{"version":"1.0.0","segments":[{"speaker":"SPEAKER 1","startTime":0.0,"endTime":1.52,"body":"The more the"},{"speaker":"SPEAKER 1","startTime":0.0,"endTime":1.52,"body":"driver comes in and looks"},{"speaker":"SPEAKER 1","startTime":1.52,"endTime":2.46,"body":"at their trips."},{"speaker":"SPEAKER 1","startTime":2.46,"endTime":5.82,"body":"the more that they"},{"speaker":"SPEAKER 1","startTime":2.46,"endTime":5.82,"body":"reduce crash risk."},{"speaker":"SPEAKER 2","startTime":5.82,"endTime":8.119,"body":"This is the"},{"speaker":"SPEAKER 2","startTime":5.82,"endTime":8.119,"body":"Insurance Technology Podcast,"},{"speaker":"SPEAKER 2","startTime":8.119,"endTime":10.67,"body":"where we bring interesting"},{"speaker":"SPEAKER 2","startTime":8.119,"endTime":10.67,"body":"people from across the insurance"},{"speaker":"SPEAKER 2","startTime":10.67,"endTime":13.01,"body":"ecosystem to discuss"},{"speaker":"SPEAKER 2","startTime":10.67,"endTime":13.01,"body":"and debate technology's"},{"speaker":"SPEAKER 2","startTime":13.01,"endTime":14.94,"body":"impact on the industry."},{"speaker":"SPEAKER 2","startTime":14.94,"endTime":17.75,"body":"Join us each episode for"},{"speaker":"SPEAKER 2","startTime":14.94,"endTime":17.75,"body":"insights and best practices"},{"speaker":"SPEAKER 2","startTime":17.75,"endTime":21.09,"body":"from industry stewards"},{"speaker":"SPEAKER 2","startTime":17.75,"endTime":21.09,"body":"and tomorrow's innovators."},{"speaker":"SPEAKER 2","startTime":21.09,"endTime":23.99,"body":"Now, here's your"},{"speaker":"SPEAKER 2","startTime":21.09,"endTime":23.99,"body":"host, Reid Holzworth."},{"speaker":"REID HOLZWORTH","startTime":26.77,"endTime":29.27,"body":"Welcome to the"},{"speaker":"REID HOLZWORTH","startTime":26.77,"endTime":29.27,"body":"Insurance Technology Podcast."},{"speaker":"REID HOLZWORTH","startTime":29.27,"endTime":30.83,"body":"I'm your host, Reid Holzworth."},{"speaker":"REID HOLZWORTH","startTime":30.83,"endTime":34.01,"body":"In this episode, I'm going to"},{"speaker":"REID HOLZWORTH","startTime":30.83,"endTime":34.01,"body":"be interviewing Ryan McMahon."},{"speaker":"REID HOLZWORTH","startTime":34.01,"endTime":37.55,"body":"Ryan is the SVP of Strategy"},{"speaker":"REID HOLZWORTH","startTime":34.01,"endTime":37.55,"body":"and Corporate Development"},{"speaker":"REID HOLZWORTH","startTime":37.55,"endTime":40.55,"body":"at Cambridge Mobile Telematics."},{"speaker":"REID HOLZWORTH","startTime":40.55,"endTime":42.29,"body":"And I'm going to be"},{"speaker":"REID HOLZWORTH","startTime":40.55,"endTime":42.29,"body":"honest with you guys."},{"speaker":"REID HOLZWORTH","startTime":42.29,"endTime":45.08,"body":"When this came to our attention,"},{"speaker":"REID HOLZWORTH","startTime":42.29,"endTime":45.08,"body":"Chris and I talked about this."},{"speaker":"REID HOLZWORTH","startTime":45.08,"endTime":48.62,"body":"I said, \"telematics,\" I remember"},{"speaker":"REID HOLZWORTH","startTime":45.08,"endTime":48.62,"body":"selling progressive policies"},{"speaker":"REID HOLZWORTH","startTime":48.62,"endTime":51.23,"body":"back in the day and trying to"},{"speaker":"REID HOLZWORTH","startTime":48.62,"endTime":51.23,"body":"convince insureds to plug that"},{"speaker":"REID HOLZWORTH","startTime":51.23,"endTime":53.51,"body":"thing called snapshot"},{"speaker":"REID HOLZWORTH","startTime":51.23,"endTime":53.51,"body":"into their cars,"},{"speaker":"REID HOLZWORTH","startTime":53.51,"endTime":55.59,"body":"doesn't seem that interesting."},{"speaker":"REID HOLZWORTH","startTime":55.59,"endTime":58.1,"body":"Well, when I met Ryan"},{"speaker":"REID HOLZWORTH","startTime":55.59,"endTime":58.1,"body":"and talked to him,"},{"speaker":"REID HOLZWORTH","startTime":58.1,"endTime":60.63,"body":"look, it is really interesting."},{"speaker":"REID HOLZWORTH","startTime":60.63,"endTime":62.72,"body":"It's come a long way."},{"speaker":"REID HOLZWORTH","startTime":62.72,"endTime":64.04,"body":"So stay tuned."},{"speaker":"REID HOLZWORTH","startTime":64.04,"endTime":67.01,"body":"In this episode, we're"},{"speaker":"REID HOLZWORTH","startTime":64.04,"endTime":67.01,"body":"going to get to know Ryan--"},{"speaker":"REID HOLZWORTH","startTime":67.01,"endTime":68.36,"body":"Ryan as a kid."},{"speaker":"REID HOLZWORTH","startTime":68.36,"endTime":72.98,"body":"We're going to learn how he fell"},{"speaker":"REID HOLZWORTH","startTime":68.36,"endTime":72.98,"body":"into insurance like many of us."},{"speaker":"REID HOLZWORTH","startTime":72.98,"endTime":77.42,"body":"Then, we're going to deep dive"},{"speaker":"REID HOLZWORTH","startTime":72.98,"endTime":77.42,"body":"into telematics and road safety."},{"speaker":"REID HOLZWORTH","startTime":77.42,"endTime":78.68,"body":"Really good stuff."},{"speaker":"REID HOLZWORTH","startTime":78.68,"endTime":80.45,"body":"Stay tuned."},{"speaker":"REID HOLZWORTH","startTime":80.45,"endTime":82.012,"body":"Ryan, welcome."},{"speaker":"RYAN MCMAHON","startTime":82.012,"endTime":83.72,"body":"Thanks"},{"speaker":"RYAN MCMAHON","startTime":82.012,"endTime":83.72,"body":"for having me, Reid."},{"speaker":"REID HOLZWORTH","startTime":83.72,"endTime":85.28,"body":"Cambridge"},{"speaker":"REID HOLZWORTH","startTime":83.72,"endTime":85.28,"body":"Mobile Telematics, we're"},{"speaker":"REID HOLZWORTH","startTime":85.28,"endTime":86.36,"body":"going to get into this."},{"speaker":"REID HOLZWORTH","startTime":86.36,"endTime":89.63,"body":"Sounds like something out of"},{"speaker":"REID HOLZWORTH","startTime":86.36,"endTime":89.63,"body":"a Robocop movie, or something."},{"speaker":"REID HOLZWORTH","startTime":89.63,"endTime":90.368,"body":"I'm just kidding."},{"speaker":"REID HOLZWORTH","startTime":90.368,"endTime":91.91,"body":"Most people got to"},{"speaker":"REID HOLZWORTH","startTime":90.368,"endTime":91.91,"body":"know what that is,"},{"speaker":"REID HOLZWORTH","startTime":91.91,"endTime":94.55,"body":"but we're going to get deep"},{"speaker":"REID HOLZWORTH","startTime":91.91,"endTime":94.55,"body":"into that-- shows my ignorance"},{"speaker":"REID HOLZWORTH","startTime":94.55,"endTime":95.45,"body":"around some of this."},{"speaker":"REID HOLZWORTH","startTime":95.45,"endTime":98.15,"body":"But I'm really excited about"},{"speaker":"REID HOLZWORTH","startTime":95.45,"endTime":98.15,"body":"having this conversation."},{"speaker":"REID HOLZWORTH","startTime":98.15,"endTime":100.5,"body":"We're going to get"},{"speaker":"REID HOLZWORTH","startTime":98.15,"endTime":100.5,"body":"deep into some things."},{"speaker":"REID HOLZWORTH","startTime":100.5,"endTime":103.43,"body":"But before we do, we"},{"speaker":"REID HOLZWORTH","startTime":100.5,"endTime":103.43,"body":"always like to learn"},{"speaker":"REID HOLZWORTH","startTime":103.43,"endTime":106.152,"body":"about the person, about the"},{"speaker":"REID HOLZWORTH","startTime":103.43,"endTime":106.152,"body":"human, about yourself, Ryan."},{"speaker":"REID HOLZWORTH","startTime":106.152,"endTime":107.61,"body":"So tell us a little"},{"speaker":"REID HOLZWORTH","startTime":106.152,"endTime":107.61,"body":"about yourself."},{"speaker":"REID HOLZWORTH","startTime":107.61,"endTime":108.6,"body":"Where did grow up?"},{"speaker":"REID HOLZWORTH","startTime":108.6,"endTime":109.88,"body":"What were you into?"},{"speaker":"REID HOLZWORTH","startTime":109.88,"endTime":111.64,"body":"Played some sports?"},{"speaker":"REID HOLZWORTH","startTime":111.64,"endTime":114.95,"body":"How was Ryan McMahon as a child?"},{"speaker":"REID HOLZWORTH","startTime":114.95,"endTime":116.27,"body":"Who were you?"},{"speaker":"RYAN MCMAHON","startTime":116.27,"endTime":118.94,"body":"Yeah, I'm sure"},{"speaker":"RYAN MCMAHON","startTime":116.27,"endTime":118.94,"body":"everyone you have on the podcast"},{"speaker":"RYAN MCMAHON","startTime":118.94,"endTime":121.3,"body":"was reading actuarial"},{"speaker":"RYAN MCMAHON","startTime":118.94,"endTime":121.3,"body":"review magazines."},{"speaker":"RYAN MCMAHON","startTime":121.3,"endTime":125.36,"body":"So from a young age, I"},{"speaker":"RYAN MCMAHON","startTime":121.3,"endTime":125.36,"body":"always had a lot of passion"},{"speaker":"RYAN MCMAHON","startTime":125.36,"endTime":129.649,"body":"for loss reserving and that."},{"speaker":"RYAN MCMAHON","startTime":129.649,"endTime":132.99,"body":"In my early days, I grew up in"},{"speaker":"RYAN MCMAHON","startTime":129.649,"endTime":132.99,"body":"upstate New York, Central New"},{"speaker":"RYAN MCMAHON","startTime":132.99,"endTime":133.49,"body":"York."},{"speaker":"RYAN MCMAHON","startTime":133.49,"endTime":139.52,"body":"And it was a really"},{"speaker":"RYAN MCMAHON","startTime":133.49,"endTime":139.52,"body":"interesting place"},{"speaker":"RYAN MCMAHON","startTime":139.52,"endTime":142.24,"body":"to grow up as a kid because--"},{"speaker":"RYAN MCMAHON","startTime":139.52,"endTime":142.24,"body":"not close to any major city."},{"speaker":"RYAN MCMAHON","startTime":142.24,"endTime":144.12,"body":"So it's not like when"},{"speaker":"RYAN MCMAHON","startTime":142.24,"endTime":144.12,"body":"people say, oh, I"},{"speaker":"RYAN MCMAHON","startTime":144.12,"endTime":149.67,"body":"was a Chiefs fan, or a Braves"},{"speaker":"RYAN MCMAHON","startTime":144.12,"endTime":149.67,"body":"fan, or a Patriots fan--"},{"speaker":"RYAN MCMAHON","startTime":149.67,"endTime":152.313,"body":"the part of upstate New"},{"speaker":"RYAN MCMAHON","startTime":149.67,"endTime":152.313,"body":"York that I grew up in,"},{"speaker":"RYAN MCMAHON","startTime":152.313,"endTime":153.48,"body":"everyone was a Syracuse fan."},{"speaker":"RYAN MCMAHON","startTime":153.48,"endTime":156.51,"body":"So I grew up a fan of Syracuse"},{"speaker":"RYAN MCMAHON","startTime":153.48,"endTime":156.51,"body":"sports, college sports,"},{"speaker":"RYAN MCMAHON","startTime":156.51,"endTime":158.14,"body":"which was great."},{"speaker":"RYAN MCMAHON","startTime":158.14,"endTime":162.75,"body":"And then I ended up going to"},{"speaker":"RYAN MCMAHON","startTime":158.14,"endTime":162.75,"body":"school at the State University"},{"speaker":"RYAN MCMAHON","startTime":162.75,"endTime":164.19,"body":"of New York at Potsdam."},{"speaker":"RYAN MCMAHON","startTime":164.19,"endTime":165.33,"body":"And here's a funny story."},{"speaker":"RYAN MCMAHON","startTime":165.33,"endTime":169.44,"body":"I did a series of radio"},{"speaker":"RYAN MCMAHON","startTime":165.33,"endTime":169.44,"body":"interviews last year."},{"speaker":"RYAN MCMAHON","startTime":169.44,"endTime":173.88,"body":"And I was talking about Potsdam,"},{"speaker":"RYAN MCMAHON","startTime":169.44,"endTime":173.88,"body":"New York, with a radio station."},{"speaker":"RYAN MCMAHON","startTime":173.88,"endTime":175.14,"body":"I think it was in Virginia."},{"speaker":"RYAN MCMAHON","startTime":175.14,"endTime":177.057,"body":"And they said you probably"},{"speaker":"RYAN MCMAHON","startTime":175.14,"endTime":177.057,"body":"shouldn't tell them"},{"speaker":"RYAN MCMAHON","startTime":177.057,"endTime":179.58,"body":"too many people that you"},{"speaker":"RYAN MCMAHON","startTime":177.057,"endTime":179.58,"body":"went to SUNY Potsdam."},{"speaker":"RYAN MCMAHON","startTime":179.58,"endTime":182.91,"body":"So I don't know if it has some"},{"speaker":"RYAN MCMAHON","startTime":179.58,"endTime":182.91,"body":"sort of notorious reputation."},{"speaker":"RYAN MCMAHON","startTime":182.91,"endTime":186.39,"body":"But the same interview,"},{"speaker":"RYAN MCMAHON","startTime":182.91,"endTime":186.39,"body":"the I mentioned"},{"speaker":"RYAN MCMAHON","startTime":186.39,"endTime":188.94,"body":"that, it was on the Canadian"},{"speaker":"RYAN MCMAHON","startTime":186.39,"endTime":188.94,"body":"border, which was awesome"},{"speaker":"RYAN MCMAHON","startTime":188.94,"endTime":192.96,"body":"because at that time, it was"},{"speaker":"RYAN MCMAHON","startTime":188.94,"endTime":192.96,"body":"pretty easy to get up to places"},{"speaker":"RYAN MCMAHON","startTime":192.96,"endTime":194.46,"body":"like Ottawa and Montreal."},{"speaker":"RYAN MCMAHON","startTime":194.46,"endTime":196.23,"body":"And totally, it's amazing."},{"speaker":"RYAN MCMAHON","startTime":196.23,"endTime":198.66,"body":"You just cross the border, and"},{"speaker":"RYAN MCMAHON","startTime":196.23,"endTime":198.66,"body":"it feels totally different."},{"speaker":"RYAN MCMAHON","startTime":198.66,"endTime":204.06,"body":"This radio interviewer, the host"},{"speaker":"RYAN MCMAHON","startTime":198.66,"endTime":204.06,"body":"said New York borders Canada,"},{"speaker":"RYAN MCMAHON","startTime":204.06,"endTime":206.28,"body":"and it does indeed"},{"speaker":"RYAN MCMAHON","startTime":204.06,"endTime":206.28,"body":"border Canada."},{"speaker":"RYAN MCMAHON","startTime":206.28,"endTime":207.6,"body":"I can confirm this."},{"speaker":"RYAN MCMAHON","startTime":207.6,"endTime":210.09,"body":"So grew up there, and"},{"speaker":"RYAN MCMAHON","startTime":207.6,"endTime":210.09,"body":"I wanted to actually go"},{"speaker":"RYAN MCMAHON","startTime":210.09,"endTime":213.04,"body":"into law enforcement at"},{"speaker":"RYAN MCMAHON","startTime":210.09,"endTime":213.04,"body":"that time of my life."},{"speaker":"RYAN MCMAHON","startTime":213.04,"endTime":217.95,"body":"I was working part time for"},{"speaker":"RYAN MCMAHON","startTime":213.04,"endTime":217.95,"body":"the New York State Park Police."},{"speaker":"RYAN MCMAHON","startTime":217.95,"endTime":218.67,"body":"And--"},{"speaker":"REID HOLZWORTH","startTime":218.67,"endTime":219.36,"body":"Oh, really?"},{"speaker":"RYAN MCMAHON","startTime":219.36,"endTime":220.818,"body":"--I"},{"speaker":"RYAN MCMAHON","startTime":219.36,"endTime":220.818,"body":"was just waiting."},{"speaker":"RYAN MCMAHON","startTime":220.818,"endTime":223.39,"body":"Yeah, I was a park Ranger,"},{"speaker":"RYAN MCMAHON","startTime":220.818,"endTime":223.39,"body":"which was a super cool job."},{"speaker":"RYAN MCMAHON","startTime":223.39,"endTime":224.76,"body":"I think the best job I had."},{"speaker":"REID HOLZWORTH","startTime":224.76,"endTime":225.73,"body":"That's my dream job."},{"speaker":"REID HOLZWORTH","startTime":225.73,"endTime":227.64,"body":"I wanted to be-- that's what"},{"speaker":"REID HOLZWORTH","startTime":225.73,"endTime":227.64,"body":"I wanted to be when I grew up,"},{"speaker":"REID HOLZWORTH","startTime":227.64,"endTime":228.45,"body":"a park Ranger."},{"speaker":"REID HOLZWORTH","startTime":228.45,"endTime":229.025,"body":"It's awesome."},{"speaker":"RYAN MCMAHON","startTime":229.025,"endTime":230.4,"body":"There's still time."},{"speaker":"RYAN MCMAHON","startTime":230.4,"endTime":232.05,"body":"There is still time."},{"speaker":"RYAN MCMAHON","startTime":232.05,"endTime":233.76,"body":"I did that."},{"speaker":"RYAN MCMAHON","startTime":233.76,"endTime":234.82,"body":"It was cool."},{"speaker":"RYAN MCMAHON","startTime":234.82,"endTime":236.725,"body":"And I was doing it"},{"speaker":"RYAN MCMAHON","startTime":234.82,"endTime":236.725,"body":"over the summers."},{"speaker":"RYAN MCMAHON","startTime":236.725,"endTime":239.1,"body":"And one of the things that"},{"speaker":"RYAN MCMAHON","startTime":236.725,"endTime":239.1,"body":"happened in that time, though,"},{"speaker":"RYAN MCMAHON","startTime":239.1,"endTime":244.68,"body":"was I was always a little"},{"speaker":"RYAN MCMAHON","startTime":239.1,"endTime":244.68,"body":"bit squeamish around blood,"},{"speaker":"RYAN MCMAHON","startTime":244.68,"endTime":246.222,"body":"and trauma, and"},{"speaker":"RYAN MCMAHON","startTime":244.68,"endTime":246.222,"body":"that kind of thing."},{"speaker":"RYAN MCMAHON","startTime":246.222,"endTime":247.68,"body":"And I was, if I'm"},{"speaker":"RYAN MCMAHON","startTime":246.222,"endTime":247.68,"body":"going to do this,"},{"speaker":"RYAN MCMAHON","startTime":247.68,"endTime":249.54,"body":"I need to jump in with two feet."},{"speaker":"RYAN MCMAHON","startTime":249.54,"endTime":252.78,"body":"So I actually became a New"},{"speaker":"RYAN MCMAHON","startTime":249.54,"endTime":252.78,"body":"York State EMT at that time,"},{"speaker":"RYAN MCMAHON","startTime":252.78,"endTime":255.42,"body":"and I volunteered with the"},{"speaker":"RYAN MCMAHON","startTime":252.78,"endTime":255.42,"body":"Potsdam Volunteer Rescue"},{"speaker":"RYAN MCMAHON","startTime":255.42,"endTime":257.31,"body":"Squad, which was--"},{"speaker":"RYAN MCMAHON","startTime":257.31,"endTime":259.66,"body":"I think we had 100"},{"speaker":"RYAN MCMAHON","startTime":257.31,"endTime":259.66,"body":"squared miles of territory"},{"speaker":"RYAN MCMAHON","startTime":259.66,"endTime":264.147,"body":"in way upstate New York with"},{"speaker":"RYAN MCMAHON","startTime":259.66,"endTime":264.147,"body":"not a lot of care close by."},{"speaker":"RYAN MCMAHON","startTime":264.147,"endTime":265.98,"body":"So we had a lot of"},{"speaker":"RYAN MCMAHON","startTime":264.147,"endTime":265.98,"body":"helicopters that came in."},{"speaker":"RYAN MCMAHON","startTime":265.98,"endTime":271.5,"body":"And the first call that I ever"},{"speaker":"RYAN MCMAHON","startTime":265.98,"endTime":271.5,"body":"went to was a fatal crash."},{"speaker":"RYAN MCMAHON","startTime":271.5,"endTime":274.89,"body":"And it was a sister that"},{"speaker":"RYAN MCMAHON","startTime":271.5,"endTime":274.89,"body":"fortunately killed her sister"},{"speaker":"RYAN MCMAHON","startTime":274.89,"endTime":278.58,"body":"because she was intoxicated,"},{"speaker":"RYAN MCMAHON","startTime":274.89,"endTime":278.58,"body":"and the other was unbelted."},{"speaker":"RYAN MCMAHON","startTime":278.58,"endTime":281.4,"body":"So it's one of those things"},{"speaker":"RYAN MCMAHON","startTime":278.58,"endTime":281.4,"body":"that road safety is stuck"},{"speaker":"RYAN MCMAHON","startTime":281.4,"endTime":283.36,"body":"in my head for a long time."},{"speaker":"RYAN MCMAHON","startTime":283.36,"endTime":287.01,"body":"And when I graduated, I was"},{"speaker":"RYAN MCMAHON","startTime":283.36,"endTime":287.01,"body":"just waiting for the test"},{"speaker":"RYAN MCMAHON","startTime":287.01,"endTime":290.7,"body":"because the civil service"},{"speaker":"RYAN MCMAHON","startTime":287.01,"endTime":290.7,"body":"tests come every few years."},{"speaker":"RYAN MCMAHON","startTime":290.7,"endTime":296.61,"body":"But I had student loans at that"},{"speaker":"RYAN MCMAHON","startTime":290.7,"endTime":296.61,"body":"time, so I needed to get a job."},{"speaker":"RYAN MCMAHON","startTime":296.61,"endTime":301.005,"body":"And I applied to 63 or 64"},{"speaker":"RYAN MCMAHON","startTime":296.61,"endTime":301.005,"body":"places I have a spreadsheet,"},{"speaker":"RYAN MCMAHON","startTime":301.005,"endTime":302.13,"body":"still have the spreadsheet."},{"speaker":"RYAN MCMAHON","startTime":302.13,"endTime":304.38,"body":"I got calls back from two."},{"speaker":"RYAN MCMAHON","startTime":304.38,"endTime":305.82,"body":"One of those was AAA."},{"speaker":"RYAN MCMAHON","startTime":305.82,"endTime":308.22,"body":"And they offered me a"},{"speaker":"RYAN MCMAHON","startTime":305.82,"endTime":308.22,"body":"position to answer the phone"},{"speaker":"RYAN MCMAHON","startTime":308.22,"endTime":312.27,"body":"to help people when they needed"},{"speaker":"RYAN MCMAHON","startTime":308.22,"endTime":312.27,"body":"help on the side of the road."},{"speaker":"RYAN MCMAHON","startTime":312.27,"endTime":313.95,"body":"The other was from"},{"speaker":"RYAN MCMAHON","startTime":312.27,"endTime":313.95,"body":"Hanover Insurance,"},{"speaker":"RYAN MCMAHON","startTime":313.95,"endTime":317.16,"body":"offering an opportunity in"},{"speaker":"RYAN MCMAHON","startTime":313.95,"endTime":317.16,"body":"a claims rotation program."},{"speaker":"RYAN MCMAHON","startTime":317.16,"endTime":322.11,"body":"So that moment-- so I was"},{"speaker":"RYAN MCMAHON","startTime":317.16,"endTime":322.11,"body":"not a first-round draft pick"},{"speaker":"RYAN MCMAHON","startTime":322.11,"endTime":324.93,"body":"by any means, started"},{"speaker":"RYAN MCMAHON","startTime":322.11,"endTime":324.93,"body":"as a claims adjuster."},{"speaker":"RYAN MCMAHON","startTime":324.93,"endTime":326.49,"body":"But the rotation"},{"speaker":"RYAN MCMAHON","startTime":324.93,"endTime":326.49,"body":"program was awesome"},{"speaker":"RYAN MCMAHON","startTime":326.49,"endTime":328.35,"body":"because it gave me"},{"speaker":"RYAN MCMAHON","startTime":326.49,"endTime":328.35,"body":"so much experience"},{"speaker":"RYAN MCMAHON","startTime":328.35,"endTime":330.36,"body":"in a super short period of time."},{"speaker":"REID HOLZWORTH","startTime":330.36,"endTime":331.86,"body":"Wow, that's awesome."},{"speaker":"REID HOLZWORTH","startTime":331.86,"endTime":335.34,"body":"A lot of people that I've"},{"speaker":"REID HOLZWORTH","startTime":331.86,"endTime":335.34,"body":"interviewed on this podcast,"},{"speaker":"REID HOLZWORTH","startTime":335.34,"endTime":337.59,"body":"they talk about the"},{"speaker":"REID HOLZWORTH","startTime":335.34,"endTime":337.59,"body":"programs that these carriers"},{"speaker":"REID HOLZWORTH","startTime":337.59,"endTime":339.93,"body":"had to get people in and"},{"speaker":"REID HOLZWORTH","startTime":337.59,"endTime":339.93,"body":"get people in insurance."},{"speaker":"REID HOLZWORTH","startTime":339.93,"endTime":343.35,"body":"And it's pretty amazing"},{"speaker":"REID HOLZWORTH","startTime":339.93,"endTime":343.35,"body":"how some of these carriers"},{"speaker":"REID HOLZWORTH","startTime":343.35,"endTime":345.51,"body":"just brought people"},{"speaker":"REID HOLZWORTH","startTime":343.35,"endTime":345.51,"body":"in, and then, boom."},{"speaker":"REID HOLZWORTH","startTime":345.51,"endTime":348.3,"body":"Now, you're stuck, dude."},{"speaker":"REID HOLZWORTH","startTime":348.3,"endTime":351.61,"body":"So did you play sports"},{"speaker":"REID HOLZWORTH","startTime":348.3,"endTime":351.61,"body":"or anything as a kid?"},{"speaker":"RYAN MCMAHON","startTime":351.61,"endTime":352.77,"body":"I did."},{"speaker":"RYAN MCMAHON","startTime":352.77,"endTime":354.33,"body":"I played lacrosse."},{"speaker":"RYAN MCMAHON","startTime":354.33,"endTime":360.51,"body":"And my lacrosse career ended"},{"speaker":"RYAN MCMAHON","startTime":354.33,"endTime":360.51,"body":"when I realized that the talent"},{"speaker":"RYAN MCMAHON","startTime":360.51,"endTime":365.22,"body":"level that was around me"},{"speaker":"RYAN MCMAHON","startTime":360.51,"endTime":365.22,"body":"was like 20x better than me."},{"speaker":"RYAN MCMAHON","startTime":365.22,"endTime":368.01,"body":"And I still remember this."},{"speaker":"RYAN MCMAHON","startTime":368.01,"endTime":370.23,"body":"We went to a lacrosse"},{"speaker":"RYAN MCMAHON","startTime":368.01,"endTime":370.23,"body":"tournament one summer,"},{"speaker":"RYAN MCMAHON","startTime":370.23,"endTime":373.17,"body":"and we were playing"},{"speaker":"RYAN MCMAHON","startTime":370.23,"endTime":373.17,"body":"against teams"},{"speaker":"RYAN MCMAHON","startTime":373.17,"endTime":374.43,"body":"from around upstate New York."},{"speaker":"RYAN MCMAHON","startTime":374.43,"endTime":377.005,"body":"And lacrosse is a"},{"speaker":"RYAN MCMAHON","startTime":374.43,"endTime":377.005,"body":"Native American sport."},{"speaker":"RYAN MCMAHON","startTime":377.005,"endTime":377.88,"body":"That's really where--"},{"speaker":"REID HOLZWORTH","startTime":377.88,"endTime":378.21,"body":"Oh, really?"},{"speaker":"RYAN MCMAHON","startTime":378.21,"endTime":379.185,"body":"--the"},{"speaker":"RYAN MCMAHON","startTime":378.21,"endTime":379.185,"body":"true sport began."},{"speaker":"RYAN MCMAHON","startTime":379.185,"endTime":380.16,"body":"Oh, yeah."},{"speaker":"RYAN MCMAHON","startTime":380.16,"endTime":383.44,"body":"And we played against a"},{"speaker":"RYAN MCMAHON","startTime":380.16,"endTime":383.44,"body":"team from one of the tribes."},{"speaker":"RYAN MCMAHON","startTime":383.44,"endTime":385.99,"body":"And I remember just"},{"speaker":"RYAN MCMAHON","startTime":383.44,"endTime":385.99,"body":"getting knocked"},{"speaker":"RYAN MCMAHON","startTime":385.99,"endTime":388.69,"body":"over all day for the entire day."},{"speaker":"RYAN MCMAHON","startTime":388.69,"endTime":390.67,"body":"And it's funny the"},{"speaker":"RYAN MCMAHON","startTime":388.69,"endTime":390.67,"body":"team that I played on,"},{"speaker":"RYAN MCMAHON","startTime":390.67,"endTime":397.06,"body":"where I went to school, the kids"},{"speaker":"RYAN MCMAHON","startTime":390.67,"endTime":397.06,"body":"that were on that team ended up"},{"speaker":"RYAN MCMAHON","startTime":397.06,"endTime":399.64,"body":"going and playing for"},{"speaker":"RYAN MCMAHON","startTime":397.06,"endTime":399.64,"body":"a national championship"},{"speaker":"RYAN MCMAHON","startTime":399.64,"endTime":405.61,"body":"teams at multiple levels at"},{"speaker":"RYAN MCMAHON","startTime":399.64,"endTime":405.61,"body":"Le Moyne, at SUNY Cortland,"},{"speaker":"RYAN MCMAHON","startTime":405.61,"endTime":408.31,"body":"and at Onondaga"},{"speaker":"RYAN MCMAHON","startTime":405.61,"endTime":408.31,"body":"Community College."},{"speaker":"RYAN MCMAHON","startTime":408.31,"endTime":410.47,"body":"But an interesting"},{"speaker":"RYAN MCMAHON","startTime":408.31,"endTime":410.47,"body":"fact about me-- and I"},{"speaker":"RYAN MCMAHON","startTime":410.47,"endTime":413.08,"body":"don't know if this"},{"speaker":"RYAN MCMAHON","startTime":410.47,"endTime":413.08,"body":"is super well known--"},{"speaker":"RYAN MCMAHON","startTime":413.08,"endTime":417.05,"body":"but I actually dropped out of"},{"speaker":"RYAN MCMAHON","startTime":413.08,"endTime":417.05,"body":"high school in my junior year."},{"speaker":"RYAN MCMAHON","startTime":417.05,"endTime":418.69,"body":"So I didn't have a senior year."},{"speaker":"RYAN MCMAHON","startTime":418.69,"endTime":422.74,"body":"And I spent my senior"},{"speaker":"RYAN MCMAHON","startTime":418.69,"endTime":422.74,"body":"year washing cars"},{"speaker":"RYAN MCMAHON","startTime":422.74,"endTime":425.14,"body":"at Bill Rapp"},{"speaker":"RYAN MCMAHON","startTime":422.74,"endTime":425.14,"body":"Pontiac at the time."},{"speaker":"RYAN MCMAHON","startTime":425.14,"endTime":427.013,"body":"So I was a lot boy."},{"speaker":"RYAN MCMAHON","startTime":427.013,"endTime":427.93,"body":"I still remember this."},{"speaker":"RYAN MCMAHON","startTime":427.93,"endTime":429.77,"body":"My dad said to me, well, you"},{"speaker":"RYAN MCMAHON","startTime":427.93,"endTime":429.77,"body":"don't have to go to school."},{"speaker":"RYAN MCMAHON","startTime":429.77,"endTime":430.55,"body":"You have to get a job."},{"speaker":"RYAN MCMAHON","startTime":430.55,"endTime":432.55,"body":"And at that time, I was"},{"speaker":"RYAN MCMAHON","startTime":430.55,"endTime":432.55,"body":"selling TVs at Sears."},{"speaker":"RYAN MCMAHON","startTime":432.55,"endTime":435.057,"body":"And he said-- which was"},{"speaker":"RYAN MCMAHON","startTime":432.55,"endTime":435.057,"body":"super awesome by the way,"},{"speaker":"RYAN MCMAHON","startTime":435.057,"endTime":437.14,"body":"because they paid on"},{"speaker":"RYAN MCMAHON","startTime":435.057,"endTime":437.14,"body":"commission, and I didn't even"},{"speaker":"RYAN MCMAHON","startTime":437.14,"endTime":438.49,"body":"know this at the time."},{"speaker":"RYAN MCMAHON","startTime":438.49,"endTime":441.64,"body":"I had no idea, I"},{"speaker":"RYAN MCMAHON","startTime":438.49,"endTime":441.64,"body":"was just, whatever."},{"speaker":"RYAN MCMAHON","startTime":441.64,"endTime":443.665,"body":"They probably could"},{"speaker":"RYAN MCMAHON","startTime":441.64,"endTime":443.665,"body":"have paid me a lot less."},{"speaker":"RYAN MCMAHON","startTime":443.665,"endTime":445.79,"body":"I said, I have a job because"},{"speaker":"RYAN MCMAHON","startTime":443.665,"endTime":445.79,"body":"I'm working part time."},{"speaker":"RYAN MCMAHON","startTime":445.79,"endTime":447.83,"body":"But my dad said,"},{"speaker":"RYAN MCMAHON","startTime":445.79,"endTime":447.83,"body":"you need to get need"},{"speaker":"RYAN MCMAHON","startTime":447.83,"endTime":450.288,"body":"to get a full-time job if you're"},{"speaker":"RYAN MCMAHON","startTime":447.83,"endTime":450.288,"body":"not going to go to school,"},{"speaker":"RYAN MCMAHON","startTime":450.288,"endTime":452.61,"body":"thinking that it would be"},{"speaker":"RYAN MCMAHON","startTime":450.288,"endTime":452.61,"body":"a short temporary thing."},{"speaker":"RYAN MCMAHON","startTime":452.61,"endTime":454.16,"body":"And I went to the"},{"speaker":"RYAN MCMAHON","startTime":452.61,"endTime":454.16,"body":"car dealership,"},{"speaker":"RYAN MCMAHON","startTime":454.16,"endTime":456.26,"body":"and I said, hey, I"},{"speaker":"RYAN MCMAHON","startTime":454.16,"endTime":456.26,"body":"want to sell cars."},{"speaker":"RYAN MCMAHON","startTime":456.26,"endTime":457.61,"body":"I was 16."},{"speaker":"RYAN MCMAHON","startTime":457.61,"endTime":461.793,"body":"And they're, you can't sell"},{"speaker":"RYAN MCMAHON","startTime":457.61,"endTime":461.793,"body":"cars, but you can be a lot boy."},{"speaker":"RYAN MCMAHON","startTime":461.793,"endTime":463.46,"body":"And I didn't even"},{"speaker":"RYAN MCMAHON","startTime":461.793,"endTime":463.46,"body":"care what the job was."},{"speaker":"RYAN MCMAHON","startTime":463.46,"endTime":464.93,"body":"I just wanted to check that box."},{"speaker":"RYAN MCMAHON","startTime":464.93,"endTime":466.94,"body":"So I did that."},{"speaker":"RYAN MCMAHON","startTime":466.94,"endTime":470.09,"body":"And that gave me--"},{"speaker":"RYAN MCMAHON","startTime":470.09,"endTime":472.37,"body":"I spent my senior year working."},{"speaker":"RYAN MCMAHON","startTime":472.37,"endTime":477.62,"body":"And it gave me the jolt that"},{"speaker":"RYAN MCMAHON","startTime":472.37,"endTime":477.62,"body":"I needed because it showed me"},{"speaker":"RYAN MCMAHON","startTime":477.62,"endTime":482.615,"body":"the path that I was going to go"},{"speaker":"RYAN MCMAHON","startTime":477.62,"endTime":482.615,"body":"on, if I didn't take school more"},{"speaker":"RYAN MCMAHON","startTime":482.615,"endTime":484.49,"body":"seriously, and if I"},{"speaker":"RYAN MCMAHON","startTime":482.615,"endTime":484.49,"body":"didn't dedicate my time--"},{"speaker":"RYAN MCMAHON","startTime":484.49,"endTime":486.24,"body":"and I was not a good student."},{"speaker":"RYAN MCMAHON","startTime":486.24,"endTime":489.41,"body":"I was a C student, D"},{"speaker":"RYAN MCMAHON","startTime":486.24,"endTime":489.41,"body":"student in high school."},{"speaker":"RYAN MCMAHON","startTime":489.41,"endTime":492.36,"body":"And I just never really--"},{"speaker":"RYAN MCMAHON","startTime":492.36,"endTime":494.36,"body":"I had friends that had"},{"speaker":"RYAN MCMAHON","startTime":492.36,"endTime":494.36,"body":"dropped out at that time."},{"speaker":"RYAN MCMAHON","startTime":494.36,"endTime":495.68,"body":"And I was just--"},{"speaker":"RYAN MCMAHON","startTime":495.68,"endTime":498.23,"body":"I just didn't conform--"},{"speaker":"RYAN MCMAHON","startTime":498.23,"endTime":499.94,"body":"I guess it was the"},{"speaker":"RYAN MCMAHON","startTime":498.23,"endTime":499.94,"body":"easiest way to say it."},{"speaker":"RYAN MCMAHON","startTime":499.94,"endTime":502.85,"body":"But then, when I got to"},{"speaker":"RYAN MCMAHON","startTime":499.94,"endTime":502.85,"body":"college-- and I was super lucky."},{"speaker":"RYAN MCMAHON","startTime":502.85,"endTime":505.76,"body":"I was super lucky"},{"speaker":"RYAN MCMAHON","startTime":502.85,"endTime":505.76,"body":"that I was able to get"},{"speaker":"RYAN MCMAHON","startTime":505.76,"endTime":509.39,"body":"into SUNY Potsdam at"},{"speaker":"RYAN MCMAHON","startTime":505.76,"endTime":509.39,"body":"that point because I just"},{"speaker":"RYAN MCMAHON","startTime":509.39,"endTime":510.8,"body":"was already ready."},{"speaker":"RYAN MCMAHON","startTime":510.8,"endTime":511.85,"body":"I saw the other side."},{"speaker":"RYAN MCMAHON","startTime":511.85,"endTime":514.44,"body":"I'm like, this is not a"},{"speaker":"RYAN MCMAHON","startTime":511.85,"endTime":514.44,"body":"path that I want to be on."},{"speaker":"RYAN MCMAHON","startTime":514.44,"endTime":517.28,"body":"I do not want to be working"},{"speaker":"RYAN MCMAHON","startTime":514.44,"endTime":517.28,"body":"in the middle of the Syracuse"},{"speaker":"RYAN MCMAHON","startTime":517.28,"endTime":519.65,"body":"winters brushing snow"},{"speaker":"RYAN MCMAHON","startTime":517.28,"endTime":519.65,"body":"off a car and whatever"},{"speaker":"RYAN MCMAHON","startTime":519.65,"endTime":522.14,"body":"other things that entail."},{"speaker":"RYAN MCMAHON","startTime":522.14,"endTime":527.18,"body":"For me, I needed that course"},{"speaker":"RYAN MCMAHON","startTime":522.14,"endTime":527.18,"body":"correction super early on."},{"speaker":"RYAN MCMAHON","startTime":527.18,"endTime":529.82,"body":"And I still remember"},{"speaker":"RYAN MCMAHON","startTime":527.18,"endTime":529.82,"body":"the first semester"},{"speaker":"RYAN MCMAHON","startTime":529.82,"endTime":533.85,"body":"that I was-- the US"},{"speaker":"RYAN MCMAHON","startTime":529.82,"endTime":533.85,"body":"politics class, actually."},{"speaker":"RYAN MCMAHON","startTime":533.85,"endTime":534.99,"body":"And I got the syllabus."},{"speaker":"RYAN MCMAHON","startTime":534.99,"endTime":536.99,"body":"And I thought that the"},{"speaker":"RYAN MCMAHON","startTime":534.99,"endTime":536.99,"body":"syllabus was the homework"},{"speaker":"RYAN MCMAHON","startTime":536.99,"endTime":538.07,"body":"for the next class."},{"speaker":"RYAN MCMAHON","startTime":538.07,"endTime":541.7,"body":"That's how not with it"},{"speaker":"RYAN MCMAHON","startTime":538.07,"endTime":541.7,"body":"I was at that point."},{"speaker":"RYAN MCMAHON","startTime":541.7,"endTime":544.32,"body":"But I was, I need"},{"speaker":"RYAN MCMAHON","startTime":541.7,"endTime":544.32,"body":"to do really well."},{"speaker":"RYAN MCMAHON","startTime":544.32,"endTime":546.325,"body":"So I read two books"},{"speaker":"RYAN MCMAHON","startTime":544.32,"endTime":546.325,"body":"before the next class."},{"speaker":"REID HOLZWORTH","startTime":546.325,"endTime":547.2,"body":"Whoa."},{"speaker":"RYAN MCMAHON","startTime":547.2,"endTime":549.32,"body":"And I took"},{"speaker":"RYAN MCMAHON","startTime":547.2,"endTime":549.32,"body":"college super seriously."},{"speaker":"RYAN MCMAHON","startTime":549.32,"endTime":552.29,"body":"I graduated with, I"},{"speaker":"RYAN MCMAHON","startTime":549.32,"endTime":552.29,"body":"think, it was like a 3.97."},{"speaker":"RYAN MCMAHON","startTime":552.29,"endTime":556.58,"body":"I was number two in the program,"},{"speaker":"RYAN MCMAHON","startTime":552.29,"endTime":556.58,"body":"and I studied psychology"},{"speaker":"RYAN MCMAHON","startTime":556.58,"endTime":557.63,"body":"at that time."},{"speaker":"RYAN MCMAHON","startTime":557.63,"endTime":561.07,"body":"And I took it like super"},{"speaker":"RYAN MCMAHON","startTime":557.63,"endTime":561.07,"body":"seriously from that point"},{"speaker":"RYAN MCMAHON","startTime":561.07,"endTime":561.57,"body":"forward."},{"speaker":"RYAN MCMAHON","startTime":561.57,"endTime":564.54,"body":"But it was a really"},{"speaker":"RYAN MCMAHON","startTime":561.57,"endTime":564.54,"body":"important time in my life."},{"speaker":"RYAN MCMAHON","startTime":564.54,"endTime":568.82,"body":"And I was very thankful"},{"speaker":"RYAN MCMAHON","startTime":564.54,"endTime":568.82,"body":"that my parents, as crazy"},{"speaker":"RYAN MCMAHON","startTime":568.82,"endTime":572.9,"body":"as I'm sure it would be,"},{"speaker":"RYAN MCMAHON","startTime":568.82,"endTime":572.9,"body":"I was the end of a line"},{"speaker":"RYAN MCMAHON","startTime":572.9,"endTime":575.54,"body":"of a lot of kids, a big family."},{"speaker":"RYAN MCMAHON","startTime":575.54,"endTime":580.28,"body":"And I'm sure that it"},{"speaker":"RYAN MCMAHON","startTime":575.54,"endTime":580.28,"body":"was not a good mindset"},{"speaker":"RYAN MCMAHON","startTime":580.28,"endTime":582.795,"body":"from their perspective,"},{"speaker":"RYAN MCMAHON","startTime":580.28,"endTime":582.795,"body":"but they knew that this"},{"speaker":"RYAN MCMAHON","startTime":582.795,"endTime":583.92,"body":"was the right thing for me."},{"speaker":"RYAN MCMAHON","startTime":583.92,"endTime":587.9,"body":"They gave me the freedom"},{"speaker":"RYAN MCMAHON","startTime":583.92,"endTime":587.9,"body":"to fail, I guess,"},{"speaker":"RYAN MCMAHON","startTime":587.9,"endTime":588.99,"body":"to a certain degree."},{"speaker":"RYAN MCMAHON","startTime":588.99,"endTime":590.24,"body":"And I was able to take that."},{"speaker":"RYAN MCMAHON","startTime":590.24,"endTime":591.59,"body":"And then that just motivated me."},{"speaker":"RYAN MCMAHON","startTime":591.59,"endTime":594.38,"body":"And I've been"},{"speaker":"RYAN MCMAHON","startTime":591.59,"endTime":594.38,"body":"thankful ever since."},{"speaker":"REID HOLZWORTH","startTime":594.38,"endTime":595.88,"body":"That's awesome, man."},{"speaker":"REID HOLZWORTH","startTime":595.88,"endTime":597.74,"body":"Your story is very"},{"speaker":"REID HOLZWORTH","startTime":595.88,"endTime":597.74,"body":"similar to mine."},{"speaker":"REID HOLZWORTH","startTime":597.74,"endTime":600.32,"body":"In school, I got straight F's."},{"speaker":"REID HOLZWORTH","startTime":600.32,"endTime":601.68,"body":"No joke."},{"speaker":"REID HOLZWORTH","startTime":601.68,"endTime":602.18,"body":"Terrible."},{"speaker":"REID HOLZWORTH","startTime":602.18,"endTime":603.86,"body":"I was the worst"},{"speaker":"REID HOLZWORTH","startTime":602.18,"endTime":603.86,"body":"student on Earth."},{"speaker":"REID HOLZWORTH","startTime":603.86,"endTime":605.33,"body":"I didn't skip school."},{"speaker":"REID HOLZWORTH","startTime":605.33,"endTime":606.83,"body":"A lot of people skip school."},{"speaker":"REID HOLZWORTH","startTime":606.83,"endTime":609.38,"body":"They were kids I hung out with."},{"speaker":"REID HOLZWORTH","startTime":609.38,"endTime":612.86,"body":"I was always there because"},{"speaker":"REID HOLZWORTH","startTime":609.38,"endTime":612.86,"body":"all the kids were there."},{"speaker":"REID HOLZWORTH","startTime":612.86,"endTime":614.06,"body":"All the girls were there."},{"speaker":"REID HOLZWORTH","startTime":614.06,"endTime":615.477,"body":"I would show up,"},{"speaker":"REID HOLZWORTH","startTime":614.06,"endTime":615.477,"body":"but I just didn't"},{"speaker":"REID HOLZWORTH","startTime":615.477,"endTime":618.26,"body":"do anything, but same thing."},{"speaker":"REID HOLZWORTH","startTime":618.26,"endTime":622.76,"body":"After school, after"},{"speaker":"REID HOLZWORTH","startTime":618.26,"endTime":622.76,"body":"that, of same situation--"},{"speaker":"REID HOLZWORTH","startTime":622.76,"endTime":625.31,"body":"I'm like, what am I"},{"speaker":"REID HOLZWORTH","startTime":622.76,"endTime":625.31,"body":"doing with my life?"},{"speaker":"REID HOLZWORTH","startTime":625.31,"endTime":627.65,"body":"This is not going to end"},{"speaker":"REID HOLZWORTH","startTime":625.31,"endTime":627.65,"body":"well, and went to college--"},{"speaker":"REID HOLZWORTH","startTime":627.65,"endTime":629.12,"body":"same situation--"},{"speaker":"REID HOLZWORTH","startTime":629.12,"endTime":631.64,"body":"4.0 GPA, the whole nine--"},{"speaker":"REID HOLZWORTH","startTime":631.64,"endTime":634.19,"body":"I ended up quitting college,"},{"speaker":"REID HOLZWORTH","startTime":631.64,"endTime":634.19,"body":"starting a business."},{"speaker":"REID HOLZWORTH","startTime":634.19,"endTime":637.28,"body":"I didn't really finish,"},{"speaker":"REID HOLZWORTH","startTime":634.19,"endTime":637.28,"body":"which I wish I would have,"},{"speaker":"REID HOLZWORTH","startTime":637.28,"endTime":638.72,"body":"but it's interesting."},{"speaker":"REID HOLZWORTH","startTime":638.72,"endTime":641.39,"body":"For me, there was that"},{"speaker":"REID HOLZWORTH","startTime":638.72,"endTime":641.39,"body":"inflection point of,"},{"speaker":"REID HOLZWORTH","startTime":641.39,"endTime":642.68,"body":"what am I doing here?"},{"speaker":"REID HOLZWORTH","startTime":642.68,"endTime":646.01,"body":"Like you said, I don't want to"},{"speaker":"REID HOLZWORTH","startTime":642.68,"endTime":646.01,"body":"be sweeping snow off of cars"},{"speaker":"REID HOLZWORTH","startTime":646.01,"endTime":647.84,"body":"for the rest of my life."},{"speaker":"REID HOLZWORTH","startTime":647.84,"endTime":649.04,"body":"Let's do this."},{"speaker":"REID HOLZWORTH","startTime":649.04,"endTime":651.56,"body":"So then, so what did"},{"speaker":"REID HOLZWORTH","startTime":649.04,"endTime":651.56,"body":"you do right after?"},{"speaker":"REID HOLZWORTH","startTime":651.56,"endTime":654.08,"body":"Did you go right into"},{"speaker":"REID HOLZWORTH","startTime":651.56,"endTime":654.08,"body":"the park ranger job?"},{"speaker":"REID HOLZWORTH","startTime":654.08,"endTime":656.162,"body":"Or how did you get after school?"},{"speaker":"RYAN MCMAHON","startTime":656.162,"endTime":656.87,"body":"No."},{"speaker":"RYAN MCMAHON","startTime":656.87,"endTime":659.87,"body":"So I was working while I was"},{"speaker":"RYAN MCMAHON","startTime":656.87,"endTime":659.87,"body":"going to school the whole time."},{"speaker":"RYAN MCMAHON","startTime":659.87,"endTime":664.743,"body":"So I knew that I wanted to be in"},{"speaker":"RYAN MCMAHON","startTime":659.87,"endTime":664.743,"body":"law enforcement at that point."},{"speaker":"RYAN MCMAHON","startTime":664.743,"endTime":667.16,"body":"So I think I worked-- it was"},{"speaker":"RYAN MCMAHON","startTime":664.743,"endTime":667.16,"body":"actually the first job I ever"},{"speaker":"RYAN MCMAHON","startTime":667.16,"endTime":667.702,"body":"got fired at."},{"speaker":"RYAN MCMAHON","startTime":667.702,"endTime":672.08,"body":"I was a security guard for--"},{"speaker":"RYAN MCMAHON","startTime":672.08,"endTime":675.2,"body":"I think it was like JB"},{"speaker":"RYAN MCMAHON","startTime":672.08,"endTime":675.2,"body":"Hunt, or a trucking company."