{"version":"1.0.0","segments":[{"speaker":"CASEY KEMPTON","startTime":0.0,"endTime":2.69,"body":"Truly,"},{"speaker":"CASEY KEMPTON","startTime":0.0,"endTime":2.69,"body":"if I had a magic wand,"},{"speaker":"CASEY KEMPTON","startTime":2.69,"endTime":4.76,"body":"we could deliver faster."},{"speaker":"CASEY KEMPTON","startTime":4.76,"endTime":7.37,"body":"We could move quicker if"},{"speaker":"CASEY KEMPTON","startTime":4.76,"endTime":7.37,"body":"all the complexity that"},{"speaker":"CASEY KEMPTON","startTime":7.37,"endTime":10.4,"body":"comes with managing 50 different"},{"speaker":"CASEY KEMPTON","startTime":7.37,"endTime":10.4,"body":"markets as an actual player"},{"speaker":"CASEY KEMPTON","startTime":10.4,"endTime":11.45,"body":"wasn't there."},{"speaker":"CASEY KEMPTON","startTime":11.45,"endTime":13.88,"body":"There are tools, I think,"},{"speaker":"CASEY KEMPTON","startTime":11.45,"endTime":13.88,"body":"that have done a great job"},{"speaker":"CASEY KEMPTON","startTime":13.88,"endTime":16.46,"body":"through the years of"},{"speaker":"CASEY KEMPTON","startTime":13.88,"endTime":16.46,"body":"standardizing that and bringing"},{"speaker":"CASEY KEMPTON","startTime":16.46,"endTime":18.96,"body":"that regulation and packaging"},{"speaker":"CASEY KEMPTON","startTime":16.46,"endTime":18.96,"body":"it every way they can."},{"speaker":"CASEY KEMPTON","startTime":18.96,"endTime":21.53,"body":"So carriers don't have"},{"speaker":"CASEY KEMPTON","startTime":18.96,"endTime":21.53,"body":"to directly manage"},{"speaker":"CASEY KEMPTON","startTime":21.53,"endTime":24.81,"body":"all of that complexity."},{"speaker":"SPEAKER","startTime":24.81,"endTime":27.11,"body":"This is The"},{"speaker":"SPEAKER","startTime":24.81,"endTime":27.11,"body":"Insurance Technology Podcast"},{"speaker":"SPEAKER","startTime":27.11,"endTime":28.61,"body":"where we bring"},{"speaker":"SPEAKER","startTime":27.11,"endTime":28.61,"body":"interesting people"},{"speaker":"SPEAKER","startTime":28.61,"endTime":30.35,"body":"from across the"},{"speaker":"SPEAKER","startTime":28.61,"endTime":30.35,"body":"insurance ecosystem"},{"speaker":"SPEAKER","startTime":30.35,"endTime":32.0,"body":"to discuss and"},{"speaker":"SPEAKER","startTime":30.35,"endTime":32.0,"body":"debate technology's"},{"speaker":"SPEAKER","startTime":32.0,"endTime":33.93,"body":"impact on the industry."},{"speaker":"SPEAKER","startTime":33.93,"endTime":36.74,"body":"Join us each episode for"},{"speaker":"SPEAKER","startTime":33.93,"endTime":36.74,"body":"insights and best practices"},{"speaker":"SPEAKER","startTime":36.74,"endTime":40.08,"body":"from industry stewards"},{"speaker":"SPEAKER","startTime":36.74,"endTime":40.08,"body":"and tomorrow's innovators."},{"speaker":"SPEAKER","startTime":40.08,"endTime":42.95,"body":"Now, here's your"},{"speaker":"SPEAKER","startTime":40.08,"endTime":42.95,"body":"host, Reid Holzworth."},{"speaker":"REID HOLZWORTH","startTime":45.99,"endTime":48.96,"body":"And we're back"},{"speaker":"REID HOLZWORTH","startTime":45.99,"endTime":48.96,"body":"with our amazing guest, Casey"},{"speaker":"REID HOLZWORTH","startTime":48.96,"endTime":50.55,"body":"Kempton."},{"speaker":"REID HOLZWORTH","startTime":50.55,"endTime":54.43,"body":"In this episode, we're going to"},{"speaker":"REID HOLZWORTH","startTime":50.55,"endTime":54.43,"body":"get more into agency adoption."},{"speaker":"REID HOLZWORTH","startTime":54.43,"endTime":56.46,"body":"We're going to continue"},{"speaker":"REID HOLZWORTH","startTime":54.43,"endTime":56.46,"body":"that conversation."},{"speaker":"REID HOLZWORTH","startTime":56.46,"endTime":59.31,"body":"We're also going to"},{"speaker":"REID HOLZWORTH","startTime":56.46,"endTime":59.31,"body":"bring up something"},{"speaker":"REID HOLZWORTH","startTime":59.31,"endTime":62.34,"body":"that makes people a little"},{"speaker":"REID HOLZWORTH","startTime":59.31,"endTime":62.34,"body":"uncomfortable in this industry."},{"speaker":"REID HOLZWORTH","startTime":62.34,"endTime":63.13,"body":"Here it is."},{"speaker":"REID HOLZWORTH","startTime":63.13,"endTime":64.14,"body":"You ready for it?"},{"speaker":"REID HOLZWORTH","startTime":64.14,"endTime":67.41,"body":"Commercial lines"},{"speaker":"REID HOLZWORTH","startTime":64.14,"endTime":67.41,"body":"comparative rater."},{"speaker":"REID HOLZWORTH","startTime":67.41,"endTime":68.34,"body":"Oh, no."},{"speaker":"REID HOLZWORTH","startTime":68.34,"endTime":71.13,"body":"Don't say rater around"},{"speaker":"REID HOLZWORTH","startTime":68.34,"endTime":71.13,"body":"commercial lines."},{"speaker":"REID HOLZWORTH","startTime":71.13,"endTime":72.72,"body":"Bad news."},{"speaker":"REID HOLZWORTH","startTime":72.72,"endTime":73.35,"body":"Bad news."},{"speaker":"REID HOLZWORTH","startTime":73.35,"endTime":74.56,"body":"We're going to get into that."},{"speaker":"REID HOLZWORTH","startTime":74.56,"endTime":75.96,"body":"It's a great conversation."},{"speaker":"REID HOLZWORTH","startTime":75.96,"endTime":78.63,"body":"And look, we're also"},{"speaker":"REID HOLZWORTH","startTime":75.96,"endTime":78.63,"body":"going to ask Casey"},{"speaker":"REID HOLZWORTH","startTime":78.63,"endTime":81.84,"body":"if she could change anything"},{"speaker":"REID HOLZWORTH","startTime":78.63,"endTime":81.84,"body":"in the industry, what would she"},{"speaker":"REID HOLZWORTH","startTime":81.84,"endTime":82.35,"body":"change?"},{"speaker":"REID HOLZWORTH","startTime":82.35,"endTime":83.95,"body":"Really interesting answer."},{"speaker":"REID HOLZWORTH","startTime":83.95,"endTime":84.57,"body":"So stay tuned."},{"speaker":"REID HOLZWORTH","startTime":84.57,"endTime":86.93,"body":"It's really, really good."},{"speaker":"REID HOLZWORTH","startTime":86.93,"endTime":88.18,"body":"The adoption is getting there."},{"speaker":"REID HOLZWORTH","startTime":88.18,"endTime":89.8,"body":"It's getting there"},{"speaker":"REID HOLZWORTH","startTime":88.18,"endTime":89.8,"body":"on the agency side."},{"speaker":"REID HOLZWORTH","startTime":89.8,"endTime":90.467,"body":"That's for sure."},{"speaker":"REID HOLZWORTH","startTime":90.467,"endTime":91.65,"body":"But it's still not there."},{"speaker":"REID HOLZWORTH","startTime":91.65,"endTime":93.45,"body":"And I'd love your opinion."},{"speaker":"REID HOLZWORTH","startTime":93.45,"endTime":95.43,"body":"There are some"},{"speaker":"REID HOLZWORTH","startTime":93.45,"endTime":95.43,"body":"carriers out there"},{"speaker":"REID HOLZWORTH","startTime":95.43,"endTime":99.12,"body":"that are still really"},{"speaker":"REID HOLZWORTH","startTime":95.43,"endTime":99.12,"body":"pushing back on this."},{"speaker":"REID HOLZWORTH","startTime":99.12,"endTime":103.32,"body":"They believe in their mind that"},{"speaker":"REID HOLZWORTH","startTime":99.12,"endTime":103.32,"body":"hey, I have better conversion"},{"speaker":"REID HOLZWORTH","startTime":103.32,"endTime":106.95,"body":"ratio of somebody going directly"},{"speaker":"REID HOLZWORTH","startTime":103.32,"endTime":106.95,"body":"to my portal than going to one"},{"speaker":"REID HOLZWORTH","startTime":106.95,"endTime":110.43,"body":"of these raters, if you will."},{"speaker":"REID HOLZWORTH","startTime":110.43,"endTime":114.0,"body":"And listen, everybody's going to"},{"speaker":"REID HOLZWORTH","startTime":110.43,"endTime":114.0,"body":"go to me anyways, so why would"},{"speaker":"REID HOLZWORTH","startTime":114.0,"endTime":117.06,"body":"I want to do that?"},{"speaker":"REID HOLZWORTH","startTime":117.06,"endTime":119.982,"body":"I think it's an old"},{"speaker":"REID HOLZWORTH","startTime":117.06,"endTime":119.982,"body":"way of thinking."},{"speaker":"REID HOLZWORTH","startTime":119.982,"endTime":121.44,"body":"I mean, I'm not"},{"speaker":"REID HOLZWORTH","startTime":119.982,"endTime":121.44,"body":"going to name names"},{"speaker":"REID HOLZWORTH","startTime":121.44,"endTime":122.95,"body":"of ones that are doing this."},{"speaker":"REID HOLZWORTH","startTime":122.95,"endTime":124.77,"body":"But I'd love to get your"},{"speaker":"REID HOLZWORTH","startTime":122.95,"endTime":124.77,"body":"opinion because you guys are"},{"speaker":"REID HOLZWORTH","startTime":124.77,"endTime":126.28,"body":"the opposite of"},{"speaker":"REID HOLZWORTH","startTime":124.77,"endTime":126.28,"body":"that, in my opinion."},{"speaker":"REID HOLZWORTH","startTime":126.28,"endTime":127.41,"body":"I mean, correct me if I'm wrong."},{"speaker":"REID HOLZWORTH","startTime":127.41,"endTime":129.368,"body":"But like you said, you're"},{"speaker":"REID HOLZWORTH","startTime":127.41,"endTime":129.368,"body":"very entrepreneurial."},{"speaker":"REID HOLZWORTH","startTime":129.368,"endTime":130.35,"body":"You're opening it up."},{"speaker":"CASEY KEMPTON","startTime":130.35,"endTime":130.8,"body":"Yeah."},{"speaker":"CASEY KEMPTON","startTime":130.8,"endTime":132.27,"body":"Just think of the problem space."},{"speaker":"CASEY KEMPTON","startTime":132.27,"endTime":133.83,"body":"If I'm an agent and"},{"speaker":"CASEY KEMPTON","startTime":132.27,"endTime":133.83,"body":"I've got a risk,"},{"speaker":"CASEY KEMPTON","startTime":133.83,"endTime":135.522,"body":"I've got to pre-qualify"},{"speaker":"CASEY KEMPTON","startTime":133.83,"endTime":135.522,"body":"that in my head."},{"speaker":"CASEY KEMPTON","startTime":135.522,"endTime":137.73,"body":"I'm already going to have"},{"speaker":"CASEY KEMPTON","startTime":135.522,"endTime":137.73,"body":"an idea about which carrier"},{"speaker":"CASEY KEMPTON","startTime":137.73,"endTime":140.49,"body":"I want to go to"},{"speaker":"CASEY KEMPTON","startTime":137.73,"endTime":140.49,"body":"and how to get that"},{"speaker":"CASEY KEMPTON","startTime":140.49,"endTime":143.88,"body":"done most effectively for my"},{"speaker":"CASEY KEMPTON","startTime":140.49,"endTime":143.88,"body":"client and easiest for me,"},{"speaker":"CASEY KEMPTON","startTime":143.88,"endTime":145.5,"body":"so I can move on"},{"speaker":"CASEY KEMPTON","startTime":143.88,"endTime":145.5,"body":"to the next thing."},{"speaker":"CASEY KEMPTON","startTime":145.5,"endTime":147.34,"body":"It's a busy desk job."},{"speaker":"CASEY KEMPTON","startTime":147.34,"endTime":151.8,"body":"And when I don't have time"},{"speaker":"CASEY KEMPTON","startTime":147.34,"endTime":151.8,"body":"to go into five, six, seven"},{"speaker":"CASEY KEMPTON","startTime":151.8,"endTime":154.71,"body":"different portals, and"},{"speaker":"CASEY KEMPTON","startTime":151.8,"endTime":154.71,"body":"I only go to three,"},{"speaker":"CASEY KEMPTON","startTime":154.71,"endTime":158.43,"body":"then like a 33% bind"},{"speaker":"CASEY KEMPTON","startTime":154.71,"endTime":158.43,"body":"rate on the carrier side"},{"speaker":"CASEY KEMPTON","startTime":158.43,"endTime":159.803,"body":"makes good sense, right?"},{"speaker":"CASEY KEMPTON","startTime":159.803,"endTime":160.47,"body":"They pick three."},{"speaker":"CASEY KEMPTON","startTime":160.47,"endTime":162.3,"body":"They thought they were"},{"speaker":"CASEY KEMPTON","startTime":160.47,"endTime":162.3,"body":"all viable options,"},{"speaker":"CASEY KEMPTON","startTime":162.3,"endTime":164.55,"body":"seems reasonable that I"},{"speaker":"CASEY KEMPTON","startTime":162.3,"endTime":164.55,"body":"should win a third of the time"},{"speaker":"CASEY KEMPTON","startTime":164.55,"endTime":167.55,"body":"or 40% of the time,"},{"speaker":"CASEY KEMPTON","startTime":164.55,"endTime":167.55,"body":"whatever that might be."},{"speaker":"CASEY KEMPTON","startTime":167.55,"endTime":171.48,"body":"In rater, when five"},{"speaker":"CASEY KEMPTON","startTime":167.55,"endTime":171.48,"body":"markets are quoted,"},{"speaker":"CASEY KEMPTON","startTime":171.48,"endTime":175.65,"body":"it's more options than the"},{"speaker":"CASEY KEMPTON","startTime":171.48,"endTime":175.65,"body":"agent would have otherwise seen."},{"speaker":"CASEY KEMPTON","startTime":175.65,"endTime":177.85,"body":"So now, you have to"},{"speaker":"CASEY KEMPTON","startTime":175.65,"endTime":177.85,"body":"think differently"},{"speaker":"CASEY KEMPTON","startTime":177.85,"endTime":181.93,"body":"about how you present your"},{"speaker":"CASEY KEMPTON","startTime":177.85,"endTime":181.93,"body":"products on platform, how they"},{"speaker":"CASEY KEMPTON","startTime":181.93,"endTime":185.99,"body":"come across to agents where"},{"speaker":"CASEY KEMPTON","startTime":181.93,"endTime":185.99,"body":"your value proposition rings"},{"speaker":"CASEY KEMPTON","startTime":185.99,"endTime":186.49,"body":"through."},{"speaker":"CASEY KEMPTON","startTime":186.49,"endTime":189.13,"body":"And as they have been"},{"speaker":"CASEY KEMPTON","startTime":186.49,"endTime":189.13,"body":"doing in personal lines"},{"speaker":"CASEY KEMPTON","startTime":189.13,"endTime":192.61,"body":"for decades, how do"},{"speaker":"CASEY KEMPTON","startTime":189.13,"endTime":192.61,"body":"you put your coverage,"},{"speaker":"CASEY KEMPTON","startTime":192.61,"endTime":196.03,"body":"your features together"},{"speaker":"CASEY KEMPTON","startTime":192.61,"endTime":196.03,"body":"in a way that satisfies"},{"speaker":"CASEY KEMPTON","startTime":196.03,"endTime":197.65,"body":"what the agent is looking for."},{"speaker":"CASEY KEMPTON","startTime":197.65,"endTime":199.63,"body":"And some want full"},{"speaker":"CASEY KEMPTON","startTime":197.65,"endTime":199.63,"body":"coverage apples"},{"speaker":"CASEY KEMPTON","startTime":199.63,"endTime":202.72,"body":"to apples, all the bells"},{"speaker":"CASEY KEMPTON","startTime":199.63,"endTime":202.72,"body":"and whistles side by side."},{"speaker":"CASEY KEMPTON","startTime":202.72,"endTime":206.77,"body":"And others would be looking"},{"speaker":"CASEY KEMPTON","startTime":202.72,"endTime":206.77,"body":"more for how you show the lowest"},{"speaker":"CASEY KEMPTON","startTime":206.77,"endTime":209.8,"body":"price point, and then let me"},{"speaker":"CASEY KEMPTON","startTime":206.77,"endTime":209.8,"body":"build it up in your portal"},{"speaker":"CASEY KEMPTON","startTime":209.8,"endTime":212.02,"body":"once I bridge over."},{"speaker":"CASEY KEMPTON","startTime":212.02,"endTime":216.4,"body":"So you just have to be, I think,"},{"speaker":"CASEY KEMPTON","startTime":212.02,"endTime":216.4,"body":"aware that this is the problem"},{"speaker":"CASEY KEMPTON","startTime":216.4,"endTime":216.91,"body":"space."},{"speaker":"CASEY KEMPTON","startTime":216.91,"endTime":219.31,"body":"And it hasn't actually"},{"speaker":"CASEY KEMPTON","startTime":216.91,"endTime":219.31,"body":"sorted itself out."},{"speaker":"CASEY KEMPTON","startTime":219.31,"endTime":223.06,"body":"And the tools that are very"},{"speaker":"CASEY KEMPTON","startTime":219.31,"endTime":223.06,"body":"flexible that give agents"},{"speaker":"CASEY KEMPTON","startTime":223.06,"endTime":225.73,"body":"the power to set that up"},{"speaker":"CASEY KEMPTON","startTime":223.06,"endTime":225.73,"body":"the way that they want it"},{"speaker":"CASEY KEMPTON","startTime":225.73,"endTime":229.45,"body":"set up for their"},{"speaker":"CASEY KEMPTON","startTime":225.73,"endTime":229.45,"body":"particular situation,"},{"speaker":"CASEY KEMPTON","startTime":229.45,"endTime":232.15,"body":"carriers having the"},{"speaker":"CASEY KEMPTON","startTime":229.45,"endTime":232.15,"body":"flexibility to not only take it"},{"speaker":"CASEY KEMPTON","startTime":232.15,"endTime":236.02,"body":"in one way in one setup and have"},{"speaker":"CASEY KEMPTON","startTime":232.15,"endTime":236.02,"body":"the flexibility around that,"},{"speaker":"CASEY KEMPTON","startTime":236.02,"endTime":237.38,"body":"that's how we learn."},{"speaker":"CASEY KEMPTON","startTime":237.38,"endTime":240.98,"body":"So if we don't engage,"},{"speaker":"CASEY KEMPTON","startTime":237.38,"endTime":240.98,"body":"then we don't learn."},{"speaker":"CASEY KEMPTON","startTime":240.98,"endTime":243.61,"body":"And I think as an"},{"speaker":"CASEY KEMPTON","startTime":240.98,"endTime":243.61,"body":"industry, we really"},{"speaker":"CASEY KEMPTON","startTime":243.61,"endTime":245.33,"body":"have to do this together."},{"speaker":"CASEY KEMPTON","startTime":245.33,"endTime":247.69,"body":"I think that agents"},{"speaker":"CASEY KEMPTON","startTime":245.33,"endTime":247.69,"body":"have been asking."},{"speaker":"CASEY KEMPTON","startTime":247.69,"endTime":250.81,"body":"The first time I heard the"},{"speaker":"CASEY KEMPTON","startTime":247.69,"endTime":250.81,"body":"acronym SEMCI, Single Entry"},{"speaker":"CASEY KEMPTON","startTime":250.81,"endTime":254.38,"body":"Multi-Carrier"},{"speaker":"CASEY KEMPTON","startTime":250.81,"endTime":254.38,"body":"Interface, was in 2002."},{"speaker":"CASEY KEMPTON","startTime":254.38,"endTime":259.39,"body":"And at that moment, I"},{"speaker":"CASEY KEMPTON","startTime":254.38,"endTime":259.39,"body":"thought, of course, like yes."},{"speaker":"CASEY KEMPTON","startTime":259.39,"endTime":261.399,"body":"And here we are."},{"speaker":"CASEY KEMPTON","startTime":261.399,"endTime":263.77,"body":"And I'm still"},{"speaker":"CASEY KEMPTON","startTime":261.399,"endTime":263.77,"body":"getting the question."},{"speaker":"CASEY KEMPTON","startTime":263.77,"endTime":265.12,"body":"What is SEMCI?"},{"speaker":"CASEY KEMPTON","startTime":265.12,"endTime":267.1,"body":"Now, maybe that's like"},{"speaker":"CASEY KEMPTON","startTime":265.12,"endTime":267.1,"body":"a total nerd term,"},{"speaker":"CASEY KEMPTON","startTime":267.1,"endTime":269.03,"body":"and I just haven't"},{"speaker":"CASEY KEMPTON","startTime":267.1,"endTime":269.03,"body":"figured that out yet."},{"speaker":"CASEY KEMPTON","startTime":269.03,"endTime":271.21,"body":"But I still get a"},{"speaker":"CASEY KEMPTON","startTime":269.03,"endTime":271.21,"body":"lot of questions."},{"speaker":"CASEY KEMPTON","startTime":271.21,"endTime":272.56,"body":"What does that mean?"},{"speaker":"CASEY KEMPTON","startTime":272.56,"endTime":274.21,"body":"I just answered one yesterday."},{"speaker":"CASEY KEMPTON","startTime":274.21,"endTime":275.8,"body":"What does that mean?"},{"speaker":"CASEY KEMPTON","startTime":275.8,"endTime":279.31,"body":"What is this multi-terminal"},{"speaker":"CASEY KEMPTON","startTime":275.8,"endTime":279.31,"body":"concept, this swivel chair"},{"speaker":"CASEY KEMPTON","startTime":279.31,"endTime":281.1,"body":"concept?"},{"speaker":"CASEY KEMPTON","startTime":281.1,"endTime":285.25,"body":"It's not ubiquitous just"},{"speaker":"CASEY KEMPTON","startTime":281.1,"endTime":285.25,"body":"yet in terms of the value"},{"speaker":"CASEY KEMPTON","startTime":285.25,"endTime":286.665,"body":"and the power of"},{"speaker":"CASEY KEMPTON","startTime":285.25,"endTime":286.665,"body":"this technology."},{"speaker":"CASEY KEMPTON","startTime":286.665,"endTime":288.04,"body":"In personal lines,"},{"speaker":"CASEY KEMPTON","startTime":286.665,"endTime":288.04,"body":"you say rater,"},{"speaker":"CASEY KEMPTON","startTime":288.04,"endTime":290.44,"body":"and everybody knows what"},{"speaker":"CASEY KEMPTON","startTime":288.04,"endTime":290.44,"body":"you're talking about."},{"speaker":"CASEY KEMPTON","startTime":290.44,"endTime":292.9,"body":"There's no question about that."},{"speaker":"CASEY KEMPTON","startTime":292.9,"endTime":294.73,"body":"So how do we bridge that?"},{"speaker":"CASEY KEMPTON","startTime":294.73,"endTime":297.01,"body":"And I don't know that"},{"speaker":"CASEY KEMPTON","startTime":294.73,"endTime":297.01,"body":"in personal lines,"},{"speaker":"CASEY KEMPTON","startTime":297.01,"endTime":300.16,"body":"it's limited to what we would"},{"speaker":"CASEY KEMPTON","startTime":297.01,"endTime":300.16,"body":"call mass market products"},{"speaker":"CASEY KEMPTON","startTime":300.16,"endTime":301.51,"body":"or down market products."},{"speaker":"CASEY KEMPTON","startTime":301.51,"endTime":304.9,"body":"It has applicability across"},{"speaker":"CASEY KEMPTON","startTime":301.51,"endTime":304.9,"body":"the spectrum of personal lines"},{"speaker":"CASEY KEMPTON","startTime":304.9,"endTime":307.232,"body":"risk, some of"},{"speaker":"CASEY KEMPTON","startTime":304.9,"endTime":307.232,"body":"which might be more"},{"speaker":"CASEY KEMPTON","startTime":307.232,"endTime":309.565,"body":"akin to the complexity of"},{"speaker":"CASEY KEMPTON","startTime":307.232,"endTime":309.565,"body":"what we see in small business."},{"speaker":"REID HOLZWORTH","startTime":311.94,"endTime":313.69,"body":"Where"},{"speaker":"REID HOLZWORTH","startTime":311.94,"endTime":313.69,"body":"do you see it going?"},{"speaker":"REID HOLZWORTH","startTime":313.69,"endTime":315.217,"body":"So OK, five years."},{"speaker":"REID HOLZWORTH","startTime":315.217,"endTime":316.3,"body":"So look, here's the thing."},{"speaker":"REID HOLZWORTH","startTime":316.3,"endTime":318.88,"body":"On the rater, we"},{"speaker":"REID HOLZWORTH","startTime":316.3,"endTime":318.88,"body":"couldn't even say,"},{"speaker":"REID HOLZWORTH","startTime":318.88,"endTime":322.6,"body":"I could not say commercial"},{"speaker":"REID HOLZWORTH","startTime":318.88,"endTime":322.6,"body":"lines comparative rater up"},{"speaker":"REID HOLZWORTH","startTime":322.6,"endTime":327.67,"body":"until maybe a year"},{"speaker":"REID HOLZWORTH","startTime":322.6,"endTime":327.67,"body":"ago, seriously."},{"speaker":"REID HOLZWORTH","startTime":327.67,"endTime":330.26,"body":"Maybe two years, I'll"},{"speaker":"REID HOLZWORTH","startTime":327.67,"endTime":330.26,"body":"give it two years."},{"speaker":"REID HOLZWORTH","startTime":330.26,"endTime":332.617,"body":"But before that,"},{"speaker":"REID HOLZWORTH","startTime":330.26,"endTime":332.617,"body":"I mean, carriers"},{"speaker":"REID HOLZWORTH","startTime":332.617,"endTime":333.7,"body":"want to run for the hills."},{"speaker":"REID HOLZWORTH","startTime":333.7,"endTime":336.82,"body":"No, no, this is"},{"speaker":"REID HOLZWORTH","startTime":333.7,"endTime":336.82,"body":"not happening, no."},{"speaker":"REID HOLZWORTH","startTime":336.82,"endTime":338.35,"body":"And they push back."},{"speaker":"REID HOLZWORTH","startTime":338.35,"endTime":339.82,"body":"Not all of them."