{"version":"1.0.0","segments":[{"speaker":"Galen Low","startTime":27.130000000000003,"endTime":28.330000000000002,"body":"Hey folks,"},{"speaker":"Galen Low","startTime":27.130000000000003,"endTime":28.330000000000002,"body":"thanks for tuning in."},{"speaker":"Galen Low","startTime":28.34,"endTime":30.78,"body":"My name is Galen Low with"},{"speaker":"Galen Low","startTime":28.34,"endTime":30.78,"body":"The Digital Project Manager."},{"speaker":"Galen Low","startTime":30.97,"endTime":33.399,"body":"We are a community of digital"},{"speaker":"Galen Low","startTime":30.97,"endTime":33.399,"body":"professionals on a mission"},{"speaker":"Galen Low","startTime":33.399,"endTime":35.279,"body":"to help each other get"},{"speaker":"Galen Low","startTime":33.399,"endTime":35.279,"body":"skilled, get confident, and"},{"speaker":"Galen Low","startTime":35.279,"endTime":37.75,"body":"get connected so that we can"},{"speaker":"Galen Low","startTime":35.279,"endTime":37.75,"body":"amplify the value of project"},{"speaker":"Galen Low","startTime":37.779,"endTime":39.259,"body":"management in a digital world."},{"speaker":"Galen Low","startTime":39.540000000000006,"endTime":41.46,"body":"If you want to hear more"},{"speaker":"Galen Low","startTime":39.540000000000006,"endTime":41.46,"body":"about that, head on over to"},{"speaker":"Galen Low","startTime":41.46,"endTime":43.38,"body":"thedigitalprojectmanager.com/membership."},{"speaker":"Galen Low","startTime":43.403000000000006,"endTime":45.329,"body":"Alright, today we are"},{"speaker":"Galen Low","startTime":48.91,"endTime":51.84,"body":"getting personal and talking"},{"speaker":"Galen Low","startTime":48.91,"endTime":51.84,"body":"about some toxic elements that"},{"speaker":"Galen Low","startTime":51.84,"endTime":54.549,"body":"have pushed us out of agency"},{"speaker":"Galen Low","startTime":51.84,"endTime":54.549,"body":"life, and what employees"},{"speaker":"Galen Low","startTime":54.549,"endTime":57.71,"body":"and agency leaders can do to"},{"speaker":"Galen Low","startTime":54.549,"endTime":57.71,"body":"help avoid that toxicity and"},{"speaker":"Galen Low","startTime":57.71,"endTime":59.0,"body":"keep their teams together."},{"speaker":"Galen Low","startTime":59.239000000000004,"endTime":60.97,"body":"With me today to share his"},{"speaker":"Galen Low","startTime":59.239000000000004,"endTime":60.97,"body":"own journey through the"},{"speaker":"Galen Low","startTime":60.97,"endTime":64.099,"body":"agency world is Max Traylor,"},{"speaker":"Galen Low","startTime":60.97,"endTime":64.099,"body":"service designer and seasoned"},{"speaker":"Galen Low","startTime":64.119,"endTime":66.739,"body":"agency pro who ultimately"},{"speaker":"Galen Low","startTime":64.119,"endTime":66.739,"body":"left the agency world to focus"},{"speaker":"Galen Low","startTime":66.739,"endTime":69.789,"body":"on his own consultancy for"},{"speaker":"Galen Low","startTime":66.739,"endTime":69.789,"body":"productizing agency services."},{"speaker":"Galen Low","startTime":70.019,"endTime":71.499,"body":"Max, thanks for being"},{"speaker":"Galen Low","startTime":70.019,"endTime":71.499,"body":"here today, man."},{"speaker":"Max Traylor","startTime":71.679,"endTime":72.299,"body":"Greetings."},{"speaker":"Galen Low","startTime":72.58,"endTime":73.259,"body":"Let's dive in."},{"speaker":"Galen Low","startTime":73.259,"endTime":76.47,"body":"I just wanted to get your"},{"speaker":"Galen Low","startTime":73.259,"endTime":76.47,"body":"take on your career in agency"},{"speaker":"Galen Low","startTime":76.47,"endTime":79.11,"body":"life and what brought you"},{"speaker":"Galen Low","startTime":76.47,"endTime":79.11,"body":"in and what ultimately made"},{"speaker":"Galen Low","startTime":79.11,"endTime":81.38,"body":"you make the decision to"},{"speaker":"Galen Low","startTime":79.11,"endTime":81.38,"body":"leave and do your own thing."},{"speaker":"Galen Low","startTime":81.6,"endTime":82.39,"body":"How did it all begin?"},{"speaker":"Galen Low","startTime":82.62,"endTime":84.82,"body":"How did you find your way"},{"speaker":"Galen Low","startTime":82.62,"endTime":84.82,"body":"into agency life and what"},{"speaker":"Galen Low","startTime":84.82,"endTime":87.5,"body":"was it about the agency world"},{"speaker":"Galen Low","startTime":84.82,"endTime":87.5,"body":"that kind of drew you in?"},{"speaker":"Max Traylor","startTime":87.64,"endTime":89.89,"body":"Yeah, when I"},{"speaker":"Max Traylor","startTime":87.64,"endTime":89.89,"body":"was five, I'd walk into my"},{"speaker":"Max Traylor","startTime":89.89,"endTime":91.74,"body":"dad's office, his home office."},{"speaker":"Max Traylor","startTime":91.74,"endTime":93.19,"body":"He worked from home"},{"speaker":"Max Traylor","startTime":91.74,"endTime":93.19,"body":"before it was cool."},{"speaker":"Max Traylor","startTime":93.82000000000001,"endTime":95.05,"body":"So I'd walk into his office."},{"speaker":"Max Traylor","startTime":95.05,"endTime":96.37,"body":"I'd say, Dad, where"},{"speaker":"Max Traylor","startTime":95.05,"endTime":96.37,"body":"do you make the money?"},{"speaker":"Max Traylor","startTime":96.675,"endTime":98.525,"body":"Turns out I thought he"},{"speaker":"Max Traylor","startTime":96.675,"endTime":98.525,"body":"was printing money in the"},{"speaker":"Max Traylor","startTime":98.525,"endTime":100.055,"body":"printer and I was like"},{"speaker":"Max Traylor","startTime":98.525,"endTime":100.055,"body":"looking at the printer."},{"speaker":"Max Traylor","startTime":100.325,"endTime":100.975,"body":"He's oh, yeah."},{"speaker":"Max Traylor","startTime":100.975,"endTime":102.015,"body":"No, you can't do that Max."},{"speaker":"Max Traylor","startTime":102.215,"endTime":102.895,"body":"That's illegal."},{"speaker":"Max Traylor","startTime":102.94500000000001,"endTime":106.105,"body":"But I have a digital scalable"},{"speaker":"Max Traylor","startTime":102.94500000000001,"endTime":106.105,"body":"residual business model"},{"speaker":"Max Traylor","startTime":106.135,"endTime":107.434,"body":"that like that DSR thing."},{"speaker":"Max Traylor","startTime":107.434,"endTime":108.995,"body":"He would always say that I"},{"speaker":"Max Traylor","startTime":107.434,"endTime":108.995,"body":"didn't know what it meant."},{"speaker":"Max Traylor","startTime":108.995,"endTime":109.44500000000001,"body":"I was five."},{"speaker":"Max Traylor","startTime":110.295,"endTime":113.634,"body":"And then he'd say I do something"},{"speaker":"Max Traylor","startTime":110.295,"endTime":113.634,"body":"once and I get paid forever."},{"speaker":"Max Traylor","startTime":113.824,"endTime":117.784,"body":"And he's a residual income, so"},{"speaker":"Max Traylor","startTime":113.824,"endTime":117.784,"body":"that was what I grew up with."},{"speaker":"Max Traylor","startTime":117.874,"endTime":121.684,"body":"And then through college,"},{"speaker":"Max Traylor","startTime":117.874,"endTime":121.684,"body":"I really liked marketing."},{"speaker":"Max Traylor","startTime":121.734,"endTime":126.334,"body":"I liked humorous advertisements,"},{"speaker":"Max Traylor","startTime":121.734,"endTime":126.334,"body":"and I got into acting and"},{"speaker":"Max Traylor","startTime":126.45400000000001,"endTime":127.554,"body":"directing in high school."},{"speaker":"Max Traylor","startTime":127.554,"endTime":130.574,"body":"So the advertisement"},{"speaker":"Max Traylor","startTime":127.554,"endTime":130.574,"body":"was was a cool thing."},{"speaker":"Max Traylor","startTime":130.584,"endTime":134.88400000000001,"body":"I was like, great, I'll start"},{"speaker":"Max Traylor","startTime":130.584,"endTime":134.88400000000001,"body":"a marketing agency and do ads."},{"speaker":"Max Traylor","startTime":134.885,"endTime":137.054,"body":"Then I was introduced"},{"speaker":"Max Traylor","startTime":134.885,"endTime":137.054,"body":"to the concept of"},{"speaker":"Max Traylor","startTime":137.094,"endTime":138.60399999999998,"body":"professional services."},{"speaker":"Max Traylor","startTime":139.00400000000002,"endTime":140.264,"body":"Trading time for dollars."},{"speaker":"Max Traylor","startTime":140.29399999999998,"endTime":143.154,"body":"It was the opposite of what my"},{"speaker":"Max Traylor","startTime":140.29399999999998,"endTime":143.154,"body":"dad had always talked about."},{"speaker":"Max Traylor","startTime":143.874,"endTime":147.56400000000002,"body":"So I'm running an agency"},{"speaker":"Max Traylor","startTime":143.874,"endTime":147.56400000000002,"body":"and I get a call one day"},{"speaker":"Max Traylor","startTime":147.56400000000002,"endTime":149.804,"body":"from a software company and"},{"speaker":"Max Traylor","startTime":147.56400000000002,"endTime":149.804,"body":"they say, Hey, we've got"},{"speaker":"Max Traylor","startTime":149.804,"endTime":152.524,"body":"all these people that are"},{"speaker":"Max Traylor","startTime":149.804,"endTime":152.524,"body":"going to cancel the software."},{"speaker":"Max Traylor","startTime":152.534,"endTime":153.614,"body":"Do you want to talk to them?"},{"speaker":"Max Traylor","startTime":153.764,"endTime":158.104,"body":"And 40 at one time, we couldn't"},{"speaker":"Max Traylor","startTime":153.764,"endTime":158.104,"body":"create content for them."},{"speaker":"Max Traylor","startTime":158.144,"endTime":159.214,"body":"We didn't have the staff."},{"speaker":"Max Traylor","startTime":159.514,"endTime":160.854,"body":"We couldn't fix their websites."},{"speaker":"Max Traylor","startTime":161.074,"endTime":163.374,"body":"They already have the software,"},{"speaker":"Max Traylor","startTime":161.074,"endTime":163.374,"body":"so we can't sell them that."},{"speaker":"Max Traylor","startTime":163.834,"endTime":165.574,"body":"What's the only"},{"speaker":"Max Traylor","startTime":163.834,"endTime":165.574,"body":"thing that we can do?"},{"speaker":"Max Traylor","startTime":165.584,"endTime":169.224,"body":"We can write a plan on how"},{"speaker":"Max Traylor","startTime":165.584,"endTime":169.224,"body":"to use that content and their"},{"speaker":"Max Traylor","startTime":169.224,"endTime":171.694,"body":"people and their software that"},{"speaker":"Max Traylor","startTime":169.224,"endTime":171.694,"body":"they've already invested in to"},{"speaker":"Max Traylor","startTime":171.694,"endTime":173.454,"body":"get the results that they're"},{"speaker":"Max Traylor","startTime":171.694,"endTime":173.454,"body":"not getting, which is the"},{"speaker":"Max Traylor","startTime":173.454,"endTime":174.394,"body":"reason they're going to cancel."},{"speaker":"Max Traylor","startTime":174.934,"endTime":177.844,"body":"All they needed was a plan"},{"speaker":"Max Traylor","startTime":174.934,"endTime":177.844,"body":"and we did it 40 times."