{"version":"1.0.0","segments":[{"speaker":"Paul Daly","startTime":0.42,"endTime":3.12,"body":"One of the fun things"},{"speaker":"Paul Daly","startTime":0.42,"endTime":3.12,"body":"about doing this podcast is that"},{"speaker":"Paul Daly","startTime":3.12,"endTime":6.57,"body":"we get to talk to people and"},{"speaker":"Paul Daly","startTime":3.12,"endTime":6.57,"body":"meet them for the very first"},{"speaker":"Paul Daly","startTime":6.6,"endTime":7.17,"body":"time."},{"speaker":"Sarah Carter","startTime":13.54,"endTime":15.43,"body":"This is Auto"},{"speaker":"Sarah Carter","startTime":13.54,"endTime":15.43,"body":"Collabs,"},{"speaker":"Paul Daly","startTime":15.3,"endTime":18.27,"body":"when they drop into"},{"speaker":"Paul Daly","startTime":15.3,"endTime":18.27,"body":"the Zoom call, and we can"},{"speaker":"Paul Daly","startTime":18.27,"endTime":21.36,"body":"sometimes just do very little"},{"speaker":"Paul Daly","startTime":18.27,"endTime":21.36,"body":"homework. 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And then when we,"},{"speaker":"Paul Daly","startTime":40.5,"endTime":42.99,"body":"you know, start the conversation"},{"speaker":"Paul Daly","startTime":40.5,"endTime":42.99,"body":"and get into we just had a whole"},{"speaker":"Paul Daly","startTime":42.99,"endTime":45.36,"body":"lot of fun talking about things"},{"speaker":"Paul Daly","startTime":42.99,"endTime":45.36,"body":"that had nothing to do with"},{"speaker":"Paul Daly","startTime":45.36,"endTime":48.99,"body":"automotive. Absolutely. You"},{"speaker":"Paul Daly","startTime":45.36,"endTime":48.99,"body":"know, one of the things you"},{"speaker":"Paul Daly","startTime":48.99,"endTime":52.26,"body":"know, I did the LinkedIn scoop"},{"speaker":"Paul Daly","startTime":48.99,"endTime":52.26,"body":"thing, as well. And one of the"},{"speaker":"Paul Daly","startTime":52.26,"endTime":55.14,"body":"things that I think is really"},{"speaker":"Paul Daly","startTime":52.26,"endTime":55.14,"body":"interesting, and I hope we get"},{"speaker":"Paul Daly","startTime":55.14,"endTime":60.81,"body":"into is the fact that Sarah,"},{"speaker":"Paul Daly","startTime":55.14,"endTime":60.81,"body":"who's coming on and hanging out"},{"speaker":"Paul Daly","startTime":60.81,"endTime":64.77,"body":"with us today, started at a"},{"speaker":"Paul Daly","startTime":60.81,"endTime":64.77,"body":"company like Autobytel, which if"},{"speaker":"Paul Daly","startTime":64.8,"endTime":70.14,"body":"you know Autobytel, like at"},{"speaker":"Paul Daly","startTime":64.8,"endTime":70.14,"body":"least current day, it's kind of"},{"speaker":"Paul Daly","startTime":70.14,"endTime":73.83,"body":"one of those third party lead"},{"speaker":"Paul Daly","startTime":70.14,"endTime":73.83,"body":"providers that you know, I don't"},{"speaker":"Paul Daly","startTime":73.83,"endTime":76.86,"body":"want to say too much about, but"},{"speaker":"Paul Daly","startTime":73.83,"endTime":76.86,"body":"that's kind of the attitude. 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And I love that about"},{"speaker":"Paul Daly","startTime":101.13,"endTime":103.74,"body":"so many people in auto they just"},{"speaker":"Paul Daly","startTime":101.13,"endTime":103.74,"body":"like there's so many touch"},{"speaker":"Paul Daly","startTime":103.74,"endTime":106.2,"body":"points you have across the"},{"speaker":"Paul Daly","startTime":103.74,"endTime":106.2,"body":"industry, like rarely do you"},{"speaker":"Paul Daly","startTime":106.2,"endTime":109.86,"body":"find someone that's like 20"},{"speaker":"Paul Daly","startTime":106.2,"endTime":109.86,"body":"years hard with the one person"},{"speaker":"Michael Cirillo","startTime":110.34,"endTime":115.29,"body":"send in faxes."},{"speaker":"Michael Cirillo","startTime":110.34,"endTime":115.29,"body":"Still, I'm talking about to your"},{"speaker":"Michael Cirillo","startTime":115.29,"endTime":117.78,"body":"point about meeting people for"},{"speaker":"Michael Cirillo","startTime":115.29,"endTime":117.78,"body":"the first time you remember that"},{"speaker":"Michael Cirillo","startTime":117.78,"endTime":121.17,"body":"month that we were like all in"},{"speaker":"Michael Cirillo","startTime":117.78,"endTime":121.17,"body":"on the metaverse in the"},{"speaker":"Michael Cirillo","startTime":121.17,"endTime":122.79,"body":"industry. And"},{"speaker":"Paul Daly","startTime":123.81,"endTime":125.91,"body":"it was a good month."},{"speaker":"Paul Daly","startTime":123.81,"endTime":125.91,"body":"I've had"},{"speaker":"Michael Cirillo","startTime":125.93,"endTime":127.94,"body":"the thought has"},{"speaker":"Michael Cirillo","startTime":125.93,"endTime":127.94,"body":"crossed my mind. Have any of us"},{"speaker":"Michael Cirillo","startTime":127.94,"endTime":132.05,"body":"met this person? No. Okay, I'm"},{"speaker":"Michael Cirillo","startTime":127.94,"endTime":132.05,"body":"considering coming to these"},{"speaker":"Michael Cirillo","startTime":132.05,"endTime":134.33,"body":"calls where we're meeting"},{"speaker":"Michael Cirillo","startTime":132.05,"endTime":134.33,"body":"somebody for the first time"},{"speaker":"Michael Cirillo","startTime":134.51,"endTime":138.53,"body":"dressed like a banana. Because I"},{"speaker":"Michael Cirillo","startTime":134.51,"endTime":138.53,"body":"want to prepare people for what"},{"speaker":"Michael Cirillo","startTime":138.53,"endTime":141.59,"body":"the metaverse is going to be"},{"speaker":"Michael Cirillo","startTime":138.53,"endTime":141.59,"body":"like, where we're having"},{"speaker":"Michael Cirillo","startTime":141.59,"endTime":145.04,"body":"conversations sitting across a"},{"speaker":"Michael Cirillo","startTime":141.59,"endTime":145.04,"body":"desk like we're buying fake real"},{"speaker":"Michael Cirillo","startTime":145.04,"endTime":147.89,"body":"estate sitting across the desk"},{"speaker":"Michael Cirillo","startTime":145.04,"endTime":147.89,"body":"from someone that's dressed like"},{"speaker":"Michael Cirillo","startTime":147.89,"endTime":151.16,"body":"Donkey Kong, just to see what"},{"speaker":"Michael Cirillo","startTime":147.89,"endTime":151.16,"body":"the real world reaction would be"},{"speaker":"Michael Cirillo","startTime":151.16,"endTime":154.49,"body":"like. And of course, I think"},{"speaker":"Michael Cirillo","startTime":151.16,"endTime":154.49,"body":"Sarah could handle that. She"},{"speaker":"Michael Cirillo","startTime":154.49,"endTime":157.61,"body":"seemed really cool when we get"},{"speaker":"Michael Cirillo","startTime":154.49,"endTime":157.61,"body":"to sit down with her. Have we"},{"speaker":"Michael Cirillo","startTime":157.61,"endTime":160.91,"body":"sat down with her yet? That's"},{"speaker":"Michael Cirillo","startTime":157.61,"endTime":160.91,"body":"left to be unsaid but we hope"},{"speaker":"Michael Cirillo","startTime":160.91,"endTime":164.99,"body":"you enjoy that conversation."},{"speaker":"Michael Cirillo","startTime":160.91,"endTime":164.99,"body":"Sarah Carter"},{"speaker":"Michael Cirillo","startTime":171.17,"endTime":175.28,"body":"Okay, so pre show you said you"},{"speaker":"Michael Cirillo","startTime":171.17,"endTime":175.28,"body":"were in North West Montana,"},{"speaker":"Michael Cirillo","startTime":175.28,"endTime":178.46,"body":"which of course is close to"},{"speaker":"Michael Cirillo","startTime":175.28,"endTime":178.46,"body":"where I grew up in British"},{"speaker":"Michael Cirillo","startTime":178.46,"endTime":182.15,"body":"Columbia, Canada. And then of"},{"speaker":"Michael Cirillo","startTime":178.46,"endTime":182.15,"body":"course, Alberta, Canada. So my"},{"speaker":"Michael Cirillo","startTime":182.15,"endTime":185.6,"body":"question to you is, have you"},{"speaker":"Michael Cirillo","startTime":182.15,"endTime":185.6,"body":"ventured into the Kootenays"},{"speaker":"Michael Cirillo","startTime":185.6,"endTime":188.84,"body":"Ferny? Maybe Have you have you"},{"speaker":"Michael Cirillo","startTime":185.6,"endTime":188.84,"body":"made it to the Okanagan? Have"},{"speaker":"Michael Cirillo","startTime":188.84,"endTime":190.34,"body":"you done those ski resorts?"},{"speaker":"Sarah Carter","startTime":190.43,"endTime":194.39,"body":"We have not no. So"},{"speaker":"Sarah Carter","startTime":190.43,"endTime":194.39,"body":"we have we have some room to"},{"speaker":"Sarah Carter","startTime":194.42,"endTime":197.6,"body":"well, COVID obviously also"},{"speaker":"Sarah Carter","startTime":194.42,"endTime":197.6,"body":"compromise the ability to get up"},{"speaker":"Sarah Carter","startTime":197.6,"endTime":201.47,"body":"there. And it wasn't recently"},{"speaker":"Sarah Carter","startTime":197.6,"endTime":201.47,"body":"opening. That's that's our"},{"speaker":"Sarah Carter","startTime":201.47,"endTime":203.87,"body":"intention. So beautiful country"},{"speaker":"Sarah Carter","startTime":201.47,"endTime":203.87,"body":"though."},{"speaker":"Paul Daly","startTime":204.47,"endTime":207.62,"body":"Two things just"},{"speaker":"Paul Daly","startTime":204.47,"endTime":207.62,"body":"happen. Michael Cirilo said"},{"speaker":"Paul Daly","startTime":207.68,"endTime":212.39,"body":"eight words that I don't really"},{"speaker":"Paul Daly","startTime":207.68,"endTime":212.39,"body":"understand if there actually"},{"speaker":"Paul Daly","startTime":212.39,"endTime":212.87,"body":"were some"},{"speaker":"Paul Daly","startTime":212.87,"endTime":216.74,"body":"very, very Canadian news. It"},{"speaker":"Paul Daly","startTime":212.87,"endTime":216.74,"body":"just sounds like your"},{"speaker":"Kyle Mountsier","startTime":217.83,"endTime":221.76,"body":"boss, right. And"},{"speaker":"Kyle Mountsier","startTime":217.83,"endTime":221.76,"body":"Sarah said, they compromise the"},{"speaker":"Kyle Mountsier","startTime":221.79,"endTime":224.79,"body":"ability to you know, and I was"},{"speaker":"Kyle Mountsier","startTime":221.79,"endTime":224.79,"body":"like, that just sounded so"},{"speaker":"Kyle Mountsier","startTime":224.79,"endTime":232.26,"body":"structured compared to Cirillo"},{"speaker":"Kyle Mountsier","startTime":224.79,"endTime":232.26,"body":"being like I loved it it was so"},{"speaker":"Kyle Mountsier","startTime":232.26,"endTime":236.37,"body":"clutch so much, much so you're"},{"speaker":"Kyle Mountsier","startTime":232.26,"endTime":236.37,"body":"at outdoors family, it seems"},{"speaker":"Michael Cirillo","startTime":236.91,"endTime":237.54,"body":"like and,"},{"speaker":"Kyle Mountsier","startTime":238.65,"endTime":242.28,"body":"and this is a"},{"speaker":"Kyle Mountsier","startTime":238.65,"endTime":242.28,"body":"great start, this is a great"},{"speaker":"Kyle Mountsier","startTime":242.28,"endTime":245.04,"body":"start. This is the way that this"},{"speaker":"Kyle Mountsier","startTime":242.28,"endTime":245.04,"body":"is the way that all podcasts"},{"speaker":"Kyle Mountsier","startTime":245.07,"endTime":249.24,"body":"everywhere should start bending"},{"speaker":"Kyle Mountsier","startTime":245.07,"endTime":249.24,"body":"over and laughter That's the way"},{"speaker":"Kyle Mountsier","startTime":249.24,"endTime":253.98,"body":"that it should be. But so so,"},{"speaker":"Kyle Mountsier","startTime":249.24,"endTime":253.98,"body":"you know, what is what's kind of"},{"speaker":"Kyle Mountsier","startTime":253.98,"endTime":257.97,"body":"like your your mode of adventure"},{"speaker":"Kyle Mountsier","startTime":253.98,"endTime":257.97,"body":"when you are out and about and"},{"speaker":"Kyle Mountsier","startTime":257.97,"endTime":260.37,"body":"in the Great Pacific Northwest."},{"speaker":"Sarah Carter","startTime":260.85,"endTime":263.49,"body":"It's a it's a"},{"speaker":"Sarah Carter","startTime":260.85,"endTime":263.49,"body":"bike, it's a snowboard, it's,"},{"speaker":"Sarah Carter","startTime":263.52,"endTime":267.18,"body":"you know, hiking. We're"},{"speaker":"Sarah Carter","startTime":263.52,"endTime":267.18,"body":"definitely an outdoorsy family."},{"speaker":"Sarah Carter","startTime":267.21,"endTime":269.67,"body":"And I have three well actually"},{"speaker":"Sarah Carter","startTime":267.21,"endTime":269.67,"body":"I'm the only female so I have"},{"speaker":"Sarah Carter","startTime":269.67,"endTime":275.79,"body":"four boys. My significant other,"},{"speaker":"Sarah Carter","startTime":269.67,"endTime":275.79,"body":"it was amazing. And you actually"},{"speaker":"Sarah Carter","startTime":275.79,"endTime":283.14,"body":"were responsible and I am so"},{"speaker":"Sarah Carter","startTime":275.79,"endTime":283.14,"body":"really good team. So are you"},{"speaker":"Michael Cirillo","startTime":283.14,"endTime":287.16,"body":"like stick to"},{"speaker":"Michael Cirillo","startTime":283.14,"endTime":287.16,"body":"the trails skiers like or do you"},{"speaker":"Michael Cirillo","startTime":287.16,"endTime":289.08,"body":"like to venture off into the"},{"speaker":"Michael Cirillo","startTime":287.16,"endTime":289.08,"body":"backcountry?"