{"version":"1.0.0","segments":[{"speaker":"Matt Wolach","startTime":2.1,"endTime":5.34,"body":"Hello and welcome"},{"speaker":"Matt Wolach","startTime":2.1,"endTime":5.34,"body":"to Scale Your SaaS, I am super"},{"speaker":"Matt Wolach","startTime":5.34,"endTime":7.44,"body":"excited that you've joined us."},{"speaker":"Matt Wolach","startTime":5.34,"endTime":7.44,"body":"This is going to be a lot of fun"},{"speaker":"Matt Wolach","startTime":7.44,"endTime":11.07,"body":"today. And what we do here is we"},{"speaker":"Matt Wolach","startTime":7.44,"endTime":11.07,"body":"help you understand how to grow"},{"speaker":"Matt Wolach","startTime":11.07,"endTime":14.1,"body":"your company. So you got to grow"},{"speaker":"Matt Wolach","startTime":11.07,"endTime":14.1,"body":"some leads. You got to get some"},{"speaker":"Matt Wolach","startTime":14.1,"endTime":16.35,"body":"leads. Yes, we're going to help"},{"speaker":"Matt Wolach","startTime":14.1,"endTime":16.35,"body":"you with that. You want to know"},{"speaker":"Matt Wolach","startTime":16.35,"endTime":18.78,"body":"how to close those leads. You"},{"speaker":"Matt Wolach","startTime":16.35,"endTime":18.78,"body":"want to know how to scale a team"},{"speaker":"Matt Wolach","startTime":18.78,"endTime":22.47,"body":"that can do that for you. All of"},{"speaker":"Matt Wolach","startTime":18.78,"endTime":22.47,"body":"those things we deliver. And"},{"speaker":"Matt Wolach","startTime":22.47,"endTime":25.5,"body":"what we do is we bring the best"},{"speaker":"Matt Wolach","startTime":22.47,"endTime":25.5,"body":"in the world who have done this"},{"speaker":"Matt Wolach","startTime":25.5,"endTime":28.77,"body":"and has shown some amazing"},{"speaker":"Matt Wolach","startTime":25.5,"endTime":28.77,"body":"process. We bring them in front"},{"speaker":"Matt Wolach","startTime":28.77,"endTime":31.26,"body":"of you, ping them, ask them"},{"speaker":"Matt Wolach","startTime":28.77,"endTime":31.26,"body":"questions, so that they can"},{"speaker":"Matt Wolach","startTime":31.26,"endTime":34.29,"body":"share their experience and their"},{"speaker":"Matt Wolach","startTime":31.26,"endTime":34.29,"body":"knowledge with you. If you want"},{"speaker":"Matt Wolach","startTime":34.29,"endTime":36.87,"body":"those things, definitely"},{"speaker":"Matt Wolach","startTime":34.29,"endTime":36.87,"body":"subscribe right now. That way"},{"speaker":"Matt Wolach","startTime":36.87,"endTime":39.99,"body":"you're going to be able to get"},{"speaker":"Matt Wolach","startTime":36.87,"endTime":39.99,"body":"all of the best updates and"},{"speaker":"Matt Wolach","startTime":39.99,"endTime":43.05,"body":"insights into the best things"},{"speaker":"Matt Wolach","startTime":39.99,"endTime":43.05,"body":"that are happening in the world"},{"speaker":"Matt Wolach","startTime":43.05,"endTime":46.32,"body":"of SaaS now, and one of those"},{"speaker":"Matt Wolach","startTime":43.05,"endTime":46.32,"body":"experts, I'm so excited that"},{"speaker":"Matt Wolach","startTime":46.32,"endTime":48.93,"body":"he's with us. This guy knows his"},{"speaker":"Matt Wolach","startTime":46.32,"endTime":48.93,"body":"stuff. He's been doing it for a"},{"speaker":"Matt Wolach","startTime":48.93,"endTime":51.9,"body":"while. We can learn a lot from"},{"speaker":"Matt Wolach","startTime":48.93,"endTime":51.9,"body":"him. I've got Donald Kelly with"},{"speaker":"Matt Wolach","startTime":51.9,"endTime":52.98,"body":"me. Donald, how you doing?"},{"speaker":"Donald Kelly","startTime":52.0,"endTime":56.92,"body":"I'm doing well,"},{"speaker":"Donald Kelly","startTime":52.0,"endTime":56.92,"body":"man, oh my goodness. Matt, thank"},{"speaker":"Donald Kelly","startTime":56.92,"endTime":58.96,"body":"you. This is I'm getting so"},{"speaker":"Donald Kelly","startTime":56.92,"endTime":58.96,"body":"pumped and excited to be here."},{"speaker":"Donald Kelly","startTime":58.96,"endTime":59.32,"body":"Man."},{"speaker":"Matt Wolach","startTime":59.9,"endTime":62.78,"body":"Oh dude, I love"},{"speaker":"Matt Wolach","startTime":59.9,"endTime":62.78,"body":"your energy. So awesome. And"},{"speaker":"Matt Wolach","startTime":62.78,"endTime":65.87,"body":"Donald, somebody I look up to."},{"speaker":"Matt Wolach","startTime":62.78,"endTime":65.87,"body":"This guy is an expert. Let me"},{"speaker":"Matt Wolach","startTime":65.87,"endTime":69.56,"body":"tell you who Donald is. So he is"},{"speaker":"Matt Wolach","startTime":65.87,"endTime":69.56,"body":"the Founder at The Sales"},{"speaker":"Matt Wolach","startTime":69.56,"endTime":73.1,"body":"Evangelist, and he is the Chief"},{"speaker":"Matt Wolach","startTime":69.56,"endTime":73.1,"body":"Sales Evangelist. What he does?"},{"speaker":"Matt Wolach","startTime":73.1,"endTime":76.16,"body":"He oversees business development"},{"speaker":"Matt Wolach","startTime":73.1,"endTime":76.16,"body":"strategies for small to midsize"},{"speaker":"Matt Wolach","startTime":76.16,"endTime":78.86,"body":"organizations. He conducts"},{"speaker":"Matt Wolach","startTime":76.16,"endTime":78.86,"body":"workshops, keynote"},{"speaker":"Matt Wolach","startTime":78.86,"endTime":83.09,"body":"presentations, designs sales"},{"speaker":"Matt Wolach","startTime":78.86,"endTime":83.09,"body":"processes and more to make sure"},{"speaker":"Matt Wolach","startTime":83.27,"endTime":86.87,"body":"that sales, individuals and"},{"speaker":"Matt Wolach","startTime":83.27,"endTime":86.87,"body":"executives, achieve outstanding"},{"speaker":"Matt Wolach","startTime":86.87,"endTime":90.14,"body":"results. He also has his own"},{"speaker":"Matt Wolach","startTime":86.87,"endTime":90.14,"body":"show, the sales evangelist"},{"speaker":"Matt Wolach","startTime":90.14,"endTime":93.65,"body":"podcast. This thing's been"},{"speaker":"Matt Wolach","startTime":90.14,"endTime":93.65,"body":"running more than 10 years. He"},{"speaker":"Matt Wolach","startTime":93.65,"endTime":96.83,"body":"has had some amazing topics on"},{"speaker":"Matt Wolach","startTime":93.65,"endTime":96.83,"body":"there, so definitely go check"},{"speaker":"Matt Wolach","startTime":96.83,"endTime":99.29,"body":"that out. But Donald, thanks for"},{"speaker":"Matt Wolach","startTime":96.83,"endTime":99.29,"body":"being on the show."},{"speaker":"Donald Kelly","startTime":100.04,"endTime":102.53,"body":"Dang bro. I like"},{"speaker":"Donald Kelly","startTime":100.04,"endTime":102.53,"body":"that intro. I appreciate that,"},{"speaker":"Donald Kelly","startTime":102.53,"endTime":104.45,"body":"man. Thank you so much for"},{"speaker":"Donald Kelly","startTime":102.53,"endTime":104.45,"body":"having me. And when you say all"},{"speaker":"Donald Kelly","startTime":104.45,"endTime":107.18,"body":"those things, I started thinking"},{"speaker":"Donald Kelly","startTime":104.45,"endTime":107.18,"body":"about like, yeah, 10 years"},{"speaker":"Donald Kelly","startTime":107.18,"endTime":107.87,"body":"craziness."},{"speaker":"Matt Wolach","startTime":109.7,"endTime":111.95,"body":"It goes by quick."},{"speaker":"Matt Wolach","startTime":109.7,"endTime":111.95,"body":"This shows four years old, and"},{"speaker":"Matt Wolach","startTime":112.1,"endTime":115.07,"body":"it feels like just a blink of an"},{"speaker":"Matt Wolach","startTime":112.1,"endTime":115.07,"body":"eye. So I totally get it. Tell"},{"speaker":"Matt Wolach","startTime":115.07,"endTime":117.23,"body":"me what's been going on with you"},{"speaker":"Matt Wolach","startTime":115.07,"endTime":117.23,"body":"lately? What's what's been"},{"speaker":"Matt Wolach","startTime":117.23,"endTime":117.68,"body":"happening?"},{"speaker":"Donald Kelly","startTime":118.49,"endTime":121.16,"body":"Yeah, I mean, I"},{"speaker":"Donald Kelly","startTime":118.49,"endTime":121.16,"body":"think for us, the biggest thing"},{"speaker":"Donald Kelly","startTime":121.16,"endTime":125.0,"body":"here is we've been camping out"},{"speaker":"Donald Kelly","startTime":121.16,"endTime":125.0,"body":"on LinkedIn a lot, spending a"},{"speaker":"Donald Kelly","startTime":125.0,"endTime":128.78,"body":"lot of time there. Business"},{"speaker":"Donald Kelly","startTime":125.0,"endTime":128.78,"body":"wise, creating more content and"},{"speaker":"Donald Kelly","startTime":128.78,"endTime":130.91,"body":"doing a lot more things, and"},{"speaker":"Donald Kelly","startTime":128.78,"endTime":130.91,"body":"probably would dabble in some of"},{"speaker":"Donald Kelly","startTime":130.91,"endTime":134.27,"body":"this stuff today. And family"},{"speaker":"Donald Kelly","startTime":130.91,"endTime":134.27,"body":"wise, we're just, you know, we"},{"speaker":"Donald Kelly","startTime":134.27,"endTime":136.52,"body":"are here cooking with hot"},{"speaker":"Donald Kelly","startTime":134.27,"endTime":136.52,"body":"chicken grease. Man, family's"},{"speaker":"Donald Kelly","startTime":136.52,"endTime":139.97,"body":"doing well, my wife, kid and I"},{"speaker":"Donald Kelly","startTime":136.52,"endTime":139.97,"body":"and enjoying in South Florida"},{"speaker":"Donald Kelly","startTime":139.97,"endTime":144.23,"body":"before we get into the"},{"speaker":"Donald Kelly","startTime":139.97,"endTime":144.23,"body":"blistering, sweltering swamp"},{"speaker":"Donald Kelly","startTime":144.23,"endTime":146.87,"body":"heat, but it's okay,"},{"speaker":"Matt Wolach","startTime":148.25,"endTime":150.29,"body":"yeah, I mean, you"},{"speaker":"Matt Wolach","startTime":148.25,"endTime":150.29,"body":"say cooking with hot grease,"},{"speaker":"Matt Wolach","startTime":150.65,"endTime":153.02,"body":"there you go, South Florida."},{"speaker":"Matt Wolach","startTime":150.65,"endTime":153.02,"body":"That feels like basically your"},{"speaker":"Matt Wolach","startTime":153.02,"endTime":155.42,"body":"body's cooking in hot grease in"},{"speaker":"Matt Wolach","startTime":153.02,"endTime":155.42,"body":"the middle of the summer. But I"},{"speaker":"Matt Wolach","startTime":155.42,"endTime":159.17,"body":"totally relate, because I'm in"},{"speaker":"Matt Wolach","startTime":155.42,"endTime":159.17,"body":"Arizona, but it's a dry heat,"},{"speaker":"Matt Wolach","startTime":159.17,"endTime":163.19,"body":"right? So that's good stuff. You"},{"speaker":"Matt Wolach","startTime":159.17,"endTime":163.19,"body":"mentioned LinkedIn. I definitely"},{"speaker":"Matt Wolach","startTime":163.19,"endTime":165.77,"body":"want to talk about that in a"},{"speaker":"Matt Wolach","startTime":163.19,"endTime":165.77,"body":"second, but I want to go even"},{"speaker":"Matt Wolach","startTime":165.77,"endTime":169.31,"body":"further back. What gave you the"},{"speaker":"Matt Wolach","startTime":165.77,"endTime":169.31,"body":"idea to start The Sales"},{"speaker":"Matt Wolach","startTime":169.31,"endTime":170.63,"body":"Evangelist? Where'd that come"},{"speaker":"Matt Wolach","startTime":169.31,"endTime":170.63,"body":"from?"},{"speaker":"Donald Kelly","startTime":171.17,"endTime":173.9,"body":"Yeah, so in"},{"speaker":"Donald Kelly","startTime":171.17,"endTime":173.9,"body":"college, I read a book, or I was"},{"speaker":"Donald Kelly","startTime":173.9,"endTime":176.18,"body":"supposed to read a book in an"},{"speaker":"Donald Kelly","startTime":173.9,"endTime":176.18,"body":"entrepreneur class by Guy"},{"speaker":"Donald Kelly","startTime":176.18,"endTime":180.92,"body":"Kawasaki, and we had to look up"},{"speaker":"Donald Kelly","startTime":176.18,"endTime":180.92,"body":"his bio, and Apple guy was"},{"speaker":"Donald Kelly","startTime":181.01,"endTime":184.91,"body":"Apple's Chief Evangelist back in"},{"speaker":"Donald Kelly","startTime":181.01,"endTime":184.91,"body":"the 90s. And when I first heard"},{"speaker":"Donald Kelly","startTime":184.91,"endTime":186.62,"body":"that, I was thinking, Man"},{"speaker":"Donald Kelly","startTime":184.91,"endTime":186.62,"body":"evangelist. The only time I ever"},{"speaker":"Donald Kelly","startTime":186.62,"endTime":189.29,"body":"heard that term was, like in"},{"speaker":"Donald Kelly","startTime":186.62,"endTime":189.29,"body":"church. But this guy took it and"},{"speaker":"Donald Kelly","startTime":189.29,"endTime":191.57,"body":"married it with marketing, with"},{"speaker":"Donald Kelly","startTime":189.29,"endTime":191.57,"body":"business. I'm like, That's"},{"speaker":"Donald Kelly","startTime":191.57,"endTime":194.48,"body":"brilliant, because it gave me"},{"speaker":"Donald Kelly","startTime":191.57,"endTime":194.48,"body":"this rich, vividry, a visual,"},{"speaker":"Donald Kelly","startTime":194.51,"endTime":196.37,"body":"like, I'm thinking with this"},{"speaker":"Donald Kelly","startTime":194.51,"endTime":196.37,"body":"guy, like going out on a"},{"speaker":"Donald Kelly","startTime":196.37,"endTime":198.68,"body":"rooftops or in a corner or to"},{"speaker":"Donald Kelly","startTime":196.37,"endTime":198.68,"body":"companies or everywhere, and"},{"speaker":"Donald Kelly","startTime":198.68,"endTime":202.07,"body":"talking about Apple. And he was"},{"speaker":"Donald Kelly","startTime":198.68,"endTime":202.07,"body":"a big, passionate, passionate"},{"speaker":"Donald Kelly","startTime":202.07,"endTime":205.28,"body":"about that with Woz and jobs"},{"speaker":"Donald Kelly","startTime":202.07,"endTime":205.28,"body":"back then. And so fast forward,"},{"speaker":"Donald Kelly","startTime":205.28,"endTime":208.52,"body":"I got into one of my first gig"},{"speaker":"Donald Kelly","startTime":205.28,"endTime":208.52,"body":"in a tech space, in a technology"},{"speaker":"Donald Kelly","startTime":209.15,"endTime":212.81,"body":"aspect, not necessarily software"},{"speaker":"Donald Kelly","startTime":209.15,"endTime":212.81,"body":"at the time. And we went to this"},{"speaker":"Donald Kelly","startTime":212.81,"endTime":216.23,"body":"networking event, Matt and"},{"speaker":"Donald Kelly","startTime":212.81,"endTime":216.23,"body":"everyone there was, you know,"},{"speaker":"Donald Kelly","startTime":216.23,"endTime":218.42,"body":"talking about their roles,"},{"speaker":"Donald Kelly","startTime":216.23,"endTime":218.42,"body":"account executive, blah, blah,"},{"speaker":"Donald Kelly","startTime":218.42,"endTime":222.98,"body":"blah, you get it. And then one"},{"speaker":"Donald Kelly","startTime":218.42,"endTime":222.98,"body":"guy, it came to me, and I just"},{"speaker":"Donald Kelly","startTime":222.98,"endTime":227.06,"body":"had the Apple iPad number two at"},{"speaker":"Donald Kelly","startTime":222.98,"endTime":227.06,"body":"that point. And I was like, this"},{"speaker":"Donald Kelly","startTime":227.06,"endTime":229.37,"body":"is boring. I came to the first"},{"speaker":"Donald Kelly","startTime":227.06,"endTime":229.37,"body":"one, and it was kind of lame."