{"version":"1.0.0","segments":[{"speaker":"SPEAKER 1","startTime":0.0,"endTime":3.83,"body":"We want to be helping"},{"speaker":"SPEAKER 1","startTime":0.0,"endTime":3.83,"body":"carriers ultimately improve"},{"speaker":"SPEAKER 1","startTime":3.83,"endTime":6.32,"body":"their combined ratio"},{"speaker":"SPEAKER 1","startTime":3.83,"endTime":6.32,"body":"and either that's"},{"speaker":"SPEAKER 1","startTime":6.32,"endTime":9.98,"body":"through lowering expenses or"},{"speaker":"SPEAKER 1","startTime":6.32,"endTime":9.98,"body":"helping them grow premiums"},{"speaker":"SPEAKER 1","startTime":9.98,"endTime":14.24,"body":"or sometimes even doing a"},{"speaker":"SPEAKER 1","startTime":9.98,"endTime":14.24,"body":"better job writing business."},{"speaker":"Narrator","startTime":14.24,"endTime":16.61,"body":"This is the"},{"speaker":"Narrator","startTime":14.24,"endTime":16.61,"body":"Insurance Technology Podcast"},{"speaker":"Narrator","startTime":16.61,"endTime":18.14,"body":"where we bring"},{"speaker":"Narrator","startTime":16.61,"endTime":18.14,"body":"interesting people"},{"speaker":"Narrator","startTime":18.14,"endTime":19.88,"body":"from across the"},{"speaker":"Narrator","startTime":18.14,"endTime":19.88,"body":"insurance ecosystem"},{"speaker":"Narrator","startTime":19.88,"endTime":21.53,"body":"to discuss and"},{"speaker":"Narrator","startTime":19.88,"endTime":21.53,"body":"debate technology's"},{"speaker":"Narrator","startTime":21.53,"endTime":23.46,"body":"impact on the industry."},{"speaker":"Narrator","startTime":23.46,"endTime":26.27,"body":"Join us each episode for"},{"speaker":"Narrator","startTime":23.46,"endTime":26.27,"body":"insights and best practices"},{"speaker":"Narrator","startTime":26.27,"endTime":29.61,"body":"from industry stewards"},{"speaker":"Narrator","startTime":26.27,"endTime":29.61,"body":"and tomorrow's innovators."},{"speaker":"Narrator","startTime":29.61,"endTime":32.479,"body":"Now, here's your"},{"speaker":"Narrator","startTime":29.61,"endTime":32.479,"body":"host, Reid Holzworth."},{"speaker":"REID HOLZWORTH","startTime":34.53,"endTime":37.03,"body":"Welcome to the"},{"speaker":"REID HOLZWORTH","startTime":34.53,"endTime":37.03,"body":"Insurance Technology Podcast."},{"speaker":"REID HOLZWORTH","startTime":37.03,"endTime":38.8,"body":"I'm your host, Reid Holzworth."},{"speaker":"REID HOLZWORTH","startTime":38.8,"endTime":41.74,"body":"In this episode, we're"},{"speaker":"REID HOLZWORTH","startTime":38.8,"endTime":41.74,"body":"going to meet Luke Magnan."},{"speaker":"REID HOLZWORTH","startTime":41.74,"endTime":45.1,"body":"Luke is the co-founder"},{"speaker":"REID HOLZWORTH","startTime":41.74,"endTime":45.1,"body":"of Combined Ratio."},{"speaker":"REID HOLZWORTH","startTime":45.1,"endTime":48.61,"body":"I recently met Luke, and"},{"speaker":"REID HOLZWORTH","startTime":45.1,"endTime":48.61,"body":"actually, he was referred to me"},{"speaker":"REID HOLZWORTH","startTime":48.61,"endTime":50.8,"body":"by one of our previous guest."},{"speaker":"REID HOLZWORTH","startTime":50.8,"endTime":52.81,"body":"I got jumped on a"},{"speaker":"REID HOLZWORTH","startTime":50.8,"endTime":52.81,"body":"call, got to know Luke."},{"speaker":"REID HOLZWORTH","startTime":52.81,"endTime":55.36,"body":"An, man. he's a"},{"speaker":"REID HOLZWORTH","startTime":52.81,"endTime":55.36,"body":"really smart dude,"},{"speaker":"REID HOLZWORTH","startTime":55.36,"endTime":59.32,"body":"knows this industry very,"},{"speaker":"REID HOLZWORTH","startTime":55.36,"endTime":59.32,"body":"very well and, once again,"},{"speaker":"REID HOLZWORTH","startTime":59.32,"endTime":61.21,"body":"seems like a pretty good guy."},{"speaker":"REID HOLZWORTH","startTime":61.21,"endTime":62.59,"body":"So he's on."},{"speaker":"REID HOLZWORTH","startTime":62.59,"endTime":65.59,"body":"In this episode, we're going to"},{"speaker":"REID HOLZWORTH","startTime":62.59,"endTime":65.59,"body":"get to really learn about Luke"},{"speaker":"REID HOLZWORTH","startTime":65.59,"endTime":68.59,"body":"himself, childhood"},{"speaker":"REID HOLZWORTH","startTime":65.59,"endTime":68.59,"body":"and where he came from"},{"speaker":"REID HOLZWORTH","startTime":68.59,"endTime":72.84,"body":"and how we started"},{"speaker":"REID HOLZWORTH","startTime":68.59,"endTime":72.84,"body":"Combined Ratio."},{"speaker":"REID HOLZWORTH","startTime":72.84,"endTime":75.19,"body":"Stay tuned."},{"speaker":"REID HOLZWORTH","startTime":75.19,"endTime":77.44,"body":"Really excited to"},{"speaker":"REID HOLZWORTH","startTime":75.19,"endTime":77.44,"body":"have Luke on the show."},{"speaker":"REID HOLZWORTH","startTime":77.44,"endTime":79.81,"body":"I met Luke recently."},{"speaker":"REID HOLZWORTH","startTime":79.81,"endTime":82.33,"body":"Your referral from"},{"speaker":"REID HOLZWORTH","startTime":79.81,"endTime":82.33,"body":"a previous guest,"},{"speaker":"REID HOLZWORTH","startTime":82.33,"endTime":86.83,"body":"and spent a little bit of time"},{"speaker":"REID HOLZWORTH","startTime":82.33,"endTime":86.83,"body":"with Luke and, yeah, really"},{"speaker":"REID HOLZWORTH","startTime":86.83,"endTime":88.1,"body":"enjoyed our conversation."},{"speaker":"REID HOLZWORTH","startTime":88.1,"endTime":91.09,"body":"So I'm really excited about"},{"speaker":"REID HOLZWORTH","startTime":88.1,"endTime":91.09,"body":"getting into it today, Luke."},{"speaker":"REID HOLZWORTH","startTime":91.09,"endTime":93.09,"body":"So thanks for joining."},{"speaker":"REID HOLZWORTH","startTime":93.09,"endTime":93.59,"body":"Welcome."},{"speaker":"LUKE MAGNAN","startTime":93.59,"endTime":94.78,"body":"Yeah."},{"speaker":"REID HOLZWORTH","startTime":94.78,"endTime":95.863,"body":"All right."},{"speaker":"REID HOLZWORTH","startTime":95.863,"endTime":98.56,"body":"Before we get into all of"},{"speaker":"REID HOLZWORTH","startTime":95.863,"endTime":98.56,"body":"your insurance and insurance"},{"speaker":"REID HOLZWORTH","startTime":98.56,"endTime":102.49,"body":"technology knowledge, especially"},{"speaker":"REID HOLZWORTH","startTime":98.56,"endTime":102.49,"body":"as the chief insurance officer,"},{"speaker":"REID HOLZWORTH","startTime":102.49,"endTime":104.38,"body":"let's learn a little"},{"speaker":"REID HOLZWORTH","startTime":102.49,"endTime":104.38,"body":"bit about you."},{"speaker":"REID HOLZWORTH","startTime":104.38,"endTime":106.15,"body":"Let's learn a little"},{"speaker":"REID HOLZWORTH","startTime":104.38,"endTime":106.15,"body":"bit about Luke."},{"speaker":"REID HOLZWORTH","startTime":106.15,"endTime":107.89,"body":"We like to start off--"},{"speaker":"REID HOLZWORTH","startTime":107.89,"endTime":111.28,"body":"The listeners love to"},{"speaker":"REID HOLZWORTH","startTime":107.89,"endTime":111.28,"body":"really understand the person"},{"speaker":"REID HOLZWORTH","startTime":111.28,"endTime":112.84,"body":"and get to know your background."},{"speaker":"REID HOLZWORTH","startTime":112.84,"endTime":115.91,"body":"So Luke, why don't you just tell"},{"speaker":"REID HOLZWORTH","startTime":112.84,"endTime":115.91,"body":"us a little bit about yourself."},{"speaker":"REID HOLZWORTH","startTime":115.91,"endTime":118.72,"body":"Give us a little bit about"},{"speaker":"REID HOLZWORTH","startTime":115.91,"endTime":118.72,"body":"your kind of early childhood"},{"speaker":"REID HOLZWORTH","startTime":118.72,"endTime":119.6,"body":"background."},{"speaker":"REID HOLZWORTH","startTime":119.6,"endTime":120.56,"body":"Where did you grow up?"},{"speaker":"REID HOLZWORTH","startTime":120.56,"endTime":123.85,"body":"What was family like,"},{"speaker":"REID HOLZWORTH","startTime":120.56,"endTime":123.85,"body":"wife, and favorite hobbies,"},{"speaker":"REID HOLZWORTH","startTime":123.85,"endTime":125.29,"body":"sports as a kid?"},{"speaker":"REID HOLZWORTH","startTime":125.29,"endTime":126.8,"body":"So tell us a little"},{"speaker":"REID HOLZWORTH","startTime":125.29,"endTime":126.8,"body":"about yourself."},{"speaker":"LUKE MAGNAN","startTime":126.8,"endTime":127.3,"body":"Sure."},{"speaker":"LUKE MAGNAN","startTime":127.3,"endTime":127.87,"body":"Yeah, no."},{"speaker":"LUKE MAGNAN","startTime":127.87,"endTime":131.62,"body":"So I grew up in"},{"speaker":"LUKE MAGNAN","startTime":127.87,"endTime":131.62,"body":"Connecticut, not too far"},{"speaker":"LUKE MAGNAN","startTime":131.62,"endTime":134.5,"body":"from where I live"},{"speaker":"LUKE MAGNAN","startTime":131.62,"endTime":134.5,"body":"now as an adult,"},{"speaker":"LUKE MAGNAN","startTime":134.5,"endTime":140.69,"body":"your very typical"},{"speaker":"LUKE MAGNAN","startTime":134.5,"endTime":140.69,"body":"'80s, '90s middle-class"},{"speaker":"LUKE MAGNAN","startTime":140.69,"endTime":147.17,"body":"family in upbringing, live"},{"speaker":"LUKE MAGNAN","startTime":140.69,"endTime":147.17,"body":"with my folks and my sister."},{"speaker":"LUKE MAGNAN","startTime":147.17,"endTime":150.56,"body":"I played sports but certainly"},{"speaker":"LUKE MAGNAN","startTime":147.17,"endTime":150.56,"body":"never excelled in them"},{"speaker":"LUKE MAGNAN","startTime":150.56,"endTime":153.41,"body":"and nor was it ever my interest."},{"speaker":"LUKE MAGNAN","startTime":153.41,"endTime":155.84,"body":"I was into video games."},{"speaker":"LUKE MAGNAN","startTime":155.84,"endTime":157.16,"body":"I had a great group of friends."},{"speaker":"LUKE MAGNAN","startTime":159.77,"endTime":162.3,"body":"I was like a theater kid,"},{"speaker":"LUKE MAGNAN","startTime":159.77,"endTime":162.3,"body":"sort of starting that young"},{"speaker":"LUKE MAGNAN","startTime":162.3,"endTime":163.97,"body":"and getting a little bit older."},{"speaker":"LUKE MAGNAN","startTime":163.97,"endTime":167.54,"body":"And I guess maybe relevant"},{"speaker":"LUKE MAGNAN","startTime":163.97,"endTime":167.54,"body":"for this is I always"},{"speaker":"LUKE MAGNAN","startTime":167.54,"endTime":170.18,"body":"had an interest in computers."},{"speaker":"LUKE MAGNAN","startTime":170.18,"endTime":174.35,"body":"My parents, they wouldn't"},{"speaker":"LUKE MAGNAN","startTime":170.18,"endTime":174.35,"body":"buy me a video game console,"},{"speaker":"LUKE MAGNAN","startTime":174.35,"endTime":176.87,"body":"a Super Nintendo like"},{"speaker":"LUKE MAGNAN","startTime":174.35,"endTime":176.87,"body":"everyone else had."},{"speaker":"LUKE MAGNAN","startTime":176.87,"endTime":179.12,"body":"they gave me this old computer."},{"speaker":"LUKE MAGNAN","startTime":179.12,"endTime":181.49,"body":"And in order to"},{"speaker":"LUKE MAGNAN","startTime":179.12,"endTime":181.49,"body":"play games on it,"},{"speaker":"LUKE MAGNAN","startTime":181.49,"endTime":183.69,"body":"I had to learn a"},{"speaker":"LUKE MAGNAN","startTime":181.49,"endTime":183.69,"body":"whole lot of things."},{"speaker":"LUKE MAGNAN","startTime":183.69,"endTime":185.78,"body":"And I think that really"},{"speaker":"LUKE MAGNAN","startTime":183.69,"endTime":185.78,"body":"started me on the path"},{"speaker":"LUKE MAGNAN","startTime":185.78,"endTime":187.832,"body":"that I'm still on."},{"speaker":"REID HOLZWORTH","startTime":187.832,"endTime":189.29,"body":"That's pretty cool."},{"speaker":"REID HOLZWORTH","startTime":189.29,"endTime":190.28,"body":"Do you still play video games?"},{"speaker":"REID HOLZWORTH","startTime":190.28,"endTime":191.45,"body":"We'll get into this"},{"speaker":"REID HOLZWORTH","startTime":190.28,"endTime":191.45,"body":"a little bit later."},{"speaker":"REID HOLZWORTH","startTime":191.45,"endTime":193.16,"body":"Do you play any video"},{"speaker":"REID HOLZWORTH","startTime":191.45,"endTime":193.16,"body":"games now, Luke?"},{"speaker":"LUKE MAGNAN","startTime":193.16,"endTime":193.91,"body":"Yeah."},{"speaker":"LUKE MAGNAN","startTime":193.91,"endTime":195.56,"body":"No, I'm a video game guy."},{"speaker":"LUKE MAGNAN","startTime":195.56,"endTime":196.73,"body":"Yep, absolutely."},{"speaker":"LUKE MAGNAN","startTime":196.73,"endTime":198.26,"body":"And I've got two--"},{"speaker":"LUKE MAGNAN","startTime":198.26,"endTime":199.227,"body":"Oh go ahead."},{"speaker":"REID HOLZWORTH","startTime":199.227,"endTime":200.81,"body":"What"},{"speaker":"REID HOLZWORTH","startTime":199.227,"endTime":200.81,"body":"are you into now?"},{"speaker":"REID HOLZWORTH","startTime":200.81,"endTime":202.01,"body":"what are you into now?"},{"speaker":"LUKE MAGNAN","startTime":202.01,"endTime":202.49,"body":"Oh, yeah."},{"speaker":"REID HOLZWORTH","startTime":202.49,"endTime":203.6,"body":"I'm jumping ahead."},{"speaker":"LUKE MAGNAN","startTime":203.6,"endTime":204.85,"body":"Yeah, real quick."},{"speaker":"LUKE MAGNAN","startTime":204.85,"endTime":208.28,"body":"So I'm into this"},{"speaker":"LUKE MAGNAN","startTime":204.85,"endTime":208.28,"body":"Baldur's Gate 3."},{"speaker":"LUKE MAGNAN","startTime":208.28,"endTime":210.41,"body":"I'm a Dungeons and"},{"speaker":"LUKE MAGNAN","startTime":208.28,"endTime":210.41,"body":"Dragons nerd too,"},{"speaker":"LUKE MAGNAN","startTime":210.41,"endTime":212.78,"body":"so that game of the"},{"speaker":"LUKE MAGNAN","startTime":210.41,"endTime":212.78,"body":"year, best game I've"},{"speaker":"LUKE MAGNAN","startTime":212.78,"endTime":214.52,"body":"played in a long time."},{"speaker":"LUKE MAGNAN","startTime":214.52,"endTime":217.4,"body":"There's also a game"},{"speaker":"LUKE MAGNAN","startTime":214.52,"endTime":217.4,"body":"Rimworld that I love."},{"speaker":"LUKE MAGNAN","startTime":217.4,"endTime":219.08,"body":"I've got hundreds of hours in."},{"speaker":"LUKE MAGNAN","startTime":219.08,"endTime":222.65,"body":"And then the Civilization"},{"speaker":"LUKE MAGNAN","startTime":219.08,"endTime":222.65,"body":"series from the first one"},{"speaker":"LUKE MAGNAN","startTime":222.65,"endTime":224.63,"body":"through the sixth"},{"speaker":"LUKE MAGNAN","startTime":222.65,"endTime":224.63,"body":"one now, hundreds"},{"speaker":"LUKE MAGNAN","startTime":224.63,"endTime":228.86,"body":"and hundreds and hundreds of"},{"speaker":"LUKE MAGNAN","startTime":224.63,"endTime":228.86,"body":"hours, creating ill-thought out"},{"speaker":"LUKE MAGNAN","startTime":228.86,"endTime":232.575,"body":"and ultimately destined"},{"speaker":"LUKE MAGNAN","startTime":228.86,"endTime":232.575,"body":"to fail civilizations."},{"speaker":"REID HOLZWORTH","startTime":232.575,"endTime":234.95,"body":"I thought I"},{"speaker":"REID HOLZWORTH","startTime":232.575,"endTime":234.95,"body":"knew a lot about video games,"},{"speaker":"REID HOLZWORTH","startTime":234.95,"endTime":237.767,"body":"but I have no idea"},{"speaker":"REID HOLZWORTH","startTime":234.95,"endTime":237.767,"body":"about any of those."},{"speaker":"LUKE MAGNAN","startTime":237.767,"endTime":238.6,"body":"I know."},{"speaker":"LUKE MAGNAN","startTime":238.6,"endTime":241.37,"body":"You know what's funny, I try"},{"speaker":"LUKE MAGNAN","startTime":238.6,"endTime":241.37,"body":"to keep the nerdiest parts"},{"speaker":"LUKE MAGNAN","startTime":241.37,"endTime":243.21,"body":"of my interests like to myself."},{"speaker":"LUKE MAGNAN","startTime":243.21,"endTime":244.97,"body":"But now, as I'm"},{"speaker":"LUKE MAGNAN","startTime":243.21,"endTime":244.97,"body":"like in my 40s, I'm"},{"speaker":"LUKE MAGNAN","startTime":244.97,"endTime":246.71,"body":"like, oh, who am I"},{"speaker":"LUKE MAGNAN","startTime":244.97,"endTime":246.71,"body":"trying to impress?"},{"speaker":"LUKE MAGNAN","startTime":246.71,"endTime":248.48,"body":"I'm just out there."},{"speaker":"REID HOLZWORTH","startTime":248.48,"endTime":249.98,"body":"That's awesome, man."},{"speaker":"REID HOLZWORTH","startTime":249.98,"endTime":250.25,"body":"All right."},{"speaker":"REID HOLZWORTH","startTime":250.25,"endTime":252.042,"body":"So what did you want"},{"speaker":"REID HOLZWORTH","startTime":250.25,"endTime":252.042,"body":"to be when you grew up"},{"speaker":"REID HOLZWORTH","startTime":252.042,"endTime":252.92,"body":"when you were a kid?"},{"speaker":"LUKE MAGNAN","startTime":252.92,"endTime":253.67,"body":"Yeah."},{"speaker":"LUKE MAGNAN","startTime":253.67,"endTime":257.99,"body":"I mean I wanted to be an actor"},{"speaker":"LUKE MAGNAN","startTime":253.67,"endTime":257.99,"body":"I think up until I was well"},{"speaker":"LUKE MAGNAN","startTime":257.99,"endTime":260.959,"body":"like I'd say up until"},{"speaker":"LUKE MAGNAN","startTime":257.99,"endTime":260.959,"body":"like solidly middle school"},{"speaker":"LUKE MAGNAN","startTime":260.959,"endTime":263.12,"body":"like that's what I always"},{"speaker":"LUKE MAGNAN","startTime":260.959,"endTime":263.12,"body":"did it was my hobby"},{"speaker":"LUKE MAGNAN","startTime":263.12,"endTime":264.62,"body":"I thought I was all right at it."},{"speaker":"LUKE MAGNAN","startTime":264.62,"endTime":267.788,"body":"That was sort of my early plan."},{"speaker":"REID HOLZWORTH","startTime":267.788,"endTime":268.58,"body":"OK."},{"speaker":"REID HOLZWORTH","startTime":268.58,"endTime":269.27,"body":"All right."},{"speaker":"REID HOLZWORTH","startTime":269.27,"endTime":270.693,"body":"So tell us about"},{"speaker":"REID HOLZWORTH","startTime":269.27,"endTime":270.693,"body":"high school, man."},{"speaker":"REID HOLZWORTH","startTime":270.693,"endTime":271.86,"body":"Who were you in high school?"},{"speaker":"REID HOLZWORTH","startTime":271.86,"endTime":275.3,"body":"What was your favorite"},{"speaker":"REID HOLZWORTH","startTime":271.86,"endTime":275.3,"body":"band, first car, you know?"},{"speaker":"REID HOLZWORTH","startTime":275.3,"endTime":276.02,"body":"What did you do?"},{"speaker":"REID HOLZWORTH","startTime":276.02,"endTime":278.48,"body":"Tell us about Luke"},{"speaker":"REID HOLZWORTH","startTime":276.02,"endTime":278.48,"body":"as a high school kid."},{"speaker":"REID HOLZWORTH","startTime":278.48,"endTime":280.2,"body":"I think we got a"},{"speaker":"REID HOLZWORTH","startTime":278.48,"endTime":280.2,"body":"glimpse of it already."},{"speaker":"REID HOLZWORTH","startTime":280.2,"endTime":280.52,"body":"But go ahead."},{"speaker":"LUKE MAGNAN","startTime":280.52,"endTime":280.64,"body":"Yeah."},{"speaker":"LUKE MAGNAN","startTime":280.64,"endTime":281.89,"body":"No, I'll give you more though."},{"speaker":"LUKE MAGNAN","startTime":281.89,"endTime":285.8,"body":"So like high school, you know,"},{"speaker":"LUKE MAGNAN","startTime":281.89,"endTime":285.8,"body":"again-- so I'm in high school"},{"speaker":"LUKE MAGNAN","startTime":285.8,"endTime":293.36,"body":"from, what? '94 to '98, so I was"},{"speaker":"LUKE MAGNAN","startTime":285.8,"endTime":293.36,"body":"very into that grunge '90s rock"},{"speaker":"LUKE MAGNAN","startTime":293.36,"endTime":294.35,"body":"scene."},{"speaker":"LUKE MAGNAN","startTime":294.35,"endTime":297.62,"body":"If anyone listens to SiriusXM,"},{"speaker":"LUKE MAGNAN","startTime":294.35,"endTime":297.62,"body":"like that lithium radio"},{"speaker":"LUKE MAGNAN","startTime":297.62,"endTime":301.31,"body":"station, that was 100% my"},{"speaker":"LUKE MAGNAN","startTime":297.62,"endTime":301.31,"body":"scene then and very much still"},{"speaker":"LUKE MAGNAN","startTime":301.31,"endTime":302.81,"body":"to this day."},{"speaker":"LUKE MAGNAN","startTime":302.81,"endTime":305.48,"body":"I was a drama club kid."},{"speaker":"LUKE MAGNAN","startTime":305.48,"endTime":308.64,"body":"And I had just a great"},{"speaker":"LUKE MAGNAN","startTime":305.48,"endTime":308.64,"body":"group of buddies."},{"speaker":"LUKE MAGNAN","startTime":308.64,"endTime":309.69,"body":"there were eight of us."},{"speaker":"LUKE MAGNAN","startTime":309.69,"endTime":313.33,"body":"We still hang out all"},{"speaker":"LUKE MAGNAN","startTime":309.69,"endTime":313.33,"body":"the time to this day."},{"speaker":"LUKE MAGNAN","startTime":313.33,"endTime":314.49,"body":"But yeah, that was it."},{"speaker":"LUKE MAGNAN","startTime":314.49,"endTime":318.27,"body":"In high school, I was also"},{"speaker":"LUKE MAGNAN","startTime":314.49,"endTime":318.27,"body":"one of those kids who--"},{"speaker":"LUKE MAGNAN","startTime":318.27,"endTime":323.4,"body":"so I guess related to the car,"},{"speaker":"LUKE MAGNAN","startTime":318.27,"endTime":323.4,"body":"so I had a car, a '96 Mercury--"},{"speaker":"LUKE MAGNAN","startTime":323.4,"endTime":326.16,"body":"I'm sorry, '86 Mercury Sable."},{"speaker":"LUKE MAGNAN","startTime":326.16,"endTime":328.59,"body":"But in order to have"},{"speaker":"LUKE MAGNAN","startTime":326.16,"endTime":328.59,"body":"it and drive it,"},{"speaker":"LUKE MAGNAN","startTime":328.59,"endTime":330.21,"body":"I had to get a part time job."},{"speaker":"LUKE MAGNAN","startTime":330.21,"endTime":332.76,"body":"And I was one of those kids"},{"speaker":"LUKE MAGNAN","startTime":330.21,"endTime":332.76,"body":"that got a part time job"},{"speaker":"LUKE MAGNAN","startTime":332.76,"endTime":336.3,"body":"and probably put too much"},{"speaker":"LUKE MAGNAN","startTime":332.76,"endTime":336.3,"body":"of myself into that job."},{"speaker":"LUKE MAGNAN","startTime":336.3,"endTime":336.843,"body":"I loved it."},{"speaker":"LUKE MAGNAN","startTime":336.843,"endTime":337.51,"body":"I loved working."},{"speaker":"LUKE MAGNAN","startTime":337.51,"endTime":340.65,"body":"I've always had a job every"},{"speaker":"LUKE MAGNAN","startTime":337.51,"endTime":340.65,"body":"minute of my life since."},{"speaker":"LUKE MAGNAN","startTime":340.65,"endTime":343.483,"body":"But yeah, I think that"},{"speaker":"LUKE MAGNAN","startTime":340.65,"endTime":343.483,"body":"was me in high school."},{"speaker":"REID HOLZWORTH","startTime":343.483,"endTime":345.15,"body":"What"},{"speaker":"REID HOLZWORTH","startTime":343.483,"endTime":345.15,"body":"was your first job?"},{"speaker":"REID HOLZWORTH","startTime":345.15,"endTime":345.9,"body":"What did you do?"},{"speaker":"LUKE MAGNAN","startTime":345.9,"endTime":346.65,"body":"Yeah."},{"speaker":"LUKE MAGNAN","startTime":346.65,"endTime":349.02,"body":"So I worked at a"},{"speaker":"LUKE MAGNAN","startTime":346.65,"endTime":349.02,"body":"department store, a company"},{"speaker":"LUKE MAGNAN","startTime":349.02,"endTime":350.97,"body":"that is now Macy's up here."