DEVINE","startTime":2705.12,"endTime":2708.85,"body":"member of my immediate family."},{"speaker":"BILL DEVINE","startTime":2708.85,"endTime":2710.945,"body":"So it's-- one, that's"},{"speaker":"BILL DEVINE","startTime":2708.85,"endTime":2710.945,"body":"bad for health care."},{"speaker":"BILL DEVINE","startTime":2710.945,"endTime":2713.07,"body":"Because that means you're"},{"speaker":"BILL DEVINE","startTime":2710.945,"endTime":2713.07,"body":"meeting with doctors that"},{"speaker":"BILL DEVINE","startTime":2713.07,"endTime":2714.9,"body":"don't have the right history."},{"speaker":"BILL DEVINE","startTime":2714.9,"endTime":2717.21,"body":"And the other is it's stupid."},{"speaker":"BILL DEVINE","startTime":2717.21,"endTime":2718.47,"body":"It's really dumb."},{"speaker":"BILL DEVINE","startTime":2718.47,"endTime":2721.5,"body":"And so there's been"},{"speaker":"BILL DEVINE","startTime":2718.47,"endTime":2721.5,"body":"a number of pushes."},{"speaker":"BILL DEVINE","startTime":2721.5,"endTime":2723.78,"body":"And I'd say some large"},{"speaker":"BILL DEVINE","startTime":2721.5,"endTime":2723.78,"body":"hospital groups have actually"},{"speaker":"BILL DEVINE","startTime":2723.78,"endTime":2726.96,"body":"made pretty good"},{"speaker":"BILL DEVINE","startTime":2723.78,"endTime":2726.96,"body":"progress if you Google it"},{"speaker":"BILL DEVINE","startTime":2726.96,"endTime":2729.1,"body":"around this idea of a"},{"speaker":"BILL DEVINE","startTime":2726.96,"endTime":2729.1,"body":"portable health record."},{"speaker":"BILL DEVINE","startTime":2729.1,"endTime":2731.61,"body":"Which is you fill"},{"speaker":"BILL DEVINE","startTime":2729.1,"endTime":2731.61,"body":"out the forms once,"},{"speaker":"BILL DEVINE","startTime":2731.61,"endTime":2733.165,"body":"and they follow you"},{"speaker":"BILL DEVINE","startTime":2731.61,"endTime":2733.165,"body":"wherever you go."},{"speaker":"REID HOLZWORTH","startTime":2733.165,"endTime":2734.04,"body":"Yeah."},{"speaker":"BILL DEVINE","startTime":2734.04,"endTime":2735.498,"body":"We've"},{"speaker":"BILL DEVINE","startTime":2734.04,"endTime":2735.498,"body":"talked about it."},{"speaker":"BILL DEVINE","startTime":2735.498,"endTime":2737.34,"body":"There are concepts"},{"speaker":"BILL DEVINE","startTime":2735.498,"endTime":2737.34,"body":"of like blockchain"},{"speaker":"BILL DEVINE","startTime":2737.34,"endTime":2740.658,"body":"or distributed record kind"},{"speaker":"BILL DEVINE","startTime":2737.34,"endTime":2740.658,"body":"of to it where it's like--"},{"speaker":"REID HOLZWORTH","startTime":2740.658,"endTime":2742.95,"body":"I believe,"},{"speaker":"REID HOLZWORTH","startTime":2740.658,"endTime":2742.95,"body":"by the way-- for the record,"},{"speaker":"REID HOLZWORTH","startTime":2742.95,"endTime":2746.18,"body":"I believe this is actually the"},{"speaker":"REID HOLZWORTH","startTime":2742.95,"endTime":2746.18,"body":"only place where blockchain"},{"speaker":"REID HOLZWORTH","startTime":2746.18,"endTime":2747.68,"body":"could actually"},{"speaker":"REID HOLZWORTH","startTime":2746.18,"endTime":2747.68,"body":"impact your industry."},{"speaker":"BILL DEVINE","startTime":2747.68,"endTime":2748.73,"body":"And honestly--"},{"speaker":"REID HOLZWORTH","startTime":2748.73,"endTime":2749.78,"body":"It is"},{"speaker":"REID HOLZWORTH","startTime":2748.73,"endTime":2749.78,"body":"another place, but this real."},{"speaker":"BILL DEVINE","startTime":2749.78,"endTime":2751.31,"body":"It isn't"},{"speaker":"BILL DEVINE","startTime":2749.78,"endTime":2751.31,"body":"even real blockchain."},{"speaker":"REID HOLZWORTH","startTime":2751.31,"endTime":2751.58,"body":"Yeah."},{"speaker":"BILL DEVINE","startTime":2751.58,"endTime":2752.84,"body":"It's"},{"speaker":"BILL DEVINE","startTime":2751.58,"endTime":2752.84,"body":"distributed ledger."},{"speaker":"REID HOLZWORTH","startTime":2752.84,"endTime":2753.11,"body":"Distributed ledger."},{"speaker":"BILL DEVINE","startTime":2753.11,"endTime":2755.09,"body":"Because you don't"},{"speaker":"BILL DEVINE","startTime":2753.11,"endTime":2755.09,"body":"need all of the production--"},{"speaker":"BILL DEVINE","startTime":2755.09,"endTime":2757.59,"body":"you don't need all that weird"},{"speaker":"BILL DEVINE","startTime":2755.09,"endTime":2757.59,"body":"blockchain stuff on top of it,"},{"speaker":"BILL DEVINE","startTime":2757.59,"endTime":2758.97,"body":"you just need this concept of--"},{"speaker":"BILL DEVINE","startTime":2758.97,"endTime":2761.21,"body":"and it's really the"},{"speaker":"BILL DEVINE","startTime":2758.97,"endTime":2761.21,"body":"infrastructure of you"},{"speaker":"BILL DEVINE","startTime":2761.21,"endTime":2763.76,"body":"have an owner, you"},{"speaker":"BILL DEVINE","startTime":2761.21,"endTime":2763.76,"body":"have a custodian,"},{"speaker":"BILL DEVINE","startTime":2763.76,"endTime":2766.01,"body":"and you have people who are"},{"speaker":"BILL DEVINE","startTime":2763.76,"endTime":2766.01,"body":"exposed to different parts"},{"speaker":"BILL DEVINE","startTime":2766.01,"endTime":2766.7,"body":"of that record."},{"speaker":"REID HOLZWORTH","startTime":2766.7,"endTime":2767.09,"body":"Yeah."},{"speaker":"BILL DEVINE","startTime":2767.09,"endTime":2769.82,"body":"So the idea is"},{"speaker":"BILL DEVINE","startTime":2767.09,"endTime":2769.82,"body":"for insurance and particularly"},{"speaker":"BILL DEVINE","startTime":2769.82,"endTime":2770.538,"body":"commercial lines."},{"speaker":"BILL DEVINE","startTime":2770.538,"endTime":2772.58,"body":"I think there's a place"},{"speaker":"BILL DEVINE","startTime":2770.538,"endTime":2772.58,"body":"for it in personal lines,"},{"speaker":"BILL DEVINE","startTime":2772.58,"endTime":2775.33,"body":"but I actually don't think the"},{"speaker":"BILL DEVINE","startTime":2772.58,"endTime":2775.33,"body":"risks are nearly as complex."},{"speaker":"BILL DEVINE","startTime":2775.33,"endTime":2776.08,"body":"But when you get--"},{"speaker":"REID HOLZWORTH","startTime":2776.08,"endTime":2778.455,"body":"Well, the"},{"speaker":"REID HOLZWORTH","startTime":2776.08,"endTime":2778.455,"body":"personal lines-- if it be fair,"},{"speaker":"REID HOLZWORTH","startTime":2778.455,"endTime":2781.16,"body":"the personal lines is an issue"},{"speaker":"REID HOLZWORTH","startTime":2778.455,"endTime":2781.16,"body":"because of the PII stuff."},{"speaker":"REID HOLZWORTH","startTime":2781.16,"endTime":2782.155,"body":"It's really complex."},{"speaker":"BILL DEVINE","startTime":2782.155,"endTime":2783.095,"body":"It's way"},{"speaker":"BILL DEVINE","startTime":2782.155,"endTime":2783.095,"body":"more challenging--"},{"speaker":"REID HOLZWORTH","startTime":2783.095,"endTime":2783.35,"body":"It is."},{"speaker":"BILL DEVINE","startTime":2783.35,"endTime":2784.97,"body":"--and there"},{"speaker":"BILL DEVINE","startTime":2783.35,"endTime":2784.97,"body":"just aren't as many risks."},{"speaker":"REID HOLZWORTH","startTime":2784.97,"endTime":2785.54,"body":"Yeah."},{"speaker":"BILL DEVINE","startTime":2785.54,"endTime":2786.11,"body":"Right, so--"},{"speaker":"REID HOLZWORTH","startTime":2786.11,"endTime":2786.27,"body":"Yeah."},{"speaker":"REID HOLZWORTH","startTime":2786.27,"endTime":2786.35,"body":"Fair enough."},{"speaker":"BILL DEVINE","startTime":2786.35,"endTime":2786.98,"body":"--most"},{"speaker":"BILL DEVINE","startTime":2786.35,"endTime":2786.98,"body":"people are going"},{"speaker":"BILL DEVINE","startTime":2786.98,"endTime":2788.772,"body":"to have-- unlike"},{"speaker":"BILL DEVINE","startTime":2786.98,"endTime":2788.772,"body":"yourself, most people will"},{"speaker":"BILL DEVINE","startTime":2788.772,"endTime":2790.88,"body":"have two cars and a"},{"speaker":"BILL DEVINE","startTime":2788.772,"endTime":2790.88,"body":"house, and that's it."},{"speaker":"REID HOLZWORTH","startTime":2790.88,"endTime":2791.15,"body":"That's it."},{"speaker":"REID HOLZWORTH","startTime":2791.15,"endTime":2791.75,"body":"Yeah, exactly."},{"speaker":"REID HOLZWORTH","startTime":2791.75,"endTime":2792.25,"body":"Yeah."},{"speaker":"BILL DEVINE","startTime":2792.25,"endTime":2795.23,"body":"Right, you,"},{"speaker":"BILL DEVINE","startTime":2792.25,"endTime":2795.23,"body":"for your personal stuff,"},{"speaker":"BILL DEVINE","startTime":2795.23,"endTime":2798.49,"body":"may need this golden record"},{"speaker":"BILL DEVINE","startTime":2795.23,"endTime":2798.49,"body":"to keep track of everything,"},{"speaker":"BILL DEVINE","startTime":2798.49,"endTime":2801.24,"body":"but that's a whole that's a"},{"speaker":"BILL DEVINE","startTime":2798.49,"endTime":2801.24,"body":"whole podcast in and of itself."},{"speaker":"BILL DEVINE","startTime":2801.24,"endTime":2802.97,"body":"But the idea is on"},{"speaker":"BILL DEVINE","startTime":2801.24,"endTime":2802.97,"body":"the commercial line"},{"speaker":"BILL DEVINE","startTime":2802.97,"endTime":2806.07,"body":"side, where we may routinely"},{"speaker":"BILL DEVINE","startTime":2802.97,"endTime":2806.07,"body":"get 100-vehicle fleets."},{"speaker":"REID HOLZWORTH","startTime":2806.07,"endTime":2807.32,"body":"Yeah, totally."},{"speaker":"BILL DEVINE","startTime":2807.32,"endTime":2811.16,"body":"We may get"},{"speaker":"BILL DEVINE","startTime":2807.32,"endTime":2811.16,"body":"multi-100 physical locations"},{"speaker":"BILL DEVINE","startTime":2811.16,"endTime":2813.47,"body":"where we may get"},{"speaker":"BILL DEVINE","startTime":2811.16,"endTime":2813.47,"body":"thousands of employees."},{"speaker":"BILL DEVINE","startTime":2813.47,"endTime":2814.73,"body":"Like all of this information."},{"speaker":"BILL DEVINE","startTime":2814.73,"endTime":2819.11,"body":"And where we have professionals"},{"speaker":"BILL DEVINE","startTime":2814.73,"endTime":2819.11,"body":"in some of these companies"},{"speaker":"BILL DEVINE","startTime":2819.11,"endTime":2820.068,"body":"that are risk managers."},{"speaker":"REID HOLZWORTH","startTime":2820.068,"endTime":2821.235,"body":"Yeah, it is."},{"speaker":"BILL DEVINE","startTime":2821.235,"endTime":2823.34,"body":"And their"},{"speaker":"BILL DEVINE","startTime":2821.235,"endTime":2823.34,"body":"job is to know this stuff."},{"speaker":"REID HOLZWORTH","startTime":2823.34,"endTime":2823.7,"body":"Yep."},{"speaker":"BILL DEVINE","startTime":2823.7,"endTime":2825.71,"body":"The idea"},{"speaker":"BILL DEVINE","startTime":2823.7,"endTime":2825.71,"body":"that even in an industry"},{"speaker":"BILL DEVINE","startTime":2825.71,"endTime":2827.64,"body":"that complex and"},{"speaker":"BILL DEVINE","startTime":2825.71,"endTime":2827.64,"body":"not sophisticated,"},{"speaker":"BILL DEVINE","startTime":2827.64,"endTime":2829.723,"body":"we're still doing, basically,"},{"speaker":"BILL DEVINE","startTime":2827.64,"endTime":2829.723,"body":"paper applications--"},{"speaker":"REID HOLZWORTH","startTime":2829.723,"endTime":2830.598,"body":"Yeah."},{"speaker":"REID HOLZWORTH","startTime":2830.598,"endTime":2831.11,"body":"Right."},{"speaker":"REID HOLZWORTH","startTime":2831.11,"endTime":2831.44,"body":"Yeah."},{"speaker":"BILL DEVINE","startTime":2831.44,"endTime":2833.18,"body":"--it"},{"speaker":"BILL DEVINE","startTime":2831.44,"endTime":2833.18,"body":"feels very outdated."},{"speaker":"REID HOLZWORTH","startTime":2833.18,"endTime":2834.305,"body":"It is."},{"speaker":"BILL DEVINE","startTime":2834.305,"endTime":2837.47,"body":"So the concept that"},{"speaker":"BILL DEVINE","startTime":2834.305,"endTime":2837.47,"body":"we've been talking about this"},{"speaker":"BILL DEVINE","startTime":2837.47,"endTime":2840.02,"body":"since I've met you is this."},{"speaker":"BILL DEVINE","startTime":2840.02,"endTime":2842.96,"body":"The idea is, as an"},{"speaker":"BILL DEVINE","startTime":2840.02,"endTime":2842.96,"body":"industry, the ability"},{"speaker":"BILL DEVINE","startTime":2842.96,"endTime":2846.68,"body":"to come together and create"},{"speaker":"BILL DEVINE","startTime":2842.96,"endTime":2846.68,"body":"these near-perfect records that"},{"speaker":"BILL DEVINE","startTime":2846.68,"endTime":2848.912,"body":"are managed and curated"},{"speaker":"BILL DEVINE","startTime":2846.68,"endTime":2848.912,"body":"by the customer."},{"speaker":"BILL DEVINE","startTime":2848.912,"endTime":2851.12,"body":"One thing that this will"},{"speaker":"BILL DEVINE","startTime":2848.912,"endTime":2851.12,"body":"settle is the age-old debate"},{"speaker":"BILL DEVINE","startTime":2851.12,"endTime":2852.38,"body":"of who owns the data."},{"speaker":"REID HOLZWORTH","startTime":2852.38,"endTime":2853.255,"body":"Yeah."