{"version":"1.0.0","segments":[{"speaker":"John Tyreman","startTime":19.162,"endTime":19.692,"body":"Welcome"},{"speaker":"John Tyreman","startTime":19.892,"endTime":20.372,"body":"business"},{"speaker":"John Tyreman","startTime":20.372,"endTime":20.932,"body":"developers"},{"speaker":"John Tyreman","startTime":20.932,"endTime":21.032,"body":"to"},{"speaker":"John Tyreman","startTime":21.032,"endTime":21.332,"body":"another"},{"speaker":"John Tyreman","startTime":21.332,"endTime":21.752,"body":"episode"},{"speaker":"John Tyreman","startTime":21.782,"endTime":22.042,"body":"of"},{"speaker":"John Tyreman","startTime":22.082,"endTime":22.532,"body":"Breaking"},{"speaker":"John Tyreman","startTime":22.532,"endTime":22.792,"body":"Biz"},{"speaker":"John Tyreman","startTime":22.792,"endTime":23.222,"body":"Dev."},{"speaker":"John Tyreman","startTime":23.282,"endTime":23.592,"body":"And"},{"speaker":"John Tyreman","startTime":23.592,"endTime":24.092,"body":"today,"},{"speaker":"John Tyreman","startTime":24.112,"endTime":24.542,"body":"Mark,"},{"speaker":"John Tyreman","startTime":24.552,"endTime":24.722,"body":"we're"},{"speaker":"John Tyreman","startTime":24.722,"endTime":24.822,"body":"going"},{"speaker":"John Tyreman","startTime":24.822,"endTime":24.922,"body":"to"},{"speaker":"John Tyreman","startTime":24.932,"endTime":25.212,"body":"break"},{"speaker":"John Tyreman","startTime":25.212,"endTime":25.542,"body":"down"},{"speaker":"John Tyreman","startTime":25.542,"endTime":25.722,"body":"what"},{"speaker":"John Tyreman","startTime":25.722,"endTime":25.802,"body":"it"},{"speaker":"John Tyreman","startTime":25.802,"endTime":26.272,"body":"means"},{"speaker":"John Tyreman","startTime":26.612,"endTime":26.762,"body":"to"},{"speaker":"John Tyreman","startTime":26.762,"endTime":27.522,"body":"specialize."},{"speaker":"Mark Wainwright","startTime":27.522,"endTime":27.682,"body":"This"},{"speaker":"Mark Wainwright","startTime":27.682,"endTime":27.812,"body":"is"},{"speaker":"Mark Wainwright","startTime":27.812,"endTime":27.892,"body":"a"},{"speaker":"Mark Wainwright","startTime":27.892,"endTime":28.652,"body":"fantastic"},{"speaker":"Mark Wainwright","startTime":28.802,"endTime":29.232,"body":"episode."},{"speaker":"Mark Wainwright","startTime":29.232,"endTime":29.362,"body":"Oh,"},{"speaker":"Mark Wainwright","startTime":29.362,"endTime":29.552,"body":"and"},{"speaker":"Mark Wainwright","startTime":29.552,"endTime":29.682,"body":"by"},{"speaker":"Mark Wainwright","startTime":29.682,"endTime":29.792,"body":"the"},{"speaker":"Mark Wainwright","startTime":29.792,"endTime":29.952,"body":"way,"},{"speaker":"Mark Wainwright","startTime":29.952,"endTime":30.272,"body":"welcome"},{"speaker":"Mark Wainwright","startTime":30.282,"endTime":30.452,"body":"all"},{"speaker":"Mark Wainwright","startTime":30.452,"endTime":30.572,"body":"the"},{"speaker":"Mark Wainwright","startTime":30.572,"endTime":30.732,"body":"other"},{"speaker":"Mark Wainwright","startTime":30.732,"endTime":31.072,"body":"people"},{"speaker":"Mark Wainwright","startTime":31.072,"endTime":31.232,"body":"who"},{"speaker":"Mark Wainwright","startTime":31.232,"endTime":31.542,"body":"don't"},{"speaker":"Mark Wainwright","startTime":31.542,"endTime":31.752,"body":"sort"},{"speaker":"Mark Wainwright","startTime":31.752,"endTime":31.872,"body":"of"},{"speaker":"Mark Wainwright","startTime":31.872,"endTime":32.162,"body":"self"},{"speaker":"Mark Wainwright","startTime":32.162,"endTime":32.752,"body":"identify"},{"speaker":"Mark Wainwright","startTime":32.752,"endTime":32.922,"body":"as"},{"speaker":"Mark Wainwright","startTime":32.922,"endTime":32.972,"body":"a"},{"speaker":"Mark Wainwright","startTime":32.972,"endTime":33.352,"body":"business"},{"speaker":"Mark Wainwright","startTime":33.352,"endTime":33.762,"body":"developer."},{"speaker":"Mark Wainwright","startTime":33.762,"endTime":33.932,"body":"You're"},{"speaker":"Mark Wainwright","startTime":33.932,"endTime":34.252,"body":"welcome"},{"speaker":"Mark Wainwright","startTime":34.252,"endTime":34.372,"body":"here"},{"speaker":"Mark Wainwright","startTime":34.372,"endTime":34.675,"body":"too."},{"speaker":"Mark Wainwright","startTime":34.675,"endTime":34.765,"body":"We"},{"speaker":"Mark Wainwright","startTime":34.765,"endTime":34.925,"body":"want"},{"speaker":"Mark Wainwright","startTime":34.925,"endTime":34.985,"body":"to"},{"speaker":"Mark Wainwright","startTime":34.985,"endTime":35.145,"body":"make"},{"speaker":"Mark Wainwright","startTime":35.145,"endTime":35.355,"body":"sure"},{"speaker":"Mark Wainwright","startTime":35.355,"endTime":35.515,"body":"that,"},{"speaker":"Mark Wainwright","startTime":35.535,"endTime":35.645,"body":"we"},{"speaker":"Mark Wainwright","startTime":35.645,"endTime":35.765,"body":"have"},{"speaker":"Mark Wainwright","startTime":35.765,"endTime":35.805,"body":"a"},{"speaker":"Mark Wainwright","startTime":35.805,"endTime":35.985,"body":"big"},{"speaker":"Mark Wainwright","startTime":35.995,"endTime":36.295,"body":"tent,"},{"speaker":"Mark Wainwright","startTime":36.325,"endTime":36.505,"body":"as"},{"speaker":"Mark Wainwright","startTime":36.505,"endTime":36.665,"body":"you've"},{"speaker":"Mark Wainwright","startTime":36.665,"endTime":36.815,"body":"said"},{"speaker":"Mark Wainwright","startTime":36.815,"endTime":36.875,"body":"in"},{"speaker":"Mark Wainwright","startTime":36.875,"endTime":36.965,"body":"the"},{"speaker":"Mark Wainwright","startTime":36.965,"endTime":37.295,"body":"past,"},{"speaker":"Mark Wainwright","startTime":37.295,"endTime":37.575,"body":"John,"},{"speaker":"Mark Wainwright","startTime":37.575,"endTime":37.725,"body":"that"},{"speaker":"Mark Wainwright","startTime":37.725,"endTime":37.985,"body":"we"},{"speaker":"Mark Wainwright","startTime":38.285,"endTime":38.715,"body":"invite"},{"speaker":"Mark Wainwright","startTime":38.745,"endTime":39.295,"body":"everybody,"},{"speaker":"Mark Wainwright","startTime":39.435,"endTime":39.995,"body":"including"},{"speaker":"Mark Wainwright","startTime":39.995,"endTime":40.655,"body":"myself."},{"speaker":"Mark Wainwright","startTime":40.9,"endTime":41.15,"body":"Who"},{"speaker":"Mark Wainwright","startTime":41.15,"endTime":41.5,"body":"have,"},{"speaker":"Mark Wainwright","startTime":41.53,"endTime":41.63,"body":"you"},{"speaker":"Mark Wainwright","startTime":41.63,"endTime":41.71,"body":"know,"},{"speaker":"Mark Wainwright","startTime":41.71,"endTime":41.86,"body":"in"},{"speaker":"Mark Wainwright","startTime":41.86,"endTime":42.03,"body":"one"},{"speaker":"Mark Wainwright","startTime":42.03,"endTime":42.19,"body":"way"},{"speaker":"Mark Wainwright","startTime":42.19,"endTime":42.21,"body":"or"},{"speaker":"Mark Wainwright","startTime":42.21,"endTime":42.53,"body":"another"},{"speaker":"Mark Wainwright","startTime":42.53,"endTime":43.13,"body":"rejected"},{"speaker":"Mark Wainwright","startTime":43.13,"endTime":43.33,"body":"that"},{"speaker":"Mark Wainwright","startTime":43.34,"endTime":43.54,"body":"whole"},{"speaker":"Mark Wainwright","startTime":43.55,"endTime":43.71,"body":"sort"},{"speaker":"Mark Wainwright","startTime":43.71,"endTime":43.83,"body":"of"},{"speaker":"Mark Wainwright","startTime":43.83,"endTime":44.52,"body":"identification"},{"speaker":"Mark Wainwright","startTime":44.52,"endTime":44.64,"body":"of"},{"speaker":"Mark Wainwright","startTime":44.64,"endTime":45.03,"body":"business"},{"speaker":"Mark Wainwright","startTime":45.03,"endTime":45.47,"body":"developer."},{"speaker":"Mark Wainwright","startTime":45.5,"endTime":45.69,"body":"Cause"},{"speaker":"Mark Wainwright","startTime":45.69,"endTime":45.79,"body":"you"},{"speaker":"Mark Wainwright","startTime":45.79,"endTime":45.94,"body":"know,"},{"speaker":"Mark Wainwright","startTime":45.94,"endTime":46.34,"body":"John,"},{"speaker":"Mark Wainwright","startTime":46.62,"endTime":46.78,"body":"it"},{"speaker":"Mark Wainwright","startTime":46.78,"endTime":46.93,"body":"is"},{"speaker":"Mark Wainwright","startTime":46.93,"endTime":47.27,"body":"fraught"},{"speaker":"Mark Wainwright","startTime":47.27,"endTime":47.44,"body":"with"},{"speaker":"Mark Wainwright","startTime":47.44,"endTime":47.85,"body":"problems"},{"speaker":"Mark Wainwright","startTime":47.85,"endTime":48.0,"body":"and"},{"speaker":"Mark Wainwright","startTime":48.0,"endTime":48.18,"body":"that's"},{"speaker":"Mark Wainwright","startTime":48.19,"endTime":48.57,"body":"why"},{"speaker":"Mark Wainwright","startTime":48.9,"endTime":49.1,"body":"we"},{"speaker":"Mark Wainwright","startTime":49.1,"endTime":49.23,"body":"are"},{"speaker":"Mark Wainwright","startTime":49.23,"endTime":49.59,"body":"here."},{"speaker":"Mark Wainwright","startTime":49.64,"endTime":49.86,"body":"That's"},{"speaker":"Mark Wainwright","startTime":49.87,"endTime":50.02,"body":"why"},{"speaker":"Mark Wainwright","startTime":50.02,"endTime":50.18,"body":"we"},{"speaker":"Mark Wainwright","startTime":50.18,"endTime":50.34,"body":"are"},{"speaker":"Mark Wainwright","startTime":50.64,"endTime":51.04,"body":"breaking"},{"speaker":"Mark Wainwright","startTime":51.04,"endTime":51.28,"body":"down"},{"speaker":"Mark Wainwright","startTime":51.28,"endTime":51.34,"body":"and"},{"speaker":"Mark Wainwright","startTime":51.36,"endTime":51.67,"body":"beating"},{"speaker":"Mark Wainwright","startTime":51.67,"endTime":51.89,"body":"up"},{"speaker":"Mark Wainwright","startTime":52.66,"endTime":52.93,"body":"biz"},{"speaker":"Mark Wainwright","startTime":52.93,"endTime":53.38,"body":"dev."},{"speaker":"Mark Wainwright","startTime":53.51,"endTime":54.2,"body":"So,"},{"speaker":"Mark Wainwright","startTime":54.3,"endTime":55.01,"body":"welcome."},{"speaker":"Mark Wainwright","startTime":55.04,"endTime":55.56,"body":"And"},{"speaker":"Mark Wainwright","startTime":55.56,"endTime":55.97,"body":"yes,"},{"speaker":"Mark Wainwright","startTime":55.98,"endTime":56.17,"body":"we're"},{"speaker":"Mark Wainwright","startTime":56.17,"endTime":56.28,"body":"going"},{"speaker":"Mark Wainwright","startTime":56.28,"endTime":56.35,"body":"to"},{"speaker":"Mark Wainwright","startTime":56.35,"endTime":56.61,"body":"talk"},{"speaker":"Mark Wainwright","startTime":56.62,"endTime":56.98,"body":"about"},{"speaker":"Mark Wainwright","startTime":56.98,"endTime":58.08,"body":"specialization"},{"speaker":"Mark Wainwright","startTime":58.53,"endTime":59.27,"body":"focus"},{"speaker":"Mark Wainwright","startTime":59.32,"endTime":59.98,"body":"positioning."},{"speaker":"Mark Wainwright","startTime":59.99,"endTime":60.16,"body":"And"},{"speaker":"Mark Wainwright","startTime":60.17,"endTime":60.68,"body":"honestly,"},{"speaker":"Mark Wainwright","startTime":60.69,"endTime":61.06,"body":"John,"},{"speaker":"Mark Wainwright","startTime":61.8,"endTime":61.87,"body":"I"},{"speaker":"Mark Wainwright","startTime":61.88,"endTime":62.08,"body":"think"},{"speaker":"Mark Wainwright","startTime":62.09,"endTime":62.18,"body":"for"},{"speaker":"Mark Wainwright","startTime":62.18,"endTime":62.22,"body":"a"},{"speaker":"Mark Wainwright","startTime":62.22,"endTime":62.42,"body":"long"},{"speaker":"Mark Wainwright","startTime":62.42,"endTime":62.6,"body":"time,"},{"speaker":"Mark Wainwright","startTime":62.6,"endTime":62.72,"body":"I've"},{"speaker":"Mark Wainwright","startTime":62.72,"endTime":62.86,"body":"just"},{"speaker":"Mark Wainwright","startTime":62.86,"endTime":63.01,"body":"sort"},{"speaker":"Mark Wainwright","startTime":63.01,"endTime":63.11,"body":"of"},{"speaker":"Mark Wainwright","startTime":63.11,"endTime":63.5,"body":"thrown"},{"speaker":"Mark Wainwright","startTime":63.5,"endTime":64.05,"body":"those."},{"speaker":"Mark Wainwright","startTime":64.47,"endTime":65.0,"body":"Concepts,"},{"speaker":"Mark Wainwright","startTime":65.0,"endTime":65.18,"body":"those"},{"speaker":"Mark Wainwright","startTime":65.19,"endTime":65.62,"body":"words"},{"speaker":"Mark Wainwright","startTime":65.63,"endTime":65.75,"body":"kind"},{"speaker":"Mark Wainwright","startTime":65.75,"endTime":65.84,"body":"of"},{"speaker":"Mark Wainwright","startTime":65.84,"endTime":65.92,"body":"in"},{"speaker":"Mark Wainwright","startTime":65.92,"endTime":66.08,"body":"one"},{"speaker":"Mark Wainwright","startTime":66.08,"endTime":66.28,"body":"big"},{"speaker":"Mark Wainwright","startTime":66.29,"endTime":66.82,"body":"pile"},{"speaker":"Mark Wainwright","startTime":67.14,"endTime":67.6,"body":"and"},{"speaker":"Mark Wainwright","startTime":67.63,"endTime":67.8,"body":"I"},{"speaker":"Mark Wainwright","startTime":67.8,"endTime":68.15,"body":"love"},{"speaker":"Mark Wainwright","startTime":68.15,"endTime":68.27,"body":"how"},{"speaker":"Mark Wainwright","startTime":68.27,"endTime":68.49,"body":"you've"},{"speaker":"Mark Wainwright","startTime":68.49,"endTime":68.6,"body":"kind"},{"speaker":"Mark Wainwright","startTime":68.6,"endTime":68.7,"body":"of"},{"speaker":"Mark Wainwright","startTime":68.7,"endTime":68.94,"body":"teased"},{"speaker":"Mark Wainwright","startTime":68.94,"endTime":69.03,"body":"them"},{"speaker":"Mark Wainwright","startTime":69.03,"endTime":69.31,"body":"apart"},{"speaker":"Mark Wainwright","startTime":69.31,"endTime":69.34,"body":"a"},{"speaker":"Mark Wainwright","startTime":69.34,"endTime":69.51,"body":"little"},{"speaker":"Mark Wainwright","startTime":69.52,"endTime":69.68,"body":"bit"},{"speaker":"Mark Wainwright","startTime":69.69,"endTime":69.74,"body":"and"},{"speaker":"Mark Wainwright","startTime":69.74,"endTime":69.84,"body":"we're"},{"speaker":"Mark Wainwright","startTime":69.84,"endTime":69.93,"body":"going"},{"speaker":"Mark Wainwright","startTime":69.93,"endTime":69.99,"body":"to"},{"speaker":"Mark Wainwright","startTime":69.99,"endTime":70.13,"body":"talk"},{"speaker":"Mark Wainwright","startTime":70.14,"endTime":70.39,"body":"about"},{"speaker":"Mark Wainwright","startTime":70.39,"endTime":70.63,"body":"that"},{"speaker":"Mark Wainwright","startTime":70.64,"endTime":70.71,"body":"and"},{"speaker":"Mark Wainwright","startTime":70.71,"endTime":70.85,"body":"some"},{"speaker":"Mark Wainwright","startTime":70.85,"endTime":71.04,"body":"other"},{"speaker":"Mark Wainwright","startTime":71.04,"endTime":71.34,"body":"stuff."},{"speaker":"Mark Wainwright","startTime":71.34,"endTime":71.66,"body":"So,"},{"speaker":"Mark Wainwright","startTime":72.19,"endTime":72.47,"body":"um,"},{"speaker":"Mark Wainwright","startTime":72.51,"endTime":73.04,"body":"good,"},{"speaker":"John Tyreman","startTime":73.625,"endTime":73.905,"body":"Yeah."},{"speaker":"John Tyreman","startTime":73.905,"endTime":74.085,"body":"I'm,"},{"speaker":"John Tyreman","startTime":74.105,"endTime":74.255,"body":"I'm"},{"speaker":"John Tyreman","startTime":74.255,"endTime":74.625,"body":"excited"},{"speaker":"John Tyreman","startTime":74.625,"endTime":74.695,"body":"to"},{"speaker":"John Tyreman","startTime":74.695,"endTime":74.905,"body":"dig"},{"speaker":"John Tyreman","startTime":74.905,"endTime":75.075,"body":"into"},{"speaker":"John Tyreman","startTime":75.075,"endTime":75.305,"body":"this"},{"speaker":"John Tyreman","startTime":75.305,"endTime":75.475,"body":"one"},{"speaker":"John Tyreman","startTime":75.475,"endTime":75.855,"body":"too,"},{"speaker":"John Tyreman","startTime":75.905,"endTime":76.375,"body":"especially"},{"speaker":"John Tyreman","startTime":76.375,"endTime":76.645,"body":"because"},{"speaker":"John Tyreman","startTime":76.645,"endTime":76.745,"body":"of"},{"speaker":"John Tyreman","startTime":76.745,"endTime":76.815,"body":"the"},{"speaker":"John Tyreman","startTime":76.815,"endTime":77.105,"body":"reasons"},{"speaker":"John Tyreman","startTime":77.105,"endTime":77.205,"body":"you"},{"speaker":"John Tyreman","startTime":77.205,"endTime":77.415,"body":"just"},{"speaker":"John Tyreman","startTime":77.415,"endTime":77.815,"body":"mentioned."},{"speaker":"John Tyreman","startTime":77.815,"endTime":77.945,"body":"And"},{"speaker":"John Tyreman","startTime":77.945,"endTime":77.995,"body":"it"},{"speaker":"John Tyreman","startTime":77.995,"endTime":78.135,"body":"was"},{"speaker":"John Tyreman","startTime":78.135,"endTime":78.225,"body":"an"},{"speaker":"John Tyreman","startTime":78.225,"endTime":78.755,"body":"interesting"},{"speaker":"John Tyreman","startTime":78.765,"endTime":79.055,"body":"thought"},{"speaker":"John Tyreman","startTime":79.055,"endTime":79.715,"body":"exercise"},{"speaker":"John Tyreman","startTime":79.715,"endTime":79.825,"body":"to"},{"speaker":"John Tyreman","startTime":79.825,"endTime":79.965,"body":"kind"},{"speaker":"John Tyreman","startTime":79.965,"endTime":80.035,"body":"of"},{"speaker":"John Tyreman","startTime":80.045,"endTime":80.195,"body":"go"},{"speaker":"John Tyreman","startTime":80.195,"endTime":80.525,"body":"through"},{"speaker":"John Tyreman","startTime":80.525,"endTime":80.775,"body":"this"},{"speaker":"John Tyreman","startTime":80.775,"endTime":80.955,"body":"and"},{"speaker":"John Tyreman","startTime":80.955,"endTime":81.235,"body":"really"},{"speaker":"John Tyreman","startTime":81.235,"endTime":81.565,"body":"break"},{"speaker":"John Tyreman","startTime":81.565,"endTime":81.765,"body":"that"},{"speaker":"John Tyreman","startTime":81.765,"endTime":82.135,"body":"apart"},{"speaker":"John Tyreman","startTime":82.165,"endTime":82.465,"body":"just"},{"speaker":"John Tyreman","startTime":82.485,"endTime":82.635,"body":"kind"},{"speaker":"John Tyreman","startTime":82.635,"endTime":82.805,"body":"of"},{"speaker":"John Tyreman","startTime":83.195,"endTime":83.735,"body":"understanding"},{"speaker":"John Tyreman","startTime":83.735,"endTime":83.825,"body":"the"},{"speaker":"John Tyreman","startTime":83.825,"endTime":84.435,"body":"differences"},{"speaker":"John Tyreman","startTime":84.455,"endTime":84.945,"body":"between"},{"speaker":"John Tyreman","startTime":84.945,"endTime":85.505,"body":"focus,"},{"speaker":"John Tyreman","startTime":85.515,"endTime":86.345,"body":"specialization"},{"speaker":"John Tyreman","startTime":86.345,"endTime":86.445,"body":"and"},{"speaker":"John Tyreman","startTime":86.445,"endTime":87.145,"body":"positioning."},{"speaker":"John Tyreman","startTime":87.625,"endTime":87.855,"body":"And"},{"speaker":"John Tyreman","startTime":87.855,"endTime":88.045,"body":"then"},{"speaker":"John Tyreman","startTime":88.055,"endTime":88.195,"body":"we're"},{"speaker":"John Tyreman","startTime":88.195,"endTime":88.325,"body":"going"},{"speaker":"John Tyreman","startTime":88.325,"endTime":88.435,"body":"to"},{"speaker":"John Tyreman","startTime":88.445,"endTime":89.055,"body":"explore,"},{"speaker":"John Tyreman","startTime":89.055,"endTime":89.155,"body":"you"},{"speaker":"John Tyreman","startTime":89.155,"endTime":89.265,"body":"know,"},{"speaker":"John Tyreman","startTime":89.275,"endTime":89.745,"body":"why"},{"speaker":"John Tyreman","startTime":89.755,"endTime":90.105,"body":"should"},{"speaker":"John Tyreman","startTime":90.105,"endTime":90.565,"body":"firms"},{"speaker":"John Tyreman","startTime":90.625,"endTime":91.215,"body":"position"},{"speaker":"John Tyreman","startTime":91.215,"endTime":91.405,"body":"their"},{"speaker":"John Tyreman","startTime":91.405,"endTime":92.095,"body":"brands"},{"speaker":"John Tyreman","startTime":92.145,"endTime":92.645,"body":"around"},{"speaker":"John Tyreman","startTime":92.645,"endTime":92.785,"body":"an"},{"speaker":"John Tyreman","startTime":92.795,"endTime":93.195,"body":"area"},{"speaker":"John Tyreman","startTime":93.265,"endTime":93.415,"body":"of"},{"speaker":"John Tyreman","startTime":93.415,"endTime":94.225,"body":"specialization?"},{"speaker":"John Tyreman","startTime":94.225,"endTime":94.365,"body":"It's"},{"speaker":"John Tyreman","startTime":94.375,"endTime":94.575,"body":"kind"},{"speaker":"John Tyreman","startTime":94.575,"endTime":94.715,"body":"of"},{"speaker":"John Tyreman","startTime":94.715,"endTime":94.875,"body":"this"},{"speaker":"John Tyreman","startTime":94.905,"endTime":95.675,"body":"paradox"},{"speaker":"John Tyreman","startTime":95.675,"endTime":96.005,"body":"that"},{"speaker":"John Tyreman","startTime":96.065,"endTime":96.365,"body":"is"},{"speaker":"John Tyreman","startTime":96.365,"endTime":97.345,"body":"counterintuitive."},{"speaker":"John Tyreman","startTime":97.535,"endTime":97.755,"body":"And"},{"speaker":"John Tyreman","startTime":97.755,"endTime":98.095,"body":"so"},{"speaker":"John Tyreman","startTime":98.095,"endTime":98.275,"body":"that'll"},{"speaker":"John Tyreman","startTime":98.275,"endTime":98.375,"body":"be"},{"speaker":"John Tyreman","startTime":98.375,"endTime":98.555,"body":"good"},{"speaker":"John Tyreman","startTime":98.555,"endTime":98.655,"body":"to"},{"speaker":"John Tyreman","startTime":98.655,"endTime":99.115,"body":"explore."},{"speaker":"John Tyreman","startTime":99.495,"endTime":99.695,"body":"And"},{"speaker":"John Tyreman","startTime":99.695,"endTime":99.885,"body":"then,"},{"speaker":"John Tyreman","startTime":99.905,"endTime":100.115,"body":"what"},{"speaker":"John Tyreman","startTime":100.115,"endTime":100.175,"body":"are"},{"speaker":"John Tyreman","startTime":100.175,"endTime":100.265,"body":"the"},{"speaker":"John Tyreman","startTime":100.265,"endTime":100.575,"body":"different"},{"speaker":"John Tyreman","startTime":100.575,"endTime":100.935,"body":"ways"},{"speaker":"John Tyreman","startTime":100.935,"endTime":101.135,"body":"that"},{"speaker":"John Tyreman","startTime":101.135,"endTime":101.475,"body":"firms"},{"speaker":"John Tyreman","startTime":101.475,"endTime":101.795,"body":"can"},{"speaker":"John Tyreman","startTime":101.795,"endTime":102.555,"body":"specialize?"},{"speaker":"John Tyreman","startTime":102.595,"endTime":102.745,"body":"on"},{"speaker":"John Tyreman","startTime":102.745,"endTime":102.845,"body":"the"},{"speaker":"John Tyreman","startTime":102.855,"endTime":103.155,"body":"back"},{"speaker":"John Tyreman","startTime":103.155,"endTime":103.295,"body":"end"},{"speaker":"John Tyreman","startTime":103.295,"endTime":103.405,"body":"of"},{"speaker":"John Tyreman","startTime":103.405,"endTime":103.575,"body":"this"},{"speaker":"John Tyreman","startTime":103.575,"endTime":103.935,"body":"episode,"},{"speaker":"John Tyreman","startTime":103.955,"endTime":104.105,"body":"we've"},{"speaker":"John Tyreman","startTime":104.105,"endTime":104.295,"body":"got"},{"speaker":"John Tyreman","startTime":104.295,"endTime":104.555,"body":"some"},{"speaker":"John Tyreman","startTime":104.565,"endTime":105.285,"body":"examples"},{"speaker":"John Tyreman","startTime":105.305,"endTime":105.545,"body":"of"},{"speaker":"John Tyreman","startTime":105.555,"endTime":106.135,"body":"firms"},{"speaker":"John Tyreman","startTime":106.135,"endTime":106.385,"body":"with."},{"speaker":"John Tyreman","startTime":106.785,"endTime":107.105,"body":"Good"},{"speaker":"John Tyreman","startTime":107.105,"endTime":107.585,"body":"focus,"},{"speaker":"John Tyreman","startTime":107.615,"endTime":107.865,"body":"good"},{"speaker":"John Tyreman","startTime":107.865,"endTime":108.895,"body":"specialization,"},{"speaker":"John Tyreman","startTime":108.905,"endTime":109.205,"body":"good"},{"speaker":"John Tyreman","startTime":109.205,"endTime":109.815,"body":"positioning."},{"speaker":"John Tyreman","startTime":109.815,"endTime":109.965,"body":"So"},{"speaker":"John Tyreman","startTime":109.965,"endTime":110.055,"body":"we'll"},{"speaker":"John Tyreman","startTime":110.055,"endTime":110.195,"body":"give"},{"speaker":"John Tyreman","startTime":110.195,"endTime":110.295,"body":"you"},{"speaker":"John Tyreman","startTime":110.295,"endTime":110.465,"body":"some"},{"speaker":"John Tyreman","startTime":110.475,"endTime":110.845,"body":"real"},{"speaker":"John Tyreman","startTime":110.845,"endTime":111.475,"body":"examples"},{"speaker":"John Tyreman","startTime":111.475,"endTime":111.615,"body":"of"},{"speaker":"John Tyreman","startTime":111.625,"endTime":112.015,"body":"firms"},{"speaker":"John Tyreman","startTime":112.015,"endTime":112.205,"body":"that"},{"speaker":"John Tyreman","startTime":112.215,"endTime":112.445,"body":"maybe"},{"speaker":"John Tyreman","startTime":112.445,"endTime":112.595,"body":"you"},{"speaker":"John Tyreman","startTime":112.595,"endTime":112.775,"body":"can"},{"speaker":"John Tyreman","startTime":112.805,"endTime":113.385,"body":"emulate"},{"speaker":"John Tyreman","startTime":113.395,"endTime":113.565,"body":"or"},{"speaker":"John Tyreman","startTime":113.565,"endTime":114.195,"body":"model"},{"speaker":"John Tyreman","startTime":114.585,"endTime":115.075,"body":"yourself"},{"speaker":"John Tyreman","startTime":115.075,"endTime":115.485,"body":"after"},{"speaker":"Mark Wainwright","startTime":115.965,"endTime":116.395,"body":"good,"},{"speaker":"Mark Wainwright","startTime":116.475,"endTime":116.765,"body":"good."},{"speaker":"Mark Wainwright","startTime":116.765,"endTime":117.005,"body":"Yeah."},{"speaker":"Mark Wainwright","startTime":117.005,"endTime":117.415,"body":"And"},{"speaker":"Mark Wainwright","startTime":117.455,"endTime":117.595,"body":"you"},{"speaker":"Mark Wainwright","startTime":117.595,"endTime":117.755,"body":"know,"},{"speaker":"Mark Wainwright","startTime":117.935,"endTime":118.185,"body":"we're"},{"speaker":"Mark Wainwright","startTime":118.185,"endTime":118.405,"body":"not"},{"speaker":"Mark Wainwright","startTime":118.405,"endTime":118.555,"body":"the"},{"speaker":"Mark Wainwright","startTime":118.555,"endTime":118.865,"body":"only"},{"speaker":"Mark Wainwright","startTime":118.865,"endTime":119.195,"body":"ones"},{"speaker":"Mark Wainwright","startTime":119.205,"endTime":119.605,"body":"shouting"},{"speaker":"Mark Wainwright","startTime":119.605,"endTime":119.745,"body":"from"},{"speaker":"Mark Wainwright","startTime":119.745,"endTime":119.835,"body":"the"},{"speaker":"Mark Wainwright","startTime":119.835,"endTime":120.505,"body":"mountaintop"},{"speaker":"Mark Wainwright","startTime":120.615,"endTime":121.195,"body":"about,"},{"speaker":"Mark Wainwright","startTime":121.405,"endTime":121.885,"body":"focus"},{"speaker":"Mark Wainwright","startTime":121.885,"endTime":122.025,"body":"and"},{"speaker":"Mark Wainwright","startTime":122.025,"endTime":122.955,"body":"specialization"},{"speaker":"Mark Wainwright","startTime":122.955,"endTime":123.175,"body":"and"},{"speaker":"Mark Wainwright","startTime":123.195,"endTime":123.875,"body":"positioning."},{"speaker":"Mark Wainwright","startTime":123.875,"endTime":124.035,"body":"And"},{"speaker":"Mark Wainwright","startTime":124.395,"endTime":124.555,"body":"there"},{"speaker":"Mark Wainwright","startTime":124.555,"endTime":124.695,"body":"is"},{"speaker":"Mark Wainwright","startTime":124.695,"endTime":124.905,"body":"some"},{"speaker":"Mark Wainwright","startTime":124.965,"endTime":125.265,"body":"other"},{"speaker":"Mark Wainwright","startTime":125.275,"endTime":125.885,"body":"fantastic"},{"speaker":"Mark Wainwright","startTime":125.905,"endTime":126.615,"body":"voices"},{"speaker":"Mark Wainwright","startTime":126.825,"endTime":127.075,"body":"on"},{"speaker":"Mark Wainwright","startTime":127.105,"endTime":127.815,"body":"podcasts"},{"speaker":"Mark Wainwright","startTime":127.815,"endTime":127.945,"body":"and"},{"speaker":"Mark Wainwright","startTime":127.945,"endTime":128.115,"body":"just"},{"speaker":"Mark Wainwright","startTime":128.135,"endTime":128.375,"body":"out"},{"speaker":"Mark Wainwright","startTime":128.375,"endTime":128.785,"body":"there"},{"speaker":"Mark Wainwright","startTime":129.275,"endTime":129.455,"body":"in"},{"speaker":"Mark Wainwright","startTime":129.455,"endTime":129.555,"body":"the"},{"speaker":"Mark Wainwright","startTime":129.555,"endTime":129.885,"body":"world"},{"speaker":"Mark Wainwright","startTime":129.905,"endTime":130.265,"body":"and,"},{"speaker":"Mark Wainwright","startTime":130.285,"endTime":130.565,"body":"in"},{"speaker":"Mark Wainwright","startTime":130.565,"endTime":130.975,"body":"professional"},{"speaker":"Mark Wainwright","startTime":130.975,"endTime":131.385,"body":"services"},{"speaker":"Mark Wainwright","startTime":131.385,"endTime":131.735,"body":"firms."},{"speaker":"Mark Wainwright","startTime":132.145,"endTime":132.655,"body":"So,"},{"speaker":"Mark Wainwright","startTime":132.705,"endTime":132.865,"body":"this"},{"speaker":"Mark Wainwright","startTime":132.865,"endTime":133.005,"body":"is"},{"speaker":"Mark Wainwright","startTime":133.005,"endTime":133.265,"body":"critical."},{"speaker":"Mark Wainwright","startTime":133.265,"endTime":133.365,"body":"And"},{"speaker":"Mark Wainwright","startTime":133.365,"endTime":133.475,"body":"like"},{"speaker":"Mark Wainwright","startTime":133.475,"endTime":133.585,"body":"you"},{"speaker":"Mark Wainwright","startTime":133.585,"endTime":133.875,"body":"said,"},{"speaker":"Mark Wainwright","startTime":133.875,"endTime":134.085,"body":"it's"},{"speaker":"Mark Wainwright","startTime":134.085,"endTime":134.175,"body":"a"},{"speaker":"Mark Wainwright","startTime":134.185,"endTime":134.335,"body":"bit"},{"speaker":"Mark Wainwright","startTime":134.335,"endTime":134.445,"body":"of"},{"speaker":"Mark Wainwright","startTime":134.445,"endTime":134.495,"body":"a"},{"speaker":"Mark Wainwright","startTime":134.495,"endTime":135.105,"body":"paradox."},{"speaker":"Mark Wainwright","startTime":135.105,"endTime":135.305,"body":"It's"},{"speaker":"Mark Wainwright","startTime":135.305,"endTime":135.405,"body":"a"},{"speaker":"Mark Wainwright","startTime":135.545,"endTime":135.745,"body":"bit"},{"speaker":"Mark Wainwright","startTime":135.815,"endTime":136.915,"body":"counterintuitive."},{"speaker":"Mark Wainwright","startTime":137.305,"endTime":137.655,"body":"but"},{"speaker":"Mark Wainwright","startTime":137.815,"endTime":137.965,"body":"I"},{"speaker":"Mark Wainwright","startTime":137.975,"endTime":138.195,"body":"think"},{"speaker":"Mark Wainwright","startTime":138.205,"endTime":138.405,"body":"you"},{"speaker":"Mark Wainwright","startTime":138.405,"endTime":138.545,"body":"and"},{"speaker":"Mark Wainwright","startTime":138.545,"endTime":139.025,"body":"I"},{"speaker":"Mark Wainwright","startTime":139.535,"endTime":139.715,"body":"in"},{"speaker":"Mark Wainwright","startTime":139.715,"endTime":139.905,"body":"our"},{"speaker":"Mark Wainwright","startTime":139.905,"endTime":140.135,"body":"own"},{"speaker":"Mark Wainwright","startTime":140.145,"endTime":140.545,"body":"ways"},{"speaker":"Mark Wainwright","startTime":140.555,"endTime":140.825,"body":"have"},{"speaker":"Mark Wainwright","startTime":140.835,"endTime":141.325,"body":"been"},{"speaker":"Mark Wainwright","startTime":141.785,"endTime":142.685,"body":"successful"},{"speaker":"Mark Wainwright","startTime":142.985,"endTime":143.545,"body":"in."},{"speaker":"Mark Wainwright","startTime":143.895,"endTime":144.195,"body":"These"},{"speaker":"Mark Wainwright","startTime":144.205,"endTime":144.735,"body":"things"},{"speaker":"Mark Wainwright","startTime":144.765,"endTime":145.135,"body":"in"},{"speaker":"Mark Wainwright","startTime":145.165,"endTime":145.565,"body":"positioning"},{"speaker":"Mark Wainwright","startTime":145.565,"endTime":146.065,"body":"ourselves"},{"speaker":"Mark Wainwright","startTime":146.065,"endTime":146.205,"body":"and"},{"speaker":"Mark Wainwright","startTime":146.205,"endTime":146.995,"body":"focusing,"},{"speaker":"Mark Wainwright","startTime":147.025,"endTime":147.975,"body":"specializing,"},{"speaker":"Mark Wainwright","startTime":148.245,"endTime":148.945,"body":"developing"},{"speaker":"Mark Wainwright","startTime":148.945,"endTime":149.185,"body":"some"},{"speaker":"Mark Wainwright","startTime":149.185,"endTime":149.585,"body":"really"},{"speaker":"Mark Wainwright","startTime":149.595,"endTime":150.065,"body":"focused"},{"speaker":"Mark Wainwright","startTime":150.065,"endTime":150.785,"body":"expertise."},{"speaker":"Mark Wainwright","startTime":151.105,"endTime":151.295,"body":"So"},{"speaker":"Mark Wainwright","startTime":151.295,"endTime":151.525,"body":"we've"},{"speaker":"Mark Wainwright","startTime":151.525,"endTime":151.715,"body":"been"},{"speaker":"Mark Wainwright","startTime":151.715,"endTime":152.275,"body":"successful"},{"speaker":"Mark Wainwright","startTime":152.292,"endTime":152.502,"body":"with"},{"speaker":"Mark Wainwright","startTime":152.502,"endTime":152.692,"body":"that."},{"speaker":"Mark Wainwright","startTime":152.692,"endTime":152.922,"body":"So"},{"speaker":"Mark Wainwright","startTime":153.062,"endTime":153.462,"body":"we're"},{"speaker":"Mark Wainwright","startTime":153.462,"endTime":153.902,"body":"not"},{"speaker":"Mark Wainwright","startTime":153.922,"endTime":154.512,"body":"just"},{"speaker":"Mark Wainwright","startTime":154.832,"endTime":155.862,"body":"pontificating"},{"speaker":"Mark Wainwright","startTime":155.872,"endTime":156.122,"body":"and"},{"speaker":"Mark Wainwright","startTime":156.122,"endTime":157.052,"body":"speculating"},{"speaker":"Mark Wainwright","startTime":157.052,"endTime":157.352,"body":"here,"},{"speaker":"Mark Wainwright","startTime":157.352,"endTime":157.732,"body":"right?"},{"speaker":"Mark Wainwright","startTime":157.812,"endTime":158.062,"body":"We've"},{"speaker":"Mark Wainwright","startTime":158.062,"endTime":158.702,"body":"experienced"},{"speaker":"Mark Wainwright","startTime":158.702,"endTime":158.792,"body":"the"},{"speaker":"Mark Wainwright","startTime":158.792,"endTime":159.202,"body":"benefits"},{"speaker":"Mark Wainwright","startTime":159.202,"endTime":159.382,"body":"of"},{"speaker":"Mark Wainwright","startTime":159.382,"endTime":159.572,"body":"it."},{"speaker":"Mark Wainwright","startTime":159.862,"endTime":160.082,"body":"I"},{"speaker":"Mark Wainwright","startTime":160.082,"endTime":160.202,"body":"have"},{"speaker":"Mark Wainwright","startTime":160.212,"endTime":161.112,"body":"observed"},{"speaker":"Mark Wainwright","startTime":161.552,"endTime":162.112,"body":"other,"},{"speaker":"Mark Wainwright","startTime":162.632,"endTime":163.072,"body":"Professional"},{"speaker":"Mark Wainwright","startTime":163.072,"endTime":163.472,"body":"services"},{"speaker":"Mark Wainwright","startTime":163.472,"endTime":163.652,"body":"firms"},{"speaker":"Mark Wainwright","startTime":163.652,"endTime":163.762,"body":"who"},{"speaker":"Mark Wainwright","startTime":163.762,"endTime":163.862,"body":"do"},{"speaker":"Mark Wainwright","startTime":163.862,"endTime":163.982,"body":"the"},{"speaker":"Mark Wainwright","startTime":163.982,"endTime":164.232,"body":"same"},{"speaker":"Mark Wainwright","startTime":164.242,"endTime":164.602,"body":"thing,"},{"speaker":"Mark Wainwright","startTime":164.702,"endTime":164.912,"body":"who"},{"speaker":"Mark Wainwright","startTime":164.912,"endTime":165.532,"body":"have,"},{"speaker":"Mark Wainwright","startTime":165.592,"endTime":166.042,"body":"reaped"},{"speaker":"Mark Wainwright","startTime":166.092,"endTime":166.282,"body":"the"},{"speaker":"Mark Wainwright","startTime":166.282,"endTime":167.062,"body":"rewards."},{"speaker":"Mark Wainwright","startTime":167.492,"endTime":168.072,"body":"and"},{"speaker":"Mark Wainwright","startTime":168.502,"endTime":168.672,"body":"on"},{"speaker":"Mark Wainwright","startTime":168.672,"endTime":168.782,"body":"the"},{"speaker":"Mark Wainwright","startTime":168.782,"endTime":168.972,"body":"other"},{"speaker":"Mark Wainwright","startTime":168.972,"endTime":169.072,"body":"end"},{"speaker":"Mark Wainwright","startTime":169.072,"endTime":169.142,"body":"of"},{"speaker":"Mark Wainwright","startTime":169.142,"endTime":169.222,"body":"the"},{"speaker":"Mark Wainwright","startTime":169.222,"endTime":169.812,"body":"spectrum,"},{"speaker":"Mark Wainwright","startTime":170.342,"endTime":170.572,"body":"I"},{"speaker":"Mark Wainwright","startTime":170.572,"endTime":170.962,"body":"know"},{"speaker":"Mark Wainwright","startTime":170.962,"endTime":171.182,"body":"and"},{"speaker":"Mark Wainwright","startTime":171.182,"endTime":171.422,"body":"deal"},{"speaker":"Mark Wainwright","startTime":171.422,"endTime":171.622,"body":"with"},{"speaker":"Mark Wainwright","startTime":171.642,"endTime":171.942,"body":"firms"},{"speaker":"Mark Wainwright","startTime":171.952,"endTime":172.142,"body":"all"},{"speaker":"Mark Wainwright","startTime":172.142,"endTime":172.272,"body":"the"},{"speaker":"Mark Wainwright","startTime":172.282,"endTime":172.902,"body":"time"},{"speaker":"Mark Wainwright","startTime":173.142,"endTime":173.682,"body":"who,"},{"speaker":"Mark Wainwright","startTime":174.022,"endTime":174.202,"body":"all"},{"speaker":"Mark Wainwright","startTime":174.202,"endTime":174.432,"body":"but"},{"speaker":"Mark Wainwright","startTime":174.482,"endTime":175.102,"body":"reject"},{"speaker":"Mark Wainwright","startTime":175.102,"endTime":175.712,"body":"this"},{"speaker":"Mark Wainwright","startTime":176.102,"endTime":176.652,"body":"concept"},{"speaker":"Mark Wainwright","startTime":176.892,"endTime":177.362,"body":"of,"},{"speaker":"Mark Wainwright","startTime":177.382,"endTime":177.832,"body":"narrowing"},{"speaker":"Mark Wainwright","startTime":177.832,"endTime":178.452,"body":"down,"},{"speaker":"Mark Wainwright","startTime":178.452,"endTime":178.902,"body":"focusing"},{"speaker":"Mark Wainwright","startTime":178.902,"endTime":179.012,"body":"on"},{"speaker":"Mark Wainwright","startTime":179.012,"endTime":179.062,"body":"a"},{"speaker":"Mark Wainwright","startTime":179.062,"endTime":179.692,"body":"niche,"},{"speaker":"Mark Wainwright","startTime":179.742,"endTime":180.182,"body":"being"},{"speaker":"Mark Wainwright","startTime":180.302,"endTime":180.732,"body":"focused"},{"speaker":"Mark Wainwright","startTime":180.732,"endTime":181.132,"body":"experts,"},{"speaker":"Mark Wainwright","startTime":181.132,"endTime":181.302,"body":"that"},{"speaker":"Mark Wainwright","startTime":181.302,"endTime":181.432,"body":"kind"},{"speaker":"Mark Wainwright","startTime":181.432,"endTime":181.502,"body":"of"},{"speaker":"Mark Wainwright","startTime":181.502,"endTime":181.702,"body":"thing."},{"speaker":"Mark Wainwright","startTime":181.702,"endTime":181.972,"body":"So"},{"speaker":"Mark Wainwright","startTime":182.412,"endTime":183.192,"body":"hopefully,"},{"speaker":"Mark Wainwright","startTime":183.282,"endTime":183.992,"body":"this"},{"speaker":"Mark Wainwright","startTime":184.262,"endTime":184.952,"body":"turns"},{"speaker":"Mark Wainwright","startTime":185.022,"endTime":185.142,"body":"a"},{"speaker":"Mark Wainwright","startTime":185.142,"endTime":185.322,"body":"few"},{"speaker":"Mark Wainwright","startTime":185.322,"endTime":185.422,"body":"of"},{"speaker":"Mark Wainwright","startTime":185.422,"endTime":185.492,"body":"the"},{"speaker":"Mark Wainwright","startTime":185.492,"endTime":186.252,"body":"naysayers."},{"speaker":"Mark Wainwright","startTime":186.572,"endTime":187.082,"body":"Towards"},{"speaker":"Mark Wainwright","startTime":187.122,"endTime":187.342,"body":"more"},{"speaker":"Mark Wainwright","startTime":187.342,"endTime":187.722,"body":"focus,"},{"speaker":"Mark Wainwright","startTime":187.722,"endTime":187.872,"body":"more"},{"speaker":"Mark Wainwright","startTime":187.872,"endTime":188.582,"body":"specialization"},{"speaker":"Mark Wainwright","startTime":188.582,"endTime":188.812,"body":"and"},{"speaker":"Mark Wainwright","startTime":188.812,"endTime":189.482,"body":"reinforces"},{"speaker":"Mark Wainwright","startTime":190.122,"endTime":190.262,"body":"how"},{"speaker":"Mark Wainwright","startTime":190.262,"endTime":190.732,"body":"beneficial"},{"speaker":"Mark Wainwright","startTime":190.732,"endTime":190.882,"body":"this"},{"speaker":"Mark Wainwright","startTime":190.892,"endTime":191.022,"body":"can"},{"speaker":"Mark Wainwright","startTime":191.022,"endTime":191.242,"body":"be,"},{"speaker":"Mark Wainwright","startTime":191.612,"endTime":191.782,"body":"for"},{"speaker":"Mark Wainwright","startTime":191.782,"endTime":192.022,"body":"those"},{"speaker":"Mark Wainwright","startTime":192.022,"endTime":192.372,"body":"who"},{"speaker":"Mark Wainwright","startTime":192.672,"endTime":192.932,"body":"believe"},{"speaker":"Mark Wainwright","startTime":192.932,"endTime":193.032,"body":"in"},{"speaker":"Mark Wainwright","startTime":193.032,"endTime":193.122,"body":"it."},{"speaker":"John Tyreman","startTime":193.272,"endTime":193.292,"body":"a"},{"speaker":"John Tyreman","startTime":193.292,"endTime":193.452,"body":"hundred"},{"speaker":"John Tyreman","startTime":193.452,"endTime":193.872,"body":"percent,"},{"speaker":"John Tyreman","startTime":194.322,"endTime":194.332,"body":"a"},{"speaker":"John Tyreman","startTime":194.332,"endTime":194.512,"body":"hundred"},{"speaker":"John Tyreman","startTime":194.512,"endTime":194.872,"body":"percent."},{"speaker":"John Tyreman","startTime":194.872,"endTime":195.072,"body":"I've"},{"speaker":"John Tyreman","startTime":195.072,"endTime":195.322,"body":"done"},{"speaker":"John Tyreman","startTime":195.342,"endTime":195.412,"body":"a"},{"speaker":"John Tyreman","startTime":195.412,"endTime":195.642,"body":"lot"},{"speaker":"John Tyreman","startTime":195.642,"endTime":195.792,"body":"of"},{"speaker":"John Tyreman","startTime":195.792,"endTime":196.442,"body":"research"},{"speaker":"John Tyreman","startTime":196.662,"endTime":197.232,"body":"on"},{"speaker":"John Tyreman","startTime":197.772,"endTime":198.462,"body":"firms"},{"speaker":"John Tyreman","startTime":198.552,"endTime":198.772,"body":"in"},{"speaker":"John Tyreman","startTime":198.782,"endTime":198.902,"body":"the"},{"speaker":"John Tyreman","startTime":198.912,"endTime":199.392,"body":"professional"},{"speaker":"John Tyreman","startTime":199.392,"endTime":199.832,"body":"services"},{"speaker":"John Tyreman","startTime":199.832,"endTime":200.322,"body":"space."},{"speaker":"John Tyreman","startTime":200.702,"endTime":200.922,"body":"And"},{"speaker":"John Tyreman","startTime":200.922,"endTime":201.152,"body":"one"},{"speaker":"John Tyreman","startTime":201.152,"endTime":201.612,"body":"common"},{"speaker":"John Tyreman","startTime":201.612,"endTime":201.982,"body":"theme"},{"speaker":"John Tyreman","startTime":201.982,"endTime":202.202,"body":"that's"},{"speaker":"John Tyreman","startTime":202.682,"endTime":203.562,"body":"associated"},{"speaker":"John Tyreman","startTime":203.562,"endTime":203.772,"body":"with"},{"speaker":"John Tyreman","startTime":203.772,"endTime":204.102,"body":"high"},{"speaker":"John Tyreman","startTime":204.132,"endTime":204.682,"body":"growth"},{"speaker":"John Tyreman","startTime":204.762,"endTime":204.942,"body":"has"},{"speaker":"John Tyreman","startTime":204.942,"endTime":205.112,"body":"been"},{"speaker":"John Tyreman","startTime":205.112,"endTime":205.962,"body":"specialization."},{"speaker":"John Tyreman","startTime":205.962,"endTime":206.172,"body":"And"},{"speaker":"John Tyreman","startTime":206.172,"endTime":206.372,"body":"so"},{"speaker":"John Tyreman","startTime":206.422,"endTime":206.662,"body":"I've"},{"speaker":"John Tyreman","startTime":206.662,"endTime":206.962,"body":"seen"},{"speaker":"John Tyreman","startTime":206.962,"endTime":207.172,"body":"it"},{"speaker":"John Tyreman","startTime":207.172,"endTime":208.132,"body":"quantifiably,"},{"speaker":"John Tyreman","startTime":208.402,"endTime":208.552,"body":"if"},{"speaker":"John Tyreman","startTime":208.582,"endTime":208.772,"body":"I've"},{"speaker":"John Tyreman","startTime":208.772,"endTime":208.932,"body":"been"},{"speaker":"John Tyreman","startTime":208.932,"endTime":209.072,"body":"able"},{"speaker":"John Tyreman","startTime":209.072,"endTime":209.162,"body":"to"},{"speaker":"John Tyreman","startTime":209.162,"endTime":209.782,"body":"quantify"},{"speaker":"John Tyreman","startTime":209.802,"endTime":210.182,"body":"that"},{"speaker":"John Tyreman","startTime":210.282,"endTime":210.642,"body":"in"},{"speaker":"John Tyreman","startTime":210.672,"endTime":211.292,"body":"research,"},{"speaker":"John Tyreman","startTime":211.292,"endTime":211.522,"body":"that"},{"speaker":"John Tyreman","startTime":211.532,"endTime":212.302,"body":"specialization"},{"speaker":"John Tyreman","startTime":212.302,"endTime":212.432,"body":"is"},{"speaker":"John Tyreman","startTime":212.432,"endTime":212.862,"body":"definitely"},{"speaker":"John Tyreman","startTime":212.862,"endTime":212.932,"body":"a"},{"speaker":"John Tyreman","startTime":212.932,"endTime":213.072,"body":"key"},{"speaker":"John Tyreman","startTime":213.072,"endTime":213.162,"body":"to"},{"speaker":"John Tyreman","startTime":213.162,"endTime":213.442,"body":"growth."},{"speaker":"John Tyreman","startTime":213.972,"endTime":214.442,"body":"So"},{"speaker":"John Tyreman","startTime":214.902,"endTime":215.192,"body":"let's,"},{"speaker":"John Tyreman","startTime":215.212,"endTime":215.432,"body":"let's"},{"speaker":"John Tyreman","startTime":215.432,"endTime":215.632,"body":"dig"},{"speaker":"John Tyreman","startTime":215.632,"endTime":215.852,"body":"into"},{"speaker":"John Tyreman","startTime":215.852,"endTime":215.972,"body":"it."},{"speaker":"John Tyreman","startTime":215.972,"endTime":216.372,"body":"Mark,"},{"speaker":"John Tyreman","startTime":216.822,"endTime":217.122,"body":"let's"},{"speaker":"John Tyreman","startTime":217.122,"endTime":217.352,"body":"talk"},{"speaker":"John Tyreman","startTime":217.362,"endTime":217.612,"body":"about"},{"speaker":"John Tyreman","startTime":217.612,"endTime":217.702,"body":"the"},{"speaker":"John Tyreman","startTime":217.702,"endTime":218.172,"body":"difference"},{"speaker":"John Tyreman","startTime":218.172,"endTime":218.792,"body":"between"},{"speaker":"John Tyreman","startTime":218.852,"endTime":219.482,"body":"focus,"},{"speaker":"John Tyreman","startTime":219.542,"endTime":220.632,"body":"specialization"},{"speaker":"John Tyreman","startTime":220.802,"endTime":221.052,"body":"and"},{"speaker":"John Tyreman","startTime":221.052,"endTime":221.692,"body":"positioning."},{"speaker":"John Tyreman","startTime":222.027,"endTime":222.177,"body":"I'll"},{"speaker":"John Tyreman","startTime":222.177,"endTime":222.287,"body":"go"},{"speaker":"John Tyreman","startTime":222.287,"endTime":222.517,"body":"ahead"},{"speaker":"John Tyreman","startTime":222.517,"endTime":222.807,"body":"and"},{"speaker":"John Tyreman","startTime":222.847,"endTime":223.627,"body":"define"},{"speaker":"John Tyreman","startTime":223.627,"endTime":223.837,"body":"each"},{"speaker":"John Tyreman","startTime":223.837,"endTime":224.257,"body":"one"},{"speaker":"John Tyreman","startTime":224.447,"endTime":224.657,"body":"and"},{"speaker":"John Tyreman","startTime":224.657,"endTime":224.807,"body":"then"},{"speaker":"John Tyreman","startTime":224.807,"endTime":224.917,"body":"we"},{"speaker":"John Tyreman","startTime":224.917,"endTime":225.047,"body":"can"},{"speaker":"John Tyreman","startTime":225.047,"endTime":225.177,"body":"just"},{"speaker":"John Tyreman","startTime":225.207,"endTime":225.387,"body":"talk"},{"speaker":"John Tyreman","startTime":225.397,"endTime":225.607,"body":"about"},{"speaker":"John Tyreman","startTime":225.607,"endTime":225.687,"body":"it."},{"speaker":"John Tyreman","startTime":225.697,"endTime":225.757,"body":"Does"},{"speaker":"John Tyreman","startTime":225.757,"endTime":225.887,"body":"that"},{"speaker":"John Tyreman","startTime":225.887,"endTime":226.077,"body":"sound"},{"speaker":"John Tyreman","startTime":226.077,"endTime":226.367,"body":"good?"},{"speaker":"Mark Wainwright","startTime":226.572,"endTime":226.842,"body":"Yeah,"},{"speaker":"Mark Wainwright","startTime":226.912,"endTime":227.442,"body":"absolutely."},{"speaker":"John Tyreman","startTime":227.697,"endTime":227.767,"body":"All"},{"speaker":"John Tyreman","startTime":227.767,"endTime":227.867,"body":"right."},{"speaker":"John Tyreman","startTime":227.867,"endTime":227.967,"body":"We'll"},{"speaker":"John Tyreman","startTime":227.967,"endTime":228.217,"body":"start"},{"speaker":"John Tyreman","startTime":228.217,"endTime":228.367,"body":"with"},{"speaker":"John Tyreman","startTime":228.367,"endTime":228.967,"body":"focus"},{"speaker":"John Tyreman","startTime":229.287,"endTime":229.707,"body":"and"},{"speaker":"John Tyreman","startTime":229.727,"endTime":230.197,"body":"focus"},{"speaker":"John Tyreman","startTime":230.197,"endTime":230.477,"body":"really"},{"speaker":"John Tyreman","startTime":230.477,"endTime":231.097,"body":"defines"},{"speaker":"John Tyreman","startTime":231.107,"endTime":231.737,"body":"where"},{"speaker":"John Tyreman","startTime":232.107,"endTime":233.007,"body":"consultants"},{"speaker":"John Tyreman","startTime":233.027,"endTime":233.627,"body":"spend"},{"speaker":"John Tyreman","startTime":233.637,"endTime":234.027,"body":"their"},{"speaker":"John Tyreman","startTime":234.107,"endTime":234.787,"body":"efforts."},{"speaker":"John Tyreman","startTime":234.787,"endTime":234.943,"body":"So"},{"speaker":"John Tyreman","startTime":234.943,"endTime":234.983,"body":"I"},{"speaker":"John Tyreman","startTime":234.993,"endTime":235.163,"body":"think"},{"speaker":"John Tyreman","startTime":235.173,"endTime":235.313,"body":"that"},{"speaker":"John Tyreman","startTime":235.313,"endTime":235.473,"body":"one's"},{"speaker":"John Tyreman","startTime":235.473,"endTime":235.683,"body":"pretty"},{"speaker":"John Tyreman","startTime":235.683,"endTime":236.373,"body":"straightforward."},{"speaker":"John Tyreman","startTime":236.373,"endTime":236.493,"body":"Where"},{"speaker":"John Tyreman","startTime":236.493,"endTime":236.563,"body":"do"},{"speaker":"John Tyreman","startTime":236.563,"endTime":236.673,"body":"you"},{"speaker":"John Tyreman","startTime":236.673,"endTime":236.943,"body":"spend"},{"speaker":"John Tyreman","startTime":236.943,"endTime":237.093,"body":"your"},{"speaker":"John Tyreman","startTime":237.103,"endTime":237.423,"body":"time?"},{"speaker":"John Tyreman","startTime":237.423,"endTime":237.533,"body":"Where"},{"speaker":"John Tyreman","startTime":237.533,"endTime":237.603,"body":"do"},{"speaker":"John Tyreman","startTime":237.603,"endTime":237.833,"body":"you"},{"speaker":"John Tyreman","startTime":237.833,"endTime":238.103,"body":"spend"},{"speaker":"John Tyreman","startTime":238.103,"endTime":238.263,"body":"your"},{"speaker":"John Tyreman","startTime":238.273,"endTime":238.823,"body":"energy?"},{"speaker":"Mark Wainwright","startTime":239.228,"endTime":239.608,"body":"Yeah."},{"speaker":"Mark Wainwright","startTime":239.648,"endTime":239.838,"body":"So"},{"speaker":"Mark Wainwright","startTime":239.838,"endTime":240.008,"body":"it's"},{"speaker":"Mark Wainwright","startTime":240.008,"endTime":240.058,"body":"a"},{"speaker":"Mark Wainwright","startTime":240.058,"endTime":240.418,"body":"picking"},{"speaker":"Mark Wainwright","startTime":240.418,"endTime":240.528,"body":"and"},{"speaker":"Mark Wainwright","startTime":240.528,"endTime":240.818,"body":"choosing"},{"speaker":"Mark Wainwright","startTime":240.818,"endTime":241.408,"body":"exercise,"},{"speaker":"John Tyreman","startTime":242.043,"endTime":242.203,"body":"It"},{"speaker":"John Tyreman","startTime":242.203,"endTime":242.653,"body":"is."},{"speaker":"Mark Wainwright","startTime":242.678,"endTime":242.928,"body":"It's"},{"speaker":"Mark Wainwright","startTime":242.928,"endTime":243.008,"body":"a"},{"speaker":"Mark Wainwright","startTime":243.008,"endTime":243.508,"body":"filter."},{"speaker":"Mark Wainwright","startTime":243.508,"endTime":244.018,"body":"It's"},{"speaker":"Mark Wainwright","startTime":244.358,"endTime":244.588,"body":"what"},{"speaker":"Mark Wainwright","startTime":244.588,"endTime":244.718,"body":"am"},{"speaker":"Mark Wainwright","startTime":244.718,"endTime":244.788,"body":"I"},{"speaker":"Mark Wainwright","startTime":244.788,"endTime":244.888,"body":"going"},{"speaker":"Mark Wainwright","startTime":244.888,"endTime":244.968,"body":"to"},{"speaker":"Mark Wainwright","startTime":244.968,"endTime":245.358,"body":"focus"},{"speaker":"Mark Wainwright","startTime":245.358,"endTime":245.598,"body":"on?"},{"speaker":"Mark Wainwright","startTime":245.598,"endTime":245.748,"body":"What"},{"speaker":"Mark Wainwright","startTime":245.748,"endTime":245.898,"body":"am"},{"speaker":"Mark Wainwright","startTime":245.898,"endTime":245.978,"body":"I"},{"speaker":"Mark Wainwright","startTime":245.978,"endTime":246.268,"body":"not"},{"speaker":"Mark Wainwright","startTime":246.268,"endTime":246.468,"body":"going"},{"speaker":"Mark Wainwright","startTime":246.468,"endTime":246.558,"body":"to"},{"speaker":"Mark Wainwright","startTime":246.558,"endTime":246.928,"body":"focus"},{"speaker":"Mark Wainwright","startTime":246.928,"endTime":247.158,"body":"on?"},{"speaker":"Mark Wainwright","startTime":247.158,"endTime":247.398,"body":"Right?"},{"speaker":"Mark Wainwright","startTime":247.488,"endTime":247.648,"body":"The"},{"speaker":"Mark Wainwright","startTime":247.658,"endTime":248.228,"body":"exercise"},{"speaker":"Mark Wainwright","startTime":248.228,"endTime":248.328,"body":"of"},{"speaker":"Mark Wainwright","startTime":248.328,"endTime":248.858,"body":"focusing"},{"speaker":"Mark Wainwright","startTime":248.908,"endTime":249.148,"body":"is"},{"speaker":"Mark Wainwright","startTime":249.178,"endTime":249.478,"body":"as"},{"speaker":"Mark Wainwright","startTime":249.488,"endTime":249.908,"body":"much,"},{"speaker":"Mark Wainwright","startTime":249.928,"endTime":250.178,"body":"if"},{"speaker":"Mark Wainwright","startTime":250.178,"endTime":250.478,"body":"not"},{"speaker":"Mark Wainwright","startTime":250.488,"endTime":250.858,"body":"more"},{"speaker":"Mark Wainwright","startTime":250.858,"endTime":251.218,"body":"about"},{"speaker":"Mark Wainwright","startTime":251.218,"endTime":251.628,"body":"saying"},{"speaker":"Mark Wainwright","startTime":251.638,"endTime":252.138,"body":"no,"},{"speaker":"Mark Wainwright","startTime":252.468,"endTime":252.688,"body":"then"},{"speaker":"Mark Wainwright","startTime":252.688,"endTime":252.798,"body":"it"},{"speaker":"Mark Wainwright","startTime":252.798,"endTime":252.938,"body":"is"},{"speaker":"Mark Wainwright","startTime":252.938,"endTime":253.268,"body":"about"},{"speaker":"Mark Wainwright","startTime":253.278,"endTime":253.568,"body":"saying"},{"speaker":"Mark Wainwright","startTime":253.568,"endTime":253.978,"body":"yes."},{"speaker":"John Tyreman","startTime":254.773,"endTime":255.043,"body":"Yep."},{"speaker":"John Tyreman","startTime":255.063,"endTime":255.293,"body":"So"},{"speaker":"John Tyreman","startTime":255.333,"endTime":255.523,"body":"that"},{"speaker":"John Tyreman","startTime":255.523,"endTime":255.733,"body":"could"},{"speaker":"John Tyreman","startTime":255.743,"endTime":256.093,"body":"bubble"},{"speaker":"John Tyreman","startTime":256.093,"endTime":256.353,"body":"up"},{"speaker":"John Tyreman","startTime":256.393,"endTime":256.613,"body":"in"},{"speaker":"John Tyreman","startTime":256.613,"endTime":256.883,"body":"terms"},{"speaker":"John Tyreman","startTime":256.883,"endTime":257.043,"body":"of"},{"speaker":"John Tyreman","startTime":257.073,"endTime":257.223,"body":"like"},{"speaker":"John Tyreman","startTime":257.223,"endTime":257.313,"body":"the"},{"speaker":"John Tyreman","startTime":257.313,"endTime":258.373,"body":"qualification"},{"speaker":"John Tyreman","startTime":258.533,"endTime":259.163,"body":"criteria"},{"speaker":"John Tyreman","startTime":259.163,"endTime":259.283,"body":"that"},{"speaker":"John Tyreman","startTime":259.283,"endTime":259.403,"body":"you"},{"speaker":"John Tyreman","startTime":259.403,"endTime":259.703,"body":"have"},{"speaker":"John Tyreman","startTime":259.703,"endTime":259.893,"body":"on"},{"speaker":"John Tyreman","startTime":259.923,"endTime":260.643,"body":"opportunities"},{"speaker":"John Tyreman","startTime":260.643,"endTime":260.723,"body":"in"},{"speaker":"John Tyreman","startTime":260.723,"endTime":260.843,"body":"your"},{"speaker":"John Tyreman","startTime":260.843,"endTime":261.503,"body":"pipeline."},{"speaker":"John Tyreman","startTime":262.043,"endTime":263.033,"body":"specialization."},{"speaker":"John Tyreman","startTime":263.193,"endTime":263.323,"body":"Let's"},{"speaker":"John Tyreman","startTime":263.323,"endTime":263.473,"body":"talk"},{"speaker":"John Tyreman","startTime":263.473,"endTime":263.673,"body":"about"},{"speaker":"John Tyreman","startTime":263.673,"endTime":263.913,"body":"that"},{"speaker":"John Tyreman","startTime":263.923,"endTime":264.723,"body":"specialization"},{"speaker":"John Tyreman","startTime":264.723,"endTime":265.163,"body":"signals,"},{"speaker":"John Tyreman","startTime":265.163,"endTime":265.243,"body":"a"},{"speaker":"John Tyreman","startTime":265.243,"endTime":265.573,"body":"depth"},{"speaker":"John Tyreman","startTime":265.573,"endTime":265.683,"body":"of"},{"speaker":"John Tyreman","startTime":265.693,"endTime":266.423,"body":"understanding"},{"speaker":"John Tyreman","startTime":266.433,"endTime":266.603,"body":"and"},{"speaker":"John Tyreman","startTime":266.603,"endTime":267.103,"body":"relevant"},{"speaker":"John Tyreman","startTime":267.483,"endTime":268.413,"body":"experience."},{"speaker":"John Tyreman","startTime":268.843,"endTime":268.983,"body":"And"},{"speaker":"John Tyreman","startTime":268.983,"endTime":269.063,"body":"I"},{"speaker":"John Tyreman","startTime":269.08,"endTime":269.269,"body":"like"},{"speaker":"John Tyreman","startTime":269.27,"endTime":269.37,"body":"the"},{"speaker":"John Tyreman","startTime":269.37,"endTime":269.52,"body":"way"},{"speaker":"John Tyreman","startTime":269.52,"endTime":269.62,"body":"that"},{"speaker":"John Tyreman","startTime":269.62,"endTime":269.85,"body":"we've"},{"speaker":"John Tyreman","startTime":269.85,"endTime":270.31,"body":"defined"},{"speaker":"John Tyreman","startTime":270.31,"endTime":270.43,"body":"this"},{"speaker":"John Tyreman","startTime":270.43,"endTime":270.51,"body":"and"},{"speaker":"John Tyreman","startTime":270.52,"endTime":270.67,"body":"you"},{"speaker":"John Tyreman","startTime":270.67,"endTime":270.78,"body":"and"},{"speaker":"John Tyreman","startTime":270.78,"endTime":270.95,"body":"I"},{"speaker":"John Tyreman","startTime":270.98,"endTime":271.22,"body":"went"},{"speaker":"John Tyreman","startTime":271.22,"endTime":271.42,"body":"back"},{"speaker":"John Tyreman","startTime":271.42,"endTime":271.57,"body":"and"},{"speaker":"John Tyreman","startTime":271.57,"endTime":271.83,"body":"forth"},{"speaker":"John Tyreman","startTime":271.83,"endTime":271.91,"body":"kind"},{"speaker":"John Tyreman","startTime":271.91,"endTime":271.99,"body":"of"},{"speaker":"John Tyreman","startTime":271.99,"endTime":272.7,"body":"wordsmithing"},{"speaker":"John Tyreman","startTime":272.71,"endTime":273.05,"body":"these"},{"speaker":"John Tyreman","startTime":273.07,"endTime":273.2,"body":"to"},{"speaker":"John Tyreman","startTime":273.2,"endTime":273.41,"body":"try"},{"speaker":"John Tyreman","startTime":273.41,"endTime":273.51,"body":"to"},{"speaker":"John Tyreman","startTime":273.51,"endTime":273.69,"body":"get"},{"speaker":"John Tyreman","startTime":273.69,"endTime":273.91,"body":"them"},{"speaker":"John Tyreman","startTime":273.95,"endTime":274.07,"body":"to"},{"speaker":"John Tyreman","startTime":274.07,"endTime":274.19,"body":"the"},{"speaker":"John Tyreman","startTime":274.19,"endTime":274.43,"body":"right"},{"speaker":"John Tyreman","startTime":274.44,"endTime":275.26,"body":"definitions."