},{"speaker":"LUKE MAGNAN","startTime":350.97,"endTime":355.032,"body":"And I sold men's suits"},{"speaker":"LUKE MAGNAN","startTime":350.97,"endTime":355.032,"body":"for a while and--"},{"speaker":"REID HOLZWORTH","startTime":355.032,"endTime":356.49,"body":"Oh, I could see it."},{"speaker":"REID HOLZWORTH","startTime":356.49,"endTime":357.51,"body":"I could totally see it."},{"speaker":"LUKE MAGNAN","startTime":357.51,"endTime":358.26,"body":"Yeah."},{"speaker":"LUKE MAGNAN","startTime":358.26,"endTime":359.88,"body":"You know, I gravitated"},{"speaker":"LUKE MAGNAN","startTime":358.26,"endTime":359.88,"body":"towards-- it's"},{"speaker":"LUKE MAGNAN","startTime":359.88,"endTime":361.35,"body":"a story for a"},{"speaker":"LUKE MAGNAN","startTime":359.88,"endTime":361.35,"body":"different time maybe,"},{"speaker":"LUKE MAGNAN","startTime":361.35,"endTime":365.82,"body":"but I always gravitated"},{"speaker":"LUKE MAGNAN","startTime":361.35,"endTime":365.82,"body":"towards commission retail jobs."},{"speaker":"LUKE MAGNAN","startTime":365.82,"endTime":369.78,"body":"And so between 16 and"},{"speaker":"LUKE MAGNAN","startTime":365.82,"endTime":369.78,"body":"20, that was a place"},{"speaker":"LUKE MAGNAN","startTime":369.78,"endTime":371.64,"body":"where, if you were"},{"speaker":"LUKE MAGNAN","startTime":369.78,"endTime":371.64,"body":"a little scrappy,"},{"speaker":"LUKE MAGNAN","startTime":371.64,"endTime":374.82,"body":"you could make just enough"},{"speaker":"LUKE MAGNAN","startTime":371.64,"endTime":374.82,"body":"more money than your friends"},{"speaker":"LUKE MAGNAN","startTime":374.82,"endTime":376.59,"body":"that you sort of felt"},{"speaker":"LUKE MAGNAN","startTime":374.82,"endTime":376.59,"body":"a little bit fancy."},{"speaker":"LUKE MAGNAN","startTime":376.59,"endTime":380.55,"body":"So I always did that."},{"speaker":"REID HOLZWORTH","startTime":380.55,"endTime":382.05,"body":"That's awesome, man."},{"speaker":"REID HOLZWORTH","startTime":382.05,"endTime":382.55,"body":"All right."},{"speaker":"REID HOLZWORTH","startTime":382.55,"endTime":383.74,"body":"So was that your first job?"},{"speaker":"REID HOLZWORTH","startTime":383.74,"endTime":385.08,"body":"That was your first job working"},{"speaker":"REID HOLZWORTH","startTime":383.74,"endTime":385.08,"body":"at the department store."},{"speaker":"LUKE MAGNAN","startTime":385.08,"endTime":387.892,"body":"First job, did that"},{"speaker":"LUKE MAGNAN","startTime":385.08,"endTime":387.892,"body":"all through high school, yep."},{"speaker":"REID HOLZWORTH","startTime":387.892,"endTime":389.35,"body":"Oh, that's awesome."},{"speaker":"REID HOLZWORTH","startTime":389.35,"endTime":390.13,"body":"That's great."},{"speaker":"REID HOLZWORTH","startTime":390.13,"endTime":391.69,"body":"So what about after?"},{"speaker":"REID HOLZWORTH","startTime":391.69,"endTime":392.53,"body":"What happened after?"},{"speaker":"REID HOLZWORTH","startTime":392.53,"endTime":395.05,"body":"So now, you're coming"},{"speaker":"REID HOLZWORTH","startTime":392.53,"endTime":395.05,"body":"in to becoming an adult."},{"speaker":"REID HOLZWORTH","startTime":395.05,"endTime":397.15,"body":"So you went off to"},{"speaker":"REID HOLZWORTH","startTime":395.05,"endTime":397.15,"body":"college, I assume."},{"speaker":"LUKE MAGNAN","startTime":397.15,"endTime":398.11,"body":"Yeah."},{"speaker":"REID HOLZWORTH","startTime":398.11,"endTime":400.52,"body":"And tell"},{"speaker":"REID HOLZWORTH","startTime":398.11,"endTime":400.52,"body":"us about that experience."},{"speaker":"LUKE MAGNAN","startTime":400.52,"endTime":401.27,"body":"Yeah."},{"speaker":"LUKE MAGNAN","startTime":401.27,"endTime":403.84,"body":"So I went to a small school"},{"speaker":"LUKE MAGNAN","startTime":401.27,"endTime":403.84,"body":"in Southern Pennsylvania"},{"speaker":"LUKE MAGNAN","startTime":403.84,"endTime":407.05,"body":"for my undergraduate, York"},{"speaker":"LUKE MAGNAN","startTime":403.84,"endTime":407.05,"body":"College of Pennsylvania."},{"speaker":"LUKE MAGNAN","startTime":407.05,"endTime":410.17,"body":"I started there as a"},{"speaker":"LUKE MAGNAN","startTime":407.05,"endTime":410.17,"body":"political science major."},{"speaker":"LUKE MAGNAN","startTime":410.17,"endTime":412.82,"body":"At this point, like"},{"speaker":"LUKE MAGNAN","startTime":410.17,"endTime":412.82,"body":"well into high school,"},{"speaker":"LUKE MAGNAN","startTime":412.82,"endTime":415.84,"body":"I realized that I"},{"speaker":"LUKE MAGNAN","startTime":412.82,"endTime":415.84,"body":"was not going to be"},{"speaker":"LUKE MAGNAN","startTime":415.84,"endTime":418.877,"body":"an actor who made any type of"},{"speaker":"LUKE MAGNAN","startTime":415.84,"endTime":418.877,"body":"money or could support myself--"},{"speaker":"REID HOLZWORTH","startTime":418.877,"endTime":419.71,"body":"Why?"},{"speaker":"LUKE MAGNAN","startTime":419.71,"endTime":422.42,"body":"But I wanted"},{"speaker":"LUKE MAGNAN","startTime":419.71,"endTime":422.42,"body":"to be a politician."},{"speaker":"LUKE MAGNAN","startTime":422.42,"endTime":425.758,"body":"I was thinking maybe law"},{"speaker":"LUKE MAGNAN","startTime":422.42,"endTime":425.758,"body":"school, so I went to this school"},{"speaker":"LUKE MAGNAN","startTime":425.758,"endTime":427.3,"body":"and started off as"},{"speaker":"LUKE MAGNAN","startTime":425.758,"endTime":427.3,"body":"political science."},{"speaker":"LUKE MAGNAN","startTime":427.3,"endTime":430.39,"body":"And then had this chance"},{"speaker":"LUKE MAGNAN","startTime":427.3,"endTime":430.39,"body":"run-in with a bus driver"},{"speaker":"LUKE MAGNAN","startTime":430.39,"endTime":433.72,"body":"in the middle of the night,"},{"speaker":"LUKE MAGNAN","startTime":430.39,"endTime":433.72,"body":"going to BWI Airport and just"},{"speaker":"LUKE MAGNAN","startTime":433.72,"endTime":434.72,"body":"me and him on this bus."},{"speaker":"LUKE MAGNAN","startTime":434.72,"endTime":436.72,"body":"And he's chatting with"},{"speaker":"LUKE MAGNAN","startTime":434.72,"endTime":436.72,"body":"me, and he's like, \"Well,"},{"speaker":"LUKE MAGNAN","startTime":436.72,"endTime":437.53,"body":"what are you studying?\""},{"speaker":"LUKE MAGNAN","startTime":437.53,"endTime":439.15,"body":"And I'm like, \"Oh,"},{"speaker":"LUKE MAGNAN","startTime":437.53,"endTime":439.15,"body":"political science.\""},{"speaker":"LUKE MAGNAN","startTime":439.15,"endTime":440.817,"body":"And he turned around"},{"speaker":"LUKE MAGNAN","startTime":439.15,"endTime":440.817,"body":"and he looked at me"},{"speaker":"LUKE MAGNAN","startTime":440.817,"endTime":444.76,"body":"and he said, \"Well, that's"},{"speaker":"LUKE MAGNAN","startTime":440.817,"endTime":444.76,"body":"what I studied in college too.\""},{"speaker":"LUKE MAGNAN","startTime":444.76,"endTime":448.8,"body":"And so, I was actually"},{"speaker":"LUKE MAGNAN","startTime":444.76,"endTime":448.8,"body":"on my way to fly home,"},{"speaker":"LUKE MAGNAN","startTime":448.8,"endTime":450.3,"body":"and it sort of"},{"speaker":"LUKE 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MAGNAN","startTime":464.67,"endTime":466.2,"body":"And yeah that's, what I did."},{"speaker":"LUKE MAGNAN","startTime":466.2,"endTime":469.65,"body":"I studied to be a"},{"speaker":"LUKE MAGNAN","startTime":466.2,"endTime":469.65,"body":"computer programmer,"},{"speaker":"LUKE MAGNAN","startTime":469.65,"endTime":473.67,"body":"did the standard college"},{"speaker":"LUKE MAGNAN","startTime":469.65,"endTime":473.67,"body":"things, graduated a year early"},{"speaker":"LUKE MAGNAN","startTime":473.67,"endTime":476.963,"body":"to chase a girlfriend who"},{"speaker":"LUKE MAGNAN","startTime":473.67,"endTime":476.963,"body":"was a year older than me."},{"speaker":"LUKE MAGNAN","startTime":476.963,"endTime":478.38,"body":"She was going to"},{"speaker":"LUKE MAGNAN","startTime":476.963,"endTime":478.38,"body":"a graduate school"},{"speaker":"LUKE MAGNAN","startTime":478.38,"endTime":480.97,"body":"back where I grew"},{"speaker":"LUKE MAGNAN","startTime":478.38,"endTime":480.97,"body":"up, went back home."},{"speaker":"LUKE MAGNAN","startTime":480.97,"endTime":485.22,"body":"But when I graduated school, the"},{"speaker":"LUKE MAGNAN","startTime":480.97,"endTime":485.22,"body":"dot-com bubble had just burst."},{"speaker":"LUKE MAGNAN","startTime":485.22,"endTime":488.64,"body":"And there were not a lot of"},{"speaker":"LUKE MAGNAN","startTime":485.22,"endTime":488.64,"body":"entry-level programming jobs"},{"speaker":"LUKE MAGNAN","startTime":488.64,"endTime":489.39,"body":"out there."},{"speaker":"LUKE MAGNAN","startTime":489.39,"endTime":494.7,"body":"So my mom clipped out like a"},{"speaker":"LUKE MAGNAN","startTime":489.39,"endTime":494.7,"body":"classified ad from a newspaper"},{"speaker":"LUKE MAGNAN","startTime":494.7,"endTime":497.31,"body":"and mailed it to me"},{"speaker":"LUKE MAGNAN","startTime":494.7,"endTime":497.31,"body":"for a programming"},{"speaker":"LUKE MAGNAN","startTime":497.31,"endTime":501.67,"body":"job at an insurance company"},{"speaker":"LUKE MAGNAN","startTime":497.31,"endTime":501.67,"body":"in Hartford, Connecticut."},{"speaker":"LUKE MAGNAN","startTime":501.67,"endTime":504.49,"body":"And I applied, and I got it."},{"speaker":"LUKE MAGNAN","startTime":504.49,"endTime":506.31,"body":"And the rest was history."},{"speaker":"REID HOLZWORTH","startTime":506.31,"endTime":509.06,"body":"So first"},{"speaker":"REID HOLZWORTH","startTime":506.31,"endTime":509.06,"body":"real job was a carrier."},{"speaker":"LUKE MAGNAN","startTime":509.06,"endTime":510.62,"body":"Yep, at a carrier."},{"speaker":"LUKE MAGNAN","startTime":510.62,"endTime":513.2,"body":"And so, again, so I'm like"},{"speaker":"LUKE MAGNAN","startTime":510.62,"endTime":513.2,"body":"this computer science kid,"},{"speaker":"LUKE MAGNAN","startTime":513.2,"endTime":515.299,"body":"and I think I'm pretty"},{"speaker":"LUKE MAGNAN","startTime":513.2,"endTime":515.299,"body":"good at programming."},{"speaker":"LUKE MAGNAN","startTime":515.299,"endTime":516.89,"body":"I wanted to do something cool."},{"speaker":"LUKE MAGNAN","startTime":516.89,"endTime":520.19,"body":"And so I get this"},{"speaker":"LUKE MAGNAN","startTime":516.89,"endTime":520.19,"body":"job, and they tell"},{"speaker":"LUKE MAGNAN","startTime":520.19,"endTime":522.74,"body":"me like we're going"},{"speaker":"LUKE MAGNAN","startTime":520.19,"endTime":522.74,"body":"to train you up"},{"speaker":"LUKE MAGNAN","startTime":522.74,"endTime":524.99,"body":"to be a mainframe programmer."},{"speaker":"LUKE MAGNAN","startTime":524.99,"endTime":529.55,"body":"So my first job was"},{"speaker":"LUKE MAGNAN","startTime":524.99,"endTime":529.55,"body":"maintaining a system"},{"speaker":"LUKE MAGNAN","startTime":529.55,"endTime":532.61,"body":"that was first implemented"},{"speaker":"LUKE MAGNAN","startTime":529.55,"endTime":532.61,"body":"at this carrier"},{"speaker":"LUKE MAGNAN","startTime":532.61,"endTime":535.19,"body":"two years before I was born."},{"speaker":"LUKE MAGNAN","startTime":535.19,"endTime":539.36,"body":"And we're talking like green"},{"speaker":"LUKE MAGNAN","startTime":535.19,"endTime":539.36,"body":"screens, like the matrix,"},{"speaker":"LUKE MAGNAN","startTime":539.36,"endTime":541.58,"body":"and it was not glamorous."},{"speaker":"LUKE MAGNAN","startTime":541.58,"endTime":545.18,"body":"And I fought against it"},{"speaker":"LUKE MAGNAN","startTime":541.58,"endTime":545.18,"body":"for a couple of years."},{"speaker":"LUKE MAGNAN","startTime":545.18,"endTime":548.54,"body":"But the interesting"},{"speaker":"LUKE MAGNAN","startTime":545.18,"endTime":548.54,"body":"thing there was the way"},{"speaker":"LUKE MAGNAN","startTime":548.54,"endTime":550.73,"body":"that-- this was an"},{"speaker":"LUKE MAGNAN","startTime":548.54,"endTime":550.73,"body":"IT department that"},{"speaker":"LUKE MAGNAN","startTime":550.73,"endTime":554.15,"body":"had evolved from when IT first"},{"speaker":"LUKE MAGNAN","startTime":550.73,"endTime":554.15,"body":"came into financial services"},{"speaker":"LUKE MAGNAN","startTime":554.15,"endTime":555.2,"body":"organizations."},{"speaker":"LUKE MAGNAN","startTime":555.2,"endTime":559.4,"body":"And all the business"},{"speaker":"LUKE MAGNAN","startTime":555.2,"endTime":559.4,"body":"analysts were all ex people"},{"speaker":"LUKE MAGNAN","startTime":559.4,"endTime":560.15,"body":"from the business."},{"speaker":"LUKE MAGNAN","startTime":560.15,"endTime":563.79,"body":"They were CSRs, at the"},{"speaker":"LUKE MAGNAN","startTime":560.15,"endTime":563.79,"body":"time what we called UAs."},{"speaker":"LUKE MAGNAN","startTime":563.79,"endTime":566.88,"body":"And they were customer"},{"speaker":"LUKE MAGNAN","startTime":563.79,"endTime":566.88,"body":"service people and stuff."},{"speaker":"LUKE MAGNAN","startTime":566.88,"endTime":569.31,"body":"And I'm working in this"},{"speaker":"LUKE MAGNAN","startTime":566.88,"endTime":569.31,"body":"group of maybe 100 people"},{"speaker":"LUKE MAGNAN","startTime":569.31,"endTime":571.95,"body":"on this dinosaur of"},{"speaker":"LUKE MAGNAN","startTime":569.31,"endTime":571.95,"body":"a system, but there"},{"speaker":"LUKE MAGNAN","startTime":571.95,"endTime":573.66,"body":"aren't a lot of young people."},{"speaker":"LUKE MAGNAN","startTime":573.66,"endTime":575.16,"body":"And the older people"},{"speaker":"LUKE MAGNAN","startTime":573.66,"endTime":575.16,"body":"that were there"},{"speaker":"LUKE MAGNAN","startTime":575.16,"endTime":577.26,"body":"that had all this"},{"speaker":"LUKE MAGNAN","startTime":575.16,"endTime":577.26,"body":"industry knowledge,"},{"speaker":"LUKE MAGNAN","startTime":577.26,"endTime":579.51,"body":"they really took"},{"speaker":"LUKE MAGNAN","startTime":577.26,"endTime":579.51,"body":"it upon themselves"},{"speaker":"LUKE MAGNAN","startTime":579.51,"endTime":582.19,"body":"to give me an education"},{"speaker":"LUKE MAGNAN","startTime":579.51,"endTime":582.19,"body":"on what was happening."},{"speaker":"LUKE MAGNAN","startTime":582.19,"endTime":583.8,"body":"So after a couple"},{"speaker":"LUKE MAGNAN","startTime":582.19,"endTime":583.8,"body":"of years, you know,"},{"speaker":"LUKE MAGNAN","startTime":583.8,"endTime":585.84,"body":"I'm like the only"},{"speaker":"LUKE MAGNAN","startTime":583.8,"endTime":585.84,"body":"young person there."},{"speaker":"LUKE MAGNAN","startTime":585.84,"endTime":587.28,"body":"Everyone's retiring."},{"speaker":"LUKE MAGNAN","startTime":587.28,"endTime":588.84,"body":"Everyone's rooting for me."},{"speaker":"LUKE MAGNAN","startTime":588.84,"endTime":590.7,"body":"And I really made a decision."},{"speaker":"LUKE MAGNAN","startTime":590.7,"endTime":592.223,"body":"I was looking to"},{"speaker":"LUKE MAGNAN","startTime":590.7,"endTime":592.223,"body":"leave the industry."},{"speaker":"LUKE MAGNAN","startTime":592.223,"endTime":594.39,"body":"I wanted to go do something"},{"speaker":"LUKE MAGNAN","startTime":592.223,"endTime":594.39,"body":"more technical and cool."},{"speaker":"LUKE MAGNAN","startTime":594.39,"endTime":595.95,"body":"And I said, you know what?"},{"speaker":"LUKE MAGNAN","startTime":595.95,"endTime":598.51,"body":"I'm going to lean in on this"},{"speaker":"LUKE MAGNAN","startTime":595.95,"endTime":598.51,"body":"insurance thing for a bit."},{"speaker":"LUKE MAGNAN","startTime":598.51,"endTime":600.96,"body":"So I didn't get a"},{"speaker":"LUKE MAGNAN","startTime":598.51,"endTime":600.96,"body":"chance to do, I guess,"},{"speaker":"LUKE MAGNAN","startTime":600.96,"endTime":604.2,"body":"mildly modern programming"},{"speaker":"LUKE MAGNAN","startTime":600.96,"endTime":604.2,"body":"for a couple of years there."},{"speaker":"LUKE MAGNAN","startTime":604.2,"endTime":606.51,"body":"But then jumped over to"},{"speaker":"LUKE MAGNAN","startTime":604.2,"endTime":606.51,"body":"solution architecture,"},{"speaker":"LUKE MAGNAN","startTime":606.51,"endTime":610.98,"body":"where my ability maybe to"},{"speaker":"LUKE MAGNAN","startTime":606.51,"endTime":610.98,"body":"communicate started to become"},{"speaker":"LUKE MAGNAN","startTime":610.98,"endTime":612.66,"body":"more of an asset for me."},{"speaker":"LUKE MAGNAN","startTime":612.66,"endTime":616.68,"body":"And yeah, I went and did sort"},{"speaker":"LUKE MAGNAN","startTime":612.66,"endTime":616.68,"body":"of architecture and enterprise"},{"speaker":"LUKE MAGNAN","startTime":616.68,"endTime":619.41,"body":"architecture, big giant"},{"speaker":"LUKE MAGNAN","startTime":616.68,"endTime":619.41,"body":"project stuff at the Hartford"},{"speaker":"LUKE MAGNAN","startTime":619.41,"endTime":623.03,"body":"and stayed there for just"},{"speaker":"LUKE MAGNAN","startTime":619.41,"endTime":623.03,"body":"about 10 years, I guess."},{"speaker":"REID HOLZWORTH","startTime":623.03,"endTime":624.03,"body":"Oh, wow."},{"speaker":"REID HOLZWORTH","startTime":624.03,"endTime":624.75,"body":"No kidding."},{"speaker":"REID HOLZWORTH","startTime":624.75,"endTime":625.35,"body":"No kidding."},{"speaker":"REID HOLZWORTH","startTime":625.35,"endTime":626.267,"body":"So then what happened?"},{"speaker":"REID HOLZWORTH","startTime":626.267,"endTime":627.9,"body":"After, the Hartford,"},{"speaker":"REID HOLZWORTH","startTime":626.267,"endTime":627.9,"body":"where'd you go?"},{"speaker":"LUKE MAGNAN","startTime":627.9,"endTime":628.65,"body":"Yeah."},{"speaker":"LUKE MAGNAN","startTime":628.65,"endTime":634.47,"body":"So now, I'll probably do"},{"speaker":"LUKE MAGNAN","startTime":628.65,"endTime":634.47,"body":"my best not to name names."},{"speaker":"LUKE MAGNAN","startTime":634.47,"endTime":639.18,"body":"So at this time-- so you figure"},{"speaker":"LUKE MAGNAN","startTime":634.47,"endTime":639.18,"body":"this is let's say between 2006"},{"speaker":"LUKE MAGNAN","startTime":639.18,"endTime":640.56,"body":"and 2010--"},{"speaker":"LUKE MAGNAN","startTime":640.56,"endTime":647.73,"body":"the consultants were coming in"},{"speaker":"LUKE MAGNAN","startTime":640.56,"endTime":647.73,"body":"to being insurance technology"},{"speaker":"LUKE MAGNAN","startTime":647.73,"endTime":648.57,"body":"organizations."},{"speaker":"LUKE MAGNAN","startTime":648.57,"endTime":653.13,"body":"And they were coming in to"},{"speaker":"LUKE MAGNAN","startTime":648.57,"endTime":653.13,"body":"land fire everybody that"},{"speaker":"LUKE MAGNAN","startTime":653.13,"endTime":655.29,"body":"had taught me everything"},{"speaker":"LUKE MAGNAN","startTime":653.13,"endTime":655.29,"body":"I know and make"},{"speaker":"LUKE MAGNAN","startTime":655.29,"endTime":657.3,"body":"everything just big and fancy."},{"speaker":"LUKE MAGNAN","startTime":657.3,"endTime":659.28,"body":"And we're doing this"},{"speaker":"LUKE MAGNAN","startTime":657.3,"endTime":659.28,"body":"big implementation"},{"speaker":"LUKE MAGNAN","startTime":659.28,"endTime":662.04,"body":"for a piece of software"},{"speaker":"LUKE MAGNAN","startTime":659.28,"endTime":662.04,"body":"that I helped bring in."},{"speaker":"LUKE MAGNAN","startTime":662.04,"endTime":666.72,"body":"And it was just so obvious"},{"speaker":"LUKE MAGNAN","startTime":662.04,"endTime":666.72,"body":"to me that, at the time,"},{"speaker":"LUKE MAGNAN","startTime":666.72,"endTime":670.08,"body":"my career path wasn't going"},{"speaker":"LUKE MAGNAN","startTime":666.72,"endTime":670.08,"body":"to just stay in one place"},{"speaker":"LUKE MAGNAN","startTime":670.08,"endTime":670.8,"body":"and move up."},{"speaker":"LUKE MAGNAN","startTime":670.8,"endTime":673.02,"body":"They wanted people with"},{"speaker":"LUKE MAGNAN","startTime":670.8,"endTime":673.02,"body":"consultancy backgrounds"},{"speaker":"LUKE MAGNAN","startTime":673.02,"endTime":674.92,"body":"to get to where I wanted to go."},{"speaker":"LUKE MAGNAN","startTime":674.92,"endTime":677.91,"body":"So I had a great relationship"},{"speaker":"LUKE MAGNAN","startTime":674.92,"endTime":677.91,"body":"with the founders"},{"speaker":"LUKE MAGNAN","startTime":677.91,"endTime":680.34,"body":"of this technology company"},{"speaker":"LUKE MAGNAN","startTime":677.91,"endTime":680.34,"body":"that we brought in."},{"speaker":"LUKE MAGNAN","startTime":680.34,"endTime":683.7,"body":"And one day I got frustrated,"},{"speaker":"LUKE MAGNAN","startTime":680.34,"endTime":683.7,"body":"and I called them up,"},{"speaker":"LUKE MAGNAN","startTime":683.7,"endTime":685.89,"body":"and I said, listen, if"},{"speaker":"LUKE MAGNAN","startTime":683.7,"endTime":685.89,"body":"I could get permission"},{"speaker":"LUKE MAGNAN","startTime":685.89,"endTime":689.1,"body":"and the OK from my organization,"},{"speaker":"LUKE MAGNAN","startTime":685.89,"endTime":689.1,"body":"do you guys have a job for me?"},{"speaker":"LUKE MAGNAN","startTime":689.1,"endTime":690.42,"body":"And they said yes."},{"speaker":"LUKE MAGNAN","startTime":690.42,"endTime":693.18,"body":"And then just like"},{"speaker":"LUKE MAGNAN","startTime":690.42,"endTime":693.18,"body":"that, probably"},{"speaker":"LUKE MAGNAN","startTime":693.18,"endTime":697.05,"body":"without a lot of thought, I made"},{"speaker":"LUKE MAGNAN","startTime":693.18,"endTime":697.05,"body":"the transition from carrier IT"},{"speaker":"LUKE MAGNAN","startTime":697.05,"endTime":699.22,"body":"to vendor IT."},{"speaker":"LUKE MAGNAN","startTime":699.22,"endTime":703.96,"body":"And so then, I ended up at"},{"speaker":"LUKE MAGNAN","startTime":699.22,"endTime":703.96,"body":"Agency Port up in Boston."},{"speaker":"LUKE MAGNAN","startTime":703.96,"endTime":704.46,"body":"Yeah."},{"speaker":"REID HOLZWORTH","startTime":704.46,"endTime":706.13,"body":"Oh, yeah."},{"speaker":"REID HOLZWORTH","startTime":706.13,"endTime":707.45,"body":"Oh, I think you did me."},{"speaker":"REID HOLZWORTH","startTime":707.45,"endTime":708.26,"body":"I forget that."},{"speaker":"REID HOLZWORTH","startTime":708.26,"endTime":709.85,"body":"Yeah, I forgot that."},{"speaker":"REID HOLZWORTH","startTime":709.85,"endTime":711.77,"body":"Got you."},{"speaker":"REID HOLZWORTH","startTime":711.77,"endTime":714.348,"body":"so you went to a consultant,"},{"speaker":"REID HOLZWORTH","startTime":711.77,"endTime":714.348,"body":"not to name names and then--"},{"speaker":"LUKE MAGNAN","startTime":714.348,"endTime":715.64,"body":"No, no, I'm sorry."