},{"speaker":"Max Traylor","startTime":177.844,"endTime":180.464,"body":"And the first time it took"},{"speaker":"Max Traylor","startTime":177.844,"endTime":180.464,"body":"10 hours and then eight"},{"speaker":"Max Traylor","startTime":180.464,"endTime":181.804,"body":"hours and then six hours."},{"speaker":"Max Traylor","startTime":181.804,"endTime":184.604,"body":"And we got it down to a"},{"speaker":"Max Traylor","startTime":181.804,"endTime":184.604,"body":"four hour process, I think."},{"speaker":"Max Traylor","startTime":184.959,"endTime":186.339,"body":"We were charging 2,500 bucks."},{"speaker":"Max Traylor","startTime":186.339,"endTime":186.989,"body":"That was pretty cool."},{"speaker":"Max Traylor","startTime":187.539,"endTime":190.349,"body":"Then we said we're really"},{"speaker":"Max Traylor","startTime":187.539,"endTime":190.349,"body":"specialists in higher education,"},{"speaker":"Max Traylor","startTime":190.519,"endTime":191.579,"body":"which, by the way, I hate now."},{"speaker":"Max Traylor","startTime":191.579,"endTime":193.059,"body":"I'll never work in"},{"speaker":"Max Traylor","startTime":191.579,"endTime":193.059,"body":"higher education again."},{"speaker":"Max Traylor","startTime":193.329,"endTime":195.269,"body":"We had a lot of clients"},{"speaker":"Max Traylor","startTime":193.329,"endTime":195.269,"body":"and in higher education."},{"speaker":"Max Traylor","startTime":195.499,"endTime":200.949,"body":"And so I remember doing control,"},{"speaker":"Max Traylor","startTime":195.499,"endTime":200.949,"body":"find the word client in the"},{"speaker":"Max Traylor","startTime":200.95,"endTime":202.119,"body":"templates that we had created."},{"speaker":"Max Traylor","startTime":202.119,"endTime":204.699,"body":"And I replaced it with"},{"speaker":"Max Traylor","startTime":202.119,"endTime":204.699,"body":"perspective student."},{"speaker":"Max Traylor","startTime":204.7,"endTime":209.859,"body":"And we charged 25,000"},{"speaker":"Max Traylor","startTime":204.7,"endTime":209.859,"body":"multiplied the price by 10."},{"speaker":"Max Traylor","startTime":210.124,"endTime":213.595,"body":"I was like, whoa, positioning"},{"speaker":"Max Traylor","startTime":210.124,"endTime":213.595,"body":"is powerful, focus is powerful."},{"speaker":"Max Traylor","startTime":213.845,"endTime":216.715,"body":"So even though higher education"},{"speaker":"Max Traylor","startTime":213.845,"endTime":216.715,"body":"was the wrong space for me, it"},{"speaker":"Max Traylor","startTime":216.725,"endTime":218.26500000000001,"body":"taught me the value of focus."},{"speaker":"Max Traylor","startTime":218.26500000000001,"endTime":221.185,"body":"90% of the value of focusing"},{"speaker":"Max Traylor","startTime":218.26500000000001,"endTime":221.185,"body":"comes from focus itself."},{"speaker":"Max Traylor","startTime":221.235,"endTime":222.345,"body":"Not choosing the right thing."},{"speaker":"Max Traylor","startTime":222.625,"endTime":223.985,"body":"Probably not going to choose"},{"speaker":"Max Traylor","startTime":222.625,"endTime":223.985,"body":"the right thing first."},{"speaker":"Max Traylor","startTime":224.42,"endTime":226.59,"body":"It's like relationships, first"},{"speaker":"Max Traylor","startTime":224.42,"endTime":226.59,"body":"one, probably ain't gonna work"},{"speaker":"Max Traylor","startTime":226.59,"endTime":228.21,"body":"out for you on the longterm."},{"speaker":"Max Traylor","startTime":228.58,"endTime":231.84,"body":"And then that company said,"},{"speaker":"Max Traylor","startTime":228.58,"endTime":231.84,"body":"Hey, that was remarkable."},{"speaker":"Max Traylor","startTime":231.88,"endTime":235.11,"body":"Can you teach other"},{"speaker":"Max Traylor","startTime":231.88,"endTime":235.11,"body":"agencies how to do that?"},{"speaker":"Max Traylor","startTime":235.11,"endTime":236.94,"body":"And my business partner"},{"speaker":"Max Traylor","startTime":235.11,"endTime":236.94,"body":"was like, Oh, yeah, we'll"},{"speaker":"Max Traylor","startTime":236.94,"endTime":238.19,"body":"just license it to them."},{"speaker":"Max Traylor","startTime":238.58,"endTime":241.94,"body":"And every time they get"},{"speaker":"Max Traylor","startTime":238.58,"endTime":241.94,"body":"paid 25 grand by their"},{"speaker":"Max Traylor","startTime":241.94,"endTime":243.13,"body":"client, we'll take five."},{"speaker":"Max Traylor","startTime":243.61,"endTime":247.75,"body":"And it was PayPal that we"},{"speaker":"Max Traylor","startTime":243.61,"endTime":247.75,"body":"were getting the commissions"},{"speaker":"Max Traylor","startTime":247.76,"endTime":251.06,"body":"from for these people that"},{"speaker":"Max Traylor","startTime":247.76,"endTime":251.06,"body":"we had licensed this process."},{"speaker":"Max Traylor","startTime":251.42,"endTime":254.91,"body":"And we had this one agency in"},{"speaker":"Max Traylor","startTime":251.42,"endTime":254.91,"body":"Australia that would wake me"},{"speaker":"Max Traylor","startTime":254.91,"endTime":258.05,"body":"up in the middle of the night"},{"speaker":"Max Traylor","startTime":254.91,"endTime":258.05,"body":"because it's like opposite time."},{"speaker":"Max Traylor","startTime":258.28999999999996,"endTime":260.19,"body":"So I put a jingle on my email."},{"speaker":"Max Traylor","startTime":260.19,"endTime":262.63,"body":"I said, any time rule,"},{"speaker":"Max Traylor","startTime":260.19,"endTime":262.63,"body":"anytime I get an email from"},{"speaker":"Max Traylor","startTime":262.63,"endTime":265.46000000000004,"body":"PayPal, it goes to 'ching!'"},{"speaker":"Max Traylor","startTime":262.63,"endTime":265.46000000000004,"body":"and so it'd be like three in"},{"speaker":"Max Traylor","startTime":265.46000000000004,"endTime":267.09000000000003,"body":"the morning and wake me up."},{"speaker":"Max Traylor","startTime":267.69,"endTime":270.72,"body":"And I just I was driving into"},{"speaker":"Max Traylor","startTime":267.69,"endTime":270.72,"body":"the agency one day and I was"},{"speaker":"Max Traylor","startTime":270.73,"endTime":272.16999999999996,"body":"just like, what am I doing?"},{"speaker":"Max Traylor","startTime":272.65999999999997,"endTime":276.98,"body":"Why am I driving into this"},{"speaker":"Max Traylor","startTime":272.65999999999997,"endTime":276.98,"body":"stupid office when I could be"},{"speaker":"Max Traylor","startTime":276.98,"endTime":280.38,"body":"getting more to Chingy booze"},{"speaker":"Max Traylor","startTime":276.98,"endTime":280.38,"body":"from all around the world."},{"speaker":"Max Traylor","startTime":280.38,"endTime":283.51,"body":"So I learned two things"},{"speaker":"Max Traylor","startTime":280.38,"endTime":283.51,"body":"in my professional service"},{"speaker":"Max Traylor","startTime":283.51,"endTime":287.82000000000005,"body":"experience, and that is"},{"speaker":"Max Traylor","startTime":283.51,"endTime":287.82000000000005,"body":"that strategy planning the"},{"speaker":"Max Traylor","startTime":287.82000000000005,"endTime":290.53,"body":"knowledge plays by a completely"},{"speaker":"Max Traylor","startTime":287.82000000000005,"endTime":290.53,"body":"different set of rules."},{"speaker":"Max Traylor","startTime":290.55999999999995,"endTime":291.91999999999996,"body":"People treat you like a big boy."},{"speaker":"Max Traylor","startTime":292.72,"endTime":294.65,"body":"I wanted to be treated"},{"speaker":"Max Traylor","startTime":292.72,"endTime":294.65,"body":"like a big boy instead of a"},{"speaker":"Max Traylor","startTime":294.65,"endTime":297.07000000000005,"body":"marginalized 23 year old vendor."},{"speaker":"Max Traylor","startTime":297.385,"endTime":300.735,"body":"And you can monetize the"},{"speaker":"Max Traylor","startTime":297.385,"endTime":300.735,"body":"intellectual property"},{"speaker":"Max Traylor","startTime":300.735,"endTime":303.505,"body":"itself, you can monetize"},{"speaker":"Max Traylor","startTime":300.735,"endTime":303.505,"body":"the process, you can get"},{"speaker":"Max Traylor","startTime":303.53499999999997,"endTime":304.58500000000004,"body":"actually get paid for that."},{"speaker":"Max Traylor","startTime":304.58500000000004,"endTime":305.525,"body":"You don't have to do the thing."},{"speaker":"Max Traylor","startTime":306.03499999999997,"endTime":309.46500000000003,"body":"So I left and now that's,"},{"speaker":"Max Traylor","startTime":306.03499999999997,"endTime":309.46500000000003,"body":"I said, I will just"},{"speaker":"Max Traylor","startTime":309.605,"endTime":311.375,"body":"productize strategic work."},{"speaker":"Max Traylor","startTime":311.375,"endTime":312.605,"body":"So that's both things, right?"},{"speaker":"Max Traylor","startTime":312.615,"endTime":315.57500000000005,"body":"Productizing is how do you"},{"speaker":"Max Traylor","startTime":312.615,"endTime":315.57500000000005,"body":"monetize the knowledge?"},{"speaker":"Max Traylor","startTime":315.86,"endTime":318.79999999999995,"body":"And then I'm only interested"},{"speaker":"Max Traylor","startTime":315.86,"endTime":318.79999999999995,"body":"in the strategic stuff because"},{"speaker":"Max Traylor","startTime":318.79999999999995,"endTime":320.72,"body":"it plays by a completely"},{"speaker":"Max Traylor","startTime":318.79999999999995,"endTime":320.72,"body":"different set of rules and"},{"speaker":"Max Traylor","startTime":320.72,"endTime":321.62,"body":"people respect you more."},{"speaker":"Max Traylor","startTime":321.9,"endTime":327.49,"body":"That's how my career and my"},{"speaker":"Max Traylor","startTime":321.9,"endTime":327.49,"body":"independent practice came to be."},{"speaker":"Galen Low","startTime":327.63,"endTime":329.90999999999997,"body":"I think that's"},{"speaker":"Galen Low","startTime":327.63,"endTime":329.90999999999997,"body":"fascinating because what I"},{"speaker":"Galen Low","startTime":329.92999999999995,"endTime":332.73,"body":"think I know about you is"},{"speaker":"Galen Low","startTime":329.92999999999995,"endTime":332.73,"body":"that, you've held some pretty"},{"speaker":"Galen Low","startTime":332.97,"endTime":337.69000000000005,"body":"senior leadership roles at"},{"speaker":"Galen Low","startTime":332.97,"endTime":337.69000000000005,"body":"an agency at definitely your"},{"speaker":"Galen Low","startTime":337.69000000000005,"endTime":339.78,"body":"agency and still, you're like..."},{"speaker":"Max Traylor","startTime":339.85,"endTime":340.65,"body":"I mean,"},{"speaker":"Max Traylor","startTime":339.85,"endTime":340.65,"body":"let's be honest."},{"speaker":"Max Traylor","startTime":340.65,"endTime":341.5,"body":"We had 10 people."