{"version":"1.0.0","segments":[{"speaker":"Todd Brown","startTime":0.0,"endTime":3.48,"body":"I think a lot of"},{"speaker":"Todd Brown","startTime":0.0,"endTime":3.48,"body":"people are looking for resources"},{"speaker":"Todd Brown","startTime":3.54,"endTime":7.38,"body":"instead of being resourceful I"},{"speaker":"Todd Brown","startTime":3.54,"endTime":7.38,"body":"can't even fathom that idea of"},{"speaker":"Todd Brown","startTime":7.38,"endTime":10.08,"body":"like, I don't know how to turn"},{"speaker":"Todd Brown","startTime":7.38,"endTime":10.08,"body":"this thing into a PNG. Are you"},{"speaker":"Todd Brown","startTime":10.08,"endTime":10.8,"body":"serious?"},{"speaker":"Dominica Lumazar","startTime":12.57,"endTime":14.61,"body":"Welcome"},{"speaker":"Dominica Lumazar","startTime":12.57,"endTime":14.61,"body":"everyone to another episode of"},{"speaker":"Dominica Lumazar","startTime":14.61,"endTime":18.36,"body":"The Big Picture business podcast"},{"speaker":"Dominica Lumazar","startTime":14.61,"endTime":18.36,"body":"and I am just I'm overwhelmed"},{"speaker":"Dominica Lumazar","startTime":18.36,"endTime":22.26,"body":"with joy to chat with our"},{"speaker":"Dominica Lumazar","startTime":18.36,"endTime":22.26,"body":"amazing guest today. Todd Brown"},{"speaker":"Dominica Lumazar","startTime":22.26,"endTime":24.96,"body":"is here you guys, can you"},{"speaker":"Dominica Lumazar","startTime":22.26,"endTime":24.96,"body":"believe it? Hi, Rory. Hi, Todd."},{"speaker":"Todd Brown","startTime":25.5,"endTime":29.07,"body":"Hey, I am thrilled"},{"speaker":"Todd Brown","startTime":25.5,"endTime":29.07,"body":"to be here. I'm super excited to"},{"speaker":"Todd Brown","startTime":29.07,"endTime":32.16,"body":"be with you guys hanging out"},{"speaker":"Todd Brown","startTime":29.07,"endTime":32.16,"body":"chatting, talking marketing, and"},{"speaker":"Todd Brown","startTime":32.16,"endTime":34.74,"body":"so I'm sure this is gonna be a"},{"speaker":"Todd Brown","startTime":32.16,"endTime":34.74,"body":"blast."},{"speaker":"Dominica Lumazar","startTime":34.92,"endTime":37.14,"body":"We're gonna"},{"speaker":"Dominica Lumazar","startTime":34.92,"endTime":37.14,"body":"have so much fun. His bio is so"},{"speaker":"Dominica Lumazar","startTime":37.14,"endTime":39.33,"body":"wildly impressive. I'm just"},{"speaker":"Dominica Lumazar","startTime":37.14,"endTime":39.33,"body":"gonna read it to you guys,"},{"speaker":"Dominica Lumazar","startTime":39.33,"endTime":42.27,"body":"because I don't want to miss a"},{"speaker":"Dominica Lumazar","startTime":39.33,"endTime":42.27,"body":"thing. You're ready. Here we go."},{"speaker":"Dominica Lumazar","startTime":42.6,"endTime":45.3,"body":"Todd Brown is considered the"},{"speaker":"Dominica Lumazar","startTime":42.6,"endTime":45.3,"body":"number one authority on"},{"speaker":"Dominica Lumazar","startTime":45.3,"endTime":48.96,"body":"engineering profitable customer"},{"speaker":"Dominica Lumazar","startTime":45.3,"endTime":48.96,"body":"acquisition campaigns and the"},{"speaker":"Dominica Lumazar","startTime":48.96,"endTime":52.83,"body":"creator of the renowned e five"},{"speaker":"Dominica Lumazar","startTime":48.96,"endTime":52.83,"body":"method. He is truly one of the"},{"speaker":"Dominica Lumazar","startTime":52.83,"endTime":56.13,"body":"most sought after marketing"},{"speaker":"Dominica Lumazar","startTime":52.83,"endTime":56.13,"body":"experts. Other experts go to"},{"speaker":"Dominica Lumazar","startTime":56.16,"endTime":59.19,"body":"when they need help with their"},{"speaker":"Dominica Lumazar","startTime":56.16,"endTime":59.19,"body":"businesses with clients in over"},{"speaker":"Dominica Lumazar","startTime":59.19,"endTime":64.68,"body":"64 Different countries operating"},{"speaker":"Dominica Lumazar","startTime":59.19,"endTime":64.68,"body":"over 71 different mass and niche"},{"speaker":"Dominica Lumazar","startTime":64.68,"endTime":67.71,"body":"markets. Todd has helped his"},{"speaker":"Dominica Lumazar","startTime":64.68,"endTime":67.71,"body":"students engineer more six and"},{"speaker":"Dominica Lumazar","startTime":67.71,"endTime":71.88,"body":"seven figure marketing campaigns"},{"speaker":"Dominica Lumazar","startTime":67.71,"endTime":71.88,"body":"than any other expert online"},{"speaker":"Dominica Lumazar","startTime":71.88,"endTime":72.42,"body":"today."},{"speaker":"Todd Brown","startTime":73.44,"endTime":76.2,"body":"I am so"},{"speaker":"Todd Brown","startTime":73.44,"endTime":76.2,"body":"uncomfortable with the intro"},{"speaker":"Todd Brown","startTime":76.2,"endTime":81.06,"body":"portion of these kinds of"},{"speaker":"Todd Brown","startTime":76.2,"endTime":81.06,"body":"episodes. It is very day. It's"},{"speaker":"Todd Brown","startTime":81.06,"endTime":84.42,"body":"just like, oh, gosh, it sounds"},{"speaker":"Todd Brown","startTime":81.06,"endTime":84.42,"body":"so much more impressive than"},{"speaker":"Todd Brown","startTime":84.42,"endTime":85.77,"body":"what I really bring to the"},{"speaker":"Todd Brown","startTime":84.42,"endTime":85.77,"body":"table."},{"speaker":"Dominica Lumazar","startTime":85.8,"endTime":87.63,"body":"You're a"},{"speaker":"Dominica Lumazar","startTime":85.8,"endTime":87.63,"body":"humble man. I mean through it"},{"speaker":"Dominica Lumazar","startTime":87.63,"endTime":88.08,"body":"through."},{"speaker":"Rory Carruthers","startTime":88.979,"endTime":90.899,"body":"Here's the"},{"speaker":"Rory Carruthers","startTime":88.979,"endTime":90.899,"body":"thing, you're changing lives,"},{"speaker":"Rory Carruthers","startTime":90.929,"endTime":93.839,"body":"you're changing people's"},{"speaker":"Rory Carruthers","startTime":90.929,"endTime":93.839,"body":"businesses helping them right."},{"speaker":"Rory Carruthers","startTime":93.839,"endTime":96.989,"body":"So at the same time, you have to"},{"speaker":"Rory Carruthers","startTime":93.839,"endTime":96.989,"body":"be able to share anyone who's"},{"speaker":"Rory Carruthers","startTime":97.019,"endTime":99.779,"body":"got some credibility that they"},{"speaker":"Rory Carruthers","startTime":97.019,"endTime":99.779,"body":"need to share. A lot of times"},{"speaker":"Rory Carruthers","startTime":99.779,"endTime":101.909,"body":"they don't want to put it out"},{"speaker":"Rory Carruthers","startTime":99.779,"endTime":101.909,"body":"there at least you're willing to"},{"speaker":"Rory Carruthers","startTime":101.939,"endTime":103.289,"body":"even if it is uncomfortable."},{"speaker":"Todd Brown","startTime":103.41,"endTime":106.35,"body":"Oh, goodness. Well,"},{"speaker":"Todd Brown","startTime":103.41,"endTime":106.35,"body":"yeah, I mean, I think look, it"},{"speaker":"Todd Brown","startTime":106.35,"endTime":109.56,"body":"is humbling that all of us, you"},{"speaker":"Todd Brown","startTime":106.35,"endTime":109.56,"body":"know, the three of us get to"},{"speaker":"Todd Brown","startTime":109.56,"endTime":114.21,"body":"impact lives. We just happen to"},{"speaker":"Todd Brown","startTime":109.56,"endTime":114.21,"body":"do it through marketing and the"},{"speaker":"Todd Brown","startTime":114.21,"endTime":117.96,"body":"entrepreneurial journey. But"},{"speaker":"Todd Brown","startTime":114.21,"endTime":117.96,"body":"what excites me is seeing the"},{"speaker":"Todd Brown","startTime":117.99,"endTime":122.25,"body":"the mom the dad, the family, who"},{"speaker":"Todd Brown","startTime":117.99,"endTime":122.25,"body":"has the time now has the"},{"speaker":"Todd Brown","startTime":122.25,"endTime":125.31,"body":"autonomy, you know, is just able"},{"speaker":"Todd Brown","startTime":122.25,"endTime":125.31,"body":"to do the things or live the"},{"speaker":"Todd Brown","startTime":125.31,"endTime":127.89,"body":"lifestyle that they want, you"},{"speaker":"Todd Brown","startTime":125.31,"endTime":127.89,"body":"know, something small, maybe"},{"speaker":"Todd Brown","startTime":127.89,"endTime":130.35,"body":"that they learned from me and so"},{"speaker":"Todd Brown","startTime":127.89,"endTime":130.35,"body":"it's incredibly humbling."},{"speaker":"Dominica Lumazar","startTime":130.68,"endTime":133.08,"body":"That's what"},{"speaker":"Dominica Lumazar","startTime":130.68,"endTime":133.08,"body":"it's all about. Truly, wait, I"},{"speaker":"Dominica Lumazar","startTime":133.08,"endTime":136.59,"body":"want to know more about your"},{"speaker":"Dominica Lumazar","startTime":133.08,"endTime":136.59,"body":"backstory. Like where did you"},{"speaker":"Dominica Lumazar","startTime":136.59,"endTime":138.09,"body":"come from? I think you're from"},{"speaker":"Dominica Lumazar","startTime":136.59,"endTime":138.09,"body":"New Jersey."},{"speaker":"Todd Brown","startTime":138.75,"endTime":141.9,"body":"Yes. Can you believe"},{"speaker":"Todd Brown","startTime":138.75,"endTime":141.9,"body":"it? Like anything like positive"},{"speaker":"Todd Brown","startTime":141.9,"endTime":146.04,"body":"come out of New Jersey, but"},{"speaker":"Todd Brown","startTime":141.9,"endTime":146.04,"body":"yeah, every now and then"},{"speaker":"Todd Brown","startTime":146.04,"endTime":149.82,"body":"something slips out. I grew up"},{"speaker":"Todd Brown","startTime":146.04,"endTime":149.82,"body":"in New Jersey, I'm now in South"},{"speaker":"Todd Brown","startTime":149.82,"endTime":154.02,"body":"Florida in West Palm Beach wife,"},{"speaker":"Todd Brown","startTime":149.82,"endTime":154.02,"body":"two daughters, both in college"},{"speaker":"Todd Brown","startTime":154.02,"endTime":158.58,"body":"just dropped my younger daughter"},{"speaker":"Todd Brown","startTime":154.02,"endTime":158.58,"body":"off in in her dorm, you know,"},{"speaker":"Todd Brown","startTime":158.58,"endTime":162.45,"body":"moved her in. And so I like to"},{"speaker":"Todd Brown","startTime":158.58,"endTime":162.45,"body":"say that up until moments ago, I"},{"speaker":"Todd Brown","startTime":162.45,"endTime":166.59,"body":"was in the fetal position."},{"speaker":"Todd Brown","startTime":162.45,"endTime":166.59,"body":"Ironically, I went to school for"},{"speaker":"Todd Brown","startTime":166.62,"endTime":170.16,"body":"clinical nutrition. And then I"},{"speaker":"Todd Brown","startTime":166.62,"endTime":170.16,"body":"went into the fitness industry"},{"speaker":"Todd Brown","startTime":170.16,"endTime":174.36,"body":"and I worked for a company that"},{"speaker":"Todd Brown","startTime":170.16,"endTime":174.36,"body":"had multiple upscale health"},{"speaker":"Todd Brown","startTime":174.36,"endTime":178.77,"body":"clubs in New Jersey, and I was"},{"speaker":"Todd Brown","startTime":174.36,"endTime":178.77,"body":"ultimately responsible for the"},{"speaker":"Todd Brown","startTime":178.8,"endTime":181.26,"body":"personal training department. 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That was my"},{"speaker":"Todd Brown","startTime":210.45,"endTime":213.54,"body":"first exposure to direct"},{"speaker":"Todd Brown","startTime":213.54,"endTime":217.47,"body":"response marketing, long form"},{"speaker":"Todd Brown","startTime":213.54,"endTime":217.47,"body":"copy the idea of salesmanship in"},{"speaker":"Todd Brown","startTime":217.47,"endTime":221.19,"body":"print to show you how long ago"},{"speaker":"Todd Brown","startTime":217.47,"endTime":221.19,"body":"this was. It was big binders"},{"speaker":"Todd Brown","startTime":221.19,"endTime":223.8,"body":"cassette tapes, like right there"},{"speaker":"Todd Brown","startTime":221.19,"endTime":223.8,"body":"are people that are going to"},{"speaker":"Todd Brown","startTime":223.8,"endTime":225.66,"body":"hear this watch this that are"},{"speaker":"Todd Brown","startTime":223.8,"endTime":225.66,"body":"like what are cassette tapes,"},{"speaker":"Todd Brown","startTime":225.93,"endTime":228.96,"body":"right, these were cassette"},{"speaker":"Todd Brown","startTime":225.93,"endTime":228.96,"body":"tapes, and I absolutely just"},{"speaker":"Todd Brown","startTime":228.96,"endTime":232.32,"body":"fell in love. I became enamored"},{"speaker":"Todd Brown","startTime":228.96,"endTime":232.32,"body":"with this idea of being able to"},{"speaker":"Todd Brown","startTime":232.32,"endTime":237.33,"body":"craft a message one time that"},{"speaker":"Todd Brown","startTime":232.32,"endTime":237.33,"body":"would move somebody to buy and"},{"speaker":"Todd Brown","startTime":237.33,"endTime":239.91,"body":"then be able to kind of use that"},{"speaker":"Todd Brown","startTime":237.33,"endTime":239.91,"body":"over and over with hundreds"},{"speaker":"Todd Brown","startTime":239.91,"endTime":242.97,"body":"1000s of people. So I"},{"speaker":"Todd Brown","startTime":239.91,"endTime":242.97,"body":"implemented it in the facilities"},{"speaker":"Todd Brown","startTime":242.97,"endTime":246.33,"body":"and my department over time had"},{"speaker":"Todd Brown","startTime":242.97,"endTime":246.33,"body":"to make certain tweaks to fit"},{"speaker":"Todd Brown","startTime":246.36,"endTime":251.7,"body":"our style and our facilities."},{"speaker":"Todd Brown","startTime":246.36,"endTime":251.7,"body":"Just a short while later my"},{"speaker":"Todd Brown","startTime":251.7,"endTime":254.73,"body":"department became the poster"},{"speaker":"Todd Brown","startTime":251.7,"endTime":254.73,"body":"child we were the shining star"},{"speaker":"Todd Brown","startTime":254.73,"endTime":258.48,"body":"in the entire company grew this"},{"speaker":"Todd Brown","startTime":254.73,"endTime":258.48,"body":"division of the company to over"},{"speaker":"Todd Brown","startTime":258.48,"endTime":262.41,"body":"$3 million a year relying on"},{"speaker":"Todd Brown","startTime":258.48,"endTime":262.41,"body":"direct response marketing, and"},{"speaker":"Todd Brown","startTime":262.41,"endTime":265.62,"body":"then ultimately selling if you"},{"speaker":"Todd Brown","startTime":262.41,"endTime":265.62,"body":"will, and then I got hit by the"},{"speaker":"Todd Brown","startTime":265.65,"endTime":268.65,"body":"entrepreneurial bug and I wanted"},{"speaker":"Todd Brown","startTime":265.65,"endTime":268.65,"body":"to share what it is that I had"},{"speaker":"Todd Brown","startTime":268.65,"endTime":272.04,"body":"learned what I was kind of doing"},{"speaker":"Todd Brown","startTime":268.65,"endTime":272.04,"body":"and develop. I chose massage"},{"speaker":"Todd Brown","startTime":272.04,"endTime":274.26,"body":"therapists. I didn't want to do"},{"speaker":"Todd Brown","startTime":272.04,"endTime":274.26,"body":"anything in the fitness industry"},{"speaker":"Todd Brown","startTime":274.26,"endTime":276.15,"body":"because I didn't want there to"},{"speaker":"Todd Brown","startTime":274.26,"endTime":276.15,"body":"be a conflict of interest with"},{"speaker":"Todd Brown","startTime":276.15,"endTime":279.51,"body":"my current employer. And so I"},{"speaker":"Todd Brown","startTime":276.15,"endTime":279.51,"body":"packaged up something very"},{"speaker":"Todd Brown","startTime":279.51,"endTime":283.65,"body":"similar in style, home study"},{"speaker":"Todd Brown","startTime":279.51,"endTime":283.65,"body":"thing, cassette tapes, all this"},{"speaker":"Todd Brown","startTime":283.68,"endTime":286.98,"body":"you know diskette and I began"},{"speaker":"Todd Brown","startTime":283.68,"endTime":286.98,"body":"sharing it with massage"},{"speaker":"Todd Brown","startTime":286.98,"endTime":289.92,"body":"therapists and helping massage"},{"speaker":"Todd Brown","startTime":286.98,"endTime":289.92,"body":"therapists grow and then it led"},{"speaker":"Todd Brown","startTime":289.92,"endTime":292.68,"body":"to working with chiropractors"},{"speaker":"Todd Brown","startTime":289.92,"endTime":292.68,"body":"and then eventually it"},{"speaker":"Todd Brown","startTime":292.68,"endTime":296.55,"body":"transformed into working with"},{"speaker":"Todd Brown","startTime":292.68,"endTime":296.55,"body":"entrepreneurs from lots of"},{"speaker":"Todd Brown","startTime":296.55,"endTime":300.0,"body":"different verticals, coaches,"},{"speaker":"Todd Brown","startTime":296.55,"endTime":300.0,"body":"consultants, agency owners that"},{"speaker":"Todd Brown","startTime":300.0,"endTime":303.24,"body":"sort of thing, which kind of led"},{"speaker":"Todd Brown","startTime":300.0,"endTime":303.24,"body":"me to where I am today? Wow,"},{"speaker":"Todd Brown","startTime":303.27,"endTime":307.38,"body":"wow, crazy journey like, crazy."},{"speaker":"Todd Brown","startTime":303.27,"endTime":307.38,"body":"I tell everybody, you know, I"},{"speaker":"Todd Brown","startTime":307.38,"endTime":311.34,"body":"started at the time my kids were"},{"speaker":"Todd Brown","startTime":307.38,"endTime":311.34,"body":"like newborns, you know, they"},{"speaker":"Todd Brown","startTime":311.34,"endTime":314.37,"body":"were 17 months apart. Like, I"},{"speaker":"Todd Brown","startTime":311.34,"endTime":314.37,"body":"think I had one my older"},{"speaker":"Todd Brown","startTime":314.37,"endTime":318.63,"body":"daughter at the time newborn, I"},{"speaker":"Todd Brown","startTime":314.37,"endTime":318.63,"body":"started with 850 bucks of my own"},{"speaker":"Todd Brown","startTime":318.63,"endTime":321.09,"body":"money I use that I already"},{"speaker":"Todd Brown","startTime":318.63,"endTime":321.09,"body":"remember like filing a"},{"speaker":"Todd Brown","startTime":321.09,"endTime":324.69,"body":"corporation like, you know,"},{"speaker":"Todd Brown","startTime":321.09,"endTime":324.69,"body":"crazy stuff and never had to"},{"speaker":"Todd Brown","startTime":324.69,"endTime":327.27,"body":"invest another dime of my own"},{"speaker":"Todd Brown","startTime":324.69,"endTime":327.27,"body":"money into the business,"},{"speaker":"Todd Brown","startTime":327.27,"endTime":329.61,"body":"everything that I just"},{"speaker":"Todd Brown","startTime":327.27,"endTime":329.61,"body":"reinvested the money that we"},{"speaker":"Todd Brown","startTime":329.61,"endTime":333.42,"body":"were making back into just"},{"speaker":"Todd Brown","startTime":329.61,"endTime":333.42,"body":"learning, growing, developing"},{"speaker":"Todd Brown","startTime":333.42,"endTime":336.27,"body":"the business. I think I did that"},{"speaker":"Todd Brown","startTime":333.42,"endTime":336.27,"body":"for over a year where I didn't"},{"speaker":"Todd Brown","startTime":336.27,"endTime":338.79,"body":"take a dime. And I was working"},{"speaker":"Todd Brown","startTime":336.27,"endTime":338.79,"body":"it early in the morning, late at"},{"speaker":"Todd Brown","startTime":338.79,"endTime":343.5,"body":"night weekends, just so"},{"speaker":"Todd Brown","startTime":338.79,"endTime":343.5,"body":"desperately wanted the autonomy."},{"speaker":"Todd Brown","startTime":343.53,"endTime":346.26,"body":"That's really what I wanted."},{"speaker":"Todd Brown","startTime":343.53,"endTime":346.26,"body":"Like I was after the autonomy,"},{"speaker":"Todd Brown","startTime":346.29,"endTime":348.99,"body":"the money was never the primary"},{"speaker":"Todd Brown","startTime":346.29,"endTime":348.99,"body":"driver. For me, it was really"},{"speaker":"Todd Brown","startTime":349.02,"endTime":351.99,"body":"initially it was I just wanted"},{"speaker":"Todd Brown","startTime":349.02,"endTime":351.99,"body":"to wake up when I wanted to take"},{"speaker":"Todd Brown","startTime":351.99,"endTime":354.3,"body":"lunch when I want to take"},{"speaker":"Todd Brown","startTime":351.99,"endTime":354.3,"body":"vacation when I wanted. And so"},{"speaker":"Todd Brown","startTime":354.3,"endTime":357.84,"body":"that was the the driver made a"},{"speaker":"Todd Brown","startTime":354.3,"endTime":357.84,"body":"lot of mistakes along the way,"},{"speaker":"Todd Brown","startTime":357.87,"endTime":361.71,"body":"kind of learned a lot of what"},{"speaker":"Todd Brown","startTime":357.87,"endTime":361.71,"body":"not to do what doesn't work. And"},{"speaker":"Todd Brown","startTime":361.71,"endTime":363.15,"body":"yeah, it's been a heck of a"},{"speaker":"Todd Brown","startTime":361.71,"endTime":363.15,"body":"ride."},{"speaker":"Dominica Lumazar","startTime":363.18,"endTime":364.98,"body":"I love that"},{"speaker":"Dominica Lumazar","startTime":363.18,"endTime":364.98,"body":"you said that money wasn't the"},{"speaker":"Dominica Lumazar","startTime":364.98,"endTime":367.95,"body":"main driver. I feel like that's"},{"speaker":"Dominica Lumazar","startTime":364.98,"endTime":367.95,"body":"a very common theme with"},{"speaker":"Dominica Lumazar","startTime":367.95,"endTime":370.86,"body":"successful entrepreneurs like"},{"speaker":"Dominica Lumazar","startTime":367.95,"endTime":370.86,"body":"all of us. I know like for Rory"},{"speaker":"Dominica Lumazar","startTime":370.86,"endTime":373.53,"body":"for myself, and I'll learning"},{"speaker":"Dominica Lumazar","startTime":370.86,"endTime":373.53,"body":"from you. It wasn't the driver."},{"speaker":"Dominica Lumazar","startTime":373.56,"endTime":375.9,"body":"It was I want my own schedule"},{"speaker":"Dominica Lumazar","startTime":373.56,"endTime":375.9,"body":"that want to wake up and I want"},{"speaker":"Dominica Lumazar","startTime":375.9,"endTime":378.69,"body":"to wake up, I want to play with"},{"speaker":"Dominica Lumazar","startTime":375.9,"endTime":378.69,"body":"my daughter. I don't want to be"},{"speaker":"Dominica Lumazar","startTime":378.69,"endTime":381.3,"body":"on somebody else's schedule. I"},{"speaker":"Dominica Lumazar","startTime":378.69,"endTime":381.3,"body":"think that's an important piece"},{"speaker":"Dominica Lumazar","startTime":381.3,"endTime":383.43,"body":"to the entrepreneurial spirit."