},{"speaker":"LUKE MAGNAN","startTime":715.64,"endTime":716.42,"body":"I was still at the Hartford."},{"speaker":"LUKE MAGNAN","startTime":716.42,"endTime":718.16,"body":"I never went to that"},{"speaker":"LUKE MAGNAN","startTime":716.42,"endTime":718.16,"body":"consultancy route,"},{"speaker":"LUKE MAGNAN","startTime":718.16,"endTime":720.95,"body":"but that was the"},{"speaker":"LUKE MAGNAN","startTime":718.16,"endTime":720.95,"body":"decision ahead of me."},{"speaker":"LUKE MAGNAN","startTime":720.95,"endTime":722.96,"body":"it was like, if I didn't"},{"speaker":"LUKE MAGNAN","startTime":720.95,"endTime":722.96,"body":"become a consultant,"},{"speaker":"LUKE MAGNAN","startTime":722.96,"endTime":725.84,"body":"I was not going to be able"},{"speaker":"LUKE MAGNAN","startTime":722.96,"endTime":725.84,"body":"to rise in a carrier, I felt."},{"speaker":"REID HOLZWORTH","startTime":725.84,"endTime":726.44,"body":"Oh, I got you."},{"speaker":"REID HOLZWORTH","startTime":726.44,"endTime":726.94,"body":"I got you."},{"speaker":"REID HOLZWORTH","startTime":726.94,"endTime":727.632,"body":"OK, my bad."},{"speaker":"LUKE MAGNAN","startTime":727.632,"endTime":729.59,"body":"So instead,"},{"speaker":"LUKE MAGNAN","startTime":727.632,"endTime":729.59,"body":"I said, no, you know--"},{"speaker":"LUKE MAGNAN","startTime":729.59,"endTime":732.11,"body":"and those consultancies,"},{"speaker":"LUKE MAGNAN","startTime":729.59,"endTime":732.11,"body":"God bless them,"},{"speaker":"LUKE MAGNAN","startTime":732.11,"endTime":736.574,"body":"but if you don't start right"},{"speaker":"LUKE MAGNAN","startTime":732.11,"endTime":736.574,"body":"out of college, I feel like--"},{"speaker":"LUKE MAGNAN","startTime":736.574,"endTime":739.22,"body":"it's questionable coming in"},{"speaker":"LUKE MAGNAN","startTime":736.574,"endTime":739.22,"body":"as an experienced industry"},{"speaker":"LUKE MAGNAN","startTime":739.22,"endTime":740.46,"body":"person, at least for me."},{"speaker":"LUKE MAGNAN","startTime":740.46,"endTime":745.29,"body":"So I said, nope, I'm going to"},{"speaker":"LUKE MAGNAN","startTime":740.46,"endTime":745.29,"body":"go on the vendor side, and yeah."},{"speaker":"LUKE MAGNAN","startTime":745.29,"endTime":748.85,"body":"So I was 30 years old,"},{"speaker":"LUKE MAGNAN","startTime":745.29,"endTime":748.85,"body":"2010, and I jumped over"},{"speaker":"LUKE MAGNAN","startTime":748.85,"endTime":749.69,"body":"to the vendor side."},{"speaker":"LUKE MAGNAN","startTime":749.69,"endTime":753.17,"body":"And I've sort of been on that"},{"speaker":"LUKE MAGNAN","startTime":749.69,"endTime":753.17,"body":"vendor side, vendor software"},{"speaker":"LUKE MAGNAN","startTime":753.17,"endTime":755.215,"body":"company side ever since."},{"speaker":"REID HOLZWORTH","startTime":755.215,"endTime":757.59,"body":"So were you"},{"speaker":"REID HOLZWORTH","startTime":755.215,"endTime":757.59,"body":"really early on in the Agency"},{"speaker":"REID HOLZWORTH","startTime":757.59,"endTime":758.6,"body":"Port days?"},{"speaker":"LUKE MAGNAN","startTime":758.6,"endTime":759.6,"body":"No, no, no."},{"speaker":"LUKE MAGNAN","startTime":759.6,"endTime":760.83,"body":"The party was over."},{"speaker":"LUKE MAGNAN","startTime":765.03,"endTime":767.91,"body":"There were some movements"},{"speaker":"LUKE MAGNAN","startTime":765.03,"endTime":767.91,"body":"in terms of private equity"},{"speaker":"LUKE MAGNAN","startTime":767.91,"endTime":769.32,"body":"and some of that things."},{"speaker":"LUKE MAGNAN","startTime":769.32,"endTime":773.31,"body":"I was there for two years, did"},{"speaker":"LUKE MAGNAN","startTime":769.32,"endTime":773.31,"body":"solution architecture for them,"},{"speaker":"LUKE MAGNAN","startTime":773.31,"endTime":775.62,"body":"did a little product"},{"speaker":"LUKE MAGNAN","startTime":773.31,"endTime":775.62,"body":"management for them."},{"speaker":"LUKE MAGNAN","startTime":775.62,"endTime":778.71,"body":"Honestly, it was a huge"},{"speaker":"LUKE MAGNAN","startTime":775.62,"endTime":778.71,"body":"culture shock for me"},{"speaker":"LUKE MAGNAN","startTime":778.71,"endTime":782.64,"body":"because I come from this"},{"speaker":"LUKE MAGNAN","startTime":778.71,"endTime":782.64,"body":"environment, where I'm probably"},{"speaker":"LUKE MAGNAN","startTime":782.64,"endTime":785.64,"body":"too fancy for my age"},{"speaker":"LUKE MAGNAN","startTime":782.64,"endTime":785.64,"body":"at a huge carrier."},{"speaker":"LUKE MAGNAN","startTime":785.64,"endTime":787.32,"body":"It was meetings all day long."},{"speaker":"LUKE MAGNAN","startTime":787.32,"endTime":790.2,"body":"There was a budget, but"},{"speaker":"LUKE MAGNAN","startTime":787.32,"endTime":790.2,"body":"you didn't fire people"},{"speaker":"LUKE MAGNAN","startTime":790.2,"endTime":791.43,"body":"when you went over budget."},{"speaker":"LUKE MAGNAN","startTime":791.43,"endTime":793.74,"body":"And then I moved over to"},{"speaker":"LUKE MAGNAN","startTime":791.43,"endTime":793.74,"body":"this sort of scrappy software"},{"speaker":"LUKE MAGNAN","startTime":793.74,"endTime":794.4,"body":"company."},{"speaker":"LUKE MAGNAN","startTime":794.4,"endTime":797.003,"body":"It was all roll up the"},{"speaker":"LUKE MAGNAN","startTime":794.4,"endTime":797.003,"body":"sleeves, get things done."},{"speaker":"LUKE MAGNAN","startTime":797.003,"endTime":799.17,"body":"There was definitely sort"},{"speaker":"LUKE MAGNAN","startTime":797.003,"endTime":799.17,"body":"of a culture shock for me,"},{"speaker":"LUKE MAGNAN","startTime":799.17,"endTime":801.51,"body":"but it was overall"},{"speaker":"LUKE MAGNAN","startTime":799.17,"endTime":801.51,"body":"a great experience."},{"speaker":"LUKE MAGNAN","startTime":801.51,"endTime":804.9,"body":"I look back at how that"},{"speaker":"LUKE MAGNAN","startTime":801.51,"endTime":804.9,"body":"organization was run"},{"speaker":"LUKE MAGNAN","startTime":804.9,"endTime":807.51,"body":"every day in my company now."},{"speaker":"LUKE MAGNAN","startTime":807.51,"endTime":810.45,"body":"And, you know, I have a lot"},{"speaker":"LUKE MAGNAN","startTime":807.51,"endTime":810.45,"body":"of respect for what that was"},{"speaker":"LUKE MAGNAN","startTime":810.45,"endTime":812.463,"body":"and what those guys were doing."},{"speaker":"REID HOLZWORTH","startTime":812.463,"endTime":813.63,"body":"That's cool."},{"speaker":"REID HOLZWORTH","startTime":813.63,"endTime":814.13,"body":"It's great."},{"speaker":"REID HOLZWORTH","startTime":814.13,"endTime":817.1,"body":"The Agency Port story was"},{"speaker":"REID HOLZWORTH","startTime":814.13,"endTime":817.1,"body":"a great story, you know."},{"speaker":"REID HOLZWORTH","startTime":817.1,"endTime":819.7,"body":"so then, were they"},{"speaker":"REID HOLZWORTH","startTime":817.1,"endTime":819.7,"body":"part at this point--"},{"speaker":"REID HOLZWORTH","startTime":819.7,"endTime":821.39,"body":"I don't know the"},{"speaker":"REID HOLZWORTH","startTime":819.7,"endTime":821.39,"body":"dates of whatever."},{"speaker":"REID HOLZWORTH","startTime":821.39,"endTime":823.112,"body":"this was pre-Duck"},{"speaker":"REID HOLZWORTH","startTime":821.39,"endTime":823.112,"body":"Creek, I assume."},{"speaker":"LUKE MAGNAN","startTime":823.112,"endTime":823.82,"body":"Yes."},{"speaker":"LUKE MAGNAN","startTime":823.82,"endTime":826.265,"body":"So I left right before that"},{"speaker":"LUKE MAGNAN","startTime":823.82,"endTime":826.265,"body":"Duck Creek thing happened."},{"speaker":"LUKE MAGNAN","startTime":829.751,"endTime":831.86,"body":"I was living in"},{"speaker":"LUKE MAGNAN","startTime":829.751,"endTime":831.86,"body":"Boston at the time."},{"speaker":"LUKE MAGNAN","startTime":831.86,"endTime":836.72,"body":"And I was sort of living there."},{"speaker":"LUKE MAGNAN","startTime":836.72,"endTime":839.36,"body":"I was ready maybe to come"},{"speaker":"LUKE MAGNAN","startTime":836.72,"endTime":839.36,"body":"back to the Connecticut area."},{"speaker":"LUKE MAGNAN","startTime":839.36,"endTime":840.2,"body":"My family was here."},{"speaker":"LUKE MAGNAN","startTime":840.2,"endTime":841.73,"body":"My friends were here."},{"speaker":"LUKE MAGNAN","startTime":841.73,"endTime":846.32,"body":"And so, somebody at Insurity"},{"speaker":"LUKE MAGNAN","startTime":841.73,"endTime":846.32,"body":"had reached out to me"},{"speaker":"LUKE MAGNAN","startTime":846.32,"endTime":847.61,"body":"like as a job."},{"speaker":"LUKE MAGNAN","startTime":847.61,"endTime":851.79,"body":"And I ended up jumping to go"},{"speaker":"LUKE MAGNAN","startTime":847.61,"endTime":851.79,"body":"to Insurity here in Hartford."},{"speaker":"LUKE MAGNAN","startTime":851.79,"endTime":857.088,"body":"So left agency for"},{"speaker":"LUKE MAGNAN","startTime":851.79,"endTime":857.088,"body":"whatever to Insurity to,"},{"speaker":"LUKE MAGNAN","startTime":857.088,"endTime":859.13,"body":"again, do solution"},{"speaker":"LUKE MAGNAN","startTime":857.088,"endTime":859.13,"body":"architecture for a new product"},{"speaker":"LUKE MAGNAN","startTime":859.13,"endTime":860.06,"body":"they were rolling out."},{"speaker":"LUKE MAGNAN","startTime":860.06,"endTime":861.98,"body":"And then that's when"},{"speaker":"LUKE MAGNAN","startTime":860.06,"endTime":861.98,"body":"I really sort of got"},{"speaker":"LUKE MAGNAN","startTime":861.98,"endTime":865.4,"body":"more involved in sales,"},{"speaker":"LUKE MAGNAN","startTime":861.98,"endTime":865.4,"body":"sort of sales engineering"},{"speaker":"LUKE MAGNAN","startTime":865.4,"endTime":866.838,"body":"and things like that."},{"speaker":"REID HOLZWORTH","startTime":866.838,"endTime":868.13,"body":"Oh, no kidding."},{"speaker":"REID HOLZWORTH","startTime":868.13,"endTime":868.52,"body":"All right."},{"speaker":"REID HOLZWORTH","startTime":868.52,"endTime":870.14,"body":"And so, you did that"},{"speaker":"REID HOLZWORTH","startTime":868.52,"endTime":870.14,"body":"Insurity for a while."},{"speaker":"REID HOLZWORTH","startTime":870.14,"endTime":870.83,"body":"And then what?"},{"speaker":"REID HOLZWORTH","startTime":870.83,"endTime":871.64,"body":"Then what, Luke?"},{"speaker":"LUKE MAGNAN","startTime":871.64,"endTime":873.02,"body":"Yeah."},{"speaker":"LUKE MAGNAN","startTime":873.02,"endTime":875.03,"body":"Yeah, we'll go through it."},{"speaker":"LUKE MAGNAN","startTime":875.03,"endTime":876.8,"body":"somebody reaches"},{"speaker":"LUKE MAGNAN","startTime":875.03,"endTime":876.8,"body":"out to me, again,"},{"speaker":"LUKE MAGNAN","startTime":876.8,"endTime":881.9,"body":"like a headhunter about a new"},{"speaker":"LUKE MAGNAN","startTime":876.8,"endTime":881.9,"body":"job to go work for Xchanging."},{"speaker":"LUKE MAGNAN","startTime":881.9,"endTime":884.22,"body":"Xchanging is a"},{"speaker":"LUKE MAGNAN","startTime":881.9,"endTime":884.22,"body":"London-based company."},{"speaker":"LUKE MAGNAN","startTime":884.22,"endTime":886.55,"body":"They did a whole bunch of"},{"speaker":"LUKE MAGNAN","startTime":884.22,"endTime":886.55,"body":"technology around Lloyds,"},{"speaker":"LUKE MAGNAN","startTime":886.55,"endTime":889.88,"body":"and they had this legacy product"},{"speaker":"LUKE MAGNAN","startTime":886.55,"endTime":889.88,"body":"that was in some big companies."},{"speaker":"LUKE MAGNAN","startTime":889.88,"endTime":894.86,"body":"And they had a brand new core"},{"speaker":"LUKE MAGNAN","startTime":889.88,"endTime":894.86,"body":"system, policy claims, billing,"},{"speaker":"LUKE MAGNAN","startTime":894.86,"endTime":895.46,"body":"seating."},{"speaker":"LUKE MAGNAN","startTime":895.46,"endTime":898.91,"body":"And they were looking to really"},{"speaker":"LUKE MAGNAN","startTime":895.46,"endTime":898.91,"body":"good out and take on the US"},{"speaker":"LUKE MAGNAN","startTime":898.91,"endTime":900.39,"body":"market with that product."},{"speaker":"LUKE MAGNAN","startTime":900.39,"endTime":902.0,"body":"So I said, this sounds exciting."},{"speaker":"LUKE MAGNAN","startTime":902.0,"endTime":903.05,"body":"I jumped over and did it."},{"speaker":"LUKE MAGNAN","startTime":903.05,"endTime":905.27,"body":"It's where I met my"},{"speaker":"LUKE MAGNAN","startTime":903.05,"endTime":905.27,"body":"partner now, Mike."},{"speaker":"LUKE MAGNAN","startTime":905.27,"endTime":909.86,"body":"And so, for five years, we were"},{"speaker":"LUKE MAGNAN","startTime":905.27,"endTime":909.86,"body":"really out there trying to jam,"},{"speaker":"LUKE MAGNAN","startTime":909.86,"endTime":914.69,"body":"you know, London-centric"},{"speaker":"LUKE MAGNAN","startTime":909.86,"endTime":914.69,"body":"international software"},{"speaker":"LUKE MAGNAN","startTime":914.69,"endTime":916.1,"body":"into the US market."},{"speaker":"LUKE MAGNAN","startTime":916.1,"endTime":917.33,"body":"And honestly, it was great."},{"speaker":"LUKE MAGNAN","startTime":917.33,"endTime":919.28,"body":"we had some wins"},{"speaker":"LUKE MAGNAN","startTime":917.33,"endTime":919.28,"body":"and some successes."},{"speaker":"LUKE MAGNAN","startTime":919.28,"endTime":922.43,"body":"We went to a lot of big"},{"speaker":"LUKE MAGNAN","startTime":919.28,"endTime":922.43,"body":"shows with fancy booths."},{"speaker":"LUKE MAGNAN","startTime":922.43,"endTime":925.04,"body":"It was a real great experience."},{"speaker":"LUKE MAGNAN","startTime":925.04,"endTime":931.83,"body":"And then they got bought by CSC,"},{"speaker":"LUKE MAGNAN","startTime":925.04,"endTime":931.83,"body":"and then CSC very, very quickly"},{"speaker":"LUKE MAGNAN","startTime":931.83,"endTime":934.92,"body":"merged with Hewlett Packard"},{"speaker":"LUKE MAGNAN","startTime":931.83,"endTime":934.92,"body":"enterprises to become DXC."},{"speaker":"LUKE MAGNAN","startTime":934.92,"endTime":936.84,"body":"And while it was very"},{"speaker":"LUKE MAGNAN","startTime":934.92,"endTime":936.84,"body":"exciting, I guess,"},{"speaker":"LUKE MAGNAN","startTime":936.84,"endTime":939.51,"body":"what those guys were"},{"speaker":"LUKE MAGNAN","startTime":936.84,"endTime":939.51,"body":"doing, it wasn't"},{"speaker":"LUKE MAGNAN","startTime":939.51,"endTime":942.27,"body":"for me and my partner, Mike."},{"speaker":"LUKE MAGNAN","startTime":942.27,"endTime":945.18,"body":"So we had some time to"},{"speaker":"LUKE MAGNAN","startTime":942.27,"endTime":945.18,"body":"put our heads together"},{"speaker":"LUKE MAGNAN","startTime":945.18,"endTime":947.07,"body":"in a lull of work there."},{"speaker":"LUKE MAGNAN","startTime":947.07,"endTime":949.74,"body":"And we said, you know what,"},{"speaker":"LUKE MAGNAN","startTime":947.07,"endTime":949.74,"body":"looking out at the industry,"},{"speaker":"LUKE MAGNAN","startTime":949.74,"endTime":953.31,"body":"it doesn't seem like"},{"speaker":"LUKE MAGNAN","startTime":949.74,"endTime":953.31,"body":"there's geniuses running"},{"speaker":"LUKE MAGNAN","startTime":953.31,"endTime":954.337,"body":"all these organizations."},{"speaker":"LUKE MAGNAN","startTime":954.337,"endTime":955.545,"body":"Some of these organizations--"},{"speaker":"REID HOLZWORTH","startTime":955.545,"endTime":956.19,"body":"What"},{"speaker":"REID HOLZWORTH","startTime":955.545,"endTime":956.19,"body":"are you saying, man?"},{"speaker":"REID HOLZWORTH","startTime":956.19,"endTime":957.535,"body":"Come on."},{"speaker":"LUKE MAGNAN","startTime":957.535,"endTime":959.41,"body":"Well,"},{"speaker":"LUKE MAGNAN","startTime":957.535,"endTime":959.41,"body":"listen, some place may be."},{"speaker":"LUKE MAGNAN","startTime":959.41,"endTime":961.2,"body":"But there were a"},{"speaker":"LUKE MAGNAN","startTime":959.41,"endTime":961.2,"body":"lot of goofballs"},{"speaker":"LUKE MAGNAN","startTime":961.2,"endTime":962.17,"body":"out there doing it too."},{"speaker":"LUKE MAGNAN","startTime":962.17,"endTime":964.05,"body":"And we were just like,"},{"speaker":"LUKE MAGNAN","startTime":962.17,"endTime":964.05,"body":"well, we're goofballs."},{"speaker":"LUKE MAGNAN","startTime":964.05,"endTime":966.48,"body":"If they can do it, we"},{"speaker":"LUKE MAGNAN","startTime":964.05,"endTime":966.48,"body":"can probably do it too."},{"speaker":"LUKE MAGNAN","startTime":966.48,"endTime":971.4,"body":"So we found some"},{"speaker":"LUKE MAGNAN","startTime":966.48,"endTime":971.4,"body":"funding from some guys"},{"speaker":"LUKE MAGNAN","startTime":971.4,"endTime":975.052,"body":"that we had helped in that"},{"speaker":"LUKE MAGNAN","startTime":971.4,"endTime":975.052,"body":"their jobs, quit our jobs."},{"speaker":"LUKE MAGNAN","startTime":975.052,"endTime":977.01,"body":"we were going to be a"},{"speaker":"LUKE MAGNAN","startTime":975.052,"endTime":977.01,"body":"software company, started"},{"speaker":"LUKE MAGNAN","startTime":977.01,"endTime":980.78,"body":"building this seeding platform."},{"speaker":"LUKE MAGNAN","startTime":980.78,"endTime":984.59,"body":"That money fell away due to some"},{"speaker":"LUKE MAGNAN","startTime":980.78,"endTime":984.59,"body":"legal things that were going on"},{"speaker":"LUKE MAGNAN","startTime":984.59,"endTime":986.12,"body":"with the money guys."},{"speaker":"LUKE MAGNAN","startTime":986.12,"endTime":992.66,"body":"And so, Mike and I are left with"},{"speaker":"LUKE MAGNAN","startTime":986.12,"endTime":992.66,"body":"maybe two or three developers,"},{"speaker":"LUKE MAGNAN","startTime":992.66,"endTime":996.98,"body":"no money, and looking for jobs."},{"speaker":"LUKE MAGNAN","startTime":996.98,"endTime":999.05,"body":"And it's like December or"},{"speaker":"LUKE MAGNAN","startTime":996.98,"endTime":999.05,"body":"Christmas is coming up."},{"speaker":"LUKE MAGNAN","startTime":999.05,"endTime":1000.58,"body":"We have young families."},{"speaker":"LUKE MAGNAN","startTime":1000.58,"endTime":1004.08,"body":"And then we said, you know"},{"speaker":"LUKE MAGNAN","startTime":1000.58,"endTime":1004.08,"body":"what we're going to try to do?"},{"speaker":"LUKE MAGNAN","startTime":1004.08,"endTime":1006.648,"body":"Well, really, it was our"},{"speaker":"LUKE MAGNAN","startTime":1004.08,"endTime":1006.648,"body":"partner over in Russia"},{"speaker":"LUKE MAGNAN","startTime":1006.648,"endTime":1008.19,"body":"at the time who was"},{"speaker":"LUKE MAGNAN","startTime":1006.648,"endTime":1008.19,"body":"like, well, guys,"},{"speaker":"LUKE MAGNAN","startTime":1008.19,"endTime":1009.64,"body":"what are we going to go do now?"},{"speaker":"LUKE MAGNAN","startTime":1009.64,"endTime":1011.89,"body":"And Mike and I were like,"},{"speaker":"LUKE MAGNAN","startTime":1009.64,"endTime":1011.89,"body":"we're going to go find jobs."},{"speaker":"LUKE MAGNAN","startTime":1011.89,"endTime":1013.447,"body":"But he's like we"},{"speaker":"LUKE MAGNAN","startTime":1011.89,"endTime":1013.447,"body":"got to developers."},{"speaker":"LUKE MAGNAN","startTime":1013.447,"endTime":1015.03,"body":"Why don't you just"},{"speaker":"LUKE MAGNAN","startTime":1013.447,"endTime":1015.03,"body":"shake your network,"},{"speaker":"LUKE MAGNAN","startTime":1015.03,"endTime":1017.85,"body":"and see if we can do some"},{"speaker":"LUKE MAGNAN","startTime":1015.03,"endTime":1017.85,"body":"services work with these two"},{"speaker":"LUKE MAGNAN","startTime":1017.85,"endTime":1019.8,"body":"developers and"},{"speaker":"LUKE MAGNAN","startTime":1017.85,"endTime":1019.8,"body":"just keep us going."},{"speaker":"LUKE MAGNAN","startTime":1019.8,"endTime":1021.45,"body":"So Mike and I"},{"speaker":"LUKE MAGNAN","startTime":1019.8,"endTime":1021.45,"body":"said, listen, we're"},{"speaker":"LUKE MAGNAN","startTime":1021.45,"endTime":1024.0,"body":"not interested in going"},{"speaker":"LUKE MAGNAN","startTime":1021.45,"endTime":1024.0,"body":"out and finding more money."},{"speaker":"LUKE MAGNAN","startTime":1024.0,"endTime":1026.98,"body":"it feels fraught, and it's"},{"speaker":"LUKE MAGNAN","startTime":1024.0,"endTime":1026.98,"body":"hard to know what any of that"},{"speaker":"LUKE MAGNAN","startTime":1026.98,"endTime":1027.48,"body":"looks like."},{"speaker":"LUKE MAGNAN","startTime":1027.48,"endTime":1029.43,"body":"We're like we'll go"},{"speaker":"LUKE MAGNAN","startTime":1027.48,"endTime":1029.43,"body":"spend three months."},{"speaker":"LUKE MAGNAN","startTime":1029.43,"endTime":1031.2,"body":"You know, no money,"},{"speaker":"LUKE MAGNAN","startTime":1029.43,"endTime":1031.2,"body":"three months,"},{"speaker":"LUKE MAGNAN","startTime":1031.2,"endTime":1033.31,"body":"let's just see if we can"},{"speaker":"LUKE MAGNAN","startTime":1031.2,"endTime":1033.31,"body":"make something happen."},{"speaker":"LUKE MAGNAN","startTime":1033.31,"endTime":1038.22,"body":"And since yesterday,"},{"speaker":"LUKE MAGNAN","startTime":1033.31,"endTime":1038.22,"body":"Sunday, we've"},{"speaker":"LUKE MAGNAN","startTime":1038.22,"endTime":1040.95,"body":"been doing that same"},{"speaker":"LUKE MAGNAN","startTime":1038.22,"endTime":1040.95,"body":"thing for six years now."},{"speaker":"LUKE MAGNAN","startTime":1040.95,"endTime":1042.99,"body":"So we found some"},{"speaker":"LUKE MAGNAN","startTime":1040.95,"endTime":1042.99,"body":"people, services worked,"},{"speaker":"LUKE MAGNAN","startTime":1042.99,"endTime":1049.17,"body":"grown from four people"},{"speaker":"LUKE MAGNAN","startTime":1042.99,"endTime":1049.17,"body":"to about 125, 130 people"},{"speaker":"LUKE MAGNAN","startTime":1049.17,"endTime":1052.14,"body":"and never took a"},{"speaker":"LUKE MAGNAN","startTime":1049.17,"endTime":1052.14,"body":"dime from anybody."},{"speaker":"LUKE MAGNAN","startTime":1052.14,"endTime":1054.42,"body":"now, we have software"},{"speaker":"LUKE MAGNAN","startTime":1052.14,"endTime":1054.42,"body":"products that we sort of self"},{"speaker":"LUKE MAGNAN","startTime":1054.42,"endTime":1058.53,"body":"invested and funded"},{"speaker":"LUKE MAGNAN","startTime":1054.42,"endTime":1058.53,"body":"to build out."