{"version":"1.0.0","segments":[{"startTime":0.03,"endTime":3.06,"body":"Welcome everybody to the"},{"startTime":0.03,"endTime":3.06,"body":"weekly probate mastery"},{"startTime":3.09,"endTime":5.19,"body":"group coaching call and"},{"startTime":3.09,"endTime":5.19,"body":"these state professionals"},{"startTime":5.19,"endTime":6.57,"body":"mastermind podcast."},{"startTime":6.766,"endTime":8.056,"body":"Zac, nice to see you, man."},{"startTime":8.116,"endTime":9.466,"body":"I haven't seen"},{"startTime":8.116,"endTime":9.466,"body":"that name in a bit."},{"startTime":9.526,"endTime":10.246,"body":"Thanks for coming."},{"startTime":10.313,"endTime":12.143,"body":"And then Jim, this"},{"startTime":10.313,"endTime":12.143,"body":"is your first call."},{"startTime":12.449,"endTime":16.389,"body":"Bill Gross, glad to see we won"},{"startTime":12.449,"endTime":16.389,"body":"out over the pool one more time."},{"startTime":16.599,"endTime":19.689,"body":"We might not be the best thing"},{"startTime":16.599,"endTime":19.689,"body":"for your diet and exercise plan,"},{"startTime":19.689,"endTime":20.979,"body":"but we like having you here."},{"startTime":21.429,"endTime":21.939,"body":"I know that."},{"startTime":22.149,"endTime":23.739,"body":"And we go walking"},{"startTime":22.149,"endTime":23.739,"body":"at 1230 actually."},{"startTime":23.739,"endTime":25.059,"body":"So I go for power walk the mic."},{"startTime":25.149,"endTime":26.909,"body":"Well, yeah, I just"},{"startTime":25.149,"endTime":26.909,"body":"finished mine, so that's"},{"startTime":26.949,"endTime":28.149,"body":"a nice day in Virginia."},{"startTime":28.599,"endTime":31.539,"body":"Okay, so a little bit of"},{"startTime":28.599,"endTime":31.539,"body":"housekeeping this week."},{"startTime":31.639,"endTime":36.149,"body":"If you haven't noticed already,"},{"startTime":31.639,"endTime":36.149,"body":"Katt released a CPE template"},{"startTime":36.149,"endTime":40.183,"body":"that'll help you make CPE photos"},{"startTime":36.149,"endTime":40.183,"body":"specifically for social media,"},{"startTime":40.183,"endTime":42.733,"body":"but also for your postcards"},{"startTime":40.183,"endTime":42.733,"body":"letters, things like that."},{"startTime":42.899,"endTime":45.509,"body":"It's just a really simple Canva"},{"startTime":42.899,"endTime":45.509,"body":"template that you can use and"},{"startTime":45.599,"endTime":47.129,"body":"literally drag your picture in."},{"startTime":47.129,"endTime":49.829,"body":"And she has made all the"},{"startTime":47.129,"endTime":49.829,"body":"other design elements, so"},{"startTime":49.829,"endTime":51.209,"body":"it will actually auto crop."},{"startTime":51.239,"endTime":54.209,"body":"Graphic design is not my"},{"startTime":51.239,"endTime":54.209,"body":"strong suit and I'm guessing"},{"startTime":54.209,"endTime":55.259,"body":"I'm not the only one."},{"startTime":55.259,"endTime":57.793,"body":"So, that can be found"},{"startTime":55.259,"endTime":57.793,"body":"in the Facebook group"},{"startTime":57.923,"endTime":59.023,"body":"probate mastery Alumni."},{"startTime":59.213,"endTime":63.583,"body":"It's also included in session"},{"startTime":59.213,"endTime":63.583,"body":"three of the actual course so"},{"startTime":63.583,"endTime":66.193,"body":"when you take the course, Jim,"},{"startTime":63.583,"endTime":66.193,"body":"I think you're relatively new."},{"startTime":66.193,"endTime":67.123,"body":"You haven't finished yet."},{"startTime":67.123,"endTime":68.893,"body":"So when you get in session"},{"startTime":67.123,"endTime":68.893,"body":"three, you'll be able to"},{"startTime":68.893,"endTime":73.583,"body":"actually download the logos,"},{"startTime":68.893,"endTime":73.583,"body":"but also simply drag a photo"},{"startTime":73.593,"endTime":74.903,"body":"and have yours already made."},{"startTime":74.903,"endTime":77.273,"body":"So, something cool that"},{"startTime":74.903,"endTime":77.273,"body":"Katt did this week."},{"startTime":77.619,"endTime":79.779,"body":"Other than that,"},{"startTime":77.619,"endTime":79.779,"body":"guys, I'm ready!"},{"startTime":79.839,"endTime":80.469,"body":"I'm here for you."},{"startTime":80.469,"endTime":81.249,"body":"How can I help today?"},{"startTime":81.666,"endTime":83.071,"body":"Zac, you've been out"},{"startTime":81.666,"endTime":83.071,"body":"there doing deals."},{"startTime":83.071,"endTime":83.611,"body":"How's it going?"},{"startTime":84.086,"endTime":86.611,"body":"Business has been, pretty"},{"startTime":84.086,"endTime":86.611,"body":"good from the probate side"},{"startTime":86.611,"endTime":90.321,"body":"of things, a little quieter"},{"startTime":86.611,"endTime":90.321,"body":"here recently I think part"},{"startTime":90.321,"endTime":93.127,"body":"of, that's just a lack of"},{"startTime":90.321,"endTime":93.127,"body":"phone calls in all honesty."},{"startTime":93.307,"endTime":95.617,"body":"That's always been one of my"},{"startTime":93.307,"endTime":95.617,"body":"struggles, just making more"},{"startTime":95.617,"endTime":99.417,"body":"of those calls, but I've found"},{"startTime":95.617,"endTime":99.417,"body":"that I've been helping a lot of"},{"startTime":99.417,"endTime":102.267,"body":"people in the office throughout"},{"startTime":99.417,"endTime":102.267,"body":"the probate niche as well,"},{"startTime":102.267,"endTime":105.607,"body":"which is it's been nice because"},{"startTime":102.267,"endTime":105.607,"body":"percentage here, percentage"},{"startTime":105.607,"endTime":108.277,"body":"there and I've become the"},{"startTime":105.607,"endTime":108.277,"body":"go-to for that type of thing."},{"startTime":108.277,"endTime":110.974,"body":"So I certainly appreciate"},{"startTime":108.277,"endTime":110.974,"body":"you and everybody else"},{"startTime":110.974,"endTime":112.234,"body":"for sharing the ideas."},{"startTime":112.264,"endTime":114.684,"body":"And I've also brought on"},{"startTime":112.264,"endTime":114.684,"body":"another team member I've"},{"startTime":114.684,"endTime":117.454,"body":"been through the ISA piece"},{"startTime":114.684,"endTime":117.454,"body":"and I can't get one to hit."},{"startTime":117.799,"endTime":118.609,"body":"It's tough, man."},{"startTime":118.714,"endTime":120.604,"body":"It takes it's."},{"startTime":120.614,"endTime":121.204,"body":"I don't know."},{"startTime":121.234,"endTime":124.497,"body":"I mean, Even when you get"},{"startTime":121.234,"endTime":124.497,"body":"one to hit it can last three"},{"startTime":124.497,"endTime":127.257,"body":"months or three years, but"},{"startTime":124.497,"endTime":127.257,"body":"they almost always turn"},{"startTime":127.257,"endTime":128.307,"body":"into your competition."},{"startTime":129.037,"endTime":132.127,"body":"And it seems like, okay, if I"},{"startTime":129.037,"endTime":132.127,"body":"make 20 calls, I get something."},{"startTime":132.661,"endTime":135.267,"body":"If they make 200 calls,"},{"startTime":132.661,"endTime":135.267,"body":"they get something."},{"startTime":135.492,"endTime":137.352,"body":"And they bang everybody"},{"startTime":135.492,"endTime":137.352,"body":"up in the process."},{"startTime":137.802,"endTime":138.102,"body":"Yep."},{"startTime":139.256,"endTime":141.746,"body":"Did you watch the, the"},{"startTime":139.256,"endTime":141.746,"body":"ask the expert that we"},{"startTime":141.746,"endTime":143.612,"body":"did with the ISA expert?"},{"startTime":143.612,"endTime":143.792,"body":"Yes."},{"startTime":144.416,"endTime":144.866,"body":"Okay."},{"startTime":144.926,"endTime":147.116,"body":"So we talked about some"},{"startTime":144.926,"endTime":147.116,"body":"of those struggles and why"},{"startTime":147.116,"endTime":148.706,"body":"those services even exist."},{"startTime":148.706,"endTime":150.889,"body":"It's because it's really"},{"startTime":148.706,"endTime":150.889,"body":"the same for all of us."},{"startTime":150.889,"endTime":153.179,"body":"What  we are capable of"},{"startTime":150.889,"endTime":153.179,"body":"on the phones, it's really"},{"startTime":153.179,"endTime":155.489,"body":"hard to get somebody that"},{"startTime":153.179,"endTime":155.489,"body":"can work at that level."},{"startTime":155.779,"endTime":158.209,"body":"I don't know if you"},{"startTime":155.779,"endTime":158.209,"body":"remember Sam Bingham, name"},{"startTime":158.209,"endTime":159.109,"body":"doesn't sound familiar."},{"startTime":159.419,"endTime":162.269,"body":"She's probably in estate"},{"startTime":159.419,"endTime":162.269,"body":"professionals mastermind and,"},{"startTime":162.329,"endTime":163.919,"body":"and the other Facebook groups."},{"startTime":164.012,"endTime":166.442,"body":"Sam was playing in the ISA role."},{"startTime":166.442,"endTime":170.419,"body":"She was a licensed ISA in an"},{"startTime":166.442,"endTime":170.419,"body":"office in Richmond, Virginia."},{"startTime":170.869,"endTime":172.369,"body":"And she did really well."},{"startTime":172.499,"endTime":174.599,"body":"You might try to connect"},{"startTime":172.499,"endTime":174.599,"body":"with her and see if you can"},{"startTime":174.599,"endTime":177.509,"body":"get ideas, but ultimately"},{"startTime":174.599,"endTime":177.509,"body":"we just have to find times."},{"startTime":177.509,"endTime":179.669,"body":"And David Pannell's not here"},{"startTime":177.509,"endTime":179.669,"body":"yet, but I know what his"},{"startTime":179.669,"endTime":182.197,"body":"advice to you is just find"},{"startTime":179.669,"endTime":182.197,"body":"time to make your calls!"},{"startTime":182.197,"endTime":182.309,"body":"Make the calls!"},{"startTime":182.309,"endTime":185.409,"body":"And and it, man, I'll tell"},{"startTime":182.309,"endTime":185.409,"body":"ya, that's the same conclusion"},{"startTime":185.409,"endTime":186.579,"body":"I always came back to."},{"startTime":186.789,"endTime":188.289,"body":"I tried to have"},{"startTime":186.789,"endTime":188.289,"body":"assistants do it."},{"startTime":188.289,"endTime":190.659,"body":"I tried to outsource"},{"startTime":188.289,"endTime":190.659,"body":"it to ISA companies."},{"startTime":191.019,"endTime":194.166,"body":"It's just, I never got the"},{"startTime":191.019,"endTime":194.166,"body":"same result as if I just"},{"startTime":194.206,"endTime":196.476,"body":"had the discipline to block"},{"startTime":194.206,"endTime":196.476,"body":"the calendar and do it."},{"startTime":196.836,"endTime":199.566,"body":"It's weird though, because when"},{"startTime":196.836,"endTime":199.566,"body":"you make the calls, money's"},{"startTime":199.566,"endTime":201.936,"body":"on the other end, you're"},{"startTime":199.566,"endTime":201.936,"body":"helping people and money's on"},{"startTime":201.936,"endTime":202.806,"body":"the other end of the phone."},{"startTime":202.806,"endTime":204.952,"body":"It feels good, but"},{"startTime":202.806,"endTime":204.952,"body":"you still don't make"},{"startTime":204.952,"endTime":205.792,"body":"enough of those calls."},{"startTime":205.852,"endTime":209.169,"body":"So it's, it's an interesting"},{"startTime":205.852,"endTime":209.169,"body":"paradigm, like in real"},{"startTime":209.169,"endTime":210.069,"body":"estate in general."},{"startTime":210.069,"endTime":212.656,"body":"And I found the calls"},{"startTime":210.069,"endTime":212.656,"body":"I was most apprehensive"},{"startTime":212.656,"endTime":213.926,"body":"to make were the FSBOs."},{"startTime":213.952,"endTime":215.062,"body":"Probate was like easy."},{"startTime":215.062,"endTime":217.522,"body":"I was, I actually looked"},{"startTime":215.062,"endTime":217.522,"body":"forward to those conversations."},{"startTime":217.522,"endTime":220.102,"body":"FSBO for me was"},{"startTime":217.522,"endTime":220.102,"body":"like, ah, here we go."},{"startTime":220.259,"endTime":221.249,"body":"I'm going to line you up."},{"startTime":221.249,"endTime":223.289,"body":"And I'm going to interview"},{"startTime":221.249,"endTime":223.289,"body":"interview five agents and"},{"startTime":223.289,"endTime":225.329,"body":"I'm going to choose the one"},{"startTime":223.289,"endTime":225.329,"body":"that's best for me or read"},{"startTime":225.329,"endTime":227.489,"body":"between the lines, the one"},{"startTime":225.329,"endTime":227.489,"body":"I can whittle down on price."},{"startTime":227.509,"endTime":229.819,"body":"And those were like"},{"startTime":227.509,"endTime":229.819,"body":"the worst calls."},{"startTime":229.849,"endTime":234.139,"body":"I was more apprehensive on FSBOs"},{"startTime":229.849,"endTime":234.139,"body":"than divorce or pre-foreclosure."},{"startTime":234.739,"endTime":237.199,"body":"So it, we, we all have"},{"startTime":234.739,"endTime":237.199,"body":"our Achilles heels."},{"startTime":237.424,"endTime":240.644,"body":"Bill Gross,  you stand as a"},{"startTime":237.424,"endTime":240.644,"body":"great example in this community"},{"startTime":240.644,"endTime":243.884,"body":"and you're consistently getting"},{"startTime":240.644,"endTime":243.884,"body":"three to four deals a month."},{"startTime":244.053,"endTime":246.393,"body":"Let's talk about what days you"},{"startTime":244.053,"endTime":246.393,"body":"don't want to make calls and"},{"startTime":246.393,"endTime":247.773,"body":"how you, how you get that done."},{"startTime":248.223,"endTime":251.746,"body":"Well, I will say that as"},{"startTime":248.223,"endTime":251.746,"body":"a result of working your"},{"startTime":251.746,"endTime":255.106,"body":"program diligently, and"},{"startTime":251.746,"endTime":255.106,"body":"after spending over a year,"},{"startTime":255.343,"endTime":257.503,"body":"three hours a day, minimum"},{"startTime":255.343,"endTime":257.503,"body":"every day lead-generating,"},{"startTime":257.563,"endTime":260.623,"body":"physically going to court,"},{"startTime":257.563,"endTime":260.623,"body":"I don't do that anymore."},{"startTime":260.843,"endTime":264.023,"body":"I've leveraged my expertise"},{"startTime":260.843,"endTime":264.023,"body":"and success and the vision"},{"startTime":264.023,"endTime":266.363,"body":"that I developed when I"},{"startTime":264.023,"endTime":266.363,"body":"started with marketing to"},{"startTime":266.363,"endTime":267.623,"body":"where more people call me."},{"startTime":267.713,"endTime":271.803,"body":"Even, that's still hard to call"},{"startTime":267.713,"endTime":271.803,"body":"people and pre-qualify them and"},{"startTime":272.263,"endTime":273.243,"body":"there's still 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phone"},{"startTime":288.683,"endTime":292.023,"body":"and frankly, I closed 42"},{"startTime":292.023,"endTime":294.873,"body":"sides last year, and about"},{"startTime":292.023,"endTime":294.873,"body":"35 or 40 year before."},{"startTime":294.903,"endTime":296.823,"body":"I very rarely go to the house."},{"startTime":297.048,"endTime":299.538,"body":"I've only really gone to meet"},{"startTime":297.048,"endTime":299.538,"body":"the client with a husband and"},{"startTime":299.538,"endTime":302.335,"body":"sat down the kitchen with the"},{"startTime":299.538,"endTime":302.335,"body":"documents once a year in the"},{"startTime":302.335,"endTime":303.985,"body":"last two years, I hate doing it."},{"startTime":304.208,"endTime":306.488,"body":"So today at four o'clock, I've"},{"startTime":304.208,"endTime":306.488,"body":"got to put a suit on a drive"},{"startTime":306.488,"endTime":309.551,"body":"an hour away and sit down with"},{"startTime":306.488,"endTime":309.551,"body":"him for $1.8 million listing."},{"startTime":309.551,"endTime":311.471,"body":"And I know it sounds"},{"startTime":309.551,"endTime":311.471,"body":"like I'm complaining."},{"startTime":311.471,"endTime":312.695,"body":"I mean, That's, what's"},{"startTime":311.471,"endTime":312.695,"body":"going on my head, right?"},{"startTime":312.935,"endTime":313.205,"body":"Right."},{"startTime":313.205,"endTime":315.405,"body":"I have to fight that urge to"},{"startTime":313.205,"endTime":315.405,"body":"say, well, can't I just get"},{"startTime":315.425,"endTime":316.565,"body":"them to sign electronically?"},{"startTime":316.565,"endTime":319.668,"body":"And, and, and that's just,"},{"startTime":316.565,"endTime":319.668,"body":"no, in this case, you know,"},{"startTime":319.668,"endTime":320.478,"body":"I've got to do the work."},{"startTime":320.508,"endTime":323.838,"body":"And so I want the result"},{"startTime":320.508,"endTime":323.838,"body":"more than I want to be lazy."},{"startTime":323.838,"endTime":324.858,"body":"So I'll, I'll do the work."},{"startTime":324.858,"endTime":326.658,"body":"So I think we all have"},{"startTime":324.858,"endTime":326.658,"body":"our demons and we all"},{"startTime":326.658,"endTime":328.699,"body":"have our challenges, what"},{"startTime":326.658,"endTime":328.699,"body":"we're supposed to do when"},{"startTime":328.699,"endTime":329.509,"body":"we don't want to do it."},{"startTime":329.749,"endTime":331.789,"body":"The question is, do you do"},{"startTime":329.749,"endTime":331.789,"body":"what you're supposed to do"},{"startTime":331.789,"endTime":332.599,"body":"when you don't want to do it?"},{"startTime":332.828,"endTime":334.988,"body":"And that's what makes us"},{"startTime":332.828,"endTime":334.988,"body":"successful in every area"},{"startTime":334.988,"endTime":337.408,"body":"of our life, whether it be"},{"startTime":334.988,"endTime":337.408,"body":"relationships or whether"},{"startTime":337.408,"endTime":340.184,"body":"it be business or personal"},{"startTime":337.408,"endTime":340.184,"body":"growth, it's all about doing"},{"startTime":340.184,"endTime":340.724,"body":"what you're supposed to do."},{"startTime":340.754,"endTime":340.904,"body":"Now."},{"startTime":340.954,"endTime":342.774,"body":"I get people don't want to"},{"startTime":340.954,"endTime":342.774,"body":"make phone calls, but until"},{"startTime":342.774,"endTime":345.204,"body":"you have more leads coming in"},{"startTime":342.774,"endTime":345.204,"body":"than you can handle, there's"},{"startTime":345.204,"endTime":346.074,"body":"nothing else you can do."},{"startTime":346.254,"endTime":346.614,"body":"Right."},{"startTime":346.684,"endTime":349.654,"body":"I leveraged all the people"},{"startTime":346.684,"endTime":349.654,"body":"I met with marketing."},{"startTime":349.654,"endTime":351.934,"body":"I didn't just one day"},{"startTime":349.654,"endTime":351.934,"body":"start spending money."},{"startTime":351.934,"endTime":355.004,"body":"I had built a database and"},{"startTime":351.934,"endTime":355.004,"body":"it's still the things I do"},{"startTime":355.004,"endTime":357.054,"body":"that I don't really want"},{"startTime":355.004,"endTime":357.054,"body":"to do that I do because I"},{"startTime":357.054,"endTime":358.194,"body":"have to, to be successful."},{"startTime":358.308,"endTime":361.091,"body":"I'm going to make a book"},{"startTime":358.308,"endTime":361.091,"body":"recommendation, Um, angela"},{"startTime":361.121,"endTime":364.151,"body":"Duckworth is the author and"},{"startTime":361.121,"endTime":364.151,"body":"the name of the book is grit."},{"startTime":364.21,"endTime":366.31,"body":"And Angela, if you ever"},{"startTime":364.21,"endTime":366.31,"body":"watched this, I'm sorry,"},{"startTime":366.31,"endTime":368.74,"body":"but your publisher knows it"},{"startTime":366.31,"endTime":368.74,"body":"should have been a blog post."},{"startTime":369.19,"endTime":370.57,"body":"A really good message."},{"startTime":370.64,"endTime":373.7,"body":"A really good, it teaches"},{"startTime":370.64,"endTime":373.7,"body":"you, the bonds, what"},{"startTime":373.7,"endTime":376.13,"body":"grit is and teaches you"},{"startTime":373.7,"endTime":376.13,"body":"how to build that habit."},{"startTime":376.16,"endTime":378.744,"body":"That's one of the things that"},{"startTime":376.16,"endTime":378.744,"body":"when I was being recruited"},{"startTime":378.744,"endTime":380.904,"body":"in the law enforcement,"},{"startTime":378.744,"endTime":380.904,"body":"in the military, everyone"},{"startTime":380.904,"endTime":383.154,"body":"tells you how much they love"},{"startTime":380.904,"endTime":383.154,"body":"West Virginia farm boys."},{"startTime":383.304,"endTime":384.264,"body":"Cause we grew up hard."},{"startTime":384.264,"endTime":385.734,"body":"Like we had to be resourceful."},{"startTime":385.764,"endTime":386.904,"body":"We had to figure it out."},{"startTime":386.934,"endTime":387.804,"body":"There was no quitting."},{"startTime":387.804,"endTime":388.944,"body":"There was no delegating."},{"startTime":388.944,"endTime":389.784,"body":"There was no help."},{"startTime":389.839,"endTime":391.879,"body":"You figure out how to"},{"startTime":389.839,"endTime":391.879,"body":"fix what broke down and"},{"startTime":391.879,"endTime":392.719,"body":"do it with no money."},{"startTime":392.766,"endTime":395.796,"body":"So the military loves"},{"startTime":392.766,"endTime":395.796,"body":"people with grit and"},{"startTime":395.796,"endTime":398.036,"body":"farms are really good at"},{"startTime":395.796,"endTime":398.036,"body":"turning out gritty people."},{"startTime":398.356,"endTime":400.936,"body":"But it's incredibly"},{"startTime":398.356,"endTime":400.936,"body":"difficult to teach."},{"startTime":400.966,"endTime":403.946,"body":"I think Angela Duckworth"},{"startTime":400.966,"endTime":403.946,"body":"would stand as the"},{"startTime":403.966,"endTime":405.226,"body":"expert in that space."},{"startTime":405.226,"endTime":407.536,"body":"As far as the content creator,"},{"startTime":405.226,"endTime":407.536,"body":"something I could point you"},{"startTime":407.536,"endTime":409.756,"body":"to, but if you need something"},{"startTime":407.536,"endTime":409.756,"body":"that, if you just want to"},{"startTime":409.756,"endTime":412.516,"body":"refresh that in your mind and"},{"startTime":409.756,"endTime":412.516,"body":"kind of challenge yourself to"},{"startTime":412.516,"endTime":415.313,"body":"be a little more gritty and"},{"startTime":412.516,"endTime":415.313,"body":"persevere through some time."},{"startTime":415.343,"endTime":418.703,"body":"Now, what I would say is, I'm"},{"startTime":415.343,"endTime":418.703,"body":"falling short on the author"},{"startTime":418.813,"endTime":420.223,"body":"might've been Simon Sineck."},{"startTime":420.253,"endTime":422.473,"body":"Willpower doesn't"},{"startTime":420.253,"endTime":422.473,"body":"work is another book"},{"startTime":422.473,"endTime":423.433,"body":"that's counter to that."},{"startTime":423.559,"endTime":425.803,"body":"So you've got to find a balance."},{"startTime":425.853,"endTime":428.793,"body":"If you just use willpower to"},{"startTime":425.853,"endTime":428.793,"body":"force your way through things,"},{"startTime":428.793,"endTime":431.783,"body":"that'll eventually chew you"},{"startTime":428.793,"endTime":431.783,"body":"up and spit you out, but we"},{"startTime":431.783,"endTime":434.993,"body":"can, we can use willpower"},{"startTime":431.783,"endTime":434.993,"body":"in short bursts to develop."},{"startTime":435.113,"endTime":435.413,"body":"Yeah."},{"startTime":435.443,"endTime":437.003,"body":"Kat, thank you"},{"startTime":435.443,"endTime":437.003,"body":"for backing me up."},{"startTime":437.053,"endTime":438.943,"body":"Ben Hardy actually wrote that."},{"startTime":439.143,"endTime":440.853,"body":"But those are a couple of books."},{"startTime":440.913,"endTime":444.123,"body":"So willpower doesn't work"},{"startTime":440.913,"endTime":444.123,"body":"is a bit of an opposing"},{"startTime":444.123,"endTime":446.883,"body":"view, but grit by Angela"},{"startTime":444.123,"endTime":446.883,"body":"Duckworth is another."},{"startTime":447.231,"endTime":449.601,"body":"If I can add to other"},{"startTime":447.231,"endTime":449.601,"body":"resources, because I think"},{"startTime":450.261,"endTime":451.491,"body":"two resources, I watch a lot."},{"startTime":451.491,"endTime":453.711,"body":"Our wall street journal"},{"startTime":451.491,"endTime":453.711,"body":"does interviews with various"},{"startTime":454.253,"endTime":457.49,"body":"popular culture people,"},{"startTime":454.253,"endTime":457.49,"body":"like they'll interview, pit"},{"startTime":457.49,"endTime":458.874,"body":"bull, the musician, right?"},{"startTime":459.174,"endTime":460.794,"body":"And you think of"},{"startTime":459.174,"endTime":460.794,"body":"maybe as frivolous or"},{"startTime":460.794,"endTime":461.724,"body":"he's a party animal."},{"startTime":461.756,"endTime":463.256,"body":"He is a sharp businessman."},{"startTime":463.706,"endTime":466.916,"body":"And what you learned is there,"},{"startTime":463.706,"endTime":466.916,"body":"success is years and years and"},{"startTime":466.916,"endTime":468.506,"body":"years of leveraged hard work."},{"startTime":469.056,"endTime":471.316,"body":"And the other one is grant"},{"startTime":469.056,"endTime":471.316,"body":"Cardone's growth con."},{"startTime":471.346,"endTime":472.876,"body":"He just finished 2022."},{"startTime":473.386,"endTime":475.186,"body":"You can buy the 21"},{"startTime":473.386,"endTime":475.186,"body":"and 20 really cheap."},{"startTime":475.186,"endTime":479.026,"body":"And he interviews again, some"},{"startTime":475.186,"endTime":479.026,"body":"big pop icon, culture, rap"},{"startTime":479.026,"endTime":481.636,"body":"artists, people I don't really"},{"startTime":479.026,"endTime":481.636,"body":"care for in terms of their art,"},{"startTime":482.236,"endTime":483.796,"body":"but they're savvy business."},{"startTime":483.796,"endTime":487.906,"body":"People who have a plan and work"},{"startTime":483.796,"endTime":487.906,"body":"it continuously push through it."},{"startTime":488.446,"endTime":490.036,"body":"And I think you need to put"},{"startTime":488.446,"endTime":490.036,"body":"it in your head, the opposite"},{"startTime":490.036,"endTime":492.652,"body":"of culture today, the culture"},{"startTime":490.036,"endTime":492.652,"body":"is all about walking around"},{"startTime":492.712,"endTime":495.262,"body":"and Tik TOK and showing your"},{"startTime":492.712,"endTime":495.262,"body":"rear end and people flocking"},{"startTime":495.262,"endTime":496.162,"body":"to you to sell houses."},{"startTime":496.492,"endTime":497.542,"body":"And then they sell your program."},{"startTime":497.542,"endTime":498.232,"body":"That's what I do."},{"startTime":498.232,"endTime":499.162,"body":"You can do the same thing."},{"startTime":499.612,"endTime":500.062,"body":"I don't know."},{"startTime":500.062,"endTime":500.752,"body":"It doesn't work for anybody."},{"startTime":501.202,"endTime":503.602,"body":"But what does work is if you"},{"startTime":501.202,"endTime":503.602,"body":"put a reasonable effort every"},{"startTime":503.602,"endTime":506.742,"body":"day, over time, certainly in"},{"startTime":503.602,"endTime":506.742,"body":"probate real estate, if you"},{"startTime":506.742,"endTime":509.92,"body":"just did the work three hours"},{"startTime":506.742,"endTime":509.92,"body":"a day to generate business,"},{"startTime":510.34,"endTime":512.534,"body":"you'll make more money, you"},{"startTime":510.34,"endTime":512.534,"body":"know what to do with, and you'll"},{"startTime":512.534,"endTime":514.694,"body":"be helping people and feel"},{"startTime":512.534,"endTime":514.694,"body":"good about yourself doing it."