},{"speaker":"Dominica Lumazar","startTime":381.3,"endTime":383.43,"body":"Yeah, I"},{"speaker":"Todd Brown","startTime":383.43,"endTime":385.08,"body":"totally agree with"},{"speaker":"Todd Brown","startTime":383.43,"endTime":385.08,"body":"you. I think I don't want to"},{"speaker":"Todd Brown","startTime":385.08,"endTime":387.45,"body":"call it a red flag. Because"},{"speaker":"Todd Brown","startTime":385.08,"endTime":387.45,"body":"right, there's no judgment, I"},{"speaker":"Todd Brown","startTime":387.45,"endTime":389.91,"body":"think everybody is motivated,"},{"speaker":"Todd Brown","startTime":387.45,"endTime":389.91,"body":"you know, in their own way, by"},{"speaker":"Todd Brown","startTime":389.91,"endTime":393.96,"body":"whatever it is. But you know,"},{"speaker":"Todd Brown","startTime":389.91,"endTime":393.96,"body":"when folks are really just"},{"speaker":"Todd Brown","startTime":393.99,"endTime":398.82,"body":"looking to make money, it just"},{"speaker":"Todd Brown","startTime":393.99,"endTime":398.82,"body":"opens you up to do things that,"},{"speaker":"Todd Brown","startTime":398.85,"endTime":401.82,"body":"you know, you probably shouldn't"},{"speaker":"Todd Brown","startTime":398.85,"endTime":401.82,"body":"do say things that you probably"},{"speaker":"Todd Brown","startTime":401.82,"endTime":404.16,"body":"shouldn't say promise things"},{"speaker":"Todd Brown","startTime":401.82,"endTime":404.16,"body":"that you really shouldn't"},{"speaker":"Todd Brown","startTime":404.16,"endTime":408.81,"body":"probably promise it exposes you"},{"speaker":"Todd Brown","startTime":404.16,"endTime":408.81,"body":"to things that lead down a not"},{"speaker":"Todd Brown","startTime":408.81,"endTime":409.74,"body":"so good path."},{"speaker":"Rory Carruthers","startTime":409.83,"endTime":412.14,"body":"Yeah, the"},{"speaker":"Rory Carruthers","startTime":409.83,"endTime":412.14,"body":"transition that you went through"},{"speaker":"Rory Carruthers","startTime":412.14,"endTime":415.8,"body":"from employee to entrepreneur,"},{"speaker":"Rory Carruthers","startTime":412.14,"endTime":415.8,"body":"most people just want to drop"},{"speaker":"Rory Carruthers","startTime":415.8,"endTime":418.59,"body":"everything and just become the"},{"speaker":"Rory Carruthers","startTime":415.8,"endTime":418.59,"body":"entrepreneur. And they forget"},{"speaker":"Rory Carruthers","startTime":418.59,"endTime":421.65,"body":"that while it takes a while to"},{"speaker":"Rory Carruthers","startTime":418.59,"endTime":421.65,"body":"build a business, right? Yeah,"},{"speaker":"Rory Carruthers","startTime":421.68,"endTime":424.62,"body":"for me, like, I know, I went"},{"speaker":"Rory Carruthers","startTime":421.68,"endTime":424.62,"body":"through an internal struggle"},{"speaker":"Rory Carruthers","startTime":424.62,"endTime":428.16,"body":"with working other jobs where it"},{"speaker":"Rory Carruthers","startTime":424.62,"endTime":428.16,"body":"was, I remember this one time"},{"speaker":"Rory Carruthers","startTime":428.16,"endTime":431.22,"body":"very clearly where I was going"},{"speaker":"Rory Carruthers","startTime":428.16,"endTime":431.22,"body":"to a job interview, and I had"},{"speaker":"Rory Carruthers","startTime":431.22,"endTime":434.49,"body":"such a bad panic attack, because"},{"speaker":"Rory Carruthers","startTime":431.22,"endTime":434.49,"body":"I knew it wasn't something I"},{"speaker":"Rory Carruthers","startTime":434.49,"endTime":437.16,"body":"should be doing that I could not"},{"speaker":"Rory Carruthers","startTime":434.49,"endTime":437.16,"body":"go to the interview because I"},{"speaker":"Rory Carruthers","startTime":437.16,"endTime":440.31,"body":"was shaking so much, right?"},{"speaker":"Rory Carruthers","startTime":437.16,"endTime":440.31,"body":"Yeah, yeah. And I think people"},{"speaker":"Rory Carruthers","startTime":440.31,"endTime":443.37,"body":"get into those those spots where"},{"speaker":"Rory Carruthers","startTime":440.31,"endTime":443.37,"body":"they're like, Oh, I just can't"},{"speaker":"Rory Carruthers","startTime":443.37,"endTime":446.52,"body":"do this anymore. But then they"},{"speaker":"Rory Carruthers","startTime":443.37,"endTime":446.52,"body":"forget that Well, life moves"},{"speaker":"Rory Carruthers","startTime":446.55,"endTime":449.31,"body":"while you're still growing the"},{"speaker":"Rory Carruthers","startTime":446.55,"endTime":449.31,"body":"business and you're reinvesting"},{"speaker":"Rory Carruthers","startTime":449.34,"endTime":451.86,"body":"in order to grow rapidly. If you"},{"speaker":"Rory Carruthers","startTime":449.34,"endTime":451.86,"body":"could talk a little bit about"},{"speaker":"Rory Carruthers","startTime":451.86,"endTime":454.56,"body":"that. What was that year period"},{"speaker":"Rory Carruthers","startTime":451.86,"endTime":454.56,"body":"like for you, when you were"},{"speaker":"Rory Carruthers","startTime":454.56,"endTime":457.95,"body":"trying to navigate being an"},{"speaker":"Rory Carruthers","startTime":454.56,"endTime":457.95,"body":"employee and an entrepreneur at"},{"speaker":"Rory Carruthers","startTime":457.95,"endTime":458.52,"body":"the same time,"},{"speaker":"Todd Brown","startTime":458.55,"endTime":462.06,"body":"I can very much"},{"speaker":"Todd Brown","startTime":458.55,"endTime":462.06,"body":"relate to, you know, to what it"},{"speaker":"Todd Brown","startTime":462.06,"endTime":464.88,"body":"is that you share to your, to"},{"speaker":"Todd Brown","startTime":462.06,"endTime":464.88,"body":"your experience in that at"},{"speaker":"Todd Brown","startTime":464.88,"endTime":468.81,"body":"first, when I got bit by the"},{"speaker":"Todd Brown","startTime":464.88,"endTime":468.81,"body":"entrepreneurial bug, what I"},{"speaker":"Todd Brown","startTime":468.81,"endTime":473.16,"body":"really got bit by was like, let"},{"speaker":"Todd Brown","startTime":468.81,"endTime":473.16,"body":"me see if what it is that I've"},{"speaker":"Todd Brown","startTime":473.16,"endTime":476.73,"body":"done inside the health clubs"},{"speaker":"Todd Brown","startTime":473.16,"endTime":476.73,"body":"would translate over, you know,"},{"speaker":"Todd Brown","startTime":476.73,"endTime":479.58,"body":"to other industries, like let me"},{"speaker":"Todd Brown","startTime":476.73,"endTime":479.58,"body":"I just wanted to almost put"},{"speaker":"Todd Brown","startTime":479.58,"endTime":482.13,"body":"myself to the tasks. And so"},{"speaker":"Todd Brown","startTime":479.58,"endTime":482.13,"body":"initially, I wasn't even"},{"speaker":"Todd Brown","startTime":482.13,"endTime":485.28,"body":"thinking like, you know, I'm"},{"speaker":"Todd Brown","startTime":482.13,"endTime":485.28,"body":"done with my job. I'm now"},{"speaker":"Todd Brown","startTime":485.31,"endTime":488.61,"body":"stepping out into my into my own"},{"speaker":"Todd Brown","startTime":485.31,"endTime":488.61,"body":"gig. It didn't start that way"},{"speaker":"Todd Brown","startTime":488.61,"endTime":492.66,"body":"for me. But then as this side"},{"speaker":"Todd Brown","startTime":488.61,"endTime":492.66,"body":"thing started to grow, I was"},{"speaker":"Todd Brown","startTime":492.66,"endTime":496.89,"body":"like, wow, there is a real"},{"speaker":"Todd Brown","startTime":492.66,"endTime":496.89,"body":"opportunity here. And so I began"},{"speaker":"Todd Brown","startTime":496.89,"endTime":500.31,"body":"to it's kind of funny, I began"},{"speaker":"Todd Brown","startTime":496.89,"endTime":500.31,"body":"to talk to my dad, who was an"},{"speaker":"Todd Brown","startTime":500.31,"endTime":503.31,"body":"entrepreneur, I started to ask"},{"speaker":"Todd Brown","startTime":500.31,"endTime":503.31,"body":"him, like, when is the right"},{"speaker":"Todd Brown","startTime":503.31,"endTime":507.36,"body":"time to leave the job because I"},{"speaker":"Todd Brown","startTime":503.31,"endTime":507.36,"body":"was you know, I'm, I still am"},{"speaker":"Todd Brown","startTime":507.36,"endTime":509.76,"body":"very conservative. Like, I'm"},{"speaker":"Todd Brown","startTime":507.36,"endTime":509.76,"body":"just very conservative, you"},{"speaker":"Todd Brown","startTime":509.76,"endTime":512.85,"body":"know, to me, like 50 bucks, 100"},{"speaker":"Todd Brown","startTime":509.76,"endTime":512.85,"body":"bucks, 100 bucks, like, I don't"},{"speaker":"Todd Brown","startTime":512.85,"endTime":516.21,"body":"care how much money like, to me,"},{"speaker":"Todd Brown","startTime":512.85,"endTime":516.21,"body":"it's still money. And so I was"},{"speaker":"Todd Brown","startTime":516.21,"endTime":518.73,"body":"like, when do you know? Like,"},{"speaker":"Todd Brown","startTime":516.21,"endTime":518.73,"body":"how do you know when the time is"},{"speaker":"Todd Brown","startTime":518.73,"endTime":522.15,"body":"right? He just said to me, he"},{"speaker":"Todd Brown","startTime":518.73,"endTime":522.15,"body":"was like, you'll know, which is"},{"speaker":"Todd Brown","startTime":522.15,"endTime":524.22,"body":"a strange piece of advice. And"},{"speaker":"Todd Brown","startTime":522.15,"endTime":524.22,"body":"when he gave me that I was like,"},{"speaker":"Todd Brown","startTime":524.22,"endTime":527.37,"body":"that's the best advice you've"},{"speaker":"Todd Brown","startTime":524.22,"endTime":527.37,"body":"got, like, I'll just know, you"},{"speaker":"Todd Brown","startTime":527.37,"endTime":530.13,"body":"don't have a formula, you don't"},{"speaker":"Todd Brown","startTime":527.37,"endTime":530.13,"body":"have something like, that's the"},{"speaker":"Todd Brown","startTime":530.13,"endTime":533.55,"body":"best you got. I just kept"},{"speaker":"Todd Brown","startTime":530.13,"endTime":533.55,"body":"working. I wanted to give my all"},{"speaker":"Todd Brown","startTime":533.55,"endTime":536.01,"body":"to my employer because that's"},{"speaker":"Todd Brown","startTime":533.55,"endTime":536.01,"body":"what they deserved from me. I"},{"speaker":"Todd Brown","startTime":536.01,"endTime":538.41,"body":"would work early in the morning,"},{"speaker":"Todd Brown","startTime":536.01,"endTime":538.41,"body":"late at night, I made sure that"},{"speaker":"Todd Brown","startTime":538.41,"endTime":542.55,"body":"it never interfered with my job."},{"speaker":"Todd Brown","startTime":538.41,"endTime":542.55,"body":"And then I knew like I just felt"},{"speaker":"Todd Brown","startTime":542.55,"endTime":545.79,"body":"in my gut now is the time that"},{"speaker":"Todd Brown","startTime":542.55,"endTime":545.79,"body":"I'm going to make this leap and"},{"speaker":"Todd Brown","startTime":545.79,"endTime":548.88,"body":"I was terrified. And so when"},{"speaker":"Todd Brown","startTime":545.79,"endTime":548.88,"body":"people are nervous, rightly so"},{"speaker":"Todd Brown","startTime":548.91,"endTime":551.61,"body":"you should be because there's a"},{"speaker":"Todd Brown","startTime":548.91,"endTime":551.61,"body":"lot on the line. You know, I"},{"speaker":"Todd Brown","startTime":551.61,"endTime":556.86,"body":"also recognized that it's not"},{"speaker":"Todd Brown","startTime":551.61,"endTime":556.86,"body":"about the absence of fear, but"},{"speaker":"Todd Brown","startTime":556.86,"endTime":559.83,"body":"you don't wait for a time when"},{"speaker":"Todd Brown","startTime":556.86,"endTime":559.83,"body":"you're never nervous or never"},{"speaker":"Todd Brown","startTime":559.86,"endTime":562.32,"body":"afraid. You're going to have to"},{"speaker":"Todd Brown","startTime":559.86,"endTime":562.32,"body":"act you're gonna have to step"},{"speaker":"Todd Brown","startTime":562.32,"endTime":565.74,"body":"out in face of that fear despite"},{"speaker":"Todd Brown","startTime":562.32,"endTime":565.74,"body":"that fear and move forward. I"},{"speaker":"Todd Brown","startTime":565.74,"endTime":569.04,"body":"think that being an entrepreneur"},{"speaker":"Todd Brown","startTime":565.74,"endTime":569.04,"body":"in general no matter how big you"},{"speaker":"Todd Brown","startTime":569.04,"endTime":571.14,"body":"get, no matter how successful"},{"speaker":"Todd Brown","startTime":569.04,"endTime":571.14,"body":"you got, no matter how much"},{"speaker":"Todd Brown","startTime":571.14,"endTime":574.65,"body":"money you make, there's always"},{"speaker":"Todd Brown","startTime":571.14,"endTime":574.65,"body":"moments of fear it's a matter of"},{"speaker":"Todd Brown","startTime":574.65,"endTime":578.61,"body":"do you succumb to that fear or"},{"speaker":"Todd Brown","startTime":574.65,"endTime":578.61,"body":"do you step out in spite of that"},{"speaker":"Todd Brown","startTime":578.61,"endTime":581.88,"body":"fear but I did it and it was it"},{"speaker":"Todd Brown","startTime":578.61,"endTime":581.88,"body":"was great. I'll actually tell"},{"speaker":"Todd Brown","startTime":581.88,"endTime":585.15,"body":"you very very quickly this story"},{"speaker":"Todd Brown","startTime":581.88,"endTime":585.15,"body":"that my team loves when I share"},{"speaker":"Todd Brown","startTime":585.15,"endTime":589.62,"body":"I'll make this very quick. I"},{"speaker":"Todd Brown","startTime":585.15,"endTime":589.62,"body":"used to wear this button down"},{"speaker":"Todd Brown","startTime":589.65,"endTime":593.31,"body":"logoed shirt every day we had"},{"speaker":"Todd Brown","startTime":589.65,"endTime":593.31,"body":"this you know uniform for like"},{"speaker":"Todd Brown","startTime":593.31,"endTime":595.77,"body":"you know Dockers and these"},{"speaker":"Todd Brown","startTime":593.31,"endTime":595.77,"body":"different colored button down"},{"speaker":"Todd Brown","startTime":595.77,"endTime":598.38,"body":"shirts with the logo of the"},{"speaker":"Todd Brown","startTime":595.77,"endTime":598.38,"body":"health club on and I wore it"},{"speaker":"Todd Brown","startTime":598.38,"endTime":601.8,"body":"every day when I resign, you"},{"speaker":"Todd Brown","startTime":598.38,"endTime":601.8,"body":"know, I gave my employer a"},{"speaker":"Todd Brown","startTime":601.8,"endTime":604.77,"body":"couple months, you know, I said,"},{"speaker":"Todd Brown","startTime":601.8,"endTime":604.77,"body":"like you get two months to, you"},{"speaker":"Todd Brown","startTime":604.77,"endTime":607.56,"body":"know, I had a great relationship"},{"speaker":"Todd Brown","startTime":604.77,"endTime":607.56,"body":"with them still do to this very"},{"speaker":"Todd Brown","startTime":607.56,"endTime":610.8,"body":"day actually did some consulting"},{"speaker":"Todd Brown","startTime":607.56,"endTime":610.8,"body":"for them after, when I left, I"},{"speaker":"Todd Brown","startTime":610.8,"endTime":614.64,"body":"wore this thing every day. And I"},{"speaker":"Todd Brown","startTime":610.8,"endTime":614.64,"body":"used to drive by this big lake"},{"speaker":"Todd Brown","startTime":614.67,"endTime":619.02,"body":"on my way to the home office"},{"speaker":"Todd Brown","startTime":614.67,"endTime":619.02,"body":"facility where my office was."},{"speaker":"Todd Brown","startTime":619.05,"endTime":623.31,"body":"And then so when I resigned on"},{"speaker":"Todd Brown","startTime":619.05,"endTime":623.31,"body":"the way home, I pulled the car"},{"speaker":"Todd Brown","startTime":623.31,"endTime":626.43,"body":"over to the lake, it was, you"},{"speaker":"Todd Brown","startTime":623.31,"endTime":626.43,"body":"know, early evening, got out,"},{"speaker":"Todd Brown","startTime":626.43,"endTime":629.67,"body":"left the car door open, walked"},{"speaker":"Todd Brown","startTime":626.43,"endTime":629.67,"body":"over to the late and I"},{"speaker":"Todd Brown","startTime":629.67,"endTime":633.87,"body":"unbuttoned the shirt, and I took"},{"speaker":"Todd Brown","startTime":629.67,"endTime":633.87,"body":"it off and I said crumpled it"},{"speaker":"Todd Brown","startTime":633.87,"endTime":636.96,"body":"up, I threw it in the water,"},{"speaker":"Todd Brown","startTime":633.87,"endTime":636.96,"body":"washed it sink. And I said I"},{"speaker":"Todd Brown","startTime":636.96,"endTime":640.35,"body":"will never have to be in a"},{"speaker":"Todd Brown","startTime":636.96,"endTime":640.35,"body":"position again, where I'm forced"},{"speaker":"Todd Brown","startTime":640.35,"endTime":644.73,"body":"to wear a uniform, or a collared"},{"speaker":"Todd Brown","startTime":640.35,"endTime":644.73,"body":"shirt or anything like that got"},{"speaker":"Todd Brown","startTime":644.73,"endTime":647.58,"body":"in my car and drove home. And"},{"speaker":"Todd Brown","startTime":644.73,"endTime":647.58,"body":"that was kind of a weird, you"},{"speaker":"Todd Brown","startTime":647.58,"endTime":651.18,"body":"know, moment for me, you know,"},{"speaker":"Todd Brown","startTime":647.58,"endTime":651.18,"body":"I'm doing it, I'm going to set"},{"speaker":"Todd Brown","startTime":651.18,"endTime":654.48,"body":"myself free. And it's worked out"},{"speaker":"Todd Brown","startTime":651.18,"endTime":654.48,"body":"up to this point."},{"speaker":"Rory Carruthers","startTime":655.89,"endTime":657.69,"body":"Well, and I,"},{"speaker":"Rory Carruthers","startTime":655.89,"endTime":657.69,"body":"you know, I want to point out"},{"speaker":"Rory Carruthers","startTime":657.69,"endTime":659.82,"body":"that, you know, you're talking"},{"speaker":"Rory Carruthers","startTime":657.69,"endTime":659.82,"body":"about like collared shirts, and"},{"speaker":"Rory Carruthers","startTime":659.82,"endTime":662.4,"body":"like, you wouldn't have to wear"},{"speaker":"Rory Carruthers","startTime":659.82,"endTime":662.4,"body":"a uniform, I see a lot of"},{"speaker":"Rory Carruthers","startTime":662.4,"endTime":664.65,"body":"people, you know, they get"},{"speaker":"Rory Carruthers","startTime":662.4,"endTime":664.65,"body":"online and they put their suits"},{"speaker":"Rory Carruthers","startTime":664.65,"endTime":667.26,"body":"on and like they try and be"},{"speaker":"Rory Carruthers","startTime":664.65,"endTime":667.26,"body":"like, super professional. And"},{"speaker":"Rory Carruthers","startTime":667.26,"endTime":670.86,"body":"what I've noticed is that the"},{"speaker":"Rory Carruthers","startTime":667.26,"endTime":670.86,"body":"whole point was to not do that,"},{"speaker":"Rory Carruthers","startTime":670.86,"endTime":674.73,"body":"right. So you see people who"},{"speaker":"Rory Carruthers","startTime":670.86,"endTime":674.73,"body":"like like us who have been doing"},{"speaker":"Rory Carruthers","startTime":674.73,"endTime":676.71,"body":"this a while. And it's like,"},{"speaker":"Rory Carruthers","startTime":674.73,"endTime":676.71,"body":"it's not that we don't wear nice"},{"speaker":"Rory Carruthers","startTime":676.71,"endTime":678.3,"body":"clothes. But a lot of times"},{"speaker":"Rory Carruthers","startTime":676.71,"endTime":678.3,"body":"we're just wearing like a T"},{"speaker":"Rory Carruthers","startTime":678.3,"endTime":680.97,"body":"shirt or whatever, when we're"},{"speaker":"Rory Carruthers","startTime":678.3,"endTime":680.97,"body":"doing a lot of stuff. And you"},{"speaker":"Rory Carruthers","startTime":680.97,"endTime":683.43,"body":"know, if we go to an event, we"},{"speaker":"Rory Carruthers","startTime":680.97,"endTime":683.43,"body":"dress nice, but the whole point"},{"speaker":"Rory Carruthers","startTime":683.43,"endTime":687.81,"body":"was to not be tied down to that"},{"speaker":"Rory Carruthers","startTime":683.43,"endTime":687.81,"body":"do not have to do that. So if"},{"speaker":"Rory Carruthers","startTime":687.81,"endTime":691.29,"body":"someone's like scared about"},{"speaker":"Rory Carruthers","startTime":687.81,"endTime":691.29,"body":"going online and showing"},{"speaker":"Rory Carruthers","startTime":691.29,"endTime":693.99,"body":"themselves and feeling like Oh,"},{"speaker":"Rory Carruthers","startTime":691.29,"endTime":693.99,"body":"I'm just wearing a t shirt, why"},{"speaker":"Rory Carruthers","startTime":693.99,"endTime":695.97,"body":"is anyone going to listen to me?"},{"speaker":"Rory Carruthers","startTime":693.99,"endTime":695.97,"body":"What would you say that"},{"speaker":"Todd Brown","startTime":696.0,"endTime":699.51,"body":"I would say that the"},{"speaker":"Todd Brown","startTime":696.0,"endTime":699.51,"body":"the single most valuable thing"},{"speaker":"Todd Brown","startTime":699.51,"endTime":703.11,"body":"that you can do is be authentic,"},{"speaker":"Todd Brown","startTime":699.51,"endTime":703.11,"body":"and be you To each his own"},{"speaker":"Todd Brown","startTime":703.11,"endTime":705.99,"body":"everybody, you know, I've got"},{"speaker":"Todd Brown","startTime":703.11,"endTime":705.99,"body":"clients that they should be on"},{"speaker":"Todd Brown","startTime":705.99,"endTime":709.44,"body":"the cover of magazines, their"},{"speaker":"Todd Brown","startTime":705.99,"endTime":709.44,"body":"dress, so you know, they look so"},{"speaker":"Todd Brown","startTime":709.44,"endTime":711.9,"body":"great, and they love it. And"},{"speaker":"Todd Brown","startTime":709.44,"endTime":711.9,"body":"that's them. And that's who they"},{"speaker":"Todd Brown","startTime":711.9,"endTime":715.44,"body":"are. And so I would say that"},{"speaker":"Todd Brown","startTime":711.9,"endTime":715.44,"body":"that's who they should be, be"},{"speaker":"Todd Brown","startTime":715.44,"endTime":721.17,"body":"real, be you be authentic. That"},{"speaker":"Todd Brown","startTime":715.44,"endTime":721.17,"body":"is what is lacking online today."