{"version":"1.0.0","segments":[{"speaker":"Voiceover","startTime":0.57,"endTime":5.13,"body":"This is the SUCCESS"},{"speaker":"Voiceover","startTime":0.57,"endTime":5.13,"body":"Coaching Podcast with hosts,"},{"speaker":"Voiceover","startTime":5.34,"endTime":9.36,"body":"Todd Foster, Alyssa Stanley and"},{"speaker":"Voiceover","startTime":5.34,"endTime":9.36,"body":"Kelley Skar."},{"speaker":"Alyssa Stanley","startTime":11.01,"endTime":13.5,"body":"Hello, everyone."},{"speaker":"Alyssa Stanley","startTime":11.01,"endTime":13.5,"body":"Welcome to the SUCCESS Coaching"},{"speaker":"Alyssa Stanley","startTime":13.5,"endTime":17.31,"body":"Podcast. My name is Alyssa"},{"speaker":"Alyssa Stanley","startTime":13.5,"endTime":17.31,"body":"Stanley and I am here with Todd"},{"speaker":"Alyssa Stanley","startTime":17.31,"endTime":21.39,"body":"Foster and Kelley Skar. Today,"},{"speaker":"Alyssa Stanley","startTime":17.31,"endTime":21.39,"body":"we get to sit down with Chris"},{"speaker":"Alyssa Stanley","startTime":21.39,"endTime":24.87,"body":"Smith, who is a literal genius"},{"speaker":"Alyssa Stanley","startTime":21.39,"endTime":24.87,"body":"when it comes to marketing and"},{"speaker":"Alyssa Stanley","startTime":24.87,"endTime":28.56,"body":"sales in the real estate"},{"speaker":"Alyssa Stanley","startTime":24.87,"endTime":28.56,"body":"industry. And today, we're going"},{"speaker":"Alyssa Stanley","startTime":28.56,"endTime":31.65,"body":"to take him off track a little"},{"speaker":"Alyssa Stanley","startTime":28.56,"endTime":31.65,"body":"bit, all the other podcasts I've"},{"speaker":"Alyssa Stanley","startTime":31.65,"endTime":37.5,"body":"listened to. He really focuses"},{"speaker":"Alyssa Stanley","startTime":31.65,"endTime":37.5,"body":"on how he helps his real estate"},{"speaker":"Alyssa Stanley","startTime":37.5,"endTime":40.65,"body":"clients market online. But I"},{"speaker":"Alyssa Stanley","startTime":37.5,"endTime":40.65,"body":"think we're gonna dig a little"},{"speaker":"Alyssa Stanley","startTime":40.65,"endTime":43.62,"body":"bit deeper into Chris, the"},{"speaker":"Alyssa Stanley","startTime":40.65,"endTime":43.62,"body":"entrepreneur and the"},{"speaker":"Alyssa Stanley","startTime":43.62,"endTime":44.4,"body":"businessman."},{"speaker":"Chris Smith","startTime":44.52,"endTime":45.06,"body":"Awesome."},{"speaker":"Alyssa Stanley","startTime":45.24,"endTime":46.89,"body":"So thanks for"},{"speaker":"Alyssa Stanley","startTime":45.24,"endTime":46.89,"body":"being here. We're excited to"},{"speaker":"Alyssa Stanley","startTime":46.89,"endTime":47.58,"body":"chat with you."},{"speaker":"Chris Smith","startTime":47.91,"endTime":50.34,"body":"I'm excited to be"},{"speaker":"Chris Smith","startTime":47.91,"endTime":50.34,"body":"here. You know, I go way back"},{"speaker":"Chris Smith","startTime":50.34,"endTime":54.3,"body":"with Kelley, it's great to see"},{"speaker":"Chris Smith","startTime":50.34,"endTime":54.3,"body":"him we've you know, feels like"},{"speaker":"Chris Smith","startTime":54.3,"endTime":57.06,"body":"the olden days, quite frankly,"},{"speaker":"Chris Smith","startTime":54.3,"endTime":57.06,"body":"at this point."},{"speaker":"Alyssa Stanley","startTime":57.3,"endTime":59.61,"body":"Do you have any"},{"speaker":"Alyssa Stanley","startTime":57.3,"endTime":59.61,"body":"embarrassing stories about olden"},{"speaker":"Alyssa Stanley","startTime":59.61,"endTime":61.2,"body":"days? Kelley, you can share with"},{"speaker":"Alyssa Stanley","startTime":59.61,"endTime":61.2,"body":"us?"},{"speaker":"Chris Smith","startTime":61.36,"endTime":65.14,"body":"No, I just feel"},{"speaker":"Chris Smith","startTime":61.36,"endTime":65.14,"body":"like the days everyone. You"},{"speaker":"Chris Smith","startTime":65.14,"endTime":67.78,"body":"know, no one knew what they were"},{"speaker":"Chris Smith","startTime":65.14,"endTime":67.78,"body":"doing. And it was sort of this,"},{"speaker":"Chris Smith","startTime":67.81,"endTime":71.62,"body":"you know, blogs and YouTube and"},{"speaker":"Chris Smith","startTime":67.81,"endTime":71.62,"body":"Facebook. And you know,"},{"speaker":"Chris Smith","startTime":71.62,"endTime":74.47,"body":"everything was starting to pop"},{"speaker":"Chris Smith","startTime":71.62,"endTime":74.47,"body":"off and went from there. 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And that was kind of we"},{"speaker":"Chris Smith","startTime":91.87,"endTime":95.8,"body":"kind of watch that unfold, like"},{"speaker":"Chris Smith","startTime":95.83,"endTime":100.0,"body":"from stage way, way back in the"},{"speaker":"Chris Smith","startTime":95.83,"endTime":100.0,"body":"day with Inman and some of the"},{"speaker":"Chris Smith","startTime":100.03,"endTime":103.42,"body":"realtor.com tours that I've been"},{"speaker":"Chris Smith","startTime":100.03,"endTime":103.42,"body":"on. 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I"},{"speaker":"Chris Smith","startTime":113.23,"endTime":116.47,"body":"know you and Todd on get along."},{"speaker":"Chris Smith","startTime":116.68,"endTime":118.96,"body":"Have a probably good"},{"speaker":"Chris Smith","startTime":116.68,"endTime":118.96,"body":"conversation about your acting"},{"speaker":"Chris Smith","startTime":118.96,"endTime":122.05,"body":"days and whatnot. But kind of"},{"speaker":"Chris Smith","startTime":118.96,"endTime":122.05,"body":"take us back and you know, let"},{"speaker":"Chris Smith","startTime":122.05,"endTime":125.74,"body":"our audience know who you are."},{"speaker":"Chris Smith","startTime":122.05,"endTime":125.74,"body":"Yeah, great. Great segue. I was"},{"speaker":"Chris Smith","startTime":125.74,"endTime":129.91,"body":"on Buffy. That should be my"},{"speaker":"Chris Smith","startTime":125.74,"endTime":129.91,"body":"whole bio, quite frankly. But I"},{"speaker":"Chris Smith","startTime":129.91,"endTime":134.32,"body":"was on Buffy. 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So I'm like, I'm gonna go"},{"speaker":"Chris Smith","startTime":174.34,"endTime":178.36,"body":"for it. I don't know exactly"},{"speaker":"Chris Smith","startTime":174.34,"endTime":178.36,"body":"what I'm going to do. And I just"},{"speaker":"Chris Smith","startTime":178.36,"endTime":181.18,"body":"failed miserably. I was terrible"},{"speaker":"Chris Smith","startTime":178.36,"endTime":181.18,"body":"at I didn't know how to act I"},{"speaker":"Chris Smith","startTime":181.18,"endTime":187.06,"body":"like totally under sold the"},{"speaker":"Chris Smith","startTime":181.18,"endTime":187.06,"body":"challenge of the craft. 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Marketing and"},{"speaker":"Chris Smith","startTime":235.06,"endTime":241.45,"body":"Sales, kind of merging? in a"},{"speaker":"Chris Smith","startTime":241.45,"endTime":246.64,"body":"digital world, right, in an"},{"speaker":"Chris Smith","startTime":241.45,"endTime":246.64,"body":"internet enabled tech first"},{"speaker":"Chris Smith","startTime":246.67,"endTime":253.42,"body":"world what the new marketing and"},{"speaker":"Chris Smith","startTime":246.67,"endTime":253.42,"body":"sales is lead conversion."},{"speaker":"Chris Smith","startTime":254.56,"endTime":259.42,"body":"So I work with all these teams"},{"speaker":"Chris Smith","startTime":254.56,"endTime":259.42,"body":"and they were like, We cracked"},{"speaker":"Chris Smith","startTime":259.42,"endTime":262.9,"body":"the code on lead generation,"},{"speaker":"Chris Smith","startTime":259.42,"endTime":262.9,"body":"we're good, like, we've got like"},{"speaker":"Chris Smith","startTime":262.9,"endTime":268.6,"body":"1000s of these things. 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I wrote"},{"speaker":"Chris Smith","startTime":280.27,"endTime":284.17,"body":"the conversion code based on"},{"speaker":"Chris Smith","startTime":280.27,"endTime":284.17,"body":"them having that challenge and"},{"speaker":"Chris Smith","startTime":284.26,"endTime":288.94,"body":"that put me into doing the"},{"speaker":"Chris Smith","startTime":284.26,"endTime":288.94,"body":"research you know, on where's"},{"speaker":"Chris Smith","startTime":288.94,"endTime":291.64,"body":"the world really at when it"},{"speaker":"Chris Smith","startTime":288.94,"endTime":291.64,"body":"comes to this stuff? You know,"},{"speaker":"Chris Smith","startTime":291.64,"endTime":295.03,"body":"things like response time things"},{"speaker":"Chris Smith","startTime":291.64,"endTime":295.03,"body":"like how many times you have to"},{"speaker":"Chris Smith","startTime":295.06,"endTime":299.89,"body":"reach out to actually get in"},{"speaker":"Chris Smith","startTime":295.06,"endTime":299.89,"body":"contact with someone all the"},{"speaker":"Chris Smith","startTime":299.98,"endTime":303.07,"body":"time. First sort of data that"},{"speaker":"Chris Smith","startTime":299.98,"endTime":303.07,"body":"comes with emails and SMS and"},{"speaker":"Chris Smith","startTime":303.07,"endTime":307.42,"body":"websites and Facebook ads. And"},{"speaker":"Chris Smith","startTime":303.07,"endTime":307.42,"body":"at this point, it's fairly"},{"speaker":"Chris Smith","startTime":307.42,"endTime":312.07,"body":"complex. 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Working with"},{"speaker":"Chris Smith","startTime":318.91,"endTime":324.82,"body":"Curaytor it's it's been a really"},{"speaker":"Chris Smith","startTime":318.91,"endTime":324.82,"body":"unique process."},{"speaker":"Kelley Skar","startTime":324.88,"endTime":326.44,"body":"What made you"},{"speaker":"Kelley Skar","startTime":324.88,"endTime":326.44,"body":"choose real estate?"},{"speaker":"Chris Smith","startTime":326.68,"endTime":329.62,"body":"Yeah, well, it"},{"speaker":"Chris Smith","startTime":326.68,"endTime":329.62,"body":"really chose me I was working at"},{"speaker":"Chris Smith","startTime":329.62,"endTime":333.91,"body":"Quicken Loans, doing phone"},{"speaker":"Chris Smith","startTime":329.62,"endTime":333.91,"body":"sales, you know, boiler room"},{"speaker":"Chris Smith","startTime":333.94,"endTime":338.05,"body":"with mortgages and like, oh, a"},{"speaker":"Chris Smith","startTime":333.94,"endTime":338.05,"body":"when it was crashing and"},{"speaker":"Chris Smith","startTime":338.05,"endTime":342.4,"body":"burning. I remember there was a"},{"speaker":"Chris Smith","startTime":338.05,"endTime":342.4,"body":"contest to get a trip to Puerto"},{"speaker":"Chris Smith","startTime":342.4,"endTime":348.07,"body":"Rico all all inclusive, if you"},{"speaker":"Chris Smith","startTime":342.4,"endTime":348.07,"body":"wrote the most neg am loans that"},{"speaker":"Chris Smith","startTime":348.07,"endTime":352.87,"body":"week. I mean, that was like,"},{"speaker":"Chris Smith","startTime":348.07,"endTime":352.87,"body":"that was the industry, we had a"},{"speaker":"Chris Smith","startTime":352.87,"endTime":357.7,"body":"loan called Nina, which was no"},{"speaker":"Chris Smith","startTime":352.87,"endTime":357.7,"body":"income, no assets, like we we"},{"speaker":"Chris Smith","startTime":357.7,"endTime":363.34,"body":"actually don't need anything."},{"speaker":"Chris Smith","startTime":357.7,"endTime":363.34,"body":"Like we just, we trust you. 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They had"},{"speaker":"Chris Smith","startTime":470.56,"endTime":474.97,"body":"people filling my calendar, you"},{"speaker":"Chris Smith","startTime":474.97,"endTime":479.44,"body":"know, with trainings and in"},{"speaker":"Chris Smith","startTime":474.97,"endTime":479.44,"body":"office demos. That's how I got"},{"speaker":"Chris Smith","startTime":479.44,"endTime":481.99,"body":"in it. I mean, not on purpose,"},{"speaker":"Chris Smith","startTime":479.44,"endTime":481.99,"body":"necessarily."},{"speaker":"Todd Foster","startTime":482.26,"endTime":484.78,"body":"So you're 10 years"},{"speaker":"Todd Foster","startTime":482.26,"endTime":484.78,"body":"old. And you tell everyone, I"},{"speaker":"Todd Foster","startTime":484.78,"endTime":489.67,"body":"cannot wait to be a an actor"},{"speaker":"Todd Foster","startTime":484.78,"endTime":489.67,"body":"that isn't very good at it. And"},{"speaker":"Todd Foster","startTime":489.67,"endTime":493.57,"body":"then I cannot wait to launch a"},{"speaker":"Todd Foster","startTime":489.67,"endTime":493.57,"body":"failed business. And I'm going"},{"speaker":"Todd Foster","startTime":493.57,"endTime":497.38,"body":"to get into the loan industry"},{"speaker":"Todd Foster","startTime":493.57,"endTime":497.38,"body":"when the markets crashing. And"},{"speaker":"Todd Foster","startTime":497.38,"endTime":501.46,"body":"I'm going to move from"},{"speaker":"Todd Foster","startTime":497.38,"endTime":501.46,"body":"Cleveland, back to Florida. And"},{"speaker":"Todd Foster","startTime":501.46,"endTime":505.99,"body":"start all this over again. At"},{"speaker":"Todd Foster","startTime":501.46,"endTime":505.99,"body":"what point did you think"},{"speaker":"Todd Foster","startTime":505.99,"endTime":508.27,"body":"yourself I finally figured this"},{"speaker":"Todd Foster","startTime":505.99,"endTime":508.27,"body":"out?"},{"speaker":"Chris Smith","startTime":508.84,"endTime":512.41,"body":"Yeah, that sounds"},{"speaker":"Chris Smith","startTime":508.84,"endTime":512.41,"body":"like a good book. Why would"},{"speaker":"Chris Smith","startTime":512.41,"endTime":517.63,"body":"anyone read that book? They"},{"speaker":"Chris Smith","startTime":512.41,"endTime":517.63,"body":"really shouldn't, I would say,"},{"speaker":"Chris Smith","startTime":518.2,"endTime":522.73,"body":"sort of twofold. Like when I was"},{"speaker":"Chris Smith","startTime":518.2,"endTime":522.73,"body":"really good at Quicken Loans,"},{"speaker":"Chris Smith","startTime":522.76,"endTime":526.0,"body":"which is a massive organization"},{"speaker":"Chris Smith","startTime":522.76,"endTime":526.0,"body":"with 1000s of salespeople to"},{"speaker":"Chris Smith","startTime":526.0,"endTime":530.23,"body":"compare yourself to, because I"},{"speaker":"Chris Smith","startTime":526.0,"endTime":530.23,"body":"was in the upper stratosphere"},{"speaker":"Chris Smith","startTime":530.23,"endTime":533.17,"body":"there. I knew I was really good"},{"speaker":"Chris Smith","startTime":530.23,"endTime":533.17,"body":"at that. So at that point, I was"},{"speaker":"Chris Smith","startTime":533.17,"endTime":535.69,"body":"like, okay, cool. I'm good."},{"speaker":"Chris Smith","startTime":533.17,"endTime":535.69,"body":"Like, because I had already"},{"speaker":"Chris Smith","startTime":535.69,"endTime":538.45,"body":"worked for a guy named Lou"},{"speaker":"Chris Smith","startTime":535.69,"endTime":538.45,"body":"Perlman selling vacations, and I"},{"speaker":"Chris Smith","startTime":538.45,"endTime":542.95,"body":"killed it, but it was really"},{"speaker":"Chris Smith","startTime":538.45,"endTime":542.95,"body":"sleazy. And then I went to work"},{"speaker":"Chris Smith","startTime":542.95,"endTime":545.86,"body":"for Quicken Loans, and I killed"},{"speaker":"Chris Smith","startTime":542.95,"endTime":545.86,"body":"it. So at that point, I feel"},{"speaker":"Chris Smith","startTime":545.86,"endTime":549.4,"body":"like it was like, okay, like, I"},{"speaker":"Chris Smith","startTime":545.86,"endTime":549.4,"body":"am going to make six figures"},{"speaker":"Chris Smith","startTime":549.43,"endTime":553.78,"body":"minimum, you know, in sales. I'm"},{"speaker":"Chris Smith","startTime":549.43,"endTime":553.78,"body":"good to go. Like, I don't have"},{"speaker":"Chris Smith","startTime":553.78,"endTime":558.88,"body":"to be a waiter, because I had"},{"speaker":"Chris Smith","startTime":553.78,"endTime":558.88,"body":"always been in food service. So"},{"speaker":"Chris Smith","startTime":558.88,"endTime":563.35,"body":"that was probably the first time"},{"speaker":"Chris Smith","startTime":558.88,"endTime":563.35,"body":"and then beyond that, it was"},{"speaker":"Chris Smith","startTime":563.35,"endTime":566.32,"body":"like, well, there was this"},{"speaker":"Chris Smith","startTime":563.35,"endTime":566.32,"body":"situation. I was doing a blog"},{"speaker":"Chris Smith","startTime":566.32,"endTime":569.53,"body":"called tech savvy agent on the"},{"speaker":"Chris Smith","startTime":566.32,"endTime":569.53,"body":"like burning the midnight oil"},{"speaker":"Chris Smith","startTime":569.53,"endTime":572.56,"body":"and it started blowing up and I"},{"speaker":"Chris Smith","startTime":569.53,"endTime":572.56,"body":"was it was illegal. It was like"},{"speaker":"Chris Smith","startTime":572.56,"endTime":578.26,"body":"against the rules of my company."},{"speaker":"Chris Smith","startTime":572.56,"endTime":578.26,"body":"So yeah, I started kind of"},{"speaker":"Chris Smith","startTime":578.41,"endTime":581.77,"body":"getting in a little bit of heat"},{"speaker":"Chris Smith","startTime":578.41,"endTime":581.77,"body":"for that certain people were"},{"speaker":"Chris Smith","startTime":581.77,"endTime":585.16,"body":"very open minded and embraced it"},{"speaker":"Chris Smith","startTime":581.77,"endTime":585.16,"body":"because I was number one at"},{"speaker":"Chris Smith","startTime":585.16,"endTime":588.7,"body":"sales. Certain people at the"},{"speaker":"Chris Smith","startTime":585.16,"endTime":588.7,"body":"organization it was just like,"},{"speaker":"Chris Smith","startTime":588.7,"endTime":592.24,"body":"we're a publicly traded company."},{"speaker":"Chris Smith","startTime":588.7,"endTime":592.24,"body":"He can tweet stuff like that. So"},{"speaker":"Chris Smith","startTime":592.24,"endTime":596.17,"body":"I got got a lot of heat there."},{"speaker":"Chris Smith","startTime":592.24,"endTime":596.17,"body":"But I think when I also sort of"},{"speaker":"Chris Smith","startTime":596.17,"endTime":601.21,"body":"like felt good about it was when"},{"speaker":"Chris Smith","startTime":596.17,"endTime":601.21,"body":"I told them I was quitting"},{"speaker":"Chris Smith","startTime":601.21,"endTime":605.32,"body":"because I wanted to go do my own"},{"speaker":"Chris Smith","startTime":601.21,"endTime":605.32,"body":"thing. And I was going to Brazil"},{"speaker":"Chris Smith","startTime":605.32,"endTime":609.52,"body":"for the summer to be with my"},{"speaker":"Chris Smith","startTime":605.32,"endTime":609.52,"body":"wife's family. They were like,"},{"speaker":"Chris Smith","startTime":609.52,"endTime":612.52,"body":"cool, we'll keep paying you. You"},{"speaker":"Chris Smith","startTime":609.52,"endTime":612.52,"body":"don't have to do anything. Like"},{"speaker":"Chris Smith","startTime":612.58,"endTime":615.94,"body":"you can live wherever you want"},{"speaker":"Chris Smith","startTime":612.58,"endTime":615.94,"body":"when you come back, like I had"},{"speaker":"Chris Smith","startTime":615.94,"endTime":621.55,"body":"never experienced that, you"},{"speaker":"Chris Smith","startTime":615.94,"endTime":621.55,"body":"know, sort of negotiation where"},{"speaker":"Chris Smith","startTime":621.55,"endTime":625.33,"body":"they were, like, wooing me to"},{"speaker":"Chris Smith","startTime":621.55,"endTime":625.33,"body":"keep me. And that also made me"},{"speaker":"Chris Smith","startTime":625.33,"endTime":630.73,"body":"feel in a good position of,"},{"speaker":"Chris Smith","startTime":625.33,"endTime":630.73,"body":"okay, I'm good, you know, those"},{"speaker":"Chris Smith","startTime":630.73,"endTime":631.81,"body":"two moments come to mind."},{"speaker":"Todd Foster","startTime":631.99,"endTime":635.08,"body":"So let's go back to"},{"speaker":"Todd Foster","startTime":631.99,"endTime":635.08,"body":"the Perlman days you classified"},{"speaker":"Todd Foster","startTime":635.08,"endTime":635.83,"body":"as sleazy."},{"speaker":"Chris Smith","startTime":636.79,"endTime":639.19,"body":"Watch, the"},{"speaker":"Chris Smith","startTime":636.79,"endTime":639.19,"body":"documentary is all I'll say."},{"speaker":"Todd Foster","startTime":639.36,"endTime":641.31,"body":"And so you go back"},{"speaker":"Todd Foster","startTime":639.36,"endTime":641.31,"body":"to the days when working with"},{"speaker":"Todd Foster","startTime":641.31,"endTime":645.0,"body":"Pearlman there yet, do you also"},{"speaker":"Todd Foster","startTime":641.31,"endTime":645.0,"body":"see that was probably a huge"},{"speaker":"Todd Foster","startTime":645.0,"endTime":648.69,"body":"factor in why you're hired"},{"speaker":"Todd Foster","startTime":645.0,"endTime":648.69,"body":"through Quicken Loans and"},{"speaker":"Todd Foster","startTime":648.9,"endTime":651.72,"body":"succeeded there because with"},{"speaker":"Todd Foster","startTime":648.9,"endTime":651.72,"body":"Pearlman, you had to have the"},{"speaker":"Todd Foster","startTime":651.72,"endTime":652.59,"body":"power of close."