{"version":"1.0.0","segments":[{"startTime":0.09,"endTime":1.14,"body":"Hey, I'm bill gross."},{"startTime":1.145,"endTime":3.96,"body":"I'm the LA probate expert,"},{"startTime":1.145,"endTime":3.96,"body":"and this is our Tuesday"},{"startTime":3.96,"endTime":6.383,"body":"probate mastery alumni call."},{"startTime":6.383,"endTime":9.713,"body":"We do every Tuesday at"},{"startTime":6.383,"endTime":9.713,"body":"12 noon Pacific time."},{"startTime":9.713,"endTime":14.363,"body":"I'm located in Los Angeles,"},{"startTime":9.713,"endTime":14.363,"body":"3:00 PM Eastern time, and then"},{"startTime":14.368,"endTime":17.648,"body":"we record it and put on social"},{"startTime":14.368,"endTime":17.648,"body":"media the best place to catch"},{"startTime":17.653,"endTime":19.358,"body":"it is probate mastery.com."},{"startTime":19.748,"endTime":21.948,"body":"And the top there, you'll"},{"startTime":19.748,"endTime":21.948,"body":"see a link for the podcast"},{"startTime":22.808,"endTime":24.068,"body":"and some great resources."},{"startTime":24.068,"endTime":27.307,"body":"They the team there does a great"},{"startTime":24.068,"endTime":27.307,"body":"job of clipping it and make it"},{"startTime":27.307,"endTime":29.797,"body":"so you can look up things and"},{"startTime":27.307,"endTime":29.797,"body":"find past episodes and such."},{"startTime":29.797,"endTime":30.727,"body":"It's also on YouTube."},{"startTime":30.795,"endTime":32.505,"body":"I, and I'm just kind"},{"startTime":30.795,"endTime":32.505,"body":"of full disclosure."},{"startTime":32.505,"endTime":35.835,"body":"I'm just a fan of Chad"},{"startTime":32.505,"endTime":35.835,"body":"Corbin, probate master."},{"startTime":35.835,"endTime":38.955,"body":"I do some coaching for them"},{"startTime":35.835,"endTime":38.955,"body":"more just to kind of learn"},{"startTime":38.955,"endTime":40.905,"body":"the systems is kind of fun"},{"startTime":38.955,"endTime":40.905,"body":"to play, but I'm a real"},{"startTime":40.905,"endTime":42.426,"body":"estate broker practitioner."},{"startTime":42.426,"endTime":43.116,"body":"I'm not a coach."},{"startTime":43.121,"endTime":45.396,"body":"Full-time I'm, full-time"},{"startTime":43.121,"endTime":45.396,"body":"a broker I in Los"},{"startTime":45.401,"endTime":47.101,"body":"Angeles, California in"},{"startTime":45.401,"endTime":47.101,"body":"probate real estate."},{"startTime":47.101,"endTime":50.183,"body":"Chow is my coach three and"},{"startTime":47.101,"endTime":50.183,"body":"a half years ago helped me"},{"startTime":50.188,"endTime":52.103,"body":"relaunch my career as a."},{"startTime":52.538,"endTime":56.198,"body":"Real estate agent producing and"},{"startTime":52.538,"endTime":56.198,"body":"built a fantastic business and"},{"startTime":56.203,"endTime":58.778,"body":"went through a, an iteration"},{"startTime":56.203,"endTime":58.778,"body":"when COVID changed things."},{"startTime":58.842,"endTime":60.413,"body":"But I, did what he said to do."},{"startTime":60.734,"endTime":63.424,"body":"Maybe he took a few parts"},{"startTime":60.734,"endTime":63.424,"body":"in particular to heart"},{"startTime":63.429,"endTime":65.944,"body":"and worked on it and"},{"startTime":63.429,"endTime":65.944,"body":"built my probate business."},{"startTime":65.944,"endTime":67.444,"body":"And so I've been on this call."},{"startTime":67.444,"endTime":70.534,"body":"I come in this call cuz I need"},{"startTime":67.444,"endTime":70.534,"body":"it as a practitioner, keep my"},{"startTime":70.534,"endTime":74.243,"body":"head in the game to network with"},{"startTime":70.534,"endTime":74.243,"body":"other agents across the country"},{"startTime":74.243,"endTime":77.153,"body":"and to work on best practices"},{"startTime":74.243,"endTime":77.153,"body":"and vendors and new ideas."},{"startTime":78.263,"endTime":79.673,"body":"And I, I always"},{"startTime":78.263,"endTime":79.673,"body":"say more than ever."},{"startTime":80.363,"endTime":83.153,"body":"I think those of us really"},{"startTime":80.363,"endTime":83.153,"body":"were doing the work need this."},{"startTime":83.22,"endTime":85.774,"body":"It's interesting because like"},{"startTime":83.22,"endTime":85.774,"body":"everybody today, I think I'm"},{"startTime":85.779,"endTime":88.272,"body":"taking, look the look at the"},{"startTime":85.779,"endTime":88.272,"body":"market, trying to see, what"},{"startTime":88.272,"endTime":90.822,"body":"I need to do to increase my"},{"startTime":88.272,"endTime":90.822,"body":"business next year in a market"},{"startTime":90.822,"endTime":94.092,"body":"with less sales overall,"},{"startTime":90.822,"endTime":94.092,"body":"the market by volume is down"},{"startTime":94.092,"endTime":97.332,"body":"about 30, 40% in terms of"},{"startTime":94.092,"endTime":97.332,"body":"unit account, depending on"},{"startTime":97.332,"endTime":99.642,"body":"where you are though, the"},{"startTime":97.332,"endTime":99.642,"body":"sales prices have increased."},{"startTime":100.302,"endTime":101.592,"body":"And so I think what"},{"startTime":100.302,"endTime":101.592,"body":"everybody experiences"},{"startTime":101.597,"endTime":104.142,"body":"right now is an increased"},{"startTime":101.597,"endTime":104.142,"body":"sense of competition or."},{"startTime":104.502,"endTime":105.822,"body":"Least an energy about that."},{"startTime":106.302,"endTime":108.574,"body":"And so, more and more, I"},{"startTime":106.302,"endTime":108.574,"body":"think people are looking well,"},{"startTime":108.579,"endTime":110.014,"body":"how can I add more business?"},{"startTime":110.674,"endTime":112.144,"body":"And on one hand, I caution you."},{"startTime":112.234,"endTime":113.944,"body":"On the other hand, I would"},{"startTime":112.234,"endTime":113.944,"body":"say you're in the right place."},{"startTime":113.949,"endTime":117.904,"body":"In that the caution is we, as"},{"startTime":113.949,"endTime":117.904,"body":"realtors get offered, shiny"},{"startTime":117.904,"endTime":120.514,"body":"pennies all the time, or as"},{"startTime":117.904,"endTime":120.514,"body":"real estate investors, we"},{"startTime":120.519,"endTime":122.224,"body":"get offered shiny pennies."},{"startTime":122.224,"endTime":123.274,"body":"Oh, just do this program."},{"startTime":123.279,"endTime":125.134,"body":"We'll send you a bunch of"},{"startTime":123.279,"endTime":125.134,"body":"leads, a bunch, your interviews,"},{"startTime":125.139,"endTime":126.034,"body":"a about your listings."},{"startTime":128.044,"endTime":129.274,"body":"Think at the end of the"},{"startTime":128.044,"endTime":129.274,"body":"day, I've been in this"},{"startTime":129.274,"endTime":131.224,"body":"business for 36 years."},{"startTime":131.794,"endTime":135.904,"body":"And I would say the shortcut is"},{"startTime":131.794,"endTime":135.904,"body":"putting in a good work effort,"},{"startTime":135.964,"endTime":139.281,"body":"daily five and a half days a"},{"startTime":135.964,"endTime":139.281,"body":"week over a long period of time."},{"startTime":139.281,"endTime":141.501,"body":"That's the shortcut and"},{"startTime":139.281,"endTime":141.501,"body":"anything else other than"},{"startTime":141.506,"endTime":142.851,"body":"that probably doesn't work."},{"startTime":143.751,"endTime":146.151,"body":"But more than that, there"},{"startTime":143.751,"endTime":146.151,"body":"are programs in niches"},{"startTime":146.151,"endTime":147.381,"body":"that I think do would work."},{"startTime":147.381,"endTime":148.881,"body":"I was listening one yesterday."},{"startTime":148.881,"endTime":149.571,"body":"I like a lot."},{"startTime":150.936,"endTime":152.016,"body":"But what they're missing."},{"startTime":152.016,"endTime":154.116,"body":"I think one of the key"},{"startTime":152.016,"endTime":154.116,"body":"components is a place for the"},{"startTime":154.356,"endTime":157.416,"body":"participants to get together"},{"startTime":154.356,"endTime":157.416,"body":"and congregate and push"},{"startTime":157.416,"endTime":159.726,"body":"each other, encourage each"},{"startTime":157.416,"endTime":159.726,"body":"other, support each other."},{"startTime":160.086,"endTime":162.516,"body":"I don't think there's any"},{"startTime":160.086,"endTime":162.516,"body":"one coach who can do enough"},{"startTime":162.846,"endTime":164.286,"body":"to help 50 a hundred people."},{"startTime":164.286,"endTime":166.986,"body":"It requires, you know, they"},{"startTime":164.286,"endTime":166.986,"body":"say it takes a village."},{"startTime":166.986,"endTime":168.486,"body":"Well, no about that,"},{"startTime":166.986,"endTime":168.486,"body":"but it takes a team."},{"startTime":168.756,"endTime":170.891,"body":"It takes a group of people"},{"startTime":168.756,"endTime":170.891,"body":"to support each other in"},{"startTime":170.891,"endTime":173.261,"body":"order to be successful in"},{"startTime":170.891,"endTime":173.261,"body":"real estate, whether you're"},{"startTime":173.261,"endTime":175.691,"body":"brand new, getting started or"},{"startTime":173.261,"endTime":175.691,"body":"whether you're an experienced"},{"startTime":175.691,"endTime":179.111,"body":"agent, like I was looking"},{"startTime":175.691,"endTime":179.111,"body":"at a new channel or a new"},{"startTime":179.111,"endTime":180.281,"body":"piece to of the business."},{"startTime":180.286,"endTime":183.281,"body":"And so the purpose of"},{"startTime":180.286,"endTime":183.281,"body":"this call is weekly."},{"startTime":183.281,"endTime":185.801,"body":"A place that you can come"},{"startTime":183.281,"endTime":185.801,"body":"as you're building your"},{"startTime":186.001,"endTime":188.861,"body":"business to ask questions,"},{"startTime":186.001,"endTime":188.861,"body":"did you get this right?"},{"startTime":188.891,"endTime":192.011,"body":"How are you doing this"},{"startTime":188.891,"endTime":192.011,"body":"to work on it rather than"},{"startTime":192.011,"endTime":194.38,"body":"just set up for a class and"},{"startTime":192.011,"endTime":194.38,"body":"take it and then struggle."},{"startTime":194.89,"endTime":198.219,"body":"It's gonna take time"},{"startTime":194.89,"endTime":198.219,"body":"to implement and that's"},{"startTime":198.219,"endTime":198.759,"body":"what we're here for."},{"startTime":198.759,"endTime":200.589,"body":"So if I can help any"},{"startTime":198.759,"endTime":200.589,"body":"way, it's the purpose."},{"startTime":200.649,"endTime":202.779,"body":"My goal here today is really"},{"startTime":200.649,"endTime":202.779,"body":"to answer questions now."},{"startTime":203.694,"endTime":206.086,"body":"Also before I, I open up"},{"startTime":203.694,"endTime":206.086,"body":"to questions feel free to"},{"startTime":206.086,"endTime":208.396,"body":"raise your hand or put a"},{"startTime":206.086,"endTime":208.396,"body":"question in the chat box"},{"startTime":208.456,"endTime":209.632,"body":"or yeah, raise your hand."},{"startTime":209.641,"endTime":212.196,"body":"Another but I also wanna"},{"startTime":209.641,"endTime":212.196,"body":"offer anybody who is"},{"startTime":212.196,"endTime":213.366,"body":"successful in real estate."},{"startTime":213.606,"endTime":217.206,"body":"Mihir, who's taken Chad's"},{"startTime":213.606,"endTime":217.206,"body":"training and as a result of"},{"startTime":217.206,"endTime":219.036,"body":"that has built a good business."},{"startTime":219.036,"endTime":221.496,"body":"And we'd like to share"},{"startTime":219.036,"endTime":221.496,"body":"that with other agents"},{"startTime":221.856,"endTime":222.846,"body":"on an interview format."},{"startTime":222.846,"endTime":225.682,"body":"I did that recently with a"},{"startTime":222.846,"endTime":225.682,"body":"couple we're gonna video them"},{"startTime":225.772,"endTime":227.309,"body":"and promote them on our website."},{"startTime":227.429,"endTime":229.811,"body":"And I think that I know"},{"startTime":227.429,"endTime":229.811,"body":"for me personally, I always"},{"startTime":229.816,"endTime":231.011,"body":"wanna help other people."},{"startTime":231.281,"endTime":234.408,"body":"I feel like I've been blessed so"},{"startTime":231.281,"endTime":234.408,"body":"much by coaches and support and"},{"startTime":234.408,"endTime":236.568,"body":"colleagues, and it's important"},{"startTime":234.408,"endTime":236.568,"body":"to help the person behind me."},{"startTime":236.568,"endTime":239.039,"body":"So if you feel you're that"},{"startTime":236.568,"endTime":239.039,"body":"person that has a message"},{"startTime":239.039,"endTime":242.489,"body":"to share of success, as"},{"startTime":239.039,"endTime":242.489,"body":"they say, an AA hope and"},{"startTime":242.489,"endTime":244.319,"body":"strength, we'll love to"},{"startTime":242.489,"endTime":244.319,"body":"have you share it with us."},{"startTime":244.649,"endTime":246.509,"body":"So reach out to me, I'm bill"},{"startTime":244.649,"endTime":246.509,"body":"gross, and you can reach"},{"startTime":246.514,"endTime":248.459,"body":"out either on this chat or."},{"startTime":248.804,"endTime":251.084,"body":"You can reach out to"},{"startTime":248.804,"endTime":251.084,"body":"me personally, I'm"},{"startTime":251.144,"endTime":253.544,"body":"bill@thelaprobateexpert.com."},{"startTime":253.814,"endTime":255.884,"body":"My social medias"},{"startTime":253.814,"endTime":255.884,"body":"are bill gross E XP."},{"startTime":256.194,"endTime":256.815,"body":"But reach out to me."},{"startTime":256.815,"endTime":258.405,"body":"I'd love to interview you"},{"startTime":256.815,"endTime":258.405,"body":"and then share you with the"},{"startTime":258.405,"endTime":260.805,"body":"community to help encourage"},{"startTime":258.405,"endTime":260.805,"body":"other people on the way."},{"startTime":261.195,"endTime":264.045,"body":"So that's said, if you have a"},{"startTime":261.195,"endTime":264.045,"body":"question, feel free to raise"},{"startTime":264.05,"endTime":265.365,"body":"your hand and I'll unmute."},{"startTime":265.425,"endTime":267.893,"body":"You I'd think I believe you"},{"startTime":265.425,"endTime":267.893,"body":"have the opportunity to unmute"},{"startTime":267.893,"endTime":269.093,"body":"yourself, but I'll go ahead."},{"startTime":269.093,"endTime":270.401,"body":"I meet you and we'll"},{"startTime":269.093,"endTime":270.401,"body":"start off with John."},{"startTime":270.444,"endTime":271.134,"body":"John, how you doing?"},{"startTime":271.134,"endTime":271.644,"body":"What's going on?"},{"startTime":272.634,"endTime":273.435,"body":"I'm doing great."},{"startTime":273.496,"endTime":275.056,"body":"Thank you for taking"},{"startTime":273.496,"endTime":275.056,"body":"our questions."},{"startTime":275.12,"endTime":278.385,"body":"One of the things I'm having"},{"startTime":275.12,"endTime":278.385,"body":"a I'm, I am just getting"},{"startTime":278.385,"endTime":283.065,"body":"started in probate and so"},{"startTime":278.385,"endTime":283.065,"body":"I'm making my calls and"},{"startTime":283.065,"endTime":285.465,"body":"I'm finding most people"},{"startTime":283.065,"endTime":285.465,"body":"are on, do not call lists."},{"startTime":285.675,"endTime":286.995,"body":"So I just text them."},{"startTime":287.072,"endTime":288.782,"body":"And then I'm following up."},{"startTime":288.849,"endTime":289.747,"body":"I have their emails."},{"startTime":289.747,"endTime":290.781,"body":"I email them."},{"startTime":290.841,"endTime":292.191,"body":"I've been sending the letters."},{"startTime":292.642,"endTime":294.202,"body":"My first round of"},{"startTime":292.642,"endTime":294.202,"body":"letters went out."},{"startTime":295.027,"endTime":298.417,"body":"and I'm just wondering, how"},{"startTime":295.027,"endTime":298.417,"body":"do you market yourself, cuz"},{"startTime":298.417,"endTime":301.818,"body":"this is my, my most exciting"},{"startTime":298.417,"endTime":301.818,"body":"moment was just getting one"},{"startTime":301.818,"endTime":305.238,"body":"response from one person who"},{"startTime":301.818,"endTime":305.238,"body":"needed something that I helped"},{"startTime":305.238,"endTime":306.978,"body":"him that was that gun trust."},{"startTime":307.052,"endTime":308.432,"body":"But that was it."},{"startTime":308.46,"endTime":310.673,"body":"That's my claim to fame so far."},{"startTime":311.033,"endTime":313.313,"body":"And it's just a lot of"},{"startTime":311.033,"endTime":313.313,"body":"time being put in and it"},{"startTime":313.313,"endTime":316.026,"body":"just doesn't seem to be"},{"startTime":313.313,"endTime":316.026,"body":"yielding much at this point."},{"startTime":316.116,"endTime":319.686,"body":"So how do you market yourself"},{"startTime":316.116,"endTime":319.686,"body":"in this probate niche?"},{"startTime":320.856,"endTime":322.116,"body":"Well, let's break it"},{"startTime":320.856,"endTime":322.116,"body":"down a little bit."},{"startTime":322.116,"endTime":325.086,"body":"And the goal here is to kind"},{"startTime":322.116,"endTime":325.086,"body":"of get, you know, specific on"},{"startTime":325.086,"endTime":328.956,"body":"the website we charge for my"},{"startTime":325.086,"endTime":328.956,"body":"time, $5 for 30 minute call."},{"startTime":328.956,"endTime":330.306,"body":"I'm willing to"},{"startTime":328.956,"endTime":330.306,"body":"coach you for free."},{"startTime":330.696,"endTime":332.286,"body":"I'm gonna ask you some"},{"startTime":330.696,"endTime":332.286,"body":"personal questions if"},{"startTime":332.286,"endTime":332.916,"body":"you don't wanna answer."},{"startTime":332.916,"endTime":336.0,"body":"Just say I don't wanna answer,"},{"startTime":332.916,"endTime":336.0,"body":"you know, but obviously the"},{"startTime":336.069,"endTime":339.549,"body":"the prescription of medicine"},{"startTime":336.069,"endTime":339.549,"body":"is based on the diagnosis."},{"startTime":339.549,"endTime":340.299,"body":"Does that make sense?"},{"startTime":340.989,"endTime":341.469,"body":"Yes."},{"startTime":341.559,"endTime":342.399,"body":"So let's start off a little bit."},{"startTime":342.399,"endTime":344.739,"body":"So, John, what market where"},{"startTime":342.399,"endTime":344.739,"body":"you located that you do"},{"startTime":344.739,"endTime":346.089,"body":"business Southwest Florida."},{"startTime":347.319,"endTime":348.219,"body":"Southwest Florida."},{"startTime":348.219,"endTime":350.619,"body":"So is it, are you in a"},{"startTime":348.219,"endTime":350.619,"body":"city like Fort Myers or"},{"startTime":350.619,"endTime":351.999,"body":"are you in a suburban area?"},{"startTime":351.999,"endTime":352.209,"body":"Fort?"},{"startTime":352.479,"endTime":354.159,"body":"Yeah, Fort Myers, Cape coral."},{"startTime":354.279,"endTime":357.879,"body":"Lee county is basically the"},{"startTime":354.279,"endTime":357.879,"body":"county that I would work with."},{"startTime":357.879,"endTime":359.439,"body":"So there's Bonita Springs."},{"startTime":360.189,"endTime":360.549,"body":"Got it."},{"startTime":360.549,"endTime":363.702,"body":"So it's not a main city, but"},{"startTime":360.549,"endTime":363.702,"body":"it's like a secondary city,"},{"startTime":363.702,"endTime":366.714,"body":"but it's established suburban"},{"startTime":363.702,"endTime":366.714,"body":"market urban market kind of."},{"startTime":367.284,"endTime":370.154,"body":"And you got the data"},{"startTime":367.284,"endTime":370.154,"body":"from a company, all the"},{"startTime":370.154,"endTime":371.354,"body":"leads, all the leads."},{"startTime":371.714,"endTime":374.624,"body":"And did you, and so what"},{"startTime":371.714,"endTime":374.624,"body":"have you done so far?"},{"startTime":374.624,"endTime":377.174,"body":"You said you mailed out"},{"startTime":374.624,"endTime":377.174,"body":"to them mailed out to"},{"startTime":377.174,"endTime":378.614,"body":"my first round of leads."},{"startTime":378.686,"endTime":380.091,"body":"I'm just getting 90 leads."},{"startTime":380.142,"endTime":381.762,"body":"I could get up to 2 25."},{"startTime":382.302,"endTime":386.952,"body":"I think it's 2 25 per month, but"},{"startTime":382.302,"endTime":386.952,"body":"I'm just getting there 91, just"},{"startTime":386.952,"endTime":391.222,"body":"because my costs and that's an,"},{"startTime":386.952,"endTime":391.222,"body":"that's all I can handle at this"},{"startTime":391.222,"endTime":393.952,"body":"point anyway, to try to call"},{"startTime":391.222,"endTime":393.952,"body":"all of them or contact them."},{"startTime":394.402,"endTime":394.582,"body":"Okay."},{"startTime":395.212,"endTime":397.492,"body":"So you got 90 leads and"},{"startTime":395.212,"endTime":397.492,"body":"you mail up postcards."},{"startTime":397.492,"endTime":398.042,"body":"How long ago?"},{"startTime":398.062,"endTime":399.922,"body":"That's been about a week ago."},{"startTime":399.922,"endTime":400.732,"body":"I think it went out."},{"startTime":401.152,"endTime":403.702,"body":"Did you call before or"},{"startTime":401.152,"endTime":403.702,"body":"wait till the postcards hit"},{"startTime":403.702,"endTime":404.332,"body":"before you made the post?"},{"startTime":404.332,"endTime":405.352,"body":"I've been doing both."},{"startTime":405.982,"endTime":406.192,"body":"Okay."},{"startTime":406.192,"endTime":407.992,"body":"I've just working my"},{"startTime":406.192,"endTime":407.992,"body":"way through the list."},{"startTime":408.532,"endTime":411.364,"body":"So out of 90, how many you"},{"startTime":408.532,"endTime":411.364,"body":"said so one thing I caught"},{"startTime":411.369,"endTime":414.334,"body":"my attention was you said"},{"startTime":411.369,"endTime":414.334,"body":"you, I called a soys M I"},{"startTime":414.339,"endTime":415.294,"body":"think that's a problem."},{"startTime":415.299,"endTime":417.784,"body":"I'm not in attorney here,"},{"startTime":415.299,"endTime":417.784,"body":"but just if they're doing a"},{"startTime":417.784,"endTime":420.638,"body":"call unsolicited texts are"},{"startTime":417.784,"endTime":420.638,"body":"probably the same problem."},{"startTime":420.638,"endTime":423.368,"body":"If not worse than phone calls,"},{"startTime":420.638,"endTime":423.368,"body":"I think people get a little"},{"startTime":423.368,"endTime":424.568,"body":"more freaked out about it."},{"startTime":425.078,"endTime":426.908,"body":"I'm old enough to remember"},{"startTime":425.078,"endTime":426.908,"body":"in the old days, when you had"},{"startTime":426.908,"endTime":429.008,"body":"a text planned and you had a"},{"startTime":426.908,"endTime":429.008,"body":"certain number of texts and"},{"startTime":429.008,"endTime":431.708,"body":"they, my teenage daughter, one"},{"startTime":429.008,"endTime":431.708,"body":"time, I got a phone phone call"},{"startTime":431.713,"endTime":434.018,"body":"for like 200 bucks for texts."},{"startTime":434.498,"endTime":436.374,"body":"That's not the case anymore,"},{"startTime":434.498,"endTime":436.374,"body":"but some people have"},{"startTime":436.374,"endTime":438.954,"body":"that idea that text costs"},{"startTime":436.374,"endTime":438.954,"body":"more than phone calls."},{"startTime":439.434,"endTime":442.155,"body":"So I would say that I'd be"},{"startTime":439.434,"endTime":442.155,"body":"more cautious texting than"},{"startTime":442.155,"endTime":443.325,"body":"phone call, to be honest."},{"startTime":443.325,"endTime":443.445,"body":"Okay."},{"startTime":443.445,"endTime":445.125,"body":"I didn't, I didn't know"},{"startTime":443.445,"endTime":445.125,"body":"that I had heard on"},{"startTime":445.125,"endTime":446.175,"body":"one of our calls once."},{"startTime":447.06,"endTime":450.42,"body":"That one guy in the"},{"startTime":447.06,"endTime":450.42,"body":"class, or, you know, the"},{"startTime":450.42,"endTime":452.1,"body":"group had been texting."},{"startTime":452.28,"endTime":453.6,"body":"And so I thought, oh, okay."},{"startTime":453.6,"endTime":456.34,"body":"That'd probably get around"},{"startTime":453.6,"endTime":456.34,"body":"the, do not call , but maybe"},{"startTime":456.369,"endTime":458.769,"body":"I, I misinterpreted that."},{"startTime":459.519,"endTime":459.849,"body":"Yeah."},{"startTime":459.849,"endTime":462.987,"body":"And then okay, so that of"},{"startTime":459.849,"endTime":462.987,"body":"the 90, how many have you"},{"startTime":462.987,"endTime":463.817,"body":"actually talked to for you?"},{"startTime":463.835,"endTime":464.798,"body":"Probably three."},{"startTime":464.881,"endTime":466.651,"body":"I mean you dialed all 93."},{"startTime":466.651,"endTime":470.011,"body":"I haven't got through all 90,"},{"startTime":466.651,"endTime":470.011,"body":"so I probably made 40 calls,"},{"startTime":470.011,"endTime":474.058,"body":"talked to three one called me"},{"startTime":470.011,"endTime":474.058,"body":"cuz they had got my postcard"},{"startTime":474.063,"endTime":476.578,"body":"and that was the gun trust"},{"startTime":474.063,"endTime":476.578,"body":"question I was dealing with."},{"startTime":477.088,"endTime":479.846,"body":"And then the other one"},{"startTime":477.088,"endTime":479.846,"body":"told me was Charles"},{"startTime":479.846,"endTime":482.546,"body":"Barkley  he didn't wanna"},{"startTime":479.846,"endTime":482.546,"body":"have anything to do with me."},{"startTime":483.026,"endTime":486.887,"body":"And so, and I think that's,"},{"startTime":483.026,"endTime":486.887,"body":"I think that's it, I've"},{"startTime":486.892,"endTime":489.527,"body":"had a couple of texts"},{"startTime":486.892,"endTime":489.527,"body":"that said, no thank you."},{"startTime":489.527,"endTime":492.257,"body":"As far as you know, when"},{"startTime":489.527,"endTime":492.257,"body":"I offered my services."},{"startTime":492.662,"endTime":492.962,"body":"Okay."},{"startTime":493.532,"endTime":496.022,"body":"So one of the things we wanna"},{"startTime":493.532,"endTime":496.022,"body":"do is always in marketing."},{"startTime":496.022,"endTime":498.272,"body":"We wanna account our activity"},{"startTime":496.022,"endTime":498.272,"body":"as we can measure it, what we"},{"startTime":498.272,"endTime":501.212,"body":"measure, we can improve and we"},{"startTime":498.272,"endTime":501.212,"body":"can get results from if we don't"},{"startTime":501.212,"endTime":502.262,"body":"measure, we can't go anywhere."},{"startTime":502.262,"endTime":504.212,"body":"So one of the things, when I"},{"startTime":502.262,"endTime":504.212,"body":"coach the agents, I tell them"},{"startTime":504.662,"endTime":506.222,"body":"we wanna measure your contacts."},{"startTime":506.222,"endTime":507.632,"body":"We don't wanna measure attempts."},{"startTime":507.667,"endTime":509.467,"body":"You have to put in the"},{"startTime":507.667,"endTime":509.467,"body":"attempts, but we wanna"},{"startTime":509.497,"endTime":510.877,"body":"measure your contacts."},{"startTime":511.267,"endTime":513.306,"body":"And then from there your"},{"startTime":511.267,"endTime":513.306,"body":"leads and from there, your"},{"startTime":513.306,"endTime":517.177,"body":"appointments so you've"},{"startTime":513.306,"endTime":517.177,"body":"dialed through all 90 and"},{"startTime":517.177,"endTime":518.497,"body":"only talked to three people."},{"startTime":519.127,"endTime":522.247,"body":"No, I've gotten through"},{"startTime":519.127,"endTime":522.247,"body":"about 40 of the 90, so"},{"startTime":522.252,"endTime":523.507,"body":"I'm still working on that."},{"startTime":523.947,"endTime":526.747,"body":"So, so one thing I can tell"},{"startTime":523.947,"endTime":526.747,"body":"and how long did it take"},{"startTime":526.747,"endTime":527.617,"body":"you to dial through the 40?"},{"startTime":527.71,"endTime":532.66,"body":"Probably about, oh, I"},{"startTime":527.71,"endTime":532.66,"body":"don't know, three to, well,"},{"startTime":532.66,"endTime":534.03,"body":"maybe four or five hours."},{"startTime":534.059,"endTime":537.989,"body":"It's because I'm going through"},{"startTime":534.059,"endTime":537.989,"body":"each lead and if I can't"},{"startTime":537.994,"endTime":539.939,"body":"call 'em, then I text them."},{"startTime":540.299,"endTime":541.499,"body":"I email them."},{"startTime":542.159,"endTime":542.413,"body":"Okay."},{"startTime":542.683,"endTime":543.313,"body":"So, okay."},{"startTime":543.343,"endTime":544.633,"body":"So let me help with"},{"startTime":543.343,"endTime":544.633,"body":"that first off."},{"startTime":545.803,"endTime":547.033,"body":"Each activity is separate."},{"startTime":547.153,"endTime":549.853,"body":"You wanna divide your"},{"startTime":547.153,"endTime":549.853,"body":"day in general and"},{"startTime":549.853,"endTime":551.893,"body":"certainly a prospecting"},{"startTime":549.853,"endTime":551.893,"body":"time into activities."},{"startTime":551.893,"endTime":555.883,"body":"So you need a time for calling"},{"startTime":551.893,"endTime":555.883,"body":"a time for computer work."},{"startTime":555.934,"endTime":560.164,"body":"Separate, like for me, my"},{"startTime":555.934,"endTime":560.164,"body":"goal is I'm at my desk with my"},{"speaker":"first appointment at 8","startTime":560.169,"endTime":563.174,"body":"00 AM,"},{"speaker":"first appointment at 8","startTime":560.169,"endTime":563.174,"body":"generally Monday through Friday."},{"speaker":"first appointment at 8","startTime":563.534,"endTime":565.642,"body":"So I, I've tried to book"},{"speaker":"first appointment at 8","startTime":563.534,"endTime":565.642,"body":"appointments to talk to"},{"speaker":"first appointment at 8","startTime":565.642,"endTime":569.718,"body":"somebody from eight till"},{"speaker":"first appointment at 8","startTime":565.642,"endTime":569.718,"body":"five and I take a break"},{"speaker":"first appointment at 8","startTime":569.718,"endTime":570.708,"body":"in the middle for an hour."},{"speaker":"first appointment at 8","startTime":570.78,"endTime":573.18,"body":"And then some days I'll go to"},{"speaker":"first appointment at 8","startTime":570.78,"endTime":573.18,"body":"six depending on my schedule."},{"speaker":"first appointment at 8","startTime":573.261,"endTime":576.621,"body":"But I don't, I try not to do"},{"speaker":"first appointment at 8","startTime":573.261,"endTime":576.621,"body":"administrative work unless"},{"speaker":"first appointment at 8","startTime":576.621,"endTime":580.251,"body":"I'm on hold or I'm waiting,"},{"speaker":"first appointment at 8","startTime":576.621,"endTime":580.251,"body":"or, you know, sometimes"},{"speaker":"first appointment at 8","startTime":580.251,"endTime":583.041,"body":"people, you know, call I'll"},{"speaker":"first appointment at 8","startTime":580.251,"endTime":583.041,"body":"call back in five minutes."},{"speaker":"first appointment at 8","startTime":583.041,"endTime":584.322,"body":"So I'll go jump onto emails."},{"speaker":"first appointment at 8","startTime":584.832,"endTime":587.592,"body":"But that work in my mind"},{"speaker":"first appointment at 8","startTime":584.832,"endTime":587.592,"body":"is done after five o'clock,"},{"speaker":"first appointment at 8","startTime":587.592,"endTime":588.642,"body":"between five and six."},{"speaker":"first appointment at 8","startTime":589.182,"endTime":589.572,"body":"Okay."},{"speaker":"first appointment at 8","startTime":589.662,"endTime":591.912,"body":"When I call I wanna be a caller."},{"speaker":"first appointment at 8","startTime":592.002,"endTime":594.192,"body":"And so what I would recommend"},{"speaker":"first appointment at 8","startTime":592.002,"endTime":594.192,"body":"is take your list and"},{"speaker":"first appointment at 8","startTime":594.192,"endTime":595.212,"body":"just dial through 'em all."},{"speaker":"first appointment at 8","startTime":595.687,"endTime":598.733,"body":"One at a time and leave, put"},{"speaker":"first appointment at 8","startTime":595.687,"endTime":598.733,"body":"whatever notations you need to"},{"speaker":"first appointment at 8","startTime":598.733,"endTime":602.133,"body":"in your CRM or your paper, so"},{"speaker":"first appointment at 8","startTime":598.733,"endTime":602.133,"body":"that you can come back and do"},{"speaker":"first appointment at 8","startTime":602.293,"endTime":603.373,"body":"whatever you need to do to them."