},{"speaker":"RYAN MCMAHON","startTime":675.2,"endTime":675.95,"body":"And I fell asleep."},{"speaker":"RYAN MCMAHON","startTime":675.95,"endTime":677.158,"body":"I was on the overnight shift."},{"speaker":"RYAN MCMAHON","startTime":677.158,"endTime":679.25,"body":"And I fell asleep for a"},{"speaker":"RYAN MCMAHON","startTime":677.158,"endTime":679.25,"body":"truck that was coming in."},{"speaker":"RYAN MCMAHON","startTime":679.25,"endTime":681.49,"body":"And I think I got"},{"speaker":"RYAN MCMAHON","startTime":679.25,"endTime":681.49,"body":"fired the next day."},{"speaker":"RYAN MCMAHON","startTime":681.49,"endTime":683.22,"body":"So I was working--"},{"speaker":"RYAN MCMAHON","startTime":683.22,"endTime":685.38,"body":"after I was working"},{"speaker":"RYAN MCMAHON","startTime":683.22,"endTime":685.38,"body":"at the car dealership,"},{"speaker":"RYAN MCMAHON","startTime":685.38,"endTime":688.33,"body":"I had basically two jobs"},{"speaker":"RYAN MCMAHON","startTime":685.38,"endTime":688.33,"body":"at a time for a while."},{"speaker":"RYAN MCMAHON","startTime":688.33,"endTime":690.882,"body":"And then when I"},{"speaker":"RYAN MCMAHON","startTime":688.33,"endTime":690.882,"body":"went to school, I"},{"speaker":"RYAN MCMAHON","startTime":690.882,"endTime":692.34,"body":"continued to work"},{"speaker":"RYAN MCMAHON","startTime":690.882,"endTime":692.34,"body":"over the summers."},{"speaker":"RYAN MCMAHON","startTime":692.34,"endTime":697.5,"body":"So I knew law enforcement"},{"speaker":"RYAN MCMAHON","startTime":692.34,"endTime":697.5,"body":"was super interesting to me"},{"speaker":"RYAN MCMAHON","startTime":697.5,"endTime":701.913,"body":"because I was always"},{"speaker":"RYAN MCMAHON","startTime":697.5,"endTime":701.913,"body":"interested in--"},{"speaker":"RYAN MCMAHON","startTime":701.913,"endTime":703.83,"body":"I didn't realize at the"},{"speaker":"RYAN MCMAHON","startTime":701.913,"endTime":703.83,"body":"time, but I was always"},{"speaker":"RYAN MCMAHON","startTime":703.83,"endTime":707.01,"body":"interested in"},{"speaker":"RYAN MCMAHON","startTime":703.83,"endTime":707.01,"body":"traffic-related things"},{"speaker":"RYAN MCMAHON","startTime":707.01,"endTime":710.28,"body":"and always interested"},{"speaker":"RYAN MCMAHON","startTime":707.01,"endTime":710.28,"body":"in road safety"},{"speaker":"RYAN MCMAHON","startTime":710.28,"endTime":713.91,"body":"because it was around the same"},{"speaker":"RYAN MCMAHON","startTime":710.28,"endTime":713.91,"body":"time of Fast and the Furious,"},{"speaker":"RYAN MCMAHON","startTime":713.91,"endTime":715.02,"body":"and that era."},{"speaker":"REID HOLZWORTH","startTime":715.02,"endTime":716.27,"body":"Wait, hold on."},{"speaker":"REID HOLZWORTH","startTime":716.27,"endTime":718.77,"body":"So you watch Fast and Furious,"},{"speaker":"REID HOLZWORTH","startTime":716.27,"endTime":718.77,"body":"and you're like, road safety."},{"speaker":"REID HOLZWORTH","startTime":718.77,"endTime":721.452,"body":"Yes, no more street racing."},{"speaker":"RYAN MCMAHON","startTime":721.452,"endTime":722.16,"body":"No."},{"speaker":"RYAN MCMAHON","startTime":722.16,"endTime":724.62,"body":"I watched the Fast and the"},{"speaker":"RYAN MCMAHON","startTime":722.16,"endTime":724.62,"body":"Furious and crashed my car."},{"speaker":"RYAN MCMAHON","startTime":724.62,"endTime":730.77,"body":"And after that point,"},{"speaker":"RYAN MCMAHON","startTime":724.62,"endTime":730.77,"body":"I was like, man, this"},{"speaker":"RYAN MCMAHON","startTime":730.77,"endTime":732.12,"body":"is not going well."},{"speaker":"RYAN MCMAHON","startTime":732.12,"endTime":735.15,"body":"I have already now dropped"},{"speaker":"RYAN MCMAHON","startTime":732.12,"endTime":735.15,"body":"out of high school,"},{"speaker":"RYAN MCMAHON","startTime":735.15,"endTime":738.78,"body":"and I totaled a 1992"},{"speaker":"RYAN MCMAHON","startTime":735.15,"endTime":738.78,"body":"Pontiac Bonneville, which"},{"speaker":"RYAN MCMAHON","startTime":738.78,"endTime":741.16,"body":"is, I flipped it, actually."},{"speaker":"RYAN MCMAHON","startTime":741.16,"endTime":743.38,"body":"And I'm so lucky I was the"},{"speaker":"RYAN MCMAHON","startTime":741.16,"endTime":743.38,"body":"only person in the car."},{"speaker":"RYAN MCMAHON","startTime":743.38,"endTime":747.88,"body":"And it was a very"},{"speaker":"RYAN MCMAHON","startTime":743.38,"endTime":747.88,"body":"challenging maneuver."},{"speaker":"RYAN MCMAHON","startTime":747.88,"endTime":750.64,"body":"That was in a parking"},{"speaker":"RYAN MCMAHON","startTime":747.88,"endTime":750.64,"body":"of a mall at that time."},{"speaker":"RYAN MCMAHON","startTime":750.64,"endTime":753.32,"body":"And one of those things at an"},{"speaker":"RYAN MCMAHON","startTime":750.64,"endTime":753.32,"body":"early point in my life that,"},{"speaker":"RYAN MCMAHON","startTime":753.32,"endTime":755.535,"body":"like I realized that"},{"speaker":"RYAN MCMAHON","startTime":753.32,"endTime":755.535,"body":"I was being influenced"},{"speaker":"RYAN MCMAHON","startTime":755.535,"endTime":757.66,"body":"by everything else around"},{"speaker":"RYAN MCMAHON","startTime":755.535,"endTime":757.66,"body":"me, that I wasn't being--"},{"speaker":"RYAN MCMAHON","startTime":757.66,"endTime":760.51,"body":"I wasn't the person that says,"},{"speaker":"RYAN MCMAHON","startTime":757.66,"endTime":760.51,"body":"this is what I want to do"},{"speaker":"RYAN MCMAHON","startTime":760.51,"endTime":761.8,"body":"and going to do it."},{"speaker":"RYAN MCMAHON","startTime":761.8,"endTime":764.14,"body":"So I'm seeing these movies."},{"speaker":"RYAN MCMAHON","startTime":764.14,"endTime":765.14,"body":"I'm like, this is crazy."},{"speaker":"RYAN MCMAHON","startTime":765.14,"endTime":766.36,"body":"And then, I started to--"},{"speaker":"RYAN MCMAHON","startTime":766.36,"endTime":768.19,"body":"after that experience"},{"speaker":"RYAN MCMAHON","startTime":766.36,"endTime":768.19,"body":"specifically, I"},{"speaker":"RYAN MCMAHON","startTime":768.19,"endTime":771.55,"body":"was like, the law"},{"speaker":"RYAN MCMAHON","startTime":768.19,"endTime":771.55,"body":"enforcement-- the experience"},{"speaker":"RYAN MCMAHON","startTime":771.55,"endTime":772.962,"body":"I had at that point was scary."},{"speaker":"RYAN MCMAHON","startTime":772.962,"endTime":774.67,"body":"And I wasn't hurt,"},{"speaker":"RYAN MCMAHON","startTime":772.962,"endTime":774.67,"body":"but I was transported."},{"speaker":"RYAN MCMAHON","startTime":774.67,"endTime":775.69,"body":"I went to the ER."},{"speaker":"RYAN MCMAHON","startTime":775.69,"endTime":777.26,"body":"And it was super scary."},{"speaker":"RYAN MCMAHON","startTime":777.26,"endTime":780.11,"body":"And it was an opportunity for"},{"speaker":"RYAN MCMAHON","startTime":777.26,"endTime":780.11,"body":"me to then come back and reflect"},{"speaker":"RYAN MCMAHON","startTime":780.11,"endTime":780.61,"body":"on it."},{"speaker":"RYAN MCMAHON","startTime":780.61,"endTime":781.777,"body":"And I'm like, you know what?"},{"speaker":"RYAN MCMAHON","startTime":781.777,"endTime":783.7,"body":"I think that there's"},{"speaker":"RYAN MCMAHON","startTime":781.777,"endTime":783.7,"body":"the other side of this"},{"speaker":"RYAN MCMAHON","startTime":783.7,"endTime":787.49,"body":"is super interesting, and"},{"speaker":"RYAN MCMAHON","startTime":783.7,"endTime":787.49,"body":"those cop cars are pretty cool."},{"speaker":"RYAN MCMAHON","startTime":787.49,"endTime":791.59,"body":"So I wanted to get more"},{"speaker":"RYAN MCMAHON","startTime":787.49,"endTime":791.59,"body":"involved in that side of things."},{"speaker":"RYAN MCMAHON","startTime":791.59,"endTime":797.53,"body":"And I had friends that were"},{"speaker":"RYAN MCMAHON","startTime":791.59,"endTime":797.53,"body":"older, that were in that area."},{"speaker":"RYAN MCMAHON","startTime":797.53,"endTime":800.89,"body":"And I had an opportunity"},{"speaker":"RYAN MCMAHON","startTime":797.53,"endTime":800.89,"body":"to see the picture"},{"speaker":"RYAN MCMAHON","startTime":800.89,"endTime":802.57,"body":"from a different vantage point."},{"speaker":"RYAN MCMAHON","startTime":802.57,"endTime":805.04,"body":"And because this whole"},{"speaker":"RYAN MCMAHON","startTime":802.57,"endTime":805.04,"body":"incident, by the way,"},{"speaker":"RYAN MCMAHON","startTime":805.04,"endTime":809.29,"body":"happened on private property,"},{"speaker":"RYAN MCMAHON","startTime":805.04,"endTime":809.29,"body":"there wasn't a law enforcement"},{"speaker":"RYAN MCMAHON","startTime":809.29,"endTime":810.14,"body":"component to it."},{"speaker":"RYAN MCMAHON","startTime":810.14,"endTime":813.93,"body":"So I didn't have a ticket"},{"speaker":"RYAN MCMAHON","startTime":810.14,"endTime":813.93,"body":"or anything of that nature."},{"speaker":"RYAN MCMAHON","startTime":813.93,"endTime":817.78,"body":"It'd be like crashing"},{"speaker":"RYAN MCMAHON","startTime":813.93,"endTime":817.78,"body":"a car on a race course."},{"speaker":"RYAN MCMAHON","startTime":817.78,"endTime":822.85,"body":"But at that time, it"},{"speaker":"RYAN MCMAHON","startTime":817.78,"endTime":822.85,"body":"was a big deal for me."},{"speaker":"RYAN MCMAHON","startTime":822.85,"endTime":825.61,"body":"And my sister had known"},{"speaker":"RYAN MCMAHON","startTime":822.85,"endTime":825.61,"body":"the captain of the police"},{"speaker":"RYAN MCMAHON","startTime":825.61,"endTime":826.57,"body":"at that time."},{"speaker":"RYAN MCMAHON","startTime":826.57,"endTime":830.86,"body":"And I remember I went"},{"speaker":"RYAN MCMAHON","startTime":826.57,"endTime":830.86,"body":"to the police station"},{"speaker":"RYAN MCMAHON","startTime":830.86,"endTime":832.24,"body":"a few weeks later, talked."},{"speaker":"RYAN MCMAHON","startTime":832.24,"endTime":834.76,"body":"And they said, I"},{"speaker":"RYAN MCMAHON","startTime":832.24,"endTime":834.76,"body":"think that this is"},{"speaker":"RYAN MCMAHON","startTime":834.76,"endTime":837.38,"body":"an opportunity for me to learn"},{"speaker":"RYAN MCMAHON","startTime":834.76,"endTime":837.38,"body":"something completely different."},{"speaker":"RYAN MCMAHON","startTime":837.38,"endTime":843.19,"body":"So I was, this opportunity"},{"speaker":"RYAN MCMAHON","startTime":837.38,"endTime":843.19,"body":"was when I was, I want to say,"},{"speaker":"RYAN MCMAHON","startTime":843.19,"endTime":845.44,"body":"17, 18 years old."},{"speaker":"RYAN MCMAHON","startTime":845.44,"endTime":848.83,"body":"And then I had refocused"},{"speaker":"RYAN MCMAHON","startTime":845.44,"endTime":848.83,"body":"myself and said, OK, I"},{"speaker":"RYAN MCMAHON","startTime":848.83,"endTime":850.45,"body":"want to be in New"},{"speaker":"RYAN MCMAHON","startTime":848.83,"endTime":850.45,"body":"York State trooper."},{"speaker":"RYAN MCMAHON","startTime":850.45,"endTime":852.28,"body":"That was the specific goal."},{"speaker":"RYAN MCMAHON","startTime":852.28,"endTime":855.88,"body":"But the New York State trooper,"},{"speaker":"RYAN MCMAHON","startTime":852.28,"endTime":855.88,"body":"the test was only, maybe,"},{"speaker":"RYAN MCMAHON","startTime":855.88,"endTime":857.41,"body":"every two or three"},{"speaker":"RYAN MCMAHON","startTime":855.88,"endTime":857.41,"body":"years, depending"},{"speaker":"RYAN MCMAHON","startTime":857.41,"endTime":861.59,"body":"on how many people retire and"},{"speaker":"RYAN MCMAHON","startTime":857.41,"endTime":861.59,"body":"what the needs are at that time."},{"speaker":"RYAN MCMAHON","startTime":861.59,"endTime":863.44,"body":"So that was always my goal."},{"speaker":"RYAN MCMAHON","startTime":863.44,"endTime":866.04,"body":"But you had to have a certain"},{"speaker":"RYAN MCMAHON","startTime":863.44,"endTime":866.04,"body":"number of college credits first."},{"speaker":"RYAN MCMAHON","startTime":866.04,"endTime":867.79,"body":"So I think it was 60"},{"speaker":"RYAN MCMAHON","startTime":866.04,"endTime":867.79,"body":"credits at that time."},{"speaker":"RYAN MCMAHON","startTime":867.79,"endTime":870.22,"body":"But I said, look, I'm"},{"speaker":"RYAN MCMAHON","startTime":867.79,"endTime":870.22,"body":"going to finish school"},{"speaker":"RYAN MCMAHON","startTime":870.22,"endTime":871.54,"body":"because I'd already had--"},{"speaker":"RYAN MCMAHON","startTime":871.54,"endTime":873.88,"body":"I was so embarrassed by"},{"speaker":"RYAN MCMAHON","startTime":871.54,"endTime":873.88,"body":"the fact that I dropped out"},{"speaker":"RYAN MCMAHON","startTime":873.88,"endTime":877.6,"body":"of school, Reid, super"},{"speaker":"RYAN MCMAHON","startTime":873.88,"endTime":877.6,"body":"embarrassed for years."},{"speaker":"RYAN MCMAHON","startTime":877.6,"endTime":880.87,"body":"Probably not until,"},{"speaker":"RYAN MCMAHON","startTime":877.6,"endTime":880.87,"body":"maybe, the last 10 years"},{"speaker":"RYAN MCMAHON","startTime":880.87,"endTime":884.2,"body":"that I feel comfortable having"},{"speaker":"RYAN MCMAHON","startTime":880.87,"endTime":884.2,"body":"this conversation in the way"},{"speaker":"RYAN MCMAHON","startTime":884.2,"endTime":886.79,"body":"that we're having it now because"},{"speaker":"RYAN MCMAHON","startTime":884.2,"endTime":886.79,"body":"I felt like I was a failure."},{"speaker":"RYAN MCMAHON","startTime":886.79,"endTime":889.57,"body":"And if you think about of the"},{"speaker":"RYAN MCMAHON","startTime":886.79,"endTime":889.57,"body":"milestones you have in life up"},{"speaker":"RYAN MCMAHON","startTime":889.57,"endTime":892.48,"body":"until specific stages,"},{"speaker":"RYAN MCMAHON","startTime":889.57,"endTime":892.48,"body":"graduating in high school"},{"speaker":"RYAN MCMAHON","startTime":892.48,"endTime":895.15,"body":"is a milestone that"},{"speaker":"RYAN MCMAHON","startTime":892.48,"endTime":895.15,"body":"everyone looks to"},{"speaker":"RYAN MCMAHON","startTime":895.15,"endTime":897.56,"body":"as an obvious achievement point."},{"speaker":"RYAN MCMAHON","startTime":897.56,"endTime":899.6,"body":"So if you don't have"},{"speaker":"RYAN MCMAHON","startTime":897.56,"endTime":899.6,"body":"those achievement points--"},{"speaker":"RYAN MCMAHON","startTime":899.6,"endTime":902.44,"body":"so that's why I was, I'm"},{"speaker":"RYAN MCMAHON","startTime":899.6,"endTime":902.44,"body":"going to finish school."},{"speaker":"RYAN MCMAHON","startTime":902.44,"endTime":904.36,"body":"I'm going to do as good"},{"speaker":"RYAN MCMAHON","startTime":902.44,"endTime":904.36,"body":"of a job as possible."},{"speaker":"RYAN MCMAHON","startTime":904.36,"endTime":910.3,"body":"And then when the opportunity"},{"speaker":"RYAN MCMAHON","startTime":904.36,"endTime":910.3,"body":"came around to take the test,"},{"speaker":"RYAN MCMAHON","startTime":910.3,"endTime":913.75,"body":"I was already promoted twice"},{"speaker":"RYAN MCMAHON","startTime":910.3,"endTime":913.75,"body":"in the insurance ecosystem,"},{"speaker":"RYAN MCMAHON","startTime":913.75,"endTime":915.7,"body":"and I wasn't even living"},{"speaker":"RYAN MCMAHON","startTime":913.75,"endTime":915.7,"body":"in New York anymore."},{"speaker":"RYAN MCMAHON","startTime":915.7,"endTime":916.825,"body":"I was living in New Jersey."},{"speaker":"RYAN MCMAHON","startTime":916.825,"endTime":921.16,"body":"So it was like a good"},{"speaker":"RYAN MCMAHON","startTime":916.825,"endTime":921.16,"body":"motivational goal"},{"speaker":"RYAN MCMAHON","startTime":921.16,"endTime":925.14,"body":"to have at that time of my"},{"speaker":"RYAN MCMAHON","startTime":921.16,"endTime":925.14,"body":"life, but it was quickly"},{"speaker":"RYAN MCMAHON","startTime":925.14,"endTime":928.29,"body":"surpassed by the glitz and"},{"speaker":"RYAN MCMAHON","startTime":925.14,"endTime":928.29,"body":"glamour of the insurance"},{"speaker":"RYAN MCMAHON","startTime":928.29,"endTime":930.937,"body":"industry."},{"speaker":"REID HOLZWORTH","startTime":930.937,"endTime":932.02,"body":"I love it."},{"speaker":"REID HOLZWORTH","startTime":932.02,"endTime":932.52,"body":"I love it."},{"speaker":"REID HOLZWORTH","startTime":932.52,"endTime":933.3,"body":"So all right."},{"speaker":"REID HOLZWORTH","startTime":933.3,"endTime":934.35,"body":"So you're at Hanover."},{"speaker":"REID HOLZWORTH","startTime":934.35,"endTime":936.0,"body":"You got promoted twice."},{"speaker":"REID HOLZWORTH","startTime":936.0,"endTime":936.645,"body":"So then what?"},{"speaker":"REID HOLZWORTH","startTime":936.645,"endTime":938.23,"body":"What happened after Hanover?"},{"speaker":"REID HOLZWORTH","startTime":938.23,"endTime":938.82,"body":"Or--"},{"speaker":"RYAN MCMAHON","startTime":938.82,"endTime":939.83,"body":"It was a rotation."},{"speaker":"REID HOLZWORTH","startTime":939.83,"endTime":941.07,"body":"Yeah, what"},{"speaker":"REID HOLZWORTH","startTime":939.83,"endTime":941.07,"body":"happened after that, I"},{"speaker":"REID HOLZWORTH","startTime":941.07,"endTime":941.74,"body":"guess you would say?"},{"speaker":"RYAN MCMAHON","startTime":941.74,"endTime":943.03,"body":"Well, it"},{"speaker":"RYAN MCMAHON","startTime":941.74,"endTime":943.03,"body":"was a rotation program."},{"speaker":"RYAN MCMAHON","startTime":943.03,"endTime":944.655,"body":"So just like you"},{"speaker":"RYAN MCMAHON","startTime":943.03,"endTime":944.655,"body":"said-- and by the way,"},{"speaker":"RYAN MCMAHON","startTime":944.655,"endTime":946.08,"body":"I'm a huge fan of these things."},{"speaker":"RYAN MCMAHON","startTime":946.08,"endTime":948.27,"body":"I don't know if"},{"speaker":"RYAN MCMAHON","startTime":946.08,"endTime":948.27,"body":"anyone actually knows"},{"speaker":"RYAN MCMAHON","startTime":948.27,"endTime":950.76,"body":"exactly what they want to do"},{"speaker":"RYAN MCMAHON","startTime":948.27,"endTime":950.76,"body":"when they graduate school."},{"speaker":"RYAN MCMAHON","startTime":950.76,"endTime":953.07,"body":"That's not a"},{"speaker":"RYAN MCMAHON","startTime":950.76,"endTime":953.07,"body":"specialist that didn't"},{"speaker":"RYAN MCMAHON","startTime":953.07,"endTime":956.82,"body":"like specialize into computer"},{"speaker":"RYAN MCMAHON","startTime":953.07,"endTime":956.82,"body":"engineering or something"},{"speaker":"RYAN MCMAHON","startTime":956.82,"endTime":959.67,"body":"super, super discrete."},{"speaker":"RYAN MCMAHON","startTime":959.67,"endTime":962.25,"body":"So these rotation"},{"speaker":"RYAN MCMAHON","startTime":959.67,"endTime":962.25,"body":"programs were awesome."},{"speaker":"RYAN MCMAHON","startTime":962.25,"endTime":964.41,"body":"So I was with a"},{"speaker":"RYAN MCMAHON","startTime":962.25,"endTime":964.41,"body":"cohort of people that"},{"speaker":"RYAN MCMAHON","startTime":964.41,"endTime":965.77,"body":"had joined at the same time."},{"speaker":"RYAN MCMAHON","startTime":965.77,"endTime":968.32,"body":"So they're all around the"},{"speaker":"RYAN MCMAHON","startTime":965.77,"endTime":968.32,"body":"same age, 22 years old."},{"speaker":"RYAN MCMAHON","startTime":968.32,"endTime":970.35,"body":"We were all in field"},{"speaker":"RYAN MCMAHON","startTime":968.32,"endTime":970.35,"body":"offices for Hanover."},{"speaker":"RYAN MCMAHON","startTime":970.35,"endTime":971.52,"body":"I was in Syracuse."},{"speaker":"RYAN MCMAHON","startTime":971.52,"endTime":974.445,"body":"And then every, I don't know,"},{"speaker":"RYAN MCMAHON","startTime":971.52,"endTime":974.445,"body":"six weeks or two months,"},{"speaker":"RYAN MCMAHON","startTime":974.445,"endTime":976.32,"body":"we would go back to"},{"speaker":"RYAN MCMAHON","startTime":974.445,"endTime":976.32,"body":"Worcester, Massachusetts,"},{"speaker":"RYAN MCMAHON","startTime":976.32,"endTime":980.34,"body":"where the headquarters was,"},{"speaker":"RYAN MCMAHON","startTime":976.32,"endTime":980.34,"body":"and we would learn the policy."},{"speaker":"RYAN MCMAHON","startTime":980.34,"endTime":981.52,"body":"We'd read the policy."},{"speaker":"RYAN MCMAHON","startTime":981.52,"endTime":983.32,"body":"We would get education."},{"speaker":"RYAN MCMAHON","startTime":983.32,"endTime":985.64,"body":"And then, we'd go"},{"speaker":"RYAN MCMAHON","startTime":983.32,"endTime":985.64,"body":"back and do our jobs,"},{"speaker":"RYAN MCMAHON","startTime":985.64,"endTime":987.13,"body":"which was real-world practice."},{"speaker":"RYAN MCMAHON","startTime":987.13,"endTime":990.79,"body":"And then when another"},{"speaker":"RYAN MCMAHON","startTime":987.13,"endTime":990.79,"body":"opportunity opened up to move"},{"speaker":"RYAN MCMAHON","startTime":990.79,"endTime":994.12,"body":"from PD at that time, Property"},{"speaker":"RYAN MCMAHON","startTime":990.79,"endTime":994.12,"body":"Damage, to Liability Claims--"},{"speaker":"RYAN MCMAHON","startTime":994.12,"endTime":997.39,"body":"the office was in"},{"speaker":"RYAN MCMAHON","startTime":994.12,"endTime":997.39,"body":"Central New Jersey--"},{"speaker":"RYAN MCMAHON","startTime":997.39,"endTime":1001.62,"body":"so I moved from Syracuse to"},{"speaker":"RYAN MCMAHON","startTime":997.39,"endTime":1001.62,"body":"Central New Jersey and got"},{"speaker":"RYAN MCMAHON","startTime":1001.62,"endTime":1006.27,"body":"a $2,000 raise and became super"},{"speaker":"RYAN MCMAHON","startTime":1001.62,"endTime":1006.27,"body":"poor because the cost of living"},{"speaker":"RYAN MCMAHON","startTime":1006.27,"endTime":1008.42,"body":"in upstate New"},{"speaker":"RYAN MCMAHON","startTime":1006.27,"endTime":1008.42,"body":"York is minuscule,"},{"speaker":"RYAN MCMAHON","startTime":1008.42,"endTime":1010.17,"body":"or at least at that"},{"speaker":"RYAN MCMAHON","startTime":1008.42,"endTime":1010.17,"body":"time it was minuscule,"},{"speaker":"RYAN MCMAHON","startTime":1010.17,"endTime":1011.37,"body":"compared to New Jersey."},{"speaker":"RYAN MCMAHON","startTime":1011.37,"endTime":1015.06,"body":"And I was there I"},{"speaker":"RYAN MCMAHON","startTime":1011.37,"endTime":1015.06,"body":"remember having every--"},{"speaker":"RYAN MCMAHON","startTime":1015.06,"endTime":1017.1,"body":"I think every night"},{"speaker":"RYAN MCMAHON","startTime":1015.06,"endTime":1017.1,"body":"for dinner was cereal,"},{"speaker":"RYAN MCMAHON","startTime":1017.1,"endTime":1018.21,"body":"but not even the cereal."},{"speaker":"RYAN MCMAHON","startTime":1018.21,"endTime":1020.97,"body":"You would get at eye level-- the"},{"speaker":"RYAN MCMAHON","startTime":1018.21,"endTime":1020.97,"body":"cereal, you get at ankle level."},{"speaker":"REID HOLZWORTH","startTime":1020.97,"endTime":1021.15,"body":"It's"},{"speaker":"REID HOLZWORTH","startTime":1020.97,"endTime":1021.15,"body":"the cop-- brand cereal."},{"speaker":"RYAN MCMAHON","startTime":1021.15,"endTime":1022.608,"body":"You"},{"speaker":"RYAN MCMAHON","startTime":1021.15,"endTime":1022.608,"body":"know what I mean?"},{"speaker":"RYAN MCMAHON","startTime":1022.608,"endTime":1023.38,"body":"In a bag."},{"speaker":"RYAN MCMAHON","startTime":1023.38,"endTime":1024.39,"body":"Oh, totally."},{"speaker":"RYAN MCMAHON","startTime":1024.39,"endTime":1026.46,"body":"Absolutely, absolutely."},{"speaker":"RYAN MCMAHON","startTime":1026.46,"endTime":1030.96,"body":"But I did save a couple of bucks"},{"speaker":"RYAN MCMAHON","startTime":1026.46,"endTime":1030.96,"body":"so I could spend the $13.95"},{"speaker":"RYAN MCMAHON","startTime":1030.96,"endTime":1033.359,"body":"to take New Jersey Transit"},{"speaker":"RYAN MCMAHON","startTime":1030.96,"endTime":1033.359,"body":"from Central New Jersey"},{"speaker":"RYAN MCMAHON","startTime":1033.359,"endTime":1038.369,"body":"to Manhattan every other"},{"speaker":"RYAN MCMAHON","startTime":1033.359,"endTime":1038.369,"body":"weekend, or so, and explored."},{"speaker":"RYAN MCMAHON","startTime":1038.369,"endTime":1039.67,"body":"And it was awesome."},{"speaker":"RYAN MCMAHON","startTime":1039.67,"endTime":1042.98,"body":"And then, this is crazy from"},{"speaker":"RYAN MCMAHON","startTime":1039.67,"endTime":1042.98,"body":"a technology standpoint."},{"speaker":"RYAN MCMAHON","startTime":1042.98,"endTime":1045.369,"body":"So Hanover was going"},{"speaker":"RYAN MCMAHON","startTime":1042.98,"endTime":1045.369,"body":"through a transition"},{"speaker":"RYAN MCMAHON","startTime":1045.369,"endTime":1046.558,"body":"at that period of time."},{"speaker":"RYAN MCMAHON","startTime":1046.558,"endTime":1048.85,"body":"And I forget if it was a"},{"speaker":"RYAN MCMAHON","startTime":1046.558,"endTime":1048.85,"body":"guidewire system or something,"},{"speaker":"RYAN MCMAHON","startTime":1048.85,"endTime":1050.56,"body":"but it was a new claim system."},{"speaker":"RYAN MCMAHON","startTime":1050.56,"endTime":1052.57,"body":"And they needed"},{"speaker":"RYAN MCMAHON","startTime":1050.56,"endTime":1052.57,"body":"someone to basically"},{"speaker":"RYAN MCMAHON","startTime":1052.57,"endTime":1056.23,"body":"be the guinea pig for the"},{"speaker":"RYAN MCMAHON","startTime":1052.57,"endTime":1056.23,"body":"IT team back in Worcester"},{"speaker":"RYAN MCMAHON","startTime":1056.23,"endTime":1059.05,"body":"and to work in the field"},{"speaker":"RYAN MCMAHON","startTime":1056.23,"endTime":1059.05,"body":"to work in both systems"},{"speaker":"RYAN MCMAHON","startTime":1059.05,"endTime":1060.01,"body":"at the same time."},{"speaker":"RYAN MCMAHON","startTime":1060.01,"endTime":1062.54,"body":"And I was just saying"},{"speaker":"RYAN MCMAHON","startTime":1060.01,"endTime":1062.54,"body":"literally yes to everything."},{"speaker":"RYAN MCMAHON","startTime":1062.54,"endTime":1064.1,"body":"So I was, yeah, I'm"},{"speaker":"RYAN MCMAHON","startTime":1062.54,"endTime":1064.1,"body":"happy to do that."},{"speaker":"RYAN MCMAHON","startTime":1064.1,"endTime":1066.413,"body":"So then I'm now doing"},{"speaker":"RYAN MCMAHON","startTime":1064.1,"endTime":1066.413,"body":"two jobs, because I'm"},{"speaker":"RYAN MCMAHON","startTime":1066.413,"endTime":1068.08,"body":"doing my normal claims"},{"speaker":"RYAN MCMAHON","startTime":1066.413,"endTime":1068.08,"body":"job, but then I'm"},{"speaker":"RYAN MCMAHON","startTime":1068.08,"endTime":1071.02,"body":"also sorting out how to"},{"speaker":"RYAN MCMAHON","startTime":1068.08,"endTime":1071.02,"body":"make this new claim system"},{"speaker":"RYAN MCMAHON","startTime":1071.02,"endTime":1073.3,"body":"work from a user perspective."},{"speaker":"RYAN MCMAHON","startTime":1073.3,"endTime":1077.08,"body":"And I got really good"},{"speaker":"RYAN MCMAHON","startTime":1073.3,"endTime":1077.08,"body":"feedback and remarks"},{"speaker":"RYAN MCMAHON","startTime":1077.08,"endTime":1082.03,"body":"from the technical team"},{"speaker":"RYAN MCMAHON","startTime":1077.08,"endTime":1082.03,"body":"in Worcester and the HQ."},{"speaker":"RYAN MCMAHON","startTime":1082.03,"endTime":1083.83,"body":"And they said, hey,"},{"speaker":"RYAN MCMAHON","startTime":1082.03,"endTime":1083.83,"body":"I think that you"},{"speaker":"RYAN MCMAHON","startTime":1083.83,"endTime":1086.74,"body":"would be a great fit for this"},{"speaker":"RYAN MCMAHON","startTime":1083.83,"endTime":1086.74,"body":"other business analyst rotation"},{"speaker":"RYAN MCMAHON","startTime":1086.74,"endTime":1088.81,"body":"program, which moved"},{"speaker":"RYAN MCMAHON","startTime":1086.74,"endTime":1088.81,"body":"away from claims"},{"speaker":"RYAN MCMAHON","startTime":1088.81,"endTime":1091.96,"body":"into the core"},{"speaker":"RYAN MCMAHON","startTime":1088.81,"endTime":1091.96,"body":"functionality of product,"},{"speaker":"RYAN MCMAHON","startTime":1091.96,"endTime":1094.96,"body":"and pricing, and underwriting."},{"speaker":"RYAN MCMAHON","startTime":1094.96,"endTime":1098.32,"body":"So I went and moved from"},{"speaker":"RYAN MCMAHON","startTime":1094.96,"endTime":1098.32,"body":"New Jersey to Worcester."},{"speaker":"RYAN MCMAHON","startTime":1098.32,"endTime":1101.98,"body":"And that was great because that"},{"speaker":"RYAN MCMAHON","startTime":1098.32,"endTime":1101.98,"body":"got me into the headquarters."},{"speaker":"RYAN MCMAHON","startTime":1101.98,"endTime":1105.16,"body":"That got me ingrained with"},{"speaker":"RYAN MCMAHON","startTime":1101.98,"endTime":1105.16,"body":"the core business functions."},{"speaker":"RYAN MCMAHON","startTime":1105.16,"endTime":1106.87,"body":"I learned so much in"},{"speaker":"RYAN MCMAHON","startTime":1105.16,"endTime":1106.87,"body":"that period of time."},{"speaker":"RYAN MCMAHON","startTime":1106.87,"endTime":1109.99,"body":"I never had used Excel, and"},{"speaker":"RYAN MCMAHON","startTime":1106.87,"endTime":1109.99,"body":"I became like an Excel master"},{"speaker":"RYAN MCMAHON","startTime":1109.99,"endTime":1113.32,"body":"under these two gurus"},{"speaker":"RYAN MCMAHON","startTime":1109.99,"endTime":1113.32,"body":"that new everything."},{"speaker":"RYAN MCMAHON","startTime":1113.32,"endTime":1115.21,"body":"And talk about the"},{"speaker":"RYAN MCMAHON","startTime":1113.32,"endTime":1115.21,"body":"importance of being"},{"speaker":"RYAN MCMAHON","startTime":1115.21,"endTime":1118.63,"body":"in office, at that time, for me,"},{"speaker":"RYAN MCMAHON","startTime":1115.21,"endTime":1118.63,"body":"I got so much feedback and so"},{"speaker":"RYAN MCMAHON","startTime":1118.63,"endTime":1121.15,"body":"much learning exposure"},{"speaker":"RYAN MCMAHON","startTime":1118.63,"endTime":1121.15,"body":"in that period of time,"},{"speaker":"RYAN MCMAHON","startTime":1121.15,"endTime":1124.69,"body":"probably the biggest learning"},{"speaker":"RYAN MCMAHON","startTime":1121.15,"endTime":1124.69,"body":"time in my life was then."},{"speaker":"RYAN MCMAHON","startTime":1124.69,"endTime":1127.81,"body":"And one of the"},{"speaker":"RYAN MCMAHON","startTime":1124.69,"endTime":1127.81,"body":"people I worked with"},{"speaker":"RYAN MCMAHON","startTime":1127.81,"endTime":1132.7,"body":"had left Hanover to go work at"},{"speaker":"RYAN MCMAHON","startTime":1127.81,"endTime":1132.7,"body":"Acadia Insurance and Commercial"},{"speaker":"RYAN MCMAHON","startTime":1132.7,"endTime":1133.36,"body":"Lines."},{"speaker":"RYAN MCMAHON","startTime":1133.36,"endTime":1136.72,"body":"And I went there after working"},{"speaker":"RYAN MCMAHON","startTime":1133.36,"endTime":1136.72,"body":"at Hanover for a long period"},{"speaker":"RYAN MCMAHON","startTime":1136.72,"endTime":1138.73,"body":"of time, doing a ton of jobs."},{"speaker":"RYAN MCMAHON","startTime":1138.73,"endTime":1141.92,"body":"And the last job I did there"},{"speaker":"RYAN MCMAHON","startTime":1138.73,"endTime":1141.92,"body":"at Hanover was with agents."},{"speaker":"RYAN MCMAHON","startTime":1141.92,"endTime":1146.8,"body":"So I handled-- I manage the"},{"speaker":"RYAN MCMAHON","startTime":1141.92,"endTime":1146.8,"body":"Connecticut territory-- one of I"},{"speaker":"RYAN MCMAHON","startTime":1146.8,"endTime":1149.62,"body":"think three or four territory"},{"speaker":"RYAN MCMAHON","startTime":1146.8,"endTime":1149.62,"body":"sales managers for Hanover"},{"speaker":"RYAN MCMAHON","startTime":1149.62,"endTime":1150.52,"body":"at that time."},{"speaker":"RYAN MCMAHON","startTime":1150.52,"endTime":1151.93,"body":"And it was awesome."},{"speaker":"RYAN MCMAHON","startTime":1151.93,"endTime":1154.84,"body":"Being out in the"},{"speaker":"RYAN MCMAHON","startTime":1151.93,"endTime":1154.84,"body":"field was a great job,"},{"speaker":"RYAN MCMAHON","startTime":1154.84,"endTime":1157.66,"body":"almost on par of"},{"speaker":"RYAN MCMAHON","startTime":1154.84,"endTime":1157.66,"body":"the park ranger job."},{"speaker":"RYAN MCMAHON","startTime":1157.66,"endTime":1159.61,"body":"I was with agents, and"},{"speaker":"RYAN MCMAHON","startTime":1157.66,"endTime":1159.61,"body":"they taught me so much"},{"speaker":"RYAN MCMAHON","startTime":1159.61,"endTime":1164.38,"body":"about the actual functionality"},{"speaker":"RYAN MCMAHON","startTime":1159.61,"endTime":1164.38,"body":"of how a small business grows"},{"speaker":"RYAN MCMAHON","startTime":1164.38,"endTime":1167.14,"body":"and engages with the community,"},{"speaker":"RYAN MCMAHON","startTime":1164.38,"endTime":1167.14,"body":"and how they compete,"},{"speaker":"RYAN MCMAHON","startTime":1167.14,"endTime":1169.54,"body":"and the challenges"},{"speaker":"RYAN MCMAHON","startTime":1167.14,"endTime":1169.54,"body":"that happen there."},{"speaker":"RYAN MCMAHON","startTime":1169.54,"endTime":1172.6,"body":"And I was able to bring my"},{"speaker":"RYAN MCMAHON","startTime":1169.54,"endTime":1172.6,"body":"claims expertise forward."},{"speaker":"RYAN MCMAHON","startTime":1172.6,"endTime":1176.32,"body":"So I learned the job"},{"speaker":"RYAN MCMAHON","startTime":1172.6,"endTime":1176.32,"body":"from the crash level"},{"speaker":"RYAN MCMAHON","startTime":1176.32,"endTime":1179.66,"body":"up, which is super useful,"},{"speaker":"RYAN MCMAHON","startTime":1176.32,"endTime":1179.66,"body":"because ultimately,"},{"speaker":"RYAN MCMAHON","startTime":1179.66,"endTime":1181.323,"body":"that's what we're"},{"speaker":"RYAN MCMAHON","startTime":1179.66,"endTime":1181.323,"body":"selling in insurance."},{"speaker":"RYAN MCMAHON","startTime":1181.323,"endTime":1182.74,"body":"We're selling a"},{"speaker":"RYAN MCMAHON","startTime":1181.323,"endTime":1182.74,"body":"promise that we're"},{"speaker":"RYAN MCMAHON","startTime":1182.74,"endTime":1187.15,"body":"going to put you whole if"},{"speaker":"RYAN MCMAHON","startTime":1182.74,"endTime":1187.15,"body":"something adverse happens."},{"speaker":"RYAN MCMAHON","startTime":1187.15,"endTime":1189.22,"body":"And a lot of people don't"},{"speaker":"RYAN MCMAHON","startTime":1187.15,"endTime":1189.22,"body":"have the opportunity"},{"speaker":"RYAN MCMAHON","startTime":1189.22,"endTime":1191.92,"body":"of actually interacting with the"},{"speaker":"RYAN MCMAHON","startTime":1189.22,"endTime":1191.92,"body":"methodology of how that happens"},{"speaker":"RYAN MCMAHON","startTime":1191.92,"endTime":1194.38,"body":"with dealing with someone"},{"speaker":"RYAN MCMAHON","startTime":1191.92,"endTime":1194.38,"body":"with a first notice of loss,"},{"speaker":"RYAN MCMAHON","startTime":1194.38,"endTime":1197.11,"body":"with dealing with the"},{"speaker":"RYAN MCMAHON","startTime":1194.38,"endTime":1197.11,"body":"issues that occur relative"},{"speaker":"RYAN MCMAHON","startTime":1197.11,"endTime":1198.747,"body":"to appraisal inspection--"},{"speaker":"REID HOLZWORTH","startTime":1198.747,"endTime":1199.997,"body":"Yeah, totally."},{"speaker":"RYAN MCMAHON","startTime":1199.997,"endTime":1203.53,"body":"--coverage,"},{"speaker":"RYAN MCMAHON","startTime":1199.997,"endTime":1203.53,"body":"liability, rental cars,"},{"speaker":"RYAN MCMAHON","startTime":1203.53,"endTime":1205.84,"body":"replacement parts if"},{"speaker":"RYAN MCMAHON","startTime":1203.53,"endTime":1205.84,"body":"they're not manufactured"},{"speaker":"RYAN MCMAHON","startTime":1205.84,"endTime":1208.3,"body":"by the original"},{"speaker":"RYAN MCMAHON","startTime":1205.84,"endTime":1208.3,"body":"manufacturer or not."},{"speaker":"RYAN MCMAHON","startTime":1208.3,"endTime":1211.84,"body":"It's a crazy world"},{"speaker":"RYAN MCMAHON","startTime":1208.3,"endTime":1211.84,"body":"on the claims side."},{"speaker":"RYAN MCMAHON","startTime":1211.84,"endTime":1216.328,"body":"But that was a great learning"},{"speaker":"RYAN MCMAHON","startTime":1211.84,"endTime":1216.328,"body":"springboard to everything else."},{"speaker":"REID HOLZWORTH","startTime":1216.328,"endTime":1217.62,"body":"That's awesome."},{"speaker":"REID HOLZWORTH","startTime":1217.62,"endTime":1219.66,"body":"So then what?"},{"speaker":"RYAN MCMAHON","startTime":1219.66,"endTime":1221.7,"body":"I went"},{"speaker":"RYAN MCMAHON","startTime":1219.66,"endTime":1221.7,"body":"to Acadia Insurance."},{"speaker":"RYAN MCMAHON","startTime":1221.7,"endTime":1223.8,"body":"So Acadia is owned"},{"speaker":"RYAN MCMAHON","startTime":1221.7,"endTime":1223.8,"body":"by WR Berkley."},{"speaker":"RYAN MCMAHON","startTime":1223.8,"endTime":1226.62,"body":"And a really important"},{"speaker":"RYAN MCMAHON","startTime":1223.8,"endTime":1226.62,"body":"person to me, Len Ryer,"},{"speaker":"RYAN MCMAHON","startTime":1226.62,"endTime":1229.11,"body":"was my boss at Hanover."},{"speaker":"RYAN MCMAHON","startTime":1229.11,"endTime":1233.37,"body":"And he had gotten to take over"},{"speaker":"RYAN MCMAHON","startTime":1229.11,"endTime":1233.37,"body":"a branch there in New Hampshire."},{"speaker":"RYAN MCMAHON","startTime":1233.37,"endTime":1237.92,"body":"Len is one of these"},{"speaker":"RYAN MCMAHON","startTime":1233.37,"endTime":1237.92,"body":"guys that just"},{"speaker":"RYAN MCMAHON","startTime":1237.92,"endTime":1243.03,"body":"absolute master of the business,"},{"speaker":"RYAN MCMAHON","startTime":1237.92,"endTime":1243.03,"body":"incredibly important person"},{"speaker":"RYAN MCMAHON","startTime":1243.03,"endTime":1247.5,"body":"because he not only was a boss"},{"speaker":"RYAN MCMAHON","startTime":1243.03,"endTime":1247.5,"body":"to me but a very personal mentor"},{"speaker":"RYAN MCMAHON","startTime":1247.5,"endTime":1250.83,"body":"and helped me in so many ways in"},{"speaker":"RYAN MCMAHON","startTime":1247.5,"endTime":1250.83,"body":"that period of time in my life."},{"speaker":"RYAN MCMAHON","startTime":1250.83,"endTime":1255.51,"body":"And what was cool is I"},{"speaker":"RYAN MCMAHON","startTime":1250.83,"endTime":1255.51,"body":"established such a huge friend"},{"speaker":"RYAN MCMAHON","startTime":1255.51,"endTime":1258.6,"body":"base from Hanover"},{"speaker":"RYAN MCMAHON","startTime":1255.51,"endTime":1258.6,"body":"because there's"},{"speaker":"RYAN MCMAHON","startTime":1258.6,"endTime":1260.82,"body":"so many younger"},{"speaker":"RYAN MCMAHON","startTime":1258.6,"endTime":1260.82,"body":"people that were there"},{"speaker":"RYAN MCMAHON","startTime":1260.82,"endTime":1262.75,"body":"in these rotation programs."},{"speaker":"RYAN MCMAHON","startTime":1262.75,"endTime":1266.31,"body":"But at that period of"},{"speaker":"RYAN MCMAHON","startTime":1262.75,"endTime":1266.31,"body":"time, a lot of people"},{"speaker":"RYAN MCMAHON","startTime":1266.31,"endTime":1267.72,"body":"went through the"},{"speaker":"RYAN MCMAHON","startTime":1266.31,"endTime":1267.72,"body":"rotation program"},{"speaker":"RYAN MCMAHON","startTime":1267.72,"endTime":1269.73,"body":"and then left to"},{"speaker":"RYAN MCMAHON","startTime":1267.72,"endTime":1269.73,"body":"other companies."},{"speaker":"RYAN MCMAHON","startTime":1269.73,"endTime":1272.64,"body":"So one of the negative sides"},{"speaker":"RYAN MCMAHON","startTime":1269.73,"endTime":1272.64,"body":"that-- if you're an insurance"},{"speaker":"RYAN MCMAHON","startTime":1272.64,"endTime":1275.37,"body":"company, you're going to put"},{"speaker":"RYAN MCMAHON","startTime":1272.64,"endTime":1275.37,"body":"together a rotation program,"},{"speaker":"RYAN MCMAHON","startTime":1275.37,"endTime":1277.278,"body":"thinking past"},{"speaker":"RYAN MCMAHON","startTime":1275.37,"endTime":1277.278,"body":"year, two or three,"},{"speaker":"RYAN MCMAHON","startTime":1277.278,"endTime":1278.82,"body":"is super important"},{"speaker":"RYAN MCMAHON","startTime":1277.278,"endTime":1278.82,"body":"because you end up"},{"speaker":"RYAN MCMAHON","startTime":1278.82,"endTime":1281.85,"body":"with these super smart,"},{"speaker":"RYAN MCMAHON","startTime":1278.82,"endTime":1281.85,"body":"motivated, alpha motivated"},{"speaker":"RYAN MCMAHON","startTime":1281.85,"endTime":1284.505,"body":"people that now want to"},{"speaker":"RYAN MCMAHON","startTime":1281.85,"endTime":1284.505,"body":"move up as fast as possible."},{"speaker":"RYAN MCMAHON","startTime":1284.505,"endTime":1285.88,"body":"And sometimes,"},{"speaker":"RYAN MCMAHON","startTime":1284.505,"endTime":1285.88,"body":"there's not roles."},{"speaker":"RYAN MCMAHON","startTime":1285.88,"endTime":1288.63,"body":"So I, at that period"},{"speaker":"RYAN MCMAHON","startTime":1285.88,"endTime":1288.63,"body":"of time, had friends"},{"speaker":"RYAN MCMAHON","startTime":1288.63,"endTime":1292.68,"body":"everywhere at all the carriers"},{"speaker":"RYAN MCMAHON","startTime":1288.63,"endTime":1292.68,"body":"because everyone spread out."},{"speaker":"RYAN MCMAHON","startTime":1292.68,"endTime":1294.5,"body":"And Len was my"},{"speaker":"RYAN MCMAHON","startTime":1292.68,"endTime":1294.5,"body":"boss at that point,"},{"speaker":"RYAN MCMAHON","startTime":1294.5,"endTime":1296.94,"body":"and went over to"},{"speaker":"RYAN MCMAHON","startTime":1294.5,"endTime":1296.94,"body":"Acadia Insurance, which"},{"speaker":"RYAN MCMAHON","startTime":1296.94,"endTime":1299.28,"body":"was commercial insurance,"},{"speaker":"RYAN MCMAHON","startTime":1296.94,"endTime":1299.28,"body":"still is commercial insurance"},{"speaker":"RYAN MCMAHON","startTime":1299.28,"endTime":1300.69,"body":"owned by WR Berkley."},{"speaker":"RYAN MCMAHON","startTime":1300.69,"endTime":1302.58,"body":"And I went and"},{"speaker":"RYAN MCMAHON","startTime":1300.69,"endTime":1302.58,"body":"learned commercial."},{"speaker":"RYAN MCMAHON","startTime":1302.58,"endTime":1304.95,"body":"It was the first time"},{"speaker":"RYAN MCMAHON","startTime":1302.58,"endTime":1304.95,"body":"that I learned commercial."},{"speaker":"RYAN MCMAHON","startTime":1304.95,"endTime":1310.56,"body":"I was in charge of growing"},{"speaker":"RYAN MCMAHON","startTime":1304.95,"endTime":1310.56,"body":"the branch for Acadia,"},{"speaker":"RYAN MCMAHON","startTime":1310.56,"endTime":1314.31,"body":"and also ran the Affinity"},{"speaker":"RYAN MCMAHON","startTime":1310.56,"endTime":1314.31,"body":"programs for them,"},{"speaker":"RYAN MCMAHON","startTime":1314.31,"endTime":1317.73,"body":"so got really involved"},{"speaker":"RYAN MCMAHON","startTime":1314.31,"endTime":1317.73,"body":"with associations,"},{"speaker":"RYAN MCMAHON","startTime":1317.73,"endTime":1319.83,"body":"with different"},{"speaker":"RYAN MCMAHON","startTime":1317.73,"endTime":1319.83,"body":"types of businesses,"},{"speaker":"RYAN MCMAHON","startTime":1319.83,"endTime":1323.34,"body":"the wider side of the business."