},{"startTime":514.694,"endTime":517.516,"body":"So my best advice is, is if"},{"startTime":514.694,"endTime":517.516,"body":"you really dig into people who"},{"startTime":517.516,"endTime":521.204,"body":"are really successful, 99% of"},{"startTime":517.516,"endTime":521.204,"body":"them is it's a lot longer..."},{"startTime":521.204,"endTime":523.364,"body":"you may just discover them,"},{"startTime":521.204,"endTime":523.364,"body":"but they've been around for"},{"startTime":523.364,"endTime":526.694,"body":"10, 20 years and toiled away"},{"startTime":523.364,"endTime":526.694,"body":"anonymously before they got"},{"startTime":526.784,"endTime":530.19,"body":"some sort of big break and were"},{"startTime":526.784,"endTime":530.19,"body":"then prepared to leverage that."},{"startTime":530.391,"endTime":532.761,"body":"I need to tell that to the"},{"startTime":530.391,"endTime":532.761,"body":"guy that I saw panhandling"},{"startTime":532.761,"endTime":535.671,"body":"yesterday with a sign that"},{"startTime":532.761,"endTime":535.671,"body":"says, 'will twerk for food.'"},{"startTime":536.421,"endTime":538.221,"body":"And to tell him his"},{"startTime":536.421,"endTime":538.221,"body":"tactics are ineffective."},{"startTime":538.221,"endTime":540.894,"body":"According to bill gross, you"},{"startTime":538.221,"endTime":540.894,"body":"know, another movie, one of my"},{"startTime":540.894,"endTime":543.114,"body":"daughter's young, I took her"},{"startTime":540.894,"endTime":543.114,"body":"to see Justin Bieber's movie."},{"startTime":543.394,"endTime":546.384,"body":"He is a great talent and"},{"startTime":543.394,"endTime":546.384,"body":"businessmen or whatever, but"},{"startTime":546.384,"endTime":549.444,"body":"when you watch this movie, he"},{"startTime":546.384,"endTime":549.444,"body":"was doing, he was panhandling"},{"startTime":549.464,"endTime":551.844,"body":"or whatever the term is,"},{"startTime":549.464,"endTime":551.844,"body":"doing music on the street for."},{"startTime":552.294,"endTime":555.588,"body":"For like 10 years before he was"},{"startTime":552.294,"endTime":555.588,"body":"14 years old or seven years,"},{"startTime":555.588,"endTime":558.738,"body":"whatever it was, he was like"},{"startTime":555.588,"endTime":558.738,"body":"an accomplished musician at 14."},{"startTime":558.738,"endTime":561.738,"body":"He wasn't just some kid who"},{"startTime":558.738,"endTime":561.738,"body":"decided to sing and dance."},{"startTime":562.008,"endTime":565.744,"body":"He had done it for food to eat"},{"startTime":562.008,"endTime":565.744,"body":"for so long that he got good."},{"startTime":565.744,"endTime":568.114,"body":"And I think the same thing"},{"startTime":565.744,"endTime":568.114,"body":"with these phone calls, I"},{"startTime":568.114,"endTime":570.634,"body":"don't sell any the coaching"},{"startTime":568.114,"endTime":570.634,"body":"and I don't sell that data."},{"startTime":570.904,"endTime":572.194,"body":"And I get people call"},{"startTime":570.904,"endTime":572.194,"body":"me all the time and say,"},{"startTime":572.194,"endTime":573.094,"body":"well, how do I do this?"},{"startTime":573.364,"endTime":574.084,"body":"How do I make a call?"},{"startTime":574.084,"endTime":574.564,"body":"What do I say?"},{"startTime":574.564,"endTime":576.554,"body":"And I just say, if you just"},{"startTime":574.564,"endTime":576.554,"body":"spend three hours a day this"},{"startTime":576.554,"endTime":579.044,"body":"week and call five days,"},{"startTime":576.554,"endTime":579.044,"body":"you'll figure it out by Friday."},{"startTime":579.201,"endTime":580.938,"body":"Like, I just don't want"},{"startTime":579.201,"endTime":580.938,"body":"to answer the question."},{"startTime":580.938,"endTime":581.928,"body":"I don't want to"},{"startTime":580.938,"endTime":581.928,"body":"point to a script."},{"startTime":582.258,"endTime":584.688,"body":"I'm not as nice as you Chad,"},{"startTime":582.258,"endTime":584.688,"body":"and I'm not selling the"},{"startTime":584.688,"endTime":587.298,"body":"coaching, so I'd have to, but"},{"startTime":584.688,"endTime":587.298,"body":"I just tell them, I don't have"},{"startTime":587.298,"endTime":589.771,"body":"anything else for you, but what"},{"startTime":587.298,"endTime":589.771,"body":"Chad said, but if you don't"},{"startTime":589.771,"endTime":592.051,"body":"do it, you'll never get good"},{"startTime":589.771,"endTime":592.051,"body":"at it just doesn't matter."},{"startTime":592.141,"endTime":593.961,"body":"And you'll never get good"},{"startTime":592.141,"endTime":593.961,"body":"talking to people on the phone"},{"startTime":593.961,"endTime":594.854,"body":"if you don't make the calls."},{"startTime":594.951,"endTime":595.281,"body":"Yep."},{"startTime":595.761,"endTime":596.121,"body":"I agree."},{"startTime":596.121,"endTime":598.364,"body":"I mean, a conversation"},{"startTime":596.121,"endTime":598.364,"body":"framework paired with"},{"startTime":598.364,"endTime":599.444,"body":"falling on your face."},{"startTime":599.444,"endTime":601.384,"body":"We'll teach you"},{"startTime":599.444,"endTime":601.384,"body":"quickly a script."},{"startTime":601.394,"endTime":602.714,"body":"We'll just keep you"},{"startTime":601.394,"endTime":602.714,"body":"falling on your face."},{"startTime":604.599,"endTime":605.874,"body":"Lynette, how are you today?"},{"startTime":606.144,"endTime":606.474,"body":"Great."},{"startTime":606.474,"endTime":607.194,"body":"How are you?"},{"startTime":607.591,"endTime":610.051,"body":"So I did, um, I've"},{"startTime":607.591,"endTime":610.051,"body":"got three things."},{"startTime":610.428,"endTime":614.304,"body":"I inadvertently made a"},{"startTime":610.428,"endTime":614.304,"body":"phone call to an attorney."},{"startTime":615.861,"endTime":620.676,"body":"I made myself, I hated"},{"startTime":615.861,"endTime":620.676,"body":"it like, Hey, all right."},{"startTime":620.818,"endTime":623.398,"body":"I'm like, oh, it felt"},{"startTime":620.818,"endTime":623.398,"body":"like a 500 pound phone."},{"startTime":623.758,"endTime":624.538,"body":"So I did it."},{"startTime":624.808,"endTime":627.508,"body":"And it was because,"},{"startTime":624.808,"endTime":627.508,"body":"and this is the point."},{"startTime":627.908,"endTime":631.108,"body":"There's a family in one of the"},{"startTime":627.908,"endTime":631.108,"body":"counties in Colorado that even"},{"startTime":631.108,"endTime":633.568,"body":"on public record, there's,"},{"startTime":631.108,"endTime":633.568,"body":"there's something to handle"},{"startTime":633.568,"endTime":636.418,"body":"when you see a lot of loss for"},{"startTime":633.568,"endTime":636.418,"body":"people, there's a grandmother"},{"startTime":636.508,"endTime":639.154,"body":"than the mother, then the"},{"startTime":636.508,"endTime":639.154,"body":"dad, and now we have the heirs"},{"startTime":639.154,"endTime":640.524,"body":"and it was boom, boom, boom."},{"startTime":640.564,"endTime":644.281,"body":"Well, consequentially"},{"startTime":640.564,"endTime":644.281,"body":"they're they're high equity"},{"startTime":644.281,"endTime":647.701,"body":"reverse mortgage property"},{"startTime":644.281,"endTime":647.701,"body":"went into foreclosure and"},{"startTime":647.701,"endTime":648.991,"body":"I looked at county records."},{"startTime":648.991,"endTime":651.121,"body":"Notice, notice, notice,"},{"startTime":648.991,"endTime":651.121,"body":"notice, notice, notice,"},{"startTime":651.121,"endTime":652.411,"body":"notice, same place."},{"startTime":652.691,"endTime":656.101,"body":"I finally, I called a"},{"startTime":652.691,"endTime":656.101,"body":"probate attorney for mom and"},{"startTime":656.311,"endTime":657.481,"body":"kind of get the low down."},{"startTime":657.611,"endTime":660.694,"body":"So inside of that"},{"startTime":657.611,"endTime":660.694,"body":"conversation, I have a"},{"startTime":660.934,"endTime":662.734,"body":"instant referral partner."},{"startTime":662.901,"endTime":665.548,"body":"He knew he knew the parents"},{"startTime":662.901,"endTime":665.548,"body":"that the kids aren't"},{"startTime":665.548,"endTime":669.088,"body":"necessarily responsible, but"},{"startTime":665.548,"endTime":669.088,"body":"he's not, he he's inside his"},{"startTime":669.128,"endTime":671.368,"body":"commitment to where he started."},{"startTime":671.514,"endTime":674.454,"body":"And with that reverse"},{"startTime":671.514,"endTime":674.454,"body":"mortgage foreclosure."},{"startTime":674.454,"endTime":675.354,"body":"I'm like, huh?"},{"startTime":675.654,"endTime":678.254,"body":"This is interesting because"},{"startTime":675.654,"endTime":678.254,"body":"an investor brought me"},{"startTime":678.254,"endTime":681.301,"body":"the deal and asked me to"},{"startTime":678.254,"endTime":681.301,"body":"research and I'm looking at"},{"startTime":681.301,"endTime":683.761,"body":"it and we have a foreclosure"},{"startTime":681.301,"endTime":683.761,"body":"procedure in Colorado and the"},{"startTime":683.761,"endTime":686.671,"body":"foreclosure attorney's office,"},{"startTime":683.761,"endTime":686.671,"body":"not the attorney themselves"},{"startTime":686.671,"endTime":687.961,"body":"gave them some information."},{"startTime":687.961,"endTime":690.151,"body":"Like they could sell it"},{"startTime":687.961,"endTime":690.151,"body":"outside of the trustee sale"},{"startTime":690.151,"endTime":692.134,"body":"prior to, and I'm like, Hmm."},{"startTime":692.359,"endTime":692.989,"body":"And you can't."},{"startTime":693.079,"endTime":693.709,"body":"And they won't."},{"startTime":693.989,"endTime":695.759,"body":"I'm like somebody trying"},{"startTime":693.989,"endTime":695.759,"body":"to pick up a check or,"},{"startTime":695.859,"endTime":696.949,"body":"like it didn't sound right."},{"startTime":696.999,"endTime":698.919,"body":"I don't, I didn't go"},{"startTime":696.999,"endTime":698.919,"body":"any further after that."},{"startTime":698.919,"endTime":700.359,"body":"So I go to county records."},{"startTime":700.576,"endTime":703.513,"body":"any sort of foreclosure,"},{"startTime":700.576,"endTime":703.513,"body":"anything in reverse,"},{"startTime":703.963,"endTime":705.613,"body":"these things are flooding"},{"startTime":706.048,"endTime":709.568,"body":"into these counties and this is"},{"startTime":706.048,"endTime":709.568,"body":"prior to probate being filed."},{"startTime":709.568,"endTime":714.024,"body":"So I like hard tedious manual"},{"startTime":709.568,"endTime":714.024,"body":"cross-reference search."},{"startTime":714.024,"endTime":716.934,"body":"And if anybody has a tool"},{"startTime":714.024,"endTime":716.934,"body":"for that, I assume it's Lexus"},{"startTime":716.934,"endTime":719.484,"body":"nexus or some sort of data"},{"startTime":716.934,"endTime":719.484,"body":"clearinghouse in the background"},{"startTime":719.784,"endTime":723.568,"body":"where you can do probate,"},{"startTime":719.784,"endTime":723.568,"body":"foreclosure death, obits,"},{"startTime":723.843,"endTime":725.133,"body":"I want to interject real quick."},{"startTime":725.133,"endTime":728.943,"body":"I think Katt can you drop a"},{"startTime":725.133,"endTime":728.943,"body":"link to propstream please?"},{"startTime":729.543,"endTime":733.349,"body":"So propstream has most of"},{"startTime":729.543,"endTime":733.349,"body":"the query tools that you need"},{"startTime":733.349,"endTime":734.789,"body":"to actually pull that list."},{"startTime":735.149,"endTime":739.899,"body":"What you're probably looking"},{"startTime":735.149,"endTime":739.899,"body":"for is under mortgage type HECM"},{"startTime":740.029,"endTime":741.059,"body":"HECM mortgage."},{"startTime":741.509,"endTime":744.959,"body":"Show me a list of people"},{"startTime":741.509,"endTime":744.959,"body":"in this county, in Colorado"},{"startTime":745.049,"endTime":747.809,"body":"that show up on the social"},{"startTime":745.049,"endTime":747.809,"body":"security with a death flag,"},{"startTime":747.839,"endTime":749.039,"body":"they call it pre probate."},{"startTime":749.069,"endTime":752.479,"body":"It's just a social security"},{"startTime":749.069,"endTime":752.479,"body":"death flag that have equity"},{"startTime":753.049,"endTime":758.059,"body":"that have a mortgage that is"},{"startTime":753.049,"endTime":758.059,"body":"HECM, not a hundred percent"},{"startTime":758.059,"endTime":761.569,"body":"sure we can get that specific,"},{"startTime":758.059,"endTime":761.569,"body":"but I'm pretty sure you can."},{"startTime":761.569,"endTime":763.549,"body":"It should show as"},{"startTime":761.569,"endTime":763.549,"body":"HECM or reverse."},{"startTime":763.729,"endTime":765.199,"body":"Then, then you got your list."},{"startTime":765.599,"endTime":767.789,"body":"With the subscription,"},{"startTime":765.599,"endTime":767.789,"body":"the link that Katt will"},{"startTime":767.789,"endTime":771.669,"body":"drop will give you 10 or"},{"startTime":767.789,"endTime":771.669,"body":"12,000 exports a month."},{"startTime":772.119,"endTime":774.279,"body":"Well, I got really"},{"startTime":772.119,"endTime":774.279,"body":"related to the value"},{"startTime":774.279,"endTime":775.719,"body":"of the tool last night."},{"startTime":776.049,"endTime":778.949,"body":"And the I guess the"},{"startTime":776.049,"endTime":778.949,"body":"other part was I pulled"},{"startTime":778.949,"endTime":781.079,"body":"it from public records."},{"startTime":781.259,"endTime":783.666,"body":"FHA, foreclosure only."},{"startTime":784.116,"endTime":786.466,"body":"Not that I want them to"},{"startTime":784.116,"endTime":786.466,"body":"get there, but I'm looking"},{"startTime":786.466,"endTime":789.466,"body":"specifically for whether"},{"startTime":786.466,"endTime":789.466,"body":"they filed probate or not."},{"startTime":789.466,"endTime":791.973,"body":"Cause a lot of these families"},{"startTime":789.466,"endTime":791.973,"body":"are just,  in my minds,"},{"startTime":791.973,"endTime":794.103,"body":"either handling everything"},{"startTime":791.973,"endTime":794.103,"body":"they need to handle."},{"startTime":794.583,"endTime":796.623,"body":"And then they've got"},{"startTime":794.583,"endTime":796.623,"body":"this notice coming in."},{"startTime":796.623,"endTime":799.383,"body":"If they don't understand the"},{"startTime":796.623,"endTime":799.383,"body":"financial mechanism, they don't"},{"startTime":799.383,"endTime":802.983,"body":"understand that they've got a"},{"startTime":799.383,"endTime":802.983,"body":"problem here and they have a"},{"startTime":802.983,"endTime":806.763,"body":"timeline problem because you"},{"startTime":802.983,"endTime":806.763,"body":"know that, I don't know if it's"},{"startTime":806.763,"endTime":810.153,"body":"every other state and Colorado"},{"startTime":806.763,"endTime":810.153,"body":"to get titled transferable"},{"startTime":810.183,"endTime":812.223,"body":"a, you have to get through"},{"startTime":810.183,"endTime":812.223,"body":"probate to get the letters."},{"startTime":812.276,"endTime":814.376,"body":"You need to have some"},{"startTime":812.276,"endTime":814.376,"body":"sort of assignment for PR,"},{"startTime":814.456,"endTime":817.116,"body":"and then I've got another"},{"startTime":814.456,"endTime":817.116,"body":"one that somebody selling"},{"startTime":817.116,"endTime":818.496,"body":"property, they can't sell yet."},{"startTime":818.586,"endTime":820.876,"body":"And they're under contract then"},{"startTime":818.586,"endTime":820.876,"body":"I'm like kind of like, waiting."},{"startTime":821.446,"endTime":823.426,"body":"Cause title's going"},{"startTime":821.446,"endTime":823.426,"body":"to bounce that shit."},{"startTime":823.876,"endTime":826.006,"body":"I have a lot of questions, but"},{"startTime":823.876,"endTime":826.006,"body":"I want to hear where you, I"},{"startTime":826.006,"endTime":827.116,"body":"want to hear the end of this."},{"startTime":827.379,"endTime":830.389,"body":"The, the point is the grit"},{"startTime":827.379,"endTime":830.389,"body":"conversation reminded me."},{"startTime":830.389,"endTime":831.859,"body":"I got engaged with"},{"startTime":830.389,"endTime":831.859,"body":"the attorneys."},{"startTime":831.859,"endTime":833.899,"body":"I'm no longer afraid of"},{"startTime":831.859,"endTime":833.899,"body":"them, bill you're right."},{"startTime":833.899,"endTime":836.599,"body":"Just make the damn call and"},{"startTime":833.899,"endTime":836.599,"body":"I don't want to, and I didn't"},{"startTime":836.599,"endTime":839.569,"body":"want to, and I'll do it now"},{"startTime":836.599,"endTime":839.569,"body":"because I've got, I got lucky."},{"startTime":839.569,"endTime":841.459,"body":"I didn't get a mean one"},{"startTime":839.569,"endTime":841.459,"body":"if I had a mean one,"},{"startTime":841.909,"endTime":842.899,"body":"but it do it again."},{"startTime":842.899,"endTime":844.309,"body":"I would, I know I would, okay."},{"startTime":844.309,"endTime":847.099,"body":"So I got a good one and"},{"startTime":844.309,"endTime":847.099,"body":"we're immediately, I'm"},{"startTime":847.099,"endTime":847.789,"body":"sending them business."},{"startTime":848.239,"endTime":850.909,"body":"And likewise, he goes,"},{"startTime":848.239,"endTime":850.909,"body":"well, I've got the realtor."},{"startTime":850.909,"endTime":856.369,"body":"So I want that to be my hyper"},{"startTime":850.909,"endTime":856.369,"body":"hyper focal focus, because"},{"startTime":856.369,"endTime":859.249,"body":"I think I can immediately"},{"startTime":856.369,"endTime":859.249,"body":"bring value and I don't need"},{"startTime":859.249,"endTime":862.999,"body":"to wait for that probate lead"},{"startTime":859.249,"endTime":862.999,"body":"because they need me quicker."},{"startTime":863.059,"endTime":864.229,"body":"And there's a reason."},{"startTime":864.469,"endTime":867.859,"body":"And there's a real reason"},{"startTime":864.469,"endTime":867.859,"body":"because there we're doing"},{"startTime":867.859,"endTime":871.859,"body":"like for sale quick, like"},{"startTime":867.859,"endTime":871.859,"body":"power of sale is happening"},{"startTime":871.859,"endTime":875.459,"body":"under the, the statute and,"},{"startTime":871.859,"endTime":875.459,"body":"and this attorney group."},{"startTime":875.489,"endTime":878.349,"body":"It is it's a machine I'm"},{"startTime":875.489,"endTime":878.349,"body":"seeing the same name,"},{"startTime":878.349,"endTime":879.699,"body":"same name, same name."},{"startTime":880.209,"endTime":881.739,"body":"And, and I'm like, Hmm."},{"startTime":881.949,"endTime":882.429,"body":"Okay."},{"startTime":882.669,"endTime":884.979,"body":"And then the other part is"},{"startTime":882.669,"endTime":884.979,"body":"I want to buy them all, like"},{"startTime":885.249,"endTime":888.339,"body":"there's, there's like angel"},{"startTime":885.249,"endTime":888.339,"body":"devil, look, if you've got a."},{"startTime":888.789,"endTime":892.589,"body":"Well, I will come, with the"},{"startTime":888.789,"endTime":892.589,"body":"generous offering of everything."},{"startTime":892.589,"endTime":895.409,"body":"And here's your check and thank"},{"startTime":892.589,"endTime":895.409,"body":"you and whatever their choice,"},{"startTime":895.889,"endTime":898.259,"body":"the only thing you have to"},{"startTime":895.889,"endTime":898.259,"body":"worry about or show them, like,"},{"startTime":898.289,"endTime":901.379,"body":"show them both like your halo"},{"startTime":898.289,"endTime":901.379,"body":"and show them your homework."},{"startTime":901.829,"endTime":902.939,"body":"Like they'll, they'll choose."},{"startTime":902.939,"endTime":904.949,"body":"I mean, Kat and I were talking"},{"startTime":902.939,"endTime":904.949,"body":"about this this morning."},{"startTime":904.949,"endTime":908.039,"body":"The house that I'm completely"},{"startTime":904.949,"endTime":908.039,"body":"rebuilding, I literally bought"},{"startTime":908.039,"endTime":909.509,"body":"for 15 cents on the dollar."},{"startTime":909.559,"endTime":912.739,"body":"I paid, I paid 25 grand"},{"startTime":909.559,"endTime":912.739,"body":"and it will appraise that a"},{"startTime":912.739,"endTime":915.139,"body":"quarter million here, probably"},{"startTime":912.739,"endTime":915.139,"body":"in the next two weeks."},{"startTime":915.589,"endTime":919.069,"body":"So, I, you could say I bought it"},{"startTime":915.589,"endTime":919.069,"body":"at 10 cents on the dollar ARV."},{"startTime":919.519,"endTime":922.354,"body":"But at like a fast market"},{"startTime":919.519,"endTime":922.354,"body":"as is, I was about 15"},{"startTime":922.354,"endTime":923.239,"body":"cents on the dollar."},{"startTime":923.299,"endTime":924.639,"body":"They couldn't be more thrilled."},{"startTime":924.649,"endTime":926.059,"body":"Like they call me and"},{"startTime":924.649,"endTime":926.059,"body":"check in and they're"},{"startTime":926.059,"endTime":926.899,"body":"like, Hey, how's it going?"},{"startTime":926.929,"endTime":927.439,"body":"How's the house?"},{"startTime":927.439,"endTime":928.219,"body":"Like, do you have pictures?"},{"startTime":928.219,"endTime":928.879,"body":"Send us pictures."},{"startTime":929.299,"endTime":930.949,"body":"Like they think it's"},{"startTime":929.299,"endTime":930.949,"body":"the best thing ever."},{"startTime":931.279,"endTime":933.979,"body":"So you, you probably, you should"},{"startTime":931.279,"endTime":933.979,"body":"work on your thinking there."},{"startTime":933.989,"endTime":935.359,"body":"It's not the devil."},{"startTime":935.389,"endTime":939.199,"body":"If you buy these homes with a"},{"startTime":935.389,"endTime":939.199,"body":"ton of equity, a lot of times"},{"startTime":939.199,"endTime":941.749,"body":"that's what they wanted, but I"},{"startTime":939.199,"endTime":941.749,"body":"just didn't know how to find it."},{"startTime":941.779,"endTime":944.239,"body":"They thought they had to get"},{"startTime":941.779,"endTime":944.239,"body":"it through a 90 day process."},{"startTime":944.495,"endTime":947.975,"body":"I, I want to jump back, like I'm"},{"startTime":944.495,"endTime":947.975,"body":"getting lost in the details of"},{"startTime":947.975,"endTime":951.509,"body":"the devil in the details, but"},{"startTime":947.975,"endTime":951.509,"body":"I, I want to go back to, because"},{"startTime":951.509,"endTime":954.539,"body":"I see an opportunity here for"},{"startTime":951.509,"endTime":954.539,"body":"specifically for you, because"},{"startTime":954.539,"endTime":957.986,"body":"I know things about you and"},{"startTime":954.539,"endTime":957.986,"body":"your reputation in your market."},{"startTime":958.299,"endTime":961.149,"body":"What was the outcome of"},{"startTime":958.299,"endTime":961.149,"body":"that particular property?"},{"startTime":961.149,"endTime":962.619,"body":"Did it go through foreclosure?"},{"startTime":962.813,"endTime":964.163,"body":"It is in foreclosure."},{"startTime":964.163,"endTime":965.333,"body":"We're in the middle of it."},{"startTime":965.393,"endTime":968.873,"body":"I'm working lockstep with"},{"startTime":965.393,"endTime":968.873,"body":"the family attorney and"},{"startTime":968.873,"endTime":972.083,"body":"we're  meeting - Did you"},{"startTime":968.873,"endTime":972.083,"body":"try to get an injunction?"},{"startTime":972.363,"endTime":975.423,"body":"So that's, I didn't"},{"startTime":972.363,"endTime":975.423,"body":"know what to ask for."},{"startTime":975.483,"endTime":976.443,"body":"Can he do that?"},{"startTime":976.743,"endTime":980.365,"body":"This is your opportunity,"},{"startTime":976.743,"endTime":980.365,"body":"so if you're finding lots of"},{"startTime":980.365,"endTime":983.125,"body":"these in your marketplace,"},{"startTime":980.365,"endTime":983.125,"body":"And this is an attorney that"},{"startTime":983.125,"endTime":986.875,"body":"you obviously are enthusiastic"},{"startTime":983.125,"endTime":986.875,"body":"about having him on, on your"},{"startTime":986.875,"endTime":988.555,"body":"team and the relationship."},{"startTime":988.664,"endTime":991.004,"body":"He has access to Lexus nexus."},{"startTime":991.124,"endTime":991.904,"body":"He's an attorney."},{"startTime":992.384,"endTime":996.254,"body":"He can actually buy the golden"},{"startTime":992.384,"endTime":996.254,"body":"database that we can't because"},{"startTime":996.254,"endTime":997.754,"body":"they do an interview process."},{"startTime":997.754,"endTime":999.224,"body":"He can get credit"},{"startTime":997.754,"endTime":999.224,"body":"or information."},{"startTime":999.384,"endTime":1002.934,"body":"So potentially you can get"},{"startTime":999.384,"endTime":1002.934,"body":"way upstream of everybody"},{"startTime":1003.384,"endTime":1007.404,"body":"and specialize and reverse"},{"startTime":1003.384,"endTime":1007.404,"body":"mortgage salvation, and"},{"startTime":1007.584,"endTime":1010.464,"body":"you, and this attorney can"},{"startTime":1007.584,"endTime":1010.464,"body":"approach it collectively."},{"startTime":1010.464,"endTime":1013.284,"body":"You can approach this and"},{"startTime":1010.464,"endTime":1013.284,"body":"it could be your niche."},{"startTime":1013.734,"endTime":1015.804,"body":"Now you're going to buy"},{"startTime":1013.734,"endTime":1015.804,"body":"some, you're going to list."},{"startTime":1016.254,"endTime":1020.124,"body":"But if you, if you figure"},{"startTime":1016.254,"endTime":1020.124,"body":"out how to stop the sale on"},{"startTime":1020.124,"endTime":1023.064,"body":"this one, to buy the family"},{"startTime":1020.124,"endTime":1023.064,"body":"time, to protect the equity,"},{"startTime":1023.784,"endTime":1027.744,"body":"take as much video as you"},{"startTime":1023.784,"endTime":1027.744,"body":"can get them to tolerate, to"},{"startTime":1027.774,"endTime":1031.734,"body":"document the story, and then"},{"startTime":1027.774,"endTime":1031.734,"body":"turn that into your specialty."},{"startTime":1031.734,"endTime":1034.714,"body":"With that attorney, you"},{"startTime":1031.734,"endTime":1034.714,"body":"create lots and lots of future"},{"startTime":1034.714,"endTime":1035.704,"body":"business for both of you."},{"startTime":1035.929,"endTime":1038.479,"body":"You said there's no way"},{"startTime":1035.929,"endTime":1038.479,"body":"to do it in Colorado."},{"startTime":1038.562,"endTime":1041.4,"body":"Here in Virginia, we can"},{"startTime":1038.562,"endTime":1041.4,"body":"put the brakes on it by"},{"startTime":1041.46,"endTime":1043.95,"body":"ordering a payoff statement"},{"startTime":1041.46,"endTime":1043.95,"body":"and paying that amount."},{"startTime":1044.03,"endTime":1046.61,"body":"Now you have to pay for the"},{"startTime":1044.03,"endTime":1046.61,"body":"substitute trustee and all"},{"startTime":1046.61,"endTime":1047.81,"body":"the legal work they've done."