},{"speaker":"Chris Smith","startTime":652.8,"endTime":653.37,"body":"Mm hmm."},{"speaker":"Todd Foster","startTime":653.52,"endTime":655.68,"body":"And it was a boiler"},{"speaker":"Todd Foster","startTime":653.52,"endTime":655.68,"body":"room, it was pretty much what"},{"speaker":"Todd Foster","startTime":655.68,"endTime":659.01,"body":"you went on to move to the next"},{"speaker":"Todd Foster","startTime":655.68,"endTime":659.01,"body":"job, except it was instead of"},{"speaker":"Todd Foster","startTime":659.01,"endTime":660.93,"body":"loans. It was vacations."},{"speaker":"Chris Smith","startTime":660.93,"endTime":661.26,"body":"Yeah."},{"speaker":"Todd Foster","startTime":661.44,"endTime":664.47,"body":"Did you at one"},{"speaker":"Todd Foster","startTime":661.44,"endTime":664.47,"body":"point go, man, this isn't cut"},{"speaker":"Todd Foster","startTime":664.47,"endTime":667.8,"body":"off for me or, man, I can't wait"},{"speaker":"Todd Foster","startTime":664.47,"endTime":667.8,"body":"to be just like Pearlman, or"},{"speaker":"Todd Foster","startTime":668.01,"endTime":669.87,"body":"man, what the hell am I doing"},{"speaker":"Todd Foster","startTime":668.01,"endTime":669.87,"body":"with my life?"},{"speaker":"Chris Smith","startTime":670.02,"endTime":672.51,"body":"Yeah. When I looked"},{"speaker":"Chris Smith","startTime":670.02,"endTime":672.51,"body":"around the room, and I saw the"},{"speaker":"Chris Smith","startTime":672.51,"endTime":676.11,"body":"people that were there alongside"},{"speaker":"Chris Smith","startTime":672.51,"endTime":676.11,"body":"of me selling I felt like it was"},{"speaker":"Chris Smith","startTime":676.11,"endTime":679.47,"body":"sort of the bad news bears. You"},{"speaker":"Chris Smith","startTime":676.11,"endTime":679.47,"body":"know, it was like sort of all"},{"speaker":"Chris Smith","startTime":679.47,"endTime":683.97,"body":"the people to kind of been"},{"speaker":"Chris Smith","startTime":679.47,"endTime":683.97,"body":"thrown to the side. And this was"},{"speaker":"Chris Smith","startTime":683.97,"endTime":687.3,"body":"sort of their only chance was"},{"speaker":"Chris Smith","startTime":683.97,"endTime":687.3,"body":"this or nothing. I used to work"},{"speaker":"Chris Smith","startTime":687.3,"endTime":690.87,"body":"at a place called Dial America."},{"speaker":"Chris Smith","startTime":687.3,"endTime":690.87,"body":"I mean, that is a cold call."},{"speaker":"Chris Smith","startTime":691.89,"endTime":699.0,"body":"It's like, everyone's elite a"},{"speaker":"Chris Smith","startTime":691.89,"endTime":699.0,"body":"Dial America is dialing America."},{"speaker":"Chris Smith","startTime":699.27,"endTime":703.74,"body":"So you know, yeah, like I, I"},{"speaker":"Chris Smith","startTime":699.27,"endTime":703.74,"body":"didn't want to be there long"},{"speaker":"Chris Smith","startTime":703.74,"endTime":706.17,"body":"term. And then I went on the"},{"speaker":"Chris Smith","startTime":703.74,"endTime":706.17,"body":"internet and read all this stuff"},{"speaker":"Chris Smith","startTime":706.17,"endTime":711.69,"body":"about, you know, the stuff that"},{"speaker":"Chris Smith","startTime":706.17,"endTime":711.69,"body":"they had done like, my coach at"},{"speaker":"Chris Smith","startTime":711.69,"endTime":714.72,"body":"Lou Pearlman's company had"},{"speaker":"Chris Smith","startTime":711.69,"endTime":714.72,"body":"actually gone to jail for"},{"speaker":"Chris Smith","startTime":714.72,"endTime":720.9,"body":"telemarketing fraud in the 80s."},{"speaker":"Chris Smith","startTime":714.72,"endTime":720.9,"body":"And he was like, really, really"},{"speaker":"Chris Smith","startTime":720.9,"endTime":725.61,"body":"good. He was so good. He was the"},{"speaker":"Chris Smith","startTime":720.9,"endTime":725.61,"body":"best sales coach, probably on"},{"speaker":"Chris Smith","startTime":725.61,"endTime":729.27,"body":"the planet, really, really"},{"speaker":"Chris Smith","startTime":725.61,"endTime":729.27,"body":"talented guy and just taught"},{"speaker":"Chris Smith","startTime":729.27,"endTime":732.9,"body":"sales in a way that dumb people"},{"speaker":"Chris Smith","startTime":729.27,"endTime":732.9,"body":"like me could understand it. You"},{"speaker":"Chris Smith","startTime":732.9,"endTime":736.32,"body":"know, it just really made it"},{"speaker":"Chris Smith","startTime":732.9,"endTime":736.32,"body":"simple with the acronyms and"},{"speaker":"Chris Smith","startTime":736.77,"endTime":740.01,"body":"with the sort of visuals he"},{"speaker":"Chris Smith","startTime":736.77,"endTime":740.01,"body":"would do on the chalkboard, it"},{"speaker":"Chris Smith","startTime":740.01,"endTime":744.21,"body":"just all made perfect sense and"},{"speaker":"Chris Smith","startTime":740.01,"endTime":744.21,"body":"clicked. And then he leaned into"},{"speaker":"Chris Smith","startTime":744.21,"endTime":747.84,"body":"money, right? Like it was the"},{"speaker":"Chris Smith","startTime":744.21,"endTime":747.84,"body":"kind of place where like, if you"},{"speaker":"Chris Smith","startTime":747.84,"endTime":751.5,"body":"got three deals the day prior,"},{"speaker":"Chris Smith","startTime":747.84,"endTime":751.5,"body":"you had a couple $100 bills the"},{"speaker":"Chris Smith","startTime":751.5,"endTime":756.27,"body":"next morning, and he talked a"},{"speaker":"Chris Smith","startTime":751.5,"endTime":756.27,"body":"lot about, he said you're gonna"},{"speaker":"Chris Smith","startTime":756.27,"endTime":760.17,"body":"want to drive her Mercedes when"},{"speaker":"Chris Smith","startTime":756.27,"endTime":760.17,"body":"you're in your 60s. You know,"},{"speaker":"Chris Smith","startTime":760.2,"endTime":764.55,"body":"like, you need money for a long"},{"speaker":"Chris Smith","startTime":760.2,"endTime":764.55,"body":"time. And he would talk quite a"},{"speaker":"Chris Smith","startTime":764.55,"endTime":769.14,"body":"bit about the upside, because"},{"speaker":"Chris Smith","startTime":764.55,"endTime":769.14,"body":"all these places are built for"},{"speaker":"Chris Smith","startTime":769.14,"endTime":773.1,"body":"average. And so if you bust the"},{"speaker":"Chris Smith","startTime":769.14,"endTime":773.1,"body":"comp plan, you can make so much"},{"speaker":"Chris Smith","startTime":773.1,"endTime":775.68,"body":"money, that's what I would"},{"speaker":"Chris Smith","startTime":773.1,"endTime":775.68,"body":"always end up doing is like"},{"speaker":"Chris Smith","startTime":775.68,"endTime":779.1,"body":"breaking the comp plan because"},{"speaker":"Chris Smith","startTime":775.68,"endTime":779.1,"body":"they'd set it right here. And"},{"speaker":"Chris Smith","startTime":779.1,"endTime":782.28,"body":"I'd beat it by so much that they"},{"speaker":"Chris Smith","startTime":779.1,"endTime":782.28,"body":"had almost like rethink the pay"},{"speaker":"Chris Smith","startTime":782.28,"endTime":786.96,"body":"scale. I think I made $4,000 in"},{"speaker":"Chris Smith","startTime":782.28,"endTime":786.96,"body":"like one day a looper omens"},{"speaker":"Chris Smith","startTime":786.96,"endTime":789.63,"body":"thing. Wow. Because it was like,"},{"speaker":"Chris Smith","startTime":786.96,"endTime":789.63,"body":"they were hoping you'd get one"},{"speaker":"Chris Smith","startTime":789.63,"endTime":792.96,"body":"or two people to sign up and I"},{"speaker":"Chris Smith","startTime":789.63,"endTime":792.96,"body":"got like, 12 people. And it was"},{"speaker":"Chris Smith","startTime":792.96,"endTime":796.35,"body":"just like, they never had to,"},{"speaker":"Chris Smith","startTime":792.96,"endTime":796.35,"body":"like do the math on that before."},{"speaker":"Chris Smith","startTime":798.24,"endTime":803.01,"body":"But it wasn't a career. It"},{"speaker":"Chris Smith","startTime":798.24,"endTime":803.01,"body":"wasn't an environment I wanted"},{"speaker":"Chris Smith","startTime":803.01,"endTime":806.82,"body":"to be in long term. In my book,"},{"speaker":"Chris Smith","startTime":803.01,"endTime":806.82,"body":"I say, you know, if there's like"},{"speaker":"Chris Smith","startTime":806.82,"endTime":811.41,"body":"blackhat seo and white hat SEO,"},{"speaker":"Chris Smith","startTime":806.82,"endTime":811.41,"body":"like Lou Pearlman's group was"},{"speaker":"Chris Smith","startTime":811.41,"endTime":815.52,"body":"Black Hat, quicken loans was"},{"speaker":"Chris Smith","startTime":811.41,"endTime":815.52,"body":"white hat, same infrastructure,"},{"speaker":"Chris Smith","startTime":815.52,"endTime":820.56,"body":"same processes, same scripts,"},{"speaker":"Chris Smith","startTime":815.52,"endTime":820.56,"body":"same sales techniques, same"},{"speaker":"Chris Smith","startTime":820.56,"endTime":825.12,"body":"closing techniques, same sort of"},{"speaker":"Chris Smith","startTime":820.56,"endTime":825.12,"body":"attributes that define a"},{"speaker":"Chris Smith","startTime":825.12,"endTime":829.26,"body":"successful salesperson, it was"},{"speaker":"Chris Smith","startTime":825.12,"endTime":829.26,"body":"just mortgage versus vacation."},{"speaker":"Chris Smith","startTime":829.95,"endTime":834.51,"body":"And then it was dotloop. And"},{"speaker":"Chris Smith","startTime":829.95,"endTime":834.51,"body":"then it was curator. And then it"},{"speaker":"Chris Smith","startTime":834.51,"endTime":838.77,"body":"was you know, I've sold shoes,"},{"speaker":"Chris Smith","startTime":834.51,"endTime":838.77,"body":"like it really is insert product"},{"speaker":"Chris Smith","startTime":838.77,"endTime":841.2,"body":"here. That's what I think I"},{"speaker":"Chris Smith","startTime":838.77,"endTime":841.2,"body":"learned across all these"},{"speaker":"Chris Smith","startTime":841.2,"endTime":846.15,"body":"companies was that the product"},{"speaker":"Chris Smith","startTime":841.2,"endTime":846.15,"body":"is virtually insignificant."},{"speaker":"Alyssa Stanley","startTime":846.48,"endTime":849.06,"body":"So I'm always"},{"speaker":"Alyssa Stanley","startTime":846.48,"endTime":849.06,"body":"curious when I get to sit down"},{"speaker":"Alyssa Stanley","startTime":849.06,"endTime":853.59,"body":"and talk to extremely successful"},{"speaker":"Alyssa Stanley","startTime":849.06,"endTime":853.59,"body":"people, what their childhood"},{"speaker":"Alyssa Stanley","startTime":853.59,"endTime":856.8,"body":"looked like, like did you grow"},{"speaker":"Alyssa Stanley","startTime":853.59,"endTime":856.8,"body":"up with incredibly successful"},{"speaker":"Alyssa Stanley","startTime":856.8,"endTime":861.48,"body":"parents and that's where you got"},{"speaker":"Alyssa Stanley","startTime":856.8,"endTime":861.48,"body":"your drive to keep going. What"},{"speaker":"Alyssa Stanley","startTime":861.75,"endTime":865.02,"body":"did you keep going when you"},{"speaker":"Alyssa Stanley","startTime":861.75,"endTime":865.02,"body":"acting didn't work out because"},{"speaker":"Alyssa Stanley","startTime":865.02,"endTime":868.11,"body":"you knew you needed money? Like"},{"speaker":"Alyssa Stanley","startTime":865.02,"endTime":868.11,"body":"where did your drive come from?"},{"speaker":"Chris Smith","startTime":868.78,"endTime":871.18,"body":"Well, I had talked"},{"speaker":"Chris Smith","startTime":868.78,"endTime":871.18,"body":"so much shit about being an"},{"speaker":"Chris Smith","startTime":871.18,"endTime":877.9,"body":"actor that I had to do something"},{"speaker":"Chris Smith","startTime":871.18,"endTime":877.9,"body":"cool to know for so long. To be"},{"speaker":"Chris Smith","startTime":877.9,"endTime":882.25,"body":"famous, and then it didn't work"},{"speaker":"Chris Smith","startTime":877.9,"endTime":882.25,"body":"out so I had to I had to make up"},{"speaker":"Chris Smith","startTime":882.25,"endTime":888.07,"body":"for it somehow. My childhood I'm"},{"speaker":"Chris Smith","startTime":882.25,"endTime":888.07,"body":"from Polk County like it's"},{"speaker":"Chris Smith","startTime":888.46,"endTime":892.27,"body":"orange groves cow pastures,"},{"speaker":"Chris Smith","startTime":888.46,"endTime":892.27,"body":"chicken farms the acronym pulk"},{"speaker":"Chris Smith","startTime":892.27,"endTime":897.73,"body":"is people have little knowledge."},{"speaker":"Chris Smith","startTime":892.27,"endTime":897.73,"body":"It's it's sort of a known, you"},{"speaker":"Chris Smith","startTime":897.73,"endTime":900.91,"body":"know, the whole like Florida man"},{"speaker":"Chris Smith","startTime":897.73,"endTime":900.91,"body":"stuff that you see on the"},{"speaker":"Chris Smith","startTime":900.91,"endTime":904.78,"body":"internet, like Polk County is"},{"speaker":"Chris Smith","startTime":900.91,"endTime":904.78,"body":"like the, the home base for this"},{"speaker":"Chris Smith","startTime":904.78,"endTime":910.51,"body":"stuff. Okay. And so my"},{"speaker":"Chris Smith","startTime":904.78,"endTime":910.51,"body":"grandfather was a mechanic, but"},{"speaker":"Chris Smith","startTime":910.51,"endTime":913.42,"body":"dad was a cop. And I think"},{"speaker":"Chris Smith","startTime":910.51,"endTime":913.42,"body":"growing up in many ways, like a"},{"speaker":"Chris Smith","startTime":913.42,"endTime":918.46,"body":"lawyer was maybe the next level"},{"speaker":"Chris Smith","startTime":913.42,"endTime":918.46,"body":"up or something like that. I"},{"speaker":"Chris Smith","startTime":918.46,"endTime":922.33,"body":"never really tried to like,"},{"speaker":"Chris Smith","startTime":918.46,"endTime":922.33,"body":"never really thought like the"},{"speaker":"Chris Smith","startTime":922.36,"endTime":928.0,"body":"acting thing was about it. And I"},{"speaker":"Chris Smith","startTime":922.36,"endTime":928.0,"body":"had a very middle class sort of"},{"speaker":"Chris Smith","startTime":928.03,"endTime":933.37,"body":"suburbia upbringing, on one side"},{"speaker":"Chris Smith","startTime":928.03,"endTime":933.37,"body":"with my dad. And then on the"},{"speaker":"Chris Smith","startTime":933.37,"endTime":939.76,"body":"other side, I had more of the"},{"speaker":"Chris Smith","startTime":933.37,"endTime":939.76,"body":"trailer park, drug dealer, you"},{"speaker":"Chris Smith","startTime":939.76,"endTime":943.39,"body":"know, barefoot world that I"},{"speaker":"Chris Smith","startTime":939.76,"endTime":943.39,"body":"lived in every other weekend."},{"speaker":"Chris Smith","startTime":944.38,"endTime":950.59,"body":"And I think it just gave me"},{"speaker":"Chris Smith","startTime":944.38,"endTime":950.59,"body":"tremendous perspective on people"},{"speaker":"Chris Smith","startTime":950.59,"endTime":954.49,"body":"that are just different, and in"},{"speaker":"Chris Smith","startTime":950.59,"endTime":954.49,"body":"a totally different world or"},{"speaker":"Chris Smith","startTime":954.49,"endTime":957.31,"body":"situation in you, which"},{"speaker":"Chris Smith","startTime":954.49,"endTime":957.31,"body":"obviously creates empathy and"},{"speaker":"Chris Smith","startTime":957.67,"endTime":963.01,"body":"empathy, super helpful in"},{"speaker":"Chris Smith","startTime":957.67,"endTime":963.01,"body":"business. So yeah, I saw the"},{"speaker":"Chris Smith","startTime":963.04,"endTime":967.57,"body":"every other weekend, you know, I"},{"speaker":"Chris Smith","startTime":963.04,"endTime":967.57,"body":"saw kind of the, the underbelly"},{"speaker":"Chris Smith","startTime":968.2,"endTime":973.54,"body":"of, you know, society versus the"},{"speaker":"Chris Smith","startTime":968.2,"endTime":973.54,"body":"sort of pretend everybody's"},{"speaker":"Chris Smith","startTime":973.57,"endTime":977.32,"body":"happy, everything is awesome"},{"speaker":"Chris Smith","startTime":973.57,"endTime":977.32,"body":"Summer Society. And then the"},{"speaker":"Chris Smith","startTime":977.32,"endTime":982.42,"body":"other thing that really molded"},{"speaker":"Chris Smith","startTime":977.32,"endTime":982.42,"body":"me was I actually, they rezone"},{"speaker":"Chris Smith","startTime":982.42,"endTime":988.63,"body":"the schools to diversify the"},{"speaker":"Chris Smith","startTime":982.42,"endTime":988.63,"body":"races, like sort of as I went to"},{"speaker":"Chris Smith","startTime":988.63,"endTime":992.89,"body":"high school, so I lived really"},{"speaker":"Chris Smith","startTime":988.63,"endTime":992.89,"body":"close to the sort of oh, why"},{"speaker":"Chris Smith","startTime":992.92,"endTime":996.91,"body":"preppy, middle middle upper"},{"speaker":"Chris Smith","startTime":992.92,"endTime":996.91,"body":"class high school called Lake"},{"speaker":"Chris Smith","startTime":996.91,"endTime":1001.77,"body":"Gibson. The year before I went"},{"speaker":"Chris Smith","startTime":996.91,"endTime":1001.77,"body":"to high school, they rezoned"},{"speaker":"Chris Smith","startTime":1001.77,"endTime":1004.56,"body":"everything and just said, if"},{"speaker":"Chris Smith","startTime":1001.77,"endTime":1004.56,"body":"you're like, on this side, or"},{"speaker":"Chris Smith","startTime":1004.56,"endTime":1008.4,"body":"this side, you go here, here. So"},{"speaker":"Chris Smith","startTime":1004.56,"endTime":1008.4,"body":"I ended up going like 25 minutes"},{"speaker":"Chris Smith","startTime":1008.4,"endTime":1011.67,"body":"away, Kathleen high school up"},{"speaker":"Chris Smith","startTime":1008.4,"endTime":1011.67,"body":"until then, had been mostly a"},{"speaker":"Chris Smith","startTime":1011.67,"endTime":1015.72,"body":"black high school, like, I was"},{"speaker":"Chris Smith","startTime":1011.67,"endTime":1015.72,"body":"the second best player on our"},{"speaker":"Chris Smith","startTime":1015.72,"endTime":1018.57,"body":"basketball team. But I was the"},{"speaker":"Chris Smith","startTime":1015.72,"endTime":1018.57,"body":"second best white player, and"},{"speaker":"Chris Smith","startTime":1018.57,"endTime":1021.51,"body":"there was only two white"},{"speaker":"Chris Smith","startTime":1018.57,"endTime":1021.51,"body":"players. So I was the worst"},{"speaker":"Chris Smith","startTime":1021.51,"endTime":1028.8,"body":"player. So it's weird because I"},{"speaker":"Chris Smith","startTime":1021.51,"endTime":1028.8,"body":"was like, in this like, kind of"},{"speaker":"Chris Smith","startTime":1028.8,"endTime":1032.79,"body":"hillbilly world of Polk County,"},{"speaker":"Chris Smith","startTime":1028.8,"endTime":1032.79,"body":"like one of my black friends got"},{"speaker":"Chris Smith","startTime":1032.79,"endTime":1036.57,"body":"ran over on his bike, and like,"},{"speaker":"Chris Smith","startTime":1032.79,"endTime":1036.57,"body":"almost died, he became an NFL"},{"speaker":"Chris Smith","startTime":1036.99,"endTime":1042.03,"body":"player, my other friend once at"},{"speaker":"Chris Smith","startTime":1036.99,"endTime":1042.03,"body":"the NBA. So I think like being"},{"speaker":"Chris Smith","startTime":1042.03,"endTime":1045.69,"body":"around those guys, when they"},{"speaker":"Chris Smith","startTime":1042.03,"endTime":1045.69,"body":"were going through high school,"},{"speaker":"Chris Smith","startTime":1045.69,"endTime":1048.63,"body":"and like up and coming, it was"},{"speaker":"Chris Smith","startTime":1045.69,"endTime":1048.63,"body":"just sort of like, Man, I want I"},{"speaker":"Chris Smith","startTime":1048.63,"endTime":1053.04,"body":"want to be like that, you know,"},{"speaker":"Chris Smith","startTime":1048.63,"endTime":1053.04,"body":"these guys are on TV, getting"},{"speaker":"Chris Smith","startTime":1053.04,"endTime":1058.11,"body":"millions of dollars, my friend"},{"speaker":"Chris Smith","startTime":1053.04,"endTime":1058.11,"body":"went to UCLA, like, hanging out"},{"speaker":"Chris Smith","startTime":1058.11,"endTime":1063.09,"body":"with famous people. So I think"},{"speaker":"Chris Smith","startTime":1058.11,"endTime":1063.09,"body":"that would be part of my sort of"},{"speaker":"Chris Smith","startTime":1063.09,"endTime":1067.56,"body":"childhood that molded me to was"},{"speaker":"Chris Smith","startTime":1063.09,"endTime":1067.56,"body":"just seeing success based on"},{"speaker":"Chris Smith","startTime":1067.56,"endTime":1071.43,"body":"talent. It didn't matter your"},{"speaker":"Chris Smith","startTime":1067.56,"endTime":1071.43,"body":"color didn't matter, like your"},{"speaker":"Chris Smith","startTime":1071.43,"endTime":1077.4,"body":"family situation. It was really"},{"speaker":"Chris Smith","startTime":1071.43,"endTime":1077.4,"body":"stats, like how fast are you?"