},{"speaker":"RYAN MCMAHON","startTime":1323.34,"endTime":1327.96,"body":"What was fascinating was Acadia"},{"speaker":"RYAN MCMAHON","startTime":1323.34,"endTime":1327.96,"body":"was a super, super big boss"},{"speaker":"RYAN MCMAHON","startTime":1327.96,"endTime":1331.013,"body":"control organization,"},{"speaker":"RYAN MCMAHON","startTime":1327.96,"endTime":1331.013,"body":"meaning they had engineers."},{"speaker":"RYAN MCMAHON","startTime":1331.013,"endTime":1332.43,"body":"They had safety"},{"speaker":"RYAN MCMAHON","startTime":1331.013,"endTime":1332.43,"body":"professionals that"},{"speaker":"RYAN MCMAHON","startTime":1332.43,"endTime":1337.09,"body":"went out to businesses, loggers,"},{"speaker":"RYAN MCMAHON","startTime":1332.43,"endTime":1337.09,"body":"sawmills, super crazy stuff,"},{"speaker":"RYAN MCMAHON","startTime":1337.09,"endTime":1340.75,"body":"to work with them"},{"speaker":"RYAN MCMAHON","startTime":1337.09,"endTime":1340.75,"body":"to reduce risk."},{"speaker":"RYAN MCMAHON","startTime":1340.75,"endTime":1344.54,"body":"And I was in the position"},{"speaker":"RYAN MCMAHON","startTime":1340.75,"endTime":1344.54,"body":"that I could learn from them."},{"speaker":"RYAN MCMAHON","startTime":1344.54,"endTime":1346.33,"body":"And it was brought"},{"speaker":"RYAN MCMAHON","startTime":1344.54,"endTime":1346.33,"body":"back to my roots"},{"speaker":"RYAN MCMAHON","startTime":1346.33,"endTime":1352.66,"body":"in the time when"},{"speaker":"RYAN MCMAHON","startTime":1346.33,"endTime":1352.66,"body":"I was in Potsdam"},{"speaker":"RYAN MCMAHON","startTime":1352.66,"endTime":1358.03,"body":"and saw the from the insurance"},{"speaker":"RYAN MCMAHON","startTime":1352.66,"endTime":1358.03,"body":"industry to the safety side."},{"speaker":"RYAN MCMAHON","startTime":1358.03,"endTime":1363.67,"body":"And it was that period that"},{"speaker":"RYAN MCMAHON","startTime":1358.03,"endTime":1363.67,"body":"started the little spark of,"},{"speaker":"RYAN MCMAHON","startTime":1363.67,"endTime":1366.28,"body":"hey, maybe there's more"},{"speaker":"RYAN MCMAHON","startTime":1363.67,"endTime":1366.28,"body":"to the insurance business"},{"speaker":"RYAN MCMAHON","startTime":1366.28,"endTime":1369.31,"body":"than just underwriting"},{"speaker":"RYAN MCMAHON","startTime":1366.28,"endTime":1369.31,"body":"and selecting risks,"},{"speaker":"RYAN MCMAHON","startTime":1369.31,"endTime":1372.62,"body":"but maybe we can actually"},{"speaker":"RYAN MCMAHON","startTime":1369.31,"endTime":1372.62,"body":"change risk at the same time."},{"speaker":"RYAN MCMAHON","startTime":1372.62,"endTime":1374.21,"body":"And that's exactly"},{"speaker":"RYAN MCMAHON","startTime":1372.62,"endTime":1374.21,"body":"what Acadia did."},{"speaker":"RYAN MCMAHON","startTime":1374.21,"endTime":1376.27,"body":"And at that period"},{"speaker":"RYAN MCMAHON","startTime":1374.21,"endTime":1376.27,"body":"in, my opinion,"},{"speaker":"RYAN MCMAHON","startTime":1376.27,"endTime":1378.19,"body":"they were among the"},{"speaker":"RYAN MCMAHON","startTime":1376.27,"endTime":1378.19,"body":"best because they"},{"speaker":"RYAN MCMAHON","startTime":1378.19,"endTime":1382.45,"body":"had a huge investment in"},{"speaker":"RYAN MCMAHON","startTime":1378.19,"endTime":1382.45,"body":"super professional talent"},{"speaker":"RYAN MCMAHON","startTime":1382.45,"endTime":1387.13,"body":"that were focused on"},{"speaker":"RYAN MCMAHON","startTime":1382.45,"endTime":1387.13,"body":"understanding what it takes"},{"speaker":"RYAN MCMAHON","startTime":1387.13,"endTime":1390.1,"body":"to get people home every"},{"speaker":"RYAN MCMAHON","startTime":1387.13,"endTime":1390.1,"body":"day, from workers' comp,"},{"speaker":"RYAN MCMAHON","startTime":1390.1,"endTime":1391.54,"body":"from a liability"},{"speaker":"RYAN MCMAHON","startTime":1390.1,"endTime":1391.54,"body":"perspective, what"},{"speaker":"RYAN MCMAHON","startTime":1391.54,"endTime":1392.86,"body":"it takes to get people home."},{"speaker":"RYAN MCMAHON","startTime":1392.86,"endTime":1396.37,"body":"And I was at Acadia for"},{"speaker":"RYAN MCMAHON","startTime":1392.86,"endTime":1396.37,"body":"a while then had left."},{"speaker":"RYAN MCMAHON","startTime":1396.37,"endTime":1400.48,"body":"And he took a job, I think, at"},{"speaker":"RYAN MCMAHON","startTime":1396.37,"endTime":1400.48,"body":"Providence Mutual at that point."},{"speaker":"RYAN MCMAHON","startTime":1400.48,"endTime":1406.868,"body":"And I had an opportunity to go"},{"speaker":"RYAN MCMAHON","startTime":1400.48,"endTime":1406.868,"body":"to work at Plymouth Rock, which,"},{"speaker":"RYAN MCMAHON","startTime":1406.868,"endTime":1408.16,"body":"if folks aren't familiar with--"},{"speaker":"RYAN MCMAHON","startTime":1408.16,"endTime":1412.27,"body":"Plymouth Rock is a privately"},{"speaker":"RYAN MCMAHON","startTime":1408.16,"endTime":1412.27,"body":"owned company that had,"},{"speaker":"RYAN MCMAHON","startTime":1412.27,"endTime":1414.7,"body":"I want to say, $1 billion"},{"speaker":"RYAN MCMAHON","startTime":1412.27,"endTime":1414.7,"body":"of premium at the time."},{"speaker":"RYAN MCMAHON","startTime":1414.7,"endTime":1417.31,"body":"It's probably"},{"speaker":"RYAN MCMAHON","startTime":1414.7,"endTime":1417.31,"body":"significantly larger now."},{"speaker":"RYAN MCMAHON","startTime":1417.31,"endTime":1420.46,"body":"Really interesting company"},{"speaker":"RYAN MCMAHON","startTime":1417.31,"endTime":1420.46,"body":"that focused in the Northeast"},{"speaker":"RYAN MCMAHON","startTime":1420.46,"endTime":1422.89,"body":"and had every"},{"speaker":"RYAN MCMAHON","startTime":1420.46,"endTime":1422.89,"body":"distribution system."},{"speaker":"RYAN MCMAHON","startTime":1422.89,"endTime":1424.18,"body":"They have independent agents."},{"speaker":"RYAN MCMAHON","startTime":1424.18,"endTime":1425.26,"body":"They have captive agents."},{"speaker":"RYAN MCMAHON","startTime":1425.26,"endTime":1427.52,"body":"They have a direct business."},{"speaker":"RYAN MCMAHON","startTime":1427.52,"endTime":1430.84,"body":"And the opportunity"},{"speaker":"RYAN MCMAHON","startTime":1427.52,"endTime":1430.84,"body":"was to basically find"},{"speaker":"RYAN MCMAHON","startTime":1430.84,"endTime":1435.67,"body":"new ways to grow the operation,"},{"speaker":"RYAN MCMAHON","startTime":1430.84,"endTime":1435.67,"body":"find a new path forward"},{"speaker":"RYAN MCMAHON","startTime":1435.67,"endTime":1440.23,"body":"for the independent agency"},{"speaker":"RYAN MCMAHON","startTime":1435.67,"endTime":1440.23,"body":"business for other use cases"},{"speaker":"RYAN MCMAHON","startTime":1440.23,"endTime":1442.51,"body":"and we did probably the"},{"speaker":"RYAN MCMAHON","startTime":1440.23,"endTime":1442.51,"body":"coolest stuff in insurance"},{"speaker":"RYAN MCMAHON","startTime":1442.51,"endTime":1447.16,"body":"that maybe has ever been done"},{"speaker":"RYAN MCMAHON","startTime":1442.51,"endTime":1447.16,"body":"in the insurance industry."},{"speaker":"RYAN MCMAHON","startTime":1447.16,"endTime":1449.83,"body":"We put baseball benefits"},{"speaker":"RYAN MCMAHON","startTime":1447.16,"endTime":1449.83,"body":"on an auto insurance"},{"speaker":"RYAN MCMAHON","startTime":1449.83,"endTime":1452.87,"body":"policy, football benefits on"},{"speaker":"RYAN MCMAHON","startTime":1449.83,"endTime":1452.87,"body":"a homeowner insurance policy."},{"speaker":"RYAN MCMAHON","startTime":1452.87,"endTime":1456.46,"body":"We created the co-branded"},{"speaker":"RYAN MCMAHON","startTime":1452.87,"endTime":1456.46,"body":"credit card methodology"},{"speaker":"RYAN MCMAHON","startTime":1456.46,"endTime":1459.16,"body":"of auto insurance."},{"speaker":"RYAN MCMAHON","startTime":1459.16,"endTime":1462.25,"body":"And I don't think it's been"},{"speaker":"RYAN MCMAHON","startTime":1459.16,"endTime":1462.25,"body":"duplicated to this point, which"},{"speaker":"RYAN MCMAHON","startTime":1462.25,"endTime":1465.49,"body":"is shocking to me,"},{"speaker":"RYAN MCMAHON","startTime":1462.25,"endTime":1465.49,"body":"because all of that work"},{"speaker":"RYAN MCMAHON","startTime":1465.49,"endTime":1468.37,"body":"was super interesting."},{"speaker":"RYAN MCMAHON","startTime":1468.37,"endTime":1470.65,"body":"How do you differentiate"},{"speaker":"RYAN MCMAHON","startTime":1468.37,"endTime":1470.65,"body":"the offering"},{"speaker":"RYAN MCMAHON","startTime":1470.65,"endTime":1473.23,"body":"on a pretty"},{"speaker":"RYAN MCMAHON","startTime":1470.65,"endTime":1473.23,"body":"commoditized industry?"},{"speaker":"RYAN MCMAHON","startTime":1473.23,"endTime":1475.48,"body":"And I'm not saying the product"},{"speaker":"RYAN MCMAHON","startTime":1473.23,"endTime":1475.48,"body":"itself is commoditized."},{"speaker":"RYAN MCMAHON","startTime":1475.48,"endTime":1476.71,"body":"It's not."},{"speaker":"RYAN MCMAHON","startTime":1476.71,"endTime":1480.46,"body":"But the industry, a lot of the"},{"speaker":"RYAN MCMAHON","startTime":1476.71,"endTime":1480.46,"body":"approach that the industry takes"},{"speaker":"RYAN MCMAHON","startTime":1480.46,"endTime":1484.07,"body":"are similar across"},{"speaker":"RYAN MCMAHON","startTime":1480.46,"endTime":1484.07,"body":"brands and businesses."},{"speaker":"RYAN MCMAHON","startTime":1484.07,"endTime":1486.46,"body":"So for Plymouth Rock to"},{"speaker":"RYAN MCMAHON","startTime":1484.07,"endTime":1486.46,"body":"step out at that time--"},{"speaker":"RYAN MCMAHON","startTime":1486.46,"endTime":1489.52,"body":"and had an amazing management"},{"speaker":"RYAN MCMAHON","startTime":1486.46,"endTime":1489.52,"body":"and leadership team."},{"speaker":"RYAN MCMAHON","startTime":1489.52,"endTime":1493.433,"body":"Chris Olie was the president"},{"speaker":"RYAN MCMAHON","startTime":1489.52,"endTime":1493.433,"body":"of the independent agency"},{"speaker":"RYAN MCMAHON","startTime":1493.433,"endTime":1494.35,"body":"business at that time."},{"speaker":"RYAN MCMAHON","startTime":1494.35,"endTime":1496.75,"body":"Keith Jensen was the"},{"speaker":"RYAN MCMAHON","startTime":1494.35,"endTime":1496.75,"body":"chief marketing officer."},{"speaker":"RYAN MCMAHON","startTime":1496.75,"endTime":1498.55,"body":"And I worked closely"},{"speaker":"RYAN MCMAHON","startTime":1496.75,"endTime":1498.55,"body":"with both of them."},{"speaker":"RYAN MCMAHON","startTime":1498.55,"endTime":1502.06,"body":"And what happened during"},{"speaker":"RYAN MCMAHON","startTime":1498.55,"endTime":1502.06,"body":"that period of time was,"},{"speaker":"RYAN MCMAHON","startTime":1502.06,"endTime":1507.37,"body":"really, I think, thinking"},{"speaker":"RYAN MCMAHON","startTime":1502.06,"endTime":1507.37,"body":"significantly outside of the box"},{"speaker":"RYAN MCMAHON","startTime":1507.37,"endTime":1508.66,"body":"of how do you grow a business."},{"speaker":"REID HOLZWORTH","startTime":1508.66,"endTime":1510.41,"body":"What"},{"speaker":"REID HOLZWORTH","startTime":1508.66,"endTime":1510.41,"body":"year around was that?"},{"speaker":"REID HOLZWORTH","startTime":1510.41,"endTime":1512.44,"body":"When was that roughly?"},{"speaker":"RYAN MCMAHON","startTime":1512.44,"endTime":1515.655,"body":"2013, I"},{"speaker":"RYAN MCMAHON","startTime":1512.44,"endTime":1515.655,"body":"think, is when I was thee."},{"speaker":"REID HOLZWORTH","startTime":1515.655,"endTime":1517.28,"body":"That"},{"speaker":"REID HOLZWORTH","startTime":1515.655,"endTime":1517.28,"body":"makes sense, yeah."},{"speaker":"REID HOLZWORTH","startTime":1517.28,"endTime":1518.16,"body":"Yeah."},{"speaker":"REID HOLZWORTH","startTime":1518.16,"endTime":1519.28,"body":"Yeah."},{"speaker":"REID HOLZWORTH","startTime":1519.28,"endTime":1520.0,"body":"It's awesome."},{"speaker":"REID HOLZWORTH","startTime":1520.0,"endTime":1521.26,"body":"Maybe that was I remember."},{"speaker":"REID HOLZWORTH","startTime":1521.26,"endTime":1524.41,"body":"Plymouth Rock was doing all"},{"speaker":"REID HOLZWORTH","startTime":1521.26,"endTime":1524.41,"body":"kinds of stuff back then."},{"speaker":"REID HOLZWORTH","startTime":1524.41,"endTime":1527.42,"body":"And they did a ton of stuff"},{"speaker":"REID HOLZWORTH","startTime":1524.41,"endTime":1527.42,"body":"within the Salesforce world."},{"speaker":"REID HOLZWORTH","startTime":1527.42,"endTime":1528.94,"body":"That's how I got to know them."},{"speaker":"REID HOLZWORTH","startTime":1528.94,"endTime":1530.68,"body":"I spent a ton of"},{"speaker":"REID HOLZWORTH","startTime":1528.94,"endTime":1530.68,"body":"time with those guys"},{"speaker":"REID HOLZWORTH","startTime":1530.68,"endTime":1532.39,"body":"back in the day and"},{"speaker":"REID HOLZWORTH","startTime":1530.68,"endTime":1532.39,"body":"creative teams--"},{"speaker":"RYAN MCMAHON","startTime":1532.39,"endTime":1533.71,"body":"There was"},{"speaker":"RYAN MCMAHON","startTime":1532.39,"endTime":1533.71,"body":"a lot of companies--"},{"speaker":"REID HOLZWORTH","startTime":1533.71,"endTime":1535.168,"body":"--that spun out of."},{"speaker":"REID HOLZWORTH","startTime":1535.168,"endTime":1537.43,"body":"A lot of-- people"},{"speaker":"REID HOLZWORTH","startTime":1535.168,"endTime":1537.43,"body":"that were there"},{"speaker":"REID HOLZWORTH","startTime":1537.43,"endTime":1540.1,"body":"kind of spun out"},{"speaker":"REID HOLZWORTH","startTime":1537.43,"endTime":1540.1,"body":"and did startups."},{"speaker":"REID HOLZWORTH","startTime":1540.1,"endTime":1544.87,"body":"And it really really did"},{"speaker":"REID HOLZWORTH","startTime":1540.1,"endTime":1544.87,"body":"a lot within our industry."},{"speaker":"REID HOLZWORTH","startTime":1544.87,"endTime":1545.38,"body":"It's cool."},{"speaker":"RYAN MCMAHON","startTime":1545.38,"endTime":1547.04,"body":"Well,"},{"speaker":"RYAN MCMAHON","startTime":1545.38,"endTime":1547.04,"body":"I'm in that story."},{"speaker":"RYAN MCMAHON","startTime":1547.04,"endTime":1549.4,"body":"So I didn't start"},{"speaker":"RYAN MCMAHON","startTime":1547.04,"endTime":1549.4,"body":"CMT by any means."},{"speaker":"RYAN MCMAHON","startTime":1549.4,"endTime":1552.61,"body":"But I joined when the"},{"speaker":"RYAN MCMAHON","startTime":1549.4,"endTime":1552.61,"body":"company had 42 people,"},{"speaker":"RYAN MCMAHON","startTime":1552.61,"endTime":1556.36,"body":"and before the company had"},{"speaker":"RYAN MCMAHON","startTime":1552.61,"endTime":1556.36,"body":"significant outside funding."},{"speaker":"RYAN MCMAHON","startTime":1556.36,"endTime":1562.48,"body":"And I remember how"},{"speaker":"RYAN MCMAHON","startTime":1556.36,"endTime":1562.48,"body":"nerve-wracking it was to leave."},{"speaker":"RYAN MCMAHON","startTime":1562.48,"endTime":1567.79,"body":"Because the thing that I"},{"speaker":"RYAN MCMAHON","startTime":1562.48,"endTime":1567.79,"body":"think is challenging is,"},{"speaker":"RYAN MCMAHON","startTime":1567.79,"endTime":1571.57,"body":"when you get into a, quote"},{"speaker":"RYAN MCMAHON","startTime":1567.79,"endTime":1571.57,"body":"unquote, \"career path\"--"},{"speaker":"RYAN MCMAHON","startTime":1571.57,"endTime":1572.69,"body":"I think it's a misnomer."},{"speaker":"RYAN MCMAHON","startTime":1572.69,"endTime":1574.37,"body":"I don't think there"},{"speaker":"RYAN MCMAHON","startTime":1572.69,"endTime":1574.37,"body":"are career paths."},{"speaker":"RYAN MCMAHON","startTime":1574.37,"endTime":1576.35,"body":"I think there are"},{"speaker":"RYAN MCMAHON","startTime":1574.37,"endTime":1576.35,"body":"achievements, and there are"},{"speaker":"RYAN MCMAHON","startTime":1576.35,"endTime":1577.76,"body":"things that lead to each other."},{"speaker":"RYAN MCMAHON","startTime":1577.76,"endTime":1581.39,"body":"But there's no path."},{"speaker":"RYAN MCMAHON","startTime":1581.39,"endTime":1584.0,"body":"You have a path as much"},{"speaker":"RYAN MCMAHON","startTime":1581.39,"endTime":1584.0,"body":"as you have a chainsaw,"},{"speaker":"RYAN MCMAHON","startTime":1584.0,"endTime":1588.06,"body":"and you cut your way through"},{"speaker":"RYAN MCMAHON","startTime":1584.0,"endTime":1588.06,"body":"a forest to figure it out."},{"speaker":"RYAN MCMAHON","startTime":1588.06,"endTime":1593.06,"body":"And what was interesting"},{"speaker":"RYAN MCMAHON","startTime":1588.06,"endTime":1593.06,"body":"was, I really, really"},{"speaker":"RYAN MCMAHON","startTime":1593.06,"endTime":1597.47,"body":"wrestled with the decision"},{"speaker":"RYAN MCMAHON","startTime":1593.06,"endTime":1597.47,"body":"to leave Plymouth Rock"},{"speaker":"RYAN MCMAHON","startTime":1597.47,"endTime":1601.732,"body":"and join a startup at that time,"},{"speaker":"RYAN MCMAHON","startTime":1597.47,"endTime":1601.732,"body":"which absolutely was a startup."},{"speaker":"RYAN MCMAHON","startTime":1601.732,"endTime":1603.44,"body":"But they had been"},{"speaker":"RYAN MCMAHON","startTime":1601.732,"endTime":1603.44,"body":"around for a long time,"},{"speaker":"RYAN MCMAHON","startTime":1603.44,"endTime":1607.64,"body":"but they the telematics world"},{"speaker":"RYAN MCMAHON","startTime":1603.44,"endTime":1607.64,"body":"was not what it is today."},{"speaker":"RYAN MCMAHON","startTime":1607.64,"endTime":1610.82,"body":"Because at Plymouth Rock we"},{"speaker":"RYAN MCMAHON","startTime":1607.64,"endTime":1610.82,"body":"were doing so many cool things."},{"speaker":"RYAN MCMAHON","startTime":1610.82,"endTime":1613.97,"body":"We were doing so many"},{"speaker":"RYAN MCMAHON","startTime":1610.82,"endTime":1613.97,"body":"amazing innovative things"},{"speaker":"RYAN MCMAHON","startTime":1613.97,"endTime":1615.41,"body":"in the insurance industry."},{"speaker":"RYAN MCMAHON","startTime":1615.41,"endTime":1618.56,"body":"For a small company with"},{"speaker":"RYAN MCMAHON","startTime":1615.41,"endTime":1618.56,"body":"a small group of people,"},{"speaker":"RYAN MCMAHON","startTime":1618.56,"endTime":1621.29,"body":"that it was very"},{"speaker":"RYAN MCMAHON","startTime":1618.56,"endTime":1621.29,"body":"challenging to leave."},{"speaker":"RYAN MCMAHON","startTime":1621.29,"endTime":1625.82,"body":"But the opportunity at"},{"speaker":"RYAN MCMAHON","startTime":1621.29,"endTime":1625.82,"body":"CMT was so significant."},{"speaker":"RYAN MCMAHON","startTime":1625.82,"endTime":1628.91,"body":"And I started to see"},{"speaker":"RYAN MCMAHON","startTime":1625.82,"endTime":1628.91,"body":"the actual product"},{"speaker":"RYAN MCMAHON","startTime":1628.91,"endTime":1632.42,"body":"that CMT was making create"},{"speaker":"RYAN MCMAHON","startTime":1628.91,"endTime":1632.42,"body":"a huge competitive advantage"},{"speaker":"RYAN MCMAHON","startTime":1632.42,"endTime":1635.49,"body":"because I was part of the team"},{"speaker":"RYAN MCMAHON","startTime":1632.42,"endTime":1635.49,"body":"that built something called Road"},{"speaker":"RYAN MCMAHON","startTime":1635.49,"endTime":1638.72,"body":"Rewards, which is Plymouth"},{"speaker":"RYAN MCMAHON","startTime":1635.49,"endTime":1638.72,"body":"Rock's telematics program that"},{"speaker":"RYAN MCMAHON","startTime":1638.72,"endTime":1641.6,"body":"is based rewarding"},{"speaker":"RYAN MCMAHON","startTime":1638.72,"endTime":1641.6,"body":"drivers for being safe,"},{"speaker":"RYAN MCMAHON","startTime":1641.6,"endTime":1643.41,"body":"so it's not a premium"},{"speaker":"RYAN MCMAHON","startTime":1641.6,"endTime":1643.41,"body":"discount program."},{"speaker":"RYAN MCMAHON","startTime":1643.41,"endTime":1645.98,"body":"It's an app on the phone that"},{"speaker":"RYAN MCMAHON","startTime":1643.41,"endTime":1645.98,"body":"if you do things that are safe,"},{"speaker":"RYAN MCMAHON","startTime":1645.98,"endTime":1650.36,"body":"it gives you discounts on gas."},{"speaker":"RYAN MCMAHON","startTime":1650.36,"endTime":1655.25,"body":"It gives you free Starbucks,"},{"speaker":"RYAN MCMAHON","startTime":1650.36,"endTime":1655.25,"body":"free movie tickets, Amazon gift"},{"speaker":"RYAN MCMAHON","startTime":1655.25,"endTime":1656.22,"body":"cards, all that stuff."},{"speaker":"RYAN MCMAHON","startTime":1656.22,"endTime":1657.637,"body":"And when I was at"},{"speaker":"RYAN MCMAHON","startTime":1656.22,"endTime":1657.637,"body":"Plymouth Rock, I"},{"speaker":"RYAN MCMAHON","startTime":1657.637,"endTime":1660.2,"body":"had negotiated all those"},{"speaker":"RYAN MCMAHON","startTime":1657.637,"endTime":1660.2,"body":"deals with outside entities."},{"speaker":"RYAN MCMAHON","startTime":1660.2,"endTime":1663.38,"body":"I had studied other programs"},{"speaker":"RYAN MCMAHON","startTime":1660.2,"endTime":1663.38,"body":"backed this model very heavily"},{"speaker":"RYAN MCMAHON","startTime":1663.38,"endTime":1666.59,"body":"on a program called Vitality"},{"speaker":"RYAN MCMAHON","startTime":1663.38,"endTime":1666.59,"body":"Drive from Discovery Insure,"},{"speaker":"RYAN MCMAHON","startTime":1666.59,"endTime":1668.18,"body":"a South African company."},{"speaker":"RYAN MCMAHON","startTime":1668.18,"endTime":1671.24,"body":"And I remember I was pleading"},{"speaker":"RYAN MCMAHON","startTime":1668.18,"endTime":1671.24,"body":"with my peers at Plymouth Rock."},{"speaker":"RYAN MCMAHON","startTime":1671.24,"endTime":1673.31,"body":"And listen to this."},{"speaker":"RYAN MCMAHON","startTime":1673.31,"endTime":1674.06,"body":"It'll be funny."},{"speaker":"RYAN MCMAHON","startTime":1674.06,"endTime":1676.55,"body":"But I was, I need to"},{"speaker":"RYAN MCMAHON","startTime":1674.06,"endTime":1676.55,"body":"go to South Africa."},{"speaker":"RYAN MCMAHON","startTime":1676.55,"endTime":1678.92,"body":"And imagine working for a"},{"speaker":"RYAN MCMAHON","startTime":1676.55,"endTime":1678.92,"body":"Northeast regional insurance"},{"speaker":"RYAN MCMAHON","startTime":1678.92,"endTime":1681.56,"body":"company in trying to lobby"},{"speaker":"RYAN MCMAHON","startTime":1678.92,"endTime":1681.56,"body":"to go to South Africa."},{"speaker":"RYAN MCMAHON","startTime":1681.56,"endTime":1683.12,"body":"They're like, no."},{"speaker":"RYAN MCMAHON","startTime":1683.12,"endTime":1684.71,"body":"No, you're not going"},{"speaker":"RYAN MCMAHON","startTime":1683.12,"endTime":1684.71,"body":"to South Africa."},{"speaker":"RYAN MCMAHON","startTime":1684.71,"endTime":1687.83,"body":"But I did eventually get to"},{"speaker":"RYAN MCMAHON","startTime":1684.71,"endTime":1687.83,"body":"South Africa, by the way,"},{"speaker":"RYAN MCMAHON","startTime":1687.83,"endTime":1688.97,"body":"with CMT."},{"speaker":"RYAN MCMAHON","startTime":1688.97,"endTime":1690.68,"body":"But I was learning."},{"speaker":"RYAN MCMAHON","startTime":1690.68,"endTime":1692.36,"body":"I was taking all"},{"speaker":"RYAN MCMAHON","startTime":1690.68,"endTime":1692.36,"body":"this information in."},{"speaker":"RYAN MCMAHON","startTime":1692.36,"endTime":1695.54,"body":"And this is the time period in"},{"speaker":"RYAN MCMAHON","startTime":1692.36,"endTime":1695.54,"body":"insurance and insurance tech,"},{"speaker":"RYAN MCMAHON","startTime":1695.54,"endTime":1697.16,"body":"where insurance"},{"speaker":"RYAN MCMAHON","startTime":1695.54,"endTime":1697.16,"body":"tech wasn't a thing."},{"speaker":"RYAN MCMAHON","startTime":1697.16,"endTime":1701.21,"body":"I went to the first on-ramp"},{"speaker":"RYAN MCMAHON","startTime":1697.16,"endTime":1701.21,"body":"conference, which I think was--"},{"speaker":"RYAN MCMAHON","startTime":1701.21,"endTime":1705.32,"body":"on-ramp was to me, at least,"},{"speaker":"RYAN MCMAHON","startTime":1701.21,"endTime":1705.32,"body":"the first insurance technology"},{"speaker":"RYAN MCMAHON","startTime":1705.32,"endTime":1706.82,"body":"conference that existed."},{"speaker":"RYAN MCMAHON","startTime":1706.82,"endTime":1710.52,"body":"I remember Sheffy and Avi"},{"speaker":"RYAN MCMAHON","startTime":1706.82,"endTime":1710.52,"body":"were the emcees for the event."},{"speaker":"RYAN MCMAHON","startTime":1710.52,"endTime":1711.875,"body":"It was in Chicago."},{"speaker":"RYAN MCMAHON","startTime":1711.875,"endTime":1713.0,"body":"So it was either the first."},{"speaker":"RYAN MCMAHON","startTime":1713.0,"endTime":1714.0,"body":"Maybe it was the second."},{"speaker":"RYAN MCMAHON","startTime":1714.0,"endTime":1715.37,"body":"But it was big."},{"speaker":"RYAN MCMAHON","startTime":1715.37,"endTime":1719.128,"body":"There were 300 people"},{"speaker":"RYAN MCMAHON","startTime":1715.37,"endTime":1719.128,"body":"there in that room."},{"speaker":"RYAN MCMAHON","startTime":1719.128,"endTime":1720.92,"body":"I bet if you go back"},{"speaker":"RYAN MCMAHON","startTime":1719.128,"endTime":1720.92,"body":"to that attendee list,"},{"speaker":"RYAN MCMAHON","startTime":1720.92,"endTime":1723.42,"body":"I bet all those people are doing"},{"speaker":"RYAN MCMAHON","startTime":1720.92,"endTime":1723.42,"body":"super cool stuff because it"},{"speaker":"RYAN MCMAHON","startTime":1723.42,"endTime":1727.4,"body":"was the first movement of people"},{"speaker":"RYAN MCMAHON","startTime":1723.42,"endTime":1727.4,"body":"realizing that the technology is"},{"speaker":"RYAN MCMAHON","startTime":1727.4,"endTime":1733.46,"body":"so incredibly overinvested"},{"speaker":"RYAN MCMAHON","startTime":1727.4,"endTime":1733.46,"body":"in 1988 technology"},{"speaker":"RYAN MCMAHON","startTime":1733.46,"endTime":1737.42,"body":"that there's a huge opportunity"},{"speaker":"RYAN MCMAHON","startTime":1733.46,"endTime":1737.42,"body":"to do something new."},{"speaker":"RYAN MCMAHON","startTime":1737.42,"endTime":1740.45,"body":"And it was before"},{"speaker":"RYAN MCMAHON","startTime":1737.42,"endTime":1740.45,"body":"the mega conferences."},{"speaker":"RYAN MCMAHON","startTime":1740.45,"endTime":1744.59,"body":"This was a small focus"},{"speaker":"RYAN MCMAHON","startTime":1740.45,"endTime":1744.59,"body":"thing, one day in and out."},{"speaker":"RYAN MCMAHON","startTime":1744.59,"endTime":1749.75,"body":"And it was a super, I would"},{"speaker":"RYAN MCMAHON","startTime":1744.59,"endTime":1749.75,"body":"say, very intense period"},{"speaker":"RYAN MCMAHON","startTime":1749.75,"endTime":1752.4,"body":"in time in the industry because"},{"speaker":"RYAN MCMAHON","startTime":1749.75,"endTime":1752.4,"body":"it was before all the venture"},{"speaker":"RYAN MCMAHON","startTime":1752.4,"endTime":1752.9,"body":"funding."},{"speaker":"RYAN MCMAHON","startTime":1752.9,"endTime":1756.048,"body":"It was before all"},{"speaker":"RYAN MCMAHON","startTime":1752.9,"endTime":1756.048,"body":"of the attention."},{"speaker":"RYAN MCMAHON","startTime":1756.048,"endTime":1758.09,"body":"I don't think anybody was"},{"speaker":"RYAN MCMAHON","startTime":1756.048,"endTime":1758.09,"body":"really paying attention"},{"speaker":"RYAN MCMAHON","startTime":1758.09,"endTime":1759.41,"body":"to what was happening."},{"speaker":"RYAN MCMAHON","startTime":1759.41,"endTime":1762.3,"body":"Fin-tech was starting to bubble"},{"speaker":"RYAN MCMAHON","startTime":1759.41,"endTime":1762.3,"body":"up a little bit, but not much."},{"speaker":"RYAN MCMAHON","startTime":1762.3,"endTime":1767.428,"body":"And at that period of time, what"},{"speaker":"RYAN MCMAHON","startTime":1762.3,"endTime":1767.428,"body":"we were doing with RoboRewards"},{"speaker":"RYAN MCMAHON","startTime":1767.428,"endTime":1768.47,"body":"was pretty revolutionary."},{"speaker":"RYAN MCMAHON","startTime":1768.47,"endTime":1770.0,"body":"We had to get insurance filings."},{"speaker":"RYAN MCMAHON","startTime":1770.0,"endTime":1773.39,"body":"We had to get regulators to"},{"speaker":"RYAN MCMAHON","startTime":1770.0,"endTime":1773.39,"body":"say it was OK to give something"},{"speaker":"RYAN MCMAHON","startTime":1773.39,"endTime":1775.4,"body":"to our clients, which"},{"speaker":"RYAN MCMAHON","startTime":1773.39,"endTime":1775.4,"body":"could be construed"},{"speaker":"RYAN MCMAHON","startTime":1775.4,"endTime":1779.07,"body":"as rebating underneath"},{"speaker":"RYAN MCMAHON","startTime":1775.4,"endTime":1779.07,"body":"some of the language."},{"speaker":"RYAN MCMAHON","startTime":1779.07,"endTime":1783.08,"body":"So we had to go out and"},{"speaker":"RYAN MCMAHON","startTime":1779.07,"endTime":1783.08,"body":"convince the Massachusetts"},{"speaker":"RYAN MCMAHON","startTime":1783.08,"endTime":1785.54,"body":"DOI, and Connecticut,"},{"speaker":"RYAN MCMAHON","startTime":1783.08,"endTime":1785.54,"body":"and, I think,"},{"speaker":"RYAN MCMAHON","startTime":1785.54,"endTime":1789.95,"body":"Pennsylvania at the time,"},{"speaker":"RYAN MCMAHON","startTime":1785.54,"endTime":1789.95,"body":"and New York in our backyard."},{"speaker":"RYAN MCMAHON","startTime":1789.95,"endTime":1793.61,"body":"And that work was"},{"speaker":"RYAN MCMAHON","startTime":1789.95,"endTime":1793.61,"body":"really, I'd say,"},{"speaker":"RYAN MCMAHON","startTime":1793.61,"endTime":1796.88,"body":"fascinating because it wasn't"},{"speaker":"RYAN MCMAHON","startTime":1793.61,"endTime":1796.88,"body":"just the partnerships that we"},{"speaker":"RYAN MCMAHON","startTime":1796.88,"endTime":1797.54,"body":"negotiated."},{"speaker":"RYAN MCMAHON","startTime":1797.54,"endTime":1799.043,"body":"It wasn't just"},{"speaker":"RYAN MCMAHON","startTime":1797.54,"endTime":1799.043,"body":"the business model"},{"speaker":"RYAN MCMAHON","startTime":1799.043,"endTime":1800.96,"body":"that we had to create"},{"speaker":"RYAN MCMAHON","startTime":1799.043,"endTime":1800.96,"body":"internally to figure out"},{"speaker":"RYAN MCMAHON","startTime":1800.96,"endTime":1802.835,"body":"what we're going to set"},{"speaker":"RYAN MCMAHON","startTime":1800.96,"endTime":1802.835,"body":"the reward amounts at"},{"speaker":"RYAN MCMAHON","startTime":1802.835,"endTime":1804.252,"body":"and how we're going"},{"speaker":"RYAN MCMAHON","startTime":1802.835,"endTime":1804.252,"body":"to distribute."},{"speaker":"RYAN MCMAHON","startTime":1804.252,"endTime":1805.8,"body":"It wasn't just the technology."},{"speaker":"RYAN MCMAHON","startTime":1805.8,"endTime":1810.14,"body":"It was also coordinating in"},{"speaker":"RYAN MCMAHON","startTime":1805.8,"endTime":1810.14,"body":"all the regulatory pieces, too."},{"speaker":"RYAN MCMAHON","startTime":1810.14,"endTime":1815.12,"body":"So that period of time was"},{"speaker":"RYAN MCMAHON","startTime":1810.14,"endTime":1815.12,"body":"also one of those elements"},{"speaker":"RYAN MCMAHON","startTime":1815.12,"endTime":1816.98,"body":"where it's hard to"},{"speaker":"RYAN MCMAHON","startTime":1815.12,"endTime":1816.98,"body":"replicate because there"},{"speaker":"RYAN MCMAHON","startTime":1816.98,"endTime":1818.887,"body":"was no road at that point."},{"speaker":"RYAN MCMAHON","startTime":1818.887,"endTime":1820.47,"body":"It wasn't like we"},{"speaker":"RYAN MCMAHON","startTime":1818.887,"endTime":1820.47,"body":"could just reference"},{"speaker":"RYAN MCMAHON","startTime":1820.47,"endTime":1822.09,"body":"something that already existed."},{"speaker":"RYAN MCMAHON","startTime":1822.09,"endTime":1824.43,"body":"And most of the"},{"speaker":"RYAN MCMAHON","startTime":1822.09,"endTime":1824.43,"body":"stuff was done inside"},{"speaker":"RYAN MCMAHON","startTime":1824.43,"endTime":1826.5,"body":"of Plymouth Rock at"},{"speaker":"RYAN MCMAHON","startTime":1824.43,"endTime":1826.5,"body":"that point, but we"},{"speaker":"RYAN MCMAHON","startTime":1826.5,"endTime":1829.767,"body":"did have amazing support from"},{"speaker":"RYAN MCMAHON","startTime":1826.5,"endTime":1829.767,"body":"the technology side from CMT,"},{"speaker":"RYAN MCMAHON","startTime":1829.767,"endTime":1831.1,"body":"and I started to work with them."},{"speaker":"RYAN MCMAHON","startTime":1831.1,"endTime":1835.47,"body":"So I started to become really,"},{"speaker":"RYAN MCMAHON","startTime":1831.1,"endTime":1835.47,"body":"really familiar with the people"},{"speaker":"RYAN MCMAHON","startTime":1835.47,"endTime":1835.985,"body":"there."},{"speaker":"RYAN MCMAHON","startTime":1835.985,"endTime":1837.36,"body":"And I want to say"},{"speaker":"RYAN MCMAHON","startTime":1835.985,"endTime":1837.36,"body":"the company was"},{"speaker":"RYAN MCMAHON","startTime":1837.36,"endTime":1840.36,"body":"30 or 40 people at that point."},{"speaker":"RYAN MCMAHON","startTime":1840.36,"endTime":1842.88,"body":"I think that I was"},{"speaker":"RYAN MCMAHON","startTime":1840.36,"endTime":1842.88,"body":"number 42 when I joined."},{"speaker":"RYAN MCMAHON","startTime":1842.88,"endTime":1845.82,"body":"So I brought my immediate"},{"speaker":"RYAN MCMAHON","startTime":1842.88,"endTime":1845.82,"body":"prior experience"},{"speaker":"RYAN MCMAHON","startTime":1845.82,"endTime":1847.86,"body":"of doing something"},{"speaker":"RYAN MCMAHON","startTime":1845.82,"endTime":1847.86,"body":"that was totally"},{"speaker":"RYAN MCMAHON","startTime":1847.86,"endTime":1851.61,"body":"outside of the normal approach"},{"speaker":"RYAN MCMAHON","startTime":1847.86,"endTime":1851.61,"body":"in the insurance industry"},{"speaker":"RYAN MCMAHON","startTime":1851.61,"endTime":1852.78,"body":"over to CMT."},{"speaker":"RYAN MCMAHON","startTime":1852.78,"endTime":1856.14,"body":"But at that time, when I joined"},{"speaker":"RYAN MCMAHON","startTime":1852.78,"endTime":1856.14,"body":"CMT, I had claims experience."},{"speaker":"RYAN MCMAHON","startTime":1856.14,"endTime":1860.16,"body":"I had distribution experience"},{"speaker":"RYAN MCMAHON","startTime":1856.14,"endTime":1860.16,"body":"with agency partners."},{"speaker":"RYAN MCMAHON","startTime":1860.16,"endTime":1862.74,"body":"I had experience on"},{"speaker":"RYAN MCMAHON","startTime":1860.16,"endTime":1862.74,"body":"the regulatory side"},{"speaker":"RYAN MCMAHON","startTime":1862.74,"endTime":1867.9,"body":"of getting crazy stuff approved"},{"speaker":"RYAN MCMAHON","startTime":1862.74,"endTime":1867.9,"body":"and building the business"},{"speaker":"RYAN MCMAHON","startTime":1867.9,"endTime":1871.23,"body":"case internally, and getting"},{"speaker":"RYAN MCMAHON","startTime":1867.9,"endTime":1871.23,"body":"financing, and putting it"},{"speaker":"RYAN MCMAHON","startTime":1871.23,"endTime":1873.55,"body":"all together, and then"},{"speaker":"RYAN MCMAHON","startTime":1871.23,"endTime":1873.55,"body":"getting it out in the market."},{"speaker":"RYAN MCMAHON","startTime":1873.55,"endTime":1876.39,"body":"And I think it was the"},{"speaker":"RYAN MCMAHON","startTime":1873.55,"endTime":1876.39,"body":"perfect combination"},{"speaker":"RYAN MCMAHON","startTime":1876.39,"endTime":1878.22,"body":"of things at that time."},{"speaker":"RYAN MCMAHON","startTime":1878.22,"endTime":1880.962,"body":"But if you ever told me that I"},{"speaker":"RYAN MCMAHON","startTime":1878.22,"endTime":1880.962,"body":"would work for a tech company,"},{"speaker":"RYAN MCMAHON","startTime":1880.962,"endTime":1882.42,"body":"I would have told"},{"speaker":"RYAN MCMAHON","startTime":1880.962,"endTime":1882.42,"body":"you you're crazy,"},{"speaker":"RYAN MCMAHON","startTime":1882.42,"endTime":1889.98,"body":"because I still remember sitting"},{"speaker":"RYAN MCMAHON","startTime":1882.42,"endTime":1889.98,"body":"outside of Liverpool, New York,"},{"speaker":"RYAN MCMAHON","startTime":1889.98,"endTime":1894.39,"body":"the claims office for Hanover"},{"speaker":"RYAN MCMAHON","startTime":1889.98,"endTime":1894.39,"body":"in Syracuse, on my lunch"},{"speaker":"RYAN MCMAHON","startTime":1894.39,"endTime":1897.07,"body":"break listening to"},{"speaker":"RYAN MCMAHON","startTime":1894.39,"endTime":1897.07,"body":"This Week in Tech,"},{"speaker":"RYAN MCMAHON","startTime":1897.07,"endTime":1900.15,"body":"which is a podcast that"},{"speaker":"RYAN MCMAHON","startTime":1897.07,"endTime":1900.15,"body":"was by Leo Laporte, used"},{"speaker":"RYAN MCMAHON","startTime":1900.15,"endTime":1903.54,"body":"to be the tech guy on Tech TV."},{"speaker":"RYAN MCMAHON","startTime":1903.54,"endTime":1905.4,"body":"I was always into technology."},{"speaker":"RYAN MCMAHON","startTime":1905.4,"endTime":1908.31,"body":"And he was"},{"speaker":"RYAN MCMAHON","startTime":1905.4,"endTime":1908.31,"body":"broadcasting from CES,"},{"speaker":"RYAN MCMAHON","startTime":1908.31,"endTime":1910.05,"body":"or he was recording from CES."},{"speaker":"RYAN MCMAHON","startTime":1910.05,"endTime":1912.63,"body":"And I'm like, this sounds"},{"speaker":"RYAN MCMAHON","startTime":1910.05,"endTime":1912.63,"body":"like the coolest thing ever."},{"speaker":"RYAN MCMAHON","startTime":1912.63,"endTime":1917.7,"body":"And I was like, man, how cool"},{"speaker":"RYAN MCMAHON","startTime":1912.63,"endTime":1917.7,"body":"would it be to get a job in tech"},{"speaker":"RYAN MCMAHON","startTime":1917.7,"endTime":1919.0,"body":"and be able to do that?"},{"speaker":"RYAN MCMAHON","startTime":1919.0,"endTime":1922.95,"body":"And I think I've been"},{"speaker":"RYAN MCMAHON","startTime":1919.0,"endTime":1922.95,"body":"to every CES since 2019"},{"speaker":"RYAN MCMAHON","startTime":1922.95,"endTime":1925.77,"body":"at this point and beyond."},{"speaker":"RYAN MCMAHON","startTime":1925.77,"endTime":1930.21,"body":"And if you ever"},{"speaker":"RYAN MCMAHON","startTime":1925.77,"endTime":1930.21,"body":"told me before then,"},{"speaker":"RYAN MCMAHON","startTime":1930.21,"endTime":1934.38,"body":"I would have no even thought"},{"speaker":"RYAN MCMAHON","startTime":1930.21,"endTime":1934.38,"body":"that it would be possible."},{"speaker":"RYAN MCMAHON","startTime":1934.38,"endTime":1937.42,"body":"But all that experience"},{"speaker":"RYAN MCMAHON","startTime":1934.38,"endTime":1937.42,"body":"that I was accumulating then"},{"speaker":"RYAN MCMAHON","startTime":1937.42,"endTime":1941.26,"body":"turned out to be super useful"},{"speaker":"RYAN MCMAHON","startTime":1937.42,"endTime":1941.26,"body":"because CMT doesn't just"},{"speaker":"RYAN MCMAHON","startTime":1941.26,"endTime":1943.3,"body":"build programs that"},{"speaker":"RYAN MCMAHON","startTime":1941.26,"endTime":1943.3,"body":"measure driver behavior."},{"speaker":"RYAN MCMAHON","startTime":1943.3,"endTime":1944.89,"body":"We're also detecting crashes."},{"speaker":"RYAN MCMAHON","startTime":1944.89,"endTime":1947.05,"body":"We're sending emergency"},{"speaker":"RYAN MCMAHON","startTime":1944.89,"endTime":1947.05,"body":"support to the scene."},{"speaker":"RYAN MCMAHON","startTime":1947.05,"endTime":1948.262,"body":"We're reconstructing crashes."},{"speaker":"RYAN MCMAHON","startTime":1948.262,"endTime":1949.72,"body":"And the claims side"},{"speaker":"RYAN MCMAHON","startTime":1948.262,"endTime":1949.72,"body":"of the business"},{"speaker":"RYAN MCMAHON","startTime":1949.72,"endTime":1950.93,"body":"is as big as anything else."},{"speaker":"RYAN MCMAHON","startTime":1950.93,"endTime":1954.37,"body":"So it is fascinating to me--"},{"speaker":"RYAN MCMAHON","startTime":1954.37,"endTime":1956.89,"body":"because in that period of"},{"speaker":"RYAN MCMAHON","startTime":1954.37,"endTime":1956.89,"body":"time, I felt I was totally--"},{"speaker":"RYAN MCMAHON","startTime":1959.44,"endTime":1963.2,"body":"I would get 10 claims a"},{"speaker":"RYAN MCMAHON","startTime":1959.44,"endTime":1963.2,"body":"day, work through those."},{"speaker":"RYAN MCMAHON","startTime":1963.2,"endTime":1965.297,"body":"I think I had two"},{"speaker":"RYAN MCMAHON","startTime":1963.2,"endTime":1965.297,"body":"weeks of vacation time."},{"speaker":"RYAN MCMAHON","startTime":1965.297,"endTime":1967.13,"body":"And I remember thinking"},{"speaker":"RYAN MCMAHON","startTime":1965.297,"endTime":1967.13,"body":"to myself, I'm like,"},{"speaker":"RYAN MCMAHON","startTime":1967.13,"endTime":1968.35,"body":"man, this is it?"},{"speaker":"RYAN MCMAHON","startTime":1968.35,"endTime":1970.12,"body":"We work all this"},{"speaker":"RYAN MCMAHON","startTime":1968.35,"endTime":1970.12,"body":"time in college,"},{"speaker":"RYAN MCMAHON","startTime":1970.12,"endTime":1974.35,"body":"and in high school, and all the"},{"speaker":"RYAN MCMAHON","startTime":1970.12,"endTime":1974.35,"body":"work you do to get to a job."},{"speaker":"RYAN MCMAHON","startTime":1974.35,"endTime":1977.26,"body":"And your job is"},{"speaker":"RYAN MCMAHON","startTime":1974.35,"endTime":1977.26,"body":"literally like this"},{"speaker":"RYAN MCMAHON","startTime":1977.26,"endTime":1979.12,"body":"in and out processing thing?"},{"speaker":"RYAN MCMAHON","startTime":1979.12,"endTime":1982.04,"body":"And you get so"},{"speaker":"RYAN MCMAHON","startTime":1979.12,"endTime":1982.04,"body":"little vacation time."},{"speaker":"RYAN MCMAHON","startTime":1982.04,"endTime":1984.44,"body":"So this is where I'm"},{"speaker":"RYAN MCMAHON","startTime":1982.04,"endTime":1984.44,"body":"spending my life."},{"speaker":"RYAN MCMAHON","startTime":1984.44,"endTime":1987.22,"body":"And I think I was low-key"},{"speaker":"RYAN MCMAHON","startTime":1984.44,"endTime":1987.22,"body":"depressed at that point."},{"speaker":"RYAN MCMAHON","startTime":1987.22,"endTime":1988.66,"body":"And man, I'll tell you what."},{"speaker":"RYAN MCMAHON","startTime":1988.66,"endTime":1993.25,"body":"Now, I talk to people that are"},{"speaker":"RYAN MCMAHON","startTime":1988.66,"endTime":1993.25,"body":"in super advanced positions"},{"speaker":"RYAN MCMAHON","startTime":1993.25,"endTime":1996.505,"body":"in some of these different"},{"speaker":"RYAN MCMAHON","startTime":1993.25,"endTime":1996.505,"body":"verticals that don't really"},{"speaker":"RYAN MCMAHON","startTime":1996.505,"endTime":1999.13,"body":"have the hands-on experience of"},{"speaker":"RYAN MCMAHON","startTime":1996.505,"endTime":1999.13,"body":"doing the thing that their tech"},{"speaker":"RYAN MCMAHON","startTime":1999.13,"endTime":2001.11,"body":"actually is doing."},{"speaker":"RYAN MCMAHON","startTime":2001.11,"endTime":2002.845,"body":"And they're making"},{"speaker":"RYAN MCMAHON","startTime":2001.11,"endTime":2002.845,"body":"huge decisions"},{"speaker":"RYAN MCMAHON","startTime":2002.845,"endTime":2004.47,"body":"on behalf of the"},{"speaker":"RYAN MCMAHON","startTime":2002.845,"endTime":2004.47,"body":"organization, and they"},{"speaker":"RYAN MCMAHON","startTime":2004.47,"endTime":2008.4,"body":"have to talk to up and"},{"speaker":"RYAN MCMAHON","startTime":2004.47,"endTime":2008.4,"body":"down to get a perspective."