{"version":"1.0.0","segments":[{"startTime":0.63,"endTime":4.26,"body":"Welcome everybody to the weekly"},{"startTime":0.63,"endTime":4.26,"body":"probate mastery group coaching"},{"startTime":4.26,"endTime":6.84,"body":"call and they stay professionals"},{"startTime":4.26,"endTime":6.84,"body":"mastermind podcast."},{"startTime":7.29,"endTime":9.07,"body":"I'll start with an"},{"startTime":7.29,"endTime":9.07,"body":"apology for the lightning."},{"startTime":9.109,"endTime":12.169,"body":"I disappeared last week,"},{"startTime":9.109,"endTime":12.169,"body":"bill and everybody else."},{"startTime":12.169,"endTime":13.999,"body":"Thanks for stepping"},{"startTime":12.169,"endTime":13.999,"body":"up and having my back."},{"startTime":13.999,"endTime":15.169,"body":"It actually took out the switch."},{"startTime":15.169,"endTime":16.939,"body":"So I didn't ever get"},{"startTime":15.169,"endTime":16.939,"body":"back online until the"},{"startTime":16.939,"endTime":18.679,"body":"next day or like one 30."},{"startTime":18.679,"endTime":19.682,"body":"We got a good turnout today."},{"startTime":19.682,"endTime":20.342,"body":"How can we help?"},{"startTime":20.562,"endTime":21.462,"body":"And how can we do it?"},{"startTime":21.742,"endTime":24.022,"body":"Terry Schell I'm going to"},{"startTime":21.742,"endTime":24.022,"body":"call you out here, sir."},{"startTime":24.092,"endTime":26.792,"body":"tell us, what's your path"},{"startTime":24.092,"endTime":26.792,"body":"been the last couple of weeks?"},{"startTime":27.232,"endTime":28.822,"body":"Well, I'm glad you asked me."},{"startTime":29.262,"endTime":31.332,"body":"I was reluctant to even"},{"startTime":29.262,"endTime":31.332,"body":"mention it, but I had an"},{"startTime":31.332,"endTime":32.442,"body":"extraordinary experience."},{"startTime":33.317,"endTime":35.741,"body":"This past week with my first"},{"startTime":33.317,"endTime":35.741,"body":"meeting, with a probate"},{"startTime":35.741,"endTime":39.356,"body":"attorney, I love these"},{"startTime":35.741,"endTime":39.356,"body":"stories and my God did I"},{"startTime":39.356,"endTime":41.366,"body":"get an education, Chad!"},{"startTime":41.806,"endTime":45.893,"body":"Fortunately, I was blessed"},{"startTime":41.806,"endTime":45.893,"body":"because I know the guy, this"},{"startTime":45.893,"endTime":48.599,"body":"is a 40 year probate attorney"},{"startTime":45.893,"endTime":48.599,"body":"that's a member of our"},{"startTime":48.599,"endTime":51.443,"body":"private golf club that I've"},{"startTime":48.599,"endTime":51.443,"body":"met Marshall at two days a"},{"startTime":51.443,"endTime":53.093,"body":"week, Wednesdays and Sundays."},{"startTime":53.249,"endTime":55.499,"body":"And so I knew of him"},{"startTime":53.249,"endTime":55.499,"body":"and his wife for years."},{"startTime":55.743,"endTime":57.743,"body":"I didn't know he was a probate"},{"startTime":55.743,"endTime":57.743,"body":"attorney until somebody"},{"startTime":57.753,"endTime":58.713,"body":"asked me what I was doing."},{"startTime":58.713,"endTime":60.573,"body":"And I told them about"},{"startTime":58.713,"endTime":60.573,"body":"my probate experience."},{"startTime":60.656,"endTime":62.969,"body":"And they said, well, you"},{"startTime":60.656,"endTime":62.969,"body":"gotta talk to IRA, got"},{"startTime":62.969,"endTime":63.869,"body":"a hold of IRA's wife."},{"startTime":63.899,"endTime":64.979,"body":"She was playing that day."},{"startTime":64.979,"endTime":68.489,"body":"And I said, I'm now a certified"},{"startTime":64.979,"endTime":68.489,"body":"probate expert, Louise."},{"startTime":68.489,"endTime":70.443,"body":"I'd like to talk to your"},{"startTime":68.489,"endTime":70.443,"body":"husband about helping him"},{"startTime":70.443,"endTime":73.023,"body":"with his probate business,"},{"startTime":70.443,"endTime":73.023,"body":"but not from a legal point"},{"startTime":73.023,"endTime":74.993,"body":"of view She said, I'm sure"},{"startTime":73.023,"endTime":74.993,"body":"he'd love to talk with you."},{"startTime":75.206,"endTime":77.706,"body":"Set up a meeting with him for"},{"startTime":75.206,"endTime":77.706,"body":"the following Thursday with"},{"startTime":77.726,"endTime":80.126,"body":"eight o'clock in the morning,"},{"startTime":77.726,"endTime":80.126,"body":"with a box of 12 donuts."},{"startTime":80.126,"endTime":82.076,"body":"Well, it turns out he just"},{"startTime":80.126,"endTime":82.076,"body":"moved and he's an office of"},{"startTime":82.076,"endTime":85.449,"body":"one now, but he's been in the"},{"startTime":82.076,"endTime":85.449,"body":"business 40 years and he had"},{"startTime":85.449,"endTime":89.639,"body":"my card and he said, Louise"},{"startTime":85.449,"endTime":89.639,"body":"told me that you told her you"},{"startTime":89.639,"endTime":91.709,"body":"are certified probate expert."},{"startTime":91.886,"endTime":94.166,"body":"He said, now, Terry, I'm not"},{"startTime":91.886,"endTime":94.166,"body":"trying to hurt your feelings."},{"startTime":94.166,"endTime":95.426,"body":"I'm not trying to offend you."},{"startTime":95.426,"endTime":96.986,"body":"I'm trying to be"},{"startTime":95.426,"endTime":96.986,"body":"very honest with you."},{"startTime":97.346,"endTime":100.913,"body":"And he said, I got a very simple"},{"startTime":97.346,"endTime":100.913,"body":"question and I'm going to ask"},{"startTime":100.913,"endTime":104.063,"body":"it because if you had given"},{"startTime":100.913,"endTime":104.063,"body":"this from another attorney like"},{"startTime":104.063,"endTime":106.113,"body":"me, like a probate attorney,"},{"startTime":104.063,"endTime":106.113,"body":"you probably wouldn't have"},{"startTime":106.113,"endTime":107.343,"body":"got your foot in front door."},{"startTime":107.543,"endTime":108.383,"body":"And I said, why is that?"},{"startTime":108.683,"endTime":111.929,"body":"He said, because you say you're"},{"startTime":108.683,"endTime":111.929,"body":"a certified probate expert."},{"startTime":112.154,"endTime":114.224,"body":"By whom and what"},{"startTime":112.154,"endTime":114.224,"body":"the hell can you do?"},{"startTime":114.421,"endTime":118.249,"body":"It hit me like a ton of bricks"},{"startTime":114.421,"endTime":118.249,"body":"and he said, I am a probate"},{"startTime":118.249,"endTime":122.215,"body":"expert practicing after law"},{"startTime":118.249,"endTime":122.215,"body":"school, 40 years in the field."},{"startTime":122.545,"endTime":124.405,"body":"And what the hell could"},{"startTime":122.545,"endTime":124.405,"body":"you possibly know?"},{"startTime":124.405,"endTime":126.235,"body":"And he said, I'm not trying"},{"startTime":124.405,"endTime":126.235,"body":"to offend you, Barry."},{"startTime":126.685,"endTime":127.405,"body":"And he really was."},{"startTime":127.405,"endTime":129.975,"body":"He gave me a, he"},{"startTime":127.405,"endTime":129.975,"body":"was priceless, Chad."},{"startTime":130.172,"endTime":132.272,"body":"And he even then went in to"},{"startTime":130.172,"endTime":132.272,"body":"say, you've got to rebrand"},{"startTime":132.272,"endTime":134.202,"body":"your marketing instead"},{"startTime":132.272,"endTime":134.202,"body":"of be calling yourself a"},{"startTime":134.612,"endTime":137.612,"body":"certified probate expert, you"},{"startTime":134.612,"endTime":137.612,"body":"got to change that handle."},{"startTime":137.912,"endTime":141.062,"body":"And some suggestions, irony"},{"startTime":137.912,"endTime":141.062,"body":"wants two or three suggestions"},{"startTime":141.062,"endTime":145.349,"body":"about elder care, a consultant"},{"startTime":141.062,"endTime":145.349,"body":"or something like that."},{"startTime":145.799,"endTime":147.882,"body":"And he said, I'm leaving"},{"startTime":145.799,"endTime":147.882,"body":"town, my wife and I"},{"startTime":147.882,"endTime":148.722,"body":"felt next two weeks."},{"startTime":148.722,"endTime":149.502,"body":"So I've got to get out of here."},{"startTime":150.472,"endTime":153.202,"body":"I get back, I'm intrigued"},{"startTime":150.472,"endTime":153.202,"body":"by what you're doing here."},{"startTime":153.412,"endTime":155.72,"body":"I told him about the"},{"startTime":153.412,"endTime":155.72,"body":"linear group of vendors"},{"startTime":155.75,"endTime":156.69,"body":"that I lined up with."},{"startTime":157.38,"endTime":159.627,"body":"And he said, I want to"},{"startTime":157.38,"endTime":159.627,"body":"know more about that."},{"startTime":159.687,"endTime":161.877,"body":"I want to brainstorm this with"},{"startTime":159.687,"endTime":161.877,"body":"you further, but you said,"},{"startTime":161.937,"endTime":164.037,"body":"I'm going to tell you who"},{"startTime":161.937,"endTime":164.037,"body":"your market really is and who"},{"startTime":164.037,"endTime":164.697,"body":"you should be approaching."},{"startTime":165.057,"endTime":168.507,"body":"Priceless stuff, Chad, he"},{"startTime":165.057,"endTime":168.507,"body":"said, you need to be going"},{"startTime":168.507,"endTime":172.444,"body":"after a 70 to 80 year old"},{"startTime":168.507,"endTime":172.444,"body":"spouse or retiring the last"},{"startTime":172.444,"endTime":175.947,"body":"surviving spouse, 78 years old,"},{"startTime":172.444,"endTime":175.947,"body":"that is going into probate."},{"startTime":176.157,"endTime":178.629,"body":"That has heirs that are"},{"startTime":176.157,"endTime":178.629,"body":"out of town at least."},{"startTime":178.659,"endTime":181.959,"body":"And preferably out of state,"},{"startTime":178.659,"endTime":181.959,"body":"they need the kind of help"},{"startTime":181.959,"endTime":183.039,"body":"that you can give them."},{"startTime":183.259,"endTime":185.759,"body":"And what he did know was I"},{"startTime":183.259,"endTime":185.759,"body":"had already had scores of"},{"startTime":185.819,"endTime":188.989,"body":"probate, elder care attorneys"},{"startTime":185.819,"endTime":188.989,"body":"from the directory here in"},{"startTime":188.989,"endTime":191.713,"body":"the Houston markets, but he"},{"startTime":188.989,"endTime":191.713,"body":"said, please don't go around"},{"startTime":191.813,"endTime":193.913,"body":"giving people the idea that"},{"startTime":191.813,"endTime":193.913,"body":"you're a probate expert."},{"startTime":194.043,"endTime":195.693,"body":"You're a certified"},{"startTime":194.043,"endTime":195.693,"body":"probate expert."},{"startTime":196.013,"endTime":197.043,"body":"You'll get laughed out of town."},{"startTime":197.256,"endTime":198.396,"body":"And I thanked him profusely."},{"startTime":198.936,"endTime":201.216,"body":"And it's wondering if you've"},{"startTime":198.936,"endTime":201.216,"body":"probably heard that in four,"},{"startTime":201.216,"endTime":205.296,"body":"but I got set back on track very"},{"startTime":201.216,"endTime":205.296,"body":"quickly with this experience."},{"startTime":206.226,"endTime":206.466,"body":"Yep."},{"startTime":206.916,"endTime":207.886,"body":"Thank you for sharing that."},{"startTime":207.886,"endTime":209.609,"body":"That's the fourth"},{"startTime":207.886,"endTime":209.609,"body":"time in my career."},{"startTime":209.789,"endTime":214.39,"body":"And since CPE was created in"},{"startTime":209.789,"endTime":214.39,"body":"2014, that's the fourth time, I"},{"startTime":214.39,"endTime":216.94,"body":"think it's the first time it's"},{"startTime":214.39,"endTime":216.94,"body":"ever been documented on video."},{"startTime":217.084,"endTime":220.884,"body":"One thing I didn't consider when"},{"startTime":217.084,"endTime":220.884,"body":"I created that name, that I felt"},{"startTime":220.884,"endTime":222.444,"body":"encompassed what I actually did."},{"startTime":222.444,"endTime":227.214,"body":"So I had expertise in all areas"},{"startTime":222.444,"endTime":227.214,"body":"of the probate situation, not in"},{"startTime":227.214,"endTime":231.101,"body":"the legal aspects and I didn't"},{"startTime":227.214,"endTime":231.101,"body":"ever want to present myself."},{"startTime":231.131,"endTime":233.851,"body":"So  the alternative"},{"startTime":231.131,"endTime":233.851,"body":"was advisor, right?"},{"startTime":233.851,"endTime":236.49,"body":"I'd always viewed myself"},{"startTime":233.851,"endTime":236.49,"body":"as an advisor in my"},{"startTime":236.49,"endTime":237.45,"body":"real estate company."},{"startTime":237.45,"endTime":240.217,"body":"So I had, certified"},{"startTime":237.45,"endTime":240.217,"body":"home seller, home buyer"},{"startTime":240.217,"endTime":243.267,"body":"advisor, like CHS, a CHBA,."},{"startTime":243.287,"endTime":245.348,"body":"But with this, I thought,"},{"startTime":243.287,"endTime":245.348,"body":"it really is expertise."},{"startTime":245.348,"endTime":249.587,"body":"So it's by definition, what"},{"startTime":245.348,"endTime":249.587,"body":"I didn't account for as the"},{"startTime":249.587,"endTime":252.687,"body":"word expert in the legal field"},{"startTime":249.587,"endTime":252.687,"body":"has a certain connotation."},{"startTime":252.912,"endTime":255.429,"body":"They are conditioned"},{"startTime":252.912,"endTime":255.429,"body":"in law school: if you"},{"startTime":255.429,"endTime":258.309,"body":"testify as an expert, you"},{"startTime":255.429,"endTime":258.309,"body":"have to have credentials"},{"startTime":258.339,"endTime":259.959,"body":"and these credentials"},{"startTime":258.339,"endTime":259.959,"body":"have to be recognized"},{"startTime":259.959,"endTime":261.129,"body":"by these institutions."},{"startTime":261.161,"endTime":262.211,"body":"I didn't account for that."},{"startTime":262.269,"endTime":266.632,"body":"I have another designation"},{"startTime":262.269,"endTime":266.632,"body":"that I believe scales that even"},{"startTime":266.632,"endTime":268.072,"body":"attorneys would want to earn."},{"startTime":268.139,"endTime":269.429,"body":"It's not the word expert."},{"startTime":269.484,"endTime":272.484,"body":"I have been debating this and"},{"startTime":269.484,"endTime":272.484,"body":"John Fraker just showed up."},{"startTime":272.514,"endTime":275.179,"body":"John, if you missed out Terry"},{"startTime":272.514,"endTime":275.179,"body":"got criticized for calling"},{"startTime":275.179,"endTime":277.989,"body":"himself a certified probate"},{"startTime":275.179,"endTime":277.989,"body":"expert by an attorney."},{"startTime":278.361,"endTime":279.951,"body":"And there's one of the"},{"startTime":278.361,"endTime":279.951,"body":"things I've been debating"},{"startTime":279.951,"endTime":280.881,"body":"going away from it."},{"startTime":281.481,"endTime":284.735,"body":"I don't want to undermine"},{"startTime":281.481,"endTime":284.735,"body":"the, the integrity of that"},{"startTime":284.735,"endTime":287.148,"body":"certification because thousands"},{"startTime":284.735,"endTime":287.148,"body":"of people have earned it."},{"startTime":287.185,"endTime":289.495,"body":"I'm considering actually"},{"startTime":287.185,"endTime":289.495,"body":"changing that and reissuing"},{"startTime":289.495,"endTime":291.005,"body":"certificates for this reason."},{"startTime":291.005,"endTime":294.272,"body":"But it's four out of several"},{"startTime":291.005,"endTime":294.272,"body":"thousand and we've had,"},{"startTime":294.304,"endTime":296.689,"body":"like hundreds and hundreds"},{"startTime":294.304,"endTime":296.689,"body":"of people who walked into"},{"startTime":296.689,"endTime":298.879,"body":"an attorney's office and"},{"startTime":296.689,"endTime":298.879,"body":"got the opposite reception."},{"startTime":298.979,"endTime":301.259,"body":"And they were just like,"},{"startTime":298.979,"endTime":301.259,"body":"oh, well, could you possibly"},{"startTime":301.649,"endTime":302.879,"body":"teach me about probate?"},{"startTime":302.929,"endTime":305.299,"body":"And then they realize it's"},{"startTime":302.929,"endTime":305.299,"body":"the service side that they're"},{"startTime":305.299,"endTime":309.862,"body":"experts at their service experts"},{"startTime":305.299,"endTime":309.862,"body":"and probate, not legal experts."},{"startTime":310.762,"endTime":312.742,"body":"And it usually is"},{"startTime":310.762,"endTime":312.742,"body":"not problematic."},{"startTime":312.742,"endTime":313.836,"body":"I'm glad you brought"},{"startTime":312.742,"endTime":313.836,"body":"it up though."},{"startTime":314.286,"endTime":315.362,"body":"Cause it validates it."},{"startTime":315.362,"endTime":319.412,"body":"Maybe it's time for us to, as"},{"startTime":315.362,"endTime":319.412,"body":"we move the community toward"},{"startTime":319.412,"endTime":322.412,"body":"including more legal experts"},{"startTime":319.412,"endTime":322.412,"body":"or more legal professionals."},{"startTime":322.459,"endTime":324.703,"body":"Other designation"},{"startTime":322.459,"endTime":324.703,"body":"might make more sense."},{"startTime":324.803,"endTime":327.023,"body":"And just had me a"},{"startTime":324.803,"endTime":327.023,"body":"footnote to that."},{"startTime":327.233,"endTime":330.204,"body":"I have also a member of the club"},{"startTime":327.233,"endTime":330.204,"body":"that is a certified financial"},{"startTime":330.283,"endTime":332.906,"body":"slapping what's the handle"},{"startTime":330.283,"endTime":332.906,"body":"certified financial advisor."},{"startTime":333.059,"endTime":336.113,"body":"And he has authenticated and"},{"startTime":333.059,"endTime":336.113,"body":"he's got the credentials of"},{"startTime":336.113,"endTime":338.573,"body":"the lawsuit deals with high-end"},{"startTime":336.113,"endTime":338.573,"body":"individuals and dealing"},{"startTime":338.753,"endTime":339.893,"body":"with their estate planning."},{"startTime":340.146,"endTime":342.336,"body":"And I told him what I was"},{"startTime":340.146,"endTime":342.336,"body":"doing and now he owned."},{"startTime":342.336,"endTime":345.066,"body":"The other hand has said, I"},{"startTime":342.336,"endTime":345.066,"body":"sent him an email about what"},{"startTime":345.066,"endTime":347.553,"body":"I can do with the different"},{"startTime":345.066,"endTime":347.553,"body":"vendors that I work with."},{"startTime":347.943,"endTime":350.703,"body":"And he added me to his"},{"startTime":347.943,"endTime":350.703,"body":"advisory group for his clients."},{"startTime":350.913,"endTime":352.863,"body":"In fact, he said, I want"},{"startTime":350.913,"endTime":352.863,"body":"you to give me a call this"},{"startTime":352.863,"endTime":353.873,"body":"week and let's go to lunch."},{"startTime":353.873,"endTime":356.479,"body":"I'd like to talk to you more"},{"startTime":353.873,"endTime":356.479,"body":"about how we can work together"},{"startTime":356.479,"endTime":359.192,"body":"because he's again, that high"},{"startTime":356.479,"endTime":359.192,"body":"end network clients said he"},{"startTime":359.192,"endTime":362.282,"body":"wants me to be exposed to and"},{"startTime":359.192,"endTime":362.282,"body":"refer back to him with some"},{"startTime":362.282,"endTime":364.819,"body":"of the work that they might"},{"startTime":362.282,"endTime":364.819,"body":"want for their own financial"},{"startTime":364.819,"endTime":365.689,"body":"planning down the road."},{"startTime":365.732,"endTime":368.629,"body":"So it was, it was a double-edged"},{"startTime":365.732,"endTime":368.629,"body":"sword, but the real kick"},{"startTime":368.629,"endTime":370.939,"body":"in the rear end was from"},{"startTime":368.629,"endTime":370.939,"body":"this 40 year old probate"},{"startTime":370.939,"endTime":373.989,"body":"attorney 40, not 40 year old,"},{"startTime":370.939,"endTime":373.989,"body":"40 year experience, right?"},{"startTime":374.319,"endTime":374.709,"body":"Yes."},{"startTime":374.709,"endTime":375.279,"body":"40 years."},{"startTime":375.609,"endTime":377.109,"body":"40 years of experience."},{"startTime":377.499,"endTime":377.829,"body":"Yeah."},{"startTime":378.016,"endTime":381.963,"body":"So John Fraker is a probate"},{"startTime":378.016,"endTime":381.963,"body":"attorney and he's whether"},{"startTime":381.963,"endTime":384.363,"body":"he uses it or not, he's"},{"startTime":381.963,"endTime":384.363,"body":"taken the course and he's"},{"startTime":384.363,"endTime":385.863,"body":"got a CPE designation."},{"startTime":385.904,"endTime":387.134,"body":"What's your opinion on John?"},{"startTime":387.134,"endTime":390.31,"body":"Like just, really candidly"},{"startTime":387.134,"endTime":390.31,"body":"is, do you think that's"},{"startTime":390.46,"endTime":393.4,"body":"putting the word expert in"},{"startTime":390.46,"endTime":393.4,"body":"this trap paints the wrong"},{"startTime":393.4,"endTime":394.75,"body":"picture and triggers attorneys?"},{"startTime":394.85,"endTime":395.99,"body":"Or do you think"},{"startTime":394.85,"endTime":395.99,"body":"it's just a select."},{"startTime":396.92,"endTime":398.672,"body":"Not, ultimately not to me."},{"startTime":398.72,"endTime":401.0,"body":"I have a slightly different"},{"startTime":398.72,"endTime":401.0,"body":"read being in California."},{"startTime":401.031,"endTime":403.281,"body":"The one word we're not allowed"},{"startTime":401.031,"endTime":403.281,"body":"to use and I can even use"},{"startTime":403.281,"endTime":406.341,"body":"for myself as a specialist,"},{"startTime":403.281,"endTime":406.341,"body":"which is odd for those who are"},{"startTime":406.341,"endTime":409.549,"body":"not familiar with California"},{"startTime":406.341,"endTime":409.549,"body":"state bar has a specialty"},{"startTime":409.549,"endTime":412.879,"body":"designation certified specialist"},{"startTime":409.549,"endTime":412.879,"body":"in estate planning, tax,"},{"startTime":412.979,"endTime":414.629,"body":"whatever the subspecialty is."},{"startTime":414.799,"endTime":417.109,"body":"And the state bar polices"},{"startTime":414.799,"endTime":417.109,"body":"that very heavily."},{"startTime":417.109,"endTime":420.619,"body":"If I use the word specialist"},{"startTime":417.109,"endTime":420.619,"body":"about me in anything that's"},{"startTime":420.74,"endTime":422.96,"body":"probate or tax or any of"},{"startTime":420.74,"endTime":422.96,"body":"that stuff, unless you go"},{"startTime":422.96,"endTime":425.09,"body":"through their certification,"},{"startTime":422.96,"endTime":425.09,"body":"take their tests, meet their"},{"startTime":425.09,"endTime":426.26,"body":"criteria, blah, blah, blah."},{"startTime":426.327,"endTime":427.797,"body":"You're not allowed to"},{"startTime":426.327,"endTime":427.797,"body":"even use that word,"},{"startTime":427.797,"endTime":429.052,"body":"which is ironic because."},{"startTime":429.445,"endTime":430.885,"body":"You would think of"},{"startTime":429.445,"endTime":430.885,"body":"specialists as being"},{"startTime":430.885,"endTime":433.285,"body":"less than expert, right?"},{"startTime":433.315,"endTime":436.782,"body":"But they it's their marketing"},{"startTime":433.315,"endTime":436.782,"body":"brand here in California."},{"startTime":436.935,"endTime":439.425,"body":"So obviously I don't tangle"},{"startTime":436.935,"endTime":439.425,"body":"with my boss, the state"},{"startTime":439.425,"endTime":441.315,"body":"bar of California on things"},{"startTime":439.425,"endTime":441.315,"body":"like that and just keep"},{"startTime":441.465,"endTime":442.585,"body":"specialists out of it."},{"startTime":442.585,"endTime":444.836,"body":"I personally have no problem"},{"startTime":442.585,"endTime":444.836,"body":"with expert, maybe in"},{"startTime":444.836,"endTime":447.596,"body":"other states they have some"},{"startTime":444.836,"endTime":447.596,"body":"equivalent thereof that looks"},{"startTime":447.596,"endTime":448.869,"body":"like, you know, an expert."},{"startTime":448.869,"endTime":451.059,"body":"Is there a state bar's"},{"startTime":448.869,"endTime":451.059,"body":"designation for something,"},{"startTime":451.145,"endTime":453.911,"body":"or it means more than just,"},{"startTime":451.145,"endTime":453.911,"body":"what we meet in conversation."},{"startTime":454.268,"endTime":456.46,"body":"What's your and really"},{"startTime":454.268,"endTime":456.46,"body":"just your intuitive"},{"startTime":456.46,"endTime":458.26,"body":"reaction to ' advisor?'"},{"startTime":458.7,"endTime":458.88,"body":"Yeah."},{"startTime":458.9,"endTime":462.18,"body":"If I call myself a probate"},{"startTime":458.9,"endTime":462.18,"body":"expert or a probate advisor"},{"startTime":462.18,"endTime":463.748,"body":"versus a probate expert, yeah."},{"startTime":463.773,"endTime":466.276,"body":"Is a generic harmless"},{"startTime":463.773,"endTime":466.276,"body":"word, except that some"},{"startTime":466.276,"endTime":469.426,"body":"financial advisors might"},{"startTime":466.276,"endTime":469.426,"body":"see that on their turf."},{"startTime":469.486,"endTime":471.256,"body":"Obviously everybody's"},{"startTime":469.486,"endTime":471.256,"body":"trying to stake out"},{"startTime":471.256,"endTime":472.546,"body":"their own niche, right?"},{"startTime":472.607,"endTime":474.497,"body":"CFEs CFA is blah, blah, blah."},{"startTime":474.59,"endTime":476.99,"body":"Everybody's trying to have"},{"startTime":474.59,"endTime":476.99,"body":"their own, I guess lane."