{"version":"1.0.0","segments":[{"startTime":0.0,"endTime":0.51,"body":"Good afternoon."},{"startTime":0.51,"endTime":1.11,"body":"I'm Bill Gross."},{"startTime":1.11,"endTime":4.718,"body":"This is our probate"},{"startTime":1.11,"endTime":4.718,"body":"mastery weekly call."},{"startTime":4.768,"endTime":6.319,"body":"We do this every."},{"startTime":6.535,"endTime":11.367,"body":"Tuesday at noon pacific time"},{"startTime":6.535,"endTime":11.367,"body":"or 3:00 PM where I am today on"},{"startTime":11.367,"endTime":12.868,"body":"the east coast Eastern time."},{"startTime":13.168,"endTime":15.372,"body":"And every time in between,"},{"startTime":13.168,"endTime":15.372,"body":"and then we post it on to"},{"startTime":15.792,"endTime":17.242,"body":"YouTube and other social media."},{"startTime":17.242,"endTime":20.902,"body":"Um, The goal of this program"},{"startTime":17.242,"endTime":20.902,"body":"is really for helping people"},{"startTime":20.902,"endTime":23.229,"body":"who are in the probate"},{"startTime":20.902,"endTime":23.229,"body":"mastery alumni program."},{"startTime":23.534,"endTime":25.418,"body":"The idea is that you're"},{"startTime":23.534,"endTime":25.418,"body":"part of a community and that"},{"startTime":25.418,"endTime":27.068,"body":"we wanna work together and"},{"startTime":25.418,"endTime":27.068,"body":"help each other become more"},{"startTime":27.068,"endTime":30.49,"body":"successful and help each other"},{"startTime":27.068,"endTime":30.49,"body":"sell more houses, or if your"},{"startTime":30.49,"endTime":32.11,"body":"investors buy more houses."},{"startTime":32.11,"endTime":34.49,"body":"Either way, make more income"},{"startTime":32.11,"endTime":34.49,"body":"and build more wealth together."},{"startTime":34.79,"endTime":37.9,"body":"I thought today I'd share"},{"startTime":34.79,"endTime":37.9,"body":"something I'm here at I'm"},{"startTime":37.9,"endTime":39.35,"body":"part of the E XP Realty."},{"startTime":39.562,"endTime":41.362,"body":"And it's our"},{"startTime":39.562,"endTime":41.362,"body":"national convention."},{"startTime":41.498,"endTime":42.368,"body":"That brings me to Orlando."},{"startTime":42.458,"endTime":45.788,"body":"I thought I would share with"},{"startTime":42.458,"endTime":45.788,"body":"you guys a picture that I saw"},{"startTime":45.788,"endTime":48.405,"body":"that kind of explains, I think"},{"startTime":45.788,"endTime":48.405,"body":"the concept where, when I work"},{"startTime":48.405,"endTime":51.437,"body":"with agents and  I'm building"},{"startTime":48.405,"endTime":51.437,"body":"a national team and I end up"},{"startTime":51.437,"endTime":53.717,"body":"coaching agents through probate"},{"startTime":51.437,"endTime":53.717,"body":"mastery, as well as on my"},{"startTime":53.722,"endTime":56.837,"body":"team and also have agents call"},{"startTime":53.722,"endTime":56.837,"body":"me with questions and such."},{"startTime":57.05,"endTime":60.097,"body":"And I think this is the core"},{"startTime":57.05,"endTime":60.097,"body":"where most people get stuck."},{"startTime":60.102,"endTime":61.447,"body":"I wanted to share that today."},{"startTime":62.037,"endTime":65.947,"body":"If I could so share a"},{"startTime":62.037,"endTime":65.947,"body":"screen, and there it is."},{"startTime":66.267,"endTime":66.657,"body":"Okay."},{"startTime":66.897,"endTime":68.397,"body":"So can you guys"},{"startTime":66.897,"endTime":68.397,"body":"see this picture?"},{"startTime":68.747,"endTime":70.607,"body":"So there's four"},{"startTime":68.747,"endTime":70.607,"body":"concentric circles."},{"startTime":70.607,"endTime":72.827,"body":"This was done by Jared Robbins."},{"startTime":73.427,"endTime":74.567,"body":"Who's Tony Robbins."},{"startTime":74.572,"endTime":77.147,"body":"I think oldest son, I"},{"startTime":74.572,"endTime":77.147,"body":"don't was he had a son."},{"startTime":77.887,"endTime":82.768,"body":"But his oldest J head"},{"startTime":77.887,"endTime":82.768,"body":"coach of success coaching,"},{"startTime":82.768,"endTime":85.028,"body":"which is affiliated"},{"startTime":82.768,"endTime":85.028,"body":"with success magazine."},{"startTime":85.028,"endTime":86.558,"body":"For those of you subscribe"},{"startTime":85.028,"endTime":86.558,"body":"to it, which was a great."},{"startTime":87.565,"endTime":91.705,"body":"And he describe the challenge"},{"startTime":87.565,"endTime":91.705,"body":"in sales and building success."},{"startTime":92.092,"endTime":93.712,"body":"And I believe it really,"},{"startTime":92.092,"endTime":93.712,"body":"when I was watching, I said,"},{"startTime":93.712,"endTime":97.882,"body":"this is really the essence"},{"startTime":93.712,"endTime":97.882,"body":"of probate for me, why Chad's"},{"startTime":97.982,"endTime":100.682,"body":"approach to this resonated"},{"startTime":97.982,"endTime":100.682,"body":"to me in a way that other"},{"startTime":100.687,"endTime":101.672,"body":"people's coaching didn't."},{"startTime":101.702,"endTime":103.868,"body":"So it's been kind of hard"},{"startTime":101.702,"endTime":103.868,"body":"to see, but think of four"},{"startTime":103.868,"endTime":107.408,"body":"circles, the inner circle,"},{"startTime":103.868,"endTime":107.408,"body":"the smallest one is self."},{"startTime":107.875,"endTime":109.375,"body":"And the question is"},{"startTime":107.875,"endTime":109.375,"body":"how much do you care?"},{"startTime":109.575,"endTime":111.195,"body":"Well, we only care"},{"startTime":109.575,"endTime":111.195,"body":"about ourself."},{"startTime":111.607,"endTime":112.897,"body":"We're playing a very small game."},{"startTime":113.197,"endTime":114.787,"body":"It's not hard to"},{"startTime":113.197,"endTime":114.787,"body":"play by yourself."},{"startTime":114.94,"endTime":117.25,"body":"Animals only play for"},{"startTime":114.94,"endTime":117.25,"body":"the most part themselves"},{"startTime":117.25,"endTime":118.6,"body":"or maybe their families."},{"startTime":118.93,"endTime":120.04,"body":"That's most real estate agents."},{"startTime":120.04,"endTime":122.977,"body":"That's get me a property, get"},{"startTime":120.04,"endTime":122.977,"body":"me a listing, get me a deal"},{"startTime":123.25,"endTime":124.54,"body":"playing at a small level."},{"startTime":124.807,"endTime":125.647,"body":"The next level."},{"startTime":125.647,"endTime":128.557,"body":"If you care more, you care"},{"startTime":125.647,"endTime":128.557,"body":"about tho yourself and then"},{"startTime":128.917,"endTime":132.817,"body":"those people who serve you now,"},{"startTime":128.917,"endTime":132.817,"body":"I'm not an expert in marriage."},{"startTime":132.817,"endTime":133.835,"body":"We actually have a"},{"startTime":132.817,"endTime":133.835,"body":"guy on the phone."},{"startTime":133.835,"endTime":135.882,"body":"Who's a pastor, but I"},{"startTime":133.835,"endTime":135.882,"body":"can give marriage advice"},{"startTime":135.882,"endTime":137.092,"body":"because I know what not to."},{"startTime":137.59,"endTime":139.617,"body":"Or I know what I'm"},{"startTime":137.59,"endTime":139.617,"body":"supposed to do."},{"startTime":139.617,"endTime":142.707,"body":"I'm not saying I do it, but"},{"startTime":139.617,"endTime":142.707,"body":"I do know about the marriage"},{"startTime":142.707,"endTime":145.497,"body":"is when you were just getting"},{"startTime":142.707,"endTime":145.497,"body":"married, cuz it serves your"},{"startTime":145.497,"endTime":147.357,"body":"needs or your interests."},{"startTime":147.63,"endTime":148.8,"body":"That's a tough marriage."},{"startTime":148.8,"endTime":151.11,"body":"That's a small way"},{"startTime":148.8,"endTime":151.11,"body":"of playing marriage."},{"startTime":151.59,"endTime":154.23,"body":"I'm gonna get married"},{"startTime":151.59,"endTime":154.23,"body":"cuz she makes me happy."},{"startTime":154.26,"endTime":156.93,"body":"I'm get married because she"},{"startTime":154.26,"endTime":156.93,"body":"fulfills me with certain"},{"startTime":156.993,"endTime":160.474,"body":"physical or other ways carrying"},{"startTime":156.993,"endTime":160.474,"body":"on about people who serve you."},{"startTime":160.657,"endTime":162.667,"body":"Caring about your kids"},{"startTime":160.657,"endTime":162.667,"body":"because they serve you."},{"startTime":162.877,"endTime":165.524,"body":"Not because you wanna give to"},{"startTime":162.877,"endTime":165.524,"body":"the kids to help them grow."},{"startTime":165.524,"endTime":169.501,"body":"The third level is caring about"},{"startTime":165.524,"endTime":169.501,"body":"other people in your community,"},{"startTime":169.501,"endTime":172.767,"body":"your family, for example, this"},{"startTime":169.501,"endTime":172.767,"body":"is a higher level of marriage."},{"startTime":173.277,"endTime":176.547,"body":"I care about my wife because"},{"startTime":173.277,"endTime":176.547,"body":"I wanna help another person"},{"startTime":176.644,"endTime":178.744,"body":"go through life and be"},{"startTime":176.644,"endTime":178.744,"body":"successful, or we're one"},{"startTime":178.744,"endTime":181.564,"body":"person that we wanna together"},{"startTime":178.744,"endTime":181.564,"body":"work on the community or the."},{"startTime":182.164,"endTime":184.864,"body":"Or children helping your"},{"startTime":182.164,"endTime":184.864,"body":"children grow up because you"},{"startTime":185.134,"endTime":188.434,"body":"take pride in seeing them grow,"},{"startTime":185.134,"endTime":188.434,"body":"not the way you want them to"},{"startTime":188.434,"endTime":191.704,"body":"stay in your house to serve"},{"startTime":188.434,"endTime":191.704,"body":"you because you wanna build a"},{"startTime":191.854,"endTime":193.264,"body":"better world and future world."},{"startTime":193.544,"endTime":195.554,"body":"And then the higher levels"},{"startTime":193.544,"endTime":195.554,"body":"outside of those people"},{"startTime":195.559,"endTime":196.554,"body":"that even touch you."},{"startTime":196.554,"endTime":198.365,"body":"That's helping your"},{"startTime":196.554,"endTime":198.365,"body":"community, your country."},{"startTime":198.365,"endTime":201.036,"body":"When people serve, like Winston"},{"startTime":198.365,"endTime":201.036,"body":"was a Marine, when people"},{"startTime":201.036,"endTime":204.741,"body":"served in the military, Now,"},{"startTime":201.036,"endTime":204.741,"body":"of course there are, you can"},{"startTime":204.741,"endTime":206.151,"body":"serve cuz you wanna kill people."},{"startTime":206.151,"endTime":209.181,"body":"You can serve because you"},{"startTime":206.151,"endTime":209.181,"body":"wanna work with your 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foreign country."},{"startTime":226.301,"endTime":229.267,"body":"Or refugees or victims"},{"startTime":226.301,"endTime":229.267,"body":"of the military going on."},{"startTime":229.627,"endTime":230.497,"body":"That's the highest level."},{"startTime":230.497,"endTime":232.927,"body":"When we serve other people"},{"startTime":230.497,"endTime":232.927,"body":"who don't even serve us, we"},{"startTime":232.927,"endTime":233.677,"body":"don't even know who they are."},{"startTime":234.164,"endTime":237.734,"body":"And to me, this summarizes"},{"startTime":234.164,"endTime":237.734,"body":"probate done the right way."},{"startTime":238.0,"endTime":241.78,"body":"When agents call me just to look"},{"startTime":238.0,"endTime":241.78,"body":"well, how, what, how do I, what"},{"startTime":241.78,"endTime":245.17,"body":"script they used to get a deal"},{"startTime":241.78,"endTime":245.17,"body":"right away of those four levels?"},{"startTime":245.17,"endTime":246.45,"body":"What level are they focused on?"},{"startTime":246.45,"endTime":246.57,"body":"Self."},{"startTime":246.97,"endTime":248.89,"body":"When you're an investor"},{"startTime":246.97,"endTime":248.89,"body":"just looking to make"},{"startTime":248.89,"endTime":251.852,"body":"money, regardless of how"},{"startTime":248.89,"endTime":251.852,"body":"you treat the seller."},{"startTime":252.452,"endTime":253.622,"body":"What level are you working on?"},{"startTime":253.622,"endTime":256.232,"body":"Level 1, 2, 3, or four."},{"startTime":256.232,"endTime":257.492,"body":"You're on level one, right?"},{"startTime":257.492,"endTime":259.107,"body":"One that's your agent struggle?"},{"startTime":260.037,"endTime":261.207,"body":"That's your investor struggle."},{"startTime":261.927,"endTime":263.937,"body":"If you only help"},{"startTime":261.927,"endTime":263.937,"body":"people help you."},{"startTime":264.537,"endTime":266.487,"body":"It also is a struggle"},{"startTime":264.537,"endTime":266.487,"body":"cause it's really just a"},{"startTime":266.487,"endTime":267.447,"body":"bigger form of yourself."},{"startTime":268.047,"endTime":271.557,"body":"The reason what resonated"},{"startTime":268.047,"endTime":271.557,"body":"for me with probate mastery"},{"startTime":271.587,"endTime":274.91,"body":"and with Chad's coaching was"},{"startTime":271.587,"endTime":274.91,"body":"because now I'm going to find"},{"startTime":274.91,"endTime":276.71,"body":"people who I'm giving value to."},{"startTime":277.52,"endTime":278.72,"body":"Yes, I make money."},{"startTime":278.88,"endTime":282.334,"body":"Of course, I'm not a, I'm"},{"startTime":278.88,"endTime":282.334,"body":"not in this for charity work,"},{"startTime":282.7,"endTime":286.12,"body":"but I'm here to make a fair"},{"startTime":282.7,"endTime":286.12,"body":"fee for fair value created."},{"startTime":286.28,"endTime":288.724,"body":"And by the way, the"},{"startTime":286.28,"endTime":288.724,"body":"more value I create the"},{"startTime":288.724,"endTime":290.194,"body":"higher fee I can charge."},{"startTime":290.54,"endTime":293.247,"body":"So I'm helping people more"},{"startTime":290.54,"endTime":293.247,"body":"along the way, getting help."},{"startTime":294.167,"endTime":295.817,"body":"And then some people"},{"startTime":294.167,"endTime":295.817,"body":"take it another love."},{"startTime":295.817,"endTime":298.097,"body":"I know Chad's traveled to"},{"startTime":295.817,"endTime":298.097,"body":"foreign countries to help"},{"startTime":298.097,"endTime":301.361,"body":"people with the profits,"},{"startTime":298.097,"endTime":301.361,"body":"from his success in business."},{"startTime":301.361,"endTime":303.447,"body":"That's helping other people"},{"startTime":301.361,"endTime":303.447,"body":"in life, but I really"},{"startTime":303.452,"endTime":306.851,"body":"believe in probate, if you"},{"startTime":303.452,"endTime":306.851,"body":"can focus on helping other"},{"startTime":306.971,"endTime":309.741,"body":"people I've said before, my"},{"startTime":306.971,"endTime":309.741,"body":"first coach was Zig Zigler."},{"startTime":309.741,"endTime":311.831,"body":"He said, you have"},{"startTime":309.741,"endTime":311.831,"body":"anything you want in life."},{"startTime":311.861,"endTime":313.961,"body":"If you help enough other"},{"startTime":311.861,"endTime":313.961,"body":"people get what they want."},{"startTime":314.227,"endTime":316.057,"body":"And I believe you can"},{"startTime":314.227,"endTime":316.057,"body":"get off of yourself and"},{"startTime":316.057,"endTime":317.137,"body":"your need for commission."},{"startTime":317.737,"endTime":320.767,"body":"And get into supporting your"},{"startTime":317.737,"endTime":320.767,"body":"family because they deserve"},{"startTime":320.767,"endTime":323.391,"body":"to be supported or get into"},{"startTime":320.767,"endTime":323.391,"body":"supporting your community"},{"startTime":323.421,"endTime":326.121,"body":"or giving money back to your"},{"startTime":323.421,"endTime":326.121,"body":"community, helping other people,"},{"startTime":326.181,"endTime":329.061,"body":"helping that seller out of a"},{"startTime":326.181,"endTime":329.061,"body":"jam by making a fair profit."},{"startTime":329.661,"endTime":332.355,"body":"And I believe in reinvesting"},{"startTime":329.661,"endTime":332.355,"body":"those profits in the world."},{"startTime":332.521,"endTime":334.831,"body":"I believe that if you focus"},{"startTime":332.521,"endTime":334.831,"body":"on those things, if you"},{"startTime":334.831,"endTime":337.921,"body":"noticed who say circles"},{"startTime":334.831,"endTime":337.921,"body":"get bigger, the circle's"},{"startTime":337.921,"endTime":339.751,"body":"bigger, you become bigger."},{"startTime":340.351,"endTime":342.1,"body":"You will grow into that job."},{"startTime":342.151,"endTime":344.881,"body":"And I think that's why typically"},{"startTime":342.151,"endTime":344.881,"body":"when people get married,"},{"startTime":344.881,"endTime":347.604,"body":"they make more money because"},{"startTime":344.881,"endTime":347.604,"body":"they need to make more money."},{"startTime":348.014,"endTime":350.384,"body":"When you help the community,"},{"startTime":348.014,"endTime":350.384,"body":"your income tends to grow."},{"startTime":350.691,"endTime":352.821,"body":"My brother-in-law was"},{"startTime":350.691,"endTime":352.821,"body":"just recently honored by"},{"startTime":352.826,"endTime":356.091,"body":"a huge community dinner,"},{"startTime":352.826,"endTime":356.091,"body":"1200 people paying $500"},{"startTime":356.091,"endTime":357.311,"body":"a ticket to honor him."},{"startTime":357.611,"endTime":361.491,"body":"It was a fundraiser, but"},{"startTime":357.611,"endTime":361.491,"body":"he's made a career out"},{"startTime":361.496,"endTime":363.258,"body":"of serving his community."