},{"speaker":"RYAN MCMAHON","startTime":2008.4,"endTime":2010.96,"body":"And I was fortunate"},{"speaker":"RYAN MCMAHON","startTime":2008.4,"endTime":2010.96,"body":"enough to have that."},{"speaker":"RYAN MCMAHON","startTime":2010.96,"endTime":2015.09,"body":"But I was not happy by any"},{"speaker":"RYAN MCMAHON","startTime":2010.96,"endTime":2015.09,"body":"means with that opportunity"},{"speaker":"RYAN MCMAHON","startTime":2015.09,"endTime":2016.477,"body":"at that time."},{"speaker":"REID HOLZWORTH","startTime":2016.477,"endTime":2017.31,"body":"Wow."},{"speaker":"REID HOLZWORTH","startTime":2017.31,"endTime":2017.81,"body":"Wow."},{"speaker":"REID HOLZWORTH","startTime":2017.81,"endTime":2023.7,"body":"So talk to us about"},{"speaker":"REID HOLZWORTH","startTime":2017.81,"endTime":2023.7,"body":"Cambridge, CMT, as you say."},{"speaker":"REID HOLZWORTH","startTime":2023.7,"endTime":2024.73,"body":"Talk to us about that."},{"speaker":"REID HOLZWORTH","startTime":2024.73,"endTime":2028.785,"body":"So telematics, first, I know--"},{"speaker":"REID HOLZWORTH","startTime":2028.785,"endTime":2030.66,"body":"just going off of memory,"},{"speaker":"REID HOLZWORTH","startTime":2028.785,"endTime":2030.66,"body":"and you're probably"},{"speaker":"REID HOLZWORTH","startTime":2030.66,"endTime":2032.08,"body":"going to choke me out here."},{"speaker":"REID HOLZWORTH","startTime":2032.08,"endTime":2036.06,"body":"But telematics became"},{"speaker":"REID HOLZWORTH","startTime":2032.08,"endTime":2036.06,"body":"a thing, to me,"},{"speaker":"REID HOLZWORTH","startTime":2036.06,"endTime":2038.61,"body":"as an agent with Snapshot--"},{"speaker":"REID HOLZWORTH","startTime":2038.61,"endTime":2041.55,"body":"Progressive."},{"speaker":"REID HOLZWORTH","startTime":2041.55,"endTime":2043.02,"body":"Was Allstate first?"},{"speaker":"REID HOLZWORTH","startTime":2043.02,"endTime":2044.202,"body":"If I recall, was Allstate--"},{"speaker":"RYAN MCMAHON","startTime":2044.202,"endTime":2044.91,"body":"No."},{"speaker":"REID HOLZWORTH","startTime":2044.91,"endTime":2045.39,"body":"OK."},{"speaker":"RYAN MCMAHON","startTime":2045.39,"endTime":2046.35,"body":"No."},{"speaker":"RYAN MCMAHON","startTime":2046.35,"endTime":2048.179,"body":"I think this is documented."},{"speaker":"RYAN MCMAHON","startTime":2048.179,"endTime":2052.929,"body":"So Progressive had something"},{"speaker":"RYAN MCMAHON","startTime":2048.179,"endTime":2052.929,"body":"called Autograph before that."},{"speaker":"RYAN MCMAHON","startTime":2052.929,"endTime":2054.69,"body":"And I think it was in the '90s."},{"speaker":"RYAN MCMAHON","startTime":2054.69,"endTime":2059.15,"body":"So Progressive-- yeah,"},{"speaker":"RYAN MCMAHON","startTime":2054.69,"endTime":2059.15,"body":"so it was a project"},{"speaker":"RYAN MCMAHON","startTime":2059.15,"endTime":2062.73,"body":"at that time in the"},{"speaker":"RYAN MCMAHON","startTime":2059.15,"endTime":2062.73,"body":"company that they said,"},{"speaker":"RYAN MCMAHON","startTime":2062.73,"endTime":2064.08,"body":"we don't care what it costs."},{"speaker":"RYAN MCMAHON","startTime":2064.08,"endTime":2065.639,"body":"We're going to get"},{"speaker":"RYAN MCMAHON","startTime":2064.08,"endTime":2065.639,"body":"data from a car."},{"speaker":"RYAN MCMAHON","startTime":2065.639,"endTime":2067.165,"body":"And I think it was in the '90s."},{"speaker":"REID HOLZWORTH","startTime":2067.165,"endTime":2068.556,"body":"Oh, yeah."},{"speaker":"RYAN MCMAHON","startTime":2068.556,"endTime":2070.889,"body":"And I'm pretty"},{"speaker":"RYAN MCMAHON","startTime":2068.556,"endTime":2070.889,"body":"sure I know the people that"},{"speaker":"RYAN MCMAHON","startTime":2070.889,"endTime":2073.139,"body":"were involved in it, but I"},{"speaker":"RYAN MCMAHON","startTime":2070.889,"endTime":2073.139,"body":"don't want to get it wrong,"},{"speaker":"RYAN MCMAHON","startTime":2073.139,"endTime":2075.87,"body":"so I won't like I won't"},{"speaker":"RYAN MCMAHON","startTime":2073.139,"endTime":2075.87,"body":"step on myself here."},{"speaker":"RYAN MCMAHON","startTime":2075.87,"endTime":2078.9,"body":"But Progressive is one"},{"speaker":"RYAN MCMAHON","startTime":2075.87,"endTime":2078.9,"body":"of those companies,"},{"speaker":"RYAN MCMAHON","startTime":2078.9,"endTime":2080.31,"body":"similar to Plymouth Rock--"},{"speaker":"RYAN MCMAHON","startTime":2080.31,"endTime":2083.19,"body":"obviously, significantly"},{"speaker":"RYAN MCMAHON","startTime":2080.31,"endTime":2083.19,"body":"different scale--"},{"speaker":"RYAN MCMAHON","startTime":2083.19,"endTime":2086.429,"body":"but Progressive was a"},{"speaker":"RYAN MCMAHON","startTime":2083.19,"endTime":2086.429,"body":"company that, and still is,"},{"speaker":"RYAN MCMAHON","startTime":2086.429,"endTime":2090.87,"body":"a company that invests"},{"speaker":"RYAN MCMAHON","startTime":2086.429,"endTime":2090.87,"body":"a lot in things"},{"speaker":"RYAN MCMAHON","startTime":2090.87,"endTime":2092.28,"body":"that are way outside the box."},{"speaker":"RYAN MCMAHON","startTime":2092.28,"endTime":2095.36,"body":"And Autograph was the start."},{"speaker":"RYAN MCMAHON","startTime":2095.36,"endTime":2099.31,"body":"So their whole idea was, we"},{"speaker":"RYAN MCMAHON","startTime":2095.36,"endTime":2099.31,"body":"think that if we get information"},{"speaker":"RYAN MCMAHON","startTime":2099.31,"endTime":2102.115,"body":"from the car in some way,"},{"speaker":"RYAN MCMAHON","startTime":2099.31,"endTime":2102.115,"body":"shape, or form, that we"},{"speaker":"RYAN MCMAHON","startTime":2102.115,"endTime":2104.8,"body":"will be able to better"},{"speaker":"RYAN MCMAHON","startTime":2102.115,"endTime":2104.8,"body":"predict crash risk."},{"speaker":"RYAN MCMAHON","startTime":2104.8,"endTime":2106.5,"body":"Can we predict crash"},{"speaker":"RYAN MCMAHON","startTime":2104.8,"endTime":2106.5,"body":"risk in this way"},{"speaker":"RYAN MCMAHON","startTime":2106.5,"endTime":2108.23,"body":"because there are"},{"speaker":"RYAN MCMAHON","startTime":2106.5,"endTime":2108.23,"body":"other variables?"},{"speaker":"RYAN MCMAHON","startTime":2108.23,"endTime":2112.3,"body":"And if you look at what"},{"speaker":"RYAN MCMAHON","startTime":2108.23,"endTime":2112.3,"body":"the insurance ecosystem has"},{"speaker":"RYAN MCMAHON","startTime":2112.3,"endTime":2116.29,"body":"at its disposal in order to"},{"speaker":"RYAN MCMAHON","startTime":2112.3,"endTime":2116.29,"body":"set rates, almost none of it"},{"speaker":"RYAN MCMAHON","startTime":2116.29,"endTime":2119.62,"body":"is based on the actual"},{"speaker":"RYAN MCMAHON","startTime":2116.29,"endTime":2119.62,"body":"activity itself."},{"speaker":"RYAN MCMAHON","startTime":2119.62,"endTime":2123.43,"body":"It's all proxies, so the"},{"speaker":"RYAN MCMAHON","startTime":2119.62,"endTime":2123.43,"body":"financial responsibilities"},{"speaker":"RYAN MCMAHON","startTime":2123.43,"endTime":2125.38,"body":"of proxy credit score."},{"speaker":"RYAN MCMAHON","startTime":2125.38,"endTime":2128.53,"body":"Where somebody lives is"},{"speaker":"RYAN MCMAHON","startTime":2125.38,"endTime":2128.53,"body":"a proxy for congestion,"},{"speaker":"RYAN MCMAHON","startTime":2128.53,"endTime":2131.48,"body":"or where they're driving,"},{"speaker":"RYAN MCMAHON","startTime":2128.53,"endTime":2131.48,"body":"so their zip code."},{"speaker":"RYAN MCMAHON","startTime":2131.48,"endTime":2134.35,"body":"Their motor vehicle record is"},{"speaker":"RYAN MCMAHON","startTime":2131.48,"endTime":2134.35,"body":"a proxy for how they drive,"},{"speaker":"RYAN MCMAHON","startTime":2134.35,"endTime":2138.7,"body":"but that's not necessarily"},{"speaker":"RYAN MCMAHON","startTime":2134.35,"endTime":2138.7,"body":"how they drive right now."},{"speaker":"RYAN MCMAHON","startTime":2138.7,"endTime":2141.67,"body":"That's how they drove while"},{"speaker":"RYAN MCMAHON","startTime":2138.7,"endTime":2141.67,"body":"a cop was around and decided"},{"speaker":"RYAN MCMAHON","startTime":2141.67,"endTime":2144.79,"body":"to write a ticket, and then"},{"speaker":"RYAN MCMAHON","startTime":2141.67,"endTime":2144.79,"body":"their ability to effectively"},{"speaker":"RYAN MCMAHON","startTime":2144.79,"endTime":2148.33,"body":"plead it down below the level"},{"speaker":"RYAN MCMAHON","startTime":2144.79,"endTime":2148.33,"body":"that it shows on an NVR or not."},{"speaker":"RYAN MCMAHON","startTime":2148.33,"endTime":2150.59,"body":"So you actually look at"},{"speaker":"RYAN MCMAHON","startTime":2148.33,"endTime":2150.59,"body":"this, and you think about it."},{"speaker":"RYAN MCMAHON","startTime":2150.59,"endTime":2152.23,"body":"It's actually crazy."},{"speaker":"RYAN MCMAHON","startTime":2152.23,"endTime":2156.38,"body":"It's crazy that you have"},{"speaker":"RYAN MCMAHON","startTime":2152.23,"endTime":2156.38,"body":"all this premium that's"},{"speaker":"RYAN MCMAHON","startTime":2156.38,"endTime":2161.58,"body":"based on elements that are proxy"},{"speaker":"RYAN MCMAHON","startTime":2156.38,"endTime":2161.58,"body":"variables, but you have to."},{"speaker":"RYAN MCMAHON","startTime":2161.58,"endTime":2163.19,"body":"What else are you going to do?"},{"speaker":"RYAN MCMAHON","startTime":2163.19,"endTime":2165.35,"body":"All the way back from"},{"speaker":"RYAN MCMAHON","startTime":2163.19,"endTime":2165.35,"body":"whenever the first insurance"},{"speaker":"RYAN MCMAHON","startTime":2165.35,"endTime":2166.792,"body":"policy was written on auto--"},{"speaker":"RYAN MCMAHON","startTime":2166.792,"endTime":2167.75,"body":"maybe it was travelers."},{"speaker":"RYAN MCMAHON","startTime":2167.75,"endTime":2168.83,"body":"I don't know exactly."},{"speaker":"RYAN MCMAHON","startTime":2168.83,"endTime":2171.14,"body":"But that first auto"},{"speaker":"RYAN MCMAHON","startTime":2168.83,"endTime":2171.14,"body":"insurance policy"},{"speaker":"RYAN MCMAHON","startTime":2171.14,"endTime":2173.27,"body":"that's written-- maybe"},{"speaker":"RYAN MCMAHON","startTime":2171.14,"endTime":2173.27,"body":"State Farm, actually."},{"speaker":"RYAN MCMAHON","startTime":2173.27,"endTime":2175.76,"body":"But anyway, the first"},{"speaker":"RYAN MCMAHON","startTime":2173.27,"endTime":2175.76,"body":"policy that's written,"},{"speaker":"RYAN MCMAHON","startTime":2175.76,"endTime":2178.398,"body":"and you don't have--"},{"speaker":"RYAN MCMAHON","startTime":2175.76,"endTime":2178.398,"body":"how do you know?"},{"speaker":"RYAN MCMAHON","startTime":2178.398,"endTime":2180.44,"body":"So then you continue to"},{"speaker":"RYAN MCMAHON","startTime":2178.398,"endTime":2180.44,"body":"scale, continue to scale."},{"speaker":"RYAN MCMAHON","startTime":2180.44,"endTime":2183.42,"body":"So Progressive at that time"},{"speaker":"RYAN MCMAHON","startTime":2180.44,"endTime":2183.42,"body":"had launched the program."},{"speaker":"RYAN MCMAHON","startTime":2183.42,"endTime":2186.68,"body":"So the first incarnations were"},{"speaker":"RYAN MCMAHON","startTime":2183.42,"endTime":2186.68,"body":"the cost to get the data was"},{"speaker":"RYAN MCMAHON","startTime":2186.68,"endTime":2191.09,"body":"probably $2,000 per car,"},{"speaker":"RYAN MCMAHON","startTime":2186.68,"endTime":2191.09,"body":"so obviously not a scalable"},{"speaker":"RYAN MCMAHON","startTime":2191.09,"endTime":2191.84,"body":"solution."},{"speaker":"RYAN MCMAHON","startTime":2191.84,"endTime":2194.88,"body":"But then, what happened--"},{"speaker":"RYAN MCMAHON","startTime":2191.84,"endTime":2194.88,"body":"and this is a seminal moment."},{"speaker":"RYAN MCMAHON","startTime":2194.88,"endTime":2196.79,"body":"So the California"},{"speaker":"RYAN MCMAHON","startTime":2194.88,"endTime":2196.79,"body":"Air Resources Board"},{"speaker":"RYAN MCMAHON","startTime":2196.79,"endTime":2199.64,"body":"mandated that the"},{"speaker":"RYAN MCMAHON","startTime":2196.79,"endTime":2199.64,"body":"OBD2 port on a car"},{"speaker":"RYAN MCMAHON","startTime":2199.64,"endTime":2202.79,"body":"becomes standardized"},{"speaker":"RYAN MCMAHON","startTime":2199.64,"endTime":2202.79,"body":"for smog inspections."},{"speaker":"RYAN MCMAHON","startTime":2202.79,"endTime":2205.16,"body":"Talk about things that"},{"speaker":"RYAN MCMAHON","startTime":2202.79,"endTime":2205.16,"body":"are totally unrelated."},{"speaker":"RYAN MCMAHON","startTime":2205.16,"endTime":2209.96,"body":"So CARB mandates that the"},{"speaker":"RYAN MCMAHON","startTime":2205.16,"endTime":2209.96,"body":"OBD2 port is a standardized--"},{"speaker":"RYAN MCMAHON","startTime":2209.96,"endTime":2211.53,"body":"it has a standardized output."},{"speaker":"RYAN MCMAHON","startTime":2211.53,"endTime":2213.512,"body":"So now, all the cars"},{"speaker":"RYAN MCMAHON","startTime":2211.53,"endTime":2213.512,"body":"sold in California"},{"speaker":"RYAN MCMAHON","startTime":2213.512,"endTime":2214.97,"body":"have an OBD2 port,"},{"speaker":"RYAN MCMAHON","startTime":2213.512,"endTime":2214.97,"body":"which also means"},{"speaker":"RYAN MCMAHON","startTime":2214.97,"endTime":2217.178,"body":"that all cars sold everywhere"},{"speaker":"RYAN MCMAHON","startTime":2214.97,"endTime":2217.178,"body":"else because you have--"},{"speaker":"RYAN MCMAHON","startTime":2217.178,"endTime":2218.75,"body":"42 million people"},{"speaker":"RYAN MCMAHON","startTime":2217.178,"endTime":2218.75,"body":"live in California."},{"speaker":"RYAN MCMAHON","startTime":2218.75,"endTime":2221.03,"body":"It's own little country,"},{"speaker":"RYAN MCMAHON","startTime":2218.75,"endTime":2221.03,"body":"so they have the ability"},{"speaker":"RYAN MCMAHON","startTime":2221.03,"endTime":2223.22,"body":"through their regulations"},{"speaker":"RYAN MCMAHON","startTime":2221.03,"endTime":2223.22,"body":"to seriously steer"},{"speaker":"RYAN MCMAHON","startTime":2223.22,"endTime":2224.88,"body":"a lot of activity."},{"speaker":"RYAN MCMAHON","startTime":2224.88,"endTime":2226.952,"body":"So the insurance"},{"speaker":"RYAN MCMAHON","startTime":2224.88,"endTime":2226.952,"body":"industry at that point"},{"speaker":"RYAN MCMAHON","startTime":2226.952,"endTime":2228.66,"body":"has already been toying"},{"speaker":"RYAN MCMAHON","startTime":2226.952,"endTime":2228.66,"body":"around with this."},{"speaker":"RYAN MCMAHON","startTime":2228.66,"endTime":2230.51,"body":"And I'm pretty sure--"},{"speaker":"RYAN MCMAHON","startTime":2230.51,"endTime":2232.01,"body":"I don't know 100%"},{"speaker":"RYAN MCMAHON","startTime":2230.51,"endTime":2232.01,"body":"know this, but I'm"},{"speaker":"RYAN MCMAHON","startTime":2232.01,"endTime":2234.51,"body":"pretty sure the Progressive was"},{"speaker":"RYAN MCMAHON","startTime":2232.01,"endTime":2234.51,"body":"first to market with an OBD2"},{"speaker":"RYAN MCMAHON","startTime":2234.51,"endTime":2235.02,"body":"product."},{"speaker":"RYAN MCMAHON","startTime":2235.02,"endTime":2239.66,"body":"So at that time, they"},{"speaker":"RYAN MCMAHON","startTime":2235.02,"endTime":2239.66,"body":"would mail out the OBD2."},{"speaker":"RYAN MCMAHON","startTime":2239.66,"endTime":2241.37,"body":"You would have to"},{"speaker":"RYAN MCMAHON","startTime":2239.66,"endTime":2241.37,"body":"plug it into your car."},{"speaker":"RYAN MCMAHON","startTime":2241.37,"endTime":2244.37,"body":"It would keep it in there"},{"speaker":"RYAN MCMAHON","startTime":2241.37,"endTime":2244.37,"body":"for some period of time,"},{"speaker":"RYAN MCMAHON","startTime":2244.37,"endTime":2246.77,"body":"unplug it, put it back in an"},{"speaker":"RYAN MCMAHON","startTime":2244.37,"endTime":2246.77,"body":"envelope, and mail it back."},{"speaker":"RYAN MCMAHON","startTime":2246.77,"endTime":2251.0,"body":"And then some person, the"},{"speaker":"RYAN MCMAHON","startTime":2246.77,"endTime":2251.0,"body":"company, gets these every day,"},{"speaker":"RYAN MCMAHON","startTime":2251.0,"endTime":2252.83,"body":"figures out the"},{"speaker":"RYAN MCMAHON","startTime":2251.0,"endTime":2252.83,"body":"policy number, pulls"},{"speaker":"RYAN MCMAHON","startTime":2252.83,"endTime":2257.81,"body":"the data off, and presses plus"},{"speaker":"RYAN MCMAHON","startTime":2252.83,"endTime":2257.81,"body":"or minus in the premium system."},{"speaker":"RYAN MCMAHON","startTime":2257.81,"endTime":2261.08,"body":"And then OBD2 got a little"},{"speaker":"RYAN MCMAHON","startTime":2257.81,"endTime":2261.08,"body":"bit more sophisticated."},{"speaker":"RYAN MCMAHON","startTime":2261.08,"endTime":2265.07,"body":"Some of them got connected"},{"speaker":"RYAN MCMAHON","startTime":2261.08,"endTime":2265.07,"body":"to the cell network,"},{"speaker":"RYAN MCMAHON","startTime":2265.07,"endTime":2267.21,"body":"so they didn't have to"},{"speaker":"RYAN MCMAHON","startTime":2265.07,"endTime":2267.21,"body":"start to send those out."},{"speaker":"RYAN MCMAHON","startTime":2267.21,"endTime":2269.57,"body":"And what I got"},{"speaker":"RYAN MCMAHON","startTime":2267.21,"endTime":2269.57,"body":"involved in telematics"},{"speaker":"RYAN MCMAHON","startTime":2269.57,"endTime":2270.86,"body":"that's exactly what it was."},{"speaker":"RYAN MCMAHON","startTime":2270.86,"endTime":2272.7,"body":"That is exactly what it was."},{"speaker":"RYAN MCMAHON","startTime":2272.7,"endTime":2275.27,"body":"And I hated it,"},{"speaker":"RYAN MCMAHON","startTime":2272.7,"endTime":2275.27,"body":"literally hated it."},{"speaker":"RYAN MCMAHON","startTime":2275.27,"endTime":2277.01,"body":"I was responsible"},{"speaker":"RYAN MCMAHON","startTime":2275.27,"endTime":2277.01,"body":"at Plymouth Rock"},{"speaker":"RYAN MCMAHON","startTime":2277.01,"endTime":2280.76,"body":"during the period of time of"},{"speaker":"RYAN MCMAHON","startTime":2277.01,"endTime":2280.76,"body":"getting agents to get involved"},{"speaker":"RYAN MCMAHON","startTime":2280.76,"endTime":2282.74,"body":"in usage-based insurance."},{"speaker":"RYAN MCMAHON","startTime":2282.74,"endTime":2287.48,"body":"And I was probably"},{"speaker":"RYAN MCMAHON","startTime":2282.74,"endTime":2287.48,"body":"very cantankerous"},{"speaker":"RYAN MCMAHON","startTime":2287.48,"endTime":2288.8,"body":"about this entire idea."},{"speaker":"RYAN MCMAHON","startTime":2288.8,"endTime":2293.12,"body":"We were, I think, at one"},{"speaker":"RYAN MCMAHON","startTime":2288.8,"endTime":2293.12,"body":"point giving agents $50"},{"speaker":"RYAN MCMAHON","startTime":2293.12,"endTime":2294.62,"body":"to plug it into their own car."},{"speaker":"RYAN MCMAHON","startTime":2294.62,"endTime":2298.85,"body":"And I think that we had"},{"speaker":"RYAN MCMAHON","startTime":2294.62,"endTime":2298.85,"body":"made some error somehow."},{"speaker":"RYAN MCMAHON","startTime":2298.85,"endTime":2300.85,"body":"And we had killed a"},{"speaker":"RYAN MCMAHON","startTime":2298.85,"endTime":2300.85,"body":"whole bunch of batteries"},{"speaker":"RYAN MCMAHON","startTime":2300.85,"endTime":2302.6,"body":"when I was at Plymouth"},{"speaker":"RYAN MCMAHON","startTime":2300.85,"endTime":2302.6,"body":"Rock, because there"},{"speaker":"RYAN MCMAHON","startTime":2302.6,"endTime":2305.212,"body":"was like a pin setting or"},{"speaker":"RYAN MCMAHON","startTime":2302.6,"endTime":2305.212,"body":"something that was incorrect."},{"speaker":"RYAN MCMAHON","startTime":2305.212,"endTime":2305.92,"body":"I think that we--"},{"speaker":"REID HOLZWORTH","startTime":2305.92,"endTime":2308.418,"body":"OBD2-- what"},{"speaker":"REID HOLZWORTH","startTime":2305.92,"endTime":2308.418,"body":"you put in wasn't right,"},{"speaker":"REID HOLZWORTH","startTime":2308.418,"endTime":2308.96,"body":"shorted out--"},{"speaker":"RYAN MCMAHON","startTime":2308.96,"endTime":2309.47,"body":"It wasn't right."},{"speaker":"REID HOLZWORTH","startTime":2309.47,"endTime":2309.89,"body":"--battery."},{"speaker":"RYAN MCMAHON","startTime":2309.89,"endTime":2310.55,"body":"It wasn't right."},{"speaker":"RYAN MCMAHON","startTime":2310.55,"endTime":2311.05,"body":"Yeah."},{"speaker":"RYAN MCMAHON","startTime":2311.05,"endTime":2313.28,"body":"And to make it even"},{"speaker":"RYAN MCMAHON","startTime":2311.05,"endTime":2313.28,"body":"better, imagine"},{"speaker":"RYAN MCMAHON","startTime":2313.28,"endTime":2315.08,"body":"doing that, Reid,"},{"speaker":"RYAN MCMAHON","startTime":2313.28,"endTime":2315.08,"body":"to your best agents,"},{"speaker":"RYAN MCMAHON","startTime":2315.08,"endTime":2316.25,"body":"the ones who you have"},{"speaker":"RYAN MCMAHON","startTime":2315.08,"endTime":2316.25,"body":"relationships with"},{"speaker":"RYAN MCMAHON","startTime":2316.25,"endTime":2317.21,"body":"to ask them to do things."},{"speaker":"REID HOLZWORTH","startTime":2317.21,"endTime":2318.01,"body":"Oh, Jesus."},{"speaker":"RYAN MCMAHON","startTime":2318.01,"endTime":2319.22,"body":"And I"},{"speaker":"RYAN MCMAHON","startTime":2318.01,"endTime":2319.22,"body":"think that actually"},{"speaker":"RYAN MCMAHON","startTime":2319.22,"endTime":2321.36,"body":"happened to our chief"},{"speaker":"RYAN MCMAHON","startTime":2319.22,"endTime":2321.36,"body":"marketing officers, too."},{"speaker":"RYAN MCMAHON","startTime":2321.36,"endTime":2322.88,"body":"So I think that it happened--"},{"speaker":"RYAN MCMAHON","startTime":2322.88,"endTime":2324.753,"body":"when he was at the--"},{"speaker":"RYAN MCMAHON","startTime":2324.753,"endTime":2327.17,"body":"I think he flew somewhere, and"},{"speaker":"RYAN MCMAHON","startTime":2324.753,"endTime":2327.17,"body":"his car was at the airport,"},{"speaker":"RYAN MCMAHON","startTime":2327.17,"endTime":2328.19,"body":"and it was sitting"},{"speaker":"RYAN MCMAHON","startTime":2327.17,"endTime":2328.19,"body":"there-- came back."},{"speaker":"RYAN MCMAHON","startTime":2328.19,"endTime":2329.09,"body":"The car was dead."},{"speaker":"REID HOLZWORTH","startTime":2329.09,"endTime":2329.75,"body":"Oh, no."},{"speaker":"RYAN MCMAHON","startTime":2329.75,"endTime":2330.86,"body":"So I"},{"speaker":"RYAN MCMAHON","startTime":2329.75,"endTime":2330.86,"body":"hated telematics."},{"speaker":"RYAN MCMAHON","startTime":2330.86,"endTime":2332.61,"body":"I thought it was the"},{"speaker":"RYAN MCMAHON","startTime":2330.86,"endTime":2332.61,"body":"stupidest thing ever."},{"speaker":"RYAN MCMAHON","startTime":2332.61,"endTime":2336.782,"body":"And I still think that error"},{"speaker":"RYAN MCMAHON","startTime":2332.61,"endTime":2336.782,"body":"there was full of issues."},{"speaker":"RYAN MCMAHON","startTime":2336.782,"endTime":2338.24,"body":"By the way, some"},{"speaker":"RYAN MCMAHON","startTime":2336.782,"endTime":2338.24,"body":"parts of the world"},{"speaker":"RYAN MCMAHON","startTime":2338.24,"endTime":2341.065,"body":"are still super overindexed"},{"speaker":"RYAN MCMAHON","startTime":2338.24,"endTime":2341.065,"body":"on OBD2 and hardware,"},{"speaker":"RYAN MCMAHON","startTime":2341.065,"endTime":2342.44,"body":"but we can talk"},{"speaker":"RYAN MCMAHON","startTime":2341.065,"endTime":2342.44,"body":"about that later."},{"speaker":"RYAN MCMAHON","startTime":2342.44,"endTime":2343.89,"body":"CMT is a global company."},{"speaker":"RYAN MCMAHON","startTime":2343.89,"endTime":2346.35,"body":"So I get to see all sorts"},{"speaker":"RYAN MCMAHON","startTime":2343.89,"endTime":2346.35,"body":"of parts of the world."},{"speaker":"RYAN MCMAHON","startTime":2346.35,"endTime":2352.46,"body":"So anyway, that period of time"},{"speaker":"RYAN MCMAHON","startTime":2346.35,"endTime":2352.46,"body":"was expensive for carriers."},{"speaker":"RYAN MCMAHON","startTime":2352.46,"endTime":2354.86,"body":"So the business models"},{"speaker":"RYAN MCMAHON","startTime":2352.46,"endTime":2354.86,"body":"were super tight."},{"speaker":"RYAN MCMAHON","startTime":2354.86,"endTime":2357.06,"body":"They didn't have a lot"},{"speaker":"RYAN MCMAHON","startTime":2354.86,"endTime":2357.06,"body":"of benefit to consumers"},{"speaker":"RYAN MCMAHON","startTime":2357.06,"endTime":2360.65,"body":"to opt in because"},{"speaker":"RYAN MCMAHON","startTime":2357.06,"endTime":2360.65,"body":"they weren't really--"},{"speaker":"RYAN MCMAHON","startTime":2360.65,"endTime":2362.21,"body":"it wasn't a scalable"},{"speaker":"RYAN MCMAHON","startTime":2360.65,"endTime":2362.21,"body":"solution when"},{"speaker":"RYAN MCMAHON","startTime":2362.21,"endTime":2366.5,"body":"you need to involve"},{"speaker":"RYAN MCMAHON","startTime":2362.21,"endTime":2366.5,"body":"this level of, not"},{"speaker":"RYAN MCMAHON","startTime":2366.5,"endTime":2369.255,"body":"only the hardware itself, but"},{"speaker":"RYAN MCMAHON","startTime":2366.5,"endTime":2369.255,"body":"the support level for it, too."},{"speaker":"REID HOLZWORTH","startTime":2369.255,"endTime":2370.13,"body":"Yeah."},{"speaker":"RYAN MCMAHON","startTime":2370.13,"endTime":2371.78,"body":"In"},{"speaker":"RYAN MCMAHON","startTime":2370.13,"endTime":2371.78,"body":"fact, if you go to--"},{"speaker":"RYAN MCMAHON","startTime":2371.78,"endTime":2373.37,"body":"some carriers still use it."},{"speaker":"RYAN MCMAHON","startTime":2373.37,"endTime":2374.84,"body":"You can go and find"},{"speaker":"RYAN MCMAHON","startTime":2373.37,"endTime":2374.84,"body":"a website where"},{"speaker":"RYAN MCMAHON","startTime":2374.84,"endTime":2377.66,"body":"you can find a very"},{"speaker":"RYAN MCMAHON","startTime":2374.84,"endTime":2377.66,"body":"in-depth instruction"},{"speaker":"RYAN MCMAHON","startTime":2377.66,"endTime":2379.58,"body":"manual on how to find"},{"speaker":"RYAN MCMAHON","startTime":2377.66,"endTime":2379.58,"body":"where your OBD2 port is."},{"speaker":"RYAN MCMAHON","startTime":2379.58,"endTime":2383.18,"body":"And if you drive a Tesla,"},{"speaker":"RYAN MCMAHON","startTime":2379.58,"endTime":2383.18,"body":"or Rivian, or a Ford F-150"},{"speaker":"RYAN MCMAHON","startTime":2383.18,"endTime":2386.69,"body":"Lightning, it doesn't exist"},{"speaker":"RYAN MCMAHON","startTime":2383.18,"endTime":2386.69,"body":"because, again, that port"},{"speaker":"RYAN MCMAHON","startTime":2386.69,"endTime":2388.31,"body":"is only there because of CARB."},{"speaker":"RYAN MCMAHON","startTime":2388.31,"endTime":2389.63,"body":"That's why that port is there."},{"speaker":"RYAN MCMAHON","startTime":2389.63,"endTime":2391.73,"body":"Still, to this day, that's"},{"speaker":"RYAN MCMAHON","startTime":2389.63,"endTime":2391.73,"body":"why that port exists."},{"speaker":"REID HOLZWORTH","startTime":2391.73,"endTime":2392.563,"body":"Wow."},{"speaker":"RYAN MCMAHON","startTime":2392.563,"endTime":2394.402,"body":"And"},{"speaker":"RYAN MCMAHON","startTime":2392.563,"endTime":2394.402,"body":"Teslas are not obviously"},{"speaker":"RYAN MCMAHON","startTime":2394.402,"endTime":2395.36,"body":"part of the smog check."},{"speaker":"RYAN MCMAHON","startTime":2395.36,"endTime":2401.225,"body":"So anyway, that technology is"},{"speaker":"RYAN MCMAHON","startTime":2395.36,"endTime":2401.225,"body":"a period piece at this point."},{"speaker":"RYAN MCMAHON","startTime":2401.225,"endTime":2403.85,"body":"If there's a telematics museum,"},{"speaker":"RYAN MCMAHON","startTime":2401.225,"endTime":2403.85,"body":"it will be there at some point."},{"speaker":"RYAN MCMAHON","startTime":2403.85,"endTime":2405.683,"body":"But during that period"},{"speaker":"RYAN MCMAHON","startTime":2403.85,"endTime":2405.683,"body":"of time, it was huge."},{"speaker":"RYAN MCMAHON","startTime":2405.683,"endTime":2406.65,"body":"It was huge."},{"speaker":"RYAN MCMAHON","startTime":2406.65,"endTime":2408.19,"body":"So what happened was CMT--"},{"speaker":"RYAN MCMAHON","startTime":2408.19,"endTime":2409.3,"body":"and this is way before me."},{"speaker":"RYAN MCMAHON","startTime":2409.3,"endTime":2411.73,"body":"I think it wasn't quite--"},{"speaker":"RYAN MCMAHON","startTime":2411.73,"endTime":2413.8,"body":"it was after the car"},{"speaker":"RYAN MCMAHON","startTime":2411.73,"endTime":2413.8,"body":"crashing and dropping out"},{"speaker":"RYAN MCMAHON","startTime":2413.8,"endTime":2415.75,"body":"of high school"},{"speaker":"RYAN MCMAHON","startTime":2413.8,"endTime":2415.75,"body":"period of my life,"},{"speaker":"RYAN MCMAHON","startTime":2415.75,"endTime":2419.02,"body":"so maybe in the"},{"speaker":"RYAN MCMAHON","startTime":2415.75,"endTime":2419.02,"body":"early insurance days."},{"speaker":"RYAN MCMAHON","startTime":2419.02,"endTime":2422.94,"body":"In that period of"},{"speaker":"RYAN MCMAHON","startTime":2419.02,"endTime":2422.94,"body":"time, I've looked back"},{"speaker":"RYAN MCMAHON","startTime":2422.94,"endTime":2424.23,"body":"at what CMT was doing."},{"speaker":"RYAN MCMAHON","startTime":2424.23,"endTime":2428.73,"body":"And it was started by two"},{"speaker":"RYAN MCMAHON","startTime":2424.23,"endTime":2428.73,"body":"professors at MIT, Hari"},{"speaker":"RYAN MCMAHON","startTime":2428.73,"endTime":2429.96,"body":"Balakrishnan and Sam Madden."},{"speaker":"RYAN MCMAHON","startTime":2429.96,"endTime":2431.252,"body":"They're still professors there."},{"speaker":"RYAN MCMAHON","startTime":2431.252,"endTime":2433.44,"body":"In fact, Hari just"},{"speaker":"RYAN MCMAHON","startTime":2431.252,"endTime":2433.44,"body":"won the Marconi prize"},{"speaker":"RYAN MCMAHON","startTime":2433.44,"endTime":2438.13,"body":"which is like the Nobel Prize"},{"speaker":"RYAN MCMAHON","startTime":2433.44,"endTime":2438.13,"body":"of the internet, so to speak."},{"speaker":"RYAN MCMAHON","startTime":2438.13,"endTime":2442.23,"body":"When he was awarded this"},{"speaker":"RYAN MCMAHON","startTime":2438.13,"endTime":2442.23,"body":"prize, the guy, Vint Cerf,"},{"speaker":"RYAN MCMAHON","startTime":2442.23,"endTime":2443.85,"body":"that literally"},{"speaker":"RYAN MCMAHON","startTime":2442.23,"endTime":2443.85,"body":"invented the internet,"},{"speaker":"RYAN MCMAHON","startTime":2443.85,"endTime":2446.91,"body":"was also awarded a"},{"speaker":"RYAN MCMAHON","startTime":2443.85,"endTime":2446.91,"body":"Lifetime Achievement."},{"speaker":"RYAN MCMAHON","startTime":2446.91,"endTime":2453.24,"body":"So the Marconi prize for those"},{"speaker":"RYAN MCMAHON","startTime":2446.91,"endTime":2453.24,"body":"in the technology, ethernet,"},{"speaker":"RYAN MCMAHON","startTime":2453.24,"endTime":2455.82,"body":"sensing world, all"},{"speaker":"RYAN MCMAHON","startTime":2453.24,"endTime":2455.82,"body":"the stuff that we"},{"speaker":"RYAN MCMAHON","startTime":2455.82,"endTime":2458.61,"body":"need to do this podcast,"},{"speaker":"RYAN MCMAHON","startTime":2455.82,"endTime":2458.61,"body":"the foundational stuff"},{"speaker":"RYAN MCMAHON","startTime":2458.61,"endTime":2459.48,"body":"of the internet."},{"speaker":"RYAN MCMAHON","startTime":2459.48,"endTime":2462.097,"body":"So Hari was working on"},{"speaker":"RYAN MCMAHON","startTime":2459.48,"endTime":2462.097,"body":"that for a long time,"},{"speaker":"RYAN MCMAHON","startTime":2462.097,"endTime":2462.93,"body":"and Sam was as well."},{"speaker":"RYAN MCMAHON","startTime":2462.93,"endTime":2466.83,"body":"Sam was in the early days of"},{"speaker":"RYAN MCMAHON","startTime":2462.93,"endTime":2466.83,"body":"AI and database structure."},{"speaker":"RYAN MCMAHON","startTime":2466.83,"endTime":2468.36,"body":"And they both teach at MIT."},{"speaker":"RYAN MCMAHON","startTime":2468.36,"endTime":2473.73,"body":"And they're amazing teachers,"},{"speaker":"RYAN MCMAHON","startTime":2468.36,"endTime":2473.73,"body":"incredible teachers."},{"speaker":"RYAN MCMAHON","startTime":2473.73,"endTime":2475.62,"body":"So they were working"},{"speaker":"RYAN MCMAHON","startTime":2473.73,"endTime":2475.62,"body":"on this technology"},{"speaker":"RYAN MCMAHON","startTime":2475.62,"endTime":2478.48,"body":"that their first use case"},{"speaker":"RYAN MCMAHON","startTime":2475.62,"endTime":2478.48,"body":"was detecting potholes."},{"speaker":"RYAN MCMAHON","startTime":2478.48,"endTime":2479.73,"body":"So people were driving around."},{"speaker":"RYAN MCMAHON","startTime":2479.73,"endTime":2483.33,"body":"They were hitting potholes"},{"speaker":"RYAN MCMAHON","startTime":2479.73,"endTime":2483.33,"body":"around the city of Boston."},{"speaker":"RYAN MCMAHON","startTime":2483.33,"endTime":2486.64,"body":"The sensors at that"},{"speaker":"RYAN MCMAHON","startTime":2483.33,"endTime":2486.64,"body":"point-- it was before"},{"speaker":"RYAN MCMAHON","startTime":2486.64,"endTime":2489.01,"body":"smartphones, but they"},{"speaker":"RYAN MCMAHON","startTime":2486.64,"endTime":2489.01,"body":"were using phones that"},{"speaker":"RYAN MCMAHON","startTime":2489.01,"endTime":2491.11,"body":"had accelerometers in them."},{"speaker":"RYAN MCMAHON","startTime":2491.11,"endTime":2497.77,"body":"So think about the"},{"speaker":"RYAN MCMAHON","startTime":2491.11,"endTime":2497.77,"body":"Snickers phone or the Razr,"},{"speaker":"RYAN MCMAHON","startTime":2497.77,"endTime":2499.39,"body":"that period of time--"},{"speaker":"RYAN MCMAHON","startTime":2499.39,"endTime":2500.41,"body":"Nokia phones."},{"speaker":"RYAN MCMAHON","startTime":2500.41,"endTime":2502.75,"body":"They started to put"},{"speaker":"RYAN MCMAHON","startTime":2500.41,"endTime":2502.75,"body":"accelerometers in them"},{"speaker":"RYAN MCMAHON","startTime":2502.75,"endTime":2504.302,"body":"for games or other things."},{"speaker":"RYAN MCMAHON","startTime":2504.302,"endTime":2506.26,"body":"So they realized that"},{"speaker":"RYAN MCMAHON","startTime":2504.302,"endTime":2506.26,"body":"they could take that data"},{"speaker":"RYAN MCMAHON","startTime":2506.26,"endTime":2507.135,"body":"and make sense of it."},{"speaker":"RYAN MCMAHON","startTime":2507.135,"endTime":2509.995,"body":"And what they were doing got"},{"speaker":"RYAN MCMAHON","startTime":2507.135,"endTime":2509.995,"body":"the attention of the insurance"},{"speaker":"RYAN MCMAHON","startTime":2509.995,"endTime":2511.37,"body":"industry because"},{"speaker":"RYAN MCMAHON","startTime":2509.995,"endTime":2511.37,"body":"they said, well,"},{"speaker":"RYAN MCMAHON","startTime":2511.37,"endTime":2513.64,"body":"if you can detect"},{"speaker":"RYAN MCMAHON","startTime":2511.37,"endTime":2513.64,"body":"potholes, maybe you"},{"speaker":"RYAN MCMAHON","startTime":2513.64,"endTime":2515.2,"body":"can detect the same"},{"speaker":"RYAN MCMAHON","startTime":2513.64,"endTime":2515.2,"body":"thing that we're"},{"speaker":"RYAN MCMAHON","startTime":2515.2,"endTime":2518.98,"body":"doing in this super expensive"},{"speaker":"RYAN MCMAHON","startTime":2515.2,"endTime":2518.98,"body":"hardware-driven environment."},{"speaker":"RYAN MCMAHON","startTime":2518.98,"endTime":2521.26,"body":"And they connected"},{"speaker":"RYAN MCMAHON","startTime":2518.98,"endTime":2521.26,"body":"with Bill Powers,"},{"speaker":"RYAN MCMAHON","startTime":2521.26,"endTime":2525.67,"body":"who already had been very"},{"speaker":"RYAN MCMAHON","startTime":2521.26,"endTime":2525.67,"body":"successful in the traffic"},{"speaker":"RYAN MCMAHON","startTime":2525.67,"endTime":2527.62,"body":"industry and had done"},{"speaker":"RYAN MCMAHON","startTime":2525.67,"endTime":2527.62,"body":"a number of startups,"},{"speaker":"RYAN MCMAHON","startTime":2527.62,"endTime":2530.2,"body":"and sold businesses,"},{"speaker":"RYAN MCMAHON","startTime":2527.62,"endTime":2530.2,"body":"and eventually brought"},{"speaker":"RYAN MCMAHON","startTime":2530.2,"endTime":2531.235,"body":"businesses public."},{"speaker":"RYAN MCMAHON","startTime":2531.235,"endTime":2533.11,"body":"And they originally"},{"speaker":"RYAN MCMAHON","startTime":2531.235,"endTime":2533.11,"body":"thought that the business"},{"speaker":"RYAN MCMAHON","startTime":2533.11,"endTime":2534.402,"body":"was going to be around traffic."},{"speaker":"RYAN MCMAHON","startTime":2534.402,"endTime":2536.11,"body":"So the first name"},{"speaker":"RYAN MCMAHON","startTime":2534.402,"endTime":2536.11,"body":"for the company"},{"speaker":"RYAN MCMAHON","startTime":2536.11,"endTime":2538.29,"body":"was going to be Traffic RNA--"},{"speaker":"RYAN MCMAHON","startTime":2538.29,"endTime":2541.3,"body":"turns out to be RNA became"},{"speaker":"RYAN MCMAHON","startTime":2538.29,"endTime":2541.3,"body":"very popular a few years ago."},{"speaker":"RYAN MCMAHON","startTime":2541.3,"endTime":2544.03,"body":"That name got shelved, and"},{"speaker":"RYAN MCMAHON","startTime":2541.3,"endTime":2544.03,"body":"it became Cambridge Mobile"},{"speaker":"RYAN MCMAHON","startTime":2544.03,"endTime":2545.02,"body":"Telematics."},{"speaker":"RYAN MCMAHON","startTime":2545.02,"endTime":2547.42,"body":"And then the insurance"},{"speaker":"RYAN MCMAHON","startTime":2545.02,"endTime":2547.42,"body":"industry started"},{"speaker":"RYAN MCMAHON","startTime":2547.42,"endTime":2549.31,"body":"to realize that the"},{"speaker":"RYAN MCMAHON","startTime":2547.42,"endTime":2549.31,"body":"same stuff that they"},{"speaker":"RYAN MCMAHON","startTime":2549.31,"endTime":2552.73,"body":"were doing on the hardware"},{"speaker":"RYAN MCMAHON","startTime":2549.31,"endTime":2552.73,"body":"side could be done on software."},{"speaker":"RYAN MCMAHON","startTime":2552.73,"endTime":2555.1,"body":"The first company that figured"},{"speaker":"RYAN MCMAHON","startTime":2552.73,"endTime":2555.1,"body":"that out was State Farm."},{"speaker":"RYAN MCMAHON","startTime":2555.1,"endTime":2556.81,"body":"So State Farm was"},{"speaker":"RYAN MCMAHON","startTime":2555.1,"endTime":2556.81,"body":"really one of the first"},{"speaker":"RYAN MCMAHON","startTime":2556.81,"endTime":2562.21,"body":"that started to dabble in mobile"},{"speaker":"RYAN MCMAHON","startTime":2556.81,"endTime":2562.21,"body":"telematics, which today is--"},{"speaker":"RYAN MCMAHON","startTime":2562.21,"endTime":2564.13,"body":"it really was like"},{"speaker":"RYAN MCMAHON","startTime":2562.21,"endTime":2564.13,"body":"a catalyst event"},{"speaker":"RYAN MCMAHON","startTime":2564.13,"endTime":2569.05,"body":"because it created a very"},{"speaker":"RYAN MCMAHON","startTime":2564.13,"endTime":2569.05,"body":"low-cost way to gather"},{"speaker":"RYAN MCMAHON","startTime":2569.05,"endTime":2571.255,"body":"individual driver behavior."},{"speaker":"RYAN MCMAHON","startTime":2571.255,"endTime":2573.13,"body":"And then it created all"},{"speaker":"RYAN MCMAHON","startTime":2571.255,"endTime":2573.13,"body":"these business models"},{"speaker":"RYAN MCMAHON","startTime":2573.13,"endTime":2576.07,"body":"that forked off"},{"speaker":"RYAN MCMAHON","startTime":2573.13,"endTime":2576.07,"body":"from it that go down"},{"speaker":"RYAN MCMAHON","startTime":2576.07,"endTime":2578.3,"body":"to reward programs,"},{"speaker":"RYAN MCMAHON","startTime":2576.07,"endTime":2578.3,"body":"driver improvement,"},{"speaker":"RYAN MCMAHON","startTime":2578.3,"endTime":2580.84,"body":"core usage-based insurance,"},{"speaker":"RYAN MCMAHON","startTime":2578.3,"endTime":2580.84,"body":"tons of different things,"},{"speaker":"RYAN MCMAHON","startTime":2580.84,"endTime":2581.89,"body":"crash detection."},{"speaker":"RYAN MCMAHON","startTime":2581.89,"endTime":2585.13,"body":"None of that would be possible"},{"speaker":"RYAN MCMAHON","startTime":2581.89,"endTime":2585.13,"body":"if the technology was taking up"},{"speaker":"RYAN MCMAHON","startTime":2585.13,"endTime":2588.13,"body":"all this cost because"},{"speaker":"RYAN MCMAHON","startTime":2585.13,"endTime":2588.13,"body":"the technology then--"},{"speaker":"RYAN MCMAHON","startTime":2588.13,"endTime":2589.975,"body":"that cost then shrinks"},{"speaker":"RYAN MCMAHON","startTime":2588.13,"endTime":2589.975,"body":"down significantly."},{"speaker":"RYAN MCMAHON","startTime":2589.975,"endTime":2591.85,"body":"And now there's all"},{"speaker":"RYAN MCMAHON","startTime":2589.975,"endTime":2591.85,"body":"these new business models"},{"speaker":"RYAN MCMAHON","startTime":2591.85,"endTime":2592.683,"body":"that you can create."},{"speaker":"RYAN MCMAHON","startTime":2592.683,"endTime":2598.9,"body":"So the tech was the catalyst to"},{"speaker":"RYAN MCMAHON","startTime":2592.683,"endTime":2598.9,"body":"really a whole industry taking"},{"speaker":"RYAN MCMAHON","startTime":2598.9,"endTime":2599.41,"body":"off."},{"speaker":"REID HOLZWORTH","startTime":2599.41,"endTime":2600.577,"body":"But I feel--"},{"speaker":"REID HOLZWORTH","startTime":2600.577,"endTime":2604.938,"body":"so back in the day, when we'd"},{"speaker":"REID HOLZWORTH","startTime":2600.577,"endTime":2604.938,"body":"sell the Snapshot, or whatever."},{"speaker":"REID HOLZWORTH","startTime":2604.938,"endTime":2605.98,"body":"You don't really sell it."},{"speaker":"REID HOLZWORTH","startTime":2605.98,"endTime":2607.66,"body":"You promote it to"},{"speaker":"REID HOLZWORTH","startTime":2605.98,"endTime":2607.66,"body":"customers because it"},{"speaker":"REID HOLZWORTH","startTime":2607.66,"endTime":2610.66,"body":"was good for retention purposes"},{"speaker":"REID HOLZWORTH","startTime":2607.66,"endTime":2610.66,"body":"if they did the whole thing."},{"speaker":"REID HOLZWORTH","startTime":2610.66,"endTime":2614.02,"body":"But plugging it in-- if I"},{"speaker":"REID HOLZWORTH","startTime":2610.66,"endTime":2614.02,"body":"remember correctly-- this"},{"speaker":"REID HOLZWORTH","startTime":2614.02,"endTime":2616.4,"body":"is years and years"},{"speaker":"REID HOLZWORTH","startTime":2614.02,"endTime":2616.4,"body":"and years ago."},{"speaker":"REID HOLZWORTH","startTime":2616.4,"endTime":2619.06,"body":"But a lot of what they"},{"speaker":"REID HOLZWORTH","startTime":2616.4,"endTime":2619.06,"body":"watched was braking--"},{"speaker":"REID HOLZWORTH","startTime":2619.06,"endTime":2621.49,"body":"how much people brake"},{"speaker":"REID HOLZWORTH","startTime":2619.06,"endTime":2621.49,"body":"and how hard they brake,"},{"speaker":"REID HOLZWORTH","startTime":2621.49,"endTime":2624.1,"body":"I guess, to show congestion,"},{"speaker":"REID HOLZWORTH","startTime":2621.49,"endTime":2624.1,"body":"where they're at,"},{"speaker":"REID HOLZWORTH","startTime":2624.1,"endTime":2625.99,"body":"and just speed up, slow down."},{"speaker":"REID HOLZWORTH","startTime":2625.99,"endTime":2629.213,"body":"But it wasn't necessarily"},{"speaker":"REID HOLZWORTH","startTime":2625.99,"endTime":2629.213,"body":"watching speed and whatnot."