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TRANSCRIPTION WITH SPEAKERS
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[00:00] SPEAKER_00: Welcome to Canada's Podcast.
[00:05] SPEAKER_00: Hi everybody, I'm Phil Bliss, founder and CEO of Canada's Podcast,
[00:10] SPEAKER_00: coming to you today from Toronto.
[00:13] SPEAKER_00: With over 20 years of insurance industry experience,
[00:17] SPEAKER_00: Andrew Clark is president and CEO of Aligned Insurance,
[00:21] SPEAKER_00: a growing brokerage that is aligned with the interests and needs of Canadian business.
[00:27] SPEAKER_00: Andrew founded Aligned Insurance in 2014,
[00:31] SPEAKER_00: with a vision to create a different kind of brokerage,
[00:34] SPEAKER_00: one that is driven by innovation, education and customer service.
[00:39] SPEAKER_00: Through a unique approach and a dedicated team of professionals,
[00:43] SPEAKER_00: he's built a highly successful venture.
[00:46] SPEAKER_00: Andrew has been named one of Canada's top 10 under 40,
[00:49] SPEAKER_00: a top 30 elite insurance brokers, and a company to watch.
[00:54] SPEAKER_00: Andrew is also a passionate skier and Alpin Canada coach,
[00:59] SPEAKER_00: which we shall discuss during our session.
[01:02] SPEAKER_00: Great to see you, welcome to Canada's Podcast,
[01:06] SPEAKER_00: and we've got to have an interesting conversation,
[01:10] SPEAKER_00: but before we get much further, why don't you tell a little bit about
[01:14] SPEAKER_00: who Andrew Clark is and why you're here kind of thing?
[01:21] SPEAKER_03: Fair enough, and thanks so much for having me, Phil.
[01:23] SPEAKER_03: It's a real pleasure and honor.
[01:25] SPEAKER_03: So I grew up in a small town, Ontario,
[01:29] SPEAKER_03: and I was actually going to the University of Welfth at the time,
[01:33] SPEAKER_03: and just studying political science and criminal justice
[01:37] SPEAKER_03: was pretty dead sad on becoming a cop or a lawyer.
[01:42] SPEAKER_03: It was kind of my two choices.
[01:44] SPEAKER_03: Andrew, coach, you played rugby with my son.
[01:46] SPEAKER_00: I was very happy with my son.
[01:49] SPEAKER_03: I'm very quickly realized it wasn't smart enough to be a lawyer,
[01:52] SPEAKER_03: and that might have been hardly due to rugby as well.
[01:56] SPEAKER_03: But no, I really kind of set my sights on becoming a police officer
[02:01] SPEAKER_03: and was going through my degree and working hard towards that
[02:06] SPEAKER_03: in all areas, volunteering and all sorts of things.
[02:09] SPEAKER_03: And one day I was going to the beach in Grand Bend
[02:13] SPEAKER_03: with my beautiful wife, girlfriend at the time.
[02:17] SPEAKER_03: And we were here and into a car,
[02:19] SPEAKER_03: just one of those fluke situations,
[02:23] SPEAKER_03: and it got pushed into an oncoming traffic
[02:25] SPEAKER_03: and created this horrific series of events.
[02:29] SPEAKER_03: There was four cars ultimately involved, broken legs and arms,
[02:34] SPEAKER_03: and some substantial injuries.
[02:37] SPEAKER_03: And that event changed the course of my life.
[02:41] SPEAKER_03: I was, you know, once later, you know, a car repaired
[02:45] SPEAKER_03: and didn't, you know, had to attend court in a few things,
[02:48] SPEAKER_03: but for the criminal or the ticket side of things,
[02:55] SPEAKER_03: but was sitting there and my having lunch
[02:57] SPEAKER_03: and it got an knock on the door and was given an envelope.
[03:02] SPEAKER_03: And they said, you've been served.
[03:04] SPEAKER_03: And I had no idea what this meant.