},{"speaker":"John Tyreman","startTime":275.97,"endTime":276.52,"body":"And,"},{"speaker":"John Tyreman","startTime":276.624,"endTime":276.714,"body":"I"},{"speaker":"John Tyreman","startTime":276.714,"endTime":276.944,"body":"like"},{"speaker":"John Tyreman","startTime":276.944,"endTime":277.204,"body":"that"},{"speaker":"John Tyreman","startTime":277.224,"endTime":277.364,"body":"we"},{"speaker":"John Tyreman","startTime":277.364,"endTime":277.694,"body":"use"},{"speaker":"John Tyreman","startTime":277.694,"endTime":277.814,"body":"the"},{"speaker":"John Tyreman","startTime":277.814,"endTime":278.104,"body":"word"},{"speaker":"John Tyreman","startTime":278.104,"endTime":278.824,"body":"signals,"},{"speaker":"John Tyreman","startTime":278.904,"endTime":279.014,"body":"a"},{"speaker":"John Tyreman","startTime":279.014,"endTime":279.494,"body":"depth"},{"speaker":"John Tyreman","startTime":279.644,"endTime":279.804,"body":"of"},{"speaker":"John Tyreman","startTime":279.804,"endTime":280.594,"body":"understanding"},{"speaker":"John Tyreman","startTime":280.714,"endTime":280.894,"body":"and"},{"speaker":"John Tyreman","startTime":280.894,"endTime":281.284,"body":"relevant"},{"speaker":"John Tyreman","startTime":281.284,"endTime":282.094,"body":"experience."},{"speaker":"Mark Wainwright","startTime":283.029,"endTime":283.259,"body":"Yeah,"},{"speaker":"Mark Wainwright","startTime":283.339,"endTime":283.599,"body":"good."},{"speaker":"John Tyreman","startTime":284.004,"endTime":284.364,"body":"So,"},{"speaker":"John Tyreman","startTime":284.414,"endTime":284.534,"body":"all"},{"speaker":"John Tyreman","startTime":284.534,"endTime":284.684,"body":"right."},{"speaker":"John Tyreman","startTime":284.734,"endTime":285.474,"body":"Positioning"},{"speaker":"John Tyreman","startTime":285.504,"endTime":285.804,"body":"really"},{"speaker":"John Tyreman","startTime":285.804,"endTime":286.234,"body":"ensures"},{"speaker":"John Tyreman","startTime":286.234,"endTime":286.474,"body":"that"},{"speaker":"John Tyreman","startTime":286.494,"endTime":287.194,"body":"understanding"},{"speaker":"John Tyreman","startTime":287.194,"endTime":287.354,"body":"and"},{"speaker":"John Tyreman","startTime":287.354,"endTime":287.494,"body":"that"},{"speaker":"John Tyreman","startTime":287.494,"endTime":288.234,"body":"experience"},{"speaker":"John Tyreman","startTime":288.244,"endTime":288.414,"body":"is"},{"speaker":"John Tyreman","startTime":288.414,"endTime":289.314,"body":"recognized"},{"speaker":"John Tyreman","startTime":289.354,"endTime":289.514,"body":"by"},{"speaker":"John Tyreman","startTime":289.514,"endTime":289.634,"body":"the"},{"speaker":"John Tyreman","startTime":289.634,"endTime":290.024,"body":"target"},{"speaker":"John Tyreman","startTime":290.024,"endTime":290.474,"body":"market,"},{"speaker":"John Tyreman","startTime":290.654,"endTime":290.834,"body":"that"},{"speaker":"John Tyreman","startTime":290.834,"endTime":290.964,"body":"you're"},{"speaker":"John Tyreman","startTime":290.964,"endTime":291.494,"body":"not,"},{"speaker":"John Tyreman","startTime":291.544,"endTime":291.674,"body":"a"},{"speaker":"John Tyreman","startTime":291.674,"endTime":291.984,"body":"hidden"},{"speaker":"John Tyreman","startTime":291.984,"endTime":292.444,"body":"gem"},{"speaker":"John Tyreman","startTime":292.514,"endTime":292.634,"body":"in"},{"speaker":"John Tyreman","startTime":292.634,"endTime":292.754,"body":"the"},{"speaker":"John Tyreman","startTime":292.754,"endTime":293.214,"body":"industry,"},{"speaker":"John Tyreman","startTime":293.214,"endTime":293.374,"body":"that"},{"speaker":"John Tyreman","startTime":293.374,"endTime":293.464,"body":"the"},{"speaker":"John Tyreman","startTime":293.464,"endTime":293.854,"body":"buyers"},{"speaker":"John Tyreman","startTime":293.904,"endTime":294.854,"body":"understand"},{"speaker":"John Tyreman","startTime":295.274,"endTime":295.764,"body":"the"},{"speaker":"John Tyreman","startTime":295.974,"endTime":296.684,"body":"experience"},{"speaker":"John Tyreman","startTime":296.684,"endTime":296.814,"body":"that"},{"speaker":"John Tyreman","startTime":296.814,"endTime":296.964,"body":"you"},{"speaker":"John Tyreman","startTime":296.964,"endTime":297.524,"body":"have"},{"speaker":"John Tyreman","startTime":297.574,"endTime":298.034,"body":"and"},{"speaker":"John Tyreman","startTime":298.054,"endTime":298.184,"body":"the"},{"speaker":"John Tyreman","startTime":298.184,"endTime":298.844,"body":"understanding"},{"speaker":"John Tyreman","startTime":298.844,"endTime":298.974,"body":"of"},{"speaker":"John Tyreman","startTime":298.984,"endTime":299.374,"body":"their"},{"speaker":"John Tyreman","startTime":299.374,"endTime":300.124,"body":"industry"},{"speaker":"John Tyreman","startTime":300.204,"endTime":300.304,"body":"and"},{"speaker":"John Tyreman","startTime":300.304,"endTime":300.414,"body":"they're"},{"speaker":"John Tyreman","startTime":300.414,"endTime":300.554,"body":"able"},{"speaker":"John Tyreman","startTime":300.554,"endTime":300.644,"body":"to"},{"speaker":"John Tyreman","startTime":300.644,"endTime":301.184,"body":"recognize"},{"speaker":"John Tyreman","startTime":301.184,"endTime":301.444,"body":"that."},{"speaker":"Mark Wainwright","startTime":301.709,"endTime":302.039,"body":"Yeah."},{"speaker":"Mark Wainwright","startTime":302.089,"endTime":302.249,"body":"In"},{"speaker":"Mark Wainwright","startTime":302.249,"endTime":302.559,"body":"the,"},{"speaker":"Mark Wainwright","startTime":302.659,"endTime":303.049,"body":"blue"},{"speaker":"Mark Wainwright","startTime":303.069,"endTime":303.479,"body":"ocean"},{"speaker":"Mark Wainwright","startTime":303.489,"endTime":304.149,"body":"strategy"},{"speaker":"Mark Wainwright","startTime":304.149,"endTime":304.549,"body":"book,"},{"speaker":"Mark Wainwright","startTime":305.199,"endTime":305.309,"body":"the"},{"speaker":"Mark Wainwright","startTime":305.309,"endTime":305.509,"body":"book"},{"speaker":"Mark Wainwright","startTime":305.509,"endTime":305.639,"body":"that"},{"speaker":"Mark Wainwright","startTime":305.639,"endTime":305.749,"body":"could"},{"speaker":"Mark Wainwright","startTime":305.749,"endTime":305.839,"body":"have"},{"speaker":"Mark Wainwright","startTime":305.839,"endTime":305.969,"body":"been"},{"speaker":"Mark Wainwright","startTime":305.969,"endTime":306.099,"body":"a"},{"speaker":"Mark Wainwright","startTime":306.429,"endTime":306.709,"body":"blog"},{"speaker":"Mark Wainwright","startTime":306.709,"endTime":306.989,"body":"post."},{"speaker":"Mark Wainwright","startTime":307.519,"endTime":307.669,"body":"no"},{"speaker":"Mark Wainwright","startTime":307.669,"endTime":308.209,"body":"offense."},{"speaker":"Mark Wainwright","startTime":308.649,"endTime":308.889,"body":"It's"},{"speaker":"Mark Wainwright","startTime":308.889,"endTime":308.959,"body":"a"},{"speaker":"Mark Wainwright","startTime":308.959,"endTime":309.139,"body":"good"},{"speaker":"Mark Wainwright","startTime":309.139,"endTime":309.269,"body":"one,"},{"speaker":"Mark Wainwright","startTime":309.269,"endTime":309.389,"body":"but"},{"speaker":"Mark Wainwright","startTime":309.389,"endTime":309.559,"body":"yeah,"},{"speaker":"Mark Wainwright","startTime":309.559,"endTime":309.619,"body":"I"},{"speaker":"Mark Wainwright","startTime":309.619,"endTime":309.759,"body":"mean,"},{"speaker":"Mark Wainwright","startTime":309.759,"endTime":309.889,"body":"the"},{"speaker":"Mark Wainwright","startTime":309.889,"endTime":310.229,"body":"concept"},{"speaker":"Mark Wainwright","startTime":310.229,"endTime":310.419,"body":"there,"},{"speaker":"Mark Wainwright","startTime":310.419,"endTime":310.629,"body":"right."},{"speaker":"Mark Wainwright","startTime":310.629,"endTime":310.879,"body":"You're"},{"speaker":"Mark Wainwright","startTime":311.109,"endTime":311.369,"body":"swimming"},{"speaker":"Mark Wainwright","startTime":311.369,"endTime":311.449,"body":"in"},{"speaker":"Mark Wainwright","startTime":311.449,"endTime":311.609,"body":"blue"},{"speaker":"Mark Wainwright","startTime":311.609,"endTime":311.939,"body":"water"},{"speaker":"Mark Wainwright","startTime":311.939,"endTime":312.179,"body":"rather"},{"speaker":"Mark Wainwright","startTime":312.179,"endTime":312.309,"body":"than"},{"speaker":"Mark Wainwright","startTime":312.309,"endTime":312.589,"body":"the"},{"speaker":"Mark Wainwright","startTime":312.779,"endTime":313.259,"body":"red,"},{"speaker":"Mark Wainwright","startTime":313.689,"endTime":314.079,"body":"shark"},{"speaker":"Mark Wainwright","startTime":314.089,"endTime":314.829,"body":"infested"},{"speaker":"Mark Wainwright","startTime":314.869,"endTime":315.359,"body":"waters"},{"speaker":"Mark Wainwright","startTime":315.359,"endTime":315.529,"body":"of"},{"speaker":"Mark Wainwright","startTime":315.529,"endTime":315.879,"body":"your"},{"speaker":"Mark Wainwright","startTime":315.949,"endTime":316.619,"body":"competition."},{"speaker":"Mark Wainwright","startTime":316.619,"endTime":317.009,"body":"So"},{"speaker":"Mark Wainwright","startTime":317.069,"endTime":317.329,"body":"yeah,"},{"speaker":"Mark Wainwright","startTime":317.339,"endTime":317.609,"body":"that's"},{"speaker":"Mark Wainwright","startTime":317.609,"endTime":317.869,"body":"that."},{"speaker":"Mark Wainwright","startTime":317.999,"endTime":318.439,"body":"And"},{"speaker":"Mark Wainwright","startTime":318.499,"endTime":318.639,"body":"the"},{"speaker":"Mark Wainwright","startTime":318.639,"endTime":319.109,"body":"nuance"},{"speaker":"Mark Wainwright","startTime":319.109,"endTime":319.249,"body":"of"},{"speaker":"Mark Wainwright","startTime":319.259,"endTime":319.469,"body":"that"},{"speaker":"Mark Wainwright","startTime":319.469,"endTime":319.969,"body":"definition"},{"speaker":"Mark Wainwright","startTime":319.969,"endTime":320.089,"body":"that"},{"speaker":"Mark Wainwright","startTime":320.089,"endTime":320.209,"body":"you"},{"speaker":"Mark Wainwright","startTime":320.209,"endTime":320.489,"body":"said"},{"speaker":"Mark Wainwright","startTime":320.489,"endTime":320.769,"body":"there"},{"speaker":"Mark Wainwright","startTime":320.769,"endTime":321.009,"body":"is"},{"speaker":"Mark Wainwright","startTime":321.039,"endTime":321.389,"body":"that"},{"speaker":"Mark Wainwright","startTime":321.619,"endTime":321.749,"body":"the"},{"speaker":"Mark Wainwright","startTime":321.749,"endTime":322.199,"body":"market"},{"speaker":"Mark Wainwright","startTime":322.199,"endTime":323.219,"body":"recognizes"},{"speaker":"Mark Wainwright","startTime":323.229,"endTime":323.249,"body":"it."},{"speaker":"Mark Wainwright","startTime":323.249,"endTime":323.269,"body":"Yeah."},{"speaker":"John Tyreman","startTime":323.814,"endTime":324.024,"body":"Yeah,"},{"speaker":"Mark Wainwright","startTime":324.339,"endTime":324.539,"body":"And"},{"speaker":"Mark Wainwright","startTime":324.539,"endTime":325.389,"body":"understands"},{"speaker":"Mark Wainwright","startTime":325.649,"endTime":325.939,"body":"that"},{"speaker":"Mark Wainwright","startTime":325.989,"endTime":326.569,"body":"position,"},{"speaker":"Mark Wainwright","startTime":326.779,"endTime":327.059,"body":"right?"},{"speaker":"Mark Wainwright","startTime":327.069,"endTime":327.449,"body":"Rather"},{"speaker":"Mark Wainwright","startTime":327.449,"endTime":327.699,"body":"than"},{"speaker":"Mark Wainwright","startTime":327.709,"endTime":327.899,"body":"you"},{"speaker":"Mark Wainwright","startTime":327.909,"endTime":328.229,"body":"thinking"},{"speaker":"Mark Wainwright","startTime":328.229,"endTime":328.419,"body":"you're"},{"speaker":"Mark Wainwright","startTime":328.419,"endTime":328.629,"body":"off"},{"speaker":"Mark Wainwright","startTime":328.629,"endTime":328.769,"body":"on"},{"speaker":"Mark Wainwright","startTime":328.769,"endTime":329.029,"body":"your"},{"speaker":"Mark Wainwright","startTime":329.119,"endTime":329.469,"body":"own,"},{"speaker":"Mark Wainwright","startTime":329.479,"endTime":329.649,"body":"but"},{"speaker":"Mark Wainwright","startTime":329.649,"endTime":329.939,"body":"nobody"},{"speaker":"Mark Wainwright","startTime":329.939,"endTime":330.179,"body":"really"},{"speaker":"Mark Wainwright","startTime":330.179,"endTime":330.459,"body":"sees"},{"speaker":"Mark Wainwright","startTime":330.459,"endTime":330.609,"body":"you"},{"speaker":"Mark Wainwright","startTime":330.609,"endTime":330.679,"body":"or"},{"speaker":"Mark Wainwright","startTime":330.679,"endTime":331.279,"body":"recognizes"},{"speaker":"Mark Wainwright","startTime":331.279,"endTime":331.469,"body":"you"},{"speaker":"Mark Wainwright","startTime":331.469,"endTime":331.709,"body":"as"},{"speaker":"Mark Wainwright","startTime":331.729,"endTime":332.139,"body":"being"},{"speaker":"Mark Wainwright","startTime":332.139,"endTime":332.409,"body":"good."},{"speaker":"Mark Wainwright","startTime":332.469,"endTime":332.619,"body":"So"},{"speaker":"Mark Wainwright","startTime":332.619,"endTime":332.859,"body":"those"},{"speaker":"Mark Wainwright","startTime":332.859,"endTime":333.049,"body":"are,"},{"speaker":"Mark Wainwright","startTime":333.079,"endTime":333.309,"body":"three."},{"speaker":"Mark Wainwright","startTime":333.309,"endTime":333.449,"body":"Yeah."},{"speaker":"Mark Wainwright","startTime":333.449,"endTime":333.579,"body":"Let's"},{"speaker":"Mark Wainwright","startTime":333.579,"endTime":333.779,"body":"stick"},{"speaker":"Mark Wainwright","startTime":333.779,"endTime":333.979,"body":"into"},{"speaker":"Mark Wainwright","startTime":333.979,"endTime":334.079,"body":"them."},{"speaker":"Mark Wainwright","startTime":334.129,"endTime":334.249,"body":"We'll"},{"speaker":"Mark Wainwright","startTime":334.249,"endTime":334.479,"body":"circle"},{"speaker":"Mark Wainwright","startTime":334.479,"endTime":334.639,"body":"back"},{"speaker":"Mark Wainwright","startTime":334.639,"endTime":334.749,"body":"to"},{"speaker":"Mark Wainwright","startTime":334.749,"endTime":335.199,"body":"focus."},{"speaker":"Mark Wainwright","startTime":335.296,"endTime":335.616,"body":"wanted"},{"speaker":"Mark Wainwright","startTime":335.616,"endTime":335.666,"body":"a"},{"speaker":"Mark Wainwright","startTime":335.666,"endTime":335.866,"body":"little"},{"speaker":"Mark Wainwright","startTime":335.866,"endTime":336.056,"body":"bit"},{"speaker":"Mark Wainwright","startTime":336.056,"endTime":336.456,"body":"into,"},{"speaker":"Mark Wainwright","startTime":336.496,"endTime":337.426,"body":"focus,"},{"speaker":"Mark Wainwright","startTime":337.686,"endTime":337.816,"body":"you"},{"speaker":"Mark Wainwright","startTime":337.816,"endTime":337.946,"body":"know,"},{"speaker":"Mark Wainwright","startTime":338.116,"endTime":338.686,"body":"defining"},{"speaker":"Mark Wainwright","startTime":338.686,"endTime":338.866,"body":"where"},{"speaker":"Mark Wainwright","startTime":338.866,"endTime":339.126,"body":"you"},{"speaker":"Mark Wainwright","startTime":339.126,"endTime":339.646,"body":"spend"},{"speaker":"Mark Wainwright","startTime":339.646,"endTime":340.106,"body":"your,"},{"speaker":"Mark Wainwright","startTime":340.436,"endTime":340.856,"body":"effort."},{"speaker":"Mark Wainwright","startTime":340.866,"endTime":340.956,"body":"And"},{"speaker":"Mark Wainwright","startTime":340.956,"endTime":341.326,"body":"obviously,"},{"speaker":"Mark Wainwright","startTime":341.326,"endTime":341.576,"body":"you"},{"speaker":"Mark Wainwright","startTime":341.576,"endTime":341.696,"body":"know,"},{"speaker":"Mark Wainwright","startTime":341.696,"endTime":341.886,"body":"we're"},{"speaker":"Mark Wainwright","startTime":341.886,"endTime":342.256,"body":"focused"},{"speaker":"Mark Wainwright","startTime":342.256,"endTime":342.356,"body":"on"},{"speaker":"Mark Wainwright","startTime":342.556,"endTime":343.026,"body":"professional"},{"speaker":"Mark Wainwright","startTime":343.026,"endTime":343.476,"body":"services"},{"speaker":"Mark Wainwright","startTime":343.476,"endTime":343.606,"body":"and"},{"speaker":"Mark Wainwright","startTime":343.616,"endTime":344.156,"body":"experts."},{"speaker":"Mark Wainwright","startTime":344.166,"endTime":344.526,"body":"So,"},{"speaker":"Mark Wainwright","startTime":345.196,"endTime":345.366,"body":"you"},{"speaker":"Mark Wainwright","startTime":345.366,"endTime":345.546,"body":"know,"},{"speaker":"Mark Wainwright","startTime":345.646,"endTime":345.806,"body":"where"},{"speaker":"Mark Wainwright","startTime":345.806,"endTime":345.856,"body":"are"},{"speaker":"Mark Wainwright","startTime":345.856,"endTime":346.196,"body":"experts"},{"speaker":"Mark Wainwright","startTime":346.196,"endTime":346.736,"body":"spending"},{"speaker":"Mark Wainwright","startTime":347.146,"endTime":347.306,"body":"their"},{"speaker":"Mark Wainwright","startTime":347.306,"endTime":347.646,"body":"time"},{"speaker":"Mark Wainwright","startTime":347.646,"endTime":347.796,"body":"and"},{"speaker":"Mark Wainwright","startTime":347.836,"endTime":348.186,"body":"every"},{"speaker":"Mark Wainwright","startTime":348.186,"endTime":348.436,"body":"single"},{"speaker":"Mark Wainwright","startTime":348.466,"endTime":348.666,"body":"time"},{"speaker":"Mark Wainwright","startTime":348.666,"endTime":348.706,"body":"I"},{"speaker":"Mark Wainwright","startTime":348.706,"endTime":348.896,"body":"bring"},{"speaker":"Mark Wainwright","startTime":348.896,"endTime":349.036,"body":"this"},{"speaker":"Mark Wainwright","startTime":349.046,"endTime":349.416,"body":"topic"},{"speaker":"Mark Wainwright","startTime":349.426,"endTime":349.606,"body":"up"},{"speaker":"Mark Wainwright","startTime":349.606,"endTime":349.746,"body":"when"},{"speaker":"Mark Wainwright","startTime":349.746,"endTime":349.836,"body":"I'm"},{"speaker":"Mark Wainwright","startTime":349.836,"endTime":350.156,"body":"talking"},{"speaker":"Mark Wainwright","startTime":350.156,"endTime":350.256,"body":"to"},{"speaker":"Mark Wainwright","startTime":350.256,"endTime":350.876,"body":"someone,"},{"speaker":"Mark Wainwright","startTime":350.876,"endTime":351.219,"body":"the"},{"speaker":"Mark Wainwright","startTime":351.219,"endTime":351.549,"body":"main"},{"speaker":"Mark Wainwright","startTime":351.549,"endTime":352.239,"body":"objection"},{"speaker":"Mark Wainwright","startTime":352.239,"endTime":352.469,"body":"that"},{"speaker":"Mark Wainwright","startTime":352.499,"endTime":352.889,"body":"comes"},{"speaker":"Mark Wainwright","startTime":352.949,"endTime":353.249,"body":"up"},{"speaker":"Mark Wainwright","startTime":353.309,"endTime":354.259,"body":"is,"},{"speaker":"Mark Wainwright","startTime":354.553,"endTime":354.873,"body":"okay,"},{"speaker":"Mark Wainwright","startTime":354.873,"endTime":355.233,"body":"so"},{"speaker":"Mark Wainwright","startTime":355.653,"endTime":355.803,"body":"you"},{"speaker":"Mark Wainwright","startTime":355.803,"endTime":356.003,"body":"said"},{"speaker":"Mark Wainwright","startTime":356.003,"endTime":356.153,"body":"we"},{"speaker":"Mark Wainwright","startTime":356.153,"endTime":356.393,"body":"have"},{"speaker":"Mark Wainwright","startTime":356.393,"endTime":356.603,"body":"to"},{"speaker":"Mark Wainwright","startTime":356.833,"endTime":357.383,"body":"focus,"},{"speaker":"Mark Wainwright","startTime":357.383,"endTime":357.653,"body":"so"},{"speaker":"Mark Wainwright","startTime":357.653,"endTime":357.913,"body":"we"},{"speaker":"Mark Wainwright","startTime":357.923,"endTime":358.173,"body":"say"},{"speaker":"Mark Wainwright","startTime":358.173,"endTime":358.473,"body":"yes"},{"speaker":"Mark Wainwright","startTime":358.473,"endTime":358.603,"body":"to"},{"speaker":"Mark Wainwright","startTime":358.603,"endTime":358.833,"body":"some"},{"speaker":"Mark Wainwright","startTime":358.833,"endTime":359.143,"body":"things"},{"speaker":"Mark Wainwright","startTime":359.143,"endTime":359.303,"body":"and"},{"speaker":"Mark Wainwright","startTime":359.303,"endTime":359.483,"body":"no"},{"speaker":"Mark Wainwright","startTime":359.483,"endTime":359.613,"body":"to"},{"speaker":"Mark Wainwright","startTime":359.653,"endTime":360.073,"body":"other"},{"speaker":"Mark Wainwright","startTime":360.133,"endTime":360.903,"body":"things."},{"speaker":"Mark Wainwright","startTime":360.903,"endTime":361.193,"body":"So"},{"speaker":"Mark Wainwright","startTime":361.193,"endTime":361.493,"body":"does"},{"speaker":"Mark Wainwright","startTime":361.503,"endTime":361.853,"body":"that"},{"speaker":"Mark Wainwright","startTime":361.863,"endTime":362.323,"body":"mean"},{"speaker":"Mark Wainwright","startTime":362.333,"endTime":362.973,"body":"that"},{"speaker":"Mark Wainwright","startTime":363.243,"endTime":363.543,"body":"we"},{"speaker":"Mark Wainwright","startTime":363.543,"endTime":363.843,"body":"say"},{"speaker":"Mark Wainwright","startTime":363.843,"endTime":364.213,"body":"no"},{"speaker":"Mark Wainwright","startTime":364.263,"endTime":364.633,"body":"to"},{"speaker":"Mark Wainwright","startTime":364.703,"endTime":365.523,"body":"every"},{"speaker":"Mark Wainwright","startTime":365.533,"endTime":366.173,"body":"single"},{"speaker":"Mark Wainwright","startTime":366.233,"endTime":366.393,"body":"new"},{"speaker":"Mark Wainwright","startTime":366.393,"endTime":366.923,"body":"client,"},{"speaker":"Mark Wainwright","startTime":366.963,"endTime":367.343,"body":"new"},{"speaker":"Mark Wainwright","startTime":367.373,"endTime":367.913,"body":"prospective"},{"speaker":"Mark Wainwright","startTime":367.913,"endTime":368.433,"body":"opportunity"},{"speaker":"Mark Wainwright","startTime":368.433,"endTime":368.583,"body":"that"},{"speaker":"Mark Wainwright","startTime":368.583,"endTime":368.813,"body":"shows"},{"speaker":"Mark Wainwright","startTime":368.813,"endTime":368.943,"body":"up"},{"speaker":"Mark Wainwright","startTime":368.943,"endTime":369.023,"body":"at"},{"speaker":"Mark Wainwright","startTime":369.023,"endTime":369.113,"body":"the"},{"speaker":"Mark Wainwright","startTime":369.113,"endTime":369.353,"body":"front"},{"speaker":"Mark Wainwright","startTime":369.363,"endTime":369.693,"body":"door?"},{"speaker":"Mark Wainwright","startTime":369.693,"endTime":370.283,"body":"And,"},{"speaker":"Mark Wainwright","startTime":370.393,"endTime":370.523,"body":"you"},{"speaker":"Mark Wainwright","startTime":370.523,"endTime":370.603,"body":"know,"},{"speaker":"Mark Wainwright","startTime":370.603,"endTime":370.753,"body":"my"},{"speaker":"Mark Wainwright","startTime":370.753,"endTime":370.933,"body":"answer"},{"speaker":"Mark Wainwright","startTime":370.933,"endTime":370.963,"body":"to"},{"speaker":"Mark Wainwright","startTime":370.963,"endTime":371.213,"body":"that"},{"speaker":"Mark Wainwright","startTime":371.213,"endTime":371.443,"body":"was"},{"speaker":"Mark Wainwright","startTime":371.613,"endTime":372.163,"body":"no,"},{"speaker":"Mark Wainwright","startTime":372.263,"endTime":372.453,"body":"you"},{"speaker":"Mark Wainwright","startTime":372.453,"endTime":372.753,"body":"don't"},{"speaker":"Mark Wainwright","startTime":372.753,"endTime":373.133,"body":"say"},{"speaker":"Mark Wainwright","startTime":373.133,"endTime":373.613,"body":"no"},{"speaker":"Mark Wainwright","startTime":373.643,"endTime":373.843,"body":"to"},{"speaker":"Mark Wainwright","startTime":373.853,"endTime":374.183,"body":"things"},{"speaker":"Mark Wainwright","startTime":374.183,"endTime":374.383,"body":"that"},{"speaker":"Mark Wainwright","startTime":374.383,"endTime":374.753,"body":"show"},{"speaker":"Mark Wainwright","startTime":374.753,"endTime":374.933,"body":"up"},{"speaker":"Mark Wainwright","startTime":374.933,"endTime":375.083,"body":"at"},{"speaker":"Mark Wainwright","startTime":375.103,"endTime":375.243,"body":"the"},{"speaker":"Mark Wainwright","startTime":375.243,"endTime":375.563,"body":"front"},{"speaker":"Mark Wainwright","startTime":375.563,"endTime":375.783,"body":"door"},{"speaker":"Mark Wainwright","startTime":375.793,"endTime":375.973,"body":"if"},{"speaker":"Mark Wainwright","startTime":375.973,"endTime":376.213,"body":"they're"},{"speaker":"Mark Wainwright","startTime":376.213,"endTime":376.293,"body":"a"},{"speaker":"Mark Wainwright","startTime":376.293,"endTime":376.643,"body":"good"},{"speaker":"Mark Wainwright","startTime":376.723,"endTime":377.223,"body":"fits."},{"speaker":"Mark Wainwright","startTime":377.223,"endTime":377.393,"body":"Then"},{"speaker":"Mark Wainwright","startTime":377.393,"endTime":377.563,"body":"you"},{"speaker":"Mark Wainwright","startTime":377.563,"endTime":377.813,"body":"can"},{"speaker":"Mark Wainwright","startTime":377.813,"endTime":378.333,"body":"proceed"},{"speaker":"Mark Wainwright","startTime":378.353,"endTime":378.853,"body":"forward,"},{"speaker":"Mark Wainwright","startTime":378.853,"endTime":379.253,"body":"right?"},{"speaker":"Mark Wainwright","startTime":379.343,"endTime":379.653,"body":"Maybe"},{"speaker":"Mark Wainwright","startTime":379.653,"endTime":379.803,"body":"it's"},{"speaker":"Mark Wainwright","startTime":379.803,"endTime":379.883,"body":"a"},{"speaker":"Mark Wainwright","startTime":379.883,"endTime":380.243,"body":"slightly"},{"speaker":"Mark Wainwright","startTime":380.243,"endTime":380.683,"body":"outside"},{"speaker":"Mark Wainwright","startTime":380.683,"endTime":380.853,"body":"that"},{"speaker":"Mark Wainwright","startTime":380.863,"endTime":381.193,"body":"area"},{"speaker":"Mark Wainwright","startTime":381.203,"endTime":381.373,"body":"of"},{"speaker":"Mark Wainwright","startTime":381.383,"endTime":381.783,"body":"focus."},{"speaker":"Mark Wainwright","startTime":381.793,"endTime":381.973,"body":"You"},{"speaker":"Mark Wainwright","startTime":381.973,"endTime":382.383,"body":"don't"},{"speaker":"Mark Wainwright","startTime":382.413,"endTime":382.983,"body":"say"},{"speaker":"Mark Wainwright","startTime":383.213,"endTime":383.523,"body":"no"},{"speaker":"Mark Wainwright","startTime":383.523,"endTime":383.733,"body":"to"},{"speaker":"Mark Wainwright","startTime":383.733,"endTime":384.053,"body":"that,"},{"speaker":"Mark Wainwright","startTime":384.153,"endTime":384.893,"body":"but"},{"speaker":"Mark Wainwright","startTime":384.893,"endTime":385.193,"body":"what"},{"speaker":"Mark Wainwright","startTime":385.203,"endTime":385.753,"body":"you"},{"speaker":"Mark Wainwright","startTime":385.763,"endTime":386.163,"body":"do"},{"speaker":"Mark Wainwright","startTime":386.183,"endTime":386.453,"body":"say"},{"speaker":"Mark Wainwright","startTime":386.453,"endTime":386.693,"body":"no"},{"speaker":"Mark Wainwright","startTime":386.693,"endTime":387.183,"body":"to"},{"speaker":"Mark Wainwright","startTime":387.383,"endTime":387.853,"body":"is"},{"speaker":"Mark Wainwright","startTime":387.863,"endTime":388.193,"body":"the"},{"speaker":"Mark Wainwright","startTime":388.203,"endTime":388.543,"body":"time"},{"speaker":"Mark Wainwright","startTime":388.543,"endTime":388.683,"body":"and"},{"speaker":"Mark Wainwright","startTime":388.693,"endTime":389.103,"body":"efforts"},{"speaker":"Mark Wainwright","startTime":389.103,"endTime":389.303,"body":"and"},{"speaker":"Mark Wainwright","startTime":389.303,"endTime":389.843,"body":"resources"},{"speaker":"Mark Wainwright","startTime":389.843,"endTime":390.003,"body":"you"},{"speaker":"Mark Wainwright","startTime":390.003,"endTime":390.473,"body":"spend"},{"speaker":"Mark Wainwright","startTime":390.803,"endTime":391.023,"body":"in"},{"speaker":"Mark Wainwright","startTime":391.023,"endTime":391.273,"body":"your"},{"speaker":"Mark Wainwright","startTime":391.313,"endTime":392.483,"body":"proactive"},{"speaker":"Mark Wainwright","startTime":392.483,"endTime":393.353,"body":"activities,"},{"speaker":"Mark Wainwright","startTime":393.403,"endTime":393.713,"body":"right?"},{"speaker":"Mark Wainwright","startTime":393.713,"endTime":393.913,"body":"So"},{"speaker":"Mark Wainwright","startTime":393.923,"endTime":394.353,"body":"that's"},{"speaker":"Mark Wainwright","startTime":394.353,"endTime":394.493,"body":"where"},{"speaker":"Mark Wainwright","startTime":394.493,"endTime":394.633,"body":"you"},{"speaker":"Mark Wainwright","startTime":394.633,"endTime":394.933,"body":"start"},{"speaker":"Mark Wainwright","startTime":394.933,"endTime":395.043,"body":"to"},{"speaker":"Mark Wainwright","startTime":395.043,"endTime":395.493,"body":"refine."},{"speaker":"Mark Wainwright","startTime":396.098,"endTime":396.388,"body":"And"},{"speaker":"Mark Wainwright","startTime":396.388,"endTime":396.678,"body":"narrow"},{"speaker":"Mark Wainwright","startTime":396.678,"endTime":396.958,"body":"down."},{"speaker":"John Tyreman","startTime":397.193,"endTime":397.413,"body":"What"},{"speaker":"John Tyreman","startTime":397.413,"endTime":397.483,"body":"are"},{"speaker":"John Tyreman","startTime":397.503,"endTime":397.663,"body":"some"},{"speaker":"John Tyreman","startTime":397.663,"endTime":398.133,"body":"examples"},{"speaker":"John Tyreman","startTime":398.133,"endTime":398.273,"body":"of"},{"speaker":"John Tyreman","startTime":398.273,"endTime":398.433,"body":"those"},{"speaker":"John Tyreman","startTime":398.463,"endTime":398.993,"body":"proactive"},{"speaker":"John Tyreman","startTime":398.993,"endTime":399.533,"body":"activities,"},{"speaker":"John Tyreman","startTime":399.533,"endTime":399.726,"body":"Mark?"},{"speaker":"John Tyreman","startTime":399.849,"endTime":399.969,"body":"does"},{"speaker":"John Tyreman","startTime":399.969,"endTime":400.059,"body":"the"},{"speaker":"John Tyreman","startTime":400.059,"endTime":400.319,"body":"rubber"},{"speaker":"John Tyreman","startTime":400.319,"endTime":400.469,"body":"hit"},{"speaker":"John Tyreman","startTime":400.469,"endTime":400.569,"body":"the"},{"speaker":"John Tyreman","startTime":400.569,"endTime":400.839,"body":"road"},{"speaker":"John Tyreman","startTime":400.839,"endTime":401.099,"body":"there?"},{"speaker":"John Tyreman","startTime":401.1,"endTime":403.529,"body":"A"},{"speaker":"Mark Wainwright","startTime":403.884,"endTime":404.334,"body":"for"},{"speaker":"Mark Wainwright","startTime":404.334,"endTime":405.484,"body":"referrals,"},{"speaker":"Mark Wainwright","startTime":405.584,"endTime":405.864,"body":"when"},{"speaker":"Mark Wainwright","startTime":405.864,"endTime":406.134,"body":"you"},{"speaker":"Mark Wainwright","startTime":406.134,"endTime":406.584,"body":"approach"},{"speaker":"Mark Wainwright","startTime":406.584,"endTime":406.904,"body":"people"},{"speaker":"Mark Wainwright","startTime":406.904,"endTime":407.084,"body":"that,"},{"speaker":"Mark Wainwright","startTime":407.084,"endTime":407.234,"body":"you"},{"speaker":"Mark Wainwright","startTime":407.244,"endTime":407.554,"body":"know,"},{"speaker":"Mark Wainwright","startTime":407.554,"endTime":407.784,"body":"and"},{"speaker":"Mark Wainwright","startTime":407.784,"endTime":408.294,"body":"trust"},{"speaker":"Mark Wainwright","startTime":408.294,"endTime":408.474,"body":"who"},{"speaker":"Mark Wainwright","startTime":408.484,"endTime":408.724,"body":"know"},{"speaker":"Mark Wainwright","startTime":408.724,"endTime":408.884,"body":"and"},{"speaker":"Mark Wainwright","startTime":408.884,"endTime":409.224,"body":"trust"},{"speaker":"Mark Wainwright","startTime":409.224,"endTime":409.524,"body":"you"},{"speaker":"Mark Wainwright","startTime":409.524,"endTime":409.684,"body":"and"},{"speaker":"Mark Wainwright","startTime":409.684,"endTime":409.844,"body":"you're"},{"speaker":"Mark Wainwright","startTime":409.844,"endTime":410.384,"body":"seeking"},{"speaker":"Mark Wainwright","startTime":410.394,"endTime":410.714,"body":"for"},{"speaker":"Mark Wainwright","startTime":410.724,"endTime":411.494,"body":"introductions"},{"speaker":"Mark Wainwright","startTime":411.494,"endTime":411.624,"body":"to"},{"speaker":"Mark Wainwright","startTime":411.624,"endTime":411.904,"body":"others,"},{"speaker":"Mark Wainwright","startTime":411.904,"endTime":412.034,"body":"you"},{"speaker":"Mark Wainwright","startTime":412.034,"endTime":412.204,"body":"could"},{"speaker":"Mark Wainwright","startTime":412.224,"endTime":412.604,"body":"help."},{"speaker":"Mark Wainwright","startTime":413.254,"endTime":413.494,"body":"You"},{"speaker":"Mark Wainwright","startTime":413.494,"endTime":413.654,"body":"are"},{"speaker":"Mark Wainwright","startTime":413.654,"endTime":414.234,"body":"very"},{"speaker":"Mark Wainwright","startTime":414.234,"endTime":414.834,"body":"careful"},{"speaker":"Mark Wainwright","startTime":414.844,"endTime":415.064,"body":"when"},{"speaker":"Mark Wainwright","startTime":415.064,"endTime":415.384,"body":"you"},{"speaker":"Mark Wainwright","startTime":415.384,"endTime":415.674,"body":"are"},{"speaker":"Mark Wainwright","startTime":415.984,"endTime":416.364,"body":"a"},{"speaker":"Mark Wainwright","startTime":416.374,"endTime":416.924,"body":"selecting"},{"speaker":"Mark Wainwright","startTime":416.924,"endTime":417.114,"body":"those"},{"speaker":"Mark Wainwright","startTime":417.114,"endTime":417.604,"body":"individuals"},{"speaker":"Mark Wainwright","startTime":417.604,"endTime":417.684,"body":"to"},{"speaker":"Mark Wainwright","startTime":417.684,"endTime":417.774,"body":"go"},{"speaker":"Mark Wainwright","startTime":417.774,"endTime":417.914,"body":"and"},{"speaker":"Mark Wainwright","startTime":417.914,"endTime":418.204,"body":"talk"},{"speaker":"Mark Wainwright","startTime":418.204,"endTime":418.424,"body":"to,"},{"speaker":"Mark Wainwright","startTime":418.464,"endTime":418.584,"body":"to"},{"speaker":"Mark Wainwright","startTime":418.584,"endTime":418.784,"body":"make"},{"speaker":"Mark Wainwright","startTime":418.784,"endTime":419.114,"body":"sure"},{"speaker":"Mark Wainwright","startTime":419.114,"endTime":419.334,"body":"that"},{"speaker":"Mark Wainwright","startTime":419.634,"endTime":419.914,"body":"they"},{"speaker":"Mark Wainwright","startTime":419.914,"endTime":420.114,"body":"are"},{"speaker":"Mark Wainwright","startTime":420.154,"endTime":420.484,"body":"part"},{"speaker":"Mark Wainwright","startTime":420.494,"endTime":420.844,"body":"of"},{"speaker":"Mark Wainwright","startTime":420.884,"endTime":421.394,"body":"this"},{"speaker":"Mark Wainwright","startTime":421.714,"endTime":421.964,"body":"area"},{"speaker":"Mark Wainwright","startTime":421.984,"endTime":422.154,"body":"of"},{"speaker":"Mark Wainwright","startTime":422.164,"endTime":422.774,"body":"focus."},{"speaker":"Mark Wainwright","startTime":423.534,"endTime":423.894,"body":"Because"},{"speaker":"Mark Wainwright","startTime":423.894,"endTime":424.574,"body":"obviously"},{"speaker":"Mark Wainwright","startTime":424.904,"endTime":425.174,"body":"they're"},{"speaker":"Mark Wainwright","startTime":425.174,"endTime":425.434,"body":"going"},{"speaker":"Mark Wainwright","startTime":425.434,"endTime":425.544,"body":"to"},{"speaker":"Mark Wainwright","startTime":425.554,"endTime":425.914,"body":"hopefully"},{"speaker":"Mark Wainwright","startTime":425.914,"endTime":426.174,"body":"lead"},{"speaker":"Mark Wainwright","startTime":426.174,"endTime":426.354,"body":"you"},{"speaker":"Mark Wainwright","startTime":426.354,"endTime":426.554,"body":"to"},{"speaker":"Mark Wainwright","startTime":426.554,"endTime":427.294,"body":"places,"},{"speaker":"Mark Wainwright","startTime":427.504,"endTime":427.724,"body":"of"},{"speaker":"Mark Wainwright","startTime":427.724,"endTime":427.944,"body":"that"},{"speaker":"Mark Wainwright","startTime":427.944,"endTime":428.374,"body":"same"},{"speaker":"Mark Wainwright","startTime":428.394,"endTime":428.674,"body":"area"},{"speaker":"Mark Wainwright","startTime":428.674,"endTime":428.784,"body":"of"},{"speaker":"Mark Wainwright","startTime":428.794,"endTime":429.184,"body":"focus"},{"speaker":"Mark Wainwright","startTime":429.184,"endTime":429.394,"body":"if"},{"speaker":"Mark Wainwright","startTime":429.394,"endTime":429.744,"body":"you"},{"speaker":"Mark Wainwright","startTime":429.744,"endTime":430.144,"body":"found"},{"speaker":"Mark Wainwright","startTime":430.154,"endTime":430.314,"body":"that"},{"speaker":"Mark Wainwright","startTime":430.324,"endTime":430.494,"body":"you've"},{"speaker":"Mark Wainwright","startTime":430.494,"endTime":430.674,"body":"had"},{"speaker":"Mark Wainwright","startTime":430.674,"endTime":431.114,"body":"success"},{"speaker":"Mark Wainwright","startTime":431.124,"endTime":431.654,"body":"working"},{"speaker":"Mark Wainwright","startTime":431.764,"endTime":432.244,"body":"with,"},{"speaker":"Mark Wainwright","startTime":432.644,"endTime":433.074,"body":"small"},{"speaker":"Mark Wainwright","startTime":433.074,"endTime":434.044,"body":"municipalities"},{"speaker":"Mark Wainwright","startTime":434.044,"endTime":434.334,"body":"doing"},{"speaker":"Mark Wainwright","startTime":434.374,"endTime":434.584,"body":"X"},{"speaker":"Mark Wainwright","startTime":434.584,"endTime":434.854,"body":"type"},{"speaker":"Mark Wainwright","startTime":434.854,"endTime":434.974,"body":"of"},{"speaker":"Mark Wainwright","startTime":434.984,"endTime":435.594,"body":"work,"},{"speaker":"Mark Wainwright","startTime":435.594,"endTime":435.764,"body":"you"},{"speaker":"Mark Wainwright","startTime":435.764,"endTime":435.934,"body":"want"},{"speaker":"Mark Wainwright","startTime":435.934,"endTime":435.974,"body":"to"},{"speaker":"Mark Wainwright","startTime":435.974,"endTime":436.104,"body":"be"},{"speaker":"Mark Wainwright","startTime":436.104,"endTime":436.354,"body":"really"},{"speaker":"Mark Wainwright","startTime":436.354,"endTime":436.784,"body":"careful"},{"speaker":"Mark Wainwright","startTime":436.784,"endTime":437.074,"body":"on"},{"speaker":"Mark Wainwright","startTime":437.124,"endTime":437.294,"body":"who"},{"speaker":"Mark Wainwright","startTime":437.294,"endTime":437.384,"body":"you"},{"speaker":"Mark Wainwright","startTime":437.384,"endTime":437.494,"body":"go"},{"speaker":"Mark Wainwright","startTime":437.494,"endTime":437.624,"body":"and"},{"speaker":"Mark Wainwright","startTime":437.624,"endTime":437.854,"body":"talk"},{"speaker":"Mark Wainwright","startTime":437.854,"endTime":438.224,"body":"to,"},{"speaker":"Mark Wainwright","startTime":438.224,"endTime":438.634,"body":"there."},{"speaker":"Mark Wainwright","startTime":438.654,"endTime":438.774,"body":"Oh,"},{"speaker":"Mark Wainwright","startTime":438.774,"endTime":438.984,"body":"yeah,"},{"speaker":"Mark Wainwright","startTime":438.984,"endTime":439.104,"body":"I"},{"speaker":"Mark Wainwright","startTime":439.104,"endTime":439.334,"body":"know"},{"speaker":"Mark Wainwright","startTime":439.334,"endTime":439.589,"body":"2"},{"speaker":"Mark Wainwright","startTime":439.589,"endTime":439.761,"body":"other"},{"speaker":"Mark Wainwright","startTime":439.761,"endTime":440.098,"body":"people"},{"speaker":"Mark Wainwright","startTime":440.098,"endTime":440.198,"body":"at"},{"speaker":"Mark Wainwright","startTime":440.198,"endTime":440.518,"body":"small"},{"speaker":"Mark Wainwright","startTime":440.528,"endTime":441.208,"body":"municipalities"},{"speaker":"Mark Wainwright","startTime":441.208,"endTime":441.328,"body":"who"},{"speaker":"Mark Wainwright","startTime":441.328,"endTime":441.448,"body":"do"},{"speaker":"Mark Wainwright","startTime":441.448,"endTime":441.668,"body":"this,"},{"speaker":"Mark Wainwright","startTime":441.668,"endTime":441.748,"body":"but"},{"speaker":"Mark Wainwright","startTime":441.868,"endTime":441.968,"body":"when"},{"speaker":"Mark Wainwright","startTime":441.968,"endTime":442.048,"body":"you"},{"speaker":"Mark Wainwright","startTime":442.048,"endTime":442.178,"body":"have"},{"speaker":"Mark Wainwright","startTime":442.178,"endTime":442.258,"body":"this"},{"speaker":"Mark Wainwright","startTime":442.258,"endTime":442.648,"body":"specific"},{"speaker":"Mark Wainwright","startTime":442.658,"endTime":442.818,"body":"kind"},{"speaker":"Mark Wainwright","startTime":442.818,"endTime":442.908,"body":"of"},{"speaker":"Mark Wainwright","startTime":442.908,"endTime":442.928,"body":"a"},{"speaker":"Mark Wainwright","startTime":442.928,"endTime":443.258,"body":"need,"},{"speaker":"Mark Wainwright","startTime":443.258,"endTime":443.388,"body":"that"},{"speaker":"Mark Wainwright","startTime":443.388,"endTime":443.548,"body":"sort"},{"speaker":"Mark Wainwright","startTime":443.548,"endTime":443.648,"body":"of"},{"speaker":"Mark Wainwright","startTime":443.648,"endTime":443.878,"body":"thing."},{"speaker":"Mark Wainwright","startTime":443.878,"endTime":444.148,"body":"So,"},{"speaker":"Mark Wainwright","startTime":444.331,"endTime":444.451,"body":"we're"},{"speaker":"Mark Wainwright","startTime":444.451,"endTime":444.601,"body":"talking"},{"speaker":"Mark Wainwright","startTime":444.601,"endTime":444.731,"body":"about"},{"speaker":"Mark Wainwright","startTime":444.731,"endTime":445.131,"body":"referrals,"},{"speaker":"Mark Wainwright","startTime":445.151,"endTime":445.311,"body":"you're"},{"speaker":"Mark Wainwright","startTime":445.311,"endTime":445.711,"body":"selective"},{"speaker":"Mark Wainwright","startTime":445.711,"endTime":445.971,"body":"about"},{"speaker":"Mark Wainwright","startTime":446.291,"endTime":446.471,"body":"who"},{"speaker":"Mark Wainwright","startTime":446.471,"endTime":446.581,"body":"you"},{"speaker":"Mark Wainwright","startTime":446.581,"endTime":447.131,"body":"approach"},{"speaker":"Mark Wainwright","startTime":447.451,"endTime":447.731,"body":"and"},{"speaker":"Mark Wainwright","startTime":447.741,"endTime":448.051,"body":"then"},{"speaker":"Mark Wainwright","startTime":448.051,"endTime":448.261,"body":"when"},{"speaker":"Mark Wainwright","startTime":448.261,"endTime":448.461,"body":"you're"},{"speaker":"Mark Wainwright","startTime":448.471,"endTime":448.891,"body":"talking"},{"speaker":"Mark Wainwright","startTime":448.891,"endTime":449.061,"body":"to"},{"speaker":"Mark Wainwright","startTime":449.081,"endTime":449.471,"body":"them,"},{"speaker":"Mark Wainwright","startTime":450.201,"endTime":450.391,"body":"you're"},{"speaker":"Mark Wainwright","startTime":450.391,"endTime":450.641,"body":"really"},{"speaker":"Mark Wainwright","startTime":450.641,"endTime":451.001,"body":"careful"},{"speaker":"Mark Wainwright","startTime":451.011,"endTime":451.121,"body":"to"},{"speaker":"Mark Wainwright","startTime":451.121,"endTime":451.541,"body":"provide"},{"speaker":"Mark Wainwright","startTime":451.541,"endTime":451.711,"body":"them"},{"speaker":"Mark Wainwright","startTime":451.711,"endTime":451.801,"body":"a"},{"speaker":"Mark Wainwright","startTime":451.811,"endTime":452.321,"body":"crystal"},{"speaker":"Mark Wainwright","startTime":452.351,"endTime":452.721,"body":"clear"},{"speaker":"Mark Wainwright","startTime":452.721,"endTime":453.261,"body":"picture"},{"speaker":"Mark Wainwright","startTime":453.281,"endTime":453.531,"body":"of"},{"speaker":"Mark Wainwright","startTime":453.541,"endTime":453.721,"body":"who"},{"speaker":"Mark Wainwright","startTime":453.721,"endTime":453.891,"body":"your"},{"speaker":"Mark Wainwright","startTime":453.891,"endTime":454.191,"body":"ideal"},{"speaker":"Mark Wainwright","startTime":454.201,"endTime":454.651,"body":"client"},{"speaker":"Mark Wainwright","startTime":454.661,"endTime":455.121,"body":"is"},{"speaker":"Mark Wainwright","startTime":455.341,"endTime":455.481,"body":"to"},{"speaker":"Mark Wainwright","startTime":455.481,"endTime":455.781,"body":"help"},{"speaker":"Mark Wainwright","startTime":455.781,"endTime":456.051,"body":"them"},{"speaker":"Mark Wainwright","startTime":456.061,"endTime":456.461,"body":"filter"},{"speaker":"Mark Wainwright","startTime":456.461,"endTime":456.581,"body":"and"},{"speaker":"Mark Wainwright","startTime":456.581,"endTime":456.701,"body":"say,"},{"speaker":"Mark Wainwright","startTime":456.721,"endTime":456.821,"body":"Oh"},{"speaker":"Mark Wainwright","startTime":456.821,"endTime":457.111,"body":"yeah,"},{"speaker":"Mark Wainwright","startTime":457.121,"endTime":457.371,"body":"okay,"},{"speaker":"Mark Wainwright","startTime":457.371,"endTime":457.501,"body":"so"},{"speaker":"Mark Wainwright","startTime":457.501,"endTime":457.631,"body":"I'm"},{"speaker":"Mark Wainwright","startTime":457.631,"endTime":457.891,"body":"not"},{"speaker":"Mark Wainwright","startTime":457.891,"endTime":457.981,"body":"going"},{"speaker":"Mark Wainwright","startTime":457.981,"endTime":458.051,"body":"to"},{"speaker":"Mark Wainwright","startTime":458.051,"endTime":458.861,"body":"refer."},{"speaker":"Mark Wainwright","startTime":459.076,"endTime":459.476,"body":"Mark"},{"speaker":"Mark Wainwright","startTime":459.516,"endTime":459.786,"body":"to"},{"speaker":"Mark Wainwright","startTime":459.796,"endTime":460.116,"body":"these"},{"speaker":"Mark Wainwright","startTime":460.116,"endTime":460.426,"body":"folks,"},{"speaker":"Mark Wainwright","startTime":460.426,"endTime":460.896,"body":"because"},{"speaker":"Mark Wainwright","startTime":460.936,"endTime":461.146,"body":"what"},{"speaker":"Mark Wainwright","startTime":461.146,"endTime":461.286,"body":"he"},{"speaker":"Mark Wainwright","startTime":461.286,"endTime":461.476,"body":"just"},{"speaker":"Mark Wainwright","startTime":461.476,"endTime":461.966,"body":"described"},{"speaker":"Mark Wainwright","startTime":461.976,"endTime":462.096,"body":"to"},{"speaker":"Mark Wainwright","startTime":462.096,"endTime":462.376,"body":"me"},{"speaker":"Mark Wainwright","startTime":462.376,"endTime":462.686,"body":"is"},{"speaker":"Mark Wainwright","startTime":463.306,"endTime":464.206,"body":"outside"},{"speaker":"Mark Wainwright","startTime":464.456,"endTime":464.766,"body":"of"},{"speaker":"Mark Wainwright","startTime":464.776,"endTime":465.196,"body":"his"},{"speaker":"Mark Wainwright","startTime":465.226,"endTime":465.666,"body":"area"},{"speaker":"Mark Wainwright","startTime":465.756,"endTime":466.186,"body":"of"},{"speaker":"Mark Wainwright","startTime":466.326,"endTime":466.916,"body":"focus."},{"speaker":"Mark Wainwright","startTime":467.016,"endTime":467.386,"body":"So"},{"speaker":"Mark Wainwright","startTime":467.766,"endTime":468.046,"body":"that's"},{"speaker":"Mark Wainwright","startTime":468.066,"endTime":468.326,"body":"that."},{"speaker":"Mark Wainwright","startTime":468.346,"endTime":468.556,"body":"And"},{"speaker":"Mark Wainwright","startTime":468.556,"endTime":468.916,"body":"then,"},{"speaker":"Mark Wainwright","startTime":469.473,"endTime":470.163,"body":"obviously"},{"speaker":"Mark Wainwright","startTime":470.233,"endTime":470.453,"body":"from"},{"speaker":"Mark Wainwright","startTime":470.453,"endTime":470.563,"body":"a"},{"speaker":"Mark Wainwright","startTime":470.593,"endTime":471.003,"body":"marketing"},{"speaker":"Mark Wainwright","startTime":471.003,"endTime":471.413,"body":"standpoint,"},{"speaker":"Mark Wainwright","startTime":471.413,"endTime":471.483,"body":"it's"},{"speaker":"Mark Wainwright","startTime":471.483,"endTime":471.543,"body":"a"},{"speaker":"Mark Wainwright","startTime":471.543,"endTime":471.763,"body":"big"},{"speaker":"Mark Wainwright","startTime":471.763,"endTime":472.093,"body":"deal"},{"speaker":"Mark Wainwright","startTime":472.093,"endTime":472.343,"body":"from"},{"speaker":"Mark Wainwright","startTime":472.343,"endTime":472.413,"body":"a"},{"speaker":"Mark Wainwright","startTime":472.413,"endTime":473.073,"body":"prospecting"},{"speaker":"Mark Wainwright","startTime":473.073,"endTime":473.453,"body":"standpoint,"},{"speaker":"Mark Wainwright","startTime":473.453,"endTime":473.543,"body":"it's"},{"speaker":"Mark Wainwright","startTime":473.543,"endTime":473.603,"body":"a"},{"speaker":"Mark Wainwright","startTime":473.603,"endTime":473.803,"body":"big"},{"speaker":"Mark Wainwright","startTime":473.803,"endTime":473.913,"body":"deal."},{"speaker":"Mark Wainwright","startTime":473.913,"endTime":473.993,"body":"And"},{"speaker":"Mark Wainwright","startTime":473.993,"endTime":474.533,"body":"prospecting"},{"speaker":"Mark Wainwright","startTime":474.533,"endTime":474.643,"body":"is"},{"speaker":"Mark Wainwright","startTime":474.643,"endTime":474.793,"body":"that"},{"speaker":"Mark Wainwright","startTime":474.793,"endTime":475.323,"body":"proactive"},{"speaker":"Mark Wainwright","startTime":475.323,"endTime":475.553,"body":"one"},{"speaker":"Mark Wainwright","startTime":475.553,"endTime":475.683,"body":"to"},{"speaker":"Mark Wainwright","startTime":475.683,"endTime":475.923,"body":"one"},{"speaker":"Mark Wainwright","startTime":475.923,"endTime":476.453,"body":"outreach."},{"speaker":"Mark Wainwright","startTime":476.973,"endTime":477.213,"body":"So"},{"speaker":"Mark Wainwright","startTime":477.213,"endTime":477.513,"body":"it's"},{"speaker":"Mark Wainwright","startTime":477.803,"endTime":477.913,"body":"the"},{"speaker":"Mark Wainwright","startTime":477.913,"endTime":478.203,"body":"simple"},{"speaker":"Mark Wainwright","startTime":478.203,"endTime":478.783,"body":"exercise"},{"speaker":"Mark Wainwright","startTime":478.783,"endTime":478.963,"body":"of"},{"speaker":"Mark Wainwright","startTime":478.963,"endTime":479.273,"body":"running"},{"speaker":"Mark Wainwright","startTime":479.273,"endTime":479.453,"body":"this"},{"speaker":"Mark Wainwright","startTime":479.453,"endTime":479.833,"body":"filter"},{"speaker":"Mark Wainwright","startTime":479.833,"endTime":480.083,"body":"through"},{"speaker":"Mark Wainwright","startTime":480.083,"endTime":480.233,"body":"and"},{"speaker":"Mark Wainwright","startTime":480.233,"endTime":480.433,"body":"saying,"},{"speaker":"Mark Wainwright","startTime":480.443,"endTime":480.533,"body":"are"},{"speaker":"Mark Wainwright","startTime":480.533,"endTime":480.643,"body":"the"},{"speaker":"Mark Wainwright","startTime":480.643,"endTime":481.033,"body":"people"},{"speaker":"Mark Wainwright","startTime":481.033,"endTime":481.243,"body":"that"},{"speaker":"Mark Wainwright","startTime":481.243,"endTime":481.443,"body":"I"},{"speaker":"Mark Wainwright","startTime":481.443,"endTime":481.683,"body":"am"},{"speaker":"Mark Wainwright","startTime":481.693,"endTime":482.303,"body":"proactively"},{"speaker":"Mark Wainwright","startTime":482.303,"endTime":482.653,"body":"reaching"},{"speaker":"Mark Wainwright","startTime":482.653,"endTime":482.833,"body":"out"},{"speaker":"Mark Wainwright","startTime":482.833,"endTime":483.143,"body":"to."},{"speaker":"Mark Wainwright","startTime":483.723,"endTime":484.513,"body":"Inside"},{"speaker":"Mark Wainwright","startTime":484.543,"endTime":484.813,"body":"of"},{"speaker":"Mark Wainwright","startTime":484.813,"endTime":485.053,"body":"this"},{"speaker":"Mark Wainwright","startTime":485.053,"endTime":485.373,"body":"area"},{"speaker":"Mark Wainwright","startTime":485.383,"endTime":485.573,"body":"of"},{"speaker":"Mark Wainwright","startTime":485.583,"endTime":485.973,"body":"focus"},{"speaker":"Mark Wainwright","startTime":485.973,"endTime":486.233,"body":"or"},{"speaker":"Mark Wainwright","startTime":486.233,"endTime":486.303,"body":"are"},{"speaker":"Mark Wainwright","startTime":486.303,"endTime":486.473,"body":"they"},{"speaker":"Mark Wainwright","startTime":486.473,"endTime":486.823,"body":"not?"},{"speaker":"John Tyreman","startTime":486.823,"endTime":487.013,"body":"hundred"},{"speaker":"John Tyreman","startTime":487.013,"endTime":487.393,"body":"percent."},{"speaker":"John Tyreman","startTime":487.673,"endTime":487.803,"body":"And"},{"speaker":"John Tyreman","startTime":487.803,"endTime":487.863,"body":"you"},{"speaker":"John Tyreman","startTime":487.863,"endTime":488.183,"body":"mentioned"},{"speaker":"John Tyreman","startTime":488.183,"endTime":488.633,"body":"marketing"},{"speaker":"John Tyreman","startTime":488.633,"endTime":488.693,"body":"and"},{"speaker":"John Tyreman","startTime":488.693,"endTime":488.763,"body":"I'll"},{"speaker":"John Tyreman","startTime":488.763,"endTime":489.003,"body":"just"},{"speaker":"John Tyreman","startTime":489.033,"endTime":489.303,"body":"give"},{"speaker":"John Tyreman","startTime":489.303,"endTime":489.343,"body":"a"},{"speaker":"John Tyreman","startTime":489.343,"endTime":489.593,"body":"couple"},{"speaker":"John Tyreman","startTime":489.593,"endTime":490.053,"body":"examples,"},{"speaker":"John Tyreman","startTime":490.053,"endTime":490.143,"body":"you"},{"speaker":"John Tyreman","startTime":490.143,"endTime":490.233,"body":"know,"},{"speaker":"John Tyreman","startTime":490.233,"endTime":490.483,"body":"where"},{"speaker":"John Tyreman","startTime":490.483,"endTime":490.723,"body":"you"},{"speaker":"John Tyreman","startTime":490.723,"endTime":491.203,"body":"spend"},{"speaker":"John Tyreman","startTime":491.203,"endTime":491.523,"body":"your"},{"speaker":"John Tyreman","startTime":491.543,"endTime":491.893,"body":"time"},{"speaker":"John Tyreman","startTime":491.903,"endTime":492.363,"body":"creating"},{"speaker":"John Tyreman","startTime":492.363,"endTime":492.893,"body":"content"},{"speaker":"John Tyreman","startTime":492.913,"endTime":493.073,"body":"and"},{"speaker":"John Tyreman","startTime":493.073,"endTime":493.263,"body":"what"},{"speaker":"John Tyreman","startTime":493.263,"endTime":493.673,"body":"content"},{"speaker":"John Tyreman","startTime":493.693,"endTime":493.933,"body":"you"},{"speaker":"John Tyreman","startTime":493.993,"endTime":494.283,"body":"spend"},{"speaker":"John Tyreman","startTime":494.283,"endTime":494.403,"body":"your"},{"speaker":"John Tyreman","startTime":494.403,"endTime":494.653,"body":"time"},{"speaker":"John Tyreman","startTime":494.653,"endTime":495.223,"body":"creating"},{"speaker":"John Tyreman","startTime":495.223,"endTime":495.783,"body":"around."},{"speaker":"John Tyreman","startTime":496.193,"endTime":496.383,"body":"if"},{"speaker":"John Tyreman","startTime":496.383,"endTime":496.583,"body":"you're"},{"speaker":"John Tyreman","startTime":496.593,"endTime":496.953,"body":"going"},{"speaker":"John Tyreman","startTime":496.953,"endTime":497.543,"body":"after"},{"speaker":"John Tyreman","startTime":497.923,"endTime":498.053,"body":"the"},{"speaker":"John Tyreman","startTime":498.053,"endTime":498.803,"body":"manufacturing"},{"speaker":"John Tyreman","startTime":498.803,"endTime":499.483,"body":"industry,"},{"speaker":"John Tyreman","startTime":499.603,"endTime":499.853,"body":"maybe"},{"speaker":"John Tyreman","startTime":499.853,"endTime":500.003,"body":"you"},{"speaker":"John Tyreman","startTime":500.003,"endTime":500.283,"body":"shouldn't"},{"speaker":"John Tyreman","startTime":500.293,"endTime":500.483,"body":"be"},{"speaker":"John Tyreman","startTime":500.483,"endTime":500.813,"body":"talking"},{"speaker":"John Tyreman","startTime":500.823,"endTime":501.053,"body":"about"},{"speaker":"John Tyreman","startTime":501.053,"endTime":501.323,"body":"sports"},{"speaker":"John Tyreman","startTime":501.323,"endTime":501.413,"body":"and"},{"speaker":"John Tyreman","startTime":501.413,"endTime":502.053,"body":"entertainment,"},{"speaker":"John Tyreman","startTime":502.573,"endTime":502.863,"body":"right?"},{"speaker":"John Tyreman","startTime":502.883,"endTime":503.013,"body":"I"},{"speaker":"John Tyreman","startTime":503.013,"endTime":503.293,"body":"love"},{"speaker":"John Tyreman","startTime":503.293,"endTime":503.613,"body":"that"},{"speaker":"John Tyreman","startTime":503.633,"endTime":504.083,"body":"focus"},{"speaker":"John Tyreman","startTime":504.093,"endTime":504.233,"body":"is"},{"speaker":"John Tyreman","startTime":504.233,"endTime":504.333,"body":"where"},{"speaker":"John Tyreman","startTime":504.333,"endTime":504.463,"body":"you"},{"speaker":"John Tyreman","startTime":504.463,"endTime":504.743,"body":"spend"},{"speaker":"John Tyreman","startTime":504.743,"endTime":504.903,"body":"your"},{"speaker":"John Tyreman","startTime":504.913,"endTime":505.283,"body":"time"},{"speaker":"John Tyreman","startTime":505.283,"endTime":505.373,"body":"and"},{"speaker":"John Tyreman","startTime":505.373,"endTime":505.463,"body":"where"},{"speaker":"John Tyreman","startTime":505.463,"endTime":505.543,"body":"do"},{"speaker":"John Tyreman","startTime":505.543,"endTime":505.663,"body":"you"},{"speaker":"John Tyreman","startTime":505.663,"endTime":505.893,"body":"spend"},{"speaker":"John Tyreman","startTime":505.893,"endTime":506.013,"body":"your"},{"speaker":"John Tyreman","startTime":506.023,"endTime":506.363,"body":"efforts,"},{"speaker":"John Tyreman","startTime":506.363,"endTime":506.433,"body":"your"},{"speaker":"John Tyreman","startTime":506.443,"endTime":507.183,"body":"resources."},{"speaker":"John Tyreman","startTime":507.783,"endTime":507.913,"body":"And"},{"speaker":"John Tyreman","startTime":507.913,"endTime":508.073,"body":"then"},{"speaker":"John Tyreman","startTime":508.083,"endTime":509.063,"body":"specialization,"},{"speaker":"John Tyreman","startTime":509.073,"endTime":509.203,"body":"we"},{"speaker":"John Tyreman","startTime":509.203,"endTime":509.433,"body":"talked"},{"speaker":"John Tyreman","startTime":509.433,"endTime":509.713,"body":"about"},{"speaker":"John Tyreman","startTime":509.713,"endTime":509.913,"body":"this"},{"speaker":"John Tyreman","startTime":509.913,"endTime":510.423,"body":"signal"},{"speaker":"John Tyreman","startTime":510.473,"endTime":510.623,"body":"of"},{"speaker":"John Tyreman","startTime":510.623,"endTime":510.683,"body":"a"},{"speaker":"John Tyreman","startTime":510.683,"endTime":511.013,"body":"depth"},{"speaker":"John Tyreman","startTime":511.013,"endTime":511.123,"body":"of"},{"speaker":"John Tyreman","startTime":511.133,"endTime":511.843,"body":"understanding"},{"speaker":"John Tyreman","startTime":511.843,"endTime":511.963,"body":"and"},{"speaker":"John Tyreman","startTime":511.963,"endTime":512.353,"body":"relevant"},{"speaker":"John Tyreman","startTime":512.353,"endTime":513.173,"body":"experience."