},{"speaker":"RYAN MCMAHON","startTime":2629.213,"endTime":2630.38,"body":"No, it wasn't."},{"speaker":"REID HOLZWORTH","startTime":2630.38,"endTime":2633.58,"body":"And so I wonder now"},{"speaker":"REID HOLZWORTH","startTime":2633.58,"endTime":2636.55,"body":"so if I'm plugging"},{"speaker":"REID HOLZWORTH","startTime":2633.58,"endTime":2636.55,"body":"in to the OBD2,"},{"speaker":"REID HOLZWORTH","startTime":2636.55,"endTime":2641.06,"body":"I'm seeing the throttle"},{"speaker":"REID HOLZWORTH","startTime":2636.55,"endTime":2641.06,"body":"and all of it and whatnot."},{"speaker":"REID HOLZWORTH","startTime":2641.06,"endTime":2645.34,"body":"But I would assume on the"},{"speaker":"REID HOLZWORTH","startTime":2641.06,"endTime":2645.34,"body":"mobile device, you can see speed"},{"speaker":"REID HOLZWORTH","startTime":2645.34,"endTime":2648.43,"body":"and maybe you can see"},{"speaker":"REID HOLZWORTH","startTime":2645.34,"endTime":2648.43,"body":"braking in that way."},{"speaker":"REID HOLZWORTH","startTime":2648.43,"endTime":2651.64,"body":"But I would almost assume that"},{"speaker":"REID HOLZWORTH","startTime":2648.43,"endTime":2651.64,"body":"it'd be better to be plugged in."},{"speaker":"REID HOLZWORTH","startTime":2651.64,"endTime":2653.537,"body":"No?"},{"speaker":"RYAN MCMAHON","startTime":2653.537,"endTime":2654.37,"body":"Maybe."},{"speaker":"RYAN MCMAHON","startTime":2654.37,"endTime":2655.828,"body":"I think that what"},{"speaker":"RYAN MCMAHON","startTime":2654.37,"endTime":2655.828,"body":"happened, though,"},{"speaker":"RYAN MCMAHON","startTime":2655.828,"endTime":2658.51,"body":"was the programs"},{"speaker":"RYAN MCMAHON","startTime":2655.828,"endTime":2658.51,"body":"that were plugged in"},{"speaker":"RYAN MCMAHON","startTime":2658.51,"endTime":2661.67,"body":"were only measuring"},{"speaker":"RYAN MCMAHON","startTime":2658.51,"endTime":2661.67,"body":"limited variables,"},{"speaker":"RYAN MCMAHON","startTime":2661.67,"endTime":2663.67,"body":"but more important for a"},{"speaker":"RYAN MCMAHON","startTime":2661.67,"endTime":2663.67,"body":"limited period of time."},{"speaker":"REID HOLZWORTH","startTime":2663.67,"endTime":2665.295,"body":"Oh,"},{"speaker":"REID HOLZWORTH","startTime":2663.67,"endTime":2665.295,"body":"yeah, because you'd"},{"speaker":"REID HOLZWORTH","startTime":2665.295,"endTime":2666.58,"body":"send it in two months later."},{"speaker":"RYAN MCMAHON","startTime":2666.58,"endTime":2667.36,"body":"Two months later."},{"speaker":"RYAN MCMAHON","startTime":2667.36,"endTime":2667.84,"body":"They experimented--"},{"speaker":"REID HOLZWORTH","startTime":2667.84,"endTime":2669.19,"body":"I would"},{"speaker":"REID HOLZWORTH","startTime":2667.84,"endTime":2669.19,"body":"tell customers, just"},{"speaker":"REID HOLZWORTH","startTime":2669.19,"endTime":2671.35,"body":"drive real good for the"},{"speaker":"REID HOLZWORTH","startTime":2669.19,"endTime":2671.35,"body":"next couple of months,"},{"speaker":"REID HOLZWORTH","startTime":2671.35,"endTime":2672.658,"body":"this kind of thing, seriously."},{"speaker":"RYAN MCMAHON","startTime":2672.658,"endTime":2673.45,"body":"Yeah."},{"speaker":"RYAN MCMAHON","startTime":2673.45,"endTime":2675.95,"body":"By the way, there were still"},{"speaker":"RYAN MCMAHON","startTime":2673.45,"endTime":2675.95,"body":"companies that were doing that."},{"speaker":"RYAN MCMAHON","startTime":2675.95,"endTime":2678.16,"body":"So if you were an"},{"speaker":"RYAN MCMAHON","startTime":2675.95,"endTime":2678.16,"body":"agent in March 2020,"},{"speaker":"RYAN MCMAHON","startTime":2678.16,"endTime":2681.79,"body":"and you sold that with those"},{"speaker":"RYAN MCMAHON","startTime":2678.16,"endTime":2681.79,"body":"short-term monitoring programs,"},{"speaker":"RYAN MCMAHON","startTime":2681.79,"endTime":2684.398,"body":"those people in some cases"},{"speaker":"RYAN MCMAHON","startTime":2681.79,"endTime":2684.398,"body":"have lifetime discounts,"},{"speaker":"RYAN MCMAHON","startTime":2684.398,"endTime":2686.44,"body":"depending on the way that"},{"speaker":"RYAN MCMAHON","startTime":2684.398,"endTime":2686.44,"body":"the carrier was set up."},{"speaker":"RYAN MCMAHON","startTime":2686.44,"endTime":2691.18,"body":"So there are some people sitting"},{"speaker":"RYAN MCMAHON","startTime":2686.44,"endTime":2691.18,"body":"on the 2% mortgage interest rate"},{"speaker":"RYAN MCMAHON","startTime":2691.18,"endTime":2696.128,"body":"equivalent of a UBI score"},{"speaker":"RYAN MCMAHON","startTime":2691.18,"endTime":2696.128,"body":"from March 2020, April, may,"},{"speaker":"RYAN MCMAHON","startTime":2696.128,"endTime":2696.92,"body":"that kind of thing."},{"speaker":"RYAN MCMAHON","startTime":2696.92,"endTime":2698.628,"body":"But what happened is"},{"speaker":"RYAN MCMAHON","startTime":2696.92,"endTime":2698.628,"body":"the industry started"},{"speaker":"RYAN MCMAHON","startTime":2698.628,"endTime":2702.88,"body":"to realize this technology"},{"speaker":"RYAN MCMAHON","startTime":2698.628,"endTime":2702.88,"body":"is substantially cheaper,"},{"speaker":"RYAN MCMAHON","startTime":2702.88,"endTime":2705.37,"body":"and we can monitor continuously."},{"speaker":"RYAN MCMAHON","startTime":2705.37,"endTime":2710.95,"body":"So early days, an individual's"},{"speaker":"RYAN MCMAHON","startTime":2705.37,"endTime":2710.95,"body":"driving behavior-- the thought"},{"speaker":"RYAN MCMAHON","startTime":2710.95,"endTime":2712.17,"body":"was that people don't change."},{"speaker":"RYAN MCMAHON","startTime":2712.17,"endTime":2715.51,"body":"So if you can look at them for"},{"speaker":"RYAN MCMAHON","startTime":2712.17,"endTime":2715.51,"body":"a period of time, you got it."},{"speaker":"RYAN MCMAHON","startTime":2715.51,"endTime":2716.35,"body":"That's how they are."},{"speaker":"RYAN MCMAHON","startTime":2716.35,"endTime":2718.09,"body":"That is totally not the case."},{"speaker":"RYAN MCMAHON","startTime":2718.09,"endTime":2720.83,"body":"That is 100% absolutely"},{"speaker":"RYAN MCMAHON","startTime":2718.09,"endTime":2720.83,"body":"not the case."},{"speaker":"RYAN MCMAHON","startTime":2720.83,"endTime":2726.16,"body":"In fact, if you signed up to"},{"speaker":"RYAN MCMAHON","startTime":2720.83,"endTime":2726.16,"body":"be a gig driver right now,"},{"speaker":"RYAN MCMAHON","startTime":2726.16,"endTime":2728.14,"body":"what we have"},{"speaker":"RYAN MCMAHON","startTime":2726.16,"endTime":2728.14,"body":"measured is your time"},{"speaker":"RYAN MCMAHON","startTime":2728.14,"endTime":2731.5,"body":"that you're spending on the app"},{"speaker":"RYAN MCMAHON","startTime":2728.14,"endTime":2731.5,"body":"could actually change your risk"},{"speaker":"RYAN MCMAHON","startTime":2731.5,"endTime":2734.8,"body":"profile immediately because"},{"speaker":"RYAN MCMAHON","startTime":2731.5,"endTime":2734.8,"body":"the nature of their task,"},{"speaker":"RYAN MCMAHON","startTime":2734.8,"endTime":2737.23,"body":"the context, where you"},{"speaker":"RYAN MCMAHON","startTime":2734.8,"endTime":2737.23,"body":"drive, why you drive there,"},{"speaker":"RYAN MCMAHON","startTime":2737.23,"endTime":2740.44,"body":"the road around you, the"},{"speaker":"RYAN MCMAHON","startTime":2737.23,"endTime":2740.44,"body":"conditions of other drivers,"},{"speaker":"RYAN MCMAHON","startTime":2740.44,"endTime":2743.77,"body":"all of that stuff factors into"},{"speaker":"RYAN MCMAHON","startTime":2740.44,"endTime":2743.77,"body":"your own individual driving"},{"speaker":"RYAN MCMAHON","startTime":2743.77,"endTime":2744.35,"body":"risk."},{"speaker":"RYAN MCMAHON","startTime":2744.35,"endTime":2746.95,"body":"So there are really no"},{"speaker":"RYAN MCMAHON","startTime":2744.35,"endTime":2746.95,"body":"safe and unsafe drivers."},{"speaker":"RYAN MCMAHON","startTime":2746.95,"endTime":2749.655,"body":"Even though that the"},{"speaker":"RYAN MCMAHON","startTime":2746.95,"endTime":2749.655,"body":"nomenclature and a lot"},{"speaker":"RYAN MCMAHON","startTime":2749.655,"endTime":2751.03,"body":"of the work that"},{"speaker":"RYAN MCMAHON","startTime":2749.655,"endTime":2751.03,"body":"goes into it is,"},{"speaker":"RYAN MCMAHON","startTime":2751.03,"endTime":2753.97,"body":"oh, this is a good or bad risk,"},{"speaker":"RYAN MCMAHON","startTime":2751.03,"endTime":2753.97,"body":"that's like for the moment."},{"speaker":"RYAN MCMAHON","startTime":2753.97,"endTime":2757.06,"body":"But like I was a terrible"},{"speaker":"RYAN MCMAHON","startTime":2753.97,"endTime":2757.06,"body":"student in high school,"},{"speaker":"RYAN MCMAHON","startTime":2757.06,"endTime":2760.33,"body":"but turned it around"},{"speaker":"RYAN MCMAHON","startTime":2757.06,"endTime":2760.33,"body":"in college, people"},{"speaker":"RYAN MCMAHON","startTime":2760.33,"endTime":2762.79,"body":"can have bad"},{"speaker":"RYAN MCMAHON","startTime":2760.33,"endTime":2762.79,"body":"moments of time that"},{"speaker":"RYAN MCMAHON","startTime":2762.79,"endTime":2765.32,"body":"don't exhibit the way that"},{"speaker":"RYAN MCMAHON","startTime":2762.79,"endTime":2765.32,"body":"they drive continuously."},{"speaker":"RYAN MCMAHON","startTime":2765.32,"endTime":2767.32,"body":"And if you give feedback"},{"speaker":"RYAN MCMAHON","startTime":2765.32,"endTime":2767.32,"body":"to drivers-- and here's"},{"speaker":"RYAN MCMAHON","startTime":2767.32,"endTime":2769.45,"body":"the big thing-- that"},{"speaker":"RYAN MCMAHON","startTime":2767.32,"endTime":2769.45,"body":"none of that stuff did."},{"speaker":"RYAN MCMAHON","startTime":2769.45,"endTime":2772.893,"body":"It didn't tell you how you"},{"speaker":"RYAN MCMAHON","startTime":2769.45,"endTime":2772.893,"body":"were doing on the whole."},{"speaker":"RYAN MCMAHON","startTime":2772.893,"endTime":2774.56,"body":"You didn't really"},{"speaker":"RYAN MCMAHON","startTime":2772.893,"endTime":2774.56,"body":"know how you're doing."},{"speaker":"RYAN MCMAHON","startTime":2774.56,"endTime":2776.21,"body":"It's just this thing"},{"speaker":"RYAN MCMAHON","startTime":2774.56,"endTime":2776.21,"body":"that's out there."},{"speaker":"REID HOLZWORTH","startTime":2776.21,"endTime":2776.59,"body":"Yeah, totally."},{"speaker":"RYAN MCMAHON","startTime":2776.59,"endTime":2778.757,"body":"And it's like"},{"speaker":"RYAN MCMAHON","startTime":2776.59,"endTime":2778.757,"body":"stepping on a scale that"},{"speaker":"RYAN MCMAHON","startTime":2778.757,"endTime":2780.61,"body":"doesn't have a number to it."},{"speaker":"RYAN MCMAHON","startTime":2780.61,"endTime":2783.28,"body":"So you just keep stepping on it,"},{"speaker":"RYAN MCMAHON","startTime":2780.61,"endTime":2783.28,"body":"and, yeah, I' doing the thing."},{"speaker":"RYAN MCMAHON","startTime":2783.28,"endTime":2784.0,"body":"Great."},{"speaker":"RYAN MCMAHON","startTime":2784.0,"endTime":2786.49,"body":"And you're like, why does"},{"speaker":"RYAN MCMAHON","startTime":2784.0,"endTime":2786.49,"body":"my pants fit anymore?"},{"speaker":"RYAN MCMAHON","startTime":2786.49,"endTime":2790.96,"body":"So if you have the ability to"},{"speaker":"RYAN MCMAHON","startTime":2786.49,"endTime":2790.96,"body":"create this closed ecosystem"},{"speaker":"RYAN MCMAHON","startTime":2790.96,"endTime":2792.76,"body":"where you're measuring"},{"speaker":"RYAN MCMAHON","startTime":2790.96,"endTime":2792.76,"body":"the behavior,"},{"speaker":"RYAN MCMAHON","startTime":2792.76,"endTime":2794.71,"body":"you know that behavior"},{"speaker":"RYAN MCMAHON","startTime":2792.76,"endTime":2794.71,"body":"is predictive,"},{"speaker":"RYAN MCMAHON","startTime":2794.71,"endTime":2796.927,"body":"you continue to expand the"},{"speaker":"RYAN MCMAHON","startTime":2794.71,"endTime":2796.927,"body":"universe of elements that"},{"speaker":"RYAN MCMAHON","startTime":2796.927,"endTime":2798.76,"body":"are predictive to that,"},{"speaker":"RYAN MCMAHON","startTime":2796.927,"endTime":2798.76,"body":"you provide feedback"},{"speaker":"RYAN MCMAHON","startTime":2798.76,"endTime":2801.31,"body":"to drivers to that"},{"speaker":"RYAN MCMAHON","startTime":2798.76,"endTime":2801.31,"body":"and to that approach,"},{"speaker":"RYAN MCMAHON","startTime":2801.31,"endTime":2803.71,"body":"and incentives and"},{"speaker":"RYAN MCMAHON","startTime":2801.31,"endTime":2803.71,"body":"structure that, then allow"},{"speaker":"RYAN MCMAHON","startTime":2803.71,"endTime":2806.53,"body":"that person to maximize"},{"speaker":"RYAN MCMAHON","startTime":2803.71,"endTime":2806.53,"body":"their own personal financial"},{"speaker":"RYAN MCMAHON","startTime":2806.53,"endTime":2810.94,"body":"condition, so now you're tying"},{"speaker":"RYAN MCMAHON","startTime":2806.53,"endTime":2810.94,"body":"driving to their finances."},{"speaker":"RYAN MCMAHON","startTime":2810.94,"endTime":2815.29,"body":"Now, you're tying driving"},{"speaker":"RYAN MCMAHON","startTime":2810.94,"endTime":2815.29,"body":"to some positive element,"},{"speaker":"RYAN MCMAHON","startTime":2815.29,"endTime":2817.24,"body":"not just not getting caught."},{"speaker":"RYAN MCMAHON","startTime":2817.24,"endTime":2820.66,"body":"So it has changed the"},{"speaker":"RYAN MCMAHON","startTime":2817.24,"endTime":2820.66,"body":"dynamic considerably."},{"speaker":"RYAN MCMAHON","startTime":2820.66,"endTime":2823.36,"body":"And what really"},{"speaker":"RYAN MCMAHON","startTime":2820.66,"endTime":2823.36,"body":"the tech has done"},{"speaker":"RYAN MCMAHON","startTime":2823.36,"endTime":2825.07,"body":"has given the"},{"speaker":"RYAN MCMAHON","startTime":2823.36,"endTime":2825.07,"body":"insurer the ability"},{"speaker":"RYAN MCMAHON","startTime":2825.07,"endTime":2828.32,"body":"to not only predict"},{"speaker":"RYAN MCMAHON","startTime":2825.07,"endTime":2828.32,"body":"price and crash risk,"},{"speaker":"RYAN MCMAHON","startTime":2828.32,"endTime":2831.108,"body":"but actually change it"},{"speaker":"RYAN MCMAHON","startTime":2828.32,"endTime":2831.108,"body":"and reduce crash risk."},{"speaker":"RYAN MCMAHON","startTime":2831.108,"endTime":2832.9,"body":"It actually fundamentally"},{"speaker":"RYAN MCMAHON","startTime":2831.108,"endTime":2832.9,"body":"make roads safer."},{"speaker":"RYAN MCMAHON","startTime":2832.9,"endTime":2835.49,"body":"So now where we're at is--"},{"speaker":"RYAN MCMAHON","startTime":2835.49,"endTime":2837.76,"body":"the foundation of the"},{"speaker":"RYAN MCMAHON","startTime":2835.49,"endTime":2837.76,"body":"company, by the way,"},{"speaker":"RYAN MCMAHON","startTime":2837.76,"endTime":2839.26,"body":"the mission of the"},{"speaker":"RYAN MCMAHON","startTime":2837.76,"endTime":2839.26,"body":"company, CMT, is"},{"speaker":"RYAN MCMAHON","startTime":2839.26,"endTime":2841.36,"body":"to make the world's"},{"speaker":"RYAN MCMAHON","startTime":2839.26,"endTime":2841.36,"body":"roads and drivers safer."},{"speaker":"RYAN MCMAHON","startTime":2841.36,"endTime":2843.1,"body":"And you can do that"},{"speaker":"RYAN MCMAHON","startTime":2841.36,"endTime":2843.1,"body":"if you give feedback."},{"speaker":"RYAN MCMAHON","startTime":2843.1,"endTime":2844.57,"body":"You can do that if"},{"speaker":"RYAN MCMAHON","startTime":2843.1,"endTime":2844.57,"body":"there's incentives."},{"speaker":"RYAN MCMAHON","startTime":2844.57,"endTime":2846.67,"body":"You can do that if you're"},{"speaker":"RYAN MCMAHON","startTime":2844.57,"endTime":2846.67,"body":"actually accurately measuring"},{"speaker":"RYAN MCMAHON","startTime":2846.67,"endTime":2847.24,"body":"risk."},{"speaker":"RYAN MCMAHON","startTime":2847.24,"endTime":2850.61,"body":"You can't do that in this"},{"speaker":"RYAN MCMAHON","startTime":2847.24,"endTime":2850.61,"body":"headless environment."},{"speaker":"RYAN MCMAHON","startTime":2850.61,"endTime":2853.87,"body":"So yeah, there may be tons"},{"speaker":"RYAN MCMAHON","startTime":2850.61,"endTime":2853.87,"body":"and tons and tons of factors"},{"speaker":"RYAN MCMAHON","startTime":2853.87,"endTime":2856.9,"body":"that the more data that's"},{"speaker":"RYAN MCMAHON","startTime":2853.87,"endTime":2856.9,"body":"out there, the more you"},{"speaker":"RYAN MCMAHON","startTime":2856.9,"endTime":2860.0,"body":"understand what leads to"},{"speaker":"RYAN MCMAHON","startTime":2856.9,"endTime":2860.0,"body":"a crash prior to a crash."},{"speaker":"RYAN MCMAHON","startTime":2860.0,"endTime":2862.69,"body":"What I can tell you"},{"speaker":"RYAN MCMAHON","startTime":2860.0,"endTime":2862.69,"body":"is we have found"},{"speaker":"RYAN MCMAHON","startTime":2862.69,"endTime":2866.14,"body":"is that, yes,"},{"speaker":"RYAN MCMAHON","startTime":2862.69,"endTime":2866.14,"body":"heartbreaking is if you"},{"speaker":"RYAN MCMAHON","startTime":2866.14,"endTime":2868.96,"body":"are a constant regular"},{"speaker":"RYAN MCMAHON","startTime":2866.14,"endTime":2868.96,"body":"hard braker, that"},{"speaker":"RYAN MCMAHON","startTime":2868.96,"endTime":2872.74,"body":"is indicative of future crash"},{"speaker":"RYAN MCMAHON","startTime":2868.96,"endTime":2872.74,"body":"risk because what you're doing"},{"speaker":"RYAN MCMAHON","startTime":2872.74,"endTime":2876.97,"body":"is you're not allowing yourself"},{"speaker":"RYAN MCMAHON","startTime":2872.74,"endTime":2876.97,"body":"enough time to adapt to things"},{"speaker":"RYAN MCMAHON","startTime":2876.97,"endTime":2878.3,"body":"that happen around you."},{"speaker":"RYAN MCMAHON","startTime":2878.3,"endTime":2879.61,"body":"And that is a huge issue."},{"speaker":"RYAN MCMAHON","startTime":2879.61,"endTime":2881.11,"body":"If you don't have"},{"speaker":"RYAN MCMAHON","startTime":2879.61,"endTime":2881.11,"body":"enough time-- it's"},{"speaker":"RYAN MCMAHON","startTime":2881.11,"endTime":2883.21,"body":"like if you're playing"},{"speaker":"RYAN MCMAHON","startTime":2881.11,"endTime":2883.21,"body":"baseball and you're not"},{"speaker":"RYAN MCMAHON","startTime":2883.21,"endTime":2885.61,"body":"looking at the pitch"},{"speaker":"RYAN MCMAHON","startTime":2883.21,"endTime":2885.61,"body":"and you're just"},{"speaker":"RYAN MCMAHON","startTime":2885.61,"endTime":2888.46,"body":"waiting for the sound of"},{"speaker":"RYAN MCMAHON","startTime":2885.61,"endTime":2888.46,"body":"the bat, it's already over."},{"speaker":"RYAN MCMAHON","startTime":2888.46,"endTime":2889.81,"body":"The ball has already passed you."},{"speaker":"RYAN MCMAHON","startTime":2889.81,"endTime":2895.57,"body":"And some people don't know that"},{"speaker":"RYAN MCMAHON","startTime":2889.81,"endTime":2895.57,"body":"they are not as good at that."},{"speaker":"RYAN MCMAHON","startTime":2895.57,"endTime":2896.51,"body":"They just don't know."},{"speaker":"RYAN MCMAHON","startTime":2896.51,"endTime":2898.57,"body":"And it's funny, because"},{"speaker":"RYAN MCMAHON","startTime":2896.51,"endTime":2898.57,"body":"if you ask drivers,"},{"speaker":"RYAN MCMAHON","startTime":2898.57,"endTime":2899.987,"body":"if you go out and"},{"speaker":"RYAN MCMAHON","startTime":2898.57,"endTime":2899.987,"body":"survey drivers--"},{"speaker":"RYAN MCMAHON","startTime":2899.987,"endTime":2901.945,"body":"and this happens over"},{"speaker":"RYAN MCMAHON","startTime":2899.987,"endTime":2901.945,"body":"and over and over again--"},{"speaker":"RYAN MCMAHON","startTime":2901.945,"endTime":2902.89,"body":"it's official stuff--"},{"speaker":"RYAN MCMAHON","startTime":2902.89,"endTime":2905.41,"body":"90% of drivers say they're"},{"speaker":"RYAN MCMAHON","startTime":2902.89,"endTime":2905.41,"body":"better than average."},{"speaker":"RYAN MCMAHON","startTime":2905.41,"endTime":2906.79,"body":"How do people get feedback?"},{"speaker":"RYAN MCMAHON","startTime":2906.79,"endTime":2907.9,"body":"They either get stopped."},{"speaker":"RYAN MCMAHON","startTime":2907.9,"endTime":2910.66,"body":"They have someone in their"},{"speaker":"RYAN MCMAHON","startTime":2907.9,"endTime":2910.66,"body":"car that gives them feedback."},{"speaker":"RYAN MCMAHON","startTime":2910.66,"endTime":2913.15,"body":"And by the way, nobody"},{"speaker":"RYAN MCMAHON","startTime":2910.66,"endTime":2913.15,"body":"takes that well--"},{"speaker":"RYAN MCMAHON","startTime":2913.15,"endTime":2913.93,"body":"backseat driver."},{"speaker":"RYAN MCMAHON","startTime":2913.93,"endTime":2915.307,"body":"No one's, oh, thank you so much."},{"speaker":"RYAN MCMAHON","startTime":2915.307,"endTime":2915.89,"body":"You know what?"},{"speaker":"RYAN MCMAHON","startTime":2915.89,"endTime":2917.05,"body":"You're so right."},{"speaker":"RYAN MCMAHON","startTime":2917.05,"endTime":2920.26,"body":"Or another driver decides"},{"speaker":"RYAN MCMAHON","startTime":2917.05,"endTime":2920.26,"body":"to give your hand signal"},{"speaker":"RYAN MCMAHON","startTime":2920.26,"endTime":2922.81,"body":"to inform you of your"},{"speaker":"RYAN MCMAHON","startTime":2920.26,"endTime":2922.81,"body":"quality of your driving."},{"speaker":"RYAN MCMAHON","startTime":2922.81,"endTime":2924.43,"body":"And that's it."},{"speaker":"RYAN MCMAHON","startTime":2924.43,"endTime":2926.71,"body":"If you don't get"},{"speaker":"RYAN MCMAHON","startTime":2924.43,"endTime":2926.71,"body":"feedback, you don't know."},{"speaker":"RYAN MCMAHON","startTime":2926.71,"endTime":2930.85,"body":"And the driving learning"},{"speaker":"RYAN MCMAHON","startTime":2926.71,"endTime":2930.85,"body":"process ends at 16,"},{"speaker":"RYAN MCMAHON","startTime":2930.85,"endTime":2932.83,"body":"and then you're"},{"speaker":"RYAN MCMAHON","startTime":2930.85,"endTime":2932.83,"body":"thrown to the wolves."},{"speaker":"RYAN MCMAHON","startTime":2932.83,"endTime":2935.5,"body":"So over a long"},{"speaker":"RYAN MCMAHON","startTime":2932.83,"endTime":2935.5,"body":"period of time, you"},{"speaker":"RYAN MCMAHON","startTime":2935.5,"endTime":2937.21,"body":"don't think that"},{"speaker":"RYAN MCMAHON","startTime":2935.5,"endTime":2937.21,"body":"even Max Verstappen"},{"speaker":"RYAN MCMAHON","startTime":2937.21,"endTime":2940.12,"body":"is studying every single"},{"speaker":"RYAN MCMAHON","startTime":2937.21,"endTime":2940.12,"body":"one of his movements."},{"speaker":"RYAN MCMAHON","startTime":2940.12,"endTime":2942.76,"body":"And when it comes to us,"},{"speaker":"RYAN MCMAHON","startTime":2940.12,"endTime":2942.76,"body":"it is the number one killer"},{"speaker":"RYAN MCMAHON","startTime":2942.76,"endTime":2946.69,"body":"of people from young"},{"speaker":"RYAN MCMAHON","startTime":2942.76,"endTime":2946.69,"body":"age to mid- to late-30s"},{"speaker":"RYAN MCMAHON","startTime":2946.69,"endTime":2948.34,"body":"before other diseases catch up."},{"speaker":"RYAN MCMAHON","startTime":2948.34,"endTime":2952.27,"body":"It is literally the number one"},{"speaker":"RYAN MCMAHON","startTime":2948.34,"endTime":2952.27,"body":"killer, just getting into a car."},{"speaker":"RYAN MCMAHON","startTime":2952.27,"endTime":2955.6,"body":"So it's just like this"},{"speaker":"RYAN MCMAHON","startTime":2952.27,"endTime":2955.6,"body":"totally divorced component"},{"speaker":"RYAN MCMAHON","startTime":2955.6,"endTime":2956.71,"body":"that is a problem."},{"speaker":"RYAN MCMAHON","startTime":2956.71,"endTime":2959.08,"body":"And the more that"},{"speaker":"RYAN MCMAHON","startTime":2956.71,"endTime":2959.08,"body":"we can do to connect"},{"speaker":"RYAN MCMAHON","startTime":2959.08,"endTime":2961.39,"body":"these financial"},{"speaker":"RYAN MCMAHON","startTime":2959.08,"endTime":2961.39,"body":"incentives and feedback,"},{"speaker":"RYAN MCMAHON","startTime":2961.39,"endTime":2962.69,"body":"then you can change it."},{"speaker":"RYAN MCMAHON","startTime":2962.69,"endTime":2965.66,"body":"So that's what"},{"speaker":"RYAN MCMAHON","startTime":2962.69,"endTime":2965.66,"body":"changed in the last,"},{"speaker":"RYAN MCMAHON","startTime":2965.66,"endTime":2967.03,"body":"I would say, four to five years."},{"speaker":"REID HOLZWORTH","startTime":2967.03,"endTime":2969.155,"body":"So you're"},{"speaker":"REID HOLZWORTH","startTime":2967.03,"endTime":2969.155,"body":"really-- so in the apps--"},{"speaker":"REID HOLZWORTH","startTime":2969.155,"endTime":2971.62,"body":"and I haven't used one of"},{"speaker":"REID HOLZWORTH","startTime":2969.155,"endTime":2971.62,"body":"these newer apps, probably"},{"speaker":"REID HOLZWORTH","startTime":2971.62,"endTime":2972.79,"body":"a good thing in my case."},{"speaker":"REID HOLZWORTH","startTime":2972.79,"endTime":2973.48,"body":"But--"},{"speaker":"RYAN MCMAHON","startTime":2973.48,"endTime":2974.65,"body":"You're paying"},{"speaker":"RYAN MCMAHON","startTime":2973.48,"endTime":2974.65,"body":"too much for insurance"},{"speaker":"RYAN MCMAHON","startTime":2974.65,"endTime":2975.31,"body":"if you're not."},{"speaker":"RYAN MCMAHON","startTime":2975.31,"endTime":2978.55,"body":"I can guarantee you."},{"speaker":"REID HOLZWORTH","startTime":2978.55,"endTime":2981.61,"body":"But in the"},{"speaker":"REID HOLZWORTH","startTime":2978.55,"endTime":2981.61,"body":"app, is it really saying, hey,"},{"speaker":"REID HOLZWORTH","startTime":2981.61,"endTime":2982.54,"body":"this is--"},{"speaker":"REID HOLZWORTH","startTime":2982.54,"endTime":2984.52,"body":"is there like a meter"},{"speaker":"REID HOLZWORTH","startTime":2982.54,"endTime":2984.52,"body":"there, if you will--"},{"speaker":"REID HOLZWORTH","startTime":2984.52,"endTime":2986.33,"body":"this is where you're at?"},{"speaker":"REID HOLZWORTH","startTime":2986.33,"endTime":2989.74,"body":"And if you were over here,"},{"speaker":"REID HOLZWORTH","startTime":2986.33,"endTime":2989.74,"body":"if you made these changes,"},{"speaker":"REID HOLZWORTH","startTime":2989.74,"endTime":2991.72,"body":"hey, let's watch a"},{"speaker":"REID HOLZWORTH","startTime":2989.74,"endTime":2991.72,"body":"little YouTube video"},{"speaker":"REID HOLZWORTH","startTime":2991.72,"endTime":2995.44,"body":"on how to not use your brakes"},{"speaker":"REID HOLZWORTH","startTime":2991.72,"endTime":2995.44,"body":"as much, kind of thing?"},{"speaker":"REID HOLZWORTH","startTime":2995.44,"endTime":2997.825,"body":"Is that what we're"},{"speaker":"REID HOLZWORTH","startTime":2995.44,"endTime":2997.825,"body":"talking about here?"},{"speaker":"RYAN MCMAHON","startTime":2997.825,"endTime":2999.4,"body":"Oh absolutely."},{"speaker":"RYAN MCMAHON","startTime":2999.4,"endTime":3000.72,"body":"And there's a wide variety."},{"speaker":"RYAN MCMAHON","startTime":3000.72,"endTime":3003.3,"body":"We have 120 programs"},{"speaker":"RYAN MCMAHON","startTime":3000.72,"endTime":3003.3,"body":"across the globe right now."},{"speaker":"RYAN MCMAHON","startTime":3003.3,"endTime":3004.68,"body":"They might be more than that."},{"speaker":"RYAN MCMAHON","startTime":3004.68,"endTime":3007.89,"body":"We bought two other"},{"speaker":"RYAN MCMAHON","startTime":3004.68,"endTime":3007.89,"body":"telematics companies"},{"speaker":"RYAN MCMAHON","startTime":3007.89,"endTime":3010.86,"body":"in the last three years."},{"speaker":"RYAN MCMAHON","startTime":3010.86,"endTime":3013.26,"body":"One was TrueMotion, another"},{"speaker":"RYAN MCMAHON","startTime":3010.86,"endTime":3013.26,"body":"Boston-based company,"},{"speaker":"RYAN MCMAHON","startTime":3013.26,"endTime":3016.89,"body":"and another is Moto,"},{"speaker":"RYAN MCMAHON","startTime":3013.26,"endTime":3016.89,"body":"which is based in Croatia."},{"speaker":"RYAN MCMAHON","startTime":3016.89,"endTime":3021.345,"body":"And in all of these"},{"speaker":"RYAN MCMAHON","startTime":3016.89,"endTime":3021.345,"body":"programs around the world,"},{"speaker":"RYAN MCMAHON","startTime":3021.345,"endTime":3023.22,"body":"there's lots of different"},{"speaker":"RYAN MCMAHON","startTime":3021.345,"endTime":3023.22,"body":"variety in the ways"},{"speaker":"RYAN MCMAHON","startTime":3023.22,"endTime":3024.01,"body":"that this goes through."},{"speaker":"RYAN MCMAHON","startTime":3024.01,"endTime":3026.26,"body":"But we were just at the"},{"speaker":"RYAN MCMAHON","startTime":3024.01,"endTime":3026.26,"body":"Transportation Research Board,"},{"speaker":"RYAN MCMAHON","startTime":3026.26,"endTime":3029.59,"body":"was the Super Bowl for"},{"speaker":"RYAN MCMAHON","startTime":3026.26,"endTime":3029.59,"body":"transportation geeks."},{"speaker":"RYAN MCMAHON","startTime":3029.59,"endTime":3034.87,"body":"And we had a paper that was"},{"speaker":"RYAN MCMAHON","startTime":3029.59,"endTime":3034.87,"body":"published in a presentation"},{"speaker":"RYAN MCMAHON","startTime":3034.87,"endTime":3037.06,"body":"there about driver feedback."},{"speaker":"RYAN MCMAHON","startTime":3037.06,"endTime":3039.7,"body":"And it is definitive-- the"},{"speaker":"RYAN MCMAHON","startTime":3037.06,"endTime":3039.7,"body":"more the driver comes in"},{"speaker":"RYAN MCMAHON","startTime":3039.7,"endTime":3042.11,"body":"and looks at their trips, the"},{"speaker":"RYAN MCMAHON","startTime":3039.7,"endTime":3042.11,"body":"more that they reduce crash"},{"speaker":"RYAN MCMAHON","startTime":3042.11,"endTime":3042.61,"body":"risk."},{"speaker":"RYAN MCMAHON","startTime":3042.61,"endTime":3046.06,"body":"And we have one of our customers"},{"speaker":"RYAN MCMAHON","startTime":3042.61,"endTime":3046.06,"body":"that's reduced frequency 25%."},{"speaker":"RYAN MCMAHON","startTime":3046.06,"endTime":3049.45,"body":"And they're experts at"},{"speaker":"RYAN MCMAHON","startTime":3046.06,"endTime":3049.45,"body":"it, global experts at it."},{"speaker":"RYAN MCMAHON","startTime":3049.45,"endTime":3051.017,"body":"So it's not-- there's not--"},{"speaker":"REID HOLZWORTH","startTime":3051.017,"endTime":3051.85,"body":"25%."},{"speaker":"REID HOLZWORTH","startTime":3051.85,"endTime":3052.35,"body":"That's--"},{"speaker":"RYAN MCMAHON","startTime":3052.35,"endTime":3054.19,"body":"25%,"},{"speaker":"RYAN MCMAHON","startTime":3052.35,"endTime":3054.19,"body":"for sure, for sure."},{"speaker":"RYAN MCMAHON","startTime":3054.19,"endTime":3055.9,"body":"This is Discovery"},{"speaker":"RYAN MCMAHON","startTime":3054.19,"endTime":3055.9,"body":"Insure, the company"},{"speaker":"RYAN MCMAHON","startTime":3055.9,"endTime":3059.62,"body":"that I mentioned that"},{"speaker":"RYAN MCMAHON","startTime":3055.9,"endTime":3059.62,"body":"RoadRewards was inspired by."},{"speaker":"RYAN MCMAHON","startTime":3059.62,"endTime":3062.868,"body":"Discovery Insure's whole ethos"},{"speaker":"RYAN MCMAHON","startTime":3059.62,"endTime":3062.868,"body":"is shared value-- what can we"},{"speaker":"RYAN MCMAHON","startTime":3062.868,"endTime":3064.66,"body":"do as an insurance"},{"speaker":"RYAN MCMAHON","startTime":3062.868,"endTime":3064.66,"body":"company to put ourselves"},{"speaker":"RYAN MCMAHON","startTime":3064.66,"endTime":3067.808,"body":"in the same position as our"},{"speaker":"RYAN MCMAHON","startTime":3064.66,"endTime":3067.808,"body":"customer to reduce crash risk,"},{"speaker":"RYAN MCMAHON","startTime":3067.808,"endTime":3069.85,"body":"or to reduce risk overall,"},{"speaker":"RYAN MCMAHON","startTime":3067.808,"endTime":3069.85,"body":"whatever that risk is?"},{"speaker":"RYAN MCMAHON","startTime":3069.85,"endTime":3071.92,"body":"They have lots of"},{"speaker":"RYAN MCMAHON","startTime":3069.85,"endTime":3071.92,"body":"different business units."},{"speaker":"RYAN MCMAHON","startTime":3071.92,"endTime":3077.83,"body":"And what's happened is there's"},{"speaker":"RYAN MCMAHON","startTime":3071.92,"endTime":3077.83,"body":"now behavioral scientists that"},{"speaker":"RYAN MCMAHON","startTime":3077.83,"endTime":3079.9,"body":"are working on this."},{"speaker":"RYAN MCMAHON","startTime":3079.9,"endTime":3081.55,"body":"It's not just actuaries."},{"speaker":"RYAN MCMAHON","startTime":3081.55,"endTime":3082.44,"body":"We have actuaries."},{"speaker":"RYAN MCMAHON","startTime":3082.44,"endTime":3083.44,"body":"We have data scientists."},{"speaker":"RYAN MCMAHON","startTime":3083.44,"endTime":3084.4,"body":"We have behavioral scientists."},{"speaker":"RYAN MCMAHON","startTime":3084.4,"endTime":3086.525,"body":"The insurance companies"},{"speaker":"RYAN MCMAHON","startTime":3084.4,"endTime":3086.525,"body":"have these things now, too."},{"speaker":"RYAN MCMAHON","startTime":3086.525,"endTime":3088.66,"body":"Insurance companies"},{"speaker":"RYAN MCMAHON","startTime":3086.525,"endTime":3088.66,"body":"are now connecting more"},{"speaker":"RYAN MCMAHON","startTime":3088.66,"endTime":3090.07,"body":"with the road safety community."},{"speaker":"RYAN MCMAHON","startTime":3090.07,"endTime":3091.487,"body":"Progressive sponsored"},{"speaker":"RYAN MCMAHON","startTime":3090.07,"endTime":3091.487,"body":"a study that"},{"speaker":"RYAN MCMAHON","startTime":3091.487,"endTime":3095.71,"body":"happened at the Children's"},{"speaker":"RYAN MCMAHON","startTime":3091.487,"endTime":3095.71,"body":"Hospital of Philadelphia."},{"speaker":"RYAN MCMAHON","startTime":3095.71,"endTime":3098.83,"body":"There's really cool stuff"},{"speaker":"RYAN MCMAHON","startTime":3095.71,"endTime":3098.83,"body":"about researching what type"},{"speaker":"RYAN MCMAHON","startTime":3098.83,"endTime":3101.5,"body":"of feedback, how often,"},{"speaker":"RYAN MCMAHON","startTime":3098.83,"endTime":3101.5,"body":"what type of information."},{"speaker":"RYAN MCMAHON","startTime":3101.5,"endTime":3103.96,"body":"We have a thing in market"},{"speaker":"RYAN MCMAHON","startTime":3101.5,"endTime":3103.96,"body":"called hard braking alerts that"},{"speaker":"RYAN MCMAHON","startTime":3103.96,"endTime":3107.62,"body":"gives feedback the drivers"},{"speaker":"RYAN MCMAHON","startTime":3103.96,"endTime":3107.62,"body":"audibly that tells drivers"},{"speaker":"RYAN MCMAHON","startTime":3107.62,"endTime":3110.11,"body":"that we detected a hard brake."},{"speaker":"RYAN MCMAHON","startTime":3110.11,"endTime":3114.613,"body":"And that helps people understand"},{"speaker":"RYAN MCMAHON","startTime":3110.11,"endTime":3114.613,"body":"not just the in-app feedback,"},{"speaker":"RYAN MCMAHON","startTime":3114.613,"endTime":3116.53,"body":"but real-time that there's"},{"speaker":"RYAN MCMAHON","startTime":3114.613,"endTime":3116.53,"body":"some information we"},{"speaker":"RYAN MCMAHON","startTime":3116.53,"endTime":3118.155,"body":"have other stuff"},{"speaker":"RYAN MCMAHON","startTime":3116.53,"endTime":3118.155,"body":"that's like that, too."},{"speaker":"RYAN MCMAHON","startTime":3118.155,"endTime":3121.21,"body":"So really, it's a"},{"speaker":"RYAN MCMAHON","startTime":3118.155,"endTime":3121.21,"body":"transition away from it."},{"speaker":"RYAN MCMAHON","startTime":3121.21,"endTime":3122.47,"body":"It didn't start like this."},{"speaker":"RYAN MCMAHON","startTime":3122.47,"endTime":3125.77,"body":"It started as a pricing"},{"speaker":"RYAN MCMAHON","startTime":3122.47,"endTime":3125.77,"body":"tool to do better"},{"speaker":"RYAN MCMAHON","startTime":3125.77,"endTime":3128.36,"body":"than all the proxy stuff"},{"speaker":"RYAN MCMAHON","startTime":3125.77,"endTime":3128.36,"body":"that exists out there."},{"speaker":"RYAN MCMAHON","startTime":3128.36,"endTime":3130.54,"body":"And what happened"},{"speaker":"RYAN MCMAHON","startTime":3128.36,"endTime":3130.54,"body":"was over time, people"},{"speaker":"RYAN MCMAHON","startTime":3130.54,"endTime":3132.64,"body":"realized that not only"},{"speaker":"RYAN MCMAHON","startTime":3130.54,"endTime":3132.64,"body":"can we predict crash risk,"},{"speaker":"RYAN MCMAHON","startTime":3132.64,"endTime":3134.11,"body":"but we can actually change it."},{"speaker":"RYAN MCMAHON","startTime":3134.11,"endTime":3136.75,"body":"And man, if you can change it--"},{"speaker":"RYAN MCMAHON","startTime":3136.75,"endTime":3139.09,"body":"this is a Wall Street"},{"speaker":"RYAN MCMAHON","startTime":3136.75,"endTime":3139.09,"body":"report a few years ago"},{"speaker":"RYAN MCMAHON","startTime":3139.09,"endTime":3141.73,"body":"from Mike Zarembski, who was"},{"speaker":"RYAN MCMAHON","startTime":3139.09,"endTime":3141.73,"body":"at Credit Suisse at the time."},{"speaker":"RYAN MCMAHON","startTime":3141.73,"endTime":3143.2,"body":"He's now at Bank of Montreal."},{"speaker":"RYAN MCMAHON","startTime":3143.2,"endTime":3145.96,"body":"He said that if Progressive"},{"speaker":"RYAN MCMAHON","startTime":3143.2,"endTime":3145.96,"body":"reduced frequency by 1%,"},{"speaker":"RYAN MCMAHON","startTime":3145.96,"endTime":3149.53,"body":"1% reduction in frequency, they"},{"speaker":"RYAN MCMAHON","startTime":3145.96,"endTime":3149.53,"body":"increase earnings per share"},{"speaker":"RYAN MCMAHON","startTime":3149.53,"endTime":3150.4,"body":"by 9%."},{"speaker":"RYAN MCMAHON","startTime":3150.4,"endTime":3152.95,"body":"And this is when price"},{"speaker":"RYAN MCMAHON","startTime":3150.4,"endTime":3152.95,"body":"was under 100 bucks."},{"speaker":"RYAN MCMAHON","startTime":3152.95,"endTime":3154.72,"body":"So from the"},{"speaker":"RYAN MCMAHON","startTime":3152.95,"endTime":3154.72,"body":"investment standpoint,"},{"speaker":"RYAN MCMAHON","startTime":3154.72,"endTime":3156.97,"body":"when you realize this,"},{"speaker":"RYAN MCMAHON","startTime":3154.72,"endTime":3156.97,"body":"the real challenge"},{"speaker":"RYAN MCMAHON","startTime":3156.97,"endTime":3159.58,"body":"is, how do you get more drivers"},{"speaker":"RYAN MCMAHON","startTime":3156.97,"endTime":3159.58,"body":"to engage in these programs?"},{"speaker":"RYAN MCMAHON","startTime":3159.58,"endTime":3161.58,"body":"How do you get more drivers"},{"speaker":"RYAN MCMAHON","startTime":3159.58,"endTime":3161.58,"body":"engage this program?"},{"speaker":"RYAN MCMAHON","startTime":3161.58,"endTime":3164.39,"body":"And that is still"},{"speaker":"RYAN MCMAHON","startTime":3161.58,"endTime":3164.39,"body":"not a solved issue."},{"speaker":"RYAN MCMAHON","startTime":3164.39,"endTime":3167.975,"body":"It's still not a solved"},{"speaker":"RYAN MCMAHON","startTime":3164.39,"endTime":3167.975,"body":"issue, especially an agents."},{"speaker":"REID HOLZWORTH","startTime":3167.975,"endTime":3169.35,"body":"Yeah, no kidding,"},{"speaker":"REID HOLZWORTH","startTime":3169.35,"endTime":3171.33,"body":"because you still have"},{"speaker":"REID HOLZWORTH","startTime":3169.35,"endTime":3171.33,"body":"to convince the insured"},{"speaker":"REID HOLZWORTH","startTime":3171.33,"endTime":3175.14,"body":"to get the app, and do the app,"},{"speaker":"REID HOLZWORTH","startTime":3171.33,"endTime":3175.14,"body":"and follow along with it, right?"},{"speaker":"RYAN MCMAHON","startTime":3175.14,"endTime":3180.21,"body":"Here's the"},{"speaker":"RYAN MCMAHON","startTime":3175.14,"endTime":3180.21,"body":"thing that is universal truth."},{"speaker":"RYAN MCMAHON","startTime":3180.21,"endTime":3183.75,"body":"For whatever reason, the bulk"},{"speaker":"RYAN MCMAHON","startTime":3180.21,"endTime":3183.75,"body":"of the independent agents"},{"speaker":"RYAN MCMAHON","startTime":3183.75,"endTime":3186.15,"body":"are not as, I"},{"speaker":"RYAN MCMAHON","startTime":3183.75,"endTime":3186.15,"body":"don't know, if it's"},{"speaker":"RYAN MCMAHON","startTime":3186.15,"endTime":3194.1,"body":"confident or crisp in explaining"},{"speaker":"RYAN MCMAHON","startTime":3186.15,"endTime":3194.1,"body":"how this works to a consumer"},{"speaker":"RYAN MCMAHON","startTime":3194.1,"endTime":3198.63,"body":"as that conversation goes"},{"speaker":"RYAN MCMAHON","startTime":3194.1,"endTime":3198.63,"body":"with a direct conversation"},{"speaker":"RYAN MCMAHON","startTime":3198.63,"endTime":3200.168,"body":"or captive agent."},{"speaker":"RYAN MCMAHON","startTime":3200.168,"endTime":3201.96,"body":"And I think, maybe,"},{"speaker":"RYAN MCMAHON","startTime":3200.168,"endTime":3201.96,"body":"because there's, maybe,"},{"speaker":"RYAN MCMAHON","startTime":3201.96,"endTime":3204.81,"body":"too many options, and"},{"speaker":"RYAN MCMAHON","startTime":3201.96,"endTime":3204.81,"body":"there's a lot of detail--"},{"speaker":"RYAN MCMAHON","startTime":3204.81,"endTime":3207.0,"body":"and as someone that"},{"speaker":"RYAN MCMAHON","startTime":3204.81,"endTime":3207.0,"body":"came from the IEA world"},{"speaker":"RYAN MCMAHON","startTime":3207.0,"endTime":3210.18,"body":"and spent a long time in it,"},{"speaker":"RYAN MCMAHON","startTime":3207.0,"endTime":3210.18,"body":"I have a tremendous amount"},{"speaker":"RYAN MCMAHON","startTime":3210.18,"endTime":3211.68,"body":"of respect with"},{"speaker":"RYAN MCMAHON","startTime":3210.18,"endTime":3211.68,"body":"tons of friends that"},{"speaker":"RYAN MCMAHON","startTime":3211.68,"endTime":3213.46,"body":"are still independent agents."},{"speaker":"RYAN MCMAHON","startTime":3213.46,"endTime":3218.49,"body":"And what I would say is"},{"speaker":"RYAN MCMAHON","startTime":3213.46,"endTime":3218.49,"body":"that it's just the data--"},{"speaker":"RYAN MCMAHON","startTime":3218.49,"endTime":3221.217,"body":"if you look at our people"},{"speaker":"RYAN MCMAHON","startTime":3218.49,"endTime":3221.217,"body":"favorable to this approach."},{"speaker":"RYAN MCMAHON","startTime":3221.217,"endTime":3223.05,"body":"Do you want control of"},{"speaker":"RYAN MCMAHON","startTime":3221.217,"endTime":3223.05,"body":"your insurance price?"},{"speaker":"RYAN MCMAHON","startTime":3223.05,"endTime":3226.11,"body":"Do you want more capability"},{"speaker":"RYAN MCMAHON","startTime":3223.05,"endTime":3226.11,"body":"to determine what you pay?"},{"speaker":"RYAN MCMAHON","startTime":3226.11,"endTime":3228.8,"body":"Do you want feedback on the"},{"speaker":"RYAN MCMAHON","startTime":3226.11,"endTime":3228.8,"body":"things that filter into this?"},{"speaker":"RYAN MCMAHON","startTime":3228.8,"endTime":3230.59,"body":"Are you open to this technology?"},{"speaker":"RYAN MCMAHON","startTime":3230.59,"endTime":3233.38,"body":"The numbers are"},{"speaker":"RYAN MCMAHON","startTime":3230.59,"endTime":3233.38,"body":"80-plus, surveyed by us."},{"speaker":"RYAN MCMAHON","startTime":3233.38,"endTime":3236.53,"body":"JD Power, a number of different"},{"speaker":"RYAN MCMAHON","startTime":3233.38,"endTime":3236.53,"body":"times, continue repeated."