},{"speaker":"Todd Brown","startTime":721.2,"endTime":724.2,"body":"And people today are you know,"},{"speaker":"Todd Brown","startTime":721.2,"endTime":724.2,"body":"they can spot it, they can see"},{"speaker":"Todd Brown","startTime":724.2,"endTime":727.05,"body":"it when you're trying to project"},{"speaker":"Todd Brown","startTime":724.2,"endTime":727.05,"body":"an image. I don't think that"},{"speaker":"Todd Brown","startTime":727.05,"endTime":729.93,"body":"like look, it's not you need to"},{"speaker":"Todd Brown","startTime":727.05,"endTime":729.93,"body":"project who you are, you need to"},{"speaker":"Todd Brown","startTime":729.93,"endTime":734.19,"body":"be you if that's T shirts, God"},{"speaker":"Todd Brown","startTime":729.93,"endTime":734.19,"body":"bless wear T shirts, if it's a"},{"speaker":"Todd Brown","startTime":734.19,"endTime":736.17,"body":"suit, and that's what you're"},{"speaker":"Todd Brown","startTime":734.19,"endTime":736.17,"body":"most comfortable in. And that's"},{"speaker":"Todd Brown","startTime":736.17,"endTime":738.9,"body":"how you dress them and wear a"},{"speaker":"Todd Brown","startTime":736.17,"endTime":738.9,"body":"suit. Don't think that you have"},{"speaker":"Todd Brown","startTime":738.9,"endTime":740.4,"body":"to be something that you're not"},{"speaker":"Dominica Lumazar","startTime":740.4,"endTime":742.23,"body":"very sound"},{"speaker":"Dominica Lumazar","startTime":740.4,"endTime":742.23,"body":"advice, I want to get back a"},{"speaker":"Dominica Lumazar","startTime":742.23,"endTime":745.47,"body":"little bit just talking about"},{"speaker":"Dominica Lumazar","startTime":742.23,"endTime":745.47,"body":"entering into being becoming a"},{"speaker":"Dominica Lumazar","startTime":745.47,"endTime":748.14,"body":"business owner and entrepreneur"},{"speaker":"Dominica Lumazar","startTime":745.47,"endTime":748.14,"body":"and that's super significant"},{"speaker":"Dominica Lumazar","startTime":748.14,"endTime":750.15,"body":"moment of just throwing the"},{"speaker":"Dominica Lumazar","startTime":748.14,"endTime":750.15,"body":"shirt in the lake and be like,"},{"speaker":"Dominica Lumazar","startTime":750.18,"endTime":754.35,"body":"okay, doing this I'm in you"},{"speaker":"Dominica Lumazar","startTime":750.18,"endTime":754.35,"body":"posted a video on YouTube, it's"},{"speaker":"Dominica Lumazar","startTime":754.35,"endTime":757.47,"body":"titled easy or worth it the"},{"speaker":"Dominica Lumazar","startTime":754.35,"endTime":757.47,"body":"difference between the way"},{"speaker":"Dominica Lumazar","startTime":757.47,"endTime":760.11,"body":"successful and average"},{"speaker":"Dominica Lumazar","startTime":757.47,"endTime":760.11,"body":"entrepreneurs think in that"},{"speaker":"Dominica Lumazar","startTime":760.11,"endTime":764.13,"body":"video, you have like a still"},{"speaker":"Dominica Lumazar","startTime":760.11,"endTime":764.13,"body":"image of of this, it looks like"},{"speaker":"Dominica Lumazar","startTime":764.13,"endTime":767.34,"body":"on Facebook, it's like a feed on"},{"speaker":"Dominica Lumazar","startTime":764.13,"endTime":767.34,"body":"Facebook, where someone"},{"speaker":"Dominica Lumazar","startTime":767.34,"endTime":771.06,"body":"essentially said, oh, gosh, you"},{"speaker":"Dominica Lumazar","startTime":767.34,"endTime":771.06,"body":"know, this course was just too"},{"speaker":"Dominica Lumazar","startTime":771.06,"endTime":774.27,"body":"hard. I threw in the towel day"},{"speaker":"Dominica Lumazar","startTime":771.06,"endTime":774.27,"body":"three, because I couldn't figure"},{"speaker":"Dominica Lumazar","startTime":774.27,"endTime":778.68,"body":"out how to make an image a PNG"},{"speaker":"Dominica Lumazar","startTime":774.27,"endTime":778.68,"body":"image. And before you even"},{"speaker":"Dominica Lumazar","startTime":778.68,"endTime":781.44,"body":"started talking, I was reading"},{"speaker":"Dominica Lumazar","startTime":778.68,"endTime":781.44,"body":"that because you had it on the"},{"speaker":"Dominica Lumazar","startTime":781.44,"endTime":783.93,"body":"screen early and I started"},{"speaker":"Dominica Lumazar","startTime":781.44,"endTime":783.93,"body":"cracking up I was like, well,"},{"speaker":"Dominica Lumazar","startTime":783.93,"endTime":786.87,"body":"then that person isn't willing"},{"speaker":"Dominica Lumazar","startTime":783.93,"endTime":786.87,"body":"to put in the effort. I mean,"},{"speaker":"Dominica Lumazar","startTime":786.87,"endTime":789.48,"body":"that's so simple. You can take"},{"speaker":"Dominica Lumazar","startTime":786.87,"endTime":789.48,"body":"five seconds to Google it if"},{"speaker":"Dominica Lumazar","startTime":789.48,"endTime":793.98,"body":"small minute things are stopping"},{"speaker":"Dominica Lumazar","startTime":789.48,"endTime":793.98,"body":"someone from entering into their"},{"speaker":"Dominica Lumazar","startTime":793.98,"endTime":796.92,"body":"full potential of becoming an"},{"speaker":"Dominica Lumazar","startTime":793.98,"endTime":796.92,"body":"entrepreneur and setting up the"},{"speaker":"Dominica Lumazar","startTime":796.92,"endTime":800.16,"body":"rest of their life in such a"},{"speaker":"Dominica Lumazar","startTime":796.92,"endTime":800.16,"body":"successful way. I mean, I can't"},{"speaker":"Dominica Lumazar","startTime":800.16,"endTime":802.83,"body":"even imagine what that's like"},{"speaker":"Dominica Lumazar","startTime":800.16,"endTime":802.83,"body":"for you seeing that we're just"},{"speaker":"Dominica Lumazar","startTime":802.83,"endTime":806.52,"body":"like, are you serious? And your"},{"speaker":"Dominica Lumazar","startTime":802.83,"endTime":806.52,"body":"delivery was so genuine and"},{"speaker":"Dominica Lumazar","startTime":806.52,"endTime":809.88,"body":"authentic in just basically"},{"speaker":"Dominica Lumazar","startTime":806.52,"endTime":809.88,"body":"saying, Are you kidding me? I"},{"speaker":"Dominica Lumazar","startTime":809.88,"endTime":813.3,"body":"want to ask you, how often do"},{"speaker":"Dominica Lumazar","startTime":809.88,"endTime":813.3,"body":"you run into that with your"},{"speaker":"Dominica Lumazar","startTime":813.3,"endTime":816.81,"body":"business? And what is your"},{"speaker":"Dominica Lumazar","startTime":813.3,"endTime":816.81,"body":"typical response? Is it like,"},{"speaker":"Dominica Lumazar","startTime":816.81,"endTime":819.48,"body":"okay, see, yeah. Or is it just"},{"speaker":"Dominica Lumazar","startTime":816.81,"endTime":819.48,"body":"like, well, let me you know,"},{"speaker":"Dominica Lumazar","startTime":819.48,"endTime":822.0,"body":"let's encourage and coach around"},{"speaker":"Dominica Lumazar","startTime":819.48,"endTime":822.0,"body":"this. How do you handle"},{"speaker":"Dominica Lumazar","startTime":822.0,"endTime":822.96,"body":"situations like that?"},{"speaker":"Todd Brown","startTime":822.99,"endTime":825.24,"body":"Yeah, that's such a"},{"speaker":"Todd Brown","startTime":822.99,"endTime":825.24,"body":"great question. And it almost it"},{"speaker":"Todd Brown","startTime":825.24,"endTime":828.48,"body":"gives me chills, I don't"},{"speaker":"Todd Brown","startTime":825.24,"endTime":828.48,"body":"encounter it as much anymore."},{"speaker":"Todd Brown","startTime":828.51,"endTime":831.33,"body":"Because, you know, we tend to"},{"speaker":"Todd Brown","startTime":828.51,"endTime":831.33,"body":"attract people that are a little"},{"speaker":"Todd Brown","startTime":831.33,"endTime":835.14,"body":"bit more a little bit more"},{"speaker":"Todd Brown","startTime":831.33,"endTime":835.14,"body":"serious, I am inclined to want"},{"speaker":"Todd Brown","startTime":835.14,"endTime":838.38,"body":"to coach a little bit and to let"},{"speaker":"Todd Brown","startTime":835.14,"endTime":838.38,"body":"people know that I shared in"},{"speaker":"Todd Brown","startTime":838.38,"endTime":841.62,"body":"that video that this is your"},{"speaker":"Todd Brown","startTime":838.38,"endTime":841.62,"body":"life we're talking about and"},{"speaker":"Todd Brown","startTime":841.62,"endTime":844.86,"body":"some of it is baffling to me"},{"speaker":"Todd Brown","startTime":841.62,"endTime":844.86,"body":"People often like how do you get"},{"speaker":"Todd Brown","startTime":844.86,"endTime":847.47,"body":"motivated? Or what would you say"},{"speaker":"Todd Brown","startTime":844.86,"endTime":847.47,"body":"to somebody who's lacking"},{"speaker":"Todd Brown","startTime":847.47,"endTime":850.41,"body":"motivation, my answer is always"},{"speaker":"Todd Brown","startTime":847.47,"endTime":850.41,"body":"the same. You either want it or"},{"speaker":"Todd Brown","startTime":850.41,"endTime":853.8,"body":"you don't. If you're not"},{"speaker":"Todd Brown","startTime":850.41,"endTime":853.8,"body":"motivated by the vision, if"},{"speaker":"Todd Brown","startTime":853.8,"endTime":857.67,"body":"you're not motivated by the"},{"speaker":"Todd Brown","startTime":853.8,"endTime":857.67,"body":"living life on your own terms of"},{"speaker":"Todd Brown","startTime":857.67,"endTime":860.79,"body":"being able to call your own"},{"speaker":"Todd Brown","startTime":857.67,"endTime":860.79,"body":"shots, then there's no technique"},{"speaker":"Todd Brown","startTime":860.79,"endTime":863.91,"body":"that I could give you that's"},{"speaker":"Todd Brown","startTime":860.79,"endTime":863.91,"body":"going to hack your way to there"},{"speaker":"Todd Brown","startTime":863.91,"endTime":867.12,"body":"are things that you can do to"},{"speaker":"Todd Brown","startTime":863.91,"endTime":867.12,"body":"prevent procrastination and time"},{"speaker":"Todd Brown","startTime":867.12,"endTime":869.01,"body":"management and that sort of"},{"speaker":"Todd Brown","startTime":867.12,"endTime":869.01,"body":"thing. But when it comes to"},{"speaker":"Todd Brown","startTime":869.01,"endTime":871.59,"body":"motivation, you either want it"},{"speaker":"Todd Brown","startTime":869.01,"endTime":871.59,"body":"or you don't. And what you're"},{"speaker":"Todd Brown","startTime":871.59,"endTime":875.46,"body":"really saying is that you'd"},{"speaker":"Todd Brown","startTime":871.59,"endTime":875.46,"body":"rather watch Netflix, then get"},{"speaker":"Todd Brown","startTime":875.46,"endTime":879.21,"body":"yourself free, you'd rather goof"},{"speaker":"Todd Brown","startTime":875.46,"endTime":879.21,"body":"off. You know, time is the one"},{"speaker":"Todd Brown","startTime":879.21,"endTime":882.51,"body":"asset that will never get back."},{"speaker":"Todd Brown","startTime":879.21,"endTime":882.51,"body":"It's the most precious asset"},{"speaker":"Todd Brown","startTime":882.51,"endTime":885.75,"body":"that you have every day that"},{"speaker":"Todd Brown","startTime":882.51,"endTime":885.75,"body":"ticks by. I think as I've gotten"},{"speaker":"Todd Brown","startTime":885.78,"endTime":889.65,"body":"older, I'll be turning 50"},{"speaker":"Todd Brown","startTime":885.78,"endTime":889.65,"body":"shortly. I know I look so much"},{"speaker":"Todd Brown","startTime":889.65,"endTime":893.4,"body":"younger than that. I get that"},{"speaker":"Todd Brown","startTime":889.65,"endTime":893.4,"body":"all the time. I'm kidding. I"},{"speaker":"Todd Brown","startTime":893.4,"endTime":897.45,"body":"look aged and beat up stuff. No,"},{"speaker":"Todd Brown","startTime":893.4,"endTime":897.45,"body":"like I just I realize how"},{"speaker":"Todd Brown","startTime":897.45,"endTime":900.81,"body":"precious time is and we're"},{"speaker":"Todd Brown","startTime":897.45,"endTime":900.81,"body":"talking about your ability to"},{"speaker":"Todd Brown","startTime":900.81,"endTime":904.44,"body":"spend time with your loved ones"},{"speaker":"Todd Brown","startTime":900.81,"endTime":904.44,"body":"to the your ability to enjoy the"},{"speaker":"Todd Brown","startTime":904.44,"endTime":907.26,"body":"one life that you've been"},{"speaker":"Todd Brown","startTime":904.44,"endTime":907.26,"body":"blessed with. I think a lot of"},{"speaker":"Todd Brown","startTime":907.26,"endTime":910.95,"body":"people, they're looking for"},{"speaker":"Todd Brown","startTime":907.26,"endTime":910.95,"body":"resources instead of being"},{"speaker":"Todd Brown","startTime":910.95,"endTime":914.37,"body":"resourceful I can't even fathom"},{"speaker":"Todd Brown","startTime":910.95,"endTime":914.37,"body":"that idea of like, I don't know"},{"speaker":"Todd Brown","startTime":914.37,"endTime":917.55,"body":"how to turn this thing into a"},{"speaker":"Todd Brown","startTime":914.37,"endTime":917.55,"body":"PNG. Are you serious when you're"},{"speaker":"Todd Brown","startTime":917.55,"endTime":919.56,"body":"a grandfather? And you're right"},{"speaker":"Todd Brown","startTime":917.55,"endTime":919.56,"body":"is that what you're going to"},{"speaker":"Todd Brown","startTime":919.56,"endTime":922.68,"body":"tell your your grandchildren of"},{"speaker":"Todd Brown","startTime":919.56,"endTime":922.68,"body":"why you didn't go into your own"},{"speaker":"Todd Brown","startTime":922.68,"endTime":925.5,"body":"business that you couldn't"},{"speaker":"Todd Brown","startTime":922.68,"endTime":925.5,"body":"figure out how to turn the image"},{"speaker":"Todd Brown","startTime":925.5,"endTime":928.11,"body":"into a PNG, if that's what"},{"speaker":"Todd Brown","startTime":925.5,"endTime":928.11,"body":"you're going to allow to stop"},{"speaker":"Todd Brown","startTime":928.11,"endTime":930.81,"body":"you, then you shouldn't go any"},{"speaker":"Todd Brown","startTime":928.11,"endTime":930.81,"body":"further as an entrepreneur"},{"speaker":"Todd Brown","startTime":930.81,"endTime":933.54,"body":"because you're going to"},{"speaker":"Todd Brown","startTime":930.81,"endTime":933.54,"body":"encounter much bigger obstacles,"},{"speaker":"Todd Brown","startTime":933.57,"endTime":936.81,"body":"and you got to have that will"},{"speaker":"Todd Brown","startTime":933.57,"endTime":936.81,"body":"and desire. And I believe"},{"speaker":"Todd Brown","startTime":936.81,"endTime":939.99,"body":"wholeheartedly that for the"},{"speaker":"Todd Brown","startTime":936.81,"endTime":939.99,"body":"folks that do that want it badly"},{"speaker":"Todd Brown","startTime":939.99,"endTime":942.03,"body":"enough, there's nothing that you"},{"speaker":"Todd Brown","startTime":939.99,"endTime":942.03,"body":"can't figure out. There's"},{"speaker":"Todd Brown","startTime":942.03,"endTime":944.19,"body":"nothing that you can't learn."},{"speaker":"Todd Brown","startTime":942.03,"endTime":944.19,"body":"There's nothing that you can't"},{"speaker":"Todd Brown","startTime":944.19,"endTime":947.97,"body":"figure out, I can tell you for"},{"speaker":"Todd Brown","startTime":944.19,"endTime":947.97,"body":"myself, certainly the smartest"},{"speaker":"Todd Brown","startTime":947.97,"endTime":950.85,"body":"entrepreneurs that I know many"},{"speaker":"Todd Brown","startTime":947.97,"endTime":950.85,"body":"of the most well known online"},{"speaker":"Todd Brown","startTime":950.85,"endTime":954.51,"body":"entrepreneurs, they're most of"},{"speaker":"Todd Brown","startTime":950.85,"endTime":954.51,"body":"us are not intellectual giants"},{"speaker":"Todd Brown","startTime":954.51,"endTime":957.21,"body":"by any stretch of the"},{"speaker":"Todd Brown","startTime":954.51,"endTime":957.21,"body":"imagination. And so it's just a"},{"speaker":"Todd Brown","startTime":957.21,"endTime":961.05,"body":"matter of having that will to"},{"speaker":"Todd Brown","startTime":957.21,"endTime":961.05,"body":"say like if others have done it,"},{"speaker":"Todd Brown","startTime":961.08,"endTime":963.84,"body":"if others have figured it out, I"},{"speaker":"Todd Brown","startTime":961.08,"endTime":963.84,"body":"can figure it out. I know that"},{"speaker":"Todd Brown","startTime":963.84,"endTime":966.57,"body":"that's a long winded answer. But"},{"speaker":"Todd Brown","startTime":963.84,"endTime":966.57,"body":"it's so valuable."},{"speaker":"Rory Carruthers","startTime":966.6,"endTime":969.03,"body":"So valuable,"},{"speaker":"Rory Carruthers","startTime":966.6,"endTime":969.03,"body":"great answer. And it actually"},{"speaker":"Rory Carruthers","startTime":969.21,"endTime":972.6,"body":"makes me think of this idea that"},{"speaker":"Rory Carruthers","startTime":969.21,"endTime":972.6,"body":"so many entrepreneurs like they"},{"speaker":"Rory Carruthers","startTime":972.6,"endTime":976.11,"body":"struggled in school yet found a"},{"speaker":"Rory Carruthers","startTime":972.6,"endTime":976.11,"body":"way to be successful. Why do you"},{"speaker":"Rory Carruthers","startTime":976.11,"endTime":976.92,"body":"think that is?"},{"speaker":"Todd Brown","startTime":976.95,"endTime":979.05,"body":"I don't know. That's"},{"speaker":"Todd Brown","startTime":976.95,"endTime":979.05,"body":"a good question. I mean, I know"},{"speaker":"Todd Brown","startTime":979.05,"endTime":981.18,"body":"I struggled in school, I was"},{"speaker":"Todd Brown","startTime":979.05,"endTime":981.18,"body":"diagnosed with a learning"},{"speaker":"Todd Brown","startTime":981.18,"endTime":984.27,"body":"disability in like sixth grade,"},{"speaker":"Todd Brown","startTime":981.18,"endTime":984.27,"body":"I almost didn't graduate from"},{"speaker":"Todd Brown","startTime":984.27,"endTime":987.54,"body":"high school, I couldn't get into"},{"speaker":"Todd Brown","startTime":984.27,"endTime":987.54,"body":"any college, when I graduated"},{"speaker":"Todd Brown","startTime":987.54,"endTime":990.33,"body":"high to go to Community School"},{"speaker":"Todd Brown","startTime":987.54,"endTime":990.33,"body":"took me three years to get a two"},{"speaker":"Todd Brown","startTime":990.36,"endTime":992.94,"body":"year degree I then transferred"},{"speaker":"Todd Brown","startTime":990.36,"endTime":992.94,"body":"to a state school took me"},{"speaker":"Todd Brown","startTime":992.94,"endTime":996.81,"body":"another three years to complete"},{"speaker":"Todd Brown","startTime":992.94,"endTime":996.81,"body":"a four year degree in nutrition,"},{"speaker":"Todd Brown","startTime":996.84,"endTime":1001.25,"body":"I don't think that there's a"},{"speaker":"Todd Brown","startTime":996.84,"endTime":1001.25,"body":"correlation with intelligence or"},{"speaker":"Todd Brown","startTime":1001.28,"endTime":1004.85,"body":"IQ with being a successful"},{"speaker":"Todd Brown","startTime":1001.28,"endTime":1004.85,"body":"entrepreneur, I really don't, I"},{"speaker":"Todd Brown","startTime":1004.85,"endTime":1008.84,"body":"think that they're the majority"},{"speaker":"Todd Brown","startTime":1004.85,"endTime":1008.84,"body":"of skills that are needed to be"},{"speaker":"Todd Brown","startTime":1008.87,"endTime":1012.14,"body":"successful are learnable skills."},{"speaker":"Todd Brown","startTime":1008.87,"endTime":1012.14,"body":"And so we're not talking about"},{"speaker":"Todd Brown","startTime":1012.14,"endTime":1014.84,"body":"you know, sometimes, and this is"},{"speaker":"Todd Brown","startTime":1012.14,"endTime":1014.84,"body":"why I'm a big believer, even in"},{"speaker":"Todd Brown","startTime":1014.87,"endTime":1018.62,"body":"marketing models, sales models,"},{"speaker":"Todd Brown","startTime":1014.87,"endTime":1018.62,"body":"if you will, that are not"},{"speaker":"Todd Brown","startTime":1018.62,"endTime":1023.57,"body":"reliant on a talent or an innate"},{"speaker":"Todd Brown","startTime":1018.62,"endTime":1023.57,"body":"ability, you know, we're talking"},{"speaker":"Todd Brown","startTime":1023.57,"endTime":1026.48,"body":"about singing, you know, that's"},{"speaker":"Todd Brown","startTime":1023.57,"endTime":1026.48,"body":"like a talent that's a blessed,"},{"speaker":"Todd Brown","startTime":1026.51,"endTime":1029.81,"body":"you know, blessing that you've"},{"speaker":"Todd Brown","startTime":1026.51,"endTime":1029.81,"body":"got, these are learnable skills,"},{"speaker":"Todd Brown","startTime":1029.84,"endTime":1034.28,"body":"I believe that anybody can learn"},{"speaker":"Todd Brown","startTime":1029.84,"endTime":1034.28,"body":"and get good at. And so you just"},{"speaker":"Todd Brown","startTime":1034.28,"endTime":1038.36,"body":"have to bring the will the"},{"speaker":"Todd Brown","startTime":1034.28,"endTime":1038.36,"body":"desire, the motivation, that you"},{"speaker":"Todd Brown","startTime":1038.36,"endTime":1042.38,"body":"need to be able to learn and do"},{"speaker":"Todd Brown","startTime":1038.36,"endTime":1042.38,"body":"what you've got to learn and do"},{"speaker":"Todd Brown","startTime":1042.38,"endTime":1045.2,"body":"to be successful. And if you're"},{"speaker":"Todd Brown","startTime":1042.38,"endTime":1045.2,"body":"willing to do that, eventually"},{"speaker":"Todd Brown","startTime":1045.2,"endTime":1046.52,"body":"you will get there. I believe"},{"speaker":"Todd Brown","startTime":1045.2,"endTime":1046.52,"body":"that"},{"speaker":"Rory Carruthers","startTime":1046.55,"endTime":1049.01,"body":"I think this"},{"speaker":"Rory Carruthers","startTime":1046.55,"endTime":1049.01,"body":"actually comes down to the fact"},{"speaker":"Rory Carruthers","startTime":1049.01,"endTime":1051.92,"body":"that there was actually a study"},{"speaker":"Rory Carruthers","startTime":1049.01,"endTime":1051.92,"body":"done recently, where"},{"speaker":"Rory Carruthers","startTime":1051.95,"endTime":1056.18,"body":"entrepreneurs found that there"},{"speaker":"Rory Carruthers","startTime":1051.95,"endTime":1056.18,"body":"wasn't a correlation between IQ"},{"speaker":"Rory Carruthers","startTime":1056.21,"endTime":1060.17,"body":"and success. But what they did"},{"speaker":"Rory Carruthers","startTime":1056.21,"endTime":1060.17,"body":"find is that your ability to be"},{"speaker":"Rory Carruthers","startTime":1060.17,"endTime":1064.1,"body":"social to interact with people"},{"speaker":"Rory Carruthers","startTime":1060.17,"endTime":1064.1,"body":"to like, connect on a deeper"},{"speaker":"Rory Carruthers","startTime":1064.1,"endTime":1068.0,"body":"level, that was more the key."