{"version":"1.0.0","segments":[{"startTime":0.0,"endTime":1.04,"body":"[MUSIC PLAYING]"},{"speaker":"KABIR SYED","startTime":1.04,"endTime":2.81,"body":"So my"},{"speaker":"KABIR SYED","startTime":1.04,"endTime":2.81,"body":"personal belief"},{"speaker":"KABIR SYED","startTime":2.81,"endTime":5.988,"body":"is niche things"},{"speaker":"KABIR SYED","startTime":2.81,"endTime":5.988,"body":"don't solve problems,"},{"speaker":"KABIR SYED","startTime":5.988,"endTime":7.28,"body":"they just create more problems."},{"speaker":"KABIR SYED","startTime":10.32,"endTime":12.08,"body":"That's why when VCs"},{"speaker":"KABIR SYED","startTime":10.32,"endTime":12.08,"body":"tell me, you have"},{"speaker":"KABIR SYED","startTime":12.08,"endTime":14.78,"body":"to just focus on this small"},{"speaker":"KABIR SYED","startTime":12.08,"endTime":14.78,"body":"problem, I'm like, no."},{"speaker":"KABIR SYED","startTime":14.78,"endTime":15.77,"body":"There's a whole thing."},{"speaker":"KABIR SYED","startTime":15.77,"endTime":17.06,"body":"You have to go for, right?"},{"speaker":"KABIR SYED","startTime":17.06,"endTime":18.2,"body":"Yes, it's humongous."},{"speaker":"KABIR SYED","startTime":18.2,"endTime":21.41,"body":"Yes, it's-- but you've got"},{"speaker":"KABIR SYED","startTime":18.2,"endTime":21.41,"body":"to put your heart at it."},{"speaker":"KABIR SYED","startTime":21.41,"endTime":25.05,"body":"And don't ask a"},{"speaker":"KABIR SYED","startTime":21.41,"endTime":25.05,"body":"client what they want."},{"speaker":"KABIR SYED","startTime":25.05,"endTime":27.31,"body":"Say what is the"},{"speaker":"KABIR SYED","startTime":25.05,"endTime":27.31,"body":"problem and solve it."},{"speaker":"SPEAKER","startTime":29.82,"endTime":32.13,"body":"This is the"},{"speaker":"SPEAKER","startTime":29.82,"endTime":32.13,"body":"Insurance Technology podcast"},{"speaker":"SPEAKER","startTime":32.13,"endTime":33.57,"body":"where we bring"},{"speaker":"SPEAKER","startTime":32.13,"endTime":33.57,"body":"interesting people"},{"speaker":"SPEAKER","startTime":33.57,"endTime":35.25,"body":"from across the"},{"speaker":"SPEAKER","startTime":33.57,"endTime":35.25,"body":"insurance ecosystem"},{"speaker":"SPEAKER","startTime":35.25,"endTime":36.93,"body":"to discuss and"},{"speaker":"SPEAKER","startTime":35.25,"endTime":36.93,"body":"debate technology's"},{"speaker":"SPEAKER","startTime":36.93,"endTime":38.73,"body":"impact on the industry."},{"speaker":"SPEAKER","startTime":38.73,"endTime":41.49,"body":"Join us each episode for"},{"speaker":"SPEAKER","startTime":38.73,"endTime":41.49,"body":"insights and best practices"},{"speaker":"SPEAKER","startTime":41.49,"endTime":45.0,"body":"from industry stewards"},{"speaker":"SPEAKER","startTime":41.49,"endTime":45.0,"body":"and tomorrow's innovators."},{"speaker":"SPEAKER","startTime":45.0,"endTime":49.957,"body":"Now, here's your"},{"speaker":"SPEAKER","startTime":45.0,"endTime":49.957,"body":"host, Reid Holzworth."},{"speaker":"REID HOLZWORTH","startTime":49.957,"endTime":51.54,"body":"All"},{"speaker":"REID HOLZWORTH","startTime":49.957,"endTime":51.54,"body":"right, we're back."},{"speaker":"REID HOLZWORTH","startTime":51.54,"endTime":54.3,"body":"In this episode,"},{"speaker":"REID HOLZWORTH","startTime":51.54,"endTime":54.3,"body":"we talk to Kabir"},{"speaker":"REID HOLZWORTH","startTime":54.3,"endTime":58.32,"body":"about what it's like to own an"},{"speaker":"REID HOLZWORTH","startTime":54.3,"endTime":58.32,"body":"InsurTech, sell that InsurTech."},{"speaker":"REID HOLZWORTH","startTime":58.32,"endTime":60.51,"body":"Him and I go back and"},{"speaker":"REID HOLZWORTH","startTime":58.32,"endTime":60.51,"body":"forth a lot on that"},{"speaker":"REID HOLZWORTH","startTime":60.51,"endTime":63.56,"body":"as I obviously have some"},{"speaker":"REID HOLZWORTH","startTime":60.51,"endTime":63.56,"body":"experience there as well."},{"speaker":"REID HOLZWORTH","startTime":63.56,"endTime":65.61,"body":"Now, it's really good"},{"speaker":"REID HOLZWORTH","startTime":63.56,"endTime":65.61,"body":"though, because we"},{"speaker":"REID HOLZWORTH","startTime":65.61,"endTime":69.06,"body":"get into some personal stuff"},{"speaker":"REID HOLZWORTH","startTime":65.61,"endTime":69.06,"body":"as well about Kabir and some"},{"speaker":"REID HOLZWORTH","startTime":69.06,"endTime":70.95,"body":"of the things he likes to do."},{"speaker":"REID HOLZWORTH","startTime":70.95,"endTime":73.02,"body":"Really good stuff there."},{"speaker":"REID HOLZWORTH","startTime":73.02,"endTime":76.32,"body":"And one of the things we get"},{"speaker":"REID HOLZWORTH","startTime":73.02,"endTime":76.32,"body":"into is some of the people"},{"speaker":"REID HOLZWORTH","startTime":76.32,"endTime":81.9,"body":"he's looking at, he's"},{"speaker":"REID HOLZWORTH","startTime":76.32,"endTime":81.9,"body":"watching, and as he says,"},{"speaker":"REID HOLZWORTH","startTime":81.9,"endTime":85.39,"body":"the rebels, not influencers."},{"speaker":"REID HOLZWORTH","startTime":85.39,"endTime":88.55,"body":"So I hope you enjoy it."},{"speaker":"REID HOLZWORTH","startTime":88.55,"endTime":92.45,"body":"All right, so tell us a"},{"speaker":"REID HOLZWORTH","startTime":88.55,"endTime":92.45,"body":"little-- so one other thing,"},{"speaker":"REID HOLZWORTH","startTime":92.45,"endTime":94.67,"body":"so a bunch of people"},{"speaker":"REID HOLZWORTH","startTime":92.45,"endTime":94.67,"body":"are listening to this"},{"speaker":"REID HOLZWORTH","startTime":94.67,"endTime":98.8,"body":"are InsurTech startups, right?"},{"speaker":"REID HOLZWORTH","startTime":98.8,"endTime":99.86,"body":"We've both been there."},{"speaker":"REID HOLZWORTH","startTime":99.86,"endTime":102.95,"body":"We've done that,"},{"speaker":"REID HOLZWORTH","startTime":99.86,"endTime":102.95,"body":"lived in that world."},{"speaker":"REID HOLZWORTH","startTime":102.95,"endTime":108.27,"body":"Any advice, simple"},{"speaker":"REID HOLZWORTH","startTime":102.95,"endTime":108.27,"body":"advice, to anybody?"},{"speaker":"KABIR SYED","startTime":108.27,"endTime":110.61,"body":"Be"},{"speaker":"KABIR SYED","startTime":108.27,"endTime":110.61,"body":"optimistic, absolutely."},{"speaker":"KABIR SYED","startTime":110.61,"endTime":112.24,"body":"People will say no."},{"speaker":"KABIR SYED","startTime":112.24,"endTime":113.88,"body":"You just got to keep going."},{"speaker":"KABIR SYED","startTime":113.88,"endTime":116.46,"body":"There is no such"},{"speaker":"KABIR SYED","startTime":113.88,"endTime":116.46,"body":"thing as a rosy road."},{"speaker":"KABIR SYED","startTime":116.46,"endTime":117.81,"body":"Absolutely not."},{"speaker":"KABIR SYED","startTime":117.81,"endTime":121.12,"body":"Nobody, whether you have"},{"speaker":"KABIR SYED","startTime":117.81,"endTime":121.12,"body":"enough money or no money,"},{"speaker":"KABIR SYED","startTime":121.12,"endTime":123.03,"body":"there's no road."},{"speaker":"KABIR SYED","startTime":123.03,"endTime":125.2,"body":"Don't solve a niche problem."},{"speaker":"KABIR SYED","startTime":125.2,"endTime":128.91,"body":"Look at the complete process"},{"speaker":"KABIR SYED","startTime":125.2,"endTime":128.91,"body":"of where the problem is,"},{"speaker":"KABIR SYED","startTime":128.91,"endTime":130.62,"body":"and what they're"},{"speaker":"KABIR SYED","startTime":128.91,"endTime":130.62,"body":"trying to achieve."},{"speaker":"KABIR SYED","startTime":130.62,"endTime":134.01,"body":"Otherwise, you will just"},{"speaker":"KABIR SYED","startTime":130.62,"endTime":134.01,"body":"be a very tiny piece of it."},{"speaker":"KABIR SYED","startTime":134.01,"endTime":139.23,"body":"Look at this holistically,"},{"speaker":"KABIR SYED","startTime":134.01,"endTime":139.23,"body":"and do things"},{"speaker":"KABIR SYED","startTime":139.23,"endTime":140.55,"body":"where you shoot for the star."},{"speaker":"KABIR SYED","startTime":143.79,"endTime":149.19,"body":"So my personal belief is niche"},{"speaker":"KABIR SYED","startTime":143.79,"endTime":149.19,"body":"things don't solve problems."},{"speaker":"KABIR SYED","startTime":149.19,"endTime":150.42,"body":"They just create problems."},{"speaker":"KABIR SYED","startTime":153.07,"endTime":154.89,"body":"That's why when VCs"},{"speaker":"KABIR SYED","startTime":153.07,"endTime":154.89,"body":"tell me, you have"},{"speaker":"KABIR SYED","startTime":154.89,"endTime":157.56,"body":"to just focus on this small"},{"speaker":"KABIR SYED","startTime":154.89,"endTime":157.56,"body":"problem, I'm like, no."},{"speaker":"KABIR SYED","startTime":157.56,"endTime":159.84,"body":"There's a whole thing you"},{"speaker":"KABIR SYED","startTime":157.56,"endTime":159.84,"body":"have to go for, right?"},{"speaker":"KABIR SYED","startTime":159.84,"endTime":161.01,"body":"Yes, it's humongous."},{"speaker":"KABIR SYED","startTime":161.01,"endTime":164.22,"body":"Yes, it's-- but you've got"},{"speaker":"KABIR SYED","startTime":161.01,"endTime":164.22,"body":"to put your heart into it."