},{"startTime":477.083,"endTime":478.263,"body":"I personally don't"},{"startTime":477.083,"endTime":478.263,"body":"have a problem with"},{"startTime":478.263,"endTime":479.598,"body":"probate mastery experts."},{"startTime":479.672,"endTime":481.472,"body":"I have zero problem"},{"startTime":479.672,"endTime":481.472,"body":"with that for myself."},{"startTime":481.488,"endTime":484.102,"body":"But again, if other attorneys"},{"startTime":481.488,"endTime":484.102,"body":"are thinking there's an expert"},{"startTime":484.102,"endTime":486.152,"body":"witness or kind of stuff,"},{"startTime":484.102,"endTime":486.152,"body":"I mean, a lot of people get"},{"startTime":486.268,"endTime":487.828,"body":"upset about a lot of nothing."},{"startTime":487.828,"endTime":491.358,"body":"So yeah, especially"},{"startTime":487.828,"endTime":491.358,"body":"attorneys the reports."},{"startTime":491.388,"endTime":493.848,"body":"The notes that I took in that"},{"startTime":491.388,"endTime":493.848,"body":"meeting 10, just step away and"},{"startTime":493.848,"endTime":497.55,"body":"the others, the other handles"},{"startTime":493.848,"endTime":497.55,"body":"that he suggested are and he"},{"startTime":497.55,"endTime":500.59,"body":"mentioned the elder care was the"},{"startTime":497.55,"endTime":500.59,"body":"way to get to these 70, 80 year"},{"startTime":500.83,"endTime":504.21,"body":"olds and that they could really"},{"startTime":500.83,"endTime":504.21,"body":"use our services, my services."},{"startTime":504.21,"endTime":507.06,"body":"He said, if you named yourself"},{"startTime":504.21,"endTime":507.06,"body":"something like an elder care"},{"startTime":507.142,"endTime":510.762,"body":"service coordinator or an"},{"startTime":507.142,"endTime":510.762,"body":"elder care probate, personal."},{"startTime":511.732,"endTime":513.562,"body":"The two that he came up"},{"startTime":511.732,"endTime":513.562,"body":"with right off the top."},{"startTime":513.698,"endTime":515.454,"body":"And how does that sound John?"},{"startTime":515.484,"endTime":517.274,"body":"Sounded like a"},{"startTime":515.484,"endTime":517.274,"body":"community college to me."},{"startTime":517.304,"endTime":517.894,"body":"How many people?"},{"startTime":517.934,"endTime":519.144,"body":"It sounds boring to me."},{"startTime":519.364,"endTime":522.004,"body":"Shouldn't reconfigure the whole"},{"startTime":519.364,"endTime":522.004,"body":"program based on one attorney."},{"startTime":522.004,"endTime":523.414,"body":"No offense to other lawyers."},{"startTime":523.504,"endTime":523.714,"body":"No."},{"startTime":523.774,"endTime":526.339,"body":"And that's been a conclusion"},{"startTime":523.774,"endTime":526.339,"body":"that I've come to the"},{"startTime":526.339,"endTime":528.659,"body":"other three times we've"},{"startTime":526.339,"endTime":528.659,"body":"had this come up, Terry."},{"startTime":528.659,"endTime":530.399,"body":"I come back to the"},{"startTime":528.659,"endTime":530.399,"body":"same conclusion."},{"startTime":530.399,"endTime":535.184,"body":"Like we have thousands"},{"startTime":530.399,"endTime":535.184,"body":"of successful attempts"},{"startTime":535.238,"endTime":538.578,"body":"at CPEs creating solid"},{"startTime":535.238,"endTime":538.578,"body":"relationships and immediate"},{"startTime":538.578,"endTime":539.748,"body":"referrals with attorneys."},{"startTime":539.794,"endTime":542.335,"body":"We have four instances"},{"startTime":539.794,"endTime":542.335,"body":"that I'm aware of this"},{"startTime":542.335,"endTime":543.565,"body":"pushback from attorneys."},{"startTime":543.622,"endTime":547.701,"body":"for me rather than dismantling,"},{"startTime":543.622,"endTime":547.701,"body":"like we have, these certificates"},{"startTime":547.701,"endTime":550.311,"body":"are printed and hanging on"},{"startTime":547.701,"endTime":550.311,"body":"office walls in every state."},{"startTime":550.361,"endTime":553.345,"body":"So it's never been so"},{"startTime":550.361,"endTime":553.345,"body":"problematic that I felt"},{"startTime":553.345,"endTime":556.502,"body":"like we had to change it out"},{"startTime":553.345,"endTime":556.502,"body":"because you can see just in"},{"startTime":556.502,"endTime":559.672,"body":"this short conversation that"},{"startTime":556.502,"endTime":559.672,"body":"any one of the designations"},{"startTime":559.69,"endTime":560.86,"body":"will ever please everybody."},{"startTime":560.918,"endTime":563.588,"body":"It triggers far fewer"},{"startTime":560.918,"endTime":563.588,"body":"attorneys than it impresses."},{"startTime":563.609,"endTime":565.449,"body":"But next I want to"},{"startTime":563.609,"endTime":565.449,"body":"hear from Bill Gross."},{"startTime":565.449,"endTime":568.617,"body":"So Bill is somebody who has"},{"startTime":565.449,"endTime":568.617,"body":"proudly presented himself as"},{"startTime":568.617,"endTime":571.504,"body":"a probate expert, he's done"},{"startTime":568.617,"endTime":571.504,"body":"it in a courtroom with the"},{"startTime":571.504,"endTime":574.624,"body":"attorneys in the courtroom and"},{"startTime":571.504,"endTime":574.624,"body":"has built those relationships."},{"startTime":574.624,"endTime":576.274,"body":"And I'm curious bill,"},{"startTime":574.624,"endTime":576.274,"body":"if you've ever had any"},{"startTime":576.274,"endTime":578.944,"body":"criticisms or if you've had"},{"startTime":576.274,"endTime":578.944,"body":"conversations around this."},{"startTime":579.384,"endTime":583.194,"body":"So I never had anything"},{"startTime":579.384,"endTime":583.194,"body":"specifically on the designation."},{"startTime":583.194,"endTime":585.167,"body":"I did call, I had"},{"startTime":583.194,"endTime":585.167,"body":"a very good friend."},{"startTime":585.167,"endTime":587.96,"body":"Who's an attorney who doesn't"},{"startTime":585.167,"endTime":587.96,"body":"handle probate, who referred"},{"startTime":587.96,"endTime":588.98,"body":"me to his good friend."},{"startTime":588.98,"endTime":590.57,"body":"Who's a very big"},{"startTime":588.98,"endTime":590.57,"body":"probate attorney in LA."},{"startTime":591.41,"endTime":592.34,"body":"And I called her up."},{"startTime":592.43,"endTime":595.97,"body":"She asked me how many probate"},{"startTime":592.43,"endTime":595.97,"body":"listings I'd sold in LA"},{"startTime":595.97,"endTime":598.174,"body":"county in the last 12 months."},{"startTime":598.174,"endTime":599.084,"body":"And the answer was zero."},{"startTime":599.304,"endTime":602.071,"body":"And she said, well, I'll come"},{"startTime":599.304,"endTime":602.071,"body":"back when you have some success."},{"startTime":602.241,"endTime":603.171,"body":"And it really upset me."},{"startTime":603.171,"endTime":606.691,"body":"And I spent the next year and"},{"startTime":603.171,"endTime":606.691,"body":"I did more court confirmations"},{"startTime":606.691,"endTime":609.301,"body":"in LA county than anybody"},{"startTime":606.691,"endTime":609.301,"body":"other than the court vendor"},{"startTime":609.541,"endTime":610.531,"body":"in the next 12 months."},{"startTime":610.731,"endTime":612.591,"body":"And I, when I called her"},{"startTime":610.731,"endTime":612.591,"body":"back, I left a message."},{"startTime":612.591,"endTime":613.431,"body":"I sent her email."},{"startTime":613.461,"endTime":615.591,"body":"I've never heard from her"},{"startTime":613.461,"endTime":615.591,"body":"ever again since, and we"},{"startTime":615.591,"endTime":616.551,"body":"looked through the data."},{"startTime":616.551,"endTime":617.661,"body":"She doesn't do that many deals."},{"startTime":617.661,"endTime":618.051,"body":"Anyhow."},{"startTime":618.081,"endTime":619.778,"body":"I think one of the things"},{"startTime":618.081,"endTime":619.778,"body":"I've noticed is there's a"},{"startTime":619.778,"endTime":623.408,"body":"few attorneys that do more"},{"startTime":619.778,"endTime":623.408,"body":"than one or two a year."},{"startTime":623.798,"endTime":624.358,"body":"Very few."},{"startTime":624.802,"endTime":626.392,"body":"And the ones that you want"},{"startTime":624.802,"endTime":626.392,"body":"to a year have a lot of"},{"startTime":626.392,"endTime":627.442,"body":"opinions on the matter."},{"startTime":627.442,"endTime":629.362,"body":"And so I, first thing I would"},{"startTime":627.442,"endTime":629.362,"body":"do if I was Terry is just"},{"startTime":629.362,"endTime":631.912,"body":"check how much business has"},{"startTime":629.362,"endTime":631.912,"body":"this attorney really done?"},{"startTime":632.632,"endTime":635.272,"body":"Because we project onto other"},{"startTime":632.632,"endTime":635.272,"body":"people our insecurities."},{"startTime":635.302,"endTime":639.315,"body":"Why would somebody say that"},{"startTime":635.302,"endTime":639.315,"body":"b in California, I think we"},{"startTime":639.315,"endTime":641.768,"body":"have a million realtors who"},{"startTime":639.315,"endTime":641.768,"body":"are licensed and we have"},{"startTime":641.768,"endTime":644.618,"body":"about 900,000 who present"},{"startTime":641.768,"endTime":644.618,"body":"themselves as probate experts."},{"startTime":644.663,"endTime":648.618,"body":"And I think that other courses,"},{"startTime":644.663,"endTime":648.618,"body":"this is why I, you know,"},{"startTime":648.618,"endTime":651.933,"body":"stuck in and been hopefully an"},{"startTime":648.618,"endTime":651.933,"body":"important  member of probably"},{"startTime":651.933,"endTime":655.593,"body":"mastery is the other courses"},{"startTime":651.933,"endTime":655.593,"body":"spend 95% of our energy on"},{"startTime":655.593,"endTime":659.512,"body":"marketing and 5% really on"},{"startTime":655.593,"endTime":659.512,"body":"creating value for the prospect"},{"startTime":659.702,"endTime":660.812,"body":"or value for the attorney."},{"startTime":660.962,"endTime":663.588,"body":"And I think a real expert"},{"startTime":660.962,"endTime":663.588,"body":"creates value for the customer."},{"startTime":663.618,"endTime":664.998,"body":"And that's the distinction."},{"startTime":664.998,"endTime":667.893,"body":"I think that when somebody"},{"startTime":664.998,"endTime":667.893,"body":"would say that to me, they're"},{"startTime":667.893,"endTime":670.822,"body":"saying that my value proposition"},{"startTime":667.893,"endTime":670.822,"body":"isn't clear enough because"},{"startTime":670.822,"endTime":672.465,"body":"if somebody asked me, well,"},{"startTime":670.822,"endTime":672.465,"body":"what makes you an expert"},{"startTime":672.963,"endTime":675.753,"body":"I could easily answer the"},{"startTime":672.963,"endTime":675.753,"body":"question based on my expertise."},{"startTime":675.862,"endTime":678.982,"body":"I can imagine somebody who's new"},{"startTime":675.862,"endTime":678.982,"body":"to this, it would be hesitant."},{"startTime":679.115,"endTime":682.295,"body":"And I think that therefore you"},{"startTime":679.115,"endTime":682.295,"body":"need to spend time learning the"},{"startTime":682.295,"endTime":685.782,"body":"procedures and processes, for"},{"startTime":682.295,"endTime":685.782,"body":"example, and know this is a part"},{"startTime":685.782,"endTime":686.952,"body":"of your training or coaching."},{"startTime":687.072,"endTime":688.862,"body":"This isn't very"},{"startTime":687.072,"endTime":688.862,"body":"interesting or attractive."},{"startTime":688.862,"endTime":690.949,"body":"You can't sell this, but"},{"startTime":688.862,"endTime":690.949,"body":"I always tell agents, you"},{"startTime":690.949,"endTime":693.099,"body":"really want to learn probate"},{"startTime":690.949,"endTime":693.099,"body":"real estate in California."},{"startTime":693.175,"endTime":695.245,"body":"Why not print the probate"},{"startTime":693.175,"endTime":695.245,"body":"addendums and the probate"},{"startTime":695.245,"endTime":695.985,"body":"forms and read them?"},{"startTime":696.202,"endTime":698.422,"body":"Because there's so much to"},{"startTime":696.202,"endTime":698.422,"body":"learn just on the forms that"},{"startTime":698.422,"endTime":701.322,"body":"you already own by virtue of"},{"startTime":698.422,"endTime":701.322,"body":"your membership in the MLS."},{"startTime":701.369,"endTime":703.909,"body":"Why don't you go on the MLS"},{"startTime":701.369,"endTime":703.909,"body":"and search properties that"},{"startTime":703.909,"endTime":706.909,"body":"sold or probate in last 30"},{"startTime":703.909,"endTime":706.909,"body":"days and see who the listing"},{"startTime":706.909,"endTime":710.314,"body":"agents are, read the remarks"},{"startTime":706.909,"endTime":710.314,"body":"see how many there were with"},{"startTime":710.314,"endTime":711.634,"body":"court confirmation and without."},{"startTime":711.634,"endTime":714.154,"body":"And so I think that I would"},{"startTime":711.634,"endTime":714.154,"body":"always come back to an agency,"},{"startTime":714.154,"endTime":716.604,"body":"start with, if you want to be"},{"startTime":714.154,"endTime":716.604,"body":"an expert, it's great to come"},{"startTime":716.604,"endTime":719.214,"body":"to the training and classes, we"},{"startTime":716.604,"endTime":719.214,"body":"talk about how to get listings"},{"startTime":719.317,"endTime":722.611,"body":"how did it get sales, but make"},{"startTime":719.317,"endTime":722.611,"body":"sure you spend your time really"},{"startTime":722.611,"endTime":725.221,"body":"learning the subject matter"},{"startTime":722.611,"endTime":725.221,"body":"so you can wear that mantle."},{"startTime":725.221,"endTime":727.681,"body":"So when somebody asks"},{"startTime":725.221,"endTime":727.681,"body":"you, are you an expert?"},{"startTime":727.681,"endTime":729.091,"body":"Your answer is,"},{"startTime":727.681,"endTime":729.091,"body":"well, you know what?"},{"startTime":729.271,"endTime":731.061,"body":"I have a database of"},{"startTime":729.271,"endTime":731.061,"body":"every probate that sold"},{"startTime":731.061,"endTime":732.031,"body":"in the last 12 months."},{"startTime":732.181,"endTime":733.831,"body":"I can tell you, the listing"},{"startTime":732.181,"endTime":733.831,"body":"agent was the buyer's"},{"startTime":733.831,"endTime":736.774,"body":"agent, who the seller"},{"startTime":733.831,"endTime":736.774,"body":"was, who the attorney was."},{"startTime":736.877,"endTime":738.157,"body":"We all have access to that data."},{"startTime":738.241,"endTime":739.111,"body":"Do we actually look at it?"},{"startTime":739.141,"endTime":740.881,"body":"Do we actually try"},{"startTime":739.141,"endTime":740.881,"body":"to study it to learn?"},{"startTime":740.997,"endTime":743.427,"body":"So that'd be, my challenge is"},{"startTime":740.997,"endTime":743.427,"body":"I would take away from this."},{"startTime":743.754,"endTime":746.534,"body":"On the title matter, I would"},{"startTime":743.754,"endTime":746.534,"body":"say to anybody here, let's step"},{"startTime":746.534,"endTime":747.854,"body":"up our game and be the experts."},{"startTime":747.854,"endTime":750.554,"body":"So when somebody asked that"},{"startTime":747.854,"endTime":750.554,"body":"question, that's our opportunity"},{"startTime":750.584,"endTime":753.006,"body":"to close the sale rather than"},{"startTime":750.584,"endTime":753.006,"body":"something we have to avoid."},{"startTime":753.022,"endTime":754.261,"body":"And that's the intent."},{"startTime":754.351,"endTime":754.991,"body":"Thank you, Bill."},{"startTime":755.031,"endTime":756.161,"body":"And that's why I'm here."},{"startTime":756.471,"endTime":759.046,"body":"So there are some comments for"},{"startTime":756.471,"endTime":759.046,"body":"anyone who might be watching"},{"startTime":759.046,"endTime":762.862,"body":"this recording there's comments"},{"startTime":759.046,"endTime":762.862,"body":"and the zoom chat about,"},{"startTime":762.862,"endTime":764.662,"body":"Well, why not just throw"},{"startTime":762.862,"endTime":764.662,"body":"real estate in there?"},{"startTime":764.662,"endTime":765.922,"body":"And I think it's important."},{"startTime":766.072,"endTime":767.828,"body":"I'll explain why I didn't."},{"startTime":767.838,"endTime":771.408,"body":"Other courses, like Bill"},{"startTime":767.838,"endTime":771.408,"body":"said, they focus 95% on"},{"startTime":771.408,"endTime":773.028,"body":"marketing and selfish intent."},{"startTime":773.118,"endTime":774.828,"body":"And that's not what I wanted."},{"startTime":774.828,"endTime":777.258,"body":"What I learned early in my"},{"startTime":774.828,"endTime":777.258,"body":"career and what's taught in"},{"startTime":777.258,"endTime":780.918,"body":"this course is don't be a"},{"startTime":777.258,"endTime":780.918,"body":"hungry real estate professional."},{"startTime":780.918,"endTime":783.048,"body":"If you want to be a"},{"startTime":780.918,"endTime":783.048,"body":"successful probate expert,"},{"startTime":783.158,"endTime":785.768,"body":"you need to learn to let"},{"startTime":783.158,"endTime":785.768,"body":"that sit in the background."},{"startTime":785.798,"endTime":788.858,"body":"You, you get that out when it's"},{"startTime":785.798,"endTime":788.858,"body":"time, but you earn rapport,"},{"startTime":789.338,"endTime":792.428,"body":"and you earn the conversation"},{"startTime":789.338,"endTime":792.428,"body":"by helping them address the"},{"startTime":792.428,"endTime":795.458,"body":"bigger problem, which isn't the"},{"startTime":792.428,"endTime":795.458,"body":"real estate, it's the probate."},{"startTime":795.591,"endTime":799.127,"body":"So having a ' certified"},{"startTime":795.591,"endTime":799.127,"body":"probate real estate expert'"},{"startTime":799.127,"endTime":802.007,"body":"then I isolate your skill"},{"startTime":799.127,"endTime":802.007,"body":"set down to one thing."},{"startTime":802.007,"endTime":804.227,"body":"And they assumptively"},{"startTime":802.007,"endTime":804.227,"body":"think all you care about"},{"startTime":804.227,"endTime":805.097,"body":"is the real estate."},{"startTime":805.147,"endTime":807.907,"body":"Where if I can teach you to"},{"startTime":805.147,"endTime":807.907,"body":"provide a solution that can"},{"startTime":807.907,"endTime":811.437,"body":"be delegated without you doing"},{"startTime":807.907,"endTime":811.437,"body":"all the work, without doing un"},{"startTime":811.437,"endTime":815.177,"body":"dollar productive activity, then"},{"startTime":811.437,"endTime":815.177,"body":"I give you three dozen reasons"},{"startTime":815.177,"endTime":818.327,"body":"for a family to reach out and"},{"startTime":815.177,"endTime":818.327,"body":"find credibility in your offer."},{"startTime":818.391,"endTime":820.221,"body":"It's not just a"},{"startTime":818.391,"endTime":820.221,"body":"real estate offer."},{"startTime":820.221,"endTime":822.711,"body":"It's a service offer"},{"startTime":820.221,"endTime":822.711,"body":"and you get paid through"},{"startTime":822.711,"endTime":824.031,"body":"real estate services."},{"startTime":824.094,"endTime":826.584,"body":"Other people get paid for"},{"startTime":824.094,"endTime":826.584,"body":"the other services, but you"},{"startTime":826.584,"endTime":830.496,"body":"get the social credit for"},{"startTime":826.584,"endTime":830.496,"body":"having all of those solutions."},{"startTime":830.777,"endTime":833.867,"body":"So that's one of the reasons"},{"startTime":830.777,"endTime":833.867,"body":"I like it doesn't include"},{"startTime":833.867,"endTime":836.657,"body":"real estate because that's"},{"startTime":833.867,"endTime":836.657,"body":"inconsistent with the"},{"startTime":836.657,"endTime":839.127,"body":"approach  that I found to be"},{"startTime":836.657,"endTime":839.127,"body":"most effective in actually"},{"startTime":839.147,"endTime":840.347,"body":"getting your foot in the door."},{"startTime":840.347,"endTime":845.027,"body":"And 90% of success in this as"},{"startTime":840.347,"endTime":845.027,"body":"learning how to speak with the"},{"startTime":845.027,"endTime":847.787,"body":"personal representative in such"},{"startTime":845.027,"endTime":847.787,"body":"a way that they feel like you're"},{"startTime":847.787,"endTime":850.367,"body":"presenting value, not trying"},{"startTime":847.787,"endTime":850.367,"body":"to take something from them."},{"startTime":850.55,"endTime":852.737,"body":"So that's why real"},{"startTime":850.55,"endTime":852.737,"body":"estate is not in there."},{"startTime":852.751,"endTime":854.409,"body":"Other people have"},{"startTime":852.751,"endTime":854.409,"body":"said forget about it."},{"startTime":854.409,"endTime":855.643,"body":"You'll never please everyone."},{"startTime":855.643,"endTime":856.283,"body":"And that's true."},{"startTime":856.283,"endTime":858.229,"body":"It doesn't matter what"},{"startTime":856.283,"endTime":858.229,"body":"I would ever call it."},{"startTime":858.229,"endTime":859.529,"body":"You're never going"},{"startTime":858.229,"endTime":859.529,"body":"to please everyone."},{"startTime":859.579,"endTime":863.083,"body":"So I am very interested in"},{"startTime":859.579,"endTime":863.083,"body":"growing the certification or"},{"startTime":863.083,"endTime":866.971,"body":"evolving it or innovating it to"},{"startTime":863.083,"endTime":866.971,"body":"where it's more encompassing."},{"startTime":866.971,"endTime":871.141,"body":"So elder care, estate, trust"},{"startTime":866.971,"endTime":871.141,"body":"administration, probate, all"},{"startTime":871.141,"endTime":873.481,"body":"of those things that we find"},{"startTime":871.141,"endTime":873.481,"body":"ourselves having discussions"},{"startTime":873.481,"endTime":874.621,"body":"about with these families."},{"startTime":874.621,"endTime":877.401,"body":"So that has been front of"},{"startTime":874.621,"endTime":877.401,"body":"mind for me for the better"},{"startTime":877.401,"endTime":878.401,"body":"part of the last year."},{"startTime":878.453,"endTime":881.153,"body":"One last thing that Katt dropped"},{"startTime":878.453,"endTime":881.153,"body":"that I wanted to comment on"},{"startTime":881.153,"endTime":885.568,"body":"is, we do in fact, have CPE's"},{"startTime":881.153,"endTime":885.568,"body":"taking the stand in courtrooms"},{"startTime":885.778,"endTime":887.428,"body":"as compensated experts."},{"startTime":887.465,"endTime":889.795,"body":"It has happened Rodger Lecy,"},{"startTime":887.465,"endTime":889.795,"body":"so he's not here today,"},{"startTime":889.855,"endTime":891.355,"body":"but Rodger is one of them."},{"startTime":891.745,"endTime":894.655,"body":"He gets paid to sit on the"},{"startTime":891.745,"endTime":894.655,"body":"stand and testify in court."},{"startTime":895.435,"endTime":900.415,"body":"So like CPEs are in fact"},{"startTime":895.435,"endTime":900.415,"body":"being used as legal experts"},{"startTime":900.415,"endTime":903.533,"body":"in a courtroom, at least"},{"startTime":900.415,"endTime":903.533,"body":"in Arkansas or in Arkansas."},{"startTime":903.61,"endTime":905.786,"body":"Well, thanks for that, Terry."},{"startTime":905.789,"endTime":907.779,"body":"I'm going to come back to"},{"startTime":905.789,"endTime":907.779,"body":"the same conclusion right"},{"speaker":"now","startTime":907.779,"endTime":911.049,"body":"Dismantling something"},{"speaker":"now","startTime":907.779,"endTime":911.049,"body":"that's become this valuable"},{"speaker":"now","startTime":911.049,"endTime":913.419,"body":"to this many people, just"},{"speaker":"now","startTime":911.049,"endTime":913.419,"body":"because one attorney has an"},{"speaker":"now","startTime":913.419,"endTime":916.449,"body":"opinion on it is not anything"},{"speaker":"now","startTime":913.419,"endTime":916.449,"body":"I'm willing to do right now."},{"speaker":"now","startTime":916.789,"endTime":918.319,"body":"The other thing that"},{"speaker":"now","startTime":916.789,"endTime":918.319,"body":"I wanted to say."},{"speaker":"now","startTime":919.264,"endTime":921.514,"body":"A couple of months ago,"},{"speaker":"now","startTime":919.264,"endTime":921.514,"body":"I'd never published"},{"speaker":"now","startTime":921.514,"endTime":922.474,"body":"a code of ethics."},{"speaker":"now","startTime":922.564,"endTime":925.384,"body":"And for any of you that are"},{"speaker":"now","startTime":922.564,"endTime":925.384,"body":"new to the course, I know"},{"speaker":"now","startTime":925.394,"endTime":927.764,"body":"Elizabeth Hernandez, you"},{"speaker":"now","startTime":925.394,"endTime":927.764,"body":"just finished this week."},{"speaker":"now","startTime":927.764,"endTime":931.085,"body":"You now have a code of"},{"speaker":"now","startTime":927.764,"endTime":931.085,"body":"ethics in the course, this"},{"speaker":"now","startTime":931.085,"endTime":934.655,"body":"conversation as why it was"},{"speaker":"now","startTime":931.085,"endTime":934.655,"body":"important to me to add that."},{"speaker":"now","startTime":934.752,"endTime":937.092,"body":"So if you haven't reviewed"},{"speaker":"now","startTime":934.752,"endTime":937.092,"body":"that, if you've taken the"},{"speaker":"now","startTime":937.092,"endTime":941.078,"body":"course a long time ago, we have"},{"speaker":"now","startTime":937.092,"endTime":941.078,"body":"adopted a basic code of ethics."