[03:07] SPEAKER_03: I was 21 years old and opened the document up
[03:09] SPEAKER_03: and I was sued for $2.2 million for the accident.
[03:12] SPEAKER_03: I was involved with months ago.
[03:15] SPEAKER_03: And really, at that point, it became, you know,
[03:19] SPEAKER_03: all the emotions, all the, you know, feelings that go along
[03:21] SPEAKER_03: with that shock and instantly called my, you know,
[03:25] SPEAKER_03: insurance brokerage and got the claim filed and made them aware of it.
[03:30] SPEAKER_03: And, you know, I was left with this feeling and experience
[03:33] SPEAKER_03: of being helped with the, by the insurance industry,
[03:36] SPEAKER_03: that just really opened my eyes to a lot of different aspects of it.
[03:40] SPEAKER_03: And from there, I set my site on becoming part of it.
[03:44] SPEAKER_03: I thought, you know, why wouldn't I want to be a part of an industry
[03:46] SPEAKER_03: that's there to help people when bad things happen?
[03:49] SPEAKER_03: And ultimately, that was a big, yeah, big kind of turning point
[03:53] SPEAKER_03: of my life and became the reason why I pursued a career in insurance.
[03:59] SPEAKER_03: And the rest is kind of history.
[04:02] SPEAKER_00: Okay.
[04:04] SPEAKER_00: But, you know, the insurance business, the FinTech business in general,
[04:09] SPEAKER_00: I mean, there's been such a revolution over the last six years,
[04:16] SPEAKER_00: especially, maybe ten years,
[04:19] SPEAKER_00: it's radically changed that business.
[04:22] SPEAKER_00: What do you thoughts on that?
[04:25] SPEAKER_03: Yeah, I think, you know, the change is largely consumer driven
[04:28] SPEAKER_03: and technology driven for a desire for something better.
[04:34] SPEAKER_03: You know, that's, it's increasingly become easier to get options.
[04:39] SPEAKER_03: Companies in the insurance industry are actively and aggressively marketing
[04:44] SPEAKER_03: and spending, you know, millions and millions and millions of dollars
[04:48] SPEAKER_03: for the opportunity to try to get you something better.
[04:52] SPEAKER_03: And, you know, thanks to technology and consistency,
[04:55] SPEAKER_03: particularly in personal lines.
[04:57] SPEAKER_03: That side of things is, has really helped the consumer
[05:02] SPEAKER_03: and it's fueled consumer behavior where stories of, you know,
[05:07] SPEAKER_03: 20% savings are looking for low cost options or lowering costs.
[05:13] SPEAKER_03: It's really important to people and it should be.
[05:17] SPEAKER_03: And, you know, the industry's done a good job facilitating that
[05:21] SPEAKER_03: and providing that those opportunities and making the whole process
[05:25] SPEAKER_03: and experience easy. But the reality is that insurance is still, you know,
[05:30] SPEAKER_03: it's built on a good, almost good faith and thing, an intangible product.
[05:36] SPEAKER_03: And it's, you know, it's ultimately just a contract that people are entering into.
[05:39] SPEAKER_03: So it's not like buying, you know, a can of juice from the grocery store
[05:45] SPEAKER_03: or your bananas or an apple.
[05:48] SPEAKER_03: It is complex as well. So it's got these, you know,
[05:50] SPEAKER_03: there's a desire and kind of a rush towards commoditization of the process and experience.
[05:58] SPEAKER_03: But at the same time, there's a lot of complexity and advice and advisory.
[06:02] SPEAKER_03: That's just, that's really needed in the industry to make sure that things are done properly.
[06:06] SPEAKER_03: And well, until ultimately protecting the consumer.
[06:10] SPEAKER_03: So yeah, it's been, it definitely been an interesting few years in that regard.
[06:13] SPEAKER_03: And it's only just ramping up in kind of the pace and the speed at which things are changing.
[06:20] SPEAKER_03: And it continues to increase.
[06:23] SPEAKER_00: So you've been building a line for a decade, I gather.