},{"speaker":"BILL DEVINE","startTime":2853.255,"endTime":2856.82,"body":"Which the"},{"speaker":"BILL DEVINE","startTime":2853.255,"endTime":2856.82,"body":"chip and the Big I guys"},{"speaker":"BILL DEVINE","startTime":2856.82,"endTime":2858.0,"body":"are on the same page as me."},{"speaker":"BILL DEVINE","startTime":2858.0,"endTime":2859.542,"body":"I think there's only"},{"speaker":"BILL DEVINE","startTime":2858.0,"endTime":2859.542,"body":"one real answer."},{"speaker":"BILL DEVINE","startTime":2859.542,"endTime":2860.69,"body":"The customer owns the data."},{"speaker":"REID HOLZWORTH","startTime":2860.69,"endTime":2860.9,"body":"Yeah."},{"speaker":"BILL DEVINE","startTime":2860.9,"endTime":2862.608,"body":"We are"},{"speaker":"BILL DEVINE","startTime":2860.9,"endTime":2862.608,"body":"all privileged to get"},{"speaker":"BILL DEVINE","startTime":2862.608,"endTime":2863.45,"body":"to see their data."},{"speaker":"BILL DEVINE","startTime":2863.45,"endTime":2867.74,"body":"But the idea is that we have"},{"speaker":"BILL DEVINE","startTime":2863.45,"endTime":2867.74,"body":"to get to these self manage,"},{"speaker":"BILL DEVINE","startTime":2867.74,"endTime":2868.965,"body":"near-perfect record sets."},{"speaker":"REID HOLZWORTH","startTime":2868.965,"endTime":2870.59,"body":"But"},{"speaker":"REID HOLZWORTH","startTime":2868.965,"endTime":2870.59,"body":"that's-- but that--"},{"speaker":"REID HOLZWORTH","startTime":2870.59,"endTime":2872.632,"body":"I'll just say, that's a"},{"speaker":"REID HOLZWORTH","startTime":2870.59,"endTime":2872.632,"body":"problem in and of itself."},{"speaker":"REID HOLZWORTH","startTime":2872.632,"endTime":2874.88,"body":"Technically speaking, does"},{"speaker":"REID HOLZWORTH","startTime":2872.632,"endTime":2874.88,"body":"that's a huge mountain"},{"speaker":"REID HOLZWORTH","startTime":2874.88,"endTime":2875.78,"body":"to climb."},{"speaker":"REID HOLZWORTH","startTime":2875.78,"endTime":2878.54,"body":"Because pulling-- that"},{"speaker":"REID HOLZWORTH","startTime":2875.78,"endTime":2878.54,"body":"means pulling that data out"},{"speaker":"REID HOLZWORTH","startTime":2878.54,"endTime":2882.087,"body":"of all of your systems if"},{"speaker":"REID HOLZWORTH","startTime":2878.54,"endTime":2882.087,"body":"they want if they ask well."},{"speaker":"BILL DEVINE","startTime":2882.087,"endTime":2884.42,"body":"And part of the"},{"speaker":"BILL DEVINE","startTime":2882.087,"endTime":2884.42,"body":"reason that we started down"},{"speaker":"BILL DEVINE","startTime":2884.42,"endTime":2887.15,"body":"this path is because of"},{"speaker":"BILL DEVINE","startTime":2884.42,"endTime":2887.15,"body":"things happening in the EU"},{"speaker":"BILL DEVINE","startTime":2887.15,"endTime":2888.5,"body":"and in California."},{"speaker":"BILL DEVINE","startTime":2888.5,"endTime":2889.545,"body":"I mean, one of the--"},{"speaker":"BILL DEVINE","startTime":2889.545,"endTime":2891.17,"body":"you didn't like this"},{"speaker":"BILL DEVINE","startTime":2889.545,"endTime":2891.17,"body":"idea when we first"},{"speaker":"BILL DEVINE","startTime":2891.17,"endTime":2893.67,"body":"talked about it until I started"},{"speaker":"BILL DEVINE","startTime":2891.17,"endTime":2893.67,"body":"talking about the California"},{"speaker":"BILL DEVINE","startTime":2893.67,"endTime":2894.29,"body":"Privacy laws."},{"speaker":"BILL DEVINE","startTime":2894.29,"endTime":2896.3,"body":"And I watched the"},{"speaker":"BILL DEVINE","startTime":2894.29,"endTime":2896.3,"body":"light bulb come on"},{"speaker":"BILL DEVINE","startTime":2896.3,"endTime":2898.61,"body":"behind your eyes"},{"speaker":"BILL DEVINE","startTime":2896.3,"endTime":2898.61,"body":"of like, oh, yeah."},{"speaker":"BILL DEVINE","startTime":2898.61,"endTime":2903.59,"body":"Because in California, if"},{"speaker":"BILL DEVINE","startTime":2898.61,"endTime":2903.59,"body":"you want your records struck,"},{"speaker":"BILL DEVINE","startTime":2903.59,"endTime":2904.85,"body":"companies have to do that."},{"speaker":"REID HOLZWORTH","startTime":2904.85,"endTime":2905.42,"body":"No, they do."},{"speaker":"BILL DEVINE","startTime":2905.42,"endTime":2907.42,"body":"You know"},{"speaker":"BILL DEVINE","startTime":2905.42,"endTime":2907.42,"body":"what's really hard for us?"},{"speaker":"BILL DEVINE","startTime":2907.42,"endTime":2909.71,"body":"Figuring out how many times"},{"speaker":"BILL DEVINE","startTime":2907.42,"endTime":2909.71,"body":"we've replicated your data"},{"speaker":"BILL DEVINE","startTime":2909.71,"endTime":2910.95,"body":"inside our systems."},{"speaker":"BILL DEVINE","startTime":2910.95,"endTime":2912.53,"body":"And it's just as"},{"speaker":"BILL DEVINE","startTime":2910.95,"endTime":2912.53,"body":"hard for agents."},{"speaker":"BILL DEVINE","startTime":2912.53,"endTime":2915.41,"body":"And the reality is"},{"speaker":"BILL DEVINE","startTime":2912.53,"endTime":2915.41,"body":"we're not there yet,"},{"speaker":"BILL DEVINE","startTime":2915.41,"endTime":2917.805,"body":"but someday, this is a"},{"speaker":"BILL DEVINE","startTime":2915.41,"endTime":2917.805,"body":"class action gold mine."},{"speaker":"REID HOLZWORTH","startTime":2917.805,"endTime":2918.68,"body":"Yeah."},{"speaker":"BILL DEVINE","startTime":2918.68,"endTime":2920.18,"body":"And luckily, I"},{"speaker":"BILL DEVINE","startTime":2918.68,"endTime":2920.18,"body":"still have my California bar"},{"speaker":"BILL DEVINE","startTime":2920.18,"endTime":2920.81,"body":"card, so--"},{"speaker":"REID HOLZWORTH","startTime":2920.81,"endTime":2921.32,"body":"Oh, you do."},{"speaker":"REID HOLZWORTH","startTime":2921.32,"endTime":2921.74,"body":"OK."},{"speaker":"BILL DEVINE","startTime":2921.74,"endTime":2922.94,"body":"So if you"},{"speaker":"BILL DEVINE","startTime":2921.74,"endTime":2922.94,"body":"ever want to like--"},{"speaker":"REID HOLZWORTH","startTime":2922.94,"endTime":2923.63,"body":"That's good"},{"speaker":"REID HOLZWORTH","startTime":2922.94,"endTime":2923.63,"body":"to know, [? brother rates. ?]"},{"speaker":"BILL DEVINE","startTime":2923.63,"endTime":2923.75,"body":"Yeah."},{"speaker":"BILL DEVINE","startTime":2923.75,"endTime":2924.66,"body":"A whole other plan."},{"speaker":"BILL DEVINE","startTime":2924.66,"endTime":2925.16,"body":"[LAUGHTER]"},{"speaker":"BILL DEVINE","startTime":2925.16,"endTime":2929.06,"body":"But the idea of this risk"},{"speaker":"BILL DEVINE","startTime":2925.16,"endTime":2929.06,"body":"that hangs over the industry,"},{"speaker":"BILL DEVINE","startTime":2929.06,"endTime":2930.95,"body":"and honestly is"},{"speaker":"BILL DEVINE","startTime":2929.06,"endTime":2930.95,"body":"something that gets"},{"speaker":"BILL DEVINE","startTime":2930.95,"endTime":2934.97,"body":"talked about regularly in"},{"speaker":"BILL DEVINE","startTime":2930.95,"endTime":2934.97,"body":"legislatures in every state,"},{"speaker":"BILL DEVINE","startTime":2934.97,"endTime":2938.57,"body":"in Washington DC, and around"},{"speaker":"BILL DEVINE","startTime":2934.97,"endTime":2938.57,"body":"the world of data privacy, data"},{"speaker":"BILL DEVINE","startTime":2938.57,"endTime":2939.56,"body":"protection--"},{"speaker":"REID HOLZWORTH","startTime":2939.56,"endTime":2939.83,"body":"Yeah."},{"speaker":"BILL DEVINE","startTime":2939.83,"endTime":2941.51,"body":"--the best thing"},{"speaker":"BILL DEVINE","startTime":2939.83,"endTime":2941.51,"body":"we can do-- my belief the best"},{"speaker":"BILL DEVINE","startTime":2941.51,"endTime":2944.15,"body":"thing we can do as an industry"},{"speaker":"BILL DEVINE","startTime":2941.51,"endTime":2944.15,"body":"is to try to get ahead of it"},{"speaker":"BILL DEVINE","startTime":2944.15,"endTime":2949.4,"body":"and start to at least aspire to"},{"speaker":"BILL DEVINE","startTime":2944.15,"endTime":2949.4,"body":"this idea of a golden record."},{"speaker":"REID HOLZWORTH","startTime":2949.4,"endTime":2951.9,"body":"I think it's--"},{"speaker":"REID HOLZWORTH","startTime":2949.4,"endTime":2951.9,"body":"look, it's good conversation."},{"speaker":"REID HOLZWORTH","startTime":2951.9,"endTime":2954.0,"body":"[LAUGHTER]"},{"speaker":"REID HOLZWORTH","startTime":2954.0,"endTime":2955.07,"body":"It is a monster."},{"speaker":"REID HOLZWORTH","startTime":2955.07,"endTime":2956.45,"body":"And I've talked to--"},{"speaker":"REID HOLZWORTH","startTime":2956.45,"endTime":2959.84,"body":"I've literally talked"},{"speaker":"REID HOLZWORTH","startTime":2956.45,"endTime":2959.84,"body":"to groups about this."},{"speaker":"BILL DEVINE","startTime":2959.84,"endTime":2960.59,"body":"Yeah."},{"speaker":"REID HOLZWORTH","startTime":2960.59,"endTime":2963.65,"body":"Like standing"},{"speaker":"REID HOLZWORTH","startTime":2960.59,"endTime":2963.65,"body":"up in front of groups of agents,"},{"speaker":"REID HOLZWORTH","startTime":2963.65,"endTime":2967.68,"body":"carriers, technologists"},{"speaker":"REID HOLZWORTH","startTime":2963.65,"endTime":2967.68,"body":"in the industry."},{"speaker":"REID HOLZWORTH","startTime":2967.68,"endTime":2968.84,"body":"And it's interesting."},{"speaker":"REID HOLZWORTH","startTime":2968.84,"endTime":2974.81,"body":"Everybody likes the idea of it,"},{"speaker":"REID HOLZWORTH","startTime":2968.84,"endTime":2974.81,"body":"but there's a lot of pushback."},{"speaker":"BILL DEVINE","startTime":2974.81,"endTime":2975.74,"body":"Oh, yeah."},{"speaker":"REID HOLZWORTH","startTime":2975.74,"endTime":2977.948,"body":"I mean,"},{"speaker":"REID HOLZWORTH","startTime":2975.74,"endTime":2977.948,"body":"forget about all the techno--"},{"speaker":"REID HOLZWORTH","startTime":2977.948,"endTime":2980.66,"body":"the technical challenges and"},{"speaker":"REID HOLZWORTH","startTime":2977.948,"endTime":2980.66,"body":"what that means in our systems"},{"speaker":"REID HOLZWORTH","startTime":2980.66,"endTime":2981.285,"body":"and whatnot."},{"speaker":"REID HOLZWORTH","startTime":2981.285,"endTime":2983.66,"body":"And in it building it and"},{"speaker":"REID HOLZWORTH","startTime":2981.285,"endTime":2983.66,"body":"accepting it and doing all that"},{"speaker":"REID HOLZWORTH","startTime":2983.66,"endTime":2985.077,"body":"because that there's"},{"speaker":"REID HOLZWORTH","startTime":2983.66,"endTime":2985.077,"body":"a lift there."},{"speaker":"REID HOLZWORTH","startTime":2985.077,"endTime":2986.21,"body":"It's a monster."},{"speaker":"REID HOLZWORTH","startTime":2986.21,"endTime":2995.09,"body":"But it's-- do I, as an agency,"},{"speaker":"REID HOLZWORTH","startTime":2986.21,"endTime":2995.09,"body":"am I OK with my customer having"},{"speaker":"REID HOLZWORTH","startTime":2995.09,"endTime":3000.31,"body":"all of their data to be able to"},{"speaker":"REID HOLZWORTH","startTime":2995.09,"endTime":3000.31,"body":"give that pick it up and give"},{"speaker":"REID HOLZWORTH","startTime":3000.31,"endTime":3002.17,"body":"it to somebody else, right."},{"speaker":"BILL DEVINE","startTime":3002.17,"endTime":3002.47,"body":"But there's--"},{"speaker":"REID HOLZWORTH","startTime":3002.47,"endTime":3003.46,"body":"And"},{"speaker":"REID HOLZWORTH","startTime":3002.47,"endTime":3003.46,"body":"they don't like that."},{"speaker":"REID HOLZWORTH","startTime":3003.46,"endTime":3004.87,"body":"The broker-- they"},{"speaker":"REID HOLZWORTH","startTime":3003.46,"endTime":3004.87,"body":"really push back."},{"speaker":"BILL DEVINE","startTime":3004.87,"endTime":3005.703,"body":"Oh, I--"},{"speaker":"BILL DEVINE","startTime":3005.703,"endTime":3006.4,"body":"believe me."},{"speaker":"REID HOLZWORTH","startTime":3006.4,"endTime":3010.12,"body":"I talked to a"},{"speaker":"REID HOLZWORTH","startTime":3006.4,"endTime":3010.12,"body":"bunch of them, and it depends--"},{"speaker":"REID HOLZWORTH","startTime":3010.12,"endTime":3010.69,"body":"it's funny."},{"speaker":"REID HOLZWORTH","startTime":3010.69,"endTime":3013.06,"body":"When you first bring it up,"},{"speaker":"REID HOLZWORTH","startTime":3010.69,"endTime":3013.06,"body":"like that sounds amazing"},{"speaker":"REID HOLZWORTH","startTime":3013.06,"endTime":3015.49,"body":"because if there was"},{"speaker":"REID HOLZWORTH","startTime":3013.06,"endTime":3015.49,"body":"this golden record, well,"},{"speaker":"REID HOLZWORTH","startTime":3015.49,"endTime":3019.3,"body":"that means that when I get"},{"speaker":"REID HOLZWORTH","startTime":3015.49,"endTime":3019.3,"body":"somebody, I can quote it."},{"speaker":"REID HOLZWORTH","startTime":3019.3,"endTime":3020.87,"body":"There's a lot of benefit."},{"speaker":"REID HOLZWORTH","startTime":3020.87,"endTime":3023.17,"body":"But when I think about, well,"},{"speaker":"REID HOLZWORTH","startTime":3020.87,"endTime":3023.17,"body":"wait, if they're already"},{"speaker":"REID HOLZWORTH","startTime":3023.17,"endTime":3025.28,"body":"my customer--"},{"speaker":"REID HOLZWORTH","startTime":3025.28,"endTime":3025.78,"body":"hold on."