},{"speaker":"John Tyreman","startTime":513.173,"endTime":513.363,"body":"And"},{"speaker":"John Tyreman","startTime":513.363,"endTime":513.663,"body":"so"},{"speaker":"John Tyreman","startTime":513.873,"endTime":514.213,"body":"I"},{"speaker":"John Tyreman","startTime":514.623,"endTime":514.863,"body":"would"},{"speaker":"John Tyreman","startTime":514.863,"endTime":515.003,"body":"say"},{"speaker":"John Tyreman","startTime":515.003,"endTime":515.133,"body":"that"},{"speaker":"John Tyreman","startTime":515.133,"endTime":515.303,"body":"that's"},{"speaker":"John Tyreman","startTime":515.303,"endTime":515.383,"body":"a"},{"speaker":"John Tyreman","startTime":515.383,"endTime":516.113,"body":"result"},{"speaker":"John Tyreman","startTime":516.223,"endTime":516.613,"body":"of"},{"speaker":"John Tyreman","startTime":516.683,"endTime":517.083,"body":"where"},{"speaker":"John Tyreman","startTime":517.103,"endTime":517.453,"body":"you"},{"speaker":"John Tyreman","startTime":517.493,"endTime":517.773,"body":"put"},{"speaker":"John Tyreman","startTime":517.823,"endTime":518.073,"body":"your"},{"speaker":"John Tyreman","startTime":518.083,"endTime":518.593,"body":"focus"},{"speaker":"John Tyreman","startTime":518.593,"endTime":518.753,"body":"and"},{"speaker":"John Tyreman","startTime":518.813,"endTime":519.283,"body":"effort."},{"speaker":"John Tyreman","startTime":520.193,"endTime":521.003,"body":"Becomes"},{"speaker":"John Tyreman","startTime":521.123,"endTime":521.383,"body":"that"},{"speaker":"John Tyreman","startTime":521.383,"endTime":522.393,"body":"specialization,"},{"speaker":"John Tyreman","startTime":522.403,"endTime":522.533,"body":"the"},{"speaker":"John Tyreman","startTime":522.533,"endTime":523.073,"body":"clients"},{"speaker":"John Tyreman","startTime":523.073,"endTime":523.223,"body":"that"},{"speaker":"John Tyreman","startTime":523.223,"endTime":523.413,"body":"you"},{"speaker":"John Tyreman","startTime":523.413,"endTime":523.923,"body":"actively"},{"speaker":"John Tyreman","startTime":523.933,"endTime":524.603,"body":"pursue,"},{"speaker":"John Tyreman","startTime":524.623,"endTime":524.753,"body":"the"},{"speaker":"John Tyreman","startTime":524.763,"endTime":524.993,"body":"types"},{"speaker":"John Tyreman","startTime":524.993,"endTime":525.133,"body":"of"},{"speaker":"John Tyreman","startTime":525.133,"endTime":525.383,"body":"work"},{"speaker":"John Tyreman","startTime":525.433,"endTime":525.573,"body":"that"},{"speaker":"John Tyreman","startTime":525.573,"endTime":525.683,"body":"you"},{"speaker":"John Tyreman","startTime":525.683,"endTime":525.863,"body":"do,"},{"speaker":"John Tyreman","startTime":525.863,"endTime":525.973,"body":"the"},{"speaker":"John Tyreman","startTime":525.983,"endTime":526.163,"body":"types"},{"speaker":"John Tyreman","startTime":526.163,"endTime":526.293,"body":"of"},{"speaker":"John Tyreman","startTime":526.293,"endTime":526.933,"body":"services"},{"speaker":"John Tyreman","startTime":526.933,"endTime":527.093,"body":"that"},{"speaker":"John Tyreman","startTime":527.093,"endTime":527.263,"body":"you"},{"speaker":"John Tyreman","startTime":527.263,"endTime":527.803,"body":"offer,"},{"speaker":"John Tyreman","startTime":528.443,"endTime":528.813,"body":"and,"},{"speaker":"John Tyreman","startTime":528.903,"endTime":529.133,"body":"and"},{"speaker":"John Tyreman","startTime":529.133,"endTime":529.323,"body":"then"},{"speaker":"John Tyreman","startTime":529.333,"endTime":530.173,"body":"eventually"},{"speaker":"John Tyreman","startTime":530.173,"endTime":530.303,"body":"the"},{"speaker":"John Tyreman","startTime":530.303,"endTime":530.903,"body":"market"},{"speaker":"John Tyreman","startTime":531.113,"endTime":531.983,"body":"understands"},{"speaker":"John Tyreman","startTime":532.013,"endTime":532.253,"body":"and"},{"speaker":"John Tyreman","startTime":532.253,"endTime":533.393,"body":"recognizes"},{"speaker":"John Tyreman","startTime":533.873,"endTime":534.163,"body":"that"},{"speaker":"John Tyreman","startTime":534.163,"endTime":535.113,"body":"specialization."},{"speaker":"John Tyreman","startTime":535.618,"endTime":535.828,"body":"And"},{"speaker":"John Tyreman","startTime":535.828,"endTime":535.958,"body":"then"},{"speaker":"John Tyreman","startTime":535.968,"endTime":536.128,"body":"you"},{"speaker":"John Tyreman","startTime":536.128,"endTime":536.298,"body":"can"},{"speaker":"John Tyreman","startTime":536.298,"endTime":536.438,"body":"kind"},{"speaker":"John Tyreman","startTime":536.438,"endTime":536.518,"body":"of"},{"speaker":"John Tyreman","startTime":536.518,"endTime":536.938,"body":"shape"},{"speaker":"John Tyreman","startTime":536.948,"endTime":537.218,"body":"that"},{"speaker":"John Tyreman","startTime":537.248,"endTime":537.388,"body":"and"},{"speaker":"John Tyreman","startTime":537.388,"endTime":537.548,"body":"that's"},{"speaker":"John Tyreman","startTime":537.548,"endTime":537.658,"body":"the"},{"speaker":"John Tyreman","startTime":537.658,"endTime":538.268,"body":"positioning"},{"speaker":"John Tyreman","startTime":538.268,"endTime":538.618,"body":"angle"},{"speaker":"John Tyreman","startTime":538.618,"endTime":538.718,"body":"of"},{"speaker":"John Tyreman","startTime":538.718,"endTime":538.838,"body":"it."},{"speaker":"John Tyreman","startTime":538.848,"endTime":538.878,"body":"And"},{"speaker":"John Tyreman","startTime":538.888,"endTime":539.028,"body":"you"},{"speaker":"John Tyreman","startTime":539.028,"endTime":539.168,"body":"can"},{"speaker":"John Tyreman","startTime":539.168,"endTime":539.548,"body":"shape"},{"speaker":"John Tyreman","startTime":539.558,"endTime":539.818,"body":"that"},{"speaker":"John Tyreman","startTime":539.818,"endTime":540.038,"body":"with"},{"speaker":"John Tyreman","startTime":540.038,"endTime":540.138,"body":"your"},{"speaker":"John Tyreman","startTime":540.138,"endTime":540.678,"body":"marketing,"},{"speaker":"John Tyreman","startTime":540.688,"endTime":540.988,"body":"with"},{"speaker":"John Tyreman","startTime":540.988,"endTime":541.148,"body":"your"},{"speaker":"John Tyreman","startTime":541.148,"endTime":541.558,"body":"sales"},{"speaker":"John Tyreman","startTime":541.558,"endTime":542.068,"body":"efforts."},{"speaker":"Mark Wainwright","startTime":542.068,"endTime":542.368,"body":"right."},{"speaker":"Mark Wainwright","startTime":542.428,"endTime":542.694,"body":"And"},{"speaker":"Mark Wainwright","startTime":542.694,"endTime":542.904,"body":"the"},{"speaker":"Mark Wainwright","startTime":542.904,"endTime":543.874,"body":"specialization"},{"speaker":"Mark Wainwright","startTime":543.874,"endTime":544.184,"body":"comes"},{"speaker":"Mark Wainwright","startTime":544.184,"endTime":544.374,"body":"with"},{"speaker":"Mark Wainwright","startTime":544.434,"endTime":545.044,"body":"time"},{"speaker":"Mark Wainwright","startTime":545.134,"endTime":545.394,"body":"and"},{"speaker":"Mark Wainwright","startTime":545.414,"endTime":546.064,"body":"effort.,"},{"speaker":"Mark Wainwright","startTime":546.064,"endTime":546.304,"body":"it"},{"speaker":"Mark Wainwright","startTime":546.304,"endTime":546.784,"body":"comes"},{"speaker":"Mark Wainwright","startTime":546.784,"endTime":547.414,"body":"with,"},{"speaker":"Mark Wainwright","startTime":547.754,"endTime":548.584,"body":"this"},{"speaker":"Mark Wainwright","startTime":548.924,"endTime":549.604,"body":"continual"},{"speaker":"Mark Wainwright","startTime":549.604,"endTime":550.224,"body":"pursuit"},{"speaker":"Mark Wainwright","startTime":550.264,"endTime":550.514,"body":"of"},{"speaker":"Mark Wainwright","startTime":550.574,"endTime":551.014,"body":"deeper"},{"speaker":"Mark Wainwright","startTime":551.014,"endTime":551.184,"body":"and"},{"speaker":"Mark Wainwright","startTime":551.194,"endTime":551.644,"body":"deeper"},{"speaker":"Mark Wainwright","startTime":551.684,"endTime":552.314,"body":"insight."},{"speaker":"Mark Wainwright","startTime":552.459,"endTime":552.769,"body":"and"},{"speaker":"Mark Wainwright","startTime":552.779,"endTime":553.299,"body":"knowledge"},{"speaker":"Mark Wainwright","startTime":553.299,"endTime":553.399,"body":"in"},{"speaker":"Mark Wainwright","startTime":553.399,"endTime":553.469,"body":"a"},{"speaker":"Mark Wainwright","startTime":553.469,"endTime":554.019,"body":"specific"},{"speaker":"Mark Wainwright","startTime":554.019,"endTime":554.356,"body":"area,"},{"speaker":"Mark Wainwright","startTime":554.356,"endTime":554.636,"body":"and"},{"speaker":"Mark Wainwright","startTime":554.776,"endTime":555.186,"body":"I"},{"speaker":"Mark Wainwright","startTime":555.206,"endTime":555.586,"body":"truly"},{"speaker":"Mark Wainwright","startTime":555.586,"endTime":555.756,"body":"do"},{"speaker":"Mark Wainwright","startTime":555.756,"endTime":555.976,"body":"not"},{"speaker":"Mark Wainwright","startTime":555.976,"endTime":556.326,"body":"believe"},{"speaker":"Mark Wainwright","startTime":556.326,"endTime":556.506,"body":"that"},{"speaker":"Mark Wainwright","startTime":556.506,"endTime":556.646,"body":"it"},{"speaker":"Mark Wainwright","startTime":556.646,"endTime":557.006,"body":"is,"},{"speaker":"Mark Wainwright","startTime":557.256,"endTime":557.906,"body":"limiting."},{"speaker":"Mark Wainwright","startTime":558.196,"endTime":558.546,"body":"there"},{"speaker":"Mark Wainwright","startTime":558.546,"endTime":558.796,"body":"is"},{"speaker":"Mark Wainwright","startTime":558.866,"endTime":559.206,"body":"almost"},{"speaker":"Mark Wainwright","startTime":559.256,"endTime":559.646,"body":"endless"},{"speaker":"Mark Wainwright","startTime":559.656,"endTime":560.146,"body":"depth"},{"speaker":"Mark Wainwright","startTime":560.226,"endTime":560.956,"body":"to,"},{"speaker":"Mark Wainwright","startTime":561.446,"endTime":561.786,"body":"any"},{"speaker":"Mark Wainwright","startTime":561.806,"endTime":562.246,"body":"area"},{"speaker":"Mark Wainwright","startTime":562.286,"endTime":562.656,"body":"of"},{"speaker":"Mark Wainwright","startTime":562.906,"endTime":563.336,"body":"focus."},{"speaker":"Mark Wainwright","startTime":563.336,"endTime":563.666,"body":"So"},{"speaker":"Mark Wainwright","startTime":563.696,"endTime":563.816,"body":"I"},{"speaker":"Mark Wainwright","startTime":563.816,"endTime":564.046,"body":"think"},{"speaker":"Mark Wainwright","startTime":564.046,"endTime":564.116,"body":"if"},{"speaker":"Mark Wainwright","startTime":564.116,"endTime":564.296,"body":"people"},{"speaker":"Mark Wainwright","startTime":564.296,"endTime":564.366,"body":"are"},{"speaker":"Mark Wainwright","startTime":564.366,"endTime":564.576,"body":"thinking,"},{"speaker":"Mark Wainwright","startTime":564.606,"endTime":564.726,"body":"Oh,"},{"speaker":"Mark Wainwright","startTime":564.776,"endTime":564.926,"body":"we"},{"speaker":"Mark Wainwright","startTime":564.926,"endTime":565.116,"body":"can't"},{"speaker":"Mark Wainwright","startTime":565.116,"endTime":565.746,"body":"specialize"},{"speaker":"Mark Wainwright","startTime":565.746,"endTime":566.276,"body":"because"},{"speaker":"Mark Wainwright","startTime":566.656,"endTime":566.866,"body":"we're"},{"speaker":"Mark Wainwright","startTime":566.866,"endTime":566.986,"body":"going"},{"speaker":"Mark Wainwright","startTime":566.986,"endTime":567.026,"body":"to"},{"speaker":"Mark Wainwright","startTime":567.026,"endTime":567.176,"body":"get"},{"speaker":"Mark Wainwright","startTime":567.176,"endTime":567.606,"body":"bored,"},{"speaker":"Mark Wainwright","startTime":567.916,"endTime":568.096,"body":"or"},{"speaker":"Mark Wainwright","startTime":568.096,"endTime":568.166,"body":"I"},{"speaker":"Mark Wainwright","startTime":568.166,"endTime":568.376,"body":"want"},{"speaker":"Mark Wainwright","startTime":568.376,"endTime":568.426,"body":"to"},{"speaker":"Mark Wainwright","startTime":568.426,"endTime":568.566,"body":"do"},{"speaker":"Mark Wainwright","startTime":568.566,"endTime":568.686,"body":"all"},{"speaker":"Mark Wainwright","startTime":568.686,"endTime":568.836,"body":"these"},{"speaker":"Mark Wainwright","startTime":568.836,"endTime":569.056,"body":"different"},{"speaker":"Mark Wainwright","startTime":569.056,"endTime":569.266,"body":"types"},{"speaker":"Mark Wainwright","startTime":569.266,"endTime":569.366,"body":"of"},{"speaker":"Mark Wainwright","startTime":569.366,"endTime":569.606,"body":"things."},{"speaker":"Mark Wainwright","startTime":569.606,"endTime":569.726,"body":"It's"},{"speaker":"Mark Wainwright","startTime":569.726,"endTime":569.856,"body":"like,"},{"speaker":"Mark Wainwright","startTime":570.106,"endTime":570.396,"body":"I"},{"speaker":"Mark Wainwright","startTime":570.416,"endTime":570.706,"body":"think"},{"speaker":"Mark Wainwright","startTime":570.716,"endTime":571.016,"body":"there"},{"speaker":"Mark Wainwright","startTime":571.016,"endTime":571.256,"body":"is"},{"speaker":"Mark Wainwright","startTime":571.266,"endTime":571.656,"body":"nearly"},{"speaker":"Mark Wainwright","startTime":571.676,"endTime":572.236,"body":"endless"},{"speaker":"Mark Wainwright","startTime":572.426,"endTime":573.086,"body":"opportunity"},{"speaker":"Mark Wainwright","startTime":573.116,"endTime":573.266,"body":"to"},{"speaker":"Mark Wainwright","startTime":573.266,"endTime":573.596,"body":"learn"},{"speaker":"Mark Wainwright","startTime":573.596,"endTime":574.056,"body":"more,"},{"speaker":"Mark Wainwright","startTime":574.566,"endTime":574.746,"body":"to"},{"speaker":"Mark Wainwright","startTime":574.756,"endTime":575.016,"body":"gain"},{"speaker":"Mark Wainwright","startTime":575.016,"endTime":575.316,"body":"deeper"},{"speaker":"Mark Wainwright","startTime":575.316,"endTime":575.446,"body":"and"},{"speaker":"Mark Wainwright","startTime":575.446,"endTime":575.706,"body":"deeper"},{"speaker":"Mark Wainwright","startTime":575.706,"endTime":576.746,"body":"expertise,"},{"speaker":"Mark Wainwright","startTime":577.036,"endTime":577.696,"body":"and"},{"speaker":"Mark Wainwright","startTime":577.926,"endTime":578.546,"body":"then,"},{"speaker":"Mark Wainwright","startTime":579.036,"endTime":579.236,"body":"Be"},{"speaker":"Mark Wainwright","startTime":579.236,"endTime":579.943,"body":"recognized"},{"speaker":"Mark Wainwright","startTime":579.943,"endTime":580.183,"body":"for"},{"speaker":"Mark Wainwright","startTime":580.183,"endTime":580.513,"body":"that."},{"speaker":"Mark Wainwright","startTime":580.563,"endTime":580.723,"body":"It"},{"speaker":"Mark Wainwright","startTime":580.753,"endTime":581.073,"body":"opens"},{"speaker":"Mark Wainwright","startTime":581.073,"endTime":581.243,"body":"up"},{"speaker":"Mark Wainwright","startTime":581.243,"endTime":581.353,"body":"the"},{"speaker":"Mark Wainwright","startTime":581.353,"endTime":582.273,"body":"possibility"},{"speaker":"Mark Wainwright","startTime":582.333,"endTime":582.603,"body":"of"},{"speaker":"Mark Wainwright","startTime":582.603,"endTime":582.773,"body":"the"},{"speaker":"Mark Wainwright","startTime":582.783,"endTime":583.163,"body":"outside"},{"speaker":"Mark Wainwright","startTime":583.163,"endTime":583.413,"body":"world"},{"speaker":"Mark Wainwright","startTime":583.413,"endTime":584.163,"body":"recognizing"},{"speaker":"Mark Wainwright","startTime":584.163,"endTime":584.323,"body":"that"},{"speaker":"Mark Wainwright","startTime":584.323,"endTime":584.573,"body":"you"},{"speaker":"Mark Wainwright","startTime":584.573,"endTime":584.873,"body":"are"},{"speaker":"Mark Wainwright","startTime":585.423,"endTime":585.603,"body":"a"},{"speaker":"Mark Wainwright","startTime":585.613,"endTime":586.293,"body":"visible"},{"speaker":"Mark Wainwright","startTime":586.703,"endTime":587.323,"body":"expert,"},{"speaker":"Mark Wainwright","startTime":587.633,"endTime":587.793,"body":"in"},{"speaker":"Mark Wainwright","startTime":587.793,"endTime":587.953,"body":"this"},{"speaker":"Mark Wainwright","startTime":587.953,"endTime":588.183,"body":"area."},{"speaker":"Mark Wainwright","startTime":588.183,"endTime":588.293,"body":"So"},{"speaker":"Mark Wainwright","startTime":588.293,"endTime":588.353,"body":"it"},{"speaker":"Mark Wainwright","startTime":588.353,"endTime":588.563,"body":"takes"},{"speaker":"Mark Wainwright","startTime":588.563,"endTime":588.963,"body":"time"},{"speaker":"Mark Wainwright","startTime":588.963,"endTime":589.123,"body":"and"},{"speaker":"Mark Wainwright","startTime":589.123,"endTime":589.413,"body":"then"},{"speaker":"Mark Wainwright","startTime":589.513,"endTime":589.713,"body":"lo"},{"speaker":"Mark Wainwright","startTime":589.713,"endTime":589.833,"body":"and"},{"speaker":"Mark Wainwright","startTime":589.833,"endTime":590.213,"body":"behold,"},{"speaker":"Mark Wainwright","startTime":590.213,"endTime":590.333,"body":"you"},{"speaker":"Mark Wainwright","startTime":590.333,"endTime":590.583,"body":"find"},{"speaker":"Mark Wainwright","startTime":590.583,"endTime":590.713,"body":"that"},{"speaker":"Mark Wainwright","startTime":590.713,"endTime":590.863,"body":"you're"},{"speaker":"Mark Wainwright","startTime":590.863,"endTime":591.493,"body":"positioned"},{"speaker":"Mark Wainwright","startTime":591.583,"endTime":591.853,"body":"well"},{"speaker":"Mark Wainwright","startTime":591.853,"endTime":592.273,"body":"away"},{"speaker":"Mark Wainwright","startTime":592.473,"endTime":592.713,"body":"from"},{"speaker":"Mark Wainwright","startTime":592.723,"endTime":593.143,"body":"others."},{"speaker":"Mark Wainwright","startTime":593.143,"endTime":593.293,"body":"If"},{"speaker":"Mark Wainwright","startTime":593.293,"endTime":593.453,"body":"you've"},{"speaker":"Mark Wainwright","startTime":593.453,"endTime":593.633,"body":"done"},{"speaker":"Mark Wainwright","startTime":593.633,"endTime":593.723,"body":"all"},{"speaker":"Mark Wainwright","startTime":593.723,"endTime":593.933,"body":"this,"},{"speaker":"Mark Wainwright","startTime":593.933,"endTime":594.223,"body":"right."},{"speaker":"John Tyreman","startTime":594.223,"endTime":594.663,"body":"Mark,"},{"speaker":"John Tyreman","startTime":595.323,"endTime":595.673,"body":"we"},{"speaker":"John Tyreman","startTime":595.673,"endTime":595.973,"body":"often"},{"speaker":"John Tyreman","startTime":595.973,"endTime":596.143,"body":"say"},{"speaker":"John Tyreman","startTime":596.153,"endTime":596.423,"body":"don't"},{"speaker":"John Tyreman","startTime":596.423,"endTime":596.703,"body":"boil"},{"speaker":"John Tyreman","startTime":596.703,"endTime":596.843,"body":"the"},{"speaker":"John Tyreman","startTime":596.843,"endTime":597.283,"body":"ocean"},{"speaker":"John Tyreman","startTime":597.493,"endTime":597.633,"body":"on"},{"speaker":"John Tyreman","startTime":597.633,"endTime":597.783,"body":"this"},{"speaker":"John Tyreman","startTime":597.793,"endTime":598.393,"body":"podcast."},{"speaker":"John Tyreman","startTime":598.643,"endTime":599.053,"body":"Right."},{"speaker":"John Tyreman","startTime":599.323,"endTime":599.833,"body":"And"},{"speaker":"John Tyreman","startTime":599.883,"endTime":599.983,"body":"I"},{"speaker":"John Tyreman","startTime":599.983,"endTime":600.273,"body":"think"},{"speaker":"John Tyreman","startTime":600.273,"endTime":600.593,"body":"there's"},{"speaker":"John Tyreman","startTime":600.593,"endTime":600.803,"body":"this"},{"speaker":"John Tyreman","startTime":600.833,"endTime":601.633,"body":"counterintuitive"},{"speaker":"John Tyreman","startTime":601.663,"endTime":602.033,"body":"nature"},{"speaker":"John Tyreman","startTime":602.033,"endTime":602.313,"body":"where,"},{"speaker":"John Tyreman","startTime":602.413,"endTime":602.733,"body":"I've"},{"speaker":"John Tyreman","startTime":602.773,"endTime":603.383,"body":"experienced"},{"speaker":"John Tyreman","startTime":603.383,"endTime":603.563,"body":"this"},{"speaker":"John Tyreman","startTime":603.593,"endTime":603.993,"body":"business"},{"speaker":"John Tyreman","startTime":603.993,"endTime":604.373,"body":"owners,"},{"speaker":"John Tyreman","startTime":604.383,"endTime":604.673,"body":"firm"},{"speaker":"John Tyreman","startTime":604.673,"endTime":604.983,"body":"owners,"},{"speaker":"John Tyreman","startTime":604.993,"endTime":605.143,"body":"they're"},{"speaker":"John Tyreman","startTime":605.143,"endTime":605.793,"body":"reluctant"},{"speaker":"John Tyreman","startTime":605.803,"endTime":605.933,"body":"to"},{"speaker":"John Tyreman","startTime":605.933,"endTime":606.653,"body":"specialize"},{"speaker":"John Tyreman","startTime":606.673,"endTime":607.193,"body":"because"},{"speaker":"John Tyreman","startTime":607.513,"endTime":607.723,"body":"they,"},{"speaker":"John Tyreman","startTime":607.913,"endTime":608.083,"body":"they"},{"speaker":"John Tyreman","startTime":608.083,"endTime":608.253,"body":"have"},{"speaker":"John Tyreman","startTime":608.253,"endTime":608.553,"body":"this"},{"speaker":"John Tyreman","startTime":608.573,"endTime":609.023,"body":"fear"},{"speaker":"John Tyreman","startTime":609.023,"endTime":609.143,"body":"of"},{"speaker":"John Tyreman","startTime":609.173,"endTime":609.783,"body":"missing"},{"speaker":"John Tyreman","startTime":609.853,"endTime":610.293,"body":"out."},{"speaker":"John Tyreman","startTime":610.748,"endTime":611.058,"body":"on"},{"speaker":"John Tyreman","startTime":611.208,"endTime":611.638,"body":"other"},{"speaker":"John Tyreman","startTime":611.648,"endTime":612.388,"body":"segments"},{"speaker":"John Tyreman","startTime":612.428,"endTime":612.628,"body":"of"},{"speaker":"John Tyreman","startTime":612.628,"endTime":612.698,"body":"the"},{"speaker":"John Tyreman","startTime":612.698,"endTime":613.258,"body":"market"},{"speaker":"John Tyreman","startTime":613.278,"endTime":613.558,"body":"that"},{"speaker":"John Tyreman","startTime":613.768,"endTime":614.208,"body":"maybe"},{"speaker":"John Tyreman","startTime":614.208,"endTime":614.378,"body":"they've"},{"speaker":"John Tyreman","startTime":614.378,"endTime":614.548,"body":"had"},{"speaker":"John Tyreman","startTime":614.548,"endTime":615.128,"body":"experience"},{"speaker":"John Tyreman","startTime":615.128,"endTime":615.288,"body":"with"},{"speaker":"John Tyreman","startTime":615.288,"endTime":615.358,"body":"in"},{"speaker":"John Tyreman","startTime":615.358,"endTime":615.448,"body":"the"},{"speaker":"John Tyreman","startTime":615.448,"endTime":615.758,"body":"past."},{"speaker":"John Tyreman","startTime":615.758,"endTime":615.928,"body":"Maybe"},{"speaker":"John Tyreman","startTime":615.928,"endTime":616.058,"body":"they've"},{"speaker":"John Tyreman","startTime":616.088,"endTime":616.308,"body":"had"},{"speaker":"John Tyreman","startTime":616.308,"endTime":616.798,"body":"success"},{"speaker":"John Tyreman","startTime":616.798,"endTime":616.988,"body":"with"},{"speaker":"John Tyreman","startTime":616.988,"endTime":617.068,"body":"in"},{"speaker":"John Tyreman","startTime":617.068,"endTime":617.168,"body":"the"},{"speaker":"John Tyreman","startTime":617.168,"endTime":617.518,"body":"past,"},{"speaker":"John Tyreman","startTime":617.518,"endTime":617.658,"body":"but"},{"speaker":"John Tyreman","startTime":617.658,"endTime":617.768,"body":"it's"},{"speaker":"John Tyreman","startTime":617.818,"endTime":618.378,"body":"scary"},{"speaker":"John Tyreman","startTime":618.378,"endTime":618.528,"body":"to"},{"speaker":"John Tyreman","startTime":618.528,"endTime":618.768,"body":"them."},{"speaker":"John Tyreman","startTime":618.852,"endTime":619.679,"body":"risk"},{"speaker":"John Tyreman","startTime":619.679,"endTime":620.507,"body":"associated"},{"speaker":"John Tyreman","startTime":620.507,"endTime":621.334,"body":"with"},{"speaker":"John Tyreman","startTime":621.334,"endTime":622.134,"body":"narrowing"},{"speaker":"John Tyreman","startTime":622.144,"endTime":622.404,"body":"your"},{"speaker":"John Tyreman","startTime":622.414,"endTime":622.874,"body":"target"},{"speaker":"John Tyreman","startTime":622.894,"endTime":623.434,"body":"addressable"},{"speaker":"John Tyreman","startTime":623.464,"endTime":623.914,"body":"market,"},{"speaker":"John Tyreman","startTime":624.514,"endTime":624.844,"body":"right?"},{"speaker":"Mark Wainwright","startTime":625.609,"endTime":625.779,"body":"Right."},{"speaker":"Mark Wainwright","startTime":625.829,"endTime":626.319,"body":"And"},{"speaker":"Mark Wainwright","startTime":626.319,"endTime":626.499,"body":"that's"},{"speaker":"Mark Wainwright","startTime":626.509,"endTime":626.629,"body":"the"},{"speaker":"Mark Wainwright","startTime":626.629,"endTime":626.889,"body":"obvious"},{"speaker":"Mark Wainwright","startTime":626.889,"endTime":627.299,"body":"downside."},{"speaker":"Mark Wainwright","startTime":627.399,"endTime":627.939,"body":"Absolutely."},{"speaker":"John Tyreman","startTime":629.094,"endTime":629.654,"body":"But"},{"speaker":"Mark Wainwright","startTime":631.514,"endTime":631.704,"body":"there's"},{"speaker":"Mark Wainwright","startTime":631.704,"endTime":631.744,"body":"a"},{"speaker":"Mark Wainwright","startTime":631.744,"endTime":631.934,"body":"bunch"},{"speaker":"Mark Wainwright","startTime":631.934,"endTime":632.044,"body":"of"},{"speaker":"Mark Wainwright","startTime":632.044,"endTime":632.614,"body":"fantastic"},{"speaker":"Mark Wainwright","startTime":632.614,"endTime":632.944,"body":"reasons"},{"speaker":"Mark Wainwright","startTime":633.004,"endTime":633.244,"body":"why"},{"speaker":"Mark Wainwright","startTime":633.244,"endTime":633.384,"body":"you"},{"speaker":"Mark Wainwright","startTime":633.384,"endTime":633.714,"body":"would"},{"speaker":"Mark Wainwright","startTime":633.714,"endTime":633.814,"body":"you"},{"speaker":"Mark Wainwright","startTime":633.814,"endTime":633.984,"body":"bring"},{"speaker":"Mark Wainwright","startTime":633.984,"endTime":634.074,"body":"up"},{"speaker":"Mark Wainwright","startTime":634.074,"endTime":634.144,"body":"the"},{"speaker":"Mark Wainwright","startTime":634.144,"endTime":634.314,"body":"good"},{"speaker":"Mark Wainwright","startTime":634.314,"endTime":634.614,"body":"point"},{"speaker":"Mark Wainwright","startTime":634.614,"endTime":634.724,"body":"in"},{"speaker":"Mark Wainwright","startTime":634.724,"endTime":634.954,"body":"that"},{"speaker":"Mark Wainwright","startTime":635.004,"endTime":635.194,"body":"you"},{"speaker":"Mark Wainwright","startTime":635.194,"endTime":635.264,"body":"have"},{"speaker":"Mark Wainwright","startTime":635.264,"endTime":635.344,"body":"to"},{"speaker":"Mark Wainwright","startTime":635.344,"endTime":635.484,"body":"look"},{"speaker":"Mark Wainwright","startTime":635.484,"endTime":635.564,"body":"at"},{"speaker":"Mark Wainwright","startTime":635.564,"endTime":635.644,"body":"the"},{"speaker":"Mark Wainwright","startTime":635.644,"endTime":636.034,"body":"scale."},{"speaker":"Mark Wainwright","startTime":636.174,"endTime":636.384,"body":"You"},{"speaker":"Mark Wainwright","startTime":636.394,"endTime":636.634,"body":"have"},{"speaker":"Mark Wainwright","startTime":636.634,"endTime":636.754,"body":"to"},{"speaker":"Mark Wainwright","startTime":636.754,"endTime":637.194,"body":"balance"},{"speaker":"Mark Wainwright","startTime":637.224,"endTime":637.424,"body":"this."},{"speaker":"Mark Wainwright","startTime":637.434,"endTime":637.564,"body":"You"},{"speaker":"Mark Wainwright","startTime":637.564,"endTime":637.714,"body":"have"},{"speaker":"Mark Wainwright","startTime":637.714,"endTime":637.814,"body":"to"},{"speaker":"Mark Wainwright","startTime":637.814,"endTime":637.944,"body":"go"},{"speaker":"Mark Wainwright","startTime":637.944,"endTime":638.174,"body":"back"},{"speaker":"Mark Wainwright","startTime":638.174,"endTime":638.324,"body":"and"},{"speaker":"Mark Wainwright","startTime":638.324,"endTime":638.524,"body":"forth."},{"speaker":"Mark Wainwright","startTime":638.534,"endTime":638.644,"body":"You"},{"speaker":"Mark Wainwright","startTime":638.654,"endTime":638.794,"body":"have"},{"speaker":"Mark Wainwright","startTime":638.794,"endTime":638.894,"body":"to"},{"speaker":"Mark Wainwright","startTime":638.894,"endTime":638.974,"body":"do"},{"speaker":"Mark Wainwright","startTime":638.974,"endTime":639.114,"body":"your"},{"speaker":"Mark Wainwright","startTime":639.114,"endTime":639.394,"body":"pros"},{"speaker":"Mark Wainwright","startTime":639.394,"endTime":639.514,"body":"and"},{"speaker":"Mark Wainwright","startTime":639.514,"endTime":639.914,"body":"cons."},{"speaker":"Mark Wainwright","startTime":640.144,"endTime":640.354,"body":"For"},{"speaker":"Mark Wainwright","startTime":640.354,"endTime":640.844,"body":"us,"},{"speaker":"Mark Wainwright","startTime":641.224,"endTime":641.444,"body":"there's"},{"speaker":"Mark Wainwright","startTime":641.444,"endTime":641.504,"body":"a"},{"speaker":"Mark Wainwright","startTime":641.504,"endTime":642.004,"body":"number"},{"speaker":"Mark Wainwright","startTime":642.044,"endTime":642.404,"body":"of"},{"speaker":"Mark Wainwright","startTime":642.874,"endTime":643.264,"body":"really"},{"speaker":"Mark Wainwright","startTime":643.274,"endTime":643.784,"body":"fantastic"},{"speaker":"Mark Wainwright","startTime":643.794,"endTime":644.424,"body":"benefits"},{"speaker":"Mark Wainwright","startTime":644.884,"endTime":645.164,"body":"of"},{"speaker":"Mark Wainwright","startTime":645.164,"endTime":645.504,"body":"this"},{"speaker":"Mark Wainwright","startTime":645.514,"endTime":645.784,"body":"that,"},{"speaker":"Mark Wainwright","startTime":645.994,"endTime":646.224,"body":"we'll"},{"speaker":"Mark Wainwright","startTime":646.534,"endTime":646.744,"body":"talk"},{"speaker":"Mark Wainwright","startTime":646.754,"endTime":646.974,"body":"about"},{"speaker":"Mark Wainwright","startTime":646.974,"endTime":647.124,"body":"here"},{"speaker":"Mark Wainwright","startTime":647.124,"endTime":647.274,"body":"that"},{"speaker":"Mark Wainwright","startTime":647.284,"endTime":647.804,"body":"outweigh"},{"speaker":"Mark Wainwright","startTime":648.034,"endTime":648.264,"body":"all"},{"speaker":"Mark Wainwright","startTime":648.264,"endTime":648.554,"body":"the"},{"speaker":"Mark Wainwright","startTime":648.894,"endTime":649.314,"body":"negative"},{"speaker":"Mark Wainwright","startTime":649.314,"endTime":649.694,"body":"stuff."},{"speaker":"Mark Wainwright","startTime":650.064,"endTime":650.334,"body":"So"},{"speaker":"Mark Wainwright","startTime":650.434,"endTime":650.664,"body":"let's"},{"speaker":"Mark Wainwright","startTime":650.674,"endTime":650.844,"body":"dig"},{"speaker":"Mark Wainwright","startTime":650.844,"endTime":651.114,"body":"into"},{"speaker":"Mark Wainwright","startTime":651.114,"endTime":651.504,"body":"those,"},{"speaker":"Mark Wainwright","startTime":651.634,"endTime":652.094,"body":"benefits."},{"speaker":"Mark Wainwright","startTime":652.094,"endTime":652.204,"body":"You"},{"speaker":"Mark Wainwright","startTime":652.204,"endTime":652.314,"body":"had"},{"speaker":"Mark Wainwright","startTime":652.314,"endTime":652.424,"body":"a"},{"speaker":"Mark Wainwright","startTime":652.504,"endTime":652.844,"body":"bunch"},{"speaker":"Mark Wainwright","startTime":652.894,"endTime":653.184,"body":"written"},{"speaker":"Mark Wainwright","startTime":653.184,"endTime":653.424,"body":"down"},{"speaker":"Mark Wainwright","startTime":653.424,"endTime":653.654,"body":"here."},{"speaker":"John Tyreman","startTime":653.914,"endTime":654.094,"body":"Yeah,"},{"speaker":"John Tyreman","startTime":654.094,"endTime":654.314,"body":"there's,"},{"speaker":"John Tyreman","startTime":654.334,"endTime":654.604,"body":"there's"},{"speaker":"John Tyreman","startTime":654.614,"endTime":654.864,"body":"four"},{"speaker":"John Tyreman","startTime":654.864,"endTime":655.154,"body":"bullet"},{"speaker":"John Tyreman","startTime":655.154,"endTime":655.704,"body":"points"},{"speaker":"John Tyreman","startTime":655.834,"endTime":656.024,"body":"that"},{"speaker":"John Tyreman","startTime":656.024,"endTime":656.164,"body":"I've"},{"speaker":"John Tyreman","startTime":656.164,"endTime":656.344,"body":"got"},{"speaker":"John Tyreman","startTime":656.344,"endTime":656.714,"body":"here,"},{"speaker":"John Tyreman","startTime":656.794,"endTime":656.864,"body":"in"},{"speaker":"John Tyreman","startTime":656.864,"endTime":657.054,"body":"terms"},{"speaker":"John Tyreman","startTime":657.054,"endTime":657.134,"body":"of"},{"speaker":"John Tyreman","startTime":657.134,"endTime":657.444,"body":"why"},{"speaker":"John Tyreman","startTime":657.544,"endTime":657.844,"body":"firms"},{"speaker":"John Tyreman","startTime":657.864,"endTime":658.204,"body":"should"},{"speaker":"John Tyreman","startTime":658.204,"endTime":658.614,"body":"position"},{"speaker":"John Tyreman","startTime":658.614,"endTime":658.724,"body":"their"},{"speaker":"John Tyreman","startTime":658.724,"endTime":659.004,"body":"brand"},{"speaker":"John Tyreman","startTime":659.004,"endTime":659.104,"body":"and"},{"speaker":"John Tyreman","startTime":659.114,"endTime":659.364,"body":"around"},{"speaker":"John Tyreman","startTime":659.364,"endTime":659.514,"body":"an"},{"speaker":"John Tyreman","startTime":659.524,"endTime":659.774,"body":"area"},{"speaker":"John Tyreman","startTime":659.774,"endTime":659.954,"body":"of"},{"speaker":"John Tyreman","startTime":660.024,"endTime":661.024,"body":"specialization,"},{"speaker":"John Tyreman","startTime":661.304,"endTime":661.534,"body":"number"},{"speaker":"John Tyreman","startTime":661.534,"endTime":661.964,"body":"one,"},{"speaker":"John Tyreman","startTime":662.384,"endTime":662.664,"body":"it"},{"speaker":"John Tyreman","startTime":662.664,"endTime":663.284,"body":"enhances"},{"speaker":"John Tyreman","startTime":663.304,"endTime":663.514,"body":"the"},{"speaker":"John Tyreman","startTime":663.524,"endTime":664.074,"body":"trust"},{"speaker":"John Tyreman","startTime":664.094,"endTime":664.264,"body":"that"},{"speaker":"John Tyreman","startTime":664.264,"endTime":664.404,"body":"your"},{"speaker":"John Tyreman","startTime":664.404,"endTime":664.854,"body":"clients"},{"speaker":"John Tyreman","startTime":664.854,"endTime":665.204,"body":"have"},{"speaker":"John Tyreman","startTime":665.214,"endTime":665.604,"body":"within"},{"speaker":"John Tyreman","startTime":665.604,"endTime":666.034,"body":"you."},{"speaker":"John Tyreman","startTime":666.124,"endTime":666.624,"body":"So"},{"speaker":"John Tyreman","startTime":667.194,"endTime":668.264,"body":"demonstrating"},{"speaker":"John Tyreman","startTime":668.354,"endTime":668.454,"body":"a"},{"speaker":"John Tyreman","startTime":668.454,"endTime":668.844,"body":"level"},{"speaker":"John Tyreman","startTime":668.844,"endTime":668.964,"body":"of"},{"speaker":"John Tyreman","startTime":668.964,"endTime":669.544,"body":"mastery"},{"speaker":"John Tyreman","startTime":669.544,"endTime":669.644,"body":"or"},{"speaker":"John Tyreman","startTime":669.644,"endTime":670.254,"body":"expertise"},{"speaker":"John Tyreman","startTime":670.254,"endTime":670.374,"body":"in"},{"speaker":"John Tyreman","startTime":670.374,"endTime":670.434,"body":"a"},{"speaker":"John Tyreman","startTime":670.434,"endTime":671.174,"body":"specific"},{"speaker":"John Tyreman","startTime":671.434,"endTime":672.264,"body":"industry"},{"speaker":"John Tyreman","startTime":672.314,"endTime":672.764,"body":"or"},{"speaker":"John Tyreman","startTime":672.814,"endTime":672.984,"body":"in"},{"speaker":"John Tyreman","startTime":672.984,"endTime":673.044,"body":"a"},{"speaker":"John Tyreman","startTime":673.044,"endTime":673.524,"body":"specific"},{"speaker":"John Tyreman","startTime":673.524,"endTime":673.914,"body":"service"},{"speaker":"John Tyreman","startTime":673.914,"endTime":674.584,"body":"offering,"},{"speaker":"John Tyreman","startTime":674.934,"endTime":675.164,"body":"it"},{"speaker":"John Tyreman","startTime":675.174,"endTime":675.534,"body":"builds"},{"speaker":"John Tyreman","startTime":675.534,"endTime":676.544,"body":"credibility"},{"speaker":"John Tyreman","startTime":676.734,"endTime":677.344,"body":"around."},{"speaker":"John Tyreman","startTime":677.794,"endTime":678.134,"body":"You"},{"speaker":"John Tyreman","startTime":678.134,"endTime":678.254,"body":"and"},{"speaker":"John Tyreman","startTime":678.254,"endTime":678.324,"body":"it"},{"speaker":"John Tyreman","startTime":678.334,"endTime":678.624,"body":"builds"},{"speaker":"John Tyreman","startTime":678.624,"endTime":679.114,"body":"trust"},{"speaker":"John Tyreman","startTime":679.114,"endTime":679.324,"body":"and"},{"speaker":"John Tyreman","startTime":679.374,"endTime":679.804,"body":"deepens"},{"speaker":"John Tyreman","startTime":679.814,"endTime":680.004,"body":"the"},{"speaker":"John Tyreman","startTime":680.034,"endTime":680.614,"body":"relationship"},{"speaker":"John Tyreman","startTime":680.614,"endTime":680.714,"body":"that"},{"speaker":"John Tyreman","startTime":680.714,"endTime":680.834,"body":"you"},{"speaker":"John Tyreman","startTime":680.834,"endTime":681.024,"body":"have"},{"speaker":"John Tyreman","startTime":681.024,"endTime":681.154,"body":"with"},{"speaker":"John Tyreman","startTime":681.154,"endTime":681.244,"body":"your"},{"speaker":"John Tyreman","startTime":681.244,"endTime":681.614,"body":"clients."},{"speaker":"John Tyreman","startTime":681.624,"endTime":681.744,"body":"So"},{"speaker":"John Tyreman","startTime":681.744,"endTime":681.924,"body":"that's"},{"speaker":"John Tyreman","startTime":681.924,"endTime":682.124,"body":"number"},{"speaker":"John Tyreman","startTime":682.124,"endTime":682.374,"body":"one,"},{"speaker":"Mark Wainwright","startTime":682.704,"endTime":683.054,"body":"Yeah."},{"speaker":"Mark Wainwright","startTime":683.074,"endTime":683.294,"body":"the"},{"speaker":"Mark Wainwright","startTime":683.304,"endTime":683.574,"body":"trust"},{"speaker":"Mark Wainwright","startTime":683.574,"endTime":684.204,"body":"equation,"},{"speaker":"Mark Wainwright","startTime":684.354,"endTime":684.754,"body":"right."},{"speaker":"Mark Wainwright","startTime":684.864,"endTime":685.114,"body":"From"},{"speaker":"Mark Wainwright","startTime":685.114,"endTime":685.464,"body":"Charlie"},{"speaker":"Mark Wainwright","startTime":685.464,"endTime":685.804,"body":"green,"},{"speaker":"Mark Wainwright","startTime":685.804,"endTime":685.954,"body":"right."},{"speaker":"Mark Wainwright","startTime":685.954,"endTime":686.054,"body":"One"},{"speaker":"Mark Wainwright","startTime":686.054,"endTime":686.114,"body":"of"},{"speaker":"Mark Wainwright","startTime":686.114,"endTime":686.154,"body":"the"},{"speaker":"Mark Wainwright","startTime":686.154,"endTime":686.434,"body":"major"},{"speaker":"Mark Wainwright","startTime":686.434,"endTime":686.944,"body":"components"},{"speaker":"Mark Wainwright","startTime":686.954,"endTime":687.264,"body":"about"},{"speaker":"Mark Wainwright","startTime":687.264,"endTime":687.494,"body":"that"},{"speaker":"Mark Wainwright","startTime":687.494,"endTime":687.864,"body":"is,"},{"speaker":"Mark Wainwright","startTime":688.104,"endTime":688.744,"body":"credibility"},{"speaker":"Mark Wainwright","startTime":688.744,"endTime":688.854,"body":"and"},{"speaker":"Mark Wainwright","startTime":688.854,"endTime":689.444,"body":"credibility"},{"speaker":"Mark Wainwright","startTime":689.444,"endTime":689.614,"body":"is,"},{"speaker":"Mark Wainwright","startTime":689.664,"endTime":689.764,"body":"the"},{"speaker":"Mark Wainwright","startTime":689.764,"endTime":690.014,"body":"one"},{"speaker":"Mark Wainwright","startTime":690.014,"endTime":690.124,"body":"that"},{"speaker":"Mark Wainwright","startTime":690.124,"endTime":690.364,"body":"says"},{"speaker":"Mark Wainwright","startTime":690.511,"endTime":690.741,"body":"talking"},{"speaker":"Mark Wainwright","startTime":690.741,"endTime":690.791,"body":"to"},{"speaker":"Mark Wainwright","startTime":690.791,"endTime":690.881,"body":"an"},{"speaker":"Mark Wainwright","startTime":690.881,"endTime":691.221,"body":"expert"},{"speaker":"Mark Wainwright","startTime":691.221,"endTime":691.501,"body":"here."},{"speaker":"Mark Wainwright","startTime":691.661,"endTime":691.991,"body":"Right."},{"speaker":"Mark Wainwright","startTime":692.011,"endTime":692.191,"body":"So"},{"speaker":"Mark Wainwright","startTime":692.191,"endTime":692.361,"body":"the"},{"speaker":"Mark Wainwright","startTime":692.361,"endTime":692.801,"body":"more"},{"speaker":"Mark Wainwright","startTime":692.941,"endTime":693.371,"body":"focused"},{"speaker":"Mark Wainwright","startTime":693.371,"endTime":693.841,"body":"expertise"},{"speaker":"Mark Wainwright","startTime":693.841,"endTime":693.991,"body":"you"},{"speaker":"Mark Wainwright","startTime":694.001,"endTime":694.151,"body":"can"},{"speaker":"Mark Wainwright","startTime":694.151,"endTime":694.571,"body":"show,"},{"speaker":"Mark Wainwright","startTime":694.621,"endTime":694.761,"body":"the"},{"speaker":"Mark Wainwright","startTime":694.781,"endTime":695.541,"body":"increase"},{"speaker":"Mark Wainwright","startTime":695.581,"endTime":695.791,"body":"you"},{"speaker":"Mark Wainwright","startTime":695.791,"endTime":696.081,"body":"show"},{"speaker":"Mark Wainwright","startTime":696.081,"endTime":696.201,"body":"in"},{"speaker":"Mark Wainwright","startTime":696.201,"endTime":696.351,"body":"that"},{"speaker":"Mark Wainwright","startTime":696.351,"endTime":696.531,"body":"whole"},{"speaker":"Mark Wainwright","startTime":696.591,"endTime":696.821,"body":"said"},{"speaker":"Mark Wainwright","startTime":696.821,"endTime":697.321,"body":"credibility"},{"speaker":"Mark Wainwright","startTime":697.321,"endTime":697.531,"body":"thing."},{"speaker":"John Tyreman","startTime":697.531,"endTime":697.841,"body":"reason"},{"speaker":"John Tyreman","startTime":697.841,"endTime":698.081,"body":"number"},{"speaker":"John Tyreman","startTime":698.081,"endTime":698.451,"body":"two,"},{"speaker":"John Tyreman","startTime":698.451,"endTime":698.811,"body":"why"},{"speaker":"John Tyreman","startTime":698.821,"endTime":699.011,"body":"you"},{"speaker":"John Tyreman","startTime":699.021,"endTime":699.351,"body":"should"},{"speaker":"John Tyreman","startTime":699.351,"endTime":699.771,"body":"position"},{"speaker":"John Tyreman","startTime":699.771,"endTime":699.901,"body":"your"},{"speaker":"John Tyreman","startTime":699.901,"endTime":700.211,"body":"brand"},{"speaker":"John Tyreman","startTime":700.221,"endTime":700.421,"body":"around"},{"speaker":"John Tyreman","startTime":700.421,"endTime":700.531,"body":"an"},{"speaker":"John Tyreman","startTime":700.541,"endTime":700.781,"body":"area"},{"speaker":"John Tyreman","startTime":700.781,"endTime":700.871,"body":"of"},{"speaker":"John Tyreman","startTime":700.871,"endTime":701.741,"body":"specialization"},{"speaker":"John Tyreman","startTime":701.741,"endTime":701.941,"body":"is"},{"speaker":"John Tyreman","startTime":701.941,"endTime":702.071,"body":"it"},{"speaker":"John Tyreman","startTime":702.071,"endTime":702.251,"body":"gives"},{"speaker":"John Tyreman","startTime":702.251,"endTime":702.361,"body":"you"},{"speaker":"John Tyreman","startTime":702.361,"endTime":702.951,"body":"operational"},{"speaker":"John Tyreman","startTime":702.951,"endTime":703.611,"body":"efficiency."},{"speaker":"John Tyreman","startTime":704.001,"endTime":704.221,"body":"Right."},{"speaker":"John Tyreman","startTime":704.221,"endTime":704.431,"body":"So"},{"speaker":"John Tyreman","startTime":704.431,"endTime":704.511,"body":"if"},{"speaker":"John Tyreman","startTime":704.521,"endTime":704.731,"body":"you're"},{"speaker":"John Tyreman","startTime":704.741,"endTime":705.081,"body":"able"},{"speaker":"John Tyreman","startTime":705.081,"endTime":705.611,"body":"to"},{"speaker":"John Tyreman","startTime":705.841,"endTime":706.561,"body":"specialize"},{"speaker":"John Tyreman","startTime":706.561,"endTime":706.681,"body":"in"},{"speaker":"John Tyreman","startTime":706.681,"endTime":706.741,"body":"a"},{"speaker":"John Tyreman","startTime":706.741,"endTime":707.191,"body":"specific"},{"speaker":"John Tyreman","startTime":707.191,"endTime":707.671,"body":"industry"},{"speaker":"John Tyreman","startTime":707.671,"endTime":707.751,"body":"and"},{"speaker":"John Tyreman","startTime":707.761,"endTime":707.911,"body":"you"},{"speaker":"John Tyreman","startTime":707.911,"endTime":708.501,"body":"understand"},{"speaker":"John Tyreman","startTime":708.501,"endTime":708.561,"body":"the"},{"speaker":"John Tyreman","startTime":708.561,"endTime":709.141,"body":"nuances"},{"speaker":"John Tyreman","startTime":709.141,"endTime":709.261,"body":"of"},{"speaker":"John Tyreman","startTime":709.261,"endTime":709.421,"body":"that"},{"speaker":"John Tyreman","startTime":709.421,"endTime":709.961,"body":"industry"},{"speaker":"John Tyreman","startTime":709.961,"endTime":710.091,"body":"and"},{"speaker":"John Tyreman","startTime":710.091,"endTime":710.241,"body":"how"},{"speaker":"John Tyreman","startTime":710.241,"endTime":710.401,"body":"they"},{"speaker":"John Tyreman","startTime":710.401,"endTime":711.001,"body":"operate,"},{"speaker":"John Tyreman","startTime":711.371,"endTime":711.541,"body":"you're"},{"speaker":"John Tyreman","startTime":711.541,"endTime":711.791,"body":"able"},{"speaker":"John Tyreman","startTime":711.791,"endTime":712.101,"body":"to"},{"speaker":"John Tyreman","startTime":712.101,"endTime":712.701,"body":"develop"},{"speaker":"John Tyreman","startTime":712.731,"endTime":713.101,"body":"more"},{"speaker":"John Tyreman","startTime":713.101,"endTime":713.661,"body":"streamlined"},{"speaker":"John Tyreman","startTime":713.691,"endTime":714.141,"body":"processes"},{"speaker":"John Tyreman","startTime":714.541,"endTime":715.171,"body":"around"},{"speaker":"John Tyreman","startTime":715.201,"endTime":715.351,"body":"and"},{"speaker":"John Tyreman","startTime":715.351,"endTime":715.991,"body":"anticipate"},{"speaker":"John Tyreman","startTime":715.991,"endTime":716.571,"body":"behaviors"},{"speaker":"John Tyreman","startTime":716.571,"endTime":716.711,"body":"of"},{"speaker":"John Tyreman","startTime":716.711,"endTime":717.281,"body":"clients"},{"speaker":"John Tyreman","startTime":717.621,"endTime":717.781,"body":"so"},{"speaker":"John Tyreman","startTime":717.781,"endTime":717.971,"body":"that"},{"speaker":"John Tyreman","startTime":717.971,"endTime":718.141,"body":"you"},{"speaker":"John Tyreman","startTime":718.141,"endTime":718.521,"body":"can"},{"speaker":"John Tyreman","startTime":718.921,"endTime":719.341,"body":"allocate"},{"speaker":"John Tyreman","startTime":719.341,"endTime":719.451,"body":"your"},{"speaker":"John Tyreman","startTime":719.451,"endTime":720.011,"body":"resources"},{"speaker":"John Tyreman","startTime":720.011,"endTime":720.181,"body":"more"},{"speaker":"John Tyreman","startTime":720.181,"endTime":720.901,"body":"effectively"},{"speaker":"John Tyreman","startTime":720.901,"endTime":721.011,"body":"so"},{"speaker":"John Tyreman","startTime":721.011,"endTime":721.141,"body":"that"},{"speaker":"John Tyreman","startTime":721.141,"endTime":721.251,"body":"you"},{"speaker":"John Tyreman","startTime":721.251,"endTime":721.411,"body":"can"},{"speaker":"John Tyreman","startTime":721.411,"endTime":722.041,"body":"deliver,"},{"speaker":"John Tyreman","startTime":722.291,"endTime":722.551,"body":"more"},{"speaker":"John Tyreman","startTime":722.561,"endTime":723.271,"body":"value"},{"speaker":"John Tyreman","startTime":723.361,"endTime":723.731,"body":"to"},{"speaker":"John Tyreman","startTime":723.761,"endTime":723.961,"body":"your"},{"speaker":"John Tyreman","startTime":723.961,"endTime":724.631,"body":"clients."},{"speaker":"John Tyreman","startTime":725.041,"endTime":725.171,"body":"so"},{"speaker":"John Tyreman","startTime":725.171,"endTime":725.331,"body":"that's"},{"speaker":"John Tyreman","startTime":725.331,"endTime":725.741,"body":"another"},{"speaker":"John Tyreman","startTime":725.751,"endTime":726.311,"body":"benefit"},{"speaker":"John Tyreman","startTime":726.361,"endTime":726.521,"body":"of"},{"speaker":"John Tyreman","startTime":726.521,"endTime":727.411,"body":"specialization"},{"speaker":"John Tyreman","startTime":727.461,"endTime":727.901,"body":"is"},{"speaker":"John Tyreman","startTime":728.381,"endTime":728.531,"body":"you"},{"speaker":"John Tyreman","startTime":728.531,"endTime":728.681,"body":"get"},{"speaker":"John Tyreman","startTime":728.681,"endTime":728.861,"body":"more"},{"speaker":"John Tyreman","startTime":728.861,"endTime":729.231,"body":"repeatable"},{"speaker":"John Tyreman","startTime":729.231,"endTime":729.621,"body":"processes."},{"speaker":"Mark Wainwright","startTime":730.731,"endTime":731.011,"body":"Yeah."},{"speaker":"Mark Wainwright","startTime":731.061,"endTime":731.541,"body":"And"},{"speaker":"Mark Wainwright","startTime":731.571,"endTime":731.721,"body":"you"},{"speaker":"Mark Wainwright","startTime":731.721,"endTime":731.911,"body":"know,"},{"speaker":"Mark Wainwright","startTime":731.911,"endTime":732.231,"body":"that,"},{"speaker":"Mark Wainwright","startTime":732.241,"endTime":732.571,"body":"Holy"},{"speaker":"Mark Wainwright","startTime":732.571,"endTime":732.851,"body":"grail"},{"speaker":"Mark Wainwright","startTime":732.851,"endTime":732.971,"body":"that"},{"speaker":"Mark Wainwright","startTime":732.971,"endTime":733.081,"body":"we're"},{"speaker":"Mark Wainwright","startTime":733.081,"endTime":733.231,"body":"all"},{"speaker":"Mark Wainwright","startTime":733.231,"endTime":733.651,"body":"chasing"},{"speaker":"Mark Wainwright","startTime":733.651,"endTime":733.791,"body":"is"},{"speaker":"Mark Wainwright","startTime":733.791,"endTime":733.941,"body":"that"},{"speaker":"Mark Wainwright","startTime":733.941,"endTime":734.291,"body":"process"},{"speaker":"Mark Wainwright","startTime":734.291,"endTime":734.741,"body":"improvement"},{"speaker":"Mark Wainwright","startTime":734.751,"endTime":735.001,"body":"thing"},{"speaker":"Mark Wainwright","startTime":735.001,"endTime":735.171,"body":"where"},{"speaker":"Mark Wainwright","startTime":735.171,"endTime":735.441,"body":"we're"},{"speaker":"Mark Wainwright","startTime":735.681,"endTime":736.181,"body":"constantly"},{"speaker":"Mark Wainwright","startTime":736.181,"endTime":737.021,"body":"experimenting"},{"speaker":"Mark Wainwright","startTime":737.021,"endTime":737.201,"body":"and"},{"speaker":"Mark Wainwright","startTime":737.601,"endTime":738.261,"body":"improving,"},{"speaker":"Mark Wainwright","startTime":738.661,"endTime":738.911,"body":"with"},{"speaker":"Mark Wainwright","startTime":738.911,"endTime":739.191,"body":"time."},{"speaker":"Mark Wainwright","startTime":739.191,"endTime":739.311,"body":"And"},{"speaker":"Mark Wainwright","startTime":739.311,"endTime":739.481,"body":"I"},{"speaker":"Mark Wainwright","startTime":739.561,"endTime":740.011,"body":"experienced"},{"speaker":"Mark Wainwright","startTime":740.011,"endTime":740.231,"body":"that."},{"speaker":"Mark Wainwright","startTime":740.231,"endTime":740.311,"body":"I"},{"speaker":"Mark Wainwright","startTime":740.311,"endTime":740.571,"body":"know"},{"speaker":"Mark Wainwright","startTime":740.571,"endTime":740.771,"body":"that"},{"speaker":"Mark Wainwright","startTime":740.771,"endTime":741.021,"body":"you"},{"speaker":"Mark Wainwright","startTime":741.021,"endTime":741.611,"body":"experienced"},{"speaker":"Mark Wainwright","startTime":741.611,"endTime":741.701,"body":"it."},{"speaker":"Mark Wainwright","startTime":741.751,"endTime":741.931,"body":"we"},{"speaker":"Mark Wainwright","startTime":741.931,"endTime":742.251,"body":"try"},{"speaker":"Mark Wainwright","startTime":742.261,"endTime":742.501,"body":"things."},{"speaker":"Mark Wainwright","startTime":742.501,"endTime":742.571,"body":"I"},{"speaker":"Mark Wainwright","startTime":742.571,"endTime":742.731,"body":"mean,"},{"speaker":"Mark Wainwright","startTime":742.731,"endTime":742.891,"body":"even"},{"speaker":"Mark Wainwright","startTime":742.891,"endTime":743.091,"body":"is,"},{"speaker":"Mark Wainwright","startTime":743.411,"endTime":743.761,"body":"large"},{"speaker":"Mark Wainwright","startTime":743.791,"endTime":744.341,"body":"organizations"},{"speaker":"Mark Wainwright","startTime":744.341,"endTime":744.411,"body":"all"},{"speaker":"Mark Wainwright","startTime":744.411,"endTime":744.471,"body":"the"},{"speaker":"Mark Wainwright","startTime":744.471,"endTime":744.561,"body":"way"},{"speaker":"Mark Wainwright","startTime":744.561,"endTime":744.741,"body":"down"},{"speaker":"Mark Wainwright","startTime":744.751,"endTime":744.961,"body":"to"},{"speaker":"Mark Wainwright","startTime":744.961,"endTime":745.321,"body":"small"},{"speaker":"Mark Wainwright","startTime":745.361,"endTime":745.631,"body":"solo"},{"speaker":"Mark Wainwright","startTime":745.631,"endTime":746.371,"body":"practitioners."},{"speaker":"Mark Wainwright","startTime":746.626,"endTime":747.126,"body":"Experience"},{"speaker":"Mark Wainwright","startTime":747.136,"endTime":747.396,"body":"this,"},{"speaker":"Mark Wainwright","startTime":747.406,"endTime":747.656,"body":"whether"},{"speaker":"Mark Wainwright","startTime":747.656,"endTime":747.796,"body":"we"},{"speaker":"Mark Wainwright","startTime":747.796,"endTime":747.996,"body":"do"},{"speaker":"Mark Wainwright","startTime":747.996,"endTime":748.166,"body":"it"},{"speaker":"Mark Wainwright","startTime":748.186,"endTime":748.756,"body":"consciously"},{"speaker":"Mark Wainwright","startTime":748.756,"endTime":748.836,"body":"or"},{"speaker":"Mark Wainwright","startTime":748.836,"endTime":749.236,"body":"overtly"},{"speaker":"Mark Wainwright","startTime":749.236,"endTime":749.286,"body":"or"},{"speaker":"Mark Wainwright","startTime":749.286,"endTime":749.596,"body":"not,"},{"speaker":"Mark Wainwright","startTime":749.606,"endTime":749.686,"body":"but"},{"speaker":"Mark Wainwright","startTime":749.686,"endTime":749.816,"body":"we"},{"speaker":"Mark Wainwright","startTime":749.816,"endTime":749.886,"body":"are"},{"speaker":"Mark Wainwright","startTime":749.886,"endTime":750.636,"body":"constantly,"},{"speaker":"Mark Wainwright","startTime":751.196,"endTime":751.496,"body":"doing"},{"speaker":"Mark Wainwright","startTime":751.496,"endTime":751.716,"body":"things"},{"speaker":"Mark Wainwright","startTime":751.716,"endTime":751.836,"body":"we've"},{"speaker":"Mark Wainwright","startTime":751.836,"endTime":752.036,"body":"done"},{"speaker":"Mark Wainwright","startTime":752.036,"endTime":752.156,"body":"for"},{"speaker":"Mark Wainwright","startTime":752.156,"endTime":752.236,"body":"a"},{"speaker":"Mark Wainwright","startTime":752.236,"endTime":752.566,"body":"while,"},{"speaker":"Mark Wainwright","startTime":752.566,"endTime":753.016,"body":"testing,"},{"speaker":"Mark Wainwright","startTime":753.026,"endTime":753.696,"body":"improving"},{"speaker":"Mark Wainwright","startTime":753.696,"endTime":753.996,"body":"them"},{"speaker":"Mark Wainwright","startTime":754.026,"endTime":754.386,"body":"and"},{"speaker":"Mark Wainwright","startTime":754.386,"endTime":754.706,"body":"testing"},{"speaker":"Mark Wainwright","startTime":754.706,"endTime":754.816,"body":"out"},{"speaker":"Mark Wainwright","startTime":754.816,"endTime":754.976,"body":"new"},{"speaker":"Mark Wainwright","startTime":754.986,"endTime":755.216,"body":"things"},{"speaker":"Mark Wainwright","startTime":755.216,"endTime":755.306,"body":"to"},{"speaker":"Mark Wainwright","startTime":755.306,"endTime":755.426,"body":"see"},{"speaker":"Mark Wainwright","startTime":755.426,"endTime":755.536,"body":"if"},{"speaker":"Mark Wainwright","startTime":755.536,"endTime":755.636,"body":"that"},{"speaker":"Mark Wainwright","startTime":755.636,"endTime":755.816,"body":"work"},{"speaker":"Mark Wainwright","startTime":755.816,"endTime":755.926,"body":"as"},{"speaker":"Mark Wainwright","startTime":755.926,"endTime":756.156,"body":"well."},{"speaker":"Mark Wainwright","startTime":756.166,"endTime":756.426,"body":"So"},{"speaker":"Mark Wainwright","startTime":756.656,"endTime":757.146,"body":"absolutely."},{"speaker":"John Tyreman","startTime":757.146,"endTime":757.246,"body":"All"},{"speaker":"John Tyreman","startTime":757.246,"endTime":757.276,"body":"right."},{"speaker":"John Tyreman","startTime":757.296,"endTime":757.596,"body":"Reason"},{"speaker":"John Tyreman","startTime":757.596,"endTime":757.836,"body":"number"},{"speaker":"John Tyreman","startTime":757.836,"endTime":758.296,"body":"three,"},{"speaker":"John Tyreman","startTime":758.296,"endTime":758.486,"body":"why"},{"speaker":"John Tyreman","startTime":758.486,"endTime":758.636,"body":"you"},{"speaker":"John Tyreman","startTime":758.636,"endTime":758.796,"body":"should"},{"speaker":"John Tyreman","startTime":758.796,"endTime":759.226,"body":"position"},{"speaker":"John Tyreman","startTime":759.226,"endTime":759.346,"body":"your"},{"speaker":"John Tyreman","startTime":759.346,"endTime":759.816,"body":"brand"},{"speaker":"John Tyreman","startTime":759.826,"endTime":760.186,"body":"around"},{"speaker":"John Tyreman","startTime":760.186,"endTime":760.316,"body":"an"},{"speaker":"John Tyreman","startTime":760.326,"endTime":760.596,"body":"area"},{"speaker":"John Tyreman","startTime":760.596,"endTime":760.716,"body":"of"},{"speaker":"John Tyreman","startTime":760.716,"endTime":761.626,"body":"specialization."},{"speaker":"John Tyreman","startTime":761.656,"endTime":761.956,"body":"And"},{"speaker":"John Tyreman","startTime":761.966,"endTime":762.276,"body":"here's"},{"speaker":"John Tyreman","startTime":762.276,"endTime":762.476,"body":"this"},{"speaker":"John Tyreman","startTime":762.486,"endTime":762.856,"body":"word"},{"speaker":"John Tyreman","startTime":762.876,"endTime":763.046,"body":"that"},{"speaker":"John Tyreman","startTime":763.046,"endTime":763.226,"body":"you"},{"speaker":"John Tyreman","startTime":763.226,"endTime":763.526,"body":"love,"},{"speaker":"John Tyreman","startTime":763.526,"endTime":763.966,"body":"Mark,"},{"speaker":"John Tyreman","startTime":764.556,"endTime":764.716,"body":"the"},{"speaker":"John Tyreman","startTime":764.716,"endTime":764.996,"body":"V"},{"speaker":"John Tyreman","startTime":764.996,"endTime":765.306,"body":"word."