{"version":"1.0.0","segments":[{"speaker":"Matt Wolach","startTime":0.0,"endTime":12.3,"body":"A lot of software"},{"speaker":"Matt Wolach","startTime":0.0,"endTime":12.3,"body":"leaders asked me hey, is sales a"},{"speaker":"Matt Wolach","startTime":12.3,"endTime":15.54,"body":"science or an art? Guess what"},{"speaker":"Matt Wolach","startTime":12.3,"endTime":15.54,"body":"it's both you need to understand"},{"speaker":"Matt Wolach","startTime":15.54,"endTime":18.21,"body":"the science behind it. There are"},{"speaker":"Matt Wolach","startTime":15.54,"endTime":18.21,"body":"proven techniques and"},{"speaker":"Matt Wolach","startTime":18.21,"endTime":21.0,"body":"methodologies, but also need to"},{"speaker":"Matt Wolach","startTime":18.21,"endTime":21.0,"body":"have a little bit of acting a"},{"speaker":"Matt Wolach","startTime":21.0,"endTime":24.36,"body":"little bit of art not to fool"},{"speaker":"Matt Wolach","startTime":21.0,"endTime":24.36,"body":"people. But because after five"},{"speaker":"Matt Wolach","startTime":24.36,"endTime":26.82,"body":"demos a day, you kind of get"},{"speaker":"Matt Wolach","startTime":24.36,"endTime":26.82,"body":"over it and your brain is mush"},{"speaker":"Matt Wolach","startTime":26.82,"endTime":29.49,"body":"and you need to still stay"},{"speaker":"Matt Wolach","startTime":26.82,"endTime":29.49,"body":"passionate for those people in"},{"speaker":"Matt Wolach","startTime":29.49,"endTime":32.16,"body":"front of you who are seeing it"},{"speaker":"Matt Wolach","startTime":29.49,"endTime":32.16,"body":"for the first time. Stacie Chan,"},{"speaker":"Matt Wolach","startTime":32.16,"endTime":36.45,"body":"she's on the show. 1Bstories is"},{"speaker":"Matt Wolach","startTime":32.16,"endTime":36.45,"body":"her company Vidyo.ai is the"},{"speaker":"Matt Wolach","startTime":36.45,"endTime":40.32,"body":"product. She knows this expertly"},{"speaker":"Matt Wolach","startTime":36.45,"endTime":40.32,"body":"well, because she has the"},{"speaker":"Matt Wolach","startTime":40.32,"endTime":43.26,"body":"business background. And she's"},{"speaker":"Matt Wolach","startTime":40.32,"endTime":43.26,"body":"been an actress, she has the"},{"speaker":"Matt Wolach","startTime":43.26,"endTime":46.65,"body":"acting background. So she merges"},{"speaker":"Matt Wolach","startTime":43.26,"endTime":46.65,"body":"them beautifully. And she goes"},{"speaker":"Matt Wolach","startTime":46.65,"endTime":49.53,"body":"through and talks about how"},{"speaker":"Matt Wolach","startTime":46.65,"endTime":49.53,"body":"she's been able to perform in"},{"speaker":"Matt Wolach","startTime":49.53,"endTime":53.13,"body":"her sales and what she does what"},{"speaker":"Matt Wolach","startTime":49.53,"endTime":53.13,"body":"she's taken really from her"},{"speaker":"Matt Wolach","startTime":53.13,"endTime":56.1,"body":"acting career that she's still"},{"speaker":"Matt Wolach","startTime":53.13,"endTime":56.1,"body":"applies today. I think you can"},{"speaker":"Matt Wolach","startTime":56.1,"endTime":59.88,"body":"learn a lot about this. Not to"},{"speaker":"Matt Wolach","startTime":56.1,"endTime":59.88,"body":"mention, she talks about how AI"},{"speaker":"Matt Wolach","startTime":59.88,"endTime":62.76,"body":"can help you create a whole ton"},{"speaker":"Matt Wolach","startTime":59.88,"endTime":62.76,"body":"of amazing content really"},{"speaker":"Matt Wolach","startTime":62.76,"endTime":65.55,"body":"quickly without spending time on"},{"speaker":"Matt Wolach","startTime":62.76,"endTime":65.55,"body":"it. Lots of good stuff in here."},{"speaker":"Matt Wolach","startTime":65.55,"endTime":66.27,"body":"Check it out."},{"speaker":"Intro/ Outro","startTime":66.63,"endTime":69.87,"body":"Welcome to Scale"},{"speaker":"Intro/ Outro","startTime":66.63,"endTime":69.87,"body":"Your SaaS, the podcast that"},{"speaker":"Intro/ Outro","startTime":69.87,"endTime":72.99,"body":"gives you proven techniques and"},{"speaker":"Intro/ Outro","startTime":69.87,"endTime":72.99,"body":"formulas for boosting your"},{"speaker":"Intro/ Outro","startTime":72.99,"endTime":76.92,"body":"revenue and achieving your dream"},{"speaker":"Intro/ Outro","startTime":72.99,"endTime":76.92,"body":"exits brought to you by a guy"},{"speaker":"Intro/ Outro","startTime":76.92,"endTime":81.81,"body":"who's done just that multiple"},{"speaker":"Intro/ Outro","startTime":76.92,"endTime":81.81,"body":"times. Here's your host, Matt"},{"speaker":"Intro/ Outro","startTime":81.84,"endTime":82.29,"body":"Wolach."},{"speaker":"Matt Wolach","startTime":82.59,"endTime":84.57,"body":"Welcome to Scale"},{"speaker":"Matt Wolach","startTime":82.59,"endTime":84.57,"body":"Your SaaS. Thank you very much"},{"speaker":"Matt Wolach","startTime":84.57,"endTime":87.9,"body":"for joining us today. I am very"},{"speaker":"Matt Wolach","startTime":84.57,"endTime":87.9,"body":"glad that you are here. And"},{"speaker":"Matt Wolach","startTime":87.93,"endTime":90.66,"body":"while you're here, if you're new"},{"speaker":"Matt Wolach","startTime":87.93,"endTime":90.66,"body":"here, definitely subscribe to"},{"speaker":"Matt Wolach","startTime":90.66,"endTime":94.17,"body":"the show. We bring on amazing"},{"speaker":"Matt Wolach","startTime":90.66,"endTime":94.17,"body":"leaders and innovators who are"},{"speaker":"Matt Wolach","startTime":94.17,"endTime":97.26,"body":"going to share with you a ton of"},{"speaker":"Matt Wolach","startTime":94.17,"endTime":97.26,"body":"ways to scale your SaaS. So if"},{"speaker":"Matt Wolach","startTime":97.26,"endTime":99.6,"body":"you're looking to grow your"},{"speaker":"Matt Wolach","startTime":97.26,"endTime":99.6,"body":"company, absolutely join our"},{"speaker":"Matt Wolach","startTime":99.6,"endTime":103.11,"body":"community. Subscribe to the"},{"speaker":"Matt Wolach","startTime":99.6,"endTime":103.11,"body":"show. And today is going to be"},{"speaker":"Matt Wolach","startTime":103.11,"endTime":105.45,"body":"one of those days where you're"},{"speaker":"Matt Wolach","startTime":103.11,"endTime":105.45,"body":"going to learn a lot. I've got"},{"speaker":"Matt Wolach","startTime":105.45,"endTime":107.64,"body":"Stacie Chan with me. Stacie,"},{"speaker":"Matt Wolach","startTime":105.45,"endTime":107.64,"body":"how're you doing?"},{"speaker":"Stacie Chan","startTime":108.15,"endTime":109.98,"body":"I'm great. Thanks"},{"speaker":"Stacie Chan","startTime":108.15,"endTime":109.98,"body":"for having me, Matt."},{"speaker":"Matt Wolach","startTime":110.67,"endTime":112.71,"body":"Absolutely. I'm"},{"speaker":"Matt Wolach","startTime":110.67,"endTime":112.71,"body":"really glad that you're here."},{"speaker":"Matt Wolach","startTime":112.71,"endTime":115.56,"body":"Let me make sure everybody knows"},{"speaker":"Matt Wolach","startTime":112.71,"endTime":115.56,"body":"who you are. So Stacy is the co"},{"speaker":"Matt Wolach","startTime":115.56,"endTime":119.4,"body":"founder and CEO at 1Bstories."},{"speaker":"Matt Wolach","startTime":115.56,"endTime":119.4,"body":"And by the way, she's an Emmy"},{"speaker":"Matt Wolach","startTime":119.4,"endTime":122.67,"body":"nominated actress and award"},{"speaker":"Matt Wolach","startTime":119.4,"endTime":122.67,"body":"winning journalist, a Google"},{"speaker":"Matt Wolach","startTime":122.67,"endTime":127.5,"body":"product partnerships lead, and"},{"speaker":"Matt Wolach","startTime":122.67,"endTime":127.5,"body":"now a startup co founder out to"},{"speaker":"Matt Wolach","startTime":127.5,"endTime":130.5,"body":"revolutionize the content world"},{"speaker":"Matt Wolach","startTime":127.5,"endTime":130.5,"body":"with generative AI by the way,"},{"speaker":"Matt Wolach","startTime":130.5,"endTime":133.53,"body":"look at all that stuff she's had"},{"speaker":"Matt Wolach","startTime":130.5,"endTime":133.53,"body":"going on in her life, all of her"},{"speaker":"Matt Wolach","startTime":133.53,"endTime":135.9,"body":"background is amazing. Can't"},{"speaker":"Matt Wolach","startTime":133.53,"endTime":135.9,"body":"wait to dive into that. By the"},{"speaker":"Matt Wolach","startTime":135.9,"endTime":141.15,"body":"way. 1Bstories, aka 1 billion"},{"speaker":"Matt Wolach","startTime":135.9,"endTime":141.15,"body":"stories is a global content"},{"speaker":"Matt Wolach","startTime":141.15,"endTime":143.91,"body":"technology startup that is"},{"speaker":"Matt Wolach","startTime":141.15,"endTime":143.91,"body":"changing the entire content"},{"speaker":"Matt Wolach","startTime":143.94,"endTime":148.74,"body":"ecosystem. They have launched"},{"speaker":"Matt Wolach","startTime":143.94,"endTime":148.74,"body":"video five.ai An AI powered"},{"speaker":"Matt Wolach","startTime":148.74,"endTime":152.07,"body":"content transformation engine"},{"speaker":"Matt Wolach","startTime":148.74,"endTime":152.07,"body":"helping brands and publishers"},{"speaker":"Matt Wolach","startTime":152.07,"endTime":156.48,"body":"turn text, audio long video"},{"speaker":"Matt Wolach","startTime":152.07,"endTime":156.48,"body":"based content into short form"},{"speaker":"Matt Wolach","startTime":156.48,"endTime":160.47,"body":"vertical mobile friendly video"},{"speaker":"Matt Wolach","startTime":156.48,"endTime":160.47,"body":"content, perfect for social"},{"speaker":"Matt Wolach","startTime":160.47,"endTime":163.92,"body":"media and direct marketing"},{"speaker":"Matt Wolach","startTime":160.47,"endTime":163.92,"body":"outreach at scale. In an"},{"speaker":"Matt Wolach","startTime":163.95,"endTime":167.19,"body":"instant, this thing is really"},{"speaker":"Matt Wolach","startTime":163.95,"endTime":167.19,"body":"slick. And one of the stories is"},{"speaker":"Matt Wolach","startTime":167.19,"endTime":170.46,"body":"currently funded by 48 VCs and"},{"speaker":"Matt Wolach","startTime":167.19,"endTime":170.46,"body":"angel investors and has raised"},{"speaker":"Matt Wolach","startTime":170.46,"endTime":175.59,"body":"5.5 million in seed funding. So"},{"speaker":"Matt Wolach","startTime":170.46,"endTime":175.59,"body":"Stacie is right in the thick of"},{"speaker":"Matt Wolach","startTime":175.59,"endTime":178.14,"body":"her growth journey. And I cannot"},{"speaker":"Matt Wolach","startTime":175.59,"endTime":178.14,"body":"wait to learn more. Stacie,"},{"speaker":"Matt Wolach","startTime":178.2,"endTime":179.37,"body":"thanks for coming on the show."},{"speaker":"Stacie Chan","startTime":180.09,"endTime":183.48,"body":"Absolutely. It's an"},{"speaker":"Stacie Chan","startTime":180.09,"endTime":183.48,"body":"honor to be here. Matt, huge fan"},{"speaker":"Stacie Chan","startTime":183.48,"endTime":186.45,"body":"and always learning a lot from"},{"speaker":"Stacie Chan","startTime":183.48,"endTime":186.45,"body":"you and your podcast as well."},{"speaker":"Matt Wolach","startTime":187.14,"endTime":188.76,"body":"Well, thank you. I"},{"speaker":"Matt Wolach","startTime":187.14,"endTime":188.76,"body":"really appreciate it. But tell"},{"speaker":"Matt Wolach","startTime":188.76,"endTime":190.86,"body":"me what's going on with you"},{"speaker":"Matt Wolach","startTime":188.76,"endTime":190.86,"body":"lately. And what's coming up."