},{"speaker":"REID HOLZWORTH","startTime":3025.78,"endTime":3026.77,"body":"I don't know how"},{"speaker":"REID HOLZWORTH","startTime":3025.78,"endTime":3026.77,"body":"I feel about it."},{"speaker":"BILL DEVINE","startTime":3026.77,"endTime":3027.64,"body":"But"},{"speaker":"BILL DEVINE","startTime":3026.77,"endTime":3027.64,"body":"this goes back to we"},{"speaker":"BILL DEVINE","startTime":3027.64,"endTime":3030.28,"body":"were talking about carriers in"},{"speaker":"BILL DEVINE","startTime":3027.64,"endTime":3030.28,"body":"the same way of like, if I'm"},{"speaker":"BILL DEVINE","startTime":3030.28,"endTime":3033.34,"body":"building these walled"},{"speaker":"BILL DEVINE","startTime":3030.28,"endTime":3033.34,"body":"gardens to keep my business,"},{"speaker":"BILL DEVINE","startTime":3033.34,"endTime":3034.65,"body":"do I deserve to be in business?"},{"speaker":"BILL DEVINE","startTime":3034.65,"endTime":3036.4,"body":"Like there is a certain"},{"speaker":"BILL DEVINE","startTime":3034.65,"endTime":3036.4,"body":"point where you've"},{"speaker":"BILL DEVINE","startTime":3036.4,"endTime":3037.442,"body":"got to start to question."},{"speaker":"BILL DEVINE","startTime":3037.442,"endTime":3039.66,"body":"Travelers was, if not"},{"speaker":"BILL DEVINE","startTime":3037.442,"endTime":3039.66,"body":"the first carriers,"},{"speaker":"BILL DEVINE","startTime":3039.66,"endTime":3042.24,"body":"one of the first"},{"speaker":"BILL DEVINE","startTime":3039.66,"endTime":3042.24,"body":"carriers to adopt giving"},{"speaker":"BILL DEVINE","startTime":3042.24,"endTime":3044.143,"body":"loss runs electronically."},{"speaker":"REID HOLZWORTH","startTime":3044.143,"endTime":3045.06,"body":"Right."},{"speaker":"BILL DEVINE","startTime":3045.06,"endTime":3047.67,"body":"Carriers to--"},{"speaker":"BILL DEVINE","startTime":3047.67,"endTime":3048.36,"body":"potentially."},{"speaker":"BILL DEVINE","startTime":3048.36,"endTime":3050.25,"body":"I'm not saying that"},{"speaker":"BILL DEVINE","startTime":3048.36,"endTime":3050.25,"body":"this is factual,"},{"speaker":"BILL DEVINE","startTime":3050.25,"endTime":3052.77,"body":"but my hypothesis is"},{"speaker":"BILL DEVINE","startTime":3050.25,"endTime":3052.77,"body":"that carriers only"},{"speaker":"BILL DEVINE","startTime":3052.77,"endTime":3055.765,"body":"gave loss runs in"},{"speaker":"BILL DEVINE","startTime":3052.77,"endTime":3055.765,"body":"PDFs to slow it"},{"speaker":"BILL DEVINE","startTime":3055.765,"endTime":3058.14,"body":"because the only time you ever"},{"speaker":"BILL DEVINE","startTime":3055.765,"endTime":3058.14,"body":"call to ask for a loss run"},{"speaker":"BILL DEVINE","startTime":3058.14,"endTime":3059.61,"body":"is when you're going"},{"speaker":"BILL DEVINE","startTime":3058.14,"endTime":3059.61,"body":"to shop that business."},{"speaker":"REID HOLZWORTH","startTime":3059.61,"endTime":3059.94,"body":"Yeah."},{"speaker":"REID HOLZWORTH","startTime":3059.94,"endTime":3060.66,"body":"Right."},{"speaker":"BILL DEVINE","startTime":3060.66,"endTime":3063.87,"body":"So carriers only"},{"speaker":"BILL DEVINE","startTime":3060.66,"endTime":3063.87,"body":"produce PDFs of loss runs."},{"speaker":"BILL DEVINE","startTime":3063.87,"endTime":3066.14,"body":"They would not give"},{"speaker":"BILL DEVINE","startTime":3063.87,"endTime":3066.14,"body":"agents electronic files."},{"speaker":"REID HOLZWORTH","startTime":3066.14,"endTime":3067.14,"body":"Exactly."},{"speaker":"REID HOLZWORTH","startTime":3067.14,"endTime":3067.69,"body":"Yeah."},{"speaker":"REID HOLZWORTH","startTime":3067.69,"endTime":3068.19,"body":"Right."},{"speaker":"REID HOLZWORTH","startTime":3068.19,"endTime":3069.648,"body":"Why would they need"},{"speaker":"REID HOLZWORTH","startTime":3068.19,"endTime":3069.648,"body":"them otherwise?"},{"speaker":"BILL DEVINE","startTime":3069.648,"endTime":3072.6,"body":"But it's a you've"},{"speaker":"BILL DEVINE","startTime":3069.648,"endTime":3072.6,"body":"created a tremendous amount"},{"speaker":"BILL DEVINE","startTime":3072.6,"endTime":3076.29,"body":"of downstream work on"},{"speaker":"BILL DEVINE","startTime":3072.6,"endTime":3076.29,"body":"a number of parties"},{"speaker":"BILL DEVINE","startTime":3076.29,"endTime":3080.375,"body":"in order to try to keep 1%,"},{"speaker":"BILL DEVINE","startTime":3076.29,"endTime":3080.375,"body":"5%, 10% of your business"},{"speaker":"BILL DEVINE","startTime":3080.375,"endTime":3082.75,"body":"because they're just going to"},{"speaker":"BILL DEVINE","startTime":3080.375,"endTime":3082.75,"body":"look at it and ask of work."},{"speaker":"REID HOLZWORTH","startTime":3082.75,"endTime":3084.667,"body":"I mean,"},{"speaker":"REID HOLZWORTH","startTime":3082.75,"endTime":3084.667,"body":"to your earlier point,"},{"speaker":"REID HOLZWORTH","startTime":3084.667,"endTime":3088.26,"body":"you're talking about"},{"speaker":"REID HOLZWORTH","startTime":3084.667,"endTime":3088.26,"body":"5, 6, 7%, maybe"},{"speaker":"REID HOLZWORTH","startTime":3088.26,"endTime":3091.2,"body":"across this industry,"},{"speaker":"REID HOLZWORTH","startTime":3088.26,"endTime":3091.2,"body":"a market share."},{"speaker":"BILL DEVINE","startTime":3091.2,"endTime":3096.03,"body":"Can you have a"},{"speaker":"BILL DEVINE","startTime":3091.2,"endTime":3096.03,"body":"sustainable successful industry"},{"speaker":"BILL DEVINE","startTime":3096.03,"endTime":3097.74,"body":"that is premised on"},{"speaker":"BILL DEVINE","startTime":3096.03,"endTime":3097.74,"body":"the fact that people"},{"speaker":"BILL DEVINE","startTime":3097.74,"endTime":3100.195,"body":"don't move their business"},{"speaker":"BILL DEVINE","startTime":3097.74,"endTime":3100.195,"body":"because it's hard work?"},{"speaker":"REID HOLZWORTH","startTime":3100.195,"endTime":3101.07,"body":"Yeah."},{"speaker":"BILL DEVINE","startTime":3101.07,"endTime":3102.84,"body":"Not because it"},{"speaker":"BILL DEVINE","startTime":3101.07,"endTime":3102.84,"body":"doesn't make sense to them."},{"speaker":"BILL DEVINE","startTime":3102.84,"endTime":3104.64,"body":"Not because it's not"},{"speaker":"BILL DEVINE","startTime":3102.84,"endTime":3104.64,"body":"a financial advantage"},{"speaker":"BILL DEVINE","startTime":3104.64,"endTime":3106.08,"body":"to their protection advantage."},{"speaker":"BILL DEVINE","startTime":3106.08,"endTime":3109.048,"body":"But just because, man, dealing"},{"speaker":"BILL DEVINE","startTime":3106.08,"endTime":3109.048,"body":"with insurance is a pain."},{"speaker":"REID HOLZWORTH","startTime":3109.048,"endTime":3110.34,"body":"But it's funny."},{"speaker":"REID HOLZWORTH","startTime":3110.34,"endTime":3112.38,"body":"Having these conversations"},{"speaker":"REID HOLZWORTH","startTime":3110.34,"endTime":3112.38,"body":"with these brokers,"},{"speaker":"REID HOLZWORTH","startTime":3112.38,"endTime":3114.58,"body":"and they're pushing"},{"speaker":"REID HOLZWORTH","startTime":3112.38,"endTime":3114.58,"body":"back on what I said,"},{"speaker":"REID HOLZWORTH","startTime":3114.58,"endTime":3118.35,"body":"and I want to just say to them"},{"speaker":"REID HOLZWORTH","startTime":3114.58,"endTime":3118.35,"body":"like, but wait a second here."},{"speaker":"REID HOLZWORTH","startTime":3118.35,"endTime":3120.75,"body":"Aren't you all about"},{"speaker":"REID HOLZWORTH","startTime":3118.35,"endTime":3120.75,"body":"the relationship?"},{"speaker":"REID HOLZWORTH","startTime":3120.75,"endTime":3122.34,"body":"And you'll sit"},{"speaker":"REID HOLZWORTH","startTime":3120.75,"endTime":3122.34,"body":"there and fricking"},{"speaker":"REID HOLZWORTH","startTime":3122.34,"endTime":3125.64,"body":"talk my ears off about how you"},{"speaker":"REID HOLZWORTH","startTime":3122.34,"endTime":3125.64,"body":"have the best relationships,"},{"speaker":"REID HOLZWORTH","startTime":3125.64,"endTime":3128.04,"body":"and you have the best"},{"speaker":"REID HOLZWORTH","startTime":3125.64,"endTime":3128.04,"body":"this, that, and the other"},{"speaker":"REID HOLZWORTH","startTime":3128.04,"endTime":3130.02,"body":"and that's why your"},{"speaker":"REID HOLZWORTH","startTime":3128.04,"endTime":3130.02,"body":"customers love you."},{"speaker":"REID HOLZWORTH","startTime":3130.02,"endTime":3131.4,"body":"What about all that?"},{"speaker":"BILL DEVINE","startTime":3131.4,"endTime":3134.361,"body":"Oh, totally."},{"speaker":"BILL DEVINE","startTime":3134.361,"endTime":3136.41,"body":"When we talk about"},{"speaker":"BILL DEVINE","startTime":3134.361,"endTime":3136.41,"body":"it, the focus tends"},{"speaker":"BILL DEVINE","startTime":3136.41,"endTime":3139.08,"body":"to be on submission,"},{"speaker":"BILL DEVINE","startTime":3136.41,"endTime":3139.08,"body":"new business."},{"speaker":"BILL DEVINE","startTime":3139.08,"endTime":3142.02,"body":"But remember, one of"},{"speaker":"BILL DEVINE","startTime":3139.08,"endTime":3142.02,"body":"the most time consuming"},{"speaker":"BILL DEVINE","startTime":3142.02,"endTime":3144.36,"body":"parts of our industry in"},{"speaker":"BILL DEVINE","startTime":3142.02,"endTime":3144.36,"body":"the commercial line space"},{"speaker":"BILL DEVINE","startTime":3144.36,"endTime":3147.39,"body":"is the renewal process."},{"speaker":"BILL DEVINE","startTime":3147.39,"endTime":3151.89,"body":"Our internal joke is we re"},{"speaker":"BILL DEVINE","startTime":3147.39,"endTime":3151.89,"body":"frisk the customer on renewal"},{"speaker":"BILL DEVINE","startTime":3151.89,"endTime":3154.38,"body":"because the risk can change"},{"speaker":"BILL DEVINE","startTime":3151.89,"endTime":3154.38,"body":"so much with the schedule"},{"speaker":"BILL DEVINE","startTime":3154.38,"endTime":3156.0,"body":"changes and all of that."},{"speaker":"BILL DEVINE","startTime":3156.0,"endTime":3158.745,"body":"We basically make them fill out"},{"speaker":"BILL DEVINE","startTime":3156.0,"endTime":3158.745,"body":"an application, a new business"},{"speaker":"BILL DEVINE","startTime":3158.745,"endTime":3160.62,"body":"application, the equivalent"},{"speaker":"BILL DEVINE","startTime":3158.745,"endTime":3160.62,"body":"of a new business"},{"speaker":"BILL DEVINE","startTime":3160.62,"endTime":3163.98,"body":"application at every renewal."},{"speaker":"BILL DEVINE","startTime":3163.98,"endTime":3166.65,"body":"Like how does that make sense?"},{"speaker":"BILL DEVINE","startTime":3166.65,"endTime":3168.9,"body":"How is that in"},{"speaker":"BILL DEVINE","startTime":3166.65,"endTime":3168.9,"body":"anyone's best interest?"},{"speaker":"BILL DEVINE","startTime":3168.9,"endTime":3172.56,"body":"And again, so one"},{"speaker":"BILL DEVINE","startTime":3168.9,"endTime":3172.56,"body":"tenant of my argument"},{"speaker":"BILL DEVINE","startTime":3172.56,"endTime":3175.747,"body":"here is the regulations,"},{"speaker":"BILL DEVINE","startTime":3172.56,"endTime":3175.747,"body":"and this the data protection"},{"speaker":"BILL DEVINE","startTime":3175.747,"endTime":3177.33,"body":"and data privacy"},{"speaker":"BILL DEVINE","startTime":3175.747,"endTime":3177.33,"body":"because I actually do"},{"speaker":"BILL DEVINE","startTime":3177.33,"endTime":3179.1,"body":"believe in that personally."},{"speaker":"BILL DEVINE","startTime":3179.1,"endTime":3180.69,"body":"The second one is"},{"speaker":"BILL DEVINE","startTime":3179.1,"endTime":3180.69,"body":"around expense."},{"speaker":"BILL DEVINE","startTime":3180.69,"endTime":3182.92,"body":"And we are an"},{"speaker":"BILL DEVINE","startTime":3180.69,"endTime":3182.92,"body":"expensive industry."},{"speaker":"BILL DEVINE","startTime":3182.92,"endTime":3185.58,"body":"And if we don't start finding"},{"speaker":"BILL DEVINE","startTime":3182.92,"endTime":3185.58,"body":"smart places to take expense"},{"speaker":"BILL DEVINE","startTime":3185.58,"endTime":3189.66,"body":"out, some competitors are"},{"speaker":"BILL DEVINE","startTime":3185.58,"endTime":3189.66,"body":"going to come in and show us"},{"speaker":"BILL DEVINE","startTime":3189.66,"endTime":3191.79,"body":"how to get that expense out."},{"speaker":"BILL DEVINE","startTime":3191.79,"endTime":3194.37,"body":"So whether it's money coming"},{"speaker":"BILL DEVINE","startTime":3191.79,"endTime":3194.37,"body":"in and buying up carriers"},{"speaker":"BILL DEVINE","startTime":3194.37,"endTime":3198.27,"body":"and ripping out expense, or it's"},{"speaker":"BILL DEVINE","startTime":3194.37,"endTime":3198.27,"body":"new entrants figuring it out,"},{"speaker":"BILL DEVINE","startTime":3198.27,"endTime":3202.83,"body":"like we are way too"},{"speaker":"BILL DEVINE","startTime":3198.27,"endTime":3202.83,"body":"expensive as an industry."