},{"startTime":1047.81,"endTime":1050.306,"body":"You have to pay the penalties"},{"startTime":1047.81,"endTime":1050.306,"body":"and you have to pay the full"},{"startTime":1050.306,"endTime":1054.047,"body":"payoff, but you can literally,"},{"startTime":1050.306,"endTime":1054.047,"body":"you can walk up to a substitute"},{"startTime":1054.047,"endTime":1057.4,"body":"trustee with a cashier's check"},{"startTime":1054.047,"endTime":1057.4,"body":"and stop a sale right before he"},{"startTime":1057.4,"endTime":1058.69,"body":"gets ready to auction it off."},{"startTime":1058.847,"endTime":1060.767,"body":"I don't know why you"},{"startTime":1058.847,"endTime":1060.767,"body":"couldn't do that."},{"startTime":1060.767,"endTime":1063.774,"body":"Why would the lender"},{"startTime":1060.767,"endTime":1063.774,"body":"want to incur that cost,"},{"startTime":1063.804,"endTime":1065.184,"body":"the legal cost alone?"},{"startTime":1065.264,"endTime":1067.657,"body":"Not to mention the asset"},{"startTime":1065.264,"endTime":1067.657,"body":"holding cost when they"},{"startTime":1067.657,"endTime":1070.267,"body":"could get their full payoff"},{"startTime":1067.657,"endTime":1070.267,"body":"penalties and legal fees paid?"},{"startTime":1070.717,"endTime":1072.527,"body":"So, that's a good question."},{"startTime":1072.567,"endTime":1075.677,"body":"The way the statute reads and"},{"startTime":1072.567,"endTime":1075.677,"body":"it doesn't mean there isn't"},{"startTime":1075.73,"endTime":1077.56,"body":"an injunction possibility."},{"startTime":1077.62,"endTime":1079.81,"body":"I just, I haven't found"},{"startTime":1077.62,"endTime":1079.81,"body":"the right resource."},{"startTime":1080.17,"endTime":1082.84,"body":"The statute is 15 days"},{"startTime":1080.17,"endTime":1082.84,"body":"notice to cure and then"},{"startTime":1082.84,"endTime":1084.46,"body":"24 hours before the sale."},{"startTime":1084.54,"endTime":1086.73,"body":"But I'm also like, why"},{"startTime":1084.54,"endTime":1086.73,"body":"wouldn't you just take a damn"},{"startTime":1086.73,"endTime":1088.197,"body":"check, usually they will."},{"startTime":1088.197,"endTime":1090.687,"body":"The hard part is getting hold"},{"startTime":1088.197,"endTime":1090.687,"body":"of the right asset manager"},{"startTime":1090.687,"endTime":1092.007,"body":"or the substitute trustee."},{"startTime":1092.007,"endTime":1092.667,"body":"What I do."},{"startTime":1092.977,"endTime":1096.207,"body":"And I've done this, you guys"},{"startTime":1092.977,"endTime":1096.207,"body":"have probably heard me tell the"},{"startTime":1096.207,"endTime":1099.117,"body":"story about the house I bought"},{"startTime":1096.207,"endTime":1099.117,"body":"in two and a half hours, like"},{"startTime":1099.117,"endTime":1102.807,"body":"phone call to deed in hand"},{"startTime":1099.117,"endTime":1102.807,"body":"two and a half hours done."},{"startTime":1103.377,"endTime":1107.937,"body":"And that was, I went direct"},{"startTime":1103.377,"endTime":1107.937,"body":"to the substitute trustee"},{"startTime":1107.967,"endTime":1108.927,"body":"and I said, just stop."},{"startTime":1108.927,"endTime":1109.887,"body":"What the hell you're doing?"},{"startTime":1109.887,"endTime":1111.207,"body":"I'm going to go"},{"startTime":1109.887,"endTime":1111.207,"body":"look at this house."},{"startTime":1111.207,"endTime":1112.587,"body":"You'll hear from me"},{"startTime":1111.207,"endTime":1112.587,"body":"in the next hour."},{"startTime":1112.787,"endTime":1116.177,"body":"And we did the deal and his"},{"startTime":1112.787,"endTime":1116.177,"body":"office literally stayed a few"},{"startTime":1116.177,"endTime":1117.647,"body":"minutes late to do the deal."},{"startTime":1117.647,"endTime":1120.917,"body":"So even the substitute"},{"startTime":1117.647,"endTime":1120.917,"body":"trustee doesn't want to deal"},{"startTime":1120.917,"endTime":1122.177,"body":"with it either they can do"},{"startTime":1122.627,"endTime":1124.367,"body":"that's useful in that I"},{"startTime":1122.627,"endTime":1124.367,"body":"was going to meet somebody"},{"startTime":1124.367,"endTime":1128.117,"body":"else, but anyway, it's in"},{"startTime":1124.367,"endTime":1128.117,"body":"their best interest to not"},{"startTime":1128.117,"endTime":1129.377,"body":"let this happen as well."},{"startTime":1129.377,"endTime":1132.677,"body":"Go, go verify that"},{"startTime":1129.377,"endTime":1132.677,"body":"it, that it can't be."},{"startTime":1133.127,"endTime":1136.217,"body":"I can see where it might be"},{"startTime":1133.127,"endTime":1136.217,"body":"24 hours before, but make sure"},{"startTime":1136.217,"endTime":1139.262,"body":"you verify that because this"},{"startTime":1136.217,"endTime":1139.262,"body":"could turn into a niche for you."},{"startTime":1139.382,"endTime":1143.552,"body":"So having a real, and I always"},{"startTime":1139.382,"endTime":1143.552,"body":"resisted like hyper specialty,"},{"startTime":1143.552,"endTime":1146.612,"body":"but I also get the power of"},{"startTime":1143.552,"endTime":1146.612,"body":"it because it doesn't stop."},{"startTime":1146.732,"endTime":1150.182,"body":"So I guess my question is"},{"startTime":1146.732,"endTime":1150.182,"body":"if we don't have letters,"},{"startTime":1150.182,"endTime":1153.665,"body":"testamentary, and the"},{"startTime":1150.182,"endTime":1153.665,"body":"note gets paid, how, how"},{"startTime":1153.665,"endTime":1154.835,"body":"is title transferred?"},{"startTime":1155.07,"endTime":1158.67,"body":"So let me think, why"},{"startTime":1155.07,"endTime":1158.67,"body":"can't we transfer title?"},{"startTime":1158.91,"endTime":1160.11,"body":"Because they don't"},{"startTime":1158.91,"endTime":1160.11,"body":"have the letter."},{"startTime":1160.375,"endTime":1163.525,"body":"So in that scenario, like, let's"},{"startTime":1160.375,"endTime":1163.525,"body":"say, how long does it delay to"},{"startTime":1163.525,"endTime":1164.755,"body":"get letters a couple of weeks?"},{"startTime":1165.205,"endTime":1166.735,"body":"It depends on the county."},{"startTime":1167.17,"endTime":1169.14,"body":"I call I called the"},{"startTime":1167.17,"endTime":1169.14,"body":"probate clerk and he's"},{"startTime":1169.14,"endTime":1170.46,"body":"like, well, it depends."},{"startTime":1170.46,"endTime":1171.24,"body":"And I'm like, okay."},{"startTime":1171.69,"endTime":1173.65,"body":"Yeah, if you can't transfer"},{"startTime":1171.69,"endTime":1173.65,"body":"title to the end buyer,"},{"startTime":1173.67,"endTime":1174.69,"body":"I was overlooking that."},{"startTime":1174.69,"endTime":1175.08,"body":"I forgot."},{"startTime":1175.08,"endTime":1176.73,"body":"That was one of"},{"startTime":1175.08,"endTime":1176.73,"body":"your, your variables."},{"startTime":1177.085,"endTime":1178.165,"body":"You have cash, right?"},{"startTime":1178.615,"endTime":1180.205,"body":"You're going to want to"},{"startTime":1178.615,"endTime":1180.205,"body":"buy these, ultimately"},{"startTime":1180.205,"endTime":1181.045,"body":"you want to be the buyer?"},{"startTime":1181.495,"endTime":1185.895,"body":"So what have you issue them a"},{"startTime":1181.495,"endTime":1185.895,"body":"first, and you refinanced them?"},{"startTime":1187.3,"endTime":1190.75,"body":"Since you have liquidity, you"},{"startTime":1187.3,"endTime":1190.75,"body":"just simply come in as a refi"},{"startTime":1190.99,"endTime":1193.75,"body":"lender, get a payoff statement,"},{"startTime":1190.99,"endTime":1193.75,"body":"refi, record your first"},{"startTime":1193.75,"endTime":1196.69,"body":"position, and then write up a"},{"startTime":1193.75,"endTime":1196.69,"body":"purchase and sale agreement and"},{"startTime":1196.69,"endTime":1198.25,"body":"record your memorandum of sale."},{"startTime":1198.61,"endTime":1201.01,"body":"You've got multiple layers"},{"startTime":1198.61,"endTime":1201.01,"body":"of protection on the"},{"startTime":1201.01,"endTime":1202.21,"body":"deed at the courthouse."},{"startTime":1202.523,"endTime":1203.873,"body":"Oh, that's brilliant."},{"startTime":1204.258,"endTime":1204.618,"body":"Okay."},{"startTime":1204.618,"endTime":1206.608,"body":"So, I think you'd"},{"startTime":1204.618,"endTime":1206.608,"body":"be proud of me."},{"startTime":1206.608,"endTime":1209.758,"body":"I talked to a personal"},{"startTime":1206.608,"endTime":1209.758,"body":"attorney yesterday to get all"},{"startTime":1209.758,"endTime":1210.988,"body":"of this structured member."},{"startTime":1211.198,"endTime":1214.078,"body":"We had that conversation"},{"startTime":1211.198,"endTime":1214.078,"body":"how maybe I needed some"},{"startTime":1214.378,"endTime":1215.608,"body":"and I've got all of it."},{"startTime":1215.608,"endTime":1216.868,"body":"Now it's in the works."},{"startTime":1216.868,"endTime":1221.695,"body":"I've I've got  that serial LLC"},{"startTime":1216.868,"endTime":1221.695,"body":"out of Wyoming and I I've got"},{"startTime":1221.745,"endTime":1223.335,"body":"the other one that handles it."},{"startTime":1223.335,"endTime":1224.655,"body":"I don't even know what I have."},{"startTime":1225.105,"endTime":1226.545,"body":"I've got it coming though."},{"startTime":1226.785,"endTime":1228.888,"body":"I told him what I"},{"startTime":1226.785,"endTime":1228.888,"body":"needed and the blanket."},{"startTime":1229.656,"endTime":1230.681,"body":"for the boys, my boys."},{"startTime":1230.681,"endTime":1233.781,"body":"So the next step in this,"},{"startTime":1230.681,"endTime":1233.781,"body":"like be prepared  real estate"},{"startTime":1233.781,"endTime":1236.301,"body":"attorney is well, versed"},{"startTime":1233.781,"endTime":1236.301,"body":"in notes and first deeds of"},{"startTime":1236.301,"endTime":1238.641,"body":"trust and like, like a bomb."},{"startTime":1238.851,"endTime":1239.961,"body":"He's good."},{"startTime":1240.381,"endTime":1241.311,"body":"So excited."},{"startTime":1241.551,"endTime":1241.821,"body":"Okay."},{"startTime":1241.851,"endTime":1243.881,"body":"He wrote books So that"},{"startTime":1241.851,"endTime":1243.881,"body":"might be the strategy."},{"startTime":1244.192,"endTime":1248.142,"body":"Um, I was offered radio"},{"startTime":1244.192,"endTime":1248.142,"body":"slot free for opening"},{"startTime":1248.142,"endTime":1249.222,"body":"day for the Rockies."},{"startTime":1249.552,"endTime":1253.312,"body":"And I need a sound bite and"},{"startTime":1249.552,"endTime":1253.312,"body":"you can tell, I don't have one,"},{"startTime":1253.762,"endTime":1257.062,"body":"even if anybody is interested"},{"startTime":1253.762,"endTime":1257.062,"body":"in helping with that I'm up."},{"startTime":1257.788,"endTime":1262.208,"body":"So well specifically, as far as"},{"startTime":1257.788,"endTime":1262.208,"body":"explaining what you can offer."},{"startTime":1262.538,"endTime":1262.838,"body":"Yeah."},{"startTime":1262.838,"endTime":1264.488,"body":"So it, I could go either way."},{"startTime":1264.538,"endTime":1266.998,"body":"I could do like, a public"},{"startTime":1264.538,"endTime":1266.998,"body":"service announcement."},{"startTime":1267.238,"endTime":1270.298,"body":"He he did say he wanted me to"},{"startTime":1267.238,"endTime":1270.298,"body":"for sure have an opportunity"},{"startTime":1270.298,"endTime":1272.338,"body":"to promote the business and"},{"startTime":1270.298,"endTime":1272.338,"body":"say what we do and who we"},{"startTime":1272.338,"endTime":1274.468,"body":"are and et cetera, et cetera."},{"startTime":1274.558,"endTime":1276.748,"body":"And I don't have a"},{"startTime":1274.558,"endTime":1276.748,"body":"one-liner for that."},{"startTime":1277.198,"endTime":1279.358,"body":"Like I show up the way I"},{"startTime":1277.198,"endTime":1279.358,"body":"need to show up when I show"},{"startTime":1279.358,"endTime":1280.498,"body":"up and I make it happen."},{"startTime":1280.528,"endTime":1282.738,"body":"That's kind of it,"},{"startTime":1280.528,"endTime":1282.738,"body":"when's the recording."},{"startTime":1283.178,"endTime":1284.048,"body":"April 8th."},{"startTime":1284.498,"endTime":1287.618,"body":"In three days, you're probably"},{"startTime":1284.498,"endTime":1287.618,"body":"not going to figure out your"},{"startTime":1287.618,"endTime":1291.242,"body":"stop foreclosure system in the"},{"startTime":1287.618,"endTime":1291.242,"body":"next three days, but let's look"},{"startTime":1291.242,"endTime":1292.622,"body":"at what you're already good at."},{"startTime":1293.072,"endTime":1297.272,"body":"So two or three calls ago,"},{"startTime":1293.072,"endTime":1297.272,"body":"we showed you how to take a"},{"startTime":1297.272,"endTime":1301.142,"body":"listing off market, a high"},{"startTime":1297.272,"endTime":1301.142,"body":"net worth listing off market"},{"startTime":1301.142,"endTime":1302.522,"body":"for discretion purposes."},{"startTime":1302.685,"endTime":1305.055,"body":"You're emerging as a,"},{"startTime":1302.685,"endTime":1305.055,"body":"as a high net worth"},{"startTime":1305.265,"endTime":1307.635,"body":"real estate professional"},{"startTime":1305.265,"endTime":1307.635,"body":"in the probate space."},{"startTime":1308.085,"endTime":1308.895,"body":"Think about that."},{"startTime":1309.615,"endTime":1310.275,"body":"Okay."},{"startTime":1310.725,"endTime":1311.085,"body":"Got it."},{"startTime":1311.475,"endTime":1311.925,"body":"Thanks."},{"startTime":1312.15,"endTime":1312.48,"body":"Now."},{"startTime":1312.51,"endTime":1314.55,"body":"Zachary has been very"},{"startTime":1312.51,"endTime":1314.55,"body":"patiently waiting for"},{"startTime":1314.55,"endTime":1315.66,"body":"us to go back and forth."},{"startTime":1315.66,"endTime":1317.67,"body":"So I'm going to let him,"},{"startTime":1315.66,"endTime":1317.67,"body":"I think he has something"},{"startTime":1317.67,"endTime":1321.01,"body":"to add for actually"},{"startTime":1317.67,"endTime":1321.01,"body":"just slightly different."},{"startTime":1321.19,"endTime":1322.6,"body":"One of the things I"},{"startTime":1321.19,"endTime":1322.6,"body":"should've mentioned on"},{"startTime":1322.6,"endTime":1324.01,"body":"the calls was the scaling."},{"startTime":1324.46,"endTime":1327.88,"body":"On average, I probably get about"},{"startTime":1324.46,"endTime":1327.88,"body":"just shy of 400 leads a month."},{"startTime":1328.33,"endTime":1332.097,"body":"And last year I was just"},{"startTime":1328.33,"endTime":1332.097,"body":"over 80 sides, I would say."},{"startTime":1332.307,"endTime":1334.947,"body":"So it's not a matter of"},{"startTime":1332.307,"endTime":1334.947,"body":"not doing enough business."},{"startTime":1334.947,"endTime":1338.883,"body":"It's a matter of how to scale"},{"startTime":1334.947,"endTime":1338.883,"body":"that to a much bigger level"},{"startTime":1338.883,"endTime":1340.083,"body":"when making those calls."},{"startTime":1340.083,"endTime":1340.173,"body":"So.."},{"startTime":1340.873,"endTime":1341.743,"body":"What market you're in?"},{"startTime":1342.353,"endTime":1343.133,"body":"I'm in Palm beach."},{"startTime":1343.467,"endTime":1343.947,"body":"Okay."},{"startTime":1344.367,"endTime":1348.417,"body":"I know you've got one Broward"},{"startTime":1344.367,"endTime":1348.417,"body":"county, I see Ele is here.."},{"startTime":1348.417,"endTime":1349.407,"body":"She's in Broward."},{"startTime":1349.797,"endTime":1352.947,"body":"Where my mind is going is can"},{"startTime":1349.797,"endTime":1352.947,"body":"we, can we pair you up with"},{"startTime":1352.947,"endTime":1355.857,"body":"somebody who's also a CPE"},{"startTime":1352.947,"endTime":1355.857,"body":"that you can trust and you"},{"startTime":1355.857,"endTime":1359.127,"body":"guys can, can do it together"},{"startTime":1355.857,"endTime":1359.127,"body":"if that makes sense for you."},{"startTime":1359.31,"endTime":1362.79,"body":"One of the things we're"},{"startTime":1359.31,"endTime":1362.79,"body":"working on is the CPE directory"},{"startTime":1362.79,"endTime":1365.34,"body":"where you guys can have kind"},{"startTime":1362.79,"endTime":1365.34,"body":"of a social platform where"},{"startTime":1365.34,"endTime":1368.117,"body":"you can all have, you know,"},{"startTime":1365.34,"endTime":1368.117,"body":"shared deals back and forth."},{"startTime":1368.117,"endTime":1371.177,"body":"It's just, it's, it's one of"},{"startTime":1368.117,"endTime":1371.177,"body":"many ideas we're working on."},{"startTime":1371.627,"endTime":1375.573,"body":"Grant has in the Facebook group"},{"startTime":1371.627,"endTime":1375.573,"body":"in probate mastery alumni,"},{"startTime":1375.573,"endTime":1378.44,"body":"there's a CPE referral document."},{"startTime":1378.718,"endTime":1381.208,"body":"I would take a look at that"},{"startTime":1378.718,"endTime":1381.208,"body":"and see who's in your area."},{"startTime":1381.268,"endTime":1382.858,"body":"Maybe take them to lunch."},{"startTime":1382.928,"endTime":1385.008,"body":"Especially if they're"},{"startTime":1382.928,"endTime":1385.008,"body":"struggling, like you've"},{"startTime":1385.008,"endTime":1386.868,"body":"got it figured out, you"},{"startTime":1385.008,"endTime":1386.868,"body":"know how to close them."},{"startTime":1386.992,"endTime":1390.352,"body":"If they're struggling or they've"},{"startTime":1386.992,"endTime":1390.352,"body":"already quit and they gave up,"},{"startTime":1390.382,"endTime":1393.472,"body":"but they still believe in what"},{"startTime":1390.382,"endTime":1393.472,"body":"we teach and how we approach it."},{"startTime":1393.762,"endTime":1398.595,"body":"Maybe we can turn them into a"},{"startTime":1393.762,"endTime":1398.595,"body":"licensed ISA that can actually,"},{"startTime":1398.595,"endTime":1399.885,"body":"work the phones for you."},{"startTime":1400.042,"endTime":1402.202,"body":"Maybe they're really good"},{"startTime":1400.042,"endTime":1402.202,"body":"at closing the appointment"},{"startTime":1402.232,"endTime":1403.462,"body":"and they suck at the phones."},{"startTime":1403.462,"endTime":1405.442,"body":"And that gives you more time"},{"startTime":1403.462,"endTime":1405.442,"body":"on the phones and they're"},{"startTime":1405.442,"endTime":1406.492,"body":"out on the field work."},{"startTime":1406.748,"endTime":1408.158,"body":"Yeah, I'd be open either way."},{"startTime":1408.608,"endTime":1409.118,"body":"Hello."},{"startTime":1409.508,"endTime":1413.498,"body":"I am in Broward, actually,"},{"startTime":1409.508,"endTime":1413.498,"body":"Broward and now in Fort Myers."},{"startTime":1414.098,"endTime":1414.458,"body":"Okay."},{"startTime":1414.908,"endTime":1418.028,"body":"Well, I will notate your"},{"startTime":1414.908,"endTime":1418.028,"body":"information down and I will"},{"startTime":1418.028,"endTime":1418.748,"body":"try and reach out to you."},{"startTime":1418.988,"endTime":1419.468,"body":"I'm all in."},{"startTime":1419.468,"endTime":1421.658,"body":"But I believe that it's"},{"startTime":1419.468,"endTime":1421.658,"body":"about helping each other."},{"startTime":1421.708,"endTime":1423.208,"body":"So hang in there."},{"startTime":1423.628,"endTime":1424.498,"body":"Let's help each other."},{"startTime":1424.528,"endTime":1425.008,"body":"That's fine."},{"startTime":1425.578,"endTime":1426.358,"body":"Sounds good."},{"startTime":1426.478,"endTime":1427.108,"body":"I will reach out."},{"startTime":1427.138,"endTime":1428.038,"body":"Thank you very much guys."},{"startTime":1428.488,"endTime":1428.698,"body":"Yeah."},{"startTime":1428.698,"endTime":1431.038,"body":"And anybody listening to"},{"startTime":1428.698,"endTime":1431.038,"body":"this, like if you're finding"},{"startTime":1431.038,"endTime":1435.368,"body":"this days or months later one"},{"startTime":1431.038,"endTime":1435.368,"body":"of the big things we try to"},{"startTime":1435.368,"endTime":1438.098,"body":"do here, we really want to"},{"startTime":1435.368,"endTime":1438.098,"body":"connect all you guys cause a"},{"startTime":1438.098,"endTime":1439.508,"body":"rising tide lifts all boats."},{"startTime":1439.612,"endTime":1442.715,"body":"I've found that new business"},{"startTime":1439.612,"endTime":1442.715,"body":"and new great relationships"},{"startTime":1442.715,"endTime":1444.665,"body":"tend to find their way into"},{"startTime":1442.715,"endTime":1444.665,"body":"your life more easily when"},{"startTime":1444.665,"endTime":1446.345,"body":"you're not trying to hide"},{"startTime":1444.665,"endTime":1446.345,"body":"everything you're doing."},{"startTime":1446.345,"endTime":1448.885,"body":"So if you're listening to"},{"startTime":1446.345,"endTime":1448.885,"body":"this and you have an abundance"},{"startTime":1448.885,"endTime":1451.658,"body":"mindset and you're in that"},{"startTime":1448.885,"endTime":1451.658,"body":"Southeast, Florida market"},{"startTime":1451.658,"endTime":1455.024,"body":"reach out, drop a comment"},{"startTime":1451.658,"endTime":1455.024,"body":"below this video and tag Zac."},{"startTime":1455.124,"endTime":1457.434,"body":"Let him know, Hey man, I"},{"startTime":1455.124,"endTime":1457.434,"body":"listened to his episode."},{"startTime":1457.434,"endTime":1458.454,"body":"I'd love to help you out."},{"startTime":1458.541,"endTime":1462.868,"body":"If you're not currently a CPE"},{"startTime":1458.541,"endTime":1462.868,"body":"and you would like mentorship"},{"startTime":1462.868,"endTime":1465.568,"body":"from somebody who's, who"},{"startTime":1462.868,"endTime":1465.568,"body":"setting the world on fire and"},{"startTime":1465.568,"endTime":1466.858,"body":"actually has figured this out."},{"startTime":1466.858,"endTime":1468.951,"body":"And Zac, you've been part"},{"startTime":1466.858,"endTime":1468.951,"body":"of the community for what?"},{"startTime":1468.951,"endTime":1469.941,"body":"Four or five years?"},{"startTime":1469.941,"endTime":1470.451,"body":"Probably."},{"startTime":1470.901,"endTime":1472.191,"body":"Yeah, I think I'm"},{"startTime":1470.901,"endTime":1472.191,"body":"just shy of five."},{"startTime":1472.658,"endTime":1472.928,"body":"Yeah."},{"startTime":1472.928,"endTime":1475.898,"body":"So, you've got a five-year"},{"startTime":1472.928,"endTime":1475.898,"body":"veteran that has figured"},{"startTime":1475.898,"endTime":1478.058,"body":"this out in a super"},{"startTime":1475.898,"endTime":1478.058,"body":"competitive market."},{"startTime":1478.134,"endTime":1480.504,"body":"If I were just trying to"},{"startTime":1478.134,"endTime":1480.504,"body":"figure this out and I had"},{"startTime":1480.504,"endTime":1483.024,"body":"an opportunity to earn half"},{"startTime":1480.504,"endTime":1483.024,"body":"the commission and do three"},{"startTime":1483.024,"endTime":1487.734,"body":"quarters 90% of the work,"},{"startTime":1483.024,"endTime":1487.734,"body":"you would be my damn mentor"},{"startTime":1487.734,"endTime":1489.234,"body":"if I lived in west Palm."},{"startTime":1489.304,"endTime":1492.514,"body":"So if you're listening to"},{"startTime":1489.304,"endTime":1492.514,"body":"this and you're not a CPE,"},{"startTime":1492.544,"endTime":1494.044,"body":"why the hell not step up?"},{"startTime":1494.074,"endTime":1495.264,"body":"You've got mentors waiting."},{"startTime":1495.611,"endTime":1496.571,"body":"So that's awesome."},{"startTime":1496.571,"endTime":1500.051,"body":"That guy I'm really glad to"},{"startTime":1496.571,"endTime":1500.051,"body":"hear you're doing so well."},{"startTime":1500.151,"endTime":1502.461,"body":"The good news about that"},{"startTime":1500.151,"endTime":1502.461,"body":"is you've got capital."},{"startTime":1502.531,"endTime":1504.321,"body":"You've got money to share."},{"startTime":1504.351,"endTime":1507.291,"body":"Like you've, you've, I'm sure"},{"startTime":1504.351,"endTime":1507.291,"body":"what that much deal flow."},{"startTime":1507.291,"endTime":1508.761,"body":"Your, your business is healthy."},{"startTime":1508.858,"endTime":1513.064,"body":"So going 50 50 on commission"},{"startTime":1508.858,"endTime":1513.064,"body":"is certainly feasible for you."},{"startTime":1513.684,"endTime":1514.494,"body":"Oh, absolutely."},{"startTime":1514.494,"endTime":1516.551,"body":"Cause right now it's"},{"startTime":1514.494,"endTime":1516.551,"body":"just running out the back"},{"startTime":1516.551,"endTime":1517.941,"body":"door with, potential."},{"startTime":1518.061,"endTime":1520.941,"body":"That's my that's my biggest"},{"startTime":1518.061,"endTime":1520.941,"body":"struggle is, you're just"},{"startTime":1520.941,"endTime":1524.301,"body":"watching, I might be able to"},{"startTime":1520.941,"endTime":1524.301,"body":"get through half the leads,"},{"startTime":1524.301,"endTime":1526.341,"body":"that thing during the course"},{"startTime":1524.301,"endTime":1526.341,"body":"of the month and there, the"},{"startTime":1526.341,"endTime":1528.771,"body":"followup is not there for"},{"startTime":1526.341,"endTime":1528.771,"body":"the three to six months."},{"startTime":1529.221,"endTime":1532.131,"body":"So I know that I'm just like"},{"startTime":1529.221,"endTime":1532.131,"body":"bleeding out with potential"},{"startTime":1532.131,"endTime":1535.176,"body":"business, going out the back"},{"startTime":1532.131,"endTime":1535.176,"body":"door type thing, Show of hands,"},{"startTime":1535.191,"endTime":1538.371,"body":"and I want everybody to be"},{"startTime":1535.191,"endTime":1538.371,"body":"honest, who's thinking, oh,"},{"startTime":1538.401,"endTime":1540.531,"body":"poor Zack, too many deals."},{"startTime":1543.138,"endTime":1546.288,"body":"Uh, Nobody raises their hand."},{"startTime":1546.288,"endTime":1546.858,"body":"They're all nice."},{"startTime":1549.028,"endTime":1550.948,"body":"How many deals are we"},{"startTime":1549.028,"endTime":1550.948,"body":"talking about guys?"},{"startTime":1551.398,"endTime":1552.978,"body":"As many as you can handle, Ele."},{"startTime":1553.368,"endTime":1554.998,"body":"You did 80 sides"},{"startTime":1553.368,"endTime":1554.998,"body":"last year, Zack."},{"startTime":1555.188,"endTime":1557.318,"body":"like 80, I think"},{"startTime":1555.188,"endTime":1557.318,"body":"84 was my number."},{"startTime":1557.888,"endTime":1558.548,"body":"That's amazing."},{"startTime":1559.148,"endTime":1561.368,"body":"So Zach, where are"},{"startTime":1559.148,"endTime":1561.368,"body":"you getting the leads?"},{"startTime":1561.428,"endTime":1562.778,"body":"Is that through the lead thing?"},{"startTime":1563.228,"endTime":1567.058,"body":"So, the probate leads come"},{"startTime":1563.228,"endTime":1567.058,"body":"through all the leads."},{"startTime":1567.398,"endTime":1569.738,"body":"But I would say the vast"},{"startTime":1567.398,"endTime":1569.738,"body":"majority of my business"},{"startTime":1569.738,"endTime":1572.438,"body":"is just referrals out"},{"startTime":1569.738,"endTime":1572.438,"body":"in the marketplace."},{"startTime":1572.528,"endTime":1576.668,"body":"16 of about 84 deals last"},{"startTime":1572.528,"endTime":1576.668,"body":"year were from probate."