},{"speaker":"Donald Kelly","startTime":229.43,"endTime":232.67,"body":"Second time I just had it in"},{"speaker":"Donald Kelly","startTime":229.43,"endTime":232.67,"body":"mind. Had to stand up and say,"},{"speaker":"Donald Kelly","startTime":232.67,"endTime":235.58,"body":"I'm the technology evangelist."},{"speaker":"Donald Kelly","startTime":232.67,"endTime":235.58,"body":"Our company went to the roof, to"},{"speaker":"Donald Kelly","startTime":235.64,"endTime":237.98,"body":"the mountaintop, and came back"},{"speaker":"Donald Kelly","startTime":235.64,"endTime":237.98,"body":"with the latest and greatest"},{"speaker":"Donald Kelly","startTime":237.98,"endTime":240.14,"body":"ideas of how to help your"},{"speaker":"Donald Kelly","startTime":237.98,"endTime":240.14,"body":"organization when it comes to"},{"speaker":"Donald Kelly","startTime":240.14,"endTime":242.66,"body":"tech. Bro. After that"},{"speaker":"Donald Kelly","startTime":240.14,"endTime":242.66,"body":"conversation that networking"},{"speaker":"Donald Kelly","startTime":242.66,"endTime":244.85,"body":"event, like so many people, came"},{"speaker":"Donald Kelly","startTime":242.66,"endTime":244.85,"body":"and started talking to me, so it"},{"speaker":"Donald Kelly","startTime":244.85,"endTime":247.25,"body":"germinate this idea in my head,"},{"speaker":"Donald Kelly","startTime":244.85,"endTime":247.25,"body":"and started thinking about it."},{"speaker":"Donald Kelly","startTime":247.52,"endTime":252.32,"body":"So fast forward, when I got into"},{"speaker":"Donald Kelly","startTime":247.52,"endTime":252.32,"body":"software sales, and I just, I"},{"speaker":"Donald Kelly","startTime":252.35,"endTime":256.37,"body":"went through some trainings and"},{"speaker":"Donald Kelly","startTime":252.35,"endTime":256.37,"body":"enablement, and I was just,"},{"speaker":"Donald Kelly","startTime":256.37,"endTime":258.53,"body":"like, taking off and cooking,"},{"speaker":"Donald Kelly","startTime":256.37,"endTime":258.53,"body":"like, just cooking really well,"},{"speaker":"Donald Kelly","startTime":258.56,"endTime":262.1,"body":"like doing really good as a rep,"},{"speaker":"Donald Kelly","startTime":258.56,"endTime":262.1,"body":"and I was always talking about"},{"speaker":"Donald Kelly","startTime":262.1,"endTime":263.87,"body":"what was working for me. And one"},{"speaker":"Donald Kelly","startTime":262.1,"endTime":263.87,"body":"of my friends was like, you"},{"speaker":"Donald Kelly","startTime":263.87,"endTime":268.31,"body":"should consider a podcast. And"},{"speaker":"Donald Kelly","startTime":263.87,"endTime":268.31,"body":"he was like, man, you're like an"},{"speaker":"Donald Kelly","startTime":268.31,"endTime":271.82,"body":"evangelist for sales. And then I"},{"speaker":"Donald Kelly","startTime":268.31,"endTime":271.82,"body":"did. I said, Well, I was a"},{"speaker":"Donald Kelly","startTime":271.97,"endTime":274.61,"body":"technology evangelist at one"},{"speaker":"Donald Kelly","startTime":271.97,"endTime":274.61,"body":"point, and it just hit right"},{"speaker":"Donald Kelly","startTime":274.61,"endTime":277.7,"body":"there. And it was a formation"},{"speaker":"Donald Kelly","startTime":274.61,"endTime":277.7,"body":"for what became the sales"},{"speaker":"Donald Kelly","startTime":277.7,"endTime":281.12,"body":"evangelist, a brand, and that"},{"speaker":"Donald Kelly","startTime":277.7,"endTime":281.12,"body":"identity, that kind of came from"},{"speaker":"Donald Kelly","startTime":281.12,"endTime":283.64,"body":"that, like just thinking about"},{"speaker":"Donald Kelly","startTime":281.12,"endTime":283.64,"body":"that visually, like we are"},{"speaker":"Donald Kelly","startTime":283.67,"endTime":286.88,"body":"evangelizing what we're seeing"},{"speaker":"Donald Kelly","startTime":283.67,"endTime":286.88,"body":"work for sales professionals."},{"speaker":"Donald Kelly","startTime":287.57,"endTime":289.85,"body":"Because so many of us,"},{"speaker":"Donald Kelly","startTime":287.57,"endTime":289.85,"body":"especially back then, think"},{"speaker":"Donald Kelly","startTime":289.85,"endTime":293.33,"body":"about 10-15 years ago, like 20"},{"speaker":"Donald Kelly","startTime":289.85,"endTime":293.33,"body":"years ago, for instance, like"},{"speaker":"Donald Kelly","startTime":293.33,"endTime":296.12,"body":"you didn't have, like, a"},{"speaker":"Donald Kelly","startTime":293.33,"endTime":296.12,"body":"collective community where you"},{"speaker":"Donald Kelly","startTime":296.12,"endTime":300.83,"body":"can go to besides maybe, maybe a"},{"speaker":"Donald Kelly","startTime":296.12,"endTime":300.83,"body":"blog. But. Really didn't have"},{"speaker":"Donald Kelly","startTime":300.83,"endTime":303.23,"body":"that community. 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So"},{"speaker":"Donald Kelly","startTime":314.63,"endTime":317.87,"body":"anyways, we started evangelizing"},{"speaker":"Donald Kelly","startTime":314.63,"endTime":317.87,"body":"what's been working, and it's"},{"speaker":"Donald Kelly","startTime":317.87,"endTime":321.29,"body":"been a journey since, and that's"},{"speaker":"Donald Kelly","startTime":317.87,"endTime":321.29,"body":"where it led to where we are. So"},{"speaker":"Donald Kelly","startTime":321.32,"endTime":323.81,"body":"we're the sales evangelist,"},{"speaker":"Donald Kelly","startTime":321.32,"endTime":323.81,"body":"nothing to a religion, just like"},{"speaker":"Donald Kelly","startTime":323.81,"endTime":324.77,"body":"we're just evangelists."},{"speaker":"Matt Wolach","startTime":325.5,"endTime":327.96,"body":"I think it's"},{"speaker":"Matt Wolach","startTime":325.5,"endTime":327.96,"body":"fantastic, and I think it's so"},{"speaker":"Matt Wolach","startTime":327.96,"endTime":332.79,"body":"important, because sales doesn't"},{"speaker":"Matt Wolach","startTime":327.96,"endTime":332.79,"body":"have the best reputation. And"},{"speaker":"Matt Wolach","startTime":332.94,"endTime":336.87,"body":"you know, if people, they never"},{"speaker":"Matt Wolach","startTime":332.94,"endTime":336.87,"body":"want to say at a cocktail party,"},{"speaker":"Matt Wolach","startTime":336.87,"endTime":339.87,"body":"like, I'm in sales, they would"},{"speaker":"Matt Wolach","startTime":336.87,"endTime":339.87,"body":"much rather say, Oh, I'm an"},{"speaker":"Matt Wolach","startTime":339.87,"endTime":344.13,"body":"account executive at this thing"},{"speaker":"Matt Wolach","startTime":339.87,"endTime":344.13,"body":"or whatever, and it's so sad,"},{"speaker":"Matt Wolach","startTime":344.13,"endTime":347.13,"body":"because it's so great. We"},{"speaker":"Matt Wolach","startTime":344.13,"endTime":347.13,"body":"literally are helping people"},{"speaker":"Matt Wolach","startTime":347.13,"endTime":350.46,"body":"make their lives better. 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I went to high school"},{"speaker":"Donald Kelly","startTime":365.97,"endTime":368.55,"body":"here. I went to a prestigious"},{"speaker":"Donald Kelly","startTime":368.55,"endTime":372.21,"body":"school of downtown drive, the"},{"speaker":"Donald Kelly","startTime":368.55,"endTime":372.21,"body":"School of the Arts, and it's an"},{"speaker":"Donald Kelly","startTime":372.21,"endTime":374.58,"body":"art school, but it was like a"},{"speaker":"Donald Kelly","startTime":372.21,"endTime":374.58,"body":"private school. It's public"},{"speaker":"Donald Kelly","startTime":374.58,"endTime":377.97,"body":"school, but it's amazing, great"},{"speaker":"Donald Kelly","startTime":374.58,"endTime":377.97,"body":"experience. And what happened"},{"speaker":"Donald Kelly","startTime":377.97,"endTime":381.24,"body":"was, I remember, like, you know,"},{"speaker":"Donald Kelly","startTime":377.97,"endTime":381.24,"body":"traveling the country, doing"},{"speaker":"Donald Kelly","startTime":381.24,"endTime":382.8,"body":"these debate tournaments with"},{"speaker":"Donald Kelly","startTime":381.24,"endTime":382.8,"body":"some of these kids and some"},{"speaker":"Donald Kelly","startTime":382.8,"endTime":384.87,"body":"kids, and some of them just went"},{"speaker":"Donald Kelly","startTime":382.8,"endTime":384.87,"body":"off and became lawyers and all"},{"speaker":"Donald Kelly","startTime":384.87,"endTime":389.52,"body":"the stuff. So I came back home"},{"speaker":"Donald Kelly","startTime":384.87,"endTime":389.52,"body":"and I saw Adam downtown, and I"},{"speaker":"Donald Kelly","startTime":389.52,"endTime":391.41,"body":"was like, Adam, how you doing,"},{"speaker":"Donald Kelly","startTime":389.52,"endTime":391.41,"body":"man? And he's like, oh my"},{"speaker":"Donald Kelly","startTime":391.41,"endTime":394.14,"body":"goodness, so good to see. He was"},{"speaker":"Donald Kelly","startTime":391.41,"endTime":394.14,"body":"like, What are you doing? And I"},{"speaker":"Donald Kelly","startTime":394.14,"endTime":397.02,"body":"said, I'm in sales. Really"},{"speaker":"Donald Kelly","startTime":394.14,"endTime":397.02,"body":"excited. Should have seen the"},{"speaker":"Donald Kelly","startTime":397.02,"endTime":399.72,"body":"look on his face, Matt, it was"},{"speaker":"Donald Kelly","startTime":397.02,"endTime":399.72,"body":"kind of like, holy moly. Like"},{"speaker":"Donald Kelly","startTime":399.75,"endTime":403.41,"body":"you Oh, okay. And he's like,"},{"speaker":"Donald Kelly","startTime":399.75,"endTime":403.41,"body":"Yeah, I'm a district attorney"},{"speaker":"Donald Kelly","startTime":403.41,"endTime":406.41,"body":"with the, you know, the city, or"},{"speaker":"Donald Kelly","startTime":403.41,"endTime":406.41,"body":"whatever it was. And I was like,"},{"speaker":"Donald Kelly","startTime":406.44,"endTime":409.5,"body":"Oh, man. So then seeing Adam's"},{"speaker":"Donald Kelly","startTime":406.44,"endTime":409.5,"body":"face, I remember the location"},{"speaker":"Donald Kelly","startTime":409.5,"endTime":413.49,"body":"was on clematis, and what's that"},{"speaker":"Donald Kelly","startTime":409.5,"endTime":413.49,"body":"canyon, Banyan, or nothing,"},{"speaker":"Donald Kelly","startTime":413.64,"endTime":415.92,"body":"whatever cross street was. But I"},{"speaker":"Donald Kelly","startTime":413.64,"endTime":415.92,"body":"remember that location, though,"},{"speaker":"Donald Kelly","startTime":416.19,"endTime":420.48,"body":"and I remember that feeling"},{"speaker":"Donald Kelly","startTime":416.19,"endTime":420.48,"body":"like, should I be excited for"},{"speaker":"Donald Kelly","startTime":420.48,"endTime":422.97,"body":"this? This This was again, like"},{"speaker":"Donald Kelly","startTime":420.48,"endTime":422.97,"body":"when I first started in sales,"},{"speaker":"Donald Kelly","startTime":422.97,"endTime":426.18,"body":"like, should I be excited for"},{"speaker":"Donald Kelly","startTime":422.97,"endTime":426.18,"body":"this? Did I go lower than my"},{"speaker":"Donald Kelly","startTime":426.18,"endTime":428.73,"body":"capability? Should have gone"},{"speaker":"Donald Kelly","startTime":426.18,"endTime":428.73,"body":"into law, but I knew I wanted to"},{"speaker":"Donald Kelly","startTime":428.73,"endTime":431.97,"body":"do business and specifically,"},{"speaker":"Donald Kelly","startTime":428.73,"endTime":431.97,"body":"like, marketing and sales. So"},{"speaker":"Donald Kelly","startTime":431.97,"endTime":434.55,"body":"anyways, after this, and after I"},{"speaker":"Donald Kelly","startTime":431.97,"endTime":434.55,"body":"started going, you know,"},{"speaker":"Donald Kelly","startTime":434.55,"endTime":438.66,"body":"becoming more I got over that"},{"speaker":"Donald Kelly","startTime":434.55,"endTime":438.66,"body":"hump and Matt and got past the"},{"speaker":"Donald Kelly","startTime":438.66,"endTime":441.42,"body":"whole Adam issue, and then I"},{"speaker":"Donald Kelly","startTime":438.66,"endTime":441.42,"body":"started realizing the lives that"},{"speaker":"Donald Kelly","startTime":441.42,"endTime":443.16,"body":"we were changing. And go back to"},{"speaker":"Donald Kelly","startTime":441.42,"endTime":443.16,"body":"what you're saying. What you're"},{"speaker":"Donald Kelly","startTime":443.16,"endTime":445.98,"body":"saying, I didn't have a limit on"},{"speaker":"Donald Kelly","startTime":443.16,"endTime":445.98,"body":"income, and I'm sure I started"},{"speaker":"Donald Kelly","startTime":445.98,"endTime":448.71,"body":"making more money than Adam, you"},{"speaker":"Donald Kelly","startTime":445.98,"endTime":448.71,"body":"know, as my career went on. But"},{"speaker":"Donald