},{"speaker":"REID HOLZWORTH","startTime":339.82,"endTime":341.08,"body":"But a lot of them have."},{"speaker":"REID HOLZWORTH","startTime":341.08,"endTime":344.21,"body":"So we're starting"},{"speaker":"REID HOLZWORTH","startTime":341.08,"endTime":344.21,"body":"to get adoption."},{"speaker":"REID HOLZWORTH","startTime":344.21,"endTime":347.77,"body":"The big agencies are"},{"speaker":"REID HOLZWORTH","startTime":344.21,"endTime":347.77,"body":"leveraging this stuff, smaller"},{"speaker":"REID HOLZWORTH","startTime":347.77,"endTime":348.94,"body":"to everybody in between."},{"speaker":"REID HOLZWORTH","startTime":348.94,"endTime":351.67,"body":"It started with a lot of these"},{"speaker":"REID HOLZWORTH","startTime":348.94,"endTime":351.67,"body":"digital agencies starting"},{"speaker":"REID HOLZWORTH","startTime":351.67,"endTime":353.44,"body":"to build their own"},{"speaker":"REID HOLZWORTH","startTime":351.67,"endTime":353.44,"body":"stuff around this."},{"speaker":"REID HOLZWORTH","startTime":353.44,"endTime":354.82,"body":"And we saw that."},{"speaker":"REID HOLZWORTH","startTime":354.82,"endTime":356.68,"body":"And now, the big"},{"speaker":"REID HOLZWORTH","startTime":354.82,"endTime":356.68,"body":"ones are saying--"},{"speaker":"REID HOLZWORTH","startTime":356.68,"endTime":360.98,"body":"especially in small commercial,"},{"speaker":"REID HOLZWORTH","startTime":356.68,"endTime":360.98,"body":"micro small, they're saying,"},{"speaker":"REID HOLZWORTH","startTime":360.98,"endTime":363.23,"body":"hey, this is a revenue"},{"speaker":"REID HOLZWORTH","startTime":360.98,"endTime":363.23,"body":"stream that we can go"},{"speaker":"REID HOLZWORTH","startTime":363.23,"endTime":366.01,"body":"and leverage that we haven't"},{"speaker":"REID HOLZWORTH","startTime":363.23,"endTime":366.01,"body":"really focused on in the past."},{"speaker":"REID HOLZWORTH","startTime":366.01,"endTime":367.75,"body":"But now leveraging"},{"speaker":"REID HOLZWORTH","startTime":366.01,"endTime":367.75,"body":"technology, it"},{"speaker":"REID HOLZWORTH","startTime":367.75,"endTime":372.05,"body":"can really help us be that much"},{"speaker":"REID HOLZWORTH","startTime":367.75,"endTime":372.05,"body":"more efficient within that."},{"speaker":"REID HOLZWORTH","startTime":372.05,"endTime":375.73,"body":"So therefore, we can make"},{"speaker":"REID HOLZWORTH","startTime":372.05,"endTime":375.73,"body":"money, to put it simply."},{"speaker":"REID HOLZWORTH","startTime":375.73,"endTime":377.44,"body":"So they're starting to use it."},{"speaker":"REID HOLZWORTH","startTime":377.44,"endTime":381.607,"body":"But still, like, I was at an"},{"speaker":"REID HOLZWORTH","startTime":377.44,"endTime":381.607,"body":"event a couple months ago."},{"speaker":"REID HOLZWORTH","startTime":381.607,"endTime":382.94,"body":"And I'm not going to name names."},{"speaker":"REID HOLZWORTH","startTime":382.94,"endTime":384.107,"body":"But I know you're listening."},{"speaker":"REID HOLZWORTH","startTime":384.107,"endTime":385.82,"body":"I know you know who"},{"speaker":"REID HOLZWORTH","startTime":384.107,"endTime":385.82,"body":"you are out there."},{"speaker":"REID HOLZWORTH","startTime":385.82,"endTime":387.61,"body":"A guy up on stage"},{"speaker":"REID HOLZWORTH","startTime":385.82,"endTime":387.61,"body":"started saying,"},{"speaker":"REID HOLZWORTH","startTime":387.61,"endTime":390.82,"body":"we don't really see the"},{"speaker":"REID HOLZWORTH","startTime":387.61,"endTime":390.82,"body":"value totally yet, maybe"},{"speaker":"REID HOLZWORTH","startTime":390.82,"endTime":392.16,"body":"20% of the time."},{"speaker":"REID HOLZWORTH","startTime":392.16,"endTime":394.66,"body":"And I literally grabbed the mic"},{"speaker":"REID HOLZWORTH","startTime":392.16,"endTime":394.66,"body":"and I started heckling them."},{"speaker":"REID HOLZWORTH","startTime":394.66,"endTime":396.26,"body":"I'm like, what are"},{"speaker":"REID HOLZWORTH","startTime":394.66,"endTime":396.26,"body":"you talking about?"},{"speaker":"REID HOLZWORTH","startTime":396.26,"endTime":398.17,"body":"How do you not see"},{"speaker":"REID HOLZWORTH","startTime":396.26,"endTime":398.17,"body":"the value in that?"},{"speaker":"REID HOLZWORTH","startTime":398.17,"endTime":402.22,"body":"And how are you not making"},{"speaker":"REID HOLZWORTH","startTime":398.17,"endTime":402.22,"body":"your agents do this?"},{"speaker":"REID HOLZWORTH","startTime":402.22,"endTime":403.6,"body":"Making not fair or whatever."},{"speaker":"REID HOLZWORTH","startTime":403.6,"endTime":405.04,"body":"But you get the point."},{"speaker":"REID HOLZWORTH","startTime":405.04,"endTime":407.35,"body":"Why is that not top down?"},{"speaker":"REID HOLZWORTH","startTime":407.35,"endTime":410.17,"body":"If I'm running an agency,"},{"speaker":"REID HOLZWORTH","startTime":407.35,"endTime":410.17,"body":"which I have in the past,"},{"speaker":"REID HOLZWORTH","startTime":410.17,"endTime":412.84,"body":"I'm running an agency"},{"speaker":"REID HOLZWORTH","startTime":410.17,"endTime":412.84,"body":"now, every single person"},{"speaker":"REID HOLZWORTH","startTime":412.84,"endTime":414.73,"body":"would start in a"},{"speaker":"REID HOLZWORTH","startTime":412.84,"endTime":414.73,"body":"solution like that."},{"speaker":"REID HOLZWORTH","startTime":414.73,"endTime":419.68,"body":"And frankly, if the carriers"},{"speaker":"REID HOLZWORTH","startTime":414.73,"endTime":419.68,"body":"aren't on there that we want,"},{"speaker":"REID HOLZWORTH","startTime":419.68,"endTime":421.84,"body":"they're going to get--"},{"speaker":"REID HOLZWORTH","startTime":419.68,"endTime":421.84,"body":"if we can't figure it"},{"speaker":"REID HOLZWORTH","startTime":421.84,"endTime":423.67,"body":"out who's coming up in"},{"speaker":"REID HOLZWORTH","startTime":421.84,"endTime":423.67,"body":"the panel right then"},{"speaker":"REID HOLZWORTH","startTime":423.67,"endTime":424.942,"body":"and there, then fine."},{"speaker":"REID HOLZWORTH","startTime":424.942,"endTime":426.4,"body":"Then you can go"},{"speaker":"REID HOLZWORTH","startTime":424.942,"endTime":426.4,"body":"over to the portal."},{"speaker":"REID HOLZWORTH","startTime":426.4,"endTime":428.567,"body":"But it's not-- you're not"},{"speaker":"REID HOLZWORTH","startTime":426.4,"endTime":428.567,"body":"going to go to the portals"},{"speaker":"REID HOLZWORTH","startTime":428.567,"endTime":430.164,"body":"and then go to the tool."},{"speaker":"REID HOLZWORTH","startTime":430.164,"endTime":431.38,"body":"You know what I mean?"},{"speaker":"CASEY KEMPTON","startTime":431.38,"endTime":432.97,"body":"I can see that."},{"speaker":"CASEY KEMPTON","startTime":432.97,"endTime":433.82,"body":"You wouldn't."},{"speaker":"CASEY KEMPTON","startTime":433.82,"endTime":437.68,"body":"And I think comparative rater is"},{"speaker":"CASEY KEMPTON","startTime":433.82,"endTime":437.68,"body":"a dirty word in small business."},{"speaker":"CASEY KEMPTON","startTime":437.68,"endTime":442.09,"body":"I've had that conversation in"},{"speaker":"CASEY KEMPTON","startTime":437.68,"endTime":442.09,"body":"my circle of friends and circle"},{"speaker":"CASEY KEMPTON","startTime":442.09,"endTime":444.4,"body":"of peers where there was a"},{"speaker":"CASEY KEMPTON","startTime":442.09,"endTime":444.4,"body":"minute where I thought we're"},{"speaker":"CASEY KEMPTON","startTime":444.4,"endTime":445.483,"body":"not going to call it that."},{"speaker":"CASEY KEMPTON","startTime":445.483,"endTime":446.96,"body":"We'll give it a different name."},{"speaker":"REID HOLZWORTH","startTime":446.96,"endTime":448.21,"body":"Yeah, totally."},{"speaker":"CASEY KEMPTON","startTime":448.21,"endTime":451.57,"body":"People feel"},{"speaker":"CASEY KEMPTON","startTime":448.21,"endTime":451.57,"body":"bad when we talk about it."},{"speaker":"CASEY KEMPTON","startTime":451.57,"endTime":454.1,"body":"And then one day I said,"},{"speaker":"CASEY KEMPTON","startTime":451.57,"endTime":454.1,"body":"this is ridiculous."},{"speaker":"CASEY KEMPTON","startTime":454.1,"endTime":455.13,"body":"It's just a rater."},{"speaker":"CASEY KEMPTON","startTime":455.13,"endTime":456.88,"body":"That's what we're going"},{"speaker":"CASEY KEMPTON","startTime":455.13,"endTime":456.88,"body":"to call it, right?"},{"speaker":"CASEY KEMPTON","startTime":456.88,"endTime":458.65,"body":"It does so much more."},{"speaker":"CASEY KEMPTON","startTime":458.65,"endTime":461.372,"body":"It's not about bargain-basement"},{"speaker":"CASEY KEMPTON","startTime":458.65,"endTime":461.372,"body":"pricing shopping."},{"speaker":"REID HOLZWORTH","startTime":461.372,"endTime":462.58,"body":"That's right."},{"speaker":"CASEY KEMPTON","startTime":462.58,"endTime":465.71,"body":"That's"},{"speaker":"CASEY KEMPTON","startTime":462.58,"endTime":465.71,"body":"not how it's being used."},{"speaker":"CASEY KEMPTON","startTime":465.71,"endTime":468.19,"body":"Imagine all the"},{"speaker":"CASEY KEMPTON","startTime":465.71,"endTime":468.19,"body":"choices you have."},{"speaker":"CASEY KEMPTON","startTime":468.19,"endTime":471.79,"body":"And this is the brilliance"},{"speaker":"CASEY KEMPTON","startTime":468.19,"endTime":471.79,"body":"in the Ask Kodiak solution."},{"speaker":"CASEY KEMPTON","startTime":471.79,"endTime":473.62,"body":"First of all, I"},{"speaker":"CASEY KEMPTON","startTime":471.79,"endTime":473.62,"body":"just want to know"},{"speaker":"CASEY KEMPTON","startTime":473.62,"endTime":478.0,"body":"who should I go for this because"},{"speaker":"CASEY KEMPTON","startTime":473.62,"endTime":478.0,"body":"not every person inputting"},{"speaker":"CASEY KEMPTON","startTime":478.0,"endTime":480.64,"body":"small business knows"},{"speaker":"CASEY KEMPTON","startTime":478.0,"endTime":480.64,"body":"all the markets has been"},{"speaker":"CASEY KEMPTON","startTime":480.64,"endTime":482.74,"body":"in the industry for"},{"speaker":"CASEY KEMPTON","startTime":480.64,"endTime":482.74,"body":"a very long time,"},{"speaker":"CASEY KEMPTON","startTime":482.74,"endTime":486.07,"body":"or there's things shifting"},{"speaker":"CASEY KEMPTON","startTime":482.74,"endTime":486.07,"body":"in market a lot right now."},{"speaker":"CASEY KEMPTON","startTime":486.07,"endTime":487.18,"body":"There's a lot of movement."},{"speaker":"CASEY KEMPTON","startTime":487.18,"endTime":490.18,"body":"Carriers participating"},{"speaker":"CASEY KEMPTON","startTime":487.18,"endTime":490.18,"body":"or not participating,"},{"speaker":"CASEY KEMPTON","startTime":490.18,"endTime":492.46,"body":"different lines, different"},{"speaker":"CASEY KEMPTON","startTime":490.18,"endTime":492.46,"body":"states, different classes."},{"speaker":"CASEY KEMPTON","startTime":492.46,"endTime":494.32,"body":"There's a lot of shift"},{"speaker":"CASEY KEMPTON","startTime":492.46,"endTime":494.32,"body":"right now going on."},{"speaker":"CASEY KEMPTON","startTime":494.32,"endTime":496.3,"body":"So it becomes ever harder."},{"speaker":"CASEY KEMPTON","startTime":496.3,"endTime":498.79,"body":"Like today with this"},{"speaker":"CASEY KEMPTON","startTime":496.3,"endTime":498.79,"body":"thing in front of me."},{"speaker":"CASEY KEMPTON","startTime":498.79,"endTime":501.37,"body":"Maybe I haven't seen this type"},{"speaker":"CASEY KEMPTON","startTime":498.79,"endTime":501.37,"body":"of business in three months."},{"speaker":"CASEY KEMPTON","startTime":501.37,"endTime":503.29,"body":"And one is on my desk today."},{"speaker":"CASEY KEMPTON","startTime":503.29,"endTime":506.08,"body":"I don't have off the top of"},{"speaker":"CASEY KEMPTON","startTime":503.29,"endTime":506.08,"body":"my head who's good for that?"},{"speaker":"CASEY KEMPTON","startTime":506.08,"endTime":507.65,"body":"Who should I start with?"},{"speaker":"CASEY KEMPTON","startTime":507.65,"endTime":510.58,"body":"So first and foremost,"},{"speaker":"CASEY KEMPTON","startTime":507.65,"endTime":510.58,"body":"there has to be"},{"speaker":"CASEY KEMPTON","startTime":510.58,"endTime":514.12,"body":"tools where agents can filter"},{"speaker":"CASEY KEMPTON","startTime":510.58,"endTime":514.12,"body":"through all the possibilities"},{"speaker":"CASEY KEMPTON","startTime":514.12,"endTime":517.63,"body":"around who would be a market for"},{"speaker":"CASEY KEMPTON","startTime":514.12,"endTime":517.63,"body":"what's sitting on their desk,"},{"speaker":"CASEY KEMPTON","startTime":517.63,"endTime":520.69,"body":"like, right here right"},{"speaker":"CASEY KEMPTON","startTime":517.63,"endTime":520.69,"body":"now at their fingertips."},{"speaker":"CASEY KEMPTON","startTime":520.69,"endTime":523.825,"body":"The natural extension"},{"speaker":"CASEY KEMPTON","startTime":520.69,"endTime":523.825,"body":"of that is well,"},{"speaker":"CASEY KEMPTON","startTime":523.825,"endTime":526.13,"body":"if you know a"},{"speaker":"CASEY KEMPTON","startTime":523.825,"endTime":526.13,"body":"little bit about it,"},{"speaker":"CASEY KEMPTON","startTime":526.13,"endTime":527.47,"body":"why don't we try to quote it?"},{"speaker":"CASEY KEMPTON","startTime":527.47,"endTime":530.14,"body":"Let's see what else we"},{"speaker":"CASEY KEMPTON","startTime":527.47,"endTime":530.14,"body":"know about that business"},{"speaker":"CASEY KEMPTON","startTime":530.14,"endTime":532.15,"body":"and bring back a"},{"speaker":"CASEY KEMPTON","startTime":530.14,"endTime":532.15,"body":"quote straight away,"},{"speaker":"CASEY KEMPTON","startTime":532.15,"endTime":534.02,"body":"even if it's an indication."},{"speaker":"CASEY KEMPTON","startTime":534.02,"endTime":537.38,"body":"So instead of this all"},{"speaker":"CASEY KEMPTON","startTime":534.02,"endTime":537.38,"body":"I know now is who it is,"},{"speaker":"CASEY KEMPTON","startTime":537.38,"endTime":539.24,"body":"and who would be"},{"speaker":"CASEY KEMPTON","startTime":537.38,"endTime":539.24,"body":"a market for it,"},{"speaker":"CASEY KEMPTON","startTime":539.24,"endTime":541.7,"body":"take that as far as you"},{"speaker":"CASEY KEMPTON","startTime":539.24,"endTime":541.7,"body":"can through the transaction"},{"speaker":"CASEY KEMPTON","startTime":541.7,"endTime":542.87,"body":"process."},{"speaker":"CASEY KEMPTON","startTime":542.87,"endTime":544.85,"body":"I think that becomes"},{"speaker":"CASEY KEMPTON","startTime":542.87,"endTime":544.85,"body":"very natural."},{"speaker":"CASEY KEMPTON","startTime":544.85,"endTime":547.61,"body":"When the technology enables"},{"speaker":"CASEY KEMPTON","startTime":544.85,"endTime":547.61,"body":"that and some carriers"},{"speaker":"CASEY KEMPTON","startTime":547.61,"endTime":551.48,"body":"start doing that, the behavior"},{"speaker":"CASEY KEMPTON","startTime":547.61,"endTime":551.48,"body":"will gravitate towards us."},{"speaker":"CASEY KEMPTON","startTime":551.48,"endTime":555.12,"body":"That is a path of least"},{"speaker":"CASEY KEMPTON","startTime":551.48,"endTime":555.12,"body":"resistance right there."},{"speaker":"CASEY KEMPTON","startTime":555.12,"endTime":557.75,"body":"And if you're putting"},{"speaker":"CASEY KEMPTON","startTime":555.12,"endTime":557.75,"body":"rates side by side,"},{"speaker":"CASEY KEMPTON","startTime":557.75,"endTime":561.52,"body":"and someone's making a"},{"speaker":"CASEY KEMPTON","startTime":557.75,"endTime":561.52,"body":"decision based on that,"},{"speaker":"CASEY KEMPTON","startTime":561.52,"endTime":563.8,"body":"build in opportunities"},{"speaker":"CASEY KEMPTON","startTime":561.52,"endTime":563.8,"body":"to cross-sell, to upsell."},{"speaker":"CASEY KEMPTON","startTime":563.8,"endTime":565.9,"body":"Give them a reason to"},{"speaker":"CASEY KEMPTON","startTime":563.8,"endTime":565.9,"body":"bridge into platform."},{"speaker":"CASEY KEMPTON","startTime":565.9,"endTime":568.63,"body":"There's all sorts of things"},{"speaker":"CASEY KEMPTON","startTime":565.9,"endTime":568.63,"body":"in the whole transaction"},{"speaker":"CASEY KEMPTON","startTime":568.63,"endTime":571.9,"body":"ecosystem that can"},{"speaker":"CASEY KEMPTON","startTime":568.63,"endTime":571.9,"body":"be done to continue"},{"speaker":"CASEY KEMPTON","startTime":571.9,"endTime":575.008,"body":"to enrich the total offering"},{"speaker":"CASEY KEMPTON","startTime":571.9,"endTime":575.008,"body":"that you bring to market."},{"speaker":"REID HOLZWORTH","startTime":575.008,"endTime":576.55,"body":"That's a great point."},{"speaker":"REID HOLZWORTH","startTime":576.55,"endTime":577.05,"body":"Yeah."},{"speaker":"REID HOLZWORTH","startTime":577.05,"endTime":580.07,"body":"It's not seeing the forest"},{"speaker":"REID HOLZWORTH","startTime":577.05,"endTime":580.07,"body":"through the trees in that."},{"speaker":"REID HOLZWORTH","startTime":580.07,"endTime":580.57,"body":"Yeah."},{"speaker":"REID HOLZWORTH","startTime":580.57,"endTime":581.435,"body":"Why not?"},{"speaker":"REID HOLZWORTH","startTime":581.435,"endTime":583.06,"body":"You just have to get"},{"speaker":"REID HOLZWORTH","startTime":581.435,"endTime":583.06,"body":"creative about it."},{"speaker":"REID HOLZWORTH","startTime":583.06,"endTime":585.52,"body":"But I think people, they're"},{"speaker":"REID HOLZWORTH","startTime":583.06,"endTime":585.52,"body":"just not thinking in that way,"},{"speaker":"REID HOLZWORTH","startTime":585.52,"endTime":586.93,"body":"in that creative way"},{"speaker":"REID HOLZWORTH","startTime":585.52,"endTime":586.93,"body":"that you're thinking."},{"speaker":"REID HOLZWORTH","startTime":586.93,"endTime":588.638,"body":"The way that you think"},{"speaker":"REID HOLZWORTH","startTime":586.93,"endTime":588.638,"body":"about this, Casey,"},{"speaker":"REID HOLZWORTH","startTime":588.638,"endTime":589.96,"body":"it's like this is already done."},{"speaker":"REID HOLZWORTH","startTime":589.96,"endTime":590.8,"body":"This has happened."},{"speaker":"REID HOLZWORTH","startTime":590.8,"endTime":593.17,"body":"And there's a lot out there"},{"speaker":"REID HOLZWORTH","startTime":590.8,"endTime":593.17,"body":"that are like, no, it's not."},{"speaker":"REID HOLZWORTH","startTime":593.17,"endTime":593.74,"body":"No, it's not."},{"speaker":"REID HOLZWORTH","startTime":593.74,"endTime":594.543,"body":"It's not happening."},{"speaker":"REID HOLZWORTH","startTime":594.543,"endTime":596.71,"body":"They're just like sweeping"},{"speaker":"REID HOLZWORTH","startTime":594.543,"endTime":596.71,"body":"on the rug kind of thing."},{"speaker":"REID HOLZWORTH","startTime":596.71,"endTime":597.82,"body":"But it is."},{"speaker":"REID HOLZWORTH","startTime":597.82,"endTime":600.55,"body":"And the agents, they"},{"speaker":"REID HOLZWORTH","startTime":597.82,"endTime":600.55,"body":"need these tools."},{"speaker":"REID HOLZWORTH","startTime":600.55,"endTime":601.93,"body":"They're using these tools."},{"speaker":"REID HOLZWORTH","startTime":601.93,"endTime":603.34,"body":"They're not going to stop."},{"speaker":"CASEY KEMPTON","startTime":603.34,"endTime":605.65,"body":"In my view,"},{"speaker":"CASEY KEMPTON","startTime":603.34,"endTime":605.65,"body":"they need more carriers"},{"speaker":"CASEY KEMPTON","startTime":605.65,"endTime":609.62,"body":"to be willing to do more through"},{"speaker":"CASEY KEMPTON","startTime":605.65,"endTime":609.62,"body":"platform to drive adoption."},{"speaker":"CASEY KEMPTON","startTime":609.62,"endTime":614.2,"body":"So while we don't have this"},{"speaker":"CASEY KEMPTON","startTime":609.62,"endTime":614.2,"body":"mass rejection on the carrier"},{"speaker":"CASEY KEMPTON","startTime":614.2,"endTime":619.03,"body":"side at this moment in"},{"speaker":"CASEY KEMPTON","startTime":614.2,"endTime":619.03,"body":"time, the more carriers who"},{"speaker":"CASEY KEMPTON","startTime":619.03,"endTime":622.73,"body":"will bring forward"},{"speaker":"CASEY KEMPTON","startTime":619.03,"endTime":622.73,"body":"capability, the more adoption"},{"speaker":"CASEY KEMPTON","startTime":622.73,"endTime":625.1,"body":"we can also start to see."},{"speaker":"CASEY KEMPTON","startTime":625.1,"endTime":628.61,"body":"They really do work together in"},{"speaker":"CASEY KEMPTON","startTime":625.1,"endTime":628.61,"body":"terms of driving that adoption."},{"speaker":"CASEY KEMPTON","startTime":628.61,"endTime":631.55,"body":"It is so much further"},{"speaker":"CASEY KEMPTON","startTime":628.61,"endTime":631.55,"body":"than I would have"},{"speaker":"CASEY KEMPTON","startTime":631.55,"endTime":633.06,"body":"expected it to be at this time."},{"speaker":"CASEY KEMPTON","startTime":633.06,"endTime":637.19,"body":"So if you had asked me in 2017,"},{"speaker":"CASEY KEMPTON","startTime":633.06,"endTime":637.19,"body":"do you see competitive rater"},{"speaker":"CASEY KEMPTON","startTime":637.19,"endTime":640.34,"body":"as a real viable solution in"},{"speaker":"CASEY KEMPTON","startTime":637.19,"endTime":640.34,"body":"small business in the next five"},{"speaker":"CASEY KEMPTON","startTime":640.34,"endTime":641.45,"body":"years?"},{"speaker":"CASEY KEMPTON","startTime":641.45,"endTime":643.16,"body":"I would have said unlikely."},{"speaker":"CASEY KEMPTON","startTime":643.16,"endTime":643.964,"body":"[LAUGHS]"},{"speaker":"CASEY KEMPTON","startTime":643.964,"endTime":645.667,"body":"Was a surprise to me."},{"speaker":"REID HOLZWORTH","startTime":645.667,"endTime":646.625,"body":"Really?"},{"speaker":"REID HOLZWORTH","startTime":646.625,"endTime":648.853,"body":"Even with CPaaS back in"},{"speaker":"REID HOLZWORTH","startTime":646.625,"endTime":648.853,"body":"the day and all of that?"},{"speaker":"CASEY KEMPTON","startTime":648.853,"endTime":650.52,"body":"Well,"},{"speaker":"CASEY KEMPTON","startTime":648.853,"endTime":650.52,"body":"it hadn't happened."},{"speaker":"CASEY KEMPTON","startTime":650.52,"endTime":655.76,"body":"So what I didn't expect is all"},{"speaker":"CASEY KEMPTON","startTime":650.52,"endTime":655.76,"body":"the online digital platforms"},{"speaker":"CASEY KEMPTON","startTime":655.76,"endTime":660.09,"body":"that came about, it is a"},{"speaker":"CASEY KEMPTON","startTime":655.76,"endTime":660.09,"body":"competitive rater at its core."},{"speaker":"CASEY KEMPTON","startTime":660.09,"endTime":665.09,"body":"That's what it does, which is"},{"speaker":"CASEY KEMPTON","startTime":660.09,"endTime":665.09,"body":"a complex set of programming."