},{"speaker":"Stacie Chan","startTime":190.0,"endTime":190.72,"body":"Oh, never adult day"},{"speaker":"Stacie Chan","startTime":190.0,"endTime":190.72,"body":"at 1Bstories, Matt. I tell you"},{"speaker":"Stacie Chan","startTime":190.72,"endTime":192.13,"body":"since we launched our flagship"},{"speaker":"Stacie Chan","startTime":190.72,"endTime":192.13,"body":"product, video file.ai. Keeping"},{"speaker":"Stacie Chan","startTime":192.13,"endTime":196.09,"body":"up with this generative AI"},{"speaker":"Stacie Chan","startTime":192.13,"endTime":196.09,"body":"trend, making sure that we're"},{"speaker":"Stacie Chan","startTime":196.6,"endTime":209.26,"body":"building a world class product"},{"speaker":"Stacie Chan","startTime":196.6,"endTime":209.26,"body":"is a 24/7 job but in the most"},{"speaker":"Stacie Chan","startTime":209.26,"endTime":213.61,"body":"thrilling way possible. We as I"},{"speaker":"Stacie Chan","startTime":209.26,"endTime":213.61,"body":"mentioned launch video file last"},{"speaker":"Stacie Chan","startTime":213.61,"endTime":217.27,"body":"year, but every two weeks we go"},{"speaker":"Stacie Chan","startTime":213.61,"endTime":217.27,"body":"through Sprint's building new"},{"speaker":"Stacie Chan","startTime":217.27,"endTime":222.1,"body":"features, listening to what our"},{"speaker":"Stacie Chan","startTime":217.27,"endTime":222.1,"body":"paid clients are asking for"},{"speaker":"Stacie Chan","startTime":222.13,"endTime":225.94,"body":"listening to what our trial"},{"speaker":"Stacie Chan","startTime":222.13,"endTime":225.94,"body":"customers are testing out any"},{"speaker":"Stacie Chan","startTime":225.94,"endTime":228.82,"body":"bugs that they stumble upon, and"},{"speaker":"Stacie Chan","startTime":225.94,"endTime":228.82,"body":"just keeping our ear to the"},{"speaker":"Stacie Chan","startTime":228.82,"endTime":232.96,"body":"ground. What are our competitors"},{"speaker":"Stacie Chan","startTime":228.82,"endTime":232.96,"body":"doing? What are the trends? What"},{"speaker":"Stacie Chan","startTime":232.96,"endTime":237.61,"body":"are the concerns, especially"},{"speaker":"Stacie Chan","startTime":232.96,"endTime":237.61,"body":"around generative AI? You hear a"},{"speaker":"Stacie Chan","startTime":237.61,"endTime":240.73,"body":"lot of naysayers about AI. But"},{"speaker":"Stacie Chan","startTime":237.61,"endTime":240.73,"body":"then you also hear the"},{"speaker":"Stacie Chan","startTime":240.73,"endTime":245.14,"body":"optimists. It's really taking in"},{"speaker":"Stacie Chan","startTime":240.73,"endTime":245.14,"body":"to consideration all this"},{"speaker":"Stacie Chan","startTime":245.14,"endTime":250.24,"body":"feedback, and keeping up with"},{"speaker":"Stacie Chan","startTime":245.14,"endTime":250.24,"body":"the momentum, the concerns, and"},{"speaker":"Stacie Chan","startTime":250.24,"endTime":253.12,"body":"building a product that is"},{"speaker":"Stacie Chan","startTime":250.24,"endTime":253.12,"body":"actually going to see real"},{"speaker":"Stacie Chan","startTime":253.12,"endTime":257.14,"body":"results and transform different"},{"speaker":"Stacie Chan","startTime":253.12,"endTime":257.14,"body":"people's businesses across them"},{"speaker":"Stacie Chan","startTime":257.23,"endTime":259.21,"body":"for a wide variety of"},{"speaker":"Stacie Chan","startTime":257.23,"endTime":259.21,"body":"industries."},{"speaker":"Matt Wolach","startTime":259.9,"endTime":261.85,"body":"Isn't that so cool?"},{"speaker":"Matt Wolach","startTime":259.9,"endTime":261.85,"body":"That's something I just love"},{"speaker":"Matt Wolach","startTime":261.85,"endTime":265.0,"body":"about software is you had an"},{"speaker":"Matt Wolach","startTime":261.85,"endTime":265.0,"body":"idea, you you have this thing"},{"speaker":"Matt Wolach","startTime":265.0,"endTime":267.4,"body":"that you kind of built out of"},{"speaker":"Matt Wolach","startTime":265.0,"endTime":267.4,"body":"nowhere. And I know product"},{"speaker":"Matt Wolach","startTime":267.4,"endTime":269.98,"body":"people be like, I put a lot of"},{"speaker":"Matt Wolach","startTime":267.4,"endTime":269.98,"body":"effort into that. But the code"},{"speaker":"Matt Wolach","startTime":269.98,"endTime":272.38,"body":"is you just really type in some"},{"speaker":"Matt Wolach","startTime":269.98,"endTime":272.38,"body":"stuff on a screen. And all of a"},{"speaker":"Matt Wolach","startTime":272.38,"endTime":274.36,"body":"sudden there's the thing that"},{"speaker":"Matt Wolach","startTime":272.38,"endTime":274.36,"body":"people are paying you for and"},{"speaker":"Matt Wolach","startTime":274.36,"endTime":277.84,"body":"like you said, creating"},{"speaker":"Matt Wolach","startTime":274.36,"endTime":277.84,"body":"transformations at businesses"},{"speaker":"Matt Wolach","startTime":277.84,"endTime":282.64,"body":"and it's pretty amazing. I want"},{"speaker":"Matt Wolach","startTime":277.84,"endTime":282.64,"body":"to know though, what inspires"},{"speaker":"Matt Wolach","startTime":282.64,"endTime":285.04,"body":"you to create 1Bstories? How did"},{"speaker":"Matt Wolach","startTime":282.64,"endTime":285.04,"body":"this all happen?"},{"speaker":"Stacie Chan","startTime":286.63,"endTime":289.93,"body":"Well, I think it"},{"speaker":"Stacie Chan","startTime":286.63,"endTime":289.93,"body":"just dates back to, at least for"},{"speaker":"Stacie Chan","startTime":289.93,"endTime":293.8,"body":"me. I have wonderful co founders"},{"speaker":"Stacie Chan","startTime":289.93,"endTime":293.8,"body":"that bring different aspects to"},{"speaker":"Stacie Chan","startTime":293.8,"endTime":297.76,"body":"the business. I run the business"},{"speaker":"Stacie Chan","startTime":293.8,"endTime":297.76,"body":"side, but with business really"},{"speaker":"Stacie Chan","startTime":297.76,"endTime":301.63,"body":"encompasses the content and the"},{"speaker":"Stacie Chan","startTime":297.76,"endTime":301.63,"body":"store By telling, you give a"},{"speaker":"Stacie Chan","startTime":301.63,"endTime":304.39,"body":"wonderful background of mine,"},{"speaker":"Stacie Chan","startTime":301.63,"endTime":304.39,"body":"but I've sort of zigged and"},{"speaker":"Stacie Chan","startTime":304.39,"endTime":308.38,"body":"zagged throughout my entire"},{"speaker":"Stacie Chan","startTime":304.39,"endTime":308.38,"body":"career from acting to journalism"},{"speaker":"Stacie Chan","startTime":308.41,"endTime":313.0,"body":"to tech within Google. But I've"},{"speaker":"Stacie Chan","startTime":308.41,"endTime":313.0,"body":"always loved media and"},{"speaker":"Stacie Chan","startTime":313.0,"endTime":316.87,"body":"technology, and bringing the"},{"speaker":"Stacie Chan","startTime":313.0,"endTime":316.87,"body":"latter into the former bringing"},{"speaker":"Stacie Chan","startTime":316.87,"endTime":321.4,"body":"more tech into the content"},{"speaker":"Stacie Chan","startTime":316.87,"endTime":321.4,"body":"space. Because when I started my"},{"speaker":"Stacie Chan","startTime":321.43,"endTime":327.91,"body":"career, it was very Luddite, if"},{"speaker":"Stacie Chan","startTime":321.43,"endTime":327.91,"body":"you will, I was on stage, I was"},{"speaker":"Stacie Chan","startTime":327.97,"endTime":332.38,"body":"writing newspaper articles where"},{"speaker":"Stacie Chan","startTime":327.97,"endTime":332.38,"body":"we literally would talk about"},{"speaker":"Stacie Chan","startTime":332.62,"endTime":336.04,"body":"the length of the article in"},{"speaker":"Stacie Chan","startTime":332.62,"endTime":336.04,"body":"terms of inches, because the"},{"speaker":"Stacie Chan","startTime":336.07,"endTime":339.22,"body":"eight inch story wasn't even a"},{"speaker":"Stacie Chan","startTime":336.07,"endTime":339.22,"body":"word count. That was what would"},{"speaker":"Stacie Chan","startTime":339.22,"endTime":343.84,"body":"fit on the newspaper. That was"},{"speaker":"Stacie Chan","startTime":339.22,"endTime":343.84,"body":"the kind of technology using air"},{"speaker":"Stacie Chan","startTime":343.84,"endTime":348.07,"body":"quotes that we used in our"},{"speaker":"Stacie Chan","startTime":343.84,"endTime":348.07,"body":"newsroom. And I did this for"},{"speaker":"Stacie Chan","startTime":348.07,"endTime":352.0,"body":"years. For news, from newsroom"},{"speaker":"Stacie Chan","startTime":348.07,"endTime":352.0,"body":"to newsroom. And slowly over"},{"speaker":"Stacie Chan","startTime":352.0,"endTime":358.27,"body":"time, in 2008, when the.com"},{"speaker":"Stacie Chan","startTime":352.0,"endTime":358.27,"body":"bubble, well, it bursts but also"},{"speaker":"Stacie Chan","startTime":358.69,"endTime":362.71,"body":"gave life to a lot of tools that"},{"speaker":"Stacie Chan","startTime":358.69,"endTime":362.71,"body":"could be interjected into these"},{"speaker":"Stacie Chan","startTime":362.71,"endTime":365.98,"body":"newsrooms, to transform old"},{"speaker":"Stacie Chan","startTime":362.71,"endTime":365.98,"body":"school newsrooms into digital."},{"speaker":"Stacie Chan","startTime":366.25,"endTime":370.15,"body":"That was my mandate when I"},{"speaker":"Stacie Chan","startTime":366.25,"endTime":370.15,"body":"worked at a newsroom called"},{"speaker":"Stacie Chan","startTime":370.15,"endTime":375.67,"body":"patch owned by AOL. And so"},{"speaker":"Stacie Chan","startTime":370.15,"endTime":375.67,"body":"bringing tools into, I would"},{"speaker":"Stacie Chan","startTime":375.67,"endTime":379.06,"body":"say, more traditional industries"},{"speaker":"Stacie Chan","startTime":375.67,"endTime":379.06,"body":"has always been my passion. And"},{"speaker":"Stacie Chan","startTime":379.06,"endTime":383.59,"body":"that's why when I joined Google,"},{"speaker":"Stacie Chan","startTime":379.06,"endTime":383.59,"body":"I wanted to understand how to"},{"speaker":"Stacie Chan","startTime":383.65,"endTime":386.65,"body":"bring more of this technology"},{"speaker":"Stacie Chan","startTime":383.65,"endTime":386.65,"body":"into newsrooms around the world."