},{"speaker":"now","startTime":941.138,"endTime":944.468,"body":"I am tend to expand on that"},{"speaker":"now","startTime":941.138,"endTime":944.468,"body":"and have it incorporate even"},{"speaker":"now","startTime":944.468,"endTime":948.605,"body":"more, but I would encourage"},{"speaker":"now","startTime":944.468,"endTime":948.605,"body":"you Terry, to point them to"},{"speaker":"now","startTime":948.704,"endTime":950.054,"body":"review that code of ethics."},{"speaker":"now","startTime":950.054,"endTime":953.024,"body":"One of the reasons I did that"},{"speaker":"now","startTime":950.054,"endTime":953.024,"body":"is so you guys can add that to"},{"speaker":"now","startTime":953.024,"endTime":957.056,"body":"your website so you can actually"},{"speaker":"now","startTime":953.024,"endTime":957.056,"body":"provide, the code of ethics"},{"speaker":"now","startTime":957.056,"endTime":960.311,"body":"and the standards of behavior"},{"speaker":"now","startTime":957.056,"endTime":960.311,"body":"that we subscribe to as, as"},{"speaker":"now","startTime":960.311,"endTime":963.591,"body":"a community and, and build"},{"speaker":"now","startTime":960.311,"endTime":963.591,"body":"credibility, said, I always used"},{"speaker":"now","startTime":963.704,"endTime":968.204,"body":"the point of contention as an"},{"speaker":"now","startTime":963.704,"endTime":968.204,"body":"anchor for the conversation."},{"speaker":"now","startTime":968.204,"endTime":968.504,"body":"Right."},{"speaker":"now","startTime":968.864,"endTime":970.904,"body":"I'm glad you asked, let me"},{"speaker":"now","startTime":968.864,"endTime":970.904,"body":"tell you what it means to be a"},{"speaker":"now","startTime":970.904,"endTime":973.721,"body":"certified probate expert, and"},{"speaker":"now","startTime":970.904,"endTime":973.721,"body":"then you just differentiate"},{"speaker":"now","startTime":973.721,"endTime":976.151,"body":"the hell out of yourself"},{"speaker":"now","startTime":973.721,"endTime":976.151,"body":"and they're like, oh, okay."},{"speaker":"now","startTime":976.211,"endTime":979.441,"body":"Well, yeah, so I won't"},{"speaker":"now","startTime":976.211,"endTime":979.441,"body":"belabor that anymore."},{"speaker":"now","startTime":979.471,"endTime":980.671,"body":"Tony, you've been very patient."},{"speaker":"now","startTime":980.881,"endTime":981.721,"body":"How can we help you today?"},{"speaker":"now","startTime":981.874,"endTime":982.354,"body":"Thank you."},{"speaker":"now","startTime":982.518,"endTime":983.178,"body":"I have a question."},{"speaker":"now","startTime":983.178,"endTime":987.468,"body":"I heard somewhere that we can"},{"speaker":"now","startTime":983.178,"endTime":987.468,"body":"close the sale on the property"},{"speaker":"now","startTime":987.468,"endTime":988.878,"body":"before the probate is completed."},{"speaker":"now","startTime":989.108,"endTime":990.018,"body":"What state are you in?"},{"speaker":"now","startTime":990.161,"endTime":992.644,"body":"Florida, you need court"},{"speaker":"now","startTime":990.161,"endTime":992.644,"body":"approval, but yes, that's true"},{"speaker":"now","startTime":992.732,"endTime":996.122,"body":"as long as, so the process"},{"speaker":"now","startTime":992.732,"endTime":996.122,"body":"is they filed the petition."},{"speaker":"now","startTime":996.212,"endTime":998.402,"body":"Once they've gone through"},{"speaker":"now","startTime":996.212,"endTime":998.402,"body":"the hearing, they get their"},{"speaker":"now","startTime":998.402,"endTime":1000.682,"body":"letters of testamentary, they"},{"speaker":"now","startTime":998.402,"endTime":1000.682,"body":"then have the authority to"},{"speaker":"now","startTime":1000.682,"endTime":1002.752,"body":"sign a purchase agreement"},{"speaker":"now","startTime":1000.682,"endTime":1002.752,"body":"or a listing agreement."},{"speaker":"now","startTime":1002.949,"endTime":1006.232,"body":"Once you have, like, if you"},{"speaker":"now","startTime":1002.949,"endTime":1006.232,"body":"go straight to a purchase"},{"speaker":"now","startTime":1006.232,"endTime":1008.842,"body":"agreement, you take that to the"},{"speaker":"now","startTime":1006.232,"endTime":1008.842,"body":"probate attorney who takes it to"},{"speaker":"now","startTime":1008.842,"endTime":1012.502,"body":"the court, the judge, as long as"},{"speaker":"now","startTime":1008.842,"endTime":1012.502,"body":"they don't see in Florida, I've"},{"speaker":"now","startTime":1012.502,"endTime":1016.149,"body":"seen assets sell for 20 cents on"},{"speaker":"now","startTime":1012.502,"endTime":1016.149,"body":"the dollar with court approval."},{"speaker":"now","startTime":1016.149,"endTime":1018.969,"body":"It's not so much about"},{"speaker":"now","startTime":1016.149,"endTime":1018.969,"body":"like California, where they"},{"speaker":"now","startTime":1018.969,"endTime":1021.279,"body":"want to create an overbid"},{"speaker":"now","startTime":1018.969,"endTime":1021.279,"body":"process and make sure"},{"speaker":"now","startTime":1021.279,"endTime":1022.509,"body":"they're maximizing price."},{"speaker":"now","startTime":1022.509,"endTime":1024.575,"body":"They just want to make"},{"speaker":"now","startTime":1022.509,"endTime":1024.575,"body":"sure that there's no, that"},{"speaker":"now","startTime":1024.575,"endTime":1026.675,"body":"everything's being done"},{"speaker":"now","startTime":1024.575,"endTime":1026.675,"body":"transparently and there's no"},{"speaker":"now","startTime":1026.675,"endTime":1028.783,"body":"abuse or no one's being misled."},{"speaker":"now","startTime":1028.813,"endTime":1032.25,"body":"So I've actually never in"},{"speaker":"now","startTime":1028.813,"endTime":1032.25,"body":"between my experience and my"},{"speaker":"now","startTime":1032.28,"endTime":1035.01,"body":"partners in Florida, previous"},{"speaker":"now","startTime":1032.28,"endTime":1035.01,"body":"partners, I've never actually"},{"speaker":"now","startTime":1035.01,"endTime":1038.37,"body":"seen one not approved, but I've"},{"speaker":"now","startTime":1035.01,"endTime":1038.37,"body":"seen them bought for as little"},{"speaker":"now","startTime":1038.37,"endTime":1039.6,"body":"as 20 cents on the dollar."},{"speaker":"now","startTime":1039.6,"endTime":1042.952,"body":"So it's typically a one to"},{"speaker":"now","startTime":1039.6,"endTime":1042.952,"body":"two week delay from the time"},{"speaker":"now","startTime":1042.952,"endTime":1045.232,"body":"you get the purchase agreement"},{"speaker":"now","startTime":1042.952,"endTime":1045.232,"body":"signed until it actually"},{"speaker":"now","startTime":1045.232,"endTime":1046.672,"body":"gets court confirmation."},{"speaker":"now","startTime":1046.752,"endTime":1048.522,"body":"And you're allowed to"},{"speaker":"now","startTime":1046.752,"endTime":1048.522,"body":"move forward to closing."},{"speaker":"now","startTime":1048.675,"endTime":1050.415,"body":"When you say purchase"},{"speaker":"now","startTime":1048.675,"endTime":1050.415,"body":"agreement, you mean the"},{"speaker":"now","startTime":1050.415,"endTime":1051.885,"body":"contract from a buyer?"},{"speaker":"now","startTime":1052.072,"endTime":1054.649,"body":"Yes so we can go ahead"},{"speaker":"now","startTime":1052.072,"endTime":1054.649,"body":",we can list the property."},{"speaker":"now","startTime":1054.649,"endTime":1055.639,"body":"We can sell the property."},{"speaker":"now","startTime":1055.639,"endTime":1059.513,"body":"Then after we have a contract"},{"speaker":"now","startTime":1055.639,"endTime":1059.513,"body":"from a buyer to buy the property"},{"speaker":"now","startTime":1059.546,"endTime":1061.766,"body":"at that point is when that"},{"speaker":"now","startTime":1059.546,"endTime":1061.766,"body":"gets submitted to the court."},{"speaker":"now","startTime":1061.923,"endTime":1062.313,"body":"Is that right?"},{"speaker":"now","startTime":1062.429,"endTime":1063.599,"body":"That gets sent to the attorney."},{"speaker":"now","startTime":1064.769,"endTime":1066.809,"body":"The way I heard is that"},{"speaker":"now","startTime":1064.769,"endTime":1066.809,"body":"the attorney files a motion"},{"speaker":"now","startTime":1066.809,"endTime":1067.979,"body":"to liquidate the assets."},{"speaker":"now","startTime":1068.129,"endTime":1070.389,"body":"And if the personal"},{"speaker":"now","startTime":1068.129,"endTime":1070.389,"body":"representative is okay,"},{"speaker":"now","startTime":1070.389,"endTime":1072.669,"body":"then that's when the judge"},{"speaker":"now","startTime":1070.389,"endTime":1072.669,"body":"says, yes, that's fine."},{"speaker":"now","startTime":1072.669,"endTime":1073.119,"body":"We agree."},{"speaker":"now","startTime":1073.119,"endTime":1076.131,"body":"You can liquidate the assets"},{"speaker":"now","startTime":1073.119,"endTime":1076.131,"body":"before the probate is complete."},{"speaker":"now","startTime":1076.131,"endTime":1077.301,"body":"Is that, how is"},{"speaker":"now","startTime":1076.131,"endTime":1077.301,"body":"that how it's done?"},{"speaker":"now","startTime":1077.714,"endTime":1077.834,"body":"Yeah."},{"speaker":"now","startTime":1078.121,"endTime":1079.591,"body":"So the house can be sold."},{"speaker":"now","startTime":1079.621,"endTime":1082.891,"body":"The money gets wired from"},{"speaker":"now","startTime":1079.621,"endTime":1082.891,"body":"title into the estate's bank"},{"speaker":"now","startTime":1082.891,"endTime":1085.651,"body":"account, as long as they're"},{"speaker":"now","startTime":1082.891,"endTime":1085.651,"body":"bonded, or the bond was waived"},{"speaker":"now","startTime":1085.651,"endTime":1088.514,"body":"in the will which it normally"},{"speaker":"now","startTime":1085.651,"endTime":1088.514,"body":"is if there was a will- there's"},{"speaker":"now","startTime":1088.514,"endTime":1091.304,"body":"other ways to get that waived-"},{"speaker":"now","startTime":1088.514,"endTime":1091.304,"body":"but worst case scenario,"},{"speaker":"now","startTime":1091.304,"endTime":1092.983,"body":"they have to buy the bond."},{"speaker":"now","startTime":1093.133,"endTime":1095.383,"body":"And then that gets"},{"speaker":"now","startTime":1093.133,"endTime":1095.383,"body":"released, that check gets"},{"speaker":"now","startTime":1095.383,"endTime":1097.483,"body":"sent to the estate bank"},{"speaker":"now","startTime":1095.383,"endTime":1097.483,"body":"account to help settle"},{"speaker":"now","startTime":1097.483,"endTime":1098.833,"body":"out the other liabilities."},{"speaker":"now","startTime":1099.023,"endTime":1102.755,"body":"The distribution cannot happen"},{"speaker":"now","startTime":1099.023,"endTime":1102.755,"body":"until the final, til the closing"},{"speaker":"now","startTime":1102.755,"endTime":1106.265,"body":"is completed, but you can sell"},{"speaker":"now","startTime":1102.755,"endTime":1106.265,"body":"real estate in most states."},{"speaker":"now","startTime":1106.265,"endTime":1108.598,"body":"That's the case like in"},{"speaker":"now","startTime":1106.265,"endTime":1108.598,"body":"Virginia, we don't even need"},{"speaker":"now","startTime":1108.668,"endTime":1110.678,"body":"court approval or confirmation."},{"speaker":"now","startTime":1110.73,"endTime":1111.719,"body":"We get the letters."},{"speaker":"now","startTime":1111.839,"endTime":1112.639,"body":"We put the home on the."},{"speaker":"now","startTime":1113.399,"endTime":1114.089,"body":"We sell it."},{"speaker":"now","startTime":1114.149,"endTime":1114.869,"body":"We close."},{"speaker":"now","startTime":1115.079,"endTime":1117.525,"body":"The money gets wired to"},{"speaker":"now","startTime":1115.079,"endTime":1117.525,"body":"the estate's bank account."},{"speaker":"now","startTime":1117.574,"endTime":1119.944,"body":"Florida's a pretty easy"},{"speaker":"now","startTime":1117.574,"endTime":1119.944,"body":"state, there's just one"},{"speaker":"now","startTime":1119.944,"endTime":1122.584,"body":"of those extra stuff you"},{"speaker":"now","startTime":1119.944,"endTime":1122.584,"body":"do have that extra step."},{"speaker":"now","startTime":1123.174,"endTime":1126.814,"body":"In states like California,"},{"speaker":"now","startTime":1123.174,"endTime":1126.814,"body":"it's much more complex and"},{"speaker":"now","startTime":1126.814,"endTime":1129.938,"body":"takes considerably longer"},{"speaker":"now","startTime":1126.814,"endTime":1129.938,"body":"because of the process."},{"speaker":"now","startTime":1129.998,"endTime":1133.438,"body":"But the heirs can, sometimes"},{"speaker":"now","startTime":1129.998,"endTime":1133.438,"body":"that process can force the"},{"speaker":"now","startTime":1133.438,"endTime":1134.818,"body":"price up on the assets."},{"speaker":"now","startTime":1134.885,"endTime":1137.475,"body":"So one of the things that"},{"speaker":"now","startTime":1134.885,"endTime":1137.475,"body":"I encourage people to do is"},{"speaker":"now","startTime":1137.475,"endTime":1139.755,"body":"actually approach probate"},{"speaker":"now","startTime":1137.475,"endTime":1139.755,"body":"attorneys with an offer of"},{"speaker":"now","startTime":1139.755,"endTime":1143.622,"body":"value to help them market"},{"speaker":"now","startTime":1139.755,"endTime":1143.622,"body":"their firm, their services,"},{"speaker":"now","startTime":1143.692,"endTime":1147.699,"body":"but not in  direct solicitation"},{"speaker":"now","startTime":1143.692,"endTime":1147.699,"body":"by simply sponsoring a piece"},{"speaker":"now","startTime":1147.699,"endTime":1149.409,"body":"inside of your mail pieces."},{"speaker":"now","startTime":1149.409,"endTime":1150.549,"body":"Are you doing direct mail?"},{"speaker":"now","startTime":1150.989,"endTime":1151.891,"body":"We're only doing like."},{"speaker":"now","startTime":1152.114,"endTime":1154.629,"body":"Like on the properties that"},{"speaker":"now","startTime":1152.114,"endTime":1154.629,"body":"we sell, we, we send those out"},{"speaker":"now","startTime":1154.629,"endTime":1156.601,"body":"to the neighborhood, to see"},{"speaker":"now","startTime":1154.629,"endTime":1156.601,"body":"if we can get other sellers,"},{"speaker":"now","startTime":1156.601,"endTime":1157.883,"body":"but not really for probate."},{"speaker":"now","startTime":1157.913,"endTime":1159.833,"body":"Like for PRS, we're not doing"},{"speaker":"now","startTime":1157.913,"endTime":1159.833,"body":"that direct mail for that."},{"speaker":"now","startTime":1160.223,"endTime":1162.716,"body":"So you're just phone"},{"speaker":"now","startTime":1160.223,"endTime":1162.716,"body":"prospecting right now."},{"speaker":"now","startTime":1162.746,"endTime":1163.826,"body":"Just phone prospecting."},{"speaker":"now","startTime":1164.107,"endTime":1164.467,"body":"Okay."},{"speaker":"now","startTime":1164.612,"endTime":1168.182,"body":"One of the things that is a"},{"speaker":"now","startTime":1164.612,"endTime":1168.182,"body":"useful exercise and we usually"},{"speaker":"now","startTime":1168.182,"endTime":1171.242,"body":"present it as a value to the"},{"speaker":"now","startTime":1168.182,"endTime":1171.242,"body":"attorney by offering to include"},{"speaker":"now","startTime":1171.242,"endTime":1174.416,"body":"this piece in all of the direct"},{"speaker":"now","startTime":1171.242,"endTime":1174.416,"body":"mail pieces we send as you"},{"speaker":"now","startTime":1174.416,"endTime":1177.956,"body":"approach them with an offer to"},{"speaker":"now","startTime":1174.416,"endTime":1177.956,"body":"sit down and collaboratively"},{"speaker":"now","startTime":1177.956,"endTime":1181.076,"body":"create a probate timeline or"},{"speaker":"now","startTime":1177.956,"endTime":1181.076,"body":"a probate checklist that is"},{"speaker":"now","startTime":1181.106,"endTime":1184.453,"body":"hyper-local, or like in your"},{"speaker":"now","startTime":1181.106,"endTime":1184.453,"body":"county only, and then you give"},{"speaker":"now","startTime":1184.453,"endTime":1186.253,"body":"them the credit at the bottom."},{"speaker":"now","startTime":1186.253,"endTime":1188.773,"body":"You, you let them know that"},{"speaker":"now","startTime":1186.253,"endTime":1188.773,"body":"it's not a solicitation"},{"speaker":"now","startTime":1188.773,"endTime":1192.096,"body":"it's simply a piece of value"},{"speaker":"now","startTime":1188.773,"endTime":1192.096,"body":"created by this law firm and"},{"speaker":"now","startTime":1192.096,"endTime":1193.416,"body":"this attorney in that firm."},{"speaker":"now","startTime":1193.896,"endTime":1197.389,"body":"So you give them an opportunity"},{"speaker":"now","startTime":1193.896,"endTime":1197.389,"body":"to ride your coattails from"},{"speaker":"now","startTime":1197.399,"endTime":1200.759,"body":"marketing standpoint, you know,"},{"speaker":"now","startTime":1197.399,"endTime":1200.759,"body":"about 20% of cases are going"},{"speaker":"now","startTime":1200.759,"endTime":1204.156,"body":"to be pro per or pro se with"},{"speaker":"now","startTime":1200.759,"endTime":1204.156,"body":"no attorney representation."},{"speaker":"now","startTime":1204.189,"endTime":1206.649,"body":"So when those people realize"},{"speaker":"now","startTime":1204.189,"endTime":1206.649,"body":"they're in over their head,"},{"speaker":"now","startTime":1206.709,"endTime":1209.709,"body":"they've got a valuable piece of"},{"speaker":"now","startTime":1206.709,"endTime":1209.709,"body":"piece that they've been using"},{"speaker":"now","startTime":1209.709,"endTime":1211.299,"body":"along the way as a checklist."},{"speaker":"now","startTime":1211.346,"endTime":1213.656,"body":"And if they ever get stuck,"},{"speaker":"now","startTime":1211.346,"endTime":1213.656,"body":"they look at the bottom of"},{"speaker":"now","startTime":1213.656,"endTime":1215.966,"body":"the checklist and they see"},{"speaker":"now","startTime":1213.656,"endTime":1215.966,"body":"right there who can help them."},{"speaker":"now","startTime":1216.536,"endTime":1219.236,"body":"You might find a way since"},{"speaker":"now","startTime":1216.536,"endTime":1219.236,"body":"you're not doing direct mail,"},{"speaker":"now","startTime":1219.236,"endTime":1221.886,"body":"you may find a way to actually"},{"speaker":"now","startTime":1219.236,"endTime":1221.886,"body":"electronically distribute"},{"speaker":"now","startTime":1221.886,"endTime":1224.909,"body":"that and still provide value"},{"speaker":"now","startTime":1221.886,"endTime":1224.909,"body":"to the attorney by saying,"},{"speaker":"now","startTime":1224.909,"endTime":1227.473,"body":"Hey, let's sit down and"},{"speaker":"now","startTime":1224.909,"endTime":1227.473,"body":"walk through this exercise."},{"speaker":"now","startTime":1227.473,"endTime":1229.073,"body":"I'll make sure this is posted..."},{"speaker":"now","startTime":1229.078,"endTime":1232.108,"body":"we have a community Facebook"},{"speaker":"now","startTime":1229.078,"endTime":1232.108,"body":"group for families in this"},{"speaker":"now","startTime":1232.108,"endTime":1234.238,"body":"county in Florida that"},{"speaker":"now","startTime":1232.108,"endTime":1234.238,"body":"are going through probate"},{"speaker":"now","startTime":1234.238,"endTime":1235.408,"body":"and trust administration."},{"speaker":"now","startTime":1235.548,"endTime":1238.608,"body":"I'll make sure that we post"},{"speaker":"now","startTime":1235.548,"endTime":1238.608,"body":"that in the file section so"},{"speaker":"now","startTime":1238.637,"endTime":1239.988,"body":"it's a community resource."},{"speaker":"now","startTime":1240.248,"endTime":1243.422,"body":"So you can still find ways for"},{"speaker":"now","startTime":1240.248,"endTime":1243.422,"body":"that to be valuable for them."},{"speaker":"now","startTime":1243.452,"endTime":1246.212,"body":"The benefit to you is you"},{"speaker":"now","startTime":1243.452,"endTime":1246.212,"body":"get to create a relationship"},{"speaker":"now","startTime":1246.212,"endTime":1248.942,"body":"with an attorney who realizes"},{"speaker":"now","startTime":1246.212,"endTime":1248.942,"body":"you're way different, you're"},{"speaker":"now","startTime":1248.942,"endTime":1250.022,"body":"cut from different cloth."},{"speaker":"now","startTime":1250.052,"endTime":1252.572,"body":"No one's ever walked in their"},{"speaker":"now","startTime":1250.052,"endTime":1252.572,"body":"office and asked to provide"},{"speaker":"now","startTime":1252.572,"endTime":1254.962,"body":"something valuable to the"},{"speaker":"now","startTime":1252.572,"endTime":1254.962,"body":"consumers; they're walking in"},{"speaker":"now","startTime":1254.982,"endTime":1257.292,"body":"the office, asking how they can"},{"speaker":"now","startTime":1254.982,"endTime":1257.292,"body":"get a deal from them, right?"},{"speaker":"now","startTime":1257.532,"endTime":1259.962,"body":"So you can still"},{"speaker":"now","startTime":1257.532,"endTime":1259.962,"body":"create the piece."},{"speaker":"now","startTime":1260.005,"endTime":1264.916,"body":"The big benefit to you is that"},{"speaker":"now","startTime":1260.005,"endTime":1264.916,"body":"you get a one-on-one lesson in"},{"speaker":"now","startTime":1264.966,"endTime":1268.956,"body":"probate law, the probate process"},{"speaker":"now","startTime":1264.966,"endTime":1268.956,"body":"and legal and non-legal aspects"},{"speaker":"now","startTime":1268.956,"endTime":1270.336,"body":"right there in your backyard."},{"speaker":"now","startTime":1270.336,"endTime":1274.086,"body":"So it's a very fast education,"},{"speaker":"now","startTime":1270.336,"endTime":1274.086,"body":"but the nice side effect is you"},{"speaker":"now","startTime":1274.086,"endTime":1277.236,"body":"have a residual relationship"},{"speaker":"now","startTime":1274.086,"endTime":1277.236,"body":"and you've got someone typically"},{"speaker":"now","startTime":1277.236,"endTime":1280.015,"body":"that won't charge you to do"},{"speaker":"now","startTime":1277.236,"endTime":1280.015,"body":"that because they'll benefit"},{"speaker":"now","startTime":1280.045,"endTime":1282.761,"body":"more than the 200 bucks"},{"speaker":"now","startTime":1280.045,"endTime":1282.761,"body":"they might have charged you"},{"speaker":"now","startTime":1282.761,"endTime":1284.081,"body":"for an hour of their time."},{"speaker":"now","startTime":1284.111,"endTime":1286.961,"body":"They're going to benefit much"},{"speaker":"now","startTime":1284.111,"endTime":1286.961,"body":"greater than that by being"},{"speaker":"now","startTime":1286.961,"endTime":1289.786,"body":"in your network and being in"},{"speaker":"now","startTime":1286.961,"endTime":1289.786,"body":"front of your the audience"},{"speaker":"now","startTime":1289.786,"endTime":1290.963,"body":"that you're marketing to."},{"speaker":"now","startTime":1291.393,"endTime":1293.973,"body":"So you could also turn"},{"speaker":"now","startTime":1291.393,"endTime":1293.973,"body":"it into if your phone"},{"speaker":"now","startTime":1293.973,"endTime":1296.523,"body":"prospecting, you could say,"},{"speaker":"now","startTime":1293.973,"endTime":1296.523,"body":"hey, listen, my name's Chad."},{"speaker":"now","startTime":1296.523,"endTime":1298.573,"body":"I've got a team that"},{"speaker":"now","startTime":1296.523,"endTime":1298.573,"body":"helps families in probate."},{"speaker":"now","startTime":1298.593,"endTime":1299.403,"body":"Oh, we got it handled."},{"speaker":"now","startTime":1299.853,"endTime":1300.213,"body":"Okay."},{"speaker":"now","startTime":1300.273,"endTime":1302.343,"body":"Well, listen, that's what"},{"speaker":"now","startTime":1300.273,"endTime":1302.343,"body":"we hear from nine out of 10"},{"speaker":"now","startTime":1302.343,"endTime":1304.593,"body":"families in the beginning, we"},{"speaker":"now","startTime":1302.343,"endTime":1304.593,"body":"realize it's early, we're still"},{"speaker":"now","startTime":1304.593,"endTime":1307.113,"body":"willing to reach out because"},{"speaker":"now","startTime":1304.593,"endTime":1307.113,"body":"we know how much we can help."},{"speaker":"now","startTime":1307.475,"endTime":1309.842,"body":"I want you to write something"},{"speaker":"now","startTime":1307.475,"endTime":1309.842,"body":"down, even if you hang up on"},{"speaker":"now","startTime":1309.842,"endTime":1311.472,"body":"me after this, that's okay."},{"speaker":"now","startTime":1311.952,"endTime":1313.482,"body":"But I want you to"},{"speaker":"now","startTime":1311.952,"endTime":1313.482,"body":"write something down."},{"speaker":"now","startTime":1313.482,"endTime":1315.522,"body":"I know that this can help"},{"speaker":"now","startTime":1313.482,"endTime":1315.522,"body":"you because it's helped every"},{"speaker":"now","startTime":1315.522,"endTime":1316.632,"body":"family we've ever helped."},{"speaker":"now","startTime":1317.082,"endTime":1318.712,"body":"Can you please go to www."},{"speaker":"now","startTime":1320.582,"endTime":1321.972,"body":"myprobateresource."},{"speaker":"now","startTime":1322.272,"endTime":1325.122,"body":"com, whatever I'm pulling"},{"speaker":"now","startTime":1322.272,"endTime":1325.122,"body":"URLs out of the air,"},{"speaker":"now","startTime":1325.122,"endTime":1327.862,"body":"it can be Jacksonville,"},{"speaker":"now","startTime":1325.122,"endTime":1327.862,"body":"probate, checklist."