},{"speaker":"BILL DEVINE","startTime":3202.83,"endTime":3206.04,"body":"Having one of the better"},{"speaker":"BILL DEVINE","startTime":3202.83,"endTime":3206.04,"body":"expense ratios, I can say that."},{"speaker":"BILL DEVINE","startTime":3206.04,"endTime":3208.825,"body":"But we are too expensive"},{"speaker":"BILL DEVINE","startTime":3206.04,"endTime":3208.825,"body":"as an industry."},{"speaker":"BILL DEVINE","startTime":3208.825,"endTime":3210.45,"body":"And if we don't figure"},{"speaker":"BILL DEVINE","startTime":3208.825,"endTime":3210.45,"body":"it out, somebody"},{"speaker":"BILL DEVINE","startTime":3210.45,"endTime":3212.19,"body":"is going to figure"},{"speaker":"BILL DEVINE","startTime":3210.45,"endTime":3212.19,"body":"it out for us."},{"speaker":"BILL DEVINE","startTime":3212.19,"endTime":3215.55,"body":"And I don't think any of us want"},{"speaker":"BILL DEVINE","startTime":3212.19,"endTime":3215.55,"body":"to be part of an industry that"},{"speaker":"BILL DEVINE","startTime":3215.55,"endTime":3220.95,"body":"is being solved by outsiders"},{"speaker":"BILL DEVINE","startTime":3215.55,"endTime":3220.95,"body":"that is tearing expense"},{"speaker":"BILL DEVINE","startTime":3220.95,"endTime":3223.68,"body":"out and taking out things"},{"speaker":"BILL DEVINE","startTime":3220.95,"endTime":3223.68,"body":"that actually provide value"},{"speaker":"BILL DEVINE","startTime":3223.68,"endTime":3225.69,"body":"to us or the customer."},{"speaker":"BILL DEVINE","startTime":3225.69,"endTime":3227.37,"body":"So figuring out"},{"speaker":"BILL DEVINE","startTime":3225.69,"endTime":3227.37,"body":"things like this,"},{"speaker":"BILL DEVINE","startTime":3227.37,"endTime":3231.0,"body":"like eliminating renewal expense"},{"speaker":"BILL DEVINE","startTime":3227.37,"endTime":3231.0,"body":"or substantially eliminating"},{"speaker":"BILL DEVINE","startTime":3231.0,"endTime":3232.568,"body":"renewal expense, would be huge."},{"speaker":"REID HOLZWORTH","startTime":3232.568,"endTime":3233.61,"body":"Oh, yeah."},{"speaker":"REID HOLZWORTH","startTime":3233.61,"endTime":3235.5,"body":"I mean, the golden"},{"speaker":"REID HOLZWORTH","startTime":3233.61,"endTime":3235.5,"body":"record, it's huge."},{"speaker":"REID HOLZWORTH","startTime":3235.5,"endTime":3237.6,"body":"Just even on the"},{"speaker":"REID HOLZWORTH","startTime":3235.5,"endTime":3237.6,"body":"underwriting side."},{"speaker":"REID HOLZWORTH","startTime":3237.6,"endTime":3241.954,"body":"And there's so much"},{"speaker":"REID HOLZWORTH","startTime":3237.6,"endTime":3241.954,"body":"you can solve with it."},{"speaker":"REID HOLZWORTH","startTime":3241.954,"endTime":3242.88,"body":"You know what?"},{"speaker":"REID HOLZWORTH","startTime":3242.88,"endTime":3246.78,"body":"It's funny because I spent a lot"},{"speaker":"REID HOLZWORTH","startTime":3242.88,"endTime":3246.78,"body":"of time talking to Dr. Hannah"},{"speaker":"REID HOLZWORTH","startTime":3246.78,"endTime":3249.36,"body":"Cornell about this."},{"speaker":"REID HOLZWORTH","startTime":3249.36,"endTime":3255.63,"body":"And I said to her, I mean,"},{"speaker":"REID HOLZWORTH","startTime":3249.36,"endTime":3255.63,"body":"I'm real about all this shit."},{"speaker":"REID HOLZWORTH","startTime":3255.63,"endTime":3260.915,"body":"I said, Hannah-- because she"},{"speaker":"REID HOLZWORTH","startTime":3255.63,"endTime":3260.915,"body":"was just on me that, hey, IVANS"},{"speaker":"REID HOLZWORTH","startTime":3260.915,"endTime":3261.54,"body":"should do this."},{"speaker":"REID HOLZWORTH","startTime":3261.54,"endTime":3263.98,"body":"IVANS should solve"},{"speaker":"REID HOLZWORTH","startTime":3261.54,"endTime":3263.98,"body":"this for the industry."},{"speaker":"REID HOLZWORTH","startTime":3263.98,"endTime":3264.99,"body":"We're Switzerland."},{"speaker":"REID HOLZWORTH","startTime":3264.99,"endTime":3266.31,"body":"We already have the carriers."},{"speaker":"REID HOLZWORTH","startTime":3266.31,"endTime":3268.268,"body":"We already have the"},{"speaker":"REID HOLZWORTH","startTime":3266.31,"endTime":3268.268,"body":"connectivity to the agents."},{"speaker":"REID HOLZWORTH","startTime":3268.268,"endTime":3270.73,"body":"Just on the other"},{"speaker":"REID HOLZWORTH","startTime":3268.268,"endTime":3270.73,"body":"totally makes sense."},{"speaker":"REID HOLZWORTH","startTime":3270.73,"endTime":3273.99,"body":"But what I said to her is like,"},{"speaker":"REID HOLZWORTH","startTime":3270.73,"endTime":3273.99,"body":"how do we make money, Hannah?"},{"speaker":"REID HOLZWORTH","startTime":3273.99,"endTime":3275.31,"body":"I'm like, how do we make money?"},{"speaker":"REID HOLZWORTH","startTime":3275.31,"endTime":3279.45,"body":"And sorry folks, but we"},{"speaker":"REID HOLZWORTH","startTime":3275.31,"endTime":3279.45,"body":"are a for profit business."},{"speaker":"REID HOLZWORTH","startTime":3279.45,"endTime":3282.54,"body":"We run a business to make money."},{"speaker":"REID HOLZWORTH","startTime":3282.54,"endTime":3283.41,"body":"It is what it is."},{"speaker":"REID HOLZWORTH","startTime":3283.41,"endTime":3285.69,"body":"All of your business"},{"speaker":"REID HOLZWORTH","startTime":3283.41,"endTime":3285.69,"body":"is that are listening"},{"speaker":"REID HOLZWORTH","startTime":3285.69,"endTime":3289.68,"body":"right now, unless you work for"},{"speaker":"REID HOLZWORTH","startTime":3285.69,"endTime":3289.68,"body":"a nonprofit, you do the same."},{"speaker":"REID HOLZWORTH","startTime":3289.68,"endTime":3292.98,"body":"But like it's a huge"},{"speaker":"REID HOLZWORTH","startTime":3289.68,"endTime":3292.98,"body":"mountain to climb."},{"speaker":"REID HOLZWORTH","startTime":3292.98,"endTime":3299.67,"body":"Very expensive, and very,"},{"speaker":"REID HOLZWORTH","startTime":3292.98,"endTime":3299.67,"body":"very long tail, right?"},{"speaker":"REID HOLZWORTH","startTime":3299.67,"endTime":3300.69,"body":"How do we make money?"},{"speaker":"REID HOLZWORTH","startTime":3300.69,"endTime":3302.65,"body":"And I haven't figured that out."},{"speaker":"REID HOLZWORTH","startTime":3302.65,"endTime":3305.4,"body":"If there is a way for us"},{"speaker":"REID HOLZWORTH","startTime":3302.65,"endTime":3305.4,"body":"to make money on this, OK."},{"speaker":"REID HOLZWORTH","startTime":3305.4,"endTime":3307.74,"body":"We can make investment,"},{"speaker":"REID HOLZWORTH","startTime":3305.4,"endTime":3307.74,"body":"but that's so hard."},{"speaker":"BILL DEVINE","startTime":3307.74,"endTime":3309.573,"body":"And that's"},{"speaker":"BILL DEVINE","startTime":3307.74,"endTime":3309.573,"body":"why looking at hyper"},{"speaker":"BILL DEVINE","startTime":3309.573,"endTime":3311.61,"body":"accelerators as part"},{"speaker":"BILL DEVINE","startTime":3309.573,"endTime":3311.61,"body":"of the solution,"},{"speaker":"BILL DEVINE","startTime":3311.61,"endTime":3315.11,"body":"who actually make money on the"},{"speaker":"BILL DEVINE","startTime":3311.61,"endTime":3315.11,"body":"storage and the compute costs"},{"speaker":"BILL DEVINE","startTime":3315.11,"endTime":3320.58,"body":"around data, potentially,"},{"speaker":"BILL DEVINE","startTime":3315.11,"endTime":3320.58,"body":"could be part of that solution."},{"speaker":"BILL DEVINE","startTime":3320.58,"endTime":3322.35,"body":"I'm not saying I have"},{"speaker":"BILL DEVINE","startTime":3320.58,"endTime":3322.35,"body":"it all figured out."},{"speaker":"REID HOLZWORTH","startTime":3322.35,"endTime":3323.22,"body":"Yeah, fair enough."},{"speaker":"BILL DEVINE","startTime":3323.22,"endTime":3325.803,"body":"But you got to look"},{"speaker":"BILL DEVINE","startTime":3323.22,"endTime":3325.803,"body":"at how different entities get"},{"speaker":"BILL DEVINE","startTime":3325.803,"endTime":3326.37,"body":"compensated."},{"speaker":"BILL DEVINE","startTime":3326.37,"endTime":3327.78,"body":"How they view making money."},{"speaker":"REID HOLZWORTH","startTime":3327.78,"endTime":3329.1,"body":"Yeah, right."},{"speaker":"BILL DEVINE","startTime":3329.1,"endTime":3330.93,"body":"And if"},{"speaker":"BILL DEVINE","startTime":3329.1,"endTime":3330.93,"body":"your business model"},{"speaker":"BILL DEVINE","startTime":3330.93,"endTime":3335.7,"body":"is I sell storage of data and"},{"speaker":"BILL DEVINE","startTime":3330.93,"endTime":3335.7,"body":"compute against that data,"},{"speaker":"BILL DEVINE","startTime":3335.7,"endTime":3338.64,"body":"I can't figure out how to"},{"speaker":"BILL DEVINE","startTime":3335.7,"endTime":3338.64,"body":"solve the puzzle without that"},{"speaker":"BILL DEVINE","startTime":3338.64,"endTime":3339.932,"body":"being one of the puzzle pieces."},{"speaker":"REID HOLZWORTH","startTime":3339.932,"endTime":3340.807,"body":"Yeah."},{"speaker":"REID HOLZWORTH","startTime":3340.807,"endTime":3341.58,"body":"No, you're right."},{"speaker":"BILL DEVINE","startTime":3341.58,"endTime":3344.85,"body":"And then you go"},{"speaker":"BILL DEVINE","startTime":3341.58,"endTime":3344.85,"body":"to people who transmit data,"},{"speaker":"BILL DEVINE","startTime":3344.85,"endTime":3347.73,"body":"like in IVANS, and"},{"speaker":"BILL DEVINE","startTime":3344.85,"endTime":3347.73,"body":"you say, well, you"},{"speaker":"BILL DEVINE","startTime":3347.73,"endTime":3349.59,"body":"have some subscription."},{"speaker":"BILL DEVINE","startTime":3349.59,"endTime":3351.24,"body":"There is a remuneration."},{"speaker":"BILL DEVINE","startTime":3351.24,"endTime":3353.01,"body":"You can't build the whole thing."},{"speaker":"BILL DEVINE","startTime":3353.01,"endTime":3356.94,"body":"But you have to be part of"},{"speaker":"BILL DEVINE","startTime":3353.01,"endTime":3356.94,"body":"this because you own the pipes,"},{"speaker":"BILL DEVINE","startTime":3356.94,"endTime":3360.87,"body":"and you get to charge the"},{"speaker":"BILL DEVINE","startTime":3356.94,"endTime":3360.87,"body":"fee for using the pipes."},{"speaker":"BILL DEVINE","startTime":3360.87,"endTime":3362.94,"body":"So there is an incentive"},{"speaker":"BILL DEVINE","startTime":3360.87,"endTime":3362.94,"body":"in there for you."},{"speaker":"REID HOLZWORTH","startTime":3362.94,"endTime":3364.65,"body":"There has to"},{"speaker":"REID HOLZWORTH","startTime":3362.94,"endTime":3364.65,"body":"be a toll for this toll road."},{"speaker":"REID HOLZWORTH","startTime":3364.65,"endTime":3364.94,"body":"I'm sorry."},{"speaker":"REID HOLZWORTH","startTime":3364.94,"endTime":3365.52,"body":"It does."},{"speaker":"BILL DEVINE","startTime":3365.52,"endTime":3365.94,"body":"There has to be."},{"speaker":"REID HOLZWORTH","startTime":3365.94,"endTime":3367.38,"body":"It doesn't"},{"speaker":"REID HOLZWORTH","startTime":3365.94,"endTime":3367.38,"body":"have to be massive or whatever."},{"speaker":"REID HOLZWORTH","startTime":3367.38,"endTime":3369.09,"body":"There has to be a toll"},{"speaker":"REID HOLZWORTH","startTime":3367.38,"endTime":3369.09,"body":"for the toll road,"},{"speaker":"REID HOLZWORTH","startTime":3369.09,"endTime":3372.57,"body":"and that's what I've"},{"speaker":"REID HOLZWORTH","startTime":3369.09,"endTime":3372.57,"body":"struggled with is,"},{"speaker":"REID HOLZWORTH","startTime":3372.57,"endTime":3374.94,"body":"who's going to pay for that?"},{"speaker":"BILL DEVINE","startTime":3374.94,"endTime":3377.61,"body":"The idea"},{"speaker":"BILL DEVINE","startTime":3374.94,"endTime":3377.61,"body":"is that the entirety"},{"speaker":"BILL DEVINE","startTime":3377.61,"endTime":3379.74,"body":"of the cost of the"},{"speaker":"BILL DEVINE","startTime":3377.61,"endTime":3379.74,"body":"industry would come down."},{"speaker":"REID HOLZWORTH","startTime":3379.74,"endTime":3381.24,"body":"100% if you made it."},{"speaker":"BILL DEVINE","startTime":3381.24,"endTime":3383.88,"body":"And then it"},{"speaker":"BILL DEVINE","startTime":3381.24,"endTime":3383.88,"body":"needs to move to where--"},{"speaker":"BILL DEVINE","startTime":3383.88,"endTime":3386.88,"body":"not dollar for dollar, but"},{"speaker":"BILL DEVINE","startTime":3383.88,"endTime":3386.88,"body":"some percentage of that"},{"speaker":"BILL DEVINE","startTime":3386.88,"endTime":3389.1,"body":"would flow back to the people"},{"speaker":"BILL DEVINE","startTime":3386.88,"endTime":3389.1,"body":"providing the solution."},{"speaker":"BILL DEVINE","startTime":3389.1,"endTime":3391.53,"body":"And the other is the people"},{"speaker":"BILL DEVINE","startTime":3389.1,"endTime":3391.53,"body":"who provide third party"},{"speaker":"BILL DEVINE","startTime":3391.53,"endTime":3392.88,"body":"data, right?"