},{"speaker":"Stacie Chan","startTime":387.28,"endTime":391.87,"body":"And so I blinked eight years"},{"speaker":"Stacie Chan","startTime":387.28,"endTime":391.87,"body":"later, I was still at Google,"},{"speaker":"Stacie Chan","startTime":392.05,"endTime":394.96,"body":"working across a bunch of"},{"speaker":"Stacie Chan","startTime":392.05,"endTime":394.96,"body":"different products, from"},{"speaker":"Stacie Chan","startTime":394.96,"endTime":398.92,"body":"different continents all over"},{"speaker":"Stacie Chan","startTime":394.96,"endTime":398.92,"body":"the world. And I said, it's time"},{"speaker":"Stacie Chan","startTime":398.92,"endTime":402.76,"body":"to actually branch out, take the"},{"speaker":"Stacie Chan","startTime":398.92,"endTime":402.76,"body":"leap of faith, build a company"},{"speaker":"Stacie Chan","startTime":402.76,"endTime":407.65,"body":"that can do this more nimbly,"},{"speaker":"Stacie Chan","startTime":402.76,"endTime":407.65,"body":"and do this at scale. And so"},{"speaker":"Stacie Chan","startTime":407.65,"endTime":411.46,"body":"that's where the genesis of one"},{"speaker":"Stacie Chan","startTime":407.65,"endTime":411.46,"body":"B stories, which stands for 1"},{"speaker":"Stacie Chan","startTime":411.46,"endTime":414.94,"body":"billion stories came to life,"},{"speaker":"Stacie Chan","startTime":411.46,"endTime":414.94,"body":"because we wanted to empower"},{"speaker":"Stacie Chan","startTime":415.33,"endTime":418.9,"body":"businesses, brands, publishers,"},{"speaker":"Stacie Chan","startTime":415.33,"endTime":418.9,"body":"a billion people around the"},{"speaker":"Stacie Chan","startTime":418.9,"endTime":422.41,"body":"world to create stories, where"},{"speaker":"Stacie Chan","startTime":418.9,"endTime":422.41,"body":"they didn't have to know how to"},{"speaker":"Stacie Chan","startTime":422.41,"endTime":425.92,"body":"code that we could build"},{"speaker":"Stacie Chan","startTime":422.41,"endTime":425.92,"body":"software to help them tell"},{"speaker":"Stacie Chan","startTime":425.92,"endTime":429.55,"body":"stories, really just starting"},{"speaker":"Stacie Chan","startTime":425.92,"endTime":429.55,"body":"off from maybe a string of text,"},{"speaker":"Stacie Chan","startTime":429.76,"endTime":434.53,"body":"maybe they did have a fledgling"},{"speaker":"Stacie Chan","startTime":429.76,"endTime":434.53,"body":"blog, or if they were an actual"},{"speaker":"Stacie Chan","startTime":434.53,"endTime":438.97,"body":"publisher, we could convert"},{"speaker":"Stacie Chan","startTime":434.53,"endTime":438.97,"body":"using technology, their existing"},{"speaker":"Stacie Chan","startTime":438.97,"endTime":443.68,"body":"content into different content"},{"speaker":"Stacie Chan","startTime":438.97,"endTime":443.68,"body":"formats. So a long winded way,"},{"speaker":"Stacie Chan","startTime":443.68,"endTime":449.44,"body":"Matt, of how we got here. It's,"},{"speaker":"Stacie Chan","startTime":443.68,"endTime":449.44,"body":"each of my co founders have"},{"speaker":"Stacie Chan","startTime":449.44,"endTime":453.94,"body":"their own journey. But that's"},{"speaker":"Stacie Chan","startTime":449.44,"endTime":453.94,"body":"really where I ended up. And we"},{"speaker":"Stacie Chan","startTime":453.97,"endTime":458.14,"body":"are still on that mission, or"},{"speaker":"Stacie Chan","startTime":453.97,"endTime":458.14,"body":"maybe at a few 1000 stories that"},{"speaker":"Stacie Chan","startTime":458.14,"endTime":461.83,"body":"we've helped our clients create."},{"speaker":"Stacie Chan","startTime":458.14,"endTime":461.83,"body":"So that billion target is still"},{"speaker":"Stacie Chan","startTime":461.86,"endTime":463.66,"body":"very much our Northstar metric."},{"speaker":"Matt Wolach","startTime":464.41,"endTime":466.57,"body":"I love that you"},{"speaker":"Matt Wolach","startTime":464.41,"endTime":466.57,"body":"have a target, and you've put it"},{"speaker":"Matt Wolach","startTime":466.57,"endTime":468.67,"body":"right in the name of the"},{"speaker":"Matt Wolach","startTime":466.57,"endTime":468.67,"body":"company. And I think that's so"},{"speaker":"Matt Wolach","startTime":468.67,"endTime":471.07,"body":"fantastic. You're gonna have"},{"speaker":"Matt Wolach","startTime":468.67,"endTime":471.07,"body":"such a celebration, once you hit"},{"speaker":"Matt Wolach","startTime":471.07,"endTime":474.88,"body":"that billion story, it's gonna"},{"speaker":"Matt Wolach","startTime":471.07,"endTime":474.88,"body":"be amazing. And I love your"},{"speaker":"Matt Wolach","startTime":474.88,"endTime":477.64,"body":"background, just so many"},{"speaker":"Matt Wolach","startTime":474.88,"endTime":477.64,"body":"different experiences you can"},{"speaker":"Matt Wolach","startTime":477.64,"endTime":481.15,"body":"draw on I and I have to hear"},{"speaker":"Matt Wolach","startTime":477.64,"endTime":481.15,"body":"about you being an actress. We"},{"speaker":"Matt Wolach","startTime":481.15,"endTime":485.35,"body":"don't get that every day on the"},{"speaker":"Matt Wolach","startTime":481.15,"endTime":485.35,"body":"show. How was that experience?"},{"speaker":"Matt Wolach","startTime":485.38,"endTime":490.06,"body":"And? And are you are you able to"},{"speaker":"Matt Wolach","startTime":485.38,"endTime":490.06,"body":"keep anything from that, that"},{"speaker":"Matt Wolach","startTime":490.06,"endTime":493.09,"body":"you're still applying today, any"},{"speaker":"Matt Wolach","startTime":490.06,"endTime":493.09,"body":"learnings that you're still"},{"speaker":"Matt Wolach","startTime":493.27,"endTime":494.59,"body":"putting into place today?"},{"speaker":"Stacie Chan","startTime":495.34,"endTime":499.15,"body":"Definitely. It's,"},{"speaker":"Stacie Chan","startTime":495.34,"endTime":499.15,"body":"gosh, that was definitely"},{"speaker":"Stacie Chan","startTime":499.15,"endTime":502.96,"body":"another lifetime ago, when I was"},{"speaker":"Stacie Chan","startTime":499.15,"endTime":502.96,"body":"acting, I grew up in Los"},{"speaker":"Stacie Chan","startTime":502.96,"endTime":507.49,"body":"Angeles. So like every good kid"},{"speaker":"Stacie Chan","startTime":502.96,"endTime":507.49,"body":"in LA, you dream of becoming a"},{"speaker":"Stacie Chan","startTime":507.49,"endTime":511.93,"body":"star. And it wasn't really for"},{"speaker":"Stacie Chan","startTime":507.49,"endTime":511.93,"body":"the fame, I actually realized"},{"speaker":"Stacie Chan","startTime":511.93,"endTime":516.22,"body":"how much I loved being on stage"},{"speaker":"Stacie Chan","startTime":511.93,"endTime":516.22,"body":"and being able to connect with"},{"speaker":"Stacie Chan","startTime":516.22,"endTime":519.97,"body":"the audience tell stories,"},{"speaker":"Stacie Chan","startTime":516.22,"endTime":519.97,"body":"through my voice through my body"},{"speaker":"Stacie Chan","startTime":519.97,"endTime":524.14,"body":"language. And in a similar way,"},{"speaker":"Stacie Chan","startTime":519.97,"endTime":524.14,"body":"that's actually been the thread"},{"speaker":"Stacie Chan","startTime":524.14,"endTime":527.05,"body":"throughout my career as well."},{"speaker":"Stacie Chan","startTime":524.14,"endTime":527.05,"body":"You're always trying to connect"},{"speaker":"Stacie Chan","startTime":527.05,"endTime":532.84,"body":"and communicate with people,"},{"speaker":"Stacie Chan","startTime":527.05,"endTime":532.84,"body":"especially in sales. Everyone is"},{"speaker":"Stacie Chan","startTime":533.08,"endTime":536.5,"body":"busy there, they've got their"},{"speaker":"Stacie Chan","startTime":533.08,"endTime":536.5,"body":"priorities at their job. So when"},{"speaker":"Stacie Chan","startTime":536.5,"endTime":540.43,"body":"you're pitching, or potentially"},{"speaker":"Stacie Chan","startTime":536.5,"endTime":540.43,"body":"selling to one of your customers"},{"speaker":"Stacie Chan","startTime":540.43,"endTime":545.35,"body":"or clients, I actually Dawn kind"},{"speaker":"Stacie Chan","startTime":540.43,"endTime":545.35,"body":"of an actor's hat. Not that I'm"},{"speaker":"Stacie Chan","startTime":545.35,"endTime":549.19,"body":"trying to fool anybody or be a"},{"speaker":"Stacie Chan","startTime":545.35,"endTime":549.19,"body":"charlatan, it's, it's more"},{"speaker":"Stacie Chan","startTime":549.31,"endTime":552.04,"body":"really tapping into the"},{"speaker":"Stacie Chan","startTime":549.31,"endTime":552.04,"body":"emotional connection that I can"},{"speaker":"Stacie Chan","startTime":552.04,"endTime":555.28,"body":"have with a potential customer."},{"speaker":"Stacie Chan","startTime":552.04,"endTime":555.28,"body":"Because at the end of the day,"},{"speaker":"Stacie Chan","startTime":555.64,"endTime":559.06,"body":"your SaaS is trying to help them"},{"speaker":"Stacie Chan","startTime":555.64,"endTime":559.06,"body":"solve a problem. And so if you"},{"speaker":"Stacie Chan","startTime":559.06,"endTime":562.72,"body":"can't communicate with them, at"},{"speaker":"Stacie Chan","startTime":559.06,"endTime":562.72,"body":"the same emotional level, you're"},{"speaker":"Stacie Chan","startTime":562.72,"endTime":566.41,"body":"never going to understand what"},{"speaker":"Stacie Chan","startTime":562.72,"endTime":566.41,"body":"their problems are, or how your"},{"speaker":"Stacie Chan","startTime":566.41,"endTime":570.04,"body":"product can be a potential"},{"speaker":"Stacie Chan","startTime":566.41,"endTime":570.04,"body":"solution. Because if you're just"},{"speaker":"Stacie Chan","startTime":571.03,"endTime":574.12,"body":"pitching, pitching, pitching and"},{"speaker":"Stacie Chan","startTime":571.03,"endTime":574.12,"body":"not really connecting with them,"},{"speaker":"Stacie Chan","startTime":574.66,"endTime":576.97,"body":"your product is never going to"},{"speaker":"Stacie Chan","startTime":574.66,"endTime":576.97,"body":"be something that they're going"},{"speaker":"Stacie Chan","startTime":576.97,"endTime":580.33,"body":"to cough up money for. So"},{"speaker":"Stacie Chan","startTime":576.97,"endTime":580.33,"body":"actually bring a lot of my"},{"speaker":"Stacie Chan","startTime":580.33,"endTime":584.74,"body":"acting skills. In more the"},{"speaker":"Stacie Chan","startTime":580.33,"endTime":584.74,"body":"communication method of what I"},{"speaker":"Stacie Chan","startTime":584.74,"endTime":589.93,"body":"do today, as a CBO. Every client"},{"speaker":"Stacie Chan","startTime":584.74,"endTime":589.93,"body":"I actually have a deeply"},{"speaker":"Stacie Chan","startTime":589.93,"endTime":593.23,"body":"personal connection with I know"},{"speaker":"Stacie Chan","startTime":589.93,"endTime":593.23,"body":"eventually when we scale, that's"},{"speaker":"Stacie Chan","startTime":593.23,"endTime":597.58,"body":"not gonna be possible. I can't"},{"speaker":"Stacie Chan","startTime":593.23,"endTime":597.58,"body":"hop on one on one. Customer"},{"speaker":"Stacie Chan","startTime":597.58,"endTime":601.21,"body":"service calls with every single"},{"speaker":"Stacie Chan","startTime":597.58,"endTime":601.21,"body":"client But at this stage, at"},{"speaker":"Stacie Chan","startTime":601.21,"endTime":604.57,"body":"least where we're at with one B"},{"speaker":"Stacie Chan","startTime":601.21,"endTime":604.57,"body":"stories, when I see them using"},{"speaker":"Stacie Chan","startTime":604.57,"endTime":607.48,"body":"video files, I will jump on a"},{"speaker":"Stacie Chan","startTime":604.57,"endTime":607.48,"body":"call with every single one of my"},{"speaker":"Stacie Chan","startTime":607.48,"endTime":611.35,"body":"customers weekly, just to see"},{"speaker":"Stacie Chan","startTime":607.48,"endTime":611.35,"body":"how things are going, be a fly"},{"speaker":"Stacie Chan","startTime":611.35,"endTime":617.02,"body":"on the wall, monitor how they're"},{"speaker":"Stacie Chan","startTime":611.35,"endTime":617.02,"body":"using our product. And so, it"},{"speaker":"Stacie Chan","startTime":617.02,"endTime":620.05,"body":"may seem a little"},{"speaker":"Stacie Chan","startTime":617.02,"endTime":620.05,"body":"counterintuitive, but acting is"},{"speaker":"Stacie Chan","startTime":620.05,"endTime":623.11,"body":"where I actually learned how to"},{"speaker":"Stacie Chan","startTime":620.05,"endTime":623.11,"body":"connect with people."