},{"speaker":"Sarah Carter","startTime":289.23,"endTime":291.75,"body":"We do like to"},{"speaker":"Sarah Carter","startTime":289.23,"endTime":291.75,"body":"venture off into the backcountry"},{"speaker":"Sarah Carter","startTime":291.78,"endTime":295.26,"body":"and now that the kids are"},{"speaker":"Sarah Carter","startTime":291.78,"endTime":295.26,"body":"getting you know older and"},{"speaker":"Sarah Carter","startTime":295.26,"endTime":298.32,"body":"they're on the team so they they"},{"speaker":"Sarah Carter","startTime":295.26,"endTime":298.32,"body":"far outperform us at this point"},{"speaker":"Sarah Carter","startTime":298.32,"endTime":303.3,"body":"already. So you Yeah, and the"},{"speaker":"Sarah Carter","startTime":298.32,"endTime":303.3,"body":"thing is, too is you know, with"},{"speaker":"Sarah Carter","startTime":303.3,"endTime":306.45,"body":"age, things get a little bit"},{"speaker":"Sarah Carter","startTime":303.3,"endTime":306.45,"body":"harder when you fall or when you"},{"speaker":"Sarah Carter","startTime":306.48,"endTime":309.87,"body":"you know, so right now I'm like,"},{"speaker":"Sarah Carter","startTime":306.48,"endTime":309.87,"body":"man, you know, maybe I should"},{"speaker":"Sarah Carter","startTime":309.87,"endTime":312.78,"body":"have gone back to school because"},{"speaker":"Sarah Carter","startTime":309.87,"endTime":312.78,"body":"I skied early on but that said,"},{"speaker":"Sarah Carter","startTime":312.78,"endTime":316.92,"body":"I can't imagine anybody who's I"},{"speaker":"Sarah Carter","startTime":312.78,"endTime":316.92,"body":"mean they I don't want to go"},{"speaker":"Sarah Carter","startTime":316.92,"endTime":325.02,"body":"it's like the Be careful Yeah,"},{"speaker":"Sarah Carter","startTime":316.92,"endTime":325.02,"body":"yeah. So but"},{"speaker":"Michael Cirillo","startTime":326.43,"endTime":328.56,"body":"have either"},{"speaker":"Michael Cirillo","startTime":326.43,"endTime":328.56,"body":"view or you skiers,"},{"speaker":"Michael Cirillo","startTime":328.56,"endTime":329.31,"body":"snowboarders?"},{"speaker":"Paul Daly","startTime":331.17,"endTime":334.59,"body":"No I have skied but I"},{"speaker":"Paul Daly","startTime":331.17,"endTime":334.59,"body":"am not a skier I have"},{"speaker":"Kyle Mountsier","startTime":334.589,"endTime":337.469,"body":"spent decades"},{"speaker":"Kyle Mountsier","startTime":334.589,"endTime":337.469,"body":"saying, yes, there have been"},{"speaker":"Kyle Mountsier","startTime":337.469,"endTime":344.669,"body":"skis on my feet and down a hill,"},{"speaker":"Kyle Mountsier","startTime":337.469,"endTime":344.669,"body":"whether you know, elegantly or"},{"speaker":"Kyle Mountsier","startTime":344.669,"endTime":346.139,"body":"not so gracefully."},{"speaker":"Paul Daly","startTime":346.26,"endTime":348.21,"body":"I don't I don't"},{"speaker":"Paul Daly","startTime":346.26,"endTime":348.21,"body":"anticipate going in that"},{"speaker":"Paul Daly","startTime":348.21,"endTime":351.42,"body":"direction. Sir. Like you said"},{"speaker":"Paul Daly","startTime":348.21,"endTime":351.42,"body":"confessional. I can think of his"},{"speaker":"Paul Daly","startTime":351.42,"endTime":353.07,"body":"ACL tears at this point, because"},{"speaker":"Michael Cirillo","startTime":354.9,"endTime":356.91,"body":"and I feel it's"},{"speaker":"Michael Cirillo","startTime":354.9,"endTime":356.91,"body":"a shear."},{"speaker":"Paul Daly","startTime":358.95,"endTime":360.84,"body":"Scare. Easy."},{"speaker":"Michael Cirillo","startTime":361.229,"endTime":363.449,"body":"No, it gets"},{"speaker":"Michael Cirillo","startTime":361.229,"endTime":363.449,"body":"worse than that. I'm either"},{"speaker":"Michael Cirillo","startTime":363.479,"endTime":370.199,"body":"neither right. I grew up seven"},{"speaker":"Michael Cirillo","startTime":363.479,"endTime":370.199,"body":"minutes from a world class ski"},{"speaker":"Michael Cirillo","startTime":370.199,"endTime":374.039,"body":"resort. And I've never skied or"},{"speaker":"Michael Cirillo","startTime":370.199,"endTime":374.039,"body":"snowboarded in my life."},{"speaker":"Sarah Carter","startTime":374.58,"endTime":376.14,"body":"Michael, I don't"},{"speaker":"Sarah Carter","startTime":374.58,"endTime":376.14,"body":"know about this."},{"speaker":"Kyle Mountsier","startTime":377.67,"endTime":379.56,"body":"To Cirilo"},{"speaker":"Kyle Mountsier","startTime":377.67,"endTime":379.56,"body":"because you have a low center of"},{"speaker":"Kyle Mountsier","startTime":379.56,"endTime":380.31,"body":"gravity."},{"speaker":"Paul Daly","startTime":382.649,"endTime":384.449,"body":"To fall isn't that"},{"speaker":"Paul Daly","startTime":382.649,"endTime":384.449,"body":"bad?"},{"speaker":"Kyle Mountsier","startTime":384.0,"endTime":387.27,"body":"All right,"},{"speaker":"Kyle Mountsier","startTime":384.0,"endTime":387.27,"body":"Sarah. So speaking of low center"},{"speaker":"Kyle Mountsier","startTime":387.27,"endTime":392.01,"body":"of gravity is your in motive."},{"speaker":"Kyle Mountsier","startTime":387.27,"endTime":392.01,"body":"You're with Upstart Auto Retail"},{"speaker":"Kyle Mountsier","startTime":392.01,"endTime":394.89,"body":"and you have a storied history"},{"speaker":"Kyle Mountsier","startTime":392.01,"endTime":394.89,"body":"that didn't connect at all but"},{"speaker":"Kyle Mountsier","startTime":394.89,"endTime":398.13,"body":"we had to get out of Cirilo just"},{"speaker":"Kyle Mountsier","startTime":394.89,"endTime":398.13,"body":"being low center of gravity"},{"speaker":"Kyle Mountsier","startTime":398.13,"endTime":403.56,"body":"here. 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So take us back to kind"},{"speaker":"Kyle Mountsier","startTime":432.72,"endTime":436.92,"body":"of those early days in"},{"speaker":"Kyle Mountsier","startTime":432.72,"endTime":436.92,"body":"automotive and, and how, how"},{"speaker":"Kyle Mountsier","startTime":436.92,"endTime":440.61,"body":"kind of things built up from"},{"speaker":"Kyle Mountsier","startTime":436.92,"endTime":440.61,"body":"from, from jumping in with a"},{"speaker":"Kyle Mountsier","startTime":440.61,"endTime":441.84,"body":"company like Autobytel?"},{"speaker":"Sarah Carter","startTime":442.32,"endTime":445.47,"body":"Yeah, no, that's,"},{"speaker":"Sarah Carter","startTime":442.32,"endTime":445.47,"body":"it's all I think of that often"},{"speaker":"Sarah Carter","startTime":445.47,"endTime":447.9,"body":"now, especially because I'm"},{"speaker":"Sarah Carter","startTime":445.47,"endTime":447.9,"body":"coming up on 20 years, I'm like,"},{"speaker":"Sarah Carter","startTime":447.9,"endTime":452.37,"body":"Man, this is, we've seen a lot"},{"speaker":"Sarah Carter","startTime":447.9,"endTime":452.37,"body":"of change in our space. 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And, you know, wasn't long"},{"speaker":"Sarah Carter","startTime":465.15,"endTime":468.99,"body":"before that they were faxing"},{"speaker":"Sarah Carter","startTime":465.15,"endTime":468.99,"body":"leads, you know, so, you know,"},{"speaker":"Sarah Carter","startTime":469.02,"endTime":474.57,"body":"obviously, lead generation had"},{"speaker":"Sarah Carter","startTime":469.02,"endTime":474.57,"body":"advanced by the time I got into"},{"speaker":"Sarah Carter","startTime":474.57,"endTime":478.62,"body":"the space, and oh, three and but"},{"speaker":"Sarah Carter","startTime":474.57,"endTime":478.62,"body":"I remember, you know, as a field"},{"speaker":"Sarah Carter","startTime":478.62,"endTime":482.28,"body":"representative, and and being"},{"speaker":"Sarah Carter","startTime":478.62,"endTime":482.28,"body":"young at that younger at that"},{"speaker":"Sarah Carter","startTime":482.28,"endTime":486.39,"body":"time, I had a trio and I and"},{"speaker":"Sarah Carter","startTime":482.28,"endTime":486.39,"body":"then I printed my Mapquest. So"},{"speaker":"Sarah Carter","startTime":486.39,"endTime":488.4,"body":"like when I went into a new"},{"speaker":"Sarah Carter","startTime":486.39,"endTime":488.4,"body":"market from a retention"},{"speaker":"Sarah Carter","startTime":488.4,"endTime":490.86,"body":"perspective, and was working"},{"speaker":"Sarah Carter","startTime":488.4,"endTime":490.86,"body":"with some of our partners, it"},{"speaker":"Sarah Carter","startTime":490.86,"endTime":493.8,"body":"literally had to print maps, I"},{"speaker":"Sarah Carter","startTime":490.86,"endTime":493.8,"body":"couldn't get them on the phone"},{"speaker":"Sarah Carter","startTime":493.8,"endTime":496.92,"body":"and the trio, you couldn't get a"},{"speaker":"Sarah Carter","startTime":493.8,"endTime":496.92,"body":"doc to load to look at it, you"},{"speaker":"Sarah Carter","startTime":496.92,"endTime":500.25,"body":"know, it was like, wow, it's"},{"speaker":"Sarah Carter","startTime":496.92,"endTime":500.25,"body":"incredible. So, and that kind of"},{"speaker":"Sarah Carter","startTime":500.25,"endTime":503.4,"body":"branched into internet sales"},{"speaker":"Sarah Carter","startTime":500.25,"endTime":503.4,"body":"process training. So that was I"},{"speaker":"Sarah Carter","startTime":503.4,"endTime":506.52,"body":"for quite some time between"},{"speaker":"Sarah Carter","startTime":503.4,"endTime":506.52,"body":"Autobytel and Izzo, I actually,"},{"speaker":"Sarah Carter","startTime":506.55,"endTime":509.55,"body":"you know, did in store training."},{"speaker":"Sarah Carter","startTime":506.55,"endTime":509.55,"body":"And it was basic, you know,"},{"speaker":"Sarah Carter","startTime":509.55,"endTime":512.64,"body":"process response times, you"},{"speaker":"Sarah Carter","startTime":509.55,"endTime":512.64,"body":"know, some of the things that,"},{"speaker":"Sarah Carter","startTime":512.67,"endTime":516.21,"body":"you know, obviously, everyone in"},{"speaker":"Sarah Carter","startTime":512.67,"endTime":516.21,"body":"the retail environment, you"},{"speaker":"Sarah Carter","startTime":516.21,"endTime":519.78,"body":"know, values and understands and"},{"speaker":"Sarah Carter","startTime":516.21,"endTime":519.78,"body":"knows, and it's just, it's"},{"speaker":"Sarah Carter","startTime":519.78,"endTime":522.54,"body":"second nature now, but at that"},{"speaker":"Sarah Carter","startTime":519.78,"endTime":522.54,"body":"time, it was much different. So"},{"speaker":"Sarah Carter","startTime":522.54,"endTime":525.33,"body":"it's just, it's crazy to think"},{"speaker":"Sarah Carter","startTime":522.54,"endTime":525.33,"body":"how much our industry has"},{"speaker":"Kyle Mountsier","startTime":525.0,"endTime":528.6,"body":"do you think"},{"speaker":"Kyle Mountsier","startTime":525.0,"endTime":528.6,"body":"it's second nature now? I mean,"},{"speaker":"Kyle Mountsier","startTime":525.33,"endTime":525.72,"body":"changed. What"},{"speaker":"Kyle Mountsier","startTime":528.63,"endTime":532.17,"body":"really, like if you had to take"},{"speaker":"Kyle Mountsier","startTime":528.63,"endTime":532.17,"body":"like the purview of the"},{"speaker":"Kyle Mountsier","startTime":532.2,"endTime":535.05,"body":"automotive industry, you know, I"},{"speaker":"Kyle Mountsier","startTime":532.2,"endTime":535.05,"body":"know that, you know, Upstart is"},{"speaker":"Kyle Mountsier","startTime":535.05,"endTime":537.72,"body":"like a forward thinking brand"},{"speaker":"Kyle Mountsier","startTime":535.05,"endTime":537.72,"body":"and has a lot of innovative"},{"speaker":"Kyle Mountsier","startTime":537.72,"endTime":541.83,"body":"dealers as a part of the as a"},{"speaker":"Kyle Mountsier","startTime":537.72,"endTime":541.83,"body":"part of the dealer network. But"},{"speaker":"Kyle Mountsier","startTime":541.95,"endTime":546.33,"body":"like, as a whole, going back,"},{"speaker":"Kyle Mountsier","startTime":541.95,"endTime":546.33,"body":"you're like Autobytel, faxing,"},{"speaker":"Kyle Mountsier","startTime":546.51,"endTime":550.26,"body":"and not pulling up documents and"},{"speaker":"Kyle Mountsier","startTime":546.51,"endTime":550.26,"body":"print and map map prints, and"},{"speaker":"Kyle Mountsier","startTime":550.26,"endTime":554.52,"body":"then training people on internet"},{"speaker":"Kyle Mountsier","startTime":550.26,"endTime":554.52,"body":"processes? Like, have we gotten"},{"speaker":"Kyle Mountsier","startTime":554.52,"endTime":558.18,"body":"there? Or as an industry? Are we"},{"speaker":"Kyle Mountsier","startTime":554.52,"endTime":558.18,"body":"still kind of like, you know,"},{"speaker":"Kyle Mountsier","startTime":558.24,"endTime":561.66,"body":"still trying to figure out what"},{"speaker":"Kyle Mountsier","startTime":558.24,"endTime":561.66,"body":"you were doing in? 03 04 05?"},{"speaker":"Sarah Carter","startTime":562.62,"endTime":565.2,"body":"I, you know, to"},{"speaker":"Sarah Carter","startTime":562.62,"endTime":565.2,"body":"some extent, yes. And no, I"},{"speaker":"Sarah Carter","startTime":565.2,"endTime":568.11,"body":"think, you know, obviously the"},{"speaker":"Sarah Carter","startTime":565.2,"endTime":568.11,"body":"OEMs have put in more mandates"},{"speaker":"Sarah Carter","startTime":568.11,"endTime":572.1,"body":"in regards to our benefits and"},{"speaker":"Sarah Carter","startTime":568.11,"endTime":572.1,"body":"rewards to some of the basic"},{"speaker":"Sarah Carter","startTime":572.1,"endTime":576.66,"body":"aspects of process and response."},{"speaker":"Sarah Carter","startTime":572.1,"endTime":576.66,"body":"But I will say I think in the"},{"speaker":"Sarah Carter","startTime":576.75,"endTime":580.74,"body":"context of the communications,"},{"speaker":"Sarah Carter","startTime":576.75,"endTime":580.74,"body":"the consistency of the"},{"speaker":"Sarah Carter","startTime":580.74,"endTime":583.71,"body":"communications, I would say"},{"speaker":"Sarah Carter","startTime":580.74,"endTime":583.71,"body":"probably not as much second"},{"speaker":"Sarah Carter","startTime":583.71,"endTime":587.43,"body":"nature. So good catch, and good"},{"speaker":"Sarah Carter","startTime":583.71,"endTime":587.43,"body":"call out that there are aspects"},{"speaker":"Sarah Carter","startTime":587.43,"endTime":587.55,"body":"of"},{"speaker":"Paul Daly","startTime":587.55,"endTime":589.2,"body":"there's an optimist."