},{"speaker":"LUKE MAGNAN","startTime":1058.53,"endTime":1062.04,"body":"So certainly, been a roller"},{"speaker":"LUKE MAGNAN","startTime":1058.53,"endTime":1062.04,"body":"coaster, many ups and downs,"},{"speaker":"LUKE MAGNAN","startTime":1062.04,"endTime":1064.6,"body":"but that's the"},{"speaker":"LUKE MAGNAN","startTime":1062.04,"endTime":1064.6,"body":"story of, I guess,"},{"speaker":"LUKE MAGNAN","startTime":1064.6,"endTime":1066.34,"body":"yeah, the combined"},{"speaker":"LUKE MAGNAN","startTime":1064.6,"endTime":1066.34,"body":"ratio of the company"},{"speaker":"LUKE MAGNAN","startTime":1066.34,"endTime":1069.2,"body":"and how we move through it."},{"speaker":"REID HOLZWORTH","startTime":1069.2,"endTime":1071.44,"body":"So why"},{"speaker":"REID HOLZWORTH","startTime":1069.2,"endTime":1071.44,"body":"the name, Combined Ratio?"},{"speaker":"REID HOLZWORTH","startTime":1071.44,"endTime":1073.64,"body":"I mean that's quite a"},{"speaker":"REID HOLZWORTH","startTime":1071.44,"endTime":1073.64,"body":"term in this industry."},{"speaker":"REID HOLZWORTH","startTime":1073.64,"endTime":1074.682,"body":"Why did you name it that?"},{"speaker":"LUKE MAGNAN","startTime":1074.682,"endTime":1075.432,"body":"Yeah."},{"speaker":"LUKE MAGNAN","startTime":1075.432,"endTime":1076.06,"body":"Yeah."},{"speaker":"LUKE MAGNAN","startTime":1076.06,"endTime":1078.94,"body":"And I'll just tell"},{"speaker":"LUKE MAGNAN","startTime":1076.06,"endTime":1078.94,"body":"you, it is embarrassing"},{"speaker":"LUKE MAGNAN","startTime":1078.94,"endTime":1081.61,"body":"how when you're starting a"},{"speaker":"LUKE MAGNAN","startTime":1078.94,"endTime":1081.61,"body":"company, how much time we"},{"speaker":"LUKE MAGNAN","startTime":1081.61,"endTime":1084.31,"body":"spend thinking about"},{"speaker":"LUKE MAGNAN","startTime":1081.61,"endTime":1084.31,"body":"what the name should be."},{"speaker":"LUKE MAGNAN","startTime":1084.31,"endTime":1086.78,"body":"So like we were all over the"},{"speaker":"LUKE MAGNAN","startTime":1084.31,"endTime":1086.78,"body":"place on what we wanted to do."},{"speaker":"LUKE MAGNAN","startTime":1086.78,"endTime":1091.33,"body":"So this last company before"},{"speaker":"LUKE MAGNAN","startTime":1086.78,"endTime":1091.33,"body":"it got bought by CSC,"},{"speaker":"LUKE MAGNAN","startTime":1091.33,"endTime":1095.62,"body":"the brand we were operating"},{"speaker":"LUKE MAGNAN","startTime":1091.33,"endTime":1095.62,"body":"under was Xuber, X-U-B-E-R."},{"speaker":"LUKE MAGNAN","startTime":1095.62,"endTime":1098.11,"body":"And that was like a"},{"speaker":"LUKE MAGNAN","startTime":1095.62,"endTime":1098.11,"body":"cool tech sounding name,"},{"speaker":"LUKE MAGNAN","startTime":1098.11,"endTime":1099.97,"body":"but it meant nothing."},{"speaker":"LUKE MAGNAN","startTime":1099.97,"endTime":1102.04,"body":"And it sounded"},{"speaker":"LUKE MAGNAN","startTime":1099.97,"endTime":1102.04,"body":"too close to Uber."},{"speaker":"LUKE MAGNAN","startTime":1102.04,"endTime":1106.78,"body":"And i guess my preference was"},{"speaker":"LUKE MAGNAN","startTime":1102.04,"endTime":1106.78,"body":"just we're industry people."},{"speaker":"LUKE MAGNAN","startTime":1106.78,"endTime":1109.0,"body":"I've spent my whole career"},{"speaker":"LUKE MAGNAN","startTime":1106.78,"endTime":1109.0,"body":"in insurance technology."},{"speaker":"LUKE MAGNAN","startTime":1109.0,"endTime":1111.28,"body":"My partner, Mike,"},{"speaker":"LUKE MAGNAN","startTime":1109.0,"endTime":1111.28,"body":"started off as a producer"},{"speaker":"LUKE MAGNAN","startTime":1111.28,"endTime":1114.19,"body":"and then went to the"},{"speaker":"LUKE MAGNAN","startTime":1111.28,"endTime":1114.19,"body":"agency technology side."},{"speaker":"LUKE MAGNAN","startTime":1114.19,"endTime":1116.62,"body":"But we wanted to"},{"speaker":"LUKE MAGNAN","startTime":1114.19,"endTime":1116.62,"body":"differentiate ourselves"},{"speaker":"LUKE MAGNAN","startTime":1116.62,"endTime":1119.42,"body":"on being property"},{"speaker":"LUKE MAGNAN","startTime":1116.62,"endTime":1119.42,"body":"casualty people."},{"speaker":"LUKE MAGNAN","startTime":1119.42,"endTime":1123.43,"body":"And so, we wanted to"},{"speaker":"LUKE MAGNAN","startTime":1119.42,"endTime":1123.43,"body":"choose a name that"},{"speaker":"LUKE MAGNAN","startTime":1123.43,"endTime":1125.87,"body":"reflected what we were doing."},{"speaker":"LUKE MAGNAN","startTime":1125.87,"endTime":1128.86,"body":"And I was shocked"},{"speaker":"LUKE MAGNAN","startTime":1125.87,"endTime":1128.86,"body":"that Combined Ratio"},{"speaker":"LUKE MAGNAN","startTime":1128.86,"endTime":1131.72,"body":"was available for a"},{"speaker":"LUKE MAGNAN","startTime":1128.86,"endTime":1131.72,"body":"domain name perspective."},{"speaker":"LUKE MAGNAN","startTime":1131.72,"endTime":1134.8,"body":"But when you think about it and"},{"speaker":"LUKE MAGNAN","startTime":1131.72,"endTime":1134.8,"body":"what our vision has always been"},{"speaker":"LUKE MAGNAN","startTime":1134.8,"endTime":1138.67,"body":"is that we want to be"},{"speaker":"LUKE MAGNAN","startTime":1134.8,"endTime":1138.67,"body":"helping carriers ultimately"},{"speaker":"LUKE MAGNAN","startTime":1138.67,"endTime":1141.58,"body":"improve their combined"},{"speaker":"LUKE MAGNAN","startTime":1138.67,"endTime":1141.58,"body":"ratio, and either"},{"speaker":"LUKE MAGNAN","startTime":1141.58,"endTime":1145.48,"body":"that's through lowering expenses"},{"speaker":"LUKE MAGNAN","startTime":1141.58,"endTime":1145.48,"body":"or helping them grow premiums"},{"speaker":"LUKE MAGNAN","startTime":1145.48,"endTime":1148.31,"body":"or sometimes even doing a"},{"speaker":"LUKE MAGNAN","startTime":1145.48,"endTime":1148.31,"body":"better job writing business"},{"speaker":"LUKE MAGNAN","startTime":1148.31,"endTime":1149.71,"body":"so there are fewer losses."},{"speaker":"LUKE MAGNAN","startTime":1149.71,"endTime":1152.89,"body":"That's the level that we want"},{"speaker":"LUKE MAGNAN","startTime":1149.71,"endTime":1152.89,"body":"to be communicating our value"},{"speaker":"LUKE MAGNAN","startTime":1152.89,"endTime":1156.79,"body":"at as opposed to"},{"speaker":"LUKE MAGNAN","startTime":1152.89,"endTime":1156.79,"body":"just doing big giant"},{"speaker":"LUKE MAGNAN","startTime":1156.79,"endTime":1158.11,"body":"projects or this and that."},{"speaker":"LUKE MAGNAN","startTime":1158.11,"endTime":1160.09,"body":"We wanted to be more"},{"speaker":"LUKE MAGNAN","startTime":1158.11,"endTime":1160.09,"body":"focused and aligned"},{"speaker":"LUKE MAGNAN","startTime":1160.09,"endTime":1161.65,"body":"on what our customers wanted."},{"speaker":"LUKE MAGNAN","startTime":1161.65,"endTime":1163.84,"body":"And so combined ratio"},{"speaker":"LUKE MAGNAN","startTime":1161.65,"endTime":1163.84,"body":"sort of came up."},{"speaker":"LUKE MAGNAN","startTime":1163.84,"endTime":1166.93,"body":"We did do a little"},{"speaker":"LUKE MAGNAN","startTime":1163.84,"endTime":1166.93,"body":"pivot at first,"},{"speaker":"LUKE MAGNAN","startTime":1166.93,"endTime":1169.24,"body":"like our URL, our domain name."},{"speaker":"LUKE MAGNAN","startTime":1169.24,"endTime":1174.53,"body":"It was Combined R-A-T"},{"speaker":"LUKE MAGNAN","startTime":1169.24,"endTime":1174.53,"body":"dot I-O. And I love that."},{"speaker":"LUKE MAGNAN","startTime":1174.53,"endTime":1175.99,"body":"I thought it was"},{"speaker":"LUKE MAGNAN","startTime":1174.53,"endTime":1175.99,"body":"modern and great."},{"speaker":"REID HOLZWORTH","startTime":1175.99,"endTime":1177.323,"body":"That's so nerdy."},{"speaker":"REID HOLZWORTH","startTime":1177.323,"endTime":1179.267,"body":"Nobody else would get"},{"speaker":"REID HOLZWORTH","startTime":1177.323,"endTime":1179.267,"body":"it, but yeah, it's good."},{"speaker":"LUKE MAGNAN","startTime":1179.267,"endTime":1181.6,"body":"The way that I"},{"speaker":"LUKE MAGNAN","startTime":1179.267,"endTime":1181.6,"body":"found all the employees were"},{"speaker":"LUKE MAGNAN","startTime":1181.6,"endTime":1182.98,"body":"telling people their email."},{"speaker":"LUKE MAGNAN","startTime":1182.98,"endTime":1189.4,"body":"It was something dot something"},{"speaker":"LUKE MAGNAN","startTime":1182.98,"endTime":1189.4,"body":"at combined rat dot I-O."},{"speaker":"LUKE MAGNAN","startTime":1189.4,"endTime":1193.07,"body":"so my partner Mike is getting"},{"speaker":"LUKE MAGNAN","startTime":1189.4,"endTime":1193.07,"body":"all agitated with me about it."},{"speaker":"LUKE MAGNAN","startTime":1193.07,"endTime":1195.07,"body":"And I'm like, if we could"},{"speaker":"LUKE MAGNAN","startTime":1193.07,"endTime":1195.07,"body":"get combinedratio.com,"},{"speaker":"LUKE MAGNAN","startTime":1195.07,"endTime":1195.945,"body":"I would have done it."},{"speaker":"LUKE MAGNAN","startTime":1195.945,"endTime":1196.75,"body":"But it's not there."},{"speaker":"LUKE MAGNAN","startTime":1196.75,"endTime":1198.255,"body":"And then he's"},{"speaker":"LUKE MAGNAN","startTime":1196.75,"endTime":1198.255,"body":"like, are you sure?"},{"speaker":"LUKE MAGNAN","startTime":1198.255,"endTime":1200.63,"body":"And so, this is like three"},{"speaker":"LUKE MAGNAN","startTime":1198.255,"endTime":1200.63,"body":"years after we're in business."},{"speaker":"LUKE MAGNAN","startTime":1200.63,"endTime":1202.54,"body":"And so, I just go to"},{"speaker":"LUKE MAGNAN","startTime":1200.63,"endTime":1202.54,"body":"GoDaddy and take a look."},{"speaker":"LUKE MAGNAN","startTime":1202.54,"endTime":1204.91,"body":"Sure enough, combinedratio.com"},{"speaker":"LUKE MAGNAN","startTime":1202.54,"endTime":1204.91,"body":"is available."},{"speaker":"LUKE MAGNAN","startTime":1204.91,"endTime":1207.46,"body":"So we snapped that up"},{"speaker":"LUKE MAGNAN","startTime":1204.91,"endTime":1207.46,"body":"and made the pivot,"},{"speaker":"LUKE MAGNAN","startTime":1207.46,"endTime":1210.248,"body":"but I miss the old one still."},{"speaker":"REID HOLZWORTH","startTime":1210.248,"endTime":1211.54,"body":"That's awesome."},{"speaker":"REID HOLZWORTH","startTime":1211.54,"endTime":1215.06,"body":"So tell us a little bit about"},{"speaker":"REID HOLZWORTH","startTime":1211.54,"endTime":1215.06,"body":"your business, your role."},{"speaker":"REID HOLZWORTH","startTime":1215.06,"endTime":1217.21,"body":"What is Combined Ratio do today?"},{"speaker":"REID HOLZWORTH","startTime":1217.21,"endTime":1218.38,"body":"Who is your customer?"},{"speaker":"REID HOLZWORTH","startTime":1218.38,"endTime":1219.29,"body":"What do you do?"},{"speaker":"REID HOLZWORTH","startTime":1219.29,"endTime":1220.78,"body":"And then what is"},{"speaker":"REID HOLZWORTH","startTime":1219.29,"endTime":1220.78,"body":"your role and how"},{"speaker":"REID HOLZWORTH","startTime":1220.78,"endTime":1221.87,"body":"are you impacting the industry?"},{"speaker":"REID HOLZWORTH","startTime":1221.87,"endTime":1222.49,"body":"That said."},{"speaker":"LUKE MAGNAN","startTime":1222.49,"endTime":1223.33,"body":"Sure."},{"speaker":"LUKE MAGNAN","startTime":1223.33,"endTime":1224.56,"body":"So we have two silos."},{"speaker":"LUKE MAGNAN","startTime":1224.56,"endTime":1227.86,"body":"The biggest silo by far"},{"speaker":"LUKE MAGNAN","startTime":1224.56,"endTime":1227.86,"body":"is our services silo."},{"speaker":"LUKE MAGNAN","startTime":1227.86,"endTime":1232.87,"body":"So this is where we're really"},{"speaker":"LUKE MAGNAN","startTime":1227.86,"endTime":1232.87,"body":"doing a couple different things"},{"speaker":"LUKE MAGNAN","startTime":1232.87,"endTime":1235.18,"body":"for predominantly"},{"speaker":"LUKE MAGNAN","startTime":1232.87,"endTime":1235.18,"body":"insurance carriers,"},{"speaker":"LUKE MAGNAN","startTime":1235.18,"endTime":1238.09,"body":"although we do have MGA clients"},{"speaker":"LUKE MAGNAN","startTime":1235.18,"endTime":1238.09,"body":"as well as big giant broker"},{"speaker":"LUKE MAGNAN","startTime":1238.09,"endTime":1238.75,"body":"clients."},{"speaker":"LUKE MAGNAN","startTime":1238.75,"endTime":1243.1,"body":"But we'll go in, and"},{"speaker":"LUKE MAGNAN","startTime":1238.75,"endTime":1243.1,"body":"one of the things we do"},{"speaker":"LUKE MAGNAN","startTime":1243.1,"endTime":1247.69,"body":"is, if there is a technology"},{"speaker":"LUKE MAGNAN","startTime":1243.1,"endTime":1247.69,"body":"need that is not easily solved"},{"speaker":"LUKE MAGNAN","startTime":1247.69,"endTime":1250.54,"body":"with off-the-shelf"},{"speaker":"LUKE MAGNAN","startTime":1247.69,"endTime":1250.54,"body":"software, we'll"},{"speaker":"LUKE MAGNAN","startTime":1250.54,"endTime":1253.75,"body":"do bespoke builds for"},{"speaker":"LUKE MAGNAN","startTime":1250.54,"endTime":1253.75,"body":"insurance companies, right?"},{"speaker":"LUKE MAGNAN","startTime":1253.75,"endTime":1255.783,"body":"So there's a couple"},{"speaker":"LUKE MAGNAN","startTime":1253.75,"endTime":1255.783,"body":"things that we've done."},{"speaker":"LUKE MAGNAN","startTime":1255.783,"endTime":1257.95,"body":"These are things typically"},{"speaker":"LUKE MAGNAN","startTime":1255.783,"endTime":1257.95,"body":"where companies are like,"},{"speaker":"LUKE MAGNAN","startTime":1257.95,"endTime":1260.18,"body":"we think that this is a"},{"speaker":"LUKE MAGNAN","startTime":1257.95,"endTime":1260.18,"body":"differentiator for us."},{"speaker":"LUKE MAGNAN","startTime":1260.18,"endTime":1262.18,"body":"We don't want to do what"},{"speaker":"LUKE MAGNAN","startTime":1260.18,"endTime":1262.18,"body":"everyone else has done,"},{"speaker":"LUKE MAGNAN","startTime":1262.18,"endTime":1264.013,"body":"and we need a little"},{"speaker":"LUKE MAGNAN","startTime":1262.18,"endTime":1264.013,"body":"help to build something"},{"speaker":"LUKE MAGNAN","startTime":1264.013,"endTime":1265.69,"body":"that's enterprise caliber."},{"speaker":"LUKE MAGNAN","startTime":1265.69,"endTime":1269.5,"body":"That's something that we'll do."},{"speaker":"LUKE MAGNAN","startTime":1269.5,"endTime":1272.47,"body":"oftentimes, companies have"},{"speaker":"LUKE MAGNAN","startTime":1269.5,"endTime":1272.47,"body":"already built these systems,"},{"speaker":"LUKE MAGNAN","startTime":1272.47,"endTime":1275.86,"body":"and for whatever reason,"},{"speaker":"LUKE MAGNAN","startTime":1272.47,"endTime":1275.86,"body":"they're an older technology."},{"speaker":"LUKE MAGNAN","startTime":1275.86,"endTime":1278.36,"body":"And when they go to market"},{"speaker":"LUKE MAGNAN","startTime":1275.86,"endTime":1278.36,"body":"to try to find a replacement,"},{"speaker":"LUKE MAGNAN","startTime":1278.36,"endTime":1280.99,"body":"they can't find something that"},{"speaker":"LUKE MAGNAN","startTime":1278.36,"endTime":1280.99,"body":"works exactly the way they"},{"speaker":"LUKE MAGNAN","startTime":1280.99,"endTime":1281.84,"body":"need it to."},{"speaker":"LUKE MAGNAN","startTime":1281.84,"endTime":1284.62,"body":"So we also do a lot of"},{"speaker":"LUKE MAGNAN","startTime":1281.84,"endTime":1284.62,"body":"legacy modernization."},{"speaker":"LUKE MAGNAN","startTime":1284.62,"endTime":1287.23,"body":"This is typically"},{"speaker":"LUKE MAGNAN","startTime":1284.62,"endTime":1287.23,"body":"full re-architectures,"},{"speaker":"LUKE MAGNAN","startTime":1287.23,"endTime":1291.22,"body":"full rewrites, getting"},{"speaker":"LUKE MAGNAN","startTime":1287.23,"endTime":1291.22,"body":"things from legacy software,"},{"speaker":"LUKE MAGNAN","startTime":1291.22,"endTime":1296.83,"body":"legacy back ends into modern"},{"speaker":"LUKE MAGNAN","startTime":1291.22,"endTime":1296.83,"body":"cloud native architectures"},{"speaker":"LUKE MAGNAN","startTime":1296.83,"endTime":1300.43,"body":"and then handling the hosting,"},{"speaker":"LUKE MAGNAN","startTime":1296.83,"endTime":1300.43,"body":"future development, things"},{"speaker":"LUKE MAGNAN","startTime":1300.43,"endTime":1301.7,"body":"like that."},{"speaker":"LUKE MAGNAN","startTime":1301.7,"endTime":1304.75,"body":"The third thing that is really"},{"speaker":"LUKE MAGNAN","startTime":1301.7,"endTime":1304.75,"body":"one of our services tenants"},{"speaker":"LUKE MAGNAN","startTime":1304.75,"endTime":1307.69,"body":"is around configuration."},{"speaker":"LUKE MAGNAN","startTime":1307.69,"endTime":1311.77,"body":"So everybody wants to buy"},{"speaker":"LUKE MAGNAN","startTime":1307.69,"endTime":1311.77,"body":"configurable that used to be,"},{"speaker":"LUKE MAGNAN","startTime":1311.77,"endTime":1314.71,"body":"now, it's like low code,"},{"speaker":"LUKE MAGNAN","startTime":1311.77,"endTime":1314.71,"body":"no code type platforms."},{"speaker":"LUKE MAGNAN","startTime":1314.71,"endTime":1316.43,"body":"And the sale makes"},{"speaker":"LUKE MAGNAN","startTime":1314.71,"endTime":1316.43,"body":"so much sense."},{"speaker":"LUKE MAGNAN","startTime":1316.43,"endTime":1318.97,"body":"It's like, hey, you don't need"},{"speaker":"LUKE MAGNAN","startTime":1316.43,"endTime":1318.97,"body":"expensive technology people."},{"speaker":"LUKE MAGNAN","startTime":1318.97,"endTime":1322.03,"body":"Just let your business people do"},{"speaker":"LUKE 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inexpensive."},{"speaker":"LUKE MAGNAN","startTime":1386.51,"endTime":1389.24,"body":"Made quick speed"},{"speaker":"LUKE MAGNAN","startTime":1386.51,"endTime":1389.24,"body":"to market, get up,"},{"speaker":"LUKE MAGNAN","startTime":1389.24,"endTime":1391.67,"body":"get some business on"},{"speaker":"LUKE MAGNAN","startTime":1389.24,"endTime":1391.67,"body":"the books without having"},{"speaker":"LUKE MAGNAN","startTime":1391.67,"endTime":1395.84,"body":"to do big giant core"},{"speaker":"LUKE MAGNAN","startTime":1391.67,"endTime":1395.84,"body":"system implementations."},{"speaker":"LUKE MAGNAN","startTime":1395.84,"endTime":1398.46,"body":"And then, I guess,"},{"speaker":"LUKE MAGNAN","startTime":1395.84,"endTime":1398.46,"body":"relating to your questions,"},{"speaker":"LUKE MAGNAN","startTime":1398.46,"endTime":1403.43,"body":"how are we changing things,"},{"speaker":"LUKE MAGNAN","startTime":1398.46,"endTime":1403.43,"body":"we built those products"},{"speaker":"LUKE 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MAGNAN","startTime":1477.9,"endTime":1480.32,"body":"we could just offer a"},{"speaker":"LUKE MAGNAN","startTime":1477.9,"endTime":1480.32,"body":"level of enterprise support"},{"speaker":"LUKE MAGNAN","startTime":1480.32,"endTime":1484.01,"body":"if people are interested,"},{"speaker":"LUKE MAGNAN","startTime":1480.32,"endTime":1484.01,"body":"like the Red Hat Linux model."},{"speaker":"LUKE MAGNAN","startTime":1484.01,"endTime":1487.89,"body":"That's something that we"},{"speaker":"LUKE MAGNAN","startTime":1484.01,"endTime":1487.89,"body":"think is it's just different."},{"speaker":"LUKE MAGNAN","startTime":1487.89,"endTime":1489.98,"body":"I think it feels like a"},{"speaker":"LUKE MAGNAN","startTime":1487.89,"endTime":1489.98,"body":"little bit disruptive."},{"speaker":"LUKE MAGNAN","startTime":1489.98,"endTime":1494.0,"body":"And we hope that it"},{"speaker":"LUKE MAGNAN","startTime":1489.98,"endTime":1494.0,"body":"starts a conversation"},{"speaker":"LUKE 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MAGNAN","startTime":1507.35,"endTime":1510.44,"body":"endorsements on a workers'"},{"speaker":"LUKE MAGNAN","startTime":1510.44,"endTime":1513.35,"body":"comp or a GL policy,"},{"speaker":"LUKE MAGNAN","startTime":1510.44,"endTime":1513.35,"body":"that's something"},{"speaker":"LUKE MAGNAN","startTime":1513.35,"endTime":1515.99,"body":"that feels like it should"},{"speaker":"LUKE MAGNAN","startTime":1513.35,"endTime":1515.99,"body":"come in at a much lower price"},{"speaker":"LUKE MAGNAN","startTime":1515.99,"endTime":1517.972,"body":"than what it comes in today."},{"speaker":"REID HOLZWORTH","startTime":1517.972,"endTime":1519.43,"body":"That's interesting."},{"speaker":"REID HOLZWORTH","startTime":1519.43,"endTime":1521.99,"body":"So I want to dig into this."},{"speaker":"REID HOLZWORTH","startTime":1521.99,"endTime":1525.1,"body":"But before we do, so"},{"speaker":"REID HOLZWORTH","startTime":1521.99,"endTime":1525.1,"body":"basically for the listeners,"},{"speaker":"REID 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a"},{"speaker":"REID HOLZWORTH","startTime":1538.9,"endTime":1540.55,"body":"few of the systems"},{"speaker":"REID HOLZWORTH","startTime":1540.55,"endTime":1543.34,"body":"that you mostly work on"},{"speaker":"REID HOLZWORTH","startTime":1540.55,"endTime":1543.34,"body":"at Combined Ratio today,"},{"speaker":"REID HOLZWORTH","startTime":1543.34,"endTime":1544.3,"body":"what would they be?"},{"speaker":"REID HOLZWORTH","startTime":1544.3,"endTime":1546.19,"body":"Like policy systems?"},{"speaker":"REID HOLZWORTH","startTime":1546.19,"endTime":1548.11,"body":"Like are you working"},{"speaker":"REID HOLZWORTH","startTime":1546.19,"endTime":1548.11,"body":"on Salesforce?"},{"speaker":"REID HOLZWORTH","startTime":1548.11,"endTime":1550.67,"body":"So like most of what you do--"},{"speaker":"REID HOLZWORTH","startTime":1550.67,"endTime":1551.17,"body":"Yeah."},{"speaker":"LUKE MAGNAN","startTime":1551.17,"endTime":1554.89,"body":"Most of what we"},{"speaker":"LUKE 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if"},{"speaker":"LUKE MAGNAN","startTime":1613.86,"endTime":1616.5,"body":"you look at the big vendors"},{"speaker":"LUKE MAGNAN","startTime":1616.5,"endTime":1618.21,"body":"out there and they've"},{"speaker":"LUKE MAGNAN","startTime":1616.5,"endTime":1618.21,"body":"got their templates"},{"speaker":"LUKE MAGNAN","startTime":1618.21,"endTime":1619.627,"body":"and they've got"},{"speaker":"LUKE MAGNAN","startTime":1618.21,"endTime":1619.627,"body":"their constraints,"},{"speaker":"LUKE MAGNAN","startTime":1619.627,"endTime":1623.79,"body":"and you're like this isn't going"},{"speaker":"LUKE MAGNAN","startTime":1619.627,"endTime":1623.79,"body":"to make sense, our product,"},{"speaker":"LUKE MAGNAN","startTime":1623.79,"endTime":1626.82,"body":"it's built to be"},{"speaker":"LUKE MAGNAN","startTime":1623.79,"endTime":1626.82,"body":"able to easily model"},{"speaker":"LUKE MAGNAN","startTime":1626.82,"endTime":1629.44,"body":"any risk and any workflow."},{"speaker":"LUKE 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MAGNAN","startTime":1656.14,"endTime":1658.54,"body":"right there, number one."