},{"speaker":"Matt Wolach","startTime":624.78,"endTime":627.68,"body":"I love it. And I"},{"speaker":"Matt Wolach","startTime":624.78,"endTime":627.68,"body":"liked that you say that you need"},{"speaker":"Matt Wolach","startTime":627.74,"endTime":631.292,"body":"to act in your process, because"},{"speaker":"Matt Wolach","startTime":627.74,"endTime":631.292,"body":"I coach that a lot of people"},{"speaker":"Matt Wolach","startTime":631.351,"endTime":634.726,"body":"ask, Hey, is sales, is it"},{"speaker":"Matt Wolach","startTime":631.351,"endTime":634.726,"body":"acting? Or is it theater? Is it"},{"speaker":"Matt Wolach","startTime":634.785,"endTime":638.337,"body":"act? Or is it science? And a lot"},{"speaker":"Matt Wolach","startTime":634.785,"endTime":638.337,"body":"of times people go back and"},{"speaker":"Matt Wolach","startTime":638.396,"endTime":641.83,"body":"forth is no, it's science. No,"},{"speaker":"Matt Wolach","startTime":638.396,"endTime":641.83,"body":"it's acting. And I say it's"},{"speaker":"Matt Wolach","startTime":641.889,"endTime":645.56,"body":"both. It's it's both a science"},{"speaker":"Matt Wolach","startTime":641.889,"endTime":645.56,"body":"and an art. In terms of how you"},{"speaker":"Matt Wolach","startTime":645.619,"endTime":648.52,"body":"sell, there are definitely"},{"speaker":"Matt Wolach","startTime":645.619,"endTime":648.52,"body":"things that are proven"},{"speaker":"Matt Wolach","startTime":648.579,"endTime":652.19,"body":"scientifically that you need to"},{"speaker":"Matt Wolach","startTime":648.579,"endTime":652.19,"body":"do in your sales process. But"},{"speaker":"Matt Wolach","startTime":652.249,"endTime":655.979,"body":"also, if you've done three, four"},{"speaker":"Matt Wolach","startTime":652.249,"endTime":655.979,"body":"sales calls, five demos in one"},{"speaker":"Matt Wolach","startTime":656.038,"endTime":659.65,"body":"day. Yeah, you might be super"},{"speaker":"Matt Wolach","startTime":656.038,"endTime":659.65,"body":"passionate about the first one."},{"speaker":"Matt Wolach","startTime":659.709,"endTime":663.261,"body":"But I'm here to tell you, I've"},{"speaker":"Matt Wolach","startTime":659.709,"endTime":663.261,"body":"been there, that last one you"},{"speaker":"Matt Wolach","startTime":663.32,"endTime":666.754,"body":"are over it, your mind is mush."},{"speaker":"Matt Wolach","startTime":663.32,"endTime":666.754,"body":"But to those people you're"},{"speaker":"Matt Wolach","startTime":666.813,"endTime":670.661,"body":"talking to, it's still the first"},{"speaker":"Matt Wolach","startTime":666.813,"endTime":670.661,"body":"time that they've ever talked to"},{"speaker":"Matt Wolach","startTime":670.721,"endTime":674.095,"body":"you in the first time that"},{"speaker":"Matt Wolach","startTime":670.721,"endTime":674.095,"body":"they've ever seen this system."},{"speaker":"Matt Wolach","startTime":674.154,"endTime":677.766,"body":"So you have to deliver. And I"},{"speaker":"Matt Wolach","startTime":674.154,"endTime":677.766,"body":"actually coach my clients. It's"},{"speaker":"Matt Wolach","startTime":677.825,"endTime":681.436,"body":"just like you're an actor on"},{"speaker":"Matt Wolach","startTime":677.825,"endTime":681.436,"body":"stage who has done three shows a"},{"speaker":"Matt Wolach","startTime":681.495,"endTime":685.284,"body":"day, for every day for the last"},{"speaker":"Matt Wolach","startTime":681.495,"endTime":685.284,"body":"whatever on Broadway, and you've"},{"speaker":"Matt Wolach","startTime":685.344,"endTime":688.837,"body":"got to deliver, you've got to"},{"speaker":"Matt Wolach","startTime":685.344,"endTime":688.837,"body":"get up for it. Even if you're"},{"speaker":"Matt Wolach","startTime":688.896,"endTime":692.685,"body":"kind of feeling a little down or"},{"speaker":"Matt Wolach","startTime":688.896,"endTime":692.685,"body":"whatever. You have to show them"},{"speaker":"Matt Wolach","startTime":692.744,"endTime":696.414,"body":"the passion and the energy and"},{"speaker":"Matt Wolach","startTime":692.744,"endTime":696.414,"body":"the excitement that you have to"},{"speaker":"Matt Wolach","startTime":696.474,"endTime":699.73,"body":"help them and solve their"},{"speaker":"Matt Wolach","startTime":696.474,"endTime":699.73,"body":"problems. And so I absolutely"},{"speaker":"Matt Wolach","startTime":699.789,"endTime":703.578,"body":"believe that that acting part of"},{"speaker":"Matt Wolach","startTime":699.789,"endTime":703.578,"body":"it is critical. And I love that"},{"speaker":"Matt Wolach","startTime":703.637,"endTime":707.367,"body":"you're applying that yourself."},{"speaker":"Matt Wolach","startTime":703.637,"endTime":707.367,"body":"That's that's so cool. I want to"},{"speaker":"Matt Wolach","startTime":707.426,"endTime":711.63,"body":"ask you. Why is Why is content"},{"speaker":"Matt Wolach","startTime":707.426,"endTime":711.63,"body":"on social media key for lead generation?"},{"speaker":"Intro/ Outro","startTime":711.63,"endTime":714.141,"body":"We'll be right"},{"speaker":"Intro/ Outro","startTime":711.63,"endTime":714.141,"body":"back. Scale Your SaaS is"},{"speaker":"Intro/ Outro","startTime":714.205,"endTime":718.262,"body":"supported by Torowave. Lots of"},{"speaker":"Intro/ Outro","startTime":714.205,"endTime":718.262,"body":"software leaders I talked to are"},{"speaker":"Intro/ Outro","startTime":718.327,"endTime":722.191,"body":"looking to scale their SaaS and"},{"speaker":"Intro/ Outro","startTime":718.327,"endTime":722.191,"body":"I keep hearing over and over"},{"speaker":"Intro/ Outro","startTime":722.255,"endTime":726.119,"body":"about one major struggle getting"},{"speaker":"Intro/ Outro","startTime":722.255,"endTime":726.119,"body":"ghosted by buyers after the"},{"speaker":"Intro/ Outro","startTime":726.183,"endTime":730.176,"body":"demo. How frustrating is it when"},{"speaker":"Intro/ Outro","startTime":726.183,"endTime":730.176,"body":"you have a great demo? You're"},{"speaker":"Intro/ Outro","startTime":730.24,"endTime":734.233,"body":"feeling good they like it. It"},{"speaker":"Intro/ Outro","startTime":730.24,"endTime":734.233,"body":"seems like a done deal. And then"},{"speaker":"Intro/ Outro","startTime":734.298,"endTime":738.097,"body":"crickets nothing reach out"},{"speaker":"Intro/ Outro","startTime":734.298,"endTime":738.097,"body":"they're not responding to you at"},{"speaker":"Intro/ Outro","startTime":738.161,"endTime":742.025,"body":"all. And when these software"},{"speaker":"Intro/ Outro","startTime":738.161,"endTime":742.025,"body":"companies they asked me to dive"},{"speaker":"Intro/ Outro","startTime":742.09,"endTime":746.082,"body":"in, I noticed that the sellers"},{"speaker":"Intro/ Outro","startTime":742.09,"endTime":746.082,"body":"are following up the wrong way."},{"speaker":"Intro/ Outro","startTime":746.147,"endTime":750.011,"body":"Or actually I should say with"},{"speaker":"Intro/ Outro","startTime":746.147,"endTime":750.011,"body":"the wrong medium. What they're"},{"speaker":"Intro/ Outro","startTime":750.075,"endTime":753.681,"body":"doing is they're hammering"},{"speaker":"Intro/ Outro","startTime":750.075,"endTime":753.681,"body":"emails over and over again. I"},{"speaker":"Intro/ Outro","startTime":753.746,"endTime":757.738,"body":"got a newsflash for you. Email"},{"speaker":"Intro/ Outro","startTime":753.746,"endTime":757.738,"body":"effectiveness is dwindling down"},{"speaker":"Intro/ Outro","startTime":757.803,"endTime":761.602,"body":"and down every year. So why beat"},{"speaker":"Intro/ Outro","startTime":757.803,"endTime":761.602,"body":"your head against the wall"},{"speaker":"Intro/ Outro","startTime":761.667,"endTime":765.337,"body":"losing all kinds of business,"},{"speaker":"Intro/ Outro","startTime":761.667,"endTime":765.337,"body":"start texting mixing texts,"},{"speaker":"Intro/ Outro","startTime":765.402,"endTime":769.394,"body":"along with emails and calls and"},{"speaker":"Intro/ Outro","startTime":765.402,"endTime":769.394,"body":"watch your conversion rates go"},{"speaker":"Intro/ Outro","startTime":769.459,"endTime":773.323,"body":"up. In fact conversion rates go"},{"speaker":"Intro/ Outro","startTime":769.459,"endTime":773.323,"body":"up by about 50% When you use"},{"speaker":"Intro/ Outro","startTime":773.387,"endTime":777.38,"body":"texting as part of the follow up"},{"speaker":"Intro/ Outro","startTime":773.387,"endTime":777.38,"body":"people are used to it and did"},{"speaker":"Intro/ Outro","startTime":777.444,"endTime":781.437,"body":"you know though response rate on"},{"speaker":"Intro/ Outro","startTime":777.444,"endTime":781.437,"body":"text is 98% 98%. So why throw"},{"speaker":"Intro/ Outro","startTime":781.501,"endTime":785.429,"body":"emails into a black hole knowing"},{"speaker":"Intro/ Outro","startTime":781.501,"endTime":785.429,"body":"that they're never gonna get"},{"speaker":"Intro/ Outro","startTime":785.494,"endTime":789.293,"body":"returned text buyers and get"},{"speaker":"Intro/ Outro","startTime":785.494,"endTime":789.293,"body":"results but don't use your own"},{"speaker":"Intro/ Outro","startTime":789.358,"endTime":793.479,"body":"phone all kinds of security and"},{"speaker":"Intro/ Outro","startTime":789.358,"endTime":793.479,"body":"compliance issues if you do also"},{"speaker":"Intro/ Outro","startTime":793.544,"endTime":797.15,"body":"none of that data is with your"},{"speaker":"Intro/ Outro","startTime":793.544,"endTime":797.15,"body":"company. That's not good."},{"speaker":"Intro/ Outro","startTime":797.214,"endTime":800.756,"body":"Instead use this system"},{"speaker":"Intro/ Outro","startTime":797.214,"endTime":800.756,"body":"Torowave. Toro wave is designed"},{"speaker":"Intro/ Outro","startTime":800.82,"endTime":804.813,"body":"for sales. It makes texting with"},{"speaker":"Intro/ Outro","startTime":800.82,"endTime":804.813,"body":"buyers super simple and fast."},{"speaker":"Intro/ Outro","startTime":804.878,"endTime":808.741,"body":"And it helps drive more deals,"},{"speaker":"Intro/ Outro","startTime":804.878,"endTime":808.741,"body":"deals that you've been losing"},{"speaker":"Intro/ Outro","startTime":808.806,"endTime":812.927,"body":"until now for being a listener."},{"speaker":"Intro/ Outro","startTime":808.806,"endTime":812.927,"body":"You get 50% off your first month"},{"speaker":"Intro/ Outro","startTime":812.992,"endTime":817.113,"body":"of using Toro a 50% off just go"},{"speaker":"Intro/ Outro","startTime":812.992,"endTime":817.113,"body":"to Torowave.com/scale That's t o"},{"speaker":"Intro/ Outro","startTime":817.178,"endTime":821.106,"body":"r o wave.com/scale get signed up"},{"speaker":"Intro/ Outro","startTime":817.178,"endTime":821.106,"body":"and start winning more deals"},{"speaker":"Intro/ Outro","startTime":821.17,"endTime":824.97,"body":"like Tracy who closed $170,000"},{"speaker":"Intro/ Outro","startTime":821.17,"endTime":824.97,"body":"In three days after starting"},{"speaker":"Intro/ Outro","startTime":825.034,"endTime":829.156,"body":"again, go to Torowave.com/scale"},{"speaker":"Intro/ Outro","startTime":825.034,"endTime":829.156,"body":"Catch up and win by texting with"},{"speaker":"Intro/ Outro","startTime":829.22,"endTime":829.8,"body":"poor win."