Irv Grossbeck

Kevin said, well, sure, go ahead.

And I said, well, if I'm going to do that, I'm going to drag my friend Dick Floor, who's just an unbelievable individual.

I want to go out there with him.

Because one of my great talents is getting out of the way of smart people.

And I knew that if I were out there with Dick Floor, that I wouldn't have to talk too much.

Dick Flohr and Bill Egan are both alums of the same college.

Dick Flohr went to Harvard Law School.

He was a partner of Sullivan and Wooster in Boston.

And he had one of the best minds of anybody I've ever come across.

He was absolutely brilliant.

Yet he was the most pleasant, self-effacing, practical, easygoing person in the world.

So Dick and I went out to Kansas City, and we made an appointment with the fellow who was head of the parent company of Lachlein.

And Dick proceeded to charm this person, absolutely charm him.

It turns out the person who was the CEO was a Horton graduate.

Dick knew a bunch of people from Horton.

Dick found ways to establish connections with him.

And he started out grumpy and ended up smiling.

And I think that might have been the first time he'd smiled in quite some time.

And that began a process which resulted a few months later in this person agreeing to a deal in principle, not fully signed, but to a term sheet, as I recall, which was attractive.

for Asurion and I had sort of picked up the ball from that first meeting and started working with the guy along with Dick and we were trying to work on general terms and I would check with Kevin and then I would talk to this guy.