Kelly","startTime":448.74,"endTime":451.47,"body":"impact though, like, how can I,"},{"speaker":"Donald Kelly","startTime":448.74,"endTime":451.47,"body":"I can have a pivotal role in"},{"speaker":"Donald Kelly","startTime":451.47,"endTime":454.35,"body":"helping adjust and change"},{"speaker":"Donald Kelly","startTime":451.47,"endTime":454.35,"body":"companies with our solutions"},{"speaker":"Donald Kelly","startTime":454.35,"endTime":458.46,"body":"that we're offering. And as I"},{"speaker":"Donald Kelly","startTime":454.35,"endTime":458.46,"body":"came to realize how critical we"},{"speaker":"Donald Kelly","startTime":458.46,"endTime":461.22,"body":"were, and not just like, you"},{"speaker":"Donald Kelly","startTime":458.46,"endTime":461.22,"body":"know, order taken, but we were a"},{"speaker":"Donald Kelly","startTime":461.43,"endTime":464.1,"body":"consultant, so to speak, or"},{"speaker":"Donald Kelly","startTime":461.43,"endTime":464.1,"body":"these industry authority"},{"speaker":"Donald Kelly","startTime":464.1,"endTime":469.59,"body":"leaders. And as I fell into"},{"speaker":"Donald Kelly","startTime":464.1,"endTime":469.59,"body":"that, and I got into my lane,"},{"speaker":"Donald Kelly","startTime":469.59,"endTime":472.86,"body":"and I feel that so many of us,"},{"speaker":"Donald Kelly","startTime":469.59,"endTime":472.86,"body":"especially starting off, and so"},{"speaker":"Donald Kelly","startTime":472.86,"endTime":476.79,"body":"many that are have a bad look on"},{"speaker":"Donald Kelly","startTime":472.86,"endTime":476.79,"body":"sales, get into those Adam"},{"speaker":"Donald Kelly","startTime":476.79,"endTime":478.38,"body":"experience and get a distaste"},{"speaker":"Matt Wolach","startTime":482.16,"endTime":484.02,"body":"that's amazing that"},{"speaker":"Matt Wolach","startTime":482.16,"endTime":484.02,"body":"you have that story, because"},{"speaker":"Matt Wolach","startTime":484.02,"endTime":487.56,"body":"it's so true, and it is funny"},{"speaker":"Matt Wolach","startTime":484.02,"endTime":487.56,"body":"that good salespeople are making"},{"speaker":"Matt Wolach","startTime":487.56,"endTime":491.28,"body":"two or three times as much as a"},{"speaker":"Matt Wolach","startTime":487.56,"endTime":491.28,"body":"lawyer. So but, but you, oh,"},{"speaker":"Matt Wolach","startTime":491.28,"endTime":494.58,"body":"you're a lawyer, like it has"},{"speaker":"Matt Wolach","startTime":491.28,"endTime":494.58,"body":"that kind of aura around it as"},{"speaker":"Matt Wolach","startTime":494.64,"endTime":497.88,"body":"Oh, you're a salesperson. That's"},{"speaker":"Matt Wolach","startTime":494.64,"endTime":497.88,"body":"all you. And it's like, what?"},{"speaker":"Matt Wolach","startTime":497.88,"endTime":501.62,"body":"Come on. So I'm glad that you"},{"speaker":"Matt Wolach","startTime":497.88,"endTime":501.62,"body":"are out there evangelizing our"},{"speaker":"Matt Wolach","startTime":501.62,"endTime":504.8,"body":"industry, because I think it"},{"speaker":"Matt Wolach","startTime":501.62,"endTime":504.8,"body":"does need some some good PR out"},{"speaker":"Matt Wolach","startTime":504.8,"endTime":507.02,"body":"there. But I want to ask you,"},{"speaker":"Matt Wolach","startTime":504.8,"endTime":507.02,"body":"because you talked about"},{"speaker":"Matt Wolach","startTime":507.02,"endTime":510.38,"body":"LinkedIn, I think LinkedIn is an"},{"speaker":"Matt Wolach","startTime":507.02,"endTime":510.38,"body":"amazing channel if people use it"},{"speaker":"Matt Wolach","startTime":510.38,"endTime":512.84,"body":"right, it's a terrible channel"},{"speaker":"Matt Wolach","startTime":510.38,"endTime":512.84,"body":"with people use it wrong. Like,"},{"speaker":"Matt Wolach","startTime":512.84,"endTime":515.96,"body":"maybe that's where some of this"},{"speaker":"Matt Wolach","startTime":512.84,"endTime":515.96,"body":"bad connotation came from all"},{"speaker":"Matt Wolach","startTime":515.96,"endTime":520.18,"body":"those LinkedIn spammy messages"},{"speaker":"Matt Wolach","startTime":515.96,"endTime":520.18,"body":"we get. So tell me, why can"},{"speaker":"Matt Wolach","startTime":520.18,"endTime":523.12,"body":"LinkedIn be a really good"},{"speaker":"Matt Wolach","startTime":520.18,"endTime":523.12,"body":"channel for building business?"},{"speaker":"Donald Kelly","startTime":523.36,"endTime":526.06,"body":"It's a gathering"},{"speaker":"Donald Kelly","startTime":523.36,"endTime":526.06,"body":"spot. It's where everyone that"},{"speaker":"Donald Kelly","startTime":526.06,"endTime":528.37,"body":"we want to get to, and this is a"},{"speaker":"Donald Kelly","startTime":526.06,"endTime":528.37,"body":"good and a bad about it. It's"},{"speaker":"Donald Kelly","startTime":528.37,"endTime":530.8,"body":"everyone that we want to get in"},{"speaker":"Donald Kelly","startTime":528.37,"endTime":530.8,"body":"contact with, as B2B sellers."},{"speaker":"Donald Kelly","startTime":530.83,"endTime":533.14,"body":"That's where they go to hang"},{"speaker":"Donald Kelly","startTime":530.83,"endTime":533.14,"body":"out. Or if they don't, they have"},{"speaker":"Donald Kelly","startTime":533.14,"endTime":535.15,"body":"it. And here's where LinkedIn"},{"speaker":"Donald Kelly","startTime":533.14,"endTime":535.15,"body":"started making, you know, like"},{"speaker":"Donald Kelly","startTime":535.39,"endTime":538.45,"body":"you started have a good, good"},{"speaker":"Donald Kelly","startTime":535.39,"endTime":538.45,"body":"Juju from LinkedIn. Obviously,"},{"speaker":"Donald Kelly","startTime":538.45,"endTime":541.72,"body":"they're owned by Microsoft right"},{"speaker":"Donald Kelly","startTime":538.45,"endTime":541.72,"body":"now, and LinkedIn has been"},{"speaker":"Donald Kelly","startTime":541.72,"endTime":544.57,"body":"getting into the zeitgeist if"},{"speaker":"Donald Kelly","startTime":541.72,"endTime":544.57,"body":"you've watched TV shows. I"},{"speaker":"Donald Kelly","startTime":544.57,"endTime":547.63,"body":"remember, I was watching a show"},{"speaker":"Donald Kelly","startTime":544.57,"endTime":547.63,"body":"the other day, and my wife and"},{"speaker":"Donald Kelly","startTime":547.63,"endTime":550.06,"body":"all of a sudden the person was"},{"speaker":"Donald Kelly","startTime":547.63,"endTime":550.06,"body":"losing their job. It was, it was"},{"speaker":"Donald Kelly","startTime":550.06,"endTime":553.3,"body":"a Christmas time, sorry. And it"},{"speaker":"Donald Kelly","startTime":550.06,"endTime":553.3,"body":"was an Eddie Murphy movie on, I"},{"speaker":"Donald Kelly","startTime":553.3,"endTime":557.2,"body":"think it was on Amazon, and he"},{"speaker":"Donald Kelly","startTime":553.3,"endTime":557.2,"body":"was lost his job, and his wife"},{"speaker":"Donald Kelly","startTime":557.2,"endTime":560.14,"body":"said, Do you need to go update"},{"speaker":"Donald Kelly","startTime":557.2,"endTime":560.14,"body":"your LinkedIn profile? And when"},{"speaker":"Donald Kelly","startTime":560.14,"endTime":562.84,"body":"she saw that, I was like, Holy"},{"speaker":"Donald Kelly","startTime":560.14,"endTime":562.84,"body":"crap. LinkedIn is really"},{"speaker":"Donald Kelly","startTime":562.84,"endTime":566.11,"body":"officially, like, there it is in"},{"speaker":"Donald Kelly","startTime":562.84,"endTime":566.11,"body":"the in the zeitgeist, for"},{"speaker":"Donald Kelly","startTime":566.32,"endTime":568.99,"body":"exactly what that is. So here's"},{"speaker":"Donald Kelly","startTime":566.32,"endTime":568.99,"body":"what I want to go back to there,"},{"speaker":"Donald Kelly","startTime":569.02,"endTime":572.44,"body":"even if they're not active on a"},{"speaker":"Donald Kelly","startTime":569.02,"endTime":572.44,"body":"platform, they're present at"},{"speaker":"Donald Kelly","startTime":572.47,"endTime":576.16,"body":"HubSpots event last year,"},{"speaker":"Donald Kelly","startTime":572.47,"endTime":576.16,"body":"inbound, their CEOs on stage."},{"speaker":"Donald Kelly","startTime":576.19,"endTime":578.86,"body":"And she said this in her keynote"},{"speaker":"Donald Kelly","startTime":576.19,"endTime":578.86,"body":"speaking. She was talking about"},{"speaker":"Donald Kelly","startTime":578.86,"endTime":581.74,"body":"search, and how people are"},{"speaker":"Donald Kelly","startTime":578.86,"endTime":581.74,"body":"searching, changing their"},{"speaker":"Donald Kelly","startTime":581.74,"endTime":584.23,"body":"behaviors when it comes to like"},{"speaker":"Donald Kelly","startTime":581.74,"endTime":584.23,"body":"traditional going to search on,"},{"speaker":"Donald Kelly","startTime":584.59,"endTime":588.07,"body":"you know, Google for"},{"speaker":"Donald Kelly","startTime":584.59,"endTime":588.07,"body":"information, 44% of executive"},{"speaker":"Donald Kelly","startTime":588.07,"endTime":590.38,"body":"four, four percentage of"},{"speaker":"Donald Kelly","startTime":588.07,"endTime":590.38,"body":"executives said that they"},{"speaker":"Donald Kelly","startTime":590.38,"endTime":594.4,"body":"discovered new solutions via"},{"speaker":"Donald Kelly","startTime":590.38,"endTime":594.4,"body":"social. Now, the majority of"},{"speaker":"Donald Kelly","startTime":594.4,"endTime":597.19,"body":"that place where they're hanging"},{"speaker":"Donald Kelly","startTime":594.4,"endTime":597.19,"body":"out is a platform such as"},{"speaker":"Donald Kelly","startTime":597.22,"endTime":600.46,"body":"LinkedIn. But now if we know"},{"speaker":"Donald Kelly","startTime":597.22,"endTime":600.46,"body":"this is a goal, so. That's the"},{"speaker":"Donald Kelly","startTime":600.46,"endTime":603.76,"body":"first top level, like the top"},{"speaker":"Donald Kelly","startTime":600.46,"endTime":603.76,"body":"area. Why is it so great? Is"},{"speaker":"Donald Kelly","startTime":603.76,"endTime":606.55,"body":"because of that. Now, the two,"},{"speaker":"Donald Kelly","startTime":603.76,"endTime":606.55,"body":"the bad part of that is because"},{"speaker":"Donald Kelly","startTime":606.58,"endTime":609.4,"body":"they're there. So everyone"},{"speaker":"Donald Kelly","startTime":606.58,"endTime":609.4,"body":"figure, if they're there, it's"},{"speaker":"Donald Kelly","startTime":609.4,"endTime":612.58,"body":"like, I can, you know, shoot a"},{"speaker":"Donald Kelly","startTime":609.4,"endTime":612.58,"body":"fish in a barrel, like I'm going"},{"speaker":"Donald Kelly","startTime":612.58,"endTime":615.88,"body":"to be successful. And yes, maybe"},{"speaker":"Donald Kelly","startTime":612.58,"endTime":615.88,"body":"that was the case at, you know,"},{"speaker":"Donald Kelly","startTime":615.88,"endTime":618.91,"body":"20 years ago, when you first got"},{"speaker":"Donald Kelly","startTime":615.88,"endTime":618.91,"body":"on LinkedIn. However, that's not"},{"speaker":"Donald Kelly","startTime":618.91,"endTime":622.39,"body":"the case right now. And because"},{"speaker":"Donald Kelly","startTime":618.91,"endTime":622.39,"body":"of that, we saw people over the"},{"speaker":"Donald Kelly","startTime":622.39,"endTime":624.94,"body":"years went through automation"},{"speaker":"Donald Kelly","startTime":622.39,"endTime":624.94,"body":"and the spamming. We still seen"},{"speaker":"Donald Kelly","startTime":624.94,"endTime":626.89,"body":"some of that, but we need to"},{"speaker":"Donald Kelly","startTime":624.94,"endTime":626.89,"body":"make sure we adjust it. So why"},{"speaker":"Donald Kelly","startTime":626.89,"endTime":629.23,"body":"does it work? And everything I'm"},{"speaker":"Donald Kelly","startTime":626.89,"endTime":629.23,"body":"teaching, everything I'm sharing"},{"speaker":"Donald Kelly","startTime":629.23,"endTime":631.33,"body":"with you, stuff that I do, and"},{"speaker":"Donald Kelly","startTime":629.23,"endTime":631.33,"body":"anyone could challenge me on it,"},{"speaker":"Donald Kelly","startTime":631.33,"endTime":634.09,"body":"because I do it and I make money"},{"speaker":"Donald Kelly","startTime":631.33,"endTime":634.09,"body":"off of it's my much money making"},{"speaker":"Donald Kelly","startTime":634.09,"endTime":637.69,"body":"platform. And to full"},{"speaker":"Donald Kelly","startTime":634.09,"endTime":637.69,"body":"disclosure, I do LinkedIn is"},{"speaker":"Donald Kelly","startTime":638.47,"endTime":640.18,"body":"because I've done this and"},{"speaker":"Donald Kelly","startTime":638.47,"endTime":640.18,"body":"evangelize so much on a"},{"speaker":"Donald Kelly","startTime":640.18,"endTime":643.9,"body":"platform, I'm an influencer with"},{"speaker":"Donald Kelly","startTime":640.18,"endTime":643.9,"body":"them. But beyond that, I just"},{"speaker":"Donald Kelly","startTime":643.9,"endTime":646.99,"body":"want to be aware that it's not,"},{"speaker":"Donald Kelly","startTime":643.9,"endTime":646.99,"body":"this is not LinkedIn speaking."