},{"speaker":"Matt Wolach","startTime":829.8,"endTime":831.03,"body":"And we're back."},{"speaker":"Stacie Chan","startTime":831.21,"endTime":833.25,"body":"I love that. Matt,"},{"speaker":"Stacie Chan","startTime":831.21,"endTime":833.25,"body":"I did want to expand on what you"},{"speaker":"Stacie Chan","startTime":833.25,"endTime":836.4,"body":"said because I could not agree"},{"speaker":"Stacie Chan","startTime":833.25,"endTime":836.4,"body":"more still. I love the I love"},{"speaker":"Stacie Chan","startTime":836.4,"endTime":840.33,"body":"the acting can help you in sales"},{"speaker":"Stacie Chan","startTime":836.4,"endTime":840.33,"body":"people find that disconnect. But"},{"speaker":"Stacie Chan","startTime":840.36,"endTime":844.32,"body":"actually, it's exactly what you"},{"speaker":"Stacie Chan","startTime":840.36,"endTime":844.32,"body":"said. It really is so much"},{"speaker":"Stacie Chan","startTime":844.35,"endTime":848.52,"body":"preparation for every sales"},{"speaker":"Stacie Chan","startTime":844.35,"endTime":848.52,"body":"call. You can't wing it is not"},{"speaker":"Stacie Chan","startTime":848.52,"endTime":852.51,"body":"improv. If you're not prepared"},{"speaker":"Stacie Chan","startTime":848.52,"endTime":852.51,"body":"for that first pitch, and also"},{"speaker":"Stacie Chan","startTime":852.51,"endTime":856.59,"body":"prepared with the follow up, I"},{"speaker":"Stacie Chan","startTime":852.51,"endTime":856.59,"body":"find that my conversion rate is"},{"speaker":"Stacie Chan","startTime":856.59,"endTime":860.85,"body":"so much less every call that I"},{"speaker":"Stacie Chan","startTime":856.59,"endTime":860.85,"body":"actually get on it's researching"},{"speaker":"Stacie Chan","startTime":860.88,"endTime":864.72,"body":"the potential client. It's"},{"speaker":"Stacie Chan","startTime":860.88,"endTime":864.72,"body":"customizing that first pitch to"},{"speaker":"Stacie Chan","startTime":864.72,"endTime":867.39,"body":"making sure I understand their"},{"speaker":"Stacie Chan","startTime":864.72,"endTime":867.39,"body":"business, what kind of content"},{"speaker":"Stacie Chan","startTime":867.42,"endTime":873.72,"body":"are they creating? Are they a"},{"speaker":"Stacie Chan","startTime":867.42,"endTime":873.72,"body":"lifestyle German magazine,"},{"speaker":"Stacie Chan","startTime":874.05,"endTime":878.94,"body":"versus a French culinary news"},{"speaker":"Stacie Chan","startTime":874.05,"endTime":878.94,"body":"site? Very, very different use"},{"speaker":"Stacie Chan","startTime":878.94,"endTime":881.7,"body":"cases and how they use our"},{"speaker":"Stacie Chan","startTime":878.94,"endTime":881.7,"body":"content. And it's also the"},{"speaker":"Stacie Chan","startTime":881.7,"endTime":886.05,"body":"follow up. When I press the hang"},{"speaker":"Stacie Chan","startTime":881.7,"endTime":886.05,"body":"up button. I'm not done. It's"},{"speaker":"Stacie Chan","startTime":886.05,"endTime":890.31,"body":"still the follow up. And also I"},{"speaker":"Stacie Chan","startTime":886.05,"endTime":890.31,"body":"try to record every meeting if"},{"speaker":"Stacie Chan","startTime":890.31,"endTime":894.48,"body":"possible. Same what we did with"},{"speaker":"Stacie Chan","startTime":890.31,"endTime":894.48,"body":"acting, I would have to as"},{"speaker":"Stacie Chan","startTime":894.51,"endTime":897.66,"body":"uncomfortable as it used to be I"},{"speaker":"Stacie Chan","startTime":894.51,"endTime":897.66,"body":"would have to watch myself,"},{"speaker":"Stacie Chan","startTime":898.02,"endTime":903.87,"body":"listen to myself and evaluate my"},{"speaker":"Stacie Chan","startTime":898.02,"endTime":903.87,"body":"performance. Again, sales isn't"},{"speaker":"Stacie Chan","startTime":903.87,"endTime":907.14,"body":"about trying to fool people, but"},{"speaker":"Stacie Chan","startTime":903.87,"endTime":907.14,"body":"it's really watching how the"},{"speaker":"Stacie Chan","startTime":907.14,"endTime":911.7,"body":"connection went. And looking at"},{"speaker":"Stacie Chan","startTime":907.14,"endTime":911.7,"body":"their reaction. That's why I"},{"speaker":"Stacie Chan","startTime":911.7,"endTime":914.37,"body":"actually loved theater the most"},{"speaker":"Stacie Chan","startTime":911.7,"endTime":914.37,"body":"out of all acting because you"},{"speaker":"Stacie Chan","startTime":914.37,"endTime":919.29,"body":"could read the room. You could"},{"speaker":"Stacie Chan","startTime":914.37,"endTime":919.29,"body":"feel the vibe of the audience."},{"speaker":"Stacie Chan","startTime":919.29,"endTime":923.7,"body":"Were they emoting with you? Did"},{"speaker":"Stacie Chan","startTime":919.29,"endTime":923.7,"body":"they laugh at the right spots? I"},{"speaker":"Stacie Chan","startTime":923.7,"endTime":927.24,"body":"would adjust my delivery for"},{"speaker":"Stacie Chan","startTime":923.7,"endTime":927.24,"body":"different performance. If I"},{"speaker":"Stacie Chan","startTime":927.24,"endTime":931.11,"body":"said, that line actually got a"},{"speaker":"Stacie Chan","startTime":927.24,"endTime":931.11,"body":"really good response. It's the"},{"speaker":"Stacie Chan","startTime":931.11,"endTime":934.08,"body":"same thing when selling your"},{"speaker":"Stacie Chan","startTime":931.11,"endTime":934.08,"body":"product. When I demoed that"},{"speaker":"Stacie Chan","startTime":934.08,"endTime":938.31,"body":"feature, oh, that's when I saw"},{"speaker":"Stacie Chan","startTime":934.08,"endTime":938.31,"body":"an eyebrow raise. Or if I"},{"speaker":"Stacie Chan","startTime":938.31,"endTime":940.8,"body":"thought an eyebrow was gonna be"},{"speaker":"Stacie Chan","startTime":938.31,"endTime":940.8,"body":"raised, and it was just deadpan."},{"speaker":"Stacie Chan","startTime":940.92,"endTime":943.38,"body":"Hmm, maybe not a feature that"},{"speaker":"Stacie Chan","startTime":940.92,"endTime":943.38,"body":"they were particularly"},{"speaker":"Stacie Chan","startTime":943.38,"endTime":947.34,"body":"interested in, I might actually"},{"speaker":"Stacie Chan","startTime":943.38,"endTime":947.34,"body":"lead with a different feature of"},{"speaker":"Stacie Chan","startTime":947.34,"endTime":951.63,"body":"our product based on who the"},{"speaker":"Stacie Chan","startTime":947.34,"endTime":951.63,"body":"customer is or how other sales"},{"speaker":"Stacie Chan","startTime":951.63,"endTime":954.24,"body":"calls have gone. So just to"},{"speaker":"Stacie Chan","startTime":951.63,"endTime":954.24,"body":"expand a little bit on that"},{"speaker":"Stacie Chan","startTime":954.24,"endTime":954.6,"body":"thing."},{"speaker":"Matt Wolach","startTime":954.96,"endTime":957.54,"body":"No, I think that's"},{"speaker":"Matt Wolach","startTime":954.96,"endTime":957.54,"body":"fantastic. I'm glad you did,"},{"speaker":"Matt Wolach","startTime":957.54,"endTime":961.53,"body":"because I definitely teach that"},{"speaker":"Matt Wolach","startTime":957.54,"endTime":961.53,"body":"quite a lot, especially around,"},{"speaker":"Matt Wolach","startTime":961.89,"endTime":966.48,"body":"hey, you might not say things"},{"speaker":"Matt Wolach","startTime":961.89,"endTime":966.48,"body":"exactly the same, same way every"},{"speaker":"Matt Wolach","startTime":966.48,"endTime":972.45,"body":"time. And that's okay. That that"},{"speaker":"Matt Wolach","startTime":966.48,"endTime":972.45,"body":"morphing that way you change"},{"speaker":"Matt Wolach","startTime":972.45,"endTime":975.06,"body":"actually can help. Because just"},{"speaker":"Matt Wolach","startTime":972.45,"endTime":975.06,"body":"like you said, you might say"},{"speaker":"Matt Wolach","startTime":975.06,"endTime":978.09,"body":"something that they react to,"},{"speaker":"Matt Wolach","startTime":975.06,"endTime":978.09,"body":"either positively or negatively."},{"speaker":"Matt Wolach","startTime":978.15,"endTime":981.51,"body":"And you either say, Wow, I need"},{"speaker":"Matt Wolach","startTime":978.15,"endTime":981.51,"body":"to say that more often in that"},{"speaker":"Matt Wolach","startTime":981.51,"endTime":986.46,"body":"way, or who made sure I Never"},{"speaker":"Matt Wolach","startTime":981.51,"endTime":986.46,"body":"say that again. And your gets"},{"speaker":"Matt Wolach","startTime":986.61,"endTime":990.36,"body":"you get stronger and stronger in"},{"speaker":"Matt Wolach","startTime":986.61,"endTime":990.36,"body":"your pitch in your process."},{"speaker":"Matt Wolach","startTime":990.36,"endTime":994.29,"body":"Because you're kind of AB"},{"speaker":"Matt Wolach","startTime":990.36,"endTime":994.29,"body":"testing little things here and"},{"speaker":"Matt Wolach","startTime":994.29,"endTime":996.66,"body":"there. As you're doing it. Yes,"},{"speaker":"Matt Wolach","startTime":994.29,"endTime":996.66,"body":"you need to structure Yes, you"},{"speaker":"Matt Wolach","startTime":996.66,"endTime":998.76,"body":"need to know, hey, we're going"},{"speaker":"Matt Wolach","startTime":996.66,"endTime":998.76,"body":"to make sure we cover this hit"},{"speaker":"Matt Wolach","startTime":998.76,"endTime":1002.42,"body":"this. But those little kind of"},{"speaker":"Matt Wolach","startTime":998.76,"endTime":1002.42,"body":"adjustments that you make"},{"speaker":"Matt Wolach","startTime":1002.48,"endTime":1006.17,"body":"throughout the process, use them"},{"speaker":"Matt Wolach","startTime":1002.48,"endTime":1006.17,"body":"and get that response from your"},{"speaker":"Matt Wolach","startTime":1006.17,"endTime":1010.52,"body":"audience. In this case, with you"},{"speaker":"Matt Wolach","startTime":1006.17,"endTime":1010.52,"body":"as an audience on a theater"},{"speaker":"Matt Wolach","startTime":1010.52,"endTime":1013.58,"body":"stage or with your demo"},{"speaker":"Matt Wolach","startTime":1010.52,"endTime":1013.58,"body":"audience, the person you're"},{"speaker":"Matt Wolach","startTime":1013.58,"endTime":1017.36,"body":"talking to, it absolutely makes"},{"speaker":"Matt Wolach","startTime":1013.58,"endTime":1017.36,"body":"the next one and the next one"},{"speaker":"Matt Wolach","startTime":1017.36,"endTime":1018.44,"body":"more and more powerful."