},{"speaker":"KABIR SYED","startTime":164.22,"endTime":167.77,"body":"And don't ask a"},{"speaker":"KABIR SYED","startTime":164.22,"endTime":167.77,"body":"client what they want."},{"speaker":"KABIR SYED","startTime":167.77,"endTime":170.16,"body":"Say what is the"},{"speaker":"KABIR SYED","startTime":167.77,"endTime":170.16,"body":"problem and solve it."},{"speaker":"KABIR SYED","startTime":170.16,"endTime":173.645,"body":"If you ask somebody what they"},{"speaker":"KABIR SYED","startTime":170.16,"endTime":173.645,"body":"want, if I don't even know that"},{"speaker":"KABIR SYED","startTime":173.645,"endTime":175.02,"body":"there is something"},{"speaker":"KABIR SYED","startTime":173.645,"endTime":175.02,"body":"else existing."},{"speaker":"KABIR SYED","startTime":175.02,"endTime":178.5,"body":"We are all hampered or have"},{"speaker":"KABIR SYED","startTime":175.02,"endTime":178.5,"body":"blinkers in our experience,"},{"speaker":"KABIR SYED","startTime":178.5,"endTime":179.19,"body":"right?"},{"speaker":"KABIR SYED","startTime":179.19,"endTime":183.63,"body":"Like for example, I couldn't"},{"speaker":"KABIR SYED","startTime":179.19,"endTime":183.63,"body":"buy exposure data in 2013."},{"speaker":"KABIR SYED","startTime":183.63,"endTime":184.95,"body":"It was very difficult to buy."},{"speaker":"KABIR SYED","startTime":184.95,"endTime":187.65,"body":"Now you have it dime"},{"speaker":"KABIR SYED","startTime":184.95,"endTime":187.65,"body":"a dozen companies."},{"speaker":"KABIR SYED","startTime":187.65,"endTime":189.72,"body":"So I can't say those things."},{"speaker":"KABIR SYED","startTime":189.72,"endTime":192.7,"body":"So we have to say, if I"},{"speaker":"KABIR SYED","startTime":189.72,"endTime":192.7,"body":"have to solve this problem,"},{"speaker":"KABIR SYED","startTime":192.7,"endTime":197.13,"body":"what do I need, and how can"},{"speaker":"KABIR SYED","startTime":192.7,"endTime":197.13,"body":"I solve it so it's easier?"},{"speaker":"KABIR SYED","startTime":197.13,"endTime":198.39,"body":"And have different models."},{"speaker":"KABIR SYED","startTime":198.39,"endTime":203.91,"body":"Don't follow where it has to be"},{"speaker":"KABIR SYED","startTime":198.39,"endTime":203.91,"body":"MKRR of this and MRR of that."},{"speaker":"KABIR SYED","startTime":203.91,"endTime":205.98,"body":"Those are all very"},{"speaker":"KABIR SYED","startTime":203.91,"endTime":205.98,"body":"big words for people"},{"speaker":"KABIR SYED","startTime":205.98,"endTime":209.63,"body":"who are existing advisors."},{"speaker":"KABIR SYED","startTime":209.63,"endTime":210.85,"body":"You're an operator."},{"speaker":"KABIR SYED","startTime":210.85,"endTime":212.325,"body":"Think for the user."},{"speaker":"REID HOLZWORTH","startTime":214.635,"endTime":216.26,"body":"I"},{"speaker":"REID HOLZWORTH","startTime":214.635,"endTime":216.26,"body":"see a lot of startups"},{"speaker":"REID HOLZWORTH","startTime":216.26,"endTime":218.18,"body":"get just caught up"},{"speaker":"REID HOLZWORTH","startTime":216.26,"endTime":218.18,"body":"in shiny objects."},{"speaker":"REID HOLZWORTH","startTime":218.18,"endTime":223.67,"body":"And I would agree with exactly"},{"speaker":"REID HOLZWORTH","startTime":218.18,"endTime":223.67,"body":"everything you just said."},{"speaker":"REID HOLZWORTH","startTime":223.67,"endTime":225.41,"body":"Honor your word."},{"speaker":"REID HOLZWORTH","startTime":225.41,"endTime":228.47,"body":"It's hard for people to"},{"speaker":"REID HOLZWORTH","startTime":225.41,"endTime":228.47,"body":"just do simple stuff."},{"speaker":"REID HOLZWORTH","startTime":228.47,"endTime":232.223,"body":"Everybody goes through this"},{"speaker":"REID HOLZWORTH","startTime":228.47,"endTime":232.223,"body":"kind of entrepreneurial stage"},{"speaker":"REID HOLZWORTH","startTime":232.223,"endTime":234.14,"body":"where they want to get"},{"speaker":"REID HOLZWORTH","startTime":232.223,"endTime":234.14,"body":"all the best technology"},{"speaker":"REID HOLZWORTH","startTime":234.14,"endTime":235.79,"body":"and the best things"},{"speaker":"REID HOLZWORTH","startTime":234.14,"endTime":235.79,"body":"and all this."},{"speaker":"REID HOLZWORTH","startTime":235.79,"endTime":239.27,"body":"And we're going to do that,"},{"speaker":"REID HOLZWORTH","startTime":235.79,"endTime":239.27,"body":"and hire the best person, close"},{"speaker":"REID HOLZWORTH","startTime":239.27,"endTime":242.42,"body":"frickin' deals, because"},{"speaker":"REID HOLZWORTH","startTime":239.27,"endTime":242.42,"body":"at the end of the day,"},{"speaker":"REID HOLZWORTH","startTime":242.42,"endTime":243.62,"body":"that's what matters."},{"speaker":"REID HOLZWORTH","startTime":243.62,"endTime":248.69,"body":"Me, personally, and this is just"},{"speaker":"REID HOLZWORTH","startTime":243.62,"endTime":248.69,"body":"my thing, I love to bootstrap."},{"speaker":"REID HOLZWORTH","startTime":248.69,"endTime":252.56,"body":"I say bootstrap as long as you"},{"speaker":"REID HOLZWORTH","startTime":248.69,"endTime":252.56,"body":"can to hold on to your equity."},{"speaker":"REID HOLZWORTH","startTime":252.56,"endTime":255.41,"body":"Get it going, get"},{"speaker":"REID HOLZWORTH","startTime":252.56,"endTime":255.41,"body":"it out to market."},{"speaker":"KABIR SYED","startTime":255.41,"endTime":256.91,"body":"You're"},{"speaker":"KABIR SYED","startTime":255.41,"endTime":256.91,"body":"absolutely right."},{"speaker":"KABIR SYED","startTime":256.91,"endTime":258.95,"body":"What has happened"},{"speaker":"KABIR SYED","startTime":256.91,"endTime":258.95,"body":"now with InsurTech,"},{"speaker":"KABIR SYED","startTime":258.95,"endTime":261.47,"body":"the focus is on getting"},{"speaker":"KABIR SYED","startTime":258.95,"endTime":261.47,"body":"the largest funding"},{"speaker":"KABIR SYED","startTime":261.47,"endTime":263.51,"body":"or the most named resource."},{"speaker":"KABIR SYED","startTime":263.51,"endTime":266.15,"body":"And people are saying, I'll"},{"speaker":"KABIR SYED","startTime":263.51,"endTime":266.15,"body":"get the most number of users"},{"speaker":"KABIR SYED","startTime":266.15,"endTime":268.28,"body":"or the most number of clients."},{"speaker":"KABIR SYED","startTime":268.28,"endTime":269.78,"body":"That's not why you"},{"speaker":"KABIR SYED","startTime":268.28,"endTime":269.78,"body":"start a company."},{"speaker":"KABIR SYED","startTime":269.78,"endTime":272.72,"body":"I mean, maybe people do"},{"speaker":"KABIR SYED","startTime":269.78,"endTime":272.72,"body":"it but that's not going"},{"speaker":"KABIR SYED","startTime":272.72,"endTime":274.353,"body":"to be a successful venture."},{"speaker":"REID HOLZWORTH","startTime":274.353,"endTime":276.02,"body":"These"},{"speaker":"REID HOLZWORTH","startTime":274.353,"endTime":276.02,"body":"guys-- like people"},{"speaker":"REID HOLZWORTH","startTime":276.02,"endTime":279.47,"body":"don't understand too that"},{"speaker":"REID HOLZWORTH","startTime":276.02,"endTime":279.47,"body":"you go down that road,"},{"speaker":"REID HOLZWORTH","startTime":279.47,"endTime":283.13,"body":"you go down that"},{"speaker":"REID HOLZWORTH","startTime":279.47,"endTime":283.13,"body":"whole alphabet road,"},{"speaker":"REID HOLZWORTH","startTime":283.13,"endTime":285.05,"body":"starting wherever you start."},{"speaker":"REID HOLZWORTH","startTime":285.05,"endTime":288.23,"body":"I have a lot of buddies"},{"speaker":"REID HOLZWORTH","startTime":285.05,"endTime":288.23,"body":"who have executed out,"},{"speaker":"REID HOLZWORTH","startTime":288.23,"endTime":290.87,"body":"sorry, they exited out--"},{"speaker":"REID HOLZWORTH","startTime":288.23,"endTime":290.87,"body":"executed-- they exited out"},{"speaker":"REID HOLZWORTH","startTime":290.87,"endTime":300.92,"body":"of the organization really huge"},{"speaker":"REID HOLZWORTH","startTime":290.87,"endTime":300.92,"body":"multiples 8%, 9%, 7% equity."},{"speaker":"REID HOLZWORTH","startTime":300.92,"endTime":305.703,"body":"Founder, less than 10%"},{"speaker":"REID HOLZWORTH","startTime":300.92,"endTime":305.703,"body":"equity at exit as a founder."},{"speaker":"REID HOLZWORTH","startTime":305.703,"endTime":308.12,"body":"And it just because you just"},{"speaker":"REID HOLZWORTH","startTime":305.703,"endTime":308.12,"body":"get diluted down all the way."},{"speaker":"REID HOLZWORTH","startTime":308.12,"endTime":310.07,"body":"Now, they're taking chips"},{"speaker":"REID HOLZWORTH","startTime":308.12,"endTime":310.07,"body":"off the table along the way,"},{"speaker":"REID HOLZWORTH","startTime":310.07,"endTime":310.95,"body":"don't get me wrong."},{"speaker":"REID HOLZWORTH","startTime":310.95,"endTime":312.35,"body":"And I think that"},{"speaker":"REID HOLZWORTH","startTime":310.95,"endTime":312.35,"body":"there is a lot--"},{"speaker":"REID HOLZWORTH","startTime":312.35,"endTime":314.87,"body":"there is advantage to"},{"speaker":"REID HOLZWORTH","startTime":312.35,"endTime":314.87,"body":"having a big pile of cash"},{"speaker":"REID HOLZWORTH","startTime":314.87,"endTime":316.32,"body":"in the beginning."