},{"speaker":"now","startTime":1328.162,"endTime":1332.472,"body":"com and there you'll find a PDF"},{"speaker":"now","startTime":1328.162,"endTime":1332.472,"body":"that will give you step by step"},{"speaker":"now","startTime":1332.472,"endTime":1335.622,"body":"instructions that your attorney"},{"speaker":"now","startTime":1332.472,"endTime":1335.622,"body":"probably hasn't given you."},{"speaker":"now","startTime":1335.848,"endTime":1337.498,"body":"And you just simply"},{"speaker":"now","startTime":1335.848,"endTime":1337.498,"body":"download that."},{"speaker":"now","startTime":1337.828,"endTime":1339.658,"body":"And you let me know"},{"speaker":"now","startTime":1337.828,"endTime":1339.658,"body":"if you're stuck."},{"speaker":"now","startTime":1339.658,"endTime":1341.818,"body":"If there's ever any of those"},{"speaker":"now","startTime":1339.658,"endTime":1341.818,"body":"bullet points that you need"},{"speaker":"now","startTime":1341.818,"endTime":1344.602,"body":"help with, or you would like to"},{"speaker":"now","startTime":1341.818,"endTime":1344.602,"body":"delegate, we'll be here for you."},{"speaker":"now","startTime":1344.692,"endTime":1348.152,"body":"So www dot Jacksonville,"},{"speaker":"now","startTime":1344.692,"endTime":1348.152,"body":"probate resource."},{"speaker":"now","startTime":1348.412,"endTime":1348.842,"body":"com."},{"speaker":"now","startTime":1349.252,"endTime":1350.872,"body":"And did you get my phone number?"},{"speaker":"now","startTime":1350.872,"endTime":1352.412,"body":"Did you, is your"},{"speaker":"now","startTime":1350.872,"endTime":1352.412,"body":"caller ID captured?"},{"speaker":"now","startTime":1352.822,"endTime":1353.542,"body":"Okay, great."},{"speaker":"now","startTime":1353.812,"endTime":1355.192,"body":"I'm going to leave the"},{"speaker":"now","startTime":1353.812,"endTime":1355.192,"body":"ball in your court."},{"speaker":"now","startTime":1355.252,"endTime":1357.714,"body":"I will follow up at some"},{"speaker":"now","startTime":1355.252,"endTime":1357.714,"body":"time when I have time to"},{"speaker":"now","startTime":1357.714,"endTime":1360.404,"body":"do that, but otherwise just"},{"speaker":"now","startTime":1357.714,"endTime":1360.404,"body":"know that we're here, go"},{"speaker":"now","startTime":1360.404,"endTime":1361.424,"body":"there and download that."},{"speaker":"now","startTime":1361.452,"endTime":1364.008,"body":"That'll be a roadmap for you"},{"speaker":"now","startTime":1361.452,"endTime":1364.008,"body":"as you progress into this."},{"speaker":"now","startTime":1364.518,"endTime":1366.588,"body":"And then step back,"},{"speaker":"now","startTime":1364.518,"endTime":1366.588,"body":"just wrap up the call."},{"speaker":"now","startTime":1366.764,"endTime":1369.954,"body":"The whole point is to use"},{"speaker":"now","startTime":1366.764,"endTime":1369.954,"body":"your phone prospecting to"},{"speaker":"now","startTime":1369.954,"endTime":1372.651,"body":"get a conversion,  you can"},{"speaker":"now","startTime":1369.954,"endTime":1372.651,"body":"capture their email address"},{"speaker":"now","startTime":1372.651,"endTime":1375.851,"body":"for the download and then you"},{"speaker":"now","startTime":1372.651,"endTime":1375.851,"body":"just produced a conversion."},{"speaker":"now","startTime":1375.851,"endTime":1379.02,"body":"So now you can nurture them"},{"speaker":"now","startTime":1375.851,"endTime":1379.02,"body":"with a series of videos, email"},{"speaker":"now","startTime":1379.02,"endTime":1381.873,"body":"drips, whatever you wanted to"},{"speaker":"now","startTime":1379.02,"endTime":1381.873,"body":"do, but you can also use it"},{"speaker":"now","startTime":1381.873,"endTime":1384.873,"body":"as an electronic lead capture"},{"speaker":"now","startTime":1381.873,"endTime":1384.873,"body":"tool for the people who"},{"speaker":"now","startTime":1384.873,"endTime":1386.043,"body":"say, I don't need your help."},{"speaker":"now","startTime":1386.09,"endTime":1388.173,"body":"There's nothing you"},{"speaker":"now","startTime":1386.09,"endTime":1388.173,"body":"could possibly do for us."},{"speaker":"now","startTime":1388.33,"endTime":1390.67,"body":"And what it'll show you through"},{"speaker":"now","startTime":1388.33,"endTime":1390.67,"body":"Google analytics, you'll see"},{"speaker":"now","startTime":1390.67,"endTime":1392.093,"body":"how many of them are full of it."},{"speaker":"now","startTime":1392.153,"endTime":1394.613,"body":"And they were just trying to run"},{"speaker":"now","startTime":1392.153,"endTime":1394.613,"body":"you off because their default"},{"speaker":"now","startTime":1394.613,"endTime":1397.073,"body":"mode network has learned if"},{"speaker":"now","startTime":1394.613,"endTime":1397.073,"body":"they just tell people that they"},{"speaker":"now","startTime":1397.073,"endTime":1401.134,"body":"leave them alone, but their"},{"speaker":"now","startTime":1397.073,"endTime":1401.134,"body":"curiosity will be proven through"},{"speaker":"now","startTime":1401.134,"endTime":1402.424,"body":"your Google analytics tracking."},{"speaker":"now","startTime":1402.424,"endTime":1404.944,"body":"You'll see how many of them"},{"speaker":"now","startTime":1402.424,"endTime":1404.944,"body":"actually went visited the page."},{"speaker":"now","startTime":1405.211,"endTime":1405.511,"body":"Thanks!"},{"speaker":"now","startTime":1406.261,"endTime":1408.511,"body":"Can I interject something"},{"speaker":"now","startTime":1406.261,"endTime":1408.511,"body":"about Florida probate?"},{"speaker":"now","startTime":1409.141,"endTime":1409.651,"body":"Yes, sir."},{"speaker":"now","startTime":1409.881,"endTime":1410.331,"body":"Okay."},{"speaker":"now","startTime":1410.331,"endTime":1414.568,"body":"One thing to be cautious of"},{"speaker":"now","startTime":1410.331,"endTime":1414.568,"body":"is depending on the area,"},{"speaker":"now","startTime":1414.658,"endTime":1417.888,"body":"like I'm in Palm beach county,"},{"speaker":"now","startTime":1414.658,"endTime":1417.888,"body":"probate doesn't necessarily"},{"speaker":"now","startTime":1417.888,"endTime":1420.318,"body":"mean that the house is"},{"speaker":"now","startTime":1417.888,"endTime":1420.318,"body":"included in the probate."},{"speaker":"now","startTime":1420.588,"endTime":1424.338,"body":"So what I would suggest is doing"},{"speaker":"now","startTime":1420.588,"endTime":1424.338,"body":"a little bit of research, go"},{"speaker":"now","startTime":1424.338,"endTime":1426.949,"body":"to whatever your county here."},{"speaker":"now","startTime":1427.733,"endTime":1431.243,"body":"And you can do research and"},{"speaker":"now","startTime":1427.733,"endTime":1431.243,"body":"you can find out how the"},{"speaker":"now","startTime":1431.303,"endTime":1436.273,"body":"property is deeded, because"},{"speaker":"now","startTime":1431.303,"endTime":1436.273,"body":"if it's in a life estate or"},{"speaker":"now","startTime":1436.356,"endTime":1439.533,"body":"if it's a trust, or if it's"},{"speaker":"now","startTime":1436.356,"endTime":1439.533,"body":"joint with survivorship,"},{"speaker":"now","startTime":1439.616,"endTime":1440.936,"body":"then there's a good chance."},{"speaker":"now","startTime":1440.936,"endTime":1443.983,"body":"It will not be included in"},{"speaker":"now","startTime":1440.936,"endTime":1443.983,"body":"probates and they won't need"},{"speaker":"now","startTime":1443.983,"endTime":1445.333,"body":"letters of testamentary."},{"speaker":"now","startTime":1445.433,"endTime":1447.263,"body":"They can just sell the"},{"speaker":"now","startTime":1445.433,"endTime":1447.263,"body":"house because it's not"},{"speaker":"now","startTime":1447.263,"endTime":1448.403,"body":"included in the probate."},{"speaker":"now","startTime":1449.046,"endTime":1449.256,"body":"Yeah."},{"speaker":"now","startTime":1449.286,"endTime":1451.006,"body":"And that's the case"},{"speaker":"now","startTime":1449.286,"endTime":1451.006,"body":"in every state guys."},{"speaker":"now","startTime":1451.006,"endTime":1454.639,"body":"So if people are more savvy and"},{"speaker":"now","startTime":1451.006,"endTime":1454.639,"body":"they hold title in certain ways"},{"speaker":"now","startTime":1454.774,"endTime":1456.064,"body":"thanks for including that chip."},{"speaker":"now","startTime":1456.094,"endTime":1459.092,"body":"So Tony in, in session"},{"speaker":"now","startTime":1456.094,"endTime":1459.092,"body":"one, we talk about the"},{"speaker":"now","startTime":1459.092,"endTime":1460.442,"body":"exclusions to probate."},{"speaker":"now","startTime":1460.685,"endTime":1464.018,"body":"So the most common, people have"},{"speaker":"now","startTime":1460.685,"endTime":1464.018,"body":"titled assets in such a way"},{"speaker":"now","startTime":1464.018,"endTime":1465.308,"body":"that they transfer on death."},{"speaker":"now","startTime":1465.434,"endTime":1468.844,"body":"The overall gross net worth"},{"speaker":"now","startTime":1465.434,"endTime":1468.844,"body":"of the estate is below the"},{"speaker":"now","startTime":1468.844,"endTime":1471.154,"body":"probate minimum for the"},{"speaker":"now","startTime":1468.844,"endTime":1471.154,"body":"state, things like that."},{"speaker":"now","startTime":1471.584,"endTime":1475.121,"body":"We know there's an 82% chance"},{"speaker":"now","startTime":1471.584,"endTime":1475.121,"body":"that every probate contains real"},{"speaker":"now","startTime":1475.121,"endTime":1478.778,"body":"estate, but there are exceptions"},{"speaker":"now","startTime":1475.121,"endTime":1478.778,"body":"to that because people may"},{"speaker":"now","startTime":1478.778,"endTime":1480.774,"body":"have had a proper estate plan."},{"speaker":"now","startTime":1480.817,"endTime":1483.757,"body":"The good news is though those"},{"speaker":"now","startTime":1480.817,"endTime":1483.757,"body":"are even better because you"},{"speaker":"now","startTime":1483.757,"endTime":1486.757,"body":"don't have the restrictions,"},{"speaker":"now","startTime":1483.757,"endTime":1486.757,"body":"but you have all the same social"},{"speaker":"now","startTime":1486.757,"endTime":1489.633,"body":"motivators all the problems,"},{"speaker":"now","startTime":1486.757,"endTime":1489.633,"body":"even with trust administration."},{"speaker":"now","startTime":1490.129,"endTime":1492.859,"body":"Even more affluent people might"},{"speaker":"now","startTime":1490.129,"endTime":1492.859,"body":"have a living trust, they're"},{"speaker":"now","startTime":1492.859,"endTime":1495.589,"body":"still subject to their own"},{"speaker":"now","startTime":1492.859,"endTime":1495.589,"body":"emotions and overwhelmed, and"},{"speaker":"now","startTime":1495.589,"endTime":1498.559,"body":"they can find themselves stuck"},{"speaker":"now","startTime":1495.589,"endTime":1498.559,"body":"in trust quicksand, just like"},{"speaker":"now","startTime":1498.589,"endTime":1501.372,"body":"a lot of probate people forget"},{"speaker":"now","startTime":1498.589,"endTime":1501.372,"body":"stuck in probate quicksand."},{"speaker":"now","startTime":1501.585,"endTime":1505.854,"body":"So our offer is just as valuable"},{"speaker":"now","startTime":1501.585,"endTime":1505.854,"body":"even if the real estate does"},{"speaker":"now","startTime":1505.854,"endTime":1509.004,"body":"not have to be probated or part"},{"speaker":"now","startTime":1505.854,"endTime":1509.004,"body":"of the trust administration."},{"speaker":"now","startTime":1509.484,"endTime":1511.794,"body":"If the real estate exists"},{"speaker":"now","startTime":1509.484,"endTime":1511.794,"body":"and the family doesn't"},{"speaker":"now","startTime":1511.794,"endTime":1514.931,"body":"need it, and they feel"},{"speaker":"now","startTime":1511.794,"endTime":1514.931,"body":"overwhelmed, our service is"},{"speaker":"now","startTime":1514.951,"endTime":1518.321,"body":"just as valuable to them as"},{"speaker":"now","startTime":1514.951,"endTime":1518.321,"body":"it is a typical probate, PR."},{"speaker":"now","startTime":1518.353,"endTime":1519.593,"body":"Sherri you're up next."},{"speaker":"now","startTime":1519.813,"endTime":1520.623,"body":"Good to see you."},{"speaker":"now","startTime":1521.103,"endTime":1521.463,"body":"You too."},{"speaker":"now","startTime":1521.673,"endTime":1522.363,"body":"How can we help you today?"},{"speaker":"now","startTime":1523.323,"endTime":1526.624,"body":"I was talking to we were working"},{"speaker":"now","startTime":1523.323,"endTime":1526.624,"body":"with my husband and I went to"},{"speaker":"now","startTime":1526.624,"endTime":1528.974,"body":"check on a house recently, and"},{"speaker":"now","startTime":1526.624,"endTime":1528.974,"body":"they're saying it's in probate,"},{"speaker":"now","startTime":1529.408,"endTime":1531.623,"body":"but Doug Landry is in our group."},{"speaker":"now","startTime":1531.713,"endTime":1534.75,"body":"And um, he checked it"},{"speaker":"now","startTime":1531.713,"endTime":1534.75,"body":"out for me in that we"},{"speaker":"now","startTime":1534.75,"endTime":1535.74,"body":"were talking about it."},{"speaker":"now","startTime":1535.827,"endTime":1539.342,"body":"The Houston group got together"},{"speaker":"now","startTime":1535.827,"endTime":1539.342,"body":"last week and that was fun."},{"speaker":"now","startTime":1539.342,"endTime":1542.192,"body":"So while we were talking,"},{"speaker":"now","startTime":1539.342,"endTime":1542.192,"body":"Doug pulled up Galveston"},{"speaker":"now","startTime":1542.192,"endTime":1544.079,"body":"county where this house is at."},{"speaker":"now","startTime":1544.139,"endTime":1547.054,"body":"And and he said that he doesn't"},{"speaker":"now","startTime":1544.139,"endTime":1547.054,"body":"see any record of it in the"},{"speaker":"now","startTime":1547.054,"endTime":1550.822,"body":"probate files under the deceased"},{"speaker":"now","startTime":1547.054,"endTime":1550.822,"body":"name, the decedent's name."},{"speaker":"now","startTime":1550.932,"endTime":1553.412,"body":"So my question is when I"},{"speaker":"now","startTime":1550.932,"endTime":1553.412,"body":"was asking the wholesaler,"},{"speaker":"now","startTime":1553.527,"endTime":1555.567,"body":"\"so who's going to sign"},{"speaker":"now","startTime":1553.527,"endTime":1555.567,"body":"off on this property."},{"speaker":"now","startTime":1555.567,"endTime":1558.23,"body":"Who's, what name is going"},{"speaker":"now","startTime":1555.567,"endTime":1558.23,"body":"to be on this contract"},{"speaker":"now","startTime":1558.23,"endTime":1559.22,"body":"that we're signing?\""},{"speaker":"now","startTime":1559.62,"endTime":1563.227,"body":"So the sister right now is the"},{"speaker":"now","startTime":1559.62,"endTime":1563.227,"body":"one that's in charge of setting"},{"speaker":"now","startTime":1563.227,"endTime":1567.059,"body":"up and and working with this"},{"speaker":"now","startTime":1563.227,"endTime":1567.059,"body":"wholesaler and she agreed to the"},{"speaker":"now","startTime":1567.059,"endTime":1568.969,"body":"price that we came back with."},{"speaker":"now","startTime":1569.449,"endTime":1571.949,"body":"Her brother was not in"},{"speaker":"now","startTime":1569.449,"endTime":1571.949,"body":"agreement with the lower"},{"speaker":"now","startTime":1571.949,"endTime":1573.089,"body":"price that we offered."},{"speaker":"now","startTime":1573.121,"endTime":1575.186,"body":"And so now she said,"},{"speaker":"now","startTime":1573.121,"endTime":1575.186,"body":"fine, you don't like"},{"speaker":"now","startTime":1575.186,"endTime":1576.176,"body":"what I'm coming up with."},{"speaker":"now","startTime":1576.206,"endTime":1576.956,"body":"You handle it."},{"speaker":"now","startTime":1577.446,"endTime":1580.086,"body":"So I was asking who's"},{"speaker":"now","startTime":1577.446,"endTime":1580.086,"body":"the executor here, who is"},{"speaker":"now","startTime":1580.086,"endTime":1583.489,"body":"in charge of the probate"},{"speaker":"now","startTime":1580.086,"endTime":1583.489,"body":"process in this family."},{"speaker":"now","startTime":1583.549,"endTime":1585.203,"body":"And I couldn't get an answer."},{"speaker":"now","startTime":1585.233,"endTime":1587.513,"body":"And according to Doug's"},{"speaker":"now","startTime":1585.233,"endTime":1587.513,"body":"research on the county"},{"speaker":"now","startTime":1587.513,"endTime":1589.303,"body":"records, it's not filed."},{"speaker":"now","startTime":1589.37,"endTime":1592.67,"body":"So in this particular"},{"speaker":"now","startTime":1589.37,"endTime":1592.67,"body":"case, the gentleman had"},{"speaker":"now","startTime":1592.67,"endTime":1593.93,"body":"some mental disability."},{"speaker":"now","startTime":1594.367,"endTime":1596.677,"body":"And so I'm wondering,"},{"speaker":"now","startTime":1594.367,"endTime":1596.677,"body":"and I guess this gets"},{"speaker":"now","startTime":1596.677,"endTime":1597.577,"body":"around to my question."},{"speaker":"now","startTime":1597.65,"endTime":1601.16,"body":"If the sister was his guardian"},{"speaker":"now","startTime":1597.65,"endTime":1601.16,"body":"and he was 56, when he"},{"speaker":"now","startTime":1601.16,"endTime":1604.36,"body":"passed away, if the sister"},{"speaker":"now","startTime":1601.16,"endTime":1604.36,"body":"was his guardian, would"},{"speaker":"now","startTime":1604.36,"endTime":1609.044,"body":"she have been able to be"},{"speaker":"now","startTime":1604.36,"endTime":1609.044,"body":"the signer on the contract?"},{"speaker":"now","startTime":1609.104,"endTime":1611.804,"body":"I know power of attorney ends"},{"speaker":"now","startTime":1609.104,"endTime":1611.804,"body":"when someone passes away."},{"speaker":"now","startTime":1612.491,"endTime":1614.401,"body":"But does the guardianship end?"},{"speaker":"now","startTime":1614.581,"endTime":1617.494,"body":"If he was alive, she may"},{"speaker":"now","startTime":1614.581,"endTime":1617.494,"body":"have had the authority, you"},{"speaker":"now","startTime":1617.494,"endTime":1619.544,"body":"would need to prove that"},{"speaker":"now","startTime":1617.494,"endTime":1619.544,"body":"she had that authority."},{"speaker":"now","startTime":1619.616,"endTime":1623.456,"body":"What it sounds like has happened"},{"speaker":"now","startTime":1619.616,"endTime":1623.456,"body":"is someone who really doesn't"},{"speaker":"now","startTime":1623.456,"endTime":1626.139,"body":"understand the probate process"},{"speaker":"now","startTime":1623.456,"endTime":1626.139,"body":"has they've given bad advice"},{"speaker":"now","startTime":1626.139,"endTime":1629.309,"body":"to a family, got them to go"},{"speaker":"now","startTime":1626.139,"endTime":1629.309,"body":"into a contract, went and sold"},{"speaker":"now","startTime":1629.309,"endTime":1632.039,"body":"the contract, and now they're"},{"speaker":"now","startTime":1629.309,"endTime":1632.039,"body":"realizing what they didn't know."},{"speaker":"now","startTime":1632.609,"endTime":1633.899,"body":"And you're caught"},{"speaker":"now","startTime":1632.609,"endTime":1633.899,"body":"in the middle of it."},{"speaker":"now","startTime":1633.966,"endTime":1634.704,"body":"It's very common."},{"speaker":"now","startTime":1634.745,"endTime":1637.399,"body":"We had an, a very unfortunate"},{"speaker":"now","startTime":1634.745,"endTime":1637.399,"body":"story told in our Facebook"},{"speaker":"now","startTime":1637.399,"endTime":1640.489,"body":"group this week about a"},{"speaker":"now","startTime":1637.399,"endTime":1640.489,"body":"family that was a pre-probate"},{"speaker":"now","startTime":1640.489,"endTime":1643.319,"body":"lead that, they created a"},{"speaker":"now","startTime":1640.489,"endTime":1643.319,"body":"hell of a mess for them."},{"speaker":"now","startTime":1643.589,"endTime":1644.609,"body":"And it's unfortunate."},{"speaker":"now","startTime":1644.639,"endTime":1647.519,"body":"This is why we don't use"},{"speaker":"now","startTime":1644.639,"endTime":1647.519,"body":"the title investor, realtor,"},{"speaker":"now","startTime":1647.519,"endTime":1650.579,"body":"agent, broker, real estate,"},{"speaker":"now","startTime":1647.519,"endTime":1650.579,"body":"anything, because there are"},{"speaker":"now","startTime":1650.579,"endTime":1653.909,"body":"a lot of people out there"},{"speaker":"now","startTime":1650.579,"endTime":1653.909,"body":"approaching this with ignorance"},{"speaker":"now","startTime":1654.299,"endTime":1656.819,"body":"instead of a valuable offer,"},{"speaker":"now","startTime":1654.299,"endTime":1656.819,"body":"they make this way more"},{"speaker":"now","startTime":1656.819,"endTime":1657.989,"body":"stressful for the family."},{"speaker":"now","startTime":1658.113,"endTime":1660.573,"body":"It sounds like based on"},{"speaker":"now","startTime":1658.113,"endTime":1660.573,"body":"the facts that I've heard,"},{"speaker":"now","startTime":1660.663,"endTime":1661.563,"body":"there is no probate."},{"speaker":"now","startTime":1661.723,"endTime":1664.243,"body":"So someone needs to"},{"speaker":"now","startTime":1661.723,"endTime":1664.243,"body":"determine, was there a will?"},{"speaker":"now","startTime":1664.333,"endTime":1666.973,"body":"If there was a will, who"},{"speaker":"now","startTime":1664.333,"endTime":1666.973,"body":"was named as the executor or"},{"speaker":"now","startTime":1666.973,"endTime":1668.563,"body":"executrix or administrator?"},{"speaker":"now","startTime":1669.133,"endTime":1671.086,"body":"And go petition for probate."},{"speaker":"now","startTime":1671.176,"endTime":1673.996,"body":"If there was not a will,"},{"speaker":"now","startTime":1671.176,"endTime":1673.996,"body":"someone needs to the brother"},{"speaker":"now","startTime":1673.996,"endTime":1675.976,"body":"or the sister, someone"},{"speaker":"now","startTime":1673.996,"endTime":1675.976,"body":"needs to decide who's"},{"speaker":"now","startTime":1675.976,"endTime":1679.106,"body":"going to have the authority"},{"speaker":"now","startTime":1675.976,"endTime":1679.106,"body":"and petition for probate."},{"speaker":"now","startTime":1679.386,"endTime":1682.626,"body":"I would doubt that the contract"},{"speaker":"now","startTime":1679.386,"endTime":1682.626,"body":"that you think you're purchasing"},{"speaker":"now","startTime":1682.626,"endTime":1683.899,"body":"is valid or enforceable."},{"speaker":"now","startTime":1683.938,"endTime":1685.348,"body":"It's probably not a deal."},{"speaker":"now","startTime":1685.457,"endTime":1688.4,"body":"You can talk to the wholesaler"},{"speaker":"now","startTime":1685.457,"endTime":1688.4,"body":"and say, listen, either you"},{"speaker":"now","startTime":1688.4,"endTime":1690.95,"body":"learn to give them better"},{"speaker":"now","startTime":1688.4,"endTime":1690.95,"body":"advice or step aside, and I'm"},{"speaker":"now","startTime":1690.95,"endTime":1692.03,"body":"going to go help this family."},{"speaker":"now","startTime":1692.03,"endTime":1693.922,"body":"And you're not, you're"},{"speaker":"now","startTime":1692.03,"endTime":1693.922,"body":"not making a spread for"},{"speaker":"now","startTime":1693.922,"endTime":1695.202,"body":"muddying the water for me."},{"speaker":"now","startTime":1695.202,"endTime":1698.217,"body":"But somebody needs to walk"},{"speaker":"now","startTime":1695.202,"endTime":1698.217,"body":"them through the process"},{"speaker":"now","startTime":1698.247,"endTime":1699.657,"body":"and help them understand."},{"speaker":"now","startTime":1700.377,"endTime":1703.72,"body":"Now, the one exception"},{"speaker":"now","startTime":1700.377,"endTime":1703.72,"body":"there is in the state of"},{"speaker":"now","startTime":1703.72,"endTime":1706.21,"body":"Texas, there's something"},{"speaker":"now","startTime":1703.72,"endTime":1706.21,"body":"known as muniment of title."},{"speaker":"now","startTime":1706.447,"endTime":1709.572,"body":"And I would want to make sure"},{"speaker":"now","startTime":1706.447,"endTime":1709.572,"body":"that hasn't occurred with this"},{"speaker":"now","startTime":1709.572,"endTime":1713.539,"body":"asset, because if that were"},{"speaker":"now","startTime":1709.572,"endTime":1713.539,"body":"the case and it was passed"},{"speaker":"now","startTime":1713.539,"endTime":1716.809,"body":"through muniment of title, then"},{"speaker":"now","startTime":1713.539,"endTime":1716.809,"body":"they may have the authority"},{"speaker":"now","startTime":1716.809,"endTime":1718.039,"body":"to actually sell the home."},{"speaker":"now","startTime":1718.129,"endTime":1720.199,"body":"That's the one exception"},{"speaker":"now","startTime":1718.129,"endTime":1720.199,"body":"that I can think of."},{"speaker":"now","startTime":1720.46,"endTime":1721.0,"body":"Okay."},{"speaker":"now","startTime":1721.44,"endTime":1722.73,"body":"How would I check on that?"},{"speaker":"now","startTime":1723.82,"endTime":1726.13,"body":"Make contact with the family"},{"speaker":"now","startTime":1723.82,"endTime":1726.13,"body":"and ask them if they've"},{"speaker":"now","startTime":1726.13,"endTime":1727.48,"body":"ever applied for that?"},{"speaker":"now","startTime":1727.69,"endTime":1729.85,"body":"It's it doesn't"},{"speaker":"now","startTime":1727.69,"endTime":1729.85,"body":"happen automatically."