},{"speaker":"John Tyreman","startTime":765.316,"endTime":765.596,"body":"So"},{"speaker":"John Tyreman","startTime":765.826,"endTime":765.986,"body":"you"},{"speaker":"John Tyreman","startTime":765.986,"endTime":766.156,"body":"have"},{"speaker":"John Tyreman","startTime":766.156,"endTime":766.206,"body":"a"},{"speaker":"John Tyreman","startTime":766.206,"endTime":766.756,"body":"clear"},{"speaker":"John Tyreman","startTime":766.846,"endTime":767.476,"body":"value"},{"speaker":"John Tyreman","startTime":767.486,"endTime":768.326,"body":"proposition"},{"speaker":"John Tyreman","startTime":768.426,"endTime":768.506,"body":"and"},{"speaker":"John Tyreman","startTime":768.516,"endTime":768.866,"body":"I"},{"speaker":"John Tyreman","startTime":768.866,"endTime":769.116,"body":"love"},{"speaker":"John Tyreman","startTime":769.116,"endTime":769.226,"body":"your"},{"speaker":"John Tyreman","startTime":769.226,"endTime":769.556,"body":"take"},{"speaker":"John Tyreman","startTime":769.556,"endTime":769.726,"body":"on"},{"speaker":"John Tyreman","startTime":769.736,"endTime":770.176,"body":"value."},{"speaker":"John Tyreman","startTime":770.176,"endTime":770.276,"body":"And"},{"speaker":"John Tyreman","startTime":770.276,"endTime":770.366,"body":"I"},{"speaker":"John Tyreman","startTime":770.376,"endTime":770.566,"body":"think"},{"speaker":"John Tyreman","startTime":770.576,"endTime":770.693,"body":"it"},{"speaker":"John Tyreman","startTime":770.693,"endTime":770.856,"body":"had"},{"speaker":"John Tyreman","startTime":770.856,"endTime":770.916,"body":"a"},{"speaker":"John Tyreman","startTime":770.916,"endTime":771.146,"body":"light"},{"speaker":"John Tyreman","startTime":771.146,"endTime":771.426,"body":"bulb"},{"speaker":"John Tyreman","startTime":771.426,"endTime":771.736,"body":"moment"},{"speaker":"John Tyreman","startTime":771.806,"endTime":771.966,"body":"for"},{"speaker":"John Tyreman","startTime":771.966,"endTime":772.426,"body":"me"},{"speaker":"John Tyreman","startTime":772.476,"endTime":772.616,"body":"the"},{"speaker":"John Tyreman","startTime":772.646,"endTime":772.786,"body":"other"},{"speaker":"John Tyreman","startTime":772.786,"endTime":773.226,"body":"day,"},{"speaker":"John Tyreman","startTime":773.516,"endTime":773.846,"body":"but"},{"speaker":"John Tyreman","startTime":773.916,"endTime":774.026,"body":"a"},{"speaker":"John Tyreman","startTime":774.026,"endTime":774.366,"body":"narrow"},{"speaker":"John Tyreman","startTime":774.366,"endTime":774.776,"body":"focus"},{"speaker":"John Tyreman","startTime":774.776,"endTime":774.996,"body":"really"},{"speaker":"John Tyreman","startTime":774.996,"endTime":775.186,"body":"makes"},{"speaker":"John Tyreman","startTime":775.186,"endTime":775.306,"body":"it"},{"speaker":"John Tyreman","startTime":775.306,"endTime":775.616,"body":"easier"},{"speaker":"John Tyreman","startTime":775.616,"endTime":775.756,"body":"to"},{"speaker":"John Tyreman","startTime":775.776,"endTime":776.436,"body":"communicate"},{"speaker":"John Tyreman","startTime":776.436,"endTime":776.596,"body":"your"},{"speaker":"John Tyreman","startTime":776.606,"endTime":777.036,"body":"offering"},{"speaker":"John Tyreman","startTime":777.036,"endTime":777.176,"body":"and"},{"speaker":"John Tyreman","startTime":777.176,"endTime":777.576,"body":"value"},{"speaker":"John Tyreman","startTime":777.576,"endTime":777.656,"body":"to"},{"speaker":"John Tyreman","startTime":777.656,"endTime":778.096,"body":"potential"},{"speaker":"John Tyreman","startTime":778.096,"endTime":778.506,"body":"clients."},{"speaker":"John Tyreman","startTime":778.516,"endTime":778.676,"body":"What's"},{"speaker":"John Tyreman","startTime":778.676,"endTime":778.776,"body":"your"},{"speaker":"John Tyreman","startTime":778.776,"endTime":778.996,"body":"take"},{"speaker":"John Tyreman","startTime":778.996,"endTime":779.146,"body":"on"},{"speaker":"John Tyreman","startTime":779.146,"endTime":779.516,"body":"value?"},{"speaker":"Mark Wainwright","startTime":779.881,"endTime":780.211,"body":"Yeah,"},{"speaker":"Mark Wainwright","startTime":780.211,"endTime":780.634,"body":"well,"},{"speaker":"Mark Wainwright","startTime":780.634,"endTime":780.824,"body":"not"},{"speaker":"Mark Wainwright","startTime":780.824,"endTime":780.944,"body":"to"},{"speaker":"Mark Wainwright","startTime":780.944,"endTime":781.534,"body":"pontificate"},{"speaker":"Mark Wainwright","startTime":781.574,"endTime":781.724,"body":"too"},{"speaker":"Mark Wainwright","startTime":781.734,"endTime":781.994,"body":"much"},{"speaker":"Mark Wainwright","startTime":781.994,"endTime":782.194,"body":"on"},{"speaker":"Mark Wainwright","startTime":782.194,"endTime":782.324,"body":"it,"},{"speaker":"Mark Wainwright","startTime":782.374,"endTime":782.624,"body":"right."},{"speaker":"Mark Wainwright","startTime":782.674,"endTime":782.824,"body":"The"},{"speaker":"Mark Wainwright","startTime":782.854,"endTime":783.174,"body":"issue"},{"speaker":"Mark Wainwright","startTime":783.174,"endTime":783.474,"body":"have"},{"speaker":"Mark Wainwright","startTime":784.014,"endTime":784.614,"body":"people"},{"speaker":"Mark Wainwright","startTime":784.724,"endTime":785.084,"body":"gloss"},{"speaker":"Mark Wainwright","startTime":785.084,"endTime":785.394,"body":"over"},{"speaker":"Mark Wainwright","startTime":785.394,"endTime":785.824,"body":"value,"},{"speaker":"Mark Wainwright","startTime":785.824,"endTime":785.934,"body":"the"},{"speaker":"Mark Wainwright","startTime":785.934,"endTime":786.314,"body":"importance"},{"speaker":"Mark Wainwright","startTime":786.314,"endTime":786.454,"body":"of"},{"speaker":"Mark Wainwright","startTime":786.454,"endTime":786.524,"body":"it,"},{"speaker":"Mark Wainwright","startTime":786.524,"endTime":786.614,"body":"the"},{"speaker":"Mark Wainwright","startTime":786.614,"endTime":787.094,"body":"perception"},{"speaker":"Mark Wainwright","startTime":787.094,"endTime":787.194,"body":"of"},{"speaker":"Mark Wainwright","startTime":787.194,"endTime":787.344,"body":"it,"},{"speaker":"Mark Wainwright","startTime":787.344,"endTime":787.494,"body":"just"},{"speaker":"Mark Wainwright","startTime":787.494,"endTime":787.694,"body":"sort"},{"speaker":"Mark Wainwright","startTime":787.694,"endTime":787.834,"body":"of"},{"speaker":"Mark Wainwright","startTime":787.854,"endTime":788.084,"body":"like"},{"speaker":"Mark Wainwright","startTime":788.084,"endTime":788.434,"body":"the"},{"speaker":"Mark Wainwright","startTime":788.504,"endTime":789.154,"body":"understanding"},{"speaker":"Mark Wainwright","startTime":789.154,"endTime":789.274,"body":"of"},{"speaker":"Mark Wainwright","startTime":789.274,"endTime":789.434,"body":"the"},{"speaker":"Mark Wainwright","startTime":789.684,"endTime":790.064,"body":"term"},{"speaker":"Mark Wainwright","startTime":790.124,"endTime":790.604,"body":"value."},{"speaker":"Mark Wainwright","startTime":790.734,"endTime":790.864,"body":"The"},{"speaker":"Mark Wainwright","startTime":790.864,"endTime":791.124,"body":"big"},{"speaker":"Mark Wainwright","startTime":791.154,"endTime":791.384,"body":"thing"},{"speaker":"Mark Wainwright","startTime":791.384,"endTime":791.604,"body":"that"},{"speaker":"Mark Wainwright","startTime":791.614,"endTime":792.294,"body":"always"},{"speaker":"Mark Wainwright","startTime":792.454,"endTime":792.544,"body":"the"},{"speaker":"Mark Wainwright","startTime":792.544,"endTime":792.754,"body":"big"},{"speaker":"Mark Wainwright","startTime":792.754,"endTime":793.154,"body":"speed"},{"speaker":"Mark Wainwright","startTime":793.154,"endTime":793.384,"body":"bump"},{"speaker":"Mark Wainwright","startTime":793.394,"endTime":793.584,"body":"with"},{"speaker":"Mark Wainwright","startTime":793.584,"endTime":793.864,"body":"me"},{"speaker":"Mark Wainwright","startTime":793.864,"endTime":794.014,"body":"when"},{"speaker":"Mark Wainwright","startTime":794.014,"endTime":794.114,"body":"the"},{"speaker":"Mark Wainwright","startTime":794.114,"endTime":794.364,"body":"word"},{"speaker":"Mark Wainwright","startTime":794.364,"endTime":794.704,"body":"value"},{"speaker":"Mark Wainwright","startTime":794.704,"endTime":794.914,"body":"comes"},{"speaker":"Mark Wainwright","startTime":794.914,"endTime":795.124,"body":"into"},{"speaker":"Mark Wainwright","startTime":795.124,"endTime":795.194,"body":"a"},{"speaker":"Mark Wainwright","startTime":795.194,"endTime":796.044,"body":"conversation"},{"speaker":"Mark Wainwright","startTime":796.114,"endTime":796.634,"body":"is"},{"speaker":"Mark Wainwright","startTime":796.654,"endTime":797.004,"body":"that"},{"speaker":"Mark Wainwright","startTime":797.794,"endTime":798.114,"body":"the"},{"speaker":"Mark Wainwright","startTime":798.134,"endTime":799.064,"body":"consultants."},{"speaker":"Mark Wainwright","startTime":799.594,"endTime":799.794,"body":"You"},{"speaker":"Mark Wainwright","startTime":799.794,"endTime":800.134,"body":"know,"},{"speaker":"Mark Wainwright","startTime":800.135,"endTime":800.394,"body":"and"},{"speaker":"Mark Wainwright","startTime":800.674,"endTime":800.874,"body":"the"},{"speaker":"Mark Wainwright","startTime":800.874,"endTime":801.004,"body":"whole"},{"speaker":"Mark Wainwright","startTime":801.004,"endTime":801.474,"body":"concept"},{"speaker":"Mark Wainwright","startTime":801.474,"endTime":801.514,"body":"of"},{"speaker":"Mark Wainwright","startTime":801.524,"endTime":801.624,"body":"the"},{"speaker":"Mark Wainwright","startTime":801.624,"endTime":801.894,"body":"value"},{"speaker":"Mark Wainwright","startTime":801.894,"endTime":802.474,"body":"proposition"},{"speaker":"Mark Wainwright","startTime":802.474,"endTime":802.614,"body":"and"},{"speaker":"Mark Wainwright","startTime":802.614,"endTime":802.774,"body":"what"},{"speaker":"Mark Wainwright","startTime":802.774,"endTime":802.904,"body":"you"},{"speaker":"Mark Wainwright","startTime":802.914,"endTime":803.344,"body":"offer"},{"speaker":"Mark Wainwright","startTime":803.344,"endTime":803.524,"body":"to"},{"speaker":"Mark Wainwright","startTime":803.524,"endTime":803.754,"body":"your"},{"speaker":"Mark Wainwright","startTime":803.784,"endTime":804.274,"body":"prospective"},{"speaker":"Mark Wainwright","startTime":804.274,"endTime":804.614,"body":"clients"},{"speaker":"Mark Wainwright","startTime":804.614,"endTime":804.714,"body":"and"},{"speaker":"Mark Wainwright","startTime":804.714,"endTime":804.824,"body":"what"},{"speaker":"Mark Wainwright","startTime":804.824,"endTime":804.954,"body":"you"},{"speaker":"Mark Wainwright","startTime":804.964,"endTime":805.314,"body":"offer"},{"speaker":"Mark Wainwright","startTime":805.314,"endTime":805.464,"body":"to"},{"speaker":"Mark Wainwright","startTime":805.464,"endTime":805.574,"body":"the"},{"speaker":"Mark Wainwright","startTime":805.574,"endTime":806.404,"body":"marketplace,"},{"speaker":"Mark Wainwright","startTime":806.854,"endTime":807.004,"body":"the"},{"speaker":"Mark Wainwright","startTime":807.004,"endTime":807.424,"body":"client"},{"speaker":"Mark Wainwright","startTime":807.424,"endTime":807.534,"body":"is"},{"speaker":"Mark Wainwright","startTime":807.534,"endTime":807.664,"body":"in"},{"speaker":"Mark Wainwright","startTime":807.664,"endTime":808.004,"body":"complete"},{"speaker":"Mark Wainwright","startTime":808.004,"endTime":808.404,"body":"control"},{"speaker":"Mark Wainwright","startTime":808.404,"endTime":808.484,"body":"of"},{"speaker":"Mark Wainwright","startTime":808.484,"endTime":808.834,"body":"value"},{"speaker":"Mark Wainwright","startTime":808.834,"endTime":809.114,"body":"right"},{"speaker":"Mark Wainwright","startTime":809.114,"endTime":809.344,"body":"there."},{"speaker":"Mark Wainwright","startTime":809.344,"endTime":809.574,"body":"Ones"},{"speaker":"Mark Wainwright","startTime":809.574,"endTime":809.714,"body":"who"},{"speaker":"Mark Wainwright","startTime":809.714,"endTime":809.984,"body":"will"},{"speaker":"Mark Wainwright","startTime":809.984,"endTime":810.034,"body":"or"},{"speaker":"Mark Wainwright","startTime":810.034,"endTime":810.194,"body":"will"},{"speaker":"Mark Wainwright","startTime":810.194,"endTime":810.424,"body":"not"},{"speaker":"Mark Wainwright","startTime":810.424,"endTime":810.784,"body":"assign"},{"speaker":"Mark Wainwright","startTime":810.784,"endTime":810.854,"body":"a"},{"speaker":"Mark Wainwright","startTime":810.854,"endTime":811.144,"body":"certain"},{"speaker":"Mark Wainwright","startTime":811.144,"endTime":811.414,"body":"level"},{"speaker":"Mark Wainwright","startTime":811.414,"endTime":811.514,"body":"of"},{"speaker":"Mark Wainwright","startTime":811.514,"endTime":811.924,"body":"value"},{"speaker":"Mark Wainwright","startTime":811.974,"endTime":812.134,"body":"to"},{"speaker":"Mark Wainwright","startTime":812.134,"endTime":812.674,"body":"something."},{"speaker":"Mark Wainwright","startTime":812.674,"endTime":813.074,"body":"So"},{"speaker":"Mark Wainwright","startTime":813.454,"endTime":813.624,"body":"when"},{"speaker":"Mark Wainwright","startTime":813.624,"endTime":813.714,"body":"we"},{"speaker":"Mark Wainwright","startTime":813.714,"endTime":813.954,"body":"talk"},{"speaker":"Mark Wainwright","startTime":813.964,"endTime":814.244,"body":"about"},{"speaker":"Mark Wainwright","startTime":814.244,"endTime":814.584,"body":"clear"},{"speaker":"Mark Wainwright","startTime":814.584,"endTime":815.024,"body":"value"},{"speaker":"Mark Wainwright","startTime":815.034,"endTime":815.914,"body":"propositions,"},{"speaker":"Mark Wainwright","startTime":815.934,"endTime":816.144,"body":"for"},{"speaker":"Mark Wainwright","startTime":816.154,"endTime":816.684,"body":"me,"},{"speaker":"Mark Wainwright","startTime":816.704,"endTime":817.044,"body":"that"},{"speaker":"Mark Wainwright","startTime":817.054,"endTime":817.614,"body":"means"},{"speaker":"Mark Wainwright","startTime":817.944,"endTime":818.134,"body":"I"},{"speaker":"Mark Wainwright","startTime":818.135,"endTime":818.329,"body":"take"},{"speaker":"Mark Wainwright","startTime":818.329,"endTime":818.524,"body":"it"},{"speaker":"Mark Wainwright","startTime":818.524,"endTime":818.594,"body":"and"},{"speaker":"Mark Wainwright","startTime":818.594,"endTime":818.824,"body":"tweak"},{"speaker":"Mark Wainwright","startTime":818.824,"endTime":818.894,"body":"it"},{"speaker":"Mark Wainwright","startTime":818.894,"endTime":818.924,"body":"a"},{"speaker":"Mark Wainwright","startTime":818.924,"endTime":819.094,"body":"little"},{"speaker":"Mark Wainwright","startTime":819.094,"endTime":819.384,"body":"bit."},{"speaker":"Mark Wainwright","startTime":819.574,"endTime":819.734,"body":"I"},{"speaker":"Mark Wainwright","startTime":819.744,"endTime":820.024,"body":"say."},{"speaker":"Mark Wainwright","startTime":820.083,"endTime":820.203,"body":"a"},{"speaker":"Mark Wainwright","startTime":820.203,"endTime":820.523,"body":"clear"},{"speaker":"Mark Wainwright","startTime":820.523,"endTime":820.973,"body":"value"},{"speaker":"Mark Wainwright","startTime":820.973,"endTime":821.713,"body":"proposition"},{"speaker":"Mark Wainwright","startTime":821.713,"endTime":821.873,"body":"is"},{"speaker":"Mark Wainwright","startTime":821.873,"endTime":822.263,"body":"something"},{"speaker":"Mark Wainwright","startTime":822.263,"endTime":822.433,"body":"that"},{"speaker":"Mark Wainwright","startTime":822.433,"endTime":822.763,"body":"comes"},{"speaker":"Mark Wainwright","startTime":822.763,"endTime":822.963,"body":"through"},{"speaker":"Mark Wainwright","startTime":822.963,"endTime":823.083,"body":"an"},{"speaker":"Mark Wainwright","startTime":823.093,"endTime":823.493,"body":"effort"},{"speaker":"Mark Wainwright","startTime":823.513,"endTime":823.713,"body":"of"},{"speaker":"Mark Wainwright","startTime":823.713,"endTime":824.243,"body":"listening,"},{"speaker":"Mark Wainwright","startTime":824.273,"endTime":824.803,"body":"questioning,"},{"speaker":"Mark Wainwright","startTime":824.803,"endTime":825.523,"body":"understanding,"},{"speaker":"Mark Wainwright","startTime":825.523,"endTime":825.763,"body":"being"},{"speaker":"Mark Wainwright","startTime":825.773,"endTime":826.393,"body":"curious"},{"speaker":"Mark Wainwright","startTime":826.733,"endTime":826.963,"body":"to"},{"speaker":"Mark Wainwright","startTime":826.963,"endTime":827.313,"body":"where"},{"speaker":"Mark Wainwright","startTime":827.313,"endTime":827.813,"body":"you"},{"speaker":"Mark Wainwright","startTime":827.903,"endTime":828.403,"body":"can"},{"speaker":"Mark Wainwright","startTime":828.483,"endTime":829.243,"body":"understand"},{"speaker":"Mark Wainwright","startTime":829.243,"endTime":829.453,"body":"your"},{"speaker":"Mark Wainwright","startTime":829.453,"endTime":829.933,"body":"client"},{"speaker":"Mark Wainwright","startTime":829.933,"endTime":830.143,"body":"and"},{"speaker":"Mark Wainwright","startTime":830.143,"endTime":830.333,"body":"their"},{"speaker":"Mark Wainwright","startTime":830.333,"endTime":830.723,"body":"needs"},{"speaker":"Mark Wainwright","startTime":830.913,"endTime":831.203,"body":"and"},{"speaker":"Mark Wainwright","startTime":831.213,"endTime":831.543,"body":"then"},{"speaker":"Mark Wainwright","startTime":831.553,"endTime":831.793,"body":"bring"},{"speaker":"Mark Wainwright","startTime":831.793,"endTime":832.083,"body":"your"},{"speaker":"Mark Wainwright","startTime":832.083,"endTime":832.943,"body":"expertise"},{"speaker":"Mark Wainwright","startTime":832.953,"endTime":833.163,"body":"to"},{"speaker":"Mark Wainwright","startTime":833.163,"endTime":833.443,"body":"them"},{"speaker":"Mark Wainwright","startTime":833.443,"endTime":833.553,"body":"in"},{"speaker":"Mark Wainwright","startTime":833.553,"endTime":833.613,"body":"a"},{"speaker":"Mark Wainwright","startTime":833.613,"endTime":833.803,"body":"way"},{"speaker":"Mark Wainwright","startTime":833.803,"endTime":834.023,"body":"that"},{"speaker":"Mark Wainwright","startTime":834.043,"endTime":834.713,"body":"fits,"},{"speaker":"Mark Wainwright","startTime":835.343,"endTime":835.483,"body":"you"},{"speaker":"Mark Wainwright","startTime":835.483,"endTime":835.633,"body":"know,"},{"speaker":"Mark Wainwright","startTime":836.493,"endTime":836.663,"body":"the"},{"speaker":"Mark Wainwright","startTime":836.843,"endTime":837.103,"body":"things"},{"speaker":"Mark Wainwright","startTime":837.103,"endTime":837.253,"body":"they"},{"speaker":"Mark Wainwright","startTime":837.253,"endTime":837.673,"body":"value,"},{"speaker":"Mark Wainwright","startTime":837.673,"endTime":837.783,"body":"the"},{"speaker":"Mark Wainwright","startTime":837.803,"endTime":838.033,"body":"things"},{"speaker":"Mark Wainwright","startTime":838.033,"endTime":838.193,"body":"that"},{"speaker":"Mark Wainwright","startTime":838.193,"endTime":838.303,"body":"are"},{"speaker":"Mark Wainwright","startTime":838.303,"endTime":838.753,"body":"important"},{"speaker":"Mark Wainwright","startTime":838.763,"endTime":838.883,"body":"to"},{"speaker":"Mark Wainwright","startTime":838.883,"endTime":839.203,"body":"them."},{"speaker":"Mark Wainwright","startTime":839.213,"endTime":839.523,"body":"So"},{"speaker":"Mark Wainwright","startTime":839.713,"endTime":839.893,"body":"that's"},{"speaker":"Mark Wainwright","startTime":839.893,"endTime":840.203,"body":"how"},{"speaker":"Mark Wainwright","startTime":840.283,"endTime":840.633,"body":"you"},{"speaker":"Mark Wainwright","startTime":840.643,"endTime":840.793,"body":"get"},{"speaker":"Mark Wainwright","startTime":840.793,"endTime":840.903,"body":"to"},{"speaker":"Mark Wainwright","startTime":840.903,"endTime":840.963,"body":"a"},{"speaker":"Mark Wainwright","startTime":840.963,"endTime":841.333,"body":"place"},{"speaker":"Mark Wainwright","startTime":841.333,"endTime":841.613,"body":"where"},{"speaker":"Mark Wainwright","startTime":841.663,"endTime":842.173,"body":"someone"},{"speaker":"Mark Wainwright","startTime":842.193,"endTime":842.613,"body":"highly"},{"speaker":"Mark Wainwright","startTime":842.613,"endTime":843.303,"body":"values"},{"speaker":"Mark Wainwright","startTime":843.333,"endTime":843.603,"body":"your"},{"speaker":"Mark Wainwright","startTime":843.603,"endTime":844.013,"body":"work"},{"speaker":"Mark Wainwright","startTime":844.023,"endTime":844.233,"body":"is"},{"speaker":"Mark Wainwright","startTime":844.233,"endTime":844.383,"body":"that"},{"speaker":"Mark Wainwright","startTime":844.383,"endTime":844.543,"body":"you've"},{"speaker":"Mark Wainwright","startTime":844.543,"endTime":844.663,"body":"done"},{"speaker":"Mark Wainwright","startTime":844.663,"endTime":844.753,"body":"a"},{"speaker":"Mark Wainwright","startTime":844.753,"endTime":844.963,"body":"really"},{"speaker":"Mark Wainwright","startTime":844.963,"endTime":845.093,"body":"good"},{"speaker":"Mark Wainwright","startTime":845.093,"endTime":845.343,"body":"job"},{"speaker":"Mark Wainwright","startTime":845.343,"endTime":845.433,"body":"of"},{"speaker":"Mark Wainwright","startTime":845.443,"endTime":846.063,"body":"matching."},{"speaker":"Mark Wainwright","startTime":846.573,"endTime":846.823,"body":"What"},{"speaker":"Mark Wainwright","startTime":846.823,"endTime":846.993,"body":"you"},{"speaker":"Mark Wainwright","startTime":846.993,"endTime":847.313,"body":"do"},{"speaker":"Mark Wainwright","startTime":847.313,"endTime":847.483,"body":"and"},{"speaker":"Mark Wainwright","startTime":847.483,"endTime":847.633,"body":"your"},{"speaker":"Mark Wainwright","startTime":847.633,"endTime":848.143,"body":"expertise"},{"speaker":"Mark Wainwright","startTime":848.143,"endTime":848.283,"body":"to"},{"speaker":"Mark Wainwright","startTime":848.283,"endTime":848.463,"body":"their"},{"speaker":"Mark Wainwright","startTime":848.463,"endTime":848.843,"body":"needs,"},{"speaker":"Mark Wainwright","startTime":848.843,"endTime":849.083,"body":"right?"},{"speaker":"Mark Wainwright","startTime":849.093,"endTime":849.293,"body":"So"},{"speaker":"Mark Wainwright","startTime":849.293,"endTime":849.513,"body":"it's"},{"speaker":"Mark Wainwright","startTime":849.693,"endTime":849.913,"body":"less"},{"speaker":"Mark Wainwright","startTime":849.913,"endTime":850.133,"body":"about"},{"speaker":"Mark Wainwright","startTime":850.133,"endTime":850.193,"body":"our"},{"speaker":"Mark Wainwright","startTime":850.193,"endTime":850.833,"body":"proposition"},{"speaker":"Mark Wainwright","startTime":850.833,"endTime":851.313,"body":"because,"},{"speaker":"Mark Wainwright","startTime":851.613,"endTime":851.773,"body":"I"},{"speaker":"Mark Wainwright","startTime":851.773,"endTime":851.983,"body":"refer"},{"speaker":"Mark Wainwright","startTime":851.983,"endTime":852.083,"body":"to"},{"speaker":"Mark Wainwright","startTime":852.083,"endTime":852.213,"body":"this"},{"speaker":"Mark Wainwright","startTime":852.213,"endTime":852.453,"body":"whole"},{"speaker":"Mark Wainwright","startTime":852.543,"endTime":852.933,"body":"value"},{"speaker":"Mark Wainwright","startTime":852.933,"endTime":853.533,"body":"proposition"},{"speaker":"Mark Wainwright","startTime":853.533,"endTime":853.713,"body":"thing"},{"speaker":"Mark Wainwright","startTime":853.713,"endTime":853.833,"body":"as"},{"speaker":"Mark Wainwright","startTime":853.833,"endTime":853.983,"body":"a,"},{"speaker":"Mark Wainwright","startTime":854.133,"endTime":854.233,"body":"it's"},{"speaker":"Mark Wainwright","startTime":854.233,"endTime":854.633,"body":"a"},{"speaker":"Mark Wainwright","startTime":854.633,"endTime":854.953,"body":"value,"},{"speaker":"Mark Wainwright","startTime":854.953,"endTime":855.053,"body":"it's"},{"speaker":"Mark Wainwright","startTime":855.053,"endTime":855.123,"body":"a"},{"speaker":"Mark Wainwright","startTime":855.123,"endTime":855.573,"body":"guess,"},{"speaker":"Mark Wainwright","startTime":856.003,"endTime":856.293,"body":"right?"},{"speaker":"Mark Wainwright","startTime":856.473,"endTime":856.723,"body":"And"},{"speaker":"Mark Wainwright","startTime":856.723,"endTime":856.823,"body":"we"},{"speaker":"Mark Wainwright","startTime":856.823,"endTime":856.923,"body":"don't"},{"speaker":"Mark Wainwright","startTime":856.923,"endTime":857.053,"body":"want"},{"speaker":"Mark Wainwright","startTime":857.053,"endTime":857.113,"body":"to"},{"speaker":"Mark Wainwright","startTime":857.113,"endTime":857.343,"body":"find"},{"speaker":"Mark Wainwright","startTime":857.343,"endTime":857.673,"body":"ourselves"},{"speaker":"Mark Wainwright","startTime":857.673,"endTime":858.003,"body":"guessing"},{"speaker":"Mark Wainwright","startTime":858.003,"endTime":858.173,"body":"too"},{"speaker":"Mark Wainwright","startTime":858.183,"endTime":858.493,"body":"much."},{"speaker":"Mark Wainwright","startTime":858.493,"endTime":858.783,"body":"So,"},{"speaker":"Mark Wainwright","startTime":859.043,"endTime":859.173,"body":"you"},{"speaker":"Mark Wainwright","startTime":859.173,"endTime":859.303,"body":"know,"},{"speaker":"Mark Wainwright","startTime":859.353,"endTime":859.453,"body":"the"},{"speaker":"Mark Wainwright","startTime":859.453,"endTime":859.583,"body":"way"},{"speaker":"Mark Wainwright","startTime":859.583,"endTime":859.723,"body":"we"},{"speaker":"Mark Wainwright","startTime":859.723,"endTime":860.033,"body":"avoid"},{"speaker":"Mark Wainwright","startTime":860.033,"endTime":860.453,"body":"guessing"},{"speaker":"Mark Wainwright","startTime":860.453,"endTime":860.773,"body":"is"},{"speaker":"Mark Wainwright","startTime":860.783,"endTime":861.263,"body":"we"},{"speaker":"Mark Wainwright","startTime":861.523,"endTime":862.233,"body":"approach."},{"speaker":"Mark Wainwright","startTime":862.563,"endTime":862.703,"body":"Our"},{"speaker":"Mark Wainwright","startTime":862.703,"endTime":863.173,"body":"prospective"},{"speaker":"Mark Wainwright","startTime":863.173,"endTime":863.513,"body":"clients"},{"speaker":"Mark Wainwright","startTime":863.513,"endTime":863.633,"body":"with"},{"speaker":"Mark Wainwright","startTime":863.633,"endTime":863.703,"body":"a"},{"speaker":"Mark Wainwright","startTime":863.703,"endTime":863.913,"body":"really"},{"speaker":"Mark Wainwright","startTime":863.913,"endTime":864.043,"body":"good"},{"speaker":"Mark Wainwright","startTime":864.043,"endTime":864.203,"body":"sense"},{"speaker":"Mark Wainwright","startTime":864.203,"endTime":864.263,"body":"of"},{"speaker":"Mark Wainwright","startTime":864.263,"endTime":864.973,"body":"curiosity."},{"speaker":"Mark Wainwright","startTime":864.973,"endTime":865.093,"body":"We"},{"speaker":"Mark Wainwright","startTime":865.093,"endTime":865.593,"body":"understand"},{"speaker":"Mark Wainwright","startTime":865.593,"endTime":865.713,"body":"their"},{"speaker":"Mark Wainwright","startTime":865.713,"endTime":866.003,"body":"needs"},{"speaker":"Mark Wainwright","startTime":866.003,"endTime":866.163,"body":"and"},{"speaker":"Mark Wainwright","startTime":866.163,"endTime":866.333,"body":"then"},{"speaker":"Mark Wainwright","startTime":866.333,"endTime":866.503,"body":"we're"},{"speaker":"Mark Wainwright","startTime":866.503,"endTime":866.783,"body":"able"},{"speaker":"Mark Wainwright","startTime":866.813,"endTime":866.973,"body":"to"},{"speaker":"Mark Wainwright","startTime":866.983,"endTime":867.643,"body":"match"},{"speaker":"Mark Wainwright","startTime":867.673,"endTime":867.863,"body":"our"},{"speaker":"Mark Wainwright","startTime":867.863,"endTime":868.193,"body":"work"},{"speaker":"Mark Wainwright","startTime":868.213,"endTime":868.373,"body":"our"},{"speaker":"Mark Wainwright","startTime":868.373,"endTime":868.973,"body":"expertise"},{"speaker":"Mark Wainwright","startTime":868.973,"endTime":869.163,"body":"to"},{"speaker":"Mark Wainwright","startTime":869.223,"endTime":869.333,"body":"the"},{"speaker":"Mark Wainwright","startTime":869.333,"endTime":869.573,"body":"things"},{"speaker":"Mark Wainwright","startTime":869.573,"endTime":869.693,"body":"they"},{"speaker":"Mark Wainwright","startTime":869.693,"endTime":870.053,"body":"value"},{"speaker":"John Tyreman","startTime":871.553,"endTime":871.773,"body":"Love"},{"speaker":"Mark Wainwright","startTime":871.893,"endTime":872.213,"body":"Sorry,"},{"speaker":"Mark Wainwright","startTime":872.223,"endTime":872.373,"body":"did"},{"speaker":"Mark Wainwright","startTime":872.373,"endTime":872.453,"body":"I"},{"speaker":"Mark Wainwright","startTime":872.453,"endTime":872.953,"body":"soapbox"},{"speaker":"Mark Wainwright","startTime":872.953,"endTime":873.063,"body":"I"},{"speaker":"Mark Wainwright","startTime":873.063,"endTime":873.553,"body":"soapbox"},{"speaker":"Mark Wainwright","startTime":873.553,"endTime":873.703,"body":"too"},{"speaker":"Mark Wainwright","startTime":873.703,"endTime":873.903,"body":"long"},{"speaker":"Mark Wainwright","startTime":873.903,"endTime":873.993,"body":"on"},{"speaker":"Mark Wainwright","startTime":873.993,"endTime":874.193,"body":"that."},{"speaker":"Mark Wainwright","startTime":874.193,"endTime":874.333,"body":"one?"},{"speaker":"Mark Wainwright","startTime":874.333,"endTime":874.443,"body":"I"},{"speaker":"Mark Wainwright","startTime":874.453,"endTime":874.693,"body":"just"},{"speaker":"John Tyreman","startTime":874.913,"endTime":875.253,"body":"didn't."},{"speaker":"John Tyreman","startTime":875.253,"endTime":875.363,"body":"And"},{"speaker":"John Tyreman","startTime":875.723,"endTime":875.843,"body":"I"},{"speaker":"John Tyreman","startTime":875.843,"endTime":876.293,"body":"wanted,"},{"speaker":"John Tyreman","startTime":876.313,"endTime":876.423,"body":"I"},{"speaker":"John Tyreman","startTime":876.423,"endTime":876.783,"body":"wanted"},{"speaker":"John Tyreman","startTime":876.783,"endTime":876.913,"body":"you"},{"speaker":"John Tyreman","startTime":876.913,"endTime":877.273,"body":"to"},{"speaker":"John Tyreman","startTime":877.303,"endTime":877.413,"body":"a"},{"speaker":"John Tyreman","startTime":877.413,"endTime":877.633,"body":"little"},{"speaker":"John Tyreman","startTime":877.633,"endTime":877.813,"body":"bit"},{"speaker":"John Tyreman","startTime":877.813,"endTime":878.183,"body":"because"},{"speaker":"John Tyreman","startTime":878.183,"endTime":878.243,"body":"I"},{"speaker":"John Tyreman","startTime":878.243,"endTime":878.423,"body":"thought"},{"speaker":"John Tyreman","startTime":878.423,"endTime":878.553,"body":"that"},{"speaker":"John Tyreman","startTime":878.553,"endTime":878.693,"body":"that's"},{"speaker":"John Tyreman","startTime":878.693,"endTime":878.773,"body":"a"},{"speaker":"John Tyreman","startTime":878.773,"endTime":879.023,"body":"really"},{"speaker":"John Tyreman","startTime":879.023,"endTime":879.263,"body":"great"},{"speaker":"John Tyreman","startTime":879.263,"endTime":879.913,"body":"perspective"},{"speaker":"John Tyreman","startTime":880.213,"endTime":880.373,"body":"and"},{"speaker":"John Tyreman","startTime":880.373,"endTime":880.443,"body":"I"},{"speaker":"John Tyreman","startTime":880.443,"endTime":880.813,"body":"liken"},{"speaker":"John Tyreman","startTime":880.813,"endTime":881.013,"body":"it"},{"speaker":"John Tyreman","startTime":881.023,"endTime":881.543,"body":"to,"},{"speaker":"John Tyreman","startTime":881.713,"endTime":881.883,"body":"you've"},{"speaker":"John Tyreman","startTime":881.883,"endTime":882.093,"body":"played"},{"speaker":"John Tyreman","startTime":882.093,"endTime":882.143,"body":"the"},{"speaker":"John Tyreman","startTime":882.143,"endTime":882.323,"body":"game"},{"speaker":"John Tyreman","startTime":882.323,"endTime":882.433,"body":"of"},{"speaker":"John Tyreman","startTime":882.453,"endTime":883.003,"body":"battleship"},{"speaker":"John Tyreman","startTime":883.013,"endTime":883.403,"body":"before,"},{"speaker":"John Tyreman","startTime":883.403,"endTime":883.683,"body":"right,"},{"speaker":"John Tyreman","startTime":883.713,"endTime":883.843,"body":"or"},{"speaker":"John Tyreman","startTime":883.843,"endTime":883.983,"body":"you've"},{"speaker":"John Tyreman","startTime":883.993,"endTime":884.143,"body":"got"},{"speaker":"John Tyreman","startTime":884.143,"endTime":884.283,"body":"to"},{"speaker":"John Tyreman","startTime":884.403,"endTime":884.773,"body":"get"},{"speaker":"John Tyreman","startTime":884.773,"endTime":885.153,"body":"guests"},{"speaker":"John Tyreman","startTime":885.153,"endTime":885.573,"body":"where"},{"speaker":"John Tyreman","startTime":885.583,"endTime":885.893,"body":"the"},{"speaker":"John Tyreman","startTime":885.903,"endTime":886.273,"body":"boats"},{"speaker":"John Tyreman","startTime":886.273,"endTime":886.533,"body":"are."},{"speaker":"John Tyreman","startTime":886.993,"endTime":887.553,"body":"And"},{"speaker":"John Tyreman","startTime":887.703,"endTime":887.843,"body":"I"},{"speaker":"John Tyreman","startTime":887.843,"endTime":888.183,"body":"liken"},{"speaker":"John Tyreman","startTime":888.183,"endTime":888.343,"body":"it"},{"speaker":"John Tyreman","startTime":888.343,"endTime":888.733,"body":"to,"},{"speaker":"John Tyreman","startTime":888.763,"endTime":888.923,"body":"it's"},{"speaker":"John Tyreman","startTime":888.923,"endTime":889.133,"body":"like"},{"speaker":"John Tyreman","startTime":889.133,"endTime":889.283,"body":"an"},{"speaker":"John Tyreman","startTime":889.293,"endTime":889.473,"body":"in"},{"speaker":"John Tyreman","startTime":889.473,"endTime":890.193,"body":"battleship."},{"speaker":"John Tyreman","startTime":890.193,"endTime":890.313,"body":"if"},{"speaker":"John Tyreman","startTime":890.323,"endTime":890.433,"body":"you"},{"speaker":"John Tyreman","startTime":890.433,"endTime":890.503,"body":"have"},{"speaker":"John Tyreman","startTime":890.503,"endTime":890.573,"body":"a"},{"speaker":"John Tyreman","startTime":890.573,"endTime":890.723,"body":"good"},{"speaker":"John Tyreman","startTime":890.723,"endTime":891.093,"body":"focus,"},{"speaker":"John Tyreman","startTime":891.093,"endTime":891.213,"body":"if"},{"speaker":"John Tyreman","startTime":891.213,"endTime":891.243,"body":"you"},{"speaker":"John Tyreman","startTime":891.243,"endTime":891.348,"body":"have"},{"speaker":"John Tyreman","startTime":891.348,"endTime":891.453,"body":"a"},{"speaker":"John Tyreman","startTime":891.453,"endTime":891.823,"body":"good"},{"speaker":"John Tyreman","startTime":891.973,"endTime":892.313,"body":"area"},{"speaker":"John Tyreman","startTime":892.313,"endTime":892.473,"body":"of"},{"speaker":"John Tyreman","startTime":892.473,"endTime":893.303,"body":"specialization"},{"speaker":"John Tyreman","startTime":893.303,"endTime":893.443,"body":"that"},{"speaker":"John Tyreman","startTime":893.443,"endTime":893.613,"body":"you've"},{"speaker":"John Tyreman","startTime":893.623,"endTime":893.893,"body":"built"},{"speaker":"John Tyreman","startTime":893.943,"endTime":894.303,"body":"good"},{"speaker":"John Tyreman","startTime":894.303,"endTime":894.883,"body":"positioning"},{"speaker":"John Tyreman","startTime":894.883,"endTime":895.393,"body":"around,"},{"speaker":"John Tyreman","startTime":895.683,"endTime":896.143,"body":"you've"},{"speaker":"John Tyreman","startTime":896.373,"endTime":896.593,"body":"cut"},{"speaker":"John Tyreman","startTime":896.623,"endTime":896.853,"body":"that"},{"speaker":"John Tyreman","startTime":896.853,"endTime":897.433,"body":"quadrant"},{"speaker":"John Tyreman","startTime":897.503,"endTime":897.683,"body":"in"},{"speaker":"John Tyreman","startTime":897.683,"endTime":898.263,"body":"half."},{"speaker":"John Tyreman","startTime":898.443,"endTime":898.853,"body":"Right."},{"speaker":"John Tyreman","startTime":899.278,"endTime":899.428,"body":"And"},{"speaker":"John Tyreman","startTime":899.428,"endTime":899.588,"body":"you're"},{"speaker":"John Tyreman","startTime":899.588,"endTime":900.188,"body":"starting"},{"speaker":"John Tyreman","startTime":900.188,"endTime":900.368,"body":"with"},{"speaker":"John Tyreman","startTime":900.378,"endTime":900.678,"body":"half"},{"speaker":"John Tyreman","startTime":900.698,"endTime":900.818,"body":"the"},{"speaker":"John Tyreman","startTime":900.818,"endTime":901.418,"body":"board"},{"speaker":"John Tyreman","startTime":901.578,"endTime":901.938,"body":"and"},{"speaker":"John Tyreman","startTime":901.948,"endTime":902.218,"body":"so"},{"speaker":"John Tyreman","startTime":902.218,"endTime":902.458,"body":"each"},{"speaker":"John Tyreman","startTime":902.458,"endTime":902.978,"body":"shot"},{"speaker":"John Tyreman","startTime":903.008,"endTime":903.338,"body":"is"},{"speaker":"John Tyreman","startTime":903.338,"endTime":903.708,"body":"twice"},{"speaker":"John Tyreman","startTime":903.708,"endTime":903.868,"body":"as"},{"speaker":"John Tyreman","startTime":903.868,"endTime":904.248,"body":"likely"},{"speaker":"John Tyreman","startTime":904.248,"endTime":904.348,"body":"to"},{"speaker":"John Tyreman","startTime":904.348,"endTime":904.738,"body":"be"},{"speaker":"John Tyreman","startTime":904.988,"endTime":905.148,"body":"a"},{"speaker":"John Tyreman","startTime":905.148,"endTime":905.558,"body":"hit,"},{"speaker":"John Tyreman","startTime":905.648,"endTime":906.038,"body":"or"},{"speaker":"John Tyreman","startTime":906.368,"endTime":906.538,"body":"in"},{"speaker":"John Tyreman","startTime":906.538,"endTime":906.718,"body":"other"},{"speaker":"John Tyreman","startTime":906.718,"endTime":907.128,"body":"words,"},{"speaker":"John Tyreman","startTime":907.128,"endTime":907.338,"body":"you're"},{"speaker":"John Tyreman","startTime":907.338,"endTime":907.808,"body":"closer"},{"speaker":"John Tyreman","startTime":907.808,"endTime":907.918,"body":"to"},{"speaker":"John Tyreman","startTime":907.918,"endTime":908.258,"body":"getting"},{"speaker":"John Tyreman","startTime":908.258,"endTime":908.478,"body":"that"},{"speaker":"John Tyreman","startTime":908.518,"endTime":909.368,"body":"understanding"},{"speaker":"John Tyreman","startTime":909.608,"endTime":909.978,"body":"going"},{"speaker":"John Tyreman","startTime":909.978,"endTime":910.558,"body":"through"},{"speaker":"John Tyreman","startTime":910.578,"endTime":910.978,"body":"that"},{"speaker":"John Tyreman","startTime":910.998,"endTime":911.358,"body":"those"},{"speaker":"John Tyreman","startTime":911.378,"endTime":911.758,"body":"lines"},{"speaker":"John Tyreman","startTime":911.758,"endTime":911.908,"body":"of"},{"speaker":"John Tyreman","startTime":911.908,"endTime":912.528,"body":"questioning"},{"speaker":"John Tyreman","startTime":912.528,"endTime":912.638,"body":"and"},{"speaker":"John Tyreman","startTime":912.648,"endTime":913.278,"body":"inquiry"},{"speaker":"John Tyreman","startTime":913.278,"endTime":913.548,"body":"and"},{"speaker":"John Tyreman","startTime":913.748,"endTime":914.178,"body":"practicing"},{"speaker":"John Tyreman","startTime":914.178,"endTime":915.078,"body":"curiosity,"},{"speaker":"John Tyreman","startTime":915.078,"endTime":915.448,"body":"because"},{"speaker":"John Tyreman","startTime":915.448,"endTime":915.538,"body":"you"},{"speaker":"John Tyreman","startTime":915.548,"endTime":915.878,"body":"have"},{"speaker":"John Tyreman","startTime":916.138,"endTime":916.268,"body":"a"},{"speaker":"John Tyreman","startTime":916.268,"endTime":917.158,"body":"specialization"},{"speaker":"John Tyreman","startTime":917.168,"endTime":917.388,"body":"in"},{"speaker":"John Tyreman","startTime":917.388,"endTime":917.558,"body":"either"},{"speaker":"John Tyreman","startTime":917.558,"endTime":917.678,"body":"an"},{"speaker":"John Tyreman","startTime":917.688,"endTime":918.248,"body":"offering"},{"speaker":"John Tyreman","startTime":918.248,"endTime":918.358,"body":"or"},{"speaker":"John Tyreman","startTime":918.358,"endTime":918.438,"body":"an"},{"speaker":"John Tyreman","startTime":918.438,"endTime":918.978,"body":"industry"},{"speaker":"John Tyreman","startTime":918.978,"endTime":919.088,"body":"or"},{"speaker":"John Tyreman","startTime":919.088,"endTime":919.138,"body":"a"},{"speaker":"John Tyreman","startTime":919.138,"endTime":919.638,"body":"market,"},{"speaker":"John Tyreman","startTime":919.648,"endTime":919.848,"body":"some"},{"speaker":"John Tyreman","startTime":919.848,"endTime":919.968,"body":"kind"},{"speaker":"John Tyreman","startTime":919.968,"endTime":920.068,"body":"of"},{"speaker":"John Tyreman","startTime":920.068,"endTime":920.108,"body":"a"},{"speaker":"John Tyreman","startTime":920.108,"endTime":920.518,"body":"market"},{"speaker":"John Tyreman","startTime":920.518,"endTime":920.608,"body":"or"},{"speaker":"John Tyreman","startTime":920.608,"endTime":920.688,"body":"a"},{"speaker":"John Tyreman","startTime":920.688,"endTime":921.218,"body":"specific"},{"speaker":"John Tyreman","startTime":921.218,"endTime":921.518,"body":"segment"},{"speaker":"John Tyreman","startTime":921.518,"endTime":921.588,"body":"of"},{"speaker":"John Tyreman","startTime":921.588,"endTime":921.658,"body":"the"},{"speaker":"John Tyreman","startTime":921.658,"endTime":921.968,"body":"market."},{"speaker":"John Tyreman","startTime":921.968,"endTime":922.168,"body":"You"},{"speaker":"John Tyreman","startTime":922.168,"endTime":922.598,"body":"have"},{"speaker":"John Tyreman","startTime":922.628,"endTime":923.098,"body":"that,"},{"speaker":"John Tyreman","startTime":923.188,"endTime":923.418,"body":"you"},{"speaker":"John Tyreman","startTime":923.418,"endTime":923.638,"body":"come"},{"speaker":"John Tyreman","startTime":923.638,"endTime":923.718,"body":"to"},{"speaker":"John Tyreman","startTime":923.718,"endTime":923.828,"body":"the"},{"speaker":"John Tyreman","startTime":923.828,"endTime":924.388,"body":"table"},{"speaker":"John Tyreman","startTime":924.578,"endTime":925.238,"body":"closer"},{"speaker":"John Tyreman","startTime":925.598,"endTime":925.808,"body":"than"},{"speaker":"John Tyreman","startTime":925.808,"endTime":925.908,"body":"you"},{"speaker":"John Tyreman","startTime":925.908,"endTime":926.048,"body":"would"},{"speaker":"John Tyreman","startTime":926.048,"endTime":926.138,"body":"if"},{"speaker":"John Tyreman","startTime":926.138,"endTime":926.218,"body":"you"},{"speaker":"John Tyreman","startTime":926.218,"endTime":926.328,"body":"were"},{"speaker":"John Tyreman","startTime":926.328,"endTime":926.388,"body":"a"},{"speaker":"John Tyreman","startTime":926.388,"endTime":927.078,"body":"generalist."},{"speaker":"Mark Wainwright","startTime":927.078,"endTime":927.368,"body":"Yeah."},{"speaker":"Mark Wainwright","startTime":927.388,"endTime":927.488,"body":"I"},{"speaker":"Mark Wainwright","startTime":927.488,"endTime":927.718,"body":"love"},{"speaker":"Mark Wainwright","startTime":927.718,"endTime":927.948,"body":"that."},{"speaker":"Mark Wainwright","startTime":927.998,"endTime":928.098,"body":"I"},{"speaker":"Mark Wainwright","startTime":928.098,"endTime":928.318,"body":"love"},{"speaker":"Mark Wainwright","startTime":928.328,"endTime":928.498,"body":"that"},{"speaker":"Mark Wainwright","startTime":928.508,"endTime":928.934,"body":"battleship"},{"speaker":"Mark Wainwright","startTime":928.934,"endTime":929.571,"body":"analogy,"},{"speaker":"Mark Wainwright","startTime":929.571,"endTime":929.791,"body":"right"},{"speaker":"Mark Wainwright","startTime":929.791,"endTime":929.891,"body":"and"},{"speaker":"Mark Wainwright","startTime":929.891,"endTime":930.071,"body":"so"},{"speaker":"Mark Wainwright","startTime":930.291,"endTime":930.501,"body":"and"},{"speaker":"Mark Wainwright","startTime":930.501,"endTime":930.571,"body":"the"},{"speaker":"Mark Wainwright","startTime":930.581,"endTime":930.981,"body":"only"},{"speaker":"Mark Wainwright","startTime":930.981,"endTime":931.281,"body":"way"},{"speaker":"Mark Wainwright","startTime":931.281,"endTime":931.491,"body":"you're"},{"speaker":"Mark Wainwright","startTime":931.491,"endTime":931.855,"body":"going"},{"speaker":"Mark Wainwright","startTime":931.855,"endTime":932.219,"body":"to"},{"speaker":"Mark Wainwright","startTime":932.219,"endTime":932.583,"body":"be"},{"speaker":"Mark Wainwright","startTime":932.583,"endTime":932.947,"body":"able"},{"speaker":"Mark Wainwright","startTime":932.947,"endTime":933.311,"body":"to"},{"speaker":"Mark Wainwright","startTime":933.481,"endTime":933.811,"body":"hit"},{"speaker":"Mark Wainwright","startTime":933.821,"endTime":934.521,"body":"more"},{"speaker":"Mark Wainwright","startTime":934.641,"endTime":934.991,"body":"than"},{"speaker":"Mark Wainwright","startTime":934.991,"endTime":935.291,"body":"you"},{"speaker":"Mark Wainwright","startTime":935.301,"endTime":936.181,"body":"miss"},{"speaker":"Mark Wainwright","startTime":936.291,"endTime":936.661,"body":"is"},{"speaker":"Mark Wainwright","startTime":936.661,"endTime":936.851,"body":"by"},{"speaker":"Mark Wainwright","startTime":936.851,"endTime":937.221,"body":"getting"},{"speaker":"Mark Wainwright","startTime":937.221,"endTime":937.361,"body":"to"},{"speaker":"Mark Wainwright","startTime":937.361,"endTime":937.621,"body":"know"},{"speaker":"Mark Wainwright","startTime":937.631,"endTime":937.741,"body":"the"},{"speaker":"Mark Wainwright","startTime":937.741,"endTime":938.011,"body":"person"},{"speaker":"Mark Wainwright","startTime":938.011,"endTime":938.121,"body":"you're"},{"speaker":"Mark Wainwright","startTime":938.121,"endTime":938.311,"body":"playing"},{"speaker":"Mark Wainwright","startTime":938.321,"endTime":938.671,"body":"battleship"},{"speaker":"Mark Wainwright","startTime":938.671,"endTime":938.921,"body":"against,"},{"speaker":"Mark Wainwright","startTime":938.921,"endTime":939.071,"body":"right?"},{"speaker":"Mark Wainwright","startTime":939.071,"endTime":939.311,"body":"Your"},{"speaker":"Mark Wainwright","startTime":939.321,"endTime":939.881,"body":"opponent,"},{"speaker":"Mark Wainwright","startTime":939.931,"endTime":940.291,"body":"right?"},{"speaker":"Mark Wainwright","startTime":940.381,"endTime":940.491,"body":"You're"},{"speaker":"Mark Wainwright","startTime":940.501,"endTime":940.731,"body":"like,"},{"speaker":"Mark Wainwright","startTime":940.751,"endTime":940.901,"body":"oh"},{"speaker":"Mark Wainwright","startTime":940.901,"endTime":941.181,"body":"yeah,"},{"speaker":"Mark Wainwright","startTime":941.181,"endTime":941.391,"body":"I've"},{"speaker":"Mark Wainwright","startTime":941.391,"endTime":941.611,"body":"known"},{"speaker":"Mark Wainwright","startTime":941.611,"endTime":941.911,"body":"John"},{"speaker":"Mark Wainwright","startTime":941.921,"endTime":942.041,"body":"for"},{"speaker":"Mark Wainwright","startTime":942.041,"endTime":942.121,"body":"a"},{"speaker":"Mark Wainwright","startTime":942.121,"endTime":942.421,"body":"while."},{"speaker":"Mark Wainwright","startTime":942.441,"endTime":942.561,"body":"I"},{"speaker":"Mark Wainwright","startTime":942.561,"endTime":942.731,"body":"know"},{"speaker":"Mark Wainwright","startTime":942.731,"endTime":942.881,"body":"that"},{"speaker":"Mark Wainwright","startTime":942.881,"endTime":943.121,"body":"John"},{"speaker":"Mark Wainwright","startTime":943.121,"endTime":943.281,"body":"does"},{"speaker":"Mark Wainwright","startTime":943.281,"endTime":943.471,"body":"that"},{"speaker":"Mark Wainwright","startTime":943.471,"endTime":943.721,"body":"thing"},{"speaker":"Mark Wainwright","startTime":943.721,"endTime":943.991,"body":"where"},{"speaker":"Mark Wainwright","startTime":944.191,"endTime":944.351,"body":"he"},{"speaker":"Mark Wainwright","startTime":944.351,"endTime":944.611,"body":"likes"},{"speaker":"Mark Wainwright","startTime":944.611,"endTime":944.781,"body":"to"},{"speaker":"Mark Wainwright","startTime":945.081,"endTime":945.551,"body":"cram"},{"speaker":"Mark Wainwright","startTime":945.551,"endTime":945.701,"body":"all"},{"speaker":"Mark Wainwright","startTime":945.701,"endTime":945.941,"body":"his"},{"speaker":"Mark Wainwright","startTime":945.941,"endTime":946.291,"body":"boats"},{"speaker":"Mark Wainwright","startTime":946.291,"endTime":946.441,"body":"in"},{"speaker":"Mark Wainwright","startTime":946.441,"endTime":946.631,"body":"one"},{"speaker":"Mark Wainwright","startTime":946.631,"endTime":946.871,"body":"little"},{"speaker":"Mark Wainwright","startTime":946.891,"endTime":947.381,"body":"corner,"},{"speaker":"Mark Wainwright","startTime":947.751,"endTime":948.131,"body":"right?"},{"speaker":"Mark Wainwright","startTime":948.561,"endTime":948.811,"body":"Me"},{"speaker":"Mark Wainwright","startTime":948.811,"endTime":948.941,"body":"on"},{"speaker":"Mark Wainwright","startTime":948.941,"endTime":949.061,"body":"the"},{"speaker":"Mark Wainwright","startTime":949.061,"endTime":949.241,"body":"other"},{"speaker":"Mark Wainwright","startTime":949.251,"endTime":949.461,"body":"hand,"},{"speaker":"Mark Wainwright","startTime":949.461,"endTime":949.541,"body":"I"},{"speaker":"Mark Wainwright","startTime":949.541,"endTime":949.721,"body":"like"},{"speaker":"Mark Wainwright","startTime":949.721,"endTime":949.861,"body":"to"},{"speaker":"Mark Wainwright","startTime":949.861,"endTime":950.261,"body":"spread"},{"speaker":"Mark Wainwright","startTime":950.261,"endTime":950.421,"body":"them"},{"speaker":"Mark Wainwright","startTime":950.421,"endTime":950.921,"body":"out"},{"speaker":"Mark Wainwright","startTime":950.921,"endTime":951.081,"body":"and"},{"speaker":"Mark Wainwright","startTime":951.091,"endTime":951.291,"body":"give"},{"speaker":"Mark Wainwright","startTime":951.291,"endTime":951.441,"body":"them"},{"speaker":"Mark Wainwright","startTime":951.541,"endTime":951.581,"body":"all"},{"speaker":"Mark Wainwright","startTime":951.581,"endTime":951.591,"body":"a"},{"speaker":"Mark Wainwright","startTime":951.591,"endTime":951.781,"body":"little"},{"speaker":"Mark Wainwright","startTime":951.781,"endTime":951.901,"body":"bit"},{"speaker":"Mark Wainwright","startTime":951.901,"endTime":951.981,"body":"of"},{"speaker":"Mark Wainwright","startTime":951.981,"endTime":952.481,"body":"room"},{"speaker":"Mark Wainwright","startTime":952.481,"endTime":952.611,"body":"and"},{"speaker":"Mark Wainwright","startTime":952.611,"endTime":952.731,"body":"they're"},{"speaker":"Mark Wainwright","startTime":952.731,"endTime":952.871,"body":"all"},{"speaker":"Mark Wainwright","startTime":952.871,"endTime":953.161,"body":"moving"},{"speaker":"Mark Wainwright","startTime":953.161,"endTime":953.251,"body":"in"},{"speaker":"Mark Wainwright","startTime":953.251,"endTime":953.351,"body":"the"},{"speaker":"Mark Wainwright","startTime":953.351,"endTime":953.551,"body":"same"},{"speaker":"Mark Wainwright","startTime":953.551,"endTime":954.301,"body":"direction,"},{"speaker":"Mark Wainwright","startTime":954.311,"endTime":954.591,"body":"right?"},{"speaker":"Mark Wainwright","startTime":954.591,"endTime":954.721,"body":"They're"},{"speaker":"Mark Wainwright","startTime":954.721,"endTime":954.861,"body":"all"},{"speaker":"Mark Wainwright","startTime":954.861,"endTime":955.181,"body":"pointing"},{"speaker":"Mark Wainwright","startTime":955.181,"endTime":955.331,"body":"up"},{"speaker":"Mark Wainwright","startTime":955.331,"endTime":955.401,"body":"or"},{"speaker":"Mark Wainwright","startTime":955.401,"endTime":955.681,"body":"down."},{"speaker":"Mark Wainwright","startTime":956.281,"endTime":956.481,"body":"That's"},{"speaker":"Mark Wainwright","startTime":956.481,"endTime":956.641,"body":"so"},{"speaker":"Mark Wainwright","startTime":956.641,"endTime":956.941,"body":"funny."},{"speaker":"Mark Wainwright","startTime":956.941,"endTime":957.001,"body":"I"},{"speaker":"Mark Wainwright","startTime":957.001,"endTime":957.201,"body":"love"},{"speaker":"Mark Wainwright","startTime":957.201,"endTime":957.351,"body":"that"},{"speaker":"Mark Wainwright","startTime":957.351,"endTime":957.791,"body":"visual."},{"speaker":"John Tyreman","startTime":959.051,"endTime":959.171,"body":"There"},{"speaker":"John Tyreman","startTime":959.171,"endTime":959.241,"body":"you"},{"speaker":"John Tyreman","startTime":959.241,"endTime":959.361,"body":"go."},{"speaker":"John Tyreman","startTime":959.401,"endTime":959.621,"body":"Well,"},{"speaker":"John Tyreman","startTime":959.651,"endTime":959.851,"body":"that's"},{"speaker":"John Tyreman","startTime":959.851,"endTime":959.971,"body":"our"},{"speaker":"John Tyreman","startTime":959.971,"endTime":960.311,"body":"job,"},{"speaker":"John Tyreman","startTime":960.311,"endTime":960.531,"body":"Mark,"},{"speaker":"John Tyreman","startTime":960.531,"endTime":960.661,"body":"is"},{"speaker":"John Tyreman","startTime":960.661,"endTime":960.781,"body":"to"},{"speaker":"John Tyreman","startTime":960.781,"endTime":961.071,"body":"give"},{"speaker":"John Tyreman","startTime":961.091,"endTime":961.311,"body":"our"},{"speaker":"John Tyreman","startTime":961.311,"endTime":962.081,"body":"listeners,"},{"speaker":"John Tyreman","startTime":962.101,"endTime":962.281,"body":"you"},{"speaker":"John Tyreman","startTime":962.281,"endTime":962.401,"body":"know,"},{"speaker":"John Tyreman","startTime":962.471,"endTime":962.761,"body":"something"},{"speaker":"John Tyreman","startTime":962.761,"endTime":962.841,"body":"to"},{"speaker":"John Tyreman","startTime":962.841,"endTime":963.171,"body":"picture"},{"speaker":"John Tyreman","startTime":963.171,"endTime":963.241,"body":"in"},{"speaker":"John Tyreman","startTime":963.241,"endTime":963.371,"body":"their"},{"speaker":"Mark Wainwright","startTime":963.646,"endTime":963.876,"body":"Yeah,"},{"speaker":"Mark Wainwright","startTime":963.876,"endTime":964.036,"body":"that's"},{"speaker":"Mark Wainwright","startTime":964.046,"endTime":964.256,"body":"funny."},{"speaker":"Mark Wainwright","startTime":964.256,"endTime":964.326,"body":"I"},{"speaker":"Mark Wainwright","startTime":964.326,"endTime":964.476,"body":"like"},{"speaker":"Mark Wainwright","startTime":964.476,"endTime":964.626,"body":"it."},{"speaker":"John Tyreman","startTime":965.671,"endTime":965.771,"body":"All"},{"speaker":"John Tyreman","startTime":965.771,"endTime":965.921,"body":"right."},{"speaker":"John Tyreman","startTime":965.921,"endTime":966.021,"body":"So"},{"speaker":"John Tyreman","startTime":966.021,"endTime":966.131,"body":"we"},{"speaker":"John Tyreman","startTime":966.131,"endTime":966.351,"body":"talked"},{"speaker":"John Tyreman","startTime":966.351,"endTime":966.581,"body":"about"},{"speaker":"John Tyreman","startTime":966.581,"endTime":966.821,"body":"clear"},{"speaker":"John Tyreman","startTime":966.821,"endTime":967.111,"body":"value"},{"speaker":"John Tyreman","startTime":967.111,"endTime":967.821,"body":"proposition,"},{"speaker":"John Tyreman","startTime":968.271,"endTime":968.491,"body":"the"},{"speaker":"John Tyreman","startTime":968.491,"endTime":968.731,"body":"other"},{"speaker":"John Tyreman","startTime":968.741,"endTime":969.021,"body":"bullet"},{"speaker":"John Tyreman","startTime":969.021,"endTime":969.291,"body":"point"},{"speaker":"John Tyreman","startTime":969.311,"endTime":969.441,"body":"that"},{"speaker":"John Tyreman","startTime":969.441,"endTime":969.511,"body":"I"},{"speaker":"John Tyreman","startTime":969.521,"endTime":969.961,"body":"have"},{"speaker":"John Tyreman","startTime":970.021,"endTime":970.271,"body":"and"},{"speaker":"John Tyreman","startTime":970.271,"endTime":970.511,"body":"why"},{"speaker":"John Tyreman","startTime":970.511,"endTime":970.681,"body":"you"},{"speaker":"John Tyreman","startTime":970.681,"endTime":970.811,"body":"should."},{"speaker":"John Tyreman","startTime":971.406,"endTime":971.816,"body":"Position"},{"speaker":"John Tyreman","startTime":971.816,"endTime":971.926,"body":"your"},{"speaker":"John Tyreman","startTime":971.926,"endTime":972.206,"body":"brand"},{"speaker":"John Tyreman","startTime":972.216,"endTime":972.426,"body":"around"},{"speaker":"John Tyreman","startTime":972.426,"endTime":972.506,"body":"an"},{"speaker":"John Tyreman","startTime":972.516,"endTime":972.726,"body":"area"},{"speaker":"John Tyreman","startTime":972.726,"endTime":972.846,"body":"of"},{"speaker":"John Tyreman","startTime":972.846,"endTime":973.586,"body":"specialization,"},{"speaker":"John Tyreman","startTime":973.586,"endTime":973.726,"body":"why"},{"speaker":"John Tyreman","startTime":973.726,"endTime":973.856,"body":"your"},{"speaker":"John Tyreman","startTime":973.856,"endTime":974.056,"body":"firm"},{"speaker":"John Tyreman","startTime":974.056,"endTime":974.226,"body":"should"},{"speaker":"John Tyreman","startTime":974.226,"endTime":974.836,"body":"specialize"},{"speaker":"John Tyreman","startTime":974.836,"endTime":975.096,"body":"is"},{"speaker":"John Tyreman","startTime":975.406,"endTime":975.536,"body":"it"},{"speaker":"John Tyreman","startTime":975.536,"endTime":975.676,"body":"gives"},{"speaker":"John Tyreman","startTime":975.676,"endTime":975.746,"body":"you"},{"speaker":"John Tyreman","startTime":975.746,"endTime":975.796,"body":"a"},{"speaker":"John Tyreman","startTime":975.796,"endTime":976.276,"body":"competitive"},{"speaker":"John Tyreman","startTime":976.276,"endTime":976.896,"body":"advantage,"},{"speaker":"John Tyreman","startTime":977.566,"endTime":977.816,"body":"right?"},{"speaker":"John Tyreman","startTime":977.866,"endTime":978.256,"body":"So"},{"speaker":"John Tyreman","startTime":978.606,"endTime":978.806,"body":"if"},{"speaker":"John Tyreman","startTime":978.806,"endTime":978.966,"body":"you"},{"speaker":"John Tyreman","startTime":978.966,"endTime":979.836,"body":"differentiate"},{"speaker":"John Tyreman","startTime":979.836,"endTime":979.976,"body":"your"},{"speaker":"John Tyreman","startTime":979.976,"endTime":980.506,"body":"firm"},{"speaker":"John Tyreman","startTime":980.676,"endTime":981.136,"body":"based"},{"speaker":"John Tyreman","startTime":981.136,"endTime":981.596,"body":"on"},{"speaker":"John Tyreman","startTime":981.596,"endTime":982.136,"body":"some"},{"speaker":"John Tyreman","startTime":982.136,"endTime":982.496,"body":"level"},{"speaker":"John Tyreman","startTime":982.496,"endTime":982.616,"body":"of"},{"speaker":"John Tyreman","startTime":982.616,"endTime":983.816,"body":"specialization,"},{"speaker":"John Tyreman","startTime":983.816,"endTime":983.976,"body":"it"},{"speaker":"John Tyreman","startTime":983.976,"endTime":984.136,"body":"can"},{"speaker":"John Tyreman","startTime":984.136,"endTime":984.336,"body":"set"},{"speaker":"John Tyreman","startTime":984.336,"endTime":984.466,"body":"you"},{"speaker":"John Tyreman","startTime":984.466,"endTime":984.856,"body":"apart"},{"speaker":"John Tyreman","startTime":984.856,"endTime":985.046,"body":"from"},{"speaker":"John Tyreman","startTime":985.066,"endTime":985.316,"body":"other"},{"speaker":"John Tyreman","startTime":985.316,"endTime":985.596,"body":"firms"},{"speaker":"John Tyreman","startTime":985.596,"endTime":985.676,"body":"in"},{"speaker":"John Tyreman","startTime":985.676,"endTime":985.756,"body":"the"},{"speaker":"John Tyreman","startTime":985.756,"endTime":986.176,"body":"market."