},{"startTime":363.258,"endTime":365.388,"body":"And as a result, He's"},{"startTime":363.258,"endTime":365.388,"body":"had tremendous business."},{"startTime":365.388,"endTime":368.438,"body":"He's the co-president of"},{"startTime":365.388,"endTime":368.438,"body":"a publicly traded REIT."},{"startTime":369.018,"endTime":372.138,"body":"Makes millions his salary's"},{"startTime":369.018,"endTime":372.138,"body":"public information."},{"startTime":372.138,"endTime":375.378,"body":"He made, he has a salary"},{"startTime":372.138,"endTime":375.378,"body":"of $8 million a year."},{"startTime":375.383,"endTime":377.538,"body":"That's a little more than"},{"startTime":375.383,"endTime":377.538,"body":"I make because he's built a"},{"startTime":377.728,"endTime":379.758,"body":"career serving other people."},{"startTime":379.758,"endTime":382.488,"body":"And along the way, he makes a"},{"startTime":379.758,"endTime":382.488,"body":"lot of money, but he is always"},{"startTime":382.488,"endTime":383.538,"body":"looking to help other people."},{"startTime":383.868,"endTime":386.028,"body":"That's my idea."},{"startTime":386.028,"endTime":389.338,"body":"That's my understanding"},{"startTime":386.028,"endTime":389.338,"body":"of Chad's version"},{"startTime":389.938,"endTime":391.208,"body":"of probate mastery."},{"startTime":391.918,"endTime":393.028,"body":"Yours might be different."},{"startTime":393.028,"endTime":396.838,"body":"You might say to me, Bill, that"},{"startTime":393.028,"endTime":396.838,"body":"all sounds good, but I just"},{"startTime":396.838,"endTime":398.068,"body":"gotta pay the bills right now."},{"startTime":398.068,"endTime":401.278,"body":"And I would say to you, the"},{"startTime":398.068,"endTime":401.278,"body":"fastest way to pay the bills"},{"startTime":401.638,"endTime":405.154,"body":"is find some bigger reason"},{"startTime":401.638,"endTime":405.154,"body":"than just you to pay the bills."},{"startTime":405.754,"endTime":408.274,"body":"Now you might ask me, why"},{"startTime":405.754,"endTime":408.274,"body":"am I talking about mindset?"},{"startTime":408.274,"endTime":411.334,"body":"I just wanna learn how to"},{"startTime":408.274,"endTime":411.334,"body":"list and sell a probate or"},{"startTime":411.334,"endTime":412.654,"body":"buy probate as an investor."},{"startTime":413.614,"endTime":416.844,"body":"And what I'm gonna say to you"},{"startTime":413.614,"endTime":416.844,"body":"is 90% of all transformation"},{"startTime":417.664,"endTime":418.844,"body":"starts with your mindset."},{"startTime":419.138,"endTime":422.188,"body":"If you're at zero and you"},{"startTime":419.138,"endTime":422.188,"body":"wanna get to one a month, it"},{"startTime":422.188,"endTime":424.498,"body":"start, that's a transformation"},{"startTime":422.188,"endTime":424.498,"body":"that starts with your mindset."},{"startTime":425.038,"endTime":426.898,"body":"If you wanna break through"},{"startTime":425.038,"endTime":426.898,"body":"that starts with mindset."},{"startTime":426.928,"endTime":429.058,"body":"Now, if you're up and"},{"startTime":426.928,"endTime":429.058,"body":"running, I run a business."},{"startTime":429.058,"endTime":430.948,"body":"I'm selling properties"},{"startTime":429.058,"endTime":430.948,"body":"and listing properties."},{"startTime":431.118,"endTime":434.028,"body":"I am also on this call to"},{"startTime":431.118,"endTime":434.028,"body":"learn how to do individual"},{"startTime":434.028,"endTime":435.048,"body":"deals along the way."},{"startTime":436.008,"endTime":437.838,"body":"And that's what we're here"},{"startTime":436.008,"endTime":437.838,"body":"to talk about today, but I"},{"startTime":437.838,"endTime":440.628,"body":"wanted to start and share"},{"startTime":437.838,"endTime":440.628,"body":"with you and at least get"},{"startTime":440.628,"endTime":443.778,"body":"recorded what I think is"},{"startTime":440.628,"endTime":443.778,"body":"the fundamental problem."},{"startTime":443.778,"endTime":444.188,"body":"Most people."},{"startTime":444.788,"endTime":447.188,"body":"Which is they're focused"},{"startTime":444.788,"endTime":447.188,"body":"on what's in it for me."},{"startTime":447.488,"endTime":450.668,"body":"And that makes this business"},{"startTime":447.488,"endTime":450.668,"body":"for them very challenging."},{"startTime":450.698,"endTime":453.008,"body":"If you can focus on"},{"startTime":450.698,"endTime":453.008,"body":"how can I help people?"},{"startTime":453.158,"endTime":455.258,"body":"I think you'll find it to"},{"startTime":453.158,"endTime":455.258,"body":"be a much better business."},{"startTime":455.858,"endTime":458.048,"body":"So I have some other"},{"startTime":455.858,"endTime":458.048,"body":"questions to go over to that"},{"startTime":458.048,"endTime":460.032,"body":"we got through our system."},{"startTime":460.192,"endTime":463.182,"body":"But anybody else have any"},{"startTime":460.192,"endTime":463.182,"body":"questions on that or anything"},{"startTime":463.182,"endTime":464.062,"body":"you'd like to add to that?"},{"startTime":464.362,"endTime":465.442,"body":"Does that make sense?"},{"startTime":465.792,"endTime":466.092,"body":"Bill."},{"startTime":466.092,"endTime":467.622,"body":"I agree with you"},{"startTime":466.092,"endTime":467.622,"body":"a hundred percent."},{"startTime":468.052,"endTime":470.261,"body":"You have to go into it"},{"startTime":468.052,"endTime":470.261,"body":"with the right mindset."},{"startTime":470.266,"endTime":472.961,"body":"These are not quick and"},{"startTime":470.266,"endTime":472.961,"body":"easy deals most of the time."},{"startTime":473.591,"endTime":476.081,"body":"And if you're not going"},{"startTime":473.591,"endTime":476.081,"body":"into it to genuinely"},{"startTime":476.081,"endTime":478.871,"body":"help people, if it's just"},{"startTime":476.081,"endTime":478.871,"body":"strictly money related."},{"startTime":479.054,"endTime":480.584,"body":"It's gonna be an uphill battle."},{"startTime":480.734,"endTime":483.257,"body":"So, I think that you're"},{"startTime":480.734,"endTime":483.257,"body":"speaking from experience"},{"startTime":483.257,"endTime":486.002,"body":"and wisdom on that and, you"},{"startTime":483.257,"endTime":486.002,"body":"know, I would use that same"},{"startTime":486.002,"endTime":488.402,"body":"recommendation to anybody"},{"startTime":486.002,"endTime":488.402,"body":"transitioning in the business."},{"startTime":488.722,"endTime":489.442,"body":"Well, fantastic."},{"startTime":489.442,"endTime":491.811,"body":"Well, thank you for I always"},{"startTime":489.442,"endTime":491.811,"body":"like what people agree with"},{"startTime":491.816,"endTime":496.692,"body":"me and I naturally assume"},{"startTime":491.816,"endTime":496.692,"body":"when you really need it."},{"startTime":496.692,"endTime":497.022,"body":"Right?"},{"startTime":497.022,"endTime":498.252,"body":"So thank you so much."},{"startTime":498.852,"endTime":500.682,"body":"Anybody else who disagrees"},{"startTime":498.852,"endTime":500.682,"body":"feel free to disagree?"},{"startTime":500.682,"endTime":501.972,"body":"We can have a"},{"startTime":500.682,"endTime":501.972,"body":"respectful conversation."},{"startTime":502.602,"endTime":503.532,"body":"Winston, you got your hand up."},{"startTime":504.372,"endTime":506.821,"body":"Yeah, I was just gonna"},{"startTime":504.372,"endTime":506.821,"body":"carry on with what the"},{"startTime":506.821,"endTime":509.761,"body":"last gentleman just said,"},{"startTime":506.821,"endTime":509.761,"body":"Zach, I guess is his name."},{"startTime":509.815,"endTime":511.915,"body":"We've both been in business"},{"startTime":509.815,"endTime":511.915,"body":"long enough to know that"},{"startTime":511.915,"endTime":514.555,"body":"we're speaking with people,"},{"startTime":511.915,"endTime":514.555,"body":"whether it's on the phone or"},{"startTime":514.555,"endTime":518.755,"body":"in person, when your heart"},{"startTime":514.555,"endTime":518.755,"body":"and your mind is in the"},{"startTime":518.755,"endTime":521.275,"body":"right place, they can see it."},{"startTime":521.275,"endTime":521.995,"body":"They can feel."},{"startTime":522.705,"endTime":526.815,"body":"It makes doing business in my"},{"startTime":522.705,"endTime":526.815,"body":"so much easier and much more"},{"startTime":526.815,"endTime":527.835,"body":"rewarding in the end too."},{"startTime":528.345,"endTime":529.815,"body":"And that generates"},{"startTime":528.345,"endTime":529.815,"body":"more referrals."},{"startTime":530.715,"endTime":531.105,"body":"Definitely."},{"startTime":532.125,"endTime":532.605,"body":"Well, thank you."},{"startTime":533.215,"endTime":534.045,"body":"You agreed with me as well."},{"startTime":534.615,"endTime":534.945,"body":"Love you."},{"startTime":535.095,"endTime":535.995,"body":"Agree me free."},{"startTime":536.325,"endTime":538.965,"body":"If you agree with me, feel"},{"startTime":536.325,"endTime":538.965,"body":"free to part you with me,"},{"startTime":539.445,"endTime":540.375,"body":"like to hear from you as well."},{"startTime":540.375,"endTime":540.426,"body":"Yeah."},{"startTime":540.487,"endTime":540.667,"body":"Yeah."},{"startTime":540.667,"endTime":540.907,"body":"Bill."},{"startTime":540.907,"endTime":540.997,"body":"Yeah, bill."},{"startTime":541.927,"endTime":542.357,"body":"Hey, Bruce."},{"startTime":542.357,"endTime":545.966,"body":"Yeah, I think maybe once easy"},{"startTime":542.357,"endTime":545.966,"body":"way, this just came to me."},{"startTime":546.566,"endTime":549.176,"body":"When you were explaining"},{"startTime":546.566,"endTime":549.176,"body":"these different tiers, but"},{"startTime":549.176,"endTime":554.202,"body":"basically I think that if you"},{"startTime":549.176,"endTime":554.202,"body":"could recommend someone to"},{"startTime":554.202,"endTime":556.692,"body":"estate planning, cuz there's"},{"startTime":554.202,"endTime":556.692,"body":"a lot of people who just"},{"startTime":556.692,"endTime":559.122,"body":"do not have estate planning"},{"startTime":556.692,"endTime":559.122,"body":"together and some of my past"},{"startTime":559.122,"endTime":560.862,"body":"clients have not had that."},{"startTime":560.862,"endTime":564.162,"body":"So I think that's a good"},{"startTime":560.862,"endTime":564.162,"body":"segue and easy way to kind of"},{"startTime":564.312,"endTime":567.002,"body":"start building up that those"},{"startTime":564.312,"endTime":567.002,"body":"circles because that's really"},{"startTime":567.002,"endTime":569.222,"body":"something that's important"},{"startTime":567.002,"endTime":569.222,"body":"because if somebody dies"},{"startTime":569.227,"endTime":571.715,"body":"and they don't have a will,"},{"startTime":569.227,"endTime":571.715,"body":"it's, we all know it's messy."},{"startTime":572.145,"endTime":572.295,"body":"Yeah."},{"startTime":572.295,"endTime":574.05,"body":"So I think, I think it's"},{"startTime":572.295,"endTime":574.05,"body":"something that people really"},{"startTime":574.05,"endTime":577.26,"body":"need to put together so that"},{"startTime":574.05,"endTime":577.26,"body":"they can avoid that chaos"},{"startTime":577.26,"endTime":578.25,"body":"later for their family."},{"startTime":579.09,"endTime":580.65,"body":"A hundred percent Bruce"},{"startTime":579.09,"endTime":580.65,"body":"that's great insight."},{"startTime":581.053,"endTime":582.58,"body":"And  you know,, Chad"},{"startTime":581.053,"endTime":582.58,"body":"has talked about it and"},{"startTime":582.58,"endTime":583.58,"body":"interviewed some people."},{"startTime":583.58,"endTime":586.803,"body":"I know on my probate I also host"},{"startTime":583.58,"endTime":586.803,"body":"for those, you may not know."},{"startTime":587.193,"endTime":590.283,"body":"I host a probate call"},{"startTime":587.193,"endTime":590.283,"body":"probate weekly.com every"},{"startTime":590.288,"endTime":592.143,"body":"Thursday for PM Pacific."},{"startTime":592.143,"endTime":593.973,"body":"And that's my personal call."},{"startTime":593.973,"endTime":596.583,"body":"This one I'm doing on behalf"},{"startTime":593.973,"endTime":596.583,"body":"of Chad and probate mastery,"},{"startTime":597.093,"endTime":600.31,"body":"but I also interview their"},{"startTime":597.093,"endTime":600.31,"body":"attorneys now again, because"},{"startTime":600.31,"endTime":601.75,"body":"it's my channel there."},{"startTime":602.56,"endTime":603.79,"body":"I do support my own business."},{"startTime":603.79,"endTime":604.96,"body":"So I'm gonna"},{"startTime":603.79,"endTime":604.96,"body":"interview attorneys."},{"startTime":604.96,"endTime":607.364,"body":"I'm trying to, generate business"},{"startTime":604.96,"endTime":607.364,"body":"from and get referrals from."},{"startTime":607.364,"endTime":609.812,"body":"But I also interview attorneys"},{"startTime":607.364,"endTime":609.812,"body":"around the country and I'm"},{"startTime":609.812,"endTime":612.345,"body":"always looking for attorneys in"},{"startTime":609.812,"endTime":612.345,"body":"different states to interview."},{"startTime":612.345,"endTime":614.835,"body":"So I would just say out to"},{"startTime":612.345,"endTime":614.835,"body":"you, if anybody here, if"},{"startTime":614.835,"endTime":616.215,"body":"you have an attorney you'd"},{"startTime":614.835,"endTime":616.215,"body":"like to have interviewed"},{"startTime":616.22,"endTime":617.055,"body":"on that call, let me know."},{"startTime":617.355,"endTime":619.115,"body":"I'm always looking for"},{"startTime":617.355,"endTime":619.115,"body":"more, but Bruce you're"},{"startTime":619.115,"endTime":619.805,"body":"a hundred percent right."},{"startTime":619.835,"endTime":623.965,"body":"Helping your customers avoid"},{"startTime":619.835,"endTime":623.965,"body":"probate by getting an estate"},{"startTime":623.965,"endTime":627.355,"body":"plan, I think is one of the"},{"startTime":623.965,"endTime":627.355,"body":"best things you can do for them."},{"startTime":627.527,"endTime":630.677,"body":"If it generates business to an"},{"startTime":627.527,"endTime":630.677,"body":"estate planning attorney who"},{"startTime":630.677,"endTime":633.719,"body":"in turn refers business to you,"},{"startTime":630.677,"endTime":633.719,"body":"that's just a win, win, right?"},{"startTime":633.719,"endTime":636.659,"body":"The attorney gets business, you"},{"startTime":633.719,"endTime":636.659,"body":"get business at the end, but"},{"startTime":636.664,"endTime":638.549,"body":"more importantly, your customer"},{"startTime":636.664,"endTime":638.549,"body":"avoids probate, which I think"},{"startTime":638.579,"endTime":641.096,"body":"is they'll feel comfortable"},{"startTime":638.579,"endTime":641.096,"body":"and safe and make more money."},{"startTime":641.096,"endTime":641.906,"body":"So thank you for the input."},{"startTime":641.996,"endTime":642.236,"body":"Sure."},{"startTime":642.48,"endTime":642.77,"body":"Okay."},{"startTime":643.76,"endTime":644.75,"body":"Anybody else on that topic?"},{"startTime":645.38,"endTime":647.15,"body":"Just in general, the"},{"startTime":645.38,"endTime":647.15,"body":"mindset, the importance of"},{"startTime":647.15,"endTime":649.553,"body":"mindset, anybody have any"},{"startTime":647.15,"endTime":649.553,"body":"input or insights on that?"},{"startTime":649.853,"endTime":650.903,"body":"We're coming from"},{"startTime":649.853,"endTime":650.903,"body":"being a service."},{"startTime":650.903,"endTime":653.231,"body":"Raise your hand, hit"},{"startTime":650.903,"endTime":653.231,"body":"the chat box on zoom."},{"startTime":653.231,"endTime":656.531,"body":"I hope you guys all know that"},{"startTime":653.231,"endTime":656.531,"body":"there is a Facebook group."},{"startTime":657.131,"endTime":661.041,"body":"It's so funny because when I"},{"startTime":657.131,"endTime":661.041,"body":"talk to agents in my company"},{"startTime":661.041,"endTime":663.381,"body":"regarding to social media,"},{"startTime":661.041,"endTime":663.381,"body":"they think of Facebook as"},{"startTime":663.381,"endTime":665.091,"body":"being so old fashioned."},{"startTime":665.761,"endTime":667.573,"body":"So a couple things I wanna"},{"startTime":665.761,"endTime":667.573,"body":"say is I think that the"},{"startTime":667.573,"endTime":673.513,"body":"Facebook group probate mastery"},{"startTime":667.573,"endTime":673.513,"body":"alumni is a fantastic tool."},{"startTime":673.663,"endTime":677.113,"body":"If you've taken this program,"},{"startTime":673.663,"endTime":677.113,"body":"you have an additional tool"},{"startTime":677.113,"endTime":679.593,"body":"that should continue for"},{"startTime":677.113,"endTime":679.593,"body":"you learning, going on."},{"startTime":680.098,"endTime":682.918,"body":"And agents go in there and"},{"startTime":680.098,"endTime":682.918,"body":"ask questions and we post"},{"startTime":682.918,"endTime":684.958,"body":"this call there and reminders"},{"startTime":682.918,"endTime":684.958,"body":"this call, but then also you"},{"startTime":684.958,"endTime":685.978,"body":"get agents ask questions."},{"startTime":686.308,"endTime":688.048,"body":"So I thought today I would"},{"startTime":686.308,"endTime":688.048,"body":"share some of those questions"},{"startTime":688.053,"endTime":690.628,"body":"on the call today, and we"},{"startTime":688.053,"endTime":690.628,"body":"could talk about them together."},{"startTime":690.628,"endTime":693.898,"body":"The one that came up that I"},{"startTime":690.628,"endTime":693.898,"body":"thought was pre probate leads."