},{"startTime":1577.328,"endTime":1580.938,"body":"And I will say that on a"},{"startTime":1577.328,"endTime":1580.938,"body":"monthly basis, I'm lucky if I"},{"startTime":1580.938,"endTime":1584.548,"body":"get through all of my leads, I"},{"startTime":1580.938,"endTime":1584.548,"body":"may call them once, sometimes"},{"startTime":1584.548,"endTime":1588.984,"body":"I'm doing 10% of the deals"},{"startTime":1584.548,"endTime":1588.984,"body":"or a 10% of the calls and I"},{"startTime":1588.984,"endTime":1590.394,"body":"do the mailer every month."},{"startTime":1590.634,"endTime":1592.804,"body":"I do have email"},{"startTime":1590.634,"endTime":1592.804,"body":"campaigns set up."},{"startTime":1593.334,"endTime":1596.814,"body":"I use the forewarn app for"},{"startTime":1593.334,"endTime":1596.814,"body":"pulling phone numbers that I"},{"startTime":1596.814,"endTime":1597.834,"body":"might not be able to reach."},{"startTime":1597.954,"endTime":1600.414,"body":"And that's something that I"},{"startTime":1597.954,"endTime":1600.414,"body":"would highly recommend anybody"},{"startTime":1600.414,"endTime":1606.324,"body":"struggling to get phone numbers"},{"startTime":1600.414,"endTime":1606.324,"body":"for warn F O R E w a R N."},{"startTime":1606.324,"endTime":1609.594,"body":"It's based out of Boca"},{"startTime":1606.324,"endTime":1609.594,"body":"Raton, $20 a month."},{"startTime":1609.684,"endTime":1613.344,"body":"And you, if you have a phone"},{"startTime":1609.684,"endTime":1613.344,"body":"number or if you have a"},{"startTime":1613.434,"endTime":1617.03,"body":"first name, last name and"},{"startTime":1613.434,"endTime":1617.03,"body":"city and state, you can pull"},{"startTime":1617.155,"endTime":1621.115,"body":"all their addresses, cars,"},{"startTime":1617.155,"endTime":1621.115,"body":"convictions, background."},{"startTime":1621.555,"endTime":1622.565,"body":"It's pretty great."},{"startTime":1624.239,"endTime":1626.309,"body":"Hollywood Renee, hands up."},{"startTime":1626.729,"endTime":1627.419,"body":"Floor's yours."},{"startTime":1627.869,"endTime":1628.529,"body":"I love it."},{"startTime":1628.559,"endTime":1629.729,"body":"It's never going to die."},{"startTime":1630.089,"endTime":1631.849,"body":"Something I'd like"},{"startTime":1630.089,"endTime":1631.849,"body":"to pitch to Zac."},{"startTime":1631.879,"endTime":1635.099,"body":"Zac, I also sent you a Facebook"},{"startTime":1631.879,"endTime":1635.099,"body":"we're friends on Facebook with"},{"startTime":1635.099,"endTime":1636.389,"body":"this goes for anyone else."},{"startTime":1636.719,"endTime":1638.939,"body":"So I'm going to toot my horn"},{"startTime":1636.719,"endTime":1638.939,"body":"for one second, but this is"},{"startTime":1638.939,"endTime":1640.678,"body":"meant for all the right reasons."},{"startTime":1640.717,"endTime":1644.177,"body":"I live in Los Angeles and also"},{"startTime":1640.717,"endTime":1644.177,"body":"a very competitive market."},{"startTime":1644.447,"endTime":1648.167,"body":"One of my biggest skills"},{"startTime":1644.447,"endTime":1648.167,"body":"is I I've done this so much"},{"startTime":1648.167,"endTime":1649.457,"body":"cold calling in my life."},{"startTime":1649.717,"endTime":1651.647,"body":"I've been I'm an investor"},{"startTime":1649.717,"endTime":1651.647,"body":"friendly realtor."},{"startTime":1651.647,"endTime":1654.557,"body":"I'm a realtor here in"},{"startTime":1651.647,"endTime":1654.557,"body":"Los Angeles, but I'm"},{"startTime":1654.557,"endTime":1655.667,"body":"very good on the phones."},{"startTime":1655.757,"endTime":1659.777,"body":"And I've done a lot of JV with"},{"startTime":1655.757,"endTime":1659.777,"body":"other real estate practitioners,"},{"startTime":1659.792,"endTime":1663.962,"body":"wholesalers and so forth where"},{"startTime":1659.792,"endTime":1663.962,"body":"I call in other states and they"},{"startTime":1663.962,"endTime":1665.492,"body":"give me the warm leads to close."},{"startTime":1665.672,"endTime":1666.572,"body":"That's the short of it."},{"startTime":1666.902,"endTime":1668.702,"body":"So I'm not an ISA."},{"startTime":1668.732,"endTime":1671.102,"body":"I really don't want to be on"},{"startTime":1668.732,"endTime":1671.102,"body":"the phones for hours and hours,"},{"startTime":1671.102,"endTime":1673.742,"body":"just banging through, trying"},{"startTime":1671.102,"endTime":1673.742,"body":"to find needles in a haystack."},{"startTime":1673.772,"endTime":1674.582,"body":"I'll do it."},{"startTime":1674.582,"endTime":1678.572,"body":"I'm good at it, but that's not"},{"startTime":1674.582,"endTime":1678.572,"body":"my intention, but what I will"},{"startTime":1678.572,"endTime":1682.812,"body":"do and can do is I've got the"},{"startTime":1678.572,"endTime":1682.812,"body":"set up to do follow-up for you."},{"startTime":1683.296,"endTime":1685.966,"body":"You know, We can, if you're"},{"startTime":1683.296,"endTime":1685.966,"body":"not sure who I am and you"},{"startTime":1685.966,"endTime":1687.736,"body":"want to do a contract or"},{"startTime":1685.966,"endTime":1687.736,"body":"whatever, that's fine."},{"startTime":1687.736,"endTime":1691.516,"body":"But what I request is maybe like"},{"startTime":1687.736,"endTime":1691.516,"body":"a CSV and you can send it to me."},{"startTime":1691.516,"endTime":1694.666,"body":"I have mojo, I call rail,"},{"startTime":1691.516,"endTime":1694.666,"body":"I can make a number, that's"},{"startTime":1694.666,"endTime":1697.846,"body":"a local number and call"},{"startTime":1694.666,"endTime":1697.846,"body":"out to Florida, whatever."},{"startTime":1698.146,"endTime":1701.236,"body":"So, utilize me if you guys are"},{"startTime":1698.146,"endTime":1701.236,"body":"like having a hard time with"},{"startTime":1701.236,"endTime":1704.286,"body":"your follow-up you don't have"},{"startTime":1701.236,"endTime":1704.286,"body":"to pay me to do that, but I've"},{"startTime":1704.286,"endTime":1706.806,"body":"done splits with people and"},{"startTime":1704.286,"endTime":1706.806,"body":"that's how I get compensated."},{"startTime":1707.116,"endTime":1709.816,"body":"But that's really where"},{"startTime":1707.116,"endTime":1709.816,"body":"something that has worked"},{"startTime":1709.816,"endTime":1710.806,"body":"out really well for me."},{"startTime":1711.016,"endTime":1713.096,"body":"And if you want to talk"},{"startTime":1711.016,"endTime":1713.096,"body":"more about it, we can, and"},{"startTime":1713.096,"endTime":1714.866,"body":"sometimes you just gotta"},{"startTime":1713.096,"endTime":1714.866,"body":"throw your hat over the fence."},{"startTime":1715.406,"endTime":1718.916,"body":"So that's in response to Zac"},{"startTime":1715.406,"endTime":1718.916,"body":"or anybody else on the call."},{"startTime":1719.396,"endTime":1724.046,"body":"And my last name is K I S as"},{"startTime":1719.396,"endTime":1724.046,"body":"in Sam, C H E, which you can"},{"startTime":1724.046,"endTime":1726.746,"body":"find me on Facebook or I'll put"},{"startTime":1724.046,"endTime":1726.746,"body":"my phone over in the side chat"},{"startTime":1727.166,"endTime":1730.496,"body":"and then completely separate,"},{"startTime":1727.166,"endTime":1730.496,"body":"which is why I raised my hand is"},{"startTime":1730.496,"endTime":1730.916,"body":"Chad."},{"startTime":1730.916,"endTime":1734.336,"body":"I talked to from last week, The"},{"startTime":1730.916,"endTime":1734.336,"body":"lawyer and these two probates."},{"startTime":1734.676,"endTime":1736.596,"body":"I talked to her yesterday"},{"startTime":1734.676,"endTime":1736.596,"body":"and she's so stoked"},{"startTime":1736.596,"endTime":1737.736,"body":"to do some videos."},{"startTime":1737.976,"endTime":1740.646,"body":"And I actually found a"},{"startTime":1737.976,"endTime":1740.646,"body":"videographer that I had"},{"startTime":1740.676,"endTime":1743.169,"body":"not worked directly with,"},{"startTime":1740.676,"endTime":1743.169,"body":"but had been privy to"},{"startTime":1743.169,"endTime":1744.879,"body":"his energy and his work."},{"startTime":1745.122,"endTime":1747.252,"body":"And I really like what he's"},{"startTime":1745.122,"endTime":1747.252,"body":"up to and he's still doing it."},{"startTime":1747.252,"endTime":1750.312,"body":"Young guy, like 22 is all"},{"startTime":1747.252,"endTime":1750.312,"body":"the equipment ready to rock."},{"startTime":1750.479,"endTime":1752.796,"body":"And so that's just going"},{"startTime":1750.479,"endTime":1752.796,"body":"to be a lot of fun."},{"startTime":1752.796,"endTime":1756.366,"body":"I get to do I think some"},{"startTime":1752.796,"endTime":1756.366,"body":"evergreen stuff and anyway,"},{"startTime":1756.396,"endTime":1757.176,"body":"it's all working out."},{"startTime":1757.176,"endTime":1758.946,"body":"So thanks for universally"},{"startTime":1757.176,"endTime":1758.946,"body":"planting that seed."},{"startTime":1758.946,"endTime":1759.936,"body":"So that was fun."},{"startTime":1760.026,"endTime":1761.486,"body":"In one week, that came to be."},{"startTime":1762.146,"endTime":1762.716,"body":"That's awesome."},{"startTime":1762.716,"endTime":1765.436,"body":"So, thanks for, thanks for"},{"startTime":1762.716,"endTime":1765.436,"body":"bringing back the result."},{"startTime":1765.446,"endTime":1766.226,"body":"You actually did it."},{"startTime":1766.676,"endTime":1767.216,"body":"That's awesome."},{"startTime":1767.246,"endTime":1768.896,"body":"Thank you guys for letting"},{"startTime":1767.246,"endTime":1768.896,"body":"me share, if you will."},{"startTime":1769.346,"endTime":1772.076,"body":"See when we put ourselves out"},{"startTime":1769.346,"endTime":1772.076,"body":"there, look at what we find."},{"startTime":1772.076,"endTime":1774.056,"body":"Zach, you might've found"},{"startTime":1772.076,"endTime":1774.056,"body":"your, your solution."},{"startTime":1774.086,"endTime":1777.236,"body":"And she's modest when she's"},{"startTime":1774.086,"endTime":1777.236,"body":"talking about her skillset."},{"startTime":1777.266,"endTime":1778.406,"body":"You won't get her in the weeds."},{"startTime":1778.856,"endTime":1781.236,"body":"Renee, you took the live"},{"startTime":1778.856,"endTime":1781.236,"body":"class, I don't know, four"},{"startTime":1781.236,"endTime":1782.376,"body":"or five times, I think."},{"startTime":1782.816,"endTime":1784.716,"body":"And we had some very"},{"startTime":1782.816,"endTime":1784.716,"body":"good conversations."},{"startTime":1784.716,"endTime":1786.846,"body":"When you get on the more"},{"startTime":1784.716,"endTime":1786.846,"body":"creative side of things,"},{"startTime":1786.846,"endTime":1789.276,"body":"when you're structuring"},{"startTime":1786.846,"endTime":1789.276,"body":"deals with multiple options,"},{"startTime":1789.336,"endTime":1790.866,"body":"Renee has that skillset."},{"startTime":1791.166,"endTime":1791.376,"body":"Yeah."},{"startTime":1792.006,"endTime":1794.646,"body":"I know a lot of about, sometimes"},{"startTime":1792.006,"endTime":1794.646,"body":"you will create a financing."},{"startTime":1794.946,"endTime":1798.156,"body":"You really dug into session two"},{"startTime":1794.946,"endTime":1798.156,"body":"and like, wait, we can do that!"},{"startTime":1799.279,"endTime":1802.189,"body":"Like, so she's, she knows"},{"startTime":1799.279,"endTime":1802.189,"body":"how to monetize every"},{"startTime":1802.189,"endTime":1803.059,"body":"conversation for sure."},{"startTime":1803.509,"endTime":1804.529,"body":"Thank you for saying that."},{"startTime":1804.559,"endTime":1807.759,"body":"And you remember, I still am"},{"startTime":1804.559,"endTime":1807.759,"body":"coaching directly with Chris"},{"startTime":1807.759,"endTime":1809.919,"body":"Voss who wrote the book,"},{"startTime":1807.759,"endTime":1809.919,"body":"never split the difference,"},{"startTime":1809.919,"endTime":1812.139,"body":"which I was already doing"},{"startTime":1809.919,"endTime":1812.139,"body":"that in that last four years."},{"startTime":1812.139,"endTime":1816.122,"body":"So that's probably my biggest"},{"startTime":1812.139,"endTime":1816.122,"body":"unique selling proposition."},{"startTime":1816.122,"endTime":1818.322,"body":"And so a lot of people say"},{"startTime":1816.122,"endTime":1818.322,"body":"to me on the phone well you"},{"startTime":1818.322,"endTime":1820.142,"body":"don't sound like everybody"},{"startTime":1818.322,"endTime":1820.142,"body":"else, you don't sound"},{"startTime":1820.142,"endTime":1821.312,"body":"like you're hustling me."},{"startTime":1821.672,"endTime":1823.682,"body":"And that's not how I"},{"startTime":1821.672,"endTime":1823.682,"body":"lead in life anyway."},{"startTime":1823.682,"endTime":1826.802,"body":"But just with my training"},{"startTime":1823.682,"endTime":1826.802,"body":"and skills, that seems to go"},{"startTime":1826.802,"endTime":1830.402,"body":"over very well, particularly"},{"startTime":1826.802,"endTime":1830.402,"body":"in probate, as we all know."},{"startTime":1830.612,"endTime":1835.452,"body":"Or I think McKenna reached"},{"startTime":1830.612,"endTime":1835.452,"body":"out to you about Chris' Voss."},{"startTime":1835.592,"endTime":1838.502,"body":"And I think she may have gotten"},{"startTime":1835.592,"endTime":1838.502,"body":"the wrong number, cause she's"},{"startTime":1838.502,"endTime":1840.662,"body":"like, I talked to her and"},{"startTime":1838.502,"endTime":1840.662,"body":"she doesn't know who he is."},{"startTime":1840.662,"endTime":1841.772,"body":"I'm like that that's not true."},{"startTime":1842.047,"endTime":1842.707,"body":"I'll email."},{"startTime":1842.737,"endTime":1843.037,"body":"Sure."},{"startTime":1843.037,"endTime":1846.487,"body":"I send my, and just say,"},{"startTime":1843.037,"endTime":1846.487,"body":"Hey, Chad asked to ask us to"},{"startTime":1846.487,"endTime":1848.057,"body":"connect about Chris' Voss."},{"startTime":1848.117,"endTime":1850.097,"body":"We're interested in"},{"startTime":1848.117,"endTime":1850.097,"body":"actually bringing Chris"},{"startTime":1850.097,"endTime":1853.787,"body":"into the community as a"},{"startTime":1850.097,"endTime":1853.787,"body":"guest speaker for you guys."},{"startTime":1854.131,"endTime":1857.641,"body":"And I know you have, you have"},{"startTime":1854.131,"endTime":1857.641,"body":"a connection with them, so."},{"startTime":1858.091,"endTime":1858.361,"body":"Okay."},{"startTime":1858.391,"endTime":1858.841,"body":"Very good."},{"startTime":1858.871,"endTime":1859.321,"body":"Thanks you guys."},{"startTime":1859.321,"endTime":1861.571,"body":"I'll put my number in there"},{"startTime":1859.321,"endTime":1861.571,"body":"if you need to reach out."},{"startTime":1862.021,"endTime":1862.561,"body":"All right."},{"startTime":1863.011,"endTime":1864.151,"body":"What a cool call guys."},{"startTime":1864.601,"endTime":1866.641,"body":"We're connecting,"},{"startTime":1864.601,"endTime":1866.641,"body":"connecting the dots here."},{"startTime":1867.271,"endTime":1868.711,"body":"What other problems"},{"startTime":1867.271,"endTime":1868.711,"body":"can we solve?"},{"startTime":1868.741,"endTime":1869.851,"body":"How can we help somebody?"},{"startTime":1870.301,"endTime":1871.321,"body":"I need a little help."},{"startTime":1872.06,"endTime":1877.013,"body":"You Really light me up with the"},{"startTime":1872.06,"endTime":1877.013,"body":"recording that you have about"},{"startTime":1877.043,"endTime":1881.197,"body":"pre-probate and understanding"},{"startTime":1877.043,"endTime":1881.197,"body":"the psychology behind it."},{"startTime":1881.567,"endTime":1885.707,"body":"Earlier I rejected, because"},{"startTime":1881.567,"endTime":1885.707,"body":"I say to myself, I just need"},{"startTime":1885.707,"endTime":1890.147,"body":"to have that moment to talk"},{"startTime":1885.707,"endTime":1890.147,"body":"to somebody and communicate,"},{"startTime":1890.372,"endTime":1894.064,"body":"but um,  I've been getting"},{"startTime":1890.372,"endTime":1894.064,"body":"on a lot of different  calls"},{"startTime":1894.064,"endTime":1895.964,"body":"And they're like, oh, we"},{"startTime":1894.064,"endTime":1895.964,"body":"have everything handled."},{"startTime":1895.984,"endTime":1896.974,"body":"Boom, hang up."},{"startTime":1897.424,"endTime":1900.154,"body":"And I'm the person that"},{"startTime":1897.424,"endTime":1900.154,"body":"after they hang up, I call"},{"startTime":1900.154,"endTime":1903.091,"body":"again, because I think"},{"startTime":1900.154,"endTime":1903.091,"body":"that we got disconnected"},{"startTime":1903.121,"endTime":1904.081,"body":"or something like that."},{"startTime":1904.108,"endTime":1908.514,"body":"You know, trying to reengage"},{"startTime":1904.108,"endTime":1908.514,"body":"that conversation, but I'll tell"},{"startTime":1908.514,"endTime":1912.998,"body":"you, it's just when you have the"},{"startTime":1908.514,"endTime":1912.998,"body":"good willing to help somebody"},{"startTime":1912.998,"endTime":1914.108,"body":"and they're just hanging up,"},{"startTime":1914.558,"endTime":1916.058,"body":"I'm having a hard"},{"startTime":1914.558,"endTime":1916.058,"body":"time with that part."},{"startTime":1916.508,"endTime":1920.888,"body":"So let's point back to Zach, he"},{"startTime":1916.508,"endTime":1920.888,"body":"had 16 probate deals last year."},{"startTime":1921.113,"endTime":1924.206,"body":"He had almost 5,000"},{"startTime":1921.113,"endTime":1924.206,"body":"probate leads."},{"startTime":1924.656,"endTime":1926.876,"body":"What if he focused on"},{"startTime":1924.656,"endTime":1926.876,"body":"the ones he failed on?"},{"startTime":1927.326,"endTime":1928.856,"body":"It, wouldn't be that"},{"startTime":1927.326,"endTime":1928.856,"body":"exciting to talk about."},{"startTime":1929.306,"endTime":1931.466,"body":"Like we would, we would"},{"startTime":1929.306,"endTime":1931.466,"body":"think, and Zac would"},{"startTime":1931.466,"endTime":1932.846,"body":"probably think about himself."},{"startTime":1932.959,"endTime":1934.489,"body":"You know, I, I fell on my face."},{"startTime":1934.519,"endTime":1935.329,"body":"I'm no good at this."},{"startTime":1935.329,"endTime":1936.079,"body":"I should quit."},{"startTime":1936.679,"endTime":1939.349,"body":"But this is something"},{"startTime":1936.679,"endTime":1939.349,"body":"and trust me, I fought"},{"startTime":1939.349,"endTime":1940.449,"body":"this fight too, Ele."},{"startTime":1940.549,"endTime":1944.059,"body":"Like, that'd be two hours, two"},{"startTime":1940.549,"endTime":1944.059,"body":"hours, almost three on the phone"},{"startTime":1944.689,"endTime":1946.309,"body":"because I want to get it done."},{"startTime":1946.759,"endTime":1947.179,"body":"I get it."},{"startTime":1947.179,"endTime":1949.999,"body":"So here's how I"},{"startTime":1947.179,"endTime":1949.999,"body":"persevered through that."},{"startTime":1950.209,"endTime":1954.099,"body":"Like I maintained a 6%"},{"startTime":1950.209,"endTime":1954.099,"body":"conversion rate over a quarter."},{"startTime":1954.154,"endTime":1956.614,"body":"Most of the time I would pat"},{"startTime":1954.154,"endTime":1956.614,"body":"myself on the back cause to"},{"startTime":1956.614,"endTime":1960.06,"body":"have 6% conversion month in"},{"startTime":1956.614,"endTime":1960.06,"body":"and month out to the point"},{"startTime":1960.06,"endTime":1962.76,"body":"where the author of a book"},{"startTime":1960.06,"endTime":1962.76,"body":"wants to track your results"},{"startTime":1962.76,"endTime":1964.29,"body":"to show how consistent it is."},{"startTime":1964.29,"endTime":1966.03,"body":"I'm like, hell"},{"startTime":1964.29,"endTime":1966.03,"body":"yeah, I'm doing it."},{"startTime":1966.275,"endTime":1968.685,"body":"But there was always that"},{"startTime":1966.275,"endTime":1968.685,"body":"Tuesday morning where I"},{"startTime":1968.685,"endTime":1971.975,"body":"would wake up and be like,"},{"startTime":1968.685,"endTime":1971.975,"body":"you have a 94% failure rate."},{"startTime":1972.512,"endTime":1973.562,"body":"You should just quit."},{"startTime":1973.638,"endTime":1976.355,"body":"You're a fraud and imposter"},{"startTime":1973.638,"endTime":1976.355,"body":"syndrome would set in"},{"startTime":1976.355,"endTime":1978.382,"body":"on me and I would, focus"},{"startTime":1976.355,"endTime":1978.382,"body":"on all the wrong things."},{"startTime":1978.382,"endTime":1979.612,"body":"I would focus on the lack."},{"startTime":1979.612,"endTime":1983.872,"body":"I would focus on the failure"},{"startTime":1979.612,"endTime":1983.872,"body":"and you just can't do that."},{"startTime":1983.932,"endTime":1986.062,"body":"So just stop doing that first."},{"startTime":1986.632,"endTime":1990.622,"body":"Realized the best of the best"},{"startTime":1986.632,"endTime":1990.622,"body":"of the best of these faces."},{"startTime":1990.622,"endTime":1994.222,"body":"You see here are failing"},{"startTime":1990.622,"endTime":1994.222,"body":"at about a 95% failure."},{"startTime":1994.948,"endTime":1998.038,"body":"We all suck by that met"},{"startTime":1994.948,"endTime":1998.038,"body":"that standard measure"},{"startTime":1998.038,"endTime":1999.478,"body":"of, of conversion, right?"},{"startTime":1999.595,"endTime":2002.985,"body":"But you can become a"},{"startTime":1999.595,"endTime":2002.985,"body":"multimillionaire on a two"},{"startTime":2002.985,"endTime":2004.455,"body":"or 3% conversion rate."},{"startTime":2004.905,"endTime":2006.735,"body":"You can't possibly"},{"startTime":2004.905,"endTime":2006.735,"body":"help every one."},{"startTime":2006.915,"endTime":2011.365,"body":"You're not going to, you're"},{"startTime":2006.915,"endTime":2011.365,"body":"going to find two to 6% who"},{"startTime":2011.365,"endTime":2015.58,"body":"are going to be thrilled"},{"startTime":2011.365,"endTime":2015.58,"body":"that they met you and that's"},{"startTime":2015.58,"endTime":2016.96,"body":"where you get your fuel from."},{"startTime":2016.96,"endTime":2018.31,"body":"That's what you focus on."},{"startTime":2018.39,"endTime":2021.48,"body":"Just prepare to be hung"},{"startTime":2018.39,"endTime":2021.48,"body":"up on, prepare to be told"},{"startTime":2021.51,"endTime":2023.28,"body":"they got it handled, they"},{"startTime":2021.51,"endTime":2023.28,"body":"don't need your help."},{"startTime":2023.393,"endTime":2026.327,"body":"What I ultimately came to"},{"startTime":2023.393,"endTime":2026.327,"body":"understand: twenty-five"},{"startTime":2026.327,"endTime":2028.487,"body":"percent of families are"},{"startTime":2026.327,"endTime":2028.487,"body":"more affluent and they're"},{"startTime":2028.487,"endTime":2030.723,"body":"more proactive and they've"},{"startTime":2028.487,"endTime":2030.723,"body":"got their \"stuff\" together."},{"startTime":2030.813,"endTime":2033.333,"body":"So everything's done the"},{"startTime":2030.813,"endTime":2033.333,"body":"day they file probate."},{"startTime":2033.543,"endTime":2036.003,"body":"They've already got half of it"},{"startTime":2033.543,"endTime":2036.003,"body":"done because in their mind that"},{"startTime":2036.003,"endTime":2038.673,"body":"checklist was being prepared"},{"startTime":2036.003,"endTime":2038.673,"body":"before the death even occurred."},{"startTime":2038.887,"endTime":2042.337,"body":"Another 25% stick their head"},{"startTime":2038.887,"endTime":2042.337,"body":"in the sand and act like"},{"startTime":2042.337,"endTime":2044.617,"body":"it's not happening because"},{"startTime":2042.337,"endTime":2044.617,"body":"emotionally they're just not"},{"startTime":2044.617,"endTime":2045.637,"body":"sure how to deal with it."},{"startTime":2045.767,"endTime":2046.907,"body":"And you can help them."},{"startTime":2046.96,"endTime":2049.645,"body":"Those are your, those are"},{"startTime":2046.96,"endTime":2049.645,"body":"the really good ones, 6, 8,"},{"startTime":2049.645,"endTime":2051.4,"body":"10, 12 months down the road."},{"startTime":2051.493,"endTime":2053.563,"body":"But they're going to tell"},{"startTime":2051.493,"endTime":2053.563,"body":"you right now, 'you're"},{"startTime":2053.563,"endTime":2054.763,"body":"a damn ambulance chaser!"},{"startTime":2054.763,"endTime":2055.573,"body":"Leave me alone."},{"startTime":2055.603,"endTime":2056.503,"body":"We've got it handled.'"},{"startTime":2057.073,"endTime":2057.553,"body":"And they're less."},{"startTime":2058.207,"endTime":2061.657,"body":"but because of our conditioning,"},{"startTime":2058.207,"endTime":2061.657,"body":"we're, we're taught that"},{"startTime":2061.687,"endTime":2062.977,"body":"vulnerability is weakness."},{"startTime":2063.007,"endTime":2065.81,"body":"I think it's strength, but"},{"startTime":2063.007,"endTime":2065.81,"body":"most people will never show"},{"startTime":2065.81,"endTime":2067.94,"body":"you their vulnerabilities"},{"startTime":2065.81,"endTime":2067.94,"body":"because they're conditioned"},{"startTime":2067.94,"endTime":2070.11,"body":"like if you're, if you're"},{"startTime":2067.94,"endTime":2070.11,"body":"feeling weak or you're feeling"},{"startTime":2070.11,"endTime":2071.37,"body":"depressed, don't tell anyone."},{"startTime":2071.513,"endTime":2073.523,"body":"So what they're not"},{"startTime":2071.513,"endTime":2073.523,"body":"saying is, oh, you've"},{"startTime":2073.523,"endTime":2074.723,"body":"called me in a bad time."},{"startTime":2074.873,"endTime":2076.313,"body":"I'm emotionally"},{"startTime":2074.873,"endTime":2076.313,"body":"crushed right now."},{"startTime":2076.313,"endTime":2079.218,"body":"I can barely dress myself in"},{"startTime":2076.313,"endTime":2079.218,"body":"the morning and remember to"},{"startTime":2079.218,"endTime":2080.478,"body":"pick my kids up at school."},{"startTime":2080.478,"endTime":2082.458,"body":"It's not the right time"},{"startTime":2080.478,"endTime":2082.458,"body":"for this conversation."},{"startTime":2082.848,"endTime":2085.044,"body":"It's easier to say \" why"},{"startTime":2082.848,"endTime":2085.044,"body":"are you calling me!?\""},{"startTime":2085.284,"endTime":2088.344,"body":"And hang up because"},{"startTime":2085.284,"endTime":2088.344,"body":"it's easier to muster up"},{"startTime":2088.374,"endTime":2090.314,"body":"little bit of strength"},{"startTime":2088.374,"endTime":2090.314,"body":"that it takes to do that."},{"startTime":2090.314,"endTime":2093.224,"body":"It's easier than to reach"},{"startTime":2090.314,"endTime":2093.224,"body":"into your EQ and have"},{"startTime":2093.224,"endTime":2094.484,"body":"a mature conversation."},{"startTime":2094.564,"endTime":2098.544,"body":"So you need to be in charge"},{"startTime":2094.564,"endTime":2098.544,"body":"of your own emotions and"},{"startTime":2098.544,"endTime":2099.874,"body":"your own response to that."},{"startTime":2100.234,"endTime":2102.964,"body":"What I would encourage you"},{"startTime":2100.234,"endTime":2102.964,"body":"to do is get more empathetic"},{"startTime":2103.054,"endTime":2105.844,"body":"and think what the hell"},{"startTime":2103.054,"endTime":2105.844,"body":"must've that person's morning"},{"startTime":2105.844,"endTime":2108.954,"body":"been like for them to just"},{"startTime":2105.844,"endTime":2108.954,"body":"abruptly end a phone call"},{"startTime":2108.954,"endTime":2111.624,"body":"with someone as nice as me"},{"startTime":2108.954,"endTime":2111.624,"body":"with such a valuable offer."