},{"speaker":"LUKE MAGNAN","startTime":1658.54,"endTime":1661.503,"body":"Number two is, if you"},{"speaker":"LUKE MAGNAN","startTime":1658.54,"endTime":1661.503,"body":"need something low cost--"},{"speaker":"LUKE MAGNAN","startTime":1661.503,"endTime":1662.92,"body":"like if you're"},{"speaker":"LUKE MAGNAN","startTime":1661.503,"endTime":1662.92,"body":"testing the market,"},{"speaker":"LUKE MAGNAN","startTime":1662.92,"endTime":1664.84,"body":"if you're just out to"},{"speaker":"LUKE MAGNAN","startTime":1662.92,"endTime":1664.84,"body":"market for something"},{"speaker":"LUKE MAGNAN","startTime":1664.84,"endTime":1666.7,"body":"and you're trying to"},{"speaker":"LUKE MAGNAN","startTime":1664.84,"endTime":1666.7,"body":"get a feel for what"},{"speaker":"LUKE MAGNAN","startTime":1666.7,"endTime":1668.825,"body":"this is going to look like"},{"speaker":"LUKE 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MAGNAN","startTime":1692.44,"endTime":1693.982,"body":"and feel out what"},{"speaker":"LUKE MAGNAN","startTime":1692.44,"endTime":1693.982,"body":"you want before you"},{"speaker":"LUKE MAGNAN","startTime":1693.982,"endTime":1697.272,"body":"make a much bigger"},{"speaker":"LUKE MAGNAN","startTime":1693.982,"endTime":1697.272,"body":"investment in something else."},{"speaker":"REID HOLZWORTH","startTime":1697.272,"endTime":1698.73,"body":"That's interesting."},{"speaker":"REID HOLZWORTH","startTime":1698.73,"endTime":1702.54,"body":"Was it a strategic decision"},{"speaker":"REID HOLZWORTH","startTime":1698.73,"endTime":1702.54,"body":"to focus on that specialty"},{"speaker":"REID HOLZWORTH","startTime":1702.54,"endTime":1703.29,"body":"side of the house?"},{"speaker":"REID HOLZWORTH","startTime":1703.29,"endTime":1706.17,"body":"Or did you just kind"},{"speaker":"REID HOLZWORTH","startTime":1703.29,"endTime":1706.17,"body":"of in battling it out"},{"speaker":"REID HOLZWORTH","startTime":1706.17,"endTime":1709.17,"body":"in these large carriers and"},{"speaker":"REID HOLZWORTH","startTime":1706.17,"endTime":1709.17,"body":"whatnot or just carriers"},{"speaker":"REID HOLZWORTH","startTime":1709.17,"endTime":1710.73,"body":"generally?"},{"speaker":"REID HOLZWORTH","startTime":1710.73,"endTime":1714.18,"body":"Just ground was"},{"speaker":"REID HOLZWORTH","startTime":1710.73,"endTime":1714.18,"body":"soft there for you"},{"speaker":"REID HOLZWORTH","startTime":1714.18,"endTime":1717.57,"body":"and you started to develop"},{"speaker":"REID HOLZWORTH","startTime":1714.18,"endTime":1717.57,"body":"a reputation within that?"},{"speaker":"REID HOLZWORTH","startTime":1717.57,"endTime":1720.21,"body":"Because I would assume"},{"speaker":"REID HOLZWORTH","startTime":1717.57,"endTime":1720.21,"body":"it's hard to really compete"},{"speaker":"REID HOLZWORTH","startTime":1720.21,"endTime":1723.653,"body":"with some of those big, big,"},{"speaker":"REID HOLZWORTH","startTime":1720.21,"endTime":1723.653,"body":"big, big, big SI relationships."},{"speaker":"LUKE MAGNAN","startTime":1723.653,"endTime":1725.07,"body":"That's"},{"speaker":"LUKE MAGNAN","startTime":1723.653,"endTime":1725.07,"body":"exactly right."},{"speaker":"LUKE MAGNAN","startTime":1725.07,"endTime":1727.05,"body":"I'll tell you, while"},{"speaker":"LUKE MAGNAN","startTime":1725.07,"endTime":1727.05,"body":"there are vendors"},{"speaker":"LUKE MAGNAN","startTime":1727.05,"endTime":1729.63,"body":"that we work with"},{"speaker":"LUKE MAGNAN","startTime":1727.05,"endTime":1729.63,"body":"on an SI basis,"},{"speaker":"LUKE MAGNAN","startTime":1729.63,"endTime":1734.04,"body":"we've typically stayed away"},{"speaker":"LUKE MAGNAN","startTime":1729.63,"endTime":1734.04,"body":"from getting into the big SI"},{"speaker":"LUKE MAGNAN","startTime":1734.04,"endTime":1736.56,"body":"game with the big core systems."},{"speaker":"LUKE 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get some of that"},{"speaker":"LUKE MAGNAN","startTime":1750.45,"endTime":1752.16,"body":"in for the easier business."},{"speaker":"LUKE MAGNAN","startTime":1752.16,"endTime":1756.52,"body":"So that excess and surplus"},{"speaker":"LUKE MAGNAN","startTime":1752.16,"endTime":1756.52,"body":"specialty market stuff, it just"},{"speaker":"LUKE MAGNAN","startTime":1756.52,"endTime":1757.97,"body":"sort of naturally came to us."},{"speaker":"LUKE MAGNAN","startTime":1757.97,"endTime":1760.06,"body":"So again, we're"},{"speaker":"LUKE MAGNAN","startTime":1757.97,"endTime":1760.06,"body":"differentiating ourselves"},{"speaker":"LUKE MAGNAN","startTime":1760.06,"endTime":1765.07,"body":"based on being industry people,"},{"speaker":"LUKE MAGNAN","startTime":1760.06,"endTime":1765.07,"body":"where we hire our industry"},{"speaker":"LUKE MAGNAN","startTime":1765.07,"endTime":1766.54,"body":"expertise here in the States."},{"speaker":"LUKE MAGNAN","startTime":1766.54,"endTime":1769.33,"body":"We've gotten very senior,"},{"speaker":"LUKE MAGNAN","startTime":1766.54,"endTime":1769.33,"body":"very well respected people."},{"speaker":"LUKE MAGNAN","startTime":1769.33,"endTime":1771.13,"body":"And you need those"},{"speaker":"LUKE MAGNAN","startTime":1769.33,"endTime":1771.13,"body":"type of people"},{"speaker":"LUKE MAGNAN","startTime":1771.13,"endTime":1775.84,"body":"for the more complicated, not"},{"speaker":"LUKE MAGNAN","startTime":1771.13,"endTime":1775.84,"body":"cookie-cutter business cases"},{"speaker":"LUKE MAGNAN","startTime":1775.84,"endTime":1776.36,"body":"out there."},{"speaker":"LUKE MAGNAN","startTime":1776.36,"endTime":1779.105,"body":"So I think it naturally"},{"speaker":"LUKE MAGNAN","startTime":1776.36,"endTime":1779.105,"body":"evolved that way."},{"speaker":"REID HOLZWORTH","startTime":1779.105,"endTime":1779.98,"body":"Yeah."},{"speaker":"REID HOLZWORTH","startTime":1779.98,"endTime":1780.938,"body":"No, that's interesting."},{"speaker":"REID HOLZWORTH","startTime":1780.938,"endTime":1784.21,"body":"So going back to, hey, I'm"},{"speaker":"REID HOLZWORTH","startTime":1780.938,"endTime":1784.21,"body":"building a policy system."},{"speaker":"REID HOLZWORTH","startTime":1784.21,"endTime":1787.18,"body":"I've built it, and I'm"},{"speaker":"REID HOLZWORTH","startTime":1784.21,"endTime":1787.18,"body":"going to give it away."},{"speaker":"REID HOLZWORTH","startTime":1787.18,"endTime":1792.603,"body":"And now, will you allow other"},{"speaker":"REID HOLZWORTH","startTime":1787.18,"endTime":1792.603,"body":"people to wrench on the system?"},{"speaker":"REID HOLZWORTH","startTime":1792.603,"endTime":1793.27,"body":"Will you allow--"},{"speaker":"LUKE MAGNAN","startTime":1793.27,"endTime":1793.6,"body":"Yeah."},{"speaker":"REID HOLZWORTH","startTime":1793.6,"endTime":1794.933,"body":"--other vendors?"},{"speaker":"REID HOLZWORTH","startTime":1794.933,"endTime":1797.47,"body":"And so you're not"},{"speaker":"REID HOLZWORTH","startTime":1794.933,"endTime":1797.47,"body":"just like holding it,"},{"speaker":"REID HOLZWORTH","startTime":1797.47,"endTime":1799.468,"body":"hey, only us can do work on it."},{"speaker":"REID HOLZWORTH","startTime":1799.468,"endTime":1800.26,"body":"This kind of thing."},{"speaker":"REID HOLZWORTH","startTime":1800.26,"endTime":1801.86,"body":"It's, hey, here you go."},{"speaker":"LUKE MAGNAN","startTime":1801.86,"endTime":1804.59,"body":"So again, it's"},{"speaker":"LUKE MAGNAN","startTime":1801.86,"endTime":1804.59,"body":"early days on this for us."},{"speaker":"LUKE MAGNAN","startTime":1804.59,"endTime":1807.04,"body":"But the important thing,"},{"speaker":"LUKE MAGNAN","startTime":1804.59,"endTime":1807.04,"body":"I'll want it out there."},{"speaker":"LUKE MAGNAN","startTime":1807.04,"endTime":1808.27,"body":"I want it for free, right?"},{"speaker":"LUKE MAGNAN","startTime":1808.27,"endTime":1810.94,"body":"I want a one button"},{"speaker":"LUKE 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MAGNAN","startTime":1835.78,"endTime":1837.54,"body":"some not-for-profit"},{"speaker":"LUKE MAGNAN","startTime":1835.78,"endTime":1837.54,"body":"organization."},{"speaker":"LUKE MAGNAN","startTime":1837.54,"endTime":1840.74,"body":"And we've got a few"},{"speaker":"LUKE MAGNAN","startTime":1837.54,"endTime":1840.74,"body":"institutions of higher education"},{"speaker":"LUKE MAGNAN","startTime":1840.74,"endTime":1842.6,"body":"or there's a few"},{"speaker":"LUKE MAGNAN","startTime":1840.74,"endTime":1842.6,"body":"good not-for-profits"},{"speaker":"LUKE MAGNAN","startTime":1842.6,"endTime":1845.93,"body":"to be able to take it and do"},{"speaker":"LUKE MAGNAN","startTime":1842.6,"endTime":1845.93,"body":"just some level of shepherding"},{"speaker":"LUKE MAGNAN","startTime":1845.93,"endTime":1846.45,"body":"around it."},{"speaker":"LUKE MAGNAN","startTime":1846.45,"endTime":1849.68,"body":"So here's what absolutely--"},{"speaker":"LUKE 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MAGNAN","startTime":1859.04,"endTime":1862.07,"body":"Where we just want to be careful"},{"speaker":"LUKE MAGNAN","startTime":1859.04,"endTime":1862.07,"body":"is, if people build cool stuff"},{"speaker":"LUKE MAGNAN","startTime":1862.07,"endTime":1864.05,"body":"and they want to bring"},{"speaker":"LUKE MAGNAN","startTime":1862.07,"endTime":1864.05,"body":"it back into the product"},{"speaker":"LUKE MAGNAN","startTime":1864.05,"endTime":1866.24,"body":"or, again, donate"},{"speaker":"LUKE MAGNAN","startTime":1864.05,"endTime":1866.24,"body":"to the industry,"},{"speaker":"LUKE MAGNAN","startTime":1866.24,"endTime":1868.395,"body":"we want people to"},{"speaker":"LUKE MAGNAN","startTime":1866.24,"endTime":1868.395,"body":"have that capability."},{"speaker":"LUKE MAGNAN","startTime":1868.395,"endTime":1870.02,"body":"We just want to be"},{"speaker":"LUKE MAGNAN","startTime":1868.395,"endTime":1870.02,"body":"a little bit mindful"},{"speaker":"LUKE 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around that."},{"speaker":"REID HOLZWORTH","startTime":1882.97,"endTime":1884.68,"body":"That's pretty cool, man."},{"speaker":"REID HOLZWORTH","startTime":1884.68,"endTime":1885.79,"body":"That's really cool."},{"speaker":"LUKE MAGNAN","startTime":1885.79,"endTime":1886.33,"body":"You know what?"},{"speaker":"LUKE MAGNAN","startTime":1886.33,"endTime":1886.84,"body":"It's different."},{"speaker":"LUKE MAGNAN","startTime":1886.84,"endTime":1887.34,"body":"Like."},{"speaker":"LUKE MAGNAN","startTime":1887.34,"endTime":1888.725,"body":"It's all level."},{"speaker":"LUKE MAGNAN","startTime":1888.725,"endTime":1889.6,"body":"we're sitting around."},{"speaker":"LUKE MAGNAN","startTime":1889.6,"endTime":1891.85,"body":"We got this product,"},{"speaker":"LUKE MAGNAN","startTime":1889.6,"endTime":1891.85,"body":"and it's like we always"},{"speaker":"LUKE MAGNAN","startTime":1891.85,"endTime":1895.71,"body":"said that we were going to"},{"speaker":"LUKE MAGNAN","startTime":1891.85,"endTime":1895.71,"body":"do this company differently."},{"speaker":"LUKE MAGNAN","startTime":1895.71,"endTime":1897.46,"body":"we weren't going to"},{"speaker":"LUKE MAGNAN","startTime":1895.71,"endTime":1897.46,"body":"preside over failures."},{"speaker":"LUKE MAGNAN","startTime":1897.46,"endTime":1899.043,"body":"We weren't going to"},{"speaker":"LUKE MAGNAN","startTime":1897.46,"endTime":1899.043,"body":"do the same things"},{"speaker":"LUKE MAGNAN","startTime":1899.043,"endTime":1901.81,"body":"that all the other insurance"},{"speaker":"LUKE MAGNAN","startTime":1899.043,"endTime":1901.81,"body":"software companies did before."},{"speaker":"LUKE MAGNAN","startTime":1901.81,"endTime":1904.06,"body":"But when you get into it and"},{"speaker":"LUKE MAGNAN","startTime":1901.81,"endTime":1904.06,"body":"you're dealing in the day"},{"speaker":"LUKE MAGNAN","startTime":1904.06,"endTime":1906.73,"body":"to day, and it's about making"},{"speaker":"LUKE MAGNAN","startTime":1904.06,"endTime":1906.73,"body":"sure you know money's coming in"},{"speaker":"LUKE MAGNAN","startTime":1906.73,"endTime":1910.66,"body":"and payroll is getting met,"},{"speaker":"LUKE MAGNAN","startTime":1906.73,"endTime":1910.66,"body":"it's easy to lose sight of that."},{"speaker":"LUKE MAGNAN","startTime":1910.66,"endTime":1912.13,"body":"So the end of this"},{"speaker":"LUKE MAGNAN","startTime":1910.66,"endTime":1912.13,"body":"last year, maybe"},{"speaker":"LUKE MAGNAN","startTime":1912.13,"endTime":1914.44,"body":"beginning of fourth"},{"speaker":"LUKE MAGNAN","startTime":1912.13,"endTime":1914.44,"body":"quarter last year,"},{"speaker":"LUKE MAGNAN","startTime":1914.44,"endTime":1916.51,"body":"we're like we've got"},{"speaker":"LUKE MAGNAN","startTime":1914.44,"endTime":1916.51,"body":"these two assets."},{"speaker":"LUKE MAGNAN","startTime":1916.51,"endTime":1919.25,"body":"We got to make a move on what"},{"speaker":"LUKE MAGNAN","startTime":1916.51,"endTime":1919.25,"body":"we're going to do with them."},{"speaker":"LUKE MAGNAN","startTime":1919.25,"endTime":1920.92,"body":"And it's like this"},{"speaker":"LUKE MAGNAN","startTime":1919.25,"endTime":1920.92,"body":"is just the best"},{"speaker":"LUKE MAGNAN","startTime":1920.92,"endTime":1926.42,"body":"opportunity to do something"},{"speaker":"LUKE MAGNAN","startTime":1920.92,"endTime":1926.42,"body":"that other people aren't doing."},{"speaker":"LUKE MAGNAN","startTime":1926.42,"endTime":1928.57,"body":"And, honestly, Reid, maybe"},{"speaker":"LUKE MAGNAN","startTime":1926.42,"endTime":1928.57,"body":"we're going to do it,"},{"speaker":"LUKE MAGNAN","startTime":1928.57,"endTime":1930.64,"body":"and no one's interested, and"},{"speaker":"LUKE MAGNAN","startTime":1928.57,"endTime":1930.64,"body":"it becomes like a big humbling"},{"speaker":"LUKE MAGNAN","startTime":1930.64,"endTime":1931.27,"body":"moment."},{"speaker":"LUKE MAGNAN","startTime":1931.27,"endTime":1935.23,"body":"But it seems like there's"},{"speaker":"LUKE MAGNAN","startTime":1931.27,"endTime":1935.23,"body":"low risk in at least trying."},{"speaker":"LUKE MAGNAN","startTime":1935.23,"endTime":1941.53,"body":"And, again, this is related to--"},{"speaker":"LUKE MAGNAN","startTime":1935.23,"endTime":1941.53,"body":"even just for our core services"},{"speaker":"LUKE MAGNAN","startTime":1941.53,"endTime":1948.13,"body":"business, the best work we do is"},{"speaker":"LUKE MAGNAN","startTime":1941.53,"endTime":1948.13,"body":"with relationships that we have"},{"speaker":"LUKE MAGNAN","startTime":1948.13,"endTime":1952.12,"body":"as opposed to just strangers"},{"speaker":"LUKE MAGNAN","startTime":1948.13,"endTime":1952.12,"body":"that we've convinced"},{"speaker":"LUKE MAGNAN","startTime":1952.12,"endTime":1953.66,"body":"to buy things from us."},{"speaker":"LUKE MAGNAN","startTime":1953.66,"endTime":1956.74,"body":"And so, I think that"},{"speaker":"LUKE MAGNAN","startTime":1953.66,"endTime":1956.74,"body":"this is the year where"},{"speaker":"LUKE MAGNAN","startTime":1956.74,"endTime":1961.03,"body":"we're less interested in doing"},{"speaker":"LUKE MAGNAN","startTime":1956.74,"endTime":1961.03,"body":"some of the typical sales"},{"speaker":"LUKE MAGNAN","startTime":1961.03,"endTime":1962.11,"body":"and marketing things."},{"speaker":"LUKE MAGNAN","startTime":1962.11,"endTime":1963.82,"body":"And I think that we're more"},{"speaker":"LUKE MAGNAN","startTime":1962.11,"endTime":1963.82,"body":"interested in investing"},{"speaker":"LUKE MAGNAN","startTime":1963.82,"endTime":1965.65,"body":"in building credibility"},{"speaker":"LUKE MAGNAN","startTime":1963.82,"endTime":1965.65,"body":"in the industry"},{"speaker":"LUKE MAGNAN","startTime":1965.65,"endTime":1968.11,"body":"and becoming a part"},{"speaker":"LUKE MAGNAN","startTime":1965.65,"endTime":1968.11,"body":"of the organization--"},{"speaker":"LUKE MAGNAN","startTime":1968.11,"endTime":1971.23,"body":"sorry-- becoming a part of the"},{"speaker":"LUKE MAGNAN","startTime":1968.11,"endTime":1971.23,"body":"conversation as a better way"},{"speaker":"LUKE MAGNAN","startTime":1971.23,"endTime":1972.37,"body":"to drive revenue."},{"speaker":"LUKE MAGNAN","startTime":1972.37,"endTime":1974.95,"body":"And I don't want to become"},{"speaker":"LUKE MAGNAN","startTime":1972.37,"endTime":1974.95,"body":"part of the conversation"},{"speaker":"LUKE MAGNAN","startTime":1974.95,"endTime":1980.39,"body":"by talking about AI or"},{"speaker":"LUKE MAGNAN","startTime":1974.95,"endTime":1980.39,"body":"blockchain ledgers or anything"},{"speaker":"LUKE MAGNAN","startTime":1980.39,"endTime":1980.89,"body":"like that."},{"speaker":"LUKE MAGNAN","startTime":1980.89,"endTime":1982.973,"body":"It feels like this is just"},{"speaker":"LUKE MAGNAN","startTime":1980.89,"endTime":1982.973,"body":"a more meaningful thing"},{"speaker":"LUKE MAGNAN","startTime":1982.973,"endTime":1987.28,"body":"we can do that is closer to"},{"speaker":"LUKE MAGNAN","startTime":1982.973,"endTime":1987.28,"body":"actual pain points than some"},{"speaker":"LUKE MAGNAN","startTime":1987.28,"endTime":1990.915,"body":"of the other"},{"speaker":"LUKE MAGNAN","startTime":1987.28,"endTime":1990.915,"body":"conversation out there."},{"speaker":"REID HOLZWORTH","startTime":1990.915,"endTime":1992.29,"body":"It's interesting."},{"speaker":"REID HOLZWORTH","startTime":1992.29,"endTime":1995.56,"body":"so many services"},{"speaker":"REID HOLZWORTH","startTime":1992.29,"endTime":1995.56,"body":"companies out there"},{"speaker":"REID HOLZWORTH","startTime":1995.56,"endTime":2002.55,"body":"have tried to become software"},{"speaker":"REID HOLZWORTH","startTime":1995.56,"endTime":2002.55,"body":"companies by building products."},{"speaker":"REID HOLZWORTH","startTime":2002.55,"endTime":2005.55,"body":"a lot of it is pushed"},{"speaker":"REID HOLZWORTH","startTime":2002.55,"endTime":2005.55,"body":"by their ownership,"},{"speaker":"REID HOLZWORTH","startTime":2005.55,"endTime":2006.84,"body":"the investors in the business."},{"speaker":"REID HOLZWORTH","startTime":2006.84,"endTime":2011.07,"body":"Because we both know that"},{"speaker":"REID HOLZWORTH","startTime":2006.84,"endTime":2011.07,"body":"the valuation of software,"},{"speaker":"REID HOLZWORTH","startTime":2011.07,"endTime":2014.49,"body":"especially SaaS software, is"},{"speaker":"REID HOLZWORTH","startTime":2011.07,"endTime":2014.49,"body":"way different than a services"},{"speaker":"REID HOLZWORTH","startTime":2014.49,"endTime":2015.18,"body":"company."},{"speaker":"REID HOLZWORTH","startTime":2015.18,"endTime":2020.04,"body":"In your case, you and"},{"speaker":"REID HOLZWORTH","startTime":2015.18,"endTime":2020.04,"body":"your co-founder you guys"},{"speaker":"REID HOLZWORTH","startTime":2020.04,"endTime":2023.137,"body":"bootstrapped this with, like"},{"speaker":"REID HOLZWORTH","startTime":2020.04,"endTime":2023.137,"body":"you said, literally nothing."},{"speaker":"REID HOLZWORTH","startTime":2023.137,"endTime":2024.22,"body":"But you guys started this."},{"speaker":"REID HOLZWORTH","startTime":2024.22,"endTime":2026.43,"body":"And so you don't"},{"speaker":"REID HOLZWORTH","startTime":2024.22,"endTime":2026.43,"body":"have people that"},{"speaker":"REID HOLZWORTH","startTime":2026.43,"endTime":2030.24,"body":"are pushing you to do this"},{"speaker":"REID HOLZWORTH","startTime":2026.43,"endTime":2030.24,"body":"thing to drive a higher"},{"speaker":"REID HOLZWORTH","startTime":2030.24,"endTime":2033.93,"body":"valuation that may"},{"speaker":"REID HOLZWORTH","startTime":2030.24,"endTime":2033.93,"body":"be kind of unnatural"},{"speaker":"REID HOLZWORTH","startTime":2033.93,"endTime":2035.31,"body":"for you and your business."},{"speaker":"REID HOLZWORTH","startTime":2035.31,"endTime":2037.268,"body":"Because, by the way, for"},{"speaker":"REID HOLZWORTH","startTime":2035.31,"endTime":2037.268,"body":"those that don't know,"},{"speaker":"REID HOLZWORTH","startTime":2037.268,"endTime":2038.49,"body":"that is not ever--"},{"speaker":"REID HOLZWORTH","startTime":2038.49,"endTime":2039.848,"body":"I don't an example--"},{"speaker":"REID HOLZWORTH","startTime":2039.848,"endTime":2042.39,"body":"and I'm sure they're out there"},{"speaker":"REID HOLZWORTH","startTime":2039.848,"endTime":2042.39,"body":"but at least in our industry--"},{"speaker":"REID HOLZWORTH","startTime":2042.39,"endTime":2045.81,"body":"where that has actually worked."},{"speaker":"REID HOLZWORTH","startTime":2045.81,"endTime":2046.98,"body":"Right?"},{"speaker":"LUKE MAGNAN","startTime":2046.98,"endTime":2049.29,"body":"But, Reid,"},{"speaker":"LUKE MAGNAN","startTime":2046.98,"endTime":2049.29,"body":"I couldn't agree more."},{"speaker":"LUKE MAGNAN","startTime":2049.29,"endTime":2050.59,"body":"let's all calm down."},{"speaker":"LUKE MAGNAN","startTime":2050.59,"endTime":2052.659,"body":"Our interest in"},{"speaker":"LUKE MAGNAN","startTime":2050.59,"endTime":2052.659,"body":"building products"},{"speaker":"LUKE MAGNAN","startTime":2052.659,"endTime":2057.31,"body":"is because of a potential"},{"speaker":"LUKE MAGNAN","startTime":2052.659,"endTime":2057.31,"body":"future valuation for an exit"},{"speaker":"LUKE MAGNAN","startTime":2057.31,"endTime":2057.82,"body":"out there."},{"speaker":"LUKE MAGNAN","startTime":2057.82,"endTime":2061.36,"body":"And I'll tell you our"},{"speaker":"LUKE MAGNAN","startTime":2057.82,"endTime":2061.36,"body":"pivot, our pivot was--"},{"speaker":"LUKE MAGNAN","startTime":2061.36,"endTime":2062.65,"body":"I don't know."},{"speaker":"LUKE MAGNAN","startTime":2062.65,"endTime":2065.62,"body":"We're still mid 40s."},{"speaker":"LUKE MAGNAN","startTime":2065.62,"endTime":2069.19,"body":"I just think we're so much"},{"speaker":"LUKE MAGNAN","startTime":2065.62,"endTime":2069.19,"body":"less interested in an exit,"},{"speaker":"LUKE MAGNAN","startTime":2069.19,"endTime":2071.32,"body":"and it changed all the math."},{"speaker":"LUKE MAGNAN","startTime":2071.32,"endTime":2073.48,"body":"Then we've had a"},{"speaker":"LUKE MAGNAN","startTime":2071.32,"endTime":2073.48,"body":"couple conversations."},{"speaker":"LUKE MAGNAN","startTime":2073.48,"endTime":2077.147,"body":"It's all about getting"},{"speaker":"LUKE MAGNAN","startTime":2073.48,"endTime":2077.147,"body":"the things to look right"},{"speaker":"LUKE MAGNAN","startTime":2077.147,"endTime":2079.48,"body":"and to be able to say, well,"},{"speaker":"LUKE MAGNAN","startTime":2077.147,"endTime":2079.48,"body":"this is how much we'd want."