},{"speaker":"Rory Carruthers","startTime":1064.1,"endTime":1068.0,"body":"And I think because people who,"},{"speaker":"Rory Carruthers","startTime":1068.03,"endTime":1070.88,"body":"you know, like us who maybe"},{"speaker":"Rory Carruthers","startTime":1068.03,"endTime":1070.88,"body":"didn't do as well, in school, we"},{"speaker":"Rory Carruthers","startTime":1070.88,"endTime":1074.45,"body":"kind of had to find other ways."},{"speaker":"Rory Carruthers","startTime":1070.88,"endTime":1074.45,"body":"What could I use to my"},{"speaker":"Rory Carruthers","startTime":1074.45,"endTime":1078.77,"body":"advantage? Yeah, at least for"},{"speaker":"Rory Carruthers","startTime":1074.45,"endTime":1078.77,"body":"me, it was after school, like"},{"speaker":"Rory Carruthers","startTime":1078.77,"endTime":1081.41,"body":"after high school, and it seems"},{"speaker":"Rory Carruthers","startTime":1078.77,"endTime":1081.41,"body":"like this is for you, as well,"},{"speaker":"Rory Carruthers","startTime":1081.41,"endTime":1084.59,"body":"where you found something that"},{"speaker":"Rory Carruthers","startTime":1081.41,"endTime":1084.59,"body":"you're like, passionate, and you"},{"speaker":"Rory Carruthers","startTime":1084.59,"endTime":1087.5,"body":"became a learner, right? And a"},{"speaker":"Rory Carruthers","startTime":1084.59,"endTime":1087.5,"body":"lot of people who are"},{"speaker":"Rory Carruthers","startTime":1087.53,"endTime":1090.74,"body":"intelligent tend to stop"},{"speaker":"Rory Carruthers","startTime":1087.53,"endTime":1090.74,"body":"learning after high school or"},{"speaker":"Rory Carruthers","startTime":1090.74,"endTime":1093.05,"body":"after college, and then they"},{"speaker":"Rory Carruthers","startTime":1090.74,"endTime":1093.05,"body":"just, you know, they go live"},{"speaker":"Rory Carruthers","startTime":1093.05,"endTime":1095.51,"body":"their lives, a lot of"},{"speaker":"Rory Carruthers","startTime":1093.05,"endTime":1095.51,"body":"entrepreneurs have the opposite,"},{"speaker":"Rory Carruthers","startTime":1095.51,"endTime":1098.15,"body":"where, you know, they struggled"},{"speaker":"Rory Carruthers","startTime":1095.51,"endTime":1098.15,"body":"and then had to find a passion"},{"speaker":"Rory Carruthers","startTime":1098.15,"endTime":1100.79,"body":"or something that they really"},{"speaker":"Rory Carruthers","startTime":1098.15,"endTime":1100.79,"body":"cared about to love the learning"},{"speaker":"Rory Carruthers","startTime":1100.79,"endTime":1104.57,"body":"process. Yeah. And then it"},{"speaker":"Rory Carruthers","startTime":1100.79,"endTime":1104.57,"body":"becomes the rest of their life."},{"speaker":"Rory Carruthers","startTime":1104.72,"endTime":1105.95,"body":"It's an obsession, right?"},{"speaker":"Todd Brown","startTime":1105.98,"endTime":1109.04,"body":"Yeah, I think that's"},{"speaker":"Todd Brown","startTime":1105.98,"endTime":1109.04,"body":"so spot on. In my experience,"},{"speaker":"Todd Brown","startTime":1109.04,"endTime":1111.47,"body":"you know, I, I've always said,"},{"speaker":"Todd Brown","startTime":1109.04,"endTime":1111.47,"body":"you know, when I was in high"},{"speaker":"Todd Brown","startTime":1111.47,"endTime":1114.05,"body":"school, and I was a terrible"},{"speaker":"Todd Brown","startTime":1111.47,"endTime":1114.05,"body":"student, like, I just didn't"},{"speaker":"Todd Brown","startTime":1114.05,"endTime":1116.63,"body":"really at the time, I don't"},{"speaker":"Todd Brown","startTime":1114.05,"endTime":1116.63,"body":"think I really understood the"},{"speaker":"Todd Brown","startTime":1116.63,"endTime":1120.11,"body":"value of education. I didn't, I"},{"speaker":"Todd Brown","startTime":1116.63,"endTime":1120.11,"body":"didn't want to be in school. And"},{"speaker":"Todd Brown","startTime":1120.11,"endTime":1124.01,"body":"so like, my whole objective when"},{"speaker":"Todd Brown","startTime":1120.11,"endTime":1124.01,"body":"I was in high school was never"},{"speaker":"Todd Brown","startTime":1124.01,"endTime":1126.35,"body":"to bring books home, right? Like"},{"speaker":"Todd Brown","startTime":1124.01,"endTime":1126.35,"body":"my whole thing was, I don't want"},{"speaker":"Todd Brown","startTime":1126.35,"endTime":1128.66,"body":"to I just want I don't want to"},{"speaker":"Todd Brown","startTime":1126.35,"endTime":1128.66,"body":"have to bring books on a total"},{"speaker":"Todd Brown","startTime":1128.66,"endTime":1131.6,"body":"knucklehead. And I don't think I"},{"speaker":"Todd Brown","startTime":1128.66,"endTime":1131.6,"body":"read a full book from cover to"},{"speaker":"Todd Brown","startTime":1131.6,"endTime":1136.85,"body":"cover until I was like very"},{"speaker":"Todd Brown","startTime":1131.6,"endTime":1136.85,"body":"early 20s. But it was when I was"},{"speaker":"Todd Brown","startTime":1136.85,"endTime":1141.89,"body":"finally introduced to the"},{"speaker":"Todd Brown","startTime":1136.85,"endTime":1141.89,"body":"psychology of winning by Denis"},{"speaker":"Todd Brown","startTime":1141.89,"endTime":1145.37,"body":"Waitley was the very first book"},{"speaker":"Todd Brown","startTime":1141.89,"endTime":1145.37,"body":"that I like read cover to cover"},{"speaker":"Todd Brown","startTime":1145.37,"endTime":1149.99,"body":"devoured, fell in love with it."},{"speaker":"Todd Brown","startTime":1145.37,"endTime":1149.99,"body":"And that really sent me off on"},{"speaker":"Todd Brown","startTime":1149.99,"endTime":1154.58,"body":"what is you know, become this"},{"speaker":"Todd Brown","startTime":1149.99,"endTime":1154.58,"body":"lifelong journey of learning."},{"speaker":"Todd Brown","startTime":1154.61,"endTime":1156.98,"body":"And so I think what you said is"},{"speaker":"Todd Brown","startTime":1154.61,"endTime":1156.98,"body":"really spot on, I found"},{"speaker":"Todd Brown","startTime":1156.98,"endTime":1160.22,"body":"something that I became really"},{"speaker":"Todd Brown","startTime":1156.98,"endTime":1160.22,"body":"interested in really passionate"},{"speaker":"Todd Brown","startTime":1160.25,"endTime":1164.66,"body":"about, I really felt like wow,"},{"speaker":"Todd Brown","startTime":1160.25,"endTime":1164.66,"body":"this could be a game changer."},{"speaker":"Todd Brown","startTime":1164.69,"endTime":1168.41,"body":"And so I just threw myself with"},{"speaker":"Todd Brown","startTime":1164.69,"endTime":1168.41,"body":"everything that I had. And still"},{"speaker":"Todd Brown","startTime":1168.41,"endTime":1171.86,"body":"to this day, I'm just an avid"},{"speaker":"Todd Brown","startTime":1168.41,"endTime":1171.86,"body":"students and I think that I'm"},{"speaker":"Todd Brown","startTime":1171.86,"endTime":1177.32,"body":"very open to questioning what I"},{"speaker":"Todd Brown","startTime":1171.86,"endTime":1177.32,"body":"believe is true or what you"},{"speaker":"Todd Brown","startTime":1177.32,"endTime":1182.3,"body":"know, like I'm very big into I'm"},{"speaker":"Todd Brown","startTime":1177.32,"endTime":1182.3,"body":"very open to the idea of maybe"},{"speaker":"Todd Brown","startTime":1182.3,"endTime":1185.54,"body":"there's a better way there's a"},{"speaker":"Todd Brown","startTime":1182.3,"endTime":1185.54,"body":"way to improve this there's a"},{"speaker":"Todd Brown","startTime":1185.54,"endTime":1188.09,"body":"more efficient way a more"},{"speaker":"Todd Brown","startTime":1185.54,"endTime":1188.09,"body":"effective way. And so I'm just"},{"speaker":"Todd Brown","startTime":1188.09,"endTime":1191.33,"body":"constantly today learning very"},{"speaker":"Todd Brown","startTime":1188.09,"endTime":1191.33,"body":"different from like I said, my"},{"speaker":"Todd Brown","startTime":1191.33,"endTime":1191.84,"body":"childhood"},{"speaker":"Dominica Lumazar","startTime":1191.9,"endTime":1193.91,"body":"Well, it's"},{"speaker":"Dominica Lumazar","startTime":1191.9,"endTime":1193.91,"body":"something that I can absolutely"},{"speaker":"Dominica Lumazar","startTime":1193.91,"endTime":1196.07,"body":"resonate with as well. It's"},{"speaker":"Dominica Lumazar","startTime":1193.91,"endTime":1196.07,"body":"interesting to be sitting here"},{"speaker":"Dominica Lumazar","startTime":1196.07,"endTime":1198.11,"body":"with both of you and just"},{"speaker":"Dominica Lumazar","startTime":1196.07,"endTime":1198.11,"body":"knowing more of the backstory"},{"speaker":"Dominica Lumazar","startTime":1198.11,"endTime":1201.11,"body":"about the educational piece. I"},{"speaker":"Dominica Lumazar","startTime":1198.11,"endTime":1201.11,"body":"also Almost didn't graduate,"},{"speaker":"Dominica Lumazar","startTime":1201.14,"endTime":1203.57,"body":"they allowed me to sing the"},{"speaker":"Dominica Lumazar","startTime":1201.14,"endTime":1203.57,"body":"national anthem a graduation and"},{"speaker":"Dominica Lumazar","startTime":1203.57,"endTime":1206.24,"body":"said, Fine, you can walk like,"},{"speaker":"Dominica Lumazar","startTime":1203.57,"endTime":1206.24,"body":"well, let's show like you were"},{"speaker":"Dominica Lumazar","startTime":1206.24,"endTime":1209.21,"body":"struggling so immensely, I had"},{"speaker":"Dominica Lumazar","startTime":1206.24,"endTime":1209.21,"body":"to, you know, diagnosed with"},{"speaker":"Dominica Lumazar","startTime":1209.21,"endTime":1212.0,"body":"multiple learning disabilities"},{"speaker":"Dominica Lumazar","startTime":1209.21,"endTime":1212.0,"body":"and I had so many people telling"},{"speaker":"Dominica Lumazar","startTime":1212.0,"endTime":1215.69,"body":"me that I was just never going"},{"speaker":"Dominica Lumazar","startTime":1212.0,"endTime":1215.69,"body":"to amount to something else. And"},{"speaker":"Dominica Lumazar","startTime":1215.69,"endTime":1219.5,"body":"so I was just so motivated to"},{"speaker":"Dominica Lumazar","startTime":1215.69,"endTime":1219.5,"body":"basically say like, oh, yeah,"},{"speaker":"Dominica Lumazar","startTime":1219.53,"endTime":1222.35,"body":"watch me, I'm gonna go ahead and"},{"speaker":"Dominica Lumazar","startTime":1219.53,"endTime":1222.35,"body":"do something so awesome. And now"},{"speaker":"Dominica Lumazar","startTime":1222.35,"endTime":1225.38,"body":"those exact teachers have come"},{"speaker":"Dominica Lumazar","startTime":1222.35,"endTime":1225.38,"body":"back to me during the pandemic,"},{"speaker":"Dominica Lumazar","startTime":1225.41,"endTime":1227.3,"body":"you know, hey, we've started"},{"speaker":"Dominica Lumazar","startTime":1225.41,"endTime":1227.3,"body":"this business, can you come give"},{"speaker":"Dominica Lumazar","startTime":1227.3,"endTime":1230.45,"body":"us some consulting? And it's the"},{"speaker":"Dominica Lumazar","startTime":1227.3,"endTime":1230.45,"body":"ultimate just like, yeah, yeah,"},{"speaker":"Dominica Lumazar","startTime":1230.45,"endTime":1231.32,"body":"I can. Yes,"},{"speaker":"Todd Brown","startTime":1231.32,"endTime":1235.91,"body":"I can. I totally get"},{"speaker":"Todd Brown","startTime":1231.32,"endTime":1235.91,"body":"it. I totally get it. Because"},{"speaker":"Todd Brown","startTime":1235.91,"endTime":1238.79,"body":"it's so funny because like I"},{"speaker":"Todd Brown","startTime":1235.91,"endTime":1238.79,"body":"said, I'm gonna be turning 50."},{"speaker":"Todd Brown","startTime":1238.82,"endTime":1241.88,"body":"And I think that, you know, I've"},{"speaker":"Todd Brown","startTime":1238.82,"endTime":1241.88,"body":"done okay, professionally, you"},{"speaker":"Todd Brown","startTime":1241.88,"endTime":1245.27,"body":"know, financially, but, you"},{"speaker":"Todd Brown","startTime":1241.88,"endTime":1245.27,"body":"know, like, I'm still I still"},{"speaker":"Todd Brown","startTime":1245.27,"endTime":1247.58,"body":"want to just be like, Mom look"},{"speaker":"Todd Brown","startTime":1245.27,"endTime":1247.58,"body":"at the house, like, you know,"},{"speaker":"Todd Brown","startTime":1247.58,"endTime":1251.72,"body":"like, I'm still looking for that"},{"speaker":"Todd Brown","startTime":1247.58,"endTime":1251.72,"body":"validation. Like, I need it, you"},{"speaker":"Todd Brown","startTime":1251.72,"endTime":1255.11,"body":"know, kind of thing. And so it's"},{"speaker":"Todd Brown","startTime":1251.72,"endTime":1255.11,"body":"funny how it just works that"},{"speaker":"Todd Brown","startTime":1255.11,"endTime":1260.15,"body":"way, how our psychology and I"},{"speaker":"Todd Brown","startTime":1255.11,"endTime":1260.15,"body":"think a lot of aspiring"},{"speaker":"Todd Brown","startTime":1260.15,"endTime":1263.12,"body":"entrepreneurs, folks at the"},{"speaker":"Todd Brown","startTime":1260.15,"endTime":1263.12,"body":"early stages of their journey,"},{"speaker":"Todd Brown","startTime":1263.12,"endTime":1266.12,"body":"are the folks contemplating even"},{"speaker":"Todd Brown","startTime":1263.12,"endTime":1266.12,"body":"beginning that journey. I think,"},{"speaker":"Todd Brown","startTime":1266.12,"endTime":1269.81,"body":"if they really saw behind the"},{"speaker":"Todd Brown","startTime":1266.12,"endTime":1269.81,"body":"scenes of the way some of the"},{"speaker":"Todd Brown","startTime":1269.81,"endTime":1274.13,"body":"most successful entrepreneurs,"},{"speaker":"Todd Brown","startTime":1269.81,"endTime":1274.13,"body":"experts, you know, gurus,"},{"speaker":"Todd Brown","startTime":1274.13,"endTime":1277.31,"body":"whatever you want to call it, I"},{"speaker":"Todd Brown","startTime":1274.13,"endTime":1277.31,"body":"think they would be surprised"},{"speaker":"Todd Brown","startTime":1277.31,"endTime":1281.18,"body":"that how many are motivated to"},{"speaker":"Todd Brown","startTime":1277.31,"endTime":1281.18,"body":"prove others like to prove that"},{"speaker":"Todd Brown","startTime":1281.18,"endTime":1284.75,"body":"they're worthy to show their"},{"speaker":"Todd Brown","startTime":1281.18,"endTime":1284.75,"body":"teachers or their parents like,"},{"speaker":"Todd Brown","startTime":1284.75,"endTime":1288.26,"body":"look, I'm I've made it or I can"},{"speaker":"Todd Brown","startTime":1284.75,"endTime":1288.26,"body":"be successful. It's just funny"},{"speaker":"Todd Brown","startTime":1288.26,"endTime":1292.85,"body":"how it's so not what most people"},{"speaker":"Todd Brown","startTime":1288.26,"endTime":1292.85,"body":"think when they think of"},{"speaker":"Todd Brown","startTime":1292.88,"endTime":1296.03,"body":"experts. Like they think my"},{"speaker":"Todd Brown","startTime":1292.88,"endTime":1296.03,"body":"whole life is unicorns and"},{"speaker":"Todd Brown","startTime":1296.03,"endTime":1301.22,"body":"candy. And it's so not right,"},{"speaker":"Todd Brown","startTime":1296.03,"endTime":1301.22,"body":"like, it's so the complete, I"},{"speaker":"Todd Brown","startTime":1301.22,"endTime":1305.09,"body":"get yelled at by my wife, pick"},{"speaker":"Todd Brown","startTime":1301.22,"endTime":1305.09,"body":"up your socks and like, it's so"},{"speaker":"Todd Brown","startTime":1305.09,"endTime":1308.45,"body":"not what people think. But it"},{"speaker":"Todd Brown","startTime":1305.09,"endTime":1308.45,"body":"should hopefully serve as"},{"speaker":"Todd Brown","startTime":1308.48,"endTime":1312.44,"body":"inspiration that truly, as"},{"speaker":"Todd Brown","startTime":1308.48,"endTime":1312.44,"body":"cliche as it sounds, I really"},{"speaker":"Todd Brown","startTime":1312.44,"endTime":1314.54,"body":"believe I tell people all the"},{"speaker":"Todd Brown","startTime":1312.44,"endTime":1314.54,"body":"time, like if I could do it,"},{"speaker":"Todd Brown","startTime":1314.54,"endTime":1318.14,"body":"like this goofball kid from New"},{"speaker":"Todd Brown","startTime":1314.54,"endTime":1318.14,"body":"Jersey, barely got by in school"},{"speaker":"Todd Brown","startTime":1318.14,"endTime":1321.38,"body":"and is still fairly"},{"speaker":"Todd Brown","startTime":1318.14,"endTime":1321.38,"body":"disorganized, and whatnot, then"},{"speaker":"Todd Brown","startTime":1321.41,"endTime":1323.36,"body":"I mean, sky's the limit for"},{"speaker":"Todd Brown","startTime":1321.41,"endTime":1323.36,"body":"others,"},{"speaker":"Rory Carruthers","startTime":1323.39,"endTime":1325.94,"body":"like what"},{"speaker":"Rory Carruthers","startTime":1323.39,"endTime":1325.94,"body":"you're touching on is that it"},{"speaker":"Rory Carruthers","startTime":1325.94,"endTime":1328.37,"body":"goes back to something that you"},{"speaker":"Rory Carruthers","startTime":1325.94,"endTime":1328.37,"body":"were saying earlier about not"},{"speaker":"Rory Carruthers","startTime":1328.37,"endTime":1331.49,"body":"really like teaching people"},{"speaker":"Rory Carruthers","startTime":1328.37,"endTime":1331.49,"body":"stuff that they can't do"},{"speaker":"Rory Carruthers","startTime":1331.49,"endTime":1334.4,"body":"themselves. There's a lot of"},{"speaker":"Rory Carruthers","startTime":1331.49,"endTime":1334.4,"body":"people who say, like, do do"},{"speaker":"Rory Carruthers","startTime":1334.4,"endTime":1338.24,"body":"this, but then they have no way"},{"speaker":"Rory Carruthers","startTime":1334.4,"endTime":1338.24,"body":"of getting their students to"},{"speaker":"Rory Carruthers","startTime":1338.24,"endTime":1340.49,"body":"actually be able to do it or"},{"speaker":"Rory Carruthers","startTime":1338.24,"endTime":1340.49,"body":"their clients, right. This"},{"speaker":"Rory Carruthers","startTime":1340.49,"endTime":1343.52,"body":"reminds me of what I call"},{"speaker":"Rory Carruthers","startTime":1340.49,"endTime":1343.52,"body":"lifestyle marketing. There's a"},{"speaker":"Rory Carruthers","startTime":1343.52,"endTime":1346.7,"body":"lot of people who use lifestyle"},{"speaker":"Rory Carruthers","startTime":1343.52,"endTime":1346.7,"body":"marketing where they you know,"},{"speaker":"Rory Carruthers","startTime":1346.7,"endTime":1348.89,"body":"they stand in front of their"},{"speaker":"Rory Carruthers","startTime":1346.7,"endTime":1348.89,"body":"Lamborghinis or their big"},{"speaker":"Rory Carruthers","startTime":1348.89,"endTime":1351.95,"body":"mansions. And they say, you can"},{"speaker":"Rory Carruthers","startTime":1348.89,"endTime":1351.95,"body":"have this to just do what I do."},{"speaker":"Rory Carruthers","startTime":1351.95,"endTime":1354.8,"body":"Right problem with that. I just"},{"speaker":"Rory Carruthers","startTime":1351.95,"endTime":1354.8,"body":"think that's lazy marketing."},{"speaker":"Rory Carruthers","startTime":1354.83,"endTime":1358.04,"body":"Because yes, it works. To a"},{"speaker":"Rory Carruthers","startTime":1354.83,"endTime":1358.04,"body":"certain degree, it works."},{"speaker":"Rory Carruthers","startTime":1358.04,"endTime":1359.87,"body":"Because if it didn't work,"},{"speaker":"Rory Carruthers","startTime":1358.04,"endTime":1359.87,"body":"people wouldn't do it. But the"},{"speaker":"Rory Carruthers","startTime":1359.87,"endTime":1363.8,"body":"thing is, is that when you do"},{"speaker":"Rory Carruthers","startTime":1359.87,"endTime":1363.8,"body":"that, and you have students, if"},{"speaker":"Rory Carruthers","startTime":1363.8,"endTime":1367.34,"body":"that is what you're doing, and"},{"speaker":"Rory Carruthers","startTime":1363.8,"endTime":1367.34,"body":"you're not teaching them that,"},{"speaker":"Rory Carruthers","startTime":1367.37,"endTime":1370.79,"body":"but one that's a disconnect, but"},{"speaker":"Rory Carruthers","startTime":1367.37,"endTime":1370.79,"body":"then to they're not in a place"},{"speaker":"Rory Carruthers","startTime":1370.82,"endTime":1373.79,"body":"to be able to do that type of"},{"speaker":"Rory Carruthers","startTime":1370.82,"endTime":1373.79,"body":"marketing, they don't have the"},{"speaker":"Rory Carruthers","startTime":1373.79,"endTime":1376.4,"body":"big homes or the you know, the"},{"speaker":"Rory Carruthers","startTime":1373.79,"endTime":1376.4,"body":"fancy cars or anything like"},{"speaker":"Rory Carruthers","startTime":1376.4,"endTime":1378.47,"body":"that. They don't have the bank"},{"speaker":"Rory Carruthers","startTime":1376.4,"endTime":1378.47,"body":"account to support it. And then"},{"speaker":"Rory Carruthers","startTime":1378.47,"endTime":1381.86,"body":"it sets them up for"},{"speaker":"Rory Carruthers","startTime":1378.47,"endTime":1381.86,"body":"disappointment or failure. And"},{"speaker":"Rory Carruthers","startTime":1382.28,"endTime":1384.8,"body":"I've always looked at, you know,"},{"speaker":"Rory Carruthers","startTime":1382.28,"endTime":1384.8,"body":"businesses like what are the"},{"speaker":"Rory Carruthers","startTime":1384.8,"endTime":1387.14,"body":"things that we can leverage,"},{"speaker":"Rory Carruthers","startTime":1384.8,"endTime":1387.14,"body":"like, if we're talking about"},{"speaker":"Rory Carruthers","startTime":1387.14,"endTime":1389.96,"body":"credibility? Well, I can get"},{"speaker":"Rory Carruthers","startTime":1387.14,"endTime":1389.96,"body":"someone and show them how to get"},{"speaker":"Rory Carruthers","startTime":1389.96,"endTime":1392.93,"body":"featured in the media and"},{"speaker":"Rory Carruthers","startTime":1389.96,"endTime":1392.93,"body":"leverage that credibility."