},{"speaker":"now","startTime":1729.85,"endTime":1732.121,"body":"They would have to have,"},{"speaker":"now","startTime":1729.85,"endTime":1732.121,"body":"gone through the process."},{"speaker":"now","startTime":1732.341,"endTime":1734.831,"body":"Are you direct to seller from"},{"speaker":"now","startTime":1732.341,"endTime":1734.831,"body":"a communication standpoint?"},{"speaker":"now","startTime":1735.134,"endTime":1737.384,"body":"No, that's what I was"},{"speaker":"now","startTime":1735.134,"endTime":1737.384,"body":"just going to ask."},{"speaker":"now","startTime":1737.384,"endTime":1740.351,"body":"Is it some protocol than I"},{"speaker":"now","startTime":1737.384,"endTime":1740.351,"body":"would be stepping on if I"},{"speaker":"now","startTime":1740.351,"endTime":1741.851,"body":"stepped around the wholesaler?"},{"speaker":"now","startTime":1742.641,"endTime":1746.042,"body":"I would say, \" listen, let's go"},{"speaker":"now","startTime":1742.641,"endTime":1746.042,"body":"approach the family together\""},{"speaker":"now","startTime":1746.142,"endTime":1747.432,"body":"would be my first offer."},{"speaker":"now","startTime":1747.628,"endTime":1749.908,"body":"But if they can't get out"},{"speaker":"now","startTime":1747.628,"endTime":1749.908,"body":"of their own way, I wouldn't"},{"speaker":"now","startTime":1749.908,"endTime":1752.158,"body":"hesitate to contact the family."},{"speaker":"now","startTime":1752.188,"endTime":1754.172,"body":"I wouldn't try to cut them"},{"speaker":"now","startTime":1752.188,"endTime":1754.172,"body":"out of their own deal, but"},{"speaker":"now","startTime":1754.172,"endTime":1756.332,"body":"I would make sure that I"},{"speaker":"now","startTime":1754.172,"endTime":1756.332,"body":"can put the deal together"},{"speaker":"now","startTime":1756.332,"endTime":1759.672,"body":"because I was sold a piece"},{"speaker":"now","startTime":1756.332,"endTime":1759.672,"body":"of paper that was invalid."},{"speaker":"now","startTime":1759.818,"endTime":1762.558,"body":"So if I have to go validate"},{"speaker":"now","startTime":1759.818,"endTime":1762.558,"body":"the deal for them, I'll"},{"speaker":"now","startTime":1762.558,"endTime":1763.848,"body":"ask for permission once."},{"speaker":"now","startTime":1764.072,"endTime":1766.772,"body":"But if they want to stand in"},{"speaker":"now","startTime":1764.072,"endTime":1766.772,"body":"the way and I can still get"},{"speaker":"now","startTime":1766.772,"endTime":1769.838,"body":"direct to the seller, I'll"},{"speaker":"now","startTime":1766.772,"endTime":1769.838,"body":"go get a valid contract and"},{"speaker":"now","startTime":1769.838,"endTime":1771.938,"body":"I'll still pay him because"},{"speaker":"now","startTime":1769.838,"endTime":1771.938,"body":"he brought the deal to me."},{"speaker":"now","startTime":1772.195,"endTime":1774.868,"body":"But a lot of times, people"},{"speaker":"now","startTime":1772.195,"endTime":1774.868,"body":"who try to protect their"},{"speaker":"now","startTime":1774.868,"endTime":1777.538,"body":"seller relationships will"},{"speaker":"now","startTime":1774.868,"endTime":1777.538,"body":"end up standing between"},{"speaker":"now","startTime":1777.538,"endTime":1778.228,"body":"you and the seller."},{"speaker":"now","startTime":1778.228,"endTime":1780.198,"body":"And the deal will never get"},{"speaker":"now","startTime":1778.228,"endTime":1780.198,"body":"done because they don't have the"},{"speaker":"now","startTime":1780.198,"endTime":1782.808,"body":"skillset to explain the process"},{"speaker":"now","startTime":1780.198,"endTime":1782.808,"body":"and walk them through it."},{"speaker":"now","startTime":1782.858,"endTime":1785.273,"body":"Even if you do, if you can't get"},{"speaker":"now","startTime":1782.858,"endTime":1785.273,"body":"to them,  they're cutting off"},{"speaker":"now","startTime":1785.273,"endTime":1786.683,"body":"their nose to spite their face."},{"speaker":"now","startTime":1786.713,"endTime":1788.216,"body":"I've seen it a ton of times."},{"speaker":"now","startTime":1788.216,"endTime":1791.23,"body":"So just say, respectfully you'll"},{"speaker":"now","startTime":1788.216,"endTime":1791.23,"body":"get paid either way, but you"},{"speaker":"now","startTime":1791.23,"endTime":1794.12,"body":"either need to step up or step"},{"speaker":"now","startTime":1791.23,"endTime":1794.12,"body":"side because someone needs"},{"speaker":"now","startTime":1794.12,"endTime":1796.877,"body":"to help the family navigate"},{"speaker":"now","startTime":1794.12,"endTime":1796.877,"body":"this, and make sure it's a"},{"speaker":"now","startTime":1796.877,"endTime":1799.457,"body":"valid enforceable contract"},{"speaker":"now","startTime":1796.877,"endTime":1799.457,"body":"that you're trying to sell me."},{"speaker":"now","startTime":1799.641,"endTime":1800.061,"body":"Right."},{"speaker":"now","startTime":1800.311,"endTime":1800.641,"body":"Right."},{"speaker":"now","startTime":1800.671,"endTime":1803.428,"body":"I did ask him about who"},{"speaker":"now","startTime":1800.671,"endTime":1803.428,"body":"was, who's going to be"},{"speaker":"now","startTime":1803.428,"endTime":1804.178,"body":"signing the contract."},{"speaker":"now","startTime":1804.498,"endTime":1807.798,"body":"It is not a contract because"},{"speaker":"now","startTime":1804.498,"endTime":1807.798,"body":"the brother refused our offer."},{"speaker":"now","startTime":1807.822,"endTime":1811.182,"body":"But when I suggested that there"},{"speaker":"now","startTime":1807.822,"endTime":1811.182,"body":"might be something wrong with"},{"speaker":"now","startTime":1811.182,"endTime":1813.672,"body":"the names on the contract,"},{"speaker":"now","startTime":1811.182,"endTime":1813.672,"body":"or maybe the person signing"},{"speaker":"now","startTime":1813.672,"endTime":1816.822,"body":"the contract is really not"},{"speaker":"now","startTime":1813.672,"endTime":1816.822,"body":"the one to sign the contract."},{"speaker":"now","startTime":1817.362,"endTime":1819.282,"body":"He said, are you"},{"speaker":"now","startTime":1817.362,"endTime":1819.282,"body":"concerned about title?"},{"speaker":"now","startTime":1819.308,"endTime":1821.938,"body":"That's not an issue here at"},{"speaker":"now","startTime":1819.308,"endTime":1821.938,"body":"the, title's going to be clear."},{"speaker":"now","startTime":1822.016,"endTime":1824.526,"body":"So he got a little defensive"},{"speaker":"now","startTime":1822.016,"endTime":1824.526,"body":"when I brought that up."},{"speaker":"now","startTime":1824.526,"endTime":1827.194,"body":"But oh, you're telling me,"},{"speaker":"now","startTime":1824.526,"endTime":1827.194,"body":"you're telling me there's"},{"speaker":"now","startTime":1827.194,"endTime":1831.276,"body":"not a contract between a"},{"speaker":"now","startTime":1827.194,"endTime":1831.276,"body":"wholesaler and I'm sure"},{"speaker":"now","startTime":1831.276,"endTime":1832.626,"body":"there is a contract there."},{"speaker":"now","startTime":1832.866,"endTime":1833.376,"body":"Yes."},{"speaker":"now","startTime":1833.716,"endTime":1836.288,"body":"But I did not sign a contract"},{"speaker":"now","startTime":1833.716,"endTime":1836.288,"body":"because the brother did not"},{"speaker":"now","startTime":1836.288,"endTime":1839.844,"body":"agree to to what our terms"},{"speaker":"now","startTime":1836.288,"endTime":1839.844,"body":"were, but that wholesaler"},{"speaker":"now","startTime":1839.844,"endTime":1842.124,"body":"was trying to assign the"},{"speaker":"now","startTime":1839.844,"endTime":1842.124,"body":"contract to you, correct?"},{"speaker":"now","startTime":1842.654,"endTime":1843.004,"body":"Yes."},{"speaker":"now","startTime":1843.294,"endTime":1848.574,"body":"Wouldn't actually tell you who"},{"speaker":"now","startTime":1843.294,"endTime":1848.574,"body":"you were, who the seller was?"},{"speaker":"now","startTime":1848.642,"endTime":1851.312,"body":"He did not, but it's on the"},{"speaker":"now","startTime":1848.642,"endTime":1851.312,"body":"it's on the county records."},{"speaker":"now","startTime":1851.342,"endTime":1853.064,"body":"So it's not difficult to find."},{"speaker":"now","startTime":1853.502,"endTime":1856.322,"body":"The person who passed"},{"speaker":"now","startTime":1853.502,"endTime":1856.322,"body":"away was the only person"},{"speaker":"now","startTime":1856.322,"endTime":1858.26,"body":"that was on the mortgage."},{"speaker":"now","startTime":1858.494,"endTime":1861.194,"body":"The sister lives"},{"speaker":"now","startTime":1858.494,"endTime":1861.194,"body":"in the same area."},{"speaker":"now","startTime":1861.254,"endTime":1864.538,"body":"And you said mortgage, did"},{"speaker":"now","startTime":1861.254,"endTime":1864.538,"body":"you mean mortgage and title?"},{"speaker":"now","startTime":1865.102,"endTime":1865.925,"body":"Title, yes."},{"speaker":"now","startTime":1865.985,"endTime":1869.407,"body":"So when I so when I pulled"},{"speaker":"now","startTime":1865.985,"endTime":1869.407,"body":"up the obituary, that's when"},{"speaker":"now","startTime":1869.407,"endTime":1871.807,"body":"I saw the sister's name and"},{"speaker":"now","startTime":1869.407,"endTime":1871.807,"body":"I just did a quick search on"},{"speaker":"now","startTime":1871.807,"endTime":1873.127,"body":"her and found her in the area."},{"speaker":"now","startTime":1873.189,"endTime":1873.459,"body":"Okay."},{"speaker":"now","startTime":1873.755,"endTime":1876.116,"body":"So if that contract was"},{"speaker":"now","startTime":1873.755,"endTime":1876.116,"body":"written, it doesn't matter"},{"speaker":"now","startTime":1876.116,"endTime":1877.136,"body":"whose name was on it."},{"speaker":"now","startTime":1877.186,"endTime":1880.308,"body":"If the estate requires"},{"speaker":"now","startTime":1877.186,"endTime":1880.308,"body":"probate  and the house was"},{"speaker":"now","startTime":1880.308,"endTime":1883.795,"body":"not passed outside of probate,"},{"speaker":"now","startTime":1880.308,"endTime":1883.795,"body":"then that is required."},{"speaker":"now","startTime":1883.795,"endTime":1885.257,"body":"That's what you"},{"speaker":"now","startTime":1883.795,"endTime":1885.257,"body":"have to figure out."},{"speaker":"now","startTime":1885.317,"endTime":1889.367,"body":"And  the wholesaler, if you,"},{"speaker":"now","startTime":1885.317,"endTime":1889.367,"body":"I would sign an assignment of"},{"speaker":"now","startTime":1889.367,"endTime":1892.2,"body":"contract agreement with the"},{"speaker":"now","startTime":1889.367,"endTime":1892.2,"body":"whole, well, I mean, your price"},{"speaker":"now","startTime":1892.2,"endTime":1895.494,"body":"might not get through anyways,"},{"speaker":"now","startTime":1892.2,"endTime":1895.494,"body":"assuming that you guys saw eye"},{"speaker":"now","startTime":1895.494,"endTime":1898.194,"body":"to eye on price, the seller"},{"speaker":"now","startTime":1895.494,"endTime":1898.194,"body":"shouldn't have a say in it."},{"speaker":"now","startTime":1898.283,"endTime":1901.433,"body":"I mean, The wholesaler is the"},{"speaker":"now","startTime":1898.283,"endTime":1901.433,"body":"one that can reject your offer"},{"speaker":"now","startTime":1901.516,"endTime":1904.576,"body":"like did he tell you what he"},{"speaker":"now","startTime":1901.516,"endTime":1904.576,"body":"bought it for, or he, or she?"},{"speaker":"now","startTime":1906.1,"endTime":1906.31,"body":"Yeah."},{"speaker":"now","startTime":1906.377,"endTime":1910.741,"body":"They may have offered 150 and"},{"speaker":"now","startTime":1906.377,"endTime":1910.741,"body":"you're offering 125 and that's"},{"speaker":"now","startTime":1910.741,"endTime":1913.411,"body":"why it's not working out the"},{"speaker":"now","startTime":1910.741,"endTime":1913.411,"body":"seller might not even be aware."},{"speaker":"now","startTime":1913.437,"endTime":1916.54,"body":"What I would try to cooperate"},{"speaker":"now","startTime":1913.437,"endTime":1916.54,"body":"with the wholesaler and"},{"speaker":"now","startTime":1916.54,"endTime":1919.064,"body":"say, could we just call"},{"speaker":"now","startTime":1916.54,"endTime":1919.064,"body":"the seller direct and see"},{"speaker":"now","startTime":1919.064,"endTime":1920.174,"body":"if we can work this out?"},{"speaker":"now","startTime":1920.301,"endTime":1923.918,"body":"If they were being deceptive"},{"speaker":"now","startTime":1920.301,"endTime":1923.918,"body":"in getting the house under"},{"speaker":"now","startTime":1923.918,"endTime":1926.528,"body":"contract, and weren't"},{"speaker":"now","startTime":1923.918,"endTime":1926.528,"body":"transparent as a wholesaler"},{"speaker":"now","startTime":1926.618,"endTime":1929.568,"body":"that can sometimes be"},{"speaker":"now","startTime":1926.618,"endTime":1929.568,"body":"impossible because they can't"},{"speaker":"now","startTime":1929.598,"endTime":1931.968,"body":"set up a conference call with"},{"speaker":"now","startTime":1929.598,"endTime":1931.968,"body":"someone when they said, we're"},{"speaker":"now","startTime":1931.968,"endTime":1933.168,"body":"going to close on this deal."},{"speaker":"now","startTime":1933.417,"endTime":1936.807,"body":"Sometimes it's hard to work"},{"speaker":"now","startTime":1933.417,"endTime":1936.807,"body":"through things like this with"},{"speaker":"now","startTime":1936.807,"endTime":1939.817,"body":"wholesalers because of the"},{"speaker":"now","startTime":1936.807,"endTime":1939.817,"body":"expectation they set when"},{"speaker":"now","startTime":1939.817,"endTime":1940.957,"body":"they put it on the contract."},{"speaker":"now","startTime":1941.317,"endTime":1943.447,"body":"They're trying to be"},{"speaker":"now","startTime":1941.317,"endTime":1943.447,"body":"really sneaky about it."},{"speaker":"now","startTime":1943.477,"endTime":1944.41,"body":"Not disclose."},{"speaker":"now","startTime":1945.01,"endTime":1947.87,"body":"The best wholesalers I know"},{"speaker":"now","startTime":1945.01,"endTime":1947.87,"body":"that are doing millions"},{"speaker":"now","startTime":1947.87,"endTime":1950.15,"body":"and millions of dollars,"},{"speaker":"now","startTime":1947.87,"endTime":1950.15,"body":"they're fully transparent."},{"speaker":"now","startTime":1950.22,"endTime":1952.14,"body":"You know, \"We probably"},{"speaker":"now","startTime":1950.22,"endTime":1952.14,"body":"won't close on this."},{"speaker":"now","startTime":1952.44,"endTime":1955.29,"body":"We work with tons of investors"},{"speaker":"now","startTime":1952.44,"endTime":1955.29,"body":"and if somebody makes us an"},{"speaker":"now","startTime":1955.29,"endTime":1958.162,"body":"offer, oftentimes we'll pass"},{"speaker":"now","startTime":1955.29,"endTime":1958.162,"body":"this because we don't have"},{"speaker":"now","startTime":1958.372,"endTime":1959.902,"body":"enough crews to do them all.\""},{"speaker":"now","startTime":1960.409,"endTime":1962.779,"body":"And then when you have to set"},{"speaker":"now","startTime":1960.409,"endTime":1962.779,"body":"up a conference call or bring"},{"speaker":"now","startTime":1962.779,"endTime":1965.479,"body":"somebody by to look at the"},{"speaker":"now","startTime":1962.779,"endTime":1965.479,"body":"house, it's like the family's"},{"speaker":"now","startTime":1965.479,"endTime":1967.879,"body":"like, oh, this must be one of"},{"speaker":"now","startTime":1965.479,"endTime":1967.879,"body":"the guys he was talking about."},{"speaker":"now","startTime":1967.909,"endTime":1969.019,"body":"He can't get to this deal."},{"speaker":"now","startTime":1969.019,"endTime":1971.979,"body":"So he's going to let one of"},{"speaker":"now","startTime":1969.019,"endTime":1971.979,"body":"his investors have it, but"},{"speaker":"now","startTime":1971.979,"endTime":1974.119,"body":"then you can have pretty"},{"speaker":"now","startTime":1971.979,"endTime":1974.119,"body":"transparent conversations"},{"speaker":"now","startTime":1974.119,"endTime":1976.799,"body":"back and forth with the"},{"speaker":"now","startTime":1974.119,"endTime":1976.799,"body":"wholesaler and with the owner."},{"speaker":"now","startTime":1977.399,"endTime":1979.843,"body":"But if it was set up"},{"speaker":"now","startTime":1977.399,"endTime":1979.843,"body":"differently, sometimes it they"},{"speaker":"now","startTime":1979.843,"endTime":1981.033,"body":"won't let you have contact."},{"speaker":"now","startTime":1981.043,"endTime":1982.033,"body":"Cause they're afraid"},{"speaker":"now","startTime":1981.043,"endTime":1982.033,"body":"it'll blow up."},{"speaker":"now","startTime":1982.294,"endTime":1984.714,"body":"But I would just, the first"},{"speaker":"now","startTime":1982.294,"endTime":1984.714,"body":"thing I would say, what is"},{"speaker":"now","startTime":1984.714,"endTime":1985.914,"body":"the number on your contract?"},{"speaker":"now","startTime":1986.514,"endTime":1988.857,"body":"Like it's you got my word,"},{"speaker":"now","startTime":1986.514,"endTime":1988.857,"body":"I'm not going around you."},{"speaker":"now","startTime":1988.857,"endTime":1991.077,"body":"I'm just trying to figure out"},{"speaker":"now","startTime":1988.857,"endTime":1991.077,"body":"a way to make this deal work."},{"speaker":"now","startTime":1991.107,"endTime":1993.597,"body":"What did you buy it for and"},{"speaker":"now","startTime":1991.107,"endTime":1993.597,"body":"why won't my number work?"},{"speaker":"now","startTime":1994.287,"endTime":1996.754,"body":"And then if, if there's a"},{"speaker":"now","startTime":1994.287,"endTime":1996.754,"body":"spread in there for them,"},{"speaker":"now","startTime":1996.814,"endTime":1999.544,"body":"like maybe they just want to"},{"speaker":"now","startTime":1996.814,"endTime":1999.544,"body":"make 50 grand and with your"},{"speaker":"now","startTime":1999.544,"endTime":2000.793,"body":"offer, they only make 20."},{"speaker":"now","startTime":2000.853,"endTime":2002.993,"body":"But either way, it can"},{"speaker":"now","startTime":2000.853,"endTime":2002.993,"body":"strengthen your relationship"},{"speaker":"now","startTime":2002.993,"endTime":2003.933,"body":"with the wholesaler."},{"speaker":"now","startTime":2003.933,"endTime":2007.004,"body":"You can have a professional"},{"speaker":"now","startTime":2003.933,"endTime":2007.004,"body":"conversation about it, but"},{"speaker":"now","startTime":2007.154,"endTime":2009.344,"body":"it should teach you a little"},{"speaker":"now","startTime":2007.154,"endTime":2009.344,"body":"bit more about what your"},{"speaker":"now","startTime":2009.344,"endTime":2012.314,"body":"roadblock is, but there's"},{"speaker":"now","startTime":2009.344,"endTime":2012.314,"body":"a chance his contract"},{"speaker":"now","startTime":2012.314,"endTime":2013.514,"body":"may not be valid anyways."},{"speaker":"now","startTime":2013.795,"endTime":2014.215,"body":"Right."},{"speaker":"now","startTime":2014.995,"endTime":2016.765,"body":"And I have one other"},{"speaker":"now","startTime":2014.995,"endTime":2016.765,"body":"quick question."},{"speaker":"now","startTime":2017.081,"endTime":2020.394,"body":"I have some friends, two"},{"speaker":"now","startTime":2017.081,"endTime":2020.394,"body":"friends recently passed away"},{"speaker":"now","startTime":2020.394,"endTime":2023.574,"body":"and so I'm reaching out to"},{"speaker":"now","startTime":2020.394,"endTime":2023.574,"body":"their families and letting"},{"speaker":"now","startTime":2023.574,"endTime":2025.261,"body":"them know what I'm doing."},{"speaker":"now","startTime":2025.484,"endTime":2027.254,"body":"And it's awkward,"},{"speaker":"now","startTime":2025.484,"endTime":2027.254,"body":"frankly, because."},{"speaker":"now","startTime":2027.497,"endTime":2030.407,"body":"I don't want to add to their"},{"speaker":"now","startTime":2027.497,"endTime":2030.407,"body":"burden right now and have"},{"speaker":"now","startTime":2030.407,"endTime":2031.337,"body":"them think about things."},{"speaker":"now","startTime":2031.337,"endTime":2033.921,"body":"I don't want them to see me"},{"speaker":"now","startTime":2031.337,"endTime":2033.921,"body":"as an ambulance chaser, but"},{"speaker":"now","startTime":2033.921,"endTime":2036.904,"body":"at the same time, if they're"},{"speaker":"now","startTime":2033.921,"endTime":2036.904,"body":"overwhelmed and they need"},{"speaker":"now","startTime":2036.904,"endTime":2038.884,"body":"some help, I want them to"},{"speaker":"now","startTime":2036.904,"endTime":2038.884,"body":"know that I can help them."},{"speaker":"now","startTime":2038.884,"endTime":2041.517,"body":"So I am reaching out anyway."},{"speaker":"now","startTime":2041.764,"endTime":2045.094,"body":"And, we sound too good to be"},{"speaker":"now","startTime":2041.764,"endTime":2045.094,"body":"true when you try to explain"},{"speaker":"now","startTime":2045.094,"endTime":2048.214,"body":"to somebody what we do, it"},{"speaker":"now","startTime":2045.094,"endTime":2048.214,"body":"sounds too good to be true."},{"speaker":"now","startTime":2048.394,"endTime":2050.55,"body":"And I know in the back"},{"speaker":"now","startTime":2048.394,"endTime":2050.55,"body":"of their mind, they're"},{"speaker":"now","startTime":2050.55,"endTime":2052.41,"body":"thinking what's the catch?"},{"speaker":"now","startTime":2052.477,"endTime":2053.887,"body":"What do you charge for this?"},{"speaker":"now","startTime":2053.947,"endTime":2056.534,"body":"And so how do you"},{"speaker":"now","startTime":2053.947,"endTime":2056.534,"body":"answer that question?"},{"speaker":"now","startTime":2056.684,"endTime":2059.144,"body":"Or how do the people on the"},{"speaker":"now","startTime":2056.684,"endTime":2059.144,"body":"call answer that question"},{"speaker":"now","startTime":2059.144,"endTime":2063.313,"body":"when people pose that what do"},{"speaker":"now","startTime":2059.144,"endTime":2063.313,"body":"you charge for what you do?"},{"speaker":"now","startTime":2063.823,"endTime":2064.873,"body":"Hey, this is Sherry."},{"speaker":"now","startTime":2064.873,"endTime":2066.403,"body":"I know we haven't"},{"speaker":"now","startTime":2064.873,"endTime":2066.403,"body":"talked in a while."},{"speaker":"now","startTime":2066.498,"endTime":2068.038,"body":"It really started"},{"speaker":"now","startTime":2066.498,"endTime":2068.038,"body":"to hear about Frank."},{"speaker":"now","startTime":2068.081,"endTime":2071.037,"body":"I remember the time we went"},{"speaker":"now","startTime":2068.081,"endTime":2071.037,"body":"down to El Paso together and"},{"speaker":"now","startTime":2071.037,"endTime":2072.129,"body":"could shut that bar down."},{"speaker":"now","startTime":2072.198,"endTime":2073.558,"body":"That was a fun weekend, right?"},{"speaker":"now","startTime":2074.743,"endTime":2076.813,"body":"Listen, a lot of my friends"},{"speaker":"now","startTime":2074.743,"endTime":2076.813,"body":"think I'm a drug dealer."},{"speaker":"now","startTime":2076.813,"endTime":2078.533,"body":"They don't really"},{"speaker":"now","startTime":2076.813,"endTime":2078.533,"body":"understand what I do."},{"speaker":"now","startTime":2078.533,"endTime":2079.692,"body":"Because it's so different."},{"speaker":"now","startTime":2079.692,"endTime":2080.952,"body":"Most people have"},{"speaker":"now","startTime":2079.692,"endTime":2080.952,"body":"never heard of it."},{"speaker":"now","startTime":2081.012,"endTime":2084.222,"body":"So I know what you"},{"speaker":"now","startTime":2081.012,"endTime":2084.222,"body":"guys are going through."},{"speaker":"now","startTime":2084.222,"endTime":2086.622,"body":"The reason I know is I've"},{"speaker":"now","startTime":2084.222,"endTime":2086.622,"body":"been helping a lot of other"},{"speaker":"now","startTime":2086.622,"endTime":2088.452,"body":"families that are going"},{"speaker":"now","startTime":2086.622,"endTime":2088.452,"body":"through the same thing."},{"speaker":"now","startTime":2088.902,"endTime":2091.752,"body":"So I'm was known as a"},{"speaker":"now","startTime":2088.902,"endTime":2091.752,"body":"certified probate expert."},{"speaker":"now","startTime":2091.782,"endTime":2093.312,"body":"You've probably"},{"speaker":"now","startTime":2091.782,"endTime":2093.312,"body":"never heard of that."},{"speaker":"now","startTime":2093.356,"endTime":2095.209,"body":"But what it means is"},{"speaker":"now","startTime":2093.356,"endTime":2095.209,"body":"I help families with"},{"speaker":"now","startTime":2095.209,"endTime":2097.759,"body":"any and all aspects of"},{"speaker":"now","startTime":2095.209,"endTime":2097.759,"body":"the probate situation."},{"speaker":"now","startTime":2098.709,"endTime":2101.769,"body":"I'm not going to go any further"},{"speaker":"now","startTime":2098.709,"endTime":2101.769,"body":"than that until you tell me,"},{"speaker":"now","startTime":2101.769,"endTime":2105.219,"body":"Hey, I'd like to learn more or"},{"speaker":"now","startTime":2101.769,"endTime":2105.219,"body":"there you give me a specific"},{"speaker":"now","startTime":2105.219,"endTime":2106.239,"body":"way that I can help you."},{"speaker":"now","startTime":2106.719,"endTime":2109.989,"body":"But I do want to let you know"},{"speaker":"now","startTime":2106.719,"endTime":2109.989,"body":"that I'm not just a realtor."