},{"speaker":"John Tyreman","startTime":986.286,"endTime":986.436,"body":"And"},{"speaker":"John Tyreman","startTime":986.436,"endTime":986.536,"body":"so"},{"speaker":"John Tyreman","startTime":986.536,"endTime":986.696,"body":"you're"},{"speaker":"John Tyreman","startTime":986.696,"endTime":986.876,"body":"able"},{"speaker":"John Tyreman","startTime":986.876,"endTime":987.016,"body":"to"},{"speaker":"John Tyreman","startTime":987.016,"endTime":987.376,"body":"command"},{"speaker":"John Tyreman","startTime":987.376,"endTime":987.426,"body":"a"},{"speaker":"John Tyreman","startTime":987.426,"endTime":987.576,"body":"more"},{"speaker":"John Tyreman","startTime":987.576,"endTime":987.986,"body":"premium"},{"speaker":"John Tyreman","startTime":987.986,"endTime":988.386,"body":"price."},{"speaker":"John Tyreman","startTime":988.466,"endTime":988.496,"body":"You're"},{"speaker":"John Tyreman","startTime":988.496,"endTime":988.666,"body":"able"},{"speaker":"John Tyreman","startTime":988.666,"endTime":988.796,"body":"to"},{"speaker":"John Tyreman","startTime":988.866,"endTime":989.306,"body":"attract"},{"speaker":"John Tyreman","startTime":989.306,"endTime":989.376,"body":"a"},{"speaker":"John Tyreman","startTime":989.376,"endTime":989.886,"body":"specific"},{"speaker":"John Tyreman","startTime":989.896,"endTime":990.106,"body":"kind"},{"speaker":"John Tyreman","startTime":990.106,"endTime":990.236,"body":"of"},{"speaker":"John Tyreman","startTime":990.246,"endTime":990.796,"body":"buyer."},{"speaker":"John Tyreman","startTime":991.096,"endTime":991.406,"body":"those"},{"speaker":"John Tyreman","startTime":991.406,"endTime":991.486,"body":"are"},{"speaker":"John Tyreman","startTime":991.496,"endTime":991.626,"body":"some"},{"speaker":"John Tyreman","startTime":991.626,"endTime":991.706,"body":"of"},{"speaker":"John Tyreman","startTime":991.706,"endTime":991.796,"body":"the"},{"speaker":"John Tyreman","startTime":991.796,"endTime":992.396,"body":"advantages"},{"speaker":"John Tyreman","startTime":992.396,"endTime":992.566,"body":"that"},{"speaker":"John Tyreman","startTime":992.566,"endTime":992.916,"body":"come"},{"speaker":"John Tyreman","startTime":992.916,"endTime":993.326,"body":"with"},{"speaker":"John Tyreman","startTime":993.736,"endTime":994.526,"body":"specialization."},{"speaker":"Mark Wainwright","startTime":994.846,"endTime":995.156,"body":"Right."},{"speaker":"Mark Wainwright","startTime":995.156,"endTime":995.246,"body":"The"},{"speaker":"Mark Wainwright","startTime":995.246,"endTime":995.866,"body":"competitive"},{"speaker":"Mark Wainwright","startTime":995.916,"endTime":996.746,"body":"advantage"},{"speaker":"Mark Wainwright","startTime":996.766,"endTime":997.176,"body":"thing,"},{"speaker":"Mark Wainwright","startTime":997.616,"endTime":997.746,"body":"the"},{"speaker":"Mark Wainwright","startTime":997.746,"endTime":998.006,"body":"first"},{"speaker":"Mark Wainwright","startTime":998.006,"endTime":998.196,"body":"word"},{"speaker":"Mark Wainwright","startTime":998.196,"endTime":998.266,"body":"in"},{"speaker":"Mark Wainwright","startTime":998.266,"endTime":998.426,"body":"that"},{"speaker":"Mark Wainwright","startTime":998.426,"endTime":998.796,"body":"statement"},{"speaker":"Mark Wainwright","startTime":998.796,"endTime":998.956,"body":"is"},{"speaker":"Mark Wainwright","startTime":998.956,"endTime":999.556,"body":"competition"},{"speaker":"Mark Wainwright","startTime":999.556,"endTime":999.686,"body":"is"},{"speaker":"Mark Wainwright","startTime":999.686,"endTime":999.816,"body":"like,"},{"speaker":"Mark Wainwright","startTime":999.816,"endTime":1000.006,"body":"well,"},{"speaker":"Mark Wainwright","startTime":1000.026,"endTime":1000.166,"body":"if"},{"speaker":"Mark Wainwright","startTime":1000.166,"endTime":1000.336,"body":"you"},{"speaker":"Mark Wainwright","startTime":1000.366,"endTime":1000.896,"body":"lessen"},{"speaker":"Mark Wainwright","startTime":1001.136,"endTime":1001.276,"body":"the"},{"speaker":"Mark Wainwright","startTime":1001.276,"endTime":1001.946,"body":"competition"},{"speaker":"Mark Wainwright","startTime":1001.946,"endTime":1002.076,"body":"to"},{"speaker":"Mark Wainwright","startTime":1002.076,"endTime":1002.186,"body":"the"},{"speaker":"Mark Wainwright","startTime":1002.186,"endTime":1002.426,"body":"point"},{"speaker":"Mark Wainwright","startTime":1002.436,"endTime":1002.616,"body":"where"},{"speaker":"Mark Wainwright","startTime":1002.616,"endTime":1002.846,"body":"there"},{"speaker":"Mark Wainwright","startTime":1002.846,"endTime":1003.176,"body":"is,"},{"speaker":"Mark Wainwright","startTime":1003.456,"endTime":1003.606,"body":"you"},{"speaker":"Mark Wainwright","startTime":1003.606,"endTime":1003.716,"body":"know,"},{"speaker":"Mark Wainwright","startTime":1003.726,"endTime":1003.946,"body":"very"},{"speaker":"Mark Wainwright","startTime":1003.946,"endTime":1004.216,"body":"little"},{"speaker":"Mark Wainwright","startTime":1004.216,"endTime":1004.306,"body":"or"},{"speaker":"Mark Wainwright","startTime":1004.306,"endTime":1004.796,"body":"none,"},{"speaker":"Mark Wainwright","startTime":1005.136,"endTime":1005.596,"body":"then"},{"speaker":"Mark Wainwright","startTime":1005.606,"endTime":1005.876,"body":"you"},{"speaker":"Mark Wainwright","startTime":1005.876,"endTime":1006.056,"body":"are"},{"speaker":"Mark Wainwright","startTime":1006.056,"endTime":1006.166,"body":"the"},{"speaker":"Mark Wainwright","startTime":1006.166,"endTime":1006.676,"body":"choice"},{"speaker":"Mark Wainwright","startTime":1006.706,"endTime":1006.846,"body":"in"},{"speaker":"Mark Wainwright","startTime":1006.846,"endTime":1006.936,"body":"the"},{"speaker":"Mark Wainwright","startTime":1006.936,"endTime":1007.586,"body":"marketplace."},{"speaker":"Mark Wainwright","startTime":1007.826,"endTime":1008.236,"body":"And,"},{"speaker":"Mark Wainwright","startTime":1008.576,"endTime":1008.756,"body":"you"},{"speaker":"Mark Wainwright","startTime":1008.756,"endTime":1008.896,"body":"know,"},{"speaker":"Mark Wainwright","startTime":1008.896,"endTime":1008.966,"body":"I"},{"speaker":"Mark Wainwright","startTime":1008.966,"endTime":1009.146,"body":"don't"},{"speaker":"Mark Wainwright","startTime":1009.146,"endTime":1009.356,"body":"want"},{"speaker":"Mark Wainwright","startTime":1009.356,"endTime":1009.566,"body":"to"},{"speaker":"Mark Wainwright","startTime":1009.836,"endTime":1010.736,"body":"underscore"},{"speaker":"Mark Wainwright","startTime":1010.746,"endTime":1011.216,"body":"the"},{"speaker":"Mark Wainwright","startTime":1011.266,"endTime":1011.546,"body":"the"},{"speaker":"Mark Wainwright","startTime":1011.666,"endTime":1012.266,"body":"premium"},{"speaker":"Mark Wainwright","startTime":1012.296,"endTime":1012.946,"body":"pricing"},{"speaker":"Mark Wainwright","startTime":1012.956,"endTime":1013.346,"body":"thing"},{"speaker":"Mark Wainwright","startTime":1013.356,"endTime":1013.586,"body":"too"},{"speaker":"Mark Wainwright","startTime":1013.586,"endTime":1014.256,"body":"much"},{"speaker":"Mark Wainwright","startTime":1014.706,"endTime":1015.166,"body":"Because"},{"speaker":"Mark Wainwright","startTime":1015.166,"endTime":1015.296,"body":"I"},{"speaker":"Mark Wainwright","startTime":1015.306,"endTime":1015.606,"body":"think"},{"speaker":"Mark Wainwright","startTime":1015.716,"endTime":1015.996,"body":"that's"},{"speaker":"Mark Wainwright","startTime":1015.996,"endTime":1016.186,"body":"all"},{"speaker":"Mark Wainwright","startTime":1016.186,"endTime":1016.196,"body":"a"},{"speaker":"Mark Wainwright","startTime":1016.196,"endTime":1016.356,"body":"little"},{"speaker":"Mark Wainwright","startTime":1016.356,"endTime":1016.486,"body":"bit"},{"speaker":"Mark Wainwright","startTime":1016.486,"endTime":1016.826,"body":"relative,"},{"speaker":"Mark Wainwright","startTime":1016.826,"endTime":1017.016,"body":"but"},{"speaker":"Mark Wainwright","startTime":1017.016,"endTime":1017.116,"body":"I"},{"speaker":"Mark Wainwright","startTime":1017.116,"endTime":1017.836,"body":"do"},{"speaker":"Mark Wainwright","startTime":1018.016,"endTime":1018.176,"body":"You"},{"speaker":"Mark Wainwright","startTime":1018.176,"endTime":1018.466,"body":"know"},{"speaker":"Mark Wainwright","startTime":1018.526,"endTime":1018.776,"body":"on"},{"speaker":"Mark Wainwright","startTime":1018.786,"endTime":1019.526,"body":"balance."},{"speaker":"Mark Wainwright","startTime":1019.656,"endTime":1019.806,"body":"I"},{"speaker":"Mark Wainwright","startTime":1019.806,"endTime":1020.036,"body":"do"},{"speaker":"Mark Wainwright","startTime":1020.036,"endTime":1020.496,"body":"believe"},{"speaker":"Mark Wainwright","startTime":1020.506,"endTime":1020.886,"body":"that,"},{"speaker":"Mark Wainwright","startTime":1021.106,"endTime":1021.296,"body":"you"},{"speaker":"Mark Wainwright","startTime":1021.296,"endTime":1021.456,"body":"will"},{"speaker":"Mark Wainwright","startTime":1021.456,"endTime":1021.686,"body":"have"},{"speaker":"Mark Wainwright","startTime":1021.686,"endTime":1021.796,"body":"the"},{"speaker":"Mark Wainwright","startTime":1021.796,"endTime":1022.386,"body":"opportunity"},{"speaker":"Mark Wainwright","startTime":1022.386,"endTime":1022.926,"body":"to"},{"speaker":"Mark Wainwright","startTime":1022.926,"endTime":1023.456,"body":"price"},{"speaker":"Mark Wainwright","startTime":1023.486,"endTime":1023.826,"body":"your"},{"speaker":"Mark Wainwright","startTime":1023.826,"endTime":1024.856,"body":"services"},{"speaker":"Mark Wainwright","startTime":1024.856,"endTime":1025.166,"body":"in"},{"speaker":"Mark Wainwright","startTime":1025.166,"endTime":1025.976,"body":"alignment"},{"speaker":"Mark Wainwright","startTime":1026.006,"endTime":1026.456,"body":"with"},{"speaker":"Mark Wainwright","startTime":1026.486,"endTime":1026.776,"body":"what"},{"speaker":"Mark Wainwright","startTime":1026.786,"endTime":1026.936,"body":"the"},{"speaker":"Mark Wainwright","startTime":1026.936,"endTime":1027.366,"body":"client"},{"speaker":"Mark Wainwright","startTime":1027.366,"endTime":1027.476,"body":"is"},{"speaker":"Mark Wainwright","startTime":1027.476,"endTime":1027.736,"body":"willing"},{"speaker":"Mark Wainwright","startTime":1027.736,"endTime":1027.876,"body":"to"},{"speaker":"Mark Wainwright","startTime":1027.876,"endTime":1028.186,"body":"pay"},{"speaker":"Mark Wainwright","startTime":1028.186,"endTime":1028.356,"body":"i."},{"speaker":"Mark Wainwright","startTime":1028.386,"endTime":1028.496,"body":"e"},{"speaker":"Mark Wainwright","startTime":1028.496,"endTime":1028.666,"body":"what"},{"speaker":"Mark Wainwright","startTime":1028.666,"endTime":1028.786,"body":"they"},{"speaker":"Mark Wainwright","startTime":1028.786,"endTime":1029.176,"body":"value"},{"speaker":"Mark Wainwright","startTime":1029.736,"endTime":1029.986,"body":"but"},{"speaker":"Mark Wainwright","startTime":1030.006,"endTime":1030.196,"body":"if"},{"speaker":"Mark Wainwright","startTime":1030.196,"endTime":1030.366,"body":"you've"},{"speaker":"Mark Wainwright","startTime":1030.366,"endTime":1030.536,"body":"done"},{"speaker":"Mark Wainwright","startTime":1030.536,"endTime":1030.586,"body":"a"},{"speaker":"Mark Wainwright","startTime":1030.586,"endTime":1030.746,"body":"good"},{"speaker":"Mark Wainwright","startTime":1030.746,"endTime":1031.006,"body":"enough"},{"speaker":"Mark Wainwright","startTime":1031.006,"endTime":1031.366,"body":"job,"},{"speaker":"Mark Wainwright","startTime":1031.376,"endTime":1031.576,"body":"they"},{"speaker":"Mark Wainwright","startTime":1031.576,"endTime":1032.106,"body":"highly"},{"speaker":"Mark Wainwright","startTime":1032.106,"endTime":1032.636,"body":"value"},{"speaker":"Mark Wainwright","startTime":1032.646,"endTime":1032.896,"body":"you"},{"speaker":"Mark Wainwright","startTime":1032.896,"endTime":1033.246,"body":"because"},{"speaker":"Mark Wainwright","startTime":1033.246,"endTime":1033.396,"body":"you"},{"speaker":"Mark Wainwright","startTime":1033.396,"endTime":1033.536,"body":"are"},{"speaker":"Mark Wainwright","startTime":1033.536,"endTime":1033.576,"body":"a"},{"speaker":"Mark Wainwright","startTime":1033.606,"endTime":1033.966,"body":"visible"},{"speaker":"Mark Wainwright","startTime":1033.966,"endTime":1034.506,"body":"expert."},{"speaker":"Mark Wainwright","startTime":1034.506,"endTime":1034.946,"body":"So"},{"speaker":"Mark Wainwright","startTime":1034.956,"endTime":1035.096,"body":"the"},{"speaker":"Mark Wainwright","startTime":1035.096,"endTime":1035.576,"body":"pricing"},{"speaker":"Mark Wainwright","startTime":1035.576,"endTime":1035.726,"body":"will"},{"speaker":"Mark Wainwright","startTime":1035.726,"endTime":1035.836,"body":"all"},{"speaker":"Mark Wainwright","startTime":1035.836,"endTime":1036.016,"body":"come"},{"speaker":"Mark Wainwright","startTime":1036.016,"endTime":1036.426,"body":"along"},{"speaker":"Mark Wainwright","startTime":1036.866,"endTime":1037.166,"body":"with"},{"speaker":"Mark Wainwright","startTime":1037.176,"endTime":1037.496,"body":"that,"},{"speaker":"Mark Wainwright","startTime":1037.636,"endTime":1037.896,"body":"right?"},{"speaker":"Mark Wainwright","startTime":1037.896,"endTime":1038.276,"body":"So"},{"speaker":"Mark Wainwright","startTime":1038.506,"endTime":1038.676,"body":"you"},{"speaker":"Mark Wainwright","startTime":1038.676,"endTime":1038.886,"body":"just"},{"speaker":"Mark Wainwright","startTime":1038.886,"endTime":1039.096,"body":"get"},{"speaker":"Mark Wainwright","startTime":1039.096,"endTime":1039.776,"body":"lost"},{"speaker":"Mark Wainwright","startTime":1039.906,"endTime":1040.256,"body":"in"},{"speaker":"Mark Wainwright","startTime":1040.266,"endTime":1040.536,"body":"a"},{"speaker":"Mark Wainwright","startTime":1040.666,"endTime":1041.066,"body":"pricing"},{"speaker":"Mark Wainwright","startTime":1041.066,"endTime":1041.746,"body":"competition."},{"speaker":"Mark Wainwright","startTime":1041.746,"endTime":1041.936,"body":"If"},{"speaker":"Mark Wainwright","startTime":1041.936,"endTime":1042.216,"body":"there's"},{"speaker":"Mark Wainwright","startTime":1042.216,"endTime":1042.349,"body":"way"},{"speaker":"Mark Wainwright","startTime":1042.349,"endTime":1042.449,"body":"too"},{"speaker":"Mark Wainwright","startTime":1042.449,"endTime":1042.609,"body":"many"},{"speaker":"Mark Wainwright","startTime":1042.609,"endTime":1042.849,"body":"people"},{"speaker":"Mark Wainwright","startTime":1042.849,"endTime":1043.139,"body":"around"},{"speaker":"Mark Wainwright","startTime":1043.139,"endTime":1043.399,"body":"you"},{"speaker":"Mark Wainwright","startTime":1043.559,"endTime":1043.769,"body":"that"},{"speaker":"Mark Wainwright","startTime":1043.779,"endTime":1044.139,"body":"look"},{"speaker":"Mark Wainwright","startTime":1044.139,"endTime":1044.399,"body":"just"},{"speaker":"Mark Wainwright","startTime":1044.399,"endTime":1044.629,"body":"like"},{"speaker":"Mark Wainwright","startTime":1044.629,"endTime":1045.019,"body":"you,"},{"speaker":"Mark Wainwright","startTime":1045.019,"endTime":1045.199,"body":"that"},{"speaker":"Mark Wainwright","startTime":1045.199,"endTime":1045.469,"body":"talk"},{"speaker":"Mark Wainwright","startTime":1045.469,"endTime":1045.699,"body":"just"},{"speaker":"Mark Wainwright","startTime":1045.699,"endTime":1045.849,"body":"like"},{"speaker":"Mark Wainwright","startTime":1045.859,"endTime":1046.019,"body":"you,"},{"speaker":"Mark Wainwright","startTime":1046.019,"endTime":1046.169,"body":"that"},{"speaker":"Mark Wainwright","startTime":1046.169,"endTime":1046.399,"body":"walk"},{"speaker":"Mark Wainwright","startTime":1046.419,"endTime":1046.629,"body":"just"},{"speaker":"Mark Wainwright","startTime":1046.629,"endTime":1046.809,"body":"like"},{"speaker":"Mark Wainwright","startTime":1046.809,"endTime":1047.049,"body":"you."},{"speaker":"Mark Wainwright","startTime":1047.049,"endTime":1047.449,"body":"So"},{"speaker":"Mark Wainwright","startTime":1047.45,"endTime":1048.199,"body":"it's"},{"speaker":"Mark Wainwright","startTime":1048.199,"endTime":1048.239,"body":"going"},{"speaker":"Mark Wainwright","startTime":1048.239,"endTime":1048.269,"body":"to"},{"speaker":"Mark Wainwright","startTime":1048.269,"endTime":1048.449,"body":"be"},{"speaker":"Mark Wainwright","startTime":1048.769,"endTime":1048.869,"body":"a"},{"speaker":"Mark Wainwright","startTime":1048.869,"endTime":1049.089,"body":"fight"},{"speaker":"Mark Wainwright","startTime":1049.089,"endTime":1049.179,"body":"to"},{"speaker":"Mark Wainwright","startTime":1049.179,"endTime":1049.279,"body":"the"},{"speaker":"Mark Wainwright","startTime":1049.279,"endTime":1049.689,"body":"bottom."},{"speaker":"Mark Wainwright","startTime":1049.699,"endTime":1049.929,"body":"So"},{"speaker":"Mark Wainwright","startTime":1049.929,"endTime":1050.189,"body":"yeah,"},{"speaker":"Mark Wainwright","startTime":1050.389,"endTime":1050.689,"body":"premium"},{"speaker":"Mark Wainwright","startTime":1050.689,"endTime":1051.029,"body":"pricing"},{"speaker":"Mark Wainwright","startTime":1051.029,"endTime":1051.139,"body":"is"},{"speaker":"Mark Wainwright","startTime":1051.139,"endTime":1051.199,"body":"a"},{"speaker":"Mark Wainwright","startTime":1051.199,"endTime":1051.389,"body":"big"},{"speaker":"Mark Wainwright","startTime":1051.389,"endTime":1051.669,"body":"deal."},{"speaker":"John Tyreman","startTime":1051.669,"endTime":1051.999,"body":"Yeah."},{"speaker":"John Tyreman","startTime":1052.099,"endTime":1052.129,"body":"And"},{"speaker":"John Tyreman","startTime":1052.129,"endTime":1052.259,"body":"if"},{"speaker":"John Tyreman","startTime":1052.259,"endTime":1052.349,"body":"you're"},{"speaker":"John Tyreman","startTime":1052.349,"endTime":1052.529,"body":"not"},{"speaker":"John Tyreman","startTime":1052.529,"endTime":1053.389,"body":"specializing,"},{"speaker":"John Tyreman","startTime":1053.609,"endTime":1053.749,"body":"get"},{"speaker":"John Tyreman","startTime":1053.749,"endTime":1053.939,"body":"ready"},{"speaker":"John Tyreman","startTime":1053.939,"endTime":1054.019,"body":"to"},{"speaker":"John Tyreman","startTime":1054.019,"endTime":1054.349,"body":"sharpen"},{"speaker":"John Tyreman","startTime":1054.349,"endTime":1054.459,"body":"your"},{"speaker":"John Tyreman","startTime":1054.459,"endTime":1054.909,"body":"pencil,"},{"speaker":"Mark Wainwright","startTime":1055.034,"endTime":1055.444,"body":"Oh"},{"speaker":"Mark Wainwright","startTime":1055.854,"endTime":1056.094,"body":"God,"},{"speaker":"Mark Wainwright","startTime":1056.094,"endTime":1056.394,"body":"sharpen"},{"speaker":"Mark Wainwright","startTime":1056.394,"endTime":1056.484,"body":"your"},{"speaker":"Mark Wainwright","startTime":1056.484,"endTime":1057.064,"body":"pencil."},{"speaker":"Mark Wainwright","startTime":1058.365,"endTime":1058.685,"body":"You're"},{"speaker":"Mark Wainwright","startTime":1058.685,"endTime":1059.095,"body":"listening"},{"speaker":"Mark Wainwright","startTime":1059.095,"endTime":1059.225,"body":"to"},{"speaker":"Mark Wainwright","startTime":1059.225,"endTime":1059.615,"body":"breaking"},{"speaker":"Mark Wainwright","startTime":1059.615,"endTime":1059.845,"body":"biz"},{"speaker":"Mark Wainwright","startTime":1059.845,"endTime":1060.195,"body":"dev"},{"speaker":"John Tyreman","startTime":1060.361,"endTime":1060.491,"body":"the"},{"speaker":"John Tyreman","startTime":1060.491,"endTime":1060.971,"body":"podcast"},{"speaker":"John Tyreman","startTime":1060.991,"endTime":1061.201,"body":"that"},{"speaker":"John Tyreman","startTime":1061.231,"endTime":1061.551,"body":"beats"},{"speaker":"John Tyreman","startTime":1061.551,"endTime":1061.831,"body":"up,"},{"speaker":"John Tyreman","startTime":1061.841,"endTime":1062.211,"body":"breaks"},{"speaker":"John Tyreman","startTime":1062.211,"endTime":1062.521,"body":"down,"},{"speaker":"John Tyreman","startTime":1062.521,"endTime":1062.631,"body":"and"},{"speaker":"John Tyreman","startTime":1062.631,"endTime":1063.331,"body":"redefines"},{"speaker":"John Tyreman","startTime":1063.351,"endTime":1063.781,"body":"business"},{"speaker":"John Tyreman","startTime":1063.781,"endTime":1064.451,"body":"development"},{"speaker":"John Tyreman","startTime":1064.524,"endTime":1064.654,"body":"for"},{"speaker":"John Tyreman","startTime":1064.654,"endTime":1064.734,"body":"the"},{"speaker":"John Tyreman","startTime":1064.734,"endTime":1065.284,"body":"professional"},{"speaker":"John Tyreman","startTime":1065.284,"endTime":1065.794,"body":"services"},{"speaker":"John Tyreman","startTime":1065.794,"endTime":1066.104,"body":"firms"},{"speaker":"John Tyreman","startTime":1066.104,"endTime":1066.254,"body":"of"},{"speaker":"John Tyreman","startTime":1066.254,"endTime":1066.734,"body":"tomorrow."},{"speaker":"John Tyreman","startTime":1066.864,"endTime":1067.144,"body":"Your"},{"speaker":"John Tyreman","startTime":1067.144,"endTime":1067.544,"body":"hosts"},{"speaker":"John Tyreman","startTime":1067.544,"endTime":1067.634,"body":"are"},{"speaker":"John Tyreman","startTime":1067.644,"endTime":1067.954,"body":"John"},{"speaker":"John Tyreman","startTime":1067.954,"endTime":1068.484,"body":"Tyerman,"},{"speaker":"John Tyreman","startTime":1068.564,"endTime":1069.044,"body":"founder"},{"speaker":"John Tyreman","startTime":1069.054,"endTime":1069.204,"body":"of"},{"speaker":"John Tyreman","startTime":1069.204,"endTime":1069.444,"body":"Red"},{"speaker":"John Tyreman","startTime":1069.444,"endTime":1069.734,"body":"Cedar"},{"speaker":"John Tyreman","startTime":1069.734,"endTime":1070.274,"body":"Marketing,"},{"speaker":"John Tyreman","startTime":1070.354,"endTime":1070.544,"body":"the"},{"speaker":"John Tyreman","startTime":1070.544,"endTime":1071.134,"body":"podcast"},{"speaker":"John Tyreman","startTime":1071.164,"endTime":1071.564,"body":"marketing"},{"speaker":"John Tyreman","startTime":1071.564,"endTime":1071.934,"body":"company"},{"speaker":"John Tyreman","startTime":1071.934,"endTime":1072.094,"body":"for"},{"speaker":"John Tyreman","startTime":1072.154,"endTime":1072.614,"body":"experts"},{"speaker":"John Tyreman","startTime":1072.644,"endTime":1072.964,"body":"and"},{"speaker":"John Tyreman","startTime":1072.964,"endTime":1073.494,"body":"professional"},{"speaker":"John Tyreman","startTime":1073.494,"endTime":1073.974,"body":"services"},{"speaker":"John Tyreman","startTime":1073.974,"endTime":1074.404,"body":"firms,"},{"speaker":"Mark Wainwright","startTime":1074.621,"endTime":1074.861,"body":"And"},{"speaker":"Mark Wainwright","startTime":1074.861,"endTime":1075.161,"body":"Mark"},{"speaker":"Mark Wainwright","startTime":1075.161,"endTime":1075.751,"body":"Wainwright,"},{"speaker":"Mark Wainwright","startTime":1075.932,"endTime":1076.342,"body":"principal"},{"speaker":"Mark Wainwright","startTime":1076.342,"endTime":1077.072,"body":"consultant"},{"speaker":"Mark Wainwright","startTime":1077.192,"endTime":1077.452,"body":"and"},{"speaker":"Mark Wainwright","startTime":1077.452,"endTime":1077.872,"body":"founder"},{"speaker":"Mark Wainwright","startTime":1077.882,"endTime":1078.062,"body":"of"},{"speaker":"Mark Wainwright","startTime":1078.062,"endTime":1078.542,"body":"Wainwright"},{"speaker":"Mark Wainwright","startTime":1078.582,"endTime":1079.172,"body":"Insight,"},{"speaker":"Mark Wainwright","startTime":1079.442,"endTime":1079.582,"body":"the"},{"speaker":"Mark Wainwright","startTime":1079.582,"endTime":1080.102,"body":"fractional"},{"speaker":"Mark Wainwright","startTime":1080.102,"endTime":1080.442,"body":"sales"},{"speaker":"Mark Wainwright","startTime":1080.442,"endTime":1080.992,"body":"manager"},{"speaker":"Mark Wainwright","startTime":1081.022,"endTime":1081.302,"body":"and"},{"speaker":"Mark Wainwright","startTime":1081.302,"endTime":1081.682,"body":"sales"},{"speaker":"Mark Wainwright","startTime":1081.682,"endTime":1082.272,"body":"consultant"},{"speaker":"Mark Wainwright","startTime":1082.413,"endTime":1082.563,"body":"to"},{"speaker":"Mark Wainwright","startTime":1082.563,"endTime":1083.123,"body":"professional"},{"speaker":"Mark Wainwright","startTime":1083.123,"endTime":1083.653,"body":"services"},{"speaker":"Mark Wainwright","startTime":1083.653,"endTime":1084.153,"body":"firms."},{"speaker":"John Tyreman","startTime":1084.435,"endTime":1084.555,"body":"If"},{"speaker":"John Tyreman","startTime":1084.565,"endTime":1084.685,"body":"you"},{"speaker":"John Tyreman","startTime":1084.685,"endTime":1084.945,"body":"find"},{"speaker":"John Tyreman","startTime":1084.945,"endTime":1085.075,"body":"this"},{"speaker":"John Tyreman","startTime":1085.085,"endTime":1085.555,"body":"podcast"},{"speaker":"John Tyreman","startTime":1085.565,"endTime":1085.925,"body":"helpful,"},{"speaker":"John Tyreman","startTime":1085.935,"endTime":1086.225,"body":"please"},{"speaker":"John Tyreman","startTime":1086.225,"endTime":1086.445,"body":"help"},{"speaker":"John Tyreman","startTime":1086.445,"endTime":1086.595,"body":"us"},{"speaker":"John Tyreman","startTime":1086.595,"endTime":1086.715,"body":"by"},{"speaker":"John Tyreman","startTime":1086.715,"endTime":1087.115,"body":"following"},{"speaker":"John Tyreman","startTime":1087.115,"endTime":1087.195,"body":"the"},{"speaker":"John Tyreman","startTime":1087.195,"endTime":1087.605,"body":"show"},{"speaker":"John Tyreman","startTime":1087.625,"endTime":1087.765,"body":"and"},{"speaker":"John Tyreman","startTime":1087.775,"endTime":1088.105,"body":"leaving"},{"speaker":"John Tyreman","startTime":1088.105,"endTime":1088.175,"body":"a"},{"speaker":"John Tyreman","startTime":1088.175,"endTime":1088.705,"body":"review"},{"speaker":"John Tyreman","startTime":1088.715,"endTime":1088.965,"body":"on"},{"speaker":"John Tyreman","startTime":1088.995,"endTime":1089.335,"body":"Apple"},{"speaker":"John Tyreman","startTime":1089.355,"endTime":1089.935,"body":"podcasts"},{"speaker":"Mark Wainwright","startTime":1090.293,"endTime":1090.533,"body":"and"},{"speaker":"Mark Wainwright","startTime":1090.533,"endTime":1090.973,"body":"now"},{"speaker":"Mark Wainwright","startTime":1091.213,"endTime":1091.453,"body":"back"},{"speaker":"Mark Wainwright","startTime":1091.453,"endTime":1091.573,"body":"to"},{"speaker":"Mark Wainwright","startTime":1091.573,"endTime":1091.663,"body":"the"},{"speaker":"Mark Wainwright","startTime":1091.663,"endTime":1092.033,"body":"show."},{"speaker":"John Tyreman","startTime":1093.78,"endTime":1093.97,"body":"All"},{"speaker":"John Tyreman","startTime":1093.97,"endTime":1094.28,"body":"right."},{"speaker":"John Tyreman","startTime":1094.39,"endTime":1094.57,"body":"So"},{"speaker":"John Tyreman","startTime":1094.57,"endTime":1094.73,"body":"now"},{"speaker":"John Tyreman","startTime":1094.73,"endTime":1094.81,"body":"that"},{"speaker":"John Tyreman","startTime":1094.81,"endTime":1094.91,"body":"we"},{"speaker":"John Tyreman","startTime":1094.91,"endTime":1095.19,"body":"talked"},{"speaker":"John Tyreman","startTime":1095.19,"endTime":1095.69,"body":"about"},{"speaker":"John Tyreman","startTime":1095.73,"endTime":1096.5,"body":"why"},{"speaker":"John Tyreman","startTime":1096.53,"endTime":1097.08,"body":"firms"},{"speaker":"John Tyreman","startTime":1097.15,"endTime":1097.45,"body":"should"},{"speaker":"John Tyreman","startTime":1097.45,"endTime":1098.13,"body":"specialize"},{"speaker":"John Tyreman","startTime":1098.14,"endTime":1098.17,"body":"and"},{"speaker":"John Tyreman","startTime":1098.17,"endTime":1098.27,"body":"we're"},{"speaker":"John Tyreman","startTime":1098.27,"endTime":1098.49,"body":"making"},{"speaker":"John Tyreman","startTime":1098.49,"endTime":1098.58,"body":"the"},{"speaker":"John Tyreman","startTime":1098.58,"endTime":1098.87,"body":"case"},{"speaker":"John Tyreman","startTime":1098.87,"endTime":1099.04,"body":"for"},{"speaker":"John Tyreman","startTime":1099.04,"endTime":1099.12,"body":"it,"},{"speaker":"John Tyreman","startTime":1099.12,"endTime":1099.41,"body":"how"},{"speaker":"John Tyreman","startTime":1099.44,"endTime":1099.63,"body":"should"},{"speaker":"John Tyreman","startTime":1099.63,"endTime":1099.73,"body":"you"},{"speaker":"John Tyreman","startTime":1099.73,"endTime":1099.94,"body":"do"},{"speaker":"John Tyreman","startTime":1099.94,"endTime":1100.14,"body":"it?"},{"speaker":"John Tyreman","startTime":1100.15,"endTime":1100.4,"body":"So"},{"speaker":"John Tyreman","startTime":1100.4,"endTime":1100.55,"body":"we"},{"speaker":"John Tyreman","startTime":1100.55,"endTime":1100.95,"body":"alluded"},{"speaker":"John Tyreman","startTime":1100.95,"endTime":1101.06,"body":"to"},{"speaker":"John Tyreman","startTime":1101.06,"endTime":1101.4,"body":"this"},{"speaker":"John Tyreman","startTime":1101.45,"endTime":1102.11,"body":"earlier"},{"speaker":"John Tyreman","startTime":1102.16,"endTime":1102.3,"body":"in"},{"speaker":"John Tyreman","startTime":1102.3,"endTime":1102.62,"body":"terms"},{"speaker":"John Tyreman","startTime":1102.62,"endTime":1102.98,"body":"of,"},{"speaker":"John Tyreman","startTime":1102.98,"endTime":1103.24,"body":"different"},{"speaker":"John Tyreman","startTime":1103.24,"endTime":1103.7,"body":"industries"},{"speaker":"John Tyreman","startTime":1103.7,"endTime":1103.8,"body":"you"},{"speaker":"John Tyreman","startTime":1103.8,"endTime":1103.95,"body":"could"},{"speaker":"John Tyreman","startTime":1103.95,"endTime":1104.29,"body":"target."},{"speaker":"John Tyreman","startTime":1104.3,"endTime":1104.56,"body":"That's"},{"speaker":"John Tyreman","startTime":1104.56,"endTime":1105.05,"body":"certainly"},{"speaker":"John Tyreman","startTime":1105.05,"endTime":1105.32,"body":"one"},{"speaker":"John Tyreman","startTime":1105.32,"endTime":1105.68,"body":"way."},{"speaker":"John Tyreman","startTime":1106.01,"endTime":1106.15,"body":"but"},{"speaker":"John Tyreman","startTime":1106.15,"endTime":1106.3,"body":"how"},{"speaker":"John Tyreman","startTime":1106.3,"endTime":1106.37,"body":"do"},{"speaker":"John Tyreman","startTime":1106.37,"endTime":1106.55,"body":"you"},{"speaker":"John Tyreman","startTime":1106.56,"endTime":1107.24,"body":"know"},{"speaker":"John Tyreman","startTime":1107.91,"endTime":1108.19,"body":"which"},{"speaker":"John Tyreman","startTime":1108.19,"endTime":1108.38,"body":"one"},{"speaker":"John Tyreman","startTime":1108.38,"endTime":1108.47,"body":"to"},{"speaker":"John Tyreman","startTime":1108.47,"endTime":1108.89,"body":"target,"},{"speaker":"John Tyreman","startTime":1109.13,"endTime":1109.43,"body":"right?"},{"speaker":"John Tyreman","startTime":1109.46,"endTime":1109.6,"body":"How"},{"speaker":"John Tyreman","startTime":1109.6,"endTime":1109.67,"body":"do"},{"speaker":"John Tyreman","startTime":1109.67,"endTime":1109.79,"body":"you"},{"speaker":"John Tyreman","startTime":1109.79,"endTime":1109.94,"body":"know"},{"speaker":"John Tyreman","startTime":1109.94,"endTime":1110.17,"body":"which"},{"speaker":"John Tyreman","startTime":1110.17,"endTime":1110.66,"body":"service"},{"speaker":"John Tyreman","startTime":1110.66,"endTime":1110.76,"body":"you"},{"speaker":"John Tyreman","startTime":1110.76,"endTime":1110.92,"body":"need"},{"speaker":"John Tyreman","startTime":1110.92,"endTime":1110.99,"body":"to"},{"speaker":"John Tyreman","startTime":1110.99,"endTime":1111.36,"body":"focus"},{"speaker":"John Tyreman","startTime":1111.36,"endTime":1111.62,"body":"on?"},{"speaker":"John Tyreman","startTime":1111.62,"endTime":1111.903,"body":"We've"},{"speaker":"John Tyreman","startTime":1111.903,"endTime":1112.103,"body":"got"},{"speaker":"John Tyreman","startTime":1112.103,"endTime":1112.173,"body":"a"},{"speaker":"John Tyreman","startTime":1112.173,"endTime":1112.483,"body":"couple"},{"speaker":"John Tyreman","startTime":1112.483,"endTime":1112.533,"body":"of"},{"speaker":"John Tyreman","startTime":1112.543,"endTime":1112.803,"body":"bullet"},{"speaker":"John Tyreman","startTime":1112.803,"endTime":1113.133,"body":"points"},{"speaker":"John Tyreman","startTime":1113.133,"endTime":1113.343,"body":"here."},{"speaker":"John Tyreman","startTime":1113.343,"endTime":1113.503,"body":"We've"},{"speaker":"John Tyreman","startTime":1113.503,"endTime":1113.723,"body":"got"},{"speaker":"John Tyreman","startTime":1113.743,"endTime":1114.353,"body":"three."},{"speaker":"John Tyreman","startTime":1114.353,"endTime":1114.653,"body":"That"},{"speaker":"John Tyreman","startTime":1114.663,"endTime":1114.803,"body":"we"},{"speaker":"John Tyreman","startTime":1114.803,"endTime":1114.953,"body":"can"},{"speaker":"John Tyreman","startTime":1114.953,"endTime":1115.153,"body":"go"},{"speaker":"John Tyreman","startTime":1115.153,"endTime":1115.483,"body":"through"},{"speaker":"John Tyreman","startTime":1115.483,"endTime":1115.613,"body":"and"},{"speaker":"John Tyreman","startTime":1115.613,"endTime":1115.713,"body":"then"},{"speaker":"John Tyreman","startTime":1115.713,"endTime":1115.813,"body":"we"},{"speaker":"John Tyreman","startTime":1115.813,"endTime":1116.073,"body":"can"},{"speaker":"John Tyreman","startTime":1116.073,"endTime":1116.213,"body":"kind"},{"speaker":"John Tyreman","startTime":1116.213,"endTime":1116.293,"body":"of"},{"speaker":"John Tyreman","startTime":1116.293,"endTime":1116.743,"body":"expand"},{"speaker":"John Tyreman","startTime":1116.743,"endTime":1117.113,"body":"upon."},{"speaker":"Mark Wainwright","startTime":1117.203,"endTime":1117.413,"body":"Yeah,"},{"speaker":"Mark Wainwright","startTime":1117.413,"endTime":1117.633,"body":"good."},{"speaker":"John Tyreman","startTime":1117.633,"endTime":1117.723,"body":"All"},{"speaker":"John Tyreman","startTime":1117.723,"endTime":1117.873,"body":"right."},{"speaker":"John Tyreman","startTime":1117.873,"endTime":1118.263,"body":"So"},{"speaker":"John Tyreman","startTime":1118.873,"endTime":1119.233,"body":"I"},{"speaker":"John Tyreman","startTime":1119.253,"endTime":1119.543,"body":"think"},{"speaker":"John Tyreman","startTime":1119.623,"endTime":1119.743,"body":"a"},{"speaker":"John Tyreman","startTime":1119.743,"endTime":1119.963,"body":"good"},{"speaker":"John Tyreman","startTime":1119.963,"endTime":1120.323,"body":"starting"},{"speaker":"John Tyreman","startTime":1120.323,"endTime":1120.743,"body":"place"},{"speaker":"John Tyreman","startTime":1120.813,"endTime":1121.033,"body":"is"},{"speaker":"John Tyreman","startTime":1121.033,"endTime":1121.253,"body":"really"},{"speaker":"John Tyreman","startTime":1121.253,"endTime":1121.413,"body":"to"},{"speaker":"John Tyreman","startTime":1121.413,"endTime":1122.213,"body":"evaluate"},{"speaker":"John Tyreman","startTime":1122.223,"endTime":1122.403,"body":"your"},{"speaker":"John Tyreman","startTime":1122.403,"endTime":1123.103,"body":"strengths"},{"speaker":"John Tyreman","startTime":1123.603,"endTime":1124.003,"body":"and"},{"speaker":"John Tyreman","startTime":1124.013,"endTime":1124.173,"body":"your"},{"speaker":"John Tyreman","startTime":1124.173,"endTime":1124.603,"body":"past"},{"speaker":"John Tyreman","startTime":1124.613,"endTime":1125.543,"body":"successes."},{"speaker":"John Tyreman","startTime":1125.703,"endTime":1126.123,"body":"So"},{"speaker":"John Tyreman","startTime":1126.343,"endTime":1126.603,"body":"what"},{"speaker":"John Tyreman","startTime":1126.603,"endTime":1126.663,"body":"are"},{"speaker":"John Tyreman","startTime":1126.663,"endTime":1126.803,"body":"the"},{"speaker":"John Tyreman","startTime":1126.803,"endTime":1127.203,"body":"areas"},{"speaker":"John Tyreman","startTime":1127.213,"endTime":1127.393,"body":"where"},{"speaker":"John Tyreman","startTime":1127.393,"endTime":1127.753,"body":"you"},{"speaker":"John Tyreman","startTime":1127.763,"endTime":1128.073,"body":"have"},{"speaker":"John Tyreman","startTime":1128.073,"endTime":1128.123,"body":"a"},{"speaker":"John Tyreman","startTime":1128.123,"endTime":1128.493,"body":"proven"},{"speaker":"John Tyreman","startTime":1128.493,"endTime":1128.883,"body":"track"},{"speaker":"John Tyreman","startTime":1128.943,"endTime":1129.533,"body":"record?"},{"speaker":"John Tyreman","startTime":1129.823,"endTime":1130.063,"body":"And"},{"speaker":"John Tyreman","startTime":1130.063,"endTime":1130.313,"body":"where"},{"speaker":"John Tyreman","startTime":1130.313,"endTime":1130.403,"body":"do"},{"speaker":"John Tyreman","startTime":1130.403,"endTime":1130.583,"body":"you"},{"speaker":"John Tyreman","startTime":1130.583,"endTime":1130.883,"body":"have"},{"speaker":"John Tyreman","startTime":1130.883,"endTime":1131.373,"body":"existing"},{"speaker":"John Tyreman","startTime":1131.373,"endTime":1132.023,"body":"expertise"},{"speaker":"John Tyreman","startTime":1132.053,"endTime":1132.183,"body":"that"},{"speaker":"John Tyreman","startTime":1132.183,"endTime":1132.303,"body":"you"},{"speaker":"John Tyreman","startTime":1132.303,"endTime":1132.463,"body":"can"},{"speaker":"John Tyreman","startTime":1132.463,"endTime":1132.753,"body":"point"},{"speaker":"John Tyreman","startTime":1132.763,"endTime":1132.983,"body":"to"},{"speaker":"John Tyreman","startTime":1132.983,"endTime":1133.083,"body":"and"},{"speaker":"John Tyreman","startTime":1133.083,"endTime":1133.293,"body":"maybe"},{"speaker":"John Tyreman","startTime":1133.293,"endTime":1133.633,"body":"past"},{"speaker":"John Tyreman","startTime":1133.633,"endTime":1134.163,"body":"clients"},{"speaker":"John Tyreman","startTime":1134.163,"endTime":1134.233,"body":"or"},{"speaker":"John Tyreman","startTime":1134.233,"endTime":1134.453,"body":"case"},{"speaker":"John Tyreman","startTime":1134.463,"endTime":1135.053,"body":"studies,"},{"speaker":"John Tyreman","startTime":1135.293,"endTime":1135.513,"body":"that's"},{"speaker":"John Tyreman","startTime":1135.513,"endTime":1135.623,"body":"the"},{"speaker":"John Tyreman","startTime":1135.673,"endTime":1135.893,"body":"first"},{"speaker":"John Tyreman","startTime":1135.893,"endTime":1136.063,"body":"place"},{"speaker":"John Tyreman","startTime":1136.063,"endTime":1136.163,"body":"to"},{"speaker":"John Tyreman","startTime":1136.163,"endTime":1136.483,"body":"start."},{"speaker":"Mark Wainwright","startTime":1137.003,"endTime":1137.293,"body":"Yep."},{"speaker":"Mark Wainwright","startTime":1137.313,"endTime":1137.513,"body":"Makes"},{"speaker":"Mark Wainwright","startTime":1137.513,"endTime":1137.823,"body":"sense."},{"speaker":"John Tyreman","startTime":1137.917,"endTime":1138.047,"body":"So"},{"speaker":"John Tyreman","startTime":1138.047,"endTime":1138.157,"body":"you"},{"speaker":"John Tyreman","startTime":1138.157,"endTime":1138.307,"body":"can"},{"speaker":"John Tyreman","startTime":1138.307,"endTime":1138.517,"body":"group"},{"speaker":"John Tyreman","startTime":1138.517,"endTime":1138.827,"body":"clients"},{"speaker":"John Tyreman","startTime":1138.827,"endTime":1139.147,"body":"together"},{"speaker":"John Tyreman","startTime":1139.147,"endTime":1139.247,"body":"in"},{"speaker":"John Tyreman","startTime":1139.247,"endTime":1139.477,"body":"different"},{"speaker":"John Tyreman","startTime":1139.477,"endTime":1139.937,"body":"ways,"},{"speaker":"John Tyreman","startTime":1140.017,"endTime":1140.327,"body":"like"},{"speaker":"John Tyreman","startTime":1140.347,"endTime":1140.727,"body":"looking"},{"speaker":"John Tyreman","startTime":1140.727,"endTime":1140.857,"body":"at"},{"speaker":"John Tyreman","startTime":1140.857,"endTime":1141.097,"body":"different"},{"speaker":"John Tyreman","startTime":1141.097,"endTime":1141.927,"body":"characteristics,"},{"speaker":"John Tyreman","startTime":1141.987,"endTime":1142.147,"body":"of"},{"speaker":"John Tyreman","startTime":1142.147,"endTime":1142.227,"body":"your"},{"speaker":"John Tyreman","startTime":1142.227,"endTime":1142.647,"body":"clients,"},{"speaker":"John Tyreman","startTime":1142.647,"endTime":1142.947,"body":"looking"},{"speaker":"John Tyreman","startTime":1142.947,"endTime":1143.117,"body":"at"},{"speaker":"John Tyreman","startTime":1143.117,"endTime":1143.727,"body":"revenue,"},{"speaker":"John Tyreman","startTime":1143.777,"endTime":1144.027,"body":"client"},{"speaker":"John Tyreman","startTime":1144.037,"endTime":1144.517,"body":"lifetime"},{"speaker":"John Tyreman","startTime":1144.527,"endTime":1144.927,"body":"value,"},{"speaker":"John Tyreman","startTime":1144.927,"endTime":1145.127,"body":"like"},{"speaker":"John Tyreman","startTime":1145.137,"endTime":1145.347,"body":"what"},{"speaker":"John Tyreman","startTime":1145.347,"endTime":1145.427,"body":"are"},{"speaker":"John Tyreman","startTime":1145.427,"endTime":1145.507,"body":"the"},{"speaker":"John Tyreman","startTime":1145.507,"endTime":1146.047,"body":"clients"},{"speaker":"John Tyreman","startTime":1146.047,"endTime":1146.207,"body":"that"},{"speaker":"John Tyreman","startTime":1146.207,"endTime":1146.327,"body":"are"},{"speaker":"John Tyreman","startTime":1146.327,"endTime":1146.417,"body":"the"},{"speaker":"John Tyreman","startTime":1146.417,"endTime":1146.657,"body":"most"},{"speaker":"John Tyreman","startTime":1146.667,"endTime":1147.387,"body":"profitable"},{"speaker":"John Tyreman","startTime":1147.387,"endTime":1147.447,"body":"or"},{"speaker":"John Tyreman","startTime":1147.467,"endTime":1147.667,"body":"have"},{"speaker":"John Tyreman","startTime":1147.667,"endTime":1147.727,"body":"the"},{"speaker":"John Tyreman","startTime":1147.727,"endTime":1147.947,"body":"most"},{"speaker":"John Tyreman","startTime":1147.947,"endTime":1148.377,"body":"margin,"},{"speaker":"John Tyreman","startTime":1148.387,"endTime":1148.597,"body":"what"},{"speaker":"John Tyreman","startTime":1148.597,"endTime":1149.357,"body":"characteristics"},{"speaker":"John Tyreman","startTime":1149.357,"endTime":1149.507,"body":"do"},{"speaker":"John Tyreman","startTime":1149.507,"endTime":1149.737,"body":"they"},{"speaker":"John Tyreman","startTime":1149.737,"endTime":1150.237,"body":"have"},{"speaker":"John Tyreman","startTime":1150.457,"endTime":1151.087,"body":"together?"},{"speaker":"John Tyreman","startTime":1151.277,"endTime":1151.467,"body":"And"},{"speaker":"John Tyreman","startTime":1151.613,"endTime":1151.853,"body":"gives"},{"speaker":"John Tyreman","startTime":1151.853,"endTime":1152.053,"body":"you"},{"speaker":"John Tyreman","startTime":1152.053,"endTime":1152.223,"body":"kind"},{"speaker":"John Tyreman","startTime":1152.223,"endTime":1152.313,"body":"of"},{"speaker":"John Tyreman","startTime":1152.313,"endTime":1152.413,"body":"like"},{"speaker":"John Tyreman","startTime":1152.413,"endTime":1152.513,"body":"the"},{"speaker":"John Tyreman","startTime":1152.513,"endTime":1152.663,"body":"lay"},{"speaker":"John Tyreman","startTime":1152.663,"endTime":1152.733,"body":"of"},{"speaker":"John Tyreman","startTime":1152.733,"endTime":1152.783,"body":"the"},{"speaker":"John Tyreman","startTime":1152.783,"endTime":1153.023,"body":"land"},{"speaker":"John Tyreman","startTime":1153.023,"endTime":1153.063,"body":"and"},{"speaker":"John Tyreman","startTime":1153.073,"endTime":1153.213,"body":"where"},{"speaker":"John Tyreman","startTime":1153.213,"endTime":1153.313,"body":"to"},{"speaker":"John Tyreman","startTime":1153.313,"endTime":1153.653,"body":"start."},{"speaker":"John Tyreman","startTime":1153.813,"endTime":1153.903,"body":"All"},{"speaker":"John Tyreman","startTime":1153.903,"endTime":1154.073,"body":"right."},{"speaker":"John Tyreman","startTime":1154.083,"endTime":1154.303,"body":"So"},{"speaker":"John Tyreman","startTime":1154.303,"endTime":1154.583,"body":"point"},{"speaker":"John Tyreman","startTime":1154.583,"endTime":1154.823,"body":"number"},{"speaker":"John Tyreman","startTime":1154.823,"endTime":1155.343,"body":"two,"},{"speaker":"John Tyreman","startTime":1155.393,"endTime":1155.543,"body":"and"},{"speaker":"John Tyreman","startTime":1155.543,"endTime":1155.763,"body":"how"},{"speaker":"John Tyreman","startTime":1155.763,"endTime":1156.013,"body":"you"},{"speaker":"John Tyreman","startTime":1156.013,"endTime":1156.483,"body":"should"},{"speaker":"John Tyreman","startTime":1156.793,"endTime":1157.503,"body":"specialize."},{"speaker":"John Tyreman","startTime":1157.513,"endTime":1157.673,"body":"So"},{"speaker":"John Tyreman","startTime":1157.673,"endTime":1157.743,"body":"if"},{"speaker":"John Tyreman","startTime":1157.753,"endTime":1157.893,"body":"you"},{"speaker":"John Tyreman","startTime":1157.893,"endTime":1158.553,"body":"understand"},{"speaker":"John Tyreman","startTime":1158.553,"endTime":1158.683,"body":"what"},{"speaker":"John Tyreman","startTime":1158.683,"endTime":1158.823,"body":"your"},{"speaker":"John Tyreman","startTime":1158.823,"endTime":1159.303,"body":"internal"},{"speaker":"John Tyreman","startTime":1159.303,"endTime":1159.763,"body":"strengths"},{"speaker":"John Tyreman","startTime":1159.763,"endTime":1160.123,"body":"are,"},{"speaker":"John Tyreman","startTime":1160.723,"endTime":1160.903,"body":"then"},{"speaker":"John Tyreman","startTime":1160.903,"endTime":1161.003,"body":"you"},{"speaker":"John Tyreman","startTime":1161.003,"endTime":1161.143,"body":"can"},{"speaker":"John Tyreman","startTime":1161.143,"endTime":1161.283,"body":"go"},{"speaker":"John Tyreman","startTime":1161.283,"endTime":1161.423,"body":"out"},{"speaker":"John Tyreman","startTime":1161.423,"endTime":1161.523,"body":"to"},{"speaker":"John Tyreman","startTime":1161.523,"endTime":1161.623,"body":"the"},{"speaker":"John Tyreman","startTime":1161.623,"endTime":1162.183,"body":"market"},{"speaker":"John Tyreman","startTime":1162.803,"endTime":1163.033,"body":"and"},{"speaker":"John Tyreman","startTime":1163.033,"endTime":1163.183,"body":"you"},{"speaker":"John Tyreman","startTime":1163.183,"endTime":1163.433,"body":"can"},{"speaker":"John Tyreman","startTime":1163.443,"endTime":1164.073,"body":"pinpoint"},{"speaker":"John Tyreman","startTime":1164.093,"endTime":1164.513,"body":"areas"},{"speaker":"John Tyreman","startTime":1164.513,"endTime":1164.663,"body":"of"},{"speaker":"John Tyreman","startTime":1164.663,"endTime":1165.473,"body":"demand"},{"speaker":"John Tyreman","startTime":1165.893,"endTime":1166.333,"body":"and"},{"speaker":"John Tyreman","startTime":1166.373,"endTime":1166.953,"body":"find"},{"speaker":"John Tyreman","startTime":1166.963,"endTime":1167.433,"body":"where"},{"speaker":"John Tyreman","startTime":1167.433,"endTime":1167.653,"body":"those"},{"speaker":"John Tyreman","startTime":1167.703,"endTime":1168.513,"body":"underserved"},{"speaker":"John Tyreman","startTime":1168.543,"endTime":1169.063,"body":"niches"},{"speaker":"John Tyreman","startTime":1169.063,"endTime":1169.373,"body":"are"},{"speaker":"Mark Wainwright","startTime":1169.373,"endTime":1169.683,"body":"Yeah."},{"speaker":"Mark Wainwright","startTime":1169.903,"endTime":1170.053,"body":"Go"},{"speaker":"Mark Wainwright","startTime":1170.073,"endTime":1170.223,"body":"talk"},{"speaker":"Mark Wainwright","startTime":1170.223,"endTime":1170.293,"body":"to"},{"speaker":"Mark Wainwright","startTime":1170.293,"endTime":1170.363,"body":"the"},{"speaker":"Mark Wainwright","startTime":1170.363,"endTime":1170.723,"body":"market."},{"speaker":"John Tyreman","startTime":1171.713,"endTime":1172.043,"body":"interview"},{"speaker":"John Tyreman","startTime":1172.043,"endTime":1172.133,"body":"your"},{"speaker":"John Tyreman","startTime":1172.133,"endTime":1172.743,"body":"clients."},{"speaker":"John Tyreman","startTime":1173.153,"endTime":1173.253,"body":"if"},{"speaker":"John Tyreman","startTime":1173.253,"endTime":1173.353,"body":"you"},{"speaker":"John Tyreman","startTime":1173.353,"endTime":1173.503,"body":"have"},{"speaker":"John Tyreman","startTime":1173.503,"endTime":1173.563,"body":"a"},{"speaker":"John Tyreman","startTime":1173.563,"endTime":1174.133,"body":"hunch,"},{"speaker":"John Tyreman","startTime":1174.313,"endTime":1174.533,"body":"go"},{"speaker":"John Tyreman","startTime":1174.533,"endTime":1174.793,"body":"talk"},{"speaker":"John Tyreman","startTime":1174.793,"endTime":1174.893,"body":"to"},{"speaker":"John Tyreman","startTime":1174.893,"endTime":1175.303,"body":"clients"},{"speaker":"John Tyreman","startTime":1175.303,"endTime":1175.413,"body":"to"},{"speaker":"John Tyreman","startTime":1175.413,"endTime":1175.933,"body":"validate"},{"speaker":"John Tyreman","startTime":1175.933,"endTime":1176.083,"body":"that"},{"speaker":"John Tyreman","startTime":1176.083,"endTime":1176.543,"body":"hunch,"},{"speaker":"John Tyreman","startTime":1176.963,"endTime":1177.153,"body":"do"},{"speaker":"John Tyreman","startTime":1177.153,"endTime":1177.663,"body":"competitive"},{"speaker":"John Tyreman","startTime":1177.663,"endTime":1178.043,"body":"research."},{"speaker":"John Tyreman","startTime":1178.043,"endTime":1178.153,"body":"We"},{"speaker":"John Tyreman","startTime":1178.153,"endTime":1178.383,"body":"talked"},{"speaker":"John Tyreman","startTime":1178.383,"endTime":1178.603,"body":"about"},{"speaker":"John Tyreman","startTime":1178.603,"endTime":1179.103,"body":"competitive"},{"speaker":"John Tyreman","startTime":1179.103,"endTime":1179.763,"body":"advantage."},{"speaker":"John Tyreman","startTime":1179.963,"endTime":1180.263,"body":"who"},{"speaker":"John Tyreman","startTime":1180.263,"endTime":1180.353,"body":"are"},{"speaker":"John Tyreman","startTime":1180.353,"endTime":1180.463,"body":"the"},{"speaker":"John Tyreman","startTime":1180.463,"endTime":1181.223,"body":"players"},{"speaker":"John Tyreman","startTime":1181.423,"endTime":1181.593,"body":"who"},{"speaker":"John Tyreman","startTime":1181.593,"endTime":1182.413,"body":"specialize"},{"speaker":"John Tyreman","startTime":1182.423,"endTime":1182.573,"body":"in"},{"speaker":"John Tyreman","startTime":1182.573,"endTime":1182.823,"body":"that"},{"speaker":"John Tyreman","startTime":1182.823,"endTime":1183.083,"body":"niche?"},{"speaker":"John Tyreman","startTime":1183.083,"endTime":1183.203,"body":"If"},{"speaker":"John Tyreman","startTime":1183.213,"endTime":1183.373,"body":"you"},{"speaker":"John Tyreman","startTime":1183.373,"endTime":1183.743,"body":"have"},{"speaker":"John Tyreman","startTime":1183.843,"endTime":1184.043,"body":"an"},{"speaker":"John Tyreman","startTime":1184.053,"endTime":1184.503,"body":"area"},{"speaker":"John Tyreman","startTime":1184.503,"endTime":1184.633,"body":"of"},{"speaker":"John Tyreman","startTime":1184.643,"endTime":1185.363,"body":"specialization,"},{"speaker":"John Tyreman","startTime":1185.363,"endTime":1185.483,"body":"you're"},{"speaker":"John Tyreman","startTime":1185.483,"endTime":1186.123,"body":"considering"},{"speaker":"John Tyreman","startTime":1186.393,"endTime":1186.563,"body":"who"},{"speaker":"John Tyreman","startTime":1186.563,"endTime":1186.633,"body":"are"},{"speaker":"John Tyreman","startTime":1186.633,"endTime":1186.743,"body":"the"},{"speaker":"John Tyreman","startTime":1186.743,"endTime":1186.893,"body":"other"},{"speaker":"John Tyreman","startTime":1186.893,"endTime":1187.213,"body":"players"},{"speaker":"John Tyreman","startTime":1187.213,"endTime":1187.293,"body":"in"},{"speaker":"John Tyreman","startTime":1187.293,"endTime":1187.383,"body":"the"},{"speaker":"John Tyreman","startTime":1187.383,"endTime":1187.693,"body":"market"},{"speaker":"John Tyreman","startTime":1187.693,"endTime":1187.823,"body":"that"},{"speaker":"John Tyreman","startTime":1187.823,"endTime":1188.173,"body":"also"},{"speaker":"John Tyreman","startTime":1188.173,"endTime":1188.763,"body":"specialize"},{"speaker":"John Tyreman","startTime":1188.763,"endTime":1188.883,"body":"in"},{"speaker":"John Tyreman","startTime":1188.883,"endTime":1189.183,"body":"that?"},{"speaker":"John Tyreman","startTime":1189.223,"endTime":1189.403,"body":"And"},{"speaker":"John Tyreman","startTime":1189.403,"endTime":1189.623,"body":"then"},{"speaker":"John Tyreman","startTime":1190.293,"endTime":1190.533,"body":"how"},{"speaker":"John Tyreman","startTime":1190.533,"endTime":1190.643,"body":"are"},{"speaker":"John Tyreman","startTime":1190.653,"endTime":1190.893,"body":"you"},{"speaker":"John Tyreman","startTime":1190.903,"endTime":1191.133,"body":"going"},{"speaker":"John Tyreman","startTime":1191.133,"endTime":1191.213,"body":"to"},{"speaker":"John Tyreman","startTime":1191.213,"endTime":1191.323,"body":"be"},{"speaker":"John Tyreman","startTime":1191.333,"endTime":1191.473,"body":"able"},{"speaker":"John Tyreman","startTime":1191.473,"endTime":1191.603,"body":"to"},{"speaker":"John Tyreman","startTime":1191.603,"endTime":1192.243,"body":"differentiate"},{"speaker":"John Tyreman","startTime":1192.243,"endTime":1192.453,"body":"your"},{"speaker":"John Tyreman","startTime":1192.453,"endTime":1192.803,"body":"firm"},{"speaker":"John Tyreman","startTime":1192.813,"endTime":1193.213,"body":"against"},{"speaker":"John Tyreman","startTime":1193.223,"endTime":1193.533,"body":"that"},{"speaker":"John Tyreman","startTime":1193.543,"endTime":1193.903,"body":"set"},{"speaker":"John Tyreman","startTime":1193.933,"endTime":1194.093,"body":"of"},{"speaker":"John Tyreman","startTime":1194.093,"endTime":1194.763,"body":"competitors?"},{"speaker":"Mark Wainwright","startTime":1195.033,"endTime":1195.203,"body":"Very"},{"speaker":"Mark Wainwright","startTime":1195.203,"endTime":1195.423,"body":"good."},{"speaker":"Mark Wainwright","startTime":1195.833,"endTime":1196.033,"body":"Very"},{"speaker":"Mark Wainwright","startTime":1196.033,"endTime":1196.223,"body":"good."},{"speaker":"John Tyreman","startTime":1196.223,"endTime":1196.343,"body":"And"},{"speaker":"John Tyreman","startTime":1196.343,"endTime":1196.463,"body":"then"},{"speaker":"John Tyreman","startTime":1196.463,"endTime":1197.113,"body":"finally,"},{"speaker":"John Tyreman","startTime":1197.203,"endTime":1197.703,"body":"selecting"},{"speaker":"John Tyreman","startTime":1197.703,"endTime":1197.803,"body":"the"},{"speaker":"John Tyreman","startTime":1197.803,"endTime":1198.033,"body":"right"},{"speaker":"John Tyreman","startTime":1198.033,"endTime":1198.523,"body":"niche"},{"speaker":"John Tyreman","startTime":1198.563,"endTime":1198.713,"body":"or"},{"speaker":"John Tyreman","startTime":1198.713,"endTime":1199.093,"body":"selecting"},{"speaker":"John Tyreman","startTime":1199.093,"endTime":1199.173,"body":"the"},{"speaker":"John Tyreman","startTime":1199.173,"endTime":1199.373,"body":"right"},{"speaker":"John Tyreman","startTime":1199.373,"endTime":1199.653,"body":"area"},{"speaker":"John Tyreman","startTime":1199.653,"endTime":1199.773,"body":"of"},{"speaker":"John Tyreman","startTime":1199.773,"endTime":1200.723,"body":"specialization."},{"speaker":"John Tyreman","startTime":1200.793,"endTime":1201.023,"body":"Does"},{"speaker":"John Tyreman","startTime":1201.023,"endTime":1201.143,"body":"it"},{"speaker":"John Tyreman","startTime":1201.143,"endTime":1201.493,"body":"align"},{"speaker":"John Tyreman","startTime":1201.493,"endTime":1201.643,"body":"with"},{"speaker":"John Tyreman","startTime":1201.643,"endTime":1201.763,"body":"your"},{"speaker":"John Tyreman","startTime":1201.763,"endTime":1201.953,"body":"long"},{"speaker":"John Tyreman","startTime":1201.953,"endTime":1202.213,"body":"term"},{"speaker":"John Tyreman","startTime":1202.213,"endTime":1202.673,"body":"goals?"},{"speaker":"John Tyreman","startTime":1203.003,"endTime":1203.223,"body":"That"},{"speaker":"John Tyreman","startTime":1203.223,"endTime":1204.373,"body":"specialization,"},{"speaker":"John Tyreman","startTime":1204.593,"endTime":1204.847,"body":"what"},{"speaker":"John Tyreman","startTime":1204.887,"endTime":1205.407,"body":"impact"},{"speaker":"John Tyreman","startTime":1205.417,"endTime":1205.687,"body":"does"},{"speaker":"John Tyreman","startTime":1205.687,"endTime":1205.967,"body":"that"},{"speaker":"John Tyreman","startTime":1205.977,"endTime":1206.437,"body":"have"},{"speaker":"John Tyreman","startTime":1206.467,"endTime":1206.717,"body":"on"},{"speaker":"John Tyreman","startTime":1206.717,"endTime":1206.837,"body":"the"},{"speaker":"John Tyreman","startTime":1206.837,"endTime":1207.227,"body":"long"},{"speaker":"John Tyreman","startTime":1207.227,"endTime":1207.517,"body":"term"},{"speaker":"John Tyreman","startTime":1207.517,"endTime":1208.077,"body":"projections"},{"speaker":"John Tyreman","startTime":1208.077,"endTime":1208.237,"body":"of"},{"speaker":"John Tyreman","startTime":1208.237,"endTime":1208.347,"body":"your"},{"speaker":"John Tyreman","startTime":1208.347,"endTime":1208.737,"body":"company"},{"speaker":"John Tyreman","startTime":1208.737,"endTime":1208.847,"body":"and"},{"speaker":"John Tyreman","startTime":1208.847,"endTime":1208.987,"body":"where"},{"speaker":"John Tyreman","startTime":1208.987,"endTime":1209.127,"body":"you"},{"speaker":"John Tyreman","startTime":1209.127,"endTime":1209.317,"body":"want"},{"speaker":"John Tyreman","startTime":1209.317,"endTime":1209.387,"body":"to"},{"speaker":"John Tyreman","startTime":1209.387,"endTime":1209.637,"body":"take"},{"speaker":"John Tyreman","startTime":1209.637,"endTime":1209.707,"body":"it"},{"speaker":"John Tyreman","startTime":1209.707,"endTime":1209.857,"body":"and"},{"speaker":"John Tyreman","startTime":1209.857,"endTime":1209.987,"body":"how"},{"speaker":"John Tyreman","startTime":1209.987,"endTime":1210.127,"body":"you"},{"speaker":"John Tyreman","startTime":1210.127,"endTime":1210.307,"body":"want"},{"speaker":"John Tyreman","startTime":1210.307,"endTime":1210.367,"body":"to"},{"speaker":"John Tyreman","startTime":1210.367,"endTime":1210.747,"body":"grow?"},{"speaker":"Mark Wainwright","startTime":1211.267,"endTime":1211.567,"body":"Write"},{"speaker":"Mark Wainwright","startTime":1211.627,"endTime":1211.777,"body":"do"},{"speaker":"Mark Wainwright","startTime":1211.777,"endTime":1211.927,"body":"you"},{"speaker":"Mark Wainwright","startTime":1211.927,"endTime":1212.157,"body":"have"},{"speaker":"Mark Wainwright","startTime":1212.157,"endTime":1212.237,"body":"the"},{"speaker":"Mark Wainwright","startTime":1212.237,"endTime":1212.447,"body":"right"},{"speaker":"Mark Wainwright","startTime":1212.447,"endTime":1212.957,"body":"expertise"},{"speaker":"Mark Wainwright","startTime":1212.957,"endTime":1213.597,"body":"internally"},{"speaker":"Mark Wainwright","startTime":1213.627,"endTime":1213.847,"body":"to"},{"speaker":"Mark Wainwright","startTime":1213.877,"endTime":1214.217,"body":"continue"},{"speaker":"Mark Wainwright","startTime":1214.217,"endTime":1214.297,"body":"to"},{"speaker":"Mark Wainwright","startTime":1214.297,"endTime":1214.677,"body":"pursue"},{"speaker":"Mark Wainwright","startTime":1214.677,"endTime":1214.907,"body":"that?"