},{"speaker":"LUKE MAGNAN","startTime":2079.48,"endTime":2081.67,"body":"How can we justify a valuation?"},{"speaker":"LUKE MAGNAN","startTime":2081.67,"endTime":2085.6,"body":"what are the multiples"},{"speaker":"LUKE MAGNAN","startTime":2081.67,"endTime":2085.6,"body":"on subscription revenue"},{"speaker":"LUKE MAGNAN","startTime":2085.6,"endTime":2086.51,"body":"versus anything else?"},{"speaker":"LUKE MAGNAN","startTime":2086.51,"endTime":2089.32,"body":"And, at some point, it"},{"speaker":"LUKE MAGNAN","startTime":2086.51,"endTime":2089.32,"body":"just felt so separate"},{"speaker":"LUKE MAGNAN","startTime":2089.32,"endTime":2093.909,"body":"from the actual work of making"},{"speaker":"LUKE MAGNAN","startTime":2089.32,"endTime":2093.909,"body":"insurers' lives better, which"},{"speaker":"LUKE MAGNAN","startTime":2093.909,"endTime":2095.409,"body":"is why they give us the money."},{"speaker":"LUKE MAGNAN","startTime":2095.409,"endTime":2096.34,"body":"And we just said, you know what?"},{"speaker":"LUKE MAGNAN","startTime":2096.34,"endTime":2098.632,"body":"Let's just focus on the money"},{"speaker":"LUKE MAGNAN","startTime":2096.34,"endTime":2098.632,"body":"that's coming in the door"},{"speaker":"LUKE MAGNAN","startTime":2098.632,"endTime":2101.32,"body":"and less worried about"},{"speaker":"LUKE MAGNAN","startTime":2098.632,"endTime":2101.32,"body":"this hypothetical exit"},{"speaker":"LUKE MAGNAN","startTime":2101.32,"endTime":2104.63,"body":"we might make based on these"},{"speaker":"LUKE MAGNAN","startTime":2101.32,"endTime":2104.63,"body":"valuations for these products."},{"speaker":"LUKE MAGNAN","startTime":2104.63,"endTime":2107.11,"body":"And so, yeah, I mean guess"},{"speaker":"LUKE MAGNAN","startTime":2104.63,"endTime":2107.11,"body":"that that's why we're here."},{"speaker":"LUKE MAGNAN","startTime":2107.11,"endTime":2111.04,"body":"It's a logical conclusion"},{"speaker":"LUKE MAGNAN","startTime":2107.11,"endTime":2111.04,"body":"to us stepping off"},{"speaker":"LUKE MAGNAN","startTime":2111.04,"endTime":2114.01,"body":"the path that you mentioned,"},{"speaker":"LUKE MAGNAN","startTime":2111.04,"endTime":2114.01,"body":"which I agree with you,"},{"speaker":"LUKE MAGNAN","startTime":2114.01,"endTime":2116.087,"body":"rarely works."},{"speaker":"REID HOLZWORTH","startTime":2116.087,"endTime":2117.67,"body":"It's"},{"speaker":"REID HOLZWORTH","startTime":2116.087,"endTime":2117.67,"body":"pretty cool, man."},{"speaker":"REID HOLZWORTH","startTime":2117.67,"endTime":2121.65,"body":"It's very free for you to"},{"speaker":"REID HOLZWORTH","startTime":2117.67,"endTime":2121.65,"body":"be able to run your business"},{"speaker":"REID HOLZWORTH","startTime":2121.65,"endTime":2124.15,"body":"the way you want to run your"},{"speaker":"REID HOLZWORTH","startTime":2121.65,"endTime":2124.15,"body":"business, you and your partner,"},{"speaker":"REID HOLZWORTH","startTime":2124.15,"endTime":2128.08,"body":"as opposed to the way that"},{"speaker":"REID HOLZWORTH","startTime":2124.15,"endTime":2128.08,"body":"the board and the investors"},{"speaker":"REID HOLZWORTH","startTime":2128.08,"endTime":2130.09,"body":"and everybody that's"},{"speaker":"REID HOLZWORTH","startTime":2128.08,"endTime":2130.09,"body":"invested their money in."},{"speaker":"REID HOLZWORTH","startTime":2130.09,"endTime":2132.7,"body":"And it's not to say that"},{"speaker":"REID HOLZWORTH","startTime":2130.09,"endTime":2132.7,"body":"any of them are wrong."},{"speaker":"REID HOLZWORTH","startTime":2132.7,"endTime":2134.59,"body":"They just want a return"},{"speaker":"REID HOLZWORTH","startTime":2132.7,"endTime":2134.59,"body":"on their investment."},{"speaker":"REID HOLZWORTH","startTime":2134.59,"endTime":2136.27,"body":"but you're saying,"},{"speaker":"REID HOLZWORTH","startTime":2134.59,"endTime":2136.27,"body":"look man, this"},{"speaker":"REID HOLZWORTH","startTime":2136.27,"endTime":2138.97,"body":"is more of a lifestyle"},{"speaker":"REID HOLZWORTH","startTime":2136.27,"endTime":2138.97,"body":"business right now for us."},{"speaker":"REID HOLZWORTH","startTime":2138.97,"endTime":2141.07,"body":"And we want to keep"},{"speaker":"REID HOLZWORTH","startTime":2138.97,"endTime":2141.07,"body":"doing what we're doing."},{"speaker":"REID HOLZWORTH","startTime":2141.07,"endTime":2144.85,"body":"Hey, maybe there's an"},{"speaker":"REID HOLZWORTH","startTime":2141.07,"endTime":2144.85,"body":"exit inside in the future,"},{"speaker":"REID HOLZWORTH","startTime":2144.85,"endTime":2147.55,"body":"but we don't want to"},{"speaker":"REID HOLZWORTH","startTime":2144.85,"endTime":2147.55,"body":"pivot and transform"},{"speaker":"REID HOLZWORTH","startTime":2147.55,"endTime":2152.11,"body":"our business and the way"},{"speaker":"REID HOLZWORTH","startTime":2147.55,"endTime":2152.11,"body":"that we operate it to do so."},{"speaker":"REID HOLZWORTH","startTime":2152.11,"endTime":2153.04,"body":"is that fair?"},{"speaker":"LUKE MAGNAN","startTime":2153.04,"endTime":2153.79,"body":"Yeah."},{"speaker":"LUKE MAGNAN","startTime":2153.79,"endTime":2155.663,"body":"I mean I would say,"},{"speaker":"LUKE MAGNAN","startTime":2153.79,"endTime":2155.663,"body":"listen, it is not"},{"speaker":"LUKE MAGNAN","startTime":2155.663,"endTime":2157.33,"body":"that we don't want"},{"speaker":"LUKE MAGNAN","startTime":2155.663,"endTime":2157.33,"body":"to aggressively scale"},{"speaker":"LUKE MAGNAN","startTime":2157.33,"endTime":2158.467,"body":"and grow and get bigger."},{"speaker":"REID HOLZWORTH","startTime":2158.467,"endTime":2159.55,"body":"Of course."},{"speaker":"LUKE MAGNAN","startTime":2159.55,"endTime":2160.925,"body":"I"},{"speaker":"LUKE MAGNAN","startTime":2159.55,"endTime":2160.925,"body":"think that we want"},{"speaker":"LUKE MAGNAN","startTime":2160.925,"endTime":2164.14,"body":"the money to come from"},{"speaker":"LUKE MAGNAN","startTime":2160.925,"endTime":2164.14,"body":"actual revenue as opposed"},{"speaker":"LUKE MAGNAN","startTime":2164.14,"endTime":2167.98,"body":"to hypothetical"},{"speaker":"LUKE MAGNAN","startTime":2164.14,"endTime":2167.98,"body":"investor revenue."},{"speaker":"LUKE MAGNAN","startTime":2167.98,"endTime":2169.28,"body":"we want to do the thing."},{"speaker":"LUKE MAGNAN","startTime":2169.28,"endTime":2172.63,"body":"So yeah, I mean it's"},{"speaker":"LUKE MAGNAN","startTime":2169.28,"endTime":2172.63,"body":"freeing some days,"},{"speaker":"LUKE MAGNAN","startTime":2172.63,"endTime":2175.54,"body":"and some days, it's terrifying"},{"speaker":"LUKE MAGNAN","startTime":2172.63,"endTime":2175.54,"body":"without that support."},{"speaker":"LUKE MAGNAN","startTime":2175.54,"endTime":2179.32,"body":"I can tell you, this"},{"speaker":"LUKE MAGNAN","startTime":2175.54,"endTime":2179.32,"body":"is a personal thing,"},{"speaker":"LUKE MAGNAN","startTime":2179.32,"endTime":2186.13,"body":"I spend several years quietly"},{"speaker":"LUKE MAGNAN","startTime":2179.32,"endTime":2186.13,"body":"jealous of all the people"},{"speaker":"LUKE MAGNAN","startTime":2186.13,"endTime":2189.67,"body":"that went out and got"},{"speaker":"LUKE MAGNAN","startTime":2186.13,"endTime":2189.67,"body":"good money from good,"},{"speaker":"LUKE MAGNAN","startTime":2189.67,"endTime":2192.97,"body":"you know, angel and"},{"speaker":"LUKE MAGNAN","startTime":2189.67,"endTime":2192.97,"body":"venture firms and became"},{"speaker":"LUKE MAGNAN","startTime":2192.97,"endTime":2197.77,"body":"a part of a community of people"},{"speaker":"LUKE MAGNAN","startTime":2192.97,"endTime":2197.77,"body":"that could help and get you"},{"speaker":"LUKE MAGNAN","startTime":2197.77,"endTime":2200.38,"body":"into the right"},{"speaker":"LUKE MAGNAN","startTime":2197.77,"endTime":2200.38,"body":"conversations and get you"},{"speaker":"LUKE MAGNAN","startTime":2200.38,"endTime":2201.88,"body":"invited to the right parties."},{"speaker":"LUKE MAGNAN","startTime":2201.88,"endTime":2203.14,"body":"We didn't have that."},{"speaker":"LUKE MAGNAN","startTime":2203.14,"endTime":2205.27,"body":"We weren't a part"},{"speaker":"LUKE MAGNAN","startTime":2203.14,"endTime":2205.27,"body":"of an accelerator."},{"speaker":"LUKE MAGNAN","startTime":2205.27,"endTime":2206.68,"body":"We didn't have venture capital."},{"speaker":"LUKE MAGNAN","startTime":2206.68,"endTime":2210.49,"body":"we were never like in"},{"speaker":"LUKE MAGNAN","startTime":2206.68,"endTime":2210.49,"body":"the cool kids' club."},{"speaker":"LUKE MAGNAN","startTime":2210.49,"endTime":2212.77,"body":"and so, I'm still like dealing"},{"speaker":"LUKE MAGNAN","startTime":2210.49,"endTime":2212.77,"body":"with that a little bit,"},{"speaker":"LUKE MAGNAN","startTime":2212.77,"endTime":2214.21,"body":"certainly this environment."},{"speaker":"LUKE MAGNAN","startTime":2214.21,"endTime":2217.34,"body":"It's hopefully showing that"},{"speaker":"LUKE MAGNAN","startTime":2214.21,"endTime":2217.34,"body":"we made some good decisions."},{"speaker":"LUKE MAGNAN","startTime":2217.34,"endTime":2219.07,"body":"But I will just say"},{"speaker":"LUKE MAGNAN","startTime":2217.34,"endTime":2219.07,"body":"I think that there's"},{"speaker":"LUKE MAGNAN","startTime":2219.07,"endTime":2222.28,"body":"tremendous advantage"},{"speaker":"LUKE MAGNAN","startTime":2219.07,"endTime":2222.28,"body":"in being able to have"},{"speaker":"LUKE MAGNAN","startTime":2222.28,"endTime":2225.31,"body":"bored people and this or that"},{"speaker":"LUKE MAGNAN","startTime":2222.28,"endTime":2225.31,"body":"giving you a level of structure"},{"speaker":"LUKE MAGNAN","startTime":2225.31,"endTime":2226.12,"body":"and support."},{"speaker":"LUKE MAGNAN","startTime":2226.12,"endTime":2229.397,"body":"But most days, we're"},{"speaker":"LUKE MAGNAN","startTime":2226.12,"endTime":2229.397,"body":"happy not to have it"},{"speaker":"LUKE MAGNAN","startTime":2229.397,"endTime":2230.98,"body":"and to be able to"},{"speaker":"LUKE MAGNAN","startTime":2229.397,"endTime":2230.98,"body":"do whatever we want,"},{"speaker":"LUKE MAGNAN","startTime":2230.98,"endTime":2232.78,"body":"take the swings that"},{"speaker":"LUKE MAGNAN","startTime":2230.98,"endTime":2232.78,"body":"we want to take."},{"speaker":"LUKE MAGNAN","startTime":2232.78,"endTime":2236.63,"body":"And if something doesn't work,"},{"speaker":"LUKE MAGNAN","startTime":2232.78,"endTime":2236.63,"body":"it was just our time and money."},{"speaker":"LUKE MAGNAN","startTime":2236.63,"endTime":2238.6,"body":"We didn't have to feel"},{"speaker":"LUKE MAGNAN","startTime":2236.63,"endTime":2238.6,"body":"accountable to somebody"},{"speaker":"LUKE MAGNAN","startTime":2238.6,"endTime":2241.93,"body":"else who put their trust"},{"speaker":"LUKE MAGNAN","startTime":2238.6,"endTime":2241.93,"body":"and investment in us."},{"speaker":"LUKE MAGNAN","startTime":2241.93,"endTime":2244.57,"body":"It's really us making"},{"speaker":"LUKE MAGNAN","startTime":2241.93,"endTime":2244.57,"body":"decisions for ourselves"},{"speaker":"LUKE MAGNAN","startTime":2244.57,"endTime":2248.77,"body":"and our employees and our"},{"speaker":"LUKE MAGNAN","startTime":2244.57,"endTime":2248.77,"body":"current customer base."},{"speaker":"REID HOLZWORTH","startTime":2248.77,"endTime":2250.57,"body":"I"},{"speaker":"REID HOLZWORTH","startTime":2248.77,"endTime":2250.57,"body":"think one of the ways"},{"speaker":"REID HOLZWORTH","startTime":2250.57,"endTime":2252.73,"body":"to combat that,"},{"speaker":"REID HOLZWORTH","startTime":2250.57,"endTime":2252.73,"body":"what a lot of people"},{"speaker":"REID HOLZWORTH","startTime":2252.73,"endTime":2255.67,"body":"do that are bootstrapping, they"},{"speaker":"REID HOLZWORTH","startTime":2252.73,"endTime":2255.67,"body":"don't want to really take money"},{"speaker":"REID HOLZWORTH","startTime":2255.67,"endTime":2261.01,"body":"from the street, you build a"},{"speaker":"REID HOLZWORTH","startTime":2255.67,"endTime":2261.01,"body":"really badass advisory board."},{"speaker":"REID HOLZWORTH","startTime":2261.01,"endTime":2263.47,"body":"and then you and then you give"},{"speaker":"REID HOLZWORTH","startTime":2261.01,"endTime":2263.47,"body":"them a piece of the action."},{"speaker":"REID HOLZWORTH","startTime":2263.47,"endTime":2265.1,"body":"You bring them in"},{"speaker":"REID HOLZWORTH","startTime":2263.47,"endTime":2265.1,"body":"to the business."},{"speaker":"REID HOLZWORTH","startTime":2265.1,"endTime":2267.43,"body":"You give a little"},{"speaker":"REID HOLZWORTH","startTime":2265.1,"endTime":2267.43,"body":"piece of ownership."},{"speaker":"REID HOLZWORTH","startTime":2267.43,"endTime":2269.26,"body":"That can be pretty powerful."},{"speaker":"REID HOLZWORTH","startTime":2269.26,"endTime":2271.48,"body":"Have you done any"},{"speaker":"REID HOLZWORTH","startTime":2269.26,"endTime":2271.48,"body":"advisory board stuff?"},{"speaker":"LUKE MAGNAN","startTime":2271.48,"endTime":2273.075,"body":"We have."},{"speaker":"LUKE MAGNAN","startTime":2273.075,"endTime":2274.45,"body":"Of course, we've"},{"speaker":"LUKE MAGNAN","startTime":2273.075,"endTime":2274.45,"body":"got our contacts"},{"speaker":"LUKE MAGNAN","startTime":2274.45,"endTime":2276.96,"body":"and there's people"},{"speaker":"LUKE MAGNAN","startTime":2274.45,"endTime":2276.96,"body":"we ask for advice."},{"speaker":"LUKE MAGNAN","startTime":2276.96,"endTime":2280.14,"body":"At the end of the day,"},{"speaker":"LUKE MAGNAN","startTime":2276.96,"endTime":2280.14,"body":"the services organization,"},{"speaker":"LUKE MAGNAN","startTime":2280.14,"endTime":2283.64,"body":"our customers and the services"},{"speaker":"LUKE MAGNAN","startTime":2280.14,"endTime":2283.64,"body":"organization and the work"},{"speaker":"LUKE MAGNAN","startTime":2283.64,"endTime":2289.4,"body":"there has given us the"},{"speaker":"LUKE MAGNAN","startTime":2283.64,"endTime":2289.4,"body":"best outside opinion"},{"speaker":"LUKE MAGNAN","startTime":2289.4,"endTime":2290.39,"body":"that you could ask for."},{"speaker":"LUKE MAGNAN","startTime":2290.39,"endTime":2292.13,"body":"we are constantly"},{"speaker":"LUKE MAGNAN","startTime":2290.39,"endTime":2292.13,"body":"seeing how they're"},{"speaker":"LUKE MAGNAN","startTime":2292.13,"endTime":2294.86,"body":"testing the market, what's"},{"speaker":"LUKE MAGNAN","startTime":2292.13,"endTime":2294.86,"body":"working what they need from us."},{"speaker":"LUKE MAGNAN","startTime":2294.86,"endTime":2297.44,"body":"we are not building"},{"speaker":"LUKE MAGNAN","startTime":2294.86,"endTime":2297.44,"body":"product in a silo."},{"speaker":"LUKE MAGNAN","startTime":2297.44,"endTime":2300.08,"body":"we are out there in the industry"},{"speaker":"LUKE MAGNAN","startTime":2297.44,"endTime":2300.08,"body":"because of that services work"},{"speaker":"LUKE MAGNAN","startTime":2300.08,"endTime":2300.96,"body":"that we're doing."},{"speaker":"LUKE MAGNAN","startTime":2300.96,"endTime":2303.5,"body":"So I'd say, at some level"},{"speaker":"LUKE MAGNAN","startTime":2300.96,"endTime":2303.5,"body":"from an industry perspective,"},{"speaker":"LUKE MAGNAN","startTime":2303.5,"endTime":2304.86,"body":"we haven't needed it."},{"speaker":"LUKE MAGNAN","startTime":2304.86,"endTime":2307.13,"body":"However, there's"},{"speaker":"LUKE MAGNAN","startTime":2304.86,"endTime":2307.13,"body":"obviously a difference"},{"speaker":"LUKE MAGNAN","startTime":2307.13,"endTime":2308.85,"body":"in a relationship"},{"speaker":"LUKE MAGNAN","startTime":2307.13,"endTime":2308.85,"body":"between someone"},{"speaker":"LUKE MAGNAN","startTime":2308.85,"endTime":2311.81,"body":"on like an advisory board who's"},{"speaker":"LUKE MAGNAN","startTime":2308.85,"endTime":2311.81,"body":"on your side and a customer"},{"speaker":"LUKE MAGNAN","startTime":2311.81,"endTime":2314.42,"body":"and, as contract time"},{"speaker":"LUKE MAGNAN","startTime":2311.81,"endTime":2314.42,"body":"comes, things shift."},{"speaker":"LUKE MAGNAN","startTime":2314.42,"endTime":2317.87,"body":"The other place where an"},{"speaker":"LUKE MAGNAN","startTime":2314.42,"endTime":2317.87,"body":"advisory board would probably"},{"speaker":"LUKE MAGNAN","startTime":2317.87,"endTime":2320.57,"body":"be helpful for us and something"},{"speaker":"LUKE MAGNAN","startTime":2317.87,"endTime":2320.57,"body":"that, again, we've looked into,"},{"speaker":"LUKE MAGNAN","startTime":2320.57,"endTime":2322.22,"body":"we've had some"},{"speaker":"LUKE MAGNAN","startTime":2320.57,"endTime":2322.22,"body":"conversations is just"},{"speaker":"LUKE MAGNAN","startTime":2322.22,"endTime":2324.8,"body":"for the non-industry stuff."},{"speaker":"LUKE MAGNAN","startTime":2324.8,"endTime":2327.32,"body":"but, again, we're"},{"speaker":"LUKE MAGNAN","startTime":2324.8,"endTime":2327.32,"body":"doing it on our own."},{"speaker":"LUKE MAGNAN","startTime":2327.32,"endTime":2331.37,"body":"So we brought on"},{"speaker":"LUKE MAGNAN","startTime":2327.32,"endTime":2331.37,"body":"a CFO last year,"},{"speaker":"LUKE MAGNAN","startTime":2331.37,"endTime":2336.81,"body":"someone that did mergers and"},{"speaker":"LUKE MAGNAN","startTime":2331.37,"endTime":2336.81,"body":"acquisitions for a huge defense"},{"speaker":"LUKE MAGNAN","startTime":2336.81,"endTime":2340.44,"body":"contractor to come in and"},{"speaker":"LUKE MAGNAN","startTime":2336.81,"endTime":2340.44,"body":"help us get the money right,"},{"speaker":"LUKE MAGNAN","startTime":2340.44,"endTime":2342.053,"body":"polish us up, we're"},{"speaker":"LUKE MAGNAN","startTime":2340.44,"endTime":2342.053,"body":"looking right,"},{"speaker":"LUKE MAGNAN","startTime":2342.053,"endTime":2343.47,"body":"making sure we're"},{"speaker":"LUKE MAGNAN","startTime":2342.053,"endTime":2343.47,"body":"making decisions"},{"speaker":"LUKE MAGNAN","startTime":2343.47,"endTime":2345.57,"body":"like adults and not children."},{"speaker":"LUKE MAGNAN","startTime":2345.57,"endTime":2349.26,"body":"We hired somebody from"},{"speaker":"LUKE MAGNAN","startTime":2345.57,"endTime":2349.26,"body":"a large consultancy"},{"speaker":"LUKE MAGNAN","startTime":2349.26,"endTime":2352.983,"body":"with predominantly property"},{"speaker":"LUKE MAGNAN","startTime":2349.26,"endTime":2352.983,"body":"casualty background,"},{"speaker":"LUKE MAGNAN","startTime":2352.983,"endTime":2354.9,"body":"so we're really well"},{"speaker":"LUKE MAGNAN","startTime":2352.983,"endTime":2354.9,"body":"respected in the industry"},{"speaker":"LUKE MAGNAN","startTime":2354.9,"endTime":2360.12,"body":"to come in and really take over"},{"speaker":"LUKE MAGNAN","startTime":2354.9,"endTime":2360.12,"body":"day-to-day operations and some"},{"speaker":"LUKE MAGNAN","startTime":2360.12,"endTime":2361.5,"body":"of the revenue"},{"speaker":"LUKE MAGNAN","startTime":2360.12,"endTime":2361.5,"body":"stuff, to let Mike"},{"speaker":"LUKE MAGNAN","startTime":2361.5,"endTime":2363.19,"body":"and I focus on"},{"speaker":"LUKE MAGNAN","startTime":2361.5,"endTime":2363.19,"body":"some other things."},{"speaker":"LUKE MAGNAN","startTime":2363.19,"endTime":2365.94,"body":"So I guess, what you're"},{"speaker":"LUKE MAGNAN","startTime":2363.19,"endTime":2365.94,"body":"saying makes a ton of sense."},{"speaker":"LUKE MAGNAN","startTime":2365.94,"endTime":2367.44,"body":"We're doing it the"},{"speaker":"LUKE MAGNAN","startTime":2365.94,"endTime":2367.44,"body":"hard way still,"},{"speaker":"LUKE MAGNAN","startTime":2367.44,"endTime":2369.862,"body":"where we're hiring people"},{"speaker":"LUKE MAGNAN","startTime":2367.44,"endTime":2369.862,"body":"and bringing them in."},{"speaker":"LUKE MAGNAN","startTime":2369.862,"endTime":2371.82,"body":"I think we're very close"},{"speaker":"LUKE MAGNAN","startTime":2369.862,"endTime":2371.82,"body":"to an inflection point"},{"speaker":"LUKE MAGNAN","startTime":2371.82,"endTime":2373.74,"body":"though, where we're"},{"speaker":"LUKE MAGNAN","startTime":2371.82,"endTime":2373.74,"body":"probably looking to add"},{"speaker":"LUKE MAGNAN","startTime":2373.74,"endTime":2376.23,"body":"a level of structure outside."},{"speaker":"LUKE MAGNAN","startTime":2376.23,"endTime":2378.75,"body":"And if it's an equity structure"},{"speaker":"LUKE MAGNAN","startTime":2376.23,"endTime":2378.75,"body":"or anything like that,"},{"speaker":"LUKE MAGNAN","startTime":2378.75,"endTime":2381.3,"body":"those are conversations"},{"speaker":"LUKE MAGNAN","startTime":2378.75,"endTime":2381.3,"body":"that we'll have to weigh."},{"speaker":"LUKE MAGNAN","startTime":2381.3,"endTime":2383.393,"body":"But yeah, I mean, I"},{"speaker":"LUKE MAGNAN","startTime":2381.3,"endTime":2383.393,"body":"think that you're right,"},{"speaker":"LUKE MAGNAN","startTime":2383.393,"endTime":2384.81,"body":"that that's something"},{"speaker":"LUKE MAGNAN","startTime":2383.393,"endTime":2384.81,"body":"that we need"},{"speaker":"LUKE MAGNAN","startTime":2384.81,"endTime":2388.05,"body":"to probably move towards"},{"speaker":"LUKE MAGNAN","startTime":2384.81,"endTime":2388.05,"body":"as we get through to 2024"},{"speaker":"LUKE MAGNAN","startTime":2388.05,"endTime":2389.257,"body":"and look towards 2025."},{"speaker":"REID HOLZWORTH","startTime":2389.257,"endTime":2391.59,"body":"The thing"},{"speaker":"REID HOLZWORTH","startTime":2389.257,"endTime":2391.59,"body":"that I've learned in my career"},{"speaker":"REID HOLZWORTH","startTime":2391.59,"endTime":2394.77,"body":"is like boards, advisory"},{"speaker":"REID HOLZWORTH","startTime":2391.59,"endTime":2394.77,"body":"board every year skin that cat"},{"speaker":"REID HOLZWORTH","startTime":2394.77,"endTime":2395.335,"body":"or whatever."},{"speaker":"REID HOLZWORTH","startTime":2395.335,"endTime":2397.71,"body":"If you get the right one and"},{"speaker":"REID HOLZWORTH","startTime":2395.335,"endTime":2397.71,"body":"you and you pick and choose,"},{"speaker":"REID HOLZWORTH","startTime":2397.71,"endTime":2400.41,"body":"and now, a board board, if"},{"speaker":"REID HOLZWORTH","startTime":2397.71,"endTime":2400.41,"body":"you're taking investment,"},{"speaker":"REID HOLZWORTH","startTime":2400.41,"endTime":2402.57,"body":"you don't get to"},{"speaker":"REID HOLZWORTH","startTime":2400.41,"endTime":2402.57,"body":"choose typically."