},{"speaker":"Stacie Chan","startTime":1019.16,"endTime":1023.18,"body":"Absolutely. And I"},{"speaker":"Stacie Chan","startTime":1019.16,"endTime":1023.18,"body":"actually would seek your advice"},{"speaker":"Stacie Chan","startTime":1023.18,"endTime":1027.02,"body":"to Matt, because obviously, I"},{"speaker":"Stacie Chan","startTime":1023.18,"endTime":1027.02,"body":"try to always do a demo or pitch"},{"speaker":"Stacie Chan","startTime":1027.02,"endTime":1030.53,"body":"in person, you just have that"},{"speaker":"Stacie Chan","startTime":1027.02,"endTime":1030.53,"body":"human human connection. But I"},{"speaker":"Stacie Chan","startTime":1030.53,"endTime":1035.3,"body":"find with the advent of zoom, so"},{"speaker":"Stacie Chan","startTime":1030.53,"endTime":1035.3,"body":"many more of my sales calls are"},{"speaker":"Stacie Chan","startTime":1035.84,"endTime":1040.85,"body":"over over the screen. And it's a"},{"speaker":"Stacie Chan","startTime":1035.84,"endTime":1040.85,"body":"simple thing. But it was really"},{"speaker":"Stacie Chan","startTime":1040.85,"endTime":1043.76,"body":"game changing for me, you can"},{"speaker":"Stacie Chan","startTime":1040.85,"endTime":1043.76,"body":"always present your screen. But"},{"speaker":"Stacie Chan","startTime":1043.76,"endTime":1047.12,"body":"you can also see you can still"},{"speaker":"Stacie Chan","startTime":1043.76,"endTime":1047.12,"body":"see your own tab, because I"},{"speaker":"Stacie Chan","startTime":1047.18,"endTime":1051.83,"body":"found it critical to watch my"},{"speaker":"Stacie Chan","startTime":1047.18,"endTime":1051.83,"body":"customers reactions. Do you have"},{"speaker":"Stacie Chan","startTime":1051.83,"endTime":1057.59,"body":"any other tips for how to manage"},{"speaker":"Stacie Chan","startTime":1051.83,"endTime":1057.59,"body":"and watch their reactions to"},{"speaker":"Stacie Chan","startTime":1057.59,"endTime":1060.35,"body":"really understand what they're"},{"speaker":"Stacie Chan","startTime":1057.59,"endTime":1060.35,"body":"thinking how they're thinking"},{"speaker":"Stacie Chan","startTime":1060.35,"endTime":1061.31,"body":"about your product?"},{"speaker":"Matt Wolach","startTime":1062.39,"endTime":1064.7,"body":"Yeah, you're"},{"speaker":"Matt Wolach","startTime":1062.39,"endTime":1064.7,"body":"absolutely right. I love face to"},{"speaker":"Matt Wolach","startTime":1064.7,"endTime":1068.18,"body":"face selling it is by far the"},{"speaker":"Matt Wolach","startTime":1064.7,"endTime":1068.18,"body":"number one best way to sell. So"},{"speaker":"Matt Wolach","startTime":1068.18,"endTime":1071.27,"body":"if you a lot of people who are"},{"speaker":"Matt Wolach","startTime":1068.18,"endTime":1071.27,"body":"clients of mine, they say oh,"},{"speaker":"Matt Wolach","startTime":1071.27,"endTime":1073.97,"body":"yeah, we're always on Zoom and"},{"speaker":"Matt Wolach","startTime":1071.27,"endTime":1073.97,"body":"say what if somebody sends in a"},{"speaker":"Matt Wolach","startTime":1073.97,"endTime":1077.69,"body":"request to talk with you who's"},{"speaker":"Matt Wolach","startTime":1073.97,"endTime":1077.69,"body":"down the street, definitely go"},{"speaker":"Matt Wolach","startTime":1077.69,"endTime":1080.96,"body":"see them. Because the face to"},{"speaker":"Matt Wolach","startTime":1077.69,"endTime":1080.96,"body":"face interaction, that"},{"speaker":"Matt Wolach","startTime":1080.96,"endTime":1083.87,"body":"connection you can make is"},{"speaker":"Matt Wolach","startTime":1080.96,"endTime":1083.87,"body":"critical. We are lucky in this"},{"speaker":"Matt Wolach","startTime":1083.87,"endTime":1086.78,"body":"day and age that we have zoom,"},{"speaker":"Matt Wolach","startTime":1083.87,"endTime":1086.78,"body":"we have the video chats that we"},{"speaker":"Matt Wolach","startTime":1086.78,"endTime":1090.53,"body":"can do, it's just so amazing."},{"speaker":"Matt Wolach","startTime":1086.78,"endTime":1090.53,"body":"Because we kind of trick our"},{"speaker":"Matt Wolach","startTime":1090.53,"endTime":1094.97,"body":"brains and we can see these"},{"speaker":"Matt Wolach","startTime":1090.53,"endTime":1094.97,"body":"people we can connect with them,"},{"speaker":"Matt Wolach","startTime":1094.97,"endTime":1098.84,"body":"we can, like you said emote with"},{"speaker":"Matt Wolach","startTime":1094.97,"endTime":1098.84,"body":"them. And part of sales is"},{"speaker":"Matt Wolach","startTime":1098.84,"endTime":1102.2,"body":"trust. And when they can look"},{"speaker":"Matt Wolach","startTime":1098.84,"endTime":1102.2,"body":"into your eyes, they can trust"},{"speaker":"Matt Wolach","startTime":1102.2,"endTime":1104.72,"body":"you a lot more than if they're"},{"speaker":"Matt Wolach","startTime":1102.2,"endTime":1104.72,"body":"just talking on the phone. So a"},{"speaker":"Matt Wolach","startTime":1104.72,"endTime":1108.35,"body":"lot of times I'm reviewing sales"},{"speaker":"Matt Wolach","startTime":1104.72,"endTime":1108.35,"body":"calls or demos, and the rep"},{"speaker":"Matt Wolach","startTime":1108.44,"endTime":1113.09,"body":"never turned on their video, you"},{"speaker":"Matt Wolach","startTime":1108.44,"endTime":1113.09,"body":"have an opportunity to get"},{"speaker":"Matt Wolach","startTime":1113.09,"endTime":1116.63,"body":"really close to a face to face"},{"speaker":"Matt Wolach","startTime":1113.09,"endTime":1116.63,"body":"interaction. And you don't turn"},{"speaker":"Matt Wolach","startTime":1116.63,"endTime":1118.88,"body":"on your video. So everybody out"},{"speaker":"Matt Wolach","startTime":1116.63,"endTime":1118.88,"body":"there, please, please, please"},{"speaker":"Matt Wolach","startTime":1118.88,"endTime":1121.49,"body":"make sure that you are turning"},{"speaker":"Matt Wolach","startTime":1118.88,"endTime":1121.49,"body":"on your video you're using these"},{"speaker":"Matt Wolach","startTime":1121.49,"endTime":1125.24,"body":"video call technologies that we"},{"speaker":"Matt Wolach","startTime":1121.49,"endTime":1125.24,"body":"have and connect with your"},{"speaker":"Matt Wolach","startTime":1125.24,"endTime":1128.36,"body":"audience. They will trust you so"},{"speaker":"Matt Wolach","startTime":1125.24,"endTime":1128.36,"body":"much more. But you're right,"},{"speaker":"Matt Wolach","startTime":1128.36,"endTime":1132.68,"body":"Stacy, you want to be able to"},{"speaker":"Matt Wolach","startTime":1128.36,"endTime":1132.68,"body":"watch their reaction to now"},{"speaker":"Matt Wolach","startTime":1132.83,"endTime":1135.65,"body":"watching their reaction is one"},{"speaker":"Matt Wolach","startTime":1132.83,"endTime":1135.65,"body":"thing. And I actually think it's"},{"speaker":"Matt Wolach","startTime":1135.68,"endTime":1140.06,"body":"easier after the fact because if"},{"speaker":"Matt Wolach","startTime":1135.68,"endTime":1140.06,"body":"you're too focused on them in"},{"speaker":"Matt Wolach","startTime":1140.06,"endTime":1142.43,"body":"the moment, especially if you're"},{"speaker":"Matt Wolach","startTime":1140.06,"endTime":1142.43,"body":"newer and you're not quite sure"},{"speaker":"Matt Wolach","startTime":1142.43,"endTime":1144.86,"body":"how exactly you're supposed to"},{"speaker":"Matt Wolach","startTime":1142.43,"endTime":1144.86,"body":"demo and do your thing and"},{"speaker":"Matt Wolach","startTime":1144.86,"endTime":1146.51,"body":"you're kind of more focused on"},{"speaker":"Matt Wolach","startTime":1144.86,"endTime":1146.51,"body":"make sure you hit the right"},{"speaker":"Matt Wolach","startTime":1146.51,"endTime":1151.1,"body":"thing. It's gonna be harder"},{"speaker":"Matt Wolach","startTime":1146.51,"endTime":1151.1,"body":"maybe to dual brain this and"},{"speaker":"Matt Wolach","startTime":1151.1,"endTime":1154.22,"body":"focus on doing your thing and"},{"speaker":"Matt Wolach","startTime":1151.1,"endTime":1154.22,"body":"what they're doing. So like you"},{"speaker":"Matt Wolach","startTime":1154.22,"endTime":1156.62,"body":"said recording, I highly"},{"speaker":"Matt Wolach","startTime":1154.22,"endTime":1156.62,"body":"recommend it go back and watch"},{"speaker":"Matt Wolach","startTime":1156.62,"endTime":1159.14,"body":"after it when you're out of the"},{"speaker":"Matt Wolach","startTime":1156.62,"endTime":1159.14,"body":"moment out of the emotion of it."},{"speaker":"Matt Wolach","startTime":1159.38,"endTime":1162.41,"body":"You're going to be able to see"},{"speaker":"Matt Wolach","startTime":1159.38,"endTime":1162.41,"body":"oh yeah, I gotta make sure I do"},{"speaker":"Matt Wolach","startTime":1162.41,"endTime":1164.93,"body":"that better who I shouldn't have"},{"speaker":"Matt Wolach","startTime":1162.41,"endTime":1164.93,"body":"said that. It's going to be a"},{"speaker":"Matt Wolach","startTime":1164.93,"endTime":1167.87,"body":"lot easier after the fact you're"},{"speaker":"Matt Wolach","startTime":1164.93,"endTime":1167.87,"body":"right. It is a little awkward"},{"speaker":"Matt Wolach","startTime":1167.87,"endTime":1171.83,"body":"looking at yourself in a"},{"speaker":"Matt Wolach","startTime":1167.87,"endTime":1171.83,"body":"recording, but it's definitely a"},{"speaker":"Matt Wolach","startTime":1171.83,"endTime":1175.22,"body":"lot better i You related it to"},{"speaker":"Matt Wolach","startTime":1171.83,"endTime":1175.22,"body":"acting I related to sports,"},{"speaker":"Matt Wolach","startTime":1175.34,"endTime":1180.29,"body":"which is my background and"},{"speaker":"Matt Wolach","startTime":1175.34,"endTime":1180.29,"body":"sporting, you know, coaches and"},{"speaker":"Matt Wolach","startTime":1180.29,"endTime":1183.59,"body":"players, they're going to go"},{"speaker":"Matt Wolach","startTime":1180.29,"endTime":1183.59,"body":"back and look at the film and"},{"speaker":"Matt Wolach","startTime":1183.59,"endTime":1186.08,"body":"look at the tape of what they"},{"speaker":"Matt Wolach","startTime":1183.59,"endTime":1186.08,"body":"did right and wrong to try and"},{"speaker":"Matt Wolach","startTime":1186.08,"endTime":1190.04,"body":"improve and correct upon it. So"},{"speaker":"Matt Wolach","startTime":1186.08,"endTime":1190.04,"body":"I absolutely have, you know, a"},{"speaker":"Matt Wolach","startTime":1190.04,"endTime":1191.78,"body":"belief that you have to do that"},{"speaker":"Matt Wolach","startTime":1190.04,"endTime":1191.78,"body":"as well."},{"speaker":"Stacie Chan","startTime":1193.1,"endTime":1196.31,"body":"Right. And jumping"},{"speaker":"Stacie Chan","startTime":1193.1,"endTime":1196.31,"body":"back to the content question"},{"speaker":"Stacie Chan","startTime":1196.34,"endTime":1198.65,"body":"remind me again because I know"},{"speaker":"Stacie Chan","startTime":1196.34,"endTime":1198.65,"body":"we went on a few different"},{"speaker":"Stacie Chan","startTime":1198.65,"endTime":1200.66,"body":"tangents but I love this"},{"speaker":"Stacie Chan","startTime":1198.65,"endTime":1200.66,"body":"conversation. can still about"},{"speaker":"Stacie Chan","startTime":1200.66,"endTime":1201.71,"body":"acting and sales."},{"speaker":"Matt Wolach","startTime":1203.449,"endTime":1206.569,"body":"So why do you say"},{"speaker":"Matt Wolach","startTime":1203.449,"endTime":1206.569,"body":"is content on social media key"},{"speaker":"Matt Wolach","startTime":1206.569,"endTime":1207.619,"body":"for lead generation?"