},{"speaker":"CASEY KEMPTON","startTime":665.09,"endTime":668.33,"body":"But do it once and"},{"speaker":"CASEY KEMPTON","startTime":665.09,"endTime":668.33,"body":"everybody should"},{"speaker":"CASEY KEMPTON","startTime":668.33,"endTime":671.96,"body":"be able to access that kind of"},{"speaker":"CASEY KEMPTON","startTime":668.33,"endTime":671.96,"body":"a solution and move forward."},{"speaker":"CASEY KEMPTON","startTime":671.96,"endTime":674.27,"body":"To me, it's a utility."},{"speaker":"CASEY KEMPTON","startTime":674.27,"endTime":676.71,"body":"But there's all different"},{"speaker":"CASEY KEMPTON","startTime":674.27,"endTime":676.71,"body":"flavors of it that exist."},{"speaker":"CASEY KEMPTON","startTime":676.71,"endTime":681.08,"body":"What I hadn't expected was"},{"speaker":"CASEY KEMPTON","startTime":676.71,"endTime":681.08,"body":"that these digital broker"},{"speaker":"CASEY KEMPTON","startTime":681.08,"endTime":683.42,"body":"digital agent type"},{"speaker":"CASEY KEMPTON","startTime":681.08,"endTime":683.42,"body":"technology would"},{"speaker":"CASEY KEMPTON","startTime":683.42,"endTime":688.67,"body":"inspire a whole lot of others"},{"speaker":"CASEY KEMPTON","startTime":683.42,"endTime":688.67,"body":"who then would be almost"},{"speaker":"CASEY KEMPTON","startTime":688.67,"endTime":691.94,"body":"in a position where they had"},{"speaker":"CASEY KEMPTON","startTime":688.67,"endTime":691.94,"body":"to modify their business models"},{"speaker":"CASEY KEMPTON","startTime":691.94,"endTime":695.76,"body":"and the agent use case was just"},{"speaker":"CASEY KEMPTON","startTime":691.94,"endTime":695.76,"body":"sitting there waiting for it."},{"speaker":"CASEY KEMPTON","startTime":695.76,"endTime":698.27,"body":"And so the technology"},{"speaker":"CASEY KEMPTON","startTime":695.76,"endTime":698.27,"body":"had evolved"},{"speaker":"CASEY KEMPTON","startTime":698.27,"endTime":700.28,"body":"through that wave of"},{"speaker":"CASEY KEMPTON","startTime":698.27,"endTime":700.28,"body":"investment in a way"},{"speaker":"CASEY KEMPTON","startTime":700.28,"endTime":701.96,"body":"that it became accessible."},{"speaker":"CASEY KEMPTON","startTime":701.96,"endTime":703.61,"body":"There were enough markets on it."},{"speaker":"CASEY KEMPTON","startTime":703.61,"endTime":707.69,"body":"But when it started, I would not"},{"speaker":"CASEY KEMPTON","startTime":703.61,"endTime":707.69,"body":"have thought we'd be here today"},{"speaker":"CASEY KEMPTON","startTime":707.69,"endTime":710.18,"body":"with this much interest,"},{"speaker":"CASEY KEMPTON","startTime":707.69,"endTime":710.18,"body":"this much conversation,"},{"speaker":"CASEY KEMPTON","startTime":710.18,"endTime":712.05,"body":"this much variety and solution."},{"speaker":"CASEY KEMPTON","startTime":712.05,"endTime":714.83,"body":"So much intention"},{"speaker":"CASEY KEMPTON","startTime":712.05,"endTime":714.83,"body":"in agent workflow,"},{"speaker":"CASEY KEMPTON","startTime":714.83,"endTime":718.16,"body":"trying to embed the software"},{"speaker":"CASEY KEMPTON","startTime":714.83,"endTime":718.16,"body":"into their processes"},{"speaker":"CASEY KEMPTON","startTime":718.16,"endTime":719.47,"body":"that we see today."},{"speaker":"REID HOLZWORTH","startTime":719.47,"endTime":721.97,"body":"Who do you think"},{"speaker":"REID HOLZWORTH","startTime":719.47,"endTime":721.97,"body":"shifted the tide back then?"},{"speaker":"REID HOLZWORTH","startTime":721.97,"endTime":723.98,"body":"Was it CoverWallet?"},{"speaker":"REID HOLZWORTH","startTime":723.98,"endTime":727.07,"body":"Or was it Bold Penguin, Mylo?"},{"speaker":"REID HOLZWORTH","startTime":727.07,"endTime":727.82,"body":"What do you think?"},{"speaker":"REID HOLZWORTH","startTime":727.82,"endTime":731.983,"body":"Where did it really start"},{"speaker":"REID HOLZWORTH","startTime":727.82,"endTime":731.983,"body":"to shift, if you will?"},{"speaker":"REID HOLZWORTH","startTime":731.983,"endTime":733.4,"body":"Because there has"},{"speaker":"REID HOLZWORTH","startTime":731.983,"endTime":733.4,"body":"been people that"},{"speaker":"REID HOLZWORTH","startTime":733.4,"endTime":735.358,"body":"have been wrenching on"},{"speaker":"REID HOLZWORTH","startTime":733.4,"endTime":735.358,"body":"this for a lot of years,"},{"speaker":"REID HOLZWORTH","startTime":735.358,"endTime":736.34,"body":"even before CPaaS."},{"speaker":"CASEY KEMPTON","startTime":736.34,"endTime":737.27,"body":"Yeah."},{"speaker":"CASEY KEMPTON","startTime":737.27,"endTime":738.427,"body":"Absolutely."},{"speaker":"REID HOLZWORTH","startTime":738.427,"endTime":739.76,"body":"So I don't know."},{"speaker":"REID HOLZWORTH","startTime":739.76,"endTime":743.165,"body":"I mean, I don't see all"},{"speaker":"REID HOLZWORTH","startTime":739.76,"endTime":743.165,"body":"the stuff that you've seen."},{"speaker":"REID HOLZWORTH","startTime":743.165,"endTime":746.81,"body":"I've worked with a lot of these"},{"speaker":"REID HOLZWORTH","startTime":743.165,"endTime":746.81,"body":"guys in my tech canary days."},{"speaker":"REID HOLZWORTH","startTime":746.81,"endTime":747.98,"body":"So I didn't really see it."},{"speaker":"REID HOLZWORTH","startTime":747.98,"endTime":750.74,"body":"You see it production,"},{"speaker":"REID HOLZWORTH","startTime":747.98,"endTime":750.74,"body":"like all of a sudden."},{"speaker":"REID HOLZWORTH","startTime":750.74,"endTime":754.43,"body":"You're starting to see it ramp"},{"speaker":"REID HOLZWORTH","startTime":750.74,"endTime":754.43,"body":"through that digital pipe,"},{"speaker":"REID HOLZWORTH","startTime":754.43,"endTime":756.143,"body":"if you will."},{"speaker":"CASEY KEMPTON","startTime":756.143,"endTime":757.31,"body":"Think about--"},{"speaker":"CASEY KEMPTON","startTime":757.31,"endTime":761.22,"body":"I just gauge it, and"},{"speaker":"CASEY KEMPTON","startTime":757.31,"endTime":761.22,"body":"not to say that this"},{"speaker":"CASEY KEMPTON","startTime":761.22,"endTime":764.83,"body":"is the pulse on our industry,"},{"speaker":"CASEY KEMPTON","startTime":761.22,"endTime":764.83,"body":"but I think it's informative."},{"speaker":"CASEY KEMPTON","startTime":764.83,"endTime":767.25,"body":"I think about all"},{"speaker":"CASEY KEMPTON","startTime":764.83,"endTime":767.25,"body":"the ITCs that I've"},{"speaker":"CASEY KEMPTON","startTime":767.25,"endTime":770.01,"body":"been to since 2017,"},{"speaker":"CASEY KEMPTON","startTime":767.25,"endTime":770.01,"body":"the first time I went,"},{"speaker":"CASEY KEMPTON","startTime":770.01,"endTime":771.78,"body":"which was the second one."},{"speaker":"CASEY KEMPTON","startTime":771.78,"endTime":774.15,"body":"What was the hot"},{"speaker":"CASEY KEMPTON","startTime":771.78,"endTime":774.15,"body":"topic at that time?"},{"speaker":"CASEY KEMPTON","startTime":774.15,"endTime":774.99,"body":"Who attended?"},{"speaker":"CASEY KEMPTON","startTime":774.99,"endTime":775.92,"body":"Who presented?"},{"speaker":"CASEY KEMPTON","startTime":775.92,"endTime":777.42,"body":"Where was the emphasis?"},{"speaker":"CASEY KEMPTON","startTime":777.42,"endTime":780.3,"body":"There was a couple of years"},{"speaker":"CASEY KEMPTON","startTime":777.42,"endTime":780.3,"body":"where the emphasis was"},{"speaker":"CASEY KEMPTON","startTime":780.3,"endTime":783.99,"body":"a lot around distribution, a lot"},{"speaker":"CASEY KEMPTON","startTime":780.3,"endTime":783.99,"body":"around more direct to consumer"},{"speaker":"CASEY KEMPTON","startTime":783.99,"endTime":784.98,"body":"plays."},{"speaker":"CASEY KEMPTON","startTime":784.98,"endTime":786.87,"body":"And then it shifted one year."},{"speaker":"CASEY KEMPTON","startTime":786.87,"endTime":789.283,"body":"And it became about"},{"speaker":"CASEY KEMPTON","startTime":786.87,"endTime":789.283,"body":"agent-broker technology."},{"speaker":"REID HOLZWORTH","startTime":789.283,"endTime":790.95,"body":"And"},{"speaker":"REID HOLZWORTH","startTime":789.283,"endTime":790.95,"body":"is that because-- is"},{"speaker":"REID HOLZWORTH","startTime":790.95,"endTime":792.408,"body":"that because the"},{"speaker":"REID HOLZWORTH","startTime":790.95,"endTime":792.408,"body":"direct to consumer"},{"speaker":"REID HOLZWORTH","startTime":792.408,"endTime":795.06,"body":"stuff was just a"},{"speaker":"REID HOLZWORTH","startTime":792.408,"endTime":795.06,"body":"black hole of cash?"},{"speaker":"REID HOLZWORTH","startTime":795.06,"endTime":796.663,"body":"Because it was"},{"speaker":"REID HOLZWORTH","startTime":795.06,"endTime":796.663,"body":"just so expensive."},{"speaker":"REID HOLZWORTH","startTime":796.663,"endTime":798.33,"body":"Because I've talked"},{"speaker":"REID HOLZWORTH","startTime":796.663,"endTime":798.33,"body":"a lot of those guys."},{"speaker":"REID HOLZWORTH","startTime":798.33,"endTime":799.955,"body":"They all went after"},{"speaker":"REID HOLZWORTH","startTime":798.33,"endTime":799.955,"body":"direct to consumer."},{"speaker":"REID HOLZWORTH","startTime":799.955,"endTime":803.28,"body":"And then they said, hey, maybe"},{"speaker":"REID HOLZWORTH","startTime":799.955,"endTime":803.28,"body":"we should go after the IAs"},{"speaker":"REID HOLZWORTH","startTime":803.28,"endTime":804.713,"body":"and use them for distribution."},{"speaker":"CASEY KEMPTON","startTime":804.713,"endTime":806.13,"body":"But"},{"speaker":"CASEY KEMPTON","startTime":804.713,"endTime":806.13,"body":"the acquisition"},{"speaker":"CASEY KEMPTON","startTime":806.13,"endTime":807.505,"body":"costs there are"},{"speaker":"CASEY KEMPTON","startTime":806.13,"endTime":807.505,"body":"through the roof."},{"speaker":"REID HOLZWORTH","startTime":807.505,"endTime":808.713,"body":"Insane, yeah."},{"speaker":"CASEY KEMPTON","startTime":808.713,"endTime":810.48,"body":"The"},{"speaker":"CASEY KEMPTON","startTime":808.713,"endTime":810.48,"body":"customer lifetime value"},{"speaker":"CASEY KEMPTON","startTime":810.48,"endTime":814.11,"body":"on that customer who buys"},{"speaker":"CASEY KEMPTON","startTime":810.48,"endTime":814.11,"body":"through that channel,"},{"speaker":"CASEY KEMPTON","startTime":814.11,"endTime":817.05,"body":"the businesses often in"},{"speaker":"CASEY KEMPTON","startTime":814.11,"endTime":817.05,"body":"some ways distressed."},{"speaker":"CASEY KEMPTON","startTime":817.05,"endTime":821.11,"body":"It's harder to build as an"},{"speaker":"CASEY KEMPTON","startTime":817.05,"endTime":821.11,"body":"agent a fully balanced portfolio"},{"speaker":"CASEY KEMPTON","startTime":821.11,"endTime":823.93,"body":"or you can't get average"},{"speaker":"CASEY KEMPTON","startTime":821.11,"endTime":823.93,"body":"premiums high enough"},{"speaker":"CASEY KEMPTON","startTime":823.93,"endTime":826.31,"body":"to really drive in the"},{"speaker":"CASEY KEMPTON","startTime":823.93,"endTime":826.31,"body":"revenue that you need."},{"speaker":"CASEY KEMPTON","startTime":826.31,"endTime":829.96,"body":"And so the market and"},{"speaker":"CASEY KEMPTON","startTime":826.31,"endTime":829.96,"body":"the buying behavior"},{"speaker":"CASEY KEMPTON","startTime":829.96,"endTime":835.0,"body":"hasn't evolved 100% to support"},{"speaker":"CASEY KEMPTON","startTime":829.96,"endTime":835.0,"body":"a full blown everybody access it"},{"speaker":"CASEY KEMPTON","startTime":835.0,"endTime":837.73,"body":"and is well served"},{"speaker":"CASEY KEMPTON","startTime":835.0,"endTime":837.73,"body":"by that channel."},{"speaker":"CASEY KEMPTON","startTime":837.73,"endTime":841.09,"body":"Not to mention, probably"},{"speaker":"CASEY KEMPTON","startTime":837.73,"endTime":841.09,"body":"5% of the business"},{"speaker":"CASEY KEMPTON","startTime":841.09,"endTime":844.96,"body":"would actually buy online."},{"speaker":"CASEY KEMPTON","startTime":844.96,"endTime":847.785,"body":"Whether that was across"},{"speaker":"CASEY KEMPTON","startTime":844.96,"endTime":847.785,"body":"everyone who participated,"},{"speaker":"CASEY KEMPTON","startTime":847.785,"endTime":849.16,"body":"I don't know if"},{"speaker":"CASEY KEMPTON","startTime":847.785,"endTime":849.16,"body":"someone out there"},{"speaker":"CASEY KEMPTON","startTime":849.16,"endTime":851.06,"body":"might be like mine was 25."},{"speaker":"CASEY KEMPTON","startTime":851.06,"endTime":851.56,"body":"Awesome."},{"speaker":"CASEY KEMPTON","startTime":851.56,"endTime":852.97,"body":"You had a customer base."},{"speaker":"CASEY KEMPTON","startTime":852.97,"endTime":855.85,"body":"You were very targeted"},{"speaker":"CASEY KEMPTON","startTime":852.97,"endTime":855.85,"body":"on aligning to a buyer."},{"speaker":"CASEY KEMPTON","startTime":855.85,"endTime":858.07,"body":"There's a lot of"},{"speaker":"CASEY KEMPTON","startTime":855.85,"endTime":858.07,"body":"shopping that happens."},{"speaker":"CASEY KEMPTON","startTime":858.07,"endTime":859.81,"body":"The conversion is low."},{"speaker":"CASEY KEMPTON","startTime":859.81,"endTime":862.93,"body":"It's a technical purchase"},{"speaker":"CASEY KEMPTON","startTime":859.81,"endTime":862.93,"body":"for a piece of paper"},{"speaker":"CASEY KEMPTON","startTime":862.93,"endTime":865.75,"body":"that has all kinds of words"},{"speaker":"CASEY KEMPTON","startTime":862.93,"endTime":865.75,"body":"on it as a business owner"},{"speaker":"CASEY KEMPTON","startTime":865.75,"endTime":868.78,"body":"that I'm never going to read"},{"speaker":"CASEY KEMPTON","startTime":865.75,"endTime":868.78,"body":"and frankly don't understand."},{"speaker":"CASEY KEMPTON","startTime":868.78,"endTime":871.78,"body":"And I would like to talk to"},{"speaker":"CASEY KEMPTON","startTime":868.78,"endTime":871.78,"body":"someone before I give you"},{"speaker":"CASEY KEMPTON","startTime":871.78,"endTime":875.65,"body":"my credit card number so that"},{"speaker":"CASEY KEMPTON","startTime":871.78,"endTime":875.65,"body":"I know that I set it up right."},{"speaker":"CASEY KEMPTON","startTime":875.65,"endTime":877.87,"body":"Because my landlord"},{"speaker":"CASEY KEMPTON","startTime":875.65,"endTime":877.87,"body":"wants to make sure"},{"speaker":"CASEY KEMPTON","startTime":877.87,"endTime":879.97,"body":"a certain clause"},{"speaker":"CASEY KEMPTON","startTime":877.87,"endTime":879.97,"body":"is in that policy."},{"speaker":"CASEY KEMPTON","startTime":879.97,"endTime":882.94,"body":"Or the work that I'm trying"},{"speaker":"CASEY KEMPTON","startTime":879.97,"endTime":882.94,"body":"to get as a contractor,"},{"speaker":"CASEY KEMPTON","startTime":882.94,"endTime":884.38,"body":"I need to have the right limits."},{"speaker":"CASEY KEMPTON","startTime":884.38,"endTime":885.85,"body":"And I want to make sure."},{"speaker":"CASEY KEMPTON","startTime":885.85,"endTime":889.6,"body":"I'm not at all saying that"},{"speaker":"CASEY KEMPTON","startTime":885.85,"endTime":889.6,"body":"do it yourself isn't viable"},{"speaker":"CASEY KEMPTON","startTime":889.6,"endTime":891.52,"body":"or it doesn't work."},{"speaker":"CASEY KEMPTON","startTime":891.52,"endTime":893.66,"body":"It's not for everybody."},{"speaker":"CASEY KEMPTON","startTime":893.66,"endTime":895.87,"body":"There are different"},{"speaker":"CASEY KEMPTON","startTime":893.66,"endTime":895.87,"body":"mindsets around buying"},{"speaker":"CASEY KEMPTON","startTime":895.87,"endTime":898.63,"body":"a product such as this"},{"speaker":"CASEY KEMPTON","startTime":895.87,"endTime":898.63,"body":"exclusively online, all"},{"speaker":"CASEY KEMPTON","startTime":898.63,"endTime":901.48,"body":"by myself, no help"},{"speaker":"CASEY KEMPTON","startTime":898.63,"endTime":901.48,"body":"from everybody."},{"speaker":"CASEY KEMPTON","startTime":901.48,"endTime":905.56,"body":"It's not as easy as every"},{"speaker":"CASEY KEMPTON","startTime":901.48,"endTime":905.56,"body":"other online purchase."},{"speaker":"CASEY KEMPTON","startTime":905.56,"endTime":907.75,"body":"I think it was a lot of"},{"speaker":"CASEY KEMPTON","startTime":905.56,"endTime":907.75,"body":"CoverWallet and CoverHound."},{"speaker":"CASEY KEMPTON","startTime":907.75,"endTime":912.55,"body":"I think they really did insurae"},{"speaker":"CASEY KEMPTON","startTime":907.75,"endTime":912.55,"body":"on the early digital brokers."},{"speaker":"CASEY KEMPTON","startTime":912.55,"endTime":917.77,"body":"So we used to track at Chubb"},{"speaker":"CASEY KEMPTON","startTime":912.55,"endTime":917.77,"body":"the actual online ad spend"},{"speaker":"CASEY KEMPTON","startTime":917.77,"endTime":923.17,"body":"by AdWords just to see where"},{"speaker":"CASEY KEMPTON","startTime":917.77,"endTime":923.17,"body":"is all this going, what's"},{"speaker":"CASEY KEMPTON","startTime":923.17,"endTime":925.78,"body":"happening, who's searching"},{"speaker":"CASEY KEMPTON","startTime":923.17,"endTime":925.78,"body":"for business insurance,"},{"speaker":"CASEY KEMPTON","startTime":925.78,"endTime":927.41,"body":"and who's paying for that."},{"speaker":"CASEY KEMPTON","startTime":927.41,"endTime":930.97,"body":"And there was a constant"},{"speaker":"CASEY KEMPTON","startTime":927.41,"endTime":930.97,"body":"race between about five"},{"speaker":"CASEY KEMPTON","startTime":930.97,"endTime":931.93,"body":"different players."},{"speaker":"CASEY KEMPTON","startTime":931.93,"endTime":933.58,"body":"One would outspend"},{"speaker":"CASEY KEMPTON","startTime":931.93,"endTime":933.58,"body":"the other one month."},{"speaker":"CASEY KEMPTON","startTime":933.58,"endTime":935.17,"body":"And then the other"},{"speaker":"CASEY KEMPTON","startTime":933.58,"endTime":935.17,"body":"would come behind."},{"speaker":"CASEY KEMPTON","startTime":935.17,"endTime":936.962,"body":"But the number one"},{"speaker":"CASEY KEMPTON","startTime":935.17,"endTime":936.962,"body":"spender across the board"},{"speaker":"CASEY KEMPTON","startTime":936.962,"endTime":938.47,"body":"consistently was a carrier."},{"speaker":"CASEY KEMPTON","startTime":938.47,"endTime":940.98,"body":"It was Hiscox who've"},{"speaker":"CASEY KEMPTON","startTime":938.47,"endTime":940.98,"body":"been dominating"},{"speaker":"CASEY KEMPTON","startTime":940.98,"endTime":944.13,"body":"this space since 2008."},{"speaker":"CASEY KEMPTON","startTime":944.13,"endTime":945.66,"body":"They've got a"},{"speaker":"CASEY KEMPTON","startTime":944.13,"endTime":945.66,"body":"rhythm around this."},{"speaker":"CASEY KEMPTON","startTime":945.66,"endTime":946.18,"body":"They get it."},{"speaker":"CASEY KEMPTON","startTime":946.18,"endTime":947.138,"body":"They know their market."},{"speaker":"CASEY KEMPTON","startTime":947.138,"endTime":950.02,"body":"They know how to get after it,"},{"speaker":"CASEY KEMPTON","startTime":947.138,"endTime":950.02,"body":"build their brand around it,"},{"speaker":"CASEY KEMPTON","startTime":950.02,"endTime":952.11,"body":"which I've admired what"},{"speaker":"CASEY KEMPTON","startTime":950.02,"endTime":952.11,"body":"they've been able to do."},{"speaker":"CASEY KEMPTON","startTime":952.11,"endTime":954.24,"body":"Coming in fresh"},{"speaker":"CASEY KEMPTON","startTime":952.11,"endTime":954.24,"body":"into the US market"},{"speaker":"CASEY KEMPTON","startTime":954.24,"endTime":957.78,"body":"and building the first small"},{"speaker":"CASEY KEMPTON","startTime":954.24,"endTime":957.78,"body":"business, direct to consumer"},{"speaker":"CASEY KEMPTON","startTime":957.78,"endTime":959.44,"body":"business that we have."},{"speaker":"CASEY KEMPTON","startTime":959.44,"endTime":962.28,"body":"And once you create a"},{"speaker":"CASEY KEMPTON","startTime":959.44,"endTime":962.28,"body":"machine around that,"},{"speaker":"CASEY KEMPTON","startTime":962.28,"endTime":965.82,"body":"and you mechanize it,"},{"speaker":"CASEY KEMPTON","startTime":962.28,"endTime":965.82,"body":"the economics work."},{"speaker":"CASEY KEMPTON","startTime":965.82,"endTime":967.92,"body":"Some of these startups,"},{"speaker":"CASEY KEMPTON","startTime":965.82,"endTime":967.92,"body":"I think, just struggled"},{"speaker":"CASEY KEMPTON","startTime":967.92,"endTime":970.38,"body":"if that's our only"},{"speaker":"CASEY KEMPTON","startTime":967.92,"endTime":970.38,"body":"source of leads."},{"speaker":"CASEY KEMPTON","startTime":970.38,"endTime":972.13,"body":"The economics don't work."},{"speaker":"CASEY KEMPTON","startTime":972.13,"endTime":975.28,"body":"And so I think there was"},{"speaker":"CASEY KEMPTON","startTime":972.13,"endTime":975.28,"body":"interest in the part of agents."},{"speaker":"CASEY KEMPTON","startTime":975.28,"endTime":978.22,"body":"Many of them got purchased"},{"speaker":"CASEY KEMPTON","startTime":975.28,"endTime":978.22,"body":"by agents themselves."},{"speaker":"CASEY KEMPTON","startTime":978.22,"endTime":981.45,"body":"And when that shift started"},{"speaker":"CASEY KEMPTON","startTime":978.22,"endTime":981.45,"body":"to happen now at ITC,"},{"speaker":"CASEY KEMPTON","startTime":981.45,"endTime":985.02,"body":"we're seeing a lot more"},{"speaker":"CASEY KEMPTON","startTime":981.45,"endTime":985.02,"body":"enablement of the whole end"},{"speaker":"CASEY KEMPTON","startTime":985.02,"endTime":988.5,"body":"to end agent proposition and"},{"speaker":"CASEY KEMPTON","startTime":985.02,"endTime":988.5,"body":"what needs to get done there."},{"speaker":"CASEY KEMPTON","startTime":988.5,"endTime":991.17,"body":"The opportunity for"},{"speaker":"CASEY KEMPTON","startTime":988.5,"endTime":991.17,"body":"me has always been,"},{"speaker":"CASEY KEMPTON","startTime":991.17,"endTime":992.73,"body":"how about in the middle?"},{"speaker":"CASEY KEMPTON","startTime":992.73,"endTime":995.37,"body":"Who's selling us an"},{"speaker":"CASEY KEMPTON","startTime":992.73,"endTime":995.37,"body":"insurance companies?"},{"speaker":"CASEY KEMPTON","startTime":995.37,"endTime":996.33,"body":"The middleware."},{"speaker":"CASEY KEMPTON","startTime":996.33,"endTime":1001.07,"body":"Part of this whole equation,"},{"speaker":"CASEY KEMPTON","startTime":996.33,"endTime":1001.07,"body":"you don't see as much solution"},{"speaker":"CASEY KEMPTON","startTime":1001.07,"endTime":1003.12,"body":"in the investment"},{"speaker":"CASEY KEMPTON","startTime":1001.07,"endTime":1003.12,"body":"area that's trying"},{"speaker":"CASEY KEMPTON","startTime":1003.12,"endTime":1006.36,"body":"to solve some of the problems"},{"speaker":"CASEY KEMPTON","startTime":1003.12,"endTime":1006.36,"body":"that we struggle the most with."