},{"speaker":"REID HOLZWORTH","startTime":2402.57,"endTime":2404.88,"body":"You can choose who"},{"speaker":"REID HOLZWORTH","startTime":2402.57,"endTime":2404.88,"body":"you get married to,"},{"speaker":"REID HOLZWORTH","startTime":2404.88,"endTime":2409.89,"body":"but you don't necessarily"},{"speaker":"REID HOLZWORTH","startTime":2404.88,"endTime":2409.89,"body":"choose the crew, let's just say."},{"speaker":"REID HOLZWORTH","startTime":2409.89,"endTime":2413.288,"body":"But the advisory"},{"speaker":"REID HOLZWORTH","startTime":2409.89,"endTime":2413.288,"body":"board, it's really nice"},{"speaker":"REID HOLZWORTH","startTime":2413.288,"endTime":2415.83,"body":"because you can pick and choose"},{"speaker":"REID HOLZWORTH","startTime":2413.288,"endTime":2415.83,"body":"the people that have come on."},{"speaker":"REID HOLZWORTH","startTime":2415.83,"endTime":2420.12,"body":"And what I've found"},{"speaker":"REID HOLZWORTH","startTime":2415.83,"endTime":2420.12,"body":"is that those people,"},{"speaker":"REID HOLZWORTH","startTime":2420.12,"endTime":2424.34,"body":"they'll help you with"},{"speaker":"REID HOLZWORTH","startTime":2420.12,"endTime":2424.34,"body":"things that your customers"},{"speaker":"REID HOLZWORTH","startTime":2424.34,"endTime":2426.77,"body":"and others won't in ways."},{"speaker":"REID HOLZWORTH","startTime":2426.77,"endTime":2427.7,"body":"They'll make calls."},{"speaker":"REID HOLZWORTH","startTime":2427.7,"endTime":2428.75,"body":"They'll open up doors."},{"speaker":"REID HOLZWORTH","startTime":2428.75,"endTime":2429.89,"body":"They'll lift up rocks."},{"speaker":"REID HOLZWORTH","startTime":2429.89,"endTime":2433.28,"body":"They'll show up and"},{"speaker":"REID HOLZWORTH","startTime":2429.89,"endTime":2433.28,"body":"put gas in your car"},{"speaker":"REID HOLZWORTH","startTime":2433.28,"endTime":2437.93,"body":"when you run out kind of"},{"speaker":"REID HOLZWORTH","startTime":2433.28,"endTime":2437.93,"body":"stuff, whatever you need."},{"speaker":"REID HOLZWORTH","startTime":2437.93,"endTime":2439.64,"body":"But anyways, sounds"},{"speaker":"REID HOLZWORTH","startTime":2437.93,"endTime":2439.64,"body":"like it doesn't--"},{"speaker":"REID HOLZWORTH","startTime":2439.64,"endTime":2441.95,"body":"for you, you guys"},{"speaker":"REID HOLZWORTH","startTime":2439.64,"endTime":2441.95,"body":"are crushing it."},{"speaker":"REID HOLZWORTH","startTime":2441.95,"endTime":2445.8,"body":"At the end of the"},{"speaker":"REID HOLZWORTH","startTime":2441.95,"endTime":2445.8,"body":"day, if you decide--"},{"speaker":"REID HOLZWORTH","startTime":2445.8,"endTime":2447.59,"body":"I mean, you have a"},{"speaker":"REID HOLZWORTH","startTime":2445.8,"endTime":2447.59,"body":"CFO I think a CFO is"},{"speaker":"REID HOLZWORTH","startTime":2447.59,"endTime":2449.36,"body":"critical to an"},{"speaker":"REID HOLZWORTH","startTime":2447.59,"endTime":2449.36,"body":"organization, especially"},{"speaker":"REID HOLZWORTH","startTime":2449.36,"endTime":2450.47,"body":"as you start to scale."},{"speaker":"REID HOLZWORTH","startTime":2450.47,"endTime":2453.23,"body":"I mean, it's wild,"},{"speaker":"REID HOLZWORTH","startTime":2450.47,"endTime":2453.23,"body":"like you said."},{"speaker":"REID HOLZWORTH","startTime":2453.23,"endTime":2455.96,"body":"I mean it turns you into"},{"speaker":"REID HOLZWORTH","startTime":2453.23,"endTime":2455.96,"body":"adults all of a sudden."},{"speaker":"REID HOLZWORTH","startTime":2455.96,"endTime":2458.42,"body":"You're like, what do you"},{"speaker":"REID HOLZWORTH","startTime":2455.96,"endTime":2458.42,"body":"mean I can't expense that?"},{"speaker":"REID HOLZWORTH","startTime":2458.42,"endTime":2460.18,"body":"Like, what?"},{"speaker":"LUKE MAGNAN","startTime":2460.18,"endTime":2461.96,"body":"You"},{"speaker":"LUKE MAGNAN","startTime":2460.18,"endTime":2461.96,"body":"couldn't be more right."},{"speaker":"LUKE MAGNAN","startTime":2461.96,"endTime":2463.67,"body":"It was embarrassing."},{"speaker":"LUKE MAGNAN","startTime":2463.67,"endTime":2465.35,"body":"the first few months"},{"speaker":"LUKE MAGNAN","startTime":2463.67,"endTime":2465.35,"body":"were embarrassing."},{"speaker":"LUKE MAGNAN","startTime":2465.35,"endTime":2467.06,"body":"As he's looking through"},{"speaker":"LUKE MAGNAN","startTime":2465.35,"endTime":2467.06,"body":"the number, like,"},{"speaker":"LUKE MAGNAN","startTime":2467.06,"endTime":2469.135,"body":"\"You guys did this?\""},{"speaker":"LUKE MAGNAN","startTime":2469.135,"endTime":2471.26,"body":"I'm pretty sure we had a"},{"speaker":"LUKE MAGNAN","startTime":2469.135,"endTime":2471.26,"body":"good idea of the rationale"},{"speaker":"LUKE MAGNAN","startTime":2471.26,"endTime":2471.8,"body":"at the time."},{"speaker":"LUKE MAGNAN","startTime":2471.8,"endTime":2473.03,"body":"It looks crazy now."},{"speaker":"LUKE MAGNAN","startTime":2473.03,"endTime":2475.64,"body":"But yeah, that was a great move."},{"speaker":"REID HOLZWORTH","startTime":2475.64,"endTime":2479.33,"body":"But you can"},{"speaker":"REID HOLZWORTH","startTime":2475.64,"endTime":2479.33,"body":"always pivot very quickly."},{"speaker":"REID HOLZWORTH","startTime":2479.33,"endTime":2481.23,"body":"but it doesn't even matter."},{"speaker":"REID HOLZWORTH","startTime":2481.23,"endTime":2485.79,"body":"You are retaining so"},{"speaker":"REID HOLZWORTH","startTime":2481.23,"endTime":2485.79,"body":"much of your equity"},{"speaker":"REID HOLZWORTH","startTime":2485.79,"endTime":2488.25,"body":"within the business doing"},{"speaker":"REID HOLZWORTH","startTime":2485.79,"endTime":2488.25,"body":"what you're doing now."},{"speaker":"REID HOLZWORTH","startTime":2488.25,"endTime":2492.54,"body":"And you're growing a profitable"},{"speaker":"REID HOLZWORTH","startTime":2488.25,"endTime":2492.54,"body":"business because you have to--"},{"speaker":"REID HOLZWORTH","startTime":2492.54,"endTime":2496.323,"body":"which doesn't really"},{"speaker":"REID HOLZWORTH","startTime":2492.54,"endTime":2496.323,"body":"exist out there."},{"speaker":"REID HOLZWORTH","startTime":2496.323,"endTime":2497.49,"body":"They do, don't get me wrong."},{"speaker":"REID HOLZWORTH","startTime":2497.49,"endTime":2498.63,"body":"But it's tough."},{"speaker":"REID HOLZWORTH","startTime":2498.63,"endTime":2501.36,"body":"And the other route"},{"speaker":"REID HOLZWORTH","startTime":2498.63,"endTime":2501.36,"body":"is, hey, don't even"},{"speaker":"REID HOLZWORTH","startTime":2501.36,"endTime":2502.53,"body":"worry about profitability."},{"speaker":"REID HOLZWORTH","startTime":2502.53,"endTime":2506.49,"body":"Take on money, and let's"},{"speaker":"REID HOLZWORTH","startTime":2502.53,"endTime":2506.49,"body":"go to the next investor,"},{"speaker":"REID HOLZWORTH","startTime":2506.49,"endTime":2509.31,"body":"and let's run down the"},{"speaker":"REID HOLZWORTH","startTime":2506.49,"endTime":2509.31,"body":"alphabet, A B, C, D,"},{"speaker":"REID HOLZWORTH","startTime":2509.31,"endTime":2512.64,"body":"and hopefully, we get to"},{"speaker":"REID HOLZWORTH","startTime":2509.31,"endTime":2512.64,"body":"IPO or something, right?"},{"speaker":"LUKE MAGNAN","startTime":2512.64,"endTime":2514.36,"body":"That"},{"speaker":"LUKE MAGNAN","startTime":2512.64,"endTime":2514.36,"body":"doesn't make sense."},{"speaker":"LUKE MAGNAN","startTime":2514.36,"endTime":2516.75,"body":"And I know that people do it."},{"speaker":"LUKE MAGNAN","startTime":2516.75,"endTime":2520.02,"body":"That is too different from the"},{"speaker":"LUKE MAGNAN","startTime":2516.75,"endTime":2520.02,"body":"way that I think about money,"},{"speaker":"LUKE MAGNAN","startTime":2520.02,"endTime":2523.17,"body":"and it sounds great, again,"},{"speaker":"LUKE MAGNAN","startTime":2520.02,"endTime":2523.17,"body":"on the outside looking in."},{"speaker":"LUKE MAGNAN","startTime":2523.17,"endTime":2524.7,"body":"Yeah, it would be"},{"speaker":"LUKE MAGNAN","startTime":2523.17,"endTime":2524.7,"body":"fantastic to have"},{"speaker":"LUKE MAGNAN","startTime":2524.7,"endTime":2526.98,"body":"a huge chunk of change"},{"speaker":"LUKE MAGNAN","startTime":2524.7,"endTime":2526.98,"body":"in a bank account"},{"speaker":"LUKE MAGNAN","startTime":2526.98,"endTime":2528.81,"body":"that we just burned down."},{"speaker":"LUKE MAGNAN","startTime":2528.81,"endTime":2530.73,"body":"It's just not the way the--"},{"speaker":"LUKE MAGNAN","startTime":2530.73,"endTime":2531.3,"body":"I don't know."},{"speaker":"LUKE MAGNAN","startTime":2531.3,"endTime":2533.46,"body":"I don't think we're"},{"speaker":"LUKE MAGNAN","startTime":2531.3,"endTime":2533.46,"body":"built that way."},{"speaker":"LUKE MAGNAN","startTime":2533.46,"endTime":2537.69,"body":"Our stress now is"},{"speaker":"LUKE MAGNAN","startTime":2533.46,"endTime":2537.69,"body":"spread out across just,"},{"speaker":"LUKE MAGNAN","startTime":2537.69,"endTime":2540.45,"body":"as the money comes in,"},{"speaker":"LUKE MAGNAN","startTime":2537.69,"endTime":2540.45,"body":"what does our burn look"},{"speaker":"LUKE MAGNAN","startTime":2540.45,"endTime":2541.68,"body":"like versus our expenses?"},{"speaker":"LUKE MAGNAN","startTime":2541.68,"endTime":2543.63,"body":"But that stress is"},{"speaker":"LUKE MAGNAN","startTime":2541.68,"endTime":2543.63,"body":"constantly spread out."},{"speaker":"LUKE MAGNAN","startTime":2543.63,"endTime":2546.63,"body":"Having these periods where"},{"speaker":"LUKE MAGNAN","startTime":2543.63,"endTime":2546.63,"body":"you've got the funding"},{"speaker":"LUKE MAGNAN","startTime":2546.63,"endTime":2548.94,"body":"and there's no stress,"},{"speaker":"LUKE MAGNAN","startTime":2546.63,"endTime":2548.94,"body":"and then the stress slowly"},{"speaker":"LUKE MAGNAN","startTime":2548.94,"endTime":2551.46,"body":"ramps up until you need that"},{"speaker":"LUKE MAGNAN","startTime":2548.94,"endTime":2551.46,"body":"next tranche of money, that"},{"speaker":"LUKE MAGNAN","startTime":2551.46,"endTime":2554.34,"body":"just feels like not"},{"speaker":"LUKE MAGNAN","startTime":2551.46,"endTime":2554.34,"body":"compatible with what"},{"speaker":"LUKE MAGNAN","startTime":2554.34,"endTime":2555.597,"body":"I could do personally."},{"speaker":"REID HOLZWORTH","startTime":2555.597,"endTime":2557.43,"body":"Oh,"},{"speaker":"REID HOLZWORTH","startTime":2555.597,"endTime":2557.43,"body":"well, you get the money,"},{"speaker":"REID HOLZWORTH","startTime":2557.43,"endTime":2559.603,"body":"and then a month later,"},{"speaker":"REID HOLZWORTH","startTime":2557.43,"endTime":2559.603,"body":"it's like you need"},{"speaker":"REID HOLZWORTH","startTime":2559.603,"endTime":2560.895,"body":"to start hitting those numbers."},{"speaker":"REID HOLZWORTH","startTime":2564.18,"endTime":2566.873,"body":"you always got to hit your"},{"speaker":"REID HOLZWORTH","startTime":2564.18,"endTime":2566.873,"body":"numbers, but like you said,"},{"speaker":"REID HOLZWORTH","startTime":2566.873,"endTime":2568.29,"body":"there's a little"},{"speaker":"REID HOLZWORTH","startTime":2566.873,"endTime":2568.29,"body":"more flexibility."},{"speaker":"REID HOLZWORTH","startTime":2568.29,"endTime":2570.03,"body":"You have to structure"},{"speaker":"REID HOLZWORTH","startTime":2568.29,"endTime":2570.03,"body":"the business in this way."},{"speaker":"REID HOLZWORTH","startTime":2570.03,"endTime":2571.26,"body":"You got to look in this way."},{"speaker":"REID HOLZWORTH","startTime":2571.26,"endTime":2572.057,"body":"it's different."},{"speaker":"REID HOLZWORTH","startTime":2572.057,"endTime":2572.89,"body":"It's very different."},{"speaker":"LUKE MAGNAN","startTime":2572.89,"endTime":2574.473,"body":"So for"},{"speaker":"LUKE MAGNAN","startTime":2572.89,"endTime":2574.473,"body":"us, we were having"},{"speaker":"LUKE MAGNAN","startTime":2574.473,"endTime":2577.68,"body":"a conversation with"},{"speaker":"LUKE MAGNAN","startTime":2574.473,"endTime":2577.68,"body":"somebody about just"},{"speaker":"LUKE MAGNAN","startTime":2577.68,"endTime":2580.78,"body":"sort of like a business"},{"speaker":"LUKE MAGNAN","startTime":2577.68,"endTime":2580.78,"body":"sized transaction."},{"speaker":"LUKE MAGNAN","startTime":2580.78,"endTime":2583.68,"body":"And this is a guy who owned"},{"speaker":"LUKE MAGNAN","startTime":2580.78,"endTime":2583.68,"body":"a m a really successful one."},{"speaker":"LUKE MAGNAN","startTime":2583.68,"endTime":2586.26,"body":"I respect him a lot, but"},{"speaker":"LUKE MAGNAN","startTime":2583.68,"endTime":2586.26,"body":"he said it best I thought."},{"speaker":"LUKE MAGNAN","startTime":2586.26,"endTime":2588.96,"body":"He's like, You \"guys"},{"speaker":"LUKE MAGNAN","startTime":2586.26,"endTime":2588.96,"body":"built this thing,"},{"speaker":"LUKE MAGNAN","startTime":2588.96,"endTime":2593.34,"body":"but you still have every"},{"speaker":"LUKE MAGNAN","startTime":2588.96,"endTime":2593.34,"body":"chip on the table.\""},{"speaker":"LUKE MAGNAN","startTime":2593.34,"endTime":2596.995,"body":"And to me, like that's the"},{"speaker":"LUKE MAGNAN","startTime":2593.34,"endTime":2596.995,"body":"way that I think about it."},{"speaker":"LUKE MAGNAN","startTime":2596.995,"endTime":2598.62,"body":"we have all our money"},{"speaker":"LUKE MAGNAN","startTime":2596.995,"endTime":2598.62,"body":"out on the table."},{"speaker":"LUKE MAGNAN","startTime":2598.62,"endTime":2601.41,"body":"And at some level, it's"},{"speaker":"LUKE MAGNAN","startTime":2598.62,"endTime":2601.41,"body":"because we trust ourselves."},{"speaker":"LUKE MAGNAN","startTime":2601.41,"endTime":2605.04,"body":"the team that we've built around"},{"speaker":"LUKE MAGNAN","startTime":2601.41,"endTime":2605.04,"body":"us from the top to the bottom"},{"speaker":"LUKE MAGNAN","startTime":2605.04,"endTime":2605.85,"body":"is amazing."},{"speaker":"LUKE MAGNAN","startTime":2605.85,"endTime":2608.97,"body":"And we trust our ability"},{"speaker":"LUKE MAGNAN","startTime":2605.85,"endTime":2608.97,"body":"to navigate this industry."},{"speaker":"LUKE MAGNAN","startTime":2608.97,"endTime":2612.45,"body":"But that I guess is the"},{"speaker":"LUKE MAGNAN","startTime":2608.97,"endTime":2612.45,"body":"thing that keeps us awake"},{"speaker":"LUKE MAGNAN","startTime":2612.45,"endTime":2617.73,"body":"a little bit is that, without"},{"speaker":"LUKE MAGNAN","startTime":2612.45,"endTime":2617.73,"body":"taking some money or something"},{"speaker":"LUKE MAGNAN","startTime":2617.73,"endTime":2620.7,"body":"on, everything still"},{"speaker":"LUKE MAGNAN","startTime":2617.73,"endTime":2620.7,"body":"remains at play."},{"speaker":"LUKE MAGNAN","startTime":2620.7,"endTime":2621.45,"body":"And you know what?"},{"speaker":"LUKE MAGNAN","startTime":2621.45,"endTime":2623.04,"body":"That could go bad."},{"speaker":"LUKE MAGNAN","startTime":2623.04,"endTime":2625.09,"body":"Market forces could change."},{"speaker":"LUKE MAGNAN","startTime":2625.09,"endTime":2626.52,"body":"We're seeing things."},{"speaker":"LUKE MAGNAN","startTime":2626.52,"endTime":2629.46,"body":"I'm very glad I don't do a lot"},{"speaker":"LUKE MAGNAN","startTime":2626.52,"endTime":2629.46,"body":"of property work right now."},{"speaker":"LUKE MAGNAN","startTime":2629.46,"endTime":2631.23,"body":"And this could all go away."},{"speaker":"LUKE MAGNAN","startTime":2631.23,"endTime":2634.3,"body":"And I guess what you have to"},{"speaker":"LUKE MAGNAN","startTime":2631.23,"endTime":2634.3,"body":"be comfortable with is saying,"},{"speaker":"LUKE MAGNAN","startTime":2634.3,"endTime":2637.44,"body":"you know what, if this went"},{"speaker":"LUKE MAGNAN","startTime":2634.3,"endTime":2637.44,"body":"all went away tomorrow,"},{"speaker":"LUKE MAGNAN","startTime":2637.44,"endTime":2640.98,"body":"that would be a really"},{"speaker":"LUKE MAGNAN","startTime":2637.44,"endTime":2640.98,"body":"sad and hard few months."},{"speaker":"LUKE MAGNAN","startTime":2640.98,"endTime":2643.53,"body":"But I know what I"},{"speaker":"LUKE MAGNAN","startTime":2640.98,"endTime":2643.53,"body":"know in the industry."},{"speaker":"LUKE MAGNAN","startTime":2643.53,"endTime":2645.64,"body":"I'm an employable person."},{"speaker":"LUKE MAGNAN","startTime":2645.64,"endTime":2647.16,"body":"If it all went"},{"speaker":"LUKE MAGNAN","startTime":2645.64,"endTime":2647.16,"body":"away you just have"},{"speaker":"LUKE MAGNAN","startTime":2647.16,"endTime":2649.14,"body":"to pick yourself up and"},{"speaker":"LUKE MAGNAN","startTime":2647.16,"endTime":2649.14,"body":"get back out there as"},{"speaker":"LUKE MAGNAN","startTime":2649.14,"endTime":2651.39,"body":"long as my family's"},{"speaker":"LUKE MAGNAN","startTime":2649.14,"endTime":2651.39,"body":"being taken care of"},{"speaker":"LUKE MAGNAN","startTime":2651.39,"endTime":2654.15,"body":"and I can scrape enough"},{"speaker":"LUKE MAGNAN","startTime":2651.39,"endTime":2654.15,"body":"together for that."},{"speaker":"LUKE MAGNAN","startTime":2654.15,"endTime":2657.27,"body":"And it's just being comfortable"},{"speaker":"LUKE MAGNAN","startTime":2654.15,"endTime":2657.27,"body":"with that for the time being."},{"speaker":"REID HOLZWORTH","startTime":2657.27,"endTime":2660.84,"body":"Dude, you"},{"speaker":"REID HOLZWORTH","startTime":2657.27,"endTime":2660.84,"body":"say that that's so easy."},{"speaker":"REID HOLZWORTH","startTime":2660.84,"endTime":2666.48,"body":"To most humans out there,"},{"speaker":"REID HOLZWORTH","startTime":2660.84,"endTime":2666.48,"body":"that takes huge cojones, man."},{"speaker":"REID HOLZWORTH","startTime":2666.48,"endTime":2669.66,"body":"a lot of people don't view"},{"speaker":"REID HOLZWORTH","startTime":2666.48,"endTime":2669.66,"body":"the world in that way."},{"speaker":"REID HOLZWORTH","startTime":2669.66,"endTime":2670.77,"body":"They don't."},{"speaker":"REID HOLZWORTH","startTime":2670.77,"endTime":2673.53,"body":"they're afraid to even go"},{"speaker":"REID HOLZWORTH","startTime":2670.77,"endTime":2673.53,"body":"out, do anything on their own."},{"speaker":"REID HOLZWORTH","startTime":2673.53,"endTime":2675.36,"body":"that's easier said than done."},{"speaker":"LUKE MAGNAN","startTime":2675.36,"endTime":2676.8,"body":"An"},{"speaker":"LUKE MAGNAN","startTime":2675.36,"endTime":2676.8,"body":"appetite for risk"},{"speaker":"LUKE MAGNAN","startTime":2676.8,"endTime":2680.34,"body":"is probably more important"},{"speaker":"LUKE MAGNAN","startTime":2676.8,"endTime":2680.34,"body":"to the success of Combined"},{"speaker":"LUKE MAGNAN","startTime":2680.34,"endTime":2684.15,"body":"Ratio than anything we know"},{"speaker":"LUKE MAGNAN","startTime":2680.34,"endTime":2684.15,"body":"about how to build software"},{"speaker":"LUKE MAGNAN","startTime":2684.15,"endTime":2685.48,"body":"or about insurance or anything."},{"speaker":"LUKE MAGNAN","startTime":2685.48,"endTime":2687.63,"body":"It's that we just had"},{"speaker":"LUKE MAGNAN","startTime":2685.48,"endTime":2687.63,"body":"an appetite for risk."},{"speaker":"LUKE MAGNAN","startTime":2687.63,"endTime":2692.46,"body":"I think that we spent 20"},{"speaker":"LUKE MAGNAN","startTime":2687.63,"endTime":2692.46,"body":"years building careers"},{"speaker":"LUKE MAGNAN","startTime":2692.46,"endTime":2694.608,"body":"that gave us the tools we"},{"speaker":"LUKE MAGNAN","startTime":2692.46,"endTime":2694.608,"body":"needed to do something,"},{"speaker":"LUKE MAGNAN","startTime":2694.608,"endTime":2695.4,"body":"and that was smart."},{"speaker":"LUKE MAGNAN","startTime":2695.4,"endTime":2697.65,"body":"I tell people that want to be"},{"speaker":"LUKE MAGNAN","startTime":2695.4,"endTime":2697.65,"body":"entrepreneurs all the time,"},{"speaker":"LUKE MAGNAN","startTime":2697.65,"endTime":2699.75,"body":"spend a lot of time learning"},{"speaker":"LUKE MAGNAN","startTime":2697.65,"endTime":2699.75,"body":"about something boring"},{"speaker":"LUKE MAGNAN","startTime":2699.75,"endTime":2701.13,"body":"that not a lot of"},{"speaker":"LUKE MAGNAN","startTime":2699.75,"endTime":2701.13,"body":"people want to do."},{"speaker":"LUKE MAGNAN","startTime":2701.13,"endTime":2702.36,"body":"That that's thing number one."},{"speaker":"LUKE MAGNAN","startTime":2702.36,"endTime":2705.24,"body":"But then it is having just"},{"speaker":"LUKE MAGNAN","startTime":2702.36,"endTime":2705.24,"body":"like an appetite for risk."},{"speaker":"LUKE MAGNAN","startTime":2705.24,"endTime":2706.65,"body":"And it's a roller coaster."},{"speaker":"LUKE MAGNAN","startTime":2706.65,"endTime":2707.94,"body":"like today's a good day."},{"speaker":"LUKE MAGNAN","startTime":2707.94,"endTime":2710.94,"body":"Three weeks ago, maybe"},{"speaker":"LUKE MAGNAN","startTime":2707.94,"endTime":2710.94,"body":"I was having a bad day."},{"speaker":"LUKE MAGNAN","startTime":2710.94,"endTime":2713.19,"body":"You would have gotten a much"},{"speaker":"LUKE MAGNAN","startTime":2710.94,"endTime":2713.19,"body":"different story about me."},{"speaker":"LUKE MAGNAN","startTime":2713.19,"endTime":2714.83,"body":"But we're still on"},{"speaker":"LUKE MAGNAN","startTime":2713.19,"endTime":2714.83,"body":"the roller coaster."},{"speaker":"LUKE MAGNAN","startTime":2714.83,"endTime":2715.83,"body":"We're hanging on."},{"speaker":"LUKE MAGNAN","startTime":2715.83,"endTime":2717.96,"body":"And yeah, we're"},{"speaker":"LUKE MAGNAN","startTime":2715.83,"endTime":2717.96,"body":"excited what's to come."},{"speaker":"LUKE MAGNAN","startTime":2717.96,"endTime":2720.49,"body":"It's what makes things like"},{"speaker":"LUKE MAGNAN","startTime":2717.96,"endTime":2720.49,"body":"trying to get out there"},{"speaker":"LUKE MAGNAN","startTime":2720.49,"endTime":2722.56,"body":"with a free POL"},{"speaker":"LUKE MAGNAN","startTime":2720.49,"endTime":2722.56,"body":"admin system, it's"},{"speaker":"LUKE MAGNAN","startTime":2722.56,"endTime":2724.96,"body":"what makes things like"},{"speaker":"LUKE MAGNAN","startTime":2722.56,"endTime":2724.96,"body":"that so worthwhile."},{"speaker":"LUKE MAGNAN","startTime":2724.96,"endTime":2727.33,"body":"It's like, yeah, we got all"},{"speaker":"LUKE MAGNAN","startTime":2724.96,"endTime":2727.33,"body":"this risk blah, blah, blah,"},{"speaker":"LUKE MAGNAN","startTime":2727.33,"endTime":2729.58,"body":"but we're trying to do"},{"speaker":"LUKE MAGNAN","startTime":2727.33,"endTime":2729.58,"body":"something different."