},{"speaker":"Max Traylor","startTime":341.63,"endTime":343.79999999999995,"body":"We're a little over"},{"speaker":"Max Traylor","startTime":341.63,"endTime":343.79999999999995,"body":"a million in MRR."},{"speaker":"Max Traylor","startTime":343.82000000000005,"endTime":344.91999999999996,"body":"I wouldn't call that senior."},{"speaker":"Max Traylor","startTime":344.95000000000005,"endTime":347.17999999999995,"body":"I'd call that flying by"},{"speaker":"Max Traylor","startTime":344.95000000000005,"endTime":347.17999999999995,"body":"the seat of my pants and"},{"speaker":"Max Traylor","startTime":347.17999999999995,"endTime":348.25,"body":"figuring it out as we go."},{"speaker":"Max Traylor","startTime":348.25,"endTime":349.48,"body":"I'd call it school"},{"speaker":"Max Traylor","startTime":348.25,"endTime":349.48,"body":"of hard knocks."},{"speaker":"Max Traylor","startTime":349.48,"endTime":352.45000000000005,"body":"It is not wearing a suit"},{"speaker":"Max Traylor","startTime":349.48,"endTime":352.45000000000005,"body":"sitting in boardrooms."},{"speaker":"Max Traylor","startTime":352.74,"endTime":354.08000000000004,"body":"So I needed that knowledge."},{"speaker":"Max Traylor","startTime":354.08000000000004,"endTime":355.03999999999996,"body":"I didn't have it."},{"speaker":"Max Traylor","startTime":355.03999999999996,"endTime":358.83000000000004,"body":"And so I spent nine years"},{"speaker":"Max Traylor","startTime":355.03999999999996,"endTime":358.83000000000004,"body":"interviewing those roles"},{"speaker":"Max Traylor","startTime":358.89,"endTime":361.03,"body":"about their opportunities,"},{"speaker":"Max Traylor","startTime":358.89,"endTime":361.03,"body":"their challenges, their"},{"speaker":"Max Traylor","startTime":361.03,"endTime":361.98,"body":"existing initiatives."},{"speaker":"Max Traylor","startTime":362.20000000000005,"endTime":364.78,"body":"My \"Beers with Max\" podcast,"},{"speaker":"Max Traylor","startTime":362.20000000000005,"endTime":364.78,"body":"I wrote books about it."},{"speaker":"Max Traylor","startTime":364.96000000000004,"endTime":369.20000000000005,"body":"So you either have the direct"},{"speaker":"Max Traylor","startTime":364.96000000000004,"endTime":369.20000000000005,"body":"experience in those roles or"},{"speaker":"Max Traylor","startTime":369.20000000000005,"endTime":371.66999999999996,"body":"you're 23 years old and you"},{"speaker":"Max Traylor","startTime":369.20000000000005,"endTime":371.66999999999996,"body":"have no other choice, but to"},{"speaker":"Max Traylor","startTime":371.70000000000005,"endTime":373.76,"body":"spend the next 10 years talking"},{"speaker":"Max Traylor","startTime":371.70000000000005,"endTime":373.76,"body":"to people that do have the"},{"speaker":"Max Traylor","startTime":373.76,"endTime":376.86,"body":"knowledge so that you come in"},{"speaker":"Max Traylor","startTime":373.76,"endTime":376.86,"body":"as the young guy and you can"},{"speaker":"Max Traylor","startTime":376.86,"endTime":378.20000000000005,"body":"say, look, don't listen to me."},{"speaker":"Max Traylor","startTime":378.4,"endTime":380.04999999999995,"body":"I don't know what I'm"},{"speaker":"Max Traylor","startTime":378.4,"endTime":380.04999999999995,"body":"talking about, but I did"},{"speaker":"Max Traylor","startTime":380.04999999999995,"endTime":382.6,"body":"spend the past nine years"},{"speaker":"Max Traylor","startTime":380.04999999999995,"endTime":382.6,"body":"talking to 500 people."},{"speaker":"Max Traylor","startTime":382.87,"endTime":384.52,"body":"And I can tell you that"},{"speaker":"Max Traylor","startTime":382.87,"endTime":384.52,"body":"more than half of those"},{"speaker":"Max Traylor","startTime":384.52,"endTime":386.11,"body":"people have this challenge"},{"speaker":"Max Traylor","startTime":384.52,"endTime":386.11,"body":"and that challenge."},{"speaker":"Max Traylor","startTime":386.44500000000005,"endTime":388.895,"body":"And so I think I can hold"},{"speaker":"Max Traylor","startTime":386.44500000000005,"endTime":388.895,"body":"my own in conversation."},{"speaker":"Max Traylor","startTime":388.895,"endTime":390.365,"body":"I think I understand you."},{"speaker":"Max Traylor","startTime":390.495,"endTime":391.69500000000005,"body":"Those are your only two options."},{"speaker":"Max Traylor","startTime":391.725,"endTime":395.78499999999997,"body":"Be the most curious, dedicated"},{"speaker":"Max Traylor","startTime":391.725,"endTime":395.78499999999997,"body":"to understanding your ideal"},{"speaker":"Max Traylor","startTime":395.78499999999997,"endTime":398.895,"body":"client and collaborating"},{"speaker":"Max Traylor","startTime":395.78499999999997,"endTime":398.895,"body":"with them to create pieces of"},{"speaker":"Max Traylor","startTime":398.895,"endTime":402.355,"body":"content like books and podcasts"},{"speaker":"Max Traylor","startTime":398.895,"endTime":402.355,"body":"that allow you to transfer"},{"speaker":"Max Traylor","startTime":402.355,"endTime":405.275,"body":"that credibility and most"},{"speaker":"Max Traylor","startTime":402.355,"endTime":405.275,"body":"people just aren't doing that."},{"speaker":"Galen Low","startTime":405.485,"endTime":405.995,"body":"I like that."},{"speaker":"Max Traylor","startTime":406.05499999999995,"endTime":407.56500000000005,"body":"Because you"},{"speaker":"Max Traylor","startTime":406.05499999999995,"endTime":407.56500000000005,"body":"asked in our last interview,"},{"speaker":"Max Traylor","startTime":408.105,"endTime":409.08500000000004,"body":"am I being paid for that?"},{"speaker":"Max Traylor","startTime":409.095,"endTime":409.895,"body":"The answer is no."},{"speaker":"Max Traylor","startTime":410.235,"endTime":412.04499999999996,"body":"That is a long term game."},{"speaker":"Max Traylor","startTime":412.245,"endTime":415.345,"body":"That is an investment"},{"speaker":"Max Traylor","startTime":412.245,"endTime":415.345,"body":"in your personal brand."},{"speaker":"Galen Low","startTime":415.44500000000005,"endTime":416.82500000000005,"body":"Yeah, that's what"},{"speaker":"Galen Low","startTime":415.44500000000005,"endTime":416.82500000000005,"body":"I was going to say as like a"},{"speaker":"Galen Low","startTime":416.82500000000005,"endTime":420.135,"body":"long play because even what you"},{"speaker":"Galen Low","startTime":416.82500000000005,"endTime":420.135,"body":"said there, probably broke a"},{"speaker":"Galen Low","startTime":420.135,"endTime":423.78499999999997,"body":"lot of brains in the sense that"},{"speaker":"Galen Low","startTime":420.135,"endTime":423.78499999999997,"body":"I think you see work, right?"},{"speaker":"Galen Low","startTime":423.905,"endTime":426.44500000000005,"body":"I think you see professional"},{"speaker":"Galen Low","startTime":423.905,"endTime":426.44500000000005,"body":"life as two different layers."},{"speaker":"Galen Low","startTime":426.44500000000005,"endTime":428.70500000000004,"body":"There's like the rat"},{"speaker":"Galen Low","startTime":426.44500000000005,"endTime":428.70500000000004,"body":"race that you're told is"},{"speaker":"Galen Low","startTime":428.70500000000004,"endTime":429.865,"body":"how the game is played."},{"speaker":"Galen Low","startTime":429.885,"endTime":432.73,"body":"And then there's this other"},{"speaker":"Galen Low","startTime":429.885,"endTime":432.73,"body":"layer of like you can just"},{"speaker":"Galen Low","startTime":432.74,"endTime":435.63,"body":"change the conversation if you"},{"speaker":"Galen Low","startTime":432.74,"endTime":435.63,"body":"look at it a different way."},{"speaker":"Galen Low","startTime":435.78,"endTime":439.6,"body":"And what I appreciate is that"},{"speaker":"Galen Low","startTime":435.78,"endTime":439.6,"body":"focus to say, okay, I'm young."},{"speaker":"Galen 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mobilize it not"},{"speaker":"Galen Low","startTime":450.84000000000003,"endTime":453.94000000000005,"body":"as my knowledge, but as I've"},{"speaker":"Galen Low","startTime":453.94000000000005,"endTime":456.41999999999996,"body":"talked to these people, I've"},{"speaker":"Galen Low","startTime":453.94000000000005,"endTime":456.41999999999996,"body":"got some credibility here."},{"speaker":"Galen Low","startTime":456.625,"endTime":458.06500000000005,"body":"In a way, it's"},{"speaker":"Galen Low","startTime":456.625,"endTime":458.06500000000005,"body":"like a career hack."},{"speaker":"Galen Low","startTime":458.125,"endTime":460.07500000000005,"body":"I know a lot of people are"},{"speaker":"Galen Low","startTime":458.125,"endTime":460.07500000000005,"body":"doing it these days, right?"},{"speaker":"Galen Low","startTime":460.125,"endTime":463.17499999999995,"body":"Try and have their own podcast"},{"speaker":"Galen Low","startTime":460.125,"endTime":463.17499999999995,"body":"and, are writing on LinkedIn."},{"speaker":"Galen Low","startTime":463.20500000000004,"endTime":465.625,"body":"Ooh, Max's Agency"},{"speaker":"Galen Low","startTime":463.20500000000004,"endTime":465.625,"body":"Survival Guide."},{"speaker":"Max Traylor","startTime":465.625,"endTime":466.885,"body":"Yeah,"},{"speaker":"Max Traylor","startTime":465.625,"endTime":466.885,"body":"Agency Survival Guide."},{"speaker":"Max Traylor","startTime":466.885,"endTime":468.275,"body":"So it's 100 pages."},{"speaker":"Max Traylor","startTime":468.845,"endTime":469.755,"body":"Lots of drawings."},{"speaker":"Max Traylor","startTime":469.79499999999996,"endTime":471.265,"body":"So 10,000 words."},{"speaker":"Max Traylor","startTime":471.485,"endTime":473.985,"body":"And look, I opened to a"},{"speaker":"Max Traylor","startTime":471.485,"endTime":473.985,"body":"random page, there's an"},{"speaker":"Max Traylor","startTime":473.985,"endTime":475.495,"body":"interview with Karl Sakas."},{"speaker":"Galen 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Traylor","startTime":485.505,"endTime":486.31500000000005,"body":"Maybe my mom."},{"speaker":"Max Traylor","startTime":487.28499999999997,"endTime":490.42499999999995,"body":"But in reality, the"},{"speaker":"Max Traylor","startTime":487.28499999999997,"endTime":490.42499999999995,"body":"credibility of me and this"},{"speaker":"Max Traylor","startTime":490.44500000000005,"endTime":493.595,"body":"book is multiplied by 10,"},{"speaker":"Max Traylor","startTime":490.44500000000005,"endTime":493.595,"body":"because there's 10 interviews"},{"speaker":"Max Traylor","startTime":493.595,"endTime":495.885,"body":"with people that are more"},{"speaker":"Max Traylor","startTime":493.595,"endTime":495.885,"body":"credible than me in this book."},{"speaker":"Galen Low","startTime":495.985,"endTime":497.225,"body":"Talk to me"},{"speaker":"Galen Low","startTime":495.985,"endTime":497.225,"body":"about that process."