},{"speaker":"BILL DEVINE","startTime":3392.88,"endTime":3395.96,"body":"Like who validates"},{"speaker":"BILL DEVINE","startTime":3392.88,"endTime":3395.96,"body":"and augments data."},{"speaker":"REID HOLZWORTH","startTime":3395.96,"endTime":3396.96,"body":"Totally."},{"speaker":"BILL DEVINE","startTime":3396.96,"endTime":3398.96,"body":"That would"},{"speaker":"BILL DEVINE","startTime":3396.96,"endTime":3398.96,"body":"be part of the solution."},{"speaker":"BILL DEVINE","startTime":3398.96,"endTime":3400.74,"body":"Those folks would need"},{"speaker":"BILL DEVINE","startTime":3398.96,"endTime":3400.74,"body":"to be part of this"},{"speaker":"BILL DEVINE","startTime":3400.74,"endTime":3402.85,"body":"because they would have"},{"speaker":"BILL DEVINE","startTime":3400.74,"endTime":3402.85,"body":"a key part in this."},{"speaker":"BILL DEVINE","startTime":3402.85,"endTime":3406.62,"body":"So it's this idea of how"},{"speaker":"BILL DEVINE","startTime":3402.85,"endTime":3406.62,"body":"do you, without violating"},{"speaker":"BILL DEVINE","startTime":3406.62,"endTime":3409.41,"body":"like competitive practices"},{"speaker":"BILL DEVINE","startTime":3406.62,"endTime":3409.41,"body":"and things like that,"},{"speaker":"BILL DEVINE","startTime":3409.41,"endTime":3414.0,"body":"start to build a coalition of"},{"speaker":"BILL DEVINE","startTime":3409.41,"endTime":3414.0,"body":"the willing of people who have"},{"speaker":"BILL DEVINE","startTime":3414.0,"endTime":3415.92,"body":"skin in the game"},{"speaker":"BILL DEVINE","startTime":3414.0,"endTime":3415.92,"body":"on this already?"},{"speaker":"BILL DEVINE","startTime":3415.92,"endTime":3418.53,"body":"Or that by doing this"},{"speaker":"BILL DEVINE","startTime":3415.92,"endTime":3418.53,"body":"and partnering in it"},{"speaker":"BILL DEVINE","startTime":3418.53,"endTime":3421.74,"body":"have a potential to get"},{"speaker":"BILL DEVINE","startTime":3418.53,"endTime":3421.74,"body":"unfair advantage around those"},{"speaker":"BILL DEVINE","startTime":3421.74,"endTime":3423.63,"body":"that don't participate."},{"speaker":"BILL DEVINE","startTime":3423.63,"endTime":3424.98,"body":"And I haven't figured it out."},{"speaker":"BILL DEVINE","startTime":3424.98,"endTime":3426.388,"body":"I haven't solved for it."},{"speaker":"BILL DEVINE","startTime":3426.388,"endTime":3428.43,"body":"I'm still going to have"},{"speaker":"BILL DEVINE","startTime":3426.388,"endTime":3428.43,"body":"my stump speech about it."},{"speaker":"BILL DEVINE","startTime":3428.43,"endTime":3431.16,"body":"I'm still going to corner"},{"speaker":"BILL DEVINE","startTime":3428.43,"endTime":3431.16,"body":"you every time I see you."},{"speaker":"BILL DEVINE","startTime":3431.16,"endTime":3434.19,"body":"But there is something that"},{"speaker":"BILL DEVINE","startTime":3431.16,"endTime":3434.19,"body":"before I leave this industry,"},{"speaker":"BILL DEVINE","startTime":3434.19,"endTime":3437.52,"body":"I would love to figure out"},{"speaker":"BILL DEVINE","startTime":3434.19,"endTime":3437.52,"body":"how to get this going even"},{"speaker":"BILL DEVINE","startTime":3437.52,"endTime":3439.71,"body":"on a micro loan."},{"speaker":"REID HOLZWORTH","startTime":3439.71,"endTime":3442.83,"body":"I'll tell you"},{"speaker":"REID HOLZWORTH","startTime":3439.71,"endTime":3442.83,"body":"what we're doing at IVANS."},{"speaker":"REID HOLZWORTH","startTime":3442.83,"endTime":3444.78,"body":"We're actually"},{"speaker":"REID HOLZWORTH","startTime":3442.83,"endTime":3444.78,"body":"having an executive"},{"speaker":"REID HOLZWORTH","startTime":3444.78,"endTime":3446.412,"body":"meeting later here at Travelers."},{"speaker":"REID HOLZWORTH","startTime":3446.412,"endTime":3448.62,"body":"By the way, we have a bunch"},{"speaker":"REID HOLZWORTH","startTime":3446.412,"endTime":3448.62,"body":"of people here, whatever."},{"speaker":"REID HOLZWORTH","startTime":3448.62,"endTime":3450.57,"body":"And we're going"},{"speaker":"REID HOLZWORTH","startTime":3448.62,"endTime":3450.57,"body":"to get into this."},{"speaker":"REID HOLZWORTH","startTime":3450.57,"endTime":3454.89,"body":"But where this starts, I"},{"speaker":"REID HOLZWORTH","startTime":3450.57,"endTime":3454.89,"body":"think, and where we're actually"},{"speaker":"REID HOLZWORTH","startTime":3454.89,"endTime":3458.04,"body":"starting with this"},{"speaker":"REID HOLZWORTH","startTime":3454.89,"endTime":3458.04,"body":"at IVANS is we"},{"speaker":"REID HOLZWORTH","startTime":3458.04,"endTime":3460.47,"body":"want to solve the first"},{"speaker":"REID HOLZWORTH","startTime":3458.04,"endTime":3460.47,"body":"problem in this industry, which"},{"speaker":"REID HOLZWORTH","startTime":3460.47,"endTime":3461.76,"body":"is identity."},{"speaker":"REID HOLZWORTH","startTime":3461.76,"endTime":3465.392,"body":"So we are actively building that"},{"speaker":"REID HOLZWORTH","startTime":3461.76,"endTime":3465.392,"body":"and building identity in that."},{"speaker":"BILL DEVINE","startTime":3465.392,"endTime":3467.85,"body":"That's a critical"},{"speaker":"BILL DEVINE","startTime":3465.392,"endTime":3467.85,"body":"prerequisite to all of this."},{"speaker":"REID HOLZWORTH","startTime":3467.85,"endTime":3468.36,"body":"All of it."},{"speaker":"REID HOLZWORTH","startTime":3468.36,"endTime":3468.66,"body":"Right."},{"speaker":"BILL DEVINE","startTime":3468.66,"endTime":3471.09,"body":"If I can't master"},{"speaker":"BILL DEVINE","startTime":3468.66,"endTime":3471.09,"body":"the data, the rest of it"},{"speaker":"BILL DEVINE","startTime":3471.09,"endTime":3471.99,"body":"is irrelevant."},{"speaker":"REID HOLZWORTH","startTime":3471.99,"endTime":3473.79,"body":"Yeah."},{"speaker":"REID HOLZWORTH","startTime":3473.79,"endTime":3474.9,"body":"And that is a pain for us."},{"speaker":"REID HOLZWORTH","startTime":3474.9,"endTime":3477.54,"body":"We are building it because"},{"speaker":"REID HOLZWORTH","startTime":3474.9,"endTime":3477.54,"body":"it's a pain for us internally."},{"speaker":"REID HOLZWORTH","startTime":3477.54,"endTime":3478.96,"body":"Like it's just too painful."},{"speaker":"REID HOLZWORTH","startTime":3478.96,"endTime":3480.28,"body":"It's just a mess."},{"speaker":"REID HOLZWORTH","startTime":3480.28,"endTime":3482.76,"body":"And so we want to"},{"speaker":"REID HOLZWORTH","startTime":3480.28,"endTime":3482.76,"body":"solve that first."},{"speaker":"REID HOLZWORTH","startTime":3482.76,"endTime":3485.49,"body":"Solve that, then I"},{"speaker":"REID HOLZWORTH","startTime":3482.76,"endTime":3485.49,"body":"think we can go there."},{"speaker":"BILL DEVINE","startTime":3485.49,"endTime":3486.99,"body":"And"},{"speaker":"BILL DEVINE","startTime":3485.49,"endTime":3486.99,"body":"that's the momentum"},{"speaker":"BILL DEVINE","startTime":3486.99,"endTime":3487.74,"body":"you start to build, right?"},{"speaker":"BILL DEVINE","startTime":3487.74,"endTime":3490.09,"body":"Because if you solve that,"},{"speaker":"BILL DEVINE","startTime":3487.74,"endTime":3490.09,"body":"then you start to say,"},{"speaker":"BILL DEVINE","startTime":3490.09,"endTime":3491.64,"body":"well, is there some"},{"speaker":"BILL DEVINE","startTime":3490.09,"endTime":3491.64,"body":"minor enrichments"},{"speaker":"BILL DEVINE","startTime":3491.64,"endTime":3494.13,"body":"that we can do that--"},{"speaker":"BILL DEVINE","startTime":3491.64,"endTime":3494.13,"body":"that everybody needs?"},{"speaker":"BILL DEVINE","startTime":3494.13,"endTime":3497.03,"body":"Like [? NIX. ?]"},{"speaker":"REID HOLZWORTH","startTime":3497.03,"endTime":3498.03,"body":"Exactly."},{"speaker":"BILL DEVINE","startTime":3498.03,"endTime":3498.822,"body":"Right?"},{"speaker":"BILL DEVINE","startTime":3498.822,"endTime":3500.37,"body":"Like it's just"},{"speaker":"BILL DEVINE","startTime":3498.822,"endTime":3500.37,"body":"like, OK, so if I've"},{"speaker":"BILL DEVINE","startTime":3500.37,"endTime":3502.89,"body":"identified all the"},{"speaker":"BILL DEVINE","startTime":3500.37,"endTime":3502.89,"body":"entities in the world,"},{"speaker":"BILL DEVINE","startTime":3502.89,"endTime":3504.99,"body":"can I at least put"},{"speaker":"BILL DEVINE","startTime":3502.89,"endTime":3504.99,"body":"the classifications"},{"speaker":"BILL DEVINE","startTime":3504.99,"endTime":3508.098,"body":"that go with that"},{"speaker":"BILL DEVINE","startTime":3504.99,"endTime":3508.098,"body":"entity onto the record?"},{"speaker":"BILL DEVINE","startTime":3508.098,"endTime":3509.64,"body":"And that's how we"},{"speaker":"BILL DEVINE","startTime":3508.098,"endTime":3509.64,"body":"think we get there."},{"speaker":"BILL DEVINE","startTime":3509.64,"endTime":3510.45,"body":"I don't think it's--"},{"speaker":"REID HOLZWORTH","startTime":3510.45,"endTime":3510.99,"body":"That's a whole other--"},{"speaker":"REID HOLZWORTH","startTime":3510.99,"endTime":3512.64,"body":"that's even a podcast"},{"speaker":"REID HOLZWORTH","startTime":3510.99,"endTime":3512.64,"body":"in and of itself--"},{"speaker":"REID HOLZWORTH","startTime":3512.64,"endTime":3514.348,"body":"[INAUDIBLE] and the"},{"speaker":"REID HOLZWORTH","startTime":3512.64,"endTime":3514.348,"body":"classification stuff."},{"speaker":"REID HOLZWORTH","startTime":3514.348,"endTime":3515.17,"body":"It's a mess, man."},{"speaker":"REID HOLZWORTH","startTime":3515.17,"endTime":3515.67,"body":"It's a mess."},{"speaker":"BILL DEVINE","startTime":3515.67,"endTime":3518.39,"body":"But my vision on"},{"speaker":"BILL DEVINE","startTime":3515.67,"endTime":3518.39,"body":"this isn't a Big Bang, right?"},{"speaker":"REID HOLZWORTH","startTime":3518.39,"endTime":3519.39,"body":"Totally."},{"speaker":"REID HOLZWORTH","startTime":3519.39,"endTime":3519.93,"body":"It can't be."},{"speaker":"BILL DEVINE","startTime":3519.93,"endTime":3523.05,"body":"It's a series of"},{"speaker":"BILL DEVINE","startTime":3519.93,"endTime":3523.05,"body":"improvements towards a better."},{"speaker":"BILL DEVINE","startTime":3523.05,"endTime":3526.472,"body":"And then we pick off"},{"speaker":"BILL DEVINE","startTime":3523.05,"endTime":3526.472,"body":"something like loss histories"},{"speaker":"BILL DEVINE","startTime":3526.472,"endTime":3527.43,"body":"or something like that."},{"speaker":"BILL DEVINE","startTime":3527.43,"endTime":3531.06,"body":"And say, is there some way to"},{"speaker":"BILL DEVINE","startTime":3527.43,"endTime":3531.06,"body":"do loss histories and partner"},{"speaker":"BILL DEVINE","startTime":3531.06,"endTime":3532.95,"body":"with somebody who"},{"speaker":"BILL DEVINE","startTime":3531.06,"endTime":3532.95,"body":"collects loss histories"},{"speaker":"BILL DEVINE","startTime":3532.95,"endTime":3535.32,"body":"and make that"},{"speaker":"BILL DEVINE","startTime":3532.95,"endTime":3535.32,"body":"available in a way that"},{"speaker":"BILL DEVINE","startTime":3535.32,"endTime":3537.23,"body":"attaches to the"},{"speaker":"BILL DEVINE","startTime":3535.32,"endTime":3537.23,"body":"unique identifier"},{"speaker":"BILL DEVINE","startTime":3537.23,"endTime":3539.73,"body":"that you guys are creating that"},{"speaker":"BILL DEVINE","startTime":3537.23,"endTime":3539.73,"body":"attaches to a classification"},{"speaker":"BILL DEVINE","startTime":3539.73,"endTime":3541.2,"body":"that we've built?"},{"speaker":"BILL DEVINE","startTime":3541.2,"endTime":3543.51,"body":"We've got a 5,000"},{"speaker":"BILL DEVINE","startTime":3541.2,"endTime":3543.51,"body":"piece jigsaw puzzle"},{"speaker":"BILL DEVINE","startTime":3543.51,"endTime":3545.94,"body":"and all the pieces are black."},{"speaker":"BILL DEVINE","startTime":3545.94,"endTime":3549.18,"body":"But I do think that"},{"speaker":"BILL DEVINE","startTime":3545.94,"endTime":3549.18,"body":"if we, as an industry,"},{"speaker":"BILL DEVINE","startTime":3549.18,"endTime":3551.26,"body":"lean into it that we"},{"speaker":"BILL DEVINE","startTime":3549.18,"endTime":3551.26,"body":"can solve the problem."},{"speaker":"REID HOLZWORTH","startTime":3551.26,"endTime":3552.09,"body":"I"},{"speaker":"REID HOLZWORTH","startTime":3551.26,"endTime":3552.09,"body":"think it's just that."},{"speaker":"REID HOLZWORTH","startTime":3552.09,"endTime":3553.35,"body":"It's going back to your point."},{"speaker":"BILL DEVINE","startTime":3553.35,"endTime":3554.76,"body":"We have"},{"speaker":"BILL DEVINE","startTime":3553.35,"endTime":3554.76,"body":"totally lost everyone,"},{"speaker":"BILL DEVINE","startTime":3554.76,"endTime":3556.885,"body":"and there's no one still"},{"speaker":"BILL DEVINE","startTime":3554.76,"endTime":3556.885,"body":"listening to this podcast,"},{"speaker":"BILL DEVINE","startTime":3556.885,"endTime":3557.54,"body":"by the way."