},{"speaker":"REID HOLZWORTH","startTime":316.32,"endTime":318.82,"body":"But I don't know"},{"speaker":"REID HOLZWORTH","startTime":316.32,"endTime":318.82,"body":"man, I really believe"},{"speaker":"REID HOLZWORTH","startTime":318.82,"endTime":321.32,"body":"you got to get out there, and"},{"speaker":"REID HOLZWORTH","startTime":318.82,"endTime":321.32,"body":"you've got to build something."},{"speaker":"REID HOLZWORTH","startTime":321.32,"endTime":322.85,"body":"You've got to do something."},{"speaker":"REID HOLZWORTH","startTime":322.85,"endTime":325.82,"body":"It's a little bit different if"},{"speaker":"REID HOLZWORTH","startTime":322.85,"endTime":325.82,"body":"you're really seasoned at it"},{"speaker":"REID HOLZWORTH","startTime":325.82,"endTime":329.78,"body":"and you have the network, and"},{"speaker":"REID HOLZWORTH","startTime":325.82,"endTime":329.78,"body":"you've done it multiple times."},{"speaker":"REID HOLZWORTH","startTime":329.78,"endTime":331.34,"body":"You know who's who"},{"speaker":"REID HOLZWORTH","startTime":329.78,"endTime":331.34,"body":"and everything,"},{"speaker":"REID HOLZWORTH","startTime":331.34,"endTime":332.882,"body":"and you know what"},{"speaker":"REID HOLZWORTH","startTime":331.34,"endTime":332.882,"body":"it's going to take."},{"speaker":"REID HOLZWORTH","startTime":332.882,"endTime":334.31,"body":"You just go raise"},{"speaker":"REID HOLZWORTH","startTime":332.882,"endTime":334.31,"body":"the cash quick,"},{"speaker":"REID HOLZWORTH","startTime":334.31,"endTime":337.11,"body":"and you're just paying"},{"speaker":"REID HOLZWORTH","startTime":334.31,"endTime":337.11,"body":"that back in that way."},{"speaker":"REID HOLZWORTH","startTime":337.11,"endTime":341.42,"body":"But if you're really starting"},{"speaker":"REID HOLZWORTH","startTime":337.11,"endTime":341.42,"body":"something from nothing,"},{"speaker":"REID HOLZWORTH","startTime":341.42,"endTime":342.59,"body":"that's my advice on it."},{"speaker":"KABIR SYED","startTime":342.59,"endTime":344.298,"body":"Now, you're"},{"speaker":"KABIR SYED","startTime":342.59,"endTime":344.298,"body":"absolutely right."},{"speaker":"KABIR SYED","startTime":344.298,"endTime":346.82,"body":"And one of the other"},{"speaker":"KABIR SYED","startTime":344.298,"endTime":346.82,"body":"things I always say"},{"speaker":"KABIR SYED","startTime":346.82,"endTime":350.41,"body":"is, if you take"},{"speaker":"KABIR SYED","startTime":346.82,"endTime":350.41,"body":"somebody else's money,"},{"speaker":"KABIR SYED","startTime":350.41,"endTime":352.16,"body":"you're playing with"},{"speaker":"KABIR SYED","startTime":350.41,"endTime":352.16,"body":"somebody else's money."},{"speaker":"KABIR SYED","startTime":352.16,"endTime":353.07,"body":"You'll spend it differently."},{"speaker":"REID HOLZWORTH","startTime":353.07,"endTime":354.74,"body":"Yeah,"},{"speaker":"REID HOLZWORTH","startTime":353.07,"endTime":354.74,"body":"and it's a different kind"},{"speaker":"REID HOLZWORTH","startTime":354.74,"endTime":355.49,"body":"of pressure, man."},{"speaker":"REID HOLZWORTH","startTime":355.49,"endTime":357.11,"body":"People don't understand that."},{"speaker":"REID HOLZWORTH","startTime":357.11,"endTime":358.19,"body":"Yeah, absolutely."},{"speaker":"REID HOLZWORTH","startTime":358.19,"endTime":359.21,"body":"I know that's where"},{"speaker":"REID HOLZWORTH","startTime":358.19,"endTime":359.21,"body":"you're going with it."},{"speaker":"REID HOLZWORTH","startTime":359.21,"endTime":359.8,"body":"Go ahead, please."},{"speaker":"REID HOLZWORTH","startTime":359.8,"endTime":360.3,"body":"Sorry."},{"speaker":"KABIR SYED","startTime":360.3,"endTime":362.21,"body":"And"},{"speaker":"KABIR SYED","startTime":360.3,"endTime":362.21,"body":"the second part is"},{"speaker":"KABIR SYED","startTime":362.21,"endTime":366.85,"body":"you're going to be very"},{"speaker":"KABIR SYED","startTime":362.21,"endTime":366.85,"body":"creative when you have less."},{"speaker":"KABIR SYED","startTime":366.85,"endTime":368.44,"body":"You will not have,"},{"speaker":"KABIR SYED","startTime":366.85,"endTime":368.44,"body":"you should not"},{"speaker":"KABIR SYED","startTime":368.44,"endTime":370.78,"body":"have the luxury"},{"speaker":"KABIR SYED","startTime":368.44,"endTime":370.78,"body":"of unlimited funds"},{"speaker":"KABIR SYED","startTime":370.78,"endTime":372.67,"body":"or whatever you"},{"speaker":"KABIR SYED","startTime":370.78,"endTime":372.67,"body":"think is unlimited."},{"speaker":"KABIR SYED","startTime":372.67,"endTime":376.0,"body":"The focus is not on"},{"speaker":"KABIR SYED","startTime":372.67,"endTime":376.0,"body":"raising the biggest checks."},{"speaker":"KABIR SYED","startTime":376.0,"endTime":379.45,"body":"The focus should be on"},{"speaker":"KABIR SYED","startTime":376.0,"endTime":379.45,"body":"solving the biggest problems,"},{"speaker":"KABIR SYED","startTime":379.45,"endTime":381.1,"body":"and that's how you"},{"speaker":"KABIR SYED","startTime":379.45,"endTime":381.1,"body":"get your client,"},{"speaker":"KABIR SYED","startTime":381.1,"endTime":382.45,"body":"and that's how they trust you."},{"speaker":"REID HOLZWORTH","startTime":382.45,"endTime":384.825,"body":"And that's"},{"speaker":"REID HOLZWORTH","startTime":382.45,"endTime":384.825,"body":"how you get the biggest check."},{"speaker":"REID HOLZWORTH","startTime":387.01,"endTime":392.58,"body":"The real check is by solving"},{"speaker":"REID HOLZWORTH","startTime":387.01,"endTime":392.58,"body":"a real problem, right?"},{"speaker":"REID HOLZWORTH","startTime":392.58,"endTime":393.33,"body":"Yeah, that's cool."},{"speaker":"REID HOLZWORTH","startTime":393.33,"endTime":394.24,"body":"So, all right."},{"speaker":"REID HOLZWORTH","startTime":394.24,"endTime":398.62,"body":"So big question,"},{"speaker":"REID HOLZWORTH","startTime":394.24,"endTime":398.62,"body":"word on the street"},{"speaker":"REID HOLZWORTH","startTime":398.62,"endTime":402.58,"body":"is that you're doing something."},{"speaker":"REID HOLZWORTH","startTime":402.58,"endTime":404.08,"body":"Nobody really knows."},{"speaker":"REID HOLZWORTH","startTime":404.08,"endTime":406.36,"body":"Been a little quiet."},{"speaker":"REID HOLZWORTH","startTime":406.36,"endTime":412.69,"body":"You're assembling a team, some"},{"speaker":"REID HOLZWORTH","startTime":406.36,"endTime":412.69,"body":"amazing people that we know."},{"speaker":"REID HOLZWORTH","startTime":412.69,"endTime":415.9,"body":"So I don't know,"},{"speaker":"REID HOLZWORTH","startTime":412.69,"endTime":415.9,"body":"anything for the audience"},{"speaker":"REID HOLZWORTH","startTime":415.9,"endTime":418.03,"body":"like what you guys are up to?"},{"speaker":"REID HOLZWORTH","startTime":418.03,"endTime":420.05,"body":"What you're working on?"},{"speaker":"KABIR SYED","startTime":420.05,"endTime":422.59,"body":"So broadly,"},{"speaker":"KABIR SYED","startTime":420.05,"endTime":422.59,"body":"what we're trying to do"},{"speaker":"KABIR SYED","startTime":422.59,"endTime":425.74,"body":"is we are trying"},{"speaker":"KABIR SYED","startTime":422.59,"endTime":425.74,"body":"to say, look, there"},{"speaker":"KABIR SYED","startTime":425.74,"endTime":428.08,"body":"is a lot of technology in"},{"speaker":"KABIR SYED","startTime":425.74,"endTime":428.08,"body":"the insurance industry,"},{"speaker":"KABIR SYED","startTime":428.08,"endTime":429.58,"body":"but it is very fragmented."},{"speaker":"KABIR SYED","startTime":429.58,"endTime":432.29,"body":"We are creating the same"},{"speaker":"KABIR SYED","startTime":429.58,"endTime":432.29,"body":"problems that we had before,"},{"speaker":"KABIR SYED","startTime":432.29,"endTime":434.53,"body":"which is here's my"},{"speaker":"KABIR SYED","startTime":432.29,"endTime":434.53,"body":"CRM, and I gave them."},{"speaker":"KABIR SYED","startTime":434.53,"endTime":437.335,"body":"Here's my AMS, and here's"},{"speaker":"KABIR SYED","startTime":434.53,"endTime":437.335,"body":"my whatever [INAUDIBLE],,"},{"speaker":"KABIR SYED","startTime":437.335,"endTime":440.44,"body":"RiskMatch, and keep"},{"speaker":"KABIR SYED","startTime":437.335,"endTime":440.44,"body":"going on and on."},{"speaker":"KABIR SYED","startTime":440.44,"endTime":443.02,"body":"If we are going to have an"},{"speaker":"KABIR SYED","startTime":440.44,"endTime":443.02,"body":"insurance stack like that,"},{"speaker":"KABIR SYED","startTime":443.02,"endTime":444.34,"body":"we are not going to win."},{"speaker":"KABIR SYED","startTime":444.34,"endTime":447.88,"body":"Absolutely not, because if you"},{"speaker":"KABIR SYED","startTime":444.34,"endTime":447.88,"body":"look at the insurance stack"},{"speaker":"KABIR SYED","startTime":447.88,"endTime":450.83,"body":"and if you see when"},{"speaker":"KABIR SYED","startTime":447.88,"endTime":450.83,"body":"newcomers come in,"},{"speaker":"KABIR SYED","startTime":450.83,"endTime":453.41,"body":"look at all the ones that"},{"speaker":"KABIR SYED","startTime":450.83,"endTime":453.41,"body":"have done very, very well."