},{"speaker":"CASEY KEMPTON","startTime":1006.36,"endTime":1010.14,"body":"The distribution has"},{"speaker":"CASEY KEMPTON","startTime":1006.36,"endTime":1010.14,"body":"always been a big focus."},{"speaker":"CASEY KEMPTON","startTime":1010.14,"endTime":1013.38,"body":"Last year, I think the theme was"},{"speaker":"CASEY KEMPTON","startTime":1010.14,"endTime":1013.38,"body":"all embedded insurance, maybe"},{"speaker":"CASEY KEMPTON","startTime":1013.38,"endTime":1016.72,"body":"the year before that as well."},{"speaker":"CASEY KEMPTON","startTime":1016.72,"endTime":1019.14,"body":"We talked a lot about"},{"speaker":"CASEY KEMPTON","startTime":1016.72,"endTime":1019.14,"body":"embedded insurance at Chubb."},{"speaker":"CASEY KEMPTON","startTime":1019.14,"endTime":1019.68,"body":"What it is?"},{"speaker":"CASEY KEMPTON","startTime":1019.68,"endTime":1020.43,"body":"Where it's going?"},{"speaker":"CASEY KEMPTON","startTime":1020.43,"endTime":1025.95,"body":"And it's this really interesting"},{"speaker":"CASEY KEMPTON","startTime":1020.43,"endTime":1025.95,"body":"sort of fuzzy at the same time"},{"speaker":"CASEY KEMPTON","startTime":1025.95,"endTime":1029.22,"body":"combination of where product"},{"speaker":"CASEY KEMPTON","startTime":1025.95,"endTime":1029.22,"body":"and consumer and distributor"},{"speaker":"CASEY KEMPTON","startTime":1029.22,"endTime":1030.66,"body":"all come together."},{"speaker":"CASEY KEMPTON","startTime":1030.66,"endTime":1034.14,"body":"It's inside another"},{"speaker":"CASEY KEMPTON","startTime":1030.66,"endTime":1034.14,"body":"transaction that maybe has"},{"speaker":"CASEY KEMPTON","startTime":1034.14,"endTime":1035.88,"body":"nothing to do with insurance."},{"speaker":"CASEY KEMPTON","startTime":1035.88,"endTime":1038.44,"body":"And that's depending on"},{"speaker":"CASEY KEMPTON","startTime":1035.88,"endTime":1038.44,"body":"what market you're in"},{"speaker":"CASEY KEMPTON","startTime":1038.44,"endTime":1040.44,"body":"and where you are in the"},{"speaker":"CASEY KEMPTON","startTime":1038.44,"endTime":1040.44,"body":"world, and what product"},{"speaker":"CASEY KEMPTON","startTime":1040.44,"endTime":1041.069,"body":"you're selling."},{"speaker":"CASEY KEMPTON","startTime":1041.069,"endTime":1042.96,"body":"That's a hard nut to crack."},{"speaker":"CASEY KEMPTON","startTime":1042.96,"endTime":1046.2,"body":"Not possible without"},{"speaker":"CASEY KEMPTON","startTime":1042.96,"endTime":1046.2,"body":"the kinds of technology"},{"speaker":"CASEY KEMPTON","startTime":1046.2,"endTime":1049.74,"body":"that started with some"},{"speaker":"CASEY KEMPTON","startTime":1046.2,"endTime":1049.74,"body":"of those original forays."},{"speaker":"CASEY KEMPTON","startTime":1049.74,"endTime":1051.09,"body":"And you think about CoverHound."},{"speaker":"CASEY KEMPTON","startTime":1051.09,"endTime":1054.03,"body":"They started in"},{"speaker":"CASEY KEMPTON","startTime":1051.09,"endTime":1054.03,"body":"personal lines and built"},{"speaker":"CASEY KEMPTON","startTime":1054.03,"endTime":1056.423,"body":"one of the first leading"},{"speaker":"CASEY KEMPTON","startTime":1054.03,"endTime":1056.423,"body":"platforms in small."},{"speaker":"CASEY KEMPTON","startTime":1056.423,"endTime":1058.59,"body":"I don't know who was first,"},{"speaker":"CASEY KEMPTON","startTime":1056.423,"endTime":1058.59,"body":"CoverHound, CoverWallet."},{"speaker":"CASEY KEMPTON","startTime":1058.59,"endTime":1060.31,"body":"I know Insurion"},{"speaker":"CASEY KEMPTON","startTime":1058.59,"endTime":1060.31,"body":"was in the market"},{"speaker":"CASEY KEMPTON","startTime":1060.31,"endTime":1062.32,"body":"as the old tech"},{"speaker":"CASEY KEMPTON","startTime":1060.31,"endTime":1062.32,"body":"insurance dot com,"},{"speaker":"CASEY KEMPTON","startTime":1062.32,"endTime":1067.52,"body":"business insurance now"},{"speaker":"CASEY KEMPTON","startTime":1062.32,"endTime":1067.52,"body":"dot com decades ago."},{"speaker":"CASEY KEMPTON","startTime":1067.52,"endTime":1070.98,"body":"I don't mention those names at"},{"speaker":"CASEY KEMPTON","startTime":1067.52,"endTime":1070.98,"body":"the exclusion of any others."},{"speaker":"CASEY KEMPTON","startTime":1070.98,"endTime":1073.29,"body":"Chubb has worked with"},{"speaker":"CASEY KEMPTON","startTime":1070.98,"endTime":1073.29,"body":"all partners out there,"},{"speaker":"CASEY KEMPTON","startTime":1073.29,"endTime":1076.47,"body":"but some didn't last."},{"speaker":"CASEY KEMPTON","startTime":1076.47,"endTime":1078.18,"body":"Not everybody survived, right?"},{"speaker":"CASEY KEMPTON","startTime":1078.18,"endTime":1080.26,"body":"You've had some that came"},{"speaker":"CASEY KEMPTON","startTime":1078.18,"endTime":1080.26,"body":"in from other markets"},{"speaker":"CASEY KEMPTON","startTime":1080.26,"endTime":1081.36,"body":"and tried to make it."},{"speaker":"CASEY KEMPTON","startTime":1081.36,"endTime":1083.82,"body":"Be it Australia"},{"speaker":"CASEY KEMPTON","startTime":1081.36,"endTime":1083.82,"body":"or the UK market."},{"speaker":"CASEY KEMPTON","startTime":1083.82,"endTime":1086.175,"body":"And it's a different"},{"speaker":"CASEY KEMPTON","startTime":1083.82,"endTime":1086.175,"body":"proposition here."},{"speaker":"REID HOLZWORTH","startTime":1089.59,"endTime":1090.81,"body":"So true."},{"speaker":"REID HOLZWORTH","startTime":1090.81,"endTime":1092.11,"body":"That's really interesting."},{"speaker":"REID HOLZWORTH","startTime":1092.11,"endTime":1095.55,"body":"So Casey, you've"},{"speaker":"REID HOLZWORTH","startTime":1092.11,"endTime":1095.55,"body":"had amazing career."},{"speaker":"REID HOLZWORTH","startTime":1095.55,"endTime":1099.77,"body":"You've met I bet a"},{"speaker":"REID HOLZWORTH","startTime":1095.55,"endTime":1099.77,"body":"ton of amazing people."},{"speaker":"REID HOLZWORTH","startTime":1099.77,"endTime":1101.01,"body":"You have any mentors?"},{"speaker":"REID HOLZWORTH","startTime":1101.01,"endTime":1103.14,"body":"Anybody that's given"},{"speaker":"REID HOLZWORTH","startTime":1101.01,"endTime":1103.14,"body":"you, some really"},{"speaker":"REID HOLZWORTH","startTime":1103.14,"endTime":1107.8,"body":"helped you along throughout"},{"speaker":"REID HOLZWORTH","startTime":1103.14,"endTime":1107.8,"body":"this whole journey of yours?"},{"speaker":"CASEY KEMPTON","startTime":1107.8,"endTime":1108.76,"body":"I do."},{"speaker":"CASEY KEMPTON","startTime":1108.76,"endTime":1113.05,"body":"There's a leader who is"},{"speaker":"CASEY KEMPTON","startTime":1108.76,"endTime":1113.05,"body":"at the Hartford for most"},{"speaker":"CASEY KEMPTON","startTime":1113.05,"endTime":1116.23,"body":"of his career, Ray Sprague."},{"speaker":"CASEY KEMPTON","startTime":1116.23,"endTime":1118.39,"body":"Before I worked with"},{"speaker":"CASEY KEMPTON","startTime":1116.23,"endTime":1118.39,"body":"him, he was the president"},{"speaker":"CASEY KEMPTON","startTime":1118.39,"endTime":1121.06,"body":"of their reinsurance"},{"speaker":"CASEY KEMPTON","startTime":1118.39,"endTime":1121.06,"body":"operation, Hart Re,"},{"speaker":"CASEY KEMPTON","startTime":1121.06,"endTime":1125.65,"body":"and came on to work for the"},{"speaker":"CASEY KEMPTON","startTime":1121.06,"endTime":1125.65,"body":"president of the company"},{"speaker":"CASEY KEMPTON","startTime":1125.65,"endTime":1127.48,"body":"at the time, Dave Zwiener."},{"speaker":"CASEY KEMPTON","startTime":1127.48,"endTime":1131.11,"body":"And he's the one who plucked me"},{"speaker":"CASEY KEMPTON","startTime":1127.48,"endTime":1131.11,"body":"out of the little venture unit"},{"speaker":"CASEY KEMPTON","startTime":1131.11,"endTime":1133.18,"body":"that he came to have"},{"speaker":"CASEY KEMPTON","startTime":1131.11,"endTime":1133.18,"body":"responsibility for"},{"speaker":"CASEY KEMPTON","startTime":1133.18,"endTime":1136.39,"body":"and really taught me"},{"speaker":"CASEY KEMPTON","startTime":1133.18,"endTime":1136.39,"body":"the business end to end."},{"speaker":"CASEY KEMPTON","startTime":1136.39,"endTime":1138.25,"body":"And I was fortunate"},{"speaker":"CASEY KEMPTON","startTime":1136.39,"endTime":1138.25,"body":"enough that he'd"},{"speaker":"CASEY KEMPTON","startTime":1138.25,"endTime":1141.04,"body":"say go spend a week in"},{"speaker":"CASEY KEMPTON","startTime":1138.25,"endTime":1141.04,"body":"the underwriting center"},{"speaker":"CASEY KEMPTON","startTime":1141.04,"endTime":1143.343,"body":"and figure out what they"},{"speaker":"CASEY KEMPTON","startTime":1141.04,"endTime":1143.343,"body":"do and how they do it."},{"speaker":"CASEY KEMPTON","startTime":1143.343,"endTime":1144.76,"body":"And give me a list"},{"speaker":"CASEY KEMPTON","startTime":1143.343,"endTime":1144.76,"body":"of three things"},{"speaker":"CASEY KEMPTON","startTime":1144.76,"endTime":1147.94,"body":"that we can do better"},{"speaker":"CASEY KEMPTON","startTime":1144.76,"endTime":1147.94,"body":"on whatever topic."},{"speaker":"CASEY KEMPTON","startTime":1147.94,"endTime":1150.28,"body":"So a lot of insurance"},{"speaker":"CASEY KEMPTON","startTime":1147.94,"endTime":1150.28,"body":"companies have"},{"speaker":"CASEY KEMPTON","startTime":1150.28,"endTime":1152.95,"body":"programs where folks come"},{"speaker":"CASEY KEMPTON","startTime":1150.28,"endTime":1152.95,"body":"in, and they do a rotation"},{"speaker":"CASEY KEMPTON","startTime":1152.95,"endTime":1154.93,"body":"through the whole life"},{"speaker":"CASEY KEMPTON","startTime":1152.95,"endTime":1154.93,"body":"cycle of different areas"},{"speaker":"CASEY KEMPTON","startTime":1154.93,"endTime":1156.17,"body":"of the business."},{"speaker":"CASEY KEMPTON","startTime":1156.17,"endTime":1159.16,"body":"And he invested in"},{"speaker":"CASEY KEMPTON","startTime":1156.17,"endTime":1159.16,"body":"me in a way that I"},{"speaker":"CASEY KEMPTON","startTime":1159.16,"endTime":1162.64,"body":"felt like I had that experience"},{"speaker":"CASEY KEMPTON","startTime":1159.16,"endTime":1162.64,"body":"across the whole company"},{"speaker":"CASEY KEMPTON","startTime":1162.64,"endTime":1165.97,"body":"in different divisions and all"},{"speaker":"CASEY KEMPTON","startTime":1162.64,"endTime":1165.97,"body":"of our different areas sort"},{"speaker":"CASEY KEMPTON","startTime":1165.97,"endTime":1167.87,"body":"of informally, with the"},{"speaker":"CASEY KEMPTON","startTime":1165.97,"endTime":1167.87,"body":"work that he gave me"},{"speaker":"CASEY KEMPTON","startTime":1167.87,"endTime":1170.91,"body":"and the problems I was able"},{"speaker":"CASEY KEMPTON","startTime":1167.87,"endTime":1170.91,"body":"to lean in on and solve."},{"speaker":"CASEY KEMPTON","startTime":1170.91,"endTime":1173.6,"body":"So I worked for him for"},{"speaker":"CASEY KEMPTON","startTime":1170.91,"endTime":1173.6,"body":"a good number of years."},{"speaker":"CASEY KEMPTON","startTime":1173.6,"endTime":1175.16,"body":"And then went back"},{"speaker":"CASEY KEMPTON","startTime":1173.6,"endTime":1175.16,"body":"to work for him"},{"speaker":"CASEY KEMPTON","startTime":1175.16,"endTime":1178.16,"body":"when he ran the personal lines"},{"speaker":"CASEY KEMPTON","startTime":1175.16,"endTime":1178.16,"body":"division a couple of years"},{"speaker":"CASEY KEMPTON","startTime":1178.16,"endTime":1179.03,"body":"later."},{"speaker":"CASEY KEMPTON","startTime":1179.03,"endTime":1181.58,"body":"He comes like top"},{"speaker":"CASEY KEMPTON","startTime":1179.03,"endTime":1181.58,"body":"of mind as someone"},{"speaker":"CASEY KEMPTON","startTime":1181.58,"endTime":1183.06,"body":"who I really truly value."},{"speaker":"CASEY KEMPTON","startTime":1183.06,"endTime":1188.6,"body":"Another, Juan Andrade who"},{"speaker":"CASEY KEMPTON","startTime":1183.06,"endTime":1188.6,"body":"now is the CEO of Everest Re."},{"speaker":"CASEY KEMPTON","startTime":1188.6,"endTime":1192.65,"body":"I worked with him pretty closely"},{"speaker":"CASEY KEMPTON","startTime":1188.6,"endTime":1192.65,"body":"at both Hartford and at ACE."},{"speaker":"CASEY KEMPTON","startTime":1192.65,"endTime":1197.67,"body":"And he guided me through all"},{"speaker":"CASEY KEMPTON","startTime":1192.65,"endTime":1197.67,"body":"my international experience."},{"speaker":"CASEY KEMPTON","startTime":1197.67,"endTime":1200.75,"body":"So everything from when you"},{"speaker":"CASEY KEMPTON","startTime":1197.67,"endTime":1200.75,"body":"get on that 18-hour flight"},{"speaker":"CASEY KEMPTON","startTime":1200.75,"endTime":1204.41,"body":"to Singapore, this is what"},{"speaker":"CASEY KEMPTON","startTime":1200.75,"endTime":1204.41,"body":"time you take your Tylenol PM."},{"speaker":"CASEY KEMPTON","startTime":1204.41,"endTime":1206.81,"body":"And this is when you"},{"speaker":"CASEY KEMPTON","startTime":1204.41,"endTime":1206.81,"body":"eat and set your watch,"},{"speaker":"CASEY KEMPTON","startTime":1206.81,"endTime":1209.63,"body":"like all the way"},{"speaker":"CASEY KEMPTON","startTime":1206.81,"endTime":1209.63,"body":"down in the weeds."},{"speaker":"CASEY KEMPTON","startTime":1209.63,"endTime":1211.8,"body":"I hadn't traveled so"},{"speaker":"CASEY KEMPTON","startTime":1209.63,"endTime":1211.8,"body":"much internationally."},{"speaker":"CASEY KEMPTON","startTime":1211.8,"endTime":1215.57,"body":"And I was doing it pretty much"},{"speaker":"CASEY KEMPTON","startTime":1211.8,"endTime":1215.57,"body":"every month, every other month."},{"speaker":"CASEY KEMPTON","startTime":1215.57,"endTime":1218.24,"body":"So from that and how to"},{"speaker":"CASEY KEMPTON","startTime":1215.57,"endTime":1218.24,"body":"work in different cultures,"},{"speaker":"CASEY KEMPTON","startTime":1218.24,"endTime":1221.18,"body":"and how to show up"},{"speaker":"CASEY KEMPTON","startTime":1218.24,"endTime":1221.18,"body":"in different cultures"},{"speaker":"CASEY KEMPTON","startTime":1221.18,"endTime":1224.36,"body":"as a representative from"},{"speaker":"CASEY KEMPTON","startTime":1221.18,"endTime":1224.36,"body":"the New York office,"},{"speaker":"CASEY KEMPTON","startTime":1224.36,"endTime":1227.33,"body":"and how to engage"},{"speaker":"CASEY KEMPTON","startTime":1224.36,"endTime":1227.33,"body":"and work with them."},{"speaker":"CASEY KEMPTON","startTime":1227.33,"endTime":1229.58,"body":"And just in general,"},{"speaker":"CASEY KEMPTON","startTime":1227.33,"endTime":1229.58,"body":"the whole kind"},{"speaker":"CASEY KEMPTON","startTime":1229.58,"endTime":1231.86,"body":"of other side of the"},{"speaker":"CASEY KEMPTON","startTime":1229.58,"endTime":1231.86,"body":"insurance proposition out"},{"speaker":"CASEY KEMPTON","startTime":1231.86,"endTime":1234.74,"body":"of standard lines, how we"},{"speaker":"CASEY KEMPTON","startTime":1231.86,"endTime":1234.74,"body":"bring that to retail markets,"},{"speaker":"CASEY KEMPTON","startTime":1234.74,"endTime":1238.198,"body":"I got to do a lot of great"},{"speaker":"CASEY KEMPTON","startTime":1234.74,"endTime":1238.198,"body":"work with him on that."},{"speaker":"REID HOLZWORTH","startTime":1238.198,"endTime":1239.49,"body":"That's awesome!"},{"speaker":"CASEY KEMPTON","startTime":1239.49,"endTime":1241.86,"body":"Phenomenal"},{"speaker":"CASEY KEMPTON","startTime":1239.49,"endTime":1241.86,"body":"professional, both of them."},{"speaker":"CASEY KEMPTON","startTime":1241.86,"endTime":1243.42,"body":"I think Ray is retired."},{"speaker":"CASEY KEMPTON","startTime":1243.42,"endTime":1245.67,"body":"Ray, if you're out there and"},{"speaker":"CASEY KEMPTON","startTime":1243.42,"endTime":1245.67,"body":"you're listening to this,"},{"speaker":"CASEY KEMPTON","startTime":1245.67,"endTime":1247.35,"body":"someone bumped into"},{"speaker":"CASEY KEMPTON","startTime":1245.67,"endTime":1247.35,"body":"you the other day."},{"speaker":"CASEY KEMPTON","startTime":1247.35,"endTime":1250.02,"body":"And they told me you might still"},{"speaker":"CASEY KEMPTON","startTime":1247.35,"endTime":1250.02,"body":"be doing some insurance work,"},{"speaker":"CASEY KEMPTON","startTime":1250.02,"endTime":1251.49,"body":"so good for you."},{"speaker":"CASEY KEMPTON","startTime":1251.49,"endTime":1254.16,"body":"But they both have had"},{"speaker":"CASEY KEMPTON","startTime":1251.49,"endTime":1254.16,"body":"phenomenal careers."},{"speaker":"CASEY KEMPTON","startTime":1254.16,"endTime":1256.08,"body":"And I've been very,"},{"speaker":"CASEY KEMPTON","startTime":1254.16,"endTime":1256.08,"body":"very fortunate"},{"speaker":"CASEY KEMPTON","startTime":1256.08,"endTime":1260.105,"body":"to have had the opportunity"},{"speaker":"CASEY KEMPTON","startTime":1256.08,"endTime":1260.105,"body":"to work with them so closely."},{"speaker":"REID HOLZWORTH","startTime":1260.105,"endTime":1262.23,"body":"This"},{"speaker":"REID HOLZWORTH","startTime":1260.105,"endTime":1262.23,"body":"industry, I love this industry"},{"speaker":"REID HOLZWORTH","startTime":1262.23,"endTime":1264.6,"body":"because it's so"},{"speaker":"REID HOLZWORTH","startTime":1262.23,"endTime":1264.6,"body":"deep, it's so wide."},{"speaker":"REID HOLZWORTH","startTime":1264.6,"endTime":1266.25,"body":"And it's a big family."},{"speaker":"REID HOLZWORTH","startTime":1266.25,"endTime":1267.3,"body":"It's been a family to me."},{"speaker":"REID HOLZWORTH","startTime":1267.3,"endTime":1269.16,"body":"I'm sure a family to you."},{"speaker":"REID HOLZWORTH","startTime":1269.16,"endTime":1270.57,"body":"Once you're in it, you're in it."},{"speaker":"REID HOLZWORTH","startTime":1270.57,"endTime":1271.68,"body":"You're here to stay."},{"speaker":"REID HOLZWORTH","startTime":1271.68,"endTime":1274.38,"body":"And just that the people"},{"speaker":"REID HOLZWORTH","startTime":1271.68,"endTime":1274.38,"body":"just keep you here."},{"speaker":"REID HOLZWORTH","startTime":1274.38,"endTime":1275.26,"body":"It's so awesome."},{"speaker":"REID HOLZWORTH","startTime":1275.26,"endTime":1277.35,"body":"It sounds like you've had some"},{"speaker":"REID HOLZWORTH","startTime":1275.26,"endTime":1277.35,"body":"really great people surround"},{"speaker":"REID HOLZWORTH","startTime":1277.35,"endTime":1279.392,"body":"you and really just kind"},{"speaker":"REID HOLZWORTH","startTime":1277.35,"endTime":1279.392,"body":"of let you do your thing"},{"speaker":"REID HOLZWORTH","startTime":1279.392,"endTime":1280.26,"body":"and figure it out."},{"speaker":"REID HOLZWORTH","startTime":1280.26,"endTime":1283.03,"body":"And what's really helped you"},{"speaker":"REID HOLZWORTH","startTime":1280.26,"endTime":1283.03,"body":"and get you where you are today."},{"speaker":"REID HOLZWORTH","startTime":1283.03,"endTime":1285.04,"body":"So the next question"},{"speaker":"REID HOLZWORTH","startTime":1283.03,"endTime":1285.04,"body":"is a big one."},{"speaker":"REID HOLZWORTH","startTime":1285.04,"endTime":1289.74,"body":"If you could fix one"},{"speaker":"REID HOLZWORTH","startTime":1285.04,"endTime":1289.74,"body":"thing, what would you fix?"},{"speaker":"REID HOLZWORTH","startTime":1289.74,"endTime":1291.21,"body":"In technology, specifically."},{"speaker":"REID HOLZWORTH","startTime":1291.21,"endTime":1294.0,"body":"Well, actually, I'll say in"},{"speaker":"REID HOLZWORTH","startTime":1291.21,"endTime":1294.0,"body":"the industry overall, what"},{"speaker":"REID HOLZWORTH","startTime":1294.0,"endTime":1298.677,"body":"would you solve if you"},{"speaker":"REID HOLZWORTH","startTime":1294.0,"endTime":1298.677,"body":"could solve one thing?"},{"speaker":"CASEY KEMPTON","startTime":1298.677,"endTime":1299.76,"body":"Compliance."},{"speaker":"CASEY KEMPTON","startTime":1299.76,"endTime":1302.415,"body":"State compliance."},{"speaker":"REID HOLZWORTH","startTime":1302.415,"endTime":1303.79,"body":"State compliance."},{"speaker":"REID HOLZWORTH","startTime":1303.79,"endTime":1304.29,"body":"Why?"},{"speaker":"REID HOLZWORTH","startTime":1304.29,"endTime":1305.8,"body":"Explain that."},{"speaker":"CASEY KEMPTON","startTime":1305.8,"endTime":1308.2,"body":"50 insurance"},{"speaker":"CASEY KEMPTON","startTime":1305.8,"endTime":1308.2,"body":"markets, each of which"},{"speaker":"CASEY KEMPTON","startTime":1308.2,"endTime":1310.48,"body":"has its own set of"},{"speaker":"CASEY KEMPTON","startTime":1308.2,"endTime":1310.48,"body":"rules and regulations."},{"speaker":"CASEY KEMPTON","startTime":1310.48,"endTime":1313.84,"body":"It brings a ton of complexity"},{"speaker":"CASEY KEMPTON","startTime":1310.48,"endTime":1313.84,"body":"into our systems, the amount"},{"speaker":"CASEY KEMPTON","startTime":1313.84,"endTime":1315.717,"body":"of rules that we have to have."},{"speaker":"CASEY KEMPTON","startTime":1315.717,"endTime":1317.8,"body":"You might have different"},{"speaker":"CASEY KEMPTON","startTime":1315.717,"endTime":1317.8,"body":"producer management rules"},{"speaker":"CASEY KEMPTON","startTime":1317.8,"endTime":1318.68,"body":"by state."},{"speaker":"CASEY KEMPTON","startTime":1318.68,"endTime":1321.04,"body":"You could have obviously"},{"speaker":"CASEY KEMPTON","startTime":1318.68,"endTime":1321.04,"body":"different policy,"},{"speaker":"CASEY KEMPTON","startTime":1321.04,"endTime":1323.8,"body":"product coverage,"},{"speaker":"CASEY KEMPTON","startTime":1321.04,"endTime":1323.8,"body":"licensing, all of it"},{"speaker":"CASEY KEMPTON","startTime":1323.8,"endTime":1325.3,"body":"is different in every state."},{"speaker":"CASEY KEMPTON","startTime":1325.3,"endTime":1326.95,"body":"And all of the"},{"speaker":"CASEY KEMPTON","startTime":1325.3,"endTime":1326.95,"body":"complexity that we"},{"speaker":"CASEY KEMPTON","startTime":1326.95,"endTime":1329.18,"body":"have in how we go to market,"},{"speaker":"CASEY KEMPTON","startTime":1326.95,"endTime":1329.18,"body":"how we build products,"},{"speaker":"CASEY KEMPTON","startTime":1329.18,"endTime":1329.95,"body":"speed to market."