},{"speaker":"Galen 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no"},{"speaker":"Max Traylor","startTime":524.715,"endTime":527.015,"body":"matter what, that's not like"},{"speaker":"Max Traylor","startTime":524.715,"endTime":527.015,"body":"your mother's in trouble."},{"speaker":"Max Traylor","startTime":527.32,"endTime":529.61,"body":"And so the answer was, would"},{"speaker":"Max Traylor","startTime":527.32,"endTime":529.61,"body":"you like to have a beer?"},{"speaker":"Max Traylor","startTime":529.99,"endTime":532.39,"body":"If that was the subject"},{"speaker":"Max Traylor","startTime":529.99,"endTime":532.39,"body":"line, like if anyone's"},{"speaker":"Max Traylor","startTime":532.39,"endTime":535.24,"body":"trying to get in contact with"},{"speaker":"Max Traylor","startTime":532.39,"endTime":535.24,"body":"me, that's how you do it."},{"speaker":"Max Traylor","startTime":535.24,"endTime":535.9499999999999,"body":"Would you like to have a beer?"},{"speaker":"Max Traylor","startTime":535.9499999999999,"endTime":537.23,"body":"I would open 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than me."},{"speaker":"Max Traylor","startTime":561.425,"endTime":563.885,"body":"But, all along the way, my"},{"speaker":"Max Traylor","startTime":561.425,"endTime":563.885,"body":"grandfather had always said,"},{"speaker":"Max Traylor","startTime":563.895,"endTime":564.775,"body":"you got to write this down."},{"speaker":"Max Traylor","startTime":564.8349999999999,"endTime":566.685,"body":"That's the power is people"},{"speaker":"Max Traylor","startTime":564.8349999999999,"endTime":566.685,"body":"that can read and write."},{"speaker":"Max Traylor","startTime":566.925,"endTime":569.9,"body":"And so I promised him before"},{"speaker":"Max Traylor","startTime":566.925,"endTime":569.9,"body":"he died, I'd write a book."},{"speaker":"Max Traylor","startTime":570.3,"endTime":572.43,"body":"So where did all that"},{"speaker":"Max Traylor","startTime":570.3,"endTime":572.43,"body":"material come from?"},{"speaker":"Max Traylor","startTime":572.43,"endTime":573.0899999999999,"body":"I'm not a writer."},{"speaker":"Max Traylor","startTime":573.12,"endTime":573.85,"body":"I don't like writing."},{"speaker":"Max Traylor","startTime":574.0799999999999,"endTime":574.6999999999999,"body":"I was like, shit."},{"speaker":"Max Traylor","startTime":575.0,"endTime":576.9399999999999,"body":"So I just looked at all the"},{"speaker":"Max Traylor","startTime":575.0,"endTime":576.9399999999999,"body":"interviews and I was like"},{"speaker":"Max Traylor","startTime":576.9399999999999,"endTime":579.85,"body":"I got all these transcripts"},{"speaker":"Max Traylor","startTime":576.9399999999999,"endTime":579.85,"body":"here and I good at talking."},{"speaker":"Max Traylor","startTime":581.98,"endTime":584.97,"body":"So I just sort of, I looked"},{"speaker":"Max Traylor","startTime":581.98,"endTime":584.97,"body":"at like my LinkedIn posts and"},{"speaker":"Max Traylor","startTime":584.97,"endTime":587.65,"body":"all the episodes and I picked"},{"speaker":"Max Traylor","startTime":584.97,"endTime":587.65,"body":"out the most interesting"},{"speaker":"Max Traylor","startTime":587.65,"endTime":589.97,"body":"topics, like the ones that"},{"speaker":"Max Traylor","startTime":587.65,"endTime":589.97,"body":"were most liked or whatever."},{"speaker":"Max Traylor","startTime":590.305,"endTime":592.425,"body":"And I just put"},{"speaker":"Max Traylor","startTime":590.305,"endTime":592.425,"body":"them into the book."},{"speaker":"Galen Low","startTime":592.675,"endTime":593.1949999999999,"body":"That's awesome."},{"speaker":"Galen Low","startTime":593.485,"endTime":596.7049999999999,"body":"I want to circle back actually"},{"speaker":"Galen Low","startTime":593.485,"endTime":596.7049999999999,"body":"in a moment, but I like that"},{"speaker":"Galen Low","startTime":596.7149999999999,"endTime":601.355,"body":"sort of idea that it's started"},{"speaker":"Galen Low","startTime":596.7149999999999,"endTime":601.355,"body":"with young Max trying to figure"},{"speaker":"Galen Low","startTime":601.355,"endTime":604.245,"body":"out how to get knowledge, ended"},{"speaker":"Galen Low","startTime":601.355,"endTime":604.245,"body":"up with you creating a book and"},{"speaker":"Galen Low","startTime":604.255,"endTime":606.975,"body":"having interviewed some, very"},{"speaker":"Galen Low","startTime":604.255,"endTime":606.975,"body":"interesting, incredible people."},{"speaker":"Galen Low","startTime":607.24,"endTime":609.0799999999999,"body":"And then having"},{"speaker":"Galen Low","startTime":607.24,"endTime":609.0799999999999,"body":"this asset, right?"},{"speaker":"Galen Low","startTime":609.0899999999999,"endTime":612.17,"body":"Creating this like content"},{"speaker":"Galen Low","startTime":609.0899999999999,"endTime":612.17,"body":"asset that is fundamentally"},{"speaker":"Galen Low","startTime":612.17,"endTime":612.98,"body":"a product, right?"},{"speaker":"Galen Low","startTime":613.17,"endTime":615.52,"body":"That you are sharing with the"},{"speaker":"Galen Low","startTime":613.17,"endTime":615.52,"body":"world to add value to the world."},{"speaker":"Galen Low","startTime":615.54,"endTime":617.91,"body":"And yes, also because you"},{"speaker":"Galen Low","startTime":615.54,"endTime":617.91,"body":"get to create one thing"},{"speaker":"Galen Low","startTime":617.91,"endTime":618.64,"body":"and get paid forever."},{"speaker":"Max Traylor","startTime":618.81,"endTime":619.12,"body":"Yeah."},{"speaker":"Max Traylor","startTime":619.12,"endTime":622.12,"body":"And by the way, credibility"},{"speaker":"Max Traylor","startTime":619.12,"endTime":622.12,"body":"wise, everyone should"},{"speaker":"Max Traylor","startTime":622.12,"endTime":622.7099999999999,"body":"just write a book."},{"speaker":"Max Traylor","startTime":622.73,"endTime":623.49,"body":"It's a cheat code."},{"speaker":"Galen Low","startTime":624.66,"endTime":626.79,"body":"I noticed that about"},{"speaker":"Galen 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Traylor","startTime":633.6999999999999,"endTime":636.26,"body":"that person must be smart."},{"speaker":"Galen Low","startTime":636.4,"endTime":636.52,"body":"Right."},{"speaker":"Galen Low","startTime":636.66,"endTime":638.36,"body":"There you go everyone."},{"speaker":"Galen Low","startTime":638.6,"endTime":640.1,"body":"Everyone go out there"},{"speaker":"Galen Low","startTime":638.6,"endTime":640.1,"body":"and write a book."},{"speaker":"Max Traylor","startTime":640.13,"endTime":641.39,"body":"Didn't"},{"speaker":"Max Traylor","startTime":640.13,"endTime":641.39,"body":"even open the book."},{"speaker":"Max Traylor","startTime":641.5,"endTime":642.88,"body":"No idea what's in there."},{"speaker":"Max Traylor","startTime":642.9,"endTime":645.63,"body":"You just make an automatic"},{"speaker":"Max Traylor","startTime":642.9,"endTime":645.63,"body":"judgment that because they"},{"speaker":"Max Traylor","startTime":645.63,"endTime":649.81,"body":"put paper in between two"},{"speaker":"Max Traylor","startTime":645.63,"endTime":649.81,"body":"thicker pieces of paper,"},{"speaker":"Max Traylor","startTime":650.3249999999999,"endTime":651.555,"body":"that person is smarter."},{"speaker":"Galen Low","startTime":652.005,"endTime":652.375,"body":"It's true."},{"speaker":"Galen Low","startTime":652.395,"endTime":655.725,"body":"There is definitely this sort"},{"speaker":"Galen Low","startTime":652.395,"endTime":655.725,"body":"of ethos of an author in the"},{"speaker":"Galen Low","startTime":655.725,"endTime":656.7049999999999,"body":"professional world, for sure."},{"speaker":"Max Traylor","startTime":656.7049999999999,"endTime":656.765,"body":"Yeah."},{"speaker":"Max Traylor","startTime":656.765,"endTime":659.765,"body":"And by the way, if the book is"},{"speaker":"Max Traylor","startTime":656.765,"endTime":659.765,"body":"expensive, like 30 or 40 bucks,"},{"speaker":"Max Traylor","startTime":659.795,"endTime":661.015,"body":"people assume that it's better."},{"speaker":"Galen Low","startTime":661.115,"endTime":661.675,"body":"There you go."},{"speaker":"Galen Low","startTime":663.3249999999999,"endTime":665.605,"body":"Can I ask, cause I'm curious,"},{"speaker":"Galen Low","startTime":663.3249999999999,"endTime":665.605,"body":"what did your dad do?"},{"speaker":"Max Traylor","startTime":665.7149999999999,"endTime":667.225,"body":"He helped"},{"speaker":"Max Traylor","startTime":665.7149999999999,"endTime":667.225,"body":"companies comply with"},{"speaker":"Max Traylor","startTime":667.235,"endTime":668.365,"body":"the do not call laws."},{"speaker":"Max Traylor","startTime":668.495,"endTime":672.745,"body":"And he wrote more articles"},{"speaker":"Max Traylor","startTime":668.495,"endTime":672.745,"body":"about the do not call laws than"},{"speaker":"Max Traylor","startTime":672.745,"endTime":675.995,"body":"anybody than it is more and"},{"speaker":"Max Traylor","startTime":672.745,"endTime":675.995,"body":"dressed up like Superman and"},{"speaker":"Max Traylor","startTime":676.005,"endTime":678.6949999999999,"body":"did a bunch of YouTube videos"},{"speaker":"Max Traylor","startTime":676.005,"endTime":678.6949999999999,"body":"about the do not call laws."},{"speaker":"Max Traylor","startTime":679.515,"endTime":681.6999999999999,"body":"By the time I was done with"},{"speaker":"Max Traylor","startTime":679.515,"endTime":681.6999999999999,"body":"him, he would just listen"},{"speaker":"Max Traylor","startTime":681.6999999999999,"endTime":682.61,"body":"to everything I would say."},{"speaker":"Max Traylor","startTime":682.61,"endTime":684.12,"body":"And he's man, he's like super."},{"speaker":"Max Traylor","startTime":684.4399999999999,"endTime":686.8299999999999,"body":"So for like months, he was just"},{"speaker":"Max Traylor","startTime":684.4399999999999,"endTime":686.8299999999999,"body":"writing and creating videos."},{"speaker":"Max Traylor","startTime":687.06,"endTime":690.42,"body":"And so he took over, like he"},{"speaker":"Max Traylor","startTime":687.06,"endTime":690.42,"body":"was like one or ranked one"},{"speaker":"Max Traylor","startTime":690.42,"endTime":693.78,"body":"or two on these, on the key"},{"speaker":"Max Traylor","startTime":690.42,"endTime":693.78,"body":"searches, he ended up taking"},{"speaker":"Max Traylor","startTime":693.78,"endTime":695.4499999999999,"body":"over like the first two pages."},{"speaker":"Galen Low","startTime":695.775,"endTime":696.135,"body":"Wow."},{"speaker":"Galen Low","startTime":696.165,"endTime":696.425,"body":"Okay."},{"speaker":"Galen Low","startTime":696.425,"endTime":697.375,"body":"With all of his content."},{"speaker":"Max Traylor","startTime":697.4449999999999,"endTime":697.805,"body":"Yeah."