},{"speaker":"KABIR SYED","startTime":453.41,"endTime":455.2,"body":"They were not started"},{"speaker":"KABIR SYED","startTime":453.41,"endTime":455.2,"body":"by insurance people"},{"speaker":"KABIR SYED","startTime":455.2,"endTime":456.79,"body":"itself, because"},{"speaker":"KABIR SYED","startTime":455.2,"endTime":456.79,"body":"they were started"},{"speaker":"KABIR SYED","startTime":456.79,"endTime":460.0,"body":"by somebody who had tech"},{"speaker":"KABIR SYED","startTime":456.79,"endTime":460.0,"body":"savvy and learned insurance."},{"speaker":"KABIR SYED","startTime":460.0,"endTime":462.49,"body":"My point is, can we"},{"speaker":"KABIR SYED","startTime":460.0,"endTime":462.49,"body":"as insurance people"},{"speaker":"KABIR SYED","startTime":462.49,"endTime":463.93,"body":"not start something and do this?"},{"speaker":"KABIR SYED","startTime":463.93,"endTime":466.42,"body":"Why is it that"},{"speaker":"KABIR SYED","startTime":463.93,"endTime":466.42,"body":"somebody from outside"},{"speaker":"KABIR SYED","startTime":466.42,"endTime":468.91,"body":"always breaks into"},{"speaker":"KABIR SYED","startTime":466.42,"endTime":468.91,"body":"something and makes it big?"},{"speaker":"KABIR SYED","startTime":468.91,"endTime":471.82,"body":"Why can't we do that?"},{"speaker":"KABIR SYED","startTime":471.82,"endTime":474.085,"body":"The second philosophy that"},{"speaker":"KABIR SYED","startTime":471.82,"endTime":474.085,"body":"we have is we are saying,"},{"speaker":"KABIR SYED","startTime":474.085,"endTime":476.53,"body":"look, we think"},{"speaker":"KABIR SYED","startTime":474.085,"endTime":476.53,"body":"brokers are important,"},{"speaker":"KABIR SYED","startTime":476.53,"endTime":481.87,"body":"but you've got to be much more"},{"speaker":"KABIR SYED","startTime":476.53,"endTime":481.87,"body":"agile and savvy in how much you"},{"speaker":"KABIR SYED","startTime":481.87,"endTime":483.19,"body":"touch things."},{"speaker":"KABIR SYED","startTime":483.19,"endTime":486.61,"body":"Do what's good in terms"},{"speaker":"KABIR SYED","startTime":483.19,"endTime":486.61,"body":"of what you're good at"},{"speaker":"KABIR SYED","startTime":486.61,"endTime":488.2,"body":"and automate the rest."},{"speaker":"KABIR SYED","startTime":488.2,"endTime":491.31,"body":"And I'm not saying"},{"speaker":"KABIR SYED","startTime":488.2,"endTime":491.31,"body":"take jobs out."},{"speaker":"KABIR SYED","startTime":491.31,"endTime":492.96,"body":"We now have systems"},{"speaker":"KABIR SYED","startTime":491.31,"endTime":492.96,"body":"where people have"},{"speaker":"KABIR SYED","startTime":492.96,"endTime":494.28,"body":"to just update all the time."},{"speaker":"KABIR SYED","startTime":494.28,"endTime":495.87,"body":"I don't understand that."},{"speaker":"KABIR SYED","startTime":495.87,"endTime":499.71,"body":"Why is it now the job"},{"speaker":"KABIR SYED","startTime":495.87,"endTime":499.71,"body":"becomes more keeping the data"},{"speaker":"KABIR SYED","startTime":499.71,"endTime":502.377,"body":"updated than using the data and"},{"speaker":"KABIR SYED","startTime":499.71,"endTime":502.377,"body":"actually being with the client"},{"speaker":"KABIR SYED","startTime":502.377,"endTime":504.21,"body":"or being with the carrier"},{"speaker":"KABIR SYED","startTime":502.377,"endTime":504.21,"body":"or whatever it is?"},{"speaker":"KABIR SYED","startTime":504.21,"endTime":506.002,"body":"Because then you are"},{"speaker":"KABIR SYED","startTime":504.21,"endTime":506.002,"body":"not solving a problem."},{"speaker":"KABIR SYED","startTime":506.002,"endTime":508.33,"body":"You just have this"},{"speaker":"KABIR SYED","startTime":506.002,"endTime":508.33,"body":"morass of data."},{"speaker":"KABIR SYED","startTime":508.33,"endTime":510.72,"body":"So we are saying, can we"},{"speaker":"KABIR SYED","startTime":508.33,"endTime":510.72,"body":"build something or can"},{"speaker":"KABIR SYED","startTime":510.72,"endTime":512.52,"body":"we create something"},{"speaker":"KABIR SYED","startTime":510.72,"endTime":512.52,"body":"that is open enough"},{"speaker":"KABIR SYED","startTime":512.52,"endTime":514.289,"body":"to include other players?"},{"speaker":"KABIR SYED","startTime":514.289,"endTime":518.73,"body":"Can we say if production is one"},{"speaker":"KABIR SYED","startTime":514.289,"endTime":518.73,"body":"thing, who should you target?"},{"speaker":"KABIR SYED","startTime":518.73,"endTime":521.46,"body":"If placement is one"},{"speaker":"KABIR SYED","startTime":518.73,"endTime":521.46,"body":"thing, how do you place?"},{"speaker":"KABIR SYED","startTime":521.46,"endTime":523.23,"body":"And we don't have"},{"speaker":"KABIR SYED","startTime":521.46,"endTime":523.23,"body":"to build everything,"},{"speaker":"KABIR SYED","startTime":523.23,"endTime":526.89,"body":"and we put on other"},{"speaker":"KABIR SYED","startTime":523.23,"endTime":526.89,"body":"people who are good."},{"speaker":"KABIR SYED","startTime":526.89,"endTime":528.24,"body":"There's new ways of targeting."},{"speaker":"KABIR SYED","startTime":528.24,"endTime":529.77,"body":"There's new ways"},{"speaker":"KABIR SYED","startTime":528.24,"endTime":529.77,"body":"of communicating."},{"speaker":"KABIR SYED","startTime":529.77,"endTime":531.06,"body":"Can we package it together?"},{"speaker":"KABIR SYED","startTime":531.06,"endTime":534.16,"body":"Because if I'm a sales--"},{"speaker":"KABIR SYED","startTime":531.06,"endTime":534.16,"body":"so let's say I'm Kabir."},{"speaker":"KABIR SYED","startTime":534.16,"endTime":536.82,"body":"I'm good at talking"},{"speaker":"KABIR SYED","startTime":534.16,"endTime":536.82,"body":"people's heads off,"},{"speaker":"KABIR SYED","startTime":536.82,"endTime":538.977,"body":"but I'm not good at research."},{"speaker":"KABIR SYED","startTime":538.977,"endTime":540.81,"body":"Well, why can't somebody"},{"speaker":"KABIR SYED","startTime":538.977,"endTime":540.81,"body":"do research for me?"},{"speaker":"KABIR SYED","startTime":540.81,"endTime":544.76,"body":"Because as a producer, you"},{"speaker":"KABIR SYED","startTime":540.81,"endTime":544.76,"body":"have to first do a shot."},{"speaker":"KABIR SYED","startTime":544.76,"endTime":547.02,"body":"A producer uses seven,"},{"speaker":"KABIR SYED","startTime":544.76,"endTime":547.02,"body":"eight systems, and I'm like,"},{"speaker":"KABIR SYED","startTime":547.02,"endTime":548.07,"body":"I'm shocked."},{"speaker":"KABIR SYED","startTime":548.07,"endTime":550.35,"body":"Who has the time to go to"},{"speaker":"KABIR SYED","startTime":548.07,"endTime":550.35,"body":"seven different systems"},{"speaker":"KABIR SYED","startTime":550.35,"endTime":552.42,"body":"and pick here, pick"},{"speaker":"KABIR SYED","startTime":550.35,"endTime":552.42,"body":"here, pick here and then"},{"speaker":"KABIR SYED","startTime":552.42,"endTime":553.725,"body":"package it and send an email."},{"speaker":"KABIR SYED","startTime":553.725,"endTime":556.01,"body":"Well, maybe my skills in"},{"speaker":"KABIR SYED","startTime":553.725,"endTime":556.01,"body":"research are not good."},{"speaker":"KABIR SYED","startTime":556.01,"endTime":557.76,"body":"Or maybe my packaging"},{"speaker":"KABIR SYED","startTime":556.01,"endTime":557.76,"body":"skills are not good."},{"speaker":"KABIR SYED","startTime":557.76,"endTime":559.51,"body":"Or maybe my placement"},{"speaker":"KABIR SYED","startTime":557.76,"endTime":559.51,"body":"skills are not good."},{"speaker":"KABIR SYED","startTime":559.51,"endTime":561.63,"body":"So we're saying, can"},{"speaker":"KABIR SYED","startTime":559.51,"endTime":561.63,"body":"we build something"},{"speaker":"KABIR SYED","startTime":561.63,"endTime":565.74,"body":"that's an open platform that"},{"speaker":"KABIR SYED","startTime":561.63,"endTime":565.74,"body":"only helps distribution?"},{"speaker":"KABIR SYED","startTime":565.74,"endTime":567.6,"body":"It is not for any"},{"speaker":"KABIR SYED","startTime":565.74,"endTime":567.6,"body":"other industry,"},{"speaker":"KABIR SYED","startTime":567.6,"endTime":570.33,"body":"only for the distribution"},{"speaker":"KABIR SYED","startTime":567.6,"endTime":570.33,"body":"of insurance."},{"speaker":"KABIR SYED","startTime":570.33,"endTime":571.44,"body":"And that's one part."},{"speaker":"KABIR SYED","startTime":571.44,"endTime":575.1,"body":"And the second part is we've"},{"speaker":"KABIR SYED","startTime":571.44,"endTime":575.1,"body":"got to accelerate and take data"},{"speaker":"KABIR SYED","startTime":575.1,"endTime":577.15,"body":"out of the hands of people."},{"speaker":"KABIR SYED","startTime":577.15,"endTime":581.88,"body":"So if you think of brokerages,"},{"speaker":"KABIR SYED","startTime":577.15,"endTime":581.88,"body":"take the 44,000 brokers."},{"speaker":"KABIR SYED","startTime":581.88,"endTime":586.92,"body":"I can tell you I don't know"},{"speaker":"KABIR SYED","startTime":581.88,"endTime":586.92,"body":"more than 50 CIOs in the 44,000"},{"speaker":"KABIR SYED","startTime":586.92,"endTime":589.17,"body":"insurance brokers and agents."},{"speaker":"KABIR SYED","startTime":589.17,"endTime":590.46,"body":"We don't have that."