},{"speaker":"first appointment at 8","startTime":604.193,"endTime":608.186,"body":"Really 90 numbers, the kind"},{"speaker":"first appointment at 8","startTime":604.193,"endTime":608.186,"body":"of the and you'll when you"},{"speaker":"first appointment at 8","startTime":608.436,"endTime":610.686,"body":"spend time making phone calls,"},{"speaker":"first appointment at 8","startTime":608.436,"endTime":610.686,"body":"you're gonna find that let me"},{"speaker":"first appointment at 8","startTime":610.686,"endTime":612.116,"body":"back up a couple key points."},{"speaker":"first appointment at 8","startTime":612.626,"endTime":615.876,"body":"When you phone call, you wanna"},{"speaker":"first appointment at 8","startTime":612.626,"endTime":615.876,"body":"talk to people who are ready"},{"speaker":"first appointment at 8","startTime":615.936,"endTime":617.276,"body":"and wanna talk to you, correct?"},{"speaker":"first appointment at 8","startTime":618.336,"endTime":618.556,"body":"Yes."},{"speaker":"first appointment at 8","startTime":618.666,"endTime":621.476,"body":"Meaning if you let the phone"},{"speaker":"first appointment at 8","startTime":618.666,"endTime":621.476,"body":"ring eight times, that might"},{"speaker":"first appointment at 8","startTime":621.506,"endTime":624.716,"body":"mean that they were deeper"},{"speaker":"first appointment at 8","startTime":621.506,"endTime":624.716,"body":"in their bedroom closet and"},{"speaker":"first appointment at 8","startTime":624.716,"endTime":626.156,"body":"they ran to pick up the phone."},{"speaker":"first appointment at 8","startTime":626.536,"endTime":627.64,"body":"And now you're gonna talk to"},{"speaker":"first appointment at 8","startTime":626.536,"endTime":627.64,"body":"'em about private real estate."},{"speaker":"first appointment at 8","startTime":627.64,"endTime":629.776,"body":"They're probably not gonna"},{"speaker":"first appointment at 8","startTime":627.64,"endTime":629.776,"body":"be interested, right?"},{"speaker":"first appointment at 8","startTime":629.806,"endTime":630.856,"body":"Oh, well, thank you so much."},{"speaker":"first appointment at 8","startTime":630.861,"endTime":633.046,"body":"I was just doing this"},{"speaker":"first appointment at 8","startTime":630.861,"endTime":633.046,"body":"and that, but thank you"},{"speaker":"first appointment at 8","startTime":633.046,"endTime":633.706,"body":"for interrupting me."},{"speaker":"first appointment at 8","startTime":633.736,"endTime":634.936,"body":"You don't want that phone call?"},{"speaker":"first appointment at 8","startTime":635.656,"endTime":638.04,"body":"So what I tell people is"},{"speaker":"first appointment at 8","startTime":635.656,"endTime":638.04,"body":"and I coach him is hang"},{"speaker":"first appointment at 8","startTime":638.045,"endTime":639.15,"body":"up before the fourth ring."},{"speaker":"first appointment at 8","startTime":640.11,"endTime":640.41,"body":"Okay."},{"speaker":"first appointment at 8","startTime":640.65,"endTime":643.65,"body":"But do through the list three"},{"speaker":"first appointment at 8","startTime":640.65,"endTime":643.65,"body":"times before you give up on it."},{"speaker":"first appointment at 8","startTime":644.28,"endTime":644.61,"body":"Okay."},{"speaker":"first appointment at 8","startTime":645.27,"endTime":647.88,"body":"So I'd rather you call 90"},{"speaker":"first appointment at 8","startTime":645.27,"endTime":647.88,"body":"numbers and only it ring"},{"speaker":"first appointment at 8","startTime":647.88,"endTime":649.2,"body":"three times, not four."},{"speaker":"first appointment at 8","startTime":650.04,"endTime":652.41,"body":"And get threw them all"},{"speaker":"first appointment at 8","startTime":650.04,"endTime":652.41,"body":"quickly and then recall them"},{"speaker":"first appointment at 8","startTime":652.41,"endTime":653.61,"body":"and then recall them again."},{"speaker":"first appointment at 8","startTime":654.63,"endTime":656.25,"body":"We don't leave voice messages."},{"speaker":"first appointment at 8","startTime":657.75,"endTime":659.73,"body":"Now I know that's different"},{"speaker":"first appointment at 8","startTime":657.75,"endTime":659.73,"body":"than what you hear, because"},{"speaker":"first appointment at 8","startTime":659.735,"endTime":663.09,"body":"I think people who don't make"},{"speaker":"first appointment at 8","startTime":659.735,"endTime":663.09,"body":"phone calls for a living will"},{"speaker":"first appointment at 8","startTime":663.09,"endTime":664.23,"body":"tell you, leave voice messages."},{"speaker":"first appointment at 8","startTime":664.23,"endTime":666.24,"body":"They'll give you all"},{"speaker":"first appointment at 8","startTime":664.23,"endTime":666.24,"body":"kinds of exotic rules."},{"speaker":"first appointment at 8","startTime":666.24,"endTime":669.87,"body":"But what I'm gonna tell you is"},{"speaker":"first appointment at 8","startTime":666.24,"endTime":669.87,"body":"your goal is to talk to people."},{"speaker":"first appointment at 8","startTime":671.37,"endTime":671.94,"body":"That's the goal."},{"speaker":"first appointment at 8","startTime":671.94,"endTime":674.289,"body":"The goal is not to leave"},{"speaker":"first appointment at 8","startTime":671.94,"endTime":674.289,"body":"messages because most people"},{"speaker":"first appointment at 8","startTime":674.289,"endTime":677.679,"body":"don't buy a service from a"},{"speaker":"first appointment at 8","startTime":674.289,"endTime":677.679,"body":"voicemail lip message left"},{"speaker":"first appointment at 8","startTime":677.889,"endTime":679.449,"body":"by a stranger true or true."},{"speaker":"first appointment at 8","startTime":680.409,"endTime":681.129,"body":"That's very true."},{"speaker":"first appointment at 8","startTime":681.129,"endTime":681.429,"body":"Yeah."},{"speaker":"first appointment at 8","startTime":682.509,"endTime":685.089,"body":"But I've had numerous"},{"speaker":"first appointment at 8","startTime":682.509,"endTime":685.089,"body":"people call me back"},{"speaker":"first appointment at 8","startTime":685.094,"endTime":686.349,"body":"because of a missed call."},{"speaker":"first appointment at 8","startTime":686.919,"endTime":690.309,"body":"And now we're talking"},{"speaker":"first appointment at 8","startTime":686.919,"endTime":690.309,"body":"mm-hmm , I've gotten contracts"},{"speaker":"first appointment at 8","startTime":690.309,"endTime":693.159,"body":"to list and sell houses"},{"speaker":"first appointment at 8","startTime":690.309,"endTime":693.159,"body":"when I would call people"},{"speaker":"first appointment at 8","startTime":693.159,"endTime":694.179,"body":"and not leave a message."},{"speaker":"first appointment at 8","startTime":694.179,"endTime":695.859,"body":"And they'd say, I have a"},{"speaker":"first appointment at 8","startTime":694.179,"endTime":695.859,"body":"missed call from this number."},{"speaker":"first appointment at 8","startTime":696.249,"endTime":696.489,"body":"Oh yeah."},{"speaker":"first appointment at 8","startTime":696.494,"endTime":696.969,"body":"I'm bill gross."},{"speaker":"first appointment at 8","startTime":696.969,"endTime":697.869,"body":"I'm a real estate agent."},{"speaker":"first appointment at 8","startTime":697.955,"endTime":699.575,"body":"I was probably calling"},{"speaker":"first appointment at 8","startTime":697.955,"endTime":699.575,"body":"you because your property"},{"speaker":"first appointment at 8","startTime":699.575,"endTime":700.535,"body":"showed up has expired."},{"speaker":"first appointment at 8","startTime":700.535,"endTime":703.87,"body":"Your property showed up as a"},{"speaker":"first appointment at 8","startTime":700.535,"endTime":703.87,"body":"petition for real, for probate."},{"speaker":"first appointment at 8","startTime":704.74,"endTime":705.22,"body":"So."},{"speaker":"first appointment at 8","startTime":706.03,"endTime":709.03,"body":"Then you could track"},{"speaker":"first appointment at 8","startTime":706.03,"endTime":709.03,"body":"your contacts per hour."},{"speaker":"first appointment at 8","startTime":709.9,"endTime":710.2,"body":"Okay."},{"speaker":"first appointment at 8","startTime":710.2,"endTime":712.96,"body":"And so I'll tell you is I"},{"speaker":"first appointment at 8","startTime":710.2,"endTime":712.96,"body":"have 90 phone numbers, but"},{"speaker":"first appointment at 8","startTime":713.29,"endTime":715.81,"body":"oftentimes the agents I coach"},{"speaker":"first appointment at 8","startTime":713.29,"endTime":715.81,"body":"will say, well, most people"},{"speaker":"first appointment at 8","startTime":715.81,"endTime":719.26,"body":"don't answer a random list"},{"speaker":"first appointment at 8","startTime":715.81,"endTime":719.26,"body":"of phone numbers about one"},{"speaker":"first appointment at 8","startTime":719.265,"endTime":725.23,"body":"in 10 will answer maybe a"},{"speaker":"first appointment at 8","startTime":719.265,"endTime":725.23,"body":"curated list, all the leads."},{"speaker":"first appointment at 8","startTime":725.62,"endTime":726.336,"body":"You know, I'll be honest."},{"speaker":"first appointment at 8","startTime":726.336,"endTime":728.896,"body":"I haven't subscribed their"},{"speaker":"first appointment at 8","startTime":726.336,"endTime":728.896,"body":"data for, since COVID I"},{"speaker":"first appointment at 8","startTime":728.896,"endTime":732.196,"body":"used to, I use their other"},{"speaker":"first appointment at 8","startTime":728.896,"endTime":732.196,"body":"services, but I don't use"},{"speaker":"first appointment at 8","startTime":732.201,"endTime":733.726,"body":"their data for phone calling."},{"speaker":"first appointment at 8","startTime":734.592,"endTime":736.969,"body":"They I've, I'll admit I don't"},{"speaker":"first appointment at 8","startTime":734.592,"endTime":736.969,"body":"work for them, so I don't have"},{"speaker":"first appointment at 8","startTime":736.969,"endTime":737.899,"body":"to be up to date, but I don't."},{"speaker":"first appointment at 8","startTime":738.169,"endTime":740.779,"body":"I believe they present"},{"speaker":"first appointment at 8","startTime":738.169,"endTime":740.779,"body":"their data as being curated"},{"speaker":"first appointment at 8","startTime":740.779,"endTime":741.559,"body":"for the phone numbers."},{"speaker":"first appointment at 8","startTime":742.129,"endTime":744.379,"body":"So I would expect about"},{"speaker":"first appointment at 8","startTime":742.129,"endTime":744.379,"body":"one in four numbers when"},{"speaker":"first appointment at 8","startTime":744.379,"endTime":745.159,"body":"he answer, when you call."},{"speaker":"first appointment at 8","startTime":746.029,"endTime":752.419,"body":"So it means I have 91"},{"speaker":"first appointment at 8","startTime":746.029,"endTime":752.419,"body":"in four is 36, right?"},{"speaker":"first appointment at 8","startTime":752.839,"endTime":753.229,"body":"I'm sorry."},{"speaker":"first appointment at 8","startTime":753.279,"endTime":755.545,"body":"No one in four would"},{"speaker":"first appointment at 8","startTime":753.279,"endTime":755.545,"body":"be 25% would be 20,"},{"speaker":"first appointment at 8","startTime":755.545,"endTime":756.775,"body":"about 20 something, 22."},{"speaker":"first appointment at 8","startTime":758.32,"endTime":760.66,"body":"When you call strangers,"},{"speaker":"first appointment at 8","startTime":758.32,"endTime":760.66,"body":"you should talk to, as"},{"speaker":"first appointment at 8","startTime":760.66,"endTime":763.99,"body":"you get better about it,"},{"speaker":"first appointment at 8","startTime":760.66,"endTime":763.99,"body":"eight per hour minimum."},{"speaker":"first appointment at 8","startTime":764.53,"endTime":766.72,"body":"And when you really get on"},{"speaker":"first appointment at 8","startTime":764.53,"endTime":766.72,"body":"the game, maybe up to 10 or"},{"speaker":"first appointment at 8","startTime":766.72,"endTime":770.921,"body":"15, if they're cold calls,"},{"speaker":"first appointment at 8","startTime":766.72,"endTime":770.921,"body":"probates are a little more"},{"speaker":"first appointment at 8","startTime":770.926,"endTime":772.211,"body":"warmer, like expired listing."},{"speaker":"first appointment at 8","startTime":772.216,"endTime":773.831,"body":"So maybe eight's the"},{"speaker":"first appointment at 8","startTime":772.216,"endTime":773.831,"body":"maximum you can do."},{"speaker":"first appointment at 8","startTime":775.091,"endTime":780.701,"body":"So if you're calling 90 and"},{"speaker":"first appointment at 8","startTime":775.091,"endTime":780.701,"body":"accord, us a 22 will answer"},{"speaker":"first appointment at 8","startTime":781.331,"endTime":784.031,"body":"that's about three or four"},{"speaker":"first appointment at 8","startTime":781.331,"endTime":784.031,"body":"hours of phone calling in total."},{"speaker":"first appointment at 8","startTime":785.111,"endTime":785.891,"body":"You follow me on that?"},{"speaker":"first appointment at 8","startTime":786.071,"endTime":786.791,"body":"Yeah, I do."},{"speaker":"first appointment at 8","startTime":786.791,"endTime":790.504,"body":"And the one issue I'm having"},{"speaker":"first appointment at 8","startTime":786.791,"endTime":790.504,"body":"is the list of leads I get"},{"speaker":"first appointment at 8","startTime":790.504,"endTime":793.668,"body":"probably nine out of every"},{"speaker":"first appointment at 8","startTime":790.504,"endTime":793.668,"body":"10 personal representatives"},{"speaker":"first appointment at 8","startTime":793.668,"endTime":795.198,"body":"are on the do not call list."},{"speaker":"first appointment at 8","startTime":795.198,"endTime":798.738,"body":"So, so that's a question"},{"speaker":"first appointment at 8","startTime":795.198,"endTime":798.738,"body":"that comes up all the time."},{"speaker":"first appointment at 8","startTime":798.743,"endTime":801.108,"body":"And I think that one or two"},{"speaker":"first appointment at 8","startTime":798.743,"endTime":801.108,"body":"things either you have to"},{"speaker":"first appointment at 8","startTime":801.113,"endTime":804.198,"body":"ignore them on the phone"},{"speaker":"first appointment at 8","startTime":801.113,"endTime":804.198,"body":"and text and just mail"},{"speaker":"first appointment at 8","startTime":804.198,"endTime":807.138,"body":"them or other social media"},{"speaker":"first appointment at 8","startTime":804.198,"endTime":807.138,"body":"marketing, or you call them."},{"speaker":"first appointment at 8","startTime":807.228,"endTime":808.908,"body":"And anybody has to make"},{"speaker":"first appointment at 8","startTime":807.228,"endTime":808.908,"body":"that decision based on"},{"speaker":"first appointment at 8","startTime":808.908,"endTime":811.848,"body":"their state laws and"},{"speaker":"first appointment at 8","startTime":808.908,"endTime":811.848,"body":"their company procedure."},{"speaker":"first appointment at 8","startTime":811.848,"endTime":814.498,"body":"So are you a, was an"},{"speaker":"first appointment at 8","startTime":811.848,"endTime":814.498,"body":"agent or investor or both."},{"speaker":"first appointment at 8","startTime":815.313,"endTime":819.693,"body":"I'm just a real estate agent"},{"speaker":"first appointment at 8","startTime":815.313,"endTime":819.693,"body":"and who you with XP Realty."},{"speaker":"first appointment at 8","startTime":819.693,"endTime":821.793,"body":"So, so my, so you should"},{"speaker":"first appointment at 8","startTime":819.693,"endTime":821.793,"body":"talk to your state broker"},{"speaker":"first appointment at 8","startTime":822.183,"endTime":824.663,"body":"and find out what the policy"},{"speaker":"first appointment at 8","startTime":822.183,"endTime":824.663,"body":"is on the XP already did."},{"speaker":"first appointment at 8","startTime":825.003,"endTime":825.693,"body":"And what did they say?"},{"speaker":"first appointment at 8","startTime":826.023,"endTime":827.343,"body":"He said, absolutely not."},{"speaker":"first appointment at 8","startTime":827.343,"endTime":828.453,"body":"Don't do not call them."},{"speaker":"first appointment at 8","startTime":828.663,"endTime":829.113,"body":"There you go."},{"speaker":"first appointment at 8","startTime":829.173,"endTime":831.753,"body":"So that's not an option for you"},{"speaker":"first appointment at 8","startTime":829.173,"endTime":831.753,"body":"to find some other way to reach"},{"speaker":"first appointment at 8","startTime":831.753,"endTime":832.833,"body":"the people besides calling them."},{"speaker":"first appointment at 8","startTime":832.838,"endTime":832.983,"body":"Yeah."},{"speaker":"first appointment at 8","startTime":833.343,"endTime":833.643,"body":"Yeah."},{"speaker":"first appointment at 8","startTime":834.003,"endTime":835.023,"body":"It just is what it is."},{"speaker":"first appointment at 8","startTime":835.443,"endTime":835.623,"body":"Yeah."},{"speaker":"first appointment at 8","startTime":835.649,"endTime":838.679,"body":"And that's what I'm finding"},{"speaker":"first appointment at 8","startTime":835.649,"endTime":838.679,"body":"is pretty much all of 'em"},{"speaker":"first appointment at 8","startTime":838.679,"endTime":842.399,"body":"alls I can do is if I can't,"},{"speaker":"first appointment at 8","startTime":838.679,"endTime":842.399,"body":"if I can't text them either,"},{"speaker":"first appointment at 8","startTime":842.399,"endTime":845.579,"body":"and then they have emails,"},{"speaker":"first appointment at 8","startTime":842.399,"endTime":845.579,"body":"which most emails are not"},{"speaker":"first appointment at 8","startTime":845.949,"endTime":847.485,"body":"very accurate or very good."},{"speaker":"first appointment at 8","startTime":847.995,"endTime":850.845,"body":"So pretty much alls I"},{"speaker":"first appointment at 8","startTime":847.995,"endTime":850.845,"body":"can do is mail to them."},{"speaker":"first appointment at 8","startTime":851.265,"endTime":852.225,"body":"I think that's what it is."},{"speaker":"first appointment at 8","startTime":852.405,"endTime":855.315,"body":"And then there's a list of"},{"speaker":"first appointment at 8","startTime":852.405,"endTime":855.315,"body":"other like family members,"},{"speaker":"first appointment at 8","startTime":855.975,"endTime":859.485,"body":"but, and some of them are"},{"speaker":"first appointment at 8","startTime":855.975,"endTime":859.485,"body":"not on the do not call list."},{"speaker":"first appointment at 8","startTime":859.725,"endTime":862.065,"body":"So I've been making"},{"speaker":"first appointment at 8","startTime":859.725,"endTime":862.065,"body":"calls to them."},{"speaker":"first appointment at 8","startTime":862.305,"endTime":862.635,"body":"Great."},{"speaker":"first appointment at 8","startTime":862.635,"endTime":864.405,"body":"So family members"},{"speaker":"first appointment at 8","startTime":862.635,"endTime":864.405,"body":"are probably heirs or"},{"speaker":"first appointment at 8","startTime":864.405,"endTime":865.845,"body":"beneficiaries of the state."},{"speaker":"first appointment at 8","startTime":866.145,"endTime":866.385,"body":"Yeah."},{"speaker":"first appointment at 8","startTime":866.415,"endTime":869.385,"body":"And so to me, they're the same,"},{"speaker":"first appointment at 8","startTime":866.415,"endTime":869.385,"body":"whether they're the petitioner"},{"speaker":"first appointment at 8","startTime":869.445,"endTime":872.265,"body":"or not the petitioner, my goal"},{"speaker":"first appointment at 8","startTime":869.445,"endTime":872.265,"body":"is have a relationship with the."},{"speaker":"first appointment at 8","startTime":873.54,"endTime":873.87,"body":"Right."},{"speaker":"first appointment at 8","startTime":874.23,"endTime":877.5,"body":"So, so again, all this boils"},{"speaker":"first appointment at 8","startTime":874.23,"endTime":877.5,"body":"down to, you've gotta call who"},{"speaker":"first appointment at 8","startTime":877.5,"endTime":880.507,"body":"you can, those calls are goal"},{"speaker":"first appointment at 8","startTime":877.5,"endTime":880.507,"body":"to you because out of 90, you"},{"speaker":"first appointment at 8","startTime":880.507,"endTime":882.727,"body":"might have a certain number"},{"speaker":"first appointment at 8","startTime":880.507,"endTime":882.727,"body":"you're allowed to call nine or"},{"speaker":"first appointment at 8","startTime":882.727,"endTime":885.367,"body":"10 or whatever you wanna make"},{"speaker":"first appointment at 8","startTime":882.727,"endTime":885.367,"body":"sure you talk to all of 'em."},{"speaker":"first appointment at 8","startTime":885.847,"endTime":885.967,"body":"Right."},{"speaker":"first appointment at 8","startTime":885.967,"endTime":887.167,"body":"And I would just keep"},{"speaker":"first appointment at 8","startTime":885.967,"endTime":887.167,"body":"calling them forever"},{"speaker":"first appointment at 8","startTime":887.167,"endTime":888.187,"body":"until I reach somebody."},{"speaker":"first appointment at 8","startTime":888.587,"endTime":889.652,"body":"I would not leave messages."},{"speaker":"first appointment at 8","startTime":889.652,"endTime":890.492,"body":"I would not text them."},{"speaker":"first appointment at 8","startTime":890.492,"endTime":892.712,"body":"I don't wanna burn them out"},{"speaker":"first appointment at 8","startTime":890.492,"endTime":892.712,"body":"because when you finally get"},{"speaker":"first appointment at 8","startTime":892.712,"endTime":895.682,"body":"a chance to talk to them,"},{"speaker":"first appointment at 8","startTime":892.712,"endTime":895.682,"body":"that's worth a lot of money."},{"speaker":"first appointment at 8","startTime":895.682,"endTime":896.972,"body":"It's worth a lot of"},{"speaker":"first appointment at 8","startTime":895.682,"endTime":896.972,"body":"time to get to them."},{"speaker":"first appointment at 8","startTime":897.032,"endTime":897.782,"body":"Does that make sense?"},{"speaker":"first appointment at 8","startTime":898.082,"endTime":898.532,"body":"Yes."},{"speaker":"first appointment at 8","startTime":898.652,"endTime":899.272,"body":"Yes it is."},{"speaker":"first appointment at 8","startTime":899.277,"endTime":899.312,"body":"Okay."},{"speaker":"first appointment at 8","startTime":899.612,"endTime":899.912,"body":"Okay."},{"speaker":"first appointment at 8","startTime":900.632,"endTime":902.282,"body":"Does that help a little"},{"speaker":"first appointment at 8","startTime":900.632,"endTime":902.282,"body":"bit, as far as your focus?"},{"speaker":"first appointment at 8","startTime":902.402,"endTime":902.942,"body":"It does."},{"speaker":"first appointment at 8","startTime":903.062,"endTime":903.332,"body":"Yeah."},{"speaker":"first appointment at 8","startTime":903.692,"endTime":904.322,"body":"Okay, good."},{"speaker":"first appointment at 8","startTime":904.502,"endTime":904.772,"body":"Thanks."},{"speaker":"first appointment at 8","startTime":904.772,"endTime":907.352,"body":"Well, look, thanks for being"},{"speaker":"first appointment at 8","startTime":904.772,"endTime":907.352,"body":"the call and come back again."},{"speaker":"first appointment at 8","startTime":907.742,"endTime":908.912,"body":"Let me know how you"},{"speaker":"first appointment at 8","startTime":907.742,"endTime":908.912,"body":"progress next week."},{"speaker":"first appointment at 8","startTime":908.912,"endTime":909.302,"body":"Okay?"},{"speaker":"first appointment at 8","startTime":909.692,"endTime":910.082,"body":"Okay."},{"speaker":"first appointment at 8","startTime":910.082,"endTime":910.502,"body":"Thank you."},{"speaker":"first appointment at 8","startTime":910.922,"endTime":911.432,"body":"Fantastic."},{"speaker":"first appointment at 8","startTime":911.476,"endTime":913.006,"body":"Steve, you might wanna"},{"speaker":"first appointment at 8","startTime":911.476,"endTime":913.006,"body":"put your camera on."},{"speaker":"first appointment at 8","startTime":913.006,"endTime":914.336,"body":"I can bring you in if you want."},{"speaker":"first appointment at 8","startTime":914.336,"endTime":914.913,"body":"But how can I help?"},{"speaker":"first appointment at 8","startTime":914.943,"endTime":915.423,"body":"There you are."},{"speaker":"first appointment at 8","startTime":915.873,"endTime":916.533,"body":"How can I help you?"},{"speaker":"first appointment at 8","startTime":918.018,"endTime":920.208,"body":"So, Hey, I just had"},{"speaker":"first appointment at 8","startTime":918.018,"endTime":920.208,"body":"a couple questions."},{"speaker":"first appointment at 8","startTime":920.208,"endTime":921.616,"body":"So I know I was on here."},{"speaker":"first appointment at 8","startTime":921.736,"endTime":923.866,"body":"I think it was two or three"},{"speaker":"first appointment at 8","startTime":921.736,"endTime":923.866,"body":"weeks ago about calling and"},{"speaker":"first appointment at 8","startTime":923.866,"endTime":927.267,"body":"I've been calling new, obviously"},{"speaker":"first appointment at 8","startTime":923.866,"endTime":927.267,"body":"probate's a new lead source"},{"speaker":"first appointment at 8","startTime":927.267,"endTime":928.587,"body":"for me compared to some others."},{"speaker":"first appointment at 8","startTime":928.587,"endTime":931.089,"body":"And I've had a couple of"},{"speaker":"first appointment at 8","startTime":928.587,"endTime":931.089,"body":"things come up that just"},{"speaker":"first appointment at 8","startTime":931.089,"endTime":933.892,"body":"curious about notice a lot"},{"speaker":"first appointment at 8","startTime":931.089,"endTime":933.892,"body":"of disconnected numbers."},{"speaker":"first appointment at 8","startTime":933.892,"endTime":936.502,"body":"I imagine that's probably"},{"speaker":"first appointment at 8","startTime":933.892,"endTime":936.502,"body":"because that number probably"},{"speaker":"first appointment at 8","startTime":936.502,"endTime":940.402,"body":"was associated with the"},{"speaker":"first appointment at 8","startTime":936.502,"endTime":940.402,"body":"deceased at some point."},{"speaker":"first appointment at 8","startTime":940.402,"endTime":941.752,"body":"And so they've"},{"speaker":"first appointment at 8","startTime":940.402,"endTime":941.752,"body":"probably turned it off."},{"speaker":"first appointment at 8","startTime":942.112,"endTime":943.012,"body":"That's what I'm guessing."},{"speaker":"first appointment at 8","startTime":943.096,"endTime":946.246,"body":"And you know, I was about a"},{"speaker":"first appointment at 8","startTime":943.096,"endTime":946.246,"body":"month behind, so I had leads"},{"speaker":"first appointment at 8","startTime":946.246,"endTime":948.856,"body":"from us probate at the end"},{"speaker":"first appointment at 8","startTime":946.246,"endTime":948.856,"body":"of may and June that had been"},{"speaker":"first appointment at 8","startTime":948.856,"endTime":951.964,"body":"going through and I've been"},{"speaker":"first appointment at 8","startTime":948.856,"endTime":951.964,"body":"surprised at a couple people"},{"speaker":"first appointment at 8","startTime":951.964,"endTime":953.764,"body":"really were pretty quick to"},{"speaker":"first appointment at 8","startTime":951.964,"endTime":953.764,"body":"put it on the market and I'm"},{"speaker":"first appointment at 8","startTime":953.764,"endTime":955.384,"body":"like, oh gosh, if I had called."},{"speaker":"first appointment at 8","startTime":956.149,"endTime":956.839,"body":"A month ago."},{"speaker":"first appointment at 8","startTime":956.839,"endTime":958.369,"body":"I probably would've gotten"},{"speaker":"first appointment at 8","startTime":956.839,"endTime":958.369,"body":"it cuz I was like, oh yeah,"},{"speaker":"first appointment at 8","startTime":958.369,"endTime":960.889,"body":"we just picked some random"},{"speaker":"first appointment at 8","startTime":958.369,"endTime":960.889,"body":"agent  it's like, okay."},{"speaker":"first appointment at 8","startTime":961.159,"endTime":962.708,"body":"So that was kind of"},{"speaker":"first appointment at 8","startTime":961.159,"endTime":962.708,"body":"motivating to me."},{"speaker":"first appointment at 8","startTime":962.708,"endTime":964.328,"body":"I thought I'd share"},{"speaker":"first appointment at 8","startTime":962.708,"endTime":964.328,"body":"that for the group."},{"speaker":"first appointment at 8","startTime":964.548,"endTime":967.028,"body":"But here's the other,"},{"speaker":"first appointment at 8","startTime":964.548,"endTime":967.028,"body":"the real question."},{"speaker":"first appointment at 8","startTime":967.389,"endTime":969.879,"body":"I had two people that"},{"speaker":"first appointment at 8","startTime":967.389,"endTime":969.879,"body":"said yes, it was sold"},{"speaker":"first appointment at 8","startTime":969.879,"endTime":971.109,"body":"through auction already."},{"speaker":"first appointment at 8","startTime":971.379,"endTime":974.139,"body":"The house was sold through"},{"speaker":"first appointment at 8","startTime":971.379,"endTime":974.139,"body":"auction and I gotta"},{"speaker":"first appointment at 8","startTime":974.139,"endTime":976.149,"body":"tell you, I don't really"},{"speaker":"first appointment at 8","startTime":974.139,"endTime":976.149,"body":"know what that means."},{"speaker":"first appointment at 8","startTime":976.149,"endTime":977.704,"body":"I haven't worked in this space."},{"speaker":"first appointment at 8","startTime":977.771,"endTime":980.081,"body":"I've heard of auctions"},{"speaker":"first appointment at 8","startTime":977.771,"endTime":980.081,"body":"for foreclosures, but I'm"},{"speaker":"first appointment at 8","startTime":980.081,"endTime":982.811,"body":"not sure what an auction"},{"speaker":"first appointment at 8","startTime":980.081,"endTime":982.811,"body":"would be for probate."},{"speaker":"first appointment at 8","startTime":983.771,"endTime":985.361,"body":"So Steve, where do"},{"speaker":"first appointment at 8","startTime":983.771,"endTime":985.361,"body":"you sell real estate?"},{"speaker":"first appointment at 8","startTime":985.402,"endTime":985.912,"body":"Salt lake city."},{"speaker":"first appointment at 8","startTime":985.917,"endTime":986.272,"body":"Utah."},{"speaker":"first appointment at 8","startTime":986.812,"endTime":988.307,"body":"Are you a agent"},{"speaker":"first appointment at 8","startTime":986.812,"endTime":988.307,"body":"investor or both?"},{"speaker":"first appointment at 8","startTime":988.335,"endTime":988.785,"body":"Both."},{"speaker":"first appointment at 8","startTime":990.105,"endTime":992.175,"body":"So obviously I don't know"},{"speaker":"first appointment at 8","startTime":990.105,"endTime":992.175,"body":"what the answer is cause I"},{"speaker":"first appointment at 8","startTime":992.175,"endTime":993.885,"body":"haven't talked to people, but"},{"speaker":"first appointment at 8","startTime":992.175,"endTime":993.885,"body":"there's a couple different"},{"speaker":"first appointment at 8","startTime":993.885,"endTime":996.585,"body":"auction types in probate."},{"speaker":"first appointment at 8","startTime":997.125,"endTime":999.732,"body":"So, the filing, I can"},{"speaker":"first appointment at 8","startTime":997.125,"endTime":999.732,"body":"tell you in Los Angeles"},{"speaker":"first appointment at 8","startTime":1001.216,"endTime":1003.302,"body":"some real, some attorneys."},{"speaker":"first appointment at 8","startTime":1003.338,"endTime":1005.258,"body":"Like the idea of"},{"speaker":"first appointment at 8","startTime":1003.338,"endTime":1005.258,"body":"holding an auction."