},{"speaker":"Donald Kelly","startTime":646.99,"endTime":652.3,"body":"It's DK, but what I typically do"},{"speaker":"Donald Kelly","startTime":646.99,"endTime":652.3,"body":"is I down here in South Florida,"},{"speaker":"Donald Kelly","startTime":652.51,"endTime":654.73,"body":"there's a community called"},{"speaker":"Donald Kelly","startTime":652.51,"endTime":654.73,"body":"Wellington. If anybody's"},{"speaker":"Donald Kelly","startTime":654.73,"endTime":657.04,"body":"familiar with the question,"},{"speaker":"Donald Kelly","startTime":654.73,"endTime":657.04,"body":"community, it's like, you know,"},{"speaker":"Donald Kelly","startTime":657.31,"endTime":660.4,"body":"this is where you go trick or"},{"speaker":"Donald Kelly","startTime":657.31,"endTime":660.4,"body":"treating. Like as a kid, they"},{"speaker":"Donald Kelly","startTime":660.4,"endTime":664.06,"body":"have money and amazing full size"},{"speaker":"Donald Kelly","startTime":660.4,"endTime":664.06,"body":"candy bars. Full size candy bar"},{"speaker":"Donald Kelly","startTime":664.06,"endTime":666.79,"body":"community. Everybody has one of"},{"speaker":"Donald Kelly","startTime":664.06,"endTime":666.79,"body":"them in their town. So what I"},{"speaker":"Donald Kelly","startTime":666.79,"endTime":668.59,"body":"typically would do just"},{"speaker":"Donald Kelly","startTime":666.79,"endTime":668.59,"body":"visualize this here for a"},{"speaker":"Donald Kelly","startTime":668.59,"endTime":671.38,"body":"minute. You go to, you know, go"},{"speaker":"Donald Kelly","startTime":668.59,"endTime":671.38,"body":"to Wellington. I'm going to the"},{"speaker":"Donald Kelly","startTime":671.38,"endTime":673.45,"body":"house, because that's where"},{"speaker":"Donald Kelly","startTime":671.38,"endTime":673.45,"body":"people hang out, quote, unquote,"},{"speaker":"Donald Kelly","startTime":673.45,"endTime":675.64,"body":"LinkedIn, but I'm going there,"},{"speaker":"Donald Kelly","startTime":673.45,"endTime":675.64,"body":"and I'm going to the houses"},{"speaker":"Donald Kelly","startTime":675.64,"endTime":678.34,"body":"where the lights are on, because"},{"speaker":"Donald Kelly","startTime":675.64,"endTime":678.34,"body":"I don't want to waste my time. I"},{"speaker":"Donald Kelly","startTime":678.34,"endTime":680.32,"body":"have, like, two, three hours of"},{"speaker":"Donald Kelly","startTime":678.34,"endTime":680.32,"body":"trick or treating time for him"},{"speaker":"Donald Kelly","startTime":680.32,"endTime":682.63,"body":"to get home from a mom coming,"},{"speaker":"Donald Kelly","startTime":680.32,"endTime":682.63,"body":"you know, call me or something."},{"speaker":"Donald Kelly","startTime":683.26,"endTime":685.9,"body":"So if this is the case, you got"},{"speaker":"Donald Kelly","startTime":683.26,"endTime":685.9,"body":"to maximize it. People go on"},{"speaker":"Donald Kelly","startTime":685.9,"endTime":688.96,"body":"LinkedIn, and they go to"},{"speaker":"Donald Kelly","startTime":685.9,"endTime":688.96,"body":"Wellington, so to speak, and"},{"speaker":"Donald Kelly","startTime":688.96,"endTime":691.06,"body":"they're going and knocking on"},{"speaker":"Donald Kelly","startTime":688.96,"endTime":691.06,"body":"every single door, and they're"},{"speaker":"Donald Kelly","startTime":691.06,"endTime":693.46,"body":"saying, well, it sucks, because"},{"speaker":"Donald Kelly","startTime":691.06,"endTime":693.46,"body":"nobody has given us full size"},{"speaker":"Donald Kelly","startTime":693.46,"endTime":695.83,"body":"candy bar. Well, none of those"},{"speaker":"Donald Kelly","startTime":693.46,"endTime":695.83,"body":"people are home. But how do you"},{"speaker":"Donald Kelly","startTime":695.83,"endTime":697.87,"body":"figure out if people are home,"},{"speaker":"Donald Kelly","startTime":695.83,"endTime":697.87,"body":"if they're engaged on LinkedIn?"},{"speaker":"Donald Kelly","startTime":697.87,"endTime":700.42,"body":"And potentially those people who"},{"speaker":"Donald Kelly","startTime":697.87,"endTime":700.42,"body":"are willing to discover things"},{"speaker":"Donald Kelly","startTime":700.42,"endTime":703.69,"body":"of 44% the thing. And if I go"},{"speaker":"Donald Kelly","startTime":700.42,"endTime":703.69,"body":"too fast, hit me to slow down."},{"speaker":"Matt Wolach","startTime":703.9,"endTime":705.37,"body":"I love it, dude."},{"speaker":"Matt Wolach","startTime":703.9,"endTime":705.37,"body":"I'm eating it up."},{"speaker":"Donald Kelly","startTime":706.05,"endTime":707.79,"body":"So what I"},{"speaker":"Donald Kelly","startTime":706.05,"endTime":707.79,"body":"typically do, I tell people, you"},{"speaker":"Donald Kelly","startTime":707.79,"endTime":710.13,"body":"can do this a manual way, or you"},{"speaker":"Donald Kelly","startTime":707.79,"endTime":710.13,"body":"can do it with Navigator in a"},{"speaker":"Donald Kelly","startTime":710.13,"endTime":713.1,"body":"manual ways. I go find watering"},{"speaker":"Donald Kelly","startTime":710.13,"endTime":713.1,"body":"holes on LinkedIn. So if I'm"},{"speaker":"Donald Kelly","startTime":713.1,"endTime":716.46,"body":"selling to, you know, CMOs, I'm"},{"speaker":"Donald Kelly","startTime":713.1,"endTime":716.46,"body":"gonna go to like platforms like"},{"speaker":"Donald Kelly","startTime":716.46,"endTime":720.0,"body":"HubSpot, or maybe like Marketo,"},{"speaker":"Donald Kelly","startTime":716.46,"endTime":720.0,"body":"or some of these places where"},{"speaker":"Donald Kelly","startTime":720.21,"endTime":725.79,"body":"the people may hang out to get"},{"speaker":"Donald Kelly","startTime":720.21,"endTime":725.79,"body":"content or information, those"},{"speaker":"Donald Kelly","startTime":725.79,"endTime":729.33,"body":"communities, and therefore I'm"},{"speaker":"Donald Kelly","startTime":725.79,"endTime":729.33,"body":"going to engage on those posts"},{"speaker":"Donald Kelly","startTime":729.33,"endTime":732.33,"body":"and see if I find my ICPs. Those"},{"speaker":"Donald Kelly","startTime":729.33,"endTime":732.33,"body":"are the people that quote,"},{"speaker":"Donald Kelly","startTime":732.33,"endTime":734.61,"body":"unquote lights are on. They're"},{"speaker":"Donald Kelly","startTime":732.33,"endTime":734.61,"body":"active on LinkedIn. They're"},{"speaker":"Donald Kelly","startTime":734.61,"endTime":738.63,"body":"sharing, they're sharing their"},{"speaker":"Donald Kelly","startTime":734.61,"endTime":738.63,"body":"comments or engaging on pieces"},{"speaker":"Donald Kelly","startTime":738.75,"endTime":742.23,"body":"of information that's relevant."},{"speaker":"Donald Kelly","startTime":738.75,"endTime":742.23,"body":"Now the easier way, that's very"},{"speaker":"Donald Kelly","startTime":742.23,"endTime":744.69,"body":"manual, easier ways I go to"},{"speaker":"Donald Kelly","startTime":742.23,"endTime":744.69,"body":"Navigator, and what I do is I"},{"speaker":"Donald Kelly","startTime":744.69,"endTime":749.37,"body":"search for people, in my case,"},{"speaker":"Donald Kelly","startTime":744.69,"endTime":749.37,"body":"for VPs of sales and VPs of, you"},{"speaker":"Donald Kelly","startTime":749.37,"endTime":751.74,"body":"know, sales directors and CROs"},{"speaker":"Donald Kelly","startTime":749.37,"endTime":751.74,"body":"that may be active on a"},{"speaker":"Donald Kelly","startTime":751.74,"endTime":755.01,"body":"platform. And sometimes I look"},{"speaker":"Donald Kelly","startTime":751.74,"endTime":755.01,"body":"at people who've changed job"},{"speaker":"Donald Kelly","startTime":755.01,"endTime":757.65,"body":"roles. So you can, you can"},{"speaker":"Donald Kelly","startTime":755.01,"endTime":757.65,"body":"filter if somebody's posted on a"},{"speaker":"Donald Kelly","startTime":757.65,"endTime":760.2,"body":"platform in the past 30 days."},{"speaker":"Donald Kelly","startTime":757.65,"endTime":760.2,"body":"That's money right there,"},{"speaker":"Donald Kelly","startTime":760.2,"endTime":763.32,"body":"because now you can create"},{"speaker":"Donald Kelly","startTime":760.2,"endTime":763.32,"body":"engaging content. So I'm going"},{"speaker":"Donald Kelly","startTime":763.32,"endTime":766.41,"body":"to the houses where the lights"},{"speaker":"Donald Kelly","startTime":763.32,"endTime":766.41,"body":"are on that are more than likely"},{"speaker":"Donald Kelly","startTime":766.41,"endTime":768.93,"body":"to buy, quote, unquote, and that"},{"speaker":"Donald Kelly","startTime":766.41,"endTime":768.93,"body":"people that are posting and"},{"speaker":"Donald Kelly","startTime":768.93,"endTime":771.18,"body":"engaging on a platform, and this"},{"speaker":"Donald Kelly","startTime":768.93,"endTime":771.18,"body":"is where most people make the"},{"speaker":"Donald Kelly","startTime":771.18,"endTime":773.61,"body":"mistakes they do, the dumb"},{"speaker":"Donald Kelly","startTime":771.18,"endTime":773.61,"body":"connection requests. And I'm a"},{"speaker":"Donald Kelly","startTime":773.61,"endTime":776.25,"body":"big and I did a poll on this,"},{"speaker":"Donald Kelly","startTime":773.61,"endTime":776.25,"body":"and there's a there's different"},{"speaker":"Donald Kelly","startTime":776.61,"endTime":779.52,"body":"camps going on right now, but"},{"speaker":"Donald Kelly","startTime":776.61,"endTime":779.52,"body":"I'm going to put my stake in my"},{"speaker":"Donald Kelly","startTime":779.52,"endTime":782.31,"body":"line in the sand and tell you"},{"speaker":"Donald Kelly","startTime":779.52,"endTime":782.31,"body":"what side I'm on. I'm firmly"},{"speaker":"Donald Kelly","startTime":782.31,"endTime":784.68,"body":"planted my flag on the side of"},{"speaker":"Donald Kelly","startTime":782.31,"endTime":784.68,"body":"personalized connection"},{"speaker":"Donald Kelly","startTime":784.68,"endTime":788.85,"body":"requests. And here's why"},{"speaker":"Donald Kelly","startTime":784.68,"endTime":788.85,"body":"LinkedIn, they're the overlords,"},{"speaker":"Donald Kelly","startTime":788.85,"endTime":792.27,"body":"right? But LinkedIn started"},{"speaker":"Donald Kelly","startTime":788.85,"endTime":792.27,"body":"charging right now for people"},{"speaker":"Donald Kelly","startTime":792.27,"endTime":794.52,"body":"for a personalized connection"},{"speaker":"Donald Kelly","startTime":792.27,"endTime":794.52,"body":"request. I mean, do you feel"},{"speaker":"Donald Kelly","startTime":794.52,"endTime":796.74,"body":"that that's just a dumb feature,"},{"speaker":"Donald Kelly","startTime":794.52,"endTime":796.74,"body":"and that's why they're just"},{"speaker":"Donald Kelly","startTime":796.74,"endTime":799.44,"body":"going to charge for it, or do"},{"speaker":"Donald Kelly","startTime":796.74,"endTime":799.44,"body":"they have data that you don't"},{"speaker":"Donald Kelly","startTime":799.44,"endTime":802.23,"body":"have, and I don't have, that"},{"speaker":"Donald Kelly","startTime":799.44,"endTime":802.23,"body":"indicate that increases a high"},{"speaker":"Donald Kelly","startTime":802.23,"endTime":804.87,"body":"chance of engagement or"},{"speaker":"Donald Kelly","startTime":802.23,"endTime":804.87,"body":"connection back. So I mean,"},{"speaker":"Donald Kelly","startTime":804.87,"endTime":806.7,"body":"that's the first thing. So if"},{"speaker":"Donald Kelly","startTime":804.87,"endTime":806.7,"body":"they're charging for it, there"},{"speaker":"Donald Kelly","startTime":806.7,"endTime":808.53,"body":"must be a reason behind it."},{"speaker":"Donald Kelly","startTime":806.7,"endTime":808.53,"body":"They're not doing it out of"},{"speaker":"Donald Kelly","startTime":808.53,"endTime":811.95,"body":"silliness. So that's one area,"},{"speaker":"Donald Kelly","startTime":808.53,"endTime":811.95,"body":"but the other side to that too"},{"speaker":"Donald Kelly","startTime":812.07,"endTime":814.65,"body":"is that it's more personalized."},{"speaker":"Donald Kelly","startTime":812.07,"endTime":814.65,"body":"Now, I'm not talking about a"},{"speaker":"Donald Kelly","startTime":814.65,"endTime":816.84,"body":"personalized pitch. I'm talking"},{"speaker":"Donald Kelly","startTime":814.65,"endTime":816.84,"body":"about personalized connection"},{"speaker":"Donald Kelly","startTime":816.84,"endTime":819.84,"body":"requests that makes people more"},{"speaker":"Donald Kelly","startTime":816.84,"endTime":819.84,"body":"engaged or apt to connect back"},{"speaker":"Donald Kelly","startTime":819.84,"endTime":823.05,"body":"with you. And if somebody has a"},{"speaker":"Donald Kelly","startTime":819.84,"endTime":823.05,"body":"personalized connection request"},{"speaker":"Donald Kelly","startTime":823.05,"endTime":825.84,"body":"to you and willing to connect"},{"speaker":"Donald Kelly","startTime":823.05,"endTime":825.84,"body":"back to you, increases the odds"},{"speaker":"Donald Kelly","startTime":825.99,"endTime":828.69,"body":"of that person doing further"},{"speaker":"Donald Kelly","startTime":825.99,"endTime":828.69,"body":"engagement with you. That's my"},{"speaker":"Donald Kelly","startTime":828.69,"endTime":831.0,"body":"theory. And those are the things"},{"speaker":"Donald Kelly","startTime":828.69,"endTime":831.0,"body":"why I stick to this side of the"},{"speaker":"Donald Kelly","startTime":831.0,"endTime":833.97,"body":"sand, and plus, it's way cooler."},{"speaker":"Donald Kelly","startTime":831.0,"endTime":833.97,"body":"So what I do, if I see that you"},{"speaker":"Donald Kelly","startTime":833.97,"endTime":836.25,"body":"did a post, I'm not going to do"},{"speaker":"Donald Kelly","startTime":833.97,"endTime":836.25,"body":"something dumb, like, Hey, Matt,"},{"speaker":"Donald Kelly","startTime":836.25,"endTime":838.74,"body":"I see that we have mutual"},{"speaker":"Donald Kelly","startTime":836.25,"endTime":838.74,"body":"connections together, let's"},{"speaker":"Donald Kelly","startTime":838.74,"endTime":841.41,"body":"connect on LinkedIn. That's"},{"speaker":"Donald Kelly","startTime":838.74,"endTime":841.41,"body":"dumb. I ignore that. But if you"},{"speaker":"Donald Kelly","startTime":841.41,"endTime":844.38,"body":"came to me, if I saw you posted"},{"speaker":"Donald Kelly","startTime":841.41,"endTime":844.38,"body":"something really dope with like"},{"speaker":"Donald Kelly","startTime":844.38,"endTime":847.41,"body":"Rob Jepson and an episode that"},{"speaker":"Donald Kelly","startTime":844.38,"endTime":847.41,"body":"was really cool about, you know,"},{"speaker":"Donald Kelly","startTime":847.89,"endTime":851.25,"body":"how leaders are five times more"},{"speaker":"Donald Kelly","startTime":847.89,"endTime":851.25,"body":"likely to succeed if they do"},{"speaker":"Donald Kelly","startTime":851.25,"endTime":856.14,"body":"blank. I might say, Matt, love"},{"speaker":"Donald Kelly","startTime":851.25,"endTime":856.14,"body":"that topic that you just shared"},{"speaker":"Donald Kelly","startTime":856.14,"endTime":859.62,"body":"with Rob Jepson. Totally agree"},{"speaker":"Donald Kelly","startTime":856.14,"endTime":859.62,"body":"with that. But do you feel that"},{"speaker":"Donald Kelly","startTime":859.62,"endTime":862.29,"body":"applies to all type businesses."