},{"speaker":"Paul Daly","startTime":587.55,"endTime":589.2,"body":"She's an optimist."},{"speaker":"Sarah Carter","startTime":590.28,"endTime":595.62,"body":"An optimist. I so,"},{"speaker":"Sarah Carter","startTime":590.28,"endTime":595.62,"body":"yes and no nice to know. But"},{"speaker":"Sarah Carter","startTime":596.37,"endTime":598.89,"body":"yeah, you know, it's a"},{"speaker":"Sarah Carter","startTime":596.37,"endTime":598.89,"body":"conversation we still have"},{"speaker":"Sarah Carter","startTime":598.89,"endTime":600.63,"body":"today. It's something that we"},{"speaker":"Sarah Carter","startTime":598.89,"endTime":600.63,"body":"you know, We do in store"},{"speaker":"Sarah Carter","startTime":600.63,"endTime":604.11,"body":"training and in store training"},{"speaker":"Sarah Carter","startTime":600.63,"endTime":604.11,"body":"for all of our partners. And it"},{"speaker":"Sarah Carter","startTime":604.11,"endTime":607.26,"body":"is something that does, you"},{"speaker":"Sarah Carter","startTime":604.11,"endTime":607.26,"body":"know, leadership always is"},{"speaker":"Sarah Carter","startTime":607.29,"endTime":609.6,"body":"aligned with that. But"},{"speaker":"Sarah Carter","startTime":607.29,"endTime":609.6,"body":"obviously, your training sales"},{"speaker":"Sarah Carter","startTime":609.6,"endTime":611.91,"body":"team members and so forth, and"},{"speaker":"Sarah Carter","startTime":609.6,"endTime":611.91,"body":"it is new to them."},{"speaker":"Paul Daly","startTime":611.0,"endTime":616.22,"body":"What do you think? So"},{"speaker":"Paul Daly","startTime":611.0,"endTime":616.22,"body":"I also did a little LinkedIn"},{"speaker":"Paul Daly","startTime":616.25,"endTime":618.47,"body":"profile scouring. And I was"},{"speaker":"Paul Daly","startTime":616.25,"endTime":618.47,"body":"like, Oh, who are the same"},{"speaker":"Paul Daly","startTime":618.47,"endTime":620.93,"body":"people we follow? Right? So I"},{"speaker":"Paul Daly","startTime":618.47,"endTime":620.93,"body":"saw Gary Vaynerchuk in there,"},{"speaker":"Paul Daly","startTime":620.93,"endTime":624.29,"body":"and Simon Sinek. And there was,"},{"speaker":"Paul Daly","startTime":620.93,"endTime":624.29,"body":"there's another one that kind of"},{"speaker":"Paul Daly","startTime":624.29,"endTime":627.95,"body":"registered with me, I'll think"},{"speaker":"Paul Daly","startTime":624.29,"endTime":627.95,"body":"about it in a second. So kind of"},{"speaker":"Paul Daly","startTime":627.95,"endTime":630.89,"body":"get a little idea, at least on"},{"speaker":"Paul Daly","startTime":627.95,"endTime":630.89,"body":"how you think in some areas, and"},{"speaker":"Paul Daly","startTime":630.89,"endTime":634.22,"body":"maybe process the world,"},{"speaker":"Paul Daly","startTime":630.89,"endTime":634.22,"body":"thinking about, you know, the"},{"speaker":"Paul Daly","startTime":634.22,"endTime":637.04,"body":"specific trajectory that you"},{"speaker":"Paul Daly","startTime":634.22,"endTime":637.04,"body":"have in your career and the"},{"speaker":"Paul Daly","startTime":637.04,"endTime":641.0,"body":"reach that Upstart has, and,"},{"speaker":"Paul Daly","startTime":637.04,"endTime":641.0,"body":"honestly, the opportunity to"},{"speaker":"Paul Daly","startTime":641.0,"endTime":645.17,"body":"actually leverage further into"},{"speaker":"Paul Daly","startTime":641.0,"endTime":645.17,"body":"the industry. What principles do"},{"speaker":"Paul Daly","startTime":645.17,"endTime":648.35,"body":"you think are the ones you"},{"speaker":"Paul Daly","startTime":645.17,"endTime":648.35,"body":"particularly personally and with"},{"speaker":"Paul Daly","startTime":648.35,"endTime":651.53,"body":"Upstart can lead by so I'm,"},{"speaker":"Paul Daly","startTime":648.35,"endTime":651.53,"body":"like, not going real tactical,"},{"speaker":"Paul Daly","startTime":651.53,"endTime":654.23,"body":"but I'm going like a little bit"},{"speaker":"Paul Daly","startTime":651.53,"endTime":654.23,"body":"higher strategy, What principles"},{"speaker":"Paul Daly","startTime":654.35,"endTime":655.82,"body":"are you bringing to the game?"},{"speaker":"Sarah Carter","startTime":656.11,"endTime":658.12,"body":"Yeah, no, that's"},{"speaker":"Sarah Carter","startTime":656.11,"endTime":658.12,"body":"great. 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And having been a"},{"speaker":"Sarah Carter","startTime":668.35,"endTime":672.19,"body":"part of this community for"},{"speaker":"Sarah Carter","startTime":668.35,"endTime":672.19,"body":"years, obviously, and being so"},{"speaker":"Sarah Carter","startTime":672.19,"endTime":675.22,"body":"grateful to dealer, you know,"},{"speaker":"Sarah Carter","startTime":672.19,"endTime":675.22,"body":"the dealer, the dealer base"},{"speaker":"Sarah Carter","startTime":675.22,"endTime":678.07,"body":"dealer, World franchise dealers,"},{"speaker":"Sarah Carter","startTime":675.22,"endTime":678.07,"body":"because I wouldn't be here"},{"speaker":"Sarah Carter","startTime":678.1,"endTime":683.44,"body":"without any of them. Likewise,"},{"speaker":"Sarah Carter","startTime":678.1,"endTime":683.44,"body":"here, here. So in that respect,"},{"speaker":"Sarah Carter","startTime":683.44,"endTime":686.71,"body":"I think, you know, and it's a"},{"speaker":"Sarah Carter","startTime":683.44,"endTime":686.71,"body":"philosophy of Upstart, and a"},{"speaker":"Sarah Carter","startTime":686.71,"endTime":690.22,"body":"reason why, you know, I came to"},{"speaker":"Sarah Carter","startTime":686.71,"endTime":690.22,"body":"upstart just over a year ago is,"},{"speaker":"Sarah Carter","startTime":690.46,"endTime":693.85,"body":"you know, it was this drive to"},{"speaker":"Sarah Carter","startTime":690.46,"endTime":693.85,"body":"always do the right thing, even"},{"speaker":"Sarah Carter","startTime":693.85,"endTime":696.58,"body":"when it's hard. And that's"},{"speaker":"Sarah Carter","startTime":693.85,"endTime":696.58,"body":"actually, you know, it's part of"},{"speaker":"Sarah Carter","startTime":696.58,"endTime":699.61,"body":"our mission statement. And motto"},{"speaker":"Sarah Carter","startTime":696.58,"endTime":699.61,"body":"is, and it's reinforced all the"},{"speaker":"Sarah Carter","startTime":699.61,"endTime":702.34,"body":"time. 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In this"},{"speaker":"Sarah Carter","startTime":711.49,"endTime":716.08,"body":"space, you know, we're"},{"speaker":"Kyle Mountsier","startTime":716.34,"endTime":719.73,"body":"go ahead, well,"},{"speaker":"Kyle Mountsier","startTime":716.34,"endTime":719.73,"body":"no, so this word keeps coming"},{"speaker":"Kyle Mountsier","startTime":719.73,"endTime":722.94,"body":"up. And it's the word community,"},{"speaker":"Kyle Mountsier","startTime":719.73,"endTime":722.94,"body":"and we've started talking about"},{"speaker":"Kyle Mountsier","startTime":722.94,"endTime":727.17,"body":"it a lot. But people describe"},{"speaker":"Kyle Mountsier","startTime":722.94,"endTime":727.17,"body":"our industry as that that are"},{"speaker":"Kyle Mountsier","startTime":727.2,"endTime":732.99,"body":"inside the industry. More often"},{"speaker":"Kyle Mountsier","startTime":727.2,"endTime":732.99,"body":"than I, like, I never hear"},{"speaker":"Kyle Mountsier","startTime":732.99,"endTime":738.09,"body":"someone be like, you know, the,"},{"speaker":"Kyle Mountsier","startTime":732.99,"endTime":738.09,"body":"the, the franchise,"},{"speaker":"Paul Daly","startTime":739.35,"endTime":740.91,"body":"fatality community."},{"speaker":"Kyle Mountsier","startTime":742.74,"endTime":745.56,"body":"Maybe, I don't"},{"speaker":"Kyle Mountsier","startTime":742.74,"endTime":745.56,"body":"know, maybe other maybe other"},{"speaker":"Kyle Mountsier","startTime":745.56,"endTime":749.19,"body":"verticals describe themselves"},{"speaker":"Kyle Mountsier","startTime":745.56,"endTime":749.19,"body":"that way. 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And I think"},{"speaker":"Kyle Mountsier","startTime":757.8,"endTime":760.08,"body":"that, you know, when you do"},{"speaker":"Kyle Mountsier","startTime":757.8,"endTime":760.08,"body":"think like doing the right"},{"speaker":"Kyle Mountsier","startTime":760.08,"endTime":762.87,"body":"thing, even when it's hard,"},{"speaker":"Kyle Mountsier","startTime":760.08,"endTime":762.87,"body":"providing value, like that's"},{"speaker":"Kyle Mountsier","startTime":762.87,"endTime":768.12,"body":"something that communities"},{"speaker":"Kyle Mountsier","startTime":762.87,"endTime":768.12,"body":"naturally have embedded in them."},{"speaker":"Kyle Mountsier","startTime":768.84,"endTime":771.6,"body":"I'd love to hear, like your"},{"speaker":"Kyle Mountsier","startTime":768.84,"endTime":771.6,"body":"perspective on, like, when you"},{"speaker":"Kyle Mountsier","startTime":771.6,"endTime":777.45,"body":"felt that as when you started to"},{"speaker":"Kyle Mountsier","startTime":771.6,"endTime":777.45,"body":"feel personally, that it was"},{"speaker":"Kyle Mountsier","startTime":777.45,"endTime":780.93,"body":"this community that it wasn't"},{"speaker":"Kyle Mountsier","startTime":777.45,"endTime":780.93,"body":"just like, a career path that"},{"speaker":"Kyle Mountsier","startTime":780.93,"endTime":783.63,"body":"you were a part of, but you"},{"speaker":"Kyle Mountsier","startTime":780.93,"endTime":783.63,"body":"actually were a part of a bigger"},{"speaker":"Kyle Mountsier","startTime":783.63,"endTime":786.12,"body":"thing that you needed to make"},{"speaker":"Kyle Mountsier","startTime":783.63,"endTime":786.12,"body":"sure that you were always"},{"speaker":"Kyle Mountsier","startTime":786.27,"endTime":787.83,"body":"recognizing and impacting?"},{"speaker":"Sarah Carter","startTime":788.34,"endTime":790.77,"body":"Yeah, that's a"},{"speaker":"Sarah Carter","startTime":788.34,"endTime":790.77,"body":"great question. I think, you"},{"speaker":"Sarah Carter","startTime":790.77,"endTime":794.64,"body":"know, you know, how they say,"},{"speaker":"Sarah Carter","startTime":790.77,"endTime":794.64,"body":"obviously, like, 10,000 hours to"},{"speaker":"Sarah Carter","startTime":794.76,"endTime":797.88,"body":"really, I think, to become not"},{"speaker":"Sarah Carter","startTime":794.76,"endTime":797.88,"body":"expert, but you know, well"},{"speaker":"Sarah Carter","startTime":797.88,"endTime":800.46,"body":"versed and understanding, isn't"},{"speaker":"Sarah Carter","startTime":797.88,"endTime":800.46,"body":"it. So, you know, early in my"},{"speaker":"Sarah Carter","startTime":800.46,"endTime":803.94,"body":"career, I would have said, apps,"},{"speaker":"Sarah Carter","startTime":800.46,"endTime":803.94,"body":"you know, it, that community"},{"speaker":"Sarah Carter","startTime":803.94,"endTime":806.88,"body":"environment wasn't there,"},{"speaker":"Sarah Carter","startTime":803.94,"endTime":806.88,"body":"because I, I, I don't wanna say"},{"speaker":"Sarah Carter","startTime":806.88,"endTime":809.61,"body":"I wasn't adding value, I think I"},{"speaker":"Sarah Carter","startTime":806.88,"endTime":809.61,"body":"was adding value, but I also"},{"speaker":"Sarah Carter","startTime":809.7,"endTime":812.88,"body":"just had didn't have the"},{"speaker":"Sarah Carter","startTime":809.7,"endTime":812.88,"body":"experience or the expertise. 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That's when I"},{"speaker":"Sarah Carter","startTime":832.44,"endTime":835.95,"body":"started to see it, you know, see"},{"speaker":"Sarah Carter","startTime":835.95,"endTime":840.12,"body":"it as a community. It's a people"},{"speaker":"Sarah Carter","startTime":835.95,"endTime":840.12,"body":"business also and to you over"},{"speaker":"Sarah Carter","startTime":840.12,"endTime":842.73,"body":"time, that's how you know you're"},{"speaker":"Sarah Carter","startTime":840.12,"endTime":842.73,"body":"creating your network, you're"},{"speaker":"Sarah Carter","startTime":842.76,"endTime":845.64,"body":"you've become, you know, over"},{"speaker":"Sarah Carter","startTime":842.76,"endTime":845.64,"body":"the years, you're at events"},{"speaker":"Sarah Carter","startTime":845.64,"endTime":849.21,"body":"together, you're working"},{"speaker":"Sarah Carter","startTime":845.64,"endTime":849.21,"body":"together side by side remotely."},{"speaker":"Sarah Carter","startTime":849.57,"endTime":851.7,"body":"So I think that's where that"},{"speaker":"Sarah Carter","startTime":849.57,"endTime":851.7,"body":"sense of community has come from"},{"speaker":"Sarah Carter","startTime":851.7,"endTime":854.79,"body":"is I think when you become more"},{"speaker":"Sarah Carter","startTime":851.7,"endTime":854.79,"body":"well versed in the space and you"},{"speaker":"Sarah Carter","startTime":854.79,"endTime":857.37,"body":"really can you know, have"},{"speaker":"Sarah Carter","startTime":854.79,"endTime":857.37,"body":"purpose a but also be adding"},{"speaker":"Sarah Carter","startTime":857.37,"endTime":860.85,"body":"value consistently to customers"},{"speaker":"Sarah Carter","startTime":857.37,"endTime":860.85,"body":"and prospective customers, or"},{"speaker":"Sarah Carter","startTime":861.03,"endTime":865.35,"body":"just people in the space and our"},{"speaker":"Sarah Carter","startTime":861.03,"endTime":865.35,"body":"peers, because in 20 years to"},{"speaker":"Sarah Carter","startTime":865.38,"endTime":867.78,"body":"you know, still have a large"},{"speaker":"Sarah Carter","startTime":865.38,"endTime":867.78,"body":"group that I've either worked"},{"speaker":"Sarah Carter","startTime":867.78,"endTime":871.44,"body":"with in the past as well on the"},{"speaker":"Sarah Carter","startTime":867.78,"endTime":871.44,"body":"side and or cross paths with."