},{"speaker":"REID HOLZWORTH","startTime":3557.54,"endTime":3558.332,"body":"No."},{"speaker":"REID HOLZWORTH","startTime":3558.332,"endTime":3559.44,"body":"You'd be surprised."},{"speaker":"REID HOLZWORTH","startTime":3559.44,"endTime":3561.54,"body":"People love this"},{"speaker":"REID HOLZWORTH","startTime":3559.44,"endTime":3561.54,"body":"stuff, and it's good."},{"speaker":"REID HOLZWORTH","startTime":3561.54,"endTime":3564.06,"body":"I mean, it's deep stuff,"},{"speaker":"REID HOLZWORTH","startTime":3561.54,"endTime":3564.06,"body":"and it's real problems"},{"speaker":"REID HOLZWORTH","startTime":3564.06,"endTime":3567.75,"body":"that exist within our industry."},{"speaker":"REID HOLZWORTH","startTime":3567.75,"endTime":3572.55,"body":"People that truly religiously"},{"speaker":"REID HOLZWORTH","startTime":3567.75,"endTime":3572.55,"body":"listen to this podcast"},{"speaker":"REID HOLZWORTH","startTime":3572.55,"endTime":3574.83,"body":"are people like"},{"speaker":"REID HOLZWORTH","startTime":3572.55,"endTime":3574.83,"body":"you and I that are"},{"speaker":"REID HOLZWORTH","startTime":3574.83,"endTime":3578.52,"body":"just deep in the weeds"},{"speaker":"REID HOLZWORTH","startTime":3574.83,"endTime":3578.52,"body":"within this, and they get it."},{"speaker":"REID HOLZWORTH","startTime":3578.52,"endTime":3581.25,"body":"But like going"},{"speaker":"REID HOLZWORTH","startTime":3578.52,"endTime":3581.25,"body":"back to your point"},{"speaker":"REID HOLZWORTH","startTime":3581.25,"endTime":3583.63,"body":"about the collaboration"},{"speaker":"REID HOLZWORTH","startTime":3581.25,"endTime":3583.63,"body":"with the industry?"},{"speaker":"REID HOLZWORTH","startTime":3583.63,"endTime":3585.72,"body":"I think we need to bring"},{"speaker":"REID HOLZWORTH","startTime":3583.63,"endTime":3585.72,"body":"back to collaboration."},{"speaker":"BILL DEVINE","startTime":3585.72,"endTime":3586.38,"body":"Totally."},{"speaker":"REID HOLZWORTH","startTime":3586.38,"endTime":3587.922,"body":"I"},{"speaker":"REID HOLZWORTH","startTime":3586.38,"endTime":3587.922,"body":"think you're right."},{"speaker":"REID HOLZWORTH","startTime":3587.922,"endTime":3589.17,"body":"And we've lost that."},{"speaker":"REID HOLZWORTH","startTime":3589.17,"endTime":3592.17,"body":"We've lost that in"},{"speaker":"REID HOLZWORTH","startTime":3589.17,"endTime":3592.17,"body":"the last five years."},{"speaker":"REID HOLZWORTH","startTime":3592.17,"endTime":3594.8,"body":"It's not like we lost"},{"speaker":"REID HOLZWORTH","startTime":3592.17,"endTime":3594.8,"body":"it 10, 20 years ago."},{"speaker":"REID HOLZWORTH","startTime":3594.8,"endTime":3596.03,"body":"It's fairly recent."},{"speaker":"REID HOLZWORTH","startTime":3596.03,"endTime":3599.72,"body":"And I think we need to come"},{"speaker":"REID HOLZWORTH","startTime":3596.03,"endTime":3599.72,"body":"back together as an industry"},{"speaker":"REID HOLZWORTH","startTime":3599.72,"endTime":3604.28,"body":"and start solving these"},{"speaker":"REID HOLZWORTH","startTime":3599.72,"endTime":3604.28,"body":"problems together once again."},{"speaker":"BILL DEVINE","startTime":3604.28,"endTime":3607.728,"body":"And I use the"},{"speaker":"BILL DEVINE","startTime":3604.28,"endTime":3607.728,"body":"term competition all the time."},{"speaker":"BILL DEVINE","startTime":3607.728,"endTime":3609.77,"body":"We've got to figure out"},{"speaker":"BILL DEVINE","startTime":3607.728,"endTime":3609.77,"body":"where we can collaborate."},{"speaker":"BILL DEVINE","startTime":3609.77,"endTime":3610.49,"body":"It's safe."},{"speaker":"BILL DEVINE","startTime":3610.49,"endTime":3611.28,"body":"It makes sense."},{"speaker":"BILL DEVINE","startTime":3611.28,"endTime":3612.118,"body":"We all benefit."},{"speaker":"BILL DEVINE","startTime":3612.118,"endTime":3613.91,"body":"And we need to stick"},{"speaker":"BILL DEVINE","startTime":3612.118,"endTime":3613.91,"body":"to our guns that there"},{"speaker":"BILL DEVINE","startTime":3613.91,"endTime":3616.49,"body":"are certain lines we will"},{"speaker":"BILL DEVINE","startTime":3613.91,"endTime":3616.49,"body":"not cross because that"},{"speaker":"BILL DEVINE","startTime":3616.49,"endTime":3618.89,"body":"is where we compete."},{"speaker":"BILL DEVINE","startTime":3618.89,"endTime":3621.95,"body":"We have got to be"},{"speaker":"BILL DEVINE","startTime":3618.89,"endTime":3621.95,"body":"ruthless when we compete,"},{"speaker":"BILL DEVINE","startTime":3621.95,"endTime":3623.66,"body":"and we have got"},{"speaker":"BILL DEVINE","startTime":3621.95,"endTime":3623.66,"body":"to be open minded"},{"speaker":"BILL DEVINE","startTime":3623.66,"endTime":3626.66,"body":"and really buy in"},{"speaker":"BILL DEVINE","startTime":3623.66,"endTime":3626.66,"body":"when we collaborate."},{"speaker":"BILL DEVINE","startTime":3626.66,"endTime":3628.38,"body":"And I think that's OK."},{"speaker":"BILL DEVINE","startTime":3628.38,"endTime":3631.67,"body":"And I think human"},{"speaker":"BILL DEVINE","startTime":3628.38,"endTime":3631.67,"body":"beings are able to have"},{"speaker":"BILL DEVINE","startTime":3631.67,"endTime":3635.61,"body":"this kind of dynamic in a"},{"speaker":"BILL DEVINE","startTime":3631.67,"endTime":3635.61,"body":"number of places in their life."},{"speaker":"BILL DEVINE","startTime":3635.61,"endTime":3637.49,"body":"So it's not unique."},{"speaker":"BILL DEVINE","startTime":3637.49,"endTime":3640.357,"body":"I can have a great friend"},{"speaker":"BILL DEVINE","startTime":3637.49,"endTime":3640.357,"body":"that I go and have beers with,"},{"speaker":"BILL DEVINE","startTime":3640.357,"endTime":3642.44,"body":"and then want to kick his"},{"speaker":"BILL DEVINE","startTime":3640.357,"endTime":3642.44,"body":"butt on the golf course."},{"speaker":"REID HOLZWORTH","startTime":3642.44,"endTime":3642.92,"body":"Totally."},{"speaker":"BILL DEVINE","startTime":3642.92,"endTime":3644.27,"body":"Like this is not--"},{"speaker":"BILL DEVINE","startTime":3644.27,"endTime":3646.34,"body":"this isn't an impossible"},{"speaker":"BILL DEVINE","startTime":3644.27,"endTime":3646.34,"body":"mindset shift,"},{"speaker":"BILL DEVINE","startTime":3646.34,"endTime":3648.26,"body":"but I do think"},{"speaker":"BILL DEVINE","startTime":3646.34,"endTime":3648.26,"body":"that it's something"},{"speaker":"BILL DEVINE","startTime":3648.26,"endTime":3649.26,"body":"we've got to figure out."},{"speaker":"BILL DEVINE","startTime":3649.26,"endTime":3650.48,"body":"And I don't know who's"},{"speaker":"BILL DEVINE","startTime":3649.26,"endTime":3650.48,"body":"going to lead it."},{"speaker":"BILL DEVINE","startTime":3650.48,"endTime":3652.022,"body":"I don't know who's"},{"speaker":"BILL DEVINE","startTime":3650.48,"endTime":3652.022,"body":"going to drive it."},{"speaker":"BILL DEVINE","startTime":3652.022,"endTime":3655.82,"body":"But all I'm saying is I'm"},{"speaker":"BILL DEVINE","startTime":3652.022,"endTime":3655.82,"body":"on the bus with whoever"},{"speaker":"BILL DEVINE","startTime":3655.82,"endTime":3656.51,"body":"starts drive it."},{"speaker":"BILL DEVINE","startTime":3656.51,"endTime":3658.49,"body":"Because it's I'm in."},{"speaker":"REID HOLZWORTH","startTime":3658.49,"endTime":3660.17,"body":"An"},{"speaker":"REID HOLZWORTH","startTime":3658.49,"endTime":3660.17,"body":"interesting thought."},{"speaker":"REID HOLZWORTH","startTime":3660.17,"endTime":3662.69,"body":"I mean, I think we"},{"speaker":"REID HOLZWORTH","startTime":3660.17,"endTime":3662.69,"body":"need it as an industry"},{"speaker":"REID HOLZWORTH","startTime":3662.69,"endTime":3664.43,"body":"for these types of things."},{"speaker":"REID HOLZWORTH","startTime":3664.43,"endTime":3666.29,"body":"Just like identity."},{"speaker":"REID HOLZWORTH","startTime":3666.29,"endTime":3667.79,"body":"We all came together."},{"speaker":"REID HOLZWORTH","startTime":3667.79,"endTime":3670.82,"body":"But to be fair,"},{"speaker":"REID HOLZWORTH","startTime":3667.79,"endTime":3670.82,"body":"people have tried"},{"speaker":"REID HOLZWORTH","startTime":3670.82,"endTime":3674.07,"body":"to come together in the past"},{"speaker":"REID HOLZWORTH","startTime":3670.82,"endTime":3674.07,"body":"and fix some of these things."},{"speaker":"REID HOLZWORTH","startTime":3674.07,"endTime":3677.43,"body":"But going back to"},{"speaker":"REID HOLZWORTH","startTime":3674.07,"endTime":3677.43,"body":"the conversation,"},{"speaker":"REID HOLZWORTH","startTime":3677.43,"endTime":3679.7,"body":"however long ago it"},{"speaker":"REID HOLZWORTH","startTime":3677.43,"endTime":3679.7,"body":"was in this podcast,"},{"speaker":"REID HOLZWORTH","startTime":3679.7,"endTime":3682.61,"body":"about the different waves, I"},{"speaker":"REID HOLZWORTH","startTime":3679.7,"endTime":3682.61,"body":"think it was just too early."},{"speaker":"BILL DEVINE","startTime":3682.61,"endTime":3682.82,"body":"Yeah."},{"speaker":"BILL DEVINE","startTime":3682.82,"endTime":3683.737,"body":"The tech wasn't ready."},{"speaker":"REID HOLZWORTH","startTime":3683.737,"endTime":3685.43,"body":"Tech wasn't ready."},{"speaker":"BILL DEVINE","startTime":3685.43,"endTime":3686.27,"body":"There"},{"speaker":"BILL DEVINE","startTime":3685.43,"endTime":3686.27,"body":"were some big drift."},{"speaker":"BILL DEVINE","startTime":3686.27,"endTime":3688.07,"body":"And I would argue"},{"speaker":"BILL DEVINE","startTime":3686.27,"endTime":3688.07,"body":"that the golden record"},{"speaker":"BILL DEVINE","startTime":3688.07,"endTime":3690.14,"body":"technology isn't ready either."},{"speaker":"BILL DEVINE","startTime":3690.14,"endTime":3692.57,"body":"That doesn't mean that"},{"speaker":"BILL DEVINE","startTime":3690.14,"endTime":3692.57,"body":"we couldn't start,"},{"speaker":"BILL DEVINE","startTime":3692.57,"endTime":3695.39,"body":"but there are pieces that"},{"speaker":"BILL DEVINE","startTime":3692.57,"endTime":3695.39,"body":"don't exist yet that we'll"},{"speaker":"BILL DEVINE","startTime":3695.39,"endTime":3697.01,"body":"need before we get to the end."},{"speaker":"BILL DEVINE","startTime":3697.01,"endTime":3698.42,"body":"That is that will happen."},{"speaker":"BILL DEVINE","startTime":3698.42,"endTime":3702.05,"body":"But yeah, there were"},{"speaker":"BILL DEVINE","startTime":3698.42,"endTime":3702.05,"body":"other post IVANS"},{"speaker":"BILL DEVINE","startTime":3702.05,"endTime":3704.87,"body":"attempts to come together on"},{"speaker":"BILL DEVINE","startTime":3702.05,"endTime":3704.87,"body":"some of this stuff that did not"},{"speaker":"BILL DEVINE","startTime":3704.87,"endTime":3706.7,"body":"go well."},{"speaker":"BILL DEVINE","startTime":3706.7,"endTime":3710.39,"body":"Some of that is the"},{"speaker":"BILL DEVINE","startTime":3706.7,"endTime":3710.39,"body":"motivation of individuals that"},{"speaker":"BILL DEVINE","startTime":3710.39,"endTime":3711.64,"body":"are participating or leading."},{"speaker":"BILL DEVINE","startTime":3711.64,"endTime":3715.01,"body":"Like you have to really"},{"speaker":"BILL DEVINE","startTime":3711.64,"endTime":3715.01,"body":"figure out how to get past"},{"speaker":"BILL DEVINE","startTime":3715.01,"endTime":3715.61,"body":"some of that."},{"speaker":"BILL DEVINE","startTime":3715.61,"endTime":3717.125,"body":"And I don't know what that is."},{"speaker":"BILL DEVINE","startTime":3717.125,"endTime":3719.25,"body":"And some of it is that"},{"speaker":"BILL DEVINE","startTime":3717.125,"endTime":3719.25,"body":"people like getting in rooms"},{"speaker":"BILL DEVINE","startTime":3719.25,"endTime":3719.84,"body":"and talking."},{"speaker":"REID HOLZWORTH","startTime":3719.84,"endTime":3720.86,"body":"Yeah."},{"speaker":"REID HOLZWORTH","startTime":3720.86,"endTime":3722.87,"body":"It's funny."},{"speaker":"REID HOLZWORTH","startTime":3722.87,"endTime":3724.8,"body":"Yesterday-- two days ago."},{"speaker":"REID HOLZWORTH","startTime":3724.8,"endTime":3725.57,"body":"It doesn't matter."},{"speaker":"REID HOLZWORTH","startTime":3725.57,"endTime":3727.64,"body":"I had a call with"},{"speaker":"REID HOLZWORTH","startTime":3725.57,"endTime":3727.64,"body":"somebody from the media,"},{"speaker":"REID HOLZWORTH","startTime":3727.64,"endTime":3731.12,"body":"I'm not going to name"},{"speaker":"REID HOLZWORTH","startTime":3727.64,"endTime":3731.12,"body":"who or what, and they're"},{"speaker":"REID HOLZWORTH","startTime":3731.12,"endTime":3734.45,"body":"looking at, as part"},{"speaker":"REID HOLZWORTH","startTime":3731.12,"endTime":3734.45,"body":"of their publication,"},{"speaker":"REID HOLZWORTH","startTime":3734.45,"endTime":3738.21,"body":"doing something specifically"},{"speaker":"REID HOLZWORTH","startTime":3734.45,"endTime":3738.21,"body":"on InsurTech all the time."