},{"startTime":2111.624,"endTime":2114.444,"body":"As I have, I better call them"},{"startTime":2111.624,"endTime":2114.444,"body":"back at a different time."},{"startTime":2114.841,"endTime":2117.901,"body":"What I'm really trying to say"},{"startTime":2114.841,"endTime":2117.901,"body":"here is be kind to yourself."},{"startTime":2117.961,"endTime":2121.681,"body":"A lot of this is coming from the"},{"startTime":2117.961,"endTime":2121.681,"body":"inside and I think like your,"},{"startTime":2121.711,"endTime":2125.311,"body":"like the way people react to"},{"startTime":2121.711,"endTime":2125.311,"body":"you in a sensitive environment,"},{"startTime":2125.338,"endTime":2128.251,"body":"isn't always reflective"},{"startTime":2125.338,"endTime":2128.251,"body":"of what you have to offer."},{"startTime":2128.468,"endTime":2131.408,"body":"Sometimes it's just their"},{"startTime":2128.468,"endTime":2131.408,"body":"ego, trying to get them back"},{"startTime":2131.408,"endTime":2134.618,"body":"into a safe territory and"},{"startTime":2131.408,"endTime":2134.618,"body":"hide in that emotionally."},{"startTime":2135.038,"endTime":2137.198,"body":"And it has nothing to do"},{"startTime":2135.038,"endTime":2137.198,"body":"with you or your offer."},{"startTime":2137.598,"endTime":2140.598,"body":"Like David Pannell,"},{"startTime":2137.598,"endTime":2140.598,"body":"I wish he was here."},{"startTime":2140.598,"endTime":2142.814,"body":"I mean, He sticks"},{"startTime":2140.598,"endTime":2142.814,"body":"with them for a year."},{"startTime":2142.904,"endTime":2145.454,"body":"They forget that they slammed"},{"startTime":2142.904,"endTime":2145.454,"body":"the phone down and called"},{"startTime":2145.454,"endTime":2146.504,"body":"him an ambulance chaser."},{"startTime":2146.864,"endTime":2148.784,"body":"He's better at that"},{"startTime":2146.864,"endTime":2148.784,"body":"than I ever was."},{"startTime":2148.814,"endTime":2151.521,"body":"Like, he really gets the most"},{"startTime":2148.814,"endTime":2151.521,"body":"out of every single list."},{"startTime":2151.641,"endTime":2153.451,"body":"So be kind to yourself."},{"startTime":2153.698,"endTime":2154.988,"body":"Like, none of us are perfect."},{"startTime":2154.988,"endTime":2158.648,"body":"Most of us are failing it"},{"startTime":2154.988,"endTime":2158.648,"body":"more than 95%, but we're all-"},{"startTime":2158.648,"endTime":2161.438,"body":"everybody's making a good"},{"startTime":2158.648,"endTime":2161.438,"body":"living and we all have stories"},{"startTime":2161.438,"endTime":2163.658,"body":"of the people we've helped"},{"startTime":2161.438,"endTime":2163.658,"body":"and the impact we've made."},{"startTime":2164.018,"endTime":2164.918,"body":"So don't quit."},{"startTime":2165.008,"endTime":2167.051,"body":"Number two, the fact"},{"startTime":2165.008,"endTime":2167.051,"body":"that you just pick the"},{"startTime":2167.051,"endTime":2168.131,"body":"phone back up is awesome."},{"startTime":2168.191,"endTime":2168.761,"body":"I love that."},{"startTime":2169.211,"endTime":2170.861,"body":"And I will, what I would"},{"startTime":2169.211,"endTime":2170.861,"body":"recommend that you pick the"},{"startTime":2170.861,"endTime":2173.301,"body":"phone back up and say, 'okay,"},{"startTime":2170.861,"endTime":2173.301,"body":"Listen this is Ele, one of two"},{"speaker":"things happened","startTime":2173.321,"endTime":2175.451,"body":"you really"},{"speaker":"things happened","startTime":2173.321,"endTime":2175.451,"body":"didn't understand what I was"},{"speaker":"things happened","startTime":2175.451,"endTime":2177.731,"body":"talking about, or you really"},{"speaker":"things happened","startTime":2175.451,"endTime":2177.731,"body":"think everything's handled and"},{"speaker":"things happened","startTime":2177.731,"endTime":2180.596,"body":"you're about to get your assets"},{"speaker":"things happened","startTime":2177.731,"endTime":2180.596,"body":"handed to you; which is it?'"},{"speaker":"things happened","startTime":2180.981,"endTime":2181.691,"body":"Be abrupt."},{"speaker":"things happened","startTime":2182.141,"endTime":2185.441,"body":"You can figure out what language"},{"speaker":"things happened","startTime":2182.141,"endTime":2185.441,"body":"to use, but the point is be"},{"speaker":"things happened","startTime":2185.441,"endTime":2188.264,"body":"abrupt so they know that this"},{"speaker":"things happened","startTime":2185.441,"endTime":2188.264,"body":"is a different conversation."},{"speaker":"things happened","startTime":2188.714,"endTime":2191.444,"body":"And most people who are"},{"speaker":"things happened","startTime":2188.714,"endTime":2191.444,"body":"early in the process, they"},{"speaker":"things happened","startTime":2191.444,"endTime":2193.844,"body":"think it's going to be really"},{"speaker":"things happened","startTime":2191.444,"endTime":2193.844,"body":"simple and it's no big deal."},{"speaker":"things happened","startTime":2193.844,"endTime":2195.764,"body":"And the attorney told them"},{"speaker":"things happened","startTime":2193.844,"endTime":2195.764,"body":"what was going to happen."},{"speaker":"things happened","startTime":2195.814,"endTime":2198.664,"body":"And then it goes sideways about"},{"speaker":"things happened","startTime":2195.814,"endTime":2198.664,"body":"three months in the work piles"},{"speaker":"things happened","startTime":2198.664,"endTime":2201.334,"body":"up, the creditor period is"},{"speaker":"things happened","startTime":2198.664,"endTime":2201.334,"body":"over all these things came in."},{"speaker":"things happened","startTime":2201.334,"endTime":2203.464,"body":"The attorney wasn't checking"},{"speaker":"things happened","startTime":2201.334,"endTime":2203.464,"body":"in with them and making"},{"speaker":"things happened","startTime":2203.464,"endTime":2204.514,"body":"sure they were progressing."},{"speaker":"things happened","startTime":2204.661,"endTime":2206.551,"body":"And then they're"},{"speaker":"things happened","startTime":2204.661,"endTime":2206.551,"body":"really stressed out."},{"speaker":"things happened","startTime":2207.031,"endTime":2211.781,"body":"So keep calling until they say,"},{"speaker":"things happened","startTime":2207.031,"endTime":2211.781,"body":"I do not have a need for your"},{"speaker":"things happened","startTime":2211.781,"endTime":2214.331,"body":"service, but most of the time"},{"speaker":"things happened","startTime":2211.781,"endTime":2214.331,"body":"when people say we've got it"},{"speaker":"things happened","startTime":2214.331,"endTime":2217.631,"body":"handled, what they're telling"},{"speaker":"things happened","startTime":2214.331,"endTime":2217.631,"body":"you is, 'listen, I know you're"},{"speaker":"things happened","startTime":2217.631,"endTime":2219.791,"body":"just like the last son of a"},{"speaker":"things happened","startTime":2217.631,"endTime":2219.791,"body":"that called, and you've got a"},{"speaker":"things happened","startTime":2219.791,"endTime":2222.281,"body":"selfish offer to buy the house"},{"speaker":"things happened","startTime":2219.791,"endTime":2222.281,"body":"for pennies on the dollar."},{"speaker":"things happened","startTime":2222.281,"endTime":2224.741,"body":"And I have no damn interest"},{"speaker":"things happened","startTime":2222.281,"endTime":2224.741,"body":"or time for that right now."},{"speaker":"things happened","startTime":2224.741,"endTime":2227.831,"body":"Leave me the hell alone.' That's"},{"speaker":"things happened","startTime":2224.741,"endTime":2227.831,"body":"what they're really saying."},{"speaker":"things happened","startTime":2227.981,"endTime":2230.321,"body":"And it's your job to"},{"speaker":"things happened","startTime":2227.981,"endTime":2230.321,"body":"differentiate yourself"},{"speaker":"things happened","startTime":2230.381,"endTime":2231.911,"body":"early in the conversation?"},{"speaker":"things happened","startTime":2232.301,"endTime":2234.401,"body":"\"Hey, my name's Ele, this"},{"speaker":"things happened","startTime":2232.301,"endTime":2234.401,"body":"conversation's probably a"},{"speaker":"things happened","startTime":2234.401,"endTime":2236.591,"body":"little different than the ones"},{"speaker":"things happened","startTime":2234.401,"endTime":2236.591,"body":"you've had with other people."},{"speaker":"things happened","startTime":2236.869,"endTime":2239.359,"body":"I've actually got a social"},{"speaker":"things happened","startTime":2236.869,"endTime":2239.359,"body":"enterprise right here in"},{"speaker":"things happened","startTime":2239.359,"endTime":2241.849,"body":"Miami, just for helping"},{"speaker":"things happened","startTime":2239.359,"endTime":2241.849,"body":"families going through probate."},{"speaker":"things happened","startTime":2242.239,"endTime":2244.969,"body":"So I'm not going to come at you"},{"speaker":"things happened","startTime":2242.239,"endTime":2244.969,"body":"and try to steal your house, but"},{"speaker":"things happened","startTime":2244.969,"endTime":2247.989,"body":"I am going to come at you and"},{"speaker":"things happened","startTime":2244.969,"endTime":2247.989,"body":"say, what would you delegate?"},{"speaker":"things happened","startTime":2247.989,"endTime":2250.839,"body":"If you had an expert to get"},{"speaker":"things happened","startTime":2247.989,"endTime":2250.839,"body":"it off your plate today?\""},{"speaker":"things happened","startTime":2251.289,"endTime":2254.564,"body":"start using different"},{"speaker":"things happened","startTime":2251.289,"endTime":2254.564,"body":"approaches to the USP,  just"},{"speaker":"things happened","startTime":2254.564,"endTime":2255.944,"body":"try things on for size."},{"speaker":"things happened","startTime":2255.944,"endTime":2258.284,"body":"Like if, if you're getting"},{"speaker":"things happened","startTime":2255.944,"endTime":2258.284,"body":"the same result over and"},{"speaker":"things happened","startTime":2258.284,"endTime":2260.624,"body":"over and over, and it's"},{"speaker":"things happened","startTime":2258.284,"endTime":2260.624,"body":"wearing you thin, don't be"},{"speaker":"things happened","startTime":2260.624,"endTime":2262.004,"body":"afraid to try things on."},{"speaker":"things happened","startTime":2262.574,"endTime":2266.444,"body":"But the idea is be abrupt"},{"speaker":"things happened","startTime":2262.574,"endTime":2266.444,"body":"and differentiate yourself."},{"speaker":"things happened","startTime":2266.984,"endTime":2270.584,"body":"Use terms like we have a group,"},{"speaker":"things happened","startTime":2266.984,"endTime":2270.584,"body":"a team of people specifically"},{"speaker":"things happened","startTime":2270.584,"endTime":2271.574,"body":"built to help families."},{"speaker":"things happened","startTime":2271.574,"endTime":2274.741,"body":"We have a social enterprise,"},{"speaker":"things happened","startTime":2271.574,"endTime":2274.741,"body":"we have a service that you've"},{"speaker":"things happened","startTime":2274.741,"endTime":2275.971,"body":"probably never heard of."},{"speaker":"things happened","startTime":2276.064,"endTime":2278.734,"body":"I'm calling today to talk"},{"speaker":"things happened","startTime":2276.064,"endTime":2278.734,"body":"to you about something I'm"},{"speaker":"things happened","startTime":2278.734,"endTime":2281.674,"body":"betting you've never heard of"},{"speaker":"things happened","startTime":2278.734,"endTime":2281.674,"body":"before, and you're going to"},{"speaker":"things happened","startTime":2281.674,"endTime":2282.874,"body":"think it's too good to be true."},{"speaker":"things happened","startTime":2282.874,"endTime":2284.524,"body":"And your first question"},{"speaker":"things happened","startTime":2282.874,"endTime":2284.524,"body":"is going to be, how much"},{"speaker":"things happened","startTime":2284.524,"endTime":2285.484,"body":"does all this cost me?"},{"speaker":"things happened","startTime":2285.484,"endTime":2286.624,"body":"And the answer is zero."},{"speaker":"things happened","startTime":2287.074,"endTime":2288.004,"body":"Have you got five minutes?"},{"speaker":"things happened","startTime":2288.454,"endTime":2289.294,"body":"Things like that."},{"speaker":"things happened","startTime":2289.354,"endTime":2291.841,"body":"Be really abrupt, have"},{"speaker":"things happened","startTime":2289.354,"endTime":2291.841,"body":"fun with it, but don't"},{"speaker":"things happened","startTime":2291.841,"endTime":2294.181,"body":"get so damn discouraged"},{"speaker":"things happened","startTime":2291.841,"endTime":2294.181,"body":"and be kind to yourself."},{"speaker":"things happened","startTime":2294.331,"endTime":2297.871,"body":"Like maybe helping Zach"},{"speaker":"things happened","startTime":2294.331,"endTime":2297.871,"body":"with some of his calls might"},{"speaker":"things happened","startTime":2297.871,"endTime":2300.961,"body":"be a good way for you to,"},{"speaker":"things happened","startTime":2297.871,"endTime":2300.961,"body":"to just get more at bats."},{"speaker":"things happened","startTime":2301.411,"endTime":2302.041,"body":"You've got it."},{"speaker":"things happened","startTime":2302.041,"endTime":2303.301,"body":"Don't give up, please."},{"speaker":"things happened","startTime":2303.751,"endTime":2307.331,"body":"You've got a will to serve like"},{"speaker":"things happened","startTime":2303.751,"endTime":2307.331,"body":"I've seen in very few people"},{"speaker":"things happened","startTime":2307.528,"endTime":2308.758,"body":"You're gonna figure this out."},{"speaker":"things happened","startTime":2308.788,"endTime":2311.618,"body":"You keep showing up, you"},{"speaker":"things happened","startTime":2308.788,"endTime":2311.618,"body":"keep being, you don't, you"},{"speaker":"things happened","startTime":2311.618,"endTime":2313.628,"body":"don't mind being vulnerable"},{"speaker":"things happened","startTime":2311.618,"endTime":2313.628,"body":"and asking for help."},{"speaker":"things happened","startTime":2314.063,"endTime":2315.308,"body":"Ele are you licensed?"},{"speaker":"things happened","startTime":2315.758,"endTime":2316.268,"body":"Yes guys."},{"speaker":"things happened","startTime":2316.268,"endTime":2316.508,"body":"Yes."},{"speaker":"things happened","startTime":2316.508,"endTime":2318.308,"body":"I'm licensed in Florida."},{"speaker":"things happened","startTime":2318.758,"endTime":2320.078,"body":"I should be a broker."},{"speaker":"things happened","startTime":2320.198,"endTime":2320.828,"body":"I'm comfortable."},{"speaker":"things happened","startTime":2320.828,"endTime":2321.998,"body":"The broker is my husband."},{"speaker":"things happened","startTime":2322.448,"endTime":2322.928,"body":"That's easy."},{"speaker":"things happened","startTime":2323.168,"endTime":2324.208,"body":"So, reach out."},{"speaker":"things happened","startTime":2324.208,"endTime":2326.668,"body":"I may be able to hook you up"},{"speaker":"things happened","startTime":2324.208,"endTime":2326.668,"body":"with a referral agreements."},{"speaker":"things happened","startTime":2326.678,"endTime":2327.608,"body":"Do you speak Spanish?"},{"speaker":"things happened","startTime":2327.638,"endTime":2328.658,"body":"Tell me you speak Spanish."},{"speaker":"things happened","startTime":2328.993,"endTime":2330.863,"body":"Yes and understand"},{"speaker":"things happened","startTime":2328.993,"endTime":2330.863,"body":"Portuguese also."},{"speaker":"things happened","startTime":2331.108,"endTime":2332.188,"body":"Oh, okay."},{"speaker":"things happened","startTime":2332.428,"endTime":2337.258,"body":"So I'm happy to work together"},{"speaker":"things happened","startTime":2332.428,"endTime":2337.258,"body":"under my license in Colorado,"},{"speaker":"things happened","startTime":2337.258,"endTime":2339.268,"body":"when I have Spanish speaking"},{"speaker":"things happened","startTime":2337.258,"endTime":2339.268,"body":"individuals with somebody that"},{"speaker":"things happened","startTime":2339.328,"endTime":2342.365,"body":"understands and compassionately"},{"speaker":"things happened","startTime":2339.328,"endTime":2342.365,"body":"can walk them through."},{"speaker":"things happened","startTime":2342.815,"endTime":2346.805,"body":"And I, I can't do it"},{"speaker":"things happened","startTime":2342.815,"endTime":2346.805,"body":"Ele, cause I, you know,"},{"speaker":"things happened","startTime":2347.235,"endTime":2348.568,"body":"'Hola,' that's what I have."},{"speaker":"things happened","startTime":2348.818,"endTime":2349.118,"body":"Okay."},{"speaker":"things happened","startTime":2352.741,"endTime":2353.521,"body":"Thank you guys."},{"speaker":"things happened","startTime":2353.521,"endTime":2354.211,"body":"Thank you."},{"speaker":"things happened","startTime":2354.271,"endTime":2357.511,"body":"This, this is, this is, this"},{"speaker":"things happened","startTime":2354.271,"endTime":2357.511,"body":"is the vitamin that I needed."},{"speaker":"things happened","startTime":2357.631,"endTime":2359.341,"body":"I literally, I cut my lawn."},{"speaker":"things happened","startTime":2359.461,"endTime":2362.011,"body":"I started blowing the"},{"speaker":"things happened","startTime":2359.461,"endTime":2362.011,"body":"leaves this morning and I"},{"speaker":"things happened","startTime":2362.011,"endTime":2363.331,"body":"listened to the YouTube."},{"speaker":"things happened","startTime":2363.781,"endTime":2367.711,"body":"So these YouTube videos,"},{"speaker":"things happened","startTime":2363.781,"endTime":2367.711,"body":"these retrainings about"},{"speaker":"things happened","startTime":2367.711,"endTime":2371.161,"body":"different subjects it's,"},{"speaker":"things happened","startTime":2367.711,"endTime":2371.161,"body":"it's it's food for the soul."},{"speaker":"things happened","startTime":2371.451,"endTime":2374.761,"body":"I remember this morning,"},{"speaker":"things happened","startTime":2371.451,"endTime":2374.761,"body":"listening to you, Chad, to that"},{"speaker":"things happened","startTime":2374.961,"endTime":2379.581,"body":"YouTube video about distinguish"},{"speaker":"things happened","startTime":2374.961,"endTime":2379.581,"body":"yourself from the others."},{"speaker":"things happened","startTime":2380.031,"endTime":2381.491,"body":"You're not the mass."},{"speaker":"things happened","startTime":2381.741,"endTime":2385.531,"body":"It's offensive when an attorney"},{"speaker":"things happened","startTime":2381.741,"endTime":2385.531,"body":"tells you that, oh, the realtor."},{"speaker":"things happened","startTime":2385.591,"endTime":2385.951,"body":"Nope."},{"speaker":"things happened","startTime":2386.531,"endTime":2391.078,"body":"You're not any Realtor,"},{"speaker":"things happened","startTime":2386.531,"endTime":2391.078,"body":"you have an enterprise."},{"speaker":"things happened","startTime":2391.168,"endTime":2392.758,"body":"I have a social enterprise."},{"speaker":"things happened","startTime":2392.818,"endTime":2395.368,"body":"I have a company, a"},{"speaker":"things happened","startTime":2392.818,"endTime":2395.368,"body":"team of professionals"},{"speaker":"things happened","startTime":2395.668,"endTime":2396.928,"body":"that deliver results."},{"speaker":"things happened","startTime":2397.378,"endTime":2399.328,"body":"And I'll tell you that was huge."},{"speaker":"things happened","startTime":2399.868,"endTime":2402.418,"body":"Did you reach out to Sylvana"},{"speaker":"things happened","startTime":2399.868,"endTime":2402.418,"body":"after we did that interview?"},{"speaker":"things happened","startTime":2402.868,"endTime":2407.008,"body":"I'll tell you I've been getting"},{"speaker":"things happened","startTime":2402.868,"endTime":2407.008,"body":"my ass beat the whole entire"},{"speaker":"things happened","startTime":2407.008,"endTime":2411.058,"body":"past week calling people"},{"speaker":"things happened","startTime":2407.008,"endTime":2411.058,"body":"because I got to make it right."},{"speaker":"things happened","startTime":2411.508,"endTime":2412.048,"body":"Okay."},{"speaker":"things happened","startTime":2412.438,"endTime":2415.168,"body":"So you're the person"},{"speaker":"things happened","startTime":2412.438,"endTime":2415.168,"body":"that I referenced in the"},{"speaker":"things happened","startTime":2415.168,"endTime":2416.628,"body":"interview with Sylvana."},{"speaker":"things happened","startTime":2417.058,"endTime":2418.498,"body":"She's right there"},{"speaker":"things happened","startTime":2417.058,"endTime":2418.498,"body":"in your backyard."},{"speaker":"things happened","startTime":2418.498,"endTime":2420.958,"body":"She's a probate attorney"},{"speaker":"things happened","startTime":2418.498,"endTime":2420.958,"body":"with a huge heart and"},{"speaker":"things happened","startTime":2420.958,"endTime":2422.068,"body":"a valuable service."},{"speaker":"things happened","startTime":2422.098,"endTime":2425.248,"body":"I want you to go meet with"},{"speaker":"things happened","startTime":2422.098,"endTime":2425.248,"body":"her like this weekend."},{"speaker":"things happened","startTime":2425.698,"endTime":2428.288,"body":"I really want you to"},{"speaker":"things happened","startTime":2425.698,"endTime":2428.288,"body":"connect with her and"},{"speaker":"things happened","startTime":2428.308,"endTime":2429.115,"body":"you've done your work."},{"speaker":"things happened","startTime":2429.115,"endTime":2430.255,"body":"You deserve the deals."},{"speaker":"things happened","startTime":2430.765,"endTime":2433.945,"body":"And like, she can be a"},{"speaker":"things happened","startTime":2430.765,"endTime":2433.945,"body":"really good way for you to"},{"speaker":"things happened","startTime":2433.945,"endTime":2437.215,"body":"get some easy at-bats, like"},{"speaker":"things happened","startTime":2433.945,"endTime":2437.215,"body":"some inbound referrals from"},{"speaker":"things happened","startTime":2437.215,"endTime":2440.065,"body":"an attorney who's got a very"},{"speaker":"things happened","startTime":2437.215,"endTime":2440.065,"body":"consistent set of values to you."},{"speaker":"things happened","startTime":2440.725,"endTime":2440.935,"body":"No."},{"speaker":"things happened","startTime":2440.935,"endTime":2444.085,"body":"And the international"},{"speaker":"things happened","startTime":2440.935,"endTime":2444.085,"body":"part, the global, as I did"},{"speaker":"things happened","startTime":2444.085,"endTime":2448.675,"body":"presentations for brokerage,"},{"speaker":"things happened","startTime":2444.085,"endTime":2448.675,"body":"basically for builders."},{"speaker":"things happened","startTime":2449.065,"endTime":2451.135,"body":"That should be"},{"speaker":"things happened","startTime":2449.065,"endTime":2451.135,"body":"great on that side."},{"speaker":"things happened","startTime":2451.135,"endTime":2451.465,"body":"Yes."},{"speaker":"things happened","startTime":2451.705,"endTime":2452.575,"body":"Thank you so much."},{"speaker":"things happened","startTime":2453.145,"endTime":2453.475,"body":"Yep."},{"speaker":"things happened","startTime":2454.165,"endTime":2454.495,"body":"All right."},{"speaker":"things happened","startTime":2454.495,"endTime":2457.015,"body":"And if anybody needs an"},{"speaker":"things happened","startTime":2454.495,"endTime":2457.015,"body":"Appalachian translator,"},{"speaker":"things happened","startTime":2457.075,"endTime":2458.665,"body":"I'm, I'm your guy I'm there."},{"speaker":"things happened","startTime":2458.875,"endTime":2462.655,"body":"So if you guys are running"},{"speaker":"things happened","startTime":2458.875,"endTime":2462.655,"body":"into slackjaw yokels, you"},{"speaker":"things happened","startTime":2462.655,"endTime":2463.765,"body":"need to know if I'm your guy."},{"speaker":"things happened","startTime":2464.215,"endTime":2464.785,"body":"All right."},{"speaker":"things happened","startTime":2464.995,"endTime":2466.585,"body":"Melanie had something to add."},{"speaker":"things happened","startTime":2467.035,"endTime":2467.575,"body":"Yeah."},{"speaker":"things happened","startTime":2467.85,"endTime":2470.63,"body":"So, I can relate to exactly"},{"speaker":"things happened","startTime":2467.85,"endTime":2470.63,"body":"what Ele is saying and"},{"speaker":"things happened","startTime":2470.63,"endTime":2472.4,"body":"I introduced myself a"},{"speaker":"things happened","startTime":2470.63,"endTime":2472.4,"body":"couple of weeks ago."},{"speaker":"things happened","startTime":2472.4,"endTime":2476.06,"body":"You were not on that call Chad"},{"speaker":"things happened","startTime":2472.4,"endTime":2476.06,"body":"and I'm in the Tampa area."},{"speaker":"things happened","startTime":2476.51,"endTime":2478.56,"body":"And I'm an agent"},{"speaker":"things happened","startTime":2476.51,"endTime":2478.56,"body":"as well as a nurse."},{"speaker":"things happened","startTime":2478.56,"endTime":2482.13,"body":"And so what I've done is"},{"speaker":"things happened","startTime":2478.56,"endTime":2482.13,"body":"I've created a different"},{"speaker":"things happened","startTime":2482.13,"endTime":2485.79,"body":"marketing package for"},{"speaker":"things happened","startTime":2482.13,"endTime":2485.79,"body":"myself, and I'm going to tell"},{"speaker":"things happened","startTime":2485.79,"endTime":2487.68,"body":"people just don't give up."},{"speaker":"things happened","startTime":2487.74,"endTime":2488.85,"body":"I'm really fairly new to this."},{"speaker":"things happened","startTime":2488.85,"endTime":2490.74,"body":"And I really held in the"},{"speaker":"things happened","startTime":2488.85,"endTime":2490.74,"body":"background and listened to"},{"speaker":"things happened","startTime":2490.74,"endTime":2493.716,"body":"taking it all in and, and really"},{"speaker":"things happened","startTime":2490.74,"endTime":2493.716,"body":"admire all of you for your"},{"speaker":"things happened","startTime":2493.716,"endTime":2495.456,"body":"tenacity and, in going after it."},{"speaker":"things happened","startTime":2495.546,"endTime":2498.956,"body":"And you've like infused me"},{"speaker":"things happened","startTime":2495.546,"endTime":2498.956,"body":"with that vibe of positivity"},{"speaker":"things happened","startTime":2498.956,"endTime":2500.826,"body":"to keep moving forward,"},{"speaker":"things happened","startTime":2498.956,"endTime":2500.826,"body":"because I felt like Ele,"},{"speaker":"things happened","startTime":2500.846,"endTime":2501.986,"body":"like, what am I doing wrong?"},{"speaker":"things happened","startTime":2501.986,"endTime":2503.846,"body":"What is it that"},{"speaker":"things happened","startTime":2501.986,"endTime":2503.846,"body":"that's preventing me?"