},{"speaker":"Donald Kelly","startTime":859.62,"endTime":862.29,"body":"PS, permission to connect here"},{"speaker":"Donald Kelly","startTime":862.29,"endTime":864.72,"body":"on LinkedIn. You're going to"},{"speaker":"Donald Kelly","startTime":862.29,"endTime":864.72,"body":"more than likely respond."},{"speaker":"Donald Kelly","startTime":864.72,"endTime":866.85,"body":"Because two things you've been"},{"speaker":"Donald Kelly","startTime":864.72,"endTime":866.85,"body":"taught since you're a kid, when"},{"speaker":"Donald Kelly","startTime":866.88,"endTime":870.0,"body":"someone asks you a question, to"},{"speaker":"Donald Kelly","startTime":866.88,"endTime":870.0,"body":"engage back with them, and this"},{"speaker":"Donald Kelly","startTime":870.0,"endTime":872.46,"body":"is something that you already"},{"speaker":"Donald Kelly","startTime":870.0,"endTime":872.46,"body":"like. It's not a trickery. I'm"},{"speaker":"Donald Kelly","startTime":872.46,"endTime":874.71,"body":"really sincerely curious about"},{"speaker":"Donald Kelly","startTime":872.46,"endTime":874.71,"body":"that, because this is a post"},{"speaker":"Donald Kelly","startTime":874.71,"endTime":877.95,"body":"that you just had, and the fact"},{"speaker":"Donald Kelly","startTime":874.71,"endTime":877.95,"body":"that that comes around obviously"},{"speaker":"Donald Kelly","startTime":877.95,"endTime":880.02,"body":"makes that engagement so much"},{"speaker":"Donald Kelly","startTime":877.95,"endTime":880.02,"body":"better. You're more than likely"},{"speaker":"Donald Kelly","startTime":880.02,"endTime":881.76,"body":"accept that connection request."},{"speaker":"Donald Kelly","startTime":880.02,"endTime":881.76,"body":"You're more than likely to"},{"speaker":"Donald Kelly","startTime":881.76,"endTime":883.2,"body":"respond to me, and then when"},{"speaker":"Donald Kelly","startTime":881.76,"endTime":883.2,"body":"respond to me, and then when you"},{"speaker":"Donald Kelly","startTime":883.2,"endTime":885.27,"body":"do, I'm gonna drop you a video."},{"speaker":"Donald Kelly","startTime":883.2,"endTime":885.27,"body":"I'm gonna say, Matt, all right,"},{"speaker":"Donald Kelly","startTime":885.27,"endTime":887.94,"body":"I am taking you up on that. Imma"},{"speaker":"Donald Kelly","startTime":885.27,"endTime":887.94,"body":"try it. You said it works with"},{"speaker":"Donald Kelly","startTime":887.94,"endTime":890.64,"body":"any size company. Look forward"},{"speaker":"Donald Kelly","startTime":887.94,"endTime":890.64,"body":"to giving you back my feedback."},{"speaker":"Donald Kelly","startTime":890.67,"endTime":893.07,"body":"Have a good one, man. Happy"},{"speaker":"Donald Kelly","startTime":890.67,"endTime":893.07,"body":"Saturday. You're gonna respond"},{"speaker":"Donald Kelly","startTime":893.07,"endTime":896.13,"body":"to me. And I just grabbed your"},{"speaker":"Donald Kelly","startTime":893.07,"endTime":896.13,"body":"attention, and then we started"},{"speaker":"Donald Kelly","startTime":896.13,"endTime":897.78,"body":"engagement. I'm gonna stop there"},{"speaker":"Donald Kelly","startTime":896.13,"endTime":897.78,"body":"for a sec."},{"speaker":"Matt Wolach","startTime":898.23,"endTime":900.06,"body":"No, it's gold. I"},{"speaker":"Matt Wolach","startTime":898.23,"endTime":900.06,"body":"love it. And you're doing."},{"speaker":"Matt Wolach","startTime":900.06,"endTime":902.76,"body":"Things that nobody else is"},{"speaker":"Matt Wolach","startTime":900.06,"endTime":902.76,"body":"doing, right? That's why it's"},{"speaker":"Matt Wolach","startTime":902.76,"endTime":906.12,"body":"successful, because and just"},{"speaker":"Matt Wolach","startTime":902.76,"endTime":906.12,"body":"going from backwards first. So"},{"speaker":"Matt Wolach","startTime":906.33,"endTime":910.35,"body":"the video like, How many times"},{"speaker":"Matt Wolach","startTime":906.33,"endTime":910.35,"body":"do you get a personalized video"},{"speaker":"Matt Wolach","startTime":910.35,"endTime":912.9,"body":"from somebody who's sending"},{"speaker":"Matt Wolach","startTime":910.35,"endTime":912.9,"body":"over, hey, a quick thanks. And I"},{"speaker":"Matt Wolach","startTime":912.9,"endTime":915.24,"body":"talk to my clients about this,"},{"speaker":"Matt Wolach","startTime":912.9,"endTime":915.24,"body":"like, you want to differentiate,"},{"speaker":"Matt Wolach","startTime":915.24,"endTime":917.7,"body":"because there's so much glut in"},{"speaker":"Matt Wolach","startTime":915.24,"endTime":917.7,"body":"the market right now. Do a"},{"speaker":"Matt Wolach","startTime":917.7,"endTime":920.73,"body":"personalized video. You do not"},{"speaker":"Matt Wolach","startTime":917.7,"endTime":920.73,"body":"have to spend a lot of time."},{"speaker":"Matt Wolach","startTime":920.76,"endTime":923.07,"body":"What you just said is perfect."},{"speaker":"Matt Wolach","startTime":920.76,"endTime":923.07,"body":"It was like eight seconds."},{"speaker":"Matt Wolach","startTime":923.13,"endTime":927.72,"body":"Great. The fact that it was"},{"speaker":"Matt Wolach","startTime":923.13,"endTime":927.72,"body":"personalized is a differentiator"},{"speaker":"Matt Wolach","startTime":927.75,"endTime":931.2,"body":"totally and I absolutely love"},{"speaker":"Matt Wolach","startTime":927.75,"endTime":931.2,"body":"it. And and you talk about, I"},{"speaker":"Matt Wolach","startTime":931.2,"endTime":933.12,"body":"want to ask you a question,"},{"speaker":"Matt Wolach","startTime":931.2,"endTime":933.12,"body":"because you talk about that"},{"speaker":"Matt Wolach","startTime":933.12,"endTime":937.47,"body":"personal connection after seeing"},{"speaker":"Matt Wolach","startTime":933.12,"endTime":937.47,"body":"their post, do you also like and"},{"speaker":"Matt Wolach","startTime":937.47,"endTime":939.81,"body":"comment on the post so that they"},{"speaker":"Matt Wolach","startTime":937.47,"endTime":939.81,"body":"see your name come up in"},{"speaker":"Matt Wolach","startTime":939.81,"endTime":942.33,"body":"Notifications? I've done that as"},{"speaker":"Matt Wolach","startTime":939.81,"endTime":942.33,"body":"well, and I've seen that help."},{"speaker":"Donald Kelly","startTime":942.51,"endTime":945.18,"body":"100%. I skipped"},{"speaker":"Donald Kelly","startTime":942.51,"endTime":945.18,"body":"that step, but it's, it's"},{"speaker":"Donald Kelly","startTime":945.21,"endTime":947.7,"body":"critical, and I probably would"},{"speaker":"Donald Kelly","startTime":945.21,"endTime":947.7,"body":"use that question in that"},{"speaker":"Donald Kelly","startTime":947.7,"endTime":951.99,"body":"because it's, it's you and I are"},{"speaker":"Donald Kelly","startTime":947.7,"endTime":951.99,"body":"content creators, and I maybe"},{"speaker":"Donald Kelly","startTime":951.99,"endTime":955.02,"body":"I'm speaking for myself here,"},{"speaker":"Donald Kelly","startTime":951.99,"endTime":955.02,"body":"but I have an ego, and that ego"},{"speaker":"Donald Kelly","startTime":955.02,"endTime":957.9,"body":"is going to tell me that when I"},{"speaker":"Donald Kelly","startTime":955.02,"endTime":957.9,"body":"run something, I want a human"},{"speaker":"Donald Kelly","startTime":957.9,"endTime":961.38,"body":"being to like it. There's no one"},{"speaker":"Donald Kelly","startTime":957.9,"endTime":961.38,"body":"in this absolute in this world"},{"speaker":"Donald Kelly","startTime":961.53,"endTime":964.71,"body":"that puts something on Instagram"},{"speaker":"Donald Kelly","startTime":961.53,"endTime":964.71,"body":"or Facebook or Tiktok and say, I"},{"speaker":"Donald Kelly","startTime":964.71,"endTime":967.59,"body":"hope nobody likes it. I hope"},{"speaker":"Donald Kelly","startTime":964.71,"endTime":967.59,"body":"nobody comments on it. Like, I"},{"speaker":"Donald Kelly","startTime":967.59,"endTime":969.69,"body":"want you to see the freaking"},{"speaker":"Donald Kelly","startTime":967.59,"endTime":969.69,"body":"vacation that we just went on"},{"speaker":"Donald Kelly","startTime":969.69,"endTime":972.6,"body":"to, like, Disney Springs or"},{"speaker":"Donald Kelly","startTime":969.69,"endTime":972.6,"body":"whatever, with family. Like, I"},{"speaker":"Donald Kelly","startTime":972.6,"endTime":974.67,"body":"want you to see that stuff like,"},{"speaker":"Donald Kelly","startTime":972.6,"endTime":974.67,"body":"right? I want to get that"},{"speaker":"Donald Kelly","startTime":974.67,"endTime":976.86,"body":"liking, that validation. And I'm"},{"speaker":"Donald Kelly","startTime":974.67,"endTime":976.86,"body":"just being straight up with you."},{"speaker":"Donald Kelly","startTime":976.89,"endTime":980.13,"body":"That's why we do it Facebook."},{"speaker":"Donald Kelly","startTime":976.89,"endTime":980.13,"body":"Crack the code. But now think"},{"speaker":"Donald Kelly","startTime":980.13,"endTime":982.62,"body":"about this on LinkedIn, if I go"},{"speaker":"Donald Kelly","startTime":980.13,"endTime":982.62,"body":"post something, I have the guts"},{"speaker":"Donald Kelly","startTime":982.62,"endTime":985.35,"body":"to post something from my peers."},{"speaker":"Donald Kelly","startTime":982.62,"endTime":985.35,"body":"I want my peers to give me an"},{"speaker":"Donald Kelly","startTime":985.35,"endTime":988.89,"body":"engagement, or human beings to"},{"speaker":"Donald Kelly","startTime":985.35,"endTime":988.89,"body":"say that was great stuff I"},{"speaker":"Donald Kelly","startTime":988.89,"endTime":991.5,"body":"enjoyed that. Never thought"},{"speaker":"Donald Kelly","startTime":988.89,"endTime":991.5,"body":"about that strategy before."},{"speaker":"Donald Kelly","startTime":991.5,"endTime":995.19,"body":"Donald engage with me. I'm going"},{"speaker":"Donald Kelly","startTime":991.5,"endTime":995.19,"body":"to jump on that comment right"},{"speaker":"Donald Kelly","startTime":995.19,"endTime":997.77,"body":"off the bat, and I'm going to"},{"speaker":"Donald Kelly","startTime":995.19,"endTime":997.77,"body":"respond to that comment. So it's"},{"speaker":"Donald Kelly","startTime":997.77,"endTime":1000.32,"body":"the same concept. Think about"},{"speaker":"Donald Kelly","startTime":997.77,"endTime":1000.32,"body":"human behavior. If you can"},{"speaker":"Donald Kelly","startTime":1000.32,"endTime":1003.02,"body":"understand psychology, you can"},{"speaker":"Donald Kelly","startTime":1000.32,"endTime":1003.02,"body":"be successful in sales, in any"},{"speaker":"Donald Kelly","startTime":1003.05,"endTime":1005.78,"body":"art of business, but"},{"speaker":"Donald Kelly","startTime":1003.05,"endTime":1005.78,"body":"specifically with this example."},{"speaker":"Donald Kelly","startTime":1005.78,"endTime":1008.45,"body":"So I would comment on it, not"},{"speaker":"Donald Kelly","startTime":1005.78,"endTime":1008.45,"body":"just say something dumb, like,"},{"speaker":"Donald Kelly","startTime":1008.57,"endTime":1012.89,"body":"great post, Matt, all right, you"},{"speaker":"Donald Kelly","startTime":1008.57,"endTime":1012.89,"body":"wasted my time. Let me delete"},{"speaker":"Donald Kelly","startTime":1012.89,"endTime":1015.74,"body":"that comment. But if you said"},{"speaker":"Donald Kelly","startTime":1012.89,"endTime":1015.74,"body":"something like, you know, you"},{"speaker":"Donald Kelly","startTime":1015.74,"endTime":1018.92,"body":"even if you posted like, you"},{"speaker":"Donald Kelly","startTime":1015.74,"endTime":1018.92,"body":"know, not even that you just"},{"speaker":"Donald Kelly","startTime":1018.92,"endTime":1022.73,"body":"posted you know, I'm launching a"},{"speaker":"Donald Kelly","startTime":1018.92,"endTime":1022.73,"body":"podcast, or just launched our"},{"speaker":"Donald Kelly","startTime":1022.73,"endTime":1026.09,"body":"new show, or I'm thinking about"},{"speaker":"Donald Kelly","startTime":1022.73,"endTime":1026.09,"body":"bringing on some guests. Who do"},{"speaker":"Donald Kelly","startTime":1026.09,"endTime":1028.43,"body":"you recommend? I would say,"},{"speaker":"Donald Kelly","startTime":1026.09,"endTime":1028.43,"body":"Matt, you definitely should"},{"speaker":"Donald Kelly","startTime":1028.43,"endTime":1031.07,"body":"check out blah, blah, blah,"},{"speaker":"Donald Kelly","startTime":1028.43,"endTime":1031.07,"body":"they're going to be great. Or"},{"speaker":"Donald Kelly","startTime":1031.07,"endTime":1032.99,"body":"check out this person. They're"},{"speaker":"Donald Kelly","startTime":1031.07,"endTime":1032.99,"body":"going to be great. And then"},{"speaker":"Donald Kelly","startTime":1032.99,"endTime":1035.06,"body":"you're going to take that to be,"},{"speaker":"Donald Kelly","startTime":1032.99,"endTime":1035.06,"body":"you know, take it to be great."