},{"speaker":"RYAN MCMAHON","startTime":3236.53,"endTime":3239.12,"body":"And that number keeps climbing,"},{"speaker":"RYAN MCMAHON","startTime":3236.53,"endTime":3239.12,"body":"by the way, keeps climbing."},{"speaker":"RYAN MCMAHON","startTime":3239.12,"endTime":3242.74,"body":"Then, people that are asked,"},{"speaker":"RYAN MCMAHON","startTime":3239.12,"endTime":3242.74,"body":"are you willing to opt in?"},{"speaker":"RYAN MCMAHON","startTime":3242.74,"endTime":3245.72,"body":"That number-- so are you"},{"speaker":"RYAN MCMAHON","startTime":3242.74,"endTime":3245.72,"body":"favorable, that's number one."},{"speaker":"RYAN MCMAHON","startTime":3245.72,"endTime":3248.11,"body":"The second thing is"},{"speaker":"RYAN MCMAHON","startTime":3245.72,"endTime":3248.11,"body":"actually when you're asked,"},{"speaker":"RYAN MCMAHON","startTime":3248.11,"endTime":3250.39,"body":"do you opt in, the"},{"speaker":"RYAN MCMAHON","startTime":3248.11,"endTime":3250.39,"body":"take rate, so to speak,"},{"speaker":"RYAN MCMAHON","startTime":3250.39,"endTime":3253.88,"body":"that number is like 70%, 75%."},{"speaker":"RYAN MCMAHON","startTime":3253.88,"endTime":3259.03,"body":"So the number one problem is"},{"speaker":"RYAN MCMAHON","startTime":3253.88,"endTime":3259.03,"body":"that consumer awareness is high"},{"speaker":"RYAN MCMAHON","startTime":3259.03,"endTime":3261.43,"body":"when people shop"},{"speaker":"RYAN MCMAHON","startTime":3259.03,"endTime":3261.43,"body":"directly with the company"},{"speaker":"RYAN MCMAHON","startTime":3261.43,"endTime":3262.66,"body":"or with captive agent."},{"speaker":"RYAN MCMAHON","startTime":3262.66,"endTime":3265.25,"body":"Consumer awareness is really"},{"speaker":"RYAN MCMAHON","startTime":3262.66,"endTime":3265.25,"body":"low in independent agent."},{"speaker":"RYAN MCMAHON","startTime":3265.25,"endTime":3267.975,"body":"So I don't think that"},{"speaker":"RYAN MCMAHON","startTime":3265.25,"endTime":3267.975,"body":"consumers are being asked."},{"speaker":"RYAN MCMAHON","startTime":3267.975,"endTime":3269.6,"body":"I don't think that"},{"speaker":"RYAN MCMAHON","startTime":3267.975,"endTime":3269.6,"body":"they're being asked."},{"speaker":"RYAN MCMAHON","startTime":3269.6,"endTime":3274.78,"body":"And I think that's the number"},{"speaker":"RYAN MCMAHON","startTime":3269.6,"endTime":3274.78,"body":"one issue that that conversation"},{"speaker":"RYAN MCMAHON","startTime":3274.78,"endTime":3283.09,"body":"is not happening in IEA is"},{"speaker":"RYAN MCMAHON","startTime":3274.78,"endTime":3283.09,"body":"because there is enough carrier"},{"speaker":"RYAN MCMAHON","startTime":3283.09,"endTime":3287.2,"body":"mix that they can get to"},{"speaker":"RYAN MCMAHON","startTime":3283.09,"endTime":3287.2,"body":"around the right price"},{"speaker":"RYAN MCMAHON","startTime":3287.2,"endTime":3290.59,"body":"without taking every single"},{"speaker":"RYAN MCMAHON","startTime":3287.2,"endTime":3290.59,"body":"step necessary to get someone"},{"speaker":"RYAN MCMAHON","startTime":3290.59,"endTime":3293.56,"body":"the absolute bottom"},{"speaker":"RYAN MCMAHON","startTime":3290.59,"endTime":3293.56,"body":"line best price."},{"speaker":"RYAN MCMAHON","startTime":3293.56,"endTime":3294.73,"body":"There's no knock on it."},{"speaker":"RYAN MCMAHON","startTime":3294.73,"endTime":3296.772,"body":"It's probably one of the"},{"speaker":"RYAN MCMAHON","startTime":3294.73,"endTime":3296.772,"body":"advantages of the system"},{"speaker":"RYAN MCMAHON","startTime":3296.772,"endTime":3299.02,"body":"that there is so much"},{"speaker":"RYAN MCMAHON","startTime":3296.772,"endTime":3299.02,"body":"variability or inefficiency"},{"speaker":"RYAN MCMAHON","startTime":3299.02,"endTime":3300.22,"body":"between companies."},{"speaker":"RYAN MCMAHON","startTime":3300.22,"endTime":3303.31,"body":"But what's happening,"},{"speaker":"RYAN MCMAHON","startTime":3300.22,"endTime":3303.31,"body":"though, is the carriers"},{"speaker":"RYAN MCMAHON","startTime":3303.31,"endTime":3306.49,"body":"that are invested in"},{"speaker":"RYAN MCMAHON","startTime":3303.31,"endTime":3306.49,"body":"their telematics programs,"},{"speaker":"RYAN MCMAHON","startTime":3306.49,"endTime":3310.27,"body":"they're growing incredibly"},{"speaker":"RYAN MCMAHON","startTime":3306.49,"endTime":3310.27,"body":"fast, and they know so much more"},{"speaker":"RYAN MCMAHON","startTime":3310.27,"endTime":3311.0,"body":"about risk."},{"speaker":"RYAN MCMAHON","startTime":3311.0,"endTime":3313.06,"body":"So go back to the first"},{"speaker":"RYAN MCMAHON","startTime":3311.0,"endTime":3313.06,"body":"part of the conversation."},{"speaker":"RYAN MCMAHON","startTime":3313.06,"endTime":3315.01,"body":"Imagine you're looking"},{"speaker":"RYAN MCMAHON","startTime":3313.06,"endTime":3315.01,"body":"at your company,"},{"speaker":"RYAN MCMAHON","startTime":3315.01,"endTime":3318.023,"body":"and you're just basing your"},{"speaker":"RYAN MCMAHON","startTime":3315.01,"endTime":3318.023,"body":"data off of proxy variables,"},{"speaker":"RYAN MCMAHON","startTime":3318.023,"endTime":3320.44,"body":"then you have another company"},{"speaker":"RYAN MCMAHON","startTime":3318.023,"endTime":3320.44,"body":"that's the first-party data."},{"speaker":"RYAN MCMAHON","startTime":3320.44,"endTime":3321.55,"body":"It's first-party data."},{"speaker":"RYAN MCMAHON","startTime":3321.55,"endTime":3324.16,"body":"So you know something the rest"},{"speaker":"RYAN MCMAHON","startTime":3321.55,"endTime":3324.16,"body":"of the market does not know."},{"speaker":"RYAN MCMAHON","startTime":3324.16,"endTime":3326.628,"body":"And now, you have a direct"},{"speaker":"RYAN MCMAHON","startTime":3324.16,"endTime":3326.628,"body":"relationship with that consumer"},{"speaker":"RYAN MCMAHON","startTime":3326.628,"endTime":3328.42,"body":"and can actually change"},{"speaker":"RYAN MCMAHON","startTime":3326.628,"endTime":3328.42,"body":"and shape that risk"},{"speaker":"RYAN MCMAHON","startTime":3328.42,"endTime":3329.71,"body":"and reduce crash risk."},{"speaker":"RYAN MCMAHON","startTime":3329.71,"endTime":3332.46,"body":"Your prices over time, in"},{"speaker":"RYAN MCMAHON","startTime":3329.71,"endTime":3332.46,"body":"that particular segment,"},{"speaker":"RYAN MCMAHON","startTime":3332.46,"endTime":3334.96,"body":"are going to continue to get"},{"speaker":"RYAN MCMAHON","startTime":3332.46,"endTime":3334.96,"body":"better, and better, and better."},{"speaker":"RYAN MCMAHON","startTime":3334.96,"endTime":3337.88,"body":"And the people that don't take"},{"speaker":"RYAN MCMAHON","startTime":3334.96,"endTime":3337.88,"body":"advantage of that feedback,"},{"speaker":"RYAN MCMAHON","startTime":3337.88,"endTime":3340.417,"body":"and they choose to drive"},{"speaker":"RYAN MCMAHON","startTime":3337.88,"endTime":3340.417,"body":"dangerously-- and that's"},{"speaker":"RYAN MCMAHON","startTime":3340.417,"endTime":3341.75,"body":"really what we're talking about."},{"speaker":"RYAN MCMAHON","startTime":3341.75,"endTime":3344.23,"body":"We're not talking about people"},{"speaker":"RYAN MCMAHON","startTime":3341.75,"endTime":3344.23,"body":"that don't toe the line."},{"speaker":"RYAN MCMAHON","startTime":3344.23,"endTime":3346.09,"body":"We're talking about people"},{"speaker":"RYAN MCMAHON","startTime":3344.23,"endTime":3346.09,"body":"that drive dangerously."},{"speaker":"RYAN MCMAHON","startTime":3346.09,"endTime":3347.84,"body":"And I can talk about"},{"speaker":"RYAN MCMAHON","startTime":3346.09,"endTime":3347.84,"body":"this because, like we"},{"speaker":"RYAN MCMAHON","startTime":3347.84,"endTime":3349.827,"body":"talked about before,"},{"speaker":"RYAN MCMAHON","startTime":3347.84,"endTime":3349.827,"body":"I have been there."},{"speaker":"RYAN MCMAHON","startTime":3349.827,"endTime":3350.66,"body":"I drove dangerously."},{"speaker":"RYAN MCMAHON","startTime":3350.66,"endTime":3351.37,"body":"I flipped a car."},{"speaker":"RYAN MCMAHON","startTime":3351.37,"endTime":3354.34,"body":"I was brought in an"},{"speaker":"RYAN MCMAHON","startTime":3351.37,"endTime":3354.34,"body":"ambulance to a hospital."},{"speaker":"RYAN MCMAHON","startTime":3354.34,"endTime":3356.8,"body":"And I saw people drive"},{"speaker":"RYAN MCMAHON","startTime":3354.34,"endTime":3356.8,"body":"dangerously as an EMT."},{"speaker":"RYAN MCMAHON","startTime":3356.8,"endTime":3359.95,"body":"So this is not about"},{"speaker":"RYAN MCMAHON","startTime":3356.8,"endTime":3359.95,"body":"people driving perfect."},{"speaker":"RYAN MCMAHON","startTime":3359.95,"endTime":3361.99,"body":"This is about people"},{"speaker":"RYAN MCMAHON","startTime":3359.95,"endTime":3361.99,"body":"that drive dangerously."},{"speaker":"RYAN MCMAHON","startTime":3361.99,"endTime":3363.79,"body":"And if people choose"},{"speaker":"RYAN MCMAHON","startTime":3361.99,"endTime":3363.79,"body":"to drive dangerously,"},{"speaker":"RYAN MCMAHON","startTime":3363.79,"endTime":3365.77,"body":"then they might pay"},{"speaker":"RYAN MCMAHON","startTime":3363.79,"endTime":3365.77,"body":"more for insurance."},{"speaker":"RYAN MCMAHON","startTime":3365.77,"endTime":3367.825,"body":"And they won't engage in"},{"speaker":"RYAN MCMAHON","startTime":3365.77,"endTime":3367.825,"body":"the telematics program."},{"speaker":"RYAN MCMAHON","startTime":3367.825,"endTime":3369.7,"body":"They'll go to a carrier"},{"speaker":"RYAN MCMAHON","startTime":3367.825,"endTime":3369.7,"body":"that doesn't have it."},{"speaker":"RYAN MCMAHON","startTime":3369.7,"endTime":3375.37,"body":"And over time, it's little by"},{"speaker":"RYAN MCMAHON","startTime":3369.7,"endTime":3375.37,"body":"little, taking one grain of sand"},{"speaker":"RYAN MCMAHON","startTime":3375.37,"endTime":3378.25,"body":"off the beach and just"},{"speaker":"RYAN MCMAHON","startTime":3375.37,"endTime":3378.25,"body":"putting it onto a scale."},{"speaker":"RYAN MCMAHON","startTime":3378.25,"endTime":3382.09,"body":"And over time, that's just going"},{"speaker":"RYAN MCMAHON","startTime":3378.25,"endTime":3382.09,"body":"to create a massive imbalance"},{"speaker":"RYAN MCMAHON","startTime":3382.09,"endTime":3384.88,"body":"for independent agents and"},{"speaker":"RYAN MCMAHON","startTime":3382.09,"endTime":3384.88,"body":"independent agent carriers."},{"speaker":"RYAN MCMAHON","startTime":3384.88,"endTime":3386.74,"body":"And I think it's a major issue."},{"speaker":"RYAN MCMAHON","startTime":3386.74,"endTime":3389.26,"body":"And it's not that consumers"},{"speaker":"RYAN MCMAHON","startTime":3386.74,"endTime":3389.26,"body":"aren't interested in it."},{"speaker":"RYAN MCMAHON","startTime":3389.26,"endTime":3391.99,"body":"It's that agents haven't"},{"speaker":"RYAN MCMAHON","startTime":3389.26,"endTime":3391.99,"body":"really embraced it"},{"speaker":"RYAN MCMAHON","startTime":3391.99,"endTime":3394.36,"body":"as much as other"},{"speaker":"RYAN MCMAHON","startTime":3391.99,"endTime":3394.36,"body":"distribution channels"},{"speaker":"RYAN MCMAHON","startTime":3394.36,"endTime":3396.61,"body":"because companies like"},{"speaker":"RYAN MCMAHON","startTime":3394.36,"endTime":3396.61,"body":"Nationwide have great programs."},{"speaker":"RYAN MCMAHON","startTime":3396.61,"endTime":3398.14,"body":"That program is fantastic--"},{"speaker":"RYAN MCMAHON","startTime":3398.14,"endTime":3401.04,"body":"15% upfront discount"},{"speaker":"RYAN MCMAHON","startTime":3398.14,"endTime":3401.04,"body":"as a consumer."},{"speaker":"RYAN MCMAHON","startTime":3401.04,"endTime":3403.097,"body":"That program is reducing"},{"speaker":"RYAN MCMAHON","startTime":3401.04,"endTime":3403.097,"body":"distracted driving."},{"speaker":"RYAN MCMAHON","startTime":3403.097,"endTime":3404.68,"body":"And Nationwide is"},{"speaker":"RYAN MCMAHON","startTime":3403.097,"endTime":3404.68,"body":"doing a ton of work."},{"speaker":"RYAN MCMAHON","startTime":3404.68,"endTime":3406.33,"body":"So it's not like these"},{"speaker":"RYAN MCMAHON","startTime":3404.68,"endTime":3406.33,"body":"programs don't exist,"},{"speaker":"RYAN MCMAHON","startTime":3406.33,"endTime":3407.5,"body":"or they're not well architected."},{"speaker":"RYAN MCMAHON","startTime":3407.5,"endTime":3408.16,"body":"They are."},{"speaker":"RYAN MCMAHON","startTime":3408.16,"endTime":3410.8,"body":"But generally"},{"speaker":"RYAN MCMAHON","startTime":3408.16,"endTime":3410.8,"body":"speaking, across all"},{"speaker":"RYAN MCMAHON","startTime":3410.8,"endTime":3413.47,"body":"of the-- if you just"},{"speaker":"RYAN MCMAHON","startTime":3410.8,"endTime":3413.47,"body":"weigh the three channels,"},{"speaker":"RYAN MCMAHON","startTime":3413.47,"endTime":3415.33,"body":"the independent"},{"speaker":"RYAN MCMAHON","startTime":3413.47,"endTime":3415.33,"body":"agency distribution"},{"speaker":"RYAN MCMAHON","startTime":3415.33,"endTime":3419.51,"body":"just is not as engaged"},{"speaker":"RYAN MCMAHON","startTime":3415.33,"endTime":3419.51,"body":"in telematics as others."},{"speaker":"RYAN MCMAHON","startTime":3419.51,"endTime":3421.21,"body":"And I think"},{"speaker":"RYAN MCMAHON","startTime":3419.51,"endTime":3421.21,"body":"partially, Reid, it's"},{"speaker":"RYAN MCMAHON","startTime":3421.21,"endTime":3423.28,"body":"because of the first"},{"speaker":"RYAN MCMAHON","startTime":3421.21,"endTime":3423.28,"body":"part of the conversation."},{"speaker":"RYAN MCMAHON","startTime":3423.28,"endTime":3427.18,"body":"The first tech that"},{"speaker":"RYAN MCMAHON","startTime":3423.28,"endTime":3427.18,"body":"came out was not good."},{"speaker":"RYAN MCMAHON","startTime":3427.18,"endTime":3430.46,"body":"The first utility"},{"speaker":"RYAN MCMAHON","startTime":3427.18,"endTime":3430.46,"body":"of the approach,"},{"speaker":"RYAN MCMAHON","startTime":3430.46,"endTime":3433.67,"body":"I don't think-- my personal"},{"speaker":"RYAN MCMAHON","startTime":3430.46,"endTime":3433.67,"body":"opinion is, I hated it."},{"speaker":"RYAN MCMAHON","startTime":3433.67,"endTime":3434.947,"body":"I personally did not like it."},{"speaker":"RYAN MCMAHON","startTime":3434.947,"endTime":3436.78,"body":"And I can't imagine if"},{"speaker":"RYAN MCMAHON","startTime":3434.947,"endTime":3436.78,"body":"I was an agent trying"},{"speaker":"RYAN MCMAHON","startTime":3436.78,"endTime":3439.12,"body":"to continue to try to"},{"speaker":"RYAN MCMAHON","startTime":3436.78,"endTime":3439.12,"body":"find someone's OBD port"},{"speaker":"RYAN MCMAHON","startTime":3439.12,"endTime":3441.76,"body":"and trying to put my"},{"speaker":"RYAN MCMAHON","startTime":3439.12,"endTime":3441.76,"body":"head under in a car"},{"speaker":"RYAN MCMAHON","startTime":3441.76,"endTime":3444.148,"body":"and tripping over McDonald's"},{"speaker":"RYAN MCMAHON","startTime":3441.76,"endTime":3444.148,"body":"French fries while doing it,"},{"speaker":"RYAN MCMAHON","startTime":3444.148,"endTime":3445.19,"body":"I'd just be done with it."},{"speaker":"RYAN MCMAHON","startTime":3445.19,"endTime":3448.06,"body":"And I think that today's"},{"speaker":"RYAN MCMAHON","startTime":3445.19,"endTime":3448.06,"body":"telematics is so, so,"},{"speaker":"RYAN MCMAHON","startTime":3448.06,"endTime":3451.678,"body":"so different than what"},{"speaker":"RYAN MCMAHON","startTime":3448.06,"endTime":3451.678,"body":"was out a decade ago."},{"speaker":"REID HOLZWORTH","startTime":3451.678,"endTime":3453.97,"body":"But let's"},{"speaker":"REID HOLZWORTH","startTime":3451.678,"endTime":3453.97,"body":"get down to brass tacks here."},{"speaker":"REID HOLZWORTH","startTime":3453.97,"endTime":3456.76,"body":"How much could I save, really?"},{"speaker":"RYAN MCMAHON","startTime":3456.76,"endTime":3458.44,"body":"Some"},{"speaker":"RYAN MCMAHON","startTime":3456.76,"endTime":3458.44,"body":"carriers are 40%."},{"speaker":"RYAN MCMAHON","startTime":3458.44,"endTime":3459.232,"body":"I mean, it depends."},{"speaker":"REID HOLZWORTH","startTime":3459.232,"endTime":3460.3,"body":"40%?"},{"speaker":"RYAN MCMAHON","startTime":3460.3,"endTime":3460.9,"body":"Four zero."},{"speaker":"REID HOLZWORTH","startTime":3460.9,"endTime":3461.38,"body":"[INAUDIBLE] know that."},{"speaker":"REID HOLZWORTH","startTime":3461.38,"endTime":3463.15,"body":"The Snapshot stuff"},{"speaker":"REID HOLZWORTH","startTime":3461.38,"endTime":3463.15,"body":"back in the day was--"},{"speaker":"REID HOLZWORTH","startTime":3463.15,"endTime":3464.95,"body":"I think it was, maybe, 15%, max."},{"speaker":"RYAN MCMAHON","startTime":3464.95,"endTime":3466.728,"body":"The start is 15%."},{"speaker":"RYAN MCMAHON","startTime":3466.728,"endTime":3469.27,"body":"So the upfront discount-- your"},{"speaker":"RYAN MCMAHON","startTime":3466.728,"endTime":3469.27,"body":"upfront, the minute you switch"},{"speaker":"RYAN MCMAHON","startTime":3469.27,"endTime":3469.93,"body":"is 15%."},{"speaker":"RYAN MCMAHON","startTime":3469.93,"endTime":3472.06,"body":"And then, you see the meter."},{"speaker":"RYAN MCMAHON","startTime":3472.06,"endTime":3474.25,"body":"And it shows you"},{"speaker":"RYAN MCMAHON","startTime":3472.06,"endTime":3474.25,"body":"how you're driving,"},{"speaker":"RYAN MCMAHON","startTime":3474.25,"endTime":3478.01,"body":"and it shows you your"},{"speaker":"RYAN MCMAHON","startTime":3474.25,"endTime":3478.01,"body":"areas to improve."},{"speaker":"RYAN MCMAHON","startTime":3478.01,"endTime":3480.01,"body":"I'm not speaking about"},{"speaker":"RYAN MCMAHON","startTime":3478.01,"endTime":3480.01,"body":"Progressive specifically."},{"speaker":"RYAN MCMAHON","startTime":3480.01,"endTime":3481.36,"body":"I'm speaking overall."},{"speaker":"RYAN MCMAHON","startTime":3481.36,"endTime":3483.46,"body":"Nationwide program is 15%."},{"speaker":"RYAN MCMAHON","startTime":3483.46,"endTime":3485.45,"body":"State Farm's program is 10%."},{"speaker":"RYAN MCMAHON","startTime":3485.45,"endTime":3487.88,"body":"I think Travelers"},{"speaker":"RYAN MCMAHON","startTime":3485.45,"endTime":3487.88,"body":"program is 10% or 15%."},{"speaker":"RYAN MCMAHON","startTime":3487.88,"endTime":3488.72,"body":"I can't remember."},{"speaker":"RYAN MCMAHON","startTime":3488.72,"endTime":3492.92,"body":"But it's to the point"},{"speaker":"RYAN MCMAHON","startTime":3488.72,"endTime":3492.92,"body":"now, 23 of the top 25--"},{"speaker":"RYAN MCMAHON","startTime":3492.92,"endTime":3496.177,"body":"24 of the top 25 carriers"},{"speaker":"RYAN MCMAHON","startTime":3492.92,"endTime":3496.177,"body":"have programs like this."},{"speaker":"RYAN MCMAHON","startTime":3496.177,"endTime":3498.26,"body":"And the majority of those"},{"speaker":"RYAN MCMAHON","startTime":3496.177,"endTime":3498.26,"body":"programs are continuous."},{"speaker":"RYAN MCMAHON","startTime":3498.26,"endTime":3503.87,"body":"And what's happened"},{"speaker":"RYAN MCMAHON","startTime":3498.26,"endTime":3503.87,"body":"is gradually,"},{"speaker":"RYAN MCMAHON","startTime":3503.87,"endTime":3507.74,"body":"the variables that are produced"},{"speaker":"RYAN MCMAHON","startTime":3503.87,"endTime":3507.74,"body":"from an individual driving"},{"speaker":"RYAN MCMAHON","startTime":3507.74,"endTime":3511.04,"body":"behavior are so clearly more"},{"speaker":"RYAN MCMAHON","startTime":3507.74,"endTime":3511.04,"body":"predictive of crash risk"},{"speaker":"RYAN MCMAHON","startTime":3511.04,"endTime":3512.27,"body":"than they just replace."},{"speaker":"RYAN MCMAHON","startTime":3512.27,"endTime":3513.53,"body":"They just like slowly replace."},{"speaker":"RYAN MCMAHON","startTime":3513.53,"endTime":3516.17,"body":"So what's happening"},{"speaker":"RYAN MCMAHON","startTime":3513.53,"endTime":3516.17,"body":"is if you take $1 bill"},{"speaker":"RYAN MCMAHON","startTime":3516.17,"endTime":3519.89,"body":"and you just like fold that up"},{"speaker":"RYAN MCMAHON","startTime":3516.17,"endTime":3519.89,"body":"to the point of what part is"},{"speaker":"RYAN MCMAHON","startTime":3519.89,"endTime":3523.55,"body":"coming from proxy and what"},{"speaker":"RYAN MCMAHON","startTime":3519.89,"endTime":3523.55,"body":"comes from direct risk, the more"},{"speaker":"RYAN MCMAHON","startTime":3523.55,"endTime":3526.82,"body":"that you can continue"},{"speaker":"RYAN MCMAHON","startTime":3523.55,"endTime":3526.82,"body":"to make that dollar bill"},{"speaker":"RYAN MCMAHON","startTime":3526.82,"endTime":3528.53,"body":"representative of"},{"speaker":"RYAN MCMAHON","startTime":3526.82,"endTime":3528.53,"body":"direct risk, it's"},{"speaker":"RYAN MCMAHON","startTime":3528.53,"endTime":3530.0,"body":"going to mean that"},{"speaker":"RYAN MCMAHON","startTime":3528.53,"endTime":3530.0,"body":"carrier is going"},{"speaker":"RYAN MCMAHON","startTime":3530.0,"endTime":3532.208,"body":"to be more profitable because"},{"speaker":"RYAN MCMAHON","startTime":3530.0,"endTime":3532.208,"body":"the carrier is actually"},{"speaker":"RYAN MCMAHON","startTime":3532.208,"endTime":3534.71,"body":"pricing relative to the"},{"speaker":"RYAN MCMAHON","startTime":3532.208,"endTime":3534.71,"body":"environment around them"},{"speaker":"RYAN MCMAHON","startTime":3534.71,"endTime":3535.97,"body":"and where they are."},{"speaker":"RYAN MCMAHON","startTime":3535.97,"endTime":3538.88,"body":"And every company that has"},{"speaker":"RYAN MCMAHON","startTime":3535.97,"endTime":3538.88,"body":"had telematics programs"},{"speaker":"RYAN MCMAHON","startTime":3538.88,"endTime":3541.34,"body":"has had the ability for that"},{"speaker":"RYAN MCMAHON","startTime":3538.88,"endTime":3541.34,"body":"particular book of business"},{"speaker":"RYAN MCMAHON","startTime":3541.34,"endTime":3543.71,"body":"to match rates of risk"},{"speaker":"RYAN MCMAHON","startTime":3541.34,"endTime":3543.71,"body":"if they're continually"},{"speaker":"RYAN MCMAHON","startTime":3543.71,"endTime":3546.9,"body":"updating this technology and"},{"speaker":"RYAN MCMAHON","startTime":3543.71,"endTime":3546.9,"body":"continually updating the scoring"},{"speaker":"RYAN MCMAHON","startTime":3546.9,"endTime":3547.4,"body":"data."},{"speaker":"RYAN MCMAHON","startTime":3547.4,"endTime":3549.71,"body":"If you only take it in at"},{"speaker":"RYAN MCMAHON","startTime":3547.4,"endTime":3549.71,"body":"a small period of time,"},{"speaker":"RYAN MCMAHON","startTime":3549.71,"endTime":3551.96,"body":"at a Snapshot period, then"},{"speaker":"RYAN MCMAHON","startTime":3549.71,"endTime":3551.96,"body":"it's not going to update."},{"speaker":"RYAN MCMAHON","startTime":3551.96,"endTime":3553.08,"body":"You're not going to"},{"speaker":"RYAN MCMAHON","startTime":3551.96,"endTime":3553.08,"body":"have that advantage."},{"speaker":"RYAN MCMAHON","startTime":3553.08,"endTime":3555.77,"body":"But oh, by the way, Snapshot"},{"speaker":"RYAN MCMAHON","startTime":3553.08,"endTime":3555.77,"body":"doesn't work like that anymore."},{"speaker":"RYAN MCMAHON","startTime":3555.77,"endTime":3558.29,"body":"Snapshot's now continuous."},{"speaker":"RYAN MCMAHON","startTime":3558.29,"endTime":3560.03,"body":"So that's really"},{"speaker":"RYAN MCMAHON","startTime":3558.29,"endTime":3560.03,"body":"what's changed is."},{"speaker":"RYAN MCMAHON","startTime":3560.03,"endTime":3563.33,"body":"It used to just be like this"},{"speaker":"RYAN MCMAHON","startTime":3560.03,"endTime":3563.33,"body":"tiny little corner of the dollar"},{"speaker":"RYAN MCMAHON","startTime":3563.33,"endTime":3564.08,"body":"bill."},{"speaker":"RYAN MCMAHON","startTime":3564.08,"endTime":3568.52,"body":"And it's not half, but it's"},{"speaker":"RYAN MCMAHON","startTime":3564.08,"endTime":3568.52,"body":"working its way there because it"},{"speaker":"RYAN MCMAHON","startTime":3568.52,"endTime":3571.91,"body":"has more representation of the"},{"speaker":"RYAN MCMAHON","startTime":3568.52,"endTime":3571.91,"body":"actual risk that's observed,"},{"speaker":"RYAN MCMAHON","startTime":3571.91,"endTime":3574.29,"body":"and it's over the"},{"speaker":"RYAN MCMAHON","startTime":3571.91,"endTime":3574.29,"body":"life of the policy."},{"speaker":"RYAN MCMAHON","startTime":3574.29,"endTime":3575.867,"body":"So that's really what's changed."},{"speaker":"REID HOLZWORTH","startTime":3575.867,"endTime":3576.95,"body":"Yeah, wow."},{"speaker":"REID HOLZWORTH","startTime":3576.95,"endTime":3578.21,"body":"That's fascinating, man."},{"speaker":"REID HOLZWORTH","startTime":3578.21,"endTime":3579.75,"body":"That's super cool."},{"speaker":"REID HOLZWORTH","startTime":3579.75,"endTime":3583.17,"body":"I had no idea about all of that."},{"speaker":"REID HOLZWORTH","startTime":3583.17,"endTime":3586.14,"body":"I knew, but not like that."},{"speaker":"REID HOLZWORTH","startTime":3586.14,"endTime":3587.36,"body":"It's pretty cool."},{"speaker":"REID HOLZWORTH","startTime":3587.36,"endTime":3588.83,"body":"So what's the future of it?"},{"speaker":"REID HOLZWORTH","startTime":3588.83,"endTime":3591.608,"body":"What's next?"},{"speaker":"RYAN MCMAHON","startTime":3591.608,"endTime":3593.15,"body":"The"},{"speaker":"RYAN MCMAHON","startTime":3591.608,"endTime":3593.15,"body":"biggest next step--"},{"speaker":"RYAN MCMAHON","startTime":3593.15,"endTime":3594.78,"body":"and part of it's"},{"speaker":"RYAN MCMAHON","startTime":3593.15,"endTime":3594.78,"body":"already happened."},{"speaker":"RYAN MCMAHON","startTime":3594.78,"endTime":3598.998,"body":"So more and more of consumers"},{"speaker":"RYAN MCMAHON","startTime":3594.78,"endTime":3598.998,"body":"are connected to crash detection"},{"speaker":"RYAN MCMAHON","startTime":3598.998,"endTime":3600.29,"body":"in real time, which is awesome."},{"speaker":"RYAN MCMAHON","startTime":3600.29,"endTime":3602.373,"body":"Progressive talked about"},{"speaker":"RYAN MCMAHON","startTime":3600.29,"endTime":3602.373,"body":"this on the earnings call"},{"speaker":"RYAN MCMAHON","startTime":3602.373,"endTime":3603.98,"body":"last year, just"},{"speaker":"RYAN MCMAHON","startTime":3602.373,"endTime":3603.98,"body":"about a year ago."},{"speaker":"RYAN MCMAHON","startTime":3603.98,"endTime":3605.81,"body":"I'm sorry, just about"},{"speaker":"RYAN MCMAHON","startTime":3603.98,"endTime":3605.81,"body":"over a year ago."},{"speaker":"RYAN MCMAHON","startTime":3605.81,"endTime":3608.3,"body":"What they have done"},{"speaker":"RYAN MCMAHON","startTime":3605.81,"endTime":3608.3,"body":"is they've made"},{"speaker":"RYAN MCMAHON","startTime":3608.3,"endTime":3610.383,"body":"crash detection available"},{"speaker":"RYAN MCMAHON","startTime":3608.3,"endTime":3610.383,"body":"to anybody in their app."},{"speaker":"RYAN MCMAHON","startTime":3610.383,"endTime":3612.258,"body":"You don't even have to"},{"speaker":"RYAN MCMAHON","startTime":3610.383,"endTime":3612.258,"body":"be a part of Snapshot."},{"speaker":"RYAN MCMAHON","startTime":3612.258,"endTime":3614.72,"body":"So if you have the Progressive"},{"speaker":"RYAN MCMAHON","startTime":3612.258,"endTime":3614.72,"body":"app, you can hop into this."},{"speaker":"RYAN MCMAHON","startTime":3614.72,"endTime":3618.92,"body":"And that benefit is significant"},{"speaker":"RYAN MCMAHON","startTime":3614.72,"endTime":3618.92,"body":"because people pay money"},{"speaker":"RYAN MCMAHON","startTime":3618.92,"endTime":3620.69,"body":"for crash detection services--"},{"speaker":"RYAN MCMAHON","startTime":3620.69,"endTime":3621.77,"body":"OnStar, for example."},{"speaker":"RYAN MCMAHON","startTime":3621.77,"endTime":3623.39,"body":"It's 30 bucks a month."},{"speaker":"RYAN MCMAHON","startTime":3623.39,"endTime":3625.83,"body":"If you get into a crash and"},{"speaker":"RYAN MCMAHON","startTime":3623.39,"endTime":3625.83,"body":"you need emergency support,"},{"speaker":"RYAN MCMAHON","startTime":3625.83,"endTime":3629.93,"body":"emergency help, if"},{"speaker":"RYAN MCMAHON","startTime":3625.83,"endTime":3629.93,"body":"it's a observed crash,"},{"speaker":"RYAN MCMAHON","startTime":3629.93,"endTime":3630.83,"body":"you can just call--"},{"speaker":"RYAN MCMAHON","startTime":3630.83,"endTime":3632.45,"body":"someone else can"},{"speaker":"RYAN MCMAHON","startTime":3630.83,"endTime":3632.45,"body":"call 911 for you,"},{"speaker":"RYAN MCMAHON","startTime":3632.45,"endTime":3634.46,"body":"or if you can reach"},{"speaker":"RYAN MCMAHON","startTime":3632.45,"endTime":3634.46,"body":"your phone and call 911,"},{"speaker":"RYAN MCMAHON","startTime":3634.46,"endTime":3636.26,"body":"but a lot of crashes"},{"speaker":"RYAN MCMAHON","startTime":3634.46,"endTime":3636.26,"body":"aren't observed."},{"speaker":"RYAN MCMAHON","startTime":3636.26,"endTime":3638.06,"body":"And these crashes"},{"speaker":"RYAN MCMAHON","startTime":3636.26,"endTime":3638.06,"body":"happen at night."},{"speaker":"RYAN MCMAHON","startTime":3638.06,"endTime":3639.23,"body":"They happen in rural areas."},{"speaker":"RYAN MCMAHON","startTime":3639.23,"endTime":3640.88,"body":"They happen during a snowstorm."},{"speaker":"RYAN MCMAHON","startTime":3640.88,"endTime":3642.42,"body":"Somebody goes off the road."},{"speaker":"RYAN MCMAHON","startTime":3642.42,"endTime":3644.42,"body":"Now, what's happening is"},{"speaker":"RYAN MCMAHON","startTime":3642.42,"endTime":3644.42,"body":"the insurance companies"},{"speaker":"RYAN MCMAHON","startTime":3644.42,"endTime":3646.82,"body":"actually acting as a guardian"},{"speaker":"RYAN MCMAHON","startTime":3644.42,"endTime":3646.82,"body":"angel, which is super cool."},{"speaker":"RYAN MCMAHON","startTime":3646.82,"endTime":3647.94,"body":"That's a major evolution."},{"speaker":"RYAN MCMAHON","startTime":3647.94,"endTime":3649.357,"body":"So the insurance"},{"speaker":"RYAN MCMAHON","startTime":3647.94,"endTime":3649.357,"body":"company is moving"},{"speaker":"RYAN MCMAHON","startTime":3649.357,"endTime":3651.17,"body":"from this era of"},{"speaker":"RYAN MCMAHON","startTime":3649.357,"endTime":3651.17,"body":"time of reactive"},{"speaker":"RYAN MCMAHON","startTime":3651.17,"endTime":3654.44,"body":"to everything, reactive,"},{"speaker":"RYAN MCMAHON","startTime":3651.17,"endTime":3654.44,"body":"reactive, reactive to proactive."},{"speaker":"RYAN MCMAHON","startTime":3654.44,"endTime":3656.99,"body":"And the more that"},{"speaker":"RYAN MCMAHON","startTime":3654.44,"endTime":3656.99,"body":"shift happens, the more"},{"speaker":"RYAN MCMAHON","startTime":3656.99,"endTime":3659.0,"body":"that the services that"},{"speaker":"RYAN MCMAHON","startTime":3656.99,"endTime":3659.0,"body":"are provided to consumers"},{"speaker":"RYAN MCMAHON","startTime":3659.0,"endTime":3659.985,"body":"are better."},{"speaker":"RYAN MCMAHON","startTime":3659.985,"endTime":3661.61,"body":"They're just providing"},{"speaker":"RYAN MCMAHON","startTime":3659.985,"endTime":3661.61,"body":"better services,"},{"speaker":"RYAN MCMAHON","startTime":3661.61,"endTime":3665.69,"body":"and they're actually serving"},{"speaker":"RYAN MCMAHON","startTime":3661.61,"endTime":3665.69,"body":"a different purpose in life."},{"speaker":"RYAN MCMAHON","startTime":3665.69,"endTime":3666.59,"body":"And agents are, too."},{"speaker":"RYAN MCMAHON","startTime":3666.59,"endTime":3669.29,"body":"So agents that are helping"},{"speaker":"RYAN MCMAHON","startTime":3666.59,"endTime":3669.29,"body":"people get to this point"},{"speaker":"RYAN MCMAHON","startTime":3669.29,"endTime":3674.09,"body":"are now giving their customers"},{"speaker":"RYAN MCMAHON","startTime":3669.29,"endTime":3674.09,"body":"this guardian angel service."},{"speaker":"RYAN MCMAHON","startTime":3674.09,"endTime":3675.29,"body":"It's amazing."},{"speaker":"RYAN MCMAHON","startTime":3675.29,"endTime":3677.96,"body":"What now also occurs,"},{"speaker":"RYAN MCMAHON","startTime":3675.29,"endTime":3677.96,"body":"as a former claims guy,"},{"speaker":"RYAN MCMAHON","startTime":3677.96,"endTime":3680.63,"body":"is now that crash"},{"speaker":"RYAN MCMAHON","startTime":3677.96,"endTime":3680.63,"body":"data is available"},{"speaker":"RYAN MCMAHON","startTime":3680.63,"endTime":3682.5,"body":"through digital technology."},{"speaker":"RYAN MCMAHON","startTime":3682.5,"endTime":3684.41,"body":"So when I get somebody"},{"speaker":"RYAN MCMAHON","startTime":3682.5,"endTime":3684.41,"body":"that calls in,"},{"speaker":"RYAN MCMAHON","startTime":3684.41,"endTime":3688.28,"body":"I now have all the information"},{"speaker":"RYAN MCMAHON","startTime":3684.41,"endTime":3688.28,"body":"that I need to start that claim."},{"speaker":"RYAN MCMAHON","startTime":3688.28,"endTime":3690.74,"body":"And sometimes that's all you"},{"speaker":"RYAN MCMAHON","startTime":3688.28,"endTime":3690.74,"body":"need to just get it started."},{"speaker":"RYAN MCMAHON","startTime":3690.74,"endTime":3693.59,"body":"So you need to get where it"},{"speaker":"RYAN MCMAHON","startTime":3690.74,"endTime":3693.59,"body":"happened, when it happened,"},{"speaker":"RYAN MCMAHON","startTime":3693.59,"endTime":3696.59,"body":"confirm coverage,"},{"speaker":"RYAN MCMAHON","startTime":3693.59,"endTime":3696.59,"body":"help that facility up."},{"speaker":"RYAN MCMAHON","startTime":3696.59,"endTime":3697.49,"body":"Is it a total loss?"},{"speaker":"RYAN MCMAHON","startTime":3697.49,"endTime":3701.09,"body":"Let's get it immediately"},{"speaker":"RYAN MCMAHON","startTime":3697.49,"endTime":3701.09,"body":"over to a salvage yard,"},{"speaker":"RYAN MCMAHON","startTime":3701.09,"endTime":3704.12,"body":"instead of having it accrue"},{"speaker":"RYAN MCMAHON","startTime":3701.09,"endTime":3704.12,"body":"costs at a body shop."},{"speaker":"RYAN MCMAHON","startTime":3704.12,"endTime":3706.4,"body":"Let's not tow that"},{"speaker":"RYAN MCMAHON","startTime":3704.12,"endTime":3706.4,"body":"thing three times."},{"speaker":"RYAN MCMAHON","startTime":3706.4,"endTime":3707.957,"body":"Let's get the"},{"speaker":"RYAN MCMAHON","startTime":3706.4,"endTime":3707.957,"body":"whole claim handled"},{"speaker":"RYAN MCMAHON","startTime":3707.957,"endTime":3709.79,"body":"so I can give the money"},{"speaker":"RYAN MCMAHON","startTime":3707.957,"endTime":3709.79,"body":"back to the consumer"},{"speaker":"RYAN MCMAHON","startTime":3709.79,"endTime":3712.397,"body":"faster if it's a total, or"},{"speaker":"RYAN MCMAHON","startTime":3709.79,"endTime":3712.397,"body":"let me get this car back"},{"speaker":"RYAN MCMAHON","startTime":3712.397,"endTime":3714.23,"body":"to the person because"},{"speaker":"RYAN MCMAHON","startTime":3712.397,"endTime":3714.23,"body":"literally nobody wants"},{"speaker":"RYAN MCMAHON","startTime":3714.23,"endTime":3715.61,"body":"their car in the shop--"},{"speaker":"RYAN MCMAHON","startTime":3715.61,"endTime":3716.21,"body":"no, no."},{"speaker":"RYAN MCMAHON","startTime":3716.21,"endTime":3719.66,"body":"Especially now, those"},{"speaker":"RYAN MCMAHON","startTime":3716.21,"endTime":3719.66,"body":"rental cars are not--"},{"speaker":"RYAN MCMAHON","startTime":3719.66,"endTime":3721.17,"body":"they're 50,000 miles on them."},{"speaker":"RYAN MCMAHON","startTime":3721.17,"endTime":3723.92,"body":"So what's happened"},{"speaker":"RYAN MCMAHON","startTime":3721.17,"endTime":3723.92,"body":"is it really is just"},{"speaker":"RYAN MCMAHON","startTime":3723.92,"endTime":3726.85,"body":"facilitating-- the"},{"speaker":"RYAN MCMAHON","startTime":3723.92,"endTime":3726.85,"body":"digital transformation"},{"speaker":"RYAN MCMAHON","startTime":3726.85,"endTime":3730.24,"body":"is facilitating this move"},{"speaker":"RYAN MCMAHON","startTime":3726.85,"endTime":3730.24,"body":"from reactive to proactive."},{"speaker":"RYAN MCMAHON","startTime":3730.24,"endTime":3734.83,"body":"And this change is"},{"speaker":"RYAN MCMAHON","startTime":3730.24,"endTime":3734.83,"body":"permeating the risk side."},{"speaker":"RYAN MCMAHON","startTime":3734.83,"endTime":3736.87,"body":"It's permeating the crash side."},{"speaker":"RYAN MCMAHON","startTime":3736.87,"endTime":3739.63,"body":"And eventually, I think"},{"speaker":"RYAN MCMAHON","startTime":3736.87,"endTime":3739.63,"body":"that we'll get to the point"},{"speaker":"RYAN MCMAHON","startTime":3739.63,"endTime":3743.825,"body":"where drivers will"},{"speaker":"RYAN MCMAHON","startTime":3739.63,"endTime":3743.825,"body":"have this other places"},{"speaker":"RYAN MCMAHON","startTime":3743.825,"endTime":3744.7,"body":"outside of insurance."},{"speaker":"RYAN MCMAHON","startTime":3744.7,"endTime":3747.55,"body":"I think that at some point, your"},{"speaker":"RYAN MCMAHON","startTime":3744.7,"endTime":3747.55,"body":"driver's license, when you're"},{"speaker":"RYAN MCMAHON","startTime":3747.55,"endTime":3750.22,"body":"going through the permitting"},{"speaker":"RYAN MCMAHON","startTime":3747.55,"endTime":3750.22,"body":"process, your test will be,"},{"speaker":"RYAN MCMAHON","startTime":3750.22,"endTime":3753.4,"body":"or your record up to your"},{"speaker":"RYAN MCMAHON","startTime":3750.22,"endTime":3753.4,"body":"test, will be digital."},{"speaker":"RYAN MCMAHON","startTime":3753.4,"endTime":3757.84,"body":"If anybody plays games"},{"speaker":"RYAN MCMAHON","startTime":3753.4,"endTime":3757.84,"body":"like Gran Turismo or Forza,"},{"speaker":"RYAN MCMAHON","startTime":3757.84,"endTime":3761.29,"body":"it's harder to get a"},{"speaker":"RYAN MCMAHON","startTime":3757.84,"endTime":3761.29,"body":"license in those games."},{"speaker":"RYAN MCMAHON","startTime":3761.29,"endTime":3763.758,"body":"Those are racing games on"},{"speaker":"RYAN MCMAHON","startTime":3761.29,"endTime":3763.758,"body":"Xbox and PlayStation 5."},{"speaker":"RYAN MCMAHON","startTime":3763.758,"endTime":3765.55,"body":"It's harder to get a"},{"speaker":"RYAN MCMAHON","startTime":3763.758,"endTime":3765.55,"body":"license in those games"},{"speaker":"RYAN MCMAHON","startTime":3765.55,"endTime":3769.58,"body":"than it is in real life because"},{"speaker":"RYAN MCMAHON","startTime":3765.55,"endTime":3769.58,"body":"all of the data is there."},{"speaker":"RYAN MCMAHON","startTime":3769.58,"endTime":3773.06,"body":"So you have to continue to drive"},{"speaker":"RYAN MCMAHON","startTime":3769.58,"endTime":3773.06,"body":"safely and number of times."},{"speaker":"RYAN MCMAHON","startTime":3773.06,"endTime":3774.01,"body":"So we're like analog--"},{"speaker":"REID HOLZWORTH","startTime":3774.01,"endTime":3777.258,"body":"Its incredibly"},{"speaker":"REID HOLZWORTH","startTime":3774.01,"endTime":3777.258,"body":"freaking annoying, man."},{"speaker":"RYAN MCMAHON","startTime":3777.258,"endTime":3779.14,"body":"Dude, trust me."},{"speaker":"RYAN MCMAHON","startTime":3779.14,"endTime":3781.267,"body":"I think just that one"},{"speaker":"RYAN MCMAHON","startTime":3779.14,"endTime":3781.267,"body":"little last thing,"},{"speaker":"RYAN MCMAHON","startTime":3781.267,"endTime":3782.35,"body":"and you just hit the curb."},{"speaker":"REID HOLZWORTH","startTime":3782.35,"endTime":3783.05,"body":"It's hard."},{"speaker":"REID HOLZWORTH","startTime":3783.05,"endTime":3783.8,"body":"It really is hard."},{"speaker":"REID HOLZWORTH","startTime":3783.8,"endTime":3784.84,"body":"But no, it's so true."},{"speaker":"REID HOLZWORTH","startTime":3784.84,"endTime":3785.438,"body":"It's so true."},{"speaker":"RYAN MCMAHON","startTime":3785.438,"endTime":3786.98,"body":"So I"},{"speaker":"RYAN MCMAHON","startTime":3785.438,"endTime":3786.98,"body":"think what's going"},{"speaker":"RYAN MCMAHON","startTime":3786.98,"endTime":3789.41,"body":"to happen is all"},{"speaker":"RYAN MCMAHON","startTime":3786.98,"endTime":3789.41,"body":"of this approach"},{"speaker":"RYAN MCMAHON","startTime":3789.41,"endTime":3791.6,"body":"of being able to"},{"speaker":"RYAN MCMAHON","startTime":3789.41,"endTime":3791.6,"body":"connect to the thing"},{"speaker":"RYAN MCMAHON","startTime":3791.6,"endTime":3793.75,"body":"that we're trying"},{"speaker":"RYAN MCMAHON","startTime":3791.6,"endTime":3793.75,"body":"to achieve to data--"},{"speaker":"RYAN MCMAHON","startTime":3793.75,"endTime":3796.25,"body":"data is already part of our"},{"speaker":"RYAN MCMAHON","startTime":3793.75,"endTime":3796.25,"body":"life in so many different areas."},{"speaker":"RYAN MCMAHON","startTime":3796.25,"endTime":3798.5,"body":"But giving it to the"},{"speaker":"RYAN MCMAHON","startTime":3796.25,"endTime":3798.5,"body":"consumer, giving more tools"},{"speaker":"RYAN MCMAHON","startTime":3798.5,"endTime":3801.68,"body":"to the consumer so that the"},{"speaker":"RYAN MCMAHON","startTime":3798.5,"endTime":3801.68,"body":"consumer can help facilitate,"},{"speaker":"RYAN MCMAHON","startTime":3801.68,"endTime":3805.97,"body":"that person can learn"},{"speaker":"RYAN MCMAHON","startTime":3801.68,"endTime":3805.97,"body":"driving from an agnostic"},{"speaker":"RYAN MCMAHON","startTime":3805.97,"endTime":3809.78,"body":"from a simple approach as"},{"speaker":"RYAN MCMAHON","startTime":3805.97,"endTime":3809.78,"body":"opposed to learning it from,"},{"speaker":"RYAN MCMAHON","startTime":3809.78,"endTime":3813.103,"body":"maybe, whoever has access to a"},{"speaker":"RYAN MCMAHON","startTime":3809.78,"endTime":3813.103,"body":"car, or their mom or dad like."},{"speaker":"RYAN MCMAHON","startTime":3813.103,"endTime":3814.52,"body":"Over time what"},{"speaker":"RYAN MCMAHON","startTime":3813.103,"endTime":3814.52,"body":"we're doing is just"},{"speaker":"RYAN MCMAHON","startTime":3814.52,"endTime":3816.47,"body":"bringing more tools"},{"speaker":"RYAN MCMAHON","startTime":3814.52,"endTime":3816.47,"body":"and technology"},{"speaker":"RYAN MCMAHON","startTime":3816.47,"endTime":3820.61,"body":"to the approaches of things that"},{"speaker":"RYAN MCMAHON","startTime":3816.47,"endTime":3820.61,"body":"have been a part of our life"},{"speaker":"RYAN MCMAHON","startTime":3820.61,"endTime":3822.23,"body":"for a long time that"},{"speaker":"RYAN MCMAHON","startTime":3820.61,"endTime":3822.23,"body":"have been analog."},{"speaker":"RYAN MCMAHON","startTime":3822.23,"endTime":3824.21,"body":"And it's really been"},{"speaker":"RYAN MCMAHON","startTime":3822.23,"endTime":3824.21,"body":"missing from mobility."},{"speaker":"RYAN MCMAHON","startTime":3824.21,"endTime":3826.16,"body":"It's been missing from our car."