{"version":"1.0.0","segments":[{"speaker":"Matt Wolach","startTime":4.98,"endTime":7.53,"body":"Hello, and welcome"},{"speaker":"Matt Wolach","startTime":4.98,"endTime":7.53,"body":"to Scale Your SaaS very excited"},{"speaker":"Matt Wolach","startTime":7.53,"endTime":9.72,"body":"to have you along with us. Thank"},{"speaker":"Matt Wolach","startTime":7.53,"endTime":9.72,"body":"you very much. And by the way,"},{"speaker":"Matt Wolach","startTime":9.72,"endTime":12.78,"body":"if this is your first time"},{"speaker":"Matt Wolach","startTime":9.72,"endTime":12.78,"body":"joining us, what we do here is"},{"speaker":"Matt Wolach","startTime":12.78,"endTime":15.33,"body":"we're here to help you"},{"speaker":"Matt Wolach","startTime":12.78,"endTime":15.33,"body":"understand how to gain new"},{"speaker":"Matt Wolach","startTime":15.36,"endTime":18.93,"body":"customers, generate some leads,"},{"speaker":"Matt Wolach","startTime":15.36,"endTime":18.93,"body":"let's close those leads let's"},{"speaker":"Matt Wolach","startTime":18.93,"endTime":21.18,"body":"know how we do that. Let's make"},{"speaker":"Matt Wolach","startTime":18.93,"endTime":21.18,"body":"sure we understand how to scale"},{"speaker":"Matt Wolach","startTime":21.18,"endTime":24.36,"body":"our team. And we know how to"},{"speaker":"Matt Wolach","startTime":21.18,"endTime":24.36,"body":"keep them so that they actually"},{"speaker":"Matt Wolach","startTime":24.36,"endTime":27.3,"body":"don't leave us, those customers."},{"speaker":"Matt Wolach","startTime":24.36,"endTime":27.3,"body":"If you want to know those"},{"speaker":"Matt Wolach","startTime":27.3,"endTime":29.97,"body":"things, definitely hit the"},{"speaker":"Matt Wolach","startTime":27.3,"endTime":29.97,"body":"subscribe button right now. That"},{"speaker":"Matt Wolach","startTime":29.97,"endTime":33.3,"body":"way you'll be notified of all of"},{"speaker":"Matt Wolach","startTime":29.97,"endTime":33.3,"body":"our upcoming episodes where I"},{"speaker":"Matt Wolach","startTime":33.3,"endTime":36.36,"body":"talk to some of the best people"},{"speaker":"Matt Wolach","startTime":33.3,"endTime":36.36,"body":"in the world and how to grow"},{"speaker":"Matt Wolach","startTime":36.36,"endTime":39.93,"body":"your business. And one of those"},{"speaker":"Matt Wolach","startTime":36.36,"endTime":39.93,"body":"best people certainly lives up"},{"speaker":"Matt Wolach","startTime":39.93,"endTime":42.87,"body":"to that name. His name's Richard"},{"speaker":"Matt Wolach","startTime":39.93,"endTime":42.87,"body":"Weylman. And I've got him with"},{"speaker":"Matt Wolach","startTime":42.87,"endTime":45.33,"body":"me. I am so delighted, Richard,"},{"speaker":"Matt Wolach","startTime":42.87,"endTime":45.33,"body":"thanks for being here."},{"speaker":"Richard Weylman","startTime":45.75,"endTime":47.61,"body":"My pleasure,"},{"speaker":"Richard Weylman","startTime":45.75,"endTime":47.61,"body":"Matt. Thanks for the invitation."},{"speaker":"Richard Weylman","startTime":47.61,"endTime":48.36,"body":"It's a privilege."},{"speaker":"Matt Wolach","startTime":49.17,"endTime":51.832,"body":"Privilege is mine."},{"speaker":"Matt Wolach","startTime":49.17,"endTime":51.832,"body":"Let me make sure everybody knows"},{"speaker":"Matt Wolach","startTime":51.884,"endTime":54.912,"body":"who you are. Richard. Richard is"},{"speaker":"Matt Wolach","startTime":51.884,"endTime":54.912,"body":"a coach, a speaker and an"},{"speaker":"Matt Wolach","startTime":54.965,"endTime":58.097,"body":"author. Richard, he is an award"},{"speaker":"Matt Wolach","startTime":54.965,"endTime":58.097,"body":"winning business consultant."},{"speaker":"Matt Wolach","startTime":58.149,"endTime":60.864,"body":"He's a Hall of Fame keynote"},{"speaker":"Matt Wolach","startTime":58.149,"endTime":60.864,"body":"speaker. He's a customer"},{"speaker":"Matt Wolach","startTime":60.916,"endTime":63.318,"body":"experience Hall of Fame"},{"speaker":"Matt Wolach","startTime":60.916,"endTime":63.318,"body":"inductee, and two time"},{"speaker":"Matt Wolach","startTime":63.37,"endTime":66.451,"body":"international best selling"},{"speaker":"Matt Wolach","startTime":63.37,"endTime":66.451,"body":"author who delivers personalized"},{"speaker":"Matt Wolach","startTime":66.503,"endTime":69.583,"body":"prescriptive strategies and"},{"speaker":"Matt Wolach","startTime":66.503,"endTime":69.583,"body":"tactics to audiences around the"},{"speaker":"Matt Wolach","startTime":69.635,"endTime":72.559,"body":"world, regardless of their role,"},{"speaker":"Matt Wolach","startTime":69.635,"endTime":72.559,"body":"so that they can create"},{"speaker":"Matt Wolach","startTime":72.611,"endTime":75.9,"body":"delighted brand advocates. He's"},{"speaker":"Matt Wolach","startTime":72.611,"endTime":75.9,"body":"also the author of the upcoming"},{"speaker":"Matt Wolach","startTime":75.953,"endTime":79.189,"body":"book, 100 Proven Ways to Acquire"},{"speaker":"Matt Wolach","startTime":75.953,"endTime":79.189,"body":"and Keep Clients for Life. He"},{"speaker":"Matt Wolach","startTime":79.242,"endTime":82.165,"body":"was just telling me this thing"},{"speaker":"Matt Wolach","startTime":79.242,"endTime":82.165,"body":"is already flying off the"},{"speaker":"Matt Wolach","startTime":82.218,"endTime":85.507,"body":"shelves, I cannot wait to read"},{"speaker":"Matt Wolach","startTime":82.218,"endTime":85.507,"body":"it myself. And we're going to be"},{"speaker":"Matt Wolach","startTime":85.559,"endTime":88.378,"body":"able to get an advanced"},{"speaker":"Matt Wolach","startTime":85.559,"endTime":88.378,"body":"understanding of some of these"},{"speaker":"Matt Wolach","startTime":88.43,"endTime":91.824,"body":"things, how you can do those you"},{"speaker":"Matt Wolach","startTime":88.43,"endTime":91.824,"body":"can acquire and keep clients for"},{"speaker":"Matt Wolach","startTime":91.876,"endTime":94.852,"body":"life for your business. So"},{"speaker":"Matt Wolach","startTime":91.876,"endTime":94.852,"body":"Richard, thank you so much for"},{"speaker":"Matt Wolach","startTime":94.904,"endTime":96.21,"body":"coming on and being here."},{"speaker":"Richard Weylman","startTime":96.21,"endTime":98.25,"body":"Well, thanks,"},{"speaker":"Richard Weylman","startTime":96.21,"endTime":98.25,"body":"Matt. And I'm really looking"},{"speaker":"Richard Weylman","startTime":98.25,"endTime":101.67,"body":"forward to this opportunity to"},{"speaker":"Richard Weylman","startTime":98.25,"endTime":101.67,"body":"take your questions, but most"},{"speaker":"Richard Weylman","startTime":101.67,"endTime":104.94,"body":"importantly, to really plant"},{"speaker":"Richard Weylman","startTime":101.67,"endTime":104.94,"body":"some ideas, some tactics and"},{"speaker":"Richard Weylman","startTime":104.94,"endTime":108.48,"body":"prescriptions into your"},{"speaker":"Richard Weylman","startTime":104.94,"endTime":108.48,"body":"constituents so that they can"},{"speaker":"Richard Weylman","startTime":108.48,"endTime":111.03,"body":"grow their business and have a"},{"speaker":"Richard Weylman","startTime":108.48,"endTime":111.03,"body":"business of distinction. Thank"},{"speaker":"Matt Wolach","startTime":110.55,"endTime":113.31,"body":"I love that. So"},{"speaker":"Matt Wolach","startTime":110.55,"endTime":113.31,"body":"tell me what's been going on"},{"speaker":"Matt Wolach","startTime":111.03,"endTime":111.18,"body":"you."},{"speaker":"Matt Wolach","startTime":113.31,"endTime":115.05,"body":"with you lately. And what do you"},{"speaker":"Matt Wolach","startTime":113.31,"endTime":115.05,"body":"have coming up?"},{"speaker":"Richard Weylman","startTime":116.94,"endTime":124.26,"body":"Well, very"},{"speaker":"Richard Weylman","startTime":116.94,"endTime":124.26,"body":"briefly, okay. My new book is"},{"speaker":"Richard Weylman","startTime":124.26,"endTime":126.87,"body":"coming, you know, 100 proven"},{"speaker":"Richard Weylman","startTime":124.26,"endTime":126.87,"body":"ways to acquire and keep clients"},{"speaker":"Richard Weylman","startTime":126.87,"endTime":131.04,"body":"for life. I mean, I've been"},{"speaker":"Richard Weylman","startTime":126.87,"endTime":131.04,"body":"speaking for many years, I've"},{"speaker":"Richard Weylman","startTime":131.25,"endTime":134.07,"body":"done over 4000 keynote"},{"speaker":"Richard Weylman","startTime":131.25,"endTime":134.07,"body":"presentations, all over the"},{"speaker":"Richard Weylman","startTime":134.07,"endTime":139.98,"body":"world, flown almost 8 million"},{"speaker":"Richard Weylman","startTime":134.07,"endTime":139.98,"body":"miles. So what happens beginning"},{"speaker":"Richard Weylman","startTime":139.98,"endTime":142.41,"body":"of the year, companies getting"},{"speaker":"Richard Weylman","startTime":139.98,"endTime":142.41,"body":"started, so I just finished a 19"},{"speaker":"Richard Weylman","startTime":142.44,"endTime":146.4,"body":"city tour in North America, I'm"},{"speaker":"Richard Weylman","startTime":142.44,"endTime":146.4,"body":"speaking at conferences, kickoff"},{"speaker":"Richard Weylman","startTime":146.4,"endTime":148.86,"body":"meetings, all types, all"},{"speaker":"Richard Weylman","startTime":146.4,"endTime":148.86,"body":"different types of companies,"},{"speaker":"Richard Weylman","startTime":148.86,"endTime":153.99,"body":"from fast food to NFL team, to"},{"speaker":"Richard Weylman","startTime":148.86,"endTime":153.99,"body":"financial services, real estate,"},{"speaker":"Richard Weylman","startTime":153.99,"endTime":157.41,"body":"etc. So that's one. And then"},{"speaker":"Richard Weylman","startTime":153.99,"endTime":157.41,"body":"we've got several big consulting"},{"speaker":"Richard Weylman","startTime":157.41,"endTime":160.44,"body":"projects, I'm very blessed to"},{"speaker":"Richard Weylman","startTime":157.41,"endTime":160.44,"body":"have a great consulting team and"},{"speaker":"Richard Weylman","startTime":160.44,"endTime":164.64,"body":"business. And so my consultant"},{"speaker":"Richard Weylman","startTime":160.44,"endTime":164.64,"body":"and my coaches, we're working on"},{"speaker":"Richard Weylman","startTime":164.67,"endTime":168.12,"body":"several major projects. And then"},{"speaker":"Richard Weylman","startTime":164.67,"endTime":168.12,"body":"of course, I've got the book 100"},{"speaker":"Richard Weylman","startTime":168.12,"endTime":171.66,"body":"Proven Ways. And as I mentioned"},{"speaker":"Richard Weylman","startTime":168.12,"endTime":171.66,"body":"to you, before it even got"},{"speaker":"Richard Weylman","startTime":171.66,"endTime":174.93,"body":"released to the public, they had"},{"speaker":"Richard Weylman","startTime":171.66,"endTime":174.93,"body":"to do a second printing to keep"},{"speaker":"Richard Weylman","startTime":174.93,"endTime":177.45,"body":"up with orders. So I'm just, I'm"},{"speaker":"Richard Weylman","startTime":174.93,"endTime":177.45,"body":"just grateful. And of course,"},{"speaker":"Richard Weylman","startTime":177.45,"endTime":179.58,"body":"doing podcasts have the"},{"speaker":"Richard Weylman","startTime":177.45,"endTime":179.58,"body":"privilege of being with somebody"},{"speaker":"Richard Weylman","startTime":179.58,"endTime":182.61,"body":"like yourself, who really has"},{"speaker":"Richard Weylman","startTime":179.58,"endTime":182.61,"body":"set the bar for a lot of people"},{"speaker":"Richard Weylman","startTime":182.61,"endTime":184.98,"body":"and helped a great number of"},{"speaker":"Richard Weylman","startTime":182.61,"endTime":184.98,"body":"people in the software business."},{"speaker":"Richard Weylman","startTime":185.61,"endTime":190.14,"body":"That in and of itself is a real"},{"speaker":"Richard Weylman","startTime":185.61,"endTime":190.14,"body":"blessing for me. So we've got a"},{"speaker":"Richard Weylman","startTime":190.14,"endTime":193.86,"body":"lot going on. But we're really,"},{"speaker":"Richard Weylman","startTime":190.14,"endTime":193.86,"body":"we're grateful. Thank you."