},{"speaker":"KABIR SYED","startTime":594.6,"endTime":596.31,"body":"So we're saying,"},{"speaker":"KABIR SYED","startTime":594.6,"endTime":596.31,"body":"well, why are we"},{"speaker":"KABIR SYED","startTime":596.31,"endTime":599.76,"body":"throwing technology"},{"speaker":"KABIR SYED","startTime":596.31,"endTime":599.76,"body":"at people and systems"},{"speaker":"KABIR SYED","startTime":599.76,"endTime":602.3,"body":"at people when they"},{"speaker":"KABIR SYED","startTime":599.76,"endTime":602.3,"body":"can't manage it?"},{"speaker":"KABIR SYED","startTime":602.3,"endTime":603.96,"body":"It's very [INAUDIBLE]"},{"speaker":"KABIR SYED","startTime":602.3,"endTime":603.96,"body":"for them, right?"},{"speaker":"KABIR SYED","startTime":603.96,"endTime":606.87,"body":"So it's like, hey, I"},{"speaker":"KABIR SYED","startTime":603.96,"endTime":606.87,"body":"have a three-car garage,"},{"speaker":"KABIR SYED","startTime":606.87,"endTime":608.19,"body":"but I'll give you five cars."},{"speaker":"KABIR SYED","startTime":608.19,"endTime":608.7,"body":"Which car?"},{"speaker":"KABIR SYED","startTime":608.7,"endTime":609.96,"body":"I don't know which car to use."},{"speaker":"KABIR SYED","startTime":609.96,"endTime":611.46,"body":"I don't know how"},{"speaker":"KABIR SYED","startTime":609.96,"endTime":611.46,"body":"to start this car."},{"speaker":"KABIR SYED","startTime":611.46,"endTime":613.56,"body":"I don't know to-- so"},{"speaker":"KABIR SYED","startTime":611.46,"endTime":613.56,"body":"those kinds of things."},{"speaker":"KABIR SYED","startTime":613.56,"endTime":615.78,"body":"We're saying we can't throw"},{"speaker":"KABIR SYED","startTime":613.56,"endTime":615.78,"body":"things at people where"},{"speaker":"KABIR SYED","startTime":615.78,"endTime":617.19,"body":"they can't solve the problem."},{"speaker":"KABIR SYED","startTime":617.19,"endTime":621.27,"body":"Solve the problem rather than"},{"speaker":"KABIR SYED","startTime":617.19,"endTime":621.27,"body":"give a technology for it."},{"speaker":"KABIR SYED","startTime":621.27,"endTime":623.13,"body":"And that's what"},{"speaker":"KABIR SYED","startTime":621.27,"endTime":623.13,"body":"we want to create"},{"speaker":"KABIR SYED","startTime":623.13,"endTime":624.755,"body":"to say can we let others play."},{"speaker":"KABIR SYED","startTime":624.755,"endTime":626.88,"body":"Hey, there's somebody who"},{"speaker":"KABIR SYED","startTime":624.755,"endTime":626.88,"body":"is very good at-- like do"},{"speaker":"KABIR SYED","startTime":626.88,"endTime":627.66,"body":"you want to be an AMS?"},{"speaker":"KABIR SYED","startTime":627.66,"endTime":628.83,"body":"No, there are great AMSs."},{"speaker":"KABIR SYED","startTime":628.83,"endTime":629.7,"body":"Let's use them."},{"speaker":"KABIR SYED","startTime":629.7,"endTime":632.312,"body":"And we can meet with an AMS,"},{"speaker":"KABIR SYED","startTime":629.7,"endTime":632.312,"body":"partner with them and say,"},{"speaker":"KABIR SYED","startTime":632.312,"endTime":633.27,"body":"this is what we can do."},{"speaker":"KABIR SYED","startTime":633.27,"endTime":635.37,"body":"This is what makes"},{"speaker":"KABIR SYED","startTime":633.27,"endTime":635.37,"body":"it easy, and hey, we"},{"speaker":"KABIR SYED","startTime":635.37,"endTime":637.522,"body":"can be part of an ecosystem?"},{"speaker":"KABIR SYED","startTime":637.522,"endTime":638.73,"body":"Do we want to do a placement?"},{"speaker":"KABIR SYED","startTime":638.73,"endTime":641.46,"body":"Yes, but hey, we don't want"},{"speaker":"KABIR SYED","startTime":638.73,"endTime":641.46,"body":"to be the stripe of insurance."},{"speaker":"KABIR SYED","startTime":641.46,"endTime":643.362,"body":"We don't, because there"},{"speaker":"KABIR SYED","startTime":641.46,"endTime":643.362,"body":"are other people who"},{"speaker":"KABIR SYED","startTime":643.362,"endTime":644.07,"body":"are good at that."},{"speaker":"KABIR SYED","startTime":644.07,"endTime":646.35,"body":"Let's use that and"},{"speaker":"KABIR SYED","startTime":644.07,"endTime":646.35,"body":"say, hey, let's"},{"speaker":"KABIR SYED","startTime":646.35,"endTime":649.11,"body":"partner together so"},{"speaker":"KABIR SYED","startTime":646.35,"endTime":649.11,"body":"that we solve a problem."},{"speaker":"KABIR SYED","startTime":649.11,"endTime":653.13,"body":"We can be like how"},{"speaker":"KABIR SYED","startTime":649.11,"endTime":653.13,"body":"most companies see."},{"speaker":"KABIR SYED","startTime":653.13,"endTime":655.53,"body":"Oh, I'll have a blue"},{"speaker":"KABIR SYED","startTime":653.13,"endTime":655.53,"body":"program, and I'll"},{"speaker":"KABIR SYED","startTime":655.53,"endTime":657.58,"body":"have an orange program"},{"speaker":"KABIR SYED","startTime":655.53,"endTime":657.58,"body":"or things like that"},{"speaker":"KABIR SYED","startTime":657.58,"endTime":660.03,"body":"and only include few"},{"speaker":"KABIR SYED","startTime":657.58,"endTime":660.03,"body":"people, because then you're"},{"speaker":"KABIR SYED","startTime":660.03,"endTime":661.89,"body":"not serving everybody."},{"speaker":"KABIR SYED","startTime":661.89,"endTime":665.22,"body":"Again, I've learned"},{"speaker":"KABIR SYED","startTime":661.89,"endTime":665.22,"body":"that philosophy"},{"speaker":"KABIR SYED","startTime":665.22,"endTime":667.83,"body":"has to drive what you"},{"speaker":"KABIR SYED","startTime":665.22,"endTime":667.83,"body":"are doing, otherwise,"},{"speaker":"KABIR SYED","startTime":667.83,"endTime":669.54,"body":"you're just going"},{"speaker":"KABIR SYED","startTime":667.83,"endTime":669.54,"body":"to say it a website"},{"speaker":"KABIR SYED","startTime":669.54,"endTime":670.8,"body":"and not do it in your product."},{"speaker":"REID HOLZWORTH","startTime":673.31,"endTime":674.81,"body":"That's awesome, man."},{"speaker":"REID HOLZWORTH","startTime":674.81,"endTime":679.1,"body":"Well, to be continued on that."},{"speaker":"REID HOLZWORTH","startTime":679.1,"endTime":681.38,"body":"So this has been really good."},{"speaker":"REID HOLZWORTH","startTime":681.38,"endTime":683.22,"body":"So a few more things--"},{"speaker":"REID HOLZWORTH","startTime":683.22,"endTime":687.56,"body":"one, who would you"},{"speaker":"REID HOLZWORTH","startTime":683.22,"endTime":687.56,"body":"recommend I interview next?"},{"speaker":"REID HOLZWORTH","startTime":687.56,"endTime":689.862,"body":"Maybe a good"},{"speaker":"REID HOLZWORTH","startTime":687.56,"endTime":689.862,"body":"recommendation of somebody"},{"speaker":"REID HOLZWORTH","startTime":689.862,"endTime":691.07,"body":"that I should go and talk to."},{"speaker":"REID HOLZWORTH","startTime":691.07,"endTime":692.81,"body":"Could be somebody I"},{"speaker":"REID HOLZWORTH","startTime":691.07,"endTime":692.81,"body":"know, maybe somebody"},{"speaker":"REID HOLZWORTH","startTime":692.81,"endTime":693.86,"body":"I don't know, either way."},{"speaker":"KABIR SYED","startTime":697.2,"endTime":698.94,"body":"I think"},{"speaker":"KABIR SYED","startTime":697.2,"endTime":698.94,"body":"you should take"},{"speaker":"KABIR SYED","startTime":698.94,"endTime":704.4,"body":"a mix of rebel operators,"},{"speaker":"KABIR SYED","startTime":698.94,"endTime":704.4,"body":"progressive operators,"},{"speaker":"KABIR SYED","startTime":704.4,"endTime":708.69,"body":"and where is the"},{"speaker":"KABIR SYED","startTime":704.4,"endTime":708.69,"body":"money flowing into?"},{"speaker":"KABIR SYED","startTime":708.69,"endTime":711.81,"body":"So take up InsureTechs,"},{"speaker":"KABIR SYED","startTime":708.69,"endTime":711.81,"body":"because they"},{"speaker":"KABIR SYED","startTime":711.81,"endTime":716.38,"body":"are going to look at a"},{"speaker":"KABIR SYED","startTime":711.81,"endTime":716.38,"body":"huge array of landscapes."},{"speaker":"KABIR SYED","startTime":716.38,"endTime":719.22,"body":"So if you think of rebel--"},{"speaker":"KABIR SYED","startTime":719.22,"endTime":721.77,"body":"because otherwise everybody is"},{"speaker":"KABIR SYED","startTime":719.22,"endTime":721.77,"body":"doing the very similar things."},{"speaker":"KABIR SYED","startTime":721.77,"endTime":725.61,"body":"And if you think of rebel"},{"speaker":"KABIR SYED","startTime":721.77,"endTime":725.61,"body":"operators or data analytics"},{"speaker":"KABIR SYED","startTime":725.61,"endTime":727.95,"body":"people like that, they're"},{"speaker":"KABIR SYED","startTime":725.61,"endTime":727.95,"body":"trying to do something."},{"speaker":"KABIR SYED","startTime":727.95,"endTime":734.67,"body":"John Mollica at Alera is"},{"speaker":"KABIR SYED","startTime":727.95,"endTime":734.67,"body":"good, is a person to think of."},{"speaker":"KABIR SYED","startTime":734.67,"endTime":738.99,"body":"Then an InsureTech which is"},{"speaker":"KABIR SYED","startTime":734.67,"endTime":738.99,"body":"actually on the carrier side,"},{"speaker":"KABIR SYED","startTime":738.99,"endTime":740.67,"body":"very new, almost a carrier."},{"speaker":"KABIR SYED","startTime":740.67,"endTime":745.14,"body":"I don't know if you"},{"speaker":"KABIR SYED","startTime":740.67,"endTime":745.14,"body":"know Corvus Insurance."