},{"speaker":"Max Traylor","startTime":697.975,"endTime":699.765,"body":"So these companies"},{"speaker":"Max Traylor","startTime":697.975,"endTime":699.765,"body":"that were like, Oh, I"},{"speaker":"Max Traylor","startTime":699.765,"endTime":700.655,"body":"don't want to be sued."},{"speaker":"Max Traylor","startTime":701.025,"endTime":702.105,"body":"They would call him."},{"speaker":"Max Traylor","startTime":702.615,"endTime":704.545,"body":"And then he would be like,"},{"speaker":"Max Traylor","startTime":702.615,"endTime":704.545,"body":"yeah, let me introduce you to"},{"speaker":"Max Traylor","startTime":704.545,"endTime":706.935,"body":"the software vendor you need"},{"speaker":"Max Traylor","startTime":704.545,"endTime":706.935,"body":"or the data vendor you need."},{"speaker":"Max Traylor","startTime":706.9449999999999,"endTime":708.355,"body":"And he had deals"},{"speaker":"Max Traylor","startTime":706.9449999999999,"endTime":708.355,"body":"with all of them."},{"speaker":"Max Traylor","startTime":708.905,"endTime":711.5849999999999,"body":"They were like 20 percent"},{"speaker":"Max Traylor","startTime":708.905,"endTime":711.5849999999999,"body":"and perpetuity forever."},{"speaker":"Max Traylor","startTime":712.155,"endTime":713.635,"body":"And so he's still getting"},{"speaker":"Max Traylor","startTime":712.155,"endTime":713.635,"body":"paid for deals that"},{"speaker":"Max Traylor","startTime":713.635,"endTime":714.5749999999999,"body":"he did 15 years ago."},{"speaker":"Galen Low","startTime":714.78,"endTime":715.36,"body":"That's amazing."},{"speaker":"Galen Low","startTime":715.5,"endTime":717.6899999999999,"body":"I started this all with the"},{"speaker":"Galen Low","startTime":715.5,"endTime":717.6899999999999,"body":"kind of I wonder if Max is"},{"speaker":"Galen Low","startTime":717.6899999999999,"endTime":719.75,"body":"going to tell me some stories"},{"speaker":"Galen Low","startTime":717.6899999999999,"endTime":719.75,"body":"about how agency life is"},{"speaker":"Galen Low","startTime":719.75,"endTime":721.37,"body":"like toxic and too much work."},{"speaker":"Galen Low","startTime":721.37,"endTime":722.8399999999999,"body":"But fundamentally, I"},{"speaker":"Galen Low","startTime":721.37,"endTime":722.8399999999999,"body":"think it's different."},{"speaker":"Galen Low","startTime":722.8399999999999,"endTime":725.2099999999999,"body":"I think fundamentally, you"},{"speaker":"Galen Low","startTime":722.8399999999999,"endTime":725.2099999999999,"body":"came in with this understanding"},{"speaker":"Galen Low","startTime":725.22,"endTime":728.36,"body":"that getting paid for one hour"},{"speaker":"Galen Low","startTime":725.22,"endTime":728.36,"body":"of your time, just, you'll"},{"speaker":"Galen Low","startTime":728.36,"endTime":730.8,"body":"hit a limit based on how"},{"speaker":"Galen Low","startTime":728.36,"endTime":730.8,"body":"many hours you have in your"},{"speaker":"Galen Low","startTime":730.8,"endTime":734.48,"body":"life that you want to spend"},{"speaker":"Galen Low","startTime":730.8,"endTime":734.48,"body":"working versus how can we think"},{"speaker":"Galen Low","startTime":734.48,"endTime":737.41,"body":"about this in a different way"},{"speaker":"Galen Low","startTime":734.48,"endTime":737.41,"body":"where it's not just getting"},{"speaker":"Galen Low","startTime":737.41,"endTime":739.01,"body":"paid for an hour of work."},{"speaker":"Galen Low","startTime":739.255,"endTime":741.535,"body":"And it's actually something"},{"speaker":"Galen Low","startTime":739.255,"endTime":741.535,"body":"that can scale up."},{"speaker":"Galen Low","startTime":741.655,"endTime":744.045,"body":"And now you're doing that for"},{"speaker":"Galen Low","startTime":741.655,"endTime":744.045,"body":"agencies, but fundamentally"},{"speaker":"Galen Low","startTime":744.045,"endTime":747.355,"body":"you had to leave agency life"},{"speaker":"Galen Low","startTime":744.045,"endTime":747.355,"body":"to do that because agencies"},{"speaker":"Galen Low","startTime":747.385,"endTime":748.295,"body":"aren't built that way."},{"speaker":"Galen Low","startTime":748.295,"endTime":750.255,"body":"They're built as"},{"speaker":"Galen Low","startTime":748.295,"endTime":750.255,"body":"service for dollars."},{"speaker":"Max Traylor","startTime":750.305,"endTime":750.9649999999999,"body":"Some are."},{"speaker":"Galen Low","startTime":751.145,"endTime":751.845,"body":"Talk"},{"speaker":"Galen Low","startTime":751.145,"endTime":751.845,"body":"to me about that."},{"speaker":"Galen Low","startTime":751.845,"endTime":752.155,"body":"Yeah."},{"speaker":"Galen Low","startTime":752.245,"endTime":752.635,"body":"Tell me more."},{"speaker":"Galen Low","startTime":752.645,"endTime":753.005,"body":"Tell me more."},{"speaker":"Max Traylor","startTime":753.275,"endTime":757.295,"body":"I'd say most"},{"speaker":"Max Traylor","startTime":753.275,"endTime":757.295,"body":"agencies over the past 10 years"},{"speaker":"Max Traylor","startTime":757.295,"endTime":760.91,"body":"were really just copy houses,"},{"speaker":"Max Traylor","startTime":757.295,"endTime":760.91,"body":"they just wrote stuff and they"},{"speaker":"Max Traylor","startTime":760.91,"endTime":762.97,"body":"were constantly price chopped"},{"speaker":"Max Traylor","startTime":760.91,"endTime":762.97,"body":"because the gig networks,"},{"speaker":"Max Traylor","startTime":762.97,"endTime":766.3399999999999,"body":"the upworks and the fibers,"},{"speaker":"Max Traylor","startTime":762.97,"endTime":766.3399999999999,"body":"they were increasing supply."},{"speaker":"Max Traylor","startTime":766.35,"endTime":770.41,"body":"And so price went down and then"},{"speaker":"Max Traylor","startTime":766.35,"endTime":770.41,"body":"now finally AI was like, okay,"},{"speaker":"Max Traylor","startTime":770.41,"endTime":771.62,"body":"we'll drive the cost to zero."},{"speaker":"Max Traylor","startTime":772.11,"endTime":774.23,"body":"And now they're all like,"},{"speaker":"Max Traylor","startTime":772.11,"endTime":774.23,"body":"oh, they've been telling"},{"speaker":"Max Traylor","startTime":774.23,"endTime":776.26,"body":"me to do more strategic"},{"speaker":"Max Traylor","startTime":774.23,"endTime":776.26,"body":"stuff for 10 years."},{"speaker":"Max Traylor","startTime":776.26,"endTime":777.49,"body":"I should have read Max's book."},{"speaker":"Max Traylor","startTime":779.03,"endTime":781.77,"body":"But I have a deep"},{"speaker":"Max Traylor","startTime":779.03,"endTime":781.77,"body":"respect for agencies."},{"speaker":"Max Traylor","startTime":781.77,"endTime":785.1949999999999,"body":"I think if you get the business"},{"speaker":"Max Traylor","startTime":781.77,"endTime":785.1949999999999,"body":"model right and you charge, and"},{"speaker":"Max Traylor","startTime":785.1949999999999,"endTime":788.245,"body":"you do strategic work and you"},{"speaker":"Max Traylor","startTime":785.1949999999999,"endTime":788.245,"body":"develop relationships at a high"},{"speaker":"Max Traylor","startTime":788.245,"endTime":792.755,"body":"level and, maintain your price"},{"speaker":"Max Traylor","startTime":788.245,"endTime":792.755,"body":"premium, then I think you can"},{"speaker":"Max Traylor","startTime":792.755,"endTime":794.685,"body":"really be happy in that world."},{"speaker":"Max Traylor","startTime":795.135,"endTime":798.0649999999999,"body":"But I think people that aren't"},{"speaker":"Max Traylor","startTime":795.135,"endTime":798.0649999999999,"body":"at the principal level, I think"},{"speaker":"Max Traylor","startTime":798.0749999999999,"endTime":801.595,"body":"people that work for an agency,"},{"speaker":"Max Traylor","startTime":798.0749999999999,"endTime":801.595,"body":"their problem is that they"},{"speaker":"Max Traylor","startTime":801.595,"endTime":803.035,"body":"make it their entire identity."},{"speaker":"Max Traylor","startTime":803.035,"endTime":804.415,"body":"I work for this agency."},{"speaker":"Max Traylor","startTime":804.415,"endTime":809.555,"body":"No, you have an exclusive"},{"speaker":"Max Traylor","startTime":804.415,"endTime":809.555,"body":"contract with a company that"},{"speaker":"Max Traylor","startTime":809.555,"endTime":810.9,"body":"can let you go at any time."},{"speaker":"Max Traylor","startTime":810.92,"endTime":814.0899999999999,"body":"It behooves you to invest"},{"speaker":"Max Traylor","startTime":810.92,"endTime":814.0899999999999,"body":"in your personal brand, to"},{"speaker":"Max Traylor","startTime":814.0899999999999,"endTime":817.6999999999999,"body":"take on side gigs, to start"},{"speaker":"Max Traylor","startTime":814.0899999999999,"endTime":817.6999999999999,"body":"bringing in deals into that"},{"speaker":"Max Traylor","startTime":817.6999999999999,"endTime":820.64,"body":"company and getting a kickback"},{"speaker":"Max Traylor","startTime":817.6999999999999,"endTime":820.64,"body":"of percentage of revenue."},{"speaker":"Max Traylor","startTime":820.92,"endTime":824.99,"body":"You are on your own and the"},{"speaker":"Max Traylor","startTime":820.92,"endTime":824.99,"body":"comfort you get from that"},{"speaker":"Max Traylor","startTime":824.99,"endTime":826.17,"body":"paycheck is an illusion."},{"speaker":"Max Traylor","startTime":826.99,"endTime":827.65,"body":"That's what I think."},{"speaker":"Galen Low","startTime":827.76,"endTime":829.61,"body":"Honestly, I mean,"},{"speaker":"Galen Low","startTime":827.76,"endTime":829.61,"body":"you're absolutely not wrong."},{"speaker":"Galen Low","startTime":829.81,"endTime":831.4399999999999,"body":"And I think we're seeing"},{"speaker":"Galen Low","startTime":829.81,"endTime":831.4399999999999,"body":"that more and more."},{"speaker":"Galen Low","startTime":831.4399999999999,"endTime":833.6,"body":"And, I don't think in our last"},{"speaker":"Galen Low","startTime":831.4399999999999,"endTime":833.6,"body":"conversation, we were talking"},{"speaker":"Galen Low","startTime":833.6,"endTime":836.53,"body":"about if you're expecting to"},{"speaker":"Galen Low","startTime":833.6,"endTime":836.53,"body":"get a gold pen after, 50 years"},{"speaker":"Galen Low","startTime":836.53,"endTime":839.4499999999999,"body":"of service for one company,"},{"speaker":"Galen Low","startTime":836.53,"endTime":839.4499999999999,"body":"then I mean, you probably"},{"speaker":"Galen Low","startTime":839.4499999999999,"endTime":841.85,"body":"aren't paying much attention"},{"speaker":"Galen Low","startTime":839.4499999999999,"endTime":841.85,"body":"to the world of work right now."