},{"speaker":"first appointment at 8","startTime":1005.258,"endTime":1007.418,"body":"And so there's a company that"},{"speaker":"first appointment at 8","startTime":1005.258,"endTime":1007.418,"body":"specializes in doing what I"},{"speaker":"first appointment at 8","startTime":1007.418,"endTime":1011.408,"body":"would call a retail auction,"},{"speaker":"first appointment at 8","startTime":1007.418,"endTime":1011.408,"body":"and it's really no different"},{"speaker":"first appointment at 8","startTime":1011.408,"endTime":1012.428,"body":"than a regular listing."},{"speaker":"first appointment at 8","startTime":1012.428,"endTime":1015.488,"body":"To me, it's a bunch of hype,"},{"speaker":"first appointment at 8","startTime":1012.428,"endTime":1015.488,"body":"but whatever it makes the"},{"speaker":"first appointment at 8","startTime":1015.488,"endTime":1017.948,"body":"seller feel like they're"},{"speaker":"first appointment at 8","startTime":1015.488,"endTime":1017.948,"body":"getting, if you have multiple"},{"speaker":"first appointment at 8","startTime":1017.948,"endTime":1019.958,"body":"errors and they're gonna"},{"speaker":"first appointment at 8","startTime":1017.948,"endTime":1019.958,"body":"argue about the value of the"},{"speaker":"first appointment at 8","startTime":1019.963,"endTime":1024.578,"body":"property, it's a way to perhaps"},{"speaker":"first appointment at 8","startTime":1019.963,"endTime":1024.578,"body":"diffuse the well, you know,"},{"speaker":"first appointment at 8","startTime":1024.583,"endTime":1025.958,"body":"should gone for more or less."},{"speaker":"first appointment at 8","startTime":1026.408,"endTime":1027.698,"body":"So I call it a retail auction."},{"speaker":"first appointment at 8","startTime":1028.598,"endTime":1031.347,"body":"Another type is in"},{"speaker":"first appointment at 8","startTime":1028.598,"endTime":1031.347,"body":"Los Angeles county."},{"speaker":"first appointment at 8","startTime":1031.347,"endTime":1034.797,"body":"And I think many counties"},{"speaker":"first appointment at 8","startTime":1031.347,"endTime":1034.797,"body":"in the country, there are"},{"speaker":"first appointment at 8","startTime":1035.697,"endTime":1039.867,"body":"probates filed by the county,"},{"speaker":"first appointment at 8","startTime":1035.697,"endTime":1039.867,"body":"meaning nobody comes forward."},{"speaker":"first appointment at 8","startTime":1039.867,"endTime":1043.167,"body":"There's a distressed property,"},{"speaker":"first appointment at 8","startTime":1039.867,"endTime":1043.167,"body":"maybe tax lie, maybe maybe you"},{"speaker":"first appointment at 8","startTime":1043.167,"endTime":1046.017,"body":"know, other abatement or just"},{"speaker":"first appointment at 8","startTime":1043.167,"endTime":1046.017,"body":"maybe the house is run down"},{"speaker":"first appointment at 8","startTime":1046.022,"endTime":1047.037,"body":"and there's nobody around."},{"speaker":"first appointment at 8","startTime":1047.037,"endTime":1050.637,"body":"Or also sometimes there are"},{"speaker":"first appointment at 8","startTime":1047.037,"endTime":1050.637,"body":"people who are out the state"},{"speaker":"first appointment at 8","startTime":1050.642,"endTime":1054.447,"body":"or all the country who go to"},{"speaker":"first appointment at 8","startTime":1050.642,"endTime":1054.447,"body":"the county website and say, can"},{"speaker":"first appointment at 8","startTime":1054.447,"endTime":1055.879,"body":"you just handle probate for me?"},{"speaker":"first appointment at 8","startTime":1056.599,"endTime":1058.039,"body":"And in the Los Angeles county?"},{"speaker":"first appointment at 8","startTime":1058.759,"endTime":1062.779,"body":"The specific vendor who has"},{"speaker":"first appointment at 8","startTime":1058.759,"endTime":1062.779,"body":"all the listings referred"},{"speaker":"first appointment at 8","startTime":1062.779,"endTime":1063.979,"body":"by the county attorney."},{"speaker":"first appointment at 8","startTime":1063.979,"endTime":1067.279,"body":"It's like a, it's like a"},{"speaker":"first appointment at 8","startTime":1063.979,"endTime":1067.279,"body":"government bidding process."},{"speaker":"first appointment at 8","startTime":1067.679,"endTime":1070.003,"body":"Perhaps you county candy Wilson,"},{"speaker":"first appointment at 8","startTime":1067.679,"endTime":1070.003,"body":"which is an auction company."},{"speaker":"first appointment at 8","startTime":1070.003,"endTime":1072.418,"body":"What they do is they have"},{"speaker":"first appointment at 8","startTime":1070.003,"endTime":1072.418,"body":"what I would call a pre"},{"speaker":"first appointment at 8","startTime":1072.474,"endTime":1076.558,"body":"a public auction held"},{"speaker":"first appointment at 8","startTime":1072.474,"endTime":1076.558,"body":"before court confirmation."},{"speaker":"first appointment at 8","startTime":1076.558,"endTime":1080.064,"body":"So, you can go and they market"},{"speaker":"first appointment at 8","startTime":1076.558,"endTime":1080.064,"body":"it and you go auction and"},{"speaker":"first appointment at 8","startTime":1080.124,"endTime":1080.904,"body":"there's an auction there."},{"speaker":"first appointment at 8","startTime":1081.114,"endTime":1084.594,"body":"And then that winner has"},{"speaker":"first appointment at 8","startTime":1081.114,"endTime":1084.594,"body":"to go to court and is"},{"speaker":"first appointment at 8","startTime":1084.594,"endTime":1085.704,"body":"subject to being over bid."},{"speaker":"first appointment at 8","startTime":1086.694,"endTime":1088.564,"body":"So it could be"},{"speaker":"first appointment at 8","startTime":1086.694,"endTime":1088.564,"body":"either one of those."},{"speaker":"first appointment at 8","startTime":1088.564,"endTime":1091.448,"body":"The county vendors seem to"},{"speaker":"first appointment at 8","startTime":1088.564,"endTime":1091.448,"body":"have a little more advantage"},{"speaker":"first appointment at 8","startTime":1091.448,"endTime":1093.218,"body":"as far as timing and the"},{"speaker":"first appointment at 8","startTime":1091.448,"endTime":1093.218,"body":"process of the paperwork."},{"speaker":"first appointment at 8","startTime":1093.218,"endTime":1094.268,"body":"They move a little more quickly."},{"speaker":"first appointment at 8","startTime":1094.748,"endTime":1097.04,"body":"I noticed in California in"},{"speaker":"first appointment at 8","startTime":1094.748,"endTime":1097.04,"body":"LA, for example they could"},{"speaker":"first appointment at 8","startTime":1097.04,"endTime":1099.32,"body":"have all their sales on the"},{"speaker":"first appointment at 8","startTime":1097.04,"endTime":1099.32,"body":"same day, Friday, and they,"},{"speaker":"first appointment at 8","startTime":1099.35,"endTime":1101.93,"body":"and which makes life more"},{"speaker":"first appointment at 8","startTime":1099.35,"endTime":1101.93,"body":"convenient for them when"},{"speaker":"first appointment at 8","startTime":1101.935,"endTime":1102.914,"body":"they have multiple sales."},{"speaker":"first appointment at 8","startTime":1102.943,"endTime":1104.503,"body":"So, I don't know that"},{"speaker":"first appointment at 8","startTime":1102.943,"endTime":1104.503,"body":"helps out, but I don't"},{"speaker":"first appointment at 8","startTime":1104.503,"endTime":1105.313,"body":"know the particulars."},{"speaker":"first appointment at 8","startTime":1105.403,"endTime":1109.123,"body":"What I, the thing I would always"},{"speaker":"first appointment at 8","startTime":1105.403,"endTime":1109.123,"body":"say is our goal in conversations"},{"speaker":"first appointment at 8","startTime":1109.123,"endTime":1111.553,"body":"is to develop a relationship."},{"speaker":"first appointment at 8","startTime":1111.553,"endTime":1113.143,"body":"And if you have somebody"},{"speaker":"first appointment at 8","startTime":1111.553,"endTime":1113.143,"body":"who's told you with auction,"},{"speaker":"first appointment at 8","startTime":1113.173,"endTime":1115.423,"body":"I would, you know, research"},{"speaker":"first appointment at 8","startTime":1113.173,"endTime":1115.423,"body":"the property, ask them"},{"speaker":"first appointment at 8","startTime":1115.428,"endTime":1118.333,"body":"questions, find out what you"},{"speaker":"first appointment at 8","startTime":1115.428,"endTime":1118.333,"body":"can, because at information,"},{"speaker":"first appointment at 8","startTime":1118.333,"endTime":1121.813,"body":"if it stumps you and then you"},{"speaker":"first appointment at 8","startTime":1118.333,"endTime":1121.813,"body":"figure it out, now you become"},{"speaker":"first appointment at 8","startTime":1121.813,"endTime":1122.923,"body":"the expert in that field."},{"speaker":"first appointment at 8","startTime":1124.123,"endTime":1126.943,"body":"Mm-hmm  and I think too many"},{"speaker":"first appointment at 8","startTime":1124.123,"endTime":1126.943,"body":"of us as real estate agents,"},{"speaker":"first appointment at 8","startTime":1126.948,"endTime":1128.143,"body":"we get into an obstacle."},{"speaker":"first appointment at 8","startTime":1128.143,"endTime":1129.703,"body":"We go, wow, that's an obstacle."},{"speaker":"first appointment at 8","startTime":1129.973,"endTime":1131.773,"body":"That's gonna hold me up,"},{"speaker":"first appointment at 8","startTime":1129.973,"endTime":1131.773,"body":"but just know that you"},{"speaker":"first appointment at 8","startTime":1131.773,"endTime":1132.793,"body":"get over that obstacle."},{"speaker":"first appointment at 8","startTime":1132.798,"endTime":1134.683,"body":"Even if it's out of"},{"speaker":"first appointment at 8","startTime":1132.798,"endTime":1134.683,"body":"work, it takes time."},{"speaker":"first appointment at 8","startTime":1135.133,"endTime":1136.813,"body":"There's other people behind"},{"speaker":"first appointment at 8","startTime":1135.133,"endTime":1136.813,"body":"you are held up by it."},{"speaker":"first appointment at 8","startTime":1136.813,"endTime":1138.133,"body":"But now you've gotten"},{"speaker":"first appointment at 8","startTime":1136.813,"endTime":1138.133,"body":"over the obstacle."},{"speaker":"first appointment at 8","startTime":1138.138,"endTime":1140.133,"body":"So I don't know the"},{"speaker":"first appointment at 8","startTime":1138.138,"endTime":1140.133,"body":"particulars of your case,"},{"speaker":"first appointment at 8","startTime":1140.523,"endTime":1141.723,"body":"Steve, in salt lake city."},{"speaker":"first appointment at 8","startTime":1141.903,"endTime":1144.633,"body":"I imagine it's one of those,"},{"speaker":"first appointment at 8","startTime":1141.903,"endTime":1144.633,"body":"but I would say go back and"},{"speaker":"first appointment at 8","startTime":1144.633,"endTime":1145.593,"body":"look at one, if you can."},{"speaker":"first appointment at 8","startTime":1145.593,"endTime":1148.017,"body":"And if it's too late"},{"speaker":"first appointment at 8","startTime":1145.593,"endTime":1148.017,"body":"next time talk to the"},{"speaker":"first appointment at 8","startTime":1148.017,"endTime":1149.247,"body":"person final information."},{"speaker":"first appointment at 8","startTime":1149.247,"endTime":1151.587,"body":"And then, you know, what"},{"speaker":"first appointment at 8","startTime":1149.247,"endTime":1151.587,"body":"I've learned over time is"},{"speaker":"first appointment at 8","startTime":1151.592,"endTime":1153.987,"body":"I'll research the ML Las I'll"},{"speaker":"first appointment at 8","startTime":1151.592,"endTime":1153.987,"body":"research, public records,"},{"speaker":"first appointment at 8","startTime":1154.047,"endTime":1157.017,"body":"and I'll find out what the"},{"speaker":"first appointment at 8","startTime":1154.047,"endTime":1157.017,"body":"particulars of that deal are in"},{"speaker":"first appointment at 8","startTime":1157.022,"endTime":1157.917,"body":"being able to solve the problem."},{"speaker":"first appointment at 8","startTime":1158.697,"endTime":1159.117,"body":"Okay."},{"speaker":"first appointment at 8","startTime":1159.417,"endTime":1159.927,"body":"Okay."},{"speaker":"first appointment at 8","startTime":1160.287,"endTime":1160.827,"body":"Yeah."},{"speaker":"first appointment at 8","startTime":1160.909,"endTime":1162.769,"body":"They said it already"},{"speaker":"first appointment at 8","startTime":1160.909,"endTime":1162.769,"body":"sold through auction."},{"speaker":"first appointment at 8","startTime":1162.769,"endTime":1164.203,"body":"So let me look into it."},{"speaker":"first appointment at 8","startTime":1164.209,"endTime":1166.879,"body":"And then I just had one more"},{"speaker":"first appointment at 8","startTime":1164.209,"endTime":1166.879,"body":"question, but when you say they"},{"speaker":"first appointment at 8","startTime":1166.879,"endTime":1170.79,"body":"said the, oh, the person, it"},{"speaker":"first appointment at 8","startTime":1166.879,"endTime":1170.79,"body":"was the PR and often they think"},{"speaker":"first appointment at 8","startTime":1170.79,"endTime":1173.22,"body":"something, but it's close to"},{"speaker":"first appointment at 8","startTime":1170.79,"endTime":1173.22,"body":"what they say, but they don't"},{"speaker":"first appointment at 8","startTime":1173.22,"endTime":1174.3,"body":"really know the right answer."},{"speaker":"first appointment at 8","startTime":1174.75,"endTime":1176.46,"body":"And as you know, in"},{"speaker":"first appointment at 8","startTime":1174.75,"endTime":1176.46,"body":"this business, it's all"},{"speaker":"first appointment at 8","startTime":1176.46,"endTime":1177.39,"body":"about the particular."},{"speaker":"first appointment at 8","startTime":1177.39,"endTime":1179.88,"body":"So they might say, well,"},{"speaker":"first appointment at 8","startTime":1177.39,"endTime":1179.88,"body":"sold auction, but it doesn't"},{"speaker":"first appointment at 8","startTime":1179.88,"endTime":1180.69,"body":"mean it's sold auction."},{"speaker":"first appointment at 8","startTime":1180.69,"endTime":1183.42,"body":"It means it's been pre-sold"},{"speaker":"first appointment at 8","startTime":1180.69,"endTime":1183.42,"body":"auction, but still needs court"},{"speaker":"first appointment at 8","startTime":1183.42,"endTime":1184.56,"body":"confirmation, for example."},{"speaker":"first appointment at 8","startTime":1184.56,"endTime":1188.79,"body":"So be careful when PR say"},{"speaker":"first appointment at 8","startTime":1184.56,"endTime":1188.79,"body":"things that you wanna verify."},{"speaker":"first appointment at 8","startTime":1188.795,"endTime":1189.18,"body":"Trust me."},{"speaker":"first appointment at 8","startTime":1189.18,"endTime":1189.57,"body":"Verify."},{"speaker":"first appointment at 8","startTime":1190.39,"endTime":1190.68,"body":"Okay."},{"speaker":"first appointment at 8","startTime":1190.83,"endTime":1191.1,"body":"Okay."},{"speaker":"first appointment at 8","startTime":1191.105,"endTime":1191.82,"body":"That makes sense."},{"speaker":"first appointment at 8","startTime":1192.113,"endTime":1194.783,"body":"And then I had one other"},{"speaker":"first appointment at 8","startTime":1192.113,"endTime":1194.783,"body":"thing that came up in a call."},{"speaker":"first appointment at 8","startTime":1195.023,"endTime":1196.673,"body":"This lady said, well,"},{"speaker":"first appointment at 8","startTime":1195.023,"endTime":1196.673,"body":"there's nothing we can"},{"speaker":"first appointment at 8","startTime":1196.673,"endTime":1197.663,"body":"do with it right now."},{"speaker":"first appointment at 8","startTime":1197.663,"endTime":1201.653,"body":"We're in a lawsuit about all the"},{"speaker":"first appointment at 8","startTime":1197.663,"endTime":1201.653,"body":"family members and she hung up."},{"speaker":"first appointment at 8","startTime":1202.163,"endTime":1202.523,"body":"Right."},{"speaker":"first appointment at 8","startTime":1202.873,"endTime":1205.333,"body":"Mm-hmm  so, so yeah."},{"speaker":"first appointment at 8","startTime":1206.063,"endTime":1209.158,"body":"So I'll tell you one thing"},{"speaker":"first appointment at 8","startTime":1206.063,"endTime":1209.158,"body":"I've done that works for"},{"speaker":"first appointment at 8","startTime":1209.158,"endTime":1210.088,"body":"me in a similar case."},{"speaker":"first appointment at 8","startTime":1210.973,"endTime":1214.889,"body":"I, I learned this being in court"},{"speaker":"first appointment at 8","startTime":1210.973,"endTime":1214.889,"body":"that I sat in court when Dan"},{"speaker":"first appointment at 8","startTime":1214.889,"endTime":1221.236,"body":"saw a, a man whose nephew died,"},{"speaker":"first appointment at 8","startTime":1214.889,"endTime":1221.236,"body":"he and the nephew had no was"},{"speaker":"first appointment at 8","startTime":1221.236,"endTime":1222.436,"body":"never married and had no kids."},{"speaker":"first appointment at 8","startTime":1223.246,"endTime":1224.596,"body":"And so he was"},{"speaker":"first appointment at 8","startTime":1223.246,"endTime":1224.596,"body":"supposed a petition."},{"speaker":"first appointment at 8","startTime":1224.656,"endTime":1228.796,"body":"And then the decedents"},{"speaker":"first appointment at 8","startTime":1224.656,"endTime":1228.796,"body":"girlfriend claimed she was"},{"speaker":"first appointment at 8","startTime":1228.796,"endTime":1231.406,"body":"married and she file what's"},{"speaker":"first appointment at 8","startTime":1228.796,"endTime":1231.406,"body":"called a competing petition."},{"speaker":"first appointment at 8","startTime":1232.216,"endTime":1234.226,"body":"So in court, they're Bo saying"},{"speaker":"first appointment at 8","startTime":1232.216,"endTime":1234.226,"body":"the judge, we wanted to be the"},{"speaker":"first appointment at 8","startTime":1234.226,"endTime":1235.366,"body":"one to administer the state."},{"speaker":"first appointment at 8","startTime":1236.416,"endTime":1239.146,"body":"And they had a property"},{"speaker":"first appointment at 8","startTime":1236.416,"endTime":1239.146,"body":"who was vacant and there"},{"speaker":"first appointment at 8","startTime":1239.146,"endTime":1241.486,"body":"was cost as a mortgage"},{"speaker":"first appointment at 8","startTime":1239.146,"endTime":1241.486,"body":"and taxes and insurance."},{"speaker":"first appointment at 8","startTime":1242.176,"endTime":1244.696,"body":"And so the court agreed"},{"speaker":"first appointment at 8","startTime":1242.176,"endTime":1244.696,"body":"to create what's called a"},{"speaker":"first appointment at 8","startTime":1244.696,"endTime":1245.866,"body":"temporary administrator."},{"speaker":"first appointment at 8","startTime":1246.856,"endTime":1249.372,"body":"The two attorneys had to"},{"speaker":"first appointment at 8","startTime":1246.856,"endTime":1249.372,"body":"agree on who that would be."},{"speaker":"first appointment at 8","startTime":1249.372,"endTime":1251.264,"body":"They decided to co administrate"},{"speaker":"first appointment at 8","startTime":1249.372,"endTime":1251.264,"body":"cuz they knew each other"},{"speaker":"first appointment at 8","startTime":1251.264,"endTime":1253.544,"body":"trust each other and they"},{"speaker":"first appointment at 8","startTime":1251.264,"endTime":1253.544,"body":"had to agree on a real estate"},{"speaker":"first appointment at 8","startTime":1253.549,"endTime":1255.704,"body":"agent to sell the property"},{"speaker":"first appointment at 8","startTime":1253.549,"endTime":1255.704,"body":"and guess who they picked."},{"speaker":"first appointment at 8","startTime":1256.214,"endTime":1257.864,"body":"My favorite real"},{"speaker":"first appointment at 8","startTime":1256.214,"endTime":1257.864,"body":"estate broker me."},{"speaker":"first appointment at 8","startTime":1258.974,"endTime":1261.074,"body":"Now it's a little touchy"},{"speaker":"first appointment at 8","startTime":1258.974,"endTime":1261.074,"body":"cuz you're representing both"},{"speaker":"first appointment at 8","startTime":1261.074,"endTime":1263.774,"body":"sides, both two parties who"},{"speaker":"first appointment at 8","startTime":1261.074,"endTime":1263.774,"body":"are at war with each other."},{"speaker":"first appointment at 8","startTime":1264.704,"endTime":1268.394,"body":"But if it serves the interest of"},{"speaker":"first appointment at 8","startTime":1264.704,"endTime":1268.394,"body":"the estate to sell a property,"},{"speaker":"first appointment at 8","startTime":1269.504,"endTime":1271.304,"body":"now they can sell a property,"},{"speaker":"first appointment at 8","startTime":1269.504,"endTime":1271.304,"body":"put the money in the bank."},{"speaker":"first appointment at 8","startTime":1271.304,"endTime":1272.714,"body":"They can argue of the"},{"speaker":"first appointment at 8","startTime":1271.304,"endTime":1272.714,"body":"money, which is all"},{"speaker":"first appointment at 8","startTime":1272.714,"endTime":1273.584,"body":"they might care about."},{"speaker":"first appointment at 8","startTime":1274.304,"endTime":1277.664,"body":"Sometimes the waring parties"},{"speaker":"first appointment at 8","startTime":1274.304,"endTime":1277.664,"body":"one and one is living in"},{"speaker":"first appointment at 8","startTime":1277.664,"endTime":1280.934,"body":"the property is living"},{"speaker":"first appointment at 8","startTime":1277.664,"endTime":1280.934,"body":"there for free and wants"},{"speaker":"first appointment at 8","startTime":1280.934,"endTime":1282.134,"body":"to live there forever."},{"speaker":"first appointment at 8","startTime":1282.404,"endTime":1286.103,"body":"That scenario is very difficult,"},{"speaker":"first appointment at 8","startTime":1282.404,"endTime":1286.103,"body":"but that same scenario,"},{"speaker":"first appointment at 8","startTime":1286.103,"endTime":1287.993,"body":"there might be five siblings."},{"speaker":"first appointment at 8","startTime":1287.993,"endTime":1289.253,"body":"One wants to live for free."},{"speaker":"first appointment at 8","startTime":1290.183,"endTime":1292.823,"body":"One supports the living"},{"speaker":"first appointment at 8","startTime":1290.183,"endTime":1292.823,"body":"for free, but three"},{"speaker":"first appointment at 8","startTime":1292.823,"endTime":1293.963,"body":"don't three, one 'em out."},{"speaker":"first appointment at 8","startTime":1294.533,"endTime":1297.383,"body":"The three they get together"},{"speaker":"first appointment at 8","startTime":1294.533,"endTime":1297.383,"body":"can basically vote out"},{"speaker":"first appointment at 8","startTime":1297.383,"endTime":1298.073,"body":"if they have the same."},{"speaker":"first appointment at 8","startTime":1298.493,"endTime":1300.893,"body":"If they have three fifth"},{"speaker":"first appointment at 8","startTime":1298.493,"endTime":1300.893,"body":"interest in the property."},{"speaker":"first appointment at 8","startTime":1301.413,"endTime":1304.248,"body":"Again, this depends on state"},{"speaker":"first appointment at 8","startTime":1301.413,"endTime":1304.248,"body":"law, but in California I've had"},{"speaker":"first appointment at 8","startTime":1304.248,"endTime":1306.798,"body":"cases where they've been able"},{"speaker":"first appointment at 8","startTime":1304.248,"endTime":1306.798,"body":"to go the judge and forced to"},{"speaker":"first appointment at 8","startTime":1306.798,"endTime":1309.594,"body":"sell the property as a temporary"},{"speaker":"first appointment at 8","startTime":1306.798,"endTime":1309.594,"body":"administrator, while they argue"},{"speaker":"first appointment at 8","startTime":1309.594,"endTime":1310.464,"body":"over who the administrator."},{"speaker":"first appointment at 8","startTime":1310.989,"endTime":1312.969,"body":"They can at least begin the"},{"speaker":"first appointment at 8","startTime":1310.989,"endTime":1312.969,"body":"process of selling the property,"},{"speaker":"first appointment at 8","startTime":1313.299,"endTime":1315.159,"body":"keep the money in the estate."},{"speaker":"first appointment at 8","startTime":1315.369,"endTime":1317.199,"body":"The state opens a"},{"speaker":"first appointment at 8","startTime":1315.369,"endTime":1317.199,"body":"blocked account."},{"speaker":"first appointment at 8","startTime":1317.199,"endTime":1318.999,"body":"The money gets put, and"},{"speaker":"first appointment at 8","startTime":1317.199,"endTime":1318.999,"body":"then they can argue of"},{"speaker":"first appointment at 8","startTime":1319.004,"endTime":1320.829,"body":"the money rather than the"},{"speaker":"first appointment at 8","startTime":1319.004,"endTime":1320.829,"body":"house, if that makes sense."},{"speaker":"first appointment at 8","startTime":1321.099,"endTime":1322.689,"body":"So the fact that there's,"},{"speaker":"first appointment at 8","startTime":1321.099,"endTime":1322.689,"body":"they're fighting over it, you"},{"speaker":"first appointment at 8","startTime":1322.689,"endTime":1325.269,"body":"might wanna do some research"},{"speaker":"first appointment at 8","startTime":1322.689,"endTime":1325.269,"body":"and see who's the attorney."},{"speaker":"first appointment at 8","startTime":1325.959,"endTime":1329.458,"body":"And if there's such a process"},{"speaker":"first appointment at 8","startTime":1325.959,"endTime":1329.458,"body":"in Utah offered to be the"},{"speaker":"first appointment at 8","startTime":1329.458,"endTime":1331.536,"body":"real estate agent for a"},{"speaker":"first appointment at 8","startTime":1329.458,"endTime":1331.536,"body":"temporary administrator, ask if"},{"speaker":"first appointment at 8","startTime":1331.536,"endTime":1333.606,"body":"they're providing a temporary"},{"speaker":"first appointment at 8","startTime":1331.536,"endTime":1333.606,"body":"administrator, if that was"},{"speaker":"first appointment at 8","startTime":1333.606,"endTime":1336.216,"body":"one of the plans and sometimes"},{"speaker":"first appointment at 8","startTime":1333.606,"endTime":1336.216,"body":"attorneys don't know that's a"},{"speaker":"first appointment at 8","startTime":1336.221,"endTime":1339.276,"body":"process, but, and again, I, the"},{"speaker":"first appointment at 8","startTime":1336.221,"endTime":1339.276,"body":"Utah law in California, that"},{"speaker":"first appointment at 8","startTime":1339.276,"endTime":1340.236,"body":"would be the process I would go."},{"speaker":"first appointment at 8","startTime":1341.606,"endTime":1341.896,"body":"Okay."},{"speaker":"first appointment at 8","startTime":1342.616,"endTime":1342.906,"body":"Okay."},{"speaker":"first appointment at 8","startTime":1342.911,"endTime":1342.936,"body":"Okay."},{"speaker":"first appointment at 8","startTime":1343.206,"endTime":1343.686,"body":"Look into it."},{"speaker":"first appointment at 8","startTime":1343.776,"endTime":1345.516,"body":"Report back to us, let us"},{"speaker":"first appointment at 8","startTime":1343.776,"endTime":1345.516,"body":"know how that works out."},{"speaker":"first appointment at 8","startTime":1346.056,"endTime":1346.236,"body":"Okay."},{"speaker":"first appointment at 8","startTime":1346.236,"endTime":1346.716,"body":"Yeah, definitely."},{"speaker":"first appointment at 8","startTime":1347.346,"endTime":1347.556,"body":"Okay."},{"speaker":"first appointment at 8","startTime":1348.036,"endTime":1348.306,"body":"Thanks."},{"speaker":"first appointment at 8","startTime":1348.306,"endTime":1348.846,"body":"Thanks so much."},{"speaker":"first appointment at 8","startTime":1349.356,"endTime":1349.626,"body":"Okay."},{"speaker":"first appointment at 8","startTime":1349.626,"endTime":1351.306,"body":"Let me knock out a"},{"speaker":"first appointment at 8","startTime":1349.626,"endTime":1351.306,"body":"couple of the chat box."},{"speaker":"first appointment at 8","startTime":1351.306,"endTime":1352.746,"body":"I see some hands up and"},{"speaker":"first appointment at 8","startTime":1351.306,"endTime":1352.746,"body":"I'll get right to you."},{"speaker":"first appointment at 8","startTime":1353.183,"endTime":1355.398,"body":"One question you have in the"},{"speaker":"first appointment at 8","startTime":1353.183,"endTime":1355.398,"body":"from the alumni group from"},{"speaker":"first appointment at 8","startTime":1355.458,"endTime":1358.548,"body":"Ian, he said he hired a VA"},{"speaker":"first appointment at 8","startTime":1355.458,"endTime":1358.548,"body":"to handle calling leads."},{"speaker":"first appointment at 8","startTime":1358.548,"endTime":1359.868,"body":"How do I schedule his calling?"},{"speaker":"first appointment at 8","startTime":1360.228,"endTime":1362.358,"body":"Do he just give him the list"},{"speaker":"first appointment at 8","startTime":1360.228,"endTime":1362.358,"body":"and have him call it every"},{"speaker":"first appointment at 8","startTime":1362.363,"endTime":1364.158,"body":"day until he gets a new list?"},{"speaker":"first appointment at 8","startTime":1364.368,"endTime":1365.448,"body":"Once he gets a new list?"},{"speaker":"first appointment at 8","startTime":1365.838,"endTime":1368.718,"body":"Does he just add that to,"},{"speaker":"first appointment at 8","startTime":1365.838,"endTime":1368.718,"body":"unless he has, I get my own"},{"speaker":"first appointment at 8","startTime":1368.718,"endTime":1370.788,"body":"leads every two weeks, I just"},{"speaker":"first appointment at 8","startTime":1368.718,"endTime":1370.788,"body":"wanna know the best practices."},{"speaker":"first appointment at 8","startTime":1370.788,"endTime":1373.294,"body":"So, what I would say to"},{"speaker":"first appointment at 8","startTime":1370.788,"endTime":1373.294,"body":"anybody think of getting a"},{"speaker":"first appointment at 8","startTime":1373.294,"endTime":1378.274,"body":"VA is it is in my experience,"},{"speaker":"first appointment at 8","startTime":1373.294,"endTime":1378.274,"body":"impossible to delegate lead"},{"speaker":"first appointment at 8","startTime":1378.279,"endTime":1380.674,"body":"generation, unless you're"},{"speaker":"first appointment at 8","startTime":1378.279,"endTime":1380.674,"body":"doing it yourself successfully."},{"speaker":"first appointment at 8","startTime":1381.514,"endTime":1384.814,"body":"And you're only gonna wanna"},{"speaker":"first appointment at 8","startTime":1381.514,"endTime":1384.814,"body":"lead Del lead generate if you're"},{"speaker":"first appointment at 8","startTime":1384.814,"endTime":1386.044,"body":"able to convert leads yourself."},{"speaker":"first appointment at 8","startTime":1386.049,"endTime":1388.564,"body":"So I wouldn't start"},{"speaker":"first appointment at 8","startTime":1386.049,"endTime":1388.564,"body":"with lead with a VA"},{"speaker":"first appointment at 8","startTime":1388.564,"endTime":1391.234,"body":"unless I'm successfully"},{"speaker":"first appointment at 8","startTime":1388.564,"endTime":1391.234,"body":"converting leads myself."},{"speaker":"first appointment at 8","startTime":1391.864,"endTime":1394.084,"body":"And I just wanna give"},{"speaker":"first appointment at 8","startTime":1391.864,"endTime":1394.084,"body":"more leads to a VA."},{"speaker":"first appointment at 8","startTime":1394.414,"endTime":1398.805,"body":"Dan, for me, there are companies"},{"speaker":"first appointment at 8","startTime":1394.414,"endTime":1398.805,"body":"that specialize in VAs who do"},{"speaker":"first appointment at 8","startTime":1398.925,"endTime":1402.39,"body":"phone calling that trim that"},{"speaker":"first appointment at 8","startTime":1398.925,"endTime":1402.39,"body":"uses ISA inside sales agent."},{"speaker":"first appointment at 8","startTime":1402.39,"endTime":1405.409,"body":"That I might go to those,"},{"speaker":"first appointment at 8","startTime":1402.39,"endTime":1405.409,"body":"I think up my, up my"},{"speaker":"first appointment at 8","startTime":1405.469,"endTime":1408.079,"body":"up desk, my out desk,"},{"speaker":"first appointment at 8","startTime":1405.469,"endTime":1408.079,"body":"there's a couple of them."},{"speaker":"first appointment at 8","startTime":1408.349,"endTime":1410.719,"body":"And I saw one I thought"},{"speaker":"first appointment at 8","startTime":1408.349,"endTime":1410.719,"body":"was really impressive and"},{"speaker":"first appointment at 8","startTime":1410.719,"endTime":1411.889,"body":"it's about $12 an hour."