},{"speaker":"Matt Wolach","startTime":193.5,"endTime":195.18,"body":"Thank you very much"},{"speaker":"Matt Wolach","startTime":193.5,"endTime":195.18,"body":"for the kind words that's so"},{"speaker":"Matt Wolach","startTime":195.18,"endTime":198.03,"body":"awesome that you have that and"},{"speaker":"Matt Wolach","startTime":195.18,"endTime":198.03,"body":"it's it's really cool. I know a"},{"speaker":"Matt Wolach","startTime":198.03,"endTime":199.83,"body":"lot of people are interested in"},{"speaker":"Matt Wolach","startTime":198.03,"endTime":199.83,"body":"the book, I want to talk about"},{"speaker":"Matt Wolach","startTime":199.83,"endTime":203.16,"body":"that in a sec. But you know,"},{"speaker":"Matt Wolach","startTime":199.83,"endTime":203.16,"body":"before I get into that, you're"},{"speaker":"Matt Wolach","startTime":203.16,"endTime":204.9,"body":"going all over the place. You're"},{"speaker":"Matt Wolach","startTime":203.16,"endTime":204.9,"body":"helping these people you're"},{"speaker":"Matt Wolach","startTime":204.9,"endTime":208.77,"body":"spending a lot of your time."},{"speaker":"Matt Wolach","startTime":204.9,"endTime":208.77,"body":"What made you realize at some"},{"speaker":"Matt Wolach","startTime":208.77,"endTime":211.71,"body":"point that you wanted to help"},{"speaker":"Matt Wolach","startTime":208.77,"endTime":211.71,"body":"others that you wanted to help"},{"speaker":"Matt Wolach","startTime":211.71,"endTime":213.48,"body":"people get to their success."},{"speaker":"Richard Weylman","startTime":215.61,"endTime":220.05,"body":"Well, I think"},{"speaker":"Richard Weylman","startTime":215.61,"endTime":220.05,"body":"it probably started. I think the"},{"speaker":"Richard Weylman","startTime":220.05,"endTime":222.78,"body":"trigger. Well, I was an orphan."},{"speaker":"Richard Weylman","startTime":220.05,"endTime":222.78,"body":"My mother died and I was five my"},{"speaker":"Richard Weylman","startTime":222.78,"endTime":226.71,"body":"dad died and I was six. I lived"},{"speaker":"Richard Weylman","startTime":222.78,"endTime":226.71,"body":"in 19 foster homes, I went to 11"},{"speaker":"Richard Weylman","startTime":226.71,"endTime":229.92,"body":"different schools. So I really"},{"speaker":"Richard Weylman","startTime":226.71,"endTime":229.92,"body":"learned how to relate to people"},{"speaker":"Richard Weylman","startTime":229.92,"endTime":233.46,"body":"survival and all those things."},{"speaker":"Richard Weylman","startTime":229.92,"endTime":233.46,"body":"And then I sold encyclopedias,"},{"speaker":"Richard Weylman","startTime":233.46,"endTime":237.06,"body":"cemetery plots, cookware, all"},{"speaker":"Richard Weylman","startTime":233.46,"endTime":237.06,"body":"types of things door to door. I"},{"speaker":"Richard Weylman","startTime":237.06,"endTime":240.9,"body":"worked in some in corporate"},{"speaker":"Richard Weylman","startTime":237.06,"endTime":240.9,"body":"America for Xerox, but I went to"},{"speaker":"Richard Weylman","startTime":241.35,"endTime":246.81,"body":"work for Rolls Royce and how I"},{"speaker":"Richard Weylman","startTime":241.35,"endTime":246.81,"body":"got there is an odd story. But I"},{"speaker":"Richard Weylman","startTime":246.81,"endTime":249.87,"body":"went to work for a dealer in the"},{"speaker":"Richard Weylman","startTime":246.81,"endTime":249.87,"body":"Rolls Royce business, we built"},{"speaker":"Richard Weylman","startTime":249.87,"endTime":252.24,"body":"the third largest Rolls Royce"},{"speaker":"Richard Weylman","startTime":249.87,"endTime":252.24,"body":"dealership network in the world."},{"speaker":"Richard Weylman","startTime":252.69,"endTime":256.32,"body":"And he really, he kept coming to"},{"speaker":"Richard Weylman","startTime":252.69,"endTime":256.32,"body":"me and he said, you have the"},{"speaker":"Richard Weylman","startTime":256.32,"endTime":260.55,"body":"gift of understanding the"},{"speaker":"Richard Weylman","startTime":256.32,"endTime":260.55,"body":"consumers point of view, you"},{"speaker":"Richard Weylman","startTime":260.55,"endTime":264.84,"body":"should share that with others."},{"speaker":"Richard Weylman","startTime":260.55,"endTime":264.84,"body":"And I think that and the fact"},{"speaker":"Richard Weylman","startTime":264.84,"endTime":271.77,"body":"that I really feel as though"},{"speaker":"Richard Weylman","startTime":264.84,"endTime":271.77,"body":"that I do have a desire to break"},{"speaker":"Richard Weylman","startTime":271.86,"endTime":277.29,"body":"complex things down into"},{"speaker":"Richard Weylman","startTime":271.86,"endTime":277.29,"body":"actionable tactics. I had a"},{"speaker":"Richard Weylman","startTime":277.44,"endTime":279.24,"body":"client of mine say to me, you"},{"speaker":"Richard Weylman","startTime":277.44,"endTime":279.24,"body":"know, Richard thing when you"},{"speaker":"Richard Weylman","startTime":279.24,"endTime":282.12,"body":"come on stage, you take this"},{"speaker":"Richard Weylman","startTime":279.24,"endTime":282.12,"body":"really complicated topic, and"},{"speaker":"Richard Weylman","startTime":282.12,"endTime":284.46,"body":"you break it into prescriptive"},{"speaker":"Richard Weylman","startTime":282.12,"endTime":284.46,"body":"tactics and everybody walks in"},{"speaker":"Richard Weylman","startTime":284.46,"endTime":289.17,"body":"together and goes, I can do"},{"speaker":"Richard Weylman","startTime":284.46,"endTime":289.17,"body":"that. And it's hard to explain"},{"speaker":"Richard Weylman","startTime":289.17,"endTime":292.26,"body":"and it's not really me, it's"},{"speaker":"Richard Weylman","startTime":289.17,"endTime":292.26,"body":"just a gift that I have. And I"},{"speaker":"Richard Weylman","startTime":292.26,"endTime":295.02,"body":"think part of it's based on life"},{"speaker":"Richard Weylman","startTime":292.26,"endTime":295.02,"body":"experience, that's all but"},{"speaker":"Richard Weylman","startTime":295.02,"endTime":297.63,"body":"that's what motivated me. When"},{"speaker":"Richard Weylman","startTime":295.02,"endTime":297.63,"body":"Howard his name was Howard"},{"speaker":"Richard Weylman","startTime":297.84,"endTime":300.09,"body":"Vanborlin built a massive"},{"speaker":"Richard Weylman","startTime":297.84,"endTime":300.09,"body":"organization, he's passed away"},{"speaker":"Richard Weylman","startTime":300.09,"endTime":305.46,"body":"now but he said, Richard, you"},{"speaker":"Richard Weylman","startTime":300.09,"endTime":305.46,"body":"know, you just need to share how"},{"speaker":"Richard Weylman","startTime":305.46,"endTime":309.6,"body":"you see the consumers point of"},{"speaker":"Richard Weylman","startTime":305.46,"endTime":309.6,"body":"view. And it's not something you"},{"speaker":"Richard Weylman","startTime":309.6,"endTime":312.9,"body":"can you can say, well, here's"},{"speaker":"Richard Weylman","startTime":309.6,"endTime":312.9,"body":"how I do it. But I can teach"},{"speaker":"Richard Weylman","startTime":312.9,"endTime":315.54,"body":"people to see it from the"},{"speaker":"Richard Weylman","startTime":312.9,"endTime":315.54,"body":"consumers point of view. It's an"},{"speaker":"Richard Weylman","startTime":315.54,"endTime":316.71,"body":"odd thing, Matt."},{"speaker":"Matt Wolach","startTime":317.52,"endTime":320.88,"body":"Yeah, I totally"},{"speaker":"Matt Wolach","startTime":317.52,"endTime":320.88,"body":"agree. And I love it, because"},{"speaker":"Matt Wolach","startTime":320.88,"endTime":324.33,"body":"that's what I try and coach as"},{"speaker":"Matt Wolach","startTime":320.88,"endTime":324.33,"body":"well is, so many times I talk"},{"speaker":"Matt Wolach","startTime":324.33,"endTime":327.6,"body":"with salespeople, and the"},{"speaker":"Matt Wolach","startTime":324.33,"endTime":327.6,"body":"salespeople are saying things"},{"speaker":"Matt Wolach","startTime":327.6,"endTime":331.02,"body":"like, Well, \"I would love to\","},{"speaker":"Matt Wolach","startTime":327.6,"endTime":331.02,"body":"and \"you need to do this\". And"},{"speaker":"Matt Wolach","startTime":331.02,"endTime":332.82,"body":"\"it'd be good for you to do"},{"speaker":"Matt Wolach","startTime":331.02,"endTime":332.82,"body":"that\". And they're always"},{"speaker":"Matt Wolach","startTime":332.82,"endTime":335.52,"body":"thinking it would be good for"},{"speaker":"Matt Wolach","startTime":332.82,"endTime":335.52,"body":"them. If that person did that,"},{"speaker":"Matt Wolach","startTime":335.73,"endTime":337.83,"body":"it would be good for the company"},{"speaker":"Matt Wolach","startTime":335.73,"endTime":337.83,"body":"are good for the sales rep"},{"speaker":"Matt Wolach","startTime":337.83,"endTime":341.52,"body":"themselves. But if we can get"},{"speaker":"Matt Wolach","startTime":337.83,"endTime":341.52,"body":"into their head and understand"},{"speaker":"Matt Wolach","startTime":341.52,"endTime":344.52,"body":"from their perspective, what's"},{"speaker":"Matt Wolach","startTime":341.52,"endTime":344.52,"body":"best for them, and I love it"},{"speaker":"Matt Wolach","startTime":344.52,"endTime":348.3,"body":"from their point of view, it's"},{"speaker":"Matt Wolach","startTime":344.52,"endTime":348.3,"body":"so much more powerful for them"},{"speaker":"Matt Wolach","startTime":348.3,"endTime":350.97,"body":"in terms of taking action and"},{"speaker":"Matt Wolach","startTime":348.3,"endTime":350.97,"body":"making a decision. And in more"},{"speaker":"Matt Wolach","startTime":350.97,"endTime":353.91,"body":"ways than than not, they're"},{"speaker":"Matt Wolach","startTime":350.97,"endTime":353.91,"body":"going to sign up more often."},{"speaker":"Richard Weylman","startTime":354.0,"endTime":355.5,"body":"atichattThat's"},{"speaker":"Richard Weylman","startTime":354.0,"endTime":355.5,"body":"right, actually, right. My"},{"speaker":"Richard Weylman","startTime":355.53,"endTime":359.25,"body":"previous book before this, the"},{"speaker":"Richard Weylman","startTime":355.53,"endTime":359.25,"body":"100 Proven Ways was the power of"},{"speaker":"Richard Weylman","startTime":359.25,"endTime":361.71,"body":"wide breaking out in a"},{"speaker":"Richard Weylman","startTime":359.25,"endTime":361.71,"body":"competitive marketplace in seven"},{"speaker":"Richard Weylman","startTime":361.71,"endTime":366.09,"body":"languages now. And that that"},{"speaker":"Richard Weylman","startTime":361.71,"endTime":366.09,"body":"book really speaks to how do you"},{"speaker":"Richard Weylman","startTime":366.09,"endTime":369.57,"body":"get the consumers point of view"},{"speaker":"Richard Weylman","startTime":366.09,"endTime":369.57,"body":"into your business? Just to give"},{"speaker":"Richard Weylman","startTime":369.57,"endTime":371.73,"body":"you an illustration, lots of"},{"speaker":"Richard Weylman","startTime":369.57,"endTime":371.73,"body":"times people say, Richard, what"},{"speaker":"Richard Weylman","startTime":371.73,"endTime":374.16,"body":"do you think? And I often say,"},{"speaker":"Richard Weylman","startTime":371.73,"endTime":374.16,"body":"it doesn't matter what I think,"},{"speaker":"Richard Weylman","startTime":374.82,"endTime":377.31,"body":"when I when I wrote this current"},{"speaker":"Richard Weylman","startTime":374.82,"endTime":377.31,"body":"book, people say, Well, what are"},{"speaker":"Richard Weylman","startTime":377.31,"endTime":379.92,"body":"you going to write about what"},{"speaker":"Richard Weylman","startTime":377.31,"endTime":379.92,"body":"you think? No, I'm going to talk"},{"speaker":"Richard Weylman","startTime":379.92,"endTime":381.81,"body":"to the people in the stucco"},{"speaker":"Richard Weylman","startTime":379.92,"endTime":381.81,"body":"house and find out what they're"},{"speaker":"Richard Weylman","startTime":381.81,"endTime":384.0,"body":"thinking. And if we can find out"},{"speaker":"Richard Weylman","startTime":381.81,"endTime":384.0,"body":"what they're thinking, and we"},{"speaker":"Richard Weylman","startTime":384.0,"endTime":386.43,"body":"can convert that into an"},{"speaker":"Richard Weylman","startTime":384.0,"endTime":386.43,"body":"actionable step, we're going to"},{"speaker":"Richard Weylman","startTime":386.43,"endTime":391.5,"body":"all win. So to your point,"},{"speaker":"Richard Weylman","startTime":386.43,"endTime":391.5,"body":"that's exactly what if, as a"},{"speaker":"Richard Weylman","startTime":391.5,"endTime":395.13,"body":"software developer, as a leader,"},{"speaker":"Richard Weylman","startTime":391.5,"endTime":395.13,"body":"as a visionary, we have to"},{"speaker":"Richard Weylman","startTime":395.13,"endTime":397.86,"body":"think, what is the outcome? What"},{"speaker":"Richard Weylman","startTime":395.13,"endTime":397.86,"body":"do these people want? How can we"},{"speaker":"Richard Weylman","startTime":397.86,"endTime":400.8,"body":"deliver it in such a way that"},{"speaker":"Richard Weylman","startTime":397.86,"endTime":400.8,"body":"it's, I don't want to make it"},{"speaker":"Richard Weylman","startTime":400.8,"endTime":403.53,"body":"sound too simplistic, it's"},{"speaker":"Richard Weylman","startTime":400.8,"endTime":403.53,"body":"pretty much point and click that"},{"speaker":"Richard Weylman","startTime":403.53,"endTime":406.38,"body":"we can get them from where they"},{"speaker":"Richard Weylman","startTime":403.53,"endTime":406.38,"body":"are to where they need to be,"},{"speaker":"Richard Weylman","startTime":406.5,"endTime":409.89,"body":"and they get great value out of"},{"speaker":"Richard Weylman","startTime":406.5,"endTime":409.89,"body":"that experience."