},{"startTime":693.961,"endTime":697.801,"body":"Tony asked pre probate leads"},{"startTime":693.961,"endTime":697.801,"body":"versus probate leads, which are"},{"startTime":697.801,"endTime":702.511,"body":"preferred for listings and or"},{"startTime":697.801,"endTime":702.511,"body":"investment opportunities or why."},{"startTime":702.511,"endTime":705.873,"body":"And somebody answered that"},{"startTime":702.511,"endTime":705.873,"body":"they tried the pre-probate."},{"startTime":706.195,"endTime":707.485,"body":"They put a lot of time into it."},{"startTime":707.965,"endTime":712.621,"body":"And at the end they found"},{"startTime":707.965,"endTime":712.621,"body":"it not to be as productive"},{"startTime":712.626,"endTime":713.537,"body":"as you might have thought."},{"startTime":713.549,"endTime":716.364,"body":"And instead came to kind of"},{"startTime":713.549,"endTime":716.364,"body":"reacquaint themselves with the"},{"startTime":716.369,"endTime":718.524,"body":"importance of being of service."},{"startTime":718.641,"endTime":720.921,"body":"So they don't use the"},{"startTime":718.641,"endTime":720.921,"body":"pre-probate leads,"},{"startTime":721.521,"endTime":722.181,"body":"instead probate."},{"startTime":722.211,"endTime":724.249,"body":"So my question, anybody here"},{"startTime":722.211,"endTime":724.249,"body":"on the call anybody have"},{"startTime":724.249,"endTime":725.674,"body":"any personal experience?"},{"startTime":726.084,"endTime":727.489,"body":"Cold calling pre probate leads?"},{"startTime":727.634,"endTime":731.084,"body":"Anybody here on the call"},{"startTime":727.634,"endTime":731.084,"body":"try either call or mail to"},{"startTime":731.084,"endTime":732.698,"body":"pre probate leads can share?"},{"startTime":732.998,"endTime":733.418,"body":"Hey bill."},{"startTime":734.138,"endTime":734.768,"body":"Hey Jessica."},{"startTime":735.308,"endTime":735.938,"body":"Hey, how's it going?"},{"startTime":736.235,"endTime":736.585,"body":"Great."},{"startTime":737.185,"endTime":740.512,"body":"So we make it a practice to"},{"startTime":737.185,"endTime":740.512,"body":"we've started incorporating, I"},{"startTime":740.512,"endTime":743.059,"body":"would say in the last two months"},{"startTime":740.512,"endTime":743.059,"body":"pre probates here and there, not"},{"startTime":743.059,"endTime":747.251,"body":"a ton we're trying to just like"},{"startTime":743.059,"endTime":747.251,"body":"sprinkle them into our database"},{"startTime":747.251,"endTime":748.331,"body":"and who we're working with."},{"startTime":749.0,"endTime":750.935,"body":"The conversation is"},{"startTime":749.0,"endTime":750.935,"body":"a lot more delicate."},{"startTime":751.267,"endTime":755.077,"body":"And what we've found is when"},{"startTime":751.267,"endTime":755.077,"body":"we take this approach, the"},{"startTime":755.077,"endTime":757.816,"body":"whole, coming from a place"},{"startTime":755.077,"endTime":757.816,"body":"of service, we're getting."},{"startTime":758.181,"endTime":761.181,"body":"A much better reception once"},{"startTime":758.181,"endTime":761.181,"body":"they get over that initial"},{"startTime":761.181,"endTime":764.421,"body":"shock of the fact that"},{"startTime":761.181,"endTime":764.421,"body":"we're calling in regards"},{"startTime":764.421,"endTime":765.931,"body":"to someone that they lost."},{"startTime":765.931,"endTime":768.136,"body":"But when they see the value"},{"startTime":765.931,"endTime":768.136,"body":"that we're bringing, they're"},{"startTime":768.136,"endTime":770.328,"body":"really thankful that we've"},{"startTime":768.136,"endTime":770.328,"body":"gotten to them before they"},{"startTime":770.328,"endTime":771.228,"body":"even get to the court."},{"startTime":771.228,"endTime":773.919,"body":"Cuz they don't know about"},{"startTime":771.228,"endTime":773.919,"body":"things like fee waivers and for"},{"startTime":773.919,"endTime":777.314,"body":"whatever reason, attorneys don't"},{"startTime":773.919,"endTime":777.314,"body":"typically tell people about fee"},{"startTime":777.314,"endTime":780.66,"body":"waivers mm-hmm  and then getting"},{"startTime":777.314,"endTime":780.66,"body":"ready for that initial meeting."},{"startTime":780.66,"endTime":784.92,"body":"So I feel like it's less"},{"startTime":780.66,"endTime":784.92,"body":"backtracking than some of the"},{"startTime":784.92,"endTime":787.14,"body":"clients that we're working"},{"startTime":784.92,"endTime":787.14,"body":"with that have hearings coming"},{"startTime":787.145,"endTime":789.72,"body":"up and we're having to help"},{"startTime":787.145,"endTime":789.72,"body":"them make sure they've crossed"},{"startTime":789.72,"endTime":792.06,"body":"all their Ts and dotted their"},{"startTime":789.72,"endTime":792.06,"body":"eyes before their hearing."},{"startTime":792.72,"endTime":795.45,"body":"So it's well received"},{"startTime":792.72,"endTime":795.45,"body":"for the ones that it's"},{"startTime":795.45,"endTime":796.38,"body":"well received for."},{"startTime":796.62,"endTime":798.743,"body":"We have gotten hung up"},{"startTime":796.62,"endTime":798.743,"body":"on we've gotten called"},{"startTime":798.743,"endTime":800.063,"body":"ambulance chasers and that."},{"startTime":800.158,"endTime":801.298,"body":"Yeah, there's gonna be haters."},{"startTime":801.298,"endTime":803.038,"body":"So Jessica, where do"},{"startTime":801.298,"endTime":803.038,"body":"you sell real estate?"},{"startTime":803.638,"endTime":805.378,"body":"So my team actually works."},{"startTime":805.428,"endTime":811.348,"body":"We have nine agents and we cover"},{"startTime":805.428,"endTime":811.348,"body":"San Diego, orange county, LA"},{"startTime":811.618,"endTime":813.898,"body":"Riverside in San Bernardino."},{"startTime":814.798,"endTime":815.098,"body":"Wow."},{"startTime":815.398,"endTime":815.506,"body":"For you?"},{"startTime":815.806,"endTime":816.136,"body":"Yeah."},{"startTime":816.136,"endTime":816.736,"body":"Sounds like you're busy."},{"startTime":817.186,"endTime":817.936,"body":"Yeah, for sure."},{"startTime":817.936,"endTime":822.756,"body":"My dad's been in real estate"},{"startTime":817.936,"endTime":822.756,"body":"for over, I think 46, 47 years."},{"startTime":822.756,"endTime":822.816,"body":"Wow."},{"startTime":823.536,"endTime":826.686,"body":"And the last 35 have"},{"startTime":823.536,"endTime":826.686,"body":"been focused on probate."},{"startTime":826.686,"endTime":827.867,"body":"So who's your father."},{"startTime":827.931,"endTime":828.862,"body":"What's your last name?"},{"startTime":828.862,"endTime":829.832,"body":"name is Jerry Redmond."},{"startTime":830.882,"endTime":831.452,"body":"Oh, wow."},{"startTime":831.528,"endTime":835.008,"body":"Yeah, so he exciting looked"},{"startTime":831.528,"endTime":835.008,"body":"over to eXp from Keller under"},{"startTime":835.008,"endTime":836.594,"body":"me maybe six months ago."},{"startTime":837.064,"endTime":837.274,"body":"Wow."},{"startTime":837.274,"endTime":837.814,"body":"Well welcome."},{"startTime":837.814,"endTime":839.377,"body":"Are you here at the shareholder?"},{"startTime":839.386,"endTime":839.686,"body":"No."},{"startTime":840.046,"endTime":841.966,"body":"I'm driving my kids"},{"startTime":840.046,"endTime":841.966,"body":"for summer right now."},{"startTime":842.896,"endTime":843.436,"body":"very nice."},{"startTime":843.496,"endTime":844.156,"body":"Okay, good."},{"startTime":844.486,"endTime":845.446,"body":"Well, thanks for sharing that."},{"startTime":845.536,"endTime":846.976,"body":"And I think you're one"},{"startTime":845.536,"endTime":846.976,"body":"of the few people..."},{"startTime":847.576,"endTime":849.046,"body":"it's nice to have it,"},{"startTime":847.576,"endTime":849.046,"body":"that I've talked to."},{"startTime":849.046,"endTime":851.086,"body":"That've had success"},{"startTime":849.046,"endTime":851.086,"body":"with pre probate leads."},{"startTime":851.495,"endTime":852.275,"body":"And I think you're right."},{"startTime":852.321,"endTime":854.601,"body":"It, it probably has to do"},{"startTime":852.321,"endTime":854.601,"body":"with their, with the attitude"},{"startTime":854.601,"endTime":857.541,"body":"because they're sold as \"well,"},{"startTime":854.601,"endTime":857.541,"body":"here's where you can jump the"},{"startTime":857.541,"endTime":859.821,"body":"line and get business first!\""},{"startTime":859.821,"endTime":862.041,"body":"And I think that if you"},{"startTime":859.821,"endTime":862.041,"body":"don't have a really solid."},{"startTime":862.457,"endTime":865.857,"body":"Service game to put together"},{"startTime":862.457,"endTime":865.857,"body":"with that, then it can"},{"startTime":865.862,"endTime":868.347,"body":"obviously offend people,"},{"startTime":865.862,"endTime":868.347,"body":"cause difficulty, anybody."},{"startTime":868.677,"endTime":870.627,"body":"And then Jessica, thank you"},{"startTime":868.677,"endTime":870.627,"body":"for sharing that with us"},{"startTime":870.627,"endTime":872.896,"body":"and welcome to your father"},{"startTime":870.627,"endTime":872.896,"body":"joining us at the eXp."},{"startTime":873.006,"endTime":873.486,"body":"How exciting"},{"startTime":873.621,"endTime":876.955,"body":"I think that, I'm the next"},{"startTime":873.621,"endTime":876.955,"body":"question I'm gonna get to is"},{"startTime":876.955,"endTime":879.646,"body":"I don't know what percentage"},{"startTime":876.955,"endTime":879.646,"body":"of agents that buy the"},{"startTime":879.646,"endTime":881.266,"body":"leads actually call them!"},{"startTime":881.616,"endTime":882.696,"body":"This phone call."},{"startTime":882.701,"endTime":885.846,"body":"This zoom call we're doing"},{"startTime":882.701,"endTime":885.846,"body":"is encouraging you to make"},{"startTime":885.851,"endTime":889.416,"body":"the phone calls, but I have"},{"startTime":885.851,"endTime":889.416,"body":"a feeling that sometimes"},{"startTime":889.416,"endTime":892.506,"body":"people pick an area and get"},{"startTime":889.416,"endTime":892.506,"body":"tighter and tighter in that"},{"startTime":893.376,"endTime":895.476,"body":"strategy because they don't"},{"startTime":893.376,"endTime":895.476,"body":"wanna make the phone calls."},{"startTime":895.476,"endTime":897.396,"body":"They're scared to"},{"startTime":895.476,"endTime":897.396,"body":"call the wrong person."},{"startTime":897.396,"endTime":899.036,"body":"You should never be"},{"startTime":897.396,"endTime":899.036,"body":"scared to call anybody."},{"startTime":899.332,"endTime":902.123,"body":"Anybody on the phone is a"},{"startTime":899.332,"endTime":902.123,"body":"contact, but my guess is most"},{"startTime":902.123,"endTime":905.153,"body":"people, even who do the pre"},{"startTime":902.123,"endTime":905.153,"body":"probate, maybe mail postcards"},{"startTime":905.158,"endTime":907.628,"body":"to them but don't actually make"},{"startTime":905.158,"endTime":907.628,"body":"the phone calls and that's gonna"},{"startTime":907.628,"endTime":908.738,"body":"cause you to have a problem."},{"startTime":909.188,"endTime":910.658,"body":"If you don't make the phone"},{"startTime":909.188,"endTime":910.658,"body":"calls, my guess is you"},{"startTime":910.658,"endTime":911.498,"body":"can't get the business."},{"startTime":911.948,"endTime":914.948,"body":"The next time I see from Steven"},{"startTime":911.948,"endTime":914.948,"body":"in the chat box to everybody."},{"startTime":914.948,"endTime":916.958,"body":"So I guess I should feel"},{"startTime":914.948,"endTime":916.958,"body":"comfortable sharing this."},{"startTime":916.963,"endTime":918.458,"body":"Steven says I'm so crazy."},{"startTime":918.463,"endTime":920.888,"body":"I've been sitting on leads"},{"startTime":918.463,"endTime":920.888,"body":"for three weeks and I"},{"startTime":920.888,"endTime":922.328,"body":"haven't made the calls yet."},{"startTime":922.328,"endTime":923.918,"body":"Steven, can you unmute yourself?"},{"startTime":923.946,"endTime":925.583,"body":"And can we just chat about this?"},{"startTime":925.81,"endTime":927.73,"body":"I'll give you a little free"},{"startTime":925.81,"endTime":927.73,"body":"kind of free coaching on this."},{"startTime":927.73,"endTime":928.28,"body":"If you're interested."},{"startTime":928.735,"endTime":929.485,"body":"Yeah, sure."},{"startTime":929.545,"endTime":930.085,"body":"I'm here."},{"startTime":930.135,"endTime":933.407,"body":"I'll tell you, I'm kind of, I"},{"startTime":930.135,"endTime":933.407,"body":"guess, just researching a lot."},{"startTime":933.413,"endTime":936.145,"body":"And what's crazy is,"},{"startTime":933.413,"endTime":936.145,"body":"I can make cold calls"},{"startTime":936.235,"endTime":937.345,"body":"like I have in the past."},{"startTime":937.345,"endTime":938.345,"body":"FSBOs, expireds."},{"startTime":938.365,"endTime":939.445,"body":"I do a lot of mobile homes."},{"startTime":939.475,"endTime":942.565,"body":"Have no problem talking to"},{"startTime":939.475,"endTime":942.565,"body":"those people or park managers."},{"startTime":942.714,"endTime":946.164,"body":"I, I really don't have like"},{"startTime":942.714,"endTime":946.164,"body":"call reluctance, but this"},{"startTime":946.169,"endTime":948.624,"body":"feels so very different from"},{"startTime":946.169,"endTime":948.624,"body":"everything else I've done."},{"startTime":948.624,"endTime":951.709,"body":"I feel I guess how do you say"},{"startTime":948.624,"endTime":951.709,"body":"just like really ignorant on it."},{"startTime":951.949,"endTime":954.169,"body":"And I've even called like"},{"startTime":951.949,"endTime":954.169,"body":"some old folks homes."},{"startTime":954.169,"endTime":957.077,"body":"I've actually had a couple"},{"startTime":954.169,"endTime":957.077,"body":"of um, 55 plus deals where"},{"startTime":957.077,"endTime":958.907,"body":"they moved someone into"},{"startTime":957.077,"endTime":958.907,"body":"hospice and they had to"},{"startTime":958.907,"endTime":960.137,"body":"sell the dad's house."},{"startTime":960.557,"endTime":964.7,"body":"And I had one where they moved"},{"startTime":960.557,"endTime":964.7,"body":"the dad into the daughter's"},{"startTime":964.7,"endTime":966.23,"body":"house and then sold us duplex."},{"startTime":966.68,"endTime":968.36,"body":"But those were kind"},{"startTime":966.68,"endTime":968.36,"body":"of just by accident."},{"startTime":969.35,"endTime":969.65,"body":"Right."},{"startTime":969.68,"endTime":971.3,"body":"You're gonna, if you're"},{"startTime":969.68,"endTime":971.3,"body":"making phone calls, you're"},{"startTime":971.3,"endTime":972.44,"body":"gonna get those, right?"},{"startTime":972.75,"endTime":973.04,"body":"Yeah."},{"startTime":973.13,"endTime":975.83,"body":"If you're calling expireds"},{"startTime":973.13,"endTime":975.83,"body":"or cold calling or any"},{"startTime":975.83,"endTime":978.5,"body":"other format of dialing,"},{"startTime":975.83,"endTime":978.5,"body":"you will occasionally get"},{"startTime":978.92,"endTime":979.91,"body":"just about everything."},{"startTime":979.97,"endTime":982.01,"body":"Just mathematically speaking."},{"startTime":982.01,"endTime":985.88,"body":"You're bound to get somebody"},{"startTime":982.01,"endTime":985.88,"body":"who's father died yesterday."},{"startTime":985.94,"endTime":988.61,"body":"I've had that happen,"},{"startTime":985.94,"endTime":988.61,"body":"just cold calling."},{"startTime":988.61,"endTime":988.94,"body":"Right?"},{"startTime":988.94,"endTime":991.76,"body":"If you call enough people,"},{"startTime":988.94,"endTime":991.76,"body":"I used to call 40 people a"},{"startTime":991.76,"endTime":993.17,"body":"day, was my contact call."},{"startTime":993.62,"endTime":994.64,"body":"You're bound to talk to those."},{"startTime":994.64,"endTime":995.09,"body":"Correct."},{"startTime":995.09,"endTime":995.93,"body":"Mm-hmm."},{"startTime":996.845,"endTime":998.735,"body":"And you're bound to talk"},{"startTime":996.845,"endTime":998.735,"body":"to people in 55 and up"},{"startTime":998.735,"endTime":1000.815,"body":"housing situations and"},{"startTime":998.735,"endTime":1000.815,"body":"maybe they're having,"},{"startTime":1000.875,"endTime":1001.865,"body":"they have terminal cancer."},{"startTime":1002.105,"endTime":1004.805,"body":"You're gonna get some of"},{"startTime":1002.105,"endTime":1004.805,"body":"those accidentally, you get"},{"startTime":1004.805,"endTime":1007.546,"body":"all kinds of stuff, randomly"},{"startTime":1004.805,"endTime":1007.546,"body":"when you make phone calls."},{"startTime":1007.546,"endTime":1010.486,"body":"But the question is why do"},{"startTime":1007.546,"endTime":1010.486,"body":"you buy the leads and not"},{"startTime":1010.486,"endTime":1011.326,"body":"make those phone calls?"},{"startTime":1011.362,"endTime":1011.457,"body":"think"},{"startTime":1011.757,"endTime":1014.356,"body":"what I think through it,"},{"startTime":1011.757,"endTime":1014.356,"body":"and I try to imagine it part"},{"startTime":1014.356,"endTime":1015.466,"body":"of it's the vendor list."},{"startTime":1015.646,"endTime":1017.956,"body":"It's really hard for"},{"startTime":1015.646,"endTime":1017.956,"body":"me to get contractors."},{"startTime":1018.961,"endTime":1020.521,"body":"That you that I trust."},{"startTime":1020.521,"endTime":1022.861,"body":"And I feel like I have"},{"startTime":1020.521,"endTime":1022.861,"body":"to have that since that's"},{"startTime":1022.861,"endTime":1025.545,"body":"like one of the options"},{"startTime":1022.861,"endTime":1025.545,"body":"we really have to present."