},{"speaker":"Paul Daly","startTime":874.26,"endTime":877.29,"body":"So, the FTC, there's"},{"speaker":"Paul Daly","startTime":874.26,"endTime":877.29,"body":"been a lot of conversation"},{"speaker":"Paul Daly","startTime":877.32,"endTime":878.64,"body":"around this lately. And"},{"speaker":"Paul Daly","startTime":880.74,"endTime":887.34,"body":"now hang on, hold on. Okay, I"},{"speaker":"Paul Daly","startTime":880.74,"endTime":887.34,"body":"want to hold this year."},{"speaker":"Michael Cirillo","startTime":889.35,"endTime":890.97,"body":"We roll it"},{"speaker":"Michael Cirillo","startTime":889.35,"endTime":890.97,"body":"across the table."},{"speaker":"Paul Daly","startTime":892.4,"endTime":895.97,"body":"No, I think so. So we"},{"speaker":"Paul Daly","startTime":892.4,"endTime":895.97,"body":"talked about this this morning"},{"speaker":"Paul Daly","startTime":895.97,"endTime":899.63,"body":"in our morning show, and it's"},{"speaker":"Paul Daly","startTime":895.97,"endTime":899.63,"body":"going to be a really significant"},{"speaker":"Paul Daly","startTime":899.63,"endTime":902.03,"body":"point of focus. I guess because"},{"speaker":"Paul Daly","startTime":899.63,"endTime":902.03,"body":"with the the rules that are"},{"speaker":"Paul Daly","startTime":902.03,"endTime":905.24,"body":"being proposed, you're seeing"},{"speaker":"Paul Daly","startTime":902.03,"endTime":905.24,"body":"kind of a lot of consumer"},{"speaker":"Paul Daly","startTime":905.24,"endTime":908.09,"body":"response and a lot of YouTube"},{"speaker":"Paul Daly","startTime":905.24,"endTime":908.09,"body":"influencers and other people"},{"speaker":"Paul Daly","startTime":908.24,"endTime":911.3,"body":"stepping up on behalf of, you"},{"speaker":"Paul Daly","startTime":908.24,"endTime":911.3,"body":"know, the so called consumer"},{"speaker":"Paul Daly","startTime":911.3,"endTime":916.25,"body":"advocacy, which, which can be"},{"speaker":"Paul Daly","startTime":911.3,"endTime":916.25,"body":"like very demeaning and very, I"},{"speaker":"Paul Daly","startTime":916.25,"endTime":920.03,"body":"don't know, very snarky, etc,"},{"speaker":"Paul Daly","startTime":916.25,"endTime":920.03,"body":"which happens to be very"},{"speaker":"Paul Daly","startTime":920.03,"endTime":923.45,"body":"offensive to people who know a"},{"speaker":"Paul Daly","startTime":920.03,"endTime":923.45,"body":"lot of dealers, and people like"},{"speaker":"Paul Daly","startTime":923.45,"endTime":927.29,"body":"us who see it as a community."},{"speaker":"Paul Daly","startTime":923.45,"endTime":927.29,"body":"And we know how hard we work to"},{"speaker":"Paul Daly","startTime":927.29,"endTime":930.14,"body":"make things better for the"},{"speaker":"Paul Daly","startTime":927.29,"endTime":930.14,"body":"consumer day in and day out."},{"speaker":"Paul Daly","startTime":932.27,"endTime":936.41,"body":"What I wouldn't just say, What"},{"speaker":"Paul Daly","startTime":932.27,"endTime":936.41,"body":"is your response to that, but I"},{"speaker":"Paul Daly","startTime":936.41,"endTime":941.36,"body":"kind of know the answer to that"},{"speaker":"Paul Daly","startTime":936.41,"endTime":941.36,"body":"question. How do you think that"},{"speaker":"Paul Daly","startTime":941.48,"endTime":945.8,"body":"Upstart and the work you're"},{"speaker":"Paul Daly","startTime":941.48,"endTime":945.8,"body":"doing there can actually help"},{"speaker":"Paul Daly","startTime":945.8,"endTime":947.48,"body":"dealers to change that"},{"speaker":"Paul Daly","startTime":945.8,"endTime":947.48,"body":"perception?"},{"speaker":"Sarah Carter","startTime":947.85,"endTime":950.61,"body":"Yeah. Well, sorry,"},{"speaker":"Sarah Carter","startTime":947.85,"endTime":950.61,"body":"guys."},{"speaker":"Michael Cirillo","startTime":951.6,"endTime":956.31,"body":"Time to go."},{"speaker":"Michael Cirillo","startTime":951.6,"endTime":956.31,"body":"trikes cleaning?"},{"speaker":"Sarah Carter","startTime":956.0,"endTime":962.09,"body":"I wish it were"},{"speaker":"Sarah Carter","startTime":956.0,"endTime":962.09,"body":"that easy. No. I don't even know"},{"speaker":"Sarah Carter","startTime":962.09,"endTime":971.36,"body":"what's coming next. Now, did I?"},{"speaker":"Sarah Carter","startTime":962.09,"endTime":971.36,"body":"So in any case, yeah, sorry."},{"speaker":"Sarah Carter","startTime":971.36,"endTime":975.02,"body":"Back to Back to the question. I"},{"speaker":"Sarah Carter","startTime":971.36,"endTime":975.02,"body":"think, you know, the, the thing"},{"speaker":"Sarah Carter","startTime":975.02,"endTime":978.08,"body":"that I among the things that I"},{"speaker":"Sarah Carter","startTime":975.02,"endTime":978.08,"body":"value working for, you know, a"},{"speaker":"Sarah Carter","startTime":978.08,"endTime":981.65,"body":"very progressive, innovative"},{"speaker":"Sarah Carter","startTime":978.08,"endTime":981.65,"body":"organization, who's you know,"},{"speaker":"Sarah Carter","startTime":981.65,"endTime":984.83,"body":"fairly, you know, decent in"},{"speaker":"Sarah Carter","startTime":981.65,"endTime":984.83,"body":"size, and obviously has the"},{"speaker":"Sarah Carter","startTime":984.83,"endTime":990.95,"body":"ability to pivot and be agile,"},{"speaker":"Sarah Carter","startTime":984.83,"endTime":990.95,"body":"is that when our, our dealer"},{"speaker":"Sarah Carter","startTime":986.96,"endTime":1053.08,"body":"couple, a couple things I feel"},{"speaker":"Sarah Carter","startTime":986.96,"endTime":1053.08,"body":"for everyone on this one, well,"},{"speaker":"Sarah Carter","startTime":990.95,"endTime":994.37,"body":"partners are sharing and or"},{"speaker":"Sarah Carter","startTime":990.95,"endTime":994.37,"body":"prospective partners are in the"},{"speaker":"Sarah Carter","startTime":994.37,"endTime":997.07,"body":"conversations, and we've got the"},{"speaker":"Sarah Carter","startTime":994.37,"endTime":997.07,"body":"information and the knowledge"},{"speaker":"Sarah Carter","startTime":997.07,"endTime":1001.27,"body":"base of, of what's coming, and"},{"speaker":"Sarah Carter","startTime":997.07,"endTime":1001.27,"body":"what we need to adapt to, like"},{"speaker":"Sarah Carter","startTime":1001.27,"endTime":1004.03,"body":"something like the FTC"},{"speaker":"Sarah Carter","startTime":1001.27,"endTime":1004.03,"body":"safeguards, and then we updated"},{"speaker":"Sarah Carter","startTime":1004.03,"endTime":1006.67,"body":"compliance, written regulation,"},{"speaker":"Sarah Carter","startTime":1004.03,"endTime":1006.67,"body":"you know, ADA compliance, you"},{"speaker":"Sarah Carter","startTime":1006.67,"endTime":1010.84,"body":"name it, is that, with that"},{"speaker":"Sarah Carter","startTime":1006.67,"endTime":1010.84,"body":"agility, we're able to adapt to"},{"speaker":"Sarah Carter","startTime":1010.84,"endTime":1013.27,"body":"what our partners and"},{"speaker":"Sarah Carter","startTime":1010.84,"endTime":1013.27,"body":"prospective partners are"},{"speaker":"Sarah Carter","startTime":1013.27,"endTime":1017.8,"body":"meeting? I was, you know, I was"},{"speaker":"Sarah Carter","startTime":1013.27,"endTime":1017.8,"body":"looking for that, too. I mean, I"},{"speaker":"Sarah Carter","startTime":1017.8,"endTime":1020.68,"body":"think, you know, having been in"},{"speaker":"Sarah Carter","startTime":1017.8,"endTime":1020.68,"body":"the business now for almost 20"},{"speaker":"Sarah Carter","startTime":1020.71,"endTime":1023.89,"body":"years, and really wanting to"},{"speaker":"Sarah Carter","startTime":1020.71,"endTime":1023.89,"body":"provide, you know, state of the"},{"speaker":"Sarah Carter","startTime":1023.89,"endTime":1026.62,"body":"art products and solutions that"},{"speaker":"Sarah Carter","startTime":1023.89,"endTime":1026.62,"body":"actually are, you know, bring"},{"speaker":"Sarah Carter","startTime":1026.62,"endTime":1031.42,"body":"value. I absolutely saw that an"},{"speaker":"Sarah Carter","startTime":1026.62,"endTime":1031.42,"body":"Upstart. And it's proven to be"},{"speaker":"Sarah Carter","startTime":1031.42,"endTime":1033.58,"body":"true. And in fact, if, you know,"},{"speaker":"Sarah Carter","startTime":1031.42,"endTime":1033.58,"body":"we talked to, you know,"},{"speaker":"Sarah Carter","startTime":1033.58,"endTime":1036.43,"body":"partners, prospective partners,"},{"speaker":"Sarah Carter","startTime":1033.58,"endTime":1036.43,"body":"and or those that were, you"},{"speaker":"Sarah Carter","startTime":1036.43,"endTime":1040.75,"body":"know, innovating with, they see"},{"speaker":"Sarah Carter","startTime":1036.43,"endTime":1040.75,"body":"it as well, and, obviously take,"},{"speaker":"Sarah Carter","startTime":1040.84,"endTime":1044.02,"body":"you know, matters very seriously"},{"speaker":"Sarah Carter","startTime":1040.84,"endTime":1044.02,"body":"in regards to a lot of what's"},{"speaker":"Sarah Carter","startTime":1044.02,"endTime":1047.08,"body":"coming. And that's why when you"},{"speaker":"Sarah Carter","startTime":1044.02,"endTime":1047.08,"body":"said that time to say it,"},{"speaker":"Sarah Carter","startTime":1047.08,"endTime":1048.25,"body":"there's been a lot of it lately."},{"speaker":"Kyle Mountsier","startTime":1053.86,"endTime":1057.07,"body":"as a platform"},{"speaker":"Kyle Mountsier","startTime":1053.86,"endTime":1057.07,"body":"that is managing communications,"},{"speaker":"Kyle Mountsier","startTime":1057.07,"endTime":1061.48,"body":"managing transactions, managing,"},{"speaker":"Kyle Mountsier","startTime":1057.07,"endTime":1061.48,"body":"like, as a platform Upstart."},{"speaker":"Kyle Mountsier","startTime":1061.48,"endTime":1064.72,"body":"And, and especially because"},{"speaker":"Kyle Mountsier","startTime":1061.48,"endTime":1064.72,"body":"you're in the FinTech game,"},{"speaker":"Kyle Mountsier","startTime":1064.87,"endTime":1069.19,"body":"right? There's, there's like a"},{"speaker":"Kyle Mountsier","startTime":1064.87,"endTime":1069.19,"body":"whole onus on that partner"},{"speaker":"Kyle Mountsier","startTime":1069.19,"endTime":1072.85,"body":"relationship with the dealer,"},{"speaker":"Kyle Mountsier","startTime":1069.19,"endTime":1072.85,"body":"that you have to communicate"},{"speaker":"Kyle Mountsier","startTime":1072.85,"endTime":1075.01,"body":"that that you're doing and that"},{"speaker":"Kyle Mountsier","startTime":1072.85,"endTime":1075.01,"body":"you're part of, and you're"},{"speaker":"Kyle Mountsier","startTime":1075.01,"endTime":1078.07,"body":"making sure and protecting the"},{"speaker":"Kyle Mountsier","startTime":1075.01,"endTime":1078.07,"body":"dealer and storing all of this"},{"speaker":"Kyle Mountsier","startTime":1078.07,"endTime":1081.37,"body":"information. I'm sure there's"},{"speaker":"Kyle Mountsier","startTime":1078.07,"endTime":1081.37,"body":"like a heavy lift from a"},{"speaker":"Kyle Mountsier","startTime":1081.37,"endTime":1084.61,"body":"technology partner like yourself"},{"speaker":"Kyle Mountsier","startTime":1081.37,"endTime":1084.61,"body":"from a development perspective,"},{"speaker":"Kyle Mountsier","startTime":1084.88,"endTime":1088.36,"body":"that that has to pay attention"},{"speaker":"Kyle Mountsier","startTime":1084.88,"endTime":1088.36,"body":"to this. Because you're you're a"},{"speaker":"Kyle Mountsier","startTime":1088.36,"endTime":1090.82,"body":"partner with the dealer and"},{"speaker":"Kyle Mountsier","startTime":1088.36,"endTime":1090.82,"body":"making sure that they are,"},{"speaker":"Kyle Mountsier","startTime":1090.97,"endTime":1092.89,"body":"they're ready for these type of"},{"speaker":"Kyle Mountsier","startTime":1090.97,"endTime":1092.89,"body":"things. Right."},{"speaker":"Sarah Carter","startTime":1093.35,"endTime":1095.72,"body":"Oh, 100%. But you"},{"speaker":"Sarah Carter","startTime":1093.35,"endTime":1095.72,"body":"know, I will say, and that's, I"},{"speaker":"Sarah Carter","startTime":1095.72,"endTime":1099.2,"body":"think the advantage that Upstart"},{"speaker":"Sarah Carter","startTime":1095.72,"endTime":1099.2,"body":"has had, and then to looking at"},{"speaker":"Sarah Carter","startTime":1099.2,"endTime":1102.98,"body":"our team, because I don't want"},{"speaker":"Sarah Carter","startTime":1099.2,"endTime":1102.98,"body":"to, I need to call out our team."},{"speaker":"Sarah Carter","startTime":1102.98,"endTime":1107.03,"body":"They've done amazing work here."},{"speaker":"Sarah Carter","startTime":1102.98,"endTime":1107.03,"body":"But we being we are essentially"},{"speaker":"Sarah Carter","startTime":1107.03,"endTime":1110.45,"body":"part of the financial world. And"},{"speaker":"Sarah Carter","startTime":1107.03,"endTime":1110.45,"body":"we're prior to the acquisition."},{"speaker":"Sarah Carter","startTime":1111.26,"endTime":1114.83,"body":"With prodigy. These were a lot"},{"speaker":"Sarah Carter","startTime":1111.26,"endTime":1114.83,"body":"of these, you know, a lot of the"},{"speaker":"Sarah Carter","startTime":1114.83,"endTime":1117.56,"body":"policies and procedures and the"},{"speaker":"Sarah Carter","startTime":1114.83,"endTime":1117.56,"body":"teams were already there. So I"},{"speaker":"Sarah Carter","startTime":1117.56,"endTime":1120.47,"body":"mean, we have a legal team, we"},{"speaker":"Sarah Carter","startTime":1117.56,"endTime":1120.47,"body":"have a compliance team. So that"},{"speaker":"Sarah Carter","startTime":1120.47,"endTime":1124.79,"body":"was just so valuable in helping"},{"speaker":"Sarah Carter","startTime":1120.47,"endTime":1124.79,"body":"us to be quick on things when"},{"speaker":"Sarah Carter","startTime":1124.82,"endTime":1129.44,"body":"when we saw these changes. So"},{"speaker":"Sarah Carter","startTime":1124.82,"endTime":1129.44,"body":"yeah, so grateful for that. And"},{"speaker":"Sarah Carter","startTime":1129.44,"endTime":1131.57,"body":"they're taking it very"},{"speaker":"Sarah Carter","startTime":1129.44,"endTime":1131.57,"body":"seriously. And we have a lot of"},{"speaker":"Sarah Carter","startTime":1131.57,"endTime":1132.29,"body":"resources."