},{"speaker":"Max Traylor","startTime":841.9499999999999,"endTime":844.5799999999999,"body":"I mean, in the"},{"speaker":"Max Traylor","startTime":841.9499999999999,"endTime":844.5799999999999,"body":"past, it was actually beneficial"},{"speaker":"Max Traylor","startTime":844.5899999999999,"endTime":846.22,"body":"because you'd keep getting paid."},{"speaker":"Max Traylor","startTime":846.86,"endTime":848.0899999999999,"body":"That doesn't happen anymore."},{"speaker":"Max Traylor","startTime":848.2099999999999,"endTime":851.67,"body":"And now you don't even get"},{"speaker":"Max Traylor","startTime":848.2099999999999,"endTime":851.67,"body":"now the economy is so weird."},{"speaker":"Max Traylor","startTime":851.8299999999999,"endTime":853.24,"body":"Your 401k could disappear."},{"speaker":"Max Traylor","startTime":853.52,"endTime":855.4499999999999,"body":"The entire thing that you"},{"speaker":"Max Traylor","startTime":853.52,"endTime":855.4499999999999,"body":"worked for, the entire reason"},{"speaker":"Max Traylor","startTime":855.4499999999999,"endTime":858.02,"body":"you were at that company,"},{"speaker":"Max Traylor","startTime":855.4499999999999,"endTime":858.02,"body":"not even continuing to get"},{"speaker":"Max Traylor","startTime":858.12,"endTime":861.25,"body":"paid, just like the money"},{"speaker":"Max Traylor","startTime":858.12,"endTime":861.25,"body":"that was there, poof, gone."},{"speaker":"Max Traylor","startTime":861.54,"endTime":865.91,"body":"So, that was the system that"},{"speaker":"Max Traylor","startTime":861.54,"endTime":865.91,"body":"kept people working at a company"},{"speaker":"Max Traylor","startTime":865.91,"endTime":867.89,"body":"for 15 years, or for 50 years."},{"speaker":"Max Traylor","startTime":868.305,"endTime":870.605,"body":"And it was their entire"},{"speaker":"Max Traylor","startTime":868.305,"endTime":870.605,"body":"identity, and they were making"},{"speaker":"Max Traylor","startTime":870.605,"endTime":872.795,"body":"a sacrifice for the gold"},{"speaker":"Max Traylor","startTime":870.605,"endTime":872.795,"body":"at the end of the rainbow."},{"speaker":"Max Traylor","startTime":873.175,"endTime":874.395,"body":"T's not raining."},{"speaker":"Max Traylor","startTime":874.405,"endTime":875.0749999999999,"body":"There's no rainbow."},{"speaker":"Galen Low","startTime":875.155,"endTime":875.4649999999999,"body":"Yeah."},{"speaker":"Galen Low","startTime":876.045,"endTime":877.265,"body":"Now it's just a"},{"speaker":"Galen Low","startTime":876.045,"endTime":877.265,"body":"carrot dangle, right?"},{"speaker":"Galen Low","startTime":877.265,"endTime":877.985,"body":"It's yes."},{"speaker":"Max Traylor","startTime":877.995,"endTime":879.645,"body":"It's a carrot,"},{"speaker":"Max Traylor","startTime":877.995,"endTime":879.645,"body":"and people are like,"},{"speaker":"Max Traylor","startTime":879.765,"endTime":880.4879999999999,"body":"I've seen this before."},{"speaker":"Galen Low","startTime":880.6179999999999,"endTime":881.8349999999999,"body":"Promise we"},{"speaker":"Galen Low","startTime":880.6179999999999,"endTime":881.8349999999999,"body":"won't let you go right"},{"speaker":"Galen Low","startTime":881.8349999999999,"endTime":885.045,"body":"before your retirement"},{"speaker":"Galen Low","startTime":881.8349999999999,"endTime":885.045,"body":"thing matures, and yet."},{"speaker":"Max Traylor","startTime":885.0649999999999,"endTime":886.505,"body":"I've"},{"speaker":"Max Traylor","startTime":885.0649999999999,"endTime":886.505,"body":"seen this play out."},{"speaker":"Max Traylor","startTime":886.795,"endTime":889.3149999999999,"body":"So yeah, if you're working"},{"speaker":"Max Traylor","startTime":886.795,"endTime":889.3149999999999,"body":"at an agency, you should be"},{"speaker":"Max Traylor","startTime":889.3149999999999,"endTime":890.645,"body":"applying to other agencies."},{"speaker":"Galen Low","startTime":890.765,"endTime":891.405,"body":"That's"},{"speaker":"Galen Low","startTime":890.765,"endTime":891.405,"body":"really interesting."},{"speaker":"Max Traylor","startTime":891.625,"endTime":893.275,"body":"And the second you"},{"speaker":"Max Traylor","startTime":891.625,"endTime":893.275,"body":"get that next job, you should"},{"speaker":"Max Traylor","startTime":893.285,"endTime":894.985,"body":"be applying to other agencies."},{"speaker":"Max Traylor","startTime":895.365,"endTime":897.235,"body":"You are an independent"},{"speaker":"Max Traylor","startTime":895.365,"endTime":897.235,"body":"consultant because you"},{"speaker":"Max Traylor","startTime":897.235,"endTime":898.615,"body":"are the only person"},{"speaker":"Max Traylor","startTime":897.235,"endTime":898.615,"body":"that cares about you."},{"speaker":"Max Traylor","startTime":898.875,"endTime":899.555,"body":"I guarantee it."},{"speaker":"Max Traylor","startTime":899.745,"endTime":902.405,"body":"You and your family, your"},{"speaker":"Max Traylor","startTime":899.745,"endTime":902.405,"body":"employer doesn't care about you."},{"speaker":"Max Traylor","startTime":902.745,"endTime":904.995,"body":"They care about making you happy"},{"speaker":"Max Traylor","startTime":902.745,"endTime":904.995,"body":"so you don't unexpectedly leave."},{"speaker":"Max Traylor","startTime":905.005,"endTime":906.305,"body":"That is the extent"},{"speaker":"Max Traylor","startTime":905.005,"endTime":906.305,"body":"of their care."},{"speaker":"Max Traylor","startTime":906.935,"endTime":912.3149999999999,"body":"So you have to be on the"},{"speaker":"Max Traylor","startTime":906.935,"endTime":912.3149999999999,"body":"lookout for another organization"},{"speaker":"Max Traylor","startTime":912.3149999999999,"endTime":912.985,"body":"that could pay you more."},{"speaker":"Max Traylor","startTime":912.985,"endTime":913.985,"body":"I don't know why you"},{"speaker":"Max Traylor","startTime":912.985,"endTime":913.985,"body":"wouldn't do that."},{"speaker":"Max Traylor","startTime":914.3199999999999,"endTime":917.73,"body":"And now all of a sudden"},{"speaker":"Max Traylor","startTime":914.3199999999999,"endTime":917.73,"body":"you're behaving as like an"},{"speaker":"Max Traylor","startTime":917.73,"endTime":920.64,"body":"independent, as a consultant,"},{"speaker":"Max Traylor","startTime":917.73,"endTime":920.64,"body":"somebody that takes their"},{"speaker":"Max Traylor","startTime":920.64,"endTime":922.3399999999999,"body":"pipeline into their own hands."},{"speaker":"Max Traylor","startTime":922.85,"endTime":925.77,"body":"Your business model is you work"},{"speaker":"Max Traylor","startTime":922.85,"endTime":925.77,"body":"with one client at a time and"},{"speaker":"Max Traylor","startTime":925.91,"endTime":927.1999999999999,"body":"you change every two years."},{"speaker":"Max Traylor","startTime":927.4,"endTime":927.9499999999999,"body":"That's fine."},{"speaker":"Max Traylor","startTime":928.2099999999999,"endTime":929.9599999999999,"body":"That's a personal choice, but..."},{"speaker":"Galen Low","startTime":930.04,"endTime":931.16,"body":"But they"},{"speaker":"Galen Low","startTime":930.04,"endTime":931.16,"body":"are not your identity."},{"speaker":"Max Traylor","startTime":931.16,"endTime":932.67,"body":"Yeah, the"},{"speaker":"Max Traylor","startTime":931.16,"endTime":932.67,"body":"identity is no longer like"},{"speaker":"Max Traylor","startTime":932.67,"endTime":933.4399999999999,"body":"I work for this company."},{"speaker":"Max Traylor","startTime":933.4399999999999,"endTime":935.53,"body":"The identity is this"},{"speaker":"Max Traylor","startTime":933.4399999999999,"endTime":935.53,"body":"is the value I bring."},{"speaker":"Max Traylor","startTime":935.86,"endTime":938.72,"body":"And I will bring it to the"},{"speaker":"Max Traylor","startTime":935.86,"endTime":938.72,"body":"company that either values me"},{"speaker":"Max Traylor","startTime":938.72,"endTime":940.26,"body":"the most or pays me the most."},{"speaker":"Max Traylor","startTime":940.26,"endTime":941.7099999999999,"body":"And generally, they're"},{"speaker":"Max Traylor","startTime":940.26,"endTime":941.7099999999999,"body":"one and the same."},{"speaker":"Galen 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build new relationships."},{"speaker":"Max Traylor","startTime":984.51,"endTime":986.4,"body":"We're all in sales."},{"speaker":"Max Traylor","startTime":986.64,"endTime":988.79,"body":"Just like we were"},{"speaker":"Max Traylor","startTime":986.64,"endTime":988.79,"body":"talking about before."},{"speaker":"Max Traylor","startTime":988.9399999999999,"endTime":990.8299999999999,"body":"And more specifically,"},{"speaker":"Max Traylor","startTime":988.9399999999999,"endTime":990.8299999999999,"body":"business development."},{"speaker":"Max Traylor","startTime":991.14,"endTime":992.9599999999999,"body":"Not even the closing sexy part."},{"speaker":"Max Traylor","startTime":992.99,"endTime":994.8399999999999,"body":"Like the grind."},{"speaker":"Max Traylor","startTime":995.0699999999999,"endTime":996.85,"body":"I don't know this"},{"speaker":"Max Traylor","startTime":995.0699999999999,"endTime":996.85,"body":"person, but I'm gonna"},{"speaker":"Max Traylor","startTime":996.86,"endTime":997.91,"body":"get on a call with them."},{"speaker":"Max Traylor","startTime":997.91,"endTime":999.8,"body":"I'm gonna listen to them"},{"speaker":"Max Traylor","startTime":997.91,"endTime":999.8,"body":"because I know that I need"},{"speaker":"Max Traylor","startTime":999.8,"endTime":1000.91,"body":"to develop relationships."},{"speaker":"Max Traylor","startTime":1000.91,"endTime":1002.53,"body":"That is a core life skill."},{"speaker":"Max Traylor","startTime":1003.0,"endTime":1005.29,"body":"And yeah the, they don't care"},{"speaker":"Max Traylor","startTime":1003.0,"endTime":1005.29,"body":"about you saying, I mean, you"},{"speaker":"Max Traylor","startTime":1005.29,"endTime":1006.68,"body":"got a lot, a lot of nice people."},{"speaker":"Max Traylor","startTime":1006.68,"endTime":1008.92,"body":"And the reason I was, I think"},{"speaker":"Max Traylor","startTime":1006.68,"endTime":1008.92,"body":"originally attracted to the"},{"speaker":"Max Traylor","startTime":1008.92,"endTime":1011.8199999999999,"body":"agency space or stayed in"},{"speaker":"Max Traylor","startTime":1008.92,"endTime":1011.8199999999999,"body":"it for as long as I did is"},{"speaker":"Max Traylor","startTime":1011.8199999999999,"endTime":1013.8299999999999,"body":"the quality of the people,"},{"speaker":"Max Traylor","startTime":1011.8199999999999,"endTime":1013.8299999999999,"body":"like probably the nicest"},{"speaker":"Max Traylor","startTime":1013.8399999999999,"endTime":1015.1999999999999,"body":"business owners out there."