},{"speaker":"now","startTime":2109.989,"endTime":2111.429,"body":"I'm not just an investor."},{"speaker":"now","startTime":2111.489,"endTime":2113.739,"body":"Like there, there's a lot"},{"speaker":"now","startTime":2111.489,"endTime":2113.739,"body":"of things that I do to"},{"speaker":"now","startTime":2113.739,"endTime":2114.789,"body":"help a lot of families."},{"speaker":"now","startTime":2115.329,"endTime":2118.149,"body":"And regardless of how small"},{"speaker":"now","startTime":2115.329,"endTime":2118.149,"body":"or how big, if it's part"},{"speaker":"now","startTime":2118.149,"endTime":2120.459,"body":"of the probate process,"},{"speaker":"now","startTime":2118.149,"endTime":2120.459,"body":"I have an entire team of"},{"speaker":"now","startTime":2120.459,"endTime":2123.748,"body":"people and usually, what"},{"speaker":"now","startTime":2120.459,"endTime":2123.748,"body":"is a mountain to you is"},{"speaker":"now","startTime":2123.748,"endTime":2125.248,"body":"actually a molehill to us."},{"speaker":"now","startTime":2125.492,"endTime":2128.063,"body":"So whenever you're ready"},{"speaker":"now","startTime":2125.492,"endTime":2128.063,"body":"if you need help just"},{"speaker":"now","startTime":2128.063,"endTime":2128.963,"body":"please let me know."},{"speaker":"now","startTime":2129.053,"endTime":2130.072,"body":"And we'll grab lunch."},{"speaker":"now","startTime":2130.072,"endTime":2133.449,"body":"We'll catch up and I can"},{"speaker":"now","startTime":2130.072,"endTime":2133.449,"body":"understand what exactly it is"},{"speaker":"now","startTime":2133.449,"endTime":2135.759,"body":"you need in that moment and"},{"speaker":"now","startTime":2133.449,"endTime":2135.759,"body":"put the right person on it."},{"speaker":"now","startTime":2135.879,"endTime":2136.489,"body":"That sound good?"},{"speaker":"now","startTime":2136.709,"endTime":2137.999,"body":"And you just approach"},{"speaker":"now","startTime":2136.709,"endTime":2137.999,"body":"it like that."},{"speaker":"now","startTime":2138.269,"endTime":2139.169,"body":"So you're not hungry."},{"speaker":"now","startTime":2139.169,"endTime":2141.839,"body":"You're not going after the"},{"speaker":"now","startTime":2139.169,"endTime":2141.839,"body":"real estate, you're not risking"},{"speaker":"now","startTime":2141.839,"endTime":2143.069,"body":"a personal relationship."},{"speaker":"now","startTime":2143.759,"endTime":2147.629,"body":"It's just, they don't expect"},{"speaker":"now","startTime":2143.759,"endTime":2147.629,"body":"you to offer what you do because"},{"speaker":"now","startTime":2147.749,"endTime":2148.889,"body":"who has ever heard of it."},{"speaker":"now","startTime":2148.889,"endTime":2149.189,"body":"Right."},{"speaker":"now","startTime":2149.993,"endTime":2152.393,"body":"A lot of times the personal"},{"speaker":"now","startTime":2149.993,"endTime":2152.393,"body":"representatives are there."},{"speaker":"now","startTime":2152.453,"endTime":2154.823,"body":"They're in this position for"},{"speaker":"now","startTime":2152.453,"endTime":2154.823,"body":"the very first time ever."},{"speaker":"now","startTime":2155.363,"endTime":2158.603,"body":"They think realtors put signs"},{"speaker":"now","startTime":2155.363,"endTime":2158.603,"body":"on yards to make Lexus payments."},{"speaker":"now","startTime":2158.603,"endTime":2160.883,"body":"And they think investors are"},{"speaker":"now","startTime":2158.603,"endTime":2160.883,"body":"a bunch of devils that are"},{"speaker":"now","startTime":2160.883,"endTime":2163.043,"body":"just running around, trying to"},{"speaker":"now","startTime":2160.883,"endTime":2163.043,"body":"steal people's souls and their"},{"speaker":"now","startTime":2163.043,"endTime":2164.363,"body":"checkbook at the same time."},{"speaker":"now","startTime":2165.323,"endTime":2167.003,"body":"It's whatever their"},{"speaker":"now","startTime":2165.323,"endTime":2167.003,"body":"perception is."},{"speaker":"now","startTime":2167.543,"endTime":2170.843,"body":"So it's just presenting again,"},{"speaker":"now","startTime":2167.543,"endTime":2170.843,"body":"differentiate yourself and just"},{"speaker":"now","startTime":2170.843,"endTime":2171.812,"body":"say, listen a lot of people."},{"speaker":"now","startTime":2171.842,"endTime":2174.867,"body":"And I use the joke because"},{"speaker":"now","startTime":2171.842,"endTime":2174.867,"body":"literally my friends and family"},{"speaker":"now","startTime":2174.867,"endTime":2177.447,"body":"don't, even some people, I don't"},{"speaker":"now","startTime":2174.867,"endTime":2177.447,"body":"believe even know what I do."},{"speaker":"now","startTime":2177.462,"endTime":2179.126,"body":"So I just make a joke."},{"speaker":"now","startTime":2179.126,"endTime":2181.625,"body":"Like, my, my family"},{"speaker":"now","startTime":2179.126,"endTime":2181.625,"body":"thinks I'm smuggling."},{"speaker":"now","startTime":2182.235,"endTime":2185.475,"body":"Drugs for the cartel sometimes,"},{"speaker":"now","startTime":2182.235,"endTime":2185.475,"body":"but actually what I'm doing"},{"speaker":"now","startTime":2185.475,"endTime":2187.875,"body":"is I'm they never see me"},{"speaker":"now","startTime":2185.475,"endTime":2187.875,"body":"because I'm so busy helping"},{"speaker":"now","startTime":2187.875,"endTime":2189.165,"body":"families in your position."},{"speaker":"now","startTime":2189.705,"endTime":2192.435,"body":"And that comes with cleaning"},{"speaker":"now","startTime":2189.705,"endTime":2192.435,"body":"out houses, getting things,"},{"speaker":"now","startTime":2192.465,"endTime":2194.955,"body":"getting suitable housing"},{"speaker":"now","startTime":2192.465,"endTime":2194.955,"body":"for surviving family members"},{"speaker":"now","startTime":2195.027,"endTime":2198.057,"body":"using senior moving services,"},{"speaker":"now","startTime":2195.027,"endTime":2198.057,"body":"getting family members into and"},{"speaker":"now","startTime":2198.057,"endTime":2201.131,"body":"to, sometimes public housing"},{"speaker":"now","startTime":2198.057,"endTime":2201.131,"body":"sometimes assisted living."},{"speaker":"now","startTime":2201.131,"endTime":2203.591,"body":"Sometimes even memory care,"},{"speaker":"now","startTime":2201.131,"endTime":2203.591,"body":"we have relationships with"},{"speaker":"now","startTime":2203.591,"endTime":2205.314,"body":"nursing homes, you name it."},{"speaker":"now","startTime":2205.314,"endTime":2208.178,"body":"We've helped in little tiny"},{"speaker":"now","startTime":2205.314,"endTime":2208.178,"body":"ways like helping somebody,"},{"speaker":"now","startTime":2208.243,"endTime":2210.826,"body":"set up a trash can and put"},{"speaker":"now","startTime":2208.243,"endTime":2210.826,"body":"it back the, in the garage."},{"speaker":"now","startTime":2211.276,"endTime":2213.706,"body":"And we've done things all the"},{"speaker":"now","startTime":2211.276,"endTime":2213.706,"body":"way up to partnering with the"},{"speaker":"now","startTime":2213.706,"endTime":2216.646,"body":"family, flipping the house"},{"speaker":"now","startTime":2213.706,"endTime":2216.646,"body":"on their behalf and making"},{"speaker":"now","startTime":2216.646,"endTime":2218.536,"body":"hundreds of thousands of"},{"speaker":"now","startTime":2216.646,"endTime":2218.536,"body":"dollars of equity that the"},{"speaker":"now","startTime":2218.536,"endTime":2219.346,"body":"family wouldn't have had."},{"speaker":"now","startTime":2219.346,"endTime":2221.484,"body":"Otherwise it's everyone"},{"speaker":"now","startTime":2219.346,"endTime":2221.484,"body":"has a thumbprint."},{"speaker":"now","startTime":2221.544,"endTime":2223.674,"body":"We really focus on the"},{"speaker":"now","startTime":2221.544,"endTime":2223.674,"body":"needs of the family."},{"speaker":"now","startTime":2224.064,"endTime":2227.075,"body":"And then we just, we create, we"},{"speaker":"now","startTime":2224.064,"endTime":2227.075,"body":"create the solution right there."},{"speaker":"now","startTime":2227.525,"endTime":2229.825,"body":"So I just wanted to let"},{"speaker":"now","startTime":2227.525,"endTime":2229.825,"body":"you know there's nothing"},{"speaker":"now","startTime":2229.845,"endTime":2232.015,"body":"you have to say right now,"},{"speaker":"now","startTime":2229.845,"endTime":2232.015,"body":"nothing I'm going to ask you"},{"speaker":"now","startTime":2232.015,"endTime":2233.785,"body":"to do right now, other than."},{"speaker":"now","startTime":2234.54,"endTime":2238.74,"body":"Just like, I just want you to"},{"speaker":"now","startTime":2234.54,"endTime":2238.74,"body":"know you're not in this alone."},{"speaker":"now","startTime":2238.77,"endTime":2240.27,"body":"It's going to get overwhelming."},{"speaker":"now","startTime":2240.3,"endTime":2241.47,"body":"You should expect that."},{"speaker":"now","startTime":2241.8,"endTime":2243.49,"body":"But when it does,"},{"speaker":"now","startTime":2241.8,"endTime":2243.49,"body":"please call me."},{"speaker":"now","startTime":2243.71,"endTime":2244.52,"body":"That's perfect."},{"speaker":"now","startTime":2244.91,"endTime":2245.63,"body":"Thanks Chad."},{"speaker":"now","startTime":2245.93,"endTime":2246.2,"body":"Yup."},{"speaker":"now","startTime":2246.64,"endTime":2248.83,"body":"Renee, I love your"},{"speaker":"now","startTime":2246.64,"endTime":2248.83,"body":"hat by the way."},{"speaker":"now","startTime":2249.27,"endTime":2250.02,"body":"Thank you."},{"speaker":"now","startTime":2250.57,"endTime":2253.9,"body":"You can take the girl out of"},{"speaker":"now","startTime":2250.57,"endTime":2253.9,"body":"Virginia, but there you go."},{"speaker":"now","startTime":2254.462,"endTime":2258.452,"body":"I was listening to you, but"},{"speaker":"now","startTime":2254.462,"endTime":2258.452,"body":"then I had a quick detract, I"},{"speaker":"now","startTime":2258.452,"endTime":2259.802,"body":"was distracted for a second."},{"speaker":"now","startTime":2260.162,"endTime":2262.892,"body":"I do want to utilize this"},{"speaker":"now","startTime":2260.162,"endTime":2262.892,"body":"probate lawyer done now a"},{"speaker":"now","startTime":2262.892,"endTime":2265.832,"body":"couple transactions with, to"},{"speaker":"now","startTime":2262.892,"endTime":2265.832,"body":"do this probate checklist."},{"speaker":"now","startTime":2266.082,"endTime":2267.222,"body":"What's actually on this?"},{"speaker":"now","startTime":2267.275,"endTime":2269.405,"body":"If you were her and her"},{"speaker":"now","startTime":2267.275,"endTime":2269.405,"body":"sitting across the table,"},{"speaker":"now","startTime":2269.405,"endTime":2270.695,"body":"how am I pitching this?"},{"speaker":"now","startTime":2270.982,"endTime":2274.885,"body":"So the way I approach it"},{"speaker":"now","startTime":2270.982,"endTime":2274.885,"body":"as, \" listen, Renee, I know"},{"speaker":"now","startTime":2274.913,"endTime":2277.553,"body":"you're a practicing probate"},{"speaker":"now","startTime":2274.913,"endTime":2277.553,"body":"attorney and you must be pretty"},{"speaker":"now","startTime":2277.553,"endTime":2278.483,"body":"damn good at what you do."},{"speaker":"now","startTime":2278.483,"endTime":2280.793,"body":"Cause I see your name all"},{"speaker":"now","startTime":2278.483,"endTime":2280.793,"body":"the time when I'm actually"},{"speaker":"now","startTime":2280.793,"endTime":2281.753,"body":"at the clerk's office."},{"speaker":"now","startTime":2282.083,"endTime":2286.003,"body":"And when I'm, looking for"},{"speaker":"now","startTime":2282.083,"endTime":2286.003,"body":"families to explain what we do."},{"speaker":"now","startTime":2286.004,"endTime":2288.324,"body":"I've got a team of people"},{"speaker":"now","startTime":2286.004,"endTime":2288.324,"body":"here in Los Angeles that"},{"speaker":"now","startTime":2288.334,"endTime":2291.054,"body":"help families going through"},{"speaker":"now","startTime":2288.334,"endTime":2291.054,"body":"probate with everything,"},{"speaker":"now","startTime":2291.054,"endTime":2292.284,"body":"but the legal aspects."},{"speaker":"now","startTime":2292.734,"endTime":2295.764,"body":"And what we're looking for is"},{"speaker":"now","startTime":2292.734,"endTime":2295.764,"body":"to plug in with attorneys who"},{"speaker":"now","startTime":2295.764,"endTime":2298.781,"body":"are already helping with the"},{"speaker":"now","startTime":2295.764,"endTime":2298.781,"body":"legal aspects and providing"},{"speaker":"now","startTime":2298.781,"endTime":2300.131,"body":"all the additional services."},{"speaker":"now","startTime":2300.131,"endTime":2302.981,"body":"So my goal is to bring"},{"speaker":"now","startTime":2300.131,"endTime":2302.981,"body":"more efficiency and a"},{"speaker":"now","startTime":2302.981,"endTime":2305.511,"body":"higher level of service to"},{"speaker":"now","startTime":2302.981,"endTime":2305.511,"body":"your business and my own."},{"speaker":"now","startTime":2305.731,"endTime":2307.691,"body":"Now as part of that,"},{"speaker":"now","startTime":2305.731,"endTime":2307.691,"body":"we market early."},{"speaker":"now","startTime":2307.691,"endTime":2310.421,"body":"We go to the clerk's office,"},{"speaker":"now","startTime":2307.691,"endTime":2310.421,"body":"we get the information, we"},{"speaker":"now","startTime":2310.421,"endTime":2312.821,"body":"reach out through community"},{"speaker":"now","startTime":2310.421,"endTime":2312.821,"body":"Facebook groups, through"},{"speaker":"now","startTime":2312.821,"endTime":2315.941,"body":"direct mail, through phone"},{"speaker":"now","startTime":2312.821,"endTime":2315.941,"body":"calls, and we actually make"},{"speaker":"now","startTime":2315.941,"endTime":2317.201,"body":"people aware of our service."},{"speaker":"now","startTime":2317.634,"endTime":2319.939,"body":"We're not pushy, we're not"},{"speaker":"now","startTime":2317.634,"endTime":2319.939,"body":"presenting ourselves as just"},{"speaker":"now","startTime":2319.939,"endTime":2321.049,"body":"real estate professionals."},{"speaker":"now","startTime":2321.049,"endTime":2324.799,"body":"We are willing to delegate all"},{"speaker":"now","startTime":2321.049,"endTime":2324.799,"body":"of the non real estate work,"},{"speaker":"now","startTime":2324.959,"endTime":2328.379,"body":"but have  all these pre-vetted"},{"speaker":"now","startTime":2324.959,"endTime":2328.379,"body":"professionals who meet our"},{"speaker":"now","startTime":2328.379,"endTime":2332.279,"body":"standards, that we're willing"},{"speaker":"now","startTime":2328.379,"endTime":2332.279,"body":"to stake our reputation on."},{"speaker":"now","startTime":2332.309,"endTime":2333.839,"body":"We've already done that legwork."},{"speaker":"now","startTime":2333.899,"endTime":2336.119,"body":"And I'm sure you have some"},{"speaker":"now","startTime":2333.899,"endTime":2336.119,"body":"of those people already, but"},{"speaker":"now","startTime":2336.509,"endTime":2339.419,"body":"the one that, that I want"},{"speaker":"now","startTime":2336.509,"endTime":2339.419,"body":"to highlight that I haven't"},{"speaker":"now","startTime":2339.419,"endTime":2342.309,"body":"highlighted is a probate"},{"speaker":"now","startTime":2339.419,"endTime":2342.309,"body":"attorney that I can trust"},{"speaker":"now","startTime":2342.309,"endTime":2345.189,"body":"sending families to, who"},{"speaker":"now","startTime":2342.309,"endTime":2345.189,"body":"may be pro se or proper."},{"speaker":"now","startTime":2345.669,"endTime":2348.609,"body":"But also once we finished"},{"speaker":"now","startTime":2345.669,"endTime":2348.609,"body":"the estate, I want to have a"},{"speaker":"now","startTime":2348.609,"endTime":2351.639,"body":"firm that I can send all the"},{"speaker":"now","startTime":2348.609,"endTime":2351.639,"body":"estate planning referrals to,"},{"speaker":"now","startTime":2351.639,"endTime":2354.571,"body":"because if I have my way, I"},{"speaker":"now","startTime":2351.639,"endTime":2354.571,"body":"will only help one generation"},{"speaker":"now","startTime":2354.571,"endTime":2355.741,"body":"of a family in probate..."},{"speaker":"now","startTime":2355.951,"endTime":2358.411,"body":"and from that point on, it"},{"speaker":"now","startTime":2355.951,"endTime":2358.411,"body":"will be trust administration."},{"speaker":"now","startTime":2358.446,"endTime":2359.986,"body":"I got a bit of a favor to ask.."},{"speaker":"now","startTime":2360.07,"endTime":2363.46,"body":"Can we sit down and"},{"speaker":"now","startTime":2360.07,"endTime":2363.46,"body":"co-produce a probate checklist"},{"speaker":"now","startTime":2363.464,"endTime":2367.068,"body":"for Los Angeles county,"},{"speaker":"now","startTime":2363.464,"endTime":2367.068,"body":"where we start with all"},{"speaker":"now","startTime":2367.068,"endTime":2368.768,"body":"of the non-legal things."},{"speaker":"now","startTime":2368.768,"endTime":2371.978,"body":"So like, Choosing a funeral"},{"speaker":"now","startTime":2368.768,"endTime":2371.978,"body":"home verifying the funeral"},{"speaker":"now","startTime":2371.978,"endTime":2375.128,"body":"home, notify social security"},{"speaker":"now","startTime":2371.978,"endTime":2375.128,"body":"to send the death certificate,"},{"speaker":"now","startTime":2375.158,"endTime":2377.288,"body":"getting copies of the death"},{"speaker":"now","startTime":2375.158,"endTime":2377.288,"body":"certificate, all the things"},{"speaker":"now","startTime":2377.288,"endTime":2378.398,"body":"leading up to the probate..."},{"speaker":"now","startTime":2378.565,"endTime":2381.835,"body":"then all of the legal aspects"},{"speaker":"now","startTime":2378.565,"endTime":2381.835,"body":"once probate begins, and then"},{"speaker":"now","startTime":2381.835,"endTime":2384.085,"body":"all the things that need to"},{"speaker":"now","startTime":2381.835,"endTime":2384.085,"body":"happen afterwards to close it."},{"speaker":"now","startTime":2384.408,"endTime":2387.198,"body":"If we can just sit down and take"},{"speaker":"now","startTime":2384.408,"endTime":2387.198,"body":"30 minutes, walk through this"},{"speaker":"now","startTime":2387.438,"endTime":2390.865,"body":"I'll color, everything that's"},{"speaker":"now","startTime":2387.438,"endTime":2390.865,"body":"legal in one color, you can"},{"speaker":"now","startTime":2390.865,"endTime":2394.165,"body":"even choose that and everything"},{"speaker":"now","startTime":2390.865,"endTime":2394.165,"body":"non-legal will be another color."},{"speaker":"now","startTime":2394.555,"endTime":2397.855,"body":"At the bottom, we'll give"},{"speaker":"now","startTime":2394.555,"endTime":2397.855,"body":"you a space on the footer"},{"speaker":"now","startTime":2397.878,"endTime":2401.206,"body":"that says, this is not a"},{"speaker":"now","startTime":2397.878,"endTime":2401.206,"body":"solicitation for legal services."},{"speaker":"now","startTime":2401.206,"endTime":2404.789,"body":"This was provided as a courtesy"},{"speaker":"now","startTime":2401.206,"endTime":2404.789,"body":"by your law firm and the"},{"speaker":"now","startTime":2404.789,"endTime":2405.899,"body":"attorney within your firm."},{"speaker":"now","startTime":2406.082,"endTime":2408.692,"body":"And that will be part of"},{"speaker":"now","startTime":2406.082,"endTime":2408.692,"body":"our digital marketing."},{"speaker":"now","startTime":2408.692,"endTime":2410.162,"body":"It'll be part of"},{"speaker":"now","startTime":2408.692,"endTime":2410.162,"body":"our print marketing."},{"speaker":"now","startTime":2410.222,"endTime":2412.022,"body":"It'll be part of our"},{"speaker":"now","startTime":2410.222,"endTime":2412.022,"body":"phone conversations."},{"speaker":"now","startTime":2412.072,"endTime":2413.922,"body":"We'll even have it,"},{"speaker":"now","startTime":2412.072,"endTime":2413.922,"body":"it'll be downloadable."},{"speaker":"now","startTime":2414.036,"endTime":2416.416,"body":"So even the people we"},{"speaker":"now","startTime":2414.036,"endTime":2416.416,"body":"don't speak to will have"},{"speaker":"now","startTime":2416.416,"endTime":2418.829,"body":"access to this through"},{"speaker":"now","startTime":2416.416,"endTime":2418.829,"body":"our marketing channels."},{"speaker":"now","startTime":2418.919,"endTime":2421.949,"body":"And it doesn't violate the"},{"speaker":"now","startTime":2418.919,"endTime":2421.949,"body":"anti solicitation laws that the"},{"speaker":"now","startTime":2421.949,"endTime":2423.675,"body":"California bar places on you."},{"speaker":"now","startTime":2423.72,"endTime":2426.892,"body":"It's an opportunity for you to"},{"speaker":"now","startTime":2423.72,"endTime":2426.892,"body":"get your name out, and for me"},{"speaker":"now","startTime":2426.892,"endTime":2430.716,"body":"to be able to say, I have an"},{"speaker":"now","startTime":2426.892,"endTime":2430.716,"body":"estate law firm that I truly"},{"speaker":"now","startTime":2430.716,"endTime":2434.886,"body":"trust to handle probates,"},{"speaker":"now","startTime":2430.716,"endTime":2434.886,"body":"that I have as a fiduciary."},{"speaker":"now","startTime":2435.323,"endTime":2437.663,"body":"That word is very important"},{"speaker":"now","startTime":2435.323,"endTime":2437.663,"body":"to me, and I know it is to"},{"speaker":"now","startTime":2437.663,"endTime":2438.953,"body":"you as a legal professional."},{"speaker":"now","startTime":2439.343,"endTime":2440.903,"body":"I view myself as a fiduciary."},{"speaker":"now","startTime":2440.903,"endTime":2443.843,"body":"So it's important that I know"},{"speaker":"now","startTime":2440.903,"endTime":2443.843,"body":"the law firm I send them to"},{"speaker":"now","startTime":2443.933,"endTime":2447.413,"body":"holds up a standard of service"},{"speaker":"now","startTime":2443.933,"endTime":2447.413,"body":"that I expect from myself."},{"speaker":"now","startTime":2447.713,"endTime":2448.773,"body":"Am I in the right place?\""},{"speaker":"now","startTime":2448.993,"endTime":2449.863,"body":"Okay, perfect."},{"speaker":"now","startTime":2450.073,"endTime":2451.603,"body":"So thank you for that checklist."},{"speaker":"now","startTime":2451.603,"endTime":2455.143,"body":"Like if they just are"},{"speaker":"now","startTime":2451.603,"endTime":2455.143,"body":"overwhelmed in their brains,"},{"speaker":"now","startTime":2455.173,"endTime":2456.073,"body":"that's what I'm thinking."},{"speaker":"now","startTime":2456.073,"endTime":2459.133,"body":"Like, what is that checklist"},{"speaker":"now","startTime":2456.073,"endTime":2459.133,"body":"that I'm just asking them?"},{"speaker":"now","startTime":2459.343,"endTime":2462.703,"body":"Like, what do you"},{"speaker":"now","startTime":2459.343,"endTime":2462.703,"body":"expect from the clients?"},{"speaker":"now","startTime":2462.733,"endTime":2465.178,"body":"Like you just said"},{"speaker":"now","startTime":2462.733,"endTime":2465.178,"body":"the death certificate."},{"speaker":"now","startTime":2465.178,"endTime":2466.408,"body":"So all those things."},{"speaker":"now","startTime":2466.718,"endTime":2467.258,"body":"Okay."},{"speaker":"now","startTime":2468.448,"endTime":2471.658,"body":"And I've got to circle"},{"speaker":"now","startTime":2468.448,"endTime":2471.658,"body":"back and get back to this."},{"speaker":"now","startTime":2471.708,"endTime":2474.018,"body":"I've got a house being sold"},{"speaker":"now","startTime":2471.708,"endTime":2474.018,"body":"and the house being, just"},{"speaker":"now","startTime":2474.018,"endTime":2475.218,"body":"finishing on a rebuild."},{"speaker":"now","startTime":2475.218,"endTime":2478.843,"body":"So one of the things that I'm"},{"speaker":"now","startTime":2475.218,"endTime":2478.843,"body":"um, need to finish to provide"},{"speaker":"now","startTime":2478.843,"endTime":2481.243,"body":"to you guys as a piece of"},{"speaker":"now","startTime":2478.843,"endTime":2481.243,"body":"software with this already done."},{"speaker":"now","startTime":2481.457,"endTime":2485.207,"body":"So it's 3,149 county"},{"speaker":"now","startTime":2481.457,"endTime":2485.207,"body":"specific checklist."},{"speaker":"now","startTime":2485.287,"endTime":2488.43,"body":"And we will actually be able"},{"speaker":"now","startTime":2485.287,"endTime":2488.43,"body":"to slap your photo and logo on"},{"speaker":"now","startTime":2488.43,"endTime":2489.69,"body":"it, as well as your attorney."},{"speaker":"now","startTime":2489.69,"endTime":2492.48,"body":"So the offer won't be sit"},{"speaker":"now","startTime":2489.69,"endTime":2492.48,"body":"down and do this work with me."},{"speaker":"now","startTime":2492.48,"endTime":2494.97,"body":"It'll be sit down with me"},{"speaker":"now","startTime":2492.48,"endTime":2494.97,"body":"and agree to this standard"},{"speaker":"now","startTime":2494.97,"endTime":2497.25,"body":"of service and I'll make sure"},{"speaker":"now","startTime":2494.97,"endTime":2497.25,"body":"you're the featured attorney"},{"speaker":"now","startTime":2497.28,"endTime":2500.6,"body":"in our platform that gets given"},{"speaker":"now","startTime":2497.28,"endTime":2500.6,"body":"away to every single, personal"},{"speaker":"now","startTime":2500.6,"endTime":2502.67,"body":"representative, whether they"},{"speaker":"now","startTime":2500.6,"endTime":2502.67,"body":"want to do business with us or"},{"speaker":"now","startTime":2502.67,"endTime":2505.07,"body":"not, we're going to offer them"},{"speaker":"now","startTime":2502.67,"endTime":2505.07,"body":"a free version of the software."