},{"speaker":"Michael Cirillo","startTime":1133.069,"endTime":1136.129,"body":"It makes me"},{"speaker":"Michael Cirillo","startTime":1133.069,"endTime":1136.129,"body":"think of Dennis Rodman. Have you"},{"speaker":"Michael Cirillo","startTime":1136.129,"endTime":1139.339,"body":"guys seen the last dance"},{"speaker":"Michael Cirillo","startTime":1136.129,"endTime":1139.339,"body":"documentary? Like the dude's"},{"speaker":"Michael Cirillo","startTime":1139.339,"endTime":1142.879,"body":"crazy, and the documentary"},{"speaker":"Michael Cirillo","startTime":1139.339,"endTime":1142.879,"body":"highlights that but one of the"},{"speaker":"Michael Cirillo","startTime":1142.879,"endTime":1146.899,"body":"things he's, I mean, you could"},{"speaker":"Michael Cirillo","startTime":1142.879,"endTime":1146.899,"body":"argue he was the best rebounder"},{"speaker":"Michael Cirillo","startTime":1147.469,"endTime":1151.639,"body":"in NBA history, because of the"},{"speaker":"Michael Cirillo","startTime":1147.469,"endTime":1151.639,"body":"sheer amount of preparation that"},{"speaker":"Michael Cirillo","startTime":1151.639,"endTime":1157.189,"body":"he put into anticipating the"},{"speaker":"Michael Cirillo","startTime":1151.639,"endTime":1157.189,"body":"rebound like this guy could. He"},{"speaker":"Michael Cirillo","startTime":1157.189,"endTime":1159.709,"body":"would just practice for hours"},{"speaker":"Michael Cirillo","startTime":1157.189,"endTime":1159.709,"body":"having people throw up balls, he"},{"speaker":"Michael Cirillo","startTime":1159.709,"endTime":1162.139,"body":"could tell you the trajectory"},{"speaker":"Michael Cirillo","startTime":1159.709,"endTime":1162.139,"body":"and the velocity of the ball"},{"speaker":"Michael Cirillo","startTime":1162.139,"endTime":1164.479,"body":"hitting the rim or the backboard"},{"speaker":"Michael Cirillo","startTime":1162.139,"endTime":1164.479,"body":"where it would go and he was"},{"speaker":"Michael Cirillo","startTime":1164.479,"endTime":1167.209,"body":"always one step ahead. And"},{"speaker":"Michael Cirillo","startTime":1164.479,"endTime":1167.209,"body":"that's certainly something that"},{"speaker":"Michael Cirillo","startTime":1167.209,"endTime":1170.029,"body":"I'm, that's coming to my mind as"},{"speaker":"Michael Cirillo","startTime":1167.209,"endTime":1170.029,"body":"I'm listening to you speak like"},{"speaker":"Michael Cirillo","startTime":1170.029,"endTime":1172.909,"body":"we have this team in place."},{"speaker":"Michael Cirillo","startTime":1170.029,"endTime":1172.909,"body":"We've got compliancy teams were"},{"speaker":"Michael Cirillo","startTime":1172.909,"endTime":1178.699,"body":"able to position and anticipate"},{"speaker":"Michael Cirillo","startTime":1172.909,"endTime":1178.699,"body":"where things are headed. And to"},{"speaker":"Michael Cirillo","startTime":1178.699,"endTime":1181.219,"body":"the point of all of these"},{"speaker":"Michael Cirillo","startTime":1178.699,"endTime":1181.219,"body":"conversations, I kind of liken"},{"speaker":"Michael Cirillo","startTime":1181.219,"endTime":1183.529,"body":"that to Well, that's the"},{"speaker":"Michael Cirillo","startTime":1181.219,"endTime":1183.529,"body":"preparation that's going to help"},{"speaker":"Michael Cirillo","startTime":1183.529,"endTime":1187.399,"body":"us anticipate where things are"},{"speaker":"Michael Cirillo","startTime":1183.529,"endTime":1187.399,"body":"going further. So I think that's"},{"speaker":"Michael Cirillo","startTime":1187.429,"endTime":1189.799,"body":"that's just I mean, that's"},{"speaker":"Michael Cirillo","startTime":1187.429,"endTime":1189.799,"body":"something that stands out to me,"},{"speaker":"Michael Cirillo","startTime":1189.799,"endTime":1193.069,"body":"and it's very comforting to know"},{"speaker":"Michael Cirillo","startTime":1189.799,"endTime":1193.069,"body":"that there's people with"},{"speaker":"Michael Cirillo","startTime":1193.069,"endTime":1196.459,"body":"experience navigating this stuff"},{"speaker":"Michael Cirillo","startTime":1193.069,"endTime":1196.459,"body":"and that the dealers aren't left"},{"speaker":"Michael Cirillo","startTime":1196.459,"endTime":1197.929,"body":"to their lonesome"},{"speaker":"Paul Daly","startTime":1197.96,"endTime":1199.55,"body":"man. Okay,"},{"speaker":"Kyle Mountsier","startTime":1199.549,"endTime":1201.919,"body":"no one cares."},{"speaker":"Kyle Mountsier","startTime":1199.549,"endTime":1201.919,"body":"Should I get a lot and now that"},{"speaker":"Kyle Mountsier","startTime":1201.919,"endTime":1204.769,"body":"we're getting into kind of like,"},{"speaker":"Kyle Mountsier","startTime":1201.919,"endTime":1204.769,"body":"you know the upstart product and"},{"speaker":"Kyle Mountsier","startTime":1204.769,"endTime":1207.319,"body":"what you guys are doing from a"},{"speaker":"Kyle Mountsier","startTime":1204.769,"endTime":1207.319,"body":"FinTech perspective, one"},{"speaker":"Kyle Mountsier","startTime":1207.319,"endTime":1210.409,"body":"question I get a lot from"},{"speaker":"Kyle Mountsier","startTime":1207.319,"endTime":1210.409,"body":"dealers, or marketers or people"},{"speaker":"Kyle Mountsier","startTime":1210.409,"endTime":1214.099,"body":"that are kind of looking in the"},{"speaker":"Kyle Mountsier","startTime":1210.409,"endTime":1214.099,"body":"area. I think a year and a half"},{"speaker":"Kyle Mountsier","startTime":1214.099,"endTime":1216.769,"body":"ago, I looked and there were at"},{"speaker":"Kyle Mountsier","startTime":1214.099,"endTime":1216.769,"body":"that point, I had a spreadsheet"},{"speaker":"Kyle Mountsier","startTime":1216.769,"endTime":1220.339,"body":"of 34, digital retailing"},{"speaker":"Kyle Mountsier","startTime":1216.769,"endTime":1220.339,"body":"providers, right that were out"},{"speaker":"Kyle Mountsier","startTime":1220.339,"endTime":1222.949,"body":"there in the space and, and it"},{"speaker":"Kyle Mountsier","startTime":1220.339,"endTime":1222.949,"body":"seemed like every week, there"},{"speaker":"Kyle Mountsier","startTime":1222.949,"endTime":1225.769,"body":"was a new entrant into the DR"},{"speaker":"Kyle Mountsier","startTime":1222.949,"endTime":1225.769,"body":"space, and that that's"},{"speaker":"Kyle Mountsier","startTime":1225.769,"endTime":1229.219,"body":"definitely slowed down as like,"},{"speaker":"Kyle Mountsier","startTime":1225.769,"endTime":1229.219,"body":"you know, the digital push in"},{"speaker":"Kyle Mountsier","startTime":1229.219,"endTime":1232.549,"body":"the pandemic has has decreased,"},{"speaker":"Kyle Mountsier","startTime":1229.219,"endTime":1232.549,"body":"there's less new entrants, but"},{"speaker":"Kyle Mountsier","startTime":1232.699,"endTime":1237.319,"body":"even still, there's there's"},{"speaker":"Kyle Mountsier","startTime":1232.699,"endTime":1237.319,"body":"still over 30 providers working"},{"speaker":"Kyle Mountsier","startTime":1237.319,"endTime":1239.959,"body":"in the showroom, retailing and"},{"speaker":"Kyle Mountsier","startTime":1237.319,"endTime":1239.959,"body":"digital retailing space. And so"},{"speaker":"Kyle Mountsier","startTime":1240.199,"endTime":1243.349,"body":"setting yourself apart is"},{"speaker":"Kyle Mountsier","startTime":1240.199,"endTime":1243.349,"body":"similar to like a dealer setting"},{"speaker":"Kyle Mountsier","startTime":1243.349,"endTime":1246.079,"body":"themselves apart from eight"},{"speaker":"Kyle Mountsier","startTime":1243.349,"endTime":1246.079,"body":"other Nissan dealerships in the"},{"speaker":"Kyle Mountsier","startTime":1246.079,"endTime":1248.869,"body":"area, it's it's, you know,"},{"speaker":"Kyle Mountsier","startTime":1246.079,"endTime":1248.869,"body":"creating a unique value"},{"speaker":"Kyle Mountsier","startTime":1248.869,"endTime":1252.799,"body":"proposition is not easy. And,"},{"speaker":"Kyle Mountsier","startTime":1248.869,"endTime":1252.799,"body":"you know, so I'd love to hear"},{"speaker":"Kyle Mountsier","startTime":1252.799,"endTime":1257.149,"body":"from you. Just like not, you"},{"speaker":"Kyle Mountsier","startTime":1252.799,"endTime":1257.149,"body":"know, there's like table stakes"},{"speaker":"Kyle Mountsier","startTime":1257.149,"endTime":1260.119,"body":"and in in digital retailing, I"},{"speaker":"Kyle Mountsier","startTime":1257.149,"endTime":1260.119,"body":"think that we've all just kind"},{"speaker":"Kyle Mountsier","startTime":1260.119,"endTime":1263.209,"body":"of come to recognize, like, if"},{"speaker":"Kyle Mountsier","startTime":1260.119,"endTime":1263.209,"body":"someone's not doing this on the"},{"speaker":"Kyle Mountsier","startTime":1263.209,"endTime":1266.299,"body":"website, or in the show, then"},{"speaker":"Kyle Mountsier","startTime":1263.209,"endTime":1266.299,"body":"then they haven't won. What are"},{"speaker":"Kyle Mountsier","startTime":1266.299,"endTime":1271.579,"body":"the things that that set you"},{"speaker":"Kyle Mountsier","startTime":1266.299,"endTime":1271.579,"body":"apart as a partner to dealers in"},{"speaker":"Kyle Mountsier","startTime":1271.579,"endTime":1274.909,"body":"this, like, customer"},{"speaker":"Kyle Mountsier","startTime":1271.579,"endTime":1274.909,"body":"relationship management, you"},{"speaker":"Kyle Mountsier","startTime":1274.909,"endTime":1278.269,"body":"know, perspective and how you"},{"speaker":"Kyle Mountsier","startTime":1274.909,"endTime":1278.269,"body":"give dealers the ability to"},{"speaker":"Kyle Mountsier","startTime":1278.269,"endTime":1280.009,"body":"execute on a day to day basis?"},{"speaker":"Sarah Carter","startTime":1280.28,"endTime":1282.26,"body":"Yeah, no, that's a"},{"speaker":"Sarah Carter","startTime":1280.28,"endTime":1282.26,"body":"great question. Because yes, it"},{"speaker":"Sarah Carter","startTime":1282.26,"endTime":1286.43,"body":"definitely is a competitive"},{"speaker":"Sarah Carter","startTime":1282.26,"endTime":1286.43,"body":"space. And we do have a lot of,"},{"speaker":"Sarah Carter","startTime":1286.85,"endTime":1291.83,"body":"you know, a lot of providers out"},{"speaker":"Sarah Carter","startTime":1286.85,"endTime":1291.83,"body":"there valuable providers. That"},{"speaker":"Sarah Carter","startTime":1291.83,"endTime":1295.64,"body":"said, I would say, you know,"},{"speaker":"Sarah Carter","startTime":1291.83,"endTime":1295.64,"body":"just thinking three would"},{"speaker":"Sarah Carter","startTime":1295.64,"endTime":1298.07,"body":"obviously be configurations, we"},{"speaker":"Sarah Carter","startTime":1295.64,"endTime":1298.07,"body":"have a highly configurable"},{"speaker":"Sarah Carter","startTime":1298.07,"endTime":1302.18,"body":"product, I use, I use that"},{"speaker":"Sarah Carter","startTime":1298.07,"endTime":1302.18,"body":"because I know, you know, we"},{"speaker":"Sarah Carter","startTime":1302.27,"endTime":1305.99,"body":"strategies and processes within"},{"speaker":"Sarah Carter","startTime":1302.27,"endTime":1305.99,"body":"single points to large dealer"},{"speaker":"Sarah Carter","startTime":1305.99,"endTime":1309.11,"body":"groups is going to be very, you"},{"speaker":"Sarah Carter","startTime":1305.99,"endTime":1309.11,"body":"know, variant. And there's"},{"speaker":"Sarah Carter","startTime":1309.11,"endTime":1312.17,"body":"different philosophy or"},{"speaker":"Sarah Carter","startTime":1309.11,"endTime":1312.17,"body":"strategy. So our systems can"},{"speaker":"Sarah Carter","startTime":1312.17,"endTime":1315.11,"body":"essentially be very"},{"speaker":"Sarah Carter","startTime":1312.17,"endTime":1315.11,"body":"configurable. I would also say"},{"speaker":"Sarah Carter","startTime":1315.11,"endTime":1318.17,"body":"integrations because we don't"},{"speaker":"Sarah Carter","startTime":1315.11,"endTime":1318.17,"body":"want to reinvent the wheel on"},{"speaker":"Sarah Carter","startTime":1318.17,"endTime":1321.92,"body":"many tools that dealers utilize."