},{"speaker":"Stacie Chan","startTime":1208.219,"endTime":1211.58,"body":"That's right. Lead"},{"speaker":"Stacie Chan","startTime":1208.219,"endTime":1211.58,"body":"Generation is everything at a at"},{"speaker":"Stacie Chan","startTime":1211.646,"endTime":1215.403,"body":"a startup, especially a SaaS"},{"speaker":"Stacie Chan","startTime":1211.646,"endTime":1215.403,"body":"startup. And I am constantly"},{"speaker":"Stacie Chan","startTime":1215.469,"endTime":1219.161,"body":"thinking about how to create"},{"speaker":"Stacie Chan","startTime":1215.469,"endTime":1219.161,"body":"warm leads. Because you can"},{"speaker":"Stacie Chan","startTime":1219.227,"endTime":1223.248,"body":"pound the pavement to outbound"},{"speaker":"Stacie Chan","startTime":1219.227,"endTime":1223.248,"body":"as much as you would like. But"},{"speaker":"Stacie Chan","startTime":1223.313,"endTime":1227.466,"body":"it's really when that flywheel"},{"speaker":"Stacie Chan","startTime":1223.313,"endTime":1227.466,"body":"gets going of inbound leads that"},{"speaker":"Stacie Chan","startTime":1227.532,"endTime":1230.828,"body":"I do think you have a"},{"speaker":"Stacie Chan","startTime":1227.532,"endTime":1230.828,"body":"sustainable business. And we"},{"speaker":"Stacie Chan","startTime":1230.894,"endTime":1234.783,"body":"found that social media is, I"},{"speaker":"Stacie Chan","startTime":1230.894,"endTime":1234.783,"body":"believe, the last bastion for"},{"speaker":"Stacie Chan","startTime":1234.849,"endTime":1238.87,"body":"true organic discovery. Because"},{"speaker":"Stacie Chan","startTime":1234.849,"endTime":1238.87,"body":"people are in this mindset of"},{"speaker":"Stacie Chan","startTime":1238.936,"endTime":1242.363,"body":"openness, they're not really"},{"speaker":"Stacie Chan","startTime":1238.936,"endTime":1242.363,"body":"looking for anything in"},{"speaker":"Stacie Chan","startTime":1242.429,"endTime":1245.923,"body":"particular, whereas that's"},{"speaker":"Stacie Chan","startTime":1242.429,"endTime":1245.923,"body":"really the the converse on"},{"speaker":"Stacie Chan","startTime":1245.989,"endTime":1249.812,"body":"search, where they have an"},{"speaker":"Stacie Chan","startTime":1245.989,"endTime":1249.812,"body":"intent to do something. But you"},{"speaker":"Stacie Chan","startTime":1249.878,"endTime":1253.635,"body":"have this huge opportunity to"},{"speaker":"Stacie Chan","startTime":1249.878,"endTime":1253.635,"body":"widen your funnel, customer"},{"speaker":"Stacie Chan","startTime":1253.701,"endTime":1257.656,"body":"acquisition when people are on"},{"speaker":"Stacie Chan","startTime":1253.701,"endTime":1257.656,"body":"social media. Because they're"},{"speaker":"Stacie Chan","startTime":1257.722,"endTime":1262.007,"body":"there, they're in this receptive"},{"speaker":"Stacie Chan","startTime":1257.722,"endTime":1262.007,"body":"mindset where they're looking at"},{"speaker":"Stacie Chan","startTime":1262.072,"endTime":1265.566,"body":"beautiful content that is"},{"speaker":"Stacie Chan","startTime":1262.072,"endTime":1265.566,"body":"typically relevant to them."},{"speaker":"Stacie Chan","startTime":1265.632,"endTime":1269.191,"body":"We're very grateful for the"},{"speaker":"Stacie Chan","startTime":1265.632,"endTime":1269.191,"body":"algorithms on whether it's"},{"speaker":"Stacie Chan","startTime":1269.257,"endTime":1273.081,"body":"Instagram or LinkedIn or Tik"},{"speaker":"Stacie Chan","startTime":1269.257,"endTime":1273.081,"body":"Tok, doing a pretty darn good"},{"speaker":"Stacie Chan","startTime":1273.146,"endTime":1277.431,"body":"job of putting the right content"},{"speaker":"Stacie Chan","startTime":1273.146,"endTime":1277.431,"body":"in front of the right people. So"},{"speaker":"Stacie Chan","startTime":1277.497,"endTime":1281.188,"body":"content is really the best form,"},{"speaker":"Stacie Chan","startTime":1277.497,"endTime":1281.188,"body":"we believe, for organic"},{"speaker":"Stacie Chan","startTime":1281.254,"endTime":1285.209,"body":"marketing. And I think customers"},{"speaker":"Stacie Chan","startTime":1281.254,"endTime":1285.209,"body":"are pretty savvy, they just"},{"speaker":"Stacie Chan","startTime":1285.275,"endTime":1289.23,"body":"don't want to see ads, they"},{"speaker":"Stacie Chan","startTime":1285.275,"endTime":1289.23,"body":"really want organic content that"},{"speaker":"Stacie Chan","startTime":1289.296,"endTime":1293.581,"body":"is going to be relevant to them."},{"speaker":"Stacie Chan","startTime":1289.296,"endTime":1293.581,"body":"And social media is where people"},{"speaker":"Stacie Chan","startTime":1293.647,"endTime":1297.865,"body":"are spending their leisure time."},{"speaker":"Stacie Chan","startTime":1293.647,"endTime":1297.865,"body":"So if you want to get customers"},{"speaker":"Stacie Chan","startTime":1297.931,"endTime":1301.688,"body":"at that right point in time,"},{"speaker":"Stacie Chan","startTime":1297.931,"endTime":1301.688,"body":"you've got to be putting out"},{"speaker":"Stacie Chan","startTime":1301.754,"endTime":1305.577,"body":"that content to hit them when"},{"speaker":"Stacie Chan","startTime":1301.754,"endTime":1305.577,"body":"they're primed to be in that"},{"speaker":"Stacie Chan","startTime":1305.643,"endTime":1307.16,"body":"open discovery mindset."},{"speaker":"Matt Wolach","startTime":1308.45,"endTime":1310.61,"body":"I love it. I"},{"speaker":"Matt Wolach","startTime":1308.45,"endTime":1310.61,"body":"totally agree with you on that."},{"speaker":"Matt Wolach","startTime":1310.61,"endTime":1312.83,"body":"Okay, so now we know any"},{"speaker":"Matt Wolach","startTime":1310.61,"endTime":1312.83,"body":"content, sometimes we get so"},{"speaker":"Matt Wolach","startTime":1312.83,"endTime":1315.92,"body":"busy, we can't do it. But how"},{"speaker":"Matt Wolach","startTime":1312.83,"endTime":1315.92,"body":"can businesses use AI to"},{"speaker":"Matt Wolach","startTime":1315.92,"endTime":1319.01,"body":"generate really, really high"},{"speaker":"Matt Wolach","startTime":1315.92,"endTime":1319.01,"body":"quality personalized content at"},{"speaker":"Matt Wolach","startTime":1319.01,"endTime":1319.43,"body":"scale?"},{"speaker":"Stacie Chan","startTime":1320.57,"endTime":1323.57,"body":"That's exactly it,"},{"speaker":"Stacie Chan","startTime":1320.57,"endTime":1323.57,"body":"Matt. AI is going to be a"},{"speaker":"Stacie Chan","startTime":1323.57,"endTime":1327.98,"body":"marketers best friend AI is"},{"speaker":"Stacie Chan","startTime":1323.57,"endTime":1327.98,"body":"going to be the way that you or"},{"speaker":"Stacie Chan","startTime":1327.98,"endTime":1331.85,"body":"your business, who probably may"},{"speaker":"Stacie Chan","startTime":1327.98,"endTime":1331.85,"body":"not even have a marketing"},{"speaker":"Stacie Chan","startTime":1331.85,"endTime":1335.81,"body":"manager, or social media manager"},{"speaker":"Stacie Chan","startTime":1331.85,"endTime":1335.81,"body":"start to create that content"},{"speaker":"Stacie Chan","startTime":1335.81,"endTime":1339.92,"body":"consistently across different"},{"speaker":"Stacie Chan","startTime":1335.81,"endTime":1339.92,"body":"social media channels. Because"},{"speaker":"Stacie Chan","startTime":1339.92,"endTime":1344.3,"body":"we've all been there. I was"},{"speaker":"Stacie Chan","startTime":1339.92,"endTime":1344.3,"body":"there a few months ago. How am I"},{"speaker":"Stacie Chan","startTime":1344.3,"endTime":1346.82,"body":"going to set up my Instagram?"},{"speaker":"Stacie Chan","startTime":1344.3,"endTime":1346.82,"body":"How am I going to continue to"},{"speaker":"Stacie Chan","startTime":1346.82,"endTime":1351.29,"body":"populate my youtube channel"},{"speaker":"Stacie Chan","startTime":1346.82,"endTime":1351.29,"body":"daily. It's that is a full time"},{"speaker":"Stacie Chan","startTime":1351.29,"endTime":1355.28,"body":"job. I already wear so many hats"},{"speaker":"Stacie Chan","startTime":1351.29,"endTime":1355.28,"body":"as the CBO, how am I going to be"},{"speaker":"Stacie Chan","startTime":1355.28,"endTime":1359.81,"body":"the content creation manager."},{"speaker":"Stacie Chan","startTime":1355.28,"endTime":1359.81,"body":"Also, AI is going to be the tool"},{"speaker":"Stacie Chan","startTime":1359.81,"endTime":1363.53,"body":"that I need. And with tools like"},{"speaker":"Stacie Chan","startTime":1359.81,"endTime":1363.53,"body":"video vibe, there are many"},{"speaker":"Stacie Chan","startTime":1363.53,"endTime":1369.5,"body":"others out there. It is so easy"},{"speaker":"Stacie Chan","startTime":1363.53,"endTime":1369.5,"body":"and frictionless to get started."},{"speaker":"Stacie Chan","startTime":1369.74,"endTime":1373.31,"body":"So create those first 10 videos"},{"speaker":"Stacie Chan","startTime":1369.74,"endTime":1373.31,"body":"to create the foundation for"},{"speaker":"Stacie Chan","startTime":1373.31,"endTime":1377.36,"body":"social media channel. But also"},{"speaker":"Stacie Chan","startTime":1373.31,"endTime":1377.36,"body":"maintain your channel. Because"},{"speaker":"Stacie Chan","startTime":1377.36,"endTime":1381.8,"body":"we know that it's you probably"},{"speaker":"Stacie Chan","startTime":1377.36,"endTime":1381.8,"body":"need at least three to four"},{"speaker":"Stacie Chan","startTime":1381.8,"endTime":1386.36,"body":"videos a week to even get get"},{"speaker":"Stacie Chan","startTime":1381.8,"endTime":1386.36,"body":"your fledgling channel a chance"},{"speaker":"Stacie Chan","startTime":1386.69,"endTime":1392.33,"body":"to get in front of eyeballs get"},{"speaker":"Stacie Chan","startTime":1386.69,"endTime":1392.33,"body":"rewarded by the algorithm. And"},{"speaker":"Stacie Chan","startTime":1392.33,"endTime":1394.82,"body":"you might think oh, my gosh,"},{"speaker":"Stacie Chan","startTime":1392.33,"endTime":1394.82,"body":"three to four videos a week, how"},{"speaker":"Stacie Chan","startTime":1394.82,"endTime":1398.42,"body":"am I going to be able to create"},{"speaker":"Stacie Chan","startTime":1394.82,"endTime":1398.42,"body":"those technology helps you for"},{"speaker":"Stacie Chan","startTime":1398.42,"endTime":1401.99,"body":"example, video five, you can"},{"speaker":"Stacie Chan","startTime":1398.42,"endTime":1401.99,"body":"convert your blog post, even"},{"speaker":"Stacie Chan","startTime":1401.99,"endTime":1405.71,"body":"just a string of text into that"},{"speaker":"Stacie Chan","startTime":1401.99,"endTime":1405.71,"body":"short form video in under five"},{"speaker":"Stacie Chan","startTime":1405.71,"endTime":1409.67,"body":"minutes. So I know everyone"},{"speaker":"Stacie Chan","startTime":1405.71,"endTime":1409.67,"body":"wants to spare an hour on their"},{"speaker":"Stacie Chan","startTime":1409.67,"endTime":1414.11,"body":"Monday, plan out your content"},{"speaker":"Stacie Chan","startTime":1409.67,"endTime":1414.11,"body":"calendar, if you will. And"},{"speaker":"Stacie Chan","startTime":1414.2,"endTime":1417.44,"body":"you've got the content ready to"},{"speaker":"Stacie Chan","startTime":1414.2,"endTime":1417.44,"body":"go for the week in just one"},{"speaker":"Stacie Chan","startTime":1417.44,"endTime":1425.54,"body":"hour. There's really no excuse"},{"speaker":"Stacie Chan","startTime":1417.44,"endTime":1425.54,"body":"myself included, to not at least"},{"speaker":"Stacie Chan","startTime":1425.57,"endTime":1428.87,"body":"try to get started with AI."},{"speaker":"Stacie Chan","startTime":1425.57,"endTime":1428.87,"body":"Because it is that initial"},{"speaker":"Stacie Chan","startTime":1428.87,"endTime":1432.74,"body":"hurdle that a lot of folks find"},{"speaker":"Stacie Chan","startTime":1428.87,"endTime":1432.74,"body":"difficult to get over. But"},{"speaker":"Stacie Chan","startTime":1433.91,"endTime":1436.91,"body":"shameless plug we offer free"},{"speaker":"Stacie Chan","startTime":1433.91,"endTime":1436.91,"body":"trial accounts or video five."