},{"speaker":"REID HOLZWORTH","startTime":3738.21,"endTime":3740.783,"body":"And so they reached"},{"speaker":"REID HOLZWORTH","startTime":3738.21,"endTime":3740.783,"body":"out to me among others."},{"speaker":"REID HOLZWORTH","startTime":3740.783,"endTime":3741.95,"body":"They might reach out to you."},{"speaker":"REID HOLZWORTH","startTime":3741.95,"endTime":3746.0,"body":"And they're like, so what"},{"speaker":"REID HOLZWORTH","startTime":3741.95,"endTime":3746.0,"body":"do you think we should"},{"speaker":"REID HOLZWORTH","startTime":3746.0,"endTime":3748.242,"body":"talk about and blah, blah."},{"speaker":"REID HOLZWORTH","startTime":3748.242,"endTime":3751.15,"body":"Screw the conversation."},{"speaker":"REID HOLZWORTH","startTime":3751.15,"endTime":3753.01,"body":"But the question"},{"speaker":"REID HOLZWORTH","startTime":3751.15,"endTime":3753.01,"body":"that was interesting"},{"speaker":"REID HOLZWORTH","startTime":3753.01,"endTime":3757.14,"body":"was who's the audience"},{"speaker":"REID HOLZWORTH","startTime":3753.01,"endTime":3757.14,"body":"for you that's going"},{"speaker":"REID HOLZWORTH","startTime":3757.14,"endTime":3758.61,"body":"to read this and be interested?"},{"speaker":"REID HOLZWORTH","startTime":3758.61,"endTime":3759.547,"body":"And this is my answer."},{"speaker":"REID HOLZWORTH","startTime":3759.547,"endTime":3761.13,"body":"I'd love to hear"},{"speaker":"REID HOLZWORTH","startTime":3759.547,"endTime":3761.13,"body":"your opinion on this."},{"speaker":"REID HOLZWORTH","startTime":3761.13,"endTime":3763.77,"body":"My answer was everybody."},{"speaker":"REID HOLZWORTH","startTime":3763.77,"endTime":3766.77,"body":"Because technology"},{"speaker":"REID HOLZWORTH","startTime":3763.77,"endTime":3766.77,"body":"now has become"},{"speaker":"REID HOLZWORTH","startTime":3766.77,"endTime":3770.07,"body":"so important across"},{"speaker":"REID HOLZWORTH","startTime":3766.77,"endTime":3770.07,"body":"the industry,"},{"speaker":"REID HOLZWORTH","startTime":3770.07,"endTime":3773.94,"body":"not at the distribution,"},{"speaker":"REID HOLZWORTH","startTime":3770.07,"endTime":3773.94,"body":"like everybody."},{"speaker":"REID HOLZWORTH","startTime":3773.94,"endTime":3775.77,"body":"This is what we do."},{"speaker":"REID HOLZWORTH","startTime":3775.77,"endTime":3779.46,"body":"So insurance technology"},{"speaker":"REID HOLZWORTH","startTime":3775.77,"endTime":3779.46,"body":"for the insurance industry,"},{"speaker":"REID HOLZWORTH","startTime":3779.46,"endTime":3784.71,"body":"InsurTech, everybody's"},{"speaker":"REID HOLZWORTH","startTime":3779.46,"endTime":3784.71,"body":"interested in this, right?"},{"speaker":"REID HOLZWORTH","startTime":3784.71,"endTime":3785.85,"body":"Am I wrong in saying that?"},{"speaker":"BILL DEVINE","startTime":3785.85,"endTime":3787.142,"body":"We've hit a point."},{"speaker":"BILL DEVINE","startTime":3787.142,"endTime":3789.15,"body":"I mean, so a couple"},{"speaker":"BILL DEVINE","startTime":3787.142,"endTime":3789.15,"body":"of just support."},{"speaker":"BILL DEVINE","startTime":3789.15,"endTime":3791.01,"body":"I 1,000% agree."},{"speaker":"BILL DEVINE","startTime":3791.01,"endTime":3795.69,"body":"Insurance was an early"},{"speaker":"BILL DEVINE","startTime":3791.01,"endTime":3795.69,"body":"adopter of technology, right?"},{"speaker":"BILL DEVINE","startTime":3795.69,"endTime":3799.17,"body":"I'll try to see if we can swing"},{"speaker":"BILL DEVINE","startTime":3795.69,"endTime":3799.17,"body":"by and see the giant records."},{"speaker":"BILL DEVINE","startTime":3799.17,"endTime":3802.303,"body":"Like the giant disks"},{"speaker":"BILL DEVINE","startTime":3799.17,"endTime":3802.303,"body":"like the 30 foot wide."},{"speaker":"REID HOLZWORTH","startTime":3802.303,"endTime":3803.97,"body":"I"},{"speaker":"REID HOLZWORTH","startTime":3802.303,"endTime":3803.97,"body":"haven't got into this."},{"speaker":"REID HOLZWORTH","startTime":3803.97,"endTime":3807.36,"body":"Sort of the Insurance"},{"speaker":"REID HOLZWORTH","startTime":3803.97,"endTime":3807.36,"body":"history Hartford tour."},{"speaker":"BILL DEVINE","startTime":3807.36,"endTime":3810.42,"body":"Insurance companies"},{"speaker":"BILL DEVINE","startTime":3807.36,"endTime":3810.42,"body":"were some of the earliest"},{"speaker":"BILL DEVINE","startTime":3810.42,"endTime":3811.87,"body":"adopters of technology."},{"speaker":"REID HOLZWORTH","startTime":3811.87,"endTime":3813.12,"body":"Yeah, totally."},{"speaker":"BILL DEVINE","startTime":3813.12,"endTime":3814.62,"body":"That"},{"speaker":"BILL DEVINE","startTime":3813.12,"endTime":3814.62,"body":"also means we have"},{"speaker":"BILL DEVINE","startTime":3814.62,"endTime":3817.44,"body":"some of the longest legacy"},{"speaker":"BILL DEVINE","startTime":3814.62,"endTime":3817.44,"body":"technology of any industry as"},{"speaker":"BILL DEVINE","startTime":3817.44,"endTime":3818.01,"body":"well."},{"speaker":"BILL DEVINE","startTime":3818.01,"endTime":3820.95,"body":"But the idea is that insurance"},{"speaker":"BILL DEVINE","startTime":3818.01,"endTime":3820.95,"body":"was a very early adopter"},{"speaker":"BILL DEVINE","startTime":3820.95,"endTime":3826.68,"body":"of technology, and so that is"},{"speaker":"BILL DEVINE","startTime":3820.95,"endTime":3826.68,"body":"a critical component of all"},{"speaker":"BILL DEVINE","startTime":3826.68,"endTime":3828.04,"body":"of that."},{"speaker":"BILL DEVINE","startTime":3828.04,"endTime":3832.26,"body":"But that means is that"},{"speaker":"BILL DEVINE","startTime":3828.04,"endTime":3832.26,"body":"insurance business and insurance"},{"speaker":"BILL DEVINE","startTime":3832.26,"endTime":3834.84,"body":"technology are in--"},{"speaker":"BILL DEVINE","startTime":3834.84,"endTime":3837.24,"body":"that you can't unwind those."},{"speaker":"BILL DEVINE","startTime":3837.24,"endTime":3840.81,"body":"The business needs technology"},{"speaker":"BILL DEVINE","startTime":3837.24,"endTime":3840.81,"body":"and obviously, technology"},{"speaker":"BILL DEVINE","startTime":3840.81,"endTime":3842.18,"body":"needs the business."},{"speaker":"BILL DEVINE","startTime":3842.18,"endTime":3846.54,"body":"But in my team and what"},{"speaker":"BILL DEVINE","startTime":3842.18,"endTime":3846.54,"body":"I get to do at Travelers,"},{"speaker":"BILL DEVINE","startTime":3846.54,"endTime":3848.79,"body":"and I always joke I have the"},{"speaker":"BILL DEVINE","startTime":3846.54,"endTime":3848.79,"body":"coolest job in the world,"},{"speaker":"BILL DEVINE","startTime":3848.79,"endTime":3852.06,"body":"is I get to straddle"},{"speaker":"BILL DEVINE","startTime":3848.79,"endTime":3852.06,"body":"that line between both"},{"speaker":"BILL DEVINE","startTime":3852.06,"endTime":3855.75,"body":"and get to work on"},{"speaker":"BILL DEVINE","startTime":3852.06,"endTime":3855.75,"body":"the business side"},{"speaker":"BILL DEVINE","startTime":3855.75,"endTime":3858.09,"body":"but focus almost"},{"speaker":"BILL DEVINE","startTime":3855.75,"endTime":3858.09,"body":"exclusively on how"},{"speaker":"BILL DEVINE","startTime":3858.09,"endTime":3861.39,"body":"technology and things outside"},{"speaker":"BILL DEVINE","startTime":3858.09,"endTime":3861.39,"body":"are changing our business."},{"speaker":"BILL DEVINE","startTime":3861.39,"endTime":3863.95,"body":"And that's really exciting."},{"speaker":"BILL DEVINE","startTime":3863.95,"endTime":3865.95,"body":"And again, only a company"},{"speaker":"BILL DEVINE","startTime":3863.95,"endTime":3865.95,"body":"that has 30,000 people"},{"speaker":"BILL DEVINE","startTime":3865.95,"endTime":3867.93,"body":"gets to create a job like mine."},{"speaker":"BILL DEVINE","startTime":3867.93,"endTime":3870.18,"body":"But it's this idea of I'm"},{"speaker":"BILL DEVINE","startTime":3867.93,"endTime":3870.18,"body":"not a technology person."},{"speaker":"BILL DEVINE","startTime":3870.18,"endTime":3873.22,"body":"I'm actually a business"},{"speaker":"BILL DEVINE","startTime":3870.18,"endTime":3873.22,"body":"person And the idea, though,"},{"speaker":"BILL DEVINE","startTime":3873.22,"endTime":3875.49,"body":"is that we have"},{"speaker":"BILL DEVINE","startTime":3873.22,"endTime":3875.49,"body":"got to figure out"},{"speaker":"BILL DEVINE","startTime":3875.49,"endTime":3878.7,"body":"how to use technology as a tool"},{"speaker":"BILL DEVINE","startTime":3875.49,"endTime":3878.7,"body":"to accelerate our business."},{"speaker":"BILL DEVINE","startTime":3878.7,"endTime":3881.97,"body":"And that is not"},{"speaker":"BILL DEVINE","startTime":3878.7,"endTime":3881.97,"body":"unique to insurance,"},{"speaker":"BILL DEVINE","startTime":3881.97,"endTime":3883.65,"body":"but it is something"},{"speaker":"BILL DEVINE","startTime":3881.97,"endTime":3883.65,"body":"to your point"},{"speaker":"BILL DEVINE","startTime":3883.65,"endTime":3888.18,"body":"that everyone in insurance"},{"speaker":"BILL DEVINE","startTime":3883.65,"endTime":3888.18,"body":"cares about technology."},{"speaker":"BILL DEVINE","startTime":3888.18,"endTime":3891.21,"body":"I mean, good grief, the amount"},{"speaker":"BILL DEVINE","startTime":3888.18,"endTime":3891.21,"body":"of Chat-GPT conversations"},{"speaker":"BILL DEVINE","startTime":3891.21,"endTime":3893.28,"body":"that I have in the halls."},{"speaker":"BILL DEVINE","startTime":3893.28,"endTime":3895.5,"body":"I think everybody"},{"speaker":"BILL DEVINE","startTime":3893.28,"endTime":3895.5,"body":"wants to talk Chat"},{"speaker":"BILL DEVINE","startTime":3895.5,"endTime":3898.41,"body":"and wants to understand"},{"speaker":"BILL DEVINE","startTime":3895.5,"endTime":3898.41,"body":"how is this going to change"},{"speaker":"BILL DEVINE","startTime":3898.41,"endTime":3900.63,"body":"risk selection, risk profiles."},{"speaker":"BILL DEVINE","startTime":3900.63,"endTime":3901.92,"body":"All of that kind of stuff."},{"speaker":"BILL DEVINE","startTime":3901.92,"endTime":3904.89,"body":"Like it is, and as underwriters."},{"speaker":"BILL DEVINE","startTime":3904.89,"endTime":3906.9,"body":"Like we have to"},{"speaker":"BILL DEVINE","startTime":3904.89,"endTime":3906.9,"body":"understand technology"},{"speaker":"BILL DEVINE","startTime":3906.9,"endTime":3909.3,"body":"to be able to write the"},{"speaker":"BILL DEVINE","startTime":3906.9,"endTime":3909.3,"body":"businesses that make up"},{"speaker":"BILL DEVINE","startTime":3909.3,"endTime":3912.6,"body":"the economy who are being"},{"speaker":"BILL DEVINE","startTime":3909.3,"endTime":3912.6,"body":"challenged and changing"},{"speaker":"BILL DEVINE","startTime":3912.6,"endTime":3913.41,"body":"from technology."},{"speaker":"BILL DEVINE","startTime":3913.41,"endTime":3915.24,"body":"It's manufacturing shifts."},{"speaker":"BILL DEVINE","startTime":3915.24,"endTime":3917.85,"body":"One of the biggest industries"},{"speaker":"BILL DEVINE","startTime":3915.24,"endTime":3917.85,"body":"we write is manufacturing."},{"speaker":"BILL DEVINE","startTime":3917.85,"endTime":3920.13,"body":"Think about how much"},{"speaker":"BILL DEVINE","startTime":3917.85,"endTime":3920.13,"body":"technology is changing that"},{"speaker":"BILL DEVINE","startTime":3920.13,"endTime":3924.067,"body":"or what's the future"},{"speaker":"BILL DEVINE","startTime":3920.13,"endTime":3924.067,"body":"with autonomous vehicles"},{"speaker":"BILL DEVINE","startTime":3924.067,"endTime":3924.9,"body":"or things like that."},{"speaker":"BILL DEVINE","startTime":3924.9,"endTime":3925.72,"body":"There's so many."},{"speaker":"BILL DEVINE","startTime":3925.72,"endTime":3926.22,"body":"But yeah."},{"speaker":"BILL DEVINE","startTime":3926.22,"endTime":3929.01,"body":"We all have to care"},{"speaker":"BILL DEVINE","startTime":3926.22,"endTime":3929.01,"body":"about technology."},{"speaker":"BILL DEVINE","startTime":3929.01,"endTime":3932.43,"body":"And the thing that will kind"},{"speaker":"BILL DEVINE","startTime":3929.01,"endTime":3932.43,"body":"of close that thought with"},{"speaker":"BILL DEVINE","startTime":3932.43,"endTime":3937.62,"body":"is one of the realizations"},{"speaker":"BILL DEVINE","startTime":3932.43,"endTime":3937.62,"body":"that the Travelers"},{"speaker":"BILL DEVINE","startTime":3937.62,"endTime":3939.24,"body":"kind of had over"},{"speaker":"BILL DEVINE","startTime":3937.62,"endTime":3939.24,"body":"the last few years"},{"speaker":"BILL DEVINE","startTime":3939.24,"endTime":3941.94,"body":"and really over the last"},{"speaker":"BILL DEVINE","startTime":3939.24,"endTime":3941.94,"body":"decade is the pace of change"},{"speaker":"BILL DEVINE","startTime":3941.94,"endTime":3944.43,"body":"in our business has"},{"speaker":"BILL DEVINE","startTime":3941.94,"endTime":3944.43,"body":"continued to accelerate,"},{"speaker":"BILL DEVINE","startTime":3944.43,"endTime":3947.1,"body":"but not nearly as much as the"},{"speaker":"BILL DEVINE","startTime":3944.43,"endTime":3947.1,"body":"pace of change in technology"},{"speaker":"BILL DEVINE","startTime":3947.1,"endTime":3948.0,"body":"is accelerating."