},{"speaker":"Rory Carruthers","startTime":1392.96,"endTime":1396.32,"body":"Anyone can do that with a small"},{"speaker":"Rory Carruthers","startTime":1392.96,"endTime":1396.32,"body":"budget saying, like, I'm gonna"},{"speaker":"Rory Carruthers","startTime":1396.32,"endTime":1399.05,"body":"go stand in front of a private"},{"speaker":"Rory Carruthers","startTime":1396.32,"endTime":1399.05,"body":"jet. Well, most people are not"},{"speaker":"Rory Carruthers","startTime":1399.05,"endTime":1401.42,"body":"gonna be able to do that. So why"},{"speaker":"Rory Carruthers","startTime":1399.05,"endTime":1401.42,"body":"would I teach that?"},{"speaker":"Todd Brown","startTime":1401.45,"endTime":1403.73,"body":"Yeah, I think for"},{"speaker":"Todd Brown","startTime":1401.45,"endTime":1403.73,"body":"me, you know, that's a great"},{"speaker":"Todd Brown","startTime":1403.73,"endTime":1407.12,"body":"point. And and I, you know, I"},{"speaker":"Todd Brown","startTime":1403.73,"endTime":1407.12,"body":"can't disagree with any of that."},{"speaker":"Todd Brown","startTime":1407.12,"endTime":1411.2,"body":"I mean, we could certainly talk"},{"speaker":"Todd Brown","startTime":1407.12,"endTime":1411.2,"body":"about even you attract a certain"},{"speaker":"Todd Brown","startTime":1411.2,"endTime":1414.71,"body":"client, a certain buyer, when"},{"speaker":"Todd Brown","startTime":1411.2,"endTime":1414.71,"body":"you, you know, with those kinds"},{"speaker":"Todd Brown","startTime":1414.71,"endTime":1417.02,"body":"of messages, there's a lot of"},{"speaker":"Todd Brown","startTime":1414.71,"endTime":1417.02,"body":"things that we can talk about,"},{"speaker":"Todd Brown","startTime":1417.02,"endTime":1419.54,"body":"as it relates to that kind of"},{"speaker":"Todd Brown","startTime":1417.02,"endTime":1419.54,"body":"marketing, you know, works with"},{"speaker":"Todd Brown","startTime":1419.54,"endTime":1422.03,"body":"a certain segment of the"},{"speaker":"Todd Brown","startTime":1419.54,"endTime":1422.03,"body":"marketplace, for sure, that are"},{"speaker":"Todd Brown","startTime":1422.03,"endTime":1424.7,"body":"attracted to that. That's just"},{"speaker":"Todd Brown","startTime":1422.03,"endTime":1424.7,"body":"never been my style. It's not"},{"speaker":"Todd Brown","startTime":1424.7,"endTime":1428.0,"body":"what I want to put out in the"},{"speaker":"Todd Brown","startTime":1424.7,"endTime":1428.0,"body":"world. I don't it's never been"},{"speaker":"Todd Brown","startTime":1428.06,"endTime":1430.67,"body":"about that. For me. It's not"},{"speaker":"Todd Brown","startTime":1428.06,"endTime":1430.67,"body":"like, like, look, it's great to"},{"speaker":"Todd Brown","startTime":1430.67,"endTime":1434.57,"body":"have nice things, but I just"},{"speaker":"Todd Brown","startTime":1430.67,"endTime":1434.57,"body":"never been me. And so I've never"},{"speaker":"Todd Brown","startTime":1434.57,"endTime":1439.52,"body":"wanted to I think humility is"},{"speaker":"Todd Brown","startTime":1434.57,"endTime":1439.52,"body":"one of the the most beautiful"},{"speaker":"Todd Brown","startTime":1439.52,"endTime":1443.21,"body":"and attractive qualities that an"},{"speaker":"Todd Brown","startTime":1439.52,"endTime":1443.21,"body":"individual can have. I've just"},{"speaker":"Todd Brown","startTime":1443.21,"endTime":1446.66,"body":"never wanted to put that out"},{"speaker":"Todd Brown","startTime":1443.21,"endTime":1446.66,"body":"there. Could I sell more? If I"},{"speaker":"Todd Brown","startTime":1446.66,"endTime":1449.6,"body":"did, I'm sure. But I've just"},{"speaker":"Todd Brown","startTime":1446.66,"endTime":1449.6,"body":"never wanted to put that out"},{"speaker":"Todd Brown","startTime":1449.6,"endTime":1450.98,"body":"into the universe. Same here"},{"speaker":"Dominica Lumazar","startTime":1451.01,"endTime":1455.42,"body":"we go,"},{"speaker":"Dominica Lumazar","startTime":1451.01,"endTime":1455.42,"body":"absolutely agree to me, anytime"},{"speaker":"Dominica Lumazar","startTime":1455.42,"endTime":1457.58,"body":"I see those coming through my"},{"speaker":"Dominica Lumazar","startTime":1455.42,"endTime":1457.58,"body":"feed, it just kind of feels like"},{"speaker":"Dominica Lumazar","startTime":1457.58,"endTime":1460.22,"body":"a flash in the pan. And if it"},{"speaker":"Dominica Lumazar","startTime":1457.58,"endTime":1460.22,"body":"works for those individuals,"},{"speaker":"Dominica Lumazar","startTime":1460.22,"endTime":1462.53,"body":"more power to them. And that's"},{"speaker":"Dominica Lumazar","startTime":1460.22,"endTime":1462.53,"body":"great. But going back to like"},{"speaker":"Dominica Lumazar","startTime":1462.53,"endTime":1465.17,"body":"the YouTube video that you put"},{"speaker":"Dominica Lumazar","startTime":1462.53,"endTime":1465.17,"body":"up about the entrepreneurs that"},{"speaker":"Dominica Lumazar","startTime":1465.17,"endTime":1467.72,"body":"are really successful versus not"},{"speaker":"Dominica Lumazar","startTime":1465.17,"endTime":1467.72,"body":"I want to attract the"},{"speaker":"Dominica Lumazar","startTime":1467.72,"endTime":1470.42,"body":"entrepreneurs that are actually"},{"speaker":"Dominica Lumazar","startTime":1467.72,"endTime":1470.42,"body":"wanting to take the next steps"},{"speaker":"Dominica Lumazar","startTime":1470.42,"endTime":1472.19,"body":"and not just like quick cash,"},{"speaker":"Dominica Lumazar","startTime":1470.42,"endTime":1472.19,"body":"I'm gone."},{"speaker":"Todd Brown","startTime":1472.22,"endTime":1473.69,"body":"And I think that"},{"speaker":"Todd Brown","startTime":1472.22,"endTime":1473.69,"body":"that's so important. I think"},{"speaker":"Todd Brown","startTime":1473.69,"endTime":1477.65,"body":"there's a there's a valuable"},{"speaker":"Todd Brown","startTime":1473.69,"endTime":1477.65,"body":"lesson, even in that what you"},{"speaker":"Todd Brown","startTime":1477.65,"endTime":1481.19,"body":"put out there is going to"},{"speaker":"Todd Brown","startTime":1477.65,"endTime":1481.19,"body":"attract a certain type of client"},{"speaker":"Todd Brown","startTime":1481.22,"endTime":1484.04,"body":"and there's no judgment from me,"},{"speaker":"Todd Brown","startTime":1481.22,"endTime":1484.04,"body":"I think, you know, again,"},{"speaker":"Todd Brown","startTime":1484.04,"endTime":1486.47,"body":"everybody is motivated by"},{"speaker":"Todd Brown","startTime":1484.04,"endTime":1486.47,"body":"whatever they're motivated by we"},{"speaker":"Todd Brown","startTime":1486.47,"endTime":1489.65,"body":"all have. We've all gone on our"},{"speaker":"Todd Brown","startTime":1486.47,"endTime":1489.65,"body":"own journey and so therefore,"},{"speaker":"Todd Brown","startTime":1489.65,"endTime":1492.59,"body":"we're driven by different"},{"speaker":"Todd Brown","startTime":1489.65,"endTime":1492.59,"body":"things. But while I want to help"},{"speaker":"Todd Brown","startTime":1492.59,"endTime":1496.82,"body":"as many people as possible, I"},{"speaker":"Todd Brown","startTime":1492.59,"endTime":1496.82,"body":"want to be around people that"},{"speaker":"Todd Brown","startTime":1496.85,"endTime":1500.84,"body":"have similar values. Are people"},{"speaker":"Todd Brown","startTime":1496.85,"endTime":1500.84,"body":"similar to me? I'm not saying"},{"speaker":"Todd Brown","startTime":1500.84,"endTime":1503.54,"body":"that the people that are using"},{"speaker":"Todd Brown","startTime":1500.84,"endTime":1503.54,"body":"the the Lamborghini or whatever"},{"speaker":"Todd Brown","startTime":1503.54,"endTime":1506.57,"body":"the jet and you know, showing"},{"speaker":"Todd Brown","startTime":1503.54,"endTime":1506.57,"body":"their house like that there's"},{"speaker":"Todd Brown","startTime":1506.6,"endTime":1508.91,"body":"anything wrong with that it's"},{"speaker":"Todd Brown","startTime":1506.6,"endTime":1508.91,"body":"just never been me."},{"speaker":"Dominica Lumazar","startTime":1508.94,"endTime":1510.44,"body":"Well,"},{"speaker":"Dominica Lumazar","startTime":1508.94,"endTime":1510.44,"body":"switching gears just a little"},{"speaker":"Dominica Lumazar","startTime":1510.44,"endTime":1513.26,"body":"bit, knowing that you are the"},{"speaker":"Dominica Lumazar","startTime":1510.44,"endTime":1513.26,"body":"number one authority on"},{"speaker":"Dominica Lumazar","startTime":1513.29,"endTime":1517.85,"body":"engineering profitable customer"},{"speaker":"Dominica Lumazar","startTime":1513.29,"endTime":1517.85,"body":"acquisition campaigns, how would"},{"speaker":"Dominica Lumazar","startTime":1517.85,"endTime":1521.21,"body":"you bring predictability into"},{"speaker":"Dominica Lumazar","startTime":1517.85,"endTime":1521.21,"body":"the customer acquisition"},{"speaker":"Dominica Lumazar","startTime":1521.21,"endTime":1522.47,"body":"process? Can you speak to that a"},{"speaker":"Todd Brown","startTime":1522.47,"endTime":1526.61,"body":"little bit, if I go"},{"speaker":"Todd Brown","startTime":1522.47,"endTime":1526.61,"body":"too deep you you rein me in. And"},{"speaker":"Todd Brown","startTime":1526.61,"endTime":1531.29,"body":"I'm going to try to keep this as"},{"speaker":"Todd Brown","startTime":1526.61,"endTime":1531.29,"body":"least promotional as I can. So"},{"speaker":"Todd Brown","startTime":1531.29,"endTime":1534.92,"body":"if you want me to dig deeper on"},{"speaker":"Todd Brown","startTime":1531.29,"endTime":1534.92,"body":"something, please fire away, I"},{"speaker":"Todd Brown","startTime":1534.95,"endTime":1539.15,"body":"have a specific method process"},{"speaker":"Todd Brown","startTime":1534.95,"endTime":1539.15,"body":"that I follow, you know, we"},{"speaker":"Todd Brown","startTime":1539.15,"endTime":1541.52,"body":"named it the E five method, I"},{"speaker":"Todd Brown","startTime":1539.15,"endTime":1541.52,"body":"want to give you a little"},{"speaker":"Todd Brown","startTime":1541.52,"endTime":1544.25,"body":"context. And I'm going to tell"},{"speaker":"Todd Brown","startTime":1541.52,"endTime":1544.25,"body":"you what it's based on so that"},{"speaker":"Todd Brown","startTime":1544.25,"endTime":1547.1,"body":"we can give value to people"},{"speaker":"Todd Brown","startTime":1544.25,"endTime":1547.1,"body":"something actionable for folks,"},{"speaker":"Todd Brown","startTime":1547.13,"endTime":1550.31,"body":"when I look at my journey,"},{"speaker":"Todd Brown","startTime":1547.13,"endTime":1550.31,"body":"specially over the last, I would"},{"speaker":"Todd Brown","startTime":1550.31,"endTime":1556.85,"body":"say 10 years where I differ in,"},{"speaker":"Todd Brown","startTime":1550.31,"endTime":1556.85,"body":"I would say experience from all"},{"speaker":"Todd Brown","startTime":1556.85,"endTime":1560.42,"body":"the other, you know, experts,"},{"speaker":"Todd Brown","startTime":1556.85,"endTime":1560.42,"body":"marketing authorities, whatever"},{"speaker":"Todd Brown","startTime":1560.42,"endTime":1565.46,"body":"you want to call it out there is"},{"speaker":"Todd Brown","startTime":1560.42,"endTime":1565.46,"body":"that I've had one foot in the"},{"speaker":"Todd Brown","startTime":1565.52,"endTime":1569.51,"body":"online marketing space of the"},{"speaker":"Todd Brown","startTime":1565.52,"endTime":1569.51,"body":"traditional online marketing"},{"speaker":"Todd Brown","startTime":1569.51,"endTime":1573.41,"body":"world. And at the same time,"},{"speaker":"Todd Brown","startTime":1569.51,"endTime":1573.41,"body":"I've had one foot in the direct"},{"speaker":"Todd Brown","startTime":1573.41,"endTime":1579.26,"body":"response publishing arena, with"},{"speaker":"Todd Brown","startTime":1573.41,"endTime":1579.26,"body":"behemoth clients, like the Agora"},{"speaker":"Todd Brown","startTime":1579.26,"endTime":1584.81,"body":"companies, like $1.5 billion a"},{"speaker":"Todd Brown","startTime":1579.26,"endTime":1584.81,"body":"year, company. And so I've"},{"speaker":"Todd Brown","startTime":1584.81,"endTime":1588.71,"body":"gotten to see two different"},{"speaker":"Todd Brown","startTime":1584.81,"endTime":1588.71,"body":"worlds what is been most"},{"speaker":"Todd Brown","startTime":1588.71,"endTime":1591.77,"body":"effective on the in the internet"},{"speaker":"Todd Brown","startTime":1588.71,"endTime":1591.77,"body":"marketing, what's been most"},{"speaker":"Todd Brown","startTime":1591.77,"endTime":1596.69,"body":"effective in the big direct"},{"speaker":"Todd Brown","startTime":1591.77,"endTime":1596.69,"body":"response publishing world. And"},{"speaker":"Todd Brown","startTime":1596.69,"endTime":1600.5,"body":"so what I really have been able"},{"speaker":"Todd Brown","startTime":1596.69,"endTime":1600.5,"body":"to do is pull the best of both"},{"speaker":"Todd Brown","startTime":1600.5,"endTime":1603.8,"body":"worlds together into a seamless"},{"speaker":"Todd Brown","startTime":1600.5,"endTime":1603.8,"body":"method. And so it's kind of"},{"speaker":"Todd Brown","startTime":1603.8,"endTime":1607.25,"body":"funny, because I and I talk"},{"speaker":"Todd Brown","startTime":1603.8,"endTime":1607.25,"body":"about this publicly all the time"},{"speaker":"Todd Brown","startTime":1607.25,"endTime":1610.73,"body":"that I bring the best of the"},{"speaker":"Todd Brown","startTime":1607.25,"endTime":1610.73,"body":"online stuff, you know, to the"},{"speaker":"Todd Brown","startTime":1610.76,"endTime":1614.24,"body":"Agoras, to the to these big,"},{"speaker":"Todd Brown","startTime":1610.76,"endTime":1614.24,"body":"direct response publishing"},{"speaker":"Todd Brown","startTime":1614.24,"endTime":1617.45,"body":"companies, and they think I'm a"},{"speaker":"Todd Brown","startTime":1614.24,"endTime":1617.45,"body":"genius. And I bring the best of"},{"speaker":"Todd Brown","startTime":1617.45,"endTime":1620.3,"body":"this world over to the online"},{"speaker":"Todd Brown","startTime":1617.45,"endTime":1620.3,"body":"world. And they think I'm a"},{"speaker":"Todd Brown","startTime":1620.3,"endTime":1623.36,"body":"genius. And I'm like, geez, I"},{"speaker":"Todd Brown","startTime":1620.3,"endTime":1623.36,"body":"hope that they never cross over"},{"speaker":"Todd Brown","startTime":1623.57,"endTime":1626.03,"body":"and realize that it's coming"},{"speaker":"Todd Brown","startTime":1623.57,"endTime":1626.03,"body":"from, you know, like, you know"},{"speaker":"Todd Brown","startTime":1626.03,"endTime":1630.08,"body":"what I mean, right, and so that"},{"speaker":"Todd Brown","startTime":1626.03,"endTime":1630.08,"body":"the, the five method is really"},{"speaker":"Todd Brown","startTime":1630.08,"endTime":1634.01,"body":"grounded in the best of these"},{"speaker":"Todd Brown","startTime":1630.08,"endTime":1634.01,"body":"two different worlds, the way"},{"speaker":"Todd Brown","startTime":1634.01,"endTime":1637.25,"body":"that we put together customer"},{"speaker":"Todd Brown","startTime":1634.01,"endTime":1637.25,"body":"acquisition campaigns or client"},{"speaker":"Todd Brown","startTime":1637.25,"endTime":1640.34,"body":"acquisition campaigns, which, by"},{"speaker":"Todd Brown","startTime":1637.25,"endTime":1640.34,"body":"the way, right, in every"},{"speaker":"Todd Brown","startTime":1640.34,"endTime":1643.82,"body":"business, customer acquisition"},{"speaker":"Todd Brown","startTime":1640.34,"endTime":1643.82,"body":"is the most difficult task, it's"},{"speaker":"Todd Brown","startTime":1643.82,"endTime":1646.52,"body":"the most expensive task, and"},{"speaker":"Todd Brown","startTime":1643.82,"endTime":1646.52,"body":"it's the most difficult task"},{"speaker":"Todd Brown","startTime":1646.52,"endTime":1649.73,"body":"generating that first"},{"speaker":"Todd Brown","startTime":1646.52,"endTime":1649.73,"body":"transaction is infinitely more"},{"speaker":"Todd Brown","startTime":1649.73,"endTime":1652.73,"body":"difficult than is the second,"},{"speaker":"Todd Brown","startTime":1649.73,"endTime":1652.73,"body":"third, fourth, right, the first"},{"speaker":"Todd Brown","startTime":1652.73,"endTime":1655.52,"body":"transaction is what we call the"},{"speaker":"Todd Brown","startTime":1652.73,"endTime":1655.52,"body":"front end. And the second"},{"speaker":"Todd Brown","startTime":1655.55,"endTime":1658.43,"body":"transaction on is what's"},{"speaker":"Todd Brown","startTime":1655.55,"endTime":1658.43,"body":"referred to as the back end, the"},{"speaker":"Todd Brown","startTime":1658.43,"endTime":1661.73,"body":"back end is all the marketing"},{"speaker":"Todd Brown","startTime":1658.43,"endTime":1661.73,"body":"that we do with existing buyers"},{"speaker":"Todd Brown","startTime":1661.73,"endTime":1666.05,"body":"to deliver more value and to"},{"speaker":"Todd Brown","startTime":1661.73,"endTime":1666.05,"body":"grow their lifetime value or"},{"speaker":"Todd Brown","startTime":1666.05,"endTime":1668.39,"body":"marginal net worth to the"},{"speaker":"Todd Brown","startTime":1666.05,"endTime":1668.39,"body":"business. The front end is all"},{"speaker":"Todd Brown","startTime":1668.39,"endTime":1670.37,"body":"the marketing that we do with"},{"speaker":"Todd Brown","startTime":1668.39,"endTime":1670.37,"body":"people that have not"},{"speaker":"Todd Brown","startTime":1670.37,"endTime":1673.73,"body":"participated in a transaction"},{"speaker":"Todd Brown","startTime":1670.37,"endTime":1673.73,"body":"yet. And the front end is all"},{"speaker":"Todd Brown","startTime":1673.73,"endTime":1677.93,"body":"about maximum customer"},{"speaker":"Todd Brown","startTime":1673.73,"endTime":1677.93,"body":"acquisition at a reasonable"},{"speaker":"Todd Brown","startTime":1677.93,"endTime":1681.05,"body":"cost. And reasonable cost is"},{"speaker":"Todd Brown","startTime":1677.93,"endTime":1681.05,"body":"different for every business."},{"speaker":"Todd Brown","startTime":1681.08,"endTime":1683.99,"body":"When it comes to designing front"},{"speaker":"Todd Brown","startTime":1681.08,"endTime":1683.99,"body":"end campaigns. The way that you"},{"speaker":"Todd Brown","startTime":1683.99,"endTime":1686.69,"body":"engineer a front end campaign is"},{"speaker":"Todd Brown","startTime":1683.99,"endTime":1686.69,"body":"different than the way that you"},{"speaker":"Todd Brown","startTime":1686.72,"endTime":1690.77,"body":"engineer a back end campaign."},{"speaker":"Todd Brown","startTime":1686.72,"endTime":1690.77,"body":"Number one, in order to engineer"},{"speaker":"Todd Brown","startTime":1690.77,"endTime":1693.98,"body":"a campaign for scale, you have"},{"speaker":"Todd Brown","startTime":1690.77,"endTime":1693.98,"body":"to recognize that there's going"},{"speaker":"Todd Brown","startTime":1693.98,"endTime":1696.89,"body":"to be a cost per acquisition,"},{"speaker":"Todd Brown","startTime":1693.98,"endTime":1696.89,"body":"there's going to be a cost to"},{"speaker":"Todd Brown","startTime":1696.89,"endTime":1700.67,"body":"acquire a buyer. And so our"},{"speaker":"Todd Brown","startTime":1696.89,"endTime":1700.67,"body":"first priority is to be able to"},{"speaker":"Todd Brown","startTime":1700.67,"endTime":1706.13,"body":"generate enough per sale to"},{"speaker":"Todd Brown","startTime":1700.67,"endTime":1706.13,"body":"offset our cost per acquisition,"},{"speaker":"Todd Brown","startTime":1706.16,"endTime":1709.64,"body":"right. And so in other words,"},{"speaker":"Todd Brown","startTime":1706.16,"endTime":1709.64,"body":"the aim has to be on the front."