},{"speaker":"Chris Smith","startTime":1077.43,"endTime":1081.24,"body":"How high can you jump? How many"},{"speaker":"Chris Smith","startTime":1077.43,"endTime":1081.24,"body":"shots do you make, and I think"},{"speaker":"Chris Smith","startTime":1081.24,"endTime":1087.45,"body":"sales is the same. I think, you"},{"speaker":"Chris Smith","startTime":1081.24,"endTime":1087.45,"body":"know, sales is not real gender"},{"speaker":"Chris Smith","startTime":1087.45,"endTime":1092.01,"body":"bias or any of this stuff that"},{"speaker":"Chris Smith","startTime":1087.45,"endTime":1092.01,"body":"you hear about, like if you're"},{"speaker":"Chris Smith","startTime":1092.01,"endTime":1096.06,"body":"really good at sales, and you"},{"speaker":"Chris Smith","startTime":1092.01,"endTime":1096.06,"body":"put up really good numbers. Like"},{"speaker":"Chris Smith","startTime":1096.12,"endTime":1102.21,"body":"if you're the king, you're the"},{"speaker":"Chris Smith","startTime":1096.12,"endTime":1102.21,"body":"queen, and a man. And I like"},{"speaker":"Chris Smith","startTime":1102.21,"endTime":1105.99,"body":"that. I like that if you're"},{"speaker":"Chris Smith","startTime":1102.21,"endTime":1105.99,"body":"extremely talented you when you"},{"speaker":"Chris Smith","startTime":1105.99,"endTime":1110.46,"body":"win big. And I saw that in"},{"speaker":"Chris Smith","startTime":1105.99,"endTime":1110.46,"body":"sports, but I just wasn't good."},{"speaker":"Chris Smith","startTime":1110.46,"endTime":1113.22,"body":"And just like acting, I wasn't"},{"speaker":"Chris Smith","startTime":1110.46,"endTime":1113.22,"body":"good enough at basketball"},{"speaker":"Chris Smith","startTime":1113.25,"endTime":1118.2,"body":"either. But I just saw like,"},{"speaker":"Chris Smith","startTime":1113.25,"endTime":1118.2,"body":"man, there's people flying here"},{"speaker":"Chris Smith","startTime":1118.2,"endTime":1121.32,"body":"from the west coast to watch my"},{"speaker":"Chris Smith","startTime":1118.2,"endTime":1121.32,"body":"friend, like, catch some passes"},{"speaker":"Chris Smith","startTime":1121.32,"endTime":1125.13,"body":"on the weekend like this is"},{"speaker":"Chris Smith","startTime":1121.32,"endTime":1125.13,"body":"legit. So it made me want to"},{"speaker":"Chris Smith","startTime":1125.13,"endTime":1127.29,"body":"like you know, you're with your"},{"speaker":"Chris Smith","startTime":1125.13,"endTime":1127.29,"body":"friends in high school, you're"},{"speaker":"Chris Smith","startTime":1127.29,"endTime":1131.25,"body":"all trying to be as cool. So I"},{"speaker":"Chris Smith","startTime":1127.29,"endTime":1131.25,"body":"had a couple that were like, way"},{"speaker":"Chris Smith","startTime":1131.25,"endTime":1135.09,"body":"cooler. So I didn't want to"},{"speaker":"Chris Smith","startTime":1131.25,"endTime":1135.09,"body":"pretend that I couldn't kind of"},{"speaker":"Chris Smith","startTime":1135.12,"endTime":1140.55,"body":"elevate to now I realize in"},{"speaker":"Chris Smith","startTime":1135.12,"endTime":1140.55,"body":"business, man, you know, you can"},{"speaker":"Chris Smith","startTime":1140.55,"endTime":1143.58,"body":"actually do it for a lot longer"},{"speaker":"Chris Smith","startTime":1140.55,"endTime":1143.58,"body":"than sports. All of those"},{"speaker":"Chris Smith","startTime":1143.58,"endTime":1148.5,"body":"friends are way done with being"},{"speaker":"Chris Smith","startTime":1143.58,"endTime":1148.5,"body":"pros. They're their sort of"},{"speaker":"Chris Smith","startTime":1148.8,"endTime":1153.0,"body":"careers are behind them. And I"},{"speaker":"Chris Smith","startTime":1148.8,"endTime":1153.0,"body":"feel like my career's still way"},{"speaker":"Chris Smith","startTime":1153.0,"endTime":1157.68,"body":"in front of me. I sort of feel"},{"speaker":"Chris Smith","startTime":1153.0,"endTime":1157.68,"body":"young for business even at 42."},{"speaker":"Kelley Skar","startTime":1157.95,"endTime":1159.99,"body":"Yeah, so let's"},{"speaker":"Kelley Skar","startTime":1157.95,"endTime":1159.99,"body":"let's go there. Chris. I mean,"},{"speaker":"Kelley Skar","startTime":1159.99,"endTime":1163.5,"body":"you you know, you're an"},{"speaker":"Kelley Skar","startTime":1159.99,"endTime":1163.5,"body":"employee, you grew up in kind of"},{"speaker":"Kelley Skar","startTime":1163.5,"endTime":1166.77,"body":"an employee type of a household"},{"speaker":"Kelley Skar","startTime":1163.5,"endTime":1166.77,"body":"right? Your dad was a cop, your"},{"speaker":"Kelley Skar","startTime":1166.77,"endTime":1171.36,"body":"grandfather was a mechanic. Here"},{"speaker":"Kelley Skar","startTime":1166.77,"endTime":1171.36,"body":"you are 42 Very successful"},{"speaker":"Kelley Skar","startTime":1171.36,"endTime":1175.05,"body":"entrepreneur. I mean, you could"},{"speaker":"Kelley Skar","startTime":1171.36,"endTime":1175.05,"body":"have you could have stayed with"},{"speaker":"Kelley Skar","startTime":1175.05,"endTime":1177.78,"body":"top producer, you could have"},{"speaker":"Kelley Skar","startTime":1175.05,"endTime":1177.78,"body":"stayed, you know, kind of in in"},{"speaker":"Kelley Skar","startTime":1177.78,"endTime":1180.6,"body":"that in that employee realm."},{"speaker":"Kelley Skar","startTime":1177.78,"endTime":1180.6,"body":"What was it that kind of, you"},{"speaker":"Kelley Skar","startTime":1180.6,"endTime":1183.54,"body":"know, said to you that you need"},{"speaker":"Kelley Skar","startTime":1180.6,"endTime":1183.54,"body":"to break out of this and go go"},{"speaker":"Kelley Skar","startTime":1183.54,"endTime":1185.4,"body":"your own way blows blaze your"},{"speaker":"Kelley Skar","startTime":1183.54,"endTime":1185.4,"body":"own trail?"},{"speaker":"Chris Smith","startTime":1185.7,"endTime":1188.31,"body":"Yeah. Well, you"},{"speaker":"Chris Smith","startTime":1185.7,"endTime":1188.31,"body":"know, if if somebody tells you"},{"speaker":"Chris Smith","startTime":1188.31,"endTime":1192.69,"body":"your kids cute, you just thank"},{"speaker":"Chris Smith","startTime":1188.31,"endTime":1192.69,"body":"them, but if like, I don't know"},{"speaker":"Chris Smith","startTime":1192.69,"endTime":1195.27,"body":"this, because I guess my kids"},{"speaker":"Chris Smith","startTime":1192.69,"endTime":1195.27,"body":"aren't cute enough. But if lots"},{"speaker":"Chris Smith","startTime":1195.27,"endTime":1198.15,"body":"of lots of people tell you that"},{"speaker":"Chris Smith","startTime":1195.27,"endTime":1198.15,"body":"your kids are cute, you know,"},{"speaker":"Chris Smith","startTime":1198.21,"endTime":1203.04,"body":"then maybe modeling makes sense."},{"speaker":"Chris Smith","startTime":1198.21,"endTime":1203.04,"body":"You know, I looked at it the"},{"speaker":"Chris Smith","startTime":1203.04,"endTime":1208.17,"body":"same way I had so many people"},{"speaker":"Chris Smith","startTime":1203.04,"endTime":1208.17,"body":"during the top producer tech"},{"speaker":"Chris Smith","startTime":1208.17,"endTime":1212.61,"body":"savvy agent, Inman News like dot"},{"speaker":"Chris Smith","startTime":1208.17,"endTime":1212.61,"body":"loop during that little run"},{"speaker":"Chris Smith","startTime":1212.61,"endTime":1217.29,"body":"where I was an employee. I just"},{"speaker":"Chris Smith","startTime":1212.61,"endTime":1217.29,"body":"had person after person after"},{"speaker":"Chris Smith","startTime":1217.29,"endTime":1220.08,"body":"person asking to hire me. They"},{"speaker":"Chris Smith","startTime":1217.29,"endTime":1220.08,"body":"just kept asking to hire me."},{"speaker":"Chris Smith","startTime":1220.11,"endTime":1223.26,"body":"Every time I spoke, I would get"},{"speaker":"Chris Smith","startTime":1220.11,"endTime":1223.26,"body":"like five job offers. And it"},{"speaker":"Chris Smith","startTime":1223.26,"endTime":1227.79,"body":"would be the most successful top"},{"speaker":"Chris Smith","startTime":1223.26,"endTime":1227.79,"body":"agents and teams in the market"},{"speaker":"Chris Smith","startTime":1227.79,"endTime":1231.18,"body":"we happen to be in. And they're"},{"speaker":"Chris Smith","startTime":1227.79,"endTime":1231.18,"body":"just like, how I don't care how"},{"speaker":"Chris Smith","startTime":1231.18,"endTime":1234.84,"body":"much it costs. Can I hire you to"},{"speaker":"Chris Smith","startTime":1231.18,"endTime":1234.84,"body":"do all this? Like, you know,"},{"speaker":"Chris Smith","startTime":1234.84,"endTime":1240.51,"body":"they wanted basically digital"},{"speaker":"Chris Smith","startTime":1234.84,"endTime":1240.51,"body":"social website email, like, they"},{"speaker":"Chris Smith","startTime":1240.51,"endTime":1243.78,"body":"kind of became believers during"},{"speaker":"Chris Smith","startTime":1240.51,"endTime":1243.78,"body":"the conference, but they didn't"},{"speaker":"Chris Smith","startTime":1243.78,"endTime":1248.07,"body":"want to have to, like add it to"},{"speaker":"Chris Smith","startTime":1243.78,"endTime":1248.07,"body":"their plate, you know? So I had"},{"speaker":"Chris Smith","startTime":1248.07,"endTime":1251.88,"body":"so many people try to do that I"},{"speaker":"Chris Smith","startTime":1248.07,"endTime":1251.88,"body":"had these technology companies"},{"speaker":"Chris Smith","startTime":1251.88,"endTime":1257.31,"body":"wanting to give me equity that"},{"speaker":"Chris Smith","startTime":1251.88,"endTime":1257.31,"body":"consult and advise and be on"},{"speaker":"Chris Smith","startTime":1257.31,"endTime":1260.55,"body":"their boards and stuff like"},{"speaker":"Chris Smith","startTime":1257.31,"endTime":1260.55,"body":"that. And eventually, I just got"},{"speaker":"Chris Smith","startTime":1260.55,"endTime":1263.1,"body":"tired of turning that stuff"},{"speaker":"Chris Smith","startTime":1260.55,"endTime":1263.1,"body":"down. Kelley, so I was just"},{"speaker":"Chris Smith","startTime":1263.1,"endTime":1270.36,"body":"like, I'm gonna try, you know,"},{"speaker":"Chris Smith","startTime":1263.1,"endTime":1270.36,"body":"to say yes to those people. And"},{"speaker":"Chris Smith","startTime":1270.36,"endTime":1275.97,"body":"it was the right call. It really"},{"speaker":"Chris Smith","startTime":1270.36,"endTime":1275.97,"body":"was like, one of my bosses. And"},{"speaker":"Chris Smith","startTime":1275.97,"endTime":1278.55,"body":"he wouldn't even mind me saying"},{"speaker":"Chris Smith","startTime":1275.97,"endTime":1278.55,"body":"this. But like, when I worked"},{"speaker":"Chris Smith","startTime":1278.55,"endTime":1283.41,"body":"for Brad Inman, Brad can be"},{"speaker":"Chris Smith","startTime":1278.55,"endTime":1283.41,"body":"tough. Brad's a tough guy. And,"},{"speaker":"Chris Smith","startTime":1283.89,"endTime":1288.72,"body":"you know, he said something that"},{"speaker":"Chris Smith","startTime":1283.89,"endTime":1288.72,"body":"really like, it motivated me. He"},{"speaker":"Chris Smith","startTime":1288.72,"endTime":1291.6,"body":"said, I can't wait to see what"},{"speaker":"Chris Smith","startTime":1288.72,"endTime":1291.6,"body":"you do when you stick with"},{"speaker":"Chris Smith","startTime":1291.6,"endTime":1295.32,"body":"something interesting. Yeah. And"},{"speaker":"Chris Smith","startTime":1291.6,"endTime":1295.32,"body":"it was kind of, you know what I"},{"speaker":"Chris Smith","startTime":1295.32,"endTime":1300.72,"body":"mean, it was shots fired, for"},{"speaker":"Chris Smith","startTime":1295.32,"endTime":1300.72,"body":"sure. But I never had a job more"},{"speaker":"Chris Smith","startTime":1300.72,"endTime":1304.74,"body":"than three years, in my whole"},{"speaker":"Chris Smith","startTime":1300.72,"endTime":1304.74,"body":"life curators about to turn"},{"speaker":"Chris Smith","startTime":1304.74,"endTime":1309.78,"body":"nine. So I guess in that case,"},{"speaker":"Chris Smith","startTime":1304.74,"endTime":1309.78,"body":"Kelley, I needed to scratch that"},{"speaker":"Chris Smith","startTime":1309.78,"endTime":1312.63,"body":"itch, because I've never stayed"},{"speaker":"Chris Smith","startTime":1309.78,"endTime":1312.63,"body":"with anything for three years,"},{"speaker":"Chris Smith","startTime":1312.63,"endTime":1316.26,"body":"I'm going into year nine,"},{"speaker":"Chris Smith","startTime":1312.63,"endTime":1316.26,"body":"happens to be the thing that I"},{"speaker":"Chris Smith","startTime":1316.26,"endTime":1321.96,"body":"own for the first time. So yeah,"},{"speaker":"Chris Smith","startTime":1316.26,"endTime":1321.96,"body":"I think if if you if a lot of"},{"speaker":"Chris Smith","startTime":1321.96,"endTime":1326.58,"body":"people, like if you're a server,"},{"speaker":"Chris Smith","startTime":1321.96,"endTime":1326.58,"body":"and a lot of people are telling"},{"speaker":"Chris Smith","startTime":1326.58,"endTime":1328.8,"body":"you like you should be in sales,"},{"speaker":"Chris Smith","startTime":1326.58,"endTime":1328.8,"body":"or you should be a real estate"},{"speaker":"Chris Smith","startTime":1328.8,"endTime":1333.42,"body":"agent, or like, whatever, you"},{"speaker":"Chris Smith","startTime":1328.8,"endTime":1333.42,"body":"know, just listen to the signals"},{"speaker":"Chris Smith","startTime":1333.42,"endTime":1337.17,"body":"of the world telling you that"},{"speaker":"Chris Smith","startTime":1333.42,"endTime":1337.17,"body":"lean into it, you know,"},{"speaker":"Chris Smith","startTime":1337.65,"endTime":1340.47,"body":"especially if you're hearing it"},{"speaker":"Chris Smith","startTime":1337.65,"endTime":1340.47,"body":"more than once my old boss, Max"},{"speaker":"Chris Smith","startTime":1340.47,"endTime":1344.52,"body":"pigman, who was the VP of"},{"speaker":"Chris Smith","startTime":1340.47,"endTime":1344.52,"body":"realtor.com, the national"},{"speaker":"Chris Smith","startTime":1344.52,"endTime":1349.08,"body":"speaker at the time, he said,"},{"speaker":"Chris Smith","startTime":1344.52,"endTime":1349.08,"body":"Because he would get the same"},{"speaker":"Chris Smith","startTime":1349.08,"endTime":1351.96,"body":"offers Kelly, you know what I"},{"speaker":"Chris Smith","startTime":1349.08,"endTime":1351.96,"body":"mean? People want him to do"},{"speaker":"Chris Smith","startTime":1351.96,"endTime":1356.85,"body":"private consulting, pay him to"},{"speaker":"Chris Smith","startTime":1351.96,"endTime":1356.85,"body":"help or whatever. And he said,"},{"speaker":"Chris Smith","startTime":1356.85,"endTime":1361.83,"body":"just, you know, don't like take"},{"speaker":"Chris Smith","startTime":1356.85,"endTime":1361.83,"body":"the bag, don't you know, walk"},{"speaker":"Chris Smith","startTime":1361.83,"endTime":1365.64,"body":"away from the sure thing until"},{"speaker":"Chris Smith","startTime":1361.83,"endTime":1365.64,"body":"the thing on the other table has"},{"speaker":"Chris Smith","startTime":1365.64,"endTime":1370.44,"body":"more stacked up than the thing"},{"speaker":"Chris Smith","startTime":1365.64,"endTime":1370.44,"body":"on the table now. And I just"},{"speaker":"Chris Smith","startTime":1370.44,"endTime":1373.77,"body":"kind of felt like that was where"},{"speaker":"Chris Smith","startTime":1370.44,"endTime":1373.77,"body":"I was definitely making great"},{"speaker":"Chris Smith","startTime":1373.77,"endTime":1374.22,"body":"money."},{"speaker":"Kelley Skar","startTime":1374.64,"endTime":1377.04,"body":"So let's talk about"},{"speaker":"Kelley Skar","startTime":1374.64,"endTime":1377.04,"body":"the birth of curaytor obviously,"},{"speaker":"Kelley Skar","startTime":1377.04,"endTime":1380.91,"body":"you know, you're you were in the"},{"speaker":"Kelley Skar","startTime":1377.04,"endTime":1380.91,"body":"real estate realm, top producer,"},{"speaker":"Kelley Skar","startTime":1380.91,"endTime":1384.84,"body":"Quicken Loans, Inman News. You"},{"speaker":"Kelley Skar","startTime":1380.91,"endTime":1384.84,"body":"know, you'd speaking you're"},{"speaker":"Kelley Skar","startTime":1384.84,"endTime":1387.99,"body":"speaking at these conferences,"},{"speaker":"Kelley Skar","startTime":1384.84,"endTime":1387.99,"body":"you're getting, you know, offers"},{"speaker":"Kelley Skar","startTime":1387.99,"endTime":1391.8,"body":"from all of these top producing"},{"speaker":"Kelley Skar","startTime":1387.99,"endTime":1391.8,"body":"agents. Were to, first of all,"},{"speaker":"Kelley Skar","startTime":1391.8,"endTime":1394.62,"body":"I'm really interested in you"},{"speaker":"Kelley Skar","startTime":1391.8,"endTime":1394.62,"body":"know, how you and Jimmy Mac and"},{"speaker":"Kelley Skar","startTime":1394.62,"endTime":1397.5,"body":"your business partner wound up"},{"speaker":"Kelley Skar","startTime":1394.62,"endTime":1397.5,"body":"meeting, I believe, was probably"},{"speaker":"Kelley Skar","startTime":1397.5,"endTime":1399.27,"body":"through an Inman event or"},{"speaker":"Kelley Skar","startTime":1397.5,"endTime":1399.27,"body":"something like that. But I'm"},{"speaker":"Kelley Skar","startTime":1399.27,"endTime":1402.72,"body":"interested in that story. And"},{"speaker":"Kelley Skar","startTime":1399.27,"endTime":1402.72,"body":"then second, what like, what,"},{"speaker":"Kelley Skar","startTime":1403.29,"endTime":1406.47,"body":"what was the genesis of curaytor"},{"speaker":"Kelley Skar","startTime":1403.29,"endTime":1406.47,"body":"like? It just kind of walk us"},{"speaker":"Kelley Skar","startTime":1406.47,"endTime":1409.2,"body":"through the birth of of your of"},{"speaker":"Kelley Skar","startTime":1406.47,"endTime":1409.2,"body":"your baby?"},{"speaker":"Chris Smith","startTime":1409.51,"endTime":1413.86,"body":"Yeah. So Jimmy,"},{"speaker":"Chris Smith","startTime":1409.51,"endTime":1413.86,"body":"who's the CEO of curaytor, we co"},{"speaker":"Chris Smith","startTime":1413.86,"endTime":1417.58,"body":"founded the company together"},{"speaker":"Chris Smith","startTime":1413.86,"endTime":1417.58,"body":"from from day one with a couple"},{"speaker":"Chris Smith","startTime":1417.58,"endTime":1420.73,"body":"other people. But Jimmy and I"},{"speaker":"Chris Smith","startTime":1417.58,"endTime":1420.73,"body":"have, for the most part been"},{"speaker":"Chris Smith","startTime":1420.73,"endTime":1424.93,"body":"kind of the faces of the company"},{"speaker":"Chris Smith","startTime":1420.73,"endTime":1424.93,"body":"and the brand. We met online,"},{"speaker":"Chris Smith","startTime":1424.93,"endTime":1433.3,"body":"like, like, tender, but like, I"},{"speaker":"Chris Smith","startTime":1424.93,"endTime":1433.3,"body":"was doing all the stuff I was"},{"speaker":"Chris Smith","startTime":1433.3,"endTime":1439.51,"body":"doing. And he had built an MLS"},{"speaker":"Chris Smith","startTime":1433.3,"endTime":1439.51,"body":"home search tool for Facebook"},{"speaker":"Chris Smith","startTime":1439.51,"endTime":1444.61,"body":"Pages him and his friend Andrew,"},{"speaker":"Chris Smith","startTime":1439.51,"endTime":1444.61,"body":"who became part of curator too."