},{"speaker":"first appointment at 8","startTime":1412.249,"endTime":1415.369,"body":"So they have their own"},{"speaker":"first appointment at 8","startTime":1412.249,"endTime":1415.369,"body":"CRMs, their own phone lines."},{"speaker":"first appointment at 8","startTime":1415.774,"endTime":1416.884,"body":"They've trained VAs."},{"speaker":"first appointment at 8","startTime":1417.424,"endTime":1418.654,"body":"If you're gonna do it on"},{"speaker":"first appointment at 8","startTime":1417.424,"endTime":1418.654,"body":"your own, you're really"},{"speaker":"first appointment at 8","startTime":1418.654,"endTime":1419.524,"body":"starting from scratch."},{"speaker":"first appointment at 8","startTime":1419.524,"endTime":1420.634,"body":"You're taking on"},{"speaker":"first appointment at 8","startTime":1419.524,"endTime":1420.634,"body":"a whole business."},{"speaker":"first appointment at 8","startTime":1420.634,"endTime":1423.244,"body":"And I think what you're asking"},{"speaker":"first appointment at 8","startTime":1420.634,"endTime":1423.244,"body":"is how do we design a business"},{"speaker":"first appointment at 8","startTime":1423.244,"endTime":1424.444,"body":"that I've never done before?"},{"speaker":"first appointment at 8","startTime":1424.511,"endTime":1425.63,"body":"And you know, I don't know"},{"speaker":"first appointment at 8","startTime":1424.511,"endTime":1425.63,"body":"where you are your business."},{"speaker":"first appointment at 8","startTime":1425.63,"endTime":1428.27,"body":"I'd be glad to talk to you"},{"speaker":"first appointment at 8","startTime":1425.63,"endTime":1428.27,"body":"on the call, but I would say"},{"speaker":"first appointment at 8","startTime":1428.27,"endTime":1430.73,"body":"generally speaking, I wouldn't"},{"speaker":"first appointment at 8","startTime":1428.27,"endTime":1430.73,"body":"wanna recreate all that."},{"speaker":"first appointment at 8","startTime":1430.735,"endTime":1433.16,"body":"I'd rather find somebody"},{"speaker":"first appointment at 8","startTime":1430.735,"endTime":1433.16,"body":"who's already created that"},{"speaker":"first appointment at 8","startTime":1433.16,"endTime":1434.917,"body":"and use their business for me."},{"speaker":"first appointment at 8","startTime":1434.923,"endTime":1436.698,"body":"And then mighty Mike"},{"speaker":"first appointment at 8","startTime":1434.923,"endTime":1436.698,"body":"suggest mojo dollar."},{"speaker":"first appointment at 8","startTime":1436.698,"endTime":1436.848,"body":"Yeah."},{"speaker":"first appointment at 8","startTime":1436.848,"endTime":1439.758,"body":"You can upload all the leads"},{"speaker":"first appointment at 8","startTime":1436.848,"endTime":1439.758,"body":"to something like mojo or"},{"speaker":"first appointment at 8","startTime":1439.763,"endTime":1442.75,"body":"red X dialer, or there's all"},{"speaker":"first appointment at 8","startTime":1439.763,"endTime":1442.75,"body":"kinds of phone dollar systems"},{"speaker":"first appointment at 8","startTime":1442.75,"endTime":1445.66,"body":"that you can use as a shared"},{"speaker":"first appointment at 8","startTime":1442.75,"endTime":1445.66,"body":"CRM and put the leads in"},{"speaker":"first appointment at 8","startTime":1445.66,"endTime":1446.63,"body":"there and track 'em that way."},{"speaker":"first appointment at 8","startTime":1446.658,"endTime":1446.868,"body":"Okay."},{"speaker":"first appointment at 8","startTime":1446.868,"endTime":1448.174,"body":"Let's go back to"},{"speaker":"first appointment at 8","startTime":1446.868,"endTime":1448.174,"body":"the life calls here."},{"speaker":"first appointment at 8","startTime":1448.174,"endTime":1450.006,"body":"Joanne, always a"},{"speaker":"first appointment at 8","startTime":1448.174,"endTime":1450.006,"body":"pleasure to see you."},{"speaker":"first appointment at 8","startTime":1450.057,"endTime":1450.537,"body":"What's going on?"},{"speaker":"first appointment at 8","startTime":1450.537,"endTime":1451.017,"body":"How can I help?"},{"speaker":"first appointment at 8","startTime":1452.097,"endTime":1454.647,"body":"Well, believe it or not,"},{"speaker":"first appointment at 8","startTime":1452.097,"endTime":1454.647,"body":"I actually started to cold"},{"speaker":"first appointment at 8","startTime":1454.647,"endTime":1456.179,"body":"call the the probates."},{"speaker":"first appointment at 8","startTime":1456.539,"endTime":1459.248,"body":"No, when, and I, I know"},{"speaker":"first appointment at 8","startTime":1456.539,"endTime":1459.248,"body":"isn't that something and"},{"speaker":"first appointment at 8","startTime":1459.248,"endTime":1464.281,"body":"I I downloaded about 64 of"},{"speaker":"first appointment at 8","startTime":1459.248,"endTime":1464.281,"body":"the numbers and I started"},{"speaker":"first appointment at 8","startTime":1464.281,"endTime":1465.624,"body":"just dialing for dollars."},{"speaker":"first appointment at 8","startTime":1465.624,"endTime":1467.427,"body":"I was just dialing"},{"speaker":"first appointment at 8","startTime":1465.624,"endTime":1467.427,"body":"and it's interesting."},{"speaker":"first appointment at 8","startTime":1467.577,"endTime":1470.457,"body":"I have to say those numbers"},{"speaker":"first appointment at 8","startTime":1467.577,"endTime":1470.457,"body":"are very good numbers."},{"speaker":"first appointment at 8","startTime":1470.457,"endTime":1473.455,"body":"They're not junk numbers even"},{"speaker":"first appointment at 8","startTime":1470.457,"endTime":1473.455,"body":"the wrong the wrong numbers"},{"speaker":"first appointment at 8","startTime":1473.46,"endTime":1476.174,"body":"because you're gonna be talking"},{"speaker":"first appointment at 8","startTime":1473.46,"endTime":1476.174,"body":"to somebody on the other side"},{"speaker":"first appointment at 8","startTime":1476.174,"endTime":1480.053,"body":"and you just never know But"},{"speaker":"first appointment at 8","startTime":1476.174,"endTime":1480.053,"body":"as far as probates, I I spoke"},{"speaker":"first appointment at 8","startTime":1480.053,"endTime":1483.882,"body":"to someone who was living in"},{"speaker":"first appointment at 8","startTime":1480.053,"endTime":1483.882,"body":"a different state and he had"},{"speaker":"first appointment at 8","startTime":1483.882,"endTime":1487.25,"body":"once upon a time been living"},{"speaker":"first appointment at 8","startTime":1483.882,"endTime":1487.25,"body":"here in California he had four"},{"speaker":"first appointment at 8","startTime":1487.255,"endTime":1491.9,"body":"properties, not one but four"},{"speaker":"first appointment at 8","startTime":1487.255,"endTime":1491.9,"body":"boom, and one was vacant and"},{"speaker":"first appointment at 8","startTime":1491.99,"endTime":1495.664,"body":"three, he had siblings living"},{"speaker":"first appointment at 8","startTime":1491.99,"endTime":1495.664,"body":"in and they were at war."},{"speaker":"first appointment at 8","startTime":1495.949,"endTime":1498.709,"body":"And I looked at the court date"},{"speaker":"first appointment at 8","startTime":1495.949,"endTime":1498.709,"body":"and then he said, well, no,"},{"speaker":"first appointment at 8","startTime":1498.714,"endTime":1499.999,"body":"that's not the right court date."},{"speaker":"first appointment at 8","startTime":1500.309,"endTime":1503.329,"body":"It was extended until August"},{"speaker":"first appointment at 8","startTime":1500.309,"endTime":1503.329,"body":"because the judge has to"},{"speaker":"first appointment at 8","startTime":1503.329,"endTime":1507.289,"body":"make a DEC a, a decision to,"},{"speaker":"first appointment at 8","startTime":1503.329,"endTime":1507.289,"body":"to sell all of these four"},{"speaker":"first appointment at 8","startTime":1507.294,"endTime":1509.659,"body":"properties because that's"},{"speaker":"first appointment at 8","startTime":1507.294,"endTime":1509.659,"body":"the PR, that's what I want"},{"speaker":"first appointment at 8","startTime":1509.659,"endTime":1512.029,"body":"to do, sell the properties"},{"speaker":"first appointment at 8","startTime":1509.659,"endTime":1512.029,"body":"and pay off the siblings."},{"speaker":"first appointment at 8","startTime":1512.034,"endTime":1513.199,"body":"So I ran into that one."},{"speaker":"first appointment at 8","startTime":1513.619,"endTime":1514.655,"body":"And then I don't know."},{"speaker":"first appointment at 8","startTime":1514.742,"endTime":1517.418,"body":"I, I talked to about,"},{"speaker":"first appointment at 8","startTime":1514.742,"endTime":1517.418,"body":"out of what I downloaded."},{"speaker":"first appointment at 8","startTime":1517.418,"endTime":1519.878,"body":"I think I talked to about"},{"speaker":"first appointment at 8","startTime":1517.418,"endTime":1519.878,"body":"11 different people, which"},{"speaker":"first appointment at 8","startTime":1519.883,"endTime":1522.068,"body":"was pretty good because"},{"speaker":"first appointment at 8","startTime":1519.883,"endTime":1522.068,"body":"I didn't even get through"},{"speaker":"first appointment at 8","startTime":1522.068,"endTime":1524.318,"body":"my entire list of 64."},{"speaker":"first appointment at 8","startTime":1524.618,"endTime":1526.988,"body":"I ran into one lady in El Monte."},{"speaker":"first appointment at 8","startTime":1526.988,"endTime":1531.538,"body":"She said she lost both of her"},{"speaker":"first appointment at 8","startTime":1526.988,"endTime":1531.538,"body":"parents to C and she had hired"},{"speaker":"first appointment at 8","startTime":1531.596,"endTime":1535.211,"body":"an attorney and she was getting"},{"speaker":"first appointment at 8","startTime":1531.596,"endTime":1535.211,"body":"the deed placed in her name."},{"speaker":"first appointment at 8","startTime":1535.481,"endTime":1538.181,"body":"And then I ran into"},{"speaker":"first appointment at 8","startTime":1535.481,"endTime":1538.181,"body":"this other lady who had"},{"speaker":"first appointment at 8","startTime":1538.181,"endTime":1539.501,"body":"multiple properties."},{"speaker":"first appointment at 8","startTime":1539.651,"endTime":1542.26,"body":"And then she says don't"},{"speaker":"first appointment at 8","startTime":1539.651,"endTime":1542.26,"body":"even bother my daughter"},{"speaker":"first appointment at 8","startTime":1542.44,"endTime":1543.76,"body":"is buying the property."},{"speaker":"first appointment at 8","startTime":1544.42,"endTime":1546.8,"body":"And but it was like"},{"speaker":"first appointment at 8","startTime":1544.42,"endTime":1546.8,"body":"different situations."},{"speaker":"first appointment at 8","startTime":1546.8,"endTime":1548.6,"body":"I even talked to somebody"},{"speaker":"first appointment at 8","startTime":1546.8,"endTime":1548.6,"body":"in New York city."},{"speaker":"first appointment at 8","startTime":1549.44,"endTime":1550.07,"body":"So."},{"speaker":"first appointment at 8","startTime":1550.415,"endTime":1553.055,"body":"You just have to, so when I'm"},{"speaker":"first appointment at 8","startTime":1550.415,"endTime":1553.055,"body":"staying, you just have to keep"},{"speaker":"first appointment at 8","startTime":1553.055,"endTime":1554.554,"body":"at it and just dial the numbers."},{"speaker":"first appointment at 8","startTime":1554.554,"endTime":1556.454,"body":"Just keep dialing"},{"speaker":"first appointment at 8","startTime":1554.554,"endTime":1556.454,"body":"one after the next."},{"speaker":"first appointment at 8","startTime":1557.204,"endTime":1558.434,"body":"So lemme see if I"},{"speaker":"first appointment at 8","startTime":1557.204,"endTime":1558.434,"body":"have this correct."},{"speaker":"first appointment at 8","startTime":1558.434,"endTime":1562.004,"body":"Drea, you bought the data,"},{"speaker":"first appointment at 8","startTime":1558.434,"endTime":1562.004,"body":"you called people and you"},{"speaker":"first appointment at 8","startTime":1562.004,"endTime":1563.534,"body":"talked to people who had"},{"speaker":"first appointment at 8","startTime":1562.004,"endTime":1563.534,"body":"properties, some of which"},{"speaker":"first appointment at 8","startTime":1563.534,"endTime":1565.064,"body":"they had to sell some of which"},{"speaker":"first appointment at 8","startTime":1563.534,"endTime":1565.064,"body":"they didn't have to sell."},{"speaker":"first appointment at 8","startTime":1565.664,"endTime":1566.714,"body":"Mm exactly."},{"speaker":"first appointment at 8","startTime":1566.984,"endTime":1567.524,"body":"Wow."},{"speaker":"first appointment at 8","startTime":1567.914,"endTime":1571.094,"body":"Amazing news flash, but you"},{"speaker":"first appointment at 8","startTime":1567.914,"endTime":1571.094,"body":"know, something, even the"},{"speaker":"first appointment at 8","startTime":1571.094,"endTime":1573.91,"body":"one who told me that her"},{"speaker":"first appointment at 8","startTime":1571.094,"endTime":1573.91,"body":"daughter was, was going to"},{"speaker":"first appointment at 8","startTime":1573.91,"endTime":1576.55,"body":"buy the property because she"},{"speaker":"first appointment at 8","startTime":1573.91,"endTime":1576.55,"body":"said it was one property."},{"speaker":"first appointment at 8","startTime":1576.82,"endTime":1579.16,"body":"She, she left some very"},{"speaker":"first appointment at 8","startTime":1576.82,"endTime":1579.16,"body":"valuable information."},{"speaker":"first appointment at 8","startTime":1579.16,"endTime":1581.5,"body":"She says, I own"},{"speaker":"first appointment at 8","startTime":1579.16,"endTime":1581.5,"body":"multiple properties."},{"speaker":"first appointment at 8","startTime":1581.505,"endTime":1583.66,"body":"And then she said that"},{"speaker":"first appointment at 8","startTime":1581.505,"endTime":1583.66,"body":"she was an investor."},{"speaker":"first appointment at 8","startTime":1583.87,"endTime":1584.77,"body":"So I said, great."},{"speaker":"first appointment at 8","startTime":1585.13,"endTime":1588.58,"body":"So that's a good phone number"},{"speaker":"first appointment at 8","startTime":1585.13,"endTime":1588.58,"body":"for me to call back and say,"},{"speaker":"first appointment at 8","startTime":1588.58,"endTime":1592.24,"body":"Hey, what do you have that's"},{"speaker":"first appointment at 8","startTime":1588.58,"endTime":1592.24,"body":"available, you know, for lease"},{"speaker":"first appointment at 8","startTime":1592.24,"endTime":1596.83,"body":"or even to sell I, before"},{"speaker":"first appointment at 8","startTime":1592.24,"endTime":1596.83,"body":"that, I think that you have"},{"speaker":"first appointment at 8","startTime":1596.83,"endTime":1601.81,"body":"an opportunity to audition for"},{"speaker":"first appointment at 8","startTime":1596.83,"endTime":1601.81,"body":"the job that nobody else has."},{"speaker":"first appointment at 8","startTime":1602.2,"endTime":1604.09,"body":"If you look for"},{"speaker":"first appointment at 8","startTime":1602.2,"endTime":1604.09,"body":"ways to help her."},{"speaker":"first appointment at 8","startTime":1604.405,"endTime":1605.725,"body":"Through the probate process."},{"speaker":"first appointment at 8","startTime":1605.995,"endTime":1607.675,"body":"Mm-hmm  so we're too"},{"speaker":"first appointment at 8","startTime":1605.995,"endTime":1607.675,"body":"quick to say, oh, no"},{"speaker":"first appointment at 8","startTime":1607.675,"endTime":1608.845,"body":"property to sell probate."},{"speaker":"first appointment at 8","startTime":1609.565,"endTime":1612.835,"body":"Now you're a step up saying,"},{"speaker":"first appointment at 8","startTime":1609.565,"endTime":1612.835,"body":"well, I can, I can solicit"},{"speaker":"first appointment at 8","startTime":1612.835,"endTime":1613.705,"body":"her for other business."},{"speaker":"first appointment at 8","startTime":1613.705,"endTime":1615.685,"body":"And I would say to you,"},{"speaker":"first appointment at 8","startTime":1613.705,"endTime":1615.685,"body":"before you go there,"},{"speaker":"first appointment at 8","startTime":1616.405,"endTime":1617.425,"body":"help her in probate."},{"speaker":"first appointment at 8","startTime":1618.325,"endTime":1620.395,"body":"One reason why is just"},{"speaker":"first appointment at 8","startTime":1618.325,"endTime":1620.395,"body":"because the daughter,"},{"speaker":"first appointment at 8","startTime":1620.455,"endTime":1622.135,"body":"she thinks the daughter"},{"speaker":"first appointment at 8","startTime":1620.455,"endTime":1622.135,"body":"wants to buy the property."},{"speaker":"first appointment at 8","startTime":1622.135,"endTime":1624.445,"body":"The daughter may not wanna"},{"speaker":"first appointment at 8","startTime":1622.135,"endTime":1624.445,"body":"buy the property that I"},{"speaker":"first appointment at 8","startTime":1624.445,"endTime":1626.695,"body":"may not be able to buy the"},{"speaker":"first appointment at 8","startTime":1624.445,"endTime":1626.695,"body":"property when she may have"},{"speaker":"first appointment at 8","startTime":1626.695,"endTime":1627.535,"body":"wanted buy the property."},{"speaker":"first appointment at 8","startTime":1627.535,"endTime":1630.355,"body":"When the mortgage payment"},{"speaker":"first appointment at 8","startTime":1627.535,"endTime":1630.355,"body":"was based on 3% interest rate"},{"speaker":"first appointment at 8","startTime":1630.355,"endTime":1631.345,"body":"and she may not wanna buy it."},{"speaker":"first appointment at 8","startTime":1631.345,"endTime":1635.125,"body":"Now that it's based on"},{"speaker":"first appointment at 8","startTime":1631.345,"endTime":1635.125,"body":"a 6% mortgage, 6%, even"},{"speaker":"first appointment at 8","startTime":1635.125,"endTime":1637.465,"body":"the mother wants to give"},{"speaker":"first appointment at 8","startTime":1635.125,"endTime":1637.465,"body":"it to her, which is fine."},{"speaker":"first appointment at 8","startTime":1637.465,"endTime":1638.695,"body":"There might be tax implications."},{"speaker":"first appointment at 8","startTime":1638.7,"endTime":1640.585,"body":"There there's a whole lot"},{"speaker":"first appointment at 8","startTime":1638.7,"endTime":1640.585,"body":"of things that go along."},{"speaker":"first appointment at 8","startTime":1640.855,"endTime":1644.275,"body":"She's gotta pay property taxes,"},{"speaker":"first appointment at 8","startTime":1640.855,"endTime":1644.275,"body":"got pay insurance, gotta keep"},{"speaker":"first appointment at 8","startTime":1644.275,"endTime":1645.505,"body":"up the house, find 10 for it."},{"speaker":"first appointment at 8","startTime":1645.985,"endTime":1649.135,"body":"Everybody wants to, to buy the"},{"speaker":"first appointment at 8","startTime":1645.985,"endTime":1649.135,"body":"house until they know what's"},{"speaker":"first appointment at 8","startTime":1649.135,"endTime":1650.305,"body":"evolving, buying the house."},{"speaker":"first appointment at 8","startTime":1650.335,"endTime":1653.455,"body":"Mm-hmm . So what I would say"},{"speaker":"first appointment at 8","startTime":1650.335,"endTime":1653.455,"body":"is I would, I would not assume"},{"speaker":"first appointment at 8","startTime":1653.455,"endTime":1656.245,"body":"that that's really gonna happen"},{"speaker":"first appointment at 8","startTime":1653.455,"endTime":1656.245,"body":"in the meantime who's attorney."},{"speaker":"first appointment at 8","startTime":1656.25,"endTime":1658.765,"body":"Are she doing proper or she"},{"speaker":"first appointment at 8","startTime":1656.25,"endTime":1658.765,"body":"working with the attorney,"},{"speaker":"first appointment at 8","startTime":1658.765,"endTime":1659.995,"body":"help her through the process?"},{"speaker":"first appointment at 8","startTime":1660.445,"endTime":1661.945,"body":"You can't give legal"},{"speaker":"first appointment at 8","startTime":1660.445,"endTime":1661.945,"body":"advice, but you can help."},{"speaker":"first appointment at 8","startTime":1663.175,"endTime":1663.795,"body":"Through the process."},{"speaker":"first appointment at 8","startTime":1664.375,"endTime":1668.785,"body":"I would definitely focus on"},{"speaker":"first appointment at 8","startTime":1664.375,"endTime":1668.785,"body":"that and I assure you, if you"},{"speaker":"first appointment at 8","startTime":1668.785,"endTime":1671.485,"body":"help her through the probate,"},{"speaker":"first appointment at 8","startTime":1668.785,"endTime":1671.485,"body":"you'll get more business"},{"speaker":"first appointment at 8","startTime":1671.49,"endTime":1672.205,"body":"than you have imagined."},{"speaker":"first appointment at 8","startTime":1673.525,"endTime":1673.885,"body":"Okay."},{"speaker":"first appointment at 8","startTime":1674.575,"endTime":1676.735,"body":"All so I just have"},{"speaker":"first appointment at 8","startTime":1674.575,"endTime":1676.735,"body":"to keep dialing."},{"speaker":"first appointment at 8","startTime":1676.74,"endTime":1677.245,"body":"That's all."},{"speaker":"first appointment at 8","startTime":1677.515,"endTime":1679.765,"body":"Just keep dialing"},{"speaker":"first appointment at 8","startTime":1677.515,"endTime":1679.765,"body":"well and follow up."},{"speaker":"first appointment at 8","startTime":1680.155,"endTime":1681.565,"body":"As long as you're in"},{"speaker":"first appointment at 8","startTime":1680.155,"endTime":1681.565,"body":"business, your goal is"},{"speaker":"first appointment at 8","startTime":1681.595,"endTime":1682.795,"body":"to create relationships."},{"speaker":"first appointment at 8","startTime":1682.795,"endTime":1685.105,"body":"It' not looking for"},{"speaker":"first appointment at 8","startTime":1682.795,"endTime":1685.105,"body":"listings that we're looking"},{"speaker":"first appointment at 8","startTime":1685.105,"endTime":1687.595,"body":"for listings, right, or"},{"speaker":"first appointment at 8","startTime":1685.105,"endTime":1687.595,"body":"sales or, or purchases."},{"speaker":"first appointment at 8","startTime":1687.985,"endTime":1689.665,"body":"It's really create relationships"},{"speaker":"first appointment at 8","startTime":1687.985,"endTime":1689.665,"body":"with people who can build,"},{"speaker":"first appointment at 8","startTime":1689.725,"endTime":1690.685,"body":"we can build business with."},{"speaker":"first appointment at 8","startTime":1690.685,"endTime":1692.665,"body":"And in this case, here's"},{"speaker":"first appointment at 8","startTime":1690.685,"endTime":1692.665,"body":"a woman that you can"},{"speaker":"first appointment at 8","startTime":1692.905,"endTime":1693.715,"body":"build a relationship with."},{"speaker":"first appointment at 8","startTime":1693.715,"endTime":1695.155,"body":"And how do you"},{"speaker":"first appointment at 8","startTime":1693.715,"endTime":1695.155,"body":"build relationships?"},{"speaker":"first appointment at 8","startTime":1695.16,"endTime":1696.985,"body":"We put in the relationship"},{"speaker":"first appointment at 8","startTime":1695.16,"endTime":1696.985,"body":"before we get out of it."},{"speaker":"first appointment at 8","startTime":1697.525,"endTime":1699.175,"body":"And so maybe your"},{"speaker":"first appointment at 8","startTime":1697.525,"endTime":1699.175,"body":"daughter wants it."},{"speaker":"first appointment at 8","startTime":1699.175,"endTime":1700.195,"body":"Maybe you drive the property."},{"speaker":"first appointment at 8","startTime":1700.285,"endTime":1703.195,"body":"Is your daughter local is"},{"speaker":"first appointment at 8","startTime":1700.285,"endTime":1703.195,"body":"daughter also outta state."},{"speaker":"first appointment at 8","startTime":1703.555,"endTime":1705.085,"body":"Maybe you drive the"},{"speaker":"first appointment at 8","startTime":1703.555,"endTime":1705.085,"body":"property and take pictures."},{"speaker":"first appointment at 8","startTime":1705.085,"endTime":1706.405,"body":"Then that's a benefit to them."},{"speaker":"first appointment at 8","startTime":1706.705,"endTime":1709.615,"body":"I don't know enough about"},{"speaker":"first appointment at 8","startTime":1706.705,"endTime":1709.615,"body":"the conversation, but I would"},{"speaker":"first appointment at 8","startTime":1709.62,"endTime":1712.915,"body":"look for ways to help pull the"},{"speaker":"first appointment at 8","startTime":1709.62,"endTime":1712.915,"body":"data, pull the public record"},{"speaker":"first appointment at 8","startTime":1713.017,"endTime":1715.537,"body":"documents to give to her,"},{"speaker":"first appointment at 8","startTime":1713.017,"endTime":1715.537,"body":"look at the probate case, give"},{"speaker":"first appointment at 8","startTime":1715.542,"endTime":1716.287,"body":"her information from them."},{"speaker":"first appointment at 8","startTime":1716.317,"endTime":1716.767,"body":"Okay."},{"speaker":"first appointment at 8","startTime":1717.457,"endTime":1717.697,"body":"Yeah."},{"speaker":"first appointment at 8","startTime":1717.877,"endTime":1718.177,"body":"Okay."},{"speaker":"first appointment at 8","startTime":1718.627,"endTime":1719.257,"body":"Fantastic."},{"speaker":"first appointment at 8","startTime":1719.257,"endTime":1719.617,"body":"Thanks."},{"speaker":"first appointment at 8","startTime":1719.617,"endTime":1719.827,"body":"Join."},{"speaker":"first appointment at 8","startTime":1719.827,"endTime":1720.517,"body":"Always a nice seeing you."},{"speaker":"first appointment at 8","startTime":1720.584,"endTime":1723.175,"body":"Becky is a double dip where"},{"speaker":"first appointment at 8","startTime":1720.584,"endTime":1723.175,"body":"I see you in the chat box."},{"speaker":"first appointment at 8","startTime":1723.175,"endTime":1723.805,"body":"I see your hand up."},{"speaker":"first appointment at 8","startTime":1723.805,"endTime":1726.203,"body":"So let's let's if I can"},{"speaker":"first appointment at 8","startTime":1723.805,"endTime":1726.203,"body":"get you on here for us"},{"speaker":"first appointment at 8","startTime":1726.234,"endTime":1727.944,"body":"hi, how you doing?"},{"speaker":"first appointment at 8","startTime":1728.334,"endTime":1728.514,"body":"Good."},{"speaker":"first appointment at 8","startTime":1728.514,"endTime":1729.084,"body":"How are you?"},{"speaker":"first appointment at 8","startTime":1729.384,"endTime":1730.074,"body":"Fantastic."},{"speaker":"first appointment at 8","startTime":1730.614,"endTime":1730.944,"body":"Good."},{"speaker":"first appointment at 8","startTime":1730.944,"endTime":1733.314,"body":"This is my, yeah, this"},{"speaker":"first appointment at 8","startTime":1730.944,"endTime":1733.314,"body":"is my second time on"},{"speaker":"first appointment at 8","startTime":1733.319,"endTime":1734.154,"body":"being one of these calls."},{"speaker":"first appointment at 8","startTime":1734.154,"endTime":1736.734,"body":"I hope this is an appropriate"},{"speaker":"first appointment at 8","startTime":1734.154,"endTime":1736.734,"body":"question to ask in here."},{"speaker":"first appointment at 8","startTime":1736.813,"endTime":1739.603,"body":"But I wanted to, you know, like"},{"speaker":"first appointment at 8","startTime":1736.813,"endTime":1739.603,"body":"I said, I'm going through the"},{"speaker":"first appointment at 8","startTime":1739.603,"endTime":1742.933,"body":"program still, so I'm still"},{"speaker":"first appointment at 8","startTime":1739.603,"endTime":1742.933,"body":"kind of new to this and I've"},{"speaker":"first appointment at 8","startTime":1742.933,"endTime":1745.303,"body":"got some appointments scheduled"},{"speaker":"first appointment at 8","startTime":1742.933,"endTime":1745.303,"body":"this week to meet with an"},{"speaker":"first appointment at 8","startTime":1745.303,"endTime":1748.917,"body":"estate planning attorney and"},{"speaker":"first appointment at 8","startTime":1745.303,"endTime":1748.917,"body":"a probably attorney and I'm,"},{"speaker":"first appointment at 8","startTime":1749.067,"endTime":1751.377,"body":"you know, it's gonna be a"},{"speaker":"first appointment at 8","startTime":1749.067,"endTime":1751.377,"body":"quick meeting, but I don't know"},{"speaker":"first appointment at 8","startTime":1751.377,"endTime":1753.087,"body":"how to present value to them."},{"speaker":"first appointment at 8","startTime":1753.087,"endTime":1755.847,"body":"Like I can tell 'em what I'm"},{"speaker":"first appointment at 8","startTime":1753.087,"endTime":1755.847,"body":"doing, but I would just like"},{"speaker":"first appointment at 8","startTime":1755.847,"endTime":1757.887,"body":"to sound a little bit more"},{"speaker":"first appointment at 8","startTime":1755.847,"endTime":1757.887,"body":"confident and put together"},{"speaker":"first appointment at 8","startTime":1757.947,"endTime":1758.817,"body":"when I meet with them."},{"speaker":"first appointment at 8","startTime":1759.897,"endTime":1760.257,"body":"Okay."},{"speaker":"first appointment at 8","startTime":1760.677,"endTime":1764.1,"body":"So, and, and Becky you're a real"},{"speaker":"first appointment at 8","startTime":1760.677,"endTime":1764.1,"body":"estate agent or an investor."},{"speaker":"first appointment at 8","startTime":1764.85,"endTime":1765.84,"body":"I'm a real estate agent."},{"speaker":"first appointment at 8","startTime":1766.44,"endTime":1767.61,"body":"And where do you"},{"speaker":"first appointment at 8","startTime":1766.44,"endTime":1767.61,"body":"sell real estate?"},{"speaker":"first appointment at 8","startTime":1768.3,"endTime":1769.62,"body":"I'm in Fort Wayne, Indiana."},{"speaker":"first appointment at 8","startTime":1770.715,"endTime":1771.165,"body":"Okay."},{"speaker":"first appointment at 8","startTime":1771.183,"endTime":1771.598,"body":"Wow."},{"speaker":"first appointment at 8","startTime":1771.658,"endTime":1773.458,"body":"I've never been to Indiana,"},{"speaker":"first appointment at 8","startTime":1771.658,"endTime":1773.458,"body":"so I really can't give you any"},{"speaker":"first appointment at 8","startTime":1773.458,"endTime":1777.945,"body":"particulars  but what I would"},{"speaker":"first appointment at 8","startTime":1773.458,"endTime":1777.945,"body":"say is in all relationships the"},{"speaker":"first appointment at 8","startTime":1777.945,"endTime":1781.275,"body":"goal is of, you know, my, my"},{"speaker":"first appointment at 8","startTime":1777.945,"endTime":1781.275,"body":"first coach was Zig Ziegler."},{"speaker":"first appointment at 8","startTime":1781.275,"endTime":1782.685,"body":"He said, you have"},{"speaker":"first appointment at 8","startTime":1781.275,"endTime":1782.685,"body":"anything you want in life."},{"speaker":"first appointment at 8","startTime":1782.685,"endTime":1785.025,"body":"If you help enough other"},{"speaker":"first appointment at 8","startTime":1782.685,"endTime":1785.025,"body":"people get what they want."},{"speaker":"first appointment at 8","startTime":1786.585,"endTime":1789.315,"body":"So your goal is to find out"},{"speaker":"first appointment at 8","startTime":1786.585,"endTime":1789.315,"body":"what they want either before"},{"speaker":"first appointment at 8","startTime":1789.315,"endTime":1791.265,"body":"the phone, either before the"},{"speaker":"first appointment at 8","startTime":1789.315,"endTime":1791.265,"body":"meeting or at the meeting."},{"speaker":"first appointment at 8","startTime":1792.435,"endTime":1792.645,"body":"Okay."},{"speaker":"first appointment at 8","startTime":1792.735,"endTime":1793.875,"body":"So what might they want?"},{"speaker":"first appointment at 8","startTime":1794.535,"endTime":1796.875,"body":"And, and you, you can come"},{"speaker":"first appointment at 8","startTime":1794.535,"endTime":1796.875,"body":"prepared with that, or you can"},{"speaker":"first appointment at 8","startTime":1796.88,"endTime":1798.345,"body":"even just ask them questions."