},{"speaker":"Todd Brown","startTime":1709.64,"endTime":1712.64,"body":"First and foremost, the priority"},{"speaker":"Todd Brown","startTime":1709.64,"endTime":1712.64,"body":"has to be on the front that the"},{"speaker":"Todd Brown","startTime":1712.64,"endTime":1715.94,"body":"economics work, meaning that we"},{"speaker":"Todd Brown","startTime":1712.64,"endTime":1715.94,"body":"can invest $1, and we can make"},{"speaker":"Todd Brown","startTime":1715.94,"endTime":1720.5,"body":"back $1, or more in the form of"},{"speaker":"Todd Brown","startTime":1715.94,"endTime":1720.5,"body":"a new customer. So it's not"},{"speaker":"Todd Brown","startTime":1720.5,"endTime":1723.83,"body":"about necessarily conversion"},{"speaker":"Todd Brown","startTime":1720.5,"endTime":1723.83,"body":"rate. It's not about you know,"},{"speaker":"Todd Brown","startTime":1723.83,"endTime":1727.94,"body":"opt in rate, none of those"},{"speaker":"Todd Brown","startTime":1723.83,"endTime":1727.94,"body":"things make a campaign viable or"},{"speaker":"Todd Brown","startTime":1727.94,"endTime":1730.61,"body":"not, you could have a percent"},{"speaker":"Todd Brown","startTime":1727.94,"endTime":1730.61,"body":"sales conversion rate on a front"},{"speaker":"Todd Brown","startTime":1730.61,"endTime":1733.25,"body":"end campaign and be losing"},{"speaker":"Todd Brown","startTime":1730.61,"endTime":1733.25,"body":"money. Every time you acquire a"},{"speaker":"Todd Brown","startTime":1733.25,"endTime":1735.74,"body":"buyer, you could also have a"},{"speaker":"Todd Brown","startTime":1733.25,"endTime":1735.74,"body":"half a percent sales conversion"},{"speaker":"Todd Brown","startTime":1735.74,"endTime":1738.92,"body":"rate and be raking in the profit"},{"speaker":"Todd Brown","startTime":1735.74,"endTime":1738.92,"body":"per buyer. So you got to"},{"speaker":"Todd Brown","startTime":1738.92,"endTime":1742.1,"body":"recognize that it's all about"},{"speaker":"Todd Brown","startTime":1738.92,"endTime":1742.1,"body":"first and foremost, the"},{"speaker":"Todd Brown","startTime":1742.1,"endTime":1745.55,"body":"economics and that the economics"},{"speaker":"Todd Brown","startTime":1742.1,"endTime":1745.55,"body":"work, it's very different on the"},{"speaker":"Todd Brown","startTime":1745.55,"endTime":1748.28,"body":"back end, because on the back"},{"speaker":"Todd Brown","startTime":1745.55,"endTime":1748.28,"body":"end, you've already paid the"},{"speaker":"Todd Brown","startTime":1748.28,"endTime":1751.49,"body":"acquisition costs. So you've"},{"speaker":"Todd Brown","startTime":1748.28,"endTime":1751.49,"body":"already paid to acquire a buyer."},{"speaker":"Todd Brown","startTime":1751.55,"endTime":1755.3,"body":"Now it's no longer about the"},{"speaker":"Todd Brown","startTime":1751.55,"endTime":1755.3,"body":"economics. It's about value"},{"speaker":"Todd Brown","startTime":1755.3,"endTime":1758.15,"body":"extraction tweet we can talk"},{"speaker":"Todd Brown","startTime":1755.3,"endTime":1758.15,"body":"about with that as kind of the"},{"speaker":"Todd Brown","startTime":1758.15,"endTime":1760.85,"body":"backdrop one of the very first"},{"speaker":"Todd Brown","startTime":1758.15,"endTime":1760.85,"body":"things that we talk to folks"},{"speaker":"Todd Brown","startTime":1760.85,"endTime":1764.27,"body":"about which is or teach folks"},{"speaker":"Todd Brown","startTime":1760.85,"endTime":1764.27,"body":"train folks on the very first"},{"speaker":"Todd Brown","startTime":1764.27,"endTime":1768.08,"body":"place that we start is with what"},{"speaker":"Todd Brown","startTime":1764.27,"endTime":1768.08,"body":"we call examination. It's the"},{"speaker":"Todd Brown","startTime":1768.08,"endTime":1771.86,"body":"first stage of the five method"},{"speaker":"Todd Brown","startTime":1768.08,"endTime":1771.86,"body":"ie five method is five stages."},{"speaker":"Todd Brown","startTime":1771.89,"endTime":1775.34,"body":"We start with examine and we"},{"speaker":"Todd Brown","startTime":1771.89,"endTime":1775.34,"body":"start by examining prospects,"},{"speaker":"Todd Brown","startTime":1775.37,"endTime":1778.01,"body":"you have to start by"},{"speaker":"Todd Brown","startTime":1775.37,"endTime":1778.01,"body":"understanding the psychology of"},{"speaker":"Todd Brown","startTime":1778.01,"endTime":1780.41,"body":"your audience, you have to"},{"speaker":"Todd Brown","startTime":1778.01,"endTime":1780.41,"body":"understand the problem that you"},{"speaker":"Todd Brown","startTime":1780.41,"endTime":1782.9,"body":"are solving for them problem"},{"speaker":"Todd Brown","startTime":1780.41,"endTime":1782.9,"body":"that you're solving for them"},{"speaker":"Todd Brown","startTime":1782.9,"endTime":1786.53,"body":"could be some pain point, it"},{"speaker":"Todd Brown","startTime":1782.9,"endTime":1786.53,"body":"could also be an unfulfilled"},{"speaker":"Todd Brown","startTime":1786.53,"endTime":1789.92,"body":"need or desire that they have"},{"speaker":"Todd Brown","startTime":1786.53,"endTime":1789.92,"body":"for more but what is the problem"},{"speaker":"Todd Brown","startTime":1789.92,"endTime":1792.83,"body":"that you are solving? What do"},{"speaker":"Todd Brown","startTime":1789.92,"endTime":1792.83,"body":"they want? What are their"},{"speaker":"Todd Brown","startTime":1792.83,"endTime":1794.63,"body":"desires? What are their"},{"speaker":"Todd Brown","startTime":1792.83,"endTime":1794.63,"body":"emotions? What are their"},{"speaker":"Todd Brown","startTime":1794.63,"endTime":1797.18,"body":"feelings? What have they been"},{"speaker":"Todd Brown","startTime":1794.63,"endTime":1797.18,"body":"exposed to? What have they heard"},{"speaker":"Todd Brown","startTime":1797.18,"endTime":1800.12,"body":"from competitors? What have they"},{"speaker":"Todd Brown","startTime":1797.18,"endTime":1800.12,"body":"tried before? What do you They"},{"speaker":"Todd Brown","startTime":1800.12,"endTime":1803.78,"body":"consider an ideal solution, what"},{"speaker":"Todd Brown","startTime":1800.12,"endTime":1803.78,"body":"do they consider not an ideal"},{"speaker":"Todd Brown","startTime":1803.78,"endTime":1806.63,"body":"solution, you have to start by"},{"speaker":"Todd Brown","startTime":1803.78,"endTime":1806.63,"body":"understanding the psychology of"},{"speaker":"Todd Brown","startTime":1806.66,"endTime":1808.91,"body":"the people that you're talking"},{"speaker":"Todd Brown","startTime":1806.66,"endTime":1808.91,"body":"to. And so you've got to get out"},{"speaker":"Todd Brown","startTime":1808.91,"endTime":1811.04,"body":"of the way, you've got to get"},{"speaker":"Todd Brown","startTime":1808.91,"endTime":1811.04,"body":"out of your own head, you've got"},{"speaker":"Todd Brown","startTime":1811.04,"endTime":1815.39,"body":"to see kind of the world through"},{"speaker":"Todd Brown","startTime":1811.04,"endTime":1815.39,"body":"their eyes, not your own eyes."},{"speaker":"Todd Brown","startTime":1815.39,"endTime":1819.59,"body":"And so we begin by examining"},{"speaker":"Todd Brown","startTime":1815.39,"endTime":1819.59,"body":"prospects, examining competitors"},{"speaker":"Todd Brown","startTime":1819.59,"endTime":1822.02,"body":"to understand what they're"},{"speaker":"Todd Brown","startTime":1819.59,"endTime":1822.02,"body":"saying what they're offering."},{"speaker":"Todd Brown","startTime":1822.05,"endTime":1824.63,"body":"And then we examine finally, the"},{"speaker":"Todd Brown","startTime":1822.05,"endTime":1824.63,"body":"product or service that we're"},{"speaker":"Todd Brown","startTime":1824.63,"endTime":1827.54,"body":"going to create a campaign"},{"speaker":"Todd Brown","startTime":1824.63,"endTime":1827.54,"body":"around. After that we then go"},{"speaker":"Todd Brown","startTime":1827.57,"endTime":1831.59,"body":"and based on that engineer an"},{"speaker":"Todd Brown","startTime":1827.57,"endTime":1831.59,"body":"offer when it comes to"},{"speaker":"Todd Brown","startTime":1831.59,"endTime":1834.8,"body":"engineering the offer, there are"},{"speaker":"Todd Brown","startTime":1831.59,"endTime":1834.8,"body":"really two main components. And"},{"speaker":"Todd Brown","startTime":1834.8,"endTime":1838.19,"body":"most people don't talk about"},{"speaker":"Todd Brown","startTime":1834.8,"endTime":1838.19,"body":"these kind of two aspects or two"},{"speaker":"Todd Brown","startTime":1838.22,"endTime":1842.99,"body":"umbrellas, if you will of offer"},{"speaker":"Todd Brown","startTime":1838.22,"endTime":1842.99,"body":"creation. Number one is that"},{"speaker":"Todd Brown","startTime":1842.99,"endTime":1846.26,"body":"engineering an attractive"},{"speaker":"Todd Brown","startTime":1842.99,"endTime":1846.26,"body":"solution. And so what I mean by"},{"speaker":"Todd Brown","startTime":1846.26,"endTime":1849.74,"body":"an attractive solution is in an"},{"speaker":"Todd Brown","startTime":1846.26,"endTime":1849.74,"body":"ideal world, you're offering"},{"speaker":"Todd Brown","startTime":1849.74,"endTime":1854.21,"body":"them a solution that is easy to"},{"speaker":"Todd Brown","startTime":1849.74,"endTime":1854.21,"body":"use, doesn't take a whole lot of"},{"speaker":"Todd Brown","startTime":1854.21,"endTime":1858.86,"body":"time, or learning to implement"},{"speaker":"Todd Brown","startTime":1854.21,"endTime":1858.86,"body":"produces fast results for them."},{"speaker":"Todd Brown","startTime":1858.89,"endTime":1862.64,"body":"And tables. There's a few others"},{"speaker":"Todd Brown","startTime":1858.89,"endTime":1862.64,"body":"but But it starts with the"},{"speaker":"Todd Brown","startTime":1862.67,"endTime":1865.01,"body":"engineering of an attractive"},{"speaker":"Todd Brown","startTime":1862.67,"endTime":1865.01,"body":"solution that you're going to"},{"speaker":"Todd Brown","startTime":1865.01,"endTime":1867.29,"body":"put in their hand. Once we've"},{"speaker":"Todd Brown","startTime":1865.01,"endTime":1867.29,"body":"engineered that attractive"},{"speaker":"Todd Brown","startTime":1867.29,"endTime":1870.44,"body":"solution, then we engineer the"},{"speaker":"Todd Brown","startTime":1867.29,"endTime":1870.44,"body":"offer itself. And the offer"},{"speaker":"Todd Brown","startTime":1870.44,"endTime":1872.84,"body":"itself is what most people"},{"speaker":"Todd Brown","startTime":1870.44,"endTime":1872.84,"body":"typically think of when they"},{"speaker":"Todd Brown","startTime":1872.84,"endTime":1875.21,"body":"think of the offer. These are"},{"speaker":"Todd Brown","startTime":1872.84,"endTime":1875.21,"body":"things like what are the"},{"speaker":"Todd Brown","startTime":1875.21,"endTime":1878.36,"body":"deliverables? So how are we"},{"speaker":"Todd Brown","startTime":1875.21,"endTime":1878.36,"body":"actually putting the solution in"},{"speaker":"Todd Brown","startTime":1878.36,"endTime":1881.21,"body":"their hands? What do they get?"},{"speaker":"Todd Brown","startTime":1878.36,"endTime":1881.21,"body":"What do they use? What blah,"},{"speaker":"Todd Brown","startTime":1881.21,"endTime":1884.03,"body":"blah, blah, and there's price?"},{"speaker":"Todd Brown","startTime":1881.21,"endTime":1884.03,"body":"There's the terms, there's"},{"speaker":"Todd Brown","startTime":1884.03,"endTime":1887.0,"body":"premiums, bonuses, there's risk"},{"speaker":"Todd Brown","startTime":1884.03,"endTime":1887.0,"body":"reversal, right? So we're"},{"speaker":"Todd Brown","startTime":1887.0,"endTime":1890.63,"body":"starting with by engineering, an"},{"speaker":"Todd Brown","startTime":1887.0,"endTime":1890.63,"body":"attractive solution based on the"},{"speaker":"Todd Brown","startTime":1890.63,"endTime":1893.33,"body":"problem that we're solving and"},{"speaker":"Todd Brown","startTime":1890.63,"endTime":1893.33,"body":"based on what it is that we know"},{"speaker":"Todd Brown","startTime":1893.36,"endTime":1896.69,"body":"the marketplace wants or doesn't"},{"speaker":"Todd Brown","startTime":1893.36,"endTime":1896.69,"body":"want, etc, then we're taking"},{"speaker":"Todd Brown","startTime":1896.69,"endTime":1899.75,"body":"that attractive solution, and"},{"speaker":"Todd Brown","startTime":1896.69,"endTime":1899.75,"body":"then we're presenting it with an"},{"speaker":"Todd Brown","startTime":1899.75,"endTime":1902.99,"body":"irresistible proposition, right?"},{"speaker":"Todd Brown","startTime":1899.75,"endTime":1902.99,"body":"We're making it harder for them"},{"speaker":"Todd Brown","startTime":1902.99,"endTime":1907.31,"body":"to say no than it is to say yes,"},{"speaker":"Todd Brown","startTime":1902.99,"endTime":1907.31,"body":"we start there because a great"},{"speaker":"Todd Brown","startTime":1907.34,"endTime":1910.34,"body":"offer can make up for a lot of"},{"speaker":"Todd Brown","startTime":1907.34,"endTime":1910.34,"body":"marketing weaknesses, but great"},{"speaker":"Todd Brown","startTime":1910.34,"endTime":1913.67,"body":"marketing isn't going to make up"},{"speaker":"Todd Brown","startTime":1910.34,"endTime":1913.67,"body":"for a frail or weak offer after"},{"speaker":"Todd Brown","startTime":1913.67,"endTime":1916.28,"body":"that. And this is kind of the"},{"speaker":"Todd Brown","startTime":1913.67,"endTime":1916.28,"body":"crux and then I'll stop all of"},{"speaker":"Todd Brown","startTime":1916.28,"endTime":1921.62,"body":"our campaigns are built with"},{"speaker":"Todd Brown","startTime":1916.28,"endTime":1921.62,"body":"what we call EBM content, EBM"},{"speaker":"Todd Brown","startTime":1921.62,"endTime":1925.37,"body":"content is education based"},{"speaker":"Todd Brown","startTime":1921.62,"endTime":1925.37,"body":"marketing content. So we're"},{"speaker":"Todd Brown","startTime":1925.37,"endTime":1928.13,"body":"going to educate the prospect"},{"speaker":"Todd Brown","startTime":1925.37,"endTime":1928.13,"body":"but we're not going to educate"},{"speaker":"Todd Brown","startTime":1928.13,"endTime":1931.34,"body":"the prospect just to just to"},{"speaker":"Todd Brown","startTime":1928.13,"endTime":1931.34,"body":"educate them. In other words,"},{"speaker":"Todd Brown","startTime":1931.34,"endTime":1933.59,"body":"we're not going to try to show"},{"speaker":"Todd Brown","startTime":1931.34,"endTime":1933.59,"body":"how much we know we're not going"},{"speaker":"Todd Brown","startTime":1933.59,"endTime":1936.71,"body":"to try to wow them with our"},{"speaker":"Todd Brown","startTime":1933.59,"endTime":1936.71,"body":"genius. What we're going to do"},{"speaker":"Todd Brown","startTime":1936.71,"endTime":1940.67,"body":"is we're going to identify our"},{"speaker":"Todd Brown","startTime":1936.71,"endTime":1940.67,"body":"point of differentiation and the"},{"speaker":"Todd Brown","startTime":1940.67,"endTime":1944.36,"body":"point of differentiation that we"},{"speaker":"Todd Brown","startTime":1940.67,"endTime":1944.36,"body":"teach people to identify Is"},{"speaker":"Todd Brown","startTime":1944.36,"endTime":1948.23,"body":"there a unique mechanism? unique"},{"speaker":"Todd Brown","startTime":1944.36,"endTime":1948.23,"body":"mechanism is nothing more than"},{"speaker":"Todd Brown","startTime":1948.26,"endTime":1952.49,"body":"how does your product or service"},{"speaker":"Todd Brown","startTime":1948.26,"endTime":1952.49,"body":"work to deliver the result that"},{"speaker":"Todd Brown","startTime":1952.49,"endTime":1955.79,"body":"your prospects want the"},{"speaker":"Todd Brown","startTime":1952.49,"endTime":1955.79,"body":"transformation, the result the"},{"speaker":"Todd Brown","startTime":1955.79,"endTime":1960.05,"body":"change? See, years ago, folks in"},{"speaker":"Todd Brown","startTime":1955.79,"endTime":1960.05,"body":"the direct response world talked"},{"speaker":"Todd Brown","startTime":1960.05,"endTime":1964.34,"body":"about this idea of a USP, the"},{"speaker":"Todd Brown","startTime":1960.05,"endTime":1964.34,"body":"USP is a unique selling"},{"speaker":"Todd Brown","startTime":1964.34,"endTime":1967.31,"body":"proposition. A unique selling"},{"speaker":"Todd Brown","startTime":1964.34,"endTime":1967.31,"body":"proposition is really nothing"},{"speaker":"Todd Brown","startTime":1967.31,"endTime":1970.91,"body":"more than a unique benefit. When"},{"speaker":"Todd Brown","startTime":1967.31,"endTime":1970.91,"body":"you have a product or service"},{"speaker":"Todd Brown","startTime":1970.91,"endTime":1974.6,"body":"that offers your prospects your"},{"speaker":"Todd Brown","startTime":1970.91,"endTime":1974.6,"body":"marketplace, a benefit that no"},{"speaker":"Todd Brown","startTime":1974.6,"endTime":1980.09,"body":"other competitors offer. You"},{"speaker":"Todd Brown","startTime":1974.6,"endTime":1980.09,"body":"have a USP but today USPS are"},{"speaker":"Todd Brown","startTime":1980.09,"endTime":1983.48,"body":"extremely rare. They're"},{"speaker":"Todd Brown","startTime":1980.09,"endTime":1983.48,"body":"typically only seen with"},{"speaker":"Todd Brown","startTime":1983.51,"endTime":1987.17,"body":"disruptive technologies ride"},{"speaker":"Todd Brown","startTime":1983.51,"endTime":1987.17,"body":"sharing, when Uber first came"},{"speaker":"Todd Brown","startTime":1987.17,"endTime":1990.26,"body":"out, right, and they were the"},{"speaker":"Todd Brown","startTime":1987.17,"endTime":1990.26,"body":"first like now you can hail a"},{"speaker":"Todd Brown","startTime":1990.26,"endTime":1993.29,"body":"ride with your phone. You don't"},{"speaker":"Todd Brown","startTime":1990.26,"endTime":1993.29,"body":"need cash. You could see how"},{"speaker":"Todd Brown","startTime":1993.29,"endTime":1995.63,"body":"quick they're going to arrive."},{"speaker":"Todd Brown","startTime":1993.29,"endTime":1995.63,"body":"You can you got ratings, there"},{"speaker":"Todd Brown","startTime":1995.63,"endTime":1999.41,"body":"was a unique benefit compared to"},{"speaker":"Todd Brown","startTime":1995.63,"endTime":1999.41,"body":"yellow cabs that Uber was"},{"speaker":"Todd Brown","startTime":1999.41,"endTime":2002.11,"body":"offering. Same thing with"},{"speaker":"Todd Brown","startTime":1999.41,"endTime":2002.11,"body":"Netflix when Netflix went from"},{"speaker":"Todd Brown","startTime":2002.17,"endTime":2006.01,"body":"getting the DVDs or whatever,"},{"speaker":"Todd Brown","startTime":2002.17,"endTime":2006.01,"body":"Blu ray to online streaming,"},{"speaker":"Todd Brown","startTime":2006.01,"endTime":2008.32,"body":"where you pay one fee, and now"},{"speaker":"Todd Brown","startTime":2006.01,"endTime":2008.32,"body":"you get access to all the stuff"},{"speaker":"Todd Brown","startTime":2008.32,"endTime":2012.49,"body":"that was a unique benefit."},{"speaker":"Todd Brown","startTime":2008.32,"endTime":2012.49,"body":"Right? That was a USP, but those"},{"speaker":"Todd Brown","startTime":2012.49,"endTime":2016.96,"body":"are very rare in the majority of"},{"speaker":"Todd Brown","startTime":2012.49,"endTime":2016.96,"body":"markets today with the majority"},{"speaker":"Todd Brown","startTime":2016.99,"endTime":2019.84,"body":"of products. So how do you"},{"speaker":"Todd Brown","startTime":2016.99,"endTime":2019.84,"body":"differentiate, right? If you"},{"speaker":"Todd Brown","startTime":2019.84,"endTime":2023.29,"body":"can't differentiate with a"},{"speaker":"Todd Brown","startTime":2019.84,"endTime":2023.29,"body":"unique benefit? 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And the reality"},{"speaker":"Todd Brown","startTime":2034.36,"endTime":2038.2,"body":"is, is that either they're lying"},{"speaker":"Todd Brown","startTime":2034.36,"endTime":2038.2,"body":"in most cases, or they reach"},{"speaker":"Todd Brown","startTime":2038.2,"endTime":2041.44,"body":"this point where it lacks"},{"speaker":"Todd Brown","startTime":2038.2,"endTime":2041.44,"body":"credibility and believability."},{"speaker":"Todd Brown","startTime":2041.47,"endTime":2043.75,"body":"Right and not everything that's"},{"speaker":"Todd Brown","startTime":2041.47,"endTime":2043.75,"body":"true is believable. And not"},{"speaker":"Todd Brown","startTime":2043.75,"endTime":2047.29,"body":"everything that's believable is"},{"speaker":"Todd Brown","startTime":2043.75,"endTime":2047.29,"body":"true. Today, it's much much more"},{"speaker":"Todd Brown","startTime":2047.29,"endTime":2050.02,"body":"difficult like than ever before"},{"speaker":"Todd Brown","startTime":2047.29,"endTime":2050.02,"body":"because of the amount of"},{"speaker":"Todd Brown","startTime":2050.02,"endTime":2052.57,"body":"advertising and marketing the"},{"speaker":"Todd Brown","startTime":2050.02,"endTime":2052.57,"body":"amount of competition and the"},{"speaker":"Todd Brown","startTime":2052.57,"endTime":2055.96,"body":"amount of skepticism especially"},{"speaker":"Todd Brown","startTime":2052.57,"endTime":2055.96,"body":"in the online medium to"},{"speaker":"Todd Brown","startTime":2055.96,"endTime":2058.84,"body":"differentiate through and"},{"speaker":"Todd Brown","startTime":2055.96,"endTime":2058.84,"body":"enlarge promise. So what are you"},{"speaker":"Todd Brown","startTime":2058.84,"endTime":2060.97,"body":"left with? If you can't"},{"speaker":"Todd Brown","startTime":2058.84,"endTime":2060.97,"body":"differentiate if you don't have"},{"speaker":"Todd Brown","startTime":2060.97,"endTime":2064.78,"body":"a unique benefit a USP, you"},{"speaker":"Todd Brown","startTime":2060.97,"endTime":2064.78,"body":"can't make a bigger bolder claim"},{"speaker":"Todd Brown","startTime":2064.78,"endTime":2067.99,"body":"without crossing the line into"},{"speaker":"Todd Brown","startTime":2064.78,"endTime":2067.99,"body":"unethical and untrue. 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And what"},{"speaker":"Todd Brown","startTime":2130.24,"endTime":2133.33,"body":"we're ultimately doing is we're"},{"speaker":"Todd Brown","startTime":2133.33,"endTime":2138.19,"body":"educating on this different and"},{"speaker":"Todd Brown","startTime":2133.33,"endTime":2138.19,"body":"superior way for the prospect to"},{"speaker":"Todd Brown","startTime":2138.19,"endTime":2140.62,"body":"get the result that they want."