},{"speaker":"Chris Smith","startTime":1444.94,"endTime":1449.5,"body":"So they basically built the"},{"speaker":"Chris Smith","startTime":1444.94,"endTime":1449.5,"body":"world's first idax For Facebook"},{"speaker":"Chris Smith","startTime":1449.5,"endTime":1453.25,"body":"pages. So you can just search"},{"speaker":"Chris Smith","startTime":1449.5,"endTime":1453.25,"body":"for homes, save homes, look at"},{"speaker":"Chris Smith","startTime":1453.25,"endTime":1455.98,"body":"the pictures. They are one data"},{"speaker":"Chris Smith","startTime":1453.25,"endTime":1455.98,"body":"feed, which was from"},{"speaker":"Chris Smith","startTime":1455.98,"endTime":1460.0,"body":"Massachusetts, because that's"},{"speaker":"Chris Smith","startTime":1455.98,"endTime":1460.0,"body":"where they were from. And so my"},{"speaker":"Chris Smith","startTime":1460.06,"endTime":1463.99,"body":"at the time I was blogging, I"},{"speaker":"Chris Smith","startTime":1460.06,"endTime":1463.99,"body":"was kind of, you know, trying to"},{"speaker":"Chris Smith","startTime":1463.99,"endTime":1466.6,"body":"keep people ahead of the curve"},{"speaker":"Chris Smith","startTime":1463.99,"endTime":1466.6,"body":"on what was coming out. And so I"},{"speaker":"Chris Smith","startTime":1466.6,"endTime":1472.51,"body":"saw that and I put it into an"},{"speaker":"Chris Smith","startTime":1466.6,"endTime":1472.51,"body":"episode of my web show called"},{"speaker":"Chris Smith","startTime":1472.51,"endTime":1476.35,"body":"the queue. And I talked about it"},{"speaker":"Chris Smith","startTime":1472.51,"endTime":1476.35,"body":"and it was a part of the email"},{"speaker":"Chris Smith","startTime":1476.35,"endTime":1479.32,"body":"and everything else that we did"},{"speaker":"Chris Smith","startTime":1476.35,"endTime":1479.32,"body":"for the show. And they got like"},{"speaker":"Chris Smith","startTime":1479.32,"endTime":1483.7,"body":"a massive bump. In users. They"},{"speaker":"Chris Smith","startTime":1479.32,"endTime":1483.7,"body":"got this huge wait list of"},{"speaker":"Chris Smith","startTime":1483.7,"endTime":1487.42,"body":"people all over the country that"},{"speaker":"Chris Smith","startTime":1483.7,"endTime":1487.42,"body":"wanted to help them get the MLS"},{"speaker":"Chris Smith","startTime":1487.42,"endTime":1492.4,"body":"data feed signed off on in their"},{"speaker":"Chris Smith","startTime":1487.42,"endTime":1492.4,"body":"market. So Jimmy, I sort of met"},{"speaker":"Chris Smith","startTime":1492.4,"endTime":1496.06,"body":"Jimmy by promoting the thing"},{"speaker":"Chris Smith","startTime":1492.4,"endTime":1496.06,"body":"that Jimmy had done, which was a"},{"speaker":"Chris Smith","startTime":1496.06,"endTime":1501.79,"body":"new cool, interesting thing."},{"speaker":"Chris Smith","startTime":1496.06,"endTime":1501.79,"body":"They built a couple other apps"},{"speaker":"Chris Smith","startTime":1501.79,"endTime":1504.31,"body":"for Facebook, they had one"},{"speaker":"Chris Smith","startTime":1501.79,"endTime":1504.31,"body":"called the lead conversion app,"},{"speaker":"Chris Smith","startTime":1504.61,"endTime":1508.96,"body":"which was basically like, you"},{"speaker":"Chris Smith","startTime":1504.61,"endTime":1508.96,"body":"would land on a Facebook page,"},{"speaker":"Chris Smith","startTime":1508.96,"endTime":1512.44,"body":"but you would land on a video."},{"speaker":"Chris Smith","startTime":1508.96,"endTime":1512.44,"body":"And then there would be like,"},{"speaker":"Chris Smith","startTime":1513.31,"endTime":1517.24,"body":"newsletter, subscribe below the"},{"speaker":"Chris Smith","startTime":1513.31,"endTime":1517.24,"body":"video. And this is early days,"},{"speaker":"Chris Smith","startTime":1517.24,"endTime":1521.02,"body":"it was called FBML. People don't"},{"speaker":"Chris Smith","startTime":1517.24,"endTime":1521.02,"body":"even remember that. Like you,"},{"speaker":"Chris Smith","startTime":1521.08,"endTime":1524.95,"body":"you could literally build like"},{"speaker":"Chris Smith","startTime":1521.08,"endTime":1524.95,"body":"almost anything in a tab on a"},{"speaker":"Chris Smith","startTime":1524.95,"endTime":1529.36,"body":"Facebook page. But that went"},{"speaker":"Chris Smith","startTime":1524.95,"endTime":1529.36,"body":"away. 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And then"},{"speaker":"Chris Smith","startTime":1541.12,"endTime":1545.14,"body":"birthing curator, it was just"},{"speaker":"Chris Smith","startTime":1545.14,"endTime":1548.68,"body":"sort of very obvious out of the"},{"speaker":"Chris Smith","startTime":1545.14,"endTime":1548.68,"body":"gates, like I don't want to be"},{"speaker":"Chris Smith","startTime":1548.68,"endTime":1551.92,"body":"an agency and a consultant where"},{"speaker":"Chris Smith","startTime":1548.68,"endTime":1551.92,"body":"my time is what hits the"},{"speaker":"Chris Smith","startTime":1551.92,"endTime":1557.83,"body":"ceiling. Because I would have"},{"speaker":"Chris Smith","startTime":1551.92,"endTime":1557.83,"body":"capped out at 20 or 25 people at"},{"speaker":"Chris Smith","startTime":1557.83,"endTime":1560.2,"body":"the most that I could have"},{"speaker":"Chris Smith","startTime":1557.83,"endTime":1560.2,"body":"worked with and done good work"},{"speaker":"Chris Smith","startTime":1560.2,"endTime":1564.7,"body":"for. So I could have made a"},{"speaker":"Chris Smith","startTime":1560.2,"endTime":1564.7,"body":"bunch of money doing that. But"},{"speaker":"Chris Smith","startTime":1565.18,"endTime":1569.92,"body":"from day one, like we wanted to"},{"speaker":"Chris Smith","startTime":1565.18,"endTime":1569.92,"body":"build products that scaled"},{"speaker":"Chris Smith","startTime":1570.49,"endTime":1574.72,"body":"software as a service. You know,"},{"speaker":"Chris Smith","startTime":1570.49,"endTime":1574.72,"body":"we are heavily a service based"},{"speaker":"Chris Smith","startTime":1574.72,"endTime":1578.62,"body":"company to like we we do the"},{"speaker":"Chris Smith","startTime":1574.72,"endTime":1578.62,"body":"marketing for people, we run the"},{"speaker":"Chris Smith","startTime":1578.62,"endTime":1582.01,"body":"ads for people because that's"},{"speaker":"Chris Smith","startTime":1578.62,"endTime":1582.01,"body":"why it started. And that's still"},{"speaker":"Chris Smith","startTime":1582.25,"endTime":1585.85,"body":"hugely in demand to get"},{"speaker":"Chris Smith","startTime":1582.25,"endTime":1585.85,"body":"competent help to do your"},{"speaker":"Chris Smith","startTime":1585.85,"endTime":1588.97,"body":"marketing and ads for you. So"},{"speaker":"Chris Smith","startTime":1585.85,"endTime":1588.97,"body":"you could check that box and"},{"speaker":"Chris Smith","startTime":1588.97,"endTime":1595.54,"body":"kind of get refocused. But, you"},{"speaker":"Chris Smith","startTime":1588.97,"endTime":1595.54,"body":"know, we started off Kelly with"},{"speaker":"Chris Smith","startTime":1595.57,"endTime":1599.83,"body":"all other people's software, it"},{"speaker":"Chris Smith","startTime":1595.57,"endTime":1599.83,"body":"was like other CRMs other"},{"speaker":"Chris Smith","startTime":1599.83,"endTime":1604.57,"body":"websites, other IDs, other"},{"speaker":"Chris Smith","startTime":1599.83,"endTime":1604.57,"body":"email. And we were more of like"},{"speaker":"Chris Smith","startTime":1604.57,"endTime":1609.37,"body":"an API company like Zapier, we"},{"speaker":"Chris Smith","startTime":1604.57,"endTime":1609.37,"body":"were just like, going behind the"},{"speaker":"Chris Smith","startTime":1609.37,"endTime":1612.13,"body":"scenes and telling these two"},{"speaker":"Chris Smith","startTime":1609.37,"endTime":1612.13,"body":"companies, they had to do a deal"},{"speaker":"Chris Smith","startTime":1612.13,"endTime":1616.99,"body":"together. So like we got top"},{"speaker":"Chris Smith","startTime":1612.13,"endTime":1616.99,"body":"producer to integrate market"},{"speaker":"Chris Smith","startTime":1616.99,"endTime":1621.43,"body":"snapshot into follow up boss,"},{"speaker":"Chris Smith","startTime":1616.99,"endTime":1621.43,"body":"which was like, Wow, no, like,"},{"speaker":"Chris Smith","startTime":1621.43,"endTime":1623.77,"body":"we just got that deal done."},{"speaker":"Chris Smith","startTime":1621.43,"endTime":1623.77,"body":"Because I knew Warren and I knew"},{"speaker":"Chris Smith","startTime":1623.77,"endTime":1627.64,"body":"Dan and I'm like, guys, like,"},{"speaker":"Chris Smith","startTime":1623.77,"endTime":1627.64,"body":"you guys both have a good thing."},{"speaker":"Chris Smith","startTime":1628.33,"endTime":1632.62,"body":"We want our clients thing to be,"},{"speaker":"Chris Smith","startTime":1628.33,"endTime":1632.62,"body":"you know, as few logins as"},{"speaker":"Chris Smith","startTime":1632.62,"endTime":1637.15,"body":"possible, and they they made it"},{"speaker":"Chris Smith","startTime":1632.62,"endTime":1637.15,"body":"happen. And then slowly, Kelley"},{"speaker":"Chris Smith","startTime":1637.15,"endTime":1642.22,"body":"like MailChimp is not that easy"},{"speaker":"Chris Smith","startTime":1637.15,"endTime":1642.22,"body":"to use as an agency with 1000"},{"speaker":"Chris Smith","startTime":1642.22,"endTime":1647.59,"body":"customers, it doesn't work like"},{"speaker":"Chris Smith","startTime":1642.22,"endTime":1647.59,"body":"that. And then the, the teams"},{"speaker":"Chris Smith","startTime":1647.59,"endTime":1650.71,"body":"have all these people on the"},{"speaker":"Chris Smith","startTime":1647.59,"endTime":1650.71,"body":"team, they want to be able to"},{"speaker":"Chris Smith","startTime":1650.71,"endTime":1656.32,"body":"send as themselves or some kind"},{"speaker":"Chris Smith","startTime":1650.71,"endTime":1656.32,"body":"of sub log in. So we ended up"},{"speaker":"Chris Smith","startTime":1656.32,"endTime":1660.88,"body":"building along the way, we"},{"speaker":"Chris Smith","startTime":1656.32,"endTime":1660.88,"body":"couldn't find a website provider"},{"speaker":"Chris Smith","startTime":1660.88,"endTime":1665.02,"body":"that we really loved, you know,"},{"speaker":"Chris Smith","startTime":1660.88,"endTime":1665.02,"body":"the design, the flexibility, the"},{"speaker":"Chris Smith","startTime":1665.02,"endTime":1672.04,"body":"usability, so we built one, you"},{"speaker":"Chris Smith","startTime":1665.02,"endTime":1672.04,"body":"know, CRM, we still partner, you"},{"speaker":"Chris Smith","startTime":1672.04,"endTime":1674.98,"body":"know, email marketing, we"},{"speaker":"Chris Smith","startTime":1672.04,"endTime":1674.98,"body":"couldn't find an email marketing"},{"speaker":"Chris Smith","startTime":1674.98,"endTime":1678.1,"body":"tool that we love. 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Landing Pages, there"},{"speaker":"Chris Smith","startTime":1680.83,"endTime":1685.18,"body":"wasn't really a good real estate"},{"speaker":"Chris Smith","startTime":1685.18,"endTime":1687.85,"body":"Landing Page tool there just"},{"speaker":"Chris Smith","startTime":1685.18,"endTime":1687.85,"body":"sort of templates inside of"},{"speaker":"Chris Smith","startTime":1687.85,"endTime":1691.69,"body":"other stuff that didn't factor"},{"speaker":"Chris Smith","startTime":1687.85,"endTime":1691.69,"body":"in real estate agents are busy"},{"speaker":"Chris Smith","startTime":1691.69,"endTime":1695.41,"body":"and not always tech savvy. And"},{"speaker":"Chris Smith","startTime":1691.69,"endTime":1695.41,"body":"just, they want a landing page."},{"speaker":"Chris Smith","startTime":1695.41,"endTime":1698.65,"body":"And we'll log in and build one"},{"speaker":"Chris Smith","startTime":1695.41,"endTime":1698.65,"body":"edit one approve one, find one,"},{"speaker":"Chris Smith","startTime":1698.98,"endTime":1701.41,"body":"that if you'll give them one,"},{"speaker":"Chris Smith","startTime":1698.98,"endTime":1701.41,"body":"they'll go put it in an ad or a"},{"speaker":"Chris Smith","startTime":1701.41,"endTime":1705.85,"body":"campaign. So we built, you know,"},{"speaker":"Chris Smith","startTime":1701.41,"endTime":1705.85,"body":"a landing page tool. So it's"},{"speaker":"Chris Smith","startTime":1705.85,"endTime":1709.21,"body":"still a little bit of a hybrid"},{"speaker":"Chris Smith","startTime":1705.85,"endTime":1709.21,"body":"between plugins and"},{"speaker":"Chris Smith","startTime":1709.21,"endTime":1714.25,"body":"integrations. But, you know, the"},{"speaker":"Chris Smith","startTime":1709.21,"endTime":1714.25,"body":"software that we build and the"},{"speaker":"Chris Smith","startTime":1714.25,"endTime":1718.48,"body":"problems that we can help our"},{"speaker":"Chris Smith","startTime":1714.25,"endTime":1718.48,"body":"clients solve through that, you"},{"speaker":"Chris Smith","startTime":1718.48,"endTime":1722.35,"body":"know, we can have 1000s and"},{"speaker":"Chris Smith","startTime":1718.48,"endTime":1722.35,"body":"1000s of people that we help"},{"speaker":"Chris Smith","startTime":1722.35,"endTime":1728.17,"body":"not, you know, dozens so let's"},{"speaker":"Chris Smith","startTime":1722.35,"endTime":1728.17,"body":"call it, it's I, you know, and I"},{"speaker":"Chris Smith","startTime":1728.17,"endTime":1732.28,"body":"think you guys are affiliated"},{"speaker":"Chris Smith","startTime":1728.17,"endTime":1732.28,"body":"with exp, and I think about"},{"speaker":"Chris Smith","startTime":1732.28,"endTime":1737.32,"body":"like, the way that it's, you"},{"speaker":"Chris Smith","startTime":1732.28,"endTime":1737.32,"body":"know, promoted to build a team"},{"speaker":"Chris Smith","startTime":1737.32,"endTime":1744.79,"body":"there, versus the sort of teams"},{"speaker":"Chris Smith","startTime":1737.32,"endTime":1744.79,"body":"1.0, right, where like,"},{"speaker":"Chris Smith","startTime":1745.24,"endTime":1750.4,"body":"everybody was local, everybody"},{"speaker":"Chris Smith","startTime":1745.24,"endTime":1750.4,"body":"worked with you in your office."},{"speaker":"Chris Smith","startTime":1750.94,"endTime":1754.57,"body":"And then maybe you do another"},{"speaker":"Chris Smith","startTime":1750.94,"endTime":1754.57,"body":"team across town, or maybe in a"},{"speaker":"Chris Smith","startTime":1754.57,"endTime":1758.86,"body":"city near you are, then people"},{"speaker":"Chris Smith","startTime":1754.57,"endTime":1758.86,"body":"even started trying to do it in"},{"speaker":"Chris Smith","startTime":1758.86,"endTime":1763.36,"body":"other states, but there's all"},{"speaker":"Chris Smith","startTime":1758.86,"endTime":1763.36,"body":"this friction. So the I think it"},{"speaker":"Chris Smith","startTime":1763.36,"endTime":1769.21,"body":"was sort of that way, the modern"},{"speaker":"Chris Smith","startTime":1763.36,"endTime":1769.21,"body":"way to build a team is sort of"},{"speaker":"Chris Smith","startTime":1769.87,"endTime":1774.94,"body":"what exp is doing, they're"},{"speaker":"Chris Smith","startTime":1769.87,"endTime":1774.94,"body":"eliminating all the friction of"},{"speaker":"Chris Smith","startTime":1774.94,"endTime":1779.26,"body":"the infrastructure and the"},{"speaker":"Chris Smith","startTime":1774.94,"endTime":1779.26,"body":"licensing and they're providing"},{"speaker":"Chris Smith","startTime":1779.26,"endTime":1782.8,"body":"all these like crystal clear"},{"speaker":"Chris Smith","startTime":1779.26,"endTime":1782.8,"body":"financial benefits of being a"},{"speaker":"Chris Smith","startTime":1782.8,"endTime":1787.66,"body":"part of the network. So I just"},{"speaker":"Chris Smith","startTime":1782.8,"endTime":1787.66,"body":"wanted to bring that up because"},{"speaker":"Chris Smith","startTime":1787.66,"endTime":1794.92,"body":"I, I think what they did with"},{"speaker":"Chris Smith","startTime":1787.66,"endTime":1794.92,"body":"success.com and you know,"},{"speaker":"Chris Smith","startTime":1794.92,"endTime":1799.51,"body":"acquiring success, which is"},{"speaker":"Chris Smith","startTime":1794.92,"endTime":1799.51,"body":"really a great, like ROI, or"},{"speaker":"Chris Smith","startTime":1799.51,"endTime":1802.03,"body":"what did you do today and"},{"speaker":"Chris Smith","startTime":1799.51,"endTime":1802.03,"body":"Glenn's like we acquired"},{"speaker":"Chris Smith","startTime":1802.03,"endTime":1808.48,"body":"success, like awesome, what a"},{"speaker":"Chris Smith","startTime":1802.03,"endTime":1808.48,"body":"great day. But anyway, the"},{"speaker":"Chris Smith","startTime":1808.54,"endTime":1812.68,"body":"there's a new way to do stuff."},{"speaker":"Chris Smith","startTime":1808.54,"endTime":1812.68,"body":"And we're just still trying to"},{"speaker":"Chris Smith","startTime":1812.68,"endTime":1816.94,"body":"figure it out. How do we help"},{"speaker":"Chris Smith","startTime":1812.68,"endTime":1816.94,"body":"people at scale? Right? So I"},{"speaker":"Chris Smith","startTime":1816.94,"endTime":1824.2,"body":"want to have 50,000 people that"},{"speaker":"Chris Smith","startTime":1816.94,"endTime":1824.2,"body":"I help not 15 at exp, it seems"},{"speaker":"Chris Smith","startTime":1824.2,"endTime":1829.33,"body":"like I can have 1000 people on"},{"speaker":"Chris Smith","startTime":1824.2,"endTime":1829.33,"body":"my team without the massive"},{"speaker":"Chris Smith","startTime":1829.33,"endTime":1832.21,"body":"headache that that would have"},{"speaker":"Chris Smith","startTime":1829.33,"endTime":1832.21,"body":"been in the past to actually"},{"speaker":"Chris Smith","startTime":1832.21,"endTime":1834.49,"body":"have 1000 people on your team."},{"speaker":"Voiceover","startTime":1834.76,"endTime":1839.05,"body":"If you're enjoying"},{"speaker":"Voiceover","startTime":1834.76,"endTime":1839.05,"body":"this episode, please rate review"},{"speaker":"Voiceover","startTime":1839.08,"endTime":1843.19,"body":"and follow the SUCCESS Coaching"},{"speaker":"Voiceover","startTime":1839.08,"endTime":1843.19,"body":"Podcast on Apple Podcasts."},{"speaker":"Alyssa Stanley","startTime":1843.0,"endTime":1845.91,"body":"Two things real"},{"speaker":"Alyssa Stanley","startTime":1843.0,"endTime":1845.91,"body":"quick. One, I want to talk to"},{"speaker":"Alyssa Stanley","startTime":1845.91,"endTime":1851.43,"body":"the listeners for a second, if"},{"speaker":"Alyssa Stanley","startTime":1845.91,"endTime":1851.43,"body":"you listen to Chris speak, every"},{"speaker":"Alyssa Stanley","startTime":1851.43,"endTime":1856.35,"body":"single thing that he created,"},{"speaker":"Alyssa Stanley","startTime":1851.43,"endTime":1856.35,"body":"solve a problem. So if you're"},{"speaker":"Alyssa Stanley","startTime":1856.35,"endTime":1859.95,"body":"sitting here wanting to break"},{"speaker":"Alyssa Stanley","startTime":1856.35,"endTime":1859.95,"body":"into the entrepreneurship or"},{"speaker":"Alyssa Stanley","startTime":1859.95,"endTime":1864.87,"body":"start a business, the key"},{"speaker":"Alyssa Stanley","startTime":1859.95,"endTime":1864.87,"body":"element to Chris's successes, he"},{"speaker":"Alyssa Stanley","startTime":1864.87,"endTime":1871.65,"body":"solved consumers problems. So"},{"speaker":"Alyssa Stanley","startTime":1864.87,"endTime":1871.65,"body":"number one, that's huge. Two,"},{"speaker":"Alyssa Stanley","startTime":1871.86,"endTime":1875.25,"body":"regarding partnerships. That"},{"speaker":"Alyssa Stanley","startTime":1871.86,"endTime":1875.25,"body":"sounds great, right? Starting a"},{"speaker":"Alyssa Stanley","startTime":1875.25,"endTime":1878.16,"body":"business with your buddy,"},{"speaker":"Alyssa Stanley","startTime":1875.25,"endTime":1878.16,"body":"because you already get along"},{"speaker":"Alyssa Stanley","startTime":1878.16,"endTime":1880.71,"body":"and everything will be"},{"speaker":"Alyssa Stanley","startTime":1878.16,"endTime":1880.71,"body":"copacetic. But we all know that"},{"speaker":"Alyssa Stanley","startTime":1880.71,"endTime":1886.74,"body":"that also can be a giant bomb"},{"speaker":"Alyssa Stanley","startTime":1880.71,"endTime":1886.74,"body":"going off. So what are your top"},{"speaker":"Alyssa Stanley","startTime":1886.74,"endTime":1891.45,"body":"tips for creating a partnership"},{"speaker":"Alyssa Stanley","startTime":1886.74,"endTime":1891.45,"body":"and making it sustainable?"},{"speaker":"Chris Smith","startTime":1891.84,"endTime":1894.18,"body":"Yeah, well, a"},{"speaker":"Chris Smith","startTime":1891.84,"endTime":1894.18,"body":"couple of bombs did go off."},{"speaker":"Alyssa Stanley","startTime":1894.24,"endTime":1894.93,"body":"Okay."