},{"speaker":"Sarah Carter","startTime":1318.17,"endTime":1321.92,"body":"So we actually can speak in a"},{"speaker":"Sarah Carter","startTime":1321.92,"endTime":1325.64,"body":"push pull environment, from CRM"},{"speaker":"Sarah Carter","startTime":1321.92,"endTime":1325.64,"body":"to valuation tools to"},{"speaker":"Sarah Carter","startTime":1325.64,"endTime":1329.45,"body":"acquisition tools, which is"},{"speaker":"Sarah Carter","startTime":1325.64,"endTime":1329.45,"body":"something that's very unique in"},{"speaker":"Sarah Carter","startTime":1329.45,"endTime":1332.33,"body":"our space, you know, so the"},{"speaker":"Sarah Carter","startTime":1329.45,"endTime":1332.33,"body":"lending, I think, lending, you"},{"speaker":"Sarah Carter","startTime":1332.33,"endTime":1335.36,"body":"know, and the AI machine"},{"speaker":"Sarah Carter","startTime":1332.33,"endTime":1335.36,"body":"learning aspect, and how we can"},{"speaker":"Sarah Carter","startTime":1335.36,"endTime":1338.03,"body":"help streamline that for our"},{"speaker":"Sarah Carter","startTime":1335.36,"endTime":1338.03,"body":"partners and drive efficiency"},{"speaker":"Sarah Carter","startTime":1338.03,"endTime":1341.15,"body":"too. And all of these things are"},{"speaker":"Sarah Carter","startTime":1338.03,"endTime":1341.15,"body":"essentially, you know, to help"},{"speaker":"Sarah Carter","startTime":1341.15,"endTime":1344.45,"body":"dealers drive efficiency, but"},{"speaker":"Sarah Carter","startTime":1341.15,"endTime":1344.45,"body":"the end result is the customer"},{"speaker":"Sarah Carter","startTime":1344.45,"endTime":1348.53,"body":"the guest, right, we want to"},{"speaker":"Sarah Carter","startTime":1344.45,"endTime":1348.53,"body":"create a solid consumer"},{"speaker":"Sarah Carter","startTime":1348.53,"endTime":1353.09,"body":"experience that buyers want from"},{"speaker":"Sarah Carter","startTime":1348.53,"endTime":1353.09,"body":"from our space. And that's where"},{"speaker":"Sarah Carter","startTime":1353.09,"endTime":1355.13,"body":"we really focus. And I, you"},{"speaker":"Sarah Carter","startTime":1353.09,"endTime":1355.13,"body":"know, one thing I didn't"},{"speaker":"Sarah Carter","startTime":1355.13,"endTime":1358.79,"body":"mention, so let's make it four"},{"speaker":"Sarah Carter","startTime":1355.13,"endTime":1358.79,"body":"would also be the in store"},{"speaker":"Sarah Carter","startTime":1358.79,"endTime":1362.12,"body":"application of what we offer. I"},{"speaker":"Sarah Carter","startTime":1358.79,"endTime":1362.12,"body":"mean, it's, it's a full solution"},{"speaker":"Sarah Carter","startTime":1362.21,"endTime":1365.9,"body":"to drive efficiency for"},{"speaker":"Sarah Carter","startTime":1362.21,"endTime":1365.9,"body":"customers coming in the store or"},{"speaker":"Sarah Carter","startTime":1365.93,"endTime":1369.62,"body":"in a virtual environment. So you"},{"speaker":"Sarah Carter","startTime":1365.93,"endTime":1369.62,"body":"can either you can do, you can"},{"speaker":"Sarah Carter","startTime":1369.62,"endTime":1371.57,"body":"do the purchase, where the"},{"speaker":"Sarah Carter","startTime":1369.62,"endTime":1371.57,"body":"customer wants to whether it's"},{"speaker":"Sarah Carter","startTime":1371.57,"endTime":1374.72,"body":"service, in a service"},{"speaker":"Sarah Carter","startTime":1371.57,"endTime":1374.72,"body":"department, outside, off site,"},{"speaker":"Sarah Carter","startTime":1374.75,"endTime":1378.14,"body":"you name it, we have the"},{"speaker":"Sarah Carter","startTime":1374.75,"endTime":1378.14,"body":"resources. And, and again, the"},{"speaker":"Sarah Carter","startTime":1378.14,"endTime":1382.61,"body":"configurability allows for, you"},{"speaker":"Sarah Carter","startTime":1378.14,"endTime":1382.61,"body":"know, various adoption formats"},{"speaker":"Sarah Carter","startTime":1382.61,"endTime":1383.39,"body":"or policies,"},{"speaker":"Kyle Mountsier","startTime":1383.48,"endTime":1386.81,"body":"you know, I know"},{"speaker":"Kyle Mountsier","startTime":1383.48,"endTime":1386.81,"body":"that this word integration gets"},{"speaker":"Kyle Mountsier","startTime":1386.81,"endTime":1390.26,"body":"thrown around a lot in our"},{"speaker":"Kyle Mountsier","startTime":1386.81,"endTime":1390.26,"body":"industry, it's like AI and"},{"speaker":"Kyle Mountsier","startTime":1390.26,"endTime":1393.53,"body":"integration to trigger words"},{"speaker":"Kyle Mountsier","startTime":1390.26,"endTime":1393.53,"body":"that make some people squirm."},{"speaker":"Kyle Mountsier","startTime":1393.53,"endTime":1396.23,"body":"And some people celebrate and"},{"speaker":"Kyle Mountsier","startTime":1393.53,"endTime":1396.23,"body":"all that type of stuff. And, and"},{"speaker":"Kyle Mountsier","startTime":1396.23,"endTime":1398.39,"body":"so I'd love for you to because"},{"speaker":"Kyle Mountsier","startTime":1396.23,"endTime":1398.39,"body":"you said this, that you said"},{"speaker":"Kyle Mountsier","startTime":1398.39,"endTime":1401.54,"body":"push pull. And I would love for"},{"speaker":"Kyle Mountsier","startTime":1398.39,"endTime":1401.54,"body":"you to explain a little bit"},{"speaker":"Kyle Mountsier","startTime":1401.54,"endTime":1405.74,"body":"maybe deeper for those that hear"},{"speaker":"Kyle Mountsier","startTime":1401.54,"endTime":1405.74,"body":"the word integration. And some"},{"speaker":"Kyle Mountsier","startTime":1405.74,"endTime":1408.77,"body":"companies use that as like, oh,"},{"speaker":"Kyle Mountsier","startTime":1405.74,"endTime":1408.77,"body":"we integrate with your CRM, and"},{"speaker":"Kyle Mountsier","startTime":1408.77,"endTime":1414.17,"body":"which means they they send the"},{"speaker":"Kyle Mountsier","startTime":1408.77,"endTime":1414.17,"body":"lead in ADF to a CRM, right. And"},{"speaker":"Kyle Mountsier","startTime":1414.17,"endTime":1417.56,"body":"then there's then there's like,"},{"speaker":"Kyle Mountsier","startTime":1414.17,"endTime":1417.56,"body":"deeper level API integrations"},{"speaker":"Kyle Mountsier","startTime":1417.56,"endTime":1422.18,"body":"that are that are tying in like"},{"speaker":"Kyle Mountsier","startTime":1417.56,"endTime":1422.18,"body":"rich data, and, you know, and"},{"speaker":"Kyle Mountsier","startTime":1422.18,"endTime":1425.45,"body":"multiple different aspects to be"},{"speaker":"Kyle Mountsier","startTime":1422.18,"endTime":1425.45,"body":"able to present someone with a"},{"speaker":"Kyle Mountsier","startTime":1425.48,"endTime":1429.05,"body":"with a with an with a payment,"},{"speaker":"Kyle Mountsier","startTime":1425.48,"endTime":1429.05,"body":"but can you dig into"},{"speaker":"Kyle Mountsier","startTime":1429.05,"endTime":1432.29,"body":"specifically like the push pull"},{"speaker":"Kyle Mountsier","startTime":1429.05,"endTime":1432.29,"body":"integrations that you guys are"},{"speaker":"Kyle Mountsier","startTime":1432.29,"endTime":1435.35,"body":"utilizing to execute some of"},{"speaker":"Kyle Mountsier","startTime":1432.29,"endTime":1435.35,"body":"this transactional data?"},{"speaker":"Sarah Carter","startTime":1436.04,"endTime":1438.77,"body":"Yeah, absolutely."},{"speaker":"Sarah Carter","startTime":1436.04,"endTime":1438.77,"body":"So from the CRM standpoint, what"},{"speaker":"Sarah Carter","startTime":1438.77,"endTime":1442.28,"body":"we do obviously, when a customer"},{"speaker":"Sarah Carter","startTime":1438.77,"endTime":1442.28,"body":"comes in, or the first you know,"},{"speaker":"Sarah Carter","startTime":1442.31,"endTime":1445.91,"body":"the first point of contact, and"},{"speaker":"Sarah Carter","startTime":1442.31,"endTime":1445.91,"body":"when capture, we capture PII, or"},{"speaker":"Sarah Carter","startTime":1445.91,"endTime":1448.64,"body":"when the dealership captures"},{"speaker":"Sarah Carter","startTime":1445.91,"endTime":1448.64,"body":"PII, we will push that in ADF"},{"speaker":"Sarah Carter","startTime":1448.64,"endTime":1451.19,"body":"XML because of course, we don't"},{"speaker":"Sarah Carter","startTime":1448.64,"endTime":1451.19,"body":"know if that customer is already"},{"speaker":"Sarah Carter","startTime":1451.22,"endTime":1454.46,"body":"in the CRM. After that, what"},{"speaker":"Sarah Carter","startTime":1451.22,"endTime":1454.46,"body":"happens is it attaches in the"},{"speaker":"Sarah Carter","startTime":1454.46,"endTime":1457.52,"body":"notes section, and then it's,"},{"speaker":"Sarah Carter","startTime":1454.46,"endTime":1457.52,"body":"we're also pulling the customer"},{"speaker":"Sarah Carter","startTime":1457.52,"endTime":1460.43,"body":"profile information from the CRM"},{"speaker":"Sarah Carter","startTime":1457.52,"endTime":1460.43,"body":"into the iPad and in store"},{"speaker":"Sarah Carter","startTime":1460.43,"endTime":1463.97,"body":"environment. So it when I say"},{"speaker":"Sarah Carter","startTime":1460.43,"endTime":1463.97,"body":"push pull, it's essentially"},{"speaker":"Sarah Carter","startTime":1464.0,"endTime":1469.07,"body":"we're sending everything into"},{"speaker":"Sarah Carter","startTime":1464.0,"endTime":1469.07,"body":"the CRM. And we're essentially"},{"speaker":"Sarah Carter","startTime":1469.07,"endTime":1471.92,"body":"eliminating that duplication, so"},{"speaker":"Sarah Carter","startTime":1469.07,"endTime":1471.92,"body":"to speak that we hear so much"},{"speaker":"Sarah Carter","startTime":1471.92,"endTime":1475.79,"body":"about. And then of course, as"},{"speaker":"Sarah Carter","startTime":1471.92,"endTime":1475.79,"body":"well, giving the sales team as"},{"speaker":"Sarah Carter","startTime":1475.79,"endTime":1479.48,"body":"well as a customer easy access"},{"speaker":"Sarah Carter","startTime":1475.79,"endTime":1479.48,"body":"to pick up right where they left"},{"speaker":"Sarah Carter","startTime":1479.51,"endTime":1482.48,"body":"off, because all of that is in"},{"speaker":"Sarah Carter","startTime":1479.51,"endTime":1482.48,"body":"the CRM and pulling that back"},{"speaker":"Sarah Carter","startTime":1482.51,"endTime":1485.66,"body":"into the system so that they can"},{"speaker":"Sarah Carter","startTime":1482.51,"endTime":1485.66,"body":"seamlessly drive that car"},{"speaker":"Sarah Carter","startTime":1485.66,"endTime":1487.64,"body":"experience or part purchasing"},{"speaker":"Sarah Carter","startTime":1485.66,"endTime":1487.64,"body":"experience. All"},{"speaker":"Paul Daly","startTime":1487.639,"endTime":1491.959,"body":"right, as the"},{"speaker":"Paul Daly","startTime":1487.639,"endTime":1491.959,"body":"resident least technical person"},{"speaker":"Paul Daly","startTime":1491.989,"endTime":1497.479,"body":"on this podcast. How would you"},{"speaker":"Paul Daly","startTime":1491.989,"endTime":1497.479,"body":"explain that in like a sentence"},{"speaker":"Paul Daly","startTime":1497.479,"endTime":1500.359,"body":"or two for some of the other"},{"speaker":"Paul Daly","startTime":1497.479,"endTime":1500.359,"body":"listeners who probably you're"},{"speaker":"Paul Daly","startTime":1500.359,"endTime":1501.259,"body":"smarter than me."},{"speaker":"Sarah Carter","startTime":1501.349,"endTime":1504.019,"body":"Yeah. So"},{"speaker":"Sarah Carter","startTime":1501.349,"endTime":1504.019,"body":"essentially what we do is we"},{"speaker":"Sarah Carter","startTime":1504.049,"endTime":1508.879,"body":"allow our partners to pick up"},{"speaker":"Sarah Carter","startTime":1504.049,"endTime":1508.879,"body":"right where the customer left"},{"speaker":"Sarah Carter","startTime":1508.909,"endTime":1512.119,"body":"off, because the systems are"},{"speaker":"Sarah Carter","startTime":1508.909,"endTime":1512.119,"body":"talking to each other so that"},{"speaker":"Sarah Carter","startTime":1512.119,"endTime":1513.769,"body":"they don't have to go into"},{"speaker":"Sarah Carter","startTime":1512.119,"endTime":1513.769,"body":"multiple tools,"},{"speaker":"Paul Daly","startTime":1513.86,"endTime":1517.37,"body":"which is really hard"},{"speaker":"Paul Daly","startTime":1513.86,"endTime":1517.37,"body":"to do. Right, obviously, and if"},{"speaker":"Paul Daly","startTime":1517.37,"endTime":1521.18,"body":"you can make it feel like it was"},{"speaker":"Paul Daly","startTime":1517.37,"endTime":1521.18,"body":"easy, right, and solve that"},{"speaker":"Paul Daly","startTime":1521.18,"endTime":1523.46,"body":"problem, right? That's why"},{"speaker":"Paul Daly","startTime":1521.18,"endTime":1523.46,"body":"That's why everyone else says"},{"speaker":"Paul Daly","startTime":1523.46,"endTime":1526.82,"body":"like, why can't you just make it"},{"speaker":"Paul Daly","startTime":1523.46,"endTime":1526.82,"body":"do that? And you're like, well,"},{"speaker":"Paul Daly","startTime":1527.0,"endTime":1530.09,"body":"all the stuff that you just said"},{"speaker":"Paul Daly","startTime":1527.0,"endTime":1530.09,"body":"before I asked that question is"},{"speaker":"Paul Daly","startTime":1530.09,"endTime":1530.42,"body":"why"},{"speaker":"Michael Cirillo","startTime":1532.069,"endTime":1534.079,"body":"I would like to"},{"speaker":"Michael Cirillo","startTime":1532.069,"endTime":1534.079,"body":"underscore how big of an"},{"speaker":"Michael Cirillo","startTime":1534.079,"endTime":1539.449,"body":"undertaking this is because in"},{"speaker":"Michael Cirillo","startTime":1534.079,"endTime":1539.449,"body":"coming from Canada, to the"},{"speaker":"Michael Cirillo","startTime":1539.449,"endTime":1543.379,"body":"United States, it has been"},{"speaker":"Michael Cirillo","startTime":1539.449,"endTime":1543.379,"body":"absolutely shocking to me that"},{"speaker":"Michael Cirillo","startTime":1543.379,"endTime":1549.769,"body":"I've seen people paying for"},{"speaker":"Michael Cirillo","startTime":1543.379,"endTime":1549.769,"body":"their groceries with checks. I"},{"speaker":"Michael Cirillo","startTime":1549.769,"endTime":1555.499,"body":"haven't seen a check in 23"},{"speaker":"Michael Cirillo","startTime":1549.769,"endTime":1555.499,"body":"years. Because like in Canada,"},{"speaker":"Michael Cirillo","startTime":1555.499,"endTime":1559.969,"body":"obviously, given our population,"},{"speaker":"Michael Cirillo","startTime":1555.499,"endTime":1559.969,"body":"all all financial systems are"},{"speaker":"Michael Cirillo","startTime":1559.969,"endTime":1562.789,"body":"connected, like everything's"},{"speaker":"Michael Cirillo","startTime":1559.969,"endTime":1562.789,"body":"connected to the Bank of Canada,"},{"speaker":"Michael Cirillo","startTime":1562.819,"endTime":1564.469,"body":"it is like Apple banking,"},{"speaker":"Paul Daly","startTime":1564.71,"endTime":1566.33,"body":"they give it all to"},{"speaker":"Paul Daly","startTime":1564.71,"endTime":1566.33,"body":"the government first, and the"},{"speaker":"Paul Daly","startTime":1566.33,"endTime":1568.76,"body":"government gives them back some"},{"speaker":"Paul Daly","startTime":1566.33,"endTime":1568.76,"body":"of it and the government makes"},{"speaker":"Michael Cirillo","startTime":1568.76,"endTime":1570.14,"body":"you think"},{"speaker":"Michael Cirillo","startTime":1568.76,"endTime":1570.14,"body":"you're getting things for free."