},{"startTime":1026.115,"endTime":1029.277,"body":"And just in general, those are"},{"startTime":1026.115,"endTime":1029.277,"body":"hard people to find people in"},{"startTime":1029.277,"endTime":1032.937,"body":"trade contractors, even like a"},{"startTime":1029.277,"endTime":1032.937,"body":"plumber lawn care, that stuff"},{"startTime":1032.937,"endTime":1034.437,"body":"is really hard to get out here."},{"startTime":1034.827,"endTime":1036.538,"body":"I mean, if you do find"},{"startTime":1034.827,"endTime":1036.538,"body":"someone reputable, they"},{"startTime":1036.657,"endTime":1038.047,"body":"can't do anything for"},{"startTime":1036.657,"endTime":1038.047,"body":"two or three months."},{"startTime":1038.347,"endTime":1038.977,"body":"Where's out here."},{"startTime":1038.977,"endTime":1039.457,"body":"Where do you sell real?"},{"startTime":1040.162,"endTime":1041.182,"body":"Salt lake city, Utah."},{"startTime":1041.932,"endTime":1042.202,"body":"Great."},{"startTime":1042.472,"endTime":1044.152,"body":"So let me give you"},{"startTime":1042.472,"endTime":1044.152,"body":"guys all a clue."},{"startTime":1044.692,"endTime":1046.402,"body":"Don't wait till you"},{"startTime":1044.692,"endTime":1046.402,"body":"have your vendor list to"},{"startTime":1046.402,"endTime":1047.042,"body":"make your phone calls."},{"startTime":1047.342,"endTime":1048.392,"body":"Don't think you need to."},{"startTime":1048.392,"endTime":1049.242,"body":"So here's the thing."},{"startTime":1049.242,"endTime":1051.87,"body":"And I heard, I believe I heard"},{"startTime":1049.242,"endTime":1051.87,"body":"Chad make this conversation"},{"startTime":1051.87,"endTime":1052.74,"body":"with somebody else."},{"startTime":1053.676,"endTime":1054.696,"body":"But I've used it ever since."},{"startTime":1054.696,"endTime":1057.216,"body":"I've kind of made it my own"},{"startTime":1054.696,"endTime":1057.216,"body":"in, in my coaching, which"},{"startTime":1057.216,"endTime":1061.806,"body":"is this, what Chad's telling"},{"startTime":1057.216,"endTime":1061.806,"body":"you to do is to have a."},{"startTime":1062.106,"endTime":1064.506,"body":"Don't think because you"},{"startTime":1062.106,"endTime":1064.506,"body":"don't have a plumber or a"},{"startTime":1064.506,"endTime":1067.656,"body":"painter or whatever that"},{"startTime":1064.506,"endTime":1067.656,"body":"your team is incomplete."},{"startTime":1067.656,"endTime":1070.776,"body":"Cuz who's the most important"},{"startTime":1067.656,"endTime":1070.776,"body":"member of your team."},{"startTime":1071.376,"endTime":1072.906,"body":"You are like, I am."},{"startTime":1073.656,"endTime":1075.426,"body":"Steven is yeah, you are right."},{"startTime":1075.636,"endTime":1075.876,"body":"Yeah."},{"startTime":1076.086,"endTime":1077.166,"body":"So here's the thing."},{"startTime":1077.166,"endTime":1080.976,"body":"If I said to you, Steven,"},{"startTime":1077.166,"endTime":1080.976,"body":"right now, pick the one"},{"startTime":1080.976,"endTime":1082.686,"body":"that's hardest to find,"},{"startTime":1080.976,"endTime":1082.686,"body":"let's say it's a plumber."},{"startTime":1082.686,"endTime":1084.696,"body":"You can't find a plumber in St."},{"startTime":1084.746,"endTime":1086.693,"body":"In salt lake city"},{"startTime":1084.746,"endTime":1086.693,"body":"for a few months."},{"startTime":1086.753,"endTime":1087.083,"body":"Okay."},{"startTime":1087.083,"endTime":1087.443,"body":"Something like."},{"startTime":1087.81,"endTime":1091.17,"body":"If I said to you, okay, I"},{"startTime":1087.81,"endTime":1091.17,"body":"have a listing right now."},{"startTime":1091.53,"endTime":1092.31,"body":"I'll give it to you."},{"startTime":1092.4,"endTime":1093.63,"body":"It's a million dollars."},{"startTime":1094.44,"endTime":1096.72,"body":"I have to sell it so"},{"startTime":1094.44,"endTime":1096.72,"body":"we can list it 900."},{"startTime":1097.68,"endTime":1099.21,"body":"I'm gonna pay you"},{"startTime":1097.68,"endTime":1099.21,"body":"full commission."},{"startTime":1099.84,"endTime":1101.82,"body":"I know that's five or"},{"startTime":1099.84,"endTime":1101.82,"body":"6% in your market area."},{"startTime":1102.42,"endTime":1103.86,"body":"Full commission plus"},{"startTime":1102.42,"endTime":1103.86,"body":"an extra percent."},{"startTime":1103.86,"endTime":1106.59,"body":"Cause I wanna get sold right"},{"startTime":1103.86,"endTime":1106.59,"body":"away, but you have to have"},{"startTime":1106.59,"endTime":1108.3,"body":"a plumber at my house today."},{"speaker":"5","startTime":1108.9,"endTime":1109.86,"body":"00 PM."},{"speaker":"5","startTime":1110.37,"endTime":1113.4,"body":"Could you get a good"},{"speaker":"5","startTime":1110.37,"endTime":1113.4,"body":"qualified, proper plumber"},{"speaker":"there by 5","startTime":1113.4,"endTime":1114.96,"body":"00 PM today?"},{"speaker":"there by 5","startTime":1115.17,"endTime":1116.04,"body":"If that was the case?"},{"speaker":"there by 5","startTime":1116.64,"endTime":1117.3,"body":"Yeah."},{"speaker":"there by 5","startTime":1117.9,"endTime":1118.74,"body":"Let me make any issue."},{"speaker":"there by 5","startTime":1119.28,"endTime":1120.79,"body":"I'll give you"},{"speaker":"there by 5","startTime":1119.28,"endTime":1120.79,"body":"million dollar check."},{"speaker":"there by 5","startTime":1120.79,"endTime":1122.61,"body":"Could you get the guy there"},{"speaker":"there by 5","startTime":1120.79,"endTime":1122.61,"body":"by today by five o'clock?"},{"speaker":"there by 5","startTime":1123.39,"endTime":1124.0,"body":"Yeah, it'll happen."},{"speaker":"there by 5","startTime":1124.83,"endTime":1125.31,"body":"For sure."},{"speaker":"there by 5","startTime":1125.31,"endTime":1126.45,"body":"For a million dollars cash."},{"speaker":"there by 5","startTime":1126.6,"endTime":1126.99,"body":"Yeah."},{"speaker":"there by 5","startTime":1127.35,"endTime":1127.68,"body":"Yeah."},{"speaker":"there by 5","startTime":1127.98,"endTime":1134.98,"body":"So, so think of the mindset that"},{"speaker":"there by 5","startTime":1127.98,"endTime":1134.98,"body":"it's not, even if I gave you the"},{"speaker":"there by 5","startTime":1134.98,"endTime":1136.78,"body":"best plumber in salt lake city."},{"speaker":"there by 5","startTime":1137.11,"endTime":1140.77,"body":"And he was my brother and I"},{"speaker":"there by 5","startTime":1137.11,"endTime":1140.77,"body":"made him promise to you that"},{"speaker":"there by 5","startTime":1140.775,"endTime":1142.21,"body":"you're his V I P client."},{"speaker":"there by 5","startTime":1142.51,"endTime":1144.2,"body":"You have his phone number 24/7."},{"speaker":"there by 5","startTime":1144.22,"endTime":1148.18,"body":"It'll be there just for"},{"speaker":"there by 5","startTime":1144.22,"endTime":1148.18,"body":"you that doesn't come"},{"speaker":"there by 5","startTime":1148.18,"endTime":1151.27,"body":"across to the customer,"},{"speaker":"there by 5","startTime":1148.18,"endTime":1151.27,"body":"unless you display that"},{"speaker":"there by 5","startTime":1151.275,"endTime":1153.13,"body":"confidence to your customer."},{"speaker":"there by 5","startTime":1154.0,"endTime":1155.35,"body":"Yeah, it starts with you."},{"speaker":"there by 5","startTime":1155.41,"endTime":1159.73,"body":"You either are, have a guy"},{"speaker":"there by 5","startTime":1155.41,"endTime":1159.73,"body":"or gal or you'll get a guy or"},{"speaker":"there by 5","startTime":1159.73,"endTime":1163.87,"body":"gal to solve whatever problem"},{"speaker":"there by 5","startTime":1159.73,"endTime":1163.87,"body":"they have, that's your job."},{"speaker":"there by 5","startTime":1164.53,"endTime":1164.89,"body":"Right?"},{"speaker":"there by 5","startTime":1165.61,"endTime":1168.46,"body":"And in some cases you have that"},{"speaker":"there by 5","startTime":1165.61,"endTime":1168.46,"body":"name and number ahead of time."},{"speaker":"there by 5","startTime":1169.18,"endTime":1171.01,"body":"And other times you're"},{"speaker":"there by 5","startTime":1169.18,"endTime":1171.01,"body":"gonna find, and this"},{"speaker":"there by 5","startTime":1171.015,"endTime":1171.82,"body":"is you've been longer."},{"speaker":"there by 5","startTime":1171.82,"endTime":1172.75,"body":"If you sound younger than me."},{"speaker":"there by 5","startTime":1173.23,"endTime":1175.66,"body":"I think everybody sounds younger"},{"speaker":"there by 5","startTime":1173.23,"endTime":1175.66,"body":"than me, but there are times"},{"speaker":"there by 5","startTime":1175.66,"endTime":1177.04,"body":"I think I have a great vendor."},{"speaker":"there by 5","startTime":1177.64,"endTime":1177.916,"body":"What you said, sorry."},{"speaker":"there by 5","startTime":1177.916,"endTime":1178.435,"body":"Sorry, Siri is such,"},{"speaker":"there by 5","startTime":1177.916,"endTime":1178.435,"body":"such a 'Butt-in-ski!'"},{"speaker":"there by 5","startTime":1179.2,"endTime":1182.413,"body":"You think you have the right"},{"speaker":"there by 5","startTime":1179.2,"endTime":1182.413,"body":"vendor on your Rolodex and"},{"speaker":"there by 5","startTime":1182.413,"endTime":1184.153,"body":"you'll call Wendy and that"},{"speaker":"there by 5","startTime":1182.413,"endTime":1184.153,"body":"vendor's out of business."},{"speaker":"there by 5","startTime":1184.413,"endTime":1185.013,"body":"He has died."},{"speaker":"there by 5","startTime":1185.013,"endTime":1186.303,"body":"He's sick, he's on vacation."},{"speaker":"there by 5","startTime":1186.308,"endTime":1188.283,"body":"He's this or she or whatever."},{"speaker":"there by 5","startTime":1188.883,"endTime":1191.193,"body":"It's not the vendor it's you."},{"speaker":"there by 5","startTime":1192.183,"endTime":1194.966,"body":"And if you really got"},{"speaker":"there by 5","startTime":1192.183,"endTime":1194.966,"body":"that, the confidence the"},{"speaker":"there by 5","startTime":1194.966,"endTime":1195.986,"body":"list would never stop you."},{"speaker":"there by 5","startTime":1196.586,"endTime":1196.886,"body":"Yeah."},{"speaker":"there by 5","startTime":1196.886,"endTime":1197.816,"body":"That makes sense."},{"speaker":"there by 5","startTime":1198.221,"endTime":1199.391,"body":"That's just a decision."},{"speaker":"there by 5","startTime":1199.391,"endTime":1201.881,"body":"You have to make, look in"},{"speaker":"there by 5","startTime":1199.391,"endTime":1201.881,"body":"the mirror and say, I'll"},{"speaker":"there by 5","startTime":1201.881,"endTime":1204.971,"body":"do whatever it takes to"},{"speaker":"there by 5","startTime":1201.881,"endTime":1204.971,"body":"make my customer happy."},{"speaker":"there by 5","startTime":1205.571,"endTime":1209.421,"body":"And once you do that, the vendor"},{"speaker":"there by 5","startTime":1205.571,"endTime":1209.421,"body":"list becomes part of the tasks,"},{"speaker":"there by 5","startTime":1210.101,"endTime":1214.301,"body":"but the job is now covered cuz"},{"speaker":"there by 5","startTime":1210.101,"endTime":1214.301,"body":"you commit to making it happen."},{"speaker":"there by 5","startTime":1214.331,"endTime":1214.361,"body":"Okay."},{"speaker":"there by 5","startTime":1214.961,"endTime":1216.491,"body":"So everybody on the call"},{"speaker":"there by 5","startTime":1214.961,"endTime":1216.491,"body":"raise your right hand,"},{"speaker":"there by 5","startTime":1216.491,"endTime":1217.421,"body":"make this pledge with me."},{"speaker":"there by 5","startTime":1218.141,"endTime":1221.021,"body":"I will do whatever it"},{"speaker":"there by 5","startTime":1218.141,"endTime":1221.021,"body":"takes to make my customers."},{"speaker":"there by 5","startTime":1221.621,"endTime":1223.751,"body":"I will do whatever it takes"},{"speaker":"there by 5","startTime":1221.621,"endTime":1223.751,"body":"to make my customer's happy."},{"speaker":"there by 5","startTime":1224.171,"endTime":1225.821,"body":"Knowing they'll never be happy."},{"speaker":"there by 5","startTime":1226.001,"endTime":1227.231,"body":"I don't control their happiness."},{"speaker":"there by 5","startTime":1227.441,"endTime":1230.711,"body":"I'll just do the best I can do"},{"speaker":"there by 5","startTime":1227.441,"endTime":1230.711,"body":"knowing they'll never be happy."},{"speaker":"there by 5","startTime":1230.711,"endTime":1231.731,"body":"I can't control their happiness."},{"speaker":"there by 5","startTime":1231.731,"endTime":1232.751,"body":"I'll do the best I can do."},{"speaker":"there by 5","startTime":1233.501,"endTime":1233.861,"body":"There you go."},{"speaker":"there by 5","startTime":1233.861,"endTime":1234.881,"body":"Now you're all engaged."},{"speaker":"there by 5","startTime":1235.241,"endTime":1236.141,"body":"You'll have a great team."},{"speaker":"there by 5","startTime":1236.146,"endTime":1239.172,"body":"It's you some, you have names"},{"speaker":"there by 5","startTime":1236.146,"endTime":1239.172,"body":"of numbers, some you don't."},{"speaker":"there by 5","startTime":1239.772,"endTime":1240.492,"body":"Okay, Steven."},{"speaker":"there by 5","startTime":1240.882,"endTime":1241.242,"body":"All right."},{"speaker":"there by 5","startTime":1241.392,"endTime":1241.962,"body":"Sounds good."},{"speaker":"there by 5","startTime":1242.622,"endTime":1245.292,"body":"So I was just in a great"},{"speaker":"there by 5","startTime":1242.622,"endTime":1245.292,"body":"call today or a great meeting"},{"speaker":"there by 5","startTime":1245.292,"endTime":1246.634,"body":"today with one of the top."},{"speaker":"there by 5","startTime":1247.474,"endTime":1250.234,"body":"Real estate producers"},{"speaker":"there by 5","startTime":1247.474,"endTime":1250.234,"body":"and team leaders."},{"speaker":"there by 5","startTime":1250.774,"endTime":1253.395,"body":"And he talked about this"},{"speaker":"there by 5","startTime":1250.774,"endTime":1253.395,"body":"whole story about the Mo"},{"speaker":"there by 5","startTime":1253.455,"endTime":1256.275,"body":"the movie Cinderella man is"},{"speaker":"there by 5","startTime":1253.455,"endTime":1256.275,"body":"about James Braddock, former"},{"speaker":"there by 5","startTime":1256.28,"endTime":1257.055,"body":"a heavyweight champion."},{"speaker":"there by 5","startTime":1257.655,"endTime":1261.345,"body":"And at the end of the day,"},{"speaker":"there by 5","startTime":1257.655,"endTime":1261.345,"body":"you just have to decide"},{"speaker":"there by 5","startTime":1261.345,"endTime":1264.315,"body":"you're gonna make the calls"},{"speaker":"there by 5","startTime":1261.345,"endTime":1264.315,"body":"no matter what, right."},{"speaker":"there by 5","startTime":1264.315,"endTime":1266.295,"body":"How much it hurts, how"},{"speaker":"there by 5","startTime":1264.315,"endTime":1266.295,"body":"embarrassing it is, how"},{"speaker":"there by 5","startTime":1266.295,"endTime":1268.995,"body":"difficult it's once you make"},{"speaker":"there by 5","startTime":1266.295,"endTime":1268.995,"body":"the calls, you'll develop the"},{"speaker":"there by 5","startTime":1268.995,"endTime":1273.105,"body":"confidence, but there's no"},{"speaker":"there by 5","startTime":1268.995,"endTime":1273.105,"body":"amount of Rolodex of vendors."},{"speaker":"there by 5","startTime":1273.105,"endTime":1275.46,"body":"There's no, Vendor list."},{"speaker":"there by 5","startTime":1275.46,"endTime":1277.59,"body":"That's gonna make you have the"},{"speaker":"there by 5","startTime":1275.46,"endTime":1277.59,"body":"confidence to make the calls."},{"speaker":"there by 5","startTime":1277.65,"endTime":1279.15,"body":"You've gotta just"},{"speaker":"there by 5","startTime":1277.65,"endTime":1279.15,"body":"commit to doing it."},{"speaker":"there by 5","startTime":1279.75,"endTime":1280.11,"body":"Okay."},{"speaker":"there by 5","startTime":1280.71,"endTime":1282.03,"body":"Any other reasons why"},{"speaker":"there by 5","startTime":1280.71,"endTime":1282.03,"body":"you can't make your phone"},{"speaker":"there by 5","startTime":1282.035,"endTime":1283.53,"body":"calls starting today?"},{"speaker":"there by 5","startTime":1283.535,"endTime":1283.95,"body":"Steven?"},{"speaker":"there by 5","startTime":1284.55,"endTime":1287.704,"body":"No, I'm just gonna go ahead"},{"speaker":"there by 5","startTime":1284.55,"endTime":1287.704,"body":"and make the calls after this."},{"speaker":"there by 5","startTime":1287.794,"endTime":1290.224,"body":"I, they already went through and"},{"speaker":"there by 5","startTime":1287.794,"endTime":1290.224,"body":"highlighted the ones that are"},{"speaker":"there by 5","startTime":1290.284,"endTime":1291.724,"body":"the PRS that are outta state."},{"speaker":"there by 5","startTime":1291.814,"endTime":1294.34,"body":"I figured they're probably"},{"speaker":"there by 5","startTime":1291.814,"endTime":1294.34,"body":"my better ones to hit first."},{"speaker":"there by 5","startTime":1294.34,"endTime":1296.86,"body":"So make sure I call them"},{"speaker":"there by 5","startTime":1294.34,"endTime":1296.86,"body":"first and then get the"},{"speaker":"there by 5","startTime":1296.86,"endTime":1300.1,"body":"people that are different"},{"speaker":"there by 5","startTime":1296.86,"endTime":1300.1,"body":"addresses here in the state."},{"speaker":"there by 5","startTime":1300.662,"endTime":1302.762,"body":"If it's same address,"},{"speaker":"there by 5","startTime":1300.662,"endTime":1302.762,"body":"it's probably a surviving"},{"speaker":"there by 5","startTime":1302.762,"endTime":1306.002,"body":"spouse, which to me probably"},{"speaker":"there by 5","startTime":1302.762,"endTime":1306.002,"body":"wouldn't be as good."