},{"speaker":"Donald Kelly","startTime":1035.06,"endTime":1037.28,"body":"You're going to see the"},{"speaker":"Donald Kelly","startTime":1035.06,"endTime":1037.28,"body":"impressions go up. You know,"},{"speaker":"Donald Kelly","startTime":1037.31,"endTime":1041.51,"body":"2000 people, 2000 impression you"},{"speaker":"Donald Kelly","startTime":1037.31,"endTime":1041.51,"body":"be and you feel good, but I'm"},{"speaker":"Donald Kelly","startTime":1041.51,"endTime":1045.5,"body":"not just manipulating it, but"},{"speaker":"Donald Kelly","startTime":1041.51,"endTime":1045.5,"body":"I'm using what works like what's"},{"speaker":"Donald Kelly","startTime":1045.5,"endTime":1047.96,"body":"going to grab your attention. I"},{"speaker":"Donald Kelly","startTime":1045.5,"endTime":1047.96,"body":"need to break through the noise"},{"speaker":"Donald Kelly","startTime":1048.17,"endTime":1050.75,"body":"and grab that attention and a"},{"speaker":"Donald Kelly","startTime":1048.17,"endTime":1050.75,"body":"personalized message with, you"},{"speaker":"Donald Kelly","startTime":1050.75,"endTime":1054.2,"body":"know something, a personalized"},{"speaker":"Donald Kelly","startTime":1050.75,"endTime":1054.2,"body":"post, a comment on that post,"},{"speaker":"Donald Kelly","startTime":1054.41,"endTime":1056.36,"body":"with engagement makes so much"},{"speaker":"Donald Kelly","startTime":1054.41,"endTime":1056.36,"body":"more sense. And here's the other"},{"speaker":"Donald Kelly","startTime":1056.36,"endTime":1059.33,"body":"part with that. It's fascinating"},{"speaker":"Donald Kelly","startTime":1056.36,"endTime":1059.33,"body":"too. I don't know why, if you do"},{"speaker":"Donald Kelly","startTime":1059.33,"endTime":1062.6,"body":"this one reels, but I do it too."},{"speaker":"Donald Kelly","startTime":1059.33,"endTime":1062.6,"body":"I'll watch the reels, and more"},{"speaker":"Donald Kelly","startTime":1062.6,"endTime":1065.0,"body":"than likely, more people will"},{"speaker":"Donald Kelly","startTime":1062.6,"endTime":1065.0,"body":"come back, and they'll start to"},{"speaker":"Donald Kelly","startTime":1065.0,"endTime":1067.55,"body":"say, Man, I should have came to"},{"speaker":"Donald Kelly","startTime":1065.0,"endTime":1067.55,"body":"the comments first because the"},{"speaker":"Donald Kelly","startTime":1067.55,"endTime":1069.98,"body":"reel was so engaging or funny,"},{"speaker":"Donald Kelly","startTime":1067.55,"endTime":1069.98,"body":"or the comments down below, it's"},{"speaker":"Donald Kelly","startTime":1069.98,"endTime":1073.64,"body":"like its own, you know, you"},{"speaker":"Donald Kelly","startTime":1069.98,"endTime":1073.64,"body":"know, own content. And people"},{"speaker":"Donald Kelly","startTime":1073.64,"endTime":1076.61,"body":"start engaging. And the same"},{"speaker":"Donald Kelly","startTime":1073.64,"endTime":1076.61,"body":"idea, if somebody engages at a"},{"speaker":"Donald Kelly","startTime":1076.61,"endTime":1079.22,"body":"thoughtful engagement on a post"},{"speaker":"Donald Kelly","startTime":1076.61,"endTime":1079.22,"body":"or a comment, and you and that"},{"speaker":"Donald Kelly","startTime":1079.22,"endTime":1081.41,"body":"person starts going back and"},{"speaker":"Donald Kelly","startTime":1079.22,"endTime":1081.41,"body":"forth a discussion about it."},{"speaker":"Donald Kelly","startTime":1081.62,"endTime":1084.74,"body":"People come back on that and"},{"speaker":"Donald Kelly","startTime":1081.62,"endTime":1084.74,"body":"increase the increases, the idea"},{"speaker":"Donald Kelly","startTime":1084.74,"endTime":1088.07,"body":"of the exposure of that piece of"},{"speaker":"Donald Kelly","startTime":1084.74,"endTime":1088.07,"body":"content. So in any ways, like"},{"speaker":"Donald Kelly","startTime":1088.07,"endTime":1090.92,"body":"all of that stuff just makes"},{"speaker":"Donald Kelly","startTime":1088.07,"endTime":1090.92,"body":"sense. So if you can take you"},{"speaker":"Donald Kelly","startTime":1090.92,"endTime":1093.53,"body":"can say, yeah, it's gonna, you"},{"speaker":"Donald Kelly","startTime":1090.92,"endTime":1093.53,"body":"know, I know the leaders on"},{"speaker":"Donald Kelly","startTime":1093.53,"endTime":1095.51,"body":"this, some of them probably rose"},{"speaker":"Donald Kelly","startTime":1093.53,"endTime":1095.51,"body":"in it earlier. I said dollars"},{"speaker":"Donald Kelly","startTime":1095.51,"endTime":1098.15,"body":"isn't scalable. But like,"},{"speaker":"Donald Kelly","startTime":1095.51,"endTime":1098.15,"body":"Listen, you think about this, we"},{"speaker":"Donald Kelly","startTime":1098.15,"endTime":1100.85,"body":"can go back and we can do what,"},{"speaker":"Donald Kelly","startTime":1098.15,"endTime":1100.85,"body":"what's worked before in the"},{"speaker":"Donald Kelly","startTime":1100.85,"endTime":1105.86,"body":"past, like in 1990s and early"},{"speaker":"Donald Kelly","startTime":1100.85,"endTime":1105.86,"body":"2000s and blast idea. Or we can"},{"speaker":"Donald Kelly","startTime":1105.86,"endTime":1108.02,"body":"come back and do focus accounts."},{"speaker":"Donald Kelly","startTime":1105.86,"endTime":1108.02,"body":"And I think most people have"},{"speaker":"Donald Kelly","startTime":1108.02,"endTime":1110.78,"body":"that concept, focus accounts,"},{"speaker":"Donald Kelly","startTime":1108.02,"endTime":1110.78,"body":"focus approach, targeted"},{"speaker":"Donald Kelly","startTime":1110.78,"endTime":1115.49,"body":"approach, and do that at a"},{"speaker":"Donald Kelly","startTime":1110.78,"endTime":1115.49,"body":"higher velocity in a tactical"},{"speaker":"Donald Kelly","startTime":1115.49,"endTime":1118.1,"body":"way. And we can see that we can"},{"speaker":"Donald Kelly","startTime":1115.49,"endTime":1118.1,"body":"increase the, you know, get the"},{"speaker":"Donald Kelly","startTime":1118.1,"endTime":1120.74,"body":"same amount of those books,"},{"speaker":"Donald Kelly","startTime":1118.1,"endTime":1120.74,"body":"appointments, appointments that"},{"speaker":"Donald Kelly","startTime":1120.74,"endTime":1123.62,"body":"are held, and I can go back and"},{"speaker":"Donald Kelly","startTime":1120.74,"endTime":1123.62,"body":"finish up the second half in a"},{"speaker":"Donald Kelly","startTime":1123.62,"endTime":1126.11,"body":"second and tell you what I do"},{"speaker":"Donald Kelly","startTime":1123.62,"endTime":1126.11,"body":"after that. But anyways."},{"speaker":"Matt Wolach","startTime":1126.17,"endTime":1128.96,"body":"yeah, I love it. I"},{"speaker":"Matt Wolach","startTime":1126.17,"endTime":1128.96,"body":"totally agree, especially"},{"speaker":"Matt Wolach","startTime":1128.96,"endTime":1131.48,"body":"depending on your price point,"},{"speaker":"Matt Wolach","startTime":1128.96,"endTime":1131.48,"body":"if you have a solid price point,"},{"speaker":"Matt Wolach","startTime":1131.54,"endTime":1135.29,"body":"spending that kind of time is"},{"speaker":"Matt Wolach","startTime":1131.54,"endTime":1135.29,"body":"not only smart, but you've got"},{"speaker":"Matt Wolach","startTime":1135.29,"endTime":1139.01,"body":"to. I mean, if you're doing the"},{"speaker":"Matt Wolach","startTime":1135.29,"endTime":1139.01,"body":"mass blast, spray and pray, and"},{"speaker":"Matt Wolach","startTime":1139.01,"endTime":1141.56,"body":"you're at a higher price point,"},{"speaker":"Matt Wolach","startTime":1139.01,"endTime":1141.56,"body":"you're wasting your time, and"},{"speaker":"Matt Wolach","startTime":1141.56,"endTime":1144.47,"body":"you're probably going to turn"},{"speaker":"Matt Wolach","startTime":1141.56,"endTime":1144.47,"body":"someone off who could have been"},{"speaker":"Matt Wolach","startTime":1144.47,"endTime":1147.8,"body":"a great potential customer for"},{"speaker":"Matt Wolach","startTime":1144.47,"endTime":1147.8,"body":"you. So I totally agree that"},{"speaker":"Matt Wolach","startTime":1147.8,"endTime":1149.39,"body":"personalized method is"},{"speaker":"Matt Wolach","startTime":1147.8,"endTime":1149.39,"body":"fantastic."},{"speaker":"Donald Kelly","startTime":1149.75,"endTime":1154.79,"body":"Yeah and you 100%"},{"speaker":"Donald Kelly","startTime":1149.75,"endTime":1154.79,"body":"there, you know, let's just get"},{"speaker":"Donald Kelly","startTime":1154.79,"endTime":1162.8,"body":"some ads going. That's the case."},{"speaker":"Donald Kelly","startTime":1154.79,"endTime":1162.8,"body":"But, but, you know, so the whole"},{"speaker":"Donald Kelly","startTime":1162.8,"endTime":1166.76,"body":"premise with this though, if I"},{"speaker":"Donald Kelly","startTime":1162.8,"endTime":1166.76,"body":"can find that I engage with you,"},{"speaker":"Donald Kelly","startTime":1167.03,"endTime":1170.03,"body":"it increases the odds of"},{"speaker":"Donald Kelly","startTime":1167.03,"endTime":1170.03,"body":"anything else that come back"},{"speaker":"Donald Kelly","startTime":1170.06,"endTime":1173.0,"body":"when it comes to a relevant"},{"speaker":"Donald Kelly","startTime":1170.06,"endTime":1173.0,"body":"outreach, and that's where we"},{"speaker":"Donald Kelly","startTime":1173.75,"endTime":1177.41,"body":"focus our clients on our word"},{"speaker":"Donald Kelly","startTime":1173.75,"endTime":1177.41,"body":"for last year and this year has"},{"speaker":"Donald Kelly","startTime":1177.41,"endTime":1182.24,"body":"been relevancy. We want it. I've"},{"speaker":"Donald Kelly","startTime":1177.41,"endTime":1182.24,"body":"just adopted it, and I saw what"},{"speaker":"Donald Kelly","startTime":1182.24,"endTime":1184.76,"body":"happened with my own behavior of"},{"speaker":"Donald Kelly","startTime":1182.24,"endTime":1184.76,"body":"my team. I'm an executive"},{"speaker":"Donald Kelly","startTime":1184.76,"endTime":1187.31,"body":"assistant. Like, when we're"},{"speaker":"Donald Kelly","startTime":1184.76,"endTime":1187.31,"body":"going through my emails, I first"},{"speaker":"Donald Kelly","startTime":1187.31,"endTime":1189.68,"body":"delete all the people that I"},{"speaker":"Donald Kelly","startTime":1187.31,"endTime":1189.68,"body":"don't know. Like, straight up."},{"speaker":"Donald Kelly","startTime":1189.71,"endTime":1192.47,"body":"I'll go through and look, if I"},{"speaker":"Donald Kelly","startTime":1189.71,"endTime":1192.47,"body":"don't know you, and it sounds"},{"speaker":"Donald Kelly","startTime":1192.47,"endTime":1195.62,"body":"like a pitch, delete, delete."},{"speaker":"Donald Kelly","startTime":1192.47,"endTime":1195.62,"body":"I'll quick scam it, but I that I"},{"speaker":"Donald Kelly","startTime":1195.62,"endTime":1198.32,"body":"need to get those out of the way"},{"speaker":"Donald Kelly","startTime":1195.62,"endTime":1198.32,"body":"first the weeds so I can get"},{"speaker":"Donald Kelly","startTime":1198.32,"endTime":1200.69,"body":"back to the mats of the world"},{"speaker":"Donald Kelly","startTime":1198.32,"endTime":1200.69,"body":"and read your. Email and prep"},{"speaker":"Donald Kelly","startTime":1200.69,"endTime":1204.8,"body":"for the podcast, or to, you"},{"speaker":"Donald Kelly","startTime":1200.69,"endTime":1204.8,"body":"know, follow, respond to a"},{"speaker":"Donald Kelly","startTime":1204.8,"endTime":1208.22,"body":"client or whatnot I and, or to"},{"speaker":"Donald Kelly","startTime":1204.8,"endTime":1208.22,"body":"my friend who said, you know,"},{"speaker":"Donald Kelly","startTime":1208.22,"endTime":1210.89,"body":"we're going golfing this"},{"speaker":"Donald Kelly","startTime":1208.22,"endTime":1210.89,"body":"weekend. I want to get but I"},{"speaker":"Donald Kelly","startTime":1210.89,"endTime":1213.98,"body":"need to get rid of the garbage"},{"speaker":"Donald Kelly","startTime":1210.89,"endTime":1213.98,"body":"first. But if that's the case,"},{"speaker":"Donald Kelly","startTime":1214.04,"endTime":1216.68,"body":"and if you don't, and what if"},{"speaker":"Donald Kelly","startTime":1214.04,"endTime":1216.68,"body":"somebody does reach out to me,"},{"speaker":"Donald Kelly","startTime":1217.19,"endTime":1220.01,"body":"it has to be and it's a"},{"speaker":"Donald Kelly","startTime":1217.19,"endTime":1220.01,"body":"salesperson, I do answer those,"},{"speaker":"Donald Kelly","startTime":1220.01,"endTime":1222.53,"body":"some of those some of those"},{"speaker":"Donald Kelly","startTime":1220.01,"endTime":1222.53,"body":"emails, but 90% of them is just"},{"speaker":"Donald Kelly","startTime":1222.53,"endTime":1227.0,"body":"like, we can get you leads, but,"},{"speaker":"Donald Kelly","startTime":1222.53,"endTime":1227.0,"body":"but what I what I do is I look"},{"speaker":"Donald Kelly","startTime":1227.0,"endTime":1230.6,"body":"and see how relevant it is to"},{"speaker":"Donald Kelly","startTime":1227.0,"endTime":1230.6,"body":"me. And 99% of the time, people"},{"speaker":"Donald Kelly","startTime":1230.6,"endTime":1233.63,"body":"don't necessarily do something"},{"speaker":"Donald Kelly","startTime":1230.6,"endTime":1233.63,"body":"that's relevant to me, per se,"},{"speaker":"Donald Kelly","startTime":1233.81,"endTime":1236.78,"body":"they do something that's"},{"speaker":"Donald Kelly","startTime":1233.81,"endTime":1236.78,"body":"relevant to their pipeline. One"},{"speaker":"Donald Kelly","startTime":1236.78,"endTime":1239.09,"body":"more time, for the folks in the"},{"speaker":"Donald Kelly","startTime":1236.78,"endTime":1239.09,"body":"back, 99% of the time, people"},{"speaker":"Donald Kelly","startTime":1239.09,"endTime":1241.82,"body":"are doing stuff that's relevant"},{"speaker":"Donald Kelly","startTime":1239.09,"endTime":1241.82,"body":"to their pipeline and not"},{"speaker":"Donald Kelly","startTime":1241.82,"endTime":1244.04,"body":"necessarily relevant to me. So"},{"speaker":"Donald Kelly","startTime":1241.82,"endTime":1244.04,"body":"relevant to the pipeline is that"},{"speaker":"Donald Kelly","startTime":1244.04,"endTime":1247.61,"body":"you're my ICP. I can pitch you"},{"speaker":"Donald Kelly","startTime":1244.04,"endTime":1247.61,"body":"and share something with you."