},{"speaker":"things happened","startTime":2503.846,"endTime":2507.136,"body":"So I just, I got a bunch"},{"speaker":"things happened","startTime":2503.846,"endTime":2507.136,"body":"of letters and I got"},{"speaker":"things happened","startTime":2507.326,"endTime":2510.566,"body":"print and whatnot, and"},{"speaker":"things happened","startTime":2507.326,"endTime":2510.566,"body":"I just revamped myself."},{"speaker":"things happened","startTime":2510.596,"endTime":2513.236,"body":"And I put myself out there"},{"speaker":"things happened","startTime":2510.596,"endTime":2513.236,"body":"as the probate nurse."},{"speaker":"things happened","startTime":2513.296,"endTime":2515.036,"body":"And I'm sending that"},{"speaker":"things happened","startTime":2513.296,"endTime":2515.036,"body":"to people and they're"},{"speaker":"things happened","startTime":2515.036,"endTime":2518.516,"body":"calling me and they're"},{"speaker":"things happened","startTime":2515.036,"endTime":2518.516,"body":"going, what, what is that?"},{"speaker":"things happened","startTime":2518.756,"endTime":2521.936,"body":"I've had 20, probably 20"},{"speaker":"things happened","startTime":2518.756,"endTime":2521.936,"body":"calls since last Monday."},{"speaker":"things happened","startTime":2521.936,"endTime":2525.606,"body":"And I actually I got"},{"speaker":"things happened","startTime":2521.936,"endTime":2525.606,"body":"a deal that I scored"},{"speaker":"things happened","startTime":2525.893,"endTime":2527.483,"body":"pretty large down in St."},{"speaker":"things happened","startTime":2527.483,"endTime":2527.933,"body":"Pete."},{"speaker":"things happened","startTime":2528.383,"endTime":2531.193,"body":"And he also needs a condo"},{"speaker":"things happened","startTime":2528.383,"endTime":2531.193,"body":"to downsize his, his story."},{"speaker":"things happened","startTime":2531.203,"endTime":2532.763,"body":"His situation is so brutal."},{"speaker":"things happened","startTime":2532.763,"endTime":2535.262,"body":"He lost his wife and his"},{"speaker":"things happened","startTime":2532.763,"endTime":2535.262,"body":"daughter within like 11"},{"speaker":"things happened","startTime":2535.262,"endTime":2538.172,"body":"months and he really was so"},{"speaker":"things happened","startTime":2535.262,"endTime":2538.172,"body":"incapacitated that he's not"},{"speaker":"things happened","startTime":2538.172,"endTime":2539.382,"body":"able to do much of anything."},{"speaker":"things happened","startTime":2539.422,"endTime":2542.042,"body":"So he needs me"},{"speaker":"things happened","startTime":2539.422,"endTime":2542.042,"body":"and my whole team."},{"speaker":"things happened","startTime":2542.612,"endTime":2544.202,"body":"He literally, as soon"},{"speaker":"things happened","startTime":2542.612,"endTime":2544.202,"body":"as we called him, he"},{"speaker":"things happened","startTime":2544.202,"endTime":2545.402,"body":"said, I need you to come."},{"speaker":"things happened","startTime":2545.852,"endTime":2548.132,"body":"So I'm just going to tell"},{"speaker":"things happened","startTime":2545.852,"endTime":2548.132,"body":"people, don't give up on that."},{"speaker":"things happened","startTime":2548.162,"endTime":2551.762,"body":"This has given me that"},{"speaker":"things happened","startTime":2548.162,"endTime":2551.762,"body":"positive vibe that I need"},{"speaker":"things happened","startTime":2551.762,"endTime":2554.612,"body":"to go in and show people"},{"speaker":"things happened","startTime":2551.762,"endTime":2554.612,"body":"that I can help them."},{"speaker":"things happened","startTime":2554.942,"endTime":2558.402,"body":"I'm taking it a little bit till"},{"speaker":"things happened","startTime":2554.942,"endTime":2558.402,"body":"I make it, but and answering"},{"speaker":"things happened","startTime":2558.402,"endTime":2560.232,"body":"their questions that people"},{"speaker":"things happened","startTime":2558.402,"endTime":2560.232,"body":"have, but I'll tell you,"},{"speaker":"things happened","startTime":2560.232,"endTime":2562.452,"body":"it's nothing that you can't"},{"speaker":"things happened","startTime":2560.232,"endTime":2562.452,"body":"look up or ask anyone else"},{"speaker":"things happened","startTime":2562.452,"endTime":2565.462,"body":"on the team, Hey, what's it"},{"speaker":"things happened","startTime":2562.452,"endTime":2565.462,"body":"Ladybird mean or whatever."},{"speaker":"things happened","startTime":2565.612,"endTime":2567.712,"body":"So anyway, this guy is,"},{"speaker":"things happened","startTime":2565.612,"endTime":2567.712,"body":"his house is in trust."},{"speaker":"things happened","startTime":2567.802,"endTime":2569.872,"body":"And this is my question for"},{"speaker":"things happened","startTime":2567.802,"endTime":2569.872,"body":"you because houses and trust."},{"speaker":"things happened","startTime":2570.312,"endTime":2572.442,"body":"We got with the lawyer"},{"speaker":"things happened","startTime":2570.312,"endTime":2572.442,"body":"yesterday and we got the"},{"speaker":"things happened","startTime":2572.892,"endTime":2574.122,"body":"certification of trust."},{"speaker":"things happened","startTime":2574.572,"endTime":2576.612,"body":"What would be the"},{"speaker":"things happened","startTime":2574.572,"endTime":2576.612,"body":"next steps in that?"},{"speaker":"things happened","startTime":2576.612,"endTime":2578.022,"body":"I am meeting him on Thursday."},{"speaker":"things happened","startTime":2578.022,"endTime":2579.162,"body":"Cause I got a listing."},{"speaker":"things happened","startTime":2579.162,"endTime":2580.452,"body":"He doesn't want"},{"speaker":"things happened","startTime":2579.162,"endTime":2580.452,"body":"to do a cash deal."},{"speaker":"things happened","startTime":2580.452,"endTime":2582.822,"body":"He didn't want to do"},{"speaker":"things happened","startTime":2580.452,"endTime":2582.822,"body":"anything creative."},{"speaker":"things happened","startTime":2582.822,"endTime":2583.962,"body":"He wants to list."},{"speaker":"things happened","startTime":2584.262,"endTime":2587.232,"body":"He wants to know what my fee"},{"speaker":"things happened","startTime":2584.262,"endTime":2587.232,"body":"is and what the next steps are."},{"speaker":"things happened","startTime":2587.682,"endTime":2588.492,"body":"So where would I go with."},{"speaker":"things happened","startTime":2588.942,"endTime":2591.132,"body":"And in the blue pen"},{"speaker":"things happened","startTime":2588.942,"endTime":2591.132,"body":"it's done to me."},{"speaker":"things happened","startTime":2591.822,"endTime":2594.672,"body":"I guess in terms of like,"},{"speaker":"things happened","startTime":2591.822,"endTime":2594.672,"body":"because of house, I want to"},{"speaker":"things happened","startTime":2595.122,"endTime":2598.242,"body":"the, like the possible service"},{"speaker":"things happened","startTime":2595.122,"endTime":2598.242,"body":"opportunities here, you,"},{"speaker":"things happened","startTime":2598.242,"endTime":2599.742,"body":"you said he's incapacitated."},{"speaker":"things happened","startTime":2599.772,"endTime":2601.092,"body":"Did you mean mentally"},{"speaker":"things happened","startTime":2599.772,"endTime":2601.092,"body":"or physically?"},{"speaker":"things happened","startTime":2601.342,"endTime":2603.292,"body":"Just like mentally"},{"speaker":"things happened","startTime":2601.342,"endTime":2603.292,"body":"he's really done."},{"speaker":"things happened","startTime":2603.292,"endTime":2605.572,"body":"He had two major losses"},{"speaker":"things happened","startTime":2603.292,"endTime":2605.572,"body":"within 11 months and"},{"speaker":"things happened","startTime":2605.572,"endTime":2607.032,"body":"it's been some up for,"},{"speaker":"things happened","startTime":2607.482,"endTime":2608.562,"body":"he has a high net worth."},{"speaker":"things happened","startTime":2609.012,"endTime":2609.372,"body":"Okay."},{"speaker":"things happened","startTime":2609.402,"endTime":2611.892,"body":"So money's not an"},{"speaker":"things happened","startTime":2609.402,"endTime":2611.892,"body":"issue coping is."},{"speaker":"things happened","startTime":2612.372,"endTime":2612.822,"body":"That fair?"},{"speaker":"things happened","startTime":2613.272,"endTime":2616.332,"body":"You should get a white glove"},{"speaker":"things happened","startTime":2613.272,"endTime":2616.332,"body":"moving service lined up for him."},{"speaker":"things happened","startTime":2616.482,"endTime":2618.402,"body":"Don't he should do nothing."},{"speaker":"things happened","startTime":2619.062,"endTime":2619.392,"body":"Right?"},{"speaker":"things happened","startTime":2619.612,"endTime":2620.922,"body":"That's what I'm"},{"speaker":"things happened","startTime":2619.612,"endTime":2620.922,"body":"presenting to him."},{"speaker":"things happened","startTime":2621.522,"endTime":2624.582,"body":"Make sure, he can pay for it,"},{"speaker":"things happened","startTime":2621.522,"endTime":2624.582,"body":"but you, you can coordinate it"},{"speaker":"things happened","startTime":2624.582,"endTime":2627.582,"body":"and take the social credit for"},{"speaker":"things happened","startTime":2624.582,"endTime":2627.582,"body":"that person being on your team."},{"speaker":"things happened","startTime":2627.972,"endTime":2630.942,"body":"Where's he going to, has he"},{"speaker":"things happened","startTime":2627.972,"endTime":2630.942,"body":"already moved to that new place?"},{"speaker":"things happened","startTime":2631.362,"endTime":2634.762,"body":"No, he wants me to find"},{"speaker":"things happened","startTime":2631.362,"endTime":2634.762,"body":"him a condo in the St."},{"speaker":"things happened","startTime":2634.762,"endTime":2635.122,"body":"Pete area."},{"speaker":"things happened","startTime":2635.572,"endTime":2638.572,"body":"Perfect to rent or to"},{"speaker":"things happened","startTime":2635.572,"endTime":2638.572,"body":"buy, to purchase cash."},{"speaker":"things happened","startTime":2639.052,"endTime":2639.532,"body":"Okay."},{"speaker":"things happened","startTime":2639.982,"endTime":2642.142,"body":"And do you, do you have a"},{"speaker":"things happened","startTime":2639.982,"endTime":2642.142,"body":"good idea of what kind of"},{"speaker":"things happened","startTime":2642.142,"endTime":2644.522,"body":"lifestyle he's he thinks"},{"speaker":"things happened","startTime":2642.142,"endTime":2644.522,"body":"he needs to be living?"},{"speaker":"things happened","startTime":2644.932,"endTime":2646.612,"body":"Do you think, do"},{"speaker":"things happened","startTime":2644.932,"endTime":2646.612,"body":"you agree with that?"},{"speaker":"things happened","startTime":2646.612,"endTime":2650.332,"body":"Or do you think he's thinking"},{"speaker":"things happened","startTime":2646.612,"endTime":2650.332,"body":"and from, from a place of"},{"speaker":"things happened","startTime":2650.332,"endTime":2653.902,"body":"grief and like, if he were"},{"speaker":"things happened","startTime":2650.332,"endTime":2653.902,"body":"in his best state of mind, is"},{"speaker":"things happened","startTime":2653.902,"endTime":2656.902,"body":"the most powerful state, would"},{"speaker":"things happened","startTime":2653.902,"endTime":2656.902,"body":"that be the place for him or"},{"speaker":"things happened","startTime":2656.902,"endTime":2658.012,"body":"should it be a different place?"},{"speaker":"things happened","startTime":2658.222,"endTime":2659.602,"body":"Yeah, he's very reasonable."},{"speaker":"things happened","startTime":2659.652,"endTime":2661.442,"body":"Actually he's very,"},{"speaker":"things happened","startTime":2659.652,"endTime":2661.442,"body":"very reasonable."},{"speaker":"things happened","startTime":2661.522,"endTime":2663.882,"body":"And he's ready, he's"},{"speaker":"things happened","startTime":2661.522,"endTime":2663.882,"body":"ready to make that move."},{"speaker":"things happened","startTime":2664.262,"endTime":2666.092,"body":"After the loss of his"},{"speaker":"things happened","startTime":2664.262,"endTime":2666.092,"body":"daughter and then his wife"},{"speaker":"things happened","startTime":2666.122,"endTime":2667.352,"body":"she suffered from dementia."},{"speaker":"things happened","startTime":2667.352,"endTime":2669.932,"body":"So he's had about three"},{"speaker":"things happened","startTime":2667.352,"endTime":2669.932,"body":"years to deal with it."},{"speaker":"things happened","startTime":2670.232,"endTime":2671.612,"body":"He really is best."},{"speaker":"things happened","startTime":2671.742,"endTime":2673.992,"body":"I would just say more"},{"speaker":"things happened","startTime":2671.742,"endTime":2673.992,"body":"incapacitated in terms"},{"speaker":"things happened","startTime":2673.992,"endTime":2676.212,"body":"of not wanting to deal"},{"speaker":"things happened","startTime":2673.992,"endTime":2676.212,"body":"with the extraneous"},{"speaker":"things happened","startTime":2676.212,"endTime":2677.502,"body":"situation with the home."},{"speaker":"things happened","startTime":2677.892,"endTime":2679.092,"body":"He doesn't want to deal with it."},{"speaker":"things happened","startTime":2679.092,"endTime":2681.522,"body":"He really wants to bring my"},{"speaker":"things happened","startTime":2679.092,"endTime":2681.522,"body":"crew on to help him do that."},{"speaker":"things happened","startTime":2682.092,"endTime":2685.242,"body":"I feel very strong with the"},{"speaker":"things happened","startTime":2682.092,"endTime":2685.242,"body":"fact that, he's able to make"},{"speaker":"things happened","startTime":2685.242,"endTime":2688.182,"body":"that decision for himself where"},{"speaker":"things happened","startTime":2685.242,"endTime":2688.182,"body":"he knows where he wants to go."},{"speaker":"things happened","startTime":2688.692,"endTime":2691.272,"body":"And I've sent him a couple,"},{"speaker":"things happened","startTime":2688.692,"endTime":2691.272,"body":"private listings, some"},{"speaker":"things happened","startTime":2691.272,"endTime":2693.492,"body":"off-market things from"},{"speaker":"things happened","startTime":2691.272,"endTime":2693.492,"body":"investors that I know here,"},{"speaker":"things happened","startTime":2693.942,"endTime":2695.232,"body":"and he's very interested."},{"speaker":"things happened","startTime":2695.232,"endTime":2697.512,"body":"So I, I think he's making"},{"speaker":"things happened","startTime":2695.232,"endTime":2697.512,"body":"the right move for him."},{"speaker":"things happened","startTime":2697.962,"endTime":2699.552,"body":"Yeah, like that's good."},{"speaker":"things happened","startTime":2699.552,"endTime":2701.502,"body":"It sounds like you've"},{"speaker":"things happened","startTime":2699.552,"endTime":2701.502,"body":"gotten to know him."},{"speaker":"things happened","startTime":2701.952,"endTime":2703.412,"body":"I like to really wow."},{"speaker":"things happened","startTime":2703.412,"endTime":2706.082,"body":"Him to, to provide that,"},{"speaker":"things happened","startTime":2703.412,"endTime":2706.082,"body":"that ultra high level"},{"speaker":"things happened","startTime":2706.082,"endTime":2709.262,"body":"of service go find him a"},{"speaker":"things happened","startTime":2706.082,"endTime":2709.262,"body":"place that's on the market."},{"speaker":"things happened","startTime":2709.312,"endTime":2713.162,"body":"Negotiate, negotiate a"},{"speaker":"things happened","startTime":2709.312,"endTime":2713.162,"body":"sale with a, lease an"},{"speaker":"things happened","startTime":2713.162,"endTime":2714.692,"body":"early occupancy lease."},{"speaker":"things happened","startTime":2715.172,"endTime":2716.702,"body":"Get him out of that place."},{"speaker":"things happened","startTime":2716.732,"endTime":2719.612,"body":"Out of that mindset, get"},{"speaker":"things happened","startTime":2716.732,"endTime":2719.612,"body":"him a white glove, moving"},{"speaker":"things happened","startTime":2719.612,"endTime":2721.142,"body":"service to get him moved in."},{"speaker":"things happened","startTime":2721.502,"endTime":2724.412,"body":"You've got an empty house to"},{"speaker":"things happened","startTime":2721.502,"endTime":2724.412,"body":"stage and sell and probably"},{"speaker":"things happened","startTime":2724.412,"endTime":2729.002,"body":"get a higher price, but like"},{"speaker":"things happened","startTime":2724.412,"endTime":2729.002,"body":"potentially getting him to move."},{"speaker":"things happened","startTime":2729.062,"endTime":2732.282,"body":"If you can get him early"},{"speaker":"things happened","startTime":2729.062,"endTime":2732.282,"body":"occupancy, if you can find a"},{"speaker":"things happened","startTime":2732.292,"endTime":2736.132,"body":"seller, who's a vacant property,"},{"speaker":"things happened","startTime":2732.292,"endTime":2736.132,"body":"it's a tall order right now."},{"speaker":"things happened","startTime":2736.132,"endTime":2736.912,"body":"I understand."},{"speaker":"things happened","startTime":2737.512,"endTime":2741.832,"body":"But especially like my goal"},{"speaker":"things happened","startTime":2737.512,"endTime":2741.832,"body":"would be get him the hell"},{"speaker":"things happened","startTime":2741.832,"endTime":2743.932,"body":"out of that environment"},{"speaker":"things happened","startTime":2741.832,"endTime":2743.932,"body":"as fast as possible."},{"speaker":"things happened","startTime":2744.382,"endTime":2747.802,"body":"I would just sign a purchase"},{"speaker":"things happened","startTime":2744.382,"endTime":2747.802,"body":"agreement with, with some teeth"},{"speaker":"things happened","startTime":2747.802,"endTime":2751.072,"body":"in it that, that, an Elisa"},{"speaker":"things happened","startTime":2747.802,"endTime":2751.072,"body":"agreement with some teeth in it."},{"speaker":"things happened","startTime":2751.492,"endTime":2753.652,"body":"And the lease would dissolve"},{"speaker":"things happened","startTime":2751.492,"endTime":2753.652,"body":"the day that the real"},{"speaker":"things happened","startTime":2753.652,"endTime":2755.062,"body":"estate title transferred."},{"speaker":"things happened","startTime":2755.602,"endTime":2757.582,"body":"And then that takes"},{"speaker":"things happened","startTime":2755.602,"endTime":2757.582,"body":"away the early, early"},{"speaker":"things happened","startTime":2757.582,"endTime":2758.812,"body":"occupancy objection."},{"speaker":"things happened","startTime":2759.422,"endTime":2763.142,"body":"That way then he's, he's taken"},{"speaker":"things happened","startTime":2759.422,"endTime":2763.142,"body":"care of he's off to the side."},{"speaker":"things happened","startTime":2763.142,"endTime":2764.552,"body":"I know he's dealt with."},{"speaker":"things happened","startTime":2764.612,"endTime":2768.002,"body":"And then I know I can, I can do"},{"speaker":"things happened","startTime":2764.612,"endTime":2768.002,"body":"a bang up marketing job on this"},{"speaker":"things happened","startTime":2768.002,"endTime":2769.562,"body":"house without his stuff on it."},{"speaker":"things happened","startTime":2770.312,"endTime":2771.482,"body":"Yeah, absolutely."},{"speaker":"things happened","startTime":2771.712,"endTime":2774.082,"body":"He wants to do the estate sale"},{"speaker":"things happened","startTime":2771.712,"endTime":2774.082,"body":"and donation and everything."},{"speaker":"things happened","startTime":2774.232,"endTime":2777.412,"body":"So we're doing landscaping"},{"speaker":"things happened","startTime":2774.232,"endTime":2777.412,"body":"pool, everything for this guy."},{"speaker":"things happened","startTime":2777.412,"endTime":2778.552,"body":"And he's just so gracious."},{"speaker":"things happened","startTime":2778.592,"endTime":2779.752,"body":"I can't even believe it."},{"speaker":"things happened","startTime":2780.052,"endTime":2781.492,"body":"He was like, where"},{"speaker":"things happened","startTime":2780.052,"endTime":2781.492,"body":"have you guys been?"},{"speaker":"things happened","startTime":2781.492,"endTime":2785.962,"body":"So you're needed no matter what"},{"speaker":"things happened","startTime":2781.492,"endTime":2785.962,"body":"anyone thinks people need, you."},{"speaker":"things happened","startTime":2786.412,"endTime":2788.902,"body":"And even the people that"},{"speaker":"things happened","startTime":2786.412,"endTime":2788.902,"body":"I talked to that 15 or 20"},{"speaker":"things happened","startTime":2788.902,"endTime":2791.872,"body":"others I spoke with this week,"},{"speaker":"things happened","startTime":2788.902,"endTime":2791.872,"body":"guys, they, they all needed"},{"speaker":"things happened","startTime":2791.872,"endTime":2795.172,"body":"something from me and they"},{"speaker":"things happened","startTime":2791.872,"endTime":2795.172,"body":"thought I was just a solicitor"},{"speaker":"things happened","startTime":2795.172,"endTime":2798.382,"body":"until they said, explain to me"},{"speaker":"things happened","startTime":2795.172,"endTime":2798.382,"body":"what this is and what you do."},{"speaker":"things happened","startTime":2798.382,"endTime":2801.802,"body":"And when you have them on the"},{"speaker":"things happened","startTime":2798.382,"endTime":2801.802,"body":"phone, honestly, you lead in"},{"speaker":"things happened","startTime":2801.802,"endTime":2803.002,"body":"with what you can offer them."},{"speaker":"things happened","startTime":2803.032,"endTime":2804.202,"body":"They're going to listen to you."},{"speaker":"things happened","startTime":2804.202,"endTime":2805.242,"body":"And I'm living proof of it."},{"speaker":"things happened","startTime":2805.252,"endTime":2807.112,"body":"So it really does work."},{"speaker":"things happened","startTime":2807.262,"endTime":2807.472,"body":"No"},{"speaker":"things happened","startTime":2807.622,"endTime":2811.312,"body":"for anybody, for anybody"},{"speaker":"things happened","startTime":2807.622,"endTime":2811.312,"body":"who's has quit and might be"},{"speaker":"things happened","startTime":2811.312,"endTime":2813.502,"body":"listening to this or anybody"},{"speaker":"things happened","startTime":2811.312,"endTime":2813.502,"body":"who's listening to this."},{"speaker":"things happened","startTime":2813.502,"endTime":2814.852,"body":"And it has thought"},{"speaker":"things happened","startTime":2813.502,"endTime":2814.852,"body":"about quitting."},{"speaker":"things happened","startTime":2814.882,"endTime":2815.482,"body":"Who's one of them."},{"speaker":"things happened","startTime":2815.482,"endTime":2815.992,"body":"I'm one."},{"speaker":"things happened","startTime":2816.592,"endTime":2819.922,"body":"Think about that story that"},{"speaker":"things happened","startTime":2816.592,"endTime":2819.922,"body":"she just told and the impact"},{"speaker":"things happened","startTime":2819.922,"endTime":2821.062,"body":"she's going to make in this."},{"speaker":"things happened","startTime":2821.242,"endTime":2823.132,"body":"And there's one"},{"speaker":"things happened","startTime":2821.242,"endTime":2823.132,"body":"person's life right now."},{"speaker":"things happened","startTime":2823.672,"endTime":2826.042,"body":"And think about how many of"},{"speaker":"things happened","startTime":2823.672,"endTime":2826.042,"body":"those opportunities she would"},{"speaker":"things happened","startTime":2826.042,"endTime":2828.752,"body":"be walking away from in the"},{"speaker":"things happened","startTime":2826.042,"endTime":2828.752,"body":"next 30 years of a career."},{"speaker":"things happened","startTime":2829.192,"endTime":2831.712,"body":"And that's what fueled me at"},{"speaker":"things happened","startTime":2829.192,"endTime":2831.712,"body":"first, you guys have heard"},{"speaker":"things happened","startTime":2831.712,"endTime":2834.562,"body":"me in the course tell the"},{"speaker":"things happened","startTime":2831.712,"endTime":2834.562,"body":"story about Pam and her mom."},{"speaker":"things happened","startTime":2835.132,"endTime":2840.382,"body":"And that that one has kept,"},{"speaker":"things happened","startTime":2835.132,"endTime":2840.382,"body":"has, has earned me more deals"},{"speaker":"things happened","startTime":2840.382,"endTime":2843.172,"body":"over time and kept me from"},{"speaker":"things happened","startTime":2840.382,"endTime":2843.172,"body":"quitting, who the hell knows"},{"speaker":"things happened","startTime":2843.202,"endTime":2846.562,"body":"how many hundreds of times,"},{"speaker":"things happened","startTime":2843.202,"endTime":2846.562,"body":"like we all have those days."},{"speaker":"things happened","startTime":2847.012,"endTime":2849.112,"body":"But think about who"},{"speaker":"things happened","startTime":2847.012,"endTime":2849.112,"body":"you're not reaching."},{"speaker":"things happened","startTime":2849.112,"endTime":2852.622,"body":"If you step away, I almost"},{"speaker":"things happened","startTime":2849.112,"endTime":2852.622,"body":"retired and just let you guys."},{"speaker":"things happened","startTime":2853.137,"endTime":2855.327,"body":"Because I thought I"},{"speaker":"things happened","startTime":2853.137,"endTime":2855.327,"body":"wanted to do that."},{"speaker":"things happened","startTime":2855.867,"endTime":2858.987,"body":"But these stories, these"},{"speaker":"things happened","startTime":2855.867,"endTime":2858.987,"body":"phone calls like these"},{"speaker":"things happened","startTime":2858.987,"endTime":2862.227,"body":"relationships, that's the only"},{"speaker":"things happened","startTime":2858.987,"endTime":2862.227,"body":"reason I'm really working."},{"speaker":"things happened","startTime":2862.227,"endTime":2865.557,"body":"Cause I want to, because I"},{"speaker":"things happened","startTime":2862.227,"endTime":2865.557,"body":"think that that at the end"},{"speaker":"things happened","startTime":2865.557,"endTime":2868.947,"body":"of my career, the best thing"},{"speaker":"things happened","startTime":2865.557,"endTime":2868.947,"body":"I can do is off like create"},{"speaker":"things happened","startTime":2868.947,"endTime":2871.587,"body":"communities like this and offer"},{"speaker":"things happened","startTime":2868.947,"endTime":2871.587,"body":"this kind of encouragement"},{"speaker":"things happened","startTime":2872.007,"endTime":2876.127,"body":"because I believe in the whole"},{"speaker":"things happened","startTime":2872.007,"endTime":2876.127,"body":"of my heart, that you are making"},{"speaker":"things happened","startTime":2876.127,"endTime":2879.037,"body":"a huge community impact, like"},{"speaker":"things happened","startTime":2876.127,"endTime":2879.037,"body":"what we do here, doesn't matter."},{"speaker":"things happened","startTime":2879.607,"endTime":2883.327,"body":"Don't quit wherever you're"},{"speaker":"things happened","startTime":2879.607,"endTime":2883.327,"body":"listening to this, figure"},{"speaker":"things happened","startTime":2883.327,"endTime":2884.377,"body":"out what works for you."