},{"speaker":"there by 5","startTime":1306.092,"endTime":1306.992,"body":"So that's kind of my."},{"speaker":"there by 5","startTime":1307.872,"endTime":1308.742,"body":"Order a priority."},{"speaker":"there by 5","startTime":1308.742,"endTime":1310.602,"body":"So I already went through"},{"speaker":"there by 5","startTime":1308.742,"endTime":1310.602,"body":"the leads and kind of"},{"speaker":"there by 5","startTime":1310.602,"endTime":1311.802,"body":"organized 'em like that."},{"speaker":"there by 5","startTime":1312.402,"endTime":1312.652,"body":"Okay."},{"speaker":"there by 5","startTime":1312.952,"endTime":1313.702,"body":"So yeah, I'll do it."},{"speaker":"there by 5","startTime":1314.482,"endTime":1315.832,"body":"So make those calls"},{"speaker":"there by 5","startTime":1314.482,"endTime":1315.832,"body":"come back next week."},{"speaker":"there by 5","startTime":1315.892,"endTime":1316.492,"body":"That's how you did."},{"speaker":"there by 5","startTime":1316.492,"endTime":1316.762,"body":"Okay."},{"speaker":"there by 5","startTime":1317.272,"endTime":1317.632,"body":"All right."},{"speaker":"there by 5","startTime":1318.622,"endTime":1318.862,"body":"Great."},{"speaker":"there by 5","startTime":1318.862,"endTime":1319.252,"body":"Thanks."},{"speaker":"there by 5","startTime":1319.85,"endTime":1322.97,"body":"Steve Martin says we"},{"speaker":"there by 5","startTime":1319.85,"endTime":1322.97,"body":"haven't made cold calls yet."},{"speaker":"there by 5","startTime":1323.36,"endTime":1325.37,"body":"We're doing test campaigns"},{"speaker":"there by 5","startTime":1323.36,"endTime":1325.37,"body":"and mailers so far."},{"speaker":"there by 5","startTime":1325.76,"endTime":1328.88,"body":"Steve, are you talking"},{"speaker":"there by 5","startTime":1325.76,"endTime":1328.88,"body":"about to pre-probate or"},{"speaker":"there by 5","startTime":1328.88,"endTime":1329.82,"body":"in general to probate?"},{"speaker":"there by 5","startTime":1329.82,"endTime":1330.997,"body":"This was to."},{"speaker":"there by 5","startTime":1331.364,"endTime":1333.914,"body":"Pre probates that we leads"},{"speaker":"there by 5","startTime":1331.364,"endTime":1333.914,"body":"that we've been getting"},{"speaker":"there by 5","startTime":1333.919,"endTime":1336.748,"body":"we're actually the, by the"},{"speaker":"there by 5","startTime":1333.919,"endTime":1336.748,"body":"new newer kids in the group"},{"speaker":"there by 5","startTime":1336.748,"endTime":1339.312,"body":"here you were asking about"},{"speaker":"there by 5","startTime":1336.748,"endTime":1339.312,"body":"cold calling at the time I"},{"speaker":"there by 5","startTime":1339.312,"endTime":1340.992,"body":"put that comment, correct?"},{"speaker":"there by 5","startTime":1341.052,"endTime":1341.592,"body":"No, I got it."},{"speaker":"there by 5","startTime":1341.592,"endTime":1342.072,"body":"I understand."},{"speaker":"there by 5","startTime":1342.077,"endTime":1343.692,"body":"So we haven't done cold"},{"speaker":"there by 5","startTime":1342.077,"endTime":1343.692,"body":"calls because our leads"},{"speaker":"there by 5","startTime":1343.692,"endTime":1344.992,"body":"have been skipped trace, but"},{"speaker":"there by 5","startTime":1345.359,"endTime":1347.459,"body":"I'm sorry, you're saying"},{"speaker":"there by 5","startTime":1345.359,"endTime":1347.459,"body":"you haven't done cold calls"},{"speaker":"there by 5","startTime":1347.459,"endTime":1350.699,"body":"because your leads were, yeah,"},{"speaker":"there by 5","startTime":1347.459,"endTime":1350.699,"body":"we got skip traced leads,"},{"speaker":"there by 5","startTime":1350.699,"endTime":1352.079,"body":"but they haven't been DNC."},{"speaker":"there by 5","startTime":1352.589,"endTime":1355.889,"body":"So we were kicking around"},{"speaker":"there by 5","startTime":1352.589,"endTime":1355.889,"body":"whether to do, to try to"},{"speaker":"there by 5","startTime":1355.889,"endTime":1359.219,"body":"get them DNC checks so we"},{"speaker":"there by 5","startTime":1355.889,"endTime":1359.219,"body":"could do either poll calls or"},{"speaker":"there by 5","startTime":1359.219,"endTime":1361.139,"body":"possibly ringless voicemails."},{"speaker":"there by 5","startTime":1361.739,"endTime":1362.099,"body":"Okay."},{"speaker":"there by 5","startTime":1362.679,"endTime":1363.163,"body":"Okay, good."},{"speaker":"there by 5","startTime":1363.403,"endTime":1365.443,"body":"So you haven't done yet,"},{"speaker":"there by 5","startTime":1363.403,"endTime":1365.443,"body":"so it'd be interesting"},{"speaker":"there by 5","startTime":1365.443,"endTime":1366.043,"body":"to see your feedback."},{"speaker":"there by 5","startTime":1366.073,"endTime":1367.093,"body":"I would certainly encourage."},{"speaker":"there by 5","startTime":1367.963,"endTime":1370.993,"body":"You not to text or drop"},{"speaker":"there by 5","startTime":1367.963,"endTime":1370.993,"body":"do voicemail drops unless"},{"speaker":"there by 5","startTime":1370.993,"endTime":1371.653,"body":"you're calling the people."},{"speaker":"there by 5","startTime":1371.653,"endTime":1374.503,"body":"I just, I'm sure it works"},{"speaker":"there by 5","startTime":1371.653,"endTime":1374.503,"body":"when you do millions of 'em."},{"speaker":"there by 5","startTime":1374.503,"endTime":1376.573,"body":"I just don't think in the"},{"speaker":"there by 5","startTime":1374.503,"endTime":1376.573,"body":"numbers that most of us do as"},{"speaker":"there by 5","startTime":1376.573,"endTime":1378.59,"body":"agents the numbers make sense."},{"speaker":"there by 5","startTime":1378.59,"endTime":1381.21,"body":"And I think you're also gonna"},{"speaker":"there by 5","startTime":1378.59,"endTime":1381.21,"body":"inevitably cause yourself"},{"speaker":"there by 5","startTime":1381.21,"endTime":1383.28,"body":"some problems, but that's"},{"speaker":"there by 5","startTime":1381.21,"endTime":1383.28,"body":"just another discussion."},{"speaker":"there by 5","startTime":1383.28,"endTime":1386.263,"body":"So, but again, when you may"},{"speaker":"there by 5","startTime":1383.28,"endTime":1386.263,"body":"start making those phone calls,"},{"speaker":"there by 5","startTime":1386.443,"endTime":1388.243,"body":"come back here report and let"},{"speaker":"there by 5","startTime":1386.443,"endTime":1388.243,"body":"us know how the pre probates"},{"speaker":"there by 5","startTime":1388.243,"endTime":1391.183,"body":"work for I'd love to see more,"},{"speaker":"there by 5","startTime":1388.243,"endTime":1391.183,"body":"more real world experience."},{"speaker":"there by 5","startTime":1391.183,"endTime":1392.503,"body":"Because again, my theory."},{"speaker":"there by 5","startTime":1393.313,"endTime":1395.813,"body":"That pre probates are being"},{"speaker":"there by 5","startTime":1393.313,"endTime":1395.813,"body":"bought more by people who are"},{"speaker":"there by 5","startTime":1395.813,"endTime":1397.768,"body":"scared to make phone calls and"},{"speaker":"there by 5","startTime":1395.813,"endTime":1397.768,"body":"somehow think, well, I'll just"},{"speaker":"there by 5","startTime":1397.768,"endTime":1398.938,"body":"send postcards to these people."},{"speaker":"there by 5","startTime":1398.938,"endTime":1401.548,"body":"And I don't believe that the"},{"speaker":"there by 5","startTime":1398.938,"endTime":1401.548,"body":"postcards itself are gonna"},{"speaker":"there by 5","startTime":1401.548,"endTime":1402.568,"body":"get the job done for you."},{"speaker":"there by 5","startTime":1403.526,"endTime":1404.016,"body":"Okay."},{"speaker":"there by 5","startTime":1404.086,"endTime":1407.896,"body":"Phil says Google and find"},{"speaker":"there by 5","startTime":1404.086,"endTime":1407.896,"body":"larger or regional companies"},{"speaker":"there by 5","startTime":1407.896,"endTime":1409.956,"body":"doesn't need to be personal."},{"speaker":"there by 5","startTime":1410.556,"endTime":1410.826,"body":"Okay."},{"speaker":"there by 5","startTime":1410.826,"endTime":1412.686,"body":"So Phillip is giving some"},{"speaker":"there by 5","startTime":1410.826,"endTime":1412.686,"body":"tools, but again, Phillip,"},{"speaker":"there by 5","startTime":1412.686,"endTime":1415.506,"body":"I think it starts with"},{"speaker":"there by 5","startTime":1412.686,"endTime":1415.506,"body":"you making the commitment."},{"speaker":"there by 5","startTime":1415.506,"endTime":1416.196,"body":"If you're committed to."},{"speaker":"there by 5","startTime":1417.231,"endTime":1420.15,"body":"Then you're and somebody else"},{"speaker":"there by 5","startTime":1417.231,"endTime":1420.15,"body":"said, well, Facebook groups"},{"speaker":"there by 5","startTime":1420.159,"endTime":1423.106,"body":"for, to, again, to fill"},{"speaker":"there by 5","startTime":1420.159,"endTime":1423.106,"body":"out your Rolodex, there's"},{"speaker":"there by 5","startTime":1423.106,"endTime":1424.786,"body":"a lot of, it's just, sorry."},{"speaker":"there by 5","startTime":1424.786,"endTime":1427.696,"body":"It was just a comment about"},{"speaker":"there by 5","startTime":1424.786,"endTime":1427.696,"body":"trying to find a plumber that,"},{"speaker":"there by 5","startTime":1427.696,"endTime":1430.005,"body":"that if, if you can't find"},{"speaker":"there by 5","startTime":1427.696,"endTime":1430.005,"body":"somebody or find somebody"},{"speaker":"there by 5","startTime":1430.005,"endTime":1433.414,"body":"known to you, just Google"},{"speaker":"there by 5","startTime":1430.005,"endTime":1433.414,"body":"it and like you said, if"},{"speaker":"there by 5","startTime":1433.414,"endTime":1436.024,"body":"it's a million bucks, you'll"},{"speaker":"there by 5","startTime":1433.414,"endTime":1436.024,"body":"come up with somebody."},{"speaker":"there by 5","startTime":1436.354,"endTime":1436.834,"body":"Exactly."},{"speaker":"there by 5","startTime":1437.044,"endTime":1437.854,"body":"You'll thank you."},{"speaker":"there by 5","startTime":1438.034,"endTime":1441.334,"body":"But again, the answer is"},{"speaker":"there by 5","startTime":1438.034,"endTime":1441.334,"body":"not the Google or Facebook"},{"speaker":"there by 5","startTime":1441.334,"endTime":1442.924,"body":"or which those are tasks."},{"speaker":"there by 5","startTime":1443.614,"endTime":1446.014,"body":"The answers first, you commit to"},{"speaker":"there by 5","startTime":1443.614,"endTime":1446.014,"body":"it, then you'll figure it out."},{"speaker":"there by 5","startTime":1446.104,"endTime":1447.334,"body":"And we all have,"},{"speaker":"there by 5","startTime":1446.104,"endTime":1447.334,"body":"we're pretty smart."},{"speaker":"there by 5","startTime":1447.334,"endTime":1449.704,"body":"And if you can figure it"},{"speaker":"there by 5","startTime":1447.334,"endTime":1449.704,"body":"out, come into the public"},{"speaker":"there by 5","startTime":1449.704,"endTime":1451.714,"body":"master group, believe,"},{"speaker":"there by 5","startTime":1449.704,"endTime":1451.714,"body":"answer a question."},{"speaker":"there by 5","startTime":1452.044,"endTime":1453.25,"body":"And the other people"},{"speaker":"there by 5","startTime":1452.044,"endTime":1453.25,"body":"will give you some good"},{"speaker":"there by 5","startTime":1453.25,"endTime":1454.15,"body":"suggestions as well."},{"speaker":"there by 5","startTime":1454.773,"endTime":1457.923,"body":"Joyce says she's in desperate"},{"speaker":"there by 5","startTime":1454.773,"endTime":1457.923,"body":"need of some coaching."},{"speaker":"there by 5","startTime":1457.923,"endTime":1459.76,"body":"I'm making cold calls"},{"speaker":"there by 5","startTime":1457.923,"endTime":1459.76,"body":"at call Tom Ferry."},{"speaker":"there by 5","startTime":1459.78,"endTime":1460.02,"body":"We know."},{"speaker":"there by 5","startTime":1460.02,"endTime":1463.59,"body":"Look, I recommend his"},{"speaker":"there by 5","startTime":1460.02,"endTime":1463.59,"body":"father's company, Mike"},{"speaker":"there by 5","startTime":1463.59,"endTime":1466.35,"body":"Ferry organization, and"},{"speaker":"there by 5","startTime":1463.59,"endTime":1466.35,"body":"they have something they"},{"speaker":"there by 5","startTime":1466.35,"endTime":1468.37,"body":"call used to call the phone."},{"speaker":"there by 5","startTime":1468.4,"endTime":1469.36,"body":"Ooh, what was it called?"},{"speaker":"there by 5","startTime":1469.69,"endTime":1472.42,"body":"I went to it numerous times"},{"speaker":"there by 5","startTime":1469.69,"endTime":1472.42,"body":"where you went to their"},{"speaker":"there by 5","startTime":1472.42,"endTime":1475.27,"body":"call center and got trained"},{"speaker":"there by 5","startTime":1472.42,"endTime":1475.27,"body":"at the call center live."},{"speaker":"there by 5","startTime":1476.245,"endTime":1479.675,"body":"They now, I think it's sold out"},{"speaker":"there by 5","startTime":1476.245,"endTime":1479.675,"body":"this year and now they only do"},{"speaker":"there by 5","startTime":1479.675,"endTime":1480.985,"body":"it virtually but it's very good."},{"speaker":"there by 5","startTime":1481.465,"endTime":1483.505,"body":"And it's very cost effective."},{"speaker":"there by 5","startTime":1483.537,"endTime":1485.025,"body":"Specifically for cold calling."},{"speaker":"there by 5","startTime":1485.025,"endTime":1487.155,"body":"I would recommend of"},{"speaker":"there by 5","startTime":1485.025,"endTime":1487.155,"body":"all the real estate"},{"speaker":"there by 5","startTime":1487.16,"endTime":1488.205,"body":"cold calling coaching."},{"speaker":"there by 5","startTime":1488.21,"endTime":1490.735,"body":"I know of that's the best to"},{"speaker":"there by 5","startTime":1488.21,"endTime":1490.735,"body":"know that you can purchase."},{"speaker":"there by 5","startTime":1491.151,"endTime":1493.911,"body":"So I would go to the Mike"},{"speaker":"there by 5","startTime":1491.151,"endTime":1493.911,"body":"ferry organization and"},{"speaker":"there by 5","startTime":1493.911,"endTime":1496.359,"body":"take a look at their uh,"},{"speaker":"there by 5","startTime":1493.911,"endTime":1496.359,"body":"used to be called phone."},{"speaker":"there by 5","startTime":1496.419,"endTime":1496.929,"body":"What was."},{"speaker":"there by 5","startTime":1496.996,"endTime":1498.628,"body":"Prospecting school,"},{"speaker":"there by 5","startTime":1496.996,"endTime":1498.628,"body":"they changed the name."},{"speaker":"there by 5","startTime":1498.628,"endTime":1500.968,"body":"I went to about five or"},{"speaker":"there by 5","startTime":1498.628,"endTime":1500.968,"body":"six of those in Vegas."},{"speaker":"there by 5","startTime":1500.968,"endTime":1501.628,"body":"Fantastic."},{"speaker":"there by 5","startTime":1501.725,"endTime":1502.835,"body":"Tony Smith was a coach."},{"speaker":"there by 5","startTime":1502.835,"endTime":1503.405,"body":"Fantastic."},{"speaker":"there by 5","startTime":1503.825,"endTime":1506.088,"body":"They still do a virtual"},{"speaker":"there by 5","startTime":1503.825,"endTime":1506.088,"body":"version of it which is"},{"speaker":"there by 5","startTime":1506.088,"endTime":1506.988,"body":"obviously less expensive."},{"speaker":"there by 5","startTime":1506.988,"endTime":1507.438,"body":"So I would check that."},{"speaker":"there by 5","startTime":1508.119,"endTime":1511.533,"body":"So, so now do I go to Mike"},{"speaker":"there by 5","startTime":1508.119,"endTime":1511.533,"body":"ferry and what's the name"},{"speaker":"there by 5","startTime":1511.533,"endTime":1512.913,"body":"of the program I ask for?"},{"speaker":"there by 5","startTime":1513.085,"endTime":1514.315,"body":"It used to be"},{"speaker":"there by 5","startTime":1513.085,"endTime":1514.315,"body":"prospecting school."},{"speaker":"there by 5","startTime":1514.32,"endTime":1515.365,"body":"I don't know what's"},{"speaker":"there by 5","startTime":1514.32,"endTime":1515.365,"body":"called today."},{"speaker":"there by 5","startTime":1515.436,"endTime":1516.936,"body":"I wanna say it's"},{"speaker":"there by 5","startTime":1515.436,"endTime":1516.936,"body":"something like that."},{"speaker":"there by 5","startTime":1516.936,"endTime":1519.306,"body":"Like the prospecting workshop"},{"speaker":"there by 5","startTime":1516.936,"endTime":1519.306,"body":"it's they have different"},{"speaker":"there by 5","startTime":1519.311,"endTime":1522.143,"body":"programs, but those, I believe"},{"speaker":"there by 5","startTime":1519.311,"endTime":1522.143,"body":"they have one that's live and"},{"speaker":"there by 5","startTime":1522.148,"endTime":1524.963,"body":"the rest are all virtual where"},{"speaker":"there by 5","startTime":1522.148,"endTime":1524.963,"body":"you make phone calls and they"},{"speaker":"there by 5","startTime":1524.963,"endTime":1527.533,"body":"it's like a zoom call thing,"},{"speaker":"there by 5","startTime":1524.963,"endTime":1527.533,"body":"but they he's always been the"},{"speaker":"there by 5","startTime":1527.533,"endTime":1528.713,"body":"best on teaching cold calling."},{"speaker":"there by 5","startTime":1529.313,"endTime":1531.083,"body":"Mike Ferry."},{"speaker":"there by 5","startTime":1531.448,"endTime":1535.093,"body":"And he's is he on the"},{"speaker":"there by 5","startTime":1531.448,"endTime":1535.093,"body":"Tom Ferry organization?"},{"speaker":"there by 5","startTime":1535.153,"endTime":1538.037,"body":"No that's Tom's father"},{"speaker":"there by 5","startTime":1535.153,"endTime":1538.037,"body":"and Tom used to work for"},{"speaker":"there by 5","startTime":1538.042,"endTime":1539.957,"body":"Mike and they broke up and"},{"speaker":"there by 5","startTime":1538.042,"endTime":1539.957,"body":"started his own company."