},{"speaker":"Chris Smith","startTime":1896.43,"endTime":1901.11,"body":"You know, it's,"},{"speaker":"Chris Smith","startTime":1896.43,"endTime":1901.11,"body":"it's tricky to have multiple"},{"speaker":"Chris Smith","startTime":1901.11,"endTime":1903.18,"body":"business partners, you know,"},{"speaker":"Chris Smith","startTime":1901.11,"endTime":1903.18,"body":"it's hard enough to run a"},{"speaker":"Chris Smith","startTime":1903.18,"endTime":1907.14,"body":"business by yourself or with one"},{"speaker":"Chris Smith","startTime":1903.18,"endTime":1907.14,"body":"person, we originally had four"},{"speaker":"Chris Smith","startTime":1907.14,"endTime":1914.34,"body":"co founders. And over time the"},{"speaker":"Chris Smith","startTime":1907.14,"endTime":1914.34,"body":"Situation's changed. But I think"},{"speaker":"Chris Smith","startTime":1914.37,"endTime":1917.85,"body":"when I think about partnerships"},{"speaker":"Chris Smith","startTime":1914.37,"endTime":1917.85,"body":"that work really well, which is"},{"speaker":"Chris Smith","startTime":1918.33,"endTime":1921.6,"body":"really all people should care"},{"speaker":"Chris Smith","startTime":1918.33,"endTime":1921.6,"body":"about figuring out when they"},{"speaker":"Chris Smith","startTime":1921.6,"endTime":1925.26,"body":"don't work well, it's pretty"},{"speaker":"Chris Smith","startTime":1921.6,"endTime":1925.26,"body":"clear. But the to me, the ones"},{"speaker":"Chris Smith","startTime":1925.26,"endTime":1929.07,"body":"that work really well have a"},{"speaker":"Chris Smith","startTime":1925.26,"endTime":1929.07,"body":"really clearly defined line in"},{"speaker":"Chris Smith","startTime":1929.07,"endTime":1933.45,"body":"the sand. And the work that's"},{"speaker":"Chris Smith","startTime":1929.07,"endTime":1933.45,"body":"being done on either side of"},{"speaker":"Chris Smith","startTime":1933.45,"endTime":1940.86,"body":"that line is equally valued and"},{"speaker":"Chris Smith","startTime":1933.45,"endTime":1940.86,"body":"important. So we use the"},{"speaker":"Chris Smith","startTime":1940.86,"endTime":1944.19,"body":"restaurant analogy, front of"},{"speaker":"Chris Smith","startTime":1940.86,"endTime":1944.19,"body":"house and back of house, you"},{"speaker":"Chris Smith","startTime":1944.19,"endTime":1947.88,"body":"know, the front of house is the"},{"speaker":"Chris Smith","startTime":1944.19,"endTime":1947.88,"body":"bartender, the server's the, you"},{"speaker":"Chris Smith","startTime":1947.88,"endTime":1951.33,"body":"know, hostess, the back of the"},{"speaker":"Chris Smith","startTime":1947.88,"endTime":1951.33,"body":"house is the kitchen, the"},{"speaker":"Chris Smith","startTime":1951.36,"endTime":1956.67,"body":"bussers the dishwasher, right?"},{"speaker":"Chris Smith","startTime":1951.36,"endTime":1956.67,"body":"And you don't have a great"},{"speaker":"Chris Smith","startTime":1956.67,"endTime":1960.63,"body":"restaurant, unless both are"},{"speaker":"Chris Smith","startTime":1956.67,"endTime":1960.63,"body":"great. You know, you know, five"},{"speaker":"Chris Smith","startTime":1960.63,"endTime":1965.94,"body":"star Michelin rated, whatever,"},{"speaker":"Chris Smith","startTime":1960.63,"endTime":1965.94,"body":"whatever it is. And so, the"},{"speaker":"Chris Smith","startTime":1965.94,"endTime":1970.11,"body":"front of the house, in our"},{"speaker":"Chris Smith","startTime":1965.94,"endTime":1970.11,"body":"analogy is marketing and sales"},{"speaker":"Chris Smith","startTime":1970.11,"endTime":1976.08,"body":"and hype and brand and, you"},{"speaker":"Chris Smith","startTime":1970.11,"endTime":1976.08,"body":"know, customer facing, you know,"},{"speaker":"Chris Smith","startTime":1976.2,"endTime":1980.67,"body":"potential customer facing stuff"},{"speaker":"Chris Smith","startTime":1976.2,"endTime":1980.67,"body":"that we do. And then Jimmy has"},{"speaker":"Chris Smith","startTime":1980.67,"endTime":1983.25,"body":"always worked in the back of the"},{"speaker":"Chris Smith","startTime":1980.67,"endTime":1983.25,"body":"house, which is like, okay,"},{"speaker":"Chris Smith","startTime":1983.28,"endTime":1988.14,"body":"client acquired. Now Jimmy takes"},{"speaker":"Chris Smith","startTime":1983.28,"endTime":1988.14,"body":"over. So versus having, you"},{"speaker":"Chris Smith","startTime":1988.14,"endTime":1992.28,"body":"know, this guru that gets you"},{"speaker":"Chris Smith","startTime":1988.14,"endTime":1992.28,"body":"pumped, and you come on board."},{"speaker":"Chris Smith","startTime":1992.28,"endTime":1995.88,"body":"And then it's like nothing but"},{"speaker":"Chris Smith","startTime":1992.28,"endTime":1995.88,"body":"like, customer service people we"},{"speaker":"Chris Smith","startTime":1995.88,"endTime":1999.9,"body":"had, you know, figureheads in"},{"speaker":"Chris Smith","startTime":1995.88,"endTime":1999.9,"body":"both environments, a really good"},{"speaker":"Chris Smith","startTime":1999.9,"endTime":2003.77,"body":"cook, and a really good"},{"speaker":"Chris Smith","startTime":1999.9,"endTime":2003.77,"body":"bartender, basically. Right. So"},{"speaker":"Chris Smith","startTime":2003.77,"endTime":2006.86,"body":"I think for for Jimmy and I, the"},{"speaker":"Chris Smith","startTime":2003.77,"endTime":2006.86,"body":"reason we're still partners,"},{"speaker":"Chris Smith","startTime":2006.89,"endTime":2010.46,"body":"nine years in the reason we'll"},{"speaker":"Chris Smith","startTime":2006.89,"endTime":2010.46,"body":"probably be partners on future"},{"speaker":"Chris Smith","startTime":2010.46,"endTime":2015.65,"body":"endeavors, you know, for the"},{"speaker":"Chris Smith","startTime":2010.46,"endTime":2015.65,"body":"next 20 years, is because we"},{"speaker":"Chris Smith","startTime":2015.65,"endTime":2023.78,"body":"bring equal and different value."},{"speaker":"Chris Smith","startTime":2015.65,"endTime":2023.78,"body":"So I can't say what's right for"},{"speaker":"Chris Smith","startTime":2023.78,"endTime":2030.14,"body":"everyone in a partnership, but I"},{"speaker":"Chris Smith","startTime":2023.78,"endTime":2030.14,"body":"know in, in my best business"},{"speaker":"Chris Smith","startTime":2030.14,"endTime":2036.68,"body":"partnerships so far, we both"},{"speaker":"Chris Smith","startTime":2030.14,"endTime":2036.68,"body":"care tremendously. And we our"},{"speaker":"Chris Smith","startTime":2036.68,"endTime":2042.17,"body":"specialties are clearly"},{"speaker":"Chris Smith","startTime":2036.68,"endTime":2042.17,"body":"different. You said all the time"},{"speaker":"Chris Smith","startTime":2042.17,"endTime":2045.5,"body":"with like a founder, that's a"},{"speaker":"Chris Smith","startTime":2042.17,"endTime":2045.5,"body":"developer, like he writes code,"},{"speaker":"Chris Smith","startTime":2045.5,"endTime":2048.65,"body":"and I don't so like, he's gonna"},{"speaker":"Chris Smith","startTime":2045.5,"endTime":2048.65,"body":"write the code, and I'll do the"},{"speaker":"Chris Smith","startTime":2048.65,"endTime":2051.62,"body":"marketing and bizdev. And like,"},{"speaker":"Chris Smith","startTime":2048.65,"endTime":2051.62,"body":"makes sense."},{"speaker":"Chris Smith","startTime":2053.3,"endTime":2058.16,"body":"So that would be my advice is"},{"speaker":"Chris Smith","startTime":2053.3,"endTime":2058.16,"body":"just sort of like, do they care"},{"speaker":"Chris Smith","startTime":2058.16,"endTime":2061.76,"body":"as much as you and do they"},{"speaker":"Chris Smith","startTime":2058.16,"endTime":2061.76,"body":"complement what you do and vice"},{"speaker":"Chris Smith","startTime":2061.76,"endTime":2065.24,"body":"versa. So you've had lots of"},{"speaker":"Chris Smith","startTime":2061.76,"endTime":2065.24,"body":"wins in business, I mean,"},{"speaker":"Chris Smith","startTime":2065.27,"endTime":2068.78,"body":"massive wins, and it goes back"},{"speaker":"Chris Smith","startTime":2065.27,"endTime":2068.78,"body":"to your sports analogy of, you"},{"speaker":"Chris Smith","startTime":2068.78,"endTime":2073.37,"body":"know, you can lose, or you can"},{"speaker":"Chris Smith","startTime":2068.78,"endTime":2073.37,"body":"win big. You also lose bigger, I"},{"speaker":"Chris Smith","startTime":2073.37,"endTime":2076.94,"body":"guess. And so have you ever had"},{"speaker":"Chris Smith","startTime":2073.37,"endTime":2076.94,"body":"an experience in your life in"},{"speaker":"Chris Smith","startTime":2076.94,"endTime":2080.12,"body":"business where you had to go? I"},{"speaker":"Chris Smith","startTime":2076.94,"endTime":2080.12,"body":"mean, everything was going great"},{"speaker":"Chris Smith","startTime":2080.12,"endTime":2083.75,"body":"for you. And then either you"},{"speaker":"Chris Smith","startTime":2080.12,"endTime":2083.75,"body":"took the eye off the ball or you"},{"speaker":"Chris Smith","startTime":2083.75,"endTime":2086.72,"body":"just weren't really paying"},{"speaker":"Chris Smith","startTime":2083.75,"endTime":2086.72,"body":"attention, where it went"},{"speaker":"Chris Smith","startTime":2086.72,"endTime":2089.36,"body":"miserable to the point where,"},{"speaker":"Chris Smith","startTime":2086.72,"endTime":2089.36,"body":"you know, I won my first million"},{"speaker":"Chris Smith","startTime":2089.36,"endTime":2093.35,"body":"dollars, and I've lost my"},{"speaker":"Chris Smith","startTime":2089.36,"endTime":2093.35,"body":"million dollars. Have you ever"},{"speaker":"Chris Smith","startTime":2093.35,"endTime":2096.53,"body":"had anything like that ever"},{"speaker":"Chris Smith","startTime":2093.35,"endTime":2096.53,"body":"happen before? Yeah, there's a"},{"speaker":"Chris Smith","startTime":2096.53,"endTime":2102.8,"body":"moment that comes to mind with"},{"speaker":"Chris Smith","startTime":2096.53,"endTime":2102.8,"body":"with curaytor for sure where it"},{"speaker":"Chris Smith","startTime":2102.8,"endTime":2109.07,"body":"was just rocket ship up into the"},{"speaker":"Chris Smith","startTime":2102.8,"endTime":2109.07,"body":"right, you know, massive growth."},{"speaker":"Chris Smith","startTime":2110.03,"endTime":2113.54,"body":"And the more customers you get,"},{"speaker":"Chris Smith","startTime":2110.03,"endTime":2113.54,"body":"the more requests you get, you"},{"speaker":"Chris Smith","startTime":2113.54,"endTime":2117.35,"body":"know, every technology company"},{"speaker":"Chris Smith","startTime":2113.54,"endTime":2117.35,"body":"deals with this. And so I'll"},{"speaker":"Chris Smith","startTime":2117.35,"endTime":2120.32,"body":"never forget, because it's so"},{"speaker":"Chris Smith","startTime":2117.35,"endTime":2120.32,"body":"painful in hindsight, because we"},{"speaker":"Chris Smith","startTime":2120.32,"endTime":2124.43,"body":"botched it. But basically, one"},{"speaker":"Chris Smith","startTime":2120.32,"endTime":2124.43,"body":"of our best clients, his name's"},{"speaker":"Chris Smith","startTime":2124.43,"endTime":2131.45,"body":"Tim Smith, he's in Newport"},{"speaker":"Chris Smith","startTime":2124.43,"endTime":2131.45,"body":"Beach, Laguna Beach, California"},{"speaker":"Chris Smith","startTime":2131.78,"endTime":2136.37,"body":"$20 million properties, like his"},{"speaker":"Chris Smith","startTime":2131.78,"endTime":2136.37,"body":"brother, Alex is his marketing"},{"speaker":"Chris Smith","startTime":2136.37,"endTime":2142.31,"body":"person. And our original sort of"},{"speaker":"Chris Smith","startTime":2136.37,"endTime":2142.31,"body":"website, it was a hard coded"},{"speaker":"Chris Smith","startTime":2142.31,"endTime":2146.21,"body":"theme, where you could do all"},{"speaker":"Chris Smith","startTime":2142.31,"endTime":2146.21,"body":"kinds of stuff inside of it, but"},{"speaker":"Chris Smith","startTime":2146.21,"endTime":2151.88,"body":"there, you couldn't really"},{"speaker":"Chris Smith","startTime":2146.21,"endTime":2151.88,"body":"customize it, personalize it, we"},{"speaker":"Chris Smith","startTime":2151.88,"endTime":2155.39,"body":"made most of the decisions for"},{"speaker":"Chris Smith","startTime":2151.88,"endTime":2155.39,"body":"people, which in hindsight, was"},{"speaker":"Chris Smith","startTime":2155.39,"endTime":2160.34,"body":"the right way to go. Well, I"},{"speaker":"Chris Smith","startTime":2155.39,"endTime":2160.34,"body":"remember, you know, Alex kept"},{"speaker":"Chris Smith","startTime":2160.34,"endTime":2164.18,"body":"what are the button and the call"},{"speaker":"Chris Smith","startTime":2160.34,"endTime":2164.18,"body":"to action that we had across all"},{"speaker":"Chris Smith","startTime":2164.18,"endTime":2167.57,"body":"the themes was like kind of a"},{"speaker":"Chris Smith","startTime":2164.18,"endTime":2167.57,"body":"teal color is a really nice"},{"speaker":"Chris Smith","startTime":2167.57,"endTime":2170.84,"body":"color, it popped off the screen,"},{"speaker":"Chris Smith","startTime":2167.57,"endTime":2170.84,"body":"it would have been a"},{"speaker":"Chris Smith","startTime":2170.84,"endTime":2173.96,"body":"recommended, you know, color to"},{"speaker":"Chris Smith","startTime":2170.84,"endTime":2173.96,"body":"use when you're trying to create"},{"speaker":"Chris Smith","startTime":2173.96,"endTime":2178.01,"body":"contrast and attention to"},{"speaker":"Chris Smith","startTime":2173.96,"endTime":2178.01,"body":"something on the internet. And"},{"speaker":"Chris Smith","startTime":2179.03,"endTime":2181.94,"body":"Alex, because he's a really good"},{"speaker":"Chris Smith","startTime":2179.03,"endTime":2181.94,"body":"marketing person, he cares"},{"speaker":"Chris Smith","startTime":2181.94,"endTime":2186.2,"body":"deeply about his brother Tim"},{"speaker":"Chris Smith","startTime":2181.94,"endTime":2186.2,"body":"Smith's brand. He said, I need"},{"speaker":"Chris Smith","startTime":2186.2,"endTime":2190.19,"body":"the button to be Tim Smith"},{"speaker":"Chris Smith","startTime":2186.2,"endTime":2190.19,"body":"green, you know, because his"},{"speaker":"Chris Smith","startTime":2190.19,"endTime":2193.73,"body":"Green was different than our"},{"speaker":"Chris Smith","startTime":2190.19,"endTime":2193.73,"body":"green, and it bothered him every"},{"speaker":"Chris Smith","startTime":2193.73,"endTime":2198.41,"body":"single day. And you could apply"},{"speaker":"Chris Smith","startTime":2193.73,"endTime":2198.41,"body":"that same thing to like the"},{"speaker":"Chris Smith","startTime":2198.41,"endTime":2202.55,"body":"fonts, right? It's just certain"},{"speaker":"Chris Smith","startTime":2198.41,"endTime":2202.55,"body":"things that they couldn't"},{"speaker":"Chris Smith","startTime":2202.55,"endTime":2203.24,"body":"control."},{"speaker":"Chris Smith","startTime":2204.5,"endTime":2209.24,"body":"So instead of allowing Alex to"},{"speaker":"Chris Smith","startTime":2204.5,"endTime":2209.24,"body":"change the color of that button,"},{"speaker":"Chris Smith","startTime":2209.42,"endTime":2214.55,"body":"we kind of just went too far."},{"speaker":"Chris Smith","startTime":2209.42,"endTime":2214.55,"body":"And it was just sort of like,"},{"speaker":"Chris Smith","startTime":2214.79,"endTime":2220.79,"body":"unlimited customization have fun"},{"speaker":"Chris Smith","startTime":2214.79,"endTime":2220.79,"body":"with it. Versus here's world"},{"speaker":"Chris Smith","startTime":2220.79,"endTime":2227.0,"body":"class design. Enjoy it. And so"},{"speaker":"Chris Smith","startTime":2220.79,"endTime":2227.0,"body":"like, people's websites got"},{"speaker":"Chris Smith","startTime":2227.0,"endTime":2232.22,"body":"worse, not better. And then the"},{"speaker":"Chris Smith","startTime":2227.0,"endTime":2232.22,"body":"rollout of it. And the training"},{"speaker":"Chris Smith","startTime":2232.22,"endTime":2235.64,"body":"that came along with like, oh,"},{"speaker":"Chris Smith","startTime":2232.22,"endTime":2235.64,"body":"you can do anything like Okay,"},{"speaker":"Chris Smith","startTime":2235.64,"endTime":2238.73,"body":"great. Where do we start the"},{"speaker":"Chris Smith","startTime":2235.64,"endTime":2238.73,"body":"training, you can do anything."},{"speaker":"Chris Smith","startTime":2239.0,"endTime":2242.36,"body":"Versus before it was very simple"},{"speaker":"Chris Smith","startTime":2239.0,"endTime":2242.36,"body":"new posts, new page, new"},{"speaker":"Chris Smith","startTime":2242.36,"endTime":2247.94,"body":"listing. And it hurt us it"},{"speaker":"Chris Smith","startTime":2242.36,"endTime":2247.94,"body":"backed us up in product because"},{"speaker":"Chris Smith","startTime":2247.94,"endTime":2251.54,"body":"the it's really hard to build"},{"speaker":"Chris Smith","startTime":2247.94,"endTime":2251.54,"body":"that right. Like it's really"},{"speaker":"Chris Smith","startTime":2251.54,"endTime":2256.4,"body":"hard to build that versus"},{"speaker":"Chris Smith","startTime":2251.54,"endTime":2256.4,"body":"building one theme. It backed us"},{"speaker":"Chris Smith","startTime":2256.4,"endTime":2259.31,"body":"up in sales because people were"},{"speaker":"Chris Smith","startTime":2256.4,"endTime":2259.31,"body":"buying and they couldn't launch"},{"speaker":"Chris Smith","startTime":2259.31,"endTime":2264.8,"body":"for months was a terrible"},{"speaker":"Chris Smith","startTime":2259.31,"endTime":2264.8,"body":"experience. Did the the bleeding"},{"speaker":"Chris Smith","startTime":2264.8,"endTime":2268.25,"body":"edge early adopters that"},{"speaker":"Chris Smith","startTime":2264.8,"endTime":2268.25,"body":"switched over first, like got"},{"speaker":"Chris Smith","startTime":2268.25,"endTime":2272.75,"body":"the worst paper cuts, which kind"},{"speaker":"Chris Smith","startTime":2268.25,"endTime":2272.75,"body":"of sucks. You want all your"},{"speaker":"Chris Smith","startTime":2273.02,"endTime":2277.07,"body":"people to give you that trust to"},{"speaker":"Chris Smith","startTime":2273.02,"endTime":2277.07,"body":"have the best experience. And we"},{"speaker":"Chris Smith","startTime":2277.07,"endTime":2282.47,"body":"did it because we created false"},{"speaker":"Chris Smith","startTime":2277.07,"endTime":2282.47,"body":"deadlines for ourselves. And we"},{"speaker":"Chris Smith","startTime":2282.47,"endTime":2286.79,"body":"were just too stubborn not to"},{"speaker":"Chris Smith","startTime":2282.47,"endTime":2286.79,"body":"hit him. It really was a air of"},{"speaker":"Chris Smith","startTime":2286.79,"endTime":2291.32,"body":"pride, quite frankly, because we"},{"speaker":"Chris Smith","startTime":2286.79,"endTime":2291.32,"body":"had gone on stage. And we said"},{"speaker":"Chris Smith","startTime":2291.32,"endTime":2295.31,"body":"you can have Tim Smith grain."},{"speaker":"Chris Smith","startTime":2291.32,"endTime":2295.31,"body":"And you can have all this other"},{"speaker":"Chris Smith","startTime":2295.31,"endTime":2299.0,"body":"stuff too. And we're going to"},{"speaker":"Chris Smith","startTime":2295.31,"endTime":2299.0,"body":"get it to you by the end of the"},{"speaker":"Chris Smith","startTime":2299.0,"endTime":2302.72,"body":"year. And it was like roar"},{"speaker":"Chris Smith","startTime":2299.0,"endTime":2302.72,"body":"you're gonna make as you were"},{"speaker":"Chris Smith","startTime":2302.72,"endTime":2307.49,"body":"saying like, like, up and then"},{"speaker":"Chris Smith","startTime":2302.72,"endTime":2307.49,"body":"down, man. It's like a roar from"},{"speaker":"Chris Smith","startTime":2307.49,"endTime":2313.97,"body":"the stage and Austin, Texas. And"},{"speaker":"Chris Smith","startTime":2307.49,"endTime":2313.97,"body":"then by like, March, it was just"},{"speaker":"Chris Smith","startTime":2313.97,"endTime":2318.62,"body":"like, we had to do something"},{"speaker":"Chris Smith","startTime":2313.97,"endTime":2318.62,"body":"called the summer of service, we"},{"speaker":"Chris Smith","startTime":2318.65,"endTime":2323.69,"body":"stopped selling, we only worked"},{"speaker":"Chris Smith","startTime":2318.65,"endTime":2323.69,"body":"through the backlog, we only"},{"speaker":"Chris Smith","startTime":2324.14,"endTime":2327.02,"body":"there was literally no marketing"},{"speaker":"Chris Smith","startTime":2324.14,"endTime":2327.02,"body":"and no sales for like four"},{"speaker":"Chris Smith","startTime":2327.02,"endTime":2330.86,"body":"straight months. It was just, we"},{"speaker":"Chris Smith","startTime":2327.02,"endTime":2330.86,"body":"got a we got to get these people"},{"speaker":"Chris Smith","startTime":2330.86,"endTime":2334.97,"body":"up and running. So that would"},{"speaker":"Chris Smith","startTime":2330.86,"endTime":2334.97,"body":"just be there's a lot of reasons"},{"speaker":"Chris Smith","startTime":2334.97,"endTime":2338.42,"body":"that happen. But we you know, we"},{"speaker":"Chris Smith","startTime":2334.97,"endTime":2338.42,"body":"pushed it back once into"},{"speaker":"Chris Smith","startTime":2338.42,"endTime":2341.54,"body":"January. And it's like, we got"},{"speaker":"Chris Smith","startTime":2338.42,"endTime":2341.54,"body":"to get it out the door. And then"},{"speaker":"Chris Smith","startTime":2342.14,"endTime":2346.31,"body":"now it's February 1, like just"},{"speaker":"Chris Smith","startTime":2342.14,"endTime":2346.31,"body":"release it, who cares, right."},{"speaker":"Chris Smith","startTime":2347.33,"endTime":2354.11,"body":"And we shouldn't have done that."},{"speaker":"Chris Smith","startTime":2347.33,"endTime":2354.11,"body":"And you know, we're digging"},{"speaker":"Chris Smith","startTime":2354.11,"endTime":2356.24,"body":"ourselves out of that hole for a"},{"speaker":"Chris Smith","startTime":2354.11,"endTime":2356.24,"body":"long time."