},{"speaker":"REID HOLZWORTH","startTime":745.14,"endTime":746.64,"body":"No, not personally."},{"speaker":"KABIR SYED","startTime":746.64,"endTime":748.557,"body":"Very"},{"speaker":"KABIR SYED","startTime":746.64,"endTime":748.557,"body":"interesting, they just raised"},{"speaker":"KABIR SYED","startTime":748.557,"endTime":749.97,"body":"a boatload of money."},{"speaker":"KABIR SYED","startTime":749.97,"endTime":752.97,"body":"Reid Spitz of HDVI."},{"speaker":"KABIR SYED","startTime":752.97,"endTime":758.55,"body":"It's a long haul trucking"},{"speaker":"KABIR SYED","startTime":752.97,"endTime":758.55,"body":"carrier, very, very different."},{"speaker":"KABIR SYED","startTime":758.55,"endTime":760.86,"body":"Because I mean, think about it."},{"speaker":"KABIR SYED","startTime":760.86,"endTime":762.51,"body":"Why would somebody"},{"speaker":"KABIR SYED","startTime":760.86,"endTime":762.51,"body":"start a carrier?"},{"speaker":"KABIR SYED","startTime":762.51,"endTime":766.44,"body":"It was started by the"},{"speaker":"KABIR SYED","startTime":762.51,"endTime":766.44,"body":"former CEO of Esurance--"},{"speaker":"KABIR SYED","startTime":766.44,"endTime":769.197,"body":"and you get a very"},{"speaker":"KABIR SYED","startTime":766.44,"endTime":769.197,"body":"different combination."},{"speaker":"KABIR SYED","startTime":769.197,"endTime":771.03,"body":"Then there's a very"},{"speaker":"KABIR SYED","startTime":769.197,"endTime":771.03,"body":"interesting data company"},{"speaker":"KABIR SYED","startTime":771.03,"endTime":772.56,"body":"that's changing underwriting."},{"speaker":"KABIR SYED","startTime":772.56,"endTime":776.64,"body":"And if you think I'm"},{"speaker":"KABIR SYED","startTime":772.56,"endTime":776.64,"body":"outspoken, this guy's"},{"speaker":"KABIR SYED","startTime":776.64,"endTime":778.1,"body":"like eight times Kabir."},{"speaker":"KABIR SYED","startTime":778.1,"endTime":780.55,"body":"He's smart and"},{"speaker":"KABIR SYED","startTime":778.1,"endTime":780.55,"body":"outspoken by the way."},{"speaker":"KABIR SYED","startTime":780.55,"endTime":783.24,"body":"He drives-- oh my God."},{"speaker":"KABIR SYED","startTime":783.24,"endTime":787.98,"body":"So the name of the guy's"},{"speaker":"KABIR SYED","startTime":783.24,"endTime":787.98,"body":"Hari, H-A-R-I, Sundram."},{"speaker":"KABIR SYED","startTime":787.98,"endTime":790.8,"body":"The company is Verikai."},{"speaker":"KABIR SYED","startTime":790.8,"endTime":792.6,"body":"So fundamentally,"},{"speaker":"KABIR SYED","startTime":790.8,"endTime":792.6,"body":"they are changing"},{"speaker":"KABIR SYED","startTime":792.6,"endTime":793.99,"body":"things in different ways."},{"speaker":"KABIR SYED","startTime":793.99,"endTime":796.38,"body":"One is, how do you"},{"speaker":"KABIR SYED","startTime":793.99,"endTime":796.38,"body":"underwrite benefits?"},{"speaker":"KABIR SYED","startTime":796.38,"endTime":798.06,"body":"Because if you"},{"speaker":"KABIR SYED","startTime":796.38,"endTime":798.06,"body":"think of benefits,"},{"speaker":"KABIR SYED","startTime":798.06,"endTime":799.83,"body":"if you think BMC"},{"speaker":"KABIR SYED","startTime":798.06,"endTime":799.83,"body":"is bad, well you"},{"speaker":"KABIR SYED","startTime":799.83,"endTime":801.15,"body":"should just look at benefits--"},{"speaker":"REID HOLZWORTH","startTime":801.15,"endTime":802.62,"body":"Benefits"},{"speaker":"REID HOLZWORTH","startTime":801.15,"endTime":802.62,"body":"is the last frontier, man."},{"speaker":"REID HOLZWORTH","startTime":802.62,"endTime":803.25,"body":"It is."},{"speaker":"KABIR SYED","startTime":803.25,"endTime":804.71,"body":"--is painful."},{"speaker":"KABIR SYED","startTime":804.71,"endTime":806.91,"body":"Well, I think that's"},{"speaker":"KABIR SYED","startTime":804.71,"endTime":806.91,"body":"how do you target?"},{"speaker":"KABIR SYED","startTime":806.91,"endTime":810.15,"body":"And data has-- and they"},{"speaker":"KABIR SYED","startTime":806.91,"endTime":810.15,"body":"help brokers and carriers."},{"speaker":"KABIR SYED","startTime":810.15,"endTime":812.13,"body":"So these are different people."},{"speaker":"KABIR SYED","startTime":812.13,"endTime":814.62,"body":"I always say I"},{"speaker":"KABIR SYED","startTime":812.13,"endTime":814.62,"body":"don't pay attention"},{"speaker":"KABIR SYED","startTime":814.62,"endTime":817.56,"body":"to influencers at"},{"speaker":"KABIR SYED","startTime":814.62,"endTime":817.56,"body":"all, because I'm"},{"speaker":"KABIR SYED","startTime":817.56,"endTime":820.727,"body":"like, well, it's easy to talk,"},{"speaker":"KABIR SYED","startTime":817.56,"endTime":820.727,"body":"but can you do something?"},{"speaker":"KABIR SYED","startTime":823.76,"endTime":825.45,"body":"You have run a company--"},{"speaker":"KABIR SYED","startTime":825.45,"endTime":827.4,"body":"building a team,"},{"speaker":"KABIR SYED","startTime":825.45,"endTime":827.4,"body":"building a culture,"},{"speaker":"KABIR SYED","startTime":827.4,"endTime":829.35,"body":"changing behavior,"},{"speaker":"KABIR SYED","startTime":827.4,"endTime":829.35,"body":"selling it to somebody."},{"speaker":"KABIR SYED","startTime":829.35,"endTime":832.89,"body":"I'm saying it takes a long"},{"speaker":"KABIR SYED","startTime":829.35,"endTime":832.89,"body":"time and constant effort."},{"speaker":"KABIR SYED","startTime":832.89,"endTime":834.505,"body":"It's easy to put"},{"speaker":"KABIR SYED","startTime":832.89,"endTime":834.505,"body":"anything in words"},{"speaker":"KABIR SYED","startTime":834.505,"endTime":836.88,"body":"and say, well, this is my"},{"speaker":"KABIR SYED","startTime":834.505,"endTime":836.88,"body":"picture and this is what I say."},{"speaker":"KABIR SYED","startTime":836.88,"endTime":838.75,"body":"I'm like, nah, it"},{"speaker":"KABIR SYED","startTime":836.88,"endTime":838.75,"body":"doesn't work that way."},{"speaker":"KABIR SYED","startTime":838.75,"endTime":842.96,"body":"So I always go for rebels"},{"speaker":"KABIR SYED","startTime":838.75,"endTime":842.96,"body":"in each of those categories"},{"speaker":"KABIR SYED","startTime":842.96,"endTime":844.56,"body":"to say, how you're different?"},{"speaker":"KABIR SYED","startTime":844.56,"endTime":847.81,"body":"How do you look at it, and"},{"speaker":"KABIR SYED","startTime":844.56,"endTime":847.81,"body":"what are you achieving?"},{"speaker":"REID HOLZWORTH","startTime":847.81,"endTime":849.81,"body":"I think"},{"speaker":"REID HOLZWORTH","startTime":847.81,"endTime":849.81,"body":"there's a big difference"},{"speaker":"REID HOLZWORTH","startTime":849.81,"endTime":854.25,"body":"between social media influencers"},{"speaker":"REID HOLZWORTH","startTime":849.81,"endTime":854.25,"body":"and people that actually"},{"speaker":"REID HOLZWORTH","startTime":854.25,"endTime":856.68,"body":"influence the industry."},{"speaker":"REID HOLZWORTH","startTime":856.68,"endTime":858.36,"body":"And I consider you"},{"speaker":"REID HOLZWORTH","startTime":856.68,"endTime":858.36,"body":"one of those guys."},{"speaker":"KABIR SYED","startTime":860.912,"endTime":861.87,"body":"Oh, my God."},{"speaker":"REID HOLZWORTH","startTime":861.87,"endTime":863.94,"body":"By the"},{"speaker":"REID HOLZWORTH","startTime":861.87,"endTime":863.94,"body":"way, talk about outspoken."},{"speaker":"REID HOLZWORTH","startTime":863.94,"endTime":867.36,"body":"You've been very"},{"speaker":"REID HOLZWORTH","startTime":863.94,"endTime":867.36,"body":"mild on this call."},{"speaker":"REID HOLZWORTH","startTime":867.36,"endTime":870.9,"body":"So you've been very, very good."},{"speaker":"REID HOLZWORTH","startTime":870.9,"endTime":875.1,"body":"On your best"},{"speaker":"REID HOLZWORTH","startTime":870.9,"endTime":875.1,"body":"behavior, if you will."},{"speaker":"REID HOLZWORTH","startTime":875.1,"endTime":877.38,"body":"All right, the last"},{"speaker":"REID HOLZWORTH","startTime":875.1,"endTime":877.38,"body":"couple of things."},{"speaker":"REID HOLZWORTH","startTime":877.38,"endTime":880.44,"body":"So what do you do"},{"speaker":"REID HOLZWORTH","startTime":877.38,"endTime":880.44,"body":"for fun these days?"},{"speaker":"REID HOLZWORTH","startTime":880.44,"endTime":881.86,"body":"What does Kabir do for fun?"},{"speaker":"REID HOLZWORTH","startTime":884.347,"endTime":886.68,"body":"And by the"},{"speaker":"REID HOLZWORTH","startTime":884.347,"endTime":886.68,"body":"way, I get this same question"},{"speaker":"REID HOLZWORTH","startTime":886.68,"endTime":888.63,"body":"and it's like, which one"},{"speaker":"REID HOLZWORTH","startTime":886.68,"endTime":888.63,"body":"do you want to choose?"},{"speaker":"REID HOLZWORTH","startTime":888.63,"endTime":889.98,"body":"And I know you're that"},{"speaker":"REID HOLZWORTH","startTime":888.63,"endTime":889.98,"body":"way too, because we"},{"speaker":"REID HOLZWORTH","startTime":889.98,"endTime":891.03,"body":"know each other that way."