},{"speaker":"CASEY KEMPTON","startTime":1329.95,"endTime":1332.53,"body":"In the industry, if"},{"speaker":"CASEY KEMPTON","startTime":1329.95,"endTime":1332.53,"body":"you're a national player,"},{"speaker":"CASEY KEMPTON","startTime":1332.53,"endTime":1335.89,"body":"you have to factor all of"},{"speaker":"CASEY KEMPTON","startTime":1332.53,"endTime":1335.89,"body":"that into all the decisions"},{"speaker":"CASEY KEMPTON","startTime":1335.89,"endTime":1338.21,"body":"that you make and"},{"speaker":"CASEY KEMPTON","startTime":1335.89,"endTime":1338.21,"body":"how you execute it."},{"speaker":"CASEY KEMPTON","startTime":1338.21,"endTime":1341.29,"body":"So often, insurance companies"},{"speaker":"CASEY KEMPTON","startTime":1338.21,"endTime":1341.29,"body":"we do rollouts on a state"},{"speaker":"CASEY KEMPTON","startTime":1341.29,"endTime":1342.73,"body":"by state basis."},{"speaker":"CASEY KEMPTON","startTime":1342.73,"endTime":1344.335,"body":"It's hard to just"},{"speaker":"CASEY KEMPTON","startTime":1342.73,"endTime":1344.335,"body":"big bang, everything"},{"speaker":"CASEY KEMPTON","startTime":1344.335,"endTime":1346.81,"body":"is available for everyone"},{"speaker":"CASEY KEMPTON","startTime":1344.335,"endTime":1346.81,"body":"at the same time."},{"speaker":"CASEY KEMPTON","startTime":1346.81,"endTime":1348.56,"body":"It's easier when"},{"speaker":"CASEY KEMPTON","startTime":1346.81,"endTime":1348.56,"body":"it's just system."},{"speaker":"CASEY KEMPTON","startTime":1348.56,"endTime":1351.37,"body":"But when you get into how"},{"speaker":"CASEY KEMPTON","startTime":1348.56,"endTime":1351.37,"body":"we're responsive to market,"},{"speaker":"CASEY KEMPTON","startTime":1351.37,"endTime":1354.34,"body":"how carriers think about"},{"speaker":"CASEY KEMPTON","startTime":1351.37,"endTime":1354.34,"body":"risk and emerging risk"},{"speaker":"CASEY KEMPTON","startTime":1354.34,"endTime":1356.65,"body":"and build product for"},{"speaker":"CASEY KEMPTON","startTime":1354.34,"endTime":1356.65,"body":"that, the approval"},{"speaker":"CASEY KEMPTON","startTime":1356.65,"endTime":1359.68,"body":"process that we go through,"},{"speaker":"CASEY KEMPTON","startTime":1356.65,"endTime":1359.68,"body":"so not news to anyone."},{"speaker":"CASEY KEMPTON","startTime":1359.68,"endTime":1364.37,"body":"But truly, if I had a magic"},{"speaker":"CASEY KEMPTON","startTime":1359.68,"endTime":1364.37,"body":"wand, we could deliver faster."},{"speaker":"CASEY KEMPTON","startTime":1364.37,"endTime":1368.3,"body":"We could move quicker if"},{"speaker":"CASEY KEMPTON","startTime":1364.37,"endTime":1368.3,"body":"all the complexity that"},{"speaker":"CASEY KEMPTON","startTime":1368.3,"endTime":1371.33,"body":"comes with managing 50 different"},{"speaker":"CASEY KEMPTON","startTime":1368.3,"endTime":1371.33,"body":"markets as an actual player"},{"speaker":"CASEY KEMPTON","startTime":1371.33,"endTime":1372.38,"body":"wasn't there."},{"speaker":"CASEY KEMPTON","startTime":1372.38,"endTime":1374.81,"body":"There are tools, I think,"},{"speaker":"CASEY KEMPTON","startTime":1372.38,"endTime":1374.81,"body":"that have done a great job"},{"speaker":"CASEY KEMPTON","startTime":1374.81,"endTime":1377.39,"body":"through the years of"},{"speaker":"CASEY KEMPTON","startTime":1374.81,"endTime":1377.39,"body":"standardizing that and bringing"},{"speaker":"CASEY KEMPTON","startTime":1377.39,"endTime":1379.89,"body":"that regulation and packaging"},{"speaker":"CASEY KEMPTON","startTime":1377.39,"endTime":1379.89,"body":"it every way they can,"},{"speaker":"CASEY KEMPTON","startTime":1379.89,"endTime":1382.46,"body":"so carriers don't have"},{"speaker":"CASEY KEMPTON","startTime":1379.89,"endTime":1382.46,"body":"to directly manage"},{"speaker":"CASEY KEMPTON","startTime":1382.46,"endTime":1385.28,"body":"all of that complexity."},{"speaker":"CASEY KEMPTON","startTime":1385.28,"endTime":1387.44,"body":"From an agent"},{"speaker":"CASEY KEMPTON","startTime":1385.28,"endTime":1387.44,"body":"perspective, I don't"},{"speaker":"CASEY KEMPTON","startTime":1387.44,"endTime":1389.81,"body":"know that that is much"},{"speaker":"CASEY KEMPTON","startTime":1387.44,"endTime":1389.81,"body":"of a challenge to them."},{"speaker":"CASEY KEMPTON","startTime":1389.81,"endTime":1391.85,"body":"But I bet you, they'd"},{"speaker":"CASEY KEMPTON","startTime":1389.81,"endTime":1391.85,"body":"love it if carriers"},{"speaker":"CASEY KEMPTON","startTime":1391.85,"endTime":1393.743,"body":"were immediately"},{"speaker":"CASEY KEMPTON","startTime":1391.85,"endTime":1393.743,"body":"responsive to what"},{"speaker":"CASEY KEMPTON","startTime":1393.743,"endTime":1394.91,"body":"was happening in the market."},{"speaker":"CASEY KEMPTON","startTime":1394.91,"endTime":1397.4,"body":"We didn't have to wait"},{"speaker":"CASEY KEMPTON","startTime":1394.91,"endTime":1397.4,"body":"for those state approvals"},{"speaker":"CASEY KEMPTON","startTime":1397.4,"endTime":1399.99,"body":"before we could get a"},{"speaker":"CASEY KEMPTON","startTime":1397.4,"endTime":1399.99,"body":"product in the market the way"},{"speaker":"CASEY KEMPTON","startTime":1399.99,"endTime":1402.84,"body":"we really want to."},{"speaker":"REID HOLZWORTH","startTime":1402.84,"endTime":1404.19,"body":"Why is it?"},{"speaker":"REID HOLZWORTH","startTime":1404.19,"endTime":1405.96,"body":"I don't know a ton"},{"speaker":"REID HOLZWORTH","startTime":1404.19,"endTime":1405.96,"body":"about that world."},{"speaker":"REID HOLZWORTH","startTime":1405.96,"endTime":1407.32,"body":"But why?"},{"speaker":"REID HOLZWORTH","startTime":1407.32,"endTime":1408.63,"body":"Why all the individual states?"},{"speaker":"REID HOLZWORTH","startTime":1408.63,"endTime":1410.7,"body":"It just adds so much complexity."},{"speaker":"REID HOLZWORTH","startTime":1410.7,"endTime":1414.9,"body":"And it's probably all the same"},{"speaker":"REID HOLZWORTH","startTime":1410.7,"endTime":1414.9,"body":"stuff overall, little nuances"},{"speaker":"REID HOLZWORTH","startTime":1414.9,"endTime":1416.47,"body":"stuff in each state."},{"speaker":"REID HOLZWORTH","startTime":1416.47,"endTime":1418.42,"body":"But I bet a lot"},{"speaker":"REID HOLZWORTH","startTime":1416.47,"endTime":1418.42,"body":"of it is the same."},{"speaker":"REID HOLZWORTH","startTime":1418.42,"endTime":1419.67,"body":"So why?"},{"speaker":"REID HOLZWORTH","startTime":1419.67,"endTime":1421.5,"body":"Why have the individual states?"},{"speaker":"REID HOLZWORTH","startTime":1421.5,"endTime":1422.85,"body":"Who's benefiting from this?"},{"speaker":"REID HOLZWORTH","startTime":1422.85,"endTime":1427.68,"body":"Somebody's got to be benefiting"},{"speaker":"REID HOLZWORTH","startTime":1422.85,"endTime":1427.68,"body":"from this to keep it going."},{"speaker":"CASEY KEMPTON","startTime":1427.68,"endTime":1430.29,"body":"Well, there's"},{"speaker":"CASEY KEMPTON","startTime":1427.68,"endTime":1430.29,"body":"a trade-off there, right?"},{"speaker":"CASEY KEMPTON","startTime":1430.29,"endTime":1433.38,"body":"Do you want it to be"},{"speaker":"CASEY KEMPTON","startTime":1430.29,"endTime":1433.38,"body":"nationally regulated?"},{"speaker":"CASEY KEMPTON","startTime":1433.38,"endTime":1435.54,"body":"That comes with a"},{"speaker":"CASEY KEMPTON","startTime":1433.38,"endTime":1435.54,"body":"whole set of trade-offs"},{"speaker":"CASEY KEMPTON","startTime":1435.54,"endTime":1438.48,"body":"relative to the"},{"speaker":"CASEY KEMPTON","startTime":1435.54,"endTime":1438.48,"body":"nimbleness you can have"},{"speaker":"CASEY KEMPTON","startTime":1438.48,"endTime":1441.12,"body":"in some states, specifically."},{"speaker":"CASEY KEMPTON","startTime":1441.12,"endTime":1442.83,"body":"But there's taxes"},{"speaker":"CASEY KEMPTON","startTime":1441.12,"endTime":1442.83,"body":"on insurance, right?"},{"speaker":"CASEY KEMPTON","startTime":1442.83,"endTime":1445.02,"body":"So there's state"},{"speaker":"CASEY KEMPTON","startTime":1442.83,"endTime":1445.02,"body":"tax on this type"},{"speaker":"CASEY KEMPTON","startTime":1445.02,"endTime":1446.4,"body":"of product in a lot of states."},{"speaker":"CASEY KEMPTON","startTime":1446.4,"endTime":1449.79,"body":"And so there's revenue"},{"speaker":"CASEY KEMPTON","startTime":1446.4,"endTime":1449.79,"body":"attached to it."},{"speaker":"CASEY KEMPTON","startTime":1449.79,"endTime":1454.74,"body":"And the local management of"},{"speaker":"CASEY KEMPTON","startTime":1449.79,"endTime":1454.74,"body":"state insurance departments,"},{"speaker":"CASEY KEMPTON","startTime":1454.74,"endTime":1457.89,"body":"department of insurance,"},{"speaker":"CASEY KEMPTON","startTime":1454.74,"endTime":1457.89,"body":"affectionately the DOI."},{"speaker":"CASEY KEMPTON","startTime":1457.89,"endTime":1460.92,"body":"The DOI knows their"},{"speaker":"CASEY KEMPTON","startTime":1457.89,"endTime":1460.92,"body":"people, their constituents."},{"speaker":"CASEY KEMPTON","startTime":1460.92,"endTime":1462.03,"body":"Sometimes they're elected."},{"speaker":"CASEY KEMPTON","startTime":1462.03,"endTime":1463.54,"body":"Sometimes they're not."},{"speaker":"CASEY KEMPTON","startTime":1463.54,"endTime":1465.67,"body":"They know the specific"},{"speaker":"CASEY KEMPTON","startTime":1463.54,"endTime":1465.67,"body":"market conditions"},{"speaker":"CASEY KEMPTON","startTime":1465.67,"endTime":1468.17,"body":"in which the insurers"},{"speaker":"CASEY KEMPTON","startTime":1465.67,"endTime":1468.17,"body":"operate in that state."},{"speaker":"CASEY KEMPTON","startTime":1468.17,"endTime":1474.7,"body":"And it's needing to represent"},{"speaker":"CASEY KEMPTON","startTime":1468.17,"endTime":1474.7,"body":"their population in the state"},{"speaker":"CASEY KEMPTON","startTime":1474.7,"endTime":1476.65,"body":"and how they interface"},{"speaker":"CASEY KEMPTON","startTime":1474.7,"endTime":1476.65,"body":"with insurance,"},{"speaker":"CASEY KEMPTON","startTime":1476.65,"endTime":1478.51,"body":"and how insurance"},{"speaker":"CASEY KEMPTON","startTime":1476.65,"endTime":1478.51,"body":"companies see risk."},{"speaker":"CASEY KEMPTON","startTime":1478.51,"endTime":1480.64,"body":"There's value in that system."},{"speaker":"CASEY KEMPTON","startTime":1480.64,"endTime":1483.1,"body":"What would be great"},{"speaker":"CASEY KEMPTON","startTime":1480.64,"endTime":1483.1,"body":"is if you could file"},{"speaker":"CASEY KEMPTON","startTime":1483.1,"endTime":1486.4,"body":"one form at a federal level."},{"speaker":"CASEY KEMPTON","startTime":1486.4,"endTime":1488.56,"body":"And then maybe you"},{"speaker":"CASEY KEMPTON","startTime":1486.4,"endTime":1488.56,"body":"have a conversation"},{"speaker":"CASEY KEMPTON","startTime":1488.56,"endTime":1491.83,"body":"about certain rate restrictions"},{"speaker":"CASEY KEMPTON","startTime":1488.56,"endTime":1491.83,"body":"or whatever underwriting"},{"speaker":"CASEY KEMPTON","startTime":1491.83,"endTime":1495.25,"body":"restrictions that a state"},{"speaker":"CASEY KEMPTON","startTime":1491.83,"endTime":1495.25,"body":"might want to apply to that."},{"speaker":"CASEY KEMPTON","startTime":1495.25,"endTime":1498.91,"body":"But you're not going through"},{"speaker":"CASEY KEMPTON","startTime":1495.25,"endTime":1498.91,"body":"50 class plan reviews"},{"speaker":"CASEY KEMPTON","startTime":1498.91,"endTime":1501.73,"body":"and then programming"},{"speaker":"CASEY KEMPTON","startTime":1498.91,"endTime":1501.73,"body":"all of that complexity."},{"speaker":"CASEY KEMPTON","startTime":1501.73,"endTime":1503.38,"body":"This factor changes"},{"speaker":"CASEY KEMPTON","startTime":1501.73,"endTime":1503.38,"body":"in this state"},{"speaker":"CASEY KEMPTON","startTime":1503.38,"endTime":1507.35,"body":"for this particular"},{"speaker":"CASEY KEMPTON","startTime":1503.38,"endTime":1507.35,"body":"component of a policy."},{"speaker":"CASEY KEMPTON","startTime":1507.35,"endTime":1511.03,"body":"And then how that manifests"},{"speaker":"CASEY KEMPTON","startTime":1507.35,"endTime":1511.03,"body":"through underwriting questions,"},{"speaker":"CASEY KEMPTON","startTime":1511.03,"endTime":1512.17,"body":"disclosures."},{"speaker":"CASEY KEMPTON","startTime":1512.17,"endTime":1515.92,"body":"It just everything then"},{"speaker":"CASEY KEMPTON","startTime":1512.17,"endTime":1515.92,"body":"comes to reflect every market"},{"speaker":"CASEY KEMPTON","startTime":1515.92,"endTime":1517.607,"body":"that we work in."},{"speaker":"REID HOLZWORTH","startTime":1517.607,"endTime":1518.44,"body":"Wow!"},{"speaker":"REID HOLZWORTH","startTime":1518.44,"endTime":1519.52,"body":"That was a great answer."},{"speaker":"REID HOLZWORTH","startTime":1519.52,"endTime":1520.75,"body":"I would have never"},{"speaker":"REID HOLZWORTH","startTime":1519.52,"endTime":1520.75,"body":"have thought of that."},{"speaker":"REID HOLZWORTH","startTime":1520.75,"endTime":1523.54,"body":"We've asked every guest that"},{"speaker":"REID HOLZWORTH","startTime":1520.75,"endTime":1523.54,"body":"question, and that's a new one."},{"speaker":"REID HOLZWORTH","startTime":1523.54,"endTime":1525.16,"body":"It totally makes sense."},{"speaker":"REID HOLZWORTH","startTime":1525.16,"endTime":1527.41,"body":"You could just streamline"},{"speaker":"REID HOLZWORTH","startTime":1525.16,"endTime":1527.41,"body":"the whole overall flow"},{"speaker":"REID HOLZWORTH","startTime":1527.41,"endTime":1528.61,"body":"in so many ways."},{"speaker":"REID HOLZWORTH","startTime":1528.61,"endTime":1529.46,"body":"That's pretty cool."},{"speaker":"CASEY KEMPTON","startTime":1529.46,"endTime":1530.47,"body":"It's"},{"speaker":"CASEY KEMPTON","startTime":1529.46,"endTime":1530.47,"body":"the kind of thing"},{"speaker":"CASEY KEMPTON","startTime":1530.47,"endTime":1532.82,"body":"where it's like that's"},{"speaker":"CASEY KEMPTON","startTime":1530.47,"endTime":1532.82,"body":"just the way that it is."},{"speaker":"CASEY KEMPTON","startTime":1532.82,"endTime":1534.91,"body":"But you said, if I"},{"speaker":"CASEY KEMPTON","startTime":1532.82,"endTime":1534.91,"body":"could change anything,"},{"speaker":"CASEY KEMPTON","startTime":1534.91,"endTime":1537.835,"body":"it didn't say it has"},{"speaker":"CASEY KEMPTON","startTime":1534.91,"endTime":1537.835,"body":"to be practical, right?"},{"speaker":"CASEY KEMPTON","startTime":1537.835,"endTime":1541.34,"body":"I just think of"},{"speaker":"CASEY KEMPTON","startTime":1537.835,"endTime":1541.34,"body":"how more innovative"},{"speaker":"CASEY KEMPTON","startTime":1541.34,"endTime":1544.06,"body":"we could be as an"},{"speaker":"CASEY KEMPTON","startTime":1541.34,"endTime":1544.06,"body":"industry, the flexibility,"},{"speaker":"CASEY KEMPTON","startTime":1544.06,"endTime":1545.14,"body":"the responsiveness."},{"speaker":"CASEY KEMPTON","startTime":1545.14,"endTime":1547.18,"body":"How much closer we"},{"speaker":"CASEY KEMPTON","startTime":1545.14,"endTime":1547.18,"body":"could get to customer"},{"speaker":"CASEY KEMPTON","startTime":1547.18,"endTime":1551.74,"body":"and deliver a product that"},{"speaker":"CASEY KEMPTON","startTime":1547.18,"endTime":1551.74,"body":"is without a doubt valued"},{"speaker":"CASEY KEMPTON","startTime":1551.74,"endTime":1553.39,"body":"from the second"},{"speaker":"CASEY KEMPTON","startTime":1551.74,"endTime":1553.39,"body":"I think about it."},{"speaker":"CASEY KEMPTON","startTime":1553.39,"endTime":1557.98,"body":"Insurance is one of those"},{"speaker":"CASEY KEMPTON","startTime":1553.39,"endTime":1557.98,"body":"things that sometimes people"},{"speaker":"CASEY KEMPTON","startTime":1557.98,"endTime":1560.38,"body":"don't get the warm fuzzies"},{"speaker":"CASEY KEMPTON","startTime":1557.98,"endTime":1560.38,"body":"when they think about it."},{"speaker":"CASEY KEMPTON","startTime":1560.38,"endTime":1560.89,"body":"It's hard."},{"speaker":"CASEY KEMPTON","startTime":1560.89,"endTime":1561.58,"body":"It's onerous."},{"speaker":"CASEY KEMPTON","startTime":1561.58,"endTime":1562.15,"body":"It's this."},{"speaker":"CASEY KEMPTON","startTime":1562.15,"endTime":1562.84,"body":"It's that."},{"speaker":"CASEY KEMPTON","startTime":1562.84,"endTime":1566.6,"body":"And I think not that"},{"speaker":"CASEY KEMPTON","startTime":1562.84,"endTime":1566.6,"body":"we can do better."},{"speaker":"CASEY KEMPTON","startTime":1566.6,"endTime":1568.21,"body":"But I think it's by nature hard."},{"speaker":"CASEY KEMPTON","startTime":1568.21,"endTime":1572.14,"body":"And the closer we"},{"speaker":"CASEY KEMPTON","startTime":1568.21,"endTime":1572.14,"body":"can get to serving"},{"speaker":"CASEY KEMPTON","startTime":1572.14,"endTime":1574.18,"body":"the customer, the insured,"},{"speaker":"CASEY KEMPTON","startTime":1572.14,"endTime":1574.18,"body":"at the end of the day"},{"speaker":"CASEY KEMPTON","startTime":1574.18,"endTime":1575.95,"body":"that's what it's all about."},{"speaker":"REID HOLZWORTH","startTime":1575.95,"endTime":1577.84,"body":"Yeah, totally."},{"speaker":"REID HOLZWORTH","startTime":1577.84,"endTime":1579.7,"body":"All right, a couple"},{"speaker":"REID HOLZWORTH","startTime":1577.84,"endTime":1579.7,"body":"more questions."},{"speaker":"REID HOLZWORTH","startTime":1579.7,"endTime":1581.38,"body":"What technology"},{"speaker":"REID HOLZWORTH","startTime":1579.7,"endTime":1581.38,"body":"do you see having"},{"speaker":"REID HOLZWORTH","startTime":1581.38,"endTime":1583.84,"body":"the greatest impact in"},{"speaker":"REID HOLZWORTH","startTime":1581.38,"endTime":1583.84,"body":"insurance within the next couple"},{"speaker":"REID HOLZWORTH","startTime":1583.84,"endTime":1585.035,"body":"of years?"},{"speaker":"CASEY KEMPTON","startTime":1585.035,"endTime":1586.66,"body":"So my"},{"speaker":"CASEY KEMPTON","startTime":1585.035,"endTime":1586.66,"body":"mind is going big."},{"speaker":"CASEY KEMPTON","startTime":1586.66,"endTime":1590.29,"body":"I happen to be reading"},{"speaker":"CASEY KEMPTON","startTime":1586.66,"endTime":1590.29,"body":"a book about Elon Musk."},{"speaker":"CASEY KEMPTON","startTime":1590.29,"endTime":1591.46,"body":"But I don't actually read."},{"speaker":"CASEY KEMPTON","startTime":1591.46,"endTime":1592.72,"body":"It's an audiobook."},{"speaker":"CASEY KEMPTON","startTime":1592.72,"endTime":1593.81,"body":"Have you read that yet?"},{"speaker":"REID HOLZWORTH","startTime":1593.81,"endTime":1595.77,"body":"No, I have not."},{"speaker":"CASEY KEMPTON","startTime":1595.77,"endTime":1598.02,"body":"Whether you're"},{"speaker":"CASEY KEMPTON","startTime":1595.77,"endTime":1598.02,"body":"a fan, you're not a fan,"},{"speaker":"CASEY KEMPTON","startTime":1598.02,"endTime":1601.02,"body":"you follow his tweets or not,"},{"speaker":"CASEY KEMPTON","startTime":1598.02,"endTime":1601.02,"body":"I do none of those things."},{"speaker":"CASEY KEMPTON","startTime":1601.02,"endTime":1603.78,"body":"Don't have an opinion"},{"speaker":"CASEY KEMPTON","startTime":1601.02,"endTime":1603.78,"body":"on the person."},{"speaker":"CASEY KEMPTON","startTime":1603.78,"endTime":1604.89,"body":"But I picked up the book."},{"speaker":"CASEY KEMPTON","startTime":1604.89,"endTime":1606.13,"body":"And it's really interesting."},{"speaker":"CASEY KEMPTON","startTime":1606.13,"endTime":1611.04,"body":"So there's really big ideas like"},{"speaker":"CASEY KEMPTON","startTime":1606.13,"endTime":1611.04,"body":"big, big ideas about the world"},{"speaker":"CASEY KEMPTON","startTime":1611.04,"endTime":1613.32,"body":"and technology, and"},{"speaker":"CASEY KEMPTON","startTime":1611.04,"endTime":1613.32,"body":"how it will change us,"},{"speaker":"CASEY KEMPTON","startTime":1613.32,"endTime":1616.292,"body":"and all machine"},{"speaker":"CASEY KEMPTON","startTime":1613.32,"endTime":1616.292,"body":"learning, robotics,"},{"speaker":"CASEY KEMPTON","startTime":1616.292,"endTime":1617.25,"body":"what is it going to do."},{"speaker":"CASEY KEMPTON","startTime":1617.25,"endTime":1619.35,"body":"At the end of the"},{"speaker":"CASEY KEMPTON","startTime":1617.25,"endTime":1619.35,"body":"day, you've got"},{"speaker":"CASEY KEMPTON","startTime":1619.35,"endTime":1621.72,"body":"to have a base of"},{"speaker":"CASEY KEMPTON","startTime":1619.35,"endTime":1621.72,"body":"information that"},{"speaker":"CASEY KEMPTON","startTime":1621.72,"endTime":1625.96,"body":"is solid to build"},{"speaker":"CASEY KEMPTON","startTime":1621.72,"endTime":1625.96,"body":"intelligence on top of that."},{"speaker":"CASEY KEMPTON","startTime":1625.96,"endTime":1629.22,"body":"So wherever that gets"},{"speaker":"CASEY KEMPTON","startTime":1625.96,"endTime":1629.22,"body":"figured out, to me,"},{"speaker":"CASEY KEMPTON","startTime":1629.22,"endTime":1631.5,"body":"that is transformative."},{"speaker":"CASEY KEMPTON","startTime":1631.5,"endTime":1634.06,"body":"The rest of it, sometimes"},{"speaker":"CASEY KEMPTON","startTime":1631.5,"endTime":1634.06,"body":"feels like fads."},{"speaker":"CASEY KEMPTON","startTime":1634.06,"endTime":1636.06,"body":"So we had a lot of"},{"speaker":"CASEY KEMPTON","startTime":1634.06,"endTime":1636.06,"body":"conversation about blockchain"},{"speaker":"CASEY KEMPTON","startTime":1636.06,"endTime":1637.252,"body":"for a lot of years."},{"speaker":"CASEY KEMPTON","startTime":1637.252,"endTime":1639.21,"body":"I don't know if it's"},{"speaker":"CASEY KEMPTON","startTime":1637.252,"endTime":1639.21,"body":"going to work or not work,"},{"speaker":"CASEY KEMPTON","startTime":1639.21,"endTime":1640.56,"body":"if it's fit for purpose or not."},{"speaker":"CASEY KEMPTON","startTime":1640.56,"endTime":1642.52,"body":"I'm not trying to render"},{"speaker":"CASEY KEMPTON","startTime":1640.56,"endTime":1642.52,"body":"an opinion on that."},{"speaker":"CASEY KEMPTON","startTime":1642.52,"endTime":1645.04,"body":"I just know we don't really"},{"speaker":"CASEY KEMPTON","startTime":1642.52,"endTime":1645.04,"body":"talk about it that much anymore."},{"speaker":"CASEY KEMPTON","startTime":1645.04,"endTime":1651.12,"body":"So I try to be wary of the"},{"speaker":"CASEY KEMPTON","startTime":1645.04,"endTime":1651.12,"body":"latest fad, what seems really"},{"speaker":"CASEY KEMPTON","startTime":1651.12,"endTime":1652.71,"body":"hyped up and really cool."