[06:29] SPEAKER_00: And, you know, that decade, especially that decade, there's been so many changes in,
[06:37] SPEAKER_00: you know, not just the corpus, just the way business has been getting done.
[06:41] SPEAKER_00: You know, tell us a bit about that, that Judy, and some of the shifts,
[06:49] SPEAKER_00: if you like, that have happened that you've been able to respond to and move,
[06:57] SPEAKER_00: move around and keep growing kind of thing.
[07:01] SPEAKER_03: Yeah, no, I think it's important to acknowledge the differences and the change that has occurred
[07:08] SPEAKER_03: because it's very real.
[07:10] SPEAKER_03: So I grew up working my career growing up, was it working with the large global brokerages,
[07:16] SPEAKER_03: where literally Phil, we would walk to the filing cabinet to try to find the policy folder
[07:24] SPEAKER_03: that's for every single client.
[07:26] SPEAKER_03: We pull that folder out of the filing cabinet, hoping that the, you know,
[07:32] SPEAKER_03: the other people that touched the file had printed off the documentation and correspondence
[07:35] SPEAKER_03: that the policy was in the right spot that the invoice was included.
[07:40] SPEAKER_03: And this literally was 11 years ago, where, you know, organizations, global organizations,
[07:46] SPEAKER_03: managing billions of dollars in premium, and, you know, very sophisticated, great organizations,
[07:55] SPEAKER_03: as well as the small.
[07:57] SPEAKER_03: We're all operating on paper files.
[07:59] SPEAKER_03: And, you know, yes, we had computers, and yes, we had a little light on email,
[08:04] SPEAKER_03: but the back end of how things got done and how we transferred and communicated data internally was,
[08:11] SPEAKER_03: was still very manual.
[08:14] SPEAKER_03: And that, I guess, in contrast to kind of fast forward, you know, 10 years later,
[08:20] SPEAKER_03: we, and having that historic experience, from day one, we digitized all policy documentation.
[08:26] SPEAKER_03: We took advantage of the tools and created a geographic non-specific and geographic,
[08:34] SPEAKER_03: not a business model that wasn't dependent on a physical location.
[08:39] SPEAKER_03: So, and that was from, you know, that was 10 years ago when we launched the brokerage.
[08:43] SPEAKER_03: So, when, you know, when COVID happened as an example, and people weren't able to or, you know,
[08:50] SPEAKER_03: weren't going to the physical location anymore.
[08:53] SPEAKER_03: It caused a lot of disruption for a lot of organizations that were still pretty old school and pretty manual.
[08:59] SPEAKER_03: You know, so we felt a bit, you know, quite fortunate that all of our workflows,
[09:03] SPEAKER_03: all of our digitization, all of our adoption of technology, being a small organization,
[09:08] SPEAKER_03: actually really helped us.
[09:10] SPEAKER_03: And, yeah, we felt pretty good about that, and we continued to invest heavily in technology
[09:15] SPEAKER_03: to give good experiences to our clients, as ultimately what we're focused on.
[09:19] SPEAKER_04: Stay ahead of the game with our expert tips and strategies that will help your business thrive in a digital era.
[09:26] SPEAKER_04: Canada's podcast.com subscribe now.
[09:29] SPEAKER_00: You worked in the insurance business for quite some time before you started off aligned.
[09:37] SPEAKER_00: What's, you know, what's best about being the entrepreneur leader?
[09:45] SPEAKER_00: What, you know, what have you found this best versus that employee role that you were in before?
[09:52] SPEAKER_03: Yeah, I think about that a lot because it's easy to answer the question of what was great about having a great corporate career and a great corporate job because there's a lot of perks associated with that.
[10:05] SPEAKER_03: And, you know, we've got the stability, the comfort, the certainty, you know, always other people to, you know, to rely on and work with.
[10:14] SPEAKER_03: And on the other side, no, that exists.
[10:17] SPEAKER_03: But what does exist and what's fueled me personally, ultimately is just the ability to control what I do, what I focus on and how we do it.