},{"speaker":"Matt Wolach","startTime":410.91,"endTime":413.97,"body":"I love it. And that"},{"speaker":"Matt Wolach","startTime":410.91,"endTime":413.97,"body":"is you do make it very simple."},{"speaker":"Matt Wolach","startTime":413.97,"endTime":415.95,"body":"You take down something complex"},{"speaker":"Matt Wolach","startTime":413.97,"endTime":415.95,"body":"and make it simple. But that"},{"speaker":"Matt Wolach","startTime":415.95,"endTime":418.98,"body":"really is what it's about. If we"},{"speaker":"Matt Wolach","startTime":415.95,"endTime":418.98,"body":"can get them to realize that it"},{"speaker":"Matt Wolach","startTime":418.98,"endTime":421.74,"body":"is in their best interest, then"},{"speaker":"Matt Wolach","startTime":418.98,"endTime":421.74,"body":"that's what it's all about."},{"speaker":"Matt Wolach","startTime":421.74,"endTime":423.3,"body":"They're trying to solve a"},{"speaker":"Matt Wolach","startTime":421.74,"endTime":423.3,"body":"problem, let's help them"},{"speaker":"Matt Wolach","startTime":423.3,"endTime":426.51,"body":"understand that this solution"},{"speaker":"Matt Wolach","startTime":423.3,"endTime":426.51,"body":"that we're selling, is the way"},{"speaker":"Matt Wolach","startTime":426.51,"endTime":430.59,"body":"to do that. So I just love how"},{"speaker":"Matt Wolach","startTime":426.51,"endTime":430.59,"body":"you make it easy, Richard. I do"},{"speaker":"Matt Wolach","startTime":430.59,"endTime":435.03,"body":"want to talk about the book, I"},{"speaker":"Matt Wolach","startTime":430.59,"endTime":435.03,"body":"mean, 100 proven ways to acquire"},{"speaker":"Matt Wolach","startTime":435.03,"endTime":437.76,"body":"and keep clients for life."},{"speaker":"Matt Wolach","startTime":435.03,"endTime":437.76,"body":"Obviously, these are things that"},{"speaker":"Matt Wolach","startTime":437.76,"endTime":440.04,"body":"a lot of people want to do. We"},{"speaker":"Matt Wolach","startTime":437.76,"endTime":440.04,"body":"want to be able to acquire"},{"speaker":"Matt Wolach","startTime":440.04,"endTime":441.87,"body":"clients, we want to make sure"},{"speaker":"Matt Wolach","startTime":440.04,"endTime":441.87,"body":"they don't leave, they stay with"},{"speaker":"Matt Wolach","startTime":441.87,"endTime":446.31,"body":"us. So what are some of these"},{"speaker":"Matt Wolach","startTime":441.87,"endTime":446.31,"body":"best tips that you've been able"},{"speaker":"Matt Wolach","startTime":446.31,"endTime":448.77,"body":"to learn over the years that"},{"speaker":"Matt Wolach","startTime":446.31,"endTime":448.77,"body":"you've put into this book?"},{"speaker":"Richard Weylman","startTime":449.55,"endTime":452.22,"body":"Well, first,"},{"speaker":"Richard Weylman","startTime":449.55,"endTime":452.22,"body":"let me suggest this, that"},{"speaker":"Richard Weylman","startTime":452.37,"endTime":455.04,"body":"there's a lot of people running"},{"speaker":"Richard Weylman","startTime":452.37,"endTime":455.04,"body":"around the world and says, the"},{"speaker":"Richard Weylman","startTime":455.04,"endTime":457.92,"body":"customer is on a journey, you"},{"speaker":"Richard Weylman","startTime":455.04,"endTime":457.92,"body":"know, we have to take out the"},{"speaker":"Richard Weylman","startTime":457.92,"endTime":461.64,"body":"bumps in the journey. My view is"},{"speaker":"Richard Weylman","startTime":457.92,"endTime":461.64,"body":"and as a consultant and having"},{"speaker":"Richard Weylman","startTime":461.64,"endTime":465.0,"body":"worked with all different types"},{"speaker":"Richard Weylman","startTime":461.64,"endTime":465.0,"body":"of industries to as I mentioned,"},{"speaker":"Richard Weylman","startTime":466.41,"endTime":469.14,"body":"I don't want them to be on any"},{"speaker":"Richard Weylman","startTime":466.41,"endTime":469.14,"body":"journey. I want them to come"},{"speaker":"Richard Weylman","startTime":469.14,"endTime":472.83,"body":"here and stay here. That's it."},{"speaker":"Richard Weylman","startTime":469.14,"endTime":472.83,"body":"We don't want a customer on a"},{"speaker":"Richard Weylman","startTime":472.83,"endTime":475.44,"body":"journey. Now people say, Well,"},{"speaker":"Richard Weylman","startTime":472.83,"endTime":475.44,"body":"you're being simplistic Richard,"},{"speaker":"Richard Weylman","startTime":475.44,"endTime":478.35,"body":"we meet on a journey through our"},{"speaker":"Richard Weylman","startTime":475.44,"endTime":478.35,"body":"company. Well, they're not on a"},{"speaker":"Richard Weylman","startTime":478.35,"endTime":479.88,"body":"journey through the company,"},{"speaker":"Richard Weylman","startTime":478.35,"endTime":479.88,"body":"they're going through an"},{"speaker":"Richard Weylman","startTime":479.88,"endTime":481.98,"body":"experience with your company,"},{"speaker":"Richard Weylman","startTime":479.88,"endTime":481.98,"body":"and you're in charge of that"},{"speaker":"Richard Weylman","startTime":481.98,"endTime":486.9,"body":"experience. And we know now know"},{"speaker":"Richard Weylman","startTime":481.98,"endTime":486.9,"body":"that one out of three people"},{"speaker":"Richard Weylman","startTime":486.9,"endTime":489.36,"body":"will leave a company if they"},{"speaker":"Richard Weylman","startTime":486.9,"endTime":489.36,"body":"have one bad experience. So"},{"speaker":"Richard Weylman","startTime":489.36,"endTime":493.23,"body":"consistency is pretty important."},{"speaker":"Richard Weylman","startTime":489.36,"endTime":493.23,"body":"So that really got me thinking"},{"speaker":"Richard Weylman","startTime":493.23,"endTime":495.93,"body":"about it. So the second thing, I"},{"speaker":"Richard Weylman","startTime":493.23,"endTime":495.93,"body":"realized that people today are"},{"speaker":"Richard Weylman","startTime":495.93,"endTime":501.81,"body":"going after the pandemic. I did"},{"speaker":"Richard Weylman","startTime":495.93,"endTime":501.81,"body":"a lot of tremendous amount of"},{"speaker":"Richard Weylman","startTime":502.62,"endTime":505.53,"body":"interviewing people calling"},{"speaker":"Richard Weylman","startTime":502.62,"endTime":505.53,"body":"people talking to people in my"},{"speaker":"Richard Weylman","startTime":505.53,"endTime":509.49,"body":"network and many outside and"},{"speaker":"Richard Weylman","startTime":505.53,"endTime":509.49,"body":"clients. And what I realized is"},{"speaker":"Richard Weylman","startTime":509.49,"endTime":513.12,"body":"people are going through a great"},{"speaker":"Richard Weylman","startTime":509.49,"endTime":513.12,"body":"reevaluation, they're evaluating"},{"speaker":"Richard Weylman","startTime":513.12,"endTime":515.76,"body":"Am I with the right doctor? Am I"},{"speaker":"Richard Weylman","startTime":513.12,"endTime":515.76,"body":"with the right drycleaner? Am I"},{"speaker":"Richard Weylman","startTime":515.76,"endTime":518.19,"body":"with the right car? Have I got"},{"speaker":"Richard Weylman","startTime":515.76,"endTime":518.19,"body":"the right financial advisor, or"},{"speaker":"Richard Weylman","startTime":518.22,"endTime":520.98,"body":"real estate agent? Am I"},{"speaker":"Richard Weylman","startTime":518.22,"endTime":520.98,"body":"listening to the right TV? Am I"},{"speaker":"Richard Weylman","startTime":520.98,"endTime":523.53,"body":"on the right station? All of"},{"speaker":"Richard Weylman","startTime":520.98,"endTime":523.53,"body":"these things. Do I have the"},{"speaker":"Richard Weylman","startTime":523.53,"endTime":527.04,"body":"right software platform,"},{"speaker":"Richard Weylman","startTime":523.53,"endTime":527.04,"body":"whatever it might be. And so as"},{"speaker":"Richard Weylman","startTime":527.04,"endTime":530.46,"body":"a result of that, people are"},{"speaker":"Richard Weylman","startTime":527.04,"endTime":530.46,"body":"moving, and there's a lot of"},{"speaker":"Richard Weylman","startTime":530.46,"endTime":533.31,"body":"money in motion, a lot of people"},{"speaker":"Richard Weylman","startTime":530.46,"endTime":533.31,"body":"in motion. And it occurred to me"},{"speaker":"Richard Weylman","startTime":533.31,"endTime":536.25,"body":"what's going to keep people to"},{"speaker":"Richard Weylman","startTime":533.31,"endTime":536.25,"body":"stay? What are they looking for?"},{"speaker":"Richard Weylman","startTime":536.49,"endTime":539.7,"body":"And that's when I began to do"},{"speaker":"Richard Weylman","startTime":536.49,"endTime":539.7,"body":"the investigation, if you will."},{"speaker":"Richard Weylman","startTime":540.0,"endTime":542.4,"body":"And I went back to all my"},{"speaker":"Richard Weylman","startTime":540.0,"endTime":542.4,"body":"experiences and all the"},{"speaker":"Richard Weylman","startTime":542.4,"endTime":546.69,"body":"different industries and I said,"},{"speaker":"Richard Weylman","startTime":542.4,"endTime":546.69,"body":"what is really going on? And"},{"speaker":"Richard Weylman","startTime":546.69,"endTime":548.73,"body":"what it turned out there are"},{"speaker":"Richard Weylman","startTime":546.69,"endTime":548.73,"body":"four things people are looking"},{"speaker":"Richard Weylman","startTime":548.73,"endTime":553.92,"body":"for Matt, they're looking for"},{"speaker":"Richard Weylman","startTime":548.73,"endTime":553.92,"body":"somebody that's kind. Somebody"},{"speaker":"Richard Weylman","startTime":553.92,"endTime":559.08,"body":"that's thoughtful, somebody"},{"speaker":"Richard Weylman","startTime":553.92,"endTime":559.08,"body":"that's caring, and somebody"},{"speaker":"Richard Weylman","startTime":559.08,"endTime":562.11,"body":"that's empathetic. And if a"},{"speaker":"Richard Weylman","startTime":559.08,"endTime":562.11,"body":"company and an individual"},{"speaker":"Richard Weylman","startTime":562.11,"endTime":565.2,"body":"demonstrates those four things,"},{"speaker":"Richard Weylman","startTime":562.11,"endTime":565.2,"body":"no amount of competitive dollars"},{"speaker":"Richard Weylman","startTime":565.2,"endTime":567.9,"body":"are going to dislodge them. So"},{"speaker":"Richard Weylman","startTime":565.2,"endTime":567.9,"body":"we began I had interns I made a"},{"speaker":"Richard Weylman","startTime":567.9,"endTime":569.73,"body":"lot of phone calls. Talk to"},{"speaker":"Richard Weylman","startTime":567.9,"endTime":569.73,"body":"people I mean, we're talking"},{"speaker":"Richard Weylman","startTime":569.73,"endTime":573.09,"body":"about hundreds of people. We"},{"speaker":"Richard Weylman","startTime":569.73,"endTime":573.09,"body":"just said what do you really"},{"speaker":"Richard Weylman","startTime":573.09,"endTime":575.04,"body":"look for? Well, we expect that"},{"speaker":"Richard Weylman","startTime":573.09,"endTime":575.04,"body":"the air conditioning guy is"},{"speaker":"Richard Weylman","startTime":575.04,"endTime":577.74,"body":"going to be competent. We expect"},{"speaker":"Richard Weylman","startTime":575.04,"endTime":577.74,"body":"that to software supposed to"},{"speaker":"Richard Weylman","startTime":577.74,"endTime":580.23,"body":"work. Well. We want to know if I"},{"speaker":"Richard Weylman","startTime":577.74,"endTime":580.23,"body":"call customer service. Are you"},{"speaker":"Richard Weylman","startTime":580.23,"endTime":582.57,"body":"going to be kind and thoughtful,"},{"speaker":"Richard Weylman","startTime":580.23,"endTime":582.57,"body":"and caring? Are they going to be"},{"speaker":"Richard Weylman","startTime":582.57,"endTime":585.27,"body":"empathetic? Are they going to"},{"speaker":"Richard Weylman","startTime":582.57,"endTime":585.27,"body":"talk down to me? \"Does that make"},{"speaker":"Richard Weylman","startTime":585.27,"endTime":589.68,"body":"sense?