},{"speaker":"there by 5","startTime":1540.617,"endTime":1544.247,"body":"And I think a lot of Tom's"},{"speaker":"there by 5","startTime":1540.617,"endTime":1544.247,"body":"coaching is a lot easier and"},{"speaker":"there by 5","startTime":1544.252,"endTime":1546.137,"body":"more fun and entertaining."},{"speaker":"there by 5","startTime":1546.467,"endTime":1548.507,"body":"Mike's is much"},{"speaker":"there by 5","startTime":1546.467,"endTime":1548.507,"body":"more fundamentals."},{"speaker":"there by 5","startTime":1548.931,"endTime":1551.841,"body":"And I think as a result,"},{"speaker":"there by 5","startTime":1548.931,"endTime":1551.841,"body":"if you wanna learn specific"},{"speaker":"there by 5","startTime":1551.841,"endTime":1554.211,"body":"skill phone calling, I think"},{"speaker":"there by 5","startTime":1551.841,"endTime":1554.211,"body":"Mike freight does a much"},{"speaker":"there by 5","startTime":1554.211,"endTime":1555.081,"body":"better job of teaching that."},{"speaker":"there by 5","startTime":1555.681,"endTime":1556.191,"body":"Thank you."},{"speaker":"there by 5","startTime":1556.976,"endTime":1558.786,"body":"Sure might help"},{"speaker":"there by 5","startTime":1559.036,"endTime":1559.986,"body":"Zac, your hands up."},{"speaker":"there by 5","startTime":1559.986,"endTime":1560.467,"body":"How can I help you?"},{"speaker":"there by 5","startTime":1561.067,"endTime":1564.416,"body":"I was just gonna make a"},{"speaker":"there by 5","startTime":1561.067,"endTime":1564.416,"body":"comment on the DNC piece"},{"speaker":"there by 5","startTime":1565.266,"endTime":1569.267,"body":"I agree with you on the,"},{"speaker":"there by 5","startTime":1565.266,"endTime":1569.267,"body":"I don't do the voicemails,"},{"speaker":"there by 5","startTime":1569.327,"endTime":1570.307,"body":"the ringless voicemails."},{"speaker":"there by 5","startTime":1570.312,"endTime":1571.427,"body":"I don't do the text."},{"speaker":"there by 5","startTime":1571.515,"endTime":1574.845,"body":"When I do make the calls, to"},{"speaker":"there by 5","startTime":1571.515,"endTime":1574.845,"body":"be honest, I don't pay any"},{"speaker":"there by 5","startTime":1574.845,"endTime":1576.288,"body":"attention to the DNC list."},{"speaker":"there by 5","startTime":1576.288,"endTime":1578.365,"body":"Over the years, Chad's"},{"speaker":"there by 5","startTime":1576.288,"endTime":1578.365,"body":"talked about it."},{"speaker":"there by 5","startTime":1578.365,"endTime":1580.881,"body":"A bunch of different people"},{"speaker":"there by 5","startTime":1578.365,"endTime":1580.881,"body":"have talked about it, that when"},{"speaker":"there by 5","startTime":1580.881,"endTime":1584.241,"body":"you're calling from a service"},{"speaker":"there by 5","startTime":1580.881,"endTime":1584.241,"body":"standpoint and you make it as"},{"speaker":"there by 5","startTime":1584.246,"endTime":1588.074,"body":"a very warm call occasionally"},{"speaker":"there by 5","startTime":1584.246,"endTime":1588.074,"body":"you'll have someone that flips"},{"speaker":"there by 5","startTime":1588.074,"endTime":1591.434,"body":"out and says I'm on the DNC"},{"speaker":"there by 5","startTime":1588.074,"endTime":1591.434,"body":"list and don't try and sell"},{"speaker":"there by 5","startTime":1591.439,"endTime":1594.494,"body":"those people just immediately"},{"speaker":"there by 5","startTime":1591.439,"endTime":1594.494,"body":"back down and apologize."},{"speaker":"there by 5","startTime":1594.494,"endTime":1594.674,"body":"And."},{"speaker":"there by 5","startTime":1595.259,"endTime":1597.389,"body":"Offer to remove them"},{"speaker":"there by 5","startTime":1595.259,"endTime":1597.389,"body":"from your call list."},{"speaker":"there by 5","startTime":1597.899,"endTime":1600.719,"body":"But I think that you're"},{"speaker":"there by 5","startTime":1597.899,"endTime":1600.719,"body":"missing a ton of opportunity"},{"speaker":"there by 5","startTime":1600.719,"endTime":1604.109,"body":"if you're not making those"},{"speaker":"there by 5","startTime":1600.719,"endTime":1604.109,"body":"phone calls, because almost"},{"speaker":"there by 5","startTime":1604.139,"endTime":1608.099,"body":"every one of us has requested"},{"speaker":"there by 5","startTime":1604.139,"endTime":1608.099,"body":"to be on the DNC list."},{"speaker":"there by 5","startTime":1608.104,"endTime":1610.199,"body":"And how many phone calls"},{"speaker":"there by 5","startTime":1608.104,"endTime":1610.199,"body":"do you get a day that are"},{"speaker":"there by 5","startTime":1610.199,"endTime":1612.524,"body":"soliciting you for something?"},{"speaker":"there by 5","startTime":1612.524,"endTime":1614.931,"body":"And I think if you take that"},{"speaker":"there by 5","startTime":1612.524,"endTime":1614.931,"body":"warm approach and you put the"},{"speaker":"there by 5","startTime":1614.936,"endTime":1618.221,"body":"client first, like you were"},{"speaker":"there by 5","startTime":1614.936,"endTime":1618.221,"body":"talking about earlier, bill That"},{"speaker":"there by 5","startTime":1618.221,"endTime":1622.301,"body":"really opens up an avenue to"},{"speaker":"there by 5","startTime":1618.221,"endTime":1622.301,"body":"really increase your business."},{"speaker":"there by 5","startTime":1622.301,"endTime":1625.091,"body":"If not, you'll get all of"},{"speaker":"there by 5","startTime":1622.301,"endTime":1625.091,"body":"these leads and find that"},{"speaker":"there by 5","startTime":1625.211,"endTime":1626.378,"body":"most of them you can't call."},{"speaker":"there by 5","startTime":1626.678,"endTime":1630.07,"body":"Well, I, so I can't"},{"speaker":"there by 5","startTime":1626.678,"endTime":1630.07,"body":"advocate calling numbers"},{"speaker":"there by 5","startTime":1630.075,"endTime":1631.09,"body":"on do a call list."},{"speaker":"there by 5","startTime":1631.15,"endTime":1632.5,"body":"I'm not gonna say never do it."},{"speaker":"there by 5","startTime":1633.19,"endTime":1635.65,"body":"What I would say is if ever you"},{"speaker":"there by 5","startTime":1633.19,"endTime":1635.65,"body":"find, like you said a hundred"},{"speaker":"there by 5","startTime":1635.65,"endTime":1638.98,"body":"percent, right, the second they"},{"speaker":"there by 5","startTime":1635.65,"endTime":1638.98,"body":"push back, don't argue with him."},{"speaker":"there by 5","startTime":1639.595,"endTime":1640.855,"body":"Even if you're right."},{"speaker":"there by 5","startTime":1641.665,"endTime":1644.035,"body":"Don't you don't wanna ever"},{"speaker":"there by 5","startTime":1641.665,"endTime":1644.035,"body":"argue with people anyhow."},{"speaker":"there by 5","startTime":1644.035,"endTime":1646.885,"body":"And I'm saying this as"},{"speaker":"there by 5","startTime":1644.035,"endTime":1646.885,"body":"good Marial advice that"},{"speaker":"there by 5","startTime":1646.885,"endTime":1647.965,"body":"I struggle with myself."},{"speaker":"there by 5","startTime":1647.965,"endTime":1649.915,"body":"I'm not suggesting"},{"speaker":"there by 5","startTime":1647.965,"endTime":1649.915,"body":"I've mastered this."},{"speaker":"there by 5","startTime":1650.125,"endTime":1651.265,"body":"I know the right answer."},{"speaker":"there by 5","startTime":1651.715,"endTime":1652.705,"body":"Never argue my wife."},{"speaker":"there by 5","startTime":1652.945,"endTime":1653.875,"body":"I'm not saying I do that."},{"speaker":"there by 5","startTime":1654.264,"endTime":1655.104,"body":"But it's the same with clients."},{"speaker":"there by 5","startTime":1655.104,"endTime":1656.724,"body":"Never argu with clients"},{"speaker":"there by 5","startTime":1655.104,"endTime":1656.724,"body":"just doesn't make sense."},{"speaker":"there by 5","startTime":1656.724,"endTime":1659.806,"body":"And so if every that situation"},{"speaker":"there by 5","startTime":1656.724,"endTime":1659.806,"body":"for sure, right away I will"},{"speaker":"there by 5","startTime":1659.806,"endTime":1661.876,"body":"say that there is a theory"},{"speaker":"there by 5","startTime":1659.806,"endTime":1661.876,"body":"that says that real estate"},{"speaker":"there by 5","startTime":1661.876,"endTime":1664.786,"body":"agents are exempt for the"},{"speaker":"there by 5","startTime":1661.876,"endTime":1664.786,"body":"doing call list in that"},{"speaker":"there by 5","startTime":1664.791,"endTime":1665.926,"body":"we're not selling anything."},{"speaker":"there by 5","startTime":1666.166,"endTime":1667.136,"body":"We're just calling"},{"speaker":"there by 5","startTime":1666.166,"endTime":1667.136,"body":"to see if they."},{"speaker":"there by 5","startTime":1667.651,"endTime":1668.61,"body":"Either are, need help."},{"speaker":"there by 5","startTime":1668.626,"endTime":1671.242,"body":"And I know that there are"},{"speaker":"there by 5","startTime":1668.626,"endTime":1671.242,"body":"people hold by that I know"},{"speaker":"there by 5","startTime":1671.242,"endTime":1672.892,"body":"there, there people get sued."},{"speaker":"there by 5","startTime":1672.922,"endTime":1676.541,"body":"And I also know that most"},{"speaker":"there by 5","startTime":1672.922,"endTime":1676.541,"body":"agencies have a policy"},{"speaker":"there by 5","startTime":1676.541,"endTime":1678.251,"body":"in the company that"},{"speaker":"there by 5","startTime":1676.541,"endTime":1678.251,"body":"you signed agreed to."},{"speaker":"there by 5","startTime":1678.551,"endTime":1680.291,"body":"So I would just say, just"},{"speaker":"there by 5","startTime":1678.551,"endTime":1680.291,"body":"be careful, make sure"},{"speaker":"there by 5","startTime":1680.291,"endTime":1682.841,"body":"that you abide by all your"},{"speaker":"there by 5","startTime":1680.291,"endTime":1682.841,"body":"company policies in all your"},{"speaker":"there by 5","startTime":1682.841,"endTime":1684.396,"body":"appropriate office policies."},{"speaker":"there by 5","startTime":1684.437,"endTime":1687.228,"body":"But I will say for sure, even"},{"speaker":"there by 5","startTime":1684.437,"endTime":1687.228,"body":"if you think you're calling"},{"speaker":"there by 5","startTime":1687.228,"endTime":1688.088,"body":"someone you're allowed to."},{"speaker":"there by 5","startTime":1688.743,"endTime":1689.883,"body":"And I've had that before."},{"speaker":"there by 5","startTime":1689.911,"endTime":1693.093,"body":"I've had agents who signed up"},{"speaker":"there by 5","startTime":1689.911,"endTime":1693.093,"body":"for my, a class I've called"},{"speaker":"there by 5","startTime":1693.093,"endTime":1695.223,"body":"up to confirm and they'll"},{"speaker":"there by 5","startTime":1693.093,"endTime":1695.223,"body":"say, I do not call list."},{"speaker":"there by 5","startTime":1695.583,"endTime":1695.793,"body":"Yeah."},{"speaker":"there by 5","startTime":1695.793,"endTime":1698.553,"body":"But you signed up for a class,"},{"speaker":"there by 5","startTime":1695.793,"endTime":1698.553,"body":"you gimme a phone number."},{"speaker":"there by 5","startTime":1698.553,"endTime":1700.282,"body":"So, but I'm not gonna"},{"speaker":"there by 5","startTime":1698.553,"endTime":1700.282,"body":"argue with mentally."},{"speaker":"there by 5","startTime":1700.282,"endTime":1703.132,"body":"I say that mentally, I go"},{"speaker":"there by 5","startTime":1700.282,"endTime":1703.132,"body":"through those arguments."},{"speaker":"there by 5","startTime":1703.192,"endTime":1704.962,"body":"Now with my wife, I actually"},{"speaker":"there by 5","startTime":1703.192,"endTime":1704.962,"body":"argue with her that's a whole"},{"speaker":"there by 5","startTime":1704.962,"endTime":1708.142,"body":"nother class on how not to be"},{"speaker":"there by 5","startTime":1704.962,"endTime":1708.142,"body":"a good husband, but I would"},{"speaker":"there by 5","startTime":1708.142,"endTime":1710.346,"body":"just say as a salesperson,"},{"speaker":"there by 5","startTime":1708.142,"endTime":1710.346,"body":"it makes no sense to argue"},{"speaker":"there by 5","startTime":1710.346,"endTime":1712.059,"body":"with somebody cuz they're"},{"speaker":"there by 5","startTime":1710.346,"endTime":1712.059,"body":"just not gonna listen."},{"speaker":"there by 5","startTime":1712.163,"endTime":1716.183,"body":"I will say that when I go to"},{"speaker":"there by 5","startTime":1712.163,"endTime":1716.183,"body":"the probate mastery alumni"},{"speaker":"there by 5","startTime":1716.183,"endTime":1719.363,"body":"group, one thing that jumps"},{"speaker":"there by 5","startTime":1716.183,"endTime":1719.363,"body":"off the page to me is how"},{"speaker":"there by 5","startTime":1719.363,"endTime":1721.433,"body":"many people are looking"},{"speaker":"there by 5","startTime":1719.363,"endTime":1721.433,"body":"for role play partners."},{"speaker":"there by 5","startTime":1721.463,"endTime":1724.285,"body":"So question is there anybody"},{"speaker":"there by 5","startTime":1721.463,"endTime":1724.285,"body":"on this call and if you"},{"speaker":"there by 5","startTime":1724.29,"endTime":1726.085,"body":"wanted me to make a private,"},{"speaker":"there by 5","startTime":1724.29,"endTime":1726.085,"body":"I guess you could just text"},{"speaker":"there by 5","startTime":1726.09,"endTime":1727.765,"body":"me privately on the chat."},{"speaker":"there by 5","startTime":1728.56,"endTime":1731.2,"body":"Am I here find a role play"},{"speaker":"there by 5","startTime":1728.56,"endTime":1731.2,"body":"partner through that, or"},{"speaker":"there by 5","startTime":1731.2,"endTime":1733.96,"body":"anybody frustrated and not able"},{"speaker":"there by 5","startTime":1731.2,"endTime":1733.96,"body":"to find a role play partner."},{"speaker":"there by 5","startTime":1733.96,"endTime":1736.752,"body":"I imagine some people"},{"speaker":"there by 5","startTime":1733.96,"endTime":1736.752,"body":"respond to the post."},{"speaker":"there by 5","startTime":1737.092,"endTime":1739.333,"body":"Maybe they call you or text"},{"speaker":"there by 5","startTime":1737.092,"endTime":1739.333,"body":"you directly or discreetly,"},{"speaker":"there by 5","startTime":1739.933,"endTime":1742.543,"body":"or has anybody had success"},{"speaker":"there by 5","startTime":1739.933,"endTime":1742.543,"body":"finding a partner for"},{"speaker":"there by 5","startTime":1742.548,"endTime":1743.593,"body":"role play through that."},{"speaker":"there by 5","startTime":1743.593,"endTime":1744.433,"body":"And how's that working for you?"},{"speaker":"there by 5","startTime":1744.433,"endTime":1745.373,"body":"Anybody can share with that?"},{"speaker":"there by 5","startTime":1745.373,"endTime":1745.61,"body":"For us,"},{"speaker":"there by 5","startTime":1745.91,"endTime":1746.21,"body":"no."},{"speaker":"there by 5","startTime":1746.81,"endTime":1747.92,"body":"I used to teach."},{"speaker":"there by 5","startTime":1748.34,"endTime":1751.224,"body":"I was when I was a manager"},{"speaker":"there by 5","startTime":1748.34,"endTime":1751.224,"body":"for about five years with"},{"speaker":"there by 5","startTime":1751.224,"endTime":1753.864,"body":"one company and then another"},{"speaker":"there by 5","startTime":1751.224,"endTime":1753.864,"body":"year with another company, I"},{"speaker":"there by 5","startTime":1753.869,"endTime":1756.954,"body":"actually used to host phone"},{"speaker":"there by 5","startTime":1753.869,"endTime":1756.954,"body":"calling events in our office."},{"speaker":"there by 5","startTime":1756.954,"endTime":1759.984,"body":"We had a, off a bullpen"},{"speaker":"there by 5","startTime":1756.954,"endTime":1759.984,"body":"with like 50 desks with"},{"speaker":"there by 5","startTime":1759.989,"endTime":1763.074,"body":"phones and we'd actually,"},{"speaker":"there by 5","startTime":1759.989,"endTime":1763.074,"body":"and I would actually teach"},{"speaker":"there by 5","startTime":1763.564,"endTime":1766.397,"body":"kind of like a form of Mike"},{"speaker":"there by 5","startTime":1763.564,"endTime":1766.397,"body":"Ferry's prospecting call."},{"speaker":"there by 5","startTime":1766.397,"endTime":1767.687,"body":"We called the phone blitz."},{"speaker":"there by 5","startTime":1768.437,"endTime":1771.677,"body":"And I did that five days a week"},{"speaker":"there by 5","startTime":1768.437,"endTime":1771.677,"body":"for about four or five years."},{"speaker":"there by 5","startTime":1771.677,"endTime":1774.647,"body":"And I believe during that time,"},{"speaker":"there by 5","startTime":1771.677,"endTime":1774.647,"body":"I probably coached more agents"},{"speaker":"there by 5","startTime":1774.647,"endTime":1776.507,"body":"on cold calling than anybody."},{"speaker":"there by 5","startTime":1776.507,"endTime":1778.217,"body":"So I've a lot of"},{"speaker":"there by 5","startTime":1776.507,"endTime":1778.217,"body":"experience in the area."},{"speaker":"there by 5","startTime":1778.637,"endTime":1781.188,"body":"Thought about often thought"},{"speaker":"there by 5","startTime":1778.637,"endTime":1781.188,"body":"about maybe holding a specific"},{"speaker":"there by 5","startTime":1781.188,"endTime":1783.768,"body":"class on probate, cold calling."},{"speaker":"there by 5","startTime":1784.172,"endTime":1787.027,"body":"One of the challenges is"},{"speaker":"there by 5","startTime":1784.172,"endTime":1787.027,"body":"that a lot of these coaches"},{"speaker":"there by 5","startTime":1787.027,"endTime":1788.647,"body":"will recommend that you"},{"speaker":"there by 5","startTime":1787.027,"endTime":1788.647,"body":"get a role play partner."},{"speaker":"there by 5","startTime":1789.007,"endTime":1790.387,"body":"The problem is most role."