},{"speaker":"Mark Wainwright","startTime":1214.907,"endTime":1214.967,"body":"Do"},{"speaker":"Mark Wainwright","startTime":1214.967,"endTime":1215.117,"body":"you"},{"speaker":"Mark Wainwright","startTime":1215.117,"endTime":1215.287,"body":"need"},{"speaker":"Mark Wainwright","startTime":1215.287,"endTime":1215.347,"body":"to"},{"speaker":"Mark Wainwright","startTime":1215.347,"endTime":1215.507,"body":"bring"},{"speaker":"Mark Wainwright","startTime":1215.507,"endTime":1215.617,"body":"new"},{"speaker":"Mark Wainwright","startTime":1215.617,"endTime":1215.887,"body":"people"},{"speaker":"Mark Wainwright","startTime":1215.887,"endTime":1216.227,"body":"in"},{"speaker":"Mark Wainwright","startTime":1216.537,"endTime":1216.707,"body":"tons"},{"speaker":"Mark Wainwright","startTime":1216.707,"endTime":1216.797,"body":"of"},{"speaker":"Mark Wainwright","startTime":1216.797,"endTime":1217.367,"body":"considerations"},{"speaker":"Mark Wainwright","startTime":1217.367,"endTime":1217.577,"body":"there."},{"speaker":"John Tyreman","startTime":1218.257,"endTime":1218.377,"body":"And"},{"speaker":"John Tyreman","startTime":1218.377,"endTime":1218.467,"body":"then"},{"speaker":"John Tyreman","startTime":1218.477,"endTime":1218.777,"body":"does"},{"speaker":"John Tyreman","startTime":1218.777,"endTime":1218.977,"body":"this"},{"speaker":"John Tyreman","startTime":1218.987,"endTime":1219.217,"body":"mean"},{"speaker":"John Tyreman","startTime":1219.217,"endTime":1219.317,"body":"we"},{"speaker":"John Tyreman","startTime":1219.317,"endTime":1219.447,"body":"need"},{"speaker":"John Tyreman","startTime":1219.447,"endTime":1219.527,"body":"to"},{"speaker":"John Tyreman","startTime":1219.527,"endTime":1219.707,"body":"get"},{"speaker":"John Tyreman","startTime":1219.707,"endTime":1219.917,"body":"rid"},{"speaker":"John Tyreman","startTime":1219.917,"endTime":1220.057,"body":"of"},{"speaker":"John Tyreman","startTime":1220.057,"endTime":1220.207,"body":"all"},{"speaker":"John Tyreman","startTime":1220.207,"endTime":1220.357,"body":"the"},{"speaker":"John Tyreman","startTime":1220.357,"endTime":1220.567,"body":"other"},{"speaker":"John Tyreman","startTime":1220.627,"endTime":1221.077,"body":"stuff?"},{"speaker":"Mark Wainwright","startTime":1221.217,"endTime":1221.907,"body":"Stuff."},{"speaker":"Mark Wainwright","startTime":1221.967,"endTime":1222.287,"body":"Yeah."},{"speaker":"Mark Wainwright","startTime":1222.357,"endTime":1222.647,"body":"Right."},{"speaker":"Mark Wainwright","startTime":1223.782,"endTime":1224.032,"body":"Yeah,"},{"speaker":"Mark Wainwright","startTime":1224.072,"endTime":1224.242,"body":"it"},{"speaker":"Mark Wainwright","startTime":1224.242,"endTime":1224.542,"body":"does."},{"speaker":"Mark Wainwright","startTime":1224.712,"endTime":1224.922,"body":"No,"},{"speaker":"Mark Wainwright","startTime":1224.922,"endTime":1225.172,"body":"these"},{"speaker":"Mark Wainwright","startTime":1225.172,"endTime":1225.372,"body":"are,"},{"speaker":"Mark Wainwright","startTime":1225.392,"endTime":1225.662,"body":"these"},{"speaker":"Mark Wainwright","startTime":1225.662,"endTime":1225.742,"body":"are"},{"speaker":"Mark Wainwright","startTime":1225.742,"endTime":1226.082,"body":"great."},{"speaker":"Mark Wainwright","startTime":1226.092,"endTime":1226.212,"body":"the"},{"speaker":"Mark Wainwright","startTime":1226.212,"endTime":1226.372,"body":"way"},{"speaker":"Mark Wainwright","startTime":1226.372,"endTime":1226.502,"body":"you"},{"speaker":"Mark Wainwright","startTime":1226.502,"endTime":1226.782,"body":"have"},{"speaker":"Mark Wainwright","startTime":1226.782,"endTime":1227.012,"body":"these"},{"speaker":"Mark Wainwright","startTime":1227.012,"endTime":1227.122,"body":"kind"},{"speaker":"Mark Wainwright","startTime":1227.122,"endTime":1227.172,"body":"of"},{"speaker":"Mark Wainwright","startTime":1227.182,"endTime":1227.442,"body":"laid"},{"speaker":"Mark Wainwright","startTime":1227.442,"endTime":1227.682,"body":"out"},{"speaker":"Mark Wainwright","startTime":1227.692,"endTime":1228.062,"body":"here"},{"speaker":"Mark Wainwright","startTime":1228.062,"endTime":1228.092,"body":"it"},{"speaker":"Mark Wainwright","startTime":1228.092,"endTime":1228.342,"body":"sounds"},{"speaker":"Mark Wainwright","startTime":1228.342,"endTime":1228.392,"body":"to"},{"speaker":"Mark Wainwright","startTime":1228.392,"endTime":1228.512,"body":"me"},{"speaker":"Mark Wainwright","startTime":1228.512,"endTime":1228.642,"body":"like"},{"speaker":"Mark Wainwright","startTime":1228.642,"endTime":1228.742,"body":"the"},{"speaker":"Mark Wainwright","startTime":1228.742,"endTime":1228.972,"body":"first"},{"speaker":"Mark Wainwright","startTime":1228.972,"endTime":1229.172,"body":"bullet"},{"speaker":"Mark Wainwright","startTime":1229.172,"endTime":1229.412,"body":"point"},{"speaker":"Mark Wainwright","startTime":1229.412,"endTime":1229.482,"body":"is"},{"speaker":"Mark Wainwright","startTime":1229.482,"endTime":1229.662,"body":"sort"},{"speaker":"Mark Wainwright","startTime":1229.662,"endTime":1229.782,"body":"of"},{"speaker":"Mark Wainwright","startTime":1229.782,"endTime":1229.852,"body":"a,"},{"speaker":"Mark Wainwright","startTime":1229.872,"endTime":1230.232,"body":"SWAT"},{"speaker":"Mark Wainwright","startTime":1230.232,"endTime":1230.972,"body":"exercise"},{"speaker":"Mark Wainwright","startTime":1230.982,"endTime":1231.162,"body":"where"},{"speaker":"Mark Wainwright","startTime":1231.162,"endTime":1231.592,"body":"you're,"},{"speaker":"Mark Wainwright","startTime":1231.982,"endTime":1232.682,"body":"identifying"},{"speaker":"Mark Wainwright","startTime":1233.122,"endTime":1233.582,"body":"strengths"},{"speaker":"Mark Wainwright","startTime":1233.582,"endTime":1233.682,"body":"and"},{"speaker":"Mark Wainwright","startTime":1233.682,"endTime":1234.742,"body":"opportunities"},{"speaker":"Mark Wainwright","startTime":1235.112,"endTime":1235.482,"body":"and"},{"speaker":"Mark Wainwright","startTime":1235.492,"endTime":1236.192,"body":"you're,"},{"speaker":"Mark Wainwright","startTime":1236.292,"endTime":1236.752,"body":"minimizing"},{"speaker":"Mark Wainwright","startTime":1237.112,"endTime":1237.382,"body":"threats"},{"speaker":"Mark Wainwright","startTime":1237.382,"endTime":1237.522,"body":"and"},{"speaker":"Mark Wainwright","startTime":1237.522,"endTime":1238.112,"body":"weaknesses,"},{"speaker":"Mark Wainwright","startTime":1238.112,"endTime":1238.212,"body":"you're"},{"speaker":"Mark Wainwright","startTime":1238.212,"endTime":1238.431,"body":"trying"},{"speaker":"Mark Wainwright","startTime":1238.432,"endTime":1238.452,"body":"to"},{"speaker":"Mark Wainwright","startTime":1238.452,"endTime":1238.822,"body":"mitigate"},{"speaker":"Mark Wainwright","startTime":1238.822,"endTime":1238.932,"body":"all"},{"speaker":"Mark Wainwright","startTime":1238.932,"endTime":1239.072,"body":"that"},{"speaker":"Mark Wainwright","startTime":1239.072,"endTime":1239.232,"body":"sort"},{"speaker":"Mark Wainwright","startTime":1239.232,"endTime":1239.282,"body":"of"},{"speaker":"Mark Wainwright","startTime":1239.292,"endTime":1239.552,"body":"stuff."},{"speaker":"Mark Wainwright","startTime":1239.552,"endTime":1239.642,"body":"So"},{"speaker":"Mark Wainwright","startTime":1239.642,"endTime":1239.912,"body":"you're,"},{"speaker":"Mark Wainwright","startTime":1239.922,"endTime":1240.322,"body":"doubling"},{"speaker":"Mark Wainwright","startTime":1240.322,"endTime":1240.602,"body":"down."},{"speaker":"Mark Wainwright","startTime":1240.602,"endTime":1240.822,"body":"So"},{"speaker":"Mark Wainwright","startTime":1240.922,"endTime":1241.522,"body":"absolutely."},{"speaker":"Mark Wainwright","startTime":1241.522,"endTime":1241.652,"body":"Absolutely."},{"speaker":"Mark Wainwright","startTime":1241.652,"endTime":1241.781,"body":"Absolutely."},{"speaker":"Mark Wainwright","startTime":1241.782,"endTime":1242.022,"body":"This"},{"speaker":"Mark Wainwright","startTime":1242.032,"endTime":1242.392,"body":"is,"},{"speaker":"Mark Wainwright","startTime":1242.682,"endTime":1242.782,"body":"a"},{"speaker":"Mark Wainwright","startTime":1242.782,"endTime":1243.262,"body":"largely"},{"speaker":"Mark Wainwright","startTime":1243.262,"endTime":1243.602,"body":"internal"},{"speaker":"Mark Wainwright","startTime":1243.602,"endTime":1244.112,"body":"exercise"},{"speaker":"Mark Wainwright","startTime":1244.112,"endTime":1244.212,"body":"on"},{"speaker":"Mark Wainwright","startTime":1244.222,"endTime":1244.562,"body":"doubling"},{"speaker":"Mark Wainwright","startTime":1244.562,"endTime":1244.842,"body":"down"},{"speaker":"Mark Wainwright","startTime":1244.842,"endTime":1245.012,"body":"on"},{"speaker":"Mark Wainwright","startTime":1245.012,"endTime":1245.332,"body":"the,"},{"speaker":"Mark Wainwright","startTime":1245.362,"endTime":1245.612,"body":"things"},{"speaker":"Mark Wainwright","startTime":1245.612,"endTime":1245.792,"body":"that"},{"speaker":"Mark Wainwright","startTime":1245.802,"endTime":1246.102,"body":"you"},{"speaker":"Mark Wainwright","startTime":1246.102,"endTime":1246.312,"body":"can"},{"speaker":"Mark Wainwright","startTime":1246.312,"endTime":1246.662,"body":"really"},{"speaker":"Mark Wainwright","startTime":1246.802,"endTime":1247.262,"body":"win"},{"speaker":"Mark Wainwright","startTime":1247.372,"endTime":1247.722,"body":"with"},{"speaker":"Mark Wainwright","startTime":1247.742,"endTime":1247.852,"body":"the"},{"speaker":"Mark Wainwright","startTime":1247.852,"endTime":1248.072,"body":"things"},{"speaker":"Mark Wainwright","startTime":1248.072,"endTime":1248.212,"body":"you're"},{"speaker":"Mark Wainwright","startTime":1248.212,"endTime":1248.552,"body":"really,"},{"speaker":"Mark Wainwright","startTime":1248.752,"endTime":1249.012,"body":"really"},{"speaker":"Mark Wainwright","startTime":1249.012,"endTime":1249.202,"body":"good"},{"speaker":"Mark Wainwright","startTime":1249.202,"endTime":1249.442,"body":"at."},{"speaker":"Mark Wainwright","startTime":1249.462,"endTime":1249.602,"body":"So"},{"speaker":"Mark Wainwright","startTime":1249.602,"endTime":1249.752,"body":"that"},{"speaker":"Mark Wainwright","startTime":1249.752,"endTime":1250.052,"body":"one's,"},{"speaker":"Mark Wainwright","startTime":1250.052,"endTime":1250.222,"body":"good."},{"speaker":"Mark Wainwright","startTime":1250.402,"endTime":1250.572,"body":"Things"},{"speaker":"Mark Wainwright","startTime":1250.572,"endTime":1250.692,"body":"that"},{"speaker":"Mark Wainwright","startTime":1250.692,"endTime":1250.722,"body":"are"},{"speaker":"Mark Wainwright","startTime":1250.722,"endTime":1251.332,"body":"profitable,"},{"speaker":"Mark Wainwright","startTime":1251.342,"endTime":1251.672,"body":"things"},{"speaker":"Mark Wainwright","startTime":1251.672,"endTime":1251.972,"body":"that,"},{"speaker":"Mark Wainwright","startTime":1252.032,"endTime":1252.142,"body":"the"},{"speaker":"Mark Wainwright","startTime":1252.142,"endTime":1252.662,"body":"marketplace"},{"speaker":"Mark Wainwright","startTime":1252.662,"endTime":1253.072,"body":"needs"},{"speaker":"Mark Wainwright","startTime":1253.252,"endTime":1253.622,"body":"totally."},{"speaker":"Mark Wainwright","startTime":1253.772,"endTime":1254.022,"body":"Yeah."},{"speaker":"Mark Wainwright","startTime":1254.682,"endTime":1254.852,"body":"the"},{"speaker":"Mark Wainwright","startTime":1254.852,"endTime":1255.242,"body":"market"},{"speaker":"Mark Wainwright","startTime":1255.252,"endTime":1255.902,"body":"research"},{"speaker":"Mark Wainwright","startTime":1255.902,"endTime":1256.402,"body":"one."},{"speaker":"Mark Wainwright","startTime":1256.402,"endTime":1256.712,"body":"Yeah,"},{"speaker":"Mark Wainwright","startTime":1256.812,"endTime":1257.002,"body":"there"},{"speaker":"Mark Wainwright","startTime":1257.002,"endTime":1257.052,"body":"you"},{"speaker":"Mark Wainwright","startTime":1257.052,"endTime":1257.282,"body":"go."},{"speaker":"Mark Wainwright","startTime":1257.332,"endTime":1257.482,"body":"Talk"},{"speaker":"Mark Wainwright","startTime":1257.482,"endTime":1257.522,"body":"to"},{"speaker":"Mark Wainwright","startTime":1257.522,"endTime":1257.602,"body":"your"},{"speaker":"Mark Wainwright","startTime":1257.602,"endTime":1258.102,"body":"clients."},{"speaker":"Mark Wainwright","startTime":1258.792,"endTime":1258.952,"body":"No"},{"speaker":"Mark Wainwright","startTime":1258.952,"endTime":1259.522,"body":"surprise."},{"speaker":"Mark Wainwright","startTime":1259.922,"endTime":1260.232,"body":"Go"},{"speaker":"Mark Wainwright","startTime":1260.292,"endTime":1260.492,"body":"talk"},{"speaker":"Mark Wainwright","startTime":1260.492,"endTime":1260.562,"body":"to"},{"speaker":"Mark Wainwright","startTime":1260.562,"endTime":1260.792,"body":"them."},{"speaker":"Mark Wainwright","startTime":1260.802,"endTime":1261.152,"body":"So"},{"speaker":"Mark Wainwright","startTime":1261.322,"endTime":1261.632,"body":"stress"},{"speaker":"Mark Wainwright","startTime":1261.642,"endTime":1261.912,"body":"test"},{"speaker":"Mark Wainwright","startTime":1261.912,"endTime":1262.072,"body":"it."},{"speaker":"Mark Wainwright","startTime":1262.622,"endTime":1262.932,"body":"Just"},{"speaker":"Mark Wainwright","startTime":1262.932,"endTime":1263.182,"body":"get"},{"speaker":"Mark Wainwright","startTime":1263.182,"endTime":1263.262,"body":"a,"},{"speaker":"Mark Wainwright","startTime":1263.302,"endTime":1263.622,"body":"litmus"},{"speaker":"Mark Wainwright","startTime":1263.642,"endTime":1263.902,"body":"test"},{"speaker":"Mark Wainwright","startTime":1263.902,"endTime":1264.002,"body":"on"},{"speaker":"Mark Wainwright","startTime":1264.002,"endTime":1264.172,"body":"your"},{"speaker":"Mark Wainwright","startTime":1264.172,"endTime":1264.552,"body":"ideas"},{"speaker":"Mark Wainwright","startTime":1264.552,"endTime":1264.652,"body":"and"},{"speaker":"Mark Wainwright","startTime":1264.652,"endTime":1264.942,"body":"everything"},{"speaker":"Mark Wainwright","startTime":1264.942,"endTime":1265.082,"body":"from"},{"speaker":"Mark Wainwright","startTime":1265.082,"endTime":1265.162,"body":"the"},{"speaker":"Mark Wainwright","startTime":1265.162,"endTime":1265.722,"body":"marketplace."},{"speaker":"Mark Wainwright","startTime":1265.722,"endTime":1266.032,"body":"So"},{"speaker":"Mark Wainwright","startTime":1266.202,"endTime":1266.372,"body":"yeah,"},{"speaker":"Mark Wainwright","startTime":1266.452,"endTime":1266.632,"body":"that's"},{"speaker":"Mark Wainwright","startTime":1266.632,"endTime":1266.672,"body":"a"},{"speaker":"Mark Wainwright","startTime":1266.672,"endTime":1266.822,"body":"big"},{"speaker":"Mark Wainwright","startTime":1266.822,"endTime":1266.952,"body":"one."},{"speaker":"John Tyreman","startTime":1269.137,"endTime":1269.297,"body":"And"},{"speaker":"John Tyreman","startTime":1269.297,"endTime":1269.437,"body":"so"},{"speaker":"John Tyreman","startTime":1269.437,"endTime":1269.667,"body":"once"},{"speaker":"John Tyreman","startTime":1269.667,"endTime":1269.827,"body":"you"},{"speaker":"John Tyreman","startTime":1269.847,"endTime":1269.957,"body":"go"},{"speaker":"John Tyreman","startTime":1269.957,"endTime":1270.167,"body":"through"},{"speaker":"John Tyreman","startTime":1270.167,"endTime":1270.307,"body":"that"},{"speaker":"John Tyreman","startTime":1270.307,"endTime":1271.147,"body":"exercise"},{"speaker":"John Tyreman","startTime":1271.267,"endTime":1271.297,"body":"and"},{"speaker":"John Tyreman","startTime":1271.317,"endTime":1271.707,"body":"you"},{"speaker":"John Tyreman","startTime":1271.717,"endTime":1272.097,"body":"figure"},{"speaker":"John Tyreman","startTime":1272.097,"endTime":1272.427,"body":"out,"},{"speaker":"John Tyreman","startTime":1272.457,"endTime":1272.787,"body":"okay,"},{"speaker":"John Tyreman","startTime":1272.787,"endTime":1272.967,"body":"here"},{"speaker":"John Tyreman","startTime":1272.967,"endTime":1273.087,"body":"are"},{"speaker":"John Tyreman","startTime":1273.087,"endTime":1273.277,"body":"some"},{"speaker":"John Tyreman","startTime":1273.277,"endTime":1273.817,"body":"potential"},{"speaker":"John Tyreman","startTime":1273.817,"endTime":1274.157,"body":"ways"},{"speaker":"John Tyreman","startTime":1274.157,"endTime":1274.267,"body":"that"},{"speaker":"John Tyreman","startTime":1274.267,"endTime":1274.367,"body":"we"},{"speaker":"John Tyreman","startTime":1274.367,"endTime":1274.497,"body":"could"},{"speaker":"John Tyreman","startTime":1274.497,"endTime":1275.217,"body":"specialize."},{"speaker":"John Tyreman","startTime":1275.217,"endTime":1275.367,"body":"I"},{"speaker":"John Tyreman","startTime":1275.367,"endTime":1275.807,"body":"think"},{"speaker":"John Tyreman","startTime":1275.817,"endTime":1276.357,"body":"that"},{"speaker":"John Tyreman","startTime":1276.747,"endTime":1276.927,"body":"I"},{"speaker":"John Tyreman","startTime":1276.927,"endTime":1277.397,"body":"liken"},{"speaker":"John Tyreman","startTime":1277.397,"endTime":1278.187,"body":"specialization"},{"speaker":"John Tyreman","startTime":1278.187,"endTime":1278.297,"body":"to"},{"speaker":"John Tyreman","startTime":1278.307,"endTime":1278.897,"body":"alchemy."},{"speaker":"John Tyreman","startTime":1279.197,"endTime":1279.417,"body":"And"},{"speaker":"John Tyreman","startTime":1279.427,"endTime":1279.687,"body":"here's"},{"speaker":"John Tyreman","startTime":1279.687,"endTime":1279.827,"body":"what"},{"speaker":"John Tyreman","startTime":1279.827,"endTime":1280.207,"body":"I"},{"speaker":"John Tyreman","startTime":1280.247,"endTime":1280.457,"body":"mean"},{"speaker":"John Tyreman","startTime":1280.457,"endTime":1280.587,"body":"by"},{"speaker":"John Tyreman","startTime":1280.587,"endTime":1280.957,"body":"that."},{"speaker":"John Tyreman","startTime":1281.257,"endTime":1281.447,"body":"on"},{"speaker":"John Tyreman","startTime":1281.447,"endTime":1281.637,"body":"their"},{"speaker":"John Tyreman","startTime":1281.637,"endTime":1281.887,"body":"own,"},{"speaker":"John Tyreman","startTime":1281.897,"endTime":1282.417,"body":"each"},{"speaker":"John Tyreman","startTime":1282.477,"endTime":1283.057,"body":"potential"},{"speaker":"John Tyreman","startTime":1283.067,"endTime":1283.297,"body":"way"},{"speaker":"John Tyreman","startTime":1283.297,"endTime":1283.377,"body":"that"},{"speaker":"John Tyreman","startTime":1283.387,"endTime":1283.547,"body":"you"},{"speaker":"John Tyreman","startTime":1283.547,"endTime":1283.687,"body":"could"},{"speaker":"John Tyreman","startTime":1283.687,"endTime":1284.537,"body":"specialize"},{"speaker":"John Tyreman","startTime":1284.537,"endTime":1284.777,"body":"doesn't"},{"speaker":"John Tyreman","startTime":1284.777,"endTime":1284.937,"body":"really"},{"speaker":"John Tyreman","startTime":1284.937,"endTime":1285.167,"body":"move"},{"speaker":"John Tyreman","startTime":1285.167,"endTime":1285.237,"body":"the"},{"speaker":"John Tyreman","startTime":1285.237,"endTime":1285.507,"body":"needle"},{"speaker":"John Tyreman","startTime":1285.507,"endTime":1285.677,"body":"that"},{"speaker":"John Tyreman","startTime":1285.677,"endTime":1285.917,"body":"much"},{"speaker":"John Tyreman","startTime":1285.917,"endTime":1286.307,"body":"chances"},{"speaker":"John Tyreman","startTime":1286.307,"endTime":1286.447,"body":"are"},{"speaker":"John Tyreman","startTime":1286.447,"endTime":1286.587,"body":"that"},{"speaker":"John Tyreman","startTime":1286.587,"endTime":1286.737,"body":"you're"},{"speaker":"John Tyreman","startTime":1286.737,"endTime":1287.027,"body":"going"},{"speaker":"John Tyreman","startTime":1287.027,"endTime":1287.137,"body":"to"},{"speaker":"John Tyreman","startTime":1287.137,"endTime":1287.337,"body":"run"},{"speaker":"John Tyreman","startTime":1287.337,"endTime":1287.877,"body":"into"},{"speaker":"John Tyreman","startTime":1287.877,"endTime":1288.617,"body":"competition"},{"speaker":"John Tyreman","startTime":1288.617,"endTime":1288.727,"body":"if"},{"speaker":"John Tyreman","startTime":1288.727,"endTime":1288.837,"body":"you"},{"speaker":"John Tyreman","startTime":1288.837,"endTime":1289.387,"body":"specialize"},{"speaker":"John Tyreman","startTime":1289.387,"endTime":1289.497,"body":"in"},{"speaker":"John Tyreman","startTime":1289.497,"endTime":1289.547,"body":"a"},{"speaker":"John Tyreman","startTime":1290.06,"endTime":1290.63,"body":"industry,"},{"speaker":"John Tyreman","startTime":1290.63,"endTime":1290.7,"body":"or"},{"speaker":"John Tyreman","startTime":1290.7,"endTime":1290.75,"body":"if"},{"speaker":"John Tyreman","startTime":1290.75,"endTime":1290.86,"body":"you"},{"speaker":"John Tyreman","startTime":1290.86,"endTime":1291.3,"body":"specialize"},{"speaker":"John Tyreman","startTime":1291.3,"endTime":1291.41,"body":"in"},{"speaker":"John Tyreman","startTime":1291.41,"endTime":1291.47,"body":"a"},{"speaker":"John Tyreman","startTime":1291.47,"endTime":1291.9,"body":"specific"},{"speaker":"John Tyreman","startTime":1291.9,"endTime":1292.38,"body":"offering."},{"speaker":"John Tyreman","startTime":1292.925,"endTime":1293.545,"body":"However,"},{"speaker":"John Tyreman","startTime":1293.975,"endTime":1294.145,"body":"when"},{"speaker":"John Tyreman","startTime":1294.145,"endTime":1294.265,"body":"you"},{"speaker":"John Tyreman","startTime":1294.285,"endTime":1294.935,"body":"combine"},{"speaker":"John Tyreman","startTime":1294.945,"endTime":1295.285,"body":"different"},{"speaker":"John Tyreman","startTime":1295.305,"endTime":1295.625,"body":"areas"},{"speaker":"John Tyreman","startTime":1295.625,"endTime":1295.755,"body":"of"},{"speaker":"John Tyreman","startTime":1295.755,"endTime":1296.705,"body":"specialization,"},{"speaker":"John Tyreman","startTime":1296.705,"endTime":1296.985,"body":"that's"},{"speaker":"John Tyreman","startTime":1296.995,"endTime":1297.755,"body":"really"},{"speaker":"John Tyreman","startTime":1297.755,"endTime":1297.905,"body":"where"},{"speaker":"John Tyreman","startTime":1297.905,"endTime":1298.115,"body":"you"},{"speaker":"John Tyreman","startTime":1298.115,"endTime":1298.315,"body":"can"},{"speaker":"John Tyreman","startTime":1298.315,"endTime":1298.685,"body":"stand"},{"speaker":"John Tyreman","startTime":1298.685,"endTime":1298.905,"body":"out."},{"speaker":"Mark Wainwright","startTime":1299.515,"endTime":1299.805,"body":"Yeah,"},{"speaker":"Mark Wainwright","startTime":1299.875,"endTime":1300.055,"body":"I"},{"speaker":"Mark Wainwright","startTime":1300.055,"endTime":1300.405,"body":"totally"},{"speaker":"Mark Wainwright","startTime":1300.405,"endTime":1300.705,"body":"agree."},{"speaker":"Mark Wainwright","startTime":1300.705,"endTime":1300.915,"body":"You"},{"speaker":"Mark Wainwright","startTime":1300.915,"endTime":1301.055,"body":"and"},{"speaker":"Mark Wainwright","startTime":1301.055,"endTime":1301.465,"body":"I,"},{"speaker":"Mark Wainwright","startTime":1301.535,"endTime":1302.145,"body":"subscribe"},{"speaker":"Mark Wainwright","startTime":1302.145,"endTime":1302.645,"body":"fully"},{"speaker":"Mark Wainwright","startTime":1302.715,"endTime":1302.875,"body":"to"},{"speaker":"Mark Wainwright","startTime":1302.875,"endTime":1303.125,"body":"that."},{"speaker":"Mark Wainwright","startTime":1303.145,"endTime":1303.425,"body":"Others"},{"speaker":"Mark Wainwright","startTime":1303.425,"endTime":1303.615,"body":"do"},{"speaker":"Mark Wainwright","startTime":1303.615,"endTime":1303.755,"body":"as"},{"speaker":"Mark Wainwright","startTime":1303.755,"endTime":1303.985,"body":"well."},{"speaker":"Mark Wainwright","startTime":1303.985,"endTime":1304.085,"body":"we"},{"speaker":"Mark Wainwright","startTime":1304.085,"endTime":1304.235,"body":"do"},{"speaker":"Mark Wainwright","startTime":1304.235,"endTime":1304.365,"body":"our"},{"speaker":"Mark Wainwright","startTime":1304.365,"endTime":1304.565,"body":"little"},{"speaker":"Mark Wainwright","startTime":1304.565,"endTime":1304.755,"body":"Venn"},{"speaker":"Mark Wainwright","startTime":1304.765,"endTime":1305.295,"body":"diagram"},{"speaker":"Mark Wainwright","startTime":1305.295,"endTime":1306.135,"body":"exercise,"},{"speaker":"Mark Wainwright","startTime":1306.485,"endTime":1306.655,"body":"you"},{"speaker":"Mark Wainwright","startTime":1306.655,"endTime":1307.025,"body":"know,"},{"speaker":"Mark Wainwright","startTime":1307.095,"endTime":1307.535,"body":"of"},{"speaker":"Mark Wainwright","startTime":1307.875,"endTime":1308.125,"body":"here's"},{"speaker":"Mark Wainwright","startTime":1308.125,"endTime":1308.355,"body":"who"},{"speaker":"Mark Wainwright","startTime":1308.365,"endTime":1308.495,"body":"I"},{"speaker":"Mark Wainwright","startTime":1308.495,"endTime":1308.965,"body":"am."},{"speaker":"Mark Wainwright","startTime":1309.075,"endTime":1309.265,"body":"This"},{"speaker":"Mark Wainwright","startTime":1309.275,"endTime":1309.405,"body":"is"},{"speaker":"Mark Wainwright","startTime":1309.405,"endTime":1309.555,"body":"what"},{"speaker":"Mark Wainwright","startTime":1309.555,"endTime":1309.665,"body":"I'm"},{"speaker":"Mark Wainwright","startTime":1309.665,"endTime":1309.795,"body":"going"},{"speaker":"Mark Wainwright","startTime":1309.795,"endTime":1309.845,"body":"to"},{"speaker":"Mark Wainwright","startTime":1309.845,"endTime":1310.215,"body":"do."},{"speaker":"Mark Wainwright","startTime":1310.215,"endTime":1310.405,"body":"And"},{"speaker":"Mark Wainwright","startTime":1310.405,"endTime":1310.545,"body":"this"},{"speaker":"Mark Wainwright","startTime":1310.545,"endTime":1310.735,"body":"is"},{"speaker":"Mark Wainwright","startTime":1310.735,"endTime":1310.828,"body":"who"},{"speaker":"Mark Wainwright","startTime":1310.828,"endTime":1310.938,"body":"I'm"},{"speaker":"Mark Wainwright","startTime":1310.938,"endTime":1310.998,"body":"going"},{"speaker":"Mark Wainwright","startTime":1310.998,"endTime":1311.058,"body":"to"},{"speaker":"Mark Wainwright","startTime":1311.058,"endTime":1311.148,"body":"do"},{"speaker":"Mark Wainwright","startTime":1311.148,"endTime":1311.248,"body":"it"},{"speaker":"Mark Wainwright","startTime":1311.248,"endTime":1311.838,"body":"for,"},{"speaker":"Mark Wainwright","startTime":1312.038,"endTime":1312.208,"body":"and"},{"speaker":"Mark Wainwright","startTime":1312.208,"endTime":1312.368,"body":"we"},{"speaker":"Mark Wainwright","startTime":1312.368,"endTime":1312.848,"body":"play"},{"speaker":"Mark Wainwright","startTime":1312.848,"endTime":1312.988,"body":"in"},{"speaker":"Mark Wainwright","startTime":1312.988,"endTime":1313.248,"body":"that"},{"speaker":"Mark Wainwright","startTime":1313.248,"endTime":1313.608,"body":"little."},{"speaker":"Mark Wainwright","startTime":1314.008,"endTime":1314.608,"body":"Overlap"},{"speaker":"Mark Wainwright","startTime":1314.648,"endTime":1314.908,"body":"area"},{"speaker":"Mark Wainwright","startTime":1314.908,"endTime":1314.978,"body":"in"},{"speaker":"Mark Wainwright","startTime":1314.978,"endTime":1315.058,"body":"the"},{"speaker":"Mark Wainwright","startTime":1315.068,"endTime":1315.548,"body":"middle"},{"speaker":"Mark Wainwright","startTime":1315.798,"endTime":1315.938,"body":"and"},{"speaker":"Mark Wainwright","startTime":1315.938,"endTime":1316.008,"body":"we"},{"speaker":"Mark Wainwright","startTime":1316.008,"endTime":1316.178,"body":"just"},{"speaker":"Mark Wainwright","startTime":1316.178,"endTime":1316.258,"body":"have"},{"speaker":"Mark Wainwright","startTime":1316.258,"endTime":1316.328,"body":"to"},{"speaker":"Mark Wainwright","startTime":1316.328,"endTime":1316.468,"body":"make"},{"speaker":"Mark Wainwright","startTime":1316.468,"endTime":1316.618,"body":"sure"},{"speaker":"Mark Wainwright","startTime":1316.618,"endTime":1316.758,"body":"that"},{"speaker":"Mark Wainwright","startTime":1316.758,"endTime":1317.038,"body":"area"},{"speaker":"Mark Wainwright","startTime":1317.038,"endTime":1317.178,"body":"is"},{"speaker":"Mark Wainwright","startTime":1317.178,"endTime":1317.358,"body":"big"},{"speaker":"Mark Wainwright","startTime":1317.358,"endTime":1317.698,"body":"enough,"},{"speaker":"Mark Wainwright","startTime":1318.168,"endTime":1318.478,"body":"right?"},{"speaker":"Mark Wainwright","startTime":1318.488,"endTime":1318.748,"body":"That's"},{"speaker":"Mark Wainwright","startTime":1318.748,"endTime":1318.938,"body":"our"},{"speaker":"Mark Wainwright","startTime":1318.938,"endTime":1319.378,"body":"total"},{"speaker":"Mark Wainwright","startTime":1319.378,"endTime":1319.788,"body":"addressable"},{"speaker":"Mark Wainwright","startTime":1319.818,"endTime":1320.248,"body":"market"},{"speaker":"Mark Wainwright","startTime":1320.288,"endTime":1320.498,"body":"sort"},{"speaker":"Mark Wainwright","startTime":1320.498,"endTime":1320.618,"body":"of"},{"speaker":"Mark Wainwright","startTime":1320.618,"endTime":1321.138,"body":"size."},{"speaker":"Mark Wainwright","startTime":1321.268,"endTime":1321.388,"body":"Are"},{"speaker":"Mark Wainwright","startTime":1321.388,"endTime":1321.488,"body":"there"},{"speaker":"Mark Wainwright","startTime":1321.488,"endTime":1321.628,"body":"enough"},{"speaker":"Mark Wainwright","startTime":1321.648,"endTime":1322.068,"body":"buyers"},{"speaker":"Mark Wainwright","startTime":1322.068,"endTime":1322.248,"body":"out"},{"speaker":"Mark Wainwright","startTime":1322.248,"endTime":1322.438,"body":"there"},{"speaker":"Mark Wainwright","startTime":1322.438,"endTime":1322.528,"body":"for"},{"speaker":"Mark Wainwright","startTime":1322.528,"endTime":1322.678,"body":"what"},{"speaker":"Mark Wainwright","startTime":1322.678,"endTime":1322.768,"body":"we"},{"speaker":"Mark Wainwright","startTime":1322.768,"endTime":1322.918,"body":"want"},{"speaker":"Mark Wainwright","startTime":1322.918,"endTime":1322.968,"body":"to"},{"speaker":"Mark Wainwright","startTime":1322.978,"endTime":1323.498,"body":"sell?"},{"speaker":"Mark Wainwright","startTime":1323.848,"endTime":1324.018,"body":"but"},{"speaker":"Mark Wainwright","startTime":1324.018,"endTime":1324.328,"body":"yeah,"},{"speaker":"Mark Wainwright","startTime":1324.328,"endTime":1324.598,"body":"there's"},{"speaker":"Mark Wainwright","startTime":1324.598,"endTime":1324.768,"body":"all"},{"speaker":"Mark Wainwright","startTime":1324.768,"endTime":1325.158,"body":"those"},{"speaker":"Mark Wainwright","startTime":1325.198,"endTime":1325.458,"body":"little"},{"speaker":"Mark Wainwright","startTime":1325.468,"endTime":1325.848,"body":"circles"},{"speaker":"Mark Wainwright","startTime":1325.848,"endTime":1325.988,"body":"here"},{"speaker":"Mark Wainwright","startTime":1325.988,"endTime":1326.078,"body":"and"},{"speaker":"Mark Wainwright","startTime":1326.138,"endTime":1326.358,"body":"you've"},{"speaker":"Mark Wainwright","startTime":1326.358,"endTime":1326.558,"body":"got"},{"speaker":"Mark Wainwright","startTime":1326.558,"endTime":1326.658,"body":"the"},{"speaker":"Mark Wainwright","startTime":1326.658,"endTime":1326.888,"body":"four."},{"speaker":"Mark Wainwright","startTime":1326.888,"endTime":1326.938,"body":"I"},{"speaker":"Mark Wainwright","startTime":1326.938,"endTime":1327.038,"body":"can"},{"speaker":"Mark Wainwright","startTime":1327.038,"endTime":1327.168,"body":"run"},{"speaker":"Mark Wainwright","startTime":1327.168,"endTime":1327.298,"body":"through"},{"speaker":"Mark Wainwright","startTime":1327.298,"endTime":1327.408,"body":"the"},{"speaker":"Mark Wainwright","startTime":1327.408,"endTime":1327.688,"body":"four"},{"speaker":"Mark Wainwright","startTime":1327.688,"endTime":1327.838,"body":"that"},{"speaker":"Mark Wainwright","startTime":1327.838,"endTime":1328.018,"body":"you've"},{"speaker":"Mark Wainwright","startTime":1328.018,"endTime":1328.208,"body":"got"},{"speaker":"Mark Wainwright","startTime":1328.208,"endTime":1328.568,"body":"listed"},{"speaker":"Mark Wainwright","startTime":1328.568,"endTime":1328.768,"body":"here."},{"speaker":"Mark Wainwright","startTime":1328.768,"endTime":1329.048,"body":"You've"},{"speaker":"Mark Wainwright","startTime":1329.048,"endTime":1329.328,"body":"got"},{"speaker":"Mark Wainwright","startTime":1329.378,"endTime":1329.618,"body":"your"},{"speaker":"Mark Wainwright","startTime":1329.618,"endTime":1330.098,"body":"service"},{"speaker":"Mark Wainwright","startTime":1330.118,"endTime":1330.788,"body":"offering."},{"speaker":"Mark Wainwright","startTime":1331.213,"endTime":1331.273,"body":"what"},{"speaker":"Mark Wainwright","startTime":1331.273,"endTime":1331.313,"body":"do"},{"speaker":"Mark Wainwright","startTime":1331.313,"endTime":1331.413,"body":"you"},{"speaker":"Mark Wainwright","startTime":1331.413,"endTime":1331.623,"body":"offer"},{"speaker":"Mark Wainwright","startTime":1331.623,"endTime":1331.673,"body":"and"},{"speaker":"Mark Wainwright","startTime":1331.723,"endTime":1331.863,"body":"what's"},{"speaker":"Mark Wainwright","startTime":1331.863,"endTime":1331.943,"body":"your"},{"speaker":"Mark Wainwright","startTime":1331.943,"endTime":1332.343,"body":"expertise"},{"speaker":"Mark Wainwright","startTime":1332.343,"endTime":1332.463,"body":"you're"},{"speaker":"Mark Wainwright","startTime":1332.463,"endTime":1332.703,"body":"offering"},{"speaker":"Mark Wainwright","startTime":1332.703,"endTime":1332.833,"body":"to"},{"speaker":"Mark Wainwright","startTime":1332.833,"endTime":1332.923,"body":"the"},{"speaker":"Mark Wainwright","startTime":1332.923,"endTime":1333.593,"body":"marketplace."},{"speaker":"Mark Wainwright","startTime":1334.153,"endTime":1334.253,"body":"The"},{"speaker":"Mark Wainwright","startTime":1334.253,"endTime":1334.483,"body":"next"},{"speaker":"Mark Wainwright","startTime":1334.483,"endTime":1334.613,"body":"one"},{"speaker":"Mark Wainwright","startTime":1334.613,"endTime":1334.733,"body":"is"},{"speaker":"Mark Wainwright","startTime":1334.733,"endTime":1334.833,"body":"the"},{"speaker":"Mark Wainwright","startTime":1334.843,"endTime":1335.463,"body":"industry."},{"speaker":"Mark Wainwright","startTime":1335.523,"endTime":1335.973,"body":"Who,"},{"speaker":"Mark Wainwright","startTime":1336.583,"endTime":1336.943,"body":"right?"},{"speaker":"Mark Wainwright","startTime":1337.033,"endTime":1337.233,"body":"Who"},{"speaker":"Mark Wainwright","startTime":1337.233,"endTime":1337.373,"body":"are"},{"speaker":"Mark Wainwright","startTime":1337.373,"endTime":1337.813,"body":"you?"},{"speaker":"Mark Wainwright","startTime":1337.953,"endTime":1338.153,"body":"what"},{"speaker":"Mark Wainwright","startTime":1338.163,"endTime":1338.923,"body":"industry,"},{"speaker":"Mark Wainwright","startTime":1339.317,"endTime":1339.417,"body":"have"},{"speaker":"Mark Wainwright","startTime":1339.417,"endTime":1339.527,"body":"you"},{"speaker":"Mark Wainwright","startTime":1339.527,"endTime":1339.697,"body":"had"},{"speaker":"Mark Wainwright","startTime":1339.697,"endTime":1339.767,"body":"the"},{"speaker":"Mark Wainwright","startTime":1339.767,"endTime":1339.957,"body":"most"},{"speaker":"Mark Wainwright","startTime":1339.957,"endTime":1340.387,"body":"success"},{"speaker":"Mark Wainwright","startTime":1340.387,"endTime":1340.487,"body":"and"},{"speaker":"Mark Wainwright","startTime":1340.487,"endTime":1340.627,"body":"where"},{"speaker":"Mark Wainwright","startTime":1340.627,"endTime":1340.747,"body":"can"},{"speaker":"Mark Wainwright","startTime":1340.747,"endTime":1340.857,"body":"you"},{"speaker":"Mark Wainwright","startTime":1340.857,"endTime":1341.187,"body":"continue"},{"speaker":"Mark Wainwright","startTime":1341.187,"endTime":1341.297,"body":"to"},{"speaker":"Mark Wainwright","startTime":1341.297,"endTime":1341.847,"body":"grow?"},{"speaker":"Mark Wainwright","startTime":1342.257,"endTime":1342.707,"body":"Client"},{"speaker":"Mark Wainwright","startTime":1342.717,"endTime":1343.057,"body":"type"},{"speaker":"Mark Wainwright","startTime":1343.197,"endTime":1343.717,"body":"similar"},{"speaker":"Mark Wainwright","startTime":1343.717,"endTime":1343.837,"body":"to"},{"speaker":"Mark Wainwright","startTime":1343.837,"endTime":1344.447,"body":"industry,"},{"speaker":"Mark Wainwright","startTime":1344.447,"endTime":1344.787,"body":"but"},{"speaker":"Mark Wainwright","startTime":1344.797,"endTime":1344.857,"body":"a"},{"speaker":"Mark Wainwright","startTime":1344.867,"endTime":1344.997,"body":"little"},{"speaker":"Mark Wainwright","startTime":1344.997,"endTime":1345.287,"body":"different"},{"speaker":"Mark Wainwright","startTime":1345.287,"endTime":1345.377,"body":"as"},{"speaker":"Mark Wainwright","startTime":1345.377,"endTime":1345.577,"body":"well,"},{"speaker":"Mark Wainwright","startTime":1345.577,"endTime":1345.827,"body":"but"},{"speaker":"Mark Wainwright","startTime":1345.897,"endTime":1346.247,"body":"client"},{"speaker":"Mark Wainwright","startTime":1346.277,"endTime":1346.627,"body":"type"},{"speaker":"Mark Wainwright","startTime":1346.697,"endTime":1346.917,"body":"is"},{"speaker":"Mark Wainwright","startTime":1346.917,"endTime":1347.177,"body":"that"},{"speaker":"Mark Wainwright","startTime":1347.177,"endTime":1347.437,"body":"small"},{"speaker":"Mark Wainwright","startTime":1347.437,"endTime":1347.777,"body":"group."},{"speaker":"Mark Wainwright","startTime":1348.047,"endTime":1348.257,"body":"you"},{"speaker":"Mark Wainwright","startTime":1348.277,"endTime":1348.647,"body":"noted"},{"speaker":"Mark Wainwright","startTime":1348.647,"endTime":1348.857,"body":"some"},{"speaker":"Mark Wainwright","startTime":1348.867,"endTime":1349.117,"body":"like"},{"speaker":"Mark Wainwright","startTime":1349.427,"endTime":1350.017,"body":"startups,"},{"speaker":"Mark Wainwright","startTime":1350.017,"endTime":1350.117,"body":"are"},{"speaker":"Mark Wainwright","startTime":1350.117,"endTime":1350.237,"body":"they"},{"speaker":"Mark Wainwright","startTime":1350.237,"endTime":1351.117,"body":"nonprofits"},{"speaker":"Mark Wainwright","startTime":1351.157,"endTime":1351.527,"body":"are"},{"speaker":"Mark Wainwright","startTime":1351.767,"endTime":1351.907,"body":"they"},{"speaker":"Mark Wainwright","startTime":1351.907,"endTime":1352.147,"body":"very"},{"speaker":"Mark Wainwright","startTime":1352.147,"endTime":1352.407,"body":"large"},{"speaker":"Mark Wainwright","startTime":1352.407,"endTime":1353.377,"body":"organizations,"},{"speaker":"Mark Wainwright","startTime":1353.377,"endTime":1353.497,"body":"are"},{"speaker":"Mark Wainwright","startTime":1353.497,"endTime":1353.827,"body":"they,"},{"speaker":"Mark Wainwright","startTime":1354.157,"endTime":1354.407,"body":"certain"},{"speaker":"Mark Wainwright","startTime":1354.407,"endTime":1354.837,"body":"departments"},{"speaker":"Mark Wainwright","startTime":1354.847,"endTime":1355.177,"body":"within"},{"speaker":"Mark Wainwright","startTime":1355.177,"endTime":1355.447,"body":"larger"},{"speaker":"Mark Wainwright","startTime":1355.447,"endTime":1355.837,"body":"organizations,"},{"speaker":"Mark Wainwright","startTime":1355.847,"endTime":1356.767,"body":"municipal,"},{"speaker":"Mark Wainwright","startTime":1356.857,"endTime":1357.537,"body":"whoever,"},{"speaker":"Mark Wainwright","startTime":1357.537,"endTime":1357.677,"body":"and"},{"speaker":"Mark Wainwright","startTime":1357.677,"endTime":1357.747,"body":"the"},{"speaker":"Mark Wainwright","startTime":1357.747,"endTime":1357.977,"body":"last"},{"speaker":"Mark Wainwright","startTime":1357.977,"endTime":1358.117,"body":"one"},{"speaker":"Mark Wainwright","startTime":1358.117,"endTime":1358.267,"body":"is"},{"speaker":"Mark Wainwright","startTime":1358.267,"endTime":1358.967,"body":"geography,"},{"speaker":"Mark Wainwright","startTime":1359.457,"endTime":1359.947,"body":"which"},{"speaker":"Mark Wainwright","startTime":1360.467,"endTime":1360.637,"body":"for"},{"speaker":"Mark Wainwright","startTime":1360.637,"endTime":1360.847,"body":"some"},{"speaker":"Mark Wainwright","startTime":1360.847,"endTime":1361.417,"body":"organizations"},{"speaker":"Mark Wainwright","startTime":1361.417,"endTime":1361.557,"body":"is"},{"speaker":"Mark Wainwright","startTime":1361.567,"endTime":1361.997,"body":"critical"},{"speaker":"Mark Wainwright","startTime":1361.997,"endTime":1362.167,"body":"for"},{"speaker":"Mark Wainwright","startTime":1362.167,"endTime":1362.557,"body":"us,"},{"speaker":"Mark Wainwright","startTime":1362.597,"endTime":1362.797,"body":"like"},{"speaker":"Mark Wainwright","startTime":1362.807,"endTime":1362.967,"body":"you"},{"speaker":"Mark Wainwright","startTime":1362.967,"endTime":1363.097,"body":"and"},{"speaker":"Mark Wainwright","startTime":1363.107,"endTime":1363.337,"body":"I"},{"speaker":"Mark Wainwright","startTime":1363.337,"endTime":1363.557,"body":"less"},{"speaker":"Mark Wainwright","startTime":1363.557,"endTime":1363.887,"body":"so,"},{"speaker":"Mark Wainwright","startTime":1363.897,"endTime":1364.117,"body":"but"},{"speaker":"Mark Wainwright","startTime":1364.277,"endTime":1364.437,"body":"for"},{"speaker":"Mark Wainwright","startTime":1364.437,"endTime":1364.767,"body":"people"},{"speaker":"Mark Wainwright","startTime":1364.767,"endTime":1364.947,"body":"who"},{"speaker":"Mark Wainwright","startTime":1364.947,"endTime":1365.157,"body":"can"},{"speaker":"Mark Wainwright","startTime":1365.157,"endTime":1365.647,"body":"do"},{"speaker":"Mark Wainwright","startTime":1365.747,"endTime":1366.107,"body":"work"},{"speaker":"Mark Wainwright","startTime":1366.107,"endTime":1366.297,"body":"all"},{"speaker":"Mark Wainwright","startTime":1366.297,"endTime":1366.487,"body":"over"},{"speaker":"Mark Wainwright","startTime":1366.487,"endTime":1366.577,"body":"the"},{"speaker":"Mark Wainwright","startTime":1366.577,"endTime":1367.117,"body":"place,"},{"speaker":"Mark Wainwright","startTime":1367.417,"endTime":1367.727,"body":"less"},{"speaker":"Mark Wainwright","startTime":1367.727,"endTime":1367.817,"body":"of"},{"speaker":"Mark Wainwright","startTime":1367.817,"endTime":1367.847,"body":"a"},{"speaker":"Mark Wainwright","startTime":1367.847,"endTime":1368.357,"body":"consideration"},{"speaker":"Mark Wainwright","startTime":1368.377,"endTime":1368.907,"body":"others,"},{"speaker":"Mark Wainwright","startTime":1368.977,"endTime":1369.137,"body":"there's"},{"speaker":"Mark Wainwright","startTime":1369.137,"endTime":1369.397,"body":"clients"},{"speaker":"Mark Wainwright","startTime":1369.397,"endTime":1369.507,"body":"that"},{"speaker":"Mark Wainwright","startTime":1369.507,"endTime":1369.547,"body":"I"},{"speaker":"Mark Wainwright","startTime":1369.547,"endTime":1369.727,"body":"work"},{"speaker":"Mark Wainwright","startTime":1369.727,"endTime":1369.937,"body":"with"},{"speaker":"Mark Wainwright","startTime":1369.937,"endTime":1370.137,"body":"or,"},{"speaker":"Mark Wainwright","startTime":1370.187,"endTime":1370.683,"body":"geography"},{"speaker":"Mark Wainwright","startTime":1370.683,"endTime":1370.813,"body":"is"},{"speaker":"Mark Wainwright","startTime":1370.813,"endTime":1371.473,"body":"massive."},{"speaker":"Mark Wainwright","startTime":1371.593,"endTime":1371.793,"body":"When"},{"speaker":"Mark Wainwright","startTime":1371.793,"endTime":1371.833,"body":"I"},{"speaker":"Mark Wainwright","startTime":1371.833,"endTime":1372.013,"body":"work"},{"speaker":"Mark Wainwright","startTime":1372.013,"endTime":1372.103,"body":"with"},{"speaker":"Mark Wainwright","startTime":1372.103,"endTime":1372.483,"body":"architects"},{"speaker":"Mark Wainwright","startTime":1372.483,"endTime":1372.563,"body":"and"},{"speaker":"Mark Wainwright","startTime":1372.563,"endTime":1373.073,"body":"engineers,"},{"speaker":"Mark Wainwright","startTime":1373.073,"endTime":1373.183,"body":"they"},{"speaker":"Mark Wainwright","startTime":1373.183,"endTime":1373.333,"body":"have"},{"speaker":"Mark Wainwright","startTime":1373.333,"endTime":1373.423,"body":"to"},{"speaker":"Mark Wainwright","startTime":1373.423,"endTime":1373.573,"body":"be"},{"speaker":"Mark Wainwright","startTime":1373.573,"endTime":1374.303,"body":"licensed,,"},{"speaker":"Mark Wainwright","startTime":1374.303,"endTime":1374.423,"body":"to"},{"speaker":"Mark Wainwright","startTime":1374.423,"endTime":1374.873,"body":"work"},{"speaker":"Mark Wainwright","startTime":1375.053,"endTime":1375.243,"body":"in"},{"speaker":"Mark Wainwright","startTime":1375.243,"endTime":1375.583,"body":"different"},{"speaker":"Mark Wainwright","startTime":1375.583,"endTime":1376.053,"body":"states"},{"speaker":"Mark Wainwright","startTime":1376.053,"endTime":1376.153,"body":"and"},{"speaker":"Mark Wainwright","startTime":1376.153,"endTime":1377.183,"body":"municipalities."},{"speaker":"Mark Wainwright","startTime":1377.183,"endTime":1377.493,"body":"And,"},{"speaker":"Mark Wainwright","startTime":1377.783,"endTime":1377.973,"body":"if"},{"speaker":"Mark Wainwright","startTime":1377.973,"endTime":1378.093,"body":"they"},{"speaker":"Mark Wainwright","startTime":1378.093,"endTime":1378.183,"body":"are"},{"speaker":"Mark Wainwright","startTime":1378.183,"endTime":1378.503,"body":"not,"},{"speaker":"Mark Wainwright","startTime":1378.503,"endTime":1378.633,"body":"they"},{"speaker":"Mark Wainwright","startTime":1378.633,"endTime":1378.823,"body":"can't"},{"speaker":"Mark Wainwright","startTime":1378.823,"endTime":1378.993,"body":"play"},{"speaker":"Mark Wainwright","startTime":1378.993,"endTime":1379.243,"body":"there."},{"speaker":"Mark Wainwright","startTime":1379.253,"endTime":1379.623,"body":"So"},{"speaker":"Mark Wainwright","startTime":1380.173,"endTime":1380.643,"body":"that's"},{"speaker":"Mark Wainwright","startTime":1380.783,"endTime":1381.123,"body":"fine."},{"speaker":"Mark Wainwright","startTime":1381.123,"endTime":1381.303,"body":"So"},{"speaker":"Mark Wainwright","startTime":1381.303,"endTime":1381.523,"body":"yeah,"},{"speaker":"Mark Wainwright","startTime":1381.533,"endTime":1381.773,"body":"these"},{"speaker":"Mark Wainwright","startTime":1381.773,"endTime":1381.853,"body":"are"},{"speaker":"Mark Wainwright","startTime":1381.853,"endTime":1382.063,"body":"four"},{"speaker":"Mark Wainwright","startTime":1382.063,"endTime":1382.363,"body":"Goodwin"},{"speaker":"Mark Wainwright","startTime":1382.363,"endTime":1382.733,"body":"service"},{"speaker":"Mark Wainwright","startTime":1382.743,"endTime":1383.633,"body":"offering"},{"speaker":"Mark Wainwright","startTime":1383.693,"endTime":1384.213,"body":"industry"},{"speaker":"Mark Wainwright","startTime":1384.213,"endTime":1384.493,"body":"client"},{"speaker":"Mark Wainwright","startTime":1384.503,"endTime":1384.753,"body":"type"},{"speaker":"Mark Wainwright","startTime":1384.753,"endTime":1384.853,"body":"and"},{"speaker":"Mark Wainwright","startTime":1384.853,"endTime":1385.323,"body":"geographic"},{"speaker":"Mark Wainwright","startTime":1385.323,"endTime":1385.803,"body":"location."},{"speaker":"John Tyreman","startTime":1385.803,"endTime":1385.983,"body":"And"},{"speaker":"John Tyreman","startTime":1386.143,"endTime":1386.523,"body":"there's"},{"speaker":"John Tyreman","startTime":1386.523,"endTime":1387.003,"body":"many,"},{"speaker":"John Tyreman","startTime":1387.003,"endTime":1387.483,"body":"many"},{"speaker":"John Tyreman","startTime":1387.693,"endTime":1388.043,"body":"other"},{"speaker":"John Tyreman","startTime":1388.043,"endTime":1388.473,"body":"ways"},{"speaker":"John Tyreman","startTime":1388.473,"endTime":1388.703,"body":"that"},{"speaker":"John Tyreman","startTime":1388.703,"endTime":1388.913,"body":"your"},{"speaker":"John Tyreman","startTime":1388.923,"endTime":1389.163,"body":"firm"},{"speaker":"John Tyreman","startTime":1389.163,"endTime":1389.303,"body":"could"},{"speaker":"John Tyreman","startTime":1389.303,"endTime":1389.903,"body":"specialize."},{"speaker":"John Tyreman","startTime":1390.043,"endTime":1390.573,"body":"And"},{"speaker":"John Tyreman","startTime":1390.573,"endTime":1391.103,"body":"so"},{"speaker":"John Tyreman","startTime":1391.283,"endTime":1391.493,"body":"these"},{"speaker":"John Tyreman","startTime":1391.493,"endTime":1391.553,"body":"are"},{"speaker":"John Tyreman","startTime":1391.553,"endTime":1391.763,"body":"just"},{"speaker":"John Tyreman","startTime":1391.763,"endTime":1391.993,"body":"four"},{"speaker":"John Tyreman","startTime":1391.993,"endTime":1392.753,"body":"examples"},{"speaker":"John Tyreman","startTime":1393.023,"endTime":1393.383,"body":"and"},{"speaker":"John Tyreman","startTime":1393.483,"endTime":1393.663,"body":"I've"},{"speaker":"John Tyreman","startTime":1393.663,"endTime":1393.863,"body":"even"},{"speaker":"John Tyreman","startTime":1393.863,"endTime":1394.303,"body":"pulled"},{"speaker":"John Tyreman","startTime":1394.573,"endTime":1395.123,"body":"examples"},{"speaker":"John Tyreman","startTime":1395.133,"endTime":1395.323,"body":"of"},{"speaker":"John Tyreman","startTime":1395.373,"endTime":1396.013,"body":"real"},{"speaker":"John Tyreman","startTime":1396.123,"endTime":1396.793,"body":"firms"},{"speaker":"John Tyreman","startTime":1397.053,"endTime":1397.263,"body":"out"},{"speaker":"John Tyreman","startTime":1397.263,"endTime":1397.413,"body":"there,"},{"speaker":"John Tyreman","startTime":1397.413,"endTime":1397.723,"body":"different"},{"speaker":"John Tyreman","startTime":1397.723,"endTime":1398.013,"body":"kinds."},{"speaker":"John Tyreman","startTime":1398.013,"endTime":1398.133,"body":"We've"},{"speaker":"John Tyreman","startTime":1398.133,"endTime":1398.323,"body":"got"},{"speaker":"John Tyreman","startTime":1398.323,"endTime":1398.463,"body":"some"},{"speaker":"John Tyreman","startTime":1398.463,"endTime":1398.903,"body":"accounting"},{"speaker":"John Tyreman","startTime":1398.903,"endTime":1399.303,"body":"firms,"},{"speaker":"John Tyreman","startTime":1399.303,"endTime":1399.463,"body":"we've"},{"speaker":"John Tyreman","startTime":1399.463,"endTime":1399.663,"body":"got"},{"speaker":"John Tyreman","startTime":1399.663,"endTime":1400.073,"body":"some,"},{"speaker":"John Tyreman","startTime":1400.173,"endTime":1400.603,"body":"financial"},{"speaker":"John Tyreman","startTime":1400.603,"endTime":1401.323,"body":"services,"},{"speaker":"John Tyreman","startTime":1401.333,"endTime":1401.523,"body":"some"},{"speaker":"John Tyreman","startTime":1401.523,"endTime":1402.303,"body":"architecture,"},{"speaker":"John Tyreman","startTime":1402.313,"endTime":1402.963,"body":"design,"},{"speaker":"John Tyreman","startTime":1403.383,"endTime":1404.333,"body":"engineering,"},{"speaker":"John Tyreman","startTime":1404.363,"endTime":1404.943,"body":"tax."},{"speaker":"John Tyreman","startTime":1405.353,"endTime":1405.783,"body":"So,"},{"speaker":"John Tyreman","startTime":1406.103,"endTime":1406.243,"body":"I'd"},{"speaker":"John Tyreman","startTime":1406.243,"endTime":1406.363,"body":"like"},{"speaker":"John Tyreman","startTime":1406.363,"endTime":1406.473,"body":"to"},{"speaker":"John Tyreman","startTime":1406.473,"endTime":1406.663,"body":"just"},{"speaker":"John Tyreman","startTime":1406.663,"endTime":1407.193,"body":"showcase"},{"speaker":"John Tyreman","startTime":1407.193,"endTime":1407.343,"body":"each"},{"speaker":"John Tyreman","startTime":1407.343,"endTime":1407.453,"body":"one"},{"speaker":"John Tyreman","startTime":1407.453,"endTime":1407.533,"body":"of"},{"speaker":"John Tyreman","startTime":1407.533,"endTime":1407.763,"body":"these"},{"speaker":"John Tyreman","startTime":1407.763,"endTime":1407.943,"body":"and"},{"speaker":"John Tyreman","startTime":1407.943,"endTime":1408.123,"body":"just"},{"speaker":"John Tyreman","startTime":1408.123,"endTime":1408.213,"body":"kind"},{"speaker":"John Tyreman","startTime":1408.213,"endTime":1408.303,"body":"of"},{"speaker":"John Tyreman","startTime":1408.303,"endTime":1408.443,"body":"make"},{"speaker":"John Tyreman","startTime":1408.443,"endTime":1408.553,"body":"it"},{"speaker":"John Tyreman","startTime":1408.553,"endTime":1408.833,"body":"real."},{"speaker":"John Tyreman","startTime":1408.833,"endTime":1408.993,"body":"Let's"},{"speaker":"John Tyreman","startTime":1408.993,"endTime":1409.393,"body":"give"},{"speaker":"John Tyreman","startTime":1409.483,"endTime":1409.633,"body":"our"},{"speaker":"John Tyreman","startTime":1409.633,"endTime":1409.983,"body":"listeners"},{"speaker":"John Tyreman","startTime":1409.993,"endTime":1410.163,"body":"some"},{"speaker":"John Tyreman","startTime":1410.163,"endTime":1410.643,"body":"examples."},{"speaker":"John Tyreman","startTime":1410.643,"endTime":1410.733,"body":"What"},{"speaker":"John Tyreman","startTime":1410.733,"endTime":1410.793,"body":"do"},{"speaker":"John Tyreman","startTime":1410.793,"endTime":1410.873,"body":"you"},{"speaker":"John Tyreman","startTime":1410.873,"endTime":1411.153,"body":"say?"},{"speaker":"Mark Wainwright","startTime":1411.343,"endTime":1411.543,"body":"Yeah."},{"speaker":"Mark Wainwright","startTime":1411.543,"endTime":1411.743,"body":"You,"},{"speaker":"Mark Wainwright","startTime":1411.743,"endTime":1411.913,"body":"came"},{"speaker":"Mark Wainwright","startTime":1411.913,"endTime":1412.033,"body":"up"},{"speaker":"Mark Wainwright","startTime":1412.033,"endTime":1412.153,"body":"with"},{"speaker":"Mark Wainwright","startTime":1412.297,"endTime":1412.527,"body":"good"},{"speaker":"Mark Wainwright","startTime":1412.527,"endTime":1412.797,"body":"list"},{"speaker":"Mark Wainwright","startTime":1412.797,"endTime":1413.007,"body":"here"},{"speaker":"Mark Wainwright","startTime":1413.007,"endTime":1413.247,"body":"and"},{"speaker":"Mark Wainwright","startTime":1413.257,"endTime":1413.547,"body":"most"},{"speaker":"Mark Wainwright","startTime":1413.547,"endTime":1413.637,"body":"of"},{"speaker":"Mark Wainwright","startTime":1413.637,"endTime":1413.797,"body":"these"},{"speaker":"Mark Wainwright","startTime":1413.797,"endTime":1413.867,"body":"are"},{"speaker":"Mark Wainwright","startTime":1413.867,"endTime":1414.137,"body":"totally"},{"speaker":"Mark Wainwright","startTime":1414.137,"endTime":1414.237,"body":"new"},{"speaker":"Mark Wainwright","startTime":1414.237,"endTime":1414.327,"body":"to"},{"speaker":"Mark Wainwright","startTime":1414.327,"endTime":1414.557,"body":"me."},{"speaker":"Mark Wainwright","startTime":1414.557,"endTime":1414.937,"body":"So,"},{"speaker":"Mark Wainwright","startTime":1415.037,"endTime":1415.247,"body":"yeah."},{"speaker":"Mark Wainwright","startTime":1415.277,"endTime":1415.537,"body":"Great."},{"speaker":"John Tyreman","startTime":1415.664,"endTime":1415.804,"body":"All"},{"speaker":"John Tyreman","startTime":1415.804,"endTime":1416.004,"body":"right."},{"speaker":"John Tyreman","startTime":1416.004,"endTime":1416.294,"body":"So,"},{"speaker":"John Tyreman","startTime":1416.424,"endTime":1416.614,"body":"this"},{"speaker":"John Tyreman","startTime":1416.614,"endTime":1416.904,"body":"first"},{"speaker":"John Tyreman","startTime":1416.904,"endTime":1417.224,"body":"one"},{"speaker":"John Tyreman","startTime":1417.264,"endTime":1417.734,"body":"is."},{"speaker":"John Tyreman","startTime":1418.064,"endTime":1418.254,"body":"an"},{"speaker":"John Tyreman","startTime":1418.254,"endTime":1418.654,"body":"accounting"},{"speaker":"John Tyreman","startTime":1418.654,"endTime":1419.134,"body":"firm"},{"speaker":"John Tyreman","startTime":1419.774,"endTime":1420.484,"body":"specifically"},{"speaker":"John Tyreman","startTime":1420.484,"endTime":1420.644,"body":"for"},{"speaker":"John Tyreman","startTime":1420.644,"endTime":1421.404,"body":"restaurants,"},{"speaker":"John Tyreman","startTime":1421.634,"endTime":1421.734,"body":"and"},{"speaker":"John Tyreman","startTime":1421.734,"endTime":1421.844,"body":"they're"},{"speaker":"John Tyreman","startTime":1421.844,"endTime":1422.074,"body":"called"},{"speaker":"John Tyreman","startTime":1422.094,"endTime":1422.944,"body":"Tablespoon."},{"speaker":"Mark Wainwright","startTime":1423.164,"endTime":1423.524,"body":"Yeah."},{"speaker":"Mark Wainwright","startTime":1423.814,"endTime":1423.864,"body":"I"},{"speaker":"Mark Wainwright","startTime":1423.864,"endTime":1424.074,"body":"love"},{"speaker":"Mark Wainwright","startTime":1424.074,"endTime":1424.224,"body":"it."},{"speaker":"John Tyreman","startTime":1424.624,"endTime":1425.074,"body":"So"},{"speaker":"John Tyreman","startTime":1425.074,"endTime":1425.304,"body":"you've"},{"speaker":"John Tyreman","startTime":1425.304,"endTime":1425.514,"body":"got"},{"speaker":"John Tyreman","startTime":1425.514,"endTime":1425.634,"body":"the"},{"speaker":"John Tyreman","startTime":1425.634,"endTime":1425.984,"body":"service"},{"speaker":"John Tyreman","startTime":1425.984,"endTime":1426.574,"body":"offering"},{"speaker":"John Tyreman","startTime":1426.994,"endTime":1427.464,"body":"accounting"},{"speaker":"John Tyreman","startTime":1427.464,"endTime":1428.094,"body":"solutions"},{"speaker":"John Tyreman","startTime":1428.534,"endTime":1429.294,"body":"specifically"},{"speaker":"John Tyreman","startTime":1429.294,"endTime":1429.884,"body":"for"},{"speaker":"John Tyreman","startTime":1430.074,"endTime":1430.234,"body":"an"},{"speaker":"John Tyreman","startTime":1430.244,"endTime":1430.704,"body":"industry,"},{"speaker":"John Tyreman","startTime":1430.704,"endTime":1430.804,"body":"the"},{"speaker":"John Tyreman","startTime":1430.804,"endTime":1431.204,"body":"restaurant"},{"speaker":"John Tyreman","startTime":1431.204,"endTime":1431.764,"body":"industry."},{"speaker":"John Tyreman","startTime":1432.184,"endTime":1432.344,"body":"So"},{"speaker":"John Tyreman","startTime":1432.344,"endTime":1432.664,"body":"here's"},{"speaker":"John Tyreman","startTime":1432.684,"endTime":1432.784,"body":"a"},{"speaker":"John Tyreman","startTime":1432.784,"endTime":1433.114,"body":"great"},{"speaker":"John Tyreman","startTime":1433.124,"endTime":1433.674,"body":"example"},{"speaker":"John Tyreman","startTime":1433.674,"endTime":1433.794,"body":"of"},{"speaker":"John Tyreman","startTime":1433.794,"endTime":1434.114,"body":"that"},{"speaker":"John Tyreman","startTime":1434.154,"endTime":1434.694,"body":"alchemic"},{"speaker":"John Tyreman","startTime":1434.784,"endTime":1435.724,"body":"combination"},{"speaker":"John Tyreman","startTime":1435.784,"endTime":1436.224,"body":"of"},{"speaker":"John Tyreman","startTime":1436.264,"endTime":1436.824,"body":"specialized"},{"speaker":"John Tyreman","startTime":1436.824,"endTime":1437.164,"body":"service"},{"speaker":"John Tyreman","startTime":1437.164,"endTime":1437.564,"body":"offering"},{"speaker":"John Tyreman","startTime":1437.564,"endTime":1437.694,"body":"for"},{"speaker":"John Tyreman","startTime":1437.694,"endTime":1438.294,"body":"specialized"},{"speaker":"John Tyreman","startTime":1438.314,"endTime":1438.864,"body":"industry."