\" \"Are you with me?\"."},{"speaker":"Richard Weylman","startTime":585.27,"endTime":589.68,"body":"Don't be so condescending. I"},{"speaker":"Richard Weylman","startTime":589.68,"endTime":592.92,"body":"don't know if I'm with you. But"},{"speaker":"Richard Weylman","startTime":589.68,"endTime":592.92,"body":"when you make a point, just"},{"speaker":"Richard Weylman","startTime":592.92,"endTime":596.04,"body":"simply stop and say, \"Have I"},{"speaker":"Richard Weylman","startTime":592.92,"endTime":596.04,"body":"explained that in a way that's"},{"speaker":"Richard Weylman","startTime":596.04,"endTime":599.79,"body":"helpful?\" As opposed to \"Does"},{"speaker":"Richard Weylman","startTime":596.04,"endTime":599.79,"body":"that make sense?\" Or \"are you"},{"speaker":"Richard Weylman","startTime":599.79,"endTime":602.34,"body":"with me?\". \"I know this is"},{"speaker":"Richard Weylman","startTime":599.79,"endTime":602.34,"body":"complicated. Are you able to"},{"speaker":"Richard Weylman","startTime":602.34,"endTime":605.76,"body":"keep up there, Mrs. Wilson, I"},{"speaker":"Richard Weylman","startTime":602.34,"endTime":605.76,"body":"know you know I'm very smart on"},{"speaker":"Richard Weylman","startTime":605.76,"endTime":609.6,"body":"this side of the teleprompter.\""},{"speaker":"Richard Weylman","startTime":605.76,"endTime":609.6,"body":"So you have to begin to realize"},{"speaker":"Richard Weylman","startTime":609.81,"endTime":612.57,"body":"the impact of your words and"},{"speaker":"Richard Weylman","startTime":609.81,"endTime":612.57,"body":"your actions. So a couple of"},{"speaker":"Richard Weylman","startTime":612.57,"endTime":617.61,"body":"tips stop sending your emails"},{"speaker":"Richard Weylman","startTime":612.57,"endTime":617.61,"body":"\"best\" people I can't even say"},{"speaker":"Richard Weylman","startTime":617.61,"endTime":622.56,"body":"on air unbelievable some of the"},{"speaker":"Richard Weylman","startTime":617.61,"endTime":622.56,"body":"comments that even in my"},{"speaker":"Richard Weylman","startTime":622.56,"endTime":625.74,"body":"interview with boy these people"},{"speaker":"Richard Weylman","startTime":622.56,"endTime":625.74,"body":"are really mad about that word"},{"speaker":"Richard Weylman","startTime":625.74,"endTime":629.7,"body":"and I suppose I mean and I was"},{"speaker":"Richard Weylman","startTime":625.74,"endTime":629.7,"body":"like golly that stay here when"},{"speaker":"Richard Weylman","startTime":629.7,"endTime":632.7,"body":"somebody signs their email best"},{"speaker":"Richard Weylman","startTime":629.7,"endTime":632.7,"body":"like best Richard people would"},{"speaker":"Richard Weylman","startTime":632.7,"endTime":635.25,"body":"say best what best for them best"},{"speaker":"Richard Weylman","startTime":632.7,"endTime":635.25,"body":"for me? What what does that"},{"speaker":"Richard Weylman","startTime":635.25,"endTime":637.74,"body":"mean? That's just a throwaway"},{"speaker":"Richard Weylman","startTime":635.25,"endTime":637.74,"body":"line. They don't really mean it."},{"speaker":"Richard Weylman","startTime":637.74,"endTime":640.08,"body":"They're not being sincere. I"},{"speaker":"Richard Weylman","startTime":637.74,"endTime":640.08,"body":"mean, you get all this and"},{"speaker":"Richard Weylman","startTime":640.08,"endTime":642.36,"body":"you're like, Whoa, people are"},{"speaker":"Richard Weylman","startTime":640.08,"endTime":642.36,"body":"touchy. But then you realize,"},{"speaker":"Richard Weylman","startTime":642.84,"endTime":645.6,"body":"no, what people are looking for"},{"speaker":"Richard Weylman","startTime":642.84,"endTime":645.6,"body":"is a relationship they don't"},{"speaker":"Richard Weylman","startTime":645.6,"endTime":648.51,"body":"want to be a transaction. So we"},{"speaker":"Richard Weylman","startTime":645.6,"endTime":648.51,"body":"began to ask them what do you"},{"speaker":"Richard Weylman","startTime":648.51,"endTime":651.78,"body":"like do you like sincerely yours"},{"speaker":"Richard Weylman","startTime":648.51,"endTime":651.78,"body":"to institutional they want Warm"},{"speaker":"Richard Weylman","startTime":651.78,"endTime":655.98,"body":"regards kind regards even Best"},{"speaker":"Richard Weylman","startTime":651.78,"endTime":655.98,"body":"regards is better. But they want"},{"speaker":"Richard Weylman","startTime":655.98,"endTime":659.79,"body":"to feel as though they have a"},{"speaker":"Richard Weylman","startTime":655.98,"endTime":659.79,"body":"relationship. Another one, stop"},{"speaker":"Richard Weylman","startTime":659.79,"endTime":663.33,"body":"keep telling people to feel"},{"speaker":"Richard Weylman","startTime":659.79,"endTime":663.33,"body":"welcome to call. Once everybody"},{"speaker":"Richard Weylman","startTime":663.33,"endTime":665.94,"body":"has a cell phone, it's free. For"},{"speaker":"Richard Weylman","startTime":663.33,"endTime":665.94,"body":"the most part, you just pay your"},{"speaker":"Richard Weylman","startTime":666.15,"endTime":669.9,"body":"monthly feel welcome to call"},{"speaker":"Richard Weylman","startTime":666.15,"endTime":669.9,"body":"this far more gracious. And we"},{"speaker":"Richard Weylman","startTime":669.9,"endTime":671.91,"body":"said to people, how do you feel"},{"speaker":"Richard Weylman","startTime":669.9,"endTime":671.91,"body":"about feel free? I don't like"},{"speaker":"Richard Weylman","startTime":671.91,"endTime":674.34,"body":"it. What would you like what"},{"speaker":"Richard Weylman","startTime":671.91,"endTime":674.34,"body":"they ought to be more welcoming?"},{"speaker":"Richard Weylman","startTime":674.85,"endTime":679.26,"body":"About feel welcome to go, Oh,"},{"speaker":"Richard Weylman","startTime":674.85,"endTime":679.26,"body":"wonderful. We pull 1000 People"},{"speaker":"Richard Weylman","startTime":679.29,"endTime":685.2,"body":"91% said, That is wonderful. But"},{"speaker":"Richard Weylman","startTime":679.29,"endTime":685.2,"body":"I guess my feeling is if we can"},{"speaker":"Richard Weylman","startTime":685.2,"endTime":688.5,"body":"change two words and come up"},{"speaker":"Richard Weylman","startTime":685.2,"endTime":688.5,"body":"with wonderful I'm in. so you"},{"speaker":"Richard Weylman","startTime":688.5,"endTime":692.67,"body":"know, feel welcome to call"},{"speaker":"Richard Weylman","startTime":688.5,"endTime":692.67,"body":"another thing know their name."},{"speaker":"Richard Weylman","startTime":692.7,"endTime":696.69,"body":"You know, Dr. Donna Wilson may"},{"speaker":"Richard Weylman","startTime":692.7,"endTime":696.69,"body":"not want to be called Donna. She"},{"speaker":"Richard Weylman","startTime":696.69,"endTime":699.66,"body":"may want to be called Dr."},{"speaker":"Richard Weylman","startTime":696.69,"endTime":699.66,"body":"Wilson. Sam may be Sam or"},{"speaker":"Richard Weylman","startTime":699.66,"endTime":704.22,"body":"Samuel. David might be Dave. But"},{"speaker":"Richard Weylman","startTime":699.66,"endTime":704.22,"body":"you need to know Elizabeth might"},{"speaker":"Richard Weylman","startTime":704.22,"endTime":707.85,"body":"be Elizabeth Beth Betty or my"},{"speaker":"Richard Weylman","startTime":704.22,"endTime":707.85,"body":"friend in Atlanta, who's 83"},{"speaker":"Richard Weylman","startTime":708.21,"endTime":710.88,"body":"Wonderful gal, very wealthy, she"},{"speaker":"Richard Weylman","startTime":708.21,"endTime":710.88,"body":"won't work with a financial"},{"speaker":"Richard Weylman","startTime":710.88,"endTime":713.67,"body":"advisor, because they all insist"},{"speaker":"Richard Weylman","startTime":710.88,"endTime":713.67,"body":"on calling her Elizabeth and she"},{"speaker":"Richard Weylman","startTime":713.67,"endTime":717.0,"body":"says my name is lolly. Because"},{"speaker":"Richard Weylman","startTime":713.67,"endTime":717.0,"body":"when I was a little girl, my"},{"speaker":"Richard Weylman","startTime":717.03,"endTime":719.16,"body":"grandfather always gave me"},{"speaker":"Richard Weylman","startTime":717.03,"endTime":719.16,"body":"lollipops. When he came over. He"},{"speaker":"Richard Weylman","startTime":719.16,"endTime":722.34,"body":"called me lolly. And I've been"},{"speaker":"Richard Weylman","startTime":719.16,"endTime":722.34,"body":"Lolly my whole life. And she"},{"speaker":"Richard Weylman","startTime":722.34,"endTime":724.5,"body":"said I met with a financial"},{"speaker":"Richard Weylman","startTime":722.34,"endTime":724.5,"body":"advisor and I said I want you to"},{"speaker":"Richard Weylman","startTime":724.5,"endTime":727.23,"body":"call me lolly. He said, Oh,"},{"speaker":"Richard Weylman","startTime":724.5,"endTime":727.23,"body":"that's a that's a funny, goofy"},{"speaker":"Richard Weylman","startTime":727.23,"endTime":732.45,"body":"name. She said I walked out. So"},{"speaker":"Richard Weylman","startTime":727.23,"endTime":732.45,"body":"again, Words matter. But here's"},{"speaker":"Richard Weylman","startTime":732.45,"endTime":738.33,"body":"the point. Key Boone Pickens"},{"speaker":"Richard Weylman","startTime":732.45,"endTime":738.33,"body":"never went by T. My first"},{"speaker":"Richard Weylman","startTime":738.33,"endTime":742.14,"body":"initial Sis C, C Richard Weylman"},{"speaker":"Richard Weylman","startTime":738.33,"endTime":742.14,"body":"I get emails, dear C., I don't"},{"speaker":"Richard Weylman","startTime":742.14,"endTime":745.71,"body":"read them. Because I know"},{"speaker":"Richard Weylman","startTime":742.14,"endTime":745.71,"body":"there's no sense of connection."},{"speaker":"Richard Weylman","startTime":746.43,"endTime":750.18,"body":"Another thing on your website,"},{"speaker":"Richard Weylman","startTime":746.43,"endTime":750.18,"body":"you know, like you my account,"},{"speaker":"Richard Weylman","startTime":750.18,"endTime":752.88,"body":"why don't you change it to"},{"speaker":"Richard Weylman","startTime":750.18,"endTime":752.88,"body":"something else. We worked with a"},{"speaker":"Richard Weylman","startTime":752.88,"endTime":756.03,"body":"major bank, we and they had my"},{"speaker":"Richard Weylman","startTime":752.88,"endTime":756.03,"body":"account. And so we did an audit"},{"speaker":"Richard Weylman","startTime":756.03,"endTime":757.86,"body":"for him. And I said, Well, why"},{"speaker":"Richard Weylman","startTime":756.03,"endTime":757.86,"body":"don't you change that to my"},{"speaker":"Richard Weylman","startTime":757.86,"endTime":765.39,"body":"Lumi, or my truest or my Bank of"},{"speaker":"Richard Weylman","startTime":757.86,"endTime":765.39,"body":"America, or my software, or, or"},{"speaker":"Richard Weylman","startTime":765.42,"endTime":769.68,"body":"maybe my representative, or my"},{"speaker":"Richard Weylman","startTime":765.42,"endTime":769.68,"body":"company login. But it shouldn't"},{"speaker":"Richard Weylman","startTime":769.68,"endTime":772.08,"body":"be my account. Because we pull"},{"speaker":"Richard Weylman","startTime":769.68,"endTime":772.08,"body":"people in, they said, we hate it"},{"speaker":"Richard Weylman","startTime":772.08,"endTime":774.24,"body":"when they call us an account. We"},{"speaker":"Richard Weylman","startTime":772.08,"endTime":774.24,"body":"don't want to be an account. We"},{"speaker":"Richard Weylman","startTime":774.24,"endTime":776.79,"body":"want to be an individual, we"},{"speaker":"Richard Weylman","startTime":774.24,"endTime":776.79,"body":"want to have a relationship with"},{"speaker":"Richard Weylman","startTime":776.79,"endTime":780.24,"body":"these people. So all of these"},{"speaker":"Richard Weylman","startTime":776.79,"endTime":780.24,"body":"little things that I've"},{"speaker":"Richard Weylman","startTime":780.24,"endTime":782.85,"body":"obviously put throughout the"},{"speaker":"Richard Weylman","startTime":780.24,"endTime":782.85,"body":"book, and I wrote the book, I"},{"speaker":"Richard Weylman","startTime":782.85,"endTime":786.33,"body":"just, I didn't want to write. I"},{"speaker":"Richard Weylman","startTime":782.85,"endTime":786.33,"body":"mean, it's you know, I've"},{"speaker":"Richard Weylman","startTime":786.33,"endTime":791.97,"body":"written 124 textbooks and video"},{"speaker":"Richard Weylman","startTime":786.33,"endTime":791.97,"body":"programs. And the you mentioned"},{"speaker":"Richard Weylman","startTime":791.97,"endTime":797.22,"body":"two international bestsellers."