},{"speaker":"there by 5","startTime":1790.417,"endTime":1791.317,"body":"Most people fight."},{"speaker":"there by 5","startTime":1791.317,"endTime":1793.7,"body":"You're very lucky if"},{"speaker":"there by 5","startTime":1791.317,"endTime":1793.7,"body":"you find somebody."},{"speaker":"there by 5","startTime":1794.15,"endTime":1796.635,"body":"Who will consistently"},{"speaker":"there by 5","startTime":1794.15,"endTime":1796.635,"body":"once a week or daily"},{"speaker":"there by 5","startTime":1796.685,"endTime":1797.225,"body":"we will play with you."},{"speaker":"there by 5","startTime":1797.225,"endTime":1798.695,"body":"I had a partner for years."},{"speaker":"there by 5","startTime":1798.695,"endTime":1801.255,"body":"I role played with we did"},{"speaker":"there by 5","startTime":1798.695,"endTime":1801.255,"body":"every day at the same time."},{"speaker":"there by 5","startTime":1801.255,"endTime":1803.294,"body":"I think we did 7 30, 7 45."},{"speaker":"there by 5","startTime":1803.834,"endTime":1806.504,"body":"One of the rules was"},{"speaker":"there by 5","startTime":1803.834,"endTime":1806.504,"body":"the other party playing."},{"speaker":"there by 5","startTime":1806.504,"endTime":1810.014,"body":"The homeowner had to at"},{"speaker":"there by 5","startTime":1806.504,"endTime":1810.014,"body":"least drop one F bomb on you"},{"speaker":"there by 5","startTime":1810.524,"endTime":1812.654,"body":"because that kinda warmed us"},{"speaker":"there by 5","startTime":1810.524,"endTime":1812.654,"body":"up for the hostile customers."},{"speaker":"there by 5","startTime":1812.654,"endTime":1813.374,"body":"We were gonna talk to."},{"speaker":"there by 5","startTime":1813.794,"endTime":1815.074,"body":"We were calling expireds at the."},{"speaker":"there by 5","startTime":1816.014,"endTime":1817.124,"body":"But I did that for a long time."},{"speaker":"there by 5","startTime":1817.124,"endTime":1819.047,"body":"And that particular partner"},{"speaker":"there by 5","startTime":1817.124,"endTime":1819.047,"body":"we had for about a year or"},{"speaker":"there by 5","startTime":1819.047,"endTime":1820.787,"body":"two really helped quite a bit."},{"speaker":"there by 5","startTime":1820.787,"endTime":1824.027,"body":"I was really very lucky to have"},{"speaker":"there by 5","startTime":1820.787,"endTime":1824.027,"body":"somebody who was on the call."},{"speaker":"there by 5","startTime":1824.027,"endTime":1827.087,"body":"I will say I was much better"},{"speaker":"there by 5","startTime":1824.027,"endTime":1827.087,"body":"than he was on the phone."},{"speaker":"there by 5","startTime":1827.417,"endTime":1829.157,"body":"I was much better than"},{"speaker":"there by 5","startTime":1827.417,"endTime":1829.157,"body":"calling than he was."},{"speaker":"there by 5","startTime":1829.967,"endTime":1832.277,"body":"Sometimes people get hung up on,"},{"speaker":"there by 5","startTime":1829.967,"endTime":1832.277,"body":"well, I want somebody who would"},{"speaker":"there by 5","startTime":1832.277,"endTime":1833.687,"body":"like me calls three hours a day."},{"speaker":"there by 5","startTime":1833.957,"endTime":1836.207,"body":"Very hard to find somebody"},{"speaker":"there by 5","startTime":1833.957,"endTime":1836.207,"body":"to do that for role play with"},{"speaker":"there by 5","startTime":1836.207,"endTime":1839.567,"body":"you very hard within the Mike"},{"speaker":"there by 5","startTime":1836.207,"endTime":1839.567,"body":"fur organization, because"},{"speaker":"there by 5","startTime":1839.567,"endTime":1841.157,"body":"he teaches that so much."},{"speaker":"there by 5","startTime":1841.757,"endTime":1843.497,"body":"There are a lot more people"},{"speaker":"there by 5","startTime":1841.757,"endTime":1843.497,"body":"who make those phone calls"},{"speaker":"there by 5","startTime":1843.497,"endTime":1845.447,"body":"probably easier to find"},{"speaker":"there by 5","startTime":1843.497,"endTime":1845.447,"body":"role play partners there."},{"speaker":"there by 5","startTime":1845.897,"endTime":1848.717,"body":"I think in probate where"},{"speaker":"there by 5","startTime":1845.897,"endTime":1848.717,"body":"so many agents are trying"},{"speaker":"there by 5","startTime":1848.717,"endTime":1851.207,"body":"to avoid making phone"},{"speaker":"there by 5","startTime":1848.717,"endTime":1851.207,"body":"calls, it's gonna be hard"},{"speaker":"there by 5","startTime":1851.212,"endTime":1852.977,"body":"to find role play partners."},{"speaker":"there by 5","startTime":1852.977,"endTime":1854.597,"body":"And I'm not saying you"},{"speaker":"there by 5","startTime":1852.977,"endTime":1854.597,"body":"shouldn't ask for it."},{"speaker":"there by 5","startTime":1855.077,"endTime":1857.597,"body":"I am just saying, I"},{"speaker":"there by 5","startTime":1855.077,"endTime":1857.597,"body":"appreciate the person who"},{"speaker":"there by 5","startTime":1857.597,"endTime":1860.597,"body":"says yes, no, they may"},{"speaker":"there by 5","startTime":1857.597,"endTime":1860.597,"body":"not be as good as you are."},{"speaker":"there by 5","startTime":1861.167,"endTime":1864.187,"body":"And yet there's your partner and"},{"speaker":"there by 5","startTime":1861.167,"endTime":1864.187,"body":"you can still learn from them."},{"speaker":"there by 5","startTime":1864.637,"endTime":1865.927,"body":"Maybe they can be"},{"speaker":"there by 5","startTime":1864.637,"endTime":1865.927,"body":"more consistent."},{"speaker":"there by 5","startTime":1865.957,"endTime":1867.967,"body":"And if you're not as good"},{"speaker":"there by 5","startTime":1865.957,"endTime":1867.967,"body":"as the other person, there's"},{"speaker":"there by 5","startTime":1867.967,"endTime":1868.957,"body":"your chance to learn."},{"speaker":"there by 5","startTime":1869.362,"endTime":1872.776,"body":"By showing up and being there on"},{"speaker":"there by 5","startTime":1869.362,"endTime":1872.776,"body":"time and being a great partner."},{"speaker":"there by 5","startTime":1873.376,"endTime":1875.596,"body":"But anyhow, that was the"},{"speaker":"there by 5","startTime":1873.376,"endTime":1875.596,"body":"one thing I noticed on our"},{"speaker":"there by 5","startTime":1875.838,"endTime":1878.358,"body":"alumni over and over again"},{"speaker":"there by 5","startTime":1875.838,"endTime":1878.358,"body":"people out and I'm going"},{"speaker":"there by 5","startTime":1878.358,"endTime":1879.318,"body":"back all the way through."},{"speaker":"there by 5","startTime":1879.708,"endTime":1883.788,"body":"Last two years of comments"},{"speaker":"there by 5","startTime":1879.708,"endTime":1883.788,"body":"people just consistently asking"},{"speaker":"there by 5","startTime":1883.788,"endTime":1887.397,"body":"for role play groups, role play"},{"speaker":"there by 5","startTime":1883.788,"endTime":1887.397,"body":"partners in a role play system."},{"speaker":"there by 5","startTime":1887.402,"endTime":1890.607,"body":"And I would say it's gonna"},{"speaker":"there by 5","startTime":1887.402,"endTime":1890.607,"body":"be very difficult to find,"},{"speaker":"there by 5","startTime":1890.697,"endTime":1891.807,"body":"not saying you shouldn't ask."},{"speaker":"there by 5","startTime":1891.868,"endTime":1894.155,"body":"But and there are people"},{"speaker":"there by 5","startTime":1891.868,"endTime":1894.155,"body":"who throw out names, but"},{"speaker":"there by 5","startTime":1894.155,"endTime":1897.005,"body":"when you, what I would say"},{"speaker":"there by 5","startTime":1894.155,"endTime":1897.005,"body":"to you is, again, advice"},{"speaker":"there by 5","startTime":1897.01,"endTime":1898.745,"body":"I learned, I'm not saying."},{"speaker":"there by 5","startTime":1899.75,"endTime":1903.32,"body":"I practice this, but I learned"},{"speaker":"there by 5","startTime":1899.75,"endTime":1903.32,"body":"this as a husband, when I was"},{"speaker":"there by 5","startTime":1903.32,"endTime":1906.881,"body":"married the rabbi who married"},{"speaker":"there by 5","startTime":1903.32,"endTime":1906.881,"body":"us, said the key to marriage."},{"speaker":"there by 5","startTime":1906.881,"endTime":1909.101,"body":"Again, I'm not saying"},{"speaker":"there by 5","startTime":1906.881,"endTime":1909.101,"body":"I do this, trying to be"},{"speaker":"there by 5","startTime":1909.106,"endTime":1911.591,"body":"humble here, but the key to"},{"speaker":"there by 5","startTime":1909.106,"endTime":1911.591,"body":"success of marriage is not"},{"speaker":"there by 5","startTime":1911.711,"endTime":1912.791,"body":"finding the right partner."},{"speaker":"there by 5","startTime":1913.211,"endTime":1914.411,"body":"It's being the right partner."},{"speaker":"there by 5","startTime":1915.131,"endTime":1916.554,"body":"And I think that's true"},{"speaker":"there by 5","startTime":1915.131,"endTime":1916.554,"body":"in everything in life."},{"speaker":"there by 5","startTime":1917.094,"endTime":1920.064,"body":"If you wanna find the best role"},{"speaker":"there by 5","startTime":1917.094,"endTime":1920.064,"body":"play partner, then you have to"},{"speaker":"there by 5","startTime":1920.064,"endTime":1922.014,"body":"be the best role play partner."},{"speaker":"there by 5","startTime":1922.014,"endTime":1925.164,"body":"So for example, if I wanna one"},{"speaker":"there by 5","startTime":1922.014,"endTime":1925.164,"body":"at eight o'clock in the morning,"},{"speaker":"there by 5","startTime":1925.164,"endTime":1927.414,"body":"every day at 7 55, I would."},{"speaker":"there by 5","startTime":1928.254,"endTime":1929.694,"body":"Facebook group looking for one."},{"speaker":"there by 5","startTime":1929.694,"endTime":1931.704,"body":"Hey, if you're ready to"},{"speaker":"there by 5","startTime":1929.694,"endTime":1931.704,"body":"role play, call me at my"},{"speaker":"there by 5","startTime":1931.704,"endTime":1933.744,"body":"number and now I'm there."},{"speaker":"there by 5","startTime":1933.744,"endTime":1936.144,"body":"I'm warmed up, ready to"},{"speaker":"there by 5","startTime":1933.744,"endTime":1936.144,"body":"go and we can get started"},{"speaker":"there by 5","startTime":1936.147,"endTime":1938.309,"body":"and make that phone call"},{"speaker":"there by 5","startTime":1936.147,"endTime":1938.309,"body":"and be there the next day."},{"speaker":"there by 5","startTime":1938.309,"endTime":1939.387,"body":"If you need to do it every day."},{"speaker":"there by 5","startTime":1939.987,"endTime":1942.147,"body":"So again, I would say focus"},{"speaker":"there by 5","startTime":1939.987,"endTime":1942.147,"body":"on being the right partner."},{"speaker":"there by 5","startTime":1942.207,"endTime":1944.427,"body":"I think you'll find the right"},{"speaker":"there by 5","startTime":1942.207,"endTime":1944.427,"body":"partner or effective that way."},{"speaker":"there by 5","startTime":1945.027,"endTime":1947.322,"body":"Anybody here in the phone"},{"speaker":"there by 5","startTime":1945.027,"endTime":1947.322,"body":"call role play regularly"},{"speaker":"there by 5","startTime":1947.412,"endTime":1948.852,"body":"with somebody on probates."},{"speaker":"there by 5","startTime":1949.172,"endTime":1950.102,"body":"I would like to."},{"speaker":"there by 5","startTime":1950.702,"endTime":1951.092,"body":"Okay."},{"speaker":"there by 5","startTime":1951.542,"endTime":1952.322,"body":"That was Joyce Uhhuh."},{"speaker":"there by 5","startTime":1952.922,"endTime":1953.162,"body":". Okay."},{"speaker":"there by 5","startTime":1953.912,"endTime":1956.968,"body":"Anybody else on call role"},{"speaker":"there by 5","startTime":1953.912,"endTime":1956.968,"body":"play regularly with probates?"},{"speaker":"there by 5","startTime":1957.658,"endTime":1959.428,"body":"I don't, but I"},{"speaker":"there by 5","startTime":1957.658,"endTime":1959.428,"body":"too would like to."},{"speaker":"there by 5","startTime":1959.772,"endTime":1962.922,"body":"Okay, well there's"},{"speaker":"there by 5","startTime":1959.772,"endTime":1962.922,"body":"Claire and there's Joyce."},{"speaker":"there by 5","startTime":1962.922,"endTime":1964.152,"body":"Why don't you guys connect?"},{"speaker":"there by 5","startTime":1964.602,"endTime":1965.532,"body":"Just try it once."},{"speaker":"there by 5","startTime":1966.132,"endTime":1968.082,"body":"Right Claire, how do I find you?"},{"speaker":"there by 5","startTime":1968.682,"endTime":1970.808,"body":"well, go in the chat box and"},{"speaker":"there by 5","startTime":1968.682,"endTime":1970.808,"body":"send her your phone number."},{"speaker":"there by 5","startTime":1970.808,"endTime":1973.711,"body":"And Claire, Joyce wants"},{"speaker":"there by 5","startTime":1970.808,"endTime":1973.711,"body":"to role play cry with her."},{"speaker":"there by 5","startTime":1974.371,"endTime":1975.511,"body":"And again, one of you is better."},{"speaker":"there by 5","startTime":1975.511,"endTime":1977.251,"body":"The other, I wouldn't"},{"speaker":"there by 5","startTime":1975.511,"endTime":1977.251,"body":"that be the problem."},{"speaker":"there by 5","startTime":1977.701,"endTime":1979.201,"body":"One of you is flaker"},{"speaker":"there by 5","startTime":1977.701,"endTime":1979.201,"body":"than the other."},{"speaker":"there by 5","startTime":1979.471,"endTime":1980.461,"body":"I wouldn't let"},{"speaker":"there by 5","startTime":1979.471,"endTime":1980.461,"body":"that be a problem."},{"speaker":"there by 5","startTime":1980.461,"endTime":1982.043,"body":"Just pick a time to show up."},{"speaker":"there by 5","startTime":1982.043,"endTime":1983.903,"body":"If they're not there,"},{"speaker":"there by 5","startTime":1982.043,"endTime":1983.903,"body":"you can still role"},{"speaker":"there by 5","startTime":1983.903,"endTime":1985.073,"body":"play by yourself again."},{"speaker":"there by 5","startTime":1985.073,"endTime":1986.003,"body":"It's about being the"},{"speaker":"there by 5","startTime":1985.073,"endTime":1986.003,"body":"right partner, not"},{"speaker":"there by 5","startTime":1986.003,"endTime":1986.663,"body":"finding the right partner."},{"speaker":"there by 5","startTime":1987.263,"endTime":1987.563,"body":"Okay."},{"speaker":"there by 5","startTime":1988.163,"endTime":1988.493,"body":"Great."},{"speaker":"there by 5","startTime":1988.763,"endTime":1989.303,"body":"Well, look at that."},{"speaker":"there by 5","startTime":1989.303,"endTime":1990.083,"body":"I'm a matchmaker right."},{"speaker":"there by 5","startTime":1990.113,"endTime":1991.793,"body":"Made right on, right"},{"speaker":"there by 5","startTime":1990.113,"endTime":1991.793,"body":"in front of you guys."},{"speaker":"there by 5","startTime":1992.723,"endTime":1993.113,"body":"Okay."},{"speaker":"there by 5","startTime":1993.113,"endTime":1994.973,"body":"Any of the questions,"},{"speaker":"there by 5","startTime":1993.113,"endTime":1994.973,"body":"challenges, problems"},{"speaker":"there by 5","startTime":1994.973,"endTime":1995.363,"body":"go over together."},{"speaker":"there by 5","startTime":1995.363,"endTime":1997.553,"body":"I don't see anything"},{"speaker":"there by 5","startTime":1995.363,"endTime":1997.553,"body":"else on the website."},{"speaker":"there by 5","startTime":1997.763,"endTime":2001.723,"body":"Again, if you're a"},{"speaker":"there by 5","startTime":1997.763,"endTime":2001.723,"body":"probate mastery alum, go"},{"speaker":"there by 5","startTime":2001.723,"endTime":2004.873,"body":"to the probate mastery"},{"speaker":"there by 5","startTime":2001.723,"endTime":2004.873,"body":"alumni group in Facebook."},{"speaker":"there by 5","startTime":2004.873,"endTime":2005.563,"body":"Great resource."},{"speaker":"there by 5","startTime":2005.563,"endTime":2006.853,"body":"I go on a daily."},{"speaker":"there by 5","startTime":2007.242,"endTime":2007.992,"body":"I see leads."},{"speaker":"there by 5","startTime":2007.992,"endTime":2009.732,"body":"I see people with questions,"},{"speaker":"there by 5","startTime":2007.992,"endTime":2009.732,"body":"all that need help."},{"speaker":"there by 5","startTime":2009.795,"endTime":2011.608,"body":"And so let's see we've"},{"speaker":"there by 5","startTime":2009.795,"endTime":2011.608,"body":"got a couple answers."},{"speaker":"there by 5","startTime":2011.608,"endTime":2012.248,"body":"Hold on here."},{"speaker":"there by 5","startTime":2012.319,"endTime":2014.239,"body":"It's challenging to"},{"speaker":"there by 5","startTime":2012.319,"endTime":2014.239,"body":"get committed partners."},{"speaker":"there by 5","startTime":2014.239,"endTime":2015.469,"body":"Renee says yes, Renee."},{"speaker":"there by 5","startTime":2015.889,"endTime":2016.369,"body":"You're right."},{"speaker":"there by 5","startTime":2016.429,"endTime":2017.749,"body":"It's always hard"},{"speaker":"there by 5","startTime":2016.429,"endTime":2017.749,"body":"to find partners."},{"speaker":"there by 5","startTime":2018.019,"endTime":2019.096,"body":"It's easier to be a partner."},{"speaker":"there by 5","startTime":2019.096,"endTime":2020.01,"body":"Joyce, put your name in there."},{"speaker":"there by 5","startTime":2020.01,"endTime":2020.5,"body":"Great."},{"speaker":"there by 5","startTime":2020.535,"endTime":2022.245,"body":"Carrie's looking for"},{"speaker":"there by 5","startTime":2020.535,"endTime":2022.245,"body":"a role play partner in"},{"speaker":"there by 5","startTime":2022.245,"endTime":2022.905,"body":"the central time zone."},{"speaker":"there by 5","startTime":2023.205,"endTime":2023.985,"body":"See, it's always interesting."