},{"speaker":"Todd Foster","startTime":2356.96,"endTime":2359.09,"body":"With your track"},{"speaker":"Todd Foster","startTime":2356.96,"endTime":2359.09,"body":"history of staying in a job"},{"speaker":"Todd Foster","startTime":2359.09,"endTime":2362.57,"body":"three years and moving on. And"},{"speaker":"Todd Foster","startTime":2359.09,"endTime":2362.57,"body":"now we have curaytor who's nine"},{"speaker":"Todd Foster","startTime":2362.57,"endTime":2365.21,"body":"years old, getting into the"},{"speaker":"Todd Foster","startTime":2362.57,"endTime":2365.21,"body":"tween years, which is always"},{"speaker":"Todd Foster","startTime":2365.21,"endTime":2368.87,"body":"exciting for a company or kids"},{"speaker":"Todd Foster","startTime":2365.21,"endTime":2368.87,"body":"in general. We know there's"},{"speaker":"Todd Foster","startTime":2368.87,"endTime":2372.5,"body":"gonna be issues that pop up and"},{"speaker":"Todd Foster","startTime":2368.87,"endTime":2372.5,"body":"where things aren't working like"},{"speaker":"Todd Foster","startTime":2372.5,"endTime":2376.07,"body":"they were. What really made you"},{"speaker":"Todd Foster","startTime":2372.5,"endTime":2376.07,"body":"decide to say, You know what,"},{"speaker":"Todd Foster","startTime":2376.1,"endTime":2379.25,"body":"I'm sticking with this bad boy."},{"speaker":"Todd Foster","startTime":2376.1,"endTime":2379.25,"body":"I mean, it's been three years."},{"speaker":"Todd Foster","startTime":2379.55,"endTime":2383.3,"body":"My routine usually is three and"},{"speaker":"Todd Foster","startTime":2379.55,"endTime":2383.3,"body":"I'm out. Was it because what"},{"speaker":"Todd Foster","startTime":2383.3,"endTime":2386.27,"body":"Brad told you before was because"},{"speaker":"Todd Foster","startTime":2383.3,"endTime":2386.27,"body":"you finally found your passion."},{"speaker":"Todd Foster","startTime":2386.81,"endTime":2391.19,"body":"And you're seeing the success or"},{"speaker":"Todd Foster","startTime":2386.81,"endTime":2391.19,"body":"was it a challenge? What was it"},{"speaker":"Todd Foster","startTime":2391.28,"endTime":2393.08,"body":"that made you keep going at it?"},{"speaker":"Chris Smith","startTime":2393.48,"endTime":2397.23,"body":"Yeah, I mean, part"},{"speaker":"Chris Smith","startTime":2393.48,"endTime":2397.23,"body":"of it was I just didn't have any"},{"speaker":"Chris Smith","startTime":2397.23,"endTime":2402.87,"body":"better ideas. Like it was my"},{"speaker":"Chris Smith","startTime":2397.23,"endTime":2402.87,"body":"best idea. And I already did"},{"speaker":"Chris Smith","startTime":2402.87,"endTime":2406.41,"body":"sort of the first few years of"},{"speaker":"Chris Smith","startTime":2402.87,"endTime":2406.41,"body":"grinding it out to get it past"},{"speaker":"Chris Smith","startTime":2406.41,"endTime":2410.7,"body":"the hump of like it will exist"},{"speaker":"Chris Smith","startTime":2406.41,"endTime":2410.7,"body":"for a long time and be a real"},{"speaker":"Chris Smith","startTime":2410.7,"endTime":2419.01,"body":"business. Part of it is the"},{"speaker":"Chris Smith","startTime":2410.7,"endTime":2419.01,"body":"financial upside of me getting"},{"speaker":"Chris Smith","startTime":2419.01,"endTime":2426.78,"body":"curaytor, right is a lot bigger"},{"speaker":"Chris Smith","startTime":2419.01,"endTime":2426.78,"body":"than any sort of smaller thing"},{"speaker":"Chris Smith","startTime":2426.78,"endTime":2430.71,"body":"that I could do in the shorter"},{"speaker":"Chris Smith","startTime":2426.78,"endTime":2430.71,"body":"term. So as an example, you"},{"speaker":"Chris Smith","startTime":2430.71,"endTime":2435.27,"body":"know, I could make three"},{"speaker":"Chris Smith","startTime":2430.71,"endTime":2435.27,"body":"$400,000 a year, just from"},{"speaker":"Chris Smith","startTime":2435.27,"endTime":2440.67,"body":"speaking fees, that's all I did."},{"speaker":"Chris Smith","startTime":2435.27,"endTime":2440.67,"body":"I could have, you know, hundreds"},{"speaker":"Chris Smith","startTime":2440.67,"endTime":2445.23,"body":"of 1000s of dollars a month in"},{"speaker":"Chris Smith","startTime":2440.67,"endTime":2445.23,"body":"passive income coming in through"},{"speaker":"Chris Smith","startTime":2446.16,"endTime":2451.95,"body":"courses and coaching and"},{"speaker":"Chris Smith","startTime":2446.16,"endTime":2451.95,"body":"consulting. And it's tempting,"},{"speaker":"Chris Smith","startTime":2452.43,"endTime":2459.45,"body":"you know, it's tempting. But"},{"speaker":"Chris Smith","startTime":2452.43,"endTime":2459.45,"body":"getting curaytor, right? Right."},{"speaker":"Chris Smith","startTime":2459.45,"endTime":2465.42,"body":"Like, if you get a SaaS"},{"speaker":"Chris Smith","startTime":2459.45,"endTime":2465.42,"body":"business, right? In a, in a"},{"speaker":"Chris Smith","startTime":2465.42,"endTime":2471.48,"body":"world where prop tech is this"},{"speaker":"Chris Smith","startTime":2465.42,"endTime":2471.48,"body":"big category, with all these"},{"speaker":"Chris Smith","startTime":2472.26,"endTime":2476.31,"body":"billion billion dollar players"},{"speaker":"Chris Smith","startTime":2472.26,"endTime":2476.31,"body":"in it on the brokerage side, and"},{"speaker":"Chris Smith","startTime":2476.31,"endTime":2480.93,"body":"on the tech side, on the b2b"},{"speaker":"Chris Smith","startTime":2476.31,"endTime":2480.93,"body":"side, and on the consumer side,"},{"speaker":"Chris Smith","startTime":2481.83,"endTime":2490.62,"body":"you know, companies like ours,"},{"speaker":"Chris Smith","startTime":2481.83,"endTime":2490.62,"body":"get 6x 7x revenue, you know, so"},{"speaker":"Chris Smith","startTime":2490.62,"endTime":2494.34,"body":"I know are my revenues that and"},{"speaker":"Chris Smith","startTime":2490.62,"endTime":2494.34,"body":"I know what that is times seven,"},{"speaker":"Chris Smith","startTime":2494.34,"endTime":2497.88,"body":"and I know what percent of that"},{"speaker":"Chris Smith","startTime":2494.34,"endTime":2497.88,"body":"I own and so I'm like I should"},{"speaker":"Chris Smith","startTime":2497.88,"endTime":2502.38,"body":"work on curator. So it is partly"},{"speaker":"Chris Smith","startTime":2497.88,"endTime":2502.38,"body":"financially motivated, because"},{"speaker":"Chris Smith","startTime":2502.38,"endTime":2505.53,"body":"yeah, nine years in, it's like,"},{"speaker":"Chris Smith","startTime":2502.38,"endTime":2505.53,"body":"already cleaned the bathrooms,"},{"speaker":"Chris Smith","startTime":2505.65,"endTime":2507.81,"body":"you know, like, I don't want to"},{"speaker":"Chris Smith","startTime":2505.65,"endTime":2507.81,"body":"clean them again, I already"},{"speaker":"Chris Smith","startTime":2507.81,"endTime":2510.39,"body":"cleaned the grill, I don't want"},{"speaker":"Chris Smith","startTime":2507.81,"endTime":2510.39,"body":"to clean the grill anymore. I"},{"speaker":"Chris Smith","startTime":2510.39,"endTime":2515.64,"body":"don't want to mop up the grease"},{"speaker":"Chris Smith","startTime":2510.39,"endTime":2515.64,"body":"anymore. But the I think the"},{"speaker":"Chris Smith","startTime":2515.64,"endTime":2518.73,"body":"other thing with the dynamic"},{"speaker":"Chris Smith","startTime":2515.64,"endTime":2518.73,"body":"with Jimmy and I is it's sort of"},{"speaker":"Chris Smith","startTime":2518.73,"endTime":2523.8,"body":"an always be testing always be"},{"speaker":"Chris Smith","startTime":2518.73,"endTime":2523.8,"body":"innovating. So within the"},{"speaker":"Chris Smith","startTime":2523.8,"endTime":2528.33,"body":"curator timeframe, we shipped a"},{"speaker":"Chris Smith","startTime":2523.8,"endTime":2528.33,"body":"product called magic moments, we"},{"speaker":"Chris Smith","startTime":2528.33,"endTime":2531.33,"body":"shipped a product called slash"},{"speaker":"Chris Smith","startTime":2528.33,"endTime":2531.33,"body":"magic, we shipped a product"},{"speaker":"Chris Smith","startTime":2531.33,"endTime":2534.27,"body":"called convert, we shipped a"},{"speaker":"Chris Smith","startTime":2531.33,"endTime":2534.27,"body":"conference called excellence, we"},{"speaker":"Chris Smith","startTime":2534.27,"endTime":2537.3,"body":"shipped a book called The"},{"speaker":"Chris Smith","startTime":2534.27,"endTime":2537.3,"body":"conversion code. You see what"},{"speaker":"Chris Smith","startTime":2537.3,"endTime":2542.58,"body":"I'm saying? Like, to me, all of"},{"speaker":"Chris Smith","startTime":2537.3,"endTime":2542.58,"body":"those feel like the kind of"},{"speaker":"Chris Smith","startTime":2542.58,"endTime":2545.52,"body":"startup within the startup. And"},{"speaker":"Chris Smith","startTime":2542.58,"endTime":2545.52,"body":"we're still doing that now to"},{"speaker":"Chris Smith","startTime":2545.52,"endTime":2549.93,"body":"this day. So I think that is"},{"speaker":"Chris Smith","startTime":2545.52,"endTime":2549.93,"body":"part of the reason that it's"},{"speaker":"Chris Smith","startTime":2549.93,"endTime":2553.08,"body":"easier to kind of be a part of"},{"speaker":"Chris Smith","startTime":2549.93,"endTime":2553.08,"body":"something long term is because"},{"speaker":"Chris Smith","startTime":2553.35,"endTime":2556.29,"body":"you're always starting new"},{"speaker":"Chris Smith","startTime":2553.35,"endTime":2556.29,"body":"things within within the old"},{"speaker":"Chris Smith","startTime":2556.29,"endTime":2561.93,"body":"thing. So yeah, that's why I"},{"speaker":"Chris Smith","startTime":2556.29,"endTime":2561.93,"body":"stick around as well as i i have"},{"speaker":"Chris Smith","startTime":2561.93,"endTime":2563.4,"body":"a lot of freedoms, my company."},{"speaker":"Kelley Skar","startTime":2564.06,"endTime":2567.42,"body":"You said something"},{"speaker":"Kelley Skar","startTime":2564.06,"endTime":2567.42,"body":"interesting here just a moment"},{"speaker":"Kelley Skar","startTime":2567.42,"endTime":2571.47,"body":"ago, you would you'd mentioned"},{"speaker":"Kelley Skar","startTime":2567.42,"endTime":2571.47,"body":"kind of these businesses or"},{"speaker":"Kelley Skar","startTime":2571.47,"endTime":2574.68,"body":"ideas within the business or"},{"speaker":"Kelley Skar","startTime":2571.47,"endTime":2574.68,"body":"idea and you know, like"},{"speaker":"Kelley Skar","startTime":2574.68,"endTime":2577.41,"body":"conversion code was one and"},{"speaker":"Kelley Skar","startTime":2574.68,"endTime":2577.41,"body":"excellence conference was"},{"speaker":"Kelley Skar","startTime":2577.41,"endTime":2580.95,"body":"another and how do you know"},{"speaker":"Kelley Skar","startTime":2577.41,"endTime":2580.95,"body":"what's going to work? Like? How"},{"speaker":"Kelley Skar","startTime":2580.95,"endTime":2585.06,"body":"do you know what's going to push"},{"speaker":"Kelley Skar","startTime":2580.95,"endTime":2585.06,"body":"traffic towards the ultimate"},{"speaker":"Kelley Skar","startTime":2585.06,"endTime":2588.42,"body":"goal, which is obviously sales"},{"speaker":"Kelley Skar","startTime":2585.06,"endTime":2588.42,"body":"and marketing, this is going to"},{"speaker":"Kelley Skar","startTime":2588.42,"endTime":2591.96,"body":"be the marketing piece to get to"},{"speaker":"Kelley Skar","startTime":2588.42,"endTime":2591.96,"body":"drive the sale? So you know,"},{"speaker":"Kelley Skar","startTime":2591.96,"endTime":2595.65,"body":"this isn't? This isn't I think"},{"speaker":"Kelley Skar","startTime":2591.96,"endTime":2595.65,"body":"part of marketing success is not"},{"speaker":"Kelley Skar","startTime":2595.65,"endTime":2598.38,"body":"just throwing spaghetti,"},{"speaker":"Kelley Skar","startTime":2595.65,"endTime":2598.38,"body":"spaghetti at a wall and hoping"},{"speaker":"Kelley Skar","startTime":2598.38,"endTime":2600.9,"body":"something that's some some"},{"speaker":"Kelley Skar","startTime":2598.38,"endTime":2600.9,"body":"something's going to stick."},{"speaker":"Kelley Skar","startTime":2601.2,"endTime":2604.35,"body":"Right. So how do you guys know"},{"speaker":"Kelley Skar","startTime":2601.2,"endTime":2604.35,"body":"what's what's going to work? And"},{"speaker":"Kelley Skar","startTime":2604.35,"endTime":2607.02,"body":"what isn't? Have you got kind of"},{"speaker":"Kelley Skar","startTime":2604.35,"endTime":2607.02,"body":"a proven model or a method? Was"},{"speaker":"Kelley Skar","startTime":2607.02,"endTime":2610.26,"body":"it a lot of, you know, always be"},{"speaker":"Kelley Skar","startTime":2607.02,"endTime":2610.26,"body":"testing or, you know, kind of"},{"speaker":"Kelley Skar","startTime":2610.26,"endTime":2613.41,"body":"what's, what's the process now,"},{"speaker":"Kelley Skar","startTime":2610.26,"endTime":2613.41,"body":"I guess, at this point, because"},{"speaker":"Kelley Skar","startTime":2613.41,"endTime":2616.02,"body":"there was probably a lot of"},{"speaker":"Kelley Skar","startTime":2613.41,"endTime":2616.02,"body":"spaghetti again, getting thrown"},{"speaker":"Kelley Skar","startTime":2616.02,"endTime":2618.96,"body":"at the wall early on, is that"},{"speaker":"Kelley Skar","startTime":2616.02,"endTime":2618.96,"body":"would that be fair to say?"},{"speaker":"Chris Smith","startTime":2619.26,"endTime":2622.44,"body":"Yeah, yeah, we were"},{"speaker":"Chris Smith","startTime":2619.26,"endTime":2622.44,"body":"the world's first company to"},{"speaker":"Chris Smith","startTime":2622.44,"endTime":2627.6,"body":"give people two CRMs when they"},{"speaker":"Chris Smith","startTime":2622.44,"endTime":2627.6,"body":"started, like, not enough to get"},{"speaker":"Chris Smith","startTime":2627.6,"endTime":2631.92,"body":"them to learn one, where we were"},{"speaker":"Chris Smith","startTime":2627.6,"endTime":2631.92,"body":"like, you're gonna have follow"},{"speaker":"Chris Smith","startTime":2631.92,"endTime":2635.04,"body":"up boss for your internet leads."},{"speaker":"Chris Smith","startTime":2631.92,"endTime":2635.04,"body":"And you're going to have to"},{"speaker":"Chris Smith","startTime":2635.04,"endTime":2640.17,"body":"actually for your sphere. We had"},{"speaker":"Chris Smith","startTime":2635.04,"endTime":2640.17,"body":"to set all that up. That was our"},{"speaker":"Chris Smith","startTime":2640.17,"endTime":2643.08,"body":"job way to teach it coach, it"},{"speaker":"Chris Smith","startTime":2640.17,"endTime":2643.08,"body":"was part of why they bought it"},{"speaker":"Chris Smith","startTime":2643.08,"endTime":2649.71,"body":"through us. So I would say I"},{"speaker":"Chris Smith","startTime":2643.08,"endTime":2649.71,"body":"would definitely have more wins"},{"speaker":"Chris Smith","startTime":2649.71,"endTime":2653.82,"body":"and losses just watching Real"},{"speaker":"Chris Smith","startTime":2649.71,"endTime":2653.82,"body":"Estate tag dot loop. I think"},{"speaker":"Chris Smith","startTime":2653.82,"endTime":2658.92,"body":"part of it Kelley is like, can"},{"speaker":"Chris Smith","startTime":2653.82,"endTime":2658.92,"body":"you understand the need for and"},{"speaker":"Chris Smith","startTime":2658.92,"endTime":2665.55,"body":"can you explain it quickly?"},{"speaker":"Chris Smith","startTime":2658.92,"endTime":2665.55,"body":"Right. So like there's a 60"},{"speaker":"Chris Smith","startTime":2665.55,"endTime":2668.79,"body":"second video of dotloop online"},{"speaker":"Chris Smith","startTime":2665.55,"endTime":2668.79,"body":"and it's like, hey, yeah,"},{"speaker":"Chris Smith","startTime":2668.79,"endTime":2671.19,"body":"there's already signatures and"},{"speaker":"Chris Smith","startTime":2668.79,"endTime":2671.19,"body":"there's already you know,"},{"speaker":"Chris Smith","startTime":2671.19,"endTime":2674.64,"body":"DocuSign or whatever. But here's"},{"speaker":"Chris Smith","startTime":2671.19,"endTime":2674.64,"body":"what happens. It gets passed"},{"speaker":"Chris Smith","startTime":2674.64,"endTime":2678.06,"body":"around it changes what if you"},{"speaker":"Chris Smith","startTime":2674.64,"endTime":2678.06,"body":"could just work on top of one"},{"speaker":"Chris Smith","startTime":2678.06,"endTime":2682.62,"body":"doc, that's what dotloop does in"},{"speaker":"Chris Smith","startTime":2678.06,"endTime":2682.62,"body":"the light bulbs go off, right."},{"speaker":"Chris Smith","startTime":2684.21,"endTime":2690.18,"body":"So I think does it pass the say"},{"speaker":"Chris Smith","startTime":2684.21,"endTime":2690.18,"body":"it out loud test? would be part"},{"speaker":"Chris Smith","startTime":2690.18,"endTime":2694.14,"body":"of it like would It would it"},{"speaker":"Chris Smith","startTime":2690.18,"endTime":2694.14,"body":"benefit curator to get all of"},{"speaker":"Chris Smith","startTime":2694.14,"endTime":2698.25,"body":"our customers together for three"},{"speaker":"Chris Smith","startTime":2694.14,"endTime":2698.25,"body":"days once a year? Would it cause"},{"speaker":"Chris Smith","startTime":2698.25,"endTime":2702.48,"body":"us to get more referrals? Would"},{"speaker":"Chris Smith","startTime":2698.25,"endTime":2702.48,"body":"it increase LTV. Because a lot"},{"speaker":"Chris Smith","startTime":2702.48,"endTime":2705.87,"body":"of times you lose a ton of money"},{"speaker":"Chris Smith","startTime":2702.48,"endTime":2705.87,"body":"on these events on the surface"},{"speaker":"Chris Smith","startTime":2705.87,"endTime":2709.35,"body":"like you're, you're sort of in"},{"speaker":"Chris Smith","startTime":2705.87,"endTime":2709.35,"body":"the red to put the thing on,"},{"speaker":"Chris Smith","startTime":2709.35,"endTime":2712.29,"body":"especially if it's for your"},{"speaker":"Chris Smith","startTime":2709.35,"endTime":2712.29,"body":"customers, it's if it's not"},{"speaker":"Chris Smith","startTime":2712.29,"endTime":2717.15,"body":"really like a big sales"},{"speaker":"Chris Smith","startTime":2712.29,"endTime":2717.15,"body":"opportunity. So we just we use"},{"speaker":"Chris Smith","startTime":2717.15,"endTime":2720.0,"body":"our gut a lot. And then"},{"speaker":"Chris Smith","startTime":2717.15,"endTime":2720.0,"body":"sometimes it's data to Kelley,"},{"speaker":"Chris Smith","startTime":2720.0,"endTime":2722.7,"body":"like we polled our clients like,"},{"speaker":"Chris Smith","startTime":2720.0,"endTime":2722.7,"body":"hey, what do you guys want to"},{"speaker":"Chris Smith","startTime":2722.7,"endTime":2726.39,"body":"learn the most? And they were"},{"speaker":"Chris Smith","startTime":2722.7,"endTime":2726.39,"body":"like, oh, lead conversion, like"},{"speaker":"Chris Smith","startTime":2726.39,"endTime":2729.48,"body":"by far was what they wanted to"},{"speaker":"Chris Smith","startTime":2726.39,"endTime":2729.48,"body":"learn. 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So"},{"speaker":"Chris Smith","startTime":2741.93,"endTime":2746.97,"body":"that sort of sample size within"},{"speaker":"Chris Smith","startTime":2746.97,"endTime":2752.79,"body":"the curator community kind of"},{"speaker":"Chris Smith","startTime":2746.97,"endTime":2752.79,"body":"proved that beyond my own paid"},{"speaker":"Chris Smith","startTime":2752.79,"endTime":2756.51,"body":"community. That's probably in"},{"speaker":"Chris Smith","startTime":2752.79,"endTime":2756.51,"body":"demand, too, if all these smart"},{"speaker":"Chris Smith","startTime":2756.51,"endTime":2762.78,"body":"people are asking for it. So and"},{"speaker":"Chris Smith","startTime":2756.51,"endTime":2762.78,"body":"then a lot it's like, so it's to"},{"speaker":"Chris Smith","startTime":2762.78,"endTime":2765.63,"body":"say it out loud to us. Like,"},{"speaker":"Chris Smith","startTime":2762.78,"endTime":2765.63,"body":"what if you could create a"},{"speaker":"Chris Smith","startTime":2765.63,"endTime":2771.45,"body":"landing page for your listing in"},{"speaker":"Chris Smith","startTime":2765.63,"endTime":2771.45,"body":"one second? Done? Like, let's"},{"speaker":"Chris Smith","startTime":2771.45,"endTime":2775.11,"body":"figure that out, right? And then"},{"speaker":"Chris Smith","startTime":2771.45,"endTime":2775.11,"body":"part of it is a little bit of"},{"speaker":"Chris Smith","startTime":2775.14,"endTime":2777.9,"body":"user research, what are they"},{"speaker":"Chris Smith","startTime":2775.14,"endTime":2777.9,"body":"doing? What are they using? What"},{"speaker":"Chris Smith","startTime":2777.9,"endTime":2781.89,"body":"are they asking for? But we"},{"speaker":"Chris Smith","startTime":2777.9,"endTime":2781.89,"body":"missed a lot. 