},{"speaker":"CASEY KEMPTON","startTime":1652.71,"endTime":1655.02,"body":"And think about it in"},{"speaker":"CASEY KEMPTON","startTime":1652.71,"endTime":1655.02,"body":"terms of our business"},{"speaker":"CASEY KEMPTON","startTime":1655.02,"endTime":1657.19,"body":"and what we're"},{"speaker":"CASEY KEMPTON","startTime":1655.02,"endTime":1657.19,"body":"trying to get done."},{"speaker":"CASEY KEMPTON","startTime":1657.19,"endTime":1659.5,"body":"We haven't even"},{"speaker":"CASEY KEMPTON","startTime":1657.19,"endTime":1659.5,"body":"mastered chat bots."},{"speaker":"CASEY KEMPTON","startTime":1659.5,"endTime":1661.33,"body":"And chat bots are everywhere."},{"speaker":"CASEY KEMPTON","startTime":1661.33,"endTime":1664.9,"body":"Just overall in the proposition,"},{"speaker":"CASEY KEMPTON","startTime":1661.33,"endTime":1664.9,"body":"why can't an underwriter"},{"speaker":"CASEY KEMPTON","startTime":1664.9,"endTime":1665.8,"body":"and agent chat?"},{"speaker":"CASEY KEMPTON","startTime":1665.8,"endTime":1669.25,"body":"Why can't an agent"},{"speaker":"CASEY KEMPTON","startTime":1665.8,"endTime":1669.25,"body":"and a customer chat"},{"speaker":"CASEY KEMPTON","startTime":1669.25,"endTime":1672.07,"body":"in a highly effective"},{"speaker":"CASEY KEMPTON","startTime":1669.25,"endTime":1672.07,"body":"way in a ubiquitous way?"},{"speaker":"CASEY KEMPTON","startTime":1672.07,"endTime":1675.43,"body":"That's just not something"},{"speaker":"CASEY KEMPTON","startTime":1672.07,"endTime":1675.43,"body":"we've come around."},{"speaker":"CASEY KEMPTON","startTime":1675.43,"endTime":1679.9,"body":"We still are a face to"},{"speaker":"CASEY KEMPTON","startTime":1675.43,"endTime":1679.9,"body":"face, person to person,"},{"speaker":"CASEY KEMPTON","startTime":1679.9,"endTime":1682.79,"body":"phone to phone business"},{"speaker":"CASEY KEMPTON","startTime":1679.9,"endTime":1682.79,"body":"in a lot of ways."},{"speaker":"CASEY KEMPTON","startTime":1682.79,"endTime":1686.53,"body":"So some of those technologies"},{"speaker":"CASEY KEMPTON","startTime":1682.79,"endTime":1686.53,"body":"they just seem to bypass us"},{"speaker":"REID HOLZWORTH","startTime":1686.53,"endTime":1688.0,"body":"Yeah."},{"speaker":"REID HOLZWORTH","startTime":1688.0,"endTime":1691.74,"body":"Shiny objects, a lot of them."},{"speaker":"REID HOLZWORTH","startTime":1691.74,"endTime":1692.24,"body":"So--"},{"speaker":"CASEY KEMPTON","startTime":1692.24,"endTime":1693.64,"body":"I don't"},{"speaker":"CASEY KEMPTON","startTime":1692.24,"endTime":1693.64,"body":"want to spend too much time"},{"speaker":"CASEY KEMPTON","startTime":1693.64,"endTime":1694.69,"body":"thinking about them."},{"speaker":"CASEY KEMPTON","startTime":1694.69,"endTime":1698.212,"body":"I wait to see what's showing"},{"speaker":"CASEY KEMPTON","startTime":1694.69,"endTime":1698.212,"body":"up and what's being asked for."},{"speaker":"REID HOLZWORTH","startTime":1698.212,"endTime":1699.67,"body":"We"},{"speaker":"REID HOLZWORTH","startTime":1698.212,"endTime":1699.67,"body":"have a long ways"},{"speaker":"REID HOLZWORTH","startTime":1699.67,"endTime":1701.77,"body":"to go on some real"},{"speaker":"REID HOLZWORTH","startTime":1699.67,"endTime":1701.77,"body":"core things that we"},{"speaker":"REID HOLZWORTH","startTime":1701.77,"endTime":1704.08,"body":"need to fix in this"},{"speaker":"REID HOLZWORTH","startTime":1701.77,"endTime":1704.08,"body":"industry to really solve"},{"speaker":"REID HOLZWORTH","startTime":1704.08,"endTime":1705.16,"body":"these big problems."},{"speaker":"REID HOLZWORTH","startTime":1705.16,"endTime":1707.38,"body":"I mean, we talk about"},{"speaker":"REID HOLZWORTH","startTime":1705.16,"endTime":1707.38,"body":"it all the time."},{"speaker":"REID HOLZWORTH","startTime":1707.38,"endTime":1710.89,"body":"I mean, even just communicating"},{"speaker":"REID HOLZWORTH","startTime":1707.38,"endTime":1710.89,"body":"between agencies and carriers"},{"speaker":"REID HOLZWORTH","startTime":1710.89,"endTime":1713.14,"body":"is still a challenge"},{"speaker":"REID HOLZWORTH","startTime":1710.89,"endTime":1713.14,"body":"in a lot of ways."},{"speaker":"REID HOLZWORTH","startTime":1713.14,"endTime":1716.55,"body":"There's just so much"},{"speaker":"REID HOLZWORTH","startTime":1713.14,"endTime":1716.55,"body":"that we can do overall."},{"speaker":"REID HOLZWORTH","startTime":1716.55,"endTime":1719.545,"body":"The good news is that with"},{"speaker":"REID HOLZWORTH","startTime":1716.55,"endTime":1719.545,"body":"carriers and agents are"},{"speaker":"REID HOLZWORTH","startTime":1719.545,"endTime":1721.17,"body":"becoming much more"},{"speaker":"REID HOLZWORTH","startTime":1719.545,"endTime":1721.17,"body":"digital, and they're"},{"speaker":"REID HOLZWORTH","startTime":1721.17,"endTime":1725.7,"body":"investing in technology, I"},{"speaker":"REID HOLZWORTH","startTime":1721.17,"endTime":1725.7,"body":"will say this about Chubb."},{"speaker":"REID HOLZWORTH","startTime":1725.7,"endTime":1727.595,"body":"I told somebody"},{"speaker":"REID HOLZWORTH","startTime":1725.7,"endTime":1727.595,"body":"this the other day."},{"speaker":"REID HOLZWORTH","startTime":1727.595,"endTime":1728.97,"body":"Actually, one of"},{"speaker":"REID HOLZWORTH","startTime":1727.595,"endTime":1728.97,"body":"your competitors"},{"speaker":"REID HOLZWORTH","startTime":1728.97,"endTime":1731.04,"body":"asked me like, who's"},{"speaker":"REID HOLZWORTH","startTime":1728.97,"endTime":1731.04,"body":"doing stuff out there?"},{"speaker":"REID HOLZWORTH","startTime":1731.04,"endTime":1733.75,"body":"And I said-- they didn't"},{"speaker":"REID HOLZWORTH","startTime":1731.04,"endTime":1733.75,"body":"like this answer, by the way."},{"speaker":"REID HOLZWORTH","startTime":1733.75,"endTime":1736.8,"body":"And I said Chubb is really"},{"speaker":"REID HOLZWORTH","startTime":1733.75,"endTime":1736.8,"body":"doing some cool stuff."},{"speaker":"REID HOLZWORTH","startTime":1736.8,"endTime":1741.24,"body":"And I said-- and this is"},{"speaker":"REID HOLZWORTH","startTime":1736.8,"endTime":1741.24,"body":"true with your leadership."},{"speaker":"REID HOLZWORTH","startTime":1741.24,"endTime":1744.72,"body":"You guys are truly"},{"speaker":"REID HOLZWORTH","startTime":1741.24,"endTime":1744.72,"body":"leveraging technology"},{"speaker":"REID HOLZWORTH","startTime":1744.72,"endTime":1746.13,"body":"to give you a competitive edge."},{"speaker":"REID HOLZWORTH","startTime":1746.13,"endTime":1747.028,"body":"You see it."},{"speaker":"REID HOLZWORTH","startTime":1747.028,"endTime":1749.07,"body":"And you see it and you're"},{"speaker":"REID HOLZWORTH","startTime":1747.028,"endTime":1749.07,"body":"getting in front of it."},{"speaker":"REID HOLZWORTH","startTime":1749.07,"endTime":1751.98,"body":"That is not the case for"},{"speaker":"REID HOLZWORTH","startTime":1749.07,"endTime":1751.98,"body":"a lot of other carriers"},{"speaker":"REID HOLZWORTH","startTime":1751.98,"endTime":1753.962,"body":"that are out there."},{"speaker":"REID HOLZWORTH","startTime":1753.962,"endTime":1755.67,"body":"Some of them are even"},{"speaker":"REID HOLZWORTH","startTime":1753.962,"endTime":1755.67,"body":"pushing back on it."},{"speaker":"REID HOLZWORTH","startTime":1755.67,"endTime":1757.645,"body":"They want to stay"},{"speaker":"REID HOLZWORTH","startTime":1755.67,"endTime":1757.645,"body":"in the old way."},{"speaker":"REID HOLZWORTH","startTime":1757.645,"endTime":1759.27,"body":"But you're taking a"},{"speaker":"REID HOLZWORTH","startTime":1757.645,"endTime":1759.27,"body":"different approach."},{"speaker":"REID HOLZWORTH","startTime":1759.27,"endTime":1761.1,"body":"And you're really opening it up."},{"speaker":"REID HOLZWORTH","startTime":1761.1,"endTime":1762.75,"body":"You're doing some"},{"speaker":"REID HOLZWORTH","startTime":1761.1,"endTime":1762.75,"body":"really cool stuff."},{"speaker":"REID HOLZWORTH","startTime":1762.75,"endTime":1765.82,"body":"And you have some really"},{"speaker":"REID HOLZWORTH","startTime":1762.75,"endTime":1765.82,"body":"amazing people on your team."},{"speaker":"REID HOLZWORTH","startTime":1765.82,"endTime":1768.782,"body":"So you guys have been a great"},{"speaker":"REID HOLZWORTH","startTime":1765.82,"endTime":1768.782,"body":"partner for us, no doubt."},{"speaker":"REID HOLZWORTH","startTime":1768.782,"endTime":1770.74,"body":"But you're doing some"},{"speaker":"REID HOLZWORTH","startTime":1768.782,"endTime":1770.74,"body":"really, really cool stuff"},{"speaker":"REID HOLZWORTH","startTime":1770.74,"endTime":1772.02,"body":"for the industry."},{"speaker":"REID HOLZWORTH","startTime":1772.02,"endTime":1774.3,"body":"Sometimes a lot of this"},{"speaker":"REID HOLZWORTH","startTime":1772.02,"endTime":1774.3,"body":"stuff, the agents that"},{"speaker":"REID HOLZWORTH","startTime":1774.3,"endTime":1777.895,"body":"are listening to this, they"},{"speaker":"REID HOLZWORTH","startTime":1774.3,"endTime":1777.895,"body":"don't see a lot of this."},{"speaker":"REID HOLZWORTH","startTime":1777.895,"endTime":1779.11,"body":"They just don't."},{"speaker":"REID HOLZWORTH","startTime":1779.11,"endTime":1781.06,"body":"This stuff just shows up."},{"speaker":"REID HOLZWORTH","startTime":1781.06,"endTime":1782.29,"body":"Like oh, that's pretty cool."},{"speaker":"REID HOLZWORTH","startTime":1782.29,"endTime":1785.18,"body":"They don't know what it takes"},{"speaker":"REID HOLZWORTH","startTime":1782.29,"endTime":1785.18,"body":"to make all of that happen."},{"speaker":"REID HOLZWORTH","startTime":1785.18,"endTime":1787.42,"body":"And it's people like"},{"speaker":"REID HOLZWORTH","startTime":1785.18,"endTime":1787.42,"body":"you, Casey, that"},{"speaker":"REID HOLZWORTH","startTime":1787.42,"endTime":1790.15,"body":"are really making this stuff"},{"speaker":"REID HOLZWORTH","startTime":1787.42,"endTime":1790.15,"body":"happen in the industry."},{"speaker":"REID HOLZWORTH","startTime":1790.15,"endTime":1792.37,"body":"And it's really, really cool."},{"speaker":"REID HOLZWORTH","startTime":1792.37,"endTime":1796.58,"body":"So I see things really changing"},{"speaker":"REID HOLZWORTH","startTime":1792.37,"endTime":1796.58,"body":"in the next four or five years."},{"speaker":"REID HOLZWORTH","startTime":1796.58,"endTime":1797.83,"body":"I think we're right there."},{"speaker":"REID HOLZWORTH","startTime":1797.83,"endTime":1799.81,"body":"Everybody says oh,"},{"speaker":"REID HOLZWORTH","startTime":1797.83,"endTime":1799.81,"body":"it's tipping point."},{"speaker":"REID HOLZWORTH","startTime":1799.81,"endTime":1802.12,"body":"But our industry is so large."},{"speaker":"REID HOLZWORTH","startTime":1802.12,"endTime":1803.38,"body":"It takes so much time."},{"speaker":"REID HOLZWORTH","startTime":1803.38,"endTime":1805.18,"body":"I think we're really"},{"speaker":"REID HOLZWORTH","startTime":1803.38,"endTime":1805.18,"body":"getting there."},{"speaker":"REID HOLZWORTH","startTime":1805.18,"endTime":1808.69,"body":"When you go back, like you said,"},{"speaker":"REID HOLZWORTH","startTime":1805.18,"endTime":1808.69,"body":"to CoverHound and CoverWallet,"},{"speaker":"REID HOLZWORTH","startTime":1808.69,"endTime":1811.21,"body":"and all these guys"},{"speaker":"REID HOLZWORTH","startTime":1808.69,"endTime":1811.21,"body":"changing the tide,"},{"speaker":"REID HOLZWORTH","startTime":1811.21,"endTime":1813.55,"body":"I think the tide it's here."},{"speaker":"REID HOLZWORTH","startTime":1813.55,"endTime":1817.36,"body":"But there's a lot more to"},{"speaker":"REID HOLZWORTH","startTime":1813.55,"endTime":1817.36,"body":"come now and especially"},{"speaker":"REID HOLZWORTH","startTime":1817.36,"endTime":1819.35,"body":"because everybody's"},{"speaker":"REID HOLZWORTH","startTime":1817.36,"endTime":1819.35,"body":"leveraging technology."},{"speaker":"REID HOLZWORTH","startTime":1819.35,"endTime":1819.85,"body":"Go ahead."},{"speaker":"REID HOLZWORTH","startTime":1819.85,"endTime":1820.36,"body":"Sorry."},{"speaker":"CASEY KEMPTON","startTime":1820.36,"endTime":1821.193,"body":"Yeah."},{"speaker":"CASEY KEMPTON","startTime":1821.193,"endTime":1822.58,"body":"Here's what's not happening."},{"speaker":"CASEY KEMPTON","startTime":1822.58,"endTime":1826.18,"body":"Sometimes you don't know exactly"},{"speaker":"CASEY KEMPTON","startTime":1822.58,"endTime":1826.18,"body":"what signals to read to say"},{"speaker":"CASEY KEMPTON","startTime":1826.18,"endTime":1828.43,"body":"how long will it take"},{"speaker":"CASEY KEMPTON","startTime":1826.18,"endTime":1828.43,"body":"what's not happening"},{"speaker":"CASEY KEMPTON","startTime":1828.43,"endTime":1832.31,"body":"is agents aren't"},{"speaker":"CASEY KEMPTON","startTime":1828.43,"endTime":1832.31,"body":"abandoning the situation."},{"speaker":"CASEY KEMPTON","startTime":1832.31,"endTime":1834.46,"body":"And I think carriers"},{"speaker":"CASEY KEMPTON","startTime":1832.31,"endTime":1834.46,"body":"and the technology"},{"speaker":"CASEY KEMPTON","startTime":1834.46,"endTime":1836.035,"body":"and how I can enable them."},{"speaker":"CASEY KEMPTON","startTime":1836.035,"endTime":1840.61,"body":"Just think agency management,"},{"speaker":"CASEY KEMPTON","startTime":1836.035,"endTime":1840.61,"body":"workflow, prospecting tools."},{"speaker":"CASEY KEMPTON","startTime":1840.61,"endTime":1843.91,"body":"We've been talking about"},{"speaker":"CASEY KEMPTON","startTime":1840.61,"endTime":1843.91,"body":"those for decades and decades."},{"speaker":"CASEY KEMPTON","startTime":1843.91,"endTime":1847.36,"body":"Ubiquity around agency"},{"speaker":"CASEY KEMPTON","startTime":1843.91,"endTime":1847.36,"body":"management platforms."},{"speaker":"CASEY KEMPTON","startTime":1847.36,"endTime":1850.09,"body":"Still working on the CRM"},{"speaker":"CASEY KEMPTON","startTime":1847.36,"endTime":1850.09,"body":"side of the business."},{"speaker":"CASEY KEMPTON","startTime":1850.09,"endTime":1852.94,"body":"It isn't ubiquitous everywhere."},{"speaker":"CASEY KEMPTON","startTime":1852.94,"endTime":1855.1,"body":"And it seems so obvious."},{"speaker":"CASEY KEMPTON","startTime":1855.1,"endTime":1857.14,"body":"But it will come."},{"speaker":"CASEY KEMPTON","startTime":1857.14,"endTime":1861.19,"body":"So I also look at what"},{"speaker":"CASEY KEMPTON","startTime":1857.14,"endTime":1861.19,"body":"do they de-invest in?"},{"speaker":"CASEY KEMPTON","startTime":1861.19,"endTime":1862.12,"body":"What do they stop?"},{"speaker":"CASEY KEMPTON","startTime":1862.12,"endTime":1864.82,"body":"And what I see is"},{"speaker":"CASEY KEMPTON","startTime":1862.12,"endTime":1864.82,"body":"brokers, they are"},{"speaker":"CASEY KEMPTON","startTime":1864.82,"endTime":1867.82,"body":"willing to invest"},{"speaker":"CASEY KEMPTON","startTime":1864.82,"endTime":1867.82,"body":"in many solutions,"},{"speaker":"CASEY KEMPTON","startTime":1867.82,"endTime":1870.67,"body":"sometimes concurrently"},{"speaker":"CASEY KEMPTON","startTime":1867.82,"endTime":1870.67,"body":"in different places."},{"speaker":"CASEY KEMPTON","startTime":1870.67,"endTime":1872.47,"body":"And they will try an"},{"speaker":"CASEY KEMPTON","startTime":1870.67,"endTime":1872.47,"body":"embedded approach."},{"speaker":"CASEY KEMPTON","startTime":1872.47,"endTime":1874.27,"body":"They'll try a"},{"speaker":"CASEY KEMPTON","startTime":1872.47,"endTime":1874.27,"body":"standalone approach."},{"speaker":"CASEY KEMPTON","startTime":1874.27,"endTime":1878.8,"body":"They'll go from one to another,"},{"speaker":"CASEY KEMPTON","startTime":1874.27,"endTime":1878.8,"body":"but they're not walking away."},{"speaker":"CASEY KEMPTON","startTime":1878.8,"endTime":1882.67,"body":"And to me, that shows"},{"speaker":"CASEY KEMPTON","startTime":1878.8,"endTime":1882.67,"body":"a sense of commitment."},{"speaker":"CASEY KEMPTON","startTime":1882.67,"endTime":1886.81,"body":"The time is now for us to"},{"speaker":"CASEY KEMPTON","startTime":1882.67,"endTime":1886.81,"body":"improve this transaction."},{"speaker":"CASEY KEMPTON","startTime":1886.81,"endTime":1889.12,"body":"The API needs to go to service."},{"speaker":"CASEY KEMPTON","startTime":1889.12,"endTime":1893.11,"body":"We're getting requests"},{"speaker":"CASEY KEMPTON","startTime":1889.12,"endTime":1893.11,"body":"for renewals now."},{"speaker":"CASEY KEMPTON","startTime":1893.11,"endTime":1895.75,"body":"It's imperative that"},{"speaker":"CASEY KEMPTON","startTime":1893.11,"endTime":1895.75,"body":"we have renewals."},{"speaker":"CASEY KEMPTON","startTime":1895.75,"endTime":1898.99,"body":"And that didn't use to come out."},{"speaker":"CASEY KEMPTON","startTime":1898.99,"endTime":1902.2,"body":"So at the end of"},{"speaker":"CASEY KEMPTON","startTime":1898.99,"endTime":1902.2,"body":"the day, everything"},{"speaker":"CASEY KEMPTON","startTime":1902.2,"endTime":1904.69,"body":"that you can do with"},{"speaker":"CASEY KEMPTON","startTime":1902.2,"endTime":1904.69,"body":"company, no matter"},{"speaker":"CASEY KEMPTON","startTime":1904.69,"endTime":1907.96,"body":"the pipe, wherever"},{"speaker":"CASEY KEMPTON","startTime":1904.69,"endTime":1907.96,"body":"that pipe is, if agent"},{"speaker":"CASEY KEMPTON","startTime":1907.96,"endTime":1911.35,"body":"wants to have a"},{"speaker":"CASEY KEMPTON","startTime":1907.96,"endTime":1911.35,"body":"platform or third party"},{"speaker":"CASEY KEMPTON","startTime":1911.35,"endTime":1914.02,"body":"and never have to go"},{"speaker":"CASEY KEMPTON","startTime":1911.35,"endTime":1914.02,"body":"one over one over one"},{"speaker":"CASEY KEMPTON","startTime":1914.02,"endTime":1918.34,"body":"to a website, that is"},{"speaker":"CASEY KEMPTON","startTime":1914.02,"endTime":1918.34,"body":"where it will end up."},{"speaker":"CASEY KEMPTON","startTime":1918.34,"endTime":1920.72,"body":"And so I don't know if"},{"speaker":"CASEY KEMPTON","startTime":1918.34,"endTime":1920.72,"body":"it's four or five years."},{"speaker":"CASEY KEMPTON","startTime":1920.72,"endTime":1922.18,"body":"I don't know if it's 10 years."},{"speaker":"CASEY KEMPTON","startTime":1922.18,"endTime":1923.95,"body":"I get asked that"},{"speaker":"CASEY KEMPTON","startTime":1922.18,"endTime":1923.95,"body":"question all the time."},{"speaker":"CASEY KEMPTON","startTime":1923.95,"endTime":1927.79,"body":"Casey, how much of the small"},{"speaker":"CASEY KEMPTON","startTime":1923.95,"endTime":1927.79,"body":"business market and agents"},{"speaker":"CASEY KEMPTON","startTime":1927.79,"endTime":1930.49,"body":"will flow through"},{"speaker":"CASEY KEMPTON","startTime":1927.79,"endTime":1930.49,"body":"comparative rater?"},{"speaker":"CASEY KEMPTON","startTime":1930.49,"endTime":1932.74,"body":"I think it's about"},{"speaker":"CASEY KEMPTON","startTime":1930.49,"endTime":1932.74,"body":"40% personal lines,"},{"speaker":"CASEY KEMPTON","startTime":1932.74,"endTime":1934.54,"body":"depending on how you"},{"speaker":"CASEY KEMPTON","startTime":1932.74,"endTime":1934.54,"body":"count personal lines."},{"speaker":"CASEY KEMPTON","startTime":1934.54,"endTime":1936.97,"body":"If you just look out, if"},{"speaker":"CASEY KEMPTON","startTime":1934.54,"endTime":1936.97,"body":"you just look vast market,"},{"speaker":"CASEY KEMPTON","startTime":1936.97,"endTime":1939.1,"body":"it's much greater than that."},{"speaker":"CASEY KEMPTON","startTime":1939.1,"endTime":1941.68,"body":"But if you take"},{"speaker":"CASEY KEMPTON","startTime":1939.1,"endTime":1941.68,"body":"the whole thing in,"},{"speaker":"CASEY KEMPTON","startTime":1941.68,"endTime":1945.01,"body":"I think 40% is available"},{"speaker":"CASEY KEMPTON","startTime":1941.68,"endTime":1945.01,"body":"in small business."},{"speaker":"CASEY KEMPTON","startTime":1945.01,"endTime":1948.28,"body":"And it will maybe more."},{"speaker":"CASEY KEMPTON","startTime":1948.28,"endTime":1951.258,"body":"I do believe it will come."},{"speaker":"REID HOLZWORTH","startTime":1951.258,"endTime":1952.55,"body":"That's awesome."},{"speaker":"REID HOLZWORTH","startTime":1952.55,"endTime":1955.52,"body":"So I know you talked to a"},{"speaker":"REID HOLZWORTH","startTime":1952.55,"endTime":1955.52,"body":"ton of companies, talked"},{"speaker":"REID HOLZWORTH","startTime":1955.52,"endTime":1957.05,"body":"to a lot of tech companies."},{"speaker":"REID HOLZWORTH","startTime":1957.05,"endTime":1960.05,"body":"Any advice for startup"},{"speaker":"REID HOLZWORTH","startTime":1957.05,"endTime":1960.05,"body":"InsurTech and InsurTech"},{"speaker":"REID HOLZWORTH","startTime":1960.05,"endTime":1961.16,"body":"in general out there?"},{"speaker":"REID HOLZWORTH","startTime":1961.16,"endTime":1963.17,"body":"I bet a lot of people"},{"speaker":"REID HOLZWORTH","startTime":1961.16,"endTime":1963.17,"body":"come and talk to you."},{"speaker":"REID HOLZWORTH","startTime":1963.17,"endTime":1965.582,"body":"They're pitching you"},{"speaker":"REID HOLZWORTH","startTime":1963.17,"endTime":1965.582,"body":"the next best thing,"},{"speaker":"REID HOLZWORTH","startTime":1965.582,"endTime":1966.54,"body":"and we have this thing."},{"speaker":"REID HOLZWORTH","startTime":1966.54,"endTime":1968.31,"body":"It's so awesome and whatnot."},{"speaker":"REID HOLZWORTH","startTime":1968.31,"endTime":1973.317,"body":"Any advice, just feedback,"},{"speaker":"REID HOLZWORTH","startTime":1968.31,"endTime":1973.317,"body":"for them, for the audience?"},{"speaker":"CASEY KEMPTON","startTime":1973.317,"endTime":1974.15,"body":"Yeah."},{"speaker":"CASEY KEMPTON","startTime":1974.15,"endTime":1979.22,"body":"I have heard an origin"},{"speaker":"CASEY KEMPTON","startTime":1974.15,"endTime":1979.22,"body":"story around the InsurTech"},{"speaker":"CASEY KEMPTON","startTime":1979.22,"endTime":1982.74,"body":"in the early days that often"},{"speaker":"CASEY KEMPTON","startTime":1979.22,"endTime":1982.74,"body":"went something like this."},{"speaker":"CASEY KEMPTON","startTime":1982.74,"endTime":1984.02,"body":"I had a startup."},{"speaker":"CASEY KEMPTON","startTime":1984.02,"endTime":1985.94,"body":"And buying insurance was hard."},{"speaker":"CASEY KEMPTON","startTime":1985.94,"endTime":1988.19,"body":"So I'm going to"},{"speaker":"CASEY KEMPTON","startTime":1985.94,"endTime":1988.19,"body":"go make it right."},{"speaker":"CASEY KEMPTON","startTime":1988.19,"endTime":1991.82,"body":"And I thought, OK, yes."