},{"speaker":"REID HOLZWORTH","startTime":3948.0,"endTime":3949.125,"body":"Yeah, fair."},{"speaker":"BILL DEVINE","startTime":3949.125,"endTime":3951.93,"body":"And companies"},{"speaker":"BILL DEVINE","startTime":3949.125,"endTime":3951.93,"body":"that keep a wall up"},{"speaker":"BILL DEVINE","startTime":3951.93,"endTime":3954.51,"body":"between business"},{"speaker":"BILL DEVINE","startTime":3951.93,"endTime":3954.51,"body":"and technology find"},{"speaker":"BILL DEVINE","startTime":3954.51,"endTime":3956.85,"body":"that those two groups are"},{"speaker":"BILL DEVINE","startTime":3954.51,"endTime":3956.85,"body":"drifting farther and farther"},{"speaker":"BILL DEVINE","startTime":3956.85,"endTime":3957.9,"body":"apart."},{"speaker":"BILL DEVINE","startTime":3957.9,"endTime":3961.65,"body":"Because it is harder than ever"},{"speaker":"BILL DEVINE","startTime":3957.9,"endTime":3961.65,"body":"to understand the complexity"},{"speaker":"BILL DEVINE","startTime":3961.65,"endTime":3963.39,"body":"in the insurance industry."},{"speaker":"BILL DEVINE","startTime":3963.39,"endTime":3966.06,"body":"When you start talking about the"},{"speaker":"BILL DEVINE","startTime":3963.39,"endTime":3966.06,"body":"modeling and some of the data"},{"speaker":"BILL DEVINE","startTime":3966.06,"endTime":3967.71,"body":"science stuff going"},{"speaker":"BILL DEVINE","startTime":3966.06,"endTime":3967.71,"body":"on, and then when"},{"speaker":"BILL DEVINE","startTime":3967.71,"endTime":3970.335,"body":"you start talking about all the"},{"speaker":"BILL DEVINE","startTime":3967.71,"endTime":3970.335,"body":"cool stuff going on in the tech"},{"speaker":"BILL DEVINE","startTime":3970.335,"endTime":3972.42,"body":"side and the advancements."},{"speaker":"BILL DEVINE","startTime":3972.42,"endTime":3974.85,"body":"If you don't make"},{"speaker":"BILL DEVINE","startTime":3972.42,"endTime":3974.85,"body":"a concerted effort"},{"speaker":"BILL DEVINE","startTime":3974.85,"endTime":3977.01,"body":"to keep those two"},{"speaker":"BILL DEVINE","startTime":3974.85,"endTime":3977.01,"body":"groups together,"},{"speaker":"BILL DEVINE","startTime":3977.01,"endTime":3981.898,"body":"intertwined, working"},{"speaker":"BILL DEVINE","startTime":3977.01,"endTime":3981.898,"body":"closely, they just diverge."},{"speaker":"BILL DEVINE","startTime":3981.898,"endTime":3983.94,"body":"Because there's just so"},{"speaker":"BILL DEVINE","startTime":3981.898,"endTime":3983.94,"body":"much on the business side"},{"speaker":"BILL DEVINE","startTime":3983.94,"endTime":3985.14,"body":"that you could go"},{"speaker":"BILL DEVINE","startTime":3983.94,"endTime":3985.14,"body":"do and never think"},{"speaker":"BILL DEVINE","startTime":3985.14,"endTime":3986.35,"body":"about tech and vice versa."},{"speaker":"BILL DEVINE","startTime":3986.35,"endTime":3989.55,"body":"So Travelers, in particular,"},{"speaker":"BILL DEVINE","startTime":3986.35,"endTime":3989.55,"body":"has done a lot around"},{"speaker":"BILL DEVINE","startTime":3989.55,"endTime":3991.62,"body":"whether it's technology"},{"speaker":"BILL DEVINE","startTime":3989.55,"endTime":3991.62,"body":"education for business"},{"speaker":"BILL DEVINE","startTime":3991.62,"endTime":3994.54,"body":"people, business education,"},{"speaker":"BILL DEVINE","startTime":3991.62,"endTime":3994.54,"body":"for technology people,"},{"speaker":"BILL DEVINE","startTime":3994.54,"endTime":3996.04,"body":"you've got to keep"},{"speaker":"BILL DEVINE","startTime":3994.54,"endTime":3996.04,"body":"challenging that."},{"speaker":"BILL DEVINE","startTime":3996.04,"endTime":3998.43,"body":"And it's I completely"},{"speaker":"BILL DEVINE","startTime":3996.04,"endTime":3998.43,"body":"agree with your thought"},{"speaker":"BILL DEVINE","startTime":3998.43,"endTime":4001.25,"body":"of like anyone in"},{"speaker":"BILL DEVINE","startTime":3998.43,"endTime":4001.25,"body":"insurance should"},{"speaker":"BILL DEVINE","startTime":4001.25,"endTime":4003.977,"body":"care about insurance tech."},{"speaker":"REID HOLZWORTH","startTime":4003.977,"endTime":4005.06,"body":"All right."},{"speaker":"REID HOLZWORTH","startTime":4005.06,"endTime":4006.14,"body":"Bill Devine, folks."},{"speaker":"REID HOLZWORTH","startTime":4006.14,"endTime":4007.7,"body":"What an awesome individual."},{"speaker":"REID HOLZWORTH","startTime":4007.7,"endTime":4009.75,"body":"It's really interesting stuff."},{"speaker":"REID HOLZWORTH","startTime":4009.75,"endTime":4011.833,"body":"I love the story about how"},{"speaker":"REID HOLZWORTH","startTime":4009.75,"endTime":4011.833,"body":"we fell into insurance."},{"speaker":"REID HOLZWORTH","startTime":4011.833,"endTime":4013.208,"body":"I love everybody's"},{"speaker":"REID HOLZWORTH","startTime":4011.833,"endTime":4013.208,"body":"story on that,"},{"speaker":"REID HOLZWORTH","startTime":4013.208,"endTime":4014.3,"body":"but it just kind of funny."},{"speaker":"REID HOLZWORTH","startTime":4014.3,"endTime":4018.38,"body":"Free parking gets you"},{"speaker":"REID HOLZWORTH","startTime":4014.3,"endTime":4018.38,"body":"into insurance, right?"},{"speaker":"REID HOLZWORTH","startTime":4018.38,"endTime":4019.46,"body":"It's funny stuff."},{"speaker":"REID HOLZWORTH","startTime":4019.46,"endTime":4021.74,"body":"But Bill is just so"},{"speaker":"REID HOLZWORTH","startTime":4019.46,"endTime":4021.74,"body":"connected in the industry."},{"speaker":"REID HOLZWORTH","startTime":4021.74,"endTime":4022.82,"body":"He knows so much."},{"speaker":"REID HOLZWORTH","startTime":4022.82,"endTime":4025.04,"body":"Knows so many"},{"speaker":"REID HOLZWORTH","startTime":4022.82,"endTime":4025.04,"body":"people, and is also"},{"speaker":"REID HOLZWORTH","startTime":4025.04,"endTime":4027.92,"body":"interesting for me his"},{"speaker":"REID HOLZWORTH","startTime":4025.04,"endTime":4027.92,"body":"Southern California roots"},{"speaker":"REID HOLZWORTH","startTime":4027.92,"endTime":4032.66,"body":"and us going to some of the"},{"speaker":"REID HOLZWORTH","startTime":4027.92,"endTime":4032.66,"body":"same surf spots and whatnot."},{"speaker":"REID HOLZWORTH","startTime":4032.66,"endTime":4033.62,"body":"It's pretty cool."},{"speaker":"REID HOLZWORTH","startTime":4033.62,"endTime":4037.67,"body":"Bill's a cool guy from"},{"speaker":"REID HOLZWORTH","startTime":4033.62,"endTime":4037.67,"body":"going to creative writing"},{"speaker":"REID HOLZWORTH","startTime":4037.67,"endTime":4040.82,"body":"to wanting to write screenplays"},{"speaker":"REID HOLZWORTH","startTime":4037.67,"endTime":4040.82,"body":"to becoming an attorney,"},{"speaker":"REID HOLZWORTH","startTime":4040.82,"endTime":4043.61,"body":"and then to falling into"},{"speaker":"REID HOLZWORTH","startTime":4040.82,"endTime":4043.61,"body":"an insurance, right?"},{"speaker":"REID HOLZWORTH","startTime":4043.61,"endTime":4046.97,"body":"And he's done a lot"},{"speaker":"REID HOLZWORTH","startTime":4043.61,"endTime":4046.97,"body":"within our industry."},{"speaker":"REID HOLZWORTH","startTime":4046.97,"endTime":4051.44,"body":"And I love Bill's"},{"speaker":"REID HOLZWORTH","startTime":4046.97,"endTime":4051.44,"body":"confidence in where"},{"speaker":"REID HOLZWORTH","startTime":4051.44,"endTime":4055.19,"body":"they stand in the industry"},{"speaker":"REID HOLZWORTH","startTime":4051.44,"endTime":4055.19,"body":"and how they really embrace"},{"speaker":"REID HOLZWORTH","startTime":4055.19,"endTime":4057.08,"body":"technology at Travelers."},{"speaker":"REID HOLZWORTH","startTime":4057.08,"endTime":4058.61,"body":"Now I'm going to say this."},{"speaker":"REID HOLZWORTH","startTime":4058.61,"endTime":4061.34,"body":"Travelers is one of"},{"speaker":"REID HOLZWORTH","startTime":4058.61,"endTime":4061.34,"body":"our top customers,"},{"speaker":"REID HOLZWORTH","startTime":4061.34,"endTime":4063.47,"body":"not just financially,"},{"speaker":"REID HOLZWORTH","startTime":4061.34,"endTime":4063.47,"body":"but they're"},{"speaker":"REID HOLZWORTH","startTime":4063.47,"endTime":4066.44,"body":"one of our top customers because"},{"speaker":"REID HOLZWORTH","startTime":4063.47,"endTime":4066.44,"body":"they really act as a partner."},{"speaker":"REID HOLZWORTH","startTime":4066.44,"endTime":4071.54,"body":"Like their team, I mean, guys"},{"speaker":"REID HOLZWORTH","startTime":4066.44,"endTime":4071.54,"body":"like Tim Lewis, Sean Ramalho,"},{"speaker":"REID HOLZWORTH","startTime":4071.54,"endTime":4075.89,"body":"Bob Jenkins, Bill Devine, all"},{"speaker":"REID HOLZWORTH","startTime":4071.54,"endTime":4075.89,"body":"these guys, they're open arms."},{"speaker":"REID HOLZWORTH","startTime":4075.89,"endTime":4078.512,"body":"And say, hey guys,"},{"speaker":"REID HOLZWORTH","startTime":4075.89,"endTime":4078.512,"body":"show us what you got."},{"speaker":"REID HOLZWORTH","startTime":4078.512,"endTime":4079.97,"body":"Show us what you're"},{"speaker":"REID HOLZWORTH","startTime":4078.512,"endTime":4079.97,"body":"thinking about."},{"speaker":"REID HOLZWORTH","startTime":4079.97,"endTime":4081.29,"body":"What are you doing here?"},{"speaker":"REID HOLZWORTH","startTime":4081.29,"endTime":4082.73,"body":"It's really true."},{"speaker":"REID HOLZWORTH","startTime":4082.73,"endTime":4085.49,"body":"The stuff he's talking"},{"speaker":"REID HOLZWORTH","startTime":4082.73,"endTime":4085.49,"body":"about is very, very true."},{"speaker":"REID HOLZWORTH","startTime":4085.49,"endTime":4088.04,"body":"And Bill is just"},{"speaker":"REID HOLZWORTH","startTime":4085.49,"endTime":4088.04,"body":"very knowledgeable,"},{"speaker":"REID HOLZWORTH","startTime":4088.04,"endTime":4089.36,"body":"and he's a fun guy."},{"speaker":"REID HOLZWORTH","startTime":4089.36,"endTime":4092.99,"body":"I spoke on stage at the"},{"speaker":"REID HOLZWORTH","startTime":4089.36,"endTime":4092.99,"body":"InsurTech event in Savannah"},{"speaker":"REID HOLZWORTH","startTime":4092.99,"endTime":4093.68,"body":"with him."},{"speaker":"REID HOLZWORTH","startTime":4093.68,"endTime":4095.02,"body":"We just had a great time."},{"speaker":"REID HOLZWORTH","startTime":4095.02,"endTime":4096.08,"body":"It was fun stuff."},{"speaker":"REID HOLZWORTH","startTime":4096.08,"endTime":4099.63,"body":"But look, Bill Devine, awesome."},{"speaker":"REID HOLZWORTH","startTime":4099.63,"endTime":4101.819,"body":"Thank you for"},{"speaker":"REID HOLZWORTH","startTime":4099.63,"endTime":4101.819,"body":"coming on the show."},{"speaker":"REID HOLZWORTH","startTime":4101.819,"endTime":4105.47,"body":"I think we're going to try to"},{"speaker":"REID HOLZWORTH","startTime":4101.819,"endTime":4105.47,"body":"go a level deeper with Bill."},{"speaker":"REID HOLZWORTH","startTime":4105.47,"endTime":4106.939,"body":"We're going to set"},{"speaker":"REID HOLZWORTH","startTime":4105.47,"endTime":4106.939,"body":"up another call."},{"speaker":"REID HOLZWORTH","startTime":4106.939,"endTime":4108.981,"body":"We're going to do another"},{"speaker":"REID HOLZWORTH","startTime":4106.939,"endTime":4108.981,"body":"episode because there's"},{"speaker":"REID HOLZWORTH","startTime":4108.981,"endTime":4110.779,"body":"a lot more there with Bill."},{"speaker":"REID HOLZWORTH","startTime":4110.779,"endTime":4114.35,"body":"And by the way, I've got 11"},{"speaker":"REID HOLZWORTH","startTime":4110.779,"endTime":4114.35,"body":"puppies here in my house."},{"speaker":"REID HOLZWORTH","startTime":4114.35,"endTime":4116.45,"body":"If you hear this crazy"},{"speaker":"REID HOLZWORTH","startTime":4114.35,"endTime":4116.45,"body":"background noise,"},{"speaker":"REID HOLZWORTH","startTime":4116.45,"endTime":4117.51,"body":"that's what's going on."},{"speaker":"REID HOLZWORTH","startTime":4117.51,"endTime":4120.26,"body":"They're all fighting over"},{"speaker":"REID HOLZWORTH","startTime":4117.51,"endTime":4120.26,"body":"a big ball right now."},{"speaker":"REID HOLZWORTH","startTime":4120.26,"endTime":4121.58,"body":"So, sorry about that."},{"speaker":"REID HOLZWORTH","startTime":4121.58,"endTime":4123.72,"body":"But, yeah, stay tuned."},{"speaker":"REID HOLZWORTH","startTime":4123.72,"endTime":4125.919,"body":"It's going to be awesome."}]}