},{"speaker":"Max Traylor","startTime":1015.54,"endTime":1018.0,"body":"But go ahead, ask the person"},{"speaker":"Max Traylor","startTime":1015.54,"endTime":1018.0,"body":"that pays you, Hey, would"},{"speaker":"Max Traylor","startTime":1018.0,"endTime":1020.79,"body":"you go into personal debt to"},{"speaker":"Max Traylor","startTime":1018.0,"endTime":1020.79,"body":"keep me out of personal debt?"},{"speaker":"Max 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Traylor","startTime":1030.785,"endTime":1032.805,"body":"you go into personal debt to"},{"speaker":"Max Traylor","startTime":1032.805,"endTime":1034.405,"body":"keep me out of personal debt?"},{"speaker":"Max Traylor","startTime":1034.415,"endTime":1036.835,"body":"She'll go, what do you think"},{"speaker":"Max Traylor","startTime":1034.415,"endTime":1036.835,"body":"I've been doing for 35 years?"},{"speaker":"Max Traylor","startTime":1037.385,"endTime":1040.265,"body":"Like wake up and realize"},{"speaker":"Max Traylor","startTime":1037.385,"endTime":1040.265,"body":"there's nobody like you got"},{"speaker":"Max Traylor","startTime":1040.265,"endTime":1041.045,"body":"to take care of yourself."},{"speaker":"Galen Low","startTime":1041.2350000000001,"endTime":1043.305,"body":"It's sobering,"},{"speaker":"Galen Low","startTime":1041.2350000000001,"endTime":1043.305,"body":"but it's a really interesting"},{"speaker":"Galen Low","startTime":1043.395,"endTime":1044.895,"body":"freeing perspective in a way."},{"speaker":"Max Traylor","startTime":1044.925,"endTime":1047.2549999999999,"body":"Yeah, we're"},{"speaker":"Max Traylor","startTime":1044.925,"endTime":1047.2549999999999,"body":"a family, we're cultured,"},{"speaker":"Max Traylor","startTime":1047.335,"endTime":1048.405,"body":"take care of each other."},{"speaker":"Max Traylor","startTime":1049.655,"endTime":1051.605,"body":"When was the last time you"},{"speaker":"Max Traylor","startTime":1049.655,"endTime":1051.605,"body":"actually took care of somebody?"},{"speaker":"Galen Low","startTime":1051.825,"endTime":1052.415,"body":"It's interesting."},{"speaker":"Galen Low","startTime":1052.625,"endTime":1054.545,"body":"So in fairness, you also"},{"speaker":"Galen Low","startTime":1052.625,"endTime":1054.545,"body":"work with a bunch of"},{"speaker":"Galen Low","startTime":1054.545,"endTime":1055.825,"body":"agencies as your clients."},{"speaker":"Galen 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this"},{"speaker":"Max Traylor","startTime":1088.465,"endTime":1090.7749999999999,"body":"narrative that we're talking"},{"speaker":"Max Traylor","startTime":1090.845,"endTime":1093.325,"body":"about, that you don't work"},{"speaker":"Max Traylor","startTime":1090.845,"endTime":1093.325,"body":"for me, I work for you."},{"speaker":"Max Traylor","startTime":1093.695,"endTime":1095.2649999999999,"body":"As an agency owner,"},{"speaker":"Max Traylor","startTime":1093.695,"endTime":1095.2649999999999,"body":"you work for them."},{"speaker":"Max Traylor","startTime":1095.58,"endTime":1097.37,"body":"What's most beneficial"},{"speaker":"Max Traylor","startTime":1095.58,"endTime":1097.37,"body":"for your employees, their"},{"speaker":"Max Traylor","startTime":1097.37,"endTime":1100.03,"body":"personal brand, their ability"},{"speaker":"Max Traylor","startTime":1097.37,"endTime":1100.03,"body":"to generate relationships."},{"speaker":"Max 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to"},{"speaker":"Max Traylor","startTime":1124.935,"endTime":1128.3799999999999,"body":"grow your personal brand and"},{"speaker":"Max Traylor","startTime":1128.3799999999999,"endTime":1130.08,"body":"to accelerate your career path."},{"speaker":"Max Traylor","startTime":1130.31,"endTime":1132.75,"body":"Let's sit down and talk about"},{"speaker":"Max Traylor","startTime":1130.31,"endTime":1132.75,"body":"your career path that has"},{"speaker":"Max Traylor","startTime":1132.75,"endTime":1136.66,"body":"nothing to do with me and"},{"speaker":"Max Traylor","startTime":1132.75,"endTime":1136.66,"body":"be clear that I'm not trying"},{"speaker":"Max Traylor","startTime":1136.66,"endTime":1137.8,"body":"to keep you here forever."},{"speaker":"Max Traylor","startTime":1137.91,"endTime":1140.27,"body":"This concept of like, how"},{"speaker":"Max Traylor","startTime":1137.91,"endTime":1140.27,"body":"do they retain their people?"},{"speaker":"Max 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plan"},{"speaker":"Max Traylor","startTime":1161.7749999999999,"endTime":1164.805,"body":"for your future, prepare for"},{"speaker":"Max Traylor","startTime":1164.805,"endTime":1168.705,"body":"it and develop the personal"},{"speaker":"Max Traylor","startTime":1164.805,"endTime":1168.705,"body":"brand equity that is required"},{"speaker":"Max Traylor","startTime":1168.715,"endTime":1169.7649999999999,"body":"to take that next step."},{"speaker":"Max Traylor","startTime":1170.125,"endTime":1170.7649999999999,"body":"Be a human."},{"speaker":"Max Traylor","startTime":1171.075,"endTime":1172.855,"body":"You are a consultant to them."},{"speaker":"Galen Low","startTime":1173.375,"endTime":1175.375,"body":"A lot of mileage"},{"speaker":"Galen Low","startTime":1173.375,"endTime":1175.375,"body":"out of the consultant mindset."},{"speaker":"Galen Low","startTime":1176.595,"endTime":1177.475,"body":"What about the flip side?"},{"speaker":"Galen 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of having a"},{"speaker":"Galen Low","startTime":1188.195,"endTime":1192.2649999999999,"body":"personal brand or being in"},{"speaker":"Galen Low","startTime":1192.2649999999999,"endTime":1195.425,"body":"control of their own sort of"},{"speaker":"Galen Low","startTime":1192.2649999999999,"endTime":1195.425,"body":"financial and career security?"},{"speaker":"Max Traylor","startTime":1195.615,"endTime":1198.7749999999999,"body":"Ask for a raise,"},{"speaker":"Max Traylor","startTime":1195.615,"endTime":1198.7749999999999,"body":"like a big one, like double."},{"speaker":"Galen Low","startTime":1199.065,"endTime":1199.455,"body":"No, I'm serious."},{"speaker":"Max Traylor","startTime":1199.485,"endTime":1200.645,"body":"That's the"},{"speaker":"Max Traylor","startTime":1199.485,"endTime":1200.645,"body":"start because the answer"},{"speaker":"Max Traylor","startTime":1200.645,"endTime":1204.105,"body":"will be no, but that is"},{"speaker":"Max 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Traylor","startTime":1213.2549999999999,"endTime":1213.975,"body":"feeling you say that."},{"speaker":"Max Traylor","startTime":1214.165,"endTime":1215.145,"body":"Can we talk about why?"},{"speaker":"Max Traylor","startTime":1215.5149999999999,"endTime":1217.875,"body":"And can we talk about"},{"speaker":"Max Traylor","startTime":1215.5149999999999,"endTime":1217.875,"body":"what I would need to do or"},{"speaker":"Max Traylor","startTime":1217.875,"endTime":1219.745,"body":"what would need to happen"},{"speaker":"Max Traylor","startTime":1217.875,"endTime":1219.745,"body":"at this organization to"},{"speaker":"Max Traylor","startTime":1219.745,"endTime":1221.575,"body":"be able to pay me 200?"},{"speaker":"Max Traylor","startTime":1221.575,"endTime":1223.7549999999999,"body":"Because whatever that plan"},{"speaker":"Max Traylor","startTime":1221.575,"endTime":1223.7549999999999,"body":"is, whatever that path is,"},{"speaker":"Max Traylor","startTime":1223.7749999999999,"endTime":1226.625,"body":"if you can facilitate that"},{"speaker":"Max Traylor","startTime":1223.7749999999999,"endTime":1226.625,"body":"path, that is the next"},{"speaker":"Max Traylor","startTime":1226.625,"endTime":1227.5249999999999,"body":"step in your career path."},{"speaker":"Galen Low","startTime":1227.685,"endTime":1228.245,"body":"I like that."},{"speaker":"Galen Low","startTime":1229.355,"endTime":1231.2649999999999,"body":"I also like the"},{"speaker":"Galen Low","startTime":1229.355,"endTime":1231.2649999999999,"body":"shock value of it."},{"speaker":"Galen Low","startTime":1231.2649999999999,"endTime":1234.925,"body":"Go and ask for"},{"speaker":"Galen Low","startTime":1231.2649999999999,"endTime":1234.925,"body":"double your salary."},{"speaker":"Max Traylor","startTime":1234.925,"endTime":1235.965,"body":"It's"},{"speaker":"Max Traylor","startTime":1234.925,"endTime":1235.965,"body":"something I did, right?"},{"speaker":"Max Traylor","startTime":1235.965,"endTime":1237.805,"body":"Like I was like, Hey, how"},{"speaker":"Max Traylor","startTime":1235.965,"endTime":1237.805,"body":"do I get paid like double"},{"speaker":"Max Traylor","startTime":1237.805,"endTime":1238.675,"body":"what I'm getting paid now?"},{"speaker":"Max Traylor","startTime":1238.695,"endTime":1241.49,"body":"And they're like I guess"},{"speaker":"Max Traylor","startTime":1238.695,"endTime":1241.49,"body":"you take away the entire"},{"speaker":"Max Traylor","startTime":1241.49,"endTime":1243.93,"body":"cost structure of our"},{"speaker":"Max Traylor","startTime":1241.49,"endTime":1243.93,"body":"organization and you"},{"speaker":"Max Traylor","startTime":1243.93,"endTime":1244.96,"body":"charge more for strategy."},{"speaker":"Max Traylor","startTime":1244.96,"endTime":1246.69,"body":"I was like, sweet,"},{"speaker":"Max Traylor","startTime":1244.96,"endTime":1246.69,"body":"I'm going to do that."},{"speaker":"Max Traylor","startTime":1246.72,"endTime":1247.8799999999999,"body":"And I left my agency."},{"speaker":"Max Traylor","startTime":1248.95,"endTime":1251.71,"body":"I was like, Oh, so you mean all"},{"speaker":"Max Traylor","startTime":1248.95,"endTime":1251.71,"body":"these other employees and the"},{"speaker":"Max Traylor","startTime":1251.71,"endTime":1254.28,"body":"rent money that we're paying"},{"speaker":"Max Traylor","startTime":1251.71,"endTime":1254.28,"body":"and all the licenses we got to"},{"speaker":"Max Traylor","startTime":1254.28,"endTime":1255.57,"body":"do, that's actually the problem?"},{"speaker":"Max Traylor","startTime":1255.6,"endTime":1255.79,"body":"Okay."},{"speaker":"Max Traylor","startTime":1255.79,"endTime":1256.82,"body":"So what if I just"},{"speaker":"Max Traylor","startTime":1255.79,"endTime":1256.82,"body":"get rid of that?"},{"speaker":"Max Traylor","startTime":1257.09,"endTime":1258.42,"body":"Cause I'm the one"},{"speaker":"Max Traylor","startTime":1257.09,"endTime":1258.42,"body":"doing the selling."},{"speaker":"Max Traylor","startTime":1258.67,"endTime":1260.24,"body":"I'm the one bringing"},{"speaker":"Max Traylor","startTime":1258.67,"endTime":1260.24,"body":"in the relationships."},{"speaker":"Max Traylor","startTime":1260.75,"endTime":1262.69,"body":"I'm the one"},{"speaker":"Max Traylor","startTime":1260.75,"endTime":1262.69,"body":"coordinating the work."},{"speaker":"Max Traylor","startTime":1262.92,"endTime":1264.86,"body":"I can just coordinate other"},{"speaker":"Max Traylor","startTime":1262.92,"endTime":1264.86,"body":"people to do the work."