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And then in business, we,"},{"speaker":"Chris Smith","startTime":2817.02,"endTime":2820.77,"body":"if I were to say the next 10"},{"speaker":"Chris Smith","startTime":2820.77,"endTime":2823.17,"body":"things you're going to do five"},{"speaker":"Chris Smith","startTime":2820.77,"endTime":2823.17,"body":"are going to fail, you would"},{"speaker":"Chris Smith","startTime":2823.17,"endTime":2827.1,"body":"avoid all 10. But it's a good"},{"speaker":"Chris Smith","startTime":2823.17,"endTime":2827.1,"body":"hit rate, it is a good hit rate"},{"speaker":"Chris Smith","startTime":2827.1,"endTime":2833.7,"body":"to go 144245347. Because what"},{"speaker":"Chris Smith","startTime":2827.1,"endTime":2833.7,"body":"happens is those things that"},{"speaker":"Chris Smith","startTime":2833.7,"endTime":2837.06,"body":"work, you know, we have a"},{"speaker":"Chris Smith","startTime":2833.7,"endTime":2837.06,"body":"department called marketer, you"},{"speaker":"Chris Smith","startTime":2837.06,"endTime":2839.94,"body":"know, a person will do your"},{"speaker":"Chris Smith","startTime":2837.06,"endTime":2839.94,"body":"marketing for you every single"},{"speaker":"Chris Smith","startTime":2839.94,"endTime":2843.33,"body":"week, everyone was asking us to"},{"speaker":"Chris Smith","startTime":2839.94,"endTime":2843.33,"body":"do that we turned it into a"},{"speaker":"Chris Smith","startTime":2843.33,"endTime":2847.05,"body":"product, we sold it for millions"},{"speaker":"Chris Smith","startTime":2843.33,"endTime":2847.05,"body":"of dollars. You know, that was"},{"speaker":"Chris Smith","startTime":2847.05,"endTime":2851.85,"body":"an easy one to figure out. But"},{"speaker":"Chris Smith","startTime":2847.05,"endTime":2851.85,"body":"I'm not telling you all the"},{"speaker":"Chris Smith","startTime":2851.85,"endTime":2855.6,"body":"misses or even within that"},{"speaker":"Chris Smith","startTime":2851.85,"endTime":2855.6,"body":"department What hit and what"},{"speaker":"Chris Smith","startTime":2855.6,"endTime":2861.09,"body":"Miss. But man misses are a big"},{"speaker":"Chris Smith","startTime":2855.6,"endTime":2861.09,"body":"part of this stuff. You know,"},{"speaker":"Chris Smith","startTime":2861.09,"endTime":2865.62,"body":"like as much as Glenn and exp"},{"speaker":"Chris Smith","startTime":2861.09,"endTime":2865.62,"body":"has been on the rise? Like, I"},{"speaker":"Chris Smith","startTime":2865.62,"endTime":2868.77,"body":"bet he would tell you that eight"},{"speaker":"Chris Smith","startTime":2865.62,"endTime":2868.77,"body":"things he screwed up in the last"},{"speaker":"Chris Smith","startTime":2868.95,"endTime":2870.48,"body":"24 months as well."},{"speaker":"Chris Smith","startTime":2871.92,"endTime":2878.55,"body":"You know, for every success"},{"speaker":"Chris Smith","startTime":2871.92,"endTime":2878.55,"body":"acquisition or Grant Cardone"},{"speaker":"Chris Smith","startTime":2878.55,"endTime":2882.48,"body":"partnership, right, there's a"},{"speaker":"Chris Smith","startTime":2878.55,"endTime":2882.48,"body":"there's something else that"},{"speaker":"Chris Smith","startTime":2882.48,"endTime":2888.0,"body":"didn't work out and didn't do as"},{"speaker":"Chris Smith","startTime":2882.48,"endTime":2888.0,"body":"well as they had hoped. But he"},{"speaker":"Chris Smith","startTime":2888.0,"endTime":2893.1,"body":"can't go 10 for 10. So Chris,"},{"speaker":"Chris Smith","startTime":2888.0,"endTime":2893.1,"body":"you wrote three books, is that"},{"speaker":"Chris Smith","startTime":2893.1,"endTime":2897.9,"body":"correct? I co authored two and I"},{"speaker":"Chris Smith","startTime":2893.1,"endTime":2897.9,"body":"wrote one. So yeah, three"},{"speaker":"Chris Smith","startTime":2898.2,"endTime":2903.96,"body":"awesome books. Okay. And those"},{"speaker":"Chris Smith","startTime":2898.2,"endTime":2903.96,"body":"are people work conversion code,"},{"speaker":"Chris Smith","startTime":2903.99,"endTime":2908.1,"body":"and exactly what to say?"},{"speaker":"Chris Smith","startTime":2903.99,"endTime":2908.1,"body":"Correct. And those can be found"},{"speaker":"Chris Smith","startTime":2908.1,"endTime":2911.52,"body":"on Amazon? Is there anywhere"},{"speaker":"Chris Smith","startTime":2908.1,"endTime":2911.52,"body":"else you would like to direct"},{"speaker":"Chris Smith","startTime":2911.52,"endTime":2914.13,"body":"listeners to where they can"},{"speaker":"Chris Smith","startTime":2911.52,"endTime":2914.13,"body":"learn more about marketing and"},{"speaker":"Chris Smith","startTime":2914.13,"endTime":2918.57,"body":"how you have reached your"},{"speaker":"Chris Smith","startTime":2914.13,"endTime":2918.57,"body":"success? Yeah, they I'm hard to"},{"speaker":"Chris Smith","startTime":2918.57,"endTime":2921.84,"body":"find on social media because my"},{"speaker":"Chris Smith","startTime":2918.57,"endTime":2921.84,"body":"name is so common. Chris Smith"},{"speaker":"Chris Smith","startTime":2921.87,"endTime":2926.58,"body":"is like the most common name of"},{"speaker":"Chris Smith","startTime":2921.87,"endTime":2926.58,"body":"all time. But the conversion"},{"speaker":"Chris Smith","startTime":2926.58,"endTime":2931.86,"body":"code.com opens up Amazon and"},{"speaker":"Chris Smith","startTime":2926.58,"endTime":2931.86,"body":"audible to get it there. Oh, all"},{"speaker":"Chris Smith","startTime":2931.86,"endTime":2936.21,"body":"my informations in the book. So"},{"speaker":"Chris Smith","startTime":2931.86,"endTime":2936.21,"body":"email social, like, I use"},{"speaker":"Chris Smith","startTime":2936.24,"endTime":2942.24,"body":"Instagram the most. It's Chris"},{"speaker":"Chris Smith","startTime":2936.24,"endTime":2942.24,"body":"underscore, S M T. H. If anybody"},{"speaker":"Chris Smith","startTime":2942.24,"endTime":2945.39,"body":"follows me there, say hello,"},{"speaker":"Chris Smith","startTime":2942.24,"endTime":2945.39,"body":"send me a message. Let me know"},{"speaker":"Chris Smith","startTime":2945.39,"endTime":2949.83,"body":"that. You learned about me from"},{"speaker":"Chris Smith","startTime":2945.39,"endTime":2949.83,"body":"the success podcast. That'd be"},{"speaker":"Chris Smith","startTime":2949.83,"endTime":2950.22,"body":"great."},{"speaker":"Voiceover","startTime":2951.29,"endTime":2956.72,"body":"Hold up! It's time"},{"speaker":"Voiceover","startTime":2951.29,"endTime":2956.72,"body":"for the lightning round!"},{"speaker":"Kelley Skar","startTime":2957.83,"endTime":2960.89,"body":"Alright, so we've"},{"speaker":"Kelley Skar","startTime":2957.83,"endTime":2960.89,"body":"we've got, we typically have the"},{"speaker":"Kelley Skar","startTime":2960.98,"endTime":2964.79,"body":"lightning round portion of this"},{"speaker":"Kelley Skar","startTime":2960.98,"endTime":2964.79,"body":"podcast where I fire off"},{"speaker":"Kelley Skar","startTime":2964.79,"endTime":2969.02,"body":"questions. But, you know, I part"},{"speaker":"Kelley Skar","startTime":2964.79,"endTime":2969.02,"body":"of I think part of your draw"},{"speaker":"Kelley Skar","startTime":2969.05,"endTime":2972.68,"body":"early on Chris, you know,"},{"speaker":"Kelley Skar","startTime":2969.05,"endTime":2972.68,"body":"especially kind of going back to"},{"speaker":"Kelley Skar","startTime":2972.68,"endTime":2976.07,"body":"the Inman days and the"},{"speaker":"Kelley Skar","startTime":2972.68,"endTime":2976.07,"body":"realtor.com days when you're on"},{"speaker":"Kelley Skar","startTime":2976.07,"endTime":2980.72,"body":"stage. You have this innate"},{"speaker":"Kelley Skar","startTime":2976.07,"endTime":2980.72,"body":"sense this this ability to these"},{"speaker":"Kelley Skar","startTime":2980.72,"endTime":2984.71,"body":"these prognostications for"},{"speaker":"Kelley Skar","startTime":2980.72,"endTime":2984.71,"body":"technologies specific to real"},{"speaker":"Kelley Skar","startTime":2984.71,"endTime":2989.27,"body":"estate and you know, how you had"},{"speaker":"Kelley Skar","startTime":2984.71,"endTime":2989.27,"body":"this really crazy way of"},{"speaker":"Kelley Skar","startTime":2989.39,"endTime":2993.02,"body":"describing what the future could"},{"speaker":"Kelley Skar","startTime":2989.39,"endTime":2993.02,"body":"potentially be and especially"},{"speaker":"Kelley Skar","startTime":2993.02,"endTime":2995.63,"body":"now with Prop tech and the way"},{"speaker":"Kelley Skar","startTime":2993.02,"endTime":2995.63,"body":"that, you know, things have"},{"speaker":"Kelley Skar","startTime":2995.63,"endTime":2999.2,"body":"really blown up. I'm interested"},{"speaker":"Kelley Skar","startTime":2995.63,"endTime":2999.2,"body":"maybe if you could give us your"},{"speaker":"Kelley Skar","startTime":2999.2,"endTime":3004.06,"body":"top three to five, you know,"},{"speaker":"Kelley Skar","startTime":2999.2,"endTime":3004.06,"body":"predictions for what the future"},{"speaker":"Kelley Skar","startTime":3004.06,"endTime":3008.35,"body":"of tech and real estate could"},{"speaker":"Kelley Skar","startTime":3004.06,"endTime":3008.35,"body":"potentially be, as opposed to me"},{"speaker":"Kelley Skar","startTime":3008.35,"endTime":3012.16,"body":"asking you five ridiculous"},{"speaker":"Kelley Skar","startTime":3008.35,"endTime":3012.16,"body":"questions about, you know, your"},{"speaker":"Kelley Skar","startTime":3012.16,"endTime":3013.63,"body":"favorite color, that sort of"},{"speaker":"Kelley Skar","startTime":3012.16,"endTime":3013.63,"body":"thing?"},{"speaker":"Chris Smith","startTime":3013.93,"endTime":3016.66,"body":"Yeah. Well, some of"},{"speaker":"Chris Smith","startTime":3013.93,"endTime":3016.66,"body":"the big things that come to"},{"speaker":"Chris Smith","startTime":3016.66,"endTime":3023.29,"body":"mind. I was talking with Jimmy"},{"speaker":"Chris Smith","startTime":3016.66,"endTime":3023.29,"body":"the other day, and he said, do"},{"speaker":"Chris Smith","startTime":3023.29,"endTime":3026.56,"body":"you know the number one agent in"},{"speaker":"Chris Smith","startTime":3023.29,"endTime":3026.56,"body":"Raleigh is Raleigh, North"},{"speaker":"Chris Smith","startTime":3026.56,"endTime":3030.13,"body":"Carolina? And I'm like, No, we"},{"speaker":"Chris Smith","startTime":3026.56,"endTime":3030.13,"body":"have a great client there. We"},{"speaker":"Chris Smith","startTime":3030.13,"endTime":3033.25,"body":"have a few clients there. And"},{"speaker":"Chris Smith","startTime":3030.13,"endTime":3033.25,"body":"but I didn't know. And he said,"},{"speaker":"Chris Smith","startTime":3033.25,"endTime":3037.6,"body":"it's open door. And I'm like,"},{"speaker":"Chris Smith","startTime":3033.25,"endTime":3037.6,"body":"Well, what do you mean by that?"},{"speaker":"Chris Smith","startTime":3037.6,"endTime":3041.83,"body":"He said, Well, the open door has"},{"speaker":"Chris Smith","startTime":3037.6,"endTime":3041.83,"body":"more market share than any"},{"speaker":"Chris Smith","startTime":3041.86,"endTime":3047.92,"body":"individual agent. Right?"},{"speaker":"Chris Smith","startTime":3041.86,"endTime":3047.92,"body":"Typically, you would compare"},{"speaker":"Chris Smith","startTime":3047.92,"endTime":3051.64,"body":"them to like, you know, out of"},{"speaker":"Chris Smith","startTime":3047.92,"endTime":3051.64,"body":"the total number of deals that"},{"speaker":"Chris Smith","startTime":3051.64,"endTime":3054.73,"body":"are getting done, what percent"},{"speaker":"Chris Smith","startTime":3051.64,"endTime":3054.73,"body":"go through ibuyer. And then it's"},{"speaker":"Chris Smith","startTime":3054.73,"endTime":3059.56,"body":"like, Oh, 1% 2%, no big deal. Or"},{"speaker":"Chris Smith","startTime":3054.73,"endTime":3059.56,"body":"you'd look at like Redfin, and"},{"speaker":"Chris Smith","startTime":3059.56,"endTime":3062.95,"body":"say, Yeah, but they don't have"},{"speaker":"Chris Smith","startTime":3059.56,"endTime":3062.95,"body":"any market share. You know, if"},{"speaker":"Chris Smith","startTime":3062.95,"endTime":3067.93,"body":"you look at total sales by sides"},{"speaker":"Chris Smith","startTime":3062.95,"endTime":3067.93,"body":"by volume, they don't. I mean,"},{"speaker":"Chris Smith","startTime":3068.11,"endTime":3072.4,"body":"that's true. But if you look at"},{"speaker":"Chris Smith","startTime":3068.11,"endTime":3072.4,"body":"them as just a team that's in"},{"speaker":"Chris Smith","startTime":3072.4,"endTime":3075.01,"body":"the MLS, like everybody else, do"},{"speaker":"Chris Smith","startTime":3072.4,"endTime":3075.01,"body":"the number one team in every"},{"speaker":"Chris Smith","startTime":3075.01,"endTime":3078.61,"body":"market that they're in. So I"},{"speaker":"Chris Smith","startTime":3075.01,"endTime":3078.61,"body":"would actually look at that and"},{"speaker":"Chris Smith","startTime":3078.61,"endTime":3084.85,"body":"go, Wow, and 24 to 36 months,"},{"speaker":"Chris Smith","startTime":3078.61,"endTime":3084.85,"body":"somebody came into my backyard"},{"speaker":"Chris Smith","startTime":3084.85,"endTime":3087.25,"body":"with a message and became the"},{"speaker":"Chris Smith","startTime":3084.85,"endTime":3087.25,"body":"number one agent, what was that"},{"speaker":"Chris Smith","startTime":3087.25,"endTime":3093.01,"body":"message? Jesus, let's look at it"},{"speaker":"Chris Smith","startTime":3087.25,"endTime":3093.01,"body":"right. And it was selling your"},{"speaker":"Chris Smith","startTime":3093.01,"endTime":3100.39,"body":"terms, no hassle, instant offer,"},{"speaker":"Chris Smith","startTime":3093.01,"endTime":3100.39,"body":"like Carvana for houses, right?"},{"speaker":"Chris Smith","startTime":3101.02,"endTime":3105.94,"body":"And that funnel and then Zillow,"},{"speaker":"Chris Smith","startTime":3101.02,"endTime":3105.94,"body":"following along and rolling it"},{"speaker":"Chris Smith","startTime":3105.94,"endTime":3111.04,"body":"out. And every brokerage. Just a"},{"speaker":"Chris Smith","startTime":3105.94,"endTime":3111.04,"body":"bow has some version of it now,"},{"speaker":"Chris Smith","startTime":3111.04,"endTime":3114.94,"body":"too, right. So I would look at"},{"speaker":"Chris Smith","startTime":3111.04,"endTime":3114.94,"body":"that Kelly, and I would just"},{"speaker":"Chris Smith","startTime":3114.94,"endTime":3120.43,"body":"start reverse engineering, like,"},{"speaker":"Chris Smith","startTime":3114.94,"endTime":3120.43,"body":"I have to have that as an option"},{"speaker":"Chris Smith","startTime":3120.43,"endTime":3125.77,"body":"on my plate to compete, you"},{"speaker":"Chris Smith","startTime":3120.43,"endTime":3125.77,"body":"know, like, because for some"},{"speaker":"Chris Smith","startTime":3125.77,"endTime":3128.95,"body":"people, they're gonna want to"},{"speaker":"Chris Smith","startTime":3125.77,"endTime":3128.95,"body":"take that option for some"},{"speaker":"Chris Smith","startTime":3128.95,"endTime":3132.43,"body":"people, they're not but like, if"},{"speaker":"Chris Smith","startTime":3128.95,"endTime":3132.43,"body":"you don't even serve that dish,"},{"speaker":"Chris Smith","startTime":3132.43,"endTime":3137.23,"body":"they're not going to eat at your"},{"speaker":"Chris Smith","startTime":3132.43,"endTime":3137.23,"body":"restaurant at all. So I would be"},{"speaker":"Chris Smith","startTime":3137.23,"endTime":3140.32,"body":"like, there's a startup that"},{"speaker":"Chris Smith","startTime":3137.23,"endTime":3140.32,"body":"I've I don't work with them in"},{"speaker":"Chris Smith","startTime":3140.32,"endTime":3143.26,"body":"official capacity. I've done a"},{"speaker":"Chris Smith","startTime":3140.32,"endTime":3143.26,"body":"couple interviews and stuff like"},{"speaker":"Chris Smith","startTime":3143.26,"endTime":3147.19,"body":"this with them for Inman,"},{"speaker":"Chris Smith","startTime":3143.26,"endTime":3147.19,"body":"they're called zoo dealio. And"},{"speaker":"Chris Smith","startTime":3147.19,"endTime":3150.64,"body":"it's like, every agent should be"},{"speaker":"Chris Smith","startTime":3147.19,"endTime":3150.64,"body":"an i buyer."},{"speaker":"Chris Smith","startTime":3151.75,"endTime":3157.51,"body":"So those kinds of things Kelley"},{"speaker":"Chris Smith","startTime":3151.75,"endTime":3157.51,"body":"are in arguable trends, I also"},{"speaker":"Chris Smith","startTime":3157.51,"endTime":3163.03,"body":"think there's going to be like"},{"speaker":"Chris Smith","startTime":3157.51,"endTime":3163.03,"body":"an exp of everything, meaning"},{"speaker":"Chris Smith","startTime":3163.96,"endTime":3169.51,"body":"the upside of what's happened"},{"speaker":"Chris Smith","startTime":3163.96,"endTime":3169.51,"body":"with exp around rev share stock"},{"speaker":"Chris Smith","startTime":3169.51,"endTime":3174.01,"body":"options, you know, the these"},{"speaker":"Chris Smith","startTime":3169.51,"endTime":3174.01,"body":"types of true financial"},{"speaker":"Chris Smith","startTime":3174.07,"endTime":3181.78,"body":"incentives, I think that should,"},{"speaker":"Chris Smith","startTime":3174.07,"endTime":3181.78,"body":"in theory, be a part of the"},{"speaker":"Chris Smith","startTime":3181.78,"endTime":3187.12,"body":"software space and be a part of"},{"speaker":"Chris Smith","startTime":3181.78,"endTime":3187.12,"body":"the lender space, like whatever"},{"speaker":"Chris Smith","startTime":3187.12,"endTime":3191.56,"body":"it may be. So as an example, if"},{"speaker":"Chris Smith","startTime":3187.12,"endTime":3191.56,"body":"I use MailChimp for the last 17"},{"speaker":"Chris Smith","startTime":3191.59,"endTime":3197.26,"body":"years, and I told hundreds of"},{"speaker":"Chris Smith","startTime":3191.59,"endTime":3197.26,"body":"people to join MailChimp, you"},{"speaker":"Chris Smith","startTime":3197.26,"endTime":3200.74,"body":"know, I mean, I like evangelists"},{"speaker":"Chris Smith","startTime":3197.26,"endTime":3200.74,"body":"for MailChimp. And then I see"},{"speaker":"Chris Smith","startTime":3200.74,"endTime":3204.91,"body":"MailChimp gets bought for $12"},{"speaker":"Chris Smith","startTime":3200.74,"endTime":3204.91,"body":"billion, I get nothing. You"},{"speaker":"Chris Smith","startTime":3204.91,"endTime":3209.08,"body":"know, dot lubes power users"},{"speaker":"Chris Smith","startTime":3204.91,"endTime":3209.08,"body":"didn't get any money when they"},{"speaker":"Chris Smith","startTime":3209.08,"endTime":3216.34,"body":"were sold for $108 million.If"},{"speaker":"Chris Smith","startTime":3209.08,"endTime":3216.34,"body":"you're a broker, ReMax, or exp"},{"speaker":"Chris Smith","startTime":3216.34,"endTime":3219.16,"body":"that stands up and says, You"},{"speaker":"Chris Smith","startTime":3216.34,"endTime":3219.16,"body":"guys should all go hire a"},{"speaker":"Chris Smith","startTime":3219.16,"endTime":3225.04,"body":"curator to help you do X."},{"speaker":"Chris Smith","startTime":3219.16,"endTime":3225.04,"body":"There's no passive income. You"},{"speaker":"Chris Smith","startTime":3225.04,"endTime":3228.07,"body":"know, maybe they give you a $50"},{"speaker":"Chris Smith","startTime":3225.04,"endTime":3228.07,"body":"gift card or some kind of, you"},{"speaker":"Chris Smith","startTime":3228.07,"endTime":3232.15,"body":"know, free month or something."