},{"speaker":"RYAN MCMAHON","startTime":3826.16,"endTime":3828.59,"body":"I could talk to you"},{"speaker":"RYAN MCMAHON","startTime":3826.16,"endTime":3828.59,"body":"for another hour"},{"speaker":"RYAN MCMAHON","startTime":3828.59,"endTime":3830.75,"body":"about what's happening"},{"speaker":"RYAN MCMAHON","startTime":3828.59,"endTime":3830.75,"body":"on road safety"},{"speaker":"RYAN MCMAHON","startTime":3830.75,"endTime":3833.24,"body":"and how people that"},{"speaker":"RYAN MCMAHON","startTime":3830.75,"endTime":3833.24,"body":"make policy decisions"},{"speaker":"RYAN MCMAHON","startTime":3833.24,"endTime":3838.04,"body":"decide to invest dollars in that"},{"speaker":"RYAN MCMAHON","startTime":3833.24,"endTime":3838.04,"body":"and the data that they have."},{"speaker":"RYAN MCMAHON","startTime":3838.04,"endTime":3840.77,"body":"The way that distracted"},{"speaker":"RYAN MCMAHON","startTime":3838.04,"endTime":3840.77,"body":"driving is analyzed right now"},{"speaker":"RYAN MCMAHON","startTime":3840.77,"endTime":3843.77,"body":"is by a survey on"},{"speaker":"RYAN MCMAHON","startTime":3840.77,"endTime":3843.77,"body":"the side of the road."},{"speaker":"RYAN MCMAHON","startTime":3843.77,"endTime":3845.728,"body":"And that's because that"},{"speaker":"RYAN MCMAHON","startTime":3843.77,"endTime":3845.728,"body":"was the best technology"},{"speaker":"RYAN MCMAHON","startTime":3845.728,"endTime":3847.395,"body":"approach at the time,"},{"speaker":"RYAN MCMAHON","startTime":3845.728,"endTime":3847.395,"body":"when someone said,"},{"speaker":"RYAN MCMAHON","startTime":3847.395,"endTime":3848.96,"body":"how many people are distracted?"},{"speaker":"RYAN MCMAHON","startTime":3848.96,"endTime":3850.7,"body":"So what's happened"},{"speaker":"RYAN MCMAHON","startTime":3848.96,"endTime":3850.7,"body":"over time is, we've"},{"speaker":"RYAN MCMAHON","startTime":3850.7,"endTime":3854.12,"body":"just evolved so many things"},{"speaker":"RYAN MCMAHON","startTime":3850.7,"endTime":3854.12,"body":"to bring digital technology"},{"speaker":"RYAN MCMAHON","startTime":3854.12,"endTime":3854.84,"body":"and data."},{"speaker":"RYAN MCMAHON","startTime":3854.84,"endTime":3856.62,"body":"And it just makes sense."},{"speaker":"RYAN MCMAHON","startTime":3856.62,"endTime":3858.95,"body":"And I think the most important"},{"speaker":"RYAN MCMAHON","startTime":3856.62,"endTime":3858.95,"body":"thing, Reid, literally,"},{"speaker":"RYAN MCMAHON","startTime":3858.95,"endTime":3861.117,"body":"the most important thing"},{"speaker":"RYAN MCMAHON","startTime":3858.95,"endTime":3861.117,"body":"is giving consumer control."},{"speaker":"RYAN MCMAHON","startTime":3861.117,"endTime":3862.4,"body":"This should not be headless."},{"speaker":"RYAN MCMAHON","startTime":3862.4,"endTime":3865.07,"body":"The consumer should know"},{"speaker":"RYAN MCMAHON","startTime":3862.4,"endTime":3865.07,"body":"because a lot of the stuff"},{"speaker":"RYAN MCMAHON","startTime":3865.07,"endTime":3865.79,"body":"is controllable."},{"speaker":"RYAN MCMAHON","startTime":3865.79,"endTime":3868.28,"body":"And if it's controllable,"},{"speaker":"RYAN MCMAHON","startTime":3865.79,"endTime":3868.28,"body":"we can control this,"},{"speaker":"RYAN MCMAHON","startTime":3868.28,"endTime":3869.773,"body":"then you can"},{"speaker":"RYAN MCMAHON","startTime":3868.28,"endTime":3869.773,"body":"actually reduce risk,"},{"speaker":"RYAN MCMAHON","startTime":3869.773,"endTime":3871.94,"body":"which is in the total best"},{"speaker":"RYAN MCMAHON","startTime":3869.773,"endTime":3871.94,"body":"interest of the insurance"},{"speaker":"RYAN MCMAHON","startTime":3871.94,"endTime":3874.94,"body":"carrier, and in the best"},{"speaker":"RYAN MCMAHON","startTime":3871.94,"endTime":3874.94,"body":"interest of the person that's"},{"speaker":"RYAN MCMAHON","startTime":3874.94,"endTime":3877.95,"body":"engaged, and of society,"},{"speaker":"RYAN MCMAHON","startTime":3874.94,"endTime":3877.95,"body":"people you share the road with."},{"speaker":"RYAN MCMAHON","startTime":3877.95,"endTime":3879.57,"body":"So that's where we're headed."},{"speaker":"RYAN MCMAHON","startTime":3879.57,"endTime":3882.2,"body":"And I think it's got to"},{"speaker":"RYAN MCMAHON","startTime":3879.57,"endTime":3882.2,"body":"be favorable to consumer."},{"speaker":"RYAN MCMAHON","startTime":3882.2,"endTime":3886.04,"body":"We have to create technology"},{"speaker":"RYAN MCMAHON","startTime":3882.2,"endTime":3886.04,"body":"that's simple, that's clear,"},{"speaker":"RYAN MCMAHON","startTime":3886.04,"endTime":3888.77,"body":"and that helps the"},{"speaker":"RYAN MCMAHON","startTime":3886.04,"endTime":3888.77,"body":"consumer manage"},{"speaker":"RYAN MCMAHON","startTime":3888.77,"endTime":3892.16,"body":"their risk, their economics,"},{"speaker":"RYAN MCMAHON","startTime":3888.77,"endTime":3892.16,"body":"and make it approachable."},{"speaker":"RYAN MCMAHON","startTime":3892.16,"endTime":3898.85,"body":"And the less it looks like the"},{"speaker":"RYAN MCMAHON","startTime":3892.16,"endTime":3898.85,"body":"OBD2 from that early day, which"},{"speaker":"RYAN MCMAHON","startTime":3898.85,"endTime":3902.0,"body":"was great and super important"},{"speaker":"RYAN MCMAHON","startTime":3898.85,"endTime":3902.0,"body":"to move the industry along,"},{"speaker":"RYAN MCMAHON","startTime":3902.0,"endTime":3904.4,"body":"the more that, I"},{"speaker":"RYAN MCMAHON","startTime":3902.0,"endTime":3904.4,"body":"think, people will"},{"speaker":"RYAN MCMAHON","startTime":3904.4,"endTime":3908.06,"body":"be excited about the ability"},{"speaker":"RYAN MCMAHON","startTime":3904.4,"endTime":3908.06,"body":"to actually understand"},{"speaker":"RYAN MCMAHON","startTime":3908.06,"endTime":3911.72,"body":"it versus looking at it"},{"speaker":"RYAN MCMAHON","startTime":3908.06,"endTime":3911.72,"body":"through a lens of a black box."},{"speaker":"REID HOLZWORTH","startTime":3911.72,"endTime":3913.22,"body":"That's awesome, man."},{"speaker":"REID HOLZWORTH","startTime":3913.22,"endTime":3915.65,"body":"I've got a question for you."},{"speaker":"REID HOLZWORTH","startTime":3915.65,"endTime":3918.11,"body":"If you could change one thing"},{"speaker":"REID HOLZWORTH","startTime":3915.65,"endTime":3918.11,"body":"in the insurance industry,"},{"speaker":"REID HOLZWORTH","startTime":3918.11,"endTime":3919.592,"body":"what would you change?"},{"speaker":"RYAN MCMAHON","startTime":3919.592,"endTime":3921.55,"body":"I think"},{"speaker":"RYAN MCMAHON","startTime":3919.592,"endTime":3921.55,"body":"more underwriting factors"},{"speaker":"RYAN MCMAHON","startTime":3921.55,"endTime":3924.73,"body":"and variables that"},{"speaker":"RYAN MCMAHON","startTime":3921.55,"endTime":3924.73,"body":"are first-party,"},{"speaker":"RYAN MCMAHON","startTime":3924.73,"endTime":3929.02,"body":"that are directly related to the"},{"speaker":"RYAN MCMAHON","startTime":3924.73,"endTime":3929.02,"body":"risk, and less third-party data."},{"speaker":"RYAN MCMAHON","startTime":3929.02,"endTime":3930.73,"body":"That's my personal view."},{"speaker":"REID HOLZWORTH","startTime":3930.73,"endTime":3932.63,"body":"Why"},{"speaker":"REID HOLZWORTH","startTime":3930.73,"endTime":3932.63,"body":"aren't they, though?"},{"speaker":"REID HOLZWORTH","startTime":3932.63,"endTime":3934.463,"body":"If it's in the best"},{"speaker":"REID HOLZWORTH","startTime":3932.63,"endTime":3934.463,"body":"interest of the carrier,"},{"speaker":"REID HOLZWORTH","startTime":3934.463,"endTime":3936.58,"body":"going back to your"},{"speaker":"REID HOLZWORTH","startTime":3934.463,"endTime":3936.58,"body":"dollar example--"},{"speaker":"REID HOLZWORTH","startTime":3936.58,"endTime":3942.37,"body":"and the progressive $1 equals"},{"speaker":"REID HOLZWORTH","startTime":3936.58,"endTime":3942.37,"body":"$9 in shareholder value--"},{"speaker":"REID HOLZWORTH","startTime":3942.37,"endTime":3943.96,"body":"why wouldn't they?"},{"speaker":"REID HOLZWORTH","startTime":3943.96,"endTime":3944.833,"body":"Or are they?"},{"speaker":"RYAN MCMAHON","startTime":3944.833,"endTime":3946.0,"body":"It's the data."},{"speaker":"RYAN MCMAHON","startTime":3946.0,"endTime":3947.47,"body":"It's not available."},{"speaker":"RYAN MCMAHON","startTime":3947.47,"endTime":3950.78,"body":"So all the telematics data,"},{"speaker":"RYAN MCMAHON","startTime":3947.47,"endTime":3950.78,"body":"the majority, not all--"},{"speaker":"RYAN MCMAHON","startTime":3950.78,"endTime":3954.67,"body":"but the majority of the"},{"speaker":"RYAN MCMAHON","startTime":3950.78,"endTime":3954.67,"body":"telematics data that's used"},{"speaker":"RYAN MCMAHON","startTime":3954.67,"endTime":3959.18,"body":"is created by the consumer on"},{"speaker":"RYAN MCMAHON","startTime":3954.67,"endTime":3959.18,"body":"an opt-in basis, which is good."},{"speaker":"RYAN MCMAHON","startTime":3959.18,"endTime":3961.168,"body":"I think it needs to"},{"speaker":"RYAN MCMAHON","startTime":3959.18,"endTime":3961.168,"body":"be an opt-in basis."},{"speaker":"RYAN MCMAHON","startTime":3961.168,"endTime":3962.96,"body":"I think the consumer"},{"speaker":"RYAN MCMAHON","startTime":3961.168,"endTime":3962.96,"body":"needs control over it."},{"speaker":"RYAN MCMAHON","startTime":3962.96,"endTime":3965.3,"body":"But the data's just not there."},{"speaker":"RYAN MCMAHON","startTime":3965.3,"endTime":3967.82,"body":"So there's no alternative."},{"speaker":"RYAN MCMAHON","startTime":3967.82,"endTime":3970.96,"body":"So third-party data becomes"},{"speaker":"RYAN MCMAHON","startTime":3967.82,"endTime":3970.96,"body":"the only other solution"},{"speaker":"RYAN MCMAHON","startTime":3970.96,"endTime":3972.55,"body":"because the data's not there."},{"speaker":"RYAN MCMAHON","startTime":3972.55,"endTime":3976.66,"body":"And you can't have a"},{"speaker":"RYAN MCMAHON","startTime":3972.55,"endTime":3976.66,"body":"price for everybody"},{"speaker":"RYAN MCMAHON","startTime":3976.66,"endTime":3980.51,"body":"that's homogeneous"},{"speaker":"RYAN MCMAHON","startTime":3976.66,"endTime":3980.51,"body":"because then you're"},{"speaker":"RYAN MCMAHON","startTime":3980.51,"endTime":3985.46,"body":"going to end up charging"},{"speaker":"RYAN MCMAHON","startTime":3980.51,"endTime":3985.46,"body":"people crazy, crazy rates."},{"speaker":"RYAN MCMAHON","startTime":3985.46,"endTime":3987.2,"body":"It's been tried."},{"speaker":"RYAN MCMAHON","startTime":3987.2,"endTime":3989.51,"body":"That has been tried"},{"speaker":"RYAN MCMAHON","startTime":3987.2,"endTime":3989.51,"body":"multiple times."},{"speaker":"RYAN MCMAHON","startTime":3989.51,"endTime":3992.28,"body":"And I don't think it's"},{"speaker":"RYAN MCMAHON","startTime":3989.51,"endTime":3992.28,"body":"a good model at all."},{"speaker":"RYAN MCMAHON","startTime":3992.28,"endTime":3995.96,"body":"So you do need to have a basis"},{"speaker":"RYAN MCMAHON","startTime":3992.28,"endTime":3995.96,"body":"to differentiate risk on."},{"speaker":"RYAN MCMAHON","startTime":3995.96,"endTime":3997.1,"body":"You absolutely do."},{"speaker":"RYAN MCMAHON","startTime":3997.1,"endTime":3999.77,"body":"You need to be able"},{"speaker":"RYAN MCMAHON","startTime":3997.1,"endTime":3999.77,"body":"to look at elements"},{"speaker":"RYAN MCMAHON","startTime":3999.77,"endTime":4002.022,"body":"that cause loss, change those."},{"speaker":"RYAN MCMAHON","startTime":4002.022,"endTime":4004.48,"body":"And if you don't have the data"},{"speaker":"RYAN MCMAHON","startTime":4002.022,"endTime":4004.48,"body":"yourself, where in the world"},{"speaker":"RYAN MCMAHON","startTime":4004.48,"endTime":4005.48,"body":"are you going to get it?"},{"speaker":"RYAN MCMAHON","startTime":4005.48,"endTime":4009.02,"body":"So to me, it's a"},{"speaker":"RYAN MCMAHON","startTime":4005.48,"endTime":4009.02,"body":"distribution problem."},{"speaker":"RYAN MCMAHON","startTime":4009.02,"endTime":4011.23,"body":"And I think at some"},{"speaker":"RYAN MCMAHON","startTime":4009.02,"endTime":4011.23,"body":"point, it will be--"},{"speaker":"RYAN MCMAHON","startTime":4011.23,"endTime":4014.89,"body":"this period of time will be--"},{"speaker":"RYAN MCMAHON","startTime":4014.89,"endTime":4017.682,"body":"I think if we look"},{"speaker":"RYAN MCMAHON","startTime":4014.89,"endTime":4017.682,"body":"back on, wow, I"},{"speaker":"RYAN MCMAHON","startTime":4017.682,"endTime":4019.39,"body":"can't believe we used"},{"speaker":"RYAN MCMAHON","startTime":4017.682,"endTime":4019.39,"body":"to price like this."},{"speaker":"RYAN MCMAHON","startTime":4019.39,"endTime":4021.988,"body":"There's so many different things"},{"speaker":"RYAN MCMAHON","startTime":4019.39,"endTime":4021.988,"body":"that are so much more related"},{"speaker":"RYAN MCMAHON","startTime":4021.988,"endTime":4022.78,"body":"to the actual risk."},{"speaker":"RYAN MCMAHON","startTime":4022.78,"endTime":4024.97,"body":"But I don't begrudge the"},{"speaker":"RYAN MCMAHON","startTime":4022.78,"endTime":4024.97,"body":"carriers for doing this,"},{"speaker":"RYAN MCMAHON","startTime":4024.97,"endTime":4027.02,"body":"or the people that are in this."},{"speaker":"RYAN MCMAHON","startTime":4027.02,"endTime":4028.69,"body":"They have no other option."},{"speaker":"RYAN MCMAHON","startTime":4028.69,"endTime":4031.097,"body":"And you can't just--"},{"speaker":"RYAN MCMAHON","startTime":4028.69,"endTime":4031.097,"body":"there's no utility"},{"speaker":"RYAN MCMAHON","startTime":4031.097,"endTime":4033.43,"body":"in saying, OK, we're going"},{"speaker":"RYAN MCMAHON","startTime":4031.097,"endTime":4033.43,"body":"to charge every single person"},{"speaker":"RYAN MCMAHON","startTime":4033.43,"endTime":4035.2,"body":"the same because"},{"speaker":"RYAN MCMAHON","startTime":4033.43,"endTime":4035.2,"body":"that even gets us"},{"speaker":"RYAN MCMAHON","startTime":4035.2,"endTime":4038.293,"body":"further away from the issue"},{"speaker":"RYAN MCMAHON","startTime":4035.2,"endTime":4038.293,"body":"of matching rates of risk."},{"speaker":"RYAN MCMAHON","startTime":4038.293,"endTime":4039.71,"body":"So we need to match"},{"speaker":"RYAN MCMAHON","startTime":4038.293,"endTime":4039.71,"body":"rates of risk."},{"speaker":"RYAN MCMAHON","startTime":4039.71,"endTime":4041.085,"body":"But I think-- if"},{"speaker":"RYAN MCMAHON","startTime":4039.71,"endTime":4041.085,"body":"you're asking me"},{"speaker":"RYAN MCMAHON","startTime":4041.085,"endTime":4046.09,"body":"personally-- more first-party"},{"speaker":"RYAN MCMAHON","startTime":4041.085,"endTime":4046.09,"body":"data and more consumer control."},{"speaker":"RYAN MCMAHON","startTime":4046.09,"endTime":4050.05,"body":"That will lower costs because"},{"speaker":"RYAN MCMAHON","startTime":4046.09,"endTime":4050.05,"body":"any time that you as a consumer"},{"speaker":"RYAN MCMAHON","startTime":4050.05,"endTime":4053.19,"body":"are not directly involved in"},{"speaker":"RYAN MCMAHON","startTime":4050.05,"endTime":4053.19,"body":"the elements of what you pay"},{"speaker":"RYAN MCMAHON","startTime":4053.19,"endTime":4054.94,"body":"and the components of"},{"speaker":"RYAN MCMAHON","startTime":4053.19,"endTime":4054.94,"body":"what you pay for it,"},{"speaker":"RYAN MCMAHON","startTime":4054.94,"endTime":4055.96,"body":"you're paying too much."},{"speaker":"RYAN MCMAHON","startTime":4055.96,"endTime":4057.625,"body":"You're just absolutely"},{"speaker":"RYAN MCMAHON","startTime":4055.96,"endTime":4057.625,"body":"paying too much."},{"speaker":"RYAN MCMAHON","startTime":4057.625,"endTime":4059.5,"body":"That's probably the"},{"speaker":"RYAN MCMAHON","startTime":4057.625,"endTime":4059.5,"body":"problem with health care,"},{"speaker":"RYAN MCMAHON","startTime":4059.5,"endTime":4061.613,"body":"where you don't"},{"speaker":"RYAN MCMAHON","startTime":4059.5,"endTime":4061.613,"body":"really negotiate."},{"speaker":"RYAN MCMAHON","startTime":4061.613,"endTime":4062.53,"body":"You don't really know."},{"speaker":"RYAN MCMAHON","startTime":4062.53,"endTime":4065.38,"body":"You can't really control your"},{"speaker":"RYAN MCMAHON","startTime":4062.53,"endTime":4065.38,"body":"health care costs directly"},{"speaker":"RYAN MCMAHON","startTime":4065.38,"endTime":4067.69,"body":"because there's a lot of"},{"speaker":"RYAN MCMAHON","startTime":4065.38,"endTime":4067.69,"body":"things that happen in between."},{"speaker":"RYAN MCMAHON","startTime":4067.69,"endTime":4071.38,"body":"You can 100% control if you"},{"speaker":"RYAN MCMAHON","startTime":4067.69,"endTime":4071.38,"body":"get into a crash or not,"},{"speaker":"RYAN MCMAHON","startTime":4071.38,"endTime":4073.39,"body":"if you are responsible"},{"speaker":"RYAN MCMAHON","startTime":4071.38,"endTime":4073.39,"body":"for that crash."},{"speaker":"RYAN MCMAHON","startTime":4073.39,"endTime":4076.78,"body":"Each crash occurs because"},{"speaker":"RYAN MCMAHON","startTime":4073.39,"endTime":4076.78,"body":"some human error occurred."},{"speaker":"RYAN MCMAHON","startTime":4076.78,"endTime":4079.28,"body":"They don't just randomly happen."},{"speaker":"RYAN MCMAHON","startTime":4079.28,"endTime":4080.89,"body":"They don't just"},{"speaker":"RYAN MCMAHON","startTime":4079.28,"endTime":4080.89,"body":"hop out of a cake."},{"speaker":"RYAN MCMAHON","startTime":4080.89,"endTime":4084.7,"body":"Literally, the system that"},{"speaker":"RYAN MCMAHON","startTime":4080.89,"endTime":4084.7,"body":"works on the grid-- the traffic"},{"speaker":"RYAN MCMAHON","startTime":4084.7,"endTime":4087.28,"body":"network works fantastic if"},{"speaker":"RYAN MCMAHON","startTime":4084.7,"endTime":4087.28,"body":"everyone obeys the rules."},{"speaker":"RYAN MCMAHON","startTime":4087.28,"endTime":4088.27,"body":"People don't."},{"speaker":"RYAN MCMAHON","startTime":4088.27,"endTime":4092.05,"body":"So in that environment where"},{"speaker":"RYAN MCMAHON","startTime":4088.27,"endTime":4092.05,"body":"individual decisions drive"},{"speaker":"RYAN MCMAHON","startTime":4092.05,"endTime":4095.35,"body":"whether or not there is"},{"speaker":"RYAN MCMAHON","startTime":4092.05,"endTime":4095.35,"body":"a crash or a loss, then"},{"speaker":"RYAN MCMAHON","startTime":4095.35,"endTime":4097.96,"body":"we need more tools to"},{"speaker":"RYAN MCMAHON","startTime":4095.35,"endTime":4097.96,"body":"actually manage that,"},{"speaker":"RYAN MCMAHON","startTime":4097.96,"endTime":4100.51,"body":"to differentiate against"},{"speaker":"RYAN MCMAHON","startTime":4097.96,"endTime":4100.51,"body":"that, to reduce it."},{"speaker":"RYAN MCMAHON","startTime":4100.51,"endTime":4103.12,"body":"And then eventually,"},{"speaker":"RYAN MCMAHON","startTime":4100.51,"endTime":4103.12,"body":"I think the idea"},{"speaker":"RYAN MCMAHON","startTime":4103.12,"endTime":4105.43,"body":"of pricing on things"},{"speaker":"RYAN MCMAHON","startTime":4103.12,"endTime":4105.43,"body":"that aren't that is going"},{"speaker":"RYAN MCMAHON","startTime":4105.43,"endTime":4107.979,"body":"to literally sound archaic."},{"speaker":"REID HOLZWORTH","startTime":4107.979,"endTime":4109.479,"body":"That's awesome, man."},{"speaker":"REID HOLZWORTH","startTime":4109.479,"endTime":4110.95,"body":"I could totally see it."},{"speaker":"REID HOLZWORTH","startTime":4110.95,"endTime":4111.52,"body":"So good."},{"speaker":"REID HOLZWORTH","startTime":4111.52,"endTime":4114.05,"body":"This is all so fascinating."},{"speaker":"REID HOLZWORTH","startTime":4114.05,"endTime":4115.55,"body":"I'm going to transition on."},{"speaker":"REID HOLZWORTH","startTime":4115.55,"endTime":4118.569,"body":"I want to learn a little bit"},{"speaker":"REID HOLZWORTH","startTime":4115.55,"endTime":4118.569,"body":"about you, a little bit more."},{"speaker":"REID HOLZWORTH","startTime":4118.569,"endTime":4121.21,"body":"Let's get into a little"},{"speaker":"REID HOLZWORTH","startTime":4118.569,"endTime":4121.21,"body":"leadership stuff if that's OK."},{"speaker":"RYAN MCMAHON","startTime":4121.21,"endTime":4122.168,"body":"For sure."},{"speaker":"REID HOLZWORTH","startTime":4122.168,"endTime":4125.84,"body":"So tell me, what"},{"speaker":"REID HOLZWORTH","startTime":4122.168,"endTime":4125.84,"body":"does the leader mean to you?"},{"speaker":"RYAN MCMAHON","startTime":4125.84,"endTime":4128.75,"body":"I think someone"},{"speaker":"RYAN MCMAHON","startTime":4125.84,"endTime":4128.75,"body":"that helps you be your best--"},{"speaker":"RYAN MCMAHON","startTime":4128.75,"endTime":4132.05,"body":"your best, not their"},{"speaker":"RYAN MCMAHON","startTime":4128.75,"endTime":4132.05,"body":"best, but your best,"},{"speaker":"RYAN MCMAHON","startTime":4132.05,"endTime":4135.109,"body":"because every person has skills"},{"speaker":"RYAN MCMAHON","startTime":4132.05,"endTime":4135.109,"body":"that they can contribute that"},{"speaker":"RYAN MCMAHON","startTime":4135.109,"endTime":4136.859,"body":"are unique to them."},{"speaker":"RYAN MCMAHON","startTime":4136.859,"endTime":4140.359,"body":"And I think that the more that"},{"speaker":"RYAN MCMAHON","startTime":4136.859,"endTime":4140.359,"body":"there are individuals that"},{"speaker":"RYAN MCMAHON","startTime":4140.359,"endTime":4145.01,"body":"can help people become that"},{"speaker":"RYAN MCMAHON","startTime":4140.359,"endTime":4145.01,"body":"for themselves, the better that"},{"speaker":"RYAN MCMAHON","startTime":4145.01,"endTime":4145.7,"body":"will work."},{"speaker":"RYAN MCMAHON","startTime":4145.7,"endTime":4148.46,"body":"I think the challenge is that"},{"speaker":"RYAN MCMAHON","startTime":4145.7,"endTime":4148.46,"body":"sometimes people don't even"},{"speaker":"RYAN MCMAHON","startTime":4148.46,"endTime":4149.609,"body":"know what that is."},{"speaker":"RYAN MCMAHON","startTime":4149.609,"endTime":4153.77,"body":"So sometimes leadership is hard"},{"speaker":"RYAN MCMAHON","startTime":4149.609,"endTime":4153.77,"body":"to-- you can't manufacture it."},{"speaker":"RYAN MCMAHON","startTime":4153.77,"endTime":4156.529,"body":"So every environment and"},{"speaker":"RYAN MCMAHON","startTime":4153.77,"endTime":4156.529,"body":"scenario can't necessarily"},{"speaker":"RYAN MCMAHON","startTime":4156.529,"endTime":4157.526,"body":"have leadership."},{"speaker":"RYAN MCMAHON","startTime":4157.526,"endTime":4159.109,"body":"And I think that's"},{"speaker":"RYAN MCMAHON","startTime":4157.526,"endTime":4159.109,"body":"a bit of a misnomer"},{"speaker":"RYAN MCMAHON","startTime":4159.109,"endTime":4160.901,"body":"that we're always going"},{"speaker":"RYAN MCMAHON","startTime":4159.109,"endTime":4160.901,"body":"to have leadership."},{"speaker":"RYAN MCMAHON","startTime":4160.901,"endTime":4162.95,"body":"And leadership-- sometimes"},{"speaker":"RYAN MCMAHON","startTime":4160.901,"endTime":4162.95,"body":"you have management."},{"speaker":"RYAN MCMAHON","startTime":4162.95,"endTime":4166.91,"body":"Management is just that"},{"speaker":"RYAN MCMAHON","startTime":4162.95,"endTime":4166.91,"body":"controls of functions."},{"speaker":"RYAN MCMAHON","startTime":4166.91,"endTime":4168.08,"body":"Management isn't leadership."},{"speaker":"RYAN MCMAHON","startTime":4168.08,"endTime":4169.37,"body":"It's not the same thing."},{"speaker":"RYAN MCMAHON","startTime":4169.37,"endTime":4178.13,"body":"Leadership is about"},{"speaker":"RYAN MCMAHON","startTime":4169.37,"endTime":4178.13,"body":"the subject, not"},{"speaker":"RYAN MCMAHON","startTime":4178.13,"endTime":4181.819,"body":"the person that is doing"},{"speaker":"RYAN MCMAHON","startTime":4178.13,"endTime":4181.819,"body":"the activity, I think."},{"speaker":"REID HOLZWORTH","startTime":4181.819,"endTime":4183.319,"body":"Where in your career"},{"speaker":"REID HOLZWORTH","startTime":4183.319,"endTime":4186.6,"body":"did you realize"},{"speaker":"REID HOLZWORTH","startTime":4183.319,"endTime":4186.6,"body":"you were a leader?"},{"speaker":"REID HOLZWORTH","startTime":4186.6,"endTime":4188.67,"body":"Or do you believe"},{"speaker":"REID HOLZWORTH","startTime":4186.6,"endTime":4188.67,"body":"that you're leader?"},{"speaker":"RYAN MCMAHON","startTime":4188.67,"endTime":4191.17,"body":"Yeah, I don't know."},{"speaker":"RYAN MCMAHON","startTime":4191.17,"endTime":4192.33,"body":"It depends on the context."},{"speaker":"RYAN MCMAHON","startTime":4192.33,"endTime":4194.47,"body":"I would say that"},{"speaker":"RYAN MCMAHON","startTime":4192.33,"endTime":4194.47,"body":"in some aspects--"},{"speaker":"RYAN MCMAHON","startTime":4198.37,"endTime":4201.58,"body":"I think what's actually the"},{"speaker":"RYAN MCMAHON","startTime":4198.37,"endTime":4201.58,"body":"biggest change that I've"},{"speaker":"RYAN MCMAHON","startTime":4201.58,"endTime":4204.88,"body":"seen in myself where I feel"},{"speaker":"RYAN MCMAHON","startTime":4201.58,"endTime":4204.88,"body":"comfortable saying that I am"},{"speaker":"RYAN MCMAHON","startTime":4204.88,"endTime":4208.78,"body":"a leader is when I've put"},{"speaker":"RYAN MCMAHON","startTime":4204.88,"endTime":4208.78,"body":"forward ideas, or concepts,"},{"speaker":"RYAN MCMAHON","startTime":4208.78,"endTime":4215.86,"body":"or approaches that have helped"},{"speaker":"RYAN MCMAHON","startTime":4208.78,"endTime":4215.86,"body":"to resonate and move things"},{"speaker":"RYAN MCMAHON","startTime":4215.86,"endTime":4220.3,"body":"forward, whether it's"},{"speaker":"RYAN MCMAHON","startTime":4215.86,"endTime":4220.3,"body":"the idea or a person."},{"speaker":"RYAN MCMAHON","startTime":4220.3,"endTime":4222.61,"body":"And it's at that point"},{"speaker":"RYAN MCMAHON","startTime":4220.3,"endTime":4222.61,"body":"that I look back,"},{"speaker":"RYAN MCMAHON","startTime":4222.61,"endTime":4224.17,"body":"and I've exhibited leadership."},{"speaker":"RYAN MCMAHON","startTime":4224.17,"endTime":4226.21,"body":"But I don't think I"},{"speaker":"RYAN MCMAHON","startTime":4224.17,"endTime":4226.21,"body":"personally am a leader."},{"speaker":"RYAN MCMAHON","startTime":4226.21,"endTime":4230.35,"body":"I think that you exhibit"},{"speaker":"RYAN MCMAHON","startTime":4226.21,"endTime":4230.35,"body":"leadership in particular times."},{"speaker":"RYAN MCMAHON","startTime":4230.35,"endTime":4234.13,"body":"And then other times, you find"},{"speaker":"RYAN MCMAHON","startTime":4230.35,"endTime":4234.13,"body":"yourself as a killer wing man,"},{"speaker":"RYAN MCMAHON","startTime":4234.13,"endTime":4235.6,"body":"or woman."},{"speaker":"RYAN MCMAHON","startTime":4235.6,"endTime":4238.57,"body":"I think that if you always"},{"speaker":"RYAN MCMAHON","startTime":4235.6,"endTime":4238.57,"body":"think that you are the leader,"},{"speaker":"RYAN MCMAHON","startTime":4238.57,"endTime":4241.12,"body":"then you're going to"},{"speaker":"RYAN MCMAHON","startTime":4238.57,"endTime":4241.12,"body":"quickly fall into a scenario"},{"speaker":"RYAN MCMAHON","startTime":4241.12,"endTime":4245.11,"body":"where it's about your ideas,"},{"speaker":"RYAN MCMAHON","startTime":4241.12,"endTime":4245.11,"body":"not about what's right."},{"speaker":"RYAN MCMAHON","startTime":4245.11,"endTime":4248.62,"body":"So I don't think that I'm"},{"speaker":"RYAN MCMAHON","startTime":4245.11,"endTime":4248.62,"body":"a leader, so to speak."},{"speaker":"RYAN MCMAHON","startTime":4248.62,"endTime":4251.05,"body":"I do think that"},{"speaker":"RYAN MCMAHON","startTime":4248.62,"endTime":4251.05,"body":"I have leadership"},{"speaker":"RYAN MCMAHON","startTime":4251.05,"endTime":4252.97,"body":"on a lot of cool things."},{"speaker":"RYAN MCMAHON","startTime":4252.97,"endTime":4255.13,"body":"And I've been really"},{"speaker":"RYAN MCMAHON","startTime":4252.97,"endTime":4255.13,"body":"fortunate to be"},{"speaker":"RYAN MCMAHON","startTime":4255.13,"endTime":4261.25,"body":"with people that have allowed"},{"speaker":"RYAN MCMAHON","startTime":4255.13,"endTime":4261.25,"body":"me to bring the best out"},{"speaker":"RYAN MCMAHON","startTime":4261.25,"endTime":4262.15,"body":"of them, too."},{"speaker":"RYAN MCMAHON","startTime":4262.15,"endTime":4263.47,"body":"It's a two-way street."},{"speaker":"RYAN MCMAHON","startTime":4263.47,"endTime":4269.68,"body":"And I've worked with people at"},{"speaker":"RYAN MCMAHON","startTime":4263.47,"endTime":4269.68,"body":"CMT, outside of CMT, that I've"},{"speaker":"RYAN MCMAHON","startTime":4269.68,"endTime":4274.86,"body":"been super impressed with how"},{"speaker":"RYAN MCMAHON","startTime":4269.68,"endTime":4274.86,"body":"they have brought their skills"},{"speaker":"RYAN MCMAHON","startTime":4274.86,"endTime":4280.9,"body":"and to a point where they are"},{"speaker":"RYAN MCMAHON","startTime":4274.86,"endTime":4280.9,"body":"contributing way more than I"},{"speaker":"RYAN MCMAHON","startTime":4280.9,"endTime":4282.67,"body":"think they even thought"},{"speaker":"RYAN MCMAHON","startTime":4280.9,"endTime":4282.67,"body":"when they started"},{"speaker":"RYAN MCMAHON","startTime":4282.67,"endTime":4284.86,"body":"in whatever endeavor it is."},{"speaker":"RYAN MCMAHON","startTime":4284.86,"endTime":4287.65,"body":"But I don't feel"},{"speaker":"RYAN MCMAHON","startTime":4284.86,"endTime":4287.65,"body":"comfortable with just"},{"speaker":"RYAN MCMAHON","startTime":4287.65,"endTime":4289.0,"body":"saying that I'm a leader."},{"speaker":"RYAN MCMAHON","startTime":4289.0,"endTime":4292.24,"body":"But I do think that"},{"speaker":"RYAN MCMAHON","startTime":4289.0,"endTime":4292.24,"body":"I've had opportunities"},{"speaker":"RYAN MCMAHON","startTime":4292.24,"endTime":4296.86,"body":"to exhibit leadership"},{"speaker":"RYAN MCMAHON","startTime":4292.24,"endTime":4296.86,"body":"in the verb active,"},{"speaker":"RYAN MCMAHON","startTime":4296.86,"endTime":4300.1,"body":"as opposed to the"},{"speaker":"RYAN MCMAHON","startTime":4296.86,"endTime":4300.1,"body":"noun definition."},{"speaker":"RYAN MCMAHON","startTime":4300.1,"endTime":4303.37,"body":"And when I don't have the"},{"speaker":"RYAN MCMAHON","startTime":4300.1,"endTime":4303.37,"body":"ability to be the leader,"},{"speaker":"RYAN MCMAHON","startTime":4303.37,"endTime":4309.46,"body":"I'm happy to be in the flock and"},{"speaker":"RYAN MCMAHON","startTime":4303.37,"endTime":4309.46,"body":"help and execute other people's"},{"speaker":"RYAN MCMAHON","startTime":4309.46,"endTime":4310.57,"body":"excellent visions."},{"speaker":"RYAN MCMAHON","startTime":4310.57,"endTime":4311.8,"body":"Sometimes I have them."},{"speaker":"RYAN MCMAHON","startTime":4311.8,"endTime":4312.883,"body":"Sometimes other people do."},{"speaker":"REID HOLZWORTH","startTime":4312.883,"endTime":4314.092,"body":"That's great."},{"speaker":"REID HOLZWORTH","startTime":4314.092,"endTime":4314.71,"body":"That's great."},{"speaker":"REID HOLZWORTH","startTime":4314.71,"endTime":4317.963,"body":"How do you define success?"},{"speaker":"RYAN MCMAHON","startTime":4317.963,"endTime":4318.88,"body":"Oh, man."},{"speaker":"RYAN MCMAHON","startTime":4318.88,"endTime":4320.24,"body":"That's a tough one."},{"speaker":"RYAN MCMAHON","startTime":4320.24,"endTime":4322.06,"body":"I think it's super"},{"speaker":"RYAN MCMAHON","startTime":4320.24,"endTime":4322.06,"body":"context-dependent."},{"speaker":"RYAN MCMAHON","startTime":4322.06,"endTime":4329.53,"body":"Sometimes success is based"},{"speaker":"RYAN MCMAHON","startTime":4322.06,"endTime":4329.53,"body":"on getting policy change."},{"speaker":"RYAN MCMAHON","startTime":4329.53,"endTime":4332.44,"body":"When I first started,"},{"speaker":"RYAN MCMAHON","startTime":4329.53,"endTime":4332.44,"body":"telematics was not"},{"speaker":"RYAN MCMAHON","startTime":4332.44,"endTime":4334.18,"body":"able to be used in New York."},{"speaker":"RYAN MCMAHON","startTime":4334.18,"endTime":4335.59,"body":"Mobile telematics"},{"speaker":"RYAN MCMAHON","startTime":4334.18,"endTime":4335.59,"body":"was not allowed"},{"speaker":"RYAN MCMAHON","startTime":4335.59,"endTime":4337.72,"body":"by the New York State Department"},{"speaker":"RYAN MCMAHON","startTime":4335.59,"endTime":4337.72,"body":"of Financial Services."},{"speaker":"RYAN MCMAHON","startTime":4337.72,"endTime":4339.19,"body":"It wasn't allowed"},{"speaker":"RYAN MCMAHON","startTime":4337.72,"endTime":4339.19,"body":"in Massachusetts."},{"speaker":"RYAN MCMAHON","startTime":4339.19,"endTime":4341.26,"body":"And one of the things"},{"speaker":"RYAN MCMAHON","startTime":4339.19,"endTime":4341.26,"body":"that I personally set out"},{"speaker":"RYAN MCMAHON","startTime":4341.26,"endTime":4342.857,"body":"is I want to make"},{"speaker":"RYAN MCMAHON","startTime":4341.26,"endTime":4342.857,"body":"it so consumers"},{"speaker":"RYAN MCMAHON","startTime":4342.857,"endTime":4344.44,"body":"can choose to opt"},{"speaker":"RYAN MCMAHON","startTime":4342.857,"endTime":4344.44,"body":"into these programs,"},{"speaker":"RYAN MCMAHON","startTime":4344.44,"endTime":4346.25,"body":"and what do I need to do that."},{"speaker":"RYAN MCMAHON","startTime":4346.25,"endTime":4346.84,"body":"We did that."},{"speaker":"RYAN MCMAHON","startTime":4346.84,"endTime":4347.62,"body":"It's awesome."},{"speaker":"RYAN MCMAHON","startTime":4347.62,"endTime":4353.44,"body":"And those type of"},{"speaker":"RYAN MCMAHON","startTime":4347.62,"endTime":4353.44,"body":"opportunities are"},{"speaker":"RYAN MCMAHON","startTime":4353.44,"endTime":4356.2,"body":"obvious right because"},{"speaker":"RYAN MCMAHON","startTime":4353.44,"endTime":4356.2,"body":"there's a clear goal,"},{"speaker":"RYAN MCMAHON","startTime":4356.2,"endTime":4357.16,"body":"and it's a clear win."},{"speaker":"RYAN MCMAHON","startTime":4357.16,"endTime":4359.5,"body":"But sometimes success is--"},{"speaker":"RYAN MCMAHON","startTime":4359.5,"endTime":4363.52,"body":"five years ago, we didn't"},{"speaker":"RYAN MCMAHON","startTime":4359.5,"endTime":4363.52,"body":"publish any research"},{"speaker":"RYAN MCMAHON","startTime":4363.52,"endTime":4366.49,"body":"really at all on the"},{"speaker":"RYAN MCMAHON","startTime":4363.52,"endTime":4366.49,"body":"analysis that we had."},{"speaker":"RYAN MCMAHON","startTime":4366.49,"endTime":4369.85,"body":"And I created the first"},{"speaker":"RYAN MCMAHON","startTime":4366.49,"endTime":4369.85,"body":"distracted driving report"},{"speaker":"RYAN MCMAHON","startTime":4369.85,"endTime":4372.07,"body":"that we built at CMT."},{"speaker":"RYAN MCMAHON","startTime":4372.07,"endTime":4374.86,"body":"And now, we're working on"},{"speaker":"RYAN MCMAHON","startTime":4372.07,"endTime":4374.86,"body":"I think the fifth iteration"},{"speaker":"RYAN MCMAHON","startTime":4374.86,"endTime":4376.69,"body":"at this point."},{"speaker":"RYAN MCMAHON","startTime":4376.69,"endTime":4381.52,"body":"That is now being used by"},{"speaker":"RYAN MCMAHON","startTime":4376.69,"endTime":4381.52,"body":"advocates to get laws changed."},{"speaker":"RYAN MCMAHON","startTime":4381.52,"endTime":4383.5,"body":"It's being used by"},{"speaker":"RYAN MCMAHON","startTime":4381.52,"endTime":4383.5,"body":"Department of Transportation"},{"speaker":"RYAN MCMAHON","startTime":4383.5,"endTime":4387.1,"body":"to assess the success"},{"speaker":"RYAN MCMAHON","startTime":4383.5,"endTime":4387.1,"body":"of their ability."},{"speaker":"RYAN MCMAHON","startTime":4387.1,"endTime":4389.35,"body":"That to me--"},{"speaker":"RYAN MCMAHON","startTime":4389.35,"endTime":4392.2,"body":"I'm using the"},{"speaker":"RYAN MCMAHON","startTime":4389.35,"endTime":4392.2,"body":"definition in my answer."},{"speaker":"RYAN MCMAHON","startTime":4392.2,"endTime":4396.85,"body":"But some stuff is so long-tailed"},{"speaker":"RYAN MCMAHON","startTime":4392.2,"endTime":4396.85,"body":"that it's very clear,"},{"speaker":"RYAN MCMAHON","startTime":4396.85,"endTime":4400.84,"body":"that it's hard to lose a little"},{"speaker":"RYAN MCMAHON","startTime":4396.85,"endTime":4400.84,"body":"bit of the initial piece,"},{"speaker":"RYAN MCMAHON","startTime":4400.84,"endTime":4403.617,"body":"but success is contextual--"},{"speaker":"RYAN MCMAHON","startTime":4403.617,"endTime":4405.7,"body":"what are you trying to"},{"speaker":"RYAN MCMAHON","startTime":4403.617,"endTime":4405.7,"body":"accomplish in a given time?"},{"speaker":"RYAN MCMAHON","startTime":4405.7,"endTime":4410.26,"body":"And sometimes success means"},{"speaker":"RYAN MCMAHON","startTime":4405.7,"endTime":4410.26,"body":"just an iterative tiny step"},{"speaker":"RYAN MCMAHON","startTime":4410.26,"endTime":4411.22,"body":"on getting there."},{"speaker":"RYAN MCMAHON","startTime":4411.22,"endTime":4415.54,"body":"And some people get way"},{"speaker":"RYAN MCMAHON","startTime":4411.22,"endTime":4415.54,"body":"too lost at the end goal."},{"speaker":"RYAN MCMAHON","startTime":4415.54,"endTime":4418.07,"body":"And it is very hard to"},{"speaker":"RYAN MCMAHON","startTime":4415.54,"endTime":4418.07,"body":"get to the end goal."},{"speaker":"RYAN MCMAHON","startTime":4418.07,"endTime":4420.41,"body":"If you're trying"},{"speaker":"RYAN MCMAHON","startTime":4418.07,"endTime":4420.41,"body":"to lose 20 pounds,"},{"speaker":"RYAN MCMAHON","startTime":4420.41,"endTime":4424.61,"body":"1 pound is fricking cause"},{"speaker":"RYAN MCMAHON","startTime":4420.41,"endTime":4424.61,"body":"for celebration and success."},{"speaker":"RYAN MCMAHON","startTime":4424.61,"endTime":4426.74,"body":"You just have to"},{"speaker":"RYAN MCMAHON","startTime":4424.61,"endTime":4426.74,"body":"start somewhere."},{"speaker":"RYAN MCMAHON","startTime":4426.74,"endTime":4429.71,"body":"And the biggest thing, the"},{"speaker":"RYAN MCMAHON","startTime":4426.74,"endTime":4429.71,"body":"hardest thing to do, I think,"},{"speaker":"RYAN MCMAHON","startTime":4429.71,"endTime":4432.92,"body":"in life is to start on"},{"speaker":"RYAN MCMAHON","startTime":4429.71,"endTime":4432.92,"body":"big challenging things."},{"speaker":"RYAN MCMAHON","startTime":4432.92,"endTime":4435.35,"body":"But man, I hate"},{"speaker":"RYAN MCMAHON","startTime":4432.92,"endTime":4435.35,"body":"working on small stuff."},{"speaker":"RYAN MCMAHON","startTime":4435.35,"endTime":4438.41,"body":"I just don't-- I only want"},{"speaker":"RYAN MCMAHON","startTime":4435.35,"endTime":4438.41,"body":"to work on big things."},{"speaker":"RYAN MCMAHON","startTime":4438.41,"endTime":4442.43,"body":"And Bill Bowers is the"},{"speaker":"RYAN MCMAHON","startTime":4438.41,"endTime":4442.43,"body":"CMT CEO and co-founder."},{"speaker":"RYAN MCMAHON","startTime":4442.43,"endTime":4445.43,"body":"He's like, don't play small"},{"speaker":"RYAN MCMAHON","startTime":4442.43,"endTime":4445.43,"body":"so that others can play big."},{"speaker":"RYAN MCMAHON","startTime":4445.43,"endTime":4447.92,"body":"He's like, work on big"},{"speaker":"RYAN MCMAHON","startTime":4445.43,"endTime":4447.92,"body":"things, impactful things."},{"speaker":"RYAN MCMAHON","startTime":4447.92,"endTime":4450.86,"body":"And he has done"},{"speaker":"RYAN MCMAHON","startTime":4447.92,"endTime":4450.86,"body":"amazing work of getting"},{"speaker":"RYAN MCMAHON","startTime":4450.86,"endTime":4455.6,"body":"a company from this research"},{"speaker":"RYAN MCMAHON","startTime":4450.86,"endTime":4455.6,"body":"idea and awesome technology"},{"speaker":"RYAN MCMAHON","startTime":4455.6,"endTime":4457.91,"body":"to the point now that he"},{"speaker":"RYAN MCMAHON","startTime":4455.6,"endTime":4457.91,"body":"created an entire industry."},{"speaker":"RYAN MCMAHON","startTime":4457.91,"endTime":4459.53,"body":"That is success."},{"speaker":"RYAN MCMAHON","startTime":4459.53,"endTime":4461.33,"body":"For me, it's big stuff."},{"speaker":"RYAN MCMAHON","startTime":4461.33,"endTime":4464.66,"body":"And it doesn't mean big stuff"},{"speaker":"RYAN MCMAHON","startTime":4461.33,"endTime":4464.66,"body":"just to swing for home runs."},{"speaker":"RYAN MCMAHON","startTime":4464.66,"endTime":4467.3,"body":"Sometimes big means just"},{"speaker":"RYAN MCMAHON","startTime":4464.66,"endTime":4467.3,"body":"getting around the bases"},{"speaker":"RYAN MCMAHON","startTime":4467.3,"endTime":4468.44,"body":"and scoring a run."},{"speaker":"RYAN MCMAHON","startTime":4468.44,"endTime":4470.84,"body":"And the process is"},{"speaker":"RYAN MCMAHON","startTime":4468.44,"endTime":4470.84,"body":"just getting on base."},{"speaker":"RYAN MCMAHON","startTime":4470.84,"endTime":4473.268,"body":"So man, it's contextual,"},{"speaker":"REID HOLZWORTH","startTime":4473.268,"endTime":4474.56,"body":"That's awesome."},{"speaker":"REID HOLZWORTH","startTime":4474.56,"endTime":4476.54,"body":"What a great answer."},{"speaker":"REID HOLZWORTH","startTime":4476.54,"endTime":4478.78,"body":"How do you give back?"},{"speaker":"RYAN MCMAHON","startTime":4478.78,"endTime":4481.12,"body":"Well, one"},{"speaker":"RYAN MCMAHON","startTime":4478.78,"endTime":4481.12,"body":"of the biggest things"},{"speaker":"RYAN MCMAHON","startTime":4481.12,"endTime":4484.93,"body":"that I've focused on is"},{"speaker":"RYAN MCMAHON","startTime":4481.12,"endTime":4484.93,"body":"one of the hardest things."},{"speaker":"RYAN MCMAHON","startTime":4484.93,"endTime":4488.02,"body":"I work a lot with"},{"speaker":"RYAN MCMAHON","startTime":4484.93,"endTime":4488.02,"body":"advocates that have lost"},{"speaker":"RYAN MCMAHON","startTime":4488.02,"endTime":4490.33,"body":"loved ones from road crashes."},{"speaker":"RYAN MCMAHON","startTime":4490.33,"endTime":4494.2,"body":"And I have spent a lot"},{"speaker":"RYAN MCMAHON","startTime":4490.33,"endTime":4494.2,"body":"of time with individuals"},{"speaker":"RYAN MCMAHON","startTime":4494.2,"endTime":4497.86,"body":"that are making a big"},{"speaker":"RYAN MCMAHON","startTime":4494.2,"endTime":4497.86,"body":"impact in changing"},{"speaker":"RYAN MCMAHON","startTime":4497.86,"endTime":4500.36,"body":"laws that are much bigger"},{"speaker":"RYAN MCMAHON","startTime":4497.86,"endTime":4500.36,"body":"than the insurance industry."},{"speaker":"RYAN MCMAHON","startTime":4500.36,"endTime":4502.78,"body":"If they can actually"},{"speaker":"RYAN MCMAHON","startTime":4500.36,"endTime":4502.78,"body":"make roads safer"},{"speaker":"RYAN MCMAHON","startTime":4502.78,"endTime":4505.69,"body":"for every single person"},{"speaker":"RYAN MCMAHON","startTime":4502.78,"endTime":4505.69,"body":"with the stroke of a pen,"},{"speaker":"RYAN MCMAHON","startTime":4505.69,"endTime":4507.7,"body":"like what happened in"},{"speaker":"RYAN MCMAHON","startTime":4505.69,"endTime":4507.7,"body":"Michigan last year,"},{"speaker":"RYAN MCMAHON","startTime":4507.7,"endTime":4510.26,"body":"and in Ohio, and in"},{"speaker":"RYAN MCMAHON","startTime":4507.7,"endTime":4510.26,"body":"Alabama, and Missouri--"},{"speaker":"REID HOLZWORTH","startTime":4510.26,"endTime":4511.51,"body":"What happened?"