},{"speaker":"Richard Weylman","startTime":791.97,"endTime":797.22,"body":"And now this one. It just, it's"},{"speaker":"Richard Weylman","startTime":797.22,"endTime":800.49,"body":"consuming. And so I kind of"},{"speaker":"Richard Weylman","startTime":797.22,"endTime":800.49,"body":"fought it for a long time. But"},{"speaker":"Richard Weylman","startTime":800.49,"endTime":804.9,"body":"when I finally sat down to read"},{"speaker":"Richard Weylman","startTime":800.49,"endTime":804.9,"body":"it, I wrote nonstop for weeks."},{"speaker":"Richard Weylman","startTime":804.93,"endTime":806.97,"body":"And when I was done, I walked"},{"speaker":"Richard Weylman","startTime":804.93,"endTime":806.97,"body":"out the office, my wife looked"},{"speaker":"Richard Weylman","startTime":806.97,"endTime":810.84,"body":"at me and said, You done aren't"},{"speaker":"Richard Weylman","startTime":806.97,"endTime":810.84,"body":"you. She said, How many are"},{"speaker":"Richard Weylman","startTime":810.84,"endTime":815.28,"body":"there? I said I have no idea."},{"speaker":"Richard Weylman","startTime":810.84,"endTime":815.28,"body":"She said, can I go count em? And"},{"speaker":"Richard Weylman","startTime":815.28,"endTime":819.21,"body":"I said sure. Of course you can."},{"speaker":"Richard Weylman","startTime":815.28,"endTime":819.21,"body":"And she came out and she had"},{"speaker":"Richard Weylman","startTime":819.21,"endTime":824.79,"body":"tears in her eyes. She said,"},{"speaker":"Richard Weylman","startTime":819.21,"endTime":824.79,"body":"honey There's 100 and that's how"},{"speaker":"Richard Weylman","startTime":824.79,"endTime":828.63,"body":"the book became 100 Proven Ways."},{"speaker":"Richard Weylman","startTime":824.79,"endTime":828.63,"body":"And everyone is what to do, why"},{"speaker":"Richard Weylman","startTime":828.63,"endTime":833.58,"body":"it's important how to do it with"},{"speaker":"Richard Weylman","startTime":828.63,"endTime":833.58,"body":"the actual antidote. And the"},{"speaker":"Richard Weylman","startTime":833.58,"endTime":836.34,"body":"outcome that you will receive it"},{"speaker":"Richard Weylman","startTime":833.58,"endTime":836.34,"body":"exactly step by step how to do"},{"speaker":"Richard Weylman","startTime":836.34,"endTime":838.74,"body":"it. So those are just a couple."},{"speaker":"Richard Weylman","startTime":836.34,"endTime":838.74,"body":"I'll give you one a couple of"},{"speaker":"Richard Weylman","startTime":838.77,"endTime":840.24,"body":"now. Give me a couple of tips,"},{"speaker":"Richard Weylman","startTime":838.77,"endTime":840.24,"body":"Matt."},{"speaker":"Matt Wolach","startTime":840.36,"endTime":843.12,"body":"Yeah, yeah, first"},{"speaker":"Matt Wolach","startTime":840.36,"endTime":843.12,"body":"of all, I'm loving it. Because"},{"speaker":"Matt Wolach","startTime":843.24,"endTime":846.39,"body":"the thing were you say at the"},{"speaker":"Matt Wolach","startTime":843.24,"endTime":846.39,"body":"end of email best. I'm guilty of"},{"speaker":"Matt Wolach","startTime":846.39,"endTime":848.64,"body":"that. I put that because I had"},{"speaker":"Matt Wolach","startTime":846.39,"endTime":848.64,"body":"no idea that that was so bad,"},{"speaker":"Matt Wolach","startTime":848.64,"endTime":851.73,"body":"but I love learning how to make"},{"speaker":"Matt Wolach","startTime":848.64,"endTime":851.73,"body":"my process better. So you're"},{"speaker":"Matt Wolach","startTime":851.73,"endTime":855.42,"body":"gonna be seeing Warm regards"},{"speaker":"Matt Wolach","startTime":851.73,"endTime":855.42,"body":"from me much more often. Yeah,"},{"speaker":"Matt Wolach","startTime":855.42,"endTime":856.38,"body":"that's a great tip."},{"speaker":"Richard Weylman","startTime":856.56,"endTime":858.45,"body":"But again, it's"},{"speaker":"Richard Weylman","startTime":856.56,"endTime":858.45,"body":"the people in the circle house"},{"speaker":"Richard Weylman","startTime":858.45,"endTime":860.67,"body":"that are saying we just don't"},{"speaker":"Richard Weylman","startTime":858.45,"endTime":860.67,"body":"like it best is such a"},{"speaker":"Richard Weylman","startTime":860.67,"endTime":863.82,"body":"throwaway. It's like sincerely"},{"speaker":"Richard Weylman","startTime":860.67,"endTime":863.82,"body":"yours. Yeah, well, what would"},{"speaker":"Richard Weylman","startTime":863.82,"endTime":865.89,"body":"you like it to be? Well, can't"},{"speaker":"Richard Weylman","startTime":863.82,"endTime":865.89,"body":"they say kind regards or warm"},{"speaker":"Richard Weylman","startTime":865.89,"endTime":868.5,"body":"regards? Or maybe even Best"},{"speaker":"Richard Weylman","startTime":865.89,"endTime":868.5,"body":"regards? It's better than just"},{"speaker":"Richard Weylman","startTime":868.5,"endTime":873.09,"body":"me. That's me. So it was me"},{"speaker":"Richard Weylman","startTime":868.5,"endTime":873.09,"body":"mean? Well, you know best is"},{"speaker":"Richard Weylman","startTime":873.87,"endTime":876.39,"body":"like I'm trying to get out of"},{"speaker":"Richard Weylman","startTime":873.87,"endTime":876.39,"body":"here. So that was interesting. A"},{"speaker":"Richard Weylman","startTime":876.39,"endTime":879.48,"body":"couple other things. A lot of"},{"speaker":"Richard Weylman","startTime":876.39,"endTime":879.48,"body":"salespeople like to \"I'm calling"},{"speaker":"Richard Weylman","startTime":879.48,"endTime":881.7,"body":"to follow up with you, Matt. See"},{"speaker":"Richard Weylman","startTime":879.48,"endTime":881.7,"body":"what decision you've made.\""},{"speaker":"Richard Weylman","startTime":883.02,"endTime":889.2,"body":"Stop, just stop. \"I don't have"},{"speaker":"Richard Weylman","startTime":883.02,"endTime":889.2,"body":"anything else to offer you Matt"},{"speaker":"Richard Weylman","startTime":889.2,"endTime":891.39,"body":"but I'm really hoping you made a"},{"speaker":"Richard Weylman","startTime":889.2,"endTime":891.39,"body":"decision and you forgot to call"},{"speaker":"Richard Weylman","startTime":891.39,"endTime":895.77,"body":"me to tell me you did. That's"},{"speaker":"Richard Weylman","startTime":891.39,"endTime":895.77,"body":"why I'm following up\". Well we"},{"speaker":"Richard Weylman","startTime":895.77,"endTime":898.11,"body":"figured it out and talking to"},{"speaker":"Richard Weylman","startTime":895.77,"endTime":898.11,"body":"people when I wrote my last book"},{"speaker":"Richard Weylman","startTime":898.11,"endTime":900.69,"body":"and now this one, I went back"},{"speaker":"Richard Weylman","startTime":898.11,"endTime":900.69,"body":"and we interviewed a lot of"},{"speaker":"Richard Weylman","startTime":900.69,"endTime":903.15,"body":"people, when I asked them"},{"speaker":"Richard Weylman","startTime":900.69,"endTime":903.15,"body":"specifically in our consulting"},{"speaker":"Richard Weylman","startTime":903.15,"endTime":906.42,"body":"work, why don't you move"},{"speaker":"Richard Weylman","startTime":903.15,"endTime":906.42,"body":"forward? You saw a great"},{"speaker":"Richard Weylman","startTime":906.42,"endTime":909.78,"body":"presentation, why don't you move"},{"speaker":"Richard Weylman","startTime":906.42,"endTime":909.78,"body":"forward? And their answer was,"},{"speaker":"Richard Weylman","startTime":910.68,"endTime":912.75,"body":"\"oh, salespeople don't tell us"},{"speaker":"Richard Weylman","startTime":910.68,"endTime":912.75,"body":"what the next steps are.\""},{"speaker":"Matt Wolach","startTime":913.74,"endTime":916.53,"body":"It's amazing. I'm a"},{"speaker":"Matt Wolach","startTime":913.74,"endTime":916.53,"body":"big proponent of this."},{"speaker":"Richard Weylman","startTime":916.56,"endTime":919.32,"body":"then I"},{"speaker":"Richard Weylman","startTime":916.56,"endTime":919.32,"body":"realized, when people say, Let"},{"speaker":"Richard Weylman","startTime":919.32,"endTime":921.78,"body":"me follow up I'm following up,"},{"speaker":"Richard Weylman","startTime":919.32,"endTime":921.78,"body":"don't ever call to follow up."},{"speaker":"Richard Weylman","startTime":922.32,"endTime":925.32,"body":"\"Hi, Matt. Richard Weylman, I'm"},{"speaker":"Richard Weylman","startTime":922.32,"endTime":925.32,"body":"just calling very quickly, I've"},{"speaker":"Richard Weylman","startTime":925.32,"endTime":928.74,"body":"identified two additional ways"},{"speaker":"Richard Weylman","startTime":925.32,"endTime":928.74,"body":"and steps we can take to help"},{"speaker":"Richard Weylman","startTime":928.74,"endTime":931.68,"body":"you get that software that you"},{"speaker":"Richard Weylman","startTime":928.74,"endTime":931.68,"body":"really need for your business,"},{"speaker":"Richard Weylman","startTime":931.77,"endTime":933.63,"body":"I'd like to meet with you again"},{"speaker":"Richard Weylman","startTime":931.77,"endTime":933.63,"body":"and take you through these two"},{"speaker":"Richard Weylman","startTime":933.63,"endTime":937.83,"body":"additional steps.\" In other"},{"speaker":"Richard Weylman","startTime":933.63,"endTime":937.83,"body":"words, use curiosity to your"},{"speaker":"Richard Weylman","startTime":937.83,"endTime":941.07,"body":"advantage, and it pulls people"},{"speaker":"Richard Weylman","startTime":937.83,"endTime":941.07,"body":"back into the conversation,"},{"speaker":"Richard Weylman","startTime":941.25,"endTime":946.08,"body":"perhaps uncovers some hidden"},{"speaker":"Richard Weylman","startTime":941.25,"endTime":946.08,"body":"agenda or objection, or whatever"},{"speaker":"Richard Weylman","startTime":946.08,"endTime":949.35,"body":"the case might be some, let's"},{"speaker":"Richard Weylman","startTime":946.08,"endTime":949.35,"body":"call it stumbling block that you"},{"speaker":"Richard Weylman","startTime":949.35,"endTime":953.07,"body":"can then overcome by doing what"},{"speaker":"Richard Weylman","startTime":949.35,"endTime":953.07,"body":"by getting on their side of the"},{"speaker":"Richard Weylman","startTime":953.07,"endTime":955.5,"body":"table, put your arm around and"},{"speaker":"Richard Weylman","startTime":953.07,"endTime":955.5,"body":"say I've identified some"},{"speaker":"Richard Weylman","startTime":955.5,"endTime":958.98,"body":"additional steps that I believe"},{"speaker":"Richard Weylman","startTime":955.5,"endTime":958.98,"body":"we can take on your behalf three"},{"speaker":"Richard Weylman","startTime":958.98,"endTime":963.78,"body":"most powerful words on your"},{"speaker":"Richard Weylman","startTime":958.98,"endTime":963.78,"body":"behalf. And how we can because"},{"speaker":"Richard Weylman","startTime":963.78,"endTime":966.54,"body":"we have people all the time. And"},{"speaker":"Richard Weylman","startTime":963.78,"endTime":966.54,"body":"interns of the people who've"},{"speaker":"Richard Weylman","startTime":966.54,"endTime":968.25,"body":"said I want to know what they're"},{"speaker":"Richard Weylman","startTime":966.54,"endTime":968.25,"body":"gonna do on my behalf, but"},{"speaker":"Richard Weylman","startTime":968.25,"endTime":969.75,"body":"they're going to do on my"},{"speaker":"Richard Weylman","startTime":968.25,"endTime":969.75,"body":"behalf, what they're gonna do on"},{"speaker":"Richard Weylman","startTime":969.75,"endTime":972.96,"body":"my behalf. So I'm looking at a"},{"speaker":"Richard Weylman","startTime":969.75,"endTime":972.96,"body":"scorecard. And I'm like, holy"},{"speaker":"Richard Weylman","startTime":972.96,"endTime":976.11,"body":"moly, you've made 100 calls and"},{"speaker":"Richard Weylman","startTime":972.96,"endTime":976.11,"body":"28 people who said something"},{"speaker":"Richard Weylman","startTime":976.11,"endTime":979.26,"body":"like my behalf my behalf on my"},{"speaker":"Richard Weylman","startTime":976.11,"endTime":979.26,"body":"behalf did for me different."