},{"speaker":"CASEY KEMPTON","startTime":1991.82,"endTime":1994.37,"body":"And then you heard a lot of,"},{"speaker":"CASEY KEMPTON","startTime":1991.82,"endTime":1994.37,"body":"but I don't need any insurance"},{"speaker":"CASEY KEMPTON","startTime":1994.37,"endTime":1996.7,"body":"people to solve that."},{"speaker":"CASEY KEMPTON","startTime":1996.7,"endTime":1998.77,"body":"OK, you might change"},{"speaker":"CASEY KEMPTON","startTime":1996.7,"endTime":1998.77,"body":"your mind on that."},{"speaker":"CASEY KEMPTON","startTime":1998.77,"endTime":1999.82,"body":"We'll see."},{"speaker":"CASEY KEMPTON","startTime":1999.82,"endTime":2000.8,"body":"Go for it."},{"speaker":"CASEY KEMPTON","startTime":2000.8,"endTime":2005.46,"body":"And so I think a lot"},{"speaker":"CASEY KEMPTON","startTime":2000.8,"endTime":2005.46,"body":"of the InsurTechs"},{"speaker":"CASEY KEMPTON","startTime":2005.46,"endTime":2009.6,"body":"came into it thinking and"},{"speaker":"CASEY KEMPTON","startTime":2005.46,"endTime":2009.6,"body":"observing appropriately."},{"speaker":"CASEY KEMPTON","startTime":2009.6,"endTime":2011.32,"body":"It's archaic."},{"speaker":"CASEY KEMPTON","startTime":2011.32,"endTime":2014.31,"body":"It doesn't work the way"},{"speaker":"CASEY KEMPTON","startTime":2011.32,"endTime":2014.31,"body":"other industry does."},{"speaker":"CASEY KEMPTON","startTime":2014.31,"endTime":2016.23,"body":"It does not have"},{"speaker":"CASEY KEMPTON","startTime":2014.31,"endTime":2016.23,"body":"to be this hard."},{"speaker":"CASEY KEMPTON","startTime":2016.23,"endTime":2018.628,"body":"Insurance companies are"},{"speaker":"CASEY KEMPTON","startTime":2016.23,"endTime":2018.628,"body":"so difficult to deal with."},{"speaker":"CASEY KEMPTON","startTime":2018.628,"endTime":2019.92,"body":"We'll just own the whole thing."},{"speaker":"CASEY KEMPTON","startTime":2019.92,"endTime":2023.79,"body":"And that will be easy."},{"speaker":"CASEY KEMPTON","startTime":2023.79,"endTime":2027.42,"body":"I think that recognition of"},{"speaker":"CASEY KEMPTON","startTime":2023.79,"endTime":2027.42,"body":"where the barriers to entry"},{"speaker":"CASEY KEMPTON","startTime":2027.42,"endTime":2031.86,"body":"really are and how much time"},{"speaker":"CASEY KEMPTON","startTime":2027.42,"endTime":2031.86,"body":"it takes to be in the market."},{"speaker":"CASEY KEMPTON","startTime":2031.86,"endTime":2036.31,"body":"Hanging up a shingle and selling"},{"speaker":"CASEY KEMPTON","startTime":2031.86,"endTime":2036.31,"body":"insurance seems really easy?"},{"speaker":"CASEY KEMPTON","startTime":2036.31,"endTime":2037.41,"body":"It's not."},{"speaker":"CASEY KEMPTON","startTime":2037.41,"endTime":2041.25,"body":"Hanging up a shingle and being"},{"speaker":"CASEY KEMPTON","startTime":2037.41,"endTime":2041.25,"body":"an insurance carrier maybe"},{"speaker":"CASEY KEMPTON","startTime":2041.25,"endTime":2042.21,"body":"seems easy?"},{"speaker":"CASEY KEMPTON","startTime":2042.21,"endTime":2043.05,"body":"Also not."},{"speaker":"CASEY KEMPTON","startTime":2043.05,"endTime":2046.14,"body":"So I don't disparage anyone"},{"speaker":"CASEY KEMPTON","startTime":2043.05,"endTime":2046.14,"body":"who had that origin story"},{"speaker":"CASEY KEMPTON","startTime":2046.14,"endTime":2048.55,"body":"or went at it with"},{"speaker":"CASEY KEMPTON","startTime":2046.14,"endTime":2048.55,"body":"that approach."},{"speaker":"CASEY KEMPTON","startTime":2048.55,"endTime":2053.61,"body":"I think connecting in with what"},{"speaker":"CASEY KEMPTON","startTime":2048.55,"endTime":2053.61,"body":"the industry is today, what's"},{"speaker":"CASEY KEMPTON","startTime":2053.61,"endTime":2057.01,"body":"important to the constituents"},{"speaker":"CASEY KEMPTON","startTime":2053.61,"endTime":2057.01,"body":"that that startup is trying"},{"speaker":"CASEY KEMPTON","startTime":2057.01,"endTime":2060.28,"body":"to work with, knowing the"},{"speaker":"CASEY KEMPTON","startTime":2057.01,"endTime":2060.28,"body":"problems they're solving today,"},{"speaker":"CASEY KEMPTON","startTime":2060.28,"endTime":2062.98,"body":"and working with"},{"speaker":"CASEY KEMPTON","startTime":2060.28,"endTime":2062.98,"body":"them to go forward"},{"speaker":"CASEY KEMPTON","startTime":2062.98,"endTime":2066.88,"body":"instead of coming at them with"},{"speaker":"CASEY KEMPTON","startTime":2062.98,"endTime":2066.88,"body":"we've skipped all the steps."},{"speaker":"CASEY KEMPTON","startTime":2066.88,"endTime":2070.09,"body":"And you should just go"},{"speaker":"CASEY KEMPTON","startTime":2066.88,"endTime":2070.09,"body":"start here now doing this."},{"speaker":"CASEY KEMPTON","startTime":2070.09,"endTime":2073.03,"body":"That's where some of"},{"speaker":"CASEY KEMPTON","startTime":2070.09,"endTime":2073.03,"body":"that disconnect, I think,"},{"speaker":"CASEY KEMPTON","startTime":2073.03,"endTime":2074.29,"body":"has occurred."},{"speaker":"CASEY KEMPTON","startTime":2074.29,"endTime":2077.44,"body":"I give so many of them"},{"speaker":"CASEY KEMPTON","startTime":2074.29,"endTime":2077.44,"body":"credit for having come in,"},{"speaker":"CASEY KEMPTON","startTime":2077.44,"endTime":2080.8,"body":"had some idea, had"},{"speaker":"CASEY KEMPTON","startTime":2077.44,"endTime":2080.8,"body":"some impression,"},{"speaker":"CASEY KEMPTON","startTime":2080.8,"endTime":2083.679,"body":"and working with"},{"speaker":"CASEY KEMPTON","startTime":2080.8,"endTime":2083.679,"body":"that and learning."},{"speaker":"CASEY KEMPTON","startTime":2083.679,"endTime":2086.389,"body":"But still maintaining"},{"speaker":"CASEY KEMPTON","startTime":2083.679,"endTime":2086.389,"body":"an edge in the process."},{"speaker":"CASEY KEMPTON","startTime":2086.389,"endTime":2088.27,"body":"And that's what"},{"speaker":"CASEY KEMPTON","startTime":2086.389,"endTime":2088.27,"body":"moves us forward."},{"speaker":"CASEY KEMPTON","startTime":2088.27,"endTime":2090.1,"body":"If a whole bunch"},{"speaker":"CASEY KEMPTON","startTime":2088.27,"endTime":2090.1,"body":"of carrier geeks"},{"speaker":"CASEY KEMPTON","startTime":2090.1,"endTime":2093.01,"body":"just sat around trying to"},{"speaker":"CASEY KEMPTON","startTime":2090.1,"endTime":2093.01,"body":"invent the future all the time,"},{"speaker":"CASEY KEMPTON","startTime":2093.01,"endTime":2094.12,"body":"we wouldn't get there."},{"speaker":"CASEY KEMPTON","startTime":2094.12,"endTime":2098.05,"body":"Our whole ecosystem benefits"},{"speaker":"CASEY KEMPTON","startTime":2094.12,"endTime":2098.05,"body":"from the fresh eyes,"},{"speaker":"CASEY KEMPTON","startTime":2098.05,"endTime":2101.23,"body":"the fresh experiences."},{"speaker":"CASEY KEMPTON","startTime":2101.23,"endTime":2103.39,"body":"I tried it in travel,"},{"speaker":"CASEY KEMPTON","startTime":2101.23,"endTime":2103.39,"body":"and it didn't work."},{"speaker":"CASEY KEMPTON","startTime":2103.39,"endTime":2104.65,"body":"Or I tried it here."},{"speaker":"CASEY KEMPTON","startTime":2104.65,"endTime":2105.76,"body":"And it didn't work."},{"speaker":"CASEY KEMPTON","startTime":2105.76,"endTime":2109.36,"body":"How does that"},{"speaker":"CASEY KEMPTON","startTime":2105.76,"endTime":2109.36,"body":"apply to insurance?"},{"speaker":"CASEY KEMPTON","startTime":2109.36,"endTime":2110.81,"body":"I hope it keeps coming."},{"speaker":"CASEY KEMPTON","startTime":2110.81,"endTime":2112.3,"body":"I hope it keeps happening."},{"speaker":"CASEY KEMPTON","startTime":2112.3,"endTime":2114.7,"body":"My encouragement"},{"speaker":"CASEY KEMPTON","startTime":2112.3,"endTime":2114.7,"body":"would be keep at it."},{"speaker":"CASEY KEMPTON","startTime":2114.7,"endTime":2118.135,"body":"Maybe get a little less"},{"speaker":"CASEY KEMPTON","startTime":2114.7,"endTime":2118.135,"body":"frustrated with us."},{"speaker":"CASEY KEMPTON","startTime":2118.135,"endTime":2120.97,"body":"Don't tell me how slow we are."},{"speaker":"CASEY KEMPTON","startTime":2120.97,"endTime":2124.31,"body":"We know that, right?"},{"speaker":"CASEY KEMPTON","startTime":2124.31,"endTime":2127.39,"body":"There's so many things"},{"speaker":"CASEY KEMPTON","startTime":2124.31,"endTime":2127.39,"body":"that we can change."},{"speaker":"CASEY KEMPTON","startTime":2127.39,"endTime":2129.37,"body":"But I think it's very"},{"speaker":"CASEY KEMPTON","startTime":2127.39,"endTime":2129.37,"body":"admirable with so many"},{"speaker":"CASEY KEMPTON","startTime":2129.37,"endTime":2134.77,"body":"have done to still push us,"},{"speaker":"CASEY KEMPTON","startTime":2129.37,"endTime":2134.77,"body":"but also adjust and maintain"},{"speaker":"CASEY KEMPTON","startTime":2134.77,"endTime":2137.68,"body":"this degree of hope that it's"},{"speaker":"CASEY KEMPTON","startTime":2134.77,"endTime":2137.68,"body":"going to come out different,"},{"speaker":"CASEY KEMPTON","startTime":2137.68,"endTime":2138.94,"body":"eventually."},{"speaker":"REID HOLZWORTH","startTime":2138.94,"endTime":2139.96,"body":"Yeah."},{"speaker":"REID HOLZWORTH","startTime":2139.96,"endTime":2140.62,"body":"It's so true."},{"speaker":"REID HOLZWORTH","startTime":2140.62,"endTime":2143.037,"body":"We've asked that question to"},{"speaker":"REID HOLZWORTH","startTime":2140.62,"endTime":2143.037,"body":"a lot of the audience-- a lot"},{"speaker":"REID HOLZWORTH","startTime":2143.037,"endTime":2143.68,"body":"of our guests."},{"speaker":"REID HOLZWORTH","startTime":2143.68,"endTime":2145.87,"body":"And that always comes up."},{"speaker":"REID HOLZWORTH","startTime":2145.87,"endTime":2147.52,"body":"I don't know why."},{"speaker":"REID HOLZWORTH","startTime":2147.52,"endTime":2150.61,"body":"They think that just is going"},{"speaker":"REID HOLZWORTH","startTime":2147.52,"endTime":2150.61,"body":"to resonate with all of us."},{"speaker":"REID HOLZWORTH","startTime":2150.61,"endTime":2152.62,"body":"And they have no clue"},{"speaker":"REID HOLZWORTH","startTime":2150.61,"endTime":2152.62,"body":"that you got to dig in."},{"speaker":"REID HOLZWORTH","startTime":2152.62,"endTime":2154.36,"body":"You really do."},{"speaker":"REID HOLZWORTH","startTime":2154.36,"endTime":2157.49,"body":"But good for them in that way."},{"speaker":"REID HOLZWORTH","startTime":2157.49,"endTime":2158.92,"body":"But it's not everybody."},{"speaker":"REID HOLZWORTH","startTime":2158.92,"endTime":2160.42,"body":"There's been some"},{"speaker":"REID HOLZWORTH","startTime":2158.92,"endTime":2160.42,"body":"that have not come"},{"speaker":"REID HOLZWORTH","startTime":2160.42,"endTime":2163.99,"body":"from this industry that came"},{"speaker":"REID HOLZWORTH","startTime":2160.42,"endTime":2163.99,"body":"in and have done very well."},{"speaker":"REID HOLZWORTH","startTime":2163.99,"endTime":2167.68,"body":"But they got a bunch of people"},{"speaker":"REID HOLZWORTH","startTime":2163.99,"endTime":2167.68,"body":"on their team now, for sure."},{"speaker":"REID HOLZWORTH","startTime":2167.68,"endTime":2170.117,"body":"And they've become interesting."},{"speaker":"CASEY KEMPTON","startTime":2170.117,"endTime":2170.95,"body":"Yeah."},{"speaker":"CASEY KEMPTON","startTime":2170.95,"endTime":2175.03,"body":"There was a race who could hire"},{"speaker":"CASEY KEMPTON","startTime":2170.95,"endTime":2175.03,"body":"like how many chief insurance"},{"speaker":"CASEY KEMPTON","startTime":2175.03,"endTime":2178.42,"body":"officer positions were"},{"speaker":"CASEY KEMPTON","startTime":2175.03,"endTime":2178.42,"body":"out there and scooping up"},{"speaker":"CASEY KEMPTON","startTime":2178.42,"endTime":2180.43,"body":"all the talent from all"},{"speaker":"CASEY KEMPTON","startTime":2178.42,"endTime":2180.43,"body":"over the industry right"},{"speaker":"CASEY KEMPTON","startTime":2180.43,"endTime":2181.66,"body":"around the same time."},{"speaker":"CASEY KEMPTON","startTime":2181.66,"endTime":2184.81,"body":"It was like this mass"},{"speaker":"CASEY KEMPTON","startTime":2181.66,"endTime":2184.81,"body":"realization knowing"},{"speaker":"CASEY KEMPTON","startTime":2184.81,"endTime":2186.4,"body":"insurance is good, everybody."},{"speaker":"CASEY KEMPTON","startTime":2186.4,"endTime":2187.06,"body":"Absolutely."},{"speaker":"CASEY KEMPTON","startTime":2187.06,"endTime":2188.73,"body":"Everyone should know"},{"speaker":"CASEY KEMPTON","startTime":2187.06,"endTime":2188.73,"body":"insurance, I think."},{"speaker":"CASEY KEMPTON","startTime":2188.73,"endTime":2189.787,"body":"[LAUGHS]"},{"speaker":"REID HOLZWORTH","startTime":2189.787,"endTime":2190.87,"body":"I love it."},{"speaker":"REID HOLZWORTH","startTime":2190.87,"endTime":2191.37,"body":"All right."},{"speaker":"REID HOLZWORTH","startTime":2191.37,"endTime":2193.25,"body":"We'll start closing"},{"speaker":"REID HOLZWORTH","startTime":2191.37,"endTime":2193.25,"body":"it down from there."},{"speaker":"REID HOLZWORTH","startTime":2193.25,"endTime":2194.59,"body":"So last couple questions."},{"speaker":"REID HOLZWORTH","startTime":2194.59,"endTime":2198.01,"body":"In your opinion, what"},{"speaker":"REID HOLZWORTH","startTime":2194.59,"endTime":2198.01,"body":"insurance tech influencer"},{"speaker":"REID HOLZWORTH","startTime":2198.01,"endTime":2200.65,"body":"should I talk to"},{"speaker":"REID HOLZWORTH","startTime":2198.01,"endTime":2200.65,"body":"next for this show?"},{"speaker":"REID HOLZWORTH","startTime":2200.65,"endTime":2202.33,"body":"Anybody you recommend"},{"speaker":"REID HOLZWORTH","startTime":2200.65,"endTime":2202.33,"body":"to be on the show?"},{"speaker":"CASEY KEMPTON","startTime":2205.51,"endTime":2208.54,"body":"Oh,"},{"speaker":"CASEY KEMPTON","startTime":2205.51,"endTime":2208.54,"body":"insurance tech influencer."},{"speaker":"REID HOLZWORTH","startTime":2208.54,"endTime":2211.81,"body":"Anybody"},{"speaker":"REID HOLZWORTH","startTime":2208.54,"endTime":2211.81,"body":"insurance technology or carrier"},{"speaker":"REID HOLZWORTH","startTime":2211.81,"endTime":2216.46,"body":"side, broker side, somebody"},{"speaker":"REID HOLZWORTH","startTime":2211.81,"endTime":2216.46,"body":"that touches technology."},{"speaker":"CASEY KEMPTON","startTime":2216.46,"endTime":2218.33,"body":"You"},{"speaker":"CASEY KEMPTON","startTime":2216.46,"endTime":2218.33,"body":"know Luke Magnan?"},{"speaker":"REID HOLZWORTH","startTime":2218.33,"endTime":2220.55,"body":"No."},{"speaker":"CASEY KEMPTON","startTime":2220.55,"endTime":2222.5,"body":"He"},{"speaker":"CASEY KEMPTON","startTime":2220.55,"endTime":2222.5,"body":"is at a company,"},{"speaker":"CASEY KEMPTON","startTime":2222.5,"endTime":2226.52,"body":"I think he might be one of the"},{"speaker":"CASEY KEMPTON","startTime":2222.5,"endTime":2226.52,"body":"founders called Combined Ratio."},{"speaker":"CASEY KEMPTON","startTime":2226.52,"endTime":2229.61,"body":"I'd worked with him early"},{"speaker":"CASEY KEMPTON","startTime":2226.52,"endTime":2229.61,"body":"days at the Hartford"},{"speaker":"CASEY KEMPTON","startTime":2229.61,"endTime":2231.53,"body":"in the engineering"},{"speaker":"CASEY KEMPTON","startTime":2229.61,"endTime":2231.53,"body":"space, and has"},{"speaker":"CASEY KEMPTON","startTime":2231.53,"endTime":2234.2,"body":"a really interesting"},{"speaker":"CASEY KEMPTON","startTime":2231.53,"endTime":2234.2,"body":"thought pattern"},{"speaker":"CASEY KEMPTON","startTime":2234.2,"endTime":2237.26,"body":"around carrier"},{"speaker":"CASEY KEMPTON","startTime":2234.2,"endTime":2237.26,"body":"evolution and where"},{"speaker":"CASEY KEMPTON","startTime":2237.26,"endTime":2238.79,"body":"they take their technology."},{"speaker":"CASEY KEMPTON","startTime":2238.79,"endTime":2242.12,"body":"So it's that under"},{"speaker":"CASEY KEMPTON","startTime":2238.79,"endTime":2242.12,"body":"the covers view"},{"speaker":"CASEY KEMPTON","startTime":2242.12,"endTime":2245.09,"body":"of what carriers sort of"},{"speaker":"CASEY KEMPTON","startTime":2242.12,"endTime":2245.09,"body":"deal with in this space"},{"speaker":"CASEY KEMPTON","startTime":2245.09,"endTime":2247.23,"body":"and common ways that"},{"speaker":"CASEY KEMPTON","startTime":2245.09,"endTime":2247.23,"body":"we can get through it."},{"speaker":"CASEY KEMPTON","startTime":2247.23,"endTime":2249.32,"body":"But he's just a"},{"speaker":"CASEY KEMPTON","startTime":2247.23,"endTime":2249.32,"body":"fascinating individual."},{"speaker":"CASEY KEMPTON","startTime":2249.32,"endTime":2253.4,"body":"I don't want to limit his"},{"speaker":"CASEY KEMPTON","startTime":2249.32,"endTime":2253.4,"body":"contributions to just that."},{"speaker":"CASEY KEMPTON","startTime":2253.4,"endTime":2255.65,"body":"He's one that comes to mind."},{"speaker":"CASEY KEMPTON","startTime":2255.65,"endTime":2258.71,"body":"I think a lot of folks"},{"speaker":"CASEY KEMPTON","startTime":2255.65,"endTime":2258.71,"body":"you've had on already,"},{"speaker":"CASEY KEMPTON","startTime":2258.71,"endTime":2261.92,"body":"the conversations around data"},{"speaker":"CASEY KEMPTON","startTime":2258.71,"endTime":2261.92,"body":"and AI and where it's going,"},{"speaker":"CASEY KEMPTON","startTime":2261.92,"endTime":2264.92,"body":"and some of the vision"},{"speaker":"CASEY KEMPTON","startTime":2261.92,"endTime":2264.92,"body":"that folks have for that."},{"speaker":"CASEY KEMPTON","startTime":2264.92,"endTime":2267.41,"body":"Personally, to me,"},{"speaker":"CASEY KEMPTON","startTime":2264.92,"endTime":2267.41,"body":"that's super fascinating"},{"speaker":"CASEY KEMPTON","startTime":2267.41,"endTime":2270.565,"body":"where that's going to."},{"speaker":"CASEY KEMPTON","startTime":2270.565,"endTime":2272.69,"body":"Most of the people I know"},{"speaker":"CASEY KEMPTON","startTime":2270.565,"endTime":2272.69,"body":"are in the carrier space."},{"speaker":"CASEY KEMPTON","startTime":2272.69,"endTime":2274.91,"body":"There's a couple of"},{"speaker":"CASEY KEMPTON","startTime":2272.69,"endTime":2274.91,"body":"agents-- you don't"},{"speaker":"CASEY KEMPTON","startTime":2274.91,"endTime":2279.23,"body":"see as many like chief"},{"speaker":"CASEY KEMPTON","startTime":2274.91,"endTime":2279.23,"body":"digital officer types"},{"speaker":"CASEY KEMPTON","startTime":2279.23,"endTime":2281.21,"body":"in the distribution system."},{"speaker":"REID HOLZWORTH","startTime":2281.21,"endTime":2282.21,"body":"Not yet."},{"speaker":"REID HOLZWORTH","startTime":2282.21,"endTime":2283.44,"body":"Not yet."},{"speaker":"CASEY KEMPTON","startTime":2283.44,"endTime":2284.7,"body":"No, no."},{"speaker":"CASEY KEMPTON","startTime":2284.7,"endTime":2287.28,"body":"So that kind of"},{"speaker":"CASEY KEMPTON","startTime":2284.7,"endTime":2287.28,"body":"mindset, I think,"},{"speaker":"CASEY KEMPTON","startTime":2287.28,"endTime":2288.9,"body":"would be really"},{"speaker":"CASEY KEMPTON","startTime":2287.28,"endTime":2288.9,"body":"interesting as well."},{"speaker":"REID HOLZWORTH","startTime":2288.9,"endTime":2289.9,"body":"Totally."},{"speaker":"REID HOLZWORTH","startTime":2289.9,"endTime":2291.03,"body":"Absolutely."},{"speaker":"REID HOLZWORTH","startTime":2291.03,"endTime":2293.595,"body":"Will you ever stop?"},{"speaker":"REID HOLZWORTH","startTime":2293.595,"endTime":2295.65,"body":"What does retirement"},{"speaker":"REID HOLZWORTH","startTime":2293.595,"endTime":2295.65,"body":"look like for Casey?"},{"speaker":"REID HOLZWORTH","startTime":2295.65,"endTime":2296.637,"body":"Will Casey ever retire?"},{"speaker":"CASEY KEMPTON","startTime":2296.637,"endTime":2298.47,"body":"I think"},{"speaker":"CASEY KEMPTON","startTime":2296.637,"endTime":2298.47,"body":"about that sometimes."},{"speaker":"CASEY KEMPTON","startTime":2298.47,"endTime":2301.53,"body":"I got like 20 more"},{"speaker":"CASEY KEMPTON","startTime":2298.47,"endTime":2301.53,"body":"years, if I go to 65."},{"speaker":"CASEY KEMPTON","startTime":2301.53,"endTime":2305.815,"body":"So I'm 22 years, 23 years in."},{"speaker":"REID HOLZWORTH","startTime":2305.815,"endTime":2306.69,"body":"Yeah."},{"speaker":"CASEY KEMPTON","startTime":2306.69,"endTime":2308.25,"body":"As"},{"speaker":"CASEY KEMPTON","startTime":2306.69,"endTime":2308.25,"body":"fast as it went by,"},{"speaker":"CASEY KEMPTON","startTime":2308.25,"endTime":2311.55,"body":"it's been really"},{"speaker":"CASEY KEMPTON","startTime":2308.25,"endTime":2311.55,"body":"arduous at times."},{"speaker":"CASEY KEMPTON","startTime":2311.55,"endTime":2314.1,"body":"I have all kinds"},{"speaker":"CASEY KEMPTON","startTime":2311.55,"endTime":2314.1,"body":"of ideas about what"},{"speaker":"CASEY KEMPTON","startTime":2314.1,"endTime":2317.91,"body":"I could do if I wasn't doing"},{"speaker":"CASEY KEMPTON","startTime":2314.1,"endTime":2317.91,"body":"this, what I would love to do."},{"speaker":"CASEY KEMPTON","startTime":2317.91,"endTime":2322.5,"body":"But I have a lot of passion for"},{"speaker":"CASEY KEMPTON","startTime":2317.91,"endTime":2322.5,"body":"insurance, which kind of sounds"},{"speaker":"CASEY KEMPTON","startTime":2322.5,"endTime":2324.12,"body":"like an oxymoron, I think."},{"speaker":"CASEY KEMPTON","startTime":2324.12,"endTime":2327.27,"body":"How could you be"},{"speaker":"CASEY KEMPTON","startTime":2324.12,"endTime":2327.27,"body":"passionate about a contract"},{"speaker":"CASEY KEMPTON","startTime":2327.27,"endTime":2329.04,"body":"that people don't understand?"},{"speaker":"CASEY KEMPTON","startTime":2329.04,"endTime":2330.54,"body":"And they don't even love it."},{"speaker":"CASEY KEMPTON","startTime":2330.54,"endTime":2333.49,"body":"They kind of wish they"},{"speaker":"CASEY KEMPTON","startTime":2330.54,"endTime":2333.49,"body":"didn't have to deal with it."},{"speaker":"CASEY KEMPTON","startTime":2333.49,"endTime":2336.22,"body":"And I just fundamentally"},{"speaker":"CASEY KEMPTON","startTime":2333.49,"endTime":2336.22,"body":"believe there is a better way."