},{"speaker":"first appointment at 8","startTime":1798.345,"endTime":1801.945,"body":"You know, I work, you know, I'm"},{"speaker":"first appointment at 8","startTime":1798.345,"endTime":1801.945,"body":"part of a national mastermind"},{"speaker":"first appointment at 8","startTime":1802.365,"endTime":1805.148,"body":"of probate focused real estate"},{"speaker":"first appointment at 8","startTime":1802.365,"endTime":1805.148,"body":"agents that we work with"},{"speaker":"first appointment at 8","startTime":1805.148,"endTime":1806.722,"body":"attorneys like you regularly."},{"speaker":"first appointment at 8","startTime":1807.202,"endTime":1809.366,"body":"And I'm just here to offer"},{"speaker":"first appointment at 8","startTime":1807.202,"endTime":1809.366,"body":"my service and see how"},{"speaker":"first appointment at 8","startTime":1809.366,"endTime":1810.326,"body":"it can be of assistance."},{"speaker":"first appointment at 8","startTime":1810.866,"endTime":1813.116,"body":"Now you don't wanna go"},{"speaker":"first appointment at 8","startTime":1810.866,"endTime":1813.116,"body":"right to the, to the"},{"speaker":"first appointment at 8","startTime":1813.116,"endTime":1814.736,"body":"chase you want to warm up."},{"speaker":"first appointment at 8","startTime":1814.796,"endTime":1816.176,"body":"So tell me about"},{"speaker":"first appointment at 8","startTime":1814.796,"endTime":1816.176,"body":"where'd you grow up?"},{"speaker":"first appointment at 8","startTime":1816.446,"endTime":1818.756,"body":"How'd you get into being"},{"speaker":"first appointment at 8","startTime":1816.446,"endTime":1818.756,"body":"an attorney how'd you get"},{"speaker":"first appointment at 8","startTime":1818.756,"endTime":1821.127,"body":"into probate attorney work,"},{"speaker":"first appointment at 8","startTime":1818.756,"endTime":1821.127,"body":"how or state planning,"},{"speaker":"first appointment at 8","startTime":1821.127,"endTime":1821.727,"body":"whatevers they do."},{"speaker":"first appointment at 8","startTime":1822.267,"endTime":1825.117,"body":"and then you wanna kind of"},{"speaker":"first appointment at 8","startTime":1822.267,"endTime":1825.117,"body":"look for the opportunity to see"},{"speaker":"first appointment at 8","startTime":1825.117,"endTime":1828.957,"body":"what their challenge is, what,"},{"speaker":"first appointment at 8","startTime":1825.117,"endTime":1828.957,"body":"what are they struggling with?"},{"speaker":"first appointment at 8","startTime":1829.058,"endTime":1830.678,"body":"It, it might just be"},{"speaker":"first appointment at 8","startTime":1829.058,"endTime":1830.678,"body":"that they want referrals"},{"speaker":"first appointment at 8","startTime":1830.678,"endTime":1831.638,"body":"from you, which is fine."},{"speaker":"first appointment at 8","startTime":1832.088,"endTime":1834.668,"body":"And I think that, you know,"},{"speaker":"first appointment at 8","startTime":1832.088,"endTime":1834.668,"body":"I've taken the position."},{"speaker":"first appointment at 8","startTime":1834.668,"endTime":1835.838,"body":"That's what they're"},{"speaker":"first appointment at 8","startTime":1834.668,"endTime":1835.838,"body":"gonna look for."},{"speaker":"first appointment at 8","startTime":1836.288,"endTime":1838.628,"body":"So I do my best to"},{"speaker":"first appointment at 8","startTime":1836.288,"endTime":1838.628,"body":"interact with them."},{"speaker":"first appointment at 8","startTime":1838.838,"endTime":1841.868,"body":"I, I call them, I interview"},{"speaker":"first appointment at 8","startTime":1838.838,"endTime":1841.868,"body":"them on videos and put"},{"speaker":"first appointment at 8","startTime":1841.868,"endTime":1842.918,"body":"it on my YouTube channel."},{"speaker":"first appointment at 8","startTime":1843.098,"endTime":1844.988,"body":"And on my social media,"},{"speaker":"first appointment at 8","startTime":1843.098,"endTime":1844.988,"body":"maybe that's something"},{"speaker":"first appointment at 8","startTime":1844.993,"endTime":1846.158,"body":"you, you could do as well."},{"speaker":"first appointment at 8","startTime":1846.183,"endTime":1848.163,"body":"You can invite them"},{"speaker":"first appointment at 8","startTime":1846.183,"endTime":1848.163,"body":"onto my YouTube channel."},{"speaker":"first appointment at 8","startTime":1848.313,"endTime":1849.933,"body":"I'd be glad to interview"},{"speaker":"first appointment at 8","startTime":1848.313,"endTime":1849.933,"body":"an attorney in Indiana."},{"speaker":"first appointment at 8","startTime":1849.933,"endTime":1852.243,"body":"I've interviewed attorneys,"},{"speaker":"first appointment at 8","startTime":1849.933,"endTime":1852.243,"body":"I think in 15 states and"},{"speaker":"first appointment at 8","startTime":1852.243,"endTime":1854.343,"body":"I've not met one in Indiana."},{"speaker":"first appointment at 8","startTime":1854.343,"endTime":1857.415,"body":"So I think that you wanna look"},{"speaker":"first appointment at 8","startTime":1854.343,"endTime":1857.415,"body":"and see what do they want, what"},{"speaker":"first appointment at 8","startTime":1857.415,"endTime":1858.615,"body":"do they need go on the website."},{"speaker":"first appointment at 8","startTime":1858.615,"endTime":1861.315,"body":"See, do they have a strong"},{"speaker":"first appointment at 8","startTime":1858.615,"endTime":1861.315,"body":"marketing presence or not?"},{"speaker":"first appointment at 8","startTime":1861.345,"endTime":1862.635,"body":"Do they have video or not?"},{"speaker":"first appointment at 8","startTime":1862.635,"endTime":1864.855,"body":"Do they have a blog or"},{"speaker":"first appointment at 8","startTime":1862.635,"endTime":1864.855,"body":"not look for opportunities"},{"speaker":"first appointment at 8","startTime":1864.86,"endTime":1865.755,"body":"where you can help them?"},{"speaker":"first appointment at 8","startTime":1866.865,"endTime":1867.615,"body":"Everybody wants help."},{"speaker":"first appointment at 8","startTime":1867.615,"endTime":1869.925,"body":"Right, right."},{"speaker":"first appointment at 8","startTime":1871.185,"endTime":1871.515,"body":"Yeah."},{"speaker":"first appointment at 8","startTime":1871.725,"endTime":1874.672,"body":"So, as far as explaining, like"},{"speaker":"first appointment at 8","startTime":1871.725,"endTime":1874.672,"body":"what I'm doing, what's the best."},{"speaker":"first appointment at 8","startTime":1875.647,"endTime":1878.197,"body":"You know, simple way to say"},{"speaker":"first appointment at 8","startTime":1875.647,"endTime":1878.197,"body":"here's what, you know, after"},{"speaker":"first appointment at 8","startTime":1878.197,"endTime":1880.327,"body":"I get to know them a little"},{"speaker":"first appointment at 8","startTime":1878.197,"endTime":1880.327,"body":"bit and find out, you know,"},{"speaker":"first appointment at 8","startTime":1880.357,"endTime":1883.057,"body":"how I could bring value"},{"speaker":"first appointment at 8","startTime":1880.357,"endTime":1883.057,"body":"to them, how can I keep it"},{"speaker":"first appointment at 8","startTime":1883.057,"endTime":1886.027,"body":"simple and best explain what,"},{"speaker":"first appointment at 8","startTime":1883.057,"endTime":1886.027,"body":"what I'm doing in my market?"},{"speaker":"first appointment at 8","startTime":1886.837,"endTime":1889.387,"body":"So your goal is always"},{"speaker":"first appointment at 8","startTime":1886.837,"endTime":1889.387,"body":"to just talk about what's"},{"speaker":"first appointment at 8","startTime":1889.387,"endTime":1893.677,"body":"important to your prospect"},{"speaker":"first appointment at 8","startTime":1889.387,"endTime":1893.677,"body":"in all sales, in all sales"},{"speaker":"first appointment at 8","startTime":1893.806,"endTime":1896.086,"body":"Becky, are you a buyer's"},{"speaker":"first appointment at 8","startTime":1893.806,"endTime":1896.086,"body":"agent listing agent or both?"},{"speaker":"first appointment at 8","startTime":1896.656,"endTime":1896.946,"body":"Both."},{"speaker":"first appointment at 8","startTime":1898.216,"endTime":1899.596,"body":"So I'm a listing agent."},{"speaker":"first appointment at 8","startTime":1900.346,"endTime":1900.376,"body":"Okay."},{"speaker":"first appointment at 8","startTime":1900.946,"endTime":1901.936,"body":"There's different approaches."},{"speaker":"first appointment at 8","startTime":1901.941,"endTime":1903.586,"body":"But when I go on a listing"},{"speaker":"first appointment at 8","startTime":1901.941,"endTime":1903.586,"body":"appointment, the only thing"},{"speaker":"first appointment at 8","startTime":1903.586,"endTime":1906.076,"body":"I talk about are those"},{"speaker":"first appointment at 8","startTime":1903.586,"endTime":1906.076,"body":"things that my seller told"},{"speaker":"first appointment at 8","startTime":1906.076,"endTime":1907.336,"body":"me are important to them."},{"speaker":"first appointment at 8","startTime":1908.986,"endTime":1911.056,"body":"I don't spend an hour talking"},{"speaker":"first appointment at 8","startTime":1908.986,"endTime":1911.056,"body":"about my marketing program"},{"speaker":"first appointment at 8","startTime":1911.056,"endTime":1913.156,"body":"unless they tell me, Hey,"},{"speaker":"first appointment at 8","startTime":1911.056,"endTime":1913.156,"body":"bill, it's really important to"},{"speaker":"first appointment at 8","startTime":1913.156,"endTime":1914.296,"body":"me is your marketing program."},{"speaker":"first appointment at 8","startTime":1915.016,"endTime":1916.456,"body":"And I would ask them, well,"},{"speaker":"first appointment at 8","startTime":1915.016,"endTime":1916.456,"body":"what do you mean by that?"},{"speaker":"first appointment at 8","startTime":1916.456,"endTime":1917.626,"body":"What are you looking for"},{"speaker":"first appointment at 8","startTime":1916.456,"endTime":1917.626,"body":"in a marketing program?"},{"speaker":"first appointment at 8","startTime":1917.631,"endTime":1919.126,"body":"How would you know a great"},{"speaker":"first appointment at 8","startTime":1917.631,"endTime":1919.126,"body":"one from an average one?"},{"speaker":"first appointment at 8","startTime":1919.246,"endTime":1920.776,"body":"And then I'll talk about that."},{"speaker":"first appointment at 8","startTime":1921.106,"endTime":1921.226,"body":"Gotcha."},{"speaker":"first appointment at 8","startTime":1921.346,"endTime":1921.376,"body":"Okay."},{"speaker":"first appointment at 8","startTime":1921.886,"endTime":1924.194,"body":"And so I think the sales"},{"speaker":"first appointment at 8","startTime":1921.886,"endTime":1924.194,"body":"process, it's a little more"},{"speaker":"first appointment at 8","startTime":1924.254,"endTime":1928.454,"body":"than I can just answer and,"},{"speaker":"first appointment at 8","startTime":1924.254,"endTime":1928.454,"body":"and, but I would guide you to"},{"speaker":"first appointment at 8","startTime":1928.694,"endTime":1931.884,"body":"learn the, the art of selling."},{"speaker":"first appointment at 8","startTime":1931.887,"endTime":1934.527,"body":"Mike ferry is one of my"},{"speaker":"first appointment at 8","startTime":1931.887,"endTime":1934.527,"body":"teachers on that process grant."},{"speaker":"first appointment at 8","startTime":1934.527,"endTime":1935.337,"body":"Cardone's another one."},{"speaker":"first appointment at 8","startTime":1935.41,"endTime":1937.24,"body":"But the goal would be"},{"speaker":"first appointment at 8","startTime":1935.41,"endTime":1937.24,"body":"to go to the appointment"},{"speaker":"first appointment at 8","startTime":1937.24,"endTime":1938.47,"body":"and ask questions."},{"speaker":"first appointment at 8","startTime":1938.475,"endTime":1941.23,"body":"Mike ferry says, selling,"},{"speaker":"first appointment at 8","startTime":1938.475,"endTime":1941.23,"body":"isn't telling, selling"},{"speaker":"first appointment at 8","startTime":1941.23,"endTime":1942.43,"body":"is asking questions."},{"speaker":"first appointment at 8","startTime":1942.43,"endTime":1946.78,"body":"The more they talk the"},{"speaker":"first appointment at 8","startTime":1942.43,"endTime":1946.78,"body":"smarter they think you are."},{"speaker":"first appointment at 8","startTime":1948.73,"endTime":1948.85,"body":"Okay."},{"speaker":"first appointment at 8","startTime":1948.85,"endTime":1950.05,"body":"I, I get what you're saying now."},{"speaker":"first appointment at 8","startTime":1950.05,"endTime":1950.62,"body":"That makes sense."},{"speaker":"first appointment at 8","startTime":1950.95,"endTime":1951.31,"body":"Thank you me."},{"speaker":"first appointment at 8","startTime":1951.31,"endTime":1952.0,"body":"You ask that question."},{"speaker":"first appointment at 8","startTime":1952.15,"endTime":1954.251,"body":"Yeah, his personal"},{"speaker":"first appointment at 8","startTime":1952.15,"endTime":1954.251,"body":"pass on it, but okay."},{"speaker":"first appointment at 8","startTime":1954.73,"endTime":1955.57,"body":"Married or single?"},{"speaker":"first appointment at 8","startTime":1956.02,"endTime":1956.41,"body":"Married."},{"speaker":"first appointment at 8","startTime":1956.77,"endTime":1957.07,"body":"Okay."},{"speaker":"first appointment at 8","startTime":1957.34,"endTime":1959.21,"body":"Did you date at some point in"},{"speaker":"first appointment at 8","startTime":1957.34,"endTime":1959.21,"body":"time before you got married?"},{"speaker":"first appointment at 8","startTime":1959.21,"endTime":1960.35,"body":"A very short time."},{"speaker":"first appointment at 8","startTime":1960.35,"endTime":1961.19,"body":"I married him."},{"speaker":"first appointment at 8","startTime":1962.365,"endTime":1962.39,"body":"okay."},{"speaker":"first appointment at 8","startTime":1962.39,"endTime":1964.64,"body":"So did you date, but do you date"},{"speaker":"first appointment at 8","startTime":1962.39,"endTime":1964.64,"body":"other men besides your husband?"},{"speaker":"first appointment at 8","startTime":1964.645,"endTime":1966.17,"body":"Or was he like your, the"},{"speaker":"first appointment at 8","startTime":1964.645,"endTime":1966.17,"body":"first guy you went out with?"},{"speaker":"first appointment at 8","startTime":1966.53,"endTime":1969.08,"body":"Nope, he was my, my"},{"speaker":"first appointment at 8","startTime":1966.53,"endTime":1969.08,"body":"first only . Okay."},{"speaker":"first appointment at 8","startTime":1969.08,"endTime":1970.88,"body":"So, so this won't work for"},{"speaker":"first appointment at 8","startTime":1969.08,"endTime":1970.88,"body":"you, but you might notice that"},{"speaker":"first appointment at 8","startTime":1970.88,"endTime":1974.33,"body":"some of your girlfriends who"},{"speaker":"first appointment at 8","startTime":1970.88,"endTime":1974.33,"body":"date guys, the common complaint"},{"speaker":"first appointment at 8","startTime":1974.33,"endTime":1978.38,"body":"is all they do is what talk"},{"speaker":"first appointment at 8","startTime":1974.33,"endTime":1978.38,"body":"about themselves, right?"},{"speaker":"first appointment at 8","startTime":1978.385,"endTime":1978.65,"body":"Right."},{"speaker":"first appointment at 8","startTime":1978.65,"endTime":1978.95,"body":"Okay."},{"speaker":"first appointment at 8","startTime":1979.07,"endTime":1979.34,"body":"Yeah."},{"speaker":"first appointment at 8","startTime":1979.64,"endTime":1983.36,"body":"So the dating tip and I, I coach"},{"speaker":"first appointment at 8","startTime":1979.64,"endTime":1983.36,"body":"marriage, my demand on how to"},{"speaker":"first appointment at 8","startTime":1983.36,"endTime":1985.43,"body":"date, it's get her to talk."},{"speaker":"first appointment at 8","startTime":1985.43,"endTime":1986.96,"body":"The more she talks, the"},{"speaker":"first appointment at 8","startTime":1985.43,"endTime":1986.96,"body":"more she's gonna like you."},{"speaker":"first appointment at 8","startTime":1986.96,"endTime":1987.17,"body":"And it."},{"speaker":"first appointment at 8","startTime":1987.8,"endTime":1989.57,"body":"Counterintuitive, but"},{"speaker":"first appointment at 8","startTime":1987.8,"endTime":1989.57,"body":"that's how sales works."},{"speaker":"first appointment at 8","startTime":1990.35,"endTime":1990.65,"body":"Got it."},{"speaker":"first appointment at 8","startTime":1990.74,"endTime":1991.01,"body":"Okay."},{"speaker":"first appointment at 8","startTime":1991.85,"endTime":1992.57,"body":"Does that help a little bit?"},{"speaker":"first appointment at 8","startTime":1992.87,"endTime":1993.32,"body":"Yes, it does."},{"speaker":"first appointment at 8","startTime":1993.32,"endTime":1994.04,"body":"Thank you so much, bill."},{"speaker":"first appointment at 8","startTime":1994.28,"endTime":1994.67,"body":"Come back."},{"speaker":"first appointment at 8","startTime":1994.67,"endTime":1995.51,"body":"Let's know how it works."},{"speaker":"first appointment at 8","startTime":1995.81,"endTime":1996.02,"body":"Okay."},{"speaker":"first appointment at 8","startTime":1996.02,"endTime":1996.41,"body":"Will do."},{"speaker":"first appointment at 8","startTime":1996.68,"endTime":1997.2,"body":"Okay, good."},{"speaker":"first appointment at 8","startTime":1997.222,"endTime":1997.582,"body":"Let's see."},{"speaker":"first appointment at 8","startTime":1997.587,"endTime":1998.462,"body":"Who is next?"},{"speaker":"first appointment at 8","startTime":1998.462,"endTime":1999.082,"body":"Jeff Campbell."},{"speaker":"first appointment at 8","startTime":1999.082,"endTime":1999.832,"body":"I see your hand up there."},{"speaker":"first appointment at 8","startTime":1999.832,"endTime":2002.247,"body":"Let's get you unmuted"},{"speaker":"first appointment at 8","startTime":1999.832,"endTime":2002.247,"body":"and get you in the call."},{"speaker":"first appointment at 8","startTime":2002.247,"endTime":2002.847,"body":"How can we help you?"},{"speaker":"first appointment at 8","startTime":2002.847,"endTime":2002.967,"body":"Thank"},{"speaker":"first appointment at 8","startTime":2003.294,"endTime":2003.474,"body":"you."},{"speaker":"first appointment at 8","startTime":2003.474,"endTime":2004.224,"body":"Appreciate it."},{"speaker":"first appointment at 8","startTime":2004.554,"endTime":2009.984,"body":"So I'm an investor I've"},{"speaker":"first appointment at 8","startTime":2004.554,"endTime":2009.984,"body":"been using all the leads"},{"speaker":"first appointment at 8","startTime":2009.984,"endTime":2011.244,"body":"for about three years."},{"speaker":"first appointment at 8","startTime":2011.754,"endTime":2016.434,"body":"I've done several probate deals,"},{"speaker":"first appointment at 8","startTime":2011.754,"endTime":2016.434,"body":"still struggle with my intro."},{"speaker":"first appointment at 8","startTime":2016.974,"endTime":2020.754,"body":"You know, we, we got a script"},{"speaker":"first appointment at 8","startTime":2016.974,"endTime":2020.754,"body":"and it seems like it's a little"},{"speaker":"first appointment at 8","startTime":2020.754,"endTime":2025.914,"body":"long and I get a lot of . I"},{"speaker":"first appointment at 8","startTime":2020.754,"endTime":2025.914,"body":"mean, it seems like the intro's"},{"speaker":"first appointment at 8","startTime":2025.914,"endTime":2030.414,"body":"like a minute, you know, or"},{"speaker":"first appointment at 8","startTime":2025.914,"endTime":2030.414,"body":"two, and I didn't know how"},{"speaker":"first appointment at 8","startTime":2030.419,"endTime":2033.954,"body":"I could bring value to 'em"},{"speaker":"first appointment at 8","startTime":2030.419,"endTime":2033.954,"body":"where they see value without"},{"speaker":"first appointment at 8","startTime":2033.954,"endTime":2036.204,"body":"having such a lengthy intro."},{"speaker":"first appointment at 8","startTime":2036.744,"endTime":2038.334,"body":"You know, I know it's"},{"speaker":"first appointment at 8","startTime":2036.744,"endTime":2038.334,"body":"important to tell 'em"},{"speaker":"first appointment at 8","startTime":2038.334,"endTime":2041.214,"body":"who I am, what I want and"},{"speaker":"first appointment at 8","startTime":2038.334,"endTime":2041.214,"body":"how I can be of service."},{"speaker":"first appointment at 8","startTime":2042.069,"endTime":2048.369,"body":", you know, but just kind of"},{"speaker":"first appointment at 8","startTime":2042.069,"endTime":2048.369,"body":"trying to make my intro better,"},{"speaker":"first appointment at 8","startTime":2048.489,"endTime":2051.909,"body":"to get, to get more deals"},{"speaker":"first appointment at 8","startTime":2048.489,"endTime":2051.909,"body":"and seeing what you had in"},{"speaker":"first appointment at 8","startTime":2051.909,"endTime":2053.229,"body":"mind, or maybe how you do it."},{"speaker":"first appointment at 8","startTime":2054.039,"endTime":2054.519,"body":"Sure."},{"speaker":"first appointment at 8","startTime":2055.119,"endTime":2056.659,"body":"So what script are you using?"},{"speaker":"first appointment at 8","startTime":2056.684,"endTime":2058.929,"body":"I'm not sure it was"},{"speaker":"first appointment at 8","startTime":2056.684,"endTime":2058.929,"body":"from all the leads."},{"speaker":"first appointment at 8","startTime":2058.955,"endTime":2061.835,"body":"I went to the program,"},{"speaker":"first appointment at 8","startTime":2058.955,"endTime":2061.835,"body":"the probate mastery"},{"speaker":"first appointment at 8","startTime":2061.84,"endTime":2063.425,"body":"probably four years ago."},{"speaker":"first appointment at 8","startTime":2063.695,"endTime":2066.365,"body":"So when Chad was"},{"speaker":"first appointment at 8","startTime":2063.695,"endTime":2066.365,"body":"teaching it, correct?"},{"speaker":"first appointment at 8","startTime":2066.425,"endTime":2066.785,"body":"Yeah."},{"speaker":"first appointment at 8","startTime":2067.391,"endTime":2071.693,"body":"So I think I'm, I've done a lot"},{"speaker":"first appointment at 8","startTime":2067.391,"endTime":2071.693,"body":"of coaching on, on cold calling."},{"speaker":"first appointment at 8","startTime":2071.693,"endTime":2073.553,"body":"I'd say I really feel like"},{"speaker":"first appointment at 8","startTime":2071.693,"endTime":2073.553,"body":"is an expertise in mind."},{"speaker":"first appointment at 8","startTime":2073.553,"endTime":2076.013,"body":"I'm not as good on"},{"speaker":"first appointment at 8","startTime":2073.553,"endTime":2076.013,"body":"probate as cold calling."},{"speaker":"first appointment at 8","startTime":2076.703,"endTime":2078.653,"body":"And I think your sense"},{"speaker":"first appointment at 8","startTime":2076.703,"endTime":2078.653,"body":"of it is correct."},{"speaker":"first appointment at 8","startTime":2078.653,"endTime":2081.443,"body":"It's gotta be a, you've gotta"},{"speaker":"first appointment at 8","startTime":2078.653,"endTime":2081.443,"body":"get them the way I think"},{"speaker":"first appointment at 8","startTime":2081.443,"endTime":2084.953,"body":"about it is you wanna get them"},{"speaker":"first appointment at 8","startTime":2081.443,"endTime":2084.953,"body":"talking as quickly as possible?"},{"speaker":"first appointment at 8","startTime":2085.673,"endTime":2086.213,"body":"Sure."},{"speaker":"first appointment at 8","startTime":2086.603,"endTime":2089.693,"body":"Because anytime you're talking,"},{"speaker":"first appointment at 8","startTime":2086.603,"endTime":2089.693,"body":"they're ready to hang up."},{"speaker":"first appointment at 8","startTime":2090.413,"endTime":2092.003,"body":"Once I'm talking, they"},{"speaker":"first appointment at 8","startTime":2090.413,"endTime":2092.003,"body":"can't hang up the phone."},{"speaker":"first appointment at 8","startTime":2092.008,"endTime":2092.333,"body":"Right."},{"speaker":"first appointment at 8","startTime":2093.683,"endTime":2095.243,"body":"So I think your"},{"speaker":"first appointment at 8","startTime":2093.683,"endTime":2095.243,"body":"sense of it is right."},{"speaker":"first appointment at 8","startTime":2095.243,"endTime":2098.693,"body":"And, and no offense, you"},{"speaker":"first appointment at 8","startTime":2095.243,"endTime":2098.693,"body":"speak less fast than I do."},{"speaker":"first appointment at 8","startTime":2099.323,"endTime":2101.693,"body":"So  now, I mean, that's"},{"speaker":"first appointment at 8","startTime":2099.323,"endTime":2101.693,"body":"common where you're at."},{"speaker":"first appointment at 8","startTime":2101.693,"endTime":2105.935,"body":"I, my sense is it is, but still"},{"speaker":"first appointment at 8","startTime":2101.693,"endTime":2105.935,"body":"I, mean's a long time to listen"},{"speaker":"first appointment at 8","startTime":2105.935,"endTime":2107.135,"body":"to anybody talk about anything."},{"speaker":"first appointment at 8","startTime":2107.285,"endTime":2108.095,"body":"Oh, absolutely."},{"speaker":"first appointment at 8","startTime":2108.095,"endTime":2109.265,"body":"It's way too long."},{"speaker":"first appointment at 8","startTime":2109.27,"endTime":2111.395,"body":"And I know, and"},{"speaker":"first appointment at 8","startTime":2109.27,"endTime":2111.395,"body":"I'll realize that."},{"speaker":"first appointment at 8","startTime":2111.395,"endTime":2113.975,"body":"So that's why I was here"},{"speaker":"first appointment at 8","startTime":2111.395,"endTime":2113.975,"body":"hoping to get some help"},{"speaker":"first appointment at 8","startTime":2113.975,"endTime":2116.165,"body":"and a recommendation."},{"speaker":"first appointment at 8","startTime":2116.465,"endTime":2119.825,"body":"So I would, I would write an"},{"speaker":"first appointment at 8","startTime":2116.465,"endTime":2119.825,"body":"intro and cut down as many"},{"speaker":"first appointment at 8","startTime":2119.83,"endTime":2122.225,"body":"words and syllables as you can."},{"speaker":"first appointment at 8","startTime":2124.085,"endTime":2126.875,"body":"You know, for example, I"},{"speaker":"first appointment at 8","startTime":2124.085,"endTime":2126.875,"body":"I'll give you one example."},{"speaker":"first appointment at 8","startTime":2126.875,"endTime":2128.405,"body":"I used to work for an"},{"speaker":"first appointment at 8","startTime":2126.875,"endTime":2128.405,"body":"independent real estate"},{"speaker":"first appointment at 8","startTime":2128.405,"endTime":2131.405,"body":"company in long beach,"},{"speaker":"first appointment at 8","startTime":2128.405,"endTime":2131.405,"body":"California, nationwide, real"},{"speaker":"first appointment at 8","startTime":2131.405,"endTime":2132.94,"body":"estate, executive something."},{"speaker":"first appointment at 8","startTime":2132.94,"endTime":2134.14,"body":"It was N R E E."},{"speaker":"first appointment at 8","startTime":2135.085,"endTime":2137.515,"body":"I figure what the third one"},{"speaker":"first appointment at 8","startTime":2135.085,"endTime":2137.515,"body":"was nationwide, real estate"},{"speaker":"first appointment at 8","startTime":2137.515,"endTime":2138.895,"body":"executives, nationwide Realty."},{"speaker":"first appointment at 8","startTime":2139.555,"endTime":2142.825,"body":"And I just cut down to"},{"speaker":"first appointment at 8","startTime":2139.555,"endTime":2142.825,"body":"nationwide because it saved"},{"speaker":"first appointment at 8","startTime":2142.825,"endTime":2145.495,"body":"me real estate executives."},{"speaker":"first appointment at 8","startTime":2145.765,"endTime":2146.095,"body":"Right?"},{"speaker":"first appointment at 8","startTime":2146.1,"endTime":2147.715,"body":"Like, I mean, just trim it down."},{"speaker":"first appointment at 8","startTime":2147.72,"endTime":2150.445,"body":"Imagine you're like building"},{"speaker":"first appointment at 8","startTime":2147.72,"endTime":2150.445,"body":"the, if you ever seen these"},{"speaker":"first appointment at 8","startTime":2150.445,"endTime":2153.225,"body":"movies about the building"},{"speaker":"first appointment at 8","startTime":2150.445,"endTime":2153.225,"body":"airplanes for speed or"},{"speaker":"first appointment at 8","startTime":2153.225,"endTime":2155.627,"body":"cars for speed, they're"},{"speaker":"first appointment at 8","startTime":2153.225,"endTime":2155.627,"body":"shaving down, the car or the"},{"speaker":"first appointment at 8","startTime":2155.627,"endTime":2157.637,"body":"plane to, to be resistant."},{"speaker":"first appointment at 8","startTime":2157.642,"endTime":2162.467,"body":"You wanna shave down your, your"},{"speaker":"first appointment at 8","startTime":2157.642,"endTime":2162.467,"body":"introductory sentence to as"},{"speaker":"first appointment at 8","startTime":2162.472,"endTime":2165.917,"body":"little as possible to get them"},{"speaker":"first appointment at 8","startTime":2162.472,"endTime":2165.917,"body":"to talk as quick as possible."},{"speaker":"first appointment at 8","startTime":2165.947,"endTime":2168.257,"body":"And the sooner they're"},{"speaker":"first appointment at 8","startTime":2165.947,"endTime":2168.257,"body":"talking, the faster you"},{"speaker":"first appointment at 8","startTime":2168.257,"endTime":2169.667,"body":"are, are more likely to win."},{"speaker":"first appointment at 8","startTime":2172.187,"endTime":2172.727,"body":"I get it."},{"speaker":"first appointment at 8","startTime":2173.187,"endTime":2175.127,"body":"And I would rewrite it and"},{"speaker":"first appointment at 8","startTime":2173.187,"endTime":2175.127,"body":"rewrite it and proxy rewrite it."},{"speaker":"first appointment at 8","startTime":2175.127,"endTime":2177.557,"body":"Now, the other thing I"},{"speaker":"first appointment at 8","startTime":2175.127,"endTime":2177.557,"body":"would say is that the"},{"speaker":"first appointment at 8","startTime":2177.557,"endTime":2178.847,"body":"number one and I used."},{"speaker":"first appointment at 8","startTime":2179.522,"endTime":2181.172,"body":"I worked for a company"},{"speaker":"first appointment at 8","startTime":2179.522,"endTime":2181.172,"body":"where they charged, you"},{"speaker":"first appointment at 8","startTime":2181.172,"endTime":2183.212,"body":"know, a thousand dollars a"},{"speaker":"first appointment at 8","startTime":2181.172,"endTime":2183.212,"body":"month for me to coach them."},{"speaker":"first appointment at 8","startTime":2183.662,"endTime":2186.422,"body":"And people had to sign a"},{"speaker":"first appointment at 8","startTime":2183.662,"endTime":2186.422,"body":"contract for a year to, to, to"},{"speaker":"first appointment at 8","startTime":2186.422,"endTime":2188.912,"body":"coach with me now was part of"},{"speaker":"first appointment at 8","startTime":2186.422,"endTime":2188.912,"body":"a system that I learned and,"},{"speaker":"first appointment at 8","startTime":2189.302,"endTime":2190.742,"body":"and, and brought to students."},{"speaker":"first appointment at 8","startTime":2190.742,"endTime":2192.332,"body":"But I also worked that system."},{"speaker":"first appointment at 8","startTime":2192.332,"endTime":2196.202,"body":"And what I can tell you is the"},{"speaker":"first appointment at 8","startTime":2192.332,"endTime":2196.202,"body":"number one thing you can do"},{"speaker":"first appointment at 8","startTime":2196.592,"endTime":2199.742,"body":"to improve your phone calling"},{"speaker":"first appointment at 8","startTime":2196.592,"endTime":2199.742,"body":"technique, and it's brutal."},{"speaker":"first appointment at 8","startTime":2199.802,"endTime":2202.352,"body":"And you're gonna hate me when"},{"speaker":"first appointment at 8","startTime":2199.802,"endTime":2202.352,"body":"you do it, it's record yourself."},{"speaker":"first appointment at 8","startTime":2203.372,"endTime":2203.822,"body":"Sure."},{"speaker":"first appointment at 8","startTime":2204.392,"endTime":2205.592,"body":"I don't have a"},{"speaker":"first appointment at 8","startTime":2204.392,"endTime":2205.592,"body":"problem with that."},{"speaker":"first appointment at 8","startTime":2205.597,"endTime":2209.372,"body":"I'm I mean, some of these"},{"speaker":"first appointment at 8","startTime":2205.597,"endTime":2209.372,"body":"technologies like mojo and REDX"},{"speaker":"first appointment at 8","startTime":2209.372,"endTime":2212.732,"body":"have it built in subject state"},{"speaker":"first appointment at 8","startTime":2209.372,"endTime":2212.732,"body":"law, whatever that means to you."