},{"speaker":"things happened","startTime":2884.377,"endTime":2886.987,"body":"I've been doing this for going"},{"speaker":"things happened","startTime":2884.377,"endTime":2886.987,"body":"on nine years and if you're"},{"speaker":"things happened","startTime":2886.987,"endTime":2890.857,"body":"willing to move forward with us,"},{"speaker":"things happened","startTime":2886.987,"endTime":2890.857,"body":"we'll find out what works for"},{"speaker":"things happened","startTime":2890.857,"endTime":2893.827,"body":"you and your market with your"},{"speaker":"things happened","startTime":2890.857,"endTime":2893.827,"body":"personality, with your accent."},{"speaker":"things happened","startTime":2894.397,"endTime":2896.167,"body":"Even if you talk"},{"speaker":"things happened","startTime":2894.397,"endTime":2896.167,"body":"like me, it works."},{"speaker":"things happened","startTime":2896.617,"endTime":2898.567,"body":"So thank you for sharing that."},{"speaker":"things happened","startTime":2898.567,"endTime":2898.897,"body":"Melanie."},{"speaker":"things happened","startTime":2898.897,"endTime":2900.697,"body":"I think the nurse"},{"speaker":"things happened","startTime":2898.897,"endTime":2900.697,"body":"angle is really cool."},{"speaker":"things happened","startTime":2900.757,"endTime":2904.425,"body":"Like finding your brand within"},{"speaker":"things happened","startTime":2900.757,"endTime":2904.425,"body":"the niche, I think is at some"},{"speaker":"things happened","startTime":2904.425,"endTime":2908.105,"body":"point everybody should think"},{"speaker":"things happened","startTime":2904.425,"endTime":2908.105,"body":"about who else has a unique"},{"speaker":"things happened","startTime":2908.105,"endTime":2910.835,"body":"skillset that like, if you"},{"speaker":"things happened","startTime":2908.105,"endTime":2910.835,"body":"are a doctor, if you're an"},{"speaker":"things happened","startTime":2910.835,"endTime":2913.265,"body":"attorney, we have several"},{"speaker":"things happened","startTime":2910.835,"endTime":2913.265,"body":"people in the community who"},{"speaker":"things happened","startTime":2913.265,"endTime":2916.955,"body":"are practicing attorneys and"},{"speaker":"things happened","startTime":2913.265,"endTime":2916.955,"body":"real estate professionals."},{"speaker":"things happened","startTime":2917.435,"endTime":2919.675,"body":"We have some people who are"},{"speaker":"things happened","startTime":2917.435,"endTime":2919.675,"body":"appraisers and are think"},{"speaker":"things happened","startTime":2919.695,"endTime":2922.285,"body":"like if going and getting"},{"speaker":"things happened","startTime":2919.695,"endTime":2922.285,"body":"an appraisal license, isn't"},{"speaker":"things happened","startTime":2922.345,"endTime":2923.575,"body":"really an easy thing to do."},{"speaker":"things happened","startTime":2923.575,"endTime":2926.035,"body":"It's way harder than getting"},{"speaker":"things happened","startTime":2923.575,"endTime":2926.035,"body":"a real estate license."},{"speaker":"things happened","startTime":2926.605,"endTime":2928.495,"body":"But if you already have an"},{"speaker":"things happened","startTime":2926.605,"endTime":2928.495,"body":"auctioneer's license, you"},{"speaker":"things happened","startTime":2928.495,"endTime":2931.735,"body":"already have an appraisal"},{"speaker":"things happened","startTime":2928.495,"endTime":2931.735,"body":"license, you can add that, like,"},{"speaker":"things happened","startTime":2931.765,"endTime":2934.975,"body":"bring that into your brand,"},{"speaker":"things happened","startTime":2931.765,"endTime":2934.975,"body":"into your identity as a probate"},{"speaker":"things happened","startTime":2934.975,"endTime":2938.635,"body":"professional, bring that in"},{"speaker":"things happened","startTime":2934.975,"endTime":2938.635,"body":"and, and offer free services."},{"speaker":"things happened","startTime":2938.635,"endTime":2941.305,"body":"Like say, we'll, we'll do the"},{"speaker":"things happened","startTime":2938.635,"endTime":2941.305,"body":"personal property for free."},{"speaker":"things happened","startTime":2941.755,"endTime":2943.795,"body":"And if we get the real"},{"speaker":"things happened","startTime":2941.755,"endTime":2943.795,"body":"estate listing or we'll"},{"speaker":"things happened","startTime":2943.795,"endTime":2946.165,"body":"give you a free, we give,"},{"speaker":"things happened","startTime":2943.795,"endTime":2946.165,"body":"we offer a free appraisal."},{"speaker":"things happened","startTime":2946.165,"endTime":2948.516,"body":"Every family we meet with"},{"speaker":"things happened","startTime":2946.165,"endTime":2948.516,"body":"things, things like that."},{"speaker":"things happened","startTime":2948.966,"endTime":2951.528,"body":"So if you wear many hats, if"},{"speaker":"things happened","startTime":2948.966,"endTime":2951.528,"body":"you have other professional"},{"speaker":"things happened","startTime":2951.528,"endTime":2954.528,"body":"certifications the other thing I"},{"speaker":"things happened","startTime":2951.528,"endTime":2954.528,"body":"thought about, and I don't think"},{"speaker":"things happened","startTime":2954.528,"endTime":2958.218,"body":"anybody is on this particular"},{"speaker":"things happened","startTime":2954.528,"endTime":2958.218,"body":"call, we have several, several"},{"speaker":"things happened","startTime":2958.218,"endTime":2961.488,"body":"members of this community who"},{"speaker":"things happened","startTime":2958.218,"endTime":2961.488,"body":"are firefighters and police and"},{"speaker":"things happened","startTime":2961.488,"endTime":2964.398,"body":"have done really well because"},{"speaker":"things happened","startTime":2961.488,"endTime":2964.398,"body":"those of us who ended up in"},{"speaker":"things happened","startTime":2964.398,"endTime":2967.708,"body":"public service, usually have"},{"speaker":"things happened","startTime":2964.398,"endTime":2967.708,"body":"a servant's heart and we're"},{"speaker":"things happened","startTime":2967.708,"endTime":2969.178,"body":"looking for ways to help people."},{"speaker":"things happened","startTime":2969.778,"endTime":2972.238,"body":"But that's the other thing"},{"speaker":"things happened","startTime":2969.778,"endTime":2972.238,"body":"too, like if you have law"},{"speaker":"things happened","startTime":2972.238,"endTime":2974.818,"body":"enforcement credentials,"},{"speaker":"things happened","startTime":2972.238,"endTime":2974.818,"body":"public service, public safety"},{"speaker":"things happened","startTime":2974.818,"endTime":2977.52,"body":"credentials, think about"},{"speaker":"things happened","startTime":2974.818,"endTime":2977.52,"body":"bringing that into your brand."},{"speaker":"things happened","startTime":2977.57,"endTime":2979.37,"body":"So anyway, thanks"},{"speaker":"things happened","startTime":2977.57,"endTime":2979.37,"body":"for that, Melanie."},{"speaker":"things happened","startTime":2979.595,"endTime":2980.915,"body":"James, you had"},{"speaker":"things happened","startTime":2979.595,"endTime":2980.915,"body":"your hand up next."},{"speaker":"things happened","startTime":2980.915,"endTime":2981.635,"body":"How can we help you?"},{"speaker":"things happened","startTime":2982.295,"endTime":2983.615,"body":"Yeah, it's just going"},{"speaker":"things happened","startTime":2982.295,"endTime":2983.615,"body":"to be real quick."},{"speaker":"things happened","startTime":2983.645,"endTime":2984.245,"body":"Thanks, Chad."},{"speaker":"things happened","startTime":2984.285,"endTime":2988.655,"body":"How can I help PR where I know"},{"speaker":"things happened","startTime":2984.285,"endTime":2988.655,"body":"his insurance is going to deny"},{"speaker":"things happened","startTime":2988.655,"endTime":2992.375,"body":"his claim because he failed"},{"speaker":"things happened","startTime":2988.655,"endTime":2992.375,"body":"to get vacancy insurance."},{"speaker":"things happened","startTime":2992.795,"endTime":2995.165,"body":"While he was out,"},{"speaker":"things happened","startTime":2992.795,"endTime":2995.165,"body":"the pipe ruptured."},{"speaker":"things happened","startTime":2995.225,"endTime":2998.648,"body":"And I think the house went"},{"speaker":"things happened","startTime":2995.225,"endTime":2998.648,"body":"about month or so with the"},{"speaker":"things happened","startTime":2998.648,"endTime":3002.087,"body":"water, that the city had to come"},{"speaker":"things happened","startTime":2998.648,"endTime":3002.087,"body":"and shut down the water down."},{"speaker":"things happened","startTime":3002.738,"endTime":3002.978,"body":"Yeah."},{"speaker":"things happened","startTime":3002.978,"endTime":3004.958,"body":"I know my heart dropped"},{"speaker":"things happened","startTime":3002.978,"endTime":3004.958,"body":"when I heard that."},{"speaker":"things happened","startTime":3005.498,"endTime":3007.898,"body":"By the way, he's, his"},{"speaker":"things happened","startTime":3005.498,"endTime":3007.898,"body":"parents died within two"},{"speaker":"things happened","startTime":3007.898,"endTime":3008.828,"body":"months of each other."},{"speaker":"things happened","startTime":3009.198,"endTime":3011.115,"body":"He's a pilot I'm here"},{"speaker":"things happened","startTime":3009.198,"endTime":3011.115,"body":"in the east coast."},{"speaker":"things happened","startTime":3011.115,"endTime":3012.195,"body":"He's from the west coast."},{"speaker":"things happened","startTime":3012.745,"endTime":3016.195,"body":"So when I asked him to go get"},{"speaker":"things happened","startTime":3012.745,"endTime":3016.195,"body":"vacant insurance, the agent"},{"speaker":"things happened","startTime":3016.195,"endTime":3019.675,"body":"told him, no, he saying it"},{"speaker":"things happened","startTime":3016.195,"endTime":3019.675,"body":"was his intention to come back"},{"speaker":"things happened","startTime":3019.675,"endTime":3020.935,"body":"to the house once a month."},{"speaker":"things happened","startTime":3021.355,"endTime":3023.125,"body":"So he didn't get the"},{"speaker":"things happened","startTime":3021.355,"endTime":3023.125,"body":"vacancy insurance."},{"speaker":"things happened","startTime":3023.725,"endTime":3027.145,"body":"I was close to try to muddy up"},{"speaker":"things happened","startTime":3023.725,"endTime":3027.145,"body":"the water cause once I heard"},{"speaker":"things happened","startTime":3027.145,"endTime":3030.925,"body":"that the furnace run out of"},{"speaker":"things happened","startTime":3027.145,"endTime":3030.925,"body":"oil or the oil, I did order"},{"speaker":"things happened","startTime":3030.925,"endTime":3033.785,"body":"some oil hoping that when"},{"speaker":"things happened","startTime":3030.925,"endTime":3033.785,"body":"the plumber showed up they"},{"speaker":"things happened","startTime":3033.785,"endTime":3036.395,"body":"found oil and he would see a"},{"speaker":"things happened","startTime":3033.785,"endTime":3036.395,"body":"malfunction, but I'm not going"},{"speaker":"things happened","startTime":3036.395,"endTime":3037.895,"body":"to commit insurance fraud."},{"speaker":"things happened","startTime":3038.415,"endTime":3040.245,"body":"But I dunno, how can I help him?"},{"speaker":"things happened","startTime":3040.275,"endTime":3043.005,"body":"It's going to be a"},{"speaker":"things happened","startTime":3040.275,"endTime":3043.005,"body":"$100k or so damages."},{"speaker":"things happened","startTime":3043.695,"endTime":3043.785,"body":"Okay."},{"speaker":"things happened","startTime":3044.235,"endTime":3048.165,"body":"So first off, I want to make"},{"speaker":"things happened","startTime":3044.235,"endTime":3048.165,"body":"this a teachable moment for"},{"speaker":"things happened","startTime":3048.165,"endTime":3051.855,"body":"any of you have heard me use"},{"speaker":"things happened","startTime":3048.165,"endTime":3051.855,"body":"that: that's one of the abrupt"},{"speaker":"things happened","startTime":3051.855,"endTime":3053.805,"body":"objection handlers that I use."},{"speaker":"things happened","startTime":3054.255,"endTime":3057.145,"body":"When people say Ele,"},{"speaker":"things happened","startTime":3054.255,"endTime":3057.145,"body":"listen, when people say,"},{"speaker":"things happened","startTime":3057.175,"endTime":3058.285,"body":"oh, we've got it handled."},{"speaker":"things happened","startTime":3058.615,"endTime":3059.605,"body":"Just say, \"you know what?"},{"speaker":"things happened","startTime":3059.935,"endTime":3063.355,"body":"One of my peers actually heard"},{"speaker":"things happened","startTime":3059.935,"endTime":3063.355,"body":"the same thing from someone who"},{"speaker":"things happened","startTime":3063.355,"endTime":3066.265,"body":"has a hundred thousand dollars"},{"speaker":"things happened","startTime":3063.355,"endTime":3066.265,"body":"in property damage right now."},{"speaker":"things happened","startTime":3066.265,"endTime":3067.945,"body":"And the insurance"},{"speaker":"things happened","startTime":3066.265,"endTime":3067.945,"body":"rejected the claim."},{"speaker":"things happened","startTime":3068.555,"endTime":3070.585,"body":"Would you like to make sure"},{"speaker":"things happened","startTime":3068.555,"endTime":3070.585,"body":"you're not in that situation?"},{"speaker":"things happened","startTime":3070.585,"endTime":3071.725,"body":"Cause I sure as hell would."},{"speaker":"things happened","startTime":3072.115,"endTime":3074.155,"body":"I think you have three minutes"},{"speaker":"things happened","startTime":3072.115,"endTime":3074.155,"body":"to talk to me, don't you?\""},{"speaker":"things happened","startTime":3074.605,"endTime":3077.365,"body":"And it's a way to abruptly"},{"speaker":"things happened","startTime":3074.605,"endTime":3077.365,"body":"stop those people who"},{"speaker":"things happened","startTime":3077.365,"endTime":3080.665,"body":"think more, just another X,"},{"speaker":"things happened","startTime":3077.365,"endTime":3080.665,"body":"another wholesale or another"},{"speaker":"things happened","startTime":3080.665,"endTime":3082.015,"body":"person who can't help them."},{"speaker":"things happened","startTime":3082.495,"endTime":3085.435,"body":"We can pull from stories"},{"speaker":"things happened","startTime":3082.495,"endTime":3085.435,"body":"like this from our community."},{"speaker":"things happened","startTime":3085.435,"endTime":3087.505,"body":"If you don't have your"},{"speaker":"things happened","startTime":3085.435,"endTime":3087.505,"body":"own, you have, James is"},{"speaker":"things happened","startTime":3087.505,"endTime":3090.865,"body":"now, this is the real life"},{"speaker":"things happened","startTime":3087.505,"endTime":3090.865,"body":"example of why we do that."},{"speaker":"things happened","startTime":3091.345,"endTime":3093.835,"body":"Like we're just trying"},{"speaker":"things happened","startTime":3091.345,"endTime":3093.835,"body":"to slow them down and get"},{"speaker":"things happened","startTime":3093.835,"endTime":3096.205,"body":"them to realize they don't"},{"speaker":"things happened","startTime":3093.835,"endTime":3096.205,"body":"know what they don't know."},{"speaker":"things happened","startTime":3096.205,"endTime":3099.265,"body":"And there's, there's"},{"speaker":"things happened","startTime":3096.205,"endTime":3099.265,"body":"real life liability that"},{"speaker":"things happened","startTime":3099.265,"endTime":3100.495,"body":"they're walking toward."},{"speaker":"things happened","startTime":3100.495,"endTime":3103.435,"body":"Most people don't get tripped"},{"speaker":"things happened","startTime":3100.495,"endTime":3103.435,"body":"up and end up in this bad"},{"speaker":"things happened","startTime":3103.465,"endTime":3105.355,"body":"shape, but sometimes they do."},{"speaker":"things happened","startTime":3105.955,"endTime":3106.435,"body":"James."},{"speaker":"things happened","startTime":3106.465,"endTime":3108.205,"body":"Next is a compliment to you."},{"speaker":"things happened","startTime":3108.395,"endTime":3112.085,"body":"You tried, and the fact that you"},{"speaker":"things happened","startTime":3108.395,"endTime":3112.085,"body":"were thinking as a servant to"},{"speaker":"things happened","startTime":3112.085,"endTime":3115.295,"body":"the level, you are going to go"},{"speaker":"things happened","startTime":3112.085,"endTime":3115.295,"body":"buy six, fricking dollar diesel"},{"speaker":"things happened","startTime":3115.295,"endTime":3118.175,"body":"and put in a tank to get a,"},{"speaker":"things happened","startTime":3115.295,"endTime":3118.175,"body":"to get a furnace going again."},{"speaker":"things happened","startTime":3118.175,"endTime":3118.805,"body":"Good on you."},{"speaker":"things happened","startTime":3118.865,"endTime":3119.765,"body":"And it shows your heart."},{"speaker":"things happened","startTime":3120.215,"endTime":3122.915,"body":"As far as what you can do for"},{"speaker":"things happened","startTime":3120.215,"endTime":3122.915,"body":"them, is there any cash in the"},{"speaker":"things happened","startTime":3122.915,"endTime":3126.065,"body":"estate or does the personal"},{"speaker":"things happened","startTime":3122.915,"endTime":3126.065,"body":"representative have cash?"},{"speaker":"things happened","startTime":3126.305,"endTime":3126.815,"body":"Yeah."},{"speaker":"things happened","startTime":3126.815,"endTime":3130.325,"body":"So we're gonna move forward"},{"speaker":"things happened","startTime":3126.815,"endTime":3130.325,"body":"now with the, with the bond."},{"speaker":"things happened","startTime":3130.385,"endTime":3130.865,"body":"What is it?"},{"speaker":"things happened","startTime":3130.865,"endTime":3132.975,"body":"He was trying to"},{"speaker":"things happened","startTime":3130.865,"endTime":3132.975,"body":"avoid some what is it?"},{"speaker":"things happened","startTime":3133.025,"endTime":3135.655,"body":"The, the bond, some"},{"speaker":"things happened","startTime":3133.025,"endTime":3135.655,"body":"expense on that, but we're"},{"speaker":"things happened","startTime":3135.655,"endTime":3136.525,"body":"going to move forward."},{"speaker":"things happened","startTime":3136.575,"endTime":3139.365,"body":"I know there's some life"},{"speaker":"things happened","startTime":3136.575,"endTime":3139.365,"body":"insurance, so I'm trying to get"},{"speaker":"things happened","startTime":3139.365,"endTime":3141.345,"body":"him quick cash at this point."},{"speaker":"things happened","startTime":3141.585,"endTime":3143.775,"body":"And by the way, and just"},{"speaker":"things happened","startTime":3141.585,"endTime":3143.775,"body":"to go back to your story"},{"speaker":"things happened","startTime":3143.775,"endTime":3145.815,"body":"at some point, hopefully"},{"speaker":"things happened","startTime":3143.775,"endTime":3145.815,"body":"I'll do a heck of a job."},{"speaker":"things happened","startTime":3146.175,"endTime":3147.465,"body":"They're going to give"},{"speaker":"things happened","startTime":3146.175,"endTime":3147.465,"body":"me a testimonial."},{"speaker":"things happened","startTime":3147.465,"endTime":3149.865,"body":"I'm going to document this"},{"speaker":"things happened","startTime":3147.465,"endTime":3149.865,"body":"as a way of advertising"},{"speaker":"things happened","startTime":3149.865,"endTime":3152.475,"body":"in the future, give"},{"speaker":"things happened","startTime":3149.865,"endTime":3152.475,"body":"them the actual proof."},{"speaker":"things happened","startTime":3152.535,"endTime":3154.515,"body":"This is the damage"},{"speaker":"things happened","startTime":3152.535,"endTime":3154.515,"body":"this person suffered."},{"speaker":"things happened","startTime":3154.875,"endTime":3155.985,"body":"And, hopefully that will work."},{"speaker":"things happened","startTime":3156.165,"endTime":3157.845,"body":"Can you, can you do me a favor?"},{"speaker":"things happened","startTime":3157.955,"endTime":3160.265,"body":"I would like for you to pull"},{"speaker":"things happened","startTime":3157.955,"endTime":3160.265,"body":"out your phone when you're at"},{"speaker":"things happened","startTime":3160.265,"endTime":3163.865,"body":"that house and show them, show"},{"speaker":"things happened","startTime":3160.265,"endTime":3163.865,"body":"the mess that it is and talk"},{"speaker":"things happened","startTime":3163.865,"endTime":3167.315,"body":"directly to this community"},{"speaker":"things happened","startTime":3163.865,"endTime":3167.315,"body":"and tell them why, why vacant"},{"speaker":"things happened","startTime":3167.315,"endTime":3169.145,"body":"insurance is a must and why?"},{"speaker":"things happened","startTime":3169.505,"endTime":3173.478,"body":"Yeah, so, I just want to trash"},{"speaker":"things happened","startTime":3169.505,"endTime":3173.478,"body":"ServPro because they came,"},{"speaker":"things happened","startTime":3173.798,"endTime":3175.768,"body":"they did like, I guess at"},{"speaker":"things happened","startTime":3173.798,"endTime":3175.768,"body":"that point they were trying"},{"speaker":"things happened","startTime":3175.768,"endTime":3177.588,"body":"to muddy up the water on"},{"speaker":"things happened","startTime":3175.768,"endTime":3177.588,"body":"more than one occasion., but"},{"speaker":"things happened","startTime":3177.588,"endTime":3180.512,"body":"I do have one of those 3d"},{"speaker":"things happened","startTime":3177.588,"endTime":3180.512,"body":"pictures that they come and"},{"speaker":"things happened","startTime":3180.512,"endTime":3181.772,"body":"try to take for the insurance."},{"speaker":"things happened","startTime":3181.772,"endTime":3185.292,"body":"So you could actually literally"},{"speaker":"things happened","startTime":3181.772,"endTime":3185.292,"body":"walk through it as a 3d image."},{"speaker":"things happened","startTime":3185.322,"endTime":3187.272,"body":"You could actually see the"},{"speaker":"things happened","startTime":3185.322,"endTime":3187.272,"body":"damage, all the clutters"},{"speaker":"things happened","startTime":3187.272,"endTime":3187.812,"body":"and all this stuff."},{"speaker":"things happened","startTime":3188.085,"endTime":3188.445,"body":"Yep."},{"speaker":"things happened","startTime":3188.502,"endTime":3192.165,"body":"Well, whether you post a video"},{"speaker":"things happened","startTime":3188.502,"endTime":3192.165,"body":"or post a video and that,"},{"speaker":"things happened","startTime":3192.615,"endTime":3194.865,"body":"I would like for others to"},{"speaker":"things happened","startTime":3192.615,"endTime":3194.865,"body":"be able to learn from this"},{"speaker":"things happened","startTime":3194.865,"endTime":3196.005,"body":"experience you're having."},{"speaker":"things happened","startTime":3196.635,"endTime":3199.555,"body":"It happens every day"},{"speaker":"things happened","startTime":3196.635,"endTime":3199.555,"body":"and it's not every day"},{"speaker":"things happened","startTime":3199.555,"endTime":3201.675,"body":"we see it and everyone"},{"speaker":"things happened","startTime":3199.555,"endTime":3201.675,"body":"gets a chance to see it."},{"speaker":"things happened","startTime":3201.675,"endTime":3203.175,"body":"It's something I've"},{"speaker":"things happened","startTime":3201.675,"endTime":3203.175,"body":"taught for years."},{"speaker":"things happened","startTime":3203.175,"endTime":3204.888,"body":"Like, I've just been lucky."},{"speaker":"things happened","startTime":3204.888,"endTime":3207.408,"body":"I had over a dozen houses"},{"speaker":"things happened","startTime":3204.888,"endTime":3207.408,"body":"before I even learned that"},{"speaker":"things happened","startTime":3207.408,"endTime":3209.508,"body":"they weren't insured, even"},{"speaker":"things happened","startTime":3207.408,"endTime":3209.508,"body":"though I was paying a premium."},{"speaker":"things happened","startTime":3209.658,"endTime":3212.168,"body":"So it sounds to me like"},{"speaker":"things happened","startTime":3209.658,"endTime":3212.168,"body":"they're just looking to"},{"speaker":"things happened","startTime":3212.168,"endTime":3215.378,"body":"get rid of the asset now at"},{"speaker":"things happened","startTime":3212.168,"endTime":3215.378,"body":"whatever price, not actually"},{"speaker":"things happened","startTime":3215.378,"endTime":3218.682,"body":"fix it up and, and maximize"},{"speaker":"things happened","startTime":3215.378,"endTime":3218.682,"body":"equity, is that the case?"},{"speaker":"things happened","startTime":3219.192,"endTime":3221.952,"body":"That might be an option, but"},{"speaker":"things happened","startTime":3219.192,"endTime":3221.952,"body":"I think it all depends how"},{"speaker":"things happened","startTime":3221.952,"endTime":3223.302,"body":"much cash he is going to get."},{"speaker":"things happened","startTime":3223.482,"endTime":3225.582,"body":"If you're going, could get to"},{"speaker":"things happened","startTime":3223.482,"endTime":3225.582,"body":"the month life insurance and all"},{"speaker":"things happened","startTime":3225.582,"endTime":3229.302,"body":"that, he might be able to think"},{"speaker":"things happened","startTime":3225.582,"endTime":3229.302,"body":"about partnering with someone."},{"speaker":"things happened","startTime":3229.952,"endTime":3231.692,"body":"And that's what I think"},{"speaker":"things happened","startTime":3229.952,"endTime":3231.692,"body":"I'm going to probably"},{"speaker":"things happened","startTime":3231.692,"endTime":3234.298,"body":"step in and help him with"},{"speaker":"things happened","startTime":3231.692,"endTime":3234.298,"body":"all different options."},{"speaker":"things happened","startTime":3234.298,"endTime":3236.878,"body":"So it depends how much cash"},{"speaker":"things happened","startTime":3234.298,"endTime":3236.878,"body":"they get at this point."},{"speaker":"things happened","startTime":3236.968,"endTime":3237.298,"body":"Yes."},{"speaker":"things happened","startTime":3237.838,"endTime":3238.138,"body":"Okay."},{"speaker":"things happened","startTime":3238.138,"endTime":3240.628,"body":"So I was going to suggest,"},{"speaker":"things happened","startTime":3238.138,"endTime":3240.628,"body":"the, the multiple options."},{"speaker":"things happened","startTime":3240.628,"endTime":3241.978,"body":"This is a really"},{"speaker":"things happened","startTime":3240.628,"endTime":3241.978,"body":"good one for that."},{"speaker":"things happened","startTime":3241.978,"endTime":3243.518,"body":"So is he the only heir?"},{"speaker":"things happened","startTime":3243.988,"endTime":3246.328,"body":"And he is the personal"},{"speaker":"things happened","startTime":3243.988,"endTime":3246.328,"body":"representative and has"},{"speaker":"things happened","startTime":3246.328,"endTime":3247.168,"body":"the letters, right?"},{"speaker":"things happened","startTime":3247.558,"endTime":3247.978,"body":"Correct."},{"speaker":"things happened","startTime":3248.008,"endTime":3250.828,"body":"And, and actually, so the house"},{"speaker":"things happened","startTime":3248.008,"endTime":3250.828,"body":"is already in a trust, so we"},{"speaker":"things happened","startTime":3250.828,"endTime":3251.968,"body":"could already move forward."},{"speaker":"things happened","startTime":3252.628,"endTime":3253.258,"body":"Perfect."