},{"speaker":"CASEY KEMPTON","startTime":2336.22,"endTime":2338.7,"body":"And if I can be a part"},{"speaker":"CASEY KEMPTON","startTime":2336.22,"endTime":2338.7,"body":"of that, whether it's"},{"speaker":"CASEY KEMPTON","startTime":2338.7,"endTime":2340.35,"body":"in the distribution"},{"speaker":"CASEY KEMPTON","startTime":2338.7,"endTime":2340.35,"body":"of insurance,"},{"speaker":"CASEY KEMPTON","startTime":2340.35,"endTime":2344.04,"body":"the enablement of our"},{"speaker":"CASEY KEMPTON","startTime":2340.35,"endTime":2344.04,"body":"economy of small businesses,"},{"speaker":"CASEY KEMPTON","startTime":2344.04,"endTime":2347.74,"body":"all the things that insurance"},{"speaker":"CASEY KEMPTON","startTime":2344.04,"endTime":2347.74,"body":"is great about insurance."},{"speaker":"CASEY KEMPTON","startTime":2347.74,"endTime":2351.49,"body":"And I just wish people"},{"speaker":"CASEY KEMPTON","startTime":2347.74,"endTime":2351.49,"body":"understood what it is"},{"speaker":"CASEY KEMPTON","startTime":2351.49,"endTime":2355.42,"body":"and what it's for, and why"},{"speaker":"CASEY KEMPTON","startTime":2351.49,"endTime":2355.42,"body":"they absolutely need it."},{"speaker":"CASEY KEMPTON","startTime":2355.42,"endTime":2359.05,"body":"That drives me to"},{"speaker":"CASEY KEMPTON","startTime":2355.42,"endTime":2359.05,"body":"say someday, somehow,"},{"speaker":"CASEY KEMPTON","startTime":2359.05,"endTime":2362.74,"body":"if I could be a party"},{"speaker":"CASEY KEMPTON","startTime":2359.05,"endTime":2362.74,"body":"to that mindset shift,"},{"speaker":"CASEY KEMPTON","startTime":2362.74,"endTime":2363.74,"body":"I would like to do that."},{"speaker":"REID HOLZWORTH","startTime":2363.74,"endTime":2365.032,"body":"That's awesome."},{"speaker":"CASEY KEMPTON","startTime":2365.032,"endTime":2365.865,"body":"Yeah."},{"speaker":"REID HOLZWORTH","startTime":2365.865,"endTime":2366.949,"body":"All right."},{"speaker":"REID HOLZWORTH","startTime":2366.949,"endTime":2367.87,"body":"Last question, Casey."},{"speaker":"REID HOLZWORTH","startTime":2367.87,"endTime":2373.018,"body":"Now, I know you don't drink,"},{"speaker":"REID HOLZWORTH","startTime":2367.87,"endTime":2373.018,"body":"but what is your favorite drink?"},{"speaker":"REID HOLZWORTH","startTime":2373.018,"endTime":2374.31,"body":"I know you don't drink alcohol."},{"speaker":"CASEY KEMPTON","startTime":2374.31,"endTime":2378.09,"body":"Oh, this"},{"speaker":"CASEY KEMPTON","startTime":2374.31,"endTime":2378.09,"body":"is such a boring answer."},{"speaker":"CASEY KEMPTON","startTime":2378.09,"endTime":2380.19,"body":"It's like Pellegrino and lime."},{"speaker":"CASEY KEMPTON","startTime":2380.19,"endTime":2382.29,"body":"Put a little fresh"},{"speaker":"CASEY KEMPTON","startTime":2380.19,"endTime":2382.29,"body":"lime in a Pellegrino,"},{"speaker":"CASEY KEMPTON","startTime":2382.29,"endTime":2383.76,"body":"and I'm happy as can be."},{"speaker":"CASEY KEMPTON","startTime":2383.76,"endTime":2385.44,"body":"I don't drink sugar."},{"speaker":"CASEY KEMPTON","startTime":2385.44,"endTime":2387.03,"body":"I love Earl Gray tea."},{"speaker":"CASEY KEMPTON","startTime":2387.03,"endTime":2389.91,"body":"I try never to drink"},{"speaker":"CASEY KEMPTON","startTime":2387.03,"endTime":2389.91,"body":"sugar in my beverage,"},{"speaker":"CASEY KEMPTON","startTime":2389.91,"endTime":2392.31,"body":"if I can help it or fake"},{"speaker":"CASEY KEMPTON","startTime":2389.91,"endTime":2392.31,"body":"sugar for that matter, just"},{"speaker":"CASEY KEMPTON","startTime":2392.31,"endTime":2394.0,"body":"a personal preference."},{"speaker":"CASEY KEMPTON","startTime":2394.0,"endTime":2395.85,"body":"So that's not an"},{"speaker":"CASEY KEMPTON","startTime":2394.0,"endTime":2395.85,"body":"exciting answer."},{"speaker":"CASEY KEMPTON","startTime":2395.85,"endTime":2398.685,"body":"You get some good answers on"},{"speaker":"CASEY KEMPTON","startTime":2395.85,"endTime":2398.685,"body":"that question on this podcast."},{"speaker":"CASEY KEMPTON","startTime":2398.685,"endTime":2399.81,"body":"I knew mine would be a dud."},{"speaker":"CASEY KEMPTON","startTime":2399.81,"endTime":2401.832,"body":"[LAUGHTER]"},{"speaker":"REID HOLZWORTH","startTime":2401.832,"endTime":2403.29,"body":"No, that's awesome."},{"speaker":"REID HOLZWORTH","startTime":2403.29,"endTime":2403.832,"body":"That's great."},{"speaker":"REID HOLZWORTH","startTime":2403.832,"endTime":2405.93,"body":"Well, Casey, thank"},{"speaker":"REID HOLZWORTH","startTime":2403.832,"endTime":2405.93,"body":"you for joining."},{"speaker":"REID HOLZWORTH","startTime":2405.93,"endTime":2407.58,"body":"You are freaking rock star."},{"speaker":"REID HOLZWORTH","startTime":2407.58,"endTime":2410.71,"body":"You're doing so much cool stuff"},{"speaker":"REID HOLZWORTH","startTime":2407.58,"endTime":2410.71,"body":"out there for the industry."},{"speaker":"REID HOLZWORTH","startTime":2410.71,"endTime":2412.59,"body":"And I really appreciate"},{"speaker":"REID HOLZWORTH","startTime":2410.71,"endTime":2412.59,"body":"you coming on."},{"speaker":"REID HOLZWORTH","startTime":2412.59,"endTime":2413.85,"body":"It was really, really good."},{"speaker":"REID HOLZWORTH","startTime":2413.85,"endTime":2415.12,"body":"Love picking your brain."},{"speaker":"REID HOLZWORTH","startTime":2415.12,"endTime":2416.01,"body":"Thanks again."},{"speaker":"CASEY KEMPTON","startTime":2416.01,"endTime":2417.843,"body":"Thanks"},{"speaker":"CASEY KEMPTON","startTime":2416.01,"endTime":2417.843,"body":"so much for having me."},{"speaker":"CASEY KEMPTON","startTime":2417.843,"endTime":2420.64,"body":"It was a great conversation."},{"speaker":"REID HOLZWORTH","startTime":2420.64,"endTime":2422.5,"body":"All"},{"speaker":"REID HOLZWORTH","startTime":2420.64,"endTime":2422.5,"body":"right, Christen."},{"speaker":"REID HOLZWORTH","startTime":2422.5,"endTime":2424.63,"body":"Casey Kempton,"},{"speaker":"REID HOLZWORTH","startTime":2422.5,"endTime":2424.63,"body":"what do you think?"},{"speaker":"REID HOLZWORTH","startTime":2424.63,"endTime":2425.333,"body":"It was great."},{"speaker":"CHRISTEN KELLEY","startTime":2425.333,"endTime":2426.25,"body":"Yeah."},{"speaker":"CHRISTEN KELLEY","startTime":2426.25,"endTime":2430.51,"body":"No, she was-- it"},{"speaker":"CHRISTEN KELLEY","startTime":2426.25,"endTime":2430.51,"body":"was great to, again,"},{"speaker":"CHRISTEN KELLEY","startTime":2430.51,"endTime":2432.55,"body":"I know I've said this"},{"speaker":"CHRISTEN KELLEY","startTime":2430.51,"endTime":2432.55,"body":"when we do them in person."},{"speaker":"CHRISTEN KELLEY","startTime":2432.55,"endTime":2434.758,"body":"But it's great to have the"},{"speaker":"CHRISTEN KELLEY","startTime":2432.55,"endTime":2434.758,"body":"interaction when we do get"},{"speaker":"CHRISTEN KELLEY","startTime":2434.758,"endTime":2437.74,"body":"to meet with people in person."},{"speaker":"CHRISTEN KELLEY","startTime":2437.74,"endTime":2442.685,"body":"But I was just amazed"},{"speaker":"CHRISTEN KELLEY","startTime":2437.74,"endTime":2442.685,"body":"by just her track rate."},{"speaker":"CHRISTEN KELLEY","startTime":2442.685,"endTime":2444.31,"body":"I think you had asked"},{"speaker":"CHRISTEN KELLEY","startTime":2442.685,"endTime":2444.31,"body":"her at one point."},{"speaker":"CHRISTEN KELLEY","startTime":2444.31,"endTime":2447.05,"body":"But it was like within the"},{"speaker":"CHRISTEN KELLEY","startTime":2444.31,"endTime":2447.05,"body":"first 10 years of her career,"},{"speaker":"CHRISTEN KELLEY","startTime":2447.05,"endTime":2450.41,"body":"to be at the level that she"},{"speaker":"CHRISTEN KELLEY","startTime":2447.05,"endTime":2450.41,"body":"had gotten to, is just amazing."},{"speaker":"CHRISTEN KELLEY","startTime":2450.41,"endTime":2454.78,"body":"But I think speaking with"},{"speaker":"CHRISTEN KELLEY","startTime":2450.41,"endTime":2454.78,"body":"her, I'm not surprised."},{"speaker":"REID HOLZWORTH","startTime":2454.78,"endTime":2457.66,"body":"Casey is bad ass."},{"speaker":"REID HOLZWORTH","startTime":2457.66,"endTime":2459.25,"body":"She really is."},{"speaker":"REID HOLZWORTH","startTime":2459.25,"endTime":2461.11,"body":"I mean, if you look"},{"speaker":"REID HOLZWORTH","startTime":2459.25,"endTime":2461.11,"body":"at her track record"},{"speaker":"REID HOLZWORTH","startTime":2461.11,"endTime":2464.26,"body":"and what she's done in such"},{"speaker":"REID HOLZWORTH","startTime":2461.11,"endTime":2464.26,"body":"a short period of time,"},{"speaker":"REID HOLZWORTH","startTime":2464.26,"endTime":2468.79,"body":"just her level of"},{"speaker":"REID HOLZWORTH","startTime":2464.26,"endTime":2468.79,"body":"knowledge on everything."},{"speaker":"REID HOLZWORTH","startTime":2468.79,"endTime":2470.403,"body":"I would consider myself--"},{"speaker":"REID HOLZWORTH","startTime":2470.403,"endTime":2472.82,"body":"and this may sound bad saying"},{"speaker":"REID HOLZWORTH","startTime":2470.403,"endTime":2472.82,"body":"it, but I don't really care."},{"speaker":"REID HOLZWORTH","startTime":2472.82,"endTime":2477.07,"body":"I consider myself a fairly"},{"speaker":"REID HOLZWORTH","startTime":2472.82,"endTime":2477.07,"body":"smart person, fairly smart."},{"speaker":"REID HOLZWORTH","startTime":2477.07,"endTime":2478.93,"body":"And I'll tell you,"},{"speaker":"REID HOLZWORTH","startTime":2477.07,"endTime":2478.93,"body":"she's one of the people"},{"speaker":"REID HOLZWORTH","startTime":2478.93,"endTime":2482.81,"body":"where I'm like a step behind."},{"speaker":"REID HOLZWORTH","startTime":2482.81,"endTime":2483.815,"body":"I'm not that smart."},{"speaker":"REID HOLZWORTH","startTime":2483.815,"endTime":2486.14,"body":"[LAUGHS]"},{"speaker":"REID HOLZWORTH","startTime":2486.14,"endTime":2487.46,"body":"And that's awesome."},{"speaker":"REID HOLZWORTH","startTime":2487.46,"endTime":2489.17,"body":"And I love it."},{"speaker":"REID HOLZWORTH","startTime":2489.17,"endTime":2493.1,"body":"It's like when I meet somebody"},{"speaker":"REID HOLZWORTH","startTime":2489.17,"endTime":2493.1,"body":"that really knows about cars."},{"speaker":"REID HOLZWORTH","startTime":2493.1,"endTime":2495.29,"body":"There's a lot of people"},{"speaker":"REID HOLZWORTH","startTime":2493.1,"endTime":2495.29,"body":"that know about cars, just"},{"speaker":"REID HOLZWORTH","startTime":2495.29,"endTime":2498.68,"body":"like a lot of people that know"},{"speaker":"REID HOLZWORTH","startTime":2495.29,"endTime":2498.68,"body":"about insurance technology."},{"speaker":"REID HOLZWORTH","startTime":2498.68,"endTime":2502.16,"body":"But there's not a lot of people"},{"speaker":"REID HOLZWORTH","startTime":2498.68,"endTime":2502.16,"body":"that really know about cars."},{"speaker":"REID HOLZWORTH","startTime":2502.16,"endTime":2504.89,"body":"And the same thing"},{"speaker":"REID HOLZWORTH","startTime":2502.16,"endTime":2504.89,"body":"goes within our space."},{"speaker":"REID HOLZWORTH","startTime":2504.89,"endTime":2508.85,"body":"And it's very refreshing"},{"speaker":"REID HOLZWORTH","startTime":2504.89,"endTime":2508.85,"body":"to be able to just dive"},{"speaker":"REID HOLZWORTH","startTime":2508.85,"endTime":2511.85,"body":"deep with people like Casey."},{"speaker":"REID HOLZWORTH","startTime":2511.85,"endTime":2515.0,"body":"We've had a lot of people"},{"speaker":"REID HOLZWORTH","startTime":2511.85,"endTime":2515.0,"body":"on this podcast, but I mean,"},{"speaker":"REID HOLZWORTH","startTime":2515.0,"endTime":2515.93,"body":"Casey is a rock star."},{"speaker":"REID HOLZWORTH","startTime":2515.93,"endTime":2516.513,"body":"She really is."},{"speaker":"REID HOLZWORTH","startTime":2516.513,"endTime":2520.37,"body":"I know I've said that a"},{"speaker":"REID HOLZWORTH","startTime":2516.513,"endTime":2520.37,"body":"bunch, but she really is."},{"speaker":"REID HOLZWORTH","startTime":2520.37,"endTime":2523.1,"body":"I'd love to have Casey on again."},{"speaker":"REID HOLZWORTH","startTime":2523.1,"endTime":2528.23,"body":"Because she's got a"},{"speaker":"REID HOLZWORTH","startTime":2523.1,"endTime":2528.23,"body":"really, really great mind"},{"speaker":"REID HOLZWORTH","startTime":2528.23,"endTime":2530.015,"body":"around all of this."},{"speaker":"CHRISTEN KELLEY","startTime":2530.015,"endTime":2531.89,"body":"And"},{"speaker":"CHRISTEN KELLEY","startTime":2530.015,"endTime":2531.89,"body":"around her mind and kind"},{"speaker":"CHRISTEN KELLEY","startTime":2531.89,"endTime":2534.95,"body":"of thinking about"},{"speaker":"CHRISTEN KELLEY","startTime":2531.89,"endTime":2534.95,"body":"things differently,"},{"speaker":"CHRISTEN KELLEY","startTime":2534.95,"endTime":2538.55,"body":"you were not expecting her"},{"speaker":"CHRISTEN KELLEY","startTime":2534.95,"endTime":2538.55,"body":"answer to the one thing"},{"speaker":"CHRISTEN KELLEY","startTime":2538.55,"endTime":2541.36,"body":"we should change in"},{"speaker":"CHRISTEN KELLEY","startTime":2538.55,"endTime":2541.36,"body":"the industry to be"},{"speaker":"CHRISTEN KELLEY","startTime":2541.36,"endTime":2544.51,"body":"like the regulatory compliance"},{"speaker":"CHRISTEN KELLEY","startTime":2541.36,"endTime":2544.51,"body":"and things like that."},{"speaker":"REID HOLZWORTH","startTime":2544.51,"endTime":2545.485,"body":"Yeah."},{"speaker":"REID HOLZWORTH","startTime":2545.485,"endTime":2546.61,"body":"But that's what I'm saying."},{"speaker":"REID HOLZWORTH","startTime":2546.61,"endTime":2550.69,"body":"That's like high, big thinking."},{"speaker":"REID HOLZWORTH","startTime":2550.69,"endTime":2553.18,"body":"Because that would solve"},{"speaker":"REID HOLZWORTH","startTime":2550.69,"endTime":2553.18,"body":"real freaking problems."},{"speaker":"REID HOLZWORTH","startTime":2553.18,"endTime":2554.83,"body":"And I never thought of that."},{"speaker":"REID HOLZWORTH","startTime":2554.83,"endTime":2556.06,"body":"And I'm ignorant to it."},{"speaker":"REID HOLZWORTH","startTime":2556.06,"endTime":2556.93,"body":"I'm like, what?"},{"speaker":"REID HOLZWORTH","startTime":2556.93,"endTime":2558.67,"body":"What do you mean?"},{"speaker":"REID HOLZWORTH","startTime":2558.67,"endTime":2561.67,"body":"And maybe I should"},{"speaker":"REID HOLZWORTH","startTime":2558.67,"endTime":2561.67,"body":"know all this stuff."},{"speaker":"REID HOLZWORTH","startTime":2561.67,"endTime":2564.91,"body":"But no, in all reality, when"},{"speaker":"REID HOLZWORTH","startTime":2561.67,"endTime":2564.91,"body":"you think about that, and just"},{"speaker":"REID HOLZWORTH","startTime":2564.91,"endTime":2569.71,"body":"the chaos that all brings"},{"speaker":"REID HOLZWORTH","startTime":2564.91,"endTime":2569.71,"body":"to the whole industry,"},{"speaker":"REID HOLZWORTH","startTime":2569.71,"endTime":2572.77,"body":"and solving that is solving"},{"speaker":"REID HOLZWORTH","startTime":2569.71,"endTime":2572.77,"body":"a really big problem."},{"speaker":"REID HOLZWORTH","startTime":2572.77,"endTime":2575.68,"body":"But it's pie in the"},{"speaker":"REID HOLZWORTH","startTime":2572.77,"endTime":2575.68,"body":"sky, like she said."},{"speaker":"REID HOLZWORTH","startTime":2575.68,"endTime":2578.08,"body":"But it's stuff for"},{"speaker":"REID HOLZWORTH","startTime":2575.68,"endTime":2578.08,"body":"us to think about,"},{"speaker":"REID HOLZWORTH","startTime":2578.08,"endTime":2579.82,"body":"stuff for us to"},{"speaker":"REID HOLZWORTH","startTime":2578.08,"endTime":2579.82,"body":"pay attention to,"},{"speaker":"REID HOLZWORTH","startTime":2579.82,"endTime":2581.38,"body":"for all of us in this industry."},{"speaker":"REID HOLZWORTH","startTime":2581.38,"endTime":2584.23,"body":"Because I'm sure even"},{"speaker":"REID HOLZWORTH","startTime":2581.38,"endTime":2584.23,"body":"just small little moves"},{"speaker":"REID HOLZWORTH","startTime":2584.23,"endTime":2588.46,"body":"there could really"},{"speaker":"REID HOLZWORTH","startTime":2584.23,"endTime":2588.46,"body":"ease the pain in ways."},{"speaker":"REID HOLZWORTH","startTime":2588.46,"endTime":2589.45,"body":"But I don't know."},{"speaker":"REID HOLZWORTH","startTime":2589.45,"endTime":2591.13,"body":"But it's just again,"},{"speaker":"REID HOLZWORTH","startTime":2589.45,"endTime":2591.13,"body":"like you said,"},{"speaker":"REID HOLZWORTH","startTime":2591.13,"endTime":2592.682,"body":"it's just thinking in that way."},{"speaker":"REID HOLZWORTH","startTime":2592.682,"endTime":2594.64,"body":"Most people are like,"},{"speaker":"REID HOLZWORTH","startTime":2592.682,"endTime":2594.64,"body":"oh, well, if you did this"},{"speaker":"REID HOLZWORTH","startTime":2594.64,"endTime":2596.77,"body":"and you added this bell"},{"speaker":"REID HOLZWORTH","startTime":2594.64,"endTime":2596.77,"body":"and whistle to this thing,"},{"speaker":"REID HOLZWORTH","startTime":2596.77,"endTime":2599.05,"body":"then it's going to"},{"speaker":"REID HOLZWORTH","startTime":2596.77,"endTime":2599.05,"body":"make things better."},{"speaker":"REID HOLZWORTH","startTime":2599.05,"endTime":2601.193,"body":"But that's solving a"},{"speaker":"REID HOLZWORTH","startTime":2599.05,"endTime":2601.193,"body":"real big, big issue."},{"speaker":"CHRISTEN KELLEY","startTime":2601.193,"endTime":2602.36,"body":"Absolutely."},{"speaker":"REID HOLZWORTH","startTime":2602.36,"endTime":2604.11,"body":"And she has a"},{"speaker":"REID HOLZWORTH","startTime":2602.36,"endTime":2604.11,"body":"real passion for this industry,"},{"speaker":"REID HOLZWORTH","startTime":2604.11,"endTime":2605.225,"body":"which is awesome."},{"speaker":"REID HOLZWORTH","startTime":2605.225,"endTime":2606.35,"body":"And she's doing big things."},{"speaker":"REID HOLZWORTH","startTime":2606.35,"endTime":2608.058,"body":"She's going to continue"},{"speaker":"REID HOLZWORTH","startTime":2606.35,"endTime":2608.058,"body":"to do big things,"},{"speaker":"REID HOLZWORTH","startTime":2608.058,"endTime":2609.28,"body":"as we've talked about."},{"speaker":"REID HOLZWORTH","startTime":2609.28,"endTime":2611.03,"body":"I think about people"},{"speaker":"REID HOLZWORTH","startTime":2609.28,"endTime":2611.03,"body":"like Casey, and we've"},{"speaker":"REID HOLZWORTH","startTime":2611.03,"endTime":2614.96,"body":"had a number of people on"},{"speaker":"REID HOLZWORTH","startTime":2611.03,"endTime":2614.96,"body":"this podcast in the same way."},{"speaker":"REID HOLZWORTH","startTime":2614.96,"endTime":2617.99,"body":"What does the future hold"},{"speaker":"REID HOLZWORTH","startTime":2614.96,"endTime":2617.99,"body":"for these brilliant people?"},{"speaker":"REID HOLZWORTH","startTime":2617.99,"endTime":2619.798,"body":"People that are"},{"speaker":"REID HOLZWORTH","startTime":2617.99,"endTime":2619.798,"body":"brilliant like Casey."},{"speaker":"REID HOLZWORTH","startTime":2619.798,"endTime":2621.59,"body":"And again, we talk"},{"speaker":"REID HOLZWORTH","startTime":2619.798,"endTime":2621.59,"body":"about this all the time,"},{"speaker":"REID HOLZWORTH","startTime":2621.59,"endTime":2624.23,"body":"Christen, just good people."},{"speaker":"REID HOLZWORTH","startTime":2624.23,"endTime":2625.16,"body":"I mean, I know Casey."},{"speaker":"REID HOLZWORTH","startTime":2625.16,"endTime":2626.84,"body":"I've not known her that long."},{"speaker":"REID HOLZWORTH","startTime":2626.84,"endTime":2629.69,"body":"But I know her well enough"},{"speaker":"REID HOLZWORTH","startTime":2626.84,"endTime":2629.69,"body":"to I could text her right now"},{"speaker":"REID HOLZWORTH","startTime":2629.69,"endTime":2631.16,"body":"and she's going to text me back."},{"speaker":"REID HOLZWORTH","startTime":2631.16,"endTime":2634.17,"body":"She'll answer my"},{"speaker":"REID HOLZWORTH","startTime":2631.16,"endTime":2634.17,"body":"call on a Saturday."},{"speaker":"REID HOLZWORTH","startTime":2634.17,"endTime":2636.83,"body":"And it's not because"},{"speaker":"REID HOLZWORTH","startTime":2634.17,"endTime":2636.83,"body":"she has to or anything."},{"speaker":"REID HOLZWORTH","startTime":2636.83,"endTime":2641.72,"body":"I mean, she's there to help like"},{"speaker":"REID HOLZWORTH","startTime":2636.83,"endTime":2641.72,"body":"an open door to other humans."},{"speaker":"REID HOLZWORTH","startTime":2641.72,"endTime":2645.03,"body":"And so good people,"},{"speaker":"REID HOLZWORTH","startTime":2641.72,"endTime":2645.03,"body":"put it simply,"},{"speaker":"REID HOLZWORTH","startTime":2645.03,"endTime":2648.088,"body":"that are doing big"},{"speaker":"REID HOLZWORTH","startTime":2645.03,"endTime":2648.088,"body":"things in this industry,"},{"speaker":"REID HOLZWORTH","startTime":2648.088,"endTime":2649.88,"body":"is like what does the"},{"speaker":"REID HOLZWORTH","startTime":2648.088,"endTime":2649.88,"body":"future hold for them?"},{"speaker":"REID HOLZWORTH","startTime":2649.88,"endTime":2651.005,"body":"Where are they going to be?"},{"speaker":"REID HOLZWORTH","startTime":2651.005,"endTime":2654.44,"body":"Where does Casey Kempton going"},{"speaker":"REID HOLZWORTH","startTime":2651.005,"endTime":2654.44,"body":"to be in 10 years from now?"},{"speaker":"REID HOLZWORTH","startTime":2654.44,"endTime":2658.1,"body":"That's going to be"},{"speaker":"REID HOLZWORTH","startTime":2654.44,"endTime":2658.1,"body":"really cool to see along"},{"speaker":"REID HOLZWORTH","startTime":2658.1,"endTime":2660.335,"body":"with a lot of people"},{"speaker":"REID HOLZWORTH","startTime":2658.1,"endTime":2660.335,"body":"on this podcast,"},{"speaker":"REID HOLZWORTH","startTime":2660.335,"endTime":2662.21,"body":"minus the ones that have"},{"speaker":"REID HOLZWORTH","startTime":2660.335,"endTime":2662.21,"body":"been there done that"},{"speaker":"REID HOLZWORTH","startTime":2662.21,"endTime":2664.64,"body":"and are like past retirement."},{"speaker":"REID HOLZWORTH","startTime":2664.64,"endTime":2666.65,"body":"The founders, if you will."},{"speaker":"REID HOLZWORTH","startTime":2666.65,"endTime":2669.24,"body":"But it's super cool."},{"speaker":"REID HOLZWORTH","startTime":2669.24,"endTime":2671.57,"body":"I mean, we're just"},{"speaker":"REID HOLZWORTH","startTime":2669.24,"endTime":2671.57,"body":"very blessed to be"},{"speaker":"REID HOLZWORTH","startTime":2671.57,"endTime":2674.63,"body":"able to get to know all"},{"speaker":"REID HOLZWORTH","startTime":2671.57,"endTime":2674.63,"body":"of these great people"},{"speaker":"REID HOLZWORTH","startTime":2674.63,"endTime":2677.92,"body":"in our industry that are"},{"speaker":"REID HOLZWORTH","startTime":2674.63,"endTime":2677.92,"body":"just pushing it forward."}]}