},{"speaker":"first appointment at 8","startTime":2213.152,"endTime":2216.332,"body":"We all have phones now they"},{"speaker":"first appointment at 8","startTime":2213.152,"endTime":2216.332,"body":"can record, but when you listen"},{"speaker":"first appointment at 8","startTime":2216.332,"endTime":2218.402,"body":"yourself and, and if you hear"},{"speaker":"first appointment at 8","startTime":2216.332,"endTime":2218.402,"body":"yourself going on and on, you're"},{"speaker":"first appointment at 8","startTime":2218.402,"endTime":2222.302,"body":"gonna realize, but my guess"},{"speaker":"first appointment at 8","startTime":2218.402,"endTime":2222.302,"body":"is you also talk too much also"},{"speaker":"first appointment at 8","startTime":2222.302,"endTime":2225.092,"body":"during the conversation and the"},{"speaker":"first appointment at 8","startTime":2222.302,"endTime":2225.092,"body":"goal is to get them to talk."},{"speaker":"first appointment at 8","startTime":2226.562,"endTime":2227.492,"body":"No, absolutely."},{"speaker":"first appointment at 8","startTime":2227.762,"endTime":2228.842,"body":"I, I agree."},{"speaker":"first appointment at 8","startTime":2229.002,"endTime":2232.412,"body":"I, I believe the 80"},{"speaker":"first appointment at 8","startTime":2229.002,"endTime":2232.412,"body":"20 rule, you know, I."},{"speaker":"first appointment at 8","startTime":2232.817,"endTime":2236.207,"body":"Try to be an active listener"},{"speaker":"first appointment at 8","startTime":2232.817,"endTime":2236.207,"body":"and let them do the talking."},{"speaker":"first appointment at 8","startTime":2236.297,"endTime":2238.907,"body":"I do a lot of mirroring"},{"speaker":"first appointment at 8","startTime":2236.297,"endTime":2238.907,"body":"to let them open up"},{"speaker":"first appointment at 8","startTime":2239.537,"endTime":2240.647,"body":"and I sit and listen."},{"speaker":"first appointment at 8","startTime":2241.007,"endTime":2243.857,"body":"I think I'm pretty good at that,"},{"speaker":"first appointment at 8","startTime":2241.007,"endTime":2243.857,"body":"but you can always be better,"},{"speaker":"first appointment at 8","startTime":2244.067,"endTime":2246.467,"body":"so all can do is be better."},{"speaker":"first appointment at 8","startTime":2246.467,"endTime":2248.567,"body":"Every phone call you're gonna"},{"speaker":"first appointment at 8","startTime":2246.467,"endTime":2248.567,"body":"listen to, you have to ask"},{"speaker":"first appointment at 8","startTime":2248.567,"endTime":2250.517,"body":"what can I do better next"},{"speaker":"first appointment at 8","startTime":2248.567,"endTime":2250.517,"body":"time in order to improve?"},{"speaker":"first appointment at 8","startTime":2250.522,"endTime":2251.927,"body":"I mean, that's the"},{"speaker":"first appointment at 8","startTime":2250.522,"endTime":2251.927,"body":"game we're in, right?"},{"speaker":"first appointment at 8","startTime":2252.767,"endTime":2254.867,"body":"And I just tell anybody's"},{"speaker":"first appointment at 8","startTime":2252.767,"endTime":2254.867,"body":"in the phone call right now."},{"speaker":"first appointment at 8","startTime":2255.407,"endTime":2260.087,"body":"You know, I, I, I have my own"},{"speaker":"first appointment at 8","startTime":2255.407,"endTime":2260.087,"body":"separate weekly podcast call."},{"speaker":"first appointment at 8","startTime":2260.092,"endTime":2261.377,"body":"I do called probate weekly."},{"speaker":"It's on Thursdays of 4","startTime":2261.382,"endTime":2262.847,"body":"00 PM."},{"speaker":"Pacific time, 7","startTime":2263.457,"endTime":2264.52,"body":"00 PM."},{"speaker":"Pacific time, 7","startTime":2264.525,"endTime":2267.04,"body":"Eastern, you can register"},{"speaker":"Pacific time, 7","startTime":2264.525,"endTime":2267.04,"body":"it's free probate, weekly"},{"speaker":"Pacific time, 7","startTime":2267.07,"endTime":2269.35,"body":"com out sell any coaching"},{"speaker":"Pacific time, 7","startTime":2267.07,"endTime":2269.35,"body":"selling did or anything."},{"speaker":"Pacific time, 7","startTime":2269.77,"endTime":2271.93,"body":"I just did that before"},{"speaker":"Pacific time, 7","startTime":2269.77,"endTime":2271.93,"body":"this call was launched."},{"speaker":"Pacific time, 7","startTime":2271.93,"endTime":2273.13,"body":"Cause I needed it as well."},{"speaker":"Pacific time, 7","startTime":2273.37,"endTime":2274.87,"body":"And I do use it for"},{"speaker":"Pacific time, 7","startTime":2273.37,"endTime":2274.87,"body":"lead generation."},{"speaker":"Pacific time, 7","startTime":2275.17,"endTime":2278.56,"body":"And if we're building my team,"},{"speaker":"Pacific time, 7","startTime":2275.17,"endTime":2278.56,"body":"but what I wanna say is one"},{"speaker":"Pacific time, 7","startTime":2278.56,"endTime":2281.096,"body":"week I had an cancellation"},{"speaker":"Pacific time, 7","startTime":2278.56,"endTime":2281.096,"body":"attorney canceled last minute."},{"speaker":"Pacific time, 7","startTime":2281.096,"endTime":2284.126,"body":"And so I shared what I thought"},{"speaker":"Pacific time, 7","startTime":2281.096,"endTime":2284.126,"body":"was the most important material"},{"speaker":"Pacific time, 7","startTime":2284.126,"endTime":2288.378,"body":"I've ever shared as a probate"},{"speaker":"Pacific time, 7","startTime":2284.126,"endTime":2288.378,"body":"coach which was the important"},{"speaker":"Pacific time, 7","startTime":2288.378,"endTime":2289.398,"body":"it was phone calling phone."},{"speaker":"Pacific time, 7","startTime":2290.523,"endTime":2293.223,"body":"And it was interesting how I"},{"speaker":"Pacific time, 7","startTime":2290.523,"endTime":2293.223,"body":"had more negative feedback on"},{"speaker":"Pacific time, 7","startTime":2293.223,"endTime":2296.193,"body":"that call than any clever done"},{"speaker":"Pacific time, 7","startTime":2293.223,"endTime":2296.193,"body":"and more positive feedback."},{"speaker":"Pacific time, 7","startTime":2296.853,"endTime":2299.163,"body":"I had people who actually"},{"speaker":"Pacific time, 7","startTime":2296.853,"endTime":2299.163,"body":"full time in the business"},{"speaker":"Pacific time, 7","startTime":2299.973,"endTime":2302.223,"body":"text me, email me"},{"speaker":"Pacific time, 7","startTime":2299.973,"endTime":2302.223,"body":"comment on social media."},{"speaker":"Pacific time, 7","startTime":2302.493,"endTime":2302.883,"body":"Wow."},{"speaker":"Pacific time, 7","startTime":2302.883,"endTime":2304.233,"body":"Thanks for reviewing that."},{"speaker":"Pacific time, 7","startTime":2304.233,"endTime":2306.813,"body":"Thanks and need refresher"},{"speaker":"Pacific time, 7","startTime":2304.233,"endTime":2306.813,"body":"that thanks for insight on"},{"speaker":"Pacific time, 7","startTime":2306.813,"endTime":2307.893,"body":"calling how important it is."},{"speaker":"Pacific time, 7","startTime":2308.013,"endTime":2310.083,"body":"And I had a bunch of"},{"speaker":"Pacific time, 7","startTime":2308.013,"endTime":2310.083,"body":"brand new people and"},{"speaker":"Pacific time, 7","startTime":2310.083,"endTime":2311.283,"body":"never gonna be people."},{"speaker":"Pacific time, 7","startTime":2311.733,"endTime":2313.503,"body":"Tell why are you teaching me"},{"speaker":"Pacific time, 7","startTime":2311.733,"endTime":2313.503,"body":"about phone calling skills?"},{"speaker":"Pacific time, 7","startTime":2313.503,"endTime":2315.873,"body":"I just wanna learn about how"},{"speaker":"Pacific time, 7","startTime":2313.503,"endTime":2315.873,"body":"to sell probate real estate."},{"speaker":"Pacific time, 7","startTime":2316.083,"endTime":2319.323,"body":"And it's like, if you don't"},{"speaker":"Pacific time, 7","startTime":2316.083,"endTime":2319.323,"body":"get that this business is"},{"speaker":"Pacific time, 7","startTime":2319.323,"endTime":2322.023,"body":"about communication and it's"},{"speaker":"Pacific time, 7","startTime":2319.323,"endTime":2322.023,"body":"gonna take some hard work."},{"speaker":"Pacific time, 7","startTime":2322.473,"endTime":2324.273,"body":"The question is where do"},{"speaker":"Pacific time, 7","startTime":2322.473,"endTime":2324.273,"body":"you, we're gonna channel that"},{"speaker":"Pacific time, 7","startTime":2324.273,"endTime":2326.403,"body":"hard work and how are you"},{"speaker":"Pacific time, 7","startTime":2324.273,"endTime":2326.403,"body":"gonna do it, then you're not"},{"speaker":"Pacific time, 7","startTime":2326.403,"endTime":2327.153,"body":"gonna be in business long."},{"speaker":"Pacific time, 7","startTime":2327.153,"endTime":2330.093,"body":"And I can just tell you today,"},{"speaker":"Pacific time, 7","startTime":2327.153,"endTime":2330.093,"body":"I would say with all confidence,"},{"speaker":"Pacific time, 7","startTime":2330.423,"endTime":2333.363,"body":"you either better figure out"},{"speaker":"Pacific time, 7","startTime":2330.423,"endTime":2333.363,"body":"what you've gotta do every day"},{"speaker":"Pacific time, 7","startTime":2333.363,"endTime":2335.703,"body":"to get better and put a good"},{"speaker":"Pacific time, 7","startTime":2333.363,"endTime":2335.703,"body":"solid effort in every day."},{"speaker":"Pacific time, 7","startTime":2336.033,"endTime":2339.393,"body":"I'm not saying work 12 hours or"},{"speaker":"Pacific time, 7","startTime":2336.033,"endTime":2339.393,"body":"14 hours a day, but a good solid"},{"speaker":"Pacific time, 7","startTime":2339.393,"endTime":2341.943,"body":"effort every day and get better"},{"speaker":"Pacific time, 7","startTime":2339.393,"endTime":2341.943,"body":"and improve, or you're just"},{"speaker":"Pacific time, 7","startTime":2341.943,"endTime":2342.963,"body":"not gonna be in this business."},{"speaker":"Pacific time, 7","startTime":2342.963,"endTime":2344.373,"body":"It's just as simple as that."},{"speaker":"Pacific time, 7","startTime":2344.373,"endTime":2345.333,"body":"We're all gonna get shaken out."},{"speaker":"Pacific time, 7","startTime":2345.933,"endTime":2347.673,"body":"Can I ask you one"},{"speaker":"Pacific time, 7","startTime":2345.933,"endTime":2347.673,"body":"last thing, so sure."},{"speaker":"Pacific time, 7","startTime":2347.673,"endTime":2348.693,"body":"What do you think the most?"},{"speaker":"Pacific time, 7","startTime":2348.693,"endTime":2348.723,"body":"I."},{"speaker":"Pacific time, 7","startTime":2350.283,"endTime":2355.113,"body":"Thing about the intro is, you"},{"speaker":"Pacific time, 7","startTime":2350.283,"endTime":2355.113,"body":"know, I know you said, Hey,"},{"speaker":"Pacific time, 7","startTime":2355.173,"endTime":2359.343,"body":"shorten it way up, get them"},{"speaker":"Pacific time, 7","startTime":2355.173,"endTime":2359.343,"body":"talking as soon as possible."},{"speaker":"Pacific time, 7","startTime":2359.643,"endTime":2359.913,"body":"Yeah."},{"speaker":"Pacific time, 7","startTime":2360.153,"endTime":2363.873,"body":"But you know, the way he,"},{"speaker":"Pacific time, 7","startTime":2360.153,"endTime":2363.873,"body":"the way the script I learn"},{"speaker":"Pacific time, 7","startTime":2363.873,"endTime":2365.853,"body":"is, Hey, this is Jeff."},{"speaker":"Pacific time, 7","startTime":2365.858,"endTime":2369.033,"body":"I'm calling, I'm a probate"},{"speaker":"Pacific time, 7","startTime":2365.858,"endTime":2369.033,"body":"specialist here in Arkansas."},{"speaker":"Pacific time, 7","startTime":2369.153,"endTime":2371.913,"body":"I notice you're the personal"},{"speaker":"Pacific time, 7","startTime":2369.153,"endTime":2371.913,"body":"representative estate I"},{"speaker":"Pacific time, 7","startTime":2371.913,"endTime":2374.163,"body":"was calling, you know?"},{"speaker":"Pacific time, 7","startTime":2374.223,"endTime":2376.804,"body":"And then I go into whoa,"},{"speaker":"Pacific time, 7","startTime":2374.223,"endTime":2376.804,"body":"whoa, whoa, whoa, whoa."},{"speaker":"Pacific time, 7","startTime":2378.933,"endTime":2381.273,"body":"the going into, part's the"},{"speaker":"Pacific time, 7","startTime":2378.933,"endTime":2381.273,"body":"problem so far so good."},{"speaker":"Pacific time, 7","startTime":2382.113,"endTime":2382.683,"body":"Yeah."},{"speaker":"Pacific time, 7","startTime":2382.683,"endTime":2387.783,"body":"So after that, then it's"},{"speaker":"Pacific time, 7","startTime":2382.683,"endTime":2387.783,"body":"basically like, you know, we"},{"speaker":"Pacific time, 7","startTime":2387.783,"endTime":2390.273,"body":"go to the courthouse every"},{"speaker":"Pacific time, 7","startTime":2387.783,"endTime":2390.273,"body":"month, pull of records and"},{"speaker":"Pacific time, 7","startTime":2390.273,"endTime":2392.493,"body":"then reach out to the families"},{"speaker":"Pacific time, 7","startTime":2390.273,"endTime":2392.493,"body":"and see what you need."},{"speaker":"Pacific time, 7","startTime":2392.493,"endTime":2395.163,"body":"We can't buy houses"},{"speaker":"Pacific time, 7","startTime":2392.493,"endTime":2395.163,"body":"for, for cash."},{"speaker":"Pacific time, 7","startTime":2395.168,"endTime":2396.363,"body":"We buy 'em as is."},{"speaker":"Pacific time, 7","startTime":2396.363,"endTime":2398.403,"body":"We also can help you fix 'em up."},{"speaker":"Pacific time, 7","startTime":2398.403,"endTime":2401.253,"body":"If you want to go that way,"},{"speaker":"Pacific time, 7","startTime":2398.403,"endTime":2401.253,"body":"or if were not a good fit, I"},{"speaker":"Pacific time, 7","startTime":2401.253,"endTime":2402.603,"body":"can help you with a realtor."},{"speaker":"Pacific time, 7","startTime":2403.503,"endTime":2406.383,"body":"And then they ask, you"},{"speaker":"Pacific time, 7","startTime":2403.503,"endTime":2406.383,"body":"know, the question is."},{"speaker":"Pacific time, 7","startTime":2407.478,"endTime":2408.438,"body":"What are you having?"},{"speaker":"Pacific time, 7","startTime":2408.768,"endTime":2412.458,"body":"What's the biggest challenge"},{"speaker":"Pacific time, 7","startTime":2408.768,"endTime":2412.458,"body":"for probate with you so far kind"},{"speaker":"Pacific time, 7","startTime":2412.458,"endTime":2415.818,"body":"of open ended question to try"},{"speaker":"Pacific time, 7","startTime":2412.458,"endTime":2415.818,"body":"to get 'em talking, but I still"},{"speaker":"Pacific time, 7","startTime":2415.818,"endTime":2420.318,"body":"feel that I need to work on the"},{"speaker":"Pacific time, 7","startTime":2415.818,"endTime":2420.318,"body":"intro a lot more and, and smooth"},{"speaker":"Pacific time, 7","startTime":2420.318,"endTime":2424.788,"body":"it up and shorten it up the,"},{"speaker":"Pacific time, 7","startTime":2420.318,"endTime":2424.788,"body":"the way and a problem with I"},{"speaker":"Pacific time, 7","startTime":2424.788,"endTime":2427.368,"body":"think, and again, my personality"},{"speaker":"Pacific time, 7","startTime":2424.788,"endTime":2427.368,"body":"is different than Chad's."},{"speaker":"Pacific time, 7","startTime":2427.368,"endTime":2430.488,"body":"I think that for me, I,"},{"speaker":"Pacific time, 7","startTime":2427.368,"endTime":2430.488,"body":"when people talk about"},{"speaker":"Pacific time, 7","startTime":2430.488,"endTime":2433.728,"body":"problems, they lower their"},{"speaker":"Pacific time, 7","startTime":2430.488,"endTime":2433.728,"body":"energy, they get frustrated."},{"speaker":"Pacific time, 7","startTime":2433.728,"endTime":2435.768,"body":"It's like, what are you"},{"speaker":"Pacific time, 7","startTime":2433.728,"endTime":2435.768,"body":"most frustrated with?"},{"speaker":"Pacific time, 7","startTime":2436.358,"endTime":2438.768,"body":"And I think that, that"},{"speaker":"Pacific time, 7","startTime":2436.358,"endTime":2438.768,"body":"it's harder to move"},{"speaker":"Pacific time, 7","startTime":2438.768,"endTime":2440.748,"body":"people when they're down"},{"speaker":"Pacific time, 7","startTime":2438.768,"endTime":2440.748,"body":"than when they're up."},{"speaker":"Pacific time, 7","startTime":2442.248,"endTime":2445.008,"body":"That's why in sales, we wanna"},{"speaker":"Pacific time, 7","startTime":2442.248,"endTime":2445.008,"body":"be energetic and enthusiastic,"},{"speaker":"Pacific time, 7","startTime":2445.458,"endTime":2447.588,"body":"and I'm just calling to see"},{"speaker":"Pacific time, 7","startTime":2445.458,"endTime":2447.588,"body":"how it can be of assistance."},{"speaker":"Pacific time, 7","startTime":2448.428,"endTime":2453.498,"body":"And I think that when I find"},{"speaker":"Pacific time, 7","startTime":2448.428,"endTime":2453.498,"body":"now that fits me,  right,"},{"speaker":"Pacific time, 7","startTime":2453.858,"endTime":2454.777,"body":"because I'm calling now."},{"speaker":"Pacific time, 7","startTime":2454.802,"endTime":2456.057,"body":"And why don't you"},{"speaker":"Pacific time, 7","startTime":2454.802,"endTime":2456.057,"body":"calling me to help me?"},{"speaker":"Pacific time, 7","startTime":2456.207,"endTime":2456.867,"body":"You kidding me?"},{"speaker":"Pacific time, 7","startTime":2457.287,"endTime":2458.907,"body":"Like, if you were call"},{"speaker":"Pacific time, 7","startTime":2457.287,"endTime":2458.907,"body":"me and help me, I got"},{"speaker":"Pacific time, 7","startTime":2458.912,"endTime":2459.807,"body":"pile stuff to help with."},{"speaker":"Pacific time, 7","startTime":2459.812,"endTime":2460.767,"body":"I got a to-do list to help with."},{"speaker":"Pacific time, 7","startTime":2460.767,"endTime":2462.417,"body":"I got honey do"},{"speaker":"Pacific time, 7","startTime":2460.767,"endTime":2462.417,"body":"stuff to help with."},{"speaker":"Pacific time, 7","startTime":2462.832,"endTime":2464.619,"body":"I got endless things"},{"speaker":"Pacific time, 7","startTime":2462.832,"endTime":2464.619,"body":"you can help me with."},{"speaker":"Pacific time, 7","startTime":2465.279,"endTime":2466.689,"body":"You would ask me to talk"},{"speaker":"Pacific time, 7","startTime":2465.279,"endTime":2466.689,"body":"about problems, to be"},{"speaker":"Pacific time, 7","startTime":2466.694,"endTime":2469.359,"body":"honest, I don't wanna talk"},{"speaker":"Pacific time, 7","startTime":2466.694,"endTime":2469.359,"body":"about my problems now."},{"speaker":"Pacific time, 7","startTime":2469.389,"endTime":2470.469,"body":"It's the middle of my work day."},{"speaker":"Pacific time, 7","startTime":2470.619,"endTime":2472.869,"body":"I'm busy, but you"},{"speaker":"Pacific time, 7","startTime":2470.619,"endTime":2472.869,"body":"wanna call and help me."},{"speaker":"Pacific time, 7","startTime":2473.559,"endTime":2473.829,"body":"Wow."},{"speaker":"Pacific time, 7","startTime":2473.829,"endTime":2474.849,"body":"I never thought mean for free."},{"speaker":"Pacific time, 7","startTime":2474.854,"endTime":2476.039,"body":"I could, you could help me."},{"speaker":"Pacific time, 7","startTime":2476.068,"endTime":2477.029,"body":"have information to help."},{"speaker":"Pacific time, 7","startTime":2477.029,"endTime":2477.839,"body":"You have knowledge."},{"speaker":"Pacific time, 7","startTime":2477.839,"endTime":2479.399,"body":"You help, you have resources."},{"speaker":"Pacific time, 7","startTime":2479.399,"endTime":2481.739,"body":"You have roster of"},{"speaker":"Pacific time, 7","startTime":2479.399,"endTime":2481.739,"body":"people that will save"},{"speaker":"Pacific time, 7","startTime":2481.739,"endTime":2482.699,"body":"me trouble researching."},{"speaker":"Pacific time, 7","startTime":2483.179,"endTime":2486.179,"body":"So, so that's been always my,"},{"speaker":"Pacific time, 7","startTime":2483.179,"endTime":2486.179,"body":"I don't wanna say difference"},{"speaker":"Pacific time, 7","startTime":2486.839,"endTime":2489.189,"body":"with Chad, but again, it has to"},{"speaker":"Pacific time, 7","startTime":2486.839,"endTime":2489.189,"body":"be appropriate and it has to be"},{"speaker":"Pacific time, 7","startTime":2489.189,"endTime":2491.098,"body":"you have to own that persona."},{"speaker":"Pacific time, 7","startTime":2491.103,"endTime":2491.458,"body":"Sure."},{"speaker":"Pacific time, 7","startTime":2491.608,"endTime":2492.418,"body":"That's my persona."},{"speaker":"Pacific time, 7","startTime":2492.418,"endTime":2493.078,"body":"I'm energetic."},{"speaker":"Pacific time, 7","startTime":2493.078,"endTime":2493.798,"body":"I'm enthusiastic."},{"speaker":"Pacific time, 7","startTime":2493.798,"endTime":2495.568,"body":"When I call and I'm"},{"speaker":"Pacific time, 7","startTime":2493.798,"endTime":2495.568,"body":"offering to help them."},{"speaker":"Pacific time, 7","startTime":2495.568,"endTime":2498.178,"body":"And I, I believe in my heart of"},{"speaker":"Pacific time, 7","startTime":2495.568,"endTime":2498.178,"body":"hearts and this is authentic."},{"speaker":"Pacific time, 7","startTime":2498.838,"endTime":2500.008,"body":"There is nobody who can help."},{"speaker":"Pacific time, 7","startTime":2500.008,"endTime":2502.228,"body":"'em more on that phone call"},{"speaker":"Pacific time, 7","startTime":2500.008,"endTime":2502.228,"body":"in that moment than I can,"},{"speaker":"Pacific time, 7","startTime":2502.678,"endTime":2505.558,"body":"whether they need legal,"},{"speaker":"Pacific time, 7","startTime":2502.678,"endTime":2505.558,"body":"help, financial help, physical"},{"speaker":"Pacific time, 7","startTime":2505.563,"endTime":2506.518,"body":"help with the property."},{"speaker":"Pacific time, 7","startTime":2506.878,"endTime":2507.898,"body":"There is nobody's gonna help."},{"speaker":"Pacific time, 7","startTime":2507.898,"endTime":2508.498,"body":"'em more than I am."},{"speaker":"Pacific time, 7","startTime":2508.558,"endTime":2510.988,"body":"And if they don't want it,"},{"speaker":"Pacific time, 7","startTime":2508.558,"endTime":2510.988,"body":"it's their, it is their bad."},{"speaker":"Pacific time, 7","startTime":2512.758,"endTime":2513.508,"body":"Absolutely."},{"speaker":"Pacific time, 7","startTime":2514.918,"endTime":2517.468,"body":"So you get a lot of people to"},{"speaker":"Pacific time, 7","startTime":2514.918,"endTime":2517.468,"body":"say, Hey, I've got it handled."},{"speaker":"Pacific time, 7","startTime":2518.548,"endTime":2520.468,"body":"You know, and you"},{"speaker":"Pacific time, 7","startTime":2518.548,"endTime":2520.468,"body":"know, they Don."},{"speaker":"Pacific time, 7","startTime":2521.638,"endTime":2525.388,"body":"Do you do third party stories,"},{"speaker":"Pacific time, 7","startTime":2521.638,"endTime":2525.388,"body":"something like, Hey, my last"},{"speaker":"Pacific time, 7","startTime":2525.388,"endTime":2526.528,"body":"one, I was able to help."},{"speaker":"Pacific time, 7","startTime":2526.798,"endTime":2529.618,"body":"I heard the exact same"},{"speaker":"Pacific time, 7","startTime":2526.798,"endTime":2529.618,"body":"thing or what, how do"},{"speaker":"Pacific time, 7","startTime":2529.623,"endTime":2531.178,"body":"you recover from there?"},{"speaker":"Pacific time, 7","startTime":2531.238,"endTime":2532.288,"body":"SU Jeff you married?"},{"speaker":"Pacific time, 7","startTime":2533.248,"endTime":2533.998,"body":"No, I'm not."},{"speaker":"Pacific time, 7","startTime":2534.268,"endTime":2534.658,"body":"Okay."},{"speaker":"Pacific time, 7","startTime":2534.663,"endTime":2535.498,"body":"Have you ever been married?"},{"speaker":"Pacific time, 7","startTime":2536.098,"endTime":2538.408,"body":"I have one time ever had a"},{"speaker":"Pacific time, 7","startTime":2536.098,"endTime":2538.408,"body":"relationship with a woman."},{"speaker":"Pacific time, 7","startTime":2538.408,"endTime":2542.338,"body":"Maybe your sister or mother"},{"speaker":"Pacific time, 7","startTime":2538.408,"endTime":2542.338,"body":"ever notice that they're mad"},{"speaker":"Pacific time, 7","startTime":2542.338,"endTime":2544.558,"body":"at you and you say to them, Hey"},{"speaker":"Pacific time, 7","startTime":2542.338,"endTime":2544.558,"body":"honey, what's bothering you."},{"speaker":"Pacific time, 7","startTime":2544.558,"endTime":2545.488,"body":"And they say, oh no, I'm fine."},{"speaker":"Pacific time, 7","startTime":2546.058,"endTime":2546.718,"body":"You ever get that one?"},{"speaker":"Pacific time, 7","startTime":2547.258,"endTime":2547.978,"body":"Oh yes."},{"speaker":"Pacific time, 7","startTime":2548.158,"endTime":2549.448,"body":"Does that mean I'm fine?"},{"speaker":"Pacific time, 7","startTime":2549.448,"endTime":2552.568,"body":"Or does that mean I'm plotting"},{"speaker":"Pacific time, 7","startTime":2549.448,"endTime":2552.568,"body":"your eternal destruction?"},{"speaker":"Pacific time, 7","startTime":2553.198,"endTime":2553.708,"body":"Right."},{"speaker":"Pacific time, 7","startTime":2554.248,"endTime":2557.188,"body":"So people, you know, the goal"},{"speaker":"Pacific time, 7","startTime":2554.248,"endTime":2557.188,"body":"is to get them to open up."},{"speaker":"Pacific time, 7","startTime":2558.028,"endTime":2560.007,"body":"And I think that's just"},{"speaker":"Pacific time, 7","startTime":2558.028,"endTime":2560.007,"body":"an objection when somebody"},{"speaker":"Pacific time, 7","startTime":2560.007,"endTime":2562.017,"body":"says, oh, we have it"},{"speaker":"Pacific time, 7","startTime":2560.007,"endTime":2562.017,"body":"all handled that's by"},{"speaker":"Pacific time, 7","startTime":2562.017,"endTime":2563.727,"body":"definition and objection."},{"speaker":"Pacific time, 7","startTime":2564.477,"endTime":2566.787,"body":"That's how I'm looking"},{"speaker":"Pacific time, 7","startTime":2564.477,"endTime":2566.787,"body":"at the car lot."},{"speaker":"Pacific time, 7","startTime":2568.047,"endTime":2568.407,"body":"Could be."},{"speaker":"Pacific time, 7","startTime":2568.467,"endTime":2568.957,"body":"Yeah, yeah."},{"speaker":"Pacific time, 7","startTime":2568.977,"endTime":2572.59,"body":"Look, I mean, I literally go"},{"speaker":"Pacific time, 7","startTime":2568.977,"endTime":2572.59,"body":"to buy and I don't haven't"},{"speaker":"Pacific time, 7","startTime":2572.59,"endTime":2575.08,"body":"for a while, but the last"},{"speaker":"Pacific time, 7","startTime":2572.59,"endTime":2575.08,"body":"I went to say Nordstrom's"},{"speaker":"Pacific time, 7","startTime":2575.08,"endTime":2576.82,"body":"to buy a dress shirt."},{"speaker":"Pacific time, 7","startTime":2577.21,"endTime":2578.29,"body":"I know my size."},{"speaker":"Pacific time, 7","startTime":2578.29,"endTime":2578.83,"body":"I only wear."},{"speaker":"Pacific time, 7","startTime":2579.595,"endTime":2581.635,"body":"Button down Oxford shirts."},{"speaker":"Pacific time, 7","startTime":2581.935,"endTime":2584.785,"body":"I'm walking to the place where"},{"speaker":"Pacific time, 7","startTime":2581.935,"endTime":2584.785,"body":"those are to pick up the shirts,"},{"speaker":"Pacific time, 7","startTime":2584.785,"endTime":2587.365,"body":"walk out the door where they"},{"speaker":"Pacific time, 7","startTime":2584.785,"endTime":2587.365,"body":"say, you know, can I help you?"},{"speaker":"Pacific time, 7","startTime":2587.365,"endTime":2590.035,"body":"I could say, Hey, do you know"},{"speaker":"Pacific time, 7","startTime":2587.365,"endTime":2590.035,"body":"where we have the whatever is"},{"speaker":"Pacific time, 7","startTime":2590.035,"endTime":2594.085,"body":"17 and a half by 37 white Oxford"},{"speaker":"Pacific time, 7","startTime":2590.035,"endTime":2594.085,"body":"button down long sleeve shirts."},{"speaker":"Pacific time, 7","startTime":2594.235,"endTime":2596.305,"body":"And then you get 'em"},{"speaker":"Pacific time, 7","startTime":2594.235,"endTime":2596.305,"body":"from, I say, no, I'm fine."},{"speaker":"Pacific time, 7","startTime":2596.365,"endTime":2597.145,"body":"I'm just looking."},{"speaker":"Pacific time, 7","startTime":2597.685,"endTime":2598.765,"body":"That's just getting"},{"speaker":"Pacific time, 7","startTime":2597.685,"endTime":2598.765,"body":"'em off my back."},{"speaker":"Pacific time, 7","startTime":2599.215,"endTime":2602.695,"body":"So all objections, there's"},{"speaker":"Pacific time, 7","startTime":2599.215,"endTime":2602.695,"body":"a standard approach"},{"speaker":"Pacific time, 7","startTime":2602.695,"endTime":2603.835,"body":"to all objections."},{"speaker":"Pacific time, 7","startTime":2603.835,"endTime":2605.095,"body":"What I call the three steps."},{"speaker":"Pacific time, 7","startTime":2605.665,"endTime":2607.405,"body":"One is repeat what they say."},{"speaker":"Pacific time, 7","startTime":2607.405,"endTime":2609.475,"body":"The biggest complaint"},{"speaker":"Pacific time, 7","startTime":2607.405,"endTime":2609.475,"body":"people have with salespeople"},{"speaker":"Pacific time, 7","startTime":2609.655,"endTime":2610.525,"body":"is we don't listen."},{"speaker":"Pacific time, 7","startTime":2611.275,"endTime":2612.775,"body":"And so they say,"},{"speaker":"Pacific time, 7","startTime":2611.275,"endTime":2612.775,"body":"I have a handled."},{"speaker":"Pacific time, 7","startTime":2612.835,"endTime":2615.865,"body":"Anything you say at that"},{"speaker":"Pacific time, 7","startTime":2612.835,"endTime":2615.865,"body":"point there's oh my God, that"},{"speaker":"Pacific time, 7","startTime":2615.865,"endTime":2617.155,"body":"just this Jeff Guy, what?"},{"speaker":"Pacific time, 7","startTime":2617.155,"endTime":2617.815,"body":"An idiot."},{"speaker":"Pacific time, 7","startTime":2617.815,"endTime":2620.755,"body":"I just told him I have a handled"},{"speaker":"Pacific time, 7","startTime":2617.815,"endTime":2620.755,"body":"because they didn't hear you."},{"speaker":"Pacific time, 7","startTime":2620.815,"endTime":2621.655,"body":"Don't let him know you heard it."},{"speaker":"Pacific time, 7","startTime":2621.655,"endTime":2625.975,"body":"So if you say you have"},{"speaker":"Pacific time, 7","startTime":2621.655,"endTime":2625.975,"body":"a handled, great, second"},{"speaker":"Pacific time, 7","startTime":2625.98,"endTime":2627.265,"body":"step two is a firm."},{"speaker":"Pacific time, 7","startTime":2627.295,"endTime":2630.475,"body":"Whatever they say, whatever they"},{"speaker":"Pacific time, 7","startTime":2627.295,"endTime":2630.475,"body":"say is right for them, doesn't"},{"speaker":"Pacific time, 7","startTime":2630.48,"endTime":2631.825,"body":"mean you have to agree with it."},{"speaker":"Pacific time, 7","startTime":2632.635,"endTime":2634.075,"body":"It means you have"},{"speaker":"Pacific time, 7","startTime":2632.635,"endTime":2634.075,"body":"to acknowledge."},{"speaker":"Pacific time, 7","startTime":2634.075,"endTime":2635.455,"body":"That's how they think."},{"speaker":"Pacific time, 7","startTime":2636.235,"endTime":2638.995,"body":"And then you come back with an"},{"speaker":"Pacific time, 7","startTime":2636.235,"endTime":2638.995,"body":"alternative objection, handler."},{"speaker":"Pacific time, 7","startTime":2639.265,"endTime":2641.365,"body":"So whatever it is you"},{"speaker":"Pacific time, 7","startTime":2639.265,"endTime":2641.365,"body":"wanna talk about, and it"},{"speaker":"Pacific time, 7","startTime":2641.365,"endTime":2643.015,"body":"doesn't really matter, you"},{"speaker":"Pacific time, 7","startTime":2641.365,"endTime":2643.015,"body":"can change the subject."},{"speaker":"Pacific time, 7","startTime":2643.015,"endTime":2646.735,"body":"And if you handle that,"},{"speaker":"Pacific time, 7","startTime":2643.015,"endTime":2646.735,"body":"definitely the way I describe"},{"speaker":"Pacific time, 7","startTime":2646.74,"endTime":2648.175,"body":"it is I'm like a ninja."},{"speaker":"Pacific time, 7","startTime":2649.315,"endTime":2650.875,"body":"I want somebody"},{"speaker":"Pacific time, 7","startTime":2649.315,"endTime":2650.875,"body":"to give me a cell."},{"speaker":"Pacific time, 7","startTime":2650.875,"endTime":2652.465,"body":"Like I want this call and"},{"speaker":"Pacific time, 7","startTime":2650.875,"endTime":2652.465,"body":"you guys just asking me"},{"speaker":"Pacific time, 7","startTime":2652.465,"endTime":2653.815,"body":"questions, really objecting."