},{"speaker":"Michael Cirillo","startTime":1571.85,"endTime":1575.09,"body":"You know, with Chip, greed, like"},{"speaker":"Michael Cirillo","startTime":1571.85,"endTime":1575.09,"body":"everything is interconnected. I"},{"speaker":"Michael Cirillo","startTime":1575.09,"endTime":1578.21,"body":"remember I was talking to our"},{"speaker":"Michael Cirillo","startTime":1575.09,"endTime":1578.21,"body":"bank, when we set up our bank"},{"speaker":"Michael Cirillo","startTime":1578.24,"endTime":1581.75,"body":"account down here. I'm like, so"},{"speaker":"Michael Cirillo","startTime":1578.24,"endTime":1581.75,"body":"you guys do the online, like,"},{"speaker":"Michael Cirillo","startTime":1581.75,"endTime":1584.24,"body":"you can pay your bills online"},{"speaker":"Michael Cirillo","startTime":1581.75,"endTime":1584.24,"body":"and all that she's like, Yeah,"},{"speaker":"Michael Cirillo","startTime":1584.24,"endTime":1587.09,"body":"of course, what we do is we"},{"speaker":"Michael Cirillo","startTime":1584.24,"endTime":1587.09,"body":"write a check on your behalf,"},{"speaker":"Michael Cirillo","startTime":1587.3,"endTime":1592.73,"body":"and then send it to the"},{"speaker":"Michael Cirillo","startTime":1587.3,"endTime":1592.73,"body":"supplier. I was like, Why? Why"},{"speaker":"Michael Cirillo","startTime":1594.8,"endTime":1599.6,"body":"is it the 1870s? What is"},{"speaker":"Michael Cirillo","startTime":1594.8,"endTime":1599.6,"body":"happening? Whereas in Canada,"},{"speaker":"Michael Cirillo","startTime":1599.6,"endTime":1601.88,"body":"it's all interconnected. So"},{"speaker":"Michael Cirillo","startTime":1599.6,"endTime":1601.88,"body":"something as simple as what"},{"speaker":"Michael Cirillo","startTime":1601.88,"endTime":1604.91,"body":"you're saying, I really want to"},{"speaker":"Michael Cirillo","startTime":1601.88,"endTime":1604.91,"body":"kind of shine a spotlight on"},{"speaker":"Michael Cirillo","startTime":1604.91,"endTime":1607.88,"body":"because it's not only a huge"},{"speaker":"Michael Cirillo","startTime":1604.91,"endTime":1607.88,"body":"undertaking, especially in the"},{"speaker":"Michael Cirillo","startTime":1607.88,"endTime":1613.7,"body":"wild west America, but the"},{"speaker":"Michael Cirillo","startTime":1607.88,"endTime":1613.7,"body":"simplicity of being able to give"},{"speaker":"Michael Cirillo","startTime":1613.7,"endTime":1617.72,"body":"that customer the ability to"},{"speaker":"Michael Cirillo","startTime":1613.7,"endTime":1617.72,"body":"just pick up where they left off"},{"speaker":"Michael Cirillo","startTime":1617.72,"endTime":1620.96,"body":"is huge. Can I ask you one"},{"speaker":"Michael Cirillo","startTime":1617.72,"endTime":1620.96,"body":"question, just to forecast a"},{"speaker":"Michael Cirillo","startTime":1620.96,"endTime":1621.62,"body":"little bit? Um,"},{"speaker":"Paul Daly","startTime":1622.099,"endTime":1623.899,"body":"this would be the"},{"speaker":"Paul Daly","startTime":1622.099,"endTime":1623.899,"body":"last question, Michael make it a"},{"speaker":"Paul Daly","startTime":1623.899,"endTime":1626.329,"body":"good one. No pressure."},{"speaker":"Michael Cirillo","startTime":1627.02,"endTime":1628.34,"body":"Snowboard Do"},{"speaker":"Michael Cirillo","startTime":1627.02,"endTime":1628.34,"body":"you have?"},{"speaker":"Paul Daly","startTime":1632.0,"endTime":1633.68,"body":"We know you don't"},{"speaker":"Paul Daly","startTime":1632.0,"endTime":1633.68,"body":"care about that."},{"speaker":"Michael Cirillo","startTime":1633.0,"endTime":1636.66,"body":"No. You could"},{"speaker":"Michael Cirillo","startTime":1633.0,"endTime":1636.66,"body":"say a name brand. And I'd be"},{"speaker":"Michael Cirillo","startTime":1636.66,"endTime":1642.57,"body":"like, we could can I give that a"},{"speaker":"Michael Cirillo","startTime":1636.66,"endTime":1642.57,"body":"Walmart? I'm curious about"},{"speaker":"Michael Cirillo","startTime":1642.57,"endTime":1647.58,"body":"forecasting, obviously, as we as"},{"speaker":"Michael Cirillo","startTime":1642.57,"endTime":1647.58,"body":"we move deeper into the era of"},{"speaker":"Michael Cirillo","startTime":1647.58,"endTime":1651.84,"body":"giving consumers the ability to"},{"speaker":"Michael Cirillo","startTime":1647.58,"endTime":1651.84,"body":"purchase online. What's the"},{"speaker":"Michael Cirillo","startTime":1651.84,"endTime":1655.71,"body":"forecast look like? What are"},{"speaker":"Michael Cirillo","startTime":1651.84,"endTime":1655.71,"body":"your anticipating the percentage"},{"speaker":"Michael Cirillo","startTime":1655.74,"endTime":1660.96,"body":"of car shoppers will look like"},{"speaker":"Michael Cirillo","startTime":1655.74,"endTime":1660.96,"body":"maybe 3 5 7 10 years out even,"},{"speaker":"Michael Cirillo","startTime":1661.38,"endTime":1665.22,"body":"like, hey, we believe that this"},{"speaker":"Michael Cirillo","startTime":1661.38,"endTime":1665.22,"body":"percentage of the market is"},{"speaker":"Michael Cirillo","startTime":1665.22,"endTime":1668.1,"body":"going to want a fully online"},{"speaker":"Michael Cirillo","startTime":1665.22,"endTime":1668.1,"body":"transaction that we're going to"},{"speaker":"Michael Cirillo","startTime":1668.1,"endTime":1669.15,"body":"be able to facilitate?"},{"speaker":"Sarah Carter","startTime":1670.17,"endTime":1672.3,"body":"Yeah, I will. I"},{"speaker":"Sarah Carter","startTime":1670.17,"endTime":1672.3,"body":"mean, I think we'd be at a much"},{"speaker":"Sarah Carter","startTime":1672.3,"endTime":1675.57,"body":"higher rate right now, if we,"},{"speaker":"Sarah Carter","startTime":1672.3,"endTime":1675.57,"body":"you know, had all the tools and"},{"speaker":"Sarah Carter","startTime":1675.57,"endTime":1679.47,"body":"resources that you know, and"},{"speaker":"Sarah Carter","startTime":1675.57,"endTime":1679.47,"body":"there are, you know, we do have"},{"speaker":"Sarah Carter","startTime":1679.47,"endTime":1683.4,"body":"partners who do you know,"},{"speaker":"Sarah Carter","startTime":1679.47,"endTime":1683.4,"body":"essentially just that, but it's"},{"speaker":"Sarah Carter","startTime":1683.4,"endTime":1686.91,"body":"also letting consumers know, or"},{"speaker":"Sarah Carter","startTime":1683.4,"endTime":1686.91,"body":"bringing awareness in our, in"},{"speaker":"Sarah Carter","startTime":1686.91,"endTime":1691.14,"body":"our world of the franchise"},{"speaker":"Sarah Carter","startTime":1686.91,"endTime":1691.14,"body":"world. Non, the non Tesla's and"},{"speaker":"Sarah Carter","startTime":1691.14,"endTime":1694.56,"body":"Carvana's is of the world. That"},{"speaker":"Sarah Carter","startTime":1691.14,"endTime":1694.56,"body":"said, I think I saw something"},{"speaker":"Sarah Carter","startTime":1694.56,"endTime":1695.97,"body":"come out and you enter, have you"},{"speaker":"Sarah Carter","startTime":1694.56,"endTime":1695.97,"body":"guys thought it was from"},{"speaker":"Sarah Carter","startTime":1695.97,"endTime":1699.78,"body":"cars.com as a CNBC short clip,"},{"speaker":"Sarah Carter","startTime":1695.97,"endTime":1699.78,"body":"and I believe they said, it was"},{"speaker":"Sarah Carter","startTime":1699.78,"endTime":1703.53,"body":"almost 21% of car buyers are"},{"speaker":"Sarah Carter","startTime":1699.78,"endTime":1703.53,"body":"buying online. And the thing is,"},{"speaker":"Sarah Carter","startTime":1703.56,"endTime":1706.86,"body":"with inventory shortages, people"},{"speaker":"Sarah Carter","startTime":1703.56,"endTime":1706.86,"body":"are having to go farther. So"},{"speaker":"Sarah Carter","startTime":1706.86,"endTime":1708.96,"body":"they are doing those"},{"speaker":"Sarah Carter","startTime":1706.86,"endTime":1708.96,"body":"transactions online, going on"},{"speaker":"Sarah Carter","startTime":1708.96,"endTime":1711.54,"body":"site or having the vehicle"},{"speaker":"Sarah Carter","startTime":1708.96,"endTime":1711.54,"body":"transported. So we're seeing,"},{"speaker":"Sarah Carter","startTime":1711.57,"endTime":1714.15,"body":"you know, through COVID, and the"},{"speaker":"Sarah Carter","startTime":1711.57,"endTime":1714.15,"body":"inventory shortage, consumers"},{"speaker":"Sarah Carter","startTime":1714.18,"endTime":1717.66,"body":"are adapting this much faster."},{"speaker":"Sarah Carter","startTime":1714.18,"endTime":1717.66,"body":"And if if, in fact, we're"},{"speaker":"Sarah Carter","startTime":1717.66,"endTime":1720.45,"body":"looking at the 21% are"},{"speaker":"Sarah Carter","startTime":1717.66,"endTime":1720.45,"body":"completing deals online, it's"},{"speaker":"Sarah Carter","startTime":1720.45,"endTime":1723.18,"body":"doubled in the last year. So"},{"speaker":"Sarah Carter","startTime":1720.45,"endTime":1723.18,"body":"what pace are we going to"},{"speaker":"Sarah Carter","startTime":1723.18,"endTime":1726.21,"body":"continue? And, and obviously"},{"speaker":"Sarah Carter","startTime":1723.18,"endTime":1726.21,"body":"market, the market will continue"},{"speaker":"Sarah Carter","startTime":1726.21,"endTime":1729.69,"body":"to drive that I think between"},{"speaker":"Sarah Carter","startTime":1726.21,"endTime":1729.69,"body":"the inventory shortage, and"},{"speaker":"Sarah Carter","startTime":1729.69,"endTime":1732.06,"body":"essentially this macro"},{"speaker":"Sarah Carter","startTime":1729.69,"endTime":1732.06,"body":"situation, we don't really know"},{"speaker":"Sarah Carter","startTime":1732.06,"endTime":1734.46,"body":"where we're going. We don't"},{"speaker":"Sarah Carter","startTime":1732.06,"endTime":1734.46,"body":"know. We don't know where we're"},{"speaker":"Sarah Carter","startTime":1734.46,"endTime":1738.75,"body":"going. But we have some some"},{"speaker":"Sarah Carter","startTime":1734.46,"endTime":1738.75,"body":"guesses, I guess, some very"},{"speaker":"Sarah Carter","startTime":1738.75,"endTime":1743.01,"body":"educated guess. So I just, you"},{"speaker":"Sarah Carter","startTime":1738.75,"endTime":1743.01,"body":"know, I think that will continue"},{"speaker":"Sarah Carter","startTime":1743.01,"endTime":1745.8,"body":"to drive it. I think we'll"},{"speaker":"Sarah Carter","startTime":1743.01,"endTime":1745.8,"body":"continue to see better and"},{"speaker":"Sarah Carter","startTime":1745.8,"endTime":1747.9,"body":"better or stronger and stronger"},{"speaker":"Sarah Carter","startTime":1745.8,"endTime":1747.9,"body":"adoption, especially with"},{"speaker":"Sarah Carter","startTime":1747.93,"endTime":1751.95,"body":"younger generations, who are"},{"speaker":"Sarah Carter","startTime":1747.93,"endTime":1751.95,"body":"like you were talking Michael, I"},{"speaker":"Sarah Carter","startTime":1751.95,"endTime":1755.67,"body":"studied in Germany back in 98"},{"speaker":"Sarah Carter","startTime":1751.95,"endTime":1755.67,"body":"99. And everything was"},{"speaker":"Sarah Carter","startTime":1755.67,"endTime":1758.49,"body":"electronic at that point there."},{"speaker":"Sarah Carter","startTime":1755.67,"endTime":1758.49,"body":"And they came back and we were"},{"speaker":"Sarah Carter","startTime":1758.49,"endTime":1762.78,"body":"in this analog world and and it"},{"speaker":"Sarah Carter","startTime":1758.49,"endTime":1762.78,"body":"didn't happen for many years."},{"speaker":"Sarah Carter","startTime":1762.78,"endTime":1764.79,"body":"It's still you know, as you're"},{"speaker":"Sarah Carter","startTime":1762.78,"endTime":1764.79,"body":"saying, it's still still doesn't"},{"speaker":"Sarah Carter","startTime":1764.79,"endTime":1765.6,"body":"necessarily happen."},{"speaker":"Paul Daly","startTime":1766.89,"endTime":1769.35,"body":"Wow, these you"},{"speaker":"Paul Daly","startTime":1766.89,"endTime":1769.35,"body":"forget. Well, Sarah, thank you"},{"speaker":"Paul Daly","startTime":1769.35,"endTime":1771.84,"body":"so much for spending some time"},{"speaker":"Paul Daly","startTime":1769.35,"endTime":1771.84,"body":"with us. We know you have a"},{"speaker":"Paul Daly","startTime":1771.84,"endTime":1774.09,"body":"zillion things to do. And we"},{"speaker":"Paul Daly","startTime":1771.84,"endTime":1774.09,"body":"really appreciate the fact that"},{"speaker":"Paul Daly","startTime":1774.09,"endTime":1776.82,"body":"you took a little time out of"},{"speaker":"Paul Daly","startTime":1774.09,"endTime":1776.82,"body":"your day to share with us and"},{"speaker":"Paul Daly","startTime":1776.82,"endTime":1780.15,"body":"the Auto Collabs community on"},{"speaker":"Paul Daly","startTime":1776.82,"endTime":1780.15,"body":"the behalf of Kyle Mountsier"},{"speaker":"Paul Daly","startTime":1780.18,"endTime":1782.4,"body":"Michael Cirillo myself. Thanks"},{"speaker":"Paul Daly","startTime":1780.18,"endTime":1782.4,"body":"for joining us. Thank"},{"speaker":"Sarah Carter","startTime":1782.75,"endTime":1784.4,"body":"you so much,"},{"speaker":"Sarah Carter","startTime":1782.75,"endTime":1784.4,"body":"everyone. I really appreciate it"},{"speaker":"Sarah Carter","startTime":1784.4,"endTime":1786.95,"body":"Michael Paul, Kyle, so nice to"},{"speaker":"Sarah Carter","startTime":1784.4,"endTime":1786.95,"body":"be here with you."