},{"speaker":"Todd Brown","startTime":2138.19,"endTime":2140.62,"body":"So we're basically saying to the"},{"speaker":"Todd Brown","startTime":2140.62,"endTime":2143.05,"body":"prospect, we have a different"},{"speaker":"Todd Brown","startTime":2140.62,"endTime":2143.05,"body":"way for you to get the result"},{"speaker":"Todd Brown","startTime":2143.08,"endTime":2145.3,"body":"you want in a way that you"},{"speaker":"Todd Brown","startTime":2143.08,"endTime":2145.3,"body":"haven't heard about before, a"},{"speaker":"Todd Brown","startTime":2145.3,"endTime":2148.3,"body":"way that you haven't tried"},{"speaker":"Todd Brown","startTime":2145.3,"endTime":2148.3,"body":"before. And this different way"},{"speaker":"Todd Brown","startTime":2148.33,"endTime":2152.44,"body":"is superior compared to the"},{"speaker":"Todd Brown","startTime":2148.33,"endTime":2152.44,"body":"other methods. And here is why"},{"speaker":"Todd Brown","startTime":2152.44,"endTime":2155.62,"body":"so we're educating them on this"},{"speaker":"Todd Brown","startTime":2152.44,"endTime":2155.62,"body":"different way. And we're showing"},{"speaker":"Todd Brown","startTime":2155.62,"endTime":2160.03,"body":"proving what makes it superior"},{"speaker":"Todd Brown","startTime":2155.62,"endTime":2160.03,"body":"to all of the other methods. 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We show"},{"speaker":"Todd Brown","startTime":2220.27,"endTime":2223.42,"body":"them what is unique and"},{"speaker":"Todd Brown","startTime":2220.27,"endTime":2223.42,"body":"different and superior about"},{"speaker":"Todd Brown","startTime":2223.42,"endTime":2226.63,"body":"your approach, give the evidence"},{"speaker":"Todd Brown","startTime":2223.42,"endTime":2226.63,"body":"and support for that. And then"},{"speaker":"Todd Brown","startTime":2226.63,"endTime":2228.28,"body":"we give them the opportunity to"},{"speaker":"Todd Brown","startTime":2226.63,"endTime":2228.28,"body":"buy it."},{"speaker":"Dominica Lumazar","startTime":2228.31,"endTime":2230.89,"body":"Obviously,"},{"speaker":"Dominica Lumazar","startTime":2228.31,"endTime":2230.89,"body":"it's been wildly successful. I"},{"speaker":"Dominica Lumazar","startTime":2230.89,"endTime":2233.89,"body":"mean, you answered so many of my"},{"speaker":"Dominica Lumazar","startTime":2230.89,"endTime":2233.89,"body":"questions. I'm like, I'm looking"},{"speaker":"Dominica Lumazar","startTime":2233.89,"endTime":2238.27,"body":"at my question. Like he answered"},{"speaker":"Dominica Lumazar","startTime":2233.89,"endTime":2238.27,"body":"answer. Oh my gosh. So thank"},{"speaker":"Dominica Lumazar","startTime":2238.27,"endTime":2240.85,"body":"you. Wow, for all of you"},{"speaker":"Dominica Lumazar","startTime":2238.27,"endTime":2240.85,"body":"listening and watching you"},{"speaker":"Dominica Lumazar","startTime":2240.85,"endTime":2243.52,"body":"better have your notes out"},{"speaker":"Dominica Lumazar","startTime":2240.85,"endTime":2243.52,"body":"because this is like the most"},{"speaker":"Dominica Lumazar","startTime":2243.52,"endTime":2245.08,"body":"invaluable content."},{"speaker":"Todd Brown","startTime":2245.11,"endTime":2247.21,"body":"Well, I'm glad that"},{"speaker":"Todd Brown","startTime":2245.11,"endTime":2247.21,"body":"normally like I'm always"},{"speaker":"Todd Brown","startTime":2247.21,"endTime":2250.06,"body":"nervous, like, oh, man, I'm"},{"speaker":"Todd Brown","startTime":2247.21,"endTime":2250.06,"body":"going to you know, I'm going to"},{"speaker":"Todd Brown","startTime":2250.06,"endTime":2252.79,"body":"I think you know, without"},{"speaker":"Todd Brown","startTime":2250.06,"endTime":2252.79,"body":"getting without going too far"},{"speaker":"Todd Brown","startTime":2252.79,"endTime":2256.45,"body":"down the rabbit hole. 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They know"},{"speaker":"Todd Brown","startTime":2278.32,"endTime":2280.99,"body":"they want your type of product"},{"speaker":"Todd Brown","startTime":2280.99,"endTime":2284.47,"body":"and now they want to know why"},{"speaker":"Todd Brown","startTime":2280.99,"endTime":2284.47,"body":"your product versus all the"},{"speaker":"Todd Brown","startTime":2284.47,"endTime":2287.77,"body":"other options that they have for"},{"speaker":"Todd Brown","startTime":2284.47,"endTime":2287.77,"body":"that product. The job of"},{"speaker":"Todd Brown","startTime":2287.77,"endTime":2291.1,"body":"marketing as was said by Peter"},{"speaker":"Todd Brown","startTime":2287.77,"endTime":2291.1,"body":"Drucker you know considered the"},{"speaker":"Todd Brown","startTime":2291.1,"endTime":2293.74,"body":"greatest management guru ever"},{"speaker":"Todd Brown","startTime":2291.1,"endTime":2293.74,"body":"the job the objective of"},{"speaker":"Todd Brown","startTime":2293.74,"endTime":2296.53,"body":"marketing is really to make"},{"speaker":"Todd Brown","startTime":2293.74,"endTime":2296.53,"body":"selling superfluous to make"},{"speaker":"Todd Brown","startTime":2296.53,"endTime":2299.92,"body":"selling unnecessary meaning the"},{"speaker":"Todd Brown","startTime":2296.53,"endTime":2299.92,"body":"hard closing the the arm"},{"speaker":"Todd Brown","startTime":2299.92,"endTime":2303.07,"body":"twisting the the job of"},{"speaker":"Todd Brown","startTime":2299.92,"endTime":2303.07,"body":"marketing and marketing is done,"},{"speaker":"Todd Brown","startTime":2303.07,"endTime":2307.12,"body":"right you you're setting up the"},{"speaker":"Todd Brown","startTime":2303.07,"endTime":2307.12,"body":"sale perfectly. 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It comes down"},{"speaker":"Todd Brown","startTime":2313.9,"endTime":2317.14,"body":"to this understanding that even"},{"speaker":"Todd Brown","startTime":2313.9,"endTime":2317.14,"body":"though I'm a huge fan of the"},{"speaker":"Todd Brown","startTime":2317.14,"endTime":2320.2,"body":"classics of direct response,"},{"speaker":"Todd Brown","startTime":2317.14,"endTime":2320.2,"body":"that the classics talk about"},{"speaker":"Todd Brown","startTime":2320.2,"endTime":2323.11,"body":"that this is salesmanship in"},{"speaker":"Todd Brown","startTime":2320.2,"endTime":2323.11,"body":"print, I really do not agree"},{"speaker":"Todd Brown","startTime":2323.11,"endTime":2326.71,"body":"with that anymore today, not"},{"speaker":"Todd Brown","startTime":2323.11,"endTime":2326.71,"body":"with the internet, and not with"},{"speaker":"Todd Brown","startTime":2326.74,"endTime":2329.62,"body":"the different technology that we"},{"speaker":"Todd Brown","startTime":2326.74,"endTime":2329.62,"body":"have today. And so I think that"},{"speaker":"Todd Brown","startTime":2329.65,"endTime":2332.92,"body":"too many people skip the"},{"speaker":"Todd Brown","startTime":2329.65,"endTime":2332.92,"body":"marketing stage and they go"},{"speaker":"Todd Brown","startTime":2332.92,"endTime":2336.67,"body":"right to the selling. 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You know, in my book"},{"speaker":"Rory Carruthers","startTime":2375.34,"endTime":2378.79,"body":"business, like developing a book"},{"speaker":"Rory Carruthers","startTime":2375.34,"endTime":2378.79,"body":"follows a lot of what you were"},{"speaker":"Rory Carruthers","startTime":2378.79,"endTime":2381.28,"body":"just saying, you know, I call it"},{"speaker":"Rory Carruthers","startTime":2378.79,"endTime":2381.28,"body":"how do you become a market of"},{"speaker":"Rory Carruthers","startTime":2381.28,"endTime":2385.27,"body":"one and it is the system that"},{"speaker":"Rory Carruthers","startTime":2381.28,"endTime":2385.27,"body":"you develop, even if it's not,"},{"speaker":"Rory Carruthers","startTime":2385.3,"endTime":2388.66,"body":"you know, the most unique thing"},{"speaker":"Rory Carruthers","startTime":2385.3,"endTime":2388.66,"body":"in the world. It's the system"},{"speaker":"Rory Carruthers","startTime":2388.66,"endTime":2391.42,"body":"and how you put it together."},{"speaker":"Rory Carruthers","startTime":2388.66,"endTime":2391.42,"body":"It's your story that backs up"},{"speaker":"Rory Carruthers","startTime":2391.42,"endTime":2394.54,"body":"how you developed it, and then"},{"speaker":"Rory Carruthers","startTime":2391.42,"endTime":2394.54,"body":"what is the name that you're"},{"speaker":"Rory Carruthers","startTime":2394.54,"endTime":2397.42,"body":"giving it like in your case with"},{"speaker":"Rory Carruthers","startTime":2394.54,"endTime":2397.42,"body":"your book, it's the five method"},{"speaker":"Rory Carruthers","startTime":2397.42,"endTime":2400.27,"body":"like my process is called the"},{"speaker":"Rory Carruthers","startTime":2397.42,"endTime":2400.27,"body":"best seller method. We've Give"},{"speaker":"Rory Carruthers","startTime":2400.27,"endTime":2403.33,"body":"it a name to make it easy for"},{"speaker":"Rory Carruthers","startTime":2400.27,"endTime":2403.33,"body":"people to comprehend. And then"},{"speaker":"Rory Carruthers","startTime":2403.36,"endTime":2406.15,"body":"they realize, Oh, you've"},{"speaker":"Rory Carruthers","startTime":2403.36,"endTime":2406.15,"body":"actually got a system, you have"},{"speaker":"Rory Carruthers","startTime":2406.15,"endTime":2409.15,"body":"a system. And if I follow this"},{"speaker":"Rory Carruthers","startTime":2406.15,"endTime":2409.15,"body":"system, I'll get the results."},{"speaker":"Todd Brown","startTime":2409.18,"endTime":2412.03,"body":"Yeah, well, it's"},{"speaker":"Todd Brown","startTime":2409.18,"endTime":2412.03,"body":"that you're so right. I think,"},{"speaker":"Todd Brown","startTime":2412.03,"endTime":2414.73,"body":"you know, as the and I love"},{"speaker":"Todd Brown","startTime":2412.03,"endTime":2414.73,"body":"hearing that it's awesome to"},{"speaker":"Todd Brown","startTime":2414.73,"endTime":2418.87,"body":"see, you know, I love when"},{"speaker":"Todd Brown","startTime":2414.73,"endTime":2418.87,"body":"folks, you know, you get it, do"},{"speaker":"Todd Brown","startTime":2418.87,"endTime":2422.65,"body":"it, use it, the method, the"},{"speaker":"Todd Brown","startTime":2418.87,"endTime":2422.65,"body":"mechanism, the reason why your"},{"speaker":"Todd Brown","startTime":2422.65,"endTime":2425.26,"body":"clients are successful is"},{"speaker":"Todd Brown","startTime":2422.65,"endTime":2425.26,"body":"because of your method, your"},{"speaker":"Todd Brown","startTime":2425.26,"endTime":2428.77,"body":"approach your process, there was"},{"speaker":"Todd Brown","startTime":2425.26,"endTime":2428.77,"body":"a time when, especially pre"},{"speaker":"Todd Brown","startTime":2428.77,"endTime":2433.72,"body":"internet, where information tips"},{"speaker":"Todd Brown","startTime":2428.77,"endTime":2433.72,"body":"was valuable, because it wasn't"},{"speaker":"Todd Brown","startTime":2433.78,"endTime":2438.37,"body":"as accessible. But today,"},{"speaker":"Todd Brown","startTime":2433.78,"endTime":2438.37,"body":"information is everywhere. 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It's why years ago"},{"speaker":"Todd Brown","startTime":2473.62,"endTime":2477.64,"body":"when I was working with"},{"speaker":"Todd Brown","startTime":2477.64,"endTime":2480.76,"body":"chiropractors, and they would"},{"speaker":"Todd Brown","startTime":2477.64,"endTime":2480.76,"body":"always say they used to say to"},{"speaker":"Todd Brown","startTime":2480.76,"endTime":2483.34,"body":"me, you know, I go out, I do"},{"speaker":"Todd Brown","startTime":2480.76,"endTime":2483.34,"body":"these presentations, and I"},{"speaker":"Todd Brown","startTime":2483.34,"endTime":2486.76,"body":"educate people on the value of"},{"speaker":"Todd Brown","startTime":2483.34,"endTime":2486.76,"body":"chiropractic care, and I deliver"},{"speaker":"Todd Brown","startTime":2486.76,"endTime":2490.24,"body":"a great talk. And you know,"},{"speaker":"Todd Brown","startTime":2486.76,"endTime":2490.24,"body":"people love it. And they thanked"},{"speaker":"Todd Brown","startTime":2490.24,"endTime":2493.42,"body":"me, and then very few become a"},{"speaker":"Todd Brown","startTime":2490.24,"endTime":2493.42,"body":"patient. And I'd say to them, I"},{"speaker":"Todd Brown","startTime":2493.42,"endTime":2495.61,"body":"used to say to them, that's"},{"speaker":"Todd Brown","startTime":2493.42,"endTime":2495.61,"body":"because you don't want to"},{"speaker":"Todd Brown","startTime":2495.61,"endTime":2498.79,"body":"educate people on the value of"},{"speaker":"Todd Brown","startTime":2495.61,"endTime":2498.79,"body":"chiropractic care, you want to"},{"speaker":"Todd Brown","startTime":2498.79,"endTime":2501.79,"body":"educate people on the value of"},{"speaker":"Todd Brown","startTime":2498.79,"endTime":2501.79,"body":"chiropractic care with you."},{"speaker":"Todd Brown","startTime":2501.82,"endTime":2504.04,"body":"Because if you're just educating"},{"speaker":"Todd Brown","startTime":2501.82,"endTime":2504.04,"body":"them on the value of"},{"speaker":"Todd Brown","startTime":2504.04,"endTime":2507.28,"body":"chiropractic care, you're just"},{"speaker":"Todd Brown","startTime":2504.04,"endTime":2507.28,"body":"educating them on the commodity,"},{"speaker":"Todd Brown","startTime":2507.31,"endTime":2510.49,"body":"you're getting buy in on the"},{"speaker":"Todd Brown","startTime":2507.31,"endTime":2510.49,"body":"commodity, they can then say to"},{"speaker":"Todd Brown","startTime":2510.49,"endTime":2513.1,"body":"you, thank you so much for"},{"speaker":"Todd Brown","startTime":2510.49,"endTime":2513.1,"body":"opening my eyes to the value of"},{"speaker":"Todd Brown","startTime":2513.1,"endTime":2515.71,"body":"chiropractic care. Now I'm going"},{"speaker":"Todd Brown","startTime":2513.1,"endTime":2515.71,"body":"to go to the chiropractor two"},{"speaker":"Todd Brown","startTime":2515.71,"endTime":2518.59,"body":"minutes up the road from my"},{"speaker":"Todd Brown","startTime":2515.71,"endTime":2518.59,"body":"house, who's a family friend."},{"speaker":"Todd Brown","startTime":2518.59,"endTime":2522.7,"body":"And so we never want to offer a"},{"speaker":"Todd Brown","startTime":2518.59,"endTime":2522.7,"body":"commodity, you want to offer a"},{"speaker":"Todd Brown","startTime":2522.7,"endTime":2526.3,"body":"proprietary solution. And that's"},{"speaker":"Todd Brown","startTime":2522.7,"endTime":2526.3,"body":"why, you know, for a lot of"},{"speaker":"Todd Brown","startTime":2526.3,"endTime":2531.52,"body":"folks, it takes time to"},{"speaker":"Todd Brown","startTime":2526.3,"endTime":2531.52,"body":"interrogate and dig into their"},{"speaker":"Todd Brown","startTime":2531.52,"endTime":2534.25,"body":"process, their framework, their"},{"speaker":"Todd Brown","startTime":2531.52,"endTime":2534.25,"body":"system, their approach to why"},{"speaker":"Todd Brown","startTime":2534.25,"endTime":2537.1,"body":"they do what they do when they"},{"speaker":"Todd Brown","startTime":2534.25,"endTime":2537.1,"body":"do it, where they do it, how"},{"speaker":"Todd Brown","startTime":2537.1,"endTime":2540.01,"body":"they do it. Why do you choose"},{"speaker":"Todd Brown","startTime":2537.1,"endTime":2540.01,"body":"these five steps? Why in this"},{"speaker":"Todd Brown","startTime":2540.01,"endTime":2542.71,"body":"order, why not six steps, what"},{"speaker":"Todd Brown","startTime":2540.01,"endTime":2542.71,"body":"happens if it's out of order,"},{"speaker":"Todd Brown","startTime":2542.71,"endTime":2545.59,"body":"meaning when you spend the time"},{"speaker":"Todd Brown","startTime":2542.71,"endTime":2545.59,"body":"to really interrogate and dig,"},{"speaker":"Todd Brown","startTime":2545.59,"endTime":2549.4,"body":"you identify the reasons why"},{"speaker":"Todd Brown","startTime":2545.59,"endTime":2549.4,"body":"you've chosen to do what it is"},{"speaker":"Todd Brown","startTime":2549.4,"endTime":2552.73,"body":"that you do the way that you do"},{"speaker":"Todd Brown","startTime":2549.4,"endTime":2552.73,"body":"it. So if you spend the time,"},{"speaker":"Todd Brown","startTime":2552.76,"endTime":2556.57,"body":"you can identify the"},{"speaker":"Todd Brown","startTime":2552.76,"endTime":2556.57,"body":"justification, the reason why"},{"speaker":"Todd Brown","startTime":2556.6,"endTime":2559.81,"body":"you use this methodology, but"},{"speaker":"Todd Brown","startTime":2556.6,"endTime":2559.81,"body":"once we identify those reasons"},{"speaker":"Todd Brown","startTime":2559.81,"endTime":2563.14,"body":"why those justifications that"},{"speaker":"Todd Brown","startTime":2559.81,"endTime":2563.14,"body":"becomes the heart and soul of"},{"speaker":"Todd Brown","startTime":2563.17,"endTime":2565.69,"body":"our marketing method, reason why"},{"speaker":"Todd Brown","startTime":2563.17,"endTime":2565.69,"body":"you do this is because it gets"},{"speaker":"Todd Brown","startTime":2565.69,"endTime":2567.73,"body":"this effect. And if you don't do"},{"speaker":"Todd Brown","startTime":2565.69,"endTime":2567.73,"body":"this, it doesn't get this"},{"speaker":"Todd Brown","startTime":2567.73,"endTime":2569.68,"body":"effect, which means you're"},{"speaker":"Todd Brown","startTime":2567.73,"endTime":2569.68,"body":"exposed to this right you"},{"speaker":"Todd Brown","startTime":2569.68,"endTime":2573.04,"body":"identify the educational"},{"speaker":"Todd Brown","startTime":2569.68,"endTime":2573.04,"body":"components that you can use to"},{"speaker":"Todd Brown","startTime":2573.04,"endTime":2575.83,"body":"prove why yours is not only"},{"speaker":"Todd Brown","startTime":2573.04,"endTime":2575.83,"body":"different, but why it is"},{"speaker":"Todd Brown","startTime":2575.86,"endTime":2578.89,"body":"superior. And the reality is for"},{"speaker":"Todd Brown","startTime":2575.86,"endTime":2578.89,"body":"everybody listening to this that"},{"speaker":"Todd Brown","startTime":2578.89,"endTime":2581.44,"body":"has a method, a process, a"},{"speaker":"Todd Brown","startTime":2578.89,"endTime":2581.44,"body":"framework, a system and"},{"speaker":"Todd Brown","startTime":2581.44,"endTime":2584.17,"body":"approach, whether they're a"},{"speaker":"Todd Brown","startTime":2581.44,"endTime":2584.17,"body":"coach, a consultant, an agency,"},{"speaker":"Todd Brown","startTime":2584.17,"endTime":2587.5,"body":"an expert, whatever all of the"},{"speaker":"Todd Brown","startTime":2584.17,"endTime":2587.5,"body":"folks listening, I know that"},{"speaker":"Todd Brown","startTime":2587.5,"endTime":2590.98,"body":"they believe that their way of"},{"speaker":"Todd Brown","startTime":2587.5,"endTime":2590.98,"body":"doing it is the best because if"},{"speaker":"Todd Brown","startTime":2590.98,"endTime":2592.99,"body":"they didn't believe it was the"},{"speaker":"Todd Brown","startTime":2590.98,"endTime":2592.99,"body":"best, they would do it"},{"speaker":"Todd Brown","startTime":2592.99,"endTime":2595.96,"body":"differently, right. So they"},{"speaker":"Todd Brown","startTime":2592.99,"endTime":2595.96,"body":"would do it a different way they"},{"speaker":"Todd Brown","startTime":2595.96,"endTime":2598.75,"body":"wouldn't be doing it. Nobody"},{"speaker":"Todd Brown","startTime":2595.96,"endTime":2598.75,"body":"intentionally does the second"},{"speaker":"Todd Brown","startTime":2598.75,"endTime":2601.09,"body":"best or the third best. And so"},{"speaker":"Todd Brown","startTime":2598.75,"endTime":2601.09,"body":"it's really just a matter of"},{"speaker":"Todd Brown","startTime":2601.09,"endTime":2605.2,"body":"spending the time to identify"},{"speaker":"Todd Brown","startTime":2601.09,"endTime":2605.2,"body":"it, dig it out, and then name it"},{"speaker":"Todd Brown","startTime":2605.2,"endTime":2608.53,"body":"and we name it based on what it"},{"speaker":"Todd Brown","startTime":2605.2,"endTime":2608.53,"body":"is that we identify through the"},{"speaker":"Todd Brown","startTime":2608.53,"endTime":2612.43,"body":"interrogation and then educate"},{"speaker":"Todd Brown","startTime":2608.53,"endTime":2612.43,"body":"people on why this is not only a"},{"speaker":"Todd Brown","startTime":2612.43,"endTime":2616.15,"body":"different way, but a superior"},{"speaker":"Todd Brown","startTime":2612.43,"endTime":2616.15,"body":"way. It's just a beautiful thing"},{"speaker":"Todd Brown","startTime":2616.15,"endTime":2618.97,"body":"when it's done the right way."},{"speaker":"Todd Brown","startTime":2616.15,"endTime":2618.97,"body":"And it's done with purity, it"},{"speaker":"Todd Brown","startTime":2618.97,"endTime":2622.0,"body":"becomes enormously valuable."},{"speaker":"Todd Brown","startTime":2618.97,"endTime":2622.0,"body":"Like it's no joke to say that,"},{"speaker":"Todd Brown","startTime":2622.0,"endTime":2625.03,"body":"you know, I'm sure you know from"},{"speaker":"Todd Brown","startTime":2622.0,"endTime":2625.03,"body":"from your experience, when you"},{"speaker":"Todd Brown","startTime":2625.03,"endTime":2628.48,"body":"do it this way, it's not"},{"speaker":"Todd Brown","startTime":2625.03,"endTime":2628.48,"body":"uncommon to have people thank"},{"speaker":"Todd Brown","startTime":2628.48,"endTime":2631.93,"body":"you for the opportunity to buy,"},{"speaker":"Todd Brown","startTime":2628.48,"endTime":2631.93,"body":"right, which is unheard of in"},{"speaker":"Todd Brown","startTime":2631.93,"endTime":2634.66,"body":"like the typical sales setting."},{"speaker":"Todd Brown","startTime":2631.93,"endTime":2634.66,"body":"But why are they grateful,"},{"speaker":"Todd Brown","startTime":2634.66,"endTime":2637.66,"body":"they're grateful, because you've"},{"speaker":"Todd Brown","startTime":2634.66,"endTime":2637.66,"body":"taken the time to educate them"},{"speaker":"Todd Brown","startTime":2637.69,"endTime":2641.53,"body":"on why this is the best path."