},{"speaker":"Pacific time, 7","startTime":2653.917,"endTime":2656.017,"body":"The subtext says, wow, this"},{"speaker":"Pacific time, 7","startTime":2653.917,"endTime":2656.017,"body":"isn't working for me because"},{"speaker":"Pacific time, 7","startTime":2656.017,"endTime":2658.329,"body":"this I'm gonna take it on"},{"speaker":"Pacific time, 7","startTime":2656.017,"endTime":2658.329,"body":"and show you how good I'm at."},{"speaker":"Pacific time, 7","startTime":2658.839,"endTime":2659.709,"body":"I'm a ninja."},{"speaker":"Pacific time, 7","startTime":2660.189,"endTime":2662.429,"body":"And so when a prospect"},{"speaker":"Pacific time, 7","startTime":2660.189,"endTime":2662.429,"body":"says to me, we have a"},{"speaker":"Pacific time, 7","startTime":2662.429,"endTime":2663.389,"body":"handle, you have a handle."},{"speaker":"Pacific time, 7","startTime":2663.394,"endTime":2664.049,"body":"That's great."},{"speaker":"Pacific time, 7","startTime":2664.409,"endTime":2666.173,"body":"So, Tommy what are your"},{"speaker":"Pacific time, 7","startTime":2664.409,"endTime":2666.173,"body":"plans with the property?"},{"speaker":"Pacific time, 7","startTime":2668.153,"endTime":2668.183,"body":"Mm."},{"speaker":"Pacific time, 7","startTime":2668.453,"endTime":2671.423,"body":"Now if I handle it,"},{"speaker":"Pacific time, 7","startTime":2668.453,"endTime":2671.423,"body":"well, I hear them."},{"speaker":"Pacific time, 7","startTime":2671.423,"endTime":2673.433,"body":"I acknowledge them,"},{"speaker":"Pacific time, 7","startTime":2671.423,"endTime":2673.433,"body":"make them feel good."},{"speaker":"Pacific time, 7","startTime":2673.703,"endTime":2674.663,"body":"I'm enthusiastic."},{"speaker":"Pacific time, 7","startTime":2674.663,"endTime":2675.473,"body":"I'm energetic."},{"speaker":"Pacific time, 7","startTime":2675.833,"endTime":2677.213,"body":"I'm not disagreeing with them."},{"speaker":"Pacific time, 7","startTime":2677.963,"endTime":2679.043,"body":"I'm not telling"},{"speaker":"Pacific time, 7","startTime":2677.963,"endTime":2679.043,"body":"'em they're wrong."},{"speaker":"Pacific time, 7","startTime":2679.048,"endTime":2679.703,"body":"I'm telling 'em they're right."},{"speaker":"Pacific time, 7","startTime":2679.763,"endTime":2680.333,"body":"Oh, great."},{"speaker":"Pacific time, 7","startTime":2680.333,"endTime":2680.963,"body":"You have a handle."},{"speaker":"Pacific time, 7","startTime":2680.968,"endTime":2681.713,"body":"That sounds great."},{"speaker":"Pacific time, 7","startTime":2682.253,"endTime":2683.513,"body":"So I'm curious, what are"},{"speaker":"Pacific time, 7","startTime":2682.253,"endTime":2683.513,"body":"you doing with the property?"},{"speaker":"Pacific time, 7","startTime":2683.513,"endTime":2686.133,"body":"1 23 main street, right?"},{"speaker":"Pacific time, 7","startTime":2686.333,"endTime":2688.463,"body":"I sell it right."},{"speaker":"Pacific time, 7","startTime":2688.523,"endTime":2688.973,"body":"Okay."},{"speaker":"Pacific time, 7","startTime":2688.973,"endTime":2689.513,"body":"I get it."},{"speaker":"Pacific time, 7","startTime":2690.293,"endTime":2690.833,"body":"Use."},{"speaker":"Pacific time, 7","startTime":2692.183,"endTime":2694.133,"body":"Affirm and then go on with it."},{"speaker":"Pacific time, 7","startTime":2694.138,"endTime":2695.573,"body":"Ask the question of yeah."},{"speaker":"Pacific time, 7","startTime":2695.933,"endTime":2696.743,"body":"Three steps."},{"speaker":"Pacific time, 7","startTime":2696.923,"endTime":2697.403,"body":"Repeat."},{"speaker":"Pacific time, 7","startTime":2697.403,"endTime":2697.883,"body":"Absolutely."},{"speaker":"Pacific time, 7","startTime":2697.973,"endTime":2698.423,"body":"Step two."},{"speaker":"Pacific time, 7","startTime":2698.423,"endTime":2699.023,"body":"Affirm."},{"speaker":"Pacific time, 7","startTime":2699.173,"endTime":2703.223,"body":"Step three is your objection"},{"speaker":"Pacific time, 7","startTime":2699.173,"endTime":2703.223,"body":"handler, which is a question"},{"speaker":"Pacific time, 7","startTime":2703.228,"endTime":2706.433,"body":"designed to keep it going and it"},{"speaker":"Pacific time, 7","startTime":2703.228,"endTime":2706.433,"body":"better be quick because they're"},{"speaker":"Pacific time, 7","startTime":2706.433,"endTime":2708.713,"body":"trying to hang up and so you"},{"speaker":"Pacific time, 7","startTime":2706.433,"endTime":2708.713,"body":"wanna keep the process engaged."},{"speaker":"Pacific time, 7","startTime":2710.303,"endTime":2710.603,"body":"Okay."},{"speaker":"Pacific time, 7","startTime":2710.693,"endTime":2711.623,"body":"That's phenomenal."},{"speaker":"Pacific time, 7","startTime":2711.623,"endTime":2712.613,"body":"Thanks for all the help."},{"speaker":"Pacific time, 7","startTime":2712.853,"endTime":2713.033,"body":"Sure."},{"speaker":"Pacific time, 7","startTime":2713.033,"endTime":2713.513,"body":"Jeff, my pleasure."},{"speaker":"Pacific time, 7","startTime":2713.513,"endTime":2714.083,"body":"Appreciate that."},{"speaker":"Pacific time, 7","startTime":2714.443,"endTime":2714.653,"body":"Sure."},{"speaker":"Pacific time, 7","startTime":2714.653,"endTime":2714.983,"body":"Thanks."},{"speaker":"Pacific time, 7","startTime":2715.613,"endTime":2717.413,"body":"Let's try it this week"},{"speaker":"Pacific time, 7","startTime":2715.613,"endTime":2717.413,"body":"and come back and let"},{"speaker":"Pacific time, 7","startTime":2717.413,"endTime":2717.863,"body":"us know how it works."},{"speaker":"Pacific time, 7","startTime":2717.893,"endTime":2718.163,"body":"Okay."},{"speaker":"Pacific time, 7","startTime":2719.123,"endTime":2719.753,"body":"Absolutely."},{"speaker":"Pacific time, 7","startTime":2719.753,"endTime":2720.203,"body":"Thanks again."},{"speaker":"Pacific time, 7","startTime":2720.208,"endTime":2723.503,"body":"Thanks Dave, Gwen, always."},{"speaker":"Pacific time, 7","startTime":2723.503,"endTime":2724.343,"body":"Nice to see you, man."},{"speaker":"Pacific time, 7","startTime":2724.523,"endTime":2726.023,"body":"Thanks for being on the"},{"speaker":"Pacific time, 7","startTime":2724.523,"endTime":2726.023,"body":"call, your hand up there."},{"speaker":"Pacific time, 7","startTime":2726.023,"endTime":2726.773,"body":"How can we help you?"},{"speaker":"Pacific time, 7","startTime":2727.613,"endTime":2728.243,"body":"Hey bill."},{"speaker":"Pacific time, 7","startTime":2728.248,"endTime":2728.903,"body":"Great to be here."},{"speaker":"Pacific time, 7","startTime":2728.933,"endTime":2731.213,"body":"Thank you again,"},{"speaker":"Pacific time, 7","startTime":2728.933,"endTime":2731.213,"body":"always great stuff."},{"speaker":"Pacific time, 7","startTime":2731.213,"endTime":2733.575,"body":"When when you're leading the"},{"speaker":"Pacific time, 7","startTime":2731.213,"endTime":2733.575,"body":"show here, so appreciate it."},{"speaker":"Pacific time, 7","startTime":2733.845,"endTime":2734.185,"body":"Thank you."},{"speaker":"Pacific time, 7","startTime":2734.185,"endTime":2735.674,"body":"I know you're not"},{"speaker":"Pacific time, 7","startTime":2734.185,"endTime":2735.674,"body":"turn an account."},{"speaker":"Pacific time, 7","startTime":2736.409,"endTime":2739.287,"body":"But I no did have a quick"},{"speaker":"Pacific time, 7","startTime":2736.409,"endTime":2739.287,"body":"question that you may or may"},{"speaker":"Pacific time, 7","startTime":2739.287,"endTime":2742.287,"body":"not know the answer to and"},{"speaker":"Pacific time, 7","startTime":2739.287,"endTime":2742.287,"body":"that's, is there any difference"},{"speaker":"Pacific time, 7","startTime":2742.377,"endTime":2748.789,"body":"in how the taxable event"},{"speaker":"Pacific time, 7","startTime":2742.377,"endTime":2748.789,"body":"occurs versus when you have and"},{"speaker":"Pacific time, 7","startTime":2749.599,"endTime":2754.069,"body":"probate and the will is clear"},{"speaker":"Pacific time, 7","startTime":2749.599,"endTime":2754.069,"body":"and there's, it's going to"},{"speaker":"Pacific time, 7","startTime":2754.069,"endTime":2757.069,"body":"the daughter or whatever, and"},{"speaker":"Pacific time, 7","startTime":2754.069,"endTime":2757.069,"body":"there are no other siblings."},{"speaker":"Pacific time, 7","startTime":2757.11,"endTime":2761.37,"body":"Is there any more tax benefit"},{"speaker":"Pacific time, 7","startTime":2757.11,"endTime":2761.37,"body":"for her to actually take it"},{"speaker":"Pacific time, 7","startTime":2761.37,"endTime":2764.25,"body":"into her name and getting"},{"speaker":"Pacific time, 7","startTime":2761.37,"endTime":2764.25,"body":"the step up in basis and"},{"speaker":"Pacific time, 7","startTime":2764.25,"endTime":2769.44,"body":"then reselling or versus"},{"speaker":"Pacific time, 7","startTime":2764.25,"endTime":2769.44,"body":"doing it through the estate?"},{"speaker":"Pacific time, 7","startTime":2770.73,"endTime":2773.67,"body":"Does the estate still"},{"speaker":"Pacific time, 7","startTime":2770.73,"endTime":2773.67,"body":"have the cost basis of"},{"speaker":"Pacific time, 7","startTime":2773.67,"endTime":2775.41,"body":"the original cost basis?"},{"speaker":"Pacific time, 7","startTime":2775.98,"endTime":2778.32,"body":"Therefore having a bigger"},{"speaker":"Pacific time, 7","startTime":2775.98,"endTime":2778.32,"body":"tax bill and was just"},{"speaker":"Pacific time, 7","startTime":2778.325,"endTime":2781.59,"body":"wondering, comparing those"},{"speaker":"Pacific time, 7","startTime":2778.325,"endTime":2781.59,"body":"two types of scenarios."},{"speaker":"Pacific time, 7","startTime":2782.13,"endTime":2784.95,"body":"Is there, do you know"},{"speaker":"Pacific time, 7","startTime":2782.13,"endTime":2784.95,"body":"if there's any benefit"},{"speaker":"Pacific time, 7","startTime":2785.13,"endTime":2785.96,"body":"one versus the other."},{"speaker":"Pacific time, 7","startTime":2787.77,"endTime":2791.46,"body":"So your question is,"},{"speaker":"Pacific time, 7","startTime":2787.77,"endTime":2791.46,"body":"should she take it to avoid"},{"speaker":"Pacific time, 7","startTime":2791.46,"endTime":2794.01,"body":"the tax on the estate?"},{"speaker":"Pacific time, 7","startTime":2794.04,"endTime":2795.99,"body":"Cuz the decedent still"},{"speaker":"Pacific time, 7","startTime":2794.04,"endTime":2795.99,"body":"has taxes to file."},{"speaker":"Pacific time, 7","startTime":2796.027,"endTime":2799.867,"body":"I, you know, I'm not an"},{"speaker":"Pacific time, 7","startTime":2796.027,"endTime":2799.867,"body":"accountant and I would say"},{"speaker":"Pacific time, 7","startTime":2799.872,"endTime":2802.657,"body":"that's a great question to ask"},{"speaker":"Pacific time, 7","startTime":2799.872,"endTime":2802.657,"body":"an accountant and I need to get"},{"speaker":"Pacific time, 7","startTime":2802.662,"endTime":2803.677,"body":"the answer to that question."},{"speaker":"Pacific time, 7","startTime":2804.067,"endTime":2807.442,"body":"I believe that it's stepped"},{"speaker":"Pacific time, 7","startTime":2804.067,"endTime":2807.442,"body":"up because you, at least"},{"speaker":"Pacific time, 7","startTime":2807.442,"endTime":2810.18,"body":"in California, we do a date"},{"speaker":"Pacific time, 7","startTime":2807.442,"endTime":2810.18,"body":"of death appraisal for the"},{"speaker":"Pacific time, 7","startTime":2810.18,"endTime":2812.16,"body":"purposes of establishing"},{"speaker":"Pacific time, 7","startTime":2810.18,"endTime":2812.16,"body":"the value of the property."},{"speaker":"Pacific time, 7","startTime":2812.73,"endTime":2815.4,"body":"So, I'm guessing"},{"speaker":"Pacific time, 7","startTime":2812.73,"endTime":2815.4,"body":"that's what that does."},{"speaker":"Pacific time, 7","startTime":2815.537,"endTime":2817.973,"body":"Because in essence, the"},{"speaker":"Pacific time, 7","startTime":2815.537,"endTime":2817.973,"body":"estate passes not the"},{"speaker":"Pacific time, 7","startTime":2817.973,"endTime":2819.683,"body":"property either way."},{"speaker":"Pacific time, 7","startTime":2819.745,"endTime":2821.148,"body":"So I don't but great question."},{"speaker":"Pacific time, 7","startTime":2821.148,"endTime":2822.918,"body":"I don't know the answer to, I"},{"speaker":"Pacific time, 7","startTime":2821.148,"endTime":2822.918,"body":"don't pretend that I do, but"},{"speaker":"Pacific time, 7","startTime":2823.008,"endTime":2823.908,"body":"next I talk to an accountant."},{"speaker":"Pacific time, 7","startTime":2823.908,"endTime":2825.018,"body":"I'm gonna ask the"},{"speaker":"Pacific time, 7","startTime":2823.908,"endTime":2825.018,"body":"question for sure."},{"speaker":"Pacific time, 7","startTime":2826.008,"endTime":2826.638,"body":"Okay, cool."},{"speaker":"Pacific time, 7","startTime":2826.848,"endTime":2827.868,"body":"And I challenge"},{"speaker":"Pacific time, 7","startTime":2826.848,"endTime":2827.868,"body":"anybody on the call."},{"speaker":"Pacific time, 7","startTime":2827.868,"endTime":2830.358,"body":"If your accountant answer"},{"speaker":"Pacific time, 7","startTime":2827.868,"endTime":2830.358,"body":"the question for us, if"},{"speaker":"Pacific time, 7","startTime":2830.358,"endTime":2832.248,"body":"you're not, we should"},{"speaker":"Pacific time, 7","startTime":2830.358,"endTime":2832.248,"body":"all everybody this call."},{"speaker":"Pacific time, 7","startTime":2832.698,"endTime":2835.488,"body":"If you wanna make a great"},{"speaker":"Pacific time, 7","startTime":2832.698,"endTime":2835.488,"body":"business development phone call."},{"speaker":"Pacific time, 7","startTime":2837.078,"endTime":2839.568,"body":"Accountants in your area"},{"speaker":"Pacific time, 7","startTime":2837.078,"endTime":2839.568,"body":"until you at least get"},{"speaker":"Pacific time, 7","startTime":2839.568,"endTime":2842.178,"body":"one and ask that question,"},{"speaker":"Pacific time, 7","startTime":2839.568,"endTime":2842.178,"body":"tell them you're part of"},{"speaker":"Pacific time, 7","startTime":2842.178,"endTime":2844.038,"body":"a national probate group."},{"speaker":"Pacific time, 7","startTime":2844.488,"endTime":2847.338,"body":"And the question came up and"},{"speaker":"Pacific time, 7","startTime":2844.488,"endTime":2847.338,"body":"nobody knew the answer and ask"},{"speaker":"Pacific time, 7","startTime":2847.338,"endTime":2848.388,"body":"if they would answer for you."},{"speaker":"Pacific time, 7","startTime":2848.808,"endTime":2851.238,"body":"And you might even ask several"},{"speaker":"Pacific time, 7","startTime":2848.808,"endTime":2851.238,"body":"accountants, what a nice"},{"speaker":"Pacific time, 7","startTime":2851.598,"endTime":2854.028,"body":"reason to call the accountants"},{"speaker":"Pacific time, 7","startTime":2851.598,"endTime":2854.028,"body":"in your marketplace or your"},{"speaker":"Pacific time, 7","startTime":2854.028,"endTime":2856.458,"body":"clients who are accountants"},{"speaker":"Pacific time, 7","startTime":2854.028,"endTime":2856.458,"body":"or your personal client."},{"speaker":"Pacific time, 7","startTime":2856.458,"endTime":2859.098,"body":"What a great question"},{"speaker":"Pacific time, 7","startTime":2856.458,"endTime":2859.098,"body":"to ask right?"},{"speaker":"Pacific time, 7","startTime":2860.118,"endTime":2860.778,"body":"There you go."},{"speaker":"Pacific time, 7","startTime":2861.108,"endTime":2862.968,"body":"I'm gonna call"},{"speaker":"Pacific time, 7","startTime":2861.108,"endTime":2862.968,"body":"perfect report back."},{"speaker":"Pacific time, 7","startTime":2862.968,"endTime":2864.468,"body":"Let me know I'm gonna do"},{"speaker":"Pacific time, 7","startTime":2862.968,"endTime":2864.468,"body":"the same thing I'm making."},{"speaker":"Pacific time, 7","startTime":2864.678,"endTime":2865.758,"body":"In fact, I'm making"},{"speaker":"Pacific time, 7","startTime":2864.678,"endTime":2865.758,"body":"a note right now."},{"speaker":"Pacific time, 7","startTime":2866.088,"endTime":2867.318,"body":"Just you gotta think of myself."},{"speaker":"Pacific time, 7","startTime":2867.468,"endTime":2869.088,"body":"Well, I could call like"},{"speaker":"Pacific time, 7","startTime":2867.468,"endTime":2869.088,"body":"three different accountants."},{"speaker":"Pacific time, 7","startTime":2869.118,"endTime":2872.298,"body":"I mean, that's just an excuse"},{"speaker":"Pacific time, 7","startTime":2869.118,"endTime":2872.298,"body":"to make prospecting calls"},{"speaker":"Pacific time, 7","startTime":2872.518,"endTime":2878.594,"body":"account a step up or not"},{"speaker":"Pacific time, 7","startTime":2872.518,"endTime":2878.594,"body":"when passing property and"},{"speaker":"Pacific time, 7","startTime":2878.714,"endTime":2879.584,"body":"I, you know what, feel free."},{"speaker":"Pacific time, 7","startTime":2879.584,"endTime":2880.154,"body":"Send me this call."},{"speaker":"Pacific time, 7","startTime":2880.154,"endTime":2881.114,"body":"Feel free to ask me next week."},{"speaker":"Pacific time, 7","startTime":2881.354,"endTime":2882.914,"body":"If I remember to"},{"speaker":"Pacific time, 7","startTime":2881.354,"endTime":2882.914,"body":"report back my answers."},{"speaker":"Pacific time, 7","startTime":2882.944,"endTime":2884.684,"body":"Okay, perfect."},{"speaker":"Pacific time, 7","startTime":2884.864,"endTime":2885.344,"body":"Perfect."},{"speaker":"Pacific time, 7","startTime":2885.349,"endTime":2888.434,"body":"And I had one other quick"},{"speaker":"Pacific time, 7","startTime":2885.349,"endTime":2888.434,"body":"question came up, came to"},{"speaker":"Pacific time, 7","startTime":2888.434,"endTime":2892.227,"body":"mind previous caller or"},{"speaker":"Pacific time, 7","startTime":2888.434,"endTime":2892.227,"body":"whatever had asked about."},{"speaker":"Pacific time, 7","startTime":2892.767,"endTime":2894.207,"body":"You know, working through lists."},{"speaker":"Pacific time, 7","startTime":2894.627,"endTime":2899.953,"body":"And when you consider a number"},{"speaker":"Pacific time, 7","startTime":2894.627,"endTime":2899.953,"body":"on your list, exhausted where"},{"speaker":"Pacific time, 7","startTime":2899.953,"endTime":2904.903,"body":"you keep hitting it until you"},{"speaker":"Pacific time, 7","startTime":2899.953,"endTime":2904.903,"body":"hear something cold numbers,"},{"speaker":"Pacific time, 7","startTime":2906.133,"endTime":2910.243,"body":"I would call through the list"},{"speaker":"Pacific time, 7","startTime":2906.133,"endTime":2910.243,"body":"three times letting it ring."},{"speaker":"Pacific time, 7","startTime":2910.483,"endTime":2914.083,"body":"Not four times, I would go"},{"speaker":"Pacific time, 7","startTime":2910.483,"endTime":2914.083,"body":"through that list three times"},{"speaker":"Pacific time, 7","startTime":2914.083,"endTime":2915.193,"body":"a four, I would exhaust it."},{"speaker":"Pacific time, 7","startTime":2915.193,"endTime":2917.923,"body":"So if I was doing circle"},{"speaker":"Pacific time, 7","startTime":2915.193,"endTime":2917.923,"body":"prospecting in a neighborhood,"},{"speaker":"Pacific time, 7","startTime":2917.923,"endTime":2920.083,"body":"I would call through that"},{"speaker":"Pacific time, 7","startTime":2917.923,"endTime":2920.083,"body":"list, crossing out the"},{"speaker":"Pacific time, 7","startTime":2920.088,"endTime":2923.983,"body":"disconnects, crossing out the"},{"speaker":"Pacific time, 7","startTime":2920.088,"endTime":2923.983,"body":"bad numbers, whatever those are."},{"speaker":"Pacific time, 7","startTime":2924.853,"endTime":2926.833,"body":"And the end of that"},{"speaker":"Pacific time, 7","startTime":2924.853,"endTime":2926.833,"body":"third call, I would put"},{"speaker":"Pacific time, 7","startTime":2926.838,"endTime":2928.153,"body":"the date that I finish."},{"speaker":"Pacific time, 7","startTime":2928.843,"endTime":2931.933,"body":"And I would recycle that date"},{"speaker":"Pacific time, 7","startTime":2928.843,"endTime":2931.933,"body":"90 days later, that data's good."},{"speaker":"Pacific time, 7","startTime":2931.933,"endTime":2934.123,"body":"Again, 90 days"},{"speaker":"Pacific time, 7","startTime":2931.933,"endTime":2934.123,"body":"later to cold call."},{"speaker":"Pacific time, 7","startTime":2935.293,"endTime":2937.924,"body":"Probate's different because"},{"speaker":"Pacific time, 7","startTime":2935.293,"endTime":2937.924,"body":"until you reach somebody"},{"speaker":"Pacific time, 7","startTime":2938.018,"endTime":2941.288,"body":"it's a already a kinda"},{"speaker":"Pacific time, 7","startTime":2938.018,"endTime":2941.288,"body":"like expired listings."},{"speaker":"Pacific time, 7","startTime":2941.293,"endTime":2942.948,"body":"It's already somewhat curated."},{"speaker":"Pacific time, 7","startTime":2943.398,"endTime":2945.588,"body":"They're getting a lot of"},{"speaker":"Pacific time, 7","startTime":2943.398,"endTime":2945.588,"body":"phone calls up front and at"},{"speaker":"Pacific time, 7","startTime":2945.618,"endTime":2948.648,"body":"some point the phone calls"},{"speaker":"Pacific time, 7","startTime":2945.618,"endTime":2948.648,"body":"start to drop off and anytime"},{"speaker":"Pacific time, 7","startTime":2948.648,"endTime":2950.388,"body":"become on the phone is a good"},{"speaker":"Pacific time, 7","startTime":2948.648,"endTime":2950.388,"body":"time to get 'em on the phone."},{"speaker":"Pacific time, 7","startTime":2951.678,"endTime":2954.978,"body":"So I would always call the"},{"speaker":"Pacific time, 7","startTime":2951.678,"endTime":2954.978,"body":"newest ones first and then go"},{"speaker":"Pacific time, 7","startTime":2954.978,"endTime":2957.318,"body":"back to the older ones and I"},{"speaker":"Pacific time, 7","startTime":2954.978,"endTime":2957.318,"body":"would keep calling 'em forever."},{"speaker":"Pacific time, 7","startTime":2957.318,"endTime":2959.808,"body":"So I reach 'em because I"},{"speaker":"Pacific time, 7","startTime":2957.318,"endTime":2959.808,"body":"could tell you in California,"},{"speaker":"Pacific time, 7","startTime":2959.898,"endTime":2960.768,"body":"Dave you're in California."},{"speaker":"Pacific time, 7","startTime":2960.798,"endTime":2961.84,"body":"No, you're in Colorado, right?"},{"speaker":"Pacific time, 7","startTime":2962.17,"endTime":2962.62,"body":"Colorado."},{"speaker":"Pacific time, 7","startTime":2962.62,"endTime":2962.92,"body":"Yep."},{"speaker":"Pacific time, 7","startTime":2963.49,"endTime":2965.32,"body":"In California, in LA county."},{"speaker":"Pacific time, 7","startTime":2965.32,"endTime":2968.29,"body":"The average time of selling"},{"speaker":"Pacific time, 7","startTime":2965.32,"endTime":2968.29,"body":"a property is like two years."},{"speaker":"Pacific time, 7","startTime":2969.61,"endTime":2971.71,"body":"So I would keep calling them"},{"speaker":"Pacific time, 7","startTime":2969.61,"endTime":2971.71,"body":"until I knew the numbers."},{"speaker":"Pacific time, 7","startTime":2971.71,"endTime":2971.83,"body":"No."},{"speaker":"Pacific time, 7","startTime":2971.83,"endTime":2972.29,"body":"Good."},{"speaker":"Pacific time, 7","startTime":2972.29,"endTime":2973.359,"body":"Yes, there's a lot at the end."},{"speaker":"Pacific time, 7","startTime":2973.364,"endTime":2974.649,"body":"They're gonna be older numbers."},{"speaker":"Pacific time, 7","startTime":2976.179,"endTime":2978.97,"body":"Maybe at some point you decide"},{"speaker":"Pacific time, 7","startTime":2976.179,"endTime":2978.97,"body":"to drop 'em off but, you know,"},{"speaker":"Pacific time, 7","startTime":2979.237,"endTime":2982.237,"body":"Get 50 bed numbers and try that"},{"speaker":"Pacific time, 7","startTime":2979.237,"endTime":2982.237,"body":"for an hour and let me know,"},{"speaker":"Pacific time, 7","startTime":2982.537,"endTime":2983.257,"body":"try that two or three times."},{"speaker":"Pacific time, 7","startTime":2983.257,"endTime":2984.187,"body":"Lemme know how that works."},{"speaker":"Pacific time, 7","startTime":2984.817,"endTime":2986.497,"body":"Okay, perfect."},{"speaker":"Pacific time, 7","startTime":2987.277,"endTime":2987.517,"body":"Okay."},{"speaker":"Pacific time, 7","startTime":2987.517,"endTime":2988.987,"body":"We've got bunch of thank you."},{"speaker":"Pacific time, 7","startTime":2989.045,"endTime":2990.083,"body":"I'm kind of falling behind here."},{"speaker":"Pacific time, 7","startTime":2990.088,"endTime":2991.283,"body":"I got a bunch in the chat box."},{"speaker":"Pacific time, 7","startTime":2991.288,"endTime":2992.063,"body":"I'm gonna kick."},{"speaker":"Pacific time, 7","startTime":2992.363,"endTime":2994.523,"body":"Andy is my last call live and"},{"speaker":"Pacific time, 7","startTime":2992.363,"endTime":2994.523,"body":"I'll go through the chat box,"},{"speaker":"Pacific time, 7","startTime":2994.528,"endTime":2995.423,"body":"try and knock some of those out."},{"speaker":"Pacific time, 7","startTime":2995.813,"endTime":2996.113,"body":"Andy."},{"speaker":"Pacific time, 7","startTime":2996.113,"endTime":2996.743,"body":"Welcome for a call."},{"speaker":"Pacific time, 7","startTime":2996.743,"endTime":2997.463,"body":"How can I help you?"},{"speaker":"Pacific time, 7","startTime":2997.463,"endTime":2998.753,"body":"Let me unmute you real quick."},{"speaker":"Pacific time, 7","startTime":3000.073,"endTime":3000.943,"body":"Hey, bill, how are you?"},{"speaker":"Pacific time, 7","startTime":3001.273,"endTime":3001.813,"body":"I'm great."},{"speaker":"Pacific time, 7","startTime":3002.543,"endTime":3005.095,"body":"Kind of piggybacking"},{"speaker":"Pacific time, 7","startTime":3002.543,"endTime":3005.095,"body":"on that last call."},{"speaker":"Pacific time, 7","startTime":3005.134,"endTime":3007.744,"body":"I was, I'm getting back"},{"speaker":"Pacific time, 7","startTime":3005.134,"endTime":3007.744,"body":"into the probate thing after"},{"speaker":"Pacific time, 7","startTime":3007.744,"endTime":3010.384,"body":"being out for geez, maybe"},{"speaker":"Pacific time, 7","startTime":3007.744,"endTime":3010.384,"body":"about a year and a half."},{"speaker":"Pacific time, 7","startTime":3011.404,"endTime":3014.469,"body":"And I've decided to go"},{"speaker":"Pacific time, 7","startTime":3011.404,"endTime":3014.469,"body":"through the historical"},{"speaker":"Pacific time, 7","startTime":3014.469,"endTime":3015.369,"body":"leads that I have."},{"speaker":"Pacific time, 7","startTime":3015.969,"endTime":3016.359,"body":"Beautiful."},{"speaker":"Pacific time, 7","startTime":3016.749,"endTime":3020.151,"body":"Do you have a different tact"},{"speaker":"Pacific time, 7","startTime":3016.749,"endTime":3020.151,"body":"that you would take when"},{"speaker":"Pacific time, 7","startTime":3020.151,"endTime":3023.482,"body":"calling a historical lead"},{"speaker":"Pacific time, 7","startTime":3020.151,"endTime":3023.482,"body":"as opposed to a new movie?"},{"speaker":"Pacific time, 7","startTime":3025.852,"endTime":3026.122,"body":"No."},{"speaker":"Pacific time, 7","startTime":3026.122,"endTime":3029.202,"body":"I mean, it's no different"},{"speaker":"Pacific time, 7","startTime":3026.122,"endTime":3029.202,"body":"than calling old expireds."},{"speaker":"Pacific time, 7","startTime":3029.327,"endTime":3031.277,"body":"I would just say, I know"},{"speaker":"Pacific time, 7","startTime":3029.327,"endTime":3031.277,"body":"she'd filed the probate"},{"speaker":"Pacific time, 7","startTime":3031.277,"endTime":3032.027,"body":"a year and a half ago."},{"speaker":"Pacific time, 7","startTime":3032.027,"endTime":3035.417,"body":"My record show the property"},{"speaker":"Pacific time, 7","startTime":3032.027,"endTime":3035.417,"body":"is still available or the"},{"speaker":"Pacific time, 7","startTime":3035.417,"endTime":3036.167,"body":"property is still open."},{"speaker":"Pacific time, 7","startTime":3036.167,"endTime":3037.637,"body":"I'm going to see how it"},{"speaker":"Pacific time, 7","startTime":3036.167,"endTime":3037.637,"body":"can be of assistance."},{"speaker":"Pacific time, 7","startTime":3038.177,"endTime":3038.447,"body":"Okay."},{"speaker":"Pacific time, 7","startTime":3038.717,"endTime":3040.907,"body":"So pretty much the same"},{"speaker":"Pacific time, 7","startTime":3038.717,"endTime":3040.907,"body":"T but maybe mention"},{"speaker":"Pacific time, 7","startTime":3041.357,"endTime":3042.437,"body":"yeah, hundred percent."},{"speaker":"Pacific time, 7","startTime":3042.437,"endTime":3044.856,"body":"I would definitely mention"},{"speaker":"Pacific time, 7","startTime":3042.437,"endTime":3044.856,"body":"if, you know, it's older, the"},{"speaker":"Pacific time, 7","startTime":3044.856,"endTime":3045.936,"body":"data comes with a file date."},{"speaker":"Pacific time, 7","startTime":3045.941,"endTime":3046.956,"body":"So you know that it's older."},{"speaker":"Pacific time, 7","startTime":3046.956,"endTime":3048.786,"body":"I would definitely"},{"speaker":"Pacific time, 7","startTime":3046.956,"endTime":3048.786,"body":"call it forever maybe."},{"speaker":"Pacific time, 7","startTime":3048.816,"endTime":3050.519,"body":"And maybe you, you"},{"speaker":"Pacific time, 7","startTime":3048.816,"endTime":3050.519,"body":"cycle through them."},{"speaker":"Pacific time, 7","startTime":3050.939,"endTime":3052.319,"body":"Three times and set 'em"},{"speaker":"Pacific time, 7","startTime":3050.939,"endTime":3052.319,"body":"aside again and come"},{"speaker":"Pacific time, 7","startTime":3052.319,"endTime":3054.539,"body":"back every 90 days to"},{"speaker":"Pacific time, 7","startTime":3052.319,"endTime":3054.539,"body":"get through more quickly."},{"speaker":"Pacific time, 7","startTime":3054.749,"endTime":3055.559,"body":"But I would definitely do that."},{"speaker":"Pacific time, 7","startTime":3057.149,"endTime":3057.419,"body":"Okay."},{"speaker":"Pacific time, 7","startTime":3057.659,"endTime":3057.869,"body":"Thank you."},{"speaker":"Pacific time, 7","startTime":3057.869,"endTime":3058.289,"body":"Okay."},{"speaker":"Pacific time, 7","startTime":3059.549,"endTime":3059.849,"body":"Okay."},{"speaker":"Pacific time, 7","startTime":3059.849,"endTime":3062.279,"body":"I'm gonna try and get through,"},{"speaker":"Pacific time, 7","startTime":3059.849,"endTime":3062.279,"body":"I, we have a bunch in the chat"},{"speaker":"Pacific time, 7","startTime":3062.279,"endTime":3063.629,"body":"box that I wanna kind of answer."},{"speaker":"Pacific time, 7","startTime":3063.629,"endTime":3064.019,"body":"Let's see."},{"speaker":"Pacific time, 7","startTime":3064.259,"endTime":3065.669,"body":"Elizabeth, ask a great question."},{"speaker":"Pacific time, 7","startTime":3066.069,"endTime":3067.558,"body":"What if you're starting"},{"speaker":"Pacific time, 7","startTime":3066.069,"endTime":3067.558,"body":"out, don't have revenue"},{"speaker":"Pacific time, 7","startTime":3067.563,"endTime":3070.438,"body":"to spend a dollar system"},{"speaker":"Pacific time, 7","startTime":3067.563,"endTime":3070.438,"body":"or hire assistance."},{"speaker":"Pacific time, 7","startTime":3070.479,"endTime":3073.053,"body":"You know, Elizabeth, I,"},{"speaker":"Pacific time, 7","startTime":3070.479,"endTime":3073.053,"body":"but you, I got 10 fingers."},{"speaker":"Pacific time, 7","startTime":3073.053,"endTime":3074.493,"body":"They all can hit the"},{"speaker":"Pacific time, 7","startTime":3073.053,"endTime":3074.493,"body":"button on the phone."},{"speaker":"Pacific time, 7","startTime":3075.033,"endTime":3077.733,"body":"There's no real, you can"},{"speaker":"Pacific time, 7","startTime":3075.033,"endTime":3077.733,"body":"load 'em in a spreadsheet"},{"speaker":"Pacific time, 7","startTime":3077.733,"endTime":3080.745,"body":"and click on 'em using I use"},{"speaker":"Pacific time, 7","startTime":3077.733,"endTime":3080.745,"body":"Google voice or Skype out or"},{"speaker":"Pacific time, 7","startTime":3080.75,"endTime":3082.575,"body":"whatever your phone system has."},{"speaker":"Pacific time, 7","startTime":3082.59,"endTime":3084.495,"body":"Or if you had to just use a"},{"speaker":"Pacific time, 7","startTime":3082.59,"endTime":3084.495,"body":"phone in your fingers, I would"},{"speaker":"Pacific time, 7","startTime":3084.495,"endTime":3086.565,"body":"dial it, but we reinvest money."