},{"speaker":"John Tyreman","startTime":1439.524,"endTime":1439.624,"body":"And"},{"speaker":"John Tyreman","startTime":1439.624,"endTime":1439.674,"body":"I"},{"speaker":"John Tyreman","startTime":1439.684,"endTime":1439.864,"body":"think"},{"speaker":"John Tyreman","startTime":1439.864,"endTime":1440.044,"body":"that's"},{"speaker":"John Tyreman","startTime":1440.044,"endTime":1440.124,"body":"an"},{"speaker":"John Tyreman","startTime":1440.124,"endTime":1440.534,"body":"example"},{"speaker":"John Tyreman","startTime":1440.534,"endTime":1440.634,"body":"of"},{"speaker":"John Tyreman","startTime":1440.634,"endTime":1440.964,"body":"something"},{"speaker":"John Tyreman","startTime":1440.964,"endTime":1441.234,"body":"that"},{"speaker":"John Tyreman","startTime":1441.304,"endTime":1441.574,"body":"Mark,"},{"speaker":"John Tyreman","startTime":1441.574,"endTime":1441.714,"body":"you"},{"speaker":"John Tyreman","startTime":1441.714,"endTime":1441.824,"body":"and"},{"speaker":"John Tyreman","startTime":1441.824,"endTime":1441.884,"body":"I"},{"speaker":"John Tyreman","startTime":1441.884,"endTime":1442.024,"body":"have"},{"speaker":"John Tyreman","startTime":1442.024,"endTime":1442.284,"body":"both"},{"speaker":"John Tyreman","startTime":1442.284,"endTime":1442.644,"body":"done,"},{"speaker":"John Tyreman","startTime":1442.644,"endTime":1442.944,"body":"right?"},{"speaker":"John Tyreman","startTime":1443.024,"endTime":1443.424,"body":"Sales"},{"speaker":"John Tyreman","startTime":1443.424,"endTime":1443.964,"body":"management"},{"speaker":"John Tyreman","startTime":1443.964,"endTime":1444.334,"body":"for"},{"speaker":"John Tyreman","startTime":1444.384,"endTime":1444.874,"body":"professional"},{"speaker":"John Tyreman","startTime":1444.874,"endTime":1445.574,"body":"services."},{"speaker":"John Tyreman","startTime":1446.024,"endTime":1446.494,"body":"Podcast"},{"speaker":"John Tyreman","startTime":1446.504,"endTime":1446.964,"body":"marketing"},{"speaker":"John Tyreman","startTime":1446.964,"endTime":1447.164,"body":"for"},{"speaker":"John Tyreman","startTime":1447.164,"endTime":1447.654,"body":"professional"},{"speaker":"John Tyreman","startTime":1447.654,"endTime":1448.314,"body":"services."},{"speaker":"John Tyreman","startTime":1448.314,"endTime":1448.674,"body":"So"},{"speaker":"John Tyreman","startTime":1448.704,"endTime":1448.984,"body":"that's,"},{"speaker":"John Tyreman","startTime":1448.984,"endTime":1449.244,"body":"one"},{"speaker":"John Tyreman","startTime":1449.244,"endTime":1449.844,"body":"example"},{"speaker":"John Tyreman","startTime":1449.874,"endTime":1450.014,"body":"or"},{"speaker":"John Tyreman","startTime":1450.014,"endTime":1450.084,"body":"a"},{"speaker":"John Tyreman","startTime":1450.084,"endTime":1450.344,"body":"couple"},{"speaker":"John Tyreman","startTime":1450.344,"endTime":1450.754,"body":"examples"},{"speaker":"John Tyreman","startTime":1450.754,"endTime":1451.034,"body":"there."},{"speaker":"Mark Wainwright","startTime":1451.424,"endTime":1451.664,"body":"Yeah."},{"speaker":"Mark Wainwright","startTime":1451.724,"endTime":1451.954,"body":"Good."},{"speaker":"John Tyreman","startTime":1452.494,"endTime":1452.684,"body":"let's"},{"speaker":"John Tyreman","startTime":1452.684,"endTime":1453.134,"body":"go"},{"speaker":"John Tyreman","startTime":1453.294,"endTime":1453.434,"body":"to"},{"speaker":"John Tyreman","startTime":1453.434,"endTime":1453.534,"body":"the"},{"speaker":"John Tyreman","startTime":1453.554,"endTime":1454.294,"body":"AEC"},{"speaker":"John Tyreman","startTime":1454.364,"endTime":1454.894,"body":"world."},{"speaker":"John Tyreman","startTime":1455.254,"endTime":1455.654,"body":"Jaffe"},{"speaker":"John Tyreman","startTime":1455.654,"endTime":1456.224,"body":"Holden"},{"speaker":"John Tyreman","startTime":1456.304,"endTime":1456.674,"body":"they"},{"speaker":"John Tyreman","startTime":1456.794,"endTime":1457.134,"body":"offer"},{"speaker":"John Tyreman","startTime":1457.134,"endTime":1457.634,"body":"acoustic"},{"speaker":"John Tyreman","startTime":1457.634,"endTime":1458.074,"body":"design"},{"speaker":"John Tyreman","startTime":1458.074,"endTime":1458.614,"body":"services"},{"speaker":"John Tyreman","startTime":1458.614,"endTime":1458.854,"body":"for"},{"speaker":"John Tyreman","startTime":1458.874,"endTime":1459.464,"body":"performing"},{"speaker":"John Tyreman","startTime":1459.494,"endTime":1459.824,"body":"arts,"},{"speaker":"John Tyreman","startTime":1459.864,"endTime":1460.524,"body":"educational,"},{"speaker":"John Tyreman","startTime":1460.524,"endTime":1460.644,"body":"and"},{"speaker":"John Tyreman","startTime":1460.644,"endTime":1461.094,"body":"cultural"},{"speaker":"John Tyreman","startTime":1461.094,"endTime":1461.704,"body":"spaces."},{"speaker":"Mark Wainwright","startTime":1462.044,"endTime":1462.514,"body":"Yeah."},{"speaker":"Mark Wainwright","startTime":1462.624,"endTime":1462.964,"body":"Any"},{"speaker":"Mark Wainwright","startTime":1462.964,"endTime":1463.164,"body":"of"},{"speaker":"Mark Wainwright","startTime":1463.174,"endTime":1463.724,"body":"the,"},{"speaker":"Mark Wainwright","startTime":1463.784,"endTime":1464.334,"body":"experts"},{"speaker":"Mark Wainwright","startTime":1464.334,"endTime":1464.494,"body":"that"},{"speaker":"Mark Wainwright","startTime":1464.494,"endTime":1464.604,"body":"I"},{"speaker":"Mark Wainwright","startTime":1464.604,"endTime":1464.864,"body":"work"},{"speaker":"Mark Wainwright","startTime":1464.864,"endTime":1465.124,"body":"with"},{"speaker":"Mark Wainwright","startTime":1465.124,"endTime":1465.274,"body":"in"},{"speaker":"Mark Wainwright","startTime":1465.274,"endTime":1465.524,"body":"that"},{"speaker":"Mark Wainwright","startTime":1465.524,"endTime":1465.954,"body":"field"},{"speaker":"Mark Wainwright","startTime":1466.294,"endTime":1467.684,"body":"recognize,"},{"speaker":"Mark Wainwright","startTime":1468.034,"endTime":1468.194,"body":"the"},{"speaker":"Mark Wainwright","startTime":1468.194,"endTime":1468.854,"body":"different"},{"speaker":"Mark Wainwright","startTime":1468.934,"endTime":1469.944,"body":"specializations"},{"speaker":"Mark Wainwright","startTime":1469.954,"endTime":1470.324,"body":"within"},{"speaker":"Mark Wainwright","startTime":1470.324,"endTime":1470.764,"body":"each"},{"speaker":"Mark Wainwright","startTime":1471.084,"endTime":1471.434,"body":"area"},{"speaker":"Mark Wainwright","startTime":1471.454,"endTime":1471.664,"body":"of"},{"speaker":"Mark Wainwright","startTime":1471.664,"endTime":1472.624,"body":"expertise."},{"speaker":"Mark Wainwright","startTime":1472.624,"endTime":1472.874,"body":"Thanks."},{"speaker":"Mark Wainwright","startTime":1473.419,"endTime":1473.569,"body":"But"},{"speaker":"Mark Wainwright","startTime":1473.569,"endTime":1473.649,"body":"a"},{"speaker":"Mark Wainwright","startTime":1473.649,"endTime":1473.939,"body":"lot"},{"speaker":"Mark Wainwright","startTime":1473.939,"endTime":1474.039,"body":"of"},{"speaker":"Mark Wainwright","startTime":1474.039,"endTime":1474.239,"body":"them"},{"speaker":"Mark Wainwright","startTime":1474.239,"endTime":1474.399,"body":"are"},{"speaker":"Mark Wainwright","startTime":1474.399,"endTime":1474.949,"body":"hesitant"},{"speaker":"Mark Wainwright","startTime":1474.959,"endTime":1475.169,"body":"to"},{"speaker":"Mark Wainwright","startTime":1475.179,"endTime":1475.719,"body":"really"},{"speaker":"Mark Wainwright","startTime":1475.719,"endTime":1476.059,"body":"double"},{"speaker":"Mark Wainwright","startTime":1476.069,"endTime":1476.599,"body":"down"},{"speaker":"Mark Wainwright","startTime":1477.079,"endTime":1477.389,"body":"on"},{"speaker":"Mark Wainwright","startTime":1477.389,"endTime":1477.649,"body":"it."},{"speaker":"Mark Wainwright","startTime":1478.279,"endTime":1478.989,"body":"and"},{"speaker":"Mark Wainwright","startTime":1479.149,"endTime":1479.309,"body":"you"},{"speaker":"Mark Wainwright","startTime":1479.309,"endTime":1479.429,"body":"know,"},{"speaker":"Mark Wainwright","startTime":1479.439,"endTime":1479.609,"body":"this"},{"speaker":"Mark Wainwright","startTime":1479.619,"endTime":1479.869,"body":"is"},{"speaker":"Mark Wainwright","startTime":1479.929,"endTime":1480.479,"body":"a"},{"speaker":"Mark Wainwright","startTime":1480.489,"endTime":1480.809,"body":"great"},{"speaker":"Mark Wainwright","startTime":1480.809,"endTime":1480.989,"body":"one."},{"speaker":"Mark Wainwright","startTime":1481.139,"endTime":1481.619,"body":"Someone"},{"speaker":"Mark Wainwright","startTime":1481.619,"endTime":1481.899,"body":"like"},{"speaker":"Mark Wainwright","startTime":1481.909,"endTime":1482.719,"body":"this"},{"speaker":"Mark Wainwright","startTime":1483.159,"endTime":1483.329,"body":"that"},{"speaker":"Mark Wainwright","startTime":1483.329,"endTime":1483.459,"body":"you"},{"speaker":"Mark Wainwright","startTime":1483.459,"endTime":1483.619,"body":"just"},{"speaker":"Mark Wainwright","startTime":1483.619,"endTime":1483.919,"body":"mentioned"},{"speaker":"Mark Wainwright","startTime":1483.919,"endTime":1484.049,"body":"this"},{"speaker":"Mark Wainwright","startTime":1484.059,"endTime":1484.409,"body":"Jeffy"},{"speaker":"Mark Wainwright","startTime":1484.409,"endTime":1484.919,"body":"Holden"},{"speaker":"Mark Wainwright","startTime":1485.019,"endTime":1485.489,"body":"group"},{"speaker":"Mark Wainwright","startTime":1485.789,"endTime":1485.969,"body":"that"},{"speaker":"Mark Wainwright","startTime":1485.969,"endTime":1486.159,"body":"does"},{"speaker":"Mark Wainwright","startTime":1486.159,"endTime":1486.639,"body":"acoustic"},{"speaker":"Mark Wainwright","startTime":1486.639,"endTime":1486.959,"body":"design"},{"speaker":"Mark Wainwright","startTime":1486.959,"endTime":1487.429,"body":"services"},{"speaker":"Mark Wainwright","startTime":1487.789,"endTime":1487.989,"body":"for"},{"speaker":"Mark Wainwright","startTime":1488.059,"endTime":1488.409,"body":"performing"},{"speaker":"Mark Wainwright","startTime":1488.409,"endTime":1488.629,"body":"arts"},{"speaker":"Mark Wainwright","startTime":1488.789,"endTime":1488.979,"body":"in"},{"speaker":"Mark Wainwright","startTime":1488.979,"endTime":1489.239,"body":"order"},{"speaker":"Mark Wainwright","startTime":1489.239,"endTime":1489.399,"body":"to"},{"speaker":"Mark Wainwright","startTime":1489.399,"endTime":1489.619,"body":"make"},{"speaker":"Mark Wainwright","startTime":1489.619,"endTime":1489.859,"body":"sure"},{"speaker":"Mark Wainwright","startTime":1489.859,"endTime":1490.019,"body":"that"},{"speaker":"Mark Wainwright","startTime":1490.019,"endTime":1490.169,"body":"their"},{"speaker":"Mark Wainwright","startTime":1490.169,"endTime":1490.529,"body":"total"},{"speaker":"Mark Wainwright","startTime":1490.529,"endTime":1490.849,"body":"addressable"},{"speaker":"Mark Wainwright","startTime":1490.879,"endTime":1491.379,"body":"market,"},{"speaker":"Mark Wainwright","startTime":1491.609,"endTime":1491.729,"body":"the"},{"speaker":"Mark Wainwright","startTime":1491.729,"endTime":1492.019,"body":"market"},{"speaker":"Mark Wainwright","startTime":1492.019,"endTime":1492.329,"body":"size"},{"speaker":"Mark Wainwright","startTime":1492.329,"endTime":1492.509,"body":"is"},{"speaker":"Mark Wainwright","startTime":1492.529,"endTime":1492.739,"body":"big"},{"speaker":"Mark Wainwright","startTime":1492.739,"endTime":1493.069,"body":"enough."},{"speaker":"Mark Wainwright","startTime":1493.289,"endTime":1493.449,"body":"They"},{"speaker":"Mark Wainwright","startTime":1493.449,"endTime":1493.589,"body":"are"},{"speaker":"Mark Wainwright","startTime":1493.589,"endTime":1493.969,"body":"likely"},{"speaker":"Mark Wainwright","startTime":1493.969,"endTime":1494.309,"body":"doing"},{"speaker":"Mark Wainwright","startTime":1494.309,"endTime":1494.539,"body":"work"},{"speaker":"Mark Wainwright","startTime":1494.549,"endTime":1494.969,"body":"all"},{"speaker":"Mark Wainwright","startTime":1495.079,"endTime":1495.549,"body":"over"},{"speaker":"Mark Wainwright","startTime":1495.649,"endTime":1495.869,"body":"the."},{"speaker":"Mark Wainwright","startTime":1496.119,"endTime":1496.659,"body":"Place,"},{"speaker":"Mark Wainwright","startTime":1496.869,"endTime":1497.139,"body":"right?"},{"speaker":"Mark Wainwright","startTime":1497.159,"endTime":1497.339,"body":"They're"},{"speaker":"Mark Wainwright","startTime":1497.349,"endTime":1497.639,"body":"just,"},{"speaker":"Mark Wainwright","startTime":1497.659,"endTime":1498.019,"body":"they're,"},{"speaker":"Mark Wainwright","startTime":1498.069,"endTime":1498.579,"body":"they're"},{"speaker":"Mark Wainwright","startTime":1498.829,"endTime":1499.049,"body":"either"},{"speaker":"Mark Wainwright","startTime":1499.049,"endTime":1499.259,"body":"doing"},{"speaker":"Mark Wainwright","startTime":1499.259,"endTime":1499.459,"body":"work"},{"speaker":"Mark Wainwright","startTime":1499.459,"endTime":1499.939,"body":"remotely"},{"speaker":"Mark Wainwright","startTime":1499.939,"endTime":1499.999,"body":"or"},{"speaker":"Mark Wainwright","startTime":1499.999,"endTime":1500.149,"body":"they're"},{"speaker":"Mark Wainwright","startTime":1500.149,"endTime":1500.469,"body":"shipping"},{"speaker":"Mark Wainwright","startTime":1500.469,"endTime":1500.759,"body":"people"},{"speaker":"Mark Wainwright","startTime":1500.759,"endTime":1500.929,"body":"all"},{"speaker":"Mark Wainwright","startTime":1500.929,"endTime":1501.179,"body":"over"},{"speaker":"Mark Wainwright","startTime":1501.179,"endTime":1501.259,"body":"or"},{"speaker":"Mark Wainwright","startTime":1501.259,"endTime":1501.379,"body":"they"},{"speaker":"Mark Wainwright","startTime":1501.379,"endTime":1501.549,"body":"have"},{"speaker":"Mark Wainwright","startTime":1501.559,"endTime":1501.819,"body":"office."},{"speaker":"Mark Wainwright","startTime":1501.829,"endTime":1501.989,"body":"They're"},{"speaker":"Mark Wainwright","startTime":1501.989,"endTime":1502.309,"body":"small"},{"speaker":"Mark Wainwright","startTime":1502.309,"endTime":1502.779,"body":"offices"},{"speaker":"Mark Wainwright","startTime":1502.789,"endTime":1503.219,"body":"all"},{"speaker":"Mark Wainwright","startTime":1503.219,"endTime":1503.469,"body":"over"},{"speaker":"Mark Wainwright","startTime":1503.469,"endTime":1503.549,"body":"the"},{"speaker":"Mark Wainwright","startTime":1503.549,"endTime":1503.859,"body":"place."},{"speaker":"Mark Wainwright","startTime":1503.869,"endTime":1504.179,"body":"So"},{"speaker":"Mark Wainwright","startTime":1504.729,"endTime":1505.059,"body":"yeah,"},{"speaker":"Mark Wainwright","startTime":1505.129,"endTime":1505.359,"body":"that's"},{"speaker":"Mark Wainwright","startTime":1505.359,"endTime":1505.539,"body":"a,"},{"speaker":"Mark Wainwright","startTime":1505.579,"endTime":1505.749,"body":"that's"},{"speaker":"Mark Wainwright","startTime":1505.749,"endTime":1505.809,"body":"a"},{"speaker":"Mark Wainwright","startTime":1505.809,"endTime":1505.929,"body":"good"},{"speaker":"Mark Wainwright","startTime":1505.929,"endTime":1506.209,"body":"example."},{"speaker":"John Tyreman","startTime":1506.209,"endTime":1506.389,"body":"Here's"},{"speaker":"John Tyreman","startTime":1506.389,"endTime":1506.639,"body":"another"},{"speaker":"John Tyreman","startTime":1506.639,"endTime":1506.789,"body":"one"},{"speaker":"John Tyreman","startTime":1506.789,"endTime":1506.929,"body":"from"},{"speaker":"John Tyreman","startTime":1506.929,"endTime":1507.059,"body":"the"},{"speaker":"John Tyreman","startTime":1507.059,"endTime":1507.519,"body":"AEC"},{"speaker":"John Tyreman","startTime":1507.519,"endTime":1507.879,"body":"world,"},{"speaker":"John Tyreman","startTime":1507.889,"endTime":1508.319,"body":"Lloyd"},{"speaker":"John Tyreman","startTime":1508.319,"endTime":1508.959,"body":"Sports"},{"speaker":"John Tyreman","startTime":1509.029,"endTime":1509.179,"body":"and"},{"speaker":"John Tyreman","startTime":1509.179,"endTime":1509.899,"body":"Engineering."},{"speaker":"John Tyreman","startTime":1510.349,"endTime":1510.539,"body":"they"},{"speaker":"John Tyreman","startTime":1510.539,"endTime":1510.969,"body":"focus"},{"speaker":"John Tyreman","startTime":1510.969,"endTime":1511.209,"body":"on"},{"speaker":"John Tyreman","startTime":1511.239,"endTime":1511.659,"body":"planning,"},{"speaker":"John Tyreman","startTime":1511.659,"endTime":1512.019,"body":"design,"},{"speaker":"John Tyreman","startTime":1512.019,"endTime":1512.149,"body":"and"},{"speaker":"John Tyreman","startTime":1512.149,"endTime":1512.709,"body":"construction"},{"speaker":"John Tyreman","startTime":1512.709,"endTime":1512.859,"body":"of"},{"speaker":"John Tyreman","startTime":1512.879,"endTime":1513.739,"body":"sports"},{"speaker":"John Tyreman","startTime":1513.829,"endTime":1514.699,"body":"facilities"},{"speaker":"John Tyreman","startTime":1514.909,"endTime":1515.279,"body":"since"},{"speaker":"John Tyreman","startTime":1515.309,"endTime":1515.519,"body":"they"},{"speaker":"John Tyreman","startTime":1515.519,"endTime":1515.939,"body":"coined"},{"speaker":"John Tyreman","startTime":1515.959,"endTime":1516.069,"body":"the"},{"speaker":"John Tyreman","startTime":1516.069,"endTime":1516.379,"body":"term"},{"speaker":"John Tyreman","startTime":1516.379,"endTime":1516.919,"body":"sports"},{"speaker":"John Tyreman","startTime":1516.919,"endTime":1517.709,"body":"engineering"},{"speaker":"John Tyreman","startTime":1517.709,"endTime":1517.819,"body":"in"},{"speaker":"John Tyreman","startTime":1517.819,"endTime":1519.039,"body":"1987."},{"speaker":"Mark Wainwright","startTime":1519.264,"endTime":1519.584,"body":"Yeah."},{"speaker":"Mark Wainwright","startTime":1519.624,"endTime":1519.864,"body":"Good."},{"speaker":"John Tyreman","startTime":1519.989,"endTime":1520.359,"body":"So"},{"speaker":"John Tyreman","startTime":1520.699,"endTime":1520.829,"body":"they've"},{"speaker":"John Tyreman","startTime":1520.849,"endTime":1521.019,"body":"been"},{"speaker":"John Tyreman","startTime":1521.019,"endTime":1521.279,"body":"around"},{"speaker":"John Tyreman","startTime":1521.279,"endTime":1521.389,"body":"for"},{"speaker":"John Tyreman","startTime":1521.389,"endTime":1521.479,"body":"a"},{"speaker":"John Tyreman","startTime":1521.479,"endTime":1521.749,"body":"while."},{"speaker":"Mark Wainwright","startTime":1521.974,"endTime":1522.224,"body":"Yeah."},{"speaker":"Mark Wainwright","startTime":1522.244,"endTime":1522.464,"body":"Those"},{"speaker":"Mark Wainwright","startTime":1522.494,"endTime":1522.714,"body":"big,"},{"speaker":"Mark Wainwright","startTime":1522.714,"endTime":1523.484,"body":"massive"},{"speaker":"Mark Wainwright","startTime":1523.654,"endTime":1524.374,"body":"venues"},{"speaker":"Mark Wainwright","startTime":1524.404,"endTime":1524.684,"body":"that"},{"speaker":"Mark Wainwright","startTime":1524.684,"endTime":1524.874,"body":"you're"},{"speaker":"Mark Wainwright","startTime":1524.904,"endTime":1525.204,"body":"sitting"},{"speaker":"Mark Wainwright","startTime":1525.204,"endTime":1525.314,"body":"and"},{"speaker":"Mark Wainwright","startTime":1525.314,"endTime":1525.554,"body":"looking"},{"speaker":"Mark Wainwright","startTime":1525.554,"endTime":1525.884,"body":"around"},{"speaker":"Mark Wainwright","startTime":1525.894,"endTime":1526.174,"body":"thinking,"},{"speaker":"Mark Wainwright","startTime":1526.184,"endTime":1526.534,"body":"how"},{"speaker":"Mark Wainwright","startTime":1526.574,"endTime":1526.714,"body":"in"},{"speaker":"Mark Wainwright","startTime":1526.714,"endTime":1526.834,"body":"the"},{"speaker":"Mark Wainwright","startTime":1526.834,"endTime":1527.204,"body":"world"},{"speaker":"Mark Wainwright","startTime":1527.214,"endTime":1527.324,"body":"did"},{"speaker":"Mark Wainwright","startTime":1527.324,"endTime":1527.464,"body":"this"},{"speaker":"Mark Wainwright","startTime":1527.464,"endTime":1527.654,"body":"thing"},{"speaker":"Mark Wainwright","startTime":1527.654,"endTime":1527.854,"body":"come"},{"speaker":"Mark Wainwright","startTime":1527.854,"endTime":1528.394,"body":"together?"},{"speaker":"Mark Wainwright","startTime":1528.924,"endTime":1529.104,"body":"It"},{"speaker":"Mark Wainwright","startTime":1529.104,"endTime":1529.544,"body":"requires"},{"speaker":"Mark Wainwright","startTime":1529.544,"endTime":1529.634,"body":"a"},{"speaker":"Mark Wainwright","startTime":1529.634,"endTime":1530.104,"body":"specific"},{"speaker":"Mark Wainwright","startTime":1530.104,"endTime":1530.754,"body":"expertise,"},{"speaker":"Mark Wainwright","startTime":1531.004,"endTime":1531.774,"body":"radically"},{"speaker":"Mark Wainwright","startTime":1531.774,"endTime":1532.344,"body":"different"},{"speaker":"Mark Wainwright","startTime":1532.354,"endTime":1532.774,"body":"from"},{"speaker":"Mark Wainwright","startTime":1532.784,"endTime":1533.584,"body":"someone"},{"speaker":"Mark Wainwright","startTime":1533.594,"endTime":1534.224,"body":"who,"},{"speaker":"Mark Wainwright","startTime":1534.504,"endTime":1534.654,"body":"you"},{"speaker":"Mark Wainwright","startTime":1534.654,"endTime":1534.944,"body":"know,"},{"speaker":"Mark Wainwright","startTime":1534.974,"endTime":1535.564,"body":"is,"},{"speaker":"Mark Wainwright","startTime":1536.004,"endTime":1536.864,"body":"designing"},{"speaker":"Mark Wainwright","startTime":1536.864,"endTime":1537.094,"body":"and"},{"speaker":"Mark Wainwright","startTime":1537.094,"endTime":1537.284,"body":"then"},{"speaker":"Mark Wainwright","startTime":1537.294,"endTime":1537.784,"body":"building"},{"speaker":"Mark Wainwright","startTime":1537.784,"endTime":1538.064,"body":"a"},{"speaker":"Mark Wainwright","startTime":1538.134,"endTime":1538.474,"body":"single"},{"speaker":"Mark Wainwright","startTime":1538.484,"endTime":1538.834,"body":"family"},{"speaker":"Mark Wainwright","startTime":1538.834,"endTime":1539.264,"body":"home."},{"speaker":"Mark Wainwright","startTime":1539.364,"endTime":1539.464,"body":"It's"},{"speaker":"Mark Wainwright","startTime":1539.464,"endTime":1539.794,"body":"just,"},{"speaker":"Mark Wainwright","startTime":1539.964,"endTime":1540.304,"body":"different"},{"speaker":"Mark Wainwright","startTime":1540.314,"endTime":1540.754,"body":"worlds,"},{"speaker":"Mark Wainwright","startTime":1540.774,"endTime":1541.174,"body":"but"},{"speaker":"Mark Wainwright","startTime":1541.684,"endTime":1541.834,"body":"they"},{"speaker":"Mark Wainwright","startTime":1541.834,"endTime":1541.944,"body":"all"},{"speaker":"Mark Wainwright","startTime":1541.944,"endTime":1542.264,"body":"started"},{"speaker":"Mark Wainwright","startTime":1542.264,"endTime":1542.394,"body":"out"},{"speaker":"Mark Wainwright","startTime":1542.394,"endTime":1542.434,"body":"in"},{"speaker":"Mark Wainwright","startTime":1542.444,"endTime":1542.554,"body":"the"},{"speaker":"Mark Wainwright","startTime":1542.554,"endTime":1542.814,"body":"same"},{"speaker":"Mark Wainwright","startTime":1542.814,"endTime":1543.244,"body":"place."},{"speaker":"Mark Wainwright","startTime":1543.254,"endTime":1543.384,"body":"They"},{"speaker":"Mark Wainwright","startTime":1543.384,"endTime":1543.494,"body":"all"},{"speaker":"Mark Wainwright","startTime":1543.494,"endTime":1543.804,"body":"started"},{"speaker":"Mark Wainwright","startTime":1543.804,"endTime":1543.964,"body":"out"},{"speaker":"Mark Wainwright","startTime":1543.964,"endTime":1544.074,"body":"in"},{"speaker":"Mark Wainwright","startTime":1544.074,"endTime":1544.404,"body":"school"},{"speaker":"Mark Wainwright","startTime":1544.404,"endTime":1544.634,"body":"doing"},{"speaker":"Mark Wainwright","startTime":1544.634,"endTime":1544.724,"body":"the"},{"speaker":"Mark Wainwright","startTime":1544.724,"endTime":1544.954,"body":"same"},{"speaker":"Mark Wainwright","startTime":1544.954,"endTime":1545.124,"body":"kind"},{"speaker":"Mark Wainwright","startTime":1545.124,"endTime":1545.174,"body":"of"},{"speaker":"Mark Wainwright","startTime":1545.184,"endTime":1545.584,"body":"stuff."},{"speaker":"Mark Wainwright","startTime":1545.584,"endTime":1545.724,"body":"And"},{"speaker":"Mark Wainwright","startTime":1545.724,"endTime":1545.814,"body":"then"},{"speaker":"Mark Wainwright","startTime":1545.814,"endTime":1545.924,"body":"at"},{"speaker":"Mark Wainwright","startTime":1545.924,"endTime":1546.164,"body":"some"},{"speaker":"Mark Wainwright","startTime":1546.164,"endTime":1546.534,"body":"point."},{"speaker":"Mark Wainwright","startTime":1547.029,"endTime":1547.249,"body":"this"},{"speaker":"Mark Wainwright","startTime":1547.249,"endTime":1547.549,"body":"group"},{"speaker":"Mark Wainwright","startTime":1547.549,"endTime":1547.839,"body":"said,"},{"speaker":"Mark Wainwright","startTime":1547.839,"endTime":1548.049,"body":"Hey,"},{"speaker":"Mark Wainwright","startTime":1548.059,"endTime":1548.259,"body":"we're"},{"speaker":"Mark Wainwright","startTime":1548.259,"endTime":1548.399,"body":"going"},{"speaker":"Mark Wainwright","startTime":1548.399,"endTime":1548.549,"body":"to"},{"speaker":"Mark Wainwright","startTime":1548.639,"endTime":1548.899,"body":"double"},{"speaker":"Mark Wainwright","startTime":1548.899,"endTime":1549.139,"body":"down"},{"speaker":"Mark Wainwright","startTime":1549.139,"endTime":1549.229,"body":"in"},{"speaker":"Mark Wainwright","startTime":1549.229,"endTime":1549.399,"body":"this"},{"speaker":"Mark Wainwright","startTime":1549.399,"endTime":1549.929,"body":"specific"},{"speaker":"Mark Wainwright","startTime":1549.929,"endTime":1550.269,"body":"area."},{"speaker":"Mark Wainwright","startTime":1550.469,"endTime":1550.889,"body":"Likely"},{"speaker":"Mark Wainwright","startTime":1550.889,"endTime":1550.959,"body":"it"},{"speaker":"Mark Wainwright","startTime":1550.969,"endTime":1551.519,"body":"started"},{"speaker":"Mark Wainwright","startTime":1552.029,"endTime":1552.399,"body":"with"},{"speaker":"Mark Wainwright","startTime":1552.539,"endTime":1552.629,"body":"a"},{"speaker":"Mark Wainwright","startTime":1552.629,"endTime":1553.009,"body":"smaller"},{"speaker":"Mark Wainwright","startTime":1553.009,"endTime":1553.459,"body":"project"},{"speaker":"Mark Wainwright","startTime":1553.469,"endTime":1553.559,"body":"that"},{"speaker":"Mark Wainwright","startTime":1553.559,"endTime":1553.769,"body":"ended"},{"speaker":"Mark Wainwright","startTime":1553.769,"endTime":1553.829,"body":"up"},{"speaker":"Mark Wainwright","startTime":1553.839,"endTime":1554.049,"body":"being"},{"speaker":"Mark Wainwright","startTime":1554.049,"endTime":1554.099,"body":"a"},{"speaker":"Mark Wainwright","startTime":1554.109,"endTime":1554.469,"body":"bigger"},{"speaker":"Mark Wainwright","startTime":1554.469,"endTime":1554.999,"body":"project"},{"speaker":"Mark Wainwright","startTime":1554.999,"endTime":1555.099,"body":"and"},{"speaker":"Mark Wainwright","startTime":1555.099,"endTime":1555.209,"body":"their"},{"speaker":"Mark Wainwright","startTime":1555.209,"endTime":1555.496,"body":"clients"},{"speaker":"Mark Wainwright","startTime":1555.496,"endTime":1555.686,"body":"took"},{"speaker":"Mark Wainwright","startTime":1555.686,"endTime":1555.846,"body":"them"},{"speaker":"Mark Wainwright","startTime":1555.846,"endTime":1556.126,"body":"there."},{"speaker":"Mark Wainwright","startTime":1556.126,"endTime":1556.446,"body":"But,"},{"speaker":"Mark Wainwright","startTime":1556.936,"endTime":1557.096,"body":"yeah,"},{"speaker":"Mark Wainwright","startTime":1557.096,"endTime":1557.236,"body":"they"},{"speaker":"Mark Wainwright","startTime":1557.236,"endTime":1557.486,"body":"doubled"},{"speaker":"Mark Wainwright","startTime":1557.486,"endTime":1557.736,"body":"down"},{"speaker":"Mark Wainwright","startTime":1557.736,"endTime":1557.876,"body":"on"},{"speaker":"Mark Wainwright","startTime":1557.876,"endTime":1558.016,"body":"it."},{"speaker":"John Tyreman","startTime":1558.026,"endTime":1558.106,"body":"It's"},{"speaker":"John Tyreman","startTime":1558.106,"endTime":1558.456,"body":"also,"},{"speaker":"John Tyreman","startTime":1558.556,"endTime":1558.636,"body":"I"},{"speaker":"John Tyreman","startTime":1558.636,"endTime":1558.856,"body":"think"},{"speaker":"John Tyreman","startTime":1558.856,"endTime":1559.026,"body":"a"},{"speaker":"John Tyreman","startTime":1559.096,"endTime":1559.346,"body":"case"},{"speaker":"John Tyreman","startTime":1559.346,"endTime":1559.876,"body":"example"},{"speaker":"John Tyreman","startTime":1559.876,"endTime":1560.056,"body":"of"},{"speaker":"John Tyreman","startTime":1560.066,"endTime":1560.596,"body":"category"},{"speaker":"John Tyreman","startTime":1560.596,"endTime":1561.276,"body":"creation"},{"speaker":"John Tyreman","startTime":1561.436,"endTime":1561.716,"body":"where"},{"speaker":"John Tyreman","startTime":1561.716,"endTime":1561.876,"body":"they"},{"speaker":"John Tyreman","startTime":1561.876,"endTime":1562.186,"body":"coined"},{"speaker":"John Tyreman","startTime":1562.196,"endTime":1562.286,"body":"the"},{"speaker":"John Tyreman","startTime":1562.286,"endTime":1562.566,"body":"term"},{"speaker":"John Tyreman","startTime":1562.566,"endTime":1563.176,"body":"sports"},{"speaker":"John Tyreman","startTime":1563.226,"endTime":1564.106,"body":"engineering"},{"speaker":"John Tyreman","startTime":1564.196,"endTime":1564.346,"body":"as"},{"speaker":"John Tyreman","startTime":1564.346,"endTime":1564.416,"body":"a"},{"speaker":"John Tyreman","startTime":1564.416,"endTime":1565.176,"body":"category"},{"speaker":"John Tyreman","startTime":1565.346,"endTime":1565.556,"body":"and"},{"speaker":"John Tyreman","startTime":1565.556,"endTime":1565.846,"body":"became"},{"speaker":"John Tyreman","startTime":1565.846,"endTime":1565.936,"body":"the"},{"speaker":"John Tyreman","startTime":1565.936,"endTime":1566.206,"body":"leaders"},{"speaker":"John Tyreman","startTime":1566.206,"endTime":1566.286,"body":"in"},{"speaker":"Mark Wainwright","startTime":1566.436,"endTime":1566.606,"body":"good"},{"speaker":"Mark Wainwright","startTime":1566.606,"endTime":1566.996,"body":"example."},{"speaker":"John Tyreman","startTime":1567.826,"endTime":1567.896,"body":"all"},{"speaker":"John Tyreman","startTime":1567.896,"endTime":1568.046,"body":"right."},{"speaker":"John Tyreman","startTime":1568.046,"endTime":1568.296,"body":"So,"},{"speaker":"John Tyreman","startTime":1568.422,"endTime":1568.662,"body":"let's"},{"speaker":"John Tyreman","startTime":1568.662,"endTime":1568.792,"body":"go"},{"speaker":"John Tyreman","startTime":1568.802,"endTime":1569.052,"body":"back"},{"speaker":"John Tyreman","startTime":1569.052,"endTime":1569.432,"body":"to"},{"speaker":"John Tyreman","startTime":1569.442,"endTime":1570.122,"body":"the"},{"speaker":"John Tyreman","startTime":1570.602,"endTime":1571.022,"body":"accounting"},{"speaker":"John Tyreman","startTime":1571.022,"endTime":1571.132,"body":"and"},{"speaker":"John Tyreman","startTime":1571.132,"endTime":1571.552,"body":"financial"},{"speaker":"John Tyreman","startTime":1571.552,"endTime":1572.362,"body":"services"},{"speaker":"John Tyreman","startTime":1572.562,"endTime":1573.152,"body":"area"},{"speaker":"John Tyreman","startTime":1573.192,"endTime":1573.612,"body":"of"},{"speaker":"John Tyreman","startTime":1574.192,"endTime":1574.662,"body":"professional"},{"speaker":"John Tyreman","startTime":1574.662,"endTime":1575.252,"body":"services"},{"speaker":"John Tyreman","startTime":1575.282,"endTime":1575.582,"body":"and"},{"speaker":"John Tyreman","startTime":1575.872,"endTime":1576.302,"body":"driving"},{"speaker":"John Tyreman","startTime":1576.302,"endTime":1576.792,"body":"transactions."},{"speaker":"John Tyreman","startTime":1577.192,"endTime":1577.222,"body":"This"},{"speaker":"John Tyreman","startTime":1577.222,"endTime":1577.292,"body":"is"},{"speaker":"John Tyreman","startTime":1577.292,"endTime":1577.532,"body":"actually"},{"speaker":"John Tyreman","startTime":1577.532,"endTime":1577.582,"body":"a"},{"speaker":"John Tyreman","startTime":1577.582,"endTime":1577.822,"body":"client"},{"speaker":"John Tyreman","startTime":1577.822,"endTime":1577.912,"body":"of"},{"speaker":"John Tyreman","startTime":1577.912,"endTime":1578.072,"body":"mine."},{"speaker":"John Tyreman","startTime":1578.122,"endTime":1578.262,"body":"they"},{"speaker":"John Tyreman","startTime":1578.262,"endTime":1578.742,"body":"offer"},{"speaker":"John Tyreman","startTime":1578.882,"endTime":1579.112,"body":"M\u0026"},{"speaker":"John Tyreman","startTime":1579.112,"endTime":1579.232,"body":"A"},{"speaker":"John Tyreman","startTime":1579.232,"endTime":1579.732,"body":"advisory"},{"speaker":"John Tyreman","startTime":1579.732,"endTime":1580.482,"body":"services"},{"speaker":"John Tyreman","startTime":1580.492,"endTime":1581.302,"body":"specifically"},{"speaker":"John Tyreman","startTime":1581.302,"endTime":1581.772,"body":"for"},{"speaker":"John Tyreman","startTime":1581.782,"endTime":1582.192,"body":"chauffeur"},{"speaker":"John Tyreman","startTime":1582.192,"endTime":1582.942,"body":"transportation"},{"speaker":"John Tyreman","startTime":1582.942,"endTime":1583.502,"body":"companies."},{"speaker":"Mark Wainwright","startTime":1584.022,"endTime":1584.092,"body":"I"},{"speaker":"Mark Wainwright","startTime":1584.092,"endTime":1584.282,"body":"love"},{"speaker":"Mark Wainwright","startTime":1584.282,"endTime":1584.432,"body":"it."},{"speaker":"Mark Wainwright","startTime":1584.572,"endTime":1584.712,"body":"That"},{"speaker":"Mark Wainwright","startTime":1584.752,"endTime":1585.092,"body":"is"},{"speaker":"Mark Wainwright","startTime":1585.232,"endTime":1585.672,"body":"just"},{"speaker":"Mark Wainwright","startTime":1585.682,"endTime":1585.962,"body":"like,"},{"speaker":"Mark Wainwright","startTime":1585.972,"endTime":1586.382,"body":"we're"},{"speaker":"Mark Wainwright","startTime":1586.672,"endTime":1587.022,"body":"like"},{"speaker":"Mark Wainwright","startTime":1587.262,"endTime":1587.462,"body":"in"},{"speaker":"Mark Wainwright","startTime":1587.462,"endTime":1587.552,"body":"a"},{"speaker":"Mark Wainwright","startTime":1587.552,"endTime":1588.032,"body":"thousand"},{"speaker":"Mark Wainwright","startTime":1588.032,"endTime":1588.392,"body":"years,"},{"speaker":"Mark Wainwright","startTime":1588.392,"endTime":1588.552,"body":"I"},{"speaker":"Mark Wainwright","startTime":1588.562,"endTime":1588.892,"body":"couldn't"},{"speaker":"Mark Wainwright","startTime":1588.892,"endTime":1589.117,"body":"do"},{"speaker":"Mark Wainwright","startTime":1589.117,"endTime":1589.342,"body":"the"},{"speaker":"Mark Wainwright","startTime":1589.342,"endTime":1589.562,"body":"Venn"},{"speaker":"Mark Wainwright","startTime":1589.572,"endTime":1590.052,"body":"diagram"},{"speaker":"Mark Wainwright","startTime":1590.052,"endTime":1590.602,"body":"exercise"},{"speaker":"Mark Wainwright","startTime":1590.602,"endTime":1590.762,"body":"of"},{"speaker":"Mark Wainwright","startTime":1590.762,"endTime":1590.932,"body":"like,"},{"speaker":"Mark Wainwright","startTime":1590.942,"endTime":1591.402,"body":"where"},{"speaker":"Mark Wainwright","startTime":1591.422,"endTime":1591.682,"body":"is"},{"speaker":"Mark Wainwright","startTime":1591.692,"endTime":1591.812,"body":"the"},{"speaker":"Mark Wainwright","startTime":1591.812,"endTime":1592.462,"body":"market"},{"speaker":"Mark Wainwright","startTime":1592.712,"endTime":1592.942,"body":"for"},{"speaker":"Mark Wainwright","startTime":1592.952,"endTime":1593.342,"body":"that,"},{"speaker":"Mark Wainwright","startTime":1593.352,"endTime":1593.552,"body":"but"},{"speaker":"Mark Wainwright","startTime":1593.552,"endTime":1593.942,"body":"it's,"},{"speaker":"Mark Wainwright","startTime":1594.002,"endTime":1594.182,"body":"you"},{"speaker":"Mark Wainwright","startTime":1594.182,"endTime":1594.462,"body":"know."},{"speaker":"Mark Wainwright","startTime":1594.877,"endTime":1595.367,"body":"Okay,"},{"speaker":"Mark Wainwright","startTime":1595.407,"endTime":1595.577,"body":"so"},{"speaker":"Mark Wainwright","startTime":1595.577,"endTime":1595.757,"body":"it's"},{"speaker":"Mark Wainwright","startTime":1595.767,"endTime":1596.287,"body":"there,"},{"speaker":"Mark Wainwright","startTime":1596.517,"endTime":1596.987,"body":"apparently"},{"speaker":"Mark Wainwright","startTime":1597.017,"endTime":1597.147,"body":"it's"},{"speaker":"Mark Wainwright","startTime":1597.147,"endTime":1597.337,"body":"there"},{"speaker":"Mark Wainwright","startTime":1597.337,"endTime":1597.437,"body":"cause"},{"speaker":"Mark Wainwright","startTime":1597.437,"endTime":1597.547,"body":"they're"},{"speaker":"Mark Wainwright","startTime":1597.547,"endTime":1597.777,"body":"making"},{"speaker":"Mark Wainwright","startTime":1597.777,"endTime":1597.937,"body":"a,"},{"speaker":"Mark Wainwright","startTime":1597.987,"endTime":1598.127,"body":"go"},{"speaker":"Mark Wainwright","startTime":1598.127,"endTime":1598.227,"body":"of"},{"speaker":"Mark Wainwright","startTime":1598.227,"endTime":1598.317,"body":"it."},{"speaker":"Mark Wainwright","startTime":1598.317,"endTime":1598.487,"body":"So"},{"speaker":"Mark Wainwright","startTime":1598.487,"endTime":1598.617,"body":"it's"},{"speaker":"Mark Wainwright","startTime":1598.767,"endTime":1599.117,"body":"merger"},{"speaker":"Mark Wainwright","startTime":1599.117,"endTime":1599.217,"body":"and"},{"speaker":"Mark Wainwright","startTime":1599.227,"endTime":1600.007,"body":"acquisition,"},{"speaker":"Mark Wainwright","startTime":1600.617,"endTime":1601.347,"body":"consulting"},{"speaker":"Mark Wainwright","startTime":1601.707,"endTime":1602.317,"body":"to"},{"speaker":"Mark Wainwright","startTime":1602.677,"endTime":1603.247,"body":"chauffeured"},{"speaker":"Mark Wainwright","startTime":1603.257,"endTime":1603.857,"body":"transportation"},{"speaker":"Mark Wainwright","startTime":1603.857,"endTime":1604.377,"body":"companies,"},{"speaker":"Mark Wainwright","startTime":1604.377,"endTime":1604.737,"body":"right?"},{"speaker":"Mark Wainwright","startTime":1604.797,"endTime":1605.007,"body":"So"},{"speaker":"Mark Wainwright","startTime":1605.047,"endTime":1605.487,"body":"that's"},{"speaker":"Mark Wainwright","startTime":1605.697,"endTime":1606.277,"body":"crazy."},{"speaker":"John Tyreman","startTime":1606.452,"endTime":1606.622,"body":"it's"},{"speaker":"John Tyreman","startTime":1606.622,"endTime":1606.742,"body":"an"},{"speaker":"John Tyreman","startTime":1606.752,"endTime":1607.382,"body":"industry"},{"speaker":"John Tyreman","startTime":1607.382,"endTime":1607.602,"body":"that"},{"speaker":"John Tyreman","startTime":1607.612,"endTime":1608.072,"body":"has,"},{"speaker":"John Tyreman","startTime":1608.312,"endTime":1608.552,"body":"there's"},{"speaker":"John Tyreman","startTime":1608.552,"endTime":1608.632,"body":"a"},{"speaker":"John Tyreman","startTime":1608.632,"endTime":1608.942,"body":"lot"},{"speaker":"John Tyreman","startTime":1608.942,"endTime":1609.112,"body":"of"},{"speaker":"John Tyreman","startTime":1609.112,"endTime":1609.702,"body":"smaller"},{"speaker":"John Tyreman","startTime":1609.702,"endTime":1610.312,"body":"companies"},{"speaker":"John Tyreman","startTime":1610.342,"endTime":1610.532,"body":"and"},{"speaker":"John Tyreman","startTime":1610.532,"endTime":1610.662,"body":"there's"},{"speaker":"John Tyreman","startTime":1610.662,"endTime":1610.722,"body":"a"},{"speaker":"John Tyreman","startTime":1610.722,"endTime":1610.892,"body":"lot"},{"speaker":"John Tyreman","startTime":1610.892,"endTime":1610.982,"body":"of"},{"speaker":"John Tyreman","startTime":1610.992,"endTime":1611.422,"body":"churn"},{"speaker":"John Tyreman","startTime":1611.422,"endTime":1611.502,"body":"in"},{"speaker":"John Tyreman","startTime":1611.502,"endTime":1611.642,"body":"the"},{"speaker":"John Tyreman","startTime":1611.642,"endTime":1612.232,"body":"industry"},{"speaker":"John Tyreman","startTime":1612.292,"endTime":1612.472,"body":"that"},{"speaker":"John Tyreman","startTime":1612.472,"endTime":1612.732,"body":"goes"},{"speaker":"John Tyreman","startTime":1612.732,"endTime":1613.082,"body":"on."},{"speaker":"John Tyreman","startTime":1613.522,"endTime":1613.872,"body":"And"},{"speaker":"John Tyreman","startTime":1613.892,"endTime":1614.162,"body":"right"},{"speaker":"John Tyreman","startTime":1614.162,"endTime":1614.312,"body":"now"},{"speaker":"John Tyreman","startTime":1614.312,"endTime":1614.502,"body":"there's"},{"speaker":"John Tyreman","startTime":1614.502,"endTime":1614.562,"body":"a"},{"speaker":"John Tyreman","startTime":1614.562,"endTime":1614.772,"body":"lot"},{"speaker":"John Tyreman","startTime":1614.772,"endTime":1614.902,"body":"of"},{"speaker":"John Tyreman","startTime":1614.902,"endTime":1615.732,"body":"consolidation"},{"speaker":"John Tyreman","startTime":1615.732,"endTime":1615.872,"body":"that's"},{"speaker":"John Tyreman","startTime":1615.872,"endTime":1616.352,"body":"happening."},{"speaker":"John Tyreman","startTime":1616.352,"endTime":1616.542,"body":"So"},{"speaker":"John Tyreman","startTime":1616.542,"endTime":1616.812,"body":"he's"},{"speaker":"John Tyreman","startTime":1616.812,"endTime":1616.922,"body":"in"},{"speaker":"John Tyreman","startTime":1616.922,"endTime":1616.972,"body":"a"},{"speaker":"John Tyreman","startTime":1616.972,"endTime":1617.202,"body":"good"},{"speaker":"John Tyreman","startTime":1617.202,"endTime":1617.492,"body":"time"},{"speaker":"John Tyreman","startTime":1617.492,"endTime":1617.632,"body":"and"},{"speaker":"John Tyreman","startTime":1617.632,"endTime":1618.032,"body":"place"},{"speaker":"John Tyreman","startTime":1618.032,"endTime":1618.262,"body":"right"},{"speaker":"John Tyreman","startTime":1618.262,"endTime":1618.672,"body":"now."},{"speaker":"John Tyreman","startTime":1619.152,"endTime":1619.312,"body":"but"},{"speaker":"John Tyreman","startTime":1619.312,"endTime":1619.502,"body":"yeah,"},{"speaker":"John Tyreman","startTime":1619.522,"endTime":1619.902,"body":"it's"},{"speaker":"John Tyreman","startTime":1619.912,"endTime":1620.512,"body":"very,"},{"speaker":"John Tyreman","startTime":1620.512,"endTime":1620.882,"body":"very"},{"speaker":"John Tyreman","startTime":1620.882,"endTime":1621.382,"body":"super"},{"speaker":"John Tyreman","startTime":1621.382,"endTime":1621.932,"body":"niche"},{"speaker":"John Tyreman","startTime":1622.282,"endTime":1622.772,"body":"and"},{"speaker":"John Tyreman","startTime":1623.112,"endTime":1623.502,"body":"he's"},{"speaker":"John Tyreman","startTime":1623.552,"endTime":1623.852,"body":"chock"},{"speaker":"John Tyreman","startTime":1623.852,"endTime":1624.012,"body":"full"},{"speaker":"John Tyreman","startTime":1624.022,"endTime":1624.082,"body":"of"},{"speaker":"John Tyreman","startTime":1624.082,"endTime":1624.612,"body":"clients."},{"speaker":"Mark Wainwright","startTime":1625.357,"endTime":1625.477,"body":"I"},{"speaker":"Mark Wainwright","startTime":1625.477,"endTime":1625.727,"body":"love"},{"speaker":"Mark Wainwright","startTime":1625.727,"endTime":1625.927,"body":"it."},{"speaker":"Mark Wainwright","startTime":1626.237,"endTime":1626.487,"body":"That"},{"speaker":"Mark Wainwright","startTime":1626.527,"endTime":1626.777,"body":"is"},{"speaker":"Mark Wainwright","startTime":1626.777,"endTime":1627.357,"body":"so"},{"speaker":"Mark Wainwright","startTime":1627.397,"endTime":1627.827,"body":"cool."},{"speaker":"Mark Wainwright","startTime":1627.927,"endTime":1628.067,"body":"And"},{"speaker":"Mark Wainwright","startTime":1628.067,"endTime":1628.157,"body":"you"},{"speaker":"Mark Wainwright","startTime":1628.157,"endTime":1628.327,"body":"had"},{"speaker":"Mark Wainwright","startTime":1628.327,"endTime":1628.447,"body":"a,"},{"speaker":"Mark Wainwright","startTime":1628.477,"endTime":1628.637,"body":"you"},{"speaker":"Mark Wainwright","startTime":1628.637,"endTime":1628.807,"body":"had"},{"speaker":"Mark Wainwright","startTime":1628.807,"endTime":1629.017,"body":"the"},{"speaker":"Mark Wainwright","startTime":1629.017,"endTime":1629.437,"body":"last"},{"speaker":"Mark Wainwright","startTime":1629.437,"endTime":1629.697,"body":"one,"},{"speaker":"Mark Wainwright","startTime":1629.697,"endTime":1630.077,"body":"listed"},{"speaker":"Mark Wainwright","startTime":1630.097,"endTime":1630.347,"body":"there,"},{"speaker":"Mark Wainwright","startTime":1630.347,"endTime":1630.527,"body":"which"},{"speaker":"Mark Wainwright","startTime":1630.527,"endTime":1630.657,"body":"is"},{"speaker":"Mark Wainwright","startTime":1630.657,"endTime":1630.947,"body":"also"},{"speaker":"Mark Wainwright","startTime":1630.947,"endTime":1631.147,"body":"kind"},{"speaker":"Mark Wainwright","startTime":1631.147,"endTime":1631.457,"body":"of,"},{"speaker":"Mark Wainwright","startTime":1631.497,"endTime":1631.657,"body":"you"},{"speaker":"Mark Wainwright","startTime":1631.657,"endTime":1631.847,"body":"know,"},{"speaker":"Mark Wainwright","startTime":1632.072,"endTime":1632.472,"body":"Financial"},{"speaker":"Mark Wainwright","startTime":1632.472,"endTime":1632.972,"body":"services"},{"speaker":"Mark Wainwright","startTime":1632.972,"endTime":1633.082,"body":"are"},{"speaker":"Mark Wainwright","startTime":1633.082,"endTime":1633.612,"body":"Friedman"},{"speaker":"Mark Wainwright","startTime":1633.642,"endTime":1634.222,"body":"tax,"},{"speaker":"Mark Wainwright","startTime":1634.232,"endTime":1634.362,"body":"who"},{"speaker":"Mark Wainwright","startTime":1634.362,"endTime":1634.462,"body":"is"},{"speaker":"Mark Wainwright","startTime":1634.462,"endTime":1634.562,"body":"an"},{"speaker":"Mark Wainwright","startTime":1634.562,"endTime":1634.962,"body":"accounting"},{"speaker":"Mark Wainwright","startTime":1634.962,"endTime":1635.702,"body":"services"},{"speaker":"Mark Wainwright","startTime":1635.922,"endTime":1636.442,"body":"company"},{"speaker":"Mark Wainwright","startTime":1637.062,"endTime":1637.642,"body":"specifically"},{"speaker":"Mark Wainwright","startTime":1637.642,"endTime":1637.822,"body":"for"},{"speaker":"Mark Wainwright","startTime":1637.832,"endTime":1638.332,"body":"tattoo"},{"speaker":"Mark Wainwright","startTime":1638.362,"endTime":1638.982,"body":"parlors."},{"speaker":"Mark Wainwright","startTime":1639.212,"endTime":1639.482,"body":"And,"},{"speaker":"Mark Wainwright","startTime":1639.482,"endTime":1639.622,"body":"uh,"},{"speaker":"Mark Wainwright","startTime":1639.682,"endTime":1639.812,"body":"you"},{"speaker":"Mark Wainwright","startTime":1639.812,"endTime":1639.962,"body":"know,"},{"speaker":"Mark Wainwright","startTime":1639.962,"endTime":1640.082,"body":"we"},{"speaker":"Mark Wainwright","startTime":1640.082,"endTime":1640.272,"body":"say"},{"speaker":"Mark Wainwright","startTime":1640.272,"endTime":1640.472,"body":"that"},{"speaker":"Mark Wainwright","startTime":1640.492,"endTime":1640.622,"body":"and"},{"speaker":"Mark Wainwright","startTime":1640.622,"endTime":1640.922,"body":"it's,"},{"speaker":"Mark Wainwright","startTime":1640.942,"endTime":1641.342,"body":"it's"},{"speaker":"Mark Wainwright","startTime":1641.342,"endTime":1641.612,"body":"fun,"},{"speaker":"Mark Wainwright","startTime":1641.612,"endTime":1641.832,"body":"but"},{"speaker":"Mark Wainwright","startTime":1641.942,"endTime":1642.102,"body":"there's"},{"speaker":"Mark Wainwright","startTime":1642.102,"endTime":1642.172,"body":"a"},{"speaker":"Mark Wainwright","startTime":1642.172,"endTime":1642.682,"body":"handful"},{"speaker":"Mark Wainwright","startTime":1642.682,"endTime":1642.742,"body":"of"},{"speaker":"Mark Wainwright","startTime":1642.752,"endTime":1643.052,"body":"those"},{"speaker":"Mark Wainwright","startTime":1643.052,"endTime":1643.142,"body":"in"},{"speaker":"Mark Wainwright","startTime":1643.142,"endTime":1643.372,"body":"there,"},{"speaker":"Mark Wainwright","startTime":1643.402,"endTime":1643.472,"body":"like"},{"speaker":"Mark Wainwright","startTime":1643.522,"endTime":1643.892,"body":"accounting"},{"speaker":"Mark Wainwright","startTime":1643.892,"endTime":1644.252,"body":"solutions"},{"speaker":"Mark Wainwright","startTime":1644.252,"endTime":1644.732,"body":"specifically"},{"speaker":"Mark Wainwright","startTime":1644.732,"endTime":1644.882,"body":"for"},{"speaker":"Mark Wainwright","startTime":1644.882,"endTime":1645.392,"body":"restaurants"},{"speaker":"Mark Wainwright","startTime":1645.392,"endTime":1645.492,"body":"and"},{"speaker":"Mark Wainwright","startTime":1645.492,"endTime":1645.782,"body":"everything"},{"speaker":"Mark Wainwright","startTime":1645.782,"endTime":1646.032,"body":"else."},{"speaker":"Mark Wainwright","startTime":1646.032,"endTime":1646.252,"body":"And,"},{"speaker":"Mark Wainwright","startTime":1646.572,"endTime":1646.722,"body":"you"},{"speaker":"Mark Wainwright","startTime":1646.722,"endTime":1646.912,"body":"know,"},{"speaker":"Mark Wainwright","startTime":1647.012,"endTime":1647.282,"body":"one"},{"speaker":"Mark Wainwright","startTime":1647.282,"endTime":1647.522,"body":"side"},{"speaker":"Mark Wainwright","startTime":1647.522,"endTime":1647.612,"body":"of"},{"speaker":"Mark Wainwright","startTime":1647.612,"endTime":1647.712,"body":"the"},{"speaker":"Mark Wainwright","startTime":1647.712,"endTime":1648.132,"body":"coin"},{"speaker":"Mark Wainwright","startTime":1648.142,"endTime":1648.442,"body":"is,"},{"speaker":"Mark Wainwright","startTime":1648.452,"endTime":1648.552,"body":"the"},{"speaker":"Mark Wainwright","startTime":1648.552,"endTime":1649.392,"body":"marketplace,"},{"speaker":"Mark Wainwright","startTime":1649.672,"endTime":1650.012,"body":"large"},{"speaker":"Mark Wainwright","startTime":1650.012,"endTime":1650.372,"body":"enough."},{"speaker":"Mark Wainwright","startTime":1650.442,"endTime":1650.742,"body":"And"},{"speaker":"Mark Wainwright","startTime":1650.742,"endTime":1650.922,"body":"can"},{"speaker":"Mark Wainwright","startTime":1650.922,"endTime":1651.142,"body":"I."},{"speaker":"Mark Wainwright","startTime":1651.442,"endTime":1651.832,"body":"Become"},{"speaker":"Mark Wainwright","startTime":1651.832,"endTime":1652.412,"body":"visible"},{"speaker":"Mark Wainwright","startTime":1652.642,"endTime":1653.072,"body":"within"},{"speaker":"Mark Wainwright","startTime":1653.082,"endTime":1653.336,"body":"that,"},{"speaker":"Mark Wainwright","startTime":1653.336,"endTime":1654.036,"body":"marketplace,"},{"speaker":"Mark Wainwright","startTime":1654.046,"endTime":1654.276,"body":"but"},{"speaker":"Mark Wainwright","startTime":1654.276,"endTime":1654.956,"body":"also"},{"speaker":"Mark Wainwright","startTime":1655.466,"endTime":1655.736,"body":"when"},{"speaker":"Mark Wainwright","startTime":1655.736,"endTime":1656.036,"body":"these"},{"speaker":"Mark Wainwright","startTime":1656.036,"endTime":1656.376,"body":"people"},{"speaker":"Mark Wainwright","startTime":1656.376,"endTime":1656.466,"body":"are"},{"speaker":"Mark Wainwright","startTime":1656.476,"endTime":1656.726,"body":"out"},{"speaker":"Mark Wainwright","startTime":1656.726,"endTime":1657.136,"body":"looking"},{"speaker":"Mark Wainwright","startTime":1657.136,"endTime":1657.336,"body":"for"},{"speaker":"Mark Wainwright","startTime":1657.336,"endTime":1657.926,"body":"help,"},{"speaker":"Mark Wainwright","startTime":1658.416,"endTime":1658.636,"body":"they"},{"speaker":"Mark Wainwright","startTime":1658.636,"endTime":1658.746,"body":"are"},{"speaker":"Mark Wainwright","startTime":1658.746,"endTime":1659.106,"body":"looking"},{"speaker":"Mark Wainwright","startTime":1659.106,"endTime":1659.316,"body":"for"},{"speaker":"Mark Wainwright","startTime":1659.336,"endTime":1659.946,"body":"people"},{"speaker":"Mark Wainwright","startTime":1660.246,"endTime":1660.706,"body":"that"},{"speaker":"Mark Wainwright","startTime":1660.736,"endTime":1660.946,"body":"they're"},{"speaker":"Mark Wainwright","startTime":1660.946,"endTime":1661.226,"body":"looking"},{"speaker":"Mark Wainwright","startTime":1661.226,"endTime":1661.756,"body":"for"},{"speaker":"Mark Wainwright","startTime":1661.766,"endTime":1662.456,"body":"consultants,"},{"speaker":"Mark Wainwright","startTime":1662.456,"endTime":1663.106,"body":"organizations,"},{"speaker":"Mark Wainwright","startTime":1663.106,"endTime":1663.436,"body":"whatever"},{"speaker":"Mark Wainwright","startTime":1663.436,"endTime":1663.556,"body":"else"},{"speaker":"Mark Wainwright","startTime":1663.556,"endTime":1663.656,"body":"they're"},{"speaker":"Mark Wainwright","startTime":1663.656,"endTime":1663.916,"body":"looking"},{"speaker":"Mark Wainwright","startTime":1663.916,"endTime":1664.086,"body":"for"},{"speaker":"Mark Wainwright","startTime":1664.086,"endTime":1664.406,"body":"help"},{"speaker":"Mark Wainwright","startTime":1664.416,"endTime":1664.676,"body":"that"},{"speaker":"Mark Wainwright","startTime":1664.836,"endTime":1665.186,"body":"gets"},{"speaker":"Mark Wainwright","startTime":1665.186,"endTime":1665.506,"body":"them"},{"speaker":"Mark Wainwright","startTime":1666.316,"endTime":1666.546,"body":"that"},{"speaker":"Mark Wainwright","startTime":1666.546,"endTime":1666.716,"body":"they"},{"speaker":"Mark Wainwright","startTime":1666.716,"endTime":1666.956,"body":"don't"},{"speaker":"Mark Wainwright","startTime":1666.966,"endTime":1667.406,"body":"have"},{"speaker":"Mark Wainwright","startTime":1667.406,"endTime":1667.826,"body":"to,"},{"speaker":"Mark Wainwright","startTime":1667.876,"endTime":1668.056,"body":"be"},{"speaker":"Mark Wainwright","startTime":1668.056,"endTime":1668.216,"body":"with"},{"speaker":"Mark Wainwright","startTime":1668.336,"endTime":1668.446,"body":"an"},{"speaker":"Mark Wainwright","startTime":1668.526,"endTime":1668.956,"body":"accountant,"},{"speaker":"Mark Wainwright","startTime":1670.136,"endTime":1670.336,"body":"you"},{"speaker":"Mark Wainwright","startTime":1670.336,"endTime":1670.446,"body":"know,"},{"speaker":"Mark Wainwright","startTime":1670.456,"endTime":1670.686,"body":"has"},{"speaker":"Mark Wainwright","startTime":1670.686,"endTime":1670.846,"body":"this"},{"speaker":"Mark Wainwright","startTime":1670.846,"endTime":1671.026,"body":"big"},{"speaker":"Mark Wainwright","startTime":1671.026,"endTime":1671.206,"body":"long"},{"speaker":"Mark Wainwright","startTime":1671.206,"endTime":1671.506,"body":"learning"},{"speaker":"Mark Wainwright","startTime":1671.506,"endTime":1671.835,"body":"curve."},{"speaker":"Mark Wainwright","startTime":1672.106,"endTime":1672.306,"body":"Right."},{"speaker":"Mark Wainwright","startTime":1672.346,"endTime":1672.496,"body":"They"},{"speaker":"Mark Wainwright","startTime":1672.496,"endTime":1672.716,"body":"want"},{"speaker":"Mark Wainwright","startTime":1672.716,"endTime":1672.786,"body":"to"},{"speaker":"Mark Wainwright","startTime":1672.796,"endTime":1673.026,"body":"work"},{"speaker":"Mark Wainwright","startTime":1673.026,"endTime":1673.196,"body":"with"},{"speaker":"Mark Wainwright","startTime":1673.196,"endTime":1673.496,"body":"someone"},{"speaker":"Mark Wainwright","startTime":1673.496,"endTime":1673.696,"body":"who's"},{"speaker":"Mark Wainwright","startTime":1673.696,"endTime":1673.886,"body":"been"},{"speaker":"Mark Wainwright","startTime":1673.886,"endTime":1674.066,"body":"there"},{"speaker":"Mark Wainwright","startTime":1674.066,"endTime":1674.516,"body":"before."},{"speaker":"Mark Wainwright","startTime":1674.516,"endTime":1674.926,"body":"So,"},{"speaker":"Mark Wainwright","startTime":1675.306,"endTime":1675.426,"body":"you"},{"speaker":"Mark Wainwright","startTime":1675.426,"endTime":1675.586,"body":"know,"},{"speaker":"Mark Wainwright","startTime":1675.586,"endTime":1675.746,"body":"it's"},{"speaker":"Mark Wainwright","startTime":1675.746,"endTime":1675.916,"body":"like,"},{"speaker":"Mark Wainwright","startTime":1675.916,"endTime":1676.516,"body":"yes,"},{"speaker":"Mark Wainwright","startTime":1676.766,"endTime":1676.946,"body":"I"},{"speaker":"Mark Wainwright","startTime":1676.946,"endTime":1677.196,"body":"work"},{"speaker":"Mark Wainwright","startTime":1677.196,"endTime":1677.376,"body":"with"},{"speaker":"Mark Wainwright","startTime":1677.376,"endTime":1677.746,"body":"tattoo"},{"speaker":"Mark Wainwright","startTime":1677.746,"endTime":1678.226,"body":"parlors."},{"speaker":"Mark Wainwright","startTime":1678.226,"endTime":1678.516,"body":"That's"},{"speaker":"Mark Wainwright","startTime":1678.526,"endTime":1678.916,"body":"all"},{"speaker":"Mark Wainwright","startTime":1678.946,"endTime":1679.126,"body":"I"},{"speaker":"Mark Wainwright","startTime":1679.126,"endTime":1679.436,"body":"do."},{"speaker":"Mark Wainwright","startTime":1679.436,"endTime":1679.576,"body":"So"},{"speaker":"Mark Wainwright","startTime":1679.576,"endTime":1679.836,"body":"every"},{"speaker":"Mark Wainwright","startTime":1679.836,"endTime":1680.226,"body":"tattoo"},{"speaker":"Mark Wainwright","startTime":1680.226,"endTime":1680.566,"body":"parlor"},{"speaker":"Mark Wainwright","startTime":1680.566,"endTime":1680.696,"body":"out"},{"speaker":"Mark Wainwright","startTime":1680.696,"endTime":1680.866,"body":"there"},{"speaker":"Mark Wainwright","startTime":1680.866,"endTime":1681.036,"body":"is"},{"speaker":"Mark Wainwright","startTime":1681.036,"endTime":1681.246,"body":"like,"},{"speaker":"Mark Wainwright","startTime":1681.666,"endTime":1681.766,"body":"I"},{"speaker":"Mark Wainwright","startTime":1681.766,"endTime":1681.926,"body":"just"},{"speaker":"Mark Wainwright","startTime":1681.926,"endTime":1682.056,"body":"want"},{"speaker":"Mark Wainwright","startTime":1682.056,"endTime":1682.106,"body":"to"},{"speaker":"Mark Wainwright","startTime":1682.106,"endTime":1682.276,"body":"work"},{"speaker":"Mark Wainwright","startTime":1682.276,"endTime":1682.406,"body":"with"},{"speaker":"Mark Wainwright","startTime":1682.406,"endTime":1682.566,"body":"my"},{"speaker":"Mark Wainwright","startTime":1682.566,"endTime":1682.916,"body":"people."