},{"speaker":"there by 5","startTime":2023.985,"endTime":2027.495,"body":"We create no offense, Carrie,"},{"speaker":"there by 5","startTime":2023.985,"endTime":2027.495,"body":"but you went when in the central"},{"speaker":"there by 5","startTime":2027.495,"endTime":2029.745,"body":"side time zone, does that mean"},{"speaker":"there by 5","startTime":2027.495,"endTime":2029.745,"body":"you wouldn't take a role play"},{"speaker":"there by 5","startTime":2029.745,"endTime":2032.475,"body":"partner if they happen to live"},{"speaker":"there by 5","startTime":2029.745,"endTime":2032.475,"body":"in Pacific, but they're willing"},{"speaker":"there by 5","startTime":2032.475,"endTime":2034.174,"body":"to call an hour earlier, right?"},{"speaker":"there by 5","startTime":2034.264,"endTime":2035.044,"body":"Just be careful."},{"speaker":"there by 5","startTime":2035.074,"endTime":2036.874,"body":"Just notice the wording you use."},{"speaker":"there by 5","startTime":2037.474,"endTime":2041.104,"body":"So you can put out there,"},{"speaker":"there by 5","startTime":2037.474,"endTime":2041.104,"body":"you want to be whatever it's"},{"speaker":"there by 5","startTime":2041.104,"endTime":2042.364,"body":"10 o'clock central time."},{"speaker":"there by 5","startTime":2042.694,"endTime":2046.204,"body":"I would put eight Pacific,"},{"speaker":"there by 5","startTime":2042.694,"endTime":2046.204,"body":"10 central, 11 Eastern,"},{"speaker":"there by 5","startTime":2046.204,"endTime":2047.174,"body":"whatever the right times are."},{"speaker":"there by 5","startTime":2047.174,"endTime":2049.482,"body":"I don't know, in central,"},{"speaker":"there by 5","startTime":2047.174,"endTime":2049.482,"body":"whatever that is."},{"speaker":"there by 5","startTime":2049.842,"endTime":2051.132,"body":"Just put all four"},{"speaker":"there by 5","startTime":2049.842,"endTime":2051.132,"body":"time zones there."},{"speaker":"there by 5","startTime":2051.132,"endTime":2054.102,"body":"But look for partner in those"},{"speaker":"there by 5","startTime":2051.132,"endTime":2054.102,"body":"spots that you want, put your"},{"speaker":"there by 5","startTime":2054.102,"endTime":2056.592,"body":"name, your phone number, and"},{"speaker":"there by 5","startTime":2054.102,"endTime":2056.592,"body":"the time that you're committing"},{"speaker":"there by 5","startTime":2056.592,"endTime":2058.452,"body":"to call and find somebody."},{"speaker":"there by 5","startTime":2059.367,"endTime":2061.917,"body":"And again, I appreciate Chris"},{"speaker":"there by 5","startTime":2059.367,"endTime":2061.917,"body":"name and phone number, but how"},{"speaker":"there by 5","startTime":2061.917,"endTime":2065.337,"body":"put a time zone a time on there"},{"speaker":"there by 5","startTime":2061.917,"endTime":2065.337,"body":"that you want in your time zone"},{"speaker":"there by 5","startTime":2065.337,"endTime":2068.217,"body":"or put all four time zones to"},{"speaker":"there by 5","startTime":2065.337,"endTime":2068.217,"body":"make it easy to track somebody"},{"speaker":"there by 5","startTime":2068.547,"endTime":2070.049,"body":"to join with with phone calling."},{"speaker":"there by 5","startTime":2070.349,"endTime":2070.709,"body":"Okay."},{"speaker":"there by 5","startTime":2071.249,"endTime":2073.469,"body":"So if I see an activity,"},{"speaker":"there by 5","startTime":2071.249,"endTime":2073.469,"body":"maybe we could do a phone call"},{"speaker":"there by 5","startTime":2073.539,"endTime":2076.299,"body":"session sometime I's something"},{"speaker":"there by 5","startTime":2073.539,"endTime":2076.299,"body":"to think about cold calling."},{"speaker":"there by 5","startTime":2077.019,"endTime":2077.319,"body":"Okay."},{"speaker":"there by 5","startTime":2077.319,"endTime":2079.509,"body":"Any of the questions,"},{"speaker":"there by 5","startTime":2077.319,"endTime":2079.509,"body":"challenges, or problems here?"},{"speaker":"there by 5","startTime":2080.229,"endTime":2080.949,"body":"A few minutes left."},{"speaker":"there by 5","startTime":2081.009,"endTime":2081.439,"body":"Anybody."},{"speaker":"there by 5","startTime":2081.739,"endTime":2083.569,"body":"Was this helpful talking"},{"speaker":"there by 5","startTime":2081.739,"endTime":2083.569,"body":"about prebi probates?"},{"speaker":"there by 5","startTime":2083.569,"endTime":2085.069,"body":"Was it helpful talking about"},{"speaker":"there by 5","startTime":2083.569,"endTime":2085.069,"body":"role playing a little bit?"},{"speaker":"there by 5","startTime":2085.669,"endTime":2086.359,"body":"Yes, no."},{"speaker":"there by 5","startTime":2086.959,"endTime":2087.949,"body":"Anybody here is this on?"},{"speaker":"there by 5","startTime":2088.519,"endTime":2088.909,"body":"Hello?"},{"speaker":"there by 5","startTime":2089.509,"endTime":2091.699,"body":"You guys are all busy"},{"speaker":"there by 5","startTime":2089.509,"endTime":2091.699,"body":"writing up new listings and"},{"speaker":"there by 5","startTime":2091.879,"endTime":2093.049,"body":"no, this offer a purpose."},{"speaker":"there by 5","startTime":2093.349,"endTime":2095.089,"body":"It helped me seriously."},{"speaker":"there by 5","startTime":2095.239,"endTime":2096.078,"body":"No, I it's funny."},{"speaker":"there by 5","startTime":2096.078,"endTime":2099.108,"body":"I took three listings last week,"},{"speaker":"there by 5","startTime":2096.078,"endTime":2099.108,"body":"a land listing and two mobiles."},{"speaker":"there by 5","startTime":2099.498,"endTime":2100.218,"body":"So I'm like, no."},{"speaker":"there by 5","startTime":2100.818,"endTime":2103.008,"body":"I just needed someone"},{"speaker":"there by 5","startTime":2100.818,"endTime":2103.008,"body":"to be blunt with me"},{"speaker":"there by 5","startTime":2103.008,"endTime":2103.952,"body":"cuz I work at home."},{"speaker":"there by 5","startTime":2103.982,"endTime":2105.032,"body":"I don't work with anybody."},{"speaker":"there by 5","startTime":2105.632,"endTime":2108.632,"body":"I have the TC, but"},{"speaker":"there by 5","startTime":2105.632,"endTime":2108.632,"body":"you know, work."},{"speaker":"there by 5","startTime":2108.632,"endTime":2111.902,"body":"So yeah, I'm excited to make"},{"speaker":"there by 5","startTime":2108.632,"endTime":2111.902,"body":"some calls and come back next"},{"speaker":"there by 5","startTime":2111.902,"endTime":2113.492,"body":"week and say what happened."},{"speaker":"there by 5","startTime":2114.242,"endTime":2114.362,"body":"Great."},{"speaker":"there by 5","startTime":2114.947,"endTime":2115.607,"body":"I look forward to it."},{"speaker":"there by 5","startTime":2116.157,"endTime":2117.217,"body":"In the meantime,"},{"speaker":"there by 5","startTime":2116.157,"endTime":2117.217,"body":"put your results."},{"speaker":"there by 5","startTime":2117.217,"endTime":2119.527,"body":"If you went in the probate"},{"speaker":"there by 5","startTime":2117.217,"endTime":2119.527,"body":"alumni page as well, if you"},{"speaker":"there by 5","startTime":2119.527,"endTime":2121.028,"body":"look need some help there okay."},{"speaker":"there by 5","startTime":2121.033,"endTime":2122.078,"body":"Question from the Facebook."},{"speaker":"there by 5","startTime":2122.078,"endTime":2122.648,"body":"You're welcome."},{"speaker":"there by 5","startTime":2122.648,"endTime":2125.428,"body":"I'm glad to look at questions"},{"speaker":"there by 5","startTime":2122.648,"endTime":2125.428,"body":"in the Facebook groups."},{"speaker":"there by 5","startTime":2125.458,"endTime":2128.506,"body":"Somebody thank me for that"},{"speaker":"there by 5","startTime":2125.458,"endTime":2128.506,"body":"and see practice real quick."},{"speaker":"there by 5","startTime":2128.506,"endTime":2129.256,"body":"There you go."},{"speaker":"there by 5","startTime":2129.796,"endTime":2131.086,"body":"Marcia puts out there."},{"speaker":"there by 5","startTime":2131.386,"endTime":2133.306,"body":"The role play partnership"},{"speaker":"there by 5","startTime":2131.386,"endTime":2133.306,"body":"puts your name and"},{"speaker":"there by 5","startTime":2133.306,"endTime":2134.146,"body":"she's in Los Angeles."},{"speaker":"there by 5","startTime":2134.146,"endTime":2136.546,"body":"But again, Marcia, you"},{"speaker":"there by 5","startTime":2134.146,"endTime":2136.546,"body":"don't care where they are."},{"speaker":"there by 5","startTime":2136.546,"endTime":2138.496,"body":"You care what time"},{"speaker":"there by 5","startTime":2136.546,"endTime":2138.496,"body":"they won the role."},{"speaker":"there by 5","startTime":2139.111,"endTime":2141.841,"body":"Put the time that you want"},{"speaker":"there by 5","startTime":2139.111,"endTime":2141.841,"body":"in your time zone and you'll"},{"speaker":"there by 5","startTime":2141.841,"endTime":2145.23,"body":"find somebody Terry asked"},{"speaker":"there by 5","startTime":2141.841,"endTime":2145.23,"body":"she hasn't got the link,"},{"speaker":"there by 5","startTime":2145.29,"endTime":2146.746,"body":"this call two weeks in a row."},{"speaker":"there by 5","startTime":2146.746,"endTime":2150.974,"body":"KA, if you can help Terry shell"},{"speaker":"there by 5","startTime":2146.746,"endTime":2150.974,"body":"for the link for this call,"},{"speaker":"there by 5","startTime":2150.974,"endTime":2153.374,"body":"but Terry I'll also direct"},{"speaker":"there by 5","startTime":2150.974,"endTime":2153.374,"body":"you to the probate master"},{"speaker":"there by 5","startTime":2153.374,"endTime":2155.924,"body":"alumni group has the link to"},{"speaker":"there by 5","startTime":2153.374,"endTime":2155.924,"body":"this call as well every week."},{"speaker":"there by 5","startTime":2156.239,"endTime":2156.569,"body":"Okay."},{"speaker":"there by 5","startTime":2157.169,"endTime":2157.529,"body":"Okay."},{"speaker":"there by 5","startTime":2157.529,"endTime":2159.719,"body":"I think that's all"},{"speaker":"there by 5","startTime":2157.529,"endTime":2159.719,"body":"the housekeeping and I"},{"speaker":"there by 5","startTime":2159.719,"endTime":2160.619,"body":"don't see any questions."},{"speaker":"there by 5","startTime":2160.619,"endTime":2161.549,"body":"So we'll wrap this up."},{"speaker":"there by 5","startTime":2161.979,"endTime":2163.638,"body":"This is our probate"},{"speaker":"there by 5","startTime":2161.979,"endTime":2163.638,"body":"mastery call."},{"speaker":"there by 5","startTime":2163.998,"endTime":2168.498,"body":"We do this every Tuesday at"},{"speaker":"there by 5","startTime":2163.998,"endTime":2168.498,"body":"12 noon Pacific time when"},{"speaker":"I'm in Los Angeles or 3","startTime":2168.498,"endTime":2171.618,"body":"00"},{"speaker":"I'm in Los Angeles or 3","startTime":2168.498,"endTime":2171.618,"body":"PM, Eastern lucky I'm here"},{"speaker":"I'm in Los Angeles or 3","startTime":2171.618,"endTime":2172.638,"body":"today, Orlando, Florida."},{"speaker":"I'm in Los Angeles or 3","startTime":2173.358,"endTime":2175.128,"body":"And the goal of this is to"},{"speaker":"I'm in Los Angeles or 3","startTime":2173.358,"endTime":2175.128,"body":"every week, give you some"},{"speaker":"I'm in Los Angeles or 3","startTime":2175.128,"endTime":2179.118,"body":"additional resources as you"},{"speaker":"I'm in Los Angeles or 3","startTime":2175.128,"endTime":2179.118,"body":"launch your business in probate"},{"speaker":"I'm in Los Angeles or 3","startTime":2179.118,"endTime":2180.948,"body":"real estate or probate invest."},{"speaker":"I'm in Los Angeles or 3","startTime":2181.623,"endTime":2184.773,"body":"To be more successful use"},{"speaker":"I'm in Los Angeles or 3","startTime":2181.623,"endTime":2184.773,"body":"utilizing the coaching, that"},{"speaker":"I'm in Los Angeles or 3","startTime":2184.773,"endTime":2185.973,"body":"Chad's put together for us."},{"speaker":"I'm in Los Angeles or 3","startTime":2186.453,"endTime":2187.563,"body":"So look forward to"},{"speaker":"I'm in Los Angeles or 3","startTime":2186.453,"endTime":2187.563,"body":"working with you."},{"speaker":"I'm in Los Angeles or 3","startTime":2187.563,"endTime":2188.613,"body":"We do this every week."},{"speaker":"I'm in Los Angeles or 3","startTime":2188.913,"endTime":2191.463,"body":"I also host a call"},{"speaker":"I'm in Los Angeles or 3","startTime":2188.913,"endTime":2191.463,"body":"probate weekly.com on"},{"speaker":"Thursdays at 4","startTime":2191.463,"endTime":2193.203,"body":"00 PM."},{"speaker":"Pacific times 7","startTime":2193.203,"endTime":2194.403,"body":"00 PM."},{"speaker":"Pacific times 7","startTime":2194.403,"endTime":2196.053,"body":"Eastern I'm Bill Gross."},{"speaker":"Pacific times 7","startTime":2196.353,"endTime":2198.123,"body":"And if I can help you feel"},{"speaker":"Pacific times 7","startTime":2196.353,"endTime":2198.123,"body":"free to reach out there."},{"speaker":"Pacific times 7","startTime":2198.128,"endTime":2200.493,"body":"I also have the Facebook"},{"speaker":"Pacific times 7","startTime":2198.128,"endTime":2200.493,"body":"group probate experts."},{"speaker":"Pacific times 7","startTime":2200.498,"endTime":2201.333,"body":"Love to have you on that."},{"speaker":"Pacific times 7","startTime":2201.363,"endTime":2207.433,"body":"Oh, and it reminds me great"},{"speaker":"Pacific times 7","startTime":2201.363,"endTime":2207.433,"body":"free resource executorium.com"},{"speaker":"Pacific times 7","startTime":2208.293,"endTime":2210.213,"body":"is a resource for."},{"speaker":"Pacific times 7","startTime":2210.618,"endTime":2214.698,"body":"It's designed for executors"},{"speaker":"Pacific times 7","startTime":2210.618,"endTime":2214.698,"body":"of estates, but I happen to"},{"speaker":"Pacific times 7","startTime":2214.698,"endTime":2217.548,"body":"know the developer of the"},{"speaker":"Pacific times 7","startTime":2214.698,"endTime":2217.548,"body":"website and he's looking to"},{"speaker":"Pacific times 7","startTime":2217.548,"endTime":2219.468,"body":"fill out the Rolodex of people."},{"speaker":"Pacific times 7","startTime":2220.008,"endTime":2221.808,"body":"And so if you're interested,"},{"speaker":"Pacific times 7","startTime":2220.008,"endTime":2221.808,"body":"you can go there and get"},{"speaker":"Pacific times 7","startTime":2221.808,"endTime":2224.328,"body":"a free listing to promote"},{"speaker":"Pacific times 7","startTime":2221.808,"endTime":2224.328,"body":"yourself as well as offer"},{"speaker":"Pacific times 7","startTime":2224.328,"endTime":2226.998,"body":"that to your clients like"},{"speaker":"Pacific times 7","startTime":2224.328,"endTime":2226.998,"body":"attorneys and accounts and"},{"speaker":"Pacific times 7","startTime":2226.998,"endTime":2229.438,"body":"such so executorium.com."},{"speaker":"Pacific times 7","startTime":2229.858,"endTime":2232.659,"body":"The executor in like a place"},{"speaker":"Pacific times 7","startTime":2229.858,"endTime":2232.659,"body":"where executors would hang out,"},{"speaker":"Pacific times 7","startTime":2233.049,"endTime":2236.911,"body":"I guess, is an executor and"},{"speaker":"Pacific times 7","startTime":2233.049,"endTime":2236.911,"body":"there's a link of the chat box."},{"speaker":"Pacific times 7","startTime":2237.511,"endTime":2237.811,"body":"Okay."},{"speaker":"Pacific times 7","startTime":2238.411,"endTime":2238.861,"body":"Check it out."},{"speaker":"Pacific times 7","startTime":2238.861,"endTime":2241.111,"body":"Free link, kind of a"},{"speaker":"Pacific times 7","startTime":2238.861,"endTime":2241.111,"body":"good resource guide."},{"speaker":"Pacific times 7","startTime":2241.111,"endTime":2243.886,"body":"You might find an attorney"},{"speaker":"Pacific times 7","startTime":2241.111,"endTime":2243.886,"body":"there in your area that you"},{"speaker":"Pacific times 7","startTime":2243.886,"endTime":2245.716,"body":"might wanna work with or an"},{"speaker":"Pacific times 7","startTime":2243.886,"endTime":2245.716,"body":"accountant if they prefer"},{"speaker":"Pacific times 7","startTime":2245.716,"endTime":2248.086,"body":"you to some business they're"},{"speaker":"Pacific times 7","startTime":2245.716,"endTime":2248.086,"body":"on there for a reason."},{"speaker":"Pacific times 7","startTime":2248.086,"endTime":2249.676,"body":"So I would reach out to them"},{"speaker":"Pacific times 7","startTime":2248.086,"endTime":2249.676,"body":"and see if they can help."},{"speaker":"Pacific times 7","startTime":2249.856,"endTime":2250.906,"body":"Okay, guys, we're"},{"speaker":"Pacific times 7","startTime":2249.856,"endTime":2250.906,"body":"gonna wrap it up."},{"speaker":"Pacific times 7","startTime":2250.911,"endTime":2252.046,"body":"We'll see you here next week."},{"speaker":"Pacific times 7","startTime":2252.406,"endTime":2255.043,"body":"In the meantime, I wish"},{"speaker":"Pacific times 7","startTime":2252.406,"endTime":2255.043,"body":"you continued success."},{"speaker":"Pacific times 7","startTime":2255.072,"endTime":2257.445,"body":"Good luck, and report"},{"speaker":"Pacific times 7","startTime":2255.072,"endTime":2257.445,"body":"back on your progress and"},{"speaker":"Pacific times 7","startTime":2257.445,"endTime":2259.995,"body":"your cold calling and make"},{"speaker":"Pacific times 7","startTime":2257.445,"endTime":2259.995,"body":"today your best day ever."},{"speaker":"Pacific times 7","startTime":2259.995,"endTime":2260.505,"body":"Thank you everybody."},{"speaker":"Pacific times 7","startTime":2260.505,"endTime":2261.255,"body":"Thank you so much."},{"speaker":"Pacific times 7","startTime":2261.705,"endTime":2262.245,"body":"Thanks bill."},{"speaker":"Pacific times 7","startTime":2262.245,"endTime":2262.845,"body":"Thank you."}]}