},{"speaker":"Pacific time, 7","startTime":3086.565,"endTime":3088.065,"body":"I would not spend money"},{"speaker":"Pacific time, 7","startTime":3086.565,"endTime":3088.065,"body":"before you have it."},{"speaker":"Pacific time, 7","startTime":3088.065,"endTime":3088.575,"body":"I wouldn't spend money."},{"speaker":"Pacific time, 7","startTime":3088.575,"endTime":3090.795,"body":"You don't have, I would"},{"speaker":"Pacific time, 7","startTime":3088.575,"endTime":3090.795,"body":"not let that hold you"},{"speaker":"Pacific time, 7","startTime":3090.795,"endTime":3091.88,"body":"up in your business."},{"speaker":"Pacific time, 7","startTime":3091.885,"endTime":3095.42,"body":"So if you don't have money to"},{"speaker":"Pacific time, 7","startTime":3091.885,"endTime":3095.42,"body":"invest or to reinvest, then you"},{"speaker":"Pacific time, 7","startTime":3095.425,"endTime":3098.23,"body":"need to get started and you're"},{"speaker":"Pacific time, 7","startTime":3095.425,"endTime":3098.23,"body":"investing your time to get"},{"speaker":"Pacific time, 7","startTime":3098.23,"endTime":3099.79,"body":"started, feel free to reach out."},{"speaker":"Pacific time, 7","startTime":3099.79,"endTime":3102.02,"body":"If that doesn't answer your"},{"speaker":"Pacific time, 7","startTime":3099.79,"endTime":3102.02,"body":"question clearly for you."},{"speaker":"Pacific time, 7","startTime":3102.088,"endTime":3102.104,"body":"I."},{"speaker":"Pacific time, 7","startTime":3102.104,"endTime":3104.079,"body":"Chris says that the errors"},{"speaker":"Pacific time, 7","startTime":3102.104,"endTime":3104.079,"body":"can sell their individual"},{"speaker":"Pacific time, 7","startTime":3104.079,"endTime":3105.939,"body":"interests, that they don't"},{"speaker":"Pacific time, 7","startTime":3104.079,"endTime":3105.939,"body":"wanna wait for the litigation."},{"speaker":"Pacific time, 7","startTime":3105.939,"endTime":3106.269,"body":"Yes."},{"speaker":"Pacific time, 7","startTime":3106.269,"endTime":3108.259,"body":"Errors can always sell"},{"speaker":"Pacific time, 7","startTime":3106.269,"endTime":3108.259,"body":"their, their, if they wanna"},{"speaker":"Pacific time, 7","startTime":3108.259,"endTime":3110.329,"body":"wait for litigation or just"},{"speaker":"Pacific time, 7","startTime":3108.259,"endTime":3110.329,"body":"for the probate in general."},{"speaker":"Pacific time, 7","startTime":3110.969,"endTime":3114.193,"body":"Don mentioned Upwork"},{"speaker":"Pacific time, 7","startTime":3110.969,"endTime":3114.193,"body":"as a upworks.com."},{"speaker":"Pacific time, 7","startTime":3114.223,"endTime":3116.863,"body":"I use Upwork for a lot of"},{"speaker":"Pacific time, 7","startTime":3114.223,"endTime":3116.863,"body":"VA work, but again, they"},{"speaker":"Pacific time, 7","startTime":3116.868,"endTime":3119.671,"body":"don't come trained in my"},{"speaker":"Pacific time, 7","startTime":3116.868,"endTime":3119.671,"body":"experience having to hire them."},{"speaker":"Pacific time, 7","startTime":3119.971,"endTime":3122.571,"body":"There are companies that"},{"speaker":"Pacific time, 7","startTime":3119.971,"endTime":3122.571,"body":"have trained ISAs that"},{"speaker":"Pacific time, 7","startTime":3122.571,"endTime":3124.311,"body":"are, have systems in"},{"speaker":"Pacific time, 7","startTime":3122.571,"endTime":3124.311,"body":"place to support them."},{"speaker":"Pacific time, 7","startTime":3124.316,"endTime":3125.361,"body":"I did not find Upwork."},{"speaker":"Pacific time, 7","startTime":3125.811,"endTime":3128.301,"body":"I views Upwork before"},{"speaker":"Pacific time, 7","startTime":3125.811,"endTime":3128.301,"body":"they were Upwork."},{"speaker":"Pacific time, 7","startTime":3128.301,"endTime":3130.575,"body":"And I have currently seven"},{"speaker":"Pacific time, 7","startTime":3128.301,"endTime":3130.575,"body":"VAs with them going on"},{"speaker":"Pacific time, 7","startTime":3130.58,"endTime":3132.861,"body":"different projects, but I"},{"speaker":"Pacific time, 7","startTime":3130.58,"endTime":3132.861,"body":"don't believe they have you"},{"speaker":"Pacific time, 7","startTime":3132.861,"endTime":3134.601,"body":"know, odds are, you're not"},{"speaker":"Pacific time, 7","startTime":3132.861,"endTime":3134.601,"body":"gonna find somebody who's"},{"speaker":"Pacific time, 7","startTime":3134.601,"endTime":3136.063,"body":"gonna get done what you need."},{"speaker":"Pacific time, 7","startTime":3136.063,"endTime":3138.737,"body":"Belinda says she had ISA"},{"speaker":"Pacific time, 7","startTime":3136.063,"endTime":3138.737,"body":"do calls for the list"},{"speaker":"Pacific time, 7","startTime":3139.157,"endTime":3140.252,"body":"and she didn't get much."},{"speaker":"Pacific time, 7","startTime":3140.252,"endTime":3141.28,"body":"But you do have call reluctance."},{"speaker":"Pacific time, 7","startTime":3141.28,"endTime":3143.89,"body":"Yeah, Belinda, the problem is if"},{"speaker":"Pacific time, 7","startTime":3141.28,"endTime":3143.89,"body":"you have call reluctance, you're"},{"speaker":"Pacific time, 7","startTime":3143.895,"endTime":3148.18,"body":"not gonna solve that problem"},{"speaker":"Pacific time, 7","startTime":3143.895,"endTime":3148.18,"body":"with an ISA because it they're"},{"speaker":"Pacific time, 7","startTime":3148.18,"endTime":3150.88,"body":"gonna set appointments or leads"},{"speaker":"Pacific time, 7","startTime":3148.18,"endTime":3150.88,"body":"for you and you need to be good"},{"speaker":"Pacific time, 7","startTime":3150.88,"endTime":3152.05,"body":"on the phone to convert them."},{"speaker":"Pacific time, 7","startTime":3152.05,"endTime":3153.01,"body":"That's even the higher."},{"speaker":"Pacific time, 7","startTime":3153.385,"endTime":3154.585,"body":"Pay off business."},{"speaker":"Pacific time, 7","startTime":3154.975,"endTime":3156.505,"body":"So definitely if you have"},{"speaker":"Pacific time, 7","startTime":3154.975,"endTime":3156.505,"body":"car reluctance, that's"},{"speaker":"Pacific time, 7","startTime":3156.505,"endTime":3157.205,"body":"gonna be a challenge."},{"speaker":"Pacific time, 7","startTime":3157.205,"endTime":3159.452,"body":"Brian says, if there's one thing"},{"speaker":"Pacific time, 7","startTime":3157.205,"endTime":3159.452,"body":"I could take off your plate"},{"speaker":"Pacific time, 7","startTime":3159.452,"endTime":3160.592,"body":"to help you, what would it be?"},{"speaker":"Pacific time, 7","startTime":3160.892,"endTime":3161.832,"body":"That's a great question."},{"speaker":"Pacific time, 7","startTime":3161.843,"endTime":3164.003,"body":"Again, I think that we"},{"speaker":"Pacific time, 7","startTime":3161.843,"endTime":3164.003,"body":"wanna come from, I wanna"},{"speaker":"Pacific time, 7","startTime":3164.008,"endTime":3164.843,"body":"come from being positive."},{"speaker":"Pacific time, 7","startTime":3164.843,"endTime":3167.463,"body":"I want them to be engaged"},{"speaker":"Pacific time, 7","startTime":3164.843,"endTime":3167.463,"body":"in a positive way."},{"speaker":"Pacific time, 7","startTime":3167.463,"endTime":3167.716,"body":"Okay."},{"speaker":"Pacific time, 7","startTime":3167.716,"endTime":3169.426,"body":"Elizabeth says I'm"},{"speaker":"Pacific time, 7","startTime":3167.716,"endTime":3169.426,"body":"in the same position."},{"speaker":"Pacific time, 7","startTime":3169.431,"endTime":3171.106,"body":"I'm glad you guys are"},{"speaker":"Pacific time, 7","startTime":3169.431,"endTime":3171.106,"body":"helping each other out here."},{"speaker":"Pacific time, 7","startTime":3171.646,"endTime":3172.936,"body":"Role play is important."},{"speaker":"Pacific time, 7","startTime":3172.936,"endTime":3175.336,"body":"So I would say role"},{"speaker":"Pacific time, 7","startTime":3172.936,"endTime":3175.336,"body":"play can be important."},{"speaker":"Pacific time, 7","startTime":3175.336,"endTime":3176.926,"body":"I've done a lot of"},{"speaker":"Pacific time, 7","startTime":3175.336,"endTime":3176.926,"body":"role play in my career."},{"speaker":"Pacific time, 7","startTime":3176.993,"endTime":3179.098,"body":"I would say don't role play"},{"speaker":"Pacific time, 7","startTime":3176.993,"endTime":3179.098,"body":"and then hang up the phone"},{"speaker":"Pacific time, 7","startTime":3179.103,"endTime":3180.088,"body":"and not make your phone calls."},{"speaker":"Pacific time, 7","startTime":3180.418,"endTime":3182.728,"body":"Sometimes I know a lot of"},{"speaker":"Pacific time, 7","startTime":3180.418,"endTime":3182.728,"body":"agents have hidden behind role"},{"speaker":"Pacific time, 7","startTime":3182.728,"endTime":3184.528,"body":"play and conserve that work."},{"speaker":"Pacific time, 7","startTime":3184.528,"endTime":3186.868,"body":"I would rather you role"},{"speaker":"Pacific time, 7","startTime":3184.528,"endTime":3186.868,"body":"play with customers and"},{"speaker":"Pacific time, 7","startTime":3186.868,"endTime":3189.538,"body":"make the phone calls than"},{"speaker":"Pacific time, 7","startTime":3186.868,"endTime":3189.538,"body":"role play with a partner"},{"speaker":"Pacific time, 7","startTime":3189.538,"endTime":3190.678,"body":"and then not make the calls."},{"speaker":"Pacific time, 7","startTime":3191.683,"endTime":3193.813,"body":"Brian says too much explaining"},{"speaker":"Pacific time, 7","startTime":3191.683,"endTime":3193.813,"body":"before they start talking."},{"speaker":"Pacific time, 7","startTime":3193.843,"endTime":3194.663,"body":"I would agree."},{"speaker":"Pacific time, 7","startTime":3194.663,"endTime":3196.433,"body":"And then he gets"},{"speaker":"Pacific time, 7","startTime":3194.663,"endTime":3196.433,"body":"some sample scripts."},{"speaker":"Pacific time, 7","startTime":3196.643,"endTime":3197.243,"body":"Very nice."},{"speaker":"Pacific time, 7","startTime":3197.243,"endTime":3198.173,"body":"I think they look great."},{"speaker":"Pacific time, 7","startTime":3198.19,"endTime":3200.44,"body":"And somebody's"},{"speaker":"Pacific time, 7","startTime":3198.19,"endTime":3200.44,"body":"gonna schedule fine."},{"speaker":"Pacific time, 7","startTime":3200.44,"endTime":3201.273,"body":"Okay, thank you, bill."},{"speaker":"Pacific time, 7","startTime":3201.273,"endTime":3202.817,"body":"Working team, some"},{"speaker":"Pacific time, 7","startTime":3201.273,"endTime":3202.817,"body":"probate scripts."},{"speaker":"Pacific time, 7","startTime":3202.853,"endTime":3204.873,"body":"I would say probate ma"},{"speaker":"Pacific time, 7","startTime":3202.853,"endTime":3204.873,"body":"Elizabeth probate mastery would"},{"speaker":"Pacific time, 7","startTime":3204.873,"endTime":3206.716,"body":"have scripts there for you."},{"speaker":"Pacific time, 7","startTime":3206.716,"endTime":3209.042,"body":"Victoria says she's"},{"speaker":"Pacific time, 7","startTime":3206.716,"endTime":3209.042,"body":"new to the program,"},{"speaker":"Pacific time, 7","startTime":3209.342,"endTime":3210.392,"body":"realtor, mostly listing."},{"speaker":"Pacific time, 7","startTime":3210.392,"endTime":3211.412,"body":"Where did she get data?"},{"speaker":"Pacific time, 7","startTime":3211.832,"endTime":3214.226,"body":"So, a number of people here"},{"speaker":"Pacific time, 7","startTime":3211.832,"endTime":3214.226,"body":"today, we talked about all"},{"speaker":"Pacific time, 7","startTime":3214.226,"endTime":3217.886,"body":"the leads.com as a source"},{"speaker":"Pacific time, 7","startTime":3214.226,"endTime":3217.886,"body":"of data on my website."},{"speaker":"Pacific time, 7","startTime":3217.927,"endTime":3220.447,"body":"The LA probate expert.com."},{"speaker":"Pacific time, 7","startTime":3220.517,"endTime":3224.845,"body":"I actually have a page"},{"speaker":"Pacific time, 7","startTime":3220.517,"endTime":3224.845,"body":"with all the various data."},{"speaker":"Pacific time, 7","startTime":3224.845,"endTime":3226.675,"body":"I'm not sure where you're"},{"speaker":"Pacific time, 7","startTime":3224.845,"endTime":3226.675,"body":"calling from Victoria Torres."},{"speaker":"Pacific time, 7","startTime":3226.735,"endTime":3227.725,"body":"Maybe I should remember."},{"speaker":"Pacific time, 7","startTime":3227.995,"endTime":3232.615,"body":"I know I recognize your name,"},{"speaker":"Pacific time, 7","startTime":3227.995,"endTime":3232.615,"body":"but hold on one second on a"},{"speaker":"Pacific time, 7","startTime":3232.62,"endTime":3234.745,"body":"website, I have a page with"},{"speaker":"Pacific time, 7","startTime":3232.62,"endTime":3234.745,"body":"all the data sources that"},{"speaker":"Pacific time, 7","startTime":3234.775,"endTime":3237.325,"body":"I've discovered and I'll put"},{"speaker":"Pacific time, 7","startTime":3234.775,"endTime":3237.325,"body":"it in the chat box right now."},{"speaker":"Pacific time, 7","startTime":3237.367,"endTime":3240.487,"body":"And if you know, you can try"},{"speaker":"Pacific time, 7","startTime":3237.367,"endTime":3240.487,"body":"them, some cities and areas have"},{"speaker":"Pacific time, 7","startTime":3240.697,"endTime":3241.867,"body":"some that don't have others."},{"speaker":"Pacific time, 7","startTime":3242.302,"endTime":3244.262,"body":"So, all the leads is national."},{"speaker":"Pacific time, 7","startTime":3244.263,"endTime":3248.304,"body":"Probates daily is national"},{"speaker":"Pacific time, 7","startTime":3244.263,"endTime":3248.304,"body":"probates data is national."},{"speaker":"Pacific time, 7","startTime":3248.634,"endTime":3251.172,"body":"So try one that works for you,"},{"speaker":"Pacific time, 7","startTime":3248.634,"endTime":3251.172,"body":"or if you wanna reach out to me"},{"speaker":"Pacific time, 7","startTime":3251.215,"endTime":3253.075,"body":"you know, reach out and be glad"},{"speaker":"Pacific time, 7","startTime":3251.215,"endTime":3253.075,"body":"to talk to you individually."},{"speaker":"Pacific time, 7","startTime":3253.915,"endTime":3254.305,"body":"Okay."},{"speaker":"Pacific time, 7","startTime":3254.31,"endTime":3255.265,"body":"So scripts."},{"speaker":"Pacific time, 7","startTime":3255.265,"endTime":3255.565,"body":"Wow."},{"speaker":"Pacific time, 7","startTime":3255.565,"endTime":3258.598,"body":"Got 21 call 21 things"},{"speaker":"Pacific time, 7","startTime":3255.565,"endTime":3258.598,"body":"I didn't get to here."},{"speaker":"Pacific time, 7","startTime":3258.838,"endTime":3259.498,"body":"I got apologize."},{"speaker":"Pacific time, 7","startTime":3259.498,"endTime":3261.268,"body":"I'll let time kind of"},{"speaker":"Pacific time, 7","startTime":3259.498,"endTime":3261.268,"body":"run out on me here."},{"speaker":"Pacific time, 7","startTime":3261.808,"endTime":3262.198,"body":"Oh man."},{"speaker":"Pacific time, 7","startTime":3262.198,"endTime":3262.708,"body":"Got to it all."},{"speaker":"Pacific time, 7","startTime":3262.708,"endTime":3262.948,"body":"Okay."},{"speaker":"Pacific time, 7","startTime":3262.948,"endTime":3263.218,"body":"Good."},{"speaker":"Pacific time, 7","startTime":3263.488,"endTime":3264.208,"body":"Last question."},{"speaker":"Pacific time, 7","startTime":3264.208,"endTime":3264.988,"body":"MENA, hand up."},{"speaker":"Pacific time, 7","startTime":3264.988,"endTime":3265.708,"body":"You've been patient."},{"speaker":"Pacific time, 7","startTime":3265.978,"endTime":3266.608,"body":"Sorry about that."},{"speaker":"Pacific time, 7","startTime":3266.608,"endTime":3267.788,"body":"I'm running fast myself."},{"speaker":"Pacific time, 7","startTime":3267.827,"endTime":3269.103,"body":"How can I get,"},{"speaker":"Pacific time, 7","startTime":3267.827,"endTime":3269.103,"body":"how can I help you"},{"speaker":"Pacific time, 7","startTime":3269.403,"endTime":3269.763,"body":"MENA?"},{"speaker":"Pacific time, 7","startTime":3269.763,"endTime":3271.833,"body":"I've asked you to unmute, but"},{"speaker":"Pacific time, 7","startTime":3269.763,"endTime":3271.833,"body":"you're in your hands up, but"},{"speaker":"Pacific time, 7","startTime":3271.833,"endTime":3273.513,"body":"I don't see you UN muting."},{"speaker":"Pacific time, 7","startTime":3274.983,"endTime":3277.233,"body":"No last call marina."},{"speaker":"Pacific time, 7","startTime":3277.683,"endTime":3278.743,"body":"Okay, so we're gonna, I'm here."},{"speaker":"Pacific time, 7","startTime":3278.743,"endTime":3278.983,"body":"Sorry."},{"speaker":"Pacific time, 7","startTime":3279.283,"endTime":3279.863,"body":"Oh, no problem."},{"speaker":"Pacific time, 7","startTime":3280.003,"endTime":3280.543,"body":"How can I help you?"},{"speaker":"Pacific time, 7","startTime":3280.543,"endTime":3281.883,"body":"I have a quick question."},{"speaker":"Pacific time, 7","startTime":3281.908,"endTime":3283.798,"body":"I've been door knocking"},{"speaker":"Pacific time, 7","startTime":3281.908,"endTime":3283.798,"body":"around my house."},{"speaker":"Pacific time, 7","startTime":3283.853,"endTime":3287.795,"body":"And I through neighbors I"},{"speaker":"Pacific time, 7","startTime":3283.853,"endTime":3287.795,"body":"heard that two families,"},{"speaker":"Pacific time, 7","startTime":3287.985,"endTime":3289.798,"body":"well, two owners passed away."},{"speaker":"Pacific time, 7","startTime":3289.802,"endTime":3291.362,"body":"I check with the title company."},{"speaker":"Pacific time, 7","startTime":3291.362,"endTime":3292.742,"body":"They both have trust."},{"speaker":"Pacific time, 7","startTime":3293.162,"endTime":3297.156,"body":"So that means they're not going"},{"speaker":"Pacific time, 7","startTime":3293.162,"endTime":3297.156,"body":"through through probate probably"},{"speaker":"Pacific time, 7","startTime":3297.156,"endTime":3300.194,"body":"uh, what's the best way to"},{"speaker":"Pacific time, 7","startTime":3297.156,"endTime":3300.194,"body":"reach out to families like that."},{"speaker":"Pacific time, 7","startTime":3301.544,"endTime":3305.723,"body":"You know, I can't say I've ever"},{"speaker":"Pacific time, 7","startTime":3301.544,"endTime":3305.723,"body":"discovered a magic formula other"},{"speaker":"Pacific time, 7","startTime":3305.723,"endTime":3307.763,"body":"than trying to find somebody"},{"speaker":"Pacific time, 7","startTime":3305.723,"endTime":3307.763,"body":"who knows them and reach out to"},{"speaker":"Pacific time, 7","startTime":3307.763,"endTime":3311.423,"body":"them mail to the house mail to"},{"speaker":"Pacific time, 7","startTime":3307.763,"endTime":3311.423,"body":"the address of the tax records."},{"speaker":"Pacific time, 7","startTime":3311.483,"endTime":3312.383,"body":"That's what I did."},{"speaker":"Pacific time, 7","startTime":3312.503,"endTime":3312.743,"body":"Yeah."},{"speaker":"Pacific time, 7","startTime":3312.831,"endTime":3314.811,"body":"I I've done that in,"},{"speaker":"Pacific time, 7","startTime":3312.831,"endTime":3314.811,"body":"I can't say I have any"},{"speaker":"Pacific time, 7","startTime":3314.811,"endTime":3315.891,"body":"special talent in that area."},{"speaker":"Pacific time, 7","startTime":3316.581,"endTime":3317.331,"body":"Okay, great."},{"speaker":"Pacific time, 7","startTime":3317.541,"endTime":3317.931,"body":"Thank you."},{"speaker":"Pacific time, 7","startTime":3317.931,"endTime":3318.141,"body":"Okay."},{"speaker":"Pacific time, 7","startTime":3318.201,"endTime":3318.471,"body":"Sure."},{"speaker":"Pacific time, 7","startTime":3318.471,"endTime":3320.817,"body":"So I can't help more, but yeah,"},{"speaker":"Pacific time, 7","startTime":3318.471,"endTime":3320.817,"body":"I think that's a magic question"},{"speaker":"Pacific time, 7","startTime":3320.817,"endTime":3323.142,"body":"every once in a, where do I get,"},{"speaker":"Pacific time, 7","startTime":3320.817,"endTime":3323.142,"body":"where do I get the trust lead"},{"speaker":"Pacific time, 7","startTime":3323.472,"endTime":3325.872,"body":"phone number of the person who"},{"speaker":"Pacific time, 7","startTime":3323.472,"endTime":3325.872,"body":"really controls the trust and"},{"speaker":"Pacific time, 7","startTime":3325.872,"endTime":3328.812,"body":"the answer is they built the"},{"speaker":"Pacific time, 7","startTime":3325.872,"endTime":3328.812,"body":"trust, so you can't find them."},{"speaker":"Pacific time, 7","startTime":3328.812,"endTime":3330.296,"body":"So, it's challenging."},{"speaker":"Pacific time, 7","startTime":3330.296,"endTime":3332.386,"body":"And but you know, once your"},{"speaker":"Pacific time, 7","startTime":3330.296,"endTime":3332.386,"body":"door, one of the powers"},{"speaker":"Pacific time, 7","startTime":3332.386,"endTime":3333.946,"body":"of door knocking is to"},{"speaker":"Pacific time, 7","startTime":3332.386,"endTime":3333.946,"body":"ask about the neighbors."},{"speaker":"Pacific time, 7","startTime":3333.951,"endTime":3336.886,"body":"Sometimes you ask them and say,"},{"speaker":"Pacific time, 7","startTime":3333.951,"endTime":3336.886,"body":"I've been trying to reach so,"},{"speaker":"Pacific time, 7","startTime":3336.886,"endTime":3339.706,"body":"and so the neighbors will love"},{"speaker":"Pacific time, 7","startTime":3336.886,"endTime":3339.706,"body":"the house to be sold because"},{"speaker":"Pacific time, 7","startTime":3339.706,"endTime":3340.906,"body":"it will sell for high price."},{"speaker":"Pacific time, 7","startTime":3340.906,"endTime":3343.606,"body":"We'll bring typically"},{"speaker":"Pacific time, 7","startTime":3340.906,"endTime":3343.606,"body":"more tax revenue and a."},{"speaker":"Pacific time, 7","startTime":3344.176,"endTime":3346.216,"body":"A new neighbor in a house"},{"speaker":"Pacific time, 7","startTime":3344.176,"endTime":3346.216,"body":"that otherwise is abandoned."},{"speaker":"Pacific time, 7","startTime":3346.606,"endTime":3349.271,"body":"And so, you might ask them"},{"speaker":"Pacific time, 7","startTime":3346.606,"endTime":3349.271,"body":"if they know where the who's"},{"speaker":"Pacific time, 7","startTime":3349.271,"endTime":3350.831,"body":"in charge, where the kids"},{"speaker":"Pacific time, 7","startTime":3349.271,"endTime":3350.831,"body":"are, who are running that."},{"speaker":"Pacific time, 7","startTime":3350.831,"endTime":3352.521,"body":"And that might be that's"},{"speaker":"Pacific time, 7","startTime":3350.831,"endTime":3352.521,"body":"been the only thing I've"},{"speaker":"Pacific time, 7","startTime":3352.521,"endTime":3353.571,"body":"ever done that worked for me."},{"speaker":"Pacific time, 7","startTime":3354.321,"endTime":3354.411,"body":"Okay."},{"speaker":"Pacific time, 7","startTime":3354.454,"endTime":3354.844,"body":"Sure."},{"speaker":"Pacific time, 7","startTime":3354.891,"endTime":3356.148,"body":"So I asked, do I have"},{"speaker":"Pacific time, 7","startTime":3354.891,"endTime":3356.148,"body":"a training on Thursday?"},{"speaker":"Pacific time, 7","startTime":3356.148,"endTime":3356.658,"body":"Yes, I do."},{"speaker":"Pacific time, 7","startTime":3356.658,"endTime":3360.678,"body":"Probate weekly.com is Thursdays"},{"speaker":"Pacific time, 7","startTime":3356.658,"endTime":3360.678,"body":"4:00 PM Pacific 7:00 PM."},{"speaker":"Pacific time, 7","startTime":3360.678,"endTime":3363.168,"body":"Eastern probate, weekly.com."},{"speaker":"Pacific time, 7","startTime":3363.408,"endTime":3366.798,"body":"I also have a Facebook group,"},{"speaker":"Pacific time, 7","startTime":3363.408,"endTime":3366.798,"body":"probate experts in Facebook"},{"speaker":"Pacific time, 7","startTime":3367.128,"endTime":3370.188,"body":"that said I also am regularly"},{"speaker":"Pacific time, 7","startTime":3367.128,"endTime":3370.188,"body":"on the probate mastery,"},{"speaker":"Pacific time, 7","startTime":3370.518,"endTime":3373.938,"body":"alumni chat board in Facebook,"},{"speaker":"Pacific time, 7","startTime":3370.518,"endTime":3373.938,"body":"go there with questions."},{"speaker":"Pacific time, 7","startTime":3374.002,"endTime":3377.201,"body":"And that's why we have this"},{"speaker":"Pacific time, 7","startTime":3374.002,"endTime":3377.201,"body":"call is to as to share together."},{"speaker":"Pacific time, 7","startTime":3377.201,"endTime":3378.881,"body":"So feel free to reach"},{"speaker":"Pacific time, 7","startTime":3377.201,"endTime":3378.881,"body":"out to me there and"},{"speaker":"Pacific time, 7","startTime":3378.881,"endTime":3379.661,"body":"I'll catch up with you."},{"speaker":"Pacific time, 7","startTime":3380.411,"endTime":3381.821,"body":"I somehow got"},{"speaker":"Pacific time, 7","startTime":3380.411,"endTime":3381.821,"body":"through all the chat."},{"speaker":"Pacific time, 7","startTime":3381.821,"endTime":3382.151,"body":"I'm sorry."},{"speaker":"Pacific time, 7","startTime":3382.151,"endTime":3383.981,"body":"I kind of ran behind"},{"speaker":"Pacific time, 7","startTime":3382.151,"endTime":3383.981,"body":"there, but you guys are"},{"speaker":"Pacific time, 7","startTime":3383.986,"endTime":3384.611,"body":"really engaging today."},{"speaker":"Pacific time, 7","startTime":3384.611,"endTime":3385.811,"body":"Thank you for participating."},{"speaker":"Pacific time, 7","startTime":3385.931,"endTime":3386.831,"body":"And again, the purpose."},{"speaker":"Pacific time, 7","startTime":3386.831,"endTime":3387.851,"body":"This call is."},{"speaker":"Pacific time, 7","startTime":3388.346,"endTime":3390.817,"body":"We're it's the teamwork"},{"speaker":"Pacific time, 7","startTime":3388.346,"endTime":3390.817,"body":"makes the dream work."},{"speaker":"Pacific time, 7","startTime":3391.327,"endTime":3393.517,"body":"We all, at some point in our"},{"speaker":"Pacific time, 7","startTime":3391.327,"endTime":3393.517,"body":"career is whether you're new"},{"speaker":"Pacific time, 7","startTime":3393.517,"endTime":3396.697,"body":"or established, like me start"},{"speaker":"Pacific time, 7","startTime":3393.517,"endTime":3396.697,"body":"out with dreams of a lot of"},{"speaker":"Pacific time, 7","startTime":3396.727,"endTime":3398.977,"body":"income and wealth and freedom."},{"speaker":"Pacific time, 7","startTime":3399.007,"endTime":3403.135,"body":"And and along the way we"},{"speaker":"Pacific time, 7","startTime":3399.007,"endTime":3403.135,"body":"discovered or will discover that"},{"speaker":"Pacific time, 7","startTime":3403.135,"endTime":3405.535,"body":"number one, it's more work that"},{"speaker":"Pacific time, 7","startTime":3403.135,"endTime":3405.535,"body":"we thought it was number two,"},{"speaker":"Pacific time, 7","startTime":3405.865,"endTime":3407.035,"body":"that we can't do it on our own."},{"speaker":"Pacific time, 7","startTime":3407.035,"endTime":3407.605,"body":"We need help."},{"speaker":"Pacific time, 7","startTime":3408.025,"endTime":3410.935,"body":"And Chad's an amazing coach"},{"speaker":"Pacific time, 7","startTime":3408.025,"endTime":3410.935,"body":"and I've been working with him"},{"speaker":"Pacific time, 7","startTime":3410.935,"endTime":3411.865,"body":"for three and a half years."},{"speaker":"Pacific time, 7","startTime":3411.869,"endTime":3412.741,"body":"Yet we need more than that."},{"speaker":"Pacific time, 7","startTime":3412.771,"endTime":3414.271,"body":"He can only be in"},{"speaker":"Pacific time, 7","startTime":3412.771,"endTime":3414.271,"body":"one place at a time."},{"speaker":"Pacific time, 7","startTime":3414.631,"endTime":3416.72,"body":"And that's what this calls is"},{"speaker":"Pacific time, 7","startTime":3414.631,"endTime":3416.72,"body":"design for us to work together"},{"speaker":"Pacific time, 7","startTime":3416.72,"endTime":3420.17,"body":"and support each other and"},{"speaker":"Pacific time, 7","startTime":3416.72,"endTime":3420.17,"body":"work on best practices today."},{"speaker":"Pacific time, 7","startTime":3420.17,"endTime":3422.27,"body":"The question is one that I"},{"speaker":"Pacific time, 7","startTime":3420.17,"endTime":3422.27,"body":"should know the answer to him."},{"speaker":"Pacific time, 7","startTime":3422.27,"endTime":3424.46,"body":"I'm embarrassed that I"},{"speaker":"Pacific time, 7","startTime":3422.27,"endTime":3424.46,"body":"don't, but I'll promise you"},{"speaker":"Pacific time, 7","startTime":3424.46,"endTime":3425.27,"body":"I'll know it by next week."},{"speaker":"Pacific time, 7","startTime":3425.27,"endTime":3427.19,"body":"And I think anybody in the"},{"speaker":"Pacific time, 7","startTime":3425.27,"endTime":3427.19,"body":"call today was serious about"},{"speaker":"Pacific time, 7","startTime":3427.55,"endTime":3428.24,"body":"their probate business."},{"speaker":"Pacific time, 7","startTime":3428.24,"endTime":3431.72,"body":"She'll also find out how is"},{"speaker":"Pacific time, 7","startTime":3428.24,"endTime":3431.72,"body":"the property value handled in"},{"speaker":"Pacific time, 7","startTime":3431.72,"endTime":3435.41,"body":"a step up or not in a probate"},{"speaker":"Pacific time, 7","startTime":3431.72,"endTime":3435.41,"body":"versus the sell the property in"},{"speaker":"Pacific time, 7","startTime":3435.41,"endTime":3437.896,"body":"probate versus the the Taking"},{"speaker":"Pacific time, 7","startTime":3435.41,"endTime":3437.896,"body":"the property and re selling it."},{"speaker":"Pacific time, 7","startTime":3438.046,"endTime":3438.976,"body":"It's a great question."},{"speaker":"Pacific time, 7","startTime":3439.04,"endTime":3441.098,"body":"I remember who asked the"},{"speaker":"Pacific time, 7","startTime":3439.04,"endTime":3441.098,"body":"question, but I'm embarrassed"},{"speaker":"Pacific time, 7","startTime":3441.103,"endTime":3442.868,"body":"that I didn't even know that,"},{"speaker":"Pacific time, 7","startTime":3441.103,"endTime":3442.868,"body":"but I'm gonna find out and"},{"speaker":"Pacific time, 7","startTime":3442.873,"endTime":3443.768,"body":"that's what this is for."},{"speaker":"Pacific time, 7","startTime":3444.038,"endTime":3446.858,"body":"We should all work to every"},{"speaker":"Pacific time, 7","startTime":3444.038,"endTime":3446.858,"body":"day, improve to be better, to"},{"speaker":"Pacific time, 7","startTime":3446.858,"endTime":3449.828,"body":"be, create more value for our"},{"speaker":"Pacific time, 7","startTime":3446.858,"endTime":3449.828,"body":"customers, more value for our"},{"speaker":"Pacific time, 7","startTime":3449.828,"endTime":3452.708,"body":"referral partners, attorneys,"},{"speaker":"Pacific time, 7","startTime":3449.828,"endTime":3452.708,"body":"or whoever, and then, and do"},{"speaker":"Pacific time, 7","startTime":3452.713,"endTime":3453.458,"body":"that by helping each other."},{"speaker":"Pacific time, 7","startTime":3453.458,"endTime":3454.298,"body":"So I'm here to help you."},{"speaker":"Pacific time, 7","startTime":3454.658,"endTime":3455.918,"body":"This is the probate master call."},{"speaker":"Pacific time, 7","startTime":3455.918,"endTime":3460.298,"body":"We do it every Tuesday, 12"},{"speaker":"Pacific time, 7","startTime":3455.918,"endTime":3460.298,"body":"noon, Pacific 3:00 PM Eastern,"},{"speaker":"Pacific time, 7","startTime":3460.298,"endTime":3462.908,"body":"and all the other times it's"},{"speaker":"Pacific time, 7","startTime":3460.298,"endTime":3462.908,"body":"posted on the website, probate"},{"speaker":"Pacific time, 7","startTime":3462.908,"endTime":3464.558,"body":"master.com under the podcast."},{"speaker":"Pacific time, 7","startTime":3464.918,"endTime":3466.508,"body":"And there's highlights"},{"speaker":"Pacific time, 7","startTime":3464.918,"endTime":3466.508,"body":"on the YouTube channel."},{"speaker":"Pacific time, 7","startTime":3466.838,"endTime":3468.128,"body":"Reach out if I can"},{"speaker":"Pacific time, 7","startTime":3466.838,"endTime":3468.128,"body":"help you on bill gross."},{"speaker":"Pacific time, 7","startTime":3468.133,"endTime":3469.838,"body":"Thanks so much for"},{"speaker":"Pacific time, 7","startTime":3468.133,"endTime":3469.838,"body":"everybody who participated"},{"speaker":"Pacific time, 7","startTime":3469.838,"endTime":3470.528,"body":"really appreciate guys."},{"speaker":"Pacific time, 7","startTime":3470.533,"endTime":3471.278,"body":"Thank you so much."},{"speaker":"Pacific time, 7","startTime":3473.828,"endTime":3474.068,"body":"Thanks."}]}