},{"speaker":"Mark Wainwright","startTime":1682.916,"endTime":1682.956,"body":"And"},{"speaker":"Mark Wainwright","startTime":1682.956,"endTime":1682.976,"body":"it"},{"speaker":"Mark Wainwright","startTime":1683.006,"endTime":1683.226,"body":"looks"},{"speaker":"Mark Wainwright","startTime":1683.226,"endTime":1683.366,"body":"like"},{"speaker":"Mark Wainwright","startTime":1683.366,"endTime":1683.526,"body":"this"},{"speaker":"Mark Wainwright","startTime":1683.526,"endTime":1683.896,"body":"accountant"},{"speaker":"Mark Wainwright","startTime":1683.906,"endTime":1684.066,"body":"who"},{"speaker":"Mark Wainwright","startTime":1684.066,"endTime":1684.336,"body":"works"},{"speaker":"Mark Wainwright","startTime":1684.336,"endTime":1684.516,"body":"with,"},{"speaker":"Mark Wainwright","startTime":1684.706,"endTime":1685.006,"body":"tattoo"},{"speaker":"Mark Wainwright","startTime":1685.006,"endTime":1685.326,"body":"parlors,"},{"speaker":"Mark Wainwright","startTime":1685.326,"endTime":1685.476,"body":"like"},{"speaker":"Mark Wainwright","startTime":1685.476,"endTime":1685.966,"body":"ours,"},{"speaker":"Mark Wainwright","startTime":1686.426,"endTime":1686.596,"body":"that's"},{"speaker":"Mark Wainwright","startTime":1686.596,"endTime":1686.706,"body":"our"},{"speaker":"Mark Wainwright","startTime":1686.706,"endTime":1687.116,"body":"people."},{"speaker":"Mark Wainwright","startTime":1687.426,"endTime":1687.766,"body":"Right."},{"speaker":"Mark Wainwright","startTime":1688.436,"endTime":1688.536,"body":"And"},{"speaker":"Mark Wainwright","startTime":1688.536,"endTime":1688.886,"body":"everybody"},{"speaker":"Mark Wainwright","startTime":1688.886,"endTime":1689.136,"body":"shows"},{"speaker":"Mark Wainwright","startTime":1689.136,"endTime":1689.286,"body":"up"},{"speaker":"Mark Wainwright","startTime":1689.286,"endTime":1689.386,"body":"and"},{"speaker":"Mark Wainwright","startTime":1689.386,"endTime":1689.506,"body":"they've"},{"speaker":"Mark Wainwright","startTime":1689.506,"endTime":1689.656,"body":"got"},{"speaker":"Mark Wainwright","startTime":1689.656,"endTime":1689.776,"body":"their"},{"speaker":"Mark Wainwright","startTime":1689.786,"endTime":1690.106,"body":"ink"},{"speaker":"Mark Wainwright","startTime":1690.106,"endTime":1690.216,"body":"and"},{"speaker":"Mark Wainwright","startTime":1690.216,"endTime":1690.306,"body":"they"},{"speaker":"Mark Wainwright","startTime":1690.306,"endTime":1690.516,"body":"talk"},{"speaker":"Mark Wainwright","startTime":1690.526,"endTime":1690.836,"body":"about"},{"speaker":"Mark Wainwright","startTime":1690.836,"endTime":1691.026,"body":"it."},{"speaker":"Mark Wainwright","startTime":1691.046,"endTime":1691.266,"body":"And,"},{"speaker":"Mark Wainwright","startTime":1691.506,"endTime":1691.676,"body":"you"},{"speaker":"Mark Wainwright","startTime":1691.676,"endTime":1691.836,"body":"know,"},{"speaker":"Mark Wainwright","startTime":1691.976,"endTime":1692.436,"body":"so,"},{"speaker":"Mark Wainwright","startTime":1692.786,"endTime":1693.286,"body":"uh,"},{"speaker":"Mark Wainwright","startTime":1693.556,"endTime":1693.806,"body":"yeah,"},{"speaker":"Mark Wainwright","startTime":1693.846,"endTime":1693.926,"body":"I"},{"speaker":"Mark Wainwright","startTime":1693.926,"endTime":1694.126,"body":"think"},{"speaker":"Mark Wainwright","startTime":1694.126,"endTime":1694.446,"body":"that's,"},{"speaker":"Mark Wainwright","startTime":1694.456,"endTime":1694.726,"body":"that's"},{"speaker":"Mark Wainwright","startTime":1694.726,"endTime":1694.996,"body":"great."},{"speaker":"Mark Wainwright","startTime":1694.996,"endTime":1695.246,"body":"Right."},{"speaker":"Mark Wainwright","startTime":1695.306,"endTime":1695.466,"body":"there's"},{"speaker":"Mark Wainwright","startTime":1695.466,"endTime":1695.606,"body":"that"},{"speaker":"Mark Wainwright","startTime":1695.606,"endTime":1695.766,"body":"two"},{"speaker":"Mark Wainwright","startTime":1695.766,"endTime":1696.116,"body":"critical"},{"speaker":"Mark Wainwright","startTime":1696.116,"endTime":1696.396,"body":"sides"},{"speaker":"Mark Wainwright","startTime":1696.396,"endTime":1696.506,"body":"of"},{"speaker":"Mark Wainwright","startTime":1696.506,"endTime":1696.686,"body":"the"},{"speaker":"Mark Wainwright","startTime":1696.746,"endTime":1697.286,"body":"coin."},{"speaker":"Mark Wainwright","startTime":1697.946,"endTime":1698.076,"body":"The"},{"speaker":"Mark Wainwright","startTime":1698.076,"endTime":1698.236,"body":"one"},{"speaker":"Mark Wainwright","startTime":1698.236,"endTime":1698.396,"body":"we've"},{"speaker":"Mark Wainwright","startTime":1698.396,"endTime":1698.546,"body":"talked"},{"speaker":"Mark Wainwright","startTime":1698.556,"endTime":1698.756,"body":"about"},{"speaker":"Mark Wainwright","startTime":1698.756,"endTime":1698.796,"body":"a"},{"speaker":"Mark Wainwright","startTime":1698.796,"endTime":1699.146,"body":"lot"},{"speaker":"Mark Wainwright","startTime":1699.146,"endTime":1699.426,"body":"is."},{"speaker":"Mark Wainwright","startTime":1699.816,"endTime":1700.296,"body":"separating"},{"speaker":"Mark Wainwright","startTime":1700.296,"endTime":1700.696,"body":"yourself,"},{"speaker":"Mark Wainwright","startTime":1700.696,"endTime":1701.336,"body":"specializing,"},{"speaker":"Mark Wainwright","startTime":1701.336,"endTime":1701.776,"body":"focusing,"},{"speaker":"Mark Wainwright","startTime":1701.776,"endTime":1702.126,"body":"everything"},{"speaker":"Mark Wainwright","startTime":1702.126,"endTime":1702.326,"body":"else."},{"speaker":"Mark Wainwright","startTime":1702.346,"endTime":1702.376,"body":"And"},{"speaker":"Mark Wainwright","startTime":1702.376,"endTime":1702.446,"body":"the"},{"speaker":"Mark Wainwright","startTime":1702.446,"endTime":1702.626,"body":"other"},{"speaker":"Mark Wainwright","startTime":1702.626,"endTime":1702.846,"body":"thing"},{"speaker":"Mark Wainwright","startTime":1702.896,"endTime":1702.966,"body":"that"},{"speaker":"Mark Wainwright","startTime":1702.976,"endTime":1703.106,"body":"we"},{"speaker":"Mark Wainwright","startTime":1703.106,"endTime":1703.236,"body":"haven't"},{"speaker":"Mark Wainwright","startTime":1703.236,"endTime":1703.396,"body":"talked"},{"speaker":"Mark Wainwright","startTime":1703.396,"endTime":1703.486,"body":"about"},{"speaker":"Mark Wainwright","startTime":1703.526,"endTime":1703.746,"body":"much"},{"speaker":"Mark Wainwright","startTime":1703.746,"endTime":1703.896,"body":"is"},{"speaker":"Mark Wainwright","startTime":1703.896,"endTime":1704.016,"body":"that"},{"speaker":"Mark Wainwright","startTime":1704.296,"endTime":1704.426,"body":"the"},{"speaker":"Mark Wainwright","startTime":1704.426,"endTime":1704.746,"body":"people"},{"speaker":"Mark Wainwright","startTime":1704.746,"endTime":1704.816,"body":"are"},{"speaker":"Mark Wainwright","startTime":1704.876,"endTime":1705.086,"body":"out"},{"speaker":"Mark Wainwright","startTime":1705.086,"endTime":1705.256,"body":"there"},{"speaker":"Mark Wainwright","startTime":1705.266,"endTime":1705.646,"body":"looking"},{"speaker":"Mark Wainwright","startTime":1705.646,"endTime":1705.826,"body":"for"},{"speaker":"Mark Wainwright","startTime":1705.826,"endTime":1706.026,"body":"you"},{"speaker":"Mark Wainwright","startTime":1707.106,"endTime":1707.286,"body":"because"},{"speaker":"Mark Wainwright","startTime":1707.286,"endTime":1707.416,"body":"they"},{"speaker":"Mark Wainwright","startTime":1707.416,"endTime":1707.626,"body":"want"},{"speaker":"Mark Wainwright","startTime":1707.626,"endTime":1707.696,"body":"to"},{"speaker":"Mark Wainwright","startTime":1707.696,"endTime":1707.966,"body":"find"},{"speaker":"Mark Wainwright","startTime":1707.966,"endTime":1708.256,"body":"people"},{"speaker":"Mark Wainwright","startTime":1708.256,"endTime":1708.426,"body":"that"},{"speaker":"Mark Wainwright","startTime":1708.426,"endTime":1708.566,"body":"they"},{"speaker":"Mark Wainwright","startTime":1708.566,"endTime":1708.816,"body":"can"},{"speaker":"Mark Wainwright","startTime":1708.816,"endTime":1709.206,"body":"relate"},{"speaker":"Mark Wainwright","startTime":1709.236,"endTime":1709.536,"body":"to,"},{"speaker":"Mark Wainwright","startTime":1710.156,"endTime":1710.406,"body":"so"},{"speaker":"Mark Wainwright","startTime":1710.426,"endTime":1710.606,"body":"they're"},{"speaker":"Mark Wainwright","startTime":1710.626,"endTime":1710.866,"body":"out"},{"speaker":"Mark Wainwright","startTime":1710.866,"endTime":1711.036,"body":"there"},{"speaker":"Mark Wainwright","startTime":1711.036,"endTime":1711.556,"body":"looking"},{"speaker":"Mark Wainwright","startTime":1711.626,"endTime":1711.746,"body":"and"},{"speaker":"Mark Wainwright","startTime":1711.746,"endTime":1711.846,"body":"I"},{"speaker":"Mark Wainwright","startTime":1712.316,"endTime":1712.506,"body":"say"},{"speaker":"Mark Wainwright","startTime":1712.506,"endTime":1712.676,"body":"this"},{"speaker":"Mark Wainwright","startTime":1712.676,"endTime":1712.816,"body":"like,"},{"speaker":"Mark Wainwright","startTime":1712.816,"endTime":1712.936,"body":"it's"},{"speaker":"Mark Wainwright","startTime":1712.946,"endTime":1713.376,"body":"simple,"},{"speaker":"Mark Wainwright","startTime":1713.746,"endTime":1713.916,"body":"but"},{"speaker":"Mark Wainwright","startTime":1713.946,"endTime":1714.126,"body":"all"},{"speaker":"Mark Wainwright","startTime":1714.126,"endTime":1714.296,"body":"you"},{"speaker":"Mark Wainwright","startTime":1714.306,"endTime":1714.546,"body":"need"},{"speaker":"Mark Wainwright","startTime":1714.546,"endTime":1714.686,"body":"to"},{"speaker":"Mark Wainwright","startTime":1714.696,"endTime":1715.246,"body":"do"},{"speaker":"Mark Wainwright","startTime":1716.086,"endTime":1716.256,"body":"is"},{"speaker":"Mark Wainwright","startTime":1716.276,"endTime":1716.436,"body":"get"},{"speaker":"Mark Wainwright","startTime":1716.436,"endTime":1716.796,"body":"yourself"},{"speaker":"Mark Wainwright","startTime":1716.796,"endTime":1716.966,"body":"out"},{"speaker":"Mark Wainwright","startTime":1716.966,"endTime":1717.206,"body":"there,"},{"speaker":"Mark Wainwright","startTime":1717.366,"endTime":1717.906,"body":"become"},{"speaker":"Mark Wainwright","startTime":1717.916,"endTime":1718.526,"body":"visible,"},{"speaker":"Mark Wainwright","startTime":1718.566,"endTime":1718.846,"body":"right."},{"speaker":"Mark Wainwright","startTime":1718.876,"endTime":1719.116,"body":"And"},{"speaker":"Mark Wainwright","startTime":1719.116,"endTime":1719.466,"body":"you're,"},{"speaker":"Mark Wainwright","startTime":1719.846,"endTime":1720.326,"body":"driving"},{"speaker":"Mark Wainwright","startTime":1720.326,"endTime":1721.196,"body":"transactions"},{"speaker":"Mark Wainwright","startTime":1721.326,"endTime":1721.876,"body":"client."},{"speaker":"Mark Wainwright","startTime":1721.876,"endTime":1722.136,"body":"That's"},{"speaker":"Mark Wainwright","startTime":1722.136,"endTime":1722.296,"body":"what"},{"speaker":"Mark Wainwright","startTime":1722.296,"endTime":1722.426,"body":"they're"},{"speaker":"Mark Wainwright","startTime":1722.426,"endTime":1722.676,"body":"trying"},{"speaker":"Mark Wainwright","startTime":1722.676,"endTime":1722.736,"body":"to"},{"speaker":"Mark Wainwright","startTime":1722.736,"endTime":1723.006,"body":"do."},{"speaker":"Mark Wainwright","startTime":1723.056,"endTime":1723.186,"body":"They're"},{"speaker":"Mark Wainwright","startTime":1723.186,"endTime":1723.566,"body":"trying"},{"speaker":"Mark Wainwright","startTime":1723.566,"endTime":1723.696,"body":"to"},{"speaker":"Mark Wainwright","startTime":1723.706,"endTime":1724.016,"body":"make"},{"speaker":"Mark Wainwright","startTime":1724.016,"endTime":1724.576,"body":"themselves"},{"speaker":"Mark Wainwright","startTime":1724.576,"endTime":1724.756,"body":"more"},{"speaker":"Mark Wainwright","startTime":1724.756,"endTime":1725.146,"body":"visible"},{"speaker":"Mark Wainwright","startTime":1725.146,"endTime":1725.296,"body":"by"},{"speaker":"Mark Wainwright","startTime":1725.296,"endTime":1725.556,"body":"working"},{"speaker":"Mark Wainwright","startTime":1725.556,"endTime":1725.676,"body":"with"},{"speaker":"Mark Wainwright","startTime":1725.686,"endTime":1725.976,"body":"you"},{"speaker":"Mark Wainwright","startTime":1725.976,"endTime":1726.116,"body":"and"},{"speaker":"Mark Wainwright","startTime":1726.116,"endTime":1726.266,"body":"doing"},{"speaker":"Mark Wainwright","startTime":1726.266,"endTime":1726.366,"body":"the"},{"speaker":"Mark Wainwright","startTime":1726.366,"endTime":1726.746,"body":"podcast"},{"speaker":"Mark Wainwright","startTime":1726.756,"endTime":1727.046,"body":"stuff."},{"speaker":"Mark Wainwright","startTime":1727.046,"endTime":1727.306,"body":"So"},{"speaker":"Mark Wainwright","startTime":1727.926,"endTime":1728.016,"body":"I"},{"speaker":"Mark Wainwright","startTime":1728.016,"endTime":1728.206,"body":"love"},{"speaker":"Mark Wainwright","startTime":1728.206,"endTime":1728.246,"body":"it."},{"speaker":"Mark Wainwright","startTime":1728.256,"endTime":1728.496,"body":"Great"},{"speaker":"Mark Wainwright","startTime":1728.496,"endTime":1729.036,"body":"examples."},{"speaker":"Mark Wainwright","startTime":1729.036,"endTime":1729.236,"body":"And"},{"speaker":"Mark Wainwright","startTime":1729.436,"endTime":1729.546,"body":"we"},{"speaker":"Mark Wainwright","startTime":1729.546,"endTime":1729.656,"body":"can"},{"speaker":"Mark Wainwright","startTime":1729.656,"endTime":1729.866,"body":"probably"},{"speaker":"Mark Wainwright","startTime":1729.876,"endTime":1730.086,"body":"link"},{"speaker":"Mark Wainwright","startTime":1730.116,"endTime":1730.256,"body":"to"},{"speaker":"Mark Wainwright","startTime":1730.256,"endTime":1730.546,"body":"these,"},{"speaker":"Mark Wainwright","startTime":1730.566,"endTime":1730.696,"body":"in"},{"speaker":"Mark Wainwright","startTime":1730.696,"endTime":1730.776,"body":"the"},{"speaker":"Mark Wainwright","startTime":1730.776,"endTime":1731.076,"body":"notes"},{"speaker":"Mark Wainwright","startTime":1731.076,"endTime":1731.126,"body":"or"},{"speaker":"Mark Wainwright","startTime":1731.126,"endTime":1731.386,"body":"whatever"},{"speaker":"Mark Wainwright","startTime":1731.386,"endTime":1731.596,"body":"else,"},{"speaker":"Mark Wainwright","startTime":1731.596,"endTime":1731.776,"body":"but."},{"speaker":"Mark Wainwright","startTime":1731.776,"endTime":1732.026,"body":"These"},{"speaker":"Mark Wainwright","startTime":1732.026,"endTime":1732.096,"body":"are"},{"speaker":"Mark Wainwright","startTime":1732.106,"endTime":1732.396,"body":"great."},{"speaker":"Mark Wainwright","startTime":1732.396,"endTime":1732.536,"body":"We'd"},{"speaker":"Mark Wainwright","startTime":1732.536,"endTime":1732.776,"body":"love"},{"speaker":"Mark Wainwright","startTime":1732.776,"endTime":1732.856,"body":"to"},{"speaker":"Mark Wainwright","startTime":1732.856,"endTime":1732.986,"body":"hear"},{"speaker":"Mark Wainwright","startTime":1732.986,"endTime":1733.246,"body":"about"},{"speaker":"Mark Wainwright","startTime":1733.346,"endTime":1733.596,"body":"other"},{"speaker":"Mark Wainwright","startTime":1733.596,"endTime":1734.476,"body":"organizations"},{"speaker":"Mark Wainwright","startTime":1734.476,"endTime":1734.676,"body":"that"},{"speaker":"Mark Wainwright","startTime":1734.676,"endTime":1734.966,"body":"people"},{"speaker":"Mark Wainwright","startTime":1734.966,"endTime":1735.116,"body":"have"},{"speaker":"Mark Wainwright","startTime":1735.136,"endTime":1735.326,"body":"come"},{"speaker":"Mark Wainwright","startTime":1735.326,"endTime":1735.696,"body":"across"},{"speaker":"Mark Wainwright","startTime":1735.736,"endTime":1735.946,"body":"out"},{"speaker":"Mark Wainwright","startTime":1735.946,"endTime":1736.256,"body":"there"},{"speaker":"Mark Wainwright","startTime":1736.266,"endTime":1736.646,"body":"that,"},{"speaker":"Mark Wainwright","startTime":1736.876,"endTime":1737.006,"body":"are"},{"speaker":"Mark Wainwright","startTime":1737.006,"endTime":1737.236,"body":"just"},{"speaker":"Mark Wainwright","startTime":1737.236,"endTime":1737.586,"body":"hyper"},{"speaker":"Mark Wainwright","startTime":1737.586,"endTime":1738.076,"body":"focused"},{"speaker":"Mark Wainwright","startTime":1738.096,"endTime":1738.476,"body":"and"},{"speaker":"Mark Wainwright","startTime":1738.476,"endTime":1738.856,"body":"really"},{"speaker":"Mark Wainwright","startTime":1738.976,"endTime":1739.586,"body":"successful."},{"speaker":"Mark Wainwright","startTime":1739.586,"endTime":1739.716,"body":"And"},{"speaker":"Mark Wainwright","startTime":1739.736,"endTime":1740.096,"body":"that's"},{"speaker":"John Tyreman","startTime":1740.391,"endTime":1740.631,"body":"Send"},{"speaker":"John Tyreman","startTime":1740.631,"endTime":1740.721,"body":"us"},{"speaker":"John Tyreman","startTime":1740.721,"endTime":1740.881,"body":"some"},{"speaker":"John Tyreman","startTime":1740.881,"endTime":1741.361,"body":"examples."},{"speaker":"John Tyreman","startTime":1741.361,"endTime":1741.501,"body":"If"},{"speaker":"John Tyreman","startTime":1741.501,"endTime":1741.661,"body":"you're"},{"speaker":"John Tyreman","startTime":1741.661,"endTime":1742.041,"body":"listening"},{"speaker":"John Tyreman","startTime":1742.041,"endTime":1742.131,"body":"to"},{"speaker":"John Tyreman","startTime":1742.131,"endTime":1742.371,"body":"this"},{"speaker":"John Tyreman","startTime":1742.371,"endTime":1742.481,"body":"and"},{"speaker":"John Tyreman","startTime":1742.491,"endTime":1742.631,"body":"you"},{"speaker":"John Tyreman","startTime":1742.631,"endTime":1742.861,"body":"have"},{"speaker":"John Tyreman","startTime":1742.861,"endTime":1742.921,"body":"a"},{"speaker":"John Tyreman","startTime":1742.921,"endTime":1743.301,"body":"great"},{"speaker":"John Tyreman","startTime":1743.301,"endTime":1743.921,"body":"example"},{"speaker":"John Tyreman","startTime":1743.931,"endTime":1744.061,"body":"of"},{"speaker":"John Tyreman","startTime":1744.061,"endTime":1744.141,"body":"a"},{"speaker":"John Tyreman","startTime":1744.141,"endTime":1744.711,"body":"firm"},{"speaker":"John Tyreman","startTime":1744.721,"endTime":1745.091,"body":"that"},{"speaker":"John Tyreman","startTime":1745.091,"endTime":1745.881,"body":"specializes"},{"speaker":"John Tyreman","startTime":1745.881,"endTime":1746.131,"body":"really"},{"speaker":"John Tyreman","startTime":1746.131,"endTime":1746.331,"body":"well"},{"speaker":"John Tyreman","startTime":1746.331,"endTime":1746.471,"body":"and"},{"speaker":"John Tyreman","startTime":1746.471,"endTime":1746.961,"body":"positions"},{"speaker":"John Tyreman","startTime":1746.971,"endTime":1747.321,"body":"themselves"},{"speaker":"John Tyreman","startTime":1747.351,"endTime":1747.591,"body":"really"},{"speaker":"John Tyreman","startTime":1747.591,"endTime":1747.831,"body":"well,"},{"speaker":"John Tyreman","startTime":1747.871,"endTime":1748.171,"body":"or"},{"speaker":"John Tyreman","startTime":1748.171,"endTime":1748.291,"body":"if"},{"speaker":"John Tyreman","startTime":1748.291,"endTime":1748.511,"body":"that's"},{"speaker":"John Tyreman","startTime":1748.511,"endTime":1748.831,"body":"your"},{"speaker":"John Tyreman","startTime":1748.831,"endTime":1749.281,"body":"firm,"},{"speaker":"John Tyreman","startTime":1749.451,"endTime":1749.771,"body":"reach"},{"speaker":"John Tyreman","startTime":1749.771,"endTime":1749.931,"body":"out"},{"speaker":"John Tyreman","startTime":1749.931,"endTime":1750.041,"body":"to"},{"speaker":"John Tyreman","startTime":1750.041,"endTime":1750.281,"body":"us"},{"speaker":"John Tyreman","startTime":1750.281,"endTime":1750.641,"body":"and"},{"speaker":"John Tyreman","startTime":1750.641,"endTime":1750.781,"body":"let"},{"speaker":"John Tyreman","startTime":1750.781,"endTime":1750.931,"body":"us"},{"speaker":"John Tyreman","startTime":1750.931,"endTime":1751.111,"body":"know."},{"speaker":"John Tyreman","startTime":1751.111,"endTime":1751.281,"body":"We'd"},{"speaker":"John Tyreman","startTime":1751.281,"endTime":1751.441,"body":"love"},{"speaker":"John Tyreman","startTime":1751.441,"endTime":1751.511,"body":"to"},{"speaker":"John Tyreman","startTime":1751.511,"endTime":1751.661,"body":"hear"},{"speaker":"John Tyreman","startTime":1751.661,"endTime":1751.821,"body":"from"},{"speaker":"John Tyreman","startTime":1751.821,"endTime":1751.981,"body":"you."},{"speaker":"Mark Wainwright","startTime":1752.266,"endTime":1752.526,"body":"Or"},{"speaker":"Mark Wainwright","startTime":1752.526,"endTime":1752.626,"body":"if"},{"speaker":"Mark Wainwright","startTime":1752.646,"endTime":1752.766,"body":"you"},{"speaker":"Mark Wainwright","startTime":1752.776,"endTime":1752.976,"body":"think"},{"speaker":"Mark Wainwright","startTime":1752.976,"endTime":1753.086,"body":"you're"},{"speaker":"Mark Wainwright","startTime":1753.086,"endTime":1753.506,"body":"positioned"},{"speaker":"Mark Wainwright","startTime":1753.506,"endTime":1753.746,"body":"really"},{"speaker":"Mark Wainwright","startTime":1753.746,"endTime":1754.036,"body":"well"},{"speaker":"Mark Wainwright","startTime":1754.036,"endTime":1754.266,"body":"and"},{"speaker":"Mark Wainwright","startTime":1754.276,"endTime":1754.556,"body":"we"},{"speaker":"Mark Wainwright","startTime":1754.556,"endTime":1755.096,"body":"don't"},{"speaker":"Mark Wainwright","startTime":1756.896,"endTime":1757.096,"body":"send"},{"speaker":"Mark Wainwright","startTime":1757.096,"endTime":1757.206,"body":"us"},{"speaker":"Mark Wainwright","startTime":1757.206,"endTime":1757.286,"body":"a"},{"speaker":"Mark Wainwright","startTime":1757.286,"endTime":1757.526,"body":"note"},{"speaker":"Mark Wainwright","startTime":1757.526,"endTime":1757.986,"body":"anyway."},{"speaker":"Mark Wainwright","startTime":1757.996,"endTime":1758.346,"body":"So"},{"speaker":"Mark Wainwright","startTime":1758.576,"endTime":1758.906,"body":"yeah.,"},{"speaker":"Mark Wainwright","startTime":1759.066,"endTime":1759.266,"body":"this"},{"speaker":"Mark Wainwright","startTime":1759.266,"endTime":1759.436,"body":"is"},{"speaker":"Mark Wainwright","startTime":1759.446,"endTime":1759.876,"body":"not"},{"speaker":"Mark Wainwright","startTime":1759.886,"endTime":1760.386,"body":"simple."},{"speaker":"Mark Wainwright","startTime":1760.386,"endTime":1760.546,"body":"This"},{"speaker":"Mark Wainwright","startTime":1760.546,"endTime":1760.686,"body":"is"},{"speaker":"Mark Wainwright","startTime":1760.696,"endTime":1760.996,"body":"not"},{"speaker":"Mark Wainwright","startTime":1760.996,"endTime":1761.336,"body":"simple"},{"speaker":"Mark Wainwright","startTime":1761.336,"endTime":1761.576,"body":"in,"},{"speaker":"Mark Wainwright","startTime":1761.616,"endTime":1762.126,"body":"in"},{"speaker":"Mark Wainwright","startTime":1762.186,"endTime":1763.166,"body":"industries"},{"speaker":"Mark Wainwright","startTime":1763.276,"endTime":1763.666,"body":"where"},{"speaker":"Mark Wainwright","startTime":1763.666,"endTime":1763.786,"body":"the"},{"speaker":"Mark Wainwright","startTime":1763.786,"endTime":1764.156,"body":"vast"},{"speaker":"Mark Wainwright","startTime":1764.156,"endTime":1764.716,"body":"majority"},{"speaker":"Mark Wainwright","startTime":1764.716,"endTime":1764.906,"body":"of"},{"speaker":"Mark Wainwright","startTime":1764.926,"endTime":1765.456,"body":"consulting"},{"speaker":"Mark Wainwright","startTime":1765.456,"endTime":1765.796,"body":"firms,"},{"speaker":"Mark Wainwright","startTime":1765.796,"endTime":1766.206,"body":"professional"},{"speaker":"Mark Wainwright","startTime":1766.206,"endTime":1766.606,"body":"services"},{"speaker":"Mark Wainwright","startTime":1766.606,"endTime":1766.916,"body":"firms,"},{"speaker":"Mark Wainwright","startTime":1767.511,"endTime":1767.681,"body":"Where"},{"speaker":"Mark Wainwright","startTime":1767.681,"endTime":1767.761,"body":"the"},{"speaker":"Mark Wainwright","startTime":1767.761,"endTime":1768.061,"body":"vast"},{"speaker":"Mark Wainwright","startTime":1768.061,"endTime":1768.531,"body":"majority"},{"speaker":"Mark Wainwright","startTime":1768.531,"endTime":1768.611,"body":"are"},{"speaker":"Mark Wainwright","startTime":1768.611,"endTime":1768.821,"body":"just"},{"speaker":"Mark Wainwright","startTime":1768.861,"endTime":1769.661,"body":"generalists"},{"speaker":"Mark Wainwright","startTime":1769.701,"endTime":1770.011,"body":"where"},{"speaker":"Mark Wainwright","startTime":1770.011,"endTime":1770.231,"body":"they're"},{"speaker":"Mark Wainwright","startTime":1770.241,"endTime":1770.581,"body":"just"},{"speaker":"Mark Wainwright","startTime":1770.581,"endTime":1770.781,"body":"like,"},{"speaker":"Mark Wainwright","startTime":1770.781,"endTime":1770.941,"body":"we"},{"speaker":"Mark Wainwright","startTime":1770.941,"endTime":1771.131,"body":"do"},{"speaker":"Mark Wainwright","startTime":1771.131,"endTime":1771.241,"body":"a"},{"speaker":"Mark Wainwright","startTime":1771.241,"endTime":1771.491,"body":"little"},{"speaker":"Mark Wainwright","startTime":1771.501,"endTime":1771.641,"body":"bit"},{"speaker":"Mark Wainwright","startTime":1771.641,"endTime":1771.751,"body":"of"},{"speaker":"Mark Wainwright","startTime":1771.751,"endTime":1771.791,"body":"a"},{"speaker":"Mark Wainwright","startTime":1771.791,"endTime":1772.021,"body":"lot"},{"speaker":"Mark Wainwright","startTime":1772.021,"endTime":1772.131,"body":"of"},{"speaker":"Mark Wainwright","startTime":1772.131,"endTime":1772.711,"body":"things"},{"speaker":"Mark Wainwright","startTime":1773.111,"endTime":1773.571,"body":"and"},{"speaker":"Mark Wainwright","startTime":1773.781,"endTime":1774.111,"body":"we're"},{"speaker":"Mark Wainwright","startTime":1774.191,"endTime":1774.641,"body":"happy"},{"speaker":"Mark Wainwright","startTime":1774.641,"endTime":1775.011,"body":"doing"},{"speaker":"Mark Wainwright","startTime":1775.011,"endTime":1775.461,"body":"that."},{"speaker":"Mark Wainwright","startTime":1776.501,"endTime":1777.041,"body":"Okay,"},{"speaker":"Mark Wainwright","startTime":1777.121,"endTime":1777.631,"body":"uh,"},{"speaker":"Mark Wainwright","startTime":1777.671,"endTime":1777.821,"body":"you"},{"speaker":"Mark Wainwright","startTime":1777.821,"endTime":1777.951,"body":"know,"},{"speaker":"Mark Wainwright","startTime":1777.971,"endTime":1778.151,"body":"but"},{"speaker":"Mark Wainwright","startTime":1778.181,"endTime":1778.471,"body":"this"},{"speaker":"Mark Wainwright","startTime":1778.481,"endTime":1778.641,"body":"is"},{"speaker":"Mark Wainwright","startTime":1778.641,"endTime":1778.961,"body":"hard"},{"speaker":"Mark Wainwright","startTime":1778.961,"endTime":1779.041,"body":"and"},{"speaker":"Mark Wainwright","startTime":1779.041,"endTime":1779.171,"body":"there's"},{"speaker":"Mark Wainwright","startTime":1779.171,"endTime":1779.231,"body":"a"},{"speaker":"Mark Wainwright","startTime":1779.231,"endTime":1779.401,"body":"little"},{"speaker":"Mark Wainwright","startTime":1779.401,"endTime":1779.591,"body":"bit"},{"speaker":"Mark Wainwright","startTime":1779.591,"endTime":1779.721,"body":"of"},{"speaker":"Mark Wainwright","startTime":1779.721,"endTime":1779.811,"body":"a"},{"speaker":"Mark Wainwright","startTime":1779.831,"endTime":1780.131,"body":"taking"},{"speaker":"Mark Wainwright","startTime":1780.131,"endTime":1780.231,"body":"the"},{"speaker":"Mark Wainwright","startTime":1780.231,"endTime":1780.661,"body":"plunge"},{"speaker":"Mark Wainwright","startTime":1780.661,"endTime":1781.091,"body":"thing."},{"speaker":"Mark Wainwright","startTime":1781.101,"endTime":1781.371,"body":"There's"},{"speaker":"Mark Wainwright","startTime":1781.371,"endTime":1781.681,"body":"definitely"},{"speaker":"Mark Wainwright","startTime":1781.681,"endTime":1781.741,"body":"a"},{"speaker":"Mark Wainwright","startTime":1781.741,"endTime":1781.921,"body":"little"},{"speaker":"Mark Wainwright","startTime":1781.921,"endTime":1782.041,"body":"bit"},{"speaker":"Mark Wainwright","startTime":1782.041,"endTime":1782.141,"body":"of"},{"speaker":"Mark Wainwright","startTime":1782.161,"endTime":1782.701,"body":"editing."},{"speaker":"Mark Wainwright","startTime":1783.231,"endTime":1783.371,"body":"the"},{"speaker":"Mark Wainwright","startTime":1783.371,"endTime":1783.981,"body":"analogy"},{"speaker":"Mark Wainwright","startTime":1783.981,"endTime":1784.111,"body":"that"},{"speaker":"Mark Wainwright","startTime":1784.111,"endTime":1784.221,"body":"I"},{"speaker":"Mark Wainwright","startTime":1784.231,"endTime":1784.481,"body":"bring"},{"speaker":"Mark Wainwright","startTime":1784.481,"endTime":1784.581,"body":"to"},{"speaker":"Mark Wainwright","startTime":1784.581,"endTime":1784.801,"body":"this,"},{"speaker":"Mark Wainwright","startTime":1784.821,"endTime":1785.001,"body":"it's"},{"speaker":"Mark Wainwright","startTime":1785.021,"endTime":1785.261,"body":"maybe"},{"speaker":"Mark Wainwright","startTime":1785.261,"endTime":1785.391,"body":"this"},{"speaker":"Mark Wainwright","startTime":1785.391,"endTime":1785.541,"body":"is"},{"speaker":"Mark Wainwright","startTime":1785.541,"endTime":1785.681,"body":"off"},{"speaker":"Mark Wainwright","startTime":1785.681,"endTime":1785.941,"body":"topic,"},{"speaker":"Mark Wainwright","startTime":1785.941,"endTime":1786.001,"body":"but"},{"speaker":"Mark Wainwright","startTime":1786.011,"endTime":1786.241,"body":"maybe"},{"speaker":"Mark Wainwright","startTime":1786.241,"endTime":1786.341,"body":"it's"},{"speaker":"Mark Wainwright","startTime":1786.351,"endTime":1786.571,"body":"not,"},{"speaker":"Mark Wainwright","startTime":1786.581,"endTime":1786.751,"body":"maybe"},{"speaker":"Mark Wainwright","startTime":1786.751,"endTime":1786.901,"body":"it's"},{"speaker":"Mark Wainwright","startTime":1786.901,"endTime":1787.061,"body":"right"},{"speaker":"Mark Wainwright","startTime":1787.061,"endTime":1787.291,"body":"on"},{"speaker":"Mark Wainwright","startTime":1787.291,"endTime":1787.541,"body":"is"},{"speaker":"Mark Wainwright","startTime":1787.551,"endTime":1787.881,"body":"that,"},{"speaker":"Mark Wainwright","startTime":1787.981,"endTime":1788.121,"body":"all"},{"speaker":"Mark Wainwright","startTime":1788.121,"endTime":1788.311,"body":"these"},{"speaker":"Mark Wainwright","startTime":1788.311,"endTime":1788.521,"body":"firms"},{"speaker":"Mark Wainwright","startTime":1788.531,"endTime":1788.781,"body":"start"},{"speaker":"Mark Wainwright","startTime":1788.781,"endTime":1788.941,"body":"off"},{"speaker":"Mark Wainwright","startTime":1788.951,"endTime":1789.091,"body":"as"},{"speaker":"Mark Wainwright","startTime":1789.091,"endTime":1789.271,"body":"big"},{"speaker":"Mark Wainwright","startTime":1789.281,"endTime":1789.631,"body":"chunks"},{"speaker":"Mark Wainwright","startTime":1789.631,"endTime":1789.781,"body":"of."},{"speaker":"Mark Wainwright","startTime":1790.086,"endTime":1790.616,"body":"Marble"},{"speaker":"Mark Wainwright","startTime":1790.876,"endTime":1791.106,"body":"big"},{"speaker":"Mark Wainwright","startTime":1791.106,"endTime":1791.516,"body":"blocks"},{"speaker":"Mark Wainwright","startTime":1791.516,"endTime":1791.696,"body":"of"},{"speaker":"Mark Wainwright","startTime":1791.696,"endTime":1792.306,"body":"marble"},{"speaker":"Mark Wainwright","startTime":1792.306,"endTime":1792.596,"body":"and"},{"speaker":"Mark Wainwright","startTime":1792.596,"endTime":1793.036,"body":"you"},{"speaker":"Mark Wainwright","startTime":1793.196,"endTime":1793.546,"body":"right"},{"speaker":"Mark Wainwright","startTime":1793.546,"endTime":1793.716,"body":"with"},{"speaker":"Mark Wainwright","startTime":1793.756,"endTime":1794.136,"body":"every"},{"speaker":"Mark Wainwright","startTime":1794.136,"endTime":1794.436,"body":"little"},{"speaker":"Mark Wainwright","startTime":1794.456,"endTime":1794.976,"body":"chip"},{"speaker":"Mark Wainwright","startTime":1795.116,"endTime":1795.306,"body":"of"},{"speaker":"Mark Wainwright","startTime":1795.306,"endTime":1795.516,"body":"your"},{"speaker":"Mark Wainwright","startTime":1795.526,"endTime":1796.146,"body":"chisel,"},{"speaker":"Mark Wainwright","startTime":1796.276,"endTime":1796.486,"body":"you"},{"speaker":"Mark Wainwright","startTime":1796.486,"endTime":1796.796,"body":"start"},{"speaker":"Mark Wainwright","startTime":1796.796,"endTime":1796.916,"body":"to"},{"speaker":"Mark Wainwright","startTime":1796.966,"endTime":1797.276,"body":"edit"},{"speaker":"Mark Wainwright","startTime":1797.296,"endTime":1797.606,"body":"that"},{"speaker":"Mark Wainwright","startTime":1797.616,"endTime":1798.156,"body":"block"},{"speaker":"Mark Wainwright","startTime":1798.176,"endTime":1798.796,"body":"away"},{"speaker":"Mark Wainwright","startTime":1798.826,"endTime":1799.376,"body":"to"},{"speaker":"Mark Wainwright","startTime":1799.466,"endTime":1799.746,"body":"some"},{"speaker":"Mark Wainwright","startTime":1799.746,"endTime":1800.126,"body":"final"},{"speaker":"Mark Wainwright","startTime":1800.136,"endTime":1800.586,"body":"form,"},{"speaker":"Mark Wainwright","startTime":1800.816,"endTime":1800.976,"body":"you"},{"speaker":"Mark Wainwright","startTime":1800.976,"endTime":1801.186,"body":"know,"},{"speaker":"Mark Wainwright","startTime":1801.196,"endTime":1801.536,"body":"some"},{"speaker":"Mark Wainwright","startTime":1801.546,"endTime":1802.136,"body":"sculpture"},{"speaker":"Mark Wainwright","startTime":1802.136,"endTime":1802.256,"body":"of"},{"speaker":"Mark Wainwright","startTime":1802.256,"endTime":1802.326,"body":"the"},{"speaker":"Mark Wainwright","startTime":1802.326,"endTime":1802.926,"body":"organization"},{"speaker":"Mark Wainwright","startTime":1802.926,"endTime":1803.046,"body":"that"},{"speaker":"Mark Wainwright","startTime":1803.046,"endTime":1803.206,"body":"you"},{"speaker":"Mark Wainwright","startTime":1803.206,"endTime":1803.486,"body":"want"},{"speaker":"Mark Wainwright","startTime":1803.496,"endTime":1803.646,"body":"to"},{"speaker":"Mark Wainwright","startTime":1803.656,"endTime":1803.956,"body":"be"},{"speaker":"Mark Wainwright","startTime":1803.956,"endTime":1804.236,"body":"right."},{"speaker":"Mark Wainwright","startTime":1804.356,"endTime":1804.566,"body":"And"},{"speaker":"Mark Wainwright","startTime":1804.566,"endTime":1804.786,"body":"that's"},{"speaker":"Mark Wainwright","startTime":1804.786,"endTime":1804.946,"body":"what"},{"speaker":"Mark Wainwright","startTime":1804.946,"endTime":1805.196,"body":"this"},{"speaker":"Mark Wainwright","startTime":1805.216,"endTime":1805.656,"body":"is,"},{"speaker":"Mark Wainwright","startTime":1805.656,"endTime":1805.956,"body":"is,"},{"speaker":"Mark Wainwright","startTime":1805.966,"endTime":1806.106,"body":"you"},{"speaker":"Mark Wainwright","startTime":1806.106,"endTime":1806.266,"body":"know,"},{"speaker":"Mark Wainwright","startTime":1806.476,"endTime":1806.676,"body":"with"},{"speaker":"Mark Wainwright","startTime":1806.726,"endTime":1807.266,"body":"every."},{"speaker":"Mark Wainwright","startTime":1807.671,"endTime":1808.091,"body":"Every"},{"speaker":"Mark Wainwright","startTime":1808.481,"endTime":1808.721,"body":"chip"},{"speaker":"Mark Wainwright","startTime":1808.731,"endTime":1808.911,"body":"you"},{"speaker":"Mark Wainwright","startTime":1808.911,"endTime":1809.221,"body":"make,"},{"speaker":"Mark Wainwright","startTime":1809.221,"endTime":1809.401,"body":"every"},{"speaker":"Mark Wainwright","startTime":1809.401,"endTime":1809.881,"body":"decision"},{"speaker":"Mark Wainwright","startTime":1809.881,"endTime":1810.011,"body":"you"},{"speaker":"Mark Wainwright","startTime":1810.011,"endTime":1810.281,"body":"make,"},{"speaker":"Mark Wainwright","startTime":1810.281,"endTime":1810.511,"body":"every"},{"speaker":"Mark Wainwright","startTime":1810.571,"endTime":1810.821,"body":"client"},{"speaker":"Mark Wainwright","startTime":1810.831,"endTime":1810.971,"body":"you"},{"speaker":"Mark Wainwright","startTime":1810.971,"endTime":1811.231,"body":"take"},{"speaker":"Mark Wainwright","startTime":1811.231,"endTime":1811.461,"body":"on"},{"speaker":"Mark Wainwright","startTime":1811.461,"endTime":1811.521,"body":"or"},{"speaker":"Mark Wainwright","startTime":1811.521,"endTime":1811.771,"body":"don't"},{"speaker":"Mark Wainwright","startTime":1811.781,"endTime":1812.011,"body":"take"},{"speaker":"Mark Wainwright","startTime":1812.011,"endTime":1812.201,"body":"on,"},{"speaker":"Mark Wainwright","startTime":1812.201,"endTime":1812.321,"body":"you"},{"speaker":"Mark Wainwright","startTime":1812.321,"endTime":1812.791,"body":"continue"},{"speaker":"Mark Wainwright","startTime":1812.791,"endTime":1812.961,"body":"to"},{"speaker":"Mark Wainwright","startTime":1812.961,"endTime":1813.451,"body":"refine"},{"speaker":"Mark Wainwright","startTime":1813.451,"endTime":1813.631,"body":"that"},{"speaker":"Mark Wainwright","startTime":1813.631,"endTime":1813.831,"body":"big"},{"speaker":"Mark Wainwright","startTime":1813.841,"endTime":1814.361,"body":"block"},{"speaker":"Mark Wainwright","startTime":1814.611,"endTime":1814.811,"body":"till"},{"speaker":"Mark Wainwright","startTime":1814.811,"endTime":1814.891,"body":"it"},{"speaker":"Mark Wainwright","startTime":1814.891,"endTime":1815.291,"body":"becomes"},{"speaker":"Mark Wainwright","startTime":1815.311,"endTime":1815.871,"body":"this,"},{"speaker":"Mark Wainwright","startTime":1815.981,"endTime":1816.461,"body":"this"},{"speaker":"Mark Wainwright","startTime":1816.531,"endTime":1817.081,"body":"form"},{"speaker":"Mark Wainwright","startTime":1817.091,"endTime":1817.431,"body":"that"},{"speaker":"Mark Wainwright","startTime":1817.541,"endTime":1817.671,"body":"you're"},{"speaker":"Mark Wainwright","startTime":1817.671,"endTime":1818.021,"body":"incredibly"},{"speaker":"Mark Wainwright","startTime":1818.021,"endTime":1818.401,"body":"proud"},{"speaker":"Mark Wainwright","startTime":1818.411,"endTime":1818.761,"body":"of,"},{"speaker":"Mark Wainwright","startTime":1818.761,"endTime":1819.061,"body":"that"},{"speaker":"Mark Wainwright","startTime":1819.191,"endTime":1819.531,"body":"people"},{"speaker":"Mark Wainwright","startTime":1819.531,"endTime":1820.031,"body":"love,"},{"speaker":"Mark Wainwright","startTime":1820.031,"endTime":1820.331,"body":"that"},{"speaker":"Mark Wainwright","startTime":1820.441,"endTime":1820.731,"body":"draws"},{"speaker":"Mark Wainwright","startTime":1820.731,"endTime":1821.521,"body":"attention,"},{"speaker":"Mark Wainwright","startTime":1821.591,"endTime":1821.751,"body":"all"},{"speaker":"Mark Wainwright","startTime":1821.751,"endTime":1821.941,"body":"those"},{"speaker":"Mark Wainwright","startTime":1821.941,"endTime":1822.231,"body":"things."},{"speaker":"Mark Wainwright","startTime":1822.231,"endTime":1822.541,"body":"So,"},{"speaker":"Mark Wainwright","startTime":1823.011,"endTime":1823.221,"body":"yeah,"},{"speaker":"Mark Wainwright","startTime":1823.221,"endTime":1823.441,"body":"that's"},{"speaker":"Mark Wainwright","startTime":1823.441,"endTime":1823.541,"body":"the"},{"speaker":"Mark Wainwright","startTime":1823.541,"endTime":1823.861,"body":"picture"},{"speaker":"Mark Wainwright","startTime":1823.861,"endTime":1823.911,"body":"I"},{"speaker":"Mark Wainwright","startTime":1823.911,"endTime":1824.111,"body":"always"},{"speaker":"Mark Wainwright","startTime":1824.111,"endTime":1824.251,"body":"have"},{"speaker":"Mark Wainwright","startTime":1824.251,"endTime":1824.331,"body":"in"},{"speaker":"Mark Wainwright","startTime":1824.331,"endTime":1824.471,"body":"my"},{"speaker":"Mark Wainwright","startTime":1824.471,"endTime":1824.711,"body":"mind"},{"speaker":"Mark Wainwright","startTime":1824.711,"endTime":1824.811,"body":"when"},{"speaker":"Mark Wainwright","startTime":1824.811,"endTime":1824.881,"body":"I"},{"speaker":"Mark Wainwright","startTime":1824.911,"endTime":1825.161,"body":"talk"},{"speaker":"Mark Wainwright","startTime":1825.171,"endTime":1825.441,"body":"about"},{"speaker":"Mark Wainwright","startTime":1825.441,"endTime":1825.721,"body":"this,"},{"speaker":"Mark Wainwright","startTime":1825.761,"endTime":1825.951,"body":"this"},{"speaker":"Mark Wainwright","startTime":1825.951,"endTime":1826.621,"body":"subject"},{"speaker":"Mark Wainwright","startTime":1827.051,"endTime":1827.571,"body":"is"},{"speaker":"Mark Wainwright","startTime":1827.811,"endTime":1827.961,"body":"what"},{"speaker":"Mark Wainwright","startTime":1827.961,"endTime":1827.98,"body":"do"},{"speaker":"Mark Wainwright","startTime":1827.981,"endTime":1828.011,"body":"you"},{"speaker":"Mark Wainwright","startTime":1828.011,"endTime":1828.141,"body":"want"},{"speaker":"Mark Wainwright","startTime":1828.141,"endTime":1828.211,"body":"to"},{"speaker":"Mark Wainwright","startTime":1828.221,"endTime":1828.441,"body":"look"},{"speaker":"Mark Wainwright","startTime":1828.441,"endTime":1828.851,"body":"like"},{"speaker":"Mark Wainwright","startTime":1829.161,"endTime":1829.691,"body":"and"},{"speaker":"Mark Wainwright","startTime":1830.321,"endTime":1830.851,"body":"understand"},{"speaker":"Mark Wainwright","startTime":1830.851,"endTime":1830.951,"body":"that"},{"speaker":"Mark Wainwright","startTime":1830.951,"endTime":1831.141,"body":"every"},{"speaker":"Mark Wainwright","startTime":1831.141,"endTime":1831.531,"body":"decision"},{"speaker":"Mark Wainwright","startTime":1831.531,"endTime":1831.661,"body":"that"},{"speaker":"Mark Wainwright","startTime":1831.661,"endTime":1831.791,"body":"you"},{"speaker":"Mark Wainwright","startTime":1831.791,"endTime":1832.101,"body":"make,"},{"speaker":"Mark Wainwright","startTime":1832.101,"endTime":1832.311,"body":"every"},{"speaker":"Mark Wainwright","startTime":1832.311,"endTime":1832.601,"body":"chip"},{"speaker":"Mark Wainwright","startTime":1832.641,"endTime":1832.801,"body":"you"},{"speaker":"Mark Wainwright","startTime":1832.801,"endTime":1833.051,"body":"take"},{"speaker":"Mark Wainwright","startTime":1833.051,"endTime":1833.161,"body":"at"},{"speaker":"Mark Wainwright","startTime":1833.161,"endTime":1833.351,"body":"that"},{"speaker":"Mark Wainwright","startTime":1833.351,"endTime":1833.891,"body":"block"},{"speaker":"Mark Wainwright","startTime":1833.991,"endTime":1834.181,"body":"is"},{"speaker":"Mark Wainwright","startTime":1834.181,"endTime":1834.421,"body":"either"},{"speaker":"Mark Wainwright","startTime":1835.241,"endTime":1835.621,"body":"moving"},{"speaker":"Mark Wainwright","startTime":1835.621,"endTime":1835.751,"body":"you"},{"speaker":"Mark Wainwright","startTime":1835.751,"endTime":1835.811,"body":"in"},{"speaker":"Mark Wainwright","startTime":1835.811,"endTime":1835.901,"body":"the"},{"speaker":"Mark Wainwright","startTime":1835.901,"endTime":1836.091,"body":"right"},{"speaker":"Mark Wainwright","startTime":1836.091,"endTime":1836.701,"body":"direction."},{"speaker":"Mark Wainwright","startTime":1837.391,"endTime":1837.841,"body":"Or"},{"speaker":"Mark Wainwright","startTime":1838.031,"endTime":1838.301,"body":"taking"},{"speaker":"Mark Wainwright","startTime":1838.301,"endTime":1838.471,"body":"you"},{"speaker":"Mark Wainwright","startTime":1838.471,"endTime":1838.541,"body":"in"},{"speaker":"Mark Wainwright","startTime":1838.541,"endTime":1838.631,"body":"the"},{"speaker":"Mark Wainwright","startTime":1838.631,"endTime":1838.811,"body":"other"},{"speaker":"Mark Wainwright","startTime":1838.811,"endTime":1839.331,"body":"direction."},{"speaker":"Mark Wainwright","startTime":1839.341,"endTime":1839.741,"body":"So"},{"speaker":"Mark Wainwright","startTime":1840.121,"endTime":1840.471,"body":"it's,"},{"speaker":"Mark Wainwright","startTime":1840.881,"endTime":1840.991,"body":"I"},{"speaker":"Mark Wainwright","startTime":1840.991,"endTime":1841.101,"body":"don't"},{"speaker":"Mark Wainwright","startTime":1841.101,"endTime":1841.211,"body":"know,"},{"speaker":"Mark Wainwright","startTime":1841.211,"endTime":1841.511,"body":"John,"},{"speaker":"Mark Wainwright","startTime":1841.511,"endTime":1841.681,"body":"I,"},{"speaker":"Mark Wainwright","startTime":1842.131,"endTime":1842.281,"body":"I"},{"speaker":"Mark Wainwright","startTime":1842.281,"endTime":1842.531,"body":"think"},{"speaker":"Mark Wainwright","startTime":1842.531,"endTime":1842.681,"body":"this"},{"speaker":"Mark Wainwright","startTime":1842.691,"endTime":1842.831,"body":"is"},{"speaker":"Mark Wainwright","startTime":1842.831,"endTime":1843.161,"body":"almost"},{"speaker":"Mark Wainwright","startTime":1843.161,"endTime":1843.341,"body":"like"},{"speaker":"Mark Wainwright","startTime":1843.341,"endTime":1843.501,"body":"a,"},{"speaker":"Mark Wainwright","startTime":1844.411,"endTime":1844.581,"body":"this"},{"speaker":"Mark Wainwright","startTime":1844.581,"endTime":1844.711,"body":"is"},{"speaker":"Mark Wainwright","startTime":1844.711,"endTime":1844.781,"body":"a"},{"speaker":"Mark Wainwright","startTime":1844.781,"endTime":1844.991,"body":"deal"},{"speaker":"Mark Wainwright","startTime":1844.991,"endTime":1845.311,"body":"breaker"},{"speaker":"Mark Wainwright","startTime":1845.311,"endTime":1845.491,"body":"for"},{"speaker":"Mark Wainwright","startTime":1845.491,"endTime":1845.661,"body":"us,"},{"speaker":"Mark Wainwright","startTime":1845.661,"endTime":1845.901,"body":"John."},{"speaker":"Mark Wainwright","startTime":1845.901,"endTime":1846.021,"body":"It's"},{"speaker":"Mark Wainwright","startTime":1846.021,"endTime":1846.211,"body":"just"},{"speaker":"Mark Wainwright","startTime":1846.211,"endTime":1846.341,"body":"like,"},{"speaker":"Mark Wainwright","startTime":1846.341,"endTime":1846.761,"body":"man,"},{"speaker":"Mark Wainwright","startTime":1847.241,"endTime":1847.421,"body":"you"},{"speaker":"Mark Wainwright","startTime":1847.421,"endTime":1847.581,"body":"got"},{"speaker":"Mark Wainwright","startTime":1847.581,"endTime":1847.641,"body":"to"},{"speaker":"Mark Wainwright","startTime":1847.641,"endTime":1848.311,"body":"specialize"},{"speaker":"John Tyreman","startTime":1848.311,"endTime":1848.421,"body":"I"},{"speaker":"John Tyreman","startTime":1848.421,"endTime":1848.661,"body":"love"},{"speaker":"John Tyreman","startTime":1848.661,"endTime":1848.931,"body":"that"},{"speaker":"John Tyreman","startTime":1848.961,"endTime":1849.471,"body":"block"},{"speaker":"John Tyreman","startTime":1849.561,"endTime":1850.109,"body":"of"},{"speaker":"John Tyreman","startTime":1850.951,"endTime":1851.011,"body":"marble"},{"speaker":"John Tyreman","startTime":1851.011,"endTime":1851.581,"body":"analogy."},{"speaker":"John Tyreman","startTime":1851.811,"endTime":1851.931,"body":"And"},{"speaker":"John Tyreman","startTime":1851.931,"endTime":1852.121,"body":"so"},{"speaker":"John Tyreman","startTime":1852.121,"endTime":1852.281,"body":"if"},{"speaker":"John Tyreman","startTime":1852.281,"endTime":1852.421,"body":"you"},{"speaker":"John Tyreman","startTime":1852.421,"endTime":1852.66,"body":"want"},{"speaker":"John Tyreman","startTime":1852.661,"endTime":1852.841,"body":"your"},{"speaker":"John Tyreman","startTime":1852.851,"endTime":1853.261,"body":"firm"},{"speaker":"John Tyreman","startTime":1853.261,"endTime":1853.411,"body":"to"},{"speaker":"John Tyreman","startTime":1853.411,"endTime":1853.711,"body":"look"},{"speaker":"John Tyreman","startTime":1853.731,"endTime":1854.271,"body":"like"},{"speaker":"John Tyreman","startTime":1854.491,"endTime":1854.631,"body":"the"},{"speaker":"John Tyreman","startTime":1854.631,"endTime":1855.011,"body":"Statue"},{"speaker":"John Tyreman","startTime":1855.011,"endTime":1855.161,"body":"of"},{"speaker":"John Tyreman","startTime":1855.161,"endTime":1855.571,"body":"David"},{"speaker":"John Tyreman","startTime":1855.571,"endTime":1855.721,"body":"by"},{"speaker":"John Tyreman","startTime":1855.721,"endTime":1856.561,"body":"Michelangelo,"},{"speaker":"John Tyreman","startTime":1856.991,"endTime":1857.241,"body":"Make"},{"speaker":"John Tyreman","startTime":1857.241,"endTime":1857.441,"body":"sure"},{"speaker":"John Tyreman","startTime":1857.441,"endTime":1857.561,"body":"that"},{"speaker":"John Tyreman","startTime":1857.561,"endTime":1857.671,"body":"you"},{"speaker":"John Tyreman","startTime":1857.671,"endTime":1858.671,"body":"specialize"},{"speaker":"John Tyreman","startTime":1858.781,"endTime":1859.211,"body":"and"},{"speaker":"John Tyreman","startTime":1859.221,"endTime":1859.571,"body":"really"},{"speaker":"John Tyreman","startTime":1859.571,"endTime":1859.781,"body":"niche"},{"speaker":"John Tyreman","startTime":1859.781,"endTime":1860.031,"body":"down"},{"speaker":"John Tyreman","startTime":1860.031,"endTime":1860.331,"body":"because"},{"speaker":"John Tyreman","startTime":1860.391,"endTime":1860.661,"body":"there's"},{"speaker":"John Tyreman","startTime":1860.671,"endTime":1861.161,"body":"riches"},{"speaker":"John Tyreman","startTime":1861.181,"endTime":1861.331,"body":"in"},{"speaker":"John Tyreman","startTime":1861.331,"endTime":1861.401,"body":"the"},{"speaker":"John Tyreman","startTime":1861.401,"endTime":1861.831,"body":"niches,"},{"speaker":"Mark Wainwright","startTime":1861.99,"endTime":1862.77,"body":"riches"},{"speaker":"Mark Wainwright","startTime":1862.86,"endTime":1863.05,"body":"in"},{"speaker":"Mark Wainwright","startTime":1863.05,"endTime":1863.16,"body":"the"},{"speaker":"Mark Wainwright","startTime":1863.16,"endTime":1863.76,"body":"niches."},{"speaker":"John Tyreman","startTime":1863.981,"endTime":1864.171,"body":"He"},{"speaker":"John Tyreman","startTime":1864.171,"endTime":1864.481,"body":"thought"},{"speaker":"John Tyreman","startTime":1864.511,"endTime":1864.621,"body":"we"},{"speaker":"John Tyreman","startTime":1864.621,"endTime":1864.721,"body":"were"},{"speaker":"John Tyreman","startTime":1864.721,"endTime":1864.811,"body":"going"},{"speaker":"John Tyreman","startTime":1864.811,"endTime":1864.881,"body":"to"},{"speaker":"John Tyreman","startTime":1864.881,"endTime":1865.091,"body":"get"},{"speaker":"John Tyreman","startTime":1865.091,"endTime":1865.481,"body":"through"},{"speaker":"John Tyreman","startTime":1865.731,"endTime":1866.161,"body":"without"},{"speaker":"John Tyreman","startTime":1866.161,"endTime":1866.311,"body":"me"},{"speaker":"John Tyreman","startTime":1866.311,"endTime":1866.661,"body":"saying"},{"speaker":"John Tyreman","startTime":1866.661,"endTime":1866.901,"body":"that,"},{"speaker":"John Tyreman","startTime":1866.901,"endTime":1867.031,"body":"but"},{"speaker":"John Tyreman","startTime":1867.031,"endTime":1867.141,"body":"we"},{"speaker":"Mark Wainwright","startTime":1867.17,"endTime":1867.33,"body":"You"},{"speaker":"Mark Wainwright","startTime":1867.34,"endTime":1867.65,"body":"nailed"},{"speaker":"Mark Wainwright","startTime":1867.65,"endTime":1867.84,"body":"it."},{"speaker":"Mark Wainwright","startTime":1868.22,"endTime":1868.38,"body":"You"},{"speaker":"Mark Wainwright","startTime":1868.38,"endTime":1868.67,"body":"nailed"},{"speaker":"Mark Wainwright","startTime":1868.67,"endTime":1868.82,"body":"it"},{"speaker":"John Tyreman","startTime":1870.011,"endTime":1870.171,"body":"Well,"},{"speaker":"John Tyreman","startTime":1870.171,"endTime":1870.211,"body":"I"},{"speaker":"John Tyreman","startTime":1870.211,"endTime":1870.401,"body":"think"},{"speaker":"John Tyreman","startTime":1870.401,"endTime":1870.481,"body":"we"},{"speaker":"John Tyreman","startTime":1870.481,"endTime":1870.681,"body":"broke"},{"speaker":"John Tyreman","startTime":1870.681,"endTime":1870.851,"body":"this"},{"speaker":"John Tyreman","startTime":1870.851,"endTime":1871.011,"body":"one"},{"speaker":"John Tyreman","startTime":1871.011,"endTime":1871.261,"body":"down"},{"speaker":"John Tyreman","startTime":1871.261,"endTime":1871.991,"body":"sufficiently"},{"speaker":"Mark Wainwright","startTime":1872.29,"endTime":1872.7,"body":"good."},{"speaker":"Mark Wainwright","startTime":1872.71,"endTime":1873.06,"body":"It's,"},{"speaker":"Mark Wainwright","startTime":1873.07,"endTime":1873.29,"body":"it's"},{"speaker":"Mark Wainwright","startTime":1873.29,"endTime":1873.47,"body":"a,"},{"speaker":"Mark Wainwright","startTime":1873.49,"endTime":1873.68,"body":"it's"},{"speaker":"Mark Wainwright","startTime":1873.68,"endTime":1873.77,"body":"a"},{"speaker":"Mark Wainwright","startTime":1873.77,"endTime":1874.37,"body":"fascinating"},{"speaker":"Mark Wainwright","startTime":1874.37,"endTime":1874.7,"body":"topic."},{"speaker":"Mark Wainwright","startTime":1874.7,"endTime":1874.86,"body":"Like"},{"speaker":"Mark Wainwright","startTime":1874.86,"endTime":1874.92,"body":"I"},{"speaker":"Mark Wainwright","startTime":1874.92,"endTime":1875.17,"body":"said,"},{"speaker":"Mark Wainwright","startTime":1875.17,"endTime":1875.42,"body":"there's"},{"speaker":"Mark Wainwright","startTime":1875.43,"endTime":1875.49,"body":"a"},{"speaker":"Mark Wainwright","startTime":1875.49,"endTime":1875.68,"body":"lot"},{"speaker":"Mark Wainwright","startTime":1875.68,"endTime":1875.75,"body":"of"},{"speaker":"Mark Wainwright","startTime":1875.75,"endTime":1875.94,"body":"great"},{"speaker":"Mark Wainwright","startTime":1875.94,"endTime":1876.52,"body":"voices."},{"speaker":"Mark Wainwright","startTime":1877.005,"endTime":1877.305,"body":"Out"},{"speaker":"Mark Wainwright","startTime":1877.305,"endTime":1877.755,"body":"there,"},{"speaker":"Mark Wainwright","startTime":1877.985,"endTime":1878.165,"body":"that"},{"speaker":"Mark Wainwright","startTime":1878.165,"endTime":1878.275,"body":"are"},{"speaker":"Mark Wainwright","startTime":1878.275,"endTime":1878.655,"body":"talking"},{"speaker":"Mark Wainwright","startTime":1878.655,"endTime":1878.985,"body":"about"},{"speaker":"Mark Wainwright","startTime":1878.985,"endTime":1879.625,"body":"this."},{"speaker":"Mark Wainwright","startTime":1879.685,"endTime":1879.975,"body":"if"},{"speaker":"Mark Wainwright","startTime":1880.095,"endTime":1880.665,"body":"people,"},{"speaker":"Mark Wainwright","startTime":1881.145,"endTime":1881.785,"body":"organizations"},{"speaker":"Mark Wainwright","startTime":1881.785,"endTime":1881.895,"body":"just"},{"speaker":"Mark Wainwright","startTime":1881.895,"endTime":1882.055,"body":"think"},{"speaker":"Mark Wainwright","startTime":1882.055,"endTime":1882.185,"body":"this"},{"speaker":"Mark Wainwright","startTime":1882.195,"endTime":1882.335,"body":"is"},{"speaker":"Mark Wainwright","startTime":1882.335,"endTime":1882.625,"body":"nearly"},{"speaker":"Mark Wainwright","startTime":1882.625,"endTime":1883.565,"body":"impossible."},{"speaker":"Mark Wainwright","startTime":1883.745,"endTime":1883.815,"body":"I"},{"speaker":"Mark Wainwright","startTime":1883.815,"endTime":1883.925,"body":"tell"},{"speaker":"Mark Wainwright","startTime":1883.925,"endTime":1884.015,"body":"you,"},{"speaker":"Mark Wainwright","startTime":1884.015,"endTime":1884.125,"body":"it's"},{"speaker":"Mark Wainwright","startTime":1884.135,"endTime":1884.645,"body":"not,"},{"speaker":"Mark Wainwright","startTime":1884.955,"endTime":1885.135,"body":"and"},{"speaker":"Mark Wainwright","startTime":1885.135,"endTime":1885.225,"body":"I'll"},{"speaker":"Mark Wainwright","startTime":1885.225,"endTime":1885.345,"body":"tell"},{"speaker":"Mark Wainwright","startTime":1885.345,"endTime":1885.515,"body":"you,"},{"speaker":"Mark Wainwright","startTime":1885.565,"endTime":1886.152,"body":"organizations"},{"speaker":"Mark Wainwright","startTime":1886.152,"endTime":1886.272,"body":"of"},{"speaker":"Mark Wainwright","startTime":1886.272,"endTime":1886.482,"body":"just"},{"speaker":"Mark Wainwright","startTime":1886.482,"endTime":1886.682,"body":"about"},{"speaker":"Mark Wainwright","startTime":1886.702,"endTime":1886.952,"body":"any"},{"speaker":"Mark Wainwright","startTime":1886.952,"endTime":1887.602,"body":"size,"},{"speaker":"Mark Wainwright","startTime":1887.922,"endTime":1888.582,"body":"provided"},{"speaker":"Mark Wainwright","startTime":1888.592,"endTime":1888.912,"body":"the"},{"speaker":"Mark Wainwright","startTime":1888.922,"endTime":1889.302,"body":"addressable"},{"speaker":"Mark Wainwright","startTime":1889.322,"endTime":1890.172,"body":"marketplace"},{"speaker":"Mark Wainwright","startTime":1890.582,"endTime":1890.752,"body":"is"},{"speaker":"Mark Wainwright","startTime":1890.752,"endTime":1890.972,"body":"large"},{"speaker":"Mark Wainwright","startTime":1890.972,"endTime":1891.332,"body":"enough."},{"speaker":"Mark Wainwright","startTime":1891.382,"endTime":1891.572,"body":"you"},{"speaker":"Mark Wainwright","startTime":1891.572,"endTime":1891.712,"body":"can"},{"speaker":"Mark Wainwright","startTime":1891.712,"endTime":1891.952,"body":"narrow"},{"speaker":"Mark Wainwright","startTime":1891.952,"endTime":1892.202,"body":"down"},{"speaker":"Mark Wainwright","startTime":1892.202,"endTime":1892.472,"body":"as,"},{"speaker":"Mark Wainwright","startTime":1892.522,"endTime":1892.732,"body":"as"},{"speaker":"Mark Wainwright","startTime":1892.732,"endTime":1892.952,"body":"much"},{"speaker":"Mark Wainwright","startTime":1892.972,"endTime":1893.062,"body":"as"},{"speaker":"Mark Wainwright","startTime":1893.062,"endTime":1893.262,"body":"you'd"},{"speaker":"Mark Wainwright","startTime":1893.262,"endTime":1893.622,"body":"like,"},{"speaker":"Mark Wainwright","startTime":1893.882,"endTime":1894.182,"body":"and"},{"speaker":"Mark Wainwright","startTime":1894.182,"endTime":1894.412,"body":"there's"},{"speaker":"Mark Wainwright","startTime":1894.462,"endTime":1894.662,"body":"tons"},{"speaker":"Mark Wainwright","startTime":1894.662,"endTime":1894.732,"body":"of"},{"speaker":"Mark Wainwright","startTime":1894.742,"endTime":1895.132,"body":"benefit."},{"speaker":"Mark Wainwright","startTime":1895.272,"endTime":1895.562,"body":"So,"},{"speaker":"Mark Wainwright","startTime":1895.852,"endTime":1896.072,"body":"yeah,"},{"speaker":"Mark Wainwright","startTime":1896.122,"endTime":1896.232,"body":"I"},{"speaker":"Mark Wainwright","startTime":1896.232,"endTime":1896.442,"body":"think"},{"speaker":"Mark Wainwright","startTime":1896.442,"endTime":1896.572,"body":"this"},{"speaker":"Mark Wainwright","startTime":1896.592,"endTime":1896.872,"body":"is,"},{"speaker":"Mark Wainwright","startTime":1896.952,"endTime":1897.102,"body":"this"},{"speaker":"Mark Wainwright","startTime":1897.102,"endTime":1897.202,"body":"is"},{"speaker":"Mark Wainwright","startTime":1897.202,"endTime":1897.242,"body":"a"},{"speaker":"Mark Wainwright","startTime":1897.242,"endTime":1897.372,"body":"good"},{"speaker":"Mark Wainwright","startTime":1897.372,"endTime":1897.492,"body":"one,"},{"speaker":"Mark Wainwright","startTime":1897.492,"endTime":1897.762,"body":"John,"},{"speaker":"Mark Wainwright","startTime":1898.072,"endTime":1898.592,"body":"until"},{"speaker":"Mark Wainwright","startTime":1898.842,"endTime":1899.102,"body":"next"},{"speaker":"Mark Wainwright","startTime":1899.102,"endTime":1899.422,"body":"time."},{"speaker":"John Tyreman","startTime":1900.027,"endTime":1900.387,"body":"until"},{"speaker":"John Tyreman","startTime":1900.387,"endTime":1900.607,"body":"next"},{"speaker":"John Tyreman","startTime":1900.607,"endTime":1900.907,"body":"time."}]}