},{"speaker":"Donald Kelly","startTime":1247.64,"endTime":1251.54,"body":"You can come into my pipe, as"},{"speaker":"Donald Kelly","startTime":1247.64,"endTime":1251.54,"body":"opposed to you have a challenge."},{"speaker":"Donald Kelly","startTime":1251.69,"endTime":1254.24,"body":"You're the type of people that I"},{"speaker":"Donald Kelly","startTime":1251.69,"endTime":1254.24,"body":"serve, and I see there's a"},{"speaker":"Donald Kelly","startTime":1254.24,"endTime":1256.46,"body":"relevant problem. So like, say,"},{"speaker":"Donald Kelly","startTime":1254.24,"endTime":1256.46,"body":"for instance, if you're posting"},{"speaker":"Donald Kelly","startTime":1256.46,"endTime":1259.43,"body":"that you're hiring, or if you're"},{"speaker":"Donald Kelly","startTime":1256.46,"endTime":1259.43,"body":"you know if you, if I see your"},{"speaker":"Donald Kelly","startTime":1259.43,"endTime":1262.34,"body":"company hiring, for instance,"},{"speaker":"Donald Kelly","startTime":1259.43,"endTime":1262.34,"body":"and I, you know, obviously we're"},{"speaker":"Donald Kelly","startTime":1262.34,"endTime":1265.64,"body":"in the sales components as well."},{"speaker":"Donald Kelly","startTime":1262.34,"endTime":1265.64,"body":"And, you know, SMB, I might look"},{"speaker":"Donald Kelly","startTime":1265.64,"endTime":1267.68,"body":"at you and say, All right, their"},{"speaker":"Donald Kelly","startTime":1265.64,"endTime":1267.68,"body":"team's growing. They probably"},{"speaker":"Donald Kelly","startTime":1267.68,"endTime":1270.02,"body":"have a founder led model, or"},{"speaker":"Donald Kelly","startTime":1267.68,"endTime":1270.02,"body":"they probably have some kind of,"},{"speaker":"Donald Kelly","startTime":1270.23,"endTime":1273.38,"body":"you know, model that can be"},{"speaker":"Donald Kelly","startTime":1270.23,"endTime":1273.38,"body":"adjusted to be scaled. Can I go"},{"speaker":"Donald Kelly","startTime":1273.38,"endTime":1275.87,"body":"ahead and reach out to them and"},{"speaker":"Donald Kelly","startTime":1273.38,"endTime":1275.87,"body":"share something? And if I can"},{"speaker":"Donald Kelly","startTime":1275.87,"endTime":1277.82,"body":"share relevant information based"},{"speaker":"Donald Kelly","startTime":1275.87,"endTime":1277.82,"body":"on the other clients that we"},{"speaker":"Donald Kelly","startTime":1277.82,"endTime":1281.03,"body":"serve, that leads to a much more"},{"speaker":"Donald Kelly","startTime":1277.82,"endTime":1281.03,"body":"richer conversation with the"},{"speaker":"Donald Kelly","startTime":1281.06,"endTime":1283.43,"body":"email. So I don't pitch on"},{"speaker":"Donald Kelly","startTime":1281.06,"endTime":1283.43,"body":"LinkedIn now that I grab your"},{"speaker":"Donald Kelly","startTime":1283.43,"endTime":1287.72,"body":"attention. I take the party out"},{"speaker":"Donald Kelly","startTime":1283.43,"endTime":1287.72,"body":"over and I start a conversation"},{"speaker":"Donald Kelly","startTime":1287.72,"endTime":1290.81,"body":"on another platform, that multi"},{"speaker":"Donald Kelly","startTime":1287.72,"endTime":1290.81,"body":"thread. So my email now to you"},{"speaker":"Donald Kelly","startTime":1290.81,"endTime":1294.95,"body":"will be something like, you"},{"speaker":"Donald Kelly","startTime":1290.81,"endTime":1294.95,"body":"know, tested the model, and then"},{"speaker":"Donald Kelly","startTime":1294.95,"endTime":1297.62,"body":"I might say, Hey, Matt, tested a"},{"speaker":"Donald Kelly","startTime":1294.95,"endTime":1297.62,"body":"model that you and Rob Jepsen"},{"speaker":"Donald Kelly","startTime":1297.62,"endTime":1301.22,"body":"talked about, speaking about"},{"speaker":"Donald Kelly","startTime":1297.62,"endTime":1301.22,"body":"that. SMB, I noticed that you"},{"speaker":"Donald Kelly","startTime":1301.22,"endTime":1304.1,"body":"guys are hiring and growing out"},{"speaker":"Donald Kelly","startTime":1301.22,"endTime":1304.1,"body":"of curiosity. Do you guys have"},{"speaker":"Donald Kelly","startTime":1304.1,"endTime":1306.65,"body":"currently have an enablement"},{"speaker":"Donald Kelly","startTime":1304.1,"endTime":1306.65,"body":"system and set up in place? Or"},{"speaker":"Donald Kelly","startTime":1306.68,"endTime":1309.44,"body":"have you open to looking at, you"},{"speaker":"Donald Kelly","startTime":1306.68,"endTime":1309.44,"body":"know, work with outside"},{"speaker":"Donald Kelly","startTime":1309.44,"endTime":1311.96,"body":"partners, but you're probably"},{"speaker":"Donald Kelly","startTime":1309.44,"endTime":1311.96,"body":"going to respond to me at least"},{"speaker":"Donald Kelly","startTime":1311.99,"endTime":1314.39,"body":"and give me a yes or no, because"},{"speaker":"Donald Kelly","startTime":1311.99,"endTime":1314.39,"body":"that's how the question is"},{"speaker":"Donald Kelly","startTime":1314.39,"endTime":1317.33,"body":"designed. That email for sure,"},{"speaker":"Donald Kelly","startTime":1314.39,"endTime":1317.33,"body":"and because of the engagement"},{"speaker":"Donald Kelly","startTime":1317.33,"endTime":1319.64,"body":"that we already had, and I"},{"speaker":"Donald Kelly","startTime":1317.33,"endTime":1319.64,"body":"bridged that gap with email,"},{"speaker":"Donald Kelly","startTime":1319.64,"endTime":1321.77,"body":"you're going to respond to it."},{"speaker":"Donald Kelly","startTime":1319.64,"endTime":1321.77,"body":"And I have had clients and that"},{"speaker":"Donald Kelly","startTime":1321.92,"endTime":1324.02,"body":"didn't respond to that email,"},{"speaker":"Donald Kelly","startTime":1321.92,"endTime":1324.02,"body":"but they went back to LinkedIn"},{"speaker":"Donald Kelly","startTime":1324.02,"endTime":1326.78,"body":"and had the conversation there,"},{"speaker":"Donald Kelly","startTime":1324.02,"endTime":1326.78,"body":"and, you know, connected back to"},{"speaker":"Donald Kelly","startTime":1326.78,"endTime":1329.27,"body":"me, got your email. Donald,"},{"speaker":"Donald Kelly","startTime":1326.78,"endTime":1329.27,"body":"yeah, it's something we look at."},{"speaker":"Donald Kelly","startTime":1329.3,"endTime":1332.06,"body":"Let's set up a time and talk."},{"speaker":"Donald Kelly","startTime":1329.3,"endTime":1332.06,"body":"And they are, you owe me that"},{"speaker":"Donald Kelly","startTime":1332.06,"endTime":1334.73,"body":"because, at least, or you feel"},{"speaker":"Donald Kelly","startTime":1332.06,"endTime":1334.73,"body":"like you owe me that you don't"},{"speaker":"Donald Kelly","startTime":1334.73,"endTime":1338.57,"body":"owe me anything, because we've"},{"speaker":"Donald Kelly","startTime":1334.73,"endTime":1338.57,"body":"had engagement before on the"},{"speaker":"Donald Kelly","startTime":1338.57,"endTime":1340.73,"body":"platform. And if you, especially"},{"speaker":"Donald Kelly","startTime":1338.57,"endTime":1340.73,"body":"if you're multithreading, and"},{"speaker":"Donald Kelly","startTime":1340.73,"endTime":1342.68,"body":"you have two or three"},{"speaker":"Donald Kelly","startTime":1340.73,"endTime":1342.68,"body":"individuals in an organization"},{"speaker":"Donald Kelly","startTime":1342.68,"endTime":1345.41,"body":"that you can start having this"},{"speaker":"Donald Kelly","startTime":1342.68,"endTime":1345.41,"body":"dialog with. It makes our"},{"speaker":"Donald Kelly","startTime":1345.41,"endTime":1347.69,"body":"dialogs with it makes it so much"},{"speaker":"Donald Kelly","startTime":1345.41,"endTime":1347.69,"body":"more easier to for those"},{"speaker":"Donald Kelly","startTime":1347.69,"endTime":1350.36,"body":"conversation to germinate and to"},{"speaker":"Donald Kelly","startTime":1347.69,"endTime":1350.36,"body":"turn into ops."},{"speaker":"Matt Wolach","startTime":1351.56,"endTime":1353.57,"body":"Totally agree. I"},{"speaker":"Matt Wolach","startTime":1351.56,"endTime":1353.57,"body":"mean, it's such a good strategy."},{"speaker":"Matt Wolach","startTime":1353.78,"endTime":1356.78,"body":"We've used it on our side. You"},{"speaker":"Matt Wolach","startTime":1353.78,"endTime":1356.78,"body":"said you get a lot of your"},{"speaker":"Matt Wolach","startTime":1356.78,"endTime":1359.6,"body":"business from LinkedIn. We get"},{"speaker":"Matt Wolach","startTime":1356.78,"endTime":1359.6,"body":"about 75% of our business from"},{"speaker":"Matt Wolach","startTime":1359.6,"endTime":1364.43,"body":"LinkedIn. It's amazing when you"},{"speaker":"Matt Wolach","startTime":1359.6,"endTime":1364.43,"body":"do it right, how well it works,"},{"speaker":"Matt Wolach","startTime":1364.43,"endTime":1367.7,"body":"and it's awesome to hear your"},{"speaker":"Matt Wolach","startTime":1364.43,"endTime":1367.7,"body":"process and how structured that"},{"speaker":"Matt Wolach","startTime":1367.7,"endTime":1370.91,"body":"is. That's really something that"},{"speaker":"Matt Wolach","startTime":1367.7,"endTime":1370.91,"body":"people can take away. So as as"},{"speaker":"Matt Wolach","startTime":1370.91,"endTime":1372.92,"body":"we I wish we could talk for"},{"speaker":"Matt Wolach","startTime":1370.91,"endTime":1372.92,"body":"hours on this, by the way, but"},{"speaker":"Matt Wolach","startTime":1372.92,"endTime":1376.67,"body":"unfortunately, we got to wrap it"},{"speaker":"Matt Wolach","startTime":1372.92,"endTime":1376.67,"body":"up. So what advice would you"},{"speaker":"Matt Wolach","startTime":1376.67,"endTime":1380.15,"body":"give to software leaders who are"},{"speaker":"Matt Wolach","startTime":1376.67,"endTime":1380.15,"body":"like, Okay, I want to be able to"},{"speaker":"Matt Wolach","startTime":1380.15,"endTime":1382.82,"body":"use this platform better. What"},{"speaker":"Matt Wolach","startTime":1380.15,"endTime":1382.82,"body":"would you share with them,"},{"speaker":"Matt Wolach","startTime":1382.82,"endTime":1383.15,"body":"Donald?"},{"speaker":"Donald Kelly","startTime":1384.11,"endTime":1386.06,"body":"simplify, for your"},{"speaker":"Donald Kelly","startTime":1384.11,"endTime":1386.06,"body":"team, there's three things that"},{"speaker":"Donald Kelly","startTime":1386.06,"endTime":1388.76,"body":"they should be doing, connect"},{"speaker":"Donald Kelly","startTime":1386.06,"endTime":1388.76,"body":"share and engage. Connect share"},{"speaker":"Donald Kelly","startTime":1388.76,"endTime":1391.64,"body":"and engage. And what I mean by"},{"speaker":"Donald Kelly","startTime":1388.76,"endTime":1391.64,"body":"this is connect with their ICP."},{"speaker":"Donald Kelly","startTime":1391.7,"endTime":1394.16,"body":"Most people, if they look, if"},{"speaker":"Donald Kelly","startTime":1391.7,"endTime":1394.16,"body":"they do an audit right now, look"},{"speaker":"Donald Kelly","startTime":1394.16,"endTime":1395.72,"body":"at how many people they're"},{"speaker":"Donald Kelly","startTime":1394.16,"endTime":1395.72,"body":"connected to, probably say,"},{"speaker":"Donald Kelly","startTime":1395.72,"endTime":1398.39,"body":"like, a grand 1000 people."},{"speaker":"Donald Kelly","startTime":1395.72,"endTime":1398.39,"body":"Enough. Those 1000, how many of"},{"speaker":"Donald Kelly","startTime":1398.39,"endTime":1402.44,"body":"them are their ICP? Maybe they"},{"speaker":"Donald Kelly","startTime":1398.39,"endTime":1402.44,"body":"have like, maybe, maybe people"},{"speaker":"Donald Kelly","startTime":1402.44,"endTime":1406.04,"body":"could buy from them. 10, 20% I"},{"speaker":"Donald Kelly","startTime":1402.44,"endTime":1406.04,"body":"feel that should be at a 50%"},{"speaker":"Donald Kelly","startTime":1406.07,"endTime":1408.83,"body":"mark when you think about a"},{"speaker":"Donald Kelly","startTime":1406.07,"endTime":1408.83,"body":"platform like LinkedIn, yeah,"},{"speaker":"Donald Kelly","startTime":1408.83,"endTime":1411.02,"body":"I'm gonna connect with the Adams"},{"speaker":"Donald Kelly","startTime":1408.83,"endTime":1411.02,"body":"of the world and my colleagues"},{"speaker":"Donald Kelly","startTime":1411.02,"endTime":1413.42,"body":"and so forth and college"},{"speaker":"Donald Kelly","startTime":1411.02,"endTime":1413.42,"body":"friends, but it'll be absolutely"},{"speaker":"Donald Kelly","startTime":1413.42,"endTime":1416.15,"body":"amazing at 50% of the people"},{"speaker":"Donald Kelly","startTime":1413.42,"endTime":1416.15,"body":"that are on the platform could"},{"speaker":"Donald Kelly","startTime":1416.15,"endTime":1418.82,"body":"potentially buy from me. So"},{"speaker":"Donald Kelly","startTime":1416.15,"endTime":1418.82,"body":"daily, I encourage people to"},{"speaker":"Donald Kelly","startTime":1418.82,"endTime":1421.97,"body":"reach out to their ICPs, even if"},{"speaker":"Donald Kelly","startTime":1418.82,"endTime":1421.97,"body":"they're not necessarily on their"},{"speaker":"Donald Kelly","startTime":1421.97,"endTime":1424.28,"body":"focus account. Can we make sure"},{"speaker":"Donald Kelly","startTime":1421.97,"endTime":1424.28,"body":"we have more of those people,"},{"speaker":"Donald Kelly","startTime":1424.31,"endTime":1427.01,"body":"44% of executives say that they"},{"speaker":"Donald Kelly","startTime":1424.31,"endTime":1427.01,"body":"discover things through"},{"speaker":"Donald Kelly","startTime":1427.04,"endTime":1429.71,"body":"solutions, through content"},{"speaker":"Donald Kelly","startTime":1427.04,"endTime":1429.71,"body":"platforms like LinkedIn. So if"},{"speaker":"Donald Kelly","startTime":1429.71,"endTime":1433.34,"body":"this is a case again, then can I"},{"speaker":"Donald Kelly","startTime":1429.71,"endTime":1433.34,"body":"have my share more content and"},{"speaker":"Donald Kelly","startTime":1433.37,"endTime":1437.12,"body":"even a brand new SDR on your"},{"speaker":"Donald Kelly","startTime":1433.37,"endTime":1437.12,"body":"team knows more about an"},{"speaker":"Donald Kelly","startTime":1437.12,"endTime":1440.84,"body":"industry oftentimes, or about a"},{"speaker":"Donald Kelly","startTime":1437.12,"endTime":1440.84,"body":"product, then maybe the top tier"},{"speaker":"Donald Kelly","startTime":1440.84,"endTime":1443.42,"body":"executive at an organization."