},{"speaker":"Richard Weylman","startTime":979.71,"endTime":982.5,"body":"Let's put that into the coaching"},{"speaker":"Richard Weylman","startTime":979.71,"endTime":982.5,"body":"and consulting. But let's see"},{"speaker":"Richard Weylman","startTime":982.5,"endTime":987.0,"body":"how that works out. Well, I"},{"speaker":"Richard Weylman","startTime":982.5,"endTime":987.0,"body":"mean, the number it was"},{"speaker":"Richard Weylman","startTime":987.0,"endTime":990.36,"body":"startling, just starting, that"},{"speaker":"Richard Weylman","startTime":987.0,"endTime":990.36,"body":"it's almost a sense of"},{"speaker":"Richard Weylman","startTime":990.36,"endTime":993.51,"body":"subliminal obligation that"},{"speaker":"Richard Weylman","startTime":990.36,"endTime":993.51,"body":"people well, you did this on my"},{"speaker":"Richard Weylman","startTime":993.51,"endTime":995.61,"body":"behalf. Well, okay, let me get"},{"speaker":"Richard Weylman","startTime":993.51,"endTime":995.61,"body":"right over here. Find out about"},{"speaker":"Richard Weylman","startTime":996.99,"endTime":997.23,"body":"that."},{"speaker":"Matt Wolach","startTime":997.44,"endTime":1000.32,"body":"I love it. And I'm"},{"speaker":"Matt Wolach","startTime":997.44,"endTime":1000.32,"body":"a big believer in words as well."},{"speaker":"Matt Wolach","startTime":1000.32,"endTime":1003.14,"body":"There are specific words within"},{"speaker":"Matt Wolach","startTime":1000.32,"endTime":1003.14,"body":"a software sales process that if"},{"speaker":"Matt Wolach","startTime":1003.14,"endTime":1005.27,"body":"you say them, it's going to kill"},{"speaker":"Matt Wolach","startTime":1003.14,"endTime":1005.27,"body":"the deal and specific things"},{"speaker":"Matt Wolach","startTime":1005.27,"endTime":1008.21,"body":"that you can do that actually"},{"speaker":"Matt Wolach","startTime":1005.27,"endTime":1008.21,"body":"accelerate the deal. And, and"},{"speaker":"Matt Wolach","startTime":1008.21,"endTime":1010.73,"body":"you're teaching me a lot of"},{"speaker":"Matt Wolach","startTime":1008.21,"endTime":1010.73,"body":"awesome stuff. I've never used"},{"speaker":"Matt Wolach","startTime":1010.73,"endTime":1013.31,"body":"that on my behalf before, but it"},{"speaker":"Matt Wolach","startTime":1010.73,"endTime":1013.31,"body":"definitely sounds like a good"},{"speaker":"Matt Wolach","startTime":1013.31,"endTime":1016.1,"body":"way. When you talk about"},{"speaker":"Matt Wolach","startTime":1013.31,"endTime":1016.1,"body":"following up one of the least"},{"speaker":"Matt Wolach","startTime":1016.1,"endTime":1020.27,"body":"favorite things I see that I see"},{"speaker":"Matt Wolach","startTime":1016.1,"endTime":1020.27,"body":"people following up with is I"},{"speaker":"Matt Wolach","startTime":1020.27,"endTime":1023.09,"body":"just wanted to check in. And"},{"speaker":"Matt Wolach","startTime":1020.27,"endTime":1023.09,"body":"you're and you're right, like"},{"speaker":"Matt Wolach","startTime":1023.09,"endTime":1025.76,"body":"what is that? First of all, they"},{"speaker":"Matt Wolach","startTime":1023.09,"endTime":1025.76,"body":"don't care what you want. It"},{"speaker":"Matt Wolach","startTime":1025.76,"endTime":1028.1,"body":"doesn't matter what you want you"},{"speaker":"Matt Wolach","startTime":1025.76,"endTime":1028.1,"body":"just saying that makes you sound"},{"speaker":"Matt Wolach","startTime":1028.1,"endTime":1030.89,"body":"stupid and salesy and to check"},{"speaker":"Matt Wolach","startTime":1028.1,"endTime":1030.89,"body":"in? Like, what is that? What"},{"speaker":"Matt Wolach","startTime":1030.89,"endTime":1032.78,"body":"does that what does that mean?"},{"speaker":"Matt Wolach","startTime":1030.89,"endTime":1032.78,"body":"You're right, like, why didn't"},{"speaker":"Matt Wolach","startTime":1032.78,"endTime":1034.76,"body":"you buy my thing yet? It's, it's"},{"speaker":"Matt Wolach","startTime":1032.78,"endTime":1034.76,"body":"ridiculous."},{"speaker":"Richard Weylman","startTime":1034.79,"endTime":1036.2,"body":"It's"},{"speaker":"Richard Weylman","startTime":1034.79,"endTime":1036.2,"body":"ridiculous. Well, I made it"},{"speaker":"Richard Weylman","startTime":1036.2,"endTime":1038.54,"body":"many, many years ago, I called"},{"speaker":"Richard Weylman","startTime":1036.2,"endTime":1038.54,"body":"the CEO and I said, I'm just"},{"speaker":"Richard Weylman","startTime":1038.54,"endTime":1041.33,"body":"calling to touch base. He said,"},{"speaker":"Richard Weylman","startTime":1038.54,"endTime":1041.33,"body":"Excuse me, I said, I'm calling"},{"speaker":"Richard Weylman","startTime":1041.33,"endTime":1043.76,"body":"to touch base. He said, Great,"},{"speaker":"Richard Weylman","startTime":1041.33,"endTime":1043.76,"body":"I'm on home plate and you're"},{"speaker":"Richard Weylman","startTime":1043.76,"endTime":1048.11,"body":"out, he hung up on me. That's"},{"speaker":"Richard Weylman","startTime":1043.76,"endTime":1048.11,"body":"when I realized, you know,"},{"speaker":"Richard Weylman","startTime":1048.14,"endTime":1051.89,"body":"chickened out and follow up and"},{"speaker":"Richard Weylman","startTime":1048.14,"endTime":1051.89,"body":"know what we're going to do is"},{"speaker":"Richard Weylman","startTime":1051.89,"endTime":1054.68,"body":"we always want to call with the"},{"speaker":"Richard Weylman","startTime":1051.89,"endTime":1054.68,"body":"idea that we're going to advance"},{"speaker":"Richard Weylman","startTime":1054.68,"endTime":1057.83,"body":"the relationship doesn't have to"},{"speaker":"Richard Weylman","startTime":1054.68,"endTime":1057.83,"body":"be advanced the sale, it's great"},{"speaker":"Richard Weylman","startTime":1057.83,"endTime":1060.74,"body":"answer relationship. That's why"},{"speaker":"Richard Weylman","startTime":1057.83,"endTime":1060.74,"body":"all of you out there, I'm sure"},{"speaker":"Richard Weylman","startTime":1060.74,"endTime":1063.74,"body":"have a CRM, customer"},{"speaker":"Richard Weylman","startTime":1060.74,"endTime":1063.74,"body":"relationship manager is"},{"speaker":"Richard Weylman","startTime":1063.74,"endTime":1067.61,"body":"something it's called. In our"},{"speaker":"Richard Weylman","startTime":1063.74,"endTime":1067.61,"body":"organization, and all the firms"},{"speaker":"Richard Weylman","startTime":1067.61,"endTime":1069.89,"body":"we work with around the world,"},{"speaker":"Richard Weylman","startTime":1067.61,"endTime":1069.89,"body":"the first thing we do is get"},{"speaker":"Richard Weylman","startTime":1069.89,"endTime":1072.2,"body":"them to understand it. Yeah,"},{"speaker":"Richard Weylman","startTime":1069.89,"endTime":1072.2,"body":"it's a CRM, maybe it's"},{"speaker":"Richard Weylman","startTime":1072.2,"endTime":1075.83,"body":"Salesforce, whatever it is. But"},{"speaker":"Richard Weylman","startTime":1072.2,"endTime":1075.83,"body":"you really need to build it out"},{"speaker":"Richard Weylman","startTime":1075.83,"endTime":1080.96,"body":"as a CXM. Customer Experience"},{"speaker":"Richard Weylman","startTime":1075.83,"endTime":1080.96,"body":"Manager, instead of fields for"},{"speaker":"Richard Weylman","startTime":1080.96,"endTime":1084.11,"body":"things like where do the kids go"},{"speaker":"Richard Weylman","startTime":1080.96,"endTime":1084.11,"body":"to school? And what do they do?"},{"speaker":"Richard Weylman","startTime":1084.11,"endTime":1087.5,"body":"And what are they interested in?"},{"speaker":"Richard Weylman","startTime":1084.11,"endTime":1087.5,"body":"Do they drink wine? If you do,"},{"speaker":"Richard Weylman","startTime":1088.31,"endTime":1090.68,"body":"if you're going to do take them"},{"speaker":"Richard Weylman","startTime":1088.31,"endTime":1090.68,"body":"to the ballgame and drink beer"},{"speaker":"Richard Weylman","startTime":1090.68,"endTime":1092.99,"body":"or wine? What's the case? Or"},{"speaker":"Richard Weylman","startTime":1090.68,"endTime":1092.99,"body":"maybe they don't drink at all."},{"speaker":"Richard Weylman","startTime":1092.99,"endTime":1095.69,"body":"So don't invite them to a wine"},{"speaker":"Richard Weylman","startTime":1092.99,"endTime":1095.69,"body":"tasting as an example. This"},{"speaker":"Richard Weylman","startTime":1095.69,"endTime":1099.29,"body":"happens all the time in business"},{"speaker":"Richard Weylman","startTime":1095.69,"endTime":1099.29,"body":"so take your CRM and turn it"},{"speaker":"Richard Weylman","startTime":1099.29,"endTime":1103.04,"body":"into a CxM you'll get a lot more"},{"speaker":"Richard Weylman","startTime":1099.29,"endTime":1103.04,"body":"business that way. Is that"},{"speaker":"Richard Weylman","startTime":1103.04,"endTime":1103.4,"body":"helpful?"},{"speaker":"Matt Wolach","startTime":1104.0,"endTime":1105.71,"body":"Yeah, oh, it's"},{"speaker":"Matt Wolach","startTime":1104.0,"endTime":1105.71,"body":"absolutely helpful. I think"},{"speaker":"Matt Wolach","startTime":1105.71,"endTime":1108.74,"body":"that's just that's kind of one"},{"speaker":"Matt Wolach","startTime":1105.71,"endTime":1108.74,"body":"of my big philosophies is"},{"speaker":"Matt Wolach","startTime":1108.98,"endTime":1111.98,"body":"instead of trying to sell try to"},{"speaker":"Matt Wolach","startTime":1108.98,"endTime":1111.98,"body":"help, and that's the thing, if"},{"speaker":"Matt Wolach","startTime":1111.98,"endTime":1114.92,"body":"you can get an understanding of"},{"speaker":"Matt Wolach","startTime":1111.98,"endTime":1114.92,"body":"their experience, and and when"},{"speaker":"Matt Wolach","startTime":1114.92,"endTime":1119.21,"body":"what I'm what I'm gleaning from"},{"speaker":"Matt Wolach","startTime":1114.92,"endTime":1119.21,"body":"this, Richard is, so much of"},{"speaker":"Matt Wolach","startTime":1119.21,"endTime":1122.36,"body":"what you teach, you've learned"},{"speaker":"Matt Wolach","startTime":1119.21,"endTime":1122.36,"body":"by asking the questions and"},{"speaker":"Matt Wolach","startTime":1122.36,"endTime":1125.42,"body":"learning from the people is,"},{"speaker":"Matt Wolach","startTime":1122.36,"endTime":1125.42,"body":"hey, what would you rather have"},{"speaker":"Matt Wolach","startTime":1125.42,"endTime":1128.69,"body":"on the email? How would this"},{"speaker":"Matt Wolach","startTime":1125.42,"endTime":1128.69,"body":"rather be and I teach this all"},{"speaker":"Matt Wolach","startTime":1128.69,"endTime":1131.51,"body":"the time, you have to know your"},{"speaker":"Matt Wolach","startTime":1128.69,"endTime":1131.51,"body":"market, understand the people"},{"speaker":"Matt Wolach","startTime":1131.51,"endTime":1134.93,"body":"you're selling to learn from"},{"speaker":"Matt Wolach","startTime":1131.51,"endTime":1134.93,"body":"them have as many conversations"},{"speaker":"Matt Wolach","startTime":1134.93,"endTime":1138.68,"body":"as you can so that, you know the"},{"speaker":"Matt Wolach","startTime":1134.93,"endTime":1138.68,"body":"best way to approach them and"},{"speaker":"Matt Wolach","startTime":1138.68,"endTime":1140.87,"body":"speak with them and the lingo"},{"speaker":"Matt Wolach","startTime":1138.68,"endTime":1140.87,"body":"and, and what's going to"},{"speaker":"Matt Wolach","startTime":1140.87,"endTime":1143.66,"body":"actually work instead of the"},{"speaker":"Matt Wolach","startTime":1140.87,"endTime":1143.66,"body":"things that people have tried"},{"speaker":"Matt Wolach","startTime":1143.66,"endTime":1144.65,"body":"before that don't work"},{"speaker":"Richard Weylman","startTime":1144.77,"endTime":1148.94,"body":"exactly spot on"},{"speaker":"Richard Weylman","startTime":1144.77,"endTime":1148.94,"body":"the screws Matt. And then you"},{"speaker":"Richard Weylman","startTime":1148.94,"endTime":1151.46,"body":"can say, when you mention a"},{"speaker":"Richard Weylman","startTime":1148.94,"endTime":1151.46,"body":"feature or an attribute of your"},{"speaker":"Richard Weylman","startTime":1151.49,"endTime":1154.19,"body":"product or use, let's say you're"},{"speaker":"Richard Weylman","startTime":1151.49,"endTime":1154.19,"body":"selling a software program."