[10:30] SPEAKER_03: And, you know, as an example, you know, I deeply value time in the morning with my daughter.
[10:37] SPEAKER_03: So I choose not to book meetings before 10 o'clock in the morning because I can.
[10:44] SPEAKER_03: And that fill can at least is probably the one thing that's been the most, you know, not having to feel obligated or expected to show up.
[10:53] SPEAKER_03: You know, downtown Toronto for obligation that really probably don't need to be there for, you know, getting the value out of it and probably not the best return on my time spent, but by golly, you know, corporately, you got to be there, you got to show up.
[11:08] SPEAKER_03: So not having to go to those types of, you know, kind of events or meetings or obligations, not having that pressure or the expectations of that sort of thing and really just choose to schedule my life in a way that facilitates, you know, how I want to live and how I want to be as a dad and how I want to be as a husband and, you know, a family member is probably the.
[11:35] SPEAKER_03: The one thing that has been so stark and I've deeply appreciated.
[11:42] SPEAKER_00: So, you know, what are you most excited about in the business today?
[11:48] SPEAKER_03: Yeah, I think it's it's the potential. I know 10 years in I feel like we're just getting started.
[11:55] SPEAKER_03: It really takes a long time to build the foundation of a business.
[12:00] SPEAKER_03: And it takes a lot longer than I think the people fully ever appreciate and there isn't there really in the professional services and insurance business specifically there isn't overnight success stories there's no ability to scale.
[12:16] SPEAKER_03: And kind of create these, you know, quick unicorn like businesses it's just it's just not possible.
[12:25] SPEAKER_03: For regulatory reasons for, you know, technological hindrances for, you know, reliance on partners, your insurance companies, etc, etc.
[12:35] SPEAKER_03: But I've been building for the last 10 years the foundation of what I believe to be something that's on the cusp.
[12:42] SPEAKER_03: You know, we're with the our business model with our branding with our marketing with our investment in sales force and a.
[12:51] SPEAKER_03: As a, you know, a fantastic customer experience that's supported by technology, but managed by real people and real business insurance professionals.
[13:01] SPEAKER_03: It, it feels like we kind of have the tiger by the tail.
[13:04] SPEAKER_03: And technology has really leveled the playing fields and a lot of ways for smaller organizations to compete with larger organizations because it gives us the ability to create unique experiences that are eventually, you know, and with 10 years in the it could resemble some scalability.
[13:26] SPEAKER_03: There's more clarity on if I invest in this type of product or industry or lead that the return will be very closely aligned with what was expected.
[13:39] SPEAKER_03: And ultimately that that's what excites me we're almost there.
[13:43] SPEAKER_03: And you know it's taken a long time, but we're getting closer.
[13:47] SPEAKER_00: Well, let's come a little bit more of the challenges of the last decade.
[13:52] SPEAKER_00: What's the greatest challenge you've faced in the business to date?
[13:58] SPEAKER_03: Oh, I think it's changed over time.
[14:02] SPEAKER_03: Originally it was I started the business from scratch.
[14:08] SPEAKER_03: And walking into a prospect meeting, knowing that I had zero clients actual clients when I started and was, you know, personally selling and had all the regulatory side had all the had the website had all the licensing everything was done, but that feeling of not having a critical mass to rely upon was the hardest part.
[14:33] SPEAKER_03: It's easy to speak to the billions of dollars you place in the insurance marketplace.
[14:38] SPEAKER_03: It's easy to talk about your, you know, hundreds of thousands of clients.
[14:43] SPEAKER_03: It's not easy to convince someone that you you can do it better and differently.
[14:51] SPEAKER_03: And not have that proven yet.
[14:54] SPEAKER_03: So that was, you know, in the early days, that was the biggest the biggest challenge.
[15:00] SPEAKER_03: I think in the early, after the kind of initial years, one of the biggest challenges I experienced was, I think it's my resume with some other entrepreneurs is that there's this kind of strange collaboration or a feel of, in the first kind of one to five years, I would say people want to collaborate.