},{"speaker":"LUKE MAGNAN","startTime":2729.58,"endTime":2732.88,"body":"If we only had the services work"},{"speaker":"LUKE MAGNAN","startTime":2729.58,"endTime":2732.88,"body":"and the money was just coming"},{"speaker":"LUKE MAGNAN","startTime":2732.88,"endTime":2736.42,"body":"in, I think it would lack--"},{"speaker":"LUKE MAGNAN","startTime":2736.42,"endTime":2741.31,"body":"we wouldn't have the highs to"},{"speaker":"LUKE MAGNAN","startTime":2736.42,"endTime":2741.31,"body":"overcome the lows of the risk."},{"speaker":"LUKE MAGNAN","startTime":2741.31,"endTime":2743.14,"body":"But being able to"},{"speaker":"LUKE MAGNAN","startTime":2741.31,"endTime":2743.14,"body":"go out there, take"},{"speaker":"LUKE MAGNAN","startTime":2743.14,"endTime":2746.47,"body":"some goofy maybe"},{"speaker":"LUKE MAGNAN","startTime":2743.14,"endTime":2746.47,"body":"swings at the plate"},{"speaker":"LUKE MAGNAN","startTime":2746.47,"endTime":2748.27,"body":"and really try to"},{"speaker":"LUKE MAGNAN","startTime":2746.47,"endTime":2748.27,"body":"change something,"},{"speaker":"LUKE MAGNAN","startTime":2748.27,"endTime":2749.62,"body":"that's what's exciting."},{"speaker":"LUKE MAGNAN","startTime":2749.62,"endTime":2752.17,"body":"And being able to"},{"speaker":"LUKE MAGNAN","startTime":2749.62,"endTime":2752.17,"body":"disrupt at a more,"},{"speaker":"LUKE MAGNAN","startTime":2752.17,"endTime":2754.84,"body":"I think, honest to"},{"speaker":"LUKE MAGNAN","startTime":2752.17,"endTime":2754.84,"body":"our organization"},{"speaker":"LUKE MAGNAN","startTime":2754.84,"endTime":2756.91,"body":"and fundamental level"},{"speaker":"LUKE MAGNAN","startTime":2754.84,"endTime":2756.91,"body":"for the industry,"},{"speaker":"LUKE MAGNAN","startTime":2756.91,"endTime":2759.227,"body":"being able to take a"},{"speaker":"LUKE MAGNAN","startTime":2756.91,"endTime":2759.227,"body":"shot at that as opposed"},{"speaker":"LUKE MAGNAN","startTime":2759.227,"endTime":2760.81,"body":"to just say we're"},{"speaker":"LUKE MAGNAN","startTime":2759.227,"endTime":2760.81,"body":"agents of disruption"},{"speaker":"LUKE MAGNAN","startTime":2760.81,"endTime":2763.33,"body":"because I'm going to go in and"},{"speaker":"LUKE MAGNAN","startTime":2760.81,"endTime":2763.33,"body":"do whatever crazy things they"},{"speaker":"LUKE MAGNAN","startTime":2763.33,"endTime":2766.477,"body":"say, that's what makes it"},{"speaker":"LUKE MAGNAN","startTime":2763.33,"endTime":2766.477,"body":"sort of all worthwhile."},{"speaker":"LUKE MAGNAN","startTime":2766.477,"endTime":2768.31,"body":"So yeah, I mean we're"},{"speaker":"LUKE MAGNAN","startTime":2766.477,"endTime":2768.31,"body":"going to go out there."},{"speaker":"LUKE MAGNAN","startTime":2768.31,"endTime":2769.727,"body":"We're going to do"},{"speaker":"LUKE MAGNAN","startTime":2768.31,"endTime":2769.727,"body":"something crazy."},{"speaker":"LUKE MAGNAN","startTime":2769.727,"endTime":2772.81,"body":"It'll make all the stressful"},{"speaker":"LUKE MAGNAN","startTime":2769.727,"endTime":2772.81,"body":"things sort of balance out."},{"speaker":"LUKE MAGNAN","startTime":2772.81,"endTime":2774.32,"body":"And if it works, that's great."},{"speaker":"LUKE MAGNAN","startTime":2774.32,"endTime":2776.937,"body":"And if it doesn't, I'm"},{"speaker":"LUKE MAGNAN","startTime":2774.32,"endTime":2776.937,"body":"sure next year we'll"},{"speaker":"LUKE MAGNAN","startTime":2776.937,"endTime":2778.52,"body":"have a different"},{"speaker":"LUKE MAGNAN","startTime":2776.937,"endTime":2778.52,"body":"crazy idea that we're"},{"speaker":"LUKE MAGNAN","startTime":2778.52,"endTime":2779.793,"body":"going to go out there with."},{"speaker":"REID HOLZWORTH","startTime":2779.793,"endTime":2781.21,"body":"Where do you think"},{"speaker":"REID HOLZWORTH","startTime":2781.21,"endTime":2786.19,"body":"that your appetite for risk"},{"speaker":"REID HOLZWORTH","startTime":2781.21,"endTime":2786.19,"body":"as you put it comes from?"},{"speaker":"REID HOLZWORTH","startTime":2786.19,"endTime":2790.6,"body":"Like you said, hey, I can take"},{"speaker":"REID HOLZWORTH","startTime":2786.19,"endTime":2790.6,"body":"on the risk and-- personally"},{"speaker":"REID HOLZWORTH","startTime":2790.6,"endTime":2794.8,"body":"and as a leader, like"},{"speaker":"REID HOLZWORTH","startTime":2790.6,"endTime":2794.8,"body":"I said, it's much more"},{"speaker":"REID HOLZWORTH","startTime":2794.8,"endTime":2796.07,"body":"easier said than done."},{"speaker":"REID HOLZWORTH","startTime":2796.07,"endTime":2798.65,"body":"So where do you think"},{"speaker":"REID HOLZWORTH","startTime":2796.07,"endTime":2798.65,"body":"you get that from?"},{"speaker":"REID HOLZWORTH","startTime":2798.65,"endTime":2800.95,"body":"is it some of your childhood?"},{"speaker":"REID HOLZWORTH","startTime":2800.95,"endTime":2801.61,"body":"why?"},{"speaker":"REID HOLZWORTH","startTime":2801.61,"endTime":2804.22,"body":"why are you so"},{"speaker":"REID HOLZWORTH","startTime":2801.61,"endTime":2804.22,"body":"self-confident in that way?"},{"speaker":"LUKE MAGNAN","startTime":2804.22,"endTime":2805.15,"body":"I'm going"},{"speaker":"LUKE MAGNAN","startTime":2804.22,"endTime":2805.15,"body":"to go on a tangent here."},{"speaker":"LUKE MAGNAN","startTime":2805.15,"endTime":2805.63,"body":"Steer with me."},{"speaker":"LUKE MAGNAN","startTime":2805.63,"endTime":2806.47,"body":"I'm coming to this."},{"speaker":"LUKE MAGNAN","startTime":2806.47,"endTime":2807.678,"body":"it's going to be a short one."},{"speaker":"REID HOLZWORTH","startTime":2807.678,"endTime":2809.49,"body":"[INAUDIBLE]"},{"speaker":"LUKE MAGNAN","startTime":2809.49,"endTime":2813.75,"body":"So Mike"},{"speaker":"LUKE MAGNAN","startTime":2809.49,"endTime":2813.75,"body":"and I are 50/50 partners"},{"speaker":"LUKE MAGNAN","startTime":2813.75,"endTime":2815.52,"body":"on Combined Ratio Solutions."},{"speaker":"LUKE MAGNAN","startTime":2815.52,"endTime":2819.12,"body":"And when I met Mike,"},{"speaker":"LUKE MAGNAN","startTime":2815.52,"endTime":2819.12,"body":"I worked for Mike."},{"speaker":"LUKE MAGNAN","startTime":2819.12,"endTime":2821.56,"body":"he was my boss for many years."},{"speaker":"LUKE MAGNAN","startTime":2821.56,"endTime":2823.83,"body":"But when we started"},{"speaker":"LUKE MAGNAN","startTime":2821.56,"endTime":2823.83,"body":"this, he said, no, we're"},{"speaker":"LUKE MAGNAN","startTime":2823.83,"endTime":2825.75,"body":"going to do this 50/50."},{"speaker":"LUKE MAGNAN","startTime":2825.75,"endTime":2827.94,"body":"And I didn't need that because--"},{"speaker":"LUKE MAGNAN","startTime":2827.94,"endTime":2831.93,"body":"and maybe the way we talk about"},{"speaker":"LUKE MAGNAN","startTime":2827.94,"endTime":2831.93,"body":"it, I'm more of an operator."},{"speaker":"LUKE MAGNAN","startTime":2831.93,"endTime":2833.02,"body":"I know what I'm good at."},{"speaker":"LUKE MAGNAN","startTime":2833.02,"endTime":2834.54,"body":"I know how to have"},{"speaker":"LUKE MAGNAN","startTime":2833.02,"endTime":2834.54,"body":"my conversations,"},{"speaker":"LUKE MAGNAN","startTime":2834.54,"endTime":2838.05,"body":"and I'm pretty good"},{"speaker":"LUKE MAGNAN","startTime":2834.54,"endTime":2838.05,"body":"working in an organization."},{"speaker":"LUKE MAGNAN","startTime":2838.05,"endTime":2843.69,"body":"But, of the two of us, Mike"},{"speaker":"LUKE MAGNAN","startTime":2838.05,"endTime":2843.69,"body":"is the one with the vision."},{"speaker":"LUKE MAGNAN","startTime":2843.69,"endTime":2844.95,"body":"He's audacious."},{"speaker":"LUKE MAGNAN","startTime":2844.95,"endTime":2848.97,"body":"And I'll tell you, and I"},{"speaker":"LUKE MAGNAN","startTime":2844.95,"endTime":2848.97,"body":"tell him this sometimes"},{"speaker":"LUKE MAGNAN","startTime":2848.97,"endTime":2851.79,"body":"over too many beers when it"},{"speaker":"LUKE MAGNAN","startTime":2848.97,"endTime":2851.79,"body":"makes everyone comfortable,"},{"speaker":"LUKE MAGNAN","startTime":2851.79,"endTime":2854.25,"body":"but he worked with me."},{"speaker":"LUKE MAGNAN","startTime":2854.25,"endTime":2856.978,"body":"We made some money together,"},{"speaker":"LUKE MAGNAN","startTime":2854.25,"endTime":2856.978,"body":"but he really looked at me"},{"speaker":"LUKE MAGNAN","startTime":2856.978,"endTime":2858.27,"body":"and said, \"You know what, Luke?"},{"speaker":"LUKE MAGNAN","startTime":2858.27,"endTime":2860.64,"body":"We're going to make"},{"speaker":"LUKE MAGNAN","startTime":2858.27,"endTime":2860.64,"body":"this whole thing happen."},{"speaker":"LUKE MAGNAN","startTime":2860.64,"endTime":2862.26,"body":"We'll do this 50/50."},{"speaker":"LUKE MAGNAN","startTime":2862.26,"endTime":2864.24,"body":"You just got to trust"},{"speaker":"LUKE MAGNAN","startTime":2862.26,"endTime":2864.24,"body":"me a little bit. \""},{"speaker":"LUKE MAGNAN","startTime":2864.24,"endTime":2866.61,"body":"And, in the very beginning,"},{"speaker":"LUKE MAGNAN","startTime":2864.24,"endTime":2866.61,"body":"we have young families."},{"speaker":"LUKE MAGNAN","startTime":2866.61,"endTime":2867.63,"body":"We're just out there."},{"speaker":"LUKE MAGNAN","startTime":2867.63,"endTime":2869.19,"body":"in the beginning,"},{"speaker":"LUKE MAGNAN","startTime":2867.63,"endTime":2869.19,"body":"there's no money,"},{"speaker":"LUKE MAGNAN","startTime":2869.19,"endTime":2870.36,"body":"and we're not getting paid."},{"speaker":"LUKE MAGNAN","startTime":2870.36,"endTime":2871.96,"body":"we're just doing"},{"speaker":"LUKE MAGNAN","startTime":2870.36,"endTime":2871.96,"body":"this crazy thing."},{"speaker":"LUKE MAGNAN","startTime":2871.96,"endTime":2875.34,"body":"It was really his vision,"},{"speaker":"LUKE MAGNAN","startTime":2871.96,"endTime":2875.34,"body":"and his willingness"},{"speaker":"LUKE MAGNAN","startTime":2875.34,"endTime":2877.68,"body":"to take me on 50/50"},{"speaker":"LUKE MAGNAN","startTime":2875.34,"endTime":2877.68,"body":"and to do this really,"},{"speaker":"LUKE MAGNAN","startTime":2877.68,"endTime":2879.33,"body":"and there's no"},{"speaker":"LUKE MAGNAN","startTime":2877.68,"endTime":2879.33,"body":"daylight between us."},{"speaker":"LUKE MAGNAN","startTime":2879.33,"endTime":2882.12,"body":"six years in, we've never"},{"speaker":"LUKE MAGNAN","startTime":2879.33,"endTime":2882.12,"body":"had a serious disagreement."},{"speaker":"LUKE MAGNAN","startTime":2882.12,"endTime":2882.9,"body":"we are partners."},{"speaker":"LUKE MAGNAN","startTime":2882.9,"endTime":2885.73,"body":"That's what gave me a"},{"speaker":"LUKE MAGNAN","startTime":2882.9,"endTime":2885.73,"body":"lot of the confidence."},{"speaker":"LUKE MAGNAN","startTime":2885.73,"endTime":2887.77,"body":"And I hope that"},{"speaker":"LUKE MAGNAN","startTime":2885.73,"endTime":2887.77,"body":"there are times where"},{"speaker":"LUKE MAGNAN","startTime":2887.77,"endTime":2890.17,"body":"Mike would say when it"},{"speaker":"LUKE MAGNAN","startTime":2887.77,"endTime":2890.17,"body":"was crazy that I gave him"},{"speaker":"LUKE MAGNAN","startTime":2890.17,"endTime":2891.95,"body":"a level of confidence"},{"speaker":"LUKE MAGNAN","startTime":2890.17,"endTime":2891.95,"body":"to keep going."},{"speaker":"LUKE MAGNAN","startTime":2891.95,"endTime":2895.51,"body":"But I would say having"},{"speaker":"LUKE MAGNAN","startTime":2891.95,"endTime":2895.51,"body":"somebody to shoulder the burden"},{"speaker":"LUKE MAGNAN","startTime":2895.51,"endTime":2900.19,"body":"in a true 50/50 way"},{"speaker":"LUKE MAGNAN","startTime":2895.51,"endTime":2900.19,"body":"of having a company,"},{"speaker":"LUKE MAGNAN","startTime":2900.19,"endTime":2901.9,"body":"I can't imagine"},{"speaker":"LUKE MAGNAN","startTime":2900.19,"endTime":2901.9,"body":"doing it otherwise."},{"speaker":"LUKE MAGNAN","startTime":2901.9,"endTime":2905.08,"body":"I was talking to another"},{"speaker":"LUKE MAGNAN","startTime":2901.9,"endTime":2905.08,"body":"founder, someone I respect,"},{"speaker":"LUKE MAGNAN","startTime":2905.08,"endTime":2907.93,"body":"and I just said, \"Boy,"},{"speaker":"LUKE MAGNAN","startTime":2905.08,"endTime":2907.93,"body":"it must be lonely.\""},{"speaker":"LUKE MAGNAN","startTime":2907.93,"endTime":2910.93,"body":"And he was like, \"Yeah,"},{"speaker":"LUKE MAGNAN","startTime":2907.93,"endTime":2910.93,"body":"it can be really lonely.\""},{"speaker":"LUKE MAGNAN","startTime":2910.93,"endTime":2912.14,"body":"We always had somebody else."},{"speaker":"LUKE MAGNAN","startTime":2912.14,"endTime":2913.39,"body":"And I will tell you something."},{"speaker":"LUKE MAGNAN","startTime":2913.39,"endTime":2916.24,"body":"It made every risk"},{"speaker":"LUKE MAGNAN","startTime":2913.39,"endTime":2916.24,"body":"seem easier to take."},{"speaker":"LUKE MAGNAN","startTime":2916.24,"endTime":2919.54,"body":"It made every idea seem"},{"speaker":"LUKE MAGNAN","startTime":2916.24,"endTime":2919.54,"body":"a little bit better when"},{"speaker":"LUKE MAGNAN","startTime":2919.54,"endTime":2922.48,"body":"we're both over beer saying,"},{"speaker":"LUKE MAGNAN","startTime":2919.54,"endTime":2922.48,"body":"\"Yeah, that's great.\""},{"speaker":"LUKE MAGNAN","startTime":2922.48,"endTime":2927.64,"body":"I 100% attribute it to"},{"speaker":"LUKE MAGNAN","startTime":2922.48,"endTime":2927.64,"body":"that, to our structure."},{"speaker":"LUKE MAGNAN","startTime":2927.64,"endTime":2931.21,"body":"The thing about Mike is Mike"},{"speaker":"LUKE MAGNAN","startTime":2927.64,"endTime":2931.21,"body":"has never walked into a room"},{"speaker":"LUKE MAGNAN","startTime":2931.21,"endTime":2933.94,"body":"where he didn't feel like"},{"speaker":"LUKE MAGNAN","startTime":2931.21,"endTime":2933.94,"body":"he belonged in that room."},{"speaker":"LUKE MAGNAN","startTime":2933.94,"endTime":2937.4,"body":"And, in the early days, that was"},{"speaker":"LUKE MAGNAN","startTime":2933.94,"endTime":2937.4,"body":"just something I did not have."},{"speaker":"LUKE MAGNAN","startTime":2937.4,"endTime":2940.57,"body":"And so, 100%, people always"},{"speaker":"LUKE MAGNAN","startTime":2937.4,"endTime":2940.57,"body":"ask me in my personal life,"},{"speaker":"LUKE MAGNAN","startTime":2940.57,"endTime":2943.06,"body":"it's like, \"Are you"},{"speaker":"LUKE MAGNAN","startTime":2940.57,"endTime":2943.06,"body":"and Mike friends?\""},{"speaker":"LUKE MAGNAN","startTime":2943.06,"endTime":2945.98,"body":"And it always gives me"},{"speaker":"LUKE MAGNAN","startTime":2943.06,"endTime":2945.98,"body":"some pause, and I say,"},{"speaker":"LUKE MAGNAN","startTime":2945.98,"endTime":2947.44,"body":"you know what?"},{"speaker":"LUKE MAGNAN","startTime":2947.44,"endTime":2949.05,"body":"We're not friends."},{"speaker":"LUKE MAGNAN","startTime":2949.05,"endTime":2952.32,"body":"I think we would have been"},{"speaker":"LUKE MAGNAN","startTime":2949.05,"endTime":2952.32,"body":"friends if we hadn't done this,"},{"speaker":"LUKE MAGNAN","startTime":2952.32,"endTime":2954.24,"body":"but we're something different."},{"speaker":"LUKE MAGNAN","startTime":2954.24,"endTime":2958.5,"body":"In many ways, he's as"},{"speaker":"LUKE MAGNAN","startTime":2954.24,"endTime":2958.5,"body":"close to me as family,"},{"speaker":"LUKE MAGNAN","startTime":2958.5,"endTime":2960.45,"body":"and we spend a ton"},{"speaker":"LUKE MAGNAN","startTime":2958.5,"endTime":2960.45,"body":"of time together."},{"speaker":"LUKE MAGNAN","startTime":2960.45,"endTime":2962.34,"body":"We enjoy each other's"},{"speaker":"LUKE MAGNAN","startTime":2960.45,"endTime":2962.34,"body":"company, but it's just"},{"speaker":"LUKE MAGNAN","startTime":2962.34,"endTime":2963.69,"body":"like a different relationship."},{"speaker":"LUKE MAGNAN","startTime":2963.69,"endTime":2965.61,"body":"And I think that finding"},{"speaker":"LUKE MAGNAN","startTime":2963.69,"endTime":2965.61,"body":"that right person"},{"speaker":"LUKE MAGNAN","startTime":2965.61,"endTime":2967.98,"body":"with a similar worldview"},{"speaker":"LUKE MAGNAN","startTime":2965.61,"endTime":2967.98,"body":"but complementary skill"},{"speaker":"LUKE MAGNAN","startTime":2967.98,"endTime":2970.98,"body":"sets, to me, if I"},{"speaker":"LUKE MAGNAN","startTime":2967.98,"endTime":2970.98,"body":"was a guy who had"},{"speaker":"LUKE MAGNAN","startTime":2970.98,"endTime":2973.52,"body":"to invest in"},{"speaker":"LUKE MAGNAN","startTime":2970.98,"endTime":2973.52,"body":"start-up companies, I"},{"speaker":"LUKE MAGNAN","startTime":2973.52,"endTime":2976.02,"body":"think that partnership dynamic"},{"speaker":"LUKE MAGNAN","startTime":2973.52,"endTime":2976.02,"body":"would be one of the top three"},{"speaker":"LUKE MAGNAN","startTime":2976.02,"endTime":2977.187,"body":"things that I would look at."},{"speaker":"LUKE MAGNAN","startTime":2977.187,"endTime":2980.64,"body":"I think that that's really what"},{"speaker":"LUKE MAGNAN","startTime":2977.187,"endTime":2980.64,"body":"gets you through the bad times"},{"speaker":"LUKE MAGNAN","startTime":2980.64,"endTime":2984.257,"body":"and helps you take"},{"speaker":"LUKE MAGNAN","startTime":2980.64,"endTime":2984.257,"body":"advantage of the good times."},{"speaker":"REID HOLZWORTH","startTime":2984.257,"endTime":2985.34,"body":"All right."},{"speaker":"REID HOLZWORTH","startTime":2985.34,"endTime":2986.93,"body":"Wasn't that great?"},{"speaker":"REID HOLZWORTH","startTime":2986.93,"endTime":2989.37,"body":"What an interesting dude."},{"speaker":"REID HOLZWORTH","startTime":2989.37,"endTime":2992.4,"body":"It's very rare that you"},{"speaker":"REID HOLZWORTH","startTime":2989.37,"endTime":2992.4,"body":"meet a business, especially"},{"speaker":"REID HOLZWORTH","startTime":2992.4,"endTime":2997.8,"body":"within our space and within"},{"speaker":"REID HOLZWORTH","startTime":2992.4,"endTime":2997.8,"body":"technology, where they're not"},{"speaker":"REID HOLZWORTH","startTime":2997.8,"endTime":2998.82,"body":"taking investment."},{"speaker":"REID HOLZWORTH","startTime":2998.82,"endTime":3003.59,"body":"They are truly bootstrapping"},{"speaker":"REID HOLZWORTH","startTime":2998.82,"endTime":3003.59,"body":"the business like Luke"},{"speaker":"REID HOLZWORTH","startTime":3003.59,"endTime":3005.6,"body":"and his partner has."},{"speaker":"REID HOLZWORTH","startTime":3005.6,"endTime":3008.15,"body":"It's interesting"},{"speaker":"REID HOLZWORTH","startTime":3005.6,"endTime":3008.15,"body":"because, when he"},{"speaker":"REID HOLZWORTH","startTime":3008.15,"endTime":3011.54,"body":"starts talking about what"},{"speaker":"REID HOLZWORTH","startTime":3008.15,"endTime":3011.54,"body":"he's laser focused on"},{"speaker":"REID HOLZWORTH","startTime":3011.54,"endTime":3014.03,"body":"and what he was laser"},{"speaker":"REID HOLZWORTH","startTime":3011.54,"endTime":3014.03,"body":"focused on or is focused on"},{"speaker":"REID HOLZWORTH","startTime":3014.03,"endTime":3017.78,"body":"is driving customer"},{"speaker":"REID HOLZWORTH","startTime":3014.03,"endTime":3017.78,"body":"value, he's not"},{"speaker":"REID HOLZWORTH","startTime":3017.78,"endTime":3022.49,"body":"having to think about"},{"speaker":"REID HOLZWORTH","startTime":3017.78,"endTime":3022.49,"body":"positioning, building, doing"},{"speaker":"REID HOLZWORTH","startTime":3022.49,"endTime":3026.36,"body":"all this strategic if you"},{"speaker":"REID HOLZWORTH","startTime":3022.49,"endTime":3026.36,"body":"will, if that's even a word,"},{"speaker":"REID HOLZWORTH","startTime":3026.36,"endTime":3031.01,"body":"on packaging the business"},{"speaker":"REID HOLZWORTH","startTime":3026.36,"endTime":3031.01,"body":"up for future investments"},{"speaker":"REID HOLZWORTH","startTime":3031.01,"endTime":3033.84,"body":"or for sale in the future."},{"speaker":"REID HOLZWORTH","startTime":3033.84,"endTime":3036.5,"body":"It allows you to"},{"speaker":"REID HOLZWORTH","startTime":3033.84,"endTime":3036.5,"body":"be free and allows"},{"speaker":"REID HOLZWORTH","startTime":3036.5,"endTime":3039.21,"body":"you to operate how"},{"speaker":"REID HOLZWORTH","startTime":3036.5,"endTime":3039.21,"body":"you want to operate."},{"speaker":"REID HOLZWORTH","startTime":3039.21,"endTime":3041.99,"body":"That's not to say that you can't"},{"speaker":"REID HOLZWORTH","startTime":3039.21,"endTime":3041.99,"body":"have an investor that is really"},{"speaker":"REID HOLZWORTH","startTime":3041.99,"endTime":3044.09,"body":"for you around it, but"},{"speaker":"REID HOLZWORTH","startTime":3041.99,"endTime":3044.09,"body":"it's just different, folks."},{"speaker":"REID HOLZWORTH","startTime":3044.09,"endTime":3045.26,"body":"It is different."},{"speaker":"REID HOLZWORTH","startTime":3045.26,"endTime":3049.43,"body":"And it's really cool,"},{"speaker":"REID HOLZWORTH","startTime":3045.26,"endTime":3049.43,"body":"really smart dude,"},{"speaker":"REID HOLZWORTH","startTime":3049.43,"endTime":3054.14,"body":"very smart business, doing big"},{"speaker":"REID HOLZWORTH","startTime":3049.43,"endTime":3054.14,"body":"things with all the freedom"},{"speaker":"REID HOLZWORTH","startTime":3054.14,"endTime":3056.72,"body":"to do what they want."},{"speaker":"REID HOLZWORTH","startTime":3056.72,"endTime":3059.6,"body":"So look, in the"},{"speaker":"REID HOLZWORTH","startTime":3056.72,"endTime":3059.6,"body":"next episode, we're"},{"speaker":"REID HOLZWORTH","startTime":3059.6,"endTime":3062.93,"body":"going to get a little bit more"},{"speaker":"REID HOLZWORTH","startTime":3059.6,"endTime":3062.93,"body":"into Luke and his leadership"},{"speaker":"REID HOLZWORTH","startTime":3062.93,"endTime":3065.75,"body":"style and how is"},{"speaker":"REID HOLZWORTH","startTime":3062.93,"endTime":3065.75,"body":"Luke as a leader."},{"speaker":"REID HOLZWORTH","startTime":3065.75,"endTime":3067.46,"body":"It all plays together."},{"speaker":"REID HOLZWORTH","startTime":3067.46,"endTime":3068.9,"body":"Really, really cool stuff."},{"speaker":"REID HOLZWORTH","startTime":3068.9,"endTime":3069.41,"body":"Stay tuned."},{"speaker":"REID HOLZWORTH","startTime":3069.41,"endTime":3071.14,"body":"You're going to love it."}]}