},{"speaker":"Todd Brown","startTime":2637.69,"endTime":2641.53,"body":"The other thing to understand,"},{"speaker":"Todd Brown","startTime":2641.56,"endTime":2644.26,"body":"it's important to recognize that"},{"speaker":"Todd Brown","startTime":2641.56,"endTime":2644.26,"body":"when I talk about the unique"},{"speaker":"Todd Brown","startTime":2644.26,"endTime":2647.74,"body":"mechanism, remember the unique"},{"speaker":"Todd Brown","startTime":2644.26,"endTime":2647.74,"body":"mechanism is the way it's the"},{"speaker":"Todd Brown","startTime":2647.74,"endTime":2651.16,"body":"formula in the blood pressure"},{"speaker":"Todd Brown","startTime":2647.74,"endTime":2651.16,"body":"lowering supplement. It's the"},{"speaker":"Todd Brown","startTime":2651.19,"endTime":2654.7,"body":"algorithm in the software that"},{"speaker":"Todd Brown","startTime":2651.19,"endTime":2654.7,"body":"gets you top rankings. It's the"},{"speaker":"Todd Brown","startTime":2654.7,"endTime":2659.11,"body":"bodywork method, or combination"},{"speaker":"Todd Brown","startTime":2654.7,"endTime":2659.11,"body":"of methods that are used in the"},{"speaker":"Todd Brown","startTime":2659.11,"endTime":2662.29,"body":"massage therapy session that get"},{"speaker":"Todd Brown","startTime":2659.11,"endTime":2662.29,"body":"you out of pain so quickly. But"},{"speaker":"Todd Brown","startTime":2662.29,"endTime":2665.68,"body":"it's not the product, meaning"},{"speaker":"Todd Brown","startTime":2662.29,"endTime":2665.68,"body":"the unique mechanism and the"},{"speaker":"Todd Brown","startTime":2665.68,"endTime":2668.41,"body":"product are not the same thing."},{"speaker":"Todd Brown","startTime":2665.68,"endTime":2668.41,"body":"You could have a software"},{"speaker":"Todd Brown","startTime":2668.41,"endTime":2672.13,"body":"writing you name it XYZ"},{"speaker":"Todd Brown","startTime":2668.41,"endTime":2672.13,"body":"software, and it's powered by"},{"speaker":"Todd Brown","startTime":2672.13,"endTime":2675.04,"body":"the elemental P algorithm. And"},{"speaker":"Todd Brown","startTime":2672.13,"endTime":2675.04,"body":"it's the algorithm that is"},{"speaker":"Todd Brown","startTime":2675.04,"endTime":2678.55,"body":"responsible for why the XYZ"},{"speaker":"Todd Brown","startTime":2675.04,"endTime":2678.55,"body":"software produces the result."},{"speaker":"Todd Brown","startTime":2678.58,"endTime":2681.76,"body":"That's an important distinction."},{"speaker":"Todd Brown","startTime":2678.58,"endTime":2681.76,"body":"It might seem like a nuance, but"},{"speaker":"Todd Brown","startTime":2681.76,"endTime":2684.46,"body":"it's an important distinction"},{"speaker":"Todd Brown","startTime":2681.76,"endTime":2684.46,"body":"because we now have a marketing"},{"speaker":"Todd Brown","startTime":2684.46,"endTime":2688.15,"body":"message that is not a pitch for"},{"speaker":"Todd Brown","startTime":2684.46,"endTime":2688.15,"body":"a product. We're not talking"},{"speaker":"Todd Brown","startTime":2688.15,"endTime":2690.4,"body":"about a product. We're not"},{"speaker":"Todd Brown","startTime":2688.15,"endTime":2690.4,"body":"talking about an offer. We're"},{"speaker":"Todd Brown","startTime":2690.4,"endTime":2693.22,"body":"not talking about a service."},{"speaker":"Todd Brown","startTime":2690.4,"endTime":2693.22,"body":"We're talking about a method a"},{"speaker":"Todd Brown","startTime":2693.22,"endTime":2698.17,"body":"framework and approach a process"},{"speaker":"Todd Brown","startTime":2693.22,"endTime":2698.17,"body":"right a mechanism it allows us"},{"speaker":"Todd Brown","startTime":2698.17,"endTime":2701.8,"body":"to deliver a message that is"},{"speaker":"Todd Brown","startTime":2698.17,"endTime":2701.8,"body":"Truly education base, we're not"},{"speaker":"Todd Brown","startTime":2701.8,"endTime":2704.86,"body":"talking about a product, we're"},{"speaker":"Todd Brown","startTime":2701.8,"endTime":2704.86,"body":"not pitching, we're not selling,"},{"speaker":"Todd Brown","startTime":2704.89,"endTime":2707.86,"body":"we're educating on a mechanism"},{"speaker":"Todd Brown","startTime":2704.89,"endTime":2707.86,"body":"just so happens that this"},{"speaker":"Todd Brown","startTime":2707.86,"endTime":2711.01,"body":"mechanism is only available"},{"speaker":"Todd Brown","startTime":2707.86,"endTime":2711.01,"body":"through you. But nevertheless,"},{"speaker":"Todd Brown","startTime":2711.04,"endTime":2713.83,"body":"we're educating and delivering"},{"speaker":"Todd Brown","startTime":2711.04,"endTime":2713.83,"body":"value. And that's an important"},{"speaker":"Todd Brown","startTime":2713.83,"endTime":2715.3,"body":"distinction. It really"},{"speaker":"Dominica Lumazar","startTime":2715.3,"endTime":2718.03,"body":"is. And to"},{"speaker":"Dominica Lumazar","startTime":2715.3,"endTime":2718.03,"body":"your point, and, and both I"},{"speaker":"Dominica Lumazar","startTime":2718.03,"endTime":2721.39,"body":"know, for Rory, and to you as"},{"speaker":"Dominica Lumazar","startTime":2718.03,"endTime":2721.39,"body":"well, you offer exceptional"},{"speaker":"Dominica Lumazar","startTime":2721.39,"endTime":2724.39,"body":"support, it's not just like,"},{"speaker":"Dominica Lumazar","startTime":2721.39,"endTime":2724.39,"body":"here's this thing I'm putting"},{"speaker":"Dominica Lumazar","startTime":2724.39,"endTime":2727.09,"body":"out to the world. Good luck."},{"speaker":"Dominica Lumazar","startTime":2724.39,"endTime":2727.09,"body":"See, ya know, there's there's"},{"speaker":"Dominica Lumazar","startTime":2727.09,"endTime":2729.49,"body":"the follow up process, there's"},{"speaker":"Dominica Lumazar","startTime":2727.09,"endTime":2729.49,"body":"the follow through, there's the"},{"speaker":"Dominica Lumazar","startTime":2729.49,"endTime":2731.95,"body":"check ins, all of that, right."},{"speaker":"Dominica Lumazar","startTime":2729.49,"endTime":2731.95,"body":"And I feel like that's something"},{"speaker":"Dominica Lumazar","startTime":2731.95,"endTime":2734.8,"body":"that's lacking with a lot, of"},{"speaker":"Dominica Lumazar","startTime":2731.95,"endTime":2734.8,"body":"course, creators, content"},{"speaker":"Dominica Lumazar","startTime":2734.8,"endTime":2736.66,"body":"creators, that they're just"},{"speaker":"Dominica Lumazar","startTime":2734.8,"endTime":2736.66,"body":"putting stuff out into the"},{"speaker":"Dominica Lumazar","startTime":2736.66,"endTime":2739.96,"body":"world. And there's really just a"},{"speaker":"Dominica Lumazar","startTime":2736.66,"endTime":2739.96,"body":"significant lack of follow"},{"speaker":"Dominica Lumazar","startTime":2739.96,"endTime":2743.56,"body":"through for the support aspect"},{"speaker":"Dominica Lumazar","startTime":2739.96,"endTime":2743.56,"body":"of it. So well done, gentlemen,"},{"speaker":"Dominica Lumazar","startTime":2744.46,"endTime":2745.12,"body":"way to make that"},{"speaker":"Todd Brown","startTime":2745.12,"endTime":2747.4,"body":"happen. Thank you,"},{"speaker":"Todd Brown","startTime":2745.12,"endTime":2747.4,"body":"we certainly try. And I think"},{"speaker":"Todd Brown","startTime":2747.4,"endTime":2749.86,"body":"that we're big enough, mature"},{"speaker":"Todd Brown","startTime":2747.4,"endTime":2749.86,"body":"enough, you know, to recognize"},{"speaker":"Todd Brown","startTime":2749.86,"endTime":2753.43,"body":"that, you know, you need"},{"speaker":"Todd Brown","startTime":2749.86,"endTime":2753.43,"body":"constant improvement all the"},{"speaker":"Todd Brown","startTime":2753.43,"endTime":2757.57,"body":"time. I know from 20 years ago,"},{"speaker":"Todd Brown","startTime":2753.43,"endTime":2757.57,"body":"the world is a different place,"},{"speaker":"Todd Brown","startTime":2757.57,"endTime":2760.39,"body":"the internet is a different"},{"speaker":"Todd Brown","startTime":2757.57,"endTime":2760.39,"body":"place, you know, markets evolve"},{"speaker":"Todd Brown","startTime":2760.42,"endTime":2764.38,"body":"all the time, what was extremely"},{"speaker":"Todd Brown","startTime":2760.42,"endTime":2764.38,"body":"in demand and reach a point"},{"speaker":"Todd Brown","startTime":2764.38,"endTime":2767.92,"body":"where it's no longer in demand,"},{"speaker":"Todd Brown","startTime":2764.38,"endTime":2767.92,"body":"what was once new is no longer"},{"speaker":"Todd Brown","startTime":2767.92,"endTime":2772.12,"body":"new, what was once a USP is now"},{"speaker":"Todd Brown","startTime":2767.92,"endTime":2772.12,"body":"a common benefit markets evolve."},{"speaker":"Todd Brown","startTime":2772.12,"endTime":2775.84,"body":"And that's why we all have to be"},{"speaker":"Todd Brown","startTime":2772.12,"endTime":2775.84,"body":"perpetual students of our"},{"speaker":"Todd Brown","startTime":2775.84,"endTime":2778.18,"body":"market, you have to keep your"},{"speaker":"Todd Brown","startTime":2775.84,"endTime":2778.18,"body":"finger on the pulse of your"},{"speaker":"Todd Brown","startTime":2778.18,"endTime":2781.57,"body":"market all the time, because it"},{"speaker":"Todd Brown","startTime":2778.18,"endTime":2781.57,"body":"evolves in some markets evolve"},{"speaker":"Todd Brown","startTime":2781.6,"endTime":2784.84,"body":"much, much quicker, the"},{"speaker":"Todd Brown","startTime":2781.6,"endTime":2784.84,"body":"financial space investing, some"},{"speaker":"Todd Brown","startTime":2784.84,"endTime":2787.81,"body":"markets evolved slower, the"},{"speaker":"Todd Brown","startTime":2784.84,"endTime":2787.81,"body":"health and wellness space, but"},{"speaker":"Todd Brown","startTime":2787.81,"endTime":2790.93,"body":"they all evolve over time. And"},{"speaker":"Todd Brown","startTime":2787.81,"endTime":2790.93,"body":"so things like big marketing"},{"speaker":"Todd Brown","startTime":2790.93,"endTime":2794.35,"body":"ideas, ideas that are"},{"speaker":"Todd Brown","startTime":2790.93,"endTime":2794.35,"body":"intellectually interesting, and"},{"speaker":"Todd Brown","startTime":2794.35,"endTime":2796.87,"body":"emotionally compelling, you"},{"speaker":"Todd Brown","startTime":2794.35,"endTime":2796.87,"body":"know, six months ago may no"},{"speaker":"Todd Brown","startTime":2796.87,"endTime":2799.78,"body":"longer be a big, you know,"},{"speaker":"Todd Brown","startTime":2796.87,"endTime":2799.78,"body":"marketing idea may no longer be"},{"speaker":"Todd Brown","startTime":2799.78,"endTime":2802.48,"body":"a hook that is seen as new,"},{"speaker":"Todd Brown","startTime":2799.78,"endTime":2802.48,"body":"unique and different. You have"},{"speaker":"Todd Brown","startTime":2802.48,"endTime":2805.09,"body":"to be aware of that, because"},{"speaker":"Todd Brown","startTime":2802.48,"endTime":2805.09,"body":"that's going to play a role in"},{"speaker":"Todd Brown","startTime":2805.15,"endTime":2808.63,"body":"how you structure your your"},{"speaker":"Todd Brown","startTime":2805.15,"endTime":2808.63,"body":"marketing and what you say and"},{"speaker":"Todd Brown","startTime":2808.63,"endTime":2809.08,"body":"all that."},{"speaker":"Rory Carruthers","startTime":2809.11,"endTime":2810.91,"body":"And that's what"},{"speaker":"Rory Carruthers","startTime":2809.11,"endTime":2810.91,"body":"you know, we talked about is"},{"speaker":"Rory Carruthers","startTime":2810.91,"endTime":2814.06,"body":"like opportunities change. Yeah,"},{"speaker":"Rory Carruthers","startTime":2810.91,"endTime":2814.06,"body":"right. And that's going to"},{"speaker":"Rory Carruthers","startTime":2814.06,"endTime":2817.27,"body":"happen, you just have to"},{"speaker":"Rory Carruthers","startTime":2814.06,"endTime":2817.27,"body":"recognize new opportunities as"},{"speaker":"Rory Carruthers","startTime":2817.27,"endTime":2820.78,"body":"they come along and be willing"},{"speaker":"Rory Carruthers","startTime":2817.27,"endTime":2820.78,"body":"to utilize them and not just"},{"speaker":"Rory Carruthers","startTime":2820.81,"endTime":2823.78,"body":"watch them pass by because they"},{"speaker":"Rory Carruthers","startTime":2820.81,"endTime":2823.78,"body":"will pass by sometimes very"},{"speaker":"Rory Carruthers","startTime":2823.78,"endTime":2824.26,"body":"quickly."},{"speaker":"Todd Brown","startTime":2824.29,"endTime":2826.93,"body":"Yeah, absolutely. I"},{"speaker":"Todd Brown","startTime":2824.29,"endTime":2826.93,"body":"think some I'll say this, for"},{"speaker":"Todd Brown","startTime":2826.93,"endTime":2829.42,"body":"what it's worth, I completely"},{"speaker":"Todd Brown","startTime":2826.93,"endTime":2829.42,"body":"agree with you. I think on the"},{"speaker":"Todd Brown","startTime":2829.42,"endTime":2832.63,"body":"flip side of the coin, I would"},{"speaker":"Todd Brown","startTime":2829.42,"endTime":2832.63,"body":"say you also have to, you have"},{"speaker":"Todd Brown","startTime":2832.63,"endTime":2836.47,"body":"to be strategic enough to"},{"speaker":"Todd Brown","startTime":2832.63,"endTime":2836.47,"body":"recognize opportunities that you"},{"speaker":"Todd Brown","startTime":2836.47,"endTime":2839.89,"body":"should let go that you should"},{"speaker":"Todd Brown","startTime":2836.47,"endTime":2839.89,"body":"pass by just because you know,"},{"speaker":"Todd Brown","startTime":2839.89,"endTime":2842.98,"body":"one of the mottos that we kind"},{"speaker":"Todd Brown","startTime":2839.89,"endTime":2842.98,"body":"of have with our team,"},{"speaker":"Todd Brown","startTime":2842.98,"endTime":2845.74,"body":"especially like our leadership"},{"speaker":"Todd Brown","startTime":2842.98,"endTime":2845.74,"body":"team is just because we can do"},{"speaker":"Todd Brown","startTime":2845.74,"endTime":2848.53,"body":"something doesn't mean we should"},{"speaker":"Todd Brown","startTime":2845.74,"endTime":2848.53,"body":"you have to make sure that"},{"speaker":"Todd Brown","startTime":2848.53,"endTime":2851.74,"body":"you're being strategic in the"},{"speaker":"Todd Brown","startTime":2848.53,"endTime":2851.74,"body":"choices that you make and the"},{"speaker":"Todd Brown","startTime":2851.74,"endTime":2856.36,"body":"opportunities that you pursue,"},{"speaker":"Todd Brown","startTime":2851.74,"endTime":2856.36,"body":"because not all opportunities"},{"speaker":"Todd Brown","startTime":2856.39,"endTime":2860.38,"body":"are worthy of pursuit for every"},{"speaker":"Todd Brown","startTime":2856.39,"endTime":2860.38,"body":"entrepreneur, just because some"},{"speaker":"Todd Brown","startTime":2860.38,"endTime":2863.89,"body":"one person goes into tick tock"},{"speaker":"Todd Brown","startTime":2860.38,"endTime":2863.89,"body":"and is making a bunch of money"},{"speaker":"Todd Brown","startTime":2863.92,"endTime":2866.62,"body":"in tic toc doesn't mean that"},{"speaker":"Todd Brown","startTime":2863.92,"endTime":2866.62,"body":"every entrepreneur should be"},{"speaker":"Todd Brown","startTime":2866.65,"endTime":2869.86,"body":"should be doing that. And so you"},{"speaker":"Todd Brown","startTime":2866.65,"endTime":2869.86,"body":"got to be strategic about your,"},{"speaker":"Todd Brown","startTime":2870.37,"endTime":2872.65,"body":"about your choices. But no, you"},{"speaker":"Todd Brown","startTime":2870.37,"endTime":2872.65,"body":"have to be able to recognize"},{"speaker":"Todd Brown","startTime":2872.65,"endTime":2875.17,"body":"opportunities, spot them, see"},{"speaker":"Todd Brown","startTime":2872.65,"endTime":2875.17,"body":"them coming, you know, be able"},{"speaker":"Todd Brown","startTime":2875.17,"endTime":2877.27,"body":"to kind of look around the"},{"speaker":"Todd Brown","startTime":2875.17,"endTime":2877.27,"body":"corner, so to speak, decide"},{"speaker":"Todd Brown","startTime":2877.27,"endTime":2880.27,"body":"which ones you need to pursue"},{"speaker":"Todd Brown","startTime":2877.27,"endTime":2880.27,"body":"which ones you need to let go."},{"speaker":"Todd Brown","startTime":2880.3,"endTime":2882.4,"body":"And that comes from keeping your"},{"speaker":"Todd Brown","startTime":2880.3,"endTime":2882.4,"body":"finger on the pulse of the"},{"speaker":"Todd Brown","startTime":2882.4,"endTime":2882.76,"body":"market."},{"speaker":"Dominica Lumazar","startTime":2882.79,"endTime":2884.8,"body":"Excellent"},{"speaker":"Dominica Lumazar","startTime":2882.79,"endTime":2884.8,"body":"advice I wish we could keep"},{"speaker":"Dominica Lumazar","startTime":2884.8,"endTime":2888.01,"body":"talking for you got like five"},{"speaker":"Dominica Lumazar","startTime":2884.8,"endTime":2888.01,"body":"more hours you just hang with"},{"speaker":"Dominica Lumazar","startTime":2888.01,"endTime":2891.4,"body":"us. Really I'd love to. But I"},{"speaker":"Dominica Lumazar","startTime":2888.01,"endTime":2891.4,"body":"want to be so respectful of your"},{"speaker":"Dominica Lumazar","startTime":2891.4,"endTime":2895.36,"body":"time. And Todd, I know that you"},{"speaker":"Dominica Lumazar","startTime":2891.4,"endTime":2895.36,"body":"just so generously have offered"},{"speaker":"Dominica Lumazar","startTime":2895.45,"endTime":2898.21,"body":"a gift to our listeners, can you"},{"speaker":"Dominica Lumazar","startTime":2895.45,"endTime":2898.21,"body":"tell them a little bit about"},{"speaker":"Dominica Lumazar","startTime":2898.21,"endTime":2898.42,"body":"that"},{"speaker":"Todd Brown","startTime":2898.45,"endTime":2902.26,"body":"I want to give folks"},{"speaker":"Todd Brown","startTime":2898.45,"endTime":2902.26,"body":"the ability to learn more about"},{"speaker":"Todd Brown","startTime":2902.26,"endTime":2905.74,"body":"the E five method be able to"},{"speaker":"Todd Brown","startTime":2902.26,"endTime":2905.74,"body":"take some stuff and put it into"},{"speaker":"Todd Brown","startTime":2905.77,"endTime":2910.15,"body":"action. And so we've got a"},{"speaker":"Todd Brown","startTime":2905.77,"endTime":2910.15,"body":"little bundle put together, I'm"},{"speaker":"Todd Brown","startTime":2910.15,"endTime":2913.48,"body":"going to leave some mystery, but"},{"speaker":"Todd Brown","startTime":2910.15,"endTime":2913.48,"body":"a little bundle put together for"},{"speaker":"Todd Brown","startTime":2913.48,"endTime":2917.14,"body":"folks to learn more about the E"},{"speaker":"Todd Brown","startTime":2913.48,"endTime":2917.14,"body":"five method and how they can use"},{"speaker":"Todd Brown","startTime":2917.14,"endTime":2919.99,"body":"it in their own business to grow"},{"speaker":"Todd Brown","startTime":2917.14,"endTime":2919.99,"body":"to differentiate to get"},{"speaker":"Todd Brown","startTime":2919.99,"endTime":2923.26,"body":"attention to turn that attention"},{"speaker":"Todd Brown","startTime":2919.99,"endTime":2923.26,"body":"into engagement to produce more"},{"speaker":"Todd Brown","startTime":2923.26,"endTime":2927.4,"body":"sales, all that stuff, and we've"},{"speaker":"Todd Brown","startTime":2923.26,"endTime":2927.4,"body":"got it for them at E five"},{"speaker":"Todd Brown","startTime":2927.43,"endTime":2929.26,"body":"bundle.com."},{"speaker":"Dominica Lumazar","startTime":2929.29,"endTime":2931.06,"body":"Awesome."},{"speaker":"Dominica Lumazar","startTime":2929.29,"endTime":2931.06,"body":"That's an incredible gift. Thank"},{"speaker":"Rory Carruthers","startTime":2931.27,"endTime":2933.88,"body":"you so much for"},{"speaker":"Rory Carruthers","startTime":2931.27,"endTime":2933.88,"body":"doing that, guys. You're"},{"speaker":"Rory Carruthers","startTime":2933.88,"endTime":2936.43,"body":"listening, make sure you go"},{"speaker":"Rory Carruthers","startTime":2933.88,"endTime":2936.43,"body":"there now because this"},{"speaker":"Rory Carruthers","startTime":2936.43,"endTime":2940.18,"body":"information is so valuable. It's"},{"speaker":"Rory Carruthers","startTime":2936.43,"endTime":2940.18,"body":"so in alignment with what we"},{"speaker":"Rory Carruthers","startTime":2940.18,"endTime":2943.57,"body":"talk about on this podcast over"},{"speaker":"Rory Carruthers","startTime":2940.18,"endTime":2943.57,"body":"and over and over again, Todd,"},{"speaker":"Rory Carruthers","startTime":2943.57,"endTime":2946.54,"body":"you've put it together in such a"},{"speaker":"Rory Carruthers","startTime":2943.57,"endTime":2946.54,"body":"way that is just so easy to"},{"speaker":"Rory Carruthers","startTime":2946.54,"endTime":2950.77,"body":"follow and well thought out."},{"speaker":"Rory Carruthers","startTime":2946.54,"endTime":2950.77,"body":"Thank you for being here and for"},{"speaker":"Rory Carruthers","startTime":2950.77,"endTime":2953.41,"body":"sharing such valuable"},{"speaker":"Rory Carruthers","startTime":2950.77,"endTime":2953.41,"body":"information with everyone under"},{"speaker":"Rory Carruthers","startTime":2953.41,"endTime":2953.65,"body":"my"},{"speaker":"Todd Brown","startTime":2953.65,"endTime":2957.7,"body":"pleasure, my honor."},{"speaker":"Todd Brown","startTime":2953.65,"endTime":2957.7,"body":"You guys are rock stars. Like I"},{"speaker":"Todd Brown","startTime":2957.7,"endTime":2963.28,"body":"said figuratively and literally."},{"speaker":"Todd Brown","startTime":2957.7,"endTime":2963.28,"body":"And so I loved it had a blast."},{"speaker":"Todd Brown","startTime":2963.28,"endTime":2964.39,"body":"Thank you so much for having me."},{"speaker":"Dominica Lumazar","startTime":2964.42,"endTime":2966.28,"body":"Alright guys,"},{"speaker":"Dominica Lumazar","startTime":2964.42,"endTime":2966.28,"body":"that is it for this episode."},{"speaker":"Dominica Lumazar","startTime":2966.28,"endTime":2969.97,"body":"We'll see you next week. Thanks"},{"speaker":"Dominica Lumazar","startTime":2966.28,"endTime":2969.97,"body":"for watching or listening. Bye"}]}