[15:22] SPEAKER_03: They want to partner, they want to come along beside you and, you know, see what you're doing, understand it, maybe help you, maybe not, maybe, you know, try to, you know, everyone's trying to figure it out together.
[15:36] SPEAKER_03: And I think a lot of time and energy is wasted in those early years and I can get sucked into some pretty significant rabbit holes thinking that this partnership or this person's going to be the savior or this is going to drive sales.
[15:48] SPEAKER_03: If I can only, you know, buddy up with this guy or bring in this person that navigating that has been the biggest that was the kind of biggest five year one to five year challenge and just sticking with what drives the actual business and ensuring that, you know, we were selling insurance.
[16:07] SPEAKER_03: And, you know, growing the business, which is what we ultimately do, instead of being distracted by partnerships or collaborations or, you know, that sort of thing, I think that was, that was something that was pretty.
[16:21] SPEAKER_00: So, speaking about challenges, you know, when you face with these challenges, which you, you know, you run into.
[16:28] Speaker UNKNOWN:
[16:28] SPEAKER_00: Is there, you kind of uncovered a way to handle them.
[16:36] SPEAKER_00: Yeah, so you hit things, you apply your bridge, is there a process there that's made it, made it easier to overcome them, if you like.
[16:48] SPEAKER_03: Yeah, having a critical mass and having a good base allows that freedom to say no quickly.
[16:57] SPEAKER_03: And that would be the framework or the tool that I've used to just to not get distracted or to not even contemplate spending time and energy on, you know, the next referral program or the next affiliate marketing scheme or whatever that is, it's just a, it's just a flat no and a quick no would be.
[17:17] SPEAKER_03: And that piece because that's not core to what we do our job is to be the distribution, be the advisors, be the person that is the marketer and generating the opportunities and, you know, transacting those.
[17:34] SPEAKER_03: So, yeah, that piece, having the client base and then just saying, you know, having the stability and comfort to say no and not to get distracted with those sort of things has been important for the, you know, five to 10 year range.
[17:48] SPEAKER_03: What kind of currently?
[17:50] SPEAKER_00: That's really good actually.
[17:52] SPEAKER_00: Yeah.
[17:52] SPEAKER_00: And on the lesson side, if you could go back in time, what advice would you give yourself?
[18:01] SPEAKER_00: You know, when you say 25.
[18:04] SPEAKER_03: Yeah.
[18:06] SPEAKER_03: Well, I don't know.
[18:08] SPEAKER_03: I think, well, if I was to go back to 25, I think I did a lot of things right in the sense of learn an industry.
[18:16] SPEAKER_03: If I'd, you know, learn an industry, get your education and your professional designations and the creditations done early.
[18:25] SPEAKER_03: To my MBA part time while working.
[18:28] SPEAKER_03: So I was developing soft skills in the workplace plus complimenting that with more formal academic education to fill in some of the gaps in my resume.
[18:39] Speaker UNKNOWN: And so, I think that I was making it.
[18:39] SPEAKER_03: I, you know, I did political science and as an undergrad and didn't know a lot about business, but was in a career that obviously demanded that.
[18:47] SPEAKER_03: So I tried to kind of shore that up in with my MBA.
[18:53] SPEAKER_03: And yeah, I think that those kind of things get that stuff done early and just realize that you never have a 25.
[19:00] SPEAKER_03: You know, you never have more time than you have at that point.
[19:04] SPEAKER_03: And that's been true every year of my life is the year prior.
[19:09] SPEAKER_03: I had more time. I had more energy.
[19:10] SPEAKER_03: I had more.
[19:12] SPEAKER_03: More ability to change things and to get things done.
[19:17] SPEAKER_03: And, you know, obviously, as you're like progresses, you have family of kids, you have more employees, more, you know, more responsibilities.
[19:26] SPEAKER_03: You just, you lose some of that and that those are important years to kind of invest in yourself and build that solid foundation for the future.