},{"speaker":"Chris Smith","startTime":3228.07,"endTime":3232.15,"body":"Right. But I think it would be"},{"speaker":"Chris Smith","startTime":3232.15,"endTime":3238.99,"body":"really cool if ownership and"},{"speaker":"Chris Smith","startTime":3232.15,"endTime":3238.99,"body":"profit share on a residual"},{"speaker":"Chris Smith","startTime":3238.99,"endTime":3243.43,"body":"monthly basis was sort of just"},{"speaker":"Chris Smith","startTime":3238.99,"endTime":3243.43,"body":"baked into the terms of every"},{"speaker":"Chris Smith","startTime":3243.43,"endTime":3249.31,"body":"agreement that you signed. Not"},{"speaker":"Chris Smith","startTime":3243.43,"endTime":3249.31,"body":"just in this case, the"},{"speaker":"Chris Smith","startTime":3249.31,"endTime":3254.08,"body":"brokerage, right, the brokerage"},{"speaker":"Chris Smith","startTime":3249.31,"endTime":3254.08,"body":"deal. So I think that's kind of"},{"speaker":"Chris Smith","startTime":3254.08,"endTime":3259.42,"body":"an arguable trend. And I've"},{"speaker":"Chris Smith","startTime":3254.08,"endTime":3259.42,"body":"already seen like press releases"},{"speaker":"Chris Smith","startTime":3259.45,"endTime":3265.51,"body":"and other startups that are, you"},{"speaker":"Chris Smith","startTime":3259.45,"endTime":3265.51,"body":"know, mimicking that model. To"},{"speaker":"Chris Smith","startTime":3265.51,"endTime":3269.05,"body":"put it bluntly, right, they're,"},{"speaker":"Chris Smith","startTime":3265.51,"endTime":3269.05,"body":"they're sort of trying to mimic"},{"speaker":"Chris Smith","startTime":3269.08,"endTime":3274.15,"body":"that financial incentive within"},{"speaker":"Chris Smith","startTime":3269.08,"endTime":3274.15,"body":"their brokerage retrospectively,"},{"speaker":"Chris Smith","startTime":3274.54,"endTime":3280.66,"body":"in most cases. Sort of reminds"},{"speaker":"Chris Smith","startTime":3274.54,"endTime":3280.66,"body":"me of DirecTV saying, Oh, we"},{"speaker":"Chris Smith","startTime":3280.66,"endTime":3283.24,"body":"have streaming now. Yeah, I"},{"speaker":"Chris Smith","startTime":3280.66,"endTime":3283.24,"body":"mean, it's like everyone cut the"},{"speaker":"Chris Smith","startTime":3283.24,"endTime":3285.94,"body":"cord. Everyone knew your three"},{"speaker":"Chris Smith","startTime":3283.24,"endTime":3285.94,"body":"year contracts weren't gonna"},{"speaker":"Chris Smith","startTime":3285.94,"endTime":3291.52,"body":"last. Everyone knew your $220 a"},{"speaker":"Chris Smith","startTime":3285.94,"endTime":3291.52,"body":"month bills stupid. You didn't"},{"speaker":"Chris Smith","startTime":3291.52,"endTime":3297.94,"body":"proactively spring them into the"},{"speaker":"Chris Smith","startTime":3291.52,"endTime":3297.94,"body":"future. Right. Now everybody's"},{"speaker":"Chris Smith","startTime":3297.94,"endTime":3301.81,"body":"got Netflix, Hulu Plus,"},{"speaker":"Chris Smith","startTime":3297.94,"endTime":3301.81,"body":"Paramount Plus, Apple Plus,"},{"speaker":"Chris Smith","startTime":3301.81,"endTime":3304.81,"body":"Disney Plus, HBO Max,"},{"speaker":"Chris Smith","startTime":3301.81,"endTime":3304.81,"body":"everybody's over here and they"},{"speaker":"Chris Smith","startTime":3304.81,"endTime":3308.44,"body":"cut your cord. And now it's"},{"speaker":"Chris Smith","startTime":3304.81,"endTime":3308.44,"body":"like, no, we've got DirecTV"},{"speaker":"Chris Smith","startTime":3308.44,"endTime":3314.11,"body":"stream, like you have to offer"},{"speaker":"Chris Smith","startTime":3308.44,"endTime":3314.11,"body":"it. But it doesn't make it look"},{"speaker":"Chris Smith","startTime":3314.11,"endTime":3317.35,"body":"real good for your brand that"},{"speaker":"Chris Smith","startTime":3314.11,"endTime":3317.35,"body":"you're sort of retrofitting into"},{"speaker":"Chris Smith","startTime":3317.35,"endTime":3320.56,"body":"the future. So I think that's"},{"speaker":"Chris Smith","startTime":3317.35,"endTime":3320.56,"body":"another big trend, quite"},{"speaker":"Chris Smith","startTime":3320.56,"endTime":3324.82,"body":"frankly, in the industry is that"},{"speaker":"Chris Smith","startTime":3320.56,"endTime":3324.82,"body":"type of stuff. Beyond that,"},{"speaker":"Chris Smith","startTime":3326.62,"endTime":3331.18,"body":"there's going to continue to be"},{"speaker":"Chris Smith","startTime":3326.62,"endTime":3331.18,"body":"pressure to just sort of clearly"},{"speaker":"Chris Smith","startTime":3331.18,"endTime":3337.51,"body":"articulate the benefit and"},{"speaker":"Chris Smith","startTime":3331.18,"endTime":3337.51,"body":"hiring you. Like, that is still"},{"speaker":"Chris Smith","startTime":3337.51,"endTime":3342.37,"body":"lost. In many cases, people just"},{"speaker":"Chris Smith","startTime":3337.51,"endTime":3342.37,"body":"say, service experience, like"},{"speaker":"Chris Smith","startTime":3342.37,"endTime":3345.67,"body":"all that stuff matters. But in"},{"speaker":"Chris Smith","startTime":3342.37,"endTime":3345.67,"body":"marketing differentiators are"},{"speaker":"Chris Smith","startTime":3345.67,"endTime":3346.66,"body":"really tricky."},{"speaker":"Chris Smith","startTime":3347.65,"endTime":3351.1,"body":"I happen to own a marketing"},{"speaker":"Chris Smith","startTime":3347.65,"endTime":3351.1,"body":"company, I know that most real"},{"speaker":"Chris Smith","startTime":3351.1,"endTime":3353.95,"body":"estate marketing is bad or"},{"speaker":"Chris Smith","startTime":3351.1,"endTime":3353.95,"body":"invisible, it just doesn't"},{"speaker":"Chris Smith","startTime":3353.95,"endTime":3358.72,"body":"happen. So I think being able to"},{"speaker":"Chris Smith","startTime":3353.95,"endTime":3358.72,"body":"go in and say I'm the best agent"},{"speaker":"Chris Smith","startTime":3358.72,"endTime":3362.05,"body":"at marketing that you're"},{"speaker":"Chris Smith","startTime":3358.72,"endTime":3362.05,"body":"interviewing, I know that. So if"},{"speaker":"Chris Smith","startTime":3362.05,"endTime":3367.69,"body":"you care about marketing, you"},{"speaker":"Chris Smith","startTime":3362.05,"endTime":3367.69,"body":"should hire me. If you want the"},{"speaker":"Chris Smith","startTime":3367.69,"endTime":3370.36,"body":"best agent, I'm not the best"},{"speaker":"Chris Smith","startTime":3367.69,"endTime":3370.36,"body":"version does Veronica you know,"},{"speaker":"Chris Smith","startTime":3370.36,"endTime":3373.96,"body":"man, she's on all the"},{"speaker":"Chris Smith","startTime":3370.36,"endTime":3373.96,"body":"billboards. We all know it. But"},{"speaker":"Chris Smith","startTime":3373.96,"endTime":3378.52,"body":"I'm better at marketing than"},{"speaker":"Chris Smith","startTime":3373.96,"endTime":3378.52,"body":"her. Or I'm better at video"},{"speaker":"Chris Smith","startTime":3378.61,"endTime":3383.35,"body":"tours of homes than her right."},{"speaker":"Chris Smith","startTime":3378.61,"endTime":3383.35,"body":"Like, what is the thing that"},{"speaker":"Chris Smith","startTime":3383.35,"endTime":3388.0,"body":"you're the best at and we have a"},{"speaker":"Chris Smith","startTime":3383.35,"endTime":3388.0,"body":"client up in Canada. He's in"},{"speaker":"Chris Smith","startTime":3388.0,"endTime":3392.98,"body":"like, Calgary, I believe. Yeah."},{"speaker":"Chris Smith","startTime":3388.0,"endTime":3392.98,"body":"Yeah, Brad McCollum. He's the"},{"speaker":"Chris Smith","startTime":3392.98,"endTime":3399.52,"body":"number one luxury agent in his"},{"speaker":"Chris Smith","startTime":3392.98,"endTime":3399.52,"body":"market within 24 months. And"},{"speaker":"Chris Smith","startTime":3399.52,"endTime":3403.66,"body":"that shouldn't be possible. But"},{"speaker":"Chris Smith","startTime":3399.52,"endTime":3403.66,"body":"everyone on this call knows that"},{"speaker":"Chris Smith","startTime":3403.66,"endTime":3408.61,"body":"there's like 1000s of really"},{"speaker":"Chris Smith","startTime":3403.66,"endTime":3408.61,"body":"good agents that don't do any"},{"speaker":"Chris Smith","startTime":3408.61,"endTime":3413.8,"body":"really good marketing, you know,"},{"speaker":"Chris Smith","startTime":3408.61,"endTime":3413.8,"body":"so him being able to be number"},{"speaker":"Chris Smith","startTime":3413.8,"endTime":3418.63,"body":"one, because he has ridiculously"},{"speaker":"Chris Smith","startTime":3413.8,"endTime":3418.63,"body":"great videos of listings, the"},{"speaker":"Chris Smith","startTime":3418.63,"endTime":3424.84,"body":"fact that in 2021, making great"},{"speaker":"Chris Smith","startTime":3418.63,"endTime":3424.84,"body":"videos of listings, that one"},{"speaker":"Chris Smith","startTime":3425.14,"endTime":3430.0,"body":"specific thing can bring you to"},{"speaker":"Chris Smith","startTime":3425.14,"endTime":3430.0,"body":"the top of the luxury Martin in"},{"speaker":"Chris Smith","startTime":3430.0,"endTime":3435.25,"body":"Calgary. That's crazy. But the"},{"speaker":"Chris Smith","startTime":3430.0,"endTime":3435.25,"body":"consumer benefit is so specific."},{"speaker":"Chris Smith","startTime":3435.25,"endTime":3439.0,"body":"Kelly, you know what a man."},{"speaker":"Chris Smith","startTime":3435.25,"endTime":3439.0,"body":"Like? Is he's not going in there"},{"speaker":"Chris Smith","startTime":3439.0,"endTime":3442.96,"body":"saying I'm a better negotiator"},{"speaker":"Chris Smith","startTime":3439.0,"endTime":3442.96,"body":"than her. Yeah, hard to"},{"speaker":"Chris Smith","startTime":3442.96,"endTime":3447.31,"body":"quantify. But he can go in there"},{"speaker":"Chris Smith","startTime":3442.96,"endTime":3447.31,"body":"and say we do the best videos."},{"speaker":"Chris Smith","startTime":3447.82,"endTime":3450.04,"body":"And they already know that when"},{"speaker":"Chris Smith","startTime":3447.82,"endTime":3450.04,"body":"he goes there, by the way, his"},{"speaker":"Chris Smith","startTime":3450.04,"endTime":3453.13,"body":"listing appointment, is them"},{"speaker":"Chris Smith","startTime":3450.04,"endTime":3453.13,"body":"saying you should do a shout out"},{"speaker":"Chris Smith","startTime":3453.13,"endTime":3457.12,"body":"the back at six o'clock, because"},{"speaker":"Chris Smith","startTime":3453.13,"endTime":3457.12,"body":"that's when the son says, yeah,"},{"speaker":"Chris Smith","startTime":3457.15,"endTime":3459.64,"body":"that's not an appointment. You"},{"speaker":"Chris Smith","startTime":3457.15,"endTime":3459.64,"body":"know, I mean, that's not a,"},{"speaker":"Chris Smith","startTime":3459.79,"endTime":3465.22,"body":"that's a deal. That's not a"},{"speaker":"Chris Smith","startTime":3459.79,"endTime":3465.22,"body":"pitch. So I think, for me, like"},{"speaker":"Chris Smith","startTime":3465.22,"endTime":3468.55,"body":"I would basically say, don't"},{"speaker":"Chris Smith","startTime":3465.22,"endTime":3468.55,"body":"trip over nickels to pick up"},{"speaker":"Chris Smith","startTime":3468.55,"endTime":3474.16,"body":"pennies, you can still be a real"},{"speaker":"Chris Smith","startTime":3468.55,"endTime":3474.16,"body":"differentiator in your market"},{"speaker":"Chris Smith","startTime":3474.16,"endTime":3478.12,"body":"and get more listings by being"},{"speaker":"Chris Smith","startTime":3474.16,"endTime":3478.12,"body":"really, really, really good at"},{"speaker":"Chris Smith","startTime":3478.12,"endTime":3481.18,"body":"marketing the listings you"},{"speaker":"Chris Smith","startTime":3478.12,"endTime":3481.18,"body":"already have. We have a guy"},{"speaker":"Chris Smith","startTime":3481.18,"endTime":3485.77,"body":"named Joe Herrera in Vegas 200"},{"speaker":"Chris Smith","startTime":3481.18,"endTime":3485.77,"body":"deals a year from Facebook ads,"},{"speaker":"Chris Smith","startTime":3485.8,"endTime":3489.01,"body":"they're all buyer ads, they're"},{"speaker":"Chris Smith","startTime":3485.8,"endTime":3489.01,"body":"all listings that look almost"},{"speaker":"Chris Smith","startTime":3489.01,"endTime":3494.89,"body":"exactly the same. Very, very few"},{"speaker":"Chris Smith","startTime":3489.01,"endTime":3494.89,"body":"of them are even his because he"},{"speaker":"Chris Smith","startTime":3494.89,"endTime":3497.59,"body":"went around to all these listing"},{"speaker":"Chris Smith","startTime":3494.89,"endTime":3497.59,"body":"agents to get all the listings"},{"speaker":"Chris Smith","startTime":3497.59,"endTime":3500.17,"body":"that get all the clicks on"},{"speaker":"Chris Smith","startTime":3497.59,"endTime":3500.17,"body":"Facebook and said, Can I have"},{"speaker":"Chris Smith","startTime":3500.17,"endTime":3502.66,"body":"your permission to market your"},{"speaker":"Chris Smith","startTime":3500.17,"endTime":3502.66,"body":"listing on our page? It's really"},{"speaker":"Chris Smith","startTime":3502.66,"endTime":3506.53,"body":"popular people love our page."},{"speaker":"Chris Smith","startTime":3502.66,"endTime":3506.53,"body":"Sure, sure. Sure. You know what"},{"speaker":"Chris Smith","startTime":3506.53,"endTime":3512.47,"body":"I mean? So just being the best"},{"speaker":"Chris Smith","startTime":3506.53,"endTime":3512.47,"body":"at Facebook ads for listings."},{"speaker":"Chris Smith","startTime":3513.1,"endTime":3516.88,"body":"Put Joe Harar and Taylor in"},{"speaker":"Chris Smith","startTime":3513.1,"endTime":3516.88,"body":"another stratosphere just being"},{"speaker":"Chris Smith","startTime":3516.88,"endTime":3521.32,"body":"the best at video took Brad"},{"speaker":"Chris Smith","startTime":3516.88,"endTime":3521.32,"body":"McCollum you know, pretty high"},{"speaker":"Chris Smith","startTime":3521.32,"endTime":3525.91,"body":"up on the totem pole very"},{"speaker":"Chris Smith","startTime":3521.32,"endTime":3525.91,"body":"quickly. So even though there's"},{"speaker":"Chris Smith","startTime":3525.91,"endTime":3529.66,"body":"more agents than ever and more"},{"speaker":"Chris Smith","startTime":3525.91,"endTime":3529.66,"body":"competition than ever and more"},{"speaker":"Chris Smith","startTime":3529.66,"endTime":3533.5,"body":"pressure than ever, it is"},{"speaker":"Chris Smith","startTime":3529.66,"endTime":3533.5,"body":"actually still very easy to"},{"speaker":"Chris Smith","startTime":3533.5,"endTime":3539.59,"body":"stand out. So I think what"},{"speaker":"Chris Smith","startTime":3533.5,"endTime":3539.59,"body":"you're saying is maybe what"},{"speaker":"Chris Smith","startTime":3539.59,"endTime":3544.33,"body":"you're recommending, not to try"},{"speaker":"Chris Smith","startTime":3539.59,"endTime":3544.33,"body":"and be great at every aspect of"},{"speaker":"Chris Smith","startTime":3544.36,"endTime":3547.84,"body":"say real estate or find"},{"speaker":"Chris Smith","startTime":3544.36,"endTime":3547.84,"body":"something that you are really"},{"speaker":"Chris Smith","startTime":3547.84,"endTime":3551.23,"body":"good at that will allow you to"},{"speaker":"Chris Smith","startTime":3547.84,"endTime":3551.23,"body":"stand out and quantify the shit"},{"speaker":"Chris Smith","startTime":3551.23,"endTime":3555.1,"body":"out of that. Yeah, we have the"},{"speaker":"Chris Smith","startTime":3551.23,"endTime":3555.1,"body":"most subscribers on our channel,"},{"speaker":"Chris Smith","startTime":3555.1,"endTime":3559.45,"body":"we get the most views we get the"},{"speaker":"Chris Smith","startTime":3555.1,"endTime":3559.45,"body":"most, you know, visitors looking"},{"speaker":"Chris Smith","startTime":3559.45,"endTime":3563.92,"body":"for x like, you can quantify it."},{"speaker":"Chris Smith","startTime":3559.45,"endTime":3563.92,"body":"It's, it's critically important."},{"speaker":"Chris Smith","startTime":3564.37,"endTime":3567.73,"body":"Yeah. And for some people, it"},{"speaker":"Chris Smith","startTime":3564.37,"endTime":3567.73,"body":"could be the most five star"},{"speaker":"Chris Smith","startTime":3567.73,"endTime":3571.66,"body":"reviews. But like if no one else"},{"speaker":"Chris Smith","startTime":3567.73,"endTime":3571.66,"body":"can say that and you can say it,"},{"speaker":"Chris Smith","startTime":3571.66,"endTime":3574.15,"body":"you should say it everywhere. So"},{"speaker":"Chris Smith","startTime":3571.66,"endTime":3574.15,"body":"yeah, something that's"},{"speaker":"Chris Smith","startTime":3574.15,"endTime":3578.74,"body":"quantifiable, and there's only"},{"speaker":"Chris Smith","startTime":3574.15,"endTime":3578.74,"body":"so many things that people care"},{"speaker":"Chris Smith","startTime":3578.74,"endTime":3581.71,"body":"about, you know, when they list"},{"speaker":"Chris Smith","startTime":3578.74,"endTime":3581.71,"body":"their home with you. And then"},{"speaker":"Chris Smith","startTime":3581.71,"endTime":3584.35,"body":"within the marketing world,"},{"speaker":"Chris Smith","startTime":3581.71,"endTime":3584.35,"body":"there's only so many things"},{"speaker":"Chris Smith","startTime":3584.35,"endTime":3590.53,"body":"right. But if if you came to me"},{"speaker":"Chris Smith","startTime":3584.35,"endTime":3590.53,"body":"and said look at this Instagram"},{"speaker":"Chris Smith","startTime":3590.53,"endTime":3593.26,"body":"account that we created for"},{"speaker":"Chris Smith","startTime":3590.53,"endTime":3593.26,"body":"people that love homes in"},{"speaker":"Chris Smith","startTime":3593.26,"endTime":3598.93,"body":"Calgary, we have 220,000"},{"speaker":"Chris Smith","startTime":3593.26,"endTime":3598.93,"body":"followers. That alone might be"},{"speaker":"Chris Smith","startTime":3598.93,"endTime":3601.72,"body":"compelling enough to be like"},{"speaker":"Chris Smith","startTime":3598.93,"endTime":3601.72,"body":"because remember everything else"},{"speaker":"Chris Smith","startTime":3601.72,"endTime":3607.39,"body":"people perceive as even. Anyway,"},{"speaker":"Chris Smith","startTime":3601.72,"endTime":3607.39,"body":"you're all kind of the same open"},{"speaker":"Chris Smith","startTime":3607.39,"endTime":3611.32,"body":"house just listed just sold"},{"speaker":"Chris Smith","startTime":3607.39,"endTime":3611.32,"body":"website home search Market"},{"speaker":"Chris Smith","startTime":3611.32,"endTime":3615.79,"body":"Report. CMA, you know, I mean, a"},{"speaker":"Chris Smith","startTime":3611.32,"endTime":3615.79,"body":"lot of what you guys do is the"},{"speaker":"Chris Smith","startTime":3615.79,"endTime":3619.87,"body":"same. What is that one thing"},{"speaker":"Chris Smith","startTime":3615.79,"endTime":3619.87,"body":"that's going to pop out. And it"},{"speaker":"Chris Smith","startTime":3619.87,"endTime":3622.6,"body":"could be a Facebook page. It"},{"speaker":"Chris Smith","startTime":3619.87,"endTime":3622.6,"body":"could be videos, it could be"},{"speaker":"Chris Smith","startTime":3622.6,"endTime":3628.81,"body":"Instagram. You know the video"},{"speaker":"Chris Smith","startTime":3622.6,"endTime":3628.81,"body":"that went viral about Zillow was"},{"speaker":"Chris Smith","startTime":3628.81,"endTime":3632.74,"body":"on Tik Tok. You know, the guy"},{"speaker":"Chris Smith","startTime":3628.81,"endTime":3632.74,"body":"talking about the the sort of"},{"speaker":"Chris Smith","startTime":3632.77,"endTime":3637.03,"body":"ibuyer conspiracy to drive"},{"speaker":"Chris Smith","startTime":3632.77,"endTime":3637.03,"body":"prices up. That was a tick tock"},{"speaker":"Chris Smith","startTime":3637.03,"endTime":3641.92,"body":"video. Like, he's really big on"},{"speaker":"Chris Smith","startTime":3637.03,"endTime":3641.92,"body":"tick tock, he's not really big"},{"speaker":"Chris Smith","startTime":3641.95,"endTime":3644.83,"body":"anywhere else. That's all he"},{"speaker":"Chris Smith","startTime":3641.95,"endTime":3644.83,"body":"needs to be just that sort of"},{"speaker":"Chris Smith","startTime":3644.83,"endTime":3649.48,"body":"one place that he can own. So I"},{"speaker":"Chris Smith","startTime":3644.83,"endTime":3649.48,"body":"would do a little recon, but for"},{"speaker":"Chris Smith","startTime":3649.48,"endTime":3653.89,"body":"me, I'll be looking at YouTube"},{"speaker":"Chris Smith","startTime":3649.48,"endTime":3653.89,"body":"really closely because YouTube"},{"speaker":"Chris Smith","startTime":3653.89,"endTime":3658.96,"body":"is wide open when it comes to"},{"speaker":"Chris Smith","startTime":3653.89,"endTime":3658.96,"body":"YouTube ads, and nobody's doing"},{"speaker":"Chris Smith","startTime":3658.96,"endTime":3661.84,"body":"them. So not only can you get"},{"speaker":"Chris Smith","startTime":3658.96,"endTime":3661.84,"body":"the benefit that people"},{"speaker":"Chris Smith","startTime":3661.84,"endTime":3664.93,"body":"obviously love videos of their"},{"speaker":"Chris Smith","startTime":3661.84,"endTime":3664.93,"body":"homes, you also get the benefit"},{"speaker":"Chris Smith","startTime":3664.93,"endTime":3670.96,"body":"that hardly any agents are doing"},{"speaker":"Chris Smith","startTime":3664.93,"endTime":3670.96,"body":"any ads at all on YouTube. And"},{"speaker":"Chris Smith","startTime":3670.96,"endTime":3673.51,"body":"you could really own that one"},{"speaker":"Chris Smith","startTime":3670.96,"endTime":3673.51,"body":"little space."},{"speaker":"Voiceover","startTime":3675.07,"endTime":3678.85,"body":"Thanks for listening."},{"speaker":"Voiceover","startTime":3675.07,"endTime":3678.85,"body":"Make sure to follow or subscribe"},{"speaker":"Voiceover","startTime":3678.85,"endTime":3682.69,"body":"to the SUCCESS Coaching Podcast"},{"speaker":"Voiceover","startTime":3678.85,"endTime":3682.69,"body":"and like us on Facebook at"},{"speaker":"Voiceover","startTime":3682.69,"endTime":3684.58,"body":"Success Magazine Coaching."}]}