},{"speaker":"Kyle Mountsier","startTime":1791.9,"endTime":1795.5,"body":"I've heard this"},{"speaker":"Kyle Mountsier","startTime":1791.9,"endTime":1795.5,"body":"said before this 10,000 hours"},{"speaker":"Kyle Mountsier","startTime":1795.5,"endTime":1800.24,"body":"thing to become an expert or"},{"speaker":"Kyle Mountsier","startTime":1795.5,"endTime":1800.24,"body":"become, you know, a man Master"},{"speaker":"Kyle Mountsier","startTime":1800.24,"endTime":1804.17,"body":"in your field. And I love that"},{"speaker":"Kyle Mountsier","startTime":1800.24,"endTime":1804.17,"body":"she brought up that, that it"},{"speaker":"Kyle Mountsier","startTime":1804.17,"endTime":1807.71,"body":"wasn't, it's not just 10,000"},{"speaker":"Kyle Mountsier","startTime":1804.17,"endTime":1807.71,"body":"hours to become an expert to"},{"speaker":"Kyle Mountsier","startTime":1807.71,"endTime":1811.55,"body":"become a master, but it almost"},{"speaker":"Kyle Mountsier","startTime":1807.71,"endTime":1811.55,"body":"takes that long to understand"},{"speaker":"Kyle Mountsier","startTime":1811.73,"endTime":1815.3,"body":"the dynamics of the industry"},{"speaker":"Kyle Mountsier","startTime":1811.73,"endTime":1815.3,"body":"that you're in. And I think that"},{"speaker":"Kyle Mountsier","startTime":1815.3,"endTime":1818.09,"body":"we need to take note of that as"},{"speaker":"Kyle Mountsier","startTime":1815.3,"endTime":1818.09,"body":"an industry recognizing that"},{"speaker":"Kyle Mountsier","startTime":1818.09,"endTime":1821.12,"body":"there are some people that have"},{"speaker":"Kyle Mountsier","startTime":1818.09,"endTime":1821.12,"body":"just come into our industry,"},{"speaker":"Kyle Mountsier","startTime":1821.33,"endTime":1823.64,"body":"that that we're trying to"},{"speaker":"Kyle Mountsier","startTime":1821.33,"endTime":1823.64,"body":"convince like, No, this is good,"},{"speaker":"Kyle Mountsier","startTime":1823.64,"endTime":1827.15,"body":"this is great, this is good, but"},{"speaker":"Kyle Mountsier","startTime":1823.64,"endTime":1827.15,"body":"it's going to take time. And"},{"speaker":"Kyle Mountsier","startTime":1827.15,"endTime":1829.82,"body":"it's going to take time, not"},{"speaker":"Kyle Mountsier","startTime":1827.15,"endTime":1829.82,"body":"just internally, but externally,"},{"speaker":"Kyle Mountsier","startTime":1829.91,"endTime":1834.23,"body":"for us to like, build up this"},{"speaker":"Kyle Mountsier","startTime":1829.91,"endTime":1834.23,"body":"confidence in the culture and"},{"speaker":"Kyle Mountsier","startTime":1834.23,"endTime":1837.41,"body":"perception of our industry,"},{"speaker":"Kyle Mountsier","startTime":1834.23,"endTime":1837.41,"body":"weather and not just that, but"},{"speaker":"Kyle Mountsier","startTime":1837.41,"endTime":1839.93,"body":"the communication of things like"},{"speaker":"Kyle Mountsier","startTime":1837.41,"endTime":1839.93,"body":"digital retail, or, or the"},{"speaker":"Kyle Mountsier","startTime":1839.93,"endTime":1844.28,"body":"acceptance of these things that"},{"speaker":"Kyle Mountsier","startTime":1839.93,"endTime":1844.28,"body":"that it takes anyone 10,000"},{"speaker":"Kyle Mountsier","startTime":1844.28,"endTime":1847.67,"body":"hours to get there. So how much"},{"speaker":"Kyle Mountsier","startTime":1844.28,"endTime":1847.67,"body":"do we have to communicate both"},{"speaker":"Kyle Mountsier","startTime":1847.67,"endTime":1849.92,"body":"internally and externally? is"},{"speaker":"Kyle Mountsier","startTime":1847.67,"endTime":1849.92,"body":"kind of the question that I'm"},{"speaker":"Kyle Mountsier","startTime":1849.92,"endTime":1853.46,"body":"left after hearing Sarah, kind"},{"speaker":"Kyle Mountsier","startTime":1849.92,"endTime":1853.46,"body":"of walk through her journey"},{"speaker":"Kyle Mountsier","startTime":1853.67,"endTime":1857.3,"body":"toward understanding the scope"},{"speaker":"Kyle Mountsier","startTime":1853.67,"endTime":1857.3,"body":"of automotive retail."},{"speaker":"Paul Daly","startTime":1857.99,"endTime":1861.56,"body":"I was just shocked,"},{"speaker":"Paul Daly","startTime":1857.99,"endTime":1861.56,"body":"actually, by the fact that"},{"speaker":"Paul Daly","startTime":1861.59,"endTime":1866.3,"body":"number one Michaels bank, writes"},{"speaker":"Paul Daly","startTime":1861.59,"endTime":1866.3,"body":"checks on his behalf physical"},{"speaker":"Paul Daly","startTime":1866.3,"endTime":1870.47,"body":"checks on his behalf. But"},{"speaker":"Paul Daly","startTime":1866.3,"endTime":1870.47,"body":"talking about that level of It's"},{"speaker":"Paul Daly","startTime":1870.47,"endTime":1873.95,"body":"easy in America to think that,"},{"speaker":"Paul Daly","startTime":1870.47,"endTime":1873.95,"body":"you know, like, we're very tech"},{"speaker":"Paul Daly","startTime":1873.95,"endTime":1876.08,"body":"advance because we have all"},{"speaker":"Paul Daly","startTime":1873.95,"endTime":1876.08,"body":"these modern conveniences, and"},{"speaker":"Paul Daly","startTime":1876.08,"endTime":1879.23,"body":"we have all this conversation."},{"speaker":"Paul Daly","startTime":1876.08,"endTime":1879.23,"body":"And entrepreneurship is a main"},{"speaker":"Paul Daly","startTime":1879.23,"endTime":1882.59,"body":"focus of culture, right? It's"},{"speaker":"Paul Daly","startTime":1879.23,"endTime":1882.59,"body":"all over television and YouTube"},{"speaker":"Paul Daly","startTime":1882.59,"endTime":1885.29,"body":"and you know, Instagram"},{"speaker":"Paul Daly","startTime":1882.59,"endTime":1885.29,"body":"profiles, entrepreneurship,"},{"speaker":"Paul Daly","startTime":1885.29,"endTime":1888.26,"body":"entrepreneurship, and then then"},{"speaker":"Paul Daly","startTime":1885.29,"endTime":1888.26,"body":"to realize that there's all this"},{"speaker":"Paul Daly","startTime":1888.26,"endTime":1891.56,"body":"advancement going on, and has"},{"speaker":"Paul Daly","startTime":1888.26,"endTime":1891.56,"body":"been going on in other places,"},{"speaker":"Paul Daly","startTime":1891.8,"endTime":1895.79,"body":"all of a sudden, you start to"},{"speaker":"Paul Daly","startTime":1891.8,"endTime":1895.79,"body":"realize why, why it's still so"},{"speaker":"Paul Daly","startTime":1895.79,"endTime":1898.37,"body":"difficult to connect all of"},{"speaker":"Paul Daly","startTime":1895.79,"endTime":1898.37,"body":"these systems together, because"},{"speaker":"Paul Daly","startTime":1898.37,"endTime":1901.4,"body":"you realize the legacy that"},{"speaker":"Paul Daly","startTime":1898.37,"endTime":1901.4,"body":"we're still operating on in a"},{"speaker":"Paul Daly","startTime":1901.4,"endTime":1905.66,"body":"lot of basic areas, like even"},{"speaker":"Paul Daly","startTime":1901.4,"endTime":1905.66,"body":"check writing, like goes really"},{"speaker":"Paul Daly","startTime":1905.66,"endTime":1907.61,"body":"deep and really wide. Due to"},{"speaker":"Michael Cirillo","startTime":1907.61,"endTime":1909.74,"body":"goes further"},{"speaker":"Michael Cirillo","startTime":1907.61,"endTime":1909.74,"body":"than that. When you buy a car in"},{"speaker":"Michael Cirillo","startTime":1909.74,"endTime":1912.71,"body":"Canada, maybe it's not the same"},{"speaker":"Michael Cirillo","startTime":1909.74,"endTime":1912.71,"body":"for all providers down here. But"},{"speaker":"Michael Cirillo","startTime":1912.71,"endTime":1915.68,"body":"when you buy a car in Canada,"},{"speaker":"Michael Cirillo","startTime":1912.71,"endTime":1915.68,"body":"you are not leaving the"},{"speaker":"Michael Cirillo","startTime":1915.68,"endTime":1920.93,"body":"dealership, without your banking"},{"speaker":"Michael Cirillo","startTime":1915.68,"endTime":1920.93,"body":"information, it all gets"},{"speaker":"Michael Cirillo","startTime":1920.93,"endTime":1923.84,"body":"connected into the system."},{"speaker":"Michael Cirillo","startTime":1920.93,"endTime":1923.84,"body":"They're like your first your"},{"speaker":"Michael Cirillo","startTime":1923.84,"endTime":1927.17,"body":"first car payment will come out"},{"speaker":"Michael Cirillo","startTime":1923.84,"endTime":1927.17,"body":"on the 15th of the following"},{"speaker":"Michael Cirillo","startTime":1927.17,"endTime":1930.86,"body":"month, and await like a loan"},{"speaker":"Michael Cirillo","startTime":1927.17,"endTime":1930.86,"body":"closing. It's like a loan"},{"speaker":"Michael Cirillo","startTime":1930.86,"endTime":1933.95,"body":"closing dude, when we bought our"},{"speaker":"Michael Cirillo","startTime":1930.86,"endTime":1933.95,"body":"car here, we left the"},{"speaker":"Michael Cirillo","startTime":1933.95,"endTime":1937.1,"body":"dealership, and my wife and I,"},{"speaker":"Michael Cirillo","startTime":1933.95,"endTime":1937.1,"body":"it might have been like three or"},{"speaker":"Michael Cirillo","startTime":1937.1,"endTime":1939.8,"body":"four days. And we're like now"},{"speaker":"Michael Cirillo","startTime":1937.1,"endTime":1939.8,"body":"what we didn't. We didn't give"},{"speaker":"Michael Cirillo","startTime":1939.8,"endTime":1942.65,"body":"them any of our banking, how are"},{"speaker":"Michael Cirillo","startTime":1939.8,"endTime":1942.65,"body":"they going to get the payment."},{"speaker":"Michael Cirillo","startTime":1942.95,"endTime":1946.25,"body":"And like a month and a half"},{"speaker":"Michael Cirillo","startTime":1942.95,"endTime":1946.25,"body":"later, we got an email from or"},{"speaker":"Michael Cirillo","startTime":1946.28,"endTime":1949.04,"body":"not an email, a letter in the"},{"speaker":"Michael Cirillo","startTime":1946.28,"endTime":1949.04,"body":"mail from GM Financial being"},{"speaker":"Michael Cirillo","startTime":1949.04,"endTime":1951.65,"body":"like, here's how you can set up"},{"speaker":"Michael Cirillo","startTime":1949.04,"endTime":1951.65,"body":"your payments. I'm like, What"},{"speaker":"Michael Cirillo","startTime":1951.8,"endTime":1952.82,"body":"the heck is this"},{"speaker":"Paul Daly","startTime":1952.849,"endTime":1955.369,"body":"and they didn't even"},{"speaker":"Paul Daly","startTime":1952.849,"endTime":1955.369,"body":"give you a QR code to go to it."},{"speaker":"Paul Daly","startTime":1955.369,"endTime":1959.419,"body":"You had to type in G M"},{"speaker":"Paul Daly","startTime":1955.369,"endTime":1959.419,"body":"financial.com. Forward slash"},{"speaker":"Paul Daly","startTime":1959.419,"endTime":1962.359,"body":"slash forward slash forward"},{"speaker":"Paul Daly","startTime":1959.419,"endTime":1962.359,"body":"slash."},{"speaker":"Michael Cirillo","startTime":1962.99,"endTime":1965.81,"body":"It's for me as"},{"speaker":"Michael Cirillo","startTime":1962.99,"endTime":1965.81,"body":"an outsider coming into this"},{"speaker":"Michael Cirillo","startTime":1965.81,"endTime":1969.11,"body":"ecosystem. I'm like, it is so"},{"speaker":"Michael Cirillo","startTime":1965.81,"endTime":1969.11,"body":"archaic, by the way if your bank"},{"speaker":"Michael Cirillo","startTime":1969.11,"endTime":1977.09,"body":"has the initials, W F and Brian"},{"speaker":"Michael Cirillo","startTime":1969.11,"endTime":1977.09,"body":"Ells Bells, Warren Largo, Largo,"},{"speaker":"Michael Cirillo","startTime":1977.45,"endTime":1980.81,"body":"then just so you know, they're"},{"speaker":"Michael Cirillo","startTime":1977.45,"endTime":1980.81,"body":"writing checks on your behalf to"},{"speaker":"Michael Cirillo","startTime":1980.81,"endTime":1982.04,"body":"it's the most archaic."},{"speaker":"Kyle Mountsier","startTime":1984.89,"endTime":1987.26,"body":"It's"},{"speaker":"Kyle Mountsier","startTime":1984.89,"endTime":1987.26,"body":"unbelievable. Well, we know that"},{"speaker":"Kyle Mountsier","startTime":1987.26,"endTime":1991.76,"body":"companies like upstart and Sarah"},{"speaker":"Kyle Mountsier","startTime":1987.26,"endTime":1991.76,"body":"are pushing back on the archaic"},{"speaker":"Kyle Mountsier","startTime":1991.76,"endTime":1997.28,"body":"nature of retail of technology"},{"speaker":"Kyle Mountsier","startTime":1991.76,"endTime":1997.28,"body":"in our industry can't wait to"},{"speaker":"Kyle Mountsier","startTime":1997.28,"endTime":2001.75,"body":"see many of you and her at a"},{"speaker":"Kyle Mountsier","startTime":1997.28,"endTime":2001.75,"body":"soda con soon. On behalf of"},{"speaker":"Kyle Mountsier","startTime":2001.78,"endTime":2004.78,"body":"Michael Cirillo, Paul J. Daly"},{"speaker":"Kyle Mountsier","startTime":2001.78,"endTime":2004.78,"body":"and myself. This has been auto"},{"speaker":"Kyle Mountsier","startTime":2004.78,"endTime":2006.34,"body":"collapse. We'll see you next"},{"speaker":"Kyle Mountsier","startTime":2004.78,"endTime":2006.34,"body":"time."},{"speaker":"Sarah Carter","startTime":2006.4,"endTime":2009.49,"body":"Sign up for our"},{"speaker":"Sarah Carter","startTime":2006.4,"endTime":2009.49,"body":"free and fun to read daily email"},{"speaker":"Sarah Carter","startTime":2009.49,"endTime":2013.42,"body":"for a free shot of relevant news"},{"speaker":"Sarah Carter","startTime":2009.49,"endTime":2013.42,"body":"and automotive, retail media and"},{"speaker":"Sarah Carter","startTime":2013.42,"endTime":2018.76,"body":"pop culture. You can get it"},{"speaker":"Sarah Carter","startTime":2013.42,"endTime":2018.76,"body":"now@asoto.com That's ASO T u.com"},{"speaker":"Sarah Carter","startTime":2019.21,"endTime":2022.75,"body":"If you love this podcast, please"},{"speaker":"Sarah Carter","startTime":2019.21,"endTime":2022.75,"body":"leave us a review and share it"},{"speaker":"Sarah Carter","startTime":2022.75,"endTime":2025.78,"body":"with a friend. Thanks again for"},{"speaker":"Sarah Carter","startTime":2022.75,"endTime":2025.78,"body":"listening. We'll see you next"},{"speaker":"Sarah Carter","startTime":2025.78,"endTime":2042.67,"body":"time. Welcome to recording"}]}