},{"speaker":"REID HOLZWORTH","startTime":891.03,"endTime":895.248,"body":"But for the audience,"},{"speaker":"REID HOLZWORTH","startTime":891.03,"endTime":895.248,"body":"what does Kabir find fun?"},{"speaker":"KABIR SYED","startTime":895.248,"endTime":896.79,"body":"I love"},{"speaker":"KABIR SYED","startTime":895.248,"endTime":896.79,"body":"to travel, so it's"},{"speaker":"KABIR SYED","startTime":896.79,"endTime":901.29,"body":"been very tough the last-- but"},{"speaker":"KABIR SYED","startTime":896.79,"endTime":901.29,"body":"again I love to find loopholes."},{"speaker":"KABIR SYED","startTime":901.29,"endTime":902.88,"body":"So first thing,"},{"speaker":"KABIR SYED","startTime":901.29,"endTime":902.88,"body":"I love to travel."},{"speaker":"KABIR SYED","startTime":902.88,"endTime":904.67,"body":"So what did the CDC say?"},{"speaker":"KABIR SYED","startTime":904.67,"endTime":907.68,"body":"Hey, you can go and come"},{"speaker":"KABIR SYED","startTime":904.67,"endTime":907.68,"body":"back within 24 hours."},{"speaker":"KABIR SYED","startTime":907.68,"endTime":909.27,"body":"I'm like, done."},{"speaker":"KABIR SYED","startTime":909.27,"endTime":912.72,"body":"[INAUDIBLE] It's kind of"},{"speaker":"KABIR SYED","startTime":909.27,"endTime":912.72,"body":"dumb because you can catch it"},{"speaker":"KABIR SYED","startTime":912.72,"endTime":914.77,"body":"in five minutes,"},{"speaker":"KABIR SYED","startTime":912.72,"endTime":914.77,"body":"but I'm like, well,"},{"speaker":"KABIR SYED","startTime":914.77,"endTime":916.815,"body":"I've not got it so"},{"speaker":"KABIR SYED","startTime":914.77,"endTime":916.815,"body":"far, so I'm fine."},{"speaker":"KABIR SYED","startTime":916.815,"endTime":920.34,"body":"So I travel a lot to different--"},{"speaker":"KABIR SYED","startTime":916.815,"endTime":920.34,"body":"whether to meet former clients"},{"speaker":"KABIR SYED","startTime":920.34,"endTime":925.28,"body":"or buddies or just someplace"},{"speaker":"KABIR SYED","startTime":920.34,"endTime":925.28,"body":"where I can go and chill."},{"speaker":"KABIR SYED","startTime":925.28,"endTime":927.24,"body":"The picture that I'd"},{"speaker":"KABIR SYED","startTime":925.28,"endTime":927.24,"body":"sent you, that was--"},{"speaker":"KABIR SYED","startTime":927.24,"endTime":928.48,"body":"so I love that."},{"speaker":"KABIR SYED","startTime":928.48,"endTime":931.89,"body":"Second thing is I got"},{"speaker":"KABIR SYED","startTime":928.48,"endTime":931.89,"body":"into drinking wine"},{"speaker":"KABIR SYED","startTime":931.89,"endTime":933.12,"body":"when I started RiskMatch."},{"speaker":"KABIR SYED","startTime":933.12,"endTime":935.53,"body":"So I thought I will"},{"speaker":"KABIR SYED","startTime":933.12,"endTime":935.53,"body":"start collecting,"},{"speaker":"KABIR SYED","startTime":935.53,"endTime":937.53,"body":"but obviously like you"},{"speaker":"KABIR SYED","startTime":935.53,"endTime":937.53,"body":"know me, I don't collect."},{"speaker":"KABIR SYED","startTime":937.53,"endTime":938.73,"body":"I just drink."},{"speaker":"KABIR SYED","startTime":938.73,"endTime":944.01,"body":"So I've been drinking some"},{"speaker":"KABIR SYED","startTime":938.73,"endTime":944.01,"body":"very different kinds of wines,"},{"speaker":"KABIR SYED","startTime":944.01,"endTime":946.83,"body":"so that's the one part of it."},{"speaker":"KABIR SYED","startTime":946.83,"endTime":950.4,"body":"And I love looking at cars."},{"speaker":"KABIR SYED","startTime":950.4,"endTime":951.03,"body":"I love cars."},{"speaker":"KABIR SYED","startTime":951.03,"endTime":953.1,"body":"I see you have a car collection."},{"speaker":"KABIR SYED","startTime":953.1,"endTime":955.59,"body":"I don't have an extensive"},{"speaker":"KABIR SYED","startTime":953.1,"endTime":955.59,"body":"collection like yours,"},{"speaker":"KABIR SYED","startTime":955.59,"endTime":958.56,"body":"but I do trade cars constantly."},{"speaker":"KABIR SYED","startTime":958.56,"endTime":961.02,"body":"And my wife says, what"},{"speaker":"KABIR SYED","startTime":958.56,"endTime":961.02,"body":"is wrong with you?"},{"speaker":"KABIR SYED","startTime":961.02,"endTime":962.73,"body":"Are you going with"},{"speaker":"KABIR SYED","startTime":961.02,"endTime":962.73,"body":"the midlife crisis?"},{"speaker":"KABIR SYED","startTime":962.73,"endTime":964.438,"body":"I'm like, no, I just"},{"speaker":"KABIR SYED","startTime":962.73,"endTime":964.438,"body":"like to change cars."},{"speaker":"KABIR SYED","startTime":964.438,"endTime":966.03,"body":"That's all it is."},{"speaker":"KABIR SYED","startTime":966.03,"endTime":968.22,"body":"So I drive cars a lot."},{"speaker":"KABIR SYED","startTime":968.22,"endTime":970.41,"body":"And it's been fantastic"},{"speaker":"KABIR SYED","startTime":968.22,"endTime":970.41,"body":"the last year,"},{"speaker":"KABIR SYED","startTime":970.41,"endTime":972.72,"body":"because there's not much"},{"speaker":"KABIR SYED","startTime":970.41,"endTime":972.72,"body":"traffic on the road now."},{"speaker":"KABIR SYED","startTime":972.72,"endTime":976.443,"body":"So you zip through"},{"speaker":"KABIR SYED","startTime":972.72,"endTime":976.443,"body":"and then you got"},{"speaker":"KABIR SYED","startTime":976.443,"endTime":977.61,"body":"to have a good radar system."},{"speaker":"KABIR SYED","startTime":977.61,"endTime":981.355,"body":"But other than that, I"},{"speaker":"KABIR SYED","startTime":977.61,"endTime":981.355,"body":"love to go and do that."},{"speaker":"REID HOLZWORTH","startTime":981.355,"endTime":982.23,"body":"Yeah."},{"speaker":"REID HOLZWORTH","startTime":982.23,"endTime":984.54,"body":"Well, I hear you're really"},{"speaker":"REID HOLZWORTH","startTime":982.23,"endTime":984.54,"body":"into cars that are typically"},{"speaker":"REID HOLZWORTH","startTime":984.54,"endTime":992.58,"body":"red in general, which will zip"},{"speaker":"REID HOLZWORTH","startTime":984.54,"endTime":992.58,"body":"by some things in a very fun"},{"speaker":"REID HOLZWORTH","startTime":992.58,"endTime":993.786,"body":"way."},{"speaker":"REID HOLZWORTH","startTime":993.786,"endTime":994.62,"body":"So that's all."},{"speaker":"REID HOLZWORTH","startTime":994.62,"endTime":997.17,"body":"So then, so the last question."},{"speaker":"REID HOLZWORTH","startTime":997.17,"endTime":998.7,"body":"What's your favorite drink?"},{"speaker":"KABIR SYED","startTime":998.7,"endTime":1002.22,"body":"Ooh, it"},{"speaker":"KABIR SYED","startTime":998.7,"endTime":1002.22,"body":"depends on the situation."},{"speaker":"KABIR SYED","startTime":1002.22,"endTime":1006.44,"body":"So my favorite drink if I'm"},{"speaker":"KABIR SYED","startTime":1002.22,"endTime":1006.44,"body":"in the let's say the Caribbean"},{"speaker":"KABIR SYED","startTime":1006.44,"endTime":1009.71,"body":"or by the ocean"},{"speaker":"KABIR SYED","startTime":1006.44,"endTime":1009.71,"body":"would be a cold beer."},{"speaker":"KABIR SYED","startTime":1009.71,"endTime":1011.66,"body":"I would be happy"},{"speaker":"KABIR SYED","startTime":1009.71,"endTime":1011.66,"body":"with a cold beer."},{"speaker":"KABIR SYED","startTime":1011.66,"endTime":1014.24,"body":"However, and if I'm"},{"speaker":"KABIR SYED","startTime":1011.66,"endTime":1014.24,"body":"in the Northeast"},{"speaker":"KABIR SYED","startTime":1014.24,"endTime":1018.86,"body":"or in business meetings,"},{"speaker":"KABIR SYED","startTime":1014.24,"endTime":1018.86,"body":"I love a Cabernet or one"},{"speaker":"KABIR SYED","startTime":1018.86,"endTime":1020.33,"body":"of those heavy wines."},{"speaker":"KABIR SYED","startTime":1020.33,"endTime":1021.897,"body":"Most people don't love wines."},{"speaker":"KABIR SYED","startTime":1021.897,"endTime":1024.23,"body":"I'll drink it over here in"},{"speaker":"KABIR SYED","startTime":1021.897,"endTime":1024.23,"body":"the summer, but on the beach,"},{"speaker":"KABIR SYED","startTime":1024.23,"endTime":1025.339,"body":"I don't want wine."},{"speaker":"KABIR SYED","startTime":1025.339,"endTime":1028.553,"body":"And I don't know why I'm"},{"speaker":"KABIR SYED","startTime":1025.339,"endTime":1028.553,"body":"wired that way, maybe--"},{"speaker":"REID HOLZWORTH","startTime":1028.553,"endTime":1030.47,"body":"I think"},{"speaker":"REID HOLZWORTH","startTime":1028.553,"endTime":1030.47,"body":"that's pretty typical."},{"speaker":"REID HOLZWORTH","startTime":1030.47,"endTime":1033.05,"body":"I mean white wine on the beach"},{"speaker":"REID HOLZWORTH","startTime":1030.47,"endTime":1033.05,"body":"and stuff like that maybe"},{"speaker":"REID HOLZWORTH","startTime":1033.05,"endTime":1034.49,"body":"warm weather, white wine."},{"speaker":"REID HOLZWORTH","startTime":1034.49,"endTime":1037.609,"body":"But man, I've spent a"},{"speaker":"REID HOLZWORTH","startTime":1034.49,"endTime":1037.609,"body":"lot of time in Florida"},{"speaker":"REID HOLZWORTH","startTime":1037.609,"endTime":1042.829,"body":"and you just don't want"},{"speaker":"REID HOLZWORTH","startTime":1037.609,"endTime":1042.829,"body":"red wine when it's hot out,"},{"speaker":"REID HOLZWORTH","startTime":1042.829,"endTime":1044.358,"body":"but yeah so cold beer."