},{"speaker":"Donald Kelly","startTime":1440.84,"endTime":1443.42,"body":"And what I mean by that is like"},{"speaker":"Donald Kelly","startTime":1443.45,"endTime":1445.94,"body":"an executive may not necessarily"},{"speaker":"Donald Kelly","startTime":1443.45,"endTime":1445.94,"body":"know everything about a CRM but"},{"speaker":"Donald Kelly","startTime":1445.94,"endTime":1448.91,"body":"they may know how to run a"},{"speaker":"Donald Kelly","startTime":1445.94,"endTime":1448.91,"body":"fortune 500 company. Well, I"},{"speaker":"Donald Kelly","startTime":1448.91,"endTime":1450.86,"body":"know enough from the product"},{"speaker":"Donald Kelly","startTime":1448.91,"endTime":1450.86,"body":"training and the things that"},{"speaker":"Donald Kelly","startTime":1450.86,"endTime":1453.8,"body":"we've had, the case studies and"},{"speaker":"Donald Kelly","startTime":1450.86,"endTime":1453.8,"body":"the practice about to know"},{"speaker":"Donald Kelly","startTime":1453.8,"endTime":1457.25,"body":"enough about case CRMs that it"},{"speaker":"Donald Kelly","startTime":1453.8,"endTime":1457.25,"body":"can help me to have more of an"},{"speaker":"Donald Kelly","startTime":1457.25,"endTime":1459.14,"body":"effective dialog. And I could"},{"speaker":"Donald Kelly","startTime":1457.25,"endTime":1459.14,"body":"probably answer some of the"},{"speaker":"Donald Kelly","startTime":1459.14,"endTime":1462.62,"body":"questions that they potentially"},{"speaker":"Donald Kelly","startTime":1459.14,"endTime":1462.62,"body":"could have so sharing content."},{"speaker":"Donald Kelly","startTime":1462.77,"endTime":1465.44,"body":"And what I tell them to look at"},{"speaker":"Donald Kelly","startTime":1462.77,"endTime":1465.44,"body":"is, in a discovery call or in"},{"speaker":"Donald Kelly","startTime":1465.44,"endTime":1467.84,"body":"that early conversation that"},{"speaker":"Donald Kelly","startTime":1465.44,"endTime":1467.84,"body":"you're having, what are some of"},{"speaker":"Donald Kelly","startTime":1467.84,"endTime":1470.09,"body":"the talking points that you"},{"speaker":"Donald Kelly","startTime":1467.84,"endTime":1470.09,"body":"usually have? Those are the"},{"speaker":"Donald Kelly","startTime":1470.09,"endTime":1474.32,"body":"talking points, the objections"},{"speaker":"Donald Kelly","startTime":1470.09,"endTime":1474.32,"body":"that you get, the questions"},{"speaker":"Donald Kelly","startTime":1474.47,"endTime":1477.14,"body":"those who make the richest"},{"speaker":"Donald Kelly","startTime":1474.47,"endTime":1477.14,"body":"LinkedIn posts and you can"},{"speaker":"Donald Kelly","startTime":1477.14,"endTime":1479.75,"body":"answer questions I don't feel"},{"speaker":"Donald Kelly","startTime":1477.14,"endTime":1479.75,"body":"that I need we're not big enough"},{"speaker":"Donald Kelly","startTime":1479.75,"endTime":1481.97,"body":"for a CRM. That would be a great"},{"speaker":"Donald Kelly","startTime":1479.75,"endTime":1481.97,"body":"LinkedIn post right there."},{"speaker":"Donald Kelly","startTime":1481.97,"endTime":1484.67,"body":"Somebody could even a junior"},{"speaker":"Donald Kelly","startTime":1481.97,"endTime":1484.67,"body":"SDR, could answer that question."},{"speaker":"Donald Kelly","startTime":1484.82,"endTime":1487.1,"body":"So they're connecting with their"},{"speaker":"Donald Kelly","startTime":1484.82,"endTime":1487.1,"body":"ICP, they're sharing content"},{"speaker":"Donald Kelly","startTime":1487.1,"endTime":1489.2,"body":"once a week, and if they don't"},{"speaker":"Donald Kelly","startTime":1487.1,"endTime":1489.2,"body":"know what to share, go steal a"},{"speaker":"Donald Kelly","startTime":1489.2,"endTime":1492.56,"body":"post and re curate it. Love this"},{"speaker":"Donald Kelly","startTime":1489.2,"endTime":1492.56,"body":"awesome podcast episode by Adam"},{"speaker":"Donald Kelly","startTime":1492.77,"endTime":1496.55,"body":"there. By Matt today, giving you"},{"speaker":"Donald Kelly","startTime":1492.77,"endTime":1496.55,"body":"a new name, Matt. By Matt. He"},{"speaker":"Donald Kelly","startTime":1496.55,"endTime":1499.82,"body":"shared some insights around this"},{"speaker":"Donald Kelly","startTime":1496.55,"endTime":1499.82,"body":"stuff that I feel every leader."},{"speaker":"Donald Kelly","startTime":1499.82,"endTime":1502.49,"body":"Sales and Marketing can take"},{"speaker":"Donald Kelly","startTime":1499.82,"endTime":1502.49,"body":"advantage of curious to hear"},{"speaker":"Donald Kelly","startTime":1502.49,"endTime":1506.3,"body":"your thoughts, but share and"},{"speaker":"Donald Kelly","startTime":1502.49,"endTime":1506.3,"body":"then engage. Whenever you have a"},{"speaker":"Donald Kelly","startTime":1506.3,"endTime":1509.21,"body":"post, anyone who likes it,"},{"speaker":"Donald Kelly","startTime":1506.3,"endTime":1509.21,"body":"engage with those individuals,"},{"speaker":"Donald Kelly","startTime":1509.87,"endTime":1513.23,"body":"and then also engage on other"},{"speaker":"Donald Kelly","startTime":1509.87,"endTime":1513.23,"body":"people's content. If your sales"},{"speaker":"Donald Kelly","startTime":1513.23,"endTime":1515.78,"body":"team can do those three things"},{"speaker":"Donald Kelly","startTime":1513.23,"endTime":1515.78,"body":"on LinkedIn, they're going to"},{"speaker":"Donald Kelly","startTime":1515.78,"endTime":1518.87,"body":"see an uptick in their their"},{"speaker":"Donald Kelly","startTime":1515.78,"endTime":1518.87,"body":"visibility, and they're going to"},{"speaker":"Donald Kelly","startTime":1518.87,"endTime":1520.79,"body":"see an uptick in their"},{"speaker":"Donald Kelly","startTime":1518.87,"endTime":1520.79,"body":"opportunity to have more"},{"speaker":"Donald Kelly","startTime":1520.82,"endTime":1522.89,"body":"conversations and book"},{"speaker":"Donald Kelly","startTime":1520.82,"endTime":1522.89,"body":"appointments."},{"speaker":"Matt Wolach","startTime":1523.54,"endTime":1525.28,"body":"I love it. That's a"},{"speaker":"Matt Wolach","startTime":1523.54,"endTime":1525.28,"body":"great model. Connect, share,"},{"speaker":"Matt Wolach","startTime":1525.28,"endTime":1527.68,"body":"engage. I think that that's"},{"speaker":"Matt Wolach","startTime":1525.28,"endTime":1527.68,"body":"something that can really help"},{"speaker":"Matt Wolach","startTime":1527.68,"endTime":1530.56,"body":"us take off. This has been"},{"speaker":"Matt Wolach","startTime":1527.68,"endTime":1530.56,"body":"awesome. Donald, you are the"},{"speaker":"Matt Wolach","startTime":1530.56,"endTime":1533.56,"body":"man. It's clear that you are an"},{"speaker":"Matt Wolach","startTime":1530.56,"endTime":1533.56,"body":"expert at this, and I love your"},{"speaker":"Matt Wolach","startTime":1533.56,"endTime":1536.68,"body":"energy. How can our audience get"},{"speaker":"Matt Wolach","startTime":1533.56,"endTime":1536.68,"body":"in touch with you and learn"},{"speaker":"Matt Wolach","startTime":1536.68,"endTime":1537.04,"body":"more?"},{"speaker":"Donald Kelly","startTime":1537.42,"endTime":1539.43,"body":"Come on. You know,"},{"speaker":"Donald Kelly","startTime":1537.42,"endTime":1539.43,"body":"I'm gonna tell you guys, go to"},{"speaker":"Donald Kelly","startTime":1539.43,"endTime":1542.94,"body":"LinkedIn. Find me on LinkedIn."},{"speaker":"Donald Kelly","startTime":1539.43,"endTime":1542.94,"body":"Donald C. Kelly, you can find me"},{"speaker":"Donald Kelly","startTime":1542.94,"endTime":1545.43,"body":"on LinkedIn. Tell me that you"},{"speaker":"Donald Kelly","startTime":1542.94,"endTime":1545.43,"body":"heard me here on this podcast"},{"speaker":"Donald Kelly","startTime":1545.46,"endTime":1548.4,"body":"with Matt. And you can also go"},{"speaker":"Donald Kelly","startTime":1545.46,"endTime":1548.4,"body":"home to thesalesevangelist.com"},{"speaker":"Donald Kelly","startTime":1549.0,"endTime":1553.38,"body":"we do have content there 1700 -"},{"speaker":"Donald Kelly","startTime":1549.0,"endTime":1553.38,"body":"1800 episodes and some other"},{"speaker":"Donald Kelly","startTime":1553.38,"endTime":1558.09,"body":"stuff as well. And you can check"},{"speaker":"Donald Kelly","startTime":1553.38,"endTime":1558.09,"body":"out, download a free some ideas"},{"speaker":"Donald Kelly","startTime":1558.09,"endTime":1561.18,"body":"that we have for LinkedIn at the"},{"speaker":"Donald Kelly","startTime":1558.09,"endTime":1561.18,"body":"bottom of our page. So, yeah."},{"speaker":"Matt Wolach","startTime":1561.21,"endTime":1563.58,"body":"beautiful, awesome."},{"speaker":"Matt Wolach","startTime":1561.21,"endTime":1563.58,"body":"Well, we'll put all that into"},{"speaker":"Matt Wolach","startTime":1563.58,"endTime":1565.47,"body":"the show notes. So if you're"},{"speaker":"Matt Wolach","startTime":1563.58,"endTime":1565.47,"body":"listening, go check it out"},{"speaker":"Matt Wolach","startTime":1565.47,"endTime":1568.77,"body":"there. But Donald, this has been"},{"speaker":"Matt Wolach","startTime":1565.47,"endTime":1568.77,"body":"fantastic. Thanks for being here"},{"speaker":"Matt Wolach","startTime":1568.77,"endTime":1569.79,"body":"and telling us all this."},{"speaker":"Donald Kelly","startTime":1570.47,"endTime":1572.21,"body":"Hey man, I"},{"speaker":"Donald Kelly","startTime":1570.47,"endTime":1572.21,"body":"appreciate you. And I would tell"},{"speaker":"Donald Kelly","startTime":1572.21,"endTime":1574.46,"body":"all of your listeners too, that"},{"speaker":"Donald Kelly","startTime":1572.21,"endTime":1574.46,"body":"sometimes we don't do this at,"},{"speaker":"Donald Kelly","startTime":1574.46,"endTime":1576.65,"body":"uh, you know, you might tell"},{"speaker":"Donald Kelly","startTime":1574.46,"endTime":1576.65,"body":"them to do this, but they"},{"speaker":"Donald Kelly","startTime":1576.65,"endTime":1578.72,"body":"probably don't do it. But we"},{"speaker":"Donald Kelly","startTime":1576.65,"endTime":1578.72,"body":"need a stranger come in and tell"},{"speaker":"Donald Kelly","startTime":1578.72,"endTime":1581.3,"body":"you, like, you know, your"},{"speaker":"Donald Kelly","startTime":1578.72,"endTime":1581.3,"body":"neighbor kids, neighbor parent."},{"speaker":"Donald Kelly","startTime":1581.3,"endTime":1582.92,"body":"Tell your kids stuff, and"},{"speaker":"Donald Kelly","startTime":1581.3,"endTime":1582.92,"body":"they're like, this is great."},{"speaker":"Donald Kelly","startTime":1582.95,"endTime":1585.95,"body":"I've been telling you that for"},{"speaker":"Donald Kelly","startTime":1582.95,"endTime":1585.95,"body":"three years, but guys, go out"},{"speaker":"Donald Kelly","startTime":1585.98,"endTime":1588.98,"body":"and share this podcast, take the"},{"speaker":"Donald Kelly","startTime":1585.98,"endTime":1588.98,"body":"link and share it with one other"},{"speaker":"Donald Kelly","startTime":1588.98,"endTime":1591.71,"body":"person, another leader that you"},{"speaker":"Donald Kelly","startTime":1588.98,"endTime":1591.71,"body":"know. It's wealth of knowledge."},{"speaker":"Donald Kelly","startTime":1591.74,"endTime":1593.75,"body":"Every single episode, I've been"},{"speaker":"Donald Kelly","startTime":1591.74,"endTime":1593.75,"body":"able to go back and check out"},{"speaker":"Donald Kelly","startTime":1593.75,"endTime":1596.75,"body":"the pod, and it's amazing. So"},{"speaker":"Donald Kelly","startTime":1593.75,"endTime":1596.75,"body":"please, please, please help Matt"},{"speaker":"Donald Kelly","startTime":1596.99,"endTime":1598.94,"body":"and get the word out about it."},{"speaker":"Donald Kelly","startTime":1596.99,"endTime":1598.94,"body":"This is dope."},{"speaker":"Matt Wolach","startTime":1599.66,"endTime":1601.76,"body":"You heard the man,"},{"speaker":"Matt Wolach","startTime":1599.66,"endTime":1601.76,"body":"definitely dope. Thank you so"},{"speaker":"Matt Wolach","startTime":1601.76,"endTime":1604.88,"body":"much, and please share that that"},{"speaker":"Matt Wolach","startTime":1601.76,"endTime":1604.88,"body":"would be really helpful for us,"},{"speaker":"Matt Wolach","startTime":1604.88,"endTime":1608.36,"body":"but also you'll be helping"},{"speaker":"Matt Wolach","startTime":1604.88,"endTime":1608.36,"body":"others share the amazing"},{"speaker":"Matt Wolach","startTime":1608.36,"endTime":1611.33,"body":"knowledge of Donald Kelly, so"},{"speaker":"Matt Wolach","startTime":1608.36,"endTime":1611.33,"body":"Donald, thanks so much for"},{"speaker":"Matt Wolach","startTime":1611.33,"endTime":1612.14,"body":"coming on the show."},{"speaker":"Donald Kelly","startTime":1612.5,"endTime":1613.16,"body":"Thanks for having"},{"speaker":"Donald Kelly","startTime":1612.5,"endTime":1613.16,"body":"me"},{"speaker":"Matt Wolach","startTime":1613.82,"endTime":1615.44,"body":"and everybody out"},{"speaker":"Matt Wolach","startTime":1613.82,"endTime":1615.44,"body":"there. Thank you very much for"},{"speaker":"Matt Wolach","startTime":1615.44,"endTime":1617.33,"body":"being here. We will see you next"},{"speaker":"Matt Wolach","startTime":1615.44,"endTime":1617.33,"body":"time. Take care."}]}