},{"speaker":"now","startTime":2505.97,"endTime":2508.37,"body":"So the offer will get"},{"speaker":"now","startTime":2505.97,"endTime":2508.37,"body":"stronger once I have it"},{"speaker":"now","startTime":2508.4,"endTime":2509.82,"body":"prebuilt in software."},{"speaker":"now","startTime":2510.04,"endTime":2511.15,"body":"I just need to finish that."},{"speaker":"now","startTime":2511.66,"endTime":2512.11,"body":"Okay."},{"speaker":"now","startTime":2512.68,"endTime":2514.18,"body":"I want to just add to that."},{"speaker":"now","startTime":2514.21,"endTime":2516.25,"body":"One of the things I've been"},{"speaker":"now","startTime":2514.21,"endTime":2516.25,"body":"doing, so this is more of"},{"speaker":"now","startTime":2516.25,"endTime":2518.26,"body":"an agent thing, but I guess"},{"speaker":"now","startTime":2516.25,"endTime":2518.26,"body":"it doesn't even matter"},{"speaker":"now","startTime":2518.26,"endTime":2520.18,"body":"for those people on the"},{"speaker":"now","startTime":2518.26,"endTime":2520.18,"body":"call that are not agents"},{"speaker":"now","startTime":2520.57,"endTime":2522.37,"body":"is as like a closing gift."},{"speaker":"now","startTime":2522.58,"endTime":2523.0,"body":"Fine."},{"speaker":"now","startTime":2523.0,"endTime":2525.123,"body":"You can bring the bubbly or"},{"speaker":"now","startTime":2523.0,"endTime":2525.123,"body":"whatever, their choice of"},{"speaker":"now","startTime":2525.123,"endTime":2527.853,"body":"beverages and all that kind"},{"speaker":"now","startTime":2525.123,"endTime":2527.853,"body":"of day one for key exchange."},{"speaker":"now","startTime":2528.033,"endTime":2533.193,"body":"But I've been prepaying an hour"},{"speaker":"now","startTime":2528.033,"endTime":2533.193,"body":"of time for the attorney, so"},{"speaker":"now","startTime":2533.193,"endTime":2536.697,"body":"that even if they're a client"},{"speaker":"now","startTime":2533.193,"endTime":2536.697,"body":"that is a young, first time"},{"speaker":"now","startTime":2536.697,"endTime":2539.487,"body":"buyer or whatever, they can at"},{"speaker":"now","startTime":2536.697,"endTime":2539.487,"body":"least have that conversation."},{"speaker":"now","startTime":2539.517,"endTime":2543.057,"body":"And I'm not actually prepaying"},{"speaker":"now","startTime":2539.517,"endTime":2543.057,"body":"it until they actually go."},{"speaker":"now","startTime":2543.207,"endTime":2546.027,"body":"So if you guys are like, well,"},{"speaker":"now","startTime":2543.207,"endTime":2546.027,"body":"I don't have $200 or $500 or"},{"speaker":"now","startTime":2546.027,"endTime":2548.697,"body":"$600 just wait until they go."},{"speaker":"now","startTime":2548.997,"endTime":2552.2,"body":"And that's another nice way to"},{"speaker":"now","startTime":2548.997,"endTime":2552.2,"body":"build a rapport with a attorney"},{"speaker":"now","startTime":2552.2,"endTime":2554.82,"body":"that may not be as busy."},{"speaker":"now","startTime":2554.82,"endTime":2557.704,"body":"Like my gal is a one-off,"},{"speaker":"now","startTime":2554.82,"endTime":2557.704,"body":"she chooses to be a one-off"},{"speaker":"now","startTime":2557.747,"endTime":2559.997,"body":"and she handholds people"},{"speaker":"now","startTime":2557.747,"endTime":2559.997,"body":"through that process."},{"speaker":"now","startTime":2559.997,"endTime":2562.427,"body":"Whereas you can imagine"},{"speaker":"now","startTime":2559.997,"endTime":2562.427,"body":"in Los Angeles There's"},{"speaker":"now","startTime":2562.427,"endTime":2563.897,"body":"a zillion people."},{"speaker":"now","startTime":2563.957,"endTime":2565.757,"body":"You don't even really end"},{"speaker":"now","startTime":2563.957,"endTime":2565.757,"body":"up talking to the attorney."},{"speaker":"now","startTime":2565.757,"endTime":2568.454,"body":"You have all the minions"},{"speaker":"now","startTime":2565.757,"endTime":2568.454,"body":"in there and people can"},{"speaker":"now","startTime":2568.454,"endTime":2569.594,"body":"get lost in the process."},{"speaker":"now","startTime":2569.594,"endTime":2571.503,"body":"So she went in a different"},{"speaker":"now","startTime":2569.594,"endTime":2571.503,"body":"direction and that's"},{"speaker":"now","startTime":2571.503,"endTime":2573.873,"body":"what I would choose"},{"speaker":"now","startTime":2571.503,"endTime":2573.873,"body":"to actually hand off."},{"speaker":"now","startTime":2574.143,"endTime":2575.806,"body":"I don't even care if"},{"speaker":"now","startTime":2574.143,"endTime":2575.806,"body":"they're the number one"},{"speaker":"now","startTime":2575.806,"endTime":2576.976,"body":"probate attorney in LA."},{"speaker":"now","startTime":2577.0,"endTime":2579.309,"body":"I want somebody to have"},{"speaker":"now","startTime":2577.0,"endTime":2579.309,"body":"that experience where they"},{"speaker":"now","startTime":2579.309,"endTime":2581.13,"body":"don't feel like they're"},{"speaker":"now","startTime":2579.309,"endTime":2581.13,"body":"getting lost in the process."},{"speaker":"now","startTime":2581.18,"endTime":2582.56,"body":"Choose your people wisely."},{"speaker":"now","startTime":2582.59,"endTime":2584.544,"body":"And use that as"},{"speaker":"now","startTime":2582.59,"endTime":2584.544,"body":"the closing gift."},{"speaker":"now","startTime":2584.634,"endTime":2587.694,"body":"What, with what Chad said,"},{"speaker":"now","startTime":2584.634,"endTime":2587.694,"body":"you're going to be my last,"},{"speaker":"now","startTime":2587.722,"endTime":2589.705,"body":"family that's ever going"},{"speaker":"now","startTime":2587.722,"endTime":2589.705,"body":"to go through probate or"},{"speaker":"now","startTime":2589.705,"endTime":2591.605,"body":"whatever, be the resource."},{"speaker":"now","startTime":2591.636,"endTime":2593.216,"body":"That's a way to instigate that."},{"speaker":"now","startTime":2593.486,"endTime":2595.226,"body":"So anyway, just want"},{"speaker":"now","startTime":2593.486,"endTime":2595.226,"body":"to throw that in there."},{"speaker":"now","startTime":2595.256,"endTime":2595.586,"body":"Thank you."},{"speaker":"now","startTime":2596.771,"endTime":2597.011,"body":"Yeah."},{"speaker":"now","startTime":2597.011,"endTime":2599.591,"body":"And for those of you who haven't"},{"speaker":"now","startTime":2597.011,"endTime":2599.591,"body":"heard us talk about it before,"},{"speaker":"now","startTime":2599.619,"endTime":2603.859,"body":"if you're walking a steady flow"},{"speaker":"now","startTime":2599.619,"endTime":2603.859,"body":"of estate planning or referrals"},{"speaker":"now","startTime":2603.859,"endTime":2605.509,"body":"to an attorney, you're proud."},{"speaker":"now","startTime":2605.509,"endTime":2608.779,"body":"You're very unlikely to be"},{"speaker":"now","startTime":2605.509,"endTime":2608.779,"body":"invoiced for those hours of time"},{"speaker":"now","startTime":2609.409,"endTime":2612.139,"body":"because that's their, that's"},{"speaker":"now","startTime":2609.409,"endTime":2612.139,"body":"how they run their business."},{"speaker":"now","startTime":2612.235,"endTime":2615.035,"body":"They're there the biggest"},{"speaker":"now","startTime":2612.235,"endTime":2615.035,"body":"reward, the biggest"},{"speaker":"now","startTime":2615.035,"endTime":2617.615,"body":"compliment you can give them"},{"speaker":"now","startTime":2615.035,"endTime":2617.615,"body":"as a qualified referral."},{"speaker":"now","startTime":2618.155,"endTime":2621.245,"body":"So no, not every one is actually"},{"speaker":"now","startTime":2618.155,"endTime":2621.245,"body":"going to move forward, but"},{"speaker":"now","startTime":2621.275,"endTime":2623.375,"body":"hopefully they can at least"},{"speaker":"now","startTime":2621.275,"endTime":2623.375,"body":"get them to write a will."},{"speaker":"now","startTime":2623.433,"endTime":2625.653,"body":"They may not get a trust,"},{"speaker":"now","startTime":2623.433,"endTime":2625.653,"body":"but then you give them"},{"speaker":"now","startTime":2625.653,"endTime":2628.826,"body":"an opportunity to have"},{"speaker":"now","startTime":2625.653,"endTime":2628.826,"body":"someone who's ready, ready."},{"speaker":"now","startTime":2629.636,"endTime":2632.143,"body":"The pain of what they just went"},{"speaker":"now","startTime":2629.636,"endTime":2632.143,"body":"through is fresh in their mind."},{"speaker":"now","startTime":2632.833,"endTime":2636.373,"body":"And they have, they just got"},{"speaker":"now","startTime":2632.833,"endTime":2636.373,"body":"their inheritance distribution"},{"speaker":"now","startTime":2636.373,"endTime":2639.193,"body":"so they can afford to"},{"speaker":"now","startTime":2636.373,"endTime":2639.193,"body":"establish a, an estate plan."},{"speaker":"now","startTime":2639.703,"endTime":2642.883,"body":"So it's unlikely that your"},{"speaker":"now","startTime":2639.703,"endTime":2642.883,"body":"attorneys are going to bill you"},{"speaker":"now","startTime":2642.883,"endTime":2645.823,"body":"very many times when they see"},{"speaker":"now","startTime":2642.883,"endTime":2645.823,"body":"the quality of your referrals."},{"speaker":"now","startTime":2645.913,"endTime":2647.593,"body":"They're going to encourage"},{"speaker":"now","startTime":2645.913,"endTime":2647.593,"body":"you to send as many"},{"speaker":"now","startTime":2647.593,"endTime":2648.905,"body":"damn people as you can."},{"speaker":"now","startTime":2648.905,"endTime":2651.965,"body":"That way, as long as the"},{"speaker":"now","startTime":2648.905,"endTime":2651.965,"body":"referral quality is there"},{"speaker":"now","startTime":2651.965,"endTime":2654.515,"body":"right now, if you're bringing"},{"speaker":"now","startTime":2651.965,"endTime":2654.515,"body":"a parade of people through the"},{"speaker":"now","startTime":2654.515,"endTime":2656.705,"body":"door that are hung hauling,"},{"speaker":"now","startTime":2654.515,"endTime":2656.705,"body":"and didn't really have a true"},{"speaker":"now","startTime":2656.705,"endTime":2658.985,"body":"intent to set up an estate"},{"speaker":"now","startTime":2656.705,"endTime":2658.985,"body":"plan, that's different."},{"speaker":"now","startTime":2659.101,"endTime":2661.321,"body":"But a lot of times you don't"},{"speaker":"now","startTime":2659.101,"endTime":2661.321,"body":"even have to pay because"},{"speaker":"now","startTime":2661.321,"endTime":2662.761,"body":"it's the value is there."},{"speaker":"now","startTime":2662.791,"endTime":2665.225,"body":"And the referral guys, it's"},{"speaker":"now","startTime":2662.791,"endTime":2665.225,"body":"3 59, I'm going to run a"},{"speaker":"now","startTime":2665.225,"endTime":2667.433,"body":"little over, but rich, what"},{"speaker":"now","startTime":2665.225,"endTime":2667.433,"body":"can we help you with today?"},{"speaker":"now","startTime":2667.495,"endTime":2668.845,"body":"Hey, how you doing?"},{"speaker":"now","startTime":2668.89,"endTime":2671.997,"body":"So I just have two questions,"},{"speaker":"now","startTime":2668.89,"endTime":2671.997,"body":"I guess I get to the"},{"speaker":"now","startTime":2671.997,"endTime":2673.407,"body":"most difficult one first."},{"speaker":"now","startTime":2673.492,"endTime":2677.422,"body":"So I got an idea while I"},{"speaker":"now","startTime":2673.492,"endTime":2677.422,"body":"was sitting around in an"},{"speaker":"now","startTime":2677.422,"endTime":2678.262,"body":"office that I have read."},{"speaker":"now","startTime":2679.037,"endTime":2682.444,"body":"Where I noticed there was"},{"speaker":"now","startTime":2679.037,"endTime":2682.444,"body":"a lot of senior citizens"},{"speaker":"now","startTime":2682.444,"endTime":2685.654,"body":"coming in and out there were"},{"speaker":"now","startTime":2682.444,"endTime":2685.654,"body":"in canes or there were being"},{"speaker":"now","startTime":2685.654,"endTime":2688.534,"body":"assisted by someone, but I"},{"speaker":"now","startTime":2685.654,"endTime":2688.534,"body":"realized there's a rehab place."},{"speaker":"now","startTime":2688.594,"endTime":2692.193,"body":"Is there any way we can actually"},{"speaker":"now","startTime":2688.594,"endTime":2692.193,"body":"give businesses like them?"},{"speaker":"now","startTime":2692.193,"endTime":2694.193,"body":"And it's like, I don't know"},{"speaker":"now","startTime":2692.193,"endTime":2694.193,"body":"how to put the question,"},{"speaker":"now","startTime":2694.613,"endTime":2695.423,"body":"but I got the idea."},{"speaker":"now","startTime":2695.423,"endTime":2698.353,"body":"Like maybe I can boost them with"},{"speaker":"now","startTime":2695.423,"endTime":2698.353,"body":"another attorney team up with"},{"speaker":"now","startTime":2698.353,"endTime":2702.343,"body":"an attorney where I can set up"},{"speaker":"now","startTime":2698.353,"endTime":2702.343,"body":"maybe a like a simple webinar or"},{"speaker":"now","startTime":2702.343,"endTime":2706.368,"body":"something like that, regarding,"},{"speaker":"now","startTime":2702.343,"endTime":2706.368,"body":"this is a good example of how"},{"speaker":"now","startTime":2706.368,"endTime":2709.612,"body":"we can use community, Facebook"},{"speaker":"now","startTime":2706.368,"endTime":2709.612,"body":"groups build a community"},{"speaker":"now","startTime":2709.612,"endTime":2712.718,"body":"Facebook group to build a"},{"speaker":"now","startTime":2709.612,"endTime":2712.718,"body":"professional referral network."},{"speaker":"now","startTime":2712.718,"endTime":2714.121,"body":"You're a rehab facility."},{"speaker":"now","startTime":2714.361,"endTime":2716.891,"body":"They can, they're dealing"},{"speaker":"now","startTime":2714.361,"endTime":2716.891,"body":"with seniors who have"},{"speaker":"now","startTime":2716.891,"endTime":2718.031,"body":"health conditions, right?"},{"speaker":"now","startTime":2718.091,"endTime":2722.411,"body":"Who may are more likely"},{"speaker":"now","startTime":2718.091,"endTime":2722.411,"body":"to be forced into a"},{"speaker":"now","startTime":2722.411,"endTime":2723.791,"body":"different living situation."},{"speaker":"now","startTime":2724.391,"endTime":2727.841,"body":"So you can go start at the front"},{"speaker":"now","startTime":2724.391,"endTime":2727.841,"body":"desk and build a relationship."},{"speaker":"now","startTime":2728.021,"endTime":2728.741,"body":"Hey, my name's rich."},{"speaker":"now","startTime":2728.741,"endTime":2731.912,"body":"I felt help a lot of families"},{"speaker":"now","startTime":2728.741,"endTime":2731.912,"body":"through elder care in a state"},{"speaker":"now","startTime":2732.032,"endTime":2733.502,"body":"of state administration."},{"speaker":"now","startTime":2733.922,"endTime":2735.911,"body":"Sometimes that's,"},{"speaker":"now","startTime":2733.922,"endTime":2735.911,"body":"guardianship, sometimes"},{"speaker":"now","startTime":2735.911,"endTime":2738.261,"body":"that's probate, sometimes"},{"speaker":"now","startTime":2735.911,"endTime":2738.261,"body":"that's trust administration."},{"speaker":"now","startTime":2738.261,"endTime":2740.947,"body":"But the bottom line is we've"},{"speaker":"now","startTime":2738.261,"endTime":2740.947,"body":"got a team of people that help"},{"speaker":"now","startTime":2740.947,"endTime":2744.217,"body":"families and that light life"},{"speaker":"now","startTime":2740.947,"endTime":2744.217,"body":"stage and through transitions."},{"speaker":"now","startTime":2745.282,"endTime":2748.072,"body":"We have a community Facebook"},{"speaker":"now","startTime":2745.282,"endTime":2748.072,"body":"group where we have an expert"},{"speaker":"now","startTime":2748.132,"endTime":2751.205,"body":"actually teach or, give"},{"speaker":"now","startTime":2748.132,"endTime":2751.205,"body":"them, give their time to the"},{"speaker":"now","startTime":2751.205,"endTime":2754.14,"body":"public every Wednesday night"},{"speaker":"now","startTime":2751.205,"endTime":2754.14,"body":"from 7:00 PM to 8:00 PM."},{"speaker":"now","startTime":2754.14,"endTime":2756.51,"body":"And I'd liked if you're okay"},{"speaker":"now","startTime":2754.14,"endTime":2756.51,"body":"with it, I'd like to put"},{"speaker":"now","startTime":2756.51,"endTime":2760.89,"body":"this stack of business cards,"},{"speaker":"now","startTime":2756.51,"endTime":2760.89,"body":"other, or the group cards that"},{"speaker":"now","startTime":2760.89,"endTime":2764.28,"body":"actually, when you talk to"},{"speaker":"now","startTime":2760.89,"endTime":2764.28,"body":"somebody who needs someone in"},{"speaker":"now","startTime":2764.28,"endTime":2767.91,"body":"the elder care industry or the"},{"speaker":"now","startTime":2764.28,"endTime":2767.91,"body":"estate planning or a state 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homes,"},{"speaker":"now","startTime":2799.49,"endTime":2802.1,"body":"you can do that in medical"},{"speaker":"now","startTime":2799.49,"endTime":2802.1,"body":"equipment, sales places, you"},{"speaker":"now","startTime":2802.1,"endTime":2804.5,"body":"can do it in rehab facilities."},{"speaker":"now","startTime":2804.5,"endTime":2806.969,"body":"You can give them to nurses"},{"speaker":"now","startTime":2804.5,"endTime":2806.969,"body":"that you know, that are"},{"speaker":"now","startTime":2806.969,"endTime":2810.711,"body":"dealing with families that"},{"speaker":"now","startTime":2806.969,"endTime":2810.711,"body":"are just lost because they"},{"speaker":"now","startTime":2810.711,"endTime":2813.831,"body":"own assets and they can't get"},{"speaker":"now","startTime":2810.711,"endTime":2813.831,"body":"Medicaid to pick up bills."},{"speaker":"now","startTime":2813.831,"endTime":2815.835,"body":"And they're devastated"},{"speaker":"now","startTime":2813.831,"endTime":2815.835,"body":"because they, they need"},{"speaker":"now","startTime":2815.835,"endTime":2816.615,"body":"to sell their house."},{"speaker":"now","startTime":2816.615,"endTime":2817.095,"body":"Anyways."},{"speaker":"now","startTime":2817.125,"endTime":2820.393,"body":"It's anyone who has contact"},{"speaker":"now","startTime":2817.125,"endTime":2820.393,"body":"with the aging population or"},{"speaker":"now","startTime":2820.393,"endTime":2823.333,"body":"people who have experienced"},{"speaker":"now","startTime":2820.393,"endTime":2823.333,"body":"a death in the family, you"},{"speaker":"now","startTime":2823.333,"endTime":2824.503,"body":"can make that offer to them."},{"speaker":"now","startTime":2825.013,"endTime":2827.863,"body":"And this is where I've"},{"speaker":"now","startTime":2825.013,"endTime":2827.863,"body":"got to get to this too."},{"speaker":"now","startTime":2827.893,"endTime":2830.923,"body":"I really 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night"},{"speaker":"now","startTime":2885.302,"endTime":2888.962,"body":"to be able to say that and"},{"speaker":"now","startTime":2885.302,"endTime":2888.962,"body":"have it recorded and available"},{"speaker":"now","startTime":2888.962,"endTime":2890.132,"body":"and evergreen format."},{"speaker":"now","startTime":2890.822,"endTime":2894.134,"body":"So you'll find a class of"},{"speaker":"now","startTime":2890.822,"endTime":2894.134,"body":"professionals that match your"},{"speaker":"now","startTime":2894.144,"endTime":2897.804,"body":"values and every single week,"},{"speaker":"now","startTime":2894.144,"endTime":2897.804,"body":"the group becomes more of a."},{"speaker":"now","startTime":2898.784,"endTime":2901.634,"body":"Because you get more members,"},{"speaker":"now","startTime":2898.784,"endTime":2901.634,"body":"but you get more content for"},{"speaker":"now","startTime":2901.634,"endTime":2902.834,"body":"all the incoming members."},{"speaker":"now","startTime":2903.314,"endTime":2906.32,"body":"So then every time you"},{"speaker":"now","startTime":2903.314,"endTime":2906.32,"body":"see something, that you're"},{"speaker":"now","startTime":2906.32,"endTime":2909.02,"body":"going to be adding members,"},{"speaker":"now","startTime":2906.32,"endTime":2909.02,"body":"adding community members"},{"speaker":"now","startTime":2909.02,"endTime":2912.838,"body":"from, the not the consumers,"},{"speaker":"now","startTime":2909.02,"endTime":2912.838,"body":"you'll be adding them"},{"speaker":"now","startTime":2912.868,"endTime":2914.248,"body":"naturally through the group."},{"speaker":"now","startTime":2914.278,"endTime":2917.338,"body":"They'll be requesting to join"},{"speaker":"now","startTime":2914.278,"endTime":2917.338,"body":"the group, but you should also"},{"speaker":"now","startTime":2917.338,"endTime":2920.338,"body":"keep adding vendors and you"},{"speaker":"now","startTime":2917.338,"endTime":2920.338,"body":"add them as a group admins."},{"speaker":"now","startTime":2920.638,"endTime":2923.008,"body":"So it then comes up in"},{"speaker":"now","startTime":2920.638,"endTime":2923.008,"body":"their feed and they have an"},{"speaker":"now","startTime":2923.008,"endTime":2926.068,"body":"opportunity just like you see"},{"speaker":"now","startTime":2923.008,"endTime":2926.068,"body":"all of us coaching each other,"},{"speaker":"now","startTime":2926.578,"endTime":2930.123,"body":"and students coaching students,"},{"speaker":"now","startTime":2926.578,"endTime":2930.123,"body":"and students that are admins."},{"speaker":"now","startTime":2930.603,"endTime":2933.453,"body":"Like it's the same concept,"},{"speaker":"now","startTime":2930.603,"endTime":2933.453,"body":"like creating the environment."},{"speaker":"now","startTime":2933.453,"endTime":2936.093,"body":"You'd be the one that gets"},{"speaker":"now","startTime":2933.453,"endTime":2936.093,"body":"the social credit for creating"},{"speaker":"now","startTime":2936.093,"endTime":2938.253,"body":"the environment where all"},{"speaker":"now","startTime":2936.093,"endTime":2938.253,"body":"these professionals have a"},{"speaker":"now","startTime":2938.253,"endTime":2940.803,"body":"captive audience of all these"},{"speaker":"now","startTime":2938.253,"endTime":2940.803,"body":"consumers who need help."},{"speaker":"now","startTime":2941.553,"endTime":2944.583,"body":"And you create a trusted"},{"speaker":"now","startTime":2941.553,"endTime":2944.583,"body":"resource for valuable help for."},{"speaker":"now","startTime":2945.588,"endTime":2949.038,"body":"And you create a captive"},{"speaker":"now","startTime":2945.588,"endTime":2949.038,"body":"audience to advertise, to"},{"speaker":"now","startTime":2949.818,"endTime":2952.218,"body":"provide that value market"},{"speaker":"now","startTime":2949.818,"endTime":2952.218,"body":"to, for all your vendors."},{"speaker":"now","startTime":2952.818,"endTime":2954.578,"body":"So  it's an offer of value."},{"speaker":"now","startTime":2954.728,"endTime":2957.008,"body":"It's not like, Hey, when an"},{"speaker":"now","startTime":2954.728,"endTime":2957.008,"body":"old person comes in, could"},{"speaker":"now","startTime":2957.008,"endTime":2958.028,"body":"you send them across the hall?"},{"speaker":"now","startTime":2958.034,"endTime":2960.116,"body":"You're actually giving"},{"speaker":"now","startTime":2958.034,"endTime":2960.116,"body":"them something of value"},{"speaker":"now","startTime":2960.116,"endTime":2961.316,"body":"and it's an opt in."},{"speaker":"now","startTime":2961.346,"endTime":2963.696,"body":"They have a choice whether"},{"speaker":"now","startTime":2961.346,"endTime":2963.696,"body":"they engage with you or not."},{"speaker":"now","startTime":2963.916,"endTime":2964.216,"body":"Okay."},{"speaker":"now","startTime":2964.216,"endTime":2966.734,"body":"The last question was that"},{"speaker":"now","startTime":2964.216,"endTime":2966.734,"body":"when you when you find the roll"},{"speaker":"now","startTime":2966.734,"endTime":2969.847,"body":"out that that course on the"},{"speaker":"now","startTime":2966.734,"endTime":2969.847,"body":"attorneys on the, so I put it"},{"speaker":"now","startTime":2969.847,"endTime":2972.517,"body":"on the back burner just because"},{"speaker":"now","startTime":2969.847,"endTime":2972.517,"body":"the next three weeks of my life"},{"speaker":"now","startTime":2972.547,"endTime":2976.627,"body":"or super-intense I've got to"},{"speaker":"now","startTime":2972.547,"endTime":2976.627,"body":"the next step is to get the"},{"speaker":"now","startTime":2976.837,"endTime":2979.925,"body":"John and the other attorneys"},{"speaker":"now","startTime":2976.837,"endTime":2979.925,"body":"together as a panel, we'll make"},{"speaker":"now","startTime":2979.925,"endTime":2983.73,"body":"some some decisions on, on,"},{"speaker":"now","startTime":2979.925,"endTime":2983.73,"body":"the final curriculum of that."},{"speaker":"now","startTime":2983.738,"endTime":2986.769,"body":"I would like to say that"},{"speaker":"now","startTime":2983.738,"endTime":2986.769,"body":"we will deliver it in July."},{"speaker":"now","startTime":2986.769,"endTime":2987.229,"body":"It's the latest."},{"speaker":"now","startTime":2987.449,"endTime":2991.272,"body":"But I have I've been off more"},{"speaker":"now","startTime":2987.449,"endTime":2991.272,"body":"than I could chew with trying to"},{"speaker":"now","startTime":2992.202,"endTime":2995.517,"body":"do two houses at the same time"},{"speaker":"now","startTime":2992.202,"endTime":2995.517,"body":"and all of this and farming."