},{"speaker":"KABIR SYED","startTime":1044.358,"endTime":1046.4,"body":"But I like to"},{"speaker":"KABIR SYED","startTime":1044.358,"endTime":1046.4,"body":"have fruity drinks too,"},{"speaker":"KABIR SYED","startTime":1046.4,"endTime":1049.04,"body":"so with a little thing I'm"},{"speaker":"KABIR SYED","startTime":1046.4,"endTime":1049.04,"body":"like, Oh, this is great."},{"speaker":"KABIR SYED","startTime":1049.04,"endTime":1051.65,"body":"I used to drink a lot of--"},{"speaker":"KABIR SYED","startTime":1051.65,"endTime":1054.46,"body":"what's it called?"},{"speaker":"KABIR SYED","startTime":1054.46,"endTime":1056.81,"body":"The James Bond drink,"},{"speaker":"KABIR SYED","startTime":1054.46,"endTime":1056.81,"body":"but I realized I can--"},{"speaker":"REID HOLZWORTH","startTime":1056.81,"endTime":1057.1,"body":"Martinis?"},{"speaker":"KABIR SYED","startTime":1057.1,"endTime":1057.975,"body":"Martinis."},{"speaker":"KABIR SYED","startTime":1057.975,"endTime":1060.87,"body":"But I realized I can only drink"},{"speaker":"KABIR SYED","startTime":1057.975,"endTime":1060.87,"body":"two or three and then I'm done."},{"speaker":"REID HOLZWORTH","startTime":1060.87,"endTime":1061.99,"body":"I know."},{"speaker":"REID HOLZWORTH","startTime":1061.99,"endTime":1064.6,"body":"I love Martinis, but"},{"speaker":"REID HOLZWORTH","startTime":1061.99,"endTime":1064.6,"body":"you can't do it, man."},{"speaker":"REID HOLZWORTH","startTime":1064.6,"endTime":1067.08,"body":"You can't do a bunch of them."},{"speaker":"REID HOLZWORTH","startTime":1067.08,"endTime":1070.42,"body":"It's not going to end well."},{"speaker":"KABIR SYED","startTime":1070.42,"endTime":1073.33,"body":"I used to go"},{"speaker":"KABIR SYED","startTime":1070.42,"endTime":1073.33,"body":"to Vegas five times a year."},{"speaker":"KABIR SYED","startTime":1073.33,"endTime":1077.32,"body":"I loved going to Vegas,"},{"speaker":"KABIR SYED","startTime":1073.33,"endTime":1077.32,"body":"because I would be--"},{"speaker":"KABIR SYED","startTime":1077.32,"endTime":1080.32,"body":"when I was at Marsh, I was"},{"speaker":"KABIR SYED","startTime":1077.32,"endTime":1080.32,"body":"in San Francisco visiting"},{"speaker":"KABIR SYED","startTime":1080.32,"endTime":1082.63,"body":"an office, and I had"},{"speaker":"KABIR SYED","startTime":1080.32,"endTime":1082.63,"body":"to come back on Monday."},{"speaker":"KABIR SYED","startTime":1082.63,"endTime":1084.425,"body":"And I would say,"},{"speaker":"KABIR SYED","startTime":1082.63,"endTime":1084.425,"body":"hey, Marsh, can you"},{"speaker":"KABIR SYED","startTime":1084.425,"endTime":1086.05,"body":"just pay for me to"},{"speaker":"KABIR SYED","startTime":1084.425,"endTime":1086.05,"body":"go to Vegas and I'll"},{"speaker":"KABIR SYED","startTime":1086.05,"endTime":1088.217,"body":"come back so I don't have"},{"speaker":"KABIR SYED","startTime":1086.05,"endTime":1088.217,"body":"to pay for the whole trip?"},{"speaker":"KABIR SYED","startTime":1088.217,"endTime":1089.05,"body":"They're like, done."},{"speaker":"KABIR SYED","startTime":1089.05,"endTime":1092.3,"body":"So I went to Vegas all"},{"speaker":"KABIR SYED","startTime":1089.05,"endTime":1092.3,"body":"the time, and I loved it."},{"speaker":"KABIR SYED","startTime":1092.3,"endTime":1094.07,"body":"So I don't do it anymore."},{"speaker":"KABIR SYED","startTime":1094.07,"endTime":1098.39,"body":"It's been four or five"},{"speaker":"KABIR SYED","startTime":1094.07,"endTime":1098.39,"body":"years now since I've been."},{"speaker":"REID HOLZWORTH","startTime":1098.39,"endTime":1100.955,"body":"Well, hey,"},{"speaker":"REID HOLZWORTH","startTime":1098.39,"endTime":1100.955,"body":"this has been awesome Kabir."},{"speaker":"REID HOLZWORTH","startTime":1100.955,"endTime":1106.23,"body":"I appreciate your"},{"speaker":"REID HOLZWORTH","startTime":1100.955,"endTime":1106.23,"body":"time, and yeah, you're"},{"speaker":"REID HOLZWORTH","startTime":1106.23,"endTime":1108.41,"body":"an interesting individual, man."},{"speaker":"REID HOLZWORTH","startTime":1108.41,"endTime":1111.41,"body":"I'm sure the audience is"},{"speaker":"REID HOLZWORTH","startTime":1108.41,"endTime":1111.41,"body":"going to find a lot of benefit"},{"speaker":"REID HOLZWORTH","startTime":1111.41,"endTime":1112.37,"body":"throughout this."},{"speaker":"REID HOLZWORTH","startTime":1112.37,"endTime":1115.19,"body":"Yeah, so I guess we're done."},{"speaker":"REID HOLZWORTH","startTime":1115.19,"endTime":1116.24,"body":"That's a wrap."},{"speaker":"REID HOLZWORTH","startTime":1116.24,"endTime":1117.02,"body":"Cut it."},{"speaker":"KABIR SYED","startTime":1117.02,"endTime":1118.27,"body":"That's great, man."},{"speaker":"KABIR SYED","startTime":1118.27,"endTime":1121.07,"body":"It was always-- it's"},{"speaker":"KABIR SYED","startTime":1118.27,"endTime":1121.07,"body":"always fun talking to you."},{"speaker":"KABIR SYED","startTime":1121.07,"endTime":1123.38,"body":"You have done such"},{"speaker":"KABIR SYED","startTime":1121.07,"endTime":1123.38,"body":"great things, and I"},{"speaker":"KABIR SYED","startTime":1123.38,"endTime":1124.665,"body":"love talking and chatting."},{"speaker":"KABIR SYED","startTime":1124.665,"endTime":1126.29,"body":"And we are very"},{"speaker":"KABIR SYED","startTime":1124.665,"endTime":1126.29,"body":"similar in our mindset."},{"speaker":"REID HOLZWORTH","startTime":1128.99,"endTime":1130.7,"body":"Wow, that was great."},{"speaker":"REID HOLZWORTH","startTime":1130.7,"endTime":1132.8,"body":"Kabir, what an interesting guy."},{"speaker":"REID HOLZWORTH","startTime":1132.8,"endTime":1135.745,"body":"I said in the first episode,"},{"speaker":"REID HOLZWORTH","startTime":1132.8,"endTime":1135.745,"body":"if you listened to it,"},{"speaker":"REID HOLZWORTH","startTime":1135.745,"endTime":1137.12,"body":"that Kabir is one"},{"speaker":"REID HOLZWORTH","startTime":1135.745,"endTime":1137.12,"body":"of those people"},{"speaker":"REID HOLZWORTH","startTime":1137.12,"endTime":1139.13,"body":"that not everybody knows."},{"speaker":"REID HOLZWORTH","startTime":1139.13,"endTime":1141.5,"body":"But the people that"},{"speaker":"REID HOLZWORTH","startTime":1139.13,"endTime":1141.5,"body":"really know him,"},{"speaker":"REID HOLZWORTH","startTime":1141.5,"endTime":1144.44,"body":"when his name is said"},{"speaker":"REID HOLZWORTH","startTime":1141.5,"endTime":1144.44,"body":"in a room, people smile."},{"speaker":"REID HOLZWORTH","startTime":1144.44,"endTime":1145.25,"body":"They chuckle."},{"speaker":"REID HOLZWORTH","startTime":1145.25,"endTime":1147.5,"body":"They smirk, right?"},{"speaker":"REID HOLZWORTH","startTime":1147.5,"endTime":1150.47,"body":"Because he has just such"},{"speaker":"REID HOLZWORTH","startTime":1147.5,"endTime":1150.47,"body":"an interesting perspective"},{"speaker":"REID HOLZWORTH","startTime":1150.47,"endTime":1151.37,"body":"on life."},{"speaker":"REID HOLZWORTH","startTime":1151.37,"endTime":1153.98,"body":"And you get a little"},{"speaker":"REID HOLZWORTH","startTime":1151.37,"endTime":1153.98,"body":"flavor of that."},{"speaker":"REID HOLZWORTH","startTime":1153.98,"endTime":1157.22,"body":"But if you see Kabir"},{"speaker":"REID HOLZWORTH","startTime":1153.98,"endTime":1157.22,"body":"out during an event,"},{"speaker":"REID HOLZWORTH","startTime":1157.22,"endTime":1160.13,"body":"see him out on the streets,"},{"speaker":"REID HOLZWORTH","startTime":1157.22,"endTime":1160.13,"body":"whatever you're doing,"},{"speaker":"REID HOLZWORTH","startTime":1160.13,"endTime":1163.76,"body":"hang out with the guy and you'll"},{"speaker":"REID HOLZWORTH","startTime":1160.13,"endTime":1163.76,"body":"see what I'm talking about."},{"speaker":"REID HOLZWORTH","startTime":1163.76,"endTime":1164.69,"body":"Buy him a drink."},{"speaker":"REID HOLZWORTH","startTime":1164.69,"endTime":1172.27,"body":"Buy him his favorite drink,"},{"speaker":"REID HOLZWORTH","startTime":1164.69,"endTime":1172.27,"body":"which is anything, I guess."},{"speaker":"REID HOLZWORTH","startTime":1172.27,"endTime":1174.2,"body":"But hey, I'm the same way."},{"speaker":"REID HOLZWORTH","startTime":1174.2,"endTime":1176.65,"body":"Nice hot day, I"},{"speaker":"REID HOLZWORTH","startTime":1174.2,"endTime":1176.65,"body":"love a cold beer."},{"speaker":"REID HOLZWORTH","startTime":1176.65,"endTime":1180.17,"body":"Nice cab, good Martini."},{"speaker":"REID HOLZWORTH","startTime":1180.17,"endTime":1182.3,"body":"I look forward to"},{"speaker":"REID HOLZWORTH","startTime":1180.17,"endTime":1182.3,"body":"bringing you, like Kabir"},{"speaker":"REID HOLZWORTH","startTime":1182.3,"endTime":1185.6,"body":"said, more rebels to"},{"speaker":"REID HOLZWORTH","startTime":1182.3,"endTime":1185.6,"body":"The Insurance Technology"},{"speaker":"REID HOLZWORTH","startTime":1185.6,"endTime":1187.77,"body":"podcast in the future."},{"speaker":"REID HOLZWORTH","startTime":1187.77,"endTime":1192.28,"body":"Thank you for joining, and"},{"speaker":"REID HOLZWORTH","startTime":1187.77,"endTime":1192.28,"body":"stay tuned for more episodes."}]}