},{"speaker":"things happened","startTime":3253.618,"endTime":3255.508,"body":"We can do, we can do"},{"speaker":"things happened","startTime":3253.618,"endTime":3255.508,"body":"anything with this one."},{"speaker":"things happened","startTime":3255.958,"endTime":3259.708,"body":"So you can, that's my call."},{"speaker":"things happened","startTime":3259.708,"endTime":3262.728,"body":"I'm late for he can wait, you"},{"speaker":"things happened","startTime":3259.708,"endTime":3262.728,"body":"guys will see him next week."},{"speaker":"things happened","startTime":3263.208,"endTime":3265.818,"body":"So you can, you can"},{"speaker":"things happened","startTime":3263.208,"endTime":3265.818,"body":"partner with them yourself."},{"speaker":"things happened","startTime":3266.268,"endTime":3268.298,"body":"You can bring them one"},{"speaker":"things happened","startTime":3266.268,"endTime":3268.298,"body":"of your investors to"},{"speaker":"things happened","startTime":3268.298,"endTime":3269.588,"body":"offer a partnership."},{"speaker":"things happened","startTime":3270.108,"endTime":3273.168,"body":"You could obviously just sell"},{"speaker":"things happened","startTime":3270.108,"endTime":3273.168,"body":"it for cash quickly and make"},{"speaker":"things happened","startTime":3273.168,"endTime":3274.608,"body":"it someone else's problem."},{"speaker":"things happened","startTime":3275.228,"endTime":3279.068,"body":"Those are all, I think those"},{"speaker":"things happened","startTime":3275.228,"endTime":3279.068,"body":"are the most, as far as"},{"speaker":"things happened","startTime":3279.068,"endTime":3282.788,"body":"maximizing equity, those are,"},{"speaker":"things happened","startTime":3279.068,"endTime":3282.788,"body":"are the best options right now."},{"speaker":"things happened","startTime":3283.238,"endTime":3283.598,"body":"Okay."},{"speaker":"things happened","startTime":3283.878,"endTime":3286.038,"body":"As far as the insurance"},{"speaker":"things happened","startTime":3283.878,"endTime":3286.038,"body":"don't even bother, right?"},{"speaker":"things happened","startTime":3286.138,"endTime":3288.898,"body":"I guess there's a difference"},{"speaker":"things happened","startTime":3286.138,"endTime":3288.898,"body":"between vacancy versus"},{"speaker":"things happened","startTime":3289.068,"endTime":3290.218,"body":"homeowners insurance, right?"},{"speaker":"things happened","startTime":3290.218,"endTime":3293.638,"body":"In this case, I think the"},{"speaker":"things happened","startTime":3290.218,"endTime":3293.638,"body":"gonna deny his claim because he"},{"speaker":"things happened","startTime":3293.638,"endTime":3295.288,"body":"failed to put oil in the tanks."},{"speaker":"things happened","startTime":3295.318,"endTime":3297.418,"body":"So there's nothing we"},{"speaker":"things happened","startTime":3295.318,"endTime":3297.418,"body":"can do about that, right?"},{"speaker":"things happened","startTime":3297.478,"endTime":3301.108,"body":"Other than perhaps maybe"},{"speaker":"things happened","startTime":3297.478,"endTime":3301.108,"body":"malpractice, you can Sue them."},{"speaker":"things happened","startTime":3301.558,"endTime":3305.008,"body":"Like he can Sue them, but"},{"speaker":"things happened","startTime":3301.558,"endTime":3305.008,"body":"quite honestly, you're probably"},{"speaker":"things happened","startTime":3305.008,"endTime":3310.388,"body":"looking at two to five years"},{"speaker":"things happened","startTime":3305.008,"endTime":3310.388,"body":"of mental drag and is this a"},{"speaker":"things happened","startTime":3310.388,"endTime":3312.038,"body":"pretty sophisticated individual?"},{"speaker":"things happened","startTime":3312.488,"endTime":3316.358,"body":"No, no, he's airline"},{"speaker":"things happened","startTime":3312.488,"endTime":3316.358,"body":"pilot, pretty simple life."},{"speaker":"things happened","startTime":3316.808,"endTime":3317.018,"body":"Yeah."},{"speaker":"things happened","startTime":3317.018,"endTime":3319.658,"body":"I usually don't recommend"},{"speaker":"things happened","startTime":3317.018,"endTime":3319.658,"body":"litigation for anyone"},{"speaker":"things happened","startTime":3319.658,"endTime":3322.928,"body":"who, who like, if, unless"},{"speaker":"things happened","startTime":3319.658,"endTime":3322.928,"body":"you want to get in there."},{"speaker":"things happened","startTime":3323.16,"endTime":3325.48,"body":"I brought that, but I don't"},{"speaker":"things happened","startTime":3323.16,"endTime":3325.48,"body":"think it was going to go far."},{"speaker":"things happened","startTime":3325.48,"endTime":3327.22,"body":"And I don't think at this"},{"speaker":"things happened","startTime":3325.48,"endTime":3327.22,"body":"point, they're going to"},{"speaker":"things happened","startTime":3327.22,"endTime":3328.42,"body":"put two to two together."},{"speaker":"things happened","startTime":3328.587,"endTime":3329.697,"body":"The claim's going to be denied."},{"speaker":"things happened","startTime":3329.697,"endTime":3331.737,"body":"So we're just going to move"},{"speaker":"things happened","startTime":3329.697,"endTime":3331.737,"body":"forward and try to move"},{"speaker":"things happened","startTime":3331.737,"endTime":3333.097,"body":"forward with, with this estate."},{"speaker":"things happened","startTime":3333.597,"endTime":3334.167,"body":"So, yeah."},{"speaker":"things happened","startTime":3334.377,"endTime":3334.767,"body":"I'm sorry."},{"speaker":"things happened","startTime":3334.767,"endTime":3336.507,"body":"no, this is, this"},{"speaker":"things happened","startTime":3334.767,"endTime":3336.507,"body":"is really good."},{"speaker":"things happened","startTime":3336.667,"endTime":3339.367,"body":"You know, Obviously clear"},{"speaker":"things happened","startTime":3336.667,"endTime":3339.367,"body":"this with him in case he ever"},{"speaker":"things happened","startTime":3339.367,"endTime":3341.887,"body":"sees it, but say, listen, Mr."},{"speaker":"things happened","startTime":3341.917,"endTime":3342.187,"body":"Mr."},{"speaker":"things happened","startTime":3342.187,"endTime":3345.817,"body":"Seller, this is a situation that"},{"speaker":"things happened","startTime":3342.187,"endTime":3345.817,"body":"I warn families about all the"},{"speaker":"things happened","startTime":3345.817,"endTime":3347.317,"body":"time, but most don't believe me."},{"speaker":"things happened","startTime":3347.317,"endTime":3350.317,"body":"Do you mind if I document"},{"speaker":"things happened","startTime":3347.317,"endTime":3350.317,"body":"your situation and include"},{"speaker":"things happened","startTime":3350.317,"endTime":3353.238,"body":"it in my probate marketing"},{"speaker":"things happened","startTime":3350.317,"endTime":3353.238,"body":"so we can avoid, you know,"},{"speaker":"things happened","startTime":3353.238,"endTime":3355.338,"body":"make sure that doesn't"},{"speaker":"things happened","startTime":3353.238,"endTime":3355.338,"body":"happen for other families."},{"speaker":"things happened","startTime":3355.848,"endTime":3358.518,"body":"If he says, yes, you can"},{"speaker":"things happened","startTime":3355.848,"endTime":3358.518,"body":"repurpose that content."},{"speaker":"things happened","startTime":3358.548,"endTime":3361.238,"body":"So it can be here in this"},{"speaker":"things happened","startTime":3358.548,"endTime":3361.238,"body":"community as learning"},{"speaker":"things happened","startTime":3361.238,"endTime":3364.122,"body":"content for, for how we"},{"speaker":"things happened","startTime":3361.238,"endTime":3364.122,"body":"can serve others, but you"},{"speaker":"things happened","startTime":3364.122,"endTime":3365.532,"body":"can put it on your face."},{"speaker":"things happened","startTime":3365.592,"endTime":3369.162,"body":"Like if you, if you've started a"},{"speaker":"things happened","startTime":3365.592,"endTime":3369.162,"body":"community Facebook group, if you"},{"speaker":"things happened","startTime":3369.162,"endTime":3373.562,"body":"have a blog, you can even, by"},{"speaker":"things happened","startTime":3369.162,"endTime":3373.562,"body":"this is one of those ideas where"},{"speaker":"things happened","startTime":3373.562,"endTime":3377.432,"body":"you can go to GoDaddy, grab a"},{"speaker":"things happened","startTime":3373.562,"endTime":3377.432,"body":"domain for 10 bucks and call"},{"speaker":"things happened","startTime":3377.432,"endTime":3378.882,"body":"it, don't forget the insurance."},{"speaker":"things happened","startTime":3379.297,"endTime":3383.527,"body":"Probate without insurance.com"},{"speaker":"things happened","startTime":3379.297,"endTime":3383.527,"body":"would be the one that like grab"},{"speaker":"things happened","startTime":3383.537,"endTime":3387.967,"body":"that domain, create a redirect"},{"speaker":"things happened","startTime":3383.537,"endTime":3387.967,"body":"to the blog post and send out"},{"speaker":"things happened","startTime":3387.967,"endTime":3390.427,"body":"a postcard that says, I've"},{"speaker":"things happened","startTime":3387.967,"endTime":3390.427,"body":"tried to reach you three times."},{"speaker":"things happened","startTime":3390.427,"endTime":3391.447,"body":"I can't get ahold of you."},{"speaker":"things happened","startTime":3391.897,"endTime":3394.057,"body":"It's important that you"},{"speaker":"things happened","startTime":3391.897,"endTime":3394.057,"body":"know what I'm offering"},{"speaker":"things happened","startTime":3394.057,"endTime":3396.247,"body":"is different than other"},{"speaker":"things happened","startTime":3394.057,"endTime":3396.247,"body":"people you've spoken to."},{"speaker":"things happened","startTime":3396.607,"endTime":3399.697,"body":"Just go to probate"},{"speaker":"things happened","startTime":3396.607,"endTime":3399.697,"body":"without insurance.com."},{"speaker":"things happened","startTime":3399.727,"endTime":3401.587,"body":"And you'll see how"},{"speaker":"things happened","startTime":3399.727,"endTime":3401.587,"body":"I treat families."},{"speaker":"things happened","startTime":3402.037,"endTime":3405.187,"body":"They'll call you when they're"},{"speaker":"things happened","startTime":3402.037,"endTime":3405.187,"body":"ready, but there's a lot of"},{"speaker":"things happened","startTime":3405.187,"endTime":3406.557,"body":"things you can do with this."},{"speaker":"things happened","startTime":3406.567,"endTime":3408.457,"body":"And like I said, just"},{"speaker":"things happened","startTime":3406.567,"endTime":3408.457,"body":"get his permission."},{"speaker":"things happened","startTime":3408.457,"endTime":3410.557,"body":"So he doesn't eventually"},{"speaker":"things happened","startTime":3408.457,"endTime":3410.557,"body":"come back and go, oh, you're"},{"speaker":"things happened","startTime":3410.557,"endTime":3411.817,"body":"going to profit from my pain."},{"speaker":"things happened","startTime":3412.267,"endTime":3414.907,"body":"I'm like, but it sounds like"},{"speaker":"things happened","startTime":3412.267,"endTime":3414.907,"body":"you're, you're in this for"},{"speaker":"things happened","startTime":3414.907,"endTime":3417.157,"body":"the long haul to make sure"},{"speaker":"things happened","startTime":3414.907,"endTime":3417.157,"body":"he gets the help he needs."},{"speaker":"things happened","startTime":3417.577,"endTime":3420.697,"body":"So make sure you get the credit"},{"speaker":"things happened","startTime":3417.577,"endTime":3420.697,"body":"and all the credit you can for"},{"speaker":"things happened","startTime":3420.697,"endTime":3421.987,"body":"serving at the level you are."},{"speaker":"things happened","startTime":3422.437,"endTime":3422.707,"body":"Yep."},{"speaker":"things happened","startTime":3422.767,"endTime":3425.677,"body":"That's eventually, I think"},{"speaker":"things happened","startTime":3422.767,"endTime":3425.677,"body":"that's one of my payout it's be"},{"speaker":"things happened","startTime":3425.677,"endTime":3429.127,"body":"able to document it and building"},{"speaker":"things happened","startTime":3425.677,"endTime":3429.127,"body":"our report so that we could"},{"speaker":"things happened","startTime":3429.157,"endTime":3432.097,"body":"use this experience actually"},{"speaker":"things happened","startTime":3429.157,"endTime":3432.097,"body":"and help all the families."},{"speaker":"things happened","startTime":3432.127,"endTime":3434.407,"body":"I think that's ultimately"},{"speaker":"things happened","startTime":3432.127,"endTime":3434.407,"body":"the biggest payoff"},{"speaker":"things happened","startTime":3434.407,"endTime":3435.097,"body":"that I'm looking for."},{"speaker":"things happened","startTime":3435.547,"endTime":3437.137,"body":"Okay, thank you so much."},{"speaker":"things happened","startTime":3437.587,"endTime":3437.767,"body":"Yeah."},{"speaker":"things happened","startTime":3437.797,"endTime":3438.517,"body":"Thank you, James."},{"speaker":"things happened","startTime":3438.647,"endTime":3439.157,"body":"Renee,"},{"speaker":"things happened","startTime":3439.607,"endTime":3442.337,"body":"I got lost in all the shares"},{"speaker":"things happened","startTime":3439.607,"endTime":3442.337,"body":"and I'm sorry, I took a bite of"},{"speaker":"things happened","startTime":3442.337,"endTime":3445.507,"body":"food, but I, I think where I was"},{"speaker":"things happened","startTime":3442.337,"endTime":3445.507,"body":"going is when you were talking"},{"speaker":"things happened","startTime":3445.507,"endTime":3449.647,"body":"about, with Al just to keep"},{"speaker":"things happened","startTime":3445.507,"endTime":3449.647,"body":"going, I have made thousands"},{"speaker":"things happened","startTime":3449.677,"endTime":3451.567,"body":"in the last year of cold calls."},{"speaker":"things happened","startTime":3451.657,"endTime":3455.797,"body":"And what I can say that probably"},{"speaker":"things happened","startTime":3451.657,"endTime":3455.797,"body":"works is to some advantage"},{"speaker":"things happened","startTime":3455.917,"endTime":3459.317,"body":"being a woman's voice on the"},{"speaker":"things happened","startTime":3455.917,"endTime":3459.317,"body":"phone helps because a lot of"},{"speaker":"things happened","startTime":3459.317,"endTime":3462.287,"body":"the people that are hustling,"},{"speaker":"things happened","startTime":3459.317,"endTime":3462.287,"body":"these folks are really either"},{"speaker":"things happened","startTime":3462.287,"endTime":3465.65,"body":"in a call center or they're"},{"speaker":"things happened","startTime":3462.287,"endTime":3465.65,"body":"young, and they typically"},{"speaker":"things happened","startTime":3465.65,"endTime":3470.433,"body":"are men and just calm down"},{"speaker":"things happened","startTime":3465.65,"endTime":3470.433,"body":"and slow down and know that"},{"speaker":"things happened","startTime":3470.433,"endTime":3471.663,"body":"it's all gonna work out."},{"speaker":"things happened","startTime":3471.783,"endTime":3474.783,"body":"And without sounding too"},{"speaker":"things happened","startTime":3471.783,"endTime":3474.783,"body":"leftist, I know I live in Los"},{"speaker":"things happened","startTime":3474.783,"endTime":3479.41,"body":"Angeles and bill, but if you"},{"speaker":"things happened","startTime":3474.783,"endTime":3479.41,"body":"just get grounded in yourself"},{"speaker":"things happened","startTime":3479.44,"endTime":3483.85,"body":"and calm and re present"},{"speaker":"things happened","startTime":3479.44,"endTime":3483.85,"body":"yourself to every phone call."},{"speaker":"things happened","startTime":3484.3,"endTime":3486.31,"body":"Even if you have to go around"},{"speaker":"things happened","startTime":3484.3,"endTime":3486.31,"body":"the block or get up and just"},{"speaker":"things happened","startTime":3486.31,"endTime":3488.833,"body":"shake it off because people"},{"speaker":"things happened","startTime":3486.31,"endTime":3488.833,"body":"really feel that energy."},{"speaker":"things happened","startTime":3488.833,"endTime":3491.323,"body":"I don't really say a whole"},{"speaker":"things happened","startTime":3488.833,"endTime":3491.323,"body":"lot of different stuff than"},{"speaker":"things happened","startTime":3491.323,"endTime":3493.753,"body":"probably any of us are on"},{"speaker":"things happened","startTime":3491.323,"endTime":3493.753,"body":"the phone, but it's just"},{"speaker":"things happened","startTime":3493.753,"endTime":3495.103,"body":"calmed down and slow down."},{"speaker":"things happened","startTime":3495.103,"endTime":3497.263,"body":"I think that's also a"},{"speaker":"things happened","startTime":3495.103,"endTime":3497.263,"body":"differentiator on top"},{"speaker":"things happened","startTime":3497.263,"endTime":3499.393,"body":"of the really wonderful"},{"speaker":"things happened","startTime":3497.263,"endTime":3499.393,"body":"things that Chad is saying"},{"speaker":"things happened","startTime":3499.423,"endTime":3501.103,"body":"verbally as a differentiator."},{"speaker":"things happened","startTime":3501.253,"endTime":3504.263,"body":"So try that you guys that"},{"speaker":"things happened","startTime":3501.253,"endTime":3504.263,"body":"just seems to work for me."},{"speaker":"things happened","startTime":3504.293,"endTime":3506.453,"body":"So just wanted to share"},{"speaker":"things happened","startTime":3504.293,"endTime":3506.453,"body":"that and just keep going,"},{"speaker":"things happened","startTime":3506.503,"endTime":3507.973,"body":"no one's made us be here."},{"speaker":"things happened","startTime":3508.243,"endTime":3510.523,"body":"This isn't, this is a"},{"speaker":"things happened","startTime":3508.243,"endTime":3510.523,"body":"lot more challenging"},{"speaker":"things happened","startTime":3510.553,"endTime":3512.103,"body":"than people think it is."},{"speaker":"things happened","startTime":3512.133,"endTime":3514.113,"body":"And there's a reason why"},{"speaker":"things happened","startTime":3512.133,"endTime":3514.113,"body":"there's so much attrition in"},{"speaker":"things happened","startTime":3514.133,"endTime":3517.083,"body":"real estate because people"},{"speaker":"things happened","startTime":3514.133,"endTime":3517.083,"body":"don't want it to work."},{"speaker":"things happened","startTime":3517.18,"endTime":3519.74,"body":"You're either going to spend"},{"speaker":"things happened","startTime":3517.18,"endTime":3519.74,"body":"a lot of money on mailers, 5,"},{"speaker":"things happened","startTime":3519.74,"endTime":3522.66,"body":"10, 20 grand, or more a month,"},{"speaker":"things happened","startTime":3519.74,"endTime":3522.66,"body":"and that works, or you're"},{"speaker":"things happened","startTime":3522.66,"endTime":3525.06,"body":"going to get on the phone and"},{"speaker":"things happened","startTime":3522.66,"endTime":3525.06,"body":"talk to people or door knock."},{"speaker":"things happened","startTime":3525.39,"endTime":3526.83,"body":"That's it, that's it."},{"speaker":"things happened","startTime":3527.52,"endTime":3528.57,"body":"You gotta talk to people."},{"speaker":"things happened","startTime":3528.62,"endTime":3531.68,"body":"And people will be mean to"},{"speaker":"things happened","startTime":3528.62,"endTime":3531.68,"body":"you and hurt your feelings,"},{"speaker":"things happened","startTime":3531.92,"endTime":3532.94,"body":"but just keep moving."},{"speaker":"things happened","startTime":3533.547,"endTime":3534.867,"body":"Because we all"},{"speaker":"things happened","startTime":3533.547,"endTime":3534.867,"body":"have those stories."},{"speaker":"things happened","startTime":3534.987,"endTime":3538.097,"body":"So thank you for letting me"},{"speaker":"things happened","startTime":3534.987,"endTime":3538.097,"body":"share, but just keep going."},{"speaker":"things happened","startTime":3538.317,"endTime":3539.187,"body":"People need our help."},{"speaker":"things happened","startTime":3539.637,"endTime":3539.907,"body":"Thank you."},{"speaker":"things happened","startTime":3540.357,"endTime":3542.607,"body":"So thank you for that"},{"speaker":"things happened","startTime":3540.357,"endTime":3542.607,"body":"Renee, like so much"},{"speaker":"things happened","startTime":3542.967,"endTime":3544.167,"body":"contribution today, guys."},{"speaker":"things happened","startTime":3544.177,"endTime":3546.477,"body":"I love this, like the"},{"speaker":"things happened","startTime":3544.177,"endTime":3546.477,"body":"community aspect of this."},{"speaker":"things happened","startTime":3546.817,"endTime":3548.927,"body":"I'll second what Renee has said."},{"speaker":"things happened","startTime":3548.957,"endTime":3552.562,"body":"Obviously I  talk probably"},{"speaker":"things happened","startTime":3548.957,"endTime":3552.562,"body":"too much for a living, but"},{"speaker":"things happened","startTime":3552.952,"endTime":3554.002,"body":"I've done it on YouTube."},{"speaker":"things happened","startTime":3554.002,"endTime":3554.932,"body":"I've done it on the phone."},{"speaker":"things happened","startTime":3554.932,"endTime":3556.282,"body":"I've done it from stages."},{"speaker":"things happened","startTime":3556.372,"endTime":3560.212,"body":"And I've gotten, from people"},{"speaker":"things happened","startTime":3556.372,"endTime":3560.212,"body":"who have never seen me speak,"},{"speaker":"things happened","startTime":3560.212,"endTime":3563.482,"body":"never heard me, I would say"},{"speaker":"things happened","startTime":3560.212,"endTime":3563.482,"body":"the most common compliment"},{"speaker":"things happened","startTime":3563.482,"endTime":3567.592,"body":"that I get is you're so calm"},{"speaker":"things happened","startTime":3563.482,"endTime":3567.592,"body":"and humble in doing this."},{"speaker":"things happened","startTime":3568.042,"endTime":3569.692,"body":"And I think I learned"},{"speaker":"things happened","startTime":3568.042,"endTime":3569.692,"body":"that over time."},{"speaker":"things happened","startTime":3569.692,"endTime":3571.762,"body":"Like I was a pretty"},{"speaker":"things happened","startTime":3569.692,"endTime":3571.762,"body":"high strung salesperson."},{"speaker":"things happened","startTime":3571.762,"endTime":3574.702,"body":"I was, I was, law enforcement"},{"speaker":"things happened","startTime":3571.762,"endTime":3574.702,"body":"pick at target, get it done."},{"speaker":"things happened","startTime":3574.702,"endTime":3577.492,"body":"What's the objective, what's"},{"speaker":"things happened","startTime":3574.702,"endTime":3577.492,"body":"the goal, burning up the phone."},{"speaker":"things happened","startTime":3577.522,"endTime":3578.992,"body":"And that didn't"},{"speaker":"things happened","startTime":3577.522,"endTime":3578.992,"body":"serve me that well."},{"speaker":"things happened","startTime":3579.472,"endTime":3582.352,"body":"And I think I learned"},{"speaker":"things happened","startTime":3579.472,"endTime":3582.352,"body":"like what Renee is saying."},{"speaker":"things happened","startTime":3582.352,"endTime":3583.732,"body":"Like I learned to slow down."},{"speaker":"things happened","startTime":3583.892,"endTime":3585.952,"body":"I learned to think more"},{"speaker":"things happened","startTime":3583.892,"endTime":3585.952,"body":"about the other party"},{"speaker":"things happened","startTime":3585.952,"endTime":3586.912,"body":"than I did myself."},{"speaker":"things happened","startTime":3587.512,"endTime":3589.612,"body":"And then through positive"},{"speaker":"things happened","startTime":3587.512,"endTime":3589.612,"body":"reinforcement through"},{"speaker":"things happened","startTime":3589.612,"endTime":3590.872,"body":"lots of validation..."},{"speaker":"things happened","startTime":3590.965,"endTime":3593.725,"body":"now everyone's like, oh,"},{"speaker":"things happened","startTime":3590.965,"endTime":3593.725,"body":"he's a slow country kid."},{"speaker":"things happened","startTime":3593.725,"endTime":3594.505,"body":"That's cute."},{"speaker":"things happened","startTime":3594.985,"endTime":3598.682,"body":"But um, my speech patterns"},{"speaker":"things happened","startTime":3594.985,"endTime":3598.682,"body":"are more because of the"},{"speaker":"things happened","startTime":3598.682,"endTime":3601.442,"body":"validation and the income"},{"speaker":"things happened","startTime":3598.682,"endTime":3601.442,"body":"that I've gotten from that."},{"speaker":"things happened","startTime":3601.472,"endTime":3604.172,"body":"So I think that that's"},{"speaker":"things happened","startTime":3601.472,"endTime":3604.172,"body":"a good reminder."},{"speaker":"things happened","startTime":3604.172,"endTime":3606.902,"body":"Like sometimes we just need"},{"speaker":"things happened","startTime":3604.172,"endTime":3606.902,"body":"to slow down, not be so"},{"speaker":"things happened","startTime":3606.902,"endTime":3610.182,"body":"emotionally reactive and"},{"speaker":"things happened","startTime":3606.902,"endTime":3610.182,"body":"and we get a better result."},{"speaker":"things happened","startTime":3610.422,"endTime":3614.232,"body":"So, well guys, I've got"},{"speaker":"things happened","startTime":3610.422,"endTime":3614.232,"body":"two gurus ringing my phone."},{"speaker":"things happened","startTime":3614.232,"endTime":3617.352,"body":"I'm 18 minutes late, but this"},{"speaker":"things happened","startTime":3614.232,"endTime":3617.352,"body":"was too good of a conversation"},{"speaker":"things happened","startTime":3617.352,"endTime":3619.332,"body":"to jump on or jump off of."},{"speaker":"things happened","startTime":3619.782,"endTime":3621.312,"body":"Guys, listen from the"},{"speaker":"things happened","startTime":3619.782,"endTime":3621.312,"body":"bottom of my heart."},{"speaker":"things happened","startTime":3621.342,"endTime":3621.972,"body":"Thank you."},{"speaker":"things happened","startTime":3622.032,"endTime":3625.092,"body":"Like this is the, these, these"},{"speaker":"things happened","startTime":3622.032,"endTime":3625.092,"body":"calls are so rewarding for me"},{"speaker":"things happened","startTime":3625.092,"endTime":3627.372,"body":"because I actually see that"},{"speaker":"things happened","startTime":3625.092,"endTime":3627.372,"body":"you're getting something from"},{"speaker":"things happened","startTime":3627.372,"endTime":3630.722,"body":"it and it warmed my heart to"},{"speaker":"things happened","startTime":3627.372,"endTime":3630.722,"body":"watch you guys coach each other."},{"speaker":"things happened","startTime":3630.782,"endTime":3633.162,"body":"That's way better than,"},{"speaker":"things happened","startTime":3630.782,"endTime":3633.162,"body":"than hearing myself talk"},{"speaker":"things happened","startTime":3633.162,"endTime":3635.292,"body":"just another, another hour."},{"speaker":"things happened","startTime":3635.292,"endTime":3639.102,"body":"So thank you guys for all your"},{"speaker":"things happened","startTime":3635.292,"endTime":3639.102,"body":"contribution for, for being here"},{"speaker":"things happened","startTime":3639.222,"endTime":3640.692,"body":"and we'll see you next week."}]}