},{"speaker":"Stacie Chan","startTime":1437.15,"endTime":1441.95,"body":"And I've just seen an explosion"},{"speaker":"Stacie Chan","startTime":1437.15,"endTime":1441.95,"body":"of how people gravitate towards"},{"speaker":"Stacie Chan","startTime":1441.95,"endTime":1445.49,"body":"this because it is the easiest"},{"speaker":"Stacie Chan","startTime":1441.95,"endTime":1445.49,"body":"tool to use. Anyone can can get"},{"speaker":"Stacie Chan","startTime":1445.49,"endTime":1449.21,"body":"started, you can type some text,"},{"speaker":"Stacie Chan","startTime":1445.49,"endTime":1449.21,"body":"or copy paste a URL, you"},{"speaker":"Stacie Chan","startTime":1449.21,"endTime":1454.28,"body":"suddenly have these videos that"},{"speaker":"Stacie Chan","startTime":1449.21,"endTime":1454.28,"body":"you can post daily. If I had"},{"speaker":"Stacie Chan","startTime":1454.28,"endTime":1458.6,"body":"something like this back when I"},{"speaker":"Stacie Chan","startTime":1454.28,"endTime":1458.6,"body":"was a journalist, and I could"},{"speaker":"Stacie Chan","startTime":1458.6,"endTime":1462.05,"body":"have daily videos created in an"},{"speaker":"Stacie Chan","startTime":1458.6,"endTime":1462.05,"body":"hour for the rest of the week,"},{"speaker":"Stacie Chan","startTime":1462.29,"endTime":1465.56,"body":"this would have been absolutely"},{"speaker":"Stacie Chan","startTime":1462.29,"endTime":1465.56,"body":"a game changer for my entire"},{"speaker":"Stacie Chan","startTime":1465.56,"endTime":1466.04,"body":"newsroom."},{"speaker":"Matt Wolach","startTime":1466.07,"endTime":1468.74,"body":"Awesome. I totally"},{"speaker":"Matt Wolach","startTime":1466.07,"endTime":1468.74,"body":"agree. I think it's fantastic"},{"speaker":"Matt Wolach","startTime":1468.74,"endTime":1471.95,"body":"that you can have technology"},{"speaker":"Matt Wolach","startTime":1468.74,"endTime":1471.95,"body":"help you and get you to the"},{"speaker":"Matt Wolach","startTime":1471.95,"endTime":1475.37,"body":"point where you are looking like"},{"speaker":"Matt Wolach","startTime":1471.95,"endTime":1475.37,"body":"you're spending hours and hours"},{"speaker":"Matt Wolach","startTime":1475.37,"endTime":1478.07,"body":"and hours a day creating all"},{"speaker":"Matt Wolach","startTime":1475.37,"endTime":1478.07,"body":"this but actually, you're"},{"speaker":"Matt Wolach","startTime":1478.07,"endTime":1480.38,"body":"focused on other things. You"},{"speaker":"Matt Wolach","startTime":1478.07,"endTime":1480.38,"body":"focus on clients focus on sales,"},{"speaker":"Matt Wolach","startTime":1480.62,"endTime":1483.77,"body":"and it's doing it for you. I"},{"speaker":"Matt Wolach","startTime":1480.62,"endTime":1483.77,"body":"think that's fantastic. So as we"},{"speaker":"Matt Wolach","startTime":1483.77,"endTime":1486.5,"body":"wrap up here, Stacey, what"},{"speaker":"Matt Wolach","startTime":1483.77,"endTime":1486.5,"body":"advice do you have for other"},{"speaker":"Matt Wolach","startTime":1486.53,"endTime":1489.29,"body":"software founders who are"},{"speaker":"Matt Wolach","startTime":1486.53,"endTime":1489.29,"body":"starting out and wanting to"},{"speaker":"Matt Wolach","startTime":1489.29,"endTime":1489.89,"body":"create content?"},{"speaker":"Stacie Chan","startTime":1491.36,"endTime":1494.57,"body":"Oh my goodness, so"},{"speaker":"Stacie Chan","startTime":1491.36,"endTime":1494.57,"body":"many words of wisdom. I'm sure"},{"speaker":"Stacie Chan","startTime":1494.63,"endTime":1499.97,"body":"it's more. How do you avoid the"},{"speaker":"Stacie Chan","startTime":1494.63,"endTime":1499.97,"body":"mistakes that I made? But I want"},{"speaker":"Stacie Chan","startTime":1500.0,"endTime":1503.12,"body":"to just emphasize one final"},{"speaker":"Stacie Chan","startTime":1500.0,"endTime":1503.12,"body":"point, probably, if you are a"},{"speaker":"Stacie Chan","startTime":1503.12,"endTime":1507.08,"body":"SaaS business, you're by"},{"speaker":"Stacie Chan","startTime":1503.12,"endTime":1507.08,"body":"definition, selling a service,"},{"speaker":"Stacie Chan","startTime":1507.11,"endTime":1511.22,"body":"your software is performing a"},{"speaker":"Stacie Chan","startTime":1507.11,"endTime":1511.22,"body":"service. So you need to justify"},{"speaker":"Stacie Chan","startTime":1511.22,"endTime":1514.97,"body":"to your customers why they need"},{"speaker":"Stacie Chan","startTime":1511.22,"endTime":1514.97,"body":"to keep using your software,"},{"speaker":"Stacie Chan","startTime":1515.21,"endTime":1519.05,"body":"month over month, it's not a one"},{"speaker":"Stacie Chan","startTime":1515.21,"endTime":1519.05,"body":"time purchase. So you need to"},{"speaker":"Stacie Chan","startTime":1519.05,"endTime":1521.78,"body":"convince your customers that"},{"speaker":"Stacie Chan","startTime":1519.05,"endTime":1521.78,"body":"they should be using your"},{"speaker":"Stacie Chan","startTime":1521.78,"endTime":1525.8,"body":"service continuously, you need"},{"speaker":"Stacie Chan","startTime":1521.78,"endTime":1525.8,"body":"to be putting out that content"},{"speaker":"Stacie Chan","startTime":1525.83,"endTime":1529.94,"body":"continuously, continuously"},{"speaker":"Stacie Chan","startTime":1525.83,"endTime":1529.94,"body":"reminding them of the value of"},{"speaker":"Stacie Chan","startTime":1529.94,"endTime":1533.33,"body":"your product. And the only way"},{"speaker":"Stacie Chan","startTime":1529.94,"endTime":1533.33,"body":"to do that is to create"},{"speaker":"Stacie Chan","startTime":1533.81,"endTime":1537.17,"body":"differentiated premium content."},{"speaker":"Stacie Chan","startTime":1533.81,"endTime":1537.17,"body":"So that's where a lot of these"},{"speaker":"Stacie Chan","startTime":1537.2,"endTime":1540.65,"body":"AI platforms and tools like"},{"speaker":"Stacie Chan","startTime":1537.2,"endTime":1540.65,"body":"video five can help you create"},{"speaker":"Stacie Chan","startTime":1540.65,"endTime":1545.45,"body":"that consistent content, to be"},{"speaker":"Stacie Chan","startTime":1540.65,"endTime":1545.45,"body":"able to be the champion of your"},{"speaker":"Stacie Chan","startTime":1545.45,"endTime":1550.46,"body":"product. And make sure that your"},{"speaker":"Stacie Chan","startTime":1545.45,"endTime":1550.46,"body":"customers are that retention is"},{"speaker":"Stacie Chan","startTime":1550.46,"endTime":1554.87,"body":"high, that they are loving your"},{"speaker":"Stacie Chan","startTime":1550.46,"endTime":1554.87,"body":"product. They're reminded of all"},{"speaker":"Stacie Chan","startTime":1554.87,"endTime":1558.17,"body":"the different value"},{"speaker":"Stacie Chan","startTime":1554.87,"endTime":1558.17,"body":"propositions, the features that"},{"speaker":"Stacie Chan","startTime":1558.17,"endTime":1562.07,"body":"you're launching, and so that"},{"speaker":"Stacie Chan","startTime":1558.17,"endTime":1562.07,"body":"when that monthly invoice comes,"},{"speaker":"Stacie Chan","startTime":1562.16,"endTime":1564.86,"body":"they don't bajnai It's a line"},{"speaker":"Stacie Chan","startTime":1562.16,"endTime":1564.86,"body":"item in their budget, and they"},{"speaker":"Stacie Chan","startTime":1564.86,"endTime":1566.51,"body":"recognize the value of your"},{"speaker":"Stacie Chan","startTime":1564.86,"endTime":1566.51,"body":"product."},{"speaker":"Matt Wolach","startTime":1567.98,"endTime":1570.144,"body":"I love it. That's"},{"speaker":"Matt Wolach","startTime":1567.98,"endTime":1570.144,"body":"fantastic. I totally agree."},{"speaker":"Matt Wolach","startTime":1570.192,"endTime":1572.838,"body":"Great advice. How can our"},{"speaker":"Matt Wolach","startTime":1570.192,"endTime":1572.838,"body":"audience learn more about you"},{"speaker":"Matt Wolach","startTime":1572.886,"endTime":1573.56,"body":"and 1Bstories?"},{"speaker":"Stacie Chan","startTime":1574.52,"endTime":1577.528,"body":"The best way is"},{"speaker":"Stacie Chan","startTime":1574.52,"endTime":1577.528,"body":"probably LinkedIn. We take a"},{"speaker":"Stacie Chan","startTime":1577.597,"endTime":1581.426,"body":"dose of our own medicine, we"},{"speaker":"Stacie Chan","startTime":1577.597,"endTime":1581.426,"body":"create short form videos on"},{"speaker":"Stacie Chan","startTime":1581.495,"endTime":1585.735,"body":"LinkedIn. So if you just search"},{"speaker":"Stacie Chan","startTime":1581.495,"endTime":1585.735,"body":"us 1Bstories, you'll find this"},{"speaker":"Stacie Chan","startTime":1585.803,"endTime":1589.838,"body":"and keep track of what we're up"},{"speaker":"Stacie Chan","startTime":1585.803,"endTime":1589.838,"body":"to. And we hope that we can"},{"speaker":"Stacie Chan","startTime":1589.906,"endTime":1591.89,"body":"create more content with you."},{"speaker":"Matt Wolach","startTime":1593.12,"endTime":1595.31,"body":"Very cool, and"},{"speaker":"Matt Wolach","startTime":1593.12,"endTime":1595.31,"body":"we'll put all that into the show"},{"speaker":"Matt Wolach","startTime":1595.31,"endTime":1597.77,"body":"notes. So everybody out there,"},{"speaker":"Matt Wolach","startTime":1595.31,"endTime":1597.77,"body":"you can check on that and go"},{"speaker":"Matt Wolach","startTime":1597.77,"endTime":1600.83,"body":"check it out. But Stacey, this"},{"speaker":"Matt Wolach","startTime":1597.77,"endTime":1600.83,"body":"has been awesome. Thanks so much"},{"speaker":"Matt Wolach","startTime":1600.83,"endTime":1601.73,"body":"for coming on the show."},{"speaker":"Stacie Chan","startTime":1602.06,"endTime":1604.164,"body":"Thank you so much"},{"speaker":"Stacie Chan","startTime":1602.06,"endTime":1604.164,"body":"for having me, Matt. This has"},{"speaker":"Stacie Chan","startTime":1604.208,"endTime":1604.97,"body":"been so much fun."},{"speaker":"Matt Wolach","startTime":1605.929,"endTime":1607.999,"body":"I totally agree and"},{"speaker":"Matt Wolach","startTime":1605.929,"endTime":1607.999,"body":"everybody out there hope you had"},{"speaker":"Matt Wolach","startTime":1607.999,"endTime":1610.489,"body":"fun as well. Definitely make"},{"speaker":"Matt Wolach","startTime":1607.999,"endTime":1610.489,"body":"sure you're subscribed so you"},{"speaker":"Matt Wolach","startTime":1610.489,"endTime":1613.609,"body":"don't miss any of the other"},{"speaker":"Matt Wolach","startTime":1610.489,"endTime":1613.609,"body":"amazing leaders like Stacey"},{"speaker":"Matt Wolach","startTime":1613.609,"endTime":1616.159,"body":"coming up. It's been great"},{"speaker":"Matt Wolach","startTime":1613.609,"endTime":1616.159,"body":"having you here. Thank you and"},{"speaker":"Matt Wolach","startTime":1616.159,"endTime":1617.359,"body":"we'll see you next time. Take"},{"speaker":"Matt Wolach","startTime":1616.159,"endTime":1617.359,"body":"care."},{"speaker":"Intro/ Outro","startTime":1618.95,"endTime":1621.617,"body":"Thanks for"},{"speaker":"Intro/ Outro","startTime":1618.95,"endTime":1621.617,"body":"listening to scale your sass."},{"speaker":"Intro/ Outro","startTime":1621.684,"endTime":1625.819,"body":"For more help on finding great"},{"speaker":"Intro/ Outro","startTime":1621.684,"endTime":1625.819,"body":"leads and closing more deals go"},{"speaker":"Intro/ Outro","startTime":1625.886,"endTime":1627.02,"body":"to Mattwolach.com"}]}