},{"speaker":"Max Traylor","startTime":1265.22,"endTime":1266.01,"body":"And that's what I did."},{"speaker":"Max Traylor","startTime":1266.28,"endTime":1267.18,"body":"I didn't leave them hanging."},{"speaker":"Max Traylor","startTime":1267.3899999999999,"endTime":1268.86,"body":"I said, I'll still"},{"speaker":"Max Traylor","startTime":1267.3899999999999,"endTime":1268.86,"body":"do the strategy."},{"speaker":"Max Traylor","startTime":1268.86,"endTime":1269.6299999999999,"body":"I'll sell the strategy."},{"speaker":"Max Traylor","startTime":1269.6299999999999,"endTime":1270.51,"body":"I'll do the strategy."},{"speaker":"Max Traylor","startTime":1270.51,"endTime":1271.96,"body":"I'll charge the"},{"speaker":"Max Traylor","startTime":1270.51,"endTime":1271.96,"body":"25 grand for that."},{"speaker":"Max Traylor","startTime":1272.3899999999999,"endTime":1276.28,"body":"Then I'll give you the"},{"speaker":"Max Traylor","startTime":1272.3899999999999,"endTime":1276.28,"body":"account to do the work."},{"speaker":"Max Traylor","startTime":1276.55,"endTime":1278.29,"body":"And I want 10 percent"},{"speaker":"Max Traylor","startTime":1276.55,"endTime":1278.29,"body":"in perpetuity for the"},{"speaker":"Max Traylor","startTime":1278.29,"endTime":1279.09,"body":"remainder of that account."},{"speaker":"Max Traylor","startTime":1279.1,"endTime":1280.48,"body":"And they go, we"},{"speaker":"Max Traylor","startTime":1279.1,"endTime":1280.48,"body":"can't afford 10%."},{"speaker":"Max Traylor","startTime":1280.49,"endTime":1282.93,"body":"I go I know you're charging"},{"speaker":"Max Traylor","startTime":1280.49,"endTime":1282.93,"body":"10 grand a month right now."},{"speaker":"Max Traylor","startTime":1282.93,"endTime":1284.6499999999999,"body":"So, I'm going to sell"},{"speaker":"Max Traylor","startTime":1282.93,"endTime":1284.6499999999999,"body":"it for 12 grand a month."},{"speaker":"Max Traylor","startTime":1286.86,"endTime":1289.53,"body":"And so it's not going to eat"},{"speaker":"Max Traylor","startTime":1286.86,"endTime":1289.53,"body":"into your margins at all."},{"speaker":"Max Traylor","startTime":1289.96,"endTime":1291.1,"body":"And why can I do that?"},{"speaker":"Max Traylor","startTime":1291.1,"endTime":1293.46,"body":"Because the person that has the"},{"speaker":"Max Traylor","startTime":1291.1,"endTime":1293.46,"body":"relationships has the power."},{"speaker":"Max Traylor","startTime":1293.97,"endTime":1295.46,"body":"That's really what I"},{"speaker":"Max Traylor","startTime":1293.97,"endTime":1295.46,"body":"learned from my dad."},{"speaker":"Galen Low","startTime":1295.6299999999999,"endTime":1296.08,"body":"I love that."},{"speaker":"Max Traylor","startTime":1296.25,"endTime":1297.84,"body":"Go build"},{"speaker":"Max Traylor","startTime":1296.25,"endTime":1297.84,"body":"your relationships."},{"speaker":"Galen Low","startTime":1298.05,"endTime":1298.79,"body":"That's incredible."},{"speaker":"Galen Low","startTime":1299.27,"endTime":1300.33,"body":"Maybe a good place to leave it."},{"speaker":"Max Traylor","startTime":1300.54,"endTime":1300.72,"body":"Yeah."},{"speaker":"Max Traylor","startTime":1300.72,"endTime":1302.3899999999999,"body":"And then stick their"},{"speaker":"Max Traylor","startTime":1300.72,"endTime":1302.3899999999999,"body":"faces in a book."},{"speaker":"Galen Low","startTime":1302.99,"endTime":1303.28,"body":"Yeah."},{"speaker":"Galen Low","startTime":1303.28,"endTime":1303.45,"body":"Yeah."},{"speaker":"Galen Low","startTime":1304.715,"endTime":1307.315,"body":"Key takeaways; ask to"},{"speaker":"Galen Low","startTime":1304.715,"endTime":1307.315,"body":"double your salary, write a"},{"speaker":"Galen Low","startTime":1307.315,"endTime":1308.945,"body":"book, build relationships."},{"speaker":"Galen Low","startTime":1309.0049999999999,"endTime":1310.535,"body":"People who own the"},{"speaker":"Galen Low","startTime":1309.0049999999999,"endTime":1310.535,"body":"relationships have the power."},{"speaker":"Max Traylor","startTime":1310.535,"endTime":1312.375,"body":"Don't write a"},{"speaker":"Max Traylor","startTime":1310.535,"endTime":1312.375,"body":"book, have your relationships"},{"speaker":"Max Traylor","startTime":1312.375,"endTime":1313.095,"body":"write the book for you."},{"speaker":"Galen Low","startTime":1314.135,"endTime":1314.585,"body":"Love it."},{"speaker":"Galen Low","startTime":1314.885,"endTime":1315.555,"body":"Genius."},{"speaker":"Galen Low","startTime":1315.845,"endTime":1316.385,"body":"Genius."},{"speaker":"Max Traylor","startTime":1316.455,"endTime":1317.805,"body":"A lot"},{"speaker":"Max Traylor","startTime":1316.455,"endTime":1317.805,"body":"easier for those of you"},{"speaker":"Max Traylor","startTime":1317.805,"endTime":1318.625,"body":"that suck at writing."},{"speaker":"Galen Low","startTime":1319.155,"endTime":1319.395,"body":"Yeah."},{"speaker":"Galen Low","startTime":1319.885,"endTime":1322.235,"body":"Don't go to ChatGPT right"},{"speaker":"Galen Low","startTime":1319.885,"endTime":1322.235,"body":"now and say, please produce"},{"speaker":"Galen Low","startTime":1322.235,"endTime":1323.5,"body":"a book with my name on it."},{"speaker":"Galen Low","startTime":1324.01,"endTime":1324.69,"body":"Talk to people."},{"speaker":"Max Traylor","startTime":1324.73,"endTime":1327.05,"body":"Yeah, and if you"},{"speaker":"Max Traylor","startTime":1324.73,"endTime":1327.05,"body":"even think about a ghostwriter,"},{"speaker":"Max Traylor","startTime":1327.05,"endTime":1329.19,"body":"you haven't been listening to"},{"speaker":"Max Traylor","startTime":1327.05,"endTime":1329.19,"body":"every word I've been saying."},{"speaker":"Galen Low","startTime":1330.61,"endTime":1332.86,"body":"Yeah, there you go."},{"speaker":"Galen Low","startTime":1332.8899999999999,"endTime":1333.34,"body":"Awesome."},{"speaker":"Galen Low","startTime":1333.61,"endTime":1335.8799999999999,"body":"Max, thanks so much for"},{"speaker":"Galen Low","startTime":1333.61,"endTime":1335.8799999999999,"body":"sharing your story, sharing"},{"speaker":"Galen Low","startTime":1335.8799999999999,"endTime":1337.79,"body":"your experiences and just"},{"speaker":"Galen Low","startTime":1335.8799999999999,"endTime":1337.79,"body":"spending time with me today."},{"speaker":"Galen Low","startTime":1337.85,"endTime":1339.18,"body":"This is just,"},{"speaker":"Galen Low","startTime":1337.85,"endTime":1339.18,"body":"yeah, loads of fun."},{"speaker":"Max Traylor","startTime":1339.36,"endTime":1340.27,"body":"I have enjoyed it."},{"speaker":"Max Traylor","startTime":1340.43,"endTime":1340.8899999999999,"body":"I have."},{"speaker":"Galen Low","startTime":1340.97,"endTime":1342.87,"body":"I'll put a link"},{"speaker":"Galen Low","startTime":1340.97,"endTime":1342.87,"body":"in the show notes to the book"},{"speaker":"Galen Low","startTime":1343.04,"endTime":1344.59,"body":"because now I'm gonna read it."},{"speaker":"Galen Low","startTime":1344.79,"endTime":1348.5,"body":"And also let me put a link"},{"speaker":"Galen Low","startTime":1344.79,"endTime":1348.5,"body":"to Beers with Max as well"},{"speaker":"Galen Low","startTime":1348.55,"endTime":1349.26,"body":"because that sounds fun."},{"speaker":"Galen Low","startTime":1349.27,"endTime":1350.6499999999999,"body":"Do you actually drink"},{"speaker":"Galen Low","startTime":1349.27,"endTime":1350.6499999999999,"body":"beer on the podcast?"},{"speaker":"Max Traylor","startTime":1350.83,"endTime":1351.18,"body":"Badoo."},{"speaker":"Max Traylor","startTime":1351.27,"endTime":1351.58,"body":"Amazing."},{"speaker":"Galen Low","startTime":1353.04,"endTime":1354.32,"body":"That"},{"speaker":"Galen Low","startTime":1353.04,"endTime":1354.32,"body":"sounds incredible."},{"speaker":"Max Traylor","startTime":1355.1499999999999,"endTime":1356.54,"body":"But yeah,"},{"speaker":"Max Traylor","startTime":1355.1499999999999,"endTime":1356.54,"body":"LinkedIn is the best for me."},{"speaker":"Max Traylor","startTime":1356.57,"endTime":1359.06,"body":"If you want to see just free"},{"speaker":"Max Traylor","startTime":1356.57,"endTime":1359.06,"body":"copies of my books on my"},{"speaker":"Max Traylor","startTime":1359.06,"endTime":1362.46,"body":"LinkedIn profile, I'm always"},{"speaker":"Max Traylor","startTime":1359.06,"endTime":1362.46,"body":"doing clips from Beers with Max."},{"speaker":"Max Traylor","startTime":1362.81,"endTime":1363.8999999999999,"body":"Opinionated opinions."},{"speaker":"Max Traylor","startTime":1363.91,"endTime":1365.58,"body":"So yeah, just"},{"speaker":"Max Traylor","startTime":1363.91,"endTime":1365.58,"body":"LinkedIn Max Traylor."},{"speaker":"Max Traylor","startTime":1365.78,"endTime":1366.3799999999999,"body":"It'll work out."},{"speaker":"Galen Low","startTime":1366.56,"endTime":1366.92,"body":"Love it."},{"speaker":"Galen Low","startTime":1366.92,"endTime":1367.18,"body":"Love it."},{"speaker":"Galen Low","startTime":1367.575,"endTime":1367.835,"body":"Awesome."},{"speaker":"Galen Low","startTime":1367.855,"endTime":1368.335,"body":"Thanks again."},{"speaker":"Galen Low","startTime":1369.195,"endTime":1370.5249999999999,"body":"Alright folks,"},{"speaker":"Galen Low","startTime":1369.195,"endTime":1370.5249999999999,"body":"there you have it."},{"speaker":"Galen Low","startTime":1370.7749999999999,"endTime":1372.795,"body":"As always, if you'd like to"},{"speaker":"Galen Low","startTime":1370.7749999999999,"endTime":1372.795,"body":"join our conversation with"},{"speaker":"Galen Low","startTime":1372.815,"endTime":1375.2549999999999,"body":"over a thousand like-minded"},{"speaker":"Galen Low","startTime":1372.815,"endTime":1375.2549999999999,"body":"project management champions,"},{"speaker":"Galen Low","startTime":1375.435,"endTime":1376.455,"body":"come join our collective."},{"speaker":"Galen Low","startTime":1376.565,"endTime":1379.965,"body":"Head on over to"},{"speaker":"Galen Low","startTime":1376.565,"endTime":1379.965,"body":"thedigitalprojectmanager.com/membership"},{"speaker":"Galen Low","startTime":1379.985,"endTime":1380.5149999999999,"body":"to learn more."},{"speaker":"Galen Low","startTime":1380.865,"endTime":1382.585,"body":"And if you like what you"},{"speaker":"Galen Low","startTime":1380.865,"endTime":1382.585,"body":"heard today, please subscribe"},{"speaker":"Galen Low","startTime":1382.585,"endTime":1385.155,"body":"and stay in touch on"},{"speaker":"Galen Low","startTime":1382.585,"endTime":1385.155,"body":"thedigitalprojectmanager.com."},{"speaker":"Galen Low","startTime":1385.595,"endTime":1387.245,"body":"Until next time,"},{"speaker":"Galen Low","startTime":1385.595,"endTime":1387.245,"body":"thanks for listening."}]}