},{"speaker":"RYAN MCMAHON","startTime":4511.51,"endTime":4513.093,"body":"--these"},{"speaker":"RYAN MCMAHON","startTime":4511.51,"endTime":4513.093,"body":"are huge issues."},{"speaker":"RYAN MCMAHON","startTime":4513.093,"endTime":4514.3,"body":"They passed Hands-Free laws."},{"speaker":"RYAN MCMAHON","startTime":4514.3,"endTime":4516.52,"body":"And we know that"},{"speaker":"RYAN MCMAHON","startTime":4514.3,"endTime":4516.52,"body":"passing Hands-Free laws,"},{"speaker":"RYAN MCMAHON","startTime":4516.52,"endTime":4518.11,"body":"while they're not"},{"speaker":"RYAN MCMAHON","startTime":4516.52,"endTime":4518.11,"body":"the silver bullet--"},{"speaker":"REID HOLZWORTH","startTime":4518.11,"endTime":4519.54,"body":"What's"},{"speaker":"REID HOLZWORTH","startTime":4518.11,"endTime":4519.54,"body":"the Hands-Free law?"},{"speaker":"REID HOLZWORTH","startTime":4519.54,"endTime":4520.15,"body":"What does that mean?"},{"speaker":"RYAN MCMAHON","startTime":4520.15,"endTime":4522.442,"body":"You can't use"},{"speaker":"RYAN MCMAHON","startTime":4520.15,"endTime":4522.442,"body":"your phone while you drive."},{"speaker":"RYAN MCMAHON","startTime":4522.442,"endTime":4525.94,"body":"So if you have a phone in"},{"speaker":"RYAN MCMAHON","startTime":4522.442,"endTime":4525.94,"body":"your hand while you drive,"},{"speaker":"RYAN MCMAHON","startTime":4525.94,"endTime":4531.46,"body":"depending on the state,"},{"speaker":"RYAN MCMAHON","startTime":4525.94,"endTime":4531.46,"body":"it's a primary offense,"},{"speaker":"RYAN MCMAHON","startTime":4531.46,"endTime":4533.41,"body":"like not wearing your"},{"speaker":"RYAN MCMAHON","startTime":4531.46,"endTime":4533.41,"body":"seat belt or speeding,"},{"speaker":"RYAN MCMAHON","startTime":4533.41,"endTime":4535.03,"body":"and they can pull"},{"speaker":"RYAN MCMAHON","startTime":4533.41,"endTime":4535.03,"body":"you over for it."},{"speaker":"RYAN MCMAHON","startTime":4535.03,"endTime":4537.98,"body":"And you just need"},{"speaker":"RYAN MCMAHON","startTime":4535.03,"endTime":4537.98,"body":"that law so then you"},{"speaker":"RYAN MCMAHON","startTime":4537.98,"endTime":4539.6,"body":"can start communicating"},{"speaker":"RYAN MCMAHON","startTime":4537.98,"endTime":4539.6,"body":"to the public"},{"speaker":"RYAN MCMAHON","startTime":4539.6,"endTime":4541.26,"body":"and you can start"},{"speaker":"RYAN MCMAHON","startTime":4539.6,"endTime":4541.26,"body":"talking to them."},{"speaker":"RYAN MCMAHON","startTime":4541.26,"endTime":4544.34,"body":"So these laws don't do anything"},{"speaker":"RYAN MCMAHON","startTime":4541.26,"endTime":4544.34,"body":"from a business perspective."},{"speaker":"RYAN MCMAHON","startTime":4544.34,"endTime":4547.67,"body":"It's not a"},{"speaker":"RYAN MCMAHON","startTime":4544.34,"endTime":4547.67,"body":"CMT-related component."},{"speaker":"RYAN MCMAHON","startTime":4547.67,"endTime":4553.61,"body":"But it means a tremendous amount"},{"speaker":"RYAN MCMAHON","startTime":4547.67,"endTime":4553.61,"body":"to work with the people that"},{"speaker":"RYAN MCMAHON","startTime":4553.61,"endTime":4556.67,"body":"are actually--"},{"speaker":"RYAN MCMAHON","startTime":4556.67,"endTime":4561.53,"body":"they've been unfortunately"},{"speaker":"RYAN MCMAHON","startTime":4556.67,"endTime":4561.53,"body":"and irrevocably impacted"},{"speaker":"RYAN MCMAHON","startTime":4561.53,"endTime":4563.3,"body":"by these scenarios."},{"speaker":"RYAN MCMAHON","startTime":4563.3,"endTime":4566.69,"body":"And from a personal"},{"speaker":"RYAN MCMAHON","startTime":4563.3,"endTime":4566.69,"body":"perspective, I've seen it."},{"speaker":"RYAN MCMAHON","startTime":4566.69,"endTime":4570.47,"body":"I've seen it from a lot"},{"speaker":"RYAN MCMAHON","startTime":4566.69,"endTime":4570.47,"body":"of different angles."},{"speaker":"RYAN MCMAHON","startTime":4570.47,"endTime":4573.42,"body":"And if I personally can"},{"speaker":"RYAN MCMAHON","startTime":4570.47,"endTime":4573.42,"body":"make a difference on it,"},{"speaker":"RYAN MCMAHON","startTime":4573.42,"endTime":4577.73,"body":"I absolutely, absolutely"},{"speaker":"RYAN MCMAHON","startTime":4573.42,"endTime":4577.73,"body":"feel obligated to do it."},{"speaker":"RYAN MCMAHON","startTime":4577.73,"endTime":4580.01,"body":"So it's not even something"},{"speaker":"RYAN MCMAHON","startTime":4577.73,"endTime":4580.01,"body":"that's I'm giving back."},{"speaker":"RYAN MCMAHON","startTime":4580.01,"endTime":4581.39,"body":"This is obvious."},{"speaker":"RYAN MCMAHON","startTime":4581.39,"endTime":4585.02,"body":"It's a compulsion"},{"speaker":"RYAN MCMAHON","startTime":4581.39,"endTime":4585.02,"body":"that needs to happen."},{"speaker":"RYAN MCMAHON","startTime":4585.02,"endTime":4587.742,"body":"So that's, I would say,"},{"speaker":"RYAN MCMAHON","startTime":4585.02,"endTime":4587.742,"body":"probably the biggest thing."},{"speaker":"REID HOLZWORTH","startTime":4587.742,"endTime":4588.95,"body":"That's great."},{"speaker":"REID HOLZWORTH","startTime":4588.95,"endTime":4589.97,"body":"And that's big, man."},{"speaker":"REID HOLZWORTH","startTime":4589.97,"endTime":4591.0,"body":"That's really big."},{"speaker":"REID HOLZWORTH","startTime":4591.0,"endTime":4592.95,"body":"And that's impacting"},{"speaker":"REID HOLZWORTH","startTime":4591.0,"endTime":4592.95,"body":"a lot, a lot of lives."},{"speaker":"REID HOLZWORTH","startTime":4592.95,"endTime":4594.21,"body":"That's really, really cool."},{"speaker":"REID HOLZWORTH","startTime":4594.21,"endTime":4595.2,"body":"It's really cool."},{"speaker":"REID HOLZWORTH","startTime":4595.2,"endTime":4597.69,"body":"So what do you do for fun, Ryan?"},{"speaker":"RYAN MCMAHON","startTime":4597.69,"endTime":4599.66,"body":"Well,"},{"speaker":"RYAN MCMAHON","startTime":4597.69,"endTime":4599.66,"body":"I just turned 40."},{"speaker":"RYAN MCMAHON","startTime":4599.66,"endTime":4604.64,"body":"And my 40th birthday, I went"},{"speaker":"RYAN MCMAHON","startTime":4599.66,"endTime":4604.64,"body":"back country snowboarding,"},{"speaker":"RYAN MCMAHON","startTime":4604.64,"endTime":4607.59,"body":"and it was awesome."},{"speaker":"RYAN MCMAHON","startTime":4607.59,"endTime":4608.84,"body":"I was in British Columbia."},{"speaker":"RYAN MCMAHON","startTime":4608.84,"endTime":4611.6,"body":"And I've got a group"},{"speaker":"RYAN MCMAHON","startTime":4608.84,"endTime":4611.6,"body":"of people around me"},{"speaker":"RYAN MCMAHON","startTime":4611.6,"endTime":4616.54,"body":"that I've been able to do a lot"},{"speaker":"RYAN MCMAHON","startTime":4611.6,"endTime":4616.54,"body":"of really cool stuff like that."},{"speaker":"RYAN MCMAHON","startTime":4616.54,"endTime":4618.98,"body":"And these are people that"},{"speaker":"RYAN MCMAHON","startTime":4616.54,"endTime":4618.98,"body":"I've known from the insurance"},{"speaker":"RYAN MCMAHON","startTime":4618.98,"endTime":4620.16,"body":"industry from forever."},{"speaker":"RYAN MCMAHON","startTime":4620.16,"endTime":4624.26,"body":"So the connection back"},{"speaker":"RYAN MCMAHON","startTime":4620.16,"endTime":4624.26,"body":"to those early days"},{"speaker":"RYAN MCMAHON","startTime":4624.26,"endTime":4628.13,"body":"of forming those friendships"},{"speaker":"RYAN MCMAHON","startTime":4624.26,"endTime":4628.13,"body":"have stayed with me."},{"speaker":"RYAN MCMAHON","startTime":4628.13,"endTime":4631.34,"body":"So I had people that were"},{"speaker":"RYAN MCMAHON","startTime":4628.13,"endTime":4631.34,"body":"in my and other rotation"},{"speaker":"RYAN MCMAHON","startTime":4631.34,"endTime":4637.49,"body":"classes with me 18 years"},{"speaker":"RYAN MCMAHON","startTime":4631.34,"endTime":4637.49,"body":"later, or whatever it is."},{"speaker":"RYAN MCMAHON","startTime":4637.49,"endTime":4638.99,"body":"So that's fun."},{"speaker":"RYAN MCMAHON","startTime":4638.99,"endTime":4640.46,"body":"And I love outside, man."},{"speaker":"RYAN MCMAHON","startTime":4640.46,"endTime":4644.01,"body":"I love getting outside"},{"speaker":"RYAN MCMAHON","startTime":4640.46,"endTime":4644.01,"body":"as much as possible."},{"speaker":"RYAN MCMAHON","startTime":4644.01,"endTime":4648.26,"body":"And I realized that there"},{"speaker":"RYAN MCMAHON","startTime":4644.01,"endTime":4648.26,"body":"was a period of my life"},{"speaker":"RYAN MCMAHON","startTime":4648.26,"endTime":4649.55,"body":"that I was just--"},{"speaker":"RYAN MCMAHON","startTime":4649.55,"endTime":4652.1,"body":"this sounds-- if I heard"},{"speaker":"RYAN MCMAHON","startTime":4649.55,"endTime":4652.1,"body":"this from someone else,"},{"speaker":"RYAN MCMAHON","startTime":4652.1,"endTime":4653.22,"body":"I would cringe."},{"speaker":"RYAN MCMAHON","startTime":4653.22,"endTime":4654.8,"body":"But I was literally"},{"speaker":"RYAN MCMAHON","startTime":4653.22,"endTime":4654.8,"body":"just working."},{"speaker":"RYAN MCMAHON","startTime":4654.8,"endTime":4655.64,"body":"I didn't play golf."},{"speaker":"RYAN MCMAHON","startTime":4655.64,"endTime":4656.515,"body":"I didn't do anything."},{"speaker":"RYAN MCMAHON","startTime":4656.515,"endTime":4660.38,"body":"I spent no time"},{"speaker":"RYAN MCMAHON","startTime":4656.515,"endTime":4660.38,"body":"engaged in things"},{"speaker":"RYAN MCMAHON","startTime":4660.38,"endTime":4664.07,"body":"that were for fun, that just"},{"speaker":"RYAN MCMAHON","startTime":4660.38,"endTime":4664.07,"body":"purely for fun and just for me."},{"speaker":"RYAN MCMAHON","startTime":4664.07,"endTime":4666.59,"body":"And I've been able to do"},{"speaker":"RYAN MCMAHON","startTime":4664.07,"endTime":4666.59,"body":"that a little bit more"},{"speaker":"RYAN MCMAHON","startTime":4666.59,"endTime":4668.39,"body":"in the last few months."},{"speaker":"RYAN MCMAHON","startTime":4668.39,"endTime":4671.9,"body":"And it's hard because when"},{"speaker":"RYAN MCMAHON","startTime":4668.39,"endTime":4671.9,"body":"you're at a super fast growing"},{"speaker":"RYAN MCMAHON","startTime":4671.9,"endTime":4674.81,"body":"company, it is really hard to--"},{"speaker":"RYAN MCMAHON","startTime":4674.81,"endTime":4677.27,"body":"if you are a motivated"},{"speaker":"RYAN MCMAHON","startTime":4674.81,"endTime":4677.27,"body":"person and you think about"},{"speaker":"RYAN MCMAHON","startTime":4677.27,"endTime":4679.34,"body":"work in the shower,"},{"speaker":"RYAN MCMAHON","startTime":4677.27,"endTime":4679.34,"body":"it's really hard"},{"speaker":"RYAN MCMAHON","startTime":4679.34,"endTime":4683.688,"body":"to not just do that one extra"},{"speaker":"RYAN MCMAHON","startTime":4679.34,"endTime":4683.688,"body":"thing and put that trip off"},{"speaker":"RYAN MCMAHON","startTime":4683.688,"endTime":4685.73,"body":"because you might have a"},{"speaker":"RYAN MCMAHON","startTime":4683.688,"endTime":4685.73,"body":"work thing that pops up."},{"speaker":"RYAN MCMAHON","startTime":4685.73,"endTime":4688.85,"body":"And that's been a"},{"speaker":"RYAN MCMAHON","startTime":4685.73,"endTime":4688.85,"body":"big part of my life,"},{"speaker":"RYAN MCMAHON","startTime":4688.85,"endTime":4692.6,"body":"and I'm really happy"},{"speaker":"RYAN MCMAHON","startTime":4688.85,"endTime":4692.6,"body":"for that, but also"},{"speaker":"RYAN MCMAHON","startTime":4692.6,"endTime":4697.52,"body":"realize that life is somewhat"},{"speaker":"RYAN MCMAHON","startTime":4692.6,"endTime":4697.52,"body":"an hourglass, and at some point"},{"speaker":"RYAN MCMAHON","startTime":4697.52,"endTime":4698.9,"body":"the sand just stops."},{"speaker":"RYAN MCMAHON","startTime":4698.9,"endTime":4703.275,"body":"And if you over-index on"},{"speaker":"RYAN MCMAHON","startTime":4698.9,"endTime":4703.275,"body":"any one part of your life,"},{"speaker":"RYAN MCMAHON","startTime":4703.275,"endTime":4705.65,"body":"it's going to make you feel"},{"speaker":"RYAN MCMAHON","startTime":4703.275,"endTime":4705.65,"body":"with a whole bunch of regrets"},{"speaker":"RYAN MCMAHON","startTime":4705.65,"endTime":4706.563,"body":"at some point."},{"speaker":"RYAN MCMAHON","startTime":4706.563,"endTime":4708.98,"body":"Maybe, you won't even be able"},{"speaker":"RYAN MCMAHON","startTime":4706.563,"endTime":4708.98,"body":"to think about those regrets"},{"speaker":"RYAN MCMAHON","startTime":4708.98,"endTime":4710.938,"body":"because you don't even"},{"speaker":"RYAN MCMAHON","startTime":4708.98,"endTime":4710.938,"body":"have the opportunity to."},{"speaker":"RYAN MCMAHON","startTime":4710.938,"endTime":4712.73,"body":"So I think it's important."},{"speaker":"REID HOLZWORTH","startTime":4712.73,"endTime":4713.63,"body":"Wow."},{"speaker":"REID HOLZWORTH","startTime":4713.63,"endTime":4714.68,"body":"That's great."},{"speaker":"REID HOLZWORTH","startTime":4714.68,"endTime":4715.43,"body":"That's great."},{"speaker":"REID HOLZWORTH","startTime":4715.43,"endTime":4718.28,"body":"If you had unlimited"},{"speaker":"REID HOLZWORTH","startTime":4715.43,"endTime":4718.28,"body":"time, what would you do?"},{"speaker":"RYAN MCMAHON","startTime":4720.293,"endTime":4722.71,"body":"Do I also have"},{"speaker":"RYAN MCMAHON","startTime":4720.293,"endTime":4722.71,"body":"unlimited money in that case?"},{"speaker":"REID HOLZWORTH","startTime":4722.71,"endTime":4725.243,"body":"Yeah, sure."},{"speaker":"RYAN MCMAHON","startTime":4725.243,"endTime":4726.66,"body":"Truth, I don't know."},{"speaker":"RYAN MCMAHON","startTime":4726.66,"endTime":4727.56,"body":"I think I would--"},{"speaker":"REID HOLZWORTH","startTime":4727.56,"endTime":4728.52,"body":"I"},{"speaker":"REID HOLZWORTH","startTime":4727.56,"endTime":4728.52,"body":"ask these questions."},{"speaker":"REID HOLZWORTH","startTime":4728.52,"endTime":4730.228,"body":"I don't even know the"},{"speaker":"REID HOLZWORTH","startTime":4728.52,"endTime":4730.228,"body":"answer to that one."},{"speaker":"RYAN MCMAHON","startTime":4730.228,"endTime":4732.66,"body":"Yeah,"},{"speaker":"RYAN MCMAHON","startTime":4730.228,"endTime":4732.66,"body":"I don't know, man."},{"speaker":"RYAN MCMAHON","startTime":4732.66,"endTime":4735.72,"body":"I'd probably build"},{"speaker":"RYAN MCMAHON","startTime":4732.66,"endTime":4735.72,"body":"something super cool."},{"speaker":"RYAN MCMAHON","startTime":4735.72,"endTime":4737.4,"body":"I'd build something."},{"speaker":"RYAN MCMAHON","startTime":4737.4,"endTime":4739.5,"body":"I'd probably become--"},{"speaker":"RYAN MCMAHON","startTime":4739.5,"endTime":4741.75,"body":"I'd probably just"},{"speaker":"RYAN MCMAHON","startTime":4739.5,"endTime":4741.75,"body":"make music, I think."},{"speaker":"RYAN MCMAHON","startTime":4741.75,"endTime":4743.7,"body":"I would learn how"},{"speaker":"RYAN MCMAHON","startTime":4741.75,"endTime":4743.7,"body":"to produce music,"},{"speaker":"RYAN MCMAHON","startTime":4743.7,"endTime":4746.07,"body":"and I would just be a"},{"speaker":"RYAN MCMAHON","startTime":4743.7,"endTime":4746.07,"body":"music producer, I think,"},{"speaker":"RYAN MCMAHON","startTime":4746.07,"endTime":4747.7,"body":"because I love music."},{"speaker":"RYAN MCMAHON","startTime":4747.7,"endTime":4749.645,"body":"I think that's exactly"},{"speaker":"RYAN MCMAHON","startTime":4747.7,"endTime":4749.645,"body":"what I would do."},{"speaker":"REID HOLZWORTH","startTime":4749.645,"endTime":4751.02,"body":"That's very cool."},{"speaker":"REID HOLZWORTH","startTime":4751.02,"endTime":4752.97,"body":"Last question, what's"},{"speaker":"REID HOLZWORTH","startTime":4751.02,"endTime":4752.97,"body":"your drink of choice?"},{"speaker":"RYAN MCMAHON","startTime":4756.84,"endTime":4760.57,"body":"Boy, tequila soda."},{"speaker":"RYAN MCMAHON","startTime":4760.57,"endTime":4766.33,"body":"I think tequila soda is-- it's"},{"speaker":"RYAN MCMAHON","startTime":4760.57,"endTime":4766.33,"body":"my number one go-to standby."},{"speaker":"RYAN MCMAHON","startTime":4766.33,"endTime":4767.44,"body":"Yeah."},{"speaker":"RYAN MCMAHON","startTime":4767.44,"endTime":4772.617,"body":"Casamigos, Blanco, soda,"},{"speaker":"RYAN MCMAHON","startTime":4767.44,"endTime":4772.617,"body":"ice, a little bit of lime."},{"speaker":"REID HOLZWORTH","startTime":4772.617,"endTime":4774.2,"body":"Ooh,"},{"speaker":"REID HOLZWORTH","startTime":4772.617,"endTime":4774.2,"body":"that sounds good."},{"speaker":"REID HOLZWORTH","startTime":4774.2,"endTime":4775.63,"body":"That sounds good"},{"speaker":"REID HOLZWORTH","startTime":4774.2,"endTime":4775.63,"body":"right about now."},{"speaker":"REID HOLZWORTH","startTime":4775.63,"endTime":4778.96,"body":"Well, hey, man, this was great,"},{"speaker":"REID HOLZWORTH","startTime":4775.63,"endTime":4778.96,"body":"fascinating stuff, Ryan--"},{"speaker":"REID HOLZWORTH","startTime":4778.96,"endTime":4780.133,"body":"really, really cool."},{"speaker":"REID HOLZWORTH","startTime":4780.133,"endTime":4782.05,"body":"I want to thank you so"},{"speaker":"REID HOLZWORTH","startTime":4780.133,"endTime":4782.05,"body":"much for joining, Ryan."},{"speaker":"REID HOLZWORTH","startTime":4782.05,"endTime":4784.03,"body":"It was really, really good."},{"speaker":"RYAN MCMAHON","startTime":4784.03,"endTime":4786.22,"body":"Thank you, Reid."},{"speaker":"RYAN MCMAHON","startTime":4786.22,"endTime":4788.22,"body":"I've done a fair"},{"speaker":"RYAN MCMAHON","startTime":4786.22,"endTime":4788.22,"body":"number of podcasts."},{"speaker":"RYAN MCMAHON","startTime":4788.22,"endTime":4790.22,"body":"I don't think I've ever"},{"speaker":"RYAN MCMAHON","startTime":4788.22,"endTime":4790.22,"body":"talked about this stuff."},{"speaker":"RYAN MCMAHON","startTime":4790.22,"endTime":4793.9,"body":"So I appreciate the opportunity"},{"speaker":"RYAN MCMAHON","startTime":4790.22,"endTime":4793.9,"body":"to get a little bit into it."},{"speaker":"RYAN MCMAHON","startTime":4793.9,"endTime":4797.72,"body":"And really, let's solve the"},{"speaker":"RYAN MCMAHON","startTime":4793.9,"endTime":4797.72,"body":"independent agency distribution"},{"speaker":"RYAN MCMAHON","startTime":4797.72,"endTime":4798.22,"body":"thing."},{"speaker":"RYAN MCMAHON","startTime":4798.22,"endTime":4799.96,"body":"Can we do that at some point?"},{"speaker":"RYAN MCMAHON","startTime":4799.96,"endTime":4801.22,"body":"Because that is to me--"},{"speaker":"RYAN MCMAHON","startTime":4801.22,"endTime":4803.59,"body":"there are a lot of good"},{"speaker":"RYAN MCMAHON","startTime":4801.22,"endTime":4803.59,"body":"people out there that"},{"speaker":"RYAN MCMAHON","startTime":4803.59,"endTime":4805.84,"body":"are in that space--"},{"speaker":"RYAN MCMAHON","startTime":4803.59,"endTime":4805.84,"body":"like yourself-- maybe,"},{"speaker":"RYAN MCMAHON","startTime":4805.84,"endTime":4807.46,"body":"just not knowing"},{"speaker":"RYAN MCMAHON","startTime":4805.84,"endTime":4807.46,"body":"about this stuff."},{"speaker":"RYAN MCMAHON","startTime":4807.46,"endTime":4809.252,"body":"So maybe that's a step,"},{"speaker":"RYAN MCMAHON","startTime":4807.46,"endTime":4809.252,"body":"too, at some point."},{"speaker":"REID HOLZWORTH","startTime":4809.252,"endTime":4811.043,"body":"Starts"},{"speaker":"REID HOLZWORTH","startTime":4809.252,"endTime":4811.043,"body":"with education, man."},{"speaker":"REID HOLZWORTH","startTime":4811.043,"endTime":4813.748,"body":"And I think a lot of people are"},{"speaker":"REID HOLZWORTH","startTime":4811.043,"endTime":4813.748,"body":"going to get a lot out of this."},{"speaker":"REID HOLZWORTH","startTime":4813.748,"endTime":4815.29,"body":"It was a big education"},{"speaker":"REID HOLZWORTH","startTime":4813.748,"endTime":4815.29,"body":"for me, and it"},{"speaker":"REID HOLZWORTH","startTime":4815.29,"endTime":4816.802,"body":"will be for many, many others."},{"speaker":"REID HOLZWORTH","startTime":4816.802,"endTime":4817.51,"body":"It's really cool."},{"speaker":"RYAN MCMAHON","startTime":4817.51,"endTime":4817.82,"body":"Appreciate it."},{"speaker":"REID HOLZWORTH","startTime":4817.82,"endTime":4820.25,"body":"Especially"},{"speaker":"REID HOLZWORTH","startTime":4817.82,"endTime":4820.25,"body":"now, even for the consumers,"},{"speaker":"REID HOLZWORTH","startTime":4820.25,"endTime":4824.24,"body":"when everybody's just bitching"},{"speaker":"REID HOLZWORTH","startTime":4820.25,"endTime":4824.24,"body":"about premiums and whatnot,"},{"speaker":"REID HOLZWORTH","startTime":4824.24,"endTime":4827.75,"body":"it's, here you go."},{"speaker":"RYAN MCMAHON","startTime":4827.75,"endTime":4832.76,"body":"Listen, the"},{"speaker":"RYAN MCMAHON","startTime":4827.75,"endTime":4832.76,"body":"consumer price index was at 3.1,"},{"speaker":"RYAN MCMAHON","startTime":4832.76,"endTime":4835.04,"body":"I think, last month and"},{"speaker":"RYAN MCMAHON","startTime":4832.76,"endTime":4835.04,"body":"right around the same thing."},{"speaker":"RYAN MCMAHON","startTime":4835.04,"endTime":4839.81,"body":"Half of a point from"},{"speaker":"RYAN MCMAHON","startTime":4835.04,"endTime":4839.81,"body":"that was insurance price"},{"speaker":"RYAN MCMAHON","startTime":4839.81,"endTime":4843.77,"body":"that went up 20% in the month"},{"speaker":"RYAN MCMAHON","startTime":4839.81,"endTime":4843.77,"body":"of January and in December."},{"speaker":"RYAN MCMAHON","startTime":4843.77,"endTime":4845.6,"body":"So you could actually"},{"speaker":"RYAN MCMAHON","startTime":4843.77,"endTime":4845.6,"body":"make the argument"},{"speaker":"RYAN MCMAHON","startTime":4845.6,"endTime":4847.37,"body":"that if insurance"},{"speaker":"RYAN MCMAHON","startTime":4845.6,"endTime":4847.37,"body":"prices weren't worth"},{"speaker":"RYAN MCMAHON","startTime":4847.37,"endTime":4850.85,"body":"they were, if roads were safer,"},{"speaker":"RYAN MCMAHON","startTime":4847.37,"endTime":4850.85,"body":"then mortgage rates would"},{"speaker":"RYAN MCMAHON","startTime":4850.85,"endTime":4851.7,"body":"be cheaper."},{"speaker":"RYAN MCMAHON","startTime":4851.7,"endTime":4854.66,"body":"So we need to get on this"},{"speaker":"RYAN MCMAHON","startTime":4851.7,"endTime":4854.66,"body":"because insurance is now"},{"speaker":"RYAN MCMAHON","startTime":4854.66,"endTime":4855.95,"body":"affecting so many people."},{"speaker":"RYAN MCMAHON","startTime":4855.95,"endTime":4860.24,"body":"And it's going to take a minute"},{"speaker":"RYAN MCMAHON","startTime":4855.95,"endTime":4860.24,"body":"for it to calm the waters."},{"speaker":"RYAN MCMAHON","startTime":4860.24,"endTime":4861.8,"body":"So the only thing"},{"speaker":"RYAN MCMAHON","startTime":4860.24,"endTime":4861.8,"body":"that's available"},{"speaker":"RYAN MCMAHON","startTime":4861.8,"endTime":4864.14,"body":"is you get control"},{"speaker":"RYAN MCMAHON","startTime":4861.8,"endTime":4864.14,"body":"of your premium."},{"speaker":"RYAN MCMAHON","startTime":4864.14,"endTime":4865.437,"body":"That's it."},{"speaker":"REID HOLZWORTH","startTime":4865.437,"endTime":4866.77,"body":"It's great, man."},{"speaker":"REID HOLZWORTH","startTime":4866.77,"endTime":4867.75,"body":"Thanks again, dude."},{"speaker":"REID HOLZWORTH","startTime":4867.75,"endTime":4868.48,"body":"It's good stuff."},{"speaker":"RYAN MCMAHON","startTime":4868.48,"endTime":4870.027,"body":"Appreciate it."},{"speaker":"REID HOLZWORTH","startTime":4870.027,"endTime":4871.11,"body":"All right."},{"speaker":"REID HOLZWORTH","startTime":4871.11,"endTime":4871.86,"body":"We're back."},{"speaker":"REID HOLZWORTH","startTime":4871.86,"endTime":4875.16,"body":"Ryan McMahon, what do"},{"speaker":"REID HOLZWORTH","startTime":4871.86,"endTime":4875.16,"body":"you think, Kristen?"},{"speaker":"SPEAKER 3","startTime":4875.16,"endTime":4877.68,"body":"Well, I do have"},{"speaker":"SPEAKER 3","startTime":4875.16,"endTime":4877.68,"body":"a soft spot for people that"},{"speaker":"SPEAKER 3","startTime":4877.68,"endTime":4879.57,"body":"have ties to Massachusetts."},{"speaker":"SPEAKER 3","startTime":4879.57,"endTime":4885.12,"body":"But-- no, I loved his story."},{"speaker":"SPEAKER 3","startTime":4885.12,"endTime":4889.08,"body":"I loved that similar to"},{"speaker":"SPEAKER 3","startTime":4885.12,"endTime":4889.08,"body":"Deb, he got into insurance"},{"speaker":"SPEAKER 3","startTime":4889.08,"endTime":4893.11,"body":"by one of these programs that"},{"speaker":"SPEAKER 3","startTime":4889.08,"endTime":4893.11,"body":"the carriers have out there,"},{"speaker":"SPEAKER 3","startTime":4893.11,"endTime":4896.46,"body":"so kudos to Hanover for bringing"},{"speaker":"SPEAKER 3","startTime":4893.11,"endTime":4896.46,"body":"somebody into the industry that"},{"speaker":"SPEAKER 3","startTime":4896.46,"endTime":4900.51,"body":"has stayed and is still"},{"speaker":"SPEAKER 3","startTime":4896.46,"endTime":4900.51,"body":"providing value to the industry."},{"speaker":"REID HOLZWORTH","startTime":4900.51,"endTime":4902.082,"body":"Totally."},{"speaker":"SPEAKER 3","startTime":4902.082,"endTime":4903.54,"body":"It"},{"speaker":"SPEAKER 3","startTime":4902.082,"endTime":4903.54,"body":"changed my perception"},{"speaker":"SPEAKER 3","startTime":4903.54,"endTime":4905.905,"body":"of what telematics was."},{"speaker":"REID HOLZWORTH","startTime":4905.905,"endTime":4907.28,"body":"Yeah, I'd say so."},{"speaker":"REID HOLZWORTH","startTime":4907.28,"endTime":4911.18,"body":"I just thought it was that thing"},{"speaker":"REID HOLZWORTH","startTime":4907.28,"endTime":4911.18,"body":"you just plug into the car."},{"speaker":"REID HOLZWORTH","startTime":4911.18,"endTime":4914.51,"body":"And like he said, it used"},{"speaker":"REID HOLZWORTH","startTime":4911.18,"endTime":4914.51,"body":"to be just plug it in,"},{"speaker":"REID HOLZWORTH","startTime":4914.51,"endTime":4918.048,"body":"and you hope that you're"},{"speaker":"REID HOLZWORTH","startTime":4914.51,"endTime":4918.048,"body":"doing the right thing."},{"speaker":"REID HOLZWORTH","startTime":4918.048,"endTime":4919.34,"body":"He said like-- what did he say?"},{"speaker":"REID HOLZWORTH","startTime":4919.34,"endTime":4923.54,"body":"He said something-- it's"},{"speaker":"REID HOLZWORTH","startTime":4919.34,"endTime":4923.54,"body":"like stepping on the scale,"},{"speaker":"REID HOLZWORTH","startTime":4923.54,"endTime":4926.28,"body":"and then the scale"},{"speaker":"REID HOLZWORTH","startTime":4923.54,"endTime":4926.28,"body":"doesn't give you a number."},{"speaker":"REID HOLZWORTH","startTime":4926.28,"endTime":4927.5,"body":"So you just keep doing it to."},{"speaker":"REID HOLZWORTH","startTime":4927.5,"endTime":4929.18,"body":"Hopefully, it's doing something."},{"speaker":"SPEAKER 3","startTime":4929.18,"endTime":4932.18,"body":"Hopefully, your"},{"speaker":"SPEAKER 3","startTime":4929.18,"endTime":4932.18,"body":"pants will fit better."},{"speaker":"REID HOLZWORTH","startTime":4932.18,"endTime":4934.89,"body":"And then,"},{"speaker":"REID HOLZWORTH","startTime":4932.18,"endTime":4934.89,"body":"when I was an agent,"},{"speaker":"REID HOLZWORTH","startTime":4934.89,"endTime":4937.64,"body":"I used to tell people, just"},{"speaker":"REID HOLZWORTH","startTime":4934.89,"endTime":4937.64,"body":"drive really, really good."},{"speaker":"REID HOLZWORTH","startTime":4937.64,"endTime":4939.59,"body":"And I think I remember"},{"speaker":"REID HOLZWORTH","startTime":4937.64,"endTime":4939.59,"body":"one of the hacks"},{"speaker":"REID HOLZWORTH","startTime":4939.59,"endTime":4943.19,"body":"was a lot of it was due to"},{"speaker":"REID HOLZWORTH","startTime":4939.59,"endTime":4943.19,"body":"braking, how much you were"},{"speaker":"REID HOLZWORTH","startTime":4943.19,"endTime":4946.88,"body":"braking, and it wasn't as much"},{"speaker":"REID HOLZWORTH","startTime":4943.19,"endTime":4946.88,"body":"acceleration, but hard braking,"},{"speaker":"REID HOLZWORTH","startTime":4946.88,"endTime":4949.682,"body":"fast braking made"},{"speaker":"REID HOLZWORTH","startTime":4946.88,"endTime":4949.682,"body":"you a riskier driver."},{"speaker":"REID HOLZWORTH","startTime":4949.682,"endTime":4951.14,"body":"So I used to just"},{"speaker":"REID HOLZWORTH","startTime":4949.682,"endTime":4951.14,"body":"tell the insured,"},{"speaker":"REID HOLZWORTH","startTime":4951.14,"endTime":4954.95,"body":"drive really nice, really safe"},{"speaker":"REID HOLZWORTH","startTime":4951.14,"endTime":4954.95,"body":"for 30 days, send it back in,"},{"speaker":"REID HOLZWORTH","startTime":4954.95,"endTime":4958.97,"body":"and you get a discount"},{"speaker":"REID HOLZWORTH","startTime":4954.95,"endTime":4958.97,"body":"on your insurance."},{"speaker":"SPEAKER 3","startTime":4958.97,"endTime":4964.407,"body":"That trusted advisor,"},{"speaker":"SPEAKER 3","startTime":4958.97,"endTime":4964.407,"body":"Reid Holzworth, insurance agent."},{"speaker":"REID HOLZWORTH","startTime":4964.407,"endTime":4965.49,"body":"It worked."},{"speaker":"REID HOLZWORTH","startTime":4965.49,"endTime":4968.08,"body":"It worked."},{"speaker":"SPEAKER 3","startTime":4968.08,"endTime":4972.06,"body":"I just like the"},{"speaker":"SPEAKER 3","startTime":4968.08,"endTime":4972.06,"body":"connection into road safety."},{"speaker":"SPEAKER 3","startTime":4972.06,"endTime":4975.51,"body":"So to the point of, let's"},{"speaker":"SPEAKER 3","startTime":4972.06,"endTime":4975.51,"body":"take this information"},{"speaker":"SPEAKER 3","startTime":4975.51,"endTime":4981.18,"body":"to help advise drivers on"},{"speaker":"SPEAKER 3","startTime":4975.51,"endTime":4981.18,"body":"how to be better drivers--"},{"speaker":"SPEAKER 3","startTime":4981.18,"endTime":4983.25,"body":"I'm actually I talked"},{"speaker":"SPEAKER 3","startTime":4981.18,"endTime":4983.25,"body":"to some of the people"},{"speaker":"SPEAKER 3","startTime":4983.25,"endTime":4988.32,"body":"over at Cambridge Mobile who"},{"speaker":"SPEAKER 3","startTime":4983.25,"endTime":4988.32,"body":"will be at Insuretech Boston."},{"speaker":"SPEAKER 3","startTime":4988.32,"endTime":4991.59,"body":"They have an annual"},{"speaker":"SPEAKER 3","startTime":4988.32,"endTime":4991.59,"body":"road safety survey."},{"speaker":"SPEAKER 3","startTime":4991.59,"endTime":4995.37,"body":"So it'll be interesting to"},{"speaker":"SPEAKER 3","startTime":4991.59,"endTime":4995.37,"body":"hear and see some of the things"},{"speaker":"SPEAKER 3","startTime":4995.37,"endTime":4999.45,"body":"that they're learning from"},{"speaker":"SPEAKER 3","startTime":4995.37,"endTime":4999.45,"body":"the telematics information"},{"speaker":"SPEAKER 3","startTime":4999.45,"endTime":5002.45,"body":"that they're getting"},{"speaker":"SPEAKER 3","startTime":4999.45,"endTime":5002.45,"body":"within their organization."},{"speaker":"REID HOLZWORTH","startTime":5002.45,"endTime":5003.7,"body":"Yeah, totally."},{"speaker":"REID HOLZWORTH","startTime":5003.7,"endTime":5007.33,"body":"it's potentially a"},{"speaker":"REID HOLZWORTH","startTime":5003.7,"endTime":5007.33,"body":"really big impact"},{"speaker":"REID HOLZWORTH","startTime":5007.33,"endTime":5010.91,"body":"to safety on the roads for"},{"speaker":"REID HOLZWORTH","startTime":5007.33,"endTime":5010.91,"body":"people, just like the alerting"},{"speaker":"REID HOLZWORTH","startTime":5010.91,"endTime":5012.1,"body":"and letting you know."},{"speaker":"REID HOLZWORTH","startTime":5012.1,"endTime":5013.36,"body":"And what did he say?"},{"speaker":"REID HOLZWORTH","startTime":5013.36,"endTime":5017.15,"body":"There's no good or bad drivers."},{"speaker":"REID HOLZWORTH","startTime":5017.15,"endTime":5018.4,"body":"What did he say, again?"},{"speaker":"REID HOLZWORTH","startTime":5018.4,"endTime":5020.92,"body":"It's like, no good"},{"speaker":"REID HOLZWORTH","startTime":5018.4,"endTime":5020.92,"body":"or bad drivers."},{"speaker":"REID HOLZWORTH","startTime":5020.92,"endTime":5022.273,"body":"It's the-- put it in a good way."},{"speaker":"SPEAKER 3","startTime":5022.273,"endTime":5023.44,"body":"Good or bad risk."},{"speaker":"SPEAKER 3","startTime":5023.44,"endTime":5025.0,"body":"It's the risk that"},{"speaker":"SPEAKER 3","startTime":5023.44,"endTime":5025.0,"body":"you're looking at."},{"speaker":"REID HOLZWORTH","startTime":5025.0,"endTime":5026.792,"body":"Yeah,"},{"speaker":"REID HOLZWORTH","startTime":5025.0,"endTime":5026.792,"body":"it's the risk itself."},{"speaker":"REID HOLZWORTH","startTime":5026.792,"endTime":5030.258,"body":"And yeah, and it's not"},{"speaker":"REID HOLZWORTH","startTime":5026.792,"endTime":5030.258,"body":"like people are trying"},{"speaker":"REID HOLZWORTH","startTime":5030.258,"endTime":5031.3,"body":"to do this kind of stuff."},{"speaker":"REID HOLZWORTH","startTime":5031.3,"endTime":5032.53,"body":"Things just happen."},{"speaker":"REID HOLZWORTH","startTime":5032.53,"endTime":5036.64,"body":"And ones that are making these"},{"speaker":"REID HOLZWORTH","startTime":5032.53,"endTime":5036.64,"body":"mistakes more often than not"},{"speaker":"REID HOLZWORTH","startTime":5036.64,"endTime":5038.2,"body":"are the riskier drivers."},{"speaker":"REID HOLZWORTH","startTime":5038.2,"endTime":5040.87,"body":"And so why not put"},{"speaker":"REID HOLZWORTH","startTime":5038.2,"endTime":5040.87,"body":"technology around them"},{"speaker":"REID HOLZWORTH","startTime":5040.87,"endTime":5044.92,"body":"to help them understand that?"},{"speaker":"REID HOLZWORTH","startTime":5044.92,"endTime":5050.17,"body":"It's pretty game changing,"},{"speaker":"REID HOLZWORTH","startTime":5044.92,"endTime":5050.17,"body":"I guess, in a way."},{"speaker":"REID HOLZWORTH","startTime":5050.17,"endTime":5055.27,"body":"The cost of insurance"},{"speaker":"REID HOLZWORTH","startTime":5050.17,"endTime":5055.27,"body":"using this model,"},{"speaker":"REID HOLZWORTH","startTime":5055.27,"endTime":5058.84,"body":"and people that are actually"},{"speaker":"REID HOLZWORTH","startTime":5055.27,"endTime":5058.84,"body":"really good drivers--"},{"speaker":"REID HOLZWORTH","startTime":5058.84,"endTime":5060.31,"body":"it's like, why not?"},{"speaker":"REID HOLZWORTH","startTime":5060.31,"endTime":5064.13,"body":"Why not give them a lower rate"},{"speaker":"REID HOLZWORTH","startTime":5060.31,"endTime":5064.13,"body":"in a really crappy zip code?"},{"speaker":"SPEAKER 3","startTime":5067.74,"endTime":5069.78,"body":"Yeah, that's"},{"speaker":"SPEAKER 3","startTime":5067.74,"endTime":5069.78,"body":"a whole other episode"},{"speaker":"SPEAKER 3","startTime":5069.78,"endTime":5074.485,"body":"about where you live impacting"},{"speaker":"SPEAKER 3","startTime":5069.78,"endTime":5074.485,"body":"what you pay for insurance."},{"speaker":"REID HOLZWORTH","startTime":5074.485,"endTime":5075.36,"body":"Yeah."},{"speaker":"REID HOLZWORTH","startTime":5075.36,"endTime":5077.34,"body":"No, it's crazy."},{"speaker":"REID HOLZWORTH","startTime":5077.34,"endTime":5080.86,"body":"It's crazy, dramatically"},{"speaker":"REID HOLZWORTH","startTime":5077.34,"endTime":5080.86,"body":"different between zip codes,"},{"speaker":"REID HOLZWORTH","startTime":5080.86,"endTime":5084.15,"body":"depending on where you're at."},{"speaker":"REID HOLZWORTH","startTime":5084.15,"endTime":5085.32,"body":"Yeah, I really liked Ryan."},{"speaker":"REID HOLZWORTH","startTime":5085.32,"endTime":5087.237,"body":"I really had a lot--"},{"speaker":"REID HOLZWORTH","startTime":5085.32,"endTime":5087.237,"body":"he's got a lot of passion"},{"speaker":"REID HOLZWORTH","startTime":5087.237,"endTime":5087.99,"body":"for this industry."},{"speaker":"REID HOLZWORTH","startTime":5087.99,"endTime":5092.04,"body":"This whole story, and him at"},{"speaker":"REID HOLZWORTH","startTime":5087.99,"endTime":5092.04,"body":"Plymouth Rock, and all of it--"},{"speaker":"REID HOLZWORTH","startTime":5092.04,"endTime":5094.41,"body":"he's got a lot of"},{"speaker":"REID HOLZWORTH","startTime":5092.04,"endTime":5094.41,"body":"passion for this industry"},{"speaker":"REID HOLZWORTH","startTime":5094.41,"endTime":5096.87,"body":"and really for road safety."},{"speaker":"REID HOLZWORTH","startTime":5096.87,"endTime":5102.72,"body":"And like he said, that his Fast"},{"speaker":"REID HOLZWORTH","startTime":5096.87,"endTime":5102.72,"body":"and the Furious experience,"},{"speaker":"REID HOLZWORTH","startTime":5102.72,"endTime":5107.01,"body":"him causing chaos"},{"speaker":"REID HOLZWORTH","startTime":5102.72,"endTime":5107.01,"body":"with his own vehicle,"},{"speaker":"REID HOLZWORTH","startTime":5107.01,"endTime":5109.35,"body":"and then really digging"},{"speaker":"REID HOLZWORTH","startTime":5107.01,"endTime":5109.35,"body":"in there and trying"},{"speaker":"REID HOLZWORTH","startTime":5109.35,"endTime":5112.12,"body":"to impact the world in this way."},{"speaker":"REID HOLZWORTH","startTime":5112.12,"endTime":5112.92,"body":"Kudos to him."},{"speaker":"REID HOLZWORTH","startTime":5112.92,"endTime":5113.97,"body":"That's pretty cool."},{"speaker":"SPEAKER","startTime":5113.97,"endTime":5116.91,"body":"To me, it gives"},{"speaker":"SPEAKER","startTime":5113.97,"endTime":5116.91,"body":"him so much more credibility"},{"speaker":"SPEAKER","startTime":5116.91,"endTime":5118.98,"body":"that, yeah, he's lived that."},{"speaker":"SPEAKER","startTime":5118.98,"endTime":5123.15,"body":"He was the person who"},{"speaker":"SPEAKER","startTime":5118.98,"endTime":5123.15,"body":"was being a little crazy"},{"speaker":"SPEAKER","startTime":5123.15,"endTime":5126.66,"body":"to the point of flipping a"},{"speaker":"SPEAKER","startTime":5123.15,"endTime":5126.66,"body":"car, I think, is what he said."},{"speaker":"SPEAKER","startTime":5126.66,"endTime":5129.57,"body":"And then now looking"},{"speaker":"SPEAKER","startTime":5126.66,"endTime":5129.57,"body":"at it for his job"},{"speaker":"SPEAKER","startTime":5129.57,"endTime":5133.89,"body":"and just trying to make"},{"speaker":"SPEAKER","startTime":5129.57,"endTime":5133.89,"body":"everybody better, but also"},{"speaker":"SPEAKER","startTime":5133.89,"endTime":5139.26,"body":"make insurance a little less"},{"speaker":"SPEAKER","startTime":5133.89,"endTime":5139.26,"body":"expensive because you're"},{"speaker":"SPEAKER","startTime":5139.26,"endTime":5141.593,"body":"utilizing technology to help."},{"speaker":"REID HOLZWORTH","startTime":5141.593,"endTime":5143.51,"body":"I think"},{"speaker":"REID HOLZWORTH","startTime":5141.593,"endTime":5143.51,"body":"it's good timing, too."},{"speaker":"REID HOLZWORTH","startTime":5143.51,"endTime":5149.2,"body":"So many people are upset about"},{"speaker":"REID HOLZWORTH","startTime":5143.51,"endTime":5149.2,"body":"the price of insurance right now"},{"speaker":"REID HOLZWORTH","startTime":5149.2,"endTime":5150.67,"body":"because of the market."},{"speaker":"REID HOLZWORTH","startTime":5150.67,"endTime":5152.71,"body":"And especially on the"},{"speaker":"REID HOLZWORTH","startTime":5150.67,"endTime":5152.71,"body":"personal line side,"},{"speaker":"REID HOLZWORTH","startTime":5152.71,"endTime":5155.47,"body":"people are just over it."},{"speaker":"REID HOLZWORTH","startTime":5155.47,"endTime":5158.62,"body":"And these are tools and"},{"speaker":"REID HOLZWORTH","startTime":5155.47,"endTime":5158.62,"body":"things they can use."},{"speaker":"REID HOLZWORTH","startTime":5158.62,"endTime":5162.22,"body":"And for the agents listening to"},{"speaker":"REID HOLZWORTH","startTime":5158.62,"endTime":5162.22,"body":"that, promote this stuff, guys."},{"speaker":"REID HOLZWORTH","startTime":5162.22,"endTime":5163.66,"body":"It helps with retention."},{"speaker":"REID HOLZWORTH","startTime":5163.66,"endTime":5166.0,"body":"Put it out there."},{"speaker":"REID HOLZWORTH","startTime":5166.0,"endTime":5167.56,"body":"I think it's good."},{"speaker":"REID HOLZWORTH","startTime":5167.56,"endTime":5171.34,"body":"Look, if I go to quote my"},{"speaker":"REID HOLZWORTH","startTime":5167.56,"endTime":5171.34,"body":"insurance a year from now,"},{"speaker":"REID HOLZWORTH","startTime":5171.34,"endTime":5174.13,"body":"and I'm getting this great"},{"speaker":"REID HOLZWORTH","startTime":5171.34,"endTime":5174.13,"body":"rate because I'm driving well,"},{"speaker":"REID HOLZWORTH","startTime":5174.13,"endTime":5176.96,"body":"nobody's going to be able"},{"speaker":"REID HOLZWORTH","startTime":5174.13,"endTime":5176.96,"body":"to compete with that."},{"speaker":"REID HOLZWORTH","startTime":5176.96,"endTime":5178.15,"body":"So why not?"},{"speaker":"REID HOLZWORTH","startTime":5178.15,"endTime":5179.02,"body":"Why not promote it?"},{"speaker":"REID HOLZWORTH","startTime":5179.02,"endTime":5180.91,"body":"And then if it's"},{"speaker":"REID HOLZWORTH","startTime":5179.02,"endTime":5180.91,"body":"helping your insureds"},{"speaker":"REID HOLZWORTH","startTime":5180.91,"endTime":5184.6,"body":"and helping people"},{"speaker":"REID HOLZWORTH","startTime":5180.91,"endTime":5184.6,"body":"become safer drivers,"},{"speaker":"REID HOLZWORTH","startTime":5184.6,"endTime":5187.06,"body":"that means it's safer for"},{"speaker":"REID HOLZWORTH","startTime":5184.6,"endTime":5187.06,"body":"everybody else around them"},{"speaker":"REID HOLZWORTH","startTime":5187.06,"endTime":5188.51,"body":"and around you as well."},{"speaker":"REID HOLZWORTH","startTime":5188.51,"endTime":5190.84,"body":"So I think it's a"},{"speaker":"REID HOLZWORTH","startTime":5188.51,"endTime":5190.84,"body":"pretty good mission."},{"speaker":"REID HOLZWORTH","startTime":5190.84,"endTime":5192.28,"body":"It's pretty cool."},{"speaker":"SPEAKER 3","startTime":5192.28,"endTime":5194.03,"body":"Agreed."},{"speaker":"SPEAKER 3","startTime":5194.03,"endTime":5197.182,"body":"Well, on to the next one."},{"speaker":"REID HOLZWORTH","startTime":5197.182,"endTime":5198.64,"body":"On"},{"speaker":"REID HOLZWORTH","startTime":5197.182,"endTime":5198.64,"body":"to the next one."},{"speaker":"REID HOLZWORTH","startTime":5198.64,"endTime":5199.91,"body":"Many more to come."},{"speaker":"REID HOLZWORTH","startTime":5199.91,"endTime":5201.69,"body":"Stay tuned."}]}