},{"speaker":"now","startTime":2995.737,"endTime":2997.717,"body":"They've Glenn, how are you, sir?"},{"speaker":"now","startTime":2998.157,"endTime":2998.937,"body":"Hey, doing good."},{"speaker":"now","startTime":2998.937,"endTime":2999.267,"body":"Thanks."},{"speaker":"now","startTime":2999.267,"endTime":2999.987,"body":"How are you doing Chad?"},{"speaker":"now","startTime":3000.737,"endTime":3001.997,"body":"Well, how can we help you?"},{"speaker":"now","startTime":3002.437,"endTime":3003.427,"body":"Hey, got a quick question."},{"speaker":"now","startTime":3003.427,"endTime":3006.846,"body":"I ran across a different"},{"speaker":"now","startTime":3003.427,"endTime":3006.846,"body":"situation that I'm not normally"},{"speaker":"now","startTime":3006.846,"endTime":3008.286,"body":"used to with the attorneys."},{"speaker":"now","startTime":3008.372,"endTime":3012.432,"body":"Most are geared more towards"},{"speaker":"now","startTime":3008.372,"endTime":3012.432,"body":"the estate planning and"},{"speaker":"now","startTime":3012.512,"endTime":3015.877,"body":"looking into trusts and do"},{"speaker":"now","startTime":3012.512,"endTime":3015.877,"body":"probates here and there."},{"speaker":"now","startTime":3016.567,"endTime":3019.883,"body":"I ran into the opposite where"},{"speaker":"now","startTime":3016.567,"endTime":3019.883,"body":"he does a lot of probates, but"},{"speaker":"now","startTime":3020.483,"endTime":3022.223,"body":"does minimal estate planning?"},{"speaker":"now","startTime":3023.198,"endTime":3025.988,"body":"And just wandering,"},{"speaker":"now","startTime":3023.198,"endTime":3025.988,"body":"but he does a will."},{"speaker":"now","startTime":3025.988,"endTime":3029.048,"body":"He suggests the will and"},{"speaker":"now","startTime":3025.988,"endTime":3029.048,"body":"the durable and all those"},{"speaker":"now","startTime":3029.048,"endTime":3032.932,"body":"minimal types of things,"},{"speaker":"now","startTime":3029.048,"endTime":3032.932,"body":"but you said it very rarely"},{"speaker":"now","startTime":3032.932,"endTime":3034.072,"body":"does he ever do trust."},{"speaker":"now","startTime":3034.072,"endTime":3036.952,"body":"So I was just wondering if"},{"speaker":"now","startTime":3034.072,"endTime":3036.952,"body":"there's any other different"},{"speaker":"now","startTime":3036.952,"endTime":3040.846,"body":"way to approach those"},{"speaker":"now","startTime":3036.952,"endTime":3040.846,"body":"types versus your typical"},{"speaker":"now","startTime":3041.236,"endTime":3042.406,"body":"estate planning attorney?"},{"speaker":"now","startTime":3043.456,"endTime":3047.436,"body":"No, I what I've found"},{"speaker":"now","startTime":3043.456,"endTime":3047.436,"body":"like in Virginia, very few"},{"speaker":"now","startTime":3047.436,"endTime":3048.772,"body":"people have a living trust."},{"speaker":"now","startTime":3048.776,"endTime":3051.416,"body":"L very few people have a"},{"speaker":"now","startTime":3048.776,"endTime":3051.416,"body":"will, but the attorneys, we do"},{"speaker":"now","startTime":3051.416,"endTime":3052.676,"body":"estate planning in Virginia."},{"speaker":"now","startTime":3052.676,"endTime":3056.546,"body":"They're seemingly convinced"},{"speaker":"now","startTime":3052.676,"endTime":3056.546,"body":"that a will is good enough."},{"speaker":"now","startTime":3056.622,"endTime":3059.698,"body":"I, I don't really agree"},{"speaker":"now","startTime":3056.622,"endTime":3059.698,"body":"for, especially for higher"},{"speaker":"now","startTime":3059.698,"endTime":3062.814,"body":"net worth individuals, but"},{"speaker":"now","startTime":3059.698,"endTime":3062.814,"body":"there it's, you're, there's"},{"speaker":"now","startTime":3062.814,"endTime":3063.924,"body":"a culture around this."},{"speaker":"now","startTime":3063.924,"endTime":3067.824,"body":"Like obviously the west coast is"},{"speaker":"now","startTime":3063.924,"endTime":3067.824,"body":"the culture is heavily leaning"},{"speaker":"now","startTime":3067.824,"endTime":3071.274,"body":"toward everybody should have a"},{"speaker":"now","startTime":3067.824,"endTime":3071.274,"body":"living trust where on the east"},{"speaker":"now","startTime":3071.274,"endTime":3072.468,"body":"coast it's quite different."},{"speaker":"now","startTime":3072.468,"endTime":3073.757,"body":"You don't see that many at all."},{"speaker":"now","startTime":3073.799,"endTime":3074.759,"body":"You'll see lead counts."},{"speaker":"now","startTime":3074.759,"endTime":3078.329,"body":"Like I always use San"},{"speaker":"now","startTime":3074.759,"endTime":3078.329,"body":"Jose in long island or two"},{"speaker":"now","startTime":3078.419,"endTime":3080.789,"body":"demographically, similar places."},{"speaker":"now","startTime":3081.444,"endTime":3086.454,"body":"Where you have 1.9 million"},{"speaker":"now","startTime":3081.444,"endTime":3086.454,"body":"people roughly in either place."},{"speaker":"now","startTime":3087.084,"endTime":3092.064,"body":"And like in San Jose, you'll"},{"speaker":"now","startTime":3087.084,"endTime":3092.064,"body":"have 20 to 25 probate filings"},{"speaker":"now","startTime":3092.064,"endTime":3095.874,"body":"a month went on long island,"},{"speaker":"now","startTime":3092.064,"endTime":3095.874,"body":"you have two to 300 per month"},{"speaker":"now","startTime":3096.594,"endTime":3098.484,"body":"income levels, demographics."},{"speaker":"now","startTime":3098.5,"endTime":3102.35,"body":"There's a lot of similarities"},{"speaker":"now","startTime":3098.5,"endTime":3102.35,"body":"to population numbers, but it's"},{"speaker":"now","startTime":3102.35,"endTime":3106.602,"body":"way more, the culture on the"},{"speaker":"now","startTime":3102.35,"endTime":3106.602,"body":"west coast is as it's way more"},{"speaker":"now","startTime":3106.602,"endTime":3109.482,"body":"common to have a living trust"},{"speaker":"now","startTime":3106.602,"endTime":3109.482,"body":"than it is on the east coast."},{"speaker":"now","startTime":3110.142,"endTime":3113.262,"body":"So it's not necessarily, you"},{"speaker":"now","startTime":3110.142,"endTime":3113.262,"body":"need to do anything differently."},{"speaker":"now","startTime":3113.262,"endTime":3116.198,"body":"That might just be, the"},{"speaker":"now","startTime":3113.262,"endTime":3116.198,"body":"culture in your area."},{"speaker":"now","startTime":3116.678,"endTime":3119.348,"body":"Like the people aren't used"},{"speaker":"now","startTime":3116.678,"endTime":3119.348,"body":"to, they're not the attorneys"},{"speaker":"now","startTime":3119.348,"endTime":3121.418,"body":"aren't used to getting the"},{"speaker":"now","startTime":3119.348,"endTime":3121.418,"body":"trust business, even though"},{"speaker":"now","startTime":3121.418,"endTime":3122.397,"body":"they would make more money."},{"speaker":"now","startTime":3122.466,"endTime":3123.306,"body":"They're not focused on."},{"speaker":"now","startTime":3123.971,"endTime":3125.693,"body":"That cause they know"},{"speaker":"now","startTime":3123.971,"endTime":3125.693,"body":"they can write wills all"},{"speaker":"now","startTime":3125.693,"endTime":3128.398,"body":"day long and that's what"},{"speaker":"now","startTime":3125.693,"endTime":3128.398,"body":"people want in that market."},{"speaker":"now","startTime":3128.618,"endTime":3132.028,"body":"So the approach isn't really,"},{"speaker":"now","startTime":3128.618,"endTime":3132.028,"body":"what I would do, I would lean"},{"speaker":"now","startTime":3132.028,"endTime":3134.332,"body":"on him and be like, Hey when"},{"speaker":"now","startTime":3132.028,"endTime":3134.332,"body":"you do write a trust, you"},{"speaker":"now","startTime":3134.332,"endTime":3135.592,"body":"make quite a bit more money."},{"speaker":"now","startTime":3135.592,"endTime":3135.892,"body":"Right."},{"speaker":"now","startTime":3135.952,"endTime":3138.035,"body":"And it's like then than a will."},{"speaker":"now","startTime":3138.095,"endTime":3138.455,"body":"Oh yeah."},{"speaker":"now","startTime":3138.485,"endTime":3138.815,"body":"Sure."},{"speaker":"now","startTime":3139.295,"endTime":3142.415,"body":"Well, how about we find a"},{"speaker":"now","startTime":3139.295,"endTime":3142.415,"body":"way that I can steer some"},{"speaker":"now","startTime":3142.415,"endTime":3144.725,"body":"trust business your way,"},{"speaker":"now","startTime":3142.415,"endTime":3144.725,"body":"because I really believe that."},{"speaker":"now","startTime":3144.815,"endTime":3146.625,"body":"And I'm not trying"},{"speaker":"now","startTime":3144.815,"endTime":3146.625,"body":"to give you advice."},{"speaker":"now","startTime":3146.625,"endTime":3149.685,"body":"You're the attorney, but in"},{"speaker":"now","startTime":3146.625,"endTime":3149.685,"body":"mine, my estimation for anyone"},{"speaker":"now","startTime":3149.685,"endTime":3151.755,"body":"with a higher net worth,"},{"speaker":"now","startTime":3149.685,"endTime":3151.755,"body":"they're better off having"},{"speaker":"now","startTime":3151.755,"endTime":3153.435,"body":"a trust than just a will."},{"speaker":"now","startTime":3153.495,"endTime":3153.825,"body":"Right."},{"speaker":"now","startTime":3154.725,"endTime":3155.145,"body":"Okay."},{"speaker":"now","startTime":3155.175,"endTime":3157.605,"body":"So how about I bring"},{"speaker":"now","startTime":3155.175,"endTime":3157.605,"body":"some referrals over here"},{"speaker":"now","startTime":3157.605,"endTime":3160.06,"body":"and you brush off like"},{"speaker":"now","startTime":3157.605,"endTime":3160.06,"body":"brush off your skill set."},{"speaker":"now","startTime":3160.06,"endTime":3161.44,"body":"Let's see if we can"},{"speaker":"now","startTime":3160.06,"endTime":3161.44,"body":"scale your firm."},{"speaker":"now","startTime":3162.37,"endTime":3164.47,"body":"And if they doesn't get excited"},{"speaker":"now","startTime":3162.37,"endTime":3164.47,"body":"about that, you're probably"},{"speaker":"now","startTime":3164.47,"endTime":3165.52,"body":"in the wrong damn place."},{"speaker":"now","startTime":3166.03,"endTime":3168.297,"body":"Right, right, right."},{"speaker":"now","startTime":3168.387,"endTime":3168.807,"body":"Great."},{"speaker":"now","startTime":3169.427,"endTime":3172.254,"body":"See, I was going to ask you too,"},{"speaker":"now","startTime":3169.427,"endTime":3172.254,"body":"is that that kind of mind map,"},{"speaker":"now","startTime":3172.254,"endTime":3174.324,"body":"or I forget the name of the."},{"speaker":"now","startTime":3174.383,"endTime":3175.935,"body":"Software that's"},{"speaker":"now","startTime":3174.383,"endTime":3175.935,"body":"related to Google."},{"speaker":"now","startTime":3175.935,"endTime":3178.785,"body":"I think that you had all put"},{"speaker":"now","startTime":3175.935,"endTime":3178.785,"body":"together, is that available"},{"speaker":"now","startTime":3178.785,"endTime":3180.765,"body":"on the mastery site somewhere?"},{"speaker":"now","startTime":3180.765,"endTime":3183.855,"body":"Or which one is the"},{"speaker":"now","startTime":3180.765,"endTime":3183.855,"body":"one about how my brain"},{"speaker":"now","startTime":3183.915,"endTime":3185.205,"body":"handles the conversation?"},{"speaker":"now","startTime":3185.565,"endTime":3185.925,"body":"Yeah."},{"speaker":"now","startTime":3185.925,"endTime":3189.448,"body":"It's that Venn diagram and it"},{"speaker":"now","startTime":3185.925,"endTime":3189.448,"body":"goes on a different monetize"},{"speaker":"now","startTime":3189.448,"endTime":3190.888,"body":"every real estate conversation."},{"speaker":"now","startTime":3191.098,"endTime":3191.548,"body":"Yeah."},{"speaker":"now","startTime":3191.878,"endTime":3192.208,"body":"Yeah."},{"speaker":"now","startTime":3192.208,"endTime":3196.528,"body":"It's in session two about"},{"speaker":"now","startTime":3192.208,"endTime":3196.528,"body":"midway through session"},{"speaker":"now","startTime":3196.528,"endTime":3198.77,"body":"two, where I show you"},{"speaker":"now","startTime":3196.528,"endTime":3198.77,"body":"how to craft your offer."},{"speaker":"now","startTime":3198.99,"endTime":3201.63,"body":"I actually, it should be"},{"speaker":"now","startTime":3198.99,"endTime":3201.63,"body":"linked in the course there."},{"speaker":"now","startTime":3202.08,"endTime":3202.32,"body":"All right."},{"speaker":"now","startTime":3202.35,"endTime":3202.74,"body":"Perfect."},{"speaker":"now","startTime":3202.74,"endTime":3203.28,"body":"Thank you."},{"speaker":"now","startTime":3203.88,"endTime":3204.12,"body":"Yep."},{"speaker":"now","startTime":3204.56,"endTime":3205.13,"body":"All right."},{"speaker":"now","startTime":3205.57,"endTime":3207.13,"body":"I am 10 minutes late."},{"speaker":"now","startTime":3207.16,"endTime":3207.52,"body":"Hold on."},{"speaker":"now","startTime":3207.52,"endTime":3209.97,"body":"I think that I need"},{"speaker":"now","startTime":3207.52,"endTime":3209.97,"body":"to, Hey, five minutes."},{"speaker":"now","startTime":3210.41,"endTime":3210.86,"body":"Sorry."},{"speaker":"now","startTime":3210.98,"endTime":3212.96,"body":"I was supposed to be at"},{"speaker":"now","startTime":3210.98,"endTime":3212.96,"body":"a contractor meeting 10"},{"speaker":"now","startTime":3212.96,"endTime":3216.033,"body":"minutes ago, but your"},{"speaker":"now","startTime":3212.96,"endTime":3216.033,"body":"last, before he kills me."},{"speaker":"now","startTime":3217.143,"endTime":3217.383,"body":"Okay."},{"speaker":"now","startTime":3217.683,"endTime":3219.033,"body":"So I get it."},{"speaker":"now","startTime":3219.093,"endTime":3220.443,"body":"I've got one of my own going on."},{"speaker":"now","startTime":3220.503,"endTime":3222.775,"body":"So this is more of a"},{"speaker":"now","startTime":3220.503,"endTime":3222.775,"body":"comment and then maybe"},{"speaker":"now","startTime":3222.775,"endTime":3223.855,"body":"a suggestion at the end."},{"speaker":"now","startTime":3224.275,"endTime":3226.425,"body":"So I have a so I"},{"speaker":"now","startTime":3224.275,"endTime":3226.425,"body":"don't do mail outs."},{"speaker":"now","startTime":3226.425,"endTime":3229.215,"body":"I get referrals and I have"},{"speaker":"now","startTime":3226.425,"endTime":3229.215,"body":"a previous client that had."},{"speaker":"now","startTime":3229.23,"endTime":3235.235,"body":"A great niece with a niece"},{"speaker":"now","startTime":3229.23,"endTime":3235.235,"body":"who, so a 35 year old man"},{"speaker":"now","startTime":3235.235,"endTime":3241.025,"body":"died and the sole heir of the"},{"speaker":"now","startTime":3235.235,"endTime":3241.025,"body":"estate is his daughter and"},{"speaker":"now","startTime":3241.115,"endTime":3242.727,"body":"mom and dad weren't married."},{"speaker":"now","startTime":3242.73,"endTime":3245.347,"body":"And we we were told"},{"speaker":"now","startTime":3242.73,"endTime":3245.347,"body":"it was suicide."},{"speaker":"now","startTime":3245.377,"endTime":3247.237,"body":"Now there's a murder"},{"speaker":"now","startTime":3245.377,"endTime":3247.237,"body":"investigation."},{"speaker":"now","startTime":3247.537,"endTime":3250.108,"body":"So this is my first"},{"speaker":"now","startTime":3247.537,"endTime":3250.108,"body":"murder investigation."},{"speaker":"now","startTime":3250.108,"endTime":3255.3,"body":"So it's I just I'm very grateful"},{"speaker":"now","startTime":3250.108,"endTime":3255.3,"body":"that I have the facility"},{"speaker":"now","startTime":3255.3,"endTime":3256.83,"body":"to have the conversations."},{"speaker":"now","startTime":3257.43,"endTime":3259.89,"body":"One of the first things I"},{"speaker":"now","startTime":3257.43,"endTime":3259.89,"body":"said to the family is locked"},{"speaker":"now","startTime":3259.89,"endTime":3264.81,"body":"the house up and sure enough,"},{"speaker":"now","startTime":3259.89,"endTime":3264.81,"body":"whoever's being whoever the"},{"speaker":"now","startTime":3264.81,"endTime":3267.72,"body":"suspect is, was in there"},{"speaker":"now","startTime":3264.81,"endTime":3267.72,"body":"trying to do whatever they"},{"speaker":"now","startTime":3267.72,"endTime":3270.21,"body":"were trying to do in the house"},{"speaker":"now","startTime":3267.72,"endTime":3270.21,"body":"was locked up and secured."},{"speaker":"now","startTime":3270.21,"endTime":3275.28,"body":"So the police department have"},{"speaker":"now","startTime":3270.21,"endTime":3275.28,"body":"asked the family to stay."},{"speaker":"now","startTime":3275.975,"endTime":3280.58,"body":"Meaning not file probate until"},{"speaker":"now","startTime":3275.975,"endTime":3280.58,"body":"they can see what the suspect"},{"speaker":"now","startTime":3280.58,"endTime":3281.55,"body":"is doing with the money."},{"speaker":"now","startTime":3281.62,"endTime":3284.781,"body":"Anyway, so I just, I wanted"},{"speaker":"now","startTime":3281.62,"endTime":3284.781,"body":"to share that could be a"},{"speaker":"now","startTime":3284.781,"endTime":3288.748,"body":"possibility because it never"},{"speaker":"now","startTime":3284.781,"endTime":3288.748,"body":"occurred to me and to the"},{"speaker":"now","startTime":3288.748,"endTime":3291.088,"body":"way it occurs to me for their"},{"speaker":"now","startTime":3288.748,"endTime":3291.088,"body":"real estate, because that is"},{"speaker":"now","startTime":3291.088,"endTime":3292.348,"body":"one of the primary assets."},{"speaker":"now","startTime":3292.368,"endTime":3294.226,"body":"There, there are some"},{"speaker":"now","startTime":3292.368,"endTime":3294.226,"body":"insurance there's no,"},{"speaker":"now","startTime":3294.226,"endTime":3295.996,"body":"will people are reeling."},{"speaker":"now","startTime":3296.005,"endTime":3297.074,"body":"Does a letter of intent."},{"speaker":"now","startTime":3298.234,"endTime":3299.974,"body":"Makes sense in this case."},{"speaker":"now","startTime":3300.544,"endTime":3300.844,"body":"Yeah."},{"speaker":"now","startTime":3301.334,"endTime":3305.252,"body":"I let her LOI, they're only"},{"speaker":"now","startTime":3301.334,"endTime":3305.252,"body":"worth the paper they're written"},{"speaker":"now","startTime":3305.252,"endTime":3307.862,"body":"on, or maybe not even that,"},{"speaker":"now","startTime":3305.252,"endTime":3307.862,"body":"because you wrote in the paper"},{"speaker":"now","startTime":3307.974,"endTime":3311.601,"body":"it doesn't have any other use,"},{"speaker":"now","startTime":3307.974,"endTime":3311.601,"body":"but they're very valuable from"},{"speaker":"now","startTime":3311.601,"endTime":3313.191,"body":"a psychological standpoint."},{"speaker":"now","startTime":3313.341,"endTime":3314.694,"body":"It's we are conditioned."},{"speaker":"now","startTime":3314.694,"endTime":3317.454,"body":"Like if you write, especially"},{"speaker":"now","startTime":3314.694,"endTime":3317.454,"body":"if you write something down,"},{"speaker":"now","startTime":3317.454,"endTime":3320.119,"body":"you're committing to doing that"},{"speaker":"now","startTime":3317.454,"endTime":3320.119,"body":"thing and you can add scary"},{"speaker":"now","startTime":3320.119,"endTime":3322.913,"body":"language to them, but it's"},{"speaker":"now","startTime":3320.119,"endTime":3322.913,"body":"the since you're never gonna,"},{"speaker":"now","startTime":3322.913,"endTime":3324.713,"body":"it's only worth the amount"},{"speaker":"now","startTime":3322.913,"endTime":3324.713,"body":"of money you're willing to"},{"speaker":"now","startTime":3324.713,"endTime":3326.093,"body":"throw at it and lose in court."},{"speaker":"now","startTime":3326.146,"endTime":3328.334,"body":"But usually it doesn't"},{"speaker":"now","startTime":3326.146,"endTime":3328.334,"body":"come down to that."},{"speaker":"now","startTime":3328.364,"endTime":3332.198,"body":"I use LOI as a way to say,"},{"speaker":"now","startTime":3328.364,"endTime":3332.198,"body":"this is just my commitment to"},{"speaker":"now","startTime":3332.198,"endTime":3334.538,"body":"you and yours to me in case"},{"speaker":"now","startTime":3332.198,"endTime":3334.538,"body":"you have to explain it to"},{"speaker":"now","startTime":3334.538,"endTime":3335.994,"body":"anyone else who's not here."},{"speaker":"now","startTime":3335.999,"endTime":3337.589,"body":"Let's go ahead and"},{"speaker":"now","startTime":3335.999,"endTime":3337.589,"body":"put this in writing."},{"speaker":"now","startTime":3337.589,"endTime":3339.727,"body":"So you know that when"},{"speaker":"now","startTime":3337.589,"endTime":3339.727,"body":"the time is right, I'll"},{"speaker":"now","startTime":3339.727,"endTime":3340.627,"body":"be here to serve you."},{"speaker":"now","startTime":3340.657,"endTime":3342.787,"body":"So just write it up"},{"speaker":"now","startTime":3340.657,"endTime":3342.787,"body":"and have it signed."},{"speaker":"now","startTime":3343.537,"endTime":3345.547,"body":"Filing your desk, you file"},{"speaker":"now","startTime":3343.537,"endTime":3345.547,"body":"it in your desk drawer."},{"speaker":"now","startTime":3345.547,"endTime":3349.108,"body":"That's about the, the only"},{"speaker":"now","startTime":3345.547,"endTime":3349.108,"body":"place it's important, but all"},{"speaker":"now","startTime":3349.108,"endTime":3351.448,"body":"it's, you're just getting a"},{"speaker":"now","startTime":3349.108,"endTime":3351.448,"body":"psychological commitment to"},{"speaker":"now","startTime":3351.448,"endTime":3353.168,"body":"live up to the agreement."},{"speaker":"now","startTime":3353.388,"endTime":3357.064,"body":"But yeah, I if there's any"},{"speaker":"now","startTime":3353.388,"endTime":3357.064,"body":"kind of delay, that's the best"},{"speaker":"now","startTime":3357.064,"endTime":3360.244,"body":"thing that you can do is just"},{"speaker":"now","startTime":3357.064,"endTime":3360.244,"body":"get a letter of intent because"},{"speaker":"now","startTime":3360.244,"endTime":3363.034,"body":"in their mind, like they're"},{"speaker":"now","startTime":3360.244,"endTime":3363.034,"body":"neurologically, they're like,"},{"speaker":"now","startTime":3363.034,"endTime":3364.204,"body":"okay, I committed to that."},{"speaker":"now","startTime":3364.204,"endTime":3365.074,"body":"That has to be done."},{"speaker":"now","startTime":3365.074,"endTime":3367.62,"body":"I have to and in order to"},{"speaker":"now","startTime":3365.074,"endTime":3367.62,"body":"maintain my integrity, I have to"},{"speaker":"now","startTime":3367.62,"endTime":3368.91,"body":"do what I say I'm going to do."},{"speaker":"now","startTime":3369.58,"endTime":3370.71,"body":"And then it doesn't"},{"speaker":"now","startTime":3369.58,"endTime":3370.71,"body":"work with everybody."},{"speaker":"now","startTime":3370.71,"endTime":3373.475,"body":"Some people could care"},{"speaker":"now","startTime":3370.71,"endTime":3373.475,"body":"less, but for most people"},{"speaker":"now","startTime":3373.595,"endTime":3375.03,"body":"LOI are good way to re."},{"speaker":"now","startTime":3376.11,"endTime":3377.34,"body":"Stave off competition."},{"speaker":"now","startTime":3378.06,"endTime":3381.15,"body":"Oh, the thing came from,"},{"speaker":"now","startTime":3378.06,"endTime":3381.15,"body":"this is one, one of the two"},{"speaker":"now","startTime":3381.15,"endTime":3385.011,"body":"attorneys that family has"},{"speaker":"now","startTime":3381.15,"endTime":3385.011,"body":"engaged as gave him some really"},{"speaker":"now","startTime":3385.011,"endTime":3386.961,"body":"lousy, real estate advice."},{"speaker":"now","startTime":3386.961,"endTime":3389.451,"body":"And I'm like, okay, so"},{"speaker":"now","startTime":3386.961,"endTime":3389.451,"body":"there's an opportunity."},{"speaker":"now","startTime":3389.533,"endTime":3392.538,"body":"Aside from all the the"},{"speaker":"now","startTime":3389.533,"endTime":3392.538,"body":"fields and the hearts, and"},{"speaker":"now","startTime":3392.538,"endTime":3395.656,"body":"all that things that we"},{"speaker":"now","startTime":3392.538,"endTime":3395.656,"body":"all do they're, they need"},{"speaker":"now","startTime":3395.656,"endTime":3399.156,"body":"help that they need actual"},{"speaker":"now","startTime":3395.656,"endTime":3399.156,"body":"service services provided."},{"speaker":"now","startTime":3399.196,"endTime":3402.816,"body":"So anyway, that's all"},{"speaker":"now","startTime":3399.196,"endTime":3402.816,"body":"I, well, you've got a"},{"speaker":"now","startTime":3402.816,"endTime":3404.976,"body":"beautiful Aussie peeking"},{"speaker":"now","startTime":3402.816,"endTime":3404.976,"body":"over your shoulder there."},{"speaker":"now","startTime":3405.426,"endTime":3407.586,"body":"Tell her we said"},{"speaker":"now","startTime":3405.426,"endTime":3407.586,"body":"hi, I got to run."},{"speaker":"now","startTime":3407.586,"endTime":3407.976,"body":"Yes."},{"speaker":"now","startTime":3408.546,"endTime":3410.316,"body":"Thank you so much"},{"speaker":"now","startTime":3408.546,"endTime":3410.316,"body":"for a great call."},{"speaker":"now","startTime":3410.676,"endTime":3411.756,"body":"We'll see you guys next week."},{"speaker":"now","startTime":3411.756,"endTime":3412.386,"body":"Next Tuesday."}]}