[19:35] SPEAKER_00: So what's the best piece of advice that you've ever received?
[19:39] SPEAKER_00: You know, I think we've all had mentors, be it parents, be it people you meet in the workplace or at school or whatever.
[19:48] SPEAKER_00: But what's the best thing?
[19:50] SPEAKER_00: But there generally is kind of jam or one or two things that you know, you kind of keep in your hip pocket.
[19:58] SPEAKER_00: And you bring out when you need it kind of stuff.
[20:01] SPEAKER_02: Yeah.
[20:02] SPEAKER_02: See two things.
[20:04] SPEAKER_03: The first was a real candid feedback from a client once that just they simply said you're not a you and your team are not as good as you think you are.
[20:18] SPEAKER_03: That was good, good mentoring. That was good advice, you know, and as a leader and you know builder and trying to entrepreneur you have to have belief you have to think that you're doing things well and, you know, I think that you have something better and different to offer.
[20:34] SPEAKER_03: And that stuck with me.
[20:36] SPEAKER_03: I happened kind of early on in my career and building aligned and as an entrepreneur and I took that to heart and really spent that time and energy to invest back into the business to try to make sure that no one could say that again.
[20:52] SPEAKER_03: The second thing for me was just the cadence and pace of things it's just you know it's not going to happen as a couple of mature business leaders and you know told me that it's not going to happen as quickly as you like here you can fast as you think so be patient and.
[21:12] SPEAKER_03: And that was you know absolutely true and remains true today and I think is a big part of being successful in in building a business is understanding the cadence and the pace that's needed at certain seasons and times and that's something that's really stuck with me and I really anchor a lot of my management decision making and strategy around that concept.
[21:37] SPEAKER_04: Discover the latest trends strategies and success stories in the ever evolving world of business.
[21:44] SPEAKER_04: Canada's podcast dot com subscribe now what advice would you give?
[21:49] SPEAKER_00: Maybe someone listening watching this entrepreneur that's you know thinking about entrepreneurship but once it started business what you would advice.
[22:00] SPEAKER_00: Would you give them you know if there's two or three things that don't forget these.
[22:07] SPEAKER_03: Yeah don't forget that it's not as rewarding as you think it will be in day one you know there's going to be lots of times where it's you know you have you're going to doubt yourself and you're going to doubt the that it's it's going to pay off or it's going to be worth it one day.
[22:27] SPEAKER_03: And you know that may be true for some people and it may be true for you know for some businesses and recognizing that you know it this maybe isn't the past path for them.
[22:37] SPEAKER_03: But for those people that you know are are true entrepreneurs and really are you have a great business plan strategy idea whatever it is.
[22:49] SPEAKER_03: It's just it's also just natural that it's going to happen it's you're going to feel that way some days and.
[22:56] SPEAKER_03: And fighting through that is is what really sets your part and and helps you kind of you know achieve those next levels or achieve that next milestone and just never give up.
[23:09] SPEAKER_00: Let's let's let's get a little bit lighter.
[23:12] SPEAKER_00: That's some great stuff actually really really good on it so.
[23:17] SPEAKER_00: If you weren't doing what you're doing now what would you be doing instead.
[23:22] SPEAKER_03: Easy easy I ski in strut I am part time ski in strut.
[23:26] SPEAKER_00: I was going to bring that up.
[23:27] SPEAKER_03: Yeah so I would be continental shifting my my where I lived and where I worked so to fall the ski season I would love to spend summers in part of summer in New Zealand and and all winter in Europe instructing and skiing with my wife and bring my daughter with us and just yeah living.
[23:54] SPEAKER_03: Yeah full time skiing instructor if it was unlimited resources and you know no no boundaries or limitations.
[24:03] SPEAKER_00: What book are you reading you know listening to.
[24:08] SPEAKER_00: Podcast what what would you recommend to our audience on that front that you think is worthwhile.
[24:15] SPEAKER_03: Yeah I'm not a big reader can't it be I'm a big audio book person out the biggest change in my.