},{"speaker":"Richard Weylman","startTime":1154.37,"endTime":1156.62,"body":"Great. Well, people love to talk"},{"speaker":"Richard Weylman","startTime":1154.37,"endTime":1156.62,"body":"about the feature benefit"},{"speaker":"Richard Weylman","startTime":1156.62,"endTime":1159.5,"body":"feature benefit, people don't"},{"speaker":"Richard Weylman","startTime":1156.62,"endTime":1159.5,"body":"buy either one, but they buy is"},{"speaker":"Richard Weylman","startTime":1159.5,"endTime":1162.92,"body":"that in the middle what it means"},{"speaker":"Richard Weylman","startTime":1159.5,"endTime":1162.92,"body":"to them. So if you say, you"},{"speaker":"Richard Weylman","startTime":1162.92,"endTime":1165.29,"body":"know, the great thing about this"},{"speaker":"Richard Weylman","startTime":1162.92,"endTime":1165.29,"body":"particular software program is"},{"speaker":"Richard Weylman","startTime":1165.44,"endTime":1167.72,"body":"it's really maintenance free, we"},{"speaker":"Richard Weylman","startTime":1165.44,"endTime":1167.72,"body":"do updates overnight. And it"},{"speaker":"Richard Weylman","startTime":1167.72,"endTime":1170.03,"body":"really works for you on a long"},{"speaker":"Richard Weylman","startTime":1167.72,"endTime":1170.03,"body":"term basis. And the nice thing"},{"speaker":"Richard Weylman","startTime":1170.03,"endTime":1172.1,"body":"is you can have multiple users,"},{"speaker":"Richard Weylman","startTime":1170.03,"endTime":1172.1,"body":"and it's really great. But let"},{"speaker":"Richard Weylman","startTime":1172.1,"endTime":1175.25,"body":"me tell you what that means."},{"speaker":"Richard Weylman","startTime":1172.1,"endTime":1175.25,"body":"That means you can have the same"},{"speaker":"Richard Weylman","startTime":1175.25,"endTime":1177.5,"body":"people on the same interface"},{"speaker":"Richard Weylman","startTime":1175.25,"endTime":1177.5,"body":"doing the same thing at the same"},{"speaker":"Richard Weylman","startTime":1177.5,"endTime":1180.08,"body":"time with no downtime on the"},{"speaker":"Richard Weylman","startTime":1177.5,"endTime":1180.08,"body":"server. And the benefit to you"},{"speaker":"Richard Weylman","startTime":1180.08,"endTime":1182.51,"body":"is that you're going to be able"},{"speaker":"Richard Weylman","startTime":1180.08,"endTime":1182.51,"body":"to scale efficiency and"},{"speaker":"Richard Weylman","startTime":1182.51,"endTime":1185.33,"body":"effectiveness in your business."},{"speaker":"Richard Weylman","startTime":1182.51,"endTime":1185.33,"body":"But what did they buy there? No"},{"speaker":"Richard Weylman","startTime":1185.33,"endTime":1193.34,"body":"downtime. So I often speak for"},{"speaker":"Richard Weylman","startTime":1185.33,"endTime":1193.34,"body":"some nonprofits that you know, I"},{"speaker":"Richard Weylman","startTime":1193.34,"endTime":1197.12,"body":"try to help them when I can and"},{"speaker":"Richard Weylman","startTime":1193.34,"endTime":1197.12,"body":"they always want to raise money"},{"speaker":"Richard Weylman","startTime":1197.12,"endTime":1200.45,"body":"and I always ask them raising"},{"speaker":"Richard Weylman","startTime":1197.12,"endTime":1200.45,"body":"money so that you Like, what do"},{"speaker":"Richard Weylman","startTime":1200.45,"endTime":1203.96,"body":"you mean? I said, so that? What"},{"speaker":"Richard Weylman","startTime":1200.45,"endTime":1203.96,"body":"do you mean? I said, when you"},{"speaker":"Richard Weylman","startTime":1203.96,"endTime":1207.59,"body":"raise money, you raise money so"},{"speaker":"Richard Weylman","startTime":1203.96,"endTime":1207.59,"body":"that something happens. I had a"},{"speaker":"Richard Weylman","startTime":1207.59,"endTime":1209.93,"body":"church in Atlanta wanted to"},{"speaker":"Richard Weylman","startTime":1207.59,"endTime":1209.93,"body":"build a pay off their debt. And"},{"speaker":"Richard Weylman","startTime":1209.93,"endTime":1212.06,"body":"I kept asking him, so what do"},{"speaker":"Richard Weylman","startTime":1209.93,"endTime":1212.06,"body":"you wanna do? Well, we want to"},{"speaker":"Richard Weylman","startTime":1212.06,"endTime":1215.93,"body":"pay off the debt. So that what?"},{"speaker":"Richard Weylman","startTime":1212.06,"endTime":1215.93,"body":"So we're debt free. No. Why do"},{"speaker":"Richard Weylman","startTime":1215.93,"endTime":1218.9,"body":"you want to? Well, we want to"},{"speaker":"Richard Weylman","startTime":1215.93,"endTime":1218.9,"body":"raise, we want to pay off the"},{"speaker":"Richard Weylman","startTime":1218.9,"endTime":1221.33,"body":"debt so we can build another"},{"speaker":"Richard Weylman","startTime":1218.9,"endTime":1221.33,"body":"building. I said, so you want to"},{"speaker":"Richard Weylman","startTime":1221.39,"endTime":1223.16,"body":"have that so you can get some"},{"speaker":"Richard Weylman","startTime":1221.39,"endTime":1223.16,"body":"more debt? Is that kind of the"},{"speaker":"Richard Weylman","startTime":1223.16,"endTime":1225.5,"body":"plan here? They were like, Well,"},{"speaker":"Richard Weylman","startTime":1223.16,"endTime":1225.5,"body":"we hope not. I said, Why don't"},{"speaker":"Richard Weylman","startTime":1225.5,"endTime":1228.65,"body":"we change it? Why don't we have"},{"speaker":"Richard Weylman","startTime":1225.5,"endTime":1228.65,"body":"a plan called Let us rise up and"},{"speaker":"Richard Weylman","startTime":1228.65,"endTime":1232.58,"body":"build so that we can pay off the"},{"speaker":"Richard Weylman","startTime":1228.65,"endTime":1232.58,"body":"debt and build the school we"},{"speaker":"Richard Weylman","startTime":1232.58,"endTime":1238.19,"body":"want to build. Three and a half"},{"speaker":"Richard Weylman","startTime":1232.58,"endTime":1238.19,"body":"years raise $30 million. So"},{"speaker":"Richard Weylman","startTime":1238.19,"endTime":1238.85,"body":"that."},{"speaker":"Richard Weylman","startTime":1239.09,"endTime":1239.6,"body":"so"},{"speaker":"Matt Wolach","startTime":1240.88,"endTime":1243.22,"body":"It's the same"},{"speaker":"Matt Wolach","startTime":1240.88,"endTime":1243.22,"body":"philosophy, I actually call it"},{"speaker":"Matt Wolach","startTime":1243.22,"endTime":1246.67,"body":"the so what test. So when you're"},{"speaker":"Matt Wolach","startTime":1243.22,"endTime":1246.67,"body":"selling a software, just like"},{"speaker":"Matt Wolach","startTime":1246.67,"endTime":1249.64,"body":"you had said, when this happens"},{"speaker":"Matt Wolach","startTime":1246.67,"endTime":1249.64,"body":"all the time when I'm reviewing"},{"speaker":"Matt Wolach","startTime":1249.64,"endTime":1252.76,"body":"demos of sales reps, and they go"},{"speaker":"Matt Wolach","startTime":1249.64,"endTime":1252.76,"body":"through and they say, Oh, here's"},{"speaker":"Matt Wolach","startTime":1252.76,"endTime":1256.54,"body":"this really cool report that has"},{"speaker":"Matt Wolach","startTime":1252.76,"endTime":1256.54,"body":"this and this. And my thing is,"},{"speaker":"Matt Wolach","startTime":1256.57,"endTime":1260.74,"body":"it's a so what test if you can"},{"speaker":"Matt Wolach","startTime":1256.57,"endTime":1260.74,"body":"say, so what after that, then"},{"speaker":"Matt Wolach","startTime":1260.74,"endTime":1263.32,"body":"you're not done. You have to"},{"speaker":"Matt Wolach","startTime":1260.74,"endTime":1263.32,"body":"continue to get them to the"},{"speaker":"Matt Wolach","startTime":1263.32,"endTime":1266.53,"body":"results, just like you said, and"},{"speaker":"Matt Wolach","startTime":1263.32,"endTime":1266.53,"body":"so, so many times, they'll say"},{"speaker":"Matt Wolach","startTime":1266.53,"endTime":1268.39,"body":"something, and I think we're"},{"speaker":"Matt Wolach","startTime":1266.53,"endTime":1268.39,"body":"very similar, Richard, I'll just"},{"speaker":"Matt Wolach","startTime":1268.39,"endTime":1270.85,"body":"be like, so what? What do you"},{"speaker":"Matt Wolach","startTime":1268.39,"endTime":1270.85,"body":"mean, they're kind of thrown"},{"speaker":"Matt Wolach","startTime":1270.85,"endTime":1275.05,"body":"off? But so what does that mean?"},{"speaker":"Matt Wolach","startTime":1270.85,"endTime":1275.05,"body":"You have to get them to that"},{"speaker":"Matt Wolach","startTime":1275.05,"endTime":1275.68,"body":"final result."},{"speaker":"Richard Weylman","startTime":1276.2,"endTime":1277.82,"body":"Right? Here's"},{"speaker":"Richard Weylman","startTime":1276.2,"endTime":1277.82,"body":"the double down rollover feature"},{"speaker":"Richard Weylman","startTime":1277.82,"endTime":1279.68,"body":"that gives you a double"},{"speaker":"Richard Weylman","startTime":1277.82,"endTime":1279.68,"body":"reporting. So wonderful,"},{"speaker":"Richard Weylman","startTime":1279.68,"endTime":1282.26,"body":"fantastic comes up on your"},{"speaker":"Richard Weylman","startTime":1279.68,"endTime":1282.26,"body":"screen, and it's great. But so"},{"speaker":"Richard Weylman","startTime":1282.26,"endTime":1285.29,"body":"what? my question is, am I going"},{"speaker":"Richard Weylman","startTime":1282.26,"endTime":1285.29,"body":"to know how much I sold last"},{"speaker":"Richard Weylman","startTime":1285.29,"endTime":1289.31,"body":"month? Well, you can but you"},{"speaker":"Richard Weylman","startTime":1285.29,"endTime":1289.31,"body":"know, that's a little tricky. ."},{"speaker":"Matt Wolach","startTime":1290.81,"endTime":1293.51,"body":"That's fantastic."},{"speaker":"Matt Wolach","startTime":1290.81,"endTime":1293.51,"body":"Well, this is really awesome."},{"speaker":"Matt Wolach","startTime":1293.51,"endTime":1296.09,"body":"Unfortunately, we're running out"},{"speaker":"Matt Wolach","startTime":1293.51,"endTime":1296.09,"body":"of time here, Richard, just one"},{"speaker":"Matt Wolach","startTime":1296.09,"endTime":1298.88,"body":"last parting shot. What advice"},{"speaker":"Matt Wolach","startTime":1296.09,"endTime":1298.88,"body":"would you have for software"},{"speaker":"Matt Wolach","startTime":1298.88,"endTime":1301.01,"body":"leaders who are trying to grow"},{"speaker":"Matt Wolach","startTime":1298.88,"endTime":1301.01,"body":"their business trying to make"},{"speaker":"Matt Wolach","startTime":1301.01,"endTime":1303.41,"body":"sure they build a strong"},{"speaker":"Matt Wolach","startTime":1301.01,"endTime":1303.41,"body":"foundation of great customers?"},{"speaker":"Matt Wolach","startTime":1303.8,"endTime":1305.12,"body":"What would you share with them?"},{"speaker":"Richard Weylman","startTime":1306.29,"endTime":1307.94,"body":"Focus on the"},{"speaker":"Richard Weylman","startTime":1306.29,"endTime":1307.94,"body":"experience that people are going"},{"speaker":"Richard Weylman","startTime":1307.94,"endTime":1311.81,"body":"to have and really build a"},{"speaker":"Richard Weylman","startTime":1307.94,"endTime":1311.81,"body":"culture, where you care about"},{"speaker":"Richard Weylman","startTime":1311.81,"endTime":1314.75,"body":"people, when you're thoughtful,"},{"speaker":"Richard Weylman","startTime":1311.81,"endTime":1314.75,"body":"where you're kind and you're"},{"speaker":"Richard Weylman","startTime":1314.75,"endTime":1318.29,"body":"empathetic, and use curiosity,"},{"speaker":"Richard Weylman","startTime":1314.75,"endTime":1318.29,"body":"reach out to your customers find"},{"speaker":"Richard Weylman","startTime":1318.29,"endTime":1321.5,"body":"out what works for them, when"},{"speaker":"Richard Weylman","startTime":1318.29,"endTime":1321.5,"body":"they buy, if I buy software"},{"speaker":"Richard Weylman","startTime":1321.5,"endTime":1325.28,"body":"today, a year from now, I should"},{"speaker":"Richard Weylman","startTime":1321.5,"endTime":1325.28,"body":"get something from you, a thank"},{"speaker":"Richard Weylman","startTime":1325.28,"endTime":1329.06,"body":"you note for another year of"},{"speaker":"Richard Weylman","startTime":1325.28,"endTime":1329.06,"body":"satisfied or delighted advocate,"},{"speaker":"Richard Weylman","startTime":1329.45,"endTime":1334.1,"body":"your whole objective, your whole"},{"speaker":"Richard Weylman","startTime":1329.45,"endTime":1334.1,"body":"objective is to build a"},{"speaker":"Richard Weylman","startTime":1334.1,"endTime":1337.43,"body":"portfolio of great memories with"},{"speaker":"Richard Weylman","startTime":1334.1,"endTime":1337.43,"body":"your customer base. So they"},{"speaker":"Richard Weylman","startTime":1337.43,"endTime":1341.18,"body":"become ambassadors for your"},{"speaker":"Richard Weylman","startTime":1337.43,"endTime":1341.18,"body":"brand in the marketplace. And"},{"speaker":"Richard Weylman","startTime":1341.18,"endTime":1344.75,"body":"that starts with understanding"},{"speaker":"Richard Weylman","startTime":1341.18,"endTime":1344.75,"body":"that the experience they have"},{"speaker":"Richard Weylman","startTime":1344.75,"endTime":1348.29,"body":"starts with you, customers are"},{"speaker":"Richard Weylman","startTime":1344.75,"endTime":1348.29,"body":"going to have an experience."},{"speaker":"Richard Weylman","startTime":1349.49,"endTime":1353.6,"body":"You're the one that decides what"},{"speaker":"Richard Weylman","startTime":1349.49,"endTime":1353.6,"body":"it's going to be. And then the"},{"speaker":"Richard Weylman","startTime":1353.6,"endTime":1357.83,"body":"rest of the organization is"},{"speaker":"Richard Weylman","startTime":1353.6,"endTime":1357.83,"body":"mobilized to make that, if you"},{"speaker":"Richard Weylman","startTime":1357.83,"endTime":1362.57,"body":"will, vision, a reality. Think"},{"speaker":"Richard Weylman","startTime":1357.83,"endTime":1362.57,"body":"about Amazon, I talked to"},{"speaker":"Richard Weylman","startTime":1362.57,"endTime":1367.34,"body":"Bezo's, way back when he sat in"},{"speaker":"Richard Weylman","startTime":1362.57,"endTime":1367.34,"body":"a little room in Seattle, but"},{"speaker":"Richard Weylman","startTime":1367.34,"endTime":1370.22,"body":"that pasted on the wall. And"},{"speaker":"Richard Weylman","startTime":1367.34,"endTime":1370.22,"body":"what did it say? I want to build"},{"speaker":"Richard Weylman","startTime":1370.22,"endTime":1373.97,"body":"the most customer centric"},{"speaker":"Richard Weylman","startTime":1370.22,"endTime":1373.97,"body":"company in the world on a piece"},{"speaker":"Richard Weylman","startTime":1373.97,"endTime":1377.84,"body":"of scrap paper. And guess what?"},{"speaker":"Richard Weylman","startTime":1373.97,"endTime":1377.84,"body":"They pretty much done a decent"},{"speaker":"Richard Weylman","startTime":1377.84,"endTime":1380.72,"body":"job of it. But he stayed true to"},{"speaker":"Richard Weylman","startTime":1377.84,"endTime":1380.72,"body":"the vision that matter whether"},{"speaker":"Richard Weylman","startTime":1380.72,"endTime":1383.45,"body":"you agree with it doesn't"},{"speaker":"Richard Weylman","startTime":1380.72,"endTime":1383.45,"body":"matter. It is whether it's Chick"},{"speaker":"Richard Weylman","startTime":1383.45,"endTime":1386.57,"body":"fil A same thing. Truett Kathy"},{"speaker":"Richard Weylman","startTime":1383.45,"endTime":1386.57,"body":"was a great friend of mine. And"},{"speaker":"Richard Weylman","startTime":1386.57,"endTime":1388.88,"body":"he always said to me Richard out"},{"speaker":"Richard Weylman","startTime":1386.57,"endTime":1388.88,"body":"that he was a founder, he died a"},{"speaker":"Richard Weylman","startTime":1388.88,"endTime":1391.85,"body":"couple of years ago skin cancer."},{"speaker":"Richard Weylman","startTime":1388.88,"endTime":1391.85,"body":"He said Richard always wanted it"},{"speaker":"Richard Weylman","startTime":1391.85,"endTime":1396.05,"body":"for my team never to forget,"},{"speaker":"Richard Weylman","startTime":1391.85,"endTime":1396.05,"body":"we're not, we're not in a"},{"speaker":"Richard Weylman","startTime":1396.05,"endTime":1399.71,"body":"chicken sandwich business. We're"},{"speaker":"Richard Weylman","startTime":1396.05,"endTime":1399.71,"body":"in the people business. Folks,"},{"speaker":"Richard Weylman","startTime":1399.92,"endTime":1402.32,"body":"if you're in a software"},{"speaker":"Richard Weylman","startTime":1399.92,"endTime":1402.32,"body":"business, what you need to be is"},{"speaker":"Richard Weylman","startTime":1402.5,"endTime":1405.44,"body":"in the people business, the"},{"speaker":"Richard Weylman","startTime":1402.5,"endTime":1405.44,"body":"users experience business. And"},{"speaker":"Richard Weylman","startTime":1405.44,"endTime":1407.63,"body":"if you do that, you're gonna win"},{"speaker":"Richard Weylman","startTime":1405.44,"endTime":1407.63,"body":"market share. And more"},{"speaker":"Richard Weylman","startTime":1407.63,"endTime":1410.57,"body":"importantly, you're gonna build"},{"speaker":"Richard Weylman","startTime":1407.63,"endTime":1410.57,"body":"a business of distinction. Thank"},{"speaker":"Richard Weylman","startTime":1410.57,"endTime":1410.72,"body":"you."},{"speaker":"Matt Wolach","startTime":1411.59,"endTime":1413.99,"body":"That's brilliant."},{"speaker":"Matt Wolach","startTime":1411.59,"endTime":1413.99,"body":"We're gonna make that a big time"},{"speaker":"Matt Wolach","startTime":1413.99,"endTime":1416.42,"body":"quote right there. You're not in"},{"speaker":"Matt Wolach","startTime":1413.99,"endTime":1416.42,"body":"the software business. You're in"},{"speaker":"Matt Wolach","startTime":1416.42,"endTime":1419.0,"body":"the people business. That's"},{"speaker":"Matt Wolach","startTime":1416.42,"endTime":1419.0,"body":"fantastic. And this has been a"},{"speaker":"Matt Wolach","startTime":1419.0,"endTime":1421.31,"body":"lot of fun. Richard, thank you"},{"speaker":"Matt Wolach","startTime":1419.0,"endTime":1421.31,"body":"for coming on and sharing this."},{"speaker":"Matt Wolach","startTime":1421.31,"endTime":1423.92,"body":"I've learned a lot I'm sure the"},{"speaker":"Matt Wolach","startTime":1421.31,"endTime":1423.92,"body":"audience has as well. He's"},{"speaker":"Matt Wolach","startTime":1423.92,"endTime":1426.59,"body":"Richard Weylman, and he is the"},{"speaker":"Matt Wolach","startTime":1423.92,"endTime":1426.59,"body":"author of 100 proven ways to"},{"speaker":"Matt Wolach","startTime":1426.59,"endTime":1430.25,"body":"acquire and keep clients for"},{"speaker":"Matt Wolach","startTime":1426.59,"endTime":1430.25,"body":"life, Richard, where by the time"},{"speaker":"Matt Wolach","startTime":1430.25,"endTime":1433.55,"body":"this releases people, the book"},{"speaker":"Matt Wolach","startTime":1430.25,"endTime":1433.55,"body":"will be out. So where can people"},{"speaker":"Matt Wolach","startTime":1433.55,"endTime":1434.33,"body":"find the book?"},{"speaker":"Richard Weylman","startTime":1435.08,"endTime":1436.85,"body":"They can find"},{"speaker":"Richard Weylman","startTime":1435.08,"endTime":1436.85,"body":"it on any of your best"},{"speaker":"Richard Weylman","startTime":1436.85,"endTime":1439.55,"body":"bookstores, from Barnes and"},{"speaker":"Richard Weylman","startTime":1436.85,"endTime":1439.55,"body":"Noble igloo, all of them. And of"},{"speaker":"Richard Weylman","startTime":1439.55,"endTime":1442.94,"body":"course, Amazon is carrying the"},{"speaker":"Richard Weylman","startTime":1439.55,"endTime":1442.94,"body":"book as well. You can go to my"},{"speaker":"Richard Weylman","startTime":1442.94,"endTime":1453.44,"body":"website, Richard Weylman,"},{"speaker":"Richard Weylman","startTime":1442.94,"endTime":1453.44,"body":"WEYLMAN. RichardWeylman.com. And"},{"speaker":"Richard Weylman","startTime":1453.47,"endTime":1457.07,"body":"you can order through there."},{"speaker":"Richard Weylman","startTime":1453.47,"endTime":1457.07,"body":"There's also tools, when you buy"},{"speaker":"Richard Weylman","startTime":1457.07,"endTime":1459.35,"body":"the book, make sure you go to"},{"speaker":"Richard Weylman","startTime":1457.07,"endTime":1459.35,"body":"the website, it's referenced in"},{"speaker":"Richard Weylman","startTime":1459.35,"endTime":1461.69,"body":"the book, I put a whole set of"},{"speaker":"Richard Weylman","startTime":1459.35,"endTime":1461.69,"body":"tools in there to help you"},{"speaker":"Richard Weylman","startTime":1461.72,"endTime":1465.05,"body":"implement the entire book and"},{"speaker":"Richard Weylman","startTime":1461.72,"endTime":1465.05,"body":"they're all free. Just go in and"},{"speaker":"Richard Weylman","startTime":1465.11,"endTime":1467.63,"body":"just go and use it. I just want"},{"speaker":"Richard Weylman","startTime":1465.11,"endTime":1467.63,"body":"you to get better and I want you"},{"speaker":"Richard Weylman","startTime":1467.63,"endTime":1471.02,"body":"to win more business so you can"},{"speaker":"Richard Weylman","startTime":1467.63,"endTime":1471.02,"body":"impact the lives of people in a"},{"speaker":"Richard Weylman","startTime":1471.02,"endTime":1474.11,"body":"positive way. So"},{"speaker":"Richard Weylman","startTime":1471.02,"endTime":1474.11,"body":"RichardWeylman.com are on"},{"speaker":"Richard Weylman","startTime":1474.11,"endTime":1478.07,"body":"Amazon, Barnes and Noble. Any"},{"speaker":"Richard Weylman","startTime":1474.11,"endTime":1478.07,"body":"other major book outlets"},{"speaker":"Richard Weylman","startTime":1478.67,"endTime":1480.05,"body":"carrying the book, thank you."},{"speaker":"Matt Wolach","startTime":1480.77,"endTime":1482.72,"body":"Fantastic. Okay,"},{"speaker":"Matt Wolach","startTime":1480.77,"endTime":1482.72,"body":"we'll put all that in the show"},{"speaker":"Matt Wolach","startTime":1482.72,"endTime":1485.03,"body":"notes. So if you're listening,"},{"speaker":"Matt Wolach","startTime":1482.72,"endTime":1485.03,"body":"go grab that right there. Grab"},{"speaker":"Matt Wolach","startTime":1485.03,"endTime":1486.98,"body":"the book. It's going to be"},{"speaker":"Matt Wolach","startTime":1485.03,"endTime":1486.98,"body":"amazing. I can't wait to read it"},{"speaker":"Matt Wolach","startTime":1486.98,"endTime":1489.8,"body":"myself. Richard, thank you so"},{"speaker":"Matt Wolach","startTime":1486.98,"endTime":1489.8,"body":"much for coming on the show and"},{"speaker":"Matt Wolach","startTime":1489.8,"endTime":1490.46,"body":"sharing with us."},{"speaker":"Richard Weylman","startTime":1490.64,"endTime":1492.2,"body":"Thank you. It's"},{"speaker":"Richard Weylman","startTime":1490.64,"endTime":1492.2,"body":"been a real pleasure to be with"},{"speaker":"Richard Weylman","startTime":1492.2,"endTime":1492.59,"body":"you, Matt."},{"speaker":"Matt Wolach","startTime":1493.34,"endTime":1495.08,"body":"Absolutely. A"},{"speaker":"Matt Wolach","startTime":1493.34,"endTime":1495.08,"body":"pleasure is mine as well. So"},{"speaker":"Matt Wolach","startTime":1495.11,"endTime":1497.45,"body":"everybody out there. Thank you"},{"speaker":"Matt Wolach","startTime":1495.11,"endTime":1497.45,"body":"for being here. Also, again,"},{"speaker":"Matt Wolach","startTime":1497.45,"endTime":1499.85,"body":"make sure you're subscribed to"},{"speaker":"Matt Wolach","startTime":1497.45,"endTime":1499.85,"body":"the show. That was something"},{"speaker":"Matt Wolach","startTime":1499.85,"endTime":1502.76,"body":"incredible stuff that Richard"},{"speaker":"Matt Wolach","startTime":1499.85,"endTime":1502.76,"body":"just sharedatt with us absolute"},{"speaker":"Matt Wolach","startTime":1502.79,"endTime":1505.76,"body":"gold that he's given to some of"},{"speaker":"Matt Wolach","startTime":1502.79,"endTime":1505.76,"body":"his really high paying fortune"},{"speaker":"Matt Wolach","startTime":1505.79,"endTime":1509.42,"body":"500 clients, you're gonna want"},{"speaker":"Matt Wolach","startTime":1505.79,"endTime":1509.42,"body":"to make sure that you subscribe"},{"speaker":"Matt Wolach","startTime":1509.42,"endTime":1512.06,"body":"so you don't miss out on anybody"},{"speaker":"Matt Wolach","startTime":1509.42,"endTime":1512.06,"body":"else coming up in the next few"},{"speaker":"Matt Wolach","startTime":1512.06,"endTime":1514.64,"body":"weeks. We've got other great"},{"speaker":"Matt Wolach","startTime":1512.06,"endTime":1514.64,"body":"guests, and then you'll be able"},{"speaker":"Matt Wolach","startTime":1514.64,"endTime":1517.28,"body":"to get all this gold all the"},{"speaker":"Matt Wolach","startTime":1514.64,"endTime":1517.28,"body":"time. Thank you for being here"},{"speaker":"Matt Wolach","startTime":1517.28,"endTime":1518.69,"body":"and we'll see you next time."},{"speaker":"Matt Wolach","startTime":1517.28,"endTime":1518.69,"body":"Take care"}]}