[24:25] SPEAKER_03: Err the biggest kind of tip I would say is think about audio books and audible but think about it on a one and a half times to two times basis.
[24:35] SPEAKER_03: I crush episodes of podcasts on two times because I find it's a there's a lot of great information information in there but I don't need the amount of time that it takes to listen to it at normal speed.
[24:49] SPEAKER_03: And I find that that's a great way to really get through a lot of material and fuel that you know.
[24:56] SPEAKER_00: That's why we try and keep our podcast down to 30 minutes.
[24:59] SPEAKER_00: You know others go on for an hour is like nobody really is to the end of that.
[25:05] SPEAKER_03: Right with every conversation there's only so much so many nuggets of gold you can pull from them to yourself.
[25:12] SPEAKER_03: I just find that that's a really effective tool so I wouldn't that's kind of you know podcasting while you're in the car use your commute you know as people like to unplug or unwind.
[25:22] SPEAKER_03: And I get that and I do times to love country music but I try with discipline to every time I'm in the car by myself podcast on two and a half times so I'm getting industry perspective there's a lot of great insurance industry podcasts and then I'm a big fan of the 20 Robins podcast I think it's they provide a lot of great insights and content there so that would be my one that if you haven't checked it out every word checking out.
[25:50] SPEAKER_03: I don't have to be a morning or like person.
[25:54] SPEAKER_03: I am a bit of both I love as 6 a.m. consistent work week up and I tend to I love to unwind of a very strict routine at night so I finish every day with a hot tub and and a jump in my pool for as long as I can as long as the season permits so cool.
[26:15] SPEAKER_03: I really value the quiet time at the beginning of the day and the quiet time at the end of the day and you know it's just a nice contrast to the business of life.
[26:25] SPEAKER_00: And if you had to pick one word to describe Andrew what would it be and why would you choose it.
[26:33] SPEAKER_03: I have a hard working would be the one word I think there's a hyphen in there or maybe it's that's okay that's okay.
[26:42] SPEAKER_03: Yeah that I am not the smartest guy I'm not I don't have it figured out but I grind it out and I I'm willing to put in the work to get us you know to get to that next level or to get to that next place and that's always been true that's been you know having had a lot of things come easy and it's yeah it's been.
[27:02] SPEAKER_03: A lot of hard work and I promise myself on that so last one what's keeping you up at night.
[27:12] SPEAKER_03: Oh yeah I would say the from it take it from a Canadian perspective I I feel what I think about most and what bothers me most is I feel like the culture of work and that.
[27:32] SPEAKER_03: The culture of hard work and part of our Canadian identity has been fractured and I feel like the often that meritocracy or that you know if you work hard do the right thing that you'll be rewarded and that that's what what bothers me that's what I see an experience out there and that's something that I don't think.
[28:00] SPEAKER_03: I think it was as real 20 30 you know 40 years ago when I was growing up and I that that keeps me up I think about my daughter and I think about the world that she's walking into and what that looks like you have.
[28:16] SPEAKER_00: Yeah yeah I get that.
[28:20] SPEAKER_00: Okay last question great session thank you and where can our listeners reviewers find you online you know if you've sparked something sometimes people want to connect.
[28:32] SPEAKER_03: Yeah thanks thanks for that Phil so I am very active on LinkedIn and you can find me just Andrew Clark on LinkedIn and then our website is a line insurance.com we have a fantastic website for all sorts of business insurance products from everyone from startups to you know mature companies and yeah we've got a incredible team that would be happy to assist anybody.
[28:59] SPEAKER_00: And I want to get thanks for coming on canvas podcast a bit great conversation thanks so much.
[29:06] SPEAKER_00: Well appreciate what a great session I really enjoyed that once again